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Product analysis of tiger biscuit

Paper Type: Free Essay Subject: Marketing
Wordcount: 4409 words Published: 1st Jan 2015

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Tiger Biscuit-Milk that are owned by Kraft Foods is the product that we chose to analyse on. This is because we find that, it interest us on how a big company like Kraft Foods actually plan their marketing strategies to compete with many other of their competitors on one of their major business portfolio, which is the snacks category and position them well in the market. Tiger Biscuit are first launch in 1997 in India by the Britannia Industries. It became the company’s largest brand among its portfolios in the first year of its launching until today.

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Tiger Biscuit is a glucose biscuit that are mainly made from wheat and milk to enrich its nutrition and healthier compare to other glucose biscuits in the market. The main target market of this biscuit is the kids. Therefore, they make improvement in their biscuits by offering various choice and flavour. It is tasty and affordable to suit the modern mothers who want the best for their kids and take the role to enable their kids to compete in today’s world. Recently, Tiger Biscuit are enriching “Iron Zor” in their biscuit which attempt to address the problem of iron deficiency among the society, either young or the elderly.

SWOT analysis is an overall view of the business’s strengths, weaknesses, opportunities and threats. Strengths and weaknesses are the positive and negative trends in the internal environment of the business which are under control while opportunities and threats are external factors that are not under a business’s control. Kraft Tiger can use their strengths to overcome their weaknesses, capturing the opportunities in the external environment to gain advantages and minimizing their threats. They can be benefit from a SWOT analysis by knowing and understanding their current position before make any further decisions and plans. Therefore, SWOT analysis plays an important issue for Kraft Tiger Biscuit. The following are the SWOT analysis of Kraft Tiger Biscuit-Milk.

One of the strength of Kraft Tiger is they are well-known. The reason they became so well-known is because they already exist in the market for a very long period of time and also through advertising in the television. Besides, it is used by McDonalds as part of the promotion as gimmick. This will make it even more well-known. On the other hand, Kraft Tiger gives public a healthy concept and image. As we can see on its packaging, it mentions six pieces of Kraft Tiger equal to one glass of milk. It would help in bones growth and also build stronger teeth. It has lesser calories and fats in their bars too compare to others, yet it still tastes nice and suitable for all level of ages. Next, Kraft Tiger is readily and easy access. Customers can get it anywhere such as malls, Seven Eleven franchises and markets which are near to their place. The price is reasonable and affordable too compared to the nutrition value it contains. Last but not least, the packaging for Kraft Tiger is handy. It is very consumer-friendly as it can be carry along easily.

The weaknesses Tiger include its business liquidation. By facing this problem, Kraft Tiger would cut down the cost of production and thus this will affect its business performance at the market. Besides, Kraft Tiger has high sugar level. Nowadays the customers are concern about the food ingredient, they always want for less sugar and less salt. They would go for more organic biscuit rather than too sweet.

The opportunity of Kraft Tiger is the changing of consumers’ lifestyle. Nowadays, part of the society are made up of working parents, which means they would not have enough time to prepare breakfast for their family. Thus, Kraft Tiger can help to replace the parents’ duty to prepare a nutritional snack for breakfast. Besides, Kraft Tiger positions their milk-flavoured biscuit as healthy snacks. Parents would allow their children to purchase rather than purchasing other unhealthy snacks. It is everybody favourite, for parents and children. Another opportunity of Kraft Tiger includes the growing demand in the snacks and savoury market in these few years. Women always look for better body shape and thus, some of them will skip meals for maintaining or slimming down their body shape. Therefore, they will go for healthy snacks such as Kraft Tiger which will make them full, yet not fattening.

