Beruflich Dokumente
Kultur Dokumente
Of
MARKETING
On the topic of
ECONOMICS PROBLEMS FACED BY FMCG COMPANIES (SUPPORTED
BY DATA) WITH THE LIKELY SOLUTION AND BUSINESS STRATEGY TO
OVER COME THESE PROBLEM
SUBMITTED TO SUBMITTED BY
MR. CHANDRASHEKHAR DOGRA RAJNISH SINGH
MBA (regular)
SEC- RR1902
ROLL NO.-RR1902A11
REG. NO-10901327
ACKNOWLEDGEMENT
RAJNISH SINGH
INDEX
INTRODUCTION
1FAST MOVING CONSUMER GOODS (FMCG)
HISTORY OF FMCG COMPANIES IN INDIA
CURENT SITUATION
OVER VIEW OF INDIAN FMCG MARKET
PROBLEM OF FMCG COMPANIS
ANALYSIS OF FMCG SECTORS
1 STRENGTHS
2 WEAKNESSES
3 OPPORTUNITIES
4 THREATS
STRUCTURAL ANALYSIS OF FMCG INDUSTRY
1DESIGN AND MANUFACTURING
2MARKETING AND DISTRIBUTION
FORCOSTING OF FMCG COMPANIES
STRATEGY OF FMCG COMPANIES
1COMPETITIVE STRATEGIES ALLOWED BY FMCG COMPANIS IN
INDIA
2POWER BRANDS THE NEW FMCG MANTRA
TOP 10 FMCG COMPANIES IN INDIA
SOLUTION OF FMCG COMPANIES
1WHAT SHOULD THE FMCG PLAYERS DO NOW
2DISTRIBUTION BRAND MANAGERS TO BUSINESS MANAGERS
REFRENCE
INTRODUCTION
FMCG are products that have a quick shelf turnover, at relatively low cost and
don't require a lot of thought, time and financial investment to purchase. The
margin of profit on every individual FMCG product is less. However the huge
number of goods sold is what makes the difference. Hence profit in FMCG goods
always translates to number of goods sold. Fast Moving Consumer Goods is a
classification that refers to a wide range of frequently purchased consumer
products including: toiletries, soaps, cosmetics, teeth cleaning products, shaving
products, detergents, and other non-durables such as glassware, bulbs, batteries,
paper products and plastic goods, such as buckets.’ Fast Moving’ is in opposition
to consumer durables such as kitchen appliances that are generally replaced less
than once a year. The category may include pharmaceuticals, consumer electronics
and packaged food products and drinks, although these are often categorized
separately. The term Consumer Packaged Goods (CPG) is used interchangeably
with Fast Moving Consumer Goods (FMCG).Three of the largest and best known
examples of Fast Moving Consumer Goods companies are NESTLÉ, UNILEVER
AND PROCTER & GAMBLE. Examples of FMCGs are soft drinks, tissue paper,
and chocolate bars. Examples of FMCG brands are Coca-Cola, Kleenex, Pepsi and
Believe. The FMCG sector represents consumer goods required for daily or
frequent use. The main segments of this sector are personal care (oral care, hair
care, soaps, cosmetics, and toiletries), household care (fabric wash and household
cleaners), branded and packaged food, beverages (health beverages, soft drinks,
staples, cereals, dairy products, chocolates, bakery products) and tobacco.
The Indian FMCG sector is an important contributor to the country's GDP. It is the
fourth largest sector in the economy and is responsible for 5% of the total factory
employment in India. The industry also creates employment for 3 m people in
downstream activities, much of which is disbursed in small towns and rural India.
This industry has witnessed strong growth in the past decade. This has been due to
liberalization, urbanization, increase in the disposable incomes and altered
lifestyle. Furthermore, the boom has also been fuelled by the reduction in excise
duties, de-reservation from the small-scale sector and the concerted efforts of
personal care companies to attract the burgeoning affluent segment in the middle-
class through product and packaging innovations.
Unlike the perception that the FMCG sector is a producer of luxury items targeted
at the elite, in reality, the sector meets the every day needs of the masses. The
lower-middle income group accounts for over 60% of the sector's sales. Rural
markets account for 56% of the total domestic FMCG demand. Many of the global
FMCG majors have been present in the country for many decades. But in the last
ten years, many of the smaller rung Indian FMCG companies have gained in scale.
