A PROJECT REPORT ON

A Study on marketing mix of HUL On HUL Pure It and HUL Soaps

Submitted To:

Gujarat University for the Degree of

Master in commerce Faculty : Commerce Subject: A Study on marketing mix of HUL On HUL Pure It and HUL Soaps

By:

Krishna A. Sodhaparmar
Shri H. K. Commerce College College Seat No. 049-Year 2012 Exam Seat No. Year

UNDER THE GUIDANCE OF

Shri H. K. Commerce College, Ahmedabad

Ashram Road Ahmedabad

CERTIFCATE
This is to certify that Ms Krishna Ashokkumar Sodhaparmar has worked and completed her/his Project Work for the degree of MASTER IN COMMERCE in the faculty of COMMERCE in the subject of ACCOUNTANCY on Title of project work to be written A Study on marketing mix of HUL On HUL Pure It and HUL Soaps under my supervision. It is her own work and facts reported by her personal findings and investigations.

Place: Date

Name & Signature of Guide

2012 DECLARATION

I the undersigned Miss Krishna Ashokkumar Sodhaparmar here by, declare that this project work entitled A Study on marketing mix of HUL On HUL Pure It and HUL Soaps is a result of my own research work and has not been previously submitted to any other University for any other examination. I here by further declare that all information of this document has been obtained and presented in accordance with academic rules and ethical conduct.

College Seat No. 049 Exam Seat No. Date Place:

Year 2012 Year 2012

Name & Signature Research

ACKNOWLEDGEMENT

I feel great pleasure for the completion of this project. At the very outset I would express my sincere thanks and deep sense of gratitude to personnel who helped me during the collection of data and gave me rare and valuable guidance for the preparation of this report. I am thankful to for giving us such a wonderful opportunity to work with corporate as a part of our project work and constantly motivating right from the beginning. I thank support. I take this opportunity to express my deep sense of gratitude and appreciation to my project guide motivation, and being a continual source of encouragement for me. for assistance, for his continuous patience and

I take opportunity to thanks all my friends and also thank all people who directly or indirectly concerned with this project. I also express my gratitude to my parents who give a constant support and love throughout my life and career.
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Krishna Ashokkumar Sodhaparmar

INDEX
Chapters Page No.

Introduction. (1) Market Research. ....(10) Objectives... (12) Methodology... (11) Data Collection.... (14) Scope & Importance of study... (15) Direct Marketing........... (16) Selling Strategy Adopted(17) Marketing Mix....... (18) Limitation of the study... (18)

Chapters

Page No.

Chapter 01-INDUSTRY PROFILE... (19) Chapter 02-COMPANY PROFILE.... (32) Chapter 03-COMPETATIVE ANALYSIS.... (62) Chapter 04-DATA PRESENTATION & ANALYSIS..... (73) CONCLUSION........ (117) RECOMMENDATIONS. (119) BIBLIOGRAPHY........ (120) APPENDICES Questionnaire... (121)

CHAPTER-1

INTRODUCTION

Since 1993, KIOSK Information Systems has led the industry in design and manufacturing of self-service kiosks. The team is a "cradle to grave" service organization that takes full ownership in the success of customer programs - from initial solution design to manufacturing and field services. KIOSK has partnered with clients in a full complement of vertical markets, transforming self-service concepts to deployed solutions. Projects range from traditional applications like retail, order entry, and human resources to highly specialized solutions in banking, healthcare, airport security, and outdoor ticketing. With 100,000+ kiosks deployed across this broad market spectrum, KIOSK's abilities in customized design, sophisticated peripheral integration, volume manufacturing, and field services have been exercised far deeper than any industry competitor. Clients with 800 3000 unit nationwide deployments such as AT&T, Wal-Mart, Safeway, PepsiCo, Sony, HP, and TIO set the standards bar high, and KIOSK has consistently proven the ability to execute at every stage of the program life cycle. Kiosks system is used for sales processing and inventory tracking. Traditionally, kiosks were simply manned sales booths generally located in shopping centers. Today, kiosks system has become electronically-based, interactive terminals that allow users to conduct business or access the Internet. Kiosks system technology is becoming a much more common method to conduct business, increase sales, interact with customers, and even conduct internal business operations such as human resource functions. Kiosks system can be found in a wide variety of locations including city streets, shopping malls, airports, restaurants, retail stores, and non-retail business offices. Some common applications of interactive kiosks systems include ATM kiosks, Internet kiosks, store gift registries and gift card kiosks, sales and marketing kiosks, bill payment kiosks, gaming, kiosks, self check out kiosks, human resource kiosks, and e-commerce kiosks. Kiosks systems provide functionality that can also be incorporated into a self service kiosk. A point of sale system is computer-based system that allows businesses to capture
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sales data and other customer transactions. Kiosks systems are available for the smallest retail business to the largest global conglomerate.A shopping mall or outdoor center is the most common place to find merchant-manned kiosk businesses. Sometimes these small booths look like carts, reminiscent of peddlers from centuries past. The merchant pays a rental fee to the owner of the shopping center for the use of the kiosk.Customers walk by the kiosk and can easily view the items for sale. The sales associate may greet customers as they walk by and try to draw their attention. Sometimes, demonstrations of the product are held on the spot. Consumers then purchase items directly from the kiosk.

MARKET RESEARCH
Introduction:
Usually it is said that if marketing would be a train, then market research would be the locomotive. In other words, market research should ideally be the starting point of any marketing exercise. Conducting any marketing exercise - be it related to pricing, promotion or distribution of a product or service, without researching the potential market is as sensible as setting out to sell sand in the Sahara Desert. Market research provides the answers to all the questions that generally occupy the minds of marketers, at every stage of the marketing process.

Growth Trends in Market Research

India, fastest growing market research industry in the world, with growth rates at around 31 % (2006-07) . China is a distant second growing at 20 %. The size of the industry if of 595 crore, but the industry is growing rapidly with a lot of business coming from overseas. The business coming from overseas from overseas involves lot of outsourcing as cost advantages are enormous. The processing of data is almost 50% cheaper in India. The processing of data is almost 50% cheaper are in India than in developed countries. The outsourcing business amounts to almost for the 8 % industry and this figure is doubling in value every year. Key Players in Market Research:IMRB (Indian Market Research Bureau) ICMR (Indian Council of Market Research) Information Resource Incorporation NPD Group Information A .C. Nielsen India Pvt. Ltd.
Maritz Research

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Scope of Market Research

Many people think that marketing research is just a consumer survey, asking consumers about certain product or services. Though consumer research is an integral part of marketing research, the latter is quite a pervasive activity, covering the various types of marketing problems that confront the marketing manager. There are various discussion confined to the market research which are as follows. Product Research Sales Research Customer Research Pricing Research Advertising Research

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OBJECTIVES
The followings are the main objectives of this research project

To study the availability of the brand in dealers in the market. To study the distribution channel of the HUL To study the promotion backup of brand. To study the satisfactions level of brand. How to increase productivity of sales in Kiosks Competitive analysis of PURE IT

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METHODOLOGY
Type of research-Descriptive & Exploratory research
Descriptive study is a fact finding investigation with an adequate interpretation. It is the simplest type of research and is more specific. Mainly designed to gather descriptive information and provides information for formulating more sophisticated studies. Descriptive research, also known as statistical research, describes data and characteristics about the population or phenomenon being studies.

Scaling technique
For the measurement of variables, Nominal Scale is used which is the most widely used scale in market research, where respondents specify their response to a statement.

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DATA COLLECTION
1. Primary Data
(A).Questionnaire: - A set of questions related to the research topic was formulated. Response for each questions included in the questionnaire has been collected from the customers. (B). Interview: - Apart from collecting different responses from the customers some extra information has been obtained through face to face interviewing activity.

2. Secondary Data
Secondary research was done to build an in-depth understanding of the kiosk(outreach) Information from various published resources like India stat and other research bodies were also used to validate the market figures and cross-validate the data. Detailed analysis of secondary information was used to arrive at the specific frameworks provided in the report.

3. Sampling methodology:

The sampling methodology used is Non Probability

sampling technique-Convenience sampling (A non probability sampling technique that attempts to obtain a sample of convenient elements. The selection of sampling unit is left primarily to the interviewer)

4. Sample size: I had chosen 100 samples for the analysis. 5. Questionnaire:
The questionnaire is formed in such a way that the information required for the study is acquired from each item i.e. questions. Here I have used Nominal scale of measurement to measure the respondents responses with each of the series of the items in the form of statements. The respondents category range from housewives & working women to working men.

6. Sampling design:
I. Selection of study area: Ahmedabad
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II. Selection of Sample size: 100

SCOPE AND IMPORTANCE OF THE STUDY

The project aims to get us out of the classroom and into the real world of companies/ competitors, markets, managers and customers. For me, it opens the way for walking into experiences. The ultimate goal of this research is enormous with its true sense. Physically and practically, it shows the potential for the company and me. The scope of the project helps in analyzing the factors, which influence the referring behavior of customers. The scope is such that the study has been conducted by taking samples from different areas, which depicts the overall picture. The results obtained will give an overview of the different criteria based on which an existing customer can be used to generate sufficient leads for the company. The study can be helpful in taking decision so as to improve the approach towards customers for getting reference and service. This project also helps to know how an organization works in real environment and under different market scenario.

Importance of Study:
The main purpose of study is to increase the productivity of kiosk (outreach) regarding HUL Pure it water purifiers. The survey was conducted in Ahmedabad area not all but only some parts have included for survey. Due to shortage of time it was not possible to cover the whole areas. Thus the scope of the study was completed with the time and resources available.

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Direct Marketing
Direct Marketing is a method which helps to create a direct connection with the potential consumer to obtain an immediate response and cultivate lasting consumer relationship. Hindustan Unilever limited is the company in India to doing direct marketing in water purifier. Today it is Asia largest direct selling organization. It has distributors across the country and operating in over towns and cities. direct selling force dealers and touching 1.5 million Indian homes and adding 1000 customers daily. It has

Advantages of Direct Marketing

It is easy, convenient and private. Provides more choice to the consumer Consumers can avail best price as there is no middle men involved. Helpful for the companies to build a close and direct relation with the consumer. It saves the valuable time of the working and busy people.

Disadvantages of Direct Marketing

Consumer cant touch and feel the product before buying The scope of expansion is limited in this kind of marketing It has higher per person cost than other form of advertising. There is a great scope for misleading and deceiving customers by dishonest businessman. It may cause irritation to the consumer through unwanted mail and spam.

