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A PROJECT REPORT ON

MARKET SURVEY OF THE CADBURY`S PRODUCT

&
TO FOCUS Cadbury IN MODERN TRADE/TRADITIONAL TRADE/N.C.D AT
GURGAON

Under the guidance of

Corporate Guide:- Faculty Guide:-

MR. IFTAKHAR KHAN MR.ANSHUL SHARMA


Area Sales Manager HEAD OF DEPARTMENT
Cadbury India. Ltd. S.D.COLLEGE OF MANAGEMENT

BY

MR. KAPIL DHINGRA


MBA 3RD SEM

S.D.COLLEGE OF MANAGEMENT
ISRANA, PANIPAT, HARYANA, INDIA
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
ACKNOWLEDGEMENT

I would like to take this opportunity to thanks and express my gratitude to all who have
helped and made this project a success.

I would like to extend my gratitude and special thanks to Mr. KARUNAM (VP-HR), for
giving me an opportunity to gain experience and expertise in an esteemed organization
like Cadbury. I would also like to thanks Mr. ITKHAR KHAN (AREA SALES
MANAGER) for extending constant guidance and support throughout the period of
Internship. Their continuous support and guidance has helped me enhance my skills both
personally and professionally.

I would also like to express my immense gratitude to all the other team members at
Cadbury. The working environment of the company was very healthy and provided me
an opportunity to learn.

Further , I would wish to extend my thanks to my Institute for giving me an opportunity


to enhance my learning and skill base in the retail sector by including a two monTHIS
training programme as a part of our curriculum.

KAPIL DHINGRA

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


INDEX

I. Approval Sheet
II Acknowledgement

S. No. Particulars Page No.


(1) Preface 4
(2) Introduction 5
(3) Company Profile 8
(4) Mission Statement 12
(5) Industry Profile 14
(6) Research Methodology 18
(7) Limitations 21
(8) Findings and Analysis 23
(9) Conclusion 40
(10) Recommendation 41
(11) SWOT 46
(12) Appendix 48
- Questionnaire
- References
(13) Corporate Status 52

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


PREFACE

The core of the first project lies in the MARKET STUDY OF RETAIL OUTLETS and
AWARENESS LEVEL of Cadbury. This is very important to analyze the RETAILERS
needs and their requirements. The scope of the project lies in its essence in identifying the
consumer buying behavior at Cadbury. It also aims to analyze the store performance on
the basis of different parameters.

The second project involves to focus the Cadbury in corporate/ BPOs.

The well planned, properly executed and evaluated project helps both the Management
trainee (students) as well as Industry. The management trainee gets first hand line
industry experience of the current corporate scenario, market conditions and business
environment which are not available in the text book. With the help of above tools they
develop themselves as the perfect business personality of future business would have
excellence in all trade.

On the other hand with the help of young blood and fresh brain full of innovative
thoughts and ideas, industry came to know about market strength and weaknesses
competitor strategies, problem of customer and services etc.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


INTRODUCTION

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INTRODUCTION

Project - I

Objective of the project

Primary Objective

To study the retailer profile & customer behavior in retail stores with
special reference to Cadbury.
To make the retailers AWARE with new products, and M.S.S

Secondary Objective

To study the satisfaction level of retailers with respect to merchandise and


services.
To find out the demographic profile of the customers.
To find out the competitor of Cadbury.(Competitor Analysis)
To find the purchasing time of the customers.
To study the effectiveness of Advertisements of Cadbury.

List of Information

Various type of Merchandise available in the store.


Merchandise Assortment.
Various facilities provided by the store.
Personal information.
Floors and Sections information.
Store working hours.
Customer profiles and Target customers

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


Project - II

Primary Objective

To know the potential of corporate sale for Cadbury products and to


propose, thereafter, the strategies for effective approach to improve the
sales through promotional activities.

Secondary Objective

To create awareness about Cadbury in corporate/ BPOs at Gurgaon.

List of Information

Personal observation by visiting various companies.


Companys feedback/ Responses.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


HISTORY

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The origins of chocolate can be traced back to the ancient Maya and Aztec civilisations
in Central America, who first enjoyed 'chocolatl'; a much-prized spicy drink made from
roasted cocoa beans.

Throughout its history, whether as cocoa or drinking chocolate beverage


or confectionery treat, chocolate has been a much sought after food.

Because cocoa beans were valuable, they were given as gifts on occasions such as a
child coming of age and at religious ceremonies. Merchants often traded cocoa beans
for other commodities such as cloth, jade and ceremonial feathers.

''Chocolate' (in the form of a luxury drink) was consumed in large quantities by the
Aztecs: the drink was described as 'finely ground, soft, foamy, reddish, bitter with chilli
water, aromatic flowers, vanilla and wild bee honey'.

The dry climate meant the Aztecs were unable to grow cocoa trees, and
had to obtain supplies of cocoa beans from 'tribute' or trade.

The Spanish invaded Mexico in the 16th century, by this time the Aztecs had created a
powerful empire, and the Spanish armies conquered Mexico. Don Cortes was made
Captain General and Governor of Mexico.

When he returned to Spain in 1528 he loaded his galleons with cocoa


beans and equipment for making the chocolate drink. Soon 'chocolate'
became a fashionable drink enjoyed by the rich in Spain..

An Italian traveller, Francesco Carletti , was the first to break the Spanish monopoly. He
had visited Central America and seen how the Indians prepared the cocoa beans and
how they made the drink, and by 1606 chocolate was well established in
Italy.

The secret of chocolate was taken to France in 1615, when Anne, daughter of Philip II
of Spain, married King Louis XIII of France.

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The French court enthusiastically adopted this new exotic drink, which
was considered to have medicinal benefits as well as being a nourishing
food.
Gradually the custom of drinking chocolate spread across Europe,

reaching England in the 1650s.

Up until this point all chocolate recipes were based on plain chocolate .

It was an English doctor, Sir Hans Sloane, who - after travelling in South America -
focused on cocoa and food values, bringing a milk chocolate recipe back to England.

The original Cadbury Milk Chocolate was prepared to his recipe.

CHOCOLOGY:-

People around the world have grown up enjoying chocolate as a favourite treat for
countless generations. But just how much does the average person really know about
the potential benefits, beyond the great taste, that chocolate and its key ingredient -
cocoa - provides? We all know that a bit of chocolate tends to
make you feel good, but a wealth of research suggests that
people can now have even more reasons to enjoy it. The last
decade has seen a significant increase in our research and
understanding of cocoa and chocolate. But understanding the
properties of chocolate is not just a recent development. For
centuries, civilizations from Mexico to Europe have recognised
the benefits of cocoa and chocolate for medicinal and
therapeutic uses as well as a food, beverage or treat. It has
even been hailed as an aphrodisiac!

Paul Hebblethwaite
"Professor of Chocology"
Of course, we all need to ensure we don't over indulge and that we see chocolate as a
treat but researchers are continuing to uncover more reasons to enjoy cocoa and cocoa
products. "Chocology", the science behind chocolate, opens up that research and
presents the facts in an easy to use report that we hope will be a useful resource when
talking about the benefits that chocolate can offer.
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
Join us in the exploration of "Chocology" - You may discover that there's more to
chocolate than meets the eye.

Reasons to believe
Body of Evidence - Where can you feel the Benefits?
Myths and Facts about Chocolate
Did you know?

Cocoa
Long before the current trend towards organic ingredients, cocoa was one of the best
known natural foods. In its purest form cocoa is a natural food. The cocoa tree produces
cocoa pods that grow from the trunk or branch of the tree. These pods contain the

beans which characterise the finished chocolate. The cocoa


beans are fermented under banana leaves to bring out the chocolate flavour and then
dried under the tropical sun. They are then shelled and ground to produce chocolate
liquor, an essential ingredient for making chocolate. The liquor can also be pressed to
remove the fat and is cooled and ground to produce pure cocoa powder.

Antioxidant Power
Cocoa contains high levels of naturally occurring compounds called flavanols and a
range of other polyphenols that have been shown to reduce blood pressure helping to
improve heart health. Polyphenols have antioxidant properties and work by fighting the
free radicals which attack cells causing disease and accelerated ageing. They are
believed to impact on arteries and blood qualities, helping to reduce the risk factors for
cardio-vascular disease, through lowering blood pressure and improved blood platelet
function. Scientists have found that the polyphenols relax vessels by increasing the
chemical nitric oxide. This has been shown in new studies at many universities around
the World1.

Dark chocolate contains especially high levels of flavanols and other polyphenols - this
helped to boost sales of dark chocolate by over 15% in the UK last year2!

It's not just bars of chocolate that have these high levels of antioxidants - a recent study

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revealed that hot chocolate beverages, high in cocoa content, can contain
concentrations of antioxidants similar to those in red wine or tea.

