   FAVOURABLE GOVERNMENT POLICIES Investment    in agriculture and rural development    through five year plans Green r...
 VISION    (2020) BY Dr Abdul Kalam Focus on PURA i.e. providing urban  facilities in rural areas- education, health  ca...
 Adi Godrej, Chairman of Godrej has observed “ The rural consumer is discerning and rural market is vibrant. At the curre...
Govt measures for rural development Total sanitation campaign in operation in 590  districts in the country Kuti Jyoti p...
 At present only 300 out of 604 districts  have medical colleges. To overcome acute shortage of doctors in  rural areas,...
 National Rural Employment Guarantee  scheme started in 2007-2008. Provided  employment for 100 days a year for 3.5  cror...
 HDFC   & SKS Micro Finance : Housing  loan Project to provide loans for improvement  of dwellings primarily to low inco...
 Transition    in Rural Society Due to increase in literacy level, income,  reach of mass media, more employment  opport...
 Rural   people want to replicate the life style  of urban people. Agricultural development contributes  towards self su...
  About 70 crore population continue to live  in villages and industries cannot absorb  such a huge population. Therefor...
 PRIVATE   INITIATIVES Agricultural  input companies Consumer goods companies Software for land records, community  ce...
 MEDIA     EXPLOSION   Expansion of regional TV, e-seva( AP), Bhoomi    project (Karnataka), Project I shakti (HUL) ASP...
GROWTH IN INCOME: Modern farming methods Cultivation of cash crops Poultry, dairy, small scale industries Movement of ...
 NEED   FOR EXPLORING THE GROWING  RURAL MARKETS Severe competition in urban markets To treat agriculture as a business...
 Over 70% of the population lives in rural  areas Increase in disposable income Less foreign competition Brand loyalty...
 HOW     TO IDENTIFY POTENTIAL Main occupation is Agriculture for about 70% of  rural population. Potential of the rural...
 URBAN       ORIENTATION denotes the degree to    which a rural consumer would like to replicate the life    style of urb...
   THOMSON RURAL MARKET INDEX HTA has identified the relative potential of 355  districts in our country based on 26 par...
   THOMSON RURAL MARKET INDEX   Classification of Potential MarketsClass of markets No of districts          %A         ...
 RURAL CONSUMERS The landlords Affluent farmers Small farmers ( 1-2 ha of land) Marginal farmers( upto 1 ha of land)...
QUALITIES OF OPINION LEADERS Credibility Positive and Negative information Information and advice Category specific E...
 Rural  market is growing since 1980s Bigger than urban market for FMCG and  Durables with 53% and 59% respectively  of ...
 LIC sold 55% of the policies in rural India About 30% of the mobile users in rural  areas 41 million kisan credit card...
 The number of middle and higher income group (  Rs 70,000 plus income) in rural (21.7 million)  and urban (24.2 million)...
 Products   that are well established in    Rural market:    Bicycles, motor-cycles, agri inputs, tractors,    radio, co...
 Rural  consumption is more compared  to urban market: Bicycles, mechanical watches, tailoring  machines. Products wher...
PRODUCT              RURAL   URBANBicycles             78%     22%Radio                79      21Mechanical watch     76  ...
 HIERARCHY OF NEEDS Category A( Immediate use    to the family): Bicycles, wrist watches, radio, electric fans Category...
 SOCIAL  CLASS The rural society consists of a hierarchy of classes or grades of people. Social class is determined by a ...
Category        Products         1995-96   2006-                                           2007The affluent    Jeep/Car   ...
 Physical   distribution Transportation, warehousing, communication Channel    management Multi-tier system: Example Dep...
Channel management Limited availability of retailers Poor viability of dealers Fewer brands Inadequate banking and cre...
Rural retailer   Average daily                 turnover (2000 &                 below population)South            Rs 562.0...
   AVERAGE NUMBER OF    BRANDS PER DEALER    Products            Rural   Urban    Toothpaste          3       7    Tooth ...
 SALES      FORCE MANAGEMENT   Fluency in local languages   Knowledge of product, market and competition   Basic knowl...
SALES FORCE MANAGEMENT Knowledge of different type of customers Selling skills Capacity to work extended hours Ability...
   RURAL PROMOTION   UNDERDEVELOPED MARKETS AND CONSUMERS   Low income   Seasonal income   Low literacy   Traditiona...
 PRODUCT Examples:    Small Unit pack, Sturdy products, No  frills product etc PRICING Examples: Post harvest schemes,...
   BRAND PROMOTION THROUGH RURAL YOUTH   RURAL COMMUNICATION Examples:    Farm to farm visit, Group meeting of    rural...
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Exploring the growing rural markets93234

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Exploring the growing rural markets93234

  1. 1.  FAVOURABLE GOVERNMENT POLICIES Investment in agriculture and rural development through five year plans Green revolution Agriculture education, research and extension White revolution: Milk production increased from 47 mio tonnes(1950) to 150 mio tonnes (2009). Still only 20% of the milk is processed
  2. 2.  VISION (2020) BY Dr Abdul Kalam Focus on PURA i.e. providing urban facilities in rural areas- education, health care, sanitation, roads, communication, employment opportunities- for development of rural sector.
