Beruflich Dokumente
Kultur Dokumente
Submitted to
Prestige Institute of Management & Research, Indore
Towards partial fulfilment for
The degree of
MASTER OF BUSINESS ADMINISTRATION (MBA)
Under the Guidance of
Prof. Sunil Kumar Verma
Submitted by:
Vibhor Khandelwal
Session: 2013-15
Prestige Institute of Management & Research, Indore (M.P.)
[An Institution approved by AICTE/UGC, Approved program
Affiliated to DAVV, INDORE]
PIMR, Indore
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Indore-452010
CERTIFICATE OF APPROVAL
We approve this Summer Project Report titled General Training at Hindustan Unilever
Limited with special reference to promotion and selling of vending machine as a
certified study in management carried out and presented in a manner satisfactory to warrant
its acceptance as a prerequisite for the award of Master Of Business Administration in
Marketing Management for which it has been submitted. It is understood that by this
approval we do not necessarily endorse or approve any statement made, opinion expressed or
conclusion drawn therein but approve the Summer Project Report only for the purpose it is
submitted.
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PREFACE
The project is a part of the academic curriculum required for the fulfilment of the two years
full time programme, pursuing Master of Business Administration in PRESTIGE
INSTITUTE OF MANAGEMENT AND RESEARCH, INDORE.
The project called Summer Internship Programme was undertaken at HINDUSTAN
UNILEVER LIMITED. The project aimed at analysing the market potential of HUL Vending
Products with respect to its competitors.
The study was carried out interacting closely with the sales team as well as distributors and
dealers of UJJAIN REGION. It also involved face to face interaction between different
customers and corporate individuals.
The project has shown a significant light on the market share of different products under
Vending Division (Lipton Tea, Bru Coffee, Taj Mahal Tea Bags and some other products)
with respect to its competitors like Nestle, Georgia, Wagh Bakri, and Amazon etc.
Academically, the project provides a unique opportunity to have an exposure to real life
business environment and to have an insight into the management ins and outs, thus helping
learning to be more purposeful and meaningful.
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ACKNOWLEDGEMENT
After the completion of Summer Internship Report work, words are not enough to express
our feelings about all those who helped us to reach our goal, feeling above this our
indebtedness to the almighty for providing us this moment in life.
First and foremost, we take this opportunity to express our deep regards and heartfelt
gratitude to our guide Prof. Sunil Kumar Verma, PIMR, Indore for his inspiring guidance
and timely suggestions in carrying out our internship successfully. He has also being a
constant source of inspiration for us. Working under his guidance has been an opportunity for
us to learn more and more.
We extend our deepest gratitude to Dr. Yogeshwari Phatak, Director, PIMR, Indore for
providing all the necessary facilities and true encouraging environment to bring out the best
of our endeavours.
Last but not the least we thank our family for their support, patience, blessings and
understanding while completing my research.
Vibhor Khandelwal
PIMR, Indore
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Guided by:
Prof. Sunil Kumar Verma
Date:
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DECLARATION
I, undersigned, hereby declare that the following project title:
General Training at HUL with Special Reference to SELLING OF VENDING
MACHINE is an authentic work done by me.
The information and data given in this report are true to the best of my knowledge.
I also acknowledge that I took the help of primary & secondary data collection through
various available resources.
VIBHOR KHANDELWAL
PIMR, Indore
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EXECUTIVE SUMMARY
Hindustan Unilever Limited is the Indian arm of the Anglo-Dutch Company UNILEVER.
Both Unilever & HUL have established themselves well in the Fast Moving Consumer Goods
(FMCG) category. Unilever is a multinational consumer goods company and its products are
grouped into 4 main segments: Personal Care, Home Care, Foods and Refreshment. Unilever
owns more than 400 brands among which the main selling ones are: Axe, Dove, Knorr,
Lipton, Lux, Surf, Sunsilk etc. Unilever was a result of the merger between the Dutch
Margarine Company, Margarine Unie, & the British soap maker, Lever Brothers, way back in
1930. For 84 years, Unilever was the undisputed market leader but now faces though
competition from Procter & Gamble and Colgate-Palmolive.
The project gives a comprehensive idea about the SALES AND PROMOTION OF
VENDING PRODUCT of one of the most important business sector in India, the FAST
MOVING CONSUMER GOODS (FMCG) sector. The project was an endeavour to study the
existing Vending Business and the Liptons presence in it.
The objective of the training was to identify customer requirement Lipton Tea/ Coffee
Vending Machine by the cold calling process, survey for promotion, using marketing
strategies and selling of tea / coffee vending machine in various organization & to study the
customer feedback process for installed machines at Ujjain City.
The summer training was conducted for 45 days at Ujjain city under the guidance of S.T.
Enterprises & HUL Vending Division Team from bottom to the top level key persons where I
was able to understand each & every small step with developed, forecast for the next
opportunities and the enhancement of the business with the help of clear aim & vision
resulting into Customer Satisfaction.
The task of installing a vending machine gets accomplice after several rounds of negotiations
the respective company representative is made acquainted with the benefit his organization
will get with Lipton. For this, a comprehensive cost-benefit has to be presented to him to
convert the prospect into key account of HUL. Once an order is placed, the Lipton crew along
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with the distributor installs the Lipton Vending Machine. Proper and regular technical support
and proper providing service of premixes are provided for machine.
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CONTENTS
CHAPTER
TITLE
PAGE No.
Chapter 1
9-65
1.1 Introduction
1.2 History
1.3 Vision & Mission
1.4 Organizational Structure
1.5 Financial Performance
1.6 Personnel Policies
1.7 Products & Services Offered
1.8 Areas of Operation
1.9 Vending Scenario In India
1.10
Technical Specification of Vending Machine
1.11
Competitor Products
Chapter 2
10
12
20
24
28
32
38
41
47
50
63
66-67
67
68-69
3. SWOT Analysis
69
Chapter 4
70-72
4.1 Conclusion
4.2 Suggestion
71
72
Chapter 5
73-74
5. Future implication of study
Chapter 6
74
75-76
76
Chapter 7
77-78
7. Recommendations
78
Chapter 8
79-80
8. Bibliography
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CHAPTER 1
1.1INTRODUCTION
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INTRODUCTION
Hindustan Unilever Limited (HUL) is India's largest Fast Moving Consumer Goods
Company with a heritage of over 80 years in India and touches the lives of two out of three
Indians.
