“A STUDY ON BRAND LOYALTY IN INDIAN FMCG MARKET (BISCUITS)”

A Project Submitted to
University of Mumbai for partial completion of
The degree of

Bachelor of Management Studies

Under the Faculty of Commerce

By
AVI BHARAT PATEL
ROLL NO-6854

Under the Guidance of

PROF. RAKHI PATHAK

Thakur College of Science & Commerce,

Thakur Village, Kandivali (E),
Mumbai-400 101

ACADEMIC YEAR
2018-2019

1
 Certificate

This is to certify that MR AVI BHARAT PATEL Roll no-6854 has worked and duly completed his Project Work
for the Bachelors of Management Studies under the Faculty of Commerce in the Subject of MARKETING and his
project is entitled, “A STUDY ON BRAND LOYALTY IN INDIAN FMCG MARKET” under my
supervision.

I further certify that the entire work has been done by the learner under my supervision and that no part of it
has been submitted previously for any Degree or Diploma of any University.
It is his own work and facts reported by her personal findings and investigation.

PROF RAKHI PATHAK

Seal of the
college

Date of Submission:

Declaration by Learner

2
I the undersigned MR AVI BHARAT PATEL hereby declare that the work embodied in this project work
titled.
“A STUDY ON BRAND LOYALTY IN INDIAN FMCG MARKET”. Forms my own contribution to the
research work carried out under the guidance of PROF RAKHI PATHAK is a result of my research work
and has not been previously submitted to any other University for Any Other Degree/Diploma to this or any
other University.
Wherever reference has been made to previous works of others it has been clearly indicated as such and
included in the bibliography.
I, hereby further declare that all the information of this document has been obtained and presented in
accordance with academic rules and ethical conduct.

Certified by
PROF RAKHI PATHAK

ACKNOWLEDGEMENT

To list who all have helped me is difficult because they are so numerous and the depth is so enormous

3
I would like to acknowledge the following as being idealistic channels and fresh dimensions in the
completion of this project

I take this opportunity to thank the University of Mumbai for giving me a chance to do this project

I would like to thank my Principal Dr.C.T. Chakrabortyfor providing the necessary facilities required for
completion of this project.

I take this opportunity our Co-Ordinator Prof.Vivek Wankhede, for his moral support and guidance

I would also like to express my sincere gratitude towards my project guide PROF. Rakhi Pathakwhose
guidance and care made the project successful.

I would like to thank my College Library for having provided various reference books and magazines
related to my project.

Lastly, I would like to thank each and every person who directly or indirectly helped me in the completion of
the project especially my Parents & Peers who supported throughout my project.

1.1 EXECUTIVE SUMMARY

As we are approaching to the twenty first century the FMCG product market is growing like
a money plant in this world. Not only companies are gaining huge profit from these product
sources but these products are also one of the main ingredients in our day today life.
So the customer has to think and decide on the products which he is going to purchase
because of the availability of the choices replicates variants in every section of the products.

4
Now a day’s customer has a wide variety of choice while selecting FMCG, producer has to
innovate additional values to the product that the product continues its presence in the
market. This project tells us about the major players in the Indian FMCG industry, the competing
firms within the sector and various government policies affecting the sector, growth drivers
within the sector and also this project consist of the response of different age group
respondents who specifies their predetermined factors which drives them while purchasing.
The factors which drive them to buy the products are as under, Price, Availability, Brand
name, Quantity, Quality, Packing, advertisementIndia Biscuits Industry is the largest among all the food industries
and has a turn over of around Rs.3000 crores. India is known to be the second largest manufacturer of biscuits, the
first being USA.

It is classified under two sectors: organized and unorganized. Bread and biscuits are the major part of the bakery
industry and covers around 80 percent of the total bakery products in India. Biscuits stands at a higher value and
production level than bread. This belongs to the unorganized sector of the bakery Industry and covers over 70% of
the total production.

Through this we can understand that the customers in the current scenario not only purchase
the product based on the one quality that it contains. But they carefully analyze it and then go
for the purchase. So knowing the customers attitude is important and what are the factors they considered.

Loyalty is extremely beneficial to businesses as it leads to repeat purchases by consumers, higher revenues, and
customer referrals.

Having a loyal customer base can help a business push past its competitors and give it the competitive advantage it
needs to succeed in the marketplace.

Companies with strong brand loyalty will see its customers repeatedly buy its products or services, regardless of
changes in price or convenience. Frequent purchasers of one company’s product are less likely to be swayed by the
marketing messages of competitors, thus increasing the chances that those customers will continue to conduct
business with the that company.

when purchasing a product so by this project we can also come to know the factors
considered by consumer while purchasing a FMCG product

5
 CHAPTER NO.1
INTRODUCTION TO FMCG PRODUCTS

FMCG product are products that are sold quickly and at a relatively
low cost. Examples include non-durable goods such as packaged foods, beverages, toiletries, over-the-counter
drugs, and other consumables.

Many fast-moving consumer goods have a short shelf life, either as a result of high consumer demand or as the
result of fast deterioration. Some FMCGs, such as meats, fruits, vegetables, dairy products, and baked goods are
highly perishable. Other goods, such as pre-packaged foods, soft drinks, candies, and toiletries have high turnover
rates. Sales are sometimes influenced by holiday and/or seasonal periods and also by the discounts offered.

6
Packaging is critical for FMCGs. To become successful in the highly dynamic and innovative FMCG segment, a
company not only has to be acquainted with the consumer, brands, and logistics, but also, it has to have a sound
understanding of packaging and product promotion. The packaging has to be both hygienic and customers-
attracting. Logistics and distribution systems often require secondary and tertiary packaging to maximize
efficiency. Unit or primary packaging protects products and extends shelf life while providing product information
to consumers.
The profit margin on FMCG products can be relatively small, but they are generally sold in large quantities; thus,
the cumulative profit on such products can be substantial. According to BASES, 84% of professionals working for
fast-moving consumer goods are under more pressure to quickly bring new products to the market than they were
five or ten years ago. With this in mind, 47% of those surveyed confessed that product testing suffers most when
deadlines are accelerated.
The growth of the internet over the past quarter century and the rise of the brand community phenomenon have
contributed greatly to the demand for FMCGs. For example, according to German research group AGOF's internet
facts, 73% of Germany's population is online. Additionally, 83.7% of internet users claim to use the web to search
for information and 68.3% to shop online.
However, most FMCGs are not ordered online as most consumers opt for the convenience of nearby brick and
mortar stores for products in this category.

CURRENT SCENARIO OF INDIAN FMCG

The fast moving consumer goods (FMCG) segment is the fourth largest sector in the Indian
economy. The market size of FMCG in India is estimated to grow from US$ 30 billion in 2011
to US$ 74 billion in 2018.

Food products is the leading segment, accounting for 43 per cent of the overall market. Personal
care (22 per cent) and fabric care (12 per cent) come next in terms of market share.

Growing awareness, easier access, and changing lifestyles have been the key growth drivers for
the sector.
Nielsen, a leading global information and measurement company, predicts India’s FMCG
industry to grow from $37 billion in 2013 to $49 billion in 2016. Digital communication, e-
commerce and premium products are foreseen as key drivers for growth. Its future depends on

7
how they evolve around this sections. By 2020, around 150 million consumers are expected to be
digitally influenced in FMCG and these digital consumers alone would spend would spend 400
USD dollars on Indian Fmcg companies.

BUDGET

Right from the time the Union Budget 2015 was presented in the Parliament, FMCG sector had a
fair share of its peak and crests. .25% hike on excise duty of cigarettes for length not exceeding
65mm and by 15% for cigarettes of other lengths was announced. Similar increases were
proposed on cigars, cheroots and cigarillos. Also, changes were made in the compounded levy
scheme applicable to pan masala, gutkha and certain other tobacco products. This did not augur
well for major tobacco producers like VST Industries, Godfrey Phillips, and ITC. In a glimmer
of hope however, FM Arun Jaitley, vowed to implement Goods and Service Tax bill (GST bill)
by April 2016, which would provide a respite to the industry plaguing for several taxation structure.

RURAL - SET TO RISE

Rural areas expected to be the major driver for FMCG, as growth continues to be high in these
regions. Rural areas saw a 16 per cent, as against 12 per cent rise in urban areas. Most companies
rushed to capitalise on this, as they quickly went about increasing direct distribution and
providing better infrastructure. Companies are also working towards creating specific products
specially targeted for the rural market.

The Government of India has also been supporting the rural population with higher minimum
support prices (MSPs), loan waivers, and disbursements through the National Rural Employment
Guarantee Act (NREGA) programme. These measures have helped in reducing poverty in rural
India and given a boost to rural purchasing power.
Hence rural demand is set to rise with rising incomes and greater awareness of brands.

URBAN TRENDS

8
With rise in disposable incomes, mid- and high-income consumers in urban areas have shifted
their purchasing trend from essential to premium products. In response, firms have started
enhancing their premium products portfolio. Indian and multinational
FMCG players are leveraging India as a strategic sourcing hub for cost-competitive product
development and manufacturing to cater to international markets.

CHARACTERISTICS AND STRUCTURE OF FMCG SECTOR

COMPETITION
The market of FMCG is very competitive and manufacturers are coming forward with the latest
ideas and techniques to beat the competition and remain on the top. . There are top business
giants taking lead and several hundred emerging companies trying hard to come forward and
stand with leading FMCG producers. The easing of the trade barriers encouraged the MNCs to
invest in the Indian market to cater to the needs of the consumers. The living standards rose in
the urban sector due to high disposable income along with the rise in the purchasing power of the
rural families which increased the sales volume of various manufacturers of the FMCG products
in India. The large-scale companies such as HLL, Godrej Consumer, Marico, Henkel, Reckitt
Benckiser and Colgate have targeted the rural consumers and have also expanded their retail
chain in the midsized towns and villages. On the contrary to this, Nestle has always targeted the
market of urban India and focuses largely upon the value added products for the elite class or
upper middle class population.

