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Research Report, FMCG, Consumer Preference, Marekt Research, Face Wash, India
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CONTENTS
S.no Topic PAGE no.
1
Introduction 1 2
Scope of the Study 6 3
Objective 7 4
Company profile 9 5 Product profile 33 6 Review of literature 45 7
Research methodology 50 8
Limitations 53 9
Data analysis and interpretation 55
10
Findings 84 11
Recommendations 88
CHAPTER -1
INTRODUCTION TO MARKETING
Marketing is a social and managerial process by which
individuals and groups obtain what they need or want through
creating, offering, and exchanging products of value with
others.
This definition of marketing rests on the following core
concepts: Needs, wants, and demands; products (goods, services
and ideas); markets; and marketers and prospects. These
concepts are illustrated
TRENDS:
Marketing is not like Euclidean geometry, a fixed system of
concepts and axioms. Rather, marketing is one of the most
dynamic fields within the management arena. The marketplace
continually throws out fresh challenges, and companies must
respond. Therefore it is not surprising that new marketing ideas
keep surfacing to meet the new marketplace challenges.
A growing emphasis on quality, value and consumer perception.
A growing emphasis on relationship building and customer
retention.
A growing emphasis on building strategic alliances and
networks.
A growing emphasis on global thinking and local market
planning.
A growing emphasis on direct and online marketing.
A growing emphasis on services marketing.
A growing emphasis on ethical marketing behavior.
INTRODUCTION
The study “A comparative study of BRAND X facewash and its
competitor brands” is mainly concerned with the retail market in
Saharanpur .I had gone through some number of retail outlets in
every area comprising big or small and tried to cover major area in
Saharanpur. One of the reason for this study had been understood
and to find out the position of COMPANY A’s personal care
products in the market and to know what is the distribution channel
through which the retailer get the product of COMPANY A’s
LTD. As retailers are the last intermediaries in the distribution
channel who delivers the product to the final consumer and they
very much depends upon the retail markets to get the desired
product.
In the first part of my study, I prepared a questionnaire to
know the visibility, availability and demand of BRAND X
facewash in comparison to its competitor brands. And on that basis
I came to know which brand in facewash is more in demand by the
customer and where BRAND X facewash stands in the market.
In the second part of my study, I had focused on retailer’s
perception about other brands of facewash and their margin on that
product.
In the third part of my study, I tried to get insight into the
strategies of leading players of face wash.
SCOPE OF THE STUDY
As learning is a human activity and is as natural, as
breathing. Despite of the fact that learning is all pervasive
in our lives, psychologists do not agree on how learning
takes place. How individuals learn is a matter of interest to
marketers. They want to teach retailers in their roles as their
roles as consumers. They want retailers to learn about their
products, product attributes, potential consumers benefit,
how to use, maintain or even d i s p o s e o f t h e
p r o d u c t a n d n e w w a y s o f b e h a v i n g t h a t w i l l
s a t i s f y n o t o n l y t h e consumer’s needs, but the marketer’s
objectives.
The scope of my study restricts itself to the analysis of
retailer and consumers preferences, perception and consumption
about the various brands of face wash. There are many
brands of face wash available in the market, in which I have
to study about the comparative analysis of various brands
available in the market. The scope of my study is also
restricted itself to Saharanpur region only.
OBJECTIVE OF THE STUDY
To find out the availability of different face wash brands in the retail market.
To find out margin of the retailer.
To find out market potential.
To study the consumer perception towards Brand X face wash.
COMPANY OVERVIEW
COMPANY A one of the India’s foremost private sector
companies with a market capitalization of nearly US $ 15 billion &
a turnover of US.
$ 6 billion. Rated among the world’s Leading Companies by
Forbes Magazine, COMPANY A rank third in pre –tax profit
among India’s private.
Sector Corporation, COMPANY A has a diversified presence in
Cigarettes, Hotels, Paperboard & specialty papers, packaging,
Agri-Business, Branded Apparel, Packaged Foods, Confectionery,
Greetings Cards & other FMCG Products. While COMPANY A is
outstanding market leader in its traditional businesses of
Cigarettes, Hotels, paperboard & specialty papers, packaging and
Agri-Exports, it is rapidly gaining market shares even in its nascent
business of Branded Apparel, Greeting Cards & packaged Food
and confectionery.
As India’s most valuable and respected Corporations, COMPANY
A is widely perceived to be dedicatedly nation- oriented .Chairman
YS Deveshwar calls this source of inspiration (a commitment
beyond the market). In his own words; (COMPANY A
believes that its aspiration to create enduring value
for the nation provides the motive force to sustain
growing shareholders value .COMPANY A practices
this philosophy by not only driving each of its
business towards international competitiveness but
by also consciously contributing to enhancing the
competitiveness of the larger value chain of which it
is a part).
COMPANY A’s diversified status originated from its corporate
strategy aimed at creating multiple drivers of growth anchored on
its time –tested core competencies: unmatched distribution reach
superior brand building capabilities, effective supply chain
management & acknowledged services skills in hotelier. Over
time, the strategic forays into new businesses are expected to
grammar a significant share of these emerging high –growth
markets in India.
COMPANY A VISION
Sustain COMPANY A‘s position as one of the India’s most valuable
Corporations through world class performance, creating growing
Value for the Indian and the company’s stakeholders.
