COMPARATIVE STUDY OF CONSUMER AND TRADE SALES PROMOTIONAL SCHEMES OFFERED BY BISCUIT BRANDS WITH SPECIAL REFERENCE TO ANMOL BISCUITS IN BAREILLY CITY

Partial Fulfillment of the Requirements for the Award of Post Graduate Diploma in Management (Recognized by AICTE, Ministry of HRD, Govt. of India)
By

Mohd Zuvair PG- 120-30
Batch 2012-14

Under the guidance of Prof. Kamal K. Gupta

Associate Professor, Department of Marketing Research
INMANTEC, Ghaziabad

Integrated Academy of Management and Technology
Ghaziabad
July 24, 2013

COMPARATIVE STUDY OF CONSUMER AND TRADE SALES PROMOTIONAL SCHEMES OFFERED BY BISCUIT BRANDS WITH SPECIAL REFERENCE TO ANMOL BISCUITS IN BAREILLY CITY

Summer project submitted In

Partial Fulfillment of the Requirements for the Award of Post Graduate Diploma in Management (Recognized by AICTE, Ministry of HRD, Govt. of India)

By

Mohd Zuvair

PG- 120-30

INMANTEC Integrated Academy of Management and Technology
Ghaziabad
July, 2013

ACKNOWLEDGEMENT

I owe a deep gratitude and heartfelt thanks to Dr Kamal K. Gupta, Associate Professor, Department of Marketing Research, INMANTEC B-School, Ghaziabad; who has encouraged and guided me throughout my research work. I also express my heartfelt gratitude to him for his unmitigated support, meticulous reviews, in depth inquiries and advice on work. It has added immense value to the report.

I am extremely thankful to Mr. Mritunjay Sharma, General Manager Sales (North India), Anmol Bakers Pvt. Ltd; for giving me opportunity to associate myself with the organization.

I am expressing heartfelt thanks to Miss Falguni Chakrabortys (HR) for giving me opportunity to work at Anmol Bakers Pvt. Ltd, as a MARKETING INTERN.

Last but not the least, I express my deep sense of gratitude to all the retailers and wholesaler who participated in the survey of the study and spared their valuable time to provide the requested responses.
MOHD ZUVAIR PGDM- 2012-14 PG-120-30

TABLE OF CONTENTS
Acknowledgement Executive summary 1.
PAGE NO.

Introduction…………………………………………………………………….…..13 1.1. Industry Overview…………………………………………………...…….13 1.1.1. Major Players……………………….………………….……….….18 1.1.2. Major company contribution…………….…………….…….…….18 1.2. Company profile……………………………………………….…..........…20 1.2.1. About company and product offering………………….………..…20 1.2.1.1. 1.2.1.2. 1.2.1.3. 1.2.1.4. 1.2.1.5. Parle………………………………................................20 Anmol………………………………………………..…22 Britannia………………………………………...……...25 Priyagold……………………………………...………..28 Sunfeast………………………………………...………29

2. 3. 4. 5. 6.

Literature review………………………………………………………..………......32 Purpose of the Study……………………………..…………………………………35 Objectives of the study……………………………..……………………………....37 Research Hypotheses………………………………………………………………39 Research Methodology……………………………………………………………..41 6.1. Research design…………………………………………………..………...41 6.2. Sample description……………………………………………………........41 6.3. Data collection methods and techniques…………………...........................41 6.4. Data analysis tools and techniques………………………............................42 Data analysis and interpretation………………………………………....................44 Findings of the study……………………………………………………………….76 Recommendations………………………………………………………………….78

7. 8. 9.

10. Conclusion……………………………………………………………….………....80 References…………………………………………………………………....................82 Annexure………………………………………………………………………..……......83

LIST OF TABLES
TABLES PAGE NO.

Table 1: Organized biscuit manufacturing industries annual production………...……..16 Table 2: Annual Growth in Biscuit Industry…………………………………………….17 Table 3: Product offering of Parle…………………………………………………….….21 Table 4: Product offering of Anmol……………………………………………………..24 Table 5: Product offering of Britannia…………………………………………………..27 Table 6: Product offering of Sunfeast…………………………………………………...30 Table 7: Consumer Schemes…………………………………………………………….44 Table 8: Consumer Schemes offered by Priyagold in Bareilly city……………….…....45 Table 9: Consumer Schemes offered by Parle in Bareilly city…………………….……47 Table 10: Consumer Schemes offered by Anmol in Bareilly city…………………..…..48 Table 11: Consumer Schemes offered by Britannia in Bareilly city………………..…..48 Table 12: Consumer Schemes offered by Sunfeast in Bareilly city……………………..49 Table 13: Retailer Schemes in Bareilly city……………………………………………..50 Table 14: Retailer Schemes offered by Priyagold in Bareilly city……………………...51 Table 15: Retailer Schemes offered by Parle in Bareilly city…………………………...52 Table 16: Retailer Schemes offered by Anmol in Bareilly city………………………....53 Table 17: Retailer Schemes offered by Britannia in Bareilly city……………………....54 Table 18: Retailer Schemes offered by Sunfeast in Bareilly city…………………….....55 Table 19: Wholesaler schemes………………………………………………………...…56 Table 20: Wholesaler Schemes offered by Priyagold in Bareilly city…………………...57

Table 21: Wholesaler Schemes offered by Parle in Bareilly city………………….…...58 Table 22: Wholesaler Schemes offered by Anmol in Bareilly city……………….……59 Table 23: Wholesaler Schemes offered by Britannia in Bareilly city…………….…....60 Table 24: Wholesaler Schemes offered by Sunfeast in Bareilly city……………..…….61 Table 25: Sources of Information……………………………………………………….62 Table 26: Time period of any scheme…………………………………………………..63 Table 27: Most preferred consumer scheme……………………………………….……64 Table 28: Most preferred scheme by retailers……………………………………….….65 Table 29: Most Preferred scheme by Wholesalers……………………………………...66 Table 30: Satisfaction level of retailers regarding schemes…………………………….67 Table 31: Satisfaction level of wholesalers regarding schemes………………………...69 Hypotheses result tables Table 32: There is significant difference in satisfaction level of retailers regarding retailers’ sales promotional schemes on the basis of Scheme preference. (Parle, Anmol, Priyagold, Sunfeast and Britannia)……………………………………………………...71 Table 33: There is significant difference in satisfaction level of wholesalers regarding wholesalers’ sales promotional schemes on the basis of scheme preference (Parle, Anmol, Priyagold, Sunfeast and Britannia)……………………………………………………...73

LIST OF FIGURES
FIGURES PAGE NO.

Figure 1: Production on the basis of segments……………………………………..……14 Figure 2: Pattern on Biscuit consumption (on zonal basis)…………………………...…15 Figure 3: Organized biscuit manufacturing industries annual production……………..…16 Figure 4: Annual Growth in Biscuit Industry…………………………………………....17 Figure 5: Total Average of consumer Scheme…………………………………………...44 Figure 6: Types of consumer schemes…………………………………………………...45 Figure 7: Total average of responses regarding schemes………………………………...50 Figure 8: Responses regarding retailer schemes……………………………………….…51 Figure 9: Total average of wholesaler schemes…………………………………………..56 Figure 10: Wholesaler responses regarding schemes………………………………….....57 Figure 11: Total average of source of information……………………………………….62 Figure 12: Total responses on source of information…………………………………….62 Figure 13: Time period for any scheme………………………………………………….63 Figure 14: Most preferred consumer scheme…………………………………………….64 Figure 15: Most preferred scheme by Retailers………………………………………….65 Figure 16: Most preferred scheme by Wholesalers………………………………………66 Figure 17: Satisfaction level of retailers regarding Retailers’ schemes………………….68 Figure 18: Satisfaction level of wholesalers regarding wholesalers’ schemes……….....70

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EXECUTIVE SUMMARY
The word Biscuit derives from the Latin word 'Bis' (meaning 'twice') and 'Coctus' (meaning cooked or baked). There is nurture; creation and determination behind munch of every crunchy Biscuit. According to tradition, biscuits first appeared ten thousand years ago in China, where dry rice pies with sesame and fruits were made. Other old stories mention that the Assyrians used to prepare thin rusks made of barley and wheat dough, which they placed then in clay vases and baked them on embers. In Indian market Britannia Industries first introduce biscuit in 1892. It started its business from Kolkata. Later, the enterprise was acquired by the Gupta brothers mainly Nalin Chandra Gupta, a renowned attorney, and operated under the name of "V.S. Brothers." in 1918. And then Parle Agro comes into India at 1929. Parle Products was founded in 1929 in British India. It was owned by the Chauhan family of Vile Parle Mumbai. The Parle brand became well known in India following the success of products such as the Parle-G biscuits and Thums Up soft drink. After that many company cover the whole bakery market. Consumer is the king of the market, so it is very important to attract the consumer by offering the consumer schemes and take more attention of customers. In competitive market, it is necessary to attract consumer as well as retailers and wholesalers to push the brand and increase the sale of the product. In FMCG industry competition is tough so every company is making offers and schemes to increase the sales. So it is necessary to know the different schemes and offers made by different companies. The main purpose of the study is to find out the consumers and trade schemes run by different biscuit companies. I appointed in Bareilly region to do a survey on different consumer and trade schemes offered by different biscuit companies in Bareilly. We have chosen five top biscuit brands, Britannia, Parle, Sunfeast, Priyagold and Anmol. We prepared two questionnaire; one for wholesaler and other for retailer. Our questionnaire includes consumer schemes, retailer schemes and wholesaler schemes offered by the companies. Other purpose of the study is to suggest consumer and trade schemes to Anmol biscuits on the basis of most preferred and desirable scheme offered by the companies. For this purpose I choose primary data as well as secondary data to collect information from the retailers and wholesalers. I went to wholesalers and retailers and collect information from them about offers and schemes run by different biscuit companies. I collect secondary data from internet, magazines and Newspapers.

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“Efficient work is not enough; you have to do effective work. Do effective work and collect more and more information because efficiency will show your work not effectiveness of your work”. These are the lines said by our industry mentor; Mr. Mritunjay Sharma. It is not an easy task to collect data from all wholesalers and retailers in Bareilly due to shortage of time and availability of market so I choose 50 retailers and 10 wholesalers as sample size. We used multistage sampling technique to select the sample, at first stage we used random sample technique to select markets in Bareilly and at secondary stage we choose convenience sampling technique. We got a structured questionnaire from the company to collect the data and information. I made some changes in that questionnaire and add some questions which were important to collect full information regarding my project. We used Ms Word, Excel and SPSS software to analysis the data and prepare report. These are the some tools and techniques which I used in analysis of the data.

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INTRODUCTION

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INTRODUCTION
1.1. INDUSTRY OVERVIEW
India Biscuits Industry came into major existence and started gaining a sound status in the bakery industry in the later part of 20th century when the urbanized society called for readymade food products at a tenable cost. Biscuits were assumed as sick-man's diet in earlier days. But today it has become one of the most loved fast food products for every age group. Biscuits are always easy to carry, tasty to eat, cholesterol free and reasonable at cost. States that have the larger intake of biscuits are Maharashtra, West Bengal, Andhra Pradesh, Karnataka, and Uttar Pradesh. Maharashtra and West Bengal are the most industrially developed states; hold the maximum amount of consumption of biscuits. Even, the rural sector consumes around 55 % of the biscuits in the bakery products. Indian Biscuits Industry seems to be the largest among all the food industries and has a turnover of around Rs.3000 crore. Indian subcontinent is known to be the second largest manufacturer of biscuits, the first being USA. The industry is classified under two sectors: organized and unorganized. Bread and biscuits are the major part of the bakery industry and covers around 80 % of the total bakery products in India. Biscuits today stand at a higher value and production level than bread. This belongs to the unorganized sector of the bakery Industry and covers over 70% of the total production. In the year 1990 the total production of bakery products have risen from 5.19 lakh tones in 1975 to 18.95 lakh tones. Today Biscuits contributes to over 33 % of the total production of bakery and above 79 % of the biscuits are manufactured by the small scale sector of bakery industry comprising both factory and non-factory units in the country. The production capacity of wafer biscuits is 60 MT and the cost is Rs.56, 78,400 with a motive power of 25 K.W. Indian biscuit industry has occupied around 55-60 % of the entire bakery production. Today the large scale bakery manufacturers like Cadbury, Nestle, and Brooke bond had traded in the biscuit industry but couldn't hit the market because of the local companies that produced only biscuits. Government has established The Federation of Biscuit Manufacturers of India (FBMI) which has confirmed a bright future of India Biscuits Industry in the year 1953. According to FBMI, a steady growth of 15 % per annum in the next 10 years will be achieved by the biscuit industry of India. Besides, the export of biscuits will also surpass the target and hit the global market successfully.
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Today the total production of biscuits in India is estimated to be around 30 lakh MT, the organized sector accounts for 65% and the unorganized sector accounts for 35% of the total industry volume and the organized sector is valued at above Rs 8000 crores. While the the biscuit industry is estimated to grow over 15-17% in the next few years. The biscuits per capita consumption in India is 2.0 kg. India is ranked 3rd after US and China amongst the global biscuits producers. The export of biscuits is approximately 17% of the annual production, the export of sweet biscuits for year 2007-08 was Rs 145.93 Cr and for year 2008-09(April-Dec) was Rs 280 Cr, the major exporting regions were Haiti, Angola, USA, Ghana, UAE. The imports are not significant amount as compared to the total consumption. The penetration of biscuits in India among the urban and rural market is 85% and 55% respectively. The annual turnover for the organized sector of the biscuit manufacturers at 2001-02 is Rs. 4,350 crores. The annual Growth showed a decline of 3.5% in 2000-01, mainly due to 100% hike in Central Excise Duty (from 9% to 16%) by the government. Production in the year 2001-02 increased very marginally by 2.75% where in 2002-03 the growth is around 3%. Government took initiative for the development as The Union Budget for 2003-04 granted 50% reduction in the rate of Excise Duty on Biscuit i.e. from 16% to 8%. The Federation's estimate indicates a growth of approximately 8% to 9% per year. According to the NCAER analysis, biscuits are predominantly consumed by people from the lower strata of society, particularly children in both rural and urban areas with an average monthly income of Rs. 750and above. Biscuit can he broadly categorized into the following segments: (Based on productions of 2010-11) Glucose 29% Marie 13% Cream 23% Crackers 13% Milk 12% Others 10%

