MARKETING IN PRACTICE

Submitted By : Fathima Sharmila Khan

CB Number : 003332
Module Lecturer : Miss. Nilusha Gallee
Module Code ! "itle : BLB#0#$#%2
&nta'e Code : (F0)#B*
+ate *ssined : 2,
th
No-ember 200)
+ate +ue : #.
th
February 20#0
ABSTRACT
Gonuts /ith +onuts an in0ant com1any in the con0ectionary industry /ith the s1eciali2ation in
donuts. But it has achie-ed a hue im1ro-ement /ithin 0e/ months. "he main ob3ecti-e o0 this
mar'etin 1lan is to increase the mar'et share by introducin a ne/ 1roduct line to the mar'et.
Basic analysis o0 the mar'etin en-ironment and the com1any strenths4 /ea'nesses4
o11ortunities and threats 5S67"8 has identi0ied to 0iure out the actual 1osition o0 the com1any
to im1lement the mar'etin 1lan and achie-e the com1any ob3ecti-es.
Cu1ca'es are the ne/ 1roduct Gonuts /ith +onuts e91ect to introduce to their lare customer%
base. &denti0ication o0 the best sements4 ho/ they /ill be the tareted to 1roduce the 1roduct to
the mar'et e00iciently and :osition a 1ositi-e imae about the 1roduct in customers; mind etc.
ha-e been 1ro1osed throuh this re1ort.
Mar'etin mi9 0or cu1ca'es has been set 0or a success0ul 1roduct launce. Final 1art o0 the re1ort
is the e9ecution o0 the mar'etin 1lan and to e-aluate the 0inal outcome 'ey 1er0ormance
indicators ha-e been established.
2
ACKNOWLEDGEMENT
& /ould li'e to ac'no/lede and e9tend my heart0elt ratitude to our Mar'etin lecturer Miss.
Nilusha Gallae4 0or her continues -ital encouraement and su11ort to com1lete this re1ort
success0ully and & ac'no/lede +r. Mahesha Samarathuna 0or dedicatin her 1recocious time
on a s1ecial citation and re0erencin /or' sho14 the chie0 e9ecuti-e o00icer Mr. Lalin Michael
<inasena o0 LM< rou1 o0 com1anies4 Mr. Na/al Cassim (uman resources manaer o0 Casa
Colombo4 Shi11in Manaer o0 *dam3ee Luc'man3ee and sons Ltd Mr. Basheer *hamed and
the administrati-e and library sta00 o0 *:&&" Sri Lan'a.
Most es1ecially & ac'no/lede my 0amily 0or the lo-e and the endless uidance i-en 0or me and
to God4 /ho made e-erythin 1ossible.
3
Table of content
*bstract............................................................................................................................................2
*c'no/ledement...........................................................................................................................3
"able o0 content...............................................................................................................................,
List o0 0iures....................................................................................................................................
List o0 tables....................................................................................................................................=
List o0 abbre-iations........................................................................................................................>
:ro1osal.........................................................................................................................................#0
"able o0 content..............................................................................................................................##
Bac'round%o0%G6+....................................................................................................................#2
Mar'et%summary............................................................................................................................#,
S67"%*nalysis.............................................................................................................................#.
Mar'etin%ob3ecti-es.....................................................................................................................#>
Cor1orate%ob3ecti-e...................................................................................................................#>
?ualitati-e%ob3ecti-es................................................................................................................#>
?uantitati-e%7b3ecti-es.............................................................................................................#>
S":%1rocess o0 G6+....................................................................................................................#)
Mar'etin%mi9...............................................................................................................................22
:roduct.......................................................................................................................................22
:rice...........................................................................................................................................2$
:lace...........................................................................................................................................2=
:romotion..................................................................................................................................2)
@9ecution and e-aluation...............................................................................................................3#
*::@N+&C@S...............................................................................................................................32
*11endi9 * A *nalysis and /ra1 u1..........................................................................................3,
*11endi9 B A <usti0ication o0 selected sements......................................................................3=
*11endi9 C A @00ecti-e sementation.......................................................................................3)
*11endi9 + A :ositionin.........................................................................................................,3
*11endi9 @ A &nternal and e9ternal 0actors a00ects the 1rice.....................................................,$
*11endi9 F %Fi9in 0inal 1rice..................................................................................................,=
,
*11endi9 G %:romotional materials..........................................................................................$#
*11endi9 ( A :romotional Budet...........................................................................................$.
*11endi9 & A @9ecution and e-aluation.....................................................................................$)
Be0erences.......................................................................................................................................#
Bibliora1hy...................................................................................................................................2
$
List of figues
Fiure # % :roduct rane o0 G6+
Fiure 2 % Sementation Bases
Fiure 3 % Boston matri9
Fiure , % +emand cur-e
Fiure $ % Channel le-els
Fiure . % Brie0 analysis o0 1o1ulation and housin characteristics
Fiure = % (ouse hold income and e91enditure
Fiure > % Census o0 1o1ulation and housin
Fiure ) % :ro1osed Gonuts cu1ca'es loo
Fiure #0 % :ro1osed 1romotional materials 0or children
Fiure ## % :ro1osed 1romotional materials 0or teenaers and sho11ers
Fiure #2 % :ro1osed 1romotional materials 0or 1arents
.
List of tables
"able #% Gro/th o0 G6+
"able 2% Com1etitors o0 Gonuts /ith +onuts
"able 3% :erce1tual ma1
"able ,% :LC theoretical -ersus actual
"able $% Com1etitors 1rice
"able .% 7utlet 1lacement
"able =% :romotional mi9
"able >% Gantt chart
"able )% Fi9in 0inal 1ricin
"able #0 % Costs o0 inredients
"able ## % :romotional budet
=
List of abbe!iations
CSB % Cor1orate social res1onsibility
G6+ % Gonuts /ith +onuts
(B+ % (uman Besources +e1artment
LM< % Lalin Michel <inasena
NG7 % Non o-ernment orani2ations
: ! S % :erera and sons ba'ers
:LC % :roduct li0e cycle
:7+ % :oint o0 di00erence
S": % sementin4 "aretin4 and 1ositionin.
C*" % Calue added ta9
>
)
Po"osal
"o : Miss: Nilusha Gallae
From : Fathima Sharmila Khan 5CB0033328
+ate : #.
th
February 20#0
Sub3ect : Mar'etin :lan 0or Gonuts /ith +onuts
#0
Table of content
#. Com1any bac'round..............................................................................................................##
2. Mar'et summary......................................................................................................................#3
3. S67" analysis........................................................................................................................#,
,. Mar'etin ob3ecti-es................................................................................................................#.
