Beruflich Dokumente
Kultur Dokumente
&
TO FOCUS Cadbury IN MODERN TRADE/TRADITIONAL TRADE/N.C.D AT
GURGAON
BY
S.D.COLLEGE OF MANAGEMENT
ISRANA, PANIPAT, HARYANA, INDIA
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
ACKNOWLEDGEMENT
I would like to take this opportunity to thanks and express my gratitude to all who have
helped and made this project a success.
I would like to extend my gratitude and special thanks to Mr. KARUNAM (VP-HR), for
giving me an opportunity to gain experience and expertise in an esteemed organization
like Cadbury. I would also like to thanks Mr. ITKHAR KHAN (AREA SALES
MANAGER) for extending constant guidance and support throughout the period of
Internship. Their continuous support and guidance has helped me enhance my skills both
personally and professionally.
I would also like to express my immense gratitude to all the other team members at
Cadbury. The working environment of the company was very healthy and provided me
an opportunity to learn.
KAPIL DHINGRA
I. Approval Sheet
II Acknowledgement
The core of the first project lies in the MARKET STUDY OF RETAIL OUTLETS and
AWARENESS LEVEL of Cadbury. This is very important to analyze the RETAILERS
needs and their requirements. The scope of the project lies in its essence in identifying the
consumer buying behavior at Cadbury. It also aims to analyze the store performance on
the basis of different parameters.
The well planned, properly executed and evaluated project helps both the Management
trainee (students) as well as Industry. The management trainee gets first hand line
industry experience of the current corporate scenario, market conditions and business
environment which are not available in the text book. With the help of above tools they
develop themselves as the perfect business personality of future business would have
excellence in all trade.
On the other hand with the help of young blood and fresh brain full of innovative
thoughts and ideas, industry came to know about market strength and weaknesses
competitor strategies, problem of customer and services etc.
Project - I
Primary Objective
To study the retailer profile & customer behavior in retail stores with
special reference to Cadbury.
To make the retailers AWARE with new products, and M.S.S
Secondary Objective
List of Information
Primary Objective
Secondary Objective
List of Information
Because cocoa beans were valuable, they were given as gifts on occasions such as a
child coming of age and at religious ceremonies. Merchants often traded cocoa beans
for other commodities such as cloth, jade and ceremonial feathers.
''Chocolate' (in the form of a luxury drink) was consumed in large quantities by the
Aztecs: the drink was described as 'finely ground, soft, foamy, reddish, bitter with chilli
water, aromatic flowers, vanilla and wild bee honey'.
The dry climate meant the Aztecs were unable to grow cocoa trees, and
had to obtain supplies of cocoa beans from 'tribute' or trade.
The Spanish invaded Mexico in the 16th century, by this time the Aztecs had created a
powerful empire, and the Spanish armies conquered Mexico. Don Cortes was made
Captain General and Governor of Mexico.
An Italian traveller, Francesco Carletti , was the first to break the Spanish monopoly. He
had visited Central America and seen how the Indians prepared the cocoa beans and
how they made the drink, and by 1606 chocolate was well established in
Italy.
The secret of chocolate was taken to France in 1615, when Anne, daughter of Philip II
of Spain, married King Louis XIII of France.
Up until this point all chocolate recipes were based on plain chocolate .
It was an English doctor, Sir Hans Sloane, who - after travelling in South America -
focused on cocoa and food values, bringing a milk chocolate recipe back to England.
CHOCOLOGY:-
People around the world have grown up enjoying chocolate as a favourite treat for
countless generations. But just how much does the average person really know about
the potential benefits, beyond the great taste, that chocolate and its key ingredient -
cocoa - provides? We all know that a bit of chocolate tends to
make you feel good, but a wealth of research suggests that
people can now have even more reasons to enjoy it. The last
decade has seen a significant increase in our research and
understanding of cocoa and chocolate. But understanding the
properties of chocolate is not just a recent development. For
centuries, civilizations from Mexico to Europe have recognised
the benefits of cocoa and chocolate for medicinal and
therapeutic uses as well as a food, beverage or treat. It has
even been hailed as an aphrodisiac!
Paul Hebblethwaite
"Professor of Chocology"
Of course, we all need to ensure we don't over indulge and that we see chocolate as a
treat but researchers are continuing to uncover more reasons to enjoy cocoa and cocoa
products. "Chocology", the science behind chocolate, opens up that research and
presents the facts in an easy to use report that we hope will be a useful resource when
talking about the benefits that chocolate can offer.
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
Join us in the exploration of "Chocology" - You may discover that there's more to
chocolate than meets the eye.
Reasons to believe
Body of Evidence - Where can you feel the Benefits?
Myths and Facts about Chocolate
Did you know?
Cocoa
Long before the current trend towards organic ingredients, cocoa was one of the best
known natural foods. In its purest form cocoa is a natural food. The cocoa tree produces
cocoa pods that grow from the trunk or branch of the tree. These pods contain the
Antioxidant Power
Cocoa contains high levels of naturally occurring compounds called flavanols and a
range of other polyphenols that have been shown to reduce blood pressure helping to
improve heart health. Polyphenols have antioxidant properties and work by fighting the
free radicals which attack cells causing disease and accelerated ageing. They are
believed to impact on arteries and blood qualities, helping to reduce the risk factors for
cardio-vascular disease, through lowering blood pressure and improved blood platelet
function. Scientists have found that the polyphenols relax vessels by increasing the
chemical nitric oxide. This has been shown in new studies at many universities around
the World1.
Dark chocolate contains especially high levels of flavanols and other polyphenols - this
helped to boost sales of dark chocolate by over 15% in the UK last year2!
