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Table of Contents Page no.AKNOWLEDGEMENT ...................................................................................... Error! Bookmark not defined.
DECLARATION ................................................................................................ Error! Bookmark not defined.
ABSTRACT ....................................................................................................... Error! Bookmark not defined.
1. INTRODUCTION ..................................................................................................................................... 1
1.1 PURPOSE AND SCOPE OF THE PROJECT ........................................................................................ 1
1.2 OBJECTIVES OF THE STUDY ................................................................................................................. 2
1.3 RESEARCH METHODOLOGY .......................................................................................................... 2
1.3.1 RESEARCH DESIGN ....................................................................................................................... 2
1.3.2 SAMPLING DESIGN ....................................................................................................................... 3
1.3.3 SAMPLING .................................................................................................................................... 4
1.3.4 COLLECTION OF DATA: FIELD WORK ............................................................................................ 4
1.3.5 STATISTICS TOOL .......................................................................................................................... 5
1.4 LIMITATIONS OF THE STUDY ............................................................................................................... 5
1.5. LITERATURE REVIEW .......................................................................................................................... 6
2. INDUSTRY ANALYSIS .................................................................................................................................. 7
2.1 AN INTRODUCTION TO THE INDIAN DAIRY INDUSTRY ....................................................................... 7
2.2 AN INTRODUCTION TO THE INDIAN ICE CREAM INDUSTRY ............................................................... 9
2.3 MAJOR PLAYERS IN THE INDIAN ICE CREAM INDUSTRY ................................................................... 11
2.4 MAJOR PLAYERS IN THE HYDERABAD ICE CREAM MARKET ............................................................. 14
3. PRIMARY TABULATION AND INTERPRETATION ...................................................................................... 18
3.1 PENETRATION IN THE MARKET ......................................................................................................... 18
3.2 DEMOGRAPHIC DISTRIBUTION ......................................................................................................... 20
3.3 TYPE OF ICE-CREAM .......................................................................................................................... 21
3.4 FLAVORS ............................................................................................................................................ 22
3.5 TYPE OF PACKAGING ......................................................................................................................... 23
3.6 SOURCE OF INFORMATION ABOUT NEW VARIANT TO THE RETAILERS ........................................... 23
3.7 SALES ................................................................................................................................................. 24
3.8 FACTOR ANALYSIS ............................................................................................................................. 26
3.8.1 TRADE PROMOTION POLICY ...................................................................................................... 26
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3.8.2 CHARACTERISTICS OF ICE CREAM INDUSTRY ............................................................................. 29
3.9 FACTORS AT A GLANCE ..................................................................................................................... 31
3.9.1 FACTORS FOR TRADE PROMOTION POLICY ............................................................................... 31
3.9.2 FACTORS FOR ICE CREAM INDUSTRY CHARACTERISTICS ........................................................... 33
3.10 FACTORS AT A GLANCE: COMPARISON OF AMUL WITH INDUSTRY ............................................... 36
3.10.1 TRADE PROMOTION POLICY .................................................................................................... 36
3.10.2 FACTOR FOR CHARACTERISTICS ............................................................................................... 37
3.11 COMPARISON OF AMUL WITH KWALITY WALLS ............................................................................ 40
3.11.1 TRADE PROMOTIN POLICY .................................................................................................. 40
3.11.2 INDUSTRY CHARACTERISTICS ................................................................................................... 42
4. CONCLUSIONS ......................................................................................................................................... 44
5. RECOMMENDATION ............................................................................................................................... 46
6. ANNEXURE .......................................................................................................................................... 47
ANNEXURE I QUESTIONNAIRE ............................................................................................................. 47
ANNEXURE II- FACTOR ANALYSIS (TRADE PROMOTIONAL POLICIES) ..................................................... 53
ANNEXURE III- FACTOR ANALYSIS (CHARACTERISTICS) .......................................................................... 56
7. REFERENCES ............................................................................................................................................ 61
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LIST OF FIGURES Page no.
Figure 1 The Indian dairy exports and projected exports volume. ............................................................... 8
Figure 2 Market share of various brands .................................................................................................... 10
Figure 3 Market share of Branded and Grey market .................................................................................. 10
Figure 4 Market share of various Flavors.................................................................................................... 11
Figure 5 Market share of single and multi brands retailers ........................................................................ 18
Figure 6 Single and Multi brand outlet of various brands .......................................................................... 18
Figure 7 Share of single and multi brand retailers in various areas............................................................ 19
Figure 8 Incidence of visits of various age-group ....................................................................................... 20
Figure 9 Preference of type of ice- cream .................................................................................................. 21
Figure 10 Sales of the various flavors ......................................................................................................... 22
Figure 11 Preference of various packagings ............................................................................................... 23
Figure 12 New variants' information source............................................................................................... 24
Figure 13 Market share of brands ............................................................................................................... 24
Figure 14 Annual sale of various brands seperated in weekdays and weekend. ....................................... 25
Figure 15 Variables of pecuniary benefits to retailers. ............................................................................... 31
Figure 16 Variables of back-up policy. ........................................................................................................ 32
Figure 17 Variables for complimentary policy factor.................................................................................. 32
Figure 18 Variables related to product characteristics. .............................................................................. 33
Figure 19 Variables related to competence ................................................................................................ 34
Figure 20 Variables related to demand. ..................................................................................................... 35
Figure 21 Comparison of back-up policies of Amul and Industry. .............................................................. 36
Figure 22 Comparison of pecuniary befits to retailers By Amul and industry. ........................................... 36
Figure 23 Comparison of complimentary policy by Amul and Industry ..................................................... 37
Figure 24 Comparison of competence factor. ............................................................................................ 37
Figure 25 Comparison of product features. ................................................................................................ 38
Figure 26 Comparison demand management. ........................................................................................... 39
Figure 27 Comparison of Pecuniary benefit by Amul and Kwality walls..................................................... 40
Figure 28 Comparison of back-up policy of Amul and Kwality Walls ......................................................... 41
Figure 30 Complimentary policy of Amul and Kwality Walls. ..................................................................... 41
Figure 31 Competence factor of Amul and Kwality walls. .......................................................................... 42
Figure 32 Product features of Amul and Kwality walls. .............................................................................. 43
Figure 33 Demand management of Amul and Kwality Walls. .................................................................... 43
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LIST OF TABLE ` Page no.
Table 1 Comparison of sales and days ratio. .............................................................................................. 25
Table 2 Factors for Trade promotion policy ............................................................................................... 28
Table 3 Factors for ice cream industry Characteristics ............................................................................... 30
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CHAPTER - 1INTRODUCTION
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1. INTRODUCTION
The project focuses on the present scenario of Amul Ice-cream in Hyderabad. It offers the
comparative analysis of Amul and its competitors with respect to Trade promotion policies andvarious characteristics of the Industry in terms of quality, margin, new product development,
packaging etc. This study identifies the potential of ice-cream market in Hyderabad and
determines the market size through latest sale data gathered from the retailers.
1.1PURPOSE AND SCOPE OF THE PROJECT
The main purpose of the research project is to the study the ice-cream market at Hyderabad
taking into account market size, competitors and retailers. The Project focuses on the present
scenario of Amul Ice-cream in the market. The research has been designed in a way to execute a
comparative study of Amul and its competitors with respect to rate, margin, communication,
promotional schemes, strengths and weakness. One of the phases of research also lays emphasis
on studying and understanding trade promotional strategies and several offerings to the retailers
by various ice cream brands in the said region.
With emerging competitors of ice cream products in the local markets and also existing
competition from the domestic players, it is always necessary to fabricate various plans and
strategies according to the prevalent market conditions. Another important purpose of this
project is to analyze the present status of Amul in the ice cream segment in Hyderabad and
design certain strategies to make it a preferred brand to be sold by retailers. The project will help
the company and various other bodies to obtain a feedback and take care of various issues
existent in the present market.
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1.2 OBJECTIVES OF THE STUDY
To find out the size of ice-cream market in Hyderabad.
To identify the demographic distribution of ice-cream consumption in Hyderabad.
To find out Amuls position in this segment in Hyderabad
To compare trade promotional policies given by various brands.
To seek general perception of retailer towards AMUL ice cream.
1.3RESEARCH METHODOLOGY
1.3.1 RESEARCH DESIGN
The survey research method is the basic research design. Each respondent was
interviewed in his or her work place. The personal interview were generally last between 35 and
45 minutes, although the variation of the length of interview depends upon interest, readiness andprevious experience of the retailers.
