“Brand Promotion Of Tzinga Energy Drink”
Summer Internship Project Report
Submitted towards Partial
Fulfillment
of
Post Graduate Diploma in Management-MM
(Approved by AICTE, Govt. of India)
Academic Session
2010 – 2012
Submitted By:
Dheeraj Singh Somvanshi
Roll No – BM.010262
Under the Guidance of:
Industry Guide: Faculty Guide:
Mr. Harsingh sir prof Urvashi Makkar
Designation Designation: faculty
Hector Beverages Pvt. Ltd. IMS, Ghaziabad
INSTITUTE OF MANAGEMENT STUDIES
GHAZIABAD
A Project Report Of Summer Internship
Project on
“Brand Promotion Of Tzinga Energy Drink”
Submitted To: Submitted By:
Prof Urvashi Makk Dheeraj Singh Somvanshi
BM 010262
DECLARATION
I, Dheeraj Singh Somvanshi, BM-010262 here by declared that the work which is being
presented in the report etitled “Brand Promotion of Tzinga energy Drink” in partial
fulfillment of the requirement for the award of Post Graduate Diploma in Management
studies, Ghaziabad is an authentic record of our own work carried out during period from
April 2010 to july 2010 under the supervision of Mr. Harsingh (ASM) and Ms. UJwalla
(HR, Hector Gurgaon) and regular guidance by Prof. Urvashi Makkar (Faculty Mentor,
IMS Ghaziabad).
I have not submitted the matter presented in the report for the award of any other degree or
diploma of this or any other institute.
Date: July 15th , 2010 Dheeraj Singh Somvanshi
Place: Ghaziabad
PREFACE
The PGDM program is well structured and integrated course of business studies. The main objective
of practical training at PGDM level is to develop skill in student by supplement to the theoretical
study of business management in general. Industrial training helps to gain real life knowledge about
the industrial environment and business practices. The PGDM program provides student with a
fundamental knowledge of business and organizational functions and activities, as well as an
exposure to strategic thinking of management.
In every professional course, training is an important factor. Professors give us theoretical knowledge
of various subjects in the college but we are practically exposed of such subjects when we get the
training in the organization. It is only the training through which I come to know that what an
industry is and how it works. I can learn about various departmental operations being performed in
the industry, which would, in return, help me in the future when I will enter the practical field.
Training is an integral part of PGDM and each and every student has to undergo the training for 45
days in a company and then prepare a project report on the same after the completion of training.
During this whole training I got a lot of experience and came to know about the management
practices in real that how it differs from those of theoretical knowledge and the practically in the real
life.
In today’s globalize world, where cutthroat competition is prevailing in the market, theoretical
knowledge is not sufficient. Beside this one need to have practical knowledge, which would help an
individual in his/her carrier activities and it is true that “Experience is the best teacher”
ACKNOWLEDGEMENT
With immense pleasure, I would like to present this project report for Tzinga Energy drink, Hector
Beverages Pvt Ltd.It has been an enriching experience for me to undergo my summer training at
Hector Beverages, which would not have possible without the goodwill and support of the people
around. As a student of INSTITUTE OF MANAGENENT STUDIES, GHAZIABAD, I would like to
express my sincere thanks to all those who helped me during my practical training program.
Words are insufficient to express my gratitude toward Mr. Harsingh sir (A.S.M.), (Mentor/Project
Guide) , Miss. Ujwalla Maam (H.R.) and Dr. Urvasi Makkar for their timely contribution in
completion of my project.
My heartfelt thanks go to all who helped me to gain knowledge about the actual working and the
processes involved in various departments.
However, I accept the sole responsibility for any possible error of omission and would be extremely
grateful to the readers of this project report if they bring such mistakes to my notice.
Thanking You
Dheeraj Singh Somvanshi
Enrollment BM-010262
IMS,Ghaziabad
CERTIFICATE
I, Dheeraj Singh Somvanshi, BM-010262 here by declared that the work which is being
presented in the report etitled “Brand Promotion of Tzinga energy Drink” in partial
fulfillment of the requirement for the award of Post Graduate Diploma in Management
studies, Ghaziabad is an authentic record of our own work carried out during period from
April 2010 to july 2010 under the supervision of Mr. Harsingh (ASM) and Ms. UJwalla
(HR, Hector Gurgaon) and regular guidance by Prof. Urvashi Makkar (Faculty Mentor,
IMS Ghaziabad).
We have not submitted the matter presented in the report for the award of any other degree or
diploma of this or any other institute.
This is to certify that the above statement made by the candidate are correct to the best of my
knowledge.
Dr. Urvashi Makkar
(Project Guide)
IMS, Ghaziabad
TABLE OF CONTENT
CHAPTER NO TITLE PAGE NO
CHAPTER 1 EXECUTIVE SYNOPSIS
INTRODUCTION
OBJECTIVE OF STUDY
NEED OF STUDY
SCOPE OF STUDY
CHAPTER 2 COMPANY PROFILE
INDUSTRY PROFILE
LITERATURE REVIEW
CHAPTER 3 RESERCH METHODOLOGY
CHAPTER 4 DATA ANALYSIS
CHAPTER 5 FINIDINGS
RECOMMENDATION
CONCLUSION
QUESTIONNAIRE
BIBLIOGRAPHY
APPENDIX
LIST OF FIGURES
Figures:
o Fig.1
o Fig.2
o Fig.3
o Fig.4
o Fig.5
o Fig.6
o Fig.7
o Fig.8
o Fig.9
o Fig.10
Pie Charts:
o Fig.11
o Fig.12
o Fig.13
o Fig.14
o Fig.15
o Fig.16
o Fig.17
o Fig.18
o Fig.19
o Fig.20
o Fig.21
o Fig.22
o Fig.23
o Fig.24
o Fig.25
o Fig.26
o Fig.27
o Fig.28
CHAPTER 1
EXECUTIVE SYNOPSIS
Hector Beverages brings healthy, tasty beverages to the Indian consumer. The company strives to
bring the best for human health that emerges from scientific observation/ analysis of nature and
creates tasty beverages, associating with leading companies and personalities.
I, Dheeraj Singh Somvanshi felt privileged to be a part of Institute Of Management Studies,
Ghaziabad. I did my summer training program in Tzinga Energy drinks holdings Hector Beverages
Pvt India Ltd a FMCG Sector company in Gurgaon. My project title is “Brand Promotion of Tzinga
Energy Drink”.The Project basic objective was make awareness of product along with analyzes the
awareness of product for retailer and customer.
The project begins with an introduction of Energy drinks and research of market demand, market
leader and product awareness to retailer and consumer. In this project I surveyed in areas of Sales in
retail outlets of Noida,Gr.Noida and asked selected questions to the outlet owners who were either
not selling Tzinga energy drink or selling in very less quantity. We did some research through
questionnaire, to know the consumer perception and brand awareness.
Further in the report we have defined the way we have chosen to work for the brand and mentioned
certain recommendations for the brand and the company, for improving the brand image in the
market.
We started by understanding, what kind of a market does Tzinga share and what is its posiotin in the
market.This is not useful to understand how the product is defind in the market but is useful to
understand the competition in the market.
Further in the report we would be discussing about the product and its features, also what marketing
measures have been taken to make it a unique brand identity in the market, which includes
packaging, logo, etc..Then,we would be discussing about the product positioning and the
segmentation in the market, along with the problems being faced by Tzinga today.
Out of my project I learnt these things:
When a company is new in market, it really need to make investment to make a valuable brand in
image in eyes of customers.so our main motive was to make aware the people about this product
either by free sampling, by sponsoring events in colleges, by talking people, by social networking
sites etc.
Since from the first day, we had started free sampling from GNIT Gr. Noida and since it is a new
product so we heard different words from different people. But when a new product get introduced in
the market, it usually happens with every new one because everybody is not aware about the new
product.
Since it is an energy drink, so we visited gyms, sports complex, colleges etc to make aware all the
youngsters about this because mostly this age segment prefer energy drinks most.
So we started by focusing college students, since Gr. Noida is full of the no. of colleges so its easy to
work over there because you will get no. of people at same place so its easy to create awareness
either by performing any activity like sampling, sponsoring, feedback, roleplay etc…
We had also done sales promotion by providing pamplets, demo packs, etc to the retailers to create
visibility.