It's not just bars of chocolate that have these high levels of antioxidants - a recent study
Deliciously Nutritious
Chocolate and cocoa containing products are often criticised as being low in nutritional
value and "empty calories". On the contrary, milk chocolate for instance contains many
vitamins including B1, B2, and E as well as minerals including potassium, sodium,
magnesium, phosphorus, zinc, copper, manganese and by far the most important,
calcium, providing over 15% of the recommended daily requirement in a 49g bar of
Cadbury's Dairy Milk, all of which help to keep us healthy. In light of recent research
which suggests taking supplements may be detrimental to your health, it's good to know
that chocolate and cocoa contain so many nutrients!
In the Mood
Chocolate is said to contain at least 300 natural chemical compounds, resulting in a
complex range of tastes and odours that connect with the human brain as it runs over
the taste buds of the tongue. The slowly released energy and feelings of fullness and
satisfaction induced by its sugar and fat content, refuel the body's energy levels and
create feelings of wellbeing. Eating chocolate triggers the release of endorphins, mood
enhancing chemicals produced by the brain. These produce feelings of pleasure.
Chocolate has such a luscious texture and aroma that all the body's taste and olefactory
sensors are fully exploited, heightening the pleasure of the experience. So much so that
a recent survey by Cadbury has found that 52% of women prefer eating chocolate to
having sex! Over the years, psychiatrists and researchers have pointed out substances
in chocolate that they think may make us like it so much - however, they're in such small
amounts they can't really be the reason we crave chocolate.
The simple pleasure of chocolate melting in the mouth adds to the pleasure of eating it -
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
chocolate has the property of melting at body temperature, cooling the mouth slightly as
it does so. Most interestingly, one expert has pointed out that "chocolate's a blend of
flavours and aromas so complex that food chemists have never been able to duplicate it
in the lab 5 ." We may never understand why chocolate makes us feel good, adding to
its mystery. A standard 45g bar of dark chocolate contains 12% of the Recommended
Dietary Allowance (RDA) of iron. Iron is essential in transporting oxygen in the blood to
all parts of the body, and an iron deficiency can cause anaemia.
When cocoa is combined with ingredients such as milk, sugar, fruit and nuts significant
quantities of nutrients are provided- giving nutrition and energy as well as great taste.
But as the products are often high in fats and sugars it is important that consumption is
in moderation and that such products are consumed infrequently as "treats" - but are
certainly not "empty calories".
Teeth
While you should always brush teeth, naturally occurring substances in cocoa, such as
tannins, may play a role in inhibiting plaque formation by coating the teeth to protect
them6.
Brain
Eating chocolate releases endorphins, hormone-like natural substances, which produce
a feeling of pleasure and reduce sensitivity to pain. Chocolate contains many
substances that act as stimulants, such as theobromine, phenylethylamine, and
caffeine. Research has found that consuming chocolate can lead to increased mental
performance.
Throat
A study carried out by Imperial College, London in 2004 claimed that high doses of
theobromine contained in chocolate are a third more effective at stopping persistent
coughs than codeine.
Heart
Research by Professor Carl Keen at the University of California in 2000 has shown that
a bar of milk chocolate (45g) contains the same quantity of antioxidants as a 150ml
glass of red wine. Dark chocolates with higher levels of cocoa contain even more, as
presented in February 2006 at the American Association for the Advancement of
Science's (AAAS) annual meeting in Boston.
Circulation
A number of studies, including one at the University of Cologne revealed that dark
chocolate helps lower blood pressure10. The study focused on adults with untreated
mild hypertension, some of whom had white chocolate, some dark. Blood pressure
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
remained fairly unchanged in the group that ate white chocolate, which does not contain
flavanols. But after two weeks, blood pressure readings had dropped significantly in the
group who consumed dark chocolate.
Bones
Milk and milk products have been part of our diet for thousands of years and the milk in
chocolate - particularly milk chocolate - provides useful quantities of a wide range of
nutrients including calcium. A 49g bar of milk chocolate provides over 15% of the adult
Reference Nutrient Intake (RNI) of calcium. Drinking chocolate made with milk contains
even more calcium.
Chocolate is Aphrodisiac
Though not definitively proven, recent research has indicated that this might not be a
myth after all! A study conducted by San Raffaele hospital, Milan14 has found greater
levels of sexual desire in the group that reported daily chocolate intake as opposed to
those who did not eat chocolate.
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
The calcium in a 49g milk chocolate bar provides over 15% of your daily Reference
Nutrient Intake (RNI).
The magnesium in a 45g bar of dark chocolate provides 13% of a female's and 15%
of a male's daily RNI.
One 45g dark chocolate bar provides you with up to 12% of your daily iron RNI.
The copper in a 45g dark chocolate bar provides 27% of your RNI.
As much as 22% of your RNI of riboflavin can come from a single 49g bar of milk
chocolate.
A 49g milk chocolate bar provides you with 33% of your recommended daily vitamin
B12 intake.
Cadbury Overview:-
Cadbury India is a fully owned subsidy of Kraft Foods Inc. The combination of Kraft Foods and
Cadbury creates a global powerhouse in snacks, confectionery and quick meals.
With annual revenues of approximately $50 billion, the combined company is the world's second
largest food company, making delicious products for billions of consumers in more than 160
countries. We employ approximately 140,000 people and have operations in more than 70
countries.
In India, Cadbury began its operations in 1948 by importing chocolates. After 60 years of
existence, it today has five company-owned manufacturing facilities at Thane, Induri (Pune) and
Malanpur (Gwalior), Bangalore and Baddi (Himachal Pradesh) and 4 sales offices (New Delhi,
Mumbai, Kolkota and Chennai). The corporate office is in Mumbai.
Our core purpose "make today delicious" captures the spirit of what we are trying to achieve as a
business. We make delicious foods you can feel good about. Whether watching your weight or
preparing to celebrate, grabbing a quick bite or sitting down to family night, we pour our hearts
into creating foods that are wholesome and delicious.
