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The King of Good Times is India s best-selling beer, and from Mumbai to Delhi, the locals guzzle through millions of bottles annually. But although the brand commands up to 25% of its domestic market, unless you ve visited India or are a part-time connoisseur of curries, you may not have recognized Kingfisher s qualities as the perfect accompaniment to a chicken Vindaloo.As my area of interest is marketing,the project was provided to me titled Designing & Implementing the market strategy plan for PDW and RC Cola Kingfisher in Jaipur market. So that I can understand and learn the marketing skills in FMCG sector I did my summer internship at Kingfisher beverages , Jaipur, under the guidance of Mr. Mayur Tiwari (Regional Sales Manager) and Mr. Pushkar Dwivedi (Area Sales Manager). I am please to work in this esteemed organization.I have tried my best to make this report a reader friendly & also did my level best to fulfill the objective of the summer training.3DECLARATION I declare that the project entitled Designing & Implementing the market strategic plan for PWD , soda &RC cola of Ice berg food Ltd. In Jaipir is a record of independent research work carried out by me during the academic year 2007-2008 under the able guidance of my faculty guide 4ACKNOWLEDGEMENT Some Says Managers are born and some says managers are made . I was also in some dilemma before commencing my summer internship. But after the successful completion of my summer internship I came to know that managers are made if they are guided properly and are motivated to work willingly towards fulfillment of specific goal. It is with a sage sense of gratitude, I acknowledge the efforts of whole hosts of well - wishers who have in some way or other contributed in their own special ways to the success and completion of this project.First of all, I would like to thank Mr. Mayur Tiwari ( RSM JAIPUR ) Jaipur, from the bottom of my heart, without his help it would have been a dream only to carry out the project work. He is the only person who takes all decisions by considering everyone s view. He is the person who takes care of the sales of Kingfisher of Rajasthan state and always motivates people to increase sales. He also makes new strategies time and again to give Kingfisher some edge over competitors. One can say he is the one-man army of Kingfisher, Jaipur branch.My profound sense of obligation goes to Mr. Pushkar Dwivedi (ASM Jaipur) who takes care of the supply of 20 liters jar of packaged drinking water. He also gives proper guidance to all management trainees and staff. All the sales officers of ICE BERG FOODS LTD. JAIPUR
who have helped me a lot during the course of my project. They were of great help to me in every aspect and enlivened us to win the problem head that I faced during this project. At last I convey my sincere thanks to KINGFISHER, JAIPUR for their helping hand that I always found extended to me whenever I needed. With Sincere thanks Vishnu Patidar
5PROJECT PROPOSAL SHEET Project Title:Designing & Implementing the market strategy plan for PWD , soda &RC cola of
Kingfisher in Jaipur market. Name Of The Organization:UNITED BREWERIES GROUP (UB GROUP) Name Of The Company:KINGFISHER LIMITED Manufactured & Marketed By:ICEBERG FOODS LIMITED Project Head & Supervisor:Mr. Mayur Tiwari (Regional Sales Manager) Project Duration:Two Months: - 1 st May 2007 to 30 th June 2007
6TABELS OF CONTENTS:S.NO.CONTENTS Pg.no.
1.Industrial profile 082.Introduction about project 173.Company profile 184.New product (R C Cola)215.Research methodology236.Market analysis307.Analysis & findings448.SWOT Analysis459.Recommendation & suggestions4810.Planning marketing programmers (strategies)5011.Questionnaires6512.Exhibit6713.Bibliography70 UNITED BREWERIES GROUP (UB GROUP) 7United Breweries Group :based in Bangalore, is the world's 2nd largest brewer and the largest in India. The company markets most of its beer under the Kingfisher brand and has also launched Kingfisher Airlines, a domestic airline service in India.The group is headed by Dr. Vijay Mallya who is also a member of the Indian Parliament. United Breweries now has a near-monopoly over the Indian brewing market, thanks to its recent takeover of the rival Shaw-Wallace company. The group owns the Mendocino Brewing Company in the United States. HISTORY:The UB Group was founded by a Scotsman, Thomas Leishman in 1857. The Group to its initial ok lessons in manufacturing beer from South Indian based British breweries. At the age of 29, Vittal Mallya was elected as the company's first Indian director in 1947. After a year, he replaced R G N Price as the chairman of the company.United Breweries made its initial impact by manufacturing bulk beer for the British troops, which was transported in huge barrels or "Hogsheads". Kingfisher, the Group's most visible and profitable brand, made a modest entry in the sixties.During the 1950's and 60's, the company 8expanded greatly by acquiring other breweries. First was the addition of McDowell as one of the Group subsidiaries, a move which helped United Breweries to extend its portfolio to wines and spirits business. Strategically, the Group moved into agro-based industries and medicines when Mallya acquired Kissan Products and formed a long-term relationship with Hoechst AG of Germany to create the Indian pharmaceutical company now known as Aventis Pharma , the Indian subsidiary of the global Pharma major Sanofi-Aventis. THE LOGO:The Pegasus, which is the symbol of the United Breweries, first found its place as the Group logo in 1940. Then, the Helladic horse associated with beer and nectar in Greek mythology- carried a beer cask between the wings, ostensibly because beer formed the core operations of the Group. Later, the beer cask was removed to represent the Group s multifaceted operations. Now, it is just the Pegasus. PRESENT HISTROY:Sales of the United Spirits Ltd. are expected to exceed 60 million cases during the fiscal year 2005-06 making the Group the third largest manufacturer of Spirits products in the world. In addition, USL is one of only three in the world to own seven millionaire brands and at least five brands rated by Drinks International, UK, to be amongst the ten fastest growing brands in the world in their
the site is limited to a fraction of its own indigenous market. The flagship brand. It is colorful and noisy (although the score sounds more Caribbean than Indian) and there s plentyof animation to enhance the viewing experience.However.10KINGFISHER LIMITED:- The King of Good Times is India s best-selling beer. Vladivar Vodka. the facility to order Kingfisher beer and apparel online only exists for residents of Bangalore at present. unless you ve visited India or are a part-time connoisseur of curries. Isle of Jura. the Food section.The Kingfisher homepage is everything you would expect from the Indian-based brand. which is a must for lovers of Indian cuisine. The market share of the Spirits Division in India is currently 60% and exports to the Middle East. Kingfisher is now sold in over 52 countries worldwide having received many accolades for its quality. purchased the Scottish distiller Whyte and Mackay in May 2007 for £595 million (Rs. the locals guzzle through millions of bottles annually. United Breweries. where you can send E-cards to your friends or have a chuckle at the Beer Jokes . have delivered their premium brand to the web in an effort to increase global awareness of their coveted flagship product.The UB Group s Brewing Entity called United Breweries Limited (UBL) . which contains information about the history of United Breweries and the Kingfisher brand itself. The UB Group today controls 60% of the total 9manufacturing capacity for Beer in India. The . The group company Mangalore Chemicals and Fertilizers Limited ( MCF )has factory at Panambur in Dakshina Kannada district of Karnataka. Fetter cairn. (USL).com that are weak in terms of content and will need substantial embellishment if United Breweries are to make full use of the web as a marketing tool. But although the brand commands up to 25% of its domestic market. so from an E-tail perspective.respective categories. all that could change in the future as Kingfisher s owners. and the World section.800 crore). Areas of the site that are well worth a visit include the Fun n Beer section. Africa and Asian countries are growing rapidly. you may not have recognized Kingfisher s qualities as the perfect accompaniment to a chicken Vindaloo.The UB group is also into manufacture of Fertilizers. Glayva.With plans to becoming a global player United Spirits Ltd. and Whyte & Mackay Scotch under its portfolio. the flagship of the UB group. Unfortunately. and from Mumbai to Delhi. This feeling of constraint is also extended to other site areas and there are several sections within Kingfisher. Through a process of aggressive acquisition and market penetration.has also assumed undisputed market leadership with a national market share in excess of 50%. 4. This would bring the brands of W&M like The Dalmore.