BRANDING

9
Creating strong brands is important for FMCG companies and they devote considerable money
and effort in developing bands. With differentiation on functional attributes being difficult to
achieve in this competitive market, branding results in consumer loyalty and sales growth.
Leading FMCG firms like HUL, ITC, Nestle, Procter & Gamble and GlaxoSmithKline
Healthcare – which account for almost 70 per cent of FMCG revenues in the country – spend
almost 10 per cent of their turnover on advertising and brand promotion. The promotion strategy
includes tying up with top actors and other celebrity brand ambassadors, besides going in for
high-profile launches at leading retail mall and outlets.

DISTRIBUTION NETWORK

Given the fragmented nature of the Indian retailing industry and the problems of infrastructure,
FMCG companies need to develop extensive distribution networks to achieve a high level of
penetration in both the urban and rural markets. Once they are able to create a strong distribution
network, it gives them significant advantages over their competitors. The supply chain of
products in the FMCG market in India is one of the longest supply chains an industry could
really have. What has been observed is that even though these FMCG companies are big
multinationals and Indian but face a major challenge of making their products available in the
market in the right quantities and in the right time. This is simply because these companies don’t
really have a wide network of sales agents and other force which is required and is ideal for
catering their products to the markets. This aspect is taken over by distributors, wholesalers and
retailer whose margins on these products actually double the price of these products when a final
consumer buys it. The products in this industry are transported from manufacturing units via c &
f agencies or warehouse to distributors who further sell the same to wholesalers or stockiest who
finally sell it to the retailers in the market.

10
CONTRACT MANUFACTURING

As FMCG companies concentrate on brand building, product development and creating

distribution networks, they are at the same time outsourcing their production requirements to
third party manufacturers. Moreover, with several items reserved for the small scale industry and
with these SSI units enjoying tax incentives, the contract manufacturing route has grown in
importance and popularity.
LARGE UNORGANIZED SECTOR

The unorganized sector has a presence in most product categories of the FMCG sector. Small
companies from this sector have used their geographical advantages and regional presence to
reach out to remote areas where large consumer products have only limited presence. Their low
cost structure also gives them an advantage.

11
 BRAND LOYALTY

Brand loyalty is the tendency of consumers to continuously purchase one brand’s products over another.
Consumer behavior patterns demonstrate that consumers will continue to buy products from a company that has
fostered a trusting relationship.

Loyalty is extremely beneficial to businesses as it leads to repeat purchases by consumers, higher revenues, and
customer referrals.

Having a loyal customer base can help a business push past its competitors and give it the competitive advantage it
needs to succeed in the marketplace.

Companies with strong brand loyalty will see its customers repeatedly buy its products or services, regardless of
changes in price or convenience. Frequent purchasers of one company’s product are less likely to be swayed by the
marketing messages of competitors, thus increasing the chances that those customers will continue to conduct
business with the that company.

In addition to having higher sales than those without brand loyalty, companies that have successfully established a
loyal following can enjoy a growing customer base as well. Loyal customers have the potential to turn into open
advocates and brand ambassadors for a company. Satisfaction with a business will drive them to spread brand
awareness and refer new customers, effectively providing a company with costless advertising.

12
A great method for nurturing brand loyalty is having a rewards program. Many companies entice customers to
make a purchase by offering points or a similar object to be redeemed for prizes and awards.

Factors That Affect Customer Loyalty

There’s no question that the product itself has to be competitive, priced right and deliver superior value. But,
beyond the product itself, several factors can make the difference in, a much sought after, loyal customer. Here’s
our top 7:

1. Convenience.

When buying consumer products, many loyal customers stray simply because the store where they regularly buy
your product ran out or doesn’t carry it anymore. They may still prefer your product, but after all, there are other
brands in stock and they don’t have time to chase your product down.

2. Expectations.

Your product must continue to live up to their expectations in every way. It not only has to continue to deliver on
its brand promise and remain relevant, but its price, value, and availability must continue to be dependable.

3. Customer Service.

The way your company stands behind its products can be as valuable as the product itself. A good warranty and
swift resolution of issues keep customers, who may have had a disappointing experience, buying your product.

4. Personal Relationships.

The way customers are treated by third parties, such as salespersons, store clerks, or your own representatives can
make or break customer loyalty. Many don’t buy your product so much as they “buy” the person who sold it to
them.

5. Rewards.

Customers want some consideration for continuing to do business with you, especially when they have other
options. Offering savings, bonuses, and other forms of special attention to your loyal customers can not only keep
them from going elsewhere but may be the reason they recommend you to their friends.

6. Reputation.

How your product plays in the media, both commercial and social, can influence long-term relationships. Your
companies financial, labor, and sourcing practices are now subject to the scrutiny of an increasingly transparent
world where consumers realize that they vote with their purchases.

7. Community Outreach.

When you stand for something beyond your product, when you support the causes important to your customers,
and when you participate in their community, you build a bond of loyalty that is hard to break. This gives them a
social reason to become and remain loyal.

13
TYPES OF BRAND LOYAL CUSTOMERS

Heart loyal customers

About: This group tends to follow their heart and is usually driven by altruistic motive, such as the desire to help
the environment, support a special cause, or otherwise “make a difference in the world” with their purchase. For
many in this category, the brand shapes their identity and serves as a badge of honor.

Main Problem: These folks are highly unlikely to switch products, since they are primarily driven by an inner
belief and sense of purpose connected to these purchases. It is possible to come up with a similarly compelling
motive, but generally fighting over idealism is not a great way to win over customers.

Examples: People who buy Toms shoes are a good example of this type of customer. They don’t generally buy the
shoes because they are so amazingly comfy and fashionable (although, they have created a major following lately,
but mostly due to the loyalty they generate). Rather, people buy Toms because “buying a pair gives a pair”. In
other words, Toms gives a pair of shoes to someone in need for each pair purchased. For many folks, the ability to
help others while simply buying a pair of shoes fills an inner part of the heart and therefore drives continued
loyalty.

Head loyal customers

About: This group is driven by rationality and common sense. In fact, they are somewhat the total opposite of the
heart loyals in that they will buy whatever makes the most sense rather than buying to fill a sense of inner purpose.
To sell to this group, your brand must be the best, the most cost effective or drive some other very clear value.

Main problem: In order to target this group, you need to have an undoubtedly better product, or better
marketing… or preferably both. For those selling B2B, this is generally where you need to be. Because while most
people may buy something “just because”, business buy things to generate more cash value than what they pay for
them.

14
Examples: People who buy the grocery store brand cereal or other items fit in this category. Likewise, people who
buy the generic brand of clothing, medicine or other items tend to be “head loyals”. They are buying because it’s
basically the same thing, but cheaper. They want the most value for their money.

Hand loyal customers

About: These customers tend to buy out of habit. They buy the same brand, every time, without checking for price
or for what’s on sale. These are the type folks who always buy Pepsi or Always buy coke because that’s just what
they like and they will not switch.

Main problem: Clearly, getting this group to switch brands is very difficult. Some ways to do this are by blind
tests, such as the Pepsi Challenge. Another way is to offer deeply discounted trial pricing or freebies that allow
them to test your product without any commitment or expectation. Getting this group of brand loyals to switch is
difficult, but not impossible. In fact, most of the “try this…” items you see at the grocery store are designed to try
to get people to try and buy something new.

Examples: Think of any main brand categories, whether it’s soda, pizza chains, toothpaste, phones, or other such
products and you’ll have an example. Ever try to switch an iPhone user to Android or vice versa? Many people
unknowingly fall into this category and if you can provide a superior product at limited or no risk, it is possible to
win over large chunks of new customers. Your marketing and sales approach will have to be very clever, of
course. Good luck.

The challenge with this, of course, is that the skills and resources needed to build and maintain these 3 types of
loyalty are very different and require a different approach, marketing technique and sales model. So, for starters,
it’s best to simply choose what type of brand loyalty you would like your customers to have, and then build,
measure and learn from there.

INDIAN BISCUIT INDUSTRY

15
India Biscuits Industry is the largest among all the food industries and has a turn over of around Rs.3000 crores.
India is known to be the second largest manufacturer of biscuits, the first being USA. It is classified under two
sectors: organized and unorganized. Bread and biscuits are the major part of the bakery industry and covers around
80 percent of the total bakery products in India. Biscuits stands at a higher value and production level than bread.
This belongs to the unorganized sector of the bakery Industry and covers over 70% of the total production.

India Biscuits Industry came into limelight and started gaining a sound status in the bakery industry in the later
part of 20th century when the urbanized society called for ready made food products at a tenable cost. Biscuits
were assumed as sick-man's diet in earlier days. Now, it has become one of the most loved fast food product for
every age group. Biscuits are easy to carry, tasty to eat, cholesterol free and reasonable at cost. States that have the
larger intake of biscuits are Maharashtra, West Bengal, Andhra Pradesh, Karnataka, and Uttar Pradesh.
Maharashtra and West Bengal, the most industrially developed states, hold the maximum amount of consumption
of biscuits. Even, the rural sector consumes around 55 percent of the biscuits in the bakery products.