Deliciously Nutritious
Chocolate and cocoa containing products are often criticised as being low in nutritional
value and "empty calories". On the contrary, milk chocolate for instance contains many
vitamins including B1, B2, and E as well as minerals including potassium, sodium,
magnesium, phosphorus, zinc, copper, manganese and by far the most important,
calcium, providing over 15% of the recommended daily requirement in a 49g bar of
Cadbury's Dairy Milk, all of which help to keep us healthy. In light of recent research
which suggests taking supplements may be detrimental to your health, it's good to know
that chocolate and cocoa contain so many nutrients!

Boosting Brain Power


A recent study in the United States at Wheeling Jesuit University, West Virginia (May
2006) has suggested that eating chocolate may improve the way our brains work. The
theobromine and phenylethylamine, as well as the caffeine in chocolate appear to
increase alertness and mental performance4. The team found that scores for verbal and
visual memory were significantly higher for those people who had eaten milk chocolate,
and the consumption of milk and dark chocolate was associated with improved impulse
control and reaction time.
Similar work at the University of Nottingham has shown that the consumption of dark
chocolate can increase blood flow to the brain leading to improved cognitive function.

In the Mood
Chocolate is said to contain at least 300 natural chemical compounds, resulting in a
complex range of tastes and odours that connect with the human brain as it runs over
the taste buds of the tongue. The slowly released energy and feelings of fullness and
satisfaction induced by its sugar and fat content, refuel the body's energy levels and
create feelings of wellbeing. Eating chocolate triggers the release of endorphins, mood
enhancing chemicals produced by the brain. These produce feelings of pleasure.

Chocolate has such a luscious texture and aroma that all the body's taste and olefactory
sensors are fully exploited, heightening the pleasure of the experience. So much so that
a recent survey by Cadbury has found that 52% of women prefer eating chocolate to
having sex! Over the years, psychiatrists and researchers have pointed out substances
in chocolate that they think may make us like it so much - however, they're in such small
amounts they can't really be the reason we crave chocolate.
The simple pleasure of chocolate melting in the mouth adds to the pleasure of eating it -
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chocolate has the property of melting at body temperature, cooling the mouth slightly as
it does so. Most interestingly, one expert has pointed out that "chocolate's a blend of
flavours and aromas so complex that food chemists have never been able to duplicate it
in the lab 5 ." We may never understand why chocolate makes us feel good, adding to
its mystery. A standard 45g bar of dark chocolate contains 12% of the Recommended
Dietary Allowance (RDA) of iron. Iron is essential in transporting oxygen in the blood to
all parts of the body, and an iron deficiency can cause anaemia.

When cocoa is combined with ingredients such as milk, sugar, fruit and nuts significant
quantities of nutrients are provided- giving nutrition and energy as well as great taste.
But as the products are often high in fats and sugars it is important that consumption is
in moderation and that such products are consumed infrequently as "treats" - but are
certainly not "empty calories".

Teeth
While you should always brush teeth, naturally occurring substances in cocoa, such as
tannins, may play a role in inhibiting plaque formation by coating the teeth to protect
them6.

Brain
Eating chocolate releases endorphins, hormone-like natural substances, which produce
a feeling of pleasure and reduce sensitivity to pain. Chocolate contains many
substances that act as stimulants, such as theobromine, phenylethylamine, and
caffeine. Research has found that consuming chocolate can lead to increased mental
performance.

Throat
A study carried out by Imperial College, London in 2004 claimed that high doses of
theobromine contained in chocolate are a third more effective at stopping persistent
coughs than codeine.

Heart
Research by Professor Carl Keen at the University of California in 2000 has shown that
a bar of milk chocolate (45g) contains the same quantity of antioxidants as a 150ml
glass of red wine. Dark chocolates with higher levels of cocoa contain even more, as
presented in February 2006 at the American Association for the Advancement of
Science's (AAAS) annual meeting in Boston.

Circulation
A number of studies, including one at the University of Cologne revealed that dark
chocolate helps lower blood pressure10. The study focused on adults with untreated
mild hypertension, some of whom had white chocolate, some dark. Blood pressure
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remained fairly unchanged in the group that ate white chocolate, which does not contain
flavanols. But after two weeks, blood pressure readings had dropped significantly in the
group who consumed dark chocolate.

Bones
Milk and milk products have been part of our diet for thousands of years and the milk in
chocolate - particularly milk chocolate - provides useful quantities of a wide range of
nutrients including calcium. A 49g bar of milk chocolate provides over 15% of the adult
Reference Nutrient Intake (RNI) of calcium. Drinking chocolate made with milk contains
even more calcium.

Eating Chocolate Is Inconsistent With A Healthy Diet


With so much going for it, it's unfortunate that chocolate is often surrounded by myths
and misconceptions that result in its unjustified reputation as an 'unhealthy' food.
Scientists are beginning to dispel common myths about the concerns of eating
chocolate, demonstrating the ways in which chocolate can make us feel good when
enjoyed in moderation. One example of this would be the high levels of cardiovascular
friendly antioxidants contained in chocolate - in fact, dark chocolate in particular
contains more antioxidants by volume than red wine11 12. There is no need to exclude
chocolate from a healthy diet as long as it is consumed responsibly and in the context of
the dietary needs of the individual and their energy balance.

Chocolate causes Tooth Decay


Chocolate has sometimes been blamed for tooth decay but there is research showing
that chocolate isn't as bad for your teeth as people think. Research has indicated that
naturally occurring substances in cocoa, such as tannins, may play a role in inhibiting
plaque formation.

Eating Chocolate gives you spots


Despite the persistence of this myth, research by the Pennsylvania School of Medicine
and also by the U.S. Naval academy13 found no link between acne and chocolate
consumption.

Chocolate has no nutritional value


Few people know that chocolate actually contains a number of important nutrients. Milk
chocolate is a source of potassium, calcium and magnesium, while being low in sodium.
It also provides us with vitamins - including B1, B2 and E.

Chocolate is Aphrodisiac
Though not definitively proven, recent research has indicated that this might not be a
myth after all! A study conducted by San Raffaele hospital, Milan14 has found greater
levels of sexual desire in the group that reported daily chocolate intake as opposed to
those who did not eat chocolate.
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The calcium in a 49g milk chocolate bar provides over 15% of your daily Reference
Nutrient Intake (RNI).
The magnesium in a 45g bar of dark chocolate provides 13% of a female's and 15%
of a male's daily RNI.
One 45g dark chocolate bar provides you with up to 12% of your daily iron RNI.
The copper in a 45g dark chocolate bar provides 27% of your RNI.
As much as 22% of your RNI of riboflavin can come from a single 49g bar of milk
chocolate.
A 49g milk chocolate bar provides you with 33% of your recommended daily vitamin
B12 intake.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


COMPANY PROFILE

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


COMPANY PROFILE

Cadbury Overview:-

Cadbury India is a fully owned subsidy of Kraft Foods Inc. The combination of Kraft Foods and
Cadbury creates a global powerhouse in snacks, confectionery and quick meals.

With annual revenues of approximately $50 billion, the combined company is the world's second
largest food company, making delicious products for billions of consumers in more than 160
countries. We employ approximately 140,000 people and have operations in more than 70
countries.

In India, Cadbury began its operations in 1948 by importing chocolates. After 60 years of
existence, it today has five company-owned manufacturing facilities at Thane, Induri (Pune) and
Malanpur (Gwalior), Bangalore and Baddi (Himachal Pradesh) and 4 sales offices (New Delhi,
Mumbai, Kolkota and Chennai). The corporate office is in Mumbai.

Our core purpose "make today delicious" captures the spirit of what we are trying to achieve as a
business. We make delicious foods you can feel good about. Whether watching your weight or
preparing to celebrate, grabbing a quick bite or sitting down to family night, we pour our hearts
into creating foods that are wholesome and delicious.

Currently, Cadbury India operates in four categories viz. Chocolate Confectionery, Milk Food
Drinks, Candy and Gum category. In the Chocolate Confectionery business, Cadbury has
maintained its undisputed leadership over the years. Some of the key brands in India are Cadbury
Dairy Milk, 5 Star, Perk, clairs and Celebrations.

Cadbury enjoys a value market share of over 70% - the highest Cadbury brand share in the
world! Our billion-dollar brand Cadbury Dairy Milk is considered the "gold standard" for
chocolates in India. The pure taste of CDM defines the chocolate taste for the Indian consumer.

In the Milk Food drinks segment our main product is Bournvita - the leading Malted Food Drink
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
(MFD) in the country. Similarly in the medicated candy category Halls is the undisputed leader.
We recently entered the gums category with the launch of our worldwide dominant bubble gum
brand Bubbaloo. Bubbaloo is sold in 25 countries worldwide.

Since 1965 Cadbury has also pioneered the development of cocoa cultivation in India. For over
two decades, we have worked with the Kerala Agriculture University to undertake cocoa
research and released clones, hybrids that improve the cocoa yield. Our Cocoa team visits
farmers and advise them on the cultivation aspects from planting to harvesting. We also conduct
farmers meetings & seminars to educate them on Cocoa cultivation aspects. Our efforts have
increased cocoa productivity and touched the lives of thousands of farmers. Hardly surprising
then that the Cocoa tree is called the Cadbury tree!

