final project
TRANSCRIPT
CHAPTER 1
INDIAN SNACKS
INDUSTRY
1
1. INDIAN SNACKS INDUSTRY
1.1 INTRODUCTION
The project purports to decipher the satisfaction level as well as the preferences
of consumers pertaining to the various packaged fried chips. I aim to analyze
the success, marketability and future growth prospects of various packaged
fried chips. I also intend to study the popularity of different snacks.
Basically I intend to find out the perception of consumers towards various
packaged fried chips in the market and to compare with each other. Snacks as
such are a very minor part of the food processing industry because the snacks
sector is largely unorganized and consumption outside urban areas is not high.
For this a survey was conducted in Mumbai where respondents were asked to
fill a questionnaire. The data was collected and analyzed to obtain conclusions.
This report carries an introduction of the company profile, details of the
methodology followed, detailed data analysis and the results obtained.
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1.2 INDUSTRY OVERVIEW
Snacks are a part of consumer convenience/packaged foods segment. Snack is
described as a small quantity of food eaten between meals or in place of a meal.
Snack food generally comprises of bakery products, ready-to-eat mixes, chips,
namkeen and other light processed foods. According to the ministry of food
processing, the snack food industry is worth Rs. 100 billion in value and over
4,00,000 tonnes in terms of volume.
Snack food generally comprises bakery products, ready-to-eat mixes, chips,
namkeen and other light processed foods According to the ministry of food
processing, the snack food industry is worth Rs 100 billion in value and over
4,00,000 tonnes in terms of volume. Though very large and diverse, the snacks
industry is dominated by the unorganized sector According to an Apeda survey
almost 1,000 snack items and 300 types of savories are sold across India. The
branded snacks are sold at least 25% higher than the unbranded products
Savory snacks have been a part of Indian food habit, since almost ages. Though
there is no particular time for snacks, normally they are consumed at teatime.
The variety is almost mind-boggling with specialties from all regions, which
have gained national acceptance industry. he been growing around 10% for the
last three years, while the branded segment is growing around 25% per annum
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to stand at Rs 5,000-Rs 5,500 crore, due to various reasons like Multiplex
culture, snacking at home while watching TV, pubs and bars (where they are
served free). AC Nielsen's retail audit shows that the large sales volumes are
due to a marked preference for ethnic foods, regional bias towards indigenous
snacks and good value-for-money perception. Of course the branded segment is
much smaller at Rs 2,200 crore, which is what makes it so attractive to food
Companies that are looking at bigger shares and in the branded snacks market,
to get down to basics, Frito Lay commands a share of 45%, followed by
Haldiram’s at 27% and ITC at 16%. The rest is divided between a handful of
new entrants, wannabes and many regional players Of the wide range of snacks
available, potato chips constitute a sizeable segment of the Indian snack food
industry, according to India Info line. The potato chip market is generally an
unorganized industry. Nearly all potato chip snack products are manufactured
and sold locally. There is also no uniform standard for packaging, as there is in
Europe, the United States and other more developed regions. Many snack foods
are sold loose or packaged in poly-pouches, which may only be folded, or in
some cases, stapled closed. As the Indian economy continues to grow, and
production standards improve, many snack food companies are making
significant investments into plant equipment and packaging machinery.
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Pepsi Foods Ltd., now known as Frito-Lay India Ltd., produces India's largest
snack food Manufacturer’s brands, including Ruffles, Hostess, Cheetos and
Uncle Chips. Frito Lay's story is an example of how American recipes were
adjusted to satisfy local tastes. Procter & Gamble's Pringles brand of potato
crisp was launched in Delhi in 1999. Pringles is also
a baked potato crisp, unlike many other potato based Indian snack foods that are
fried. P&G currently imports the Pringles product and therefore the product has
been priced at a premium and is marketed to a micro-niche.
Though very large and diverse, the snacks industry is dominated by the
unorganized sector. According to an APEDA survey almost 1,000 snack items
and 300 types of savouries are sold across India. The branded snacks are sold at
a price that is at least 25% higher than the unbranded products. Savoury snacks
have been a part of Indian food habits, since ages. Though there is no particular
time for snacks, normally they are consumed at teatime. The variety is almost
mind-boggling with specialties from all regions, which have gained national
acceptance. The industry has been growing at around 10% for the last three
years, while the branded segment is growing at around 25% per annum. The
industry today stands at around Rs 5500 crore. This increase is due to various
reasons like Multiplex culture, snacking at home while watching TV or in pubs
5
and bars (where they are served free). AC Nielsen's retail audit shows that the
large sales volumes are due to a marked preference for ethnic foods, regional
bias towards indigenous snacks and good value-for-money perception. The
branded segment constitutes only half the market which is what, makes it so
attractive to food companies that are looking at bigger shares. In the branded
snacks market, to get down to basics, Frito Lay commands a share of 48%,
followed by Haldiram’s at 25% and ITC at 16%. The rest is divided between a
handful of new entrants, wannabes and many regional players. The wide range
of snacks available, potato chips constitute a sizeable segment of the Indian
snack food industry. The potato chip market is generally an unorganized
industry. Nearly all potato chip snack products are manufactured and sold
locally. There is also no uniform standard for packaging, as there is in Europe,
the United States and other more developed regions. Many snack foods are sold
loose or packaged in poly-pouches, which may only be folded, or in some
cases, stapled closed. As the Indian economy continues to grow, and production
standards improve, many snack food companies are making significant
investments into plant equipment and packaging machinery.
Pepsi Foods Ltd., now known as Frito-Lay India Ltd., owns India's largest
snack food brands including Lays, Hostess, Cheetos and Uncle Chips. Frito
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Lays’ story is an example of how American recipes were adjusted to satisfy
local tastes. Procter & Gamble's, Pringles brand of potato crisp was launched in
Delhi in 1999. Pringles is also a baked potato crisp, unlike many other potato
based Indian snack foods that are fried. P&G currently imports Pringles and
therefore the product has been priced at a premium and is marketed to a micro-
niche.
Figure 1.1: Potato Consumption in India
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India is the 3rd largest potato producer in the world, after China at #1 and
Russia at #2 and before the United States at #4. Potato production increased
more than 850% since 1960, due to both increased production area and yield.
The per Capita Potato consumption in India has risen from 12 kg/capita/year in
the early nineties to over 16 kg/capita now, with a slight decline in recent years
The sector developing most rapidly is the snack foods sector, including potato
chips. Market leader is Frito-lay with a 45 % market share. Haldiram's has a
27% market share. The market is far from stable: recently ITC, an IT/cigarette
company making huge inroad in the CPG market, has managed to get a market
share of 11% with its potato chip "Bingo" in just 6 month. Also a dairy
manufacturer (Amul) just announced to move into the snack market. Key
weapon in this war for the Indian snack market are the Indian flavors.
Here are a few more of the many companies operating in the Indian chips and
snacks market. Read more on the recent developments on the Indian chips and
snack market.
The development of the snack market has also created a growing demand for
dehydrated potato products, used as raw material for snacks.
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With regards to frozen potato products, India has long been handicapped by the
lack of infrastructure for the frozen food distribution chain. Nevertheless,
world's largest French Fry manufacturer McCain Foods is active in India since
1995. With the recent completion of the new McCain factory in Gujarat, the
production of French Fries in India has been brought to a new level. And for
those that want their french fries even more Indian than that: just last month
Mandeep Singh, a Punjab farmer turned french fry manufacturer, planned to
start the production of frozen fries with his company Satnam Agro Products in
Jalandar.
Intriguing aspect of the potato supply chain in India is the strong vertical
integration: ITC bought earlier this year the Australian company Technico that
developed technology for rapid multiplication and variety improvement. Also
the company Merino Industries (dehydrated potato products among many other
products) has its own tissue culture laboratories for multiplication and potato
variety development. Although CPRI certainly has done a good job in
developing suitable varieties for processing for the Indian cultivation
conditions, the degree of involvement of processing companies in the
multiplication and further development offers a lot of promise for the future
potato processing potential in India.
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1.3 READY-TO-EAT SNACKS & NAMKEENS
According to a study by McKinsey&Co, the Indian food market will grow two
fold by 2025 with the rapidly growing Indian economy and improving lifestyles
of Indians contributing in a big way to this growth. Quoting the study by
McKinsey&Co, a report by the US Department of Agriculture stated "The
market size for the food consumption category in India is expected to grow
from US$ 155 billion in 2005 to US$ 344 billion in 2025 at a compound annual
growth rate of 4.1 per cent."
The Indian snacks market is worth around US$ 3 billion, with the organized
segment taking half the market share, and has an annual growth rate of 15-20
per cent. The unorganized snacks market is worth US$ 1.56 billion, with a
growth rate of 7-8 per cent per year. There are approximately 1,000 types of
snacks and another 300 types of savories being sold in the Indian market today.
Potato chips and potato-based items are the most popular products with more
than 85 per cent share of the salty snack market, the report said. In the
organized potato chips market, Pepsi and Haldiram's are some of the leading
players.
There is a big market for snacks in India as urban Indian consumers eat ready-
made snacks 10 times more than their rural counterparts. Indians in the western
10
regions eat the maximum amount of snacks, followed by the people in northern
region.