Production on the basis of segments
35% 30% 25% 20% 15% 10% 5% 0% 29% 23% 13% 13% 12% 10% Glucose Marie Cream Crackers Milk Glucose Marie Cream Crackers Milk Others Others

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Figure 1- Production on the basis of segments As regards the consumption pattern is concerned. surveys and estimates by industry from time to time indicate the average consumption scenario in the four Zones have been more or less close to each other, as below: Northern States: 25% Southern States: 24% Western States: 23% Eastern States: 28%
Southern Zone 24% Western Zone 25%

Pattern on Biscuit Consumption (on Zonal Basis)
East Zone 23% Northern Zine 28%

Figure 2- Pattern on Biscuit consumption (on zonal basis) Though India is considered as the third largest producer of Biscuits after USA and China, the per capita consumption of biscuits in our country is only 2.1 Kg., compared to more than 10 kg in the USA, UK and West European countries and above 4.25 kg in South East Asian countries, i.e. Singapore, Hong Kong, Thailand, Indonesia etc. China has a per capita consumption of 1.90 kg, while in the case of Japan it is estimated at 7.5 kg. Biscuit Production According to the production figures of members’ available up to the calendar year 2003, the total production was 625000 tones as against 475000 tones in the previous year. The production of biscuit for the last 11 years is as under: 1993 - 167750 1995 - 202567 1997 - 362000 1999 - 425000 2001 - 465000 2003 - 625000 1994 - 180526 1996 - 222371 1998 - 400000 2000 - 450000 2002 - 475000

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The organized biscuit manufacturing industries annual production
Year 2003-04 2004-05 2005-06 2006-07 2007-08 2008-09 2009-10 2010-11 2011-12 2012-13 (April to sep) Annual Production (In Lakh MT) 11 12.55 14.29 16.14 16.85 17.5 18.5 19 20.5 10.5

Table 1- Organized biscuit manufacturing industries annual production

Annual production figure of organized biscuit manufacturing (in Lakh metric tonnes)
25 20 15 10 5 0 11 12.55 14.29 16.14 16.85 17.5 18.5 19 2003-04 2004-05 2005-06 2006-07 2007-08 2008-09 2009-10 2010-11 2011-12 2012-13 (April to sep)

20.5

10.5

Figure 3- Organized biscuit manufacturing industries annual production Market capitalization India Biscuits Industry is the largest among all the food industries and has a turnover of around Rs.4350 crore. Size of the industry The production capacity of wafer biscuits is 60 MT and the cost is Rs.56, 78,400 with a motive power of 25 K.W. Indian biscuit industry has occupied around 55-60 % of the entire bakery production. The Indian Biscuit industry for the organized sector produces around 60% of the total production, the balance 40% being contributed by the unorganized bakeries. The industry consists of two large scale manufacturers, around 50 medium scale brands and small scale units ranging up
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to 2500 units in the country, as at 2000-01. The unorganized sector is estimated to approximately have 30,000 small & tiny bakeries across the country. Annual Growth in Biscuit Industry Annual Growth in biscuit Industry
Year
2003-04 2004-05 2005-06 2006-07 2007-08 2008-09 2009-10 2010-11 2011-12 2012-13 (April to sep)

Growth rate
13% 14% 14% 13% 14% 16% 14% 11% 11% 9%

Table 2- Annual Growth in Biscuit Industry

Annual Growth in Biscuit Industry
18% 16% 14% 12% 10% 8% 6% 4% 2% 0% 16% 13% 14% 14% 13% 14% 14% 11% 11% 9% 2003-04 2004-05 2005-06 2006-07 2007-08 2008-09 2009-10 2010-11 2011-12 2012-13 (April to sep)

Figure 4- Annual Growth in Biscuit Industry Total contribution to the economy/ sales Biscuit industry contribute Rs 8,000 crore to the FMCG industry today, provides vast opportunity for growth, as the per capita consumption of biscuits is less than 2.1 kg in our country. India is classified under two sectors: organized and unorganized. Branded /Organized to Unbranded/Un organized market share of biscuit has been 70% for Organized sector and 30% for Unorganized
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sector. Apart from Big 3(Britannia, Parle, ITC) there are around 150 medium to small biscuit factory in India.

1.1.1. Major Players
Parle Britannia Sunfeast Priya Gold Cremica Dukes Anmol Horlicks Biskfarm Rose Sobisco Nezone

1.1.2. Major company contribution
 Anmol’s competitors are Parle product ltd, Priyagold, Sunfeast, and Parle and also have some local companies. Though Anmol is the oldest company in the Indian market but the company is facing tuff competition.  Anmol’s biggest competitor is Parle Company and also has some other worldwide company as Bakeman’s 10%, smithkline 08%, Nutrie 04%, Kwality 04% Other’s 4%, but Parle has 30% of market share and the Britannia has 40% market share Parle is biggest threats for Anmol.

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Latest developments Indian biscuit market is 1.1 million tones per annum at Rs 50 billion. About 90% of Indians buy and eat biscuits. According to estimates the bakery industry in India is worth Rs 69 billion. Out of which bread and biscuits hold about 82% of the share. The bread market has a business volume of 1.5 million tones. The major factors for growth in this segment are: Brand loyalty, volumes and strong distribution networks. Growth in the over 40-year-old Indian biscuit industry has remained slow. The analyst's calculations will show that per capita consumption is less than Rs 3 per month on biscuits or less than Rs 15 per household per month. Back in 2003, nobody thought Sunfeast would have consumers eating out of its hands. According to the AC Nielsen retail sales audit in March 2006, both Britannia and Parle have lost volumes. Britannia's shares have dropped from 35.8 % in 2004-05 to 30.5 % in May 2006 (volumes). Parle's shares have also dropped from 42.2 to 38.4 % in the same period. Even Priya Gold has seen a minor dip from 6.4 % to 5 %. ITC's Sunfeast has been a big gainer with its share increasing from 2.7 to 6.7 %.

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COMPANY PROFILE
1.2.1. About Company and product offering 1.2.1.1. Parle
Parle Products has been India's largest manufacturer of biscuits and confectionery for almost 80 years. Makers of the world's largest selling biscuit, Parle-G, and a host of other very popular brands, the Parle name symbolizes quality, nutrition and great taste. With a reach spanning even to the remotest villages of India, the company has definitely come a very long way since its inception. Many of the Parle products - biscuits or confectioneries, are market leaders in their category and have won acclaim at the Monde Selection, since 1971. With a 40% share of the total biscuit market and a 15% share of the total confectionary market in India, Parle has grown to become a multimillion dollar company. While to the consumers it's a beacon of faith and trust, competitors look upon Parle as an example of marketing brilliance. Available Anywhere Today, the great strength of Parle Products is the extremely widespread distribution network. Even at the remotest places, you can buy Parle biscuits and sweets from the local grocer. It has taken years to create this extensive network. Parle’s sales force started with one salesman in Bombay and some agents in few other cities. Gradually, Parle Products expanded. Soon sweets and biscuits were being sent by rail to Calcutta, Delhi, Karachi, Madras and other major cities. As production increased, distribution was amplified. Full time salesmen were appointed in different areas. Currently, Parle Products has over 33, 00,000 distribution outlets.

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PRODUCT OFFERING PARLE BISCUITS
VARIENT BRAND Parle G 20-20 Cookies Top Gold Star PRICE Rs. 2, Rs. 3, Rs. 4, Rs. 5, Rs. 10, Rs. 20, Rs. 40 and Rs. 50 Butter : Rs. 5, Rs. 10 and Rs. 18, Cashew : Rs. 5, Rs. 10, Rs. 20 Rs. 5, Rs. 10 and Rs. 20 Butter: Rs. 10 and Rs. 20, Cashew Butter: Rs. 15, Rs. 30, Chocolate Chip and Chocolate Nut: Rs. 20, Rs. 30 Monaco Classic Salted - Rs. 5 Rs. 10 Rs. 15 (New SKU) Rs. 25, Monacco Zeera- Rs. 10 Rs. 5 and Rs. 10 Rs. 5, Rs. 7, Rs. 10, Rs. 15 and Rs. 20 Chocolate : Rs. 2, Rs. 5 and Rs. 10, Orange, Pineapple, Elaichi and Mango: Rs. 5 and Rs. 10 and Bourbon: Rs. 10 and Rs. 18 Rs. 10 and Rs. 20 Rs. 5, Rs. 10 Rs. 10 ( Rs. 2 off on Rs. 12 MRP) -75g, Rs. 20 ( Rs. 3 off on Rs. 23 MRP) -150g

Glucose Butter

Salted

Monaco Nimkin KrackJack

Cream Biscuits

Kreams Golden Arcs Festo Jam-In

Nutri Choice Biscuits

Parle Marie Parle Actifit Digestive Marie Magix

Rs. 5, Rs. 10, Rs. 15, Rs. 20 and Rs. 22 Rs. 5, Rs. 15 and Rs. 25 Rs. 6 and Rs. 10 Rs. 5 and Rs. 10 Rs. 5, Rs. 10 and Rs. 20 Rs. 5, Rs. 10, Rs. 20, Rs. 30, and Rs. 50 Rs. 20 Rs. 25 Rs. 5, Rs. 12 and Rs. 24 Rs. 5 for 60g and Rs. 10 for 120g Rs. 10

Sweet Chocolate

Milk Shakti Happy Happy Hide & Seek Hide & Seek Fab Milano Hide & Seek Bourbon Coconut Coconut Cookies

Coconut

Table 3- Product offering of Parle

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1.2.1.2. ANMOL
Formed in the year 1995, Anmol Bakers Pvt. Ltd. is a leading biscuit manufacturer in India. With a turnover of Rs. 700 crore, the company operates with an all-India sales network of 600,000 retailers and 3,000 distribution partners. While its business is growing rapidly, the company’s sales growth rate of 20% is significantly higher than the biscuit industry growth of 15%. It offers a range of 24 biscuit products that are produced at its manufacturing plants in Kolkata and Patna in the Eastern region and Greater Noida and Ghaziabad in the Northern Region. With a combined capacity of 16,000 metric ton per month, it offers a range of brands including Tejus Digestive, Dream Lite, Lemon Mazza, Marie, Veg Munch, Butter Bake, 2-in-1, Yummy Cream, and others. All the biscuit products that Anmol offers use 100% vegetarian ingredients. The company is in the process of increasing its production capacity by 20% at the Greater Noida plant. It also has planned to open a new manufacturing unit in Odisha, a state in Eastern India. In addition to biscuits, Anmol is producing cakes and plans to introduce rusk brand in the market. As part of its growth plans, the company is exploring export opportunities and have started exporting its products in emerging markets such as Ghana, Mozambique, and Kenya.