Can manufacture 300. Geographic Markets:Worldwide No. rather than evangelizing what associates the emotional aspects of the Kingfisher brand with its chosen recreational partners. We can sign long term contract and have a manufacturing facility at present of 300.50 People Annual Sales Range (USD):US$1 Million . 11 ICEBERG FOODS LIMITED About Company:We are quality pet performs manufacturers in india with state of the art technology husky injection molding system. India Products/Services We Offer:We offer international quality(pepsi approved) pet preforms in 28 mm pco neck in 24. Printing Projects ..5 Million . Packaging. We use 100 % virgin material(pepsi approved).. We can offer preforms in 28 mm pco in 24. Country/Territor:India Address:1006.Sports pages are a good example of this as they simply contain a handful of paragraphs on Kingfisher s sponsorship of past sporting events.000 preforms/day.27. Nariman Point. of Employees:11 . Company Profile Company Name:Iceberg Foods Pvt. Raheja Centre.42& 48 GM.000 preforms/day Business Type:Manufacturer Industry Focus:Packaging Product Stocks . Maharashtra.7.7. Packaging Related Machinery . Ltd. Mumbai.42& 48 GM processed on husky injection molding system.US$2.27. All performs are approved by pepsi.
1ltr. is a seven years old company in this industry and we are one of the leading company having all India rights for manufacturing & marketing packaged Drinking water with a brand name Kingfisher trademark owned by famous UB group & RC Cola trademark owned by Royal Crown Cola which third largest selling soft drink brand in the world with a presence in almost all the countries of the world. In each city at least one distributor is present. ozonization & ultra filtration process. We have around 110 distributors all over the Rajasthan who are further supplying our stocks to thousands of retailers than to our end users.We have 108 Distributors that are scattered all over Rajasthan. 2 ltr.5 ltr Soda. Distributors and retailers. ensuring that what you drink is what nature intended. Our packaged drinking water is processed and packed in a sophisticated and chemical free plant to maintain highest level of hygiene. high tech equipment sodium filtration resulting in not only healthy but also sweeter packaged drinking water.e.It is understood that throughout India 90% of the stress related diseases are caused due to consumption of contaminated food & water. 5 ltrs.13 (A). We process water at our plant with the most modern. Our packaged drinking water is manufactured under a very strict in house quality control system.i.Plant supplies directly to the C&f and then to the distributors from where it generated its primary sales.Distribution network We have a distribution network consisting of three levels between the company to C&F and then to the consumers.Rajasthan is divided into 5 zones:In each zone all cities of that area are covered. Distribution augmentation.EXISTING DISTRIBUTION SYSTEM.Our packaged drinking water is bottled in fully automatic plant with reverse osmosis. Our clients are spread all over the country. We are one of those few brands that have got ISI certification in Rajasthan and we are committed to supply pure and hygienic water. 500 ml. 250ml. i. Along with latest pesticides removal system through activated carbon filtration process as per EU norms. Our packaged drinking water is manufactured under perfect hygienic conditions as per ISI Standards and we have been consistent in supplying Quality product to all our customers. Our product comes in a wide range of packages like 200ml. Organization Data and Marketing Inputs : 1.Zone wise distributors are given below (Each city name signifies one distributor)14 Rajasthan Jaipur Ajmer Jodhpur Bikaner UdaipurJaipur Zone: - .We have one of the best distribution infrastructures in the business to provide timely services to all our vendors. 20 ltrs & 600ml & 1.Year Established:1998 Legal Representative/CEO:Bharat Shah12Iceberg Foods Ltd.
In Jaipur zone the distribution network is divided in two segments. We have different distributors for different routes.Kamal Sales Officer Mr. Sales Officer Sales Officer Sales Officer Mr.Rathore ASMMr.Pushkar Dwivedi Sales Officer Sales Officer Mr. One is the distribution in the city and the other is distribution in the connecting routes i.S. SALES DEPARTMENT:We have following sales staff in Rajasthan sales team : Sales Manager-One Area Sales Manager-Two Sales Officers-Ten Kingfishers Sales department along with the names and duties of each staff member is given below . Mayur Tiwari ASMMr.Prashant Sales Officer .e Jaipur upcountry. R.15Introduction about project:16 MANAGER-SALESMr.
suppliers. the brew from UB became a favorite.Vinod Sales Officer Mr. Soon afterwards. and consumer.To recognize the value of our human assets. And the history of Beer Division of United Breweries!The company was brought over by late Mr. So began the history of Beer in India.To be the partner of choice for customers. .A PROFILE 17It all began with 5 breweries in South India. These carts wheeled their way to the customers.To greater information about competing company s performance and marketing Efforts in Jaipur city.Arvind Sales Officer Mr.Almost immediately. United Breweries. as these breweries were named in 1915 has come a very long way. the sight of bullock carts carrying huge barrels or 'hogsheads' containing beer became a household sight. including British troops. dated back to 1857. Today every one of the 32.To list competitors operating in the market..Kirti Sales Officer Mr.To be the preferred employer wherever we operate.BhagwanThe study has to be made to improve the Kingfisher s market potential in the Jaipur market in retail segment. COMPANY... living in and around Madras.Make recommendation about marketing efforts . Castle Breweries. and other creators of innovative concepts. and since than has never looked back. Vijay Malaya in 1947..000 Beer outlets in India sells one brand or the other from United Breweries. and for this you have to undertake the project title: Designing &Implementing the marketing strategy plan for PWD and RC Cola of Kingfisher in Jaipur Market The project will be carried on in Jaipur city and will try to assess sales of different brands and at the same time promote sales of Kingfisher packaged drinking water & soda sales in retail & bulk pack segment in Jaipur region. booking counter agent. The oldest of which. Bangalore and the Nilgiris.Mr. MISSION The group Mission Statement embodies these objectives :- 18To assess the company s image in view of retails. especially with the British troops.
