WINTER PROJECT

STUDY OF OPPORTUNITY FOR

FMCG PRODUCTS IN RURAL
AREA
STUDY OF OPPORTUNITY FOR FMCG
PRODUCTS IN RURAL AREA.

WINTER PROJECT
(2009)

SUBMITTED BY –PRAVIN TRIPATHI

UNDER THE GUIDELINES OF Mr.

SIDDHARTH VARMA

DEPARTMENT OF MANAGEMENT
IME SAHIBABAD
GHAZIABAD
 CERTIFICATE

Certified that this MINI PROJECT titled “STUDY OF

OPPORTUNITY FOR FMCG IN RURAL AREA.” has been

prepared under the support and guidance of Sir Siddhartha

Varma. This project was given to me by Sir Siddharhta Varma to

make me aware of the steps of how to prepare a summer training

project.

Dated : (Signature)

SIDDHARTHA VARMA
 ACKNOWLEDGEMENT

The same is happening with me when I am desperately searching

for words to thank the almighty god for making me an instrument

to write and prepare this project.

I am thankful to Sir Siddharth Varma for providing me support

and encourage to make and present this project.

I must also thank to my senior Arvind Singh to providing me

guidelines at regular interval.

finally thanks to Siddharth Varma sir without his moral support

this mini project could not have been a great success for me.
 abstract

The mini project “study of FMCG products in

rural market” Is prepared under the guidelines of Mr. Siddharth
Varma (IIT, Faculty, IME). This project report provides a bunch of
knowledge about demand of different FMCG products in rural
areas as well it also provides a detail knowledge about the
consumer preference towards different FMCG products.

The report also provides the details about the history of

FMCG sector in rural India. There is a plenty of data analysis and
conclusions are given in the research paper.

On the basis of feedback through questionnaire and

observation method, I find out that the rural consumer has changed
their strategy towards the products and starts to purchase them on
the basis of their quality. As the result, there is close competition
between the companies. As each of them are increasing their
products, qualities, looks and providing better services everyday.

Our analysis is based on sample results. It was a

difficult task to gather the information from respondents by
meeting them personally in order to get questionnaire filled. There
was a lot of time pressure and sometimes unwillingness of
respondents to respond.

PRAVIN TRIPATHI SIDDRATH VERMA

(SUPERVISOR)

CONTENTS
1. INTRODUCTION

2. LITERATRE REVIEW

3. RESEARCH MATHOLOGY

4. DATA ANALYSIS

5. CONCLUSION

6.REFERENCES

7. APPENDIX
 Introduction

There was a time when the FMCG companies

ignores rural market, they took no any interest to produced or sell
products in rural market in India. It was the initial stage of FMCG
companies in India. As per as the time had passed, the strategy and
marketing style of FMCG companies had been changed.

Background of the study:-

In 1970, Nirma was the first FMCG Company

to initiate and produced goods according to rural consumers. In
the early 1970s, when Nirma washing powder was introduced in
the low-income market, Hindustan Lever Limited reacted in a way
typical of many multinational companies. However, Nirma’s entry
changed the whole Indian FMCG scene .It became a great success
story and laid the roadmap for others to follow. MNC’s like HLL,
which were sitting pretty till then, woke up to new market realities
and noticed the latent rural potential of India. 1983, C K
Ranganathan started selling shampoos in a sachet with an
investment of Rs 15,000 and dared to take on the multinationals,
Lever and P&G, the unquestioned leaders in that segment. . He
targeted rural and small-town consumers who used soaps to wash
their hair. He introduced the sachet at 90 paise and then reduced it
to 50-paise. And that’s when the multinationals sat up and noticed
him.
Sales zoomed from 35,000 sachets to 12 lakhs. Initally they took
any sachet, but after three months they restricted to Chik sachets.

Now at the present time, rural market is one

of the best opportunity and focusing sector for the major FMCG
companies in India. Each and every company is set to invest a
huge capital for competition in rural market. According to the
Federation of Indian Chambers of Commerce and Industry, the
number of rural households using FMCG products has grown from
136 million in 2004 to 143 million in 2007, a clear indication that
rural consumers are shifting from commodities to branded
products. Urban consumers, on other hand, could go slow on
FMCG expenses, thanks for inflation spiral, rise in fuel cost and
costlier credit. Evidence suggests that for the first time, the rural
market has grown faster than the urban market in key product
categories in April-May 2008, the latest months for which such
information is available, according to market research firm AC
Nielsen.

