Rural Marketing Strategies

Rajendran Ananda Krishnan.

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 Rural marketing Strategies: Segmentation,
Targeting and Positioning.
 Segmentation – Heterogeneity in Rural,
Prerequisites for effective segmentation, Degrees
of Segmentation, Basis of Segmentation and
Approaches to Rural Segmentation – Geographic
Segment, Demographic Segmentation,
Psychographic Segmentation, Behavior
Segmentation, Multi attribute Segmentation
 Targeting – Evaluation and Selection of segments,
Coverage of segments
 Positioning – Identifying the positioning concept,
Selecting the positioning concept, Developing the
concept, Communicating the concept.
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 Product strategy, Marketing mix challenges,
Product concepts classification – Five levels
product, Classification of products, Rural product
categories – Fast moving consumer goods,
consumer durables, agriculture goods, services.
 New Product Development – Consumer Adoption
Process, Product Life Cycle, Product Mix
 Branding in Rural India – Brand Building in Rural
India, Brand Spectrum in Rural, Brand Loyalty vs.
Stickiness
 Fake Brands – The Fakes Market, Strategy to
counter Fakes
 Structure of competition in Rural India, Product
Warranty and After Sales Service.
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 In 1980’s, giant and undisputed market leader in
detergents (Surf) suffered significant losses at the
hands of a new and small firm, Nirma Chemicals.
 Caught the fancy of middle and lower income
customers.
 Nirma was the lowest priced branded washing
powder available in grocery and co-operative stores.
 Upper middle class families use Nirma for washing
their inexpensive clothes.
 Around 1984, HUL decided to take a fresh look at the
market. Research conducted across the country
revealed that different income groups of consumers
had varying expectations from detergents and
washing powders.
 To counter the attack from Nirma, HUL launched
Sunlight (Yellow), Wheel (green) and Rin (Blue) for
different market segments.
 This strategy of segmenting the market helped HUL
win back part of its lost market.
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 Socio-cultural differences across regions
 Variation in population size and population
density of villages
 Difference in levels of infrastructural
development
 Media exposure levels
 Variation in literacy levels (Bihar Vs. Kerala)
 Differences in income levels and patterns of
income flow (farmers vs. daily wage earners)
 Family structure (large joint families vs. small
nuclear families)
These factors play a significant role in consumer
behavior and the decision about purchasing
products in rural markets.
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 Differences and variations in climate : Talcum powder
and Deodorants sell more in the hot and humid parts
of South India. The severe winter in North India leads
to higher demand for Chyavanprash during this
season.
 Development levels: Poor electricity infrastructure aids
sales of flashlights, batteries and mosquito coils. For
Products like chocolate, butter and ice cream,
refrigeration facilities are essential.
 Differences in food habits : In eastern India, low milk
availability aids sales of milk powder. Water scarcity
leads to increased sales of packaged drinking water.
People in South India extend their preference for the
coffee taste even to toffees.
 Cultural Differences and profiles of people :
Conservative people prefer herbal and natural
cosmetics products. People in North India tend to have
large households, hence their preference is for large
economy packs. In South India, small packs sell more
as the household size is smaller.
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 Measurable – Variables should be distinct, clear
and measurable. Only then can segments be
described in exact terms and the differences
between them understood properly. Factors
measurable in urban (eg. Monthly income)cannot
be measured directly in rural due to non-uniform
income patterns and multiple sources of income.
 Accessible – Marketers should ensure that the
segmented market is conveniently reachable for
the quick and efficient delivery of products. With
significant improvement in connectivity of villages
and increased interest in using traditional haats
and other new channels for distribution, rural
markets are becoming more and more accessible.
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 Differentiable – Rural consumers are identified
as a separate segment as their responses are
likely to be different from those of urban
customers, at least for some products. For
instance, while buying a motorcycle, rural
consumers give more importance to the
sturdiness, mileage and carrying capacity of
the vehicle, whereas urban consumers look for
style, power and looks.
 Substantial – A segment is attractive to the
marketer only when it is profitable.

