CONTENTS

CHAPTER-I
INTRODUCTION Market Size & Growth Se !e"tatio" Ma"#$a%t#ri" Pro%e&& O'(e%ti)e& o$ the St#*+ S%o,e o$ the St#*+ Re&ear%h Metho*o-o + & .i!itatio"& PAGE NO 01 - 08

CHAPTER-II
COMPAN/ PRO0I.E 01 - 12

CHAPTER-III
CHANGING TREND IN MAR3ETING Re&ear%h !etho*o-o + 14 - 52

CHAPTER-I6
DATA ANA./SIS AND INTERPRETATION 54 - 70

CHAPTER-6
CONC.UTIONS & SUGGETIONS 71 - 78

CHAPTER-6I
APPENDI9 ;#e&tio""aire <i'-io ra,h+ 7: - 20

INTRODUCTION
MAR3ETING=
Every day we are coming across with Television adds, Newspapers, commercial direct mails and sales corps .Some one is always trying to sell something. Anything that can be offered to a market for attention. Acq isition se or cons mption that might satisfy want or a need it incl des physical ob!ects. Services and persons places. "eople are participating in marketing by satisfying their needs and want thro gh e#changes. E#change is an act obtaining a desired ob!ect from some one by offering and something in ret rn. $arketing is a social and managerial process by witch individ als and gro ps obtain what they want and need thro gh creating and e#changing prod ct and val es with others. %t means managing markets to bring abo t e#changes for the p rpose of flying h man needs and wants s ch as prod ct development research, comm nications, distrib tion pricing and services are core marketing activities. &ons mers do marketing when they search for the goods they need at the prices they offer. &ompany p rchasing agents do marketing when they track down sellers and bargain for good items. %f a marketer do good !ob of nderstanding cons mer needs. 'evelop prod cts that provide s perior val es and prices. 'istrib tes and promotes them effectively these prod cts will sell very easily.

Peter 0 Dr#ker=
A leading management thinker p t in this way. (Aim of marketing is to make selling s perfl o s. The aim is to know and nderstand the c stomer so well that the prod ct or services its and sells itself. ) tstanding marketing companies stay close its c stomers*.

MAR3ETING RESEARCH=
"hilip ,otler in his marketing management - Analysis planning and control defined as ($ . is the systematic and ob!ective search for and analysis of information relevant to the identification and sol tion of problem in the field of marketing. Still and &ardiff has defined $arketing research as ( $arketing research is the systematic, gathering, recording and analysis of data abo t marketing problems towards the end of providing information sef l in marketing decision making*.

AIMS AND O<>ECTI6ES=

The aim of the marketing research and analysis may be stated as follows/ To define portable market for a speciali0ed prod ct and to report on general market conditions and tendencies, b ying habits etc. To assess competitive strength and policies. To estimate potential b ying power in vario s areas. To indicate the distrib tion methods best s ited to the market. To know the companies e#pected share in the market. To st dy the req irements regarding the feat res of the prod cts. To make packaging of plans as attractive as possible.

MAR3ET POTENTIA.=
The need and demand of the prod ct in the target segmented market is called market potential.

MAR3ET SI?E AND GRO@THA

The %ce2cream market growth d ring the late 345s and in the early 365s was very low at aro nd +217 pa b t slowly the market has started picking p especially after de2reservation of the sector in 1668. 9or last 12+ years the ice cream market in %ndia is growing at 1:2+57 per ann m and presently it is estimated at worth of .s1:21;bn.

This growth rate is e#pected to contin e for another ne#t +21 years beca se of lower base. )f the total si0e of .s 1:21;bn, aro nd 1521+7 is in the hands of organi0ed sector val ed at .s<.6bn, rest all is with the norgani0ed sector. The growth rate co ld have been even higher b t for poor infrastr ct re, high e#cise d ty = sales ta# etc the growth is at that point. E#cise ' ty on ice cream was increased from 117 to 1;7 in the 9>+555 b dget. $arket growth historically was st nned by ?overnment policies. Till 1668, %ce cream man fact re was reserved for small2scale sector. The leading players were nable to invest adeq ately to develop an infrastr ct re of cold chain for storage and distrib tion. Erratic s pply and shortage of power in most parts of the co ntry have been the ma!or factors limiting the growth of a cold chain. As a res lt, there was a dearth of good q ality prod cts in the market and also lack of adeq ate infrastr ct re to distrib te the same.

At the beginning of first phase of liberali0ation, @ind stan Aever B@AAC entered the market thro gh fro0en dessert ro te. 9ro0en desserts Bwhich se edible oil fat instead of milk fatC were technically not reserved for small scale. Am l %ce cream, man fact red by the largest milk2prod cing co2operative was introd ced in $ mbai market in 166;, intensifying the competition. %n 1668, the sector was de2 reserved from small scale, based on the recommendations of the Abid @ ssain &ommittee report, on gro nds of hygiene and technology. .emoval of licensing restrictions and investment by new players in capacity and market e#pansion is e#pected to lead to rapid demand growth in the sector.

<

SEGMENTATION
%ce &ream market can be segmented in three different ways, namely on the basis of 9lavors Stock ,eeping Dnits="ackaging &ons mer Segments. )n the basis of flavors the market today has a n mber of flavors like vanilla, strawberry, chocolate, mango, b tterscotch a n mber of fr it flavorsE dry fr it flavors traditional flavors like ,esar2"ista, ,a! 2'raksh etc. The market is totally dominated by Fanilla, Strawberry and chocolate, which combinedly acco nt for more than 857 of the market followed by b tterscotch and other fr it flavors. )n the basis of stock keeping nits = packaging the market can be divided into < segments/ &ones & ps Sticks or candies Take2aways )n the basis of the cons mer segments the market can be divided into fo r segments/ %mp lse segment B" ll cartC .etail B@ome take2awaysC %nstit tional = catering "arlo rs

Ghile instit tional or catering acco nts for aro nd 1:7, retail and imp lse combinedly take the ma!or ch nk with 857 of the market.