There are many competitors in the biscuit industry, such as direct and indirect competitors. Direct competitors are such as Soda Crackers and Chocolate Love Letter. They will actually compete with Kraft Tiger in the biscuit field. While indirect competitors are the tit-bits, such as London Ring Tomato, Happy Nuts, etc. Although they are in different categories with Kraft Tiger, they still can be classified as “wanting a share of the same cake”. All of these either direct or indirect competitors will somehow affect Kraft Tiger in the market. Beside, Kraft Tiger facing is [1] the rising of the input costs such as sugar. The higher the production cost will lead to the increase of the product price which will decrease the biscuit demand.

Product Analysis

According to the norm of marketing, every product that is offer in the market has its stages of life cycle. Product life cycle stage is separated in four stages, which are the introduction stage, growing stage, maturity stage and decline stage.

Introduction stage is when a product is new in the market where people have limited awareness on the product. The company will take marketing effort to build a market for their new product. The usual marketing efforts taken are carrying out research on the similar product’s prices among the competitors to set an average and affordable price for the new product. This is done to help the company to build their product share market among the potential buyers to try on their new product which they have minimal knowledge about. Besides that, the company will not produce and distribute the product in a large scale just yet. This is because the company could not estimate the responds of consumer’s demand in the economy. Therefore, distribution is done selectively. Promotions are also done by aiming on the innovator and early adopter of the product to boost the potential buyer’s interest in buying the product.

After taking necessary marketing efforts, company will analyse the responsiveness of consumer in the market towards the product. If the responses are satisfactory, company will implement marketing mix in their marketing strategies in order to expand their product’s market share. On the other hand, company will also increase their production to meet the increasing demand in the market. New features are added to the existing product to enhance its quality and broaden up the choices for the customer. At this stage, company will maintain their price to encourage new customers to purchase their product at the same time help the company to remain competitive in the market. By now, the company would then broaden their network of marketing intermediaries such as retailers or wholesalers to make their product available in more areas. Promotions are aimed on the existing customer to create a beneficial long-term relationship and also to influence more potential consumer to buy their products.

The third stage of the product life cycle is the maturity stage where the company’s sales are more stable and competition will arise among the competitors. At this stage, the company’s objectives is simply protecting their market share and make profits from it while it still have the ability. In order to protect their market share, company will keep their products price lower than before to remain competitive in the market. They will also emphasize their promotion on the differences between their products with their competitors. The company will also make improvement in their existing product to create brand preference in the consumers mind so that the consumer will be able to differentiate their products from the competitor’s. [2] Distribution of product will be more intensive, where incentives are given to the distributor to encourage preference from competing products.

The final stage of the product life cycle is the decline stage where sales will drop drastically. Usually the company will either continue producing, but in a limited quantity to fulfilled the demand of the loyal customer or stop their production as it is no longer profitable to them. There are also company that will continue the production but add a few new features into the product.

Based on the product life cycle stages, it is believe that Tiger Biscuit is in the growing stage. Based on Kraft’s fact sheet, it is show that confectionary and snacks have become their major business portfolio which is 13.7 billion (29%) and 10.4 billion (22%) respectively. In such circumstance, when the company focused on the product portfolio this will indicate that the portfolio is making profit for the company. Therefore, when the portfolio is making profit, the company will make improvement in their product to broaden the choice to build their market share and brand preference among the consumers. It is clearly stated that snacks segment, which Tiger Biscuit-Milk is categorised, there are many flavours and choices make for the consumer to build their brand preference compare to their competitors such as Nestle. As a consumer, we can see that there is no major price change in the price of Tiger Biscuit-Milk since the launching of the biscuit. Tiger Biscuit-Milk is also easily found in the market in any retailer, this would mean that the range of distribution of the biscuit is widely encourage by the company.

Core product

Core product is defined as the satisfaction a customer expects from a goods and services purchased. It can also be explained as the non-physical benefits of the product that are delivered to the customer.