Currently, Cadbury India operates in four categories viz. Chocolate Confectionery, Milk Food
Drinks, Candy and Gum category. In the Chocolate Confectionery business, Cadbury has
maintained its undisputed leadership over the years. Some of the key brands in India are Cadbury
Dairy Milk, 5 Star, Perk, clairs and Celebrations.
Cadbury enjoys a value market share of over 70% - the highest Cadbury brand share in the
world! Our billion-dollar brand Cadbury Dairy Milk is considered the "gold standard" for
chocolates in India. The pure taste of CDM defines the chocolate taste for the Indian consumer.
In the Milk Food drinks segment our main product is Bournvita - the leading Malted Food Drink
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
(MFD) in the country. Similarly in the medicated candy category Halls is the undisputed leader.
We recently entered the gums category with the launch of our worldwide dominant bubble gum
brand Bubbaloo. Bubbaloo is sold in 25 countries worldwide.
Since 1965 Cadbury has also pioneered the development of cocoa cultivation in India. For over
two decades, we have worked with the Kerala Agriculture University to undertake cocoa
research and released clones, hybrids that improve the cocoa yield. Our Cocoa team visits
farmers and advise them on the cultivation aspects from planting to harvesting. We also conduct
farmers meetings & seminars to educate them on Cocoa cultivation aspects. Our efforts have
increased cocoa productivity and touched the lives of thousands of farmers. Hardly surprising
then that the Cocoa tree is called the Cadbury tree!
The total weight of Dairy Milk produced worldwide in one year is equivalent to 7230
elephants!
CADBURY WORLDWIDE:-
Cadbury India is a fully owned subsidy of Kraft Foods Inc. The combination of Kraft
Foods and Cadbury creates a global powerhouse in snacks, confectionery and quick
meals. We are currently the world's No.1 confectionery and biscuit company. We are
also the worlds second-largest food company with sales in approximately 160
countries. We employ approximately 140,000 people.
With an incredible brand portfolio, we contrive to make a delicious difference, today and
everyday.
Heritage: We have come a long way since J.L Kraft started selling cheese from a horse
drawn wagon in 1903. Hard work, imagination and commitment to bring the world its
favorite foods has helped us grow into a company that touches more than a billion
people in 160 countries. Everyday. One at a time.
The cocoa-bean -- the heart of the sweetest delicacy in the world -- is bitter! This is why,
up to the 18th century some native tribes ate only the sweetish flesh of the cocoa fruit.
They regarded the precious bean as waste or used it, as was the case among the
Aztecs, as a form of currency.
The Varieties
There are two quite different basic classifications of cocoa, under which practically all
varieties can be categorised: Criollo and Forastero cocoas. The pure variety of the
Criollo tree is found mainly in its native Equador and Venezuela. The seeds are of finer
quality than those of the Forastero variety.
They have a particularly fine, mild aroma and are, therefore, used only in
the production of high-quality chocolate and for blending. However, Criollo
cocoa accounts for only 10% of the world crop. The remaining 90% is
harvested from trees of the Forastero family, with its many hybrids and varieties. The
main growing area is West Africa. The cocoa tree can flourish only in the hottest regions
of the world.
The Harvest
Immediately after harvesting, the fruit is treated to prevent it from rotting. At fermentation
sites either in the plantation or at, collecting points, the fruit is opened.
Fermentation
The fermentation process is decisive in the production of high quality raw
cocoa. The technique varies depending on the growing region.
Drying
After fermentation, the raw cocoa still contains far too much water; in fact about 60%.
Most of this has to be removed.
What could be more natural than to spread the beans out to dry on the sun-soaked
ground or on mats? After a week or so, all but a small percentage of the water has
evaporated.
Cleaning
Before the real processing begins, the raw cocoa is thoroughly cleaned by passing
through sieves, and by brushing. Finally, the last vestiges of wood, jute fibres, sand and
even the finest dust are extracted by powerful vacuum equipment.
Roasting
The subsequent roasting process is primarily designed to develop the
aroma. The entire roasting process, during which the air in the nearly 10
feet high furnaces reaches a temperature of 130 C, is carried out automatically.
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
Crushing and shelling
The roasted beans are now broken into medium sized pieces in the crushing machine.
Blending
Before grinding, the crushed beans are weighed and blended according to special
recipes. The secret of every chocolate factory lies in the special mixing ratios which it
has developed for different types of cocoa.
Grinding
The crushed cocoa beans, which are still fairly coarse are now pre-ground by special
milling equipment and then fed on to rollers where they are ground into a fine paste.
The heat generated by the resulting pressure and friction causes the cocoa butter
(approximately 50% of the bean) contained in the beans to melt, producing a thick,
liquid mixture.
This is dark brown in colour with a characteristic, strong odour. During cooling it
gradually sets: this is the cocoa paste.
At this point the production process divides into two paths, but which soon join again. A
part of the cocoa paste is taken to large presses, which extract the cocoa butter. The
other part passes through various blending and refining processes, during which some
of the cocoa butter is added to it. The two paths have rejoined.
Cocoa Butter
The cocoa butter has important functions. It not only forms part of every recipe, but it
also later gives the chocolate its fine structure, beautiful lustre and delicate, attractive
glaze.
Cocoa Powder
After the cocoa butter has left the press, cocoa cakes are left which still
contain a 10 to 20% proportion of fat depending on the intensity of
compression.
These cakes are crushed again, ground to powder and finely sifted in several stages
and we obtain a dark, strongly aromatic powder which is excellent for the preparation of
delicious drinks - cocoa. Cocoa paste, cocoa butter, sugar and milk are the four basic
ingredients for making chocolate. By blending them in accordance with specific recipes
the three types of chocolate are obtained which form the basis of ever product
assortment, namely:
Kneading
In the case of milk chocolate for example, the cocoa paste, cocoa butter,
powdered or condensed milk, sugar and flavouring - maybe vanilla - go
into the mixer, where they are pulverized and kneaded.
Conching
But still the chocolate paste is not smooth enough to satisfy our palates.