$. Mar'etin stratey...................................................................................................................#=
.. Mar'etin mi9..........................................................................................................................20
=. @9ecution and e-aluation.........................................................................................................2)
##
Bac#goun$%of%GWD
G6+ is an inno-ati-e com1any in the 0ood%industry /hich brouht a ne/ conce1t to the Sri%
Lan'an con0ectionary mar'et. "hey ha-e s1eciali2ed in donuts and ha-e many 0la-ors and
-arieties o0 donuts.
G6+ is a member o0 L. M. <inasena ! Com1any 5LM<84 /hich is o/ned by Sri%Lan'an
desiner Mr. Lalin%Michael%<inasena. 5G6+%cor1orate%/ebsite4 200)8.G6+ started o1erations
in March%200) and achie-ed a considerable ro/th /ithin 0e/%months.
T&e go't& of GWD
T&en No'
#%outlet )%outlets
#$%em1loyees .2%em1loyees
.%0la-ours #.%0la-ours D s1ecials
3.000%donut 1er%month >0000%donuts 1er%month
3%deli-ery%bi'es .%deli-ery%bi'es
"able%#%5<inesena4 200)8
G6+ does not ha-e a11arent -isionEmission statements. *ccordin to the C@7 it indicates to
1romote the brand as a Fmust%ha-eG house%hold 1roduct /ith brand loyalty. 5<inesena4 200)8
#2
Fiure%#% 5source:%G6+%cor1orate%/ebsite4 200)8
Hnless huntin customers 0or the a-ailable 1roduct manu0acturin 1roducts /hich match the
customers need is e00ecti-e. 5Kotler ! Keller4 200.8 G6+ uses Faceboo' 0an%club as an
eIui1ment to obtain 0eedbac'. &t indicates they 0ollo/ the mar'etin 1hiloso1hy /hich is based
on customer needs. Com1any has to introduce ne/ 1roducts to be stable in the un0oreseen
mar'et. "his mar'etin 1lan is to introduce cu1ca'es since it;s a ne/ o11ortunity. G6+ e91ects
to establish ne/ outlets in the local mar'et as /ell as in the south *sian reion.
#3
Ma#et%su((a)
"here are many com1etitors in the con0ectionary industry but com1etitors ha-e s1eciali2ed in
di00erent sectors or combination o0 di00erent 1roduct ranes. G6+ s1eciali2ed in donuts are the
1ioneers in this mar'et. "here0ore G6+ has to com1ete /ith all other 0ood manu0acturers since
there is a mono1olistic com1etition but as a donut seller it o1erates as mono1oly. "he
com1etition is not based on the 1roducts but on s1ecial 0actors o0 the industry.
Cateory :artici1ants
+eli-ery%ser-ice :i22a%hutE+ominosE(ar1oJs%:i22a
S/eets &ce%CreamE&ndian%s/eets
Sa-oury%1roducts KFCEMc+onaldsE+ine%moreEMarry%Bro/n
Ba'eries F*BEGreen%cabinE:!SECara-an4
Co00ee%sho1s Co00ee%beanEBaristaECinnamon rand co00ee%sto14
:hysical%@-idence KFCEMc+onaldsE:i22a%hutEBarista
"able%2%5source:%com1iled%by%the%author8
"aret customers o0 G6+ are4
Sho11ers
700ice%/or'ers
StudentsEchildren
"eenaers
(ouse/i0eEmothers 5<inesena4200)8
G6+ established all the outlets /here the taret%customers e9ist. 5Bi0e%table%=8
"he ca0K%trend4 co00ee%culture etc. is com1letely ne/ to the mar'et and ado1ted 0rom the
/estern%/orld.
+onuts are no/ in the ro/th%stae o0 its :LC. G6+ can introduce cu1ca'es and other similar
con0ectionary 1roducts and has the o11ortunity to e91and o1erations.
G6+ has to 0ace many 1roblems /hen introducin ne/ 1roducts to the mar'et. Local customers
sometimes re3ect /estern trends. Gro/in health%consciousness4 1rice%sensiti-eness is bi issues
and Sri Lan'ans 1re0er sa-ory%0oods more.
#,
SWOT%Anal)sis
Strenths
Mono"olistic%co("etition % G6+ mar'et share is totally ca1italised since G6+
initiated donut s1eciali2ation.
Lage%custo(es an$ stong%ban$ % &t;s hard to o-erta'e the mar'et and to 1osition a
ne/ brand in customers mind.
Custo(e%oiente$%outlets % the location stratey has a -ery ood im1act on the
com1any. *ll outlets are based on the taret customers and it;s /ithin Colombo area.
Re"ute$%bac#goun$ % G6+ a00iliated /ith LM< rou1s. &t has leadin businesses
there0ore it hel1s to im1ro-e the re1utation.
6ea'nesses
Pice%sensiti!eness % cannot increase the 1rice due to any chanes in 1roduction cost
since the demand is elastic.
Li(ite$ to $onuts % S1eciali2in only in donuts /ould not hel1 to increase the 1ro0its.
C&ages on e*ta%se!ices % G6+ chares 0or the deli-ery%ser-ice.
Nao'%"o(otions % Hncreati-e 1romotions lac' the a/areness o0 more customers.
711ortunities
E*"an$ing%o"eations % G6+ can launch ne/ outlets island%/ide and in the south
*sian reion since there are not re1uted donut ca0es a-ailable.
Incease t&e "o$uct%ange % G6+ has the o11ortunity to introduce more 1roducts such
as cu1ca'es4 co00ee brands suar%0ree 1roducts etc. and to introduce more seasonal
1roducts.
Online%"uc&ases % "o reduce the /aitin time G6+ can introduce online%orders.
#$
"hreats
+oo$%"efeence A Most o0 the Sri Lan'ans 1re0er sa-oury 1roducts more than s/eets4
G6+ has to 1ut an e9tra e00ort to direct the customer to their 1roducts.
+ea of intenational%ban$s % +onut iants in the /orld can easily launch outlets in Sri
Lan'a. "his is a hue threat because G6+ is an in0ant in the donut mar'et.
I("ote$ in"uts A S1ecial%0la-ourins are im1orted and ha-e to maintain the cost
/ithout harmin the 1rices.
