History of the company

Time line of Company

Brief summary of The Org.

History of the companyThe Frito-Lay Story

In 1932, two young entrepreneurs independently started two separate

companies that were thousands of miles apart. Both men had the same

objective in mind, and both shared the same basic business philosophy:

"Provide the customer with a product of the highest quality and value;

sell it for a fair profit; and make service a fundamental part of ding

business."

' Elmer Doolin of San Antonio, Texas started his company by

purchasing the

. rights to a then unknown com chip product that he would make. ,

Herman W. Lay of Nashville, Tennessee developed his business by

selling a product that was familiar to people in his region, but later would

become America's favorite potato chip.

These two savvy businessmen, who transformed a small, fragmented

portion of the food business into the large, flourishing world of snack

foods, created an industry based on unrivaled customer service and

superior products.

The Frito Company

In 1932, Elmer Doolin entered a small San Antonio cafe and purchased a

bag of com chips to eat with his sandwich. Little did he dream this

savory chip would become one of the nation's most popular snack foods.

Mr. Doolin, who was the operator of the Highland Park Confectionery,

was, looking for another investment to add to is ice cream and snack

business, which was caught in a price war and showing little promise.

He learned that the manufacturer of the com Chips was eager to sell his

small business and return home to Mexico. For $100, Mr. Doolin

purchased the recipe, 19 retail accounts, and the manufacturing

equipment, which was a converted hand-operated potato ricer.

Mr. Doolin established his new business venture in his mother's kitchen.

Since there was no money for hiring employees, Mr. Doolin, his mother,

Daisy Dean Doom, and his brother, Earl Doolm, made the Fonts at night

by hand-rolling the stiff masa dough and thinning it with water cooking

the corn chips (Mrs. Doolin was the first Frito cook), then packing the

Fritos in 5¢ bags, which was the only size marketed at that time; the

family's production capacity was about 10 pounds per hour. Mr. Doolin's

days were spent distributing Fritos to his accounts from his Model T

Ford, seeking new accounts, looking for reliable sources for quality

corm, and washing and grinding the corm by hand. Total sales ran from

$8 to $10 a day; profits averaged about $2 per day.

Within months, the company experienced phenomenal growth. The

"factory" was moved from Mrs. Doolin's kitchen to the garage, then to a

duplex next door. In 1933,

Brothers increased Fritos production from 10 pounds to nearly 100

pounds an hour after designing a "hammer" press, in which the cutter

was hit \\ith a hammer to cut off the Fritos at the appropriate length. The

accelerated growth in production resulted in lines operating in Houston

and Dallas by year-end, and the moving of The Frito Company

headquarters from San Antonio to Dallas due to the city's central

location and better availability of raw materials. In 1937, a The Frito

Company opened its Research and Development lab - the first of its

kind in the industry - as a result of Mr. Doolin's search for reliable

sources of higher grade corn. Other products were added; Fritatos Potato

Chips (later simplified to Ta-Tos) were introduced in 1935, followed by

Fritos Peanut Butter Sandwiches and Fritos Peanuts in 1937. Mr.

Doolin's and his brother's ideas and mechanical engineering talents were

shared once more as they designed and constructed automatic presses

and better cooking vats as the company, which now employed hundreds

of people by the late 1930's, rapidly expanded. In 1941, the company

opened its Western Division in Los Angeles with two sales routes; these

routes, which grew to 20 by year-end, became the prototype for The

Frito Company's "store-to-door" distribution system.

During World War II, The Frito Company, as did other companies,

experienced shortages, rationing, and loss of man-power. Throughout the

war, however, tastes ot: home were remembered as Fritos were eaten by

hungry G.L's., and every Frito employee called to service was

guaranteed a job after the war by Mr. Doolin.

In 1945, as American returned to peace-time, the country experienced a

booming population, a new-found prosperity, and a large consumer

demand for products. To meet this demand, The Frito Sales Company

was established, which separated sales from production- activities. The-

·Frito -Sales Gompany- was formed to convert product distribution to

company-owned routes, and its Sales Engineering Division was charged

with analyzing the sales potential of different trade areas and designing

the routes accordingly.

Expansion by the Frito National Company continued with the issue of

six franchises in 1945. The first of the FRITOS® franchises was offered

to The H.W. Lay Company of Atlanta, GA., and would be the start of a

partnership that would change the shape of American consumer goods

marketing. When Hawaii was issued a FRITOS® franchise in 1947

along with six additional U.S. franchises, national expansion and

international distribution - Mr. Doolin's bold vision of global marketing

for his company - was realized. Three years later, in 1950, FRITOS®

were sold in all 48 states, and, by 1962, they were sold in 48 countries.

The Frito Company issued its first public stock offering in 1954, with

sales that year reaching $21 million. In 1956, in a move to consolidate

its national distribution and create the first national snack food

company, The Frito Company started buying back franchises and

acquiring regional snack food companies.

Under his imagination and leadership, Mr. Doolin changed a small,

kitchen-operated business into a multi-million dollar company. At the

time of his death in 1959, The Frito Company produced over forty

products, had plants in eighteen cities, employed over 3,000 people, and

had sales in 1958 in excess of $50 million. Today, FRITOS® Com Chips

rank among the top 10 salty snacks in the United States.

THE LAY COMPANY

In 1932, Herman W. Lay began his potato chip business in Nashville by

delivering snack foods from his Model A Ford touring car. Like Mr.