COMPANY A MISSION
To enhance the wealth generating capabilities of Enterprises in a
globalization environment, delivering superior & sustainable
stakeholder value .Over the years, COMPANY A has evolved
from a single Product Company to a multiple business
corporation. Its business separated over a wide spectrum,
ranging from cigarettes & tobacco to hotel packaging, paper &
paperboard & international.
COMMODITIES TRADING
COMPANY A defied corporate Governance as a systematic
process by which companies are directed & controlled to
Enhancing their wealth generating capacity.
Since large corporation employ wast quantum of a societal
Resources we believe that the governance process should ensure
that meets stakeholder’s aspirations & societal expectations
CORE PRINCIPLES
COMPANY A’s Corporate Governance initiative is based on
two core principles .These are
Management must have the executive freedom to drive the
enterprise forward without undue resistant’s and
This freedom of management should be exercised with in
the framework of effective accountability.
CONTROL
COMPANY A believe that control necessary concomitant of its
second core principle of governance that the freedom of
management should be exercised within a framework of
appropriate checks and balances .control should be prevent the
misuse of power, facilities timely managed response to change,
and ensure that business risks are preemptively and effectively
managed.
MOTTO OF THE COMPANY
Listen to our customers & Supply the ideal product at reasonable price.
COMPANY A was incorporated on August 24, 1910 under
the name of Imperial Tobacco Company of India limited. Its
leased office on RADHA BAZAR Lane Kolkata, was the
center of company’s existence .The company celebrated its
16th birthday on 24 August 1926, by purchasing the plot of
land situated at 37 ,chowringhee (now renamed J.L. Nehru
Road ) Kolkata , for sum Rs 310,000. This decision of the
company was historic in many ways.
Than one. It was to mark the beginning of a long and eventful
journey into India’s future. The company’s headquarter
building ,Virginia House , which came upon that land two
year later , would go on to become one of Kolkata’s most
venerated landmarks. The company’s ownership
progressively indianised, and the company was changed to
I.T.C Limited in 1974. In recognition of the company’s
multi-business portfolio encompassing a wide range of
business –cigarettes & Tobacco, Hotels and Information
Technology, Packaging, paperboards & specialty papers ,
Agri-Exports, Food , lifestyle Retailing and Greeting Gifting
& stationary –the full stop in the Company’s name were
removed effective September 18,2001 .The Company now
stands rechristened COMPANY A Limited.
In 1925 as strategic backward integration for COMPANY
A’s Cigarettes business .It is today India’s most sophisticated
packaging house. In 1975 the company launched its Hotel
business with the acquisition of a hotel in Chennai which was
rechristened COMPANY A-welcome group hotel Chola .The
objectives of COMPANY A’S Entry into hotels business was
rooted in the concept of creating value for the nation.
COMPANY A chose the hotel business for its potential to
earn high level of foreign exchange, create tourism
infrastructure and generate large scale direct and indirect
employment. since then COMPANY A’s Hotel’s business
has grown to occupy a position of leadership , with 66 owned
and managed properties spread across India.
In 1979, entered the paperboards business by promoting
COMPANY A Bhadrachalam Paperboard Limited, which
today has become the market leader in India. Bhadrachalam
Paperboards amalgamated with the Company effective
March 13, 2002 and become a Division of the Company,
Bhadrachalam Paperboard Division. In November 2002, this
Division merged with the Company’s Tribeni Tissues
Division to from the Paperboards & specialty Paper Division.
COMPANY A’s paperboard technology, productivity,
quality and manufacturing processes are comparable to the
best in the world.
In 2004, COMPANY A acquired the paperboard
manufacturing facility of BILT Industrial PACKAGING Co.
Ltd (BIPCO), near Coimbatore, Tamil Nadu. This KOVAI
Unit allows COMPANY A to improve customer service with
reduced lead time and a wide product range.
In 1985, COMPANY A SET up Surya Tobacco Co. in Nepal
as a joint venture with the reputed soaltee group. In August
2002, Surya Nepal Private Limited (Surya Nepal).
In 1990, COMPANY A acquired Tribeni Tissue Limited, a
specialty paper manufacturing company and a major supplier
of tissue paper to the cigarettes industry. The merged entity
was named the Tribeni Tissue Division(TTD). To harness
strategic and operational synergies TTD was merged with the
Bhadrachalam Paperboard Division to from Paperboards &
Specialty Paper Division in November 2002.
Also in 1990, leveraging its agri-sourcing competency,
COMPANY A set up the International Business Division
(IBD) for export of agri-commodities. The division is today
one of India’s largest exporters. COMPANY A’s unique &
now widely acknowledged e-Choupal initiative began in
2002 with soya farmers in Madhya Pradesh. Now it extends
to 6 states covering over 3.1 million farmers.
In 2000, COMPANY A Packaging business high quality
greetings cards under the brand name Expressions. Launched
a line of in 2002, the product range was enlarged with the
introduction of Gift wrappers, Autograph books & slam
books. In the same year, COMPANY A also launched
‘Expressions Matrubhasha’, a vernacular range of greeting
cards in eight Languages & ‘Expressions Paper craft’ a range
of premium stationary products. In 2003, the company rolled
out ‘classmates’, arrange of notebooks in the school
stationary segment.
COMPANY A also entered the Lifestyle retailing business
with the aaa Sport range of international quality relaxed.
Wear for men and women in 2000. The aaa Lifestyle chain of
exclusive stores later expanded its range to include Aaa
Classic formal Wear (2002) & Aaa Club life evening wear
(2003). COMPANY A also initiated a foray into popular
segment with its men’s wear brand, John Players, in 2002.