But within two or three days all that will have been put right. For during
this period the chocolate paste will be refined to such an extent in the conches that it will
flatter even the most discriminating palate.
Conches (from the Spanish word "concha", meaning a shell) is the name
given to the troughs in which 100 to 1000 kilograms of chocolate paste at
a time can be heated up to 80 C and, while being constantly stirred, is
given a velvet smoothness by the addition of certain amounts of cocoa butter. A kind of
aeration of the liquid chocolate paste then takes place in the conches: its bitter taste
gradually disappears and the flavour is fully developed. The chocolate no longer seems
sandy, but dissolves meltingly on the tongue. It has attained the outstanding purity
which gives it its reputation.
Who we are
Consumers inspire us
What we do
We make delicious foods you can feel about whether watching your weight or preparing
to celebrate, grabbing a quick bite or sitting down to family night, we pour our hearts in
to creating foods that are wholesome and delicious.
Our reach
We believe we can make a delicious difference, everywhere we`re constantly looking for
fresh ideas to improve our workplace, our partnerships, our commitments and our world.
We inspire trust
We act like owners
We keep it simple
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
We are open and inclusive.
We tell it like it is.
We lead from the head and the heart.
We discuss. We decide. We deliver.
How we grow:-
We focus on creating sustainable, profitable growth. And our strategies guide our
efforts:
Build a high performing organization
Reframe our categories
Exploit our sales capabilities
Drive down costs without compromising quality
At Cadbury India we have always believed that good values and good business go hand
in hand. It's part of our heritage and the way we do things today. CSR is about growing
our business responsibly.
Cadbury India has a tradition of caring for the environment and enriching the quality of
lives of the communities we live and work in, through a variety of result-oriented
programs.
Gurikha project:-
Gurikha Project has enlightened her to a new life of hope and some prosperity.
The consultation and a bit of lateral thinking led to some real social improvements: fresh
drinking water from a new village pump, a doctor's clinic, vet services for milk producing
animals and fruit trees for each household to plant during the monsoons. They also
helped increase attendance in school.
Smart girls from Cadbury aided coaching class Community Lady Worker
counselling a self help group on income generation.
In 2005, the education programme supported the Indian Government's Year of Women
Empowerment. Special focus was given to the rights and contribution of girls and to the
counteraction of female infanticide through a variety of initiatives.
Play school for children below 5 years of age established by Cadbury. Women
Empowerment activities will help rescue her burden
AWARDS:-
The Asian Marketing Effectiveness Awards are the region's most prestigious awards
that celebrate resourceful Asian marketing. They are designed to set the standard for
effective marketing within the region, and aim to uncover the campaigns that show
results through innovative spirit and combining creativity with effectiveness to build
world class brands.
This study, in its fifth year in India , has a presence in 30 countries and is the old
most comprehensive and respected workplace study worldwide. Over two hund
companies throughout India participated in the survey, which measured the deg
satisfaction of employees with their place of work and picked out the best worki
environments. This is the fourth time we have featured amongst the Great Place
Work in India . We were ranked 10th in 2003, and were among the top 25 in 20
2005.
Business World along with Grow Talent has been carrying out the 'Great Place to Work'
survey for the past 4 years. This award is based on the ranks received in top 25 list of
the Great Place to Work India studies conducted in the last four years
Cadbury Dairy Milk & Bournvita have done it again. For the
second time running, Cadbury Dairy Milk & Bournvita have been declared a `Consumer
Superbrand' for 2006-7 by Superbrands India
ry won the Emmvie Gold for the Best Media Innovation - TV, for brand Bournvita, for the
entry Physical symbol of Confidence.
National Safety Council (NSC) was set up by the Ministry of Labour, Government of
India in 1966, as an autonomous body to generate, develop and sustain
a voluntary movement on Environment, Health and Safety
SUPERBRANDS:-
Cadbury Dairy Milk and Bournvita have achieved the distinction of a
REGISTERED OFFICE:-
REGIONAL OFFICE
Mumbai
Cadbury India Ltd.
Chennai
Cadbury India Ltd.
146- Second Floor
Royapeth High Road
Mylapore
Chennai 600004
Tamil Nadu
India
Delhi
Cadbury India Ltd
303 - 305
3rd Floor, Vipul Agora
M.G. Road
Gurgaon - 122 002
Kolkata
Cadbury India Ltd
9-A Esplanade Row
Kolkota - 700 069
West Bengal
India
OUR FACTORIES:-
Thane
Pune
Himachal Pradesh
Gwalior
Bangalore
COCOA OPERATIONS:-
Cochin
The following 8 policy statements apply to the Company-wide Work Related Road
Safety (WRRS) programme that ensures the safe, proper and professional operation of
vehicles used to conduct Cadbury Company business. They are unequivocal
requirements for all persons authorised by Cadbury to operate vehicles when
conducting business on behalf of Cadbury:
2. Fitness to drive
At all times fitness to drive shall be at the discretion of the nominated driver and
reasonable caution shall be applied.
For example, following long haul or overnight sector flying drivers should
consider their fitness to drive a motor vehicle and when appropriate, should take
other means of transport to their destination or take local accommodation at the
Companys expense to enable adequate rest prior to driving.
3. Seat belts
Seat belts shall be worn by the driver and all passengers whilst driving on
Company business or driving a Company vehicle at any time. Exception to this is
only permissible for two-wheeled vehicles and where, for short-term hire and
contract-provided vehicles, including taxis, rear-seat seatbelts are not the norm.
All efforts shall be made when making reservations to meet these seat belt
requirements.
The driver is accountable for ensuring that everyone in the vehicle wears a seat
belt. Seat belts shall be fitted in accordance with vehicle manufacturer standards
to all Company vehicles. The minimum standard is a lap seat belt for the driver
and all passengers. Preferred is a three point seat belt for driver and all
passengers.
