3.

1 List of Products & Services

Product Name Weight Price Product Name Weight Price

CHIPS NAMKEEN
Classic salted 500 gm 180 Shahi Mixture 160 gm 55
160 gm 65 350 gm 125
Masti Masala 500 gm 180 Khatta Meetha 160 gm 42
160 gm 65 350 gm 90
250 gm 95 Navratan Mixture 350 gm 95
Tingling Tomato 160 gm 65 All in one 350 gm 115
250 gm 95 Nadiyadi Mixture 160 gm 45
Cream and Onion 160 gm 65 Green Gujarat Mix 350 gm 105
Papad Chvana 160 gm 45
BAKERY ITEMS 350 gm 95
Coconut Nankhatai 250 gm 100 Surati Mixture 350 gm 95
500 gm 190 Makkai Chiwda 350 gm 95
Surati Nankhatai 250 gm 75 Sev Mamra 250 gm 55
Surati Plain Khari 150 gm 50 500 gm 105
Surati Jeera Khari 150 gm 50 Masala Sev Mamra 250 gm 45
Surati Methi Khari 150 gm 50 500 gm 105
Kenyan Chiwda Hot 350 gm 105
FARALI Bombay Bhel 160 gm 42
NAMKEEN
Farali Chiwda Mitha 160 gm 50 Lemon Mint Bhel 250 gm 60
350 gm 105 Moong Dal 160 gm 50
Farali Chiwda Tikha 350 gm 105 Tasty Peanuts 350 gm 95
Farali Kela Chiwda 160 gm 65 Bhadran Moong 160 gm 45

Tikha
350 gm 150 350 gm 105

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Farali Potato Chips 160 gm 65 Chanadal 160 gm 40
250 gm 95 Ratlami Sev 160 gm 45
500 gm 180 350 gm 95

Tasty Bhujia Sev 160 gm 50

CHIKKI 350 gm 105
Mix Dry fruit 35 gm 40 Bhavnagar Gathiya 350 gm 90
Cashew Nuts 35 gm 40 160 gm 35
Crush Peanut Chikki 40 gm 10 Tam Tam Gathiya 160 gm 45
Peanut Chikki 40 gm 10 350 gm 95
17 gm 200 Methi Gathiya 160 gm 45

*40pc
Rajegra Chikki 17 200 350 gm 95
gm*40
pc
Bhatha Kani 160 gm 40
KHAKHRA Jeera Puri 160 gm 45
Plain Khakhra 60 gm 25 350 gm 95
180 gm 60 Manglori Mixture 160 gm 50
Moong Khakhra 60 gm 25 350 gm 105
180 gm 60 Methi Puri 160 gm 45
Masala Khakhra 60 gm 25 350 gm 95
180 gm 50 Mi Marathi Mixture 350 gm 85
Methi Khakhra 60 gm 25 160 gm 40
180 gm 60 Tikha Mitha Mixture 350 gm 95
Jeera Khakhra 60 gm 25 Chana Jor Tomato 350 gm 85
180 gm 60 160 gm 40
7 Grain Khakhra 180 gm 60 Sabu dana Chiwda 350 gm 95
Panipuri Khakhra 180 gm 50 Mini Bhakarwadi 160 gm 45

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Bajari Khakhra 180 gm 60 350 gm 105
Jowar Khakhra 180 gm 60 Shakkarpara 160 gm 42
Nachani Khakhra 180 gm 60 Chana Jor Masala 160 gm 45
Fafda Khakhra 180 gm 70 350 gm 95
Chorafari Khakhra 180 gm 70 3 In 1 Puri 160 gm 45
350 gm 95
BEVERAGES
Fresho Guava 160 ml 10 POP SIP

250 ml 20 One sup Clear 160 ml 10

Lemon
500 ml 35 Orange Tango 160 ml 10
1L 65 Jeera Masti 160 ml 10
Fresho Litchi 160 ml 10
250 ml 20 GIFT BOX
500 ml 35 Celebration Pack - 750
1L 65 Happy Moments - 500
Lemoni Nimbu 160 ml 10 Sweet Homes - 350
250 ml 20
500 ml 35 WATER

