STUDENT’S UNDERTAKING

“The project is submitted to Jagan Institute of Management Studies, New Delhi, as a part of fifth semester project for Bachelor of Business Administration Programme.”

Mentor Achin Vasudev

PREFACE

The summer training programs are designed to give the practical knowledge of corporate world. Training is usually meant for such vocations where advanced theoretical knowledge is to be backed up by practical experience on the job and it is because of this reason that summer training programs are designed. So, that the future manager may be ready to take the future responsibilities.

It was exactly in this context that I was privileged enough to join Bikano one of the good company in FMCG sector in the world.

I gained lot of experience and confidence over the past eight week which will further help me to take the future responsibility in my professional life.

During this period I was given to find out the “competitive analysis of packaged food industry in context of traditional sweets, snacks, namkeens opportunities and challenges ahead” and also the “Findings and Result of New Product Development”. In the training program I had tried my level best to arrange the work in systematic and chronological way.

This endeavor work shall provide the Bikano marketing department, an idea about the market condition and the behaviour of consumers and wholesalers about their product. Therefore, it hoped with all sincerity that this work shall be of definite use to the organization.

ACKNOWLEDGEMENT

“Acknowledgement is an art, one can write glib stanzas without meaning a word, on the other hand one can make a simple expression of gratitude.”

As anyone who has written a project work, or research work, it is quite impossible to acknowledge by name every individual who has played some part of this work. I feel it difficult to express in words my profound sense of gratitude to most respected persons who helped me to make this work possible.

I acknowledge my gratitude to respected mentors. Ms.Pooja Jain who have been kind enough to suggest improvement of this work and make it broad, based.

I would like to thank Mrs. Sangeeta Goel the Marketing manager, Mr. Nagesh Mishra the Research analyst of Bikanerwala food Pvt. Ltd. for their support and encouragement. Finally, of course great debt are owed to the Bikanerwala company for giving us an opportunity to be part of their esteem organization and enhance my knowledge by granting permission to do our summer internship under their guidance.

Achin Vasudev

CONTENTS

1. Executive summary………………………………………………… 6 2. Objectives of the project…………………………………….. 7 3. Research methodology …………………..………………………. 8-10 4. Chapter 1: Introduction………………………………………………………… 11-14 5. Chapter 2: Company profile……………………………………………… 15-23 6. Chapter 3: Marketing Mix……………………………………….. 24-28 7. Chapter 4: Main chapter…………………………………………………………… 29-44 * Competitive Analysis………………………………….29-34 * New Product Development……………………….35-44 8. Chapter 5: Analysis and Findings……………………………………… 45-64 9. Chapter 6: Conclusions………………………………………………..… 65 10. Chapter 7: Recommendations………………………………………………. 66 11. Bibliography…………………………………………………………..…… 67 12. Annexure………………………………………………………… 68-69

EXECUTIVE SUMMARY

The project is on Bikano marketing strategies undertaken to get in depth knowledge about sweets, namkeens and snacks industries. Apart from these a brief about the new product development, the new product ‘Krispers’ under the category of snacks launched by Bikano and many more products are on the way to be launched.

Bikano, the brand name that is associated with quality product and service. It took more than six decades to become the leading manufacturer of Indian savory snacks.

The data is collected and is analyzed under the following heads: appearance, taste, flavor and packaging. In analysis, I have discussed about current consumer behaviors this project is concluded on the basis of analysis made and it reveals that Bikano has great market share in sweets, and its new product krispers successfully launched and promoted in the market.
In whole project I have discussed about

* Profile of the organization, business network of Bikano

* Product range offer by Bikano’s competitors and strategies are given to counter the competitors.

* From the survey of wholesalers and retailers in Delhi it was noticed that most of the wholesalers and retailers are keeping Haldiram’s namkeen.

* Margin as revealed by retailer’s are highest for local brand followed by Lehar, Bikano, Haldiram’s in that order.

* Lehar namkeens are equally preferred as Bikano’s namkeen. It is also noticed that young people prefer Lehar’s Aloo Bhujia, Masala Laccha and Kurkure over Bikano product. The reasons for this could be that the T.V. advertisement of Lehar has an emotional appeal for the young generation.

OBJECTIVES OF THE PROJECT

Their must be sum objective or goal because without any objective, no project report can be completed in true sense so the main objective of doing this project Report are: - * Knowledge about product distributor promotion and buying behavior. * To find out the types of channel, by which product is selling and to know monopoly and average sales of these outlets.

* To study the behaviour of the consumer with respect to attributes as brand loyalty. * Analyzing Bikano’s competitors and comparing their strategies. * To analyze the report of New product launched by Bikano and to beat the competitors such as CRAX, OYES etc.

RESEARCH METHODOLOGY
There is large no. of FMCG companies in the market, to find the defining strategies used, the methodology used is interview and survey method.

Data collection method:
For this research study, Primary Data as well as Secondary Data was collected.
Primary Data has been collected through personal contact. For this purpose both Questionnaire and one-on-one interview was considered with the consumers, shop owners and distributors & suppliers of the company.
Secondary data has collected from magazines, newspaper, company literature and websites.
A Compressive study of Secondary and Primary data (Informal Interviews) was collected through specific questionnaires for people and shop-owners & distributors

Methodology for research problem:
Following steps where taken in to consideration, to identify the research problem-
1. Informal investigation
• Visit to the shop owners, talked to the distributors and to the consumersin the locality and surrounding areas.
2.External and Internal Analysis
•Understanding customer problem
•Understanding the market structure
3.Situational Analysis
•Tastes & preferences
•Needs & income

Research Instrument:
Research instruments, for the purpose of Primary data collection were Questionnaires. The Questionnaires were designed in two sets, one is for Consumers and another is for Wholesalers.
•The first set is to find out about the Needs and Preferences of the consumers and what they want from the product and also the level of knowledge about different products in the market.
•Second set is all about what are the steps that the company is taking to get about the information about the changing preferences in the Taste and Needs of the consumers and what company is doing to sustain their market position as well as to tap new market.

Sampling Technique:
For my survey I used Cluster Sampling technique area
SAMPLE SIZE: 100 People
SAMPLE AREA: DELHI Region.
In the survey I tried to find out their preferences & tastes, their purchasing habit, is the brand loyal or they consider their friends advice or some reference group during purchasing. I also tried to find out that are they satisfied with the quality or present ntature of product, did they want any change in the existing product.
I also interviewed some of the Wholesalers and try to find out what the company is doing to sustain their customer and what new changes they are bringing in their product to gain competitive advantage from other competitors.