HUL works to create a better future every day and helps people feel good, look good and get
more out of life with brands and services that are good for them and good for others.
With over 35 brands spanning 20 distinct categories such as soaps, detergents, shampoos,
skin care, toothpastes, deodorants, cosmetics, tea, coffee, packaged foods, ice cream, and
water purifiers, the Company is a part of the everyday life of millions of consumers across
India. Its portfolio includes leading household brands such as Lux, Lifebuoy, Surf Excel, Rin,
Wheel, Fair & Lovely, Ponds, Vaseline, Lakm, Dove, Clinic Plus, Sunsilk, Pepsodent,
Closeup, Axe, Brooke Bond, Bru, Knorr, Kissan, Kwality Walls and Pureit.
The Company has over 16,000 employees and has an annual turnover of INR 27408 crores
(financial year 2013 - 2014). HUL is a subsidiary of Unilever, one of the worlds leading
suppliers of fast moving consumer goods with strong local roots in more than 100 countries
across the globe with annual sales of 49.8 billion in 2013. Unilever has 67.25%
shareholding in HUL.
Hindustan Unilevers distribution covers over 1 million retail outlets across India directly and
its products are available in over 6.3 million outlets in the country, nearly 80% of all retail
outlets in India. The company claims that two out of three Indians uses its many home and
personal care products, foods and beverages. HUL works to create a better future everyday
and helps people feel good, look good and get more out of life with brands and services that
are
good
for
them
and
good
for
others.
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1.2 HISTORY
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HISTORY
In the summer of 1888, visitors to the Kolkata harbour noticed crates full of Sunlight soap
bars, embossed with the words "Made in England by Lever Brothers". With it began an era of
marketing branded Fast Moving Consumer Goods (FMCG).
Followed by Lifebuoy in 1895 and other
famous brands like Pears, Lux and Vim,
Vanaspati was launched in 1918 and the famous
Dalda brand came to the market in 1937.
In 1931, Unilever set up its first Indian
subsidiary, Hindustan Vanaspati Manufacturing
Company, followed by Lever Brothers India
Limited (1933) and United Traders Limited
(1935). These three companies merged to form
HUL in November 1956; HUL offered 10% of
its equity to the Indian public, being the first
among the foreign subsidiaries to do so.
Unilever now holds 67.25% equity in the
company. The rest of the shareholding is distributed among about three lakh individual
shareholders and financial institutions.
The erstwhile Brooke Bond's presence in India dates back to 1900. By 1903, the company
had launched Red Label tea in the country. In 1912, Brooke Bond & Co. India Limited was
formed. Brooke Bond joined the Unilever fold in 1984 through an international acquisition.
The erstwhile Lipton's links with India were forged in 1898. Unilever acquired Lipton in
1972 and in 1977 Lipton Tea (India) Limited was incorporated.
Pond's (India) Limited had been present in India since 1947. It joined the Unilever fold
through an international acquisition of Chesebrough Pond's USA in 1986.
Since the very early years, HUL has vigorously responded to the stimulus of economic
growth. The growth process has been accompanied by judicious diversification, always in
line with Indian opinions and aspirations.
The liberalisation of the Indian economy, started in 1991, clearly marked an inflexion in
HUL's and the Group's growth curve. Removal of the regulatory framework allowed the
company to explore every single product and opportunity segment, without any constraints
on production capacity.
Simultaneously, deregulation permitted alliances, acquisitions and mergers. In one of the
most visible and talked about events of India's corporate history, the erstwhile Tata Oil Mills
Company (TOMCO) merged with HUL, effective from April 1, 1993. In 1996, HUL and yet
another Tata company, Lakme Limited, formed a 50:50 joint venture, Lakme Unilever
Limited, to market Lakme's market-leading cosmetics and other appropriate products of both
the companies. Subsequently in 1998, Lakme Limited sold its brands to HUL and divested its
50% stake in the joint venture to the company.
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HUL formed a 50:50 joint venture with the US-based Kimberly Clark Corporation in 1994,
Kimberly-Clark Lever Ltd, which markets Huggies Diapers and Kotex Sanitary Pads. HUL
has also set up a subsidiary in Nepal, Unilever Nepal Limited (UNL), and its factory
represents the largest manufacturing investment in the Himalayan kingdom. The UNL factory
manufactures HUL's products like Soaps, Detergents and Personal Products both for the
domestic market and exports to India.
The 1990s also witnessed a string of crucial mergers, acquisitions and alliances on the Foods
and Beverages front. In 1992, the erstwhile Brooke Bond acquired Kothari General Foods,
with significant interests in Instant Coffee. In 1993, it acquired the Kissan business from the
UB Group and the Dollops Icecream business from Cadbury India.
As a measure of backward integration, Tea Estates and Doom Dooma, two plantation
companies of Unilever, were merged with Brooke Bond. Then in 1994, Brooke Bond India
and Lipton India merged to form Brooke Bond Lipton India Limited (BBLIL), enabling
greater focus and ensuring synergy in the traditional Beverages business. 1994 witnessed
BBLIL launching the Wall's range of Frozen Desserts. By the end of the year, the company
entered into a strategic alliance with the Kwality Icecream Group families and in 1995 the
Milk food 100% Icecream marketing and distribution rights too were acquired.
Finally, BBLIL merged with HUL, with effect from January 1, 1996. The internal
restructuring culminated in the merger of Pond's (India) Limited (PIL) with HUL in 1998.
The two companies had significant overlaps in Personal Products, Speciality Chemicals and
Exports businesses, besides a common distribution system since 1993 for Personal Products.
The two also had a common management pool and a technology base. The amalgamation was
done to ensure for the Group, benefits from scale economies both in domestic and export
markets and enable it to fund investments required for aggressively building new categories.
In January 2000, in a historic step, the government decided to award 74 per cent equity in
Modern Foods to HUL, thereby beginning the divestment of government equity in public
sector undertakings (PSU) to private sector partners. HUL's entry into Bread is a strategic
extension of the company's wheat business. In 2002, HUL acquired the government's
remaining stake in Modern Foods.
In 2003, HUL acquired the Cooked Shrimp and Pasteurised Crabmeat business of the
Amalgam Group of Companies, a leader in value added Marine Products exports.
