A Summer Training Project Report On Sales and Distribution of HUL Products

Submitted for the partial fulfillment of the Award Of Bachelor of Business Administration Degree From Ch. Charan Singh University, Meerut (Session 2009-2010)

SUBMITTED TO: Mr. R.K. Upadhyaya (Faculty of Management)

SUBMITTED BY: CHIRAG TREHAN Roll No. - 9181536 B.B.A VI Sem

Department of Management
Institute of Informatics & Management Sciences, Anuyogi Puram, Near Medical College, Garh Road, Meerut-250004 Tel: - 0121-2760396, E-Mail: iims@vsnl.net.in

STUDENT DECLARATION

I am CHIRAG TREHAN student of B.B.A. VI Sem here by declares that the project report titled SALES AND DISTRIBUTION OF HUL PRODUCTS is completed and submitted under the guidance of Mr. KAPIL VERMA is my original work.

The imperial finding in this report is based on the data collected by me. This project has not been submitted to IIMS, College or any other university for the purpose of compliance of any requirement of any examination or degree.

Date:

CHIRAG TREHAN Roll No. 9181536 B.B.A. VI Sem

EXECUTIVE SUMMARY
Gone are those days, when few companies used to enjoy in one business or the others and the employees of such companies used to enjoy heavy dividends even for their miniscule efforts. But at the face of Globalization Technological Advancement and the easy access to information through different Media, todays markets are trains forming at an incredible pace. The situation a kin to the FMCG is not an exception. The endless list of substitutes, competitive prices, rival connivances advertisement and the readily available services at the door steps leave the consumers in a commendable position, from where they can dictate the terms and choose what the Best is. For an established name like Hindustan Lever Ltd. one of the most important objectives is to get the feedback of their product line and services in order to gauge the level satisfaction among consumers / customers. Another important objective for an established firm is to protect its market share and increase it with time. The objective of the project was to enhance the sales & distribution of HUL Personal Care products in the territory of Ghaziabad.

To achieve the objective, market visits were arranged on daily basis. In first stage of the training the market visits were done with the Dealers Salesman (DS) in various markets in order to gain an understanding of how to capture orders and delivery processes to the various outlets which come under the respective beat plan of Wholesale Distributor (W.D).

The second stage involved the visits to the Premium Grocery and Chemist (PG&C) Outlets with the Territory Sales Incharge (TSI) in order to know the merchandising solutions adopted by HUL. With the help of these visits the problems faced by the Retailers and the Wholesalers were find out. The various features of HUL products and their Unique Selling Proposition vis--vis competitors products were gained and used these for effective sell-in.

The report contains the findings based on the market study and the recommendations given to enhance the sales and penetration of the HUL Personal Care Products.

ACKNOWLEDGEMENT
I would like to take this opportunity to express my gratitude to all those who, directly, made this research possible. I would like to thank, My project guide Mr. R.K. Upadhyaya (Faculty, Management, IIMS College, Meerut), who showed me the right path to reach the final destination with minimum hiccups. I would like to thank, Mr. Kapil Chaudhary (Sales Manager, HUL), who showed me the right path to reach the final destination with minimum hiccups.

I extend my sincere thanks to my parents & friends who were always there with a helping hand in times of need and who guided me and briefed me throughout my research.

CHIRAG TREHAN B.B.A VI Sem 9181536

TABLE OF CONTENTS
y Executive summary...v-vii Chapter -1 Introduction..10-12 Chapter-2 Company profile13-22 Chapter-3 3.1 Objectives of the Study..23 3.2 Importance & Scope of Study...24

Chapter-4 Literature Review.25-47 Chapter-5 Research methodology.48-49 5.1 Research Design50 5.2 Data Collection..51 5.3 Limitations..52 Chapter-6 Data Analysis & Interpretation..53-73 Chapter-7 7.1 Findings.75-76 7.2 Conclusion.....77-78 7.3 Recommendations & Suggestions.79-80 y Appendices..81-82
y

Bibliography.83

CHAPTER-1 INTRODUCTION

INDUSTRY VIEW FMCG SECTOR

FMCG is an acronym for Fast Moving Consumer Goods, which refer to things that we buy from local supermarkets on daily basis, the things that have high turnover and are relatively cheaper like butter, potato chips, toothpastes, razors, household care products, packaged food and beverages, etc. FMCG may also include pharmaceuticals, consumer electronics, packaged food products and drinks, although these are often categorized separately.