Today, as a combined company with an unmatched portfolio in confectionery, snacking and


quick meals, we are poised in our leap towards quantum growth. We are the world's No.1
Confectionery Company. And we will continue to make today delicious!

Cadbury Fun Facts:-

The total weight of Dairy Milk produced worldwide in one year is equivalent to 7230
elephants!

CADBURY WORLDWIDE:-

Cadbury India is a fully owned subsidy of Kraft Foods Inc. The combination of Kraft
Foods and Cadbury creates a global powerhouse in snacks, confectionery and quick
meals. We are currently the world's No.1 confectionery and biscuit company. We are
also the worlds second-largest food company with sales in approximately 160
countries. We employ approximately 140,000 people.

With an incredible brand portfolio, we contrive to make a delicious difference, today and
everyday.

Heritage: We have come a long way since J.L Kraft started selling cheese from a horse
drawn wagon in 1903. Hard work, imagination and commitment to bring the world its
favorite foods has helped us grow into a company that touches more than a billion
people in 160 countries. Everyday. One at a time.

Some fast facts on the combined company:

Our Global Reach


Approximately $50 billion in revenues
25%+ of global revenue from emerging markets
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
#1 in global confectionery
#1 in global biscuits
More than 50% of global revenue from snacks and confectionery

Our Brand Portfolio


11 brands with more than $1 billion in revenue
70+ brands with more than $100 million in revenue
40+ brands over 100 years old
80% revenue from #1 share positions

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HOW IS CADBURY
CHOCOLATE
MADE?

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HOW IS CADBURY CHOCLATE MADE.????

The cocoa-bean -- the heart of the sweetest delicacy in the world -- is bitter! This is why,
up to the 18th century some native tribes ate only the sweetish flesh of the cocoa fruit.
They regarded the precious bean as waste or used it, as was the case among the
Aztecs, as a form of currency.

The Varieties
There are two quite different basic classifications of cocoa, under which practically all
varieties can be categorised: Criollo and Forastero cocoas. The pure variety of the
Criollo tree is found mainly in its native Equador and Venezuela. The seeds are of finer
quality than those of the Forastero variety.

They have a particularly fine, mild aroma and are, therefore, used only in
the production of high-quality chocolate and for blending. However, Criollo
cocoa accounts for only 10% of the world crop. The remaining 90% is
harvested from trees of the Forastero family, with its many hybrids and varieties. The
main growing area is West Africa. The cocoa tree can flourish only in the hottest regions
of the world.

The Harvest
Immediately after harvesting, the fruit is treated to prevent it from rotting. At fermentation
sites either in the plantation or at, collecting points, the fruit is opened.

Fermentation
The fermentation process is decisive in the production of high quality raw
cocoa. The technique varies depending on the growing region.

Drying
After fermentation, the raw cocoa still contains far too much water; in fact about 60%.
Most of this has to be removed.

What could be more natural than to spread the beans out to dry on the sun-soaked
ground or on mats? After a week or so, all but a small percentage of the water has
evaporated.

Cleaning
Before the real processing begins, the raw cocoa is thoroughly cleaned by passing
through sieves, and by brushing. Finally, the last vestiges of wood, jute fibres, sand and
even the finest dust are extracted by powerful vacuum equipment.

Roasting
The subsequent roasting process is primarily designed to develop the
aroma. The entire roasting process, during which the air in the nearly 10
feet high furnaces reaches a temperature of 130 C, is carried out automatically.
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Crushing and shelling
The roasted beans are now broken into medium sized pieces in the crushing machine.

Blending
Before grinding, the crushed beans are weighed and blended according to special
recipes. The secret of every chocolate factory lies in the special mixing ratios which it
has developed for different types of cocoa.

Grinding
The crushed cocoa beans, which are still fairly coarse are now pre-ground by special
milling equipment and then fed on to rollers where they are ground into a fine paste.
The heat generated by the resulting pressure and friction causes the cocoa butter
(approximately 50% of the bean) contained in the beans to melt, producing a thick,
liquid mixture.

This is dark brown in colour with a characteristic, strong odour. During cooling it
gradually sets: this is the cocoa paste.

At this point the production process divides into two paths, but which soon join again. A
part of the cocoa paste is taken to large presses, which extract the cocoa butter. The
other part passes through various blending and refining processes, during which some
of the cocoa butter is added to it. The two paths have rejoined.

Cocoa Butter
The cocoa butter has important functions. It not only forms part of every recipe, but it
also later gives the chocolate its fine structure, beautiful lustre and delicate, attractive
glaze.

Cocoa Powder
After the cocoa butter has left the press, cocoa cakes are left which still
contain a 10 to 20% proportion of fat depending on the intensity of
compression.

These cakes are crushed again, ground to powder and finely sifted in several stages
and we obtain a dark, strongly aromatic powder which is excellent for the preparation of
delicious drinks - cocoa. Cocoa paste, cocoa butter, sugar and milk are the four basic
ingredients for making chocolate. By blending them in accordance with specific recipes
the three types of chocolate are obtained which form the basis of ever product
assortment, namely:

Kneading
In the case of milk chocolate for example, the cocoa paste, cocoa butter,
powdered or condensed milk, sugar and flavouring - maybe vanilla - go
into the mixer, where they are pulverized and kneaded.

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Rolling
Depending on the design of the rolling mills, three or five vertically mounted steel rollers
rotate in opposite directions. Under heavy pressure they pulverise the tiny particles of
cocoa and sugar down to a size of approx. 30 microns. (One micron is a thousandth
part of a millimetre.)

Conching
But still the chocolate paste is not smooth enough to satisfy our palates.
But within two or three days all that will have been put right. For during
this period the chocolate paste will be refined to such an extent in the conches that it will
flatter even the most discriminating palate.

Conches (from the Spanish word "concha", meaning a shell) is the name
given to the troughs in which 100 to 1000 kilograms of chocolate paste at
a time can be heated up to 80 C and, while being constantly stirred, is
given a velvet smoothness by the addition of certain amounts of cocoa butter. A kind of
aeration of the liquid chocolate paste then takes place in the conches: its bitter taste
gradually disappears and the flavour is fully developed. The chocolate no longer seems
sandy, but dissolves meltingly on the tongue. It has attained the outstanding purity
which gives it its reputation.

Who we are

Consumers inspire us

To make today delicious,we begin with our consumers.


We listen, we watch, and we learn.
We understand their joys and their challenges because we`re consumers too.

What we do
We make delicious foods you can feel about whether watching your weight or preparing
to celebrate, grabbing a quick bite or sitting down to family night, we pour our hearts in
to creating foods that are wholesome and delicious.

Our reach
We believe we can make a delicious difference, everywhere we`re constantly looking for
fresh ideas to improve our workplace, our partnerships, our commitments and our world.

How we behave Our Values


We understand that actions speak louder than words, so at kraft foods:

We inspire trust
We act like owners
We keep it simple
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We are open and inclusive.
We tell it like it is.
We lead from the head and the heart.
We discuss. We decide. We deliver.

How we grow:-

We focus on creating sustainable, profitable growth. And our strategies guide our
efforts:
Build a high performing organization
Reframe our categories
Exploit our sales capabilities
Drive down costs without compromising quality

About Our People:-

It takes great people to make great brands. Our approximately 140,000


diverse employees around the world are the reason we succeed.

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CORPORATE
SOCIAL
RESPONSIBILITY

Corporate Social Responsibility:-


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Corporate Social Responsibility (CSR) is at the heart of our success

At Cadbury India we have always believed that good values and good business go hand
in hand. It's part of our heritage and the way we do things today. CSR is about growing
our business responsibly.

Cadbury India has a tradition of caring for the environment and enriching the quality of
lives of the communities we live and work in, through a variety of result-oriented
programs.

Our commitment to the Environment


Growing Community Value

Gurikha project:-

(Smiling Girls of Gurikha school (built by Cadbury India)


In 1999, we launched the Community Initiative Programme under the banner: Nutrition,
Education, Security and Love near our Malanpur factory (MP).

Gurikha Project has enlightened her to a new life of hope and some prosperity.

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Village Development Committee structured by Cadbury in session.
As a result, we focused on healthcare and education in the nearby village of Gurikha. A
nursery school was started and key improvements were made in the primary school.

The consultation and a bit of lateral thinking led to some real social improvements: fresh
drinking water from a new village pump, a doctor's clinic, vet services for milk producing
animals and fruit trees for each household to plant during the monsoons. They also
helped increase attendance in school.

Smart girls from Cadbury aided coaching class Community Lady Worker
counselling a self help group on income generation.
In 2005, the education programme supported the Indian Government's Year of Women
Empowerment. Special focus was given to the rights and contribution of girls and to the
counteraction of female infanticide through a variety of initiatives.

