Marketing strategies of packaged food companies in india. Dissertation

Marketing
Strategies
By
Packaged
Food
Companies
In
India
Nikunj
Agrawal
M.Sc.
Marketing
Management
Aston
Business
School
Academic
Yr.
2010
-‐
2011

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Acknowledgement
Writing a dissertation is always the most challenging part of a student’s life. It was definitely
the most important academic contribution by me. This however would not have been possible
without the encouragement and support of a few people. Here I take this opportunity to
display my gratitude towards them.
First and foremost, I would like to thank my professor, Dr. Erik A. Mooi for being a source of
support and encouragement, guidance and persistent help. Thank you sir for your time,
support and patience. My Sincere thanks to both academic and non-academic staff of the
Aston University and Aston Business School, for all their assistance.
I would like to thank my parents for love and support bestowed on me. Thank you for your
blessings. Also I would like to thank my friends for staying by me during the difficult parts in
the strange and unknown country. I would then like to thank all the data sources which helped
me complete the dissertation.
Last but not the least, I would like to thank God for all.
Nikunj Agrawal

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Abstract
This research attempts to study the packaged foods market in the lucrative Indian market. The
study gives an overview of the Indian packaged food market. Market leaders in the Indian
packaged food market in the six different categories of packaged foods are studied. Factors
such as the market leaders, market share, factors influencing buying, key drivers in the
packaged food market and future of the packaged foods in India are some of the important
aspects of the research.
To understand the successful marketing strategies and the role of marketing strategies in
company’s success, a company analysis of ITC Foods from the point of view of marketing is
done. Major information sources for the research is the internal and external data available
online. Importance of Innovation and competitive strategy in the formation of marketing mix
of ITC Foods is firstly studied. The effectiveness of proper execution of the marketing mix is
then studied with the help of various marketing theories and models propounded by marketing
scholars. The finding, recommendation of marketing strategies and the future on packaged
foods in India is then stated.

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Table of Contents
1. Introduction ..................................................................................................................... 7
1.1 Research Introduction ....................................................................................................... 7
1.2 Packaged Foods ................................................................................................................ 7
1.3 Industry Background. ....................................................................................................... 8
1.4 Indian Food Processing industry ...................................................................................... 8
1.5 Research objectives and road map. ................................................................................. 10
1.6 Research Structure .......................................................................................................... 11
1.7 Methodology ................................................................................................................... 11
2. Literature Review ......................................................................................................... 13
2.1 Definition of Marketing ................................................................................................. 13
2.2 Marketing Strategy ......................................................................................................... 13
2.2.1 Marketing mix ......................................................................................................... 16
2.2.2 Competitive Strategy ............................................................................................... 17
2.2.3 Porters Five Forces .................................................................................................. 18
2.3 Brand image .................................................................................................................... 19
2.4 Awareness of consumers and reasons for popularity ..................................................... 20
2.5 Factors influencing consumption and Brand Composition ............................................ 21
2.6 Marketing strategies by companies ................................................................................. 24
2.7 Importance of promotion ................................................................................................ 25
2.8 Innovation in food marketing ......................................................................................... 26
3. Methodology .................................................................................................................. 30
3.1 Research design .............................................................................................................. 30
3.2 Secondary research ......................................................................................................... 31
3.2.1 Sources of secondary research ................................................................................. 31
3.3 Constructs ....................................................................................................................... 33
3.4 Propositions .................................................................................................................... 33
3.5 Case study (Company Analysis) ..................................................................................... 34
3.6 Analysis type .................................................................................................................. 35
3.7 Models and theories ........................................................................................................ 35
4. Market overview ........................................................................................................... 36

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4.1 Area of Research: Indian Market .................................................................................... 36
4.2 Processed Foods India : .................................................................................................. 37
4.3 Indian Packaged foods market : ...................................................................................... 38
4.4 Consumer Trends Fuelling the Indian Packaged Food Market ...................................... 48
4.5 Key Growth Enablers ...................................................................................................... 49
5. ITC Case ........................................................................................................................ 52
5.1 ITC Company background ............................................................................................. 52
5.2 ITC Packaged Foods ....................................................................................................... 53
5.3 Company Culture ............................................................................................................ 55
6. Analysis and Discussion ............................................................................................... 57
6.1 ITC Marketing strategy Analysis .................................................................................... 57
6.2 ITC Corporate Strategies : .............................................................................................. 58
6.3 Porters Five Forces - FMCG Sector Of ITC ................................................................... 59
6.4 ITC’s Strategies with respect to packaged foods are ...................................................... 64
6.4.1 Entry into packaged foods ....................................................................................... 64
6.4.2 Product ..................................................................................................................... 65
6.4.3 Price ......................................................................................................................... 66
6.4.4 Place ......................................................................................................................... 67
6.4.5 Promotion ................................................................................................................ 68
6.5 Analysis of ITC Food’s organizational effectiveness ..................................................... 69
6.6 Innovation And Competitive Strategy For Designing The Marketing mix - Marketing
Mix Development For Sunfeast Biscuits .............................................................................. 70
6.7 ITC Bingos’s Marketing Mix ......................................................................................... 72
6.8 Financial Data ................................................................................................................. 73
6.9 Sales Of Food Sector And Its Projection : ...................................................................... 74
6.10 ITC Strategy analysis .................................................................................................... 75
6.11 ITC’S New Challenges: ................................................................................................ 75
6.12 ITC Case Conclusion : .................................................................................................. 76
7. Emerging New Categories and the future of Packed and processed foods in India77
8. Findings and Recommendations and Research Gap ................................................. 79
8.1 Findings of the research. ................................................................................................. 79
8.2 Recommendations ........................................................................................................... 80
8.3 Research Limitations and further research scope ........................................................... 81
9. References ...................................................................................................................... 82

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1. Introduction
1.1 Research Introduction
This study tries to give a picture of the current market scenario of the Indian packaged and
Instant food industry and the marketing strategies used by the companies. The Indian
Packaged food industry is observed in a complex and dynamic environment.
The research begins by understanding the Indian Packaged food market. An overview of the
consumers, their needs, the products in the Indian Market will be carefully analysed. The later
part of the research explains the positioning of the market leaders in the market and the
marketing strategies adopted by them to capture the lucrative Packaged food market. Apart
from the Mighty 4 P’s there are many other factors which play a very important role for
designing a strategy in such a way that it is flexible to the environments affecting the business
and industry. To name a few Situation analysis, marketing tactics, marketing budget, resource
allocation, operational timeline and etc. Innovation strategies used in the food industry will be
studied, revealing an inappropriate focus on internal knowledge.
1.2 Packaged Foods
The phrase 'food' means the chemical substances consumed by the human body in order to
keep the body in an active and healthy condition. The body needs food for its growth, repair,
replacement and treatment of the worn-out tissues. Therefore, food has to deliver the required
energy, raw material, and other regulating constituents, like minerals and vitamins, for the
efficient and smooth functioning of the body, apart from fulfilling the calorific needs like
protein, fats, carbohydrates, etc., Oxford Advanced Learners Dictionary defined instant food
products as “Instant food products which are prepared and packaged often in powered form
are required only the addition of a liquid as water or milk for final preparation”.
The Instant food products, which originated in Japan with Instant noodles had its beginning in
India in 80’s, are found today in the kitchen shelves of every Indian household. The
advancement of science and technology offered the people new foods processing vessels,

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tools and equipment, despite this fact, people are still searching for new methods to prompt
up the cooking activities with a view of coping up with their mechanical life, as they lack of
adequate time to cook in the conventional Indian methods. In this ever changing social and
domestic scenario, both women and men have to unavoidably go for work and are employed
to supplement their income, as a result of this, cooking food in the conventional methods is a
suffering for women. Capitalizing this situation, business houses ranging from small time
manufactures to multinational corporations have started innovating and commercializing
“easy to cook food items” like noodles, vermicelli, gulab jamun, instant idli, vada, dosa mix,
etc., that are otherwise called instant. The instant food products are not only easy to cook but
also have a significant role and place in the celebration of the family functions and religious
functions of the people.
1.3 Industry Background.
India being the world’s succeeding major producer of foods after China, is expected of being
biggest food industry with agricultural and food sector contributing 26 per cent to Indian
GDP. It has the capacity of producing over 700 million tons of food products every year; is
expected to be doubled of what it is in the coming ten years. Foods has the largest share in
consumer expenditures in India. Foods and food products count for more than 53 per cent of
net private consumption. The stake in expenses is considerably more than in developed
countries, where consumer spending for food and their food products sum up to about 20 per
cent. (www.tata.com, 2010).
1.4 Indian Food Processing industry
India saw quick economic growth powered by economic transformations during the phase of
2004 to 2007. FDI inflow increased and GDP growth was at 8-10 per cent during the period.
The global economic downturn seen in 2008 had a deep impact on the economy with
industrial output slowing down and inflation increasing by two percentage points over the
previous year to 8.3 per cent. However, real GDP growth still remained as strong as 7.3 per
cent.
With India’s huge population base, steady macro-economic environment and a rise in middle
class population, processed foods has been one of the fastest growing segments in the Indian
market. Rapid lifestyle change, especially in the urban areas, has caused a histrionic rise in the
demand for packaged, processed, ready-to-eat foods and food products.