The total production of bakery products have risen from 5.19 lakh tonnes in 1975 to 18.95 lakh tonnes in 1990.
Biscuits contributes to over 33 percent of the total production of bakery and above 79 percent of the biscuits are
manufactured by the small scale sector of bakery industry comprising both factory and non-factory units.

The production capacity of wafer biscuits is 60 MT and the cost is Rs.56,78,400 with a motive power of 25 K.W.
Indian biscuit industry has occupied around 55-60 percent of the entire bakery production. Few years back, large
scale bakery manufacturers like cadbury, nestle, and brookebond tried to trade in the biscuit industry but couldn't
hit the market because of the local companies that produced only biscuits.

The Federation of Biscuit Manufacturers of India (FBMI) has confirmed a bright future of India Biscuits Industry.
According to FBMI, a steady growth of 15 percent per annum in the next 10 years will be achieved by the biscuit
industry of India. Besides, the export of biscuits will also surpass the target and hit the global market successfully.

16
BRITANNIA INDUSTRIES LIMITED

17
123 years ago, in a small house in central Calcutta (now Kolkata) an intrepid baker made a batch
of delicious, golden brown biscuits. These were meant for officers of the British Raj and their
families, people used to the exacting standards of English tea-time snacking. From the paeans of
ecstasy for that first batch of aromatic, flavour-some biscuits was born a long tradition of
delectable baking - and its Indian custodian, Britannia.

Over the last century and a quarter, Britannia has been serving the Indian consumer with a range
of fresh, nutritious and flavour-rich products. We take pride in our food making traditions and in
our innovations, in equal measure. We demand the best of ingredients and package their natural
goodness in our products, without compromise. We deliver a complete sensory experience, in
every product, every time.

Today, Britannia is a leading food company in India with over Rs. 8500 crores in revenue,
delivering products in over 5 categories through 4.2 million retail outlets to more than half the
Indian population. Our core emphasis across portfolios is on healthy, fresh and delicious food
and we are the First Zero Trans-fat Company in India. 50% of our product portfolio is enriched
with micro-nutrients. Our products are also delivered through the Britannia Nutrition Foundation
to combat malnutrition among underprivileged children.

Britannia Dairy had its beginnings in 1997. Britannia was one of the first companies in India to
pioneer category defining innovations like Cream Cheese and introducing a host of international
flavors for its cubes & spreads in India. Today Britannia Dairy products contribute close to 10%
of the company’s revenue. Britannia markets its dairy portfolio on the back of a well integrated
cold chain logistics network and reaches 3 million outlets across the length & breadth of this
country.

Our relentless focus on quality and freshness has won us prestigious accolades including the
Golden Peacock National Quality Award and the Ramakrishna Bajaj National Quality Award.

18
However, the award that we cherish the most is the one given by our consumers.

Britannia India Ltd was incorporated in 1918 as Britannia Biscuit Co Ltd and currently the
Groupe Danone (GD) of France (a global major in the food processing business) and the Nusli
Wadia Group hold a 45.3 per cent equity stake in BIL through AIBH Ltd (a 50:50 joint venture).

BIL is a dominant player in the Indian biscuit industry, with major brands such as Tiger glucose,
Mariegold, Fifty-Fifty, Good Day, Pure Magic, Bourbon etc. The company holds a 40 per cent
market share in the overall organised biscuit market and has a capacity of 300,000 tonne per
annum. Currently, the bakery product business accounts for 99.1 per cent of BIL&turnover. The
company reported net sales of US$ 280 million in 2002-03. Britannia Industries Ltd (BIL) plans
to increase its manufacturing capacity through outsourced contract manufacturing and a
greenfield plant in Uttaranchal to expand its share in the domestic biscuit and confectionery
market.
Between 1998 and 2001, the company& sales grew at a compound annual rate of 16% against the
market, and operating profits reached 18%.More recently, the company has been growing at 27%
a year, compared to the industry& growth rate of 20%. At present, 90% of Britannia’s annual
revenue of RS 22 billion comes from biscuits. Bhavya chough became a millionaire at that time.
And the changes were worth waiting. Britannia is one of India100 Most Trusted brands listed
in The Brand Trust Report. Joint venture with New Zealand Dairy.
On 27 October 2001, Britannia announced a joint venture with Fonterra Co-operative Group of
New Zealand, an integrated dairy company from procurement of milk to making value-added
products such as cheese and buttermilk. Britannia planned to source most of the products from
New Zealand, which they would market in India. The joint venture will allow technology
transfer to Britannia. Britannia and New Zealand Dairy each hold 49% of the JV, and the
remaining 2 per cent will be held by a strategic investor. Britannia has also tentatively announced
that its dairy business would be transferred and run by the joint venture.
Britannia Biscuits is famous world-wide for its taste which is sold at a reasonable and affordable price. Many
millions of people enjoy eating biscuits which is a healthy snack and which is available in all over the stores at
anytime, anywhere and every day.

19
Britannia Biscuits are further classified under below sectors:

Kids Nutrition

Treat or Luxury

Snacking

Adult Health

Kids Nutrition

Biscuits are fond of everyone, kids, adult, old or new generation. Britannia brings wide variety of Biscuits which
gives consumers to choose wide range of these products and enjoy the benefits.

Types of Biscuits under Kids Nutrition Sectors: Britannia Tiger Biscuits, Milk Bikis,

The snap shot of each of these biscuits are attached for easy reference. Each of these biscuits is briefly
discussed:

Britannia Tiger Biscuits

Britannia Tiger Biscuits is one of the biggest brands in the kids sector. Tiger Biscuits was launched in 1997. The
biscuits are full of nutrients like iron, calcium, folic acid and vitamin A, vitamin D and are very essential for
growing kids. Britannia Tiger Biscuits is one of the healthy snacks for kids. Tiger Biscuits are consumed at any
time due to its good taste and healthier product. Britannia Tiger offers fun and energy to kids and also brings good

20
health and nutrition while consuming each bite of the biscuits.

Britannia New Tiger Biscuits consists of Tiger Glucose, Tiger Krunch Chocó-chips Cookies, Tiger Krunch Fruit
& Nut, and Tiger Orange.

The price varies from Rs 5 to Rs 15.

Britannia Milk Bikis Biscuits

Britannia Milk Bikis Biscuits is also one of the biggest brands in the kids sector. Milk Bikis Biscuits was launched
in 1996. The biscuits are full of smart nutrients with four vital vitamins, iron and iodine and are very essential for
growing kids for their mental and physical development. Britannia Milk Bikis Biscuits is one of the healthy snacks
for kids as many kids dislike milk but they love to eat Britannia Milk Bikis.

Britannia Milk Bikis comes with smiley faces and are full enriched with Milk Cream. Milk Bikis Biscuits are
consumed at any time due to its good taste and healthier product. Britannia Bikisoffers fun and energy to kids and
also brings good health and nutrition while consuming each bite of the biscuits.

Britannia Milk Bikis Biscuits consists of Milk Bikis Almond Cookies, Milk Bikis, and Milk Bikis with Milk
Cream.

The price varies from Rs 5 to Rs 25.

Treat or Luxury

Biscuits which consist of cookies with Almond, Butter, Fruit, Wheat, and Milk are fond of everyone, kids, adult,
old or new generation. Britannia brings wide variety of such Biscuits which gives consumers to choose wide range
of these products and enjoy the benefits under Treat and Luxury Sectors.

Types of Biscuits under Treat and Luxury Sectors: Britannia Cookies, Britannia Good Day Biscuits, Britannia
Nice Time Biscuits, Britannia Treat Biscuits and Britannia Pure Magic.

Britannia Cookies Biscuits

Britannia is the Top Leader in the Cookies Sectors.

Britannia's latest brand which is referred as Britannia Cookies is packed and enriched with the wholesome
nutrition of wheat, butter and milk. Britannia Cookies are available in two delicious kinds, one with Butter
Elaichiz and other with Fruit Dhamaka.

Butter Elaichiz is filled with Butter and Elaichi, and Fruit Dhamaka is filled with fruit bits.

The Britannia Cookie is available to consumer at a reasonable and affordable price with better taste experience.

The price varies from Rs 5 to Rs 10.

21
Britannia Good Day Biscuits

Britannia is the Top Leader in the Cookies Sectors and God Day Biscuits is the Top Most.

Britannia Good Day was launched in 1986 which were available in two delicious kind one with Cashew and other
with Butter. In year 1989, Good Day PistaBadam was launched. In year 2000 Good Day Chocochips was launched
and in year 2004 Good Day Choconut was launched.

This brand of cookies has grown tremendously which is stepping at a higher margin and satisfying consumer
needs by giving superior quality of biscuits. Cookies are fond of everyone, kids, adult, old or new generation.
Britannia brings wide variety of these cookies which gives consumers to choose wide range of these products and
enjoy the benefits as this brand promise all the consumers with their good taste and ingredients.

Britannia Good Day Biscuits consists of Good Day Butter, Cashew, Rich Butter Cookies (Butter and Cashew),
Choconut Cookies, Butter Scotch cookies, Honey & Raisin Cookies, Chocolate Chip, Rich Cashew Cookies ATC,
and Rich PistaBadam ATC.

The price varies from Rs 5 to Rs 50.

Britannia Nice Time Biscuits

Britannia Nice Time Biscuits were fully enriched with sugar which was sprinkled over the biscuits which was so
tasty for everyone, kids, adult, old or new generation to consume it and enjoy every bite of it. There was a huge
market for this sector of Biscuits as this was preferred by all and kids as this was so sweet to consume. It was
rightly said that no one could stop eating the whole packet.

