SUMMER INTERNSHIP PROJECT REPORT

on
To analyze the availability and sales of biscuit in School and College’s of Lucknow and Demand prospects of UNITED BISCUIT

Submitted in partial fulfilment for the award of

Post Gr aduate Diploma in Mana gement
Approved by AICTE, Ministry of HRD, Govt. of India By

Ashutosh Tiwari
AICTE Enrollment No.201001011/IILM/UP/PGDM/FT/0.. Batch 2010-12 Under the Supervision of

Sachin Srivastava
Associate Professor

IILM Academy of Higher Lear ning
1, Viraj Khand, Gomti Nagar, Lucknow – 226010

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Date – 16th July 2011 DECLARATION FORM   I hereby declare that the Summer Internship Project Work entitled,

To analyze the availability and sales of biscuit in School and College’s of Lucknow and Demand prospects of UNITED BISCUIT submitted by me,

Ashutosh Tiwari AICTE Enrolment No.201001011 for the partial fulfillment of the Post Graduate Diploma in Management Programme (PGDM) to IILM Academy of Higher Learning, Lucknow is my own original work and has not been submitted earlier either to IILM or to any other Institution for the fulfillment of the requirement for any course of study. I also declare that no chapter of this manuscript in whole or in part is lifted and incorporated in this report from any earlier / other work done by me or others.  

Place    :      Ashutosh tiwari                     UNITED BISCUIT (P) Ltd. Date    :                               

Table of Contents 2

Topics Part 1 1 2 3 4 5 6 7 8 9 10 Part 2 1 2 3 4 5 6 Micro Research/Problem Statement Research Objective Research Methodology Data Analysis & Interpretation Limitation of the Study Conclusion & Recommendation Preface Acknowledgement About the organisation Brief History of the organisation Organisational Structure Product & Services OEM Plan Competitors SWOT Analysis Problem Encountered

Appendix
• Questionnaire

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Preface
IILM Academy of Higher Learning had introduced the course of Post Graduate Diploma in Management (P.G.D.M.), with this course there is summer internship Project after complete of 1st year P.G.D.M. This project allows us to participate in the internal as well as external affairs of the business. This project is providing us the practical knowledge of company with theoretical knowledge at the stage of our 1st year of P.G.D.M. We are allowed us to prepare Marketing Report on the assigned company which was allotted to me. The primary objective of this report is to become well aware of the functioning of a company. I learned aspect in management studies but in actual field am always different then what we imagine.

With the purpose of enhancing my knowledge in marketing area, I select ³United biscuit company´ as my company where my basic study is research on consumer behaviour for the local biscuits preference along with comparative study of biscuit industry and retailers satisfaction level and check the availability of UNITED BISCUIT and what is the future opportunity in school and colleges canteen in Lucknow.

Acknowledgment I am highly indebted to several people, Professors and Friends because without their help, I wouldn’t have been able to complete the entire project

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and their co-operation is greatly appreciated. Several sections of the report would not have the richness of content and analysis without their help. I would like to thank Mr. Diwanshu Shukla and their sales officer of this united biscuit company and their salesman who continuous give me guidance during the term of the project. There vision and in sights helped me to look into those in adequately and their suggestions were very valuable. Finally, I would like to thank the entire person who has made direct or indirect valuable contribution towards this project. I am extremely grateful to our Prof. Sachin Srivastava, Faculty Members and Librarians of IILM Academy of Higher Learning for their kind cooperation and support in allowing me to access their library and other intellectual resources. I wish to express my sincere thanks to my friend Apurva, Ashish, Sumukh for their help during my stay at Lucknow for SIP. Last but not least, special thank to my family members who had beard all my ups and down and provided moral support throughout the SIP work. Thanking You

History of Biscuit What is biscuit?
A biscuit is a flat sweet or savoury snack. Biscuits are normally crisp when first made but go soft when stale. In contrast cakes are normally moist when first made but go hard when they are stale Sweet or salty, Soft or crunchy, Simple or exotic. Everybody loves munching on biscuits, but do they know how biscuits began.

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The history of biscuits can be traced back to a recipe created by the Roman chef Apices, in which "a thick paste of fine wheat flour was boiled and spread out on a plate. When it had dried and hardened it was cut up and then fried until crisp, then served with honey and pepper." The word 'Biscuit' is derived from the Latin words 'Bias' (meaning 'twice') and 'Cactus' (meaning cooked or baked). The word 'Biscotti' is also the generic term for cookies in Italian. Back then, biscuits were unleavened, hard and thin wafers which, because of their low water content, were ideal food to store. As people started to explore the globe, biscuits became the ideal travelling food since they stayed fresh for long periods. The seafaring age, thus, witnessed the boom of biscuits when these were sealed in airtight containers to last for months at a time. Hard track biscuits (earliest version of the biscotti and present-day crackers) were part of the staple diet of English and American sailors for many centuries. In fact, the countries which led this seafaring charge, such as those in Western Europe, are the ones where biscuits are most popular even today. Biscotti is said to have been a favourite of Christopher Columbus who discovered America! Making good biscuits is quite an art, and history bears testimony to that. During the 1th and 1th Centuries in Europe, baking was a carefully controlled profession, managed through a series of 'guilds' or professional associations. To become a baker, one had to complete years of apprenticeship - working through the ranks of apprentice, journeyman, and finally master baker. Not only this, the amount and quality of biscuit s baked were also carefully monitored.

The English, Scotch and Dutch immigrants originally brought the first cookies to the United States and they were called teacakes. They were often flavoured with nothing more than the finest butter, sometimes with the addition of a few drops of rose water. Cookies in America were also called by such names as "jumbles", "plunked" and "cry babies". As technology improved during the Industrial Revolution in the 1th century, the price of sugar and flour dropped. Chemical leavening agents, such as baking soda, became available and a profusion of cookie recipes occurred. This led to the development of manufactured cookies.

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Interestingly, as time has passed and despite more varieties becoming available, the essential ingredients of biscuits haven't changed - like 'soft' wheat flour (which contains less protein than the flour used to bake bread) sugar, and fats, such as butter and oil. Today, though they are known by different names the world over, people agree on one thing - nothing beats the biscuit! Some interesting facts on the origin of other forms biscuits: The recipe for oval shaped cookies (that are also known as boudoir biscuits, sponge biscuits, sponge fingers, Naples biscuits and Savoy biscuits) has changed little in years and dates back to the house of Savoy in the 11th century France. Peter the Great of Russia seems to have enjoyed an oval -shaped cookie called "lady fingers" when visiting Louis XV of France. The macaroon - a small round cookie with crisp crust and a soft interior - seems to have originated in an Italian monastery in 1792 during the French Revolution. SPRING-hurt-lee, have been traditional Christmas cookies in Austria and Bavaria for centuries. They are made from a simple egg, flour and s sugar dough and are usually rectangular in shape. These cookies are made with a leavening agent called ammonium carbonate and baking ammonia. The inspiration for fortune cookies dates back to the 1th and 1 th Centuries, when Chinese soldiers slipped rice paper messages into moon cakes to help co -ordinate their defence against Mongolian invaders.