This study includes two type of marketing research method:
1. Exploratory research
2. Descriptive research
Exploratory research
Exploratory research seeks to discover new relationship, emphasis on discovery of ideas.
Marketing researches devote a significant portion of their work on exploratory studies when very
little is known about the problem being examined. It includes the study of the present market of
Hyderabad to find out the factors which play a vital role in determining the objective of the
study.
Descriptive research
The main purpose of descriptive research, is to describe characteristics of a population or
a phenomenon.
Questionnaire was developed in a manner so as the grab the required information and
personal interviews were conducted for accuracy and correctiveness. My questionnaire consist
of:
Category scales
Multiple choice questions
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Dicthomus
Open ended questions
Category Scales:
An attitude scale consisting of several response categories to provide the respondent with
alternative ratings.
Multiple choice questions:
Questions of this type offer the respondents an alternative to choose the right answer
among others. It is faster, time saving and less biased. It also simplifies the tabulating process.
Open ended questions:
In this type respondents are free to answer in their own words and express the ideas they
think are relevant, such questions are good as first questions or opening questions. They
introduce the subject and obtain general reaction.
Dicthomus:
These are the questions which are boolean in nature. These answers are straightforward
and respondents have to answer them in a straight way. That means the answer can only be
either Yes or No.
1.3.2 SAMPLING DESIGN
Sample design is a definite plan of obtaining some items from the whole population. The
sample design used in this project is two state sampling i.e. Cluster and Convenience. In the
probability sampling methods, each items in the sample is chosen one at a time from a complete
list of universe elements. In marketing research practice, it will sometimes be more expedient to
select clusters or groups of universe elements, rather than to choose sample items individually.
Sampling methods in which universe elements are chosen in groups rather than individually arecalled cluster-sampling methods. They are widely used in the sampling of human populations.
When no complete universe listing exists, a type of sampling is called area sampling may be the
only practically feasible form of probability sampling.
Sample design is a definite plan of obtaining some items from the whole population. The
sample design used in this project is two state sampling i.e. cluster sampling and convenience
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sampling. The whole city was divided into five geographical areas among five members and I
have chosen Mehdipatnam, Banjara hills, Lakri ka pul, Nampally, Vijay nagar, Venkat
raman colony, Attapur and Langar house. The total sample size was 100.
Cluster sampling
Here the whole area is divided into some geographical area and a definite number of
retailers were to be surveyed. Cluster sampling are frequently utilized when no list of sample
population is available.
Convenience sampling
This type of sampling is chosen purely on the basis of convenience and according to
convenience I visited cinemas, station, markets for residential areas and commercial markets.
1.3.3 SAMPLING
Sampling technique : Non probability sampling(A non probability sampling technique is that in
which each element in the population does not have an equal chance of getting selected).
Sample unit : People who sell ice-cream available in general stores, superstores, bakery, fast
food joint, restaurants etc.
Sample size : Respondents (who are doing ice-cream business atleast from 1 year). Sample
consist of 100 retailers.
Method : Survey through questionnaire and direct interviews.
Data analysis method: Mathematical and graphical method.
Area of survey : Mehdiptnam and near by regions..
Timing of survey : 9.00 am to 12.30 pm and 5.00 pm to 8.00 pm
1.3.4 COLLECTION OF DATA: FIELD WORK
Primary Data
Questionnaire was prepared after study of the present market area to find out the vital
factors keeping the objective of research in mind. Questions were asked to respondents (retailers)
considering the basic principles and probing was done if required.
Direct interviews were conducted, in order to get accurate information.
correct information I had to approach retailers doing business atleast from 1 year and covered all
the area distinctly as chosen by me.
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People were not willing to answer, when they were contacted between 1.00 pm to 5.00
pm, the time when most of the people take rest during the scorching heat.
Secondary Data
The study also involve use of internet, books and various journals and papers so as to
accomplish the purpose of the study in a better way. Secondary data is collected to mention facts
and figures from previous reports and articles.
1.3.5 STATISTICS TOOL
Data being collected can be analyzed through various statistical tools. Applicability of
particular tool depends upon the form of data. In this study, I have used Factor analysis. A type
of analysis used to discern the underlying dimensions or regularity in phenomena. Its general
purpose is to summarize the information contained in a large number of variable into smallernumber of factors. It is a mathematical tool in which each variable is expressed as a linear
combination of underlying factor.
The purpose of applying factor analysis here is to summarize the data collected through
questionnaire. I have taken twenty variables which defines the trade promotional policies and
various offering provided by the ice cream companies to the retailers. All variables will be
prcised into definite factors which affect the industry most thus data will be concluded in
appropriate manner.
1.4 LIMITATIONS OF THE STUDY
The case of External Validity holds true as the data collected from the various regions
of Hyderabad can not be used for generalization, i.e., the data collected from Hyderabad
is not a true representative of the population of India.
The presence of extraneous variables is unavoidable.
The study is confined to organized sector of the industry.
The study being done during the peak season for the companys business, the information
and the outcome of this study may not be applicable for the complete year.
Language used to fill the questionnaire were Hindi and English therefore few
shopkeepers who could not understand either of the language refused to fill the
questionnaire.
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1.5. LITERATURE REVIEW
According to DARE-Because Entrepreneurs Do Report (Ice Cream Industry in India Other
Business Opportunities), the ice cream industry in India is worth Rs. 2,000 crores. The industry
can be divided into the branded market and the unbranded market. The branded market at present
is 100 million liters per annum valued at Rs. 800 crores. In 2008-09, in the branded ice cream
market, Amul held the number one spot, with a market share of 38%, followed by Kwality Walls
at 14%, Vadilal at 12% and Mother Diary at 8%. The per capita consumption of ice cream in
India is approximately 300 ml, as against the world average of 2.3 liters per annum. Vanilla,
Strawberry and Chocolate together constitute approximately 60% of the market.
According to Indian Dairy Industry Report, there are regional disparities in production and
consumption of milk. The per capita availability in the north is 278 gm, west 174 gm, south 148
gm and in the east only 93 gm per person per day. This disparity is due to concentration of milk
production in some pockets and high cost of transportation.
In India about 46 per cent of the total milk produced is consumed in liquid form and 47 per cent
is converted into traditional products like cottage butter, ghee, paneer, khoya, curd, malai, etc.
Only 7 per cent of the milk goes into the production of western products like milk powders,
processed butter and processed cheese. The remaining 54% is utilized for conversion to milk
products. Among the milk products manufactured by the organized sector some of the prominent
ones are ghee, butter, cheese, ice creams, milk powders, malted milk food, condensed milk
infants foods etc. Of these ghee alone accounts for 85%.
According to Reportlinker-Report on Indian ice-cream market,2009), The Indian ice
cream market was until recently reserved for the small-scale sector. It was opened to large-scale
manufacture only in 1997. Since then the market has been witnessing fierce battles and huge
investments on the part of major players in cold chains and infrastructure. The overall industry
has been growing at a sluggish rate of 3-4 %. But the organized sector has been growing in theregion of 12-15 % over the last five years.
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CHAPTER
2INDUSTRY ANALYSIS
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2. INDUSTRY ANALYSIS
2.1 AN INTRODUCTION TO THE INDIAN DAIRY INDUSTRY
Today, India is 'The Oyster' of the global dairy industry. It offers opportunities abounding to
entrepreneurs worldwide, who wish to capitalize on one of the world's largest and fastest
growing markets for milk and milk products. A bagful of 'pearls' awaits the international dairy
processor in India. The Indian dairy industry is rapidly growing, trying to keep pace with the
galloping progress around the world.
Salient features of Indian Dairy Industry
Indias dairy sector is expected to triple its production in the next 10 years in view ofexpanding potential for export to Europe and the West. Moreover, with WTO regulations
expected to come into force in coming years all the developed countries which are among
big exporters today would have to withdraw the support and subsidy to their domestic
milk products sector.
India today is the lowest cost producer of per liter of milk in the world, at 27 cents,
compared with the U.S' 63 cents, and Japans $2.8 dollars.
To take advantage of this lowest cost of milk production and increasing production in the
country, multinational companies are planning to expand their activities here. Along with
the national players like, Amul and Mother Dairy, global players like Nestle have also
made substantial investments to capitalize the potential of this segment.
The urban market for milk products grew at an approximate accelerated pace of around
33% per annum to around Rs.43,500 crores till year 2005. This growth came from the
greater emphasis on the processed foods sector and also by increase in the conversion of
milk into milk products.
Probiotic dairy products, which build immunity and help in digestion, are an emerging
trend in the India food market.
India has the largest population of cattle in the world.