A Company should understand the expectations of people, If one wants to grow in FMCG sector one
should keep the following factors in mind that the products are easily available to the consumers,
competitive services should be provided to the retailers, the price of the product should be low and
last but not the least the visibility and the most important things are promotional strategy should be
such that it hits people’s mind that create a loyal brand image
PRMOTIONAL ACTIVITIES PERFORMED
Fig.1
INTRODUCTION
The beverage offerings in the developed world are so much better than those in the developing
world. Beverages in the US and Europe are an important delivery mechanism for nutrients (macro,
like protein and micro- vitamins and minerals) while in the developing countries they are little more
than (as we have noted) sweetened fizzy water.
Hector Beverage Pvt Ltd. is here to bridge the gap, to challenge the beverage majors and their
attempts to maintain the status quo which they have been doing for all the years they have been in
business.
Hector is a beverage company with a twist. Now that does not really mean that Hector’s products
have a dash of lemon (some of them, in the future may indeed but that's well besides the point). The
twist is that Hector’s beverages are meaningful.
Well, no reason apart from the fact that the beverage giants have a vested interest in sustaining the
status quo as that keeps cost down. Hector beverages is the new kid on the block that aims to take on
the beverage majors by offering real value to the consumer- that’s it, so simple- just healthy, tasty
drinks, no celebrities, no Santa Claus, no bells, no whistles.
I feel, its important to share with all, why they call themselves Hector Beverages. The latter part
(Beverages i.e.) is self explanatory so I will resist giving a spiel about that.
The first bit, however, is not so self-explanatory. The reason, in as few words as possible, is that they
really dig Hector, the character as written by Homer in the Iliad. The Prince of Troy was noble, and
seemed to know that his good is in the greater common good. He was as much of a skeptic of the
existing order as he could have been given the times. He was able bodied and as fine a fighter as they
come but in one-on-one combat he was pretty much the underdog when he walked out of the gates of
Troy to take on Achilles. But he did walk-out leaving behind the safety and comfort of his kingdom
and took on a fairly odds-against challenge. Where we believe is going to be a departure in our case
is that we know of the Achilles' heel.
Hector associates itself with this story. As it is a very small player, new one also, in an industry
which is so dominated by major players like Coke and Pepsi, it still believes that it will survive and
win customers.
Hector knows of what are the fundamental shortcomings of the existing beverage players- their
inertia, and smugness and their commitment to status quo.
Product Categories
Carbonated Drinks Fruit Drinks Functional Drinks
Pepsi
Coke
Thumps Up
Mirinda
Sprite
7UP
Fanta
Limca
Mountain Dew
Appy Fizz
Maaza
Real
Tropicana
Safal
Del Monte
Frooti
Appy
Red Bull
Gatorade
Lucozade
Tzinga
Cloud 9
XXX
28 BLACK
Amway XL
Fig.2
Hector recently launced a new product in Energy drink Segment Called “Tzinga”, the new
sensational energy drink, is now all set to take Delhi Region by storm.
Recently, they launced the product in ncr region and used good tactics of promotion, sponsoring
events by providing free samples over there, to create awareness.
The Energy Drinks Segment is a 500 crore market today. And it is expected to reach 30% market
share by 2010. Tapping this potential segment is a new energy drink, Tzinga Energy Drink that
comes from the house of Hector. It is being launched with the objective of providing an alternative
energy drink to the consumer and is extremely high on energy and high on life with a flavor of lemon
with mint.
Fig.3: Market Size of Sports and Energy Drink 2005-10
Fig.4: Market Size of Sports and Energy Drink 2010-15
The brand Tzinga energy drink comes in only one variant currently- lemon with mint. The USP of
“Tzinga” is that it is costs only Rs. 16 to the retailer and Rs. 20 to the consumer.
Retailers gets margin of Rs. 4 on single unit.
Consumer gets a product of Rs. 20 only which is very low in comparison to Red Bull, Cloud 9 and
other brand of this segment.
Infosys Technologies Ltd. Founder- chairman N.R. Narayan Murthy’s $129 million (around 500
crore) venture capital (VC) fund, catamaran investment Pvt. Ltd. , has invested in a 17- month –
old firm that seeks to sell a lemon-flavored energy drink that will compete with Red Bull.
Tzinga Energy Drink is filled and manufactured in Gurgaon and it is launched Delhi/ncr and
Bangalore. It is a premium brand with a national look to it and has already captured the imagination
of the youth. Suhas Mishra, (COO) ,Hector Beverages Pvt Ltd, aptly sums it up when he says, “My
product will speak for itself. And we have set very high targets and standards of excellence for
ourselves.” So, get ready to Experience the Extreme Excitement.
Hector Beverages manufactures and distributes a variety of products in the Delhi-NCR region mainly
in the functional beverages category:
1. BNatural – Fruit Juices in 200mL and 1 Litre packs manufactured by Balan Natural Foods
based in Bangalore
2. ProV – A vitamin water manufactured by Magnus Wellness
3. Frissia – A protein powder manufactured by Hector Beverages Pvt Ltd
4. Tzinga – An energy drink manufactured by Hector Beverages Pvt Ltd
Fig.5
TZINGA energy drinks contains :-
NUTRITIONAL INFORMATION (100 ML)
Energy 44 kcal
Carbohydrate 11g
Protein 0 g
Fat 0 g
INGREDIENTS
Water sugar lemon juice concentrate ,taurine, acidity, caffeine(0.03%) , ginseng extract , vitamin c
and guarana extract ,niacin ,pantothenic acid ,B6,inositol etc.
Tzinga Energy Drink was first launched in National Capital Region (NCR) and then in Bangalore in
the month of April. The product is gradually gaining acceptance of consumers and is now available
in more than 3000 outlets. In the next phase of growth later this year, the product will be launched in
Chennai, Mumbai, Hyderabad and Pune. Plans to introduce Tzinga in new flavors are also in
progress.
Ingredients of Energy Drinks:
TAURINE:
Taurine (C2 H7 N O3 S) is used famously
as an active ingredient in energy drinks. Taurine is
a nonessential sulfur-containing amino acid that
functions with glycine and gamma-aminobutyric
acid as a neuroinhibitory transmitter.
At times of extreme physical exertion, the body no
longer produces the required amounts of taurine,
and a relative deficiency results. Taurine acts as a
metabolic transmitter and additionally has a
detoxifying effect and strengthens cardiac
contractility. While taurine
does not have a genetic codon and is not
incorporated into proteins and enzymes, it does
play an important role in bile acid metabolism.
GUARANÁ :
Guaraná is an evergreen vine found growing in the wild basins of the Amazon rain forests. The
indigenous people of the Amazon rain forest have used crushed guaraná seed as a beverage and a
medicine. Guaraná was used to treat diarrhea, decrease fatigue, reduce hunger, and to help arthritis.
Guarana's active components are guaranine and the alkaloids theobromine and theophylline.
Guaranine is almost identical in chemical structure to caffeine and has many of the same effects.
Guaraná also contains tannins, which may account for its traditional use to treat diarrhea. Guaraná, in
combination with Asian ginseng and Siberian ginseng, is often used by athletes in an attempt to
produce an energizing effect.
C AFFEINE:
Caffeine (C8H10N4O2) is the common name for
trimethylxanthine. The chemical is also known as caffeine,
theine, mateine, guaranine, or methyltheobromine. Caffeine is
naturally produced by several plants, including coffee beans,
guarana, yerba mat , cacao beans, and tea. For the plants, caffeine
acts as a natural pesticide. It paralyzes and kills insects that
attempt to feed on the plants.
Caffeine intake has been demonstrated to reduce the risk of type II diabetes mellitus. In addition to
use as a stimulant and flavoring agent, caffeine is included in many over-the-counter headache
remedies.
GINSENG:
It is a perennial aromatic herb with a short underground stem (rhizome) associated with a fleshy
white root. Its root system consists of the primary root and its branches and of some adventitious
roots developed from the rhizome . The above ingredients are commonly available in all energy
drinks with variable compositions. They are considered and administered in globally accepted wide
range of energy drinks..
