Big Bazar Project

INDEX
Executive summary......................................................................................................... 2
Introduction to the topic.................................................................................................. 3
Topic for the study.......................................................................................................... 3
Objectives........................................................................................................................ 3
CHERRY PICKI!............................................................................................................. 4
Company Profi"e.............................................................................................................. 6
Research #ethodo"o$y................................................................................................... 23
%&T& &&'Y(I( &% ITERPRET&TIO........................................................................26
HYPOTHESIS/LIMITATIONS.............................................................................................. 73
CONCLUSIONS & FINDINGS............................................................................................ 84
FINDINGS....................................................................................................................... 85
RECOMMENDATIONS...................................................................................................... 86
FINAL CONCLUSIONS..................................................................................................... 87
ANNEXURE..................................................................................................................... 88
QUESTIONAIRE............................................................................................................... 88
ILIOGRAPHY............................................................................................................... !"
1
Executive summary
Retail Sector is the most booming sector in the Indian economy. Some of the biggest players of the
world are going to enter into the industry soon. It is on the threshold of a big revolution after the IT
sector. Although organized retail market is not as strong as of now but it is e!pected to grow
manifolds by the year "#1$. The sector contributes 1#% of the &'( and is estimated to show "#%
annual growth rate by the end of the decade. The current growth rate is estimated to be ).$%.
The retail market is most fragmented in the world and only "% of the entire retailing business is in
the organized sector. There are about *## new malls 1$## supermarkets and *"$ departmental stores
being built in the cities very soon.
I considered the +ig,+azaar -ucknow for studying the consumer e!pectation and what are the
factors that influence to customer to walk,in in +ig +azaar -ucknow.
.onsumers now want the cheapest biggest and the /uickest products0services from their retailers.
They are moving towards the 1eastern2 model the changing behaviour the Indian customers.
The pro3ect involves three main aspects namely industry profile company profile and analysis part.
In industry profile about the retail sector in company profile history of the organization
achievements4 a detailed study has been made. In the analysis part ob3ectives and data collection
method sampling design sampling size sampling method and mainly I have analyzed the collected
primary data using S(SS the primary data have been collected through /uestionnaires. 5inally
findings recommendations limitations and conclusion are derived.
"
Introduction to the topic
As we are now in the era of booming retailing lot of organization are entering into the retail market.
In India 5uture &roup (antaloon company is one of the greatest retailing companies with its
retail format called +ig +azaar. In my summer training pro3ect I2m doing live pro3ect on a
6An Analysis of Customer Cherry Picking of FMCG Products at Big-Bazaar in
Lucknow. 7 To improve customer walk,in at big bazaar8 And also to know what are the
factors which customers think before visiting +ig +azaar.
eed for the study
+ig +azaar has newly established its -ucknow store on last 1$
th
August "##9. The +ig +azaar has
done analyzing of pro3ects to know the consumer e!pectation consumer satisfaction level and now
the +ig +azaar has gained good grip on the -ucknow market but still want to increase the walk,in in
+ig +azaar. So the main need for the study is to know how to increase the walk,in +ig +azaar.
Topic for the study
!An Analysis of Customer Cherry Picking of FMCG Products at Big-Bazaa r in Lucknow "
Objectives
To under stand the factors which influence customers to visit +ig, +azaar -ucknow
To study the present promotion activities of +ig,+azaar -ucknow
To understand the customer opinion about product services and prices
To evaluate customer walk,in at +ig,+azaar
To know the customers e!pectation towards +ig,+azaar -ucknow
To ascertain the satisfaction level of customers of +ig,+azaar -ucknow
*
CHERR !IC"IN#
:erriam,;ebster 'ictionary defines cherry picking as 6selecting the best or most desirable< or to describe
one idiom with another 6taking the pick of the litter.< The term cherry picking is used to describe the behavior
of both sellers and buyers in a variety of settings. Sometimes the phrase is used to describe a seller who is
selective about which customers they wish to serve.
5or e!ample Southwest Airlines cherry picks price sensitive travelers who place little premium on standard
airline perks and 'ell .omputer cherry picks customers who are capable of buying over the Internet and are
savvy enough to make the necessary customization choices without much hand holding. +oth of these firms
choose not to serve other customers with a higher willingness to pay because it would re/uire significant
changes to efficient operating models.
The .ambridge International 'ictionary of Idioms defines cherry picking as choosing 6only the best people
or things in a way that is not fair< as when financial institutions and insurance companies are vilified because
they refuse to serve high,risk populations. The term also describes behavior of buyers who are selective about
which products or services they purchase at what locations and prices. In both the seller and buyer conte!ts
the essential meaning of cherry picking is the same= take the best and leave the rest.
6Instead of going to the same outlet each week every week to complete their grocery shopping #rice-
conscious consumers often $isit more than one store in search of s#ecial #rices % a &argain-hunting
#ractice known in the industry as 'cherry-#icking"(< 7:ogelonsky 1>>?8
Consumer Reports recommends that smart shoppers 6scrutinize the food-day ads and 'cherry #ick( the
s#ecials< noting that "#% of its readers show little loyalty among supermarkets 7.onsumer Reports 1>))8
?
B)*+, -./+ C0+,,* P.C1.G
;IT@IA STBRC
-evy and ;itz 7"##?8 define cherry pickers who visit the store and only buy merchandise sold at big
discounts.
+CT;CCA STBRCS
The typical shopper visits the supermarkets "." times per week but shops *,? different chains on a
regular basis creating plenty of opportunities to cherry pick.
C0+,,* P.C1.G -2,A2+G.+-
S;IT.@ STBRCS A.RBSS ;CCDS
'ominick2s one week 3ewel the ne!t
S;IT.@ STBRCS ;IT@IA A 'AE BR ;CCD
'ominick2s and 3ewel the same day or week
BFR B(CRATIBAA-IGATIBA
Hisit two or more stores on the same shopping day
Reduces the likelihood of confusing true cherry picking with fill in trips
Classification of -ho##er 2y#es
$
I
Company !rofi$e
9
)
>
1#
11
1"
1*
1?
1$
1I
19
1)
1>
"#
"1
""
"*
"?
"$
Research %ethodo$o&y
3B4+C2.5+- 3F 20+ -2)/*
1. To profile the cherry pickers.
". To study the cherry picking sales pattern.
*. To find out whether .herry pickers increases the basket size.
?. To find out whether cherry pickers increase the retail turnover.
,+-+A,C0 6)+-2.3-
;ho are the cherry pickersJ
@ow do these customers cherry pick productsJ
;hat are the implications on the total spending of these customersJ
'o such consumers increase the retail turnover by buying more /uantity for availing the promotional
schemesJ
@E(BT@CSIS
0o7 The amount spent more to avail the scheme is not dependent on the income of the buyer.
087 The amount spent more to avail the scheme is dependent on the income of the buyer.
TE(C B5 RCSCAR.@ 'CSI&A
'escriptive research was used for the pro3ect.
KFAATITATIHC RCSCAR.@
A survey of customers leaving +ig +azaar was done so that all details of the shopping trip were fresh in their
minds and hence accurate price data could be collected. The survey was done by /uestionnaire which
comprised of closed ended /uestions.
"I
SBFR.CS B5 'ATA
(rimary data was collected through survey of customers at +ig +azaar.
Secondary data was collected from previous research by various authors on this topic retail biz magazine and
articles and reports on the internet.
:CT@B'B-B&E
The method used for survey was structured /uestionnaire.
RCSCAR.@ TBB-
Kuestionnaire
KFCSTIBAAAIRC 'CSI&A
The /uestionnaire comprised of closed ended 9uestions.
SA:(-C 'CSI&A
SA:(-C SIGCL 1## samples
SA:(-IA& TC.@AIKFCL .onvenience sampling.
(I-BT STF'E
A pilot survey of $ customers at +ig +azaar had been done to ensure that the /uestionnaire is correct and
relevant of research ob3ectives.
SFRHCE
Bnce pilot study is over actual survey will be conducted.
'ATA AAA-ESIS
The researcher has used inferential statistics 7through S(SS8 in order to draw a conclusion. Result of the study
has been put in tables and graphs for easy understanding of the findings of the research.
CM(C.TC' .BATRI+FTIBA B5 T@C STF'E
"9
This pro3ect will help in giving a fresh insight on this topic on which research has been done very rarely in
India. It will help to understand the overall pattern of this activity and its impact on the marketing strategies of
various 5:.& products. Also the profiling of this set of consumers can help in framing the strategies
accordingly.
RCASBA 5BR TADIA& F( T@C (RBNC.T
The researcher has done his ++A and currently pursuing his :+A. This topic has not been researched upon
e!tensively in India and hence promises uni/ue e!posure and e!perience to the researcher and hence this
pro3ect has been undertaken.
Benefits to me %
The pro3ect helped me to have an insight of the customer perception towards +ig +azaar -ucknow
the concept of consumer thinking process towards shopping. As a consumer what are the
e!pectations towards +ig +azaar -ucknow. And what are the different offers e!ecuted by +ig +azaar
during my SI( pro3ect. And it was more about live pro3ect and I was able to understand different
aspects with regards +ig +azaar -ucknow.
Benefits the com#any %
;ith the help of this report company could find out the challenges ahead because the study is based
on the survey conducted with the help of /uestionnaire which was consisted of the /uestions related
to the consumer of +ig +azaar -ucknow and through this report the +ig +azaar can more focus on
the consumer e!pectation towards increase walk,in in +ig +azaar -ucknow.
")
D'T' 'N'()I) 'ND INTER!RET'TION
K.1 'o you purchase the same brand every timeJ
-tatistics
SBA( TBBT@(ASTC
(A.DC'
:ASA-A (I.D-C
:BSKFITB
RC(C--CAT
@BFSC
.-CAAIA&
(RB'F.TS
A Halid )# I# ?$ *$ *# I$
:issing "" ?" $9 I9 9" *9
Fre9uency 2a&le
-3AP
5re/uency (ercent Halid (ercent .umulative (ercent
Halid yes "# 1>.I "$.# "$.#
no I# $).) 9$.# 1##.#
Total )# 9).? 1##.#
:issing .## "# 1>.I
System " ".#
Total "" "1.I
Total 1#" 1##.#
">
23320PA-2+
Halid yes *$ *?.* $).* $).*
no "$ "?.$ ?1.9 1##.#
Total I# $).) 1##.#
:issing .## ?# *>."
System " ".#
Total ?" ?1."
Total 1#" 1##.#
PAC1+/ MA-ALA
Halid yes "# 1>.I ??.? ??.?
no "$ "?.$ $$.I 1##.#
Total ?$ ??.1 1##.#
:issing .## $$ $*.>
System " ".#
Total $9 $$.>
Total 1#" 1##.#
*#
P.C1L+
Halid yes "# "#.# $9.1 $9.1
no 1$ 1$.# ?".> 1##.#
Total *$ *$.# 1##.#
:issing .## I$ I$.#
Total 1## 1##.#
*1
M3-6).23 ,+P+LL+2
Halid yes "$ "?.$ )*.* )*.*
no $ ?.> 1I.9 1##.#
Total *# ">.? 1##.#
:issing .## 9# I).I
System " ".#
Total 9" 9#.I
Total 1#" 1##.#
*"
03)-+ CL+A.G P,3/)C2-
Halid yes *# ">.? ?I." ?I."
no *$ *?.* $*.) 1##.#
Total I$ I*.9 1##.#
:issing .## *$ *?.*
System " ".#
Total *9 *I.*
Total 1#" 1##.#

