Project title:

Private Labels of Foodworld and their performance

Submitted to the faculty of Retail Management

PGDM Batch 2010-12

Submitted To Prof. Anitha

Submitted By Dil Bahadur Yadav Sem- III Reg. No.6185

Private labels of Foodworld and their performance

a) Introduction This research is based on primary & secondary data. We have collected data by interviewing the customers visiting Foodworld and by asking the questions to the store manager of the supermarket. This survey is focused on preference for private labels of Foodworld in various product categories. It highlights the private labels strategies of Indian retailers and brings out its implication on FMCG companies. It also provides information on the steps FMCG companies can adopt to differentiate their product offerings from private labels. As we know that the trend of private labeling in India is growing rapidly due to growth of organised retailers. Consumer attitudes and shopping behavior is changing in India. Private labels constitute less than 5 per cent of the total Indian retail market.

i) Objectives:
Objective of this research is to find out the private labels of Foodworld and their performance. 1. To identify the performance of in store brands. 2. To determine the performance of sales persons in the store. 3. To understand the availability of private labels in the store. 4. To understand the customer perception about these brands.

ii) Scope
1) - Changing consumer attitudes and shopping behavior in India with the launch of private label FMCG brands 2) - Insightful analysis into consumer's attitudes, beliefs and motivations behind private label versus famous brand purchases

3) - Focus areas for FMCG companies in terms of product development and positioning to avoid competition from private labels

i) Limitations
This study was done in Foodworld located in Vikrampuri area of Hyderabad for educational purpose, may be there can be misrepresentation of data due to lack of time. Study is based on the secondary data, views of the different analysts, articles published in business journals & websites. So we cant expect same trend everywhere for long run. ii) RESEARCH METHODOLOGY Type of research Descriptive Type of data Primary data Data collection method Data is collected through structured questionnaire. Sampling Convenient sampling Sample size 10 Data analysis technique Quantitative Data analysis tool Bar charts, pie charts.

b) Company profile

History:Foodworld Supermarkets Ltd chain of stores in India now operates over 60 supermarket stores across Bangalore and Hyderabad and plans to expand its footprint upto about 200 Foodworld stores in the country in different formats such as hyper markets, super markets, express stores and concept sales by 2011. Food world is a part of the Dairy Farm International (DFI) Group, a leading panAsian retailer, with over 5300 outlets and employing over 80,000 people and has total annual sales exceeding US$9 billion. Products:1. Rice