BOTTLES
Fresho Mango 160 ml 10 Alkaline Water 200 ml 8
250 ml 20 500 ml 10
500 ml 35 Aqua Spa 1L 20
1L 65
Fresho Litchi (Tetra 200 ml 10

Pak)
Fresho Mango (Tetra 200 ml 10

Pak)

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 Fresho – Immune 200 ml 15

Veda

Table 3.1 List of Products

3.2 Number of Customers / Overseas Customers

3.2.1 Number of Customers

1. 15 Distributor

2. 40 – 50 Wholesalers

3. Numerous Retailers

3.2.2 Market in India

 Gujarat
 Delhi
 Uttar Pradesh
 Rajasthan
 Karnataka
 Maharashtra
 Haryana
 Madhya Pradesh
 West Bengal
 Chhattisgarh

Just like any other company, EURO India Fresh Foods Ltd. primary market is in the
domestic market – that is in India. The company sells their vast variety of products in
various regions of India. Their biggest market is in Maharashtra where they have 9 outlets
and Gujarat is their 2nd biggest market. EURO India Fresh Foods Ltd. even sellstheir goods

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on contract basis to airways and railways.

3.2.3 Market outside India

Exporting is the sale of products and services in foreign countries that are sourced or made
in the home country.

EURO India Fresh Foods Ltd. Exports all of their products to foreign countries in order to
maximize their profits and capture foreign market with quality Indian snacks.

List of places where EURO India Fresh Foods Ltd. Exports:

 US
 UK
 Germany
 Taiwan
 Chile
 Switzerland
 Kuwait
 Australia
 Maldives
 Portu

 EURO India Fresh Foods Ltd. Also exports in different European and African
countries.
 Namkeen, Khakhra and Chikki are the most exported products of the company.

 Packaging of each product is done on the basis of the regional language that isspoken
in the exporting country.

3.3 Marketing Plan

The analysis plan implementation and evaluation and control of marketing initiative inorder
to satisfy the target market needs and organizational objectives, market plan cover current

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market situation threats and opportunities and its control over theactivities of the market

Marketing Planning Process

1. Acknowledging the marketing missions

2. Analysis the situation of the market

(a)InternalFactors
(b)External Factors

3. Company Strategy

4. Target market

5. Implementation of required changes and evaluation

3.4 Major Competitors

Business competition is the contest between organizations that provide similar productsor
services or that target the same audience of consumers. Businesses compete to convert
and retain customers, increase revenue and gain more market share. a high amount of
business competition may be a sign of a healthy, profitable marketplace and often
enhances the overall quality of available products and services by encouraging
organizations to improve their operations, fulfill the needs of their customers and develop
their client relationships. Healthy completion is often a great way for organizations to
motivate themselves and their employees to strive for excellence. There are several types
of business competition, and each has an important part in increasing customer
satisfaction, promoting innovation and revealing marketplace advantages. As a
marketing, sales or advertising professional, understanding competition in business may
help to improve the efforts and maximize success.

Competitors of EURO India Fresh Foods Ltd. are as follow:

Nestle

Lays

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 Kurkure

Haldiram’s

Yellow Diamond

Britannia

Parle

Real

Bingo!

Jeeru

3.5 Specific Distribution Channel

One of the important features of contemporary market is centralized production and
decentralized market; Customers are widely dispersed throughout the world. In order to
satisfy them, manufacturers must distribute the products conveniently.

The ultimate goal of marketing, customer satisfactions, can be achieved only when the
most desired products are distributed conveniently at reasonable price in time. Moreover,
the producers specialized on production may not have time and expertise to distribute
products to cater needs of final users.

