Marketing Project on

Re-launch Strategy of
Cadbury’s Picnic
Project Guide: Prof. Kuldip Kawatra

Project by

Mr. Heemanish Midde

Roll No.: 220

2007 - 2009

Xavier Institute of Management & Research, Mumbai

Mumbai University

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EXECUTIVE SUMMARY

“A Study of Indian Chocolate Industry & Re-Launch Strategy for Cadbury’s Picnic in India” is a
sweet CHOCOLATE story of chocolates in the hot and humid plains of INDIA, which enlightens us
about the size & status of chocolate industry in India. The project gives information about the
competitors, their market share, and their product basket and highlights success features.

The project also covers a brief study of Cadbury’s India Limited – the biggest player in the Indian
Chocolate Industry with reference to its presence, market share, product offerings, marketing
strategies, strengths & weaknesses, success factors and Worm Controversy Management. Also, the
implication of pricing, distribution strategies and impact of external environment has been recorded.

The project throws light on one of the Cadbury’s product (Cadbury’s picnic) which failed in India
market. Gives an overview of the reasons for the failure and try to give a promotion strategy as to how
Cadbury can re-launch the product.

This project aims at understanding the overall Chocolate Industry in India, various factors affecting
the growth and success of chocolate industry in India, the challenges and opportunities which the
market offers and the changing trends in the Indian Chocolate Industry. The project also covers a brief
study of Cadbury’s India with reference to above points.

Apart from that, the project also gives a detailed study on Cadbury’s Picnic - A product that failed in
The Indian market and gives a marketing strategy for re-launching the product in the India.

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TABLE OF CONTENTS
EXECUTIVE SUMMARY

1. INDIAN CHOCOLATE INDUSTRY

1.1. Overview
1.2. Marketing of chocolates in India
1.3. Problems & challenges in Indian chocolate industry
1.4. External factors affecting growth of chocolate industry in India
1.5. Growth opportunities in Indian chocolate industry
1.6. Strategies for growth & success in India
1.7. Market size (by value & by volume)
1.8. Major players

2. CADBURY’S IN INDIA
2.1. Cadbury’s overview
2.2. History of Cadbury
2.3. Cadbury’s India limited
2.4. Objectives and values
2.5. Vision
2.6. Business
2.7. SWOT analysis of Cadburys
2.8. Product mix - chocolates
2.9. Product innovations

3. STRATEGIES OF CADBURY’S
3.1. Cadbury's creative launch
3.2. Pricing
3.3. Volume led growth strategy
3.4. Price woes
3.5. Distribution
3.6. Promotion
3.7. Re-inventing Cadbury
3.8. Cadbury advertisements
3.9. Cadbury and the worm controversy
3.10. Cadbury’s fight-back
3.11. The big ‘b’ factor
3.12. Cadbury’s singing sweetly again
3.13. Success factors of Cadbury’s India limited

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4. CADBURY PICNIC
4.1. Background
4.2. Cadbury picnic: an appeal to the five senses

5. MARKET SURVEY
5.1. Objective of the study
5.2. Collection and analysis of data
5.3. Research methodology

6. DATA FINDINGS AND ANALYSIS

6.1. Data analysis for consumers
6.2. Data analysis of retailers

7. RECOMMENDATION
7.1. Reasons for failure
7.2. Proposed re-launch of picnic
7.3. STP analysis
7.4. Marketing mix:
7.5. Proposed advertisements for Cadbury’s picnic

8. CONCLUSION

ANNEXURES

BIBLIOGRAPHY

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INDIAN CHOCOLATE
INDUSTRY

OVERVIEW

Chocolate consumption in India is extremely low. Cadbury dominates the chocolate market
with about 70% market share. Nestle has emerged as a significant competitor with about
20% market share. Key competition in the chocolate segment is from co-operative owned
Amul and Campco, besides a host of unorganized sector players. There exists a large
unorganized market in the confectionery segment too. Leading national players are Parry's,
Ravalgaon, Candico and Nutrine. MNC's like Cadbury, Nestle, Perfetti, are recent entrants in
the sugar confectionery market. Other competing brands such as GCMMF's Badam bar and
Nestle's Bar One have minor market shares.

Chocolate consumption in India is extremely low. Per capita consumption is around 160gms
in the urban areas, compared to 8-10kg in the developed countries. In rural areas, it is even
lower. Chocolates in India are consumed as indulgence and not as a snack food. Indian
chocolate market grew at the rate of 10% pa in 70's and 80's, driven mainly by the children
segment. In the late 80's, when the market started stagnating, Cadbury repositioned its Dairy
Milk to any time product rather than an occasional luxury. Its advertisement focused on
adults rather than children. Cadbury's Five Star, the first count chocolate, was launched in
1968. Due to its resistance to temperature, the chocolate has become one of the most
widely distributed chocolate in the country.

In the early 90's, high cocoa prices compelled manufacturers to raise product prices and
reduce their advertisement budget affecting the volumes significantly. The launch of wafer
chocolates Kit Kat and Perk spurred volume growth in the mid 90's. These chocolates

5
positioned as snack food rather than on the indulgence platform compete with biscuits and
wafers. A strong volume growth was witnessed in the early 90's when Cadbury repositioned
chocolates from children to adult consumption. The mid 90's saw the entry of new players
like Nestle, which created categories like wafer chocolate and spurred growth.

The chocolate industry in India as it stands today is dominated by two companies, both
multinationals. The market leader is Cadbury with a lion's share of 70 percent. The
company's brands (Five Star, Gems, Eclairs, Perk, Dairy Milk) are leaders their segments.
Till the early 90s,

Cadbury had a market share of over 80 percent, but its party was spoiled when Nestle
appeared on the scene. The latter has introduced its international brands in the country (Kit
Kat, Lions), and now commands approximately 15 percent market share. The Gujarat Co-
operative Milk Marketing Federation (GCMMF) and Central Arecanut and Cocoa
Manufactures and Processors Co-operative (CAMPCO) are the other companies operating
in this segment. Competition in the segment will get keener as overseas chocolate giants
Hershey's and Mars consolidate to grab a bite of the Indian chocolate pie.

Per Capita Chocolate Consumption (in pounds) of first 15 countries of the world

Italy

Finland

Netherlands

France

United States

Sweden

Australia
Country

Belgium Series1

United Kingdom

Denmark

Norway

Germany

Ireland

Austria

Switzerland

0 5 10 15 20 25
Consumption in Pound

INDIA, stands nowhere even near to these countries when compared in terms of Per Capita
Chocolate Consumption. The Indian chocolate industry is extremely fragmented with a range

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of products catering to a variety of consumers. We have the bars/slabs, jellies, lollipops,
toffees and sugar candies.

Given India's mammoth population, it comes as a surprise that per capita chocolate
consumption in the country is dismally low - a mere 20 gms per Indian. Compare this to over
7 kgs in most developed nations.

Datamonitor figures show that the Indian chocolate market was worth just $188.6 million in
2006, despite having a population of over one billion; this compares to the US market value
of $15.2 billion, where the population is just under 300 million. Furthermore, Indian
consumers' sweet snack of choice is currently the traditional candy known as mithai, and,
therefore, a significant marketing push would be required in order to persuade them to
transfer their allegiance to chocolate.

In addition, there are already two global giants operating in the Indian chocolate market,
Nestle and Cadbury, which hold over 90% of market value share between them.

Both chocolate and sugar confectioneries have abysmally low penetration levels, in fact,
even lower than biscuits, which reach 56 per cent of the households. Market growth in the
chocolate segment has hovered between 10 to 20%. In the last five years, the category has
grown by 14-15% on an average and will expect it to continue growing at a similar rate in the
next five years.

The market presently has close to 60mn consumers and they are mainly located in the urban
areas. Growth will mainly come through an increase in penetration as income levels
improve.

However, almost all of this consumption is in the cities, and rural India is nearly ‘chocolate-
free’. But the fact is that three quarters of Indians live in Rural Areas. “Average summertime
temperatures reach 43 degrees Celsius in India. Chocolate melts at body temperature of 36
degrees.”

Per capita consumption of chocolates in India is minuscule at 20gms in India as compared to

around 5-8 kgs and 8-10 kgs respectively in most European countries. Awareness about
chocolates is very high in urban areas at over 95%.

Despite these barriers, however, the Indian market offers great potential for growth in the
long term. Datamonitor figures state that the average annual growth of the Indian chocolate
market, in value terms, was 8% between 2002 and 2006, and this growth is forecast to
continue, with expected annual growth of 4.3% between 2006 and 2010

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Growth of other lifestyle foods such as malted beverages and milk food have actually
declined by 3.7 per cent and 11.7 per cent, however the CHOCOLATES continue to grow at
the rate of 12.6%.

Low priced unit packs, increased distribution reach and new product launches can be said to
have fuelled this growth.

The launch of lower-priced, smaller bars of chocolate in the last two years and positioning of
chocolate as a substitute to traditional sweets during festivals, have boosted consumption.
This is also because chocolate, which was considered to be an elitist food, has caught the
fancy of buyers looking for a lifestyle item at affordable cost.

Till recently, chocolate consumption had been restricted by low purchasing power in the
market. Chocolates and other cocoa-based snack foods were looked upon as food suitable
only for the well-off.

Chocolate Consumption Structure in India

33%

Children
Adults
55% Young Adults

12%

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MARKETING OF CHOCOLATES IN INDIA

Traditionally, chocolates were always targeted at children. But stagnancy in growth rates
made the companies re-think their strategies. Cadbury was the first chocolate company that
took the market by storm by repositioning brands at adults, as opposed to children.