In 2000 COMPANY A pun off its information technology
business into a wholly owned subsidiary, COMPANY A
InfoTech India Limited. To more aggressively pursue
emerging opportunities in this area.
COMPANY A made its entry into branded & packaged Foods
business in August 2001 with brand launch of the KCompany
Ahens of India. A mare broad-based entry has been made since
June 2002, the ‘mint-o’ trademark was acquired & relaunched in
orange & mint flavors. In the same year ‘Candy man’ was
added to the confectionary range & ‘Aashirvaad’ Atta was
rolled out. The ‘Aashirvaad’ brand now extends to ready-to-eat
foods, ready- to-cook pastes & salts. In 2003 the ‘Candy man’
range was expanded to include deposited candies & éclairs. In
2003 ‘Sun feast’ biscuits were launched & ‘mint-o’ lemon mint
flavor was introduced. In 2004 the ‘KCompany Ahens of India’
brands were extended to cooking pastes.
In 2002, COMPANY A’s philosophy of contributing to
enhancing the competitiveness of the entire value chain found
yet another expression in Safety Matches initiative. COMPANY
A now markets popular safety matches brand like ikno, Mangle
Deep, Vaxlit, Delite & Aim.
COMPANY A’s foray into the marketing of
Agarbattis(incense sticks) in 2003 marked the manifestation
of its partnership with the cottage sector. COMPANY A’s
popular agarbattis brands include Spriha & Mangle Deep
across a range of fragrances like Rose, Jasmine, Sandalwood,
Madhur, Sambrani & Nagachampa.
COMPANY A Registered Office
COMPANY A Limited Virgina House
37 J.L Nehru Road
Kolkata
Pin: 700071
INDIA
An overview of COMPANY A Saharanpur Factory
COMPANY A Saharanpur Factory was established in the year
1926 and is the second oldest among all the cigarette factories
after Merger. It manufactures processed cut tobacco and packed
cigarettes. It has a built up area of 26334 s-m. The facilities
include the production block consisting of primary
manufacturing department (PMD) & secondary manufacturing
department (SMD), leaf go down, WMS go down, FG (shipping
department), utilities, service block, administrative block & gate
house.
Tobacco leaves are purchased from farmers through auction by
ILTD (leaf tobacco division) & are sending to different ITD
factories depending on their requirements. Tobacco leaf is
divided in 2 parts, the lamina (leaf part) & the stem (the midrib
separated from lamina by threshing). Tobaccos leaves are
received in leaf go down & stored till the time they are issued to
PMD for processing.
The PMD process in 2 separated lines (the lamina & stem line
respectively) which result processed cut tobacco which gets
stored in Cut Tobacco Store (CTS). From CTS it is issued to
SMD for production of packed cigarettes. The SMD is divided
into 2 sections- the maker & packer sections. Wrapping
materials stores (WMS) materials are supplied from WMS
materials are all other things cigarettes packet other than
tobacco the maker is responsible for producing cigarettes sticks
& packer section produces packed cigarettes. These are then
sent to the finished goods go down for temporary storage &
eventful shipment from there.
CAREERS WITH COMPANY A
ENTRY LEVEL RECRUITMENT
COMPANY A visits premier Engineering and Management
campuses every year to induct quality talent for its various
Businesses.
MANUFACTURING
COMPANY A induct talent for the technical function from the
5 IITs (Chennai, Delhi, Kanpur, Kharagpur, Powai) and some of
the NIT’s. Engineers from disciplines such as Mechanical,
Electrical and Electronics, Production Engineering, Chemical
and Civil considered for placement.
The process starts in August each year in campus visit and a
pre-placement presentation. This provides an opportunity for
young aspirant to learn more about the Company, its history and
achievements, its corporate strategy, detail about its various
businesses and the kind of careers they can look forward to.
The selection process is objective and robust. A range of
selection tools are used. These includes assessment centers,
group tasks and in depth personal interviews.
Candidates found suitable for employment are immediately
given offers to join COMPANY A in July of the following year.
After a comprehensive induction programme, they are assigned
to various business of the company.
MARKETING AND HUMAN RESOURES
COMPANY A sources talent from the premier Management
Institutes of the country for Marketing and HR functions. These
campuses include the IIM’s, ISB, XLRI, FMS, IIFT, TISS,
JBIMS and Symbiosis.
The pre-placement presentation at campuses, normally in
September/October each year, provides an opportunity for
young aspirants to know more about the company, its history
and achievements, its corporate strategy, detail of various
businesses and the kind of careers they can look forward to.
During these visits, COMPANY A also selects First-year
students for Summer Internships during April to July of the
following year.
A team of COMPANY A manager visits campuses once again
between December and March for final placement. The process
consists of group discussions and personal interviews preceded
by psychometric tests and assessment centers. Employment
offers are made to selected candidates immediately. On joining
COMPANY A in July, candidates undergo an induction
programme before being assigned to one of the Company’s
businesses.
TRADING, SOURCING AND LOGISTICS
COMPANY A visits premier institutes such as IIM, IIFT,
IRMA, and MANAGE to induct talent for its Agri-Business
Division. The pre-placement presentation at
campuses, normally in September/October each year, provides
an opportunity for young aspirants to know more about the
company, its history and achievements, its corporate strategy,
detail of various businesses and the kind of careers they can
look forward to.
FINANCE
COMPANY A recruits entry- level talent for the Finance
function from amongst qualified Charted Accountants and
MBAs specializing in Finance.