FOODWORLD BASMATI RICE 1KG

Rs.60.00

FOODWORLD DOSA RICE 1KG Rs.29.00

2. BOILED RICE

FOODWORLD IDLY RICE 1KG

FOODWORLD IDLY RICE 2KG

FOODWORLD IDLY RICE

Rs.30.00

Rs.59.00

5KG

Rs.148.00

3. VEG FROZEN PRODUCTS

ALKABEER GREEN PEAS 500GMS ALKABEER GREEN PEAS 200GMS

Rs.75.00 Rs.32.00

4. Atta

FOODWORLD CHAKKI FRESH ATTA 1KG Rs.26.00

FOODWORLD CHAKKI FRESH ATTA 5KG Rs.125.00

5. AVAL/PUFFED RICE

FOODWORLD FOODWORLD AVALAKKI THICK 1KG FOODWORLD AVALAKKI THICK 500GMS AVALAKKI THIN 200GMS

Rs.33.00

Rs.17.00

Rs.9.00

6. JAGGERY

FOODWORLD JAGGERY ROUND 1KG

Rs.53.00

FOODWORLD SUGAR 1KG

FOODWORLD SUGAR 2KG

Rs.35.00

Rs.69.00

7. OTHER DALS

FOODWORLD FRIED GRAM 500GMS

FOODWORLD GREEN MOONG WHOLE 1KG

Rs.33.00

Rs.92.00

FOODWORLD RAJMA RED 500GMS

FOODWORLD BROWN CHANNA SMALL 200GMS

Rs.35.00

Rs.12.00

FOODWORLDBROWN CHANNA SMALL 500GMS

FOODWORLD CHANA BROWN MEDIUM 500 GMS FOODWORLD CHANA DAL 1 KG

Rs.52.00

Rs.28.00

Rs.26.00

FOODWORLD CHANA DAL 500 GMS

FOODWORLD CHANNA BROWN MEDIUM 1KG FOODWORLD FRIED GRAM 200GMS

Rs.27.00

Rs.14.00

Rs.50.00

FOODWORLD FRIED GRAM WHOLE 500 GMS

FOODWORLD GREEN MOONG WHOLE 500GMS

FOODWORLD GREEN MOONG DAL SPLIT 200GMS

Rs.25.00

Rs.37.00

Rs.47.00

FOODWORLD HORSE GRAM 200GMS

FOODWORLD HORSE GRAM 500GMS FOODWORLD KABULI CHANNA 1KG

Rs.8.00

Rs.15.00

Rs.98.00

RLD URAD WHOLE 1KG

FOODWORLD URAD SPLIT 200GMS

FOODWORLD URAD DAL SPLIT 500GMS

Rs.89.00

Rs.21.00

Rs.50.00

8. MAIDA

FOODWORLD MAIDA 1K

9. FLOURS
ATTA INSTANT MIXES
MAIDA

OTHER FLOURS
RAVA/SOOJI

10. CEREALS
BARLEY/SAGO OTHER CEREALS WHEAT

11. EGGS
PACKED EGGS

12. DRY FRUITS

FOODWORLD BADAM 100GMS

FOODWORLD CASHEW NUT WHOLE 100GMS

FOODWORLD KISMIS TYPE II 100GMS

Rs.67.00

Rs.85.00

Rs.34.00

FOODWORLD BADAM 250GMS

FOODWORLDCASHENUT SPLIT 100GMS

Rs.155.00

Rs.77.00

FOODWORLD CASHEW 250GMS

FOODWORLDCASHEW NUT BROKEN 100GMS

FOODWORLD CASHEW NUT WHOLE 200GMS

Rs.189.00

Rs.70.00

Rs.165.00

FOODWORLD DATES DRY 100GMS FOODWORLD DRYFRUIT COMBIPACK 3 IN 1

FOODWORLD FIG 100GMS

Rs.18.00 Rs.105.00

Rs.65.00

13. SWEETENERS
JAGGERY SALT SUGAR

14. Foodworld BLACK SOCKS PACK OF 2S

Services
HOME DELIVERY GIFT COUPONS

Locations, Store:

60 stores as on date in Bangalore, Hyderabad. Plans for expansion in a big way aligning with our strategic objectives. Target to have 200 Foodworld stores across the country in different formats.

Foodworld Retail Outlets BANGALORE PLACE NAME Puttenahalli Gottigere Digital Wipro Infosys Mandya Jay 3rd blk Coxtown Cunnigam road B.T.M.Layout Langford Town B.club Chamarajpet Mysore Gandhi bazar J.P.Nagar Banasanksri Jayanagar 7th Block PHONE NO 32466607 32466595 32466411/290 32466529 32466428 08232-327320 32466443 32466569 32466369 32466338 32466494 32466813 32466557 8213264100 32466802 32466458 32466324 26534695/4 HYDERABAD PLACE NAME A.S.Rao Nagar Nallkunta Barkathpura P G Road West Marredpally Mehdipatnam I Mehdipatnam II Shanthi Nagar Karkhana PHONE NO 040-32530207 040-32530205 040-32530202 040-32530213 040-32530215 040-32530204 040-32530212 040-32530206 040-32530217

Jubli Hills Road No: 36 040-32530209 Vikrampuri Ameerpet Nizampet Kukatpally Begumpet ITPL Accenture Mothinagar 040-32530214 040-32530201 040-32530218 040-32530203 040-32530208 040-32530219 040-32530220 040 - 40201731

Bannergatta road MG road R.T.Nagar Kormangala 7th Malleswaram Sanjay nagar Sadashiv nagar kormangal 1st blk Kammanahalli Yelhanka Chandra layout Vijay nagar Rajaji nagar R T Nagar Rajaji Nagar R.R.Nagar Vidyaranyapura Banaswadi Vijay nagar New RMZ HP campus Sarjapur Accenture Accenture whitefield Indira nagar 100ft Cambridge layout

32466544 32466586 32466521 32466670 32466496 / 32466516 32466382 32466519 32466470 32466459 28096134 32466543 32466528 32466507 32466507 32466507 32466510 32466524 25450400 32466402 32466592 32466575 32448831 32466795 41159268 32466375

FoodWorld SuperMarket Store Foodworld Supermaket store is the existing format store with 3000-5000 sq ft size. We would reinforce brand fundametntals, through back into store upgrade program, improving the Fresh offers, re-focusing store operating standard and innovative marketing program.