The price varies from Rs 5 to Rs 10.

Britannia

Britannia Treat Biscuits

Britannia Treat Biscuits were especially launched for kids of all ages in the year 2002. These biscuits are round in
shapes, sizes and good exciting flavours and are sweet, yummy in taste. Every kid in the morning prefers this as
well as afternoon snack.

Britannia Treat Biscuits consists of Treat Jim Jim, Treat-O Vanilla, Treat Fruit Creams, Treat Mango, Treat
Orange, Treat Pineapple, and Treat Strawberry

Treat Jim Jam

This is the Top biscuit which is called as the classic Jim Jam. This biscuit is very crispy with vanilla cream and
topped with jam and added with sugar. This biscuit is available at a price range of Rs 5 to Rs 25. This biscuit is
termed as all-timefavorite in kids snack box.

Treat-O Vanilla

22
This is kid's favorite cookie biscuits. This biscuits is enriched with yummy milky cream. This biscuit is available
at a price range of Rs 5 to Rs 20 which is packed in Vanilla and Chocolate flavors.

Treat Fruit Creams

Treat now launches softy cream in four ice-creamy fruity flavors which is perfect throughout the day especially for
kids. Flavours consist of Strawberry, Mango, Pineapple, and Orange. This biscuit is available at a price range of
Rs 5 to Rs 25 which is shared with everyone in the family and all generation of people.
Britannia

Britannia Pure Magic Biscuits

Britannia Pure Magic Biscuits is a Luxury kind of Biscuits. This is preferred by all the generation of people, as this
is enriched with full chocolate flavours.

Britannia Pure Magic Biscuits consists of Chocolate Crème Biscuits, Vanilla Crème Biscuits, and Praline Crème
Biscuit.

Chocolate Crème Biscuits

This biscuit is enriched with crisp chocolate biscuits, which are knotted with thick, cocoa crème and which are
called as crisp chocolaty biscuits.

Vanilla Crème
This biscuit is enriched with Vanilla Crème which is set in bittersweet chocolate.

Praline Chocolate
This biscuit is chocolate flavour with hazelnuts and almonds. This is the newest and most exclusive product of
Britannia.

Snacking
Biscuits which are consumed as snacks are of the best products of Britannia Company. These snacks are fond of
everyone, kids, adult, old or new generation. Britannia brings wide variety of such Snacks which gives consumers
to choose wide range of these products and enjoy the benefits under snacking sectors.

Types of Biscuits under snacking sectors:

Britannia 50-50
Time Pass
Little Hearts
Bourbon

23
Britannia 50-50

In the year 1993, Britannia's 50-50 was launched and it was the best snack product which was preferred by all
generation of people. In 2001, the delicious Maska Chaska was launched and became the success. In 2008 50-50
sharpened its focus on housewives and positioned as a snack.

Britannia's 50-50 Snackuits was the latest product under snacking sector with three unique international flavors-
SnackuitsItaliano Pizza, Snackuits Swiss cheese & Chilly and Snackuits Chinese Hot & Sweet.
BritanniaBritannia

Time Pass

Britannia introduced a new product mainly for youth and is referred as the best snack which is termed as "Fried is
gone, baked is on". The price is very reasonable which Rs 5 – Rs 10. It launches three exciting flavours which is
Mindless Masala, Loafer Lemon and Tapori Tomato. Further, it has more excitement by launching new product
under the same name which is Time Pass Classic Salted and Time Pass Nimkee.
Britannia

Little Hearts

Little Hearts was launched in 1993 mainly for growing youth segment. This was Britannia's first product which
was sold in pouch packs. This product was in great demand with special taste experience that the youth segment
were impressed about this product. It is rightly said that each bite of Little Hearts melts in the mouth within a
second time.

In Year 2003, two flavours called Little Hearts Chocolate and Little Hearts Sesame were introduced.
Britannia

Bourbon

Britannia presents yet another brand of Chocolate Biscuits which is thick, rich and delicious which are packed
with crunchy chocolate with sugar and is called as "Bourbon Biscuits". The search of this biscuit began in the year
1955.

This biscuits are consumed by every generation of people. This biscuit is termed as all timefavourite in kids snack
box. Variety of this Biscuits consists of Bourbon Cappuccino, Chocolate Biscuits in Nano Pack, Pocket Pack,
Hangout Pack, Party Pack or Gift Pack.

Adult Health

Biscuits which are consumed by adult which are good for health as it consists of vital nutrients and vitamins, oats,
Honey, Fibre, Ragi, 5 Grain, and Multigrain and are referred as the best products of Britannia Company. Britannia
brings wide variety of such biscuits which gives consumers to choose wide range of these products and enjoy the
benefits under adult health sectors.

24
Types of Biscuits under Adult Health sectors:

Britannia Marie Biscuits

Britannia Nutri Choice Biscuits
Britannia Marie Biscuits

Britannia Marie Biscuits is successful with its balanced taste, crispy and lightness along with added vitamins and
minerals and is rightly called as "healthy tea time biscuit". This Biscuit is top amongst the Britannia Biscuits of
brand.

This biscuit is further classified into brand called Vita Marie Gold and Vita Marie Honey Oats Biscuits.

Vita Marie Gold Biscuits are loaded with active nutrients and keeps all generation of people active throughout the
day. This biscuit is perfect for tea time. Vita Marie Gold Biscuits are with low fat category, cholesterol free and
are made up of cereal, milk protein, and ten essential vitamins.

Vita Marie Honey Oats Biscuits is made up of wheat fiber and oat fiber which is good for a person who has heart
problem. Vita Marie Honey Oats Biscuits are with low fat category, cholesterol free and fiber and are flavored
with honey.

Britannia Nutri Choice Biscuits

Britannia NutriChoice provides you with a range of healthy snack and good in taste which is rich in fiber, oats,
Ragi and Multi Grain and 5 Grain consisting of Oats, Ragi, Wheat, Rice and Corn. This product is one of the best
and good for those people who have high cholesterol and heart problems.

Britannia's NutriChoice consist of biscuits such as Hi-Fibre Digestive NutriBix Biscuits, 5 Grain NutriBix,
NutriChoice Crackers, Nutri Choice Arrowroot, Multigrain Thins, Multigrain Roasty, NutriChoice Ragi and Oats
Biscuits.

Hi-Fibre DigestiveNutriBix

This Biscuits is packed with Hi-Fiber and this Fiber helps smoothen the functioning of stomach and also digestion
system.

5 Grain NutriBix

This Biscuits is the best to stay active throughout the day. The 5 Grain Consisting of Oats which minimizes the
bad cholesterol, Corn which helps the heart, Ragi filled with calcium and fibre, Wheat gives energy and Rice gives
energy and lower fat level.

NutriChoice Crackers

25
This Biscuit is crunchy, light and good to taste. This biscuit is filled with whole wheat, no fat or preservatives and
contains Ajwain and Jeera and good to eat with tea.

Nutri Choice Arrowroot

This Biscuit keeps stomach stronger and fights the harmful toxin out from the body.

Multigrain Thins

These are a mix of 5 grains – i.e Rice, Wheat, Corn, Ragi and Oats, which are topped with crunchy flaxseeds.

Multigrain Roasty

It is one of the crunchy snacks which are generally consumed at the end of each meal or mid-meal.

NutriChoice Ragi and Oats Biscuits

This Biscuits was introduced for those who are suffering with Diabetic.

PARLE

Parle Products is an Indian private limited company. It owns the famous biscuit brand Parle-G.

26
As of 2012, it had a 35% dominant share of the Indian biscuit market.
Parle Products company was founded in 1929 in British India. It was owned by the Chauhan
family of Vile Parle, Mumbai. Parle began manufacturing biscuits in 1939. In 1947, when India
became independent, the company launched an ad campaign, showcasing its Gluco biscuits as an
Indian alternative to the British biscuits. The Parle brand became well known in India following
the success of products such as the Parle-G biscuits and the Frooti soft drink.

The original Parle company was split into three separate companies, owned by the different
factions of the original Chauhan family: parle Products(1950s), led by Vijay, Sharad and Raj Chauhan (owner of
the brands Parle-
G, Melody, Mango Bite, Poppins, Kismi toffee bar, Monaco and KrackJack)
Parle Agro (1960s), led by Prakash Chauhan and his daughters Schauna, Alisha and
Nadia (owner of the brands such as Frooti and Appy)
Parle Bisleri(1970s), led by Ramesh Chauhan

All three companies continue to use the family trademark name ParleThe original Parle group
was amicably segregated into three non-competing businesses. But a dispute over the use of
Parle" brand arose, when Parle Agro diversified into the confectionery business, thus becoming
a competitor to Parle Products. In February 2008, Parle Products sued Parle Agro for using the
brand Parle for competing confectionery products. Later, Parle Agro launched its confectionery
products under a new design which did not include the Parle brand name. In 2009, the Bombay
High Court ruled that Parle Agro can sell its confectionery brands under the brand name &Parle
or "ParleConfi" on condition that it clearly specifies that its products belong to a separatecompany,
which has no relationship with Parle Products.
Since 1929, Parle have grown to become India's leading manufacturer of biscuits and confectionery. As the makers
of the world's largest selling biscuit, Parle-G, and a host of other very popular brands, the Parle name symbolizes
quality, nutrition and superior taste.

An in-depth understanding of the Indian consumer psyche has helped us develop a marketing philosophy that
reflects the needs of the Indian masses. Parle have made it a tradition to deliver both health and taste, with a value-
for-money positioning that allows people from all classes and age groups to enjoy Parle products to the fullest.
With a reach spanning the remotest villages of India and major cities across the world, the House of Parle has
become synonymous with trust, globally.