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SELLING STRATEGY ADOPTED

Because of the low interest and since the product benefits needs to be demonstrated to the customers, conventional distribution was not viable. Hence Hindustan Unilever limited chose the less traveled Direct Selling route. The Hindustan Unilevers sales man in water division is called PWE. It has three streams for selling of product i.e. cold calls (door to door selling), outreach (Kiosk) and clinic (Hospital). It is a tough job for these salesmen who have to go through the "cold calls" to get a sale. At one point of time, because of the aggressive nature of these sales persons, people became scared even to listen to these sales persons. Now this aggression has mellowed down to a more professional sales approach. Selling Strategy adopted by company are, 1. Direct Selling- Door-to-Door Selling 2. Outreach (Kiosk) 3.Clinic (Hospital)

Product Segmentation
Hindustan Unilever sells different water-purifiers on the basis of classifying their utility and price affordability. The water purifiers are classified as follows: (1)Pure it compact Rs 1000 /(2)Pure it M05 Model Rs 2000 /(3)Pure it Autofill Rs 3200 /(4)Pure it Marvella Rs 6900 /-

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Marketing Mix

PRODUCT a) Easily available nationwide. b)Easy to handle.

PRICE a) Product price range divided into four segments to target different audiences. b) Low cost of maintenance and

c) Multiple products launched for each product type. PROMOTION a)Active subscription immediately b) Right time installation of products c) Properly repair services against paid AMCs. d) Service during contract period

consumable. c) Best prices offered when compared to other competitors. PLACE a) Urban educated India that cares for their family. b) Areas prone to diseases. C) Strategically chosen locations for catching the eye of potential consumers. d) Various stalls near market places

LIMITATION OF THE STUDY

Time is the major constraint in the study My Study is confined to 100 respondents. Research is done only in some parts of Ahmedabad Respondents Fatigue. Researcher inexperience.
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 Language

CHAPTER-2

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INDUSTRY PROFILE

In the last decade and more, the country has undergone many changes and one of the important ones is that people have become health conscious. People realized that around 80 per cent of diseases in India are caused by water-borne micro-organisms. According to a 2009 World Health Organization report, 1.1 billion people lack access to an improved drinking water supply, 88% of the 4 billion annual cases of diarrheal disease are attributed to unsafe water and inadequate sanitation and hygiene, and 1.8 million people die from diarrheal diseases each year. The WHO estimates that 94% of these diarrheal cases are preventable through modifications to the environment, including access to safe water. Simple techniques for treating water at home, such as chlorination, filters, and solar disinfection, and storing it in safe containers could save a huge number of lives each year. Reducing deaths from waterborne diseases is a major public health goal in developing countries. Water purifier are one of the most used kitchen utilities .Available in India .water purification and backpacking is an industry in itself in India. portable Version of Water purifiers are available for camping and haking.Water purification methods include the mechanized version as well as the age old and time-tested water purification tablets. the Water purification process includes removing contaminants from the raw water source. Some of the home remedies for water purification are boiling or the use of the household charcoal filter.But these do not ensure the required standard of water purification thus a proper treatment is mandatory.Thats where the water purifiers for home step in treatment of water by ozone also provides certain levels of purity.

Water Purifier companies in India

The main manufactures having the major share of the water purifiers are: Eureka Forbes Philips Kent Whirlpool
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Usha Brita Alfaa Godrej Hi-tech Jaipan Kenstar Maharaja Whiteline Orpat Zero B

Water Purifier Market in India 2010

The water purification and treatment industry in India, under siege from cheap imports ofwater treatment products from China, is working to set standards for the water treatment industry in the country as a safeguard against 'spurious' products. This, is being done through a certification process. Hence, for the first time the industry has put its head together to come up with a solution.In a country like India, where water scarcity is growing by the day, there are too many issues relating to water. This has meant that there are dime a dozen firms that are trying to make the best of the situation. Now there is a clamour for proper standards.

India Water Purifier Market has tremendous growth potential

Globally more than one billion people lack access to safe drinking water and approximately 2.4 Billion people lack access to proper sanitation, nearly all of them in the developing countries, including India. Nearly a third of the world's population worldwide live in water-stressed areas. This figure is expected to rise to two-third of the population by 2025.With increasing number of people becoming conscious of the risks of drinking contaminated water, the demand for water purifiers is rising rapidly. In the past few years, Indian water purifier industry has witnessed an exponential growth of 22% CAGR. The
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water purifier industry sales grew dramatically during FY'09 as compared to previous fiscals due to improving demand and expanding production capacity. The industry saw high growth of rate 17% during FY'08 due to the increasing awareness for safe drinking water. The UV segment, which constitutes more than 55% of the industry and is a key focus area for water purifier manufacturers, due to the higher margins it offers, is expected to continue its rapid growth. According to Research, Indian Water Purifier industry will continue its growth trajectory and is expected to witness a turnover growth of more than 22% CAGR during the period between FY'11 and to FY'14.Research conducted a survey across 10 major cities in India with 600 users of water purifier to understand the market size, growth drivers, issues and buying behaviour patterns. The cities covered in survey were, Delhi, Mumbai, Kolkata,Chennai, Bangalore, Hyderabad, Ahmedabad, Chandigarh, Pune and Bhopal.

Indian Soap Market

Heat and dust are integral part of Indian climate. This makes Indian as one of the ideal market for soaps and other cleaning products. The penetration of bathing soaps is 98% of all households. The research study shows that the per capita consumption of bathing soap is 513 gm. So there is a very big market for soap in India. The total turnover of soap or market in India is 54 lacs ton per annum and is increasing at the rate of 5% per annum. Hindustan Lever Limited (HUL) is Indias largest fast moving consumer goods company with leadership in Home and Personal Care Products and Foods & Beverages. HULs brands, spread across 20 distinct consumer categories, touch the lives of two out of three Indians. If Hindustan Lever straddles the Indian corporate world, it is because of being single minded in identifying itself with Indian aspirations and needs in every walk of life. HUL is the market leader with 59% of share followed by Godrej. Other major players are Nirma Ltd., Colgate Palmolive Ltd. Henkel Spic India Ltd.

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Procter & Gamble

Procter & Gamble is a giant in household products, and the company which defined many marketing strategies we now take for granted. It was the first company to advertise nationally direct to consumers (In 1880) and it literally created the concept of Soap Opera by sponsoring radio and television dramas targeting women. P&G found life in the first years of 21st century more difficult than it may have expected, with earnings below expectations and a series of management shake ups as a result of under performance. The group got back on track during 2002 with the purchase of Clairol and Wella and a renewed focus on core products. Following dynamic performance in 2004 and 2005, P&G demonstrated the strength of its recovery with the January 2006 announcement that it has agreed a deal to acquire legendary personal care products rival Gillette. Advertising Age/TNS estimated global measure advertising expenditure of $5.8bn in 2004, making P&G the worlds #1 advertiser. Procter & Gamble India is one of the countrys leading advertisers, with a small portfolio of products led by Indias best selling healthcare brand Vicks. Advertising Age estimate a local ad spend of $138m in 2004, although the company declared a substantially lower figure.

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The soap market is not only segmented on the basis of price and benefits but even a range of emotions within that outlining frame work. For simplicity soap market can be divided into four categories.

1.

Economy/Functional brand
It comprise of 35% of the market. The red carbolic cakes are low price germ killers. The names of few of the functional brands are OK, Nirma bath and Lifebuoy. The prices of this brand soaps range from Rs. 5 to Rs. 8 per 75 gms.

2.

Popular soaps
The biggest share in the soap market, popular soap have a market share of 55%. The price of this category of soaps ranges from Rs. 8-12 for a 75 gm cake. Each soap wants to posses a special benefit like fragrance, freshness etc.

3.

Premium soaps
It comprises of 7% of the total market. Premium brands are priced in Rs. 12-30 range for 75 gm cake. People are willing to pay more for this category of soap and several other brands have special relationship and people. Some of the premium brand rolling market once Cinthol ultimate, Lux International, Palmolive extra care, Le Sancy, Dettol, etc. to name a few.

4.

Super premium soaps :

This category soap is the most tiniest part in the soap market and have a share of only 24% of the total soap market. The price range starts from Rs. 30 and above for 75 gm.

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Market Share (Soap)

7% 3% 35% Economy Popular Premium Super Premium

55%

The economy soap constitute 35% of market share, popular soap constitute major portion of market share, 55% then premium and super premium constitute 7% and 3% respectively.

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Segmentation of soap on the basis of price

4%

10%

R s. 5-8 Functional R s. 9-12 P opular R s. 13-30 P remium R s. 30 above supre P remium

43% 43%

From the above figure, it is very much clear that most of the toilet soaps available in India fall into the category of popular and premium soaps, both of these groups accounts 43%, functional soaps accounts 10% and there is small percentage for the super premium soaps.

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List of soaps with their segments and prices

Functional /Economy Rs. 5-8 Breeze Jai Palmolive Natural Lifebuoy Popular Rs. 9-12 Nima Medimix Hamam Rexona Borosoft Margo Liril Neem Fair Glow Cinthol Premium Rs. 13-30 Palmolive Extra Lux Skin Care Pears Nevia Johnson Baby Soap Doy Johnson Kids Denim Fa Park Avenue Super Premium Rs. 31 and above Dove

(The entire price given for 75 gms)

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Segmentation of soap on the basis of TFM (Total Fatty Matters ) contents

4% 10% Rs. 5-8 Functional Rs. 9-12 Popular 43% 43% Rs. 13-30 Premium Rs. 30-above Super Premium

TFM 60-65% Medimix Palmolive natural Lifebuoy

TFM 66-70% Jai Lux Neem

TFM 71-75% Breeze Hamam Rexona Lifebuoy gold Liril Pears Denim

TFM 76-80% Dove Nima Fairglow Borosoft Dettol Cinthol Nevia Lux Skin Care Palmolive Extra care Park avenue Doy Fa Johnson Baby soap Aramusk

People who wants natural products Medimix Hamam Margo Neem

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Rexona Borosoft Palmolive Soaps which are general to all

Dettol Hamam Margo Lifebuoy Soaps which were launched specially for men

Cinthol Park Avenue Denim Aramusk For kids and children

Johnson baby soap Johnson kids Doy

For women specially Lux skin care Pears Nevia

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Dove Palmolive extra care Fairglow Rexona Nima Borosoft Breeze