BUYING BEHAVIOUR

Chocolates are consumed as indulgence and not as snack food, as prevalent in western
countries. Almost 75% chocolates are impulse purchases. Chocolates are bought
predominantly by adults and gifted to children. The wholesaler usually deals in all kinds of
FMCG goods, Foodstuff in addition to the chocolates. The items like chocolates are placed
near the counter.

Chocolates are kept in cardboard boxes and are also delivered in the same. ... In a few of
the cases the chocolates were kept separately (as per equipment provided by the
manufacturer – e.g. VISI Coolers), In addition to marketing promotions companies have
been focusing extensively on the promotions by the sales staff. Also the companies can
devise there marketing strategies that are catering to specific segments and are thus more
effective.

NATURE OF RETAIL OUTLET

Chocolates are primarily sold through Kirana Stores, Gift stores, Medical Stores, canteens,
Pan-Bidi stores, Bakeries, Sweet Shops etc. This is true for chocolates also. The space
allocated for the chocolates was less when compared to the total area of the shop. Of the
space allocated for chocolates, Cadbury brands occupied more than Nestle brands. The
chocolates category thrives on excitement. It's all about giving the consumer a choice and
taste which they enjoy.

STOCKING OF THE PRODUCTS

In most of the cases, various brands of chocolates are kept together. In some of the cases
the chocolates are stocked depending on the manufacturer’s provision. The chocolates are
kept in Glass Jars and boxes – These are provided by the respective companies along with
the product. The chocolates are kept there. But in most of the cases chocolates are stocked
near the counter. Ideally the shopkeeper tries to keep chocolates within the reachable
(sitting on the counter) distance.

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Chocolates are kept at or below the eye level. This is to facilitate visibility of the chocolates
for the customer who is visiting the store.

PROBLEMS & CHALLENGES IN INDIAN CHOCOLATE INDUSTRY

TEMPERATURE

A peculiar problem that hinders the distribution to far-off places is the tendency of chocolates
to melt under even moderate heat. The temperatures can reach as high as 48 degrees in
summers, whereas chocolate starts melting at body temperature (about 37-38 degrees)
.Manufacturers have to take precautionary measures to ensure the preservation of
chocolates especially in summer.

UNAVAILABILITY OF CONTROLLED REFRIGERATION

India does not have controlled refrigerated distribution. Air-condition supermarkets are rare.

Cadbury loses 1.5 percent of annual sales of Rs. 6.8 billion to heat damage. Companies
revise ingredients to make chocolate withstand heat, and so Indian chocolates are more
resilient to heat than Eurupean chocolates by a factor of 2 degrees. Ironically, the chocolate
market has grown recently because smaller retailers have stuffed fridges and coolers
supplied by the cola companies Coke and Pepsi with chocolates.

Nestle and Cadbury have tried to provide loans for retailers to buy fridges, but to hold down
power costs the shopkeepers switch off the fridges at night. As a result the cocoa fat melts
and migrates to the main body of the chocolate bar. When the cooling is switched on in the
morning, the cocoa fat solidifies and turns white, presenting a bizarre, un-sellable white on
black form. Nestle tried to provide fridges with see-through doors, but was appalled to see its
chocolates sandwiched between dead chicken, butter and vegetables.

Small coolers were provided to retailers to keep the chocolate from melting, but that didn't
quite do the trick. Electricity costs money and is not provided in a uniform way, so on and off
the electricity goes and the product may suffer.

RAW MATERIALS

Cocoa is the key raw material and accounts for around 35% of the total material cost
(including packaging) of chocolates. The price of cocoa has been hitting a new high of late.

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TRANSPORTATION

Chocolate needs to be distributed directly, unlike other FMCG products. 90% of our products
are sold directly to retailers. Building such a direct network in rural areas is a daunting task
since the infrastructure is poor in India in rural areas.

THREAT FROM IMPORTED BRANDS:

Free availability of imported brands bought through illegal routes pose a threat to the
domestic chocolate industry. Usually, these imported chocolates taste better than domestic
chocolate due to recipe difference. Hence consumers who are willing to spend a little more,
prefer these imported chocolates.

However, the premium brands, which come through official channels, do not pose a threat to
the market, as these cater to a small niche market. However there is a lot of dumping from
neighboring countries like Dubai, Nepal, etc of inferior brand of imported chocolates. These
are not only of low quality, but are brought very near to their expiry dates. Most of the cheap
chocolate brands that are available do not meet Indian Food Regulations.

EXTERNAL FACTORS AFFECTING GROWTH OF CHOCOLATE INDUSTRY IN

INDIA

• Good monsoon ensures adequate availability of raw materials, which are mainly
agricultural in nature. Raw material prices have significant influence on margins.

• Government policies in terms of licensing, duties, movement of agricultural commodities

etc. also affect the introduction of products, time lag for a product launches, taxes,
excise, etc all influence the business.

• Market growth driven by overall economic growth and urbanization also contributes. An
overall booming economy will consume tonnes of chocolates because consumer
spending increases. Also, the absolute number of consumers in middle class & upper
middle class increases.

• Rupee depreciation improves export realizations; however it also makes import of raw
material (esp. cocoa) expensive.

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GROWTH OPPORTUNITIES IN INDIAN CHOCOLATE INDUSTRY

UNTAPPED MARKET & LIMITED CONSUMPTION:

The fact that chocolate is not a traditional food, high prices and domestic production
problems will provide the main problems to market growth. As these markets develop, prices
will fall making these products more accessible to the wider population. However the Indian
market is still untapped and provides immense scope for growth, both geographically as well
as product basket wise.

Chocolates right now reaches about 70mn to 75mn consumers. It is estimated that
chocolates have a potential market of about 116mn consumers.

Chocolate consumption in India is extremely low. Per capita consumption is around 160gms
in the urban areas, compared to 8-10kg in the developed countries. The per capita chocolate
consumption in India is still much below the East Asian standards. Hence per capita
consumption has a immense scope for improvement.

In rural areas, it is even lower. Chocolates in India are consumed as indulgence and not as a
snack food. A strong volume growth was witnessed in the early 90's when Cadbury
repositioned chocolates from children to adult consumption. The biggest opportunity is likely
to stem from increasing the consumer base. Leading players like Cadbury and Nestle have
been attempting to do this by value for money offerings, which are affordable to the masses.

We also believe that the near term opportunity lies in increasing penetration rather than
increasing intensity of consumption.

CHANGING ATTITUDES & CONSUMPTION PATTERN:

In the past, chocolate consumption had been restricted by low purchasing power in the
market.

Chocolates and other cocoa-based snack foods were looked upon as food suitable only for
elitist consumption till recently.

But with the launch of lower-priced, smaller bars of chocolate in the last two years and
positioning of chocolate as a substitute to traditional sweets during festivals, have boosted
consumption.

Chocolates which were considered to be an elitist food hit the fancy of masses looking for a
change in life style at affordable cost.

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RURAL EXPANSION:

Rural market and small town markets are seen as the key to spurring double-digit growth.
Products such as liquid chocolate packs from the existing portfolio are expected to enable
rapid acceptance.

LEVERAGE INDIA FOR OFF-SHORING:

India is being leveraged for export of finished goods, as a superior destination for
manufacturing best practices, and for BPO opportunities.

All the above points bring us to a conclusion that there’s an immense scope for growth of
chocolate industry in India not only in its offering pattern but also for increment in its total
consumption value and size.

STRATEGIES FOR GROWTH & SUCCESS IN INDIA

• Revamp the product to keep the excitement alive.

• Companies should look at new avenues, while expanding the reach of its products.
Distribution will hold the key. Companies need to reach out to smaller towns, where
three-fourths of the population does not even know the product.

• Merger & Acquisitions: Mergers & Acquisitions with companies that match the product
portfolio & overall growth strategy should be considered which will not only strengthen
the company to establish a stronger hold in the country but also ward off possible
competition in the select category. Such collaborations will also facilitate companies to
use each other’s distribution networks.

MARKET SIZE (BY VALUE & BY VOLUME)

The Indian chocolate market is valued at $188.6 million in 2006. The

The total sale of the chocolate was $394 million per annum in 2008 with total Chocolate
sales per capital of $0.36.

According to market researcher Euromonitor International chocolate confectionary sales in

India have doubled, growing sales by 64% over the last five years.

Chocolate penetration in the country is a little over 4 percent, with India's metros proving to
be the big draw clocking penetration in excess of 15 percent. Next, comes the relatively

13
smaller cities/towns where consumption lags at about 8 percent. Chocolates are a luxury in
the rural segment, which explains the mere 2 percent penetration in villages.

The market presently has close to 60mn consumers and they are mainly located in the urban
areas.