FMCG Products and categories

Personal care, Oral care, Hair Care, skin Care, personal wash (Soaps); Cosmetics and toiletries, deodorants, perfumes, Feminine Hygienes, Pencil Products; Household care fabric wash including laundry soaps and synthetic detergents, household cleaners such as dish /utensils cleaners, floor cleaners, toilet cleaners, air fresheners, Insecticides, mosquito repellents, metal polish, and furniture polish;

Food and health beverages, branded flour, branded sugarcane, bakery product such as bread, biscuits etc. milk and dairy products, beverages such as tea, coffee, juices, bottled water etc, snack food, chocolate etc.

Frequently replaced electronics products such as audio equipments, digital cameras, laptops, CTVs, other electronic items such as Refrigerator, washing machine etc. coming under the categories of white goods in FMCG.

FMCG Sector Outlook

The Fast Moving Consumer Goods (FMCG) Sector is the fourth largest sector in the Indian economy with a total market size of Rs.60,000 Crores. A well-established distribution network, intense competition between the organized and unorganized segments characterizes the sector. FMCG Sector is expected to grow by over 60% by 2010. That will translate into an annual growth of 10% over a 5-year period. It has been estimated by HSBC Report that FMCG sector will rise from around Rs.56,500crores in 2005 to Rs.92,100crores in 2010. Hair care, household care, male grooming, female hygiene, and the chocolates and confectionery categories are estimated to be the fastest growing segments.

FMCG Sector generates 5% of the total factory employment in the country and is creating employment for three million people, especially in small towns and rural India.

This industry essentially comprises Consumer Non Durable (CND) products and caters to the everyday need of the population. The business is characterized by two pillars Strong Brand Equity and a wide Distribution Network. Brand Equities are built over a period of time by technological innovations, consistent high qualities, aggressive advertisements and marketing.

Another crucial success factor is the availability near the consumer through a wide distribution network as the products involved are of lesser value but bought as daily items. Products belonging to the category of FMCG category have the following characteristics:  They are used at least once a month.  They are used directly by the end-consumer.  They are non durable.  They are sold in packaged form.

Growth
With the presence of 12.2% of the world population in the villages of India, the Indian rural FMCG market is something no one can overlook. Increased focus on farm sector will boost rural incomes, hence providing better growth prospects to the FMCG companies. Better infrastructure facilities will improve their supply chain. FMCG sector is also likely to benefit from growing demand in the market. Because of the low per capita consumption for almost all the products in the country, FMCG companies have immense possibilities for growth. And if the companies are able to change the mindset of the consumers, i.e. if they are able to take the consumers to branded products and offer new generation products, they would be able to generate higher growth in the near future. It is expected that the rural income will rise, boosting purchasing power in the countryside. However, the demand in urban areas would be the key growth driver over the long term. Also, increase in the urban population, along with increase in income levels and the availability of new categories, would help the urban areas maintain their position in terms of consumption. At present, urban India accounts for 66% of total FMCG consumption,

with rural India accounting for the remaining 34%. However, rural India accounts for more than 40% consumption in major FMCG categories such as personal care, fabric care, and hot beverages. In urban areas, home and personal care category, including skin care, household care and feminine hygiene, will keep growing at relatively attractive rates. Within the foods segment, it is estimated that processed foods, bakery, and dairy are long-term growth categories in both rural and urban areas.

Indian competitiveness and comparison with the world markets The following factors make India a competitive player in FMCG sector:  Availability of raw material: Because of the diverse agro-climatic conditions in India, there is a large raw material base suitable for food processing industries. India is the largest producer of livestock, milk, sugarcane, coconut, spices and cashew and is the second largest producer of rice, wheat and fruits &vegetables. India also produces caustic soda and soda ash, which are required for the production of soaps and detergents. The availability of these raw materials gives India the location advantage.

 Labour cost comparison: Low cost labor gives India a competitive advantage. India's labor cost is amongst the lowest in the world, after China & Indonesia. Low labor costs give the advantage of low cost of production. Many MNCs have established their plants in India to outsource for domestic and export markets.

  Presence across value chain: Indian companies have their presence across the value chain of FMCG sector, right from the supply of raw materials to packaged goods in the food-processing sector. This brings India a more cost competitive advantage.