Mission & Vision
We Desire to be in the pinnacle of the list, paying a firm attention, to the growth of the conglomerate. The value for life should always commemorate the path of growth. Our target is to attain the aspiration with global approach. Anmol delivers the best returns to the society, consumers, employees and stakeholders. There is a spontaneous upgrade of standard for the associates. Leveraging the asset to enhance the Group synergy and becoming globally cutthroat is the chosen route to sustain growth and long-term attainment. Corporate social responsibility Anmol has been carrying out corporate social responsibility (CSR) work on many fronts in India. Among its CSR activities, it has adopted a village Nangal Choudhary in the state of Haryana and providing drinking water to 300 households in the village that faces acute water shortage. In the same village, it has constructed a hospital of 25 beds and donated funds to state government of Haryana for social projects. Haryana government has honoured Anmol’s Chairman Mr. Baijnath Choudhary for his contribution in water, health and education programmes of the state. Moreover, the company has constructed Goshala (shelter for cows) for 200 cows and donated funds for the
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renovation of cremation grounds. Among other CSR initiatives, it has provided financial support to a Sanskrit School named Srinivas Seva Nyash, Burari in New Delhi. Exports With state-of-the-art biscuit manufacturing facilities, Anmol Bakers has been a leading biscuit manufacturer in the Indian market. It offers a wide variety of biscuits from a vibrant array of 21 brands categorized under Creamy, Buttery, Salty, Sweety, Coconuty, and Healthy products. More biscuit products have already been planned and will soon be introduced in the market. With a combined capacity of 16,000 metric ton per month, Anmol offers a range of biscuit products that are produced at its manufacturing plants in Kolkata and Patna in the Eastern region and Greater Noida and Ghaziabad in the Northern Region. The company has also planned to open a new manufacturing unit in Odisha during the current year, 2013. Production In addition to biscuits, Anmol is producing cakes and plans to introduce a rusk brand in the market. Biscuit Manufacturer – Anmol Bakers – Modern Facility Supported by domain specialists, Anmol Bakers has all modern laboratories equipped with advanced machines and instruments to ensure product quality. It also maintains the best sanitary and hygiene levels at the production units while producing its products. Clean potable water, personal hygiene of the handlers, a strict ban on tobacco chewing, smoking, and spitting are among the measures that the company takes for making quality products. In the year 2003-04, the company was conferred the Best Productivity Award by National Productivity Council. All our units are certified with Food Safety Management System (ISO 22000- 2005) adhering to all required food safety standards. Following its unprecedented success in the domestic market, Anmol is now exploring potential export markets, as all its products are made keeping in view international quality standards. It is looking for business partners / distributors from all major markets of the world.

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PRODUCT OFFERING

ANMOL BAKERS LTD
VARIENT Cream BRAND Yummy Pineapple Yummy Strawberry: Lemon Mazza Yummy Milk Cream Yummy Elaichi Cream Yummy Chocolate Cream Yummy Orange Cream Butter Bake Kaju Cookies Dream Lite Butter Bake (52.5 gm. – Rs. 5) (52.5 gm. – Rs. 5) (50 gm. – Rs. 5, 100 gm. – Rs. 10, 150 gm. – Rs. 20) (52.5 gm. – Rs. 5, 105 gm. – Rs. 10) (52.5 gm. – Rs. 5, 105 gm. – Rs. 10) (52.5 gm. – Rs. 5, 105 gm. – Rs. 10) (52.5 gm. – Rs. 5, 105 gm. – Rs. 10) PRICE

Butter

(50 gm. – Rs. 5, 100 gm. – Rs. 10, 150 gm. – Rs. 20) (53 gm. – Rs. 5, 100 gm. – Rs. 10, 150 gm. – Rs. 15, 200 gm. – Rs. 20. 250 gm. – Rs. 25) (50 gm. – Rs. 5, 100 gm. – Rs. 10, 150 gm. – Rs. 15, 200 gm. – Rs. 20) (20 gm. – Rs. 2, 60 gm. – Rs. 5, 120 gm. – Rs. 10) (60 gm. – Rs. 5, 120 gm. – Rs. 10) (50 gm. – Rs. 5, 150 gm. – Rs. 15, 250 gm. – Rs. 25) (10.5 gm. – Rs. 1, 21 gm. – Rs. 2, 60 gm. – Rs. 5, 120 gm. – Rs. 10)

Salted

Snackles Salted Biscuits Snackles Jeera Veg Munch 2-in-1

Sweet

E-time Elaichi Gol Mol Crunchy Bite Coconut Cookies Dil Khush

(350 gm. – Rs. 25) (65 gm. – Rs. 5, 135 gm. – Rs. 10, 300 gm. – Rs. 20) (10.5 gm. – Rs. 1, 24.5 gm. – Rs. 2, 55 gm. – Rs. 5, 114 gm. – Rs. 10)

Coconut

Healthy

Tejus Digestive

(100 gm. – Rs. 15, 250 gm. – Rs. 35)

Table 4- Product offering of Anmol

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1.2.1.3. BRITANNIA
The story of one of India's favourite brands reads almost like a fairy tale. Once upon a time, in 1892 to be precise, a biscuit company was started in a nondescript house in Calcutta (now Kolkata) with an initial investment of Rs. 295. The company we all know as Britannia today. The beginnings might have been humble-the dreams were anything but. By 1910, with the advent of electricity, Britannia mechanised its operations, and in 1921, it became the first company east of the Suez Canal to use imported gas ovens. Britannia's business was flourishing. But, more importantly, Britannia was acquiring a reputation for quality and value. As a result, during the tragic World War II, the Government reposed its trust in Britannia by contracting it to supply large quantities of "service biscuits" to the armed forces. As time moved on, the biscuit market continued to grow… and Britannia grew along with it. In 1975, the Britannia Biscuit Company took over the distribution of biscuits from Parry's who till now distributed Britannia biscuits in India. In the subsequent public issue of 1978, Indian shareholding crossed 60%, firmly establishing the Indianness of the firm. The following year, Britannia Biscuit Company was re-christened Britannia Industries Limited (BIL). Four years later in 1983, it crossed the Rs. 100 crores revenue mark. On the operations front, the company was making equally dynamic strides. In 1992, it celebrated its Platinum Jubilee. In 1997, the company unveiled its new corporate identity - "Eat Healthy, Think Better" - and made its first foray into the dairy products market. In 1999, the "Britannia Khao, World Cup Jao" promotion further fortified the affinity consumers had with 'Brand Britannia'. Britannia strode into the 21st Century as one of India's biggest brands and the pre-eminent food brand of the country. It was equally recognised for its innovative approach to products and marketing: the Lagaan Match was voted India's most successful promotional activity of the year 2001 while the delicious Britannia 50-50 Maska-Chaska became India's most successful product launch. In 2002, Britannia's New Business Division formed a joint venture with Fonterra, the world's second largest Dairy Company, and Britannia New Zealand Foods Pvt. Ltd. was born. In recognition of its vision and accelerating graph, Forbes Global rated Britannia 'One amongst the Top 200 Small Companies of the World', and The Economic Times pegged Britannia India's 2nd Most Trusted Brand.
25

Today, more than a century after those tentative first steps, Britannia's fairy tale is not only going strong but blazing new standards, and that miniscule initial investment has grown by leaps and bounds to crores of rupees in wealth for Britannia's shareholders. The company's offerings are spread across the spectrum with products ranging from the healthy and economical Tiger biscuits to the more lifestyle-oriented Milkman Cheese. Having succeeded in garnering the trust of almost one-third of India's one billion population and a strong management at the helm means Britannia will continue to dream big on its path of innovation and quality. And millions of consumers will savour the results, happily ever after.

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PRODUCT OFFERING
BRITTANIA BISCUITS BRAND Tiger Chhota tiger Tiger Brita Energy Pops Tiger Coconut Energy Good Day Maska Chaska 50-50 Pepper Chakkar Time Pass Treat Choice Treat Jim Jam Treat Masti Orange Bourbon Treat Treat O Rs. 15 60 Gm- Rs. 10 60 Gm- Rs. 10

VARIENT Glucose

PRICE

Butter Salted

Cream Biscuits

150 Gm- Rs. 5

150 Gm- Rs. 20

Nutri Choice Biscuits Nutri Choice 5 grains Digestive Sugarout Lifetime Nutri Choice Cream Cracker Nutri Choice Arrowroot Marie Gold Chocolate Bourbon Pure Magic Cookies Milk bikis Little hearts Nice time Bar Cakes Cup Cakes Chunk cakes Veg cakes

100 Gm- Rs. 20

150 Gm- Rs. 25 100 Gm- Rs. 25

Sweet

20 Gm- Rs. 5 73 Gm.- Rs. 10

Cakes

Rusk & Breads Table 5- Product offering of Britannia
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1.2.1.4. PRIYAGOLD
Surya Food & Agro Ltd. was incorporated in November 1992 and commenced its commercial operations of manufacturing & selling of biscuits under brand “Priyagold” in October 1993. Over a period, we have established strong manufacturing capabilities and have invested substantially in developing consumer preference for our products. Our trademarks / brands “Haq Se Maango” & “Priyagold” have emerged as one of the most powerful brands in the FMCG sector. We are committed to invest in brands, manufacturing capabilities, deliverables and distribution strength. We have three plants located in Greater Noida, Lucknow & Surat. We also outsource some of our requirements to another plant located in Hyderabad. Our capacities have reached 1,50,000 MT

p.a., which along with strong brand building and distribution capabilities have enabled us to command a sizable market share in the biscuit market despite competition from well-established players in the industry. After establishing our foothold in biscuit industry, we continued to adopt strategy to identify and commercialize profitable growth opportunities by leveraging established brand and distribution network. Following this strategy, we diversified into manufacturing of “fruit juices” through our wholly owned subsidiary “Surya Fresh Foods Ltd.” in January 2006. The manufacturing facility is located at Greater Noida, U.P. We have consciously invested in creating markets for fruit juices and have established brands such as “Fresh Gold” & “Treat”. Both the brands are also well established and have penetrated into the fruit juice market aggressively by commanding considerable market share. We have also forayed into the aerated fruit drink segment with the launch of “Fresh Fizzy.” We are also aggressively marketing our products in institutional category. Presently our products viz. biscuits and fruit juices are supplied to Airlines, Hotels, Railways, Canteens Stores Department (CSD) and organized retail outlets. We are also diversifying into manufacturing of “chocolate and toffee & candy” through our wholly owned subsidiary “Surya Processed Food Pvt. Ltd.” at Haridwar, Uttarakhand, where various fiscal benefits are available. Our strategy of strengthening the brands especially the umbrella brand “Priyagold” has resulted in creating immense brand recall value. We are continuing with our effort of strengthening the brand with a scientific approach, which will result in growth of customer base, price premium, consumer loyalty which is expected to result in increased earning and ultimately enhancing enterprise value of our company.
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1.2.1.5. SUNFEAST
ITC is one of India's foremost private sector companies with a market capitalisation of US $ 45 billion and a turnover of US $ 7 billion. ITC is rated among the World's Best Big Companies, Asia's 'Fab 50' and the World's Most Reputable Companies by Forbes magazine and among India's Most Valuable Companies by Business Today. ITC ranks among India's '10 Most Valuable (Company) Brands', in a study conducted by Brand Finance and published by the Economic Times. ITC also ranks among Asia's 50 best performing companies compiled by Business Week. ITC has a diversified presence in FMCG, Hotels, Paperboards & Specialty Papers, Packaging, Agri-Business, and Information Technology. While ITC is an outstanding market leader in its traditional businesses of Cigarettes, Hotels, Paperboards, Packaging and Agri-Exports, it is rapidly gaining market share even in its nascent businesses of Packaged Foods & Confectionery, Branded Apparel, Personal Care and Stationery. As one of India's most valuable and respected corporations, ITC is widely perceived to be dedicatedly nation-oriented. Chairman Y C Deveshwar calls this source of inspiration "a commitment beyond the market". In his own words: "ITC believes that its aspiration to create enduring value for the nation provides the motive force to sustain growing shareholder value. ITC practices this philosophy by not only driving each of its businesses towards international competitiveness but by also consciously contributing to enhancing the competitiveness of the larger value chain of which it is a part." In July 2003, ITC forayed into the Biscuits market with the Sunfeast range of Glucose, Marie and Cream Biscuits. Sunfeast's brand essence connotes happiness, contentment, satisfaction and pleasure. In a span of 9 years, Sunfeast has well-established presence in almost all categories of biscuits and is also a key player in the pasta and instant noodles segments.

