Description
COMPARATIVE ANALYSIS OF LAYS AND BINGO
http://www.gameswala.com/
A PROJECT REPORT ON
“A comparative analysis of ITC Ltd. Bingo snacks V/ !rito" Lays # analysis of retailer $%ying $ehavior”
SUBMITTED BY SHAILENDRA KUMAR SEN M.B.A (P.T.) VI SEMESTER JANUARY - 2011 UNDER THE GUIDANCE O PRO . NIKHIL MAHESH!ARI (PRO ESSOR" MBA DEPARTMENT)
SUBMITTED TO BARKATULLAH UNIVERSITY IN PARTIAL UL ILLMENT O MASTERS IN BUSINESS ADMINISTRATION
I#$%&%'%( )* P+)*($$&)#,- E.'/,%&)#,- 0 R($(,+/1 C1,#.&2,+1" M,.13, P+,.($1
http://www.gameswala.com/
DECLARATION
I hereby declare that my Project Report entitled “A comparative analysis of ITC Ltd. Bingo snacks v/s !rito"Lays and analysis of retailer $%ying $ehavior” is an authentic work done by me. The Project was undertaken as a part of the course curriculum of MB body earlier. 'ate( ))))))))) Place( %handi!arh *i!nature *hailendra +umar *en MB ,P.T.- .I *emester Part Time Pro!ramme of Barkatullah "ni#ersity$ %handi!arh. This has not been submitted to any other e&amination
/0Pa!e
A/4#)5-(.2(6(#%
At the start, I would like to express my sincere gratitude to PRO . N&41&- M,1($15,+& my project guide from Institute of Professional Education & Research, for successful completion of a project in partial fulfillment of Masters in usiness Administration !M A " P#$#% under his a&le guidance to allow me to work on such an interesting su&ject# 'e pro(ided me proper and correct direction for the completion of the Project work# 'is continuous guidance during the course of project helped me in canali)ing my efforts, *uite appropriately#
+ate, Place, /handigarh -emester
-hailendra .umar -en M A !P#$#% 0I
Content
10Pa!e
S.No.
Title
Page No. 5 6 7-27 28-30 31 32-47 48 49 50 51 52
&. ). *. -. 0. 1. 2. 3.
Introd%ction 'ro(ect o$(ective Company 'rofile +$servation at ,istri$%tor 'oint .esearch /ethodology Comparative analysis of ITC Bingo V/ !rito"Lays !indings .ecommendations Concl%sion Anne4%re Bi$liography
I5T.+,6CTI+5
20Pa!e
*ince its launch period in March$ /334$ BI567 as a brand has been throu!h a lots of ups and downs. Both Brandin! and *ales and 'istribution aspects of marketin! for BI567 ha#e been e&plored and matured to a lar!e e&tent. Thou!h the product itself is considered to be in a !rowth sta!e$ with a market share of 89: in the branded snacks food cate!ory$ it has been successful to a lar!e e&tent in creatin! the re;uired Brand recall for the cate!ory. This project aims to study about IT% Bin!o snacks and its competitor ays. The project pro#ides information about the #arious procedures followed by IT% with respect to distribution chain function$ and client mana!ement. ?ith the fast !rowin! retail industry in India$ competition has increased between the major market players. %ompanies are continually tryin! to en!a!e and construct inno#ate ideas to ser#ice this market. The project includes a mi& of obser#ation$ inter#iew and ;uestionnaires with scales. Initially a period of / weeks was dedicated to fieldwork under the !uidance of area e&ecuti#es of IT% limited. n effort was made to understand the #arious ser#icin! procedure$ the typical areas@locality and classes of customers. Re!ular interaction was done with retailers and distributors about the response and flow of product respecti#ely. Throu!h this it makes easy to understand the process of accessin! the competitorAs response in that outlet. 8 week was dedicated to collect information of ays re!ardin! their marketin! strate!y$ 'istribution 5etwork and 7ther "seful Information from the company officials. This project also includes my obser#ation at retail outlets. I concluded my project with some of my recommendation$ ;uestionnaire and additional contribution towards my recommendation.
'.+78CT +B78CTIV8
B0Pa!e
• To do comparati#e study of Bin!o and lays and analyCe their prices$ sales and method of marketin! and distribution • To check and achie#e #isibility$ a#ailability and ;uality distribution across the identified tar!et outlet and the response of retailer about the product.