"Consumers are willing to pay a premium for both value-added private and
branded products, creating immense opportunities for manufacturers and
retailers,' the report stated.” There is a widespread recognition in India that
consumers are likely to replace light meals with snacks", it further added.
India is one of the world’s major food producers but accounts for less than 1.5
per cent of international food trade. Food exports in 1998 stood at US$5.8
billion whereas the world total was US$438 billion. The Indian food industry’s
sales turnover is Rs. 140,000 crore annually as at the start of year 2000.
Exports of food products can become a valuable growth driver for the Indian
food industry, leveraging the historic base and new specialty categories where
India has great potential to emerge as a strong brand abroad, according to the
latest update on the industry by McKinsey the report, released on Monday at
Foodpro 2003, the exposition organized in Chennai by the Confederation of
Indian Industry, has identified emergence of an organized retail sector, value
additions and convenience driven by consumers, India's growing acceptance as
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souring hub and continued deregulation of the food sector as the four positive
trends.
It pointed out that mass market of basic foods, value added foods and exotic
foods and their exports were the main opportunities for the Indian food industry
adding that there will also be a significant growth in terms of input providers,
logistics suppliers and retail.
Indian snack food industry comprises of many Indian as well as MNCs. The
Indian snack market reached a value of $307.7 million in 2001. It is one of the
largest snack markets in the Asia-Pacific region. Only Australia, China, Japan
and South Korea have won greater revenue from the sale of snacks. India
contributes three percent to the total Asia-Pacific snack market revenue.
1.3.1 Industry Overview
The Indian snacks food market is of the order of 400,000 tones. At a low
average price of about Rs.35-60 a kg. Largest share of this Rs.14 bn market still
remains with unorganized sector comprising of local manufacturers. There is a
wide range of product categories differentiated based on taste. This wide range
of products is categorized under Potato / Banana Chips, Namkeens & Fun-
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Foods. Around 1,000 snack items and 300 types of savories of diverse tastes,
forms, textures, aromas, bases, sizes, and fillings are sold in India1. Potato
chips and potato based products are by far the largest product category with
over 85 percent share of the salty snack market, followed by snack nuts,
chickpea and other pulse-based savory snacks. Popcorn, diet snacks (soy nuts,
bread sticks), breakfast cereals, baked & roasted snacks (biscuits, specialty
breads, chocolate coated snacks, cookies etc.) and cheese snacks are in high
demand across organized retail chains. Health foods, health food supplements
and convenient foods are also rapidly growing segments.
As per an industry estimate, the branded and organized snack food segment
dominated by major players such as Frito Lay, Con Agra, Kellogg’s, Marico,
Dabur, HLL, ITC, Parle, Haldiram’s, Nestle, Britannia, Cadbury, Bikano and
Balaji is estimated to grow by 15 to 20 percent per year; whereas the growth of
un-branded snack food is likely to grow modestly at 8 percent per year in the
near future (table 1). Product pricing for branded products are normally 15 to 20
percent greater than for the un-branded food segment due to higher overhead
expenses. Snack food packaging ranges from 35/40 gm sachets to 400 gm
economy packs. Small packs work very well in India.
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Chips market is largely dominated by the unorganized sector in India, which
manufactures potato chips with fat content ranging from 20% to 40% and
moisture content as high as 3-4%. These products are manufactured locally and
sold loose or in ordinary Polly-pouches. In the last 4-5 years, however, the
organized market has grown considerably catering to upper/ middle class
consumers in the urban areas.
The organized market for chips is estimated to be 6500 tons valued at Rs.2 bn.
The market for branded chips has been growing at a fast pace of around 20-25
% annually. Heavy promotions by branded chipmakers (like offering free gifts,
toys etc with these products), has led to a major shift from unbranded to
branded products.
As per the views of MR. L.M AGARWAL (Executive Director of SM FOODS
the manufacturers of PEPPY/PIKNIK) today the trend is shifting from
unorganized to organized. So, the overall growth in the snacks food segment is
happening between 10%-15% annually. However in the organized sector, the
growth is happening at 50%-100% annually. The market is forecasted to reach a
value of $459 million in 2006.
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1.3.2 Market Structure
Table 1.1: Overview of the Indian Snack Food Business
a) Organized Sector
Due to a relatively limited number of outlets and resultant low total sales, most
organized retailers source their imported products through distributors.
Established patterns are slowly giving way to more streamlined operations, such
as importers sourcing mixed containers directly from the country of origin and
larger retailers sourcing products directly through importers. Most distributors
have a localized distribution area limited to a large metropolitan city and
adjoining smaller cities. Typically, "Indian Super Markets" deal with more than
400 distributors or suppliers, each handling three to four products.
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b) Unorganized Sector
The unorganized sector sources most of its product from the local industry, with
the overall share of imported food products almost negligible. Imported
consumer food products are restricted to traditional outlets in the up-market
segment of the larger cities that cater to upper-middle income classes of
consumers. The main difference is that most retailers source from distributors.
A significant share of imported food products in the traditional market come s
through illegal channels. The share of imported food products currently handled
by these retailers is increasing because of the products’ higher sales margin (15-
20% vs. 6-12% for local).
c) Import Market
India’s imports of snacks/snack food ingredients rose from $10 million in CY
2002 to $30 million in CY 2006 (chart 1). Food items under the sweet snack
category constituted the major share of imports and imports rose from $10
million to $29 million (94 percent of total imports in CY 2006).
Major exporters of snack foods/food ingredients to India are the United States,
Malaysia, Indonesia, Thailand, China, Singapore, South Korea, Switzerland,
UAE, Australia, U.K., Germany, South Africa and Portugal.
16
Source: Directorate General of Commercial Intelligence and Statistics, GOI.
Figure 1.2: Total Import of Snack Foods/Snack Food Ingredients in India
CY 2006
Although the share of U.S. snack food in total imports of snack foods is small,
it is growing rapidly2. Exports of U.S. snack foods to India increased almost ten
times over the past six years. The value of U.S. snack food imports rose from
$570,000 in CY 2002 to $5 million in CY 2007, while quantity grew from 347
MT to 2,374 MT.
Snack foods that registered significant growth in U.S. exports from CY 2002 to
CY 2007 were potato chips (prepared/preserved), confectionery (containing
sweetening agent instead of sugar), popcorn (microwaveable package & ex
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seed), confectionary, sweetmeats (without containing cocoa), chewing gum
(whether or not sugar coated), cookies (sweet biscuits), corn chips and similar
crisp savory snacks. In CY 2007 potato chips, confectionary and popcorn
constituted almost 68 percent of India’s snack food imports from the United
States. Imports of potato chips rose from $332,000 in CY 2002 to $2 million in
CY 2007, popcorn rose from $454,000 to $936,000 and confectionary
(sweetening agent) rose from $70,000 to $253,000.
1.3.3 Consumption Behavior
The average annual per capita consumption of commercial savory snacks is 500
gm with urban consumers consuming 10 times more than rural consumers.
Western India is the top snack consuming region, followed by the North. With
rising disposable income 3, consumer spending on food continues to increase.
According to a research study by McKinsey & Co, the market size for the food
consumption category in India is expected to grow from $155 billion in 2005 to
$344 billion in 2025 at a compound annual growth rate of 4.1%. Growing
incomes, falling poverty, changing lifestyles and companies racing to capture
India’s middle and upper middle class consumers will cause the food market to
evolve dramatically in the coming years.
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1.3.4 Opportunities and Challenges
Consumers are willing to pay a premium for both value added private and
branded products creating immense opportunities for manufacturers and
retailers. There is a widespread recognition in India that consumers are likely to
replace light meals with snacks.
Table 1.2: Opportunities and Challenges
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1.3.5 Existing Competition
The Salty snacks market in India is very diverse largely comprising of an
unbranded segment which comprises of home made namkeens, mithai shops
and loose namkeens. However the branded segment has been increasing rapidly
lead by the revolution carried out by market leaders Haldiram Foods and Frito
Lay-India. Other major players in the branded market include:
1. Haldiram Foods
2. Frito-Lay India: Its products included Leher Namkeens, Leher Kurkure
(snack sticks), Lays (flavored Chips), Cheetos (snack balls), Uncle Chips and
Nutyumz (nut snacks).
3. SM Foods: Under two main brands - Peppy and Piknik. Under Peppy, it had
sub brands such as Cheese Balls, Ringos, Hi Protein Crispies, Potato Rackets,
Hearts, Veggie Treat, Mixtures and Minerette. Under Piknik, it had Protein Pin,
Junior and Corn Puffs.
4. Mc Fills-India: Ne time, Ne where, Ne Place etc
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1.4 POTATO WAFERS AND CHIPS
According to a study by McKinsey&Co, the Indian food market will grow two
fold by 2025 with the rapidly growing Indian economy and improving lifestyles
of Indians contributing in a big way to this growth. Quoting the study by
McKinsey&Co, a report by the US Department of Agriculture stated "The
market size for the food consumption category in India is expected to grow
from US$ 155 billion in 2005 to US$ 344 billion in 2025 at a compound annual
growth rate of 4.1 per cent."