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 Mass marketing – All consumers are being
treated the same. Allows a company to target
the maximum number of consumers. Eg. HUL
offered only one detergent powder, Surf, to all
consumers. But when Nirma entered the
market and grabbed a sizeable market share
of low-income households, HUL woke up and
introduced Wheel.
 Segment Marketing – Marketers have come to
realise the potential of different consumer
segments, that are substantial enough to
target and have responded by offering low-
priced sachets and appropriately designed
products.
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 Maharaja Appliance launched Bonus, a range
of appliances for rural market.
 Colgate’s 10 gm sachet of toothpaste.
 LG launched Sampoorna, a low cost, no-frills
television model.
 Asian Paints launched Utsav Distemper to
target the chuna powder popular in rural
markets
 Britannia introduced smaller pack sizes of
Tiger Biscuits at Rs. 4, 2 and 1.

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 Niche Marketing – A very small group in a segment
that has some specific need and the marketer has
specific skills to satisfy it. Eg. A Tractor that doubles
up as a Thresher.
 Micro Marketing – Tailoring of the product to satisfy a
particular taste or need. Eg. Dabur launched Anmol, a
mustard and amla-based hair oil, to target rural
consumers in northern markets who used loose
mustard oil.
 Local Marketing – Involves designing brands and
promotions to suit the needs and wants of local
customer groups on a geographical basis. Eg. Philips
approaches rural buyers in Andhra Pradesh and Tamil
Nadu with two similar but different campaigns, Maa
inti mega star (Actor Chiranjeevi), Engavetta Superstar
(Actor Rajnikant).
 Individual Marketing – Tailoring and carpentry are
examples of individual marketing. An individual can
get the product made exactly according to his
specific need.
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 First level segmentation could be done on the
basis of occupation, i.e. farm and non farm
activities. The compilation of an index could
then be attempted with farmers categorized
into five prosperity levels, ranging from very
poor to very prosperous.

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 Regions : East, West, North and South
 Village size : <500, 501-1000, 1001-2000,
2001-5000, >5000 . Rural lifestyle changes
with village size due to variation in the level
of infrastructural and economic development.
 Density : Low, moderate, high (Villages with
high population density have better
infrastructural facilities and higher
purchasing power.
 Climate : Summer, Rainy, Winter (Talcum
Powder is used more in hot and humid
regions)
 Culture (culture affects language, dress, food
habit and location) http://www.facebook.com/mr.fort
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NORTH
Aggressive,
Dominant,
Big is
Beautiful

WEST EAST
Leisure, Sensual,
Simple Life, Geographic Assertive
Money is Segmentation Women,
God, Men
Democratic socialistic,
idealistic

SOUTH
Sensual,
Rational,
Diligent

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 Age and life cycle : Children, teenagers, young adults,
elders, seniors (Confectionary and toys are more desirable
in childhood, whereas young adults seek motorcycles, soft
drinks, trendy clothes and music systems)
 Family structure : Nuclear, joint (Family pack or economy
refill packs work very well with joint families, Joint family
translates to greater consumption of products)
 Gender : Male, female
 Income : Due to irregular income patterns and multiple
sources of income, assessment of rural income is difficult.
 Landownership : Land owners, rich farmers, small or
marginal farmers, agricultural labourers. Segmentation on
the basis of : size of landholding, area of land under
cultivation, irrigation method, crop mix and rate of money
realisation.
 Education & House type
 Occupation : Cultivators, shopkeepers, poultry, artisans
 Religion & Caste : Settlement of villages on the basis of
religion and caste. Eg. Rajput village.
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 Social class – Social class is determined by a
combination of factors like education,
occupation, income, wealth and others.
Classified rural consumers into five classes:
Affluent, The Well off, The Climbers, The
Aspirants and the Destitutes on the basis of
three variables : Education of the chief wage
earner, Ownership of durables, and Type of
house.
 Lifestyle – Overall manner in which a person
lives and spends time and money.
 Personality