Doolin, he Iso had tried his luck in the ice cream business. Mr. Lay and a

friend had lanned to sell ice cream along the parade route at the 1928

Democratic National Convention in Houston, Texas. Their business

venture failed when the parade was rerouted and their ice cream stand

was left on a deserted street.

After a variety of jobs, the then 24-year-old Mr. Lay was hired as an

extra route salesman to sell and make deliveries for the Barrett Food

Products Company, an Atlanta, Georgia manufacturer of Gardner's

Potato Chips. Later that year, he took over Barrett's small Nashville

warehouse as a distributor, using his Model A car as a delivery truck and

$100 in capital. Mr. Lay received a weekly allotment of potato chips and

a cash allowance; the job paid no salary, just an advance against his

commission on sales. He now had a job, his own territory, and a business

to independently run.

As his territory expanded, his profits rose. He hired his first salesman in

1934, the same year that his H.W. Lay Distributing Company became a

major distributor for the Barrett Food Products Company . three years-

later,-Mr..-Lay had 25 employees and had moved into a larger

manufacturing facility where he produced popcorn and peanut butter

sandwich crackers.

A representative of the Barrett Food Company contacted him in 1938

with an offer to sell Mr. Lay the company's plants in Atlanta and

Memphis for $60,000. Unable to raise but $5,000 from investors and

associates, he borrowed $30,000 from a bank and persuaded the Barrett

Company to take the difference in preferred stock. Mr. Lay moved his

headquarters to Atlanta, replaced the Barrett signs with "H.W. Lay Co.,

Inc." signs on October 2, 1939, and remained as president and chairman

of the board until 1961.

When he formed the H.W. Lay corporation in 1939, Mr. Lay had

fourteen trucks covering the Nashville - Chattanooga area. Expansion

was also a vision for Mr. Lay, who, over the next few years, purchased

the Barrett manufacturing plant in Jacksonville, Florida, and additional

plants in Jackson, Mississippi, Louisville, Kentucky, and Greensboro,

North Carolina. He retained the Gardner trademark of Barrett Food

Products until 1944, when he changed the product name to Lay's Potato

Chips and introduced "Oscar - the Happy Potato" as its advertising

symbol. In 1945, Mr. Lay signed an exclusive franchise agreement with

The Frito Company to manufacture and distribute FRITOS in most of the

sales territory covered by The H.W. Lay Company.

In 1949, the company established a research lab to develop new products.

The purchase of two other. snack food companies, the Richmond.

(Virgini) potato Chip ·Company and the Capitol Frito Corp., Increased

his product line and distribution area in the 1950's. By 1956, H.W. Lay

& Company, now publicly-owned, was the largest

manufacturer of potato chips and snack foods in the United States; it had

more than 1,000 employees, plants in eight cities, and branches or

warehouses in thirteen others. Its primary product, LA Y'S® Potato

Chips, is America's favorite potato chip.

Frito-Lay, Inc. Is Formed

In 1945, the Frito Company granted H.W. Lay & Company an exclusive

franchise to manufacture and distribute FRITOS® Corn Chips in the

Southeast. As the two companies worked toward national distribution, a

close business affiliation developed which eventually resulted in a merger.

In September 1961, just 29 years after the founding of both companies,

The Frito Company and H.W. Lay & Company merged to become Frito-

Lay, Inc., the largest snack selling company in the United States.

Frito-Lay and Pepsi Join

In February 1965, the Board of Directors for Frito-Iay, Inc. and Pepsi-

Cola announced a plan for the merger of the two companies. On June 8,

1965, the merger of Frito-Lay and Pepsi-Cola Company was approved by

shareholders of both companies, and a new company called PepsiCo, Inc.

was formed. At the time of the merger, Frito-Lay owned 46

manufacturing plants nationwide, had more than_150 distribution centers

across the United States, and was listed on the New York Stock

Exchange. In 1998, PepsiCo acquired Tropicana; and in 2001 acquired

The Quaker Oats Company.

Frito-Lay History : Company Timeline

1930s

1932 - The Frito Company is founded by C.E. Doolin in San Antonio,

Texas. While eating lunch in a San Antonio cafe, Mr. Doolin bought a

plain package of corn chips for 5¢. As Mr. Doolin's ice cream business

was caught in the middle of a price war, he was looking for another

business venture. For $100, Mr. Doolin bought the recipe for the corn

chips and a converted potato ricer from a businessman.

1932 - Herman W. Lay began a small business in Nashville, TN,

distributing potato chips made by a company in Atlanta, GA.

1933 - The Frito Company expands and moves from San Antonio to

Dallas, TX because of the city's role as a hub to the Southwest.

1938 - Herman Lay buys a potato chip maker in Atlanta and changes the

name to H.W. Lay & Company.

1939 - Fluffs," later called BAKEN-ETS® Fried Pork Skins, is among

the products incorporated into the Frito Company snack line-up when its

founder, C.E. Doolin, purchases a small pork skin business and a plant.

1940s

1942 - H.W. Lay & Company produces potato chips on a continuous

potato chip machine.

1944 - The H.W. Lay Company changes its product name to LAY'S®

Potato Chips and becomes one of the first snack food companies to

advertise on television. The commercial features the debut of the

company's first spokesman in the form of a cartoon character, Oscar, the

Happy Potato.

1945 - The Frito Company grants H.W. Lay & Company an exclusive

franchise to manufacture and distribute FRITOS® Corn Chips in the

Southeast.

1946 - The Frito Company is one of the first to use its trucks for

advertising as well as for transportation. The original truck, painted

multiple colors, attracts much nation-wide publicity and appears in

several magazines and newspapers!

