MANAGEMENT CONSULTING

REPORT SWEET SHOP

PROJECT
Brijwasi Mistanna Bhandar (P) Ltd.

Group G
Abhishek Parrihar[G15063]
Alok Dubey [G15066]
Anupam Kalita [G15071]
Ashish Kumar [G15072]
Gaurav Sahai [G15079]
Manoj Mohapatra [G15089]

Table of Contents
Disclaimer .................................................................................................................................. 2
Executive Summary .................................................................................................................... 3
1.

Introduction ....................................................................................................................... 4

2.

Background ........................................................................................................................ 5

3.

Client Profile....................................................................................................................... 6
Nature and History of the Firm............................................................................................ 6
The Firm Today ................................................................................................................... 6

4.

Objectives .......................................................................................................................... 8

5.

Problem Statement ............................................................................................................ 9

6.

Scope of the Project ......................................................................................................... 10

7.

Defining the Teams Tasks ................................................................................................ 11

8.

Defining the Problem........................................................................................................ 12

9.

Research Methodology ..................................................................................................... 13

10. Data Gathering and Analysis ............................................................................................. 13

11. Recommendations ............................................................................................................ 15

Disclaimer
This material is based upon work supported by XLRI Jamshedpur. Any opinions,
findings, conclusions, or recommendations are those of the authors and do not reflect
the views of XLRI Jamshedpur, its faculty, employees or administration.
In no event shall the Client copy or use any of the [concepts, plans, drawings,
specifications, designs, models, reports, photographs, computer software, surveys,
calculations, construction and other data, documents, and processes produced by the
Consultant in connection with the Project (the Instruments of Service)] for any
purpose other than those noted in relation to any project other than the Project
without the prior written permission of the consultants. The consultants shall not
unreasonably withhold or deny such consent but shall be entitled to receive additional
equitable remuneration in connection with its grant of consent.
This work is intended solely for Brijwasi Mistan Bhandar / Sakchi Mistan Bhandar. Any
use which a third party makes of the work, or any reliance on or decisions to be made
based on it, are the responsibility of such third parties. Decisions made or actions taken
as a result of our work shall be the responsibility of the parties directly involved in the
decisions or actions and onus completely lies on the user of recommendations made.

Executive Summary
The proposed consulting assignment was done as part of the FMCP assignment in
January of 2016 under the guidance of Prof. Atul Arun Pathak. During our first visit to
the client, we met Shri P.L. Gautam, the Managing Director of Brijwasi Mistan Bhandar
(Sweet shop) at Mango, Jamshedpur. We gathered the data and it came out that he is
facing issues with declining sales and seasonality issues. After multiple visits to the
client, we limited our scope to declining sales. Our objective was to increase the
visibility of the brand thereby increasing the sales. We also learned from the client that
sweets not only face competition from other sweet shops but also from MNCs like
Cadbury and larger players like Haldirams. We decided to consult the client with a
solution that would address both the issues.
Our recommendations to the clients revolved around the fundamental issue of
increasing the sales to double to 3 years time frame. We suggested that Brijwasi Sweet
Shop should redesign the sweet boxes which should serve two purposes. First, they can
compete with the larger players like Haldirams and Bikaner. Second, the boxes should
be designed in a way that they can be reused in the households. This would help in
branding the product better as it would assist Top of the mind recall.
Our second recommendation revolved around increasing sales by delving deep into
customers psychology. It is a well-researched fact that customers paying through
Credit Cards / Mobile Wallets / alternative payment methods end up shopping more by
around 30%. Taking cues from this study, we advised our customer to enable Paytm
mobile wallet as one of the payment methods. This recommendation serves two
purposes. First, it gives convenience to the customers. Second, it also connects well to
the younger population which as per the shop owner is slowing moving towards the
healthier options.
Our third recommendations was related to increasing the sales of the shop by
collaborating with online delivery models. There are some sweets have a larger shelf
life. Such sweets are good candidates for online delivery model. We have
recommended our client to tie up with online food delivery websites like
GravyKart.com / Zomato / Food panda to increase the customer base and hence
increase the sales.
Due to paucity of time, we were not able to assist the client on the pressing issue of
negative publicity promoted by the big players. The media houses are also a party to
this. There is a need to break this belief that sweet shops invariably use spurious
materials during festive season. There has been some negative publicity around this
taking media into confidence. This cartel needs to be broken.
We wish success to our clients in implementation of the suggested strategies.

