Rural market comprises 74 of the state population, 41 of its in-between category, 58 of its disposable income and a big devouring category. Around 700 million people, or 70 % of India ‘s population, live in 6, 27,000 small towns in rural countries. 90 % of the rural population is concentrated in small towns with a population of less than 2000.For makers of consumer goods, these markets are surely hot bars.

More than 50 per cent of policies are sold in rural India, more than 50 per cent BSNL and STD connexions are sold in the rural countries. Besides, Kissan recognition cards was a immense success as Rs 977 billion has been loaned against this card. Furthermore, 60 per cent signups on are from the little towns

The Indian rural market today histories for merely about Rs 8 billion ( 53 per cent – FMCG sector, 59 per cent durable goodss sale, 100 per cent agricultural merchandises ) of the entire ad pie of Rs 120 billion, therefore claiming 6.6 per cent of the entire portion. So clearly at that place seems to be a long Indian economic system is curious to the extent that it has a batch more rural orientation than most economic systems of the universe. Majority of the states in the universe are dependent on their industrial Centres and quickly turning metropoliss for keeping their growing rate. In India, though industries and the services sectors are centred around the industrial and urban countries, yet over 60 per cent of the work force is straight or indirectly dependent on the primary sector. This sector contributes about one 4th of the entire GDP and offers enormous potency for growing in the close hereafter. Bing a low income section, this besides does non acquire influenced easy by extraordinary economic state of affairss.

As per the positions of the Rural Marketing Association of India, there has been no impact of economic lag on the rural economic system of India. A nation-wide survey carried out in the rural markets of the state found out that the rural markets in the state really offer an chance to the sellers to come out of current economic crisis.

Main grounds for such unsusceptibility are stated to be higher per centum of entire outgo on nutrient points and the fact that bulk of the population is involved in self-employment businesss, holding no fright of loss of occupations. The telecom sector has witnessed a rapid growing in the small towns and little towns. The entire telecom endorser base for India grew from 70.83 million in the first one-fourth of 2008 to 90.98 million in the 2nd one-fourth. Out of this growing 71 per cent rise in this sector came from the rural India, while the urban countries accounted for the staying 29 per cent growing.

The survey besides brings out that more than 72 million Kisan Credit Card games are in usage in the rural countries of the state, which figure about matches the figure of Credit Cards under usage in the urban countries. During 2008, larger portion of growing of Fast Moving Consumer Goods ( FMCG ) came from rural and sub-urban markets.

Majority of the people in the rural countries do non put in stock markets and park their nest eggs in low hazard portfolios like station office/bank nest eggs or fixed sedimentations. The authorities of India was speedy to recognize this and instantly after the recession began to demo its impact began to direct its economic policies towards the rural sector. Fortunately for the state, at the critical occasion when the great recession knocked at the doors of Indian economic system, several authorities sponsored programmes affecting immense public outgo in the rural countries were already being implemented.

The Interim Budget for the twelvemonth 2009-10, presented by Mr. Pranab Mukherjee on February 16, 2009, besides had its focal point on the rural economic system. Under the NREGS during the twelvemonth 2008-09, approximately 3.51 crore rural families were benefited, bring forthing 138.76 crore mandays. For the twelvemonth 2009-10, a monolithic allotment of Rs 30,100 crore has been made for the said strategy. In other words, this immense amount would be distributed as rewards to the rural families during the said twelvemonth.

Another mammoth rural development programme is Bharat Nirman, which aims at immense public outgo in the rural substructure. It has six constituents, including rural roads, rural telecommunication, irrigation, imbibing H2O supply, rural lodging and rural electrification. As per the Finance Minister, the allotment to this programme was increased by 261 per cent during the period between 2005-09. A proviso of Rs 40,900 crore has been kept in the interim budget, 2009 for this programme.

In add-on to stiff doses of financess proposed through the above two flagship programmes, the Finance Minister besides made important allotments to assorted other programmes and strategies holding rural focal point. A amount of Rs 13,100 crore has been allocated for Sarv Siksha Abhiyan, most of which is to be spent in the rural countries. Mid-day repast programme, which is besides termed as the largest school feeding programme of the universe, has been allocated a amount of Rs 8,000 crore. To farther addendum the attempts of nutrition to the rural pupils, another proviso of Rs 6,705 crore has been made under the Integrated Child Development Scheme ( ICDS ) , under which the pre-school kids and the lactating female parents are provided nutrition and health care under Anganwaris.