 Large Domestic Market: Increasing disposable income has resulted in a rise in the domestic market size. Increasing income has translated into higher consumption levels. TOP TEN PLAYERS IN FMCG SECTOR S.No. 1. 2. 3. 4. 5. 6. 7. 8. 9 10. Companies Hindustan Unilever Ltd. ITC (Indian Tobacco Company) Nestle India Amul Dabur India Asian Paints (India) Cadbury India Britannia Industries Procter & Gamble Hygiene and Health Care Marico Industries

CHAPTER - 2 COMPANY PROFILE

Hindustan Unilever Limited (abbreviated to HUL) formerly Hindustan Lever Limited, is Indias largest consumer products company and has an annual turnover of over Rs 13,000 crores (calendar year 2007). It was formed in 1933 as Lever Brothers India Limited and came into being in 1956 as Hindustan Lever Limited through a merger of Lever Brothers, Hindustan Vanaspati Mfg. Co. Ltd. and United Traders Ltd.. It is headquartered in Mumbai, India and has an employee strength of over 15,000 employees and contributes for indirect employment of over 52,000 people. The company was renamed in late June 2007 to Hindustan Unilever Limited.

In 2007, Hindustan Unilever was rated as the most respected company in India for the past 25 years by Business World, one of Indias leading business magazines [2]. The rating was based on a compilation of the magazines annual survey of Indias Most Reputed Companies over the past 25 years. HUL is the market leader in Indian consumer products with presence in over 20 consumer categories such as Soaps, Tea, Detergents and Personal care products amongst others with over 700 million Indian consumers using its products. It has over 35 brands. Sixteen of HULs brands featured in the AC Nielsen-Brand Equity list of 100 Most Trusted Brands Annual Survey (2008) [3]. According to Brand Equity, HUL has the largest number of brands in the Most Trusted Brands List. Its a company that has consistently had the largest number of brands in the Top 50 and in the Top 10 (with 4 brands).

Hindustan Unilever distribution covers over 1 million retails outlets across India directly and its products are available in over 6.3 million outlets in India, i.e. nearly 80% of the retail outlets in

India. It has 39 factories in the country. Two out of three Indians use the companys products and HUL products have the largest consumer reach being available in over 80 per cent of consumer homes across India.

The Anglo-Dutch company Unilever owns a majority stake (52%) in Hindustan Unilever Limited. HUL was one of the eight Indian companies to be featured on the Forbes list of Worlds Most Reputed companies in 2007.

Introduction
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 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 52.10% of the equity. A Fortune 500 transnational, Unilever sells Foods and Home and Personal Care brands in about 100 countries worldwide. Safety and health policy

Introduction
Hindustan Unilever Limited (HUL) supplies high quality goods and services to meet the daily needs of consumers and customers. In doing so, the Company is committed to exhibit the highest standards of corporate behavior towards its consumers, employees, the societies and the environment in which we operate.

Towards this, the Company recognises its responsibility to ensure safety and protection of health of its employees, contractors and visitors in all its operating sites, which include manufacturing, sales and distribution, research laboratories and offices during work and work related travel. This Policy document defines the vision, principles, aim, required actions and scope of the policy application as well as the responsibility for execution.

Our Vision
Our vision is to be an injury free organisation.

Our Mission
We will bring safety on top of mind for all employees and will integrate it with all business processes. We will realise our Vision through an Integrated Safety Management approach, which focuses on People, Processes, Systems, Technology and Facilities, supported by demonstrated leadership and employee commitment at all levels as the prime drivers for ensuring a safe and healthy work environment.

Safety Principles

HUL's Occupational Safety and Health Policy is based on and supported by the following eight Principles. These Principles have the same status as the Company's Code of Business Principles: All injuries and occupational illnesses are preventable All operational exposures can be safeguarded Safety evaluation of all business processes is vital Working safely is a condition of employment Training all employees to work safely is essential Management audits are a must Employee involvement is essential All deficiencies must be reported and corrected promptly Note: In order to facilitate operationalisation of the Safety Principles, a separate document has been prepared, which covers: a) Safety Principles

b) Success Criteria c) Illustrative KPI

This document will form the basis for the concerned Line / Organisations in developing KPI's for their respective functions / sites.

Scope of Application
This section defines the scope of application of this Policy (where, when and to whom is this Policy applicable).

Where does this policy apply?

All own/leased sites Manufacturing, Research/Innovation, Offices, Depots, Warehouses In-house purchased services i.e. canteen, travel desk, IT implementation etc. Sites of associates with HUL holding > 24% while carrying out operations of making, handling, using, transporting, selling or disposing off of our products

Who does the policy apply to?

All employees at business anywhere Contractors and visitors while at our own sites

When does it apply?