1. Introduction
We as a group, conducted management consulting project for a leading sweet shop
of Jamshedpur. Sweets as preferred item in Indian consumption have been losing its
sheen in last couple of years. Further coupled with erratic demands during festivals
and lean phases across few months makes it unviable primary business choice for
business community.
Also maintaining quality of the sweets at the sweet shop consistently is an uphill
task until and unless entire process is in-house. Any compromise in outsourcing of
raw material can be catastrophic to brand equity.
Major problem with the Sweet Shop business is dwindling sales and fierce
competition from branded chocolate box during peaks season as an alternate to
Chena & Khoya sweets. There is a shortage of quality real estate in Jamshedpur and
due to the high demand Sweet Shop often find themselves paying huge rentals for
strategic locations for high footfalls. Real estate rentals have increased 3 to 4 times
in the past 4 years, contributing a significant percentage to the total costs incurred
during operations for Sweet Shop business.
We conducted workshop with the Managing Director of Sweet Shop owner to
understand the business model of the sweet shop. Also we had interviewed
workers in Sweet Shop to understand their concerns in the process.
The report is written both to provide the client with a record of the project
recommendations and to fulfill one of the requirements for Foundation of
Management Consulting and Practice.
I would like to thank the owners of Brijwasi Misthan Bhandar for co-operating in
the course of study of their operation and supply chain and also our faculty,Prof
Atul Arun Pathak,who gave us this wonderful Live Project opportunity to search
and study actual business scenario.

2. Background
Indian consumers are becoming ever-more conscious of the quality of the food they
consume. Rising awareness and incomes among upwardly mobile urban consumers
are making them care more about health and fitness. The mushrooming of juice bars
and kiosks selling salads and wraps are cases in point. Consumers are opting for
healthy options at the supermarket as well. Many now cook with healthier oils as
opposed to ghee and butter, the traditional cooking medium in India.
The foodservice sector in India comprises two distinct market segments: organized
and unorganized. The organized segment accounts for 16% of the industry and is
worth about $2 billion. It is growing at a compound annual rate of 25%. The
organized sector is characterized by an organized supply chain with quality control
and sourcing norms, multiple outlets with standardized design, and accounting
transparency. The unorganized segment accounts for the bulk of the industry (84%)
and lacks technical and accounting standardization and a structured supply system
or business practices.

3. Client Profile
Our Client Brijwasi Mistan Bhandar / Sakchi Mistan Bhandar is one of the oldest and
the respected sweet shops in Jamshedpur. These shops were established in 1960
and have been running successfully since then. The shop is run by two brothers Mr
P.L. Gautam (Managing Director) and his elder brother Mr N.P. Gautam (Director).
Some facts on Rich Heritage of Client Sweet Shop - are as follows:

One of the most trusted chain of Sweet Shops in Jamshedpur.

Started in 1950. The Owners originally belong to Vrindavan (District: Mathura,
Uttar Pradesh). They migrated to Jamshedpur in late 50s and settled in
Jamshedpur.

Branches in Mango and Sakchi, Jamshedpur

Their products are specially procured for Ratan Tata, Chairman, Tata Sons
whenever he is in the city.

One of favorite Sweet Shop of famous Bollywood Director Imtiaz Ali whenever
he is in birthplace, Jamshedpur to meet his family.

Owners of the Shop, both brothers, have successfully operated and diversified
the business with the changing customer preferences.

Nature and History of the Firm

The owners run 2 sweet shops in Jamshedpur
Sakchi Mistan Bhandar
Brijwasi Mistan Bhandar
Sakshi Mistan Bhandar primarily caters to snacks and fast food items. They also have
sit-down restaurant at Sakchi Shop.
Brijwasi Mistan Bhandar is a full-fledged sweet shop. It caters to all varieties of
sweets namely:
Khoya Sweets
Bengali Sweets
Desi Ghee Samosa

The Firm Today

India is one of the worlds largest producers as well as consumers of sweets.
Changing sweet consumption patterns of Indias population with demographic is
expected to not only change consumption volume but also shift peoples diet
qualitatively towards low calories content sweets. Thanks to a population of

Jamshedpur and sweets constituting a major share of the Indian consumers budget
during festivals and special occasions, the sweet shop has continued to perform well
despite the poor economic performance across the board even during the global
recession.
Brijwasi Misthan Bhandar has diversified with time and inculcating youth centric
sweets preparation to cater to young population of Jamshedpur. The Sweet Shop
has recently introduced concept of Chocolate Barfi & different format of Kajju
Barfi to suit youth taste buds.
Below is the industry analysis of the various sweets shops in Jamshedpur. This would
provide us with a brief idea about the various competitive forces these sweet shops
face today.