As a result, the unorganized and regional players have witnessed erosion in market
share.
HISTORY OF FMCG COMPANIES IN INDIA
In India, companies like ITC, HLL, Colgate, Cadbury and Nestle have been a
dominant force in the FMCG sector well supported by relatively less competition
and high entry barriers (import duty was high). These companies were, therefore,
able to charge a premium for their products. In this context, the margins were also
on the higher side. With the gradual opening up of the economy over the last
decade, FMCG companies have been forced to fight for a market share. In the
process, margins have been compromised, more so in the last six years (FMCG
sector witnessed decline in demand).
CURRENT SITUATION
The growth potential for FMCG companies looks promising over the long-term
horizon, as the per-capita consumption of almost all products in the country is
amongst the lowest in the world. As per the Consumer Survey by KSA-Technopak,
of the total consumption expenditure, almost 40% and 8% was accounted by
groceries and personal care products respectively. Rapid urbanization, increased
literacy and rising per capita income are the key growth drivers for the sector.
Around 45% of the population in India is below 20 years of age and the proportion
of the young population is expected to increase in the next five years. Aspiration
levels in this age group have been fuelled by greater media exposure, unleashing a
latent demand with more money and a new mindset. In this backdrop, industry
estimates suggest that the industry could triple in value by 2015 (by some
estimates, the industry could double in size by 2010).
In our view, testing times for the FMCG sector are over and driving rural
penetration will be the key going forward. Due to infrastructure constraints (this
influences the cost-effectiveness of the supply chain), companies were unable to
grow faster. Although companies like HLL and ITC have dedicated initiatives
targeted at the rural market, these are still at a relatively nascent stage. The
bottlenecks of the conventional distribution system are likely to be removed once
organized retailing gains in scale. Currently, organized retailing accounts for just
3% of total retail sales and is likely to touch 10% over the next 3-5 years. In our
view, organized retailing results in discounted prices, forced-buying by offering
many choices and also opens up new avenues for growth for the FMCG sector.
Given the aggressive expansion plans of players like Pantaloon, Trent, Shopper’s
Stop and Shoprite, we are confident that the FMCG sector has a bright future.
APR-SEP 2009 A&P/SALES%
The fast-moving consumer goods (FMCG) companies are faced with a peculiar
challenge of maintaining profitable growths in the backdrop of a low inflation rate.
As against the high inflation of the early 90s — the peak growth season for all
FMCG companies — the ensuing period of a lower inflation rate dares companies
to now play the volume game. As against a growth in profitability, which came
with price increase in line with the rising inflation, the FMCG industry will now
have to do without this critical factor which has been contributing to almost half of
the industry’s growth. “Volumes will play a critical role now. The number of units
sold will be an important metric, as there is very little avenue to drive price
growth,” said MS Banga, chairman, Hindustan Lever Ltd (HLL), in his keynote
address at the 2nd National FMCG Conclave organized by the Confederation of
Indian Industry (CII). Since volume will be the key determinant of growth, the
industry will be forced to push volume growth. Hence, for those companies which
hitherto relied on price increase as an easy way to enhance profitability, there
could be a pressure on margins. To tackle the problem there needs to be a
relentless focus on cost-cutting. “Many companies, which have understood that
volumes will be critical, will benefit,” added Mr. Banga. According to Mahesh
Vyas, executive director, the Centre for Monitoring Indian Economy (CMIE), the
year holds a lot of promise, if growth is good and inflation is lower. “Volume
growth and no price reduction is good for FMCG,” said Mr. Vyas. He, however,
said fresh investments were critical for sustained growth in the economy. Another
serious challenge which the industry is faced with, said Mr. Banga, is consumer
promotions where freebies are threatening to lead to the commoditization of the
industry. “I believe that the industry must take a serious note of it. It is threatening
the very premise on which the FMCG industry stands today (i.e. branding),” Mr.
Banga added. As to how HLL, which is a leading FMCG company, would boost its
volumes and maintain its margins, Mr. Banga said the only way out was branding.
He denied that HLL was cutting down upon its advertising spends, which he said,
was only on a quarter-on-quarter basis. The total advertising expenditure for HLL
declined to Rs 182.74 crore during the third quarter ended September 30, 2003,
from Rs 217.80 crore.
