4.2 The Super Rich
The Super Rich have income greater than US$22,000/- per annum. Total number of households is 320,900. There are less DINK families here than in the rich category. The Super Rich are mainly professionals and devoted to consumerism. They buy many durables and are status conscious.
4.3 The Ultra Rich
The Ultra Rich have income greater than US$44,000/- per annum. The number of households in this category is 98,289. There is no typical profile of the ultra-rich. There are some DINK households of middle-level executives. Some single earning households are of first generation entrepreneurs. Some rich farmers, who have been rich for a long time, belong to this category.
4.4 The Sheer Rich
The Sheer Rich is made up by households having income exceeding US$110,000/- per annum. Such households are 20,863. They do not have a homogenous profile. There are joint families as well as nuclear families in this category. They consume services greatly. They own multiple cars and houses. They aspire to social status and power.
4.5 The Obscenely Rich
The Obscenely Rich is made up of households having income exceeding US$222,000/- per annum. There are hardly 6,515 such households in India. They are first-generation entrepreneurs who have made it big. Some of them are techies. A variety of people belong to this category. They are just equivalent to the rich in the developed countries. They crave for exclusivity in what they buy. Most premium brands are relevant to them.
5.0 Rural Consumer
About three quarters of the Indian population are in the rural areas and with the growing middle class, specially in the Indian cities, the spill over effect of the growing urban middle class is also felt in the rural areas.
The Indian rural market has been growing at 3-4% per annum, adding more than 1 million new consumers every year and now accounts for close to 50% of the volume consumption of fast-moving consumer goods (FMCG) in India. The market size of the fast moving consumer goods sector is projected to more than double to US$ 23.25 billion by 2010 from the present US$ 11.16 billion. As a result, it is becoming an important market place for fast moving consumer goods as well as consumer durables.
6.0 Increasing Awareness Of Indian Consumers
Over the years, as a result of the increasing literacy in the country, exposure to the west, satellite television, foreign magazines and newspapers, there is a significant increase of consumer awareness among the Indians.
Today more and more consumers are selective on the quality of the products/services.
This awareness has made the Indian consumers seek more and more reliable sources for purchases such as organized retail chains that have a corporate background and where the accountability is more pronounced. The consumer also seeks to purchase from a place where his/her feedback is more valued.
Indian consumers are now more aware and discerning, and are knowledgeable about technology, products and the market and are beginning to demand benefits beyond just availability of a range of products that came from ‘trusted’ manufacturers.
The Indian consumers are price sensitive and prefer to buy value for money products.
7.0 Marketing Strategies
7.1 Online Marketing
A study by the Confederation of Indian Industry (CII) and the International Trade Centre predicts that e-commerce activity in India will rise from US$ 0.10 million in 2000-01 to US$ 5.8 billion in 2005-06, of which the business to business segment will account for US$ 5.41 billion.
Currently, the products Indian consumers are buying through online are greeting cards, clothes, CDs/VCDs/DVDs, cassettes, books, magazines, medicine and educational material.
The popular online shops in India include:
- www.ebay.in
- www.shopping.rediff.com
- www.shopping.expomarkets.com
7.2 Celebrity Influence
This is an important tool which is able to influence Indian consumer buying behaviour. In India, celebrities are being increasingly used in marketing communication by marketers to lend personality to their products. With the visual media becoming more popular the use of celebrities in the TV media has increased. Celebrities create headlines. Their activities and movements are being closely watched and imitated. What they endorse sell like hot cakes. It is not surprising therefore that using celebrities in advertisements has become common practice.
In India especially, it is not difficult to look for the reasons as to why companies are increasingly using celebrities. Indians always love their heroes and heroines.
Consumers like advertisements more if they are admirers of the celebrities in the advertisements. When a consumer likes the celebrity in the advertisement, he or she is more likely to accept what the celebrity says about the advertised product and therefore will develop more positive feelings toward the advertisement and the brand itself. Famous celebrities are able to attract attention and retain attention by their mere presence in the advertisements.
In the midst of the advertisement clutter, the advertisements that celebrities endorse also achieve high recall rates. When people see their favoured reference group members or celebrities in the advertisements, they pay more attention to them.
Celebrities may also help reposition products. Products with sagging sales needs some boosting and in this Indian celebrities can help by way of they endorsing the product concerned.
The Malaysian businessmen can contact celebrities for endorsing their products through advertising agencies. The contact addresses are given in the appendix-1.
7.3 Quality Oriented Outlets
Indian consumers looking for quality choose expensive brands as they feel that price is an indicator of quality.
However, in the absence of well known brands in selected product range, consumers are likely to take cues from well established retail outlets hoping that these outlets carry quality products.