HUL launched a slew of new business initiatives in the early part of 2000s. Project Shakti
was started in 2001. It is a rural initiative that targets small villages populated by less than
5000 individuals. It is a unique win-win initiative that catalyses rural affluence even as it
benefits business. Currently, there are over 45,000 Shakti entrepreneurs covering over
100,000 villages across 15 states and reaching to over 3 million homes.
In 2002, HUL made its foray into Ayurvedic health & beauty centre category with the Ayush
product range and Ayush Therapy Centres. Hindustan Unilever Network, Direct to home
business was launched in 2003 and this was followed by the launch of Pureit water purifier
in 2004.
In 2007, the Company name was formally changed to Hindustan Unilever Limited after
receiving the approval of share holders during the 74th AGM on 18 May 2007. Brooke Bond
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and Surf Excel breached the Rs 1,000 crores sales mark the same year followed by Wheel
which crossed the Rs.2000 crores sales milestone in 2008.
On 17th October 2008, HUL completed 75 years of corporate existence in India.
In January 2010, the HUL head office shifted from the landmark Lever House, at Backbay
Reclamation, Mumbai to the new campus in Andheri (E), Mumbai.
On 15th November, 2010, the Unilever Sustainable Living Plan was officially launched in
India at New Delhi.
In March, 2012 HULs state of the art Learning Centre was inaugurated at the Hindustan
Unilever campus at Andheri, Mumbai.
In April, 2012, the Customer Insight & Innovation Centre (CIIC) was inaugurated at the
Hindustan Unilever campus at Andheri, Mumbai
HUL completes 80 years of corporate existence in India on October 17, 2013.
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MILESTONES
Sunlight soap introduced in India.
Lifebuoy soap launched; Lever Brothers appoints agents in Mumbai, Chennai,
Kolkata, and Karachi.
Pears soap introduced in India.
Brooke Bond Red Label tea launched.
Lux flakes introduced.
Vim scouring powder introduced.
Vinolia soap launched in India.
Vanaspati introduced by Dutch margarine manufacturers like Van den Berghs,
Jurgens, Verschure Creameries, and Hartogs.
Rinso soap powder introduced.
Gibbs dental preparations launched.
Lever Brothers gets full control of North West Soap Company.
Hartogs registers Dalda Trademark.
Unilever is formed on January 1 through merger of Lever Brothers and Margarine
Unie.
Hindustan Vanaspati Manufacturing Company registered on November 27; Sewri
factory site bought.
Vanaspati manufacture starts at Sewri.
Application made for setting up soap factory next to the Vanaspati factory at
Sewri; Lever Brothers India Limited incorporated on October 17.
Soap manufacture begins at Sewri factory in October; North West Soap Company's
Garden Reach Factory, Kolkata rented and expanded to produce Lever brands.
United Traders incorporated on May 11 to market Personal Products.
Mr. Prakash Tandon, one of the first Indian covenanted managers, joins HVM.
Garden Reach Factory purchased outright; concentration on building up Dalda
Vanaspati as a brand.
Agencies in Mumbai, Chennai, Kolkata and Karachi taken over; company acquires
own sales force.
Unilever takes firm decision to "train Indians to take over junior and senior
management positions instead of Europeans".
Personal Products manufacture begins in India at Garden Reach Factory.
Reorganisation of the three companies with common management but separate
marketing operations.
Pond's Cold Cream launched.
Mr. Prakash Tandon becomes first Indian Director. Shamnagar, Tiruchy, and
Ghaziabad Vanaspati factories bought.
65% of managers are Indians.
Three companies merge to form Hindustan Unilever Limited, with 10% Indian
equity participation.
Unilever Special Committee approves research activity by Hindustan Unilever.
Research Unit starts functioning at Mumbai Factory.
Surf launched.
Mr. Prakash Tandon takes over as the first Indian Chairman; 191 of the 205
managers are Indians.
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1962
1963
1964
1965
1966
1967
1968
1969
1971
1973
1974
1975
1976
1977
1978
1979
1980
1982
1984
1986
1988
1990
1991
1992
1993
1994
1995
1996
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1996
1997
1998
2000
2002
Lever Ltd.; HUL enters branded staples business with salt; HUL recognised as
Super Star Trading House.
Mr. K. B. Dadiseth takes over as Chairman from Mr. S. M. Datta; Merger of Group
company, Brooke Bond Lipton India Limited, with HUL, with effect from January
1; HUL introduces branded atta; Surf Excel launched.
Unilever sets up International Research Laboratory in Bangalore; new Regional
Innovation Centres also come up.
Group company, Pond's India Ltd., merges with HUL with effect from January 1,
1998. HUL acquires Lakme brand, factories and Lakme Ltd.'s 50% equity in
Lakme Lever Ltd.
Mr. M. S. Banga takes over as Chairman from Mr. K. B. Dadiseth, who joins the
Unilever Board; HUL acquires 74% stake in Modern Food Industries Ltd., the first
public sector company to be disinvested by the Government of India.
HUL enters Ayurvedic health & beauty centre category with the Ayush range and
Ayush Therapy Centres.
Launch of Hindustan Lever Network; acquisition of the Amalgam Group
2003
Pureit test marketing in Chennai
2004
Brooke fields food operations moved to Mumbai
2006
2007
2008
2010
2013
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1.
2.
3.
4.
6.
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MISSION
Page 19
VISION
7.
8.
Unilever is a unique company, with a proud history and a bright future. We have
ambitious plans for sustainable growth and an intense sense of social purpose. We
meet everyday needs for nutrition; hygiene and personal care with brands that help
people feel good, look good and get more out of life. Sustainability is at the heart of
our business, and through our brands, we seek to inspire people to take small
everyday actions that can add up to a big difference for the world.
9.
10.
11.
towards everyone we work with, the communities we touch, and the environment on
which we have an impact.
12.
This is our road to sustainable, profitable growth, creating long-term value for our
shareholders, our people, and our business partners.
13.
A CLEAR DIRECTION
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14.
better future every day, with brands and services that help people feel good, look
good, and get more out of life.
15.
In 2009, we launched The Compass our strategy for sustainable growth. It sets
out our clear and compelling vision to double the size of the business, while reducing
our environmental footprint and increasing our positive social impact and gives life
to our determination to build a sustainable business for the long term. This is
captured in the Unilever Sustainable Living Plan.
