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Turning india inside out

Turning india inside out. Adrian Terron, Executive Director, Nielsen India, Nielsen Retail & Shopper Team May 2013. ADDITIONAL $3 BILLION USD FMCG SALES BY 2015. Driven by 2 segments. L.I.V.E. F.T.M.T.S. LOW-INCOME VALUE EXPLORER. FIRST-TIME MODERN TRADE SHOPPER.

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Turning india inside out

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  1. Turning india inside out Adrian Terron, Executive Director, Nielsen India, Nielsen Retail & Shopper Team May 2013

  2. ADDITIONAL $3 BILLION USD FMCG SALES BY 2015 Driven by 2 segments L.I.V.E. F.T.M.T.S LOW-INCOME VALUE EXPLORER FIRST-TIME MODERN TRADE SHOPPER

  3. L.I.V.ELOW INCOME VALUE EXPLORER

  4. L.I.V.E. CONSUMERS INCOME UP TO RS 72,000 SOCIAL CLASS SEC E SIZE 10M + URBAN HHs Source: NSS 2009-2010 + Nielsen Estimates

  5. ADDING +$1 BILLION USD FMCG SALES BY 2015 SPEND GROWS 50% TO $3.5B USD EVERY 6TH URBAN HOUSEHOLD IS “L.I.V.E” SPEND $2.4B USD ON FMCG

  6. MORE CONFIDENT THAN SINGAPOREANS! Consumer Confidence Index

  7. GROWING & EXPLORING 1 IN 4 EXPECT INCOME TO RISE IN 2013 1 IN 2 SAW INCOME INCREASE IN 2012 1 IN 2 SWITCHED FROM UNBRANDED TO BRANDED

  8. DREAMING & DARING 1 IN 4 SEND KIDS TO ENGLISH SCHOOL 2 IN 3 COLOR TV & MOBILE PHONES 1 IN 5 ASPIRE TO HAVE A COOLER IN 2014 BELIEVE CHILDREN WILL HAVE BETTER FINANCIAL STABILITY

  9. Sensitized TO HEALTH… NOT SOLUTIONIzED CAN’T AFFORD TO GET SICK, STILL EXPLORING HOW TO STAY WELL 1 IN 2 NOT CONFIDENT MANAGING FAMILY MEDICAL EXPENSES 2 IN 3 NOT INSURED AWARE OF IMPORTANCE OF SURROUNDINGS, WATER, SANITATION, & INFECTIOUS DISEASE

  10. YET TO FORM HABITS +$1 BILLION FMCG SALES POTENTIAL INFLUENCED IN-STORE 2 IN 5 SHOPPERS WILLING TO TRY NEW THINGS

  11. NOT MODERN TRADE SHY 5% OF MODERN TRADE SALES MADE BY LOW INCOME SHOPPERS SPENT CLOSE TO5% OF HH BUDGET AT MODERN TRADE 1 IN 2 HAVE VISITED MODERN TRADE

  12. TACKLE INFLATION THROUGH VOLUME GAME

  13. AN UNCOMMON SENSE PERCEPTION REALITY MORE CONFIDENT THAN MIDDLE INDIA LOW CONSUMER CONFIDENCE PLAN THEIR PURCHASES INDULGE IN IMPULSE MODERN TRADE SHY $120 MM USD TRADE SPEND IN MT

  14. Placeholder for video on L.I.V.E.

  15. F.T.M.T.SFIRST TIME MODERN TRADE SHOPPER

  16. ADDING ~$1 BILLION USD FMCG SALES BY 2015 SPEND @ MODERN TRADE GROWS +300% TO $1BN + USD EVERY 4TH MODERN TRADE SHOPPER IS FTMTS SPENDS $280M USD AT MODERN TRADE

  17. SIZEABLE, INCLUSIVE & GROWING FIRS TTIME SHOPPER SEGMENTGROWING BY 15% EACH YEAR 35% OF FAST MOVING CONSUMER GOOD SPEND IS AT MODERN TRADE 1 IN 3 FROM SEC C; MIDDLE SEGMENT SHOPPERS

  18. EVEN PLANNED PURCHASES SEE SUPERSIZING +$100 MILLION FMCG SALES POTENTIAL INFLUENCED IN-STORE 2 IN 5 SHOPPERS BOUGHT MORE THAN PLANNED

  19. Emphasize PULL to ENSURE SUSTAINABILITY PROMOTIONS DEALS EVENTS WORD OF MOUTH EXPLORATION PULL PUSH

  20. AN UNCOMMON SENSE PERCEPTION REALITY 1 in 2 switch brands F.T.M.T.S buys same brand as purchased at Kirana Range is about more of more Range has different meanings across categories Personal care category purchases are planned 2 in 5 shoppers purchase on impulse

  21. Placeholder for video on F.T.M.T.S.

  22. KEY Recommendations

  23. WINNING WITH L.I.V.E

  24. WINNING WITH F.T.M.T.S

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