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With he entry of food multinational companies and the propagation of Quick Service and fast
food Restaurants (QSR) outlets have indeed further added to the boost of the packaged food
industry. The proliferation of modern-day retail business types and the rapid increase of
hypermarkets/ supermarkets, fast food outlets and shopping malls combined with the
promising industry trends is adding to the fundamental shifts in the Indian grocery and food
industry.
The food processing and production industry in India is considered to be one of the largest in
terms of growth, production, export and consumption prospects. Significant sub sectors in the
food processing industry are, fish-processing, processing of fruit and vegetable, milk
processing, packaged/convenience foods, meat and poultry processing, grain processing, soft
drinks, and alcoholic beverages. . (Sajani Mrinalini Dutta, Rohit Chadha, Rohit Bhatiani
(2008).
In the past few decades, Indian companies have taken big and vital steps in producing milk,
food grains, vegetables and fruits. The production of raw food materials is worth over Rs
60,000 crore in India. After the calculation of primary, secondary and tertiary processes, total
sum of the food industry is estimated as Rs.1,10,000 crores. This huge cost overrun replicates
the alluring opportunities in the food-processing industry, offered to the Indian economy to
the whole and to the entrepreneurs in individual. The attractive marketing opportunities lie in
advancing the grains and commodities to branded and packaged products and into convenient
foods, which yield value for money paid. Products aimed towards young adults and children
and products providing to those who live a rapid modern-day life are the need of the hour.
Appreciating the potentials in the food market and with a view of providing further boost, the
government has provided exemption from excise duty for ice cream, condensed milk,
preparations of meat, pectin’s, fish and poultry, yeast and pasta. Adding to the relief, excise
duty on a few ready-to-eat and packaged foods is curtailed from 16% to 8%. (Budget, 2007)
The volume of packaged foods market in India is valued to be US $ 10 million & with the rise
in the segment, it is expected to cross US $ 20 million by the end of the year 2014. Packaged
food contribution is now 4 % of the total Food and Grocery (F&G) market, is anticipated to
reach 5 per cent of total food & grocery market by 2014. . (Sajani Mrinalini Dutta, Rohit
Chadha, Rohit Bhatiani (2008).
The Food processing industry plays an important role in associating the farmers to the end
consumers in the Indian domestic together with the international markets. Food processing

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along with efficient marketing efforts has the capacity of resolving the basic agricultural
problems like wastages, surpluses, reasonable remuneration to the harvesters and growers and
rural jobs. Keeping a view of 10 years ahead, production of foods is anticipated to double.
These harvests, if processed and marketed briskly, can led to become India the leading
suppliers of food, globally.
Among the processed food segment, Packaged food products occupied a considerable shelf
space in stores and super markets in India. Food companies through instant food products had
provided high quality food choices, which would have been inconceivable to ancestors.
Instant food mixes formed a range of convenience food for households, being easy to use
without terminal processing and women found it very convenient to use. It helped them to
save time and effort and relieved them of the tedious jobs of collecting various ingredients,
cleaning and sorting them and preparing food.
1.5 Research objectives and road map.
1. Reasons of popularity and rising demand for packaged and instant foods in the indian
market
2. The market leaders and the Brand Composition of the various packaged food products in
the Indian Market.
Factors that will help us analyse this are :
• What made them the leaders
• Reasons for the preference and Brand Loyalty.
3. Marketing strategies adopted by ITC Foods, in the Indian packaged food market.
• The Strategy by ITC Foods with respect to demographics, product life cycle stage,
competition, area of operations and etc will be studied and taken under consideration.
• The efficiency and effectiveness of ITC Foods’s functional and departmental activities
will be analysed.

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1.6 Research Structure
The research is structured in two fundamental parts. While the first part of the paper attempts
to present a clear understanding of the current food industry situation, providing reasoning
behind the increased amount of products and services continuously appearing on the market.
The analysis will comply the market leaders, the brand composition in the market, the brand
preferences, reasons for preference and etc. The second part aims at explaining the Marketing
strategy adopted by the market leader by illustrations and Indian Market facts. It will cover
the marketing strategies adopted by ITC Foods in the Indian packaged food market. A Case
study based on the company’s current position will be formed and the marketing strategies
adopted by the company will be then analysed.
Once these two parts have been explained and fully understood, they will materialize
1.7 Methodology
The research tends to understand the packaged foods market in India. For understanding the
marketing strategy, The primary data sources are available public data, industry studies and
selected private data files to measure trends in packed food sector. Research will take a close
look into the articles, readings, and publications about successful marketers and various
packaged food companies strategy implications.
Additionally the structure of the research presented, so as to give a clear explanation of each
construct and the propositions taken, is designed in such a way to answer the research
questions with all the components of the paper. Research will be aided by graphical
representations and marketing models to add theory aspect and make the research intact with
the theories.
The research is then followed by concrete recommendations to answer the final research
question, that is understanding the Marketing strategies in the Indian Packaged food Industry.
1.8 Contribution by the Research
The research tends to contribute towards the strategy planning and execution element of
marketing, successfully executed or in progress in the Indian market.
It will prove as a navigator for the managers of the SME’s which tend to enter the
complicated but lucrative Indian packed food Industry.

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The findings in the research of the successful marketers will act as a bench mark for the
new entrants or failures in the packed food industry.

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2. Literature Review
In this chapter, research works done in the past regarding awareness, factors influencing the
consumption, brand loyalty, brand composition and demand estimation of food products by
researchers and scholars has been reviewed and presented. The literatures and the studies
done will help in understanding the marketing mix of the companies.
2.1 Definition of Marketing
“Marketing is a social process by which individuals and groups obtain what they need and
want through creating and exchanging products and values with others.” - (Philip Kotler).
Marketing is a process of analysis, planning, implementation, and control with a view of
achieving organizational objectives by delivering value to the targeted market.. “It relies
heavily on designing the organization’s offering in terms of the target markets’ needs and
desires, and on using effective pricing, communication, and distribution to inform, motivate,
and service the markets”. - (Philip Kotler, 2008). While Some of the definitions of marketing
include The elements of profit. The Chartered Institute of Marketing defines the term as " the
management process responsible for identifying, anticipating and satisfying customer
requirement profitably ". (www.marketingteacher.com) According to others, like (Chandler in
http://idl-bnc.idrc.ca/) have stressed into the promotional characteristic of marketing where
marketing consists the vital components of – information about your customers/potential
customers who are gearing your products and services and making sure they know about you.
Cronin's definition covers everything outlined so far. To (Cronin in http://idl-bnc.idrc.ca/),
marketing Is “a consumer-oriented philosophy”. According to Cronin, marketing can be very
well defined in just a word, ‘proactivei1'. Hence according to service philosophy, marketing is
an exchange relationship, being user-oriented rather than being product-oriented and
ultimately aims towards satisfying customers needs.
2.2 Marketing Strategy
Marketing strategy is where you specifically define, how the business is going to achieve its
objectives, by setting goals and high-level strategies. A study into marketing strategy will take
us through the different aspects of strategy formulation, implementation and its effects.

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Kotler (2003) defined marketing strategy as “a set of business principles that an enterprise
uses to serve its customers and achieve profitability.” Armstrong and Kotler (2003) realized
that marketing strategy is designed to direct an organization to use its resources optimally to
meet the customer requirements and realize its marketing goals in a more efficient way than
its competitors. While some of the others regarded marketing strategy to be four dimensional,
channel strategy, including low-cost strategy, branding strategy, and innovation strategy.
Hence it can be derived that marketing strategy and product innovation are inter-related and
closely linked. Therefore Innovation is given importance in our study and different aspects of
Innovation related to the industry will be studied.
Although marketing strategy has been proposed in many different ways, most researchers,
scholars and theorists have explained marketing strategy via the incorporated aspect of 4P’s -
Product, Price, Place, and Promotion. (Kotler, 2003).
Implying the theories, it can be said that Marketing strategy is the marketing sense through
which an organization tries to achieve its marketing objectives by optimum utilization of
resources and opportunities in the market. It reflects the strategies for target markets and
positioning accordingly to build the firm's differential advantage. It should include the market
segments where the company will target. These segments differ in needs and wants, responses
to marketing, and profitability. The company should then work into those market segments
where it can best perform from a competitive point of view. It should develop a marketing
strategy on the basis of feasibility and potential success for each targeted segment
accordingly. Matching of the activities of an organization to the environment in which it
operates is referred as strategy. Marketing strategy formulation involves setting the objectives
of an organization by performing the internal and external analysis.
Though formulating a strategy which is consistent and constant in nature is a difficult task for
any marketing team, performing the strategy work that is, implementing it as it was planned
throughout the organization structure – is even more difficult (Hrebiniak, 2008). There are
countless factors that can potentially affect the process of successfully implementing the
strategic plans in the organizational action. Strategy implementation, unlike strategy
formulation is many times considered as a craft, instead of a science, and the previous
researches have described it as as uneven and eclectic (Noble, 2008). It can be implied that,
even after a comprehensive strategy, strategic framework or single strategic decision has been
planned and formulated, significant difficulties and practical problems are usually
experienced during the successive implementation process.

