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i Name : Nestle India Limited.

i Industry : Food & Brewerage.

i Founded by : Nestlé with headquarters in

Vevey, Switzerland was founded in
1866 by Henri Nestlé

i In India the headquarters is situated in in Delhi

i Today, Nestlé produces in over 81 countries and

achieves 98% of its turnover outside Europe.
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i Dairy products The competitors list is

as given below:
i Chocolate drinks
i Hindustan lever

i Coffee
limited
i Amul India limited
i Fruit drinks i Cadbury India ltd

i Parle India ltd

i Chocolate & confectionery
i Britannia India

i Dietetic & infant products limited

i Candy man ( ITC)
  
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i Every organization has forms some strategy to

follow. Therefore, strategies adopted by Nestlé
that have proved fruitful are as follows:

i Consumer communication

i Product availability and development

 


 


i High quality and safe food
products at affordable prices
endorsed by the Nestle seal of
guarantee.
i Ongoing product innovation
and renovation, to convert
consumer insights.
i Distribution structure that
allows wide reach and coverage
in the target markets
i Capable and committed human
resource
i The distribution cost is high as
compared to the competition in
the local market.
i Company mostly advertises its
milk products, advertisement of
confectionary products is not so
better
i Complex supply chain configuration
i There is not much margins for
retailers to prefer its sales.
  
  

i Potential for expansion in the i Competitive environment with

small towns and other diverse players.
geographies.
i Rising prices of raw materials and
i Potential for growth through fuels.
increased penetration.
i Change in fiscal benefits/ laws.
i Company can open separate
stores to eliminate retailers.
i Company like Cadbury is giving
more discounts to retailers as
i Leverage Nestle technology to compared to distributors due to
develop more products that which retailers prefer its
provide nutrition health and products for sale.
wellness.
i
 !"#
#$% &m'
The sales of Nestle
confectioneries in Goa
region were de-growing so
to understand the reasons, I
have done a confectionery
market study .
This project is based on the
confectionery market study
for (Éclairs & Polo).
i To find the market share of
Nestle confectioneries.
i To understand if any
shortcomings from the
retailers for Nestle
confectionery With
reference to the sale in their
shop.
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i The study and analyses
made through survey in this
project is within the
boundary of Goa region.
i The respondents are the
potential retailers who only
keep Nestle confectionery
and its competing product.
i The Product scope is only to
Nestlé s Éclairs & polo.
i The sample size is only
retailers.
i To collect the primary data
#"%is an important
constraint. Since it will take
More time to collect the
data.
i Respondents may
#"()%*% to tell about their
business information.
i The project is "%# to a
certain areas of Goa region.
i Various respondents may
give $$# #%$##!*)+so
it might be difficult to find
The proper conclusion.
i The data collected
#, #-#%- the whole
population.

 
i Developing research plan
i Defining the problem and research objective

i Survey design

i Sample Size and Design

i Research Period

i Research Instrument

i Data Collection

i Data Analysis



i Retailers expect more displays and promotional
items from nestle.
i They also ask for an increase in margin and
discounts as compared to Cadbury.
i Retailers ask more of small jar·s:

Helps in better storage & selling.

Helps to attract customers.
i Cadbury provides a scheme, where in if you
display Cadbury products for a month, they pay
you 500rs. Retailers expect something similar
from nestle.
CONT·D
i Retailers asked to reduce the rate of polo 2rs to
1rs, as compared to the quantity of polo 5rs.
i Retailers also complained that distributors took
time in replacing products.
i People mostly on bus stands don·t keep polo 2 rs
for sale:
i Problem in giving change.

i Polo 5rs is not sold if 2rs polo is there.

i Retailers expect distributors to grant at least

eight days to pay the due·s
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i Nestle India Limited is one of the fastest
growing FMCG Company with its strengths for
ongoing product innovation & renovation.
i It performs very well. It still have a stiff
competition in the market for its various
products especially from Cadbury éclairs for
Nestles éclairs.
i The analysis & Interpretation made in this
study by me comes to the conclusion that
there is an increasing demand for confectionery
in Goa.
i Promotional offer plays a very important role in
case of retailers to sell more & Consumers to
purchase more. Cadbury strength in chocolate
segment is that it offers better promotional offer
& margin to the retailers, so the retailers are
influence to sell more.

i Finally I would like to conclude that Nestles

confectionery can capture the cadbury market
share if there is more attractive promotional
offer, margin & consumer awareness to have
more reach to the consumer in the market