Need for the Study:-

In those days, the rural market is the one of

the best opportunity for the FMCG sector in the India. It is more
wide and less competitive market for the FMCG. As the income
level of the rural consumers increasing, the demand of FMCG is
increasing continuously. The various need of the study is given as
follows:-
 To determine the raising demand of FMCG
products in rural area.
 Know about the different choices of rural
consumers.


Definition of the Problem:-

 The study of opportunity for FMCG products in the
rural market is a sum total of different analytical survey of
different FMCG products in the rural area. In one sense, we can
say that it is determination of how much market captured by
different FMCG companies.
Scope of study:-

With a population of 1 bn people, India is a big

market for FMCG companies. Around 70% of the total households
in India reside in the rural areas. The total number of rural
households is expected to rise from 135 m in 2002 to 153 m in
2010, which represents the largest potential market in the world.

Rural and urban potential

Urban Rural
Population 2001-02 (m household) 53 135
Population 2009-10 (m household) 69 153
% Distribution (2001-02) 28 72
Market (Towns/Villages) 3,768 627,000
Source: Statistical Outline of India (2001-02), NCAER

An average Indian spends around 40% of his

income on groceries and 8% on personal care products. A larger
part of the total spending pie along with a large base (in terms of
population) makes India one of the largest FMCG markets.
Changing lifestyles: Rising per capita income, increased literacy
and rapid urbanisation have caused rapid growth and change in
demand patterns. The rising aspiration levels, increase in spending
power has led to a change in the consumption pattern .

Low penetration and low per capita consumption: Due to the

large size of the market, penetration level in most product
categories like jams, toothpaste, skin care, hair wash etc. in India is
low. This is more visible when comparison is done between the
rural and the urban areas. The average consumption by rural
households is much lower than their urban counterparts. Existence
of unsaturated markets provides an excellent opportunity for the
industry players in the form of a vastly untapped market as the
income rises.
Penetration %
Category All India % Urban % Rural %
Deodorants 2.1 5.5 0.6
Toothpaste 48.6 74.9 37.6
Skin Cream 22 31.5 17.8
Shampoo 38 52.1 31.9
Utensil Cleaner 28 59.9 14.6
Instant Coffee 6.6 15.5 2.8
Washing Powder 86.1 90.7 84.1
Detergent Bar 88.6 91.4 87.4
Toilet Soap 91.5 97.4 88.9
Source: HLL investor meet 2006

As per given in the above chart, rural market

shows a good improvement. In the presence of some product
categories like, toilet soap, detergent bar, washing powder etc, it is
same as in the urban level. Rural market is also improving in the
other products category.
Objectives:-
There are following objectives of the project:-
 To determine about the rural consumers
preference towards FMCG products.
 To know about the recent demand of FMCG
products in rural area.

Hypothesis:-

I am also a citizen of rural area. I uses my

experiences and perceptions as hypothesis towards to made this
project.

Limitations :-

While surveying I encounter with some problems

like some people were not willing to respond and few of them who
responded were in hurry hence the active participation was lacking.
Due to which we faced difficulties in collecting informations
regarding our questionnaire. Another problem which we face was
that people were hesitating to give information about their income.
Except it, the sample size we have taken for survey was small and
it’s a difficult task to draw accurate conclusion or reach to an exact
result on the basis of limited sample size. Moreover, our
investment was limited and time was also less to go in depth.
Threats to us are that- as people were hesitating to
give their income details so there is chance of error regarding
income.
Organization of report :-

Institute of Management Education,

Ghaziabad

Literature review:-

Rural market is one of the best opportunity for

the FMCG sector. In some sense we can say that rural market is
future of FMCG. As per research of Purba Basu, (faculty of ICFAI
business school),the lifestyle of rural consumers is changing. Rural
Indian market and the marketing strategy have become the latest
marketing buzzword for most of the FMCG majors. She added the
strategies of different FMCG companies for capturing rural market
like Titan’s Sonata watches, Coco Cola’s 200ml bottle,different
strategies of HUL and Marico etc. She takes into consideration the
study of National Council for Applied Economic Research
(NCAER). According to the NCAER projections, the number of
middle and high-income households in rural area. India is expected
to grow from 80 million to 111 million by 2007. In urban India, the
same is expected to grow from 46 million to 59 million. Thus, the
absolute size of rural India is expected to be double that of urban
India.