Data Analysis: * For the analysis of data collected through survey work, a series of steps were followed which are given in a chronological order * Each question of the questionnaire was assigned codes (coding) * Each questionnaire was punched into ms-excel sheet thus forming a data base(punching) * Further the data was analyzed by using diagrams, graphs, charts etc. * The graphic rating scale and ranking method was used to measure the response and attitude of the consumer.

Limitations: * Due to non availability of the concerned persons question remained unanswered. * Some respondents were not ready to give their turnover i.e. sale volume. * Biasness is the most serious limitation. Although measures have been taken to reduce the biasness but complete elimination of biasness is impossible. * Retailers behavior is studied but the retailers behavior are not assessed correctly because they do not express their feeling correctly, therefore, their perception cannot be assessed correctly. The reliability of the data to great extend is dependent on the honestly and cooperation of the respondents in providing the information.

Chapter 1
Introduction

INTODUCTION OF FMCG (Fast Moving Consumable Goods) COMPANIES

The Fast Moving Consumer Goods (FMCG) industry in India is one of the largest sectors in the country and over the years has been growing at a very steady pace. The sector consists of consumer non-durable products which broadly consists, personal care, household care and food & beverages. The Indian FMCG industry is largely classified as organised and unorganised. This sector is also buoyed by intense competition. Besides competition, this industry is also marked by a robust distribution network coupled with increasing influx of MNCs across the entire value chain. This sector continues to remain highly fragmented.
FMCG industry, alternatively called as CPG (Consumer packaged goods) industry primarily deals with the production, distribution and marketing of consumer packaged goods. The Fast Moving Consumer Goods (FMCG) is those consumables which are normally consumed by the consumers at a regular interval. Some of the prime activities of FMCG industry are selling, marketing, financing, purchasing, etc. The industry also engaged in operations, supply chain, production and general management.
FMCG Industry Economy:
FMCG industry provides a wide range of consumables and accordingly the amount of money circulated against FMCG products is also very high. The competition among FMCG manufacturers is also growing and as a result of this, investment in FMCG industry is also increasing, specifically in India, where FMCG industry is regarded as the fourth largest sector with total market size of US$20.1 billion. FMCG industry is regarded as the largest sector in New Zealand which accounts for 5% of Gross Domestic Product (GDP).
Comon FMCG Products:
Some common FMCG product categories include food and dairy products, glassware, paper products, pharmaceuticals, consumer electronics, packaged food products, plastic goods, printing and stationery, household products, photography, drinks etc. and some of the examples of FMCG products are coffee, tea, dry cells, greeting cards, gifts, detergents, tobacco and cigarettes, watches, soaps etc.

Industry Classification:

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

Structural Analysis Of FMCG Industry:

Typically, a consumer buys these goods at least once a month. The sector covers a wide gamut of products such as detergents, toilet soaps, toothpaste, shampoos, creams, powders, food products, confectioneries, beverages, and cigarettes. Typical characteristics of FMCG products are: - 1.The products often cater to 3 very distinct but usually wanted for aspects - necessity, comfort, luxury. They meet the demands of the entire cross section of population. Price and income elasticity of demand varies across products and consumers.

2.Individual items are of small value (small SKU's) although all FMCG products put together account for a significant part of the consumer's budget.

3.The consumer spends little time on the purchase decision. He seldom ever looks at the technical specifications. Brand loyalties or recommendations of reliable retailer/ dealer drive purchase decisions.

4.Limited inventory of these products (many of which are perishable) are kept by consumer and prefers to purchase them frequently, as and when required.

5.Brand switching is often induced by heavy advertisement, recommendation of the retailer or word of mouth.

Distinguishing features of Indian FMCG Business:

FMCG companies sell their products directly to consumers. Major features that distinguish this sector from the others include the following: - 1. Low Capital Intensity - Most product categories in FMCG require relatively minor investment in plan and machinery and other fixed assets. Also, the business has low working capital intensity as bulk of sales from manufacturing take place on a cash basis. 2. Technology - Basic technology for manufacturing is easily available. Also, technology for most products has been fairly stable. Modifications and improvements rarely change the basic process. 3. Third-party Manufacturing - Manufacturing of products by third party vendors is quite common. Benefits associated with third party manufacturing include (1) flexibility in production and inventory planning; (2) flexibility in controlling labor costs; and (3) logistics - sometimes its essential to get certain products manufactured near the market.

Overview:
The primary goal of this project is to provide information about the various activities performed by Bikano or Bikanervala to their customers.
This project has been designed to highlight the information about the “Competitive analysis of packaged food industry in context of traditional sweets, namkeens, snacks challenges and opportunities ahead” and also “The New Product Development” . The importance of this information is immense for us, being students of Business Management; this information has not only helped us in determining the distribution and market share of the company.
These organizations have a target to be completed in an annual basis. They engage sales person for the tasks that are given a target for a month. They are given certain responsibility like supply goods, make new customer, report about the sales. These organizations do not give dealership to everybody. Firstly, they see that the person is financially strong and capable of successfully handling all the work of that organization. With the help of all these information, we were able to make a comparison of sales and management distribution of Bikaner. One of the main differences between both is that Haldiram’s does not give franchise whereas Bikaner does.

BIKANERVALA FOODS are popular for their passion & spirit to provide Quality Products & the innovative blending of heritage & traditional expertise with modern technology in the both national as well as international market. They are the competent for their eateries, delicious desserts & spicy namkeens all over the world.
The traditional Indian sweet makers have transformed their products with the help of advanced technology into a full-fledged processing food industry.
Bikanervala Foods has satisfied their customers for offering them their best quality products. BIKANERVALA Foods Private LTD. has achieved the distinction for remaining the first Indian Company for the category of their famous & branded products.They has been granted an international benchmark ISO-9001:2008 certificate & such a brand is accepted & has made its faith in the world.
Specialties
* Family Restaurants * Sweet shops * Fast-food outlets * Packaged food products * Snacks * Sweets * Namkeens * Beverages * Small tunk shops * Gifting solution * Corporate gifting * Catering solution

Chapter 2
Company profile

BRIEF HISTORY OF BIKANERWALA
Bikanerwala is one of India’s most prominent families in the business of traditional hospitality products like sweets and namkeens. Their forefathers devoted their lifetime in developing exclusive recipes which are now our proud family secrets. To this wealth of inherited knowledge our new generation has now added another dimension- Modern technology.
Today, Bikanerwala foods Pvt. Ltd. Is an ISO 9001:2000, HACCP and SQF 2000cm certified company with four modern manufacturing units in the national capital region and a chain of 88 outlets in India and abroad, serving vegetarian north Indian cuisine, south Indian, continental, Chinese cuisine and fast food along with a vast variety of traditional Indian sweets and snacks.