,ealt& consciousness % Society has an interest on healthy 0ood consum1tion.
G6+ has to con-ert these /ea'nesses and threats to strenths and o11ortunities res1ecti-ely.
5Bi0er%a11endi9%*8
#.
Ma#eting%ob-ecti!es
Co"oate%ob-ecti!e
Ma9imise the mar'et share by e91andin the business o1erations.
Create more brand a/areness and loyal customers
.ualitati!e%ob-ecti!es
:romote the brand name as a house%hold 1roduct
&ncrease the customer satis0action and brand a/areness
&ntroducin cu1ca'es to the e9istin customer base
#
.
&ntroducin donuts to ne/ mar'ets.
2
Create a loyal customer%base.
:roduce hih Iuality%oods 0or a 0a-ourable%1rice.
.uantitati!e%Ob-ecti!es
Beduce com1laints do/n by $L.
&ncrease the mar'et%share by #0L.
Ma9imise the re-enue by #0L by 20#2.
&ncreasin the 1urchasin%0reIuency o0 cu1ca'es by #0L by 20##.
@stablish ,%outlets out o0 Colombo by 20#2.
#
*11lyin *nso00 matri9 A :roduct%de-elo1ment
2
*11lyin *nso00 matri9 A introducin e9istin%1roducts to the ne/%mar'ets
#=
STP%"ocess of GWD
G6+ concentrates on taret%mar'etin%stratey /hich is caterin di00erent%1roducts to di00erent%
consumer%rou1s.
G6+ has selected the sements based on di00erent -ariables. "here are main 0our sementation
-ariables4 Geora1hic4 demora1hic4 1sychora1hics and beha-ioral 5Kotler ! Gray4 200.8. "he
combination o0 main sements i-es a uniIue sementation%base 0or G6+.
Fiure 2%5source:%com1iled%by%the%author8
"hese selected sementation bases describes the similarity and the needs o0 the taret mar'et.
5Bi0er%a11endi9%B8
@00ecti-e%sementation contains 0i-e%bases. Measurable4%*ccessible4%Substantial4%+i00erential
and actionable 5Kotler! *rmstron4 200>8
"he abo-e selected customers are lare and 1ro0itable since they are /ithin an urban area. @asy
access and the characteristics are similar. *ccordin to national censors the 1o1ulation and the
income is measurable 5(ousehold%&ncome%and%@91enditure%Sur-ey4 200.E0=8 since all the abo-e
#>
elements are e00ecti-e G6+ can easily im1lement the mar'etin%mi9 0or cu1ca'es. 5Bi0er%
a11endi9%C8
"he selected sements are sho11ers4 o00ice /or'ers and teenaersEchildren because G6+ can
cater them success0ully. "hese identi0ied sements; 1re0erences meet the ob3ecti-es o0 the ne/
1roduct launch.
<obber states 5200=: 130#8 F6hen mar'et sementation re-eals se-eral 1otential%tarets4 s1eci0ic
mar'etin%mi9es can be de-elo1ed to all or some o0 the sementsG G6+ has seasonal%donuts
/hich brin a s1ecial%interest on seasons and sa-ory%1roducts 0or the 1eo1le /ho are not
interested in s/eets. 7-erall G6+ re1resents the di00erentiated%taretin%stratey.
* success0ul 1ositionin can be done by di00erentiatin the o00erins in the mar'et. G6+ has
di00erentiated the 1roduct by s1eciali2in in donuts. "hey ha-e increased the ser-ice ca1acity as
/ell as 1ioneers in donuts home%deli-ery ser-ice. Customers ha-e a ood%imae about G6+
since they 1roduce hih Iuality donuts.
G6+;s 1ositionin%stratey is uniIue sellin 1ro1osition since they try to di00erentiate the
1roducts amon com1etitors. 5Bi0er%a11endi9%+8
#)
Pece"tual%(a" fo GWD
"able%3%5source:%com1iled%by%the%author8
20
Ma#eting%(i*
Po$uct
Cu1ca'es are the 1ro1osed ne/ 1roduct%line.
Po$uct%le!els%of%cu"ca#es
M Core % Satis0yin instant hunerEdesertEsnac'.
M Basic % Cu1ca'esE6ra11ers
M @91ected % +eliciousEhyienicEreadily%a-ailable4
M *umented % (ome%deli-eryE(ih%?uality4
M :otential % Star%cu1ca'esEFruity%cu1ca'es.
"he customers e91ect uniIue%0eatures in e-ery 1roduct /hich comes to the mar'et. G6+
es1ecially concern about cu1ca'es and the customers ha-e a 1oint o0 di00erence about the
1roduct since the 1ositionin is to ma'e the 1roduct and the brand more attracti-e /ith uniIue%
0eatures. "he 1roduct%le-els o0 cu1ca'es are di00erent 0rom the com1etitors and it rabs the
attention o0 the customer.
Cu1ca'es are a-ailable in the mar'et thouh it;s ne/ to G6+. Since the conce1t is already
e9ists cu1ca'es are an imitati-e%1roduct to G6+.
"he core%bene0it o0 cu1ca'es is satis0yin instant%huner or the need o0 desertEsnac'. "here0ore
this 1roduct is a 0reIuently%1urchased item in other /ords im1ulseEcon-enience oods.
"he 1ro0itability and the mar'et%situation chane alon /ith the :LC there0ore analysis o0 the
theoretical and actual situation is as i-en belo/.
2#
T&eoetical Actual
Into Go't& Into Go't&
Sales Lo/ (ih (ih (ih
Cost (ih *-erae *-erae Lo/
Co("etition % (ih Moderate Moderate
Pofit Neati-e (ih (ih (ih
De(an$ % (ih (ih (ih
Pice (ih *-erae Lo/ Lo/
"able%,%5source:%com1iled%by%the%author8
G6+ stands at the star in Boston%matri9 /hich has a considerable mar'et share /ith 1ro0it
eneration.G6+ e91ects to mo-e to the cash co/ /hich enerates hue 1ro0its at the maturity
stae. "o be stabili2ed in the mar'et ne/%1roduct%de-elo1ment is reIuired and it has been
1ro1osed to introduce cu1ca'es.
22
Fiure%3%5source:%Iuic'%MB*%cor1orate%/ebsite4 200)8
23
Pice
"o achie-e com1any ob3ecti-es the G6+ has to 0i9 a 1rice /hich is 0a-orable to the customers
and the com1any. "here are many internal and e9ternal 0actors a00ect the 1rice o0 cu1ca'es.