The Indian snacks market is worth around US$ 3 billion, with the organised
segment taking half the market share, and has an annual growth rate of 15-20
per cent. The unorganised snacks market is worth US$ 1.56 billion, with a
growth rate of 7-8 per cent per year. There are approximately 1,000 types of
snacks and another 300 types of savouries being sold in the Indian market
today. Potato chips and potato-based items are the most popular products with
more than 85 per cent share of the salty snack market, the report said. In the
organised potato chips market, Pepsi and Haldiram's are some of the leading
players.
There is a big market for snacks in India as urban Indian consumers eat ready-
made snacks 10 times more than their rural counterparts. Indians in the western
21
regions eat the maximum amount of snacks, followed by the people in northern
region.
"Consumers are willing to pay a premium for both value-added private and
branded products, creating immense opportunities for manufacturers and
retailers,” the report stated. “There is a widespread recognition in India that
consumers are likely to replace light meals with snacks,” it further added.
Potato is probably the most popular food item in the Indian diet and India is one
of the largest producers of potato. It is grown all over the country with Uttar
Pradesh growing the maximum quantity. Potato is a very rich source of starch.
It also contains phosphorus, calcium, iron and some vitamin C & A. The protein
calorie ratio is high. Boiling potatoes increases their protein content and almost
doubles their calcium content. It is vastly consumed as a vegetable and is also
used in various forms such as starch, flour, alcohol, and dextrin and livestock
fodder. Besides being used as a daily food item in various vegetable
preparations, potato today increasingly finds use in the form of chips or wafers
as snacks food. The potato chips and wafers are popular processed food items
that give considerable value addition to potatoes. The rise of the 'snacking'
phenomenon is now fairly well documented on an international scale, although
the rate and extent of development do vary from country to country. With the
22
breakdown of formal meals, consumers are increasingly tending to eat a number
of smaller snacks during the day rather than three full meals. Furthermore, in an
increasingly fast paced financially well-off society there is growing demand for
snacks that are easy to buy, store and eat, with an increasing number being
eaten 'on the move'. With this background, the potato wafers and chips market
seems to hold good growth prospects. According to global snack market
analysis, potato chips account for an average of 35% of the total savory snacks
market. The main consumers of potato chips and wafers are families especially
in urban and semi-urban areas. Besides, hotels, restaurants, canteens, army
establishments require potato chips in significant quantities.
Potato is a highly nutritive food and the crop can be produced in 90 to 100 days.
Its wide adaptability in planting and harvesting makes it an ideal crop to grow
between two major crops. India's potato production has seen a phenomenal
increase since the 1950s, mainly due to strong demand from the processing
industry and remunerative returns. According to the Central Potato Research
Institute (CPRI), the area under potato rose by almost 547% since the 50s, while
yield rose by 267% and overall output jumped by 146%. In 2008-09, potato
production (which is a Rabi or winter crop) is estimated to be around 28 million
tonne as against 25 million tonne achieved last year. India' potato output is
likely to rise by 5.1 percent to a record 32.7 million tones in 2009/10.
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India ranks third contributing around 7.5% to the world’s production.
Production wise India has always remained in the top ten since last twenty
years. The states of Uttar Pradesh, West Bengal, and Bihar accounting for more
than 75 percent of area under cultivation and about 80 percent of total
production; Europe is the largest per capita consumer, followed by North
America and Latin America. Fresh potatoes are exported to Sri Lanka, UAE,
Mauritius, Nepal, Singapore, Maldives, and Kuwait etc.
The overall size of the snack food market is estimated at Rs 45 to Rs 50 billion.
The market is reported to be growing at 7 to 8 % annually. Potato chips are
estimated to constitute nearly 85% of India’s total salty snack food market of
about Rs 2,500 crore. In the Rs 19 billion branded(organized )snacks market,
constituting over 40% of the market by value, Frito-Lay is estimated to
command a market share of 45%, followed by Haldiram at 27% and ITC at
16%. The branded snacks market accounted for 16% by value and 12% by
volume sales in 2007. According to a projection by Euro monitor International,
the branded snacks market would reach a value of Rs 35 billion by 2012.
The organized snacks category is sub-divided into the traditional segment
(bhujia, chanachur and the like), Western segment (potato chips, cheese balls
24
etc.) and the newly established finger snacks segment, which is an adaptation of
traditional offerings in the western format.
The leading brands in the market are Lays, Bennie’s, Uncle Chips, Ruffles,
Bingos and others.
Looking to the estimated demand of nearly 50 million tonne of potato by 2020,
for a nearly 1.3 million population, the production and productivity will keep
rising. According to a study by McKinsey & Co, the Indian food market will
grow two fold by 2025 with the rapidly growing Indian economy and
improving lifestyles of Indians contributing in a big way to this growth. The
market size for the food consumption category in India is expected to grow
from US$ 155 billion in 2005 to US$ 344 billion in 2025 at a compound annual
growth rate of 4.1 per cent according to market survey. With a growing
population and rising per capita income with different lifestyles consumers are
willing to pay a premium for both value-added private and branded products,
creating immense opportunities for manufacturers and retailers in this sector.
1.4.1 Overview
In India around 12 million tonnes of potato is grown which is about 4% of the
total world production. However, the per capita consumption of potatoes is low.
Potato is probably the most popular food item in the Indian diet. It is grown all
25
over the country with Uttar Pradesh growing the maximum quantity. Potato is a
very rich source of starch. It also contains phosphorus, calcium, iron and some
vitamins.
It is estimated that 25% of the potatoes, which are spoiled due to various
reasons such as transportation, type of packing, non-availability of cold storage
capacities during harvesting season, glut in the market etc., could be saved by
making various preserved potato products. Potato wafers and chips are one such
products. Potato wafers and chips are thin slices of potato, fried quickly in oil
and then salted
1.4.2 History
According to snack food folklore, the potato chips and the wafers were the
fanciful creation of a certain chef called George Crum. He apparently invented
it in 1853 in his restaurant - Moon's Lake House in Saratoga Spring, New York.
The urban legend goes like this that George Crum was angered when a
customer returned his french fried potatoes to the kitchen for being too thick,
Crum shaved them paper thin and sent the plate back out. And thus came it
being the Potato Chips and Wafers.
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1.4.3 Market Potential
Potato Wafers and Chips are one of the most celebrated in the Ready To Eat
munchies market, relished in almost all the parts of the world. They serve as an
appetizer, side dish, or snack.
In India it is being produced not only on large scale by big firms, but also on
cottage/home scale in semi-urban and rural areas. Owing to this, there is a
number of companies from both the organized as well as unorganized sector
who are already catering to the needs of tea stalls, restaurants, railway stations,
tourist places etc. Still there is a huge demand to be met for these products in
interior and remote places in different parts of the country.
There exists consumer as well as bulk markets for potato wafers and chips even
in far flung rural areas owing primarily to the following reasons:-
Rapid urbanisation and improving standards of living
Easy availability
Convenient packaging
Affordable prices
Nutritious values
27
Though there exists some international as well as national brands but majority
of the market base is under the control of local manufacturers. With proper
strategy and network, it is possible to penetrate the market.
Potato chips show no sign of declining in popularity. However, the public's
increased demand for low-fat foods has put manufacturers on a fast track to
produce a reduced-calorie chip that pleases the palate as well.
1.4.4 Production Process
For the production of good quality chips, the potatoes should have less sugar
content. Whenever, cold stored potatoes are to be used for chips making, those
potatoes should be brought to the room temperature and be used only after 24-
48 hours.
The equipments and gadgets used for the above processing are easily available
locally and they include potato slicer, peeler, blancher made of aluminium or
stainless steel, dehydrator, deep fat frier, basket sieve, pouch sealing machine
and weighing scale.
1.4.5 Manufacturing Process
The simplest chips of the kind that are just cooked and salted, but
manufacturers can add a wide variety of seasonings of herbs, spices, cheese or
28
artificial additives. Potato wafers must be manufactured in a scientific manner
and under hygienic conditions. The production process mainly comprises of the
following steps:-
Slicing and Blanching - Afterwards they are cut in the required sizes on
slicing machine. These slices are blanched in boiling water
Drying and Frying - Then the blanched potatoes are placed on drying trays
which are then put in the drying machine. Temperature of dryer is
maintained in the range of 140 to 150O F. After drying, they are fried in
edible oil to make them crisp and brown.
Washing and Peeling - Fully grown and ripe potatoes are firstly thoroughly
washed before peeling them with the help of a peeler. Then these potatoes
are trimmed and put in brine water for 30-35 minutes to prevent browning
Packaging - The fried potato wafers are then kept on the sieve to remove
excess of oil, cooled and other ingredients like salts, spicy mixture is
sprayed as per required taste. Cooled potato wafers are then packed in
polythene bag.
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1.4.6 Quality Control Process
Preventing breakage must be a primary goal of the producer and to
ensure minimum breakage companies should install safeguards at various
points of the production process
The color is compared to charts that show acceptable chip colors across
the processed food industry norms
The quality inspectors should also check the chips for salt, seasoning,
moisture, color, and overall flavor.