1947 - C. E. Doolin's vision for national expansion and international

distribution is realized when the Frito Company issues a franchise for

Hawaii and six additional U.S. franchises.

1948 - CHEETOS® Snacks, one of the original snack foods produced by

the Frito Company, is introduced nationally and sky-rockets in popularity

within the first month.

1950s

1953 - FRITOS® Corn Chips introduces "The FRITO KID®" in its

television and poster advertising. The cartoon character, a long-running

company spokesman, first appeared in the early 1940s in one the first

FRITOS® recipe booklets; "The FRITO KID®" retires in 1967.

1954 - The Frito Company issues its first public stock offering.

1955 - Casa de Fritos opens in Disneyland, California, featuring the

FRITO KID® and FRITOS® Corn Chips. Walt Disney and C.E. Doolin

attend the grand opening.

FRITO-LAY® Bean Dip is introduced.

1956 - The FRITO KID® appears on the Today Show with Dave

Garroway. The Frito Company is the first Texas company to advertise on

NBC television network.

The Frito Company begins to buy back franchises and to acquire regional

snack food companies with hopes of consolidating its national

distribution and creating the first national snack food company.

1957 - Grocers participate in the first annual FRITOS® Pie promotion, in

which display space is devoted to ingredients used in the recipe -

FRITOS® Corn Chips, FRITOS® Chili, onions, and cheese!

1958 - The Frito Company acquires the trademark rights for RUFFLES®

Potato Chips.

1959 - Vice President Richard Nixon takes FRITOS® brand Corn Chips

to Nikita Krushchev in Russia.

1960s

1961 - The Frito Company and the H.W. Lay & Company merge to form

Frito-Lay, Inc, with headquarters in Texas and sales over $127 million.

H.W. Lay & Company acquires facilities for the national distribution of

ROLD GOLD® Pretzels, with the purchase of Rold Gold Foods from

American Cone and Pretzel.

1962 - Frito-Lay introduces a logo designed to communicate the merger

between The Frito Company and the H.W. Lay & Company.

1963 - LAY'S® Potato Chips coins new slogan: "BETCHA CAN'T EAT

JUST ONE.™"

1965 - Frito-Lay, Inc. and the Pepsi-Cola Company merge to form

PepsiCo, Inc., with headquarters in Purchase, NY.

LAY'S® Potato Chips becomes the first brand of potato chips to be sold

nationally.

"R-R-RUFFLES™ HAVE R-R-RIDGES™" advertising campaign with

Baby HORTON™ is launched.

1966 - DORITOS® Tortilla Chips is introduced nationally. Literally

translated into Spanish, "doritos" means "little bits of gold."

1969 - FUNYUNS® Onion Flavored Rings is introduced.

1970s

1971 - MUNCHOS® Potato Crisps enters national marketplace.

1972 - DORITOS® Nacho Cheese Tortilla Chips is distributed

nationally.

1979 - Frito-Lay's yearly sales exceed $1 billion.

1980s

1980 - Frito-Lay replaces its current logo to capitalize on its new identity

in the marketplace and the company's reputation for quality. The new

logo appears on more than 9,000 Frito-Lay trucks.

Frito-Lay introduces CHEETOS® Snacks - Puffed Balls.

Frito-Lay acquires GRANDMA'S® Cookies and enters packaged cookie

snack food category.

1981 - TOSTITOS® Tortilla Chips is nationally introduced.

Packages feature a "Guaranteed Fresh" offer, which promises consumers

a full refund of purchase price if not satisfied with the freshness and taste

of the product.

Frito-Lay is one of the first snack companies to place non-mandatory

nutritional labeling on its packaging.

1982 - Frito-Lay launches GRANDMA'S® Cookies in 16 varieties --

from sandwich creams to fruit-filled oatmeal -- in a test market in Kansas

City. This was the first significant new cookie line to move into

supermarkets in a generation.

1985 - SANTITAS® White and Yellow Corn Round Tortilla Chips are

introduced.

1986 - CHESTER CHEETAH® becomes the "spokescat" for

CHEETOS® and gains recognition through the national television and

print advertising campaign with the tag line: "IT'S NOT EASY BEING

CHEESY®."

1987 - Frito-Lay, a pioneer in the use of hand-held computers, distributes

them to its route sales representatives to better manage products, routes,

and customers; nationwide implementation is completed in July 1988.

In 1987 Hostess and Frito Lay Canada partnered to distribute snack foods

leading to the 1992 acquisition of Hostess by Frito-Lay Canada.

1989 - Frito-Lay acquires SMARTFOOD® Popcorn, a regional brand.

1990s

1991 - Distribution of LAY'S® FLAMIN' HOT® Potato Chips goes

national.

CHEETOS® FLAMIN' HOT® Snacks is introduced in single serve

sizes.

TOSTITOS™ Salsa Con Queso and Mild, Medium, and Hot Salsas are

introduced.

SUNCHIPS® Original and French Onion flavors roll nationally. First

year sales are in excess of $100 million at retail, and the SUNCHIPS®

brand becomes one of top 15 snack chip brands within its first year.

1992 - LAY'S® Potato Chips is re-formulated to create a chip that tastes

even more like the original potato and stay crisper and crunchier. In

conjunction with the re-formulation, the first new LAY'S® network TV

ad campaign is announced featuring basketball greats Kareem Abdul

Jabbar and Larry Bird in an ad claiming the Tastier & Crispier LAY'S®

Potato Chips are "TOO GOOD TO EAT JUST ONE!™"

Frito-Lay, the country's largest snack company, registers $4 billion in

sales and holds approximately half the share of the entire U.S. snack chip

industry.