Testing source water. MANUFACTURING PROCESS Packaged drinking water & soda in retail & bulk segment in Jaipur Purification ProcessPurity and safety are two major factors taken care in sourcing and processing of Kingfisher water. Quality checking: Quality is checked by sampling method as a batched test at every stage of beer manufacturing even quality of bottle is also checked before actually using. Good Manufacturing Practices are stringently followed at all times. Processing is religiously monitored at every stage. processing parameters.000 bottles per day. chief chemist. packaging material integrity and finally. Underground spring is carefully selected based on its portability and pathogen free water. One of the first tasks that Mott undertook was the development of a new cola drink. Mott who had been with the company for thirteen years took over as chief executive. developed the syrup for what was to be called Royal Crown Cola. Great care goes in tapping this source. shelf life studies. Rufus Kamm. forms an integral part of quality and safety assurance plan. ultraviolet treatment and ozonisation process is carried out.000 to 80. thereby ensuring safety of Kingfisher up to its final packing. a very powerful bactericide with no side effect. During the dark days of the depression Royal Crown Cola.Production: 70. To ensure high quality of packing materials. shortened by the consumer to RC Cola was selling in the 12 ounce bottle for just 5c a bottle. Claude Hatcher. This is to avoid any surface contamination to percolate and mix with underground water source. Ultra filtration gives water reduction in turbidity and adds sparkle activated carbon purifier to remove color and odour in water Reverse osmosis membrane has porosity of less than 0. ROYAL CROWN COLA EVOLUTION OF THE PRODUCT:20In 1933 . microbial quality. Sterilization effect of ozonised water continues even after water is packaged.R. components like caps and bottles are manufactured in-house from resins of quality suppliers. Processing and Quality Assurance:19The casing tube itself is protected with stainless steel mesh to give a preliminary filtration to the water. Area surrounding the water collection tube at the surface is protected and kept clean. named after Hatchers original ginger ale. Only water below 25 meters is tapped. still president.for promoting sales Kingfisher city. Ozone is unstable trivalent oxygen. In 1940 . died and H. as it disintegrates into oxygen within couple of hours.01 micron the process renders water free o microorganisms and also reduces dissolved solids To ensure Kingfisher packaged drinking water is held safe free from contaminations.
. 10. our experienced engineers. TECHNICAL SERVICES:At Royal Crown Cola International. has kept Royal Crown Cola International and our bottlers and distributors on the cutting-edge of new products. The value range for cities collectors is from $12. one of the most dynamic and colorful bottle labels.. and only aqua glass color has been noted.00 to $8. All bottles contained 12 ounces and were either aqua or clear glass. This label was produced from the mid 1930's to the mid 1950's . MARKETING PROGRAMS:From our well-trained marketing team to our unique merchandising programs. For the collector of Royal Crown cities bottles. In addition. product quality is our top priority. By the end of 1940 . Royal Crown Cola International's worldwide marketing efforts have been developed with two goals to 21establish and promote a global brand identity and to help our bottlers better serve their customers. All of these bottles were produced from the early to late 1950's . and 12 ounces. The second group of bottles has the same red/yellow color combination but without the pyramids. Our innovative ingredients and unique formulations have helped Royal Crown Cola International remain both competitive and at the forefront of changing consumer taste trends.00. RESEARCH AND DEVELOPMENT:A commitment to state-of-the-art research combined with some old-fashioned American ingenuity. two basic label variations are noted. the company's products were marketed in 47 states. Cobert retained the presidency until 1955 and directed the company through a period of rapid growth. packaging and testing. Mott moved to Chairman of the Board and the title of President was passed to C. Whether we're helping you build a new facility from the ground up or working to ensure that your existing plant has the latest state-of-the-art technology. Colbert.C. and nationwide advertising campaigns featured many of the Hollywood celebrities. chemists and food technologists are available to help you safeguard the quality of the finished product. The value range is from $4. our team of manufacturing experts is on call to assist you through the entire bottling process. The first variation is the "pyramid" bottle. The size range was 8.00 to brand and cities collectors.00 to $18.
The project was to involve a detail study of the market based on the consumers. hotels and clubs. the data collected in the field can form the backbone of later marketing campaigns. RESEARCH APPROACH:24There are different research approaches and the research instruments that were employed during the research work. An inter brand comparison as well as a brand awareness study to limited extends was also carried away. For estimating the market potential and our own brand s market share different methods of primary data collection were employed in the form of questionnaire. seasonal factors. structured and unstructured interviews and methods for establishing facts about building marketing insights for packaging margins etc. were used.The research plan:. focus group. and promotional costs etc while calculating market potential were taken care of. a general survey to gain knowledge about the . The common research approach for collecting the primary data are observations.Data source:- Primary data Secondary data Steps in research design process:Research plan Area Sample size Respondents Method of collection 23METHODOLOGY The advanced learner s dictionary of current English lays down the meaning of research as a careful investigation or inquiry specially through search for new facts in any branch of knowledge.RESEARCH METHODOLOGY 22Research Approach:-Research instrument:-Contact method:-How it was method:. surveys and experiments. When sorted and used properly.Research problem for the present study:. Further to accommodate the additional factors such as competitor presence in the market.In this case. Readman and Mory defines research as A systematized effort to gain new knowledge. The markets available for the study were the retail shops.
