Professional Documents
Culture Documents
Internal Environmental Analysis of Frooto
Internal Environmental Analysis of Frooto
ENVIRONMENTAL
ANALYSIS OF FROOTO
University of Dhaka
Department of International Business
Course Name: International Strategic Management (EIB-516)
Session: Fall-19
Term Paper on
Internal Environmental Analysis of Frooto
Submitted to-
Dr. Chowdhury Saima Ferdous
Professor
Department of International Business
Faculty of Business Studies
Submitted by
Date of Submission
05-12-2019
Date: 05-12-2019
To
Professor
University Of Dhaka
Respected Faculty,
This is my great pleasure to have the opportunity to submit report on the “Internal
Environment Analysis of Pran Frooto” as part of my course studies. The paper is prepared
based on visiting company, published reports, websites and other related documents and the
documents collected from library. Through my sincerity I have tried to uptake all the related
issues in the paper within several limitations. I sincerely hope and believe that these findings
will be able to meet the requirements of the course.
Therefore I would like to place this report for your kind judgment and valuable suggestion and
consideration.
Thanking you.
Sincerely yours
801825040
Is the company able to seize market opportunities and overcome external threats……………………….11
Are the company’s cost structure and customer value proposition competitive……………………………..13
Part 2
BCG matrix……………………………………………………………………………………………………………………………………21
Part 3
Corporate strategy………………………………………………………………………………………………………………………..25
SWOT…………………………………………………………………………………………………………………………………………….26
Prospect of FROOTO………………………………………………………………………………………………………………………28
Learning Statement………………………………………………………………………………………………………………………..30
Conclusion……………………………………………………………………………………………………………………………………..35
Methodology
The term ‘methodology’ means an “analysis of and rationale for the particular method or
methods used. For this term paper primary approach or secondary approach is applied.
Information was collected from relevant research and development done by workshop,
marketing, sales, operation department and other divisions PRAN. The steps are:
Annual Report
Sales
External Sources
Books and Newspaper
Website
Internal Information
Analytical tool
To present the data I have used the following analytical tools:
Table
Chart
Graph etc.
a) Sample: Sample is the most important representative part of the population. If sample is not
correct, study will be wrong. When I have selected sample then I consider few factors, such as
age, sex, occupation, rate, income etc.
b) Sample area: I have selected sample area in Dhaka City and Pabna town. Most of the data
has collected from Dhaka at Zigatola, Zigatola kacha Bazar, Agora(Dhanmondi), Shwapno
(Dhanmondi), Meena Bazar(Dhanmondi), some local street store also from pabna.
Through the below six questions we can have an idea about the Internal Environmental analysis
of Pran Frooto. These six questions will help us not only to determinate the strengths and
weaknesses of Pran Frooto but also help us to understand critical analysis, value creation and
corporate level strategy of the company. The Six questions are given below;
3. Is the company able to seize market opportunities and overcome external threats to its
future well-being?
4. Are the company’s cost structure and customer value proposition competitive?
In terms of Frooto
25
20
15
10
0
Frutika sip Shezan Frooto Mangole
Pran Frooto sales are growing faster than most of its competitors and also it has acquiring
some overseas customers in recent time. Pran Frooto has already achieved superior profitability
if we consider it with the other rival brands. Also the company’s overall financial strength and
credit rating are improving. In March 2019, current ratio was 1.36% and in March 2018,
current ratio was 1.28%. Again, net profit ratio was 3.53% in March 2019 instead of 3.45%
from March 2018. In 2019 gross profit ratio was 22.16% compare to 21.80% of 2018. Again
debt ratio has declined from 63.01% of March 2018 to 60.31% in March 2019. Moreover, the
equity ratio has increased up to 65.27% from 56.86% within a year ( Pran-RFL Annual Report,
March 2019).
1. Whether the firm's sales are growing faster, slower or about the same pace as the
market as a whole, thus resulting in a rising, eroding or stable market share.
2. Whether the company is acquiring new customers at an attractive rate as well as
retaining existing customers.