COMPETITOR OF TZINGA ENERGY DRINK:
The top competitors of TZINGA energy drink are-
Fig.6
RED BULL
Red Bull is an energy drink sold by the Austrian red Bull GmbH. It was created in 1987 by the
Austrian entrepreneur Dietrich Mateschitz and on market share, Red Bull is the most popular energy
drink in the world, with 3 billion cans sold each year. Dietrich Mateschitz was inspired by an already
existing drink called Krating daeng which he discovered in Thailand. He took this idea, and to suit
the tastes of Westerners, modified the ingredients, and founded Austrian red Bull GmbH in
partnership with Chaleo yoovidhya. Red Bull is sold in a tall and slim blue-silver can. Krating daeng
is sold in Thailand and in some parts of Asia in a wider gold can with the name of Krating daeng or
Red Bull Classic. Both are different products produced separately.
Their slogan is "Red Bull gives you wiiings", and the product is aggressively marketed through
advertising, tournament sponsorship (Red Bull Air Race, Red Bull Crashed Ice), sports team
ownerships (Red Bull Racing, Scuderia Toro Rosso, EC Red Bull Salzburg, FC Red Bull Salzburg,
Red Bull New York, RB Leipzig) and also celebrity endorsements are done.
MONSTER ENERGY DRINK
Monster Energy is marketed and distributed by Hansen natural , a NASDAQ listed company of
Corona ,California. Though it is not widely advertised in the media, Monster receives a large amount
of recognition from its sponsorship of various sporting events. Hansen Natural Corporation
announced a distribution agreement with Anheuser -busch in the U.S and Grupo Jumex in
Mexico .Hansen Natural Corporation announced a distribution deal with PepsiCo Canada in
February of 2007. Contracts with existing distributors were bought out in these markets. In Germany
Pepsi is the Producer and it is available there since summer/fall 2010. It is distributed in Australia by
Schweppes as Coca –cola Amatil manufactures Mother energy drink, which is an exclusive energy
drink sold only in Australia and New Zealand. Coca-Cola Enterprises announced in 2008 that they
would distribute Monster Energy, at about the time they were ceasing their distribution of Rockstar
energy.
BURN ENERGY DRINK
Burn is a high sugar, high caffeine content energy drink with a citrus flavor that comes in a 8.3
(250 ml) or 16.9 oz (500 ml) can. The drink is distributed in several countries by The Coca-cola
company.
Burn's involvement in extreme sports includes snowboarding, skiing and skateboarding, with events
sponsored across the world, but primarily in Europe. 2010 was the first year of the Burn River Jump
in Livigno.
GATORADE
Gatorade is a brand of sports drinks,protein beverages ,nutrition bars and other sports-related food
and beverage products. Gatorade is manufactured by Pepsico and distributed in over 80 countries.
The drink was first developed in 1965 by researcher at university of Florida as a means of
replenishing the fluid, carbohydrates and electrolytes that are excreted from the body during physical
exertion. Its name was derived from the school's sports teams, the gators.
ROCK STAR
Rockstar (branded ROCKST★R) is an energy drink created in 2001, With 14% of the US market in
2008, Rockstar is a leading energy drink brand. Rockstar is based in Las vegas. Rockstar Energy
Drink is available in fourteen different flavors, and in over twenty countries.
Founded in 1999 by Russell Weiner, Rockstar launched into the fastest-growing segment of the USA
beverage market, energy drinks. As well as featuring different ingredients, which it claimed were
"scientifically formulated to speed the recovery time of those who lead active and exhausting
lifestyles—from athletes to rock stars," .
MARKET SHARE OF ENERGY DRINK .
In the Energy Drink category Red Bull is the leader by a distance with 76% market share.
Fig.7 - Market Share by Retail Volume of Functional Beverages in India - 2010The current market penetration and consumer acceptance of energy drinks in India is quite low. A
recent study suggests that 74% of consumers surveyed do not consume energy drinks. Moreover,
only 9% of energy drink consumers are regular consumers. This suggests that in spite of the high
expected growth the energy drink market is poorly penetrated.
Analysis of energy drinks
Energy drinks as the name implies refers to energy boosting drinks that energize and refresh you. So
can guzzling a can of energy drink suddenly cause you to have superhuman strength? Well, energy
drinks contain mainly sugar, caffeine and other ingredients, which are believed to increase the
stamina and provide you energy. However it is important to note that unlike sports drinks, which
contain water and electrolytes, energy drinks "crash-and-burn" effect with the diuretic effect of
coffee leaving the body dehydrated.
It is surprising but energy drinks actually originated in Japan when a pharmaceutical company,
Taisho, released its Lipovitan D drink in 1962 which was designed to help employees work hard well
into the night. In America, the first energy drink was jolt cola which was manufactured in 1980's.
Since then the list of energy drinks have grown tremendously with new energy drink ingredients such
as ephedrine, taurine, ginseng, guarana seeds, amino acids, B vitamins and ginkgo biloba. Here is an
energy drink list along with the reviews of some popular brands.
SWOT ANALYSIS:
STRENGTHS-
1. The TZINGA is consists of Natural ingredients.
2. It has relatively lower pricing than comparison to the big rivals in the market.
3. TZINGA is a Non alcoholic beverage.
4. The Variety of flavours are to be launched soon.
WEAKNESS-
1.TZINGA is totally a newly launched energy drink so in the market there is a Low awareness about
the product.
2. The Low market share of TZINGA as it is a newly product in the market.
OPPORTUNITIES-
1. To grasp the market it has the gaming ventures option as fomulla car racing.
2. The company can give more emphasis of youth on health food as they are concerned abiut there
health.
3. It can increase brand name by consumer recognition through sponsorship of fashion shows and
college festivals.
THREATS-
1. The beverage industry is a lucrative market .
2. Many big players had already captured the market.
3. Easily entry of competitors in the market.
Market Leaders and Price & Product Analysis
Name - Red Bull
Price - $1.99 single
Size - 8.3 ounces
Cool Factor - Although it is one of the most expensive energy drinks on the market, Red Bull is by
far the most popular. In 2003, almost two billion cans were sold in over 120 countries, taking 70
percent market share of energy drinks.
Name - Vault
Price - $1.15
Size - 20 ounces
Cool Factor - This energy drink comes in a plastic bottle, making it look more like a soda. This look
helped to give Vault the slogan "Drinks like a soda, kicks like an energy drink." Vault contains many
of the same ingredients as Coco Cola's Surge, a highly caffeinated soda that was discontinued in
2002.
Name - Full Throttle
Price - $1.72
Size - 16 ounces
Cool Factor - As of June 2005, Full Throttle has 7.8 percent of the energy drink market share and is
available in 75 percent of convenience stores.
Name - Tab
Price - $1.76
Size - 10.5 ounces
Cool Factor - Tab is one of the only energy drinks that has a feminine appeal to it, with a pink can
and minimal calories.
Name - Rockstar
Price - $1.69
Size - 16 ounces
Cool Factor - This energy drink's can lists the names of "trendy cities" like Tokyo, Las Vegas and
Amsterdam.
Name - Lightning Bolt
Price - $1.00
Size - 16 ounces
Cool Factor - Made specially by Steven Seagal, this drink even has a quote from Seagal beneath the
label stating that his energy drink is one with "natural vitamins and exotic botanicals."
Name - Rip it
Price - $1.00
Size - 16 ounces
Cool Factor - Along with Lightning Bolt, Rip it is one of the cheapest energy drinks for the most
ounces. You can also buy other Rip it flavors like Lime Wrecker, Citrus X and Atomic Pom.
Name – Cloud 9
Price – Rs. 65
Size - 16 ounces
Cool Factor - Along with Lightning Bolt, cloud 9 is one of the energy drink in competition of
RedBull . You can also buy other cloud 9 in different flavours.
Effects of energy drinks:
The consumption and usage of energy drinks is on the rise, and in nearly every part of the world. The
reason? People have discovered that guzzling a can of Red Bull (or that of one of its numerous
competitors) suddenly awakens them from a tired slumber and energizes them like nothing else does.
A majority of these Red bull guzzlers happen to be youngsters, collegians, and even teenagers. Be it
a group of youngsters at an all-night dance party at the pub, or the overworked corporate community,
the consumer base for energy drinks is spread far and wide, and is only growing as we speak. For
those of you who didn't know, over a billion dollars of annual sales is what the energy drink industry
is worth, at the moment.