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PRODUCT OFFERED SUNFEAST BISCUITS
VARIENT Cream BRAND Dark Fantasy Choco Fills Dark Fantasy Vanilla Dark Fantasy Chocolate Dream Cream Special Milk Special Chocolate 50 Gm- Rs. 5 PRICE 75 Gms.- Rs. 30 100 Gms.- Rs. 25 100 Gms.- Rs. 25 150 Gm- Rs. 25, 75 Gm- Rs. 12

Butter

Sunfeast Special Butter Sunfeast Special Cashew

45 Gm- Rs. 5, 100 Gm- Rs. 10 50 Gm- Rs. 5

Salted

Snacky Sweet n Salt

80 Gm- Rs. 10 100 Gm- Rs. 10

Glucose

Sunfeast Glucose

300 Gm- 20

Sweet

Milky Magic

Coconut

Sunfeast Nice

87.5 Gms- Rs. 10 and 150 Gms- Rs 15

Healthy

Marie lite

250 Gms- 20, 100 Gm- Rs. 10, 180 Gm- Rs. 15

Table 6- Product offering of Sunfeast

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LITERATURE REVIEW

31

LITERATURE REVIEW
Today the total production of biscuits in India is estimated to be around 30 lakh MT, the organized sector accounts for 65% and the unorganized sector accounts for 35% of the total industry volume and the organized sector is valued at above Rs 8000 crores. While the the biscuit industry is estimated to grow over 15-17% in the next few years. The biscuits per capita consumption in India is 2.0 kg. India is ranked 3rd after US and China amongst the global biscuits producers. The export of biscuits is approximately 17% of the annual production, the export of sweet biscuits for year 2007-08 was Rs 145.93 Cr and for year 2008-09(April-Dec) was Rs 280 Cr, the major exporting regions were Haiti, Angola, USA, Ghana, UAE. The imports are not significant amount as compared to the total consumption. Biscuit is always hygienically packaged nutritious snack food available at very competitive prices, volumes and different tastes. According to the NCAER analysis, biscuits are predominantly consumed by people from the lower strata of society, particularly children in both rural and urban areas with an average monthly income of Rs. 750and above. According to the AC Nielsen retail sales audit in March 2006, both Britannia and Parle have lost volumes. Britannia's shares have dropped from 35.8 % in 2004-05 to 30.5 % in May 2006 (volumes). Parle's shares have also dropped from 42.2 to 38.4 % in the same period. Even Priya Gold has seen a minor dip from 6.4 % to 5 %. ITC's Sunfeast has been a big gainer with its share increasing from 2.7 to 6.7 %. The CII Study Report has identified Biscuit as one of the products that should treated as "Merit Good for the purpose of liberal tax policy both by the Centre and States. The Food Processing Ministry has been rendering yeomen service to the industry, of which biscuit manufacturing is an important part. The Ministry, with the objective of enabling food processing Industries to undertake technology upgradation diversification. expansion as also to set up new units has formulated scheme of Grants and Financial Assistance. Please see www.mofpi.nic.in The Draft Unifled Food Bill 2002 has been prepared and now awaits approval by the Cabinet and the Parliament, which will fulfill an important need of the industry and pave way for accelerated development and growth.
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According to international journal of food and nutrition science, Biscuit was produced from blends of wheat flour and Bambara groundnut flour at different ratios of 90:10; 70:30, 60:40 and 50:50 (wheat flour; Bambara groundnut flour) respectively and vice versa. From the results of the proximate composition, it was observed that the moisture contents of both wheat flour and Bambara groundnut flour are closely related with a value of 12.0% and 12.30% respectively. Also the other components of ash, fat, crude fibre and protein were in the ranges of 0.70% and 3.68%; 1.53% and 0.18%, 0.70% and 6.18% and 13.24% and 20.13% for wheat and Bambara g/nut respectively. According to journal of consumer research, when people have a well-defined hunger goal to satisfy and put forth effort to reach the goal, they consume more from a small fork rather than from a large fork. The bite size becomes the medium that helps them satisfy their goal and also influences the quantity consumed. It also affects consumer preference for biscuits. When consumer sees that there is any scheme and offer on any product that they tried to purchase that product. Consumer always looks for profit which they get from schemes and offers.

33

PURPOSE OF THE STUDY

34

PURPOSE OF THE STUDY
Consumer is the king of the market, so it is very important to attract the consumer by offering the consumer schemes and take more attention of customers. In competitive market, it is necessary to attract consumer as well as retailers and wholesalers to push the brand and increase the sale of the product. In FMCG industry competition is tough so every company is making offers and schemes to increase the sales. There are many biscuit companies in this industry like Britannia, Parle, Anmol, Sunfeast, Priyagold, Bonn, Cremica etc. So it is necessary to know the different schemes and offers made by different companies. The main purpose of the study is to find out the consumers and trade schemes run by different biscuit companies. We have chosen five top biscuit brands, Britannia, Parle, Sunfeast, Priyagold and Anmol. We prepared two questionnaire; one for wholesalers and other for retailers. Our questionnaire includes consumer schemes, retailer schemes and wholesaler schemes offered by the companies. Other purpose of the study is to suggest consumer and trade schemes to Anmol biscuits on the basis of most preferred and desirable scheme offered by the companies.

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OBJECTIVES OF THE STUDY

36

OBJECTIVES OF THE STUDY
A research without objectives and purpose is nothing. There should be some purpose while conduct a research. Our research report is based on the different consumer and trade schemes offered by different biscuit companies. Broadly, this study focuses on consumer and trade sales promotion schemes offered by Britannia, Parle, Sunfeast, Priyagold and Anmol brand of biscuits. Specifically, this study aims:    

To identify and understand various sales promotion schemes directed toward consumers, retailers and wholesalers To analyze retailer’s view on consumer preference towards sales promotion schemes To understand and analyze retailer and wholesaler preference and satisfaction in regard to trade sales promotion schemes To know the wholesalers’ view on the scheme period of the products.

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RESEARCH HYPOTHESES

38

RESEARCH HYPOTHESES
Hypothesis is a proposition about the nature of the world that makes predictions about the results of an experiment. For a hypothesis to be well formed there must be some experiment whose outcome could prove it to be false. In this research report we are finding some of the outcomes on the basis of prediction and assumptions. For this purpose we formed some hypotheses: H1: There is significant difference in satisfaction level of retailers regarding retailers’ sales promotional schemes on the basis of Scheme preference. (Parle, Anmol, Priyagold, Sunfeast and Britannia) H2: There is significant difference in satisfaction level of wholesalers regarding wholesalers’ sales promotional schemes on the basis of scheme preference (Parle, Anmol, Priyagold, Sunfeast and Britannia)

39

RESEARCH METHODOLOGY

40

RESEARCH METHODOLOGY
Research design
The main purpose of this survey is to know different consumers and trade schemes run by Britannia, Parle, Sunfeast, Anmol and Priyagold biscuits during the year and find out the most preferred schemes by the wholesalers. Therefore descriptive research is being adopted to find out different schemes run by the different biscuit companies. Primary data: Primary data will be collect through field survey with the help of structured questionnaires. We will take interview of retailers and wholesalers about different schemes run by the different brands during the year. We also get the questionnaire filled by them. Secondary data: Secondary data is the data which has already been collected by someone else for the same, similar or for different purpose. We will collect the secondary data from the websites and books of the company etc. Questionnaire was given to us by the company. We will use secondary data for the purpose of industry & company profiles.

Sample description
 Sample size & Sample unit: 51 retailers and 11 wholesalers from Bareilly city. We choose retailers and wholesalers both because retailers sell the biscuits direct to customers so it is very important to them to attract more customers and increase the sales. We choose wholesalers because it connects retailers and company by purchasing in bulk and sell it to retailers so they also have target to achieve by offering more schemes to retailers.  Sample selection procedure: We used multistage sample selection technique. At first stage we used random sampling technique to select Markets in Bareilly city because it was not possible to select all the Markets in the city due to shortage of time. At second stage we used convenience sampling technique to take responses from the retailers and wholesalers.  Target respondent: The target respondents were retailers and wholesalers of Bareilly city.

Data collection methods and techniques
To collect the responses and data from the respondents we choose questionnaire. We got a structured questionnaire from the company for the collection of data from various wholesalers and retailers.

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Data analysis tools and techniques
We will use SPSS which is a latest tool for easily analyze the data and we will enter data in Excel sheet and then prepare charts and graphs on the basis of the data. To calculate the Hypothesis we will use some of the test.    Independent Sample t test Paired t test ANOVA and many more tools.

42

DATA ANALYSIS AND INTERPRETATION

43

DATA ANALYSIS AND INTERPRETATION
7.1. Consumer Schemes running by different companies in Bareilly city: Consumer scheme is an important tool to attract customers to purchase any product. So here it is our very important objective is to know the different schemes running by biscuit companies. On the basis of this object I talked to retailers and take their responses and tried to know different consumer schemes. There is result of their responses given below: Consumer Schemes Sunfeast Britannia Parle Priyagold Anmol Average Total Extra Free Gift Price Off No Scheme 0 10 0 52 5 13 57 0 49 0 44 3 61 0 0 1 62 0 0 0 35.4 4.6 20.2 11.2 Percentag e 49.6% 6.4% 28.3% 15.7%

Table 7- Consumer Schemes I found that extra weight and biscuit is very popular scheme in Bareilly city and on an average it covers most of the 49.6% of its total consumer schemes. I took retailers’ responses on this consumer scheme and found that 4 biscuit companies out of 5 are offering this scheme. 2 nd popular scheme is price off scheme with 28.3% of total responses. Most of the 52 retailers said that they do not have any scheme in sunfeast and only 10 said that there was a scheme of free gift in sunfeast last year. Britannia has Price off scheme mainly and Parle has Extra weight and price off scheme both in their some brands. Priyagold and Anmol has only Extra weight scheme as all the respondents said. Total Average of Consumers' Scheme
100.0 49.6% 6.4% 0.0 28.3% 15.7%

Figure 5- Total Average of consumer Scheme

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Details of the entire Consumers’ schemes given below:

Types of Consumer Schemes

No. of Respondents

100 50 5 0 49

61 62 10 13

57

44

52 3 1

Sunfeast Britannia Parle Priyagold

Extra

Free Gift

Price Off

No Scheme

Figure 6- Types of consumer schemes On the basis of my research, I found that these are the some of the consumers’ schemes and offers running by different biscuits companies.

PRIYAGOLD
Priyagold is offering some of the consumer schemes on given brands: Brand CNC Snacks Zig Zag Classic Cream Choco 100 Gm Pineapple 50 Gm Orange & Eliachi 50 Gm Kids Cream Choco Kids Cream Choco 50 Gm 100 Gm 30 Gm Free 25% Extra 20% Extra 10 Gm Free 20% Extra 130 Gm 62.5 Gm 60 Gm 60 Gm 120 Gm 10 5 5 5 10 10 5 5 5 10 Pack size 100 Gm 50 Gm Offer 20 Gm Free 20 % Extra Total Size 120 Gm 60 Gm MRP (Rs.) 10 5 Total Price 10 5

Table 8- Consumer Schemes offered by Priyagold in Bareilly city CNC: 20 gm free on 100 gm pack @ 10- 100+20= 120 Priyagold is offering 20 gm free on its salty biscuit range brand CNC. CNC is offering 20 Gm free on its 100 Gm pack of MRP Rs 10. After 20 Gm free, its weight is 120 Gm. Snacks Zig Zag: 20% extra on 50 gm pack @ 5- 50+10= 60
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Priyagold is offering 20% extra on its salty biscuits range brand Snacks Zig Zag. Snacks Zig Zag is offering 20% extra on its 50 Gm pack of MRP Rs 5. After 20% Extra its weight is 60 Gm. Classic Cream: Choco- 30 gm free on 100 gm pack @ 10- 100+30= 130 Priyagold is offering 30 Gm free on its Creamy biscuits range brand Classic Cream Choco. Classic Cream Choco is offering 30 gm free on its 100 Gm pack of MRP Rs 10. After 30 gm free, its weight is 130 Gm. Orange & Eliachi- 20% extra on 50 gm pack @ 5- 50+10= 60 Priyagold is offering 20% Gm free on its Creamy biscuits range brand Classic Cream Orange & Eliachi. Classic Cream Orange and Eliachi is offering 20% Extra on its 50 Gm pack of MRP Rs 5. After 20% Extra, its weight is 60 Gm. Pineapple- 25% extra on 50 gm pack @ 5- 50+12.5= 62.5 Priyagold is offering 25% Gm free on its Creamy biscuits range brand Classic Cream Pineapple. Classic Cream Pineapple is offering 25% Extra on its 50 Gm pack of MRP Rs 5. After 25% Extra, its weight is 62.5 Gm. Kids Cream Choco: 10 gm free on 50 gm pack@ 5- 50+10=60 20% extra on 100 gm pack@ 10- 100+20= 120 Priyagold is offering 10 Gm free on its Creamy biscuits range brand Kids Cream choco. Kids Cream choco is offering 10 Gm free on its 50 Gm pack of MRP Rs 5. After 10 Gm Extra, its weight is 60 Gm. Priyagold is also offering 20% Extra on its 100 Gm pack of MRP Rs 10. Free shinchan Trump Card with 100 gm pack.