3. Whether the firm's profit margins are increasing or decreasing and how well its
margins compare to rival firms' margins.
• A company's resource strength relates to specific skills and expertise and sometimes it is the
pooled knowledge and expertise of different groups. e.g. new product innovation requires
expertise of various departments like R&D, engineering and design, cost-effective
manufacturing and market testing.
Competence
• It is about selecting people with the requisite knowledge and skills, upgrading individual
abilities as needed and molding the efforts and work products of individuals into a cooperative
group effort to create organizational ability.
• As expertise builds and company gains proficiency in performing the activity consistently
well at an acceptable cost the ability evolves into a true competence and company capability.
e.g. proficiency in specific knowledge, selecting good locations for retail outlets,
merchandising and product display.
Pran Frooto has its own trade mark in the fruit juice industry of the country. The whole
production process is done by the modern technological machinery without any human touch
being interfered. Pran Frooto has easy access to good raw material and also financially well
established. Pran Frooto has their own distribution facilities and manufacturing plants
including easy access to the physical location. Pran has highly coordination and superior
control system than most of the company. Pran Frooto has always satisfy the customer with
high quality and well designed product. Pran has the ability to distribute their product whole
country wide which many companies are failed to do so.
AMCL has a very powerful management team to guide a strong gigantic workforce. Despite its
huge size PRAN has been able to maintain labor productivity and increasing sales. Its labor
productivity is twice as much as any other local company in the market (Not foreign companies).It
has huge market in Bangladesh as well as in worldwide. Pran has great distribution channels and
FROOTO is taking this advantages of pran distribution channels and networks in business
expansion and sales to achieve maximum profitability in business.
Large size of the business and workforce makes it difficult to manage perfectly. As a result it often
causes internal conflict between management and employers.
FROOTO competitive forces are very strong in the industry. There are chance of potentials
new entrants and also there have power of supplies and buyers. Rivalry among existing
companies exist too. The driving forces of the industries are strong too and they are creating
huge impact in the business. Even market rivals occupy great position in juice market scenario.
Different types of Growth Drivers of Juice Industry and they are consumers awareness,
Hygienic, lifestyle, Rising Disposable Incomes, Habitual purchase etc. Different strategic
moves are taken by rivals to compete with the market leader FROOTO.KSF,CSF must maintain
to run in long run.
Pran Frooto has maintained a well-established cost structure which highly comparative with
their rivals. Value, satisfaction and quality are interrelated concept. Because customers focus
to value, quality and satisfaction while purchasing the things form the market. Customer
value is the amount of benefits which customers get from purchasing products and services.
Pran holds a strong position regarding value in the consumers’ minds. Buying a Pran product
makes a feeling of satisfaction in the consumer minds since its acceptability is huge. Price is
within the budget which makes proper value in the consumer minds when the product is
availed. For example, purchasing a PRAN Frooto 250ml by 25 taka makes the consumers
feel satisfied since they are getting a healthy fruit drink in a small bottle and in a reasonable
price. So Pran value proposition is also very competitive in the market.
Internal Environmental Analysis of Frooto 13
Is the company competitively stronger or weaker than key rivals?
1. List industry key success factors and other relevant measures of competitive strength
2. Rate firm and key rivals on each factor using rating scale of 1 - 10 (1 = weak; 10 = strong)
4. Sum individual ratings to get overall measure of competitive strength for each rival
5. Determine whether the firm enjoys a competitive advantage or suffers from competitive
disadvantage.
Frutika captivated a large share in the market because of its taste, packaging and unique
promotional activation. The ingredient of the all types of Frutika is provided in APPE. The ultimate
price is then analyzed by AFBL using two methods. Competition-based pricing and Market-
oriented pricing. They do not use Profit maximization pricing. Their product price do not change
in various geographical areas/ zone pricing do not available. They do not set their price according
to their competitor product price. The distribution channel AFBL employs is called Dual
Distribution Channel (DDC). In DDC, a company itself distributes the products and also
incorporates large number distributes, who are individuals entities, to distributes the products to
the final user. Frutika has unique promotional activities, Strong local presence, Comprehensive
knowledge of the total market and client, Favorable brand image. In spite of that Frutika has less
Shezan is a product of Sajeeb Group and once it was also very popular brand in mango fruit juice.
