Do You know how Bisleri came to India ?

Bisleri is associated with pure water in India. However, it's not an Indian name, It's Italian. It's a Last name, we call it Surname. 

An Industrialist-Inventor from Italy, Felice Bisleri (1851-1921), already had 3 successfully setup products under his belt :

• A liqueur named Ferro-China Bisleri.It's still sold.
• A Medicine called Esanofete for fighting Maleria. It's a herbal tonic. Not aware whether it's still in market or not. However, ingradients for this were supplied from Indian plants, from.1920. It looks like that the son-in-law of Felice Bisleri setup these plant(s) in India ( reasons unknown).
• A Mineral Water called Nocera Umbra named after the town which has pure healing waters. This is still available. In 2019, there was a post of Facebook about completing 125 years.

Later after the World War-II, in 1955, Felice's grandson appointed Dr Rossi, (family friend who had recently settled in India) to start a Bottled Water Business in India, under brand Bisleri. He soon joined hands with Khushroo Suntook, son of Mr Suntook, the custodian of enemy properties. Italy was an enemy country and all of their held properties were seized post war. These details are not known much. But Bisleri what we know now, was first setup at Wagle Estate, Thane in 1965 by this duo. 

Cutting the long story short; In 1967, it was bought by the Chauhans. Jayantilal Chauhan, who later, in 1970 made 2 parts, the Bisleri part came to Mr Ramesh Chauhan.

Here it was the beginning of a great brand called Bisleri

(References from Internet)

First effect of Bisleri-Tata proposed deal .... The Share Market

Any thing happens in the corporate world, first reaction is on the stock market. It happened with the Bisleri-Tata deal as well. Still this is just a news, but very widely shared on Media. Hence there must be considerable amount of truth behind it. However, it hasn't still taken place, we should understand.

Bisleri is NOT listed on BSE or NSE, hence it's not traded publically. However, the bottling factory for Bisleri, Orient Beverages has hit it's 5-year High in last week. You may check the performance on stock market, as this is not a place for this. However, we shall discuss on why it must be trending. I could see major 3 reasons :-

1. Bisleri is a great brand, however, if Tata groups takes it over, there are chances of getting it better, as TATA is a national & huge brand. It's believed that you will only flourish when you get attached to the Tatas.
2. By the virtue of it, the bottlers for Bisleri also will get benefitted. Not just because Tata is taking it over, but they will get other brands of premium TATA beverages as well. 
3. The Packaged Drinking Water Industry is not much in organized sector. Only a few like Orient beverages is a listed company. Hence investors see an opportunity to own a stake in this flourishing unit though buying the equity.

However, it will be wise to observe Tatas further actions. Whether they enhance the existing Bisleri business or maintain status-quo for the packaged drinking water. As Packaged Drinking Water is mainly a low-profit business. If they are buying mainly for the bottling, distribution facilities + the brand, they might use this combined factor to penetrate their more profit making brands.

If we keep on tracking quarterly performance of Orient Beverages, things can get clearer. 

I have written an article on this deal earlier, one can read that.

There is also a Video 

Bisleri-Tatas Deal : An Analysis ....

Bisleri getting sold to Tatas 

There is a lot of news in the financial sector about the biggest brand in Packaged Drinking Water : Bisleri is selling it's business to Tata Consumer Products. The takeover is yet to happen or might have happened as well, till reader is reading this post. Some points of note for learning from this whole incident :-

Why is TATA buying this ?

Portfolio Enhancement and Distribution-ready Network

Tata is already into the beverage segment & has been observed to introduce one brand after the other. It already has Himalayan Water as natural mineral water. In addition it has Tata Copper (Earlier, there was Tata Water Plus) in the low value segment. It is not packaged drinking water, but a product sold at same price to target the same market. In addition it has Tata Gluco Plus & Frusti (These are pitched as Energy Drinks and targeted similarly for relevant audiences).

By buying out Bisleri, they are also into this thirst-quenching water business, which attacks the basic need of a human being, drinking water, moreover : Pure & Safe Bottled drinking water, which the BIS has categorized as Packaged Drinking Water. Kindly note that even the Tata Copper Plus is NOT packaged drinking water, though the packaging looks similar.

It would be interesting to know as to Why Tatas never opted to enter as a Standalone brand in Packaged Drinking Water. 