At work (our employees, contractors and visitors)

Travel between home and work of our employees Business related travel including stay out of headquarter All Company organised business events i.e. training programmes, conferences, business related get-togethers, annual sports etc.

POLICY ON AFFIRMATIVE ACTION

Hindustan Unilever Limited is a signatory to the CII Code of Conduct on Affirmative Action and affirms the recognition that its competitiveness is interlinked with the well being of all sections of the Indian Society.

The Company believes that equal opportunity in employment for all sections of the society is a component of its growth and competitiveness. It further believes that inclusive growth is a component of growth and development of the country.

The Company affirms the recognition that diversity to reflect socially disadvantaged sections of the society in the workplace has a positive impact on business.

The Company does not practice nor support conscious discrimination in any form. HUL does not bias employment away from applicants belonging to disadvantaged sections of society if such applicants possess competitive skills and job credentials as made public.

The Companys selection of business partners is not based on any considerations other than normal business parameters. In case of equal business offers, the Company will select a business partner belonging to a socially disadvantaged section of society.

The Company has a written policy statement on Affirmative Action in the workplace. The Company has an employment policy that is in the public domain. It will place such policies and employment opportunities on its website to encourage applications from socially disadvantaged sections of society.

The Company makes all efforts for upskilling and continual training of employees from socially disadvantaged sections of society in order to enhance their capabilities and competitive skills.

The Company has a partnership programme with educational institutions to support and aid students from socially disadvantaged sections of society.

The Executive Director, Human Resources is accountable to the CEO to oversee and promote its Affirmative Action policies and programmes. The ED HR will present a biannual report to the Board of the Company about such policies and programmes.

The Company further maintains records on Affirmative Action.

The Company makes available its learning and experiences as a good corporate citizen in Affirmative Action to other companies desiring to incorporate such policies in their own business.

Quality is fundamental to our Business Success

Unilevers mission is to meet everyday needs for nutrition, hygiene and personal care with brands that help people feel good, look good and get more out of life. And a key requirement is building in the quality expectations of our consumers into our products.

To win consumers confidence and loyalty, we need to consistently deliver branded products of excellent quality. We understand the different needs of our consumers and customers and strive to develop and deliver superior brands to ensure that theyre the preferred choice. And by applying consistently high standards, were able to do things right first time, cut waste, reduce costs and drive profitability.

Our Quality Policy describes the principles that everyone in Unilever follows, wherever they are in the world, to ensure that we are recognised and trusted for our integrity, the quality of our brands and products, and the high standards we set.

Principles of the Quality Policy Putting the safety of our products and our consumers first.
We have stringent mandatory quality standards in place against which compliance is verified through regular audits and self assessments. These standards ensure we design, manufacture and supply products that are safe, of excellent quality, and conform to the relevant industry and regulatory standards in the countries in which we operate. Comprehensive management procedures are in place to mitigate risks and to protect our consumers and markets.

 Putting consumers and customers at the heart of our business

We actively engage our consumers and customers, translating their needs and requirements into our products and services, thus creating consumer value wherever we position our products. This is at the very heart of our innovation process.

Quality is a shared responsibility

Quality and consumer safety is the responsibility of every Unilever employee and Unilever demonstrates visible and consistent leadership to meet this policy. The drive for quality, in all that we do, is a passion reflected in our brand development, manufacturing and customer service processes and is also expected of our business partners. We partner with stakeholders to provide leadership, promote transparency and share best practice. And weve forged effective working relationships with suppliers and contract manufacturers.

Building and maintaining excellent systems to ensure the quality and safety of our products
Were proactively and continuously developing our systems and processes to ensure quality and safety throughout the whole value chain, and were setting a benchmark for the business. We provide appropriate training and resources, and will ensure that we deliver our quality objectives and targets. We regularly measure and improve our performance using both internal and external measures.

We actively promote our Quality Policy and have a quality assurance organisation in place to ensure consistency and visibility of quality standards, processes and performance indicators across all Unilever businesses at all levels, and to anticipate and develop future quality capability requirements.

HISTORY
Over 100 years' link with India
Chronology

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).

Soon after followed 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 52.10% equity in the company. The rest of the shareholding is distributed among about 360,675 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 1995, 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.

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 July 1993, 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 Milkfood 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.

Hindustan Unilever Limited (HUL) supplies high quality goods and services to meet the daily needs of consumers and industry. In doing so, the Company is committed to exhibit the highest standards of corporate behaviour towards its consumers, employees, the societies and the world in which we live.