According to Pradeep Tognatta, (former vice

president of LG) The economic growth inIndia's agricultural sector
in last year was over 7%, compared with 3% in the industrial
sector.This implies a huge market potentiality for the marketer to
meet up increasing demand. Factors such as village psyche, strong
distribution network and market awareness are few prerequisites
for making a dent in the rural markets. The model is of the stolid
Anglo-Dutch conglomerate UnileverGroup, which has enjoyed a
century-long presence in India through its subsidiary
HindustanLever Ltd. It was Hindustan Lever that several years ago
popularized the idea of selling itsproducts in tiny packages. Its
sachets of detergent and shampoo are in great demand in Indian
villages. Britannia with its low priced Tiger brand biscuits has
become some of the success storyin rural marketing.

Rajesh K Aithal of IIM(L) had done his research on

rural telecome in India .He explain that Rural markets are an
important and growing market for most products and services
including telecom. The characteristics of the market in terms of
low and spread out population and limited purchasing power make
it a difficult market to capture. The Bottom of the pyramid
marketing strategies and the 4 A's model of Availability,
Affordability, Acceptability and Awareness provide us with a
means of developing appropriate strategies to tackle the marketing
issues for marketing telecom services in rural areas. Successful
cases like the Grameen Phone in Bangladesh and Smart
Communications Inc in Philippines also provide us with some
guidelines to tackling the issue.

As per concern of my research, it is a detail study

of different FMCG products used by rural consumers. It will
provide a detail information about consumers preferences towards
a good number of FMCG products which is too unique and
different from those above researches.

RESEARCH METHODOLOGY

SAMPLE DESIGN
SAMPLE UNIT: - All working people are included both the genders i.e.
males and females irrespective of their education level.

SAMPLE SIZE: - 100

SAMPLE REGION: - Sahibabad Region, Gorakhpur

SAMPLING PROCEDURE: - Random Sampling

DATA COLLECTION METHOD

PRIMARY DATA:

Primary data was collected through a self administrated questionnaire. This

questionnaire aims to gather information related to various Branded
Electronic Home Appliances.

SECONDARY DATA:

Secondary data was collected through magazines, research papers, internet

etc.

RESEARCH INTRUMENTS

QUESTIONNAIRE DESIGN:

As the questionnaire is self administrated one, the survey is kept simple and
user friendly. Words used in questionnaire are readily understandable to all
respondent. Also technical jargons are avoided to ensure that there is no
confusion for respondents.

DATA ANALYSIS
 After a good deal of consumer survey and marketing
research, I has collect a good collection of data. The analyses of
those data’s are given as follows:-

DATA ANALYSES FOR PREFERENCE FOR

TOOTHPASTE IN RURAL MARKET:-

In the initial years, the rural consumers preferred tooth

powers, datoons etc. but from the last decade, the preference of
rural consumers towards toothpaste has been changed. A huge
number of toothpastes of different companies are sell in rural
market. Colgate, Pepsodent are the most popular toothpaste brands
in rural market. The rural consumers preference towards the
different toothpaste brands are given in following pie chart.

TABLE-1:- consumers preference towards different toothpastes

DEMANDS OF DIFFERENT TOOTHPASTE BRANDS

10%

10%
35% PEPSODENT
COLGATE
CLOSE UP
15%
BABOOL
OTHERS

30%

As per analyses of above pie chart, we has found that

Hindustan Uniliver’s Pepsodent leads the market with 35% rural
market share. 30% of rural consumers prefers colgate as their
favorite toothpaste brand, once again Hindustan Uniliver’s close up
occupies third position with 15% market share.10% of the rural
consumers prefers Dabur’s babool toothpaste and 10% consumers
uses other toothpaste brands.

DATA ANALYSIS FOR THE PREFERENCE FOR SOAP IN

RURAL MARKET:-

In the survey of preference of my target consumers

towards soap, I had found the different preference and different
choice of the consumers.