90Pa!e
C+/'A59 '.+!IL8
IT% is one of IndiaDs foremost pri#ate sector companies with a market capitalisation of nearly "* E 8F billion and a turno#er of o#er "* E B.8 Billion. IT% is rated amon! the ?orldDs Best Bi! %ompanies$ siaDs D=orld B%siness Award>$ the worldwide business award reco!niCin! companies who ha#e made si!nificant efforts to create sustainable li#elihood opportunities and endurin! wealth in de#elopin! countries. The award has been instituted jointly by the 6nited 5ations ,evelopment 'rogramme ?65,'@< International Cham$er of Commerce ?ICC@ and the :.: 'rince of =ales International B%siness Leaders !or%m [email protected]% is the first %orporate to recei#e the Ann%al !ICCI +%tstanding Vision Corporate Triple Impact Award in )AA2 for its in#aluable contribution capital for the nation. IT% has won the 6olden Peacock wards for D%orporate *ocial Responsibility , sia-D in /334$ the ward for R%*R in Hmer!in! Hconomies /33BA and RH&cellence in %orporate 6o#ernanceD in the same year. These wards ha#e been instituted by the Institute of 'irectors$ 5ew 'elhi$ in association with the ?orld %ouncil for %orporate 6o#ernance and %entre for %orporate 6o#ernance. The %ompanyDs 6reen >eaf Threshin! plants at %hirala and naparti in ndhra Pradesh are the first units of their kind in the world to !et I*7 82338=en#ironment mana!ement systems certification. IT%Ds ci!arette factory in +olkata is the first such unit in India to !et I*7 M333 ;uality certification and the first amon! ci!arette factories in the world to be awarded the I*7 82338 certification
88 0 P a ! e
ITC /a%rya in 5ew 'elhi is the first hotel in India to get the coveted I + &-AA& Hn#ironment Mana!ement *ystems certification. IT% e#el B companies in the world. IT%Ds 6reen >eaf Threshin! plant in %hirala is the first in India and amon! the first 83 units in the world to ba! the *ocial ccountability ,* F333- certification ITC Chairman 9 C ,eveshwar has received several honors o#er the years. 5otable amon! them are( 9ear Award )AA2 )AA1 )AA1 )AA0 )AA& &BB3 &BB1 &BB&B31 * M@*P6 *ustainability >eadership ward conferred at the International *ustainability >eadership *ymposium$ Surich. Business Person of the Kear from "+ Trade J In#estment$ the "+ 6o#ernment or!anisation that supports o#erseas businesses in that country. Inducted into the GIall of PrideD by the M1rd Indian *cience %on!ress Ionored with the TeacherDs >ifetime chie#ement ward Mana!er Hntrepreneur of the Kear from Hrnst J Koun! Retail .isionary of the Kear from Ima!es$ IndiaDs only fashion and retail trade ma!aCine Ionorary ,igest 'egas%s Award for corporate social responsibility$ reco!niCin! outstandin! work done by socially conscious companies. The Corporate Award for ocial .esponsi$ility )AA3 from The Hner!y and Resources Institute ,THRI- in reco!nition of its e&emplary initiati#es in implementin! inte!rated watershed de#elopment pro!rammes across 4 states in India. The company also won the award in /332 for its e=%houpal initiati#e. The ward pro#ides impetus to sustainable de#elopment and encoura!es on!oin! social responsibility processes within the corporate sector. The DHnterprise Business Transformation wardD for sia Pacific , pac-$ instituted by Infosys Technolo!ies and ?harton *chool of the "ni#ersity of Pennsyl#ania for its celebrated e=%houpal initiati#e. The Business Today ward for the Best Mana!ed %ompany in reco!nition of its outstandin! initiati#es in the consumer products se!ment. The only Indian RB'81 0 P a ! e
82 0 P a ! e
ITC Limited " =+T Analysis
trength =eakness +pport%nity Threats ======= ======= "====== ======= Brand J Mana!ement "nrelated di#ersification. Rural market and e=choupal. 8- Increasin! ta& in ci!arettes /- Iealth haCard
7ur IT% >imited %ompany Profile is the essential source for top=le#el company data and information. The report e&amines the companyAs key business structure and operations$ history and products$ and pro#ides summary analysis of its key re#enue lines and strate!y. IT% >imited ,IT%- is en!a!ed in di#ersified businesses includin! ci!arettes$ hotels$ paperboards and specialty papers$ packa!in!$ a!ri=business$ packa!ed foods and confectionery$ branded apparel$ !reetin! cards and other fast mo#in! consumer !ood products. The company primarily operates in India. It is head;uartered in +olkata$ India and employs about /3$333 people. The company recorded re#enues of I5R8$ MB$3B3.B million ,appro&imately E2$2M/ million- durin! the fiscal year ended March /334$ an increase of /3./: o#er /339. .The operatin! profit of the company was I5R1M$ /94 million ,appro&imately EM32.1 million- durin! fiscal year /334$ an increase of /3.8: o#er /339. The net profit was I5R/9$ MMM.4 million ,appro&imately E9/8.F million- in fiscal year /334$ an increase of /3.F: o#er /339. cope of the .eport = Pro#ides all the crucial company information re;uired for business and competitor intelli!ence needs. = 'ata is supplemented with details on the companyAs history$ key e&ecuti#es$ business description$ locations and subsidiaries as well as a list of products and ser#ices and the latest a#ailable company statement. .easons to '%rchase = *upport sales acti#ities by understandin! your customersA businesses better. = Tualify prospecti#e partners and suppliers = +eep fully up to date on your competitorsA business structure$ strate!y and prospects = 7btain the most up to date company information a#ailable.