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CHAPTER-3

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COMPANY PROFILE
Hindustan Unilever Limited (HUL) is India's largest fast moving consumer goods Company, with leadership in Home & Personal Care Products and Foods & Beverages. HUL's brands, spread across 20 distinct consumer categories, touch the lives of two out of three Indians. They endow the company with a scale of combined volumes of about 4 million tonnes and sales of nearly Rs.13, 718 crores. The mission that inspires HUL's over 15,000 employees is to "add vitality to life". With 35 Power Brands, HUL meets everyday needs for nutrition, hygiene, and personal care with brands that help people feel good, look good and get more out of life. It is a mission HUL shares with its parent company, Unilever, which holds 51.55% of the equity. The rest of the shareholding is distributed among 360,675 individual shareholders and financial institutions. A Fortune 500 transnational, Unilever sells Foods and Home and Personal Care brands in about 100 countries worldwide. HUL is also one of the country's largest exporters; it has been recognized as a Golden Super Star Trading House by the Government of India. Over time HUL has developed into a viable & competitive sourcing base for Unilever worldwide in Home and Personal Care & Foods & Beverages category of products. HUL is also a global marketing arm for select licensed Unilever brands and also works on building categories with core country advantage such as branded basmati rice. HUL's brands - like Lifebuoy, Lux, Surf Excel, Rin, Wheel, Fair & Lovely, Pond's, Sunsilk, Clinic, Pepsodent, Close-up, Lakme, Brooke Bond, Kissan, Knorr-Annapurna, Kwality Wall's are household names across the country and span many categories soaps, detergents, personal products, tea, coffee, branded staples, ice cream and culinary products. They are manufactured over 40 factories across India. The operations involve over 2,000 suppliers and associates. HUL's distribution network, comprising about 4,000 redistribution stockists, covering 6.3 million retail outlets reaching the entire urban population, and about 250 million rural consumers. HUL believes that an organisation's worth is also in the service it renders to the community. HUL is focusing on health & hygiene education, women empowerment, and water management. It is also involved in education and rehabilitation of special or
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underprivileged children, care for the destitute and HIV-positive, and rural development. HUL has also responded in case of national calamities / adversities and contributes through various welfare measures, most recent being the village built by HUL in earthquake affected Gujarat, and relief & rehabilitation after the Tsunami caused devastation in South India. In 2001, the company embarked on an ambitious programme, Shakti. Through Shakti,HUL is creating micro-enterprise opportunities for rural women, thereby improving their livelihood and the standard of living in rural communities. Shakti also includes health and hygiene education through the Shakti Vani Programme, and creating access to relevant information through the iShakti community portal. The program now covers 15 states in ndia and has over 45,000 women entrepreneurs in its fold, reaching out to 100,000 plus villages and directly reaching to 150 million rural consumers. By the end of 2010, Shakti aims to have 100,000 Shakti entrepreneurs covering 500,000 villages, touching the lives of over 600 million people. HUL is also running a rural health programme Lifebuoy Swasthya Chetana. The programme endeavours to induce adoption of hygienic practices among rural Indians and aims to bring down the incidence of diarrhoea. It has already touched 84.6 million people in approximately 43890 villages of 8 states. The vision is to make a billion Indians feel safe and secure.

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Home care brands

HUL has a diverse portfolio of brands offering home care solutions for millions of consumers across India.

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Personal care brands

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Companys personal care brands, including Axe, Dove, Lux, Pond's, Rexona and Sunsilk, are recognized and love by consumers across India. They help consumers to look good and feel good and in turn get more out of life.

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Food brands
HUL is one of Indias leading food companies. Our passion for understanding what people want and need from their food - and what they love about it - makes our brands a popular choice

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Water purifier
Pure It is the worlds most advanced in-home water purifier. Pure It, a breakthrough offering of Hindustan Unilever (HUL), provides complete protection from all water-borne diseases, unmatched convenience and affordability.

The most advanced in-home water purifier in the world! Pure It, a breakthrough offering of Hindustan Unilever, comes with many unique benefits complete protection from all water-borne diseases, great convenience, and unmatched affordability. Pure Its unique Germ kill Processor technology removes all harmful viruses and bacteria and removes parasites and pesticide impurities, giving to people water that's 'as safe as boiled water'. It assures your family of 100% protection from all water-borne diseases like jaundice, diarrhea, typhoid and cholera. Whats more, it doesnt need gas, electricity or continuous tap water supply. People will be further reassured to know that Pure It meets stringent international criteria of Environment Protection Agency (EPA), USA for harmful virus and bacteria removal.
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Pur e It-Blue dirt, Pure It Maroon Four purifier stages of Pure It Pure it purifies your drinking water in four stages, beginning with the removal of visible followed by the removal of harmful parasites and pesticide impurities. Then, the harmful viruses and bacteria are removed and finally the water is rendered clear, odour less and great tasting by removing remaining impurities.

Water Purifiers offered by HUL

PURE IT MARVELLA

PURE IT AUTO-FILL

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PURE IT M05

PURE IT COMPACT

HUL SOAPS

Breeze scent magic is the soap which fulfills the aspirations of women of rural India.
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Breeze has offered them beauty at an affordable price, making them look and feel beautiful. Research and consumer visits have shown that the desire for great fragrance featured highest in the daily beauty regime of discount soap users. Breeze explores this through the proposition of scent in a soap scent ka kamala, ab sabum mein and explicitly propagates the brand promise of the Hameshaa Kuchh extra. It delivers all this and still matches consumers needs in terms of price and quantity offered staying true to its word. Breeze has been enriched with 19 special scent oils, which ensure that one smells good for a long time though the day. Introduced in variants like scent magic, scent magic lime, and scent magic sandal, Breeze strives towards fulfillment the companys mission of being inventive in creating value.

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Brand Name : Breeze

About the Brand : Originally launched in 1989, Breeze is today perceived to be a good value for money brand with outstanding sensory experience. fragrance, lather and the soft feeling it has on the skin. Target : Breeze is a mass market soap that sells in the economy segment. It targets to the people who wants to feel fragrance during the bath. Positioning : Breeze is positioned for her who considered it as more than just soap. It is, in fact, her beauty aid, her only cosmetic, and one that she can afford. She regards Breeze as her only way of fulfilling her dream of looking beautiful. Its strengths are its

Brand Name : Lux Sunscreen formula

About the Brand : The new, patented technology called the Sunscreen Formula contains a combination of sunscreen actives, which are deposited on the skin as a protective layer, even as the soap washes away dirt and grime. protection from UV ray. This unique formula is the climax of a long search for a product thats easy to apply, safe to use, affordable and provides optimal

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Target : It target at the women from upper middle class above. It target to the women of age group of 15-45 who were very much concerned about their skin under the sun. Positioning : It position itself as a protective layer to the womens skin also who can go out in the blazing sun without worrying about losing her complexion. Advertising Objective : The advertising objective of HUL is to influence the women who used to go out in the blazing sun. Advertising strategy : Strategy is to project Lux sunscreen formula as a protection from ultra violet ray. Available Range and price : 75 gms

Dove soap, which was launched by Uniliver in 1957, has been available in India since 1995. It provides a refreshingly real alternative for women who recognize that beauty is not simply about how you look, it is about how you feel. The skins natural pH is slightly acidic 5.5-6. Ordinary soaps tend to be alkaline, with pH higher that 9. Dove is formulated to be pH neutral (pH between 6.5 and 7.5) and to be mild on skin. This makes it suitable for all skin types for all seasons. While Dove soap bar is widely available across the country, Dove body was is available in selected outlet.

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Globally, Dove has been extended to many other countries. Since the 1980s, for example, Unilever has launched a moisturizing body-wash deodorants, body lotions, facial cleansers and shampoos and conditioners, providing a comprehensive range of solutions to bring out true inner beauty.

When it comes to soap, Hamam is considered to be the most reliable option. Launched in 1934, Hamam has traditionally been a soap that takes care of your skin in a natural way. According to a research conducted by Indica Research in May 2003, 78% of Doctors in Tamil Nadu recommend Hamam. Besides being a perfectly balanced soap, Hamam takes on a very modern and trendy look. Hamams enhanced fragrance now provides a longer lasting freshness. The new attractive oval shaped Hamam comes in an attractive and modern packaging. The ingredients that are used in Hamam-Neem, Tulsi and Aloe Vera-by themselves have great therapeutic values. Hamam, the brand is very true to its tagline that says, Everything in life is about balance.

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Brand Name : HAMAM

About the Brand : It is a product from HUL Target : It targets to the middle class Indian Family. Positioning : It positioned as a family soap with natural ingredients. \ Price : Rs. 10 (100 gms) Advertising objective : It is to emphasis on the natural quality of the soap. Advertisement Strategy : It project as a natural product for every Indian middle class family. Sales Promotion : No scheme Available range & size : 100 gms

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Making a billion Indians feel safe and secure by meeting their health and hygiene needs is the mission of Lifebuoy. The worlds largest selling soap offers a compelling health benefit to the entire family. Launched in 1895, Lifebuoy, for over a 100 years, has been synonymous with health and value. The brick red soap, with its perfume and popular Lifebuoy jingle, has carried the Lifebuoy message of health across the length and breadth of the country. The 2002 and 2004 re-launches have been turning points in its history. The new mix includes a new formulation and a repositioning to make it more relevant to both new and existing consumers. Lifebuoy is now milled toilet soap with a new health fragrance and a contemporary shape. The new milled formulation offers a significantly superior bathing experience and skin feel. This new mix has registered conclusive and clear preference among existing and new users. The new Lifebuoy is targeted at todays discerning housewife with a more inclusive family health protection for my family and me positioning. Lifebuoy has made a deliberate shift from the male, responsible benefit of health to a warmer, more versatile, more responsible benefit of health for the entire family. At the upper end of the market, Lifebuoy offers specific health benefits through Lifebuoy Gold and Plus. Lifebuoy Gold (also called Care) helps protect against germs which cause skin blemishes, while Lifebuoy Plus offers protection against germs which cause body odour.

47

Brand Name : Lifebuoy

About the Brand : Launched in the year 1895, Lifebuoy, for over a 100 years, has been synonymous with health and value. The brick red soap, with its perfume and popular Lifebuoy jingle have carried the Lifebuoy message of health across the length and breadth of the country, making it the largest selling soap brand in the world. In 2002 Lifebuoy was re-launched, making a new turning point in its history. The new mix includes a new formulation and a repositioning of the brand to make it more relevant to both new and existing consumers. Target : The new Lifebuoy is targeted at todays discerning housewife with a more inclusive family health protection for my family and me positioning. Positioning : Lifebuoy has made a deliberate shift from the male, victorious concept of health to a warmer, more versatile, more responsible benefit of health for the entire family. Brand Name : Lifebuoy International Gold About the Brand : The brand was launched by Hindustan Level Ltd. This soap is not a red carbolic soap as Lifebuoy normally is.

48

Target : It targets to the every Indian family starting middle class. Positioning : It positioned as a family a soap Price : Rs. 10. Advertising objective : Objective is to differentiate the new brand from the old one. Advertisement strategy : The strategy they followed was to emphasis on the quality aspect of the soap as well as the colour of the soap as it is totally a white in colour. Sale Promotion : Ear ring free with three pack of soap. Available Range and Size : 75 gms.