Threat of New Entrants

Medium
Average Cost of investment
makes it viable business.

Bargaining Power of Supplier

Low

Industry Rivalry - High

There are numerous supplier

of raw material available in
the market.

Numerous Sweet Shops are

vying for their share of the pie,
Chocolate Box is heating
Competition.

Threat of Substitutes High

With changing society norms,
people prefer healthy options
or ready to eat consumables.

Bargaining Power of
Customers High
Consumer in India have
numerous options and are
highly price sensitive.

4. Objectives
The Rise of various small sweet shops in Jamshedpur in last decade insinuates
spiraling demand for the sweets in past and low cost of barrier for this segment of
business. Margins are high in this business which makes it lucrative for investment.
Though profitability for this business is high, quality product is still a challenge for
customers due to increase in adulteration of raw materials i.e milk, khoya and ghee.
After perusal of different factors of operations and cost analysis of raw materials,
labour and various processes involved in manufacturing, we came to conclude that
average return on investment in this business is 25%.
Advent of Dominos in the city with home delivery option and increased purchases
through online channels across country mainly through ecommerce giants like
Amazon, Filpkart and Snapdeal etc. have opened new avenues for increasing sales
and new ways to excite customers by adding more value in complete value chain.
Also increasing awareness of parents towards health of their children, can shift their
focus to newer products with low cholesterol levels and with increase in their
disposable income, they are willing to pay premium prices for such products.
Seeking change in mindset of consumers, most of the companies have come up with
products like Diet coke, Kaju Barfi, which have less adverse impacts to human
health.
After Globalization and new multinational players entering into Indian Market, there
has been shift in demand for products in Indian Market. Chocolate is taking place of
traditional sweet dishes. Snacks items like Burger from MacDonalds, Pizza from
Dominos, chips from Lays and Uncle Chips, have emerged as replacement to
traditional dishes like Somosa and Kachauri in Urban localities but not in entirety
and slowly these new dishes are penetrating into town areas and can be potential
threat to existing products of these traditional sweet shops. Now a days demand for
traditional sweets like Chhena and Barfi (Khoya) are limited to certain family
Occasions or major Hindu Festivals like Deepawali and Raksha Bandhan. It is
momentous for owners of these businesses to understand these emerging trends
and shifts in demand for new products to sustain the business and compete with
new players.
If we look at past trends there has been significant increase in prices of raw
materials mainly potato and milk. As milk and potato constitutes major proportion
of all raw materials required to run this business, increase in prices demands for
efficiency in business operations in order to maintain same margin level. Also with
the introduction of new products in business, new raw materials would be required.
So procuring these new raw materials in cost efficient manner would be a major
challenge. These new products are essentially major revenue source for big players
and production of these products in big volumes enable them to derive economies

of scale and contain raw material costs, which may not be the case for these
traditional shops otherwise.

We have analyzed the whole business from four different angles:

1. Financial
2. Operational
3. Marketing/ Branding
4. Sales
We had multiple meetings with owner and other staff members to understand
intricacies of above stated areas. This helped us to understand overall business
model of the firm alongside other challenges which may arise in future due to
existing way of operating the business. We analyzed different problem areas and
further we zeroed in to one problem among list of problems being faced by the
business.

5. Problem Statement
Sakshi Misthaan Bhandar is a famous sweet shop located at one of the prime
locations in Jamshedpur. The firm has started facing tough competition from other
local sweet shops, which have gained popularity among youth in recent years.
Rising demand of substitutes like chocolates, burger, pizza and pastries among
youths may be threat to the business in coming years. Other sweet shops are
operating at higher margins due to low quality of raw material in their products.
People might be liking taste of the products of these shops but these products can
affect health of consumers in the long run. Market has started showing bleak signs
recently and demand for sweets is stagnant at the same rate.
Below are some major problems being faced by the firm:
1. Stagnant Sales: This is the major problem which this firm is facing these days.
Major reason for the stagnancy is that parents and new generation youth are
becoming health consciousness. New substitutes are available to consumers
with entry of the players like Dominos and KFC into the market.
2. Labour Shortage during Peak season: This phenomenon is normal in this
Industry as most of the labours would be demanding off during big festivals
and demand is at its peak during that time. So catering to this increased
demand is a big challenge.