8B 0 P a ! e
BC; /atri4
tar
E
In#estment
Cow F ,og
:igh
>i;uidate
Business 6rowth Rate
Low high Relati#e position ,Market shareMarket attracti#e and competiti#e stren!th is also important low
Limitation:
8. ssume market !rowth rate. firm may !row the market. /. Ddo!D may be helpin! other product. 1. Ii!h market share@!rowth is not the only success factor. 2. >inka!e between market share and profitability is ;uestionable. BC; /atri4 for ITC Limited: 89 0 P a ! e
tars
8. Iotels /. Paper boards 1. Packa!in! 2. !riculture
E
TH'
N"I%K T7M T7 +HT%I"P
RH' %II>>I BIN>I
*PI%K M * > RHMIW
I5THR5 TI75 > %RH M J 75I75
1B 0 P a ! e
BRIDGES MAD ANGLE %II>>I 'I M +
T7M T7 MI*%IIH<
HATKE-JHATKE
ayAs$ the world and IndiaAs 5o 8 potato chips brand from ay India$ is all set to pro#ide some new lip smackin! tastes to its consumers. The four short listed fla#ors from a whoppin! 8.1 million ideas came from four winnin! consumers$ each of whom !ets Rs B lakh for their dillo!ical fla#or ideas. %heesy Me&icana$ Tan!y Twist$ Mastana Man!o and Iip Iop Ioney J %hilly from a three= month lon! 6i#e "s Kour 'elicious HT,"B7.HR 6H >I5H ,P%P%RH'IT P7>I%K M R6I5 'I*TRIB"T7R M R6I5 RHT I>HR ITC BB: M3: B 4 ' K* 1: 8/: LA9 4B: M3: 8/ 4 ' K* B.B: 83:
28 0 P a ! e
M R6I5 ?I7>H*H>HR
8/:
83:
Basic terms 6B+( "ni;ue bill out let ABV: #era!e bill #alue C!C: collaret fiber container ABL: bo#e the land BBL: Below the land T,': Temporary dispatch time 'C': #era!e >ine
ITC +.;A5ILATI+5AL T.6CT6.8
'I*TRI%T M 5 6HR
RH6I75 > BR 5%I M 5 6HR
BR 5%I M 5 6HR
**I*T 5T BR 5%I M 5 6HR
TIRHH %IR%>H I5%I R6H
RH HWH%"TI.H 2/ 0 P a ! e
*"PHR.I*7R
* >H*M 5 * %75*"MHR
ITC +.;A5ILATI+5AL T.6CT6.8
S75 > M 5 6HR
'I*TRI%T M 5 6HR
BR 5%I M 5 6HR
RH6I75 > M 5 6HR
* >H* 7H* MH 5* ?IH5 TIH 7R6 5I* TI75 *H>>* 7R M +H 7? 7< PR7'"%T 7R *HR.I%H* T7 H5' "*HR*. HW( I5 HR*$ TR 'H < IR*$ nd PR7M7TI75 > * >H* HW( *HR.I%H*( * >H* 'IRH%T>K BK %7MP 5K HMP>7KHH*
2B 0 P a ! e
?hat is the distribution infrastructureY Man power$ salesman$ relation in the market$ market knowled!e etc ?hat is the sales toolY *chemes and offer are sales tools.