(B)C & F QUESTIONNAIRE(C)CUSTOMER QUESTIONNAIRE CONTACT METHODS:Once the sampling plan has been determined. questionnaire method was followed to collect primary date with respect to the project which was finally implemented after pre testing closed end. where the research is looking for insight into how people think a certain way. The choices are mail. Telephone could not be an effective medium for getting the first hand responses pertaining to the study. people s / consumers perception so that it serves as a foundation to prepare the questionnaire for collecting primary data and that it helps in deciding other methods to be adopted which may be useful in gathering the necessary information. the marketing researcher must decide how the subject should be contacted. the questionnaire by far the most common instrument used to collect the primary data. tasted and debugged before theyare administered on large scale. Open end questions allow respondents to answer in their own words. and respondents make a choice among them.Secondary data will be used to supplement the primary research and in terms of capacity and profile of package drinking water industry. telephone.market. Because of its flexibility. Closed end questions pre specify all the possible answers. commonly known as the pilot survey was and undertaken where particularly information was gatheredWith respect to the brands. Open end questions are especially useful in the exploratory stage of research. I designed the structured questionnaire for two levels first. I will use method of direct interview.A questionnaire consists of a set of questions presented to respondent for their answers. Open end questions often reveal more because they do not constrain respondent s answers. for hotel industry/ restaurants and secondly. I design the research based on primary data. For the collection of primary data. Mechanical devices are used frequently in marketing research.For the purpose of the market survey. the professional marketing researcher carefully chooses the question and their form. direct. the form of the question asked can influence the response. which pass on these type of items to the ultimate customer. or personal interviews. Method was adopted to collect the data related to the study. for filling the questionnaire. for retail shops package drinking water. RESEARCH INSTRUMENTS:Marketing researchers have a choice of two main research instruments in collecting primary data questionnaire and mechanical devices.(A)RETAILERS QUESTIONNAIRE: this questionnaire was designed for various retailers. The questionnaire should use simple. Questionnaire had to be carefully developed. wording and sequence.In this case too. In preparing a questionnaire. HOW IT WAS DONE :- . unbiased wording and should be pre tested before it is actually used. Mechanical devices hold no relevance for this study and thus only questionnaire was used. In addition. multiple choice questions 25were followed after pre testing and two different type of questionnaires were used (for details see appendix) closed end multiple choice questions were used so that minimum time of consumers / respondents is consumed. Marketing researchers distinguish between open end and closed end questions.
The research plan The research plan is designed for gathering the needed information.\ Primary data: In order to have first hand information to know the perception.4.8. having been collected for some other purpose.Select the measurement techniqueQuestionnaires.Select the sample (primary considerations)Population. Research Problem for the present study Analyzing the market of kingfisher package drinking water and soda and royal crown cola in Jaipur city. instrument for asking information directly from a respondent s on the basis of question asked by interviewer.3. 3.Estimate time and financial costTime refers to the time needed to complete the project. 2. preference and liking of the customers / consumers visiting various retail shops. sampling unit.2.7. the clients. .Newspapers. Secondary data: for the project were collected from:1. All these persons are also interviewed to know their feelings and attitudes about the facilities (margins. sample plan. research approach. while primary data consists of original information collected for the specific purpose.Evaluate the ethics of research Ethically sound research considers the interests of the general public. discount) and the services (promotional and other benefits) that the company people provide them. sampling plan and contact method.Define the research problem Research problem definition involves specifying the information needed by management.5.Estimate the value of the information to be provided by the researchDescriptive research is characterized by a high degree of flexibility tends to rely on convenience sample. and the research profession as well as those of the researcher.261.3. sample frame. Secondary data alr eady exists. STEPS IN RESEARCH DESIGN PROCESS 271.Select the analytical approachData analysis involves converting a series of recorded observations into descriptive statement and/ or inferences about relationships. and material requirements. information directly from respondent s shops. sampling method (nonprobability). and execution.Various publications on related subject.Data Source The plan calls for gathering both the secondary and primary data.Sample size.2. the respondents. research instruments.6. Designing research plan calls for definitions on the information (data) sources. The financial requirement is the monetary representation of personal time.Select the data collection method (s)Survey research. computer time.Various publications on the area of work. journals & Business Magazines.
For appointment I used telephone in case of shops I have taken special permission from the contractor to visit his shops. Other occupied 19% market share. Market Summary Total Out-Let Visited 22KF/KK Presence11Good Presence of KF/KK5Not Presence11 M. My sample size was about 70 composite shops. Here Bislery is the market leader with 47% market share. For the purpose I had prepa a red questionnaire and went to the respondents with that. multiplexes & hotels of Jaipur markets.Sample size: there are about 70 shops. Road 31Market Share Bislery32% Acquafine29% Kingfisher21% Others18% . 4 multiplexes.For the collection of the data I adopted questionnaire method.Research plan:281. 170 & 45 carats of water. malls.Respondents: I visited at least once every counter of the respective areas. so that a some places a lot of problems in collection of data. salesman and purchase or food and beverages managers of different hotels.2.I. My research was related to excise and package drinking water trade .29Pink City Area 30Market Share Bislery47% Acquafine19% Kingfisher15% Others19% Pink city area is the situated in the heart of the city. soda & royal crown cola respectively. 40 hotels in the different areas.Area: since my research was pertaining to package drinking water and soda and royal crown cola in retail counters.3. Therefore all the composite shops were included in the area of my research. therefore instead of questionnaire I adopted interview method so that I could make my respondents feel easy. After that Acquafina with 19% and after that Kingfisher with15%. my respondents were the owner of the shops. Method of collection: . On an average 350. Reason behind of this low market share is poor supply of distributer.
In M. Acquafine and others are taken 10% and 16% market. Others witch include like Kinely. Reason of this large market share is a particular sales manager. Market Summary Total Out-Let Visited Rambag & SMS Road 33Market Share 35KF/KK Presence27Good Presence of KF/KK21Not Presence8 Bislery31% Acquafine10% Kingfisher43% Others16% Kingfisher is market leader in Rambag with 43% market. Others with 10% market share.McDonald and local player capture 18% market share.I road Besilery capture 32% market. Bislery capturing with 31% market. and Kingfisher is market leader with 60% market share folled by Bislery and Acquafine with 18% and12% market share. Acquafine 29% and with 21% market share Kingfisher stand on third position. Market Summary Total Out-Let Visited Tonk Road & University Road Market Share 34Bislery37% 25KF/KK Presence14Good Presence of KF/KK6Not Presence11 . Market Summary Total Out-Let Visited 30KF/KK Presence18Good Presence of KF/KK7Not Presence12 Railway Station Road 32Market Share Bislery18% Acquafine12% Kingfisher60% Others10% It is one of the busy place of Jaipur.