Is it because the segment is too crowded, dominantly inorganized and not much profit-centric ? God knows. However, Tatas have never observed to be competing aggressively with packaged drinking brands like Bisleri/Kinley/Aquafina/Clear/Oxyrich.

It's equally interesting to know what has made them buying Bisleri now.

The packaged drinking water proposition wouldn't have been attractive then, however, with Ramesh Chouhan ( Bisleri owner ) coming forward with sale offer, Tatas would have thought this as a convenient deal to try their hands-on.

Let's examine the gain-points for Tatas through this deal :-

1. Mfg-Distribution facility Getting a ready-made business with established factories, contract packers ( 130+ ) & distribution ( 4500+ )  network & Own Delivery Vehicles ( 6000 + ) . They have to just put-in money.While continuing Bisleri as their Bread (not butter) giving product; the ready-made distribution will be available to Tatas to push their butter giving products gradually. The Customer Touch Points for Bisleri is also a "Gain" factor for Tatas, and for the sellers, Tata is also a great brand.
2. Opportunity to cater to an enhanced market. After Covid-19, the demand for PURE drinking water has increased drastically, packaged drinking water is on the rise. This is a 10-15% growth rate segment.
3. Opportunity to use Bisleri's brand value for existing profit making products. For the water business owners, money lies in the Value Added Water Based Drinks, though not BIS approved. These drinks are the Tonic Water, Lemon Water and similar varieties. Tatas can push these drinks gradually under great brand like Bisleri.

Challenges Which they might incur :-

1. Rs. 7000 CR is a huge debt even for giants like Tatas. Interest Burden is heavy. The story is different from Jaguar, because comparatively, Bisleri Business is a low-profit business. Just 7% margin. (FY 2021 Bisleri Ended with NP of 100 CR from Sales of 1472 CR). Somewhere I did see a mention of making 220 CR from 2,500 CR in 2022. However, while examining results, we should check the Operational Profits, not from other sources. 
2. Overall, Packaged Drinking Water is not an attractive Business for Corporates. The majority (65%) market is ruled by inorganized sector. For Mr Ramesh Chaouhan, it might be another great deal ( He has done with other popular brands of his own like Thumps Up, Limca etc...), but interestingly, the most obvious buyers like Pepsi ( Aquafina Owners ) Or Coca-Cola ( Already owning Chauhan's old Thumps brand & owning Kinley ) have not been seen to be on stage. Instead it's heard that Reliance Retail ( Ambani Group ) and Danone ( Evian Water Owners ) have made offers.
3. Duplication. Great Brand can be winner or killer at times. With so much inorganized sector domination; Duplicators are many; and there can be a tremendous Legal Cost to monitor this. See how Pepsi has to fight for its Mountain-Dew  brand. Mountain Dew is comparatively very small & its duplicators also. But for huge penetrator in India Market like Bisleri, the legal operations cost can be huge. May not be that justifiable with the cost involved.
4. Typical "Distributor" type approach. While looking at the market segment where Bisleri has anchored themselves in, Price-Hike seems very difficult. Going for an MRP of Rs.25 from Rs. 20 looks difficult now. Out of Rs. 20, Bisleri has to offer Rs. 10 to distributor, leaving them with just 7-8 % NP.

Learnings for a Bottled Water Business Owner :-

It's all in the Brand

I don't just mean Brand Name. Because Bisleri  doesn't carry any meaning, it's no way a familiar name to us-Indians. It's the way the business built around it. Mr Ramesh Chouhan bought this business from an Italian in late 60's. Till '93 he didn't have major plans, but later he has made this not just another brand, but a category by itself. We call .... "Bhai ek Bisleri de do" and then he brings packaged drinking water. This is "Brand".

The sooner we learn this, the better we benefit. It's never late, we can start from today !

It's also the great Distribution Network 

Bisleri at present has 4500 distributors, 6000 vehicles & over 10 Lakh customer touch points ( The points of sale ). Bisleri also has a great training module. They have an excellent audience knowledge for their industry.

Network of Contract-Packers

Source of Water for a Packaged Drinking Water Plant is usually the Borewell. And water from the source plant cant be transported to distances. Hence Bisleri identified this limitation very quickly while building a network of Contract Packers ( 135 as of now ) across the country. Advantage : Bisleri will be available at the same rate at Kanpur as well as Madurai.