Another of import strategy with rural focal point is Rajiv Gandhi Rural Drinking Water Mission, which aims at supplying imbibing H2O supply to the small towns non covered by tap H2O supply. A amount of Rs 7,400 crore has been provided for this strategy for the fiscal twelvemonth 2009-10. Rural sanitation is besides an on-going programme for which Rs 1,200 crore proviso has been kept. NRHM, which is a health care programme for the rural countries, has been provided with a brawny proviso of Rs 12,070 crore.

It is evident from the above that the way of the Interim Budget 2009-10 has been towards the rural countries.

Whether it is the growing of FMCG or consumer durable goodss, or the telecommunication growing, rural countries of the state hold the key for future development. Enormous sums of financess being pumped into the rural economic system by the authorities would greatly supplement the natural growing of these countries. The trickle down consequence, though delayed, has begun to really demo. If the tendency continues, the alleged ‘digital divide ‘ may get down sing at hand and rapid bridging.

Rural markets in the state have arrived in a large manner. The hereto ignored rural countries have now revealed their true potency. The policy shapers have realized that every bit shortly as the metropoliss and the industrial Centres start going saturated with growing potency, it is the rural market of the state which holds the key for future. Even at the pre-sent times of crisis, it is the rural economic system and its hidden capablenesss that may finally bail the economic system out. It is for certain that the rural accent in the India ‘s economic policy is traveling to remain for rather some clip in future.

The rural countries had remained, by and big, neglected after independency. But now, with improved focal point on rural pay employment, rural substructure, rural health care, telecommunications, irrigation, rural lodging, imbibing H2O supply, nutrition and rural electrification in a large manner by the authorities, the buying power of the people in these countries is on the rise and, if the current tendencies continue, the twenty-four hours is non far when the history of rapid growing of the economic system for the following two decennaries would be scripted by the smart growing of rural economic system in the state.

Rural Tendencies in India

Tends indicates that the rural the rural markets are coming up in a manner and turning twice every bit fast as the urban, witnessing a rise in gross revenues of hitherto typical urban kitchen appliances such as iceboxs, mixer-grinders and force per unit area cookers. Harmonizing to a National Council for Applied Economics Research ( NCAER ) , survey, there are as many ‘middle income and above ‘ families in the rural countries as there are in the urban countries. There are about twice as many ‘low in-between income ‘ families in rural countries as in the urban countries. At the highest income degree there are 2.3 million urban families as against 1.6 million families in rural countries. Harmonizing to Mr.D.Shiva Kumar, Business Head ( Hair ) , personal merchandises division, Hindustan Lever Limited, the money available to pass on FMCG ( Fast Moving Consumer Goods ) merchandises by urban India is Rs.49,500 crores as against is Rs.63,500 crores in rural India.

As per NCAER projections, the figure of in-between and high-income families in rural India is expected to turn from 80 million to 111 million by 2007. In Urban India, the same is expected to turn from 46 million to 59 million. Therefore, the absolute size of rural India is expected to be dual that of urban India. Rural income degrees are mostly determined by the vagaries of monsoon and, therefore, the demand there is non an easy Equus caballus to sit on. Apart from increasing the geographical breadth of their merchandise distribution, the focal point of corporate should be on the debut of trade names and develop schemes specific to rural consumers. Britannia industries launched Tiger Biscuits particularly for the rural market. An of import tool to make out to the rural audience is through effectual communicating. A rural consumer is trade name loyal and understands symbols better. This besides makes it easy to sell look-alike. The rural audience has matured plenty to understand the communicating developed for the urban markets, particularly with mention to FMCG merchandises. Television has been a major effectual communicating system for rural mass and, as a consequence, companies should place themselves with their advertizements. Ads touching the emotions of the rural folks, it is argued, could drive a quantum leap in gross revenues.

Some myths about the rural client

Several myths abound the rural client such as

Rural people are non interested in branded goods

Rural market is a homogeneous mass.

Persons decide about purchases

The fact remains that

Rural people account for 80 per cent of gross revenues for FMCGs ;

They seek value for money

Rural market is fascinatingly heterogenous and

Decision-making is a corporate procedure consisting the influencer, decider, purchaser /consumer. So a communicating needs to turn to several degrees in order to do a difference.

Rural Kid – An of import influencer

In rural India, it is the age group between 8 and 15 that influence most purchases – more than any other group. They have a better keeping of messages and frequently play back these messages to others excessively, despite the fact that the merchandise is non targeted towards them.