16.
By combining our multinational expertise with our deep roots in diverse local
17.
And by leveraging our global reach and inspiring people to take small, everyday
18.
"We cannot close our eyes to the challenges that the world faces. Business must
19.
But this means that business has to change. The Unilever Sustainable Plan is a
blueprint for sustainable growth. And in 2014 we are strengthening our Plan with
new commitments to drive further transformational change.
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20.
21.
around the world with the products they need to look good, feel good and get more
out of life.
22.
Five key priorities provide the foundation for our brands campaigns. Read some
23.
Our oral care brands Signal and Close-Up encourage children to brush their teeth day and
night for optimal dental health. We also partner the FDI World Dental Federation, supporting oral
health programmes around the world.
Brands such as Omo and Persil have helped parents believe the unconventional
philosophy that Dirt is good. Children learn through play, and mud spatters and grass stains can
easily be removed with effective laundry products.
Unilever also partners the World Food Programme and launched the Together for Child
Vitality initiative to bring our expertise in nutrition to children in some of the worlds poorest
countries.
24.
A HEALTHIER FUTURE
Our Flora/Becel margarine brands have been scientifically proven to help reduce
cholesterol levels
Vaseline has launched the Vaseline Skin Care Foundation, providing research into skin
conditions and support for people affected by them
Lifebuoy soap has long had a presence in developing markets around the world, and its
campaign to promote hand washing with soap was celebrated by 200 million people across 53
countries in 2013.
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25.
Doves Campaign for Real Beauty uses real women instead of models in its advertising
campaigns. The brand has also launched the Dove Self Esteem Fund which educates and inspires
millions of young women
Our Sunsilk hair care brand has partnered some of the worlds leading hair specialists to
co-create formulas tailored to treat conditions such as hair-fall, frizz, limp locks and
uncontrollable curls
26.
Were aiming to grow our business while reducing our environmental footprint and
working across the supply chain for every brand to do so
Our Laundry brands, including Surf, Omo, Persil and Comfort, have launched the
Cleaner Planet Plan together, encouraging consumers to change their laundry habits to reduce
water and energy consumption
Our Lipton tea brand backs sustainable forest management projects in Africa
27.
Many of our brands contain ethically and sustainably sourced ingredients that are
independently certified
Among these are Lipton tea, which is accredited by the Rainforest Alliance, and Ben &
Jerrys ice cream, which includes Fair-trade vanilla and almonds in various flavours
Around half our raw materials come from agriculture and forestry, so were working
towards making our key crops 100% sustainable.
28.
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29.
30.
MISSION
Unilevers mission is to add vitality to life they meet everyday needs for nutrition,
hygiene and personal cares with brands that help people feel good, look good and get
more out of life.
31.
32.
33.
PRINCIPLES OF HUL
34.
35.
Conducting our operations with integrity and with respect for the
many people, organizations and environments our business touches
has always been at the heart of our corporate responsibility .
36.
Positive impact
37.
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38.
Continuous commitment
39.
40.
41.
42.
43.
We want to work with suppliers who have values similar to our own
and work to the same standards we do. Our Business partner code,
aligned to our own Code of business principles, comprises ten
principles covering business integrity and responsibilities relating to
employees, consumers and the environment.
44.
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45.
46.
47.
48.
49.
50.1.4
ORGANIZATIONAL
STRUCTURE
51.
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52.
53.
ORGANIZATIONAL STRUCTURE
(FMCG) Company. It is present in Home & Personal Care and Foods & Beverages
categories. HUL has over 16,500 employees, including over 1500 managers.
54.
55.
The Board
56.
57.
58.
59.
Mr. Harish Manwani (60) assumed charge as the Non-Executive Chairman of the Company with
effect from 1st July, 2005. He is also the Chief Operating Officer of Unilever and a member of
Unilever Leadership Executive (ULE).
60.
61.
62.
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63.
64.
Mr. Sanjiv Mehta (53) joined the Board of the Company in October 2013.
He is also the Executive Vice President for Unilever in South Asia and a
member of Unilevers Global Market Executive.
65.
66.
67.
68.
69.
Mr. P. B. Balaji (44) joined the Company as a Management Trainee in May 1993 and has worked in
number of roles in finance and supply chain over a period of 20 years.
70.
71.
72.
73.
74.
75.
Mr. Pradeep Banerjee (55) joined the Company as a Management Trainee in 1980.
76.
77.
78.
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79.
80.
81.
82.
83.
84.
85.
86.
87.
Mr. Aditya Narayan (62) began his career as a Management Trainee with ICI India Limited (now
Akzo Nobel India Limited) in 1973.
88.
89.
90.
91.
92.
93.
94.
Mr. S. Ramadorai (69) has been in public service since February 2011, currently acting as Chairman
of National Skill Development Agency (NSDA) in the rank of a Cabinet Minister.
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95.
96.
97.
98.
99.
100.
101.
Mr. O. P. Bhatt (63) is the former Chairman of SBI (State Bank of India). In the 36 years that Mr.
Bhatt served at SBI, he worked on several important national and international assignments.
102.
103.
104.
105.
106.
107.
108.
Dr. Sanjiv Misra (66) is a retired Indian Administrative Services (IAS) officer and a former member of
the 13th Finance Commission, a constitutional position with the rank of a Minister of State.
109.
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110.
Management Committee
111.
112.
113.
114.
115.
Mr. Sanjiv Mehta (53) joined the Board of the Company in October 2013. He is also the Executive
Vice President for Unilever in South Asia and a member of Unilevers Global Market Executive.
116.
117.
118.
119.
period of 20 years.
120.
121.
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122.
123.
124.
125.
Mr. Hemant Bakshi (50) joined the Company in June 1989 and has worked in various sales and
marketing assignments spanning across Personal Products and Home Care categories.
126.
127.
128.
129.
130.
Mr. Pradeep Banerjee (55) joined the Company as a Management Trainee in 1980.
131.
132.
133.
134.
135.
136.
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137.
138.
139.
140.
141.
142.
143.
144.
Ms. Geetu Verma (48) has over twenty five years of marketing, business and innovation experience in
leading FMCG firms P&G, Seagram, PepsiCo in India and Europe.
145.
146.
147.
148.
149.
150.
Mr. Manish Tiwary (42) joined the Company in June 1995 and has worked in various sales, marketing
and general management assignments across HUL.