Acknowledging the Forthcoming Challenges 

Bisleri acknowledged the SUP ( Single Use Plastic ) challenge well in advance & started a drive called Bottles for Change way back since 2016. How does this matter ? : In this drive, Bisleri collects back used bottles and sends them for recycling. 

Exit, if you can't hold it 

It's said that Mr Chouhan, nowadays does not keep physically well ( He's already 82 ). At the same time doesn't have a successor to run this show ( his daughter has shown no-interest ). What can be the most ideal time tan this to get out of this with a huge cash ! Certainly a great timing again.

 

Magfast Beverages Using Pepsi Brand : Innocence or Deliberate ?

The Case

Pepsico recently won the battle for usage of its brand " Mountain Dew " in Hyderabad High Court against rivals Magfast Beverages. Here are the case highlights in brief :-

1. Magfast Started Packaged Drinking Water in the name of "Mountain Dew"
2. Pepsi owns this, henced filed a case against them
3. First round, magfast wins as Pepsi hasn't filed it for Packaged Drinking Water
4. Pepsi didn't agree, went to High Court.
5. High court gives a decision to let Pepsico use it exclusively & Magfast can't use.

Let's see the major reason ground & discuss on that :-

Court says that Pepsi has registered that in India, in 1985, which Magfast says that they were not aware.

• Can it be ? I doubt. It could have been carelessness. Or over confidence.
• Or can be sincere attempt. Pepsi doent make water under Mountain Dew Tradename. Packaged Drinking Water Business started booming from 2003 onwards. Till then there was no category as well in the said class.

Though products are different, still belong to same category as they are sold on the same counter

This is partially true. However, if Magfast was into 20 Ltr Jars only; story could have been different. But yes, Beverages market segment is same.

You can find a Video Case Study on this here 

Importance of Recycled Bottles

Aquafina has started a new initiative in AMESA region. AMESA stands for Africa, Middle East & South Asia. Recycled PET Bottles. It's doing a lot of things to do this. naturally it's all done to improve the ESG rating of the brand owner : Pepsico. Their ESG rating seems to be at risk. Look at Coca-Cola. Not a great rating ( Great is > 70) but medium and much higher than rival - Pepsico.

Naturally, They are starting with their most bottle - PET consuming product : Water, and hence Aquafina.

Women Empowerment & Water ATM ....

In an article** I saw a lady writes about how Water ATM is coming out to be a Women Empowermentvehicle. I really do not know how much realy study made behind this; but frankly speaking, the Govtfunded Water ATMs have not been success so far. The reason is "Funding".

Profit should be the driver, not "Fund"

Business is run by profit. Profit is earned by providing "Value" to consumers. This happens through a proper business plan & structure spread over for years. Hence the one who starts the venture should be aware that the "Fund" is for making more revenue than expenses, and still providing pure "value".

Govt Funding Model ... absence of this approach

When govt claims to be empowering people through entreprise, is there a proper mentoring available ? Is it properly supervised ? Or just model placeholders just for the sake of it ?

Let's talk business, guys !

Let it be a very small venture, ultra-small. But well thought. Marketing & Innovation driven. Let Her try to make a sale prior to any funding. No hurry for funds.

Post your thoughts......

** https://timesofindia.indiatimes.com/blogs/voices/empowering-women-one-water-atm-at-a-time/

Marathon : Good Opportunity for Water Bottlers

As a Water Business Owner, one must constantly look at newer & newer opportunities through which they can reach people. One of those is Branding and the other is push marketing. Today I came across an article where a Marathon is organized "Neerathon". That too, it's a Water Business Specific Marathon. 

An excellent opportunity to be a sponsor. 

What Next ?

Branding is fine, however, keeping the brand promise calls for a great execution strategy in place. Very first the communication channel, and then delivery of the promise. Branding definitely elevates your image. But it's an expense. Huge expense. You need to have a supporting Marketing Plan for this. If you do not have this, you will surely fail. A bitter truth. Hence... Build Reserves with strong execution. Start Small. Branding initially can be done with small stakes.

Where do You Start ?

A Business Model Canvas can be the best thing to begin with. Write to us through the comment section if you are keen to develop one.