Académique Documents
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Group 2
Introduction
Amul, formed in 1946, is a dairy cooperative, based
in Anand, Gujarat.
Establishment of Amul was marked as an epoch in the
White Revolution
Largest food brand in India & world's Largest
Pouched Milk Brand
Product Portfolio - Bread Spreads, Milk Drinks,
Fresh Milk, Power Milk, Cheese, Desserts
Market leader in ghee and butter with 85% market
share
Symbol of high quality products sold at reasonable
prices, of availability, of service.
Introduction (Contd..)
Brand name of 2 million farmers, members of 10,000
village dairy cooperative societies throughout Gujarat.
Positioned itself as "Taste of India, consistent
communication campaign & brand strategy for the past 60
yrs.
Recognizable mascot Amul girl& tagline Utterly Butterly
Delicious Amul!
Amuls advertising and marketing spend has never
exceeded 1% of its revenues.
Buttressing Strengths: Distribution & value-for-money
seem to be the major strengths on which the brands
popularity rests.
Brand Portfolio
Amul Ice Amul Cool Condensed Amul Spray Amul Butter Amul
ChocoZoo Paneer (1997)
creams Caf Milk (1996) (1968) (1956) PureGhee
Flaavyo
Amul cool Butter Milk Amulya Pizza Cheese Amul Lite Amul
Frozen Congrats
yogurt Coco (1998) (1987) (1998) (1994) Cowghee
Rejoice
(The hierarchy goes down stating many more brands, but we havent
included here, as it was turning illegible.)
Understanding Levels of Competition
Level Of
Butter Ice- creams Milk Chocolates
Competition
Mother Dairy, Mother Dairy, Vita
Kwality Walls, Nestle, Cadbury,
Product form Vita Dairy, Dairy, Kwality
Mother Dairy, Lotte
Home- made Dairy
Cream Bell
butter
Baskin Robbin,
Gyanis, Nirulas, Nestle, Britannia
Nutralite, Le-
Product category Haagen-Dazs, (condensed milk , Hershey, Mars,
Bon, Britannia,
Coco -Berry f lavoured milk& Ferrero
Nestle, Kissan
Powdered milk)
Frito Lay,
Frito Lay, HUL Bisleri, Coke, Britannia, Nestl
Frito Lay, Britannia Pepsi, Kingfisher,
Generic Nestl, HUL HUL
Nescafe
Beverages, Fast
Chocolates, Fast Beverages, Fast Britannia, Video food, Video
Budget
food, Ice-creams, food, Chocolates, Rentals, Ice Rentals, Ice
Video Rentals Video Rentals creams, Fast food creams
Understanding the Customer (STP)
Young Nation have to meet the ever-increasing nutritional needs of the
new & old generations
Segmentation is not so easy because of mixed audience & various culinary
application of Amul products.
Nevertheless, segmentation can be done as follows:
a) Customer based:
Kids Amul Kool, Chocolates, Nutramul
Women Amul Cacli+
Youth Milk shakes, Caf, Cheese, Desserts
Calorie conscious Amul Lite, Trim milk, Amul Shakti
b) Industry based:
Milk Ice cream manufacturers, Restaurants, Coffee shops
Butter/Ghee/Cheese Bakery, Snacks retailers, Pizza joints
Targeting Concentrating equally on end-users as well as the third parties
involved in supply chains. Amul has particularly identified
youthas one of its
potential segments. Working towards this aspect, it has come up with Amul
parlours in cities.
Understanding the Customer (STP)(Contd..)
Positioning
A mass market player, no premium offerings
USP Quality with affordability
Amul as Taste of Indiacreates value for money for both the dairy farmers
and the customers
New offerings for health conscious & vibrant India Probiotic ice creams,
sugar free delights, Amul Kool Caf etc.
Brand Elements
Brand Elements (Contd..)
The Brand Name: "Amul," is the acronym of Anand
Milk Union Limited, comes from the Sanskrit
"Amoolya," meaning Precious/Priceless. It was
suggested by a quality control expert in Anand.
The Logo:
The Tagline/Slogan: The taste of India
The Jingle: Utterly, butterly, delicious Amul
The Character/Mascot: The Amul moppet has been
the mascot of Amul since 1967, sporting a young girl in
red polka dot frock with Utterly butterly deliciousjingle.
The URL: www.amul.com
Brand Building
Marketing Mix 4Ps
Pasteurizes milk & produces condensed
forms; focused on dairy segment
Total length of Amuls product mix is 42;
PRODUCT Width is 8
Portfolio: Butter, Milk, Milk Powder,Ghee,
Cheese & Spreads, Chocolates, Desserts & so
on
Been innovative & introduced products for
specific customer segments .
Follows a low-cost price strategy Quality with
Affordability (core essence of Amul)
Totally market oriented pricing strategy to
appeal to common masses.
GCMMF sets up pricing model & considers cost PRICE
aspects: Cost of milk, Labour cost, Processing
cost, Packaging cost, Advertising
cost, Transportation cost, Sales promotion
costs, Taxes etc.
Marketing Mix 4Ps Contd..
Covers 2.41 million producer members with milk collection
average of 5.08 million litres/day.
SCM: Farmers Village Cooperative Societies (VCS)
PLACE Manufacturing units Company Depots Wholesale
Distributors Retailers.
Market Logistics:
10000 village cooperative societies
3600 wholesale distributors, 45 depots in India
Over 5,00,000 retailers spread all over India
Amul has entered overseas markets such as
Mauritius,UAE, USA, Bangladesh, Australia, China, Singapore,
Hong Kong etc.
Communi- Sources
Distribution
cation of Brand Strategy
Strategy Equity
MOTHER DAIRY
BRITANNIA
100 % of our respondents were able to identify the Amul butter mascot
Culture
Cheerful
Oriented
Traditional Reliable
MENTAL MAP
Family
Healthy
Oriented
Gregarious,
Friendly
Brand Prism Co-
Operative, Sh
aring
Culture
Sources of Brand Equity (CBBE Pyramid)
Resonance
Loyalty, Connect with
customer, Attachment
Judgments
Feelings
Quality, product
for every Trustworthy,
class, credibility, in Fun, Exciting
novative
Performance Imagery
Convenient, widely Traditional, Pure, Natura
available, reliable, satisfaction l, Fresh
, value for money
Salience
Brand recall, strong distributor network, awareness, range of products, packaging.
Brand/Category Extension
Launch of new products like:
Amul PRO Malt based food
Amul Flaavyo Frozen Dessert
Nutramul Malt based drink
Amul Prolife Probiotic Dahi
Amul Flaavyo yogurt Probiotic yogurt
Amul Stamina Energy Drink
Localised products like:
Amul Shrikhand,
Amul Basundi
Amul Lassi
Channel Extension
To reach out its consumers more directly and let them have
the total brand experience, Amul has come up with an
extensive network of 6000 outlets in the following format:
Amul Preferred Outlets
Amul Ice-cream Parlour
Amul Railway Stalls
Amul Kiosks in Food courts/ Cinemas
Caf Amul
Amul cyber store
Ice-cream cyber store
What more can Amul do?
Can introduce Proteins Shakes going ahead with their
strategy to meet needs of emerging market segments
Can introduce Bread will complement rest of the
products in the portfolio. Will try to increase the usage
occasions of Amul products.
Can come up with sugar free chocolates and mithai
range.
Can introduce its own range of milk cookies and
biscuits.