5Bi0er%a11endi9%@8
Picing%ob-ecti!es
*ttract more customers.
&ncrease 1urchasin%0reIuency.
&ncrease the mar'et%share throuh attracti-e 1rices.
Create a/areness o0 hih Iuality 1roducts 0or 0a-ourable 1rices.
Com1ete /ith the com1etitors success0ully.
Ma9imi2e re-enue o0 the orani2ation.
Com1etitors su11ly the same 1roduct in the mar'et and the 1rices are com1etiti-e since the
elastic%demand. G6+ has to 0ace many restrictions /hen 0i9in the 1rice. 6hen G6+ increases
the 1rice o0 the 1roduct the 1urchasin Iuantity o0 the 1roduct is bein reduced by a lare%
1ercentae.
Fiure%,%5source:%com1iled%by%the%author8
2,
:
? ? #
: #
+
?
:
Financial considerations o0 G6+4
7-erall rent should not e9ceed #0L 0rom re-enue.
Food cost should not e9ceed 30L 0rom retail 1rice.
*d-ertisin cost should be 2L%$L o0 re-enue.
6astaes must be controlled 5<inesena L.M4 200)8
Com1etitors; 1rices are as i-en belo/.
Co("etito Pices
Co00ee%Sto1 #.0.00
Barista =$.00
F*B $$.00
:!S ,0.00
Cara-an 3$.00
"able%$%5source:%com1iled%by%the%author8
Mar'et 1enetration%1ricin
#
is the most suitable stratey since the 1roduct is demand%oriented.
"he com1any can 0i9 the 1rice accordin to 1ro0it%oriented%stratey /hich tarets 1ro0it.
*ccordin to mar'et 1enetration4 0inal 1rice has been 0i9ed to Bs .0 includin #2L C*". 5Bi0er%
a11endi9%F8
#
Settin a lo/ 1rice 0or a ne/ 1roduct in order to attract lare number o0 customers
2$
Place
Cu1ca'es /ill be 1urchased 0reIuently there0ore the location should be easy to access. "he
customers need to obtain in0ormation about the 1roduct4 the a-ailable -erities and G6+ has to
res1ond to continues orders. G6+ deli-ers oods to the customers and the location should be in
the center o0 ra-ity 1oint /hich can easily manae all the orders e00ecti-ely.
C&annel%ob-ecti!es
"o reach the taret customers con-eniently.
"o reduce the /aitin time.
"o attract ne/ customers daily and increase 1ro0its.
"o 1osition the location as the 0a-ourite 1lace o0 the customers.
G6+ has no intermediaries since they manu0acture and directly deli-ers it to the customer.
Fiure%$%5source:%com1iled%by%the%author8
"he distribution stratey o0 G6+ is selecti-e
2
. Basically they ha-e 0e/ outlets only around
Colombo but the ob3ecti-e is to /idely distribute the 1roduct locally and internationally /hich is
re1resentin the intensi-e
3
stratey.
Outlet%"lace(ent an$ t&e taget%custo(es
location "aret%customers
7+@L Sho11ersEForeinersE"eenaers4
2
Limited%number%o0%outlets
3
Many%outlets%to%sell%the%oods
2.
*l0red%house%arden%Colombo%3 700ice /or'ers
Crescat Sho11ersEForeiners
Na/am%Ma/atha 700ice%/or'ers
(SBC call%center 700ice%/or'ers
M.+ Gunasena Boo'%sho1 Colombo%, Students
Cartoon%Kids KidsESho11ers
"able%.%5source:%com1iled%by%the%author8
"o achie-e ultimate com1any%ob3ecti-es choosin the riht channel alternati-e /ould be
0a-orable. G6+ currently has the deli-ery ser-ices. Bather than establishin ne/ outlets G6+
has the choice to su11ly 1roducts under the brand%name to selected locations such as hotels in the
short%run. G6+ can 0ranchise and ma9imi2e the business%o1erations in the lon%run.
2=
Po(otion
"o achie-e reIuired res1onse 0rom the identi0ied 1otential customers G6+ has to in0luence the
mentality to 1urchase the 1roduct.
Co((unication%ob-ecti!es
Ma'e a/areness o0 the 1roduct more in the selected%rou1s.
Ma'e the 1roduct 0riendly to the taret%rou1. 5Must%ha-e%1roduct8.
Create a loyal customer base.
&ncrease the demand throuh e00ecti-e%communication.
"o achie-e ob3ecti-es an e00ecti-e messae is im1ortant to rab the attention. "he main messae
should be deli-ered is4 Iuality 1roduct 0rom G6+ 0or a 0air 1rice. "his content is a rational
a11eal accordin to Kotler. 5Kotler ! *rmstron4 200$8
"he structure o0 this messae is to 1ro-ide a 1ositi-e stimulus about the taste basically a 1ositi-e
arument about the 1roduct. "he 0ormat is the usual G6+ bac'round and the theme colors. "he
brand ambassadors ha-e been chosen accordin to the taret ordinance. 5Bi0er%*11endi9%G8
Ma3or communicatin channels are billboards4 "C and radio ad-ertisements4 ne/s1a1ers4
Faceboo' 0an%club4 0ree%i0ts and email%mar'etin.
7b3ecti-e and tas' method is the most e00icient method to establish the mar'etin budet.
Ob-ecti!es
Ma'e a/areness 2$L o0 taret%customers.
&ncrease the sales by #0L /ithin 0irst 3%months.
Continues im1ro-ement in sales.
Tas#s
Fi9in attention%rabbin billboards at identi0ied locations.
Free%i0ts /ill be o00ered to 0irst #000.
Ne/s1a1er articles "C and radio commercials /ill be 1ublished.
"otal budet 0or these communication channels are around Bs =#,000. 5Bi0er%a11endi9%(8
2>
Po(otional (i*
Po(otional%(i* C&annels
*d-ertisin "C%commercialENe/s1a1erEBillboards
Sales%1romotion Free%i0ts
+irect%mar'etin @mail%mar'etinEFaceboo' 0an%club
"able%=%5source:%com1iled%by%the%author8
:ro1osed e-aluation is based on the 0irst three months sales. @91ected sales are around#00000%
#20000 cu1ca'es 1er%month. "here0ore 2$L sales should be achie-ed /ithin 0irst 3 months.
:ro1er interation is reIuired to achie-er the ob3ecti-es and to deli-er the messae.