According to Dairy India 2007 estimates, the current size of the Indian dairy sector is US$
62.67 billion and has been growing at a rate of 5 per cent a year. The dairy exports in 200708
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rose to US$ 210.5 million against US$ 113.57 last fiscal, whereas the domestic dairy sector is
slated to cross US$ 108 billion in revenues by 2011.
Both production and consumption of milk and its derivatives are traditionally high in the
country. The graph below shows the Indian diary exports over the last two years and projected
export volume in 2011.
Figure 1 The Indian dairy exports and projected exports volume.
Source: http://www.workosaur.com/food-industry-overview/
113.57210.5
1080
0
200
400
600
800
1000
1200
2006-2007 2007-2008 2011 (Projected)
Exports (in US million $)
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2.2 AN INTRODUCTION TO THE INDIAN ICE CREAM INDUSTRY
The global market of ice creams was pegged at $61.6 billion in terms of retail value or 15
billion liters in terms of volume in 2007. Of this, the Asia Pacific ice cream market was worth
$13 billion in terms of retail value and 5128 million liters in terms of volume.
The Indian ice cream industry was regulated and later reserved for the small-scale sector.
Such reservations restricted the development of an organized sector in this industry. During the
initial six years of Indian economic liberalization process, which started in 1991, not many
changes were initiated for the development of the industry. It remained a protected field for the
small-scale player, who in turn could not do much for the growth of the industry. Lack of
competitiveness in terms of manufacturing, product innovation and marketing, resulted in the
emergence of small ice cream makers with local brands and fragmented market. Even the sole
national brand, Kwality Ice Cream Company owned Kwality brand, did not have substantial
market share to be truly termed as national brand. Moreover, the shortage of reliable power
supply in most parts of the country and the slow pace of development of cold chains hindered the
creation of a nationwide brand in this segment.
The scenario began changing when the Indian Government de-reserved the ice-cream
industry in 1997. The regulatory industry structure did not provide enough scope for scaling up.
Besides, India had a very low per capita consumption of ice cream, though Indian climatic
condition favors ice cream consumption. The per capita consumption of ice creams in India is
just 300 ml per annum, compared to 22 liters in the US, 18 liters in Australia and 14 liters in
Sweden. India is far behind even in terms of the world average per capita ice cream consumption
of 2.3 litres per annum. Thus, the country had a large untapped potential. Many Multinational
companies (MNCs) Baskin Robbins, Cream Bell etc, sensing the huge growth opportunity, made
entry into the Indian market. However, till 2000, three years after the deregulation, the market
was largely dominated by the small manufacturers. During this period, the organized sector
accounted for only 25% market share in the Rs. 1000 crore ice cream industry. The existing
national brand, Kwality Walls, was wagering a war with another national brand, Anand based
Gujarat Co-operative Milk Marketing Federations (GCMMF) brand, Amul. During 1997 -2003,
Kwality Walls volume sales and turnover declined by 65% and 39% respectively while those of
Amul catapulted by 575% and 484% respectively. In the changed scenario, Amul consolidated
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its market leadership with 32% market share, while Kwality Walls stood at a distant second with
dismal 8% market share.
The Indian Ice cream market is currently figured to be worth Rs. 2000 crores, growing at a
rate of approximately 12%. The ice cream market in India can be divided into: the branded
market and the grey market. The branded market at present is 100 million liters per annum
valued at Rs. 800 crores. The grey market consists of small local players. Till 2009, in the
branded ice cream market, Amul held the number one spot, with a market share of 38%,
followed by Kwality Walls at 14%, Vadilal at 12%, and Mother Dairy at 8%.
Figure 2 Market share of various brands
Source:http://www.dare.co.in/opportunities/other-business-opportunities/ice-cream-industry-in-india.htm
The market is totally dominated by vanilla, strawberry and chocolate flavors contributing
around 60% of the total market followed by butterscotch and other flavors.
Figure 3 Market share of Branded and Grey market
Source:http://www.dare.co.in/opportunities/other-business-opportunities/ice-cream-industry-in-india.htm
38%
14%12%
8%
28%
Market Share (percent of Branded
Market)Amul
Kwality Walls
Vadilal
Mother Dairy
Others
40%
60%
Market Share ( in Rs. Crore)
Branded Market
Grey Market
http://www.dare.co.in/opportunities/other-business-opportunities/ice-cream-industry-in-india.htmhttp://www.dare.co.in/opportunities/other-business-opportunities/ice-cream-industry-in-india.htmhttp://www.dare.co.in/opportunities/other-business-opportunities/ice-cream-industry-in-india.htmhttp://www.dare.co.in/opportunities/other-business-opportunities/ice-cream-industry-in-india.htmhttp://www.dare.co.in/opportunities/other-business-opportunities/ice-cream-industry-in-india.htmhttp://www.dare.co.in/opportunities/other-business-opportunities/ice-cream-industry-in-india.htmhttp://www.dare.co.in/opportunities/other-business-opportunities/ice-cream-industry-in-india.htmhttp://www.dare.co.in/opportunities/other-business-opportunities/ice-cream-industry-in-india.htm7/30/2019 32 Amul
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Figure 4 Market share of various Flavors
Source:http://www.dare.co.in /opportun iti es/other -business-opportunit ies/ice-cream-industry-in -india.htm
2.3 MAJOR PLAYERS IN THE INDIAN ICE CREAM INDUSTRY
Kwality Walls
Source: http://www.siesons.net/css/images/kwality%20walls.gif
Kwality Ice Cream is the pioneer in the Indian ice-cream manufacturing industry and in
1956 became the first company in the country to use imported technology for manufacturing ice-
cream on a commercial scale. As the ice-cream industry exploded in India, in 1995 Kwality
Group joined hands with Hindustan Lever Limited and then there was no looking back. The
Indian consumer market was introduced to KWALITY WALLS the result of a collaboration
between global brand Walls and the leading Indian ice-cream brand Kwality. Though the twogiants eventually parted ways, the collaboration made Kwality a household name and created
deep in roads for the brand in the consumer market.
60%
40%
0%
20%
40%
60%
80%
Vanilla, Strawberry & Chocolate Others
Market Share of Flavors
Sales
http://www.dare.co.in/opportunities/other-business-opportunities/ice-cream-industry-in-india.htmhttp://www.siesons.net/css/images/kwality%20walls.gifhttp://www.siesons.net/css/images/kwality%20walls.gifhttp://www.siesons.net/css/images/kwality%20walls.gifhttp://www.dare.co.in/opportunities/other-business-opportunities/ice-cream-industry-in-india.htm7/30/2019 32 Amul
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Source:http:/ /www.kwali tygroup.com/li brary/images/Spot_IceCream.jpg
Kwallity Walls was launched in 1995 as Hindustan Unilever Ltd s. master brand for ice
creams. With in-depth knowledge of the Indian market and Unilevers state-of-the-art
technology, Kwallity Walls has been delivering superior quality products under its international
brands. Hindustan Unilever started by merging 6 existing ice cream brands in the country and
then launched Kwallity Walls range of ice creams and frozen desserts.
Amul
Source: http://www.amulicecream.in/
Amul Ice Cream was launched on 10th March, 1996 in Gujarat. The portfolio consisted
of impulse products like sticks, cones, cups as well as take home packs and institutional/catering
packs. Amul ice cream was launched on the platform of Real Milk, Real Ice Cream given that
it is a milk company and the wholesomeness of its products gives it a competitive advantage . In
1997, Amul ice creams entered Mumbai followed by Chennai in 1998 and Kolkata and Delhi in
http://www.kwalitygroup.com/library/images/Spot_IceCream.jpghttp://www.kwalitygroup.com/library/images/Spot_IceCream.jpghttp://www.kwalitygroup.com/library/images/Spot_IceCream.jpg7/30/2019 32 Amul
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2002. Nationally it was rolled out across the country in 1999. It has combated competition like
Walls, Mother Dairy and achieved the No 1 position in the country. This position was achieved
in 2001 and it has continued to remain at the top. Today the market share of Amul ice cream is
38% making it market leader.Not only has it grown at a phenomenal rate but has added a vast
variety of flavors to its ever growing range. Currently it offers a selection of 220 products.
Amul has always brought newness in its products and the same applies for ice creams. In
January 2007, Amul introduced SUGAR FREE & ProLife Probiotic Wellness Ice Cream, which
was a first in India. This range of SUGAR FREE, LOW FAT Diabetic Delight & ProLife
Probiotic Wellness Ice Cream is created for the health conscious. Amuls entry into ice creams is
regarded as successful due to the large market share it was able to capture within a short period
of timedue to price differential, quality of products and of course the brand name. Amul IceCream was launched on 10th March, 1996 at Ahmedabad. Subsequently the distribution and
marketing operations were rolled out across the country.