ABOUT THE COMPANY
United Biscuits is one of the largest and oldest multinational biscuit manufacturers in the world. Mcvitie’s is the best known brand all across the globe. It operates principally in the U.K. and Europe. UB operates 15 manufacturing factories located in U.K. and Europe. It was founded in 1948 (U.K.).The company also operates through UB International that provides biscuits and snacks. UB also has its factories in the following countries like…………. • • • • • • • • Netherland France Belgium Canada USA Sweden Greece Italy

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• • • •

Portugal Australia Nigeria , and India

Name of the Organization Form of Organization Nature of Business Headquarter Headquarter in India Employees

United Biscuit Private Limited Sales & Marketing of FMCG Products Hayes Park, End Road United Kingdom New Delhi 10,001

UNITED BISCUIT IN INDIA
In India, United Biscuits made its foray in January 2010 with its flagship brand Mcvitie’s. The brand offers an array of products under its portfolio namely Mcvitie’s Digestive Biscuits, Mcvitie’s Marie Biscuits, Mcvitie’s Cashew Cookies, Mcvitie’s Butter Cookies, Mcvitie’s Chocolate Cream, and Mcvitie’s Orange Cream. Today a full-fledged setup with a national presence in over 125 towns, United Biscuits own and operate a world class manufacturing in Himachal Pradesh. Mcvitie’s has a rich heritage. The origin of the brand dates back to 1892. The brand derived its name from the original owners Mcvities & Price Ltd. The first product to be launched in India by the brand is Mcvitie’s Digestive. In fact Mcvitie’s Digestive is world’s first digestive biscuit. Mcvitie’s is positioned as a healthy biscuit. Worldwide, the brand is positioned based on its “Whole Grain “content. Globally, the brand has the slogan, “WHOLE WHEAT AT ITS HEART”.

BRAND AMBASEDOR OF THE COMAPANY

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United Biscuits, the world’s third largest producer of biscuits has signed a Bollywood Superstar Bipasha Basu and leading South India actress Shriya Saran for endorsing its flagship brand Mcvitie’s in India. The star will play a pivotal role in enhancing the brand, products and promotional activities. Announcing the brand ambassadors, Jayant Kapre, President, United Biscuits India said,”United Biscuits stands for its commitment towards offering the highest quality, healthy and best tasting products to its customers. With the association the brand will convey that Mcvitie’s wide range of products is the top choice for people who choose smarter ways of living, by combining great taste with healthier products.

INDUSTRY OVERVIEW
FMCG industry, alternatively called as CPG (Consumer Packaged Goods) industry primarily deals with the production, distribution and marketing of consumer packaged

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goods. The Fast Moving Consumer Goods (FMCG) is those consumable which are normally consumed by the consumers at a regular interval. Some of the prime activities of FMCG industry are selling, marketing, financing , purchasing, etc. The industry also engaged in operation, supply chain, production and general management.

FMCG SECTOR GROWTH
FMCG industry provides a wide range of consumables and accordingly the amount of money circulated against FMCG products is also very high. The competition among FMCG manufacturers is also growing and as a result of this, investment in FMCG industry is also increasing, specifically in India, where FMCG industry is regarded as the fourth largest sector with total market size of US$13.1 billion. FMCG sector in India is estimated to grow 60% by 2010.FMCG industry is regarded as the largest sector in New Zealand which accounts for 5% of Gross Domestic Product (GDP).

COMMON FMCG PRODUCT
Some common FMCG product categories include food and dairy products, glassware, paper products, pharmaceutical, consumer electronics, packaged food products, plastic goods, printing and stationery, household products, photography, drinks, etc and some of detergents, tobacco and cigarettes, watches, soaps etc.

MARKET POTENTIALY OF FMCG SECTOR
Some of the merits of FMCG industry, which made this industry as a potential one are……low operation cost, strong distribution networks, presence of renowned FMCG companies. Population growth is another factor which is responsible behind the success of this industry.

LEADING COMPANY IN FMCG PRODUCT
The Top 10 Companies in the FMCG Market are as follows:

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1 Hindustan Unilever Ltd 2 ITC ( Indian Tobacco Company ) 3 Nestle India 4 GCM MF (Amul) 5 Dabur 6 Asian Paints (India) 7 Cadbury India 8 Britannia Industries 9 Procter & Gamble Hygiene and Health Care 10 Marico Industry

MARKET SEGMENTATION
Here are few market share data for biscuit industry from report is available at IBMA (Indian Biscuit Manufacturer Association) Fig 2007-08...

MARKET SHARE SECTOR WISE:
Organized sector 60% Unorganized sector 40%

MARKET SHARE PENETRATION POPULATION WISE:
Urban- 85%-75% Rural-65%-55%

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MARKET SHARE REGION WISE:
North zone 25% West zone 23% East zone 28% South zone 24%

MARKET SHARE BRAND WISE (VOLUME):
Parle 36% Britania 35% Priyagold 14% ITC 10% Rest 5%

BISCUIT INDUSTRY PROFILE
Segments: The organized and unorganized sectors of the biscuit industry are in the proportion Of55 %: 45% ratio. Exports of Biscuit is estimated to around 10 % of the annual production during the year Imports of biscuits into India has not shown any significant growth during the last two years and has not affected production/sales by the Indian Biscuit industry. Marketing: Wholesale and Retail marketing in the Biscuit industry is carried out with a network of C & F Agencies (for States and/specific Districts) Dealers / Wholesalers and Retail shops. Biscuit Industry, especially the Small & Medium Sector, consisting of around 150 units(besides three Large Industries), are facing erosion in their profitability and competitive capability, due to imposition of Value Added Tax (VAT) by the State Governments @ 12 .5 % on Biscuits, compared to VAT oat 4 % levied on other similar food products.

