Project Report On

Britannia Biscuits- A Marketing Strategy

By Gunjan Kumari

Table of Contents
S.
N

Page No

1.
2.
3.
4.
5.
6

Executive Summary
Introduction
Milestone of Britannia
Market & Marketing Stategies
Product Line
Brief industry Profile

7
8.
9
10

Conceptual Framework
Data Analysis and findings
Conclusion
Bibliography

Executive Summary
Marketing strategies of Food industry depend of the number of factor like
demographic profile, brand, health awareness, taste and quality & etc. The
company has to study the target region with regards to these factors. The increase
share of the market ,company have continued focus on advertising ,promotion and
research in study of consumer behavior for change in health awareness and taste.
That only company like Britannia choose to manufacture product for every age
and every type of the people e.g Britannia Tiger for growing Kids, NutriChoice HiFibre Digestive for people having digestion problem, NutriChoice SugarOut for
Diabetics people.
Keeping in factor like change in health awareness and taste of people , Britannia
adopted tagline like Think Healthy Think Better , 'Swasth Khao, Tiger Ban Jao
and recently slogan Zindagi Mein life
Britannia Industries started marketing its products with the new slogan Zindagi
Mein life from last two years to target more health conscious urban Indian. The
change has worked with its millions of Indian consumers, who are getting more
health-conscious by the day, believing in the brand, trusting its promise of health
and accepting innovations from the company. it is the only biscuit maker in India
which has made products trans-fat-free. The brands efforts of the company is
getting recognised more each passing day.
The study of the consumer behavior is very important to get into through
marketing strategies of company.

Introduction of Britannia
The story of one of India's favorite brands reads almost like a fairy tale. Once upon
a time, in 1892 to be precise, a biscuit company was started in a nondescript house
in Calcutta (now Kolkata) with an initial investment of Rs. 295. Initially, biscuits
were manufactured in a small house in central Kolkata. Later, the enterprise was
acquired by the Gupta brothers mainly Nalin Chandra Gupta, a renowned attorney,

and operated under the name of "V.S. Brothers." In 1918, C.H. Holmes, an English
businessman in Kolkata, was taken on as a partner and The Britannia Biscuit
Company Limited (BBCo) was launched. The Mumbai factory was set up in 1924
and Peek Freans UK, acquired a controlling interest in BBCo. Biscuits were in big
demand during World War II, which gave a boost to the companys sales.
As time moved on, the biscuit market continued to grow and Britannia grew
along with it. In 1975, the Britannia Biscuit Company took over the distribution of
biscuits from Parry's who till now distributed Britannia biscuits in India. In the
subsequent public issue of 1978, Indian shareholding crossed 60%, firmly
establishing the Indianness of the firm. The following year, Britannia Biscuit
Company was re-christened Britannia Industries Limited (BIL). Four years later in
1983, it crossed the Rs. 100 crores revenue mark.
On the operations front, the company was making equally dynamic strides. In
1992, it celebrated its Platinum Jubilee. In 1997, the company unveiled its new
corporate identity - "Eat Healthy, Think Better" - and made its first foray into the
dairy products market..
Britannia strode into the 21st Century as one of India's biggest brands and the preeminent food brand of the country. It was equally recognized for its innovative
approach to products and marketing. In recognition of its vision and accelerating
graph, Forbes Global rated Britannia 'One amongst the Top 200 Small Companies
of the World', and The Economic Times pegged Britannia India's 2nd Most Trusted Brand.
Today, more than a century after those tentative first steps, Britannia's fairy tale is
not only going strong but blazing new standards, and that miniscule initial
investment has grown by leaps and bounds to crores of rupees in wealth for
Britannia's shareholders. The company's offerings are spread across the spectrum
with products ranging from the healthy and economical Tiger biscuits to the more
lifestyle-oriented Milkman Cheese. Having succeeded in garnering the trust of
almost one-third of India's one billion population and a strong management at the
helm means Britannia will continue to dream big on its path of innovation and and
quality.