1993- The national launch of WAVY-LAY'S™ Potato Chips, a new

wavy-cut potato chip, occurs in Super Bowl XXVIII with a cameo by

former U.S. Vice President Dan Quayle.

BAKED TOSTITOS® brand White Corn and Unsalted Tortilla Chips,

which offer health conscious consumers up to 85% less fat than

traditional tortilla chips plus good taste, is launched.

"Seinfeld" star Jason Alexander appears as "Pretzel Boy" in the first-

ever, network advertising campaign for the ROLD GOLD® Pretzels.

1994 - LAY'S® KC MASTERPIECE® Barbecue Flavor Potato Chips is

introduced nationally, marking the first time America's favorite potato

chip has entered into a co-branding agreement.

New DORITOS® COOLER RANCH® brand Tortilla Chips, a 100%

white corn chip with more ranch seasoning, and DORITOS® ZESTY

SALSA® Tortilla Chips are introduced.

FRITOS® SCOOPS!™ Corn Chips is introduced nationally. FRITOS®

teams with country music star Reba McEntire to sponsor a Thanksgiving

television special and a 40 city nationwide tour. Three million specially-

produced packages of FRITOS® feature the superstar's image—the first

time a celebrity has appeared nationally on Frito-Lay packaging.

1995 - Frito-Lay launches its "Taste the Fun, Not the Fat" campaign in

selected U.S. cities. The promotion features 500,000 snack samples and

200,000 cents-off coupons for BAKED LAY'S®, BAKED TOSTITOS®,

ROLD GOLD® Fat Free Pretzels, RUFFLES® Reduced Fat Potato

Chips, and TOSTITOS® fat-free salsas and Black Bean Dip.

1996 - TOSTITOS® brand begins title sponsorship of the Fiesta Bowl

Football Classic, now referred to as the "TOSTITOS® Fiesta Bowl".

BAKED LAY'S™ Potato Crisps is launched nationally with television

and print advertising starring The Muppets'® Miss Piggy® and

supermodels. It becomes the most successful Frito-Lay new product

launch to date.

Chester Cheetah - the world's coolest cat and the official "spokescat" for

CHEETOS® Snacks since 1986 - stars in a new television commercial in

which the cartoon character appears with live actors.

1997 - Frito-Lay purchases CRACKER JACK® brand from Borden.

Sailor Jack and his dog, Bingo, have saluted every Cracker Jack package

since 1918.

"Dangerously Cheesy™" is introduced as new slogan for CHEETOS®

brand.

1998 - Frito-Lay's line of WOW!® products made with Olean®,

including low fat or fat-free versions of DORITOS®, RUFFLES®,

LAY'S® and TOSTITOS® snack chips, is launched nationally.

1999 - Frito-Lay introduces a new corporate logo to communicate to

consumers the wide portfolio of Frito-Lay products. The new logo is its

first redesign in more than 20 years.

In its national rollout, more than 8.5 million newspapers and 15,000

newsstands throughout the United States feature samples of and/or

coupons for BAKED RUFFLES™ Potato Crisps, featured as "The More

Potato Potato Crisp™."

2000s

2000 - CHEETOS® X'S and O'S™ Snacks becomes the first time a snack

chip product contains two shapes in one bag!

2001 - CHEETOS® MYSTERY COLORZ™ X's and O's™ Snacks offers

all the cheesy taste of CHEETOS® while magically changing from orange

to green or blue when eaten!

TOSTITOS® SCOOPS!™ Tortilla Chips, launched as "The Dip Lover's

Chip," features a unique "cup" shape that allows the user to "Get More

Dip With Every Chip."

Frito-Lay introduces MUNCHIES® Traditional Snack Mix and ROLD

GOLD® Snack Mix in Original and Colossal Cheddar flavors.

LAY'S® Kettle Cooked Extra Crunchy Potato Chips is launched.

Offered in a variety of flavors, which include Original, Mesquite BBQ,

Sea Salt & Malt Vinegar and Jalapeno, LAY'S® Kettle Cooked chips are

made the old fashioned way - sliced thick and kettle cooked to lock in

flavor and crunch!.

2002 - Frito-Lay, the first company to include trans fat information on

the nutrition label of its packaging, announces trans fats are being

eliminated from DORITOS®, TOSTITOS®, and CHEETOS® --

LAY'S®, FRITOS® and RUFFLES® never contained trans fats.

A new multicultural line of snacks is launched in which Frito-Lay teams

up with its Mexico-based sister company, Sabritas.

ROLD GOLD® Braided Twists Pretzels is available in Classic Style and

Honey Wheat flavors.

BAKEN-ETS® Sweet N' Tangy BBQ Flavored Pork Skins is introduced.

Indulge in great-tasting snacking fun with Baked! DORITOS® NACHO

CHEESIER® and COOLER RANCH® Tortilla Chips

TOSTITOS® GOLD™ Tortilla Chips is launched nationally.

TWISTED CHEETOS™ Snacks is launched.

2003 - Frito-Lay's first-ever line of Natural snacks, including

TOSTITOS® Blue Corn Natural Tortilla Chips, CHEETOS® Natural

White Cheddar Puffs, and LAY'S® BBQ Flavored Thick Cut Natural

Potato Chips, is introduced. All of the products in the Natural line are

made with organic ingredients that have been certified by the U.S.