1.4.7 Global Perspective
The rise of the 'snacking' phenomenon is now fairly well documented on an
international scale, although the rate and extent of development do vary from
country to country. With the breakdown of formal meals, consumers are
increasingly tending to eat a number of smaller snacks during the day rather
than three full meals. Furthermore, in an increasingly fast paced financially
well-off society there is growing demand for snacks that are easy to buy, store
and eat, with an increasing number being eaten 'on the move'. With this
background, the potato wafers and chips market seems to hold good growth
prospects. According snack market analysis, potato chips account for an
average of 35% of the total savory snacks market.
30
Diversification of potato consumption was widely discussed as a tool for
avoiding situation of potato over-production. However, the Indian food habits
which account for very high proportion of potato consumption as vegetable,
was an impediment. Consequently, in early 1990s’ CPRI focussed on
developing processing varieties of potato and the results were visible in the first
decade of the new millennium.
Potato processing in India was negligible at the beginning of 21st century.
However, this was an inflection point when potato processing industry in India
started taking big strides. Besides several potato processors in the unorganised
sector; Frito Lay India, Haldiram, Potato King, Balaji Wafers and McCain
India were some of the big names in the organised sector that either expanded
their manufacturing capacities or established new plants.
With such results organised processors used to put 0.39 mt of potatoes to
processing during 2005-06. Assuming the widely accepted output proportion of
potato processing under unorganised (60%) and organised sector (40%), the
total quantity of potatoes put to processing is nearly 2.5 times the quantity
consumed by organised players.
31
1.4.8 Success Story
The success story of early birds tempted other players to enter the market and
Gee Pee Foods, ITC, Little Bee Impex, Merino Group and others also
decided to seize this business opportunity. Even the established potato
processors further expanded their processing capacities, with the result the
potato tuber consumption by organised processors reached 0.97 mt during
2009-10 which was slightly less than 3% of corresponding potato production in
India. The unorganised sector showed the same growth as that of the organised
one. Out of the total potato processing in India nearly 89% was consumed by
potato chips followed by 9% by the potato flakes and 2% by French fries
industry.
The world’s biggest chip foundry is Taiwan Semiconductor Manufacturing Co.,
aka TSMC, and TSMC’s decisions on where to do business are good indicators
of where the semiconductor industry as a whole is moving. (Anybody interested
enough in technology to read the Asiatech blog probably knows what a
“foundry” is, but just in case – it’s a chipmaker that produces semiconductors
not under its own brand name but for other customers.) TSMC got its start in
Hsinchu, Taiwan’s premier hi-tech park, and that helped contribute to Taiwan’s
rise in the chip industry: Today there are more fabless chip-design houses in
Taiwan than anywhere else in the world except the U.S. In the 1990s, TSMC set
32
up fabs in two other tech hotspots, Singapore and Washington State. And a few
years ago, TSMC became the first Taiwanese chipmaker to set up a fab in
China. Now China, too, has an up-and-coming chip-design sector.
So for anybody betting on India’s chances to become a player in the
semiconductor industry, the news this week that TSMC is opening its first
Indian office is very good indeed. Yes, it’s just an office, not a fab, so TSMC’s
commitment to Bangalore is hardly the sort of billion-dollar bet that it has made
on Shanghai. Still, the company clearly thinks that it needs to stay in touch
more with Indian chip designers. Here’s a comment from Sajiv Dalal, Business
Development Director for TSMC North America, in the Monday press release
announcing the move: “TSMC recognizes the potential of the region and is
opening an office as a part of its ongoing charter to develop the semiconductor
ecosystem.”
That said, there’s reason to worry that the Indian government might still mess
things up. Right now, India’s chip designers are doing well even though the
country doesn’t have fabs like those in East Asia. Such fabs cost billions and
billions of dollars and the payoff is very uncertain – TSMC makes nice profits
but not many other foundries do. Shanghai-based SMIC, for instance, lost $111
million in 2005 and analysts estimate that it lost another $60 million or so last
33
year. Yet here’s a top official in Prime Minister Singh’s government (as
reported in The Hindu), on a visit to Hyderabad, calling for Indians to devote
more resources to, sure enough, building lots of mega-expensive fabs:
‘The critical mass for the Indian semiconductor industry has been reached. The
time is now — and the place is Hyderabad’, said Prithiviraj Chavan, Minister of
State in the Prime Minister’s Office, on the concluding day of the Indian
Semiconductor Association’s Vision Summit, here. The long awaited national
semiconductor manufacturing policy is expected to be released before the union
budget later this month — and it would offer direct subsidies for qualifying
players, over and above the incentives that special economic zones or state
governments might offer, he added. He lauded the Andhra Pradesh Government
initiative to set up India’s first Fab City: `We are moving from fab-less to
fabulous’ he quipped
34
CHAPTER 2
BRANDS IN INDIAN
SNACKS INDUSTRY
35
2. Brands in Indian Snacks Industry
2.1 FRITO LAY’S
The project purports to decipher the satisfaction level as well as the preferences
of consumers pertaining to the various flavors of Lay’s a new range of savory
snacks launched by C. The aim to analyze the success, marketability and future
growth prospects of Lay’s. Basically we intend to find out the most popular
flavor of Lay’s in the market from our sample. Snacks as such are a very minor
part of the food processing industry because snacks sample. Snacks as such are
sector is largely unorganized. Here we will also look into the market For this a
survey was conducted in Mumbai where respondents were asked to fill a
questionnaire. The data was collected and analyzed to obtain conclusions This
report carries an introduction of the company profile, detail of the methodology
followed detailed data analysis and the results so obtained with
the variety of graphs along with given.
2.1.1 History
Lay's is the brand name for a number of potato chip varieties as well as the
name of the company that founded the chip brand in 1938. Lay's chips are
marketed as a division of Frito-Lay, a company owned by PepsiCo Inc. since
36
1965. Other brands in the Frito-Lay group include Fritos, Doritos, Ruffles,
Cheetos and Rold Gold pretzels. In 1932 salesman Herman W. Lay opened a
snack food operation in Nashville, Tennessee and, in 1938, he purchased the
Atlanta, Georgia potato chip manufacturer "Barrett Food Company," renaming
it "H.W. Lay & Company." Lay criss-crossed the Southern United States selling
the product from the trunk of his car. In 1942, Lay introduced the first
continuous potato processor, resulting in the first large-scale production of the
product.
The business shortened its name to "the Lay's Company" in 1944 and became
the first Snack food manufacturer to purchase television commercials, with Bert
Lahr as a celebrity spokesman. His signature line, "so crisp you can hear the
freshness," became the chips' first slogan along with "de-Lay-sious!" As the
popular commercials aired during the 1950s, Lay's went national in its
marketing and was soon supplying product throughout the United States.
In 1961, the Frito Company founded by Elmer Doolin and Lay's merged to
form Frito-Lay Inc., a snack food giant with combined sales of over $127
million annually, the largest of any manufacturer. Shortly thereafter, Lays
introduced its best-known slogan "betcha you can't eat just one." Sales of the
37
chips became international, with marketing assisted by a number of celebrity
endorsers. In 1965, Frito-Lay merged with the Pepsi Cola Company to form
PepsiCo, Inc. and a barbecue version of the chips appeared on grocery shelves.
A new formulation of chip was introduced in 1991 that was crisper and kept
fresher longer. Shortly thereafter, the company introduced the "Wavy Lays"
products to grocer shelves. In the mid to late 1990s, Lay's modified its barbecue
chips formula and rebranded it as "K.C. Masterpiece," named after a popular
sauce, and introduced a lower calorie baked version and a variety that was
completely fat-free (Lay's WOW chips containing the fat substitute olestra).
In the 2000s, kettle cooked brands appeared as did a processed version called
Lay's Stax that was intended to compete with Pringles, and the company began
introducing a variety of additional flavor variations. Frito-Lay products
presently control 55% of the United States salty foods marketplace.
2.1.2 Flavors
Except for barbecue-flavor potato chips, which were introduced no later than
1958, up until the last 20 years, the only flavor of potato chips had been the
conventional one. Despite an explosion of new flavors, the unadorned original
is still the selection of 81% of consumers.
38
In the United States, Lay's offers a number of flavor combinations, in addition
to the classic chips. Flavored products in the traditional fried varieties include
sour cream & Onion, Barbecue, cheddar & sour cream, Hidden Valley Ranch,
salt & vinegar, salt & pepper, Flamin' Hot, dill pickle, Limon (Lime) and a
thicker "Deli style" chip. Canadian sellers have a number of varied flavors, with
curry, ketchup, poutine, pizza, Fire’s Gravy, roast chicken, Smokey bacon,
salsa, wasabi, spicy Indian masala and sea salt and pepper brands available. The
marketing success of these flavors in Canada sometimes leads to a limited time
offering of a flavor to the south, with the dill pickle recently appearing in the
United States after a successful run. Interestingly the name 'sour cream' has got
Lay's into a lot of confusion in some countries. In India for instance the name
was changed to American style cream and onion after consumers reported their
discomfort with the idea of 'sour' cream In the baked products, there are classic,
barbecue and sour cream & onion varieties. The kettle cooked version includes
original, sea salt & vinegar, mesquite barbecue and jalapeño brands. Wavy
Lay's have original, hickory barbecue, ranch and Au Gratin flavors while Lay's
Stax offers original, sour cream & onion, cheddar, barbecue, ranch, pizza and
salt & vinegar. The newest variety, Lay's Natural has thick cut barbecue and sea
salt brands
39
The WOW! Brand was rebranded in 2004 as Lay's light after the olestra
formula was altered and the U.S. Food and Drug Administration allowed
removal of warnings about various health consequences of the fat substitute.