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Here are some of the illustrations in the packaged food market over the previous few years,
where many companies have successfully implemented their strategies and without increasing
their sales volume significantly, they have increased the net earnings. It was done by
implementing the strategies successfully. Either by improving productivity, raising prices,
simplifying promotions, or by cutting product costs. Companies focused on Product
development through line extensions than developing new products.
In the coming years, beverages and packaged food sales are just expected to increase by mere
2 percent—and much of it is prospected through non-traditional and unorganized food service
channels. As a result of the fact that beverage and food expenditure is virtually flat,
competition among companies and producers is sure to intensify. In the cut throat Indian
Packaged food market, it can be said that commercialization and product development is the
need of the hour for succeeding.
In our study of processed and packaged foods which are novel to Indian market and
consumers, majority of Indian consumers and potential customers have had less of experience
and hence have not exactly developed predisposed and willful attitudes towards processed and
ready to eat products. Moreover, food and taste is closely affiliated with the rick Indian
culture.
Our research unearths that in order to achieve their business goals how important is the role of
product development and commercialization. After a company defines its objectives clearly,
level of performance would be realized. The dimension in which the company appears to be
the most distinguish and capable from the rest, should incorporate the business practices foe
its product development.

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For designing the marketing mix for the strategy planned, a strategic fit of companies
resources and the market opportunities should be considered.
2.2.1 Marketing mix
Marketing mix is defined as A planned mix of the controllable elements of a product's
marketing plan commonly termed as 4Ps: product, price, place, and promotion.
These four elements are adjusted until the right combination is found that serves the needs of
the product's customers, while generating optimum income.
http://www.businessdictionary.com/definition/marketing-mix.html)
A marketing mix must be designed with carefully keeping in mind the following aspects
* the right product
* sold at the right price
* in the right place
* using the most suitable promotion.
Each element of the marketing mix should be designed keeping the following aspects in
consideration:
* The product should have the required right features – ex. It should be attractive and
efficient.
* The pricing must be reasonable and right. Consumer should buy in bulk to generate more
profits
* The goods should be placed in the right location at the right time. Having the goods
available to the consumers every time.
* The products need to be made aware to the public informing their existence and availability.
(www.thetimes100.co.uk [online)

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2.2.2 Competitive Strategy
“A firm's relative position within its industry determines whether a firm's profitability is
above or below the industry average. The fundamental basis of above average profitability in
the long run is sustainable competitive advantage. There are two basic types of competitive
advantage a firm can possess: low cost or differentiation. The two basic types of competitive
advantage combined with the scope of activities for which a firm seeks to achieve them, lead
to three generic strategies for achieving above average performance in an industry: cost
leadership, differentiation, and focus. The focus strategy has two variants, cost focus and
differentiation focus.”
(Porter, Michael E., "Competitive Advantage". 1985)

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2.2.3 Porters Five Forces
“Porter's 5 Forces analyses the external factor to an industry that affect the nature
of competition within it, the forces inside the industry (microenvironment) that influence the
way in which firms compete, and so the industry’s likely profitability is conducted in Porter’s
five forces model. A business has to understand the dynamics of its industries and markets in
order to compete effectively in the marketplace. Porter (1980a) defined the forces that drive
competition, contending that the competitive environment is created by the interaction of five
different forces acting on a business. In addition to rivalry among existing firms and the threat
of new entrants into the market, there are also the forces of supplier power, the power of the
buyers, and the threat of substitute products or services. Porter suggested that the intensity of
competition is determined by the relative strengths of these forces.”
(http://www.coursework4you.co.uk)

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2.3 Brand image
The processed food consumer market is highly dependent on the factors like Brand Image and
satisfaction. A study of Brand image will guide us understand the different aspects of Brand
image and consumer perception on Branding and Product selection.
Rajarashmi and Sudarsana (2004) revealed that, almost all the sample respondents preferred
branded products and if their favourite brand is not available in the retail shop, they will go
for another store and their favourite brand. If it is not available in the market, the respondents
are ready to postpone their decision. It is clear with the research that consumers just don’t
want to buy the product but give preference to the brand they like. In the Indian packaged
food market where the buyers have lots of options, they still prefer the brands they want to
buy.
Kim-Hyunah et al. (2005) analysed the relationship among brand equity factors (brand
awareness, brand image, brand preference and brand loyalty) and suggested a strategy for
brand management in contract food service management companies. He concluded that brand
awareness has positive effect on brand image and brand preference and recommended that the
contract food service companies should focus on improving brand awareness as a brand
strategy. In the intense race of packaged foods companies, it is thus very important for
companies to design their promotion strategies in such a way that people are aware of the
product. In addition, brand preference and brand image have significant positive effects on
brand loyalty. Thus, the companies should strive to strengthen brand loyalty through building
brand preference and brand image. Brand loyalty promotes more customer visits, which is
directly related to profitability of contract food service management companies, the authors
concluded.
Al-Weqaiyan (2005), using the attitude behaviour model, conducted cross-national study, of
fast-food meals purchase intentions in Kuwait, where it was found that long term marketing
success was highly dependent on generating and maintaining brand loyalty. It was discovered
that, repurchase action varies a result of four independent factors (1) Approach derived by
past experiences with the product and brand;(2) Perceived barriers of switching to another
brand from present brand; (3) propensity to go for variety as a result of boredom resulted
because of dealing with the consistent and same brand choices. (4) cultural differences were
seen in some characters of national character. It can be seen, that food products globally are
chosen with a lot of particularity and brand preference is built on the basis of constant value

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delivery to the customer.
2.4 Awareness of consumers and reasons for popularity
The purchase action is influenced by many factors. Foremost the consumer needs to be aware
of the product, its features, benefits derived and etc. Apart from advertising there are several
other means of consumers being educated. For ex. Word of mouth, attractive packing,
company image and etc. A study on consumer awareness and reasons for popularity will help
us understand the importance, means and effects of consumer awareness. Indian purchasing
pattern is changing. Branded products purchases have increased from 25 percent to 35 percent
over the past years. Products like KFC’s Chicken and Basmati rice have been successfully
implying the fact that there is a rise in demand for branded products, provided hygienically at
affordable reasonable prices.
Brown et al. (2000) reported that it has been important to educate the young consumers about
the nutritional benefits of foods, observing the routine and general behaviour and food habits,
especially during adolescence and found that there is an interaction between the youths food
preferences and nutritional awareness within the three environments namely home, social and
school. The observations indicate that there is development of some ‘individual traits’
especially during the adolescent years which surpasses the perceived domination of school,
home or social environment. The researchers suggest that the food consumption and
preferences are frequently of 'fast food' and ‘junk food’ types which feed them poor nutrition
and unevenly balanced meals. Although the youth consumers were aware of the facts and
healthy eating, the food consumption and preference behaviour did not seem to portray such
knowledge, especially within the social and school environments. The study made it clear that
educating the consumers about the product right from nurturing stage is equally important
even if the foods does not offer much of nutritional value.
Aaker (2000) regarded brand awareness as a remarkably durable and sustainable asset. It
provided a sense of familiarity (especially in low- involvement products such as soaps), a
sense of presence or commitment and substance and it was very important to recall at the time
of purchasing process. Apart from the conventional mass media, there were other effective
means to create awareness viz., event promotions, publicity, sampling and other attention-getting
approaches. Packaged foods which are generally consumed by people living in the

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urban areas, promotion and awareness thus becomes easier for the companies as the access
to people in urban areas is easier and convenient.
Beverland (2001) analysed the brand awareness for ZESPRI kiwi fruit within the markets of
New Zealand. The efficiency of the branding strategy used for the kiwi fruits in New Zealand
was studied. The implications from the research for ‘agribusiness’ in using the data,
composed of surveys of the kiwi fruit consumers in three of the major super markets in
Auckland, the findings suggested that there is a low level of Brand awareness of ZESPRI
among the consumers (n=106). It was indicated that the brand awareness could increase by a
customer relationship-making program, towards the targeted supply chain and target
customers. Customer relationship, though being a modern day marketing concept has become
a necessity for the companies to adhere, for creating a differential advantage over the
competitors.
Nandagopal and Chinnaiyan (2003) concluded that the level of awareness among the rural
consumers about the brand of soft drinks was high which was indicated by the mode of
purchase of the soft drinks by “Brand Name”. The major source of brand awareness was word
of mouth followed by advertisements, family members, relatives and friends. From the
research it is clear that buying behaviour in rural India is often an influence of trend
prevailing in the society. Innovative ways of promoting the product is the necessity for
spreading awareness and brand preference in the rural India.
It can be concluded that brand awareness is the first stage of acquiring customers. But there
are various ways of acquiring customers, it differs with the area of operation, price elasticity
and ways of promotion
2.5 Factors influencing consumption and Brand Composition
Kumar et al. (1987) examined the factors influencing the buying decision making of 200
respondents for various food products. Country of origin and brand of the products were
cross-tabulated against age, gender and income. Results revealed that the considered factors
were independent of age, education and income. The brand image seemed to be more
important than the origin of the product, since the consumers were attracted by the brands.
Thus brand image has an upper hand over the other factors influencing the consumption, and
brand image as discussed earlier is built wit constant delivery of value to the consumers

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building positive relations with the customers.
Silayoi and Speece (2004) suggest the significance of packaging and design as a way of
branding and communicating in the highly competitive consumer markets of packaged food
products. The packing conveys implied meaning, whether favourable or unfavourable and the
presumption about the product.
Underwood et al. (2001) advocates the impulsive imagination aspects of how a consumer
reacts to the product tastes, looks, smells, feels, or sounds at the time when they are watching
a product on the shelves. Furthermore, if the brand is competing in a highly competitive
market or a crowded category, an eye catcher trick for the crowd could be disrupting their
eyes as they walk past the shelf set. Some of the most vital quantitative tools are density,
spectral data, ink trapping, dot area and control of the observed area. It should be insured that
the printer uses these methods and devices for a better print quality on the package (Levey,
2004). The theories of Levey and Underwood talk about the first impression of the product. It
can be implied that the fist impression gives the customer a feel of the product. The product
should be designed in such a way that it conveys a positive perceived value of the product.
Jorin (1987) examined changes in spending power and buying habits of Swiss consumers
since the beginning of the 20th century and in the more recent past. Current trends include
greater emphasis on health and safety of foodstuffs and less attention to price, increased
demand for low calorie light products and increased demand for organically grown foods. For
young people, more concern with enjoyment and less for health, with more meals eaten away
from home, and generally an increased demand for convenience foods. The prospects for high
quality branded products are seen to be good. Quality is such an element in foods, which
cannot be overlooked.
Ryan (1982) recommended that attitude formation is influenced by normative beliefs, as
perceptions might be based on the information and reviews provided by the experts or by the
expectations and demands of other socially or personally significant people. He believed that
external expectations do affect internal and psychological predispositions (attitudes). For
example : in the case of new products. There are many ways of forming perceptions about the
products. In the case of an established product, the reviews, past experiences, the availability
and promotion by the company are few of the factors which lead to formation of moulding of
perceptions about the product. While in the case of products to be launched, the pre-launch
promotions, the product expectations, the content, innovation and etc. are seen.