On the basis of their choice, I has get the following

data given in following table:-

DEMAND OF SOAP BRANDS

60
50
50
PECENTAGE

40 LUX
30 LIFEBOY
30
REXONA
20 OTHERS
12
8
10

0
LUX LIFEBOY REXONA OTHERS
BRANDS

As per given in the above table, the 90% of the

soap market is coverd by the products of Hindustan Uniliver.50%
of rural consumers prefers HUL’s Lux, where as 30% goes towards
HUL’s Lifeboy third position is also acquired by a HUL product
where 15% of the market captured by Rexona. 8% of rural
consumers prefers some other soap brands.

CONCLUSION:-
In this analysis , I fonnd that a vast majority of
rural consumers prefers Lux as their more faithful brand.

DATA ANALYSIS FOR PREFERENCE FOR SHAMPOO IN

RURAL MARKET:-

As per concern of shampoo , total 31.9% shampoo

uses in rural market. It shoes a good number of consumers
preference towards shampoo in rural area. From the last few years ,
the demand of shampoo sashes as well as medium size bottles has
increased in rural area. Peoples of every age are interested to use
shampoo at regular interval.

The preference of consumers towards shampoo is

given in following table.
DEMAND OF SHAMPOO BRANDS

45 42
40 36
35
PERCENTAGE

30 CLINIC PLUS
25 SUNSILK
20 16 CHICK
15 OTHERS
10 6
5
0
CLINIC PLUS SUNSILK CHICK OTHERS
PRODUCTS
 DEMAND OF SHAMPOO IN SACHE CATAGORY

35 32
PERCENTAGE 30
28
25 18
20
15 12 10
10 HEADS &SHOULDERS
5
0 PANTENE
SUNSILK
S

S
LK
E

S
ER

U
N

ER
SI

PL
CLINIC PLUS
TE
LD

TH
N

IC
U

SU
PA

OTHERS

O
O

N
H

LI
&S

C
S
D
EA
H

BRANDS
.

The consumers preference towards shampoo are as

follows:-

42% prefers clinic plus.


30% consumers prefers sunsilk.

10% consumers go through Calvin Care’s Chick.

8% consumers prefers other shampoos or non

shampoo users.
Preference of shampoo in saches:-
 32% of consumers uses Heads & Shoulders.
 28% goes through Pantene.
 18% prefers sunsilk.
 12 % prefers clinic plus.
 10% includes non shampoo users or users of some
other brands,
CONCLUSION:-
This analysis shows that a vast majority of rural
consumers prefers HUL’s clinic plus and Sunsilk in high and
medium size sample. But on the other hand, in sachet sample there
is different story. More than 50% of the rural consumers prefers the
brands of P&G (Heads & Shoulders and Pantene).

DATA ANALYSIS OF CONSUMERS PREFERNCE

TOWARDS DETERGENTS :-

Detergent is another more preferencable product for

rural consumers. Approx 87.4% penetration level of detergent is
gone to rural consumers. The preference of rural consumers
towards detergents is given in following table .
 DEMAND OF DETERGENTS

45 42
40
34
35 WHEEL
30 GHARI
PERCENTAGE

25
TIDE
20
13 SURF EXEL
15
10 6 5 OTHERS
5
0
WHEEL GHARI TIDE SURF OTHERS
EXEL
BRANDS

DEMAND OF DITERGENTS IN SACHE

10%
12% TIDE
43% SURF EXEL
ARIAL
OTHERS
35%

As per given in above table , the consumers

preference towards detergents are as follows:-
  42% consumers prefers HUL’s wheel in
mediam or large sample , but consumers not
prefer it in sachet.
 34% consumers prefers ghari detergent in
medium or large size sample, but not in sachet.
 13 % consumers prefers P&G’s Tide in medium
or large size sample but it is leading brand in
sachet category with 43%.
 Surf exel of HUL is second leading brand in
sachet category with 35% consumer preference
which is prefers only 6% in large samples due
to it’s price.
 5% consumers prefers other local detergents for
their personal use.

CONCLUSION:-
As given in the above table, lump sum the half of the
detergent market is covered by HUL and P&G products. Nirma
which was the initiator of introduction of detergent in rural
market, is currently out of the market. this condition shows that
the rural consumers are also want to quality products, only price is
a factor in front of them.

