Professional Documents
Culture Documents
TABLE OF CONTENTS
TOPIC
PAGE
1) Letter of Acknowledgement2
2) Memorandum of Transmittal...3
3) Executive Summary.4
4) Introduction..5
5) SWOT Analysis7
6) Perceptual Mapping.8
7) Perception of Yummy..9
8) Reasons for Failure.10
9) Market Research.11
10) Research Findings...13
11) Research Questions.19
12) How to Re-launch Yummy.25
13) Re Positioning Strategy 26
14) Re Launch Strategy.27
15) Communication Strategy.28
16) Motivation....31
17) Attitude.33
18) Dual Mediation Model.....35
19) Bibliography.36
20) Appendix..37-41
LETTER OF ACKNOWLEDGEMENT
Dear Readers,
We would first like to thank Almighty Allah for giving us the strength and endowing us with the
privilege of completing the Consumer behavior report on the topic Failure & Remarketing of
Yummy Ice cream
We are also very thankful to our teacher and mentor Fareen Razzak who gave us the opportunity
to work on this report and provide us guidance throughout our semester. Without her support,
encouragement and guidance we could not have successfully achieved our task.
Our sincere thanks also extend to all those other personalities who guided us during the report.
Without their valuable time and support, we wouldnt have been able to complete our report.
We would also like to thank our family, friends and class fellows who provided us the guidance
and helped us to finally come up with this report. We will seek your continuous assistance and
support in future.
Sincerely,
Ahmed Faizan
Shahzad Shiraz
Zoya Hafeez
Sehar Salim
MEMORANDUM OF TRANSMITTAL
TO:
SUBJECT:
We are submitting a report on Failure & Remarketing of Yummy Ice cream for the course of
Consumer Behavior. The report includes the re-launch marketing strategy with proper market
research regarding the product Yummy (Whole Milk Ice cream).
During this report, we have learnt how to communicate with different sorts of people from
different walks of life and we also learnt how an effective report can be prepared. Overall, it was
a healthy learning experience for all of us. We would like to thank all the people who have
contributed in our report and provided their feedback on questionnaires. We are highly indebted
to our teacher Mrs.Fareen Razzak for providing us this opportunity and support during the
journey of preparing this report.
EXECUTIVE SUMMARY
CONSUMERS TODAY ARE SMARTER , EDUCATED AND WELL EQUIPPED TO MAKE SOUND
CONSUMPTION CHOICES WHICH THEY FEEL SERVES THEIR BEST INTEREST.
HAS ALSO BEEN WITNESSING A CHANGE IN TERMS OF NEW AND IMPROVED , INNOVATIVE ,
CREATIVE, WITTY AND HUMOROUS MARKETING CAMPAIGNS AND STRATEGIES TO ATTRACT THE
NEW-AGE CONSUMER.
OUR REPORT FOCUSES ON ONE SUCH ICE CREAM MANAFACTURING BRAND
LEADER IN MARKET AS PER ITS MARKET SHARE BUT WITH THE LAUNCH FOR RIVAL BRANDS IT
FADED RAPIDLY IN RECENT PAST AS THE SMART CONSUMER OF TODAY WHO MAKES
INTELLIGENT CHOICES BECAUSE THEY ARE WELL -READ, AWARE AND CONSCIOUS OF WHAT
THEY CONSUME .
YUMMY
M ILK AND IT
), ALONG WITH THE LOW CALORIE COUNT ASSOCIATED WITH THE PRODUCT.
HOWEVER, THE SWEET TREAT SLOWLY PHASED OUT OF THE MARKET FOR MULTIPLE REASONS
WHICH ARE OUTLINED IN THE
IN ADDITION TO THAT, THE REPORT ALSO COVERS A RE-LAUNCH STRATEGY WHICH IS BASED ON
INPUT GATHERED FROM FINDINGS OF QUALITATIVE RESEARCH CONDUCTED BY THE GROUP
MEMBERS BY MEANS OF FOCUS GROUP STUDIES .