23
Sabeson (1992) in his study stated that, high quality, price and taste of the product were the
major criteria based on which the consumers selected a brand of processed fruits and
vegetable products. Fruits and vegetables when sold without association of any brands the
above factors count. But after the radical change in grocery and food sales pattern, marketing
strategies and brand image do matter and play a vital role in the buying behaviour.
Rees (1992), observed that factors that influence the consumer’s intent and choice of
packaged food are advertising, texture appearance, flavour, means, reduction in traditional
cooking, disintegration of family, an increase in ‘snacking’. etc. Increasing use of microwave,
ovens and household and demographic role changes have moulded the eating habits.
Development and organization in retailing with as much as 80% of the food sales in
supermarkets is said to be vital. Consumers have been responding positively to messages and
notices about healthy and safe eating. They are particular of the ways in which the food is
provided and produced and want ‘natural’, safe and high quality food, priced reasonably.
While the study undertaken by Sheeja (1998) in Coimbatore district considered the quality
aspects like aroma, taste, freshness and purity as the major factors deciding the preference for
a particular brand of processed spices. It can be inferred that there are different characteristics
that build up the brand image and positive buying attitude of customers for food items in
India.
Kamalaveni and Nirmala (2000) reported that, there is complete agreement between ranking
given by the housewives and working women regarding the reasons promoting them to buy
Instant food products. Age, occupation, education, family size and annual income had much
influence on the per capita expenditure of the Instant food products. Women are still the
decision makers for household stuffs in India. The companies ought to decide the marketing
strategies according to the thinking, mind sets, perception and buying behaviour of women.
Kubendran and Vanniarajan (2005) elicited that the change in consumption pattern was due to
changes in food habits. If income and urbanization increase among consumers, the percentage
of income spent on consumption increases. The urban consumers preferred mostly branded
products compared to rural consumers. The most significant factors influencing buying
decisions were accessibility, quality, regular supply, door delivery and the mode of payment.
Ramaswamy et al. (2005) studied consumer behaviour towards instant food products in
Madurai, the second largest city in Tamil Nadu, India and observed that consumers do build

24
opinion about a brand on the basis of which various product features play an important role
in decision making process. A large number of respondents (78%) laid emphasis on quality
and 76% on price which is an important factor, while 64% of respondents attached
importance to the image of the manufacturer and 50% considered packaging as an important
factor and an equal percentage (50%) felt longer shelf life influenced them.
Low and Lamb Jr. (2000) came out with an interesting finding that famous and renown
brands exhibit multi-dimensional brand associations, complying with the fact that customer
have a more developed remembrance and memory structures with brands more familiar to
them. Consumers would generally spend more energy in recalling and processing earlier
information relating to familiar brands as compared to novel and unfamiliar brands.
From all the above researches it is clear that there are various factors that influence the
consumers buying behaviour for food products.
Some of the imperative ones are quality, price, promotion, social trends, family preferences,
brand image, past experiences and etc.
This research is concerned about the marketing strategies by the companies with reference to
the marketing mix designed by the companies that lead to market penetration.
2.6 Marketing strategies by companies
Food marketing
Food products usually require general marketing practices, techniques and approaches useful
for the marketing of other types of products and services. Topics such as segmentation,
targeting, positioning, test marketing, market entry strategy, branding, and consumer research
is the most suitable and highly appropriate for food marketing.
Above this, food marketing is influenced by various challenges and problems – such as to
deal with perishable products, where availability and quality varies as a matter of current
harvest conditions. Value chain – Value chain is the amount to which successive parties in
marketing channel adds value to the final product – is predominantly important. Presently,
new distribution and processing choices offer increasing opportunities available for food
marketers and producers to provide the customers with convenience. Marketing, processing
and services although added, result in visible higher costs (Kohls and Uhl, 2001)

25
The analysis of consumers assists companies in developing the marketing strategies by
gripping issues like :
• The psychology of consumers choices affected by factors like reason, sense, and choice
between different types of food (e.g. products, brands);
• The psychology of consumer being affected by the environment (e.g., family, culture,
media, signs);
• The behaviour of consumers while shopping or making other marketing decisions;
• Restrictions in consumer knowledge, customer education or information processing
skills affecting decisions and marketing results;
• How the customer motivation and decision strategies differ amongst food products,
different in the level of importance or interest which is caused to the customers; and
• How companies can develop and adjust the marketing strategies and marketing
companies to access the consumer’s minds more effectively.
The basic aim of the study after understanding the packaged food market is to analyse the
marketing strategy of companies in the market. Relevant models will be used for doing the
analysis, comparing the data with theories and coming on a conclusion.
2.7 Importance of promotion
The (Institute of Practitioners in Advertising (IPA) in tutor2u.net), the body representing
advertising agencies, defines advertising as :
"The means of providing the most persuasive possible selling message to the right prospects
at the lowest possible cost".
While Armstrong and Kotler (2003) give an alternative definition:
"Advertising is any paid form of non-personal presentation and promotion of ideas, goods and
services through mass media such as newspapers, magazines, television or radio by an
identified sponsor".
Mela Carl (1997) studied the long term effectiveness of promotion and advertisement on
consumers brand choice behaviour. A panel data of 8 years for a frequently purchased
packaged goods were taken as a base for answering two research questions. Firstly the
consumers behavioural response to variables of marketing mix such as change of price over a
long period of time. And secondly, the changes related to companies retailer promotion and

26
advertisement policies. Using the results, the researcher drew implication for the trend in
company policies related to pricing, promotion and advertisement. The researcher used a two-stage
approach, allowing him to assess the quarterly (medium term) effects of promotion and
advertisement along with their long term (infinite horizon) effects. The results observed were
consistent complying with the hypothesis tested that consumers tend to be more of promotion
and price sensitive across time as a result of increased promotion and reduced advertisement.
Neslin Scott (1999) developed a model and tried to examine the role of retail promotions in
assessing future brand loyalty of customers with the help of feedbacks given after purchases.
Purchase feedbacks denoted the effects of present purchases on brand preferences in the
future. The research was conducted on the basis of two product categories and comparison of
the effectiveness of non-price versus price retail promotion was done. It was observed that in-store
price promotion has a negative purchase feedback compared to non-promotion
purchases, while non-price promotions like sampling or features display had a negligible
effect or had a positive purchase feedback, compared to purchase made without promotion.
2.8 Innovation in food marketing
Roger and Shoemaker (1971), defines innovativeness as “the extent to which innovation is
adopted by an individual earlier than others in the system”. This definition advocates the time
adopted as a method to measure innovativeness by individuals.
TQM represents principles that are similar with innovation (Dean; Mahesh; Tang, Roffe and
Kanji; in TQM and innovation: a literature review and research ). In this context, the customer
focus principal motivates the organizations to search constantly for different and new
customer expectations and needs and hence leads the organization to be path breaking and
innovative with reference of introducing and developing new and innovative products as
recurrent adaptation to the changing needs in the market ( Juran, 1988). Consumer focus even
advocates the significance of pleasing customers. It implies that suppliers and providers just
do not need satisfy stated and basic requirements but to do it creatively that they exceed the
expectations and needs beyond performance. This strategy is closely related with innovation.
In a similar way, continuous improvement and up gradation encourages creative thinking and
change in how the work is conducted and organized. To conclude, the principles of
involvement, empowerment, and teamwork are also considerable in deciding the success of
innovation in the organization.