49

LIRIL
For 28 years, freshness has been clearly identified with one name Liril. Liril expressions have always set trends whether it is a bathing beauty in a waterfall of La-i-ra-i-laa!. The energy and excitement levels associated with the brand have to be experience to be believed with changing times. Liril has donned many avatars: Presently, Liril Soft Aloe Vera & Lime, Liril Icy Cool and Liril Orange Splash are making waves.

Brand Name : LIRIL

About the Brand : Product from HUL.

50

Target : it targets to the women of upper middle class Positioning : Positioned as a beauty soap for female. Price : Rs. 15 Advertising objective : To popularize the brand by using beautiful model. Advertisement Strategy : It presented the soap as a product for women who doesnt gave it up in any condition. Sales Promotion : No scheme. Available Range & Size : Liril Lime, Liril Aqua (75 gms)

51

Lux stands for the promise of beauty and glamour as one of the Indias most trusted personal care brands. Lux continues to be a favourite with generations of users for the experience of a sensuous and luxurious bath. Since its launch in India in the year 1929, Lux has offered a range of soaps in different sensuous colours and world class fragrances. 2003 saw one of the biggest milestones in the history of Lux. From being just a beauty soap of film stars, Lux recognized the need for a compelling message about beauty that would resonate with women of today. Lux is available in four different variants Exotic flower petals and Jojoba Oil, Almond Oil and Milk Cream, Fruit Extracts and Honey in Milk Cream and Sandal Saffron in Milk Cream.

52

Brand Name : Lux

About the Brand : Lux is one the biggest brands in the soap category. Lux was launched in India in the year 1905. A unique soap, which protects the skins fairness against darkening by the sun. The product contains a combination of sunscreen actives, which are deposited on the skin as a protective layer, even as the soap washes away dirt and grime. This breakthrough, for the first time in the world, is the result of technology patented by HUL. Target : Lux targets the women of age group of 15-40 having the monthly family income Rs. 10000-20000 who are more concerned about taking care of skin and wants dazzling skin. It targets at the women from the middle class and above. In short, Lux has worked it charm on millions of women making their dreams of beauty come true. Positioning : Lux wants to position itself as the premium beauty care product for women, which gives them glowing skin and will help in taking care of different type of skin. Lux positiones as a Filmi Sitaron ka Soundarya Sabun Price : 11.50 Advertising objective : The advertising objectives of HUL for Lux are to cover vast area (whole of India) and influence women from 350 million middle class family to use Lux according to the type of skin for radiance or glowing skin. Advertisement Strategy : The advertising agency responsible for Lux is HTA. The main aim of HTA is to project Lux as a product for dreamy women who have her skin glow like a film Stars after her bath. The recent model for this advertisement is Aishwarya Rai.

53

Introduced in India in 1902, Pears soap has no equal. It is gentle enough, even for babys skin. Pears is manufactured like any other soap, but unlike in conventional soaps, the glycerin is retained within the soap. That is the cause if its unique transparency. After manufacturing, the soap is mellowed under controlled conditions over weeks. At the end of this maturing process, it is individually polished and packed in cartons. Today pears is available in three variants the traditional amber variant, a green variant for oil control and a blue variant for germ protection.

54

Brand Name : Pears

About the Brand : It is product from Hindustan Liver Limited Target : It basically target to women from age group 15-45 Positioning : It positions as a clear soap as it contains glycerin Price : Rs. 19.50 (75 gms) Advertising objective : The objective is to popularize the brand Advertisement Strategy : The strategy they took was to project pears as a soap which contains Kuch nehin mean no harmful chemical. Sales Promotion : Buy 3 pears and save Rs. 8.50 Available Range & Size : 75 gms.

55

Rexona is one of Indias pioneer brands in family soaps. Launched in 1947, it was positioned as a natural skin care soap to give silky, glowing skin. Since then the product has been constantly improved to keep up with the expectations of the consumers. In 1989 coconut was introduced in Rexona for the first time to strengthen the overall skincare appeal of the brand. Rexona has now been relaunched with cucumber extracts, in addition to coconut oil and moisturizing milk cream. Its creamy lather purifies the skin, leaving it clear and flawless. It has also been enhanced with a perfumed that lingers well after a bath.

Brand Name : REXONA

About the Brand : Product of Hindustan Level Ltd. Target : Targets women of middle class Positioning : It positioned as a soap which contains vegetable oil. Price : Rs 11.00 (100 gms) Advertising Objective : To influence the middle class women who looks for smooth and soft skin.
56

Advertisement Strategy : The strategy is to project the brand as a product for women who have dry skin but wishing for soft one. Sales promotion : No scheme Available Range & Size : 100 gms.

Brand Name : DENIM

About the Brand : It is a product of HUL Target : it targets all the men from upper middle class and upwards. Positioning : Positioned as a bathing soap for men. Price : Rs. 16 (75 gms) Advertising objective : The advertisement objective is to create niche for the men. Advertisement Strategy : It project the soap as a product for the men who doesnt have try to hard. Sales Promotion : No scheme.
57

Available Range & Size : 75 gms and 125 gms.

Brand Name : DOVE

About the Brand : It is a product of HUL Target It targets specially women of rice class. Positioning : Dove is being positioned as an Alkaline substance Free Soap with one fourth Moisturizer for highly sensitive skin.. Price : Rs. 35 (100 gms) Advertising objective : To influence the rich women who wants moisturizer not the soaps. Advertisement Strategy : It project itself as not a soap but as moisturizer.
58

Sales Promotion : Rs. 10 off. Available Range & Size : 100 gms.

59

COMPARISON OF MARKET SHARE OF HUL, P&G, GODREJ, NIRMA, AND J&J

10% 12%

4% HLL P&G Godrej Nirma Johnson & Johnson

59% 15%

After research done by me I analyze that the market shares of the HUL products was greater than other companies, which shows that the acceptance of HUL products are more by consumer.

The percentage of market shares are as follow:The market share of HUL is 59% of the total of consumed products. The market share of P&G is 15% of the total of consumed products. The market share of GODREJ is 12% of the total of consumed products. The market share of NIRMA is 10% of the total of consumed products. The market share of JOHNSON & JOHNSON is 4% of the total of consumed products.

60

Therefore HUL is considered as the one of the most branded and reliable company and the product are frequently accepted and used by each and every category of consumer. And the HUL put its all effort to maintain its standard with respect to price and the quality of the products.

61

2.

The brands generally demanded by the consumer. I. II. III. IV. HUL demanded approximately 60%. P&G demanded approximately 15%. NIRMA demanded approximately 15%. JOHNSON & JOHNSON demanded approximately 10%.

70% 60% 50% 40% 30% 20% 10% 0% 1 P&G demand (Approx.) Nirma demanded (Approx.) Johnson & Johnson demanded (Approx.) HLL demanded (Approx.)

Graphical representation of the brands demanded by the consumer

62

1. On the question that how much the brand name of the soap is important for the consumer during the purchasing of the soap. Near about 40% are causes about the brand names of the soap, 25% are not, about 20% used regular brands and 15% of them are not answered.

50% 40% 30% 20% 10% 0% Serious about the brands Not serious Usually used same brands Not answered

63

CHAPTER -4

64

Competitive analysis of Pure It What is Competitive Analysis?

Competitive Analysis is a process of gathering and analyzing information about competitors, their practices, products, strengths and weaknesses and business trends in order to assess our position in the market and improve companys products and marketing strategies.

What is the purpose of Competitive Analysis?

In today's market, i must know what competitors are doing and what to do to stay ahead of the competition. Many businesses believe they are providing a good product to their customers, but do not have reliable information showing how customers perceive their product or how it compares to the competition. A Competitive Analysis performed by an unbiased third party is an invaluable tool because it can help to company for identify ways to attract new customers, as well as keep the ones you have satisfied with companys products.

Strengths and weaknesses: How companys product stacks up against the competition and in what areas they have an edge over companys product and in what areas companys product is superior.

Identify competitors: Verify who your primary and secondary competitors are. Improvements: How and in what areas companys product, processes, and practices must be improved to meet market demands or to stay ahead of the competition. Marketing: What improvements company needs to make in marketing approach company may want to highlight why their product is ahead of the competition, or the unique features that consumers desire.

How can Competitive Analysis help establish companys product as a market leader?
65

Competitive Analysis gives to company a realistic view of their competition and the opportunity to identify improvement in areas like customer services, and marketing claims. It can help to compare products prior to making their marketing and promotional decisions. Competitive Analysis will help accomplish the following:

Have a realistic view of company competition. Foresee market changes and demands. Identify ways to attract customers from companys competitors. Discover opportunities for improvement in companys business practices. Identify necessary changes in companys processes to meet market demands. Identify necessary changes in companys processes to reduce costs.

A List of Competitors
The analysis begins with a list of Hindustan Unilever Limited (HUL) of water division Pure its competitors. Most of the time, such a list is comprised of what company coconsiders to be its chief competitors. However, there may be other companies that indirectly compete with HUL, ones that offer products or services that are aiming for the same customer capital. Hindustan Unilever Limited (HUL) of water division Pure its competitors in the market are: 1. Eureka Forbes Limited 2. Philips 3. Whirlpool 4. Kent 5. Usha Brita 6. Alfaa 7. Kenstar 8. Hi-tech 9. Zero B 10. Modi Durant
66

11. Hemkund 12. Godrej 13. Tata

Questions to ask
What questions should be asked when undertaking competitor analysis? Who are companys competitors? What threats do they pose? What is the profile of competitors? What are the objectives of competitors? What strategies are competitors pursuing and how successful are these strategies? What are the strengths and weaknesses of competitors? How competitors are likely to respond to any changes to the way company do business?

Why companies analyze competitors?

Some businesses think it is best to get on with their own plans and ignore the competition. Others become obsessed with tracking the actions of competitors (often using underhand or illegal methods). Many businesses are happy simply to track the competition, copying their moves and reacting to changes.

Competitor analysis has several important roles in strategic planning:

67

 To help management understand their competitive advantages/disadvantages relative to competitors. To generate understanding of competitors past, present (and most importantly) future strategies. To provide an informed basis to develop strategies to achieve competitive advantage in the future. To help forecast the returns that may be made from future investments.

Sources of information for competitor analysis

How the sources of competitor information can be neatly grouped into three categories: Recorded data: this is easily available in published form either internally or externally. Good examples include competitor annual reports and product brochures; Observable data: this has to be actively sought and often assembled from several sources. A good example is competitor pricing; Opportunistic data: to get hold of this kind of data requires a lot of planning and organization.

What businesses probably already know their competitors?

Overall sales and profits Sales and profits by market Cost structure Market shares (revenues and volumes) Organization structure Distribution system Identity / profile of senior management Advertising strategy and spending Customer / consumer profile & attitudes
68

Customer retention levels

What businesses would really like to know about competitors?