One of the reasons is the fact that the Conditional Cash Transfer scheme (CCT) is
gathering support as a replacement for myriad welfare schemes. Along with the
rural employment guarantee scheme, loan waivers and increase in prices at which
agricultural products are bought, the CCT could solve the FMCG’s problem of
unpredictability of agricultural income and the associated fall in market demand.
The mainstay of the rural thrust of FMCG companies is based on the hope that
there are ‘disposable incomes’ lying untapped in the hinterland: if the rural
population spends some of this, it will certainly boost demand in the current
recession. With urban consumption in decline or stagnating because of the
economic slowdown, FMCG companies have been hit hard. The idea is to give a
‘choice’ to the rural customer to shift to branded products, from traditional,
unbranded merchandise from the nonorganised sector. “The growth is in rural,”
says India’s top marketing head, Rama Bijapurkar. Rural India constitutes over 60
percent of the country’s total consumer base. It’s estimated that rural markets hold
55 percent of total LIC policies, 50 percent of the market for televisions, fans,
bicycles and wristwatches — and a massive 70 percent of the market for toilet soap
consumption. The Rs 65,000 crore debt waivers announced last year helped 3.6
million farmers and made them eligible to fund the next crop. The Centre
continued to provide short-term crop loans at 7 percent interest up to Rs 3 lakh. An
upturn in agriculture was seen in the UPA’s interim budget of 2009-10, where the
annual growth rate of agriculture was posted at 3.7 percent. Added to this was the
election-inspired increase in minimum support prices (MSP) in 2008-09.
Announced in the season ahead of the general election, the MSP for paddy (Rs 550
per quintal in 2003-04) rose to Rs 900; for wheat, the MSP, which was Rs 630 per
quintal, rose to Rs 1,080. It also led to massive procurement of food grains this
year.
Factors like this, according to analysts, have created ‘disposable incomes’ which
the rural consumers should be, ideally, keen on spending on consumer goods. THE
ECONOMIC SURVEY 2007-08 says rural India spends, on average, 55 percent on
food and 45 percent on non-food items like clothing, consumer durables, education
and health. And its spend on urban costs of living such as electricity, commuting,
fuel and rent is negligible. That level of spending on regular consumables is good
news for FMCG manufacturers. Add to that the fact that, unlike their urban
counterparts, rural citizens’ incomes are relatively better preserved from market
fluctuations and real estate shocks. For corporate, the rural hinterland had earlier
meant high investment because of poor infrastructure, absence of storage services,
no electricity, water or finance facilities. In times of recession, the problems appear
surmountable. It’s expected that catching the villages’ fancy should be far easier
than that of the info-fatigued urban buyer. The rural market already accounts for 50
percent of FMCG products like pressure cookers, tea, branded salt and tooth
powder. Companies expect to increase market share and to add products to the
rural portfolio. According to ASSOCHAM, which announced early this year that
the FMCG sector is pegged to grow at 40 percent in the rural market, “rising rural
incomes, healthy agricultural growth, boost in demand, rising consumerism and
better penetration of FMCG products,’’ are the reasons for this projection. Agrees
Deepak Jolly, a director with Coca-Cola India: “The rural thrust in India today is
huge. In many ways, I would say it is the main driver for the markets.” Among the
few things that the FMCG companies are seeking from this budget is that the taxes
and duties that have been reduced by the government to promote the sector should
not be revoked. If only they could have the same impact on the monsoon: any
weakening or failure there will considerably affect the purchasing power of
villagers and volumes of FMCG products. It’s in this context that the gathering
support for the conditional cash transfers (CCT) scheme should be seen — it
proposes that the government deposit an amount in the account of beneficiaries
identified according to poverty criteria. The amount is deposited in the name of the
woman member of the household and accessed only if children go to school or
attend the health centre. Farmers are spending more than ever to cultivate; villagers
are spending more than ever to buy food. The government hopes to bring the
National Food Security Bill that provides monthly 25kg to BPL families at Rs 3
per kg. It would be interesting to watch if the ‘disposable income’ left after such
subsidies will be used for consumption.
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.
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
Markets all over the world have been on a roll in 2003 and the Indian bourses are
no exception having gained almost 60% in 2003. During this period, while there
are sectors that have outperformed this benchmark index, there are also sectors that
have under performed. FMCG registered gains of just 33% on the BSE FMCG
Index last year. At the macro level, Indian economy is poised to remained buoyant
and grow at more than 7%. The economic growth would impact large proportions
of the population thus leading to more money in the hands of the consumer.
