Good Afternoon respected sir and ma’am…I am Akash Chaudhary and I am here

to talk about my internship experience and various insights I got after knowing the
ground reality while working as an intern in dukes India.
So, working with an FMCG company like dukes was a greater opportunity for me.
I got to learn so many things and the working culture at dukes which ill be talking
about in the later part of this presentation.
ABOUT THE COMPANY
Since from more than 30 years dukes has been a consistent brand in the FMCG
industry... with a wide range of products which include Biscuits & Cookies,
Snacks, Chocolates, Confectionary and Ofcourse Waffy
There are the major flagship brands RAVI food industries. Are basically known
for.. in this category dukes waffy is most popular.. Also The company is equipped
with the latest and sophisticated imported machinery that minimize the human
handling, thus it ensuring quality maintenance of the products, at every stage of the
production and the packaging. One of its kind and most modern cream filled
wafers manufacturing technology has been imported from Germany and installed
for high quality production. The result of the high-quality modern technology thus,
it has improved sales of dukes waffy and made it popular among the target
audience.
And yes, Dukes Presence in more than 120+ countries including USA, UK,
Australia, Korea, Canada, SA and 250+ international trade partners.
and This has been possible under the guidance of Our visionary leaders Mr. Arvind
Kumar who is the CEO, Mr. Ravindra Agarwal who is the managing director and
Mr. Rajendra Agarwal who is the director at Ravi Foods Industries.

OBIJECTIVE
SCOPE OF THE PROJECT
1. The project covered various region such as Bihar, Chennai, Delhi, Haryana,
Panjab, Rajasthan etc. with focus on developing the trade relation among the
retailers and improving the supply chain mechanism by understanding the
issues and recording the responses of retailer in the CRM software for Dukes
India.
2. Major focus is pitching the retailers to know their behavior with respect to
dukes, increasing awareness about the dukes hand safe sanitizer, understand the
supply chain strategy, and perform different Social media activities.

The study was conducted primarily to the retailers in B2B market. hence, this
project primarily supports the following objectives namely
1. To Understand the Retailers buying behavior with respect to Dukes
2. Bridging the GAP between the retailers and the distributors using CRM tool
3. To study the awareness level and preference for Dukes products among retailers.
4. To make the retailers aware about Dukes newly launched product in personal
care domain i.e. Dukes hand safe sanitizer.
5. To increase the Dukes brand awareness level using various social media
campaign

WE WERE ALSO ASSIGNED SOME OTHER TASKES WHICH WE DID IN

THE INITIAL PART OF THE PROJECT.
In the Initial days of the internship we was assigned a task to designee the
Product Launch Plan For Dukes Hand Safe Sanitizer
And after that we were asked to Plan the ALT and BLT Activities For the
Promotion of Dukes Hand Safe Sanitizer
Then Built a Strategies For Dukes Hand Safe Sanitizer Using Porters 5
Force’s Model and identified which force impacts higher and lower
Then we did the Competitive analysis of Dukes hand Safe Sanitizer to
identify the major players in sanitizer market. And how we can differentiate
our product
And on the later part we did some Creative Social Media Activities. Which
constituted making creative videos, memes, LinkedIn promotion and
running the tweeter hashtags.
METHODOLOGY
In methodology we used the descriptive research method and collected the
primary data by the Telephonic interview method.
The sample size was 3000+ from which I interviewed more then 1800
respondents.
The primary data collected by using the CRM tool and the responses were
recorded according to the insights and the Retailers behavior.
For collecting the secondary data I visited various websites, dukes
homepage, social media handles of dukes and read articles online.

ANALYSIS
1. The analysis is primarily depending upon the data which is collected
from the primary sources and telephonic interview conducted. The
analysis is made based on the responses collected from the different
retailers across different states. It was inferred from the Scope of the data
chart that the maximum number of respondents are from Chennai and
Rajasthan i.e. 27% followed by Panjab 17%, Delhi 17% and Bihar 11%

2. After that I analyzed the data according to the responses I received from
the retailers.. It is inferred from the chart that 35% of respondents were
not available to respond so that we had to put them in the call back
category, 28% of the respondents were the retailers who are either
currently denying due to various reasons but had a chance to place the
order in near future or were a happy customers but having some issue
with the supply chain from the distributor, so we categorized it as
relationship call, another category was new product development(NPD)
i.e. 6% in this category the respondents wanted to place an order for hand
safe sanitizer so we referred them to the sales team.
 3. After that there were some retailers who were willing to place an order
but they were facing some kind of issues. So, It is inferred from the chart
that 26% of the customers were satisfied with the sale but facing some
kind of issue with the retailers and supply chain management. 24%
retailers said that the distributors personalls rarely visit to their shop. 11%
of the retailers were having urgent requirement of the Dukes
confectionaries, 17% respondents were asking for the sample of Dukes
hand safe sanitizer and 22 % respondents said that the shops are currently
closed they will place the order after the lockdown.

FINDINGS AND CONCLUSION

• Waffy is more Preferred as Compared to the Other Dukes Products
• Although dukes has wide reach across the country But there are Distribution
Problem in certain areas of the country.
• Brand Recognition of Dukes in Very low (Most of the retailers were not
aware about the brand Dukes)
• Maximum number of retailers are willing to place an order but facing some
kind of issue such as Lockdown, Distributors not visit or Asking for sample.
• small retailers as well as the retailer from the most rural region of India were
ignorant. Yes, they had a complaint about the distributors that they rarely
visit there shops and they were not buying dukes products because they had
no other options and buying competitors products due to lack of choices

SUGGESTIONS
• Invest On Advertisement As It Is the best way to engage with the customers.
• Company should Emphasis In The Social Media Marketing Efforts. As we
know that the social media is the cheapest and the trending mode of
advertisement and most importantly dukes must go for the paid social media
campaigns.
• Dukes should Target Children's as they play a role of major Influencers.
They influences the buying decisions of parents about the confectionaries.
• The Distributors Must Focus on The Small retailers. As they were ignorant
and was easily moving to the competitors due to lack of options
• The Company Must emphasis on advertising techniques for Dukes hand safe
sanitizer to take the advantage of the Covid19 pandemic which is nothing
but an opportunity
• Dukes should come up with free Offer or free Toys for children’s who can
influence the buying decision of parents

CHALLENGES
• Some retailers were not responding the Calls
• Linguistic barrier in Some region.
• There was large number of Invalid contacts.
• Lack of brand awareness, because whenever we used to call the retailers
they were unable to recognize the brand but they knew waffy so they
basically knw the product but not the brand
• Lack of On ground experience due to covid 19, which I believe we could
have got some more insights after interviewing the face to face
• And after some extent the calling work was getting Monotonous. However,
there were some tasks such as social media activities and making creative
videos to refresh our minds.

LEARNINGS
• How to do Research Analysis
• Came to know about the Ground Reality of Dukes India
• Learnt about the Importance of CRM
• Improved my Communication Skill
• Agility, agility is the ability to Adapt quickly to market changes
• Team Building, the tasks were assigned in groups so I leaned to work in
team
• Meeting deadlines, it was the very important to meet the assigned tasks
according to the deadline given.

Thank you