MARKETING PROJECT (Deodorant)

ACTIVE
STAY ACTIVE, STAY FRESH

Executive Summary
P&G is one of the largest and amongst the fastest growing consumer goods companies in India. Established in 1 !"# P&G India now serves over !$% million consumers across India. Its presence pans across the &eauty & Grooming segment# the 'ousehold (are segment as well as the 'ealth & )ell &eing segment# with trusted brands that are household names across India. *hese include +ic,s# -riel# *ide# )hisper# .lay# Gillette# -mbipur# Pampers# Pantene# .ral/&# 'ead & Shoulders# )ella and 0uracell. Superior product propositions and technological innovations have enabled P&G to achieve mar,et leadership in a ma1ority of categories it is present in. P&G India is committed to sustainable growth in India# and is currently invested in the country via its five plants and over nine contract manufacturing sites.

2nder this pro1ect P&G is trying to enter the new segment 3deodorant4 that is a category extension. )e have launched a product named -(*I+E and studied the detailed analysis of the mar,et of this sector which includes mar,et share. *argeting the audience on the basis ofagegroup of 1$/5$ of metro cities. - detailed analysis of all the competitors and using the strategies of mar,et mix i.e "P6S to enter the mar,et .0ifferentiating our product on the basis of anti perspirantand new pac,aging and focusing on consumer behavior we are teying to capture the mar,et share of this segment. -ll the detailed aspects li,e budgeting# brea,/even and S).* analysis has been done and also applying all the mar,eting concepts to analy7e this sector. P&Gtrying to re/brand its image and appeal to a younger audience to increase sales and brand awareness. In order to do this P&G needs to reach a new target mar,et of youth.

About the Industry

India has a long history of perfumery expertise dating bac, over 8%% years. *he familiarity of the average Indian with complex fragrances# coupled with strong cultural factors has given Indian fragrances a uni9ue character. *he fragrance mar,et in India# while currently small in comparison to those in developed countries# has the potential to develop into one of the biggest in the years to come. *he reasons are not difficult to discern. India is a vast country with a population of over 1.5 billion. :ore importantly# it has a huge middle class with growing disposable incomes. -pproximately !$; of the population is below 8% and by 5%5% the average age of the country is expected to be 5<. 'ence the industry targeting this particular segment of people has a high growth future. *he Indian deodorant mar,et is one of the fastest growing segments now. In addition# exports of fragrances are becoming increasingly more important# with the value having crossed approximately =s. 1.% billion in 5%15. *his trend is expected to intensify as India increasingly becomes the dominant economy in South -sia with advantageous business lin,s to (entral -sia# the :iddle East# -frica and South East -sia.

Industry Performan e
-ccording to a study released by the industry body# the -ssociated (hambers of (ommerce and Industry of India >-SS.('-:? titled @0omestic Aragrance IndustryB *he way ahead@# the industry is currently poised at around =s 8C%% crores. *he study explains that the fragrance industry consisting ofB/ 0eodorants / (urrently valued at about =s 1#$%% crore and has growing at (-G= of 8% percent since the last $ years Perfumes# roll/ons and others / (urrently growing at about 8% per cent and is currently poised at about =s 55%% crore.

Aurther it is expected to grow at approximately (-G= of "%; in the next $ years due to increasing demand as the deodorant industry is in its growing stage in India.

PE!T"E ANA"#!I!
Po$%t% a$ fa tors& Government policy on trade / the custom duty on imported perfumes is high > around 5C; ? Government stand on mar,eting ethics >advertising? D -lmost every deodorant advertisement is based on the theme of sexual innuendo # -S(I may not allow such advertisements to be aired sometimes. Political interference when it comes to culture and societal values. (ontroversial advertisements of deodorants regularly sub1ected to criticism by politicians. E onom% a$ 'a tors& 0eodorant is not need based product but is luxury product# when economy goes down then people cut down consumption of luxury product first. :ar,et environment is becoming highly competitive. Indian consumers are more prices sensitive. *his could be mainly because of the inflation and income restraint. (onsumers do not want to buy expensive product due to

which almost every player is providing same range of products with differentiation in 9uality. !o %a$ 'a tors& *he hot and humid climate of most of the India ma,es the use of a deodorant socially acceptable. 'owever mostly men6s deodorants are positioned as an -id to attract women. Even television commercials do chauvinistic publicity. *arget is towards the younger generation which is more progressive and more Ewesterni7ed6. :ale grooming is an industry booming in India due to which deodorants and other variants are getting more acceptances. *here seems to be influence of beliefs# values# opinions and lifestyles of people.