Candidates are short-listed for
selection from pool of applicants that apply to COMPANY A
on-line through the Company’s portal at www.Company
Aportal.co. Recruitment of entry level talent in the finance
function takes place twicw a year.
Preliminary interviews are held at
selected locations. The short-listed candidates are called to
Kolkata for the final selection process which extends over two
days. The selection process comprises psychometric tests,
assessment centers, group tasks and personal interviews. The
interviews. The interviewing panel looks for a strong conceptual
base in finance and accounting. Effective inter-personal skills,
integrity, intellectual rigour, a will do attitude, creativity,
leadership and high energy are other essential attributes.
Candidates who receive an offer of employment undergo a
comprehensive induction programme before being assigned
Internal Audit function. The tenure in the Internal Audit
function normally extends over a period of 3 years. Following
this, they are assigned operational responsibility in one of the
Company’s businesses.
Board of Directors
C H A I R M A N
Y C Deveshwar
E X E C U T I V E D I R E C T O R S
Nakul Anand P V Dhobale K N Grant
N O N - E X E C U T I V E D I R E C T O R S
A Baijal S Banerjee AV Girija Kumar
S H Khan S B Mathur D K Mehrotra
H G Powell P B Ramanujam Anthony Ruys
Basudeb Sen K Vaidyanath B Vijayaraghavan
Corporate Management Committee
M E M B E R S
Y C DeveshwarChairman
Nakul AnandExecutive Director
P V DhobaleExecutive Director
K N GrantExecutive Director
Anand NayakHuman Resources
T V RamaswamyR&D, Projects,
EH&S
S SivakumarAgri & IT Businesses
K S SureshLegal
Rajiv TandonFinance
B B ChatterjeeSecretarial
LINES OF BUSINESS
India Tobacco Division
Foods Division
Lifestyle Retailing Business Division
Personal Care Products Strategic Business Unit
Education & Stationery Products Strategic Business Unit
Safety Matches Strategic Business Unit
Agarbattis Strategic Business Unit
Hotels Division
Paperboards & Specialty Papers Division
Packaging & Printing Strategic Business Unit
Agri Business Division
Agri Business Division – ILTD
CIGRETTES
COMPANY A is the market leader in cigarettes in India.
With its wide range of invaluable brands, COMPANY A has a
leadership position in every segment of the market. COMPANY
A’s highly popular portfolio of brands includes Insignia, India
Kings, Lucky Strike, Classic, Gold Flake, Navy Cut, Players,
Scissors, Capstan, Berkeley, Bristol, Flake, Silk Cut, Duke &
Royal.
The Company has been able to
consolidate its leadership position with single minded focus on
continuous value creation for consumers through significant
investments in creating & bringing to market innovative product
designs, maintaining consistent & superior quality, state-of-the-art
manufacturing technology, & superior marketing and distribution.
With consumers & consumer insights driving strategy,
COMPANY A has been able to fortify market standing in the long-
term, by developing & delivering contemporary offers relevant to
the changing attitudes & aspirations of the constantly evolving
consumer.
COMPANY A's pursuit of international competitiveness is
reflected in its initiatives in overseas markets. In the extremely
competitive US market, COMPANY A offers high-quality, value-
priced cigarettes and Roll-your-own solutions. In West Asia,
COMPANY A has become a key player in the GCC markets
through its export operations.
COMPANY A's cigarettes are manufactured in state-of-the-art
factories at Bengaluru, Munger, Saharanpur, Kolkata and Pune,
with cutting-edge technology & excellent work practices
benchmarked to the best globally. An efficient supply-chain &
distribution network reaches India's popular brands across the
length & breadth of the country.
FOODS
COMPANY A made its entry into the branded & packaged Foods
business in August 2001 with the launch of the KCompany Ahens
of India brand. A more broad-based entry has been made since
June 2002 with brand launches in the Confectionery, Staples and
Snack Foods segments.
The packaged foods business is an ideal avenue to leverage
COMPANY A's proven strengths in the areas of hospitality and
branded cuisine, contemporary packaging and sourcing of
agricultural commodities. COMPANY A's world famous
restaurants like the Bukhara and the Dum Pukht, nurtured by the
Company's Hotels business, demonstrate that COMPANY A has a
deep understanding of the Indian palate and the expertise required
to translate this knowledge into delightful dining experiences for
the consumer. COMPANY A has stood for quality products for
over 100 years to the Indian consumer and several of its brands are
today internationally benchmarked for quality.
The Foods business carries forward this proud tradition to deliver
quality food products to the consumer. All products of COMPANY
A's Foods business available in the market today have been crafted
based on consumer insights developed through extensive market
research. Apart from the current portfolio of products, several new
and innovative products are under development in COMPANY A's
state-of-the-art Product Development facility located at Bengaluru.
Leadership in the Foods business requires a keen understanding of
the supply chain for agricultural produce. COMPANY A has over
the last 100 years established a very close business relationship
with the farming community in India and is currently in the
process of enhancing the Indian farmer's ability to link to global
markets, through the e-Choupal initiative, and produce the quality
demanded by its customers. This long-standing relationship is
being leveraged in sourcing best quality agricultural produce for
COMPANY A's Foods business.