Certifications ISO 9001:2000 | HACCP | REGISTRATION | | | | CONCEPT BIKANERWALA
The traditional Indian sweet shop cum restaurant is an experience in itself. Here you can find the pleasure & warmth of traditional Indian Sweets, Namkeens, Chaat & Snacks and 100% pure Vegetarian multi cuisine restaurant which is served & delivered with passion and celebration. Bikanervala’s concept always has been to innovate and yet maintain the original flavour of traditional Indian food with primary focus on quality, hygiene and affordability. Customer satisfaction is like a religion at Bikanervala and that is why we have been able to keep our century old tradition alive. Bikanervala showrooms are located in India, Nepal, UAE & New Zealand.
The Bikanervala franchise is a 100 year old company dealing in sweets and namkeens. The product ranges from tasty and healthy namkeens to Delicious Sweets, syrup and papads. Our products are also used on our national carrier Indian airlines and the railways. We also cater to the international market with traditional sweets and namkeens. We export our products to USA, CANADA, GERMANY, UAE, UK & many other countries. Here at Bikanervala, an ISO 9002 company,the plant is built to meet international standards.

Recently, launched few small franchise outlets named as Bikano Points. Now, total of 8 outlets all over Delhi and NCRS. Also planning to increase this number of Bikano Points within this financial year.

LANDMARK: ISO 9002 CERTIFIED COMPANY
In the continuation of our progress by innovative blending of heritage and traditional expertise with modern technology, Bikanervala Foods Private Limited has achieved the unique distinction of becoming the first Indian Company in this kind of Business in its product category to have been granted ISO-9002 certificate, an internationally accepted Benchmark in more than 90 countries.

Recently got HACCP certification & SQF quality standard. The chain of restaurants & specialty outlets are under the name of Bikanervala Aangan family restaurants & Bikano Points.

About the Opportunity

RESTAURANTS & SPECIALITY OUTLETS
The Bikanervala want to be amongst the masses so that they can reach within a short while, they wish to open Bikanervala in prime location markets frequented by people at all times. To open up a Bikanervala unit the space needed for the showroom is approximately 4,500 sqm which will include the display counters for the bengali sweets,kaju sweets,desi ghee sweets,dry fruits, confectionary items last but not the least the chat section. And to open an Aangan type of QSR, they require for good operation, a space of approximately 3500 sqm .To operate a good restaurant there should be minimum of 100 covers.

At AANGAN of BIKANERVALA one will find vegetarian, north Indian fast food ranging from specialities of Punjab, to fast food to the marvals of Avadh. Other SERVICES provided by restaurants are catering to various parties & social meets.
Bikanervala is one stop online sweet shop available all kind Indian sweets and huge variety food in India. In sweets, Indian sweets, Bengali Sweets & Sweet food of all type. Other than sweets bikano chaat café, snacks, namkeens, pani puri, south & north Indian food.

BIKANO CHAT CAFÉ
Bikano Chat Café is a new age concept of Bikanervala aimed at establishing a strong network in the corporate and the retail segment. It is a chain of fast food restaurants and Tuck Shops serving traditional Indian Chat, Combo Meals, Burger, Pizza and Snacks in a modern hygienic enviornment.Their main focus has been to provide exquisitely packaged traditional food at an affordable price to wherever their customer groups are located, be it corporate houses, malls or even exhibition stalls. Their innovative menu and state-of-the-art manufacturing and delivery systems ensures original flavour from base-kitchen-to-customer.
There can be no greater feeling than appeasing your appetite with the food of your choice at the very moment you want to savor it. Indian foods are just yummy! You cannot resist the temptation of savoring the uncountable delicacies! And types vary - be it meals or sweets or chaat or namkeens, and more, each type is bound to delight your taste buds. It does take time to prepare the various types of food at home except the regular food items for breakfast, lunch, and dinner. To add to the lack of preparation is the lack of time. People are so much stuck by hectic schedules that they prefer having sweet food, chaat, snacks, etc. from restaurants. With obesity and other health issues associated with having food at restaurants, it will be wise on your part to have such items at only those outlets reputed in the market for serving only high quality and nutritional food prepared in adherence to the strictest of hygiene standards. One chain of such a reputed outlet is the Bikano Chaat Café, an offshoot of Bikanervala. At Bikanervala, it is not only Indian sweets, namkeens, chaat like pani puri but also various other delectable food items that are sold.
Bikano Chaat Café is no new identity in the corporate world. It is a strong network in the corporate and the retail segment. The menu of items served include traditional Indian chaat like pani puri, etc., combo meals, burger, pizza, snacks, and more. At the Bikano Chaat Café outlets, you can also buy Bikano namkeens like aloo bhujia, ratlami sev, peanuts, badam lacha, bikeneri bhujia, chana masala, cornflakes mixture, dal moth, ganthiya, kaju mixture, etc. One specialty in the menu in a Bikano Chaat Café is exquisitely packaged traditional food offered at an affordable price. If you have pani puri and other chaat items from here, you won't feel like having it from elsewhere!

Having sweet food after meals is a tradition in many an Indian home. Well sweet food can be had any time of the day and night. The list of Indian sweets is endless. Right from traditional Indian sweets, Bengali sweet food, premium sweets, traditional sweets, the list of sweet food just goes on. Few of the Indian sweets items that you cannot resist savoring include rosogulla, burfi, gujia, halwa, laddoo, gulab jamun, rasmalai, and more. The very taste of the items is bound to enlighten your senses!

BIKANO | | Bikano is our international brand of packaged Sweets, Namkeens, Papad and Sherbets, manufactured to the world standards of hygiene and quality. Bikano’s packaged products have always been a big hit with customers in both India and abroad. Their food products like namkeens, cookies and syrups have made it the most preferred in between meal snack all over the world. Bikano’s concept of constant innovation through the use of modern technology for packaging retains its original flavour for maximum time period. With this vast variety of finest packaged products one can always ready to celebrate a sweet moment , any time , any where. Bikano products are available in Bikanervala & Bikano Chat Cafe showrooms and in leading super markets and retail stores in India & abroad. |

At Bikano Points.