**
IATCR(RCTATIBAL
SoapL 9$% of the respondents said that they do not purchase the same brand every time while "$ % said that
they do purchase the same brand every time.
ToothpasteL ?1.9% of the respondents said that they do not purchase the same brand every time while $).* %
said that they do purchase the same brand every time.
(acked :asalaL $$.1% of the respondents said that they do not purchase the same brand every time while ??.>
% said that they do purchase the same brand every time.
(ickleL ?".>% of the respondents said that they do not purchase the same brand every time while $9.1 % said
that they do purchase the same brand every time.
:os/uito RepellentL 1I.9% of the respondents said that they do not purchase the same brand every time while
)*.* % said that they do purchase the same brand every time.
@ouse .leaning (roductsL $*.)% of the respondents said that they do not purchase the same brand every time
while ?I." % said that they do purchase the same brand every time.
BverallL $"% of the respondents said that they do not purchase the same brand every time while ?) % said
that they do purchase the same brand every time.
The consumer behaviour related to brand switching varies a lot across different products with 9$ % of
consumers in the soap category agreeing that they switch brands regularly while only 1I.9% of consumers in
the mos/uito repellent category agreed that they switch brands regularly. Bverall to get a fair idea an average
of these responses show that $"% of the consumers switch brands for one or the other reasons while ?)% of
the consumers stick to the same brand.
*?
K." ;hy do you change your brandJ
Case Processing -ummary
.ases
Halid :issing Total
A (ercent A (ercent A (ercent
;hy change soap O income 9$ 9*.$% "$ "I.$% 1## 1##.#%
;hy change toothpaste O income I# $).)% ?# ?1."% 1## 1##.#%
;hy change packed masala O
income
?I ?$.1% $? $?.>% 1## 1##.#%
;hy change pickle O income *$ *?.*% I$ I$.9% 1## 1##.#%
;hy change mos/uito repellent O
income
*# ">.?% 9# 9#.I% 1## 1##.#%
;hy change cleaning products O
income
I$ I*.9% *$ *I.*% 1## 1##.#%
*$
:hy change soa# ; income Cross ta&ulation
.ount
income
Total less than "$### "I###,$#### $1###,9$### more than 9$###
;hy change soap schemes 1# 1# ? $ ">
trial # # # # $
better /uality 1# 1$ 11 1# ?1
Total "# "$ 1$ 1$ 9$
*I
:hy change tooth#aste ; income Cross ta&ulation
income
whychangetoothpaste schemes I 1) 1 # "$
trial # * * # I
better
/uality
? ? 11 1# ">
Total 1# "$ 1$ 1# I#
*9
PAC1+/ MA-ALA ; income Cross ta&ulation
.ount
income
(A.DC' :ASA-A schemes 11 * ? # 1)
trial 9 # # $ 1"
better /uality " * I $ 1I
Total "# I 1# 1# ?I
*)
P.C1L+ ; income Cross ta&ulation
.ount
income
(I.D-C schemes 1# $ 1 # 1I
trial * # # # *
better /uality " $ ? $ 1I
Total 1$ 1# $ $ *$
*>
:hy change mos9uito re#ellent ; income Cross ta&ulation
.ount
income
Total less than "$### "I###,$#### $1###,9$###
why change mos/uito trial $ # # $
better /uality 1# 1# $ "$
Total 1$ 1# $ *#
?#
:hy change cleaning ; income Cross ta&ulation
.ount
income
why change cleaning schemes 1# $ 1$ # *#
trial 1# # # $ 1$
better /uality $ $ # 1# "#
Total "$ 1# 1$ 1$ I$
?1
.2+,P,+2A2.3
SoapL The cross tabulation of the reason of changing a brand with the income of the respondent in the soap
category shows that there is a change in the reason with increasing income of the respondent. I out of 1#
respondents of income less than "$### say the they change brand due to the promotional schemes while only
$ out of 1$ respondents of more than 9$### category claim so.
ToothpasteL The cross tabulation of the reason of changing a brand with the income of the respondent in the
toothpaste category shows that there is a change in the reason with increasing income of the respondent. I out
of 1# respondents of income less than "$### say the they change brand due to the promotional schemes
while only # out of 1# respondents of more than 9$### category claim so.
(acked :asalaL The cross tabulation of the reason of changing a brand with the income of the respondent in
the packed masala category shows that there is a change in the reason with increasing income of the
respondent. 11 out of "# respondents of income less than "$### say the they change brand due to the
promotional schemes while only # out of 1# respondents of more than 9$### category claim so.
(ickleL The cross tabulation of the reason of changing a brand with the income of the respondent in the pickle
category shows that there is a change in the reason with increasing income of the respondent. 1# out of 1$
respondents of income less than "$### say the they change brand due to the promotional schemes while only
# out of $ respondents of more than 9$### category claim so.
:os/uito RepellentL The cross tabulation of the reason of changing a brand with the income of the
respondent in the mos/uito repellent category shows that there is a change in the reason with increasing
income of the respondent. 1# out of 1$ respondents of income less than "$### say the they change brand due
to the better /uality while all $ respondents of more than 9$### category claim so.
@ouse .leaning (roductsL The cross tabulation of the reason of changing a brand with the income of the
respondent in the house cleaning products category shows that there is a change in the reason with increasing
income of the respondent. 1# out of "$ respondents of income less than "$### say the they change brand due
to the promotional schemes while only # out of 1$ respondents of more than 9$### category claim so.
@ence a gradual shift towards better /uality rather than promotional schemes as a reason for changing a
brand is seen as the income slab increases. Though the shift varies from product to product but a general trend
towards better /uality is seen as income increases.
?"
K.* ;as there any promotional scheme with this brandJ
Fre9uencies
-tatistics
SBA( TBBT@(ASTC
(A.DC'
:ASA-A (I.D-C
:BSKFITB
RC(C--CAT
@BFSC
.-CAAIA&
(RB'F.TS
A Halid )# I# ?$ *$ *# I$
:issing "" ?" $9 I9 9" *9
Fre9uency 2a&le
-3AP
Halid yes I# $).) 9$.# 9$.#
no "# 1>.I "$.# 1##.#
Total )# 9).? 1##.#
:issing .## "# 1>.I
System " ".#
Total "" "1.I
Total 1#" 1##.#
?*
23320PA-2+
Halid yes I# $).) 1##.# 1##.#
:issing .## ?# *>."
System " ".#
Total ?" ?1."
Total 1#" 1##.#
PAC1+/ MA-ALA
Halid yes *# ">.? II.9 II.9
no 1$ 1?.9 **.* 1##.#
Total ?$ ??.1 1##.#
:issing .## $$ $*.>
System " ".#
Total $9 $$.>
Total 1#" 1##.#
??
P.C1L+
Halid yes "# 1>.I $9.1 $9.1
no 1$ 1?.9 ?".> 1##.#
Total *$ *?.* 1##.#
:issing .## I$ I*.9
System " ".#
Total I9 I$.9
Total 1#" 1##.#
M3-6).23 ,+P+LL+2
Halid yes 1$ 1?.9 $#.# $#.#
no 1$ 1?.9 $#.# 1##.#
Total *# ">.? 1##.#
:issing .## 9# I).I
System " ".#
Total 9" 9#.I
Total 1#" 1##.#
?$
03)-+ CL+A.G P,3/)C2-
Halid yes I# $).) >".* >".*
no $ ?.> 9.9 1##.#
Total I$ I*.9 1##.#
:issing .## *$ *?.*
System " ".#
Total *9 *I.*
Total 1#" 1##.#