27
Parle Products Pvt. Ltd. Is a FMCG (Fast moving Consumer Goods) Industry. The fast moving consumer goods
are those consumables which are normally consumed by consumer at a regular interval. Parle Products Pvt. Ltd.
Was established in 1929.During British rule in India. A small factory was set up in the suburbs named “Vile Parle”
of Mumbai, to manufacture sweets and toffees. A decade later in 1939 it was upgraded to manufacture biscuits as
well. Parle Glucose (Parle-G) and Parle Monaco were the first brand introduced as a biscuit products. Since then,
the Parle name has grown in all directions, won international fame and has been sweetening people's lives all over
India and abroad. Its Head office is based in Mumbai, it been India's largest manufacturer of biscuits and
confectionery, for almost 80 years. Parle – G is the world’s largest selling biscuit. Its reach spans even to the
remotest villages of India.

It has been a strong household name across India. The great taste, high nutrition, and the international quality,
makes Parle-g a winner. No wonder, it’s the undisputed leader in the biscuit category for decades. It is consumed
by people of all ages, from the rich to the poor, living in cities & in villages. While some have it for breakfast, for
others it is a complete whole some meal. For some it’s the best accompaniment for chai, while for some it’s a way
of getting charged whenever they are low on energy. Because of this, Parle-G is the world’s largest selling brand
of biscuits. Launched in the year 1939, it was one of the first brands of Parle products. It was called Parle Glucose
Biscuits mainly to cute that it was a glucose biscuit. It was manufactured at the Mumbai factory, Vile Parle and
sold in units of half and quarter pound packs.

The incredible demand led Parle to introduce the brand in special branded packs and in larger festive tin packs. By
the year 1949, Parle Glucose biscuits were available not just in Mumbai but also across the state. It was also sold
in parts of North India. The early 50s produced over 150 tons of biscuits produced in the Mumbai factory. Looking
at the success of Parle-G, a lot of other me-too brands Mumbai factory. Looking at the success of Parle-G, a lot of
other me-too brands were introduced in the market and these brands had names that were similar to Parle Glucose
Biscuits so that if not by anything else, the consumer would err in picking the brand. This forced Parle to change
the name from Parle Glucose Biscuits to Parle-G.

Originally packed in the wax paper pack, today it is available in a contemporary, premium BOPP pack with
attractive side fins. The new airtight pack helps to keep the biscuits fresh and tastier for a longer period. Parle-G
was the only biscuit brand that was always in short supply. It was heading towards becoming an all-time great
brand of biscuit. Parle-G being started advertised in the 80’s. It was advertised mainly through press ads. The
communication spoke about the basic benefits of energy and nutrition. In 1989, Parle-G it’s released its Dadaji
commercial, which went on to become one of the most popular commercial for Parle-G.

The commercial was run for a period of 6years. Parle-G grew bigger by the minute. In the year 1997, Parle-G
sponsored the tale-serial of the Indian superhero, Shaktimaan that went on to become a huge success. The
personality of the superhero matched the overall superb benefits of the brand. Parle extended this association with
Shaktimaan and gave away a lot of merchandise of Shaktimaan, which was supported

28
Parle G

Parle G is one of the world's largest selling Biscuits. It is fully filled with loads of milk and wheat. The Parle products mainly
the Parle G has more nutrients and strengthens millions of people serving them nearly 80 years. Parle G is one of the
healthy snacks for vast number of people in the world. People consume them for the value it offers and also due to good
taste. The price varies from Rs 2, Rs 5 to Rs 50

KrackJack

Parle introduced sweet and salty biscuit which is named as KrackJack. This is preferred by many kids, adults for its great
taste of this product. This biscuit is crispy and delicious with equal amount of sweet and salt in it. Once you start eating
KrackJack, you will surely end up eating the whole packet within no time. This product is consumed generally during
evening tea or snack in the morning. This is mainly preferred by kids who have no time to have breakfast in the morning,
instead carry two packets of this product to school. The price varies from Rs 5 to Rs 2

Monaco

Parle introduced yet another brand which is referred as a salty biscuit which is named as Monaco. This is preferred by many
kids, adults for its great taste of this product. This biscuit is light, crispy and delicious with equal amount salt in it. This
Biscuit is referred as "Namkeen Biscuits", Namkeen in Hindi referred as salt in English. Some of the Monaco Biscuits are
Monaco Regular, Monaco 4 in 1, Monaco Jeera, Monaco Methi and Onion. The price varies from Rs 5 to Rs 20.

Kreams

Parle introduced biscuit's that fulfill every occasions and everybody's choice. This is named as Kreams. This is preferred by
many kids, adults for its great taste of this product. This biscuits comes in different shapes, sizes and flavours. The flavours
and price of Kream Biscuits are as follows: Kreams Chocolate – Rs 2, Rs 5 and Rs 10. Kreams Orange, Pineapple, Elaichi and
Mango costs Rs 5 to Rs 10. Kreams Bourbon costs Rs 10 to Rs 18
kreams bourbon

29
Hide & Seek

Parle introduced biscuit's that fulfills kid's happiness and mouth-watering delight having the quality and taste which is
termed as chocolate chip biscuits which is called as Hide & Seek. Packed with a plenty of chocolate chips, once you start
eating Hide & Seek you will end up eating the whole packet within no time. The price varies from Rs 5 to Rs 20, and upto Rs
50.
hide and seek

Hide & Seek Milano

Parle introduced biscuit's that fulfills everybody's happiness and mouth-watering delight having the quality and taste which
is termed as "cookies" which is called as Hide & Seek Milano. These cookies are available in Chocolate Chip, Butterscotch,
Butter Nut and Choconut. These cookies are very colourful, and delicious to eat. The price varies from Rs 15 to Rs 30.
hide & seek Milano

Hide & Seek Bourbon

This is chocolate cream biscuit which is rich and delicious. Such kind of biscuits is sugar coated ones and everyone fall in
love at the first bite. The price varies from Rs 5, Rs 12 and Rs 25.
hide and seek bourbon

Parle Actifit Digestive Marie

These biscuits are more with fibre in it and are very healthy for consumption and it has less fat contained. The price varies
from Rs 5 to Rs 15.
Parle Actifit Digestive Marie

Parle Marie

These biscuits are more crispy and lighter to eat. Once you start eating Marie Biscuit, you will surely end up eating the
whole packet within no time. This product is consumed generally during evening tea or snack in the morning. The price
varies from Rs 5 to Rs 22.
parlemarie

Milk Shakti

This is the India's first milk biscuit with honey in it. This biscuit contains more milk and honey. Many kids love to consume
them as this gives more energy and strength. These biscuits can be part of any body's breakfast, an evening snack. The
price varies from Rs 5 to Rs 10.

20-20 Cookies

These are kinds of cookies which are introduced by Parle, which brings mouthwatering taste of fresh butter and cashew on
each of the cookies. These biscuits are baked to a golden brown in colour and end of a great taste to consume. This is
consumed during tea evening snack or during any time of the day. The price varies from Rs 5 to Rs 10 and Rs 18 for Butter
Cookies and Rs 5, Rs 10 and Rs 20 to Cashew Cookies.
20-20cookies

30
Golden Arcs

These are filled with real fruit. Each roll is filled with jelly which is in orange and pineapple flovour. These are chewable cake
rolls and often taken by kids at student to eat them during the break time and indulge in something sweet to eat. The price
varies from Rs 10 to Rs 20.
golden arcs

Festo

This is a cream biscuit which is delicious to eat. Everyone feels the cream within the biscuits. Many flavour such as Orange,
creamy choco, elaichi, pineapple, and mango is sold in huge quantity and cheaper price. Such kind of biscuits is so sweet
and everyone fall in love at the first bite. The price varies from Rs 5, to Rs 10.
festo

Top

These are crackers filled with finest taste of butter in it. One who consume this will find himself with Buttery Taste and
Dreams. The price varies from Rs 5, to Rs 20.

Happy Happy

This is yet another type of Parle Happy Happy Cookies. These cookies are baked with delicious choco-chips to give everyone
the taste of choco and gives joy while eating them. The price varies from Rs 5, to Rs 10.

Magix

This biscuit consists of rich cocoa and crunchy cashews. This is one of the good health biscuit. This kind of biscuits is a
mixture of taste and health. This is field with 7 vital vitamins and 2 minerals. Every kid needs to have this as to gain more
energy and strength. The price varies from Rs 6, to Rs 10.

Coconut Cookies

This kind of cookies is filled with coconut. With each bite the rich taste of coconut will delight you more. Once you start
eating Coconut Cookies, you will surely end up eating the whole packet within no time. The price varies from Rs 8, to Rs 10.

Hide & Seek Fab

Parle introduced biscuit's that fulfills everybody's happiness and mouth-watering delight having the quality and taste which
is termed as "Choco filled cookies" which is called as Hide & Seek Fab. These cookies are available in Chocolate, Strawberry,
Vanila and Orange. These cookies are very colourful, and delicious to eat. The price varies from Rs 20 to Rs 22..

31
 PRIYAGOLD

Millions of Indians have grown up eating Priyagold Biscuits over the past years. Priyagold has now become
synonymous with India’s favorite biscuits. With the love from our customers, we have experienced a meteoric rise
to the top of the food sector globally by expanding to cookies, cakes, confectionaries and juices/beverages. Our
products are now available in more than 20 countries and have firmly established us as one of the industry’s top
players. We built a huge team of professionals on whom the company has got enormous trust and faith.