Department of Agriculture's accredited certifying agency, Oregon Tilth.

RUFFLES®, in celebration of the "re-birth" of RUFFLES® and

advertising icon "Baby Horton," offers $50,000 in college tuition to the

parents winning its "Would You Name Your Baby Horton?" contest. The

winners are the first expectant, registered parents who had their newborn

by May 20, 2003 and gave the baby the first name of Horton.

BAKED! LAY'S® Potato Crisps is the first Frito-Lay product to carry an

on-pack Smart Snack ribbon label designed to help consumers make

informed snacking choices that fit into a healthy lifestyle. Products

designated as "Smart Snacks" meet criteria developed by Dr. Kenneth

Cooper, one of the world's foremost experts on health, nutrition, and

exercise. Sensible snacks contain 150 calories or less; have less than 35%

of calories from fat, zero grams of trans fats, and 240 milligrams or less

of sodium per 1 oz serving.

LAY'S® STAX™ Potato Crisps, which are stacked in resealable, crush

resistant containers, is introduced exactly 150 years after the invention of

the potato chip.

Frito-Lay launches print advertising campaign in both English and

Spanish to announce America's favorite snack chips, including LAY'S®,

DORITOS®, TOSTITOS®, FRITOS®, RUFFLES®, and CHEETOS®

have zero grams of fat!

DORITOS® Guacamole! Flavored Tortilla Chips introduced.

DORITOS® brand ROLLITOS™ Bite-Size Tortilla Snacks offers great

flavors and a powerful crunch rolled into a bite-size snack! Available in

three flavors - NACHO CHEESIER®, COOLER RANCH®, and Zesty

Taco.

2004 - Products classified as Sensible Snacks, containing 150 calories or

less; have less than 35% of calories from fat, zero grams of trans fats,

and 240 milligrams or less of sodium per 1 oz serving, reach over $1

billion in sales in 2003.

FRITO-LAY MUNCHIES™ Kids Mix, the first salty snack with FDA

approval for fortification, is launched!

LAY'S® brand introduces a crispier, more golden product with a fuller,

richer flavor and new packaging.

Frito-Lay introduces ROLD GOLD® HEARTZELS™ Pretzels, the first

pretzels to be certified by the American Heart Association. Launched on

Valentines Day, HEARTZELS™ is a great heart-healthy snack with less

sodium than regular pretzels!

DORITOS® White Nacho Cheese Natural Tortilla Chips and

DORITOS® COOL RANCH® Natural Tortilla Chips are added to Frito-

Lay's Natural line.

In an independent, national taste test, consumers prefer the taste of

LAY'S ® STAX™ Original Flavor Potato Crisps!

Frito-Lay answers consumers' demand for carb-controlled snacks by

introducing DORITOS® EDGE™ TOSTITOS® EDGE™ Tortilla

Chips.

2005 - After originally introduced as a “limited time only flavor, Doritos

Black Pepper Jack tortilla chips earned a permanent spot in the Doritos

family due to the overwhelming consumer response. The new flavor was

a combination of black pepper and pepper jack cheese with other spices

and joined national favorites including Doritos Nacho Cheesier, Doritos

Cooler Ranch, Doritos Guacamole and Doritos Salsa, as well as lower fat

Baked! Doritos and Natural Doritos.

Brief summary of the organization

Introduction

Tirupati sales agency which is authorized distributor of the

“kurkure” and established 15th October 2005.

Mr. Ashvin Patel, the sole owner of the “Tirupati Sales Agency”

and only authorized distributor of “kuukure” in south Gujarat.

The staff member of the “Tirupati Sales agency”.

Mr. Ashivin Patel Chairman

Arvind Mistri Marketing Executive

Painter Hussain Marketing Executive

Bhuran Katawala Marketing Executive

QUALITIES OF A TRUE BUSINESSMAN

Generally people observe prominent qualities in a businessman.

Mr. Ashvin Patel has certain exceptional qualities that have brough him

to the forefront of the business. A person emission with self confidence

and determination is the prime qualities of Mr. Ashvin Patel. He is

known for his simple life style and spiritual interstes he is an avoid reder

of the latest books. He belives in corresponding loyalty knowledge and

action.

Meaning

The main purpose of the each and every company to attract the

customer about their product so they are create something change

according to the behaviour of the customer. All the companies what to

create brand positioning and image in the mind of customer. So the

companies know the purchasing power of customer on bases of the

buying behaviour. The customer behaviour studies how individual

groups and organization select buy use and dispose of good services, idea

or experience to satisfy their needs & wants.

Customer buying behaviour is consist of the mental & physical

activities which customer under take to get goods & services and get

satisfaction from them.

Problem Identification

Scope of the Study

Objectives of the Study

Limitations of the Study

Problem Identification

To find out the problem is the first stage of the research process. It

represent translating the managing the problem in to research problem.

“A problem well defined is half solved.”

Problem Identification from the researcher’s point of view.

Represent translating the management in to research problem customer

buying behaviour is a special part of the marketing research without it

you can’t complete your research. By studying customer buying

behaviour the marketer can easily come to know about customer’s

interest, purchasing power test and his attitude.

Therefore the researcher is required to measure present customer

buying behaviour for purchasing “Kurkure” therefore the researcher’s

problem is to identified what are the criteria that prospective customer

take into consideration before purchasingthe “Kurkure.”