27
Midgley and Dowling (1978, p. 236) states innovativeness as: “the degree to which an
individual is receptive to new ideas and makes innovation decisions independently of the
communicated experience of others.” According to them, innovativeness is like a personality
trait which can have an influence over a range of product-specific behaviours, comprising the
early adoption of innovations.
An intermediate level of innovativeness - ‘product-category-specific innovativeness’, which
portrays definitive action on one hand, and abstract personality traits on the other has been
recommended by Midgley and Dowling (1978). They try to measure the effect of “innate
innovativeness” on the basis of various differences between individuals, situational factors
and variables which have an influence on the actual adoption of innovations.
Earlier studies have found that there is a relation between innovativeness and various
consumer characteristics discovered by various researchers such as opinion leadership
(Turnbull and Meenaghan, 1980), demographics, communication behaviour (Bass, 1969;
Boyd and Mason, 1999), and various consumer values (Daghfous et al., 1999). Extremely
innovative consumers generally are youths, economically affluent, highly educated and
qualified opinion leaders, who get the new product specifications and information directly
from the marketers and mass communication (Turnbull and Meenaghan, 1980).
Hirschman (1980) disputes that distinctive innovativeness only partly accounts for the
differences within individuals in the adoption behaviours. She anticipated that innate novelty
seeking, “conceptually indistinguishable from the willingness to adopt new products”
(Hirschman, 1980, p. 285) and creativity are complimentary, with the other variables, so that
to serve to clarify or to distinguish adoption behaviour.
Grounded on the two conceptual outlooks, Foxall (1988) advises that cognitive style
influences objectified consumer innovativeness more than cognitive level (creativity),.
Cognitive style is well-defined as “the individual’s characteristic mode of information
processing and is distinguished both conceptually and operationally from level of creativity
and cognitive level or complexity” (Foxall, 1988, pp. 80-81), and could be used to
differentiate customers in relations of behaviour of innovation adoption. Bonfield (1974)
discovered a greater normative influence on behavioural intents for customers with low brand
loyalty and higher education.
Apart from this, distribution and marketing concerned policies and decisions are now of the
supreme significance in the food marketing world. This is with respect to the existing
economic crisis state in most of the economic world and the cost effectiveness issues that

28
ought to be considered at fluctuating level of economic development. While reviewing
food-marketing systems from varied cultures, economic, political, environmental and cultural
aspects should be considered of the respective countries involved (Kaynak, 2002).
Furthermore, religious and cross-cultural food taboos should be taken into consideration
while conducting food business globally. For example, it would be as grave as a sin, trying to
sell pork-based products in Pakistan and other Muslim countries and beef-based products in
India. As both the food products are strictly prohibited due to religious constraints in the
respective countries, although their consumption is quite high in the western countries without
any constraints. This is the reason all the foresaid issues and conspiracies must be considered
while performing food marketing, globally. Though, best marketing and business practices
should be established to increase the business performance appreciably.
As the society has gradually turned into a knowledge society, the always rising significance of
knowledge demands a modification in rationals concerning innovation.
Nonaka, 1994 expressed that innovation is a process by which the organization creates and
defines problems and then actively or pro-actively develops new knowledge systems to solve
them. Nonaka's theory can be perceived as a continuation to the Schumpeterian theory, which
opposes the focus on unchanging products/processes and believes that firms should make
rivals' positions obsolete by creating or adopting innovations!Conner,(1991). Thus, the
relationship between knowledge and innovation lies at the core of competitive advantage and
can prove to give the firm sustainable competitive advantage over the competitors.
Our approach of marketing innovation shadows Nonaka's belief and is within the framework
of strategic value innovation. !Hamel, 1998; Kim and Mauborgne, 1999. Hamel, 1998
stresses that strategy innovation leads to wealth creation; it is explained as the capacity to
restructure the present industry model in such a way that it creates new and fresh value for
customers, undermines competitors, and produce wealth for all stakeholders in newer ways.
In marketing, the corresponding concept is marketing innovation.
Innovation lies in different aspects and functions of the business. This research focuses to
cover the significance of Innovation as an independent variable which has an effect on the
three of the 4 P’s of the marketing mix, namely:
• Product
Innovation has a lot to do with the product development, especially in the food
industry. Innovative techniques are being used to make the food taste better, to make
the food healthier and cost it less to the customers. Innovativeness is also very vital in
developing new products with creative ideas and efficient operations.

29
• Place
Packaged foods, a product purchased by the families or individuals to meet the
hunger need, needs to be placed strategically and wise fully to penetrate in the
markets. Ex. Availability of “lays chips” in the hill stations and remote areas. New
innovative techniques are developed by the companies to place the goods strategically
in the market such that, they do not loose out customers.
• Promotion
Innovative ways to promote the brands and spreading awareness are developed and
used in the current food markets of India.

30
3. Methodology
This chapter gives an outlook of the methodology used for the research undertaken to study
the Indian packaged food market, the awareness of consumers about packaged food products,
factors influencing consumption in choosing the particular brands in the study area and to
analyse the marketing strategies adopted by ITC Foods in the packaged food market.
3.1 Research design
The research design best suitable for our research is Exploratory type study.
As the term suggests, exploratory research is often conducted because a problem has not been
clearly defined as yet, or its real scope is as yet unclear. It allows to familiarize with the
problem or concept to be studied. It is the initial research, before more conclusive
research (definition of conclusive research) is undertaken. “Exploratory research helps
determine the best research design, data collection method and selection of subjects, and
sometimes it even concludes that the problem does not exist.”
(http://www.uoguelph.ca/htm/MJResearch/ResearchProcess/ResearchDesignDataCollectionT
echniquesandSelectionofSubjects.htm)
Another common reason for conducting exploratory research is to test concepts before they
are put in the marketplace, always a very costly endeavour.
Exploratory research can be quite informal, relying on secondary research such as reviewing
available literature and/or data, or qualitative (definition of qualitative research) approaches
such as informal discussions with consumers, employees, management or competitors, and
more formal approaches through in-depth interviews, focus groups, projective methods, case
studies or pilot studies.
(http://www.uoguelph.ca/htm/MJResearch/ResearchProcess/ResearchDesignDataCollectionT
echniquesandSelectionofSubjects.htm)

31
3.2 Secondary research
Research will be based on the secondary data collected. Its basically a desk based research.
Desk based research refers to analysis of data, collected by third party, often secondary
research.
Secondary data is the data that already exists which has been collected by someone else for
some other purpose. Secondary research involves the investigation and analysis of data from
secondary sources.
The origin of sources for secondary data varies with the research. Secondary data sources can
be from the firm itself – this is known as internal secondary data. Where as external
secondary data is the data that has been published by other organizations.
3.2.1 Sources of secondary research
For the successful completion of the proposed objectives, a secondary research was
undertaken.
The sources of data for our analysis are various types of internal and external secondary data
like annual reports by companies, market analysis by market research companies, newspaper
articles, already done researches, trade journals and etc.
Internal sources of secondary data:
Every department in an organisation will have its own data records that represent a potential
source of valuable data. For instance, records of past advertising campaigns within the
marketing department can be compared with copies of invoices held in the sales department in
order to judge their effectiveness and get ideas for future campaigns. Past sales figures can
also be used to spot trends and forecast future figures.
External sources of secondary data:
There are several sources of existing data available from outside of the organisation. Many
research, surveys and dissertation done by people will be used as the main source of data.
There are many books and researches used which were found in the Aston Library. Websites
such as Google, Google scholar, Emerald, EBSCOHOST, JSTOR, Aston E library were the

32
websites mainly used to access data online.
(http://tutor2u.net/business/marketing/research-secondary.html)
The secondary research helped establish knowledge base and give better insights for
interpretation, analysis and suggestions relating to the project.
For implying the theories and relating it to the market, lecture slides on marketing and
strategy, books by marketing experts, journals and articles will be used. According to the
research structure designed, the first part of the research will comply of the market analysis.
The analysis will comply the market leaders, the brand composition in the market, the brand
preferences, reasons for preference and etc.
Research will take a close look into the articles, readings, and publications of successful
marketers and various packaged food companies strategy implications for giving the market
overview.
The second part of the research is explaining the Marketing strategies adopted by ITC foods
by illustrations and Indian Market facts. It will cover the marketing strategies adopted by the
company operating in the Indian packaged food market.
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33
3.3 Constructs
The first Construct is taken as the marketing mix design of the companies. The elements of
marketing mix are dependent on two of major factors.
Product (ex. product development), place (ex. supply chain management and SKU’s),
promotion (ex. innovative ways to promote and create awareness about the product) and price
(ex. competitive pricing) are dependent on innovativeness and competitive strategy seeing the
area of operation. These factors will help to design the 4 P’s.
Therefore Product, place, price and promotion are the dependent variables, dependent on the
independent variable Innovation and competitive strategy.
The measurement of effectiveness of the 4 p’s will be the execution success of the marketing
mix and the observed results after the implementation.
Second construct is the effect of marketing mix in market penetration. Market penetration is
dependent on the marketing strategy designed by the company, which is portrayed by the
marketing mix of company.
Sales, market share and other financials are the metrics which can be used to determine the
market penetration.
In the second construct, Market penetration is the dependent variable which is depended on
the independent variables Product, Place, Price and Promotion.
3.4 Propositions
As per Prof. (Nick Lee, 2008, pg 127, 128) in the book Doing business research, a proposition
is, a statement that predicts a relationship between two or more variables, one that answers
research questions and makes predictions. The propositions valid for the research are as
follows:
• Marketing mix is led by Innovation and competitive strategy
• Effects on market penetration with the helps of 4 P’s of marketing mix
The propositions will be tested in the ITC Foods case.

34
3.5 Case study (Company Analysis)
Case study method is an in depth study of a particular situation rather than a sweeping
statistical survey. It is a method used to narrow down a very broad field of research into one
easily researchable topic. In simple terms case study is detailed analysis of a single case. A
case is defined as a single social setting.
A case study method is where, a case of market leader in the packaged foods market in India
will be studied and the marketing strategies adopted by them will be analysed.
(http://www.experiment-resources.com/case-study-research-design.html)
Possibly the key decision in a case study is the choice of case itself. The case should be
chosen for a solid theoretical reason, most commonly because it should be able to answer the
research questions. Therefore the case study formed is of the current market leader in the
packaged food market in India.
The company taken for Case study formation on the basis of their product line is ITC Foods.
ITC Foods is used in the analysis as a matter of fact to study the success factors and success
formulas used by the company in the packaged food sector
Company Segment Products
ITC Ltd. Staples, Biscuits, Snack
foods and Ready to eat
foods
Wheat flour, salt, ready-to-eat
meals, biscuits,
confectionaries, snacks
and cooking pasta
The main aim of forming the ITC case and giving its background is analysing the marketing
strategies adopted by the company.