3. Other Modes of Payment: Due to increased use of debit cards and credit

cards, many retail shops have card swipe facility at its store. This adds to
convenience of customers. Sometimes customer may not have sufficient cash
that is required for his order. Absence of other payment methods like credit
card and debit card swipe, can result into business loss as customer may not
return to shop and find some other shop in proximity as better option.

4. Supply of good quality Raw Material during Peak season: During peak
seasons, demand for raw materials is very high. Supply may not be sufficient to
fulfill demand then gap would be filled by low quality adulterants. This can
affect perception of the products in the mind of consumers. This can also lead
to negative publicity through word of mouth of different consumers.
5. Erratic Demand: Demand for different items keep on varying throughout the
year due to seasonality in demand for such products. In order to carry out
operations efficiently, firstly it is required to have proper mechanism to
forecast demand with less variation. Secondly, firm is to become responsive to
this varying demand by incorporating flexibility and to increase its capacity as
and when required.

6. Scope of the Project

As we had observed multiple issues in the existing situation so after a lot of
deliberations with the client, we mutually agreed to restrict our scope to how to
increase revenue collection for the firm. So we took below as scope of our Project:
 To break stagnancy and achieve 100% growth in sales in 1-2 years of time.
Below are primary reasons for taking it as scope of our Project:
 Top priority of the client among the list of existing problems. Client is
more focused towards increasing its market share so increase in revenues
is main focus for client.
 Stress on high quality resulting in lower profit margin as compared to
average margin of Jamshedpur sweet shops. As other players are playing
around with raw material quality but this firm has legacy to offer quality
products to its customers so revenue growth is essential to maintain profit
level.
 Limited time and resource. We had limited time to complete this
consultancy project. So thorough study of all aspects of the business was
difficult. This bounded us to restrict our focus to only major problem being
faced by the firm.

7. Defining the Teams Tasks

Consultant: Abhishek Parrihar

Task Undertaken: Market Survey End Consumer
Preference/Demographic
Abhishek Singh Parihar was responsible for conducting market survey in
Jamshedpur area for consumer preference age wise as well demographic
wise.
Consultant: Alok Dubey
Task Undertaken: Market Survey Major Competitors Study
Alok Dubey was responsible for studying major competitors in Jamshedpur
area for Brijwasi Mistan Bhandar.

Consultant: Anupam Kalita

Task Undertaken: Data Analysis Consumer Preference/Demographic
Anupam Kalita was responsible for doing Data Analysis on the market
survey data collected for Consumer Preference/Demographic.

Project Lead: Ashish Kumar

Task Undertaken: Management Consultant
Ashish Kumar was responsible for Client Acquisition & Engagement. He was
also part of Client workshop for Data Collection.
Management Consultant: Gaurav Sahai
Task Undertaken: Process Consultant
Gaurav Sahai was responsible for understanding the AS-IS process flow
and identifying bottle necks in the process post Market Survey Data
Analysis.

Consultant: Manoj Mohapatra

Task Undertaken: Data Analysis - Competitors
Manoj Mohapatra was instrumental in Data Analysis for major competitors
in Jamshedpur area as per market survey data collected for Competitors.

8. Defining the Problem

India, with its population of 1.2 billion, is one of the largest consumer markets in
the world. It is also demographically one of the youngest with more than 50% of its
population below the age of 25 and more than 65% below the age of 35.The
majority of Indian consumption of fast food is driven by people between the ages of
18 and 40. Whereas majority of Khoya sweets is driven by people in age group of 40
and above as younger crowds prefer fast food and are averse to Khoya and paneer
prepared sweets which doesnt gel into their hip & happening Lifestyle.
The drop in the relative share of sweets in Indian consumption is due to the rise in
share of rest of the categories, not an actual fall in food consumption. The shift to
nuclear families and with both parents working and bringing in dual income in most
urban households, lifestyles and routines of people have changed, including food
habits. There is increased demand for consuming sweets a laggard option.
According to an ASSOCHAM survey, 86% of households prefer to have instant food
thanks to a rise in dual income level and standard of living, convenience, and
influence of western countries.
The development of malls and multiplexes has provided the Fast Food industry with
ideal spaces for operation. Malls have allowed new formats such as food courts to
enter the market and offer consumers access to multiple cuisines. A portion of the
malls traffic is also converted into customers for the food courts and leads to an
increase in revenue for both.
As per Industry norms, Sweet Shops in Jamshedpur can be divided into organized
and unorganized sector. The organised segment is dominated by restaurants, both
full service and quick service (40%), followed by Fast Food joints (31%),
takeouts/home delivery formats (17%), and hotels (9%). The unorganised segment
consists of individuals or families selling ready-to-eat sweets through roadside
vending, dhabas, food carts, and street stalls.
Following factors contribute to dwindling sales figures:

Stagnant Sales

Labor shortage during peak season.

