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marketing mix,swot analysis etc
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Manish Badhiye (41)
Sinhgad Institute of
Managment,vadgaon,pune
Market Analysis for
Britannia Biscuits
INDEX
1. OVERVIEW
2. PRODUCTS
3. SWOT ANALYSIS
4. PORTER’S 5 FACTOR MODEL
5. MAJOR COMPETITORS
6. STP
7. MARKETING MIX
8. RETAILER SURVEY ANALYSIS
9. CONSUMER SURVEY ANALYSIS
10.RECOMMENDATIONS
Overview Indian based company established in 1892, with an
investment of Rs. 295 in Kolkata.
Principle activity in the manufacture of biscuit , bread , rusk
and dairy products.
1999: "Britannia Khao World Cup Jao" - a major success!
Profit up by 37%More than 3300000 distribution outlets.
2001:BIL ranked one of India's biggest brands.
2005:Re-birth of Tiger - 'Swasth Khao , Tiger Ban Jao'
becomes the popular chant!
Received the Most Respected Company Award 2011 from
Businessworld.
Overseas presence in Dubai, Oman and NewZealand.
Positioned on Taste and Health platform.
Britannia Biscuits
Glucose
Cream
Cookies
Health Digestive
Others
•Marie Gold
•Nutri choice
•Britannia cookies
•Good Day
•50-50
•Time pass
•Little heart
•Nice time
•Bourbon
•Treat
•Milk bikis
•Tiger
•Milk bikis
• Extensive distribution network
• Providing a wide range of biscuits
• Innovative AdvertisementsStrengths
• Dependence on stores & retailers
• Low penetration in rural areas.
• Not an extensive overseas market.Weaknesses
• Increasing demand for diet, sugar free biscuit
• Retaining loyal retailers and wholesalers
• Targeting interior area of IndiaOpportunities
• Local bakery products, Imitations
• New entrants – eg:cadbury Oreo, sunfeast dark fantasy
• Margin war among the major brands
Threats
SWOT Analysis
Porter’s 5 Forces Model
BRITANNIA
Bargaining power of suppliers:
Wheat, Sugar, other commodities,
increasing price
Potential entrants:
High end Biscuit varieties,Traditional
Indian Snacks, Breads, Package Snacks, Bakery
Products
Existing Competitors:
Glucose Segment: Parle-G, Sunfeast, Local
brands
Others: Marie,
Bourbon
Substitutes:
Snacks- Road side chat shops, Haldiram’s Rs 10
offerings etc.
Confectionary- Patties, Local Bakery Cookies,
Rusk
Bargaining power of customers:
Other low price biscuits, same cost
bakery items, homemade snacks
Major-Competitors
Bakeries
Britannia45%
Others8%
Kraft Oreo31%
ITC Sunfeast6% Parle
10%
Chocolate Cream Segment
Britannia33%
Parle33%
Others16%
Horlicks1%
ITC11%
Priya-Gold3%
Kraft Oreo3%
Overall Market Share
Parle-G70%
Britannia Tiger18%
ITC Sunfeast
9%
Others3%
Glucose Segment
A.C Nielson survey 2011
Moti-lal Oswal Survey Report March 2012
STP of Britannia
Segmentation
It is mass production, mass distribution and
mass promotion of Tiger, Good Day for all
buyers
Consumed by people staying in urban, semi
urban and rural areas.
Targeting
Britannia as a whole inculcates ‘Selective Market Specialization’ strategy.
P1 – Good Day
P2 – Pure Magic, Digestive
P3 –Tiger,50-50,Milk Treat
M1 – High income
M2 – Mid income
M3 – Low income
TARGETING AND POSITIONING TIGER:
TARGETED ON KIDS
POSITIONING IS DONE FOR MODERN MOTHER
LITTLE HEARTS TARGETED ON YOUTH
POSITIONING IS TO BE A SNACKS
GOOD DAY TARGET ALL AGE GROUPS
POSITIONING IS AS EVERYDAY BISCUITS WHICH BRING HAPPINESS IN EVERYONES LIVES
MARIE GOLD TARGETING HEALTH CONSCIOUS PEOPLE AND
ESPEACIALLY WORKING WOMEN
POSITIONING AS A TEA TIME BISCUITS WITH PROTEINS
Differentiation
• Large variety and range of biscuits
• Most intensive distribution coverage
• Britannia has an image that generates fun along
with a belief of good quality.
• Plays perfectly around it’s tag line “Eat healthy,
Think better”
• Britannia Nutrition Foundation-
“To secure Every Child’s Right to Growth and
Development through Right 2 Nutrition”.
Boston Consulting Group (BCG) Matrix is a four celled matrix (a 2 * 2 matrix) developed by BCG, USA.
The horizontal axis represents relative market share and the vertical axis represents market growth rate.
BCG Matrix of Britannia
Biscuits
STAR
Milk treat
50-50
Little Hearts
CASH COWS
Good day
Treat
QUESTION MARKS
Pure Magic
•Consumable goods
•Different sizes and shapes
•Good for health, tasty, attractive packaging
•Good quality and in a number of variants.
•Brand image of fun, taste and health.
•Market- penetration pricing for products like Tiger.
•Product quality leadership for products like Good day and Treat.
• Special event pricing in festive season.
•Advertisement- Television, newspaper, magazines
•Sales promotion-Small pack of 50-50 with Good day, free gift pack in festive season, rural marketing fair.
•Been a sponsor for many cricketers on Bats.
•Events-Britannia Khao World Cup Jao in 1999,
•Lagaan match in 2001
•Interactive web site
•Factories at Kolkata,Delhi,Chennai,Mumbai,Uttrakhand,Biharand Orissa.
•All products can be found in all the places .
•Available in small stores to big retail outlets.
•Also, they are targeting college canteens as sole
contractors for the supply of biscuits and other
products.
Retailer Survey Analysis Type/age of consumers purchase Britannia
Low to middle income group. (>30 years).
Shelf space given to Britannia
Maximum compared to other competitors.
Major competitors of Britannia
Parle-G, Sunfeast cream biscuits, Priyagold
Supply chain & packaging observed
Very efficient supply chain along with good packaging as compared to its
competitors.
Flaws in Britannia brand/biscuit from retailer’s view:
Less schemes in bigger packs for better sales.
0
5
10
15
20
25
30
35
40
45
Distribution N/W Good Profit Margin Discounts Variety
Consumer Survey Analysis
0
2
4
6
8
10
12
14
16
Tiger Bourbon Marie Gold Good Day Others(LittleHearts,Treat)
Series1
Biscuit Preference
Price24%
Taste39%
Nutrition10%
Others27%
Reason for Buying
Recommendations
Associate with various Government initiatives as mid day meals, Sarva Shiksha Abhiyaan, National rural Health missions.
Bring promotional schemes like free extra grams
Improve packaging
Give more margin to retailers and wholesalers
Break the monotony. Introduce new flavours
Open dedicated Britannia stores/outlets.