Mother Dairy
Source: http://www.stockwatch.in/files/Mother.Dairy.jpg
Source:http://static.indianexpress.com/mimages/Friday%20%20%20,%20May%2001,%202009%20at%201534%20hrs/M_Id_74828_Mother_Dairy.jpg
Mother Dairy, an ice cream and milk brand of National Dairy Development Board
(NDDB), gave tough competition to Amul and Kwality Walls in the Delhi market. After NDDB
introduced Mother Dairy as its own brand, the relation between GCMMF and NDDB got
strained. Initially, Amul used Mother Dairys facilities to cater to the markets of Faridabad,
Gurgaon and Ghaziabad, but the rift between GCMMF and NDDB prompted Amul to supply the
http://www.stockwatch.in/files/Mother.Dairy.jpghttp://static.indianexpress.com/mimages/Friday%20%20%20,%20May%2001,%202009%20at%201534%20hrs/M_Id_74828_Mother_Dairy.jpghttp://static.indianexpress.com/mimages/Friday%20%20%20,%20May%2001,%202009%20at%201534%20hrs/M_Id_74828_Mother_Dairy.jpghttp://static.indianexpress.com/mimages/Friday%20%20%20,%20May%2001,%202009%20at%201534%20hrs/M_Id_74828_Mother_Dairy.jpghttp://static.indianexpress.com/mimages/Friday%20%20%20,%20May%2001,%202009%20at%201534%20hrs/M_Id_74828_Mother_Dairy.jpghttp://static.indianexpress.com/mimages/Friday%20%20%20,%20May%2001,%202009%20at%201534%20hrs/M_Id_74828_Mother_Dairy.jpghttp://static.indianexpress.com/mimages/Friday%20%20%20,%20May%2001,%202009%20at%201534%20hrs/M_Id_74828_Mother_Dairy.jpghttp://www.stockwatch.in/files/Mother.Dairy.jpg7/30/2019 32 Amul
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entire demand of the Delhi market and its adjoining regions from Gujarat. Mother Dairy also
stopped sellin Amuls products from its outlets.
Vadilal
Source: http://www.englishunstoppable.org/partnerslogo/logo_vadilal.jpg
Another strong regional in the market emerged from Ahmedabad known as Vadilal
Industries Ltd, with a turnover of Rs. 96 crore. With its manufacturing units located in Gujaratand Uttar Pradesh, vadilal had its presence in the states of Gujarat, Rajasthan, Uttar Pradesh and
Madhya Pradesh.
Some other brands that are present in the market are South India dominated Arun ice
cream, French based Cream Bell, US based Baskin Robbins etc.
2.4 MAJOR PLAYERS IN THE HYDERABAD ICE CREAM MARKET
Amul
Kwality Walls
http://www.englishunstoppable.org/partnerslogo/logo_vadilal.jpghttp://www.englishunstoppable.org/partnerslogo/logo_vadilal.jpghttp://www.englishunstoppable.org/partnerslogo/logo_vadilal.jpg7/30/2019 32 Amul
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Heritage
Source http://upload.wikimedia.org/wikipedia/en/thumb/1/11/HeritageFoodslogo.jpg/250px-
HeritageFoodslogo.jpg
The Heritage Group, founded in 1992 by Nara Chandrababu Naidu, with three business
divisions viz., Dairy, Retail and Agri under its flagship Company Heritage Foods India Limited,
one infrastructure subsidiaryHeritage Infra Developers Limited and other associate companies.The annual turnover has crossed $200 million during 2008-09. Presently, Heritages milk
products have presence in Andhra Pradesh, Karnataka, Kerala, Tamil Nadu and Maharashtra.
Heritage has its headquarters in Hyderabad, Andhra Pradesh.
Jersey
Source: http://cms.mumbaimirror.com/portalfiles/32/6/200907/Image/TFPJ-Company16.jpg
Creamline, an ISO 22000 accredited dairy, is a leading manufacturer and supplier of milk
and milk products in Southern India spanning across Andhra Pradesh, Tamil Nadu, Karnataka
and with a foothold at Nagpur in Central India. It operates its milk procurement, milk and milk
products processing and distribution through Strategic Business Units (SBUs). Its milk and dairy
products are sold under the popular brand name JERSEY. Since inception, the company has been
http://upload.wikimedia.org/wikipedia/en/thumb/1/11/HeritageFoodslogo.jpg/250px-HeritageFoodslogo.jpghttp://upload.wikimedia.org/wikipedia/en/thumb/1/11/HeritageFoodslogo.jpg/250px-HeritageFoodslogo.jpghttp://cms.mumbaimirror.com/portalfiles/32/6/200907/Image/TFPJ-Company16.jpghttp://cms.mumbaimirror.com/portalfiles/32/6/200907/Image/TFPJ-Company16.jpghttp://upload.wikimedia.org/wikipedia/en/thumb/1/11/HeritageFoodslogo.jpg/250px-HeritageFoodslogo.jpghttp://upload.wikimedia.org/wikipedia/en/thumb/1/11/HeritageFoodslogo.jpg/250px-HeritageFoodslogo.jpg7/30/2019 32 Amul
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growing consistently under the visionary leadership of promoter directors, business acumen of
operational heads and unrelenting efforts of committed workforce. The company is possible of
achieving a turnover of Rs. 4500 millions for the FY 2009-2010 and is set to achieve an
ambitious target of Rs.10500 millions by end 2013.
The Company entered into strategic partnership with M/s. Godrej Agrovet Limited, the
largest animal feed manufacturing company in the country, in the Year 2005 by offering equity
stake of to strengthen its backward integration with farmers, the primary producers of milk, for
compound feed supply. The Company is open to strategic business tie-ups at national and
international level and is looking at export opportunities to its products
Since its incorporation in the year 1986, the company has successfully applied many
innovative practices like 24 hour parlors with unemployed youth in 1993, mobile milk testing
labs in 1998 etc. The company is now planning to expand its operations to Central India by
setting up new Processing & Packaging Units.
Dinshaws
Source: http://mh-31.com/nagpur/images/stories/mh/reviews/dinshaw/dinshaw%20logo%20copy.png
From the hand-churned ice cream from 1932 to the present day most ultra modern ice
cream making plant, Dinshaws has come a long way.The Dinshaws plant is ISO and HACCPcertified where Dinshaws ice cream is manufactured at a state of the art manufacturing unit in
Butibori, which is around 40 km south of Nagpur.
Until early seventies, ice cream sales was carried out by Dinshaws only as a summer
time activity and that too only in Nagpur. But then onwards, it was extended as a year round
http://mh-31.com/nagpur/images/stories/mh/reviews/dinshaw/dinshaw%20logo%20copy.pnghttp://mh-31.com/nagpur/images/stories/mh/reviews/dinshaw/dinshaw%20logo%20copy.pnghttp://mh-31.com/nagpur/images/stories/mh/reviews/dinshaw/dinshaw%20logo%20copy.png7/30/2019 32 Amul
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serving to the palates of Nagpurians. The year 1981 saw next leap when Dinshaws moved
beyond just one shop and grew not just in Nagpurs various pockets, but even in nearby towns.
This continued rise has today led to Dinshaws ice cream delighting the taste buds of ice cream
lovers in 13 states, through around 6870 outlets pan India. More than 11 million liters of
Dinshaws ice cream delighted its patrons during 2008-09. Now Dinshaws is considered to be
holding appreciating market share in west and central India.
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CHAPTER - 3
MAIN TEXT
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3. PRIMARY TABULATION AND INTERPRETATION
3.1 PENETRATION IN THE MARKET
Figure 5 Market share of single and multi brands retailers
Source: Field Survey. 2010
Figure 6 Single and Multi brand outlet of various brands
Source: Field Survey. 2010
Amul
12%Kwality Walls
17%
Heritage
6%
Jersey
3%
Dinshaw's
3%
Others
22%
Multibranded
37%
AVAILABILITY
0
5
10
15
20
25
30
Amul Kwality
Walls
Heritage Jersey Dinshaw's Others
12
17
6
3 3
2225 26
3 3
8
19
AVAILABILITY
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Figure 7 Share of single and multi brand retailers in various areas.