151.
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152.
153.
154.
155.
156.
Mr. BP Biddappa (47) joined Hindustan Unilever Limited in 1992. He has held global positions for
Unilever - with Unilever Maghreb (Casablanca), Unilever Bangladesh as HR Director and then in
Unilever Asia, Singapore as Vice President, Human Resources for the Supply Chain in Asia, Africa
and Russia.
157.
158.
159.
160.
161.
162.
163.
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Page 34
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Page 35
167.
168.
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FINANCIAL PERFORMANCE
Page 36
169.
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Page 37
170.
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171.
172.
173.
174.
FINANCIAL POSITION
Balance sheet
(Rs crore)
175.
Mar
176.
M
ar
'
13
177.
Mar
178.
Mar
179.
Mar
185.
216.1
186.
215.9
187.
218.1
191.
197.
203.
3,296
192.
198.
204.
2,443
193.
199.
205.
2,364
210.
216.
222.
3,512
211.
217.
223.
2,659
212.
218.
224.
2,582
230.
3,564
231.
3,531
232.
3,581
236.
242.
1,416
237.
243.
1,362
238.
0.67
244.
1,419
248.
249.
250.
180.
181.
182.
Sources of funds
Owner's fund
Equity
share
capital
183.
216.2
184.
188.
Share application
money
Preference share
capital
Reserves
&
surplus
189.
195.
201.
3,060
190.
21
6.2
5
-
196.
202.
2,4
57.
77
208.
214.
220.
3,277
209.
215.
221.
2,6
74.
02
228.
4,162
229.
234.
240.
1,740
235.
3,8
68.
95
-
246.
247.
194.
200.
206.
207.
Loan funds
Secured loans
213.
Unsecured loans
219.
Total
225.
226.
227.
Uses of funds
Fixed assets
Gross block
233.
Less : revaluation
reserve
Less
:
accumulated
depreciation
Net block
239.
245.
PIMR, Indore
241.
Page 39
1,5
76.
05
2,2
2,422
92.
90
21
5.6
4
2,3
30.
66
2,147
2,169
2,161
254.
215.4
255.
288.7
256.
273.9
260.
2,438
261.
1,260
262.
1,264
6,6
73.
27
8,8
38.
45
2,1
65.
18
-
267.
6,157
268.
6,444
269.
5,818
273.
7,445
274.
7,503
275.
6,935
279.
-
280.
-
281.
-
285.
-
286.
-
287.
-
251.
Capital work-inprogress
252.
319.7
253.
257.
Investments
258.
3,094
259.
263.
264.
265.
7,162
266.
270.
Less : current
liabilities
&
provisions
Total net current
assets
271.
9,721
272.
277.
-
278.
Miscellaneous
expenses
not
written
Total
283.
-
284.
289.
3,277
290.
2,6
74.
02
291.
3,51
292.
2,659
293.
2,582
296.
605.0
297.
298.
153.3
299.
108.9
300.
466.4
302.
2,592
303.
51
5.
87
1,
98
2.
78
89
4.
21
21
62
4.
72
304.
2,469
305.
1,279
306.
953.5
310.
1,009
311.
922.9
312.
468.4
316.
2161
317.
2159
318.
2181
276.
282.
288.
294.
295.
301.
Notes:
Book value of
unquoted
investments
Market value of
quoted
investments
307.
Contingent
liabilities
308.
991.2
309.
313.
Number of equity
shares
outstanding
( Lakh )
314.
2162
315.
319.
PIMR, Indore
Page 40
320.
321.
322.
323.
Page 41
329.
330.
331.
332.
333.
334.
RECRUITMENT PROCESS
a career made by you. Working at HUL offers unique opportunities for personal and
professional development, along with several benefits and a work culture that
embraces diversity. So whether youre looking for an internship, post graduate
opportunities, or a job opening to progress your professional career, at HUL you can
shape your own career growth path. Find a job that you love, excel in and is
rewarding as you work with the brands and people that drive our sustainable business
growth.
335.
HUL believe in investing in the future. This helps achieve our mission
double the size of the business while reducing environmental impact. Their
investment - You. Whether youre a post graduate looking for on-job training through
our Future Leaders Programme, or a student looking for a hands-on internship, our
programmes help build leaders of tomorrow.
336.
challenging projects and gain experience at one of the leading consumer goods
companies. The training will help you learn to take calculated risks, cope with
corporate pressures and hone your leadership skills. At HUL, we build better futures.
PIMR, Indore
Page 42
337.
predefined best practices for its recruitment and selection process. The HR managers
at HUL do the personnel planning or the vacancy planning through the below
resources.
338.
339.
340.
341.
342.
The internet
On campus recruitment
343.
344.
345.
Safety Principles
346.
by
following
eight
Principles.
These Principles have the same status as the Company's Code of Business Principles:
Page 43
347.
This document will form the basis for the concerned Line / Organisations
349.
asset and is committed to a safe and healthy work environment impacting those
working on, visiting or living near our operations. Management at all levels will be
responsible and will be held accountable for the occupational safety and health
performance of the Company. At the same time it is the duty of every employee to
work in a safe manner so as not to endanger himself / herself or his/her colleagues at
work and during travel. This is a condition of employment.
350.
Integrate safety into all business processes. Proactively evaluate risk of occupational
injury / illness and implement actions to mitigate the risk.
Design, adapt, operate and maintain technology, plants and other facilities within the
designated safety criteria throughout their working life.
Develop, introduce and maintain safety and health management systems across the
Company to meet concern standards as well as statutory requirements for safety and health.
Verify compliance with these standards through regular auditing.
Set continual improvement objectives and targets and review these periodically to ensure
that these are being met at the individual unit and corporate levels.
PIMR, Indore
Page 44
351.
Where does this policy apply?
Sites of associates with HUL holding > 24% while carrying out operations of making,
handling, using, transporting, selling or disposing off of our products
352.
353.
All Company organised business events i.e. training programmes, conferences, business
related get-togethers, annual sports etc.
PIMR, Indore
Page 45
354.
Implementation Responsibility
355.
Every site shall prepare a responsibility matrix with respect to this Policy. Such SHE
responsibilities shall form an integral part of overall job responsibilities of all
employees.