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 Occasions : Festival, mela, jatra, weekly haat. In rural areas, most
durables are purchased during or after the harvest season
because this is when farmers have cash in hand after selling their
agricultural produce. Melas offer products at attractive prices and
weekly haat days are the time to purchase daily-use products,
vegetables and spices.
 Benefits sought : Quality, convenience, value for money, service.
Rural consumers are more concerned with the utility of the
product than its appearance and sophistication.
 User status – Rural consumers fall into the category of first-time
users for most product categories. Therefore, the focus on
product trials and demonstrations is very crucial in rural market.
Tag line for Ghari Detergent ‘Pehle Istemal karein, phir vishwas
karein’ is to induce customers to try out the product.
 Usage rate – Usage for most FMCG products is relatively low
among rural consumers due to poor affordability. Marketers have
launched sachet packs for rural consumers and family packs for
joint families.
 Loyalty status – Rural buyers take a long time to decide on a
particular brand, but once they are convinced, they are more
brand loyal than their urban counterparts.
 Place of purchase – Village shops (Tea, kerosene), Haats (Food
grain, pulses, vegetables), Nearest town (Fertilisers, seeds), Melas
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 Thomson rural market index – Overall
indicator of rural market potential and
considers 10 variables : Agricultural labourers,
Gross cropped area, Gross irrigated area, Area
under non-food crops, Pump sets, Fertilizer
consumption, Tractors, Rural credit, Rural
deposit, Villages electrified.
 MICA Rural Market Ratings : Used to segment
rural markets. For each district the socio-
economic indicators are classified as :
Demographics, Major occupations,
Communication methods, Educational
profiles, Shops and other establishments,
Commercial banks, Agricultural data, Medical
facilities, Major crops.
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 Overall Attractiveness – One should not be impressed
by size alone. This is because in rural, the size of the
market may be big but the purchasing power of rural
consumers is limited. Population engaged in non-
farming activities offers higher per capita prosperity.
Also, this segment is more exposed to products and
accepts newer products and services more readily.

 Company Objectives and Resource Competencies – If a
company’s objective is to achieve long-term
sustainable sales volume by expanding its consumer
base, then it has to go rural instead of expecting
consumers to come to urban markets to purchase
products and services. This is demonstrated by
companies like HUL, and Colgate Palmolive, which are
reaching rural homes with their products. Smart
marketers in rural like HUL initiated Project Shakti
pilots have been transformed into mega rural
marketing models.
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 Undifferentiated Marketing – Mass distribution and
mass advertising. eg. Many toilet soap users prefer
medicinal value, cosmetic strength, economy and
the feeling of freshness in their toilet soap.
Medimix offers all these features and also claims
that it is a beauty care Ayurvedic family soap. Coca
Cola targets both urban and rural market with the
same drink.
 Differentiated Marketing – Investigates and
identifies differences between segments and tries
to match the market offer to the desires and
expectations of each segment. Eg. Companies
developed 25-30 HP tractors for small or marginal
farmers and 50 HP tractors for large farmers.
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 Single segment concentration – Due to the small
number of consumers in each segment,
targeting only one segment would spread
marketing efforts thinly over a vast area. With
Brands like Lifebuoy Active, Lifebuoy Gold, Lux,
Breeze and Liril, HUL targets different
consumers segments in the rural market.
 Choosing a coverage strategy
Undifferentiated Differentiated Concentrated

Company resources Moderate Large Limited

Product Variability Less More Less

Product life cycle Introductio Growth Maturity/Intro
stage n duction
Market variability Less High High
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 Act of designing the company’s offering and
image so that it occupies a distinctive place in
the mind of the target segment.
 Positioning involves :
1. Identifying the unique features of the product
as well as the differences of the offer vis-à-vis
the competitor’s offer.
2. Selecting the differences that have greater
competitive advantage and
3. Communicating such advantages to the target
audience.
Eg. Himami positions Sona Chandi Chyavanprash
on the two platforms of a health body and a
sharp mind.
Ghari detergent – low price high quality..
Lifebuoy Active – from male soap to a family soap.
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 Product Differentiation – Can be differentiated on
the basis of form, features, durability and quality.
Coke introduced Chota Coke at Rs 5 for rural.
Hero Honda came out with the lower priced Dawn
model of motorcycle for the rural buyer. Meswak,
Neem and Babool toothpaste are herbal versions
of the soap.
 Service Differentiation – Service may be
differentiated in respect of delivery, installation
and maintenance. Reliance, a private LPG
company, when pitted against the three well
entrenched public sector undertakings created
service differentiation on the basis of their
distribution network and better refilling facility.
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 People – People who are widely respected and
admired by consumers. Endorsement of Coca
Cola by Aamir Khan (dressed as a villager) or
of Sona Chandi Chyavanprash by Sunny Deol.
Courteous staff of HDFC Bank.
 Image – Foreign brands image. Image is built
by advertisements, symbols, logos, signs,
colors and general reputation of the
company.