Normally goods and services pass through several hands before they come to the handsof
the consumer for use. Marketing channel used for one product may not be suitable for the
second product. So, company generally uses different marketing channels for different
products.
Marketing channels are generally classified in two types:

A. Direct Channel

1. Zero Level Channel

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B. Indirect Channel

1. One Level channel

2. Two Level Channel

3. Three Level Channel

Zero Level One Level Two Level Three Level

Producer Producer Producer

Producer Agents
Wholesalers
Retailers Wholesalers
Retailers
Consumers Retailers
Consumers Consumers Consumers

Figure 3.1 Distribution Channels

3.5.1 Direct Channel:

1 Zero Level:

Direct Channels are known as Zero Level Channel. In this channel, producers sell their
goods and services directly to the consumers. There is no middleman present between the
producers and consumers. EURO India Fresh Foods Ltd. does that by selling their
products directly to consumers through their app called “EURO Food Mart”.

3.5.2 Indirect Channel:

If the producer is producing goods on a large scale, it may not be possible for him to sell
goods directly to consumers. As such, he sells goods through middlemen. These

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middlemen may be wholesalers or retailers. A wholesaler is a person who buys goods in
large quantities from producers; where as a retailer is one who buys goods from
wholesalers and producers and sells to ultimate consumers as per their requirement. The
involvement of various middlemen in the process of distribution constitutes the indirect
channel of distribution.
1. One Level:

One level channel contains one intermediary between manufactures and consumer. Under
this channel, the producers sell to one or more retailers and then these retailer in turn sell
to the ultimate consumers. EURO India Fresh Foods Ltd. sells products to through their
own retail outlets in Maharashtra.
2. Two Level:

Two level channel contains two intermediaries between producer and customer.
Producers’ handover the goods to wholesalers for large storage and then wholesalers sell
the goods to retailers and finally retailers sell these goods to the customers. This is the
traditional way to sell the goods and many producers follow this type of marketing
channel. EURO India Fresh Foods Ltd. have a dealership section on their websites where
wholesalers can go and order products in bulk.
3. Three Level:

In this type of channel, goods pass from the producer to agents to wholesalers to retailersand
then to consumers. Here the company agent’s role is to contact and call the wholesalers
to stock (store) the company’s goods. EURO India Fresh Foods Ltd. exports their products
to various countries in the world. It can get hard to sell directly or with One- or Two-
Level distribution channels, so the company sells their products to agents in different
countries who then sells the products to wholesalers and retailers and eventually it reaches
the final consumer.

3.6 PLC concept and association of their product with respect

to PLC Stage

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Products, like people, have life cycles. A product begins with an idea, and within the
confines of modern business, it isn’t likely to go further until it undergoes research and
development (R&D) and is found to be feasible and potentially profitable. At that point,the
product is produced, marketed, and rolled out.
The term product life cycle refers to the length of time a product is introduced to
consumers into the market until it’s removed from the shelves. The life cycle of a product
is broken into four stages—introduction, growth, maturity, and decline. This concept is
used by management and by marketing professionals as a factor in deciding when it is
appropriate to increase advertising, reduce prices, expand to new markets, or redesign
packaging. The process of strategizing ways to continuously support and maintain a
product is called product life cycle management.

Figure 3.2 Product Life Cycle

a. Introduction:

When a product first launches, sales will typically be low and grow slowly. In this stage,
company profit is small (if any) as the product is newand untested. The introduction stage
requires significant marketing efforts, as customers may be unwilling or unlikely to test the
product. There are no benefits from economies of scale, as production capacity is not
maximized.

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Products of EURO India Fresh Foods Ltd. In Introduction stage are Bakery items, Chikki
and pop sip.

b. Growth:

If the product continues to thrive and meet market needs, the product will enter the growth
stage. In the growth stage, sales revenue usually grows exponentially from the take-off
point. Economies of scale are realized as sales revenues increase faster than costs and
production reaches capacity.

in EURO India Fresh Foods Ltd. All the products are in growth stage accept bakery items
and chikki and pop sip.

c. Maturity:

Eventually, the market grows to capacity, and sales growth of the product declines. In
this stage, price undercutting and increased promotional efforts are common as companies
try to capture customers from competitors.