MANU0ACTURING PROCESSA
According to Pre)e"ti)e 0oo* A*#-teratio" A%t 1142 an %ce &ream m st contain 9at/ $in 157 Total Solids/ $in 1;7 So rce of 9at/ $ilk 9at or Fegetable )il B%ce &ream made from this is 9ro0en 'essertC So rce of Solids/ Skimmed milk powder H S gar Steps involved in $an fact ring 1C Selection of %ngredients Aiq id/ $ilk 9at, S gar Syr p, Gater Solid/ S gar, Stabili0er H Em lsifier, Skimmed $ilk "owder +C 9ig ring o t the $i# 'ecide pon the composition of mi# to be made 'ecide on the amo nt of mi# to be made in the batch at one time. +C $aking of the $i#/ Ilending of Aiq id H Solid %ngredients in a FAT. <C Iatch "aste ri0ation B@eating the mi# to ;4J&= 15 $ts.C To kill the microorganisms in the $i#. :C @omogeni0ing the $i# B1st stage +,:55 psi, +nd stage :55 psiC To prod ce Dniform H Smooth prod ct. ;C &ooling H Aging the $i# B 2< J& = +<hrsC %t is done to improve the Iody H Te#t re of %ce &ream and to get $a#im m )verr n. 8C 9ree0ing the $i# This is done sing Iatch or &ontin o s 9ree0ers. Ghile free0ing is on, Air %ncorporation is done at this stage to get the )verr n.

4C "ackaging of %ce &ream B2<J&C 6C @ardening and Storage of %ce &ream B2+1to 2+4J&C This is the standard proced re for man fact ring %ce &ream that every )rgani0ed &ompany follows.

DISTRI<UTION
The %ce2cream distrib tion chain typically consists of a distrib tor = stockiest and the retailer. $ost players have regional operations with prod ction facilities located near the market as adeq ate cold chain facilities for transportation over long distances is not available. 'istrib tion of national brands is done thro gh owned or leased cold storage facilities located in the ma!or cons mption centers from where the s pplies are sent to distrib tors or directly to retailers. The retail network for ice cream consists of e#cl sive ice cream parlors, which may be company owned or franchise o tlets and other retail o tlets like provision stores, hotels and resta rants. Today most of the companies in the ind stry are opening these ice2cream parlors to cater to retail segment. $ore over with retail margins being in the range of 142+57 co pled with rbani0ation the companies are emphasi0ing on this from of retailing.

MA>OR P.A/ERS
The %ndian %ce cream market is dominated by a large n mber of small local man fact rers and regional players. There are an estimated 1:5 man fact rers in the organi0ed segment, which acco nts for 1521:7 of sales and abo t +555 nits in the norgani0ed market. %n the organi0ed segment, the significant brands are ,wality Galls, Fadilal, Am l, $other 'airy and Iaskin .obbins. Ma(or Natio"a- P-a+er& @ind stan Aever Fadilal %nternational ?&$$9=)ther $ilk &o2 <ra"*& ,wality Galls, 'airy &lassic, $a#, &ornetto, $agn m Fadilal, 'airy 9resh Am l, $other 'airy

operatives $aharashtra 'airy "rod cts

Iaskin .obbins

Other P-a+er&=
Iesides the main national brands there are other premi m brands which have carved a niche for themselves in their respective regional markets. These players have mostly concentrated on the large metro cities. These players sell thro gh their e#cl sive parlors. The ma!or national players sell thro gh franchise parlors as well as thro gh retail stores, groceries, resta rants, hotels, roadside stalls on highways, etc. Re io" East / Gest / <ra"*& T lika, .ollicks B%nd ss %ce creamsC Nat re Gorld, "aston!i, Nat rals Bin $ mbai onlyC, 'inshaw3s @avmor Bin ? !arat onlyC, > m of 'airy 'en Bin ? !arat onlyC $other 'airy, Nir la3s Ar n B@ats n 9oodsC, Koy, NandiniB ,arnataka onlyC,Scoops,Kersey

North / So th /

$ mbai has several players s ch as Nat re Gorld, Nat rals, %ce2cream E#press, 'inshaw3s, etc which are priced at a premi m over the ,wality Galls and Am l brands Ar n, promoted by @ats n 9oods "vt. Atd., is a dominant brand in the So th. Ar n sells its ice creams thro gh e#cl sive parlors, which are pop lar in the so thern cities. Koy, another marginal national player has a stronger presence in the So th. Together, Koy and Ar n have a si0able presence in the So thern markets of &hennai and TamilNad .Nir la3s is a strong local player in 'elhi. $other 'airy the 'elhi version of the Am l brand also has a strong presence in the Northern region. %n @yderabad the Aocal Irand of %ce creams are Scoops, &ream line Kersey, &osmos which have considerable share in @yderabad $arket.

COMPAN/ PRO0I.E

MAR3ET SHARES
@ind stan Aever has a market share of aro nd :57, represented mainly by ,wality Galls brand. %t has introd ced the $a# range of ice creams targeted at children. Am l is the second largest player at the national level, with an estimated market share of 1:7 and is rapidly gaining market share. Fadilal is another player in the national market with 4267 of the market share b t that too is shrinking.

GU>ARAT CO-OPERATI6E MI.3 MAR3ETING 0EDERATION .IMITED

HISTOR/=

Am lLs birth is indelibly linked to the freedom movement in %ndia. %t was Sardar Fallabhbhai "atel who said that if the farmers of %ndia are to get economic freedom then they m st get o t of the cl tches of the MmiddlemenL. The first Am l cooperative was the res lt of a farmerLs meeting in Samarkha B,aira district, ? !aratC on < Kan ary 16<;, called by $orar!i 'esai nder the advice from Sardar Fallabhbhai "atel, to fight rapacio s milk contractors. %t was SardarLs vision to organi0e farmers, to have them gain control over prod ction, proc rement and marketing by entr sting the task of managing these to q alified professionals, thereby eliminating the middle men, the bane in farmersL prosperity. The decision was taken that day in Kan ary 16<;/ $ilk prod cerLs cooperatives in villages, federated into a district nion, sho ld alone handle the sale of milk from ,aira to the government2r n Iombay $ilk Scheme. This was the origin of the Anand pattern of cooperatives. The colonial government ref sed to deal with the cooperative. The farmers called a milk strike. After fifteen days the government capit lated. This was the beginning of ,aira 'istrict &ooperative $ilk "rod cersL Dnion Atd., Anand, registered on 1< 'ecember 16<;. )riginally the Anand pattern incl ded dairy cooperative societies at the village level, and a processing nit called a M nionL at the district level. %nspired by the ,aira Dnion, similar milk nions came p in other districts too. %n 1681, in order to market their prod cts more effectively and economically, they formed the ? !arat &ooperative $ilk $arketing 9ederation Aimited B?&$$9 Atd.C.