ITC BI5;+ V/ !.IT+ LA9
COVERAGE O RITO-LAYS
29 0 P a ! e
COMPARATIVE ANALYSIS OF LAYS AND BINGO
http://www.gameswala.com/
A PROJECT REPORT ON
“A comparative analysis of ITC Ltd. Bingo snacks V/ !rito" Lays # analysis of retailer $%ying $ehavior”
SUBMITTED BY SHAILENDRA KUMAR SEN M.B.A (P.T.) VI SEMESTER JANUARY - 2011 UNDER THE GUIDANCE O PRO . NIKHIL MAHESH!ARI (PRO ESSOR" MBA DEPARTMENT)
SUBMITTED TO BARKATULLAH UNIVERSITY IN PARTIAL UL ILLMENT O MASTERS IN BUSINESS ADMINISTRATION
I#$%&%'%( )* P+)*($$&)#,- E.'/,%&)#,- 0 R($(,+/1 C1,#.&2,+1" M,.13, P+,.($1
http://www.gameswala.com/
DECLARATION
I hereby declare that my Project Report entitled “A comparative analysis of ITC Ltd. Bingo snacks v/s !rito"Lays and analysis of retailer $%ying $ehavior” is an authentic work done by me. The Project was undertaken as a part of the course curriculum of MB body earlier. 'ate( ))))))))) Place( %handi!arh *i!nature *hailendra +umar *en MB ,P.T.- .I *emester Part Time Pro!ramme of Barkatullah "ni#ersity$ %handi!arh. This has not been submitted to any other e&amination
/0Pa!e
A/4#)5-(.2(6(#%
At the start, I would like to express my sincere gratitude to PRO . N&41&- M,1($15,+& my project guide from Institute of Professional Education & Research, for successful completion of a project in partial fulfillment of Masters in usiness Administration !M A " P#$#% under his a&le guidance to allow me to work on such an interesting su&ject# 'e pro(ided me proper and correct direction for the completion of the Project work# 'is continuous guidance during the course of project helped me in canali)ing my efforts, *uite appropriately#
+ate, Place, /handigarh -emester
-hailendra .umar -en M A !P#$#% 0I
Content
10Pa!e
S.No.
Title
Page No. 5 6 7-27 28-30 31 32-47 48 49 50 51 52
&. ). *. -. 0. 1. 2. 3.
Introd%ction 'ro(ect o$(ective Company 'rofile +$servation at ,istri$%tor 'oint .esearch /ethodology Comparative analysis of ITC Bingo V/ !rito"Lays !indings .ecommendations Concl%sion Anne4%re Bi$liography
I5T.+,6CTI+5
20Pa!e
*ince its launch period in March$ /334$ BI567 as a brand has been throu!h a lots of ups and downs. Both Brandin! and *ales and 'istribution aspects of marketin! for BI567 ha#e been e&plored and matured to a lar!e e&tent. Thou!h the product itself is considered to be in a !rowth sta!e$ with a market share of 89: in the branded snacks food cate!ory$ it has been successful to a lar!e e&tent in creatin! the re;uired Brand recall for the cate!ory. This project aims to study about IT% Bin!o snacks and its competitor ays. The project pro#ides information about the #arious procedures followed by IT% with respect to distribution chain function$ and client mana!ement. ?ith the fast !rowin! retail industry in India$ competition has increased between the major market players. %ompanies are continually tryin! to en!a!e and construct inno#ate ideas to ser#ice this market. The project includes a mi& of obser#ation$ inter#iew and ;uestionnaires with scales. Initially a period of / weeks was dedicated to fieldwork under the !uidance of area e&ecuti#es of IT% limited. n effort was made to understand the #arious ser#icin! procedure$ the typical areas@locality and classes of customers. Re!ular interaction was done with retailers and distributors about the response and flow of product respecti#ely. Throu!h this it makes easy to understand the process of accessin! the competitorAs response in that outlet. 8 week was dedicated to collect information of ays re!ardin! their marketin! strate!y$ 'istribution 5etwork and 7ther "seful Information from the company officials. This project also includes my obser#ation at retail outlets. I concluded my project with some of my recommendation$ ;uestionnaire and additional contribution towards my recommendation.
'.+78CT +B78CTIV8
B0Pa!e
• To do comparati#e study of Bin!o and lays and analyCe their prices$ sales and method of marketin! and distribution • To check and achie#e #isibility$ a#ailability and ;uality distribution across the identified tar!et outlet and the response of retailer about the product.