All Unilever and HUL Standards, Rules and Procedures on Occupational Safety and
Health, including those that may be specific to a site are integral to this Policy and its
implementation. All employees are required to ensure strict adherence.
356.
357.
358.
interventions are planned for identified groups, which get rolled out in a phased
manner through training calendar.
359.
The training and development program is charted out to cover the number
of trainees, existing staff. The programs also cover the identification of resource
personnel for conducting development program, frequency of training and
development programs and budget allocation.
360.
job requirement and analysis. Selection of trainees is also facilitated by job analysis.
361.
requirements. The internal training department aims at improving the skill sets
relevant to the work profile of employees. This includes improving communication,
Different skills, E-mail programming, Operation systems.
362.
The design of the training program can be undertaken only when a clear
training objective has been produced. The training objective clears what goal has to
PIMR, Indore
Page 46
be achieved by the end of training program i.e. what the trainees are expected to be
able to do at the end of their training. Training objectives assist trainers to design the
training program.
363.
364.
365.
366.
Training Design:-
367.
368.
369.
Age, experience, needs and expectations of the trainees are some of the
370.
371.
372.
373.
background of trainees must be kept in mind in order to get the right pitch to the
design of the program.
PIMR, Indore
Page 47
374.
375.
Training strategies Once the training objective has been identified, the
trainer translates it into specific training areas and modules. The trainer prepares the
priority list of about what must be included, what could be included.
376.
377.
content to be delivered.
378.
Trainers break the content into headings, topics and ad modules. These
topics and modules are then classified into information, knowledge, skills, and
attitudes.
379.
380.
manner:
381.
382.
383.
384.
385.
PIMR, Indore
Dependent relationship
Page 48
386.
387.
Training tactics Once the objectives and the strategy of the training
program becomes clear, trainer comes in the position to select most appropriate
tactics or methods or techniques. The method selection depends on the following
factors:
388.
389.
390.
391.
392.
393.
394.
395.
Trainees background
Time allocated
396.
397.
Page 49
training program is complete without an element of education. Hence we can say that
Training is offered to operatives.
398.
399.
400.
401.
402.
Carrier Development:-
Hindustan Unilever provided both vertical and lateral growth prospects for
its employees in all the business units present in India. India was one of few
countries where all the different business divisions Research, Development,
Testing, Consulting, Sales & Marketing, and
403.
404.
405.
PIMR, Indore
Page 50
406.
407.
408.
PIMR, Indore
Page 51
413.
414.
415. Advantages of this product:
416.
Hot tea and coffee on your fingertips for 24 hours that too economic.
Home like tea- coffee without gas stove, utensils and efforts
PIMR, Indore
Page 52
417.
418. Usefulness
419.
Pan-cold Drink shops, hotels, guest houses, meeting hall, cinema hall
Canteen, fast food restaurant, cyber cafe and public places like clubs
PIMR, Indore
Page 53
422.
423.
424. There are many machines available details below:
425.
426.
Machine
Details
427. 2 Lane Machine (cute
428. Rs.14500/-
model)
429. 2 Lane Machine
430. Rs.15500/-
(regular model)
431. 3 Lane Machine
432. Rs.17000/-
434. Rs.19500/-
Price
435.
436.
437.
PIMR, Indore
Page 54
438. CONSUMABLE
439. PACK.
440.
441.
(RS.)
LIPTON
CARDAMOM TEA
444.
LIPTON
447.
LIPTON
DIET WHITENER
450.
RATE/PACK
TAJ
MAHAL TEA
442.
443.
315
446.
265
449.
360
452.
130
455.
300
458.
600
461.
245
464.
315
KG
445.
KG
448.
50GM.
451.
00s
BAGS
453.
BRU
COFFEE PREMIX
456.
KNORR
TOMATO SOUP
459.
LIPTON
NORMAL SUGAR
454.
KG
457.
KG
460.
KG
DW
462.
LIPTON
MASALA TEA
PIMR, Indore
463.
KG
Page 55
465.
466.
467.
468.
PIMR, Indore
Page 56
470.
471.
Areas of Operation
472.
Hindustan
Unilever
Limited
(HUL)
is
India's
largest
Fast
Moving Consumer Goods Company with a heritage of over 75 years in India and
touches the lives of two out of three Indians.
473.
HUL works to create a better future every day and helps people feel good,
look good and get more out of life with brands and services that are good for them
and good for others.
474.
476.
OOH is an arm of HUL- Foods business that caters to the on-premise F&B
requirements, using state-of-the-art vending machines, like tea vending and coffee
vending machines with branded premixes enabling people to sip their favourite
beverages when outside the comfort of their homes. So whether one is at work, or at
a mall / multiplex, or in a college cafeteria, or simply waiting at the airport / railway
station, they can enjoy their favourite drink at the push of a button.
477.
PIMR, Indore
Page 57
478.
beverage experience while they are Out of Home, at work, wait and play. We
reach our customer beyond their homes, and offer quality service and products.
479.
1. Vending
2. Institutional Bulk Supplies
3. Unilever Foods Solution
4. Experience
480.
481.
482.
483. Where we work
484.
485.
486. Fighting malnutrition
PIMR, Indore
Page 58
487.
488.
489.
490.
491. Unilever Sustainable Living Plan
492.
PIMR, Indore
Page 59
493.
Unilever will double the proportion of its portfolio that meets the
highest nutritional standards based on globally recognised dietary
guidelines. This will help hundreds of millions of people to achieve a
healthier diet.
494.
495.
PIMR, Indore
Page 60
498.
499.
500.
501.
502.
PIMR, Indore
Page 61
503.
PIMR, Indore
Page 62
504.
505.
HOME CARE
506.
507.
508.
509.
PIMR, Indore
Page 63
510.
511.
PIMR, Indore
Page 64
512.
513.
PERSONAL CARE
514.
PIMR, Indore
Page 65
515.
516.
517.
518.
Page 66
520.
521.
rural areas. India is the largest producer of tea in the world accounting for 28% of the
total global production, at 857 million kgs. Apart from the major tea players in the
country like Brooke Bond, Lipton, etc now metro, cash and carry India, the
international leader in sell-service wholesale, is also offering its range of premium
tea bags under its H-line and HORECA select brands to cater to the table and kitchen
needs of the hospitality industry.
522.