The Foods business is today represented in 4 categories in the
market. These are:
Ready To Eat Foods
Staples
Confectionery
Snack Foods
In order to assure consumers of the highest standards of food
safety and hygiene, COMPANY A is engaged in assisting
outsourced manufacturers in implementing world-class hygiene
standards through HACCP certification. The unwavering
commitment to internationally benchmarked quality standards
enabled COMPANY A to rapidly gain market standing in all its 6
brands:
LIFESTYLE RETAILING
COMPANY A's Lifestyle Retailing Business Division has
established a nationwide retailing presence through itsAaa
Lifestyle chain of exclusive specialty stores. Aaa Lifestyle, the
fashion destination, offers a tempting choice of Aaa Classic work
wear, Aaa Sport relaxed wear, Aaa Clublife evening wear,
fashion accessories and Essenza Di Aaa - an exclusive range of
fine fragrances and bath & body care products and Xxx Di Aaa - a
range of premium shampoos and shower gels. Aaa Lifestyle has
also introduced Aaa Signature designer wear, designed by the
leading designers of the country.
With a distinctive presence across segments at the premium end,
COMPANY A has also established John Players as a brand that
offers a complete fashion wardrobe to the male youth of today.
With its brands, COMPANY A is committed to build a dominant
presence in the apparel market through a robust portfolio of
offerings.
EDUCATION & STATIONARY
COMPANY A made its entry to the education and stationery
business with its aaa brand in the premium segment in 2002; and
later expanded into the popular segment with its aab brand in 2003.
By 2007, aaa became the largest Notebook brand in the country.
Together, aaaab offer a range of products in the Education &
Stationery space to the discerning consumer, providing unrivalled
value in terms of product & price.
COMPANY A is the manufacturer of India's first Ozone treated
environment friendly Elemental Chlorine Free (ECF) pulp, paper
and paperboard. It blends its knowledge of image processing,
printing and conversion garnered from Packaging & Printing
Business with its brand building and trade marketing &
distribution strengths resident in its FMCG business to offer
superior value products to consumers.
to be India's premier FMCG company, recognized for its world-
class quality and enduring consumer trust, COMPANY A forayed
into the Personal Care business in July 2005. In the short period
since its entry, COMPANY A has already launched an array of
brands, each of which offers a unique and superior value
proposition to discerning consumers. Anchored on extensive
consumer research and product development, COMPANY A's
personal care portfolio brings world-class products with clearly
differentiated benefits to quality-seeking consumers.
COMPANY A's Personal Care portfolio under the 'Essenza Di
Aaa', 'Xxx Di Aaa', 'Brand X UltraPro', 'Brand X' and'Brand
y' brands has received encouraging consumer response and is
being progressively extended nationally.
COMPANY A's state-of-the-art manufacturing facility meets
stringent requirements of hygiene and benchmarked manufacturing
practices. Contemporary technology and the latest manufacturing
processes have combined to produce distinctly superior products
which rank high on quality and consumer appeal.
Extensive insights gained by COMPANY A through its numerous
consumer engagements have provided the platform for its R&D
and Product Development teams to develop superior, differentiated
products that meet the consumer's stated and innate needs. The
product formulations use internationally recognized safe
ingredients, subjected to the highest standards of safety and
performance.
SWOT ANALYSIS
STRENGTH
Brand Distribution Network Management
WEAKNESS Dependence on Tobacco Revenue Negative Connection of Tobacco
OPPURTUNITIES Rural Market E-choupal Low per capita consumption of personal care
products
THREATS Competition both domestic and international Increasing tax on cigarettes
TEN YEAR GLANCE
S.no Year Gross income (rs.in crore)
1 2002 9982.462 2003 11194.473 2004 12039.924 2005 13585.395 2006 16510.516 2007 19636.537 2008 21966.84
of Literature
Top Face Wash Brands in India
One of the most essential personal care products in the market
today Face washes have become an inseparable part of human
existence. Since waking up in the morning and washing our faces
is a part of our daily routine having a good quality face wash is of
prime importance. Face washes were unheard off since a few
decades back. But today it has become part and parcel of our lives.
The benefits of face washes are innumerable and ever since it has
been proved that soaps can be harmful for the facial skin most of
the top face wash companies are on a roll. Face washes are just not
restricted to cleaning properties, if you have the right kind of face
wash that suits your skin type then you can bid goodbye to all
kinds of skin rashes acne etc. The damage caused by the rays of the
sun is also tremendous hence there is a constant need to take care
of your face which is undoubtedly one of the most important parts
of your body. India is home to some of the best face wash brands
in the world. Starting from clean and clear to Himalaya to Pears
and Lakme and Ponds the face wash market in India is fully
saturated. These brands have their own target audience and have
managed to capture a significant market share. Since people do not
like to experiment too much with different products on their skin
these top face wash companies rule the personal care or rather face
wash market in India. With the increasing desire to look good
especially among women these companies keep launching better
products with additional benefits which in turn only benefits the
users. The face wash market in India can be broadly categorized
into herbal or natural and cosmetic. Among the top herbal face
wash brands in India Himalaya gives a tough competition to the
other brands like Garniear and Ponds. As far as the top cosmetic
face wash brands in India are concerned Ponds and Garniear have
huge customer base.
Benefits of using face wash produced by top face wash brands in India
With the growing levels of pollutions it is becoming immensely
necessary for one to cleanse their face at regular intervals. Face
washes provide innumerable benefits; some of the advantages of
using a top brand face are as follows;
Nourishes skin
Unclogs pores
Removes pollutants
Cleanse the skin due to their anti microbial properties
Controls excessive oil
Rejuvenates the skin
Anti inflammatory properties sooth the skin
Removes dead cells
BRAND X FACE WASH
Brand X has augmented the skin care range with the launch of
Brand X Active Essentials and Brand X Active Fair face washes.