In an excellent example to show our willingness to understand the changing moods of our esteemed customers we have specially offered bikano branded products & few bakery products only at these Bikano Points. * Packed namkeens * Packed sweets * Biscuits & cookies * Fast foods or ready to eat products (sandwich, French fries, burgers, nans etc) * Chaat range (bhel puri, gol gappa, raj kachori, papri chaat etc) * Ice creams & shakes * Soft drinks : tea, coffee, pepsi, soup etc
Required Capital: Rs. 7,500,000 - 15,000,000 (excluding land & building) Location of interest: Open for all Major sites. A 100 year old company
Bikano is an international brand of packaged Sweets, Namkeens, Papad and Sherbets, manufactured to the world standards of hygiene and quality. Bikano’s packaged products have always been a big hit with customers in both India and abroad. Their food products like namkeens, cookies and syrups have made it the most preferred in between meal snack all over the world. Bikano’s concept of constant innovation through the use of modern technology for packaging retains its original flavour for maximum time period. With this vast variety of finest packaged products one can always ready to celebrate a sweet moment , any time , any where. Bikano products are available in Bikanervala & Bikano Chat Cafe showrooms and in leading super markets and retail stores in India & abroad. VISION: | | To savour and share the century old culinary heritage of Bikanervala with ultimate taste and relishing freshness and ensuring superior customer experience by providing highest standards of product quality & service. | | | |

MISSION: Review, recreate and rediscover the trend of healthy eating and innovate and invent fresh new methods to nourish and delight everyone we serve. GOAL: To provide customers perfect taste and quality in best of packaging.

Basic Distribution Channel

International Award:
Traditionally, Bikano has always been well for its exquisite Indian snacks the world over. And it has been growing at an amazing 200 percent since past 2 yrs which is a testament of its demand in the foreign countries. Usa, Canada, UK, Germany, Australia, Singapore and Middle-East are few countries where their products are in high demand.
Highest standards of quality are employed both during the production of their snacks and savories. It is because of this reason, they have been awarded ISO 9001 : 2000 BY UL India ltd. Bikano is also a HACCP and SQF CM certified organisation by SGS india ltd. The quality standards are in line with the requirements of FDA according to Australian and New zealand regulations. Bikano also has a large distributor network across the world, which ensures its products get a wide reach.

Competitors
Competition, when used in a business sense, means a rivalry between companies that sell similar products or services.
Competitive impact means the ability to effectively compete with other businesses.
Haldirams and Lehar are major competitors of Bikano.
In Sweets, Bikano is termed as better than Haldirams and Lehar. Bikano is termed best and has achieved the best prize in sweets sector. While in snacks and namkeens Haldiram is termed better than Bikano and Lehar.
While there are some local brands of namkeens such as Pooja, Nanaji etc which also have some share in the market.

SWOT ANALYSIS

Strength 1. Quality 2. Knowledge 3. Manpower 4. Pricing. 5. Packaging. | Weaknesses 1. Low Advertising Budget. 2. Traditional Management Style. 3. Manufacturing process not completely automatic. | Opportunity 1. Growing Food Industry. 2. Changes in the Consumers Taste and Preferences. 3. Increase in the Purchasing Power of Families. | Threat 1. Availability of substitute goods. 2. Health conscious customers. 3. Increasing competition from Indian and MNC food companies. |

Chapter 3
Marketing mix

The Marketing Mix
The objective of the project is to study on the basis of 4P’s of marketing mix:
• Product
• Price
• Place
• Promotion
The project is to understand the consumer attitude and buying behavior Towards Bikanervala products and its other competitors...why they use these products.

1) Products
Bikanervala offered a wide range of products to its customers. The product range included namkeens, sweets, sharbats, bakery items. However, namkeens and sweets remained the main focus area for the group contributing close to 60% of its total revenues.

NAMKEENS * Aloo Bhujia * Aloo Lachha * Badam Lacha * Bikanervalai Bhujia * Boondi * Chana Masala * Cornflakes Mixture * Dal Moth * Ganthiya * Kaju Mixture * Kashmiri Mixture * Khata Meetha * Khokha Bhujia * Matar Masala * Moong Daal * Navratan Mixture * Peanut Masala * Peanuts * Ratlami Sev * Tasty

SNACKS * Bhakar Badi * Bhel Puri * Chatax * Crunchy Munchy * Krispers * Mini Kachori * Mini Samosa * Natkhat Nimbu * Panipuri * Pudina Mathi * Punjabi Punch

SWEETS * Boxed Sweets * Tin Sweets

BAKERY * Ajwain Cookies * Assorted Cookies * Atta Pati * Fruit Cake Rusk * Jeera Cookies * Kaju Pista Cookies * Marble Cookies * Plain Rusk * Premium Cookies * Teen Badam

SYRUPS * Aam Panna Syrup * Badam Syrup * Jeera Shikanji Syrup * Khus Syrup * Orange Syrup * Rose Syrup * Thandai Kesaria 2) Pricing
Bikanervala offered its products at competitive prices in order to penetrate the huge unorganized market of Namkeens and sweets. The company's pricing strategy took into consideration the price conscious nature of consumers in India... * Price: - The price is different for different product varies with quantity. * Discount: - Depends upon the sales executive, and retailer’s bargaining and as different scheme. * Allowance: - Fixed, as per distributor target and companies target to the salesperson. * Public relations: - Marketing sales executive pays a visit to retailer Time to time. * Sales executive: - Create new counters for that particular distributor on which he is working.

3) Place
Bikanervala developed a strong distribution network to ensure the widest possible reach for its products in India as well as overseas. From the manufacturing unit, the company's finished goods were passed on to carrying and forwarding (C&F) agents.
One of the most important thing any companies is the place. When the company sales its product and for a good sales volume, the listenable things are segmenting targeting, and positioning is must. For this work the company recognized its customer i.e. who are the customer and where are they. Then he starts working. The coupon its customer and market place. Then target them and after all it creates a position in the customer mind.
The Haldirams & Bikanervalavala work in two ways since it is the market leads in Namkeen market so, it does not care of its competitor and need not to work more for its promotion and position due to its quality and brand name , but for chips its work regularly.

4) Promotion
Bikanervala product promotion had been low key until competition intensified in the snack foods market. The company tied with 'Profile Advertising' for promoting its products. Consequently, attractive posters, brochures and mailers were designed to enhance the visibility of the bikano’s brand.
Scheme like scratch coupon, Discount coupon, Bags, Caps, T- shirt, Winch eaters etc. are given to retailer and customer * TAGLINE:- “Sab Kahte Hain” * ONLINE PRESENCE: Facebook, Orkut, and other Online Shoping Sites. * Hoardings and advertisements in various print media. * Window display at its family restaurant and other Bikanervala franchise outlet.