2)
E*ecution an$ e!aluation
G6+ has to run 0e/ test sam1le rounds. "he 1roduction /ill be started a0ter obtainin )=L
1ositi-e%0eedbac's. Some inredients /ould be 1urchased on an areement 0or a 0i9ed 1rice to
a-oid cost chanes. (uman ca1ital /ill be trainedEhired accordin to the reIuirement. Lac'in
resources such as machinery /ill be hired. *ll the tas's /ill be assined to the res1ecti-e
de1artments /ith total res1onsibility. 5Bi0er%a11endi9%&8
Gantt%c&at

"able%>%5source:%com1iled%by%the%author8
"o e-aluate the success4 'ey 1er0ormance%indicators ha-e been ado1ted.
30
7-erall sales o0 0irst three%months should be 2$L 0rom the taret%audience.
Becei-e more than >$L 1ositi-e%0eedbac's 0rom the customers /ithin 0irst .%months.
@-aluatin 1oints ha-e been assined once in a 3%month to obser-e the 1roress.
GuidanceEtrainin /ill be 1ro-ided 0urther accordin to the e00iciency o0 the 1rocess.
3#
APPENDICES
32
A""en$i* A
Anal)sis an$ 'a" u"
33
A""en$i* A / Anal)sis an$ 'a" u"
*s accordin to the S67" analysis the ma3or /ea'nesses are4
Limited 1ricin rane
S1eciali2ation in one 1roduct
Chares 0or e9tra ser-ices
Narro/ 1romotions
"he com1any has to con-ert these /ea'nesses in to strenths and it /ould be 0a-orable to the
com1any.
Limited 1rice rane is due to an elastic demand. "here0ore G6+ has restrictions in costin and
settin the 0inal 1rice. "o o-ercome this situation G6+ has the o11ortunity to sin an areement
/ith local su11liers to 0i9 the 1rice 0or a considerable time 1eriod or to o 0or Iuality substitutes
/hich can be 0ound easily in the local mar'et. By this com1any can ain ad-antaes such as
ood re1utation4 hih sales etc. in the lon run.
+onut is a con0ectionary 1roduct /hich cannot be used as a reular meal o0 the day. "here0ore
the 1urchasin 0reIuency is lo/ com1arin to other 0oods. *nd the Sri Lan'an 0ood 1re0erences
are more li'ely to consume sa-ory 0oods. "o o-ercome this situation com1any can increase the
1roduct rane and attract customers by 1romotin and direct the customer to o 0or donuts or
introduce ne/ 1roducts and -arieties such as cu1ca'es etc.
G6+ has home deli-ery ser-ice but G6+ chares Bs.#00 1er deli-ery. :oor analysis o0 the
mar'et has dri-en to this situation since the com1etitors 1ro-ide the same ser-ice 0ree o0 chare.
"here0ore reducin the chare or ma'in it 0ree 0or the customers /ould be 0a-orable to the
com1any.
"he main ad-ertisin tool is Faceboo' 0an club. G6+ does not ha-e a 1ro1er onoin
1romotional mi9 and attracti-e ad-ertisements. "here0ore the com1any has to concern more on
mar'etin the 1roduct. G6+ has the choice to /or' /ith an ad-ertisin aent to create an
e00ecti-e ad-ertisement.
"he 0undamental threats are4
3,
Sri Lan'an 0ood 1re0erence
Fear international brands
&m1orted in1uts 5cost 0actor8
(ealth consciousness
"houh Sri Lan'ans ado1t ne/ trends 0aster the 1assion o0 tastes and beha-iors cannot be
chaned. Most o0 the local mar'et customers 1re0er s1icy snac's. "here0ore G6+ has to
1osition the Iuality and the taste o0 donuts in customers mind since anyone /ould li'e to
consume delicious 0ood.
"here are many donut iants in the /orld and they ha-e the ability o0 establishin outlets in Sri
Lan'a and Sri Lan'an has the mentality o0 /hich the international brands are better than local
brands. "here0ore it is hard to com1ete /ith the /ell established donut iants. "o o-ercome this
situation the main conce1t ca0e trend should be communicated by in0luencin the 1assion o0 Sri
Lan'ans by sayin G6+ is a local com1any and it /ould be strenth and an o11ortunity to
1romote more 1roducts.
Some 0la-orins and inredients are im1orted and the threat is about the ta9ation 1olicies. (ih
im1ort tari00s a00ect the 1ricin stratey and it is hard to allocate a hih 1rice 0or a con-enient
ood. &0 the customer inores the 1roduct because o0 the lo/ 1urchasin 1o/er it is a threat to
the com1any. "he com1any has to 0ind out strateies to satis0y the customer 0or the amount they
1ay. G6+ has to 1roduce 1roducts and ma'e the customers 0eel com0ortable /ith the 1roduct
and the en-ironment. "rainin the em1loyees and 1roduce a better ser-ice /ould be a
mechanism o0 rabbin the concentration out o0 the 1rice since 1eo1le li'e to obtain s1ecial
ser-ices and com0ort%ability.
Many com1anies4 NG7s; and health authorities ha-e a ood concentration about CSB 1ro3ects.
"hese orani2ations constantly conduct /or'%sho1s and ma'e the 1eo1le a/are o0 healthy 0oods.
"he main messae o0 these orani2ations is not to consume 3un' 0oods but a 0ull course meal 0or
a day to be healthy. "here0ore G6+ has to 1roduce Iuality healthy 0oods and ma'e the customer
a/are about the inredients and the Iuality standards.
3$
A""en$i* B
Seg(ents -ustification
3.
A""en$i* B / 0ustification of selecte$ seg(ents
&ncome le-el a00ects the buyin beha-ior o0 1eo1le. For an e9am1le an ordinary income recei-er
/ould not 1re0er 1urchasin a donut 0or .$ ru1ees since there are com1etitors /ho sell the same
1roduct 0or lo/ 1rices. "he 1erson should ha-e a ood income le-el to 1urchase a .$ ru1ee
donut.
Social class 1lays a hue role in Sri Lan'a and Li0e style is im1erati-e because G6+ has to
identi0y /ho li'es to consume ne/ 1roducts in the mar'et.
"he taret reion is Colombo. "he main ob3ecti-e o0 selectin this eora1hical reion is the
hih e9istence o0 the taret customers and the a-ailability o0 other in0rastructures.