15

?&$$9, better known thro gh its Am l brand, has been the latest entrant in the national %ce2cream market. %t has la nched milk2based ice cream nder its flagship brand Am l in Kan ary 1668. ?&$$9 has a distinct edge over e#isting competitors and e#pected new entrants on several co nts. Advantage in proc rement of milk the key raw material in %ce cream. $ilk s pply in %ndia is largely controlled by the regional milk cooperatives. ?&$$9 itself is the leading s pplier of milk in the Gestern region. Iesides proc rement from other regional cooperatives is also easier for ?&$$9 as compared top other players. %nfect, ?&$$9 has a tie2 p with the ,arnataka $ilk $arketing federation, which man fact res ice2cream on behalf of ?&$$9, which is marketed nder the Am l brand name. Co!,etiti)e ,ri%i" / ?&$$9 can proc re milk at lower prices as compared to competitionE Am l has been la nched at a s bstantial price disco nt to main competitors ,wality and Fadilal. This has helped in attaining a good vol me grown in a short time span. <ra"* aware"e&& i& hi h= The Am l brand has a strong eq ity in milk prod cts and ?&$$9 has managed to leverage on this brand eq ity and attained over +57 market share in $ mbai within a year of its la nch Established distrib tion network/ ?&$$9 already has a wide retail distrib tion network, which markets its other milk prod cts s ch as cheese and b tter. @ence distrib tion reach the single most important factor in creating a critical mass is already available. "resently Am l ice cream has second highest share B1:7C in the market and also has a high brand recall. The company has a total of 8 ice cream man fact ring nits three are in ? !arat, one each in 'elhi, "atna and Iangalore and another one in Tarap r. ?&$$93s main ice2cream man fact ring facility is located at ?andhinagar, which is Asia3s largest and most modern integrated ice2cream man fact ring plant and ses world renowned refrigeration nits and an efficient cold chain. The company is also said to be in talks with cooperative federations of D" and $" for contract man fact ring its ice cream in A cknow and D!!ain dairies.

11

The first Am l cooperative was the res lt of a farmerLs meeting in Samarkha B,aira district, ? !aratC on < Kan ary 16<;, called by $orar!i 'esai nder the advice from Sardar Fallabhbhai "atel, to fight rapacio s milk contractors. %t was SardarLs vision to organi0e farmers, to have them gain control over prod ction, proc rement and marketing by entr sting the task of managing these to q alified professionals, thereby eliminating the middle men, the bane in farmersL prosperity. The decision was taken that day in Kan ary 16<;/ $ilk prod cerLs cooperatives in villages, federated into a district nion, sho ld alone handle the sale of milk from ,aira to the government2r n Iombay $ilk Scheme. This was the origin of the Anand pattern of cooperatives. The colonial government ref sed to deal with the cooperative. The farmers called a milk strike. After fifteen days the government capit lated. This was the beginning of ,aira 'istrict &ooperative $ilk "rod cersL Dnion Atd., Anand, registered on 1< 'ecember 16<; The company has gone national d ring the c rrent year B9>51C with setting p of proper infrastr ct re facilities of cold storage for eastern markets. %t has also tied p with vario s regional dairy co2operatives like $other 'airy B'elhiC for the northern market, $other 'airy BIangaloreC for the so thern marketE and the "atna 'airy "ro!ect for increasing its reach. The company presently is said to be in talks with &ooperative 'airies in D!!ain and A cknow for its operations in northern and eastern markets. The company3s talks with Fadilal for b ying o t Iarailley ice2 cream nit wo ld help in s pporting eastern regions operations of the company. ?&$$9 became the sole marketer of the original range of Am l prod cts incl ding milk powder and b tter. That range has since grown to incl de ice cream, ghee, cheese, chocolates, shrikhand, paneer, and so on. These prod cts have made Am l a leading food brand in %ndia.

GCMM0= A" O)er)iew

? !arat &ooperative $ilk $arketing 9ederation B?&$$9C is %ndia3s largest food prod cts marketing organi0ation. %t is a state level ape# body of milk cooperatives in ? !arat, which aims to provide rem nerative ret rns to the farmers and also serve the interest of cons mers by providing q ality prod cts, which are good val e for money.

1+

$embers
Me!'er& prod cers3 Dnion N)/ 1+ district cooperative milk prod cers3 Dnion No. of "rod cer $embers No. of Fillage Societies Total $ilk handling capacity $ilk collection BTotal 2 +55;258C / 15,4:+ / ;.8 million liters per day / 1.;8 billion liters / 1+ district cooperative milk

/ +.+1 million

Mi-k %o--e%tio" BDai-+ A)era e 5002-04C = <.:6 million liters Mi-k Dr+i" Ca,a%it+ Catt-e $ee* !a"#$a%t#ri" Ca,a%it+ = :15 metric Tons per day = 1<:5 $ts. per day

Sa-e& t#r"o)er& R& B!i--io"C US D Bi" !i--io"C /ear +55+251 +55125< +55<25: +55:25; +55;258 No. of "rod cer $embers +55125< +55<25: +55:25; +55;258 / / / / / T#r"o)er 1::<5<:5 144<5<:: ++16+<61 +14:<61 ++:44:55 ++16+ ++14: ++:44 +11;: <61 <61 :55 :55

11

.IST O0 PRODUCTS MAR3ETED= Iread spreads &heese .ange Dtterly 'elicio s "i00a $ithaee .ange BEthnic sweetsC Am l Shrikhand B$ango, Saffron, Almond "istachio, &ardamomC " re ?hee %nfant $ilk .ange $ilk "owders Sweetened &ondensed $ilk 9resh $ilk & rd "rod cts Am l %ce creams .oyal Treat .ange B.a!bhog, &app chino, &hocochips, I tterscotch, T tti 9r ttiC N t2o2$ania .ange B,a! 'rakshi, ,esar "ista, .oasted Almond, ,esar &arnival, Iadshahi Iadam , lfi, Shista "ista , lfiC Dtsav .ange BAn!ir, .oasted AlmondC Simply 'elicio s .ange BFanilla, Strawberry, "ineapple, .ose, &hocolateC Nat re3s Treat BAlphanso $ango, 9resh Aitchi, An!ir, 9resh Strawberry, Ilack & rrantC S ndae .ange B$ango, Ilack & rrant, &hocolate, StrawberryC $illenni m %ce cream B&heese with Almonds, 'ates with @oneyC $ilk Iars B&hocobar, $ango 'olly, .aspberry 'olly, Shahi Iadam , lfi, Shahi "ista , lfi, $awa $alai , lfi, ?reen "ista , lfiC &ool &andies B)range, $angoC &assatta Tricone &ones BI tterscotch, &hocolateC $egabite Almond &one 9rostik 2 1 layer chocolate Iar 9 ndoo .ange 2 e#cl sively for kids SlimScoop 9at 9ree 9ro0en 'essert BFanilla, Ianana, $ango, "ineappleC &hocolate H &onfectionery Irown Ieverage N tram l $alted $ilk 9ood 'hara Edible )ils

1<

NEED 0OR DOING THE PRO>ECT=

?&$$9 has a strong hold in the northern and western regions of %ndia. %t is planning to e#pand its base in the so thern region. As a part of this it wants to find the potential for its ice creams BAm lC in @yderabad market. The scope for penetration in the @yderabad market can be known with the help of the pro!ect. These findings can help ?&$$9 increase its market share. SPECI0IC O<>ECTI6ES= To identify the potential o tlets in some of the territories of @yderabad and thereby trying to increase Am lNs market share.