Sales and profits by product Relative costs Customer satisfaction and service levels Customer retention levels Distribution costs Size and quality of customer databases Advertising effectiveness Future investment strategy

Strategy - competitive advantage

Competitive advantage is an advantage over competitors gained by offering consumers greater value, either by means of lower prices or by providing greater benefits and service that justifies higher prices.

Feature Comparison
Compared with other available water purification methods, Pureit is by far the best option, in terms of safety, convenience and affordability. Key features Pureit Boiling process Removes harmful Viruses Need to boil
69

Leading UV Candle inline purifier filter

Removes harmful Bacteria Removes Parasites(causes amoebiasis, diarrhoea, etc) End-of-life indicator Advanced Auto Switch-off Great taste Improves clarity Removes odour Doesn't need expensive gas Doesn't need electricity Doesn't need continuous tap water Doesnt need plumbing Doesn't need an expensive maintenance contract Low initial cost Low on-going cost harmful

for 30-40 Min

The above table shows that Pureits initial price of Rs. 2000 and the ongoing price of only Re. 1 for 4 litres of water is the most competitive offer in the market. This is because Pureit doesnt need expensive gas, doesnt need electricity, doesnt need maintenance.
Cost comparison across purification methods Method of purification paise/litre Cost of Pureit water 24 Cost of Pureit water 35 Cost of boiling water 47 Cost of leading UV in-line purifier 64
70

Cost of 20 litres of leading bottled water brand Cost of 1 litre of leading bottled water brand

350 1200

COMPARISON OF MARKET SHARE OF HUL SOAP

10% 12%

4% HLL P&G Godrej Nirma Johnson & Johnson

59% 15%

After research done by me I analyze that the market shares of the HUL products was greater than other companies, which shows that the acceptance of HUL products are more by consumer. The percentage of market shares are as follow: The market share of HUL is 59% of the total of consumed products. The market share of P&G is 15% of the total of consumed products.
71

The market share of GODREJ is 12% of the total of consumed products. The market share of NIRMA is 10% of the total of consumed products. The market share of JOHNSON & JOHNSON is 4% of the total of consumed products. Therefore HUL is considered as the one of the most branded and reliable company and the product are frequently accepted and used by each and every category of consumer. And the HUL put its all effort to maintain its standard with respect to price and the quality of the products.

2.

The brands generally demanded by the consumer. V. VI. VII. VIII. HUL demanded approximately 60%. P&G demanded approximately 15%. NIRMA demanded approximately 15%. JOHNSON & JOHNSON demanded approximately 10%.

72

70% 60% 50% 40% 30% 20% 10% 0% 1 P&G demand (Approx.) Nirma demanded (Approx.) Johnson & Johnson demanded (Approx.) HLL demanded (Approx.)

Graphical representation of the brands demanded by the consumer

73

2. On the question that how much the brand name of the soap is important for the consumer during the purchasing of the soap. Near about 40% are causes about the brand names of the soap, 25% are not, about 20% used regular brands and 15% of them are not answered.

50% 40% 30% 20% 10% 0% Serious about the brands Not serious Usually used same brands Not answered

74

CHAPTER5

75

DATA PRESENTATION & ANALYSIS OF HUL PURE IT

The following data and information has been obtained through research activity.
Frequency Table Table 5.1: Frequency and Percentage of the respondents who have water purifier

Have a Water Purifier Yes No Total

Frequency 48 52 100

Percent 48.0 52.0 100.0

Fig 5.1: Frequency and Percentage of the respondents who have water purifier FREQUENCY
52 51 50 49 48 47 46 48 Yes No 52 Yes No 52 48Yes No

PERCENTTAGE

INTERPRETATION
The total no. of respondents includes in the research is 100.Out of 100 respondents, 48 % (48) of people have a water purifier and 52 % (52) people have not water purifier.

Table 5.2: Frequency and Percentage of respondents which company water purifier, you are using and will use
76

Which Company Eureka Forbes HUL Pure it Kent Philips Whirlpool Any Other Total

Frequency 50 14 10 10 7 9 100

Percent 50.0 14.0 10.0 10.0 7.0 9.0 100.0

Fig 5.2: Frequency and Percentage of respondents which company water purifier, you are using and will use

FREQUENCY
50 40 30 20 10 0 50 14 10 10

Eureka Forbes HUL Pure it Kent 10 Philips 7

PERCENTAGE
Eureka Forbes 9 HUL Pure it Kent 50 Philips Whirlpo ol Any Other

9 Whirlpo ol Any 77 Other 10 14

Eu re ka F HU orb e L Pu s re it Ke n Ph t W ilips hi r An lpo y ol O th er

INTERPRETATION Out of 100 respondents, the data of people are using water purifier and people are not using water purifier .Those people are not using water purifier, if they will buy ,they will buy only this companys product like Eureka Forbes,Hul,Kent,Philips,Whirlpool.50% (50),14% (14),10% (10),10%(10),7% (7),9% (9) of people are using and will use Eureka Forbes, Hul, Kent, Philips, Whirlpool and any other companys water purifier Table 5.3: Frequency and Percentage of respondents about electricity Electricity Yes No Total Frequency 72 28 100 Percent 72.0 28.0 100.0

Fig 5.3: Frequency and Percentage of respondents about electricity

78

FREQUENCY
80 70 60 50 40 30 20 10 0 Yes No 28 72 Yes No 28

PERCENTAGE

Yes No

72

INTERPRETATION The above data tells about electricity of water purifier, that is the water purifier is working with electricity or without electricity. Out of 100 respondents, 72 % (72) of people have given their view that yes and 28 % (28) of people have given their view No. Table 5.4: Frequency and Percentage of respondents before buying product, know about the product or want to see demonstration Before Buying, know about Product Yes No Don't Know Total Frequency 78 12 10 100 Percent 78.0 12.0 10.0 100.0

79

Fig 5.4: Frequency and Percentage of respondents before buying product, know about the product or want to see demonstration

FREQUENCY
80 70 60 50 40 30 20 10 0 Yes
12 10 78

PERCENTAGE
10 Yes No No Don't Know 78 Don't Know 12 Yes

No

Don't Know

INTERPRETATION The above data has given, before buying the water purifier; people want to know the product or want to see demonstration of the product.78 % of people have given their view Yes, they want to know the product details.12 % of people have given their view No, they dont want to know the product details or product knowledge .10 % of people have given their view dont know.

Table 5.5: Frequency and Percentage of respondents about taste good, odorless and looks clear TASTE GOOD,ODORLESS LOOKS CLEAR Yes No Don't Know Total FREQUENCY 80 9 11 100 PERCENT 80.0 9.0 11.0 100.0

80

Fig 5.5: Frequency and Percentage of respondents about taste good, odorless and looks clear

FREQUENCY
80 70 60 50 40 30 20 10 0 Yes
9 11 80

PERCEN TAGE
Yes
11 Yes

No

9 No

Don't Know
80

Don't Know

No

Don't Know

INTERPRETATION The above data has given the frequency and percentage of respondents about taste of water is good, odorless, looks clear. Out of 100 respondents, 80 % (80) of people have given their view YES. the taste of water is good, odorless and looks clear.9 % (9) of people have told NO, the taste of water is good, odorless and looks clear and 11 % (11) of people have given their view dont know about taste of water. Table 5.6: Frequency and percentage of respondents about cost of water purifier COST Rs. 1000- Rs. 5,000 Rs. 6,000- Rs. 10,000 Rs. 11,000- Rs. 15,000 More than Rs. 15,000 Total FREQUENCY 37 27 20 16 100 PERCENT 37.0 27.0 20.0 16.0 100.0

Fig 5.6: Frequency and percentage of respondents about cost of water purifier
81

FREQUENCY
40 35 30 25 20 37 15 27 20 16 10 5 0
Rs .1 Rs 000 .6 -R , Rs 000 s . 5 . 1 - R ,00 M 1,0 s. 1 0 or 00 0. e th - R s .. an . 1 R s. ... 15 ,0 00

Rs. 1000Rs. 5,000 Rs. 6,000Rs. 10,000 Rs. 11,000Rs. 15,000 More than Rs. 15,000
16

FREQUENCY
Rs. 1000Rs. 5,000 37 Rs. 6,000Rs. 10,000 Rs. 11,000Rs. 15,000 More than Rs. 15,000

20

27

INTERPRETATION The above data has given about frequency and percentage of cost of water purifier. The percentage of people who are using or want to buy water purifier in the cost range Rs 1000- Rs 5000 was found 37 % (37).The percentage of people who are using or willing to buy water purifier in the cost range Rs 6000-Rs 10000 was found 27 % (27). The percentage of people who are using or willing to buy water purifier in the cost range Rs 11000-Rs 15000 was found 20 % (20). The percentage of people who are using or willing to buy water purifier more than Rs 15000 was found 16 % (16). Table 5.7: Frequency and Percentage of respondents about service after sales SERVICE AFTER SALES Yes No Total FREQUENCY 64 36 100 PERCENT 64.0 36.0 100.0

Fig 5.7: Frequency and Percentage of respondents about service after sales

82

FREQUENCY
70 60 50 40 30 20 10 0 Yes No
64 36

PERCENTAGE

36
Yes No

Yes No 64

INTERPRETATION The above data has given frequency and percentage of respondents about service after sales.64 % (64) of people have given their view that after sales , service is good and 36 % (36) of people have given their view that service is not good.

83

Table 5.8: Frequency and Percentage of respondents about where to prefer to buy the water purifier PREFER TO BUY Retail Outlet Franchisee Dealer Demo at your doorstep TOTAL FREQUENCY 30 21 49 100 PERCENT 30.0 21.0 49.0 100

Fig 5.8: Frequency and Percentage of respondents about where to prefer to buy the water purifier

84

FREQUENCY
50 45 40 35 30 25 20 15 10 5 0 Retail Outlet Franchisee Dealer Demo at your doorstep

49 30 21

INTERPRETATION The above data has given frequency and percentage of respondents about where to prefer to buy the water purifier 1)Retail Outlet 2)Franchisee dealer 3) Demo at your doorstep. Out of 100 respondents, 49 % (49) of people prefer to buy water purifier from demo at your doorstep, 30 % (30) of people prefer to buy water purifier from retail outlet and 21 % (21) of people prefer to buy water purifier from franchisee dealer. Table 5.9: Frequency and Percentage of respondents about warranty of water purifier WARRANTY 6 Months 1 year
85

Re ta il Fr O an ut ch l ise et D e em D . .. o at yo u. ..