The company recognises its joint responsibility with the Government and the Public to protect environment and is committed to regulate all its activities so as to follow best practicable means for minimising adverse environmental impact arising out of its operations.

The company is committed to making its products environmentally acceptable, on a scientifically established basis, while fulfilling consumers' requirements for excellent quality, performance and safety.

The aim of the Policy is to do all that is reasonably practicable to prevent or minimise, encompassing all available knowledge and information, the risk of an adverse environmental impact arising from processing of the product, its use or foreseeable misuse.

This Policy document reflects the continuing commitment of the Board for sound Environment Management of its operations. The Policy applies to development of a process, product and services, from research to full-scale operation. It is applicable to all company operations covering its plantations, manufacturing, sales and distribution, research & innovation centres and offices. This document defines the aims and scope of the Policy as well as responsibilities for the achievement of the objectives laid down.

The Vision
Our vision is to continue to be an environmentally responsible organisation making continuous improvements in the management of the environmental impact of our operations. We will achieve this through an Integrated Environment Management approach, which focuses on People, Technology and Facilities, supported by Management Commitment as the prime driver.

The Environment Policy

Hindustan Unilever Ltd. (HUL) is committed to meeting the needs of customers and consumers in an environmentally sound manner, through continuous improvement in environmental performance in all our activities. Management at all levels, jointly with employees, is responsible and will be held accountable for company's environmental performance.

Accordingly, HUL's aims are to:

Ensure safety of its products and operations for the environment by using standards of environmental safety, which are scientifically sustainable and commonly acceptable. Develop, introduce and maintain environmental management systems across the company to meet the company standards as well as statutory requirements for environment. Verify compliance with these standards through regular auditing. Assess environmental impact of all its activities and set annual improvement objectives and targets and review these to ensure that these are being met at the individual unit and corporate levels. Reduce Waste, conserve Energy and explore opportunities for reuse and recycle. Involve all employees in the implementation of this Policy and provide appropriate training. Provide for dissemination of information to employees on environmental objectives and performance through suitable communication networks. Encourage suppliers and co-packers to develop and employ environmentally superior processes and ingredients and co-operate with other members of the supply chain to improve overall environmental performance. Work in partnership with external bodies and Government agencies to promote environmental care, increase understanding of environmental issues and disseminate good practice.

Responsibilities Corporate
The Board and the Management Committee of HUL is committed to conduct the company operations in an environmentally sound manner. The Management Committee will: Set mandatory standards and establish environmental improvement objectives and targets for HUL as a whole and for individual units, and ensure these are included in the annual operating plans. Formally review environment performance of the company once every quarter. Review environment performance when visiting units and recognise exemplary performance. Nominate: - A senior line manager responsible for environmental performance at the individual HUL site. - HUL environmental coordinator. The Management Committee, through the nominated environmental coordinator will: Ensure implementation of HUL Policy on environment and compliance with Unilever and HUL environmental standards and the standards stipulated under relevant national / local legislation. When believed to be appropriate, apply more stringent criteria than those required by law. Assess environmental impact of HUL operations and establish strategies for sound environment management and key implementation steps.

Encourage development of inherently safer and cleaner manufacturing processes to further raise the standards of environment performance. Establish appropriate management systems for environment management and ensure regular auditing to verify compliance. Establish systems for appropriate training in implementation of Environment Management Systems at work. Ensure that all employees are made aware of individual and collective responsibilities towards environment. Arrange for expert advice on all aspects of environment management. Participate, wherever possible, with appropriate industry and Government bodies advising on environmental legislation and interact with national and local authorities concerned with protection of environment.

Individual Units
The overall responsibility for environment management at each unit will rest with the Unit Head, who will ensure implementation of HUL Policy on environment at unit level. Concerned line managers / heads of departments are responsible for environmental performance at department levels. In order to fulfill the requirements of the Environment Policy at each site, the Unit Head will:

Designate a unit environment coordinator who will be responsible for co-ordinating environmental activities at unit, collating environmental statistics and providing / arranging for expert advice. Agree with the Management Committee Member responsible for the unit, specific environmental improvement objectives and targets for the unit and ensure that these are incorporated in the annual objectives of the concerned managers and officers and are reviewed periodically. Ensure that the unit complies with Unilever and HUL mandatory standards and the relevant national and state regulations with respect to environment. Ensure formal environmental risk assessment to identify associated environmental aspects and take appropriate steps to control risks at acceptable levels. Ensure that all new operations are subjected to a systematic and formal analysis to assess environmental impact. Findings of such exercises should be implemented prior to commencement of the activity. Manage change in People, Technology and Facilities through a planned approach based on training, risk assessment, pre-commissioning audits and adherence to design codes. Regularly review environment performance of the unit against set objectives and targets and strive for continual improvement. Sustain a high degree of environmental awareness through regular promotional campaigns and employee participation through training, safety committees, emergency drills etc.