?I
.2+,P,+2A2.3
SoapL 9$% of the respondents agreed that there was a promotional scheme for the brand they bought while "$
% of the respondents did not.
ToothpasteL 1##% of the respondents agreed that there was a promotional scheme for the brand they bought.
(acked :asalaL II.9 % of the respondents agreed that there was a promotional scheme for the brand they
bought while **.* % of the respondents did not.
(ickleL $9.1% of the respondents agreed that there was a promotional scheme for the brand they bought while
?".> % of the respondents did not.
:os/uito RepellentL $#% of the respondents agreed that there was a promotional scheme for the brand they
bought while $# % of the respondents did not.
@ouse .leaning (roductsL >".*% of the respondents agreed that there was a promotional scheme for the brand
they bought while 9.9 % of the respondents did not.
BverallL 9) % of the respondents agreed that there was a promotional scheme for the brand they bought while
"" % of the respondents did not.
5rom this analysis it can be understood that 9) % of the respondents availed some or the other scheme from
the I selected products and save some money by cherry picking these products.
?9
K.? If yes which oneJ
Fre9uencies
-tatistics
SBA( TBBT@(ASTC
(A.DC'
:ASA-A (I.D-C
:BSKFITB
RC(C--CAT
@BFSC
.-CAAIA&
(RB'F.TS
A Halid I# I# *# "# 1$ I#
:issing ?" ?" 9" )" )9 ?"
Fre9uency 2a&le
-3AP
Halid price promotion I# $).) 1##.# 1##.#
:issing .## ?# *>."
System " ".#
Total ?" ?1."
Total 1#" 1##.#
?)
23320PA-2+
Halid price promotion ?# *>." II.9 II.9
free gifts "# 1>.I **.* 1##.#
Total I# $).) 1##.#
:issing .## ?# *>."
System " ".#
Total ?" ?1."
Total 1#" 1##.#
PAC1+/ MA-ALA
Halid price promotion *# ">.? 1##.# 1##.#
:issing .## 9# I).I
System " ".#
Total 9" 9#.I
Total 1#" 1##.#
?>
P.C1L+
Halid price promotion "# 1>.I 1##.# 1##.#
:issing .## )# 9).?
System " ".#
Total )" )#.?
Total 1#" 1##.#
M3-6).23 ,+P+LL+2
Halid price promotion 1$ 1?.9 1##.# 1##.#
:issing .## )$ )*.*
System " ".#
Total )9 )$.*
Total 1#" 1##.#
$#
03)-+ CL+A.G P,3/)C2-
Halid price promotion I# $).) 1##.# 1##.#
:issing .## ?# *>."
System " ".#
Total ?" ?1."
Total 1#" 1##.#