Fig-2 Dil Bahadur Yadav in Foodworld supermarket, Vikrampuri

Corporate Structure:-

India Foodworld Supermarket Mr.Henry Neilson Mr.Venkatesh.P Mr.Ramakrishnan.N Mr.Vachali CEO Chief Operation Officer Chief Financial Office HR Director

Mr.Venkata Subbaiah Head of Legal Mr.Ajith Kumar Senior IT Director

Board of Directors
C.E.O - P.Venkatesh

Mr. P. Venkatesh joined Dairy Farm in September 2005 as the business Head for Health & Glow. He has 15 years of rich experience behind him, after having completed his MBA from the faculty of Management Studies, Delhi University. He joined Titan as a Management trainee in 1992 and quickly rose to the position of Regional Manager in 1998 after also having spent a two year stint in UAE. Before joining us, he worked with M/s. Frito Lay as General Manager, M/s.Tulleeho Porta as their COO and Marico Industries as their Business Development Manager for the Kaya Skin Clinic brand of Beauty Stores. C.O.O - Mr. Rex Nigel bird

c) Industry profile:
The Indian Retail sector has caught the worlds imagination in the last few years. Topping the list of most attractive retail destination list for three years in a row, it had retail giants like Wal-Mart, Carrefour and Tesco sizing up potential partners entering. Indias retail growth is largely driven by increasing disposable incomes, Favorable demographics, changing lifestyles, growth of the middle class segment and a high potential for penetration into urban and rural markets. However, with the onset of the global financial crisis, Indian retailers have been suffering from the effects of rapid credit squeeze, high operating costs and low customer confidence. What can we expect in the coming years? Figure 1: Private label matrix Position of India vis--vis UK

Key expected trends in the Indian private label market: Mapping against the UK

The retail industry in India is still nascent, as compared to matured markets such as the United Kingdom. The retail market in India is currently estimated to be close to USD 200 billion. This is expected to grow at more than 40 per cent per annum

during 2007-09. Unlike the United Kingdom, the Indian retail industry is highly fragmented. Organised retail constitutes a meager 3 per cent (USD 6.4 billion) of the retail market in India. Its share is estimated to reach 9 per cent, or USD 23 billion, by 2010. As indicated by these figures, organised retail would still be a marginal component of the total market in the near future.

Figure 2: Private label maturity curve

Private labels or store brands have been found to trigger customer loyalty. The basic objective behind introducing private labels is to offer quality products at lower prices compared to the national brands. India is considered one among the top five emerging retail destinations in Asia and 11th promising retail destination globally. This is largely due to the expansion strategies adopted by business groups like the Future Group, the Tatas, the Goenkas and the Rahejas. The ever increasing retail clutter has forced retailers to differentiate themselvesintroducing private labels has differentiation strategy. been one such

Retailers basically go for imitating national brands in terms of quality and packaging. Although there are instances where store brands are successfully introduced, there are several challenges involved as far as introducing and sustaining store brands are concerned. Worldwide experience shows that as retailers become more powerful, they have increasingly focused on their own brands at the expense of manufacturer brands. Another factor driving retailers towards foraying into store brands is the current economic slowdown, globally. Companies are also stepping up the introduction of private labels as margin on the products can be as high as 30 per cent compared with 10 per cent on branded products. The slowdown is also forcing consumer preference towards cheaper products, a trend also known as down-trading, which in turn is also helping boost sales of private labels. Taking on the might of MNCs with its private brands, the Future Group, Indias top retailer, is now poised to pit itself in a big way against the manufacturers like HUL, Bombay Dyeing and Samsung in categories ranging from FMCG to apparels to consumer durables. Some of the Groups top private labels include John Miller, Indigo Nation, DJ&C in apparel, Tasty Treat, Care Mate, Fresh n Pure in FMCG and Koryo and Sensei in consumer durables. Rival Reliance Retail is entering the store brand segment in a major way. Interestingly, Reliance Retail derives around 80% business in the large format stores from private labels, particularly in the garments business. While its private labels in the commodity foods segment are Reliance Value and Reliance Select, it is launching, in a phased manner, private labels in the nonfood FMCG category. It has launched floor cleaning products under the Expelz label and Sudz washing powder recently. Others like More of AV Birla Group and Westside of Tatas too are stepping up their presence in this arena. However, retailers face slew of challenges. First and foremost, there is a lack of supply chain sophistication among Indian retailers. Most retailers still exchange information manually with suppliers. Indian retailers

are yet to implement bar-coding techniques properly, let alone sophisticated technologies such as radio frequency identification (RFID). There is also a lack of integrated IT systems, coupled with low overall IT spending.