Outside North America, Lay's in Greece and Cyprus are made and packed by
Tasty Foods and Carina Snacks LTD, with Mediterranean flavors which include
Feta cheese flavor, Tzatziki flavor, Olive and Tomato, Oregano, Sea Salt &
Black Pepper and various more.
There are hundreds of sub-variations of the Mediterranean line and the
company performs Constant experimentations to create new flavors and adjust
them to each country's liking. In some countries such as Argentina variations of
the Mediterranean tastes exist include Olive Oil and Parmesan Cheese, Olive
Oil and Tomato, Olive Oil and Basil, Greek Tzatziki Cheese with onions,
Lasagna, Beef Capriccio with Parmeggiano and Smoked Manchego Cheese. In
Belgium there is a version of Cucumber and Goats Cheese. Finally in Chile
there is a version of Lemon and Cilantro (Coriander) and Sour Cream and
Onions.
In Australia, a cilantro version exists while a hot & sweet chili, sweet corn and
cotija cheese brand can be found in South America. Another flavor sold
40
primarily in southern Asia is called "Magic Masala." This flavor is very popular
in India, Pakistan, and Bangladesh. Flavors featured in Thailand include Nori
Seaweed, Basil, Squid, Spicy Chili Squid, Seafood and Mayonnaise, and Spicy
Seafood. There are a number of unique products in the United Kingdom sold
under the Walkers label, including prawn cocktail, beef & onion, Greek kebab
and Marmite yeast extract. Under the Smith's label in Australia, unique flavors
include Greek Feta & Herb and Italian Tomato & Basil. Russia has "Lay's
MAX" chips (Chicken, Sour cream & Onion, Sour cream & Cheese, and Ham
& cheese flavors) and some international "Lay's" flavors plus Russian "Lay's"
flavor - Mushrooms & Sour cream, Crab and Red caviar. In Poland the chips
flavors are: Green Onion, Mushrooms & Sour Cream, Chicken, Original,
Paprika, Hot pepper, Original, Ketchup, Forage, new potatoes with basil. Also
there is Lays Appetite which is also part of lays and has the following flavors
Kebab, Pepper and Cheese, Onion and Cheese. In parts of South America
(notably Argentina and Uruguay), Lay's flavored products are sold with the
"Lay's Mediterranean" label, and include such flavors as ham, tomato and basil,
tomato Parmesan, and oregano. Peru has "Lay's Sabores Peruanos" (Lay's
Peruvian Flavors), with flavors like queso andino (Andean cheese); also
recently was released Lay's Dips, that includes a "Peruvian Criollo Chili" sauce
sachet. In Ukraine there is crab, bacon, cheddar, and sour cream and green
41
onion, In Thailand there is Classic, Sour Cream & Onion, Cheese & Onion,
Mexican Bar-B-Q, and And Japanese Nori Seaweed. Flavors also come and go
usually with an international theme, for example: French Mayonnaise, Balsamic
Vinegar and Salt (England), Garlic Soft Shelled Crab (Hong Kong), Soy Sauce,
Salmon Teriyaki (Japan), Lobster, Bacon & Cheese (America). Also traditional
"Thai" flavors include Tom Yum, Thai Chili Paste, Thai Seafood Dip, Chili and
Lime. Popular flavors are often kept in circulation longer. There are currently
12 regular Lay's flavors in Canada, though there are more, available only in
certain parts of the country.
The flavors available nationwide are the following:
Classic (yellow), BarBQ (black), Salt & Vinegar (teal), Ketchup (dark red),
Wavy Original (red), Dill Pickle (bright green), Smokey Bacon (brown), Sea
Salt & Pepper (silver), Sour Cream & Onion (green), Roast Chicken (light
brown) and finally Lightly Salted (bright blue). Also, in select Canadian
markets (Toronto & Vancouver) Lay's has introduced international flavors such
as "Spicy Curry" and "Spicy Indian Masala" to appeal to a wider consumer
group.
42
2.2 ITC LIMITED
2.2.1 Company Overview
Bingo is a brand owned by ITC Foods Limited. ITC Limited was incorporated
on 24 August 1910 as the Imperial Tobacco Company of India Limited; the
company's name was changed to ITC Limited in 1974. It is rated amongst the
'World's Best Big Companies' by Forbes magazine. ITC employs over 20,000
people at more than 60 locations across India. ITC is one of India's largest
private sector companies with a turnover of over US$ 4.75 billion. It is rated
among the World's Best Big Companies, Asia's 'Fab 50' and the World's Most
Reputable Companies by Forbes magazine, among India's Most Respected
Companies by Business World and among India's Most Valuable Companies by
Business Today. ITC also ranks among India's top 10 `Most Valuable
(Company) Brands', in a study conducted by Brand Finance and published by
the Economic Times.
ITC has a diversified presence in Cigarettes, Hotels, Paperboards & Specialty
Papers, Packaging, Agri-Business, Packaged Foods & Confectionery,
Information Technology, Branded Apparel, Personal Care, Stationery, Safety
matches and other FMCG products. While ITC is an outstanding market leader
in its traditional businesses of Cigarettes, Hotels, Paperboards, Packaging and
43
Agri-Exports, it is rapidly gaining market share even in its nascent businesses of
Packaged Foods & Confectionery, Branded Apparel and Stationery.
As one of India's most valuable and respected corporations, ITC is widely
perceived to be dedicated to the nation. Chairman Y C Deveshwar calls this
source of inspiration "a commitment beyond the market". In his own words:
"ITC believes that its aspiration to create enduring value for the nation provides
the motive force to sustain growing shareholder value. ITC practices this
philosophy by not only driving each of its businesses towards international
competitiveness but by also consciously contributing to enhancing the
competitiveness of the larger value chain of which it is a part."
ITC's diversified status originates from its corporate strategy aimed at creating
multiple drivers of growth anchored on its time-tested core competencies:
unmatched distribution reach, superior brand-building capabilities, effective
supply chain management and acknowledged service skills in the hospitality
industry. Over time, the strategic forays into new businesses are expected to
garner a significant share of these emerging high-growth markets in India.
44
ITC's Agri-Business is one of India's largest exporters of agricultural products.
ITC is one of the country's biggest foreign exchange earners. The Company's 'e-
Choupal' initiative is enabling the Indian agriculture sector to significantly
enhance its competitiveness by empowering Indian farmers through the power
of the Internet. This transformational strategy, which has already become the
subject matter of a case study at Harvard Business School, is expected to
progressively create for ITC a huge rural distribution infrastructure,
significantly enhancing the Company's marketing reach.
ITC's wholly owned IT subsidiary, ITC Infotech India Limited, is aggressively
pursuing emerging opportunities in providing end-to-end IT solutions, including
e-enabled services and business process outsourcing. ITC's production facilities
and hotels have won numerous national and international awards for quality,
productivity, safety and environment management systems. ITC was the first
company in India to voluntarily seek a corporate governance rating.
The Company continuously endeavors to enhance its wealth generating
capabilities in a globalizing environment to consistently reward more than 3,
88,000 shareholders, fulfill the aspirations of its stakeholders and meet societal
expectations. This over-arching vision of the company is expressively captured
45
in its corporate positioning statement: "Enduring Value. For the nation. For the
Shareholder."
2.2.2 ITC’s Strategy in Launching Bingo
Bingo was launched in India on Mar14, 2007 during the world cup time. Main
aim of ITC Bingo Advertisement was to create buzz among customers. Most of
the advertisements of Bingo were considered vague and stupid but we feel that
was the best form of communication any marketing company has ever done.
Within a month of launch of Initial advertisement, 70% of the viewers could
recall the brand name and that was their main aim. Brand recall along with 17
flavours in three SKUs helped ITC to capture 16% of market share in just 18
months.
This is the latest advertisement of Bingo chips, though it is very early to say
that whether ITC could sustain such a growth in long term with so many
flavors. The major problem with so many flavors is that if a person doesn’t like
any of the flavors, he will not even try other flavors. So much diversification
might come in the path of ITC’s growth in the snacks business.
46
The initial offering from Bingo includes an array of products in both Potato
Chips & Finger Snacks segment. The Potato Chips offering comprise of four
innovative variants inspired by the snacking habits of different parts of the
country as well as Masala, salted and Tomato favorers. Additionally a south-
inspired dairy option has also been introduced under the potato chips offering.
The offering under the Finger Snacks segment are equally unique presentation
with innovative finger foods like the pakoda inspired Live Wires, Khakra
inspired Mad Angles and specially developed time pass snack in the form of
Tedhe Medhe. Each offering under this segment is available in two variants
making it a total of 6 products in the Finger Snacks portfolio.
The segmentation was mainly done on the basis of age if the people. The
primary target of Bingo is 18-30 year old people, who are willing to try out new
flavors more easily than the small kids. Bingo is positioned as a youthful and
innovative snack.