Play school for children below 5 years of age established by Cadbury. Women
Empowerment activities will help rescue her burden

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AWARDS

AWARDS:-

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Asian Marketing Effectiveness Awards 08
Asian Marketing Effectiveness Awards 2008 for Bournvita Folk/Fusion campaign -
GOLD award for the "Best Insights and Strategic Thinking" and SILVER award for the
'Most Effective Use of Advertising'.

The Asian Marketing Effectiveness Awards are the region's most prestigious awards
that celebrate resourceful Asian marketing. They are designed to set the standard for
effective marketing within the region, and aim to uncover the campaigns that show
results through innovative spirit and combining creativity with effectiveness to build
world class brands.

Cadbury India ranked 7th Great Place to Work in India


No. 1 FMCG Company
Cadbury India has been ranked as the 7th Great Place to Work and the No. 1 F
company in India in 2008, by the Great Place to Work Institute.

This study, in its fifth year in India , has a presence in 30 countries and is the old
most comprehensive and respected workplace study worldwide. Over two hund
companies throughout India participated in the survey, which measured the deg
satisfaction of employees with their place of work and picked out the best worki
environments. This is the fourth time we have featured amongst the Great Place
Work in India . We were ranked 10th in 2003, and were among the top 25 in 20
2005.

Great Place to Work 2007


'Cadbury India' has been awarded the "Bronze Award for Excellence in People
Management" in the 'Great Place to Work 2007' survey conducted by Grow Talent
Company Limited and Businessworld. The award recognizes Cadbury India as a
national leader in the area of Human Resource Management.

Business World along with Grow Talent has been carrying out the 'Great Place to Work'
survey for the past 4 years. This award is based on the ranks received in top 25 list of
the Great Place to Work India studies conducted in the last four years

ABBY Award wins for India.


The prestigious ABBY awards, held in March, recognise creative
excellence in the Indian Advertising Industry. The Ulta Perk campaign
won four Silver Awards in total and the Cadbury Dairy Milk Campaign,
Miss Palampur, also won a Silver Award. This year Cadbury also sponsored the new
'Young ABBY' Award.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


Bournvita won the Emmvie Gold for the Best Media Innovation -
TV.

Cadbury Dairy Milk & Bournvita crowned as Consumer Superbrands

Cadbury Dairy Milk & Bournvita have done it again. For the
second time running, Cadbury Dairy Milk & Bournvita have been declared a `Consumer
Superbrand' for 2006-7 by Superbrands India

ry won the Emmvie Gold for the Best Media Innovation - TV, for brand Bournvita, for the
entry Physical symbol of Confidence.

Cadbury- Ranked among India's most respected


companies

Cadbury India has been ranked 5th in the FMCG sector,


in a survey on India's most respected companies by sector conducted by
Business World magazine in 2007

Cadbury wins the Effies 2006


Pappu does it again!
At the recent Effie 2006 awards organized by The Advertising Club of Mumbai, our
'Pappu Pass Ho Gaya' advertising campaign bagged two more awards - Gold in the
Consumer Products category and Silver in the Integrated advertising campaign
category

Cadbury India roars at Cannes


Cadbury India received a bronze award at the Cannes Lions International Advertising
Festival for partnering with a mobile phone operator in 2005 to provide exam results via
SMS to school children.

Cadbury India is a Great Place to Work


The 'Great Place to Work' Institute study listed Cadbury India as a Great
Place to work in 2005 for the third time in a row. Incidentally,
Cadbury was in the Top 25 in 2003, 2004 and 2005 too.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


Reader's Digest Award recognizes Bournvita
Bournvita won the 'Reader's Digest Trusted Brands' Gold Award for the
vitamin health supplement category in Indian in 2006. The merit was
based on 7000 responses from questionnaires and telephone interviews
across Asia.

Suraksha Puraskar Award 2005


Cadbury India's Bangalore factory has received the "Suraksha
Puraskar" safety award from the National Safety Council - Karnataka chapter.

National Safety Council (NSC) was set up by the Ministry of Labour, Government of
India in 1966, as an autonomous body to generate, develop and sustain
a voluntary movement on Environment, Health and Safety

SUPERBRANDS:-
Cadbury Dairy Milk and Bournvita have achieved the distinction of a

'Superbrand' as awarded by the uperbrands India Council

REGISTERED OFFICE:-

Cadbury India Ltd.


Cadbury House
19, B Desai Road
Mumbai 400 026
Maharashtra
India
Tel: +91 22 4007 3100
Fax: +91 22 2352 1845

REGIONAL OFFICE

Mumbai
Cadbury India Ltd.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


Reyn. Basera Annexe
Near Cooper Hospital
Vile Parle West
Mumbai 400 056
Maharashtra
India

Chennai
Cadbury India Ltd.
146- Second Floor
Royapeth High Road
Mylapore
Chennai 600004
Tamil Nadu
India

Delhi
Cadbury India Ltd
303 - 305
3rd Floor, Vipul Agora
M.G. Road
Gurgaon - 122 002

Kolkata
Cadbury India Ltd
9-A Esplanade Row
Kolkota - 700 069
West Bengal
India

OUR FACTORIES:-

Thane

Cadbury India Ltd


1 Pokhran Road
Eastern Express Highway
Thane 400 606
Maharashtra
India

Pune

Cadbury India Ltd


Induri Factory
Talegaon Dabhade
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
Pune 410 507
Maharashtra
India

Himachal Pradesh

Cadbury India Ltd


Works: Hadbast No 199
Village Sandholi Baddi
Tehsil- Nalagarh
Dist. Solan 173205
Himachal Pradesh
India

Gwalior

Cadbury India Ltd


Plot No 25
Malanpur
Industrial Area
Village Gurikha
Tehsil Gohad
Gwalior - 477 116
Madhya Pradesh
India

Bangalore

Cadbury India Ltd


Jodi Hanumanapalya
Mahadevapura Post
Mangalore Road
Nelamangala 562 123
Bangalore
Karnataka
India

COCOA OPERATIONS:-

Cochin

Cadbury India Ltd


Cocoa Operations
Near Thrikkakara
Pipe Line Junction
Thrikkakara P.O
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
Cochin 682021
KERALA
INDIA

WORK RELATED ROAD SAFETY POLICY:-

The following 8 policy statements apply to the Company-wide Work Related Road
Safety (WRRS) programme that ensures the safe, proper and professional operation of
vehicles used to conduct Cadbury Company business. They are unequivocal
requirements for all persons authorised by Cadbury to operate vehicles when
conducting business on behalf of Cadbury:

1. Driving whilst impaired


The driving of a motor vehicle whilst impaired through fatigue, alcohol, drugs or a
medical condition that may affect driving performance is prohibited.

2. Fitness to drive
At all times fitness to drive shall be at the discretion of the nominated driver and
reasonable caution shall be applied.
For example, following long haul or overnight sector flying drivers should
consider their fitness to drive a motor vehicle and when appropriate, should take
other means of transport to their destination or take local accommodation at the
Companys expense to enable adequate rest prior to driving.

3. Seat belts
Seat belts shall be worn by the driver and all passengers whilst driving on
Company business or driving a Company vehicle at any time. Exception to this is
only permissible for two-wheeled vehicles and where, for short-term hire and
contract-provided vehicles, including taxis, rear-seat seatbelts are not the norm.
All efforts shall be made when making reservations to meet these seat belt
requirements.

The driver is accountable for ensuring that everyone in the vehicle wears a seat
belt. Seat belts shall be fitted in accordance with vehicle manufacturer standards
to all Company vehicles. The minimum standard is a lap seat belt for the driver
and all passengers. Preferred is a three point seat belt for driver and all
passengers.

4. Motorcycle helmets Motorcycle helmets shall be worn by the driver and all
passengers on a motorcycle whilst the engine is running. The driver is
accountable for ensuring that pillion passengers wear a safety helmet. Where
permitted, headlamps shall be on at all times the vehicle is in operation.

5. Mobile phones and other hand-held electronic devices Hand-held electronic


devices including mobile phones should not be used whilst the vehicle is in
motion. This practice shall include SMS text.
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
The use of mobile telephones whilst a vehicle is in motion shall be limited to
voice communication and shall be used only when absolutely necessary. In such
cases the mobile telephone shall use an appropriate hands-free device.

6. Bicycles
The riding of bicycles for the purpose of conducting Company business is
permitted where line management have defined conditions of use e.g. risk
assessment, training and wearing of appropriate protective equipment and
clothing. The wearing of high visibility garments and helmets is strongly
recommended.

7. Smoking
Smoking is not permitted in any Cadbury owned or leased vehicle.

8. Hitchhikers
Hitchhikers shall not be given lifts whilst driving any vehicle on Company
business

FAQ`S:- FREEQUENTLY ASKED QUESTIONS

The chocolate bar that I purchased has white spots on the surface? Why does
this happen?
When chocolate has undergone prolonged exposure to heat and subsequent cooling it
results in discolouration of the surface. This is caused by the separation of the cocoa
butter, which solidifies on the surface giving it a white appearance.