:eo1le loo' 0or 1roducts /hich satis0y instant huner and some has an interest in consumin
con0ectionary 1roducts as a snac' or as the desert. S1ecially teenaers4 o00ice /or'ers4 sho11ers
loo' 0or celebratin s1ecial occasions outdoor and readily a-ailable 1roducts. "here0ore under
beha-ioral sementation these 0actors a00ect the uniIue sement.
3=
A""en$i* C
Effecti!e seg(entation
3>
A""en$i* C / Effecti!e seg(entation
*s accordin to the e00ecti-e sementation bases the tareted customers are measurable. National
statistics states that the hihest 1o1ulation is in Colombo.
Fiure A . 5source: Brie0 *nalysis o0 :o1ulation and (ousin Characteristics4 200#8
*ccordin to this data it indicates there are 3000%,000 1ersons 1er one sIuare meter. "he total
1o1ulation in Colombo reion is 242$#42=,. "he median household income is around Bs 234.,2.
3)
"able A #2 5source : (ousehold &ncome *nd @91enditure Sur-ey % 200.E0=8
"he belo/ chart 1ro-ides the em1loyment critirieas o0 the 1o1ulation and the hihest em1loyed
1ercentae is in Colombo.
Fiure A = 5source : Census o0 :o1ulation and (ousin4 200#8
Most o0 the leadin schools 1ri-et educational institutes and tution classes are established in
Colombo reion and a lare amount o0 students and children are a-ailable in the mar'et to cater
the 1roduct.
*ccordin to these datas the taret sements are lare and 1ro0itable and the income le-els are
hih com1arin to other sectors.
*ll the outlets ha-e been established /ithin Colombo reion and all the outlets are customer
oriented. "here0ore the com1any can easily access the customers and de-elo1 the business.
7utlet location "aret customers
7+@L unlimited Sho11ers4 Foreiners4 "eenaers4
*l0red house arden Colombo 3 700ice /or'ers
Crescat Boule-ard Sho11ers4 Foreiners4
Na/am Ma/atha 700ice /or'ers
,0
(SBC call center 700ice /or'ers
M.+ Gunasena Boo' sho1 Colombo , Students4
Cartoon Kids Colombo . Kids4 Sho11ers
Fiure A . 5Source: com1iled by the author8
"he actionability is measured as accordin to the resources a-ailable and G6+ deser-es all the
reIuired resourses to to im1liment the e00ecti-e mar'etin mi9.
,#
A""en$i* D
Positioning
,2
A""en$i* D / Positioning
6hen introducin a ne/ 1roduct to the mar'et brand 1ositionin is -ery im1ortant to create an
imae in customers mind. :eo1le constantly loo'in 0or ne/ 1roducts /ith ne/ 0eatures
there0ore G6+ has to 1osition their 1roducts di00erently.
Customers o0 G6+ stronly belie-e they /ould not be able to 1urchase Iuality donuts 0or a
0a-orable 1rice 0rom any other 1lace /hich is called as 1oints o0 di00erence 5:7+8. "his
di00erentiation can be ta'e 1lace in main 0our o00erins /hich is 1roductEser-ice4 1ersonal4
channel and imae di00erentiation.
G6+ has s1eciali2ed in donuts and they are the 1ioneers /ho s1eciali2ed in donut 1roduction.
G6+ has com1etiti-e 1roduct rane com1arin to the com1etitors. *s accordin to their
mar'etin 1hiloso1hy 0or the 0irst time G6+ introduced sa-ory donuts to the mar'et and also
they di00erentiate the 1roduct throuh Iuality 1roducts 0or a lo/ 1rice.
6hen it comes to oods -ersus ser-ices ca0es stands at the middle since it has tanible and
intanible elements. "here0ore G6+ has di00erentiated their ser-ice amon other com1etitors.
G6+ are the 1ioneers in donut home deli-ery ser-ice /hich is totally ne/ to the local mar'et.
"houh the cre/ members are limited 0or an outlet G6+ has trained 0or customer 0riendly
em1loyees to ain com1etiti-e ad-antaes.
Basically /hen it comes to channels they ha-e established the outlets /hich is ma'in easy to
reach the taret customers. Hnli'e other 0ood outlets G6+ has not as' the customer to the sho1
to consume their 1roducts but they ha-e one near to the customer /hich is an e9tra ordinary
mar'etin e00ort.
G6+ di00erentiated their imae throuh s1ecial 1hysical e-idence /hich ma'es the customer to
identi0y the brand easily. "here are com1etitors /ho 0ollo/ this tactic but G6+ uses this /hole
conce1t 0or only one 1roduct.
,3
A""en$i* E
Intenal an$ e*tenal factos affect t&e "ice
,,
A""en$i* E / Intenal an$ e*tenal factos affects t&e "ice
"he com1any;s ob3ecti-es are based on ma9imi2e the mar'et share and re-enue by 1roducin
Iuality 1roducts to the customers. "o achie-e these ob3ecti-es com1any has to 0i9 a 1rice /hich
is 0a-orable to the customer as /ell as to G6+.
"a9es on im1orted oods /ould be an issue but the com1any has an ob3ecti-e to 1roduce Iuality
1roducts 0or a lo/ 1rice there0ore G6+ 1rices under su1er -alue stratey. "his stratey hel1 out
the com1any to create a loyal customer bases since the 1roducts can satis0y the customer more
than the amount they 1ay.
"here is a limitation in 1rice ad3ustments because o0 the elastic demand and mono1olistic
com1etition. :eo1le do not tend to buy con-enient oods 0or hih 1rices since there are su11liers
/ho sell the same 1roduct 0or a lo/ 1rice. 6hen the 1rice le-el increases the total demand
decreases 0rom a hih 1ercentae.
"he 1rice has to co-er all the e91enses o0 the com1any there0ore the other three -ariable o0
mar'etin mi9 should be ta'en into account to 0i9 the 1rice o0 the 1roduct. For an e9am1le rent4
1romotional e91enses4 -alue added ser-ices etc. are the costs G6+ has to hold.
+onuts ha-e been success0ully launched to the mar'et there0ore customer e91ectations are hih
about the ne/ 1roduct lines and the customers thin' the -alue they 1ay is 0air but they do not
/illin to 1ay more than a certain amount. "here are com1etitors /ho sell the 1roduct 0or a lo/
1rice and it is a threat to the com1any.
,$
A""en$i* +
Ma#eting (i* / +i*ing +inal Pice
,.