Scope of the study

My survey study is related to particular area like karrgam,

Varachha, Punagam etc. and the target respondents are retailers grossary

shops, Bakery etc.

Objectives of the study

To know the criteria for buying “Kurkure.”

To know the customer’s views & Preferences about our product.

To identify the target customer.

To know the distribution channel of the kurkure.

To get the practical knowledge of the market.

Limitation of the study

The survey was conducted within the limited time frame i.e. only

two month so few shortcoming may be expected.

The respondents personal bias may be another factors which is

uncontrollable.

The area is limited.

Introduction

Research Tools

Sampling Plan

Sampling Method

Sample design

Research design

Introduction

Market survey should be conducted properly because that help the

top management in decision making. A research gives the exact result

only when the studies are properly conducted.

It must know about the work “ Research” which engaged with the

activity of research being basic concept. Research is one of French work

which comes in to existence feom “researcher.” The meaning of it is “So

search something deeply.”

In fact research is an art of scientific investigation research is the

systematic & intensive study directed towards a more complete

knowledge of subject study and if start due to some specific question or

problem.

“Research is essentially an investigation a recording & analysis of

evidence for the purpose of gaining knowledge.”

Research tools

The task of data collection begins after the research problem has

been defined. There are basically two types of data:

1. Primary Data

2. Secondary Data

1. Primary Data

Primary data are those which collected a fresh and for the first

time and thus they are original data the various method of collecting of

primary data are:

Observation method

Interview method

Questionnaire method

From these method, I have concentrated on a basic method of

research named questionnaire method for the present research.

Observation Method

Observation may be defined as a systematic viewing of a specific

phenomenon in its proper setting of gathering data for particular study.

Observation method includes both “seeing & Hearing”.

Interview Method

The interview method of collecting data involve presentation of

oral verbal stimuli and reply in terms of oral verbal responses. This

method can be used through personal interview and if it possible through

telephonic interview. Telephonic interview are used to collect the

information from the customer.

Questionnaire Method

In this method the questionnaire is sent to the all the persons

concerned with request to answer the questioner and return it. A

questionnaire consist of number of question type on printed in definite

order. A schedule questionnaire with multiple choice question was

designed which were both open ended as well as close ended question.

2. Secondary Data

Secondary data are those which have been already collected by

someone else and which have been passed though statistical process for

the purpose of conducting this research I have used various secondary

data such as:

Reference Book

Articles, Newspaper

Websites

SAMPLING

Sampling means before deciding the method collection of data

choosing from the observation, experimentation, interview & mail survey

the researcher has to decide whether he want to collect the data from

every unit of population or whether he will use portion of population.

“Sampling is a process of selecting a segment from the universe or

population to obtain information ascertain able reliability about the

population.”

Sampling Method

There are number of sampling method available for the study. But

I have been taken only random sampling method for the study.

Random sampling gives equal chance for selecting to every unit in

the population it is necessary that the selection of sample must be free

from human judgment.

There are two terms are related to random sampling

1. Simple random sampling.

2. Unrestricted random sampling.

In case of simple random sampling sample is drawn without

replacement which means the unit selected at each draw is not replaced

in to the population before another draw is made.

In case of unrestring sampling a sample is drawing with

replacement.

Sample design

A sample design is a definite plan for obtaining a sample from a

given population. It refers to the technique of the researching would

adopt in selecting items for the sample. Sample design is determined

before data are collected.

Sampling frame

It means a list of sampling units from which a sampling units from

which a sample is taken is called sample frame, which could be a

telephone directory, a list of localities of city a map or any other

consisting of all any other consisting of all sampling units of population

it consist of names & addresses of target customer.

Sampling unit

The sample unit for this research constitute the organization that is

the retailer grocery shop and Bakery who are sale the ‘Kukure’ in Surat

city.

Sample size

The size of the sample should neither be excessively large nor too

small. It should be optimum is now an optimum sample is one which

fulfills the requirement of efficiency representative ness reliability and

flexibility.

The formula is given below

n= p x q (z/e)2

Where

n= sample size

p= probability of interested customer

q= 1-p

e= tollarable error

z= level of confidence

n= p x q (z/e)2

= 0.80 x 0.20 (1.96/1.05)2

= 0.76 x 156.64

= 245.86

so I have taken approximate 250 sample size.

Research Design

A research design specifies that method and procedures fro

conducting a particular study. The researcher should specify the

approach be intends to use with respect to the proposed study broadly

speaking research can be grouped in to three categories.

1. Exploratory Research Design

2. Descriptive Research Design

3. Casual Research Design

1. Exploratory Research Design

An exploratory research design focuses on the discovery of ideas

and is generally based on secondary data.

2. Descriptive Research Design

A descriptive study is undertaken when the researcher want to

know the characteristics of certain group such as age, sex, income,

education level etc.

3. Casual Study

A casual researcher is under taken when the researcher is

interested knowing a cause and effect relationship between two or more

variables.

180

70

0

20

40

60

80

100

120

140

160

180

Re

sp

on

de

nts

Positive Response Nagetive Response

Sales

Sales wise Analysis

Series1

1. SALES WISE ANALYSIS

SALES NO. OF RESPONDENTS PERCENTAGEPositive Response 180 72.00%Negative Response 70 28.00%Total 250 100.00%

Comments:

The above chart shows that 180 respondents are given positive

response and 70 respondents are given negative response.