Chapter 4
Main chapter

COMPETITIVE ANALYSIS :
The two major competitors of bikano are Haldirams and Lehar.
HALDIRAMS
Haldiram has grown both in domestic and international market. Today Haldiram is known for matchless quality, packaging, efficient supply chain management, distribution network and zero impurity. Company uses best technology for its all manufacturing units and special attention is given to packaging due to which shelf life of namkeen has been increased to six months. The Aggarwals family that owned Haldiram group always paid attention to need of customers in order to expand. For this the company offers wide range of variety catering to needs of Haldiram has been rightly termed as Taste of Tradition. Known for its unbeatable taste in Mithais and Namkeen segment, Haldiram is an household name now. It was in year 1937 in Bikaner, when Ganga Bishen started selling Bhujia sev in Bikaner and it became so popular within city that even tourist coming to the city prefer to buy it. Then in 1941, the name 'Haldiram's Bhujiawala' was used for the first time. Then after they expanded business in Kolkata followed by another unit in Nagpur, and in 1983 first retail outlet was opened in Delhi.
In early nineties, there was conflict within the group and they had to split. Prabhu shankar who was handling Kolkata unit filed complaint against Delhi and Nagpur units, alleging breach of contract when sweet shop was opened in Delhi in 1991. Final judgment came from court in 1999 leading to formal split into group leading to three different companies with specific territories. However, boundaries remains on paper, each company tries to penetrate into others region and competitors take advantage of the same.
In the early 1990s, because of the conflict within the Aggarwals family, Haldiram's witnessed an informal split between its three units as they started operating separately offering similar products and sharing the same brand name. In 1999, after a court verdict these units started operating as three different companies with clearly defined territories. This split had resulted in aggressive competition among themselves for a higher share of domestic and international markets.
Haldiram product range from namekeen, sweets, sharbat, dairy product, ice cream, snacks, dairy and bakery products, from this highest contribution comes from namkeen. Company’s Nagpur unit alone manufactures 51 varieties of namkeen, Delhi 25 and Kolkata 37. Company varied product tastes according to preference of customers residing in different parts of the country.
Haldiram group has well managed distribution network, which has its reach for its products in country as well as other parts of world. Carrying forward (CFs) agents of company collect goods from manufacturing unit who pass them to distributors, who in turn send them to retail outlets. Haldiram has entered into e-retailing also, they have tied up with indiatimes to sell their products. This clearly shows that the company that has its roots in traditional India is innovating with time and this is what a successful company does. Innovation and marketing is a key to success for Haldirams. Few of the examples of innovation strategies adopted by Haldirams’ is the use of mineral water in the preparation of pani puri and chat papri to attract customers who are very conscious about the hygiene of the Namkeens and Snacks sold in the country. At one point of time Haldiram had tied up with irctc to sell evening snacks in Rajdhani and Shatabadi express.
Haldirams has very well understood the intensity of competition in this highly diversified market so they have tied up with Profile Advertising, which designs attractive posters, brochures to facilitate the brand. Visual merchandising of showroom and retail outlet is enhanced by displaying products on special racks. Through these strategies, Haldiram is posing a tough fight to its competitors which include not only Agarwals, Nathus and Bikanerwala, and but also to Pizza chains like Pizza hut, Mc Donald’

Famous Haldiram’s Products (Namkeens)

* SHAHI MIXTURE: Mildly-spiced mixture of exotic ingredients like Almonds, Pistachio nut, Cashew nuts, Spinach & Musk melon seeds, Moong pulses & Gram flour (Packaging :- 200 gms)

* CORNFLAKES MIXTURE: Mildly-spiced mixture of fried Cornflakes, Cashew nuts, shredded Potatoes, Gram flour, Spinach, Raisins, Sesame & Poppy seeds (Packaging :- 400 gms 200 gms & 90 gms)

* BHUJIA: Tangy preparation of fried Moth pulse flour & Gram Flour. (Packaging :- 400 gms, 200gms, 90 gms & 35 gms.)

* KASHMIRI MIXTURE: salty mixture of fried Moong pulse, Spinach leaves, Cashewnuts, Musk melon seeds, Gram flour & Potatoes. Packaging: - 400 gms, 200 gms & 90 gms.)

* KHATTA MEETHA: sweet ‘n sour snack made of Peanuts, Gram pulses & Peas.(Packaging :- 400 gms, 200 gms, 90 gms & 35 gms)

HALDIRAMS SWEETS

LEHAR
Brand History
Lehar was launched in 1996, with innovative small packs and traditional flavours. The brand positioned itself by emphasizing its irresistible taste and using modern imagery.
Lehar was re-launched in 2006 and positioned itself using the plank ‘Taste zyaada kyunki oil taza’. It promised to deliver good taste through the use of fresh oil in the manufacturing process.
Brand Advantage
With the tag line ‘The Joy of Sharing- Khao Khilao Khushiyan Badhao.’, the brand promises to deliver irresistible namkeens to consumers.

Lehar : ‘Quality in Every Bite’

Lehar are great-tasting, high-quality, Indian and fresh!
Quick Brand Facts
In 2010 moved in extruded, potato chips and bridge
Launched in 1996 and re-launched in 2006
Lehar Namkeen product list * Lehar Navratan Mix * Lehar Aloo Bhujia. * Lehar Chatpata Mix * Lehar Shahi Mix * Lehar Namkeen Karare Peanuts * Lehar Moong Dal * LeharKhatta Meetha * Lehar Namkeen Nut Craker

“During survey it was found that in namkeens, haldirams is the most preferred brand by the customers or say, they are more loyal towards haldirams instead of Lehar and Bikano while amongst sweets Bikano is the most preferrable brand.”

NEW PRODUCT DEVELOPMENT

Introduction
Development of a new products is a continuous function of marketing management in the present-day environment. The products offered by a firm to the customers must be suitable to meet the changing needs of the customers. Businessmen must make a detailed study of the market in relation to the products. New products mean new profits.

What is Product Development?
Product development includes a number of decisions, namely, what to manufacture or buy, how to have its packaging, how to fix its price and how to sell it.
New product development consist of the creation of new ideas, their evaluation in terms of sales potentials and profitability, production facilities, resources available, designing and production testing and marketing of the product. The main task of the product planners is to identify specific customer needs and expectations and align company’s capabilities with the changing market demands. In each of these stages, the management must decide: (a) whether to move to the next stage, (b) to abandon the product, (c) to seek additional information.

Stages in New Product Development
Product development just not happen, it has to be planned. Dynamic firms plan their innovations for five to ten years in advance. They have a definite idea of exactly what product developments they want and what new products they will need to cater to the demands of their customers.

1.BIKANO KRISPERS Product Description
Recently bikano launched “krispers” which is a Multi-grain products that includes different grains such as Oat, wheat, corn, maize etc. Krispers Masala Fun is Packet of krispy, taste and fun. Stay tuned for Krisper mania! * You can enjoy Krispers with tea * Availability
Rs. 5/- Rs. 10/- and Rs. 20/-

Promotion of Krispers
Our Promotion team had done Fabulous job in promoting our new product “Krispers” in Delhi haat.