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PARLE
Parle is offering some of the consumer schemes given brands: Brand Krackjack Jam-In Jam-In Parle Marie Kreams Orange Pack size 50 gm 75 gm 150 gm 100 gm 100 gm Offer 25% Extra Rs 2 Off Rs 3 Off 20 % Extra 14% Extra Total Size 72.5 Gm 75 Gm 150 Gm 120 Gm 114 Gm MRP (Rs.) 5 12 23 10 10 Total Price 5 10 20 10 10

Table 9-Consumer Schemes offered by Parle in Bareilly city Krackjack: 25% extra on 50 gm pack@ 5- 50+22.5= 72.5 Krackjack is a salty and sweet biscuit brand of Parle Company. It has 50 gram pack and 25% extra on its total weight in same price which is Rs 5. Its total weight after 25% is 72.5 gm. Jam In: Rs 2 off on 75 gm pack@ 12- Rs. 10 Rs. 3 off on 150 gm pack @ 23- Rs 20 Jam is another brand of Parle creamy biscuit range. Jam-in biscuit comes in two packs 75 gm and 150 gm pack. Jam-in is offering Rs 2 off on 75 gm pack of MRP Rs 12, but after Rs 2 off its price comes down to Rs 10. It’s another pack size is 150 gram of MRP 23, but after Rs 3 off its price comes down to Rs 20. Parle Marie: 20% extra on 100 gm pack@ 10- 100+20=120 Parle Marie is brand of Marie biscuit range of Parle. Parle Marie is offering 20% extra on 100 gm pack in Rs 10. Total weight after 20 % extra is 120 gm. Kreams orange 14% extra on 100 gm pack@ 10- 100+14= 114 Kreams orange is another brand of creamy biscuit range of Parle. Kreams is offering 14% extra on 100 gm pack @ Rs 10 on its orange variant. Total weight is 114 after 14% extra.
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ANMOL
Anmol is offering some of the consumer schemes on given brands: Brand Butter Bake 2 in 1 Yummy Pack size 50 Gm 50 Gm 100 Gm Offer 20% Extra 20% Extra 20 Gm Free Total Size 60 Gm 60 Gm 120 Gm MRP (Rs.) 5 5 10 Total Price 5 5 10

Table 10- Consumer Schemes offered by Anmol in Bareilly city Butter Bake: 20% extra on 50 gm pack@5- 50+10=60 Anmol is offering 20% extra on its buttery biscuits range brand butter bake. Butter bake is offering 20% extra on its 50 Gm pack of MRP Rs 5. After 20% Extra its weight is 60 Gm. 2 in 1 20% extra on 50 gm pack@5- 50+10=60 Anmol is offering 20% extra on its salty biscuits range brand 2 in 1. 2 in 1is offering 20% extra on its 50 Gm pack of MRP Rs 5. After 20% Extra its weight is 60 Gm. Yummy 20 gm free on 100 gm pack@ 10- 100+20=120 Anmol is offering 20 Gm free on its Creamy biscuits range brand Yummy. Yummy is offering 20 gm free on its 100 Gm pack of MRP Rs 10. After 20 gm free, its weight is 120 Gm.

BRITANNIA
Britannia is offering some of the consumer schemes on given brands: Brand 50-50 Bourbon Treat Pack size 60 Gm Offer Rs 1 Off Free little hearts 20 gm Total Size 60 Gm MRP (Rs.) 6 Total Price 5

Table 11- Consumer Schemes offered by Britannia in Bareilly city
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Britannia 50-50: Rs 1 off on 60 gm pack @Rs 6- Rs. 5 Britannia is offering special price pack on its sweet & salty biscuit brand 50-50. Britannia 50-50 is offering Rs 1 off on 60 gm pack of MRP Rs 6, but after Rs 1 off its price comes down to Rs 5.

SUNFEAST
Brand Butter cookies*** Pack size 90 Gm Offer Free Glass on 2 packs Total Size 90 Gm MRP (Rs.) 10 Total Price 10

***= Scheme before 1 year Table 12- Consumer Schemes offered by Sunfeast in Bareilly city ***Free Glass with 2 packs of 90 Gm pack @ Rs 10 each There is no consumer offer and scheme is running by sunfeast in Bareilly city. On the basis of my survey I found that there is no any current scheme is running by sunfeast. Before 1 year, there was a scheme on butter cookies on 90 gm pack. A glass plate free with two packs of butter cookies 90 gm pack @ Rs 10 each.

49

7.2. Retailer Schemes running by different companies in Bareilly city:
It is another very important objective is to know the different retailer schemes running by biscuit companies. On the basis of this object I talked to retailers and take their responses and tried to know different Retailer schemes. There is result of their responses given below: Retailer Schemes Sunfeas t Free Gift Coupons Off Price Lucky Draw Discount No Scheme 40 18 43 4 47 9 45 9 39 0 42.8 8 37.3% 7.0% 1 0 40 0 13 10 55 0 Britanni a 5 1 46 1 2 16 35 5 0 49 41 0 4.2 15.2 43.4 1.2 3.7% 13.2% 37.8% 1.0% Parle Priyagold Anmol Average Total Percentage

Table 13- Retailer Schemes in Bareilly city In this figure we can see that there is price off and Discount scheme is most popular retailers’ Schemes in Bareilly city. Most popular scheme is Price off which is 37.8% and 2nd popular is Discount scheme which is 37.3%. After that most responses went to Coupons scheme 13.2% and after that average total of 7% retailers said that there is no scheme on some brands. Free gift scheme (3.7%) and then Lucky Draw scheme (1%) is at last. There were no other schemes in Bareilly for retailers.

Total Average of Responses Regarding Schemes
40.0 30.0 20.0 10.0 0.0 3.7 13.2 7.0 1.0 37.8 37.3

Figure 7- Total average of responses regarding schemes
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There is response figure of retailers regarding schemes is given below

Responses Regarding Retailer Schemes
No. of Respondents
60 40 40 20 1 0 Sunfeast Britannia Parle Priyagold Anmol 18 10 4 5 1 1 9 55 43 46 47 35 5 9 49 41 39 Free Gift Coupans Off Price Lucky Draw

Biscuit Companies

Figure 8- Responses regarding retailer schemes Details of Retailer schemes: There are details of Retailers’ Schemes running by different companies in Bareilly city is given below: PRIYAGOLD Priyagold is offering some of the retailers schemes on given brands: Packs in case Size of packs 60 Gm Total weight Price per pack 5

offer Rs off and Discount

MRP

Discount

Other

4%-5%

Rs 25 off Maximum 1000

Lucky Draw on every case Table 14- Retailer Schemes offered by Priyagold in Bareilly city

Priyagold is offering some schemes for retailers to make brand attractive. These are the some of the schemes given below: 1- Rs 25 off on every case of 60 gm pack of Rs 5, and 4% to 5% off on one case Priyagold is offering discount and some Rs off schemes on pack of 60 Gm. Company is offering Rs 25 off on 60 gm packs of Rs 5 pack each and 4% to 5% discount on total MRP. If retailer is purchasing more and more then discount increases according to their purchase.
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2- Lucky Draw coupon on purchase of every case which consist items Maximum 1000 Priyagold is also offering lucky draw coupons on every case purchase by retailer. Lucky draw coupon is provided to them by company. A lucky Draw coupon has Maximum gift of Rs 1000. Retailers can get their gifts from wholesaler or in place of these gifts they can get biscuits etc. Scheme period was 25 December 2012 to 26 January 2013. PARLE Parle is offering some of the consumer schemes given brands: Packs in case 144 Size of packs 50 gm Total weight 7.2 Kg Price per pack 5

offer Rs off & Discount Rs off & Discount Rs off & Free packs

MRP

Discount

Other

655

2%-4%

50

100 Gm

5 Kg

10

465

2%-4%

144+6

50 Gm

7.5 Kg

5

655

6 packs free

Table 15- Retailer Schemes offered by Parle in Bareilly city These are the some of the schemes given by Parle to their retailers’ are given below: 1- 144 pack of Rs 5 each in one case @ Rs. 655, 2% to 4% on MRP Parle is offering different schemes on different pack sizes and cases. Parle gives 144 packs of 50 Gm each at Rs 655. Total weight of these packs is 7.2 Kg. Parle is offering Rs off and Discount of 2% to 4%. 2- 50 packs of Rs 10 each in one case @ Rs. 465, 2% to 4% discount on MRP Parle gives case of 50 packs at Rs 465. This case has 5 kg weight of 50 packs X 100 Gm. Company is also offering Rs off and discount of 2% to 4%. 3- 6 Packs of 50 gm free inside case of 144 packs@ Rs 655 Parle also gives 144 packs@ Rs 655 and 6 packs free with this case. Total packs in case= 144+6= 150 or total weight 7.5 Kg.

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ANMOL Anmol is offering some of the Retailers’ schemes on given brands: Total weigh t 7.2 Kg

Packs in case

Size of packs

Price per pack

offer

MRP

Discount

Other

120

60 Gm

5

Rs off & Discount Rs off and Discount Free Scratch Coupon

522

2%-3%

100

60 Gm

6 Kg

5

430

2%-4%

Purchase of 2 cases

Table 16- Retailer Schemes offered by Anmol in Bareilly city Anmol is offering some of the Price off, Discount schemes and free scratch coupon schemes on some of its brands. These schemes are given below: 1- 120 Packs@ Rs 522 and 3% discounts allowed to retailers and 2 % on other schemes. Anmol gives 120 packs of 60 Gm at Rs 522, each pack price of Rs 5 so there is some price off on purchase of case. The schemes run by Anmol are Price off and discount scheme. Company offer 2% to 3% additional discount on purchase after price off. 2- 100 Packs@ Rs 430 and 2%-3% discounts allowed to retailers and 2 % on other schemes. Anmol gives 100 packs of 60 Gm at Rs 430, each pack price of Rs 5 so there is some price off on purchase of case. The schemes run by Anmol are Price off and discount scheme. Company offer 2% to 3% additional discount on purchase after price off. 3- 1 Scratch coupon on purchase of 2 case of 120 pack each Company has a scheme of scratch coupon, these coupons has minimum gift of Rs 20 and other gift items. Company gives scratch coupon on purchase of 2 cases, each case consist 100 or 120 packs inside. Retailer can replace his coupon without scratching by some Rupees or by packs. Some of the coupons retain by wholesaler because some of the retailers cannot purchase 2 cases at a time. So, on the basis of my survey I found these are the retailer schemes run by Anmol in Bareilly city.
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BRITANNIA Britannia is offering some of the Retailer schemes on given brands: Packs in case 60 Size of packs 100 gm Total weight 6 Kg Price per pack 10

Offer Rs off and Discount Free gift coupon Gift Items

MRP

Discount

Other

535

4% to 5% Purchase on more than Rs 1000

Table 17- Retailer Schemes offered by Britannia in Bareilly city Britannia offers 3 types of schemes in Bareilly city. On the basis of my survey I found Price off, Discount, free gift coupon and gift items schemes. These are given below: 1- 60 packs of 100 gm(Rs 10 pack)= 6 Kg@ Rs 535, Extra discount of 4% to 5 % Britannia gives 60 packs of 100 Gm at Rs 535. Britannia offers price off scheme and discount of Rs 4% to 5%. 2- Free Gift coupon on purchase more than Rs. 1000, Minimum gift Rs 10 and Maximum 100 Britannia also offered free gift coupon scheme for retailer. Britannia gives a free coupon on purchase of every 1000. For example: if a retailer purchase biscuits of Rs 1100 then he will get 1 coupon and if purchase of Rs 2050 then 2 coupons. Every coupon has minimum gift of Rs 10 and Maximum 100. Scheme time period was 25 December 2012 to 26 January 2013. 3- Free Gift Items on per case- like pen, Diary, Extra Pack etc Britannia offered a free gift items scheme in which company gives a gift item inside the pack case. These gift items like pen, Diary, free packs and other items etc.

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SUNFEAST Sunfeast is offering some of the Retailer schemes on given brands: Packs in case 50 Size of packs 75 Gm Total weight 3.75 Kg Price per pack 10

Offer Rs off & Discount Rs off & Discount

MRP

Discount

Other

562

2%-3%

100

50 Gm

5 Kg

10

435

2%-3%

Table 18- Retailer Schemes offered by Sunfeast in Bareilly city On the basis of my survey I found that there are 2 types of retailers’ schemes run by Sunfeast. 1- 50 packs of 75 Gms@12 each of Rs. 542 and discount allowed 2% or 3%. Sunfeast is offering 50 packs of 75 Gm at rupees 542. Every pack of Rupees 12 and additional discount allowed to retailers of 2% to 3% on MRP. 2- 100 Packs of 50 Gms@5 each of Rs. 455 and discount allowed 2% or 3%. Sunfeast is offering 100 packs of 50 Gm at rupees 455. Every pack of Rupees 5 and additional discount allowed to retailers of 2% to 3% on MRP.