35
3.6 Analysis type
Analysis for the case studies tends are more opinion based than statistical methods. The
general idea is to try and organize the company data into a convenient form and construct a
narrative conclusion around it. Case study evaluation and analysis will be of qualitative
research type.
Qualitative research design is perhaps the most flexible of the numerous experimental
techniques, comprehending a mixture of accepted methods and structures. This method of
research is particularly useful for testing the theoretical models by using them in real world
and market situations.
3.7 Models and theories
Theories are attempts to answer the `why' questions in social science. These theories differ in
their complexity (number of variables and links), scope and abstraction. Different marketing
theories and models are hence used in the analysis with a view of merging the gap between
theory and market reality. Marketing theories and models propounded by marketing scholars
like Kotler and Armstrong (2003) will be used with the due explanation. For example theories
like porters generic strategy model, PESTEL analysis, Porters five forces for industry
analysis, distribution channel and etc will be used.

36
4. Market overview
4.1 Area of Research: Indian Market
Across the world, India is counted as an essential food producer mainly because of its huge
and utmost arable land in terms of area. It is a leading producer of tea, milk, sugarcane and
pulses in the world. Also it is the second largest producer of wheat , rice , fruits and
vegetables.
Food processing industry is among the major industries in India .It is ranked fifth in terms of
export, production , consumption and the expected growth. The Indian food industry is valued
over US$ 200 billion and is anticipated to surpass US$ 300 billion by 2015. Even though
India is one of the major food producers in the world, it accounts for only 1.7 percent (valued
at US$ 7.5 billion ) of the world trade in the food sector. It is expected that by 2015 this stake
will increase to 3 percent (US$ 20 billion
The food processing industry in India is estimated at US$70 billion. In 2003 its share in
India’s GDP was 6.3 percent and 6 percent share in the overall industrial production. This
industry provides employment to 1.6 million workers.
India being the world's succeeding major producer of food after China , it has the potential to
become the biggest in the agricultural and food sector. The Indian Food Industry is always at
its peak as Indians have a feast around the year with large number of festivals and events
taking place. The consumption pattern in the food sector has shown remarkable changes due
to Indians having large disposable incomes and expenditure on food and their habits.
The increase in income is always complemented by modifications in the food baskets for
Indians. The proportionate expenses on cereals, salt, pulses, spices, edible oil , sugar etc
reduces once the expenditure class is upgraded by the households in Urban India. Whereas it
is seen that it is opposite where meat, eggs, fish , milk and its products, beverges, fruits are
concerned.
For example: In the rural India the proportionate expenses on staple food such as pulses,
cereals, gram declined from 45 percent to 44 percent. The expenses settled at 32% of the net
expenses in urban India for food.

37
4.2 Processed Foods India :
Processed foods have been majorly responsible for the change in consumption, where the
processed foods in the net food market account for more than 32 percent. The Indian market
is estimated to be US$ 91.66 billion out which processed food accounts for US$ 29.4 billion.
According to Confederation of Indian Industry (CII), in the span of coming 10 years the food
processing sector is capable to attract US$ 33 billion in terms of investment and employment
to 9 million person-days.
The government of India has framed and executed numerous Plan Schemes with a view of
providing financial help for creation of infrastructure, development and modernization of the
food processing units, research and development , support for human resource development
and various other promotional means so that the country’s processed food sector grows.
The food processing sector is enormous and it includes many activities like plantation,
horticulture, agriculture, animal husbandry and fisheries. It even comprises of various
industries that employ agricultural inputs for production and making of other edible products.
As per the Indian government, Food Processing Ministry , the food processing industry
consist od the following segments: processing of fruits and vegetable processing, poultry,
fisheries, dairy, processing of grains, meat processing ,lastly consumer foods which include
beverages , packaged foods and packaged drinking water .
Even though the food processing industry is quite huge, it is still at an emerging stage. Just 2
percent of the country’s total production which includes agricultural development and food
production is processed.
This industry is projected to grow at 9-12 percent in the phase of 2002 - 2007. Value
additions in food and food products are likely to rise by 35 percent by 2025, from the current
8 percent. Vegetable and fruit processing, which is 2 percent of the net production has
increased to 10 percent by the year 2010 where as it is expected to be 25 per cent by 2025.
The dairy sector contributes maximum to processed foods, where 37 percent production is
processed of the total dairy production. out of which, organized sector only process 15 per
cent. In the approaching decades this business is on the pathway to safeguard profitability
and pull exceptional investments worth Rs 1400billion or more.

38
(Annual report, Ministry of food processing India, 2004)
India saw a speedy growth in the economic segment with the help of economic reforms
during the phase of 2004 to 2007. FDI inflow increased and GDP growth was at 8-10 per cent
during the period. The global economic downturn seen in 2008 had a deep impact on the
economy with industrial output slowing down and inflation increasing by two percentage
points over the previous year to 8.3 per cent. Nevertheless, the real GDP growth remained
sturdy at 7.3 per cent.
4.3 Indian Packaged foods market :
The Indian packaged food market is projected to be US$ 10 million and is predictable to reach
US$ 20 million by 2014. Of the F&G(food and Grocery ) market packaged food constitutes 4
percent and is anticipated to be 5 percent of the F&G market by the end of year 2014.

39
The main categories of packaged food include, baby food, dried/ canned processed food,
dairy products, confectionery, frozen processed food, meal replacement products, ice cream,
noodles, pasta, nutrition/staples, ready meals, dressings and condiments, sauces, snack bars,
spreads, soup, sweet and savoury snacks, bakery products, etc. Exhibit 1 summarizes the key
players in the packaged food segment.
Company Segment Products
Hindustan Unilever
Staples, Beverages, Snack
Limited (HUL)
Foods, Dairy,
Tea, biscuits, instant
coffee, Ice creams, wheat
flour, salt, instant drinks,
jam, squash and soups,
Nestle India Pvt. Ltd. Beverages, Dairy, Snack
foods
Instant coffee, dairy
whitener, condensed milk,
chocolates, infant food,
and confectionaries
ITC Ltd. Snack foods, Biscuits,
ready to eat and staples
Wheat flour, ready-to-eat
meals, salt, biscuits,
snacks, confectionaries
and cooking pasta
Pepsico Snack Foods and
beverages
Fruit juices, Snack foods,
cereals, dairy derivatives
Dabur India Ltd. Culinary Products and
Beverages
Fruit Juice, coconut milk,
Cooking pastes, tomato
puree, chilli powder,
lemon drink, and honey
Cadbury India ltd. Confectionary Chocolates, malt foods,
hardboiled confectionary,
cocoa powder
Haldiram Marketing Pvt.
Ltd.
Snack foods Namkeen, Sweets, Syrups,
chips, crushes and papads
Britannia Industries Ltd. Bakery Products Biscuits, dairy whitener,
flavoured milk, bread,
cake, ghee and rusks
Godrej Industries Ltd. Staples and Beverages Edible oils, bakery fats,
vanaspati, fruit drinks,

40
fruit juices, fruit nectar,
and tomato puree
Parle Agro Private Ltd. Bottled water, Beverages
and Snack foods
The growth of the Indian processed food market is expected to be supported by the growing
and organized retail penetration. A number of categories, which are highly dependent on
organised retail-like frozen food products - are expected to witness significant growth in the
years ahead.
The segment that has shown maximum exponential growth is the ready-to-eat segment. Ever
since the processes of freezing and chilling products have become very refined,
technologically sound and subject to stringent hygiene practices, this sector has expanded and
is anticipated to grow in the coming few years. Staples, which are currently sold loose, are
also expected to undergo significant changes with the advent of private labelling. The trends
of wellness food, is expected to grow in the forms of nutritionally enhanced, fortified foods,
organic foods and probiotic food. Organic food is rapidly becoming a distinct and well-defined
category. Similarly, the other concepts mentioned here will grow as much and
gradually occupy more shelf space in the near future.

41
The market of packaged food in India is an anticompetitive monopolistic market. In all the
different categories of packaged food there are several players which have similar product
lines and comparable prices yet they are striving to differentiate their products with their
planned marketing strategies .The market can be further segregated in 5 segments
• Ready - to - eat packaged food
• Dairy
• Confectionaries
• Biscuits
• Snacks
• Staples
Ready to eat Meals
The Indian ready- to- eat market, was estimated to be of Rs. 128 crores (2006) and was
anticipated to grow to Rs. 2900 crore by 2015, according to the analysis done by Tata

42
Strategic Management Group, (TSMG). In their analysis, it was assumed that the factors
adding to the growth of this sub-sector would be changes like disintermediation, cold chain
development, streamlining of taxation, diminishing culinary skills, economies of scale
possessed by the supplier, complemented with rising disposable Indian's incomes, and the
necessity of convenience on the customer side.
Brands Description
Gits
Gits manufactures particular type of ready – to- eat, instant
foods, which covers a variety of ethnic traditional Indian
cuisine, and their recipes have a "Global acceptance".
Haldirams
The company provides particular Indian snacks in the packaged
forms of chats like, bhel puri ,alu tikki, dhokla, chana masala,
pao bhaji, pakoras, gol gappa and sev puri.
Ethnic Kitchens
Offers packaged syrups, sweets, namkeens, pickles, cookies,
aloo Masala, Kajui Ladoo, Bhelpuri, Bhujia, Chana Dal and
many more such items.
MTR
The company presently offers twenty- two
scrumptious, traditional and utterly ethnic Indian curries,
gravies and rice.
Priyafoods
Priya offers a variety of famous traditional and authentic
recipes like rajma masala, dal makhni, Punjabi chole, navaratan
korma, palak paneer, paneer butter masala. It also offers
southern delicacies like Mango Dal, Andhra Veg Pulav and
Gongura Dal.