Source: Field Survey. 2010
These graphs exhibit the number of retail outlet present in all the areas in which survey was
done. Analysis of data suggests that there are two type of retail outlet exists in the market which
are:
1) Exclusive outlet: Retail outlets which keep only one brand.
2) Multi-branded outlet: Retail outlets which keep two or more than two outlets at one
place.
Key observations:
In total 63% retailers prefer to keep only one brand and rest keep two or more than two
brands. Kwality Walls holds first position for both exclusive and multi-branded outlet. Though
AMUL is available at 37 outlet but number of multi-branded outlet is almost double of exclusive
outlet. Areawise graph shows that AMUL is present predominantly in all the regions along with
Kwality walls whereas Jersey, Dinshaws and Heritage is not present at few places. At Attapur
reach of the Others brand is reasonably better than all other brands.
0
5
10
15
AREAWISE AVAILABILITY
AMUL
Kwality walls
Heritage
Dinshaw's
Jersey
Others
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3.2 DEMOGRAPHIC DISTRIBUTION
Figure 8 Incidence of visits of various age-group
Source: Field Survey. 2010
Key observations:
Demographic distribution of customers is one of the major concerns of any industry.
According to the research, the highest consumers fall in the age group of 25-35 closely followed
by the consumers of age group of 15-25. As per the graph customers who consume ice-creams
commonly lies between 15-35 years of age which include college going students, married
couples. It can be seen that the least amount of consumers are in the age group of 7-15 mostly
because they are dependents and they do not have a large amount of disposable income with
them.
0
100
200
300
400
500
600
700
07-15 15-25 25-35 35-45 45 above
Age Group
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3.3 TYPE OF ICE-CREAM
Figure 9 Preference of type of ice- creamSource: Field Survey. 2010
This is an attempt to study the preference of type of ice cream. There are four type of ice-
cream in the market which are readily consumed. All four type of ice-creams are manufactured
mostly by all the companies. Analysis suggest that Normal ice-cream is favored most which
holds 43% share of consumption as described by the retailers. Sundae grabs the second position
holding 36 % part of preference. Sherbet and Gelato are new generation, health friendly ice-
creams which exhibit very less share in comparison to the Normal and Sundae. Lack of
awareness among people for Gelato and Sherbet might be the reason for low preference of these
ice cream.
43%
36%
12%
9%
Type of Ice creameNormal Sundae Sherbet Gelato
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3.4 FLAVORS
In the market we can find many flavors such as Vanilla, Chocolate, Strawberry, Butter
scotch, Mango, Litchi, Mixed fruit, Two in one etc. In this study only four flavors are being
taken distinctly and all other flavors has been clubbed under the category Others. Among various
flavors present in the market Vanilla is the most preferred flavor followed by Butterscotch with a
very small margin of 3%. It has been observed that vanilla is basically consumed by families in
form of family packs. Economic pricing of vanilla can be the reason for its highest sale.
Chocolate and Strawberry holds almost same rank on the preference list with market share of 20
and 18 percent respectively. Other flavors like Mango, Litchi etc. contribute a little part of
consumption. Some other interpretations conveys that Amul offers significantly wide range of
flavors.
28%
20%25%
18%
9%
Flavor
Vanilla Chocolate Butter Scotch Strawberry Others
Figure 10 Sales of the various flavors
Source: F ield Survey. 2010
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3.5 TYPE OF PACKAGING
Figure 11 Preference of various packagings
Source: Field Survey. 2010.
During the initial phase of study it was observed that ice-cream are available in number
of packets. Out of all Cup, Cones, Family pack and Stick are used most commonly by all the
companies. I have not taken any other type of packaging in to the account as their visibility in the
market is almost negligible. This study demonstrate that Cup, Cones and Family packs are
preferred equally by the people whereas sticks have got the least preference. This trend can be
accredited to location of type of retail outlet in the surveyed area and variability in the taste of
different age group. Relatively Low-price Cups are generally consumed by the kids and low
income group members.
3.6 SOURCE OF INFORMATION ABOUT NEW VARIANT TO THE
RETAILERS
In the era of competition every company wants to stay ahead. Same is the case with Ice-
cream companies. New product development and acquiring the shelf-space along with existing
products is quite intricate work. This is done by advertisement on mass scale to cause awareness
or by salesman at retailers level. Apart from advertisement and salesmen, customer demand and
word of mouth are also considered which act as source of information. This study displays that
27%
27%
26%
20%
Packaging
Cup Cones Family Pack Stick
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.
out of four, company salesman is the chief source who update the retailer about all the new
variants.Customer demand participate significantly to communicate retailer about the new
launch. This indicates that companys initiative are less than the customers willingness to try
new variant. Company advertisements also play a vital role which may enhance the awareness
among retailers directly or indirectly.
3.7 SALES
A
0
100
200
300
400
500
600
700
COMPONY ADDS COMPONY
SALESMAN
CUSTOMER
DEMAND
WORD of MOUTH
New Variants' Information Source
Amul
35%
Kwality Walls30%
Dinshaw's
4%
Jersey
4%
Heritage
4%
Others
23%
Percentage of sale
Figure 12 New variants' information source
Source: Field Survey. 2010
Figure 13 Market share of brands
Source: Field survey 2010.
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AMUL is the market leader with 35% market share which is 5% more than Kwality Walls
unlike their availability in the surveyed area. Brands like Dinshaws, Heritage and Jersey jointly
share only 12% of the market size which is much less than their share at domestic level. Other
companies together occupy 23% share in the market. It can be said that as a brand Amul and
Kwality Walls are the main competitors.
Figure 14 Annual sale of various brands seperated in weekdays and weekend.
Source: Field survey 2010.
Research says that the sale of all brands divided into weekdays and weekend separately.
Though the sale of weekdays is greater than weekend sale but the ratio of weekend sale and
weekdays sale is greater than the ratio of number of weekend and weekdays in an year as shown
in the table below:
Table 1 Comparison of sales and days ratio.
0
2000
4000
6000
8000
10000
12000
weekdays
weekend
weekdays
weekend
weekdays
weekend
weekdays
weekend
weekdays
weekend
weekdays
weekend
Amul Kwality Walls Dinshaw's Jersey Heritage Others
Rupees(000)
SALES (per annum)
Weekend sale / Weekdays sale No. of weekend / No. of weekdays
6130/11490 = 0.53 100/260 =0.385350/10060 = 0.53 100/260 =0.38
820/1430 = 0.57 100/260 =0.38
520/1290 = 0.40 100/260 =0.38
830/1350 = 0.61 100/260 =0.38
4070/7670 =.054 100/260 =0.38
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The reason of such a variation in the sale on weekdays and weekend put light on
consumption trends, behavior and habits of the customers.
3.8 FACTOR ANALYSIS
Primary data collected from ice cream retailers in the various area of Hyderabad is analyzed
by Factor analysis. This analysis is done on two types of data, one is the trade promotional
policies and other is the various characteristics related to ice cream industry which jointly
consist of 20 different variable. Report consists of detailed explanation of both the data and
interpretation.
3.8.1 TRADE PROMOTION POLICY
Trade promotion is a required to push the sales of the company, varies at different level of
business hierarchy. It act as the encouragement which stimulate quicker or greater purchase of
particular products or services by consumers or the trade. Various activities and schemes which
promote sales-force, distributors, retailers to improve sales are considered to be the part of sales-
promotion. This study is limited to various tools used by companies to enhance sales through
retailers. The purpose of the trade promotion can be explained as follows:
To occupy the shelf-space at retail outlet.
To convince the retailer to sell the products of concerned company before others.
To motivate the retailers and their sales clerks to push the product.
To induce retailers to promote the brand by featuring, display, and price reductions, and
This study has taken seven different variables into the account under the title Trade
promotion policy employed by the ice-cream companies. These variables are named as highest
advertising allowance, free merchandise, bulk order discount, rewards, maximum sales
incentives, discount off list price, and grievance redressal. All of these trade promotional policies
are explained below:
Highest Advertising Allowance
An advertising allowance given by the companies to the retailers so as to compensates the
expenses incurred by the retailers for advertising the manufacturers product.
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Discount Off list Price
It is also known as price-off. It is straight discount off the list price on each case purchased
during a stated time period. It is basically introduced to sales of the product which moves very
slowly.
Free Merchandise
An another form of promotion policy which offers the extra cases of merchandise to
retailers who buy a certain amount of the product to be sold.
Bulk Order Discount
It is an additional margin given to the retailers along with the fixed margin when they
make order in bulk. Company policy and the quantity of the product ordered determines the
range of discount provided to the retailer.