As is evident, Indian retailers have a long way to go before they can be compared with international retailers such as Tesco and Wal-Mart, in terms of technology and supply chain sophistication. Further, while it is widely acknowledged that the real' potential in Indian retail lies in rural areas, the rural retail scenario continues to be unorganized and highly fragmented. While FMCG manufacturers such as Hindustan Unilever and ITC continue their efforts to solve the rural retail jigsaw' through projects such as Shakthi and e-Choupal, major retailers have tended to stay away from the rural scene.

d) REVIEW OF LITERATURE
Umbrella Brand An umbrella brand is an overarching brand used across multiple related products. Umbrella branding is also known as family branding. It contrasts with individual product branding, in which each product in a portfolio is given a unique brand name and identity. There are often economies of scope associated with umbrella branding since multiple products can be efficiently promoted with a single advertisement or campaign. Umbrella branding facilitates new product introductions by providing a familiar brand name, which can lead to trial purchase, product acceptance, or other advantages. Umbrella branding may impose on the brand owner a greater burden to maintain consistent quality. If the quality of one product in the brand family is compromised, it could impact on the reputation of all the others. For this reason umbrella branding is generally limited to product lines that consist of products of similar quality. A good example is AMUL - Amul Butter, Amul Cheese, Amul Milk, Amul Icecream, Amul Chocolates etc Store brands are a line of products sold by a retailer under a single marketing identity. They bear a similarity to the concept of House brands, Private label brands (PLBs) in the United States, own brands in the UK, and home brands in Australia and generic brands. But they are distinct in that a store brand is managed solely by the retailer for sale in only a specific chain of store. The retailer will design the manufacturing, packaging and marketing of the goods in order to build on the relationship between the products and the store's customer base. Store-brand goods are generally cheaper than national-brand goods because the retailer can optimize the production to suit consumer demand and

reduce advertising costs. Goods sold under a store brand are subject to the same regulatory oversight as goods sold under a national brand.

Certain brands of products that are only available at a particular store, usually a chain store, are called store brands. Store brand products are often available for a discounted price, and are popular with those trying to keep their spending to a minimum. In some stores, they can even make up 40 to 50 percent of the total sales, and may be 15 to 50 percent cheaper than the national name brand products. Store brands are usually similar in quality to the name brand products, although some food products may be of a slightly lesser quality. Paper and personal products usually perform just as well, if not better, than name brand items. The packaging for store brand items is usually very close in resemblance to name brand merchandise, with the same colors often used for both products. Stores will often put their store brand on the shelves right next to the comparable name brand product, encouraging shoppers to quickly and easily compare the prices and ingredients of the two items. Individual Branding: Individual branding, also called individual product branding or multi

branding, is the marketing strategy of giving each product in a portfolio its own unique brand name. This contrasts with family branding, corporate branding, and umbrella branding in which the products in a product line are given a single overarching brand name. The advantage of individual branding is that each product has an image and identity that is unique. This facilitates the positioning of each product, by allowing a firm to position its brands differently. Examples of individual product branding include Procter & Gamble, which markets multiple brands such as Pampers, and Unilever, which markets individual brands such as Dove.

e)

ANALYSIS AND INTERPRETATION

Q1. In a month how many times you visit Foodworld?
a) b) c) d) e) Once Twice Thrice More than thrice As per requirement 7% 23% 8% 25% 37%

Chart Title
Once 7%

Twice 23% As per requirement 37%

Thrice 8% More than thrice 25%

INTERPRETATION:
Out of 25 respondent, 37% people visit the store when they have some requirement and 25% are visited more than thrice, 23% visited two times in month and 7% & 8% people visited one and three times in a month respectively. Most of them regularly visit Foodworld. Maximum number of people visited store frequently.