Major milestone
1892 The Genesis - Britannia established with an investment of Rs. 295 in
Kolkata
1910 Advent of electricity sees operations mechanised
1921 Imported machinery introduced; Britannia becomes the first company
East of the Suez to use gas ovens
1939 44
o Sales rise exponentially to Rs.16,27,202 in 1939
o During 1944 sales ramp up by more than eight times to reach Rs.1.36
crore
1975 Britannia Biscuit Company takes over biscuit distribution from Parry's
1978 Public issue - Indian shareholding crosses 60%
1979 Re-christened Britannia Industries Ltd. (BIL)
1983 Sales cross Rs.100 crore
1992 BIL celebrates its Platinum Jubilee
1993 Wadia Group acquires stake in ABIL, UK and becomes an equal
partner with Groupe Danone in BIL
1994 Volumes cross 1,00,000 tons of biscuits
1997
o Re-birth - new corporate identity 'Eat Healthy, Think Better'
leads to new mission:
o 'Make every third Indian a Britannia consumer' BIL enters the
dairy products market
1999 "Britannia Khao World Cup Jao" - a major success! Profit up by 37%
2000 Forbes Global Ranking - Britannia among Top 300 small companies
2001
o BIL ranked one of India's biggest brands No.1 food brand of the
country .
o Britannia Lagaan Match: India's most successful promotional activity
of the year;
o Maska Chaska: India's most successful FMCG launch
2002
o BIL launches joint venture with Fonterra, the world's second largest
dairy company Britannia New Zealand Foods Pvt. Ltd. is born;

o Rated as 'One amongst the Top 200 Small Companies of the World' by
Forbes Global
o Economic Times ranks BIL India's 2nd Most Trusted Brand
o Pure Magic -Winner of the Worldstar, Asiastar and Indiastar award for
packaging

2003 'Treat Duet'- most successful launch of the year

2004 Britannia accorded the status of being a 'Superbrand'

2005 Re-birth of Tiger - 'Swasth Khao, Tiger Ban Jao' becomes the popular
chant!

2006 Britannia re-launched NutriChoice Hi-Fibre Digestive biscuits in an

international large sized biscuit pack.

2007 Britannia NutriChoice SugarOut range introduced - 1st of its kind of

biscuits to be be launched in India with "No Added Sugar" (Variants - Chocolate
Cream, Orange Cream, and Litetime)

2008
o Britannia NutriChoice 5 Grain biscuits launched - Biscuits with the
goodness of 5 health Cereals, and sweetened with Natural honey. Britannia
Nutrichoice promised consumers "Bhook Bhagao, Kuch Healthy Khao"
o Britannia launched Iron fortified 'Tiger Banana' biscuits, 'Good Day Classic
Cookies', Low Fat Dahi and renovated 'MarieGold'.

2009
o Britannia Launches ActiMind - A first of its kind milk based health drink for
kids, which helps improve mental sharpness. Launch of ActiMind marked
Britannia's entry into the beverage segment and has further extended its
credo of 'Eat Healthy, Think Better' to 'Drink Healthy, Think Better' as well!!
o Britannia NutriChoice Nature Spice Crackers launched - Your favorite
Cream Crackers, now made even more exciting with the addition of "Sabut"
Ajwain and Jeera spices.
o Britannia takes full control of Daily Bread.

o Britannia Industries buys out New Zealand's Fonterra from existing dairy
joint venture, Britannia New Zealand Foods (BNZF). BNZF became a 100
per cent Britannia subsidiary and was renamed Britannia Dairy Private
Limited (BDPL).
o Recognizing the changing global trends & health benefits of removing
transfats, Britannia is the first Bakery brand in India to remove transfats
from its products.
o Wadia Group acquired stake holdings from Group Danone and becomes the
single largest shareholder in BIL.

2010
o 50-50 Maska Chaska was re-launched with a new masaaledar twist - a
delightful blend of butter and imported flavours along with sprinkling
of masala in September 2010.
o Tiger enters the Cookies category, with the launch of Krunch Cookies
in October..
o Brand NutriChoice, in keeping with its track record of launching
differentiated healthy snacks, launched Diabetic Friendly Essentials
o Britannia was presented the Master Brand 2010 Award by CMO
Council in November 2010.
o Rotary Club of Chennai awarded CSR Award to Britannia in
November, for our work in nutrition.

2011
o Always committed to constant innovation, Britannia launched
Britannia Healthy Start in Mumbai in January 2011
o Britannia received the Most Respected Company Award 2011 from
Businessworld.
o Bourbon received the Most Popular Confectionery Product Preferred
By Youth (Biscuit) Award.
o Britannia further enhanced its foray into healthy milk based drinks by
launching TigerZor Choco Milk & TigerZor Badam Milk in May
2011.
o Britannia Bread launched its new range of Health Breads in Delhi in
November.

o Delhi factory was adjudged as the winner for Outstanding

Performance in Food Safety.
o BRITANNIA was honoured with `CREATIVE HR PRACTICES
AWARD' by Employer Branding Institute, India,

2012
o IMC Ramakrishna Bajaj National Quality Award 2011 was awarded to
Britannia Industries Limited, Britannia Industries Limited Khurda was
commissioned on 17th April 2012.
o The Modern Trade team of Britannia was honoured with WinnerBEST BAKERY SUPPLIER award for the year 2011-12, at the 1st
SPENCER'S Best Supplier Awards 2012
o Britannia was awarded the Global Performance Excellence Award
(GPEA) by Asia Pacific Quality Organization (APQO).
o Britannia won Global award given out by 'World Quality Congress'.