After that close fight between Acquafine and Kingfisher with 25% and 22% respectively. Acquafine with 30% and Kingfisher is with 14% market. Others are taking remaining 19% market of PDW. Road & New Raja park Market Share 36Bislery36% Acquafine27% Kingfisher19% Others18% From the above graph it is clear that Bislery is leading in the market with 36% share. Market Summary Total Out-Let Visited Jhotvara Road Market Share 35 Bislery34% Acquafine25% Kingfisher22% Others19% In this area Bislery taking 34% market. Market Summary Total Out-Let Visited J. Others players occupied 19% market.N.Acquafine30% Kingfisher14% Others19% According to our survey Bislery is the market leader with 37% market share. Acquafine and kingfisher are on 2 nd and 3 rd 20KF/KK Presence6Good Presence of KF/KK0Not Presence14 21KF/KK Presence9Good Presence of KF/KK3Not Presence12 .
Market Summary Total Out-Let Visited Presence19Vaishaly Nagar Market Share 39Bislery34% Acquafine25% Kingfisher22% Others19% 24KF/KK Presence5Good Presence of KF/KK0Not 32KF/KK Presence12Good Presence of KF/KK4Not Presence20Sodala 20KF/KK Presence7Good Presence of KF/KK1Not .place with 27% and 19% market share respectively.Bislery is the market leader with 46% market share after that Acquafine with 23% and then Kingfisher with 15% and finally Others capture 16% market in PDW. Than others capturing 21% and finally Kingfisher with 14 % market share. Market Share Total Out-Let Visited Market Share 38Bislery38% Acquafine27% Kingfisher14% Others21% As the graph clearly show that Bislery is again the market leader with 38% market after that Acquafine with 27% market. Market Summary Total Out-Let Visited Presence13Adharshnagar Market Share 37Bislery46% Acquafine23% Kingfisher15% Others16% In the area of Adharshnagar.
Kingfisher with 22% share in market. With 8% share Kingfisher is on 4 th place. Acquafine is on 3 rd place with 26%. Bislery is the market leader having 36% share. share.Here the competition is tuff. Other take 19% market share. In second place others come with 27% share and third and fourth place is captured by Acquafine and Kingfisher with 19% and 12% market share. Market Summary Total Out-Let Visited Presence11Gopalpura Market Share 41Bislery36% Acquafine26% Kingfisher8% Others30% According to our survey in Gopalura. Bislery share is 34%. Market Summary Total Out-Let Visited Road Market Share 40Bislery42% Acquafine19% Kingfisher12% Others27% In this area Bislery is leading the market with 42%. Others eating 30% 0f pie. Acquafine with 25% and very close to 2 nd . Market Summary 24 KF/KK Presence13Good Presence of KF/KK2Not 26KF/KK Presence11Good Presence of KF/KK4Not Presence15Sakir .
Consumer who use kingfisher product branded name of UB group. . Kingfisher soda get flat very soon in compare to it s competitor. Acquafine with 20% market share. Bislery hold first position. Kingfisher taking 18% market of Chandpol. People s saying : Kingfisher is in beer segment not in water segment. Kingfisher has good supply chain. Market Summary Total Out-Let Visited 23 KF/KK Presence5Good Presence of KF/KK1Not Presence17 FINDING 43 Most of PWD s consumer are use bislery because it is most branded and trustworthy.Total Out-Let Visited Presence19Chandpol Market Share 42Bislery36% Acquafine20% Kingfisher18% Others26% 23KF/KK Presence4Good Presence of KF/KK0Not In Chandpol area Bislery capture 36% market. Kingfisher is third largest in jaipur city. Followed by Aquafina. Others again doing well with 26% market. And availability of staff and team. And rational price.
Service is not available at the right time. so has got a very strong customer loyalty. Packaging is not at all attractive as compare to its competitor. its sales officer s has got easy access within the corporate. Brand image is very high than its competitors. Its purification process is very high than its competitors. SWOT ANALYSIS 444546 STRENGTHS Established name as company is operating since 1857 successfully. Kingfisher is having its own depot at Jaipur. Bottling for U B GROUP Limited. The bottle is breakdown very easily.Retailer says that customer does not demand for PDW. Company is serving in all Rajasthan. . Company is enjoying the advantage of latest technology of production. Customer gives headache if we don t give the brand of his choice.
Aquafina. The company is having a small sales force with low morale and professionalism. Poor distribution channels & irregular visit in the market. OPPORTUNITIES Wide market still remains unexplored People are getting more health conscious . Packaging of the product is not attractive. High price of 1ltr. Water as compared to the local players.Low rates as compared to the nearest competitors like Bisleri. and Lehar. WEAKNESSES The high price of 20 litre jars We are unable to provide chilled water Poor after sale services Promotion of product is rare No stress on massive advertisement of the product.
Eureka Forbes and Aqua guard are trying to capture the market. Local players like Intimate. Public Relation & Promotional activities are inadequate in Jaipur city. & institutes Persistent water scarcity Can increase its market shares by advertisements and aggressive marketing. Vinayak are growing at a very fast rate especially at bus stands and railway station area. RECOMMENDATIONS & SUGGESTIONS:- . Strong brand image of Kingfisher also become USP for shops. Aquafina and other companies are serving packaged drinking water in all over India. Consumers are becoming more brand loyal rather than quality conscious. Company can use more of its production capacity.Municipalities are supplying impure water. Competition from other companies and well-established brands operating in the market. New services could be attached e.g. Attractive schemes are provided by the competitors for their brand promotion. THREATS Bisleri. Yash. Company has license to serve package drinking water in all over India so company can easily go for other states in order to tap the large unrepresented market. offices.
and catering services. Action plan for covering the sample population: There are four major segments selected for the jar and dispenser business: Hospitality industries : Hotels. Packaging should be standardized & made attractive. Sales promotion tools such as key chains. More experienced candidates should be appointed as sales officers. Increase no. More schemes should be launched by the company and organization.We should focus on the costumer more than the retailer for that local advertisement would help us more like in local newspaper and magazines. cinema halls. restaurant. . Bakers & confectioneries Ice cream parlors.47We suggest you to organize some small camps like medical camps or some awareness camps to explain rural people that KINGFISHER is also a health caring stuff with mineral water under their belt. One week credit facility or one bill due system should be introduced. stickers should be given to the retailers. pens.Catering service providers should be taken care of. Counters outside hospitals.After sale services should be improved. at bus stands & at the tourists areas should be given special consideration. racks. Regular visit should be maintained for proper supply. bars. of distributors. note pads. banners.