MAJOR PLAYERS

The major players in the Indian Chocolate Industry are:

1. CADBURY’S INDIA LIMITED:

Cadbury India is a food product company with interests in Chocolate Confectionery, Milk
Food Drinks, Snacks, and Candy. Cadbury is the market leader in Chocolate Confectionery
business with a market share of over 70%. Some of the key brands of Cadbury are Cadbury
Dairy Milk, 5 Star, Perk, Eclairs, Celebrations, Temptations, and Gems. In Milk Food drinks
segment, Cadbury's main product - Bournvita is the leading Malted Food Drink in the
country. Cadbury is the world's largest confectionery company and its origins can be traced
back to 1783 when Jacob Schweppe perfected his process for manufacturing carbonated
mineral water in Geneva, Switzerland. In 1824, John Cadbury opened in Birmingham selling
cocoa and chocolate. Cadbury and Schweppe merged in 1969 to form Cadbury Schweppes
plc. Milk chocolate for eating was first made by Cadbury in 1897 by adding milk powder
paste to the dark chocolate recipe of cocoa mass, cocoa butter and sugar. In 1905,
Cadbury's top selling brand, Cadbury Dairy Milk, was launched. By 1913 Dairy Milk had
become Cadbury's best selling line and in the mid twenties Cadbury's Dairy Milk gained its
status as the brand leader. Cadbury India began its operations in 1948 by importing
chocolates and then repacking them before distribution in the Indian market. Today, Cadbury
has five company-owned manufacturing facilities at Thane, Induri (Pune) and Malanpur
(Gwalior), Bangalore and Baddi (Himachal Pradesh) and 4 sales offices (New Delhi,
Mumbai, Kolkota and Chennai). Its corporate office is in Mumbai. Worldwide, Cadbury
employs 60,000 people in over 200 countries.

2. NESTLE INDIA

Nestle India is a subsidiary of Nestle S.A. of Switzerland. Nestle India manufactures a

variety of food products such as infant food, milk products, beverages, prepared dishes &
cooking aids, and chocolates & confectionary. Some of the famous brands of Nestle are
NESCAFE, MAGGI, MILKYBAR, MILO, KIT KAT, BAR-ONE, MILKMAID, NESTEA,
NESTLE Milk, NESTLE SLIM Milk, NESTLE Fresh 'n' Natural Dahi and NESTLE Jeera

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Raita. Nestle was founded in 1867 in Geneva, Switzerland by Henri Nestle. Nestle's first
product was "Farine Lactee Nestle", an infant cereal. In 1905, Nestle acquired the Anglo-
Swiss Condensed Milk Company. Nestle's relationship with India started 1912, when it
began trading as The Nestle Anglo-Swiss Condensed Milk Company (Export) Limited,
importing and selling finished products in the Indian market. After independence, in response
to the then economic policies, which emphasized local production, Nestle formed a company
in India, namely Nestle India Ltd, and set up its first factory in 1961 at Moga, Punjab, where
the Government wanted Nestle to develop the milk economy. In Moga, Nestle educated and
advised farmers regarding basic farming and animal husbandry practices such as increasing
the milk yield of the cows through improved dairy farming methods, irrigation, scientific crop
management practices etc. Nestle set up milk collection centres that ensured prompt
collection and paid fair prices. Thus, Nestle transformed Moga into a prosperous and vibrant
milk district. In 1967, Nestle set up its next factory at Choladi (Tamil Nadu) as a pilot plant to
process the tea grown in the area into soluble tea. Nestle opened its third factor in
Nanjangud (Karnataka) in 1989. Thereafter, Nestle India opened factories in Samalkha
(Haryana), in 1993 and two in Goa at Ponda, and Bicholim in 1995 and 1997 respectively.
Today, Nestle is the world's largest and most diversified food company. It has around
2,50,000 employees worldwide, operated 500 factories in approximately 100 countries and
offers over 8,000 products to millions of consumers universally.

3. THE GUJARAT CO-OPERATIVE MILK MARKETING FEDERATION (GCMMF) –

AMUL

Gujarat Cooperative Milk Marketing Federation (GCMMF) is India's largest food products
marketing organisation. It is a state level apex body of milk cooperatives in Gujarat which
aims to provide remunerative returns to the farmers and also serve the interest of consumers
by providing quality products which are good value for money.

AMUL means "priceless" in Sanskrit. The brand name "Amul," from the Sanskrit "Amoolya,"
was suggested by a quality control expert in Anand. Variants, all meaning "priceless", are
found in several Indian languages. Amul products have been in use in millions of homes
since 1946. Amul Butter, Amul Milk Powder, Amul Ghee, Amulspray, Amul Cheese, Amul
Chocolates, Amul Shrikhand, Amul Ice cream, Nutramul, Amul Milk and Amulya have made
Amul a leading food brand in India. (Turnover: Rs. 52.55 billion in 2007-08). Today Amul is a
symbol of many things. Of high-quality products sold at reasonable prices.

The company is trying to push its chocolate sales through its extensive dairy distribution
network. It is giving discount offers for its recently launched sugar-free chocolates. The
company has also placed its chocolate products at lesser price points compared with its

15
competitors. Other chocolate brands by Amul include Bindaaz, Fundoo, Almond bar, Milk
chocolate and Fruit-n-nut. Yet chocolate has never been a major thrust area for the
company. It still remains one of its non-core categories. Its chocolate drinks have received
better response than its chocolates.

The chocolate category in India is also seeing increased activity with MNCs such as
Hershey’s planning to introduce products from its global stable in India in the coming year.

Amul is looking at building a bigger portfolio in this category by introducing new types of
chocolates

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CADBURY’S IN INDIA

CADBURY’S OVERVIEW

Half a century of constant innovation, constant value addition, constant success. Cadbury
India Ltd. (CIL), a part of the Cadbury Schweppes group, is India's leading confectionery
manufacturer with a 70% volume share of the chocolate market. And is synonymous with
chocolate in the minds of countless Indians - young and old. The company is also a key
player in the malted food drink and sugar confectionery markets in the country. Today, the
governing objective for Cadbury India is to deliver Superior Shareholder Value and to see
the brand in every pocket, in every home.

HISTORY OF CADBURY

The Cadbury story is a fascinating story of a family business that grew into one of the
biggest, most loved chocolate brands in the world. A story that you will remember as the
story of the real taste of life as the business grew, it was moved to a larger factory in Bridge
Street in 1847. John Cadbury then took his brother Benjamin into a partnership. And the
business came to be 'Cadbury Brothers, Birmingham". In 1853, the Cadbury Brothers
received a royal warrant as chocolate manufacturers to Queen Victoria a royal appointment
that the company holds to this day.

22-year-old John Cadbury opened a one-man grocery business in Birmingham, selling tea,
coffee, hops, mustard and cocoa. To this list he soon added drinking chocolate which he
prepared using a mortar and pestle. Young Cadbury had a considerable flair for
advertisement, which inspired him to install a pate glass window in his store - the first in

17
Birmingham. This along with a Chinaman in native costume presiding over the counter
created quite a stir and drew a lot of attention. The growing sales and popularity of
Cadbury's 'superior quality cocoa and chocolates resulted in the business shifting to a larger
warehouse in Crooked Street in 1831.

Dissatisfied with the quality of products produced by all manufacturers, including their own,
the brothers Cadbury took a momentous step which was to change the way the chocolate
business was done in England. Following a visit to Van Houten in Holland, they introduced a
process for pressing the cocoa butter from the beans to produce cocoa essence, which was
really the forerunner of the cocoa we know today. This essence was advertised as -
'Absolutely Pure, Therefore Best'. From the mid 1860's, Cadbury introduced many new kinds
of eating chocolate. Not only the more refined forms of plain chocolate but chocolate cremes
- fruit flavoured centres covered with chocolate. These exotic chocolates were sold in
decorated boxes, which Richard Cadbury with his distinct artistic talent designed. In fact,
many of his original designs still exist. Elaborate chocolate boxes were extremely popular
with the late Victorians, with designs extending from superb velvet covered caskets with
beveled mirrors, to pretty boxes showing kittens, flowers, landscapes or beautiful girls.

As the company prospered, the brothers implemented new ideas in their work practices like,
office picnics to the country, a sports field, kitchen and well heated dressing rooms for the
workers. While these practices are common in organisations today, they were unheard of in
the 19th century. Among the many innovations in the factory was the appointment of
Frederic Kinchelman, a master confectioner from the continent, who was engaged to impart
the secrets of his craft to Bournville. Cadbury was soon making nougats, pistache, pate
b'abricot, avelines and other delights. All of the quality that 'Fredric the Frenchman', as he
was known, was renowned for. Over the next few years, Cadbury opened up chocolate
markets in Australia, New Zealand, South Africa, India, the West Indies, South America, the
United States and Canada.

Every successful company has its famous brands and Dairy Milk, today one of the most
popular moulded chocolates in the world, is one of the biggest Cadbury success stories.

Cadbury has grown from strength to strength with new technologies being introduced to
make the Cadbury confectionery business one of the most efficient in the world. The merger
in 1969 with Schweppes and the subsequent development of the business have led to
Cadbury Schweppes taking the lead in both the confectionery and soft drinks markets in the
UK and becoming a major force in international markets. Cadbury Schweppes today
manufactures products in 60 countries and trades in over a staggering 120.

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CADBURY’S INDIA LIMITED

Cadbury was originally incorporated as a wholly owned subsidiary of Cadbury Schweppes

Overseas Ltd (CSOL) in 1948. The company’s original name was Cadbury Fry (India) Ltd. In
1978, CSOL diluted its equity stake to 40% to comply with FERA guidelines. In 1982, the
name was changed to Hindustan Cocoa Products. CSOL’s shareholding was increased to
51% in Jan ’83 through a preferential rights issue of Rs700mm. The current name was
restored in Dec ’89. In 2001,

Cadbury Schweppes made an open offer to acquire the 49% public holding in the company.
The parent holds over 90% of the equity capital after the first open offer. A second open offer
has been made to buyback the balance shareholding, after which the company would
operate as a 100% subsidiary of Cadbury Schweppes Plc, Ever since the Cadbury is in India
in 1947; Cadbury chocolates have ruled the hearts of Indians with their fabulous taste. The
company today employs nearly 2000 people across India.