Who should I contact if the chocolate is damaged?


You can contact our Toll Free No. 1800 22 7080 (available from select cities only) for
any product-related issues.

Alternatively, write to:


Cadbury Consumer Services Cell
P.O. Box 26516
Mumbai 400 026
Tel. : +91 22 4007 3100

Email: Consumer.Service.Cell@ap.csplc.com

Will I get a replacement if the chocolate is damaged?


Yes. We have a "no-questions-asked" replacement policy.

Is it possible to organize a factory visit for my family?


No. At this point in time, we do not organize any factory visits.

I need some additional information on Cadbury for my project in school/college.


Whom should I contact?
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
Most of the information is already provided on our website. However if you need any
further information, please write to us via the contact us section.

Whom should I contact for sponsorships or donation requests?


You can submit your requests online. We will evaluate and respond on a case-to-case
basis.

I need to buy huge quantities of chocolates? Can I buy them at a discounted rate
directly from the company?
You could send us your request online and our sales team will get in touch with you
accordingly.
I am a journalist and need to contact the company. Whom should I speak
write/speak to?
You can contact R D'Souza - Associate Vice President - Corporate Affairs by email

ransom.dsouza@ap.csplc.com

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


INDUSTRY TRENDS

INDUSTRY TRENDS

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


Confectionery Industry

The confectionery industry in India is approximately divided into:

Chocolates

Hard-boiled candies

Eclairs & toffees

Chewing gums

Lollipops

Bubble gum

Mints and lozenges

The total confectionery market is valued at Rupees 41 billion with a volume turnover of
about 223500 tonnes per annum. The category is largely consumed in urban areas with
a 73% skew to urban markets and a 27% to rural markets.

Hard boiled candy accounts for 18%, Eclairs and Toffees accounts for 18%, Gums and
Mints and lozenges are at par and account for 13%. Digestive Candies and Lollipops
account for 2.0% share respectively.

Overall industry growth is estimated at 23% in the chocolates segment


and sugar confectionery segment has declined by 19%.

Cadbury with Dairy Milk, Perk, Gems, 5 Star, Celebrations, Bytes, Dairy Milk Eclairs,
Eclairs Crunch, Mr. Pops and Halls brands is a key player in the chocolate, eclairs,
lollipops, and mints segments.

Milk Beverages
The Milk Beverages industry is valued at Rupees 16.1 billion with an
annual turnover of approx 63,000 tonnes. As per Nielsen estimates the
industry is growing at 10.1%.
Cadbury is a key player in the segment with Cadbury Bournvita and
Cadbury Bournvita 5 Star Magic

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


COMPETITORS

In INDIAN market

1. Cadbury`s share 70 percent

2. Nestle 24 percent

3. Amul 04 percent

4. Others 02 percent

In Global market Scenario

1. HERSHEY`S

2. Immersion

3. Lindt

4. Ferrero rocher

5. Nestle

6. Bounty

7. Nutties

8.

BRANDS

(A) Chocolate

1 CADBURY DAIRY MILK

2. 5 STAR
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
3.PERK

4.CELEBRATIONS

5.TEMPETATION

6.ECLAIRS

7.GEMS

(B) SNACKS

1. BYTES

(C) BEVERAGES

1. BOURNVITA

(D) CANDY

1. HALLS

(E) GUMS

1. BUBBALOO

CADBURY DAIRY MILK

The story of Cadbury Dairy Milk started way back in 1905 at Bournville, U.K., but the
journey with chocolate lovers in India began in 1948.

The pure taste of Cadbury Dairy Milk is the taste most Indians crave for when they think
of Cadbury Dairy Milk.
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
The variants Fruit & Nut, Crackle and Roast Almond, combine the classic taste of
Cadbury Dairy Milk with a variety of ingredients and are very popular amongst teens &
adults.

Recently, Cadbury Dairy Milk Desserts was launched, specifically to


cater to the urge for 'something sweet' after meals.

Cadbury Dairy Milk has exciting products on offer - Cadbury Dairy


Milk Wowie, chocolate with Disney characters embossed in it, and
Cadbury Dairy Milk 2 in 1, a delightful combination of milk chocolate
and white chocolate. Giving consumers an exciting reason to keep
coming back into the fun filled world of Cadbury.

Our Journey:

Cadbury Dairy Milk has been the market leader in the chocolate category for years. And
has participated and been a part of every Indian's moments of happiness, joy and
celebration. Today, Cadbury Dairy Milk alone holds 30% value share of the Indian
chocolate market.

In the early 90's, chocolates were seen as 'meant for kids', usually a reward or a bribe
for children. In the Mid 90's the category was re-defined by the very popular `Real Taste
of Life' campaign, shifting the focus from `just for kids' to the `kid in all of us'. It appealed
to the child in every adult. And Cadbury Dairy Milk became the perfect expression of
'spontaneity' and 'shared good feelings'.

The 'Real Taste of Life' campaign had many memorable executions, which
people still fondly remember. However, the one with the "girl dancing on the cricket field"
has remained etched in everyone's memory, as the most spontaneous & un-inhibited
expression of happiness.

This campaign went on to be awarded 'The Campaign of the Century', in India at the
Abby (Ad Club, Mumbai) awards.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


In the late 90's, to further expand the category, the focus shifted towards widening
chocolate consumption amongst the masses, through the 'Khanewalon Ko Khane Ka
Bahana Chahiye' campaign. This campaign built social acceptance for chocolate
consumption amongst adults, by showcasing collective and shared moments.

More recently, the 'Kuch Meetha Ho Jaaye' campaign associated Cadbury Dairy Milk
with celebratory occasions and the phrase "Pappu Pass Ho Gaya" became part of
street language. It has been adopted by consumers and today is used extensively to
express joy in a moment of achievement / success.

The interactive campaign for "Pappu Pass Ho Gaya" bagged a Bronze Lion at the
prestigious Cannes Advertising Festival 2006 for 'Best use of internet and new media'.
The idea involved a tie-up with Reliance India Mobile service and allowed students to
check their exam results using their mobile service and encouraged those who passed
their examinations to celebrate with Cadbury Dairy Milk.

The 'Pappu Pass Ho Gaya' campaign also went on to win Silver for The Best Integrated
Marketing Campaign and Gold in the Consumer Products category at the EFFIES 2006
(global benchmark for effective advertising campaigns) awards.

Did You Know:

Cadbury Dairy Milk emerged as the No. 1 most trusted brand in Mumbai for the 2005
edition of Brand Equity's Most Trusted Brands survey.

During the 1st World War, Cadbury Dairy Milk supported the war effort. Over 2,000 male
employees joined the armed forces and Cadbury sent books, warm clothes and
chocolates to
the front.

5 STAR

Chocolate lovers for a quarter of a century have indulged their taste buds with a
Cadbury 5 Star. A leading knight in the Cadbury portfolio and the second largest after
Cadbury Dairy Milk with a market share of 14%, Cadbury 5 Star moves from strength to
strength every year by increasing its user base.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


Launched in 1969 as a bar of chocolate that was hard outside with
soft caramel nougat inside, Cadbury 5 Star has re-invented itself
over the years to keep satisfying the consumers taste for a high
quality & different chocolate eating experience.

One of the key properties that Cadbury 5 Star was associated with
was its classic Gold colour. And through the passage of time, this
was one property that both, the brand and the consumer stuck to
as a valuable association.

Cadbury 5 Star was always unique because of its format


and any communication highlighting this uniqueness, went down
well with the audiences. From 'deliciously rich, you'd hate to share
it' in the 70's, to the 'lingering taste of togetherness' & 'Soft and
Chewy 5 Star' in the late 80's, the communication always paid homage to the product
format.

More recently, to give consumers another reason to


come into the Cadbury 5 Star fold, Cadbury 5 Star
Crunchy was launched. The same delicious Cadbury
5 Star was now available with a dash of rice crispies.

Cadbury 5 Star & Cadbury 5 Star Crunchy now aim to


continue the upward trend. This different and
delightfully tasty chocolate is well poised to rule the
market as an extremely successful brand.

Did you know:

Cadbury 5 Star played an adept cupid for young couples in love in the 70's. In fact,
Cadbury 5 Star was a way of professing undying love for the significant other.

CADBURY PERK
A pretty teenager; a long line, and hunger! Rings a bell? That was how Cadbury launched its new
offering; Cadbury Perk in 1996. With its light chocolate and wafer construct, Cadbury Perk
targeted the casual snacking space that was dominated primarily by chips & wafers. With a
catchy jingle and tongue in cheek advertising, this 'anytime, anywhere' snack zoomed right into
the hearts of teenagers.

Raageshwari started the trend of advertising that featured mischievous, bubbly teenagers getting
out of their 'stuck and hungry' situations by having a Cadbury Perk. Cadbury Perk became the
new mini snack in town and its proposition "Thodi si pet pooja" went on to define its role in the
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
category.