Malaysian businessmen who prefer not to go for high-visibility, costly campaigns may embark on the strategy to engage well known retail outlets to capture the segment of Indian consumers looking for quality products. Some of the established retail outlets in India for selected products are found in Appendix II.
7.4 Freebies
Indian consumer buying behaviour is influenced by freebies. Freebies are consumer products given free of charge as gifts to purchases of selected products above a certain value. TVs, washing machines, refrigerators, and ready made clothes are some of the product categories in which freebies are given to Indian consumers. Freebies generally comprise tooth paste, soaps, detergent, cooking oil etc.
Malaysian companies wanting to penetrate the Indian market, perhaps should consider giving freebies for the purchases made by the Indian consumers. Malaysians can work with the local business partners to attract the consumers by way of such promotion campaigns.
7.5 Eco-Friendly Products
The environmental awareness in India has started affecting marketing of products based upon their eco-friendliness. In general, Indian consumers are likely to buy environmentally responsible products and packs. The future key for marketing could be to select more ethical and ecological responsible products and packaging, which is also convenient for consumers, thus, balancing environmental concerns with commercial considerations. Consumers in India are taking lead in prompting manufacturers to adopt technologies to produce eco-friendly products.
8.0 Changing Trends In Indian Consumer Behaviour
8.1 Bulk Purchasing
Urbanisation is taking place in India at a dramatic pace and is influencing the life style and buying behaviour of the consumers.
The working urbanites are depending more on fast and ready-to-serve food, they take less pain in traditional method of cooking and cleaning.
Bulk purchases from hyper stores seems to be the trend these days with purchasing becoming more of a once-a-week affair, rather than frequent visits to the neighbourhood market/store/vendor.
The popular growing shopping trend among urbanities is purchasing from super markets to hyper stores.
8.2 Trendy Lifestyles
The current urban middle and upper class Indian consumer buying behaviour to a large extent has western influence. There is an increase in positive attitude towards western trends. The Indian consumer has become much more open-minded and experimental in his/her perspective. There is now an exponential growth of western trend reaching the Indian consumer by way of the media and Indians working abroad.
Foreign brands have gained wide consumer acceptance in India, they include items such as;
- Beverages
- Packed food
- Ready to eat food
- Pre-cooked food
- Canned food
- Personal care products
- Audio/video products
- Garment and apparel
- Footwear
- Sportswear
- Toys
- Gift items
Foreign brands vie increasingly with domestic brands for the growing market in India. Foreign made furniture is well accepted by the Indian consumers. Malaysian, Chinese, Italian furniture are growing in popularity in India.
Indian consumers have also developed lifestyles which have emerged from changing attitudes and mind sets; exposure to western influences and a need for self-gratification. Beauty parlours in cities, eateries, designer wear, watches, hi-tech products are a few instances which reflect these changes.
8.3 Buyers’ Market In The Making
The sellers’ market is slowly moving towards becoming the buyers’ market.
Since, India’s economic liberalization policies were initiated in 1991, many new product offerings have entered the Indian market and product variety has also increased manifold.
Import licensing restrictions are being eliminated and tariffs significantly reduced and this has led to large range of consumer goods made available in India.
Indian consumers have always preferred foreign goods and with the liberalization, they now have a choice of foreign products vis-à-vis the local products.
9.0 Consumer Spending Behaviour
The Indian consumer spending has increased from US$ 133.60 in 1992-93 to US$ 350.74 in 2002-03, a compound annual growth of 10.13 per cent at current prices.
The way Indian consumers are spending their money on various items has changed in recent years. The share being spent on the basis (food and beverages) has fallen from 54.07 per cent in 1992-93 to 44.8 per cent in 2002-03. Other items have increased in importance, for example, medical and healthcare spending has increased from 3.5 per cent to 8.5 per cent of total expenditure over the same period, a compound growth rate of 19.71 per cent. Similarly spending on transport and communication has grown at 13.2 per cent.
While the Compound Annual Growth Rate (CAGR) in total consumer spending has been around 12 per cent a year over the past decade, there have been sharp ups and downs. Consumer expenditure has been in tandem with the annual GDP growth.
For rural India, per capita 30 days' consumer expenditure of US$ 12.34 was split up into US$ 6.78, on an average, for food, and US$ 5.56 for non-food. Food expenditure included US$ 2.25 for cereals and cereal substitutes, and US$ 2.37 for milk, milk products, vegetables, edible oil and US$ 2.16 on others. Non-food expenditure included US$ 1.11 for fuel and light, and another US$1.00 for clothing, footwear and US$3.45 on other non-food expenditure.