Shezan is basically focused more on children then elder people when they started in the market.
But in recent years, it has become to lose popularity due to lack of quality, poor in taste,
promotion and availability. Mostly, Shezan is now available only in small shops and outside the
city area.
Mangolee is a product of Globe and it has less popularity in the fruit juice market. Mangolee
is mainly available in the rural area and also does not have proper promotional activities nor
any demand in the market. Though, Mangolee wanted to compete with other popular drinks
but unfortunately it has also lack of quality, not so good in taste and less known to the people
so that is the reason that it is not a successful pioneer of the company.
What should management be worried about -- what items should be on the company’s “worry
list”?
● How to both reduce high costs and prepare for price reductions.
● Correct the firm’s competitive deficiencies by acquiring a rival firm with the missing
strengths.
It is the final and most important analytical step as it is about exactly what strategic issues the
company managers need to address and resolve it for the company to be more financially and
competitively successful in the years ahead. For instance, how the company needs to meet
challenges of new foreign competitors. Again, how to comeback price discounting with rivals
and prepare for cost reduction or sustain growth if demand falls. The growth rate of Pran Frooto
is becoming stagnant which is an indication that they are claiming the highest amount of market
share both in terms value and volume of sales.
PRAN-RFL Group is one of the largest conglomerates in Bangladesh. PRAN stands for
Program for Rural Advancement Nationally. In Bangla “Progoti Rupayone Agrani
Noboddom”. It is the largest agro producer in Bangladesh. PRAN (Programme for Rural
Advancement Nationally) was established in 1981 by retired Major General Amjad Khan
Chowdhury. ‘PRAN’ started its operation in 1981 as a processors fruit and vegetable in
Bangladesh. PRAN has become one of the largest food and beverage brands in Bangladesh and
has been exported to 138 countries.
“PRAN” is currently one of the most admired food & beverages brand among the millions of
people of Bangladesh and other 82 countries of the world where PRAN Products are regularly
being exported.
VISION
Poverty & Hunger are Curses. The organization thinks that poverty and hunger is a curse for
nation and they are trying to overcome the poverty.
MISSION
Improving Livelihood. Improving the people living standard in society and create the respects
and prosperity for the nation.
AIM
To Generate Employment and Earn Dignity & Self Respect for our Compatriots through
Profitable Enterprises.
PRAN Frooto is one of the pioneer fruit juice brands in Bangladesh that aims for the youth
generation. The consumers are mainly the young boys and girls of the urban area of Dhaka and
other big and small cities. Consumer Behavior basically is a study of how a person, group or
an organization selects purchases and uses any product or services and what exactly influences
this decision to buy. Quality is the most important factor of a product and also the marketer’s
major positioning tools. Quality refers to how good or bad service a product gives or how
customer’s satisfaction it can give. PRAN Frooto is a product made for people of all age. So
the company tries to ensure good quality. The company made some advertisements showing
that their product is safe, high quality, made from real ingredients in their state of art factory
by using modern technology and by ensuring a safe and hygiene process.
Matrix is developed by Bruce Henderson of the Boston Consulting Group in the early 1970’s.
According to this technique, business or products are classified as low or high performance
depending upon their market growth rate & relative market share. In order to understand the
market position of all these mango juice brands, we must need to put them under the BCG
matrix model. BCG matrix will help the business to analyze growth opportunities by reviewing
the market growth and market share of products and show them which categories, they fall
under. BCG Model puts each of the brands into one of four categories. The categories are all
given remarkable names- Stars, Cash Cows, Dogs, and Question Marks.
Stars are leader in business with high growth rate and high market share.