Changes in demographic composition of the population and thus the market would
also continue to impact the FMCG industry. Recent survey conducted by a leading
business weekly, approximately 47 per cent of India's 1 + billion people were
under the age of 20, and teenagers among them numbered about 160 million.
Together, they wielded INR 14000 Cr worth of discretionary income, and their
families spent an additional INR 18500 Cr on them every year. By 2015, Indians
under 20 are estimated to make up 55% of the population - and wield
proportionately higher spending power. Means, companies that are able to
influence and excite such consumers would be those that win in the market place.
The Indian FMCG market has been divided for a long time between the organized
sector and the unorganized sector. While the latter has been crowded by a large
number of local players, competing on margins, the former has varied between a
two-player-scenario to a multi-player one.
Unlike the U.S. market for fast moving consumer goods (FMCG), which is
dominated by a handful of global players, India's Rs.460 billion FMCG market
remains highly fragmented with roughly half the market going to unbranded,
unpackaged home made products. This presents a tremendous opportunity for
makers of branded products who can convert consumers to branded products.
However, successfully launching and growing market share around a branded
product in India presents tremendous challenges. Take distribution as an example.
India is home to six million retail outlets and super markets virtually do not exist.
This makes logistics particularly for new players extremely difficult. Other
challenges of similar magnitude exist across the FMCG supply chain. The fact is
that FMCG is a structurally unattractive industry in which to participate. Even so,
the opportunity keeps FMCG makers trying.
STRATEGY OF FMCG COMPANIES
COMPETITIVE STRATEGIES FOLLOWED BY FMCG COMPANIES IN
INDIA
ITC Limited
HUL & ITC are major companies in FMCG market in India. When we compare
both companies on the basis of their strategies i.e. , their competitive strategies in
the present market. When we look at the present segment breakup for both of the
companies then we came to know that their different products vary too much in the
market.
HUL ITC
Hindustan Unilever (HUL) is the
largest pure-play FMCG company in ITC is not a pure-play FMCG
the country and has one of the widest company, since cigarettes is its primary
portfolios of products sold via a strong business. It is diversifying into non-
distribution channel. It owns and tobacco. FMCG segments like foods,
markets some of the most popular personal care, paper products, hotels
brands in the country across various and agri-business to reduce its
categories, including soaps, detergents, exposure to cigarettes.
shampoos, tea and face creams.
Performance Performance
After stagnating between 1999 and ’04, Despite diversification, ITC’s reliance
the company is back on the growth on cigarettes is still huge. The tobacco
track. In the past three years, till 2008 business contributes 40% to its
HUL’s net sales have witnessed a revenues, and accounts for over 80% of
CAGR of 11%, while net profit has its profit. This cash-generating business
posted a CAGR of 17%. has enabled it to take ambitious, but
expensive bets in new segments and
deliver modest profit growth.
Three men, one voice. Indian fast moving consumer goods companies like HLL,
Godrej Consumer Products Limited and Marico Industries are completely sold on
the concept of "power brands".
But in their rush to put their best brands forward, are these big companies in
danger of overlooking the potential offered by some of the also-ran brands?
It's been almost five years since these three FMCG giants opted to manage their
brand portfolios on the basis of the power brand strategy. How have they fared?
And what does the future hold?
3. Nestlé India
4. GCMMF (AMUL)
5. Dabur India
7. Cadbury India
8. Britannia Industries
One of the age-old problems that FMCG has been facing not only in India but
globally is that of distribution. Integrating operations with your distributors and
channel partners is a Herculean task. Few ways to reduce pain involved in this link:
Tough market situations and a more aware and savvier demanding consumer have
necessitated that yesterday's Brand Managers be transformed into Business
Managers who understand consumers and can innovate and be flexible to move
with the consumer. Gone are the days when brands could be made to gallop with a
big budget media plan, a generous dose of below-the-line and above-the-line
activities and constant promotions and schemes in the market. Consumers who
have become demanding yet inscrutable in terms of attitudes, outlook, moods and
behavior have rendered conventional Brand Management tools obsolete.
REFERENCE
http://www.coolavenues.com/know/mktg/competitive-strategies-2.php
http://www.rediff.com/money/2005/nov/15spec.htm
www.hll.com
www.itc.com
www.insightory.com
www.oppapers.com
http://www.indianmba.com/Faculty_Column/FC448/fc448.html