43
Dairy
Market Share - Ready To Eat
9% ITC Ltd.
48%
8%
35%
MTR
Kohinoor
Others(Gits, Priya
Foods etc.)
The dairy sector ranks first in terms of processed foods with 37 per cent of the produce being
processed. The organized sector processes an estimated 15 per cent of the total milk output in
India. There are 676 dairy plants registered with Government of India, which come under the
organized sector. Milk and its products contribute about seventeen percent of the country’s
net expenditure on food and food products. The traditional products of dairy is responsible for
about fifty per cent of the net amount of milk produced. The dairy products market is
hopefully to grow at more than 20 per cent over the coming years.
Following are the facts related to Indian dairy industry as per Indian Brand Equity Foundation
(2008). Food Processing : Market and opportunities.
• “ India stands first in the world in terms of milk production .The output is expected to
be about 108 million tonnes, growing at a compounded annual growth rate of 4 per
cent.
• The dairy whitener market comprises of sweetened milk powders, condensed milk and
creamers. Its market size is estimated at US$ 450 million.
• Ghee is the most widely marketed and branded product with a nation-wide penetration
of 24.1 per cent. It is estimated to be growing at a rate of 8 per cent per annum
• The cheese market is estimated at US$ 2.49 million for (54000 tonnes in volume
terms), growing at a rate of nearly 10 per cent per annum. The organized cheese
market is dominated by processed cheese which accounts for 74 per cent market share
• The ice-cream market in India is estimated at US$ 226 million, with the organized

44
market at US$ 158.2 billion. This is currently growing at 20 per cent.”
Confectionary
The Indian Confectionary market is valued around Rs.2500 crore. The market is segregated
into seven major categories:
1. Hard boiled candies
2. Toffies
3. Eclairs
4. Chewing gum
5. Bubble gum
6. Mints
7. Lozenges
Perfetti van melle ITC Ltd. Nestle Cadbury
Cofitos
Candyman
Eclairs
chocotella
Minto
Munch Pop Choc
Alpenliebe
Polo
Centre mint
Milk chocolate
Centre fruit
Munch
Marbels
Fun bar
Chocoleibe
Kit Kat
Mentos
Polo power mint
Protex happydent
Milky Bar
Big babol
Kit kat Lite
Alpenliebe
lollipop
Happydent white
Frittella
Chatar patar
Alpenliebe
creamfills
Centre shock
Bubbaloo
Dairymilk
5 Star
Gems
Perk
Halls
Eclairs

45
Biscuits
The biscuit market in India is valued to be approximately worth Rs. 5000 crore. In the Indian
Biscuit industry out of the net production 60% percent is produced by the organized sector
and the rest 40% is produced by the bakeries which form a part of the unorganized sector.
Britannia ITC Ltd
(Sunfeast)
Parle Priyagold
Good Morning
Milk bikis
Pure magic
Treat
Good day
Nutri choice
50-50
Tiger
Marie
Dream cream
Milky Magic
Fit kit
Choco Nut
Butter Nut
Parle-g
Krack-Jack
Monaco
Kreams
Hide and Seek
Milk Shakti
Butter Bite
Classic Cream
Butter Lite
Big Boss
Marie Lite
Magic Gold
Market Share - Confectionery
3%
37%
7% 11%
42%
ITC Ltd.
Perfetti Van Melle
Cadbury
Nestle
Others(Parle,
Joyco, HUL etc.)

46
Snacks:
Snacks industry overview
The Indian Snacks industry is valued to be of 1800 Crore Rs. and is growing at a remarkable
10% every annum. In the world the Indian snack market is the largest and is dominated by
potato chips which has a share of about 85% in the total snacks market.
Product Price
(ITC Ltd)
Product Price
(Frito Lay)
Product Price
(Haldiram)
Bingo
Rs. 5
Rs. 10
Rs. 20
Lays
Rs. 5
Rs. 10
Rs. 20
Lehar Namkeen
Rs. 5
Rs. 20
Kurkure
Rs. 5
Rs. 10
Rs. 20
Namkeen
Rs. 5
Rs. 10
Rs. 20
Market Share - Biscuits
12%
10%
38%
32%
8%
ITC Ltd.
Priyagold
Britannia
Parle
Others(Bonn,
Anmol etc.)

47
as on June, 2008
Staples
Key players in the stales market are :
• ITC
• HUL
• Pilsbury
• Marico
• Nirma
Market Sahre - Snacks
16%
45%
27%
12%
ITC Ltd.
FritoLay India
Haldiram's
Others
Market Share - Staples
42%
21%
24%
13%
ITC Ltd.
HLL
Pillsbury
Others(Sri Lal
Mahal, Local
Brands etc.)

48
4.4 Consumer Trends Fuelling the Indian Packaged Food Market
Changing Demographics of the Indian Population
The population of India is younger in age, mostly urban, with greater disposable income and
high purchasing power parity (PPP). Urban consumers are typically busier and more affluent,
thus they do not mind paying for the convenience that can be enjoyed. Convenient products
are demanded more as a result of urbanization. Ready meals thus saw a strong 18 per cent
growth in 2008 over the previous year, with these products observed as a convenient
substitute of cooking from scratch. Packaged soup also benefited, with dehydrated soup
growing by 21 per cent in current value terms, whereas instant noodles came out to be a meal
component or at least an increasingly popular snack, proven by sales growing at 24 per cent.
Convenience
The demand for ‘convenience' is dominant in more than one segment. Apart from
convenience in cooking at home, food services and chains have an equally strong share in the
purchase of packaged foods. There was a strong focus on expanding consumer food service
chains across urban areas, which is set to continue to grow. Consequently, urban commuters
will enjoy easy access to trusted consumer food service brands offering affordable food. This
demand for convenience also supported good growth in canned/preserved food and frozen
processed food, with consumers appreciating the convenience of stocking up and keeping
easily-prepared food at hand. Consequently, canned/preserved food saw 12 per cent of the
present value growth in 2008 compared to 2007, while frozen processed food grew by 13 per
cent
Nutritional and Health Benefits
It has been observed that, customers are focusing more on health conditions, with most
consumers having at least a rudimentary awareness of cancer, diabetes and heart disease. The
bulk of new product development is expected to focus on nutritionally enhanced and
fortified/functional products, with these areas having proved successful. Increasingly, the two
concepts will be combined, with low-fat impulse and indulgence products more and more
likely to offer fortification. Players meanwhile launched numerous products with a health and
wellness positioning. NestlAC India, for example, re-launched Maggi - Two Minute Noodles
fortified with 20 per cent of the RDA of protein and calcium in 2008. While Gujarat Co-operative
Milk Marketing Federation Ltd. in 2007, launched Amul Prolife Probiotic Wellness
Ice Cream and Amul Sugar Free Probiotic Frozen Dessert thus creating a new niche of
probiotic ice cream. Players will also seek to become first-movers within the niches of

49
wellness and health packaged foods. Organic products are thus likely to see strong
development, generally targeting affluent urban consumers. Naturally healthy products could
also see a growing emphasis on their health benefits, with basmati rice, for example, having
its low glycaemic index emphasised on the packaging.
4.5 Key Growth Enablers
Urbanisation
India has witnessed on-going urbanisation in the past decade or so, and this is linked to the
country’s economic growth and foreign direct investment. The main impact of urbanisation
was a growing demand for convenient products, with consumers preferring to have ready
access to easy-to-prepare foods that were either canned/preserved or frozen.
Aggressive advertising campaigns by food companies have led urban consumers to develop
an increasing interest in Western lifestyle trends. Urbanisation boosted sales of products such
as breakfast cereals and ketchup, which grew by 13 per cent each in current value terms in
2008 over the previous year. These products are strongly advertised and benefited from a
fashionable western image. Canned/preserved food saw 12 per cent growth in 2008 over the
previous year, while frozen processed food grew by 13 per cent. The graph below shows the
share of food and grocery sales in the organised and unorganised sector between 2005 and
2008 and its estimated growth expected in coming 6 years.
This is expected to drive strong growth in many product areas in meal solutions, with pouch
instant noodles, for example, set to see 115 per cent growth. These products offer a quicker
and more convenient meal component than rice and, thanks to their use of flavouring, can also
be consumed as a snack. This trend is also expected to benefit canned/preserved food, ready
meals, frozen processed food, dressings, sauces and condiments, all of which make food
preparation quicker and more convenient.