Q2. Your shopping experience in Foodworld is always!

a) b) c) d) e) outstanding Excellent Good Average Bad 1% 21% 43% 32% 3%

45 40 35 30 25 20 15 10 5 0 outstanding Excellent 1% 21%

43%

32% outstanding Excellent Good Average Bad 3%

Good

Average

Bad

INTERPRETATION:

Out of 25 respondents, 43% people have good shopping experience in Foodworld, 32% has average and 21% people has excellent. But 1% has outstanding shopping experience and 3% has bad shopping experience. Maximum numbers of people has a better experience of shopping in Foodworld.

Q3. In store Brands and private labels availability in Foodworld is!

a) b) c) d) e) outstanding Excellent Good Average Bad 3% 28% 44% 22% 3%

Chart Title
Average 22% Bad outstanding 3% 3% Excellent 28%

Good 44%

INTERPRETATION:
Out of 25 respondents, over all 44% customer are satisfied by the availability of in store brand and products in Foodworld, 22% customer product availability is average rest said it is bad. Some people think there is no good brands and products availability in Foodworld.

Q4. Discounts and offers served on private labels of Foodworld are!

a) b) c) d) e) outstanding Excellent Good Average Bad 7% 32% 36% 23% 2%

40 35 30 25 20 15 10 5 0 outstanding Excellent 7% 32%

36%

23% Series1

2%

Good

Average

Bad

INTERPRETATION:
Out of 25 respondents, Discounts and offers served in is good said by 36% customers, 32% feel it is excellent and only 7% feel outstanding. But 25% customers are not satisfied by Discounts and offers served in the big bazaar. Maximum Customers are satisfied by Discounts and offers served in the Foodworld.

Q5. Home delivery services of Foodworld are!

a) b) c) d) e) outstanding Excellent Good Average Bad 7% 19% 38% 28% 8%

Chart Title
outstanding Excellent 8% Good 7% Average Bad

19% 28%

38%

INTERPRETATION:
Out of 25 respondents, Maximum number of respondent i.e. 64% is satisfied by Home delivery services of Foodworld 36% is not satisfied. Some customer never used this facility.

Q6. Location of Foodworld in your city is! a) b) c) d) e) outstanding Excellent Good Average Bad 29% 32% 22% 13% 4%

35 30 25 20 15 10 5 0 outstanding 29%

32%

22%

13%

Series1

4%

Excellent

Good

Average

Bad

INTERPRETATION:
Out of 25 respondents, 61% is highly satisfied with location of Foodworld in city, 22% is satisfied and only 17% is not satisfied.

Location of Foodworld is outstanding. It is situated central business district (CBD).

Q7. Private labels display and signage in the store is! a) b) c) d) e) outstanding Excellent Good Average Bad 8% 36% 40% 14% 2%

Chart Title
Average 14% Bad outstanding 2% 8% Excellent 36%

Good 40%

INTERPRETATION:
Product display and signage in the store is highly satisfactory according to 44% of the respondent, satisfactory according 40% of the respondent rest 16% are not satisfied with it. Customers are satisfied with Product display and signage in the store.

Q8. In festive season the shopping experience in the store is!

a) b) c) d) e) outstanding Excellent Good Average Bad 3% 29% 39% 25% 4%

40 35 30 25 20 15 10 5 0 outstanding Excellent 3% 29%

39%

25% Series1

4%

Good

Average

Bad

INTERPRETATION:
Out of 25 respondents, 39% people have good shopping experience in Foodworld, 25% has average and 29% people has excellent. But 3% has outstanding shopping experience and 4% has bad shopping experience. Maximum numbers of people has a better experience of shopping in offer days. Some customer do not enter in store due to heavy rush.

Q9. The quality of the in store Brands served by Foodworld is! a) b) c) d) e) outstanding Excellent Good Average Bad 3% 19% 47% 26% 5%

5% 3% 19% 26%

outstanding Excellent Good Average Bad

47%

INTERPRETATION:
21% of the respondents are highly satisfied with the quality of the products at Foodworld, rest 74% are said the quality of the products in Foodworld is average, only 5% said its not good.

Maximum number of people is not satisfied with quality of the product.