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Te hno$o6% a$ 'a tors& :ore spending on I* by different players to improve its business especially when it comes to area of e/business and conse9uently improving brands image and 9uality of its products. -lso I* efficiencies minimi7e the cost. *here is awareness in the industry that failure to provide technical capability in the =&0 function and 9uic,ly roll out the products may adversely impact its cash flow# turnover# profit and profit margins and affect reputation. Aor example# 2nilever for its brand -FE deodorants provide high level of automation# which is cutting edge over competitors. -dvanced technologies such as internet is one of the biggest platform via which deodorant companies communicates to consumers# especially social networ,ing sites.

En-%ronmenta$ fa tors& 0eodorants contain -luminium which can lead to (ancer and -l7heimer6s disease. -lso# showering washes our deodorants and anti/perspirants down the drain# introducing ,nown or suspected toxins into our nation6s waterways. &ut to eliminate this effect more and more players are underta,ing various pro1ects li,e boosting cans recycling# promoting sustainable development etc. (ompanies are maintaining high environmental standards by designing and producing products that are safe for consumers and using environment friendly materials and pac,ing stuff. *here are cultural reasons which restrict companies to prepare strategies for global brands. *hus there are brand variants such as -xeGHynx# =exonaGSure# and AloraG&ecel.

"e6a$ fa tors&

(ompanies are sub1ect to laws and regulations both locally and globally# which cover diverse areas such as product safety# trademar,s# copyright# patents# customers health and safety# the environment# corporate governance and unfair practices. Aailure to comply with laws and regulations could leave them open to civil and criminal legal challenge and may result in fines or imprisonment of personnel. E-xe 0eodorant (ourt (ase6/ -xe was ta,en to court by a consumer as he was unable to attract even a single girl.

Mar5et !hare of Or6an%7ed and 8nor6an%7ed !e tor

2norgani7ed sector accounts for nearly 8% per cent of the total fragrance industry. Iearly !% per cent of the whole fragrance mar,et is dominated by the men@s category which is also highly fragmented and ,eeps evolving with change in attitudes and lifestyle. &esides# high/ end perfumes in the male category are also doing a bris, business courtesy the growing urge among urbane Indian males to stay well/groomed. *hough there are limited options for women but the segment is li,ely to see an upsurge with various existing brands and new entrants resorting to sustained media campaigns to cash in on the untapped category with enormous growth potential.

:ar,et Share of *op $ Players

(ompany )ise

It is evident from the above chart that the top five players for the year 5%15 have been Com(any 'industan 2nilever :cIroe :arico Iivea India (avinJare Produ ts -xe# 0ove# =exona )ild Stone Set )et Iivea Spin7

0eodorants segregated product wise To( 0 for Men -xe Par, -venue )ild Stone Set )et Iivea To( 0 'or 9omen 0ove Ii,e Spin7 Iivea Aa

Ind%re t Com(et%tors
Perfumes# &ody :ist# =oll/.n# *alc -ccording to a study# 30omestic Aragrance IndustryB *he way ahead4# conducted by -SS.('-:# the fragrance industry consisted of deodorants# perfumes and roll/ons. Indian deodorant and roll/on mar,et is estimated at about =s. 1#<%% crore and is growing at about $$ per cent annually. *he perfume mar,et is growing at about 8% per cent and is poised at about =s. 1#$%% crore. *he mar,et share of roll/ons is =s. "%% crore as only a handful of brands are operating in this domain# it said.

. P:! re$ated to "eader; Cha$$en6er; 'o$$o*er

PROD8CT PRICE P"ACE PROMOTIO N

"EADER<A=E

0ifferent designs for different variants. &rand extension/s,in related products. Perfect ergonomics aerosol lea,age proof.

=easonable price/=s.1"%/1$%. -llows discount in prices. +ery cheap.

Strong distribution channels. Strong logistic and coverage. Strong online and offline presence. Improving its relations with distributers and strengthening and its presence

&oth online and offline presence. Extensive use of television medium Personal selling.