Priyagold produces scrumptious premium biscuits and has done so for the past 23 years. The popularity of brands
like Butter Bite, CNC, Snacks Zig Zag & Marie Lite have enabled us to command a sizeable market share in the
biscuit industry, despite the fierce competition from the established players in the industry. The company’s world-
class factories boast of high safety standards and are based in Greater Noida & many other locations in India.
Since the establishment, we have been able to grow its range of biscuits and expand our facilities, owing to strong
brand building and distribution capabilities.

The company bakes daily with enthusiasm ensuring only the highest quality products are churned, day in and day
out. The company’s passion lies in tradition, using only the best ingredients to make the tastiest products we can.
Moreover, we source the flour for our products from one of the best mills in the business ensuring that we have a
consistent and guaranteed supply of superior flour all year around. Furthermore, with the latest baking technology
at our disposal the quality and safety is ensured. Such mix of tradition and technology leads to production of
Priyagold’s quality products. Simply put, our goal is to be the top food major in India, making everyday moments
a little more savoury.

As an umbrella brand Priyagold has resulted in creating brand equity for all our products globally. Owing to all
these efforts today the name Priyagold is recognized as a true classic.

32
 Priya Gold – Products

Butter Bite Premium - The combination of fresh flour and pure butter gives a crispy experience of fresh taste.

Butter Bite BadamPista - The great buttery taste combined with the goodness of Badam and Pista, provides a fantastic
experience.

Butter Bite Cashew - The mouth-watering recipe of cashew and butter gives an awesome crispy experience.

Butter Bite Kesar - The aroma of the Kesar (saffron) along with the whiff of fresh butter makes it a tasty delight.

Butter Bite Nice - The combination of fresh flour with desiccated coconut gives it the perfect taste and the sprinkled sugar
is just the icing on the cake.

Butter Lite - It is packed with the fresh taste of pure and smooth butter.

Classic Cream Orange - Gives the experience of tangy taste of orange cream between crispy biscuits.

Classic Cream Elaichi - Gives the experience of aromatic Elaichi cream between crispy biscuits.

Classic Cream Chocolate - Gives the experience of the rich chocolate cream between crispy biscuits.

Classic Cream Milk - Gives the experience of tasty milk cream between crispy biscuits.

Big Boss - This biscuit is enriched with the goodness of milk, vitamins, calcium, and iron and gives a unique crispy
experience.

Marie Lite - Made from the natural fibers, the biscuit is nearly 90 % fat free and has a low calorie value.

33
Magic Gold - The biscuit is made of butter and milk and is packed with calcium and minerals.

Don - Packed with the power of milk and glucose, the biscuit has a superb taste

Coconut Crunch - It is made from fresh flour, real butter, and aromatic desiccated coconut, to give the biscuit a crunchy,
crispy taste.

Cheese Cracker - It give the taste of mouth-watering cheese in the crispy flour biscuits.

Snacks Zig Zag - This provides the experience of a lifetime, as it can be made into a burger, or a pizza, or just a snack.

CHAPTER 2
RESEARCH METHODOLOGY
2.1INTRODUCTION

34
Methodology is the systematic, theoretical analysis of the methods applied to a field of study. It comprises the
theoretical analysis of the body of methods and principles associated with a branch of knowledge. Typically, it
encompasses concepts such as paradigm, theoretical model, phases and quantitative or qualitative techniques.
A methodology does not set out to provide solutions it is therefore, not the same as a method. Instead, a
methodology offers the theoretical underpinning for understanding which method, set of methods, or best
practices can be applied to a specific case, for example, to calculate a specific result.
The methodology is the general research strategy that outlines the way in which research is to be undertaken and,
among other things, identifies the methods to be used in it. These methods, described in the methodology, define
the means or modes of data collection or, sometimes, how a specific result is to be calculated. Methodology does
not define specific methods, even though much attention is given to the nature and kinds of processes to be
followed in a particular procedure or to attain an objective.
When proper to a study of methodology, such processes constitute a constructive generic framework, and may
therefore be broken down into sub-processes, combined, or their sequence changed.

2.2 OBJECTIVES OF THE STUDY

 TO UNDERSTAND FMCG SECTOR AND GET A BRIEF ABOUT THE BISCUIT INDUSTRY.

 TO DRAW A COMPETITIVE ANALYSIS BETWEEN THE INDUSTRIES.

 TO STUDY ABOUT VARIOUS TYPES OF CUSTOMERS AND THEIR BRAND PREFERENCES.

 TO UNDERSTAND THE CONCEPT OF BRAND LOYALTY.

2.3 SCOPE OF THE PROJECT;

The scope of my project is restricted just to the Indian FMCG sector and comparative study of biscuit producing
companies in the food segment. My analysis takes into consideration the consumers perception towards their preferred
brand and it has covered only the consumers from Mumbai. as the fmcg sector is very large I have only given a brief
about the biscuit industry.

35
2.4 LIMITATIONS OF THE STUDY:

• The study is focused on a very general level rather than a full-scale detailed report.

• The study does not get information from an in depth prospective.

• There were a lot of breaks and hindrances while the study took place.

• The feedback given by recipients is not necessarily right.

• The study also had a restriction of time constraint.

2.5DATA COLLECTION

The collection of information has been done through two major sources:

1. Primary Data.

2. Secondary Data.

Primary Data:

It is the information collected directly without any reference. In this study, it is gathered through the survey
conducted online through google docs and which was circulated to my friends and family.

36
Secondary Data:

The Secondary data was collected from already published sources such as pamphlets,various journals and internal
records and also through the websites of particular companies included.

2.6RESEARCH DESIGN:

A research design is the set of methods and procedures used in collecting and analyzing measures of the variables
specified in the problem research. The design of a study defines the study type , research
problem, hypotheses, independent and dependent variables, experimental design, and, if applicable, data collection
methods and a statistical analysis plan. A research design is a framework that has been created to find answers to
research questions.

2.7SAMPLING-

Sampling is a process used in statistical analysis in which a predetermined number of observations are taken from
a larger population. The methodology used to sample from a larger population depends on the type of analysis
being performed but may include simple random sampling or systematic sampling.

2.8SAMPLE UNIVERSE-

The universe consists of all survey elements that qualify for inclusion in the research study. The precise definition
of the universe for a particular study is set by the research question, which specifies who or what is of interest. The
universe may be individuals, groups of people, organizations, or even objects.

2.9SAMPLE UNIT-
A sampling unit can refer to any single person, animal, plant, product or ‘thing’ being researched.
In the context of market research, a sampling unit is an individual person.
The term sampling unit refers to a singular value within a sample database.

2.10SAMPLE SIZE-

37
The sample size for my survey are respondents to whom the survey was circulated and responses were recorded.

2.11CONVIENIENCE SAMPLING-
A convenience sample is a type of non-probability sampling method where the sample is taken from a group of
people easy to contact or to reach. For example, standing at a mall or a grocery store and asking people to answer
questions would be an example of a convenience sample. This type of sampling is also known as grab sampling or
availability sampling. There are no other criteria to the sampling method except that people be available and
willing to participate. In addition, this type of sampling method does not require that a simple Random sample is
generated, since the only criteria is whether the participants agree to participate.

CHAPTER 3
LITERATURE REVIEW
The FMCG sector in India has played a vital role in the growth and development of the country, from making
efforts to reach out to the poorer section of consumers through distribution of smaller pack sizes, innovations like
single use sachets, to developing innovative products to cater to regional or local taste and the needs of niche
consumers. There are many significant contributions – both direct and indirect that the industry has on the Indian
economy The Indian FMCG industry, with an estimated market size of ~`2 trillion, accounts for the fourth largest
sector in India.
This study presents a review of the literature, in the field of consumer behaviour towards FMCG products. There
is marvellous complication in consumer behaviour. There may be several aspects both rational and emotional that
may act mutually in influencing the purchase decision.
Deva prasana (2013 showed) importance of packaging design as a vehicle for communication and branding is
growing in competitive markets for packaged FMCG products. This research utilized afocus group methodology
to understand consumer behaviour towards such products.
C. Muthuvelayutham (2012) in his study showed that among the variables age, education level and gender have
the most significant impact on consumer‟s brand loyalty.
SURESH BHAGWAT (2011) in their “focuses on empowering the rural consumer with the latest trends and
technology and teaches them ways to improve their standard of living.

38
NUNTASAREE SUKAT (2009) in this article “A model of male consumer behaviour in buying skin care products
in Thai- land” showed male consumer behaviour”. Advertising is more than a tool for selling foods and services. .
More over depending on a person‟s age consumers view brands differently and thus have an effect on
International brand alone, but also in combination with International Advertising and International sponsorship
together these factors influence the way in which a brand is perceived and consequently influence consumers
preferences.
David H. Silvera, Austad B (2008) in their research topic have examined whether consumers infer that celebrity
endorsers products and presents a model using these inferences and other characteristics of the endorser to predict
attitudes toward the endorsed product. The resulting model indicated that product attitudes were predicted by
inferences about the endorser's liking for the product and by attitudes toward the endorser.

Myers ( 2003 )Compared to the financial approach of brand equity, customerbased brand equity has dominated the
literature on branding. However, customer-based brand equity has received considerable attention in the individual
consumer context, but relatively little in a businessto-business context. In short, the development of branding
theory from service rendering brands will make a significant contribution to both brand managers and marketing
researchers.

