HUL LEARN & EARN PROGRAM-SUMMER TRAINING

BACKGROUND:

HUL(Water Division- makers of Pure IT,water purifiers)last year tried out a novel
idea,whereby they picked up around 1200 summer trainees across India from
Tier 2/3 cities & institutes.They had to actually go & sell the product in the
market.HUL got access to around 1200 sales force for a period of around 8
weeks which led to additional sales.The trainees got an opportunity to work with
HUL & the thrill of stretching & achieving targets & earning incentives.

NEW APPROACH:

Looking at the success of the program HUL is now looking to make this program
a year long affair.Also they would now like to look at the possibility of extending
this program to even graduate students like BBA,BBM etc.

Thoughts on how to take this forward:

• Identify undergraduate colleges in cities(list given by HUL) who would be

willing to partner

• Identify MBA colleges across who have a trimester system/winter training

concept.

• This entire program should be branded as a PROPERTY & should be done

year on year.It should not be seen as a CHEAP SOURCE OF LABOUR!

• The program structure should be as below:

ELEMENT DURATION

Written test to be part of the 1 hour across centres/colleges

program

Selected candidates are called for a Evening 4-6

get together in a city & are taken
thru a presentation on the program

Induction & Training 4/5 days

Actual sales program 6/7 weeks

1 day training on GD/PI & 1 day

personality development
 Feedback & close 1 day

• Other option is invite students across towns to participate as part of a

National Program

• Offer 6/8 weeks traineeship as part of Sales & Marketing course

• The Salary & incentive structure needs to be modified-fixed + incentive

• The induction/training period should be of atleast 7 days

• Can be part of the HUL National Skill Building program

• Successful candidates based on performance have to be offered a job as a

Team Leader/TSO etc-This will provide the students to look at a career
with HUL

• Tie up with Wigan & Leigh(WLC) to get students.They have a unique study
& work MBA/BBA program.They have 31 centres across India.

• As a value add HUL at the end of the program should do the following:

o Every city can have a small get together & the best performances
are rewarded

• Certificate at the end of the project will be jointly issued by HUL &
Maadhyam

Maadhyam can help HUL structure & deliver the above program, once the
options are finalised.

STUDENT OFFER:

• A Basic stipend of Rs 1500 per month-to cover their travel etc

o Conditional attendance

o No of calls made

• Incentive structure as is existing/modified

o Top performers are invited to spend a day with Marketing

team/RSM/ASM of HUL

• A confirmed placement with HUL for outstanding performers(last times

performers have to be made offers)

INSTITUTE OFFER:To ensure that maximum number of institutes

participate on a longer term partnership basis:
 • Guest lectures atleast 2 per semester by Senior Managers from HUL-
ASM/RSM/Brand Managers to block dates in advance

• Exclusivity to participate- only limited number of colleges in a city

LONGER TERM THOUGHTS:

• Important to create a long term ‘PROPERTY’ for HUL at Tier2/Tier 3

campuses

o A Sales & Marketing Quiz

o A Business Simulation contest

o A sales Case study presentation contest

COMMERCIALS:

S. Elements of the project Approx Detailed Explanation

No units
1 Creation of the launch plan- This will involve the e-
ppt,creatives etc brochures,presentation,posters,I
card,certificate etc

2 Coordinating & communicating with 250 This is assuming that we have to

institutes select 5000 students on a yearly
basis which means communicating
to 500 instion an avg of 20 students

3 Preplacement talks-physical This is the average which assumes

presentation & meeting- that 2 institutes would be covered
per day.This is the avg taken & can
be higher

4 Development of selection test & One time cost

uploading on the website

5 Administering the test,results 5000 The test would be online & students
coordination & communicating to all would be given a password for the
students same

6 2 day training of the selected 5000 training module to be given by

students(this is without cost of HUL.Wherever possible we will do it
venue) at HUL offices. 4 cities-
Mumbai,Delhi,Indore & Bangalore-
Maadhyam offices can be used
7 Skill development of students-Team
Management,GD/PI training/
8 Final reporting,program
coordination,etc
15 This is a value add to the students to
ensure that this program is made
different & is looked upto.There will
be external trainers who will do this
& these are 7/8 hour sessions.Does
not include cost of venue