C>A""ENGER <9I"D !TONE

Good variety# design and distinct features. (omes in wide variety of segments.

=easonable pricing ranging from =s.1$%/1C$

2ses television extensively. Promotes in malls and shopping places.

'O""O9ER< NI?EA

0o not differentiate its product. Simple product . 'as its competition with other mar,et followers.

Pricing not very high. 0o not adopt distinctive pricing strategy.

Iot present in every 0o not promote it shop. heavily. 0oes not have a strong presence. Promotional costs are very low. 2se hoardings

ANA"#!I! O' CON!8MER @E>A?IOR

*he main need of the consumer is to hide the body odour. *hough consumers go for repeat purchase# they still li,e variety and innovation. Producing at a cheaper cost attracts the attention of college goers. 2sed for daily purpose and not sophisticated usage.

!EGMENTATION
Geo6ra(h% On the bas%s of urban area
AREA :etro# *ier/I# *ier/II and *ier/III cities TREND!)NEED! 'igh disposable income :ore number of gym goers :ore number of colleges and university goers

Demo6ra(h%

On the bas%s of a6e

AGE 1$/1< KE-=S TREND!)NEED! Parents ta,e decisions (urious to explore Ion Hoyal *ry different brands *rendy and attention see,ing *a,e their own decisions &uy expensive brands and status conscious

1</5$ KE-=S -&.+E 5$

On the bas%s of Gender GENDER :-HE TREND!)NEED! Influenced by advertisments -ttention see,ing Experimenting Influenced by peers Inclined towards fruity variants and lasting odour

AE:-HE

Psy ho6ra(h% On the bas%s of $%festy$e "I'E!T#"E SP.=*S SE0EI*-=K S.(I-H G=.2P TREND!)NEED! -nti Perspirant 'igh on 'ygiene Inclined towards negation of body odour =ich Aragrance Image conscious

TARGETING
A6e Grou(& .n the basis of age we are ma1orly focusing the age group from A3</0 D People of this age group are the ma1or contributor to the deodorant industry. *hey love experimenting with new products and are attracted towards brand having long lasting fragrance. "%festy$e& .n the basis of lifestyle are focus is on the s(orts people B *hese people are health conscious and do physical training and also perspires in gyms so they need deodorants 9uite often and targeting them is a good option. Gender& .n the basis of gender we have different products for both ma$e and fema$e D )e have separate deodorants for male and female.

So we will target the people of age group 1</5$ who play sports and are involved in physical activities and also for those who loves to be active 5"LC.

PO!ITIONING
So positioning of our product will be into more of sportsGactive ,eeping deodorant which remains 5"LC and anti/perspirant # s,in friendly and approachability to the user. (onduct many campaigns. Engaging customers with new fragrances and also launching stylish bottles. IDENTI'ICATION O' NEED! @EING MET Hong lasting fragrance and freshness i.e. 5"LC. -nti per spirant. S,in Ariendly. 0ifferent products for male and female. Intermediary price

POD (Po%nts of D%fferen e)

1. Areshness / ,eeps you free from sweat 5"LC 5. Pac,aging D Counter on the an to count number of sprays. 8. -ssociation with consumer D by ,eeping in mind the music of your choice and fragrance according to that i.e it comes in a variety of fragrance according to the genre of music li,e pop# roc, etc. ". S,in Ariendly D contains no (A(. $. P&G brand image and strong distribution channel. !. Pricing / -ffordable prices as compare to other existing players in the mar,et.

POP (Po%nts of Par%ty)

1. =eliability. 5. Hong Hasting Aragrance. 8. +ariety D &oth for males and females. ". Aragrance -ttracts opposite gender.

Ga( f%$$ed by our (rodu t&

Since we see that in mar,et there is not even a single product which focuses on strong fragrance and antiperspirant and many product claims that their product will give you this much of sprays but we prove it by giving a ounter on it. So within this price range consumer will have differentiated product. *oday most of the youth is inclined towards music so ,eeping in mind the today6s trend and their consumer needs i.e youth needs to ,eep fresh and attractive and differentiated fragrance we provide them with range of products li,e =.(J catering to the needs of college and school going students and party going people.