Frequency 43 40

Percent 43.0 40.0

2 Year Total

17 100

17.0 100.0

Fig 5.9: Frequency and Percentage of respondents about warranty of water purifier

F REQUENCY
45 40 35 30 25 20 15 10 5 0 6 Months 1 year 2 Y ear 17 43 40 6 Months 1 year 2 Y ear
4 0

PERCEN AG T E

1 7 4 3

6 Mn o th s 1y a er 2 Ye r a

INTERPRETATION The above data has given frequency and percentage about warranty of water purifier. 43% (43) of respondents have given their view, 6 month warranty period of water purifier. 40 % (40) of respondents have given their view, 1 year warranty period of water purifier. 17% (17) of respondents have given their view, 2 year warranty period of water purifier. Table 5.10: Frequency and Percentage of respondents about what comes your mind first i.e. Price or Health & Safety or Both What comes your mind first Price Health & Safety Both
86

Frequency 16 39 45

Percent 16.0 39.0 45.0

Total

100

100.0

Fig 5.10: Frequency and percentage of respondents about what comes your mind first i.e. Price or Health & Safety or Both

45 40 35 30 25 20 15 10 5 0 Price 16

Frequency
Price 45 Health & Safety Both 45

PERCENTAGE
16 Price Health & Safety Both 39

39

Health & Safety

Both

INTERPRETATION The above data has told, frequency and percentage of respondents about what comes customers mind first i.e. Price or Health or Both. Out of 100 respondents, 45 % (45) of respondents have given their view that both that is price as well as health and safety. Percentage of respondents who are only concern about health and safety was found 39 % (39).Percentage of respondents who are concern about only price was found 16 % (16). Table 5.11: Frequency and Percentage of respondents about market activities Market activities Road Show Visual Merchandising Others Frequency 55 30 15 Percent 55.0 30.0 15.0

87

Total

100

100.0

Fig 5.11: Frequency and Percentage of respondents about market activities of Pure it

F E UNY RQE C
60 50 40 30 20 10 0 R oad Show 55 30 15 V isual M erchand ising O thers 30

PRE T E CN

15

R oad Show V isual M erchan dising O thers

55

INTERPRETATION T he above data has given frequency and percentage of respondents about market activities of Pure it i.e. Road show, Visual Merchandising and others. Out of 100 respondents, 55 % of respondents have given their view, they see the road show of HUL product that is Pure it water purifier. Percentage of respondents who have given their view about visual merchandising was found 30 % (30) and 15 % (15) of respondents have given their view other activities conducted by HUL company.

R oa V d is S ua h l M ow er ch ... O th er s

CROSS TABULATIONS
Table 5.12: Cross tabulation between Company and Taste of water WHICH COMPANY Eureka Forbes Tastes good ,odorless ,looks clear Yes 45 No 1
88

Total

Dont Know 4 50

Hul kent Philips Whirlpool Any Other Total

9 9 8 4 5 80

2 1 1 2 2 9

3 0 1 1 2 11

14 10 10 7 9 100

Fig 5.12: Cross tabulation between Company and Taste of water

INTERPRETATION 1. PERCENTAGE WITHIN COMPANY

89

A.

Eureka Forbes : Among the total 50 Eureka Forbes users

The view of Eureka Forbes users toward taste of water is good, odorless and looks clear was found, Yes 90 % (45), No- 2% (1), Dont know- 8% (4)

B.

Hul : Among the total 14 Pure it (Hul) users

The view of Hul users toward taste of water is good, odorless and looks clear was found, Yes 64.3 % (9), No- 14.3% (2), Dont know- 21.4% (3)

C. Kent : Among the total 10 Kent users

The view of Kent users toward taste of water is good, odorless and looks clear was found, Yes 90 % (9), No- 10% (1), Dont know- 0% (0)

D. Philips Among the total 10 Philips users

The view of Philips users toward taste of water is good, odorless and looks clear was found, Yes 80 % (8), No- 10% (10), Dont know- 10% (10)

F. Whirlpool: Among the total 7 Whirlpool users

The view of Whirlpool users toward taste of water is good, odorless and looks clear was found, Yes 51.1 % (4), No- 28.6% (2), Dont know- 14.3% (14.3)

G. Any Other: Among the total 9 any other water Purifier users
The view of any other Water purifier users toward taste of water is good, odorless and looks clear was found, Yes 55.6 % (5), No- 22.2% (2), Dont know- 22.2% (2) 2. PERCENTAGE WITHIN TASTE OF WATER

90

A. Yes: Among the total 80 respondents for whom the taste of water is good, odorless and looks
clear.

The percentage of Eureka Forbes users, Hul users, kent users, Philips users, whirlpool users was found 56.3% (45), 11.3% (9), 11.3 % (9), 10 % (8), 5 % (4), 6.3 % (5) respectively.

B. No: Among
looks clear

the total 9 respondents for whom the taste of water is not good, odorless and

The percentage of Eureka Forbes users, Hul users, kent users, Philips users, whirlpool users was found 11.1% (1), 22.2% (2), 11.1% (1), 11.1 % (1), 22.2% (2), 22.2% (2) respectively.

C. Dont know : Among the total 11 respondents ,they dont know

the taste of water is good,

odorless and looks clear .The percentage of Eureka Forbes users, Hul users, kent users, Philips users, whirlpool users was found 36.3% (4), 27.3% (3), 0 % (0), 9.1 % (1), 9.1 % (1), 18.2 % (2) respectively.

91

Table 5.13: Cross tabulation between Company and Service after sales Which Company Service after sales Total

Yes Eureka Forbes Hul Kent Philips Whirlpool Any Other Total 30 9 8 7 5 5 64

No 20 5 2 3 2 4 36 50 14 10 10 7 9 100

Fig 5.13: Cross tabulation between Company and Service after sales

92

50 45 40 35 30 25 20 15 10 5 0 Eureka Forbes Hul Kent Philips Whirlpool Any Other

9 30 5 2 8 3 2 7 5 4 5 20

No Yes

INTERPRETATION
1. PERCENTAGE WITHIN COMPANY

A.

Eureka Forbes : Among the total 50 Eureka Forbes users

The view of Eureka Forbes users toward service after sales was found, Yes 60 % (30), No- 40% (20)

B.

Hul: Among the total 14 Hul users

The view of Hul users toward service after sales was found, Yes 64.3% % (9), No- 35.7% (5)

C.

Kent : Among the total 10 Kent users

The view of Kent users toward service after sales was found, Yes 80 % (8), No- 20% (2) D.Phillips: Among the total 10 Phillips users The view of Phillips users toward service after sales was found,
93

Yes 70 % (7), No- 30% (3)

D.

Whirlpool : Among the total 7 Whirlpool users

The view of Whirlpool users toward service after sales was found, Yes 71.4% (5), No- 28.6% (2)

E.

Any other: Among the total 9 Any other users

The view of any other users toward service after sales was found, Yes 55.6% (5), No- 44.4% (4)

2. PERCENTAGE WITHIN SERVICE AFTER SALES

A. Yes: Among the total 64 respondents for whom services provided by company is

good.The percentage of Eureka Forbes users, Hul users, kent users, Philips users, whirlpool users was found 53.1% (30), 7.8% (9), 12.5 % (8), 10.9 % (7), 7.8 % (5), 7.8 % (5) respectively.
B. No: Among the total 36 respondents for whom services provided by company is

not good.The percentage of Eureka Forbes users, Hul users, kent users, Philips users, whirlpool users was found 44.4% (20), 25.0% (5), 5.6% (2), 8.3 % (3), 5.6% (2), 11.1% (4) respectively.

Table 5.14: Cross tabulation between Company and Market Activities

Which company Market Activities Road Show Eureka Forbes Hul Kent Philips Whirlpool Anyother 22 5 5 6 5 6 Visual Merchandising 18 6 4 2 1 2
94

Total

Others 10 3 1 2 1 1 50 14 10 10 7 9

Total

49

33

18

100

Fig 5.14: Cross tabulation between Company and Market Activities

50 45 40 35 30 25 20 15 10 5 5 0 5 22 3 6 1 4 2 2 6 1 2 6 18 10

Others Visual Merchandising Road Show

1 1 5

Eureka Forbes

Hul

Kent

Philips

Whirlpool

Anyother

INTERPRETATION
1. PERCENTAGE WITHIN COMPANY

A.

Eureka Forbes : Among the total 50 respondents

The view of respondents toward market activities was found, Road show-44% (22), Visual Merchandising-36% (18), Others- 20 %( 3)

B.

Hul : Among the total 14 Pure it (Hul) users

The view of respondents toward market activities was found, Road show-35,7% (5), Visual Merchandising-42.9% (6), Others- 21.4 %(10)

C.

Kent : Among the total 10 kent users

The view of respondents toward market activities was found, Road show-50% (5), Visual Merchandising-40% (4), Others- 10 %( 1)

D. Philips Among the total 10 Philis users

95

The view of respondents toward market activities was found, Road show-60% (6), Visual Merchandising-20% (2), Others- 20 %( 2)

E. Whirlpool: Among the total 7 Whirlpool users

The view of respondents toward market activities was found, Road show-71.3% (5), Visual Merchandising-14.3% (1), others- 14.3 %( 1)

F.

Any Other : Among the total 9 any Other water Purifier users

The view of respondents toward market activities was found, Road show-66.7% (6), Visual Merchandising-22.2% (2), others- 11.1 %( 1)
2. PERCENTAGE WITHIN MARKET ACTIVITIES

A. Road Show: Among the total 49 respondents, who saw the road show of water Purifiers.
The percentage of road show of Eureka Forbes, Hul , Kent , Philips , whirlpool and any other water purifiers was found 44.9% (22), 10.2% (5), 10.2 % (5), 12.2 % (6), 10.2 % (5), 12.2 % (6) respectively.

B. Visual

Merchandising: Among the total 33 respondents, who saw the visual

merchandising of water Purifiers. The percentage of visual merchandising of Eureka Forbes , Hul , kent , Philips , whirlpool and any other water purifiers was found 54.5% (18), 18.2% (6), 12.1 % (4), 6.1 % (2), 3.0 % (1), 6.1 % (2) respectively.

C. Any other: Among the total 18 respondents, who saw the other market activities of
water Purifiers.The percentage of any other market activities of Eureka Forbes , Hul , kent , Philips , whirlpool and any other water purifiers was found 56.6% (10), 16.7% (3), 5.6 % (1), 11.1 % (2), 5.6 % (1), 5.6 % (1) respectively

96

Table 5.15: Cross tabulation between Company and Cost Price of Water Purifier Which company Rs1000-Rs 5000 Eureka Forbes Hul Kent Philips Whirlpool Anyother Total 22 6 3 3 1 2 37 Rs5000Rs10000 14 3 3 4 0 3 27 Total Cost Rs 10000Rs15000 8 4 1 1 3 3 20 Above Rs 15000 6 1 3 2 3 1 16 50 14 10 10 7 9 100

Fig 5.15: Cross tabulation between Company and Cost Price of Water Purifier
97

5 0 4 5 4 0 3 5 3 0 2 5 2 0 1 5 1 0 5
es

6 8

14

A o eR 1 0 0 bv s 50 R 1 0 0 s1 0 0 s 0 0 -R 5 0 R 00 s10 00 s5 0-R 0
2 2

1 4 3
6

R 00 s 5 0 s1 0-R 0 0
3 1 3
3

2 1 4
3

P h

ir lp

re k

W h

INTERPRETATION

1.