Why people like “Krispers”? * Very krispy and tasty. * Multi-grain product which is good for health and that is the best thing about the product. * Good response and widely accepted by youngster.

Why people Dislike “Krispers”? * Less quantity. * No Toy inside the packet.

2.BIKANO CRUNCHY MUNCHY

Product Description
Bikano, the packaged food division of Bikanervala launched Bikano Crunchy Munchy, available in two flavours - Masala Masti and Pizza Fun. Crunchy Munchy Masala Masti is made of Rice flour, Potato solid, Gram with great Indian spices combination. Whereas, Crunchy Munchy Pizza Fun is created with the east meets the west concept considering the younger generation in mind.
Priced at Rs.5, Rs.10 and Rs.20/-, Crunchy Munchy will be available across Delhi-NCR, Punjab, Haryana, Rajasthan, UP, Uttaranchal, J&K, HP, MP and Maharashtra’s local and neighborhood kirana stores. Crunchy Munchy will also be available at all Bikanervala outlets and Bikano Chat Café’s.
Availability
Rs. 5/- Rs. 10/- and Rs. 20/-

Why people like “Bikano Crunchy Munchy”? * BIKANO brings a new taste to your platter from its innovative blend of tradition and technology. This spicy namkeen is always a favourite at cocktails and teatime. * Available in two flavours - Masala Masti and Pizza Fun.
Why people Dislike “Bikano Crunchy Munchy”? * Low quantity.

3.BIKANO PUNJABI PUNCH Product Description * BIKANO brings a new taste to your platter from its innovative blend of tradition and technology. This spicy treat is a favourite any time snack. * Great new snack from Bikano. Tomato, Citrus and Red Pepper taste. * Availability
Rs. 5/- Rs. 10/- and Rs. 20/-

4.SOAN PAPDI
Product Description * Taste the magical blend of real pure ghee, dry fruits and gram flour with BIKANO soan papdi. You will surely enjoy its irresistible taste. * Available in two flavor “Orange” and “chocolate” * Attractive color attract kids.

5.BIKANO CHATAX Product Description * Tangy tasty rice & corn puffs a snack for fun time. * Available in pudina flavor also * Krispy and delicious * Availability
Rs. 10/- and Rs. 20/-

6.BIKANO RINGZZ Product Description * What makes this product so special is its unique combination of irresistible taste, healthy ingredients, and a whole lot of fun! * Tangy tomato * Its unique ring shape has captured the hearts and fingers of two generations of children! * Baked, not fried, Bikano Ringzz! have a lower fat content than most popular snacks. * Free Gift inside

7.BIKANO SHAHI MIXTURE

Product Description
A rich mixture of nuts like almonds and cashews, along with roasted moong dal and gram flour.
Ingredients: Cashew Nuts, Peanut Oil, Split Green Gram Pulse, Gram Flour, Cucumber Seeds, Spinach, Almonds, Pistachio, Sesame Seeds, Salt, Mango Powder, Black Pepper, Red Chilli, Clove, Nutmeg, Mace, Cinnamon, Ginger, Cardamom, Citric Acid.

* Bikano Shahi Mixture is spicy blend of pulses, Nuts and Musk Melon Seeds. * Positive reactions for Bikano Shahi Mixture and It deliberately impress the younger youth.
Bikano Shahi Mixture taste, flavor, appearance is quite impressive and it is ready to counter Lehar’s Shahi Mix in mass market.

8.PUFEEZ (MASALA & TOMATO)

Product description
We are an eminent name in the field of processing Bikano pufeez. Prepared using high quality spices and ingredients, these puffs are delicious in taste and rich in aroma. These snacks make a healthy option for tea-time meal and can also be eaten along with drinks. * People can avail these from us at most affordable prices. * Available in Tomato flavor also.
Observation: Findings indicate that Pufeez can be sent for market launch with following improvement: * Appearance must be improved vis-à-vis leading player. * Flavor needs uniform coating on each puff. * On Taste parameter ‘Pufeez’ got positive response.

PRODUCT FAILURE:
When a product does not reach the target of sales and profits, it is said to fail. Product failure wastes the money, material, energy and time spent on product development apart from defeating the objectives of the firm.
Symptoms of product failure include the following: (a) Declining sales volume; (b) Declining profit margins; (c) Higher than expected costs; (d) Higher than expected investments costs.

The important causes of failure of a product may include the following: (1) Conception of product idea or specification of the product may be faulty. (2) Design of product may not match with the needs of the customers. (3) The strengths of competition may not be properly studied. (4) Cost of production may be higher than the estimated cost. (5) The product performance may be unsatisfactory. (6) Technical and production problems might have been underestimated. (7) Products may be introduced to the market untimely. (8) Inadequate promotion. (9) Faulty pricing of the product. (10) Poor packaging, inappropriate size, etc.
When a firm makes improvements in the existing product, by changing its quality, size, form or design etc., the process is said to be product modification. when changes are made, the existing product may look almost new. The purpose of this change is to increase the sales or to attract the customers.
Modification may facilitate: (a) Satisfying the additional needs of the buyers, (b) Upgrading or downgrading the quality of a product to suit the market- rich or poor, (c) Changing to attractive design, color, shape etc, (d) Meeting the customers demand.

Chapter 5
Analysis and findings

DATA ANALYSIS AND FINDINGS

Sensory Report - External
Brands : Pufeez and Oyes
Product/Flavor : Masala
TG : Mix
Target Market : West & North-West Delhi

Objective: To compare consumer taste & preferences at predefined parameters without disclosing Brand name.

Sample Size : 117
Parameters : Appearance, Flavor & Taste
Marks Assigned : 25 each

Summary: Division of total sample size against marks obtained from different people, at different places as per given parameters.

MARKS | GRADE | Appearance | Flavor | Taste | | | Oyes | Pufeez | Oyes | Pufeez | Oyes | Pufeez | 0--10 | Poor | 1 | 23 | 0 | 1 | 1 | 0 | 11--15 | Average | 12 | 19 | 12 | 7 | 6 | 11 | 16--20 | Good | 60 | 52 | 54 | 74 | 72 | 33 | 21--25 | Excellent | 44 | 23 | 51 | 35 | 38 | 73 |

Appearance:

Flavor:

Taste:

Observation: Findings indicate Pufeez – Masala on ‘Appearance’ parameter size and shape need to be increased and flavor coat should be uniform on each masala puff.