Due to fierce competition, weaker competitors will eventually exit the marketplace – the
shake-out. The strongest players in the market remain to saturate and dominate the stable
market.

In EURO India Fresh Foods Ltd. No product have reached to its maturity stage because
there are yet chances to cover more market area.

d. Decline:

In the decline stage, sales of the product start to fall and profitability decreases. This is
primarily due to the market entry of other innovative or substitute competitor’s product
that satisfy customer needs better than the company’s product.

EURO India Fresh Foods Ltd. Is still a new company in the viewpoint of business and it
is making efforts to capturing the market and planning to capture more of the market by
adding another production plant to increased production rate. With growing demand of
their products domestically and internationally, the company is said to be having most of
their products in the Growth Stage of the Product Life Cycle.

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3.7 Target Market and Marketing Segmentation

A Target Market is a group of people with some shared characteristics that a companyhas
identified as potential customers for its products. Identifying the target market informs
the decision-making process as a company designs, packages, and markets its product.
Market Segmentation is the practice of dividing your target market into approachable
groups. Market segmentation creates subsets of a market based on demographics, needs,
priorities, common interests, and other psychographic or behavioral criteria used to better
understand the target audience.

Market Segmentation done by EURO India Fresh Foods Ltd.:

3.7.1 Geographic Segmentation:

Geographic segmentation divides a target market by location so marketers can better serve
customers in a particular area. This type of market segmentation is based on the
geographic units themselves (countries, states, cities, etc.), but also on various geographic
factors, such as climate, cultural preferences, populations, and more.

EURO India Fresh Foods Ltd. Does this by selling products in highly populatedcities to
reduce costs and reach as many people as possible.
EURO India Fresh Foods Ltd. Does Demographic Segmentation base on:

a. Age:

 They focus on targeting all age groups of people with products like Potato Chips,
Beverages, RO Water, Namkeen, Khakhra and Mango Pulp.
 Meanwhile products like Wheels, Ringoli, Funfill, Flippe Puff, Bubbles, Getmore and
Crunchy Cups are meant to target children and teenagers.
b. Gender:

 Products like Dry Fruit Chikki is meant to target woman

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c. Religion:

 With the Farari line they try to target Jain people.

d. Income:
 Targets all income groups by making different size of packets.

3.8 Positioning Strategies

Positioning is a marketing strategy, also referred to as product positioning, which refersto

how a brand wants to be perceived in the mind of customers relative to competing brands.
The objective of a positioning strategy is to establish a single defining characteristic of a
brand in the mind of the consumer. Effective positioning strategies consider the strengths
and weaknesses of the organization, the needs of the customer and the claims of
competitors. Product positioning allows a company or brand to illuminate areas where it
can eclipse the competition.

EURO India Fresh Foods Ltd. Uses quality positioning:

3.8.1 Quality Positioning:

A quality-based product positioning initiative emphasizes the quality of the product as its
key selling point. EURO India uses taglines such as “Best QualityBest Taste” and “Fresh
Khao Healthy Raho” to emphasize on superior product quality.

3.8.2 Variety Product Positioning:

A variety-based product positioning marketing campaign emphasizes how a business

offers variety with their products, which gives customers multiple options. To emphasize
the large variety that they offer, a company might compare how they have a wider
selection of products than other competitors, or they might explain why each of their
options is unique and unlike anything else. EURO India Fresh Foods Ltd.’s product line
has over 40 products which gives customers a lot of options to choose from.

3.9 Promotional Tools

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For an effective promotion of any product or service, there are a number of marketing
promotional tools that can be utilized in a promotion program. These should be applied
carefully according to the given circumstances. Since every promotional tool is suitable for
certain circumstances.