In a survey done by ITC, it has been found that 70% of respondents liked Indian
flavors like bhel, golgappas etc. Initial pricing of ITC bingo is directly frontal
attack on Frito lays with pricing of Rs. 5, 10 and 20. Now Firto Lays has
launched small packs of Rs. 3. Let us see whether ITC can leverage upon its
47
huge distribution network covering panwaalas to small kirana shops with a
similar small pack of Rs. 3.
The Company distributes more than 4 lakh large racks, to display the brand at
all points of sale. The racks created so much impact that even competitors like
market leader Frito-Lay’s introduced its own version of water racks. Within six
moths of launch Bingo was available in more than 2, 50,000 retailers across the
country. ITC made a strategic alliance with Future group according to which all
retail stores of Future group like Food Bazaar, Big Bazaar and Khishore
Biyani’s Fair Prices etc. will store only ITC Bingo. Bingo’s website
(www.bingonbingo.com) is a unique site with information about Bingo and its
flavors. Initially Bingo sponsored many Bingo Remix night in various clubs.
ITC with Bingo adopted a Market Challenger strategy and chose a combination
of flank and frontal attack against the market leader Frito Lay’s.
With the rise of ITC bingo in no time, Lays has revamped its branding strategy
with new promotions featuring actress like Juhi Chawla, Kareena Kapoor etc.
About 35 AC BEST buses in Mumbai and metro in Kolkata are now branded by
Kurkure. Frito Lays again launched a new consumer promotion campaign, chat
Time Achievers campaign in which consumers could send their recipes using
48
Kurkure, Now with the growth of ITC Bingo, Lays has launched Indian flavors
like Lay’s Chat street, India’s mint Mischief. Water style etc. Ravi Naware,
chief executive officer of ITC foods said “We are getting ready to lunch a
media – blitz for Bingo next month. We forayed into this sector in March 2007
and our market share today stands at 16% our goal is to capture a 50% share in
this sector “As of now Indian snack industry is about 2500 cross. Frito lays has
48% Haldirams has 25% market share and ITC bingo has 16% share, rest of the
market is dominated by few regional players like Balaji, its seems to be very
difficult goal. There seems to be potential problems like hug competition by
Frito lays and haldiram, Players like Balaji might expand into national terrority
or it could be bought over by players like lays. The other major threat could be
preference of people toward healthy snacks.
These are some of the hypothetical problems that might erupt in recent times
but as of now ITC Bingo has a happy story to state.
2.3 HALDIRAM FOODS
Over a period spanning 65 years, the Haldiram's Group (Haldiram's) had
emerged as a household name for ready-to-eat snack foods in India. It had come
a long way since its relatively humble beginning in 1937 as a small time sweet
49
shop in Bikaner, Rajasthan. In 2001, the turnover of the Haldiram's was Rs.400
Crore. The group had presence not only in India but in several countries all over
the world.
The company offered a wide variety of traditional Indian sweets and snacks at
competitive prices that appealed to people belonging to different age groups.
Haldiram's had many 'firsts' to its credit.
It was the first company in India to brand 'namkeens'. The group also pioneered
new ways of packaging namkeens its packaging techniques increased the shelf
life of namkeens from less than a week to more than six months.
Since the very beginning, the brand 'Haldiram's' had been renowned for its
quality products. The company employed the best available technology in all its
manufacturing facilities in India. Namkeens remain the main focus area for the
group, contributing close to 60% of its total revenues.
Haldiram’s has got 4 firms, based at Delhi, Kolkata, Nagpur and Bikaner
(branded as “Bikaji “) these firms are separate entities managed by 4 different
brothers, 3 of them (given below) use the same brand name - Haldiram’s. While
the Nagpur unit manufactures 51 different varieties of namkeens, the Kolkata
50
unit manufactures 37 and the Delhi unit 25 - This is due to different regional
markets, and the varying tastes.
The raw materials used to prepare namkeens are of best quality and sourced
from all over India. In our interview with the Haldiram’s Marketing
Representative at the Mumbai Office, we were informed that Haldiram’s invests
in R & D at the rate of churning out 2-3 products every 2 months. This just
show that Haldiram’s has come a long way from being the heavy-weight market
leaders, and have now realized the importance and threat of competition
2.4 PARLE MONACO SMART CHIPS
Parle Monaco Smart Chips eyeing 10-15% market share in the health snacks
category.
Parle Products, India’s largest biscuit and confectionary manufacturer, has
entered in the health snack food category with the launch of Monaco ‘Smart
Chips’. With this launch Parle is eyeing 25-30% market share in the domestic
market in next 2-3 years. Smart chips will be available in four flavors and will
be positioned as non- fried chips.
51
Parle Monaco has been a leading brand in snacks for a long time. With its new
variant ‘Monaco Smart Chips’ they have tried to fuse together the ‘do good’
(Marie, glucose biscuits) and ‘feel good’ (indulgent snacks) categories. The
company is also coming up with a huge campaign for the new launch featuring
Parle Monaco’s brand ambassador - Aamir Khan. The campaign is developed
by Vipin Dhyani, Founder & Creative Director, and Thought shop.
Speaking on the launch Praveen Kulkarni, GM, Parle Products said “Over the
last few years, we have been looking to expand the product portfolio at Parle by
introducing newer categories in biscuits as well as exploring options beyond
biscuits. The consumer today wants a product that satisfies both the needs. We
expect Smart Chips will become a significant ‘category benchmark’, driving
sales for healthy snacks within snacks categories. We are aiming to grab 10-
15% market share with the brand extension.”
Commenting on the launch Mr. Shalin Desai, Sr. Brand Manager, Parle
Products said, “The category is new and is growing at a fast pace. I am sure that
our brand will do well in the market. As per our studies, we realized that there
exists a gap with snacks which are ‘fun’ to eat and ‘healthy’ to eat. Today’s
consumers are health conscious and most of the products available in the
market are not healthy, so being an early entrant we would like to capitalize on
52
an early mover advantage. Monaco has been associated with the snack category
for a long time and with this brand extension we wanted to capitalize on the
high recall value of the brand.”
Parle has already diversified into the non biscuit snacks market with the launch
of Musst Chips and Musst Stix in mid 2008. Smart Chips, a part of the
company’s expansion plans beyond biscuits, provide foodies with an option of a
healthy snack that satiates their taste buds too. These are not fried chips and
priced at Rs 5 to Rs 10 for 25 Gms and 50gms respectively and they target a
wide consumer faction ranging from youth to family groups. Smart Chips will
be available in four exciting flavors – Macho Masala, Simply Salted, Tangy
Tomato and Crazy Chat.
The snack food market in India is estimated to be worth $3 billion, with the
branded snack market at $1.34 billion, and is growing at 15-20 per cent yearly.
The unorganized sector, worth $1.56 billion, is also growing at 7-8 per cent.
53
CHAPTER 3
RESEARCH
METHODOLOGY
54
3. RESEARCH METHODOLOGY
3.1 NEED AND SIGNIFICANCE
In the branded snacks market, to get down to basics, Frito Lay commands a
share of 48%, followed by Haldiram’s at 25% and ITC at 16%. The rest is
divided between a handful of new entrants, wannabes and many regional
players. Out of these ITC’s Bingo is a relatively new entrant in the market,
which was launched in 2007. ITC has launched Bingo in a wide variety of
flavors and formats, ranging from potato chips to finger snacks. Because of its
different and catchy advertisements Bingo has created a buzz in the market.
In a market segment that is very fragmented we wanted to find out if a
relatively new player could carve a niche for itself in the consumers mind.
Therefore, our aim was to find out consumer perceptions of Bingo.
3.2 STATEMENT OF RESEARCH OBJECTIVES
The main objectives of our research were as follows:
To find out which brand of potato chips has the highest recognition and recall.
To find which is the most preferred snack brand and which is the least
preferred.
To compare Bingo to the market leader Lays
55
3.3 RESEARCH DESIGN: DESCRIPTIVE
Research design is the basic framework which provides guidelines for the rest
of research process. It specifies the methods for data collection and data
analysis .In this research project we have used the descriptive research design.
We conducted a survey in Mumbai. My sample size is 80. Respondents in the
sample were asked to fill questionnaires.
3.4 ANALYSIS OF DATA
In order to extract meaningful information from the data collected, an analysis
of data was done. We have divided the analysis in two parts, qualitative analysis
and quantitative analysis.
56
CHAPTER 4
DATA
INTERPRETATION
AND ANALYSIS
57
1. Approximately, how many times in the last week have you consumed fast
food?
Descriptive Statistics
N Minimum Maximum MeanStd.
Deviation Variance
how many times in the last week have you consumed fast food?
80 0 9 3.90 2.023 4.091
Valid N (listwise) 80
Table 4.1 Analysis of times consumed fast food
From the above table, we can interpret that an average 4 times in last couple of
week respondents purchased and consumed fast food.
58
2. Please rate the following parameter that induces you in consuming fast food
over normal food.
Descriptive Statistics
N Minimum Maximum Mean
Std.