.2+,P,+2A2.3
$1
SoapL 1## % of the respondents bought the brand with which there was a price promotion scheme.
ToothpasteL II.9 % of the respondents bought the brand with which there was a price promotion scheme
while **.* % of the respondents bought the brand which had free gifts scheme.
(acked :asalaL 1## % of the respondents bought the brand with which there was a price promotion scheme.
(ickleL 1## % of the respondents bought the brand with which there was a price promotion scheme.
:os/uito RepellentL 1## % of the respondents bought the brand with which there was a price promotion
scheme.
@ouse .leaning (roductsL 1## % of the respondents bought the brand with which there was a price promotion
scheme.
BverallL >? % of the respondents bought the brand with which there was a price promotion scheme while I %
of the respondents bought the brand which had free gifts scheme.
K.$ @ow much did you save by availing this schemeJ
Fre9uencies
-tatistics
SBA( TBBT@(ASTC
(A.DC'
:ASA-A (I.D-C
:BSKFITB
RC(C--CAT
@BFSC
.-CAAIA&
(RB'F.TS
A Halid I# I# *# "# "# I#
:issing ?" ?" 9" )" )" ?"
$"
Fre9uency 2a&le
-3AP
Halid 1#,1$ 1# >.) 1I.9 1I.9
more than"# $# ?>.# )*.* 1##.#
Total I# $).) 1##.#
:issing .## ?# *>."
System " ".#
Total ?" ?1."
Total 1#" 1##.#
23320PA-2+
Halid 1#,1$ $# ?>.# )*.* )*.*
more than"# 1# >.) 1I.9 1##.#
Total I# $).) 1##.#
:issing .## ?# *>."
System " ".#
Total ?" ?1."
Total 1#" 1##.#
$*
PAC1+/ MA-ALA
Halid 1$,"# 1# >.) **.* **.*
more than"# "# 1>.I II.9 1##.#
Total *# ">.? 1##.#
:issing .## 9# I).I
System " ".#
Total 9" 9#.I
Total 1#" 1##.#
P.C1L+
Halid 1$,"# 1# >.) $#.# $#.#
more than"# 1# >.) $#.# 1##.#
Total "# 1>.I 1##.#
:issing .## )# 9).?
System " ".#
Total )" )#.?
Total 1#" 1##.#
$?
M3-6).23 ,+P+LL+2
Halid #,$ $ ?.> "$.# "$.#
1$,"# $ ?.> "$.# $#.#
more than"# 1# >.) $#.# 1##.#
Total "# 1>.I 1##.#
:issing .## )# 9).?
System " ".#
Total )" )#.?
Total 1#" 1##.#
$$
03)-+ CL+A.G P,3/)C2-
Halid $,1# $ ?.> ).* ).*
1#,1$ 1# >.) 1I.9 "$.#
1$,"# $ ?.> ).* **.*
more than"# ?# *>." II.9 1##.#
Total I# $).) 1##.#
:issing .## ?# *>."
System " ".#
Total ?" ?1."
Total 1#" 1##.#