As the years progressed, so did the messaging, which changed with changes in the consumers'
way of life. To compliment Cadbury Perk's values, the bubbly and vivacious Preity Zinta became
the new face of Perk with the 'hunger strike' commercial in the mid 90's.

In the new millennium, Cadbury Perk moved beyond just owning 'hunger' to a "Kabhi bhi kaise
bhi" position, because the urge for Cadbury Perk could strike anytime and anywhere.

With the rise of more value-for-money brands in the wafer chocolate segment, Cadbury Perk
unveiled two new offerings - Perk XL and XXL.

The temptation to have more of Cadbury Perk was made even greater with the launch of Cadbury
Perk Minis in 2003 for just Rs. 2/-

In 2004, with an added dose of 'Real Cadbury Dairy Milk' and an 'improved wafer', Perk became
even more irresistible. The product was supported in the market with a new look and a new
campaign. The advertisement spoke of the irresistible aspect of the brand, with 'Baaki sab Bhoola
de' becoming the new mantra for Cadbury Perk.

Did you know:


Cadbury Perk advertising has been a launch pad for Bollywood stars - Preity Zinta, Raageshwari,
Gayatri Joshi and Amrita Rao, were all Perk models before they made it big on cinema screens.

CADURY CELEBRATION

Cadbury Celebrations was aimed at replacing traditional gifting options like Mithai and
dry- fruits during festive seasons.
Cadbury Celebrations is available in several assortments: An assortment of chocolates
like 5 Star, Perk, Gems, Dairy Milk and Nutties and rich dry fruits enrobed in Cadbury
dairy milk chocolate in 5 variants, Almond magic, raisin magic, cashew magic, nut
butterscotch and caramels.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


The super premium Celebrations Rich Dry Fruit Collection which is a festive offering is
an exotic range of chocolate covered dry fruits and nuts in various flavours and the
premium dark chocolate range which is exotic dark chocolate in luscious flavours.

Cadbury Celebrations has become a popular brand on occasions such as Diwali, Rakhi,
Dussera puja. It is also a major success as a corporate gifting brand. The
communication is based on the emotional route and the tag line says "rishte pakne do"
which fits with the brand purpose of strengthening your relationships with something
sweet.

Did you know:


The "Rishte Pakne do" jingle was penned by noted writer Gulzar.

CADBURY TEMPTATION

Ever see people hide away their chocolate since they dont want to share
it! If you have, then its likely to be a bar of Cadbury Temptations!
Cadbury Temptations is a range of delicious premium chocolate in five
flavours.

Research revealed a niche segment of chocoholics - those exposed to


international chocolates and those who love a variety of chocolates but
possibly find the price of international chocolates too high. Cadbury
Temptations is a range targeted at this segment of discerning chocolate
lovers.

The Cadbury Temptations range is available in 5 delicious flavour variants


- Roast Almond Coffee, Honey Apricot, Mint Crunch, Black Forest and Old
Jamaica. With its international quality chocolate Temptations soon became a
popular brand for "chocoholics".

The advertising positioned Cadbury Temptations as a chocolate range so


delicious that it was "too good to share".

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


Did you know:
Cadbury Temptations advertising won an advertising effectiveness -
EFFIE award in 2001.

CADBURY ECLAIRS

Eclairs was first discovered by a local confectionery firm in London,


England in the 1960s. The firm then became part of Cadbury in 1971
making Cadbury Eclairs the second largest brand in the company.
The experience of eating a Cadbury Dairy Milk Eclair is truly unique
because of its creamy caramel exterior and rich Cadbury Dairy Milk
chocolate at the center. In 2006 Cadbury Dairy Milk Eclairs launched
a crunchy Eclair with a hard caramel outside and delicious Cadbury
Dairy Milk chocolate inside called Cadbury Dairy Milk Eclairs Crunch.

Our Journey:

In India, Cadbury Dairy Milk Eclairs has been the most preferred brand in
the Eclairs category for years and has always been a favourite with consumers.

Eclairs advertising over the years has talked about the mesmerizing taste
of Eclairs because of the Cadbury Dairy Milk chocolate it contains at its
center. The 'Kar De Dil Pe Jadoo' campaign illustrated this in a youthful
college context. The Eclairs Crunch variant has also had an encouraging
response from both teens and pre-teens. Currently, the chewy and the
crunchy variants are both enjoyed by the Eclair consumer.

Did you know:


A sign in front of our Nigeria factory describes Choclairs as "the sweet
with heart on the inside.

GEMS
The saying "Good things come in small packets" has been proven
right many a times and it couldn't have been truer for the pretty
chocolate buttons called Gems. Who can forget the unique, brightly
colored chocolate buttons with crispy shells, encased in a pack that's
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
as colorful as the product itself? Unrivalled in all these years,
Cadbury Gems has captured every consumer's fantasy for almost 4
decades. Little wonder that Cadbury Gems, the brand that came into
India in 1968 is still going strong.

The sheer taste and the fun associated with eating Cadbury Gems
and the joy of sharing it with friends has made the brand a dear
companion and a source of nostalgia for consumers.

Cadbury Gems brings happiness to the consumer's world. With this


promise in mind, Cadbury Gems has always had 'Masti' as the key
proposition in all its communication. In fact, Cadbury Gems is
always a willing ally for pranks and fun.

Cadbury Gems has continuously tried to be relevant and exciting for


consumers. In its constant attempt to contemporarise, a unique stand
up tube pack with a flip top was launched, which became an instant
hit with consumers.

Early 2006 gave consumers one more reason to


celebrate with Cadbury Gems; the launch of
Cadbury Fruity Gems, a fruit flavoured variant
with a crispy shell outside and white chocolate
inside. Now consumers had not one, but two
reasons to enter the 'Masti' world of Cadbury
Gems.

Today, Cadbury Gems has established itself as one of the leading


brands in its segment. With the single-minded purpose to delight
every consumer and help them discover the fun, exciting and
adventurous side of life, Cadbury Gems will continue to be the
leading brand in Cadbury India's portfolio.

Did you know:

The colourful world of Cadbury Gems does not include the colour
black

CADBURY BYTES
Cadbury Bytes was launched in 2004-05 as Cadbury's foray into
the rapidly growing packaged snack market.

Cadbury Bytes is a one of a kind snack, in that it is sweet and not


salty, as compared to most of the other snacks. It's a bite sized
snack with a crunchy wafer and rich Choco cream filling. There are

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


three variants of Bytes available in the market - Regular, Coffee
and Strawberry, at two price points- Rs 5 and Rs 10.

Cadbury Bytes is targeted at teens as they are the largest


consuming segment of packaged snack category. They are also the
gateway to the family, especially for a new sweet snack.

With Bytes, Cadbury has entered into a new category with well
entrenched and established brands. It is an exciting challenge for us
to take the brand forward and make it a stupendous success.

Cadbury Bytes is positioned as the 'only sweet snack' in the world


of salty snacks. The proposition we have arrived at is "Snacking ka
meetha funda", where we take a pot-shot at other snacks, by saying
`Har snack namkeen nahi hota'. The product is all about breaking a
clich and teenagers identify with breaking stereotypes. The new
commercials- 'Tommy' and 'Villain', talk about breaking the
stereotype.

CADBURY BOURNVITA
Cadbury was incorporated in India on July 19th, 1948 as a private limited company under the
name of Cadbury-Fry (India). Cadbury Bournvita was launched during the same year.
It is among the oldest brands in the Malt Based Food / Malt Food category with a rich heritage
and has always been known to provide the best nutrition to aid growth and all round
development.

Throughout it's history, Cadbury Bournvita has continuously re-invented itself in terms of
product, packaging, promotion & distribution. The Cadbury lineage and rich brand heritage has
helped the brand maintain its leadership position and image over the last 50 years.

The Journey:

The brand has been an enduring symbol of mental and physical health ever since it was launched
in 1948. It is hardly surprising then, that Bournvita enjoys a major presence in the Malt Food
market. Given its market share of 17%, Cadbury Bournvita reaches across hundreds of cities,
towns and villages through 3,50,000 outlets in India.

It is a universal truth that mothers attach a lot of emotional importance to


nourishment while bringing up their children. However, children always
look out for the tastiest option to make their daily dose of milk more
enjoyable.

Cadbury now offers two options to capture this appeal: Cadbury Bournvita,
with its popular chocolate taste, and its latest offering, Cadbury Bournvita 5 Star Magic,

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


leveraging the rich chocolate and caramel flavour of Cadbury 5 Star.

Cadbury Bournvita advertising has moved with the times to reflect the changing needs of the
consumers.
During the '70s the communication centered on 'Good upbringing' and Bournvita became an
essential building block for childhood. "Goodness that grows with you" was the campaign idea
that communicated this thought.

In the 80's the focus shifted from 'Upbringing' to 'Intelligence' with the more aggressive "Brought
up right, Bournvita bright" campaign, which was very successful during its time.

In the early '90s all brands in the category provided purely physical benefits like nourishment,
energy and growth. It was at this time that Bournvita decided to raise the bar by promising
physical and mental benefits. This resulted in the famous Tan Ki Shakti, Man Ki Shakti
Campaign which became an anthem for the brand.