Export house. residential flats & housings colonies. PRODUCT . Retail segment: All Pan walas. Companies typically establish their marketing budget at a percentage of the sales goal. the marketers must decide on the allocation of the marketing budget to the various products. This is known as 4 P s of marketing mix. First.Second. general store. A particular company may spend more than the normal percentage ratio in the hope of achieving a higher market share. main market. Finally. Marketing is one of the key concepts in modern marketing theory. promotion media. It represents the seller s views of marketing tools available for influencing the buyers to opt for their products. PLANNING MARKETING PROGRAMS:To transform marketing strategy into marketing programs. the company also has to decide how to divide the total marketing budget among the various tools in the marketing mix. Place and Promotion. marketing managers must take basic decisions on marketing expenditures. It consists of Product.Institutional sales : Factories. Scholl& Education institution and hospitals. 4 P s OF MARKETING:This is a major concept in traditional marketing. 4 P s of marketing are shown in the following diagram: 49Not all marketing-mix variables can be adjusted in the short run. It can develop new products and modify its distribution channels only in the long run.mix variables might suggest. Typically. Thus the firm typically makes fewer periodto-period marketing-mix changes in the short run than the number of marketing. sales force size. and advertising expenditures in the short run.48MARKETING MIX It is the set of marketing tools that the firm uses to pursue its marketing objectives in the target market. and sales areas. and Juice & Ice cream parlors.MARKETING IS BECOMING A BATTLE BASED MORE ON INFORMATION THAN ON SALES POWER. the firm can changes its price. marketing mix. Offices & Households: Commercial complexes. channels. one must decide what level of marketing expenditure is necessary to achieve its marketing objectives. and marketing allocation. Price.
We will be planning to provide our customer in future the following features . B) Basic Product50The second level the marketers turn the core benefit into a basic generic product. The customer purchase PDW to satisfy his thrust. Buyer expected that water that he purchase is cold and out of fresh stock.A Critical marketing-mix tool is price. You need basic infrastructure to satisfy your particular need. The bottle is of good quality and must be long life.1. a set of attributes and conditions that buyers normally expect and agree to when they purchase this product. which includes the product quality. C) Expected ProductAt the third level the basic product is turned into expected product. Product can be defined asfollows:A PRODUCT is anything that can be offered to a market to satisfy a want or need. A) Core benefitIt is the fundamental service or benefit that the customer is really buying. the other . D) Augmented ProductAt the fourth level the marketers prepare an augmented product that meets the customer s desire beyond their expectations. Here our product is Packaged Drinking Water. and packaging. features. the amount of money that customer pay for the product. 3.The most basic marketing-mix tool is product the firm s tangible offer to the market.2. The basic thing that customer want from any PDW is that the water is pure and good for the health at the same time they are conscious about the price. places (Hawaii). books). services (haircuts. It helps the customer to recall the product and that help in Next Time Purchase. E) Potential ProductPotential product is that product which company wants to provide their customers in future. Direct home deliver as and when customer required. Products that are marketed include physical goods (automobiles. organization and ideas (family planning. safe driving). Making of water bottle according to customer need requirement. More different size of water bottle. concerts). branding. 51Why to design the product: 52 COREBENEFITBASIC PRODUCTEXPECTED PRODUCTAUGUNANT PRODUCTPOTENTIAL PRODUCTPRICE THE BEST WAY TO ENTER AND KEEP CUSTOMERS IS TO CONSTANTLY FIGURE OUT HOW TO GIVE THEM MORE FOR LESS. design.WHO SHOULD ULTIMATELY DESIGN THE PRODUCT ??????????THE COUSTOMER OF COURSE. persons (celebrities and film stars).Price is the only element in the marketing mix that produces revenue.
includes the various activities they company undertakes to make the product accessible and available to target customers. Companies must also communicate with their present and potential customers. AND TO BE IN FRONT OF THEMPlace. it is important to prepare form the starting because TODAY YOU HAVE RUN FASTER TO STAY IN THE SAME PLACE . suppliers. companies will often establish a pricing department to set prices of assist others in determining appropriate prices. and physical distribution firms and how they make their decision. PROMOTION SELL VALUE NOT PRICE Promotion. production managers. pricing is typically handled by division and product-line managers. wholesalers. The marketing communications mix consists of five major modes of communication: advertising. At the same time. unlike product features and channel commitments. pricing it attractively. or top management. Others who exert an influence on pricing include sales managers.53PLACE THE MOST IMPORTANT THING IS TO FORECAST WHERE CUSTOMERS ARE MOVING. other stakeholders. Companies handle pricing in a variety of ways. price is not revised often enough to capitalize on market changes. railroads. and making it accessible to target customers. public relations and publicity personal selling.54PACE . retailers. includes all the activities the company undertakes to communicate and promote its product to the target market. oil companies).mix tool. the fourth marketing. The most common mistake is these: Pricing is too cost oriented. price is set independent of the rest of the marketing mix. In large companies. in that it can be changed quickly. Price is also one of the most flexible elements of the marketing mix. sales promotion. A businessman must understand the various types of retailers.mix tool. recruit. One must identify. finance managers. another key marketing. many companies do not handle pricing well.This department reports to the marketing department.element produce costs. Prices are often set by top management rather by marketing or salespeople. Yet. top management sets the general pricing objectives and policies and often approves the prices proposed by lower levels of management. and accountants. In industries where pricing is a key factor (aerospace. Modern marketing calls for more than a developing a good product. In small companies. the finance department. pricing and price competition are the number one problems facing many marketing executives. and direct marketing. and link various marketing facilitators to supply its products and services efficiently to the target market. In today world where every one ready to cut the throat of every one else. Even here. and the general public.