$I
A:BFAT SAHC' 7IA
RS8
AB B5
RCS(BASCS
RS #,$ $
RS $,1# $
RS 1#,1$ I9
RS 1$,"# *#
:BRC T@AA "# 1*)
.2+,P,+2A2.3
SoapL 1I.9 % of the respondents said that they saved Rs.1#,1$ by availing the scheme with the product while
)*.* % of the respondents said that they save more that Rs."# by availing the scheme.
ToothpasteL )*.* % of the respondents said that they saved Rs.1#,1$ by availing the scheme with the product
while 1I.9 % of the respondents said that they save more that Rs."# by availing the scheme.
(acked :asalaL **.* % of the respondents said that they saved Rs.1$,"# by availing the scheme with the
product while II.9% of the respondents said that they save more that Rs."# by availing the scheme.
(ickleL $# % of the respondents said that they saved Rs.1$,"# by availing the scheme with the product while
$# % of the respondents said that they save more that Rs."# by availing the scheme.
:os/uito RepellentL "$% of the respondents said that they saved Rs.#,$ "$ % of the respondents said that
they saved Rs.1$,"# by availing the scheme with the product while $# % of the respondents said that they
save more that Rs."# by availing the scheme.
@ouse .leaning (roductsL ).* % of the respondents said that they saved Rs.$,1# 1I.9 % of the respondents
said that they saved Rs.1#,1$ by availing the scheme with the product while ).* % of the respondents said
$9
that they save more that Rs.1$,"# by availing the scheme.II.9 % of the respondents said that they save more
than Rs."# by availing he scheme.
BverallL " % of the respondents said that they saved Rs.#,$ " % of the respondents said that they saved Rs.$,
1# ") % of the respondents said that they saved Rs.1#,1$ by availing the scheme with the product while 1"
% of the respondents said that they save more that Rs.1$,"# by availing the scheme.$I % of the respondents
said that they save more than Rs."# by availing he scheme.
$)
K.I 'id you have to buy more /ty than intended to avail the schemeJ
Fre9uencies
-tatistics
SBA( TBBT@(ASTC
(A.DC'
:ASA-A (I.D-C
:BSKFITB
RC(C--CAT
@BFSC
.-CAAIA&
(RB'F.TS
A Halid $$ I$ *# 1$ 1$ I$
:issing ?9 *9 9" )9 )9 *9
Fre9uency 2a&le
-3AP
Halid yes $$ $*.> 1##.# 1##.#
:issing .## ?$ ??.1
System " ".#
Total ?9 ?I.1
Total 1#" 1##.#
$>
23320PA-2+
Halid yes "# 1>.I *#.) *#.)
no ?$ ??.1 I>." 1##.#
Total I$ I*.9 1##.#
:issing .## *$ *?.*
System " ".#
Total *9 *I.*
Total 1#" 1##.#
PAC1+/ MA-ALA
Halid yes $ ?.> 1I.9 1I.9
no "$ "?.$ )*.* 1##.#
Total *# ">.? 1##.#
:issing .## 9# I).I
System " ".#
Total 9" 9#.I
Total 1#" 1##.#
I#
P.C1L+
Halid no 1$ 1?.9 1##.# 1##.#
:issing .## )$ )*.*
System " ".#
Total )9 )$.*
Total 1#" 1##.#
M3-6).23 ,+P+LL+2
Halid no 1$ 1?.9 1##.# 1##.#
:issing .## )$ )*.*
System " ".#
Total )9 )$.*
Total 1#" 1##.#
I1
03)-+ CL+A.G P,3/)C2-
Halid yes $ ?.> 9.9 9.9
no I# $).) >".* 1##.#
Total I$ I*.9 1##.#
:issing .## *$ *?.*
System " ".#
Total *9 *I.*
Total 1#" 1##.#

IATCR(RCTATIBAL
SoapL 1## % of the respondents said that they had to buy more than intended to avail the scheme.
I"
ToothpasteL *#.) % of the respondents said that they has to buy more than intended to avail the scheme while
I>."% of the respondents said that they did not have to buy more to avail the scheme.
(acked :asalaL 1I.9 % of the respondents said that they has to buy more than intended to avail the scheme
while )*.*% of the respondents said that they did not have to buy more to avail the scheme.
(ickleL 1## % of the respondents said that they had to buy more than intended to avail the scheme.
:os/uito RepellentL 1## % of the respondents said that they had to buy more than intended to avail the
scheme.
@ouse .leaning (roductsL 9.9 % of the respondents said that they has to buy more than intended to avail the
scheme while >".*% of the respondents said that they did not have to buy more to avail the scheme.
BverallL *? % of the respondents said that they has to buy more than intended to avail the scheme while II%
of the respondents said that they did not have to buy more to avail the scheme.
I*
K.9 'id you spend more than intended to avail the schemeJ
Fre9uencies
-tatistics
SBA( TBBT@(ASTC
(A.DC'
:ASA-A (I.D-C
:BSKFITB
RC(C--CAT
@BFSC
.-CAAIA&
(RB'F.TS
A Halid $$ I# *$ 1$ 1$ I#
:issing ?9 ?" I9 )9 )9 ?"
Fre9uency 2a&le
-3AP
Halid yes $$ $*.> 1##.# 1##.#
:issing .## ?$ ??.1
System " ".#
Total ?9 ?I.1
Total 1#" 1##.#
I?
23320PA-2+
Halid yes "# 1>.I **.* **.*
no ?# *>." II.9 1##.#
Total I# $).) 1##.#
:issing .## ?# *>."
System " ".#
Total ?" ?1."
Total 1#" 1##.#
PAC1+/ MA-ALA
Halid yes $ ?.> 1?.* 1?.*
no *# ">.? )$.9 1##.#
Total *$ *?.* 1##.#
:issing .## I$ I*.9
System " ".#
Total I9 I$.9
Total 1#" 1##.#
I$
P.C1L+
Halid no 1$ 1?.9 1##.# 1##.#
:issing .## )$ )*.*
System " ".#
Total )9 )$.*
Total 1#" 1##.#
M3-6).23 ,+P+LL+2
Halid no 1$ 1?.9 1##.# 1##.#
:issing .## )$ )*.*
System " ".#
Total )9 )$.*
Total 1#" 1##.#
II
03)-+ CL+A.G P,3/)C2-
Halid no I# $).) 1##.# 1##.#
:issing .## ?# *>."
System " ".#
Total ?" ?1."
Total 1#" 1##.#