4. Motorcycle helmets Motorcycle helmets shall be worn by the driver and all
passengers on a motorcycle whilst the engine is running. The driver is
accountable for ensuring that pillion passengers wear a safety helmet. Where
permitted, headlamps shall be on at all times the vehicle is in operation.
6. Bicycles
The riding of bicycles for the purpose of conducting Company business is
permitted where line management have defined conditions of use e.g. risk
assessment, training and wearing of appropriate protective equipment and
clothing. The wearing of high visibility garments and helmets is strongly
recommended.
7. Smoking
Smoking is not permitted in any Cadbury owned or leased vehicle.
8. Hitchhikers
Hitchhikers shall not be given lifts whilst driving any vehicle on Company
business
The chocolate bar that I purchased has white spots on the surface? Why does
this happen?
When chocolate has undergone prolonged exposure to heat and subsequent cooling it
results in discolouration of the surface. This is caused by the separation of the cocoa
butter, which solidifies on the surface giving it a white appearance.
Email: Consumer.Service.Cell@ap.csplc.com
I need to buy huge quantities of chocolates? Can I buy them at a discounted rate
directly from the company?
You could send us your request online and our sales team will get in touch with you
accordingly.
I am a journalist and need to contact the company. Whom should I speak
write/speak to?
You can contact R D'Souza - Associate Vice President - Corporate Affairs by email
ransom.dsouza@ap.csplc.com
INDUSTRY TRENDS
Chocolates
Hard-boiled candies
Chewing gums
Lollipops
Bubble gum
The total confectionery market is valued at Rupees 41 billion with a volume turnover of
about 223500 tonnes per annum. The category is largely consumed in urban areas with
a 73% skew to urban markets and a 27% to rural markets.
Hard boiled candy accounts for 18%, Eclairs and Toffees accounts for 18%, Gums and
Mints and lozenges are at par and account for 13%. Digestive Candies and Lollipops
account for 2.0% share respectively.
Cadbury with Dairy Milk, Perk, Gems, 5 Star, Celebrations, Bytes, Dairy Milk Eclairs,
Eclairs Crunch, Mr. Pops and Halls brands is a key player in the chocolate, eclairs,
lollipops, and mints segments.
Milk Beverages
The Milk Beverages industry is valued at Rupees 16.1 billion with an
annual turnover of approx 63,000 tonnes. As per Nielsen estimates the
industry is growing at 10.1%.
Cadbury is a key player in the segment with Cadbury Bournvita and
Cadbury Bournvita 5 Star Magic
In INDIAN market
2. Nestle 24 percent
3. Amul 04 percent
4. Others 02 percent
1. HERSHEY`S
2. Immersion
3. Lindt
4. Ferrero rocher
5. Nestle
6. Bounty
7. Nutties
8.
BRANDS
(A) Chocolate
2. 5 STAR
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
3.PERK
4.CELEBRATIONS
5.TEMPETATION
6.ECLAIRS
7.GEMS
(B) SNACKS
1. BYTES
(C) BEVERAGES
1. BOURNVITA
(D) CANDY
1. HALLS
(E) GUMS
1. BUBBALOO
The story of Cadbury Dairy Milk started way back in 1905 at Bournville, U.K., but the
journey with chocolate lovers in India began in 1948.
The pure taste of Cadbury Dairy Milk is the taste most Indians crave for when they think
of Cadbury Dairy Milk.
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
The variants Fruit & Nut, Crackle and Roast Almond, combine the classic taste of
Cadbury Dairy Milk with a variety of ingredients and are very popular amongst teens &
adults.
Our Journey:
Cadbury Dairy Milk has been the market leader in the chocolate category for years. And
has participated and been a part of every Indian's moments of happiness, joy and
celebration. Today, Cadbury Dairy Milk alone holds 30% value share of the Indian
chocolate market.
In the early 90's, chocolates were seen as 'meant for kids', usually a reward or a bribe
for children. In the Mid 90's the category was re-defined by the very popular `Real Taste
of Life' campaign, shifting the focus from `just for kids' to the `kid in all of us'. It appealed
to the child in every adult. And Cadbury Dairy Milk became the perfect expression of
'spontaneity' and 'shared good feelings'.
The 'Real Taste of Life' campaign had many memorable executions, which
people still fondly remember. However, the one with the "girl dancing on the cricket field"
has remained etched in everyone's memory, as the most spontaneous & un-inhibited
expression of happiness.
This campaign went on to be awarded 'The Campaign of the Century', in India at the
Abby (Ad Club, Mumbai) awards.
More recently, the 'Kuch Meetha Ho Jaaye' campaign associated Cadbury Dairy Milk
with celebratory occasions and the phrase "Pappu Pass Ho Gaya" became part of
street language. It has been adopted by consumers and today is used extensively to
express joy in a moment of achievement / success.
The interactive campaign for "Pappu Pass Ho Gaya" bagged a Bronze Lion at the
prestigious Cannes Advertising Festival 2006 for 'Best use of internet and new media'.
The idea involved a tie-up with Reliance India Mobile service and allowed students to
check their exam results using their mobile service and encouraged those who passed
their examinations to celebrate with Cadbury Dairy Milk.
The 'Pappu Pass Ho Gaya' campaign also went on to win Silver for The Best Integrated
Marketing Campaign and Gold in the Consumer Products category at the EFFIES 2006
(global benchmark for effective advertising campaigns) awards.
Cadbury Dairy Milk emerged as the No. 1 most trusted brand in Mumbai for the 2005
edition of Brand Equity's Most Trusted Brands survey.
During the 1st World War, Cadbury Dairy Milk supported the war effort. Over 2,000 male
employees joined the armed forces and Cadbury sent books, warm clothes and
chocolates to
the front.
5 STAR
Chocolate lovers for a quarter of a century have indulged their taste buds with a
Cadbury 5 Star. A leading knight in the Cadbury portfolio and the second largest after
Cadbury Dairy Milk with a market share of 14%, Cadbury 5 Star moves from strength to
strength every year by increasing its user base.