Deviation Variance
Price 80 1 9 5.27 1.961 3.847
Time Factor 80 2 10 7.15 2.117 4.484
Hunger 80 4 10 6.25 1.571 2.468
Taste 80 1 10 6.30 2.015 4.061
Quantity 80 1 8 4.50 1.883 3.544
Hygiene 80 1 9 3.20 1.845 3.403
Valid N
(listwise)
80
Table 4.2 Analysis of parameters inducing fast food over normal food
From the above data we can analyze that Time factor is the most influencing
factor among all the factors for inducing Fast Food followed by Taste and
Hunger later. Whereas Hygiene factor is the least factor to be accounted while
consuming fast food.
59
3. When it comes to eating food, please rate the following option according to
your preference
Descriptive Statistics
N Minimum Maximum Mean
Std.
Deviation Variance
Sandwich 80 1 5 3.07 1.134 1.285
Vada-Pav 80 1 5 2.85 1.342 1.800
Burger 80 1 5 3.28 1.232 1.518
Frankie 80 1 5 2.73 1.331 1.772
Packaged Chips 80 1 5 3.40 1.186 1.408
Valid N
(listwise)
80
Table 4.3 Analysis of parameters for consuming fast food
From the above data we can analyze that Packaged Chips is the most preferred
food among the above data followed by Burger and Frankie being the least
preferred food item to be consumed.
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4. Would you prefer packaged fast food over road side items?
Count
Age
Total0-18 Years 18-35 Years 35-55 Years
Would you prefer packaged fast
food over road side items?
Yes 6 54 2 62
No 0 12 6 18
Total 6 66 8 80
Table 4.4 Analysis of preference for packaged fast food * Age Crosstab
Figure 4.1 Analysis of preference for packaged fast food * Age Crosstab
From the above data we can analyze that considering the age factor only the most preferred
age group which prefers packaged fast food over road side items is 0 – 18 age group. The
second place is age group 18 – 35 and the least preferred is 35 – 55 year old age group.
61
Count
Gender
TotalMale Female
Would you prefer packaged fast
food over road side items?
Yes 28 34 62
No 10 8 18
Total 38 42 80
Table 4.5 Analysis of preference for packaged fast food * Gender Crosstab
Figure 4.2 Analysis of preference for packaged fast food * Gender Crosstab
From the above data we can analyze that both genders Male and Female prefer packaged fast
food over road side items. There is slight preference liking of females more as compared to
Male’s in the above bar chart.
62
Occupation
TotalHousewife Service Business Student
Would you prefer packaged
fast food over road side items?
Yes 0 12 2 48 62
No 2 10 0 6 18
Total 2 22 2 54 80
Table 4.6 Analysis of preference for packaged fast food * Occupation
Crosstab
Figure 4.3 Analysis of preference for packaged fast food * Occupation
Crosstab
From the above data we can analyze that Housewives do not prefer packaged
fast food over road side items, Service class is more or less equal but a slight
higher on the yes side, Business class definitely prefers it and Students also
prefer packaged fast food over road side items.
63
5. Please rate the reasons for selecting packaged food on the following parameter
Descriptive Statistics
N Minimum Maximum Mean
Std.
Deviation Variance
Price 80 2 10 6.27 2.135 4.556
Availability 80 2 10 6.57 1.840 3.387
Taste 80 1 10 5.73 1.896 3.594
Quantity 80 2 10 6.28 2.074 4.303
Hygiene 80 2 10 7.75 2.270 5.152
Packaging 80 2 10 6.42 2.203 4.855
Advertising
Influence
80 1 10 5.08 2.163 4.678
Brand Name 80 2 9 6.42 1.854 3.437
Valid N (listwise) 80
Table 4.7 Analysis of reasons for selecting packaged foods
From the above data we can analyze that Hygiene factor has the highest factor
while selecting a packaged fast food item, followed by Availability. Whereas
Advertising Influence and Taste surprisingly are the least factors to be
considered by people consuming packaged fast food.
6. On the scale of 1 to 5 (1-Very Bad and 5-Very Good) rate the following flavors according
to your choice?
64
Descriptive Statistics
N Minimum Maximum Mean
Std.
Deviation Variance
Tomato 80 1 5 2.93 1.134 1.285
Cream & Onion 80 1 5 2.90 1.051 1.104
Salted 80 1 5 2.95 1.078 1.162
Spicy 80 1 5 2.78 1.263 1.594
Chilly 80 1 5 2.78 1.222 1.493
Cheese 80 1 5 2.98 1.113 1.240
Valid N
(listwise)
80
Table 4.8 Analysis of the most preferred flavour
From the above data we can analyze that flavors such as Cheese, Salted and
Tomato are the most preferred flavors whereas Spicy and Chilly are the least
preferred.
7. Have you ever tried any of the packaged fried chips?
65
Age
Total0-18 Years 18-35 Years 35-55 Years
Have you ever tried any of the packaged
fried chips
Yes 6 62 6 74
No 0 4 2 6
Total 6 66 8 80
Table 4.9 Analysis of willingness to try packaged fried chips * Age Crosstab
Figure 4.4 Analysis of willingness to try packaged fried chips * Age Crosstab
From the above data we can analyze that all the age groups have mostly tried packaged fried
chips the ratio is higher on 0 – 18 age group and lowest on 35 – 55 age group since
behavioral patterns of the higher age people.
66
Gender
TotalMale Female
Have you ever tried any of the
packaged fried chips
Yes 36 38 74
No 2 4 6
Total 38 42 80
Table 4.10 Analysis of willingness to try packaged fried chips * Gender Crosstab
Figure 4.5 Analysis of willingness to try packaged fried chips * Gender Crosstab
From the above data we can analyze that in case of gender wise both genders
have tried packaged fried chips but the ratio is higher on Male side when
compared to females.
67
Count
Occupation
TotalHousewife Service Business Student
Have you ever tried any of the
packaged fried chips
Yes 2 22 2 48 74
No 0 0 0 6 6
Total 2 22 2 54 80
Table 4.11 Analysis of willingness to try packaged fried chips * Occupation Crosstab
Figure 4.6 Analysis of willingness to try packaged fried chips * Occupation Crosstab
From the above data we can analyze that all the occupation have tried packaged
fried Chips it is only in the Student’s that some of them have not tried it.
68
B rand P referenc e for P ac kag ed F ried C hipsB a la ji
5%
Ha lidra m3%
P eppy8%
L a ys42%
B ing o42%
Figure 4.7 Analysis of brand preference of packaged fried chips
From the above data we can analyze that Brand Preference is highest and equal
in Lays and Bingo followed by peppy, Balaji and Haldiram in ascending order.
69
8. Did you like packaged fried chip?
Age
Total0-18 Years 18-35 Years 35-55 Years
Did you like the packaged fried
chip
Yes 4 54 6 64
No 2 12 2 16
Total 6 66 8 80
Table 4.12 Analysis of liking towards packaged fried chips * Age Crosstabs
Figure 4.8 Analysis of liking towards packaged fried chips * Age Crosstabs
From the above data we can analyze that Age wise 0 – 18 have 50% liking and 18 – 35 have
the highest liking whereas age group 35 – 55 have the lowest liking.
70
Count
Gender
TotalMale Female
Did you like the packaged fried chip Yes 30 34 64
No 8 8 16
Total 38 42 80
Table 4.13 Analysis of liking towards packaged fried chips * Gender Crosstabs
Figure 4.9 Analysis of liking towards packaged fried chips * Gender Crosstabs
From the above data we can analyze that Gender wise the liking is on the highest side for
both Male and Females but More higher on the Female side only when compared with Males.
71
Count
Occupation
TotalHousewife Service Business Student
Did you like the
packaged fried chip
Yes 2 18 2 42 64
No 0 4 0 12 16
Total 2 22 2 54 80
Table 4.14 Analysis of liking towards packaged fried chips * Occupation Crosstabs
Figure 4.10 Analysis of liking towards packaged fried chips * Occupation Crosstabs
From the above data we can analyze that Occupation wise if we check then
Housewives and Businessmen have definitely liked packaged fried chips but
when checked in Service and Student liking is definitely there but not 100% as
seen in others.
72
9. Which branded packaged fried chip would you prefer among the following?
Descriptive Statistics
N Minimum Maximum Mean
Std.
Deviation Variance
Bingo 80 1 5 3.60 1.074 1.154
Lays 80 1 5 2.88 1.216 1.478
Balaji 80 1 5 2.63 .973 .946
Peppy 80 1 5 2.65 1.045 1.091
Haldiram 80 1 4 1.93 .938 .880
Valid N
(listwise)
80
Table 4.15 Analysis of the most preferred brand
From the above data we can analyze that Bingo is the highest preferred
packaged fried chip followed by lays. Peppy and Balaji amounts to nearly the
same and haldiram is the least preferred among these.
73
10. Will you be loyal to your most preferred packaged fried chip?
Count
Age
Total0-18 Years 18-35 Years 35-55 Years
Will you be loyal to your most
preferred packaged fried chip?
Yes 2 26 6 34
No 4 40 2 46
Total 6 66 8 80
Table 4.16 Analysis of loyalty towards packaged fried chips * Age Crosstabs
Figure 4.11 Analysis of loyalty towards packaged fried chips * Age Crosstabs
From the above table and Chart we can analyze that in terms of loyalty with
packaged fried chip age groups does not matter much as we can see in all the
age group ranging from 0-18 and 18-35 there is no loyalty and above that i.e
35-55 loyalty is visible.