.2+,P,+2A2.3
I9
SoapL 1## % of the respondents said that they had to spend more than intended to avail the scheme.
ToothpasteL **.* % of the respondents said that they had to spend more than intended to avail the scheme
while rest II.9 % said that they did not have to spend more than intended to avail the scheme.
(acked :asalaL 1?.* % of the respondents said that they had to spend more than intended to avail the scheme
while rest )$.9 % said that they did not have to spend more than intended to avail the scheme.
(ickleL 1## % of the respondents said that they had to spend more than intended to avail the scheme.
:os/uito RepellentL 1## % of the respondents said that they had to spend more than intended to avail the
scheme.
@ouse .leaning (roductsL 1## % of the respondents said that they had to spend more than intended to avail
the scheme.
BverallL ** % of the respondents said that they had to spend more than intended to avail the scheme while rest
I9 % said that they did not have to spend more than intended to avail the scheme.
I)
K.) If yes how muchJ
Fre9uencies
-tatistics
SBA( TBBT@(ASTC
(A.DC'
:ASA-A (I.D-C
:BSKFITB
RC(C--CAT
@BFSC
.-CAAIA&
(RB'F.TS
A Halid I# "# $ # # #
:issing ?" )" >9 1#" 1#" 1#"
Fre9uency 2a&le
-3AP
Halid 1$,"# 1# >.) 1I.9 1I.9
more than"# $# ?>.# )*.* 1##.#
Total I# $).) 1##.#
:issing .## ?# *>."
System " ".#
Total ?" ?1."
Total 1#" 1##.#
I>
23320PA-2+
Halid more than"# "# 1>.I 1##.# 1##.#
:issing .## )# 9).?
System " ".#
Total )" )#.?
Total 1#" 1##.#
PAC1+/ MA-ALA
Halid more than"# $ ?.> 1##.# 1##.#
:issing .## >$ >*.1
System " ".#
Total >9 >$.1
Total 1#" 1##.#
9#
P.C1L+
5re/uency (ercent
:issing .## 1## 1##.#
Total 1## 1##.#
M3-6).23 ,+P+LL+2
5re/uency (ercent
:issing .## 1## 1##.#
Total 1## 1##.#
03)-+ CL+A.G P,3/)C2-
5re/uency (ercent
:issing .## 1## 1##.#
Total 1## 1##.#
91