Per e(tua$ Ma(

Com(any Re-%e*
(ompany (hosenB Proctor & Gamble IndustryB (onsumer goods Existing products and segmentsB Its presence pans across the &eauty & Grooming segment# the 'ousehold (are segment as well as the 'ealth & )ell &eing segment# with trusted brands that are household names across India. *hese include +ic,s# -riel# *ide# )hisper# .lay# Gillette# -mbipur# Pampers# Pantene# .ral/&# 'ead & Shoulders# )ella and 0uracell.

Past PerformanceB .ver the last 1% years the company has grown at (-G= of 5C; in India. Its material consumption cost rose by a lower figure of 1$;. -dvertising and promotion costs rose by only 5.$;.

PROD8CT
P&G has a wide range of products in the personal care band li,e the shampoos# detergents etc. *he deodorants are new for the company. Its presence pans across the &eauty segment# health segment as well as household care segment. P&G is committed for sustainable growth in India and has set $ plants and contract manufacturing sites. P&G has believed in providing a variety of 9uality products.

-lso P&G invests heavily in =&0 of its products such as to differentiate it from its competitors.

PRICE
It has believed in finding a set of prices which maximi7es its total profit from the available product mix. 0ifferent pricing strategies adopted at P&G are/ (ompetitive pricing/ *ide Product line pricing/ Gillette 0istribution pricing/ .lay# 'ead & Shoulders

PROMOTION
P&G insists on a pull strategy 'eavy advertising and media pioneer -dvertising creativity

Procter & Gamble 'ygiene and 'ealth (are Htd >PG''(H? upped its advertising expenditure by 8$.CC per cent for the second 9uarter ended 81 0ecember. *he company spent =s "$.< million in the second 9uarter compared with =s ! !.! million a year earlier.

P"ACE
-s the company manufactures A:(GG necessary products so the brand loyalty from the customers6 side is less so they have made their distribution networ, stronger.

Mar5et !hare; !a$es<?o$ume; Prof%t

&eing a part of a big company li,e P&G would be advantageous as it bring with itself a strong brand image. )e will have a competitive price in the range of =s. 1%%/18% in order ,eep the price competitive in terms of the mar,et leaders and competitors as ma1ority of the popular brands are above 1$%. *he mar,et competitors have a mar,et share of 1%; and the followers have less or e9ual to $;. P&G being a big brand and a new entrant# for the first year an approximate $; mar,et share can be expected. *he approximate mar,et share of 5%18 is 515 ." crores. *herefore# expected mar,et share will be $; of 515 ." crores M 1%!.$ crores -pproximately 1$; of the mar,et share will be used in mar,eting activity which is 1!crores. Sales/volume will depend on the total sales of the entire region where we are launching our product. In the beginning we are ma1orly targeting the urban areas so our sales depend on this region. )e are expecting bul, of our sales to come from the youth of urban cities. -t around 5%; of our population is in the age group of 1$/5$ and out of these 5%;# $; use deodorants and we will target this $; of the population. *hat means around ! crore people in the age group from 1$/5$ use deodorants >assuming our population to be 15% crore?. -lso in a year# people generally use " to $ bottles of deodorants and one bottle is of around 5%%ml. So approx. 5"/8% crore of deo cans are sold in an year >in the age group from 1$ /5$ years?. Aor the first year we are targeting to occupy at around $; of the mar,et. Even if we consider both the variants>1%%ml# 1$%ml? are sold in e9ual amounts then from mar,et share of 1%!.$ crores we can estimate the count as approx. 5Ha,hs. -gain $; of 5"crore>deodorant cans sold in a year? is approximately 1.5 crore. *herefore we ta,e an average of the two and set out limit at 1crore cans sold in a year. (ost of production will be approximately =s. !$ per can Production (ost M 1crore L !$ M !$crores :ar,eting (ost M 1! crores *otal (ost M <1 crores *herefore expected profit in the first year would be M 1%!.$/<1 M 5$.$ crores Generally in the first year we are not targeting to achieve higher profits. *he main emphasis is to firm our grip in the mar,et. *he expected growth is 1; every year for the next 8 years. *herefore expected mar,et share by 5%1$ will be approximately C;.

PO!ITIONING !TATEMENT

Aor today6s youth who are bustling with a Go/Getter attitude# -(*I+E is not only targeted at youth by age# but by heart . 2nli,e the competitors# its refreshing fragrances tells customersB 3Stay active # stay fresh4. Io over smelling# Io itching. .ne stop solution to fragrance related blues.