Ensure dissemination of relevant information on environment within the unit and to outside bodies, and regularly interact with Government authorities concerned for protection of environment. Maintain appropriate emergency procedures consistent with available technologies to prevent / control environmental incidents. Provide appropriate training to all employees. Ensure periodic audits to verify compliance with environment management systems and personally carry out sample environment audits to check efficacy of the systems. Report environmental statistics to HUL Corporate Safety & Environment Group on a monthly basis.

Research and Innovation Centres

Since most new products and processes are developed in these Units, certain additional responsibilities devolve on them to ensure implementation of the Environment Policy of the company. In addition to the Unit Head's responsibilities outlined above, the heads of these units will: Ensure that a formal and systematic risk assessment exercise is undertaken during the process/product development stage with specific reference to environmental impact.

Transfer technology to the pilot plant and main production through a properly documented process specification which will clearly define environmental impact and risks associated with processes, products, raw material and finished product handling, transport and storage. Ensure that treatment techniques are developed for any wastes generated as a result of the new product/process and is incorporated into the process specifications.

MANAGEMENT TEAM
Hindustan Unilever Limited is India's largest Fast Moving Consumer Goods (FMCG) company. It is present in Home & Personal Care and Foods & Beverages categories. HUL and Group companies have about 15,000 employees, including 1200 managers. The fundamental principle determining the organisation structure is to infuse speed and flexibility in decision-making and implementation, with empowered managers across the companys nationwide operations.

Board
The Board of Directors as repositories of the corporate powers act as a guardian to the Company as also the protectors of shareholders interest. This Apex body comprises of a Non- Executive Chairman, four whole time Directors and five independent Non Executive Directors. The Board of the Company represents the optimum mix of professionalism, knowledge and experience.

Management Committee
The day-to-day management of affairs of the Company is vested with the Management Committee which is subjected to the overall superintendence and control of the Board. The

Management Committee is headed by Mr. Nitin Paranjpe and has functional heads as its members representing various functions of the Company

Mr. Nitin Paranjpe Mr. R. Sridhar Chief Executive Officer Chief Financial Officer and Managing Director

Mr. Shreejit Mishra Executive Director Foods

Mr. Gopal Vittal Executive Director Home & Personal Care

Mr. Hemant Bakshi Executive Director

Mr. Dhaval Buch Executive Director

Sales and Customer Development

Supply Chain

Mr. Ashok Gupta Executive Director Legal

Ms Leena Nair Executive Director HR.

SWOT ANALYSIS Strength  Backed by HUL.  Good brand ambassador.  Good packaging.  Good R&D.  Combination of Nature & Science.  Variants for every hair type. Weakness  Less attractive advertisement  Complaint of hair damage

after use of this Personal care products  Less market penetration  Number of advertisements

broadcasted on TV is less.  Typical name  Less visibility  Less availability

Opportunities  Middle class can be targeted through small packages.  Rural sector can be explored through participation in local cultural events.  People are more conscious of their personal care.  Growth in FMCG sector.

Threats  From leading market players.  Less awareness of brand in the market.  Intense competition  VAT has increased by state govt. from 12.5% to 13.5%.

CHAPTER - 3 3.1 OBJECTIVE OF THE STUDY

 To gain an understanding of the personal care, matches portfolio of HUL Limited  To understand the distribution systems and processes operational in HUL  To evaluate distribution strength of competitors in the geography under command and help to make the HUL presence better in the market.

CHAPTER 4 LITERATURE REVIEW THE SIGNIFICANCE OF PR IN HUL

It may be useful to begin by first getting out of the way certain popular notions which, as with many popular beliefs are either without any basis in reality or at best express only half truths. For instance, PR men are regarded by some to be fixers, a breed of people who will wangle things for you by the most questionable methods. There is also a popular idea that PR men spend most of their time winning and dining, using for the purpose fabulous expense accounts they are supposed to have access to. While no one can prevent a charlatan from posing as a PR man or styling himself as a PR consultant he is no more a tine practitioner of PR than a quack selling magic remedies by the wayside is a physician. How deep-seated such popular misconceptions about PR can be reflected by the fact the even now one comes across articles published in well-known papers and journals airing such naive ideas about PR

Again, PR is sometimes confused with publicity.