74
Count
Gender
TotalMale Female
Will you be loyal to your most preferred packaged
fried chip?
Yes 16 18 34
No 22 24 46
Total 38 42 80
Table 4.17 Analysis of loyalty towards packaged fried chips * Gender Crosstabs
Figure 4.12 Analysis of loyalty towards packaged fried chips * Gender Crosstabs
In the following case we can analyze that loyalty in terms of Gender is not
applicable since in both cases male and female one cannot see any loyalty for
the packaged fried chip.
75
Count
Occupation
TotalHousewife Service Business Student
Will you be loyal to your most preferred packaged fried chip?
Yes 2 10 0 22 34
No 0 12 2 32 46
Total 2 22 2 54 80
Table 4.18 Analysis of loyalty towards packaged fried chips * Occupation Crosstabs
Figure 4.13 Analysis of loyalty towards packaged fried chips * Occupation Crosstabs
76
From the above table and figure, it can be quite clearly interpreted that House
wives are loyal to the brand, in Service it is nearly equal and Business Men are
not loyal to their respective brand of Packaged Fried Chip.
CHAPTER 5
MAJOR FINDINGS
AND SUMMARY
77
5. MAJOR FINDINGS AND SUMMARY
5.1SUMMARY
Since Bingo is a relatively new product and we wanted to gauge what kind of
recall value it has and what are consumers’ perceptions towards it compared to
the market leader Lays. We conducted the study by interviewing people using
questionnaires. The questionnaire was constructed using Likert scale and
Henry’s Hierarchy. We used the stratified sampling technique to conduct the
survey. Our sample size was 100. We have also given an overview of the Indian
snack market and described ITC’s business activities in brief and their strategy
in launching Bingo.
5.2 MAJOR FINDINGS
I have found out that of all the snack brands Bingo has the highest recall value
followed by Lays and then others. When it comes to purchase decisions, a
majority of respondents prefer Bingo while Haldiram is the least preferred, this
in spite of having the second highest recall value. Lays is the second most
preferred brand when it comes to purchase decisions. Respondents clearly point
78
out that they would not prefer Bingo when purchasing. Consumers feel that
Bingo tastes much better than Lays. On the parameters of quantity, packaging
and price they feel Bingo is as good as Lays.
CHAPTER 6
CONCLUSION
79
6. SUGGESTION AND CONCLUSION
After conducting the survey I am in a position to say that since its launch Bingo
has been able to garner significant interest. Bingo has the highest brand recall
courtesy its high decibel ad campaigns. But people who have tried Bingo feel
that although it is comparable to Lays in terms of quantity, packaging,
crunchiness and price its performance on the taste parameter is abysmal. Since
it is considered to be as good as lays on other parameters but not on taste
customers do feel like switching to it. Even though Bingo has recently increased
its quantity from 30 grams to 45 grams for a Rs. 10 pack, compared to 30 grams
for Lays it is still not perceived as having more quantity compared to Lays. We
would suggest that they advertise this fact.
If Bingo has to take on Lays then it has to focus on improving the taste of its
offering. Consumers’ perceptions of the brand will have to be altered as they
have to feel it is as good as or better than Lays in terms of taste and as a value
for money product. Their ad campaigns so far have done an excellent job in
80
creating hype around the brand has fortunately been able to live up to the
expectations.
BIBLOGRAPHY
SME rating agency of India ltd.
www.allbusiness.com
http://www.financialexpress.com/news/Just-munch-it/271873/0
www.itcportal.com
81
Annexure
82
a) Questionnaire
1. Approximately, how many times in the last week have you consumed fast food?
0 1 2 3 4 5 More (Specify: _____)
2. Please rate the following parameter that induces you in consuming fast food over normal food.
Very Low Very High
Price 1 2 3 4 5 6 7 8 9 10
Time factor 1 2 3 4 5 6 7 8 9 10
Hunger 1 2 3 4 5 6 7 8 9 10
Taste 1 2 3 4 5 6 7 8 9 10
Quantity 1 2 3 4 5 6 7 8 9 10
Hygiene 1 2 3 4 5 6 7 8 9 10
3. When it comes to eating food, please rate the following option according to your preference
Very Low Very High
Sandwich 1 2 3 4 5
Vada-Pav 1 2 3 4 5
Burger 1 2 3 4 5
Frankie 1 2 3 4 5
Packaged Chips 1 2 3 4 5
83
4. Would you prefer packaged fast food over road side items?
Yes No
5. Please rate the reasons for selecting packaged food on the following parameter
Very Low Very High
Price 1 2 3 4 5 6 7 8 9 10
Availability 1 2 3 4 5 6 7 8 9 10
Taste 1 2 3 4 5 6 7 8 9 10
Quantity 1 2 3 4 5 6 7 8 9 10
Hygiene 1 2 3 4 5 6 7 8 9 10
Packaging 1 2 3 4 5 6 7 8 9 10
Advertising Influence 1 2 3 4 5 6 7 8 9 10
Brand Name 1 2 3 4 5 6 7 8 9 10
6. On the scale of 1 to 5 (1-Very Bad and 5-Very Good) rate the following flavors according to your choice?
Tomato 1 2 3 4 5
Cream and onion 1 2 3 4 5
Salted 1 2 3 4 5
Spicy 1 2 3 4 5
Chilly 1 2 3 4 5
84
Cheese 1 2 3 4 5
7. Have you ever tried any of the packaged fried chips
Yes No If yes which one ___________________________________
8. Did you like packaged fried chip?
Yes No
9. Which branded packaged fried chip would you prefer among the following?
Very Low Low Moderate High Very Most
Bingo 1 2 3 4 5
Lays 1 2 3 4 5
Balaji 1 2 3 4 5
Peppy 1 2 3 4 5
Haldiram 1 2 3 4 5
10. Will you be loyal to your most preferred packaged fried chip?
Yes No
Name: ___________________________ Contact: _____________________________
Age :__________ Gender : Male Female
Occupation : Housewife Service Business Student
85
Address: ____________________________________________________________
____________________________________________________________
b) List of Tables
LIST OF TABLESTable No. Title of the Table Page No.Table 1.1 Overview of the Indian Snack Food Business 15Table 1.2 Opportunities and Challenges 19Table 4.1 Analysis of times consumed fast food 58Table 4.2 Analysis of parameters inducing fast food over normal
food59
Table 4.3 Analysis of parameters for consuming fast food 60Table 4.4 Analysis of preference for packaged fast food * Age
Crosstab61
Table 4.5 Analysis of preference for packaged fast food * Gender Crosstab
62
Table 4.6 Analysis of preference for packaged fast food * Occupation Crosstab
63
Table 4.7 Analysis of reasons for selecting packaged foods 64Table 4.8 Analysis of the most preferred flavor 65Table 4.9 Analysis of willingness to try packaged fried chips *
Age Crosstab66
Table 4.10 Analysis of willingness to try packaged fried chips * Gender Crosstab
67
Table 4.11 Analysis of willingness to try packaged fried chips * Occupation Crosstab
68
Table 4.12 Analysis of liking towards packaged fried chips * Age Crosstabs
70
Table 4.13 Analysis of liking towards packaged fried chips * Gender Crosstabs
71
Table 4.14 Analysis of liking towards packaged fried chips * Occupation Crosstabs
72
Table 4.15 Analysis of the most preferred brand 73Table 4.16 Analysis of loyalty towards packaged fried chips *
Age Crosstabs74
86
Table 4.17 Analysis of loyalty towards packaged fried chips * Gender Crosstabs
75
Table 4.18 Analysis of loyalty towards packaged fried chips * Occupation Crosstabs
76
c) List of Figures
LIST OF FIGUREFigure No. Title of the Figure Page No.Figure 1.1 Potato Consumption in India 7Figure 1.2 Total Import of Snack Foods/Snack Food Ingredients
in India CY 200617
Figure 4.1 Analysis of preference for packaged fast food * Age Crosstab
61
Figure 4.2 Analysis of preference for packaged fast food * Gender Crosstab
62
Figure 4.3 Analysis of preference for packaged fast food * Occupation Crosstab
63
Figure 4.4 Analysis of willingness to try packaged fried chips * Age Crosstab
66
Figure 4.5 Analysis of willingness to try packaged fried chips * Gender Crosstab
67
Figure 4.6 Analysis of willingness to try packaged fried chips * Occupation Crosstab
68
Figure 4.7 Analysis of brand preference of packaged fried chips 69Figure 4.8 Analysis of liking towards packaged fried chips * Age
Crosstabs70
Figure 4.9 Analysis of liking towards packaged fried chips * Gender Crosstabs
71
Figure 4.10 Analysis of liking towards packaged fried chips * Occupation Crosstabs
72
Figure 4.11 Analysis of loyalty towards packaged fried chips * Age
74
Figure 4.12 Analysis of loyalty towards packaged fried chips * Gender Crosstabs
75
Figure 4.13 Analysis of loyalty towards packaged fried chips * Occupation Crosstabs
76
87