. P:! re$ated to the (rodu t

PROD8CT It is designed to provide tangible benefits to its customers. *he deodorant industry is in its growing stage and new products li,e ours can provide several advantage and options to its customers. .ur product is the brand extension of the P&G and it would carry forward the legacy of P&G. *hey also provide increased loyalty and brand image for the company which is needed by the company .*he product is designed to be free from (A( and each spray would be environment friendly. -lso it would be anti/allergic and safe to apply. +ariety/ 0ifferent products for male and female o o PRICE P&G pricing strategy would be a distinctive one as compared to its competitors. Its pricing would be ,ept competitive. It would be available in different si7es both for men and women/ C%ml for =s. 1%% 1$%ml for =s. 18% =oc, D Aor young energetic men who love strong and long lasting fragrance Aantasy D Aor young women who love mild fragrance with smell of flowers and also long lasting one

Nuality/ 'ave no side effects and strong and long/lasting fragrance. 0esign D :inimi7e lea,age and will provide with a counter to register the number of sprays. Pac,aging D 0istinctive metallic can with attractive design.

-s our product is not differentiated so we need cost differentiation in order to gain mar,et share so we are launching it in two si7es and at cheaper rate than the closest competitor -xe. P"ACE *he process of efficiently and effectively ma,ing and getting products and services to end/users re9uires a mar,eting logistics networ,. Essentially# the physical distribution of the proposed product should propagate through a series of intermediaries as fast moving consumer goods are purchased by consumers fre9uently. Strong mar,eting and in/store communication is

re9uired. *he product will be made available in departmental stores# ,irana shops and malls to ma,e the reach extensive. PROMOTION 8!% degree branding effort# interactive mar,eting# online initiatives and use of television mar,eting. "aun h%n6 e-ent -s the intended users are the college students so will promote it in various college festivals. -s we are launching our product in metros and *IE= 1# 5 and 8 cities so we will promote in regional newspapers and youth maga7ines. -s it6s not a national launch so promotion would not be entirely based on television. 0istribution of samples with 'ead & Shoulders bottles>5%%ml?. Promotion on the internet and social networ,ing sites will help in gaining competitive advantage within a short span of time. -s P&G is very reliable on its product# it will be providing various benchmar, tests available in the mar,et to display the capabilities of its product.

Pro(osed Commun% at%on !trate6%es

*he new -ctive image will utili7e multiple aspects of the promotional mix to achieve the proposed communication ob1ectivesB/ a+ Ad-ert%s%n6 Cam(a%6n& *he ma1ority of the new -(*I+E6s campaign will revolve around advertising through ma1or promotional channels. *he first promotional channel will be through a television commercial. .ur ob1ective is to ac9uire more youth attention and increase revenue. 0ue to budget constraint# we will first primarily focus on *+ advertisements in youth targeted *+ channel :*+. *he television commercial will be aired in :etros # *ier/I and *ier/ II cities. - national print promotion will follow the television commercials. *he print advertisements# much li,e the television advertisements# will help in brand awareness. *he print advertisements will be focused on regional newspapers of the targeted cities. -dvertisements through hoardings in almost every city of launch would be cheapest source as well as would have wider reach.

:ost of the youth tune into A: for music# so =adio broadcast commercials will be the final advertising promotional effort. -lso the -(*I+E brand will be heard during the traffic hours throughout the day having a direct target on the desired audience of males.

b. Throu6h Intera t%-e Mar5et%n6& Interactive mar,eting includes various activities and programs designed to engage customers and directly or indirectly raise awareness. *he company has a dedicated website ,nown as httpBGGactivefresh.com for promotional activities. -dvertisements of -(*I+E would be broadcasted all over the web through official communities and social networ,ing sites li,e faceboo,. (. Inst%tut%ona$ (romot%ons *ie/up with some colleges will promote our product among its students as a perfect deodorant for youth. -lso through some events few event 30-=E *. *=K -(*I+E4 we will promote in selected educational institutes. 0. )ord of mouth mar,eting -(*I+E advertisement and promotional activities would be designed ,eeping in mind element of humor. *he humor in the advertisement travels from person to person and creates positive vibes throughout the potential customers. E. Promotion campaign i. - consumer driven promotion will be created based on consumer testimonials about how they applied their new found confidence to their everyday life. *he tagline of the promotion will be 3what have you achieved with your new found activeness D the -ctive.4 *his promotion will allow the target mar,et to relate to the new brand and ma,e this the brand of choice as well as increase brand loyalty. *here will be select winners that will be entered in a draw for many different adventurous pri7es# which includeB s,y diving# bungee 1umping# a day on the sports trac,# as well as a cash grand pri7e and a chance to appear in a commercial.

ii.

