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4. Review of Distribution 20
7. Conclusion 24
Target Market:
Initially for target the market we will go for women who are living in urban areas. In this case,
we followed geographic segmentation and the demographic segmentation as well. They can
be either housewives or service holders. The causes behind of targeting urban women are –
First- The price of the product, as the price of this product is a bit high which is only
affordable by the urban people. Because we all know that the people of urban are relatively
rich then the rural people.
Second- Use of quality product, in this case urban people are more quality conscious then
the rural people.
Third- In urban areas generally people are busy with various activities. So they are very
much unwilling to buy raw spice and get bored of doing a manual process. In this situation
ready mix spice is like a magic for them. Fourth- The people of urban areas are not getting
pure and quality powdered spice in the market. So, Radhuni Powdered spices are assuring
the people of urban that they are giving them pure and qualified products. In this situation it
will be a great way for the urban people of getting fresh and pure powdered spice without
any harassment. Fifth - The service holder women are very busy with their jobs and other
activities. They have limited time for cooking. So at this moment ready mix spice will be very
much attractive and convenient for them. Sixth - Women can easily avoid their physical
blending process by using this powdered spice. This will save their energy and time.
Company’s Position:
Positioning is the act of designing the company’s offering and image to occupy a distinctive
place in the target market’s mind. This is something about creating awareness about the
product or position the brand “RADHUNI” by the desire of the target consumer. SQUARE is
the name of quality, where consumers can get pure and quality products without any
hesitation. “RADHUNI” is a brand of Square Consumer Products Ltd which is used for
cooking. So the consumer might think about the taste and how conveniently it can be used.
Square Consumer Products Limited has accomplished a number of notes worthy feats since
its journey began. These are listed below:
In this case the difference is clear for RADHUNI brand with the non brand and other brand
powdered spice through the value what is providing.
Major Segmentations:
Segmentation means dividing the market into distinctive groups of buyers on the basis of
needs characteristics or behaviors of consumers. Segmentation can be done in four ways
like –
1. Geographic segmentation,
2. Demographic segmentation,
3. Psychographic segmentation
4. Behavioral approach.
As our chosen product is Radhuni Powdered Spice, our target market belongs to
Geographic, Demographic and Psychographic.
1. Geographic segmentation
a. Density: In urban areas, maximum housewives and corporate women want to avoid the
manual labor to powder the spices.
2. Demographic segmentation
a. Age: As especially housewives and corporate women want to use powdered spices, it can
be assumed that women aged between 25 and 65+ want to use powdered spices.
b. Gender: As it is directly used for cooking purpose and generally the women of our country
are involved in cooking.
3. Psychographic segmentation
a. Social Class: Particularly, middle class, upper middle class and upper class people uses
powdered spices.
Product:
Till now, Radhuni has been inaugurated diverse products. The list of those products has
been given below:
• TURMERIC POWDER
• CHILLI POWDER
• GINGER POWDER
• BORHANI MASALA
• CORIANDER POWDER
• CUMIN POWDER
• MEAT CURRY MASALA
• CURRY POWDER
• FISH CURRY MASALA
• VEGETABLE MASALA
• KABAB MASALA
• BIRYANI MASALA
Images of Products:
Implementation of product:
The position of Radhuni Powdered Spices in the implementation chart is given below:
Market
Penetration Product Development
Market Development
(RADHUNI)
Diversification
Brand Share:
Radhuni is a new brand but people have enough awareness about this brand. We get from a
market survey that RADHUNI has got 55% market share. Its relative market share is 55/10 =
5.5 and its growth rate is quite high. RADHUNI is on the star position in the BCG matrix.