2013
o Britannia Industries Ltd, Kolkata was selected the winner of the
GOLDEN PEACOCK NATIONAL QUALITY AWARD for the year
2012
o Britannia was awarded "Manufacturing Supply Chain Award for End
to End Customer Solution Excellence" on 23rd January 2013 at the
Asia Manufacturing Supply Chain Summit (AMSCS) held in
Mumbai.
o Britannia bagged two National Quality Excellence Awards for 2013one for Best End-to-End Customer Solution (Supply Chain), and the
second, for Planning, Processes and Systems - on 14th February 2013
at Taj Lands End, Mumbai
o The Namma Bengaluru Award for 2012, in the Corporate Social
Responsibility category for initiating and implementing Solid Waste
Management.
o Britannia bagged the prestigious IWLF Award for 'Solid Waste
Management Project' and 'BNF' project at the International Women
Leadership Forum held in Mumbai on 25th April 2013.

Product Line
New Britannia Tiger
Britannia Tiger, one of the biggest brands in the kids segment, has re-invented
itself to revolutionize the concept of kids' nutrition in the country. Equipped with a
new vision of leading the kids' nutrition space, Britannia Tiger has revamped its
offerings to embody fun and energy on one hand and health and nutrition on the
other. Enriched with growth nutrients across all its variants -Glucose, Crunch
Cookies and Creams, Britannia Tiger comes with the credo of 'Roz Badho'.
Aimed at addressing every mother's concern on their kid's nutrition, Britannia
Tiger has undergone a considerable shift in its product offering, transforming itself
into a healthier and tastier avatar. Identifying the role of biscuits as a important
component of daily food and a major carrier of nutrition, Britannia Tiger fortifies

itself, across categories, with growth nutrients like iron, calcium, folic acid,
vitamin A and D*. Packed with 25% of daily growth nutrients (every 100 gms).
Britannia NutriChoice Oat Cookies
For the first time in India we have Britannia NutriChoice 'Diabetic Friendly'
Essentials specially designed for people with diabetes. There's no longer a need to
avoid snacks or go hungry while traveling or at work. Rather approach snacking in
a healthy way with our Oat Cookies.
Britannia NutriChoice Oat Cookies are scientifically created to suit the special
lifestyle and nutrition needs of diabetics to manage extreme swings in blood sugar.
They are tasty, crunchy and convenient option for those mid-meal pangs. In
addition, the oat fiber lowers rise in blood sugar, helps control blood cholesterol
and helps you feel satisfied and active for longer.
Britannia NutriChoice Ragi Cookies
For the first time in India we have Britannia NutriChoice 'Diabetic Friendly'
Essentials specially designed for people with diabetes. There's no longer a need to
avoid snacks or go hungry while traveling or at work. Rather approach snacking in
a healthy way with our Ragi Cookies. Britannia NutriChoice Ragi Cookies are
scientifically created to suit the special lifestyle and nutrition needs of diabetics to
manage extreme swings in blood sugar levels. They are tasty, crunchy and
convenient option for those mid-meal pangs. Ragi helps lower blood glucose levels
and in a rich source of magnesium, which is instrumental for the production of
important enzymes. Our Ragi Cookies are a good source of fiber, both soluble and
insoluble, for heart and digestive health.
Veg Cakes
Britannia Veg Cakes is every vegetarian's dream come true! 100% vegetarian cake
with all the softness and delight a cake should have. Every slice is soft and fluffy,
stuffed with real fruit bits, to give you a cake that is truly delicious, down to the
last slice. Add to this zero cholesterol and a 3 month shelf life and you have a
healthy, convenient snack to enjoy anytime, anywhere. Grab a pack of Britannia

Veg Cake today. Masti ka Green Signal!

Rs. 15/- for 75 gm pack.

Flavour: Twisty Fruity Price and sizes:

Nutrichoice Health Starter Kit

2010 - Britannia Nutrichoice launches a New Year pack - the Nutrichoice Health
Starter Kit . Created for everyone who makes a New Year resolution to become
healthy and does not follow through on it. The Health Starter Kit contains a range
of healthy biscutis - 1 pack each of Nutrichoice Hi-Fiber Digestive, Nutrichoice 5
Grain and Nutrichoice Nature Spice Cracker. It also has a one week free pass to
Talalkars gym that entitles every consumer to one week free trial of any Talwalkars
(TBVF ltd) gym across the country. In addition to this the pack also contains a Fit
Sip Sipper and a fitness chart. All this for only Rs 100.
NutriChoice 5 Grain
Most consumers believe that to in order to stay healthy one needs to make certain
compromises on some good things in life. Whether it is choice of extra hour of
sleep over early morning exercise and eating unappetizing foods over oil-dripping
samosa. At the same time most of us agree that good nutrition cannot come from
one kind of food alone, but from a healthy combination / assortment of several
healthy ingredients put together. Britannia NutriChoice 5 Grain Biscuits are a
perfect answer to those looking for healthy eating options without as much making
a compromise on taste, or convenience, or health.
Because Britannia NutriChoice 5 Grain biscuits are made from 5 carefully chosen
healthy cereals (Oats that help reduce bad cholesterol, Corn which promotes heart
health, Ragi a good source of both Calcium as well as Fibre, Rice low in fat, and
Wheat that provides wholesome energy). These biscuits are delicately sweetened
with natural honey, and come in a unique large oval shape. It is this large size and
the healthy combination of the ingredients, that make it an ideal hunger buster for
those in-between meals time hunger.
Britannia NutriChoice 5 Grain biscuit pack contains several small single serve
pocket meals packs, so that one is never far away from pacifying hunger on the
move. So whenever you miss your breakfast, or succumb to those unhealthy

evening snacks, you can relish the goodness of health with Britannia NutriChoice 5
Grain biscuits.
NutriChoice SugarOut
Sounds like yesterday when people commented that healthy foods meant
"compromising on the taste." NutriChoice SugarOut is the most novel product
range to have been introduced in the market. The product is not just sweet but
tastes great, and yet contains no added sugar.
This is because NutriChoice SugarOut is sweetened with "Sucralose," derived from
sugar, which provides the same sweetness as any other biscuit, without the added
calories of sugar.
This range is available in 3 delicious variants namely Litetime, Chocolate cream,
and Orange cream, targeted towards all health sensitive people. It is also relevant
for consumers with sugar related ailments.
We are sure that you will be pleasantly delighted with its great taste and equally
surprised to know that it has no added sugar.
Don't be taken for a ride when you read "Sugar Free" label on many biscuit packs
marketed in India or abroad. Even with 100% no-added sugar, wheat-cereals in
biscuits have their own natural sugar content. Britannia has chosen to represent
these biscuits with "No Added Sugar" claim, as there is no added sugar in the
processing of NutriChoice SugarOut.
NutriChoice Digestive Biscuit
Nothing can be more difficult than making small efforts in our daily life towards
healthy and active living. 24/7 we are engrossed in our busy schedules; skipping
meals, missing walks, along with inadequate sleep and frequently eating-out, all
take a heavy toll on our health.
At least with the new and improved NutriChoice Digestive Biscuit, we have one
less thing to worry about. Made with 50% whole-wheat and packed with added
fibre (10% of our daily dietary needs), these delightfully tasty biscuits are amongst
your healthiest bites of the day.

In your next visit to a shop just look out for its Golden-green international carton
pack.
Try one and you'll know that you've made one smart choice - NutriChoice.
Treat Fruit Rollz
All kids who have relished the yummy creamy treasures of Britannia Treat in
exciting flavors, have yet another reason to celebrate! Britannia Treat launches the
amazingly yummy Treat Fruit Rollz!! These tasty soft rolls are filled with real
fruits and provide a healthy yet mouth-watering treat to the kids. Fruit Rollz comes
in four masti fruit flavours - Juicy Apple, Strawberry Surprise, Tangy Orange and
Delicious Dates!
Want to know a little secret? They make the best tiffin treats! So during snack time
what better than to munch on the delicious and healthy Fruit Rollz and discover the
yummy fruit flavor from within the shells. Keeping up with Britannia's platform of
'taste bhi, health bhi', Fruit Rollz is indeed a yummy snacking option for kids,
while keeping the Moms assured about the goodness provided by the fruit filling.
So go on and treat yourself to the lip-smacking snack!
New Britannia Milk Bikis
Milk Bikis, the favourite growth partner of Kids, now brings greater value and
delight to all with its new product and pack design. Recently re-launched in its
existing Southern & Eastern markets, and extended across India, the new Milk
Bikis is all set to add excitement and appeal to nutritious food. Whoever said that
good food needs to look dull and boring, will just have to take a look at Milk
Bikis.
With a unique and attractive honeycomb design and an enhanced product
experience, the new biscuit prompts the Kids will love it reaction amongst
mothers. The milk goodness in the recipe is now enhanced with SMART
NUTRIENTS 4 vital vitamins, iron and iodine, proven to aid mental and physical
development in growing kids. The premium packaging, besides appealing to kids,
also
ensures
that
the
biscuits
remain
fresh
and
crisp.