A:BFAT S(CAT
:BRC
AB B5
RCS(BASCS
RS #,$ #
RS $,1# #
RS 1#,1$ #
RS 1$,"# 1#
:BRC T@AA "# 9*
.2+,P,+2A2.3
SoapL 1I.9 % of the respondents said that they had to spend Rs.1$,"# to availing the scheme with the product
while )*.* % of the respondents said that they had to spend Rs."# more to availing the scheme.
9"
ToothpasteL 1##% of the respondents said that they had to spend Rs."# more to availing the scheme.
(acked :asalaL 1##% of the respondents said that they had to spend Rs."# more to availing the scheme.
(ickleL 1##% of the respondents said that they had to spend Rs.# more to availing the scheme.
:os/uito RepellentL 1##% of the respondents said that they had to spend Rs.# more to availing the scheme.
@ouse .leaning (roductsL 1##% of the respondents said that they had to spend Rs.# more to availing the
scheme.
BverallL 1" % of the respondents said that they had to spend Rs.1$,"# to availing the scheme with the
product while )) % of the respondents said that they had to spend Rs."# more to availing the scheme.
K.> which promotional activities do you preferJ
/escri#ti$e -tatistics
A :inimum :a!imum :ean Std. 'eviation
price promotion 1## 1.## *.## 1.?$## .I9"*"
Halid A 7list wise8 1##
coupons ># ".## ?.## *.*))> .9$>)9
Halid A 7list wise8 >#
9*
free gifts 1## 1.## **.## *.$$## I.)$I>?
Halid A 7list wise8 1##
refunds >$ ".## ?.## *.#$"I .9I*#>
Halid A 7list wise8 >$
loyalty incentive 1$ *.## ?.## *.III9 .?)9>$
Halid A 7list wise8 1$
9?
.2+,P,+2A2.3
9$
HEIRARCHY OF PREFERENCE OF BUYERS
PRICE
PROMOTIO
N
LOYALTY
INCENTI
#E
FREE
GIFTS
COUPON
S
REFUN
DS
HYPOTHESIS/LIMITATIONS
0o7 2he amount s#ent more to a$ail the scheme is not de#endent on the income of the
&uyer"
087 2he amount s#ent more to a$ail the scheme is de#endent on the income of the
&uyer"
Crossta&s
Case Processing -ummary
.ases
Halid :issing Total
A (ercent A (ercent A (ercent
SBA( O income $$ $$.#% ?$ ?$.#% 1## 1##.#%
TBBT@(ASTC O income I# I#.#% ?# ?#.#% 1## 1##.#%
(A.DC' :ASA-A O income *$ *$.#% I$ I$.#% 1## 1##.#%
(I.D-C O income 1I 1I.#% )? )?.#% 1## 1##.#%
:BSKFITB RC(C--CAT O
income
1$ 1$.#% )$ )$.#% 1## 1##.#%
@BFSC .-CAAIA&
(RB'F.TS O income
I1 I1.#% *> *>.#% 1## 1##.#%
9I
-3AP ; income
Crossta&
.ount
income
SBA( yes > 19 1" 1# ?)
no 1 * * # 9
Total 1# "# 1$ 1# $$
Chi--9uare 2ests
Halue df
Asymp. Sig. 7",
sided8
(earson .hi,S/uare ".***
a
* .$#I
-ikelihood Ratio *.$#9 * .*"#
-inear,by,-inear Association ."*# 1 .I*1
A of Halid .ases $$
a. ? cells 7$#.#%8 have e!pected count less than $. The minimum e!pected count
is 1."9.
99
23320PA-2+ ; income
Crossta&
.ount
income
TBBT@(ASTC Ees $ 1# $ # "#
no $ 1$ 1# 1# ?#
Total 1# "$ 1$ 1# I#
9)
Chi--9uare 2ests
Halue 'f
Asymp. Sig. 7",
sided8
(earson .hi,S/uare I.9$#
a
* .#)#
-ikelihood Ratio >.99* * .#"1
-inear,by,-inear Association $.I*# 1 .#1)
A of Halid .ases I#
a. " cells 7"$.#%8 have e!pected count less than $. The minimum e!pected count
is *.**.
9>
PAC1+/ MA-ALA ; income
Crossta&
.ount
income
Total less than "$### $1###,9$### more than 9$###
(A.DC' :ASA-A Ees " ? $ 11
no 1* I $ "?
Total 1$ 1# 1# *$
Chi--9uare 2ests
Halue df
Asymp. Sig. 7",
sided8
(earson .hi,S/uare ?.""#
a
" .1"1
-ikelihood Ratio ?.?91 " .1#9
-inear,by,-inear Association ?.#)$ 1 .#?*
A of Halid .ases *$
a. * cells 7$#.#%8 have e!pected count less than $. The minimum e!pected count
is *.1?.
)#
P.C1L+ ; income
Crossta&
.ount
income
Total less than "$### "I###,$#### $1###,9$###
(I.D-C yes " 1 ? 9
no ? ? 1 >
Total I $ $ 1I
)1
Chi--9uare 2ests
Halue df
Asymp. Sig. 7",
sided8
(earson .hi,S/uare ?.#)#
a
" .1*#
-ikelihood Ratio ?.")? " .119
-inear,by,-inear Association ".#I> 1 .1$#
A of Halid .ases 1I
a. I cells 71##.#%8 have e!pected count less than $. The minimum e!pected
count is ".1>.
)"
M3-6).23 ,+P+LL+2 ; income
Crossta&
.ount
income
Total less than "$### "I###,$#### $1###,9$###
:BSKFITB RC(C--CAT yes * 1 * 9
no " ? " )
Total $ $ $ 1$
Chi--9uare 2ests
Halue df
Asymp. Sig. 7",
sided8
(earson .hi,S/uare ".1?*
a
" .*?*
-ikelihood Ratio "."I* " .*""
-inear,by,-inear Association .### 1 1.###
A of Halid .ases 1$
a. I cells 71##.#%8 have e!pected count less than $. The minimum e!pected
count is ".**.
)*
03)-+ CL+A.G P,3/)C2- ; income
Crossta&
.ount
Income
@BFSC .-CAAIA&
(RB'F.TS
yes " " ? * 11
no "* ) 11 ) $#
Total "$ 1# 1$ 11 I1
)?
Chi--9uare 2ests
Halue 'f
Asymp. Sig. 7",
sided8
(earson .hi,S/uare *.1"1
a
* .*9*
-ikelihood Ratio *.**I * .*?*
-inear,by,-inear Association ".99I 1 .#>I
A of Halid .ases I1
a. ? cells 7$#.#%8 have e!pected count less than $. The minimum e!pected count
is 1.)#.
)$
.2+,P,+2A2.3
SoapL The significance level for the soap category for chi s/uare test when cross tabulated with the income of
the buyer is #.*#I. Thus it can be inferred that there is association between the amounts spent more to avail
the scheme and the income of the buyer.
ToothpasteL The significance level for the soap category for chi s/uare test when cross tabulated with the
income of the buyer is #.)#. Thus it can be inferred that there is association between the amounts spent more
to avail the scheme and the income of the buyer.
(acked :asalaL The significance level for the soap category for chi s/uare test when cross tabulated with the
income of the buyer is #.1"1. Thus it can be inferred that there is association between the amounts spent more
to avail the scheme and the income of the buyer.
(ickleL The significance level for the soap category for chi s/uare test when cross tabulated with the income
of the buyer is #.1*#. Thus it can be inferred that there is association between the amounts spent more to avail
the scheme and the income of the buyer.
:os/uito RepellentL The significance level for the soap category for chi s/uare test when cross tabulated with
the income of the buyer is #.*?*. Thus it can be inferred that there is association between the amounts spent
more to avail the scheme and the income of the buyer.
@ouse .leaning (roductsL The significance level for the soap category for chi s/uare test when cross
tabulated with the income of the buyer is #.*9*. Thus it can be inferred that there is association between the
amounts spent more to avail the scheme and the income of the buyer.
BverallL @ence it can be inferred that the amount spent more to avail the scheme has association with the
income of the buyer. ;e can conclude from this that the buyer spends more in accordance to his income rather
than attractiveness of the scheme.
@ence @o is re3ected.
@ence the amount spent more to avail the scheme is dependent on the income of the buyer.
)I
CONCLUSIONS & FINDINGS
:ore than half of the population of consumers switch brands of 5:.& products due to some reason
or the other. 7$"% of the consumers agreed that they switch brands regularly.8
The percentage of consumers switching brands varies across different 5:.& products. 79$% of
respondents under soap category agreed that they switch brands regularly while only 1I.9% of
respondents under mos/uito repellent category agreed to it.8
The reason of switching brands varies with the income of the buyer. The reason of switching brand
tends towards better /uality as the income of the individual increases. The reason with lower income
groups being schemes and with higher income groups being better /uality of the product. Though the
shift varies from product to product but a general trend towards better /uality is seen as income
increases.
Schemes giving instant cash benefit are preferred by the consumers. :ost of the buyers purchase
products with price promotion schemes with >? % of the buyers bought products with price
promotion.
The buyers save big amounts by availing the scheme. $I% of the buyers save more than Rs. "# on a
single product during a single shopping trip ")% saved Rs.1#,1$ on a single product while 1"% save
Rs.1$,"# on a single product.
The buyers in return have to buy more /uantity of the product to avail the scheme and save the above
mentioned amounts. *? % of the respondents said that they had to buy more than intended to avail the
scheme.
Again the /uantity need to bought more to avail the scheme varies across products and the scheme
offered by the brand.1##% of respondents under soap category agreed that they had to buy more than
intended to avail the scheme but only 9% of the respondents under house cleaning products agreed to
it.
)9
So it can be concluded that the buyer increase the basket size in the process to avail the promotional
schemes and get value for money.
As the buyer needs to buy more to avail the scheme it directly affects the total amount they spent to
buy the product. ))% of the buyers agreed that they had to spend more than Rs."# to avail the
scheme.
The most preferred promotional activity by the consumers is price promotion followed by loyalty
incentive free gifts coupons and refunds being the least preferred promotional activity.
The amount spent more to avail the scheme has association with the income of the buyer. ;e can
conclude from this that the buyer spends more in accordance to his income rather than attractiveness
of the scheme.
@ence the amount spent more to avail the scheme is dependent on the income of the buyer.
FINDINGS
The overall pro3ect is mainly of< 6A analysis of customer Cherry Picking of FMCG Products at
Big-Bazaar in Lucknow. In this pro3ect the ma3or findings are as follows
'uring the pro3ect period there are totally * different types of offers e!ecuted 7apart form weekends
offers8 by big bazaar. And the customer walk,in was very good in these offers days.
The consumer walk,in in big bazaar is very high during the offer periods.
)1% of the customers prefer to visit +ig +azaar due to the availability of the variety of products.
9$% of customers of -ucknow prefer to visit big bazaar.
I*% of -ucknow customer thinks that there is always any new offers before visiting big bazaar.
I*% of customers of big bazaar e!pect good offers from big bazaar.
9?% consumers are satisfied with the offers from big bazaar -ucknow.
I)% of the customers are satisfied by the /uality of the products at +ig +azaar
II% customers visit +ig +azaar for purchasing rather than a visit.
I$% of the customers are satisfied by the service provided at +ig +azaar
))
:ost of the customers would definitely visit +ig +azaar again.
RECOMMENDATIONS
The brands should come up with promotional activities which give instant cash benefit to the
consumers as such promotions are preferred by them.
The consumers do not mind buying more /uantity to avail the offers hence the brands can come up
with schemes wherein the consumers need to buy more /uantity to avail the schemes offered.
The amount spent more to avail schemes with 5:.& has association with the income of the buyer
and hence the target set of consumers should be studied before coming up with the promotions.
The reason of switching brands does tend towards better /uality but even higher income groups
indulge into cherry picking and hence the scope should not be limited to lower income groups.
The retailers can come up with their own promotion schemes if not offered by brands. Such schemes
will increase foot falls at the store and hence the retailer2s sales.
The overall pro3ect is mainly of Analysis on customer of big bazaar it nothing but how to increase
consumer walk,in in big bazaar. In this pro3ect the ma3or recommendations are as follows.
'uring offers period2s big bazaar has to provide transportation facilities to increase customer
walk,in .
Transportation facilities during offers.
(roviding awareness about the new offers to the loyal customers
Ambience with proper ventilation and sitting arrangements and restaurant.
Separate ladies rest room..
(roviding membership cards.
Since the TH Advertisement is most attractive media as per the respondents view company
can concentrate on TH ads by making them more attractive and in a medium that2s
understandable by people of in and around -ucknow city to inform about any new deals like
AAAIHCRSARE .C-C+RATIBA Bffers P SA+ SC SASTA 'IA.
@oardings P (aintings are good source of advertisements so company has to concentrate on
this advertising aspect @oardings P (aintings has to be increased P placed in more
crowded areas.
+ig +azaar has to concentrate on more offers P may provided discounts more e!change
offers.
Aow a days Radio P Internet are good source of medias company has to give more
advertisements on these medias to reach ma!imum people.
)>
>#
FINAL CONCLUSIONS
I conclude the pro3ect stating that the customer of -ucknow are satisfied with offers and they still
needs good offers in future days. And the +ig +azaar has been doing good in terms of understanding
customer e!pectation and providing them good offers and products in terms of fulfilling their
e!pectation. 'uring the pro3ect I came to know about the different offers of big bazaar what a
normal consumer thinks before walk,in at big bazaar. And the different factors which influence
customers to visit big bazaar. And the factors which we need focus to improve customer walk,in at
+ig +azaar -ucknow.
The consumers preferences are changing P they are moving from Traditional Dirana stores to
:odern Retail outlet. It2s the main challenge to the :odern retail outlets to attract the customers towards
them from that of competitors. To attract more customers companies have to carryout the promotional
activities in uni/ue way. +I& +AGAAR has maintained that uni/ueness P has succeeded in attracting
customers.
The advertisement of the company like TH ads print media P pamphlets are good advertisements
which made its place in minds of customer to find +I&+AGAAR differently. As the competition is becoming
stiff in the market the activities conducted by the company are uni/ue that have brought fruitful result to the
company. Among them Advertisement is one of the leading activity or uni/ue among all other activities P
has high influence on the customer walk,in.
>1
ANNEXURE
QUESTIONAIRE
>"
Q N$.
@ello Sir0:adam I am a student of ++A and doing a survey on +ig +azar. I would be grateful if you could
kindly spend few minutes of your valuable time and help us in filling up the /uestionnaire. The data collected
through this survey is purely for academic purpose only and will be kept completely confidential and not
divulged to any organization for commercial use.