  3. 3.  Adi Godrej, Chairman of Godrej has observed “ The rural consumer is discerning and rural market is vibrant. At the current rate of growth, it will soon outstrip the urban market. The rural market is no more sleeping- but we are.”
  4. 4. Govt measures for rural development Total sanitation campaign in operation in 590 districts in the country Kuti Jyoti programme to provide single point light connection to rural households Mid day meal scheme: 14 crore children covered under the programme National health mission to prove health care facilities to remotest househols
  5. 5.  At present only 300 out of 604 districts have medical colleges. To overcome acute shortage of doctors in rural areas, the Government has plans to start a unique three-and-a-half-year bachelor course in medicine for students from villages. Doctors have to work only in rural areas
  6. 6.  National Rural Employment Guarantee scheme started in 2007-2008. Provided employment for 100 days a year for 3.5 crore households in rural areas. Pradhanmantri Gram Sadak Yojana to provide road connectivity to villages above 2000 population National Food Security Mission to increase production of wheat, rice and pulses
  7. 7.  HDFC & SKS Micro Finance : Housing loan Project to provide loans for improvement of dwellings primarily to low income women clients in Andhra Pradesh. The loans will be in the range of Rs 50,000-1.5 lakhs for a tenure of 3-5 years.
  8. 8.  Transition in Rural Society Due to increase in literacy level, income, reach of mass media, more employment opportunities , rural people are leaving caste based occupations, traditional belief, traditional life, joint family life and servant master relationship and moving to towns for a better living.
  9. 9.  Rural people want to replicate the life style of urban people. Agricultural development contributes towards self sufficiency in food production as well export of agricultural commodities to earn foreign exchange. There is mobility of labour from agriculture to industrial sector. This has lead to shortage of labour in villages particularly during peak agricultural season
  10. 10.  About 70 crore population continue to live in villages and industries cannot absorb such a huge population. Therefore development of agriculture industries, handicrafts, institutional credit, minimum wages, infrastructure, social security etc have to be taken up for over all development of rural sector.
  11. 11.  PRIVATE INITIATIVES Agricultural input companies Consumer goods companies Software for land records, community certificate, commodity prices e-choupal
  12. 12.  MEDIA EXPLOSION Expansion of regional TV, e-seva( AP), Bhoomi project (Karnataka), Project I shakti (HUL) ASPIRATIONS OF RURAL PEOPLE AND ATTRACTION OF HIGH STANDARD OF LIVING: Rural youth forms a distinct segment of the population. They are modern, knowledgeable and receptive to changes than their elders. They value material comforts like TV, two wheelers, ready made garments, cosmetics etc
  13. 13. GROWTH IN INCOME: Modern farming methods Cultivation of cash crops Poultry, dairy, small scale industries Movement of people to cities and remittance of money from NRIs etc Cotton and Village Industries Hotels, Transport, Insurance, Banking, BPO, Education Centres, Traders Government Welfare Schemes Service Class working in nearby towns
  14. 14.  NEED FOR EXPLORING THE GROWING RURAL MARKETS Severe competition in urban markets To treat agriculture as a business Creates employment opportunities Example: Fisheries, Insurance, BPO operations, development of industries Rural tourism: Example: Rural areas of Rajasthan, Plantations in South and East, Wine tourism in Maharashtra
  15. 15.  Over 70% of the population lives in rural areas Increase in disposable income Less foreign competition Brand loyalty, Product life cycle advantage ( Washing powder growth 6% in urban and 20% in rural)
  16. 16.  HOW TO IDENTIFY POTENTIAL Main occupation is Agriculture for about 70% of rural population. Potential of the rural market depends on Irrigation facilities Types of crops/varieties grown Size of the farm Cultivation practices Use of agri inputs and agri machinery
  17. 17.  URBAN ORIENTATION denotes the degree to which a rural consumer would like to replicate the life style of urban consumer. Examples: Villages close to towns and centres , villages connected by public transport facilities. FEEDER MARKETS/MANDIS Rural consumers by durables from class 2 towns (50,000 to one lakh population) and class 3 towns(20,000 to 50,000): There are 500 class 2 towns and 1500 class 3 towns
  18. 18.  THOMSON RURAL MARKET INDEX HTA has identified the relative potential of 355 districts in our country based on 26 parameters Population, number of villages, literacy, no of cultivators/agricultural labourers/non cultivators, cropped area, irrigated area, area under food crops/non foods crops, average size of the farm, fertiliser consumption, no of tractors, electrification, no of rural branches of banks, deposits, advances,
  19. 19.  THOMSON RURAL MARKET INDEX Classification of Potential MarketsClass of markets No of districts %A 22 17.80B 39 20.50C 54 20.40D 86 23.00E 154 18.30total 355 100
  20. 20.  RURAL CONSUMERS The landlords Affluent farmers Small farmers ( 1-2 ha of land) Marginal farmers( upto 1 ha of land) Tenant farmers Agricultural labourers Traders( Agri produce/merchants) Petty traders/artisans Service class Unemployed /underemployed people
  21. 21. QUALITIES OF OPINION LEADERS Credibility Positive and Negative information Information and advice Category specific Examples: Rural educated youth, village president, teachers, painters, mistry etc
  22. 22.  Rural market is growing since 1980s Bigger than urban market for FMCG and Durables with 53% and 59% respectively of the total market Market size: 1,23,000 crores consisting of about 70,000 crores for FMCG/durables, 45,000 crores for agriinputs and 8000 for 2/4 wheelers.