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Taxation: On behalf of the industry, IBMA has been pursuing the issue with the Chief Ministers/Finance Ministers of all States and also with the Chairman of the Empowered Committee on VAT, seeking reduction in the rate of VAT on biscuit to4 %. IBMA estimates annual growth in the range of 1 5% to20 % during the next five years, in the event of reduction in the rate of VAT on Biscuits to 4%. Per capita consumption of Biscuits in the country is only 1.8 kg, as compared to25. Kg to5 .5 kg in South eastern countries and European Countries & USA respectively. Main Categories of Biscuits are broadly as under: Glucose, Marie. Sweet, Salty. Cream, & Milk Popular Brands of Biscuits in the country are, Britannia, Parle, Priyagold, Anmol, Biskfarm, Dukes, Cremica, Priya, Veeramani, Bonn, Bhagwati, Raja, Champion,Sobisco,Madhabi, Nezone, Windsor, Cookieman, Sufeast, Ankit, Shangrila, Nalanda, etc.

Brand Strategy
Marketing is not Euclidean geometry a fixed system of concept. Rather marketing is one of the dynamic fields with in the management arena. The market faces continually a new challenge everyday and companies must respond to it positively. Therefore it is not surprising that new market idea keep surfacing to meet new market place challenges. The market process is applicable to more than goods and services. Anything related to market including ideas, events, policies, prices and personalit ies comes under market strategy. However it is important to emphasize opportunity in the market through market strategy. Following strategies adopted by the organization. A stronguality of the product and customer satisfaction: Customers always believe in good quality at fewer prices. . In my survey I found that in percentage term more people is conscious about price and not quality conscious.

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Customer satisfaction is very important part of the organization that at any cost they have to fulfil. A growing relationship with customer and customer retention: Now days a good relation with customer is very important for organization. Sale is totally depending on the relation with the customers. Customer's retention is also a major aspect for growing business. It means keep the old customer and tries to make new customer.  Focus on competitor’s activity:

Every organization should must be careful about its competitors step, because they can disturb the growing sales process of the organization.  A growing emphasis on global thinking and local m a r k e t i n g planning: Companies are increasing by pursuing market beyond their borders. When they enter other countries they must follow the tradition of that country and also they make plan for local market that which type of product has more demand and how can it run in the market

Promotional Strategy
Under the market strategy promotional idea is very important. Organization provides some schemes or rebates to retailers or consumers. They make advertisement according to convenient of the people and the feature of the product. Advertisement should be done at full phase because without awareness consumers didn’t know anything about the products. So on the basis of marketing strategy an organization runs in the market. It is several types of which makes helpful to increase sales and turnover of the organization.

Job Opportunity in FMCG industry
FMCG industry creates a wide range of job opportunities. This industry is a stable, diverse, challenging and high profile industry providing a wide range of job categories like sales, supply chain, finance, marketing, operations, purchasing, human resources, product development, and general management. The FMCG industry in India is one of the largest sectors in the country and over the years has been growing at a very steady pace. The sector consists of consumer non – durable products which broadly consist of personal care, household care and food &

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beverages. The Indian FMCG industry is largely classified as organized and unorganized. This sector is also buoyed by intense competition. Besides competition , this industry is also marked by a robust distribution network coupled with increasing influx of MNCs across the entire value chain. This sector continues to remain highly fragmented.

Industry Classification
The FMCG industry is volume driven and is characterized by low margins. The products are branded and backed by marketing, heavy advertising, slick packaging and strong distribution networks. The FMCG segment can be classified under the premium segment and popular segment. The premium segment caters mostly to the higher/upper middle class which is not as price sensitive apart from being brand conscious. The price sensitive popular or mass segment consists of consumer belonging mainly to the semi-urban or rural area that is not particularly brand conscious. Products sold in the popular segment have considerably lower prices than their premium counterparts.

Segments Household Care Dabur,/

Products Fabric Wash (laundry soaps and synthetic detergents) Household Cleaners (dish/utensils Cleaners, floor cleaners, toilet cleaners, air freshers,insecticides & mosquito repellents, metal polish & furniture polish)

Major Players HUL,Nima,Godrej ITC,P & G, Reckitt & Colman.

Personal Cares

Oral Care, Hair care, Skin care, Personal Colgate-Palmolive, wash(soaps), Cosmetics, deodorants, HUL, Dabur, Perfumes, female hygiene products, Lakme,Marico, Paper products. Emami, P&G, Himalaya,ITC, Godrej consumer Product. Bakery products(biscuits,bread,cakes) Snacks food,chocolates,ice-creams Brand flour,branded rice,branded sugar Ready to eat packaged food, etc. ITC, Parle Agro, Nestle, Cadbury Britannia,Dabur Pepsico

Food

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Beverages

Health beverages, soft drinks,tea, coffee, juice,liquor, etc.

Dabur, Radico, Pepsico, Coca Cola, Parle.

Structural Analysis of FMCG sector

Typically, a consumer buys these goods at least one in a week or month. The sector covers a wide gamut of products such as detergents, toilet soaps, toothpaste, shampoos, creams, powders, food products, confectionaries, beverages and cigarettes. Typical characteristics of FMCG products are:• The products often cater to 3very distinct but usually wanted for aspects – necessity, comfort, luxury. They meet the demands of the entire cross section of population. Price and income elasticity of demand varies across products and consumers. Individual items are of small value (small SKU’s) although all FMCG products put together account for a significant part of the consumer’s budget. The consumer spends little time on the purchase decision. He seldom ever looks at the technical specifications. Brand loyalties or recommendations of reliable retailer/ dealer drive purchase decision. Limited inventory of these products (many of which perishable) are kept by consumer and prefers to purchase them frequently , as and when required. Brand switching is often induced by heavy advertisement, recommendation of the retailer and word of mouth.

• •

• •

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History of UNITED BISCUIT
United Biscuits was founded in 1948 following the merger of two Scottish family businesses ------ Mcvitie & Price and MacFarlane Lang. In 1960, United Biscuits added to its portfolio with the acquisition of Crawford’s Biscuits and MacDonald’s Biscuits. In 2000 UB was bought by Finalrealm , a consortium of investors and reverted to private limited company status. A summary of company’s development since then is given below. 1967 – Meredith & Drew, a UK crisp manufacturer. 1968 – Kenyon Son & Craven, a leading UK nut manufacturer. 1974 –Keebler Company, a leading US cookies and cracker Manufacturer, subsequent sold to a number of buyers in 1995. 1982 Terry's of York, the confectionery company, subsequently sold to Kraft suchard in 1993 1988 Ross Young's, a leader in the UK frozen food sector. 60% stake in United Biscuits China, with a further 30% stake bought in 1991. 1990 Verkade, a leading biscuit and confectionery company in the Netherlands. 1991 Investment in three leading European biscuit companies: Fazer Biscuits (Finland), Oxford Biscuits (Denmark) and Gyori Keksz (Hungary). Joint venture also established in Éire. 1993 The Smith's Snack food Company, Australia's leading snack food manufacturer incorporating a snacks business in Italy. Derwent Valley Foods, the UK owner of the Phileas Fogg snack brand. Further investment in Oxford Biscuits (Denmark) and Gyori Keksz (Hungary) taking investments to 100%.