90Pa!e
C+/'A59 '.+!IL8
IT% is one of IndiaDs foremost pri#ate sector companies with a market capitalisation of nearly "* E 8F billion and a turno#er of o#er "* E B.8 Billion. IT% is rated amon! the ?orldDs Best Bi! %ompanies$ siaDs D=orld B%siness Award>$ the worldwide business award reco!niCin! companies who ha#e made si!nificant efforts to create sustainable li#elihood opportunities and endurin! wealth in de#elopin! countries. The award has been instituted jointly by the 6nited 5ations ,evelopment 'rogramme ?65,'@< International Cham$er of Commerce ?ICC@ and the :.: 'rince of =ales International B%siness Leaders !or%m [email protected]% is the first %orporate to recei#e the Ann%al !ICCI +%tstanding Vision Corporate Triple Impact Award in )AA2 for its in#aluable contribution capital for the nation. IT% has won the 6olden Peacock wards for D%orporate *ocial Responsibility , sia-D in /334$ the ward for R%*R in Hmer!in! Hconomies /33BA and RH&cellence in %orporate 6o#ernanceD in the same year. These wards ha#e been instituted by the Institute of 'irectors$ 5ew 'elhi$ in association with the ?orld %ouncil for %orporate 6o#ernance and %entre for %orporate 6o#ernance. The %ompanyDs 6reen >eaf Threshin! plants at %hirala and naparti in ndhra Pradesh are the first units of their kind in the world to !et I*7 82338=en#ironment mana!ement systems certification. IT%Ds ci!arette factory in +olkata is the first such unit in India to !et I*7 M333 ;uality certification and the first amon! ci!arette factories in the world to be awarded the I*7 82338 certification
88 0 P a ! e
ITC /a%rya in 5ew 'elhi is the first hotel in India to get the coveted I + &-AA& Hn#ironment Mana!ement *ystems certification. IT% e#el B companies in the world. IT%Ds 6reen >eaf Threshin! plant in %hirala is the first in India and amon! the first 83 units in the world to ba! the *ocial ccountability ,* F333- certification ITC Chairman 9 C ,eveshwar has received several honors o#er the years. 5otable amon! them are( 9ear Award )AA2 )AA1 )AA1 )AA0 )AA& &BB3 &BB1 &BB&B31 * M@*P6 *ustainability >eadership ward conferred at the International *ustainability >eadership *ymposium$ Surich. Business Person of the Kear from "+ Trade J In#estment$ the "+ 6o#ernment or!anisation that supports o#erseas businesses in that country. Inducted into the GIall of PrideD by the M1rd Indian *cience %on!ress Ionored with the TeacherDs >ifetime chie#ement ward Mana!er Hntrepreneur of the Kear from Hrnst J Koun! Retail .isionary of the Kear from Ima!es$ IndiaDs only fashion and retail trade ma!aCine Ionorary ,igest 'egas%s Award for corporate social responsibility$ reco!niCin! outstandin! work done by socially conscious companies. The Corporate Award for ocial .esponsi$ility )AA3 from The Hner!y and Resources Institute ,THRI- in reco!nition of its e&emplary initiati#es in implementin! inte!rated watershed de#elopment pro!rammes across 4 states in India. The company also won the award in /332 for its e=%houpal initiati#e. The ward pro#ides impetus to sustainable de#elopment and encoura!es on!oin! social responsibility processes within the corporate sector. The DHnterprise Business Transformation wardD for sia Pacific , pac-$ instituted by Infosys Technolo!ies and ?harton *chool of the "ni#ersity of Pennsyl#ania for its celebrated e=%houpal initiati#e. The Business Today ward for the Best Mana!ed %ompany in reco!nition of its outstandin! initiati#es in the consumer products se!ment. The only Indian RB'81 0 P a ! e
82 0 P a ! e
ITC Limited " =+T Analysis
trength =eakness +pport%nity Threats ======= ======= "====== ======= Brand J Mana!ement "nrelated di#ersification. Rural market and e=choupal. 8- Increasin! ta& in ci!arettes /- Iealth haCard
7ur IT% >imited %ompany Profile is the essential source for top=le#el company data and information. The report e&amines the companyAs key business structure and operations$ history and products$ and pro#ides summary analysis of its key re#enue lines and strate!y. IT% >imited ,IT%- is en!a!ed in di#ersified businesses includin! ci!arettes$ hotels$ paperboards and specialty papers$ packa!in!$ a!ri=business$ packa!ed foods and confectionery$ branded apparel$ !reetin! cards and other fast mo#in! consumer !ood products. The company primarily operates in India. It is head;uartered in +olkata$ India and employs about /3$333 people. The company recorded re#enues of I5R8$ MB$3B3.B million ,appro&imately E2$2M/ million- durin! the fiscal year ended March /334$ an increase of /3./: o#er /339. .The operatin! profit of the company was I5R1M$ /94 million ,appro&imately EM32.1 million- durin! fiscal year /334$ an increase of /3.8: o#er /339. The net profit was I5R/9$ MMM.4 million ,appro&imately E9/8.F million- in fiscal year /334$ an increase of /3.F: o#er /339. cope of the .eport = Pro#ides all the crucial company information re;uired for business and competitor intelli!ence needs. = 'ata is supplemented with details on the companyAs history$ key e&ecuti#es$ business description$ locations and subsidiaries as well as a list of products and ser#ices and the latest a#ailable company statement. .easons to '%rchase = *upport sales acti#ities by understandin! your customersA businesses better. = Tualify prospecti#e partners and suppliers = +eep fully up to date on your competitorsA business structure$ strate!y and prospects = 7btain the most up to date company information a#ailable.