A""en$i* + %+i*ing final "ice
Main inge$ients
Flours $0 ,
Suar $0 #3
Butter $0 ,0
# e #2
To""ings
Butter $0 ,0
&cin suar 22$ .3
Cocoa 1o/der #$ 22.$
Nuttela ha2elnut 30 ),
Nuts and 0la-ourins #$ 20
Ot&e
Labour #$
Bent =
:o/er >
:romotions 2.
"rans1ortation #$
7ther >
"otal cost 3>=.$
6astae $L 0rom cost. #).3=$
Cost a0ter /astae ,0..>=$
:ro0it marin 33L #3,.2.>=$
:rice 0or #0 cu1ca'es $,#.#,3=$
:rice 0or # cu1ca'e $,.##,3=$
C*" #2L ..,)3=2$
:rice a0ter C*" 1231245
"able A ) 5source: com1iled by the author8
Pices of inge$ients
Flour #' =>
$0 6
,=
Suar $00 #2)
$0 57
Butter 200 #.0
$0 62
# e 58
&cin suar $00 #,0
22$ 17
Cocoa 1o/der $0 =$
#$ 9938
Nutella chocolate 3=# ##.2
30 :6
Nuts and 0la-ourin 5im1orted8 $00 #000
#$ 72
Labour cost 5. 1er outlet8 total cre/ .2E) outlets
*-erae salary #$000 )0000
Labour cost 0or #0 cu1ca'es 5)0000E##$0008N#0 4
+onuts 5Bs .$8 >0000 .$ $200000
Cu1ca'es 5Bs .0 % assum1tion8 30000 .0 #>00000
@91ected total re-enue =000000
Bent #0L o0 total re-enue =00000
*-erae rent 1er outlet ====>
Bent e91ense 0or #0 cu1ca'es 5====>E##$0008N#0 ;
:o/er #$
:romotion 0or cu1ca'es 5300008 =#,000E) outlet 5=)33,E300008N#0 91
"able A #0 5source: com1iled by the author8
,>
A""en$i* G
Po(otional (ateials
,)
A""en$i* G %Po(otional (ateials
Ne' logo fo cu"ca#es
Fiure ) 5source: com1iled by the author8
$0
Po"ose$ billboa$ fo #i$s
Fiure #0 5source: com1iled by the author8
$#
Po"ose$ billboa$ fo teenages an$ s&o""es
Fiure ## 5source: com1iled by the author8
$2
Po"ose$ billboa$ fo "aents
Fiure #2 5source: com1iled by the author8
$3
A""en$i* ,
Po(otional bu$get
$,
A""en$i* , / Po(otional Bu$get
*ccordin to the ob3ecti-e and tas' method the 1romotional budet has been set. "he
communication ob3ecti-es are4
"o ma'e a/areness 2$L o0 taret%customers. "he total taret customers are around
#00000 A #20 00. *s an a-erae it has been calculated to ma'e a/are o0 30000 1eo1le
out o0 taret customers since the donut 1roduction at the beinnin 1er month /as around
30000. "here0ore at a minimum le-el G6+ has to reach this amount o0 customers.
"o &ncrease the sales by #0L /ithin 0irst 3 months. G6+ has an ob3ecti-e to ma9imise
the mar'et share. "here0ore com1any has to create a demand 0or the 1roduct and
1romotional materials /ill be used to achie-e it.
Continues im1ro-ement in sales. 7-erall com1any has to achie-e the 0inal ob3ecti-e o0
the orani2ation. "here0ore continues 1romotion is needed and it /ill hel1 to increase the
sales constantly.
Tas#s
Find the 1laces customers e9ists A to ma'e a/are o0 the 1roduct the com1any has to
0iure out /here the taret customers e9ists more and -isit more.
Fi9in attention%rabbin billboards at identi0ied locations A a si2e o0 ,0.,mmN30,>mm
/ill be 1laced at the identi0ied locations to ma'e a/are o0 the 1roduct. "he si2e o0 the
billboard is Iuite lare to achie-e the ob3ecti-es.
Free i0ts /ill be o00ered to 0irst #000. *s accordin to the second ob3ecti-e to increase
the sales it has been 1ro1osed to o00er 0ree i0ts 0or the 0irst #000 customers since the
brand /ill be 1romoted in%bet/een 0riends by /ord o0 mouth.
Ne/s1a1er articles /ill be 1ublished. 7nly on s1ecial maa2ines such as 0ashion4 'ids4
business etc. /ill be 1ublished these ad-ertisements since G6+ has to reach the taret
customers.
"C and radio commercials /ill be 1ublished to 'ee1 continues contact /ith the
customers.
*dditionally Faceboo' 0an club /ill be u1dated and emails /ill be 0or/arded to the
taret customers.
$$
T&e "o(otional bu$get fo cu"ca#es
Places ?uantity "otal
Near to children%1ar's 2 )2000
Near to ma3or
sho11in%com1le9es.
, #>,000
(ih /ays. # ,.000
Ma3or to/ns in
Colombo.
2 )2000
Free%i0ts #000 #00000
Ne/s1a1er articles 3 1er /ee' 200000
"otal =#,000
"able ##%5source: com1iled by the author8
"here are main t/o children 1ar's in Colombo. 5Ba3airiya ! "o/n%hall8 "/o billboards /ill be
1ut u1 at these t/o areas. "he cost 0or a ,0.,mmN30,>mm billboard is around Bs ,.000. "he
e91ectation 0rom this is to rab the attention o0 children and 1arents /ho -isit the children;s
1ar'. *nother , billboards /ill be 1laced at ma3or sho11in com1le9es to communicate /ith
sho11ers4 teenaers4 o00ice /or'ers etc. :lacin a billboard in a hih /ay hel1s to communicate
/ith 0reIuent tra-elers basically o00ice /or'ers and t/o more ma3or to/ns has been chosen to
1lace billboards since all the taret customers o0 G6+ is in urban sector.
"C and radio commercials /ill be used a0ter obtainin a considerable ro/th in the ne/ 1roduct
launch since s1endin on these medias is not e00ecti-e because G6+ has only to communicate to
a s1eci0ic eora1hical reion /hich is Colombo.
$.
A""en$i* I
E*ecution an$ e!aluation
$=
A""en$i* I / E*ecution an$ e!aluation
T&e $e"at(ents an$ assigne$ tas#s
Mar'etin % +esin uniIue ad-ertisements to reach the customers and constant
obser-ation on sales. Communicate /ith the communication channel members and
deli-er the messae 1ro1erly to the taret customers.