3

41 41 41 30

136

0

20

40

60

80

100

120

140

Res

po

nd

en

t

Guj T

amat

ar T

wist

Mas

ala

mun

ch

chat

pata

chsk

a

snak

shak

s

red

chilli

all o

f abo

ve

Flavour

Flavour Wise Analysis

Series1

2. Flavour wise Analysis

Flavour No. of respondents percentageGuj Tamatar Twist 3 1.03%Masala munch 41 14.04%Chatpatachska 41 14.04%Sank shaks 41 14.04%Red chili 30 10.27%All of above 136 46.58%Total 292 100.00%

Comment:

Above chart indicate that 1% retailers are sale guj tamater twist

14% are sale masal munch, 14% are chatpata chaska, also 14% are sale

snak shanks, 10% are sale Red chilli and 47% are sale in all of above

Flavour.

4

8189

6

0

10

20

30

40

50

60

70

80

90

Resp

on

den

t

Guj TamatarTwist

Masalamunch

snak shaks other

Flavour

Customer preference Wise Analysis

No. of respondents

3. Customer preference wise analysis

Flavour No. of respondents percentageGuj Tamatar Twist 4 2.22%Masala munch 81 45.00%Snak shaks 89 49.44%Other 6 3.33%Total 180 100.00%

Comment:

Above chart indicate that 2% cusomers’s favorite flavour is Guj.

Tamater Twist, 45% customer’s favorite is masala much, 50%

customer’s favorite flavour is snak shaks and 3% customer’s are select

other flavour.

0 2

102

76

0

20

40

60

80

100

120

Resp

on

den

t

Less than 5year

5 to 10 10 to 15 more than15

Age

Age wise Analysis

No. of respondents

4. Age Wise Analysis

Age No. of respondents PercentageLess than 5 year 0 0.00%5 to 10 2 1.11%10 to 15 102 56.67%More than 15 76 42.22%Total 180 100.00%

Comment:

Above chart indicate that 1% customers are comes in 5 to 10 year

age, 57% customers are comes in 10to 15 years, and 42% customer are

comes in more than 15 years age. for purchasing kurkure.

103

56

17

4

0

20

40

60

80

100

120

Resp

on

den

t

22 gm 14 gm 60 gm 140 gm

Size of Packet

Size of Packet wise Analysis

No. of respondents

5. Size of Packet wise analysis

Size Of Packet No. of respondents Percentage22 gm 103 57.22%14 gm 56 31.11%60 gm 17 9.44%140 gm 4 2.22%Total 180 100.00%

Comment:

Above chart indicate that 57% customer are purchase in 22 g.m

packet many time, 31% customers purchase in 14 gm packet, 10%

customer are purchase in 60 gm packet, and 2% customers are purchase

in 140 gm packet.

29

60

84

7

0

10

20

30

40

50

60

70

80

90

Resp

on

den

t

GoodScheme

Good Profit HighDemand

Other

Criteria

Purchasing Criteria Wise Analysis

No. of respondents

6. Purchasing Criteria wise Analysis

Criteria No. of respondents PercentageGood Scheme 29 16.11%Good Profit 60 33.33%High Demand 84 46.67%Other 7 3.89%Total 180 100.00%

Comment:

From the above chart we show that 16% retailers are select good

scheme criteria, 33% Retailers are select good profit margin criteria, 47%

Retailers are select high demand criteria and 4% Retailers are select other

criteria.

7. Regularity of delivery of the product

Regularity No. of respondents Percentage

Regularity of Delivery

35, 19%

145, 81%

Positive Response

Nagetive Response

Positive Response 145 80.56%Negative Response 35 19.44%Total 180 100.00%

Comment:

Above chart indicate that 81% Retailers are getting proper delivery of the

product 19% Retailers are say delivery of the product is not proper.

Credit Period or not28, 16%

152, 84%

Positive Response

Nagetive Response

8. Give Credit Period or Not

Credit Period No. of respondents PercentagePositive Response 28 15.56%Negative Response 152 84.44%Total 180 100.00%

Comment :

From the above chart we can see that 16% Retailer getting credit

period and 84% are not getting credit period.

Price Affordable or Not

37, 21%

143, 79%

Positive Response

Nagetive Response

9. Price Affordable or Not

Price No. of respondents PercentagePositive Response 143 79.44%Negative Response 37 20.56%Total 180 100.00%

Comment :

Above chart indicate that 79% customers are says Price is affordable,

21% customer says price is not affordable

31

149

0

20

40

60

80

100

120

140

160

Re

sp

on

de

nt

Positive Response Nagetive Response

Improvement

Improvement in Distribution channel

No. of respondents

10. Improvement in Distribution Channel or Not

Improvement No. of respondents PercentagePositive Response 31 17.22%Negative Response 149 82.78%Total 180 100.00%

Comment:

From above chart we see that 17% retailers are want improvement

and 83% retailers are not want to improve in distribution channel.

4

176

0

20

40

60

80

100

120

140

160

180

Resp

od

en

t

Positive Response Nagetive Response

Criteria

Improvement In the Kurkure or not

No. of respondents

11. Improvement in Kurkure or Not

Improvement No. of respondents PercentagePositive Response 4 2.22%Negative Response 176 97.78%Total 180 100.00%

Comment

The above chart shows that 2% customers are want to add some extra

feature and 98% customers are satisfied with the kukure product.