Based on Tiger Biscuit, the mass market brand, the core product is the nutrition content in the biscuit. Besides that, customers experience the convenience that the product provides for the customer. For example, parents who buy this biscuit for their children can ensure that their children are consuming healthy food which contain less chemical content and at the same time having sufficient nutrition and be rest assure that their children will not be malnutrition. Other than that, for busy people who are always in a rush can have this biscuit while travelling so that they can keep themselves from hunger. Apart from that, people who are on diet can fill their hunger by eating the biscuit and gain from its nutrition.

Actual Product

Actual product is defined as a tangible product which is consumable such as the brand name, quality, style or idea which customers are buying. Our choice of product which is Kraft Tiger Biscuit-Milk is one of the main biscuit consumer choose because of the guaranteed and assurance of its quality. Kraft created its own brand name which is Tiger biscuit among other competitors such as Parle-G, Danone, etc. For example in Malaysia, when we see a packaging which has this animated tiger on it, without a second thought we would identify it as Tiger biscuit. The design of its packaging created an image for the product itself.

Quality wise, Tiger Biscuit-Milk offers a wholesome nutritional ingredient such as glucose, milk, wheat and ‘iron zor. There are various vitamins and minerals in the biscuit that are sufficient for a human daily nutrition requirement. This will help to prevent malnutrition in any human being especially children in the third world country that are most prone to malnutrition due to the overpopulation issue in the country. This biscuit can also be consumed by children that are growing because of the high content of calcium which will help growth and healthy bone.

The packaging of Tiger biscuit changes from time to time to enhance a new level of product. For instance, looking at one packaging for a long period of time would bore the consumer. In order to attract new and existing consumer’s attention, producer’s would create a whole new look for its product.

Augmented Product

The third level of a product would be augmented product. Augmented product is defined as the non-physical part of the product or value-added services such as a warranty is given when you purchase a car or maybe electronic appliances. As for Kraft’s tiger biscuit, its not just a biscuit like any other in the market but a biscuit that puts healthy lifestyle as their main priority. Other than that, Kraft’s Tiger Biscuit also provide customer service online whereby consumers are able to contact them if there’s any enquiry. This service provide customer with further information on the product.

Segmentation and Positioning Strategy

Nowadays, consumers in any market have different in their wants, resources, location, buying attitudes, and buying practices. Companies recognized that they cannot satisfy to all consumers in the market because they are too many, too widely scattered, and too varied in their needs and buying practiced. For this reason, the companies themselves will make changes widely in their abilities to serve different segment of the market. Through market segmentation strategy, companies recognize the large, heterogeneous markets clearly and then divide them into smaller segments that can be reached more effectively and efficiently with products and services that according with their unique needs. What customers will we serve? There is 3 ways segmentation that used in this product; it is Age and life-cycle segmentation, Occupation segmentation and Flavour segmentation.

Flavour segmentation

Different people have different habit, need, and personality. By this segmentation, different people have different flavour on their food. Some people like the chocolate flavour, some people like vanilla flavour and etc. Maybe some of them like two or more of the flavour such as someone like chocolate and also strawberry flavour. Our product had chosen the milk flavour biscuit. Clearly, it was only suitable for those people who like the milk flavour.

Age and life-cycle segmentation

This segmentation separates the consumer according to the consumer’s age and provide different product to the related consumer. In this product, it can be divided into age below 18, 19 – 45, and 46 and above. In the category age between 19 and 45, it was formed by adults. Most of them are occupied now, or starting to develop their own career. All of them are busy to do they work and no such time to having a packet of biscuit. Besides that, most of them like to have a proper meal rather than the biscuit because they consider the biscuits cannot make the stomach full. For the category age 46 and above, most of them are senior citizen. The body functional decline also happened at this stage. Biscuit which contain high sugar are not suitable for them because it increase the risk to getting diabetes. In the age below 18, most of people in this category are teenagers. It can be say is the developmental stage of human. Puberty also happened at the age between 12 until 18. They consumed the energy more than the other categories. So, the biscuits that high sugar, high nutrition and tasty are just right for them. Obviously, the category that most preferable for this segmentation are the category age below 18.