ALONG WITH THE
Introduction:
In 1981 an army officer Mr. HAMID NAWAZ formed ice cream factory named as yummy ice
cream after that in 1986 salesman Mr.ljaz Ahmed purchased ice cream manufacturer yummy ice
cream (pvt) ltd from Mr. HAMID NAWAZ who was the first owner of this company
At that time polka was the main competitor of yummy ice cream and after that in 1999 polka ice
cream Company merged in WALL'S. In
1995, UNILEVER entered in Pakistan with Ice Cream Company namely Walls ice cream were
intended to compete with other competitors. In 1991, the company began introducing a variety
of additional flavor variations that were intended to compete with other competitors
Department of Finance
Department of Accounts
Department of Administration / Human Resources
Department of Marketing and Sales
Department of Research& Development / Food Technology
Shipping Department
Engineering Department
INGREDIENTS
Ice cream is made from ice (water), milk, butter, fat sugar, milk powder,
glucose stabilizers, food grad color, artificial flavors, emulsifier, and natural
flavors & colors. All of these ingredients are necessary for you in your diet to
lead an active lifestyle. From these ingredients you get protein that helps to build
body tissues, carbohydrates and fats which give you energy and essential vitamins
and minerals like calcium that help to strengthen bones and teeth.
COMPETITOR REVIEW
Hico Ice Cream was the first ice company in Pakistan. The brand Hico is well established since
1958. Hico has a fully automatic Ice Cream manufacturing facility, and has a production capacity
of producing more than 4.5 million-litter dairy lee cream a year. It is marketed in major cities of
Punjab. Today, the brand Hico is considered being the favorite in its hometown Lahore.
Omore in Year 2009, Engro Foods limited launched his ice cream with the brand name
"Omore". Omore is dairy ice cream and manufactured at Sahiwal.
Walls introduced in Pakistan in 1997-98. The product line consists from lollies to ice creams.
This includes Cornetto, Callipo, Max, Kulfis, Top Ten Choc Bars, Feast, Milky Way and etc. Its
production capacity Is 30 million Iltres per annum.
MARKET
At currently is operating in Punjab, NWFP and AZAD Kashmir region, in Sindh its only
presence is in Karachi and haiderabad. Its sale contribution is Rs 3000,000 per day average in
summer season.
SWOT ANALYSIS
A tool that identifies the Strengths, Weaknesses, Opportunities and Threats of an organization.
Specifically, SWOT is a basic, straightforward model that assesses what an organization can and
cannot do as well as its potential opportunities and threats.
SWOT Analysis of Yummy
Strengths:
Weakness:
Opportunities:
Threats:
PERCEPTUAL MAPING
A Perceptual Map is one of the visual techniques designed to show how the average target
market consumer understands the positioning of the competing products in the market place. In
other words, it is a tool that attempts to map the consumers perception and understandings in a
diagram.
High quality
Movenpick
Carte Dor
Hagen-Daz
Magnum
Lick-a-Flavor
Yummy
Low price
Cornetto
HICO
Jet Sport
Low quality
High price
PERCEPTION OF YUMMY
Yummy was launched in 60`s and was gaining acceptance by people who were weight and
health conscious as that was the primary target audience. With summers approaching, it was the
ideal time to launch an Ice cream that beats the heat of the summers without making consumers
feel guilty for indulging in their sweet cravings.
Yummy Fruit flavors claimed to be healthy and tasty at the same time as it not only marketed
heavily on the less than 60 calories point of differentiation that no other ice cream offered.
Another notion associated with ice creams, to be precise, with ice creams in particular was that
although they were not lactose fat based and they were premium frozen treats; they still had high
sugar content. Yummy also heavily promoted the fact that it was made out of fresh Milk and had
no artificial colors or flavors. This was also a highly convincing point for the consumers who
opted for a healthy consumption choice even if it was something as minimally important as Ice
creams.
We conducted a survey to find out the perception of people regarding Yummy in various aspects
such as:
Price
Variety of flavors
Packaging
Distribution and availability of the product
The creamy texture, etc.
The graphical representation that follows in the next section clearly indicate that the people are
aware of Yummy and that they have previously consumed. Another interesting factor is that
majority respondents were attracted by flagship brand of Yummy and they trusted to give the
product a try because of the trust and bond that was already developed because of its underlying
image and promise to deliver a quality product every time.
The next factor to follow in line after being a Yummy Product is that consumers opted for
Yummy due to its advertisement which heavily marketed on the tag line of Yummy mean Milk
Ice Cream along with the its made from real milk which made it all the more appealing to
weight and health conscious consumers. In addition to that, they also decided to include youth
icons such as Ayesha Omar and Naveen who projected an epitome of fitness and health. The
consumer was therefore more inclined towards consuming this product due to the association
that was developed within their minds when they paired such young and physically fit youth
icons making such consumption choices when it came to indulging in sweet treats.