Major Competitors:
Today understanding customer is crucial, but it is not enough. Companies gain competitive
advantage by satisfying target consumer needs better than competitors do. Therefore it is
important to know the competitors, their strengths and weakness and also the strategies of
the competitors. At the narrowest level, there are a number of competitors competing in the
market these are
• BD
• TIGER
• ARKU
• FRESH
• PRAN
• TATA
• KWALITY
• SHUSHADU
• GRIHINI AND OTHERS
At a wider range of competition, the brand is challenged by local spice shop. It has been
found that this type of producers altogether grab a substantial amount of market share. And
it has achieved so much market share only on the basis of people’s tradition to consume
spicy powder. And people’s attitude toward spicy powder led them to have a strong position
in the market. When we asked the general people who usually do not like to have spicy
powder, “what do you buy?” They said “vangano masala” When we asked, “Do u ever buy
spicy powder?” They said “yes, when we don’t have any vangano masala in hand”. When
we asked them to name a brand, with no hesitation they first mentioned the name of
“RADHUNI”. Afterwards when they are given the option to name a few they have just added
some names whatever came to their mind Based on these findings we can rate “RADHUNI”
and its competitors.
Brand Customer awareness Product quality Product availability Seli8ng staff PROMOTION
Radhuni Excellent Excellent Good Excellent Excellent
Tiger Fair fair Poor Poor Poor
BD Fair Fair Fair Fair Good
Arku Good Fair Good Good Good
Fresh Good Fair Good Good Fair
Pran Fair Fair Fair Fair Good
Tata Poor Poor Poor Poor Poor
Kwality and others Poor Fair Poor Poor poor
Until recently “RADHUNI” has been in the strong versus weak competitive position in the
market. But recently few strong brands have entered in the market by which a “RADHUNI” is
going to face a bit competitive situation especially from the PRAN group.
A draft will help us to understand it more clearly:
We may have an idea of the mind share, heart share and market share of the company and
the industry from the table given below.
Brand Mind share Heart share Market share July 04-dec 05 Jan 05-till now July 04-dec 05
Jan 05-till now July 04-dec 05 Jan 05-till now
Radhuni 93% 90% 84% 81% 50% 55%
Tiger 3% 2% 10% 8% 20% 8%
Arku 1% 2% 2% 3% 8% 10%
Fresh 2% 2.5% 2% 3% 10% 10%
BD 1% 1.5% 2% 2% 12% 9%
Pran 0% 1% 0% 0.5% 0% 4%
Tata 0% .5% 0% 0.5% 0% 1%
Others 0% .5% 0% 2% 0% 3% total 100% 100% 100% 100% 100% 100%
Both low entry and exit barriers encourage companies to start the business. So, there has
always been a threat of new entrants and which has made the market competitive.
Exit Barriers low High
Low Low, stable returns Low, risky returns high high, stable returns high, risky returns
Though the market has already got some competitors, “RADHUNI” is doing quite fine in the
market. This has been possible through its strong reputation for quality and trust. But the
situation has challenged the new entrants while the existing firms are having hardship to
increase or grab market share. Many companies are not getting the market share because
of their poor distribution coverage, advertising, sales promotion and so on. Competitors
pricing are relatively low compare to “RADHUNI”.
4 Ps of Competitors:
Two major competitors of Radhuni are Pran and ACI. The 4 Ps strategies of these major
brands have been shown below:
Place PRAN uses all the media like television advertisement, newspaper, billboards, radio
advertise for marketing. Using the common people psychology PRAN is in the mind of many
customers. Today, consumers not only value PRAN for its authentic refreshing juice drinks
products , but also for its mouth watering quality confectionery products with high visual
appeal and exciting texture. They intend to expand their presence to every corner of the
world and strive to make PRAN a truly international brand to be recognized globally. ACI
pure is not so much popular in rural market. But it has the strong market in town or city
market. They have turned out International market label product .As a result they are
exporting their products in foreign market. Sell abroad Countries are United
Kingdom(UK),Kuwait, Bahrain etc
Promotion PRAN has already reached their goal by advertising on television, newspaper,
billboards etc. Various types of traditional occasion is the main time of making and
publishing new advertisement and promotion. (Like: in the EID time, pohela boishakh etc).
ACI pure has a strong market in urban area comparing to the village market. They also have
all types of media advertisement.
In this section marketers list the most important channels provide an overview of each
channel arrangement and mention any new developments or trends. Radhuni Powdered
Spices are distributed through a network of retailers in the top high sellable markets. Sellable
product means main packing products which are divided into some group. Firstly if the
products are made, it is shown in the wave page. Its price and all other necessary
information will be included there. Each group has five or six members and it has only one
manager. The manager maintains all things. He or she then observes and declares that to
what place the products will go. If there is any lacking, manager takes necessary steps.