The 100% soap free range of Brand X face washes promise soft,
clear and glowing skin after each wash.
Brand X Active Essentials Purifying Face Wash: Enriched with
the goodness of green tea, Brand X Active Essentials Purifying
Face Wash not only removes oil from the skin without drying it,
but also fights pimple-causing microbes to prevent breakouts.
Brand X Active Essentials 3-in-1 Face Wash + Scrub: Brand X
Active Essentials 3-in-1 Face Wash + Scrub is a unique product
which offers triple benefits of scrubbing, cleansing and
moisturizing. The gentle jojoba scrub reveals a bright and glowing
skin; the cleansing action removes oil, dirt and pollutants from
skin; and the glycerine and pro vitamin E base helps to moisturise
the skin.
Brand X Active Fair Mild Exfoliating Face Wash with fairness
beads removes dead skin cells and cleanses oil and impurities to
reveal fair and bright skin.
METHODOLOGY
Proper study is undertaken with the help of the primary data and
secondary data collected from people who are using face washes
and related retailers dealing with face washes.
PRIMARY DATA:
Primary data is an evolution data, which do not exist prior to
initiating an evolution study.
The scheduled questionnaire was administered to a sample
of 50 retailers who deals with selling of face washes and 50
consumers who uses face washes and their responses have been
collected for the comparative analysis of various brands of face
washes.
SECONDARY DATA:
Secondary data is the data maintained by and organized for
use in its normal course or operation and which can be used for
evaluate purposes.
Some of data has been collected by some magazine and internet.
Research Design
A sample size of 50 retail outlets and 50 consumers was
taken.
Sample Procedure
Simple random sampling was done.
Sample Design
Data collection
Graphical representation
Data representation
Selected different market of Saharanpur
Area of Research
Both primary and secondary were collected to meet
objective. Data is taken as per the requirements of the
study.
To collect the primary data, I went to different market of
Saharanpur city.
In this research I have collected the data from the 10
markets and 50 outlets and 50 consumers for collection of
primary data, for collection of secondary data I have used
COMPANY A website, news paper, market trend and
magazine article.
Research Instrument
The study is based on analysis and interpretation of a
questionnaire which was distributed to 50 outlets and 50
consumers. The survey included open and ended in the
questionnaire.
LIMITATIONS OF THE STUDY
The sample survey was not universal due to time and
cost constraints.
As the duration of the study was only 45 days it was
not possible to cover a large sample size.
Only in Saharanpur district (Uttar Pradesh), the
survey has been conducted. This sample may not be
considered as the true study of the whole market.
1. Which of these Face Washes are available in your outlet?
Brands No. of responses PercentageGarnier 3 6%Himalaya 9 9%Ponds 2 4%Vaseline 0 0%All of these 36 72%Total no of respondent
50 100%
No. of responses
GarnierHimalayaPondsVaselineAll of these
INTERPRETATION
This graph shows that in almost all of the outlets, all brands
of face washes are available around 72% of outlets all
brands of face washes were sold. In 9% of outlets we can
observe that the only face wash of Himalaya brand are sold.
6% of outlets are engaged in selling of Garnier face wash
only. Whereas 4% of outlets are selling the ponds face
wash only, while no outlets are selling the Vaseline face
wash only (0%).
2. What are the different sizes of Face wash that are available in your outlet?
Sizes No. of respondent Percentage50-100ml 6 12%100-150 20 40%150-200 19 38%More than 200 ml 5 10%Total no of respondent
50 100%
No. of respondent
50-100ml
100-150
150-200
More than 200 ml
INTERPRETATION
Most of the retailers ie 40%, keep face washes of up to size
100-150ml in their outlets .While 38% of retailers keep
face wash of size up to 150- 200 ml. Whereas 12% of
retailers keep only 50 -100 ml size of face wash, and only
10% of retailers keep face wash in their outlet more than
200ml size.
3. At what price do you sell the product to the customer?
Price No. of respondent PercentageM.R.P 32 64%
Less than M.R.P 18 36%
Total no. of respondents
50 100%
No. of respondent
M.R.PLess than M.R.P
INTERPRETATIONMajority of retailers sell face washes at M.R.P ie 64%,
where as rest of 36% sell the product less than M.R.P.
4. Are you promoting any particular brands of Face wash?
Promotion No. of responses PercentageYes 35 70%No 15 30%Total no. of respondent
50 100%
No. of responses
YesNo
INTERPRETATION
From the above pie chart it is clear that 70% of retailers are
promoting the various brands of face washes and rest of
30% are not supporting any brand of face wash for
promotional activity.
5. If promoting which brands will you recommend to the
Customer and why?
a.Brands No. of responses PercentageHimalaya 26 52%Garnier 9 18%Ponds 2 4%Vaseline 2 4%None 11 22%Total no. of respondent
50 100%
No. of responses
Himalaya GarnierPondsVaselineNone
b.Promotion for No. of responses PercentageMonetary value 27 54%Non Monetary value
12 24%
None 11 22%Total no of respondents
50 100%
No. of responses
Monetary valueNon Monetary value None
INTERPRETATION
a. Around 52% of retailers promoting the Himalaya face wash,
while 22% are not supporting any of these top 4 face wash in
their outlets, 18% of retailers promoting Garnier Face wash
in their outlets while 4% are supporting Ponds and rest of
4% support Vaseline.
b. 2nd graph represents that 54% of retailers promoting face
wash for monetary value while 24% are promoting the face
washes for non monetary value like free gifts etc. rest of
22% are not promoting any brands.