Following are the Promotional Tools used by EURO India Fresh Foods Ltd.:

3.9.1 Advertising:

Advertising is always present, though people may not be aware of it. In today'sworld,
advertising uses every possible media to get its message through. It doesthis via television,
print (newspapers, magazines, journals etc.), radio, press, internet, direct selling,
hoardings, mailers, contests, sponsorships, posters, clothes, events, colors, sounds, visuals
and even people (endorsements).
EURO India Fresh Foods Ltd. advertises in following ways:

1. Railway banners

2. Newspaper

3. Digital Marketing

3.9.2 Personal Selling:

Personal selling is also known as face-to-face selling in which one person who is the
salesman tries to convince the customer in buying a product. It is a promotional method
by which the salesperson uses his or her skills and abilities in an attempt to make a sale.
EURO India Fresh Foods Ltd. does almost all of its personal selling in Maharashtra.

3.9.3 Sales Promotion:

A sales promotion is a marketing strategy in which a business uses a temporarycampaign

or offer to increase interest or demand in its product or service. Thereare many reasons
why a business may choose to use a sales promotion (or 'promo'), but the primary reason
is to boost sales.

Types of Sales Promotion used by EURO India Fresh Foods Ltd.:

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1. Extra Quantity

2. Free Gift

3.10 Pricing Method followed

EURO India Fresh Foods Ltd. Uses the Going Rate Pricing or Competition Pricing
Strategy to price their products. Competitive pricing is the process of strategically
selecting price points for your goods or services based on competitor pricing in your
market or niche, rather than basing prices solely on business costs or target profit margins.
Using this strategy helps the wholesalers and retailers since they already use markup
pricing strategy on the competitors’ products to earn profits. Having the same prices as
your competitors will entice middlemen to buy your products so that they can have a
variety of products in their stock without having to worry about profit margins.

EURO India Fresh Foods Ltd. Believes in their product’s superiority in quality to compete
in the market rather than price.

3.11 Sales Force Management

Sales management has dual responsibility, generating sales volume and developing sales
man power. Long run success of the firm in generating sales volume hinges upon the
development of sales man power. Sales people are an invaluable human resource of the
firm. They have practically unlimited potential for growth and development. The effective
management of the sales people is a major task of sales management. In its essentials,
sales management is just personnel management applied to the sales department.
Effective management of sales force requires leadership plus administrative skills in
planning, organizing, directing, motivating and controlling the personnel selling portionof
the promotion mix.
Sales managers must determine the number and types of sales people required to
implement the sales plans and programmed at a given time. Then sales people must be
secured and their activities are planned, organized and directed in order to achieve the set
sales objectives.

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There are some areas for managerial decisions regarding the sales force:

1. Recruitment and selection

2. Training

3. Remuneration and expenses

4. Supervision and direction

5. Motivation

6. Control and evaluation or assessment of sales performance

3.11.1 Recruitment and Selection:

Job analysis can provide job specifications at the required sales positions. Recruitment
deals with securing as many qualified people as possible so that some of them can be
selected to fill the vacancies. Possible sources of applicants including company personnel,
friends, middle men, sales people of other companies, educational institutions,
newspapers and trade journal advertising.
The selection process in the information gathering, information evaluation and decision
making required to screen applicants and choose among them.
There are three screening stages:

(a) Screening of applications

(b) Psychological and other tests

(c) Interview each screening makes an important contribution

3.11.2 Training:

Good salesmen are not born. They are made by all well planned and well executed training
programmed. Trained salesmen are able to secure sales orders more quickly, sell more
and are easier to manage. Properly selected persons must undergo adequate training
before they put on their selling jobs. Training is necessary to secure effective and efficient
sales. It also facilitates managerial control. Trained sales force can exerciseeffective self-
control and self-supervision.

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Sales people must have knowledge, skill and attitude training if they are to be effective in
their selling field.
Knowledge training includes:

a. Knowledge of the products

b. Knowledge of types of customers

c. Knowledge of the company organization, plans, policies and procedures

d. Knowledge of promotion mix

e. Knowledge of salespersonship to do the sales jobs

f. Knowledge of market and competition

3.11.3 Remuneration and Expenses (Compensation):

Perhaps the major motivating factor in selling is compensation given to the sales people.