50
Growth of Organised Retail
Retailing saw strong growth in India benefiting from strong GDP growth and the emergence
of a large consumer base-the urban, young middle class. Supermarkets notably saw strong
growth, with sales rising by 108 per cent in 2008 alone. Exhibit 6 summarises the key facts of
the growth of organised retail formats, and consumption of packaged food and grocery
products.
Supermarkets/hypermarkets gained share across the packaged foods throughout the review
phase, thanks to expansion in the number of outlets. This channel more than doubled it’s
share to 11 percent in 2008 from 5 percent in 2003. In the year 2008,
supermarkets/hypermarkets also accounted for a dominant share in canned/preserved food and
frozen processed food, at 68 per cent and 79 per cent respectively. The channel’s most
significant growth was seen in impulse and indulgence products such as sweet and savoury
snacks and ice cream and dairy beverages. Share of supermarkets/hypermarkets grew to 11
percent in 2008 from below 4 percent in 2003, challenging the regional dairies’ dominance in
this area by offering good quality fresh milk at affordable prices.
Improvement in Packaging Technology
Until recently, the majority of foodstuff was sold unpackaged. In last few years, all the sectors
have increased their packaged production share. Although there is a certain rise in the amount
of packaged food products, many of the products are still sold unpackaged.
Sustainable packaging of products through technology with a view of increasing the shelf
lives of the product is the matter of concern and hence is being adopted and developed very
speedily. Along with the emergence of various forms of processed foods, a corresponding
suitable packaging technology is also developing. Milk is one product which is sold in four
different types of packaging, with each type further having different designs and forms.

51
Advances in packaging technology have not only improved the shelf life of products but
also significantly reduced the cost of packaging.
New Product Introductions by Brands
Many manufacturers/brands are creating the market by frequently introducing new products
for packaged food. Large multinational companies like Nestle have been able to do this very
successfully. The new products are customised as per the requirements of Indian consumers
and are targeted at satisfying their unmet needs.
In addition to existing brands, a number of importers are also importing a significant amount
of processed food from European and South-east Asian countries. The imported product
categories are targeted at the premium segment of the market.
Growth in Freezer Space
There has been a remarkable expansion in product categories and ranges due to considerable
growth in freezer space in modern retail formats. The retail freezer space for 2008 is
estimated to be 247,000 cu. ft. This is expected to grow to 531,000 cu. ft by 2014 at a CAGR
of 14 per cent. The frozen food segment, originally covering only frozen meats, fish and
poultry products, currently includes frozen vegetables, ready-to-eat foods also, and will grow
to US$ 2.6 billion by 2014 from US$ 1.8 billion in 2008. This growth has been fuelled by the
increasing availability of freezer space in modern retail shops.
The graph below shows the increase in freezer space corresponding to the increase in number
of stores in future. Dairy products, confectionery and ready-to-eat products have received a
robust boost in obtaining shelf space and corresponding sales due to their positioning and
supporting infrastructure.
(Sajani Mrinalini Dutta, Rohit Chadha, Rohit Bhatiani (2008). Opportunities in the Packaged
Food Market in India.www.technopak.com. 03)

52
5. ITC Case
5.1 ITC Company background
ITC was set up in Kolkata as ‘the Imperial Tobacco Company of India Ltd’ on the twenty
fourth of august 1910. In 1974 it was renamed as ‘ I.T.C Limited’ and in 2001 it was
ultimately changed to ‘ITC Ltd’ . ITC is a part of many businesses such as apparel, tobacco,
hotel, food, packaging, paper boards and confectionery.
In 2001, ITC diversified in the food division. In the Ready-to-Eat segment the KOI brand was
launched by them. They further expanded their brand in different segments such as staples,
snack food and confectionery.
ITC can achieve the first place in the market if its standards are maintained and increased in
the future as at present it has been able to fulfil the requirements and needs of the nation.
ITC’s hotel business has nurtured few restaurants such as Dum Pukth, Bukhras etc that are
famous throughout the world. This shows that the company understands the Indian taste and
has the required expertise who can convert the knowledge gained into pleasant experience of
dining for the customers. For the last ninety eight years ITC has provided high quality
products and many of its brands are benchmarked internationally because of its quality.
The products offered by ITC foods are a result of rigorous market research based on the
insights of the consumer.
Many innovative new products besides the existing products are being developed in ITC’s
state of the art Product Development facility situated at Bengaluru. ITC has developed
intimate business relationships over ninety eight years with the farmers in India and is
boosting the ability of the farmers to access the global markets via schemes like e choupal.
This close relationship is used by the company so as to get quality agricultural products for
their food business. This makes the procurement easy and feasible for ITC foods.

53
5.2 ITC Packaged Foods
In August 2001 ITC entered the branded and packaged food business by introducing the
brand named Kitchens of India. A broader entry was made in June 2002 by launching brands
in the staples, snacks and confectionery segment. The strengths of ITC in the fields of
branded cuisine, hospitality, packaging, sourcing agricultural products can be utilized for
packaged food business.
To guarantee the customers high standard of food hygiene and safety, it assists outsourced
manufacturers to implement hygiene standards that are world class by the certification of
HACCP. ITC has quickly gained a standing in the market in all of its six brands such as
sunfeast, Bingo, candyman, AAshirvad, Kitchens of India and mint o because of its strong
commitment towards quality which is benchmarked internationally. Lately the food segment
of ITC made plans on the first of August 2008 to extend into frozen food through brand-
Kitchen of India.
The business of branded packaged food is expanding as sales grew by twenty three percent
from the last year. Along with the cost required for the development of new products, the
company has to bear the current economic slowdown and also the increase in prices of
various input commodities such as maize, vegetable oil, wheat, and skimmed-milk-powder.
To add to it the fuel prices are also rising.
ITC in a short time has gained a reasonable scale. They are increasingly focusing to
consolidate the portfolio in some of the segments, enhancing servicing of the market and also
motivating efficiencies in the supply chain.
The food market in India is monopolistic. In all the different categories there are several
players who offer almost the same products and at the same price, yet they are differentiating
themselves with their planned marketing strategies. It is very easy to enter this business and
this is a big benefit to ITC as they have been able to enter numerous categories in this
business.
Packaged foods are divided into 5 major parts

54
1. Ready to eat
ITC diversified into the branded & packaged food segment through the introduction of a
brand named Kitchens of India. In the year 2004, it launched the brand KoI which included
spice conserves, spice and fruit conserves. The spice and fruit conserves were made jointly
with a food expert named Karen Anand. To target the elite segment its price of spice and
fruit conserve was set at Rs 70 and cooking paste for Rs 30 which was a hundred grams pack
.The Aashirvaad brand introduced cooking pastes that were multipurpose and for a pack of
eighty grams it was priced Rs 10. The production of these products was outsourced to save
the operating cost to contract manufacturers.
In 2005, ITC introduced itself to the branded spices segment and in the year 2006 to the
segment of instant mix through Aashirvaad brand. The annual turnover as per April 2006, in
the segment of ready to cook and ready to eat was about Rs. 700 million and posted a growth
of twenty percent annually. In the year 2006 the ready to eat market was dominated by MTR
which had 60 percent share whereas ITC had 35percent share. 40-50% products of the KoI
brand were exported to Switzerland, Canada, The USA, Australia and the UK.
During the mid of 2006, within the KoI brand ITC decided to offer 10 more varieties within
the price of Rs 35- 98 . In the year 2007, few products were introduced in the ready-to-eat
segment such as conserves, curries, chutneys ,biryanis ( Bhori Biryani, nor Mahal )and few
new variety products from Gharana ( Keema Mutter, Paneer malai). ITC food expects to have
a market share of 50- 60% by 2008-09 after the launch of these products.
2. Confectionary
ITC at present has the brands named ‘Candyman’ and ‘Mint-o’ in the market. Mint o fresh
was able to secure 17 percent share in the market of cough lozenges in India whereas Perfetti
the former leader was able to achieve only 14.3% share by chloromint. In the whole
confectionary market ITC has just 3 percent share whereas Perfetti has 37 percent or more
and offers many brands. Hence it can be seen that ITC is lagging behind.

55
3. Staples
In the year 2002 ITC introduced itself in the staples market by offering wheat flour with the
brand Aashirvaad. The Aashirvaad brand was extended to edible salt in the year 2003 by ITC.
In 2006, ITC had 40 percent share in the market of the whole packaged food industry worth
Rs 6 billion. Its biggest Competitor was Annapurna brand by HUL which had a market share
of just 18 percent. The market growth rate was 12 percent. ITC extended the Aashirvaad
brand by launching mixers, salt and ready-to-cook pastes under the Aashirvaad Umbrella. In
the organized salt market worth Rs. 4 billion (2006) ,ITC had a market share of mere 5
percent compared to the market leader , Tata salt with market share of 28 percent.
4. BISCUITS:
.The biscuit market in India is valued to be approximately worth Rs. 5000 crore. In the Indian
Biscuit industry out of the net production 60% percent is produced by the organized sector
and the rest 40% is produced by the bakeries which form a part of the unorganized sector.
SUNFEAST a premium product of ITC is helping the company to acquire a huge share in the
market. They should get 12 percent market share within the next few years.
5. Snacks
The Indian Snacks industry is valued to be of 1800 Crore Rs. and is growing at a remarkable
10% every annum. In the world the Indian snack market is the largest and is dominated by
potato chips which have a share of about 85% in the total snacks market. ITC has been able to
penetrate quickly into the market through its brand Bingo by its adaptive pricing technique
and unique promotion.
5.3 Company Culture
ITC’s vision
• Maintaining its position as one of the valuable corporations in India by providing world
class performance.
• To create increasing value for the stakeholders and ultimately to the Indian economy

Marketing strategies of packaged food companies in india. Dissertation

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