PERCENTAGE WITHIN COMPANY

A. Eureka Forbes: Among the total 50 respondents The view of respondents toward cost of water purifier they are using and wants to use was found, Rs 1000 to Rs 5000-44 % (22), Rs 6000 to Rs 10000-28 %( 14), Rs 11000 to Rs 1500016% (8), Above Rs 15000-12% (6)

B.

Hul: Among the total 14 Pure it (Hul) users

The view of respondents toward cost of water purifier they are using and wants to use was found, Rs 1000 to Rs 5000-42.9 % (6), Rs 6000 to Rs 10000-21.3 %( 3), Rs 11000 to Rs 1500028.6% (4), Above Rs 15000-7.1% (1)

C.

Kent : Among the total 10 kent users 98

E u

ny

ot he r

or b

en t

il ip

ul

oo

3 3 0 1

1 3 3
2

The view of respondents toward cost of water purifier they are using and wants to use was found, Rs 1000 to Rs 5000-30 % (3), Rs 6000 to Rs 10000-30 %( 3), Rs 11000 to Rs 1500010% (1), Above Rs 15000-30% (3) D: Philips Among the total 10 Philis users The view of respondents toward cost of water purifier they are using and wants to use was found, Rs 1000 to Rs 5000-30 % (3), Rs 6000 to Rs 10000-40 %(4), Rs 11000 to Rs 1500010% (1), Above Rs 15000-20% (2) E. Whirlpool: Among the total 7 Whirlpool users The view of respondents toward cost of water purifier they are using and wants to use was found, Rs 1000 to Rs 5000-14.3 % (1), Rs 6000 to Rs 10000-0 %(0), Rs 11000 to Rs 1500042.9% (3), Above Rs 15000-42.9% (3)
F. Any Other : Among the total 9 any Other water Purifier users

The view of respondents toward cost of water purifier they are using and wants to use was found, Rs 1000 to Rs 5000- 22.2% (2), Rs 6000 to Rs 10000-33.3 %( 3), Rs 11000 to Rs 1500033.3% (3), Above Rs 15000-11.1% (1)
2.PERCENTAGE WITHIN COST

A. Rs 1000-Rs 5000: Among the total 37 respondents

99

The percentage of respondents who are using Eureka Forbes, Hul, Kent, Philips, Whirlpool and any other companys water purifier, the cost of Rs 1000-Rs 5000 was found 59.5 %(22),16.2 % (6),81.1 % (3),81.1% (3),2.7 % (1),5.4% (2) respectively.

B. Rs 5000-Rs 10000: Among the total 27 respondents

The percentage of respondents who are using Eureka Forbes, Hul, Kent, Philips, Whirlpool and any other companys water purifier, the cost of Rs 5000-Rs 10000 was found 51.9 %(14),11.1 % (3),11.1 % (3),14.8% (4),0 % (0),11.1% (3) respectively.

C. Rs 10000-Rs 15000: Among the total 20 respondents

The percentage of respondents who are using Eureka Forbes, Hul, Kent, Philips, Whirlpool and any other companys water purifier, the cost of Rs 10000-Rs 15000 was found 40 %(8),20 % (4),5 % (1),5% (1),15 % (3),15% (3) respectively.

D. Above than Rs 15000: Among the total 16 respondents

The percentage of respondents who are using Eureka Forbes, Hul, Kent, Philips, Whirlpool and any other companys water purifier, the cost of above Rs 15000 was found 37.5 %(6),6.3 % (1),18.8 % (3),12.5% (2),18.8 % (3),6.3% (1) respectively.

Table 5.16: Cross tabulation between Have a water purifier and Cost Price of Water Purifier Have a water Purifier Rs1000-Rs 5000 Yes No Total 17 20 37 Rs5000Rs10000 12 15 27
100

Cost Rs 10000Rs15000 8 12 20 Above Rs 15000 11 5 16

Total

48 52 100

Fig 5.16: Cross tabulation between Have a water purifier and Cost Price of Water Purifier

6 0

5 0

4 0

Ao eR 1 0 0 bv s 50
3 0

R 1 0 0R1 0 0 s 00- s 50 R5 0 - s 0 0 s 0 0R1 0 0 R1 0 - s 5 0 s 0 0R 0 0

2 0

1 0

Y e s

N o

INTERPRETATION
1.PERCENTAGE WITHIN WATER PURIFIER A.Yes: Among the total 48 respondents have water purifier

The percentage of respondents are using cost of water purifier Rs 1000-Rs 5000 was found 35.4 % (17) The percentage of respondents are using cost of water purifier Rs 5000-Rs 10000 was found 25 % (12) The percentage of respondents are using cost of water purifier Rs 10000-Rs 15000 was found 16.7 % (8) The percentage of respondents are using cost of water purifier above Rs 15000 was found 22.9 % (11)
B.No: Among the total 52 respondents dont have water purifier

101

The percentage of respondents who wants to buy water purifier from Rs 1000-Rs 5000 (if they will use water purifier in future) was found 38.5% (20) The percentage of respondents who wants to buy water purifier from Rs 5000-Rs 10000 (if they will use water purifier in future) was found 28.8 % (15) The percentage of respondents who wants to buy water purifier from Rs 10000-Rs 15000 (if they will use water purifier in future) was found 23.1% (12) The percentage of respondents who wants to buy water purifier from more than Rs 15000 (if they will use water purifier in future) was found 9.6 % (5)

2.PERCENTAGE WITHIN COST OF WATER PURIFIER A. Among the total 37 respondents, view about cost of Rs 1000- Rs 5000 water purifier

Yes: The percentage of respondents who are using water Purifier, cost of Rs 1000-Rs 5000 was found 45.9 %( 17) No: The percentage of respondents who are not using water Purifier, cost of Rs 1000-Rs 5000 was found 54.1% (20) B. Among the total 27 respondents, view about cost of Rs 5000- Rs 10000 water purifier Yes: The percentage of respondents who are using water Purifier, cost of Rs 5000-Rs 10000 was found 44.4 %( 12) No: The percentage of respondents who are not using the water Purifier, cost of Rs 5000Rs 10000 was found 55.6 % (15)
102

C . Among the total 20 respondents, view about cost of Rs 10000- Rs 15000 water purifier Yes: The percentage of respondents who are using water Purifier, cost of Rs 10000-Rs 15000 was found 40 % (8) No: The percentage of respondents who are not using water Purifier, cost of Rs 10000-Rs 15000 was found 60 % (12) D. Among the total 20 respondents, view about cost of more than Rs 15000 water purifier Yes: The percentage of respondents who are using water Purifier, cost of more than Rs 15000 was found 68.8 % (11) No: The percentage of respondents who are not using the water Purifier, cost of more than Rs 15000 water Purifier was found 31.2 % (5)

Table 5.17: Cross tabulation between Which Company and Prefer to buy the product Which company Prefer to buy the product Total

Retail Outlet Eureka Forbes Hul Kent Philips Whirlpool Any other 15 4 4 3 2 2 10 2 4 5 4 5

Franchisee Dealer

Demo at your doorstep 25 8 2 2 1 2 50 14 10 9 7 9

103

Total

30

30

40

100

Fig 5.17: Cross tabulation between Which Company and Prefer to buy the product

50 45 40 35 30 25 20 15 10 5 0

Demo at your doorstep Franchisee Dealer Retail Outlet

Eureka Forbes

Hul

Kent

Philips

Whirlpool Any other

INTERPRETATION

1. PERCENTAGE WITHIN COMPANY A. Eureka Forbes: Among the total 50 respondents The percentage of respondents toward prefer to buy the water purifier from retail outlet was found 26 %( 13).The percentage of respondents toward prefer to buy the water purifier from Franchisee Dealer was found 48 %( 24).The percentage of respondents toward prefer to buy the water purifier from Demo at your door step was found 14 %( 7) B.Hul: Among the total 14 Pure it (Hul) users The percentage of respondents toward prefer to buy the water purifier from retail outlet was found 35.7 %( 5).The percentage of respondents toward prefer to buy the water purifier from Franchisee Dealer was found 50 %( 7).The percentage of respondents toward prefer to buy the water purifier from Demo at your door step was found 7.1 %( 1)
104

C.Kent : Among the total 10 kent users The percentage of respondents toward prefer to buy the water purifier from retail outlet was found 20 %( 2).The percentage of respondents toward prefer to buy the water purifier from Franchisee Dealer was found 40 %( 4).The percentage of respondents toward prefer to buy the water purifier from Demo at your door step was found 20 %( 2) D: Philips Among the total 10 Philis users The percentage of respondents toward prefer to buy the water purifier from retail outlet was found 30 %( 3).The percentage of respondents toward prefer to buy the water purifier from Franchisee Dealer was found 50 %( 5).The percentage of respondents toward prefer to buy the water purifier from Demo at your door step was found 10 %( 1) E. Whirlpool: Among the total 7 Whirlpool users The percentage of respondents toward prefer to buy the water purifier from retail outlet was found 0 %( 0) The percentage of respondents toward prefer to buy the water purifier from Franchisee Dealer was found 57.1 %( 4).The percentage of respondents toward prefer to buy the water purifier from Demo at your door step was found 42.9 %( 3) F.Any Other : Among the total 9 any Other water Purifier users The percentage of respondents toward prefer to buy the water purifier from retail outlet was found 22.2 % (2).The percentage of respondents toward prefer to buy the water purifier from Franchisee Dealer was found 55.6 % (5).The percentage of respondents toward prefer to buy the water purifier from Demo at your door step was found 22.2 % (2)

2. PERCENTAGE WITHIN PREFER TO BUY THE PRODUCT

A.Retail Outlet: Among the total 30 respondents The percentage of people who prefer to buy the Eureka Forbes water Purifier from Retail Outlet was found 52% (13).The percentage of people who prefer to buy the Hul water Purifier from Retail Outlet was found 20 %( 5).The percentage of people who prefer to buy the Kent water Purifier from Retail Outlet was found 8% (2).The percentage of people who prefer to buy the Philips water Purifier from Retail Outlet was found 12% (3).The percentage of people who prefer to buy the whirlpool water Purifier from Retail Outlet was found 0 %( 0).The percentage of people who prefer to buy the any other water Purifier from Retail Outlet was found 8% (2)
105

B.Franchisee Dealer: Among the total 30 respondents The percentage of people who prefer to buy the Eureka Forbes water Purifier from Franchisee Dealer was found 49%(24).The percentage of people who prefer to buy the Hul water Purifier from Franchisee Dealer was found 14.3% (7).The percentage of people who prefer to buy the Kent water Purifier from Franchisee Dealer was found 8.2 % (4) .The percentage of people who prefer to buy the Philips water Purifier from Franchisee Dealer was found 10.2 %( 5).The percentage of people who prefer to buy the whirlpool water Purifier from Franchisee Dealer was found 8.2 % (4).The percentage of people who prefer to buy the any other water Purifier from Franchisee Dealer was found 10.2% (5) C.Demo at your door step: Among the total 40 respondents The percentage of people who prefer to buy the Eureka Forbes water Purifier from Demo at your door step was found 43.8% (7).The percentage of people who prefer to buy the Hul water Purifier from Demo at your door step was found 6.3 % (1).The percentage of people who prefer to buy the Kent water Purifier from Demo at your door step was found 12.5% (2) .The percentage of people who prefer to buy the Philips water Purifier from Demo at your door step was found 6.3 %( 1).The percentage of people who prefer to buy the whirlpool water Purifier from Demo at your door step was found 18.8 % (3).The percentage of people who prefer to buy the any other water Purifier from Demo at your door step was found 12.5% (2)

106

DATA ANALYSIS OF HUL SOAPS

1. After the survey (50 samples) the population understands the soap by its brands regarded with quality. The results are: I 30% known by the company name.