DATA ANALYSIS OF CONSUMERS PREFERENCE

TOWARDS UTENSIL CLEANER:-

Utensil cleaner is one of the basic need of the

consumers, because consumers uses it at regular interval. Couple
of months ago, the rural consumers does not uses any utensil
cleaner rather they use primary products like ash, mud or other
things. But at the present time the popularity of utensil cleaners has
been developed in rural market in high penetration level.
The consumers preference towards utensil cleaner is
given in following table:-

DEMAND OF CLEANER BRANDS

100
90
80
70
60
IN (%) 50 VIM
40
30 OTHERS
20 NO CLEANER
10
0
VIM OTHERS NO
CLEANER
BRANDS

As per given in the table, vim is the leading brand in

the utensil cleaner segment. 85% of the rural market is covered by
vim , 10% consumers prefers other brands where as 5% consumer
are those who does not uses any utensil cleaner.

DATA ANALYSIS FOR RURAL CONSUMERS

PREFERENCE TOWARDS FAIRNESS CREAM:-

As per fairness cream is concern, there is not more

brands are in the competition. Only few brands of HUL and emami
captures the market.a brief description is given in the following
table.
 DEMAND OF FAIRNESS CREAM

70 65
60
PERCENTAGE

50 FAIR & LOVELY

40 PONDS
30 23 VICCO
20 OTHERS
10
10 2
0
FAIR & PONDS VICCO OTHERS
LOVELY
BRANDS

The HUL’s Fair & Lovely is most popular brand

in the rural market most of the consumers specially female
consumers uses this brand. Approx 65% of rural consumers uses
Fair & Lovely as their best trusted brand. Second position is also
occupied by HUL’s product (Ponds) which is preferred by 23% of
consumers, 10% consumers prefers Vicco and 2% uses some other
brands.

RURAL CONSUMERS PREFERENCE TOWARDS SAVING

CREAM:-

Generally in the rural areas the consumers prefers

barbers for the purpose of saving or other relevant purpose. But in
the semi-urban areas and some of the rural areas, consumers are
started to depend on their own saving kit. So what from the few
years, the demand of different savin creams of different companies
has been increased.
A brief analysis of different brands of different
companies is given in following table:-
 DEMANDOF SAVING CREAMS

45 42
40
35 30 PALMOLIVE
PERCENTAGE

30
25 VJHON
20 16
15 12 OLD SPICE
10 OTHERS
5
0
PALMOLIVE VJHON OLD SPICE OTHERS

BRANDS

The preference of consumers towards saving cream is described

as follows:-

 42% of the consumers prefers Palmolive as

their best choice.
 30% consumers prefers Vjohn.
 Gillete which is most demandable brand in
urban areas has very low market share in the
rural market due to it’s little bit high price.

After saving gel is generally not popular in the

rural market.

CONCLUSION:-

The analysis of consumer preference toward

saving cream shows that such a vast area of market covered by
Palmolive and Vjohn.
PREFERENCE OF CONSUMERS TOWARDS BISCUITS:-

Biscuit is one of the major beverage category

brand of the FMCG products for the rural areas. Consumers prefers
it for the many reasons like taking with tea, giving to guests, baby
food etc. there are many companies exists in this segment.

A brief overview of consumers preference

towards biscuits is given in following table:-

DEMAND OF BISCUIT BRANDS

70 62
60
50 PARLE-G
PERCENTAGE

40 SUNFEAST
30 23 BRITANNIA

20 OTHERS
10
10 5

0
PARLE-G SUNFEAST BRITANNIA OTHERS
BRANDS

Parle-G is very old and most trusted biscuit

brand for the rural consumers. From many years , consumers
prefers it due to it’s low price, good taste, and availability. At the
present time, it captures approx 62% of total rural market share.
From the few years ITC’s Sun feast creats a good demand among
the rural consumers. 23% of rural consumers prefers sunfeast and
also it’s demand is increasing due to it’s taste and good publicity
and distribution. Consumers prefer 10% Britaania brands and 5%
consumers prefers other brands.

CONSUMERS PREFERENCE TOWARDS DIFFERENT TEA

BRANDS:-

In the segment market, generally consumers had

prefer local tea , but from the few years they starts to use some
brands of the different tea companies because of the avaibility of
tea in small sachets. The following table provides a brief details
about the different tea brands popular in the rural market.
DEMANDOF TEA DIFFERENT BRANDS

10%

11% 32%
TAZA
TATA TEA
DOUBLE DIMOND
TAJ MAHAL
21% OTHERS

26%

the data analysis of consumers preference

towards tea is discussed as follows:-
 32% consumers prefers taza as their best
choice.
 26% of the rural consumers prefers tata tea.
 21% of the rural consumers prefers double
diamond.
  11% consumers prefers taj mahal tea.
 10% consumers are among those who prefers
some other tea nrands.