0

20

40

60

80

100

120

Resp

on

den

t

Less than5 year

5 to 10 10 to 15 more than15

Age

Age Vs flavour wise analysis

other

snak shaks

masalamunchGuj Tumtatertwist

12. Age Vs Flavour Wise Analysis

AgeGuj Tumtater twist

Masala munch Snak shaks Other Total

Less than 5 year 0 0 0 0 05 to 10 0 1 1 0 210 to 15 2 40 55 5 102More than 15 2 40 33 1 76Total 4 81 89 6 180

Comment

The above chart indicate that 31% customers are comes in 10 to 15

years age category who are purchase the kurkure in snak shak flavour

many times.

0

20

40

60

80

100

120

Re

sp

od

en

t

22 gm 14 gm 60 gm 140 gm

Size of Packet

Flavour Vs Size of Packet

other

snak shaks

masalamunchGuj Tumtater twist

13. Flavour Vs Size of Packet

Size of Packet

Guj Tumtater twist

Masala munch Snak shaks Other Total

22 gm 3 50 48 2 10314 gm 0 21 32 3 5660 gm 1 10 5 1 17140 gm 0 0 4 0 4Total 4 81 89 6 180

Comment

The above chart shows that 28% customer are purchase 22 gm.

Packet of the kurkure in masala munch flavour many time.

0

20

40

60

80

100

120

Re

sp

on

de

nt

Less than 5year

5 to 10 10 to 15 more than 15

Age

Age Vs Size of Packet

140 gm

60 gm

14 gm

22 gm

14. Age Vs Size of Packet

Age 22 gm 14 gm 60 gm 140 gm TotalLess than 5 year 0 0 0 0 05 to 10 0 2 0 0 210 to 15 50 52 0 0 102More than 15 53 2 17 4 76Total 103 56 17 4 180

Comment

The above chart indicate that 53 customers comes in more than 15

years age category who are purchase 22 gm packet of the kurkure

frequently.

Hypothesis Testing

Z cal = p-P Where,

PQ n p = No. of retailer are willing to purchase

n

0.72-0.80 = 180/250

0.80*0.20 250 = 0.72

0.08

0.025

3.2 < 1.96

As the above results show that it is higher then 1.96 so we will

reject the null hypothesis.

FINDINGS

It shows that 72% respondents are give positive response

means they are sale the kurkure and 28% respondents are

give negative response means they are not sale the kurkure.

47% retailers are sale the kurkure in all the flavour and 53%

retailers are sale the kurkure in two or three flavour.

50% retailers have said that the customers favorite flavour

is snak shaks and 45% retailers have said that the

customer’s favourite flavour is masala munch.

57% customers are comes in 10 to 15 year. Age and 42%

customers are comes in more than 15 year age.

The chart shows 57% customers are prefer 22 gm packet

and 31% customers are prefere 14 gm packet.

47% retailer are purchase the kurkure due to high demand

criteria and 33% customers are purchase due to good profit

margin criteria.

81% Retailers have said that the delivery of the product is

regular and 19% retailer have said the delivery of the

product is not regular.

Only 16% retailers get some credit period and 84% are not

get credit period.

79% retailers have said that the price is affordable and 21%

retailers have said that the price is not affordable.

17% retailers are want to improvement in the distribution

channel 83% retailers are satisfied with distribution channel.

Only 2% customers are add in extra features and 98%

customers are satisfy with the kurkure.

55 customer are whose age comes in 10 to 15 year they

prefer sank shak many a time and 40 customers are whose

age comes in more than 15 year they purchase in masala

munch flavour many time.

50 customers are purchase masal munch in 22 gm packets

many times and only 4 customers are purchase snak shaks in

140 gm packets.

Only 2% customers whose age is more than 15 year they

purchase the kurkure in 140 gm packets.

SUGGESTIONS

Some respondents suggest that the company should give some

credit period.

Some retailers suggest that the company should give some

discount on cash payment.

Some retailers told that the company should make small size of

packets and try to decrease the price of the kurkure.

Some retailers have said that the company should increase the

salesmen.

Some retailer suggest that they should take regular visit and give

proper delivery of the product at regular time.

Marketing Management

- by Phillip Kotler

Marketing research

- By G.C. Beri

Website

www.pepsico.com

www.kurkure.co.in

QUESTIONAIRE

Name: ______________________________________________Address: ____________________________________________Contact no: __________________________________________

(1)Do you sale the Kurkure?

Yes

No(if the answer is yes then go to next)

(2) In Which Flavor You Sell The Kurkure ?

Gujrati tamatar twist

Masala munch

Chatpata chaska

Snak shaks

Red chilli chataka

All of above

(3) Which Flavor Is The Customer’s Favorite?

Gujrati tamatar twist

Masala munch

Snak shaks

Other

(4)Which Age Customers Are Mostly Purchase The Kurkure?

Less Then 5 years

5 to 10 years

10 to 15 years

more then 15 years

(5) Which Size Of Packages The Customers Preferred Many Times?

22 gm

14 gm

60 gm

140 gm

(6) From whom you are purchasing the Kurkure?

Company

Wholesaler

(7) Why you are purchasing the kurkure from the above mentioned answer?

Due to good schema

Due to good profit margin

Due to high demand

Others

(8) Are you getting the proper delivery of the product in regular time?

Yes

No

(9) Is the company/wholesaler give good credit period to you ?

Yes

No

(10) Is the price of the kurkure affordable for customer?

Yes

No

(11) Are you want to make any improvement in your distribution Channel?

Yes

No

(12) If yes please specify ______________________________________________ (13) Are you want to any extra feature to be add in the kurkure?

Yes

No

(14) If yes then please specify _____________________________________________

(15) Suggestion about kurkure if any _____________________________________________