GOOD DAY BISCUITS
Good Day biscuits are a product from Britannia Industries Limited. This brand places itself in the
In India, FMCG is among the top four ranking industries with a net worth of around 15 Billion
USD and is growing at a phenomenal rate with the projections of around 100 Billion USD by
2025.Product wise this industry can be divided into:
FMCG-Household products such as detergents, mosquito repellants, laundry products,
FMCG-Personal care products such as soaps, shampoo, oral and skin care products.
FMCG-Food and beverages products include tea, coffee, mineral water, bakery
Fig.1 (Britannia Good Day advertisement)
PESTEL analysis of FMCG Industry:
The success or failure of an industry is determined by the external and internal factors affecting
it along the run. The key is not just to be defensive and defy these factors in order to survive
but to use or even manipulate them towards your advantage.
Every industry including and especially FMCG industry is effected by the following factors like
the political and legal environment of the place they are operating, economical landscape of
the landscape, socio-environmental causes and their effects and lastly the technology the time
they are existing. These factors are responsible for deciding the fate of the industry and the
individual companies it comprises of.
FMCG industry has to follow regulations and laws both nationally and globally pertaining to a
wide spectrum of fields like proprietorship, copyrights, safety of products, care of employees
and a myriad of other environmental and social constraints. Any case of non-compliance may
lead to serious ramifications such as suspension of license or even the imprisonment of
personnel. An unseen threat of the modification of government policies both fiscal and political,
regulations and duties is always present. There had been cases earlier like the Chinese
government penalizing Unilever of $308000 for a mere announcement that the price of their
products could rise. Further, owning to the monopoly oriented mindset of European Union,
European Commission penalized Unilever along with P&G for the establishment of a price fixing
cartel. Trademark rules are less stringent in Asian countries which enable counterfeiters to
illegally manufacture goods resembling the original products. The major contributor in this
unethical and illegal practice is Pakistan, where even the company personnel found it hard to
differentiate between the original and counterfeited products owing to the high precision of
the duplication of packaging.
FMCG industry is impacted significantly by the downturn or upturn of global economy. The
competition in the FMCG industry grew to an alarming level especially in Western Europe in the
year 2012 due to recession. Inflation and economical deprivation rendered people unwilling or
even unable to buy certain products which affected the cash flow significantly, however, certain
cheap products showed growth in sales. Countries like Indonesia, South Korea, Turkey and
Mexico were predicted to be new hubs of global economic development in the near future by
Goldman Sach’s chairman. As per research it was inferred that sales of FMCG products in India
are more prone to be affected by financial condition of the country as Indian people were
found to shift to cheaper products in when inflation took over.
After years of learning and modification, the FMCG industry in India has been able to gain a
higher status in terms of social well being oriented industries. It has gained faith by making
products which are safe to use. This industry has also contributed a lot in social welfare
activities like World food programs and making pure drinking water available to the masses.
Many companies like Unilever and Britannia utilize eco friendly stuffs for the packaging of their
products becoming socially responsible and environment friendly companies in the eyes of
consumers. Pricing is done keeping in mind the need of the people and their ability to pay.
Further, due to the masses becoming more and more health conscious, a rise in the sales of
personal hygiene products and healthy eatables is expected in the near future.
Technology plays a key role in FMCG industry. From the manufacturing of products to the
packaging and supply, technology holds primary importance. The companies with advanced
means of production and supply gain a competitive advantage over their competitors. High
level of automation of manufacturing units differentiates companies like Unilever from other
players in the market. Hence irrespective of the field of operation, the whole of the FMCG
industry is become technology oriented with the establishment of R&D sections. Areas like
advanced genomics and nanotechnology have become the most critical aspects. Being a
supportive agent, technology also brings some threats with it, for instance advanced
technology applications like the internet has made the job of counterfeiting very easy for the
malefactors and to protect their goods from replication the companies are deploying high levels
of security and complex design in their overall operation. (www.edublogs.org,2012)
Britannia Industries Limited is a food products manufacturing company with its headquarters in
Kolkata, India. The two major brands of this company are Britannia and Tiger, the biscuit giants
in the country which contribute to about 38% of the total market share. This company is
basically involved in the manufacturing of confectionary and dairy products.