Maximum Sales Incentives
The incentive given to the retailers on maximum sale among many retailers located in a
particular area.
Rewards
These are sort of bonuses provided to retailers when the retailer performs exceptionally
well or makes the highest amount of sale for a prolonged period of time. Bonuses can be
provided in different forms, for example, cash or company sponsored tour packages etc.
Grievance Redressal
It is the facility provided to retailers by the company to resolve the issues related to trade.
Complaints and problems of the retailers are being addressed by the concerned officials of the
company.
As mentioned earlier seven types of trade promotional policies were taken as variables to
extract the major factors that form the major chunk of the various promotional policies offered
by a company to various ice cream retailers and shopkeepers.
Factor analysis of these seven variables is found valid as KMO ( Kaiser-Mayer-olkin)
value which measures the adequacy of sampling comes out to be 0.577. Data is reduced to three
factors. The three factors identified under which these policies can fall are:
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1) Pecuniary benefits to Retailer
2) Back-up policy
3) Complimentary promotion
Table 2 Factors for Trade promotion policy
Factor No. Factor Name Variables
Factor 1 Pecuniary Benefits to Retailer o Discount Off list Priceo Bulk Order Discounto Maximum Sales Incentives
Factor 2 Back-up policy o Highest Advertising Allowanceo Grievance Redressal
Factor 3 Complimentary Promotion o Free Merchandiseo Rewards
Factor 1: Pecuniary Benefits to Retailer
Under this factor the variables or the trade promotional policies present are Discount Off
list Price, Bulk order discount and Maximum sales incentive. This factor indicates that these
trade promotional policies provides monetary benefits to the retailer vis--vis increases the
volume of the sale.
Factor 2: Back-up policy
This includes Highest advertising allowance and Grievance redressal. High advertising
allowance means that monetary help provided by the company to the retailers so as to motivate
the retailer for initiating or continuing the individual efforts of advertising company products.
This factor helps the company to maintain good relation with the retailers.
Factor 3: Complimentary promotion
This factor comprises of Free merchandise and rewards. Free merchandise is generally
goods which contain companys logo or companys name which when used promotes the
product of that brand. Rewards persuade the retailers to perform extra-ordinary which are being
admired by company resulting into benefits to the retailers. Both the variables expresses the
appreciation of retailer by the company.
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3.8.2 CHARACTERISTICS OF ICE CREAM INDUSTRY
Ice cream has a range of characteristics which is distinct from all the other industries. In this
research project we have considered 13 such characteristics to deduce certain factors that are
vital for the ice cream industry. The 13 features taken as variables for this analysis are:
1) Margins
2) Deep-freezer
3) Trade Promotional Policies
4) Logistics
5) Product quality
6) Range of Flavors
7) Attractive Packaging
8) Durability of the Product
9) Replacement Policy
10)Demanded Products
11)Excess Demand Handling
12)Credit Policy
13)Price Sensitivity
Factor analysis of these seven variables is found valid as KMO ( Kaiser-Mayer-olkin) value
which measures the adequacy of sampling comes out to be 0.660. Data is reduced to five factors.
The five factors identified are as follows:
1) Product Feature
2) Competence
3) Demand management
4) Credit
5) Trade promotion
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Table 3 Factors for ice cream industry Characteristics
Factor No. Factor name Variables
Factor 1 Product Feature o Range of flavorso Attractive Packaging
o Durability of the Producto Quality of the Product
Factor 2 Competence o Margino Deep-freezero Logisticso Replacement policyo Price sensitivity
Factor3 Demand management o Demanded producto Excessive demand handling
Factor 4 Credit o Credit policy
Factor 5 Trade promotion o Trade promotion policy
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3.9 FACTORS AT A GLANCE
3.9.1 FACTORS FOR TRADE PROMOTION POLICY
Pecuniary benefits to retailers
The trade promotional policies given by the company to the retailers in order to providemonetary benefits to the retailer include:
Discount off list price
Bulk order discount
Maximum sales incentive
The graph below shows the average of the ratings given to each of these factors by the
respondents.
Figure 15 Variables of pecuniary benefits to retailers.
Source: Field Survey. 2010
It can be observed that most of the companies prefer to provide bulk order discount rather
than providing the retailer discount off list price and Incentives.
Back-up policy
The trade promotional policies given by the company to the retailers in order to maintain
good relations with retailer include:
Advertisement allowance
Grievance redressal
0
50
100
150
200
250
300
Discount offlist price Bulk order discount Incentive
Pecuniary Benefits
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The graph below shows the average of the ratings given to each of these factors by the
respondents.
Figure 16 Variables of back-up policy.
Source: Field Survey. 2010
It can be inferred from the above diagram that companies believes in addressing the
complaints and problem as soon as possible rather providing advertisement allowance.
Complimentary policy
The trade promotional policies given by the company to the retailers in order to appreciate
retailers are:
Free merchandise
Rewards
The graph below shows the average of the ratings given to each of these factors by the
respondents.
Figure 17 Variables for complimentary policy factor
Source: Field Survey. 2010
0
50
100
150
200
250
Advertisement allowance Greivance redressal
Back-up policy
162
164
166
168
170
Free merchandise Rewards
Complimentary Policy
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From the diagram, it can be seen that company consider free merchandise as good option
to express their appreciation for retailers which otherwise fulfill the purpose of indirect
communication rather than giving rewards.
3.9.2 FACTORS FOR ICE CREAM INDUSTRY CHARACTERISTICSProduct features
The features of product i.e. ice cream collectively forms the first factor which includes:
Quality of ice cream
Range of flavors
Durability of ice cream
Packaging of the ice cream
The graph below shows the average of the ratings given to each of these factors by therespondents.
Figure 18 Variables related to product characteristics.
Source: Field Survey. 2010
Above graphs states that product quality, range of flavors and attractiveness of packaging are
much more concerned variables for the company than product durability.
Competence
To stay in the market all companies have to show their competence in one or other way.here
competence comprises of following variables:
Margin
Deep-freezer
Logistics
0
100
200
300
400
500
600
Product quality Range of flavors attractive packaging Product durability
Product Feature
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Replacement
Price
The graph below shows the average of the ratings given to each of these factors by the
respondents.
Figure 19 Variables related to competence
Source: Field Survey. 2010
From the graph it can be seen that companies tries to stay ahead in terms of margin and
logistics. Providing deep- freezer to the retailers is also an area of concern that too at rfeasonable
rates with life time maintenance responsibility. Replacement and price sensitivity are seems to be
less concerned variables where companies try to show their competency.
Demand management
This includes the variables related to the demand of products by the retailers. It includes:
Demanded products
Excessive demand
Demanded products means that the amount of product ordered by the retailers on regularbasis whereas excessive demand occurs occasionally.
0
100
200
300
400
500
600
Margin Deep-freezer Logistics Replacement Price senitivity
Competence
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The graph below shows the average of the ratings given to each of these factors by the
respondents.
Figure 20 Variables related to demand.
Source: Field Survey. 2010
From the above diagram it can be inferred that company focuses a lot on the routine demand.
Credit
This factor consist of only one variable i.e Credit policy adopted by the various company.
As per the research, companies hardly prefer credit sale unlikely many other industries.
Trade promotion
This factor consist of trade promotion policy. It is taken separately so as to understand the
attitude of retailers towards the polices employed by the companies. It is an important factor
from companies point of view.
390
400
410
420
430
440
450
460
470
Demanded product Excess Demand handling
Demand Management
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3.10 FACTORS AT A GLANCE: COMPARISON OF AMUL WITH INDUSTRY
3.10.1 TRADE PROMOTION POLICY
Back-up policy
Figure 21 Comparison of back-up policies of Amul and Industry.
Source: Field Survey. 2010
Amul presents the same characteristics of back-up policy like the whole industry.
Understanding and resolving the problem is given the prime importance and retailers are
motivated less to advertise about the company.
Pecuniary Benefits to Retailer
Figure 22 Comparison of pecuniary befits to retailers By Amul and industry.
Figure Source: Field Survey. 2010
0
50
100
150
200
250
Advertisement allowance grievance redressal
Back-up policy
AMUL
Industry
0
50
100
150
200
250
300
Bulk order discount Incentive Discount off list price
Pecuniary benefits
AMUL
Industry
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From the graph it can be seen that Amul provides discount on the list price unlike the
pecuniary policies of all players in the surveyed region. Incentives is considered as the last
option which determines that Amul altogether follows the different monetary benefit strategy for
the retailers.