METHODO.OG/=
This is an e#ploratory research for finding an opport nity to increase the market share. The following are the steps in the st dy 1. &ond cting a s rvey to get the details of the present sit ation of the am l ice cream b siness from the e#isting retailers and distrib tors. +. i. 9inding the new potential o tlets and converting them to am l o tlets ii. "reparing a q estionnaire for the e#isting and competitor to get the information which @elps am l to become the best brand in the city. 1. Analy0ing the s rvey reports and q estionnaires. <. .eporting the findings. :. S ggestions to ?&$$9A. 0INDINGS SO 0AR= AMU. o#t-et&/ 1. The prod ct in q ality is very good. +. The retailers are not satisfied with service levels provided by the distrib tors. 1. Stern policies adopted by Am l regarding allotment of 'eep free0ers.

1:

Co!,etitor o#t-et&= 3wa-it+ wa--& o#t-et&= 1. "rod ct q ality is good. +. .etailers are completely satisfied with the delivery pattern and service levels provided. 1. 9le#ible "olicies adopted by ,wality Galls regarding allotment of 'eep free0ers. Di"&haw& o#t-et&/ 1. "rod ct q ality is not satisfactory +. Service level is not good. .IMITATIONS= 1. Iiased information may be given by the retailers basing on the recent e#perience. +C 9ig ring o t the $i# 'ecide pon the composition of mi# to be made 'ecide on the amo nt of mi# to be made in the batch at one time. 1C $aking of the $i#/ Ilending of Aiq id H Solid %ngredients in a FAT. <C Iatch "aste ri0ation B@eating the mi# to ;4J&= 15 mtsC To kill the $icro )rganisms in the $i#. :C @omogeni0ing the $i# B1st stage +,:55 psi, +nd stage :55 psiC To prod ce Dniform H Smooth prod ct. ;C &ooling H Ageing the $i#B 2< J& = +<hrsC %t is done to improve the Iody H Te#t re of %ce &ream and to get $a#im m )verr n. 8C 9ree0ing the $i# This is done sing Iatch or &ontin o s 9ree0ers. Ghile free0ing is on, Air %ncorporation is done at this stage to get the )verr n. 4C "ackaging of %ce &ream B2<J&C 6C @ardening and Storage of %ce &ream B2+1to 2+4J&C

1;

CHANGING TREND IN MAR3ETING

18

CHANGING TREND IN MAR3ETINGA The trend marketing has shifted the foc s on to the cons mer needs and wants. &ons mer is being targeted and the prod ct or services is designed according to cons mer perception .so the shift is towards tailor made prod cts to s it the cons mer taste.

&ons mer is the pivot on whole system rotates. The cons mer sis to be looked after and identified. @e may be and individ al cons mer, a committee or a gro p in case of ind strial b ying. %n brief c stomer sho ld be kept satisfied and the company sho ld orient itself according to the c stomer taste in order to s rvive in the competition. %n brief the company sho ld emphasi0e on the following points. 1. +. Ghat really satisfied the cons mer i.e. combination of prod ct feat res and attrib tes s it to his taste. what

To assess the cons mer satisfaction by establishing modes of comm nication with the cons mer and getting a proper feedback abo t prod ct performance after the sale. To determine who is c stomer i.e. individ al gro p, committee etc. who takes the b ying decision. To analy0e the feedback from the c stomer and to effectively plan for the f t re strategies.

1. <.

14

O<>ECTI6ES
)b!ective of st dy/ 2

To know the retailer H cons mer preference of Am l brand. To know abo t the different brands of %ce creams cons med by the cons mers. To know abo t the market share of %ce cream cons med by the cons mer. To find o t effective advertising and distrib tion channel. To find o t the main criteria for selection of %ce creams by cons mer. To find the most liked flavors by cons mer. To find o t the promotional strategies sed by different companies. To know the main competitors of Am l %ce creams.

16

.IMITAIONS
The following are the possible limitations of this pro!ect work/ 2 1. As the s rvey was restricted to the city of @yderabad, the concl sion of the may be taken as nationwide. +. Iiased information from the retailers 1. No proper response beca se of the low q ality of service <. 'etails like margin and t rnover are kept confidential :. As the s rvey was restricted to the city of @yderabad, the concl sion of the may not be taken as nationwide.

;. The sample is taken only from dealers and the finding reflects their points of view on the market.

The data collected to thro gh q estioner by personal interview, so the a thentically of the data is s b!ect to the mood of the respondents at the time of interview. The following are the possible limitations of this pro!ect work/ 2

+5

SCOPE O0 THE STUD/

The st dy is cond cted on the cons mer perception of analysis for

A!#- ICE-CREAM=The st dy is confined to the area of &ity in @yderabad The sample of the respondents chosen for the st dy was cons mer.

+1

Re&ear%h Metho*o-o +

++

MAR3ETING RESEARCH
'efinition of marketing research as approved by the board of directors of the American $arketing Association is. Marketing research is the function which links the customer and public to the marketer through information- information used to identify and define marketing opportunity and problems, generate, define and evaluate marketing action, monitor marketing performance and improve understanding of marketing as a process. Simply, marketing research is the systematic design, collection, analysis and reporting of data findings relevant to a specific marketing situation facing the company. Ob ective in research is all- important .the heart of the scientific method is the ob ective gathering and analysis of the information.

The function of marketing research within a company is to provide the information and analytical inputs necessary for effective.
!lanning of future marketing activity. "ontrol of marketing operations in the present. #valuation of marketing results.

A research may nder take any of the three types of research investigations depending pon the problem. These types of research incl ded.

$asic research.
+1

%pplied research. 'esigned fact gathering.

<a&i% Re&ear%h /
%t is also known as the p re f ndamental research, which refers to those st dies, sole p rpose of which is the discovery of new information. %t is cond cted to e#tended the hori0ons in given area of knowledge with no immediate application to e#isting problem.

