MARKETING MANAGEMENT

GROUP XI

Your first craft lesson. Your first rain when you were allowed to go
out. Your first sense of accomplishment.
Your first sense of loss as it drowned. Your first life lesson about
staying afloat in harsh circumstances. Your first science lesson
about buoyancy.
A paper boat implies a lot of firsts.
But it also signifies a different world. With different priorities.
Maybe it implies a Tagore poem of the same name.
Or maybe it tells us that no matter who you are, where you lived
or what youve done in your life, you remember how to make a
paper boat right?
So the real question is:

Why not paper boat?

Overview
Global Industry Highlights:
Global Soft Drink Industry $310Billion(2015 Expected)
Indian Beverage Industry $230 Million of the $65Billion Food
Industry
Increase in aerated drinks: 3 to 14 servings/person
Current Growth Rate: 15% & Expected Rate: 16-17%
Coke & PepsiCo covers 90% of the market.

Juices will surpass carbonate market by 2016

Leading 15 most valuable soft drink brands worldwide in 2014
Mountain Dew

2331

Minute Maid

2483

Gatorade

4115

Sprite

4545

Fanta

4879

Nespresso

4970

Tropicana

5178

Nescafe

6676

Pepsi

9318

Red Bull

10873

Diet Coke

12972

Coca Cola

67712
0

10000

20000

30000

40000

Source: www.statista.com

50000

60000

70000

80000

Indian Packaged Juice Industry:

Within the beverages market, the fruit-based beverages category is one of the
fastest growing categories, and has grown at a CAGR of over 30% over the past
decade.
At present, the Indian packaged juices market is valued at INR 1100 crore (~USD
200 million) and is projected to grow at a CAGR of ~15% over the next three
years
The packaged fruit juices market can be divided into three subcategories,
viz. fruit drinks, juices, and nectar drinks.
Fruit drinks, which have a maximum of 30% fruit content, are the highestselling category, with a 60%share of the market. Frooti, Jumpin, Maaza, etc.

are the most popular products in this category

Fruit Juices, on the other hand, are 100% composed of fruit content, and claim a
30% market share at present.

In contrast, nectar drinks have between 25-90% fruit content, but account for

only about 10% of the market.

The rising number of health-conscious consumers is giving a boost to fruit
juices; it has been observed that consumers are shifting from fruit-based
drinks to fruit juices as they consider the latter a healthier breakfast/snack

option.

Source : www.technopak.com/files/Packaged_Juice_Market_in_India

Paperboat
Hectors Paper Boat come in 7 variants such as Aamras , Kokum
, Jaljeera, Jamun, Aampanna, Imli and Golgappe.
Major competitor for this can be Coca Colas Minute Maid having 6 variants
such as Pulpy orange , Nimbu fresh, Guava, Apple, Mango and Mixed fruit,
Guava Pulp, Banana Puree, Papaya Puree
Hectors Paper Boat has comparative advantage over other brands as Hector
has given drinks traditional names which are catchy and attracting the
consumer and also fruit content of Paper Boat drinks are higher than its
competitor brands.

Source: Euromonitor International

Competition
Considering entire beverage market including juices and water, Coke
leads the market with close to 56% market share, followed by Pepsi
with approx 34% market share. Rest 10% includes Parle Agro, Dabur
etc.
Dabur is the market leader in the Indian packaged juices market
with its brands Real and Real Activ. It accounts for ~55% of the
total packaged juices market, and is followed by PepsiCo with
a ~30% share. Other players include Parle, Fresh Gold, and
Godrej.
Dabur Real is the market leader in juice segment which is followed
by Tropicana from PepsiCo.
Market share by branded products

10%
5%

55%

30%

Dabur

PepsiCo

Coca-Cola

Others

Source : www.technopak.com/files/Packaged_Juice_Market_in_India

Market growth
Time period

Market growth

1990-91-1996-97

40.3%

1996-97 2001-02

16.1%

2001-02 2006-07

10.3%

2004-05 2009-10

9.0%

2009-10 2014-15

8.0%

Demand in billion Rs. for fruit juices and concentrates

10.90

7.4bn

2014-15

2009-10
5.3 bn
2004-05
Source- Ministry of food processing industry

Market Research and Consumer Insights

The consumption of aerated beverages in India has increased

from a meagre three servings per person, per annum in 1993
to 14 servings in 2013, though the global average is 94
servings.

According to reports published by Associated Chambers of

Commerce and Industry of India and Deloitte, consumers are
seeking healthier beverages even if they are more costly.
Consumer Trends Shaping the F&B Industry

Regional Pride/Nationalism
Prepared Food
Shopping Experience
Choice/Selection
Out of home consumption
Premiumization
Conveniance

11
14
20
23
36
48
66

Major Trends shaping the F&B industry in India

Source: Deloitte F&B Report

The reports also pointed out that juice segment is the fastest
growing segment with the growth of 30-35% annually while the
fruit drink industry has been witnessing growth of 10-15%.

The rising awareness levels with regard to obesity and related

health issues, especially amongst teenagers and young adults, have
helped push sales of non-carbonates.

Soft drinks manufacturers are also customizing their product to

address this change E.g.: Cadbury India, launched juice drink Tang
Mango focusing more on the nutritional aspects of the drink.
Another important factor shaping the Beverage industry in India is
changing demographics. India is younger and more affluent today
than it was ten years back. Average age of India will be 29 in 2020
compared to 37 for china and 48 for Japan. Further, per capita
income will continue to rise.