Popular flavours in tea are cardamom, ginger, masala, lemon and green
tea. With increasing awareness about the health benefits of tea in terms of its
antioxidant qualities, consumption of various varieties of tea is expected to increase
even more. India is the sixth prime producer of coffee in the world after Brazil,
Vietnam, Columbia, Indonesia and Ethiopia. The country accounts for around 4.5%
of the global coffee production. Much of the coffee production takes place in the
southern states of the country and in the hilly regions of Assam, Nagaland and
Arunachal Pradesh. India is famed for its Monsoon Malabar variety.
523.
institutes, etc give huge consumer base which earlier was scattered and was being
served by various retailers and roadside Chaiwallas with no guarantee of being
served by a particular companys products always. By installing vending machines in
offices, companies, and institutes, food & beverage companies are consolidating their
consumer base as on an average 2 out of 4 times a consumer consume a particular
companys product only. This step also helps in brand building for companies as their
vending machines will substantially increase brand visibility and brand recall of their
products.
524.
1. HUL
2. Nestle
3. Cafe Coffee Day
PIMR, Indore
Page 67
4. Godrej
5. Georgia
6. Amazon
PIMR, Indore
Page 68
525.
526.
527.
528.
529.
TIME SAVING
COST SAVING
VARIETY CHOICE
EASY TO USE
HYGIENIC
LOW MAINTENANCE
RELIABLE
530.
531.
532.
WIDE COVERAGE
STRONG RESOURCING
SAFETY
QUALITY
CONSISTENCY
PIMR, Indore
Page 69
533.
534.
535.
536.
537.
538.
539.
540. 1.10 TECHNICAL
SPECIFICATIONS OF
VENDING MACHINE
PIMR, Indore
Page 70
541.
542.
543.2 Lane Cute Model
PIMR, Indore
Page 71
544.
545.
Specifications
546.
Model Details
547.
549.
No. Of Options
551.
553.
555.
557.
Weight of Machine
558.
18 Kg
559.
Max. Load
560.
1.4 kw
561.
Power Supply
563.
Auto Cleaning
565.
Water Filling
567.
Machine Body
569.
548.
220*440*625
550.
552.
554.
1.2 Kg each
03-05 Cups
562.
566.
Yes
Bubble Top
568.
GI Sheet
570.
Top Cover
571.
Tray
573.
Boiler Capacity
575.
Mixing Unit
577.
Temperature Interlocking
578.
No
579.
580.
Yes
581.
582.
Yes
583.
584.
Yes
PIMR, Indore
572.
GI Sheet
574.
Moulded
Page 72
585.
PIMR, Indore
586.
Page 73
Yes
587.
588.
589.2 Lane Robo Model
590.
592.
Specifications
591.
PIMR, Indore
Page 74
593.
Model Details
330*430*620
594.
No. Of Options
596.
598.
600.
602.
Weight of Machine
603.
28 Kg
604.
Max. Load
605.
2.2 kw
606.
Power Supply
608.
Auto Cleaning
610.
Water Filling
612.
Machine Body
614.
595.
597.
599.
1.2 Kg each
04-06 Cups
607.
611.
Yes
Bubble Top
613.
GI Sheet
615.
Top Cover
617.
Stainless Steel
616.
Tray
618.
Boiler Capacity
620.
Mixing Unit
622.
Temperature Interlocking
623.
Yes
624.
625.
Yes
626.
627.
Yes
628.
629.
Yes
630.
631.
Yes
619.
632.
PIMR, Indore
Moulded
Page 75
633.
634.3 Lane Model
635.
Specifications
636.
637.
639.
No. Of Options
641.
PIMR, Indore
638.
Model Details
330*430*620
640.
Page 76
642.
1.2 Kg each
643.
645.
647.
Weight of Machine
648.
28 Kg
649.
Max. Load
650.
2.2 kw
651.
Power Supply
653.
Auto Cleaning
655.
Water Filling
657.
Machine Body
659.
644.
04-06 Cups
652.
656.
Yes
Bubble Top
658.
GI Sheet
660.
Top Cover
661.
Tray
663.
Boiler Capacity
665.
Mixing Unit
667.
Temperature Interlocking
668.
Yes
669.
670.
Yes
671.
672.
Yes
673.
674.
Yes
675.
676.
Yes
PIMR, Indore
662.
Stainless Steel
664.
Moulded
Page 77
677.
Specifications
680.
PIMR, Indore
Page 78
682.
Model Details
400*450*620
mm
683.
No. Of Options
685.
687.
689.
691.
Weight of Machine
692.
30 Kg
693.
Max. Load
694.
2.2 kw
695.
Power Supply
697.
Auto Cleaning
699.
Water Filling
701.
Machine Body
703.
684.
686.
688.
1.2 Kg each
04-06 Cups
696.
700.
Yes
Bubble Top
702.
GI Sheet
704.
Top Cover
705.
Tray
707.
Boiler Capacity
709.
Mixing Unit
711.
Temperature Interlocking
712.
Yes
713.
714.
Yes
715.
716.
Yes
717.
718.
Yes
719.
720.
Yes
PIMR, Indore
706.
Stainless Steel
708.
Stainless Steel
2.6 Litres. (Insulated)
710.
Page 79
721.
722. TEA AND COFFEE PREMIXES
723.
beautiful blend of unique flavours; it will be hard to go back. From the biggest
coffee, tea and tea bag manufacturers; we offer the best coffee and instant tea
premixes.
724.
725.
726. Bru Coffee Premix
727.
With
the
launch
of
launch
of
instant
coffee
of
aromatic
728.
PIMR, Indore
Page 80
coffee
729.
730. Bru Hot Coffee Premix
731.
BRU
Hot
Coffee
Specially
prepared
for
flavours,
colors
and
preservatives.
732.
733.
734. Knorr
Powder(Vending)
Soup
735.
736. Soup are the starter that are had
before the main course. But people
all over the world have soups as
snack. We offer nutritionally rich
tomato soup powder that are mixed
in boi;ed water and served hot. The
delicious soup mixes offered by us are prepared from fresh
vegitable and spices.
PIMR, Indore
Page 81
737.
738.
739.
740.
741.
742. Lipton Cardamom Tea Premix
743. We offer hot tea with cardamom. We are engaged in offering a wide
range of Lipton cardamom Machines. These products are commonly
used in restaurants, canteens and various retail outlets.
744.
745.