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1994 Further investment in Fazer Biscuits (Finland), taking the investment to 70%, San, a Polish biscuit manufacturer taking investment to 90%, and Nibb-It Snacks, a Dutch snack food manufacturer 1995 The Original Pretzel Company, Australia 1997 Acquisition of the French biscuits business, Biscuiterie Nantaise (BN), from PepsiCo. Inc. in exchange for certain continental European snack operations and the sale to PepsiCo. Inc. of the Smiths Snackfood Company, Australia. UB receives a net consideration of £241million. 1998 Acquisition of the Continental European Biscuit Business, Delacre, from the Campbell Soup Company for £125m. Delacre has operations in the Netherlands, Belgium, Germany, France and exports to the USA. Meiji McVitie, UB buys out Meiji's 50% stake of the venture to form a new company, UB Japan Ltd. 1999 Merger of UB's Young's seafood business with Legal & General Ventures Bluecrest to create the largest seafood business in the UK. UB and LGV (and its associates) each hold 44% of equity of the business. Management and other finance providers will hold the balance. 1999 (September) Acquired certain biscuit operations from German confectionery company, Stollwerck. UB receives Stollerck's Hungarian biscuit business and appoints Stollwerck as its sales and distribution agent in Germany. 1999 (October) Binding agreement reached with HJ Heinz Company for the sale of UB's frozen and chilled food businesses (excluding chilled fish operation) for a price of £190 m payable on completion. Regulatory clearance granted 7th December.

1999 (November) Sale of UB's Grimsby-based chilled fish business to Northern Foods. The operation supplies added-value seafood products to marks & Spencer and wait rose. 2000 (April) Finalrealm acquires UB. 2000 (May) Sale of UB Nordic A/S and UB Denmark A/S to Danone. 2000 (May) Sale of UB's TUC and Cheddars brands to Danone (Jacob's). MiniCheddars excluded from deal. 2000 (June) Sale of UB Snack Foods Spa and UB Snack Foods GmbH to Danone. This comprises UB's Donauwörth factory in Germany and a commercial office in Italy. 2000 (July) Acquisition of Nabisco’s European, Middle East and North African businesses (EMENA). 2000 (November) Sale of UB Malaysia and UB Singapore to Danone. 2000 (November) Sale of UB Hungary to Danone. 2001 (February) Sale of San, Poland to Danone.

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2001 (March) Sale of 44% interest in Young’s Bluecrest Seafood Holdings Limited. 2001 (May) Sale of Fazer, Finland to Danone. 2002 (March) Completion of sale of United Biscuits (China) Limited and its subsidiaries to Nabisco. 2003 (October) Closure of dry mix factory in Tunisia. 2004 (July) New subsidiary company of UBUK opened in Dublin, Ireland - UB Snack foods Ireland Ltd.

2004 (August) Acquisition of Triunfo Productos Alimentares, SA, Portugal 2004 (August) Sale of Benelux Snacks business to Roger & Roger 2004 (September) Acquisition of Jacob's Biscuit Group from Danone 2006 (February) Acquisition of the brands Nik Naks and Wheat Crunchies from Golden Wonder 2006 (September) Completion of sale of UB Southern Europe to Kraft Foods Inc. 2006 (December) Sale of Business completed to The Blackstone Group and PAI 2009 (November) UB acquires a factory in India.

Organizational Structure
United Biscuits in India establishes its Head Office at New Delhi and manufacturing Unit at Kala Amb in Himachal Pradesh.

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UB Factory in INDIA at Himanchal Pradesh

Head Office & Regional Offices in INDIA

UNITED BISCUIT new Office in INDIA Delhi

REGIONAL OFFICE
Head Office At New Delhi Regional 20 Regional Office At Mumbai Regional Office At Lucknow Regional Office At Hyderabd Regional Office At Kolkata

Office At Bangalore

DISTRIBUTION IN U.P.

Distribution In Uttar Pradesh (u.p.)

Lucknow

Kanpur

Allahabad

Varanasi

AWARDS

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Nestle wellness award for achieving substantial reduction in saturated fat in some of our key biscuit brands.

Sainsbury’s Own Brand Supplier of the year award.2009: Best Corporate Responsibility Delivery.

The Motor Transport Partnership Award won in 2009 for our transport collaboration with Nestle which reduces empty running, saves truck miles and reduces environmental impact.

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Chartered Institute of Logistic and Transport Award for environmental improvement won in 2009.

At the BVCA Portfolio Company Management Award in September 2010, United Biscuits won a regional award for Environmental, Social & Governance, team of the year for the London & the south east and the same award we won a national award for corporate responsibility.

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In July of 2010, United Biscuits won the Waste Minimization Award at the prestigious National Recycling Awards Ceremony in London. An award given for the company group efforts in proving waste reduction and company commitment to recycling, resource and waste management.

In June 2010, United Biscuits were finalists in the Green Supplier category at the Grocer Gold Award.

In June 2010, United Biscuits won a silver award at the Mayor of London Green 500 Award in recognition of our efforts to become greener and leaner over the past year.

In June 2010, United Biscuits won a Business in the Community Big Tick Award for Achieving Sustainability. And in addition, won a Highly Commended Award for Sustainable Marketing & Innovation.

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PRODUCTS

BN was acquired by United Biscuits in 1998. The brand was originally created in 1897 and it enjoys a good reputation in France. Over the years, BN has established itself as an indispensable brand in the biscuit market, focusing in particular on the snack sandwich cookie segment. One of the most popular biscuit brands in France, BN relies on the strength of its image as a unique brand - that of a biscuit with an appetising smile.

Carr's is the leading premium cracker brand and the range consists of the following products: Carr's Table Water, Carr's Melts range, Carr's Selections and now Carr's Nibbles. Launched in the Summer of 2008 Carr's Nibbles are a new addition to the Carr’s portfolio. A range of bite-sized savoury nibbles which are perfect for a special occasion - pre dinner hors-d'oeuvres perhaps? or just as a tasty savoury snack for any time of the day. Carr's Nibbles come in three delicious flavours: Black Olive, Cheese and Black Onion Seed & Rosemary. In addition, there are two new flavours being introduced into the Carr's Melts range - Sesame & Chive and Rosemary & Thyme. The brand has also been given a makeover with a great new packaging design.