Paper Boat differentiated itself from the crowded aerated soft

drinks containing loads of sugar. By going back to Indian roots
and sticking onto natural bandwagon, Paper boat could very
effectively play the health card.

As the Paper Boat can be used as starter drinks or post-meal

digestives, time of the day was not a challenge.

The flavors one sweet and other slat helped it to reach out to
diabetic capital of the world and others at same time.

Paper Boat try to bring out old childhood memories of locally

cherished drinks like aamras, jaljeera, etc. These are drinks that
have been around for 3000 years, with their history dating back to
1000 BC. They thus found a natural connect with the Indian
Consumer.

Primary Research (Responses Received: 105)

77% of the Respondents have heard about the product Paper Boat.
Of these 65% have actually tried the product.
88% of the people who tried Paper Boat liked its refreshing taste or
packaging.

76% of those who tried Paper Boat were second time buyers
61% of the Respondents named Pepsi and Coke among their favorite
drinks. While 62% said that it matters if the drink is healthy or not
Paper Boat is most popular among the youth, especially in the age
group of 18-25

MARKET SEGMENTATION

Geographic
Segmentation

Predominantly
Urban
Population

Visiting high end star

hotels

Visiting Mom and

Pop Stores

Visiting Coffee Shops

and airports

Demographic Segmentation

MARKET SEGMENTATION

Age Group: 20-40 year olds

Educational Level: College

goers, University graduates

Occupation: Students, Working

Professionals, Home makers

Psychographic Segmentation

MARKET SEGMENTATION

Lifestyle: Working and Student

population

Social: Young urban health

conscious population
Nostalgic: Brand evokes nostalgia.
People staying away from home
and wanting a drink which gives
them a home made flavor

Benefits Sought Segmentation

Non Alcoholic Beverage

Traditional Indian tastes

Real fruit and health drink

which tastes good

TARGETING

Target Segments

Urban (Metropolitan cities)

Young adults (25-37 years)

Attractiveness

Easy to establish the nostalgic

brand connect
More health conscious
Willingness to spend on health
drinks with functional benefits
Easily reachable
Want a non alcoholic health
beverage
Cognizant about physical
appearance
Experimental
Can easily afford such products

POSITIONING
Relive the good old days with paper boat

Paperboat is the pulpiest among all the fruit drink brands

because it offers nothing but traditional good stuff with a trip
down the memory lane.

THE NAME
Because its simple. And it
reminds you of the days gone
by. While at the same time,
makes you realize that those
days could come back with an
act as simple as folding paper.

THE PACKAGING
250ml Pouch with a cap
Very colourful and extremely
innovative packages,Paperboats
packaging is a marvel in itself
Also has a 10% lower carbon
footprint

THE PRODUCT

THE VARIANTS
Available in 7 flavours
aamras, jaljeera, jamun
kalakhatta, aam pana,
kokum, imli ka
amlana and golgappe ka
paani.

THE BRANDING
Paper Boats brand
proposition is as much about
the drinks as about the
memories the drinks evoke

THE TASTE
With nature and nature
identical flavours, you get
the closest there is to the
real thing

THE FUNCTIONAL BENEFITS

Each flavour comes with its
own functional benefit which
is exclusively mentioned in
about the Drink

Company

Pepsico

Brand Name

Tropicana

Packaging
Type

Tetra Paks

Pepsico

Pepsico

Nimbooz

Coca Cola

Slice

Dabur

Maaza

Parle

Hector
Beverages

Real

Frooti

Paper boat

PET

RGB

PET

Tetra
Paks

RGB

PET

Tetra
Paks

Tetra
Paks

Tetra
Paks

Pouches

Volume(ml)

200

350

200

300

200

200

300

200

200

200

250

Prices(Rs)

25

20

10

20

14

10

20

14

20

12

30

Price/ml

0.125

0.05

0.05

0.067

0.07

0.05

0.06

0.07

0.1

0.06

0.12

 Grocery stores,
convenience stores,
petrol pumps,
multiplexes and
restaurants in
metros and Tier 1
markets
Soon to be available
in specialty stores
like WS Smith and
Baker Street.

Food shows and

exhibitions across
the country.

Retail outlets now

include
Coffee chains such as
Barista Lavazza

Airports and airlines

such as Indigo and
Jet Airways
Hotels such as
Westin and Trident.

PLACE

Partnered with
Delhivery as a part
of virtual store
expansion plan
under
shoppaperboat.com
Also available on
various online retail
stores including
bigbasket.com,
naturesbasket.co.in,
zopnow.com

Digital marketing
through their
website, social
media

Mass media
advertising
through
newspapers and
radio

Positive word of
mouth
communication
and written
recommendations

Recommendations

Product
Price
Place
Promotion

Paper boat has had a great start especially with respect to its
packaging and flavours
India is diverse and diversity is Paper Boat's biggest strengths, so
introduction of more traditional drinks across the country will greatly
enhance Paper Boat's portfolio mix of drinks.

Due to richness in pulp, customers do not mind its current price

Larger packs (1L) can however, do with a price reduction to attract
greater sales

Tier 2 Markets: Sooner it moves to Tier 2 markets and lower, the

better
Bars and Pubs: As a choice in non-alcoholic beverages; segment
usually untapped by many beverage players

Celebrity Endorsement: Big players present both online and

offline mass media; Endorsement enables an easy brand recall
Sales Promotion: Retail schemes, display schemes, target
schemes, installation of refrigeration facilities

Thank You