6. What is your profit margin on the sale of a single face wash?
Margin No. of responses PercentageLess than 3% 0 0%3-5% 22 40%More than 5% 33 60%Total no. of respondents 50 100%
No. of responses
Less than 3%3-5%More than 5%
INTERPRETATION
From the graph it is clear that 60% of retailers get more than 5% of
profit margin on the sale of face wash and rest of 40% of retailers
get the profit margin between 3-5%.
7. Is there any, effect on sales of face wash which are being advertised?
Affect on sale No. of respondent PercentageYes 45 90%No 5 10%Total no. of respondents
50 100%
No. of respondent
YesNo
INTERPRETATION
90% of the respondents responded that advertisement affects face
wash the sale of face wash, while rest of 10% believes that
advertisement has no affect on sale on face wash.
8. Which of these is the popular scheme offered by the different
brands?
Schemes No. of respondents Percentage
Free gifts 0 0%
Discounts 19 38%
Extra quantity 29 58%
Buy 1 get 1 free 2 4%
Total no. of respondents
50 100%
No. of respondents
Free giftsDiscountsExtra quantityBuy 1 get 1 free
INTERPRETATION
By this diagram I can infer that 58% responded that different
brand of face wash offers extra quantity to the customer, where
as 38% responded that other scheme like discount in face wash is
offered by the different face wash, 4% believes that offer like buy
1 get 1 free is also the schemes offered by the different brands
while no one responded offer like free gifts are not offered by any
brand to the customer.
9. Do you know that Brand X face washes has been launched in the market?
Awareness No. of respondents PercentageYes 15 70%No 35 30%Total no. of respondents
50 100%
No. of respondents
YesNo
INTERPRETATION
Majority of retailers ie 70% are not aware of that the Brand X face
wash has been launched in the market, while 30% of them are
aware of Brand X face wash that has been launched.
10. Which of these face washes are popular among the customer?
Brands No. of responses PercentageGarnier 11 22%Himalaya 25 50%Ponds 9 18%Vaseline 5 5%Total no. of respondents
50 100%
No. of responses
GarnierHimalayaPondsVaseline
INTERPRETATION
Majority of respondent i.e. 50% that Himalaya face wash is very
popular among the consumers, from the graph I also prefer that
22% responded that Garnier is another famous brand in the market.
18% of retailers are in the favor of ponds face wash in the term of
popularity, only 5% support that Vaseline is another famous brand
among consumer
Analysis for Consumer Based Questionnaire
1) When you think of face wash which particular brand comes into your mind?
Brand No. of responses PercentageGarnier 16 32%Himalaya 27 54%
Ponds 5 10%Brand X 2 4%Total no. of respondent
50 100%
No. of responses
GarnierHimalayaPonds Vivel
INTERPRETATION
By this graph I can infer that 54% of consumers would
prefer Himalaya face wash, where as 32% of consumers think of
Garnier when the concept of face wash comes in their mind, 10%
of them think of ponds and 4% them think of Brand X.
2) What is the factor behind the buying decision of the face wash?
Factors No. of response Percentage
Brand 8 16%
Price 6 12%
Quality 30 60%
Packaging 4 8%
Availability 2 4%
Total no. of
respondents
50 100%
No. of response
Brand Price QualityPackagingAvailability
INTERPRETATION
Majority of consumer ie 60% responded that Quality of face
wash is the main reason for the buying decision of face wash,
whereas 16% of them said that its due to brand value they prefer
particular face wash. 12% responded that price is the defining
factor for the buying decision of face wash, 8% of them responded
that it’s packaging which force them to buy and 4% responded that
it’s the availability of face wash in outlets is the major factor in
buying decision.
3) What do you expect out of the new face wash in term of service?
Factors No .of responses PercentageReduced price 10 20%Variation in flavor
22 44%
Variation for skin type
18 36%
Total no. of respondents
50 100%
No .of responses
Reduced priceVariation in flavorVariation for skin type
INTERPRETATION
From the graph we can know that 44% of consumers like to
have face wash with variation in its flavor, while 36% of them like
expect that face wash with variation for different skins would be
beneficial for them, whereas 20% of consumers expect reduced
price in new face wash.
4) What type of face wash do you require in your face wash?
Requirement No. of responses PercentageHerbal 44 73%Non herbal 16 27%Total no. of respondents
50 100%
No. of responses
Herbal Non herbal
INTERPRETATION
From the following graph I can infer that 73% of respondent
require herbal contents in their face wash, while rest of 27% prefer
face wash without herbal contents.
5) What is the reason for use of face wash?
Reason No. of responses Percentage
Alternative
to soap
10 20%
To have a
fresh feel
34 68%
Skin problem 6 12%
Total no. of
respondents
50 100%
No. of responses
Alternative to soapTo have a fresh feelSkin problem
INTERPRETATION
Majority of consumers ie 68% responded that they use face
wash to have a fresh feel, while 20% of them use face wash as an
alternative to soap, whereas rest of 12% responded that they use
face wash due to skin problem.
6) What is opinion on price Brand X face wash when compared to others?
Opinion No. of responses Percentage
High 26 52%
Moderate 22 44%
Low 2 4%
Total no. of
respondents
50 100%
No. of responses
HighModerateLow
INTERPRETATION
From this pie chart it is clear that 52% of consumers believe
that price of Brand X face wash is very high, whereas 44%
responded that price is moderate and only 4% responded that price
of Brand X face wash is low when compared to other face washes.