Publicity is certainly one of the

instruments of PR but is would be as wrong to equate publicity with PR just as it would be to equate the stethoscope with the practice of modern medicine. To continue the analogy, PR seeks to diagnose the ills of an organisation in its relations with the public or any segment of the public, it prescribes remedies and proceeds to administer them. It then keeps a watch on the patient to see whether the remedies prescribed are producing

the desired effect so that the medicine can be changed if necessary after evaluating the results. Again, as in medicine prevention is considered more important than the cure, PR believes in maintaining the good health of the corporate body -so that drastic remedies and bitter pills may not have to be swallowed later.

Analogies may be useful in giving a general idea but can never be as precise as a definition. PR which is now a well-established discipline therefore needs to be defined so that we may be clear about what we are discussing when we talk about PR. It is the attempt by information, persuasion and adjustment to engineer public support for an activity, cause movement or institution. Public relations as and applied social and behavioral science is that function which - measures, evaluates and interprets the attitudes objectives for increasing public understanding and acceptance of the organizations products, plans, policies and personnel; equates these objectives with the interests, needs and goals of the various relevant publics; and develops, executes and evaluates a programme to earn public understanding and acceptance.

AN OVERVIEW

Public relations today are still a very underdeveloped field. It is growing in prominence and has started showing results in various sectors of corporate India. More and more companies are making use of PR to solve their problems and increase their overall corporate equity. The entire process needs a closer look.

To gauge the effectiveness of PR in HUL over the last decade it is necessary to examine its function and overall areas of applicability.

Social Responsibility of Business and Introduction

The need for PR arises also from the responsibility that an organisation owes to the society, which nurtures it and enables it to function and operate. No organisation, leave aside a modern business organisation, can function in a vacuum. It flourishes only because a particular kind of social environment exists. This environment is often taken for granted but in times of social turmoil when normal conditions are disrupted the dependence of the organisation on the social environment is brought home sharply. How often have we not seen during periods of national strife or serious political instability leading to a break down of law and order that business comes to a standstill? While these may be extreme examples they illustrate the fact that without the right social environment no business can exist. Thus every business organisation has a stake in the social

environment and must contribute its mite towards its continued existence and improvement.

A business organisations responsibilities to society cover a wide area. They range from its responsibility to supply quality products at a reasonable price and to ensure that it reaches the consumer at the right time and place to its responsibility to contribute to the development of the Infrastructure, to the realization of national objectives and to the identification of its interest with the vast population of the country in which it operates. The world over business organisation which are forward looking and farsighted are trying to make a contribution to social causes apart from achieving their immediate and ultimate ends of producing goods for sale and marketing them at a profit. Such contributions can range from grants to universities, scholarships of various kinds, aid to hospitals and

charitable institutions to actual involvement in projects of social significance.

An

organisation in the USA sponsored a research fellowship to discuss the causes of student unrest and to find solutions to the problems of tension in the campuses. In India too there are business organizations, which are aware of their social responsibility and have made an effort to discharge it in accordance with their resources and the needs of the situation. Studies on the extent of industrial pollution and ways and means of combating it, Involvement in family planning programmes, development of low cost nutritious food for the poorer sections of the people, studies on the causes of a States decline and the steps needed to restore it to health are some examples of social responsibility in corporate behaviour as practiced in India in recent years. But there is little doubt that instances of such conduct are few indeed in relation to the enormity of the problems facing a country as vast as India with a burgeoning population a large part of it living below the poverty line.

PR and Environmental Path of HUL

The present generation has, quite understandably, made the environment a focus of attention. With growing environmental awareness, there is now a clear perception that our activities affect not only the air we breathe, but even the air which regulates our climate. More importantly, uncontrolled activities cannot be sustained without loss of plant and species, natural habitats, coast and hinterland and the decay of buildings, places of natural beauty or historic interest. Hence, the need for a genuine commitment to sustainable development which is integrated with the national policy on industry, energy, transport, trading and planning.

In the above context, public relations professionals are well placed to direct attention to environmental issues and can make a unique contribution to public and professional debate, and to environmental education. In fact PR has to live up to its environment education. In fact PR has to live up to its environmental responsibilities even when clear, universally agreed targets are still lacking in many issues. The responsible PR person must ensure that his organisation is greener than green on all the major issues according to current opinion, demonstrate to the world at large that this is so, and, for the future, help form opinions and set the standards for the organisations own as well as the common good.