The history of Britannia Industries goes back to more than a century when it was started in a
small house with a primary investment of Rs 295 having the main objective of manufacturing
biscuits in central Kolkata. After some time this small unit was acquired by VS Brothers which in
1918 in partnership with an English businessman CH Holmes launched Britannia Industries
Limited. In the year 2013, the Britannia factories’ manufacturing capacity is recorded to around
433000 tonnes. The major brands include Tiger, generating 20% of Britannia’s revenue, Good
Day, Milk Bikis, VitaMarieGold, 50-50, Pure magic and many more.
Fig.2 (Different brands of biscuits produced by Britannia Industries Ltd.)
A SWOT analysis or SWOT matrix is a diagrammatic tool used to determine the internal and
external factors affecting an industry, organization, a venture or even a person. Every company
or organization works towards achieving an objective or a “mission”, the SWOT analysis is used
to infer various factors which could help or hinder a company from achieving it. A SWOT matrix
consists of four heads namely Strengths, Weaknesses, Opportunities and Threats hence the
name. The SWOT analysis for Britannia Industries Limited is as under:
More than a century old brand along with a huge trustworthy image.
Many types of products like biscuits, rusks, dairy products and cakes.
Strong and wide network of distribution which penetrates even to the
remotest of the areas.
Big revenue based market share in biscuits industry.
Potential for advertising campaigns.
Robust R&D section leading to innovations for health conscious people
and patients. For eg. Nutri Choice biscuits and VitaMarieGold
Stronghold in rural market.
Huge expenditure in marketing of products.
Dairy segment not so substantial.
Similar products made by several other players enabling the customer
to change brands.
Fast growing economy of India growing the amount of disposable
Aggressive expansion possible in dairy segment.
Potential to expand further abroad.
Potency of manufacturing new products in the same line segment.
Players offering similar products with lower pricing.
Option of buying similar products from local bakeries.
Inflation in Indian economy leading to high manufacturing cost.
Further inflation may lead to downfall in sales in the near future.
Good Day biscuits:
Biscuit products in India flourished slowly and gradually since the non descriptive house in
central Kolkata invested Rs 295 in making biscuits but the expansion and growth got backed up
by the word exponential with the advent of the tragic World War II, when Britannia Industries
agreed into a contract with government to provide huge quantities of biscuits to the military
forces.With time biscuit industry flourished and so did Britannia. Britannia became one of the
industrial giants of India, and along came the product Good Day Biscuits.
STP analysis of Britannia Good Day
Due to its varied ingredients, Good Day biscuits’ customer pool comprises of people of all ages
and backgrounds. Further its image of premium biscuits makes it a biscuit that could be served
in gatherings and parties. Good day is synonymous to a type of treat that induces happiness in
people’s daily life.
As evident from its segmentation strategy, Good day biscuits are targeting to people from all
walks of life. May they be elderly parents, young students or just school going kids. Its mass
marketing and pricing makes it available to people from every sect and region.
Fig. 3 (Mass marketing opted by Britannia creates huge market share)
Good day biscuits are positioned as premium biscuits having a minimal price in the customer’s
mind. Something more than a biscuit that’s available at very reasonable price. Further due to its
nutrient rich ingredients, it also holds an image of a nutritional product which is something
more than just a biscuit which helps moms to consider it as a vitamin and mineral rich product
for their kids.
4Ps of Britannia Good Day- Marketing Mix
Good Day biscuits are placed under “the augmented category”. This category refers to those
products which are primarily focused towards exceeding the customers’ expectations. In other
words, Good Day is something more than just a biscuit. It has various added constituents like
cashew, almonds, butter, chocolate chips and cream available in different packaging and
varieties which make it a different product. Due to these constituents it’s liked by people of all
age, taste, as well as with all kinds of mindsets, may they be health conscious or taste
conscious. This amalgamation of various ingredients has placed Good Day biscuits into the
premium class of biscuits.
Fig. 4 (Good Day variants)
Good Day Butter
Good Day Cream and Nuts
Good Day Classic Cookies
Good Day Choconuts
As pricing is one of the most significant part of a marketing mix, owing to the fact that this is
the only “P” which contributes in the turnover of the company, so pricing shall be done very
carefully keeping in mind the need of customers and their willingness to pay the marked price
for the product. Good Day has done a tremendous job in this section as it is available in packs of
different sizes with varying costs, Rs 10, Rs 20 and Rs 32, which is a reasonable price for a
As biscuits are a daily routine products, so they should be available within the vicinity of the
customer’s reach i.e. local kirana shops, retail shops, supermarkets, etc. And thanks to the wide
distribution channels of Britannia, Good Day biscuits are available even in the remotest of
places across the country.There are three trade categories through which Good Day biscuits are
provided to the customers.