Besides, another typical rural phenomenon is that childs are sent by their female parents to buy something without stipulating a trade name. So kids tend to inquire for merchandises they have seen or heard on wireless or Television. So to a big extent, childs are driving this alteration every bit much as young person.

Schemes for traveling rural

A successful incursion into the Black Marias and billfolds of the rural client depends on the following 4 as

Availability ( of the offering )

Affordability ( of the offering )

Acceptability ( of the proposition )

Awareness ( of the trade name )


Developing a relationship with the retail merchant

The greatest challenge for the rural seller was making out to the remotest rural finishs and increasing rural incomes. Datas on rural consumer purchasing behaviour indicates that the rural retail merchant influences 35 % of purchase occasions. Therefore, sheer merchandise handiness can find trade name pick, volumes and market portion.

Bing first on the shelf and developing a privileged relationship with the retail merchant is a beginning of competitory advantage to consumer good companies. In order to expeditiously and cost-effectively aim the rural markets, the companies will hold to cover many independent retail merchants since in these countries, the retail merchant influences purchase determinations and stock a individual trade name in a merchandise class. Traveling to the retail merchants straight instead than depending on the jobbers for distribution in the rural market as that had non proved to be really effectual and proactive selling medium.


Re-engineering costs and making new monetary value points

Rural client is a combination of rural sensitivenesss and urban aspirations. It wants to seek out merchandises, which were earlier considered to be the privilege of the urban public. But, monetary value proved to be a major restraint. This necessitated making new monetary value points in order to make out to rural consumers since a important part of the rural population are day-to-day wageworker. Many companies have achieved this by puttering with the battalion sizes. Sachets and illumination battalions, as in the instance of shampoo sachets priced at Re 1 and Rs 2 or toothpaste at Rs 10, have become the order of the twenty-four hours in backwoods India and assist better market incursion. Coca Cola brought down the mean monetary value of its merchandises from Rs 10 to Rs 5, thereby bridging the spread between soft drinks and other local options like tea, butter milk or lemon H2O

Merchandise invention

Driving rural ingestion is much more than take downing monetary values and increasing volumes. It entails merchandise invention and developing autochthonal merchandises to provide to rural demands.

For illustration, soap shapers use advanced engineering to surface one side of the soap saloon with plastic to forestall it from have oning out rapidly.

BPCL introduced a smaller sized cylinder to cut down the initial sedimentation cost and attendant replenishment cost.


Advanced methods of advertisement

Mass media reaches merely 57 % of the rural population. Market incursion has lot to make with effectual communicating at local degrees. Generating consciousness, so, means utilising targeted, unconventional media including ambient media. Carnivals and festivals, haats, offer occasions for trade name communicating. Cinema new waves, shop-fronts, walls and Wellss are other media vehicles that have been utilised to rise trade name and battalion visibleness.

A few old ages ago, many companies congregated at the Ganges river for the Kumbh Mela festival, where about 30 million people, largely from rural countries, were expected to come over the span of a month.

The companies provided ‘touch and experience ‘ presentations and distributed free samples. This proved to be highly effectual in advertisement to the rural market.

Finding the right mix that will hold pan-Indian rural entreaty.

The incentives for purchase in a rural consumer are different

from those in the urban consumer. This implies that a mere interlingual rendition of the urban ad transcript to rural clients is non plenty. Rather, it is the same as forcing urban communicating to the rural market would certainly neglect miserably in footings of touching the Black Marias and heads of the rural client. Knowledge of the niceties of linguistic communication, idioms, imposts, rites, festivals, jubilations and traditions of the parts is a must

Yaara district attorney Tashan… ” McCann Erickson ‘s ads with Aamir Khan created cosmopolitan entreaty for Coca Cola

Coca-Cola India tapped the rural market in a large manner when it introduced bottles priced at Rs 5 and backed it with the Aamir Khan ads.

Get the better ofing attitudes and wonts -Seeing is believing

It is of extreme importance to get the better of attitudes and wonts in order to increase ingestion and incursion. Merely three out of 10 people in rural countries use toothpaste or talcum pulverization, or shampoo and tegument attention merchandises.

Even in classs with high incursion, such as soaps, ingestion is one time per five bathing occasions.

Nothing works better than a presentation of the functional benefits. A glass of H2O was stored from a pail of H2O assorted with wheel. Then soiled apparels from the community were soaked in the pail for 20-30 proceedingss and so another glass of H2O was taken from the pail to compare it with the old 1. The important difference could certainly do them believe in the power of Wheel Washing Powder for cleansing apparels. A assemblage of the small town folks in the courtyard where a successful presentation of the efficiency and efficaciousness of the merchandises can be organized, would travel a long manner in altering bing wonts and life styles and intensifying to the 1s needed by rural sellers.