For the urban sector, average Monthly Per Capita Consumer Expenditure (MPCE) of US$ 23.53 was split up into US$ 10.00 for food and US$ 13.53 for non-food. Of food expenditure, US$ 2.37 went towards cereals and cereal substitutes while US$ 3.67 was spent on milk, milk products, vegetables and edible oil and US$3.96 on other food items. US$ 2.11 was spent per person per month on fuel and light, and US$ 1.65 on clothing and footwear and US$9.77 on other non-food items.
Urban expenditure levels per capita exceeded rural levels for all the product groups, except on cereals and cereal substitutes. The average monthly per capita expenditures on cereals and cereal substitutes for rural and urban areas are very close to each other.
The gap between rural and urban averages of MPCE was of the order of US$ 11.16. The item-groups viz. milk and milk products, beverages etc, fuel and light, education, miscellaneous consumer goods & services, conveyance and rent contributed to the gap significantly.
Non-food expenditure per person in the urban sector was more than double of that for the rural sector, where it was about US$ 5.55.
In India, the higher income group (>US$2,465) spends more amount of their income on luxury goods and trendy products than fact moving consumer products.
The middle income group (US$1,162 – US$1,190) spends more on consumer expendables than the rich.
Combined the middle and the lower income group provide 60 per cent of the value of the Indian market.
10.0 Conclusion
Top class, middle class and lower class are income related classifications of the population and each of this class has its own consumption pattern.
For the Indian market, Malaysian exporters/manufacturers should see the substantial middle class and base the market demand/projections on this roughly estimated at 250 million people with substantial disposable income.
MATRADE CHENNAI
APPENDIX 1
ADVERTISING AGENCIES IN INDIA
1. BEAUTEX ADVERTISING MEDIA
1715,IST FLOOR, ARYA SAMAJ ROAD,
KAROL BAGH,
NEW DELHI - 110005
Phone : 91-11-25860501/2/3/4/25726055
Fax : 91-11-25860505
Web-site :
Contact : MR. NEERAJ JAIN
Email :
2. CONQUEST COMMUNICATIONS PVT. LTD.
M-138, GREATER KAILASH-II,
NEW DELHI - 110048
Phone : 91-11-51638000
Fax : 91-11-51638001
Web-site :
Contact : MR. S.P. DUGGAL
Email :
3. TOP CLASS SALES PVT. LTD.
37A, SANT NAGAR, EAST OF KAILASH,
NEW DELHI - 110065
Phone : 91-11-26464520/26464521/26292455
Fax : 91-11-26464520
Web-site : http://www.topclasssales.com
Contact : Mr. K. S. Juneja
Email :
4. SELVEL PUBLICITY && CONSULTANTS LTD.
HIMADRI COMPLEX, NO. 1, 201, 2ND FLOOR,
PP. SALES INDIA, ASHRAM ROAD,
AHMEDABAD - 380009
Phone : 91-79-7541081/7540915
Fax : 91-79-7541081/7540915
Web-site : http://www.selvel.com
Contact : Mr. Sajid Mansuri
Email :
5. RADIANT
A/210, ANJANI COMPLEX, OPP. NINE MAGESTIC,
ANDHERI(E),
MUMBAI
Phone : 91-22-26582434
Fax : 91-22-26589471
Web-site :
Contact : MR. ABHAY GODBOLE
Email :
6. PERCEPT H PRIVATE LTD.
216, 2ND FLOOR, CHENOY TRADE CENTRE,
PARK LANE,
SECUNDERABAD - 500003
Phone : 91-40-55325705/06
Web-site :
Contact : Mr. Satish
Email :
7.LAKECITY WEB PRIVATE LIMITED
226-3 (B), SARDARPURA,
UDAIPUR - 313004
Phone : 91-294-2524615
Fax : 91-294-2523034
Web-site : http://www.lakecityweb.com
Contact : Mr. Akhilesh Gupta
Email :
8. INTEGRATED BRAND. COMM. PVT. LTD.
46, 2ND FLOOR, 100 FEET ROAD,
KORAMANGALA VI BLOCK,
BANGALORE - 560095
Phone : 91-80-25539369/25539258
Fax : 91-80-25539369
Web-site : http://www.brand-comm.com
Contact : Mr. Muruga
Email :
9. IMAGINE
38, MOHAMMADPUR,
NEW DELHI - 110066
Phone : 91-11-26191802/26162443
Fax : 91-11-26169265
Web-site :
Contact : MR. SUJIT SANYAL
Email :
APPENDIX ll
MAJOR RETAIL PLAYERS IN INDIA