746.
747.
748.
PIMR, Indore
Page 82
750.
751.
752.
753.
754.
755.
756.
PIMR, Indore
Page 83
757.
758.
759.
760.
761.
762.
PIMR, Indore
Page 84
763.Other Variants:
764.
765.
PIMR, Indore
Page 85
766.
767.
PIMR, Indore
Page 86
768.
769.
770.
771.
772.
773.
PIMR, Indore
Page 87
776.
777.
The
three
chief
778.
779.
780.
782.
783.
784.
PIMR, Indore
Page 88
785.
786.
787.
TATA TEA
788.
customers
all
Tata
Coffee
Ltd.
Asia's largest integrated coffee and
producers of the world's finest coffee
is the third largest player in the
Industry. This is a natural extension
from the Instant Coffee Division,
India's first export oriented soluble
coffee, which has loyal and satisfied
over
the
world.
789.
790. Product range
791.
coffee in
793.
794.
795.
PIMR, Indore
Page 89
797.
Plain
798.
Cardamom
799.
Lemon
801.
802.
804.
Normal sugar
805.
Low sugar
806.
Sugarless
Page 90
811.
812.
813.
NESCAFE
814.
Nestl is the world's
leading Nutrition, Health and Wellness
Company. Our mission of "Good Food,
Good Life" is to provide consumers
with the best tasting, most nutritious
choices in a wide range of food and
beverage categories and eating occasions, from morning to
night.
The Company was founded in 1866 by Henri Nestl in Vevey,
Switzerland, where our headquarters are still located today. We
employ around 2, 80,000 people and have factories or operations
in
almost
every
country
in
the
world.
815.
COMPARATIVE
RATE CHART
PIMR, Indore
Page 91
PIMR, Indore
Page 92
816.
1.
Produ
2.
HUL
cts
3.
Rate
per kg
4.
6.
8.
Nestle
TATA
Others
5.
7.
9.
Rate
per Rate
per Rate
kg
kg
per
kg
ardamom
315
300
315
250
Tea
inger Tea
290
290
300
270
emon Tea
265
250
240
220
ea bag
150
110
120
90
offee
300
275
275
250
PIMR, oup
Indore
600
Page550
93
565
480
817.
818.
819.
820. CHAPTER 2
INTRODUCTION TO
THE PROJECT
821.
PIMR, Indore
Page 94
823.
This
project
give
comprihensive
idea
about
the
824.
Cold Calling.
Meeting repesentative
negotiations.
Installation of Lipton Vending Machine.
825.
admistration/human
resource
head
&
PIMR, Indore
Page 95
826.
827.
828.
829.
830.
831.
832.
833. CHAPTER 3
PIMR, Indore
Page 96
834. SWOT
ANALYSIS
835.
836.
PIMR, Indore
Page 97
838.
839. Strengths:
840.
1. Strong brand image, price quantity and variety.
2. Durability of HUL Vending Machine is higher than other
competitors due to fully stainless steel body.
3. Machine is fully automated with auto flushing technology.
4. Corporate social responsibility.
5. Premix of HUL Vending Machine has high quality.
841.
842.
843.
844.
1.
2.
3.
4.
5.
Weakness:
Strong competitors.
Low export level.
High price of some product.
High advertising cost.
Limited success in changing consumption habits of people.
845.
846.
847. Oppourtunities:
848.
1. Large domestic market.
2. Untapped rural market.
PIMR, Indore
Page 98
849.
850.
851. Threats:
852.
1.
2.
3.
4.
853.
PIMR, Indore
Page 99
854.
855.
856.
857. CHAPTER 4
858. CONCLUSIO
N AND
SUGGESTION
859.
860.
PIMR, Indore
Page 100
861.
862.
4.1 CONCLUSION
863.
outlets. It has one of the largest networks in the country and Indias
premier online portl is www.hul.ac.in
864.
PIMR, Indore
Page 101
865.
866.
867.
868.
4.2 SUGGESTIONS
869.
870. Company should try to improve its after sales services to retain its
customers.
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873. As people are not that interested in looks and metallic body of
machine. Company can go for plastic body which could save cost as
well as it will be lighter in weight.
875.
876.
877.
878.
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879.
880.
881.
882. CHAPTER 5
883.
FUTURE
IMPLICATIONS OF
STUDY
884.
885.
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887.
888.
889.
prefes in an vending machine i.e what are the most desirable factor required in
vending machine by the customer and so that company according to customer need
can modify or bring change in machine to increase its sales. They also got to know
weather the customer who already have the machine installed in their office are
satisfied with the services or not, if not they can go to the customers and solve their
problems.
890.
891.
Secondly, it is useful for corporate as well as they can come to know about
this product, its features, its advantage and disadvantage and if it is benificial to them
they take decision whether to buy machine or not.
892.
893.
Thirdly, it is useful to researchs who are conducting their research on similar topic.
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894.
895.
896.
897. CHAPTER 6
898. OBSERVATI
ONS &
LEARNING
899.
900.
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902.
903.
region in india.
HUL is working in Urban area as well as rural area also.
Integraed and efficient supply chain and well spread manufacturing
units.
Attractive design and distintive feature of machine.
The distribution are required to check quality to maintain standards.
Aggresive sales team and capable manpower resources.
Better market response in Ujjain city.
Excellent range of tea and coffee prmixes providing flexibility of
sweetness and diet option for concerned people.
904.
905. My future benefits from the training
I have learned about various market issues and how to handle such
issues.
I have improved my communication skills.
I have also improved my presentation skills.
I have understood importance of decipline in corporate life.
I learnt about customer handling.
How can I intract with customers.
906.
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907.
908.
909.
910.
911.
912. CHAPTER 7
913. RECOMMENDATI
ON
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914.
7. RECOMMENDATION
915.
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916.
917.
918.
919.
920. CHAPTER 8
921. BIBLIOGRA
PHY
922.
923.
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924. 8. BIBLIOGRAPHY
925.
926.
927.
BOOKS:
Kotler, Philip. (1999):Marketing Management Prentice Hall of India Pvt. Ltd., New
Delhi.
928.
929.
WEBSITES:
http://www.hul.co.in/
http://www.fnbserviceshul.com/
http://www.google.co.in/
http://www.wikipedia.com/
http://www.financialexpress.com/
http://www.businessworldindia.com/
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