So, whether its breakfast time or snack time at school, rest assured that kids will
look forward to munching these crunchy, milky biscuits which even helps in their
development. And yes, adults wont be far behind in reaching out for a pack!

INDUSTRY OVERVIEW
Biscuit industry is one of the major food and beverage industry under FMCG
industry. It is growing at a rapid rate in developing countries. Biscuit industry in
India in the organized sector produces around 65% of the total production, the
balance 35% being contributed by the unorganized bakeries. The industry consists
of two large scale manufacturers, around 50 medium scale brands and small scale
units ranging up to 2500 units in the country, as at 2000-01. The unorganized
sector is estimated to have approximately 30,000 small & tiny bakeries across the
country
The annual turnover of the organized sector of the biscuit manufacturers (as at
2001-02) is Rs. 4,350 crores

The biscuit industry in India witnessed annual growth as below:2003-04

13%

2004-05
14%
2005-06
14%
2006-07
13%
2007-08
14%
2008-09
16%
2009-10
14%
2010-11
11%
2011-12
11%
2012-13
09% (April-September 2012)
While the growth rate has been stagnating during last 4 years, it picked up
momentum during the 2008-09 mainly on account of exemption from Central
Excise Duty on biscuits with MRP up to Rs.100/per kg, as per Union Budget for
2007-08. However growth further declined from 2009-10 to 2011-12 and the first
half of 2012-13.
Annual Production:
The organized biscuit manufacturing industrys annual production figures are
given below:
(In Lakh Metric Tonnes)
2003-04
2004-05
2005-06
2006-07
2007-08
2008-09
2009-10
2010-11
2011-12
2012-13

11.00
12.55
14.29
16.14
16.85
17.50
18.50
19.00
20.50
10.50(April to September 2012)

EXPORTS of Biscuit was 14% of the annual production during the year
2010-11 which declined to around 12.5% in 2011-12.

 IMPORT of biscuits into India has not shown any significant growth during
the last five years and has not affected production/sales by the Indian Biscuit
industry.

LITERATURE REVIEW

CONSUMER BUYING BEHAVIOR

Understanding the buying behavior of the target market is the essential task of marketing
management under marketing concept. The consumer market consists of all the individuals and
households who buy or acquire good and services for personal consumptions. The buying
behavior tries to find out the answers for the questions, who buys? How do they buy? Where do
they buy? Do they buy?
(A) FACTORS INFLUENCING CONSUMER BUYING BEHAVIOR
There are four major factors that influence the buying behavior such as cultural factors, social
factors, personal factors, and psychological factors.
i.

CULTURAL FACTORS: Culture is the most fundamental determinant of a person

wants and behavior. Values, perceptions, preferences, and behavior are the main variable
under culture of an individual. Each culture contains sub-culture like nationality, religious
group, geographical area, and linguistic divisions etc.

ii.

SOCIAL FACTORS: A consumer behavior is also influenced by social factors such as

the consumer reference group family and social roles and status.

iii.

PERSONAL FACTORS: A buyer decision is also influenced by his or personal

characteristics, notably the buyers age, lifestyle, occupation, economic circumstances etc.

PSYCHOLOGICAL FACTORS: a person buying choice is also influenced by four major

psychological factors such as motivation, perception, learning belief and attitudes.

(B) BUYING DECISION PROCESS

It includes buying roles, types of buying and steps in buying process.
I.

BUYING ROLE

The buying role could be classified into four parts. These are initiator, influencer, decider and
buyer.
II. TYPES OF BUYING BEHAVIOR

Consumer decision taking varies with the type of buying decision. There are four types buying
behavior such as Complex buying behavior, Habitual buying behavior, Variety seeking buying
behavior.
III. STAGES IN BUYING DECISION PROCESS
Here are five stages in buying decision process namely problem recognition search, evaluation of
alternatives purchase decision and past purchase behavior.
NEED RECOGNITION
The buying process starts with the buyers recognition of a problem of need. The buyer senses a
difference between his actual state and desired state.
INFORMATION SEARCH
There are different sources from where a consumer can gather information like personal sources
commercial sources, experimental sources.
EVALUATION OF ALTERNATIVES
After gathering information about different products the customer will be in a fuss as to choose
which product among the mainly alternatives consumer usually evaluate the alternatives on
traditional basis, on the basis of utility function etc. from the many alternative consumers at last
choose the best one for him.
PURCHASE DECISION
A consumer who decides to execute purchase intention will be making up to five purchase
decisions.
POST PURCHASE BEHAVIOR
After purchasing the product and services the consumer will experience some level of
satisfaction or dissatisfaction with the product and services that will influence subsequent
behavior. If consumer is satisfied he may show the probability of buying the product the next
time, satisfied customer will say good thing about the product, proving the statement that
"satisfied customer is the best advertisement. A dissatisfied customer may take some action
against it. They may try to reduce the dissonance by abandoning returning the product.