55

7.3. Wholesaler Schemes running by different companies in Bareilly city:
It is another objective is to know the different wholesaler schemes running by biscuit companies. On the basis of this object I talked to wholesalers and take their responses and tried to know different Wholesaler schemes. There is result of their responses given below: Sunfeast Britanni a Scratch coupon Free Products Lucky Draw Free Gifts Target Schemes Price off Discount No Scheme 2 5 1 0 4 1 0 7 2 2 4 0 2 4 0 1.2 4.8 0.8 7.9% 31.6% 5.3% 0 1 1 5 2 0 0 0 0 7 Parl e 0 3 0 0 4 Priyagol d 0 0 6 3 1 7 0 0 0 2 Anmol Average Total 1.4 0.8 1.4 1.6 3.2 Percentag e 9.2% 5.3% 9.2% 10.5% 21.1%

Table 19- Wholesaler schemes Here we can see in this table that Most of the 31.6% of total responses is Discount scheme which meant that discount scheme is very popular in Bareilly city and Target schemes (21.1%) is 2 nd popular scheme. After that free gifts scheme (10.5%), Lucky Draw schemes (9.2%), Scratch coupon scheme (9.2%), Price off scheme (7.9%) and free products scheme (5.3%) respectively. 5.3%Responses is in no scheme.

Total Average of Wholesaler Schemes
40.0 31.6 30.0 21.1 20.0 10.0 0.0 9.2 5.3 9.2 10.5 7.9 5.3 Scratch coupan Free Products Lucky Draw Free Gifts Target Schemes Price off Discount No Scheme

Figure 9– Total average of wholesaler schemes
56

There is Wholesaler responses figure is given below: Wholesaler responses regarding Schemes
8 6 4 2 0 Sunfeast Britannia Parle Priyagold Anmol 11 5 22 5 1 7 4 1 3 4 2 7 6 3 1 4 2 22 7 4 Scratch coupan Free Products Lucky Draw Free Gifts Target Schemes Price off Discount No Scheme

No. of Wholsalers

Figure 10- Wholesaler responses regarding schemes Details of wholesaler schemes: There are details of Wholesalers’ Schemes running by different companies in Bareilly city is given below: PRIYAGOLD Priyagold is offering some of the Wholesalers’ schemes given below: Scheme Gift items on target achieved lucky draw coupons on sales Additional Discount Detail 400 cases per week- Home Appliance Time Period 27 sep 201227 Nov 2012 1 Aug 201220 Aug 2012 Always

Lucky draw coupon on sales of 10 case of Rs 5

Additional discount of 4% to 10%

Table 20- Wholesaler Schemes offered by Priyagold in Bareilly city 1. Gift items on target achieved: Scheme Period- 27 September 2012 to 27 November 2012. Priyagold Company is offering gifts to its wholesalers on target achieved which are set by the company. Priyagold Company is providing gifts like home appliance on sales of 400 cases per week. Gift items like Home Appliance and many more increases according to additional sales made by the wholesaler.
57

2. Lucky draw coupon on sales: Scheme Period- 1 August 2012 to 20 August 2012 Lucky Draw coupon scheme is another scheme of Priyagold for the wholesalers. Company provides lucky draw coupons on sales like a coupon on purchase of 10 cases of Rs 5 each. 3. Additional Discount: Always Priyagold Company is also offering additional discount to its wholesalers on purchase of biscuit cases. Company provides additional discount on its MRP. This discount is based on the customers, if wholesaler is regular customer then it can get maximum 10% discount. This discount limit is 4% to 10%. PARLE Parle is offering some of the Wholesalers’ schemes given below: Scheme Free biscuit gift case Sales man of month Additional Discount Detail free biscuit packs as discount and additional packs Gift on Highest sale among all- Like, Mobile Phone, wall clock, Kitchen appliance Discount of 5% to 8% on MRP Table 21- Wholesaler Schemes offered by Parle in Bareilly city 1. Free Biscuit gift case: Scheme Period- 1 January 2013 to 1 June 2013. Parle offered gifts to its wholesalers as discount and additional packs to increase the sales among the wholesalers. Parle provided additional packs like 20 packs on 10 cases at no extra price. 2. Sales Man of the month: Scheme Period- 1 Jan 2012 to 31 August 2012 Parle also made a scheme to increase the sales of its brands by offering the gifts to highest selling wholesaler among all of its stockiest. On the basis of sales made by the wholesaler a highest selling wholesaler got a gift from the company and remains for a month. 3. Additional Discount: Always Parle is also offering additional discount to its wholesalers on purchase of biscuit cases. Company provides additional discount on its MRP. This discount is based on the customers, if
58

Time Period 1 Jan 2013- 1 June 2013 1 Jan 2012- 31 Aug 2012 Always

wholesaler is regular customer then it can get maximum 8% discount. This discount limit is 5% to 8%.

ANMOL Anmol is offering some of the Wholesalers’ schemes given below: Scheme Scratch coupon on 2 cases Additional Discount and price off Free gifts on target sales** TV- on sales of 500 cases July 2008Dec 2008 ** Before 1 year Table 22- Wholesaler Schemes offered by Anmol in Bareilly city 1. Scratch coupon on purchase of 2 cases: Scheme Period- Currently Running Anmol Company is offering Scratch coupon scheme to its wholesalers. This is another scheme of Anmol for the wholesalers. Company provides Scratch coupons on purchase of 2 cases. These coupons are for distribution to the retailers, some of the retailers not take these coupons but they take money in place of these coupons. The Gifts items in these coupons are Tata Nano, Foreign Trips, Bike, LCD, Iron and other items. 2. Additional Discount: Always Anmol is also offering additional discount to its wholesalers on purchase of biscuit cases. Company provides additional discount on its MRP. This discount is based on the customers, if wholesaler is regular customer then it can get maximum 9% discount. This discount limit is 4% to 9%. 3. Free gifts on target sales**: Scheme Period- July 2008 to December 2008. Discount- 4% to 9% Always Detail Gifts- Tata Nano, Foreign Trips, Iron, Bike Time Period Currently Running

59

Anmol Company is offering gifts to its wholesalers on target achieved which are set by the company. Anmol is providing gifts like TV on sales of 500 cases per week. This scheme was in year 2008. BRITANNIA Britannia is offering some of the Wholesalers’ schemes given below: Scheme Monetary benefit on target sales Additional Discount Gifts on Target sales Detail Additional discount and Price off on purchase of 400 case in a weak Discount- 5% to 10% Sales of 700 cases per month- Iron, Kitchen appliance on additional sales Table 23- Wholesaler Schemes offered by Britannia in Bareilly city 1. Monetary benefits on target sales: Always Britannia Company is offering monetary benefits on target sales or according to purchase made by the wholesalers. Any Wholesaler purchases more than 400 cases in a week then company gives additional discount of 1% to 2%. This discount increases according to the purchase made by wholesaler. 2. Additional Discount: Always Britannia is also offering additional discount to its wholesalers on purchase of biscuit cases. Company provides additional discount on its MRP. This discount is based on the customers, if wholesaler is regular customer then it can get maximum 10% discount. This discount limit is 5% to 10%. 3. Gift items on target sales: Scheme Period- Always Britannia Company is offering gifts to its wholesalers on sales. Priyagold Company is providing gifts like home appliance on sales of 700 cases per month. Gift items like Iron, kitchen appliance and many more increases according to additional sales made by the wholesaler. Time Period Always

Always

Always

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SUNFEAST Sunfeast is offering some of the Wholesalers’ schemes given below: Scheme Gift items on festivals Top 3 wholesaler of the year Additional Discount Detail Mixer, Iron, Crockery items, Pressure cooker etc Foreign tour for highest selling wholesaler, LCD 18” inch for 2nd Highest seller, Kitchen appliance for 3Rd Highest seller. Discount- 3% to 10% Time Period On Diwali and New Year 31 December of every year

Always

Table 24- Wholesaler Schemes offered by Sunfeast in Bareilly city 1. Gift Items on Festivals: On Diwali and New Year of Every Year Sunfeast also gives gift items to wholesalers on Diwali and New Year. Company prefers to give small items to all the wholesalers like Mixer, Iron, Crockery items, Pressure cooker, Clock etc. This gift item gives to regular customers of the company. 2. Top 3 wholesaler of the year: 31 December of every year. Sunfeast Company is offering gifts to its wholesalers who are the top 3 in the volume of biscuits. Sunfeast Company is providing gifts to those wholesalers who are the top 3 in sales volume and value of biscuits. Company provides foreign tour for highest selling wholesaler, LCD 18” inch for 2nd highest seller, Kitchen appliance for 3Rd highest seller every year. 3. Additional Discount: Always Sunfeast is also offering additional discount to its wholesalers on purchase of biscuit cases. Company provides additional discount on its MRP. This discount is based on the customers, Discount can be increases from 3% to 10% accordingly.

61

7.4. SOURCE OF INFORMATION Our next question is “how do you come to know about schemes? For this purpose we collect the data from retailers and wholesalers. There are 4 medium and source of information in our question; Newspaper, Company Staff, Distributor/salesman and any other. We found some of the responses given below. Source of Information Sunfeast Britanni a Newspaper Company Staff Salesman Other 24 13 25 0 16 14 27 4 13 35 10 4 Parle Priyagol d 6 39 17 0 11 13 36 1 Anmol Total average 14 22.8 23 1.8 22.7% 37.0% 37.3% 2.9% Percentage

Table 25- Sources of Information From the above table we found that most of the retailers and wholesalers know schemes from either distributor or salesman which is 37.3% and 2nd medium of information is Company staff which is 37% of all mediums. Newspaper is at 3rd position with 22.7% and other mediums are 2.9% only. So here this table shows that Distributor or salesman is best medium for passing information about schemes.

Total average of source of information
50.0 0.0 Newspaper Company Staff Salesman Other 22.7 37.0 37.3 2.9

Newspaper Company Staff Salesman Other

Figure 11- total average of source of information Here figure of total responses on source of information of all the companies is given below: Source of Information
50 24 35 39 16 13 6 11 13 14 13 25 27 10 36 17 4 4 Other 1 Sunfeast Britannia Parle Priyagold Anmol

0 Newspaper Company Staff Salesman

Figure 12- Total responses on source of information
62

7.5. Time Period of any scheme: We want to know that what should be a time period for any scheme and what can be a best time period in the eyes of retailers and wholesalers. What is their response on time period of any scheme, so we added a question and asked to wholesalers and retailers? Result of their responses is given below: Time Period of any Scheme Time Period One Month 3 Month More than 3 Month 14 30 18 Table 26- Time period of any scheme Most of the respondents or wholesalers and retailers which is 48.39% said that 3 months time is suitable for any scheme. After that scheme period of more than 3 months is on 2nd position with 29.03%. So it shows that a time period of any scheme should be long in place of short. Some of the respondents which are 22.58% said that scheme period should be less than one month. Figure of their responses is given below: Responses Percentage 22.58% 48.39% 29.03%

Time Period for any Scheme
60.00 50.00 40.00 30.00 20.00 10.00 0.00 One Month 3 Month More than 3 Month More than 3 Month 29.03% 22.58% 3 Month 48.39% One Month

Figure 13- Time period for any scheme

63

7.6. Most preferred Scheme by Consumers: We also tried to know the most preferred scheme by consumer because it will help company to decide that which scheme should be launch. So we listed some of the popular schemes and took responses of retailers on those schemes. There are some of the schemes which are most preferred by the customers are given below: Most preferred scheme by Consumer Consumer Schemes Extra on same price Free gift with biscuits Scratch coupons Rs. Off Buy 1 Get 1 offer Other TOTAL 13 4 4 27 3 0 51 Table 27- Most preferred consumer scheme From the above table we found that Price off scheme is most preferred by the customers, which is 52.94% and more than half of total schemes. Another preferred scheme is extra on same price scheme which is 25.49. After that Free gift with biscuit packets (7.84%), Scratch coupons (7.84%) and Buy 1 get 1 offer respectively is preferred by the customers. There is no other scheme which is preferred by customers. Figures of most preferred scheme by customers is given below: Most Preferred scheme by Customers
60.00 50.00 40.00 30.00 20.00 10.00 0.00 52.94% 25.49% 7.84% Extra on Free gift with same price biscuits 7.84% Scratch coupons Rs. Off 5.88% Buy 1 Get 1 offer 0 Other Extra on same price Free gift with biscuits Scratch coupons Rs. Off Buy 1 Get 1 offer Other