which stocks 15. Well designed packages can create convenience value for the consumer and promotional value for the producer. Various factors have contributed to packaging growing use as a marketing tool: SelfService: An increasing number of products are sold on a self-service basis in supermarkets and discount house. the typical shopper passes by some three items per minute. squeezing the average time between launches. Old spice After-Shave Lotion is in a bottle (Primary package) that is in a cardboard box (Secondary package) that is in a corrugated boxing (shipping package) containing six dozens boxes of Old Spice.Stepping up the frequency of promotion.In recent times. Price.Rivals are denied precious shelf.manufacturing cycles.The container or wrapper is called the package. packaging has become a potent marketing tool. It must attract attention.000 items.55By creating systems designed for quick response.Consumer affluence: Rising consumer affluence means consumers willing to pay a little more for the convenience. Given that 53% of all purchases are made on impulse.56Company and brand image: Companies are recognizing the power of well designed packages to contribute to instant recognition of the company or the brand. dependability. In an average supermarket. smart corporate are discovering that pace is another stratagem by which they can steal a competitive advantage over their rivals. the effective package operates as a five second commercial. appearance. and make a favorable overall impression.Quick launches make up for late entries.Innovation opportunity: Innovative packaging can bring large benefits to consumer and profits to producers. As plans based on the four fundamental Ps of marketing Product. HOW IS PACE MANAGED? By launching brands without elaborate trials. and prestige of better packages. Thus.Cutting the gap between one launch and the next.A many edged weapon.THE FIFTH P OF MARKETINGTHEY ARE CALLING IT THE FIFTH P.To respond quickly to changes in consumer preferences by introducing brand variations. The package might include up to three levels of material. PACKAGING Packaging. in order to keep consumer interest in product high. Promotion. describe the product s features.By compressing product.space.To maintain a high frequency of promotions. Even the company which first introduces sachets in the Indian market attracted many customers and formed and important medium of reaching the Indian rural market . The first companies to put their soft drinks in pop-ton cans and their liquid sprays in aerosol can attracted many new customers.Responding quickly to changing customer needs. Which is considered to be another very important element of the marketing-mix. create consumer confidence. WHAT IS THE PAY-OFFS? The thunder is stolen from competitor s launches. and Place-prove increasingly insufficient to survive in an intensely competitive and overcrowded brand bazaar. The package must perform many of the sales tasks. WHAT IS PACE? Increasing the speed of new product launches. is defined as follows:PACKAGING includes the activities of designing and producing the container or wrapper for a product.By occupying new segment before rivals. speed is being wielded in virtually every front of the marketing wars that have broken out:To launch new products and re launch old ones.Being first helps achieve leadership in a segment.
for instance. visual tests. The first task is to establish the packaging concept. once the packaging concept has been determined. introduce a novel dispensing method. Even if the seller prefers a simple label. Size interacts with materials. however. Many packages end up as broken bottles and crumpled cans littering the streets and countryside. decision must be made on tamperproof devices. and other marketing elements. to ensure that the dealers find the packages attractive and easy to handle. the name Maggi stamped on packet of noodles. a plastic or a laminated tray. Should the package main function (s) be to offer superior product protection. the label identifies the product or brand. Shortages of paper. Orange Crush developed a label with new symbols to suggest freshness and with much stronger and deeper colors. The importance of packaging cannot be overemphasized. and other material suggest that marketers should try to reduce their packaging. to ensure favorable c onsumer response. The packaging elements must also be harmonized with decisions on pricing. it must be tested. Where a product safety issue is involved. Sellers must label their products. Finally. All of this packaging creates a major problem in solid waste disposal. many companies have gone green in their packaging.After the packaging is designed. From a buyer s point of view.Developing an effective package for a new product requires several decisions. considering the functions it performs in attracting and satisfying customers. text. the label might promote the product through its attractive graphics. or something else?Therefore. Companies must take decisions that serve society s interests as well as immediate customer and company objectives. The label might describe the product: who made it. The various packaging elements must be harmonized.57LABELING Labeling is a subset of packaging. The packaging concept defines what the package should basically be or do for particular product.Developing effective packaging may cost several hundred thousand rupees and take from a few months to a year. Fortunately. The label on Orange Crush soft drinks was substantially changed when its competitor labels began to picture fresh fruits. what it contains. and consumer testes. and so on. dealer tests. Decision must be made on how much or little text. and brand mark. decision must be made on additional packaging elements.size. Companies may pay attention. Note that the 4Ps represent the sellers view of the marketing tools available for influencing buyers. color. The label might carry only the brand name or a great deal of information. shape. the law may require additional information. each marketing tool is designed to deliver a customer benefit. . and how to use it safely.Labels perform several functions. cello phone or other transparent films. and so on. where it was made. The label might also grade the product. suggest certain qualities about the product of the company. The growth of nonreturnable glass containers has resulted in using up to 17 times as much glass as with returnable containers.Labels eventually become outmode and need freshening up. thereby pulling in more sales. requiring huge amount of labor and energy. how it is to be used. to growing environmental and safety concerns about packaging.where the purchases are based on daily wages. thus the Dabur honey small glass containers are grade labeled A. when it was made. colors. to ensure that the script is legible and the colors harmonious. materials. Robert Lauterborn suggested that the sellers 4Ps Correspond to the customer s 4Cs. First. advertising. The label may be a simple tag attached to the product or an elaborately designed graphic that is a part of the package. aluminum. Engineering tests are conducted to ensure that the package stands up under normal condition.
winning companies will be those who can meet customer needs economically and conveniently and with effective communication. Fast technological changes Rising demand of safe and pure drinking water Conventional methods to save cost . Low price offered by local competitors Additional value added services offered by competitors to retailer. Availability of many competitors in this field.58 4Ps4CsProductCustomer needs and wantsPrice Cost to the customerPlaceConveniencePromotionCommunicationMichael E-Porter s five-force industry analysis 59 Big target population High profitability Very few players High growth prospect of industry due to increase in awareness related to health.Thus.
The phrase for a given environment has great significance in the concept of market potential. Even for that matter the market potential of automobiles in a period of recession can be compared with the period when a most of foreign automobile majors invested in Indian automobile industry.Local player providing solution with unhygienic water Other drinks like Cola. Companies cannot do anything about the . the market was all the time bullish. Potential entrants Intense price war Superior technologies of competitors More profit margin given by local producer Loyalty towards competitor s brand Suppliers bargaining power Buyer s bargaining power Industry Competitor s Threat of substitute productsMARKET POTENTIAL is the limit approached by the market demand as industry marketing expenditures approach infinity. Consider the export market potential for the steel industry in India in a period of recession when there was South Asian economic breakdown versus a period of prosperity when earlier to that. Juice etc. for a given environment.