J. Douglas McConnell (1968)1 , has conducted a research study titled, “The Development of Brand Loyalty: An
Experimental Study”, A field experiment with a factorial design showed that consumers developed preferences for
three brands of a physically homogeneous product (beer), identical except for brand name and price. The
significance of the experiment for marketing researchers lies mainly in the relative importance of perceived quality
as a determinant of brand loyalty. Obviously, price is only one cue to quality in the real world, and this makes
perceived quality more difficult to measure than purchases over time. Nevertheless, it is considered that more
complex models having such variables will provide considerably greater predictive power than the stochastic
models being suggested.

Jagdish N. Sheth (1968)2 , in the paper, “A Factor Analytical Model of Brand Loyalty”, With factor analysis as a
method of estimating parameters, an empirical model of measuring brand loyalty for individual consumers based
on frequency and pattern of purchases is presented. Since we are more accustomed to probability notions, an
interesting extension of this research would be to establish isomorphic transformation of brand loyalty scores into
probability measures. The resulting probabilities would then be functions of both frequency and pattern (history)
of purchases because brand loyalty scores are themselves based on both frequency and pattern of purchases.
Despite some limitations, the method seems superior to stochastic models for generating robust measures at the
individual level. Reviews in brand loyalty are restricted though it is an exhaustive area to explore complete
reviews and it may deviate from the title

Kevin Lane Keller (1993), has contributed a paper in the topic, “Conceptualizing, Measuring, and Managing
Customer-Based Brand Equity”. The author presents a conceptual model of brand equity from the perspective of
the individual consumer. Customer-based brand equity occurs when the consumer is familiar with the brand and
holds some favorable, strong, and unique brand associations in memory. The article also explores some specific
aspects of this conceptualization by considering how customerbased brand equity is built, measured, and managed.

39
Building brand equity requires creating a familiar brand name and a positive brand image-that is, favorable, strong,
and unique brand associations. Strategies to build customer-based brand equity are discussed in terms of both the
initial choice of the brand identities (brand name, logo, and symbol) and how the brand identities are supported by
and integrated into the marketing program. Two basic approaches to measuring customer-based brand equity are
outlined. The indirect approach measures brand knowledge (brand awareness and image) to assess the potential
sources of brand equity. The direct approach measures the effects of the brand knowledge on consumer response
to elements of the marketing mix. This article provides the base for this research study.

Chan Su Park and V. Srinivasan (1994)4 , their study on “A Survey-Based Method for Measuring and
Understanding Brand Equity and Its Extendibility” the authors develop a new survey-based method for measuring
and understanding a brand's equity in a product category and evaluating the equity of the brand's extension into a
different but related product category. It uses a customer-based definition of brand equity as the added value
endowed by the brand to the product as perceived by a consumer. It measures brand equity as the difference
between an individual consumer's overall brand preference and his or her brand preference on the basis of
objectively measured product attribute levels. To understand the sources of brand equity, the approach divides
brand equity into attribute-based and non attribute-based components.

Cathy J. Cobb-Walgren, Cynthia A. Ruble and Naveen Donthu(1995)5 in their paper titled Brand Equity, Brand
Preference, and Purchase Intent, explores some of the consequences of brand equity. In particular, the authors
examine the effect of brand equity on consumer preferences and purchase intentions. As a result of the study,
across the two categories hotels and household cleansers, the brand with the higher advertising budget yielded
substantially higher levels of brand equity. In turn, the brand with the higher equity in each category generated
significantly greater preferences and purchase intentions.

Deepak and Agarwal (1996)6 , in their research study, “Effect of Brand Loyalty on Advertising and Trade
Promotions: A Game Theoretic Analysis with Empirical Evidence”, In this paper the authors examined the issue
of balancing media advertising (pull strategy) and trade promotions (push strategy) for manufacturers of consumer
packaged goods. The analysis indicates that, if one brand is sufficiently stronger than the other and if advertising is
cost effective, then the stronger brand loyalty requires less advertising than weaker brand loyalty, but a larger loyal
segment requires more advertising than a smaller loyal segment. The analysis indicates that the retailer promotes
the stronger loyalty brand more often but provides a smaller price discount for it compared to the weaker loyalty
brand. In this sense, the stronger brand plays "offensive" by using more trade promotions, and the weaker brand
plays "defensive" by emphasizing advertising. The results shows that, the retailer promotes stronger loyalty brands
more often but provides a smaller price discount on average for them compared to weaker loyalty brands.

40
Lauranne Buchanan, Carolyn J. Simmons and Barbara A. Bickart (1999)7 , written an article labeled as Brand
Equity Dilution: Retailer Display and Context Brand Effects. In this research, the authors demonstrate that the
retailer's display decisions can negate the equity of an established brand. Specifically, the results demonstrate that
high-equity brand valuations are influenced by an unfamiliar context brand when (1) a mixed display structure
leads consumers to believe that the context brand is Please purchase PDF Split-Merge on www.verypdf.com to
remove this watermark. diagnostic for judging the high-equity brand, (2) the precedence given to one brand over
another in the display makes expectations about brand differences or similarities accessible, and (3) the unfamiliar
context brand disconfirms these expectations.

TülinErdem, Joffre Swait, Susan Broniarczyk, Dipankar Chakravarti, Jean-Noël Kapferer, Michael Keane, John
Roberts, Jan-Benedict E. M. Steenkamp and Florian Zettelmeyer (1999)8 , contributed a research study in the title,
Brand Equity, Consumer Learning and Choice, The objective of this paper is to explore the links between brand
equity, consumer learning and consumer choice processes in general and considering two recent trends in the
market place: Store brands and the Internet. Brand equity has generally been defined as the incremental utility with
which a brand endows a product, compared to its non-branded counterpart. The study amplified this definition and
proposed that brand equity be the incremental effect of the brand on all aspects of the consumer's evaluation and
choice process.

James B. Faircloth, Louis M. Capella and Bruce L. Alford (2001)11, in their research paper titled, the Effect of
Brand Attitude and Brand Image on Brand Equity operationalizes brand equity and empirically tests a conceptual
model adapted from the work of Aaker (1991) and Keller (1993) considering the effect of brand attitude and brand
image on brand equity. The results indicate that brand equity can be manipulated at the independent construct level
by providing specific brand associations or signals to consumers and that these associations will result in images
and attitudes that influence brand equity. The results suggest that focusing on the constructs that create brand
equity is more relevant to managers than trying to measure it as an aggregated financial performance outcome.

Steve Hoeffler and Kevin Lane Keller (2002)12, conducted a research study in the topic, “Building Brand Equity
through Corporate Societal Marketing”. In this article, the authors describe six means by which CSM programs
can build brand equity: (1) building brand awareness, (2) enhancing brand image, (3) establishing brand
credibility, (4) evoking brand feelings, (5) creating a sense of brand community, and (6) eliciting brand
engagement. The authors also address three key questions revolving around how CSM programs have their effects,
which cause the firm should choose, and how CSM programs should be branded. The results identified through
hypothesis are Co-branding through a CSM program is most appropriate as a means to complement the brand
image with the specific associations leveraged from the cause. Self-branding a CSM program is most appropriate
means of augmenting.

41
Girish N. Punj and Clayton L. Hillyer (2004)17, conducted a research work in the topic, A Cognitive Model of
Customer-Based Brand Equity for Frequently Purchased Products: Conceptual Framework and Empirical Results
research. Four cognitive components are labeled as global brand attitude, strength of preference, brand knowledge,
and brand heuristic. The results indicate that all the identified cognitive components are important determinants of
customer-based brand equity. Specifically, the brand heuristic component serves as an important mediator in 2
"cognitive chains" that link global brand attitude to brand knowledge and global brand attitude to strength of
preference, respectively.

Pankaj Aggarwal (2004)18 , in his paper titled, “ The Effects of Brand Relationship Norms on Consumer Attitudes
and Behavior” quoted that, when consumers form relationships with brands they use norms of interpersonal
relationships as a guide in their brand assessments. Two relationship types are examined: exchange relationships in
which benefits are given to others to get something back and communal relationships in which benefits are given
to show concern for other’s needs. Results also show that when the request for a return favor is immediate, the
evaluation of the communal and exchange participants is not significantly different. A notable finding of the
research is that the participants’ responses were not limited to the specific action of the brand but extended to their
overall brand evaluations as well.

Roland T. Rust, Katherine N. Lemon and Valarie A. Zeithaml,(2004)19 , in their paper on, “Return on Marketing:
Using Customer Equity to Focus Marketing Strategy”, The authors present a unified strategic framework that
enables competing marketing strategy options. The change in the firm's customer equity is the change in its current
and future customers' lifetime values, summed across all customers in the industry. To demonstrate how the
approach can be implemented in a specific corporate setting and to show the methods used to test and validate the
model, the authors illustrate a detailed application of the approach by using data from the airline industry. Their
framework enables what-if evaluation of marketing return on investment, which can include such criteria as return
on quality, return on advertising, return on loyalty programs, and even return on corporate citizenship, given a
particular shift in customer perceptions

42
 CHAPTER 4
DATA ANALYSIS AND INTERPRETATION

43
44
45
46
47
48
49
50
51
52
53
54
55
 CHAPTER 5
CONCLUSION AND SUGESSTIONS

5.1 SUGGESTIONS
FOR THE ORGANISATIONS

56
  The customers are much aware about hygienic and nutritional values of the product and now clearly focus on
green products and ecofriendly packaging. Hence, with the help of research and development, the manufacturer
has to concentrate more on green packing of food products.
 Replacement of polythene with biodegradable material is the need of the hour which will help to develop a green
environment. The manufacturer has to avoid adding chemical substances to enhance the color of the food products
to make it attractive.
 Use of natural colors and non-toxic ingredients make the product attractive and different in look which will help to
bring new customers. The exact ingredient used as well as its proportions has to be genuinely disclosed in label in
order to enhance and safeguard the interest of the customers, those who are giving much importance for health
related issues.
 The manufacturer of consumer packaged food products has to develop new strategies in promotional offers and
marketing communication to retain the existing customers and attract new customers towards the products.
 The manufacturer of consumer packaged food products should maintain the prescribed quality standards of the
products till the expiry period. Since product quality plays a dominating role in decision-making of customers which
ultimately makes them satisfied and more loyal towards the brand.
 Though the customers switching from one brand to another are pretty low in consumer packaged food products,
since the cost and risk played a considerable role in brand switching. Hence, the manufacturers should concentrate
on the effective pricing and make the customers trustworthy.
 Young generation customers often try something new and search for variety of products which is momentous at
the present trend in the market. Therefore, the manufacturer should try to identify their needs and fulfill their
expectations accordingly.