*ccounts % :ro-ide 0unds 0or the reIuired de1artments to 1urchase oods and
ser-ices on time. Kee1 1ro1er records o0 the total income e91enses o0 the ne/ 1roduct
launch to e-aluate the 1roress o0 the com1any.
:roduction % Ma'e the 1roduction%line clear to 1roduce oods since G6+ has to
1roduce t/o 1roducts /ithout any com1laints. :roduction de1artment has to re1ort
lac'in resources.
71erations % &nterate all de1artments to achie-e com1any ob3ecti-es e00ecti-ely and
schedule the 1rocess smoothly.
(B % Moti-ate the em1loyees and 1ro-ide reIuired trainin. *ccordin to the
lac'in human ca1ital (B de1artment has to train or hire ne/ em1loyees.
"he Gantt chart re1resents the total mar'etin im1lementation 0or the 0irst si9 months.
"he 1er0ormance indicators are to e-aluate the 1roress o0 the mar'etin 1lan.
7-erall sales o0 0irst three%months should be 2$L 0rom the taret%audience. Since the
communication ob3ecti-e is to achie-e this amount o0 a/areness a success0ul launch
should be achie-ed this 1ercentae.
Becei-e more than >$L 1ositi-e%0eedbac's 0rom the customers /ithin 0irst .%months.
:ositi-e 0eedbac's are to moti-ate the em1loyees as /ell as to im1ro-e the 1roduct more
accordin to the 0eedbac's.
@-aluatin 1oints ha-e been assined once in a 3%month to obser-e the 1roress.
@-aluation is im1ortant to be u1 to date since the 1roduct is in the introduction le-el and
to ma'e 1ro0its out o0 it. 7-erall G6+ is an in0ant com1any constant e-aluation /ould
be hel10ul to de-elo1 the conce1t more.
GuidanceEtrainin /ill be 1ro-ided 0urther accordin to the e00iciency o0 the 1rocess.
*0ter identi0yin the success and the 0ailure 1oints G6+ has to 1ro-ide the rele-ant
$>
uidance and trainin. G6+ also has to 1urchase reIuired resources to im1ro-e the
e00iciency.
+inal conclusion
"he ultimate ob3ecti-e o0 this re1ort is to introduce a ne/ 1roduct line to G6+. "he 1ro1osed
1roduct is cu1ca'es. "o be stabili2ed and to increase the mar'et share constant inno-ation is
a11ro1riate. "here0ore accordin G6+;s mar'etin 1hiloso1hy they ha-e identi0ied a need o0
another 1roduct to cater to their customers.
"he main 0indins are the com1any;s S67" /hich hel1s to identi0y the bac'round o0 the
com1any to 1osition the 1roduct. "houh com1any ob3ecti-es are assined 0or the lon run by
this ne/ 1roduct launch these ob3ecti-es can be easily achie-ed.
Mar'etin mi9 is to re1resent the ne/ 1roduct more clearly /hich is about the 1roduct4 1rice o0
the 1roduct 1lace and ho/ it /ill be 1romoted.
"o obtain the real out1ut the rele-ant strateies ha-e been ado1ted and to e-aluate the outcome
'ey 1er0ormance indicators ha-e been ado1ted.
"here are many o11ortunities in this con0ectionary industry. "he com1any has to identi0y the
need o0 the customers and to 1romote the brand success0ully /ith the hel1 o0 mar'etin
strateies. "he identi0yin the most suitable sement is im1ortant and the 1ositionin should be
attracti-e and it should rab the interest o0 the customer about the brand name to be success in
the mar'et.
$)
Refeences
Boo#s
<obber +4 200=4 130)4 Principles and practice of marketing4 $
th
ed4 McGra/%(ill @ducation4
Ber'shire4 Hnited Kindom.
Kotler : ! *rmstron G4 200>4 Principals of Marketing4 #2
th
edition4 :rentice (all :ublications4
&ndia
Kotler : ! Keller K. L4 200.4 Marketing Management4 #2
th
ed4 :rentice (all :ublications4 &ndia
<n"ublis&e$ 'o#
<inesena L.M4 200)4 Gonuts with Donuts Colombo4 *:&&" Sri Lan'a.
Websites
G6+ cor1orate /ebsite4 200)4 Company profile4 OonlineP4 *-ailable:
htt1:EEonuts/ithdonuts.comE0#%0.%200)Q003.htm4 O*ccessed: #.E#2E200)P
G6+ cor1orate /ebsite4 200)4 donut menu4 OonlineP4 *-ailable: htt1:EEonuts/ithdonuts.comE0#%
0.%200)Q002.htm4 O*ccessed: 20E#2E200)P
6ord count: 2#)> e9ce1t abstract4 ac'no/ledement4 a11endices4 re0erences and bibliora1hy4
.0
Biblioga"&)
Berry " ! 6ilson +4 200#4 How to develop and implement a successful marketing plan, 2
nd
ed4
:alo *lto so0t/are4 &nc. HS*
+e1artment o0 Census and Statistics Ministry o0 Finance and :lannin cor1orate /ebsite4 20#04
(ousehold &ncome and @91enditure Sur-ey% 200.E0= Final Be1ort4 OonlineP4 *-ailable:
htt1:EE///.statistics.o-.l'E(&@SE(&@S200.Q0=6ebsiteE:ublicationsE(&@S200.0=Final
L20Be1ort6ebL20.1d0 O*ccessed: >E#E20#0P
+e1artment o0 Census and Statistics Ministry o0 Finance and :lannin cor1orate /ebsite4 20#04
Brie0 *nalysis o0 :o1ulation and (ousin4 OonlineP4
*-ailable:htt1:EE///.statistics.o-.l'E:o1(ouSatE:+FE1=L201o1ulationL20andL20(ousin
L20"e9t%##%#2%0..1d0 O*ccessed: 2.E#2E200)P
+e1artment o0 Census and Statistics Ministry o0 Finance and 1lannin cor1orate /ebsite4 20#04
:ercentae o0 em1loyed 1o1ulation by district4 em1loyment status and em1loyment sector4
OonlineP4 *-ailable:
htt1:EE///.statistics.o-.l'E:o1(ouSatE:+FE:o1ulationE1)1#)L20em1loymentL20status.1d0
O*ccessed: #E2E20#0P
+onald C ! +oulas G4 20024 Marketing our Product4 <aico :ublishin (ouse4 Mumbai.
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