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Critical factors that should be considered while
positioning a brand are:
 Attractiveness – Does it provide value to the customer?
 Distinctiveness - Is it different from that of its competitors?
 Pre-emptive - Is it very difficult for the competitors to copy it?
 Affordability - Can buyers pay for it?
 Communicability – Can the product difference be clearly expressed?
Developing the concept
 Deciding which positioning to promote : Lay stress
on the generic benefit of the product. Eg. Sprite
bujhaye only pyaas, baaki sab bakwaas.
Thanda matlab Coca Cola.
 Deciding how many ideas/differences to promote –
Positioning of two or three ideas would be a better
proposition as rural consumers would think that
they are getting more value for their money.
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 Segmentation – On the basis of Horse power
category.
Less than Between Between More than Industry
30 HP 30 & 40 40 & 50 50 HP market
HP HP share
10% 37.3% 25.3% 31.2% 31%

 More than 50 HP category is the fastest growing segment.

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 Campaign Customisation – Core values of the
brand : Fuel efficiency, technology, style and
comfort. It did campaigns such as Puddling
ka maharaja in Tamil Nadu and Jashn Josh Ka
in AP.
 Target Market – Farmers & Brick Kiln Owners
 CSR Activities – Active in promoting sports
and education. Shikshak Divas Mahotsav.
 Barriers – Economic Slow down.
 On-ground innovations – Mahindra Tractor
Mahotsav, Arjun Ultra-1 Capsule Van
(stunning mobile show room), Jashn Josh Ka –
Felicitation of loyal customers at their homes
as part of a celebration.

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 New Product Development – Given the rising interest
of companies in the rural market, developing new
products suitable for the rural market has become an
imperative. For eg. Jolly battery operated color
television, 5 kg cooking gas cylinder by HPCL, Philips
free power radio, LG Washing Machine, Kisan Credit
Card, Max Gas LPG cylinder.
 Philips free power radio does not require batteries or
any external source of electricity for operation.
 LG Electronics spent 21 lakhs to develop a set, that
would have on-screen displays in the vernacular
languages of Hindi, Tamil and Bengali.
 Max Gas LPG Cylinder has special steel-braided hose
pipe, which is rat resistant and wider base of cylinder
to ensure stability even on uneven rural kitchen
floors.
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 Sturdy Products – Village people believe that the
product should be sturdy enough to withstand rough
consumers handling and storage. Rajdoot Motorcycle
manufactured by Escorts Ltd. Is very popular in rural
areas because of its adaptability, low maintenance
costs, minimal breakdown and easy accessibility of
service and repairs. LG Electronics has devised a
semi-automatic washing machine with double the
capacity of their urban-based machines.

 Brand Name – A brand should have short, simple,
easy to pronounce, can be remembered easily and
should lend itself to virtual interpretation. In rural
markets, consumers do give their own brand name or
the name of an icon. Many a times rural consumers
ask for peeli tikki or neeli tikki in case of washing
soaps. Eg. LG Electronics branded one of the TV set
as Sampoorna.
Fertiliser companies normally use a logo on the
fertilizer bag.
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 Small Unit Packings – Rural consumers
receive daily wages and at the same time
their income is unsteady. Hence they can’t
make purchases in large quantities. Eg. HUL
sells Shampoo and Hair oil in sachet packs in
rural areas.
Cavin Kare Ltd. has launched a sachet priced
at 50 paise for its Chic Shampoo.
 Low Priced Packing – Tata Tea launched
‘Agni’ as an economy brand in rural areas to
compete with loose tea powder.
ITC has launched ‘Hero’ containing blended
tobacco and is priced just for the pockets of
rural consumers.

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 Availability – Poor road condition is a challenge
to make the products available in remote areas.
HUL has built a strong distribution system that
helps its brands reach the interiors of rural
market. Village stockists use auto rickshaws,
bullock carts and even boats to reach remote
areas. Coca Cola uses hub and spoke model to
reach villages.
 Affordability – Low disposable income of rural
consumers. Small unit packs re being introduced.
Coca Cola has introduced 200 ml glass bottle
priced at Rs. 5, Lifebuoy at Rs 2, Videocon
washing machine without dryer at Rs. 3000.
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 Awareness – Only 41% of rural households have
access to television-building awareness is another
challenge. Hindustan Lever relies heavily on its
own company-organized media. These are
promotional events organized by stockists. Godrej
consumer products, which is trying to push its
soap brands into the interior areas, uses radio to
reach the local people in their own language. Coca
Cola doubled its spend on advertising on
Doordarshan, which alone reaches 41% of rural
households.
 Acceptability – There is a need to offer products
that suit the rural market. LG developed a
customized television for the rural market and
named it Sampoorna. HDFC insurance tied up with
non-governmental organizations and offered
reasonably priced policies in the rural market.
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Rural Products