In the new millennium, keeping pace with the evolving mindsets of the new age consumers,
Cadbury Bournvita is about arming consumers with Confidence to take on physical and mental
challenges that nobody else can, resulting in one of the most successful advertising campaigns
which is based on 'Real Achievers who have grown up on Bournvita'.

Did you know:

In the 1980 Moscow Olympics, Cadbury Bournvita was the official health drink for the
Indian team

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


The Cadbury Bournvita Quiz Contest, which started airing on April 12th 1972, is India's
longest running national school quiz contest. Starting out as a contest held in cities, and
then on radio, the contest currently has been running for over 10 years on satellite
television. It has over 500 episodes to its credit, and today the contest directly reaches
more than 11,25,000 students, in 4000 schools across 66 cities and 7 countries - UAE,
Kuwait, Qatar, Oman, Bahrain, Nepal and India.

CADBURY HALLS
Halls accounts for 50% of international cough drop sales and is the leading
sugar confectionery brand in the world. In 1930s, the Hall brothers invented
its Mentho-Lyptus formula, using a combination of menthol and eucalyptus,
and began producing cough drops. The cough drops were introduced into the
US during the mid-1950s. Warner-Lambert recognised the potential of the product and acquired
Halls in 1964. In 1971, Warner Lambert began selling Halls under the Adams family, and the
first national television campaign was aired in the US & the results were a resounding success.

Our Journey:

Halls was first launched in India in 1968 & soon established itself as
a therapeutic candy competing in the cough lozenge market. Halls
has been sold in India as part of the Pfizer & Warner Lambert
networks before it came into the Cadbury fold in 2003 as part of a global merger with Adams
Confectionery.

Halls has had a colourful advertising history in India & was infact, one of the earliest brands to
advertise on television in India. In the 1980s, Ads featuring Meenakshi Sheshadri and later,
Vijeta Pandit on its unique vapour action formula with a classic Halls Jingle were aired which
established the brand firmly in the market. In the 90s, Halls advertising adopted a different take
with its Traffic Jam Ad where Halls restores order to a situation of chaos & the early 2000s
saw Halls advertising on the refreshment platform. Over the years Halls has been strongly
positioned on the` soothes sore throat benefit in the consumers mind.

Halls continues to be one of the leading mint brands in India even in the changed competitive
context.

Did You Know:

Halls is marketed in 24 different countries around the world & is offered in over 26
flavours.

Halls produced the largest sweet in the world in 1964. Weighing 76kilos, the sweet was
put on exhibition in New York.

Halls accounts for more than 50% of international cough drop sales.

In 2002, people consumed 100,000 tons of Halls!


S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
CADBURY GUMS:- Bubbaloo
Cadbury India has expanded its confectionary portfolio in 2007 by foraying into the Bubble gum
category with the launch of Bubbaloo Bubblegum- a successful bubblegum brand from its
international portfolio.

Bubbaloo is an innovative soft bubblegum with a centre filled liquid.


It is filled with a high level of a great tasting fruit flavoured liquid that floods your mouth
instantly.

Bubaloo is currently available in two yummy flavors- Strawberry and Mixed Fruit.

The communication focuses on the "fun filled liquid centre " of Bubbaloo and is anchored by
Bubba- the cat, the international mascot for the brand Bubbaloo.

Did you Know ?


Bubbaloo was first launched in 1984.

Bubbaloo is sold in 25 countries and is particularly popular in Latin America. The record for the
largest bubblegum bubble ever blown is 58.4cm. The bubble was blown by Susan Montgomery
Williams of Fresno, California, USA at the ABC-TV studios in New York City, in 1994.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


RESEARCH
METHODOLOGY

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


1.Research Process

1.Formulation of the objective of the study of the problem

Desigining method for data data collection.

Selecting the method size.

Collecting the data

Reporting and interpretation the finding

Processing and analyzing the data

Find the conclusion

Limitation of study

2.Objective of The Study

Primary Objective:

1) To find out the percentage of retailers who aren`t selling chocolates and other
Cadbury products.
2) To give reasons for that.
3) Suggestion for the company from retailers

Secondary Objective:

To increase their market share by approaching to retailers.

To have a good image in the eyes of retailers.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


Research Design-

A Research Design is simply the framework or plan of a study that is used as guide in
collecting and analyzing the data. It is a blueprint that is followed in completing a study.

A research design is the plan, structure and strategy of investigation conceived so as to obtain
answers to research questions and to control variance.
The research carried out is a descriptive research where the purpose is to go through an
intensive study of the target segment.

Sample design- I have done my survey in markets of Meerut.

Sample techniques-The data has been collected through random sampling from the
retailers of Meerut who are in the business of chocolates.

Universe Size-
The universe is the entire group of items the researcher wishes to study.
Since my survey was confined to be done in Meerut This universe size having a sample of 18
markets and 650 respondents.

Primary data: I have used primary data collection method to get the response from the
respondents.
Data Collection:-Collection of data
1) Through well framed questionnaire.
2)Through direct interaction.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


Secondary data:-
From websites, books, journals, references, and many more.

SWOT ANALYSIS

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


SWOT ANALYSIS OF CADBURY INDIA LTD.

Strengths

Cadbury is the largest global confectionery supplier, with 9.9% of global market share.

High financial strength (Sales turnover 1997, 7971.4 million and 9.4%)[1]

Strong manufacturing competence, established brand name and leader in innovation.

Advantage that it is totally focused on chocolate, candy, chewing gum, unique


understanding of consumer in these segments.

Successfully grown through its acquisition strategy. Recent acquisitions, including


Adams, 2003, enabled it to expand into important markets like the US market.

Weaknesses

The company is dependent on the confectionery and beverage market, whereas other
competitors e.g. Nestle have a more diverse product portfolio, where profits can be
used to invest in other areas of the business and R&D.

Other competitors have greater international experience - Cadbury has traditionally been
strong in Europe. New to the US, possible lack of understanding of the new emerging
markets compared to competitors.

Threats

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


Worldwide - there is an increasingly demanding cost environment, particularly for
energy, transport, packaging and sugar. Global supply chain in low cost locations.

Competitive pressures from other branded suppliers (national and global). Aggressive
price and promotion activity by competitors - possible price wars in developed
markets.

Social changes - Rising obesity and consumers obsession with calories counting.
Nutrition and healthier lifestyles affecting demand for core Cadbury products.

Opportunities

New markets. Significant opportunities exist to expand into the emerging markets of
China, Russia, India, where populations are growing, consumer wealth is increasing
and demand for confectionery products is increasing.

The confectionery market is characterized by a high degree of merger and acquisition


activity in recent years. Opportunities exist to increase share through targeted
acquisitions.

Key to survival within the FMCG market is increasing efficiency and reducing costs.

Cadbury Fuel for Growth and cost efficiency programmes seek to bring cost savings by:
1) Moving production to low cost countries, where raw materials and labour is cheaper
ii) reduce internal costs - supply chain efficiency, global sourcing and procurement,
and wise investment in R&D.

Innovation is key driver. To respond to changes in consumer tastes and preferences -


healthier snacks with lower calories need to be developed. R&D and product launches
have led to sugar-free & centre filled chewing gum varieties and Cadbury premium
indulgence treat. Low-fat, organic and natural confectionery demand appears strong.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


APPENDIX

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


Questionnaire
NAME OF RETAILER..................................................................................................

ADDRESS.............................................................................................

CONTACT NO......................................................................................

Q.1. DO YOU HAVE HALLS?

ANS.1. YES

NO

Q.2. DO YOU HAVE MINTS?

ANS.2. YES

NO

Q.3.WHICH BRAND IS EASILY AVAILABLE, IN TERMS OF SERVICE DELIEVERY?

ANS.3. HALLS

MINTS
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
Q.4. TO WHICH BRAND THE CONSUMER GIVES THE MORE PREFERENCE?

ANS.4. HALLS

MINTS

Q.5. WHICH COMPANY GIVES YOU THE BETTER DISCOUNTS, SCHEEMS, AND
OTHER PROMOTIONAL OFFERS?

ANS. 5. HALLS

MINTS

Q.6. WHAT DO YOU THINK IS THE BEST PLACE TO PROMOTE THIS PRODUCT?

ANS.6. MEDICAL
STORE

KIRYANA
SHOP

CONFECTONARY
SHOP

Q.7. WHICH PRODUCT IS ADVERTISED MORE ACCORDING TO YOU?

ANS.7. HALLS

MINTS

Q.8. HOW THE COMMPANY IMPROVE THE PRODUCT, ANY SUGGESTIONS?


SUGGESTIONS................................................................................................................................
............................................................................................................................................................
............................................................................................................................................................
............................................................................................................................................................
............................................................................................................................................................
...................................

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


SIGNATURE

FINDINGS
AND
CONCLUSION

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


FINDINGS AND CONCLUSION

Q.1. DO YOU HAVE HALLS?