Its one of the oldest and strongest players in the Indian confectionary industry with an
estimated 68 per cent value share and 62 per cent volume share of the total chocolate
market. It has exhibited continuously strong revenue growth of 34 per cent and net profit
growth of 24 per cent throughout the 1990’s. Cadbury is known for its exceptional
capabilities in product innovation, distribution and marketing.

With brands like Dairy Milk, Gems, 5 Star, Bournvita, Perk, Celebrations, Bytes, Chocki,
Delite and Temptations, there is a Cadbury offering to suit all occasions and moods. Today,
the company reaches millions of loyal customers through a distribution network of 5.5 lakhs
outlets across the country and this number is increasing everyday.

OBJECTIVES AND VALUES

Cadbury’s objective is to grow shareholder value over the long term. Cadbury in every
pocket.

Cadbury’s marketing strategy is aimed at achieving this vision by growing the market, by
appropriate pricing strategy that will create a mass market and to have offerings in every
category to widen the market

Adopting Value Based Management for major strategic and operational decisions and
business systems

19
Creating an outstanding leadership capability within the management and Sharpening the
company culture to reflect accountability, aggressiveness and adaptability

Aligning the management rewards structure with the interests of our shareowners.

VISION

Life Full Of Cadbury

Cadbury is an organization which impacts and interacts with the consumers. Cadbury is
present in most happy occasions in the life of our consumer. The brands excite the
consumer. Cadbury is an expression of a consumer's life. Cadbury Full Of Life Cadbury as a
company is vibrant. Cadbury is a fun and energizing workplace. Cadbury is robust and alive.

BUSINESS

Cadbury dominates the Indian chocolate market with above 65 – 70 % market share.
Besides, it has a 4% market share in the organized sugar confectionery market and a 15%
market share in milk/ malted foods segment.

Cadbury's Indian operations are not just the largest in Asia but also the cheapest. In India,
Cadbury has the largest market share anywhere in the world and has been the fastest
growing FMCG Company in the last three years with a compound annual growth rate of 12.5
per cent.

SWOT ANALYSIS OF CADBURYS

Strength

1. Cadbury is a company, which is reputed internationally as the topmost chocolate

provider in the world.
2. The brand is well known to people & they can easily identify it from others.
3. Cadbury the world leaders in chocolate, is a well-known force in marketing and
distribution.
4. Users have a positive perception about the qualities of the brand.
5. Cadbury main strength is Dairy milk. Dairy milk is the most consumed chocolate in
India.

20
 6. By using popular models like Cyrus Brocha, Preety Zinta and others Cadburys has
managed to portray a young and sporty image, which has resulted in converting
buyers of other brands to become its staunch loyalists.
7. Cadbury has well adjusted itself to Indian custom.
8. It has properly repositioned itself in India whenever required i.e. from children to
adults, togetherness bar to energizing bar for young ones etc.

Weaknesses

1. There is lack of penetration in the rural market where people tend to dismiss it as a
high end product. It is mainly found in urban and semi-urban areas.
2. It has been relatively high priced brand, which is turning the price conscious
customer away.
3. People avoid having their chocolate thinking about the egg ingredients.

Opportunities
1. The chocolate market has seen one of the greatest increases in the recent times
(almost @ 30%)
2. There is a lot of potential for growth and a huge population who do not eat chocolates
even today that can be converted as new users.

Threat
1. There exists no brand loyalty in the chocolate market and consumers frequently shift
their brands.
2. New brands are coming and existing brands are introducing new variants to add up
to an already overcrowded market.

PLANT LOCATIONS

Cadbury’s manufacturing operations started in Mumbai in 1946, which was subsequently

transferred to Thane. In 1964, Induri Farm at Talegaon, near Pune was set up with a view to
promote modern methods as well as improve milk yield. In 1981-82, a new chocolate
manufacturing unit was set up at the same location in Talegaon. The company, way back in
1964, pioneered cocoa farming in India to reduce dependence on imported cocoa beans.
The parent company provided cocoa seeds and clonal materials free of cost for the first 8
years of operations. Cocoa farming is done in Karnataka, Kerala and Tamil Nadu.

21
In 1977, the company also took steps to promote higher production of milk by setting up a
subsidiary Induri Farms Ltd near Pune. In 1989, the company set up a new plant at
Malanpur, MP, to derive benefits available to the backward area. In 1995, Cadbury
expanded Malanpur plant in a major way. The Malanpur plant has modernized facilities for
Gems, Eclairs, Perk etc. Cadbury also operates third party operations at Phalton, Warana
and Nashik in Maharashtra.

PRODUCT MIX - CHOCOLATES

PRODUCT BASKET- Category Brand Variants

• Bars Dairy Milk Plain

• Fruit n Nuts

• Double Decker

• Roasted Almond

• Chunky

• 5-Star

• 5 Star Count Lines 5 Star Chrunchie

• Milk Treat Chocolate

• Orange

• Wafer Chocolate Perk Perk

• Perk XL

• Other Chocki Mint, Strawberry & Chocolate

• Premium/ Gift Chocolates Temptation Rum, Cashew, Almond & Orange

• Celebrations Various Gift Packs

22
Cadbury’s Dairy Milk (CDM):

Cadbury’s Dairy Milk is the flagship brand of Cadbury’s not only in India but world wide.
CDM is the single largest selling unit in India. It has annual sales to the tune of Rs 200 crore.
CDM not only accounts for 30 per cent of the total chocolate market in value, but commands
nearly 26 per cent in volume terms and close to 30 per cent of Cadbury’s annual turnover.

Moving from a predominantly adult positioning in the days of the legendary dancing girl ad,
to the teens and the tweens, when the Cyrus Broacha ads hit the airwaves, CDM has made
a long sweet journey. In spite of the new categories being explored by Cadbury, its star
brand remains Cadbury Dairy Milk (CDM) which continues to corner almost 30 per cent of
the chocolate market.

Cadbury’s Temptation:

Cadbury’s Temptation is premium chocolate brand aimed for high value consumption.
Various variants available are Almond, Rum, Cashew & Orange. Cadbury’s temptation is
priced at Rs. 40

Cadbury’s Celebration

Cadbury India launched its premium Celebrations range, which contains traditional Indian
dry fruits wrapped in Dairy Milk chocolate. This gifting option combines the pleasure of giving
away dry fruits — which Indians traditionally consider a premium, healthy gift — with
chocolate. Cadbury now has 90 per cent market share in this profitable segment.

PRODUCT INNOVATIONS

5 STAR:

Consumer feedback suggested that the old 5 Star was too chewy, and people complained of
it sticking to their teeth. It was made softer and melted easily in the mouth & introduced as 5
Star Crunchy

PERK:

Perk was made much lighter and the size of the bar increased to match Nestle’s Munch.
Perk had been under fire from Nestle’s deadly duo of KitKat and Munch, but after the

23
relaunch, its marketshare is two per cent more than KitKat’s. And, the five-year-old brand is
now almost as big as the decades-old 5 Star in size, both in the region of Rs 50-55 crore.

HEROES:

Packaging innovation has played a vital role in revamping of various Cadbury’s brands.

Heroes brand is simply a multi-pack with miniatures of all its most popular brands in a single
outer case.

NEW PRODUCT LAUNCHES

CADBURY 5 STAR CRUNCHY

The same delicious Cadbury 5 Star was now available with a dash of rice crispies.
Cadbury 5 Star & Cadbury 5 Star Crunchy now aim to continue the upward trend. This
different and delightfully tasty chocolate is well poised to rule the market as an extremely
successful brand.

COLLECTION – A RANGE OF PREMIUM CHOCOLATE GIFT BOXES.

Available in attractive packs, the Collection caters to a premium gifting consumer and is an
ideal festive gift. It is a unique combination of the best Cadbury chocolate and premium dry
fruits and comes in four different formats each of which is a mix of select premium dry fruits
enrobed in rich Cadbury Dairy Milk chocolate.

BOURNVILLE FINE DARK CHOCOLATE

Cadbury India launched its dark chocolates- Cadbury Bournville Fine Dark Chocolate - in the
Indian market.

Globally, dark chocolate is the fastest-growing segment. It is loved by millions of consumers

because of its rich taste and intrinsic health and well-being benefits.
The chocolate is available in four different variants - Rich Cocoa, Almond, Hazelnut and
Raisin & Nut - priced at Rs 75 a pack.

24
STRATEGIES OF CADBURY’S

CADBURY'S CREATIVE LAUNCH

A new ‘after dinner' segment Cadbury Desserts “for sweet moments after dinner”

“Khaane Ke baad Kuch Meetha Ho Jaye” Rs. 20/- per packet of 44 gms

Cadbury Dairy Milk (CDM) Desserts – with rich indulgent crème center, in exotic & traditional
flavors of Tiramisu and Kalakand. CDM Desserts offer the perfect rounding off taste, after
meal that adds special ‘Meetha' moments to the family. The rich tastes of CDM combined
with the unique crème center in exotic flavors provide a special chocolate experience. CDM
Desserts add delight to the after-meal moments, especially with the consumers whose
current choice of sweets range from home made delicacies to fruits to meethai.

PRICING

After the roaring success of Nestle’s Munch and Chocostick, Cadbury’s empire struck back
hard.

The Rs 5 price point accounts for more than half of all chocolate sales. Nestle had seized
the initiative at this price point, with its launch of Munch, now a roaring success (and the
largest selling product at that price point). Today, Cadbury has four products at this price
point: CDM, Perk, 5 star and Gems — and the five-rupee CDM bar is its single largest-
selling SKU.