A,,-ie* Re&ear%h =
%t is an attempt to apply the vario s marketing techniq es, which have been developed as research, first and later on they become applied research techniq es. %t is an attempt to apply the basic principle and e#isting knowledge for the p rpose of solving the operating problems.

De&ti"atio" $a%t atheri" =%t refers to a research where the investigator attempts nearly to gather some pre2determined data. Steps in $arketing .esearch process/ 2 $arketing research process can be carried o t thro gh the following steps/ 2 'efine the problem and research ob!ective

'evelopers the research plan

&ollect the information

Analysis and interpretation

+<

"resent the findings

De$i"e the ,ro'-e! a"* re&ear%h o'(e%ti)e& =%n a very real sense, this step is the heart of the research process. This is the first step, which calls for the marketing managers and marketing research.

Re&ear%h ,-a" *e)e-o,!e"t /2

The second step calls for developing the most efficient plan for gathering the needed information. Not to forget the cost or val es of research the marketing manager m st estimate process before its approval. .esearch plan calls for decisions on. ACA Data &o#r%e/ %.C %%.C "rimary data to be collected for specific p rpose. Secondary data collected for another p rpose and already e#isting some where.

1C. Re&ear%h a,,roa%he&/ primary data is collected in fo r ways/ 1. )bservational research. +. foc s gro p research. 1. s rvey research. <. e#perimental research. +CA Re&ear%h i"&tr#!e"t&/ $arketing researchers can se q estionnaires in collecting of primary data. Ieca se of its fle#ibility, q estionnaire is by for the common instr ment sed to the collect primary data. 1C. Sa!,-i" ,-a"/ this plan calls for three aspects/ 2 aC. 'efine the sampling nit. bC. 'ecide the sample si0e. cC. 'ecide the sampling proced re whether to se probability )r non2sampling methods. <C. Co"ta%t !etho*/ )nce the sampling plan has been determined, the .esearcher has to decide how the s b!ect sho ld be contacted. The &hoices are mail, telephone or personal interviews.

+:

 &ollection of information E 'ata collection phase is generally the most e#pensive and the most phase to error. &arry o t the fieldwork, collect data sing the instr ments, ad! sts the problems of not at homes, replaced, ref sal to co2operate, biased or dishonest answers.

Analysis and interpretation / The ne#t to last step is to e#tract pertinent findings from the collected data. The researcher edits, code, tab late the collected data.

"resentation of findings / As the last step in marketing research, the researcher presents the findings. The researchers have to arrange the researched res lt according to an approved reporting format, get the report typed and bo nd, present the copies of the report to the concerned a thorities.

RESEARCH METHODO.OG/
The methodology adopted for eliciting the data req ired for the st dy was s rvey method. %t is the overall pattern or framework of the pro!ect that will dicta as to what information is to be collected, form which so rces and by what proced res.

RESEARCH METHOD
.esearch methodology m st be classified on the basis of the ma!or p rpose of the investigation. %n this problem, description st dies have been ndertaken as the ob!ective of the pro!ect is to cond ct the market share st dy to determine the share of the market received by both the company and its competitors.

+;

DATA ANA./SIS & INTERPRETATION

+8

DATA CO..ECTION= The %nformation needed to f rther proceed in the pro!ect information had been collected thro gh primary data and secondary data.

Pri!ar+ *ata="rimary data consists of information collected for the specific p rpose at hand for the p rpose of collection primary data, s rvey research was sed and all the softy sellers sing different brads and their competitors were contacted. S rvey research is the approach best s ited gathering description and information. &ontact methods/ the information was solicited by administering str ct red q estionnaire to the ice2cream sellers, th s getting to know directly form the ice2cream sellers abo t the vario s brands they are stocking and the flavors they are stocking its demand in the market their level of satisfaction with the brand, the feat res they are e#ception if they get a new brand, their decision in selection the brand etc.

Se%o"*ar+ Data=The secondary data consists of information that already e#ists somewhere, having been collected for another p rpose. Andy
+4

researcher begins the research work by first going thro gh the secondary data. Secondary data incl des the information available with the company. %t may be the findings of research previo sly done in the field. Secondary data can also be collected form maga0ines, newspapers, other s rveys cond cted by known research agencies etc.

1A Co"&#!er& %o"&#!i" i%e %rea!EA

TA<.E=
No. of cons mers cons ming ice2cream 61 56 O<SER6ATION=7 of respondents 617 567

1. %t was observed that ) t of 155 cons mers, 61 cons mers cons ming %ce2 cream. +. 67 of the cons mers donLt cons me ice2cream. Consumers consuming ice-cream

Gra,h=

+6

'&& /& .& -& ,& +& *& )& (& '& & 0es 1o

0es 1o

5A D#ri" &#!!er &ea&o" a"* other &ea&o"& %o"&#!er& %o"&#!i" i%e%rea!AA

TA<.E=
' ring s mmer No. of cons mers 'aily Alternate 'ay )nce a week )nce a $onth Total +1 <; 1; 1+ 155 )ther Season No .of cons mers cons ming ice 2cream 51 5: 1; :; 155

O<SER6ATION=1. ' ring s mmer season/ 2 +17 cons mers cons me ice2cream daily, <;7 cons mers cons ming ice2 cream alternate day, 1;7 cons mers cons ming ice2cream once a week, 1+7 cons mers cons ming ice2cream once a month.

15

Gra,h=

During summer consumers consuming ice-cream

'(& '&& .& ,& *& (& &
%l te 2a i rn at ly e O nc 2a e y a O nc we ek e a M on th 3o ta l

2uring summer 1o.of consumers

5A D#ri" Other &ea&o"= O<SER6ATION=17 cons mers cons ming ice2cream daily, :7 cons mers cons ming ice2cream Alternate day, 1;7 cons mers cons ming ice2cream once a week, :;7 cons mers cons ming ice2cream once a month.

Gra,h=

11

Other Season 1o .of consumers consuming ice -cream 2aily )4

%lternate 2ay +4 2aily Once a week ),4 %lternate 2ay Once a week Once a Month

Once a Month +,4

8A Rea&o"& $or eati" i%e-%rea!AA TA<.E=

9 n "leas re @ ngry @obby )ccasion Total 14 1: 51 <: +1 155

O<SER6ATION=%t is observed that the 147 of cons mers are cons ming ice2cream for f n, 1:7 of cons mers are cons ming for pleas re, and 17 of cons mers are

1+

cons ming for satisfying @ nger, <;7 of cons mers are cons ming for @obby, +17 of cons mers are cons ming on occasions.