One of the key properties that Cadbury 5 Star was associated with
was its classic Gold colour. And through the passage of time, this
was one property that both, the brand and the consumer stuck to
as a valuable association.
Cadbury 5 Star played an adept cupid for young couples in love in the 70's. In fact,
Cadbury 5 Star was a way of professing undying love for the significant other.
CADBURY PERK
A pretty teenager; a long line, and hunger! Rings a bell? That was how Cadbury launched its new
offering; Cadbury Perk in 1996. With its light chocolate and wafer construct, Cadbury Perk
targeted the casual snacking space that was dominated primarily by chips & wafers. With a
catchy jingle and tongue in cheek advertising, this 'anytime, anywhere' snack zoomed right into
the hearts of teenagers.
Raageshwari started the trend of advertising that featured mischievous, bubbly teenagers getting
out of their 'stuck and hungry' situations by having a Cadbury Perk. Cadbury Perk became the
new mini snack in town and its proposition "Thodi si pet pooja" went on to define its role in the
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
category.
As the years progressed, so did the messaging, which changed with changes in the consumers'
way of life. To compliment Cadbury Perk's values, the bubbly and vivacious Preity Zinta became
the new face of Perk with the 'hunger strike' commercial in the mid 90's.
In the new millennium, Cadbury Perk moved beyond just owning 'hunger' to a "Kabhi bhi kaise
bhi" position, because the urge for Cadbury Perk could strike anytime and anywhere.
With the rise of more value-for-money brands in the wafer chocolate segment, Cadbury Perk
unveiled two new offerings - Perk XL and XXL.
The temptation to have more of Cadbury Perk was made even greater with the launch of Cadbury
Perk Minis in 2003 for just Rs. 2/-
In 2004, with an added dose of 'Real Cadbury Dairy Milk' and an 'improved wafer', Perk became
even more irresistible. The product was supported in the market with a new look and a new
campaign. The advertisement spoke of the irresistible aspect of the brand, with 'Baaki sab Bhoola
de' becoming the new mantra for Cadbury Perk.
CADURY CELEBRATION
Cadbury Celebrations was aimed at replacing traditional gifting options like Mithai and
dry- fruits during festive seasons.
Cadbury Celebrations is available in several assortments: An assortment of chocolates
like 5 Star, Perk, Gems, Dairy Milk and Nutties and rich dry fruits enrobed in Cadbury
dairy milk chocolate in 5 variants, Almond magic, raisin magic, cashew magic, nut
butterscotch and caramels.
Cadbury Celebrations has become a popular brand on occasions such as Diwali, Rakhi,
Dussera puja. It is also a major success as a corporate gifting brand. The
communication is based on the emotional route and the tag line says "rishte pakne do"
which fits with the brand purpose of strengthening your relationships with something
sweet.
CADBURY TEMPTATION
Ever see people hide away their chocolate since they dont want to share
it! If you have, then its likely to be a bar of Cadbury Temptations!
Cadbury Temptations is a range of delicious premium chocolate in five
flavours.
CADBURY ECLAIRS
Our Journey:
In India, Cadbury Dairy Milk Eclairs has been the most preferred brand in
the Eclairs category for years and has always been a favourite with consumers.
Eclairs advertising over the years has talked about the mesmerizing taste
of Eclairs because of the Cadbury Dairy Milk chocolate it contains at its
center. The 'Kar De Dil Pe Jadoo' campaign illustrated this in a youthful
college context. The Eclairs Crunch variant has also had an encouraging
response from both teens and pre-teens. Currently, the chewy and the
crunchy variants are both enjoyed by the Eclair consumer.
GEMS
The saying "Good things come in small packets" has been proven
right many a times and it couldn't have been truer for the pretty
chocolate buttons called Gems. Who can forget the unique, brightly
colored chocolate buttons with crispy shells, encased in a pack that's
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
as colorful as the product itself? Unrivalled in all these years,
Cadbury Gems has captured every consumer's fantasy for almost 4
decades. Little wonder that Cadbury Gems, the brand that came into
India in 1968 is still going strong.
The sheer taste and the fun associated with eating Cadbury Gems
and the joy of sharing it with friends has made the brand a dear
companion and a source of nostalgia for consumers.
The colourful world of Cadbury Gems does not include the colour
black
CADBURY BYTES
Cadbury Bytes was launched in 2004-05 as Cadbury's foray into
the rapidly growing packaged snack market.
With Bytes, Cadbury has entered into a new category with well
entrenched and established brands. It is an exciting challenge for us
to take the brand forward and make it a stupendous success.
CADBURY BOURNVITA
Cadbury was incorporated in India on July 19th, 1948 as a private limited company under the
name of Cadbury-Fry (India). Cadbury Bournvita was launched during the same year.
It is among the oldest brands in the Malt Based Food / Malt Food category with a rich heritage
and has always been known to provide the best nutrition to aid growth and all round
development.
Throughout it's history, Cadbury Bournvita has continuously re-invented itself in terms of
product, packaging, promotion & distribution. The Cadbury lineage and rich brand heritage has
helped the brand maintain its leadership position and image over the last 50 years.
The Journey:
The brand has been an enduring symbol of mental and physical health ever since it was launched
in 1948. It is hardly surprising then, that Bournvita enjoys a major presence in the Malt Food
market. Given its market share of 17%, Cadbury Bournvita reaches across hundreds of cities,
towns and villages through 3,50,000 outlets in India.
Cadbury now offers two options to capture this appeal: Cadbury Bournvita,
with its popular chocolate taste, and its latest offering, Cadbury Bournvita 5 Star Magic,
Cadbury Bournvita advertising has moved with the times to reflect the changing needs of the
consumers.
During the '70s the communication centered on 'Good upbringing' and Bournvita became an
essential building block for childhood. "Goodness that grows with you" was the campaign idea
that communicated this thought.