ANS.1. YES

NO

HALLS ANSWERS
YES 182
NO 68

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


ANSWERS

YES NO

Q.2. DO YOU HAVE MINTS?

ANS.2. YES

NO

DOUBLE MINT ANSWERS


Yes 141
No 109

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


EASILY AVAILABLE

YES
109 NO

141

Q.3.WHICH BRAND IS EASILY AVAILABLE, IN TERMS OF SERVICE DELIEVERY?

ANS.3. HALLS

DOUBLE-
MINT

EASILY HALLS DOUBLE-MINT


AVAILABLE
YES 126 115
NO 124 135

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


100%
90%
80%
70%
60%
50% NO
40% YES

30%
20%
10%
0%
HALLS DOUBLE-MINT

Q.4. TO WHICH BRAND THE CONSUMER GIVES THE MORE PREFERENCE?

ANS.4. HALLS

DOUBLE-
MINT

CONSUMER HALLS DOUBLE-MINT


PREFERENCE
YES 150 120
NO 100 130

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


100%
90%
80%
70%
60%
50% NO
40% YES
30%
20%
10%
0%
HALLS DOUBLE-MINT

Q.5. WHICH COMPANY GIVES YOU THE BETTER DISCOUNTS, SCHEMES, AND
OTHER PROMOTIONAL OFFERS?

ANS. 5. HALLS

MINTS

BETTER HALLS DOUBLE-MINT


SCHEMES
YES 120 134
NO 130 116

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


100%
90%
80%
70%
60%
50% NO
40% YES

30%
20%
10%
0%
HALLS DOUBLE-MINT

Q.6. WHAT DO YOU THINK IS THE BEST PLACE TO PROMOTE THIS PRODUCT?

ANS.6. MEDICAL
STORE

KIRYANA
SHOP

CONFECTONARY
SHOP

BEST SOURCE MEDIC KIRYA CONFECTION


FOR AL NA ARY SHOP
ADVERTISEM STORE SHOP
ENT OF
HALLS
YES 190 100 20
NO 60 150 230
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
100%
90%
80%
70%
60%
50% NO
40% YES

30%
20%
10%
0%
MEDICAL STORE KIRYANA SHOP CONFECTIONARY SHOP

Q.7. WHICH PRODUCT IS ADVERTISED MORE ACCORDING TO YOU?

ANS.7. HALLS

MINTS

MORE HALLS DOUBLE-MINT


ADVERTISED
YES 152 122
NO 98 128

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


100%
90%
80%
70%
60%
50% NO
40% YES

30%
20%
10%
0%
HALLS DOUBLE-MINT

Q.8. HOW THE COMMPANY CAN IMPROVE THE PRODUCT, SERVICES, ANY
SUGGESTIONS?
SUGGESTIONS................................................................................................................................
............................................................................................................................................................
............................................................................................................................................................
............................................................................................................................................................
............................................................................................................................................................
...................................

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


RESULTS
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
STRATIGIES FOR EXPANSION OF OUTLETS:-

The supply chain that a product follows to get to the final consumer.
Identification of the most appropriate route to market is a crucial part of the business
development process for any company. When any product produced in the factory and the supply
of the finished goods to the end user, the whole process comes in the route to market. If we take
route to market of the RD Point to final consumer so this can be divided in to six stages:

Stage 1 Market Viability

Stage 2 Product Visibility

Stage 3 Merchandizing

Stage 4 Order Booking

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


Stage 5 Product Supply

Stage 6 Purchasing by final consumer

Market Viability-

Is there a potential market?


Witch market we want to cover this market is potential market are not, if in the
particular area of the market our potential customer are not there so definitely we are failed in
this particular area.

So the covering any new area of the market its very important things we see the market
viability is there are not.

Product Visibility-

After the selection of market we are making the product visibility in


the particular market because when any customer goes in the particular store or shop and at this
particular store our product visibility is maintain so definitely customers are attract to our
product.

The visibility of any product is playing very important role in the


selling of the product. When our product is visible in the market automatically its creates the
demand of the particular product.

Merchandizing-

Merchandizing is also very important things in the selling of any


product. In the merchandizing our merchandiser goes to every shop in the particular route
according to their beet plan and maintains the shop with the help of hardware, posters, POPs,
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
flexures and other things that communicates to the shopper in the store.
In the merchandizing, merchandiser cover 40th outlet in the same day
and they are also maintain the visicooler & dispenser given by the company in the particular
outlet thats helps improving the product visibility in the market.

Order Booking-

Order Booking is also very important things in the selling of any


product. in the order booking our RDSM cover a particular beet according to their beet plan.
According to the company norms a RDSM do the minimum 40th calls in a day in the particular
beet. And the end of the day RDSM reporting to our sales officer how many effective calls he is
doing.
A RDSM of the company play the measure role in the market he takes
the order to the shopkeeper and also collect the cash in the market.
Product Supply-

Supply is the crucial part of the FMCG business because when our
RDSM takes the order to the shopkeeper at that point of time and when we are delivered the
product to the shopkeeper in this process its very important when we are taking very less time to
the delivering the product its very good for the business but when we are taking more time to
delivering the product to the shopkeeper its very harmful for the any business.
I find out our supply lead-time is maximum 2 or 3 days and its very
helpful in the improving in the Cadbury business in the Gorakhpur city. But there is some chance
of the improving our supply system and we reduced our supply lead-time in the 1 or 2 days.

Purchasing by final consumer-

When product parched by the final consumer and after the consuming the
product, what they respond they try to buy again or they are going another brand. Every
company wants his customers makes loyal for his product. When customers comes again for
S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT
the purchasing a particular brand than the company works end.

-: RESULTS AND FINDINGS:-

After data analysis I found following problems which are hurdles in the opening of new counters
in the market of Meerut:-

1) No visit of sales man: - In the market I found that salesman did not meet all the
shopkeepers. They used to meet only those counters which are regular in payment and potentially
efficient to deal.

2) Whole sale market: - Prices of products in the whole sell market were less then prices of
distributors. So kirana stores, medical stores and panwalas buy products from whole sell
according to the demand. For ex. Price of Rs 20 bourn vita is RS 17 in whole sell and
distributors price for the same was Rs18.35.

3) )Melting Problem:-Chocolates like dairy milk get melt in summers due to high
temperature so shopkeepers who did not have cooling system are not ready to buy chocolates. It
was a problem in opening of new counters.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


4) Not interested in chocolate selling: - Some of the shops which were small and near to
big bakeries and confectionaries did not sale products due to low sale of chocolates.

5) Shops which are near to schools and colleges usually do not keep chocolates when schools
and colleges are closed.

6) Some of the markets were not potentially efficient and demand of chocolates was very low.
Shop keepers did not sell chocolates of more than Rs 5.only few were there who sell chocolates
of Rs 5 and above.

RECOMENDATIONS:-

Points where company should pay attention and are reason of not opening of new
counters:-

1) Whole sale market:- Prices of products in the whole sell market is less then company so
kirana stores , medical stores and panwales buy products from whole sell according to their need
and demand. For ex. Price of Rs 20 bourn vita is RS 17 in whole sell and Rs18.35 in company.

2)Melting Problem:-Chocolates like dairy milk get melt in summers due to high temperature
so shopkeepers who do not have cooling system are not ready to buy chocolates. It is problem in
opening of new counters.

3)Jo dikhata hai who bikta hai:- Company should provide posters banners etc. by which
shopkeepers make costumers aware that he sell chocolates of cadbury.This problem comes
mainly in potentially low markets like rithani topkhana etc.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT


4) Rdsm concentrate mainly on confectionary, kiryana and bakeries, and pay low attention on
medical stores and small shops.

5) Sales mens visit problem: - RDSM were dealing only those counters which are
potentially efficient, normaly regular in payments. They used to open only those new counters
which are potentially efficient and ready to deal 3 to 4 initial dealings in cash.

6) Some of the shops which are small and near to big bakeries and confectionaries do not sale
products due to low sale.

7) Shops which are near to schools and colleges usually do not keep chocolates when schools
and colleges are closed.
-: CONCLUSION:-

During the summer training I worked with sales man of Cadbury who deals in various markets of
GURGAON. I got an enriching experience about selling and how to convince the customer to
buy the product or to win an order. Almost all the Salesmen of Cadbury had very good work
experience of 5 to 6 years. Working with Worlds one of the top FMCG company like Cadbury
gave me practical experiences about nature of consumers, market and how to deal customers in
the practical life in a market. It was for the first time when I was in the market to deal with the
customers and company like Cadbury gave me great exposure about the markets, nature of
markets, nature of customers and how to deal with the customers. I also worked with the
distributors of Cadbury in GURGAON and got knowledge and experience of distributors work.
The experience I got during my summer training was different from the class room experience.
I enjoyed a lot working with Cadbury, thanks for giving me such an opportunity.

S.D.COLLEGE OF MANAGEMENT, ISRANA, PANIPAT