Occupation segmentation

This segmentation is dividing the consumer according to the occupation. Occupation can be defined as the activity, career that occupies a person’s attention, or principal activity in your life that you do to earn money, continue the life. In this segmentation, it can be segment to many kind of occupation. After analyzed and categorized, it can be divide as professionals, workers and students. Professionals and workers mostly is the technical, strenuous, and time-consuming job, most of them will busy on their job. Same reason as the age segmentation on the above, they will prefer having a proper meal than the biscuit. So, students are the most preferable consumer in this segmentation. It is because almost of them are teenagers, they can have this kind of biscuit as their breakfast or lunch during school time. Moreover, the quantities of biscuit exactly satisfy the student’s food intake and also convenient to carry to school.

Market Targeting

After the market segmentation process incurred, the next step is market targeting. Market targeting is a process for a firm to estimates the various types of segments and choose which segments suppose to be serve are the best to the firm and consumers. For the segmentation above, flavour segmentation is the best target market for our product. It is because our product only has exactly one flavour, which is milk flavour. Once this product manufactured, the buyers of this product high probability are the milk flavour buyers.

Market Positioning

Market positioning is when marketer uses some ways to influence the consumer’s impression of the products or brand relative to the impression of competitor’s brand or products. A firm will then show the product’s advantages that are able to compete with their competitors. Its main objective is to position the good image of the product or brand in the consumer’s mind. For our product, its main objective is to care for consumer’s health. Besides that, it put a tiger as its logo to symbolize a powerful, energetic animal. Hereby, this creates consumer’s confidence to obtain energy resources by consuming this product. Besides that, the ingredient of this products show that contains eight kinds of vitamins and six kinds of minerals. One of a special mineral that our product provided is calcium. Calcium is an important component of a healthy diet and necessary mineral for life. Building stronger, denser bones and keeping bone strong are the main function of the calcium. Calcium can be found in milk, cheese, and yogurt. Knowing that our product is milk flavour biscuit that contained calcium, it have adequate requirement to compete with another biscuit manufacturer.


In a market, once a new product appears, it will face competition with another product. For this product, it had faced a competitor that is Jacob biscuit. Its competitor, Jacob biscuit used the slogan ”Jacob’s Walk of Life” which mean it product can accompany the consumer as long as the consumers lives. It has strongly competitive with our product because their main objectives are the same with our product that is to take care of the consumers.

Consumer behaviour

Consumer buying behaviour is defined as the process of decision making and involvement of a consumer in buying a product. Every consumer has different buying behaviour towards purchasing a product. The type of buying behaviour of a customer varies greatly between each consumer based on their level of involvement in purchasing the product and intensity of interest in purchasing the product. The level of involvement in purchasing a product varies based on price, income level, risks faced, and frequency of purchasing.

There are four categories of consumer buying behaviour which is complex buying behaviour, dissonance-reducing behaviour, habitual behaviour and variety seeking buying behaviour.

Complex buying behaviour is where the buyer has high involvement in purchasing the product, for example, buying a house. This is because the product that the buyer wants to purchase is expensive, risky and purchased infrequent. The buyer would also be able to see significance differences between the compared products and the potential products.

Dissonance-reducing buying behaviour is when there is high involvement in purchasing the product but the buyer sees few differences between products, such as buying a carpet for the living hall. This is because the product could be expensive or purchase infrequently and there is a risk of buying one that do not suit the environment of the hall but there are no significant or few differences between the carpets sold in the market.

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Variety-seeking buying behaviour is where the buyer has low involvement in purchasing the product but sees significant differences between the products. For instance, when consumer wants lunch, he will do research on the food or to look into the food price as much as purchasing a car because food is a necessity. But the consumer is very particular on the taste of the food. Therefore, he will switch to other restaurant to seek for varieties.