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Established in the 1870s, Delacre was first known for its Belgian chocolate. Thanks to Charles Delacre's use of only the finest ingredients the company's reputation led to an appointment as purveyor to the Belgian Royal House in 1879 and again in November 2005. In the 1890s the Maitres Patissiers of Delacre applied their 'Savoir Faire' to making fine biscuits covered with their own rich chocolate. Delacre is well known for its wide range of indulgent biscuits in both France and Belgium. The core of the Delacre product portfolio consists of various high quality biscuit assortments, in which luxury chocolate biscuits dominate. Well known Delacre assortments are Tea Time, Tentation Chocolat and Namur.

McVitie's Jaffa Cakes were introduced over 60 years ago and the brand is now the 4th biggest in the biscuit market. Over 3 million McVitie's Jaffa Cakes are made every day, each taking 18 minutes to make. The original recipe is a closely guarded secret, but the delicious combination of light sponge, plain chocolate and the smashing orangey bit in the middle has made McVitie's Jaffa Cakes infinitely loved by the British nation.

KP has been making tasty products for over 150 years. The letters 'KP' stand for Kenyon Produce and you will know us best for our delicious nut snacks. We source our nuts from our growers in places like Asia and South America. KP is committed to selling only the best quality products; this is why we are the UK's favourite nut brand. KP is the number 1 nuts brand in the market, loved as the scrumptious nut snack whether at home, in the pub or as nibbles at a great party! KP is also hugely popular at Christmas time with almost half of its sales coming from the festive season.

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KP will continue to bring you exciting new products to enjoy all year round and has recently launched ‘Jumbo’ flavoured peanuts. These are KP’s biggest ever nuts in exciting everyday flavours such as Salt & Vinegar and Spicy Chilli - boasting a range bigger and better than ever before. Watch out for exciting new products in this Jumbo range!

Founded in 1886 in Zaandam in the Netherlands, starting off mainly with the production of bread and rusks, Verkade has brought a wide range of delicious biscuits and chocolate to Dutch consumers ever since. The Verkade brand is known by all Dutch consumers, who have appreciated Verkade classics since childhood. The Verkade brand consists of a large assortment of Dutch classics, such as San Francisco, Café Noir, Knappertjes, Nizza and Maria biscuits for the whole family. In recent years the launch of UB products such as Digestive, Tarwebiscuits (Digestive Chocolate) and Digestive Crunchy (Hobnobs) have successfully contributed to the growth of the 125 year old brand. In 2009 Verkade was the first A-list chocolate producer worldwide to make the transition to Fair Trade production on large scale. The long time favourite savoury segment was re-launched in 2010. Verkade received the retail ‘Brand of the Year’ award in 2008 and 2010. Starbrand of the company is the Sultana brand. Sultana has become the icon brand for the healthy IBM (in-between-meals) segment in the Netherlands, addressing the snacking needs of the contemporary consumer. Its innovative healthy snacking range encompasses products such as Fruit Biscuit, Volop, a deliciously flavoured ginger bread for on the go, and Sultana Hartig, the first savoury biscuit in the Dutch market. Sultana Hartig was awarded ‘Most Sustainable Introduction’ in 2009.

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go ahead! was launched in 1996 and quickly became the biggest brand in the healthier biscuits category. The go ahead! brand offers consumers delicious snacks they can feel good about eating and is supported by an extensive range of products. The range, which includes Yogurt Breaks, Crispy Fruit Slices, Fruit Bakes and Fruity Wafers, offers consumers a tasty, better for you snack which can be enjoyed at home or on the go.

Hula Hoops is one of UB's best-selling brands, with over 16 billion Hula Hoops eaten in the UK every year. Unique in their 3D shape, Hula Hoops were launched in 1973 and in recent years have benefitted from reformulations to reduce the saturated fat and packaging refreshment in 2005.

McVitie’s biscuits have been enjoyed by generations for around 160 years. The first ever Digestive biscuit was created by a new young employee, Alexander Grant. The name Digestive was derived from its high content of baking soda as an aid to food digestion. Over one hundred years later the McVitie’s Digestive remains a firm favourite and is the highest selling brand in the everyday biscuit segment. McVitie's first foray into the blending of biscuit and chocolate resulted in the Homewheat Chocolate Digestive brand (now simply known as McVitie's Chocolate Digestives) in 1925. Over 71 million packets of McVitie's

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Chocolate Digestives are eaten in the UK each year - that's an astonishing 52 biscuits per second! The Hobnobs brand was launched in 1985 and a milk chocolate variant followed in 1987. The chocolate Hobnobs range was then extended to include Hobnobs Creams and Dark Chocolate Hobnobs.

Mini Cheddars is one of the UK's most established snack brands and is loved by a wide range of different consumers. Despite its deceptive size, Mini Cheddars delivers a surprisingly satisfying cheesy hit any time the munchies strike. Aimed at a broad target, mainly families, Mini Cheddars are ideal for when you have the tummy rumbles and you want something genuinely cheesy to keep you going until meal time. As well as Original flavour, Mini Cheddars come in Cheese & Onion, Branston, BBQ and Mature Cheddar flavours. Mini Cheddars are available in 35g handypacks, 50g grab bags, multipacks, 200g sharing bags and at Christmas, can be purchased in a Christmas drum (250g). The brand also has a sub range called Crinklys which is a baked crinkled crispier version of Mini Cheddars and a great alternative to crisps. Flavours include Cheese & Onion, Salt & Vinegar and Prawn Cocktail which can only be purchased in a Christmas drum. In 2006 Mini Cheddars and Crinklys relaunched in a healthier format. Using a blend of sunflower and vegetable oil, saturated fat has been reduced by 30% on Mini Cheddars and 40% on Crinklys. Original Mini Cheddars are free from artificial colours, flavours and MSG.

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Over the 50-plus years of its existence, Sultana has become a star brand of the Verkade products. Sultana has become the icon brand for the healthy I.B.M. (in-between-meals) segment in the Netherlands, addressing the snacking needs of the contemporary consumer. Its innovative healthy snacking range encompasses products such as Fruit Biscuit, Volop, a deliciously flavoured ginger bread for on the go, and Sultana Hartig, the first savoury biscuit in the Dutch market. Sultana Hartig was awarded ‘Most Sustainable Introduction’ in 2009. On the Dutch and Belgian market Sultana holds a strong position as preferred 'better for you' snack.

Phileas Fogg, the iconic snacks brand with truly authentic flavours, returned to retailers' shelves with a great fanfare in 2009. The premium range of delicious savoury snacks includes crisps and tortillas. Phileas Fogg is renowned for its exciting range of flavours, offering authentic tastes from around the world. Quality is paramount, with key ingredients sourced from origin and no MSG, no artificial colours and flavours, and they are made with 100% Sunflower Oil.