Q10. The Price differential between private label & Multinational Brand is! a) b) c) d) e) outstanding Excellent Good Average Bad 13% 41% 28% 13% 5%

50 40 30 20 10 0 outstanding 13%

41% 28% 13% 5% Series1 Excellent Good Average Bad Series1

INTERPRETATION:
According to maximum number of respondent i.e. 82% feels that cleanliness and hygiene maintained in the store is up to the mark rest 18% feel it is not up to the mark.

Cleanliness and hygiene maintained in the store is up to the mark.

Q11.Do you feel that Foodworld provide you value for money? a) b) YES NO 85% 15%

Chart Title
NO 15%

YES 85%

INTERPRETATION:

Out of 25 respondent, 85% of the respondents feel that Foodworld provide you value for money, 15% feel not.

f) FINDINGS & RECOMNDATION

Findings: Store performing well in attracting the customers. Foodworld provides better shopping experience. Brands and products availability in Foodworld is not up to the mark. Discounts and offers doing well in the store. In offer days the store management is good. Home delivery services are not used by customer. Product display and signage is good. Quality of private labels/instore brands is not up to the mark. Location of Foodworld is outstanding. Parking facility in big bazaar is good.

RECOMMENDATIONS
Create awareness & manage home delivery services properly. There should be proper assortment of in store product categories. Proper signage should be there so that customer can locate the products easily. Proper training should be provided to sales person so that they can deal with the customer efficiently. Various schemes and offers can be provided to them and attract new customers (Use pull strategy). No. of cash counter needs to be increased keeping in view customer traffic intensity. Quality in private brands should be increased up to mark.

g) CONCLUSION
The performance of private labels of Foodworld is upto the mark. Customers prefer to buy private labels than multinational brands due to significant price differential. And one thing in Foodworld is which makes it more effective is its safe and cheaper home delivery service. At last I want to share this quotation from retail management book; Todays private label brands need to embody the attitude and demeanor of an own brand. Own brands are relevant to the broadest set of audiences. The trade feels an affinity and desire for the own brand to prosper. The consumer is loyal to own brands and seeks them out as an integral part of his/her lifestyle. The retailer celebrates and nurtures the own brand as a vital embodiment of its brand proposition that will build and sustain a greater degree of loyalty.

Bibliography:
Content Courtesy www.indiaretailing.com http://www.brandchannel.com/papers_review.asp?sp_id=360 http://www.retailcustomerexperience.com/article/21480/The-evolution-of-privatelabels-at-retail http://www.retailcustomerexperience.com/article/21480/The-evolution-of-privatelabels-at-retail http://www.india-reports.com/articles/Umbrella-Brands.aspx http://www.fmi.org/retail/advertising/pdf/I_FInal_DAMON.pdf http://www.foodworld.in/ http://www.dairyfarmgroup.com/global/home.htm

QUESTIONNAIRE

PERSONAL INFORMATION Dear sir/ Madam, This survey is a part of my Retail Management project. Please provide relevant information by filling this questionnaire to make my survey more comprehensive. All details from your part will be kept confidential.

Name: Sex: -

.. a) Male b) Female

Contact no.:-

Q1. In a month how many times you visit Foodworld?

a) Ones

b) twice

c) Thrice

d) More than thrice

e) as per requirement

Q2. Your shopping experience in Foodworld is always!

a) Outstanding

b) Excellent

c) Good

d) Average

e) Bad

Q3.In store Brands and products availability in Foodworld is!

a) Outstanding

b) Excellent

c) Good

d) Average

e) Bad

Q4. Discounts and offers served in Foodworld is !

a) Outstanding

b) Excellent

c)Good

d) Average

e) Bad

Q5. Home delivery services of Foodworld is !

a) Outstanding d) Average

b) Excellent e) Bad

c)Good

Q6. Location 0f Foodworld in your city is ! a) Outstanding d) Average b) Excellent e) Bad c)Good

Q7. Product display and signage in the store is ! a) Outstanding b) Excellent c)Good

d) Average

e) Bad

Q8. In festive season the shopping experience in the Foodworld is! a) Outstanding d) Average b) Excellent e) Bad c)Good

Q9. The quality of the Private labels served by Foodworld is! a) Outstanding d) Average b) Excellent e) Bad c)Good

Q10.Do you feel that Foodworld provide you value for money?

a) Yes

b)No

(Signature)

Thanking you for filling up this questionnaire