Whenever a product fails it is either because it fails to deliver the promise that the manufacturers
had initially claimed or because they create such a hype through marketing campaigns and
advertisements that the product does not live up to its expectations. After conducting a survey
through questionnaire we were able to unearth the following results:
Yummy failed because the hype created by marketing campaigns and lack of proper distribution
or quality of the product were not the underlying factors due to which the product slowly phased
out of the market. The two most prominent reasons were price and variety.
Humans are social creatures who in this capitalistic society are in constant need of change and
they want the best value for their money. Unfortunately, Yummy failed to deliver on these two
ends. When questioned, majority of the respondents believed that Yummy was overpriced at
Rs.200/litre- to begin with. But then again it was a high quality product which was meant to suit
the taste pallet of those who were looking to indulge in the all natural fruity goodness of a
sweet treat with any artificial flavors or colors.
Next in line to follow was the factor of the variety of flavors offered. Initially Yummy marketed
many flavors and after sometime they discontinued the red grape flavor and replace it with a
lychee flavor for a short period and then withdrew it from the market. With time consumers
wanted different flavors because those who were consuming wanted a variety to choose from so
they feel theyre getting value for money by the amount of choice thats being offered. However,
it failed to deliver on this part as well and consumers slowly reduced their consumption of
Yummy.
10
MARKET RESEARCH
Market research is the timely, systematic and objective process of generating information with in
resource constraints for aid in making less risky decisions.
Research Objective:
Research objective means what is the objective of conducting the research. The research
objective should be focused, clearly communicated, relevant, well thought out written statement.
Our research objective was:
To know what was the reason behind the failure of product yummy whole milk ice
cream.
To know what should be the re-launch marketing strategy of product Yummy.
Hypothesis:
H1: 15% of the general public believes that price of product Yummy is very high.
Ho: 15% of the general public believes that price of product Yummy is reasonable.
AND
H1: 10% of the general public believes that lack of flavors was the reason behind the failure of
product Yummy
Ho: 10% of the general public believes that lack of flavors was not the reason behind the failure
of product Yummy
Quantitative Research:
Quantitative research is conducted where the purpose of research is to find out how many target
customers, who use a particular product, how frequently they use it. It comes from positivisms
paradigm. Following are the methods in quantitative research.
Questionnaires.
Observation.
Experimentation.
Surveys.
11
For our research purposes we have used questionnaire method from quantitative research
category. 40 questionnaires were given to respondents in order to express their views relating to
product Yummy.
Qualitative Research:
Qualitative research is conducted, if the purpose is to get new ideas such as positioning, product
extension, and promotional campaigns and examine consumer attitudes. It comes mostly from
interpretivism paradigm. Following are the methods in qualitative research.
Indepth Interviews.
Focus group.
Projective techniques.
Metaphor analysis.
For our research purposes we have used focus group method from qualitative research category.
Two focus groups were conducted.
12
RESEARCH FINDINGS
Most participants felt Rs.150-180/litre or Rs. 1518/Ice cream bar is a reasonable price.
60% Favored
Pineapple.
Many agreed they like to cool off during office hours with an ice-cream (no attractive
options available for whole milk /real ice cream).
Watermelon,
40%
13
favored
Demographics:
AGE
18 - 22
15% 17%
23 - 27
15%
28%
28 - 32
25%
33 - 38
39 +
1. Out of 40 respondents, 55% (i.e. 22 respondents) were female and remaining 45% i.e. 18
respondents were male.
GENDER
45%
MALE
FEMALE
55%
2. Out of 40 respondents, 65% (i.e. 26 respondents) were unmarried and remaining 35% i.e.14
respondents were married.
14
MARTIAL STATUS
35%
MARRIED
UNMARRIED
65%
PROFESSION
20%
35%
BUSINESS
HOUSE WIFE
STUDENT
28%
OTHER
17%
4. Out of 40 respondents, 35% respondents were business related, 28% respondents were
students, 20% were from different occupations and remaining 17% were house wives.