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Skips are available in Prawn Cocktail flavour. Sizzling Bacon flavour and Utterly Cheesy flavour were launched in 2005 in multipacks, offering fun and variety to the consumers. The Skips brand is continually supported by strong brand activities to communicate to the target audience. Well known advertising campaigns in the past few years have included the brand links with Pokemon and Jimmy Neutron, and the ‘Tongue’ campaign, focusing on the tongue-tastic sensations of the products.

Twiglets are a unique wholewheat product within the bagged snacks and sharing market. There is a huge amount of brand loyalty with people enjoying Twiglets for their multi-dimensional taste and texture. The extra crunchy bite and knobbly shape combined with the unique flavour make Twiglets irresistible for many. The unique flavour comes from yeast extract, a byproduct of the brewing industry, and a little something extra! Twiglets are only currently made in the Original flavour and are available in 45g handypacks, 150g sharing bags, mutipacks and, at Christmas, can be purchased in a Christmas drum (200g).

McCoy's was launched in 1985 as "the big chip from the big country" and standard McCoy's were launched in 1987. McCoy's are ridge cut crisps that are designed and built with men in mind. They are packed full of flavour and use real potatoes with real food flavours.

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Using a unique and innovative technique Jacob’s Cream Crackers have been, and remain, the classic cracker brand using the same special baking techniques used in 1885, to make crackers with a distinctive crispy outside and slightly softer textured centre, and a classic yeasty dough flavour. And today, Jacob’s Cream Crackers remain the fastest selling crackers in the UK. With Jacob’s the Number 1 brand in crackers, the range of today is much broader than just Cream Crackers. Jacob’s offer a full range of crackers for every occasion and topping, including Choice Grain multigrain crackers, the Cornish Wafer puff crackers and classic Water Biscuits baked to a dark, nutty finish. With the current renewed interest in high quality cheeses and local farm produce, Jacob's Biscuits for Cheese assortments are selling more and more every year and all year round in different pack sizes. Since UB bought the Jacob’s business and brand in September 2004, there has been renewed focus on developing this classic crackers brand. The savoury biscuit and snacks range acquired by UB in 2004 also includes well known favourites such as Club, Iced Gems, Fig Rolls, Cheddars and Twiglets, and a number of successful licensed brands such as Tuc, Ritz, Hovis crackers and Fortt’s Bath Olivers. The full range, combined with UB’s existing savoury biscuits business such as Carr’s, makes UB the no 1 manufacturer in UK savoury biscuits. In 2006 the Jacob's range was relaunched with a new pack design and the introduction of Jacob's Light Cream Crackers, High Fibre Cream Crackers and Jacob's Digestive for Cheese. New for summer 2009 - New Jacob's Snack packs are a convenient new pack designed either to be eaten outside the home and on the run, or to keep biscuits fresh within the home. There are three different packs avaiable: Jacob's Cream Crackers, Jacob's Variety Pack and Cheddars.

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Penguin is the number 2 chocolate biscuit bar brand and is the 7th biggest brand in the whole of the biscuit sector*. The brand is a well-known family favourite and currently has 8 million UK households (32% penetration**) buying its products. Penguin is enjoyed by families with young children. Penguin offers families the reassurance that they can give their children a balanced and convenient, value for money chocolate biscuit bar that will put a smile on everyone’s face. The Penguin brand continues to innovate with the successful launch of Penguin Wafer in July 2008 and the New Mint & Orange 9 Packs launched in January 2010. All Penguin products contain added calcium, no hydrogenated fat and no artificial colours or flavours, so they appeal to mums who want to give their children a tasty treat, either as a lunchbox filler or to eat on the move.

Penguin was first produced in 1932 by William McDonald, a biscuit manufacturer in Glasgow, and became a McVitie’s brand when Mcdonald joined with McVitie’s and Price, MacFarlane Lang & Co and Crawford to form United Biscuits in 1948. McVitie’s first introduced Penguin on television in the early 1970’s when Derek Nimmo uttered those magic words ‘P..P..P…Pick up a Penguin’ and was one of the first biscuit brands to be advertised by brand and not manufacturer. Past Penguin advertising has featured real penguins playing football, going on scout camp and even visiting museums. One of the first biscuits to be advertised by name rather than company, its association with the distinctive birds (the packaging features a giant Emperor Penguin) is synonymous with the brands’ appeal.

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In INDIA U.B. PRODUCT
In India UB is currently dealing largely with its Mcvitie’s brand. Mcvitie’s is a snack food brand owned by United Biscuits. Mcvitie’s brand products are manufactured in five UK factories. A Mcvitie’s & Price’s first major biscuit was the Mcvitie’s Digestive, the first ever digestive biscuit. The biscuit was given its name because it was thought that its high baking soda content served as an aid to food digestion. Here are the following variants of Mcvitie’s……… • • • • • • Mcvitie’s digestive Mcvitie’s cashew cookies Mcvitie’s butter cookies Mcvitie’s Marie Mcvitie’s chocolate cream Mcvitie’s orange cream.

              Distribution Channel
Manufacturer

Sales Depot 34

Wholesalers Retailers Consumers

U.B. Perspective of Health & Nutrition
UB aim to provide its customers with a range of tasty, high quality snack foods. • UB recognize that the choice is important so offer a broad of snack foods to meet a wide variety of consumer needs whether you want a healthier option or an indulgent treat. UB’s brand include trusted favorites like Mcvitie’s Digestive, lower fat option from the Go Ahead! Range, the savory snack brand Hula Hoops and McCoy’s as well as the KP Nuts range. UB believe that “everything in moderation” works for snacks and biscuits too and that all of UB’s products can be eaten as part of a healthy diet and balanced lifestyle. Above all, company hope that consumer enjoy it’s product and believe that in giving clear information about their nutritional content will help consumers to make their own choice about what they eat and how they live. UB recognize the concerns about obesity and dietary health as well.

Competitors
Generally all organizations have competitors in the market. A particular organization always comprises with same business and according to market share we clarify the brand of products is giving more challenge to the product. I found many products which can be compared with Mcvitie’s biscuit. As a conclusion I found that particularly in my provided area Mcvitie’s is really

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doing well but still something is left to do. During the field work and after intensive study it was found that main competitors of United Biscuits are:-

Britannia Industries of (P) LTD.
Based in Bangalore Britannia Industries Ltd is reputed as being one of the top biscuit brand in India. The company was established way back in 1892 and till today has managed to maintain a distinctive position in the Indian biscuit industry specially with its most popular brand called Tiger. Britannia holds a 38% market share in the biscuit industry in India. Some of the famous biscuit brand offered by Britannia include: Good Day, Time Pass, Bourbon, 50-50, Treat, Milk Bikis, Marie Gold, Nutri Choice, Little Hearts etc.