They also require heavy investment to maintain it’s large market share.
It leads to large amount of cash consumption & cash generation.
Attempts should be made to hold the market share otherwise the star will became a cash
cow.
They are foundation of the company & often the stars of yesterday.
They generate more cash than required
They generate more cash than required.
They extract the profits by investing as little cash as possible
They are located in an industry that is mature not growing or declining
The market of PRAN juice pack is not new at present PRAN juice pack of AMCL takes
position in the Rapid Growth stage in the product life cycle. This can be shown in a
figure
Time
According to most of the people brand is the most important factors for choosing a product. So, the
companies should always focus on how to develop their brands. Brand development strategies have
different segment.
Line extension means when a company extends existing brand names to new forms, colors, sizes,
ingredients of an existing product category. PRAN has introduced different forms (pet bottles,
aseptic/tetra packs), different sizes (250 ml, 500 ml and 1000 ml) of PRAN Frooto.
Brand extension is the way of extending a current brand name to new modified products in a new
category. PRAN Foods Ltd. has extended its current brand name “PRAN” to new modified products in
a number of categories like, Juice, drink, bakery, carbonated beverages, snacks, culinary, biscuits,
confectionary, dairy, health food drink, frozen foods, breakfast and refreshment, rehydration etc.
Multi brands are there when the companies introduce additional brands in the same category. PRAN
has many product categories and the company has introduced many different brands in each of its
product categories. Such as in terms of juice they have junior juice and frooto.
Products Cannibalization may occur which one successful brand may be strong enough to take away
the other brand such as if frooto 250 ml is too successful it might take away the market share of junior
juice.
New brands: A company may believe that the power of its existing brand name is waning and a new
brand name is needed. Or it may create a new brand name when it enters a new product category for
Though Pran Frooto is not much old items but still now we can generally say that Pran is
holding first position in the agro based industry. This firm has fairly large market share in the
relevant product market and usually leads the other firms in price changes, new product
introductions, distribution coverage and promotional intensity. But Pran have to be alert on 3
founds to stay in the industry. First, the firm must find ways to expand total market demand
that is size of the market. Secondly, the firm must protect its current market share through good
defensive and offensive actions. Third the firm can try to increase its market share even if the
market size remains constant.
Through above discussion we came to know in spite of having different product still it needs
to be exercise the leadership strategy because if we considered Pran to be as number one then
ACME, SQUARE food products, BD food the firm’s known as challengers followers soon well
catch up the first position.
In an organization strategic planning is very important. It helps to define the strategy of the
company, helps to determine the goals, to allocate the resources of the company. To determine
the future directions of the company it is necessary to make strategic planning. The managers
of Pran make strategic plans to determine the organizational goals and also to achieve it. The
top level managers set the goal or objective for the middle level managers.
Pran (Frooto) follows both Cost Leadership and Uniqueness Strategies. As,
Raw material
Rural Retailer
The SWOT analysis is having identified the company's external opportunities and threats as
well as internal strength and weakness. In other word the overall evaluation of a company's
strength, weakness, opportunities, and threats is called SWOT analysis. It can be develop new
function business or corporate strategies to accomplish this change. A SWOT analysis for juice
pack of PRAN is as follows:
Strengths
Management competence.
Good marketing skills.
Good materials management systems.
Competence of information system.
Competence of human research.
Brand name reputation.
Weaknesses:
Partial poor marketing plan and maximum time emphases on only TV advertisement
Don't feel necessity of market survey and not eager to understand consumer behaviors.
Opportunities:
Company can expand its product line by introducing differentiation or introducing new
items for various using purposes.
Can apply research and redevelopment in new areas.
Threats:
Economic depression.
PROSPECTS OF FROOTO
After analysis SWOT FROOTO, I find out few prospect of FROOTO, which are discussing
sequentially.
Geographical diversification:
I think that the FROOTO has also high demand in all over the market of Bangladesh. The
customer for whom the products are producing, they have scattered everywhere in the country
and they have the same liking for this product. Beside it has goodwill in the whole country. So
I think that there is a great opportunity of geographical diversification in domestics and foreign
markets.