One can always start with the total population in the nation. 15 billion (= 100. which is determined by the prevailing conditions and environment in the market. An estimate can be made by the following calculation: Demand For The New light beer Population x personal discretionary income per capita x average percentage spent on food x average percentage of amount spend on beverages x average percentage of amount spend on beverages that is spend on alcoholic beverages x average percentage of amount spent on alcoholic beverages that is spend on beer x expected percentage of amountspent on beer that will be spent on light beer. This method involves multiplying a base number a base number by several adjusting percentages. where the latter is the measure a sufficient level of interest shown. or approximately 20% million people would in the suspect pool. economic.61A variation on formula (Fi) in the ratio method.000 x 3 x 50). say 261 million people. natural. according to me. by a set of consumers. potential being the measure of capability of a thing to exist. and the average book buyers buy three books a year.000 book buyers. and the average price of a book is Rs. We might do further research and find that people of low income and low education do not read books and they constitute over 30% of the suspect pool. The next step is to eliminate groups that obviously would not buy the product.Q = Quantity purchased by an average buyer. for example.Thus if 100 million people buy books each year. Let us assume that illiterate people and children under 12 do not buy books and they constitute 20% of the population. 50. This means that only 80% of the population. TOTAL MARKET POTENTIAL: Total market potential in the maximum amount of sales that might be available to all firms in the industry during a given period under a given level of industry marketing effort and given environmental conditions. for a product / thing offered by the market. AREA MARKET POTENTIAL: . Many people confuse market potential with potential market.Therefore. we arrive at a prospect pool of approximately 146. Suppose brewery ids interested in estimating the market potential for a new light beer. The two approaches generally applied (as followed in this case also) are total market potential and Area market potential.000. Market Potential can be termed as Latent Talent. the culturapolitical.P = price of an average unit. then the total market potential for books in Rs.position of the market demand function. The most difficult component to estimate in formula (F1) is n.300.A very important confusion must be cleared before we understand other feature. Consumer interest only does not have enough income for the product provided the product itself is distributed well enough as within the reach of the customers. A common way to estimate total market potential is an follows:T = n x qxp (F1)Where:T = Total market potentialN= Number of buyers in the specific product / market under the given assumptions.60Now let us get ourselves aware of the practical methods of estimating market potential. technological and demographic features that affect themaximum market demand. Eliminating them. the number of buyers in specific product / market. We would use this number of potential buyers in the formula (F1) to calculate the total market 4 potential.
63Basis of sale of Package Drinking Water Brands at shops/Hotel: Demand by the customer 50%Schemes offered by the companies 10%Advertisement 10% More margins 3%Others 2%Mostly the demand by the customer is the main reason for selling of particular brand of Package Drinking Water and then it comes to schemes. Consider the following buying. In other reason it includes availability. however. which are somewhat arbitrary. Therefore.25% of the total drugs sold.000 people. Regional drug sales are also influenced by per capita income and the number of physicians per 10. local promotion costs.3 r (I) + 0. and the multiple factor index method. this information is not always easy to gather. might assume that the market potential for drugs is directly related to population size. Thus if make sense to develop a multi-factor index with each factor assigned a specific weight. Thus the method more commonly used in consumer markets is a straightforward index 62method.Companies face the problem of selecting the best territories and allocating their market budgets optimally among these territories. This method produces accurate results if we have a list of all potential buyers and a good estimate of what each will buy. etc. A drug manufacturer.5 y (I) + 0.25% of the state of Rajas than population. But the customer of consumer companies is too numerous to be listed. they need to estimate the methods of assessing the market of different cities.power index used in the Annual Survey of Buying Power published by Sales and Marketing Management:B (I) = 0. consumer companies also have to estimate area market potentials. and nations. replacement of leaked bottles etc. Furthermore. states. which is primarily used by the business marketers. the company might assume that Jaipur City would be a market for 3. Two major methods of assessing the area market potential are available: The market buildup method. is rarely a complete indicator of sales opportunity.Multiple-Factor Index Method: Like business marketers. advertisements and margins. seasonal factors. If the city of Jaipur has 3. such as competitors presence in that market. 64 QUESTIONNAIRE TO DEALER:- Are you satisfied with the supply facility of C&F with regard to final delivery ? 2) No 1) Yes . a manufacturer would want to adjust the market potential for additional factors. Unfortunately. which is primarily used by consumer marketers. for example. Others weights can be assigned if appropriate. The numbers are the weights attached to each variable.Market Buildup Method: The market buildup methods call for identifying all the potential buyers in each market and estimating their potential purchases.2 p (I) F (2)Where:B (I) = percentage of total national buying power found in area IY = percentage of national effective buying income originating in area IR = percentage of national retail sales in area IP = percent of national population of ages 18 and over per household located in area i.A single factor.
Kingfisher90Aquafina100Bisleri113Intimate60Mcdowell s84Yash60Vinayak60K inley110Himalya1 802 Ltr.SKingfisher125Bisleri153Yash1005 Ltr.Kingfisher32Bisleri4020 Ltr.How is the customer response? 3) Neutral 1) Positive 2) Negative Are you satisfied with the offered margin? 3) No Answer 65TO CUSTOMER:- 1) Yes 2) No Which product do you use in PDW ?1)Kingfisher 4) Other 2) Bislery 3) Aquafina What sort of image do you have regarding our products ? 3) Average 4) Poor 1) Excellent 2) Good Are you satisfy with the quality of the product ? 1) Strongly satisfied 2) Satisfied 3)Not satisfied 4) Can t say Which attribute do you like most in our product?1)Packaging Price 4) Others 66 What changes you want us to work on? 3) Quality EXIBIT:RATE LIST PACKAGED DRINKING WATER SizeBrand NameRate Per Case (RS.Lehar198 .) 1)Packaging 4) Advertising 2) Quality 3) 2) Price 1 Ltr.5 ltr.Kingfisher40Bisleri5567PACKAGED DRINKING SODA SizeBrand NameRates Per Case(RS.) 500mlKingfisher145Lehar216Kinley1921.
Kothari C. 1 case+4 bottles extra. 2 Ltr.2. BIBLIOGRAPHY 691. Packaged drinking water.6. Research Methodology: Methods and Techniques. 1 case+ 4 bottles of Aquafina extra. Rs. Rs. Packaged drinking water.www.36010+ 2 EXIBIT-02:68SCHEMES KINGFISHER 1 Ltr. Rs. Philip Kotler.com4.www. Packaged drinking water. 1 case+2 bottles extra. Pepsi. www.ROYAL CROWN COLA SizePriceBottlesScheme 300 ml. 216. 387. BISLERI 1 ltr. AQUAFINA 1 Ltr. Rs.com3.R. 6 glasses free..24024+ 2600 ml.com70 . 11 th Edition. LEHAR 500 ml soda. 1 case+ 2 bottles extra.RC cola 5.rccolainternational.44424+ 42 ltr.kingfisherworld. 128. KINLEY 3 case of packaged drinking water ( any size). Rs. 115. 124. Marketing Management. 2 nd Edition. 1 case+2 bottles extra.goolge.
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