Pufeez vs Oyes (Masala) – All together

MARKS | GRADE | Oyes | Pufeez | Oyes | Pufeez | 0--30 | Poor | 0 | 1 | 0.00% | 0.85% | 31--45 | Average | 3 | 5 | 2.56% | 4.27% | 46--60 | Good | 55 | 76 | 47.01% | 64.96% | 61--75 | Excellent | 59 | 35 | 50.43% | 29.91% |

Marks Obtained BRAND | APPEARANCE | FLAVOUR | TASTE | TOTAL | OYES Masala | 2321/2925 | 2353/2925 | 2313/2925 | 6987/8775 | Pufeez Masala | 1945/2925 | 2244/2925 | 2429/2925 | 6618/8775 |

BRAND | APPEARANCE | FLAVOUR | TASTE | TOTAL | OYES Masala | 79% | 80% | 79% | 80% | Pufeez Masala | 66% | 77% | 83% | 75% |

Sensory Report - External
Brands : Pufeez and Oyes
Product/Flavor : Tomato
TG : Mix
Target Market : West & North-West Delhi

Objective: To compare consumer taste & preferences at predefined parameters without disclosing Brand name.
Sample Size : 136
Parameters : Appearance, Flavor & Taste
Marks Assigned : 25 each

Summary: Division of total sample size against marks obtained from different people, at different places as per given parameters.

MARKS | GRADE | Appearance | Flavor | Taste | | | Oyes | Pufeez | Oyes | Pufeez | Oyes | Pufeez | 0--10 | Poor | 10 | 11 | 1 | 0 | 2 | 0 | 11--15 | Average | 18 | 27 | 14 | 8 | 10 | 6 | 16--20 | Good | 63 | 83 | 50 | 68 | 43 | 30 | 21--25 | Excellent | 45 | 15 | 71 | 60 | 81 | 100 | Appearance:

Flavor:

Taste:

Observation: Findings indicate that Pufeez can be sent for market launch with following improvement: * Appearance must be improved vis-à-vis leading player. * Flavor needs uniform coating on each puff. * On Taste parameter ‘Pufeez’ got positive response.
Pufeez vs Oyes (Tomato) – All together MARKS | GRADE | Oyes | Pufeez | Oyes | Pufeez | 0--30 | Poor | 1 | 0 | 0.74% | 0.00% | 31--45 | Average | 11 | 10 | 8.09% | 7.35% | 46--60 | Good | 43 | 60 | 31.62% | 44.12% | 61--75 | Excellent | 81 | 66 | 59.56% | 48.53% |

Remark: * Parameter ‘Appearance’ finding is making ‘Pufeez’ prospectus negative; if we can improve the ‘Appearance’ thereafter ‘Pufeez’ will be ready for market launch.

Marks Obtained BRAND | APPEARANCE | FLAVOUR | TASTE | TOTAL | OYES Tomato | 2587/3400 | 2774/3400 | 2843/3400 | 8204/10200 | Pufeez Tomato | 2340/3400 | 2719/3400 | 2951/3400 | 8010/10200 |

BRAND | APPEARANCE | FLAVOUR | TASTE | TOTAL | OYES Tomato | 76% | 82% | 84% | 80% | Pufeez Tomato | 69% | 80% | 87% | 79% |

Sensory Report - External
Brands : Ringzz and Crax
Product/Flavor : Tomato
TG : Mix
Target Market : West & North-West Delhi

Objective: To compare consumer taste & preferences at predefined parameters without disclosing Brand name.
Sample Size : 454
Parameters : Appearance, Flavor & Taste
Marks Assigned : 25 each

Summary: Division of total sample size against marks obtained from different people, at different places as per given parameters. MARKS | GRADE | Appearance | Flavor | Taste | | | Crax | Ringzz | Crax | Ringzz | Crax | Ringzz | 0--10 | Poor | 1 | 45 | 3 | 36 | 1 | 10 | 11--15 | Average | 16 | 288 | 25 | 238 | 22 | 136 | 16--20 | Good | 241 | 121 | 251 | 180 | 247 | 284 | 21--25 | Excellent | 196 | 0 | 175 | 0 | 184 | 24 | Appearance:

Flavor:

Taste:

Observation: Considering our late entry in this segment and consumer’s certain taste for this product. We have no other option except improving our “RINGZZ” better than leader’s “CRAX”.
RINGZZ vs CRAX (Tomato) – All together MARKS | GRADE | Crax | Ringzz | Crax | Ringzz | 0--30 | Poor | 0 | 16 | 0.00% | 5.33% | 31--45 | Average | 6 | 197 | 2.00% | 65.67% | 46--60 | Good | 240 | 241 | 80.00% | 80.33% | 61--75 | Excellent | 208 | 0 | 69.33% | 0.00% |

Marks Obtained BRAND | APPEARANCE | FLAVOUR | TASTE | TOTAL | Crax Tomato | 9107/11350 | 8935/11350 | 8994/11350 | 27037/34050 | Ringzz Tomato | 6250/11350 | 6647/11350 | 7591/11350 | 20488/34050 |

BRAND | APPEARANCE | FLAVOUR | TASTE | TOTAL | Crax Tomato | 80% | 79% | 79% | 79% | Ringzz Tomato | 55% | 59% | 67% | 60% |

Sensory Report - External
Brands : Lehar and Bikano
Product/Flavor : Shahi Mix
TG : Mix
Target Market : West & North-West Delhi

Objective: To compare consumer taste & preferences at predefined parameters without disclosing Brand name.
Sample Size : 96
Parameters : Appearance, Flavor & Taste
Marks Assigned : 25 each

Summary: Division of total sample size against marks obtained from different people, at different places as per given parameters. MARKS | GRADE | Appearance | Flavor | Taste | | | Lehar SM | Bikano SM | Lehar SM | Bikano SM | Lehar SM | Bikano SM | 0--10 | Poor | 1 | 0 | 1 | 0 | 1 | 0 | 11--15 | Average | 12 | 9 | 10 | 1 | 7 | 5 | 16--20 | Good | 59 | 57 | 49 | 51 | 55 | 35 | 21--25 | Excellent | 24 | 30 | 36 | 44 | 33 | 56 | Appearance:

Flavor:

Taste:

Observation: Findings indicate our Shahi Mix is ready to counter Lehar’s Shahi Mix in mass market.