PARLE (P) LTD.
Founded in 1929, Parle Products Pvt. Ltd ranks among the top biscuits brand in India. The company has 7 manufacturing units own and 51 manufacturing units on contract. According for about 30-35% of market share in the biscuit industry this company is famous for brands like Parle-G, Krackjack, Hide & Seek Milano, Hide & Seek , Magix and Monaco.

Surya Food & Agro LTD.
Surya Food & Agro Ltd manufacturing and sells biscuits under the brand ‘PriyaGold’. Counted as among the top biscuit brand in India Priyagold is considered to be one of the best evening tea biscuits. The company has three manufacturing units located in Greater Noida, Lucknow and Surat. Some of the popular biscuits sold by this company include: Butter Bite, Kids Cream, Marie Light, Magic Gold, Cheese Cracker etc.

ITC LTD.
The famous ITC Group ventured into the biscuits market in July2003 with the introduction of the Sunfeast range of biscuits Sunfeast currently hold a market share of ~10%. Some of the popular biscuit brands by ITC Ltd are sunfeast Marie light, Sunfeast ark fantasy, sunfeast glucose, sunfeast dream cream,

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Sunfeast special.

S.NO 1 2 3 4 5

COMPANY Britannia Sunfeast(ITC) Parle Priyagold Mcvitie's (UB)

MRP Rs.5 -20 Rs.5 -20 Rs.5 -20 Rs.5 -20 Rs.5 -30

SALES/WEEK IN ONE SHOP 20 - 30 piece 20 - 24 piece 18 - 24 piece 15 - 20 piece 06 - 08 piece

When we compared with other businesses then we follow the quality, price, distribution system, promotional strategy etc, of the competitors. And Mcvitie’s in this area is not much effective. These are highly required for the United Biscuits to enhance all this activities.

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SWOT Analysis
STRENTHS
➢ ➢ ➢ ➢ ➢ Established Brand Name Widespread Distribution Network Wide Range of Products covering all segments World class factories Good quality

WEAKNESS
➢ ➢ ➢ ➢ ➢ Competition from Parle, Britania, ITC etc. Understanding of the Lucknow market Not changed packaging colour No full advertisement Not committed to decrease prices

OPPORTUNITIES
➢ Rural market ➢ Cost saving from lowering of excise duty on bakery products

THREATS
➢ Service is not good ➢ Unorganized bakeries

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Problem Encountered
• During the training programme often I have to visit in the market for getting a feedback from the retailers which could help the company in decision making for improving the sales. Following are the problems along with the suggestions interpreted…………

➢ In some part of Lucknow the awareness and demand were not good as compare to the other parts. In some area the other salesman were always getting the new orders and those orders were efficiently meet by the company, but there were some deficiencies in some area of Lucknow. ➢ ASM of the company had given me the responsibility to observe the situations and try to find out the problem which actually is occurring over there and get the feedback as much as can from the retailers. ➢ The deficiencies which was there is inefficient performance of the salesman. ➢ Schemes were not properly explained by the salesman to the retailers. ➢ If salesman gets fail in getting the order from the particular retailer then he never approach to that retailer again, he create a perception in his mind that again he would be rejected. ➢ It is very true that sometimes retailers has a rude behavior with the salesman and by keeping this in his mind salesman doesn’t try to make effort for approaching again. ➢ So I think salesman has to understand or the company should make the salesman to understand that more the rejection he would get more he would be able to present himself effective next time. ➢ The company should assess the salesman activities and developed them or encourage them to meet these problems or deficiencies in some effective manners. He should not get discouraged due to it. ➢ Less awareness in the society due to lack of promotional activities and advertising.

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➢ Some retailers were not interested in giving the orders by giving a reason that company’s margin are not much attractive. ➢ Many of them were saying we (retailers) don’t have any problem in keeping your product but there should be some support from the company also (like advertising Sampling, promotional activities, etc) when demand will be there we will keep the stock of your product, first create the demand in the market.

Introduction of the Project
We know very well that Marketing is such a wide concept. There are so many important concepts which are very important for a marketing field. I have done project in the ³United biscuit company´ as a marketing field of summer internship project. I have to do them to analyze the
availability and sales of biscuit in School and College’s of Lucknow and Demand prospects of UNITED BISCUIT as well as comparative study of biscuit industry

and consumer behaviour. First of one month I had to walk with the salesman of united biscuit company and saw, How he talking with retailers and taking orders. After that his performance which was reported to their sales officer and my report was also to be sent to the sales officer so it is a two way reporting. From the second month I did market research of school & colleges canteens about the consumer’s like and dislike for the product by questionnaire so it became simple for me to fill up the questionnaire from retailers. During this second month work I interacted with retailers and they gave me a positive response for my questionnaire so this co-operation was highly appreciated from retailers who keep the company’s products.

Problem Statement 40

• •

Low availability of Mcvitie’s biscuits and finding the cause which has affected the sales. Ineffective schemes by the company which fails to influence the more retailers.

Research Objective
➢ To know the retailer demand from the company. ➢ To know the Biscuit market in lucknow. ➢ To know what type strategy should be there for a new Brand or biscuit which enter in Lucknow. ➢ To identify the competition in the market. ➢ To analyze the availability and sales of Biscuits in School and Colleges of Lucknow and demand prospects of United Biscuits.

RESEARCH:-

Research Methodology

Research is a procedure of logical and systemic application of the fundamentals of science to the general and overall questions of a study and scientific technique, which provide precise tools, specific procedures and technical rather philosophical means for getting and ordering the data prior to their logical analysis and manipulation different type of research design is available depending upon the nature of research project, availability of manpower and circumstances. According to D. Slesinger and M. Stephson research may be defined as “the manipulation of things, concepts or symbol for the purpose of generalizing to extend, correct or verify knowledge, whether that knowledge aids in the construction of theory or correct in the practice of an art”. Thus it is original contribution to the existing stock of knowledge of making for its advancement.

Research DesignThe research design is the master plan specifying the methods and procedures for collecting and analyzing the needed information. Sample survey was retailers and sample selection which has been chosen was convenience.

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Descriptive Research:It is the systematic collection of the information needed, its analysis and findings as per the research objectives. Its findings are supported by the statistical tools. It establishes relationship between variables and gives a complete account of the strength of their relationship. In descriptive research the data is collected for a specific purpose and it is designed to describe something for example, the characteristics of users of a given product. A majority of marketing research and customer behavior studies are of this type.