Competitive advantages:
Fully competition is not started in the market of FROOTO. STARSHIP, MANGOOLE, SIP,
SHEZAN & DANISH is the existing competitor of PRAN juice pack. Especially, company has
to face two styles of competitions: i) Price and, ii) foreign image. So, there is an opportunity to
take competitive advantages and increase market share.
Market extension:
Most of the people of Bangladesh are lower middle classes and some are upper class. The lower
middle classes are highly price sensitive to high price. They usually want various qualities and
design of juice pack at a lower price. There is a great chance of increasing the market share, if
a great produce attractive qualities and designs but in lover price.
So, this will indicate the firm has a bright future and prospect. Above these viewpoints the
company can expand its markets.
Lack of data due to legal obligation and business confidentiality of the organization.
In-Person Interviews become difficult as many respondents took time to respond or not
enough comfortable to share information.
Company policy & secrets of not disclosing some data and information for confidential
reason, which could be very much useful for the report.
Because of the limitation of information, some assumptions were made. So there may
be some unintentional mistake in the report.
This study completely depended on official records, website information and annual
reports.
LEARNING STATEMENT
The term paper is about Internal Environmental analysis of diversified product FROOTO.
There are use various kinds of market entry strategies include export, licensing, strategic
alliances and direct investments. These strategies have been explained in detail in this term
paper.
The major objective of this term paper is to describe the internal environmental and analyze
different threat, opportunities, scopes, rival of business, market shares, profits, market entry
strategies in the foreign market and to understand the reasons for their success and failure. It
also is to identify the rules, regulations and policies of the various foreign government and to
clearly understand the present scenario of Juice market in terms of economic, socio-cultural,
political, legal and technological environment in the world. The report is also to identify the
success factors and to arrive at a set of recommendations for foreign companies
Quality ensures:
The firm should ensure quality of FROOTO according to the consumer’s need and
expectations. Quality of a product is of attributes that the consumer expects in a particular
product. In case of PRAN juice pack these attribute may be design color combination, taste,
etc. So quality should be selected from consumer viewpoint.
Target market:
New segments will be added with the existing market. New segment will be for middle lower
and old people.
Product positioning:
The Company will make position of FROOTO pack as ‘economic and quality product’ for
large market share.
Product differentiation:
The Company may charge the packing design a little bit and the instruction of safety ness,
contents of vitamin on the level will be introduced very soon open grade labeling will be
introduced.
Pricing policy: The Company will follow the penetration pricing policy as they do. To
keep the firm running it must set a low price. Because the consumer in domestic market
is high price sensitive to high price.
Production cost will be reducing: Consumer usually wants to better quality and varied
designed products at a lower price production cost one of the major components of
price. To minimize the production cost, it is recommended that the expert and skilled
workers should be appointed which will reduce the rate wastage and volume of
defective production.
Establishing the fixed price: The same price should be fixed all through the county. As
a result, the participants should not have to fall into trouble about price control. Besides,
100% participants expect establishing the fixed price.
To add high commission system: Dealers, agents, wholesalers and retailers should be
given high commission. According to the participants they want high commission from
the authority. The commission system will reduce the business task of the participants.
Competitive price: Finally, the company will offer competitive price. The company will
fixed a reduced price that will be lower than other competitors.
The company will look for intensive distribution the company wants all the retail shop store
juice pack. The firm should develop a clear cut combination between channel members to
distribution of properly FROOTO. For the cordial co-operation of channel and sellers and
wholesalers in distributing and selling PRAN juice pack successfully. It is recommended that
the firm would like to get more benefit to profit share and profit margin might be increased.
The PRAN Company has to create creative advertisements that will create more attention to
target customer. The company can participate in trade fair in different places where consumers
are concentrated. These activities will help to create image and consumer awareness in flavor
of its PRAN juice. Besides, the firm can advertise through the print media and electronic media.