Understanding consumer needs and buying process is the foundation of any company. By
understanding how buyers go through problem recognition, information search evaluation of
alternatives, the purchase decision and post purchase behavior marketers can pick up many clues
as to how to meet buyers need.

ALL ABOUT MARKETING STRATEGY

Marketing strategies serve as the fundamental underpinning of marketing plans
designed to fill market needs and reach marketing objectives. Plans and objectives
are generally tested for measurable results. Commonly, marketing strategies are
developed as multi-year plans, with a tactical plan detailing specific actions to be
accomplished in the current year.
Marketing strategy involves careful scanning of the internal and external
environments. Internal environmental factors include the marketing mix and
marketing mix modeling, plus performance analysis and strategic constraints.
External environmental factors include customer analysis, competitor analysis,
target market analysis, as well as evaluation of any elements of the technological,
economic, cultural or political/legal environment likely to impact success. A key
component of marketing strategy is often to keep marketing in line with a
company's overarching mission statement.
DEFINATION OF MARKETING STRATEGY:Marketing strategy is defined by Prophet's David Aaker as a process that can allow
an organization to concentrate its resources on the optimal opportunities with the
goals of increasing sales and achieving a sustainable competitive advantage.
Marketing strategy includes all basic and long-term activities in the field of
marketing that deal with the analysis of the strategic initial situation of a company
and the formulation, evaluation and selection of market-oriented strategies and
therefore contribute to the goals of the company and its marketing objectives.
According to Shaw, Eric Marketing Strategy: From the Origin of the Concept to
the Development of a Conceptual Framework. In Marketing, there is a framework
for marketing strategies.

 Market introduction strategies

"At introduction, the marketing strategist has two principle strategies to choose
from: penetration or niche".
Market growth strategies
"In the early growth stage, the marketing manager may choose from two additional
strategic alternatives: segment expansion or brand expansion.
Market maturity strategies
"In maturity, sales growth slows, stabilizes and starts to decline. In early maturity,
it is common to employ a maintenance strategy, where the firm maintains or holds
a stable marketing mix".
Market decline strategies
At some point the decline in sales approaches and then begins to exceed costs. And
not just accounting costs, there are hidden costs as well; as Kotler observed: 'No
financial accounting can adequately convey all the hidden costs.' At some point,
with declining sales and rising costs, a harvesting strategy becomes unprofitable
and a divesting strategy necessary".
Early marketing strategy concepts were:
Bordens marketing mix
"In his classic Harvard Business Review (HBR) article of the marketing mix,
Borden (1964) credits James Culliton in 1948 with describing the marketing
executive as a 'decider' and a 'mixer of ingredients.' This led Borden, in the early
1950s, to the insight that what this mixer of ingredients was deciding upon was a
'marketing mix'".
Smiths differentiation and segmentation strategies
"In product differentiation, according to Smith, a firm tries 'bending the will of
demand to the will of supply.' That is, distinguishing or differentiating some
aspect(s) of its marketing mix from those of competitors, in a mass market or large

segment, where customer preferences are relatively homogeneous, in an attempt to

shift its aggregate demand curve to the left (greater quantity sold for a given price)
and make it more inelastic (less amenable to substitutes). With segmentation, a
firm recognizes that it faces multiple demand curves, because customer preferences
are heterogeneous, and focuses on serving one or more specific target segments
within the overall market".

RESEARCH METHODOLOGY
MARKET AND MARKETING STRATEGY OF BRITANIA
1 Strategy Formulation
Framing Mission and Objectives:In the step Britannia Company Forms its mission and objective, which has been
decided by top level management mainly by Mrs. Nasali wadia and Ms. Vinita Bali
Analysis of the Internal Environment:In this part Britannia company analyzes its strength, weakness , opportunity, and
threat and decisions are made by the top level management or build up
automatically as company progressed up.
Analysis of the External Environment:In this part company done external analysis i.e. PEST analysis. In market
Britannia is a big name so politically he is strong, Chairmen Nasali wadia is
engaged in many Indian government and political society.
Gap Analysis:Britannia biscuits are the most selling biscuits brand across the globe; Britannia
biscuits are healthy, efficient, powerful, standardized, segmented according to
categories and cheap in price. So all together customer gets what they need,
sometime there is gap between their expectations and companies delivery of
product.
Framing Alternative Strategies:They have also back up plan, they use those plan according to the market
condition.
Choice of Strategy:Britannias first choice shop they kept Britannia contest to attract customer. They
can think differentiation as their alternate choice.