“This is a potent price point in India, because the average purchasing power is abysmally
low,” is what industry analyst have to say.

25
Nestle kicked off one of the biggest success — the liquid chocolate category with its brand
Chocostick priced at Rs.2 — three months ahead of competition. Cadbury did react with
Chocki, priced at Rs 2, expanding the concept of sachetisation to new frontiers. Chocki has
been the single biggest growth driver for Cadbury as well as the entire chocolate category.
The novelty of the format endeared itself to the existing customer. In less than one year, it
constituted nearly 10 per cent of the total chocolate market, split equally between Cadbury
and Nestle.

VOLUME LED GROWTH STRATEGY

Cadbury has followed a well-planned strategy of fuelling volume growth by introducing

smaller unit packs at lower price points. Simultaneously, the company seems to have
astutely juggled with the larger pack sizes and raised prices to a degree higher than what
appears at face.

PRICE WOES

Chocki, selling at a potent price point of Rs 2, was ideal for smaller towns, especially since it
did not need refrigeration. But Chocki started to cannibalise other higher-priced chocolates in
larger markets.

DISTRIBUTION

Chocolate needs to be distributed directly, unlike other FMCG products like soaps and
detergents, which can be sold through a wholesale network. 90% of chocolate products are
sold directly to retailers.

Distribution, in the case of chocolates, is a major deterrent to new entrants as the product
has to be kept cool in summer and also has to be adapted to suit local tropical conditions.

Cadbury's distribution network used to encompasses 2100 distributors and 450,000 retailers.

The company has a total consumer base of over 65 million. Besides use of IT to improve
distribution logistics, Cadbury is also attempting to improve distribution quality. To address
the issues of product stability, it has installed VISI coolers at several outlets. This helps in
maintaining consumption in summer, when sales usually dip due to the fact that the heat
affects product quality and thereby offtake.

26
To avoid cannibalization of its higher priced products from lower priced ones, Cadbury is
setting up two separate distribution channels – one for CORE business & other for MASS
markets, with different stockists, wholesalers and retailers. One set will be dedicated to
Cadbury’s high-end products and traditional chocolates. The other will cater to the mass
market brands namely Chocki, Halls, Eclairs et al — all products priced below Rs 3.

But today, Cadbury's distribution network reaches out to six lakh outlets each for its
chocolate & confectionery brands (i.e. total reaching12 lakh outlets).

PROMOTION

Typically it is said that chocolates are being eaten when everyone is happy. And this is
something advertising has always portrayed. But it is found chocolates are eaten under
diverse conditions and moods - when people are anxious, when they are sad, when happy -
a whole range of emotions. Condensing these views & thoughts, it can be said chocolate is a
true soul mate. Someone who is with you through the ups and downs of life, helping you
bounce back. And that's what Cadbury's Dairy Milk (CDM) positioned itself as - a special
friend.

27
RE-INVENTING CABDURY

“Kya Swad Hai Zindagi Mein” redefined the way Indians looked at Cadbury Chocolates. (The
commercial showed a beautiful young lady overcoming all obstacles on the cricket ground,
crossing boundary, watchman, securities and embracing her lover who won the game by
hitting a six). This theme introduced in around mid 90’s bought instant growth to Cadbury’s
Dairy Milk. The Ad campaign ran successful for about four years and immersed deeper
inside hearts of Indians.

In March 2002, Cadbury launched its next advertisement campaign for its flagship chocolate
brand, Cadbury's Dairy Milk (CDM). The campaign featured a television (TV) commercial
that was significantly different from the company's earlier commercials for the brand. It
featured Cyrus Broacha interviewing college students and asking why they liked to eat CDM.
This was followed by college students 'singing' their excuses for eating CDM. Just as the
commercial seems all set to end with the students and Cyrus singing the famous CDM
theme, 'Khane Walon Ko Khane Ka Bahaana Chaahiye' (those who want to eat, will find
excuses), a student comes up and questions Cyrus.

The advertisement aimed at conveying the idea that no specific occasion is required for
consuming CDM. This was a significant departure from CIL's strategy of appealing to adults
in India, who sought a rational justification for indulging in chocolate consumption. Cadbury
roped in Preity Zinta for its PERK brand. Preity Zinta’s angelic dimples laid the foundation for
what would become the Indian teenager’s favorite snack. After this campaign, PERK’S sale
surged.

Cadbury’s advertising has, over the past few years, aptly reflected India’s passion for
chocolates.

CADBURY ADVERTISEMENTS

• Dil ko jab kushi choo jaye..."...kuch meetha jo jaye.."

• Akhir barvi pass ho hi gaya." kuch meetha jo jaye..

• Log Cadbury Kyon Khate Hai….Khaane waalon ko khaane ka bahaana."

• Cadbury’s Dairy Milk…..Asli swad zindagi ka

• CADBURY DESERTS - “khaane ke baad kuch meetha ho jaaye.”

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 • Cadbury’s Celebrations - Rishto ki Mithas

CADBURY AND THE WORM CONTROVERSY

The discovery of worms in some samples of Cadbury’s Chocolate in early October 2003

created one of the biggest controversies in India against a Multi National reputed for being a
benchmark of QUALITY.

The controversy created an deep adverse impact on the company with their sales not only
drastically dipping down, but at the same time allowing the competitors to establish their
foothold and taking maximum advantage of Cadbury’s misfortune.

The controversy, and the adverse publicity received in several countries, set back its plan of
outsourcing model which would have resulted in significant revenue generation, several
months back.

The "worms’ controversy" came at the worst time….the next few months were the peak
season of Diwali, Eid & Christmas. Cadbury sells almost 1,000 tonnes of chocolates during
Diwali. In that year, the sales during festival season dropped by 30 per cent. The company
saw its value share melt from 73 per cent in October 2003 to 69.4 per cent in January 2004.
In May, however, it inched up to 71 per cent. CDM sales volumes declined from 68 per cent
in October ’03 to 64 per cent in January 2004

Clearly, the worm controversy took a toll on Cadbury's bottom-line. For the year ended

December 2003, its net profit fell 37 per cent to Rs 45.6 crore (Rs 456 million) as compared
with a 21 per cent increase in the previous year.

However, Cadbury’s reiterated that all through the 55 years of leadership in India that it has
remained synonymous with chocolates and has remained committed to high quality and
consumer satisfaction."

CABDBURY’S FIGHT-BACK

'Project Vishwas'

“Steps to ensure quality & regain the confidence”

29
Following the controversy over infestation in its chocolates, Cadbury India Ltd unveiled
'Project Vishwas', a plan involving distribution and retail channels to ensure the quality of its
products.

The company's team of quality control managers, along with around 300 sales staff, checked
over 50,000 retail outlets in Maharashtra and replaced all questionable stocks with
immediate effect.

The Vishwas programme was intended to build awareness among retailers on storage
requirements for chocolates, provide assistance in improving storage conditions and
strengthen packaging of the company's range of products.

Cadbury reduced the number of chocolates in its bulk packets to 22 bars from the present 60
bars. These helped stockists display and sell the products "safely and hygienically" 190,000
retailers in key states were covered under this awareness programme.

THE BIG ‘B’ FACTOR

The big factor that has pushed up CDM sales is the Amitabh Bachchan campaign. It helped
restore consumers' faith in the quality of the product. In early January, Cadbury appointed
Amitabh Bachchan as its brand ambassador for a period of two years.

The company believed that the reputation he has built up over the last three decades
complements their own, which was built over a period of 50 years. Yet, the entire credit of
recovery could not be attributed to the brand mascot.

Incisive action taken by the company also helped. Some of which were:

1. Responded to consumers concern over the issue rapidly. Also, the communication
campaign worked effectively in giving out the central message.

2. The packaging was changed to include a sealed plastic wrapper inside the outside foil.

Cadbury’s launched a new 'purity-sealed' packaging for its flagship product, Cadbury Dairy
Milk. The packaging is in response to foreign bodies, notably worms, being found in its
products. Over the next few weeks Cadbury will work towards introducing either a
heatsealed or a flow-pack packaging that offers a high level of resistance to infestation from
improper storage.

30
3. New advertising & promotion campaigns were in place which accounted for an Ad spend
of nearly Rs 40 crore (Rs 400 million) Cadbury invested nearly Rs 25 crore (Rs 250 million)
this year on new machinery for the improved packaging.

CADBURY’S SINGING SWEETLY AGAIN

All is well that ends well. And for Cadbury’s India, nothing can be sweeter than Regaining
Back the Consumer Confidence.

Thanks to quick action taken to recover the damage done by the worm controversy like
Operaion Vishwas, adopting new packaging & massive advertising with Mr. Amitabh
Bachchan as their brand ambassador, Cadbury’s regained its market share.

Cadbury India appointed management consultancy firm AT Kearney to draw up a strategy to

control costs in several areas, including sourcing of raw materials and packaging. This was
partly an outcome of the worms’ controversy more than a year ago. Among other things, it
changed the wrappers for its Cadbury Dairy Milk brand and introduced better coolers.

The consultancy firm will also look at the sourcing of direct and indirect materials like
renegotiating with suppliers for longer term contracts and vendor management. Other costs
(indirect expenses) like travel costs and hotels were also being studied.

In other words, Cadbury is trying to reduce the cost per stock keeping unit (SKUs, or packs).
The aim is to improve efficiencies.