Lehar SM vs Bikano SM – All together MARKS | GRADE | Lehar SM | Bikano SM | Lehar SM | Bikano SM | 0--30 | Poor | 0 | 0 | 0.00% | 0.00% | 31--45 | Average | 3 | 0 | 3.13% | 0.00% | 46--60 | Good | 58 | 49 | 60.42% | 51.04% | 61--75 | Excellent | 35 | 47 | 36.46% | 48.96% |

Marks Obtained BRAND | APPEARANCE | FLAVOUR | TASTE | TOTAL | Lehar SM | 1825/2400 | 1839/2400 | 1856/2400 | 5520/7200 | Bikano SM | 1896/2400 | 1954/2400 | 1993/2400 | 5843/7200 |

BRAND | APPEARANCE | FLAVOUR | TASTE | TOTAL | Lehar SM | 76% | 77% | 77% | 77% | Bikano SM | 79% | 81% | 83% | 81% |

Note – Where SM stand for ‘Shahi Mixture’

Sensory Report - External
Brands : Chatax and Kurkure
Product/Flavor : Masala
TG : Teenager/Youngster
Target Market : South Delhi

Objective: To compare consumer taste & preferences at predefined parameters without disclosing Brand name.
Sample Size : 300
Parameters : Appearance, Flavor & Taste
Marks Assigned : 25 each

Summary: Division of total sample size against marks obtained from different people, at different places as per given parameters. MARKS | GRADE | Appearance | Flavor | Taste | | | Chatax | Kurkure | Chatax | Kurkure | Chatax | Kurkure | 0--10 | Poor | 3 | 1 | 4 | 0 | 4 | 0 | 11--15 | Average | 7 | 10 | 10 | 6 | 7 | 5 | 16--20 | Good | 138 | 126 | 183 | 118 | 186 | 108 | 21--25 | Excellent | 152 | 163 | 103 | 176 | 103 | 187 |

Appearance:

Flavor:

Taste:

Observation: We must improve Chatax taste. Grade excellent shows noticeable gap between Chatax and Kurkure.

Chatax vs Kurkure (Masala) – All together as per Market Survey MARKS | GRADE | Chatax | Kurkure | Chatax | Kurkure | 0--30 | Poor | 1 | 7 | 0.33% | 2.33% | 31--45 | Average | 6 | 5 | 2.00% | 1.67% | 46--60 | Good | 165 | 80 | 55.00% | 26.67% | 61--75 | Excellent | 128 | 208 | 42.67% | 69.33% |

Chapter 6
Conclusion

There is high awareness level for different Haldiram’s products amongst the customers, retailers and whole sellers. From the survey of customers and wholesalers in Delhi it was noticed that most of the people consume Haldiram namkeens and Bikano sweets and same as with wholesalers they keep more Haldiram namkeens and Bikano sweets. Other brand namkeens which also occupy a major share are Lehar, Crax and other local products. Market share of Haldiram namkeens and Bikano sweets is more than double of its competitors.

From the data collected it is clear that while promoting any brand the foremost considerations are good demand and good margin followed by regular supply and next come brand names. Majority of wholesalers followed by Baldiram’s namkeen followed by Bikano, Lehar, Crax, Babaji and Nanaji in that order.

Average annual sale come out to be highest for Haldirams namkeen followed by Bikano, Lehar, Nanaji and other local brands. Average annual sale come out to be highest for Bikano sweets followed by Haldirams and other brands.

Brand awareness for Haldiram is very high. There is significantly high brand loyalty for Haldiram’s product amongst its consumers. While, In terms of packaging, the product of Bikano are termed to be better than Haldirams, Lehar, Crax and other products.

Chapter 7

Recommendations

1. It is general complaint that there is a big communication gap between the company and the retailers and no one is to solve their problem so, the company should take some steps to reduce the gap.

2. There should be wall paintings or banners in canteens of Bikanervala product because the competitors are providing many facilities like this.

3. Distributors should send the ready stock so that the delivery man do not suffers the problems when the retailer demands in emergency.

4. Bikano need to increase positioning stratagies in “Namkeen” industry.

5. From the data it’s quite clear that while promoting any brand the foremost considerations are good demand & margins followed by regular supply and next comes brand name.

6. Market share of Bikano’s namkeen is Less than half of its competitors like Haldiram’s and other local Brands.

7. Average annual sale come out to be highest for Haldiram’s namkeen followed by Lehar, Bikano, local brand like namkeens, Pooja namkeen, Shah namkeen etc.

8. The awareness of Haldiram’s product comparative to Bikano is high among the wholesalers and consumers.

Bibliography

Website:- http://www.flex-news-food.com/img/india.snack.3.jpg http://www.articlesbase.com/desserts-articles/the-indian-snack-industry-and-bikano-namkeen-4292845.html http://www.bikano.com/ http://www.bikano.com/distribution-network.aspx http://www.bikano.com/product-details.aspx?id=5 http://www.bikanouk.com/ http://www.fgc.org.nz/careerpaths/whyfmcg.asp Books:-
Marketing management: Author- Philip Kotler & Kevin Lane Keller. Edition- 13th Edition. Publisher- Prentice Hall
Marketing management: Author- Dr. T.N. Chhabra and Dr. S.K. Grover. Edition- Fourth Revised Edition. Publisher- Dhanpat Rai & Co. (Pvt.) Ltd.

Annexure SENSORY EVALUATION FORM

Name of the Product: S. No. | Maximum marks | Sample A | Sample B | Sample C | Sample D | 1 | 25 | | | | | 2 | 25 | | | | | 3 | 25 | | | | | 4 | 25 | | | | | Total (overall Marks) | 100 | | | | |

Can be cuminated if over all marks fall in the range as follows :-
91-100-------- Excellent, - 81-90 --------- Good – 71-80, --------- Average, - <70 -------- Poor
Name : -
Contact no. : - Signature

Wholesaler Survey 1. How many brands do you deal with? a. Haldiram b. Bikano C. lehar D. Any other……..

2. How many categories of product you deal with? a. Namkeen d. Sweets b. Snacks e. Syrup c. Papad f. All

3. Which category of product line has maximum consumption in your shop?
Specify the category ………………………………………………………………………………………….

4. Please rate the product in term of quality and taste? Brand | Excellent | Good | Average | Poor | Haldirams | | | | | Bikano | | | | | Lehar | | | | | Other (Specify Name) | | | | |

5. Please rate the product in term of packaging? Brand | Excellent | Good | Average | Poor | Haldirams | | | | | Bikano | | | | | Lehar | | | | | Other (Specify Name) | | | | |

6. What is your prime expectation from company? a. Service c. Scheme/Discount b. Good margin d. All

7. Why does consumer buy any product? (Rate among 1-6 priority wise) Brand | Brand Name | Taste & Quality | Packaging | Price | Scheme | Availablity | Haldirams | | | | | | | Bikano | | | | | | | Lehar | | | | | | | Other (Specify Name) | | | | | | |

8. Please Share average estimated monthly sale in Rs. Of following? Brand | Namkeen | Sweet | Total | Haldirams | | | | Bikano | | | | Lehar | | | | Other similar products | | | |

Shop Name…………………………….. Contact Person……………………………..
Mobile no………………………………. Address……………………………………..