Consumer
FMCGs Agri goods Services
Durables

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 FMCG – Major players are HUL, Dabur, Marico,
Colgate Palmolive, Nirma, CavinKare and Godrej
 Consumer Durables – Usha, Bajaj, Philips, Titan,
Godrej, Videocon, Onida, Salora, Hero Cycles,
Hero Honda, Mahindra & Mahindra and Tata. New
entrants – LG, Samsung and Maruti.
 Agricultural Products – Agricultural inputs such
as seeds, fertilizers, pesticides, insecticides and
implements (tractors, tillers and threshers)
Livestock, poultry and fishery. Major players are
Rallis India, Monsanto, DCM Shriram, Chambal
Fertilisers, IFFCO, Mahindra & Mahindra, Eicher
and Escorts.
 Services – Telecommunications (BSNL), transport,
health care, banking (SBI), insurance (LIC) and
education.
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Five levels of the product offering : Core benefit, basic
product, expected product, augmented product,
potential product.
 The core benefit (mobility, entertainment) and the
basic product (eg. Motorcycle, television) remain the
same both in rural and urban.
 At the third level, the marketer prepares an expected
product and defines a set of attributes and conditions
that a buyer normally expects when he purchases a
product. A rural television buyer expects good picture
quality, clear sound and an easy to operate set,
whereas an urban consumer looks for digital sound,
flat screen, and features such as child lock and
picture in picture. A motorcycle buyer in rural expects
good shock absorbers, fuel efficiency and low
maintenance cost, whereas an urban buyer expects
good appearance, power and style.
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 At the fourth level, rural consumers expect a
Television set that can run on batteries and
provides better picture quality in weak signal
conditions and on-screen display in local
languages for easy operation. For urban
consumer, could be an in-built DVD player
with a television and a set top box to watch
his or her favourite.
 Fifth level, by offering TV sets that can
sustain high voltage fluctuations or TV that
can run on alternate sources of power.

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 The adoption of new products and services is
slow among rural consumers in comparison
to urban consumers due to poor awareness of
new products because of low media access
and resistance to trying new products in the
absence of demonstrations.
 The sarpanch, the school teacher, and
salaried people who have better media access
and market exposure become early adopters,
some of who in turn act as opinion leaders
for other potential buyers.
 The inducement of product trials and
demonstrations works well in rural for the
adoption of new products.
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 In most cases, the product is developed for the urban
market and is later pushed into the rural market. Only
in recent years have companies started customizing
their products for rural markets. Eg. LG Television,
Philips Free power radio.
 PLC of a product in the rural market is often longer
due the multiple challenges involved in the
distribution, communication and adoption of the
product.
 Low growth in the rural market has forced companies
to reengineer their products (Free power Radio) or
introduce low price packs (sachets, 200 ml Chota
Pepsi).
 They are also trying to change consumption patterns
through consumer education (increasing soap usage
frequency from weekly to daily) and adopting alternate
channels to reach deeper (HUL’s Project Shakti, haats,
mandis) to grow the market.
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 The product mix in rural markets is simple.
 Mostly only one product of a particular
company registers its availability on rural
shelves.
 Limitations of investment in stocks, the slow
movement and replenishment of stocks and
the dominance of the retailer in rural markets
are some of the important factors responsible
for the smaller range of products available at
retail shops in rural.
 HUL has good product width, with a presence
in toothpaste, shampoo, detergent etc.
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Packaging in rural India needs special focus
because of the following factors:
 Poor Transport System (poor road conditions)
 Difficulties of safe storage (rats, moisture, heat,
rainwater)
 Poor Facilities (erratic power supply leading to
poor cold-storage facilities for food products)
The product for rural should :
 Have a longer shelf life than the product for
urban.
 Be able to withstand extreme weather conditions
 Be able to withstand sudden and jerky
movements on dusty roads.
 Have alternate storage arrangements (ice box for
cold drinks).
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 Bright colors like red, yellow, green etc.
 Use of local languages on the pack, images.
 Texla TVs – Launched new range in bright red
and yellow color as the old one with black
and grey cabinet was a failure.
 ITC – Goldflake with a yellow cover in the
south whereas golden color in north because
yellow is associated with ill-health and
jaundice in north.