Problem of erratic demands and lean phases during the year.

Supply of good quality raw material is an issue during peak season.

Clients demanding multiple payment options.
Moreover during peak seasons of festivals, sweet shops have to face slandering by MNCs in
form adulterated raw material across leading news channels and media. This drastically
brings down the demand during peak seasons.

9. Research Methodology
In order to analyze the performance of Brijwasi and Sakchi Mistaan Bhandar, it was
critical to analyze the performance of others sweet shops around Mango and
Sakchi. We visited around 10 sweet shops in Jamshedpur and tried to get the data
about their sales and profit margins. We also tried to analyze the type of sweets
they sell and the differences in their sweets with that of Brijwasi and Sakchi Mistaan
Bhandar. We also tried to analyze what methodologies these shopkeepers prefer in
order to increase their sales and how they efficiently manage their raw materials
and its supply chain.
It was also very critical to know the sweet preference of the residents of
Jamshedpur and how they feel about the sweet shops of Jamshedpur. In order to
get these data, we carried out a market survey which consisted of a set of questions
about the sweet preferences of Jamshedpur localities. We also tried to analyze
what they would like to expect more from these sweet shops and how we can make
their experience more comfortable and pleasurable. We gathered the data from
around 40 consumers which comprised of all age groups. Then we performed a
qualitative analysis of this data to deduce the consumer preferences.

10 . Data Gathering and Analysis

As discussed in the previous session, we adopted qualitative technique for data gathering
two understand two major aspects of the industry:
1) About the competitors business: It was evident that most of the shops get a major
chunk of their revenue from bulk selling be it bulk order fulfillment for some family
occasions like wedding, birthday party or their long term/short term contract with catering
services. Though they did not get orders from individual households on a daily basis, but in
a specific period of time (say, a month) they get plenty of them.

Questions Asked
What is your major source of revenue?

Response and Frequency

Daily customers 6/10
Big Orders 7/10
Contract with food caterer 5/10

How many big orders do you get in a Most of their responses lied in between 8-12.
month
However some renowned shops had said up
to 20 such orders in a month.
What kind of change have you seen in Some of the most prominent answers:
your customers in last 5-7 years?
- Less young customers. They prefer
other form of snacks, branded food

items etc.
-

People are no longer loyal to a specific

shop. They buy from shops which are
nearer to them.

People have started looking for

branded things which come in fancy
packaging.

Do you feel people can differentiate Yes- 70% (7/10)

between products from different shops?
No-10% (1/10)
Cant Say 20% (2/10)

From the discussions with shop owners, managers and other staffs of these sweet
shops we can conclude a few things about this sector:
a. Bulk selling and getting into a trusted relationship with food caterer can earn huge
revenue to the business.
b. People do value convenience these days.
c. People do value quality.
d. People are slowly moving towards brand even in this business which was mostly
considered to be in the hand of unorganized sector.
2) Consumer Behavior: We did manage to get in touch with around 40 customers who
were present in the shops and we got somewhat consistent findings from them. Some
of the key data points that came forward in our discussion with consumers around
different shops are:
a. Consumers feel that they can perceive quality they can differentiate between
sweets which are made of poor quality raw materials like refined oil and that made
from quality raw materials like desi ghee.
b. When asked about healthiness, many believe that excessive consumption of sweets
may cause health issues. However, they also believe that it is almost impossible for a
sweet lover to keep themselves away from sweets. Also, a major portion of the
consumers do believe that sweets made from quality raw materials are less harmful.
c. Consumers do feel that home delivery is indeed a good option. Many a times, they
need sweets in urgent basis and home delivery can solve their problem in such
situations. Also, when they need sweets in bulk for some special occasions, they expect
that the shop should take care of the delivery.
d. When asked about their preference between chena and khowa. While many
believe that they are of two different types and they like the both, we found a special
set of people who prefer chena over khowa.