  23. 23.  LIC sold 55% of the policies in rural India About 30% of the mobile users in rural areas 41 million kisan credit cards issued exceeds 22 millions credit/debit cards issued in urban India
  24. 24.  The number of middle and higher income group ( Rs 70,000 plus income) in rural (21.7 million) and urban (24.2 million) are nearly the same. Many companies are active in rural market: Example: HUL 50%, Colgate 40%, Hero Honda 40%, LG 40%, Cavin care 40%, Godrej 30%, Cadbury 30%, Bharti Airtel/Vodafone(30%) ( 2008)
  25. 25.  Products that are well established in Rural market: Bicycles, motor-cycles, agri inputs, tractors, radio, coffee, tea, tobacco, bathing and washing soap and textiles. Products that have entered the markets in recent years: Ready made garments, baby care products, packaged food stuffs, consumer durables, cosmetics and toiletries, mobile phones, computers
  26. 26.  Rural consumption is more compared to urban market: Bicycles, mechanical watches, tailoring machines. Products where rural consumption growth rate is higher than urban markets: Packed tea, bathing and washing cake
  27. 27. PRODUCT RURAL URBANBicycles 78% 22%Radio 79 21Mechanical watch 76 24Washing cake 68 32Black and white TV 63 37Colour TV 29 71Washing machine 15 85Refrigerator 24 76Nail polish 23 77Toothpaste 39 61Shampoo 25 75Face cream 28 72Tooth powder 79 21
  28. 28.  HIERARCHY OF NEEDS Category A( Immediate use to the family): Bicycles, wrist watches, radio, electric fans CategoryB(Breaks the monotony of house work and source of entertainment): Sewing machines, stereo set, B & W TV Catergory C (Supplement income, entertainment and comfortable house hold working) : Colour TV, Moped, Motor cycles, Refrigerators
  29. 29.  SOCIAL CLASS The rural society consists of a hierarchy of classes or grades of people. Social class is determined by a combination of factors such as education, occupation, income, wealth etc The type of durable owned by a household gives an indication of the grades of people
  30. 30. Category Products 1995-96 2006- 2007The affluent Jeep/Car 1.6% 5.6%The well-off Motor cycles, 2.7 5.8 AC,Colour TV. RefrigeratorThe climbers Moped,B&W 8.3 22.4 TV, Audio, GrinderThe aspirants Bicycle, fans, 26 44.6 ironThe destitute Watches, radio 61.4 21.6
  31. 31.  Physical distribution Transportation, warehousing, communication Channel management Multi-tier system: Example Depot/C&F agent>distributor in major town, Stockist at taluk level, wholesaler in agricultural centres/block level and retailers in villages
  32. 32. Channel management Limited availability of retailers Poor viability of dealers Fewer brands Inadequate banking and credit facilities
  33. 33. Rural retailer Average daily turnover (2000 & below population)South Rs 562.00West Rs 404.00East Rs 371.00North Rs284.00
  34. 34.  AVERAGE NUMBER OF BRANDS PER DEALER Products Rural Urban Toothpaste 3 7 Tooth brush 3 6 Biscuits 3 9 Hair oils 3 7
  35. 35.  SALES FORCE MANAGEMENT Fluency in local languages Knowledge of product, market and competition Basic knowledge of agriculture Knowledge of cultural factors: Preference for experience, look for value for money, don’t make impulse purchases, prefers sturdy products, greeting elders with folded hands etc
  36. 36. SALES FORCE MANAGEMENT Knowledge of different type of customers Selling skills Capacity to work extended hours Ability to put up with inadequate boarding and lodging Trust and understanding while dealing with customers
  37. 37.  RURAL PROMOTION UNDERDEVELOPED MARKETS AND CONSUMERS Low income Seasonal income Low literacy Traditional belief/ occupation/ life
  38. 38.  PRODUCT Examples: Small Unit pack, Sturdy products, No frills product etc PRICING Examples: Post harvest schemes, Extension of credit to channel members
  39. 39.  BRAND PROMOTION THROUGH RURAL YOUTH RURAL COMMUNICATION Examples: Farm to farm visit, Group meeting of rural consumers, AVP vans OPINION LEADERS DISTRIBUTION Availability of products with village retailers for FMCG goods

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