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 Brand Association is mainly with Colors,
numbers, and visuals and not necessarily with
the name of the brand.
 Retailers play a major role in brand promotion.
Due to strong bonding and trust between
customers and retailers, coupled with low brand
awareness, consumers often do not ask for the
product by brand but instead will request the
retailer, ‘Paanch rupaye waali chai dena’. It is
upto the retailer to push the brand.
 First mover brands become generic brands –
Detergent powder came to be identified with
Surf, mosquito coil with Kachua Chaap,vegetable
oil with Dalda.
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 Brand name development – Facilitates easy
brand recall and in drawing any color, visual
or numeric association. Eg. Ajanta for
toothpaste, Sansar for sewing machines.
 Creating a brand identity – Involve the need
to relate the brand with the rural lifestyle, or
with appropriate status symbols, or with the
rural environment. Eg. Britannia Tiger Biscuits
created an identity associated with a smart,
active and sharp child.
 Building a brand image – Brand should have a
personality of its own. Eg. Mahindra &
Mahindra have maintained their sterling
image in rural.
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 Brand choices are often limited due to the
small market size and the limited investment
capacity available with the rural retailer.
 Only Three brands are available in rural retail
shop against six to nine brands in urban
shops.

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 Low levels of literacy and awareness make
rural people less likely to switch brands as
they do not have the required knowledge or
information to exercise a choice. They are
more comfortable in purchasing tried and
tested brands. They are therefore, brand
sticky rather than brand loyal.
 First / Early mover advantage – Whichever
brand enters a village market first seems to
gain acceptance in the community through
‘word of mouth’ communication and
thereafter many prefer to stick to this
particular brand.
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 Rural markets suffer from the problems of
low penetration and poor availability of
branded products. Hence, although there
exists a huge demand for branded products,
there are no distribution channels to make
the product reach the customer. This has led
to the growth of fake brands.
 Ponds has been replaced by Bond’s talc
 Fair & Lovely by Fair & Lonely
 Lifebuoy by Likebuoy

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 Lookalikes – Products where the color scheme
on the packaging material closely resembles
that of a popular brand but the pack carries a
different name. Shagun for Lifebuoy, Lalita
Amla for Dabur Amla
 Spellalikes – Fakes of original brands
packaged in colors and designs similar to
those of the originals but have names that are
subtly and cleverly misspelt. Eg. Paracute for
Parachute, Fair & Lonely for Fair & Lovely.
 Duplicates – Exact replicas of original brands.
The color, design, and name on the package
are the same as those of the original brands.

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 Introduce upgraded packaging which is difficult
to copy – Dabur replaced its plastic blow-
moulded container with a premium four-color
shrink-sleeve packaging, which has a grainy
texture and water bubbles. The packaging is
difficult to replicate. Tetra packs for Juices.
 Raids or Legal course – Raids on the premises of
the fake manufacturer and seize the products.
File a patent for the product. Eg. P&G initiated
action against the manufacturers of lookalike
Vicks Vaporub.
 Educate the customers – Coca Cola has put into
place 48 consumer response coordinators, who
work with their teams to redress the consumers
complaints about overcharging and fake bottling.
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 Other urban national branded products – In certain
villages, the proliferation of national brands is
quite evident. More likely in villages that are on the
periphery of larger towns because of the spillover
from urban centers.
 Regional urban branded products – regional
brands of unorganized sector are quite common.
True for soaps.
 Local urban brands – These products are
manufactured in urban centers and find their way
into rural India through the wholesale channels like
washing products, bangle etc.
 Local village brands – Products manufactured in
the village itself. For eg ropes, bread etc.
 Substitutable products or indirect competition –
Products that can be substituted. Eg. Ash for
washing vessels, neem twigs for toothpaste.
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 When purchasing high-value durable products, rural
consumers attach a great deal of value to the warranty
offered on the products.
 With the increase in the usage of machinery,
appliances and equipment, there has been a
continuous demand for after-sales service.
 Tractor servicing – Most tractor companies regularly
organize service camps in big villages/ small towns.
They invite tyre, battery, fuel injection and other
component suppliers to participate. Advance notice is
sent to tractor owners of the company brand with a
request to come on a scheduled date for a free-check
up.
 Videocon servicing – Company mechanics go around to
villages twice a week to provide after-sales service, an
important factor in the decision to purchase consumer
durables.
yseven

yseven

Rural Marketing Strategies

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