15
SOCIAL CLASS
15%
40%
UPPER CLASS
MIDDILE CLASS
LOWER CLASS
45%
5. Out of 40 respondents, 45% respondents were related to middle class, 40% respondents were
related to upper class and remaining 15% respondents were related to lower class.
INCOME
20%
33%
0 - 15K
15K - 30K
20%
30K - 45K
45K +
27%
6. Out of 40 respondents, 33% respondents have an income of Rs. 45000 or above, 27%
respondents have an income of Rs. 30000 Rs. 45000 and 20% each respondents have an
income of Rs. 0 Rs. 15000 and Rs. 15000 Rs. 30000.
16
FAMILY SIZE
15%
38%
2
22%
3
4
25%
5&+
7. Out of 40 respondents, 38% respondents have a family size of 5 and above, 25% respondents
have a family size of 4, 22% respondents have a family size of 3, 15% respondents have a family
size of 2.
LOCATION
DHA - CLIFTON
13%
27%
20%
GULSHAN JOHAR
BAHADURABAD PECHS
17%
NAZIMABAD
23%
OTHERS
8. Out of 40 respondents, 27% respondents lives in DHA Clifton, 23% respondents lives in
Bahadurabad and PECHS, 20% respondents lives in Nazimabad, 17% respondents lives in
Gulshan and Johar and remaining 13% lives in other areas.
17
RESEARCH QUESTIONS
YES
NO
72%
1. Out of 40 respondents, 72% (i.e. 29 respondents) like ice lollies and remaining 28% (i.e. 11
respondents)
dont
like
ice
Creams.
25%
25%
Once a week
Thrice or twice a month
20%
2. Out of 40 respondents, 25% each (i.e. 10 respondents) buy ice creams once a month or a week,
20% each (i.e. 8 respondents) buy ice cream twice or thrice a week or a month and remaining
10%
(i.e.
4
respondents)
dont
buy
ice
Cream.
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Do you consume
IceCream seasonally or
all year round?
40%
60%
Seasonally
Year Round
3. Out of 40 respondents, 60% (i.e. 24 respondents) consume ice cream seasonally and remaining
40%
(i.e.
16
respondents)
consume
ice
cream
year
round.
YES
NO
92%
4. Out of 40 respondents, 92% (i.e. 37 respondents) are aware of product Yummy and remaining
8% (i.e. 3 respondents) are not aware of product Yummy.
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NO
75%
5. Out of 40 respondents, 75% (i.e. 30 respondents) have consumed the product Yummy and
remaining 25% (i.e. 10 respondents) havent consumed product Yummy.
6. Out of 40 respondents, 68% (i.e. 27 respondents) believes that product Yummy was not
reasonably priced and remaining 32% (i.e. 13respondents) believes that product Yummy was
reasonably priced.
20
12%
PRICE
Packaging
25%
43%
Advertisement
Low calories snack
Flavors
10%
7. Out of 40 respondents, 43% (i.e.1 7 respondents) believes that Yummy as a product attracts
them, 25% (i.e. 10 respondents) believes that advertisement of Yummy attracts them, 12% (i.e. 5
respondents) believes that packaging of Yummy attracts them, 10% (i.e. 4 respondents) believes
that low calories attracts them, 8% (i.e. 3 respondents) believes that flavors of Yummy attracts
them and remaining 3% (i.e. 1 respondents) believes that price of Yummy attracts them.
25%
35%
Strawberry
Mango
Grape
8. Out of 40 respondents, 40% (i.e. 16 respondents) prefer grape flavor, 35% (i.e. 14
respondents) prefer mango flavor and remaining 25% (i.e. 10 respondents) prefer strawberry.
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8% 7%
5 - 10 Rupees
35%
10 - 15 Rupees
15 - 20 Rupees
32%
20 - 25 Rupees
25 - 30 Rupees
9. Out of 40 respondents, 35% (i.e. 14 respondents) believes Rs. 10 Rs. 15 is the reasonable
price, 32% (i.e. 13 respondents) believes Rs. 15 Rs. 20 is the reasonable price, 18% (i.e. 7
respondents) believes Rs. 20 Rs. 25 is the reasonable price and remaining 7% to 8% each (i.e. 3
respondents) believe Rs. 5 Rs. 10 or Rs. 25 Rs. 30 is the reasonable price .