Strategy Implementation
Formulation of Plans: The strategy planned by top level management. But the implementation part has
done by Business level and function level. The plan that how can they achieved the
target. For this they divided the big work into small work. After that they
implement small work.
Programs and projects:After acquiring the biffest share in the market they are preparing their company for
the next step to achieve its goal. Their management is trained by the training
program to make them familiar with the Britannia family.
Resource Allocation:To develop Britannia Biscuits market Britannia Company is using various
resources such as physical resources, financial resources and human resources.
Structural Implementation:There is need for organizational structure to implement strategies. Britannia
companys structure is the framework through which an organization operates.
Functional Implementation:A manager can also change activity of the salesperson. The manager that is head of
the department of the Britannia Company takes all roles and responsibilities to get
the work done from others. The decisions taken by them are implemented by all
the workers or employees.
Behavioural Implementation:Britannia is very much employee oriented organization the marketing departments
have given the performance bonus &they have been send to the factory to
demonstrate biscuits.

Strategy Evaluation
Setting of Standards:In this level manager set target to his sales person, generally every departments
work on target basis.
Measurement of Performance:Now in this case manager analyze that whatever the target had given to the sales
peoples has done or not.
Comparison of Actual Performance with standards:Now they check theactual performance of the sales people and analyze the
performance.
Finding out deviations:In this case they check why the sales people not ableto achieve the target, whatever
the target had given to the sales people wherewas the deviation.
Analyzing Deviations: After that the manager and top level management check that deviation.
Taking Corrective measures:After that manger tries to solve those deviation, Basically the sales people will
again send to the training field review and on job training, this is the method
Britannia adopts quite often.
The companys policy is customer satisfaction with less price as well as quality.
Target maximum customer and sale of maximum volume. The company wants to
reach the product in every segment of customer. also have targeted to urban, rural,
city town and villages area of a market. High promotion for selling the product and
achieve maximum market share. The company wants to increase the profitability
by selling of maximum quantity. The company is facing high competition so the
profit margin is low but high turnover. The companys major competitors are

PARLE, SUNFEAST ANMOL and PRIYA GOLD, Britannia volume crossed one
lakh ton biscuit in1994
BRANDING (Brand Management):

1. Create Brand Recognition

Instead of just advertising on Bats of cricket stars, Britannia should think of getting
a single person as their ambassador, someone with whom the youth identify
with(Considering that Rahul Dravid is slowly retiring from all forms of
International Cricket). It could be a cricket star like the ever green Sachin
Tendulkar, but yet again cricket is a risky affair, or someone who will always be in
the news for the right or the wrong reasons like Ranbeer Kapoor from
bollywood.
2. Brand Knowledge
There should be campaigns in school, in class 6 and 7 (that is when an
individual starts forming his/her own perception about brands and available
consumer goods).
The campaigns could be tied up with Inter school Competitions or
something that creates and spreads awareness. For example: National Health
Mela in Delhi, which is an annual event and invokes participation from all
major schools in Delhi. The event is a national level event and is done to
spread awareness about health issues amongst the youngsters from a delicate
age when perceptions, beliefs and attitude are still developing.
3. Brand Preference
Britannia enjoys almost a 40% share in the biscuit market and also its cake sales
for Fiscal 2010 11 have grown at 62% (by value)from 1,193,097 to 1,936,793
which shows that the brand does enjoy a deep preference amongst the masses but
needs to work on promoting it in a better way in each target segment.

PRODUCT LINE
Innovation is key for the success. It is more so, in confectionery items for it is hard
to maintain the same curiosity levels for the brands particularly, among the youth.
Bangalore based Britannia Industries Ltd., with a portfolio of 35 brands of biscuits
known this truth.

BRITANNIA MARIE GOLD

Britannia's oldest brand enjoys a heritage that spans the last 50years - and going
strong. It is famous for its Britannia and Tiger brands of biscuit, which are popular
throughout India. Britannia has an estimated 38% market share. In a market
swamped with me-too products and where even the name 'Marie' has become
generic, Britannia Marie Gold has maintained its strong hold. Today, the everpopular Marie Gold is synonymous with the 'Tea Time Biscuit'. Its taste, crispiness
and lightness make it a must for every tea break. It is the #1 brand in its category
by a long shot.
"Fifty-Fifty": Britannia initially introduced this sweet and salt biscuit product to
capture the Parle's "Krackjack" market share.
Launched in 1993, 50-50 because of its "Hatke" taste and youthful appeal quickly
emerged as the leader of category with more than one-fourth of market share. It
bridges the gap between biscuits & snacks and tries to bring the best of many
worlds- Biscuits bhi Snack bhi, Sweet bhi Spicy bhi, Baked bhi Chatapata bhi. The
new product being baked and in bag format allows guilt free snacking both in and
out of home and thus making housewives "Snack happy".