General category: Provision stores, Kirana shops and Stand alone shops.
Modern category: Reliance fresh, Food Bazaar and Food World.
Institutional category: Hotels, Airlines, IRCTC
Fig. 5 (Distribution infrastructure of Britannia Good Day biscuits)
(compiled by the author)
As depicted in Fig. 5, the distribution network of Britannia is quite robust from the
company depot to the customers. There are around 2500 wholesalers, who collect products
from manufacturing units and provide it to retailers with a transaction no. of 1.25 crores a
In promotion, the philosophy of Britannia dictates of sharing the cost of promotion with
retailers, and the growth of sale by retailers increases the revenue which is again utilized in a
similar way across its vast distribution channels.
In the core of Britannia’s marketing strategy lies the building of brand image, and reason being
its astronomical turn over, a large amount of revenue is invested in brand building creating an
army of loyal customers. (Docstoc,2013)
Fig. 6 (A snapshot from the television advertisement of Good Day)
Priyagold Butter Bite
Priyagold Butter Bite is a brand of biscuits manufactured by Surya Food and Agro Ltd. It was
launched in the year 1992 and Butter Bite biscuits entered the market in 1993, today it holds
the position of one of the most favorite brand of biscuits in India.
Butter Bite has been able to create and sustain the image of biscuits which are healthy as well
as for all age groups. It has also been able to make its name synonymous with low cost
premium biscuits, and due the low pricing strategy it has turned out to be the biscuit not only
enjoyed in urban but rural areas as well. It’s available in many variants i.e. Butter Cashew,
Badam Pista and Premium Butter which are each available in 50g, 100g and 230g packages with
Butter Bite biscuits employ the value pricing approach i.e. low cost products with huge market
share along with providing good quality. This approach creates huge volume share in the
market. Its basic strategy is that of market penetration. These biscuits are available in different
packaging with prices ranging from Rs 5 to Rs 19.Retailers get the margin of 12% while
distributors get 4%.
Because of its robust network, Butter Bit biscuits are available in the remotest parts of the
country with 200 wholesalers and 50000 retail outlets. Factories are strategically placed and
manufacturing units are present in rural areas as well. Further more than C&F agents and
depots supply goods to this vast distribution network.
Its promotional platforms range from TV commercials to print ads in newspapers to pamphlets
and flyers. It’s promotion targets kids and elderly people. With its tagline “Haq Se Maango”, it
has targeted people from all walks of life.
Sunfeast biscuits are a product of ITC and were launched in the year 2003 in various flavors and
Sunfeast biscuits are available in several flavours i.e. Sunfeast glucose, regular Marie, orange
Marie, butterscotch and many more. Main strength of Sunfeast biscuits is its large variety, from
glucose to cashew and honey, from crispy cashew to butter, it’s available in many variants
which creates a vast consumer base for it.
Thanks to Indian Tobacco Corporation’s already established vast distribution network, Sunfeast
harnessed this potential right from the day of its launch with the brand available in about 2
million outlets. ITC tapped its potential of marketing its brand of biscuits from the big malls to
the pan-beedi shops and accrued a huge market share.
Right from day one, Sunfeast has covered its spots in corners of newspapers, the rear of buses
and the television networks. In one of its ads it showed a world made up of cream targeting
kids. It also, through its ads, made mothers realize the benefits of whole wheat for their
children. In the year 2005, Sunfeast hired famous celebrities like Shahrukh Khan and Sania
Mirza for their brand promotion.
Cream biscuits from Sunfeast are available at Rs 10 for 100 grams. The whole wheat biscuits
targeting kids is available at Rs 4 for 100 grams, Rs 3 for 75 grams and Re 1 for 19 grams.
Sunfeast orange cream and butterscotch cream are both available at Rs 10.Sunfeast Marie light
is available at Rs 19 (400 grams) and Rs 13 (200 grams) mostly targeting housewives.
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