Apart from the primary data, we did get access to some secondary data from the client.
These data gave us many insights about the business model of our company. Some of
the key findings from the discussion with our client came out to be:
a. They never have compromised with the quality of the sweets. These has brought
down their profitability to 16-18% while the industry standard is around 24-28%
(They do not charge any premium fear of losing customers).
b. They have got a base of loyal customers.
c. Both of their shops are in strategically advantageous sites. The Mango shop is in
a place where there are lots of Bengali people who prefers chena over khowa
sweets.
d. Our client has got machinery which can help the establishment to prepare sweets
in much smaller time. They have got the capability (Financial strength) to expand
the same if needed.

11. Recommendations
After completely understanding the business model of these two sweet shops and
analyzing the quantitative data of the market survey, out team came forward with the
following set of recommendations:

Ensure convenience to consumers :

From the data gathered through the market survey, we realizes that most of the
consumers prefer convenience while purchasing any commodity (even sweets).
Following are some of the ways we can provide convenience to our customers:
1) Home Delivery : We can provide home delivery of sweets to our customers. This
would not only save the time of our customers but also make their purchasing
experience easy and comfortable.
2) Tie up with Online solutions like Gravykart.com, paytm : This kind of tie ups will
give a boost to the sales of these sweets shops. These third parties would have a
customer base which would be much bigger than the customer base of these sweet
shops. As a result of this, we can get new customers who are also expected to become
loyal customers in due course of time.
3) Facilitate multiple payment options POS payments, mobile wallets: By facilitating
multiple payments , many customers who prefer card payment or wallet payment will
now visit these shops as the payment options are made easy.

Bulk Selling:
From the data we gathered from the 10 sweet shops in Jamshedpur, we realized
that most of these sweet shops prefer bulk selling as a way to increase their
sales. Moreover, bulk selling will lead to economies of scale and will also result
in higher profits. Following are some of the ways to make bulk selling for these
sweet shops:

1) Corporate partnership: Partnering with various companies like Tata Steel, L &T will
result in bulk selling of sweets in various corporate activities. This will not only result in
increases sales but will also help in branding of these sweet shops.
2) Outdoor Catering in Marriage, Birthdays, etc: Catering in marriages and birthday
parties will be another way of bulk selling. This will at the same time lead to increase in
the brand name of the sweet shops.
3) Ensure market share by discount: Giving discounts is another way of encouraging
bulk selling in these sweet shops. Since bilk selling would lead to economies of scale,
hence these sweet shops can actually afford these marginal discounts in order to
increase sales.

Increase Brand Visibility:

1) Promoting Quality : Quality is our core competency. This should be the mantra
of these two sweets shops and they should try to promote that. The sweet shops at
Brijwasi and Sakchi mistaan Bhandar are known for using pure desi ghee in their sweets
and therefore their sweets are of superior quality than those compared to other sweet
shops. The owners of these sweets shops are even sacrificing on their profit margins
but still they are sticking to using ghee as the only ingredient in their sweets. Therefore,
promoting on quality can be a key strategy to increase their sales as this would lead in
many new customers visiting these sweet shops.
2) Leverage the use of Premium raw materials like Shudh Desi Ghee: Leveraging the
use of desi ghee can be a very good strategy to attract new customers and retain
existing customers. This would lead to increase in sales the target of doubling the sales
in 3 years can be achieved.
3) Specialist in Chena Sweets: From the data gathered in the market survey, we
realized that the residents of Jamshedpur prefer Chena sweets over Khoya sweets . We
know very well that both Brijwasi and Sakchi Mistaan bhandar are specialist in Chena
sweets. Therefore, they should try to leverage on this and increase their visibility in
Jamshedpur.
4) Design attractive Packaging: Most of the consumers judge the quality of sweets in a
sweet shop by the type of packaging they provide. Therefore, packaging plays a pivotal
role in the minds of the consumers while deciding a sweet shop. Therefore, these two
sweet shops should improve their packaging. This would indirectly lead to increase in
sales.
5) Ensure top of the mind recall: By employing various ways of advertising, we can
ensure top of the mind recall of these sweet shops. It means whenever, someone in
Mango and Sakchi wishes to purchase sweets, he or she would definitely make these
sweet shops as their first preference.

Implement just-in-time methodology: By implementing just in time

methodology, we can meet the spurious demands of sweets (especially Chena
sweets) during peak seasons like festivals and also reduce the waste. This would
gradually lead to increase in the profit and also increase in the sales during the
peak seasons.