CONCLUSION:-

As per given in the above table taza and tata tea are
the leading tea brands in the rural market.

DATA ANALYSIS OF CONSUMERS PREFERENCE

TOWARDS DIFFERENT HAIR OIL BRANDS:-

The rural consumer preferences towards different

hair oil brands are given in the following table:-

DEMAND

5%

18%
31%
HERBAL OILS
DABUR AMLA
PARASUIT
BAJAJ ALMOND
21% OTHERS

25%
 rural consumers prefers mostly herbal/cool oils,
e.g- Navratna, himtaj, Himgange,etc. 31% of the rural consumers
prefers herbal oils because of their multipurpose use. They use
these oils as medicine also. 25% of the rural consumers prefers
dabur amla, third place occupied by Maico’s Paraschut which is
prefers by 21% of rural consumers. 18% consumers prefers Bajaj
Almond and 5% prefers some other hair oil brands.

CONCLUSION:

As I has analyzed the various data based on questionnaire, a fact

has came into light that HUL’s products are the most known and
popular Brand in context of home FMCG products in rural market
followed by DABUR, ITC and P&G. Because of huge product
line, cheaper cost, brand loyalty, good publicity and advertisement,
the rural consumers generally prefers the products of HUL in all
segments.

Except it, people firstly prefer for good quality and comparatively
low prices products .
 SUGGESTIONS

The rural market is very large in compare to the

urban market as well as it is more challenging market. The
consumer wants those products which are long lasting, good, easy
to use and cheaper. The income level of rural consumers is not as
high as the income level of urban consumers that’s why they want
low price goods. It is one of the reason that the sell of sachet is
much larger in the rural area in all segments.

It is necessary for all the FMCG major companies

to provide those products which are easy to available and
affordable to the consumers. It is right that the profit margin is very
low in the FMCG products, but at the same time the market size is
much large in the rural area. The companies can reduce their prices
by cutting the costs on the packaging because the rural consumers
don’t need attractive packaging. Application of 4A* is also a major
task for the major companies in this area.

(*4A= Availability, Affordability ,Acceptability, Awareness)

 appendix

QUESTIONAIRE:-------

NAME:-
OCCUPATION:-
TOTAL INCOME: - A) BELOW 6000 p.m___ B) 6000 TO 12000___ C) MORE THAN
12000___.

ADDRESS:-
DIST.:-
STATE;-
PHONE NO.:-

1) WHICH TYPE OF TOOTHPASTE YOU USE?

A) PEPSODENT__ B) COLGATE__ C) CLOSE UP__ D) OTHERS__.

2) WHICH DETERGENT YOU USE?

A) SURF EXEL__ B) TIDE__ C) NIRMA__ D) OTHERS__.

3) WHICH SOAP DO YOU USE?

A) LUX__ B) LIFEBOY__ C) REXONA__ C) OTHERS__.

4) WHICH SHAMPOO USES BY YOU?

A) SUNSILK__ B) HEADS &SHOULDERS__ C) PANTENE__ D) OTHERS__.

5) WHICH UTENSIAL CLEANER USE BY YOU?

A) VIM__ B) OTHERS__ C) NO CLEANER USES__

6) WHICH TYPE OF SAVING USE BY YOU?

A) GILLETE__ B) PALMOLIVE__ C)OLD SPICE__ D) OTHERS__.

7) WHICH FAIRNESS CREAM USES BY YOU?

A) FAIR & LOVELY __ B)POND’S__ C)VICCO__ D) OTHERS__

8) WHICH TYPE OF TALC YOU PREFER?

A) DENIM__ B) PONDS__ C)BORO PLUS__ D) OTHERS__

9) ANY DEODERENT USE BY YOU…………….

 A) AXE__ B) REXONA__ C)Fa__ D) OTHERS__.

10)WHICH BLADE YOU USES FOR SAVING?

A)555__ B) 7 ‘O’ CLOCK__ C)WILKINSON__ D) OTHERS__.

11) WHICH BISCUIT YOU PREFER?

A) PARLE-G__ B) SUNFIST__ C)BRITANNIA__ D) OTHERS__