Community engagement based selling

It has been clip proven that community engagement for any rural communicating produces fabulous consequences. It is here that the sentiment leaders or influencers like the sarpanch, mukhiya, instructor, physicians could be roped in as trade name embassadors.

Asiatic Paints painted the house of the sarpanch and others followed the conference. The instructor, physician spread a word on wellness and hygiene issues, a approval in camouflage for the seller of Personal Care Products.

Hindustan Lever Limited ( HLL ) – Well entrenched in the rural market

The Company is a selling giant covering with Packaged Mass Consumer goods ( PMCGs ) . The company has traditionally focused on the rural market. Some of its major concern classs like Fabric Wash, Personal Wash and Beverages, already acquire over 50 % of their gross revenues from rural countries.

The anchor of HLL ‘s scheme has been to concentrate on perforating the market down the line triping the trade name in the rural market through different undertakings like Project Streamline, Project Shakti and Project Bharat.

Project Streamline was conceptualized to exert and heighten control on the rural supply concatenation through a web of rural sub-stockists, who are based in these really small towns. The pivot of Streamline is the Rural Distributor ( RD ) , who has15-20 rural sub-stockists attached to him. Each of these sub-stockists is located in a rural market. The sub-stockist so performs the function of driving distribution in neighboring small towns utilizing unconventional agencies of conveyance such as tractor, bullock cart, et al. As portion of the undertaking, higher quality service, in footings of frequence, recognition and full-line handiness, are provided to rural trade.

Distribution acquires a farther border with Project Shakti, HLL ‘s partnership with Self Help Group of rural adult females. The SHGs have chosen to follow distribution of HLL ‘s merchandises as a concern venture, armed with preparation from HLL and support from authorities bureaus concerned and NGOs. A typical Shakti enterpriser conducts concern of around Rs.15000 per month, which gives her an income in surplus of Rs.1000 per month on a sustainable footing. As most of these adult females are from below the poorness line, and live in highly little small towns ( less than 2000 population ) , this earning is really important, and is about double of their past family income. This theoretical account creates a symbiotic partnership between HLL and its consumers, some of whom will besides pull on the company for their support, and helps construct a self-sufficient virtuous rhythm of growing.

Undertaking Bharat is the first and largest rural home-to-home operation to hold of all time been mounted by any company. The exercising was initiated by the Personal Products Division in 1998. It successfully addressed issues of consciousness, attitudes and wonts. In the class of the operation, company new waves visited small towns across the state and distributed sample battalions consisting a low-unit-price battalion each of shampoo, talcum pulverization, toothpaste and tegument pick priced at Rs. 15. The distribution was supported by account of merchandise use and a picture show, which was interspersed with merchandise communicating. Thus we generated consciousness of its merchandise classs and the handiness of low-cost battalions. The undertaking saw a 100 % addition in incursion, usage and top-of-mind consciousness in the territories targeted.

Other corporates doing headroom in the backwoods

Amul, Coca Cola India, Eveready Batteries, Philips, Life Insurance Corporation, Britannia, Hero Honda, Cavin Care, BSNL, Philips, Colgate, LG Electronics.


Therefore looking at the challenges and the chances which rural markets offer to the sellers it can be said that the hereafter is really promising for those who can understand the kineticss of rural markets and work them to their best advantage. A extremist alteration in attitudes of sellers towards the vibrant and burgeoning rural markets is called for, so they can successfully affect on the 230 million rural consumers spread over about six hundred thousand small towns in rural India.

The rural market is really big in comparison to the urban market every bit good as it is more ambitious market. The consumer wants those merchandises which are long lasting, good, easy to utilize and cheaper. The income degree of rural consumers is non every bit high as the income degree of urban consumers that ‘s why they want low monetary value goods. It is one of the grounds that the sale of sachet is much larger in the rural country in all sections.

It is necessary for all the major companies to supply those merchandises which are easy to available and low-cost to the consumers. It is right that the net income border is really low in the FMCG merchandises, but at the same clip the market size is much big in the rural country. The companies can cut down their monetary values by cutting the costs on the packaging because the rural consumers do n’t necessitate attractive packaging.

Rural market has an untapped potency like rain but it is different from the urban market so it requires the different selling schemes and seller has to run into the challenges to be successful in rural market.