10%
Price too High
17%
10. Out of 40 respondents, 65% (i.e. 26 respondents) believes that high price was the reason of
failure of Yummy, 17% (i.e. 7 respondents) believes that lack of flavor was the reason of failure
of Yummy, 10% (i.e. 4 respondents) believes that proper quality was the reason of failure of
Yummy and remaining 8% (i.e. 3 respondents) believes that proper distribution was the reason of
failure of Yummy.
22
YES
45%
55%
NO
11. Out of 40 respondents, 55% (i.e. 22 respondents) believes that Yummy fail because of its
texture and creamy feel and remaining 45% (i.e. 18 respondents) believes that Yummy didnt fail
because of its texture and creamy feel.
40%
YES
NO
60%
12. Out of 40 respondents, 60% (i.e. 24 respondents) believes that decision of discontinuing the
product Yummy was wrong and remaining 40% (i.e. 16respondents) believes that the product
Yummy was right from many regions
.
23
12%
50%
30%
13. Out of 40 respondents, 50% (i.e. 20 respondents) believes that Yummy should have reduced
its price, 30% (i.e. 12 respondents) believes that Yummy should have introduce new flavors,
12% (i.e. 5respondents) believes that Yummy should have improve its distribution channel and
remaining 8% (i.e. 3 respondents) believes that Yummy should have improve their quality.
57%
Watermelon
Faalsa
14. Out of 40 respondents, 57% (i.e. 23 respondents) would prefer pineapple flavor as a new
flavor, 30% (i.e. 12 respondents) would prefer watermelon flavor as a new flavor and remaining
13% (i.e. 5 respondents) would prefer faalsa flavor as a new flavor.
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Price
Product
* New Flavors
* Sizes
* Texture
* Packaging
Marketing
Mix
Place
Promotion
25
RE - POSITIONING STRATEGY
Campaign that invokes sensory pleasure aimed at satisfying variety and stimulation based
needs along with cognitive awareness. Symbolic objectives to be met to satisfy TGs need for
group membership, ego identification, and the desire to impress
STRATEGY Attractive:
26
RE LAUNCH STRATEGY
going in to the launch phase launching Yummy with a revised communication &
marketing mix strategy to build awareness among early adaptors with selective
distribution
following it up with a campaign to launch new flavors water melon & Pineapple with
intensive distribution & direct & digital marketing
PROCESS FLOW:
Phase 0
Phase 1
Phase 2
27
COMMUNICATION STRATEGY
28
TVC:
Corporate Setting & a Beach Setting:
Working professionals (females in elegant suits and Men) shown working inside offices. Some
workers standing outside talking. Reflection of a large Ice Cream Bar/Dairy Ice cream can be
seen on the Glass Building of the office and gradually the building windows start turning to Ice
milk.
Similarly on a different setting on a beach where a family and young men & women are playing
beach games, we see the reflection of the large Ice Cream Bar on a beautiful blue sea which
starts turning to Milk as well.
OOH CAMPAIGN
3D Round-about
Round abouts to be made to look like Milky Pools of Strawberry or Mango where the fruits are
going to drop inside the pool making splashes in the air & Large Yummy Ice Bars will be
standing inside the fruity pool
Building Branding:
Large Branding of Yummy Ice-Bars on Glass buildings throughout the city similar to the TVC
3D Billboards
Yummy Beat the Heat with real milk 3D Billboards showing TG licking & Enjoying the Ice
cream.
29
30
MOTIVATION
Motivation is process that causes people to behave in a certain way. Marketers are interested in
knowing what drives a customer to exhibit a certain behavior so they can target them
accordingly. The following the process of motivation.
Personality
Perception
Learning
Attitude
Unfulfilled
needs,
wants and
desires
Tension
Behavior
Drive
Goal or need
fulfillment
Tension
Reduction
Any consumer mainly has two types of needs innate or biogenic needs that consist of primary
needs like food, shelter, clothing, etc. Or psychogenic needs that are secondary needs or motives.
Once a consumer realizes there is a need that needs to be fulfilled tension arises which leads him
to behave in a certain manner which in turn leads to the fulfillment of that need, hence tension is
reduced. Needs are never fully satisfied and keep emerging which leaves a consumer in a
constant state of tension, and this is what marketers target at.