Responses

Percentage 25.49% 7.84% 7.84% 52.94% 5.88% 0.00% 100%

Figure14- Most preferred consumer scheme
64

7.7. Most preferred Retailers’ scheme: Another question is related to retailer schemes and we tried to know the most preferred scheme by the retailers. We took responses from the retailers self and from wholesalers because they know that which scheme is mostly preferred by the retailers. Responses are given below: Most preferred schemes by Retailer Retailer Schemes Extra biscuit packets on purchase of case Free gift inside the case of biscuits Scratch coupons on purchase of some case Some Rs. Off on purchase of case Lucky Draw coupons Discount Other 8 5 12 27 3 7 0 Table 28- Most preferred scheme by retailers From the above table we found that Price off scheme is on top with 43.55% and it is most preferred by the retailers. After price off scheme Scratch coupon scheme is preferred by the retailers and it is on 2nd with 19.35%. After these mostly preferred schemes are extra biscuit packets on purchase of case (12.90%), Discount scheme (11.29%), free gift scheme (8.06%) and lucky draw coupons scheme (4.84%) respectively. Figure of most preferred scheme by retailer is given below: Responses Percentage 12.90% 8.06% 19.35% 43.55% 4.84% 11.29% 0%

Most Preferred Scheme by Retailers
50.00 40.00 30.00 20.00 10.00 0.00 19.35% 12.90% 8.06% 4.84% 0 11.29% 43.55% Extra biscuit packets on purchase of case Free gift inside the case of biscuits Scratch coupons on purchase of some case Some Rs. Off on purchase of case Lucky Draw coupons Discount Other

Figure 15- Most preferred scheme by Retailers
65

7.8. Most preferred scheme by wholesalers: Another objective is to know the most preferred scheme by wholesalers. We tried to know the most preferred scheme by the wholesalers and took responses from the wholesalers to know this. We talked to 11 wholesalers regarding this and found the result given below: Most preferred scheme by Wholesaler Wholesalers’ Schemes Consumer Scheme Scratch coupon Scheme Free products on purchase of cases Lucky Draw Scheme Free gift on purchase of certain no of cases Discount Other 3 0 1 0 0 7 0 Table 29- Most Preferred scheme by Wholesalers From the above table we found that most preferred scheme is discount scheme by the wholesalers which is on top with 63.64% and 2nd most preferred scheme is consumer scheme with 27.27% because wholesaler sees the opportunities of sale in consumer schemes, customer run behind the consumer schemes. Free product on purchase of cases is another scheme which is also preferred by the wholesalers and it is on 3rd position with 9.09%. There is no other scheme is most preferred in my research. Responses Percentages 27.27% 0% 9.09% 0% 0% 63.64% 0%

70.00 60.00 50.00 40.00 30.00 20.00 10.00 0.00 27.27%

Most Preferred Scheme By Wholesaler
63.64% Consumer Scheme Scratch coupon Scheme Free products on purchase of cases Lucky Draw Scheme 9.09% 0 0 0 0 Free gift on purchase of certain no of cases Discount

Figure 16- Most preferred scheme by Wholesalers
66

7.9. Satisfaction level of Retailers regarding retailers’ schemes: Satisfaction is an important aspect of any work or any person. If a person is satisfied then he will prefer to buy your product otherwise he will switch to another brand. So here we tried to know the satisfaction level of retailers regarding retailers’ schemes. Result of satisfaction level of retailers is given below: Satisfaction Level of Retailer regarding Schemes Satisfactio n level Highly Dissatisfied Dissatisfied 2 3.9 20 39. 2 Neutral 15 29. 4 Satisfied 31 60. 8 Highly Satisfied TOTAL 51 100 51 100 51 100 51 100 51 100 3 5.9 0 8 19 37. 3 15. 7 0 3 28 18 35. 3 54. 9 5.9 0 38 10 19. 6 74. 5 0 0 11 33 2 3.9 3 5.9 7 13. 7 64. 7 21. 6 0 e Parle
Respons %

Sunfeast
Respons e %

Priyagold
Respons e %

Anmol
Respons e %

Britannia
Respons e %

0

0

4

7.8

0

0

0

0

0

0

Table 30- Satisfaction level of retailers regarding schemes Here we can see that Most of the 7.8% retailers are highly dissatisfied with the schemes offered by the sunfeast and no other response of highly dissatisfied for other company. Most of the 39.2% retailers are dissatisfied with schemes of sunfeast, 13.7% retailers are dissatisfied with the schemes of Britannia and Anmol is 5.9%, Priyagold and Parle is 3.9%. Most of the 64.7% retailers are neither satisfied nor dissatisfied with schemes of Britannia; it is 37.3% for Sunfeast, 35.3% for Priyagold, 29.4% for Parle and 19.6% for Anmol. Most of the 74.5% retailers are satisfied with schemes of Anmol and it is 60.08% for Parle, 54.9% for Priyagold, 21.6% for Britannia and 15.7% for Sunfeast. Most of the 5.9% of the retailers are highly satisfied with the schemes of Parle and Priyagold.
67

Satisfaction Level of Retailers Regarding Schemes
80 74.5 70 64.7 60 60.8 54.9 50 Highly Dissatisfied 40 39.2 Dissatisfied 37.3 35.3 30 29.4 Nuetral Satisfied Highly Satisfied

21.6 20 15.7 13.7 10 3.9 0 Parle Sunfeast Priyagold Anmol Britannia 5.9 7.8 3.9 5.9 5.9 19.6

Figure 17- Satisfaction level of retailers regarding retailers’ schemes

68

7.10. Satisfaction level of Wholesalers regarding wholesalers’ schemes: Another purpose is to know the satisfaction level of wholesalers, so here we tried to know the satisfaction level of retailers regarding retailers’ schemes. Result of satisfaction level of retailers is given below: Satisfaction Level of Wholesalers regarding Schemes
Satisfactio n Level

Parle
Response %

Sunfeast
Respons e %

Priyagold
Respons e %

Anmol
Respons e %

Britannia
Respons e %

Highly Dissatisfie d Dissatisfie d Neutral

0

0

0

0

0

0

0

0

0

0

0

0

2

18. 2

0

0

0

0

1

9.1

1

9.1

9

81. 8

6

54. 5

4

36.4 5

45.5

Satisfied

10

90. 9

0

0

5

45. 5

7

63.6 5

45.5

Highly Satisfied TOTAL

0

0

0

0

0

0

0

0

0

0

11

100

11

100

11

100

11

100

11

100

Table 31- Satisfaction level of wholesalers regarding schemes Here we can see that there is no response for highly dissatisfied which means that no any wholesaler is highly dissatisfied with the schemes offered by companies for wholesalers. Most of the 18.2% wholesalers are dissatisfied with schemes of sunfeast and 9.1% wholesalers are dissatisfied with the schemes of Britannia. Most of the 81.8% wholesalers are neither satisfied nor
69

dissatisfied with schemes of Sunfeast and it is 54.5% for Priyagold, 45.5% for Britannia, 36,4% for Anmol and 9.1% for Parle. Most of the 90.9% wholesalers are satisfied with schemes of Parle and it is 63.60% for Anmol and 45.5% for both Priyagold and Britannia. There is no response for the highly satisfied for any company which shows that wholesalers are no highly satisfied with the schemes of the different companies offered to wholesalers.

Satisfaction Level of Wholesalers Regarding Schemes
100 90 81.8 80 70 63.6 60 54.5 50 40 36.4 30 20 10 0 Highly Dissatisfied Dissatisfied Nuetral Satisfied Highly Satisfied 45.5 45.5 45.5 Parle Sunfeast Priyagold Anmol Britannia 90.9

18.2 9.1 9.1

Figure 18- Satisfaction level of wholesalers regarding wholesaler schemes

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HYPOTHESES TESTING RESULTS
H1: There is significant difference in satisfaction level of retailers regarding retailers’ sales promotional schemes on the basis of scheme preference (Parle, Anmol, Priyagold, Sunfeast and Britannia) To test that there is significant difference in satisfaction level of retailers regarding retailers’ sales promotional schemes of different biscuit brands e.g. Parle, Anmol, Sunfeast, Priyagold and Britannia on the basis of schemes preference. We used one-way ANOVA test because here we are testing one dependent variable and exactly one independent variable. There is test table which shows the result:
ANOVA Sum of Squares PARLE Between Groups Within Groups Total SUNFEAST Between Groups Within Groups Total PRIYAGOLD Between Groups Within Groups Total ANMOL Between Groups Within Groups Total BRITANNIA Between Groups Within Groups Total 2.926 18.055 20.980 5.186 30.971 36.157 5.358 16.563 21.922 2.608 14.373 16.980 .960 16.726 17.686 Df 5 45 50 5 45 50 5 45 50 5 45 50 5 45 50 .192 .372 .517 .762 .522 .319 1.633 .171 1.072 .368 2.912 .023 1.037 .688 1.507 .207 Mean Square .585 .401 F 1.458 Sig. .222

Table 32- There is significant difference in satisfaction of retailers regarding retail sales promotional schemes on the basis of scheme preference
71

From the above table we found that F value of Parle is not significant (0.222) at 0.05 because (0.222>0.05). So here the alternative hypothesis would be rejected at 5 percent significant level. F value of Sunfeast in not significant (0.207) at (0.05) because (0.207>0.05). So here the alternative hypothesis would be rejected at 5 percent significant level. Here we can say that there is no significant difference in retailers’ satisfaction regarding retailers’ sales promotional schemes of both companies on the basis of retailer schemes preference. F value of Priyagold is significant (0.023) at 0.05 because (0.0230.05). So here the alternative hypothesis would be rejected at 5 percent significant level. F value of Britannia is not significant (0.762) at 0.05 because (0.762>0.05). So here the alternative hypothesis would be rejected at 5 percent significant level. Here we can say that there is no significant difference in retailers’ satisfaction regarding retailer sales promotional schemes of Parle, Sunfeast, Anmol and Britannia companies on the basis of retailer schemes preference. While on the other hand there is significant difference in retailers’ satisfaction regarding retailer sales promotional schemes of Priyagold on the basis of retailer scheme preference.

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H2: There is significant difference in satisfaction level of wholesalers regarding wholesalers’ sales promotional schemes on the basis of Scheme preference. (Parle, Anmol, Priyagold, Sunfeast and Britannia) To test that there is significant difference in satisfaction level of wholesalers regarding wholesalers’ sales promotional schemes of different biscuit brands e.g. Parle, Anmol, Sunfeast, Priyagold and Britannia on the basis of schemes preference. We used one-way ANOVA test because here we are testing one dependent variable and exactly one independent variable. There is test table which shows the result: ANOVA Sum of Squares PARLE Between Groups Within Groups Total SUNFEAST Between Groups Within Groups Total PRIYAGOLD Between Groups Within Groups Total ANMOL Between Groups Within Groups Total BRITANNIA Between Groups Within Groups Total .242 .667 .909 .970 .667 1.636 .346 2.381 2.727 .165 2.381 2.545 1.022 3.524 4.545 Df 2 8 10 2 8 10 2 8 10 2 8 10 2 8 10 .511 1.160 .440 .361 .082 .298 .276 .765 .173 .298 .582 .581 .485 5.818 .083 .028 Mean Square F Sig. .289

.121 1.455 .083

Table 33- There is significant difference in satisfaction of wholesalers regarding wholesale sales promotional schemes on the basis of scheme preference
73

From the above table we found that F value of Parle is not significant (0.289) at 0.05 because (0.289>0.05). So here the alternative hypothesis would be rejected at 5 percent significant level. F value of Priyagold is not significant (0.581) at (0.05) because (0.581>0.05). So here the alternative hypothesis would be rejected at 5 percent significant level. Here we can say that there is no significant difference in wholesalers’ satisfaction regarding wholesale sales promotional schemes of both companies on the basis of retailer schemes preference. F value of Sunfeast is significant (0.028) at 0.05 because (0.0280.05). So here the alternative hypothesis would be rejected at 5 percent significant level. F value of Britannia is not significant (0.361) at 0.05 because (0.361>0.05). So here the alternative hypothesis would be rejected at 5 percent significant level. Here we can say that there is no significant difference in wholesalers’ satisfaction regarding wholesale sales promotional schemes of Parle, Priyagold, Anmol and Britannia companies on the basis of wholesale schemes preference. While on the other hand there is significant difference in wholesalers’ satisfaction regarding wholesale sales promotional schemes of Sunfeast on the basis of wholesale scheme preference.

