2. Adams Milk Foods
• Certified company
• Manufacturing
• Marketing
• Distributing
• Value added frozen food products
Pioneer in frozen foods
3. Specialize in dairy products.
• First dairy plants to produce powder milk.
One of the largest cheese maker in the country
• capable of producing over 20,000 tons annually
Aim of Adams Milk Foods
• leader in providing best quality products to all their
valued customer.
6. Nestle
• Heavily spend on in
store placements
• Exposure
•
•
•
•
•
• Eye level shelf
space
• Catches
consumer’s eyes
Heavy advertising
Strong trade
promotions
• Retailers promote
their brand
Strong consumer
promotions
Variant
• Zeera and Podina
• Price
70 Rs./400g
Khula Dahi
• Not available at retail
stores
• mostly at sellers
own shops
• No advertising
• No trade
promotions
• No consumer
promotions
• No variant
• Price
• 60 Rs/kg
• Limited distribution
• At their own shops
Adams Yogurt
• Don’t spend on in
store placements
• Lack of exposure
• Top shelf
• Hardly
noticeable
• No retail promotions
• No incentive to
promote their
brand
• No customer
promotions
• Variant
• Natural and low fat
• Price
• 65 rs/400g
• Limited distribution
• Selective shops
7. TARGET MARKET
GENDER
AGE
INCOME
DEMOGRAPHICS
Males, Females
Every age group, product is not
specific to any particular age.
Suitable for both adults and children
alike
SEC A and B
Product Benefit
User Status
BEHAVIORAL
Targeted for everyone who
cares for his/ her life and
cares for his health
First
time,
Regular,
Potential Customers
MARKET SHARE
ADAM'S
YOUGH
URT
10%
NESTLE
90%
9. NAME
Company name dominates the brand nameviolating the branding law number 13(law of
the company)
people did not even
know about the
product name
cannot associate
with a yogurt.
13. PRODUCT
Adam’s youghurt is rich in
Calcium, Potassium, Protein and BVitamins.
It boosts immunity and promotes
healthy life.
Other Types
DesiYoghurt
Yoghurt Low
Fat, Made from Fresh
Milk (No added
sugar)
14. PLACE
PLACE
• Distributed
countrywide directly
to the retailers
• It is using direct
distribution channel
because the
distributors are now
reluctant to sell
products that lack
customer
recognition.
• Available in many
supermarkets and
departmental stores
like
Alfatah, potpourri,
HKB
15. PROMOTION
Least exposed
brand to the
customer’s
eye .
Lack in
promotions
both in trade
promotions
and consumer
promotions.
Placed product
below eye level on
most shelf of the
shops
17. POPs
Rich in
Calcium, Potassium, Protein
and B-Vitamins
Boosts immunity and
promote healthy life.
Two servings of yoghurt to
you daily diet can help you
maximize loss of fast and
minimize loss of muscle.
Standardized Fresh
Milk, Stabilizer, Sucrose
PODs
Low price in comparison
to competitors
1kg SKU
No Powder
No Chemicals,
No Additives
No Preservatives
18. KEY CHALLENGES FACING THE BRAND
Negligible
salience
Low
Quality
Perceptions
Poor
Imagery
Unique
Zero Brand
Knowledge And
Weak Associations
The Brand Is Being
Overpowered By Giant
Competitors Like Nestle
20. Consumer Based Brand Equity
4.relationships/resonance (what
about you and me)
3.Response/judgements(what
about you)
2.Meaning/performance and
imagery(what are you)
1.Identity/salience(who are you)
21. Consumer Based Brand Equity
BRAND
SALIENCE
(BRAND
KNOWLED
GE)
• Completely absent
BRAND
PERFORMANC
E (TANGIBLE)
BRAND IMAGERY
(INTANGIBLE)
JUDGMENTS
FEELINGS
BRAND RESONANCE
• Unknown and untested
• Copied
• Low quality because it looks like
an immitator
• None, no attachments or
associations
• Can not be achieved
until the rest of the 5
have been achieved
22. Focus Findings and in-depth
interviews
Major attributes
of packaged
yogurt
• Trust
• Quality
• hygiene
Khula dahi
perceived as
“pure, traditional
and beneficial for
health”
Khula dahi is the
mostly preferred
by the masses and
has the highest
consumption rate
Nestle is the most
preferred brand
when talked
about yogurt
(packaged
yogurt)
23. Focus Findings and in-depth
interviews
The main issue with
khula dahi relates to its
un-hygenic handling
and distribution
Nestle’s commands
brand equity “any new
product will tried”
Packaged yogurt
roughly the same price
( known brands)
Primary consumption
of yogurt
Secondary uses
Decision makers :
Parents
Great emphasis on
taste
Limited knowledge
about Adam’s Yogurt
existent
24. Focus Findings and in-depth
interviews
Pronunciation an issue (Adam’s)
Common perception that it is a
cheap imitation of Nestle’s prime
yogurt
Nestle has high ad recall
Adam’s lacked originality reasons
cited for its failure
“a cheap rip off ” of Nestle’s Prime
Yogurt
Unattractive packaging and
coloring
Never heard of Adam before, no
ads on Tv, Radio or Magzines
25. Focus Findings and in-depth interviews
Nestle and prima
considered as their
major competitors
To conclude if an
effective advertising
campaign promotes
the product people
will give it a try.
Respondents felt an
advertising would
help enhance its
brand awareness
and create demand.