Consumers who see Yummys advertisement will have a desire to consume try it which will lead
to tension which will lead to purchasing Yummy fulfilling the need and reducing tension. Now
the consumers preferences like lower prices, Milky texture, and different flavors all are being
considered it will lead to a greater desire than before.
31
There are many motivational theories that explain why consumers behave the way they do. One
of the motivational theories is means-end chain model. The means-end chain model suggests
that consumers think about product attributes subjectively in terms of personal consequences.
The end could be a consequence or a more abstract value. Here is how the means-end chain
model for Yummy would look like:
ATTRIBUTES
FUNCTIONAL
CONSEQUENCES
Low Calorie
PYSCHOSOCIAL
CONSEQUNCES
Hot
VALUES
Look attractive
Feel beautiful
Feel healthy and less overweight
32
ATTITUDE
Once the teasers and advertisements of Yummy are aired, consumers will be driven towards the
product as nowadays people have become health conscious and avoid high calorie foods. Also
the low prices and new flavors will attract consumers.
Culture: Culture is the sum total of learned beliefs, values and custom that serve to
regulate the consumer behavior of the members of a particular society. If consists of
things like language, food customs, art, laws, religion, etc. In Pakistan it is a custom to
have dessert before or after a meal, hence Yummy will be positioned as a frozen dessert,
which a consumer can have before or after their meal. Pakistan also has a warm weather
where ice-creams are highly preferred as a refreshing treat in the hot weather. Hence this
preference towards consuming Yummy will shaped by the Pakistani culture.
33
Opinion leaders: one way consumers seek help in making purchase decisions is
through opinion leaders. Opinion leaders are usually seen as honest and impartial.
Celebrities are usually used as opinion leaders in promoting a product. For promoting
Yummy we can use different role models or celebrities that will influence consumers
towards purchasing the product.
34
Central
Variables
Central
Route
User characteristics,
motivation, ability,
personality trait.
Dept Information
processing
Peripheral
Route
Attitude Change
Behavior
Process Flow
Peripheral
variables
Causal Link
The dual mediation model adds a link between attitude toward the ad and brand cognitions, can
be employed to explain how advertising impacts consumer behavior. Since Yummy is a low
involvement product as its purchase would not have a great impact on the consumers life the
peripheral route will be used. We can use celebrities to endorse the product.
35
BIBLIOGRAPY
www.YummyIcecreams.com/
www.unilever.pk/our-brands/detail/329260/
Wikipedia.com
36
ANNEXURES
37
______________________________
Age:
a.
b.
c.
d.
e.
18-22 yrs
23-27 yrs
28-32 yrs
33-38 yrs
39+ yrs
Gender:
a. Male
b. Female
Marital Status:
a. Married
b. Unmarried
Profession:
a.
b.
c.
d.
Business
House wife
Student
Other: _______________
Income:
a.
b.
c.
d.
PKR 0-15,000
PKR 15,000-30,000
PKR 30,000-45,000
Above PKR 45,000
Family size:
a.
b.
c.
d.
2
3
4
5+
38
Location:
a.
b.
c.
d.
e.
DHA/Clifton
Gulshan/Johar
Bahadurabad/PECHS
Nazimabad
Other: _______________
Question 1
Do you like ice cream?
a. Yes
b. No
Question 2
How often to you normally buy ice creams?
a.
b.
c.
d.
e.
Question 3
Do you consume ice cream seasonally or whole year-round?
a. Seasonally
b. Year Round
Question 4
Are you aware of the product Yummy?
a. Yes
b. No
Question 5
Have you ever consumed Yummy?
a. Yes
b. No
Question 6
39
Price
Packaging
Advertisement
50calorie count/low calories snack
Walls product
Flavors
Question 8
Which flavor of Yummy do you prefer the most?
a. Strawberry
b. Mango
c. Grape
Question 9
What do you think is a reasonable price for a high quality frozen treat like Yummy?
a.
b.
c.
d.
e.
Question 10
Why do you think Yummy slowly declined from the Market?
a.
b.
c.
d.
Question 11
Did Yummy fail because of its texture and creamy feel as opposed to other brands that are icier?
40
a. Yes
b. No
Question 12
Do you think the company was right in order to discontinue it from many reigons?
a. Yes
a. No
Question 13
What could they have done differently?
a.
b.
c.
d.
Question 14
Which new flavor you would like to be added by Yummy?
a. Pineapple
b. Watermelon
c. Faalsa
41