The Sampling Process
Sampling Size & Sampling Technique:I have selected a sample size of 50 respondents. The techniques used by me to conduct my research is a of convenience sampling.

Convenience Sampling:I have selected as per the availability of time and cost.

Data Collection Method:The data for research report was collected from the School & Colleges canteens owner.

Research Instruments:The marketing researchers obtain the information they need either from internal or external sources. External sources are of two types: Primary and Secondary. In my research I have used Primary data.

Primary Data:Primary data are those collected especially by, or for, the data users. There is no interviewing party to summarize the original data. As the original data from each respondent are available they can be re-tabulated or re-analyzed in as many ways as required.

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There are two options available for collection of data either the respondent can be asked directly or his actions may be observed. The former is referred to as questionnaire method, while the latter is termed as the observation method. In many case I have used questionnaire method as research instrument.

Secondary Data:Secondary Data I have selected from the internet, books & journal also which is helpful for our research.

Questionnaire Method:• I prepared a list of 10 questions to be asked to the retailers. Each question in the questionnaire was worded exactly as to be asked and questions were listed in an established sequence. If one wants to know which brand customer uses, what they think of Mcvitie’s, why they buy products of brand, the natural procedure is to ask them. Thus questionnaire method was used for the data collection. Questionnaire method was used in order to get direct responses. The respondents were questioned directly about their attitudes, opinions, likings, etc. It provided me more control over data gathering activities. It records not only facts but also attitudes and opinions. It also has been very structured, more reliable and valid using a large number of respondents at the same time.

Tools of Analysis:It what all tools are used to present the data in a meaningful way so that it becomes easily understandable. In this research tools used are tables and graphs.

Limitation:Inadequate Data:The Data provided was not up to the mark due to which we faced problems in our research.

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Problems of Conceptualization:There was problem of conceptualization and also problem relating to the process of data collection and related things.

Time and Cost Factor:There as the difficulty of timely availability of published and relevant data this led to increase in cost.

Lack of Scientific Method:The lack of scientific training in methodology of research was great impediment in our research program, which led to the delay of research.

No Response by the Respondent:Problem arises in sensitive issues like getting information about the financial position of the respondent.

Data Analysis & Interpretation
Q1. Are you selling Biscuit? Yes 34

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No

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Q2. Which Company Biscuits do you sell? Parle-G Priyagold Sunfeast Britannia Unibech Other 26 5 8 6 3 2

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Q3. Which price range biscuit mostly sell? Price Range Rs 5-10 Rs 10-15 Rs 15-20 Above Rs 20 Quantity 18 14 8 7

Q5. Are you aware of UNITED BISCUITS? Yes 12 No 38

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Q6. If promoted in your counter will you be interested in selling UNITED BISCUITS?

Yes

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No

7

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Q7. Do you sell UNITED BISCUIT product? Yes 2 No 48

Q8. If yes, then which brand is in demand? Butter-Cookies Chocolate Cream Orange Cream 8 10 9

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Digestive Marie Cashew-Cookies

20 25 11

Q9. If No, please specify the reasons Unavailability Lack of promotion Less Profit Less Demand 16 28 2 26

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Q10. Are you satisfied with UNITED BISCUIT service? Yes 8 No 42

Market Potential
Market potential of the MC’VITIES is much positive in competitive era and will sure cover the maximum market share of biscuit product. Potentiality of any product

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depends upon the futuristic performance of the product. It depends that how much retailers have potentiality to be permanent seller of MC’VITIES. For great potentiality it is necessary to improve those factors which are going affect retailers. In my study I found some factors which can help to cover great potentiality. These factors are following:• Company has to do full advertisement by full face like T.V, Radio and Newspaper etc. • Color of the packaging should be different so that consumer can easily identify. • Scheme facility should be regular as much as possible. • Small pack also should be in the market at a lower price. • Always collect the views of retailers. It gives psychological effect on the retailers about manufacturing company. These factors are very important for the organization. If company is able to improve these all factors then definitely its market share will more increase. Retailers will take more interest to sell Mc-vities biscuit and customer will also enjoy for it. So potentiality is very high to Mc-vities biscuits in positive direction.

Conclusion
After going thick on the thing, now time is to make a complete picture. While making a product a SKU (Stock Keeping Unit) of the shop retailers think about the GMROI (Gross Margin Return On Investment) and they promote the brand which provide them highest. They expect return in the form of profit margin, company schemes, window display and references of the shop. Among these, company schemes make the differences and are the highest source of motivation after profit margin. Retailing demands a constant push from the company.

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Marketer needs to use advertising and brand building strategies to address the discerning buyers and retail push to in different buyers. The manufacturer should understand consumer behavior because retailers can't help quality and price. It is only up to distributors said it is demand they sell Mcvities 100% agree that at retail shop it is brand popularity, which determine the purchase of biscuit. There is a greater need to understand the retailer behavior considering them as a team working for the company may help them to be attached to the company. There should be feeling of belonging to the company in inner of the retailers. Setting values club for retailers so that they may exchange views with the company and help in understanding consumer behavior.

Bibliography Websites:www.google.com www.scribd.com www.unitedbiscuit.com www.ibma.com

Books:Marketing Management (Philip Kotler)

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Questionnaire for Survey
Topic: To Analyze the availability and sales of Biscuits in School and Colleges of Lucknow and demand prospects of United Biscuits.
School Name……………………………………………………………………… ………………………… Address……………………………………………………………………… ………………………………… Canteen Owner/Manager………………………………………………… …………………………… Contact No.……………………………………………………………………… …………………………… Q1. Are you selling Biscuit? Yes No

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Q2. Which Company Biscuits do you sell? Parle-G Priyagold Sunfeast Britannia Unibech Other……………………………………………………………… …………….. Q3. Which price range biscuit mostly sell? Price Range Quantity Rs 5-10 Rs 10-15 Rs 15-20 Above Rs 20

Q5. Are you aware of UNITED BISCUITS? Yes No Q6. If promoted in your counter will you be interested in selling UNITED BISCUITS? Yes No Q7. Do you sell UNITED BISCUIT product? Yes No (Direction: If No please answer question No.9) Q8. If yes, then which brand is in demand? Butter-Cookies Chocolate Cream Orange Cream Digestive Marie Cashew-Cookies Q9. If No, please specify the reasons Unavailability Lack of promotion Less Profit Less Demand

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Q10. Are you satisfied with UNITED BISCUIT service? Yes No If No, then please specify……………………………………………………………… ……………

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