Sales compensation plan has four elements:

a. Salary

b. Commission based on productivity

c. Expenses (traveling, loading and boarding)

d. Fringe benefits

EURO India Fresh Foods Ltd. Uses Salary plus commission plan, where a fixed
minimum salary is ensured and commission is paid on every unit sold by the salesman.

3.11.4 Supervision and Direction:

Supervision involves both the direction (and motivation) and control of salesmen and the
continual development of their abilities. Direction and control exercised by the sales

manager are acceptable to the sales force when they perceived that this will help them to
accomplish their own personal objectives also. Leader must be able to make his

85
subordinates inclined to follow him in pursuit of their own interests.

3.11.5 Motivation of Salesmen:

Ability or capacity to work is different from the will to work. You can buy a man’s time,
his physical presence at a given place, his muscular motions per hours or clay, but you
cannot buy his willingness to work, his enthusiasm or his loyalty. You have to earnthese
things. These are not priced goods. Motivation is the act of stimulating someone or oneself
to get a desired course of action, to push the right button to get a desired action- a
compliment, a pay rise, a smile, a promise of promotion, praise, public recognition of
merits and so on.

3.11.6 Control and Evaluation:

The process of control of sales force has three aspects:

• Salesperson’s efforts must click with the marketing plan and the promotion mixof the
firm.
• Salesperson’s performance must fit into planned standards of efficiency and
salesmen’s achievements must help to achieve the ratio of selling expenses to sales.
• Provision of supervision and guidance to individual salesmen, if needed.

Methods of Control:

1. Personal contact and face to face communication between the salesmen and sales
manager.

2. Correspondence with salesperson

3. Salesperson’s reports, personal contact and personal supervision can help and inspire
salesmen. Correspondence and reports should not involve excessive clericalwork.

Control of the salesforce and sales operations has five important dimensions:

a. A allocation of sales territories

b. Assignment of sales quotas

c. Salesperson’s authorities

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d. Routing and scheduling of sales personnel and

e. Evaluation of sales performance

3.12 CRM Practices

Customer relationship management (CRM), is a set of practices aiming to deepen

customer engagement. By applying CRM principles effectively, you can expand your
sales pipeline, offer great customer service, and boost loyalty.
CRM strategies aim to enhance an entire customer lifecycle, from awareness to
purchasing and customer support. You can measure their effectiveness using key
performance indicators (KPIs) such as customer satisfaction, retention, and sales
conversion rates.
In EURO India Fresh food ltd the customer relationship management is mentioned by
following social media handles:

1. Facebook
2. Instagram
3. X (Twitter)
Some of their social media activities are shown bellow:

Figure 3.3 Social media handles

Through Online Reviews they are supposed to check that what are the customer reviews

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and from that they are deciding that how customer’s relation they are building up in their
surroundings.

3.13 Research Procedure

Market research is a systematic collection and analysis of data about a specific market. It is
conducted to help business stay competitive and innovative by understanding Market
environments (size, supply/demand dynamics, and trends) Customer need wants, and
beliefs Competitive landscape.
The Research Procedure is as follow:

1. Defines the Problem

2. Design the Research

3. Design the Data

4. Specify the Sample

5. Collect the Data

6. Analysis the Data

7. Write the research report and write its findings

In EURO India Fresh Food Ltd. The Research Procedure is not followed.

3.14 MKIS

What is marketing information system?

Marketing information system consists of people, equipment and procedures to gather,

sort, analyze, evaluate and distribute needed, timely and accurate information to marketing
decision makers.
Marketing decision makers use the data to identify and solve marketing related problems.

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Marketing Information System Process

1. Establish suitable marketing metrics

2. Collect relevant data from internal and external sources

3. Plot data on graphs to visualize changing trends

4. Communicate the information to relevant departments

5. Decide best possible course of action

In EURO India Fresh Food Ltd. The MKIS is not more applicable.

3.15 Export Procedure

An exporting procedure is the set of activities for the delivery of the products to theparty
who have place an order of bulk amount.
EURO Fresh Food Ltd. export their products in different States as well as other
countries. using a systemize exporting process of the product.

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