Complimentary policy
Figure 23 Comparison of complimentary policy by Amul and Industry
Source: Field Survey. 2010
Every brands put all the efforts to show their presence and cause awareness among
people through various marketing strategies. Like all other players Amul also believes in
distributing free merchandise than rewards. Logo and pictures of the ice creams on the
merchandise when used by the retailers fulfill the purpose of the company.
3.10.2 FACTOR FOR CHARACTERISTICS
Competence
Figure 24 Comparison of competence factor of Amul and IndustryS
Source: Field Survey. 2010
0
50
100
150
200
Free merchandise Rewards
Complimentary policy
AMUL
Industry
0
200
400
600
Logistics Margin Deep freezer Price
sensitivity
Replacement
Competence
AMUL
Industry
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Being the market leader of India Amul follow various competitive tools so as to stay
ahead in the market. Amul provide less margins to the retailers than many other companies but
has developed a good logistics system which gets the appreciation of the retailers. Relative
analysis suggest that Amul provides the reasonable priced products to the consumers. Deep
freezer facility is still an issue to think about.
Product features
Figure 25 Comparison of product features of Amul and Industry
Source: Field Survey. 2010
Like all, Amul stresses upon providing high class products to the consumers in terms of
quality, range and packaging. This shows that industry is focused towards providing good
products to the consumers.
0
100
200
300
400
500
600
Prod. Quality Range of Flavors Attractive
Packaging
Prod. Durability
Product features
AMUL
Industry
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Demand management
Figure 26 Comparison demand management of Amul and Industry
Source: Field Survey. 2010
Routine management of demand is found easy by all the companies. Managing excess
demand is managed inappropriately .Amul demonstrate the same characteristics like the
Industry.
0
50
100
150
200
250
300
350
400
450
500
Demanded Product Excess demand handling
Demand management
AMUL
Industry
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3.11 COMPARISON OF AMUL WITH KWALITY WALLS
Kwality Walls is the main competitor of Amul. Though Kwality walls presence in the
market is better than Amul yet Amul is the leader in terms of sales. Amul holds 35 percent
market share which is closely followed by the Kwality walls which has 30 percent market share.
This section closely examines all the factors to understand the strength and weakness of the
Amul with respect to its chief competitor i.e Kwality Walls.
3.11.1 TRADE PROMOTIN POLICY
Pecuniary Benefit to retailer
Figure 27 Comparison of Pecuniary benefit by Amul and Kwality walls.
Source: F ield survey 2010
Both companies have adopted different monetary policy to promote trade. Both
companies shares the mind and market significantly. Being the best players of the industry both
needs to expand the total market therefore retailers are provided discounts to enhance share. As
discussed earlier Amul depends upon list price discount rather than bulk order discount where as
Kwaliity walls moreover provides bulk order discount to the retailers. There is insignificant
difference in incentive given by both the players.
0
20
40
60
80
100
120
List price discount Bulk order discount Incentive
Pecuniary benefits
Amul Kwality Walls
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Back-up policy
Figure 28 Comparison of back-up policy of Amul and Kwality Walls
Source: F ield survey 2010
Improper operations and marketing strategy can leads to conflict between retailers and
the company there fore proper grievance redressal system is required so as to avoid any
obstruction in the business. Both the companies are highly directed towards backing up the
retailers by maintaining efficient grievance redressal system.
Complementary policy
Figure 29 Complimentary policy of Amul and Kwality Walls.
Source:Field survey 2010
Amul supports distributing free merchandise to the retailers instead of giving rewards to
the retailers unlike Kwality walls. According to me Amul follows good strategy because giving
0
20
40
60
80
100
Advertisement allowance Grievance redressal
Back- up policy
Amul Kwality Walls
0
20
40
60
80
Rewards Free merchandise
Complimentary policy
Amul Kwality Walls
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merchandise increases awareness along with appreciating the retailer which is not the case in
giving rewards.
3.11.2 INDUSTRY CHARACTERISTICS
Competence
Figure 30 Competence factor of Amul and Kwality walls.
Source:Field survey 2010
From the above graph it can be easily noticed that Amul does not hold good position in
terms of providing deep freezer to the retailers. This can be the reason of the low availability of
Amul than Kwality walls. One thing can also be deducted that Kwality walls provides
replacement facility of the damaged product to the retailers effectively which also promote
retailers to keep kwalitys product. All three other characteristics show insignificant difference
which makes competition intense.
Product features
Sale of ice creams largely depends upon the class of product provided by the brand. Boththe products are preferred for providing high class ice creams. Both companies offers wide range
of flavors and durability of product is considered as good.
0
50
100
150
200
250
Price sensitivity Replacement Margin Deep freezer Logistics
Competence factor
Amul Kwality Walls
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Figure 31 Product features of Amul and Kwality walls.
Source: Field survey 2010
Overall products of the Kwality walls are considered better than the Amul. People prefer
Kwality walls in terms of quality and packaging.
Demand Management
Figure 32 Demand management of Amul and Kwality Walls.
Source: F ield survey 2010
From the above graph it can be inferred that Amul has the inappropriate management of
the demand. Graph clearly determines that kwality walls got an edge in terms of developing
routine and excessive demand.
0
50
100
150
200
250
300
Product Quality Flavor range Attractive packaging Product durability
Product features
Amul Kwality Walls
120
130
140
150
160
170
Demanded product Excessive demand handling
Demand management
Amul Kwality Walls
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CHAPTER4
CONCLUSIONS
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4. CONCLUSIONS
This study identifies the potential and opportunity in Hyderabad ice cream industry. It
includes analysis of people preference of flavors, type of ice cream, packaging and revealsdemographic patterns of buying. Detailed analysis of trade promotion policies and various
characteristics is done. Working on such lines, certain conclusions can be derived cited below.
Retailers are interested to keep only one brand rather than two or more than two brand.
Amul has less penetration than Kwality Walls in terms of exclusive and multi-branded retail
outlets.
Brands like Dinshaws, Heritage and Jersey have very poor visibility in terms of retail
outlet. Various other companies like Masqati and Jumani shares remarkably better shelf
space than Dinshaws,
Heritage and Jersey.
Normal and sundae are preferred most when it comes to any brand. Being new in the market
sherbet and gelato share very less amount of awareness and sales.
Preference of the flavors by the consumers is quite diversified still Vanilla tops the list of
preference.
Demographic pattern has shown dissimilar trends than the general perception ofconsumption of more ice cream by the kids. Young and middle aged individuals consumes
large amount of ice group than any other age-group.
Information about the new products to the retailers is generally parted through the salesmen.
Companies initiatives are less than the willingness of the customers to try new products.
Amul is the leader in terms of revenue generation which is closely followed by the Kwality
Walls. Though local players individually do not grab noticeable market share but jointly
holds 23 percent market share.
Consumption of ice creams increases during weekends upto a large extent.
Various trade promotion policies have been adopted by the companies moreover players
believes in providing bulk order discount, avoiding any dispute with the customers and
distributing free merchandise. Amul provides off-list discount rather than bulk order
discount.
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Industry demonstrate distinct attributes which includes product quality, demand
management, logistics and various facilities given to the retailers. High quality product and
efficient meeting of day to day demand are the basic requirements of the industry. Deep
freezers are provided to the retailers to store ice creams. Replacement and credit is hardly
practiced by companies except few.
Demand management and deep freezer facility of Amul is the least accepted in the market
whereas its ice creams are considered as reasonably priced and high class.
Deep freezer facility and demand management of Kwality walls is better than Amul whereas
both give almost equal margin to the retailers.
Lastly, it can be concluded that competition is intense in the market which demands
effective trade promotion policies, efficient demand management, high class products and
well organized logistics system.
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CHAPTER5
RECOMMENDATIONS
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5. RECOMMENDATION
All companies displays various strength and weakness which determines their position in
the market, brand value and sales turnover. This study has been devised to compare Amul withother companies and analyze general trends of the industry. This section includes
recommendations to the Amul so as to improve its performance and grab opportunities.
Being the market leader Amul needs to expand its business in Hyderabad. New customers
should be targeted by increasing awareness or by adopting geographical-expansion strategy.
In the surveyed region consumption by the kids is least, school can be targeted to improve
the sale through kids.
Availability can be increased by providing Deep freezers at reasonable rates which motivate
the retailer to keep Amul in his or her shop. Many companies provide deep freezer at 40 to
50 percent lower rates than Amul.
Demand management of Amul is very poor specially in meeting the excessive demand in
summer or peak load season. It can be improved by relevant forecasting thus keeping
appropriate stock.