8B 0 P a ! e
BC; /atri4
tar
E
In#estment
Cow F ,og
:igh
>i;uidate
Business 6rowth Rate
Low high Relati#e position ,Market shareMarket attracti#e and competiti#e stren!th is also important low
Limitation:
8. ssume market !rowth rate. firm may !row the market. /. Ddo!D may be helpin! other product. 1. Ii!h market share@!rowth is not the only success factor. 2. >inka!e between market share and profitability is ;uestionable. BC; /atri4 for ITC Limited: 89 0 P a ! e
tars
8. Iotels /. Paper boards 1. Packa!in! 2. !riculture
E
TH'
N"I%K T7M T7 +HT%I"P
RH' %II>>I BIN>I
*PI%K M * > RHMIW
I5THR5 TI75 > %RH M J 75I75
1B 0 P a ! e
BRIDGES MAD ANGLE %II>>I 'I M +
T7M T7 MI*%IIH<
HATKE-JHATKE
ayAs$ the world and IndiaAs 5o 8 potato chips brand from ay India$ is all set to pro#ide some new lip smackin! tastes to its consumers. The four short listed fla#ors from a whoppin! 8.1 million ideas came from four winnin! consumers$ each of whom !ets Rs B lakh for their dillo!ical fla#or ideas. %heesy Me&icana$ Tan!y Twist$ Mastana Man!o and Iip Iop Ioney J %hilly from a three= month lon! 6i#e "s Kour 'elicious HT,"B7.HR 6H >I5H ,P%P%RH'IT P7>I%K M R6I5 'I*TRIB"T7R M R6I5 RHT I>HR ITC BB: M3: B 4 ' K* 1: 8/: LA9 4B: M3: 8/ 4 ' K* B.B: 83:
28 0 P a ! e
M R6I5 ?I7>H*H>HR
8/:
83:
Basic terms 6B+( "ni;ue bill out let ABV: #era!e bill #alue C!C: collaret fiber container ABL: bo#e the land BBL: Below the land T,': Temporary dispatch time 'C': #era!e >ine
ITC +.;A5ILATI+5AL T.6CT6.8
'I*TRI%T M 5 6HR
RH6I75 > BR 5%I M 5 6HR
BR 5%I M 5 6HR
**I*T 5T BR 5%I M 5 6HR
TIRHH %IR%>H I5%I R6H
RH HWH%"TI.H 2/ 0 P a ! e
*"PHR.I*7R
* >H*M 5 * %75*"MHR
ITC +.;A5ILATI+5AL T.6CT6.8
S75 > M 5 6HR
'I*TRI%T M 5 6HR
BR 5%I M 5 6HR
RH6I75 > M 5 6HR
* >H* 7H* MH 5* ?IH5 TIH 7R6 5I* TI75 *H>>* 7R M +H 7? 7< PR7'"%T 7R *HR.I%H* T7 H5' "*HR*. HW( I5 HR*$ TR 'H < IR*$ nd PR7M7TI75 > * >H* HW( *HR.I%H*( * >H* 'IRH%T>K BK %7MP 5K HMP>7KHH*
2B 0 P a ! e
?hat is the distribution infrastructureY Man power$ salesman$ relation in the market$ market knowled!e etc ?hat is the sales toolY *chemes and offer are sales tools.
ITC BI5;+ V/ !.IT+ LA9
COVERAGE O RITO-LAYS
29 0 P a ! e