31
SUCCESS FACTORS OF CADBURY’S INDIA LIMITED

1. Global management processes:

India occupies a high profile position in the global organization, with advocates in regional
and global headquarters. Global management has allowed the local operation a high degree
of flexibility in growing the business, understanding that asset utilization may be lower and
returns slower to arrive, but expecting volume share to compensate for lower margins in the
long run.

2. Local management processes:

The Cadbury India team is all-Indian and has a deep understanding of local market
dynamics.

The business is set in a way that highlights localization across all facets – driving the belief
that the only way to succeed in India is by developing localized business models. For
example, the company tailored the chocolate formula in India to prevent melting in the
country’s open-air high frequency store environment.

3. Customized business models:

Local management has set up systems to test and develop products from the ground up with
specialized interlinked cells that execute innovation and market testing hand-in-hand.
Cadbury India is known as a key product innovator. Besides Dairy Milk, the entire Cadbury
product portfolio in India has been developed locally to suit Indian consumer tastes.
Packaging, marketing and distribution have all been tailored to local market conditions.

4. Royalty Structure:

Royalty to Cadbury Schweppes is around 1 per cent of the turnover. But with that, the
company gets unlimited access to latest technology, new products and so on. They can also
introduce new products from the parent, if it is suitable for Indian market.

5. Subtle reengineering of raw material mix led to cost savings:

Cadbury has reduced its dependence on cocoa, thus lowering its exposure to volatile raw
material prices as well as cutting costs.

It appears that they have subtly altered its recipe by using less of costlier cocoa and more of
milk and sugar. Cadbury's launch of Perk has also contributed significantly in reducing the
proportion of cocoa in the overall raw material mix.

32
6. Brand Building:

Since its inception, Cadbury in India has stayed ahead thanks to their constant marketing
initiatives, that have at all points in time understood the needs of and opportunities in a
changing nation but Nestle had stood firm in second position resulting from their
responsibilities and providing quality products. Amul an Indian company has been able to
create brand quality and thus selling their product through their name.

7. Wide variety of brands:

The '60s was a decade which saw the launch of brands that are etched in the hearts of
generations of Indians - Tiffins, Nut Butterscotch, Caramels, Crackle, 5 Star and Gems. It
was a strategy that introduced consumers to a variety of tastes and product forms leading to
a rapid increase in chocolate consumption.

8. Quality products at low price:

Cadbury's Eclairs was launched in 1972, at the then princely sum of 0.25p and was an
instant hit. It continues to be one of the biggest brands in the Cadbury portfolio and offers the
lowest price point at which consumers can experience the real taste of chocolate. But as
compared to other companies the price are very high because of lack of competition.

9. Innovative & attractive packaging:

In the years that followed, Cadbury invested in technology and made an impact through
innovative packaging. This decade experienced a continuous growth in volumes as Cadbury
launched a flurry of brands with different pack sizes, at various price points. The now
ubiquitous Sheet Metal Dispenser seen on cash counters of thousands of shops for
dispensing chocolates was an innovation that helped brand the colour purple in the minds of
the Indian consumer.

10. Timely expansion of market:

In the 90's Cadbury realised both the scope and the need to expand the market. Hitherto
perceived only as a children's product, Cadbury 'universalized' the chocolate market. The
multi-award winning advertising campaign - 'The Real Taste of Life' - was launched,
capturing the childlike spontaneity in every adult.

33
Moulded chocolate and éclairs also showed satisfactory growth. This has also helped in
improving the infrastructure and distribution reach of the company in chocolate and
confectionery segment.

11. Introducing new products:

Cadbury 5 Star with its “Energizing Bar” campaign targeted the youth, offering them a mind
and body charge. While pre-empting competition, Cadbury Perk - the light chocolate snack -
pushed chocolates into the wider area of snacking by promising 'Thodi Si Pet Pooja Kabhi
Bhi Kahin Bhi' (anytime, anywhere) and has introduced new flavours like ‘Mint Hint’, ‘Mango
Tango’, Very Strawberry’. It has also introduced various new chocolates like Gollum and
Frutus in recent years.

12. Constant diversification:

Faced with rapidly changing markets and increased competition, Cadbury launched Truffle
to hit the high ground of great tasting chocolate. This was followed by Picnic in 1998, which
with its unique, multi-ingredient construct, promises to take chocolates straight into the realm
of snacks. With the introduction of Gollum and Frutus Cadbury has taken the market by
surprise.

13. Commitment of expansion:

With the launch of Trebor Googly, the tangy, fizzy candy, Cadbury took the market by
surprise and marked the entry of Trebor into the fast growing Indian sugar confectionery
market. The extension of Googly to a Mint flavour reinforces Cadbury's commitment to
establish the Trebor name as a strong player in the value added sugar confectionery market.

14. Repositioning:

Cadburys has been repositioning its products for children to adults and for celebrative
occasions. A repositioning campaign was arranged for dairy milk that showed adults doing
unconventional things (like a lady breaking into a jig in the middle of the overflowing cricket
stadium) driving home the message that adults could enjoy chocolate as well.

34
15. Information technology:

At Cadbury India they believe that effective communication and availability of information 'at
the right time and the right place' is critical for an edge in business. In order to achieve this
they realised the importance of and have in place, an effective IT infrastructure.

Through IT investment, they aim to

• Remain competitive in the fast changing environment.

• Incorporate best practices in the business processes.
• Arrive at uniform software and business practices globally within Cadbury
Schweppes.
• Provide Y2K compliant software for all group companies.
• Achieve flexibility of systems to keep pace with changing environments.
• Increase speed of response to business processes.
• Minimise working capital.

35
Cadbury Picnic

BACKGROUND

Cadbury Picnic is a chocolate bar with milk chocolate and peanuts, covering nougat,
caramel, and puffed rice. Picnic is a random composition and has different fairly chunky
ingredients.

The Picnic brand was launched in India in the year 1998. Cadbury launched Picnic, which is
one of its major chocolate from its international portfolio. Picnic was launched to further
evolve the chocolate market into the snacking area, a task that has already been initiated by
Perk.

Picnic was specifically designed for Russian taste thus not suited to the Indian consumer.
Indians felt that this chocolate had too many textures and too many flavours, none of which
really made a coherent experience. Indians are very particular about tastes and may not
have taken the product taste too well. Picnic was re-launched with a changed composition in
smaller packs in the year 1999 – 26 gm pack priced at Rs. 10 and 43-gm pack priced at
Rs.15.

Picnic is shaped in a very rough manner and can rightly be called ugly looking.

Nothing agrees with this better than the slogan for this particular product "Deliciously Ugly".
The bars are lumpy in shape and may not have been liked by the Indian consumer.

1998 was a time when India was not really open to such a product. Targeted at males of 18-
29 at time when a third of population was below 15 years of age in 2000 points that timing
was not correct.

Picnic was “wrong product in wrong time at wrong place” destined to fail !!

36
CADBURY PICNIC: AN APPEAL TO THE FIVE SENSES

The Packaging

• The packaging is purple.

• The word ‘Picnic’ covers most of the front and also it depicts peanuts and raisins.
• The packaging informs you in gold writing that it’s ‘Packed with Peanuts and Raisins’.
• Turning the bar over, the – nutritional information, barcode, best before date, weight,
ingredients and contact information can be seen.

Appearance upon Opening

• Cadbury PICNIC is around five inches long and it appears to be packed with
SOMETHING. There are large bumps all over the upper surface of the rounded bar.
• The chocolate is brown colored milk chocolate.

The Smell

• The smell of the chocolate lacks the appealing smell associated with other chocolates.

The Taste

• Cadbury PICNIC is crunchy (at the top teeth) and chewy (bottom) (due to the cereal and
nuts for the crunch, and the caramel and raisins for the chew).
• The peanuts are not a dominating flavour in the Picnic unlike in Snickers; in fact, the
raisins have a stronger flavour. The cereals are the most noticeable crunch texture, and
the caramel makes the bar chewy.
• The flavour is difficult to describe, perhaps because there were so many different
flavours and textures presenting in one bar. The flavours bind together, providing a very
appealing taste sensation.

37
MARKET SURVEY

OBJECTIVE OF THE STUDY:

The Objective of my study is:

• The study consumer’s preferences for chocolate

• To study the recall value of Cabdury’s Picnic among the consumers and retailers

• To find a Gap to Relaunch and reposition Cadbury’s Picnic in the Indian market.

COLLECTION AND ANALYSIS OF DATA:

• Primary Data

Surveys/Questionnaires

1. Customers Survey – A sample size of 100 is chosen.

2. Retailors – A sample size of 25 is chosen.

Interactive

1. Interaction with customers in the Market/Household

2. Interaction with Retailers.

• Secondary Data

1. Data accessibility from Prowess and EBSCOO

2. Internet

3. Newspapers, Magazines and Other Published Journals

• Statistical Analysis of the collected primary data

• Report preparation

38
RESEARCH METHODOLOGY:

• Types of questionnaire

For the convince of conducting survey for 100 customers and 25 Retailers the
questionnaire is structures, undisguised and closed ended so that it becomes easy
for the customers to response.

• Mode of administration

Personal interview and interaction have been done with few retailers and customers
to framing of the questionnaire.

• Sampling detail

Unit: The total size (N) = N1 + N2

Where, N1 = 100 Customers

N2 = 25 Retailers

Frame: For Customers & retailers Survey – Customers & Retailers across
Mumbai were surveyed

39
Data findings and Analysis

DATA ANALYSIS FOR CONSUMERS

1. Do you like to eat chocolates?

LIKE AND DISLIKE OF CHOCOLATES

2%
11%

Very much
Okay Okay
28% Not much
59%
Not at all

As far as the demand of the chocolate majority of customers like to eat chocolate. There is
tremendous scope for the Indian Chocolate market which can be fulfilled by various
chocolate players in the market.

40
 2. How frequently do you buy chocolates?

BUYING PATTERN

Special
occasions Once every
25% day Once every day
33%
2-3 times a week
Once a Once a week
week
Special occasions
12%
2-3 times a
week
30%

33% of people responded that they buy chocolate on daily basis People buying chocolates 2
or 3 times in a week was 30%.This shows that the overall buying patter of chocolate among
customers is good and the market should has great potential.

3. Where do you normally buy chocolates from?

PREFFERED DISTRIBUTION
CHANNEL

12%

9%
Kirana shop
Supermarkets
Both

79%

The buying patter of the customers shows that most of the customers prefer to buy
chocolate from small local kirana shops. That shows that in order to succeed in the
chocolate market the players have good relationship with the Kirana shops.

41
4. Which brand of chocolates you prefer?

MARKET LEADER
2% Cadbury’s

2% Nestle & Cadbury

2%
9% Cadbury & Foreign
Brands
10%
Only Foreign Brands

57%
18% Amul

Nestle

Nestle & Foreign

Brands

The customers most preferred choice of brand is Cadbury followed by Nestle. Cadbury rules
the Indian market and is customers 1st choice.

5. Would you prefer to switch to another brand if the prices are high???

PRICE SENSITIVITY OF CONSUMERS

Indifferent
4%
No No
43%
Yes
Yes
53% Indifferent

It could be seen that Indian customers are very much price sensitive. 53% of the customers
responded that if the price of chocolate is increased they might even change the brand they
prefer.

42
 1. What is the first word that comes to mind (your first reaction) on looks of the below
chocolate?

Nuts
21% 19%
Ugly

Crunchy

18%
27% Weired

15% Wont Buy it at

all

27% of the customers responded that they found the shape of picnic ugly and many even
responded that since the shape does not appeal to their eyes they will not buy it.

7. Now that you have seen how the chocolate looks, would you like to buy it? Give your
answer just based on its looks.

15%

Yes
No

85%

Even after taking a look at the package of the chocolate customers responded that since the
packaging was not appealing to them they will not buy the chocolate

43
8. Your reaction on shape of the chocolates?

· I don’t
care; I am ok
with uneven
shapes!
5% 10%
· I like bar
shape (e.g.:
30% Dairy Milk, Kit
Kat)
· I like
spherical shape
(e.g.: Munch
55%
balls, Gems)
· I am OK
with any shape,
it should be
even!
The bar shape chocolate is the most preferred choice of the customers followed by spherical
shape.

9. Do you know the brand of below chocolate?

25%

Yes
No

75%

Most of the customers were not able to recognize the Brand that manufactures Picnic nor
were they able to recollect that such a brand was ever launched in India.

44
10. Rate your preferences in choice of chocolates on a scale of 1-5 (5 being highest rank)

PREFERENCES

Packaging
Taste
20%
28% Taste
Brand
Ingredients
Ingredients
Packaging
25% Brand
27%

On an average the scale of preference was as follows:

1st priority: Taste

2nd priority: Brand

3rd priority: Packaging

4th priority: Flavors

5th priority: Sweetness/less sweet

6th priority: Calories

7th priority: Price

The customers prefer taste and they even go for brand reliability. Brand and the taste of
chocolate is the most important factor that influences customer’s decision.

45
DATA ANALYSIS OF RETAILERS

1. Which brands of chocolates does the shop sell?

5%

23%
39%
Cadbury’s
Nestle
Amul
Imported brands

33%

Most of the retailers sell Cadbury’s brand. This shows the distribution network of Cadbury’s
and their relationship of the company across various distribution channels

2. Which Brand of Chocolate Sell the Most?

3%
12%

Cadbury’s
Nestle
25% Amul
60%
Imported Brands

Cadbury’s is the most selling brand in the Indian market. It’s the most preferred choice of the
customers and that the reason it’s the most preferred choice of retailers.

46
3. What are customer’s preferences in the choice of chocolates?

Taste

Sweetness
19% 22%
Price

Calories
15% 8%
Brand of the
chocolate
15%
Packaging
18% 3%
Ingredients/
flavors

According to the retailers customers give 1st preference to taste and another importance
they give to brand of chocolate.

4. Sales of chocolates are highest during which period?

12%

Festival

Constant
throughout the
year
88%

Festival season is the time when the sale of chocolate really goes up. This shows that the
customers buying trend is changing and they are moving from traditional sweets to
chocolates.

47
5. Are there any customer complaints about the existing brands of chocolates?

5%

Yes
No

95%

Most of the customers do not have any complain with the chocolate they buy. They have
almost forgotten the Cadbury’s warm story and are almost satisfied with brand they buy.

6. Do you know the brand of below chocolate?

12%

Yes
No

88%

88% of the retailers were not able to recognize Picnic chocolate brand. This very well shows
that the chocolate when it was launched was not a successful product in the Indian market.

48
7. Has the demand for chocolates risen in the past few years?

25%

Yes
No

75%

Ever the last period the sale of chocolate has risen. The product is getting acceptable by the
customers and is the buying pattern and taste of customers is changing.

49
RECOMMENDATION

REASONS FOR FAILURE

• Physical appearance
o Its irregular shape did not appeal to the customers.
o Varying quantity of peanuts and raisins in each PICNIC bar resulting into low
standardization.
o Due to irregular mold of the chocolate opening and eating it was a problem.

• Packaging
o In the packaging the letter PICNIC was so large that it covered most of the
front side which was unlikely the Cadbury way to brand.
o This resulted in poor brand association with the customers.
o Also the name Cadbury could not be clearly and easily seen.
o The word picnic was surrounded by what looked like a jam spoilage or may
be blood giving a negative impact about the product to the customers.

• Pricing
o The PICNIC bar was priced at Rs.10 whereas its competitor Nestle sold
Munch for Rs.5 and used aggressive marketing.

• Inconsistent taste
o Due to inconsistent proportion of raisins and peanuts taste varied from each
picnic bar to bar.
o Also due to this the chocolate could not meet the taste requirement of some
customers resulting in unsatisfied customers.

50
 o Also peanuts and raisins were not properly fried resulting in varying taste.

• Improper communication about the value proposition to the target audience

o Cadbury PICNIC chocolate was not properly promoted by the company since
it was not its flagship product.
o Also lack of association with brand ambassador when compared to its
competitors resulted into low sales.
o Also the promotional campaign positioned it as an alternate to full diet which
is contrary to the mindset of an Indian customer.

PROPOSED RE-LAUNCH OF PICNIC

Rationale behind the re-Launch

• Considering the current competitive market and intense competition Cadbury can no
longer rely on its flagship product even though it faces low competition in the market
• By re-launching Cadbury PICNIC chocolate as an energy bar the product portfolio
should be expanded which can prove to be a flanking strategy for Cadbury.
• Considering the average age composition of the Indian population which lies around
25-30 Cadbury PICNIC chocolate if launched as energy bar on the move it can have
a huge target segment.
• Also the company has a state of art manufacturing unit for the production of Cadbury
PICNIC bar which can be used without causing additional cash outflow in
infrastructure development.
• Cadbury PICNIC chocolate being rich with peanuts and raisins should be re-
launched since it can fulfill energy needs in a tasty way and its nutritional facts can
be highlighted for this purpose.
• Cadbury can use the re-launch to make competitors re-strategize also it can have the
first mover advantage.
• There is a very low competition in the market for an energy bar at an affordable price.
So, Cadbury being the market leader in Indian chocolate industry with deep financial
backing, advanced technology, extensive distribution network and a trusted name
can easily cover the gap.

51
STP ANALYSIS

Segmentation

• Cadbury’s ‘Picnic’ is a mass market product. This confirms that all demographic
segments & geographic segments have the potential.
• Customers for chocolate can be distinctly identified by their behavior patterns
(perceived benefit of the product). Thus, behavioral segmentation is adopted as the
basis of segmentation.
• The market is segmented as per the benefit sought by the consumers.
• The market can be divided into customers looking for –
Fun & Relishing, Filling, Instant Energy, Socializing.

Targeting

• The target chosen for re-launching this product are the consumers looking for Instant
energy amidst their fast-paced life.
• Cadbury Picnic scoring high on nutritional facts and has energy giving ingredients
like peanuts, raisins it can initially target from teenagers to working class people.
• These would involve school-going children during their lunch breaks, college
students, working people under stress during the office hours.
Positioning:

• We propose to position Cadbury Picnic Bar as “TOTAL ENERGY REPLENISHER

ON THE MOVE” as a meal between the meals.

MARKETING MIX:

Product:

• Cadbury PICNIC should be showcased as an Instant Tasty Energy Bar for all those who
have the need for energy replenishment on the run.
• Cadbury Picnic should have a proper mould which would give all the Picnic Bars a
uniform shape and size making it much more acceptable.

52
• The Picnic Bars should also have a prefixed amount of peanuts and raisins which will
make the taste of the Picnic bar uniform and also the calories in each bar at the same
quantity.

Place:

• Cadbury PICNIC should make full utilisation of the highly efficient distribution network to
make sure that Cadbury Picnic taps the full potential market.
• One more strategy that Cadbury Picnic should use is a higher or an increase in the trade
discount should be given.
• Also Cadbury Picnic has to concentrate more on the Tier I and Tier II cities where the
people would actually like a chocolate energy bar to fulfill their energy needs.

Price:

• The price of the energy bar should be around 10 Rs. per bar which would not only be the
same as that of the older price but will also be in correspondence to the similar products
available in the market today.

Promotion:

• Cadbury Picnic has to go for an aggressive promotion and marketing campaign.

• The traders should be motivated to gain maximum shelf space for PICNIC leading to
more visibility.

• Selection of a brand ambassador for the bar who should be such that there is an easy
association for the ambassador and the energy bar Picnic. Brand Ambassador like
Akshay Kumar should be roped in as he is considered a Man with of lot energy and has
a good popularity among the Indian Masses.

• Heavy display of the Cadbury Picnic bar at Public Places by the use of banners,
billboards, dazzlers and kiosks.

• Sponsoring of certain sports and other energy sapping events should be done in such a
way that would help in gaining a good presence in the consumers mind.

• Also advertisements should be displayed or telecasted during the primetime in order to

get the maximum viewership.

53
PROPOSED ADVERTISEMENTS FOR CADBURY’S PICNIC

Advertisement 1

54
 Advertisement 2

In the above shown advertisements the clear cut message of energy could be seen.
Popeye spinach is considered as a great source of energy for him and in the above
advertisements his Spanish is replaced with Cadbury’s picnic which now gives his
instant energy and is his new choice.

55
Advertisement 3

Part 1

56
 Advertisement 3

Part 2

Advertisement 3 is an innovative advertisement, in which the 1st page would be part 1

and it will open out to part 2 of the advertisement. Cadbury’s “Pappu Pass Ho Gaya”
was a Hit campaign and trying to leverage that same Advertisement “Pappu Pahalwan
ban Gaya” campaign could be launched.

57
CONCLUSION

The Indian Chocolate Industry is a unique mix with extreme consumption patterns, attitudes,
beliefs, income level and spending. At one hand, we have designer chocolates that are
consumed when priced at even Rs 2500/kg while there are places in India where people
have never even tasted chocolates once.

Understanding the consumer demands and maintaining the quality will be essential.
Companies will have to keep themselves abreast with the developments in other parts of the
world.

PRICING is the key for companies to make their product reach consumers’ pockets. Right
pricing will make or break the product SUCCESS. Economical distribution of the products
will also be equally important.

The companies’ strategies should focus on driving sales through a right product mix, efficient
materials procurement, reduced wastages, increased factory efficiencies and improved
supply chain management.

There’s an immense scope for growth of chocolate industry in India - geographically as well
as in the product offering. The Indian Chocolate Industry is destined to grow and will do so in
the future.

58
ANNEXURES

CHOCOLATES

TYPES OF CHOCOLATES

Depending on what is added to (or removed from) the chocolate liquor, different flavors and
varieties of chocolate are produced. Each has a different chemical make-up; the differences
are not solely in the taste.

1. Unsweetened or Baking chocolate is simply cooled, hardened chocolate liquor. It is used

primarily as an ingredient in recipes, or as a garnish.

2. Semi-sweet chocolate is also used primarily in recipes. It has extra cocoa butter and
sugar added. Sweet cooking chocolate is basically the same, with more sugar for taste.

3. Milk chocolate is chocolate liquor with extra cocoa butter, sugar, milk and vanilla added.
This is the most popular form for chocolate. It is primarily an eating chocolate.

CATEGORIES OF CHOCOLATES

Chocolate market can be segmented as follows:

Large units bars/ slabs,

• Count lines,
• Panned varieties,
• Small value added units.

Confectionery products can be categorized as

• Hard boiled sugar candies, lollipops, jellies

• Toffees

59
 • Chewing candies
• Breath freshners, digestives, throat relievers

Gum based products are

• Chewing gum
• Bubble gum

Chocolates and Confectionery Industry

Chocolates Sugar confectionery Gum based

Bars/ Slabs Hard boiled Chewing gum

Count lines Toffees Sugar coated chewing gum

Panned (Gems) Soft chew Bubble gum

Eclairs Jelly candies

Assorted Deposit candies

Lollipops

Mints, etc.

CHOCOLATE SEGMENTATION

Chocolate market can be segmented into moulded chocolates, count chocolates, panned
chocolates, eclairs and assorted chocolates.

Type of chocolates % Share in chocolate market

Moulded 37%
Count 30%
Eclairs 20%
Panned 10%
Others 3%

Others
Panned
3%
10% Moulded
Moulded
Count
Eclairs 37%
20% Eclairs
Panned
Count Others
30%

60
Moulded chocolates, like Dairy Milk, Truffle, Amul Milk Chocolate, Nestle Premium, Nestle
Milky Bar, is the largest segment accounting for more than 1/3rd of the market.

Count lines (5 Star, Perk, Kit Kat, Picnic) are the second largest segment accounting for
30% of the volumes. The Count line segment has been growing at a faster pace during the
last three years driven by growth in Perk and Kit Kat volumes.

Panned products include Cadburys' Gems, Nutties, and Nestle's Marbles. In panned
segment, Cadbury dominates with over 95% market share.

Eclairs (droplets of hard caramels with a soft chocolate fillings) are a low unit priced product.
Cadbury Eclairs was launched in 1972. Parle Products launched Melody in 1991. Nestle is a
recent entrant in the segment. Nutrine's Eclairs has done extremely well in the market.

FORM OF CONSUMPTION

a. Pure Chocolates

b. Toffees

c. Cakes & Pastries

d. Malted Beverages

e. Wafer Biscuits & Baked Biscuits

f. Chocolate Desserts

61
 MARKET SURVEY FOR CHOCOLATES

QUESTIONNAIRE FOR CONSUMERS

Name:……………………………………………………………………………………………………
……………………………………..

Age :
……………………………………………………………………………………………………………
……………………………….

Gender…………………………………………………………………………………………………
……………………………………….

Questions List

1. Do you like to eat chocolates?

• Very much
• Okay Okay
• Not much
• Not at all

2. How frequently do you buy chocolates?

• Everyday
• 3-4 times a week
• 1-2 times a week
• 1-2 times a month
• Never

3. Where do you normally buy chocolates from?

• Your local kirana shops

• Supermarkets like Big Bazaar

4. Which brand of chocolates you prefer?

• Cadbury’s
• Nestle & Cadbury
• Cadbury & Foreign Brands
• Only Foreign Brands
• Amul
• Nestle
• Nestle & Foreign Brands

5. Would you prefer to switch to another brand if the prices are high?

62
 • Yes
• No
• Indifferent

6. What is the first word that comes to mind (your first reaction) on looks of the below
chocolate?
• Nuts
• Ugly
• Crunchy
• Weird
• Won’t buy it

7. Now that you have seen how the chocolate looks, would you like to buy it? Give your
answer just based on its looks.

• Yes
• No

8. Your reaction on shape of the chocolates?

• I don’t care; I am ok with uneven shapes!

• I like bar shape (e.g.: Dairy Milk, Kit Kat)
• I like spherical shape (e.g.: Munch balls, Gems)
• I am OK with any shape, it should be even!

9. Do you know the brand of below chocolate?

• Yes
• No

63
10. Rate your preferences in choice of chocolates on a scale of 1-5 (5 being highest rank)

• Taste
• Sweetness
• Price
• Calories
• Brand of the chocolate
• Packaging
• Ingredients/ flavours

64
 MARKET SURVEY FOR CHOCOLATES

QUESTIONNAIRE FOR RETAILERS

Name of the
Shop……………………………………………………………………………………………………
……………………

Location…………………………………………………………………………………………………
……………………………………..

Questions List

1. Which brands of chocolates does the shop sell?

• Cadbury’s

• Nestle

• Amul

• Imported Brands

2. Which Brand of Chocolate Sell the Most?

• Cadbury’s

• Nestle

• Amul

• Imported Brands

3. What are customer’s preferences in the choice of chocolates?

Taste

Sweetness

Price

Calories

Brand of the chocolate

Packaging

Ingredients/ flavors

4. Sales of chocolates are highest during which period?

• Constant throughout the Year

65
 • Festival Season

5. Are there any customer complaints about the existing brands of chocolates?

• Yes

• No

6. Do you know the brand of below chocolate?

• Yes

• No

7. Has the demand for chocolates risen in the past few years?

• Yes

• No

66
BIBLIOGRAPHY
References

Websites

http://www.candysnob.com/archives/2009/02/review_cadbury_picnic_bar_from.php

• http://www.hinduonnet.com/businessline/iw/2000/10/01/stories/0201b053.htm
• 3.http://budgetwithet.economictimes.indiatimes.com/Economic_Survey/Your_Say/For
um/Impact_on_You/Young_India_to_reap_demographic_dividends/esarticleshow/28
23066.cms

• http://www.icmrindia.org/casestudies/catalogue/Marketing/Reinventing%20Cadbury%
20-%20Marketing%20Case.htm

• http://www.chocablog.com/reviews/cadbury-picnic/

• http://www.domain-b.com/news_review/199908aug/19990815newsa.html

• http://www.thehindubusinessline.com/2006/01/17/stories/2006011701531100.htm

• http://www.cadburyindia.com/home/index.asp

• http://en.wikipedia.org/wiki/Picnic_(chocolate_bar)

Newspapers

• The Economic Times

• Mint

• The Hindu

Books

• Cadbury’s Purple Region – The Story Behind Chocolate’s Best-Loved Brands

By: John Bradley

• E Book - Industrial Chocolate Manufacture and Use

BY: Beckett, Steve T.

67