FOR THE CUSTOMERS

 The consumers must choose a brand wisely as food products are consumed by them so they should be
aware of what they are consuming
 The consumers should not fall prey to the misleading advertisements.
 The consumer should be fully aware of nutritional values of a product before consuming
 A consumer should compare all the brands producing same kind of a product before making a choice.
 Sometimes products with a low price are inferior in nature so a consumer should be aware.
 The consumer should be loyal to brand as it helps to maintain the quality of products for themselves.

57
5.2 CONCLUSION

In the new emerging business scenario, dimensions of ingredient brands are becoming the most valuable assets
that businesses can possess. The marketers are facing lot of challenges like: how to differentiate the values for the
customers. Products are not differentiated in the factories, but brands are differentiated in the customers’ mind.
Ingredient Brands are capable of transforming mundane products into objects of desire. Accordingly, the market
value of a business is determined by the number and types of brands it holds. Building and managing strong brand
is the key to gain competitive advantage and long-term profitability for product, services, corporations and
organizations. So, the marketers should have in-depth and research-based knowledge on marketing, consumer
behavior and brand management.
The consumer brand loyalty is apparently decreasing in recent times, attributed to several factors, viz.,
sophisticated advertising appeals and heavy media support, similarity of products in form, content, price,
communication, sales promotion tactics of mass displays, coupons, and price specials that appeal to consumer
impulse buying, general fickle mindedness of consumers in buying behavior, growth of new products competing
for shelf space and consumer attention. The reasons for variation in the degree of brand loyalty is an important
area of study in the vast understanding of consumer behavior. These differences in brand loyalty are affected by
demographic factors and studying the significance of demographic factors in determining brand loyalty may help

58
the marketers in redesigning the marketing strategy to increase brand loyalty for their products which has several
benefits to the marketers and the organizations.

BIBLIOGRAPHY
DevaPrasanna.,” Study on Consumer Behaviour towards selected Fast Moving Consumer Goods in Chennai City s
promotional offers‟. Research Journal of Commerce and behavioural science: Volume:02, Number: 12, October-
2013

]NuntasareeSukat (April 2009) in this article “A model of male consumer behaviour in buying skin care products
in Thailand. ABAC Journal Vol. 29, No. 1 (January-April 2009, pp.39-52)

Muthuvelayutham(2012.) The Study of Consumer Brand Loyalty on FMCG- Cosmetic Products with Special
Reference to Madurai. European Journal of Scientific Research ISSN 1450-216X Vol.71 No.1 (2012), pp.127-143.

Suresh Bhagwat (2011) FMCG Markets to contribute in Indian rural Economy perspective in global era. Half
yearly Vision research review research journal vol. I, issue. I, June 2011 to Nov. 2011, ISSN 2250- 169
H. Silvera and Austad B (2007) “Factors predicting the effectiveness of celebrity endorsement on brand image”
(Aug,2007) www.emeraldinsight.com/10.1108/03090560410560218
J. Douglas McConnell, The Development of Brand Loyalty: An Experimental Study, Journal of Marketing
Research, Vol. 5, No. 1 (Feb., 1968), pp. 13-19, American Marketing Association.
59
Jagdish N. Sheth (1968, A Factor Analytical Model of Brand Loyalty, Journal of Marketing Research, Vol. 5, No.
4 (Nov., 1968), pp. 395-404, American Marketing Association.

Kevin Lane Keller, Conceptualizing, Measuring, and Managing Customer-Based Brand Equity, The Journal of
Marketing, Vol. 57, No. 1 (Jan.,1993), pp. 1-22. American Marketing Association.
Chan Su Park; V. Srinivasan (1994, A Survey-Based Method for Measuring and Understanding Brand Equity and
Its Extendibility, Journal of Marketing Research, Vol. 31, No. 2, Special Issue on Brand Management (May,
1994), pp. 271-288. Publisher(s): American Marketing Association.
Cathy J. Cobb-Walgren; Cynthia A. Ruble; Naveen Donthu (1995) . Brand Equity, Brand Preference, and
Purchase Intent, Journal of Advertising, Vol. 24, No. 3 (Autumn, 1995), pp. 25-40.
Deepak Agrawal, Effect of Brand Loyalty on Advertising and Trade Promotions: A Game Theoretic Analysis
with Empirical Evidence,Source: Marketing Science, Vol. 15, No. 1 (1996), pp. 86-108, Publisher(s): INFORMS.
Lauranne Buchanan, Carolyn J. Simmons and Barbara A. Bickart(1999). Brand Equity Dilution: Retailer Display
and Context Brand Effects Journal of Marketing Research, Vol.36, No. 3 (Aug., 1999) (pp. 345-355).
TülinErdem; Joffre Swait; Susan Broniarczyk; Dipankar Chakravarti; Jean-Noël Kapferer; Michael Keane; John
Roberts; Jan-Benedict E. M. Steenkamp; Florian Zettelmeyer, Brand Equity, consumer Learning and Choice,
Marketing Letters, Vol. 10, No. 3, HEC Choice Symposium (Aug., 1999), Springer.

James B. Faircloth; Louis M. Capella; Bruce L. Alford (2001) The Effect of Brand Attitude and Brand Image on
Brand Equity, Journal of Marketing Theory and Practice, Vol. 9, No. 3 (Summer, 2001), pp. 61-75 Publisher(s):
M.E. Sharpe, Inc.
Steve Hoeffler; Kevin Lane Keller, Building Brand Equity through corporate Societal Marketing, Journal of Public
Policy & Marketing, Vol. 21, No. 1, Social Marketing Initiatives (Spring, 2002), pp. 78-89., American Marketing
Association.

Girish N. Punj; Clayton L. Hillyer (2004) A Cognitive Model of Customer-Based Brand Equity for Frequently
Purchased Products: Conceptual Framework and Empirical Results, Journal of Consumer Psychology, Vol. 14,
No. 1/2 (2004), pp. 124-131, Publisher(s): Society for Consumer Psychology.
Pankaj Aggarwal, The Effects of Brand Relationship Norms on Consumer Attitudes and Behavior, Journal of
Consumer Research, Vol. 31, No. 1 June 2004), pp. 87-101, Publisher(s): The University of Chicago Press.
Roland T. Rust, Katherine N. Lemon and Valarie A. Zeithaml, Return on Marketing: Using Customer Equity to
Focus Marketing Strategy, The Journal of Marketing, Vol. 68, No. 1 (Jan., 2004) (pp. 109-127).

60
WEBSITES REFERENCES
WWW.WIKIPEDIA.ORG
WWW.SHODGANGA.NET
WWW.IBEF.ORG
WWW.ACADEMIA.EDU
WWW.BUSINESSMAPSOFINDIA.COM
WWW.INVESTOPEDIA.COM
WWW.FEEDOUGH.COM
WWW.MARKETINGTUTOR.NET
WWW.FORBES.COM

61
 ANNEXURE

Q1) WHICH OF THE FOLLOWING TYPES OF STORE YOU PREFER TO MAKE FMCG PURCHASE?
A)DEPARTMENTAL STORE
B) GROCERY STORE
C) SUPERMARKET

Q2) WHICH OF THE FOLLOWING RETAIL STORE YOU MAKE FMCG PURCHASE?
A) RELIANCE
B) BIG BAZAR
C) DMART

Q3) SELECT THE REASON FOR MAKING PURCHASE IN YOUR PREFERED STORE?
A)DISCOUNT
B) VARIETY
C) PROXIMITY
D) AMBIENCE

Q4) WHAT IS YOUR FREQUENCY OF FMCG PURCHASE?

A) ALWAYS
B) SOMETIMES
C) OFTEN
D) NOT AT ALL

Q5) WHICH BRAND OF BISCUITS YOU LIKE TO EAT?

A) PARLE
B) BRITANIA

62
C) PRIYAGOLD

Q6) WHY DO YOU PREFER EATING BISCUITS?

A) SNACKS
B) TEATIME
C) WHEN HUNGRY

Q7) WHICH TYPE OF BISCUITS DO YOU LIKE?

A) SWEET
B) SALTY
C) SUGARFREE

Q8) ACCORDING TO YOU WHICH SUGARFREE BISCUITS YOU PREFER?

A) PARLE
B) BRITANIA
C) PRIYAGOLD

Q9) HOW MANY TIMES A DAY DO YOU EAT BISCUITS?

A) ONECE
B) TWICE
C) THRICE

Q10) WHO ALL FROM YOUR FAMILY EAT BISCUITS?

A) ALL
B) FATHER
C) MOTHER
D) OTHERS

63