In the 80's the focus shifted from 'Upbringing' to 'Intelligence' with the more aggressive "Brought
up right, Bournvita bright" campaign, which was very successful during its time.
In the early '90s all brands in the category provided purely physical benefits like nourishment,
energy and growth. It was at this time that Bournvita decided to raise the bar by promising
physical and mental benefits. This resulted in the famous Tan Ki Shakti, Man Ki Shakti
Campaign which became an anthem for the brand.
In the new millennium, keeping pace with the evolving mindsets of the new age consumers,
Cadbury Bournvita is about arming consumers with Confidence to take on physical and mental
challenges that nobody else can, resulting in one of the most successful advertising campaigns
which is based on 'Real Achievers who have grown up on Bournvita'.
In the 1980 Moscow Olympics, Cadbury Bournvita was the official health drink for the
Indian team
CADBURY HALLS
Halls accounts for 50% of international cough drop sales and is the leading
sugar confectionery brand in the world. In 1930s, the Hall brothers invented
its Mentho-Lyptus formula, using a combination of menthol and eucalyptus,
and began producing cough drops. The cough drops were introduced into the
US during the mid-1950s. Warner-Lambert recognised the potential of the product and acquired
Halls in 1964. In 1971, Warner Lambert began selling Halls under the Adams family, and the
first national television campaign was aired in the US & the results were a resounding success.
Our Journey:
Halls was first launched in India in 1968 & soon established itself as
a therapeutic candy competing in the cough lozenge market. Halls
has been sold in India as part of the Pfizer & Warner Lambert
networks before it came into the Cadbury fold in 2003 as part of a global merger with Adams
Confectionery.
Halls has had a colourful advertising history in India & was infact, one of the earliest brands to
advertise on television in India. In the 1980s, Ads featuring Meenakshi Sheshadri and later,
Vijeta Pandit on its unique vapour action formula with a classic Halls Jingle were aired which
established the brand firmly in the market. In the 90s, Halls advertising adopted a different take
with its Traffic Jam Ad where Halls restores order to a situation of chaos & the early 2000s
saw Halls advertising on the refreshment platform. Over the years Halls has been strongly
positioned on the` soothes sore throat benefit in the consumers mind.
Halls continues to be one of the leading mint brands in India even in the changed competitive
context.
Halls is marketed in 24 different countries around the world & is offered in over 26
flavours.
Halls produced the largest sweet in the world in 1964. Weighing 76kilos, the sweet was
put on exhibition in New York.
Halls accounts for more than 50% of international cough drop sales.
Bubaloo is currently available in two yummy flavors- Strawberry and Mixed Fruit.
The communication focuses on the "fun filled liquid centre " of Bubbaloo and is anchored by
Bubba- the cat, the international mascot for the brand Bubbaloo.
Bubbaloo is sold in 25 countries and is particularly popular in Latin America. The record for the
largest bubblegum bubble ever blown is 58.4cm. The bubble was blown by Susan Montgomery
Williams of Fresno, California, USA at the ABC-TV studios in New York City, in 1994.
Limitation of study
Primary Objective:
1) To find out the percentage of retailers who aren`t selling chocolates and other
Cadbury products.
2) To give reasons for that.
3) Suggestion for the company from retailers
Secondary Objective:
A Research Design is simply the framework or plan of a study that is used as guide in
collecting and analyzing the data. It is a blueprint that is followed in completing a study.
A research design is the plan, structure and strategy of investigation conceived so as to obtain
answers to research questions and to control variance.
The research carried out is a descriptive research where the purpose is to go through an
intensive study of the target segment.
Sample techniques-The data has been collected through random sampling from the
retailers of Meerut who are in the business of chocolates.
Universe Size-
The universe is the entire group of items the researcher wishes to study.
Since my survey was confined to be done in Meerut This universe size having a sample of 18
markets and 650 respondents.
Primary data: I have used primary data collection method to get the response from the
respondents.
Data Collection:-Collection of data
1) Through well framed questionnaire.
2)Through direct interaction.
SWOT ANALYSIS
Strengths
Cadbury is the largest global confectionery supplier, with 9.9% of global market share.
High financial strength (Sales turnover 1997, 7971.4 million and 9.4%)[1]
Weaknesses
The company is dependent on the confectionery and beverage market, whereas other
competitors e.g. Nestle have a more diverse product portfolio, where profits can be
used to invest in other areas of the business and R&D.
Other competitors have greater international experience - Cadbury has traditionally been
strong in Europe. New to the US, possible lack of understanding of the new emerging
markets compared to competitors.
Threats
Competitive pressures from other branded suppliers (national and global). Aggressive
price and promotion activity by competitors - possible price wars in developed
markets.
Social changes - Rising obesity and consumers obsession with calories counting.
Nutrition and healthier lifestyles affecting demand for core Cadbury products.
Opportunities
New markets. Significant opportunities exist to expand into the emerging markets of
China, Russia, India, where populations are growing, consumer wealth is increasing
and demand for confectionery products is increasing.
Key to survival within the FMCG market is increasing efficiency and reducing costs.
Cadbury Fuel for Growth and cost efficiency programmes seek to bring cost savings by:
1) Moving production to low cost countries, where raw materials and labour is cheaper
ii) reduce internal costs - supply chain efficiency, global sourcing and procurement,
and wise investment in R&D.
ADDRESS.............................................................................................
CONTACT NO......................................................................................
ANS.1. YES
NO
ANS.2. YES
NO
ANS.3. HALLS
MINTS
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
Q.4. TO WHICH BRAND THE CONSUMER GIVES THE MORE PREFERENCE?
ANS.4. HALLS
MINTS
Q.5. WHICH COMPANY GIVES YOU THE BETTER DISCOUNTS, SCHEEMS, AND
OTHER PROMOTIONAL OFFERS?