II 45% known by the quality of the soap. III 10% known by the identifying the name. IV 15% known by the types of the soaps.

107

50% 40% 30% 20% 10% 0% 1

Company name Quality of the soap Identifying name Types of the soap

According to the dealers mostly consumer uses. I II III IV V VI VII VIII IX HAMMAM 5% DETTOL 9% LUX 28% LIRIL 20% BREEZE 8% DOVE 3% PEARS 4% LIFEBOUY 13% NIRMA 14%
108

OTHERS 6%

30% 25% 20% 15% 10% 5% 0% 1

Hammam Dettol Lux Liril Breeze Dove Pears Lifebouy Nirma Others

109

3.

On what quality basis the consumers rates there present soapI II III IV Packaging of soap 15% Company name 20% Price of the soap 30% All of the above 35%

40% 30% 20% 10% 0% Packaging of soap Company name Price of the soap All of the above Series1

110

4.

How the consumers preferences changes? I. II. III. IV. Frequently changes the brands 10% Rarely changes the brands 40% Punctual on one brand 45% Changes according to the climatic situation 5%

40% 30% 20% 10% 0% Packaging of soap Company name Price of the soap All of the above Series1

111

5.

The factors which make the consumer to purchase the soap as rated. I. II. III IV Parent suggestion 35% Friends suggestion 15% T.V. advertisement 25% Owned suggestion 25%

40% 35% 30% 25% 20% 15% 10% 5% 0% 1 Parent suggestion Friends suggestion T.V. advertisement Owned suggestion

112

6.

After the survey of 50 samples I analyse that large family uses-. I. II. III IV V HUL 45% P&G 15% JOHNSON & JOHNSON 10% NIRMA 30% OTHERS 5%

45% 40% 35% 30% 25% 20% 15% 10% 5% 0% 1 HLL P&G Johnson & Johnson Nirma Others

113

7.

After the survey of 50 samples I analyse that small family uses-. I. II. III IV V HUL SOAPS 30% P&G 15% JOHNSON & JOHNSON 20% NIRMA 30% OTHERS 5%

35% 30% 25% 20% 15% 10% 5% 0% 1 HLL Soaps P&G Nirma Johnson & Johnson Others

114

Which companys advertisement do you more? i) HUL 59% ii) P&G 15% iii) Nirma 12% iv) Godrej 10% v) J&J 4%

115

116

KINDLY TICK the once consumers have heard of company according to you? i) vi) Lux 48% Hamam 6% ii) Doy iii) Dove iv) Cinthol 10% ix) Nivia 2% v) Dettol 9%

3% vii) Liril 7%

7% viii) Breeze 8%

117

8% 2% 7% 6% 48% 9%

10% 7% 3% D ove B reeze Cinthol Nivia D ettol

L ux H am am

D oy L iril

118

10 What are the factors consumer considered when they purchase the soap? Company name Past experience Price of soap Advertising

29%

28%

17% 26%

C pany Nam om e P tE as xperience

P rice of s oap Advertis ing

119

11

In the premium segmentation of the soap the rich people usesI. II. III IV Pears 30% Dove 55% Camey 10% Doy 5%

60% 50% 40% 30% 20% 10% 0% 1 Pears Dove Camey Doy

120

12

What are the factors that consumer considered when they purchase the soap? Parents suggestion Friend suggestion T.V. Ads

0 % 3% 6 4% 8

16 % Parents S g ug estion T.V.Ads F riend sug estion g S 4 lice

121

CONCLUSION
I had conducted the market survey in the town of Ahmedabad. I had chosen the product as Pure It because people are very cautious about their health these days and are very particular about their drinking water. In such a scenario most of the people are using water purifier. I was very lucky to join this company and learnt so many things, like punctuality, hard work, selling strategy of company etc. I had met different kinds of people, coming from different religion. Thus I came to know about the different views of these people. After the survey I came to a solution that the people of Ahmedabad are very much aware of Pure It water purifier and maximum of them are satisfied with the product. I came across some people who are using Pure It water Purifier for more than 2 years. Although maximum people are satisfied with the product but still there a pinch of dissatisfaction among some of the consumers. But the ratios of these people are negligible. The survey has showed and proved that Hindustan Uniliver Limited is enjoying a monopoly in the markets of Ahmedabad. Now a day, HUL is competing with Eureka Forbes. I have found out from the survey that people use the word Pure It as a generic name for all water purifiers no matter to which company and brand it belongs to. Moreover my survey has showed that most of the people are using Pure It water Purifier in their work place as well as in their homes. For Hul Soaps Heat and dust are integral part of Indian climate. This makes Indian as one of the ideal market for soaps and other cleaning products. As we know that the consumer keeps limited inventory of soap products and prefers to purchase them frequently, as and when required. Many of these products are perishable. The penetration of bathing soaps is 98% of all households. The research study shows that the per capita consumption of bathing soap is 513gm. So there is a very big market for soap in India. The total turnover of soap or market in India is 54 lakhs tone per annum and is increasing at the rate of 5% per
122

annum. In which HUL is the market leader with 59% of share followed by godrej. Other major players are Nirma Ltd., Colgate-Palmolive Ltd., Henkel-Spic India Ltd. The soap market is not only segmented on the basis of price and benefits but even a range of emotions within that outlining frame work. Therefore according to research done on the soap industries I have reached to the following conclusions soaps. design. 58% were male respondents and 42% were female. The age group of the respondents was highest between 20 30 years in the sample The frequent used soap was Lux (28%) then Nirma (14% the second position. The appealing factors are soaps were price which was followed by size then the medicinal qualities and so on. The person self was having the highest percent in decision making for buying

123

RECOMMENDATIONS
As per the survey done following were the recommendations of the survey: Price structure should be revised Customer service is something which company should pay more attention at. All models not available for display in retail outlets and also brochures should be made available.
Sales person at the retails counters should have proper knowledge

about the

product.

Should focus more on brand awareness. Technological & other aspects should be re considered and rechristened

124

BIBLIOGRAPHY

www.businessknowhow.com www.articlesnatch.com www.vmmg.net www.indiastat.com www.business.com www.bizgroethlive.com www.1888articles.com www.MastersofSuccess.biz www.EzineArticles.com www.getclientsnow.com

www.HUL.com www.gpcl.com www.jjibp.com www.nirma.com www.colgate.com

125

QUESTIONNAIRE Pure It Water Purifier OBJECTIVE: To do a in-depth survey of water purifiers available in the market and to arm you with the information with which you can select the best water purifier device suitable for your home. 1. Do you use any kind of water purifier at home? Yes No Kent water purifier Philips Any other 2. If yes, which company water purifier u have ? Eureka Forbes Hul Whirlpool yes the details ? Yes Yes No No Dont know 5. Does the water after purification taste good, is odourless, and looks clear? 6. What price do you think is appropriate for a water purifier? Rs 2000 Rs 5000 Rs 5000 Rs 10000 Rs 10000-15000 Rs More than 15000 7. Is your water purifier backed by dependable after sales service? Yes No One Year Two Year Visual Merchandising More than above Others 8. Does your water purifier comes with warranty if yes how much? Six month Road shows 9. Have you recently come across any kind of marketing activities for purifiers? 10. Where do you prefer to buy a water purifier from?
126

3. Does your water purifier consume electricity? No 4. Before buying any kind of water purifier do you want to see the demonstration or know

 Retail Outlets Franchisee dealers Price Name : Age : Sex:M/F Address: Occupation: Contact No: Health & Safety Both

Demo at your doorstep

11. While buying any water purifier what comes to your mind first?

QUESTIONNAIRE for HUL Sops

Information Requirement I. II. Consumer perception of brands and the important they attach the brand name. The extent to which the consumer thinks the following attributes company name, shape, skincare. III. IV. The buying process involved in the selection of soap. Consumer attitude towards retreating.

127

Questions1) which companys soap do consumer use regularly? HUL P&G Godrej Nirma What consumer understand by the term brand of soap? i) ii) iii) iv) 3) 4) Company Name Quality of the soap Identifying name Type of the soap J&J

2)

How many brands of soap you have in your retailer. How important is the brand name of a soap for the consumer? i) ii) iii) Not important Important Very important

5)

How consumer rate the present soap they are usingi) ii) iii) Packaging of soap Company name Price of the soap

6)

Are consumers satisfied with the overall performance of the brand of soap they are using? i) Satisfied ii) dissatisfied

7)

Have consumer ever talk or think of changing new brand of soap.

128

i) 8) 9)

Yes

ii)

No

Did consumers change both the soap at the same time and one time? How consumers decided that they need replacement of soap? i) Your friend ii) your own

10)

What are the factors that consumer considered when they purchase the soap? i) ii) iii) Parents suggestion Friend suggestion T.V. Ads

11)

In the premium segment which soap, the consumer uses? (i) Pears (ii) Dove (iii) Camey (iv) Doy What are the factors consumer considered when they purchase the soap? i) ii) iii) iv) Company name Price of soap Past experience Advertising

12)

14)

KINDLY TICK the once consumers have heard of company according to you?

i) vi)

Lux Hamam

ii) Doy vii) Liril

iii) Dove viii) Breeze

iv) Cinthol ix) Nivia

v)

Dettol

129

15)

Which companys advertisement do you more? i) HUL ii) P&G iii) Nirma iv) Godrej v) J&J

130