Amul requires good logistics and delivery system to avoid delay in release of products
ordered by the retailers. Ares like Attapur, Hydergudda and Nana-nagar have very few outlets of Amul. Amul needs
to review the allocation of the retailers according to the geographical areas and demographics
so that its penetration in the market might increases.
Amul should upgrade its reward and incentive policy to promote trade through retailers and
develop the retailer friendly image.
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CHAPTER6
ANNEXURE
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6. ANNEXURE
ANNEXURE IQUESTIONNAIRE
MARKET ANALYSIS OF AMUL ICE CREAMSA COMPARATIVE STUDY
Answer the questions on the basis of following scale:
1- Almost never preferred2- Usually not preferred3- Sometimes but infrequently preferred4- Indifferent/Neutral
5- Often preferred6- Usually preferred7- Almost always preferred
1. Since how many years you are in the business of ice creams?
2. I keep one/many/all of the following brands in my ice cream shop. Please tick
a) AMULb) Kwality Wallsc) Heritaged) Jerseye) Dinshawsf) ...g) ...
3. Rank the type of ice cream people prefer most on a scale of 1 -7.
Normal (ice cream)
Sundae
Sherbet
Gelato (type of Italian ice cream)
1 2 3 4 5 6 7
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4. Rank the flavors according to their sale on a scale of 1-7.
Vanilla
Chocolate
Butter Scotch
Strawberry
Others
5. Most of the people prefer to have ice cream with/in?
Cup
Cones
Family Pack
Stick
Others
6. How frequently do you keep latest variants on the shelf?
a) All of the timeb) Very oftenc) Oftend) Sometimese) Just now and thenf) Rarelyg) Never
7. How do you come to know about the launch of new variants?
Company Advertisement
Company Salesmen
Customer Demand
Word of Mouth
1 2 3 4 5 6 7
1 2 3 4 5 6 7
1 2 3 4 5 6 7
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8. Which brand launches the variants most frequently?
AMUL
Kwality Walls
Heritage
Jersey
Dinshaws
Others
9. The most frequent age group to visit your outlet to buy an ice cream is
7-15 years
15-25 years
25-35 years
35-45 years
45 & above
10. Why so? ...
11. On which days a week your outlet is open? Please tick.
Monday
Tuesday
Wednesday
Thursday
Friday Saturday
Sunday
1 2 3 4 5 6 7
1 2 3 4 5 6 7
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12. What is the approximate average daily sale (in rupees) of the following brands on weekdays?
a) AMUL .b) Kwality Walls ..c) Heritage
d) Jersey ...e) Dinshaws f) Others
13. What is the approximate average daily sale (in rupees) of the following brands on weekend?
a) AMUL .b) Kwality Walls ..c) Heritage d) Jersey ...e) Dinshaws
f) Others
14. How many days an year you keep your outlet closed?
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Rank the following brands on a scale of 1 to 7 for the characteristics given below (1 being the leastpreferred and 7 being the most preferred in the category)
AMUL KWALITY
WALLS
HERITAGE JERSEY DINSHAWS OTHERS
1. Highest advertisingallowance
2. Discount off list price
3. Free merchandise
4. Bulk order discount
5. Maximum sales incentives
6. Rewards
7. Grievance redressal
AMUL KWALITY
WALLS
HERITAGE JERSEY DINSHAWS OTHERS
1. High Associated Margins
2. Deep Freezer Facility
3. Trade PromotionalPolicies
4. Efficient Logistics
5. Product Quality
6. Wide range of Flavors
7. Attractive Packaging
8. Durability of Product
9. Replacement Policy
10. Demanded Products
11. Credit Policy
12. Excess Demand Handling
13. Price Sensitivity
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1. Name of the shop:
2. Shop Type:
Kirana Store
Bakery
Fast Food Joint Restaurant
Others..
3. Locality:
4. Name of the owner:
5. Age:
6. Sex:
7. Education Qualification:
8. My ice cream business is:
Exclusively mine
Supported
9. Does anybody provide you counter assistance? Yes/No
10. If Yes, who is the concerned person..
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ANNEXURE I I- FACTOR ANALYSIS (TRADE PROMOTIONAL POLICIES)
Factor Analysis:KMO and Bartlett's Test
Kaiser-Meyer-Olkin Measure of Sampling Adequacy.
.577
Bartlett's Test ofSphericity
Approx. Chi-Square37.973
df21
Sig..013
Comm unalities
1.000 .556
1.000 .630
1.000 .769
1.000 .626
1.000 .361
1.000 .449
1.000 .622
Highest_advertisement_
allow ance
Dicount_off_list_price
Free_merchandise
Bulk_order_discount
Maximum_sales_
incentives
Rew ards
Grievance_redressal
Initial Extraction
Extraction Method: Principal Component Analysis.
Total Variance Explained
1.677 23.960 23.960 1.677 23.960 23.960 1.613 23.042 23.042
1.265 18.075 42.035 1.265 18.075 42.035 1.297 18.528 41.570
1.070 15.292 57.327 1.070 15.292 57.327 1.103 15.757 57.327
.835 11.924 69.251
.816 11.660 80.911
.776 11.083 91.994
.560 8.006 100.000
Component1
2
3
4
5
6
7
Total % of Variance Cumulative % Total % of Variance Cumulative % Total % of Variance Cumulative %
Initial Eigenvalues Extraction Sums of Squared Loadings Rotation Sums of Squared Loadings
Extraction Method: Principal Component Analysis.
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Component Matrix(a)
Component
1 2 3
Highest_advertisement_allowance.144 .722 -.121
Dicount_off_list_price .697 -.198 .324
Free_merchandise -.284 .002 .830
Bulk_order_discount .754 -.231 .069
Maximum_sales_incentives.594 -.062 .062
Rewards -.402 -.477 .243
Grievance_redressal .082 .648 .441
Extraction Method: Principal Component Analysis.a 3 components extracted.
7654321
Component Number
1.75
1.50
1.25
1.00
0.75
0.50
Eigenvalue
Scree Plot
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ANNEXURE II I- FACTOR ANALYSIS (CHARACTERISTICS)
Factor Analysis:
KMO and Bartlett's Test
Kaiser-Meyer-Olkin Measure of Sampling Adequacy.
.660
Bartlett's Test of Sphericity Approx. Chi-Square 295.037
df 78
Sig. .000
Communalities
Initial Extraction
Margin 1.000 .725
Deep_freezer_facility 1.000 .420
Trade_promotion_policies1.000 .769
Logistics 1.000 .593
Product_quality 1.000 .717
Wide_range_of_flavors1.000 .705
Attractive_packaging 1.000 .733
Durability_of_product 1.000 .612
Replacement_policy 1.000 .692
Demanded_products 1.000 .756
Credit_policy 1.000 .649
Excessive_demand_handling1.000 .734
Price_sensitivity 1.000 .657
Extraction Method: Principal Component Analysis.
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Total Variance Explained
Component
Initial EigenvaluesExtraction Sums of Squared
LoadingsRotation Sums of Squared
Loadings
Total% of
VarianceCumulativ
e % Total% of
VarianceCumulativ
e % Total% of
VarianceCumulativ
e %
1 3.054 23.491 23.491 3.054 23.491 23.491 2.587 19.903 19.9032 1.783 13.717 37.208 1.783 13.717 37.208 1.879 14.450 34.353
3 1.537 11.824 49.032 1.537 11.824 49.032 1.661 12.779 47.133
4 1.237 9.516 58.548 1.237 9.516 58.548 1.366 10.507 57.640
5 1.153 8.866 67.414 1.153 8.866 67.414 1.271 9.774 67.414
6 .931 7.162 74.576
7 .721 5.545 80.121
8 .637 4.901 85.021
9 .484 3.724 88.746
10 .458 3.526 92.271
11 .384 2.951 95.222
12 .334 2.567 97.789
13 .287 2.211 100.000
Extraction Method: Principal Component Analysis.
Component Matrix(a)
Component
1 2 3 4 5
Margin -.604 .453 -.278 .078 .268
Deep_freezer_facility -.385 -.021 -.387 .344 .062
Trade_promotion_policies.176 .348 .031 .505 -.601
Logistics -.291 .608 -.184 .310 .093
Product_quality .767 .246 -.049 .253 .039
Wide_range_of_flavors .760 .185 .103 .149 .246
Attractive_packaging .774 .209 .000 .161 .254
Durability_of_product .580 .340 -.084 -.333 .205
Replacement_policy -.211 .602 -.472 -.240 -.063
Demanded_products -.309 .294 .755 -.009 .058
Credit_policy .054 .427 .035 -.668 -.130
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