In a nutshell, environment is now a corporate concern and todays PR persons have to build up comprehensive communication programmes, internal as well as external, which involve listening just as much as talking.

Now, environment is no more just a slogan, it is a key consumer issue.

PR today must:

Understand green issues and recognize the social responsibility of business.

Make environment matters a priority.

Consider the environmental impact of the companys actions.

Avoid pollution of any kind.

Encourage environment audits to determine what the organisation has done and is

doing in relation to the environment.

Ensure recycling of wastes.

Social Responsibility as Public Relations at HUL

A citizens role extends beyond his or her call of duty. A responsible corporate citizen needs to look beyond the financial numbers of sales and profit growth, from year to year.

HUL is committed to the development of the community around its manufacturing complexes. Over the years, HUL has not just supported communities financially, but has worked towards providing people with skills to earn a sustainable livelihood. HULs long-term aim is to raise economic standards of these communities, through selfsustainable measures.

PR Role in Image and Identity

It is true that corporate image concerns the industrial marketer directly as brand image is crucial for the consumer market. The ordinary consumers, while oblivious of the name of the manufacturer, can easily identify the brands of consumer products. Repeat this test for industrial goods : the same respondents are aware of the name of the manufacturers but many wont be able to name the industrial products. Interestingly, a third set of organisation would be known both for their industrial or consumer products as well as for their distinct corporate image. Where does corporate PR stand in these diverse settings?

Although easier desired than achieved, PR attempts to create the desired image by its involvement in all the factors of corporate identification programmes.

GOVERNMENT RELATIONS

A government relation has two facets to it. Firstly, the PR for the government (as an organisation) and Secondly, PR with the governments as the target group. Both are important and very needed by corporations.

Public relations for the government involves mobilising public support for governments activity, for instance, family planning, control, environmental protection, beautification of cites, etc. the company generally sponsors some of these activities by providing monetary help or other resources. The basic objective of the company is to build relations with the governments, and also help for the good of the community of society.

Public relations with the government involves keeping the governmentpoliticians and bureaucratson your side. It envisages maintaining good links with the government, which will be of benefit to the company in its overall business plans and operations. Public relations with the government in some ways are quite difficult and demanding. It requires special planning and efforts for the organisation to be successful. A government, local or national, comprises many ministries, departments, individuals and personalities. Public relations people have to acquaint themselves with the working of the government, and the intricacies and people involved at various levels, and then handle things accordingly to be able to achieve what they have set out to achieve.

The government should not be looked at as an adversary. In fact, you should make all efforts to help the government and support its activities and policies as far as possible. Government leaders must be kept informed from your side about the organisations activities and policiesespecially those which are contributing to the welfare and development of the state or the nation. Such relations will be mutually beneficial in the short-term and the long-term. Corporations should, however avoid getting involved with politics and political issues.

MEDIA RELATIONS

Media relations Is a vital tool in PR. A large amount of communications and PR are conducted through the mediaespecially the Press. When a company gets media

coverage, it is not always flattering. Business is always vulnerable to attacks by the media. Media can often aggravate problemsespecially crises. As in the case of Union Carbide and HUL a few years ago. Hence, media, particularly the Press has to be handled very carefully. The media must be kept on your side. All efforts must be made to ensure this strategically. It takes years to build a good image, but to destroy it you need just a few bad reports in the media.

It is important to build a working rapport with the media.

You cannot afford

unnecessary reactions and distortions. If you do go to the media then always go with a strategybe selective in the choice of media, use only influential media (especially publications in the Press), do not spread your communication too thin, go for quality rather than quantity. Selective and in-depth coverage is what you must aim at, as it is more effective and produces the desired results. let your communication be complete

honest, and backed with hard facts. The organisation must be able to live up to its claims and promises in media, otherwise you can be in for further problems. The efforts made by HUL in this respect have been orchestrated well to build image as well as to counter negative publicity.

FINANCIAL RELATIONS

With the growth of the Indian economy and the business sector, management of financial promotions and PR has taken on a new dimension. HUL is making special efforts to ensure the goodwill of their shareholders, investors, financial institutions, and the rest of the financial community. This is being done in the mass media and specialised media ranging from annual reports to special brochures to audio-visuals, video films, and even corporate advertising in the Press and television.

The main target group of a company in financial PR is its shareholders and potential investors. They have to be given information they are entitled to have, and they have to be kept interested in the company. Public relations must establish, maintain, and improve the companys image and reputation so that it can obtain funds from the public