Britannia's Pride

With the launch of another new product "Tiger" Britannia made a significant shift
in its own business arena. The new product "Tiger" was launched in red coloured
packs to attract the eyes of the rural consumers as the rural consumers prefer this
colour very much. The later variants under the same brand name were having
different colours. But there market capturing capacity were lesser then that of the
Red coloured packed Britannia Biscuits. The micro packs @ Rs2 per 15gms were
pushed to market to expand the market to untapped areas and also to create new
customers by making it affordable even to a BPL consumer also. This has resulted
in further increase in Market share and also consumer preference.
Britannia Good Day was launched in 1986 in two delectable avatars - Good Day
Cashew and Butter. Over the years, new variants were introduced - Good Day Pista
Badam in 1989, Good Day Chocochips in 2000 and Good Day Choconut in 2004.
This rich cookie enjoys a fan following of consumers across all ages, loyal to the
brand promise of a great taste, evident from the visibly abundant ingredients. Good
Day is among the fastest growing brands in Britannia's portfolio and it has been the
leader in the cookies category ever since its launch. The brand is synonymous with
everyday treats that infuse happiness into people's lives.
Cakes
Britannia entered the cake market in the year 1963 and is the leading player in the
market. Britannia Cakes range is divinely scrumptious and has Bar Cakes, Chunk
Cakes and Cup Cakes which were launched in 2005. Bar Cakes are available in
variants that include Fruit, Butter Sponge, Chocolate, Pineapple, Milk, Vanilla

Chocolate and Orange. Apart from being delicious, these snacks are packed with
healthy ingredients making them wholesome & delightful.
Britannia Dairy Whitener is known for the taste, thickness and creaminess it lends
to our foods and drinks. Available in carton packs and pouch refills, Britannia
offers you Dairy Whitener for all kinds of servings... the single serve pack, the
double cup pack and so on... going up to an entire month's supply of dairy
whitener.
Britannia NutriChoice provides you with a range of snacks and NutriBix which
are inherently healthy yet do not compromise on taste and come with a promise of
adding goodness to your lives.

CONSUMER DISTRIBUTION CHANNEL

COMPETITORS
MAJOR INDUSTRIY CONTRIBUTORS
Britannias competitors are Parle product ltd, Priya Though Britannia is the oldest
company in the Indian market but the company is facing tuff competition. gold
Sunfeast , and Anmol and also have some local companies Britannias biggest
competitor is parle company and also have some other worldwide company as
Bakemans 10%,smithkline 08%, Nutrie04%,Kwality 04% Others 4% , but Parle
has 30% of market share and the Britannia has 40% market share Parle is biggest
threats for Britannia.

DATA ANALYSIS AND FINDINGS

SWOT ANALYSIS
Strength:1. Around 120 years in the industry
2. Indias most trusted brand with strong brand recall
3. Wide range of bakery products like biscuits, rusks, cakes and dairy products
like milk, butter, cheese, etc.
4. Strong distribution network ensuring proper availability of the products even
in the remotest of areas
5. Major share in biscuits industry
6. Marketing and advertising efficiency
7. Innovative products for health conscious people like oats and porridge, Nutri
Choice biscuits for diabetes patients, Vita Marie Gold, etc.
8. Strong presence in rural markets
9. Products for all food and snacks segments
Weakness:1. Lower market share in dairy segment
2. Heavy expenditure on advertising and marketing
3. Similar products produced by many companies means high brand switching
Opportunity:1.
2.
3.
4.

Increase in purchasing power of people in India

Increase its share in the dairy industry
Product line extension
Expansion in other countries

Threats:1.
2.
3.
4.

Lower price offering competitors

Local dairies and bakeries
Inflation can cause fall in sales and revenue
Rise in cost of raw materials
CONCLUSION

After going thick on the thing, now time is to make a complete picture. While making a
product a SKU (Stock Keeping Unit) of the shop retailers think about the GMROI (Gross
Margin Return On Investment) and they promote the brand which provide them highest.
They expect return in the form of profit margin, company schemes, window display and
references of the shop. Among these, company schemes make the differences and are the
highest source of motivation after profit margin. Retailing demands a constant push from
the company.
Marketer needs to use advertising and brand building strategies to address the discerning
buyers and retail push to in different buyers. The manufacturer should understand
consumer behavior because retailers can't help quality and price. It is only up to dealers
said it is demand they sell Britannia 42% agree that at retail shop it is brand popularity,
which determine the purchase of biscuit.
There is a greater need to understand the retailer behavior considering them as a team
working for the company may help them to be attached to the company. There 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.