Gra,h =-

5un !leasure 6ungry 6obby Occasion 3otal

3otal */4

5un /4

!leasure .4

6ungry '4

6obby ((4 Occasion ''4

:A Co"&#!er& ta&te* <ra"*& a"* Ra"ki" E

TA<.E=
Irands Am l ,2walls 'inshaws Fadilal Scoops .ank 1 << 1+ 18 56 54 .ank + +< 1< ++ 1: 56 .ank 1 14 +5 +8 15 +; .ank < 15 1+ 1< 15 +: .ank : 5< 5; +5 +4 1+

O<SER6ATION=-

11

The ?raphs shows the ranks of different brands that are liked by the cons mers. The analysis shows that Am l is mostly liked by the cons mers. Am l being ranked first by <<7 cons mers, ,2walls ranked first 1+7 of the cons mers. 'inshaws 187, vadilal 67, Scoops 47 respectively.

Gra,h=
%M78 +& *& )& (& '& &
k' ( ) * k k k 9a n 9a n 9a n 9a n 9a n k +

%M78

Gra,h=
:-;%88S *& )& (& '& &
( ) * k' k k n n n k n 9 a 9 a 9 a 9 a 9 a n k +

:-;%88S

Gra,h=

1<

2<1S6%;S )& (+ (& '+ '& + &

( ) * k' k k k n n n n 9 a 9 a 9 a 9 a 9 a n k +

2<1S6%;S

Gra,h=
=%2<8%8 )+ )& (+ (& '+ '& + &
( ) * k' k k 9 an 9 an 9 an k 9 an 9 an k +

=%2<8%8

7A Co"&#!er& $a)orite <ra"*E TA<.E=

Irands Am l ,2walls 'inshaws Fadilal Scoops No. of respondents <5 11 1+ 15 58

1:

O<SER6ATION=-

Analysis of different brands liked by cons mers/2 Am l is liked by <57 of the cons mers. ,2walls is liked by 117 of the cons mers. 'inshaws is liked by 1+7 cons mers. Fadilal is liked by 157 cons mers. Scoops are liked by 87 of cons mers

Gra,h=

consumers favorite brand ice-cream

+& *& )& (& '& &
2 in sh aw s = ad i la l S co op s -w al ls % m ul

%mul :-walls 2inshaws =adilal Scoops

2A Rea&o"& $or -iki" the a'o)e <ra"*&E TA<.E=

Irands Am l k2walls "rice 15 1: Irand +: 15
1;

Availability 1: 14

O ality ++ 18

Ads 54 +5

'inshaws Fadilal Scoops

11 11 15

++ +1 1+

+4 18 +4

16 ++ 5;

+5 +8 +<

O<SER6ATION= A!#-=157 of the cons mers like Am l beca se of the price, +:7 of the cons mers like beca se of Irand name, and 1:7 of cons mers like beca se of availability, ++7 of the cons mers like beca se of O ality, 47 of cons mers like beca se of advertisement. 3-wa--&=1:7 of the cons mers like beca se of the price, 157 of the cons mers like beca se of Irand name, and 147 of cons mers are availability, 187 of the cons mers like beca se of O ality, +57 of cons mers come to know abo t the brand thro gh Ads. Di"&haw&=117 of the cons mers like beca se of the price, ++7 of the cons mers like beca se of Irand name, and +47 of cons mers are availability, 167 of the cons mers like beca se of O ality, +57 of cons mers come to know abo t the brand thro gh Ads. 6a*i-a-=2 117 of the cons mers like beca se of the price, +17 of the cons mers like beca se of Irand name, and 187 of cons mers are availability, ++7 of the cons mers like beca se of O ality, +87 of cons mers come to know abo t the brand thro gh Ads. S%oo,&=157 of the cons mers like beca se of the price, 1+7 of the cons mers like beca se of Irand name, and 1:7 of cons mers are availability, +47 of the cons mers like beca se of O ality, +<7 of cons mers come to know abo t the brand thro gh Ads.

9or Am l
Gra,h=

18

%mul )+ )& (+ (& '+ '& + &

ty ra n d e y va i la b ili > u a lit ric d s ! $ %

!rice $rand %vailability >uality %ds

9or k2walls
Gra,h=
k-;%88S )+ )& (+ (& '+ '& + &
va ila bi lit y > ua lit y ra nd e ric ds ! $ %

!rice $rand %vailability >uality %ds

9or 'inshaws
Gra,h=

14

2inshaws )& (+ (& '+ '& + &

ra nd va ila bi lit y > ua lit y e ds ric ! $ %

!rice $rand %vailability >uality %ds

9or Fadilal
Gra,h=
=adilal )& (+ (& '+ '& + &
ty > ua lit y ra nd e va ila bi li ric ds ! $ %

!rice $rand %vailability >uality %ds

9or scoops
Gra,h=
Scoops )+ )& (+ (& '+ '& + &
ric e ra nd ty y > ua lit ds va ila bi li ! $ %

!rice $rand %vailability >uality %ds

4A <e"e$it&

$ro! %#rre"t <ra"*EAA TA<.E=

16

Irand Am l k2walls 'inshaws Fadilal Scoops

+P1 offer 55 55 14 18 +4

"rice2 off +: 11 +4 +4 1+

E#tra O antity +4 +8 16 11 1<

?ifts 55 55 5: 1+ 5;

&ombo packs +8 +5 15 15 55

No Awareness +5 +5 +5 +5 +5

O<SER6ATION=A!#-=+:7 of the cons mers getting price off, +47 of cons mers getting e#tra q antity, +87of cons mers getting combo packs, and +57of cons mers no aware of benefits. 3-wa--&=117 of the cons mers getting price off, +87 of cons mers getting e#tra q antity, +57of cons mers getting combo packs, and +57of cons mers no awareness of benefits. Di"&haw&=147 of the cons mers getting +P1offer, +47 of cons mers getting price off, 167 of cons mers getting e#tra q antity, :7 of cons mers getting gifts, 157of cons mers is getting combo packs, and +57of cons mers are no awareness of benefits. 6a*i-a-=187 of cons mers getting +P1offer, +47 of cons mers getting price off, 117 of cons mers getting e#tra q antity, 1+7 of cons mers getting gifts, 157 of cons mers is getting combo packs, and +57of cons mers no awareness of benefits.

Gra,h=

<5

%mul )& (+ (& '+ '& + &

er ! #@ ric e tra - o ff > ua nt ity "o A i m bo f ts pa ck s of f

(?' offer !rice- off #@tra >uantity Aifts "ombo packs

Gra,h=
k-w alls )+ )& (+ (& '+ '& + & ' ( ) * + , k-w alls

Gra,h=
<1

(? '

2inshaw s )& (+ (& '+ '& + & ' ( ) * + , 2inshaw s

Gra,h=
= adilal )& (+ (& '+ '& + & ' ( ) * + , =adilal

4. Ta&te o$ A!#- i%e %rea!E

<+

TA<.E=
No of cons mer tasted Am l ice2cream :8 <1 7 of .espondents :87 <17

O<SER6ATION=) t of 155 samples, :87of the cons mers tasted Am l ice cream, and <17 of the cons mers not tasted.

Gra,h=
Consumption of Amul ice-cream

No 43%

Yes 57%

6. Para!eter& o$ A!#- i%e-%rea!E TA<.E=

Economical Taste Fariety "ackage Fery good <+ <4 +4 14 ?ood +1 1+ <8 <+ )k 18 +5 +: +5

<1

O<SER6ATION=Analysis of parameters regarding Am l ice2cream/2 +7of cons mers are satisfied by economical, <47 of cons mers are satisfied by taste, +47of the cons mers are satisfied by variety, 47 of the cons mers are satisfied by package of Am l ice2cream.

Gra,h=
Amul ice-cream Parameters
=ery good ,& +& *& )& (& '& & (' *. *( ))( (& *). (. (+ *( Aood Ok

(&

15. Co"&#!er aware"e&& o$ FA!#- i%e-%rea!AG TA<.E=

A*& 14 A)ai-a'i-it+ +< ;#a-it+ +1 Ta&te +; @or* o$ !o#th 56

O<SER6ATION=-

<<

147 of respondents are aware of Am l brand thro gh ads, +<7 of cons mers are aware by the availability of Am l, +17 of cons mers are aware thro gh q ality, +;7 of cons mers are aware thro gh the word of mo th.

Gra,h=

Consumers come to Amul ice-cream

%ds %vailability >uality 3aste ;ord of mouth

11. Mo"e+ )a-#e thro# h 'ra"*&A TA<.E=

Irands Am l ,2walls 'inshaws Fadilal Scoops Strong agree <+ :; ++ 14 1: Agree :4 <+ 81 8< 81 'is2agree 55 55 5: 54 1<

O<SER6ATION=-

<+7 of cons mers gets val e for money thro gh Am l,:;7 of cons mers gets val e for money thro gh ,2walls ,++7 of cons mers gets val e for

<:

money thro gh 'inshaws, 147 of cons mers gets val e for money thro gh Fadilal , and 1:7 of cons mers gets val e for money thro gh scoops .

Gra,h=
.& -& ,& +& *& )& (& '& &
2 in sh aw s co op s -w al ls % ad i la l m ul

Strong agree %gree 2is-agree

15A <ra"* o$ %hoi%e i%e-%rea! a)ai-a'-e to %o"&#!er& TA<.E= No. of respondents +: 11 +5 1< 15

9ar away 155 mtr @alf k.m. 1 k.m. 12+kmrs Above +kmrs

O<SER6ATION=-

<;

Irand of choice ice cream available at 155 mtrs for +:7 of cons mers 155 mtrs, brand of choice ice cream available at half k.m for 117 of cons mers, brand of choice ice cream available at 1k.m. 9or +57 of cons mers, brand of choice ice cream available at 12+ k.m. 9or 1<7 of cons mers, brand of choice ice cream available at above + k.m. 9or 157 of cons mers.

Gra,h=
ice-cream Available to Consumers
*& )& (& '& & '&& mtr 6alf k.m. ' k.m. '%bove (kmrs (kmrs '&& mtr 6alf k.m. ' k.m. '-(kmrs %bove (kmrs

18ACo"&#!er& !o&t -ike* $-a)or&E TA<.E=

9lavors Fanila &hocolate Strawberry I tter scotch )thers &ons mers <5 ++ 1: 11 15

O<SER6ATION= Fanilla is liked by <57 of cons mers.

<8

 &hocolate is liked by ++7 of cons mers. Strawberry is liked by 1:7 of respondents. I tterscotch is liked by 117of cons mers. )ther flavors are liked by 157 of cons mers.

Gra,h=
Consumers most li ed !lavors
*+ *& )+ )& (+ (& '+ '& + & =anilla "hocolate Strawberry $utter scotch Others

1:A Co"&#!er& $a)orite i%e-%rea! BT+,e&CAA TA<.E=

I%e-%rea! BT+,e&C & ps &ones Sticks 9amily packs )thers Co"&#!er& <5 +4 1; 15 5;

<4

O<SER6ATION= ) t of that <57 says that the c ps are the mostly like prod ct si0e, +47says that are the cones are mostly liked, 1;7 says that sticks are liked, 157 of cons mers are says that family packs are liked, 157 are says that all verities are eq ally liked flavors by the cons mers.

Gra,h=
"ost li ed ice-cream#$%pes&
Cups "ones Sticks 5amily packs Others

17A Aware"e&& 'etwee" 0roze"- *e&&ert a"* i%e-%rea!A TA<.E=

Aware"e&& o$ 0ADA & i%e-%rea! yes no NoA o$ re&,o"*e"t& 14 ;+ H o$ Re&,o"*e"t& 147 ;+7

O<SER6ATION=A"a-+&i& o$ aware"e&& o$ 0roze"-*e&&ert & i%e-%rea!=<6

1+7 of cons mers are they know abo t fro0en2dessert, ;+7 of cons mers are they donLt know abo t deference between fro0en2dessert and ice2cream.

Gra,h=
A'areness of !ro(en-Dessert ) icecream

0es 1o

12A

Co"&#!er& k"ow the $o--owi" %o"&#!er o$$er& $ro! A!#- i%e-%rea!E TA<.E=
Co"&#!er O$$er& .s.1+ cone +:7 free on vanilla 1ltr pack 9rostic c te pack &ombo pack Re&,o"*e"t& +; <5 54 +;

O<SER6ATION=A"a-+&i& o$ %o"&#!e o$$er& $ro! A!#- i%e-%rea!= <+7 of cons mers they know abo t cons mer offers from Am l, and :47 of cons mers they donLt know abo t cons mers offers from Am l ice2cream. +;7 cons mers getting cons mer offer .s.1+ cone. <57 of cons mers getting cons mer offer is vanilla +:7 free.

47 of cons mers getting cons mer offer is frostic c te pack. +;7 of cons mers getting combo pack as cons mer offer.

Gra,h=

:5

Consumer *ffer !rom Amul

-& ,& +& *& )& (& '& & 0es A'areness 1o 0es 1o

Gra,h=
9espondents 9s.'( cone (+4 free on vanilla 'ltr pack 5rostic cute pack "ombo pack

"ombo pack (,4

9s.'( cone (,4

(+4 free on vanilla 14A Co"&#!er& take ,#r%ha&e *e%i&io" whi-e '#+i" i%e-%rea!E 'ltr pack TA<.E= *&4

5rostic cute pack .4

T+,e& o$ re&,o"*e"t& &hildren $other 9ather Elders $y self

NoA o$ Re&,o"*e"t& 14 16 1+ 15 <1

:1

O<SER6ATION= " rchase decision taken while b ying ice2cream, 147 of children taken, 167 of mothers p rchase decision taken, 1+7 of fathers taken, 157 of elders taken, <1 of cons mers are taken p rchase decision taken by them selves.

Gra,h=
1o. of 9espondents

*'4

'.4

'/4 '&4
"hildren Mother 5ather

'(4
#lders My self

:+

CONC.USIONS AND SUGGESTIONS

CONC.USIONS
The following are the concl sions drawn from the st dy/2 1. %t was observed that Am l %ce creams is having a high market share in the city area. +. "eople are AGA.E of the prod cts of A$DA. 1. The main draw back with Am l lack of advertisements and promotional activities. <. The cons mer who cons med Am l %ce cream is very satisfied with it.

:1

:. The respondents who preferred Am l %ce cream were of the opinion that it is a high q ality prod ct ;. %t observed that the cons mers are very price conscio s. 8. %t fo nd those reasonable prices of Am l %ce cream is the main advantages to capt re the market in the city. 4. %t is fo nd that O ality Galls is the main competitor of Am l %ce cream

SUGGESTIONS
The $o--owi" are &o!e &# e&tio"& o$$ere* o" the 'a&i& o$ the &t#*+ . Advertisement in newspapers, which are highly circ lated, will provide good e#pos re and will increase awareness. .epetition in same newspaper for a partic lar period is desirable g aranteed e#pos re. The management sho ld hire strong marketing talent. $ore increase the 'istrib tion channel. $ore appealing packaging sho ld be introd ced. $ore dealers sho ld be increase

:<

 $ore attention sho ld be given to introd ce as many n mbers of ice creams in advertising copy. Attention power of advertisements.

::

APPENDIX

:;

QUESTIONNAIR E

QUESTIONNAIR
1A Do +o# %o"&#!e I%e %rea!I 5A How o$te" *o +o# eat I%e %rea!I D#ri" &#!!er Dai-+ A-ter"ate *a+& O"%e a week O"%e a
:8

/e&JNoA

D#ri" Other &ea&o"

A !o"th 8A@hat !ake& +o# eat i%e %rea!I 0#" P-ea&#re H#" r+ Ho''+ O%%a&io"JPartie&

:A @hat are the 'ra"*& that +o# ta&te* & ra"k the!EI <ra"*& 1A 5A 8A :A 7A 7A @hat i& +o#r $a)orite 'ra"*I B Ra"k& B C B C B C B C B C C

2A @h+ *o +o# -ike the a'o)e 'ra"*AI

Pri%e A*& <ra"* A)ai-a'i-it+ S,e%i$+ i$ a"+ ;#a"tit+

4A @hat are the 'e"e$it& +o# are etti" $ro! %#rre"t 'ra"*I
5K1 o$$er Pri%e-o$$ Co!'o ,a%k& ELtra M#a"tit+ Gi$t& J%o#,o"&

Ha)e +o# ta&te* A!#-I

8A Co#-* +o# ra"k the $o--owi" A!#Pri%e So$t"e&& Crea!i"e&& A)ai-a'i-it+ 6ariet+ A*)erti&e!e"t& Pa%ka e 3-wa--&

/e&JNo
,ara!eter&A Di"&haw& 6a*i-a-& S%oo,&

1A Co#-* +o# ,-ea&e ti%k the $o--owi" ,ara!eter& re ar*i" NA!#-O

I%e %rea!I
:4

Para!eter& E%o"o!i%aA)ai-a'i-it+ 0-a)orJTa&te 6ariet+ Pa%ki"

6er+ oo*

Goo* Ok

<a*

6er+ 'a*

10A How *o +o# %a!e to k"ow a'o#t A!#- I 11A @hi%h o$ the 'ra"* i)e& +o# )a-#e $or !o"e+EI <ra"* A!#3-wa--& Di"&haw& S%oo,& 6a*i-a15A How $ar +o#r 'ra"* o$ %hoi%e I%e %rea! a)ai-a'-e to +o# I
100 Mt&A P k! 1 k! 1 -5 k!& A'o)e 5 k!&
Stro" a ree A ree Di&a ree *i&a ree &trai ht

18A @hat $-a)or *o +o# -ike !oreI

QQQQQQQQQQQQQQQQQQQQQQQQQQQQ

1:A @hat i& +o#r $a)orite i%e %rea!I BT+,e&C

QQQQQQQQQQQQQQQQQQQQQQQQQQQQQ

17A Are +o# aware o$ *e$e"* 'etwee" 0roze" *e&&ert a"* i%e %rea!I
/e&JNoA

12A I$ +e&R the 'ra"*& o$ 0roze" *e&ert that +o# aware o$

QQQQQQQQQQ QQQQQQQQQQ QQQQQQQQ QQQQQQQQ QQQQQQQQ

14A Do +o# k"ow the $o--owi" %o"&#!er&-o$$er $ro! A!#-I /e&JNo

R&A15 %o"e 57H $ree o" )a"i--a 1 .trA ,a%kA 0ro&t+ %#te %o#,-e ,a%k&A
:6

Co!'o o$$er&

18A @ho take& the ,#r%ha&e *e%i&io" whi-e '#+i" i%e %rea!I
Chi-*re" Mother 0ather E-*er&

Na!e SeL A e O%%#,atio" I"%o!e A**re&&

= = = = = =

;5

<I<.IOGRAPH/

;1

<I<.IOGRAPH/
$A.,ET%N? $ANA?E$ENT 2 "hilip ,otler

.ESEA.&@ $ET@)')A)?> 2 &...,otari.

$A.,ET%N? .ESEA.&@ 2 ?.&.Ieri

RE00ERED @E< SITES

www.google.com www.am l.com www.samcharnet.in E2mail/ gcmmhydQsamcharnet.in or gcmmfhydQsify.com

;+