ANS. 5. HALLS
MINTS
Q.6. WHAT DO YOU THINK IS THE BEST PLACE TO PROMOTE THIS PRODUCT?
ANS.6. MEDICAL
STORE
KIRYANA
SHOP
CONFECTONARY
SHOP
ANS.7. HALLS
MINTS
FINDINGS
AND
CONCLUSION
ANS.1. YES
NO
HALLS ANSWERS
YES 182
NO 68
YES NO
ANS.2. YES
NO
YES
109 NO
141
ANS.3. HALLS
DOUBLE-
MINT
30%
20%
10%
0%
HALLS DOUBLE-MINT
ANS.4. HALLS
DOUBLE-
MINT
Q.5. WHICH COMPANY GIVES YOU THE BETTER DISCOUNTS, SCHEMES, AND
OTHER PROMOTIONAL OFFERS?
ANS. 5. HALLS
MINTS
30%
20%
10%
0%
HALLS DOUBLE-MINT
Q.6. WHAT DO YOU THINK IS THE BEST PLACE TO PROMOTE THIS PRODUCT?
ANS.6. MEDICAL
STORE
KIRYANA
SHOP
CONFECTONARY
SHOP
30%
20%
10%
0%
MEDICAL STORE KIRYANA SHOP CONFECTIONARY SHOP
ANS.7. HALLS
MINTS
30%
20%
10%
0%
HALLS DOUBLE-MINT
Q.8. HOW THE COMMPANY CAN IMPROVE THE PRODUCT, SERVICES, ANY
SUGGESTIONS?
SUGGESTIONS................................................................................................................................
............................................................................................................................................................
............................................................................................................................................................
............................................................................................................................................................
............................................................................................................................................................
...................................
The supply chain that a product follows to get to the final consumer.
Identification of the most appropriate route to market is a crucial part of the business
development process for any company. When any product produced in the factory and the supply
of the finished goods to the end user, the whole process comes in the route to market. If we take
route to market of the RD Point to final consumer so this can be divided in to six stages:
Stage 3 Merchandizing
Market Viability-
So the covering any new area of the market its very important things we see the market
viability is there are not.
Product Visibility-
Merchandizing-
Order Booking-
Supply is the crucial part of the FMCG business because when our
RDSM takes the order to the shopkeeper at that point of time and when we are delivered the
product to the shopkeeper in this process its very important when we are taking very less time to
the delivering the product its very good for the business but when we are taking more time to
delivering the product to the shopkeeper its very harmful for the any business.
I find out our supply lead-time is maximum 2 or 3 days and its very
helpful in the improving in the Cadbury business in the Gorakhpur city. But there is some chance
of the improving our supply system and we reduced our supply lead-time in the 1 or 2 days.
When product parched by the final consumer and after the consuming the
product, what they respond they try to buy again or they are going another brand. Every
company wants his customers makes loyal for his product. When customers comes again for
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
the purchasing a particular brand than the company works end.
After data analysis I found following problems which are hurdles in the opening of new counters
in the market of Meerut:-
1) No visit of sales man: - In the market I found that salesman did not meet all the
shopkeepers. They used to meet only those counters which are regular in payment and potentially
efficient to deal.
2) Whole sale market: - Prices of products in the whole sell market were less then prices of
distributors. So kirana stores, medical stores and panwalas buy products from whole sell
according to the demand. For ex. Price of Rs 20 bourn vita is RS 17 in whole sell and
distributors price for the same was Rs18.35.
3) )Melting Problem:-Chocolates like dairy milk get melt in summers due to high
temperature so shopkeepers who did not have cooling system are not ready to buy chocolates. It
was a problem in opening of new counters.
5) Shops which are near to schools and colleges usually do not keep chocolates when schools
and colleges are closed.
6) Some of the markets were not potentially efficient and demand of chocolates was very low.
Shop keepers did not sell chocolates of more than Rs 5.only few were there who sell chocolates
of Rs 5 and above.
RECOMENDATIONS:-
Points where company should pay attention and are reason of not opening of new
counters:-
1) Whole sale market:- Prices of products in the whole sell market is less then company so
kirana stores , medical stores and panwales buy products from whole sell according to their need
and demand. For ex. Price of Rs 20 bourn vita is RS 17 in whole sell and Rs18.35 in company.
2)Melting Problem:-Chocolates like dairy milk get melt in summers due to high temperature
so shopkeepers who do not have cooling system are not ready to buy chocolates. It is problem in
opening of new counters.
3)Jo dikhata hai who bikta hai:- Company should provide posters banners etc. by which
shopkeepers make costumers aware that he sell chocolates of cadbury.This problem comes
mainly in potentially low markets like rithani topkhana etc.
5) Sales mens visit problem: - RDSM were dealing only those counters which are
potentially efficient, normaly regular in payments. They used to open only those new counters
which are potentially efficient and ready to deal 3 to 4 initial dealings in cash.
6) Some of the shops which are small and near to big bakeries and confectionaries do not sale
products due to low sale.
7) Shops which are near to schools and colleges usually do not keep chocolates when schools
and colleges are closed.
-: CONCLUSION:-
During the summer training I worked with sales man of Cadbury who deals in various markets of
GURGAON. I got an enriching experience about selling and how to convince the customer to
buy the product or to win an order. Almost all the Salesmen of Cadbury had very good work
experience of 5 to 6 years. Working with Worlds one of the top FMCG company like Cadbury
gave me practical experiences about nature of consumers, market and how to deal customers in
the practical life in a market. It was for the first time when I was in the market to deal with the
customers and company like Cadbury gave me great exposure about the markets, nature of
markets, nature of customers and how to deal with the customers. I also worked with the
distributors of Cadbury in GURGAON and got knowledge and experience of distributors work.
The experience I got during my summer training was different from the class room experience.
I enjoyed a lot working with Cadbury, thanks for giving me such an opportunity.