(ampaign called 3active call4 would be driven. (onsumers will call us to ta,e part in contest. (onditions for the contest would to come up with best 1ingle for the -(*I+E deodorant. )inner would be given opportunity to act in :*+ advertisement. In return company would earn revenue from the call service provider and also awareness of product. Hast but not the least we will be visiting $ selected &/Schools for giving opportunity to the student for live pro1ects. 1% Students will be given small amount as stipend and in return they have to broadcast through different social

iii.

networ,ing apps > wechat# whatsapp and hangout? to target youth creating awareness.

Promot%ona$ Cost
A+ Ne*s(a(ers Ad-ert%s%n6 B Introductory .ne time full bac, page advertisement cost (ities 0elhi Gurgaon :umbai Jol,ata *otal -d cost *his advertisement will be done every alternate wee, for 5 months. &ase =ate >-? 8"%% "%% 1C$% 85$ Premium Price > &ac, page? >&? <%% 1$% "%% 1%% -rea of the ad in the newspaper >(? 5$%%s9cm 5$%%s9cm 5$%%s9cm 5$%%s9cm *otal >-O&?L>c? =s "%%%%%% =s 18C$%%% =s !5$%%%% =s 1%!5$%% =s1#5!#<C#$%%

@+Mar5et%n6 Cost as 'ree sam($es *%th >ead and !hou$ders 0istributing our product >C% gms? with 'ead and Shoulders as free samples. (urrently '&S who is the leader in the anti/dandruff segment of the shampoo mar,et accounts for 1$ ; of the =s1<#%%% crore Indian shampoo mar,et . In other words# '&S derives =s 5C% crores > 1$; of =s 1<%%%? of its revenues from its leading product. 0istributing our product of the si7e C% gms with it# will serve the @rand A*areness !trate6y of our product among those who are the current users of the '&S# which is a good start to begin with. - 'ead and Shoulder bottle of =s. 18% will have a C%gms -ctive 0eodorant free. -pproximately 1Ha,h bottle will be distributed with this offer in 0elhi# Jol,ata# :umbai and Gurgaon. *his will account to a total cost of M 1%%%%%L>C%? M =s. C%Ha,hs C @REAK8 P 8% 1$ 1% $ 1% 8%

MEDIA *+ -0+E=*ISE:EI* P=.:*I.I-H (-:P-IGI II*E=-(*I+E :-=JE*IIG IIS*I*2*I.I-H P=.:*I.I =-0I. -0+E=*ISE:EI*S P=II*

-0+E=*ISE:EI*

@RAND E=TEN!ION
It is a brand extension for P&G company as deodorants are new for the company. TOP 0 PDG PROD8CT! GIHHE**E 'E-0 & S'.2H0E=6S *I0E +I(JS )'ISPE= MARKET !>ARE "%; 1C; 18.$; !%; "$;

P&G is ,nown for its differentiated product and uni9ue pricing and promoting strategy and has a wide range of products which are very much different from others. So this deodorant launch would help them to increase its mar,et share. P&G forecast 5%1" organic sales growth of 8/" per cent and PcoreP earnings of growth of $/C per cent. *he company anticipates somewhat lower restructuring costs in 5%1" compared with 5%18. So this new launch is a boon for the company as it would give direct competition to its competitors and in turn will help P&G to have a firm grip in the Indian mar,et.

@I@"IOGRAP>#
www.pg.comGenQIIG edge.silverson.comGassetsGP0AsG-pp=eportsG(osmeticG*Deodorants.pdf www.flipkart.com Aragrances www.theaxeeffect.com/ httpBGGwww.freshmar,etingidea.comG5%15G%1G8!deodorants.html httpBGGarticles.economictimes.indiatimes.comG5%15/%$/1 GnewsG81CC<1%<Q1Qperfume/ mar,et/fragrance/mar,et/deodorants httpBGGbusiness.outloo,india.comGarticleQv8.aspxRartidM5<C 51