From the factory, the intermediaries buy the products. Intermediaries mean retailer,
wholesaler, agent or broker etc. generally wholesalers buy products from factory at a high
quantity and they get this at a very little price. Then they sell those products to retailers at a
little bit higher price, so that after selling they can have profit. Usually then the retailers sell
these to customers who finally consume the products.
A diagram will help to understand the distribution process:
SWOT Analysis:
Strengths:
o “RADHUNI” has a strong team for Research and Development. The members consistently
seek opportunities to find the new demands and meet them by launching new products. o
“RADHUNI” has a strong financial condition and support from its parent company. o
“RADHUNI” has achieved a strong brand image. It has selected a good relevant brand name
for its products whereas other firms suffering from it. o “RADHUNI” talks quality and gives
quality to its customers. o “RADHUNI” has updated manufacturing plant with the capacity to
meet the demand. o “RADHUNI” has a wide variety of products which others do not have. o
“RADHUNI” has achieved a good competitive advantage through its distribution coverage
system.
Weakness o It charges a bit high price than that of its competitors. o Though they have good
distribution coverage system, products are always available in posh urban areas but in some
urban places they fail to provide the product in time, as a result they are losing a potential
market share
Opportunity o The culture of eating foods encourages the opportunity of expanding the
market. o The market is large in this business. o There is a huge prospect in this business; a
small number of populations have become aware of the advantages of adopting the spicy
powder but huge population is there to adopt it. o A number of competitors are there in the
market but they are relatively weak in terms of financial condition, company size and
management. o Few firms are following the promotion mix, especially they are lacking in
sales promotion but in this case RADHUNI is strongly following this strategy.
Threats o The market has become competitive in terms of number of competitors as well as
possible entrants of some new companies. o Consumers are exposed to ads given by some
companies. o People of our country still think that this type of ready mix spice will not give
them that taste what they could have from the powdered spice which they make manually.
Problems:
There is some lacking of RADHUNI brand which is creating barriers to grab a substantial
market share for this brand. These problems are –
o People of our country still think that this type of ready mix spice will not give them that
taste what could have from the powdered spice which makes manually. o The Consumers
are exposed to ads given by some other companies
Solution: o In resolving this problem RADHUNI need to develop a creative and effective ad
which should be focusing on the attitude of the consumers and change it accordingly by
assuring more benefit from that of traditional VANGANO MASALA. If RADHUNII can build
an advertisement which contains a massage, through that people can understand this
product will meet their demand and this brand will give them more than what can get from
the traditional VANGANO MASALA. o RADHUNI have to make an ad which must be more
creative and more effective then the competitors. In this way RADHUNI can attract our target
consumers and make them aware about our brand.
There are some objectives of Square Consumer Products td. These are:
General Objectives • To continue to provide the very best of what the consumer wants
• To explore new segments of market and to cater to it
• To continue to assure intrinsic quality of hygienic food products
• To enhance consumers' standard of food habit
• To ensure that the products are available at consumers' doorsteps
• To enhance the strength and skill of the organization that will contribute to company's
increasing growth both in domestic and global markets.
Marketing Objectives:
• To provide the very best of what the consumer wants
• Maintain positive steady growth each month.
• Increase market penetration every quarter.
• Generate increased brand awareness quantified by reactions/feedback of customers at the
trade shows.
Financial Objectives:
The above research describes us that how company can create a potential campaign for the
brand RADHUNI. It also defines us the market and product description of Radhuni
Powdered Spices. This report also shows how Radhuni targets its market and distributes its
products to them. Besides, we can come to know about the competitors of Radhuni
Powdered Spices in our country. Though Radhuni has some problems, we have discussed
here how it can come up with the solutions. Moreover, Radhuni has some objectives and
issues where it gives main priority to its customers. Its main purpose is to make its target
consumers to start using this brand and become loyal to this brand. Because, Radhuni
serves its best. This is why, it says, “খাঁটি মানের নিশ্চয়তা।”
***************
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