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FINDINGS OF THE STUDY

75

FINDINGS OF THE STUDY
Based on the summary of the analysis and interpretation of data as per study, the following are the findings to improve the sales and Schemes for consumers, retailers and wholesalers: 1. It was observed that most popular consumer schemes are Extra weight and price off which is most preferred by the customers. Most of the consumer schemes are running by Parle Company and minimum by Sunfeast. 2. It was observed that most popular retailer schemes are Price off and Discount schemes because it gives monetary benefits to the retailers in place of gift items. Most of the Retailer schemes are running by Priyagold and minimum by the Sunfeast. 3. It was observed that most popular wholesalers’ schemes are Discount schemes, Target Schemes and Free gifts scheme in Bareilly city. Most of the biscuit brands are offering these types of schemes for the wholesalers to attract them to purchase. Most of the wholesaler schemes are running by Sunfeast and minimum by Britannia. 4. It is observed that Retailers and wholesalers want to increase the time period of any scheme. According to their responses; a scheme should be for minimum 3 months or more than 3 months because it is easy to provide schemes to all retailers and wholesalers within this period. 5. It is also observed that Salesman or distributors are easier way to transfer information regarding schemes and company staff is also another medium to pass information. 6. If we talk about the satisfaction level of retailers regarding retailer schemes then we will find that sunfeast is one of the brand in which most of the retailers are dissatisfied while retailers are satisfied with the schemes of the Parle, neither satisfied nor dissatisfied with the schemes of Britannia and satisfied with schemes of Anmol and Priyagold. 7. If we talk about Satisfaction level of wholesalers regarding wholesalers’ scheme then we found that there is no highly satisfaction and dissatisfaction regarding wholesaler schemes. Most of the wholesalers are satisfied with wholesale schemes of Parle, neither satisfied nor dissatisfied with Sunfeast and Britannia and Satisfied with Priyagold and Anmol wholesale schemes. 8. Sale of Sunfeast is lower than other brands because Sunfeast is only trying to selling their products without consumer and retailer schemes while on the other hand Parle and Priyagold is selling with all the schemes. So here we can say that all schemes have equal part in promotion of products.
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RECOMMENDATIONS

77

RECOMMENDATIONS
1. It is suggested to Anmol that it should focus on another scheme which is price off scheme like Parle and Britannia. 2. It is observed that Britannia is giving 60 gm @ Rs 6 and Rs 1 off. So here Anmol is also giving 60 Gm @ Rs 5 after 20% extra. So it is suggested to Anmol that it should also make a scheme like Britannia because Rs 1 off is more attractive than 20% extra and it can easily capture customers’ attention. 3. It is also observed that it is not easy to distribute products among all distributors and wholesalers within a short period of time so Company should make schemes for long period of 2 months to 3 months and more. 4. It is also suggested to company to make target schemes for the wholesalers because if there will be target scheme than wholesaler will get profit by selling more cases. Every wholesaler wants to get more profit and if there is more profit then he will push your brand first in place of others. 5. It is also suggested to company that it should also offer gift on festivals because it may create a relationship between company and wholesaler and will prefer to push your brand and avoid switching brand. 6. It is also suggested that company should give advertisement in newspaper regarding new consumers’ schemes because wholesaler could get information from company staff and distributors; retailers could get information from wholesaler but consumer could not get information from any company staff and distributor. So they can get information from newspaper. 7. Company should increase its distribution network in Bareilly city and company should make contracts with retail stores to increase its distribution network to make easily available their product to the consumers. 8. Some of complaints I got from the wholesaler in Bareilly that no actual gift distributed and not any company person visit to take responses from wholesalers. So it is suggested to company that it should appoint ZSM, TSI, SO and RSM to improve customer relationship with wholesalers in Bareilly City.

78

CONCLUSIONS

79

CONCLUSIONS
After having analyzed and interpreted the findings, it is concluded that Consumer, retailers and wholesalers’ schemes of any biscuit brands play a significant role to attract the customers and make wholesalers and retailers purchase by offering schemes to them. From the above findings and recommendations we can see that time period of any scheme should be 3 months and more than 3 months. Most preferred consumer schemes are price off and extra weight scheme, most preferred retailer’s schemes are discount and price off schemes and most preferred wholesalers’ schemes are discount, target schemes, price off and free gifts schemes. So here company should work on these schemes to get more attention of customers. Company should make a regular scheme for wholesalers and retailers. Currently Anmol is not offering any consumer scheme in new packs while other brands are offering new schemes, so company should try to continue the schemes to compete with other brands. Company should make other new attractive schemes for consumers, retailers and wholesalers. The dimensions factor like Consumer schemes, wholesaler schemes, retailer schemes, promotion and offers which are the part of promotional schemes of any company. By this schemes consumers get influenced to purchase the product, these are all the identified factor of promotional offers of any biscuit brand in the study. With reference to the objectives of study, comparative study of consumer and trade sales promotional schemes offered by biscuit brands with special reference to Anmol biscuits in Bareilly city. The study shows that almost majority of the respondents are satisfied with respect to schemes offered by Anmol. But there some of the suggestion, which it should apply to gain more customer satisfaction like, It should provide proper knowledge for sales person, because they are the person who push brand to the consumers and they give proper response for query to enhance consumer knowledge about schemes. It should provide information regarding special schemes to Wholesalers and retailers personally by phone or mail, who purchase regularly. At last we can say that Anmol is offering only extra weight scheme and no scheme in new packs, so it is suggested to continue these schemes and it should make another scheme of Rs. Off on same weight like Britannia and Parle.

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REFERENCES

81

REFERENCES
INTERNET
 Geoffrey Harding, John Nicholls, (1991) "Exporting in the Biscuit Industry", British Food Journal, Vol. 93 Iss: 6, pp.19 – 24  Dhar, Ravi and Itamar Simonson (2003), “The Effect of Forced Choice on Choice,” Journal of Marketing Research, 40 (May), 146–60.  Rolls, Barbara J., Lane S. Roe, Tanka V. E. Oral, Jennifer S. Manges, and Denise E. Wall (2004), “Increasing the Portion Size of a Packaged Snack Increases Energy Intake in Men and Women,” Appetite, 42 (February), 63–69.  Production and Evaluation of Biscuits from Blends of Bambara Groundnut (Vigna Subterranae) and Wheat (Triticum Eastrum) Flours, Nwosu, Justina N.

INTERNATIONAL JOURNAL OF FOOD AND NUTRITION SCIENCE VOL2 NO1 MARCH 2013 ISSN 2165-5308 (PRINT) ISSN 2165-5316 (ONLINE)

http://www.researchpub.org/journal/ijfns/ijfns.html  Lake, B. And Water-Worth, M. (1980). Cereal and Cereal Products In: Food and Nutrition. Mill and Brown (Eds) will Alman and Sons Ltd London. pg 205.

MAGZINES AND BOOKS
 Philip Kotler, Marketing Management

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ANNEXURE

83

QUESTIONNAIRE
Retailers’ questionnaire
Name of Retailer/Wholesaler (M/S): ___________________________________________________ 1. Details of Schemes/inputs given by Sunfeast in the market during the year Particulars Consumer Scheme Retailer Scheme Brands/Products on which the scheme is being given Scheme Details (Please give full details)

Any Other 2. Details of Schemes/inputs given by Britannia in the market during the year Particulars Consumer Scheme Retailer Scheme Brands/Products on which the scheme is being given Scheme Details (Please give full details)

Any Other

3. Details of Schemes/inputs given by Parle in the market during the year Particulars Consumer Schem Retailer Scheme Any Other Brands/Products on which the scheme is being given Scheme Details (Please give full details)

84

4. Details of Schemes/inputs given by Priyagold in the market during the year Particulars Consumer Scheme Retailer Scheme Brands/Products on which the scheme is being given Scheme Details (Please give full details)

Any Other

5. Details of Schemes/inputs given by Anmol in the market during the year Particulars Consumer Scheme Retailer Scheme Any Other Brands/Products on which the scheme is being given Scheme Details (Please give full details)

6. How do you come to know about the Trade schemes/Wholesale scheme being run by different companies? Name of company Sun feast Britannia Parle Priyagold Anmol Biscuits From Newspaper By company staff By Distributor salesmen Any other (please mention the source)

7. What should be scheme period of any scheme? (i) For one month months (ii) For three months (iii) For More than three
85

8. Which kind of scheme is mostly preferred by the customers?

 Extra on same price (eg. 25% Extra, 20gm Extra)  Free gift with biscuits (eg. Bowl, glasses, boxes etc.)  Scratch coupons  Rs. Off (eg. Rs. 1 off on MRP Rs. 6)  Buy 1 Get 1 offer  Other, Please Specify…………………………………………..
9. Which kind of scheme is mostly preferred by you?

 Extra biscuit packets on purchase of case (eg. 2 packs or 5 packs on purchase of 2 case)  Free gift inside the case of biscuits (eg. Pen, Diary, Watches etc)  Scratch coupons on purchase of some case (eg. Scratch coupon on purchase of 2 case)  Some Rs. Off on purchase of case (eg. Rs. 10 off on purchase of 2 case)  Lucky Draw coupons  Other, please Specify………………………………………..
10. Please rate your satisfaction level with the Retailer’s schemes offered by different companies.

5
Parle Sunfeast Priyagold Anmol Britannia

4

3

2

1

86

Wholesalers’ questionnaire
Name of Retailer/Wholesaler (M/S): ___________________________________________________ 1. Details of Schemes/inputs given by Sunfeast in the market during the year Particulars Consumer Scheme Retailer Scheme Brands/Products on which the scheme is being given Scheme Details (Please give full details)

Any Other 2. Details of Schemes/inputs given by Britannia in the market during the year Particulars Consumer Scheme Retailer Scheme Brands/Products on which the scheme is being given Scheme Details (Please give full details)

Any Other

3. Details of Schemes/inputs given by Parle in the market during the year Particulars Consumer Scheme Retailer Scheme Any Other Brands/Products on which the scheme is being given Scheme Details (Please give full details)

87

4. Details of Schemes/inputs given by Priyagold in the market during the year Particulars Consumer Scheme Retailer Scheme Brands/Products on which the scheme is being given Scheme Details (Please give full details)

Any Other

5. Details of Schemes/inputs given by Anmol in the market during the year Particulars Consumer Scheme Retailer Scheme Any Other Brands/Products on which the scheme is being given Scheme Details (Please give full details)

6. How do you come to know about the Trade schemes/Wholesale scheme being run by different companies? Name of company Sun feast Britannia Parle Priyagold Anmol Biscuits From Newspaper By company staff By Distributor salesmen Any other (please mention the source)

88

7. WHOLESALER Details of Wholesale Schemes/inputs given by different companies in the market during the year Name of Company Sunfeast Britannia Parle Priyagold Anmol Brands/Products on which the scheme is being given Scheme Details (Please give full Details)

8. Which kind of schemes are preferred by you? Consumer Scheme Scratch coupon Scheme Free products on purchase of cases (e.g. two pieces free on purchase of one case etc or one pc free on purchase of twelve pieces etc. etc.) Lucky Draw Scheme Free gift on purchase of certain no of cases ( like free iron press on purchase of ten cases etc. Any Other (please give details)

9. What should be scheme period of any scheme? (i) For one month months (ii) For three months (iii) For More than three

10. WHOLESALER Please mention the kind of gift articles you will require as scheme gift (i) (ii) (iii) (iv)
89

11. Which kind of scheme is mostly preferred by Retailers?

 Extra biscuit packets on purchase of case (eg. 2 packs or 5 packs on purchase of 2 case)  Free gift inside the case of biscuits (eg. Pen, Diary, Watches etc)  Scratch coupons on purchase of some case (eg. Scratch coupon on purchase of 2 case)  Some Rs. Off on purchase of case (eg. Rs. 10 off on purchase of 2 case)  Lucky Draw coupons  Discount  Other, please Specify………………………………………..
12. Which scheme is preferred most by you?

 Consumer Scheme  Scratch coupons  Free products on purchase of cases (e.g. two pieces free on purchase of 1 case)  Lucky draw scheme  Free gift on purchase of certain no. of cases (Free iron on purchase of 10 cases)  Discount  Any other, please specify………………………………………………………
13. Please rate your satisfaction level with the Wholesaler’s schemes offered by different companies where 5- Highly Satisfied, 4- Satisfied, 3- Neither Satisfies Nor Dissatisfied, 2Dissatisfied, 1- Highly Dissatisfied. (Please put tick mark in the relevant box against each statement)

5
Parle Sunfeast Priyagold Anmol Britannia

4

3

2

1

90