Habitual buying behaviour is when there is low involvement in purchasing a product and sees no significant differences between products. For example, when purchasing household necessity such as sugar and salt. Consumer does not see the brand differences because it is something that they purchase often.

Based on researches of Tiger Biscuit-Milk, it is clear that the consumer buying behaviour on this product is the variety-seeking buying behaviour. Generally, no consumers are highly involved in purchasing a biscuit. All that the customers require is the differences of Tiger Milk Biscuit compare to other glucose biscuits in the market. What differentiate Tiger Milk Biscuit to the other glucose biscuits in the market are the social responsibilities that Tiger Biscuit have upon the customers by providing nutrition in their biscuit to prevent hunger and malnutrition to occur.

Almost all of the consumers will go through five decision making process before, during and after they purchase a product. The five decision making process is the problem recognition, information search, evaluation of alternatives, purchase decision and post-purchase decision respectively.

At the very beginning, the consumer will have to identify what is the problem that they are facing and think of a solution to solve the problem. An example based on Tiger Biscuit-Milk, when a consumer is hungry but at the same time, he is in a hurry to work. He does not have sufficient time to have a proper table-top breakfast, so, he can choose to stay hungry or to buy something light to fill his hunger. It can be bread, biscuit or etc.

The second stage is the information search where the consumer can get information by either doing research, friends and family (reference group) or advertisement. He goes into a store and enquires the store assistant (reference of information) for suggestion of snacks he can have for breakfast. The store assistant suggested Tiger Biscuit-Milk, Oreo, Gardenia -tuna bread and etc. (gain of information).

Third stage is when the consumer evaluates the information that he gains from the information search and evaluate which is the best after comparing the information. He will compare all the information provided by the store assistant to identify the best choice. Usually when there are minimal brand differences, consumer will make decision based on their brand preference.

After evaluation the suggested ideas, consumer will decide which is the best choice for them and which brand that they prefer if there are few differences in the economic factor such as price and quantity. If there are significant differences between the products, consumer will know which exactly is better. He decided to buy Tiger Biscuit-Milk as it is healthy and nutritional. This is the purchase decision that the consumer made.

Lastly, post-purchase decision is the stage where the consumer had already try the product and identify whether are they satisfied or unsatisfied with the product. In this case, he will try the biscuit and identify whether he like the taste of the biscuit or not. If he is unsatisfied with the biscuit, he will not buy that biscuit again. On the other hand, if he is satisfied, he will tell his network (friends & family) how good is the product. If this is the case, he is indirectly promoting the product on behalf of Tiger Biscuit.


In conclusion, Kraft Tiger biscuit became a brand name itself in the market and is recognized worldwide. Based on reports, this product is at a growing stage which experience sharp increase in profit and strengthening of customer relationships. Besides that, the three level of a product like core,actual and augmented product explains the benefit of the biscuit to consumers. This section would partly determine the post-purchase decision on a customer. Segmentation is the next section whereby it occurs 3 ways which is flavour, occupation, and age/life cycle segmentation. Company will then target the segemented market and position it. This process enables the product to fit in a certain segment in the market which will lead to maximum profit. A factor that may influence the Kraft Tiger biscuit sales would be their competitors mainly Jacob’s and Parle-G. Competitive market means Kraft need to work on producing a better biscuit compare to its competitors. Hence, consumer would benefit from its improved biscuit from time to time. More over, consumer behaviours would determine Krafts relationship with its customers. There are four categories which is complex buying behaviour, dissonance-reducing behaviour, habitual behaviour and variety seeking buying behaviour. Researches show that variety-seeking behaviour is involved in purchasing Kraft Tiger biscuit due to its low involvement and brand differences. Lastly, consumers will go through five decision making process before, during and after they purchase a product which is problem recognition, information search, evaluation of alternatives, purchase decision and post-purchase decision. Consumers will go through the first four stage before purchasing the biscuit and the last stage after trying the biscuit.


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