PER(O&'C&RE P&CKE% )OO% HO*(EHO'% PRO%*CT(
+*E(TIO( P&RTIC*'&R( (O&P
TOOTH
P&(TE
P&CKE%
#&(&'&
PICK'E
#O(+*ITO
REPE''ET
HO*(E
C'E&I!
PRO%*CT(
%&'(& $) *&+,+ -.$/0(*,
/'/ 1$0 201 *$/314
5
%&'(& 2.36/ /'/ 1$0 201
*$/314

D$ 1$0 -0.(&3,+ *&+ ,37+
2.36/ +8+.1 *'7+4
YES
NO
%&1 /$ 1$0 (&369+ 1$0.
2.36/4
SCHEMES
TRIAL

ETTER
QUALITY

LO%ER
PRICE

%3, *&+.+ 361 -.$7$*'$63:
,(&+7+ ;'*& *&', 2.36/4
YES
NO
If , yes -hich one .
Price
Promotion

Coupons
)ree !ifts
Refunds
'oya"ty
>*
I N$. D3*+ D D M M Y Y

@ow much did you save by
availing this scheme J #,$ Rs.
7 IA RS.8 $,1# Rs.
1#,1$ Rs.
1$,"# Rs.

:BRC T@AA
"#
'id you have to buy more
/ty than intended to avail the
schemeJ ECS
AB
'id you spend more than
intended to avail the schemeJ ECS
AB

If yes how much J #,$ Rs.
/I R(01 $,1# Rs.
1#,1$ Rs.
1$,"# Rs.

:BRC T@AA
"#

2hich promotiona"
activities
do you prefer .
Price
Promotion
7Rank the top ? preferred
activities , Coupons
Rank 1 for the most
preferred and ? for least
preferred8 )ree !ifts
Refunds
'oya"ty
Incentive
(CRSBAA- IA5BR:ATIBAL

B..F(ATIBA L @ouse ;ife Cmployed Self Cmployed Retired

Ao. of members in the familyL QQQQQQQQQQQQQ

:BAT@-E IA.B:CL R "$### "I###,$#### $1###,9$### S 9$###

Shopping 'ays L :BA TFC ;C' T@F 5RI SAT SFA
>?
BIBLIOGRAPHY
&**-<//;;;.'62'(,.($.=./+69:',&/.+)+.+6(+/F'63:>R+-$.*,/INICS>FMCG>R+-$.*.-/)
&**-<//;;;.3,,$(&37.$.9/3.2/3)-/2""!/AFP>O(*2""!>P.$,-+(*,>'6>*&+>FMCG>,+
(*$..-/)
&**-<//;;;.'6/'3'620,'6+,,.6'(.'6/20,'6+,,56+;,/6+;,520::+*'6/$(*?35
?!@2">"!.-/)
&**-<//;;;.7$6+1($6*.$:.($7/6+;,>&*7:>A:+,/6+;,>3**3(&7+6*/2""8/FMCG
@2"S+(*$.@2"R+-$.*?.-/)
&**-<//;;;.)//''6/'3.($7/-02:'(3*'$6,/6+;,:+**+./2""!/""7/B0:1/FDDINL>2?5>?7.
"7.2""!.-/)
>$

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