Retailers Survey Findings
After conducting the survey on comparative analysis of Brand X face wash and others I have found that:
1. Himalaya is the leading brand in the market
in terms of face wash.
2. Face wash of size upto 200ml is available in
the market
3. Retailers are selling face washes below
M.R.P.
4.Retailers are also seen promoting certain
particular brands of face wash
5. Most of the retailers are found to be promoting
Himalaya
face wash for monetary value.
6. Most of the retailers gain profit margin more
than
5%.
7. There is a substantial increase in sales volume
due to advertising effectiveness.
8. Schemes like extra quantity and discounts are
very popular.
9. Most of the retailers are not aware of Brand X
face
wash.
10. Himalaya is the hotcake brand chosen by
customers.
Consumer Survey Findings
1. Garnier and Himalaya face wash are doing well
when compared with Brand X face wash.
2. Quality and brand value is the major
determinant in the buying decision of face
wash.
3. Face wash with variation in flavor are generally
expected by the customer.
4. Customer considers herbal content in their face
wash as first preference.
5. Majority of customer use face wash to have a
fresh feel.
6. From the survey I have found that price of
Brand X face wash is high when compared to
other face washes.
Suggestions $Recommendation
Recommendations for Brand X Face Wash
It is said that unless the product is not
consumed, it is not counted as sale because
before consumption there is every chance of
return of product due to expiry; damage etc. so
strong retailing is required because they are the
last distribution channels. So every players focus
very much on the retailing, but to reach each and
every retail outlet is not possible for the
distributors. Retailer penetration is also very
essential.
Special schemes for the retailer market should
be introduced because it attracts retailers to
purchase.
As media plays a vital role T.V, magazine,
radio, banners should be properly used.
Celebrities and beauty consultants should be
included in the advertisement to endorse
products through which we can attract
swCompany Ahers and reinforce company’s
image.
Brand X should introduce varieties of flavor
and herbal face washes in their product line as
customer prefer these qualities in face washes.
Schemes like reduced price or extra quantity
would help in the growth of sale of the product.
Package design should be made as much
attractive as possible.
Appropriate pricing of the product so as to serve
our target market.
Suggestion
COMPANY A Company should try to get
more different types of SKU’s for its products,
since the present SKU’s are not enough to
capture buyers from all the segments.
More and more demonstration is required to
be given to the consumers.
The time limit of credit should be extended
because it is the biggest hurdle in retail
penetration.
Chapter- 8
Conclusion
Conclusion
After going thick on the thing, now time is to make complete picture. While making a product a SKU of the shop retailers thinks about the GMROI (Gross Margin Return On Investment) and they promote the brand which provides them highest. They expect return in the form of profit margin, company scheme, window display and reference of the shop. Among these, company scheme make the differences and are the highest source of motivation after profit margin.
Marketer needs to advertising and brand building strategies to address the discerning buyers and retail push to in different buyers. The manufactures should understand consumer behavior because retailer can’t help quality and price.
There is a greater need to understand the retailer behavior considering them as team working for the company. They should be feeling of belonging to the company in inner of the retailers. Setting values club for retailers so that they may exchange views with the company and help in understanding consumer behavior.
Annexure &
BIblography
QUESTIONNAIRE FOR RETILER
NAME OF OUTLET: …………….
1. Which of these Face Washes are available in your outlet?
a) Garnier face wash b) Himalaya face wash
c) Ponds face wash c) Vasiline face wash
d) all of these
2. What are the different sizes of Face wash that are available in your outlet?
a) 50-100ml b) 100-150ml
c) 150-200ml d) more than 200 ml
3. At what price do you sell the product to the customer?
a) M.R.P b) Less than M.R.P
4. Are you promoting any particular brands of Face wash? a) Yes b) No
5. If promoting which brands will you recommend to the Customer and why? Brand name……………
a) Monetary value b) Non monetary value
6. What is your profit margin on the sale of a single face wash? a) Less than 3% b) 3-5%
c) More than 5%
7. Is there any, effect on sales of face wash which are being advertised? a)Yes b) No
8. Which of these is the popular scheme offered by the different brands? a) Free gifts b) Discount
c) Extra quantity d) Buy 1 Get 1 free
9. Do you know that Brand X face washes has been launched in the market?
a)Yes b) No
10. Which of these face washes are popular among the customer? a) Garnier face wash b) Himalaya face wash
c) Ponds face wash c) Vasiline face wash
d) Pears face wash
QUESTIONNAIRE FOR CONSUMER
NAME OF CONSUMER: …………….Contact no: ……….
1) When you think of face wash which particular brand comes into your mind?
a) Garnier face wash b) Himalaya face washc) Ponds face wash d) Brand X face wash
2) What is the factor behind the buying decision of the face wash?
a) Brand b) Price c) quality d) Packaging d) Availability
3) What do you expect out of the new face wash in term of service? a) Reduced price b) Variation in flavors
c) Variations for skin types
4) What type of face wash do you require in your face wash? a) Herbal b) Non herbal
5) What is the reason for use of face wash? a) Alternative to soap b) To have fresh a feel c) Skin problem
6) What is opinion on price COMPANY A face wash when compared to others?
a) High c b) Moderate c) LowBIBLOGRAPHY
Referred Website
www.Company Aportal.com www.google.com
Referred Books
Marketing Management by Philip Kotler. Method of social survey and research by S.R
Bajpi.