The company will be taken sales promotion program. Cash discount quality discount and gift
will be given to the sales forces. Sales promotional budget will be increased as for as possible.
Current adverting theme will be change a little bit the company is eager to make brand
advertising on the front page of daily national newspaper.
Research and development (R&D) is very essential for every business world. Information is
very necessary for designing effective marketing program. The firm may collect information
regarding consumer's needs, choices, attitude and exceptions through the R&D.
We see that the participants in the business have very little knowledge about marketing field.
The participants should be properly trained. The intra-communication system will be
Customer and services are being completely ignored in the existing system. There are no extra
facilities given to the customers. The complains of the customers are considered. Customer
oriented marketing should be established.
Though the existing product life cycle, PRAN juice pack position is rapid group stage. So there
are some additional suggestion has been given to keep this position. During this stage the firm
uses several strategies to sustain rapid market growth as long as possible.
It improves product quality and adds new product features and improved styling.
It adds new models and flanker products (i.e. products of different sizes, flavors,
and so forth that protect the main product).
It enters new market segments.
It increases its distribution coverage and enters new distribution channels.
It shifts from product awareness advertising to product preference advertising.
It lowers prices to attract the next layer of price sensitive buyers.
PRAN juice is one of the most popular brands in Bangladesh as well as in international market
recently. In all reasons juice is widely consumed by the customers the demand becomes high
to the customers. There is a wide demand and high prospects for the juice packs. PRAN juice
pack is one of the items to meet this demand.
Now the firm is facing various types of marketing problems. In this paper some suggestions
and recommendations have been given so that the firm can overcome those problems. I believe
that the management of PRAN is more experience as well as they are also thinking about those
problems. I think management should be took care this problem. If the firm produces PRAN
juice as for the customer's choice and demand oriented, the consumers will be highly motivated
to purchase the juice of the firms.
So, through the observation of the activities and information collected from the interview of
participant such as wholesalers, retailers, customers it can be said that this firm is being
profitable conduct becomes the firm is not to strong on counter remarkable competition,
workers dissatisfaction, and for sufficient demand in comparison with the manufactured goods.
But the firm is not being able to perform its marketing activities with efficiency. In this
condition continues the firm will be endangered and undergo less in the long run. But it is
possible to expand this firm to a greater extent, if it can make use of its present opportunities
and facilities properly and it will be possible for it to earn more profit than it is earning now.
Therefore, the firm will have to give importance to perform the marketing activities efficiently.
PRAN Juice Company is no doubt one of the basic companies in Bangladesh. So we glad to
know the locally produced juice in now in a position to fulfill the total of PRAN juice pack in
the country. The PRAN juice has that success of business depends on the strength of its existing
marketing policy is appropriate for the present situation. The major problems arising in the
PRAN juice in Bangladesh are as follows. The distribution system is being changed complex
government policy. Through the company wants most of the retail shop to store juice pack. So
the company will have to make intensive distribution. The effective marketing system can be
solving present problems.
1. Cateora, and Graham, “International Marketing”, 11th Ed, Mc Graw Hill, New York.
2. Kotler, P., Keller, K., (2006), “Marketing Managementʼ, Prentice Hall, Twelfth
Edition,
3. Kotler, P., Armstrong, G., (2006), “Principle Of Marketing, Pearson Education,
Eleventh Edition.
4. William J. Stanton “Fundamentals of Marketing” 10th Edition, McGraw Hill
Publication, New York.
5. http://www.oppapers.com/essays/International-Marketing-Planning-Process/171126
6. http://en.wikipedia.org/wiki/Global_marketing
7. http://en.wikipedia.org/wiki/Marketing_plan
8.
9. http://bazookabiz.com/strategic-marketing/30
10. Retrieved from Meena Bazar website:
http://www.meenabazar.com.bd/TWIX%20MINNIATURES%20PACK%20150GM?
keyword=frooto%20250
11. website: http://www.alibaba.com/product-detail/Pran-Frooto-Mango-html