On a personal level, I too have had the chance to observe the effects of energy drinks on the human
body from close quarters. Being a performing artiste, I am almost always required to be on full alert
(in terms of energy and enthusiasm). At times, when you've had a long tiring day, it does help when a
couple of cans of a good energy drink instantly pump up your body's energy levels and make you
alive. (By the way, people from the event management industry literally survive on energy drinks, in
case you weren't aware of it). But are energy drinks all good and zero bad? Or are there any bad
effects of energy drinks on the human body.
OBJECTIVES
A Study on promotion tools and product awareness.
Study those outlets which are not promoting Tzinga energy drinks in the local area of Gr.
Noida.
To analyze the reasons of not selling Tzinga energy drink at retailer’s level.
To study the consumer perception.
To find out the ways to enhance the sale of Tzinga energy drink.
NEED FOR THE STUDY
Today costumers are facing a growing range of choice in the different brands of products and
services. They are making their choice on the basis of their perceptions of brand, quality service and
value.
The company has to adopt strategies to keep brand in consumer’s memory. Strong brand awareness
means easy acceptance of new products. An organization has to measure the level of awareness of
the potential customers and has to adopt different strategies to enhance the awareness level and to
identify the appropriate promotional tool.
Brand awareness is asset which brand managers create and enhance to build brand equity. It is
related to the nature and features of product. It leads to brand strength which is constituted by
measuring the variable like leadership, stability, Market, geographic, trend, support and protection
etc…
Creating brand awareness with the use of advertising, promotion event management etc… a different
brand has different kind of awareness which retains recognition.
Brand awareness satisfies a need of the consumer. A consumer as aims, ambitions, motivation drives
and desire. Consumer feels more powerful when he uses the brand. Satisfactions or preference for a
brand shows how loyal the consumer is likely to be brand.
In today’s competitive business scenario where every companies product is competing with each
other retaining loyal customer is an essence for which increasing the level of brand awareness is very
vital. This study is not concerned only with brand awareness but deals also with other facts.
It includes a wide preview of
From where did the potential customers come to know about the product?
Which media is effective in communicating the message to the potential customers?
Did the potential customers feel that the brand is important to purchase?
Which attribute of the product drive the potential customer to prefer the particular
product?
Did the potential customers felt that the branded product matches their expectations?
How the brands influence the market?
What is the effect of the competitor’s product?
Are the potential customers satisfied with the brand, price, quality etc…?
SCOPE OF THE STUDY
The study helps to evaluate the promotional activities of energy drinks.
The study finds out which way of promotional efforts is required to get new customers in
entire Gr. Noida.
The study finds out the perceptions of retailer towards the new launch Tzinga energy drinks.
This study also helpful to identity specific choice of customers.
It will be useful in finding out the factor influencing the purchase intention of products.
The study will help the company to find the more reaching sources of awareness of the
advertisement.
CHAPTER 2
COMPANY PROFILE
Tzinga Energy is a sensational product by Hector Beverages Pvt. Ltd. It is a national brand
manufactured in gurgaon. It is being launched with the objective of providing an alternative energy
drink to the consumer and hence giving him a winder extremely high on energy and high on life.
The brand Tzinga energy comes in one variants currently - “Lemon with mint”
The USP of “Tzinga"is its pricing strategy i.e. 200 ml for Rs. 20 only.
Infosys Technologies Ltd. Founder- chairman N.R. Narayan Murthy’s $129 million (around 500
crore) venture capital (VC) fund, catamaran investment Pvt. Ltd. , has invested in a 17- month - old
firm that seeks to sell a lemon-flavoured energy drink that will compete with Red Bull.
Catamaran, along with Bangalore - based FootPrint ventures and four angel investors, has invested a
total of 6 crore in Gurgaon - based Hector Beverages Pvt. Ltd. Catamaran and FootPrint ventures
have invested 2.5 crore each in the company. The other investors contributed the rest.
The investment is catamaran’s first in a start up company. The VC firm has so far invested in
companies, including India’s biggest provider of small loans, SKS Microfinance Ltd. And education
services provider Manipal Universal Learning Pvt. Ltd.
“We will look at early,mezzamine and late-stage investments,” said catamaran’s investment head
Arjun Narayan.
“However, investing has to be a win-win situation for both investors and investees.Currently, we are
seeing those kinds of opportunities more in very early and very late stage, and not so much in
mezzanine.
When it comes to start-ups,what matters to catamaran is the market validation of the offering, team
strength and capital efficiency of the business model, Narayan said.
“There are some sectors we don’t invest (in) at an early stage because we are concerned about
achievability of scale and capital efficiency.” he said
Hector Beverages, which has created the lemon-based energy drink Tzinga, plans to utilize the funds
to expand production capacity and strengthen its distribution network.
The energy drink is being pitched in the same category as Red Bull, which is priced at 85 for a can of
250 millilitre (ml). Tzinga, on the other hand,will sell for 20 for a 200 ml pack, said Neeraj Kakkar,
chief executive and one of the three co-founders of the company.
“Earlier, functional beverages were negligible in the non-alcoholic,ready-to-drink segment; now,they
are 40% of the market,” Kakkar said, “our unique selling point is its Indian taste and affordable
prices.”
Functional beverages refer to non-alcoholic, ready-to-drink beverages that have ingredients such as
herbs or vitamins to provide extra health benefits.As a category, functional beverages include energy
drinks, sports and performance drinks, enhanced fruit drinks, and water.
Tzinga will be initially sold in New Delhi and its suburbs, and Bangalore, Where Hector Beverages
has set up a distribution network, said Kakkar.
CUSTOMER SERVICE DEPARTMENT
Customer Service is a support function to sales and marketing Department and is concerned with
effectively dealing with all customer complaints
This starts from:
Ensuring Receipt, Documentation and Follow Up of all complaints to be take care of within a
specified time in order to achieve the ensure Customer (retailer) distributor and consumer
Satisfaction. The Customer complains directly through phone or pager or through the sales team
visiting them. Types of Complaints handled are related to:
Consumer
Signage and Schemes
Supply and Service
Quality of Product
Cooling Equipment
MARKETING DEPARTMENT
Marketing department is mainly concerned with promoting "TOM" i.e.” Top of the Mind
Awareness for Tzinga as it is a consumer oriented organization. It performs the following functions
to build consumer and customer preference.
Signage: This includes putting up of glow gings, banners, wall paintings, hoardings, kiosks, etc.
Promotions: This includes ad campaigns, sales promotions, new packages and brand launches.
Events: This includes sponsoring events at national, state, district and city level e.g. sports
tournaments, rock shows Musical Nights, Dance competitions, School and college annual festivals
etc.
All these activities are carried out by the unit office with the help of guidelines issued by the team.
Marketing department at the Unit Office is headed by a Marketing Manager and has no. of
Marketing Executives. The marketing department co ordinates entire part of Gr. Noida mainly must
develop areas to implements the various marketing programs.
TARGET CUSTOMERS
The energy drink market is viral, thanks to youngsters, ravers, computer nerds, athletes and even
seniors who have discovered this new fast, cheap and legal way to get a buzz. People are pounding
them back like water for all sorts of reasons. For instance, athletic types down a can or two whenever
they need to improve their stamina on the courts, while older men are using them to enhance their
physical performance in the bedroom. Others want to be caught swallowing a can because of its
designer status. There is a ton of proof that energy drinks like Red Bull are big in celebrity circles.
As a result, the club-goers are paying twice as much to swill them like rock stars in nightclubs.
Who are the Customer of Energy Drinks:
Energy drinks are generally geared towards athletes, ravers, night clubbers, daredevils, shift workers,
executives, long-distance drivers and the hip-hop crowd. That means the energy drink market is
revving up everyone between the ages of 15 and 30 years old. However, on the flip side of the coin a
select niche of energy drinks is aimed at the health conscious. It seems they’ve cornered the market!
We all know how the younger generation flocks from new fad to new fad – especially when you
factor in a celebrity endorsement. This has many outsiders predicting that energy drinks will be
another flash in the pan, and something better and stronger will come along to grab their attention.
However, many energy drinks are actually older than the kids drinking them. In fact, some brands
have been waiting for their moment in the spotlight for over 20 years now. The energy drink market
is basking in popularity, as manufacturers race to find new ways to jolt the system with byproducts
like energy drink powders. The public is also doing its part as well. Ever since magazines began
featuring celebrities mixing their energy drinks with alcohol, alcoholic energy drinks have carved a
cool little niche for themselves in the club scene.
That’s why the marketing of these drinks is causing some concern in medical circles. If they’re not
being marketed to mix with your favorite brand of vodka, they’re being promoted to teens and kids
who aren’t sure how to read the labels properly. That’s why warnings are popping up and people are
being urged to read the labels on the cans. But really, who would think that a drink you buy legally at
the corner store, or even at a night club, would contain hazardous ingredients?
In reality, most energy drinks contain a combination of mind and body-altering ingredients – stuff
like caffeine, taurine, guarana, ginkgo, sugar, vitamins, inositol, carnitine, ginseng and milk thistle.
These ingredients affect people differently, depending on their health and if they have any underlying
conditions. For instance, while a healthy guy might feel a slight high after drinking a can, his buddy
with high blood pressure might sweat excessively, get the shakes and feel dizzy after the same
amount. Maybe it would be okay if people were just consuming one can a day, but when a raver
consumes 5 energy drinks in a row so he can dance all night and then collapses from dehydration,
studies need to be done to determine the exact highs and lows these drinks produce.
For the most part, the public is fine and dandy with drinking a can of instant party, but how many
cans until a person cross the line? If you want to find out exactly what’s in your energy drink all you
need to do is read the nutritional label. You also need to make sure you don’t overdo it and drink
more than the recommended amount because, like cigarettes and alcohol, energy drinks have been
shown to be addictive.
Market of Energy Drinks in India:
The food and beverage (F&B) market in India is worth $232 billion and it has experienced a
compounded annual growth rate (CAGR) of approximately 18% over the past few years. Despite the
size and growth of the industry, related sub sectors such as store-bought nonalcoholic beverages
remain underpenetrated, offering substantial growth opportunities to beverage companies and their
subsidiaries. This is due to a lack of overall consumption, a lack of routine daily consumption, poor
brand differentiation and ineffective or irrelevant product positioning
Fig.8
Boston Analytics has conducted a study of over 7,900 locals across 14 different cities in India on
carbonated beverage, fruit juice and energy or sports drinks product categories. Chart 1 shows a
snapshot of the study.
MARKET CHALLENGES
• Lack of consumption
Approximately 120 billion liters of nonalcoholic beverages are consumed by Indians every year, but
only 5% represent store-bought packaged beverages. Some 75% of the Indians surveyed said they
consume ‘less than one’ store-bought non-alcoholic beverage a day. They cite health concerns and a
preference for preparing their beverage according to their taste as reasons for not consuming store-
bought packaged beverages. Here are more reasons why they do not consume many store-bought
beverages:
• The three main reasons for low demand for carbonated beverages are health concerns, taste and the
lack of preferred flavors,
• Respondents said they do not like the taste of fruit drinks; the beverages are not available in their
preferred flavors and cite health concerns for low consumption, and
• Respondents find energy or sports drinks not easily available; the beverages are deemed
unaffordable and do not suit their taste.
• Lack of routine consumption
Routine consumption here is defined as a regular consumption of beverages at the same time each
day. In India, there is a lack of routine consumption for all product categories and approximately
60% of respondents said they consume a carbonated and/or fruit drink at “no fixed time” of the day.
About 9% of the respondents said they consume energy drinks routinely.
• Lack of brand differentiation
Brand differentiation is achieved when consumers are able to differentiate a product or a brand from
its competitors based on particular product attributes or services. Pepsi for example is differentiated
from Coca Cola because it achieved significantly higher consumer ratings for ‘taste’.There is
however little differentiation among brands in India’s carbonated beverages, fruit drinks and sports
or energy drinks sectors. In an analysis of several product attributes such as product taste and quality,
freshness, packaging, health benefits, brand image and promotions, non-alcoholic beverage brands
were found to share similar ratings. This indicates that there is no product leader based on brand
differentiation.
• Poor product positioning
Most brands in the store-bought non-alcoholic beverage market in India do not position themselves
based on attributes that respondents value. While respondents ranked “attractiveness of packaging”
as the second most important buying criteria for energy and sports drinks, none of the brands
available in the market received an average rating of above five on a scale of one to 10, with 10
being “excellent”.
While some of these attributes may require significant long term investments in product innovation
(such as creating healthful carbonated beverages), companies could work on areas that require a
relatively less expensive and shorter term investment (such as creating an attractive packaging).
• Meaningful brand differentiation and positioning
The study found that health concerns are a significant inhibitor of consuming store-bought non-
alcoholic beverages, as brands in various product categories received poor ratings in terms of their
health benefits. The average ratings for health benefits for each brand were lower than those for
product attributes such as taste, packaging and availability.
If a brand can differentiate itself from the others in terms of its perceived health benefits, it would
strengthen its existing consumer base and attract new ones. One company for example has
announced a soft drink to address anemia amongst the rural Indian females.
• Customer segmentation
Beverage companies need to categorize the diverse Indian consumer market and identify viable
growth segments. The highest penetration of store-bought non-alcoholic beverages can be found in
the larger metropolitan areas such as Delhi, Mumbai and Kolkata, where there is a high frequency of
consumption. Routine consumption is also found to be the highest in these cities.
The frequency of consumption across age and annual household income groups is reported to be the
highest for the group between 18 and 25 years old and those in the income bracket of 10.1-20 Lakhs
INR ($25,000-$50,000). Consumption is generally seen to directly increase with income (with the
exception of the highest income group) and decrease with age.
• Routes to market
About 90% of trade in India is considered “traditional” or managed via independent mom-and-pop
shops or grocers. Energy or sports drinks manufacturers in particular need to know how to navigate
the fragmented traditional trade/retail routes in the country in order to enable greater consumer
access to their products.
• Competitor analysis
Red Bull ---------------------------------------------------------- 50%
Hansen Natural--------------------------------------------------- 18%
Coca- Cola (Rock Star, Full Throttle)------------------------- 17%
Pepsi (Amp, No Fear)------------------------------------------- 10%
Others ------------------------------------------------------------ 5%
INDUSTRY PROFILE
Energy drinks are beverages which contain legal stimulants, vitamins, and minerals, including
caffeine, guarana, and taurine, various forms of ginseng, maltodextrin, carnitine, creatine, and ginkgo
biloba. Some may contain high levels of sugar or glucose.
It may well have come from Scotland in the form of Irn-Bru, first produced in the form of "Iron
Brew" in 1901. In Japan, the energy drink phenomenon dates at least as far back as the early 1960s,
with the release of the Lipovitan. Most such products in Japan bear little resemblance to soft drinks,
and are sold instead in small brown glass medicine bottles or cans styled to resemble such containers.
These "genki drinks", which are also produced in South Korea, are marketed primarily to the
salaryman set, to help them work long hours, or to stay awake on the late commute home.
In UK, Lucozade Energy was originally introduced in 1929 as a hospital drink for "aiding the
recovery;" in the early 1980s, it was promoted as an energy drink for "replenishing lost energy."
In 1995, PepsiCo launched Josta, the first energy drink introduced by a major US beverage company.
In Europe, energy drinks were pioneered by Dietrich Mateschitz, an Austrian entrepreneur who
developed Red Bull based on the Thai drink Krating Daeng, itself based on Lipovitan. Red Bull was
introduced to the US in 1997 and is the dominant brand there, with a market share of approximately
47%.
By the year 2001, the US energy drink market had grown to nearly 8 million per year in retail sales.
Over the last 5 years, it grew an average of over 50% per year, totaling over $3 billion in 2005. Diet
energy drinks are growing at nearly twice that rate within the category, as are 16-ounce sized energy
drinks. It is estimated to hit nearly 4 billion in 2006, and both Goldman Sachs and Mintel predict that
the energy drink market will hit $10 billion by 2010. Major players such as Pepsi, Coca-Cola,
Molson, and Labatt have tried to match the small companies' innovative and different approach, with
marginal success.
Energy drinks have also become popular as mixers. Many malt beverages such as Sparks, 3sum malt
beverage and Max capitalize on the effects of caffeine while drinking alcohol.
Energy drink industry in India is growing with very convincing speed. It can be said that the industry
was established by Red Bull. It entered the Indian market sometimes back in the year 2003 and since
then the energy drink market took its way.
Energy drink market was of Rs.100 Cr. till 2005 but it gained acceleration from then on and the
energy drink market in India is growing rapidly above 50%. It estimated that the metros are
populated by young, trend setting adults which are also the largest energy drink consuming markets
in India. Today it has a market potential of Rs.500 Cr. + in India.
There are many companies who entered into this energy drink segment after Red Bull. Some of them
are Power Horse, Burn (Coca Cola), Cloud 9, Tzinga (Hector Beverages Pvt. Ltd. – launched this
year). Among these brands Red Bull holds the market share of about 78%, followed by Power Horse
with 13% and Cloud 9 with 7% and rest by other brands including Burn & Tzinga. A new product is
launched in this segment by PepsiCo with the name SoBe.
The industry expects that the market will see a capital growth of Rs.500 Cr. i.e. the energy drink
market will be of Rs.1000 Cr. by the end of 2011.
Organizational Structure
Ownership Pattern
Departments:
Fig.9
LITERATURE REVIEW
Doing training was really an opportunity before me when I could convert my theoretical knowledge
into practical and of real world type. Fortunately, the company I got is a true follower of the various
principles of management and also is the FMCG industry. The working environment that I was being
provided was extraordinary and helped me a lot in delivering my work properly and with full potency
of mine. Any company can survive through the stiff competition of the market if its has brand loyal
customer. Today many major companies in the market has brand loyal customers and they adopt
many strategies to maintain and improve there branded equity. Without creating a proper Brand
awareness they cannot build brand image.
● Product availability where and when customers want them.
● Involves all activities from raw materials to finished products
Distribution (Place) Strategies
Distribution Objective
Minimize total distribution costs for a given service output
Determine the target segments and the best channels for each segment
Objectives may vary with product characteristics
e.g. perishables, bulky products, non-standard items, products requiring installation & maintenance
DISTRIBUTORS
Distributors are appointed agents of the company who make orders to the company by paying in
advance through drafts, stock the products in their godowns and supply them to outlets through
Manufacturers/products
Agents/brokers
Wholesalers/distributors
RetailersRetailers
Consumers and organizational end users
their fleet of delivery was and a team of salesmen and drivers. They are allowed to sell to
company's product to the retailers in a specified area. The company divides this area into routes.
Each route is covered by one unit i.e. one de livery van, one salesman one driver, one helper etc.
These units and godown are their main investment. Distributors have to invest in empty bottles and
crates too, so that they can maintain a specified quantity of reserve stock and facilitate the quick
rotation of glass crates.
The company evaluates its distributors at the end of the year and makes plans for the next year.
Company fixes the targets for each distributor according to market size, last year’s sales, potential
growth assumption based on deposit of empties and installation of coolers at outlets. Distributors
are awarded with a fair margin for their service. This margin could be increased for the sale above
the targets, company offers are met with distributors before appointing them. If distributor does not
agree with the conditions of these agreement company may reduce the area of distributor or may
even terminate the relationship.
Fig.10
A promotion plan outlines the promotional tools or tactics you plan to use to accomplish your
marketing objectives. To the new or inexperienced marketer, the promotion plan might be mistaken
Place
as the entire marketing plan because it outlines where the majority of the marketing budget will be
spent. It is, however, just one component of the marketing plan - there are additional strategy and
planning components described in a marketing plan.
You might choose to include the following components in your promotion plan:
Description (or listing) of the promotional tactics you plan to use.
Projected cost.
Explanation of how your promotion tactics will support your marketing objectives.
Description of promotional adjustments for cyclical businesses, if yours is indeed cyclical.
Laying the Groundwork for Effective Promotional Tactics
When you're deciding upon the best promotional strategy for reaching your target market, you need
to:
Do research
Keep your customer in mind
Be creative
CHAPTER 3
RESEARCH METHODOLOGY
Research in common parlance refers to a search for knowledge. One can also define research as a
scientific and systematic search for pertinent information on specific topic. In fact research is an art
of scientific topic. Some people consider research is a movement a movement from the known to
unknown. Research is an academic activity and as such the term should be used in a technical sense.
Research comprises defining and redefining problems, formulating hypothesis or suggested solutions
collecting organizing and evaluating data making deduction and reaching conclusion and at last
carefully testing the conclusion to determine whether they fit the formulating hypothesis. Social
science define the research as the manipulation of things concepts or symbols for purpose of
generalization to extend correct or verify the knowledge aids in an original contribution to existing
stock of knowledge making for its advancement. The systematic approach concerning generalization
and the formulation of the theory is also research.
RESEARCH DESIGN
A research design is the arrangement of conditions for collection and analysis of data in a manner
that aims to combine relevance to research purpose with economy in procedure. Here we have used
descriptive research design. Since the aim is to obtain complete and accurate information in the said
studies.
The process had to be started from the grass root level and it was very important to understand the
market for this FMCG product which is very fast in production distribution and consumption. The
entire process was more of a Descriptive Research type and incorporated a formal study of the
specific problems. The survey was conducted on the basis of promotion and awareness of Red Bull
and Tzinga energy drink, preference of energy drink and determine the target market in energy drink.
The data collected had to be systematically arranged analyzed and reported in a form congenial to
take on the spot decisions.
The entire set of various segments in the population comprises all the retail store and outlets each
retail store in the sampling frame constitute the sample unit in brief we can say overall sampling is
based on 50 outlets. Along with the sample also collected by population of 100 people of Gr. Noida
in local area to get the consumer awareness.
Sampling Design
A sample design is a definite plan for obtaining a sample from a given population. If it refers to the
technique or the procedure the researcher would adopt in selecting items for the sample. Sample
design may as well lay down the no of items to be included in the sample. The researcher must
prepare the sample design which should be reliable for research study.
A part from all that mapping is also being done which covered the entire area of operation. Mapping
is nothing but the detailed information about the all markets of Gr. Noida. In this we collected the
information about the no. of retailer are selling Energy drinks like Tzinga , Red Bull, Cloud 9, and
other’s in the market.
Name of Retailer
Market Name
Location
.
Sampling unit
Decision is taken after concerning the sampling unit, sampling unit is the target markets of Gr. Noida
here the selected sampling unit for study is outlet of energy drinks, mostly the college cantenes and
the college students.
Size of sample
CONSUMER BASE: 100 Consumers (75% Females, 25% Males)
RETAIL BASE: 50 Retailers (Constitute college cantenes, general stores, hospital cantenes etc.)
Data Collection
Collection of primary data
The task of data collection begins after a research problem has been defined. The primary data are
those data which are collected for first time and thus happen to be original in character.
We collected the primary data during the course of doing experiments. In given problem the
descriptive research is used so we can obtain primary data either through observation or through
direct communication with respondent or through personal interviews. For collecting primary data
we used observation method, interview method and interview through questionnaire.
Collection of secondary data
In the process of research to collect secondary data, it used several existing sources such as:
Company website
Business journals
Internet
Magazines
Research Instrument
The research instrument tool used over here is the questionnaire. I had to do a market research on the
brand awareness. I have taken a structured questionnaire in which there are 10 questions and all are
based on likert scale.This questionnaire helped me in finding the percentage of customers and retailer
perception about energy drinks. In quantitative marketing research the application of quantitative
research techniques is in the field of marketing. It has roots in both the positivist view of the world,
and the modern marketing viewpoint that marketing is an interactive process in which both the buyer
and seller reach a satisfying agreement.
In this survey the primary data is of at most importance. The customer’s face to face interaction
through questionnaire with their feedbacks is taken as the primary data. And the customers who are
the regular & irregular consume energy drinks in the twin cities respectively are taken as the
sampling units.
As a social research method, it typically involves the construction of questionnaires and scales.
People who respond (respondents) are asked to complete the survey. Marketers use the information
so obtained to understand the needs of individuals in the marketplace, and to create strategies and
marketing plans.
Statistical-tools
To analyze various statistical primary and secondary data. The statistical tools that I have taken are
as follows
Tabulation
Graph
Percentage
CHAPTER 4
DATA ANALYSIS
Project:
“Analysis of Brand Promotion of New Product Called Tzinga energy Drink”
Description:
The trainee was required to find out those areas and retailers which are either not selling know about
tzinga energy drink or selling in very less or big amount. Region for the project was Gr. Noida
region. This project was aimed at finding out the retailers, which were known about product and
selling competitor brands. It was also aimed at knowing the promotion behavior of outlets in the
region, their requirements from company and willingness to sell Tzinga energy drink .
Purpose:
Main purpose for this project was to make management make awareness and promote the product
and also know the further need of promotion and promotion tools in their region which were not
selling Tzinga. It was also to plan their new course of action keeping in mind the current market
position of its competitor as well as its own. This was viewing the market share of Red Bull in
comparison of Tzinga. This report gives information to management about the outlets uncovered by
Pepsi and their requirements to the company.
The marketing of its brand is still showing slow growth and not able to reach in every region and
promote and create an image in retailer mind to sell this product . Overall the market of Red bull
brand huge in comparison with Tzinga. There are very only few outlets which are selling Tzinga
Energy drink.
Details of the survey:
The trainee was required to visit all the outlets in the specified area of his distributor, which was told
to us by the CEO concerned. We were required to be given the route map of the specified area. The
area was to thoroughly survey without leaving any of the outlets.
Initially the survey was to start with the local retailers of the sales man of area. Two days had to be
devoted with the route vehicle and noting down the name of the outlets and other particulars where
ever their sales man visited the outlets. It was to get familiarized with the area. The next couple of
days had to be surveyed individually in the same area trying to find out those outlets in that area
which was not attended by sales man or attended. This was how the whole survey was to be
conducted.
The main aim of this survey was to find out those outlets which are either new or remain
unnoticed/unattended by sales man and also to get , are retailer know Tzinga and intended to buy or
not which are the places where Tzinga energy drinks were not reaching asking from retailers its
reason.
For Tzinga these outlets are going to be the main focus of the survey. It was to know the exact need
of promotion for Tzinga energy and getting about retailer perception and demand of tzinga energy
drinks by customer and its selling in that particular area . The trainee was required to collect the
following information from each outlet he surveyed.
Name of the outlets
Address of the outlets
Status of the outlet
Cooling Equipment
Sale of the outlet
Brands on sale
Requirement of outlet
Willingness to sale Tzinga energy drink.
Reason for anti Tzinga
Name of the outlets:
The trainee was to note down the name of the outlet visited.
Address of the outlet:
Complete address of the outlets was to be noted by the trainee.
Sale of the outlet:
Sale of the outlet was to be noted on per day basis.
Brands on sale:
Check out the brands available at the outlet.
Requirement of outlets:
Ask what the shopkeeper wants from the Company.
Willingness to sale Tzinga energy drink:
To know if shopkeeper want to sell Tzinga or not.
Reason for anti Tzinga energy drink:
To know why shopkeeper is not selling/selling less Tzinga.
Status of the outlet:
The status of the outlet was to be enquired of from the outlet owner and also by observation. Status
here meant the nature of the outlet.
This was to know whether the outlet sold only Tzinga, Red bull,cloud9 or all of these. It will help to
know the nature of market in that area.
Analysis in terms of consumers
Question 1. What is your age group ?
Fig.11
intrepretation- From above pie chart, it is clear that (20-25) yr age of customers generally prefer
to go for energy drink.
Question 2. Are you familiar with the TZinga brand ?
Fig.12
intrepretation- As from the above pie chart we can clearly notice the that out of total number of
respondent surveyed (ie 50) 74% of the respondends are aware with the brand which is available in
the market , and merly 26% are not familiar with the brand ,which shows that being a new brand in
market still tzinga is able to create it’s presence in the market . From the above pie chart we can also
conclude that product is rightly placed in the respective retail shops and hence is able to create it,s
visibility.
Question 3. I like the product Tzinga.
Fig.13
intrepretation- From the above pie chart we can see that out of total 100 respondents merely few
ie 32% only agreed that they like tzinga energy drink ,the above response shows that tzinga lack
somewhere in taste or lacks in creating brand awareness
Question 4. Tzinga need to promote the product to the customers.
Fig.14
intrepretation- From the above pie chart we can see that more than 70 % people do agree with the
statement that yes tzinga really need to promote the product more efficiently , although people are
aware about the product present in the market yet promotion activities are still need to be conducted
more efficiently.
Question 5. I like other energy drink like RedBull,Cloud9, etc.
Fig.15
intrepretation- From the above piechart we can see that out of total 100 respondants more than 65
% of the respondant agree to the statement that they like other brand such as redbull ,or cloud 9 more
than tzinga energy drink,therefore we can infer from such data that redbull ,or cloud 9 due to already
being established in the market is being preferred by more number of people than tzinga.
Question 6. Tzinga need to change its packeging.
Fig.16
intrepretation- From the above pie chart we can say that mojor part of the people do agree with
the statement that yes tzinga need to change with their packaging .
Question 7. Tzinga need to change its price.
Fig.17
intrepretation- From the above pie chart we can see that major proportion of the respondent do
not feel that tzinga need to change it’s price ,hence we can say that tzinga is very well placed in it,s
price
Question 8. Does Tzinga really energise you up and fulfill the requirement as
mentioned.
Fig.18
intrepretation- From the above pie chart, half of the respodent (around 60%) are agree, but rest of
them have their views, which should be taken in serious consideration by the company.
Question 9. Do you find Tzinga refreshing.
Fig.19
intrepretation- The purpose of the above question is to find out weather tzinga really fulfills it’s
basic requirement ,and from the above data received we can clearly infer that major proportion of the
respondent( ie more than 70%) do agree with the statement that tzinga really is refreshing . Hence we
can say that tzinga fulfills it,s basic requirement.
Question 10. Other products are much better in respect to effectiveness than
Tzinga.
Fig.20
intrepretation- From above pie chart, more than 65% are agree with that which means something
is really needed to be change to make the product satisfactory.
Question 11. Tzinga need to promote the product through poster, other print
medias and through various other Add campaign.
Fig.21
intrepretation- The purpose of the above question is to know that weather the promotional
activities done by the company are sufficient to create brand awareness or company should go for
other media selection or different kind of another promotional campaign to create more brand
awareness among the people ,and from the above pie chart we can analyze the company needs to opt
for different kind of promotional activities to create brand as buzz among the consumer,
Question 12. Tzinga need to introduce variety and flavor for the product.
Fig.22
intrepretation-From the above pie chart it is
Question 13. Stock of product to retailer.
Red bull 14 28%
Cloud 9 8 16%
Tzinga 18 36%
Other 10 20%
Fig. 23
Interpretation –
Question 14. Product Awareness of Tzinga energy drinks.
Yes 67 67%
NO 33 33%
Total 100 100%
Fig.24
Interpretation -
Question 15. Retailer interested to buy Tzinga energy drink.
Yes 19 39%
No 20 42%
Can’t say 9 19%
Total retailer 50 100%
Fig.25
Interpretation –
Question 16. Daily sale of Tzinga energy drink in particular outlet.
Average 35 70%
Good 10 20%
Very good 05 10%
Fig.26
Interpretation –
QUESTION 17. Reason of being anti Tzinga energy drink seller.
No Brand Awareness of Tzinga 22 44%
Tie up with Red Bull /other approached first 12 24%
Tzinga service not suits 11 22%
Schemes are not as good as others 5 10%
TOTAL 50 100%
Fig.27
Interpretation –
Question 18. Source of information to get about Tzinga energy drink.
Through sales man 32 64%
Advertisements 8 16%
Through another retailer 4 12%
Through customer 6 8%
Total 50 100%
Fig.28
Interpretation -
ANALYSIS:
From the analysis of the data collected we get the mixed reaction in terms of customer perception
and awareness of Tzinga energy drink in Gr. Noida, in some areas the people know very well about
this product but in some areas people haven’t heard this product name. The awareness level of other
drinks like pepsi, coke etc is very strong and capture more than 90% of total sell in Gr. Noida and
other are only 10%. In Energy drink brand Tzinga is new so still struggling to capture market and
create revenue.
There are some analyses made during the process:
Energy drinks business behavior is govern by brand loyalty so the availability of the right
brand at right place at right time is the key for winning consumer in Energy drink business
only some of the customers are brand preference.
The most important satisfying observation is that other than Red Bull such other energy
drinks companies such as monster, cloud9, and rock are still struggling as like Tzinga in spite
of having a long time to introduce in market of India.
The price of Cloud9 energy drink are more than the price of Tzinga energy drinks since they
are in same segment.
If we observe carefully by data so we can say that for consumer only Red bull is loyal Brand.
The energy drinks mainly consume by people if age 15- 30, and this kind of consumer mostly
prefer Brand to create an image among society and friend and also they prefer brand which
have a great celebrity. So Tzinga is on way to create brand image by doing free sampling and
by organising events.
Pub, night club, disco playing more important role to increase sells of product because mainly
youth purchase energy drink for night club to drink it with wine and energy drinks are more
costly than soft drink so mainly the youth who belong to high class society use to drink this
so tzinga should go for that.
Very few percent of youth read magazine and other mass of media like social networking
sites i.e. internet, from there they get about so the idea opt by Tzinga to introduce and launch
the product with full of glamour and rock and organizing event in colleges and helping to
increase awareness in mind of such customer .
After having a great expense on launching parties still its promotion strategy and tools are not
able to create awareness in target customer because of this most of customer haven’t heard
name of product .
The regular customer of drinking energy drinks is very few in Gr. Noida, only the people
who belong to good class or sports person use to drink energy drinks regularly except drink
most of customer drink occasionally or very lass in a week or month .
In case of creating Brand Awareness , we started by doing free samplings over the colleges,
by organising events….
We had organised football event in Galgotia College, and provided free samples to all
participants.
We organised free sampling in ITS College.
Organised farewell in IEC Gr. Noida.
By Putting pamplets in retail shops.
By creating visual aids, on the shops, walls..etc.
By awaring the retailer to put the product infront so that it is easily visible.
By making aware consumers about the product.
By asking them what they really want to see in new product.
SUGGESTIONS:
If proper attention is given then many of the shops in these areas have the capacity & will to
become the exclusive Tzinga outlets. In my View those shops which have a good regular sale
of 5 to 10 cases per day should be targeted to convert them in exclusive outlets.
The most important thing is visibility of the product, i.e., product should be visible on the
shop either by putting dummy on the desk or by placing the product infront.
Its necessary to tell the retailer to put the product infront so that it is easily visible.
Activating the shop is not a tuff task, main thing is to maintain the sale. Some retailers put the
product behind the other products in cold storage, due to that it is not visible from the front,
so it is important to aware them because for a new product visibility is important.
Lack of media adds, because generally people prefer to go for that, ex. Big Cola. No one seen
the product in the market but mostly have seen the advertisement.
By providing dummy to the retailers , so that they can put on the desk in front of the shop.
CHAPTER 5
FINDINGS AND RECOMMMANDATION
FINDINGS:
Survey of Anti Tzinga outlets shows that there are considerable no. of outlets which are not
selling Tzinga.
There are various reasons of anti Tzinga energy drinks behavior of retailers as:-
Large no. of retailers wants coolers.
Company does not provide schemes properly.
Company does not provide discount properly.
Some retailers are not satisfied with service and demand of Tzinga so they are selling other
energy drink or soft drinks.
Retailers need display & schemes so that they can increase the sale of Tzinga.
Retailers need the sign boards to attract customers.
The distribution is not so proper or we can say not satisfactory.
Many retailers have tie up with Red Bull, pepsi, etc but Hector company don’t approach them
at Right time.
In many area other drinks enjoying monopoly and somewhere Tzinga.
Retailers complain about lower margin on cold drinks due to rising electricity bills and other
expenses that are incurred.
Route agents and salesman do not cover their routes properly.
Some Outlets owners are very angry with the company’s performance due to the performance
of product, since hardly 20% ask by name to give this product as we have seen in “chilla
shoping somplex” infact retailer was not allowing us to do free sampling because it will
gonna effect the sale of other products.
Retailers generally ask to take product on credit because they are not sure.
RECOMMENDATION:
It should focus its attention to the untapped market where it can considerably increase its
market share.
CEO needs to personally contact with retailers who help in knowing the activities of the
distributors as well as help in Promoting the business.
Distributors and sales men should from time to time take the pain of finding out the
requirement of retailers and the problem they are facing.
There should attention be paid to the consumer Perception .
Tzinga energy should work hard more to increase its market share in some areas like gama
shops and jagatfarm cz it is a main market in Gr. Noida.
Advertisement and publicity in the untapped market by way of signage, racks,
paintings,banners, hoarding etc. should be expanded.
Margin to retailers should be taken care off and may be possible ought to be increased
without increasing the overall price.
Distributors should check the working of route agents or salesman on regular basis.
Shortages of the freeze and other cooling equipment during the summer season if possible
should be reduced. It communicates bad message among the retailers as well as the
consumers.
Merchandise should be installed against the sale performance of the outlets as well as the
need of the market.
Survey by the top officials should be made in the untapped areas to access the real situation
and should be done as a surprise visit instead of planned visit.
It should focus its attention to the untapped market where it can considerably increase its
market share.
CONCLUSION
Red Bull is superior brand than Tzinga, that’s why company need to promote it product in entire Ncr
and also in India. Except Bangalore the brand promotion lagging behind in other state of India such
Delhi,..Ncr. The popularity of Red Bull is far better than new launch Tzinga. Still it’s difficult to
predicate product future. Since other energy drinks are costly still consumer prefer to go for that by
their own because it makes their presence.
So in my terms, it will take time to make their own presence for Tzinga.
Conclusion has been drawn:-
Company should be opt new strategy to create brand awareness.
It must be advertise through Board, Hoardings and Banner in specific areas of Gr. Noida.
Company should be make good relation with retailer by providing them good services, margin
and sales tie-up.
To capture target Market Company should be opt new promotional tools in compare of its
competitor.
Still some sales men are doing good job but company needs more potential sales to reach every
retailers.
LIMITATIONS OF STUDY
It is well known fact that constraint and limitations are bound to be present in any study do this also
has some limitation as:-
The survey has been conducted only in the areas of Gr. Noida due to lack of brand awareness.
It is very difficult to make people understand the significance of conducting survey.
Lack of retailer’s interest to answer the questions is also an important limitation.
Lack of knowledge of area has affected the research.
The information given by the client may be false and biased.
Difficult to collect data to know consumer Perception.
Questionnaire
Q.1. What is your age group ?
a. Below 20 years
b. 20- 25 years
c. 25- 30 years
d. 30- 35 years
e. Above 35 years
Q.2. Are you familiar with the TZinga brand ? a. Yes b. No
Q.3. I like the product Tzinga.
SD D UD A SA
Q.4. Tzinga need to promote the product to the customers.
SD D UD A SA
Q.5. I like other energy drink like RedBull,Cloud9, etc.
SD D UD A SA
Q.6. Tzinga need to change its packeging.
SD D UD A SA
Q.7. Tzinga need to change its price.
SD D UD A SA
Q.8. Does Tzinga really energise you up and fulfill the requirement as mentioned.
SD D UD A SA
Q.9. Do you find Tzinga refreshing.
SD D UD A SA
Q.10. Other products are much better in respect to effectiveness than Tzinga.
SD D UD A SA
Q.11. Tzinga need to promote the product through poster, other print medias and through various
other Add campaign.
SD D UD A SA
Q.12. Tzinga need to introduce variety and flavor for the product.
SD D UD A SA
Q.13. Stock of product to retailer.
a. RedBull
b. Cloud 9
c. Tzinga
d. Other
Q.14. Product Awareness of Tzinga energy drinks.
a. Yes
b. No
Q.15. Retailer interested to buy Tzinga energy drink.
a. Yes
b. No
c. Can’t say
Q.16. Daily sale of Tzinga energy drink in particular outlet.
a. Average
b. Good
c. Very Good
Q 17. Reason of being anti Tzinga energy drink seller.
a. No Brand Awareness of Tzinga
b. Tie up with Red Bull /other approached first
c. Tzinga service not suits
d. Schemes are not as good as others
Q.18. Source of information to get about Tzinga energy drink.
a. Through Salesman
b. Advertisement
c. Another Retailer
d. Customer
Bibliography
Books
Philip Kotler (2009), PRINCIPLES OF MARKETING, 13th Edition, Pearson
Dennis Adcock, Ray Brad field (1995) MARKETING PRINCIPLES AND
PRACTICES 2nd Edition Pitman Publishing
E Jerome Mc Carthy (1987),BASIC MARKETING-A MANAGERIAL
Subhash C Jain (2007) 7th Edition,BASIC MARKETING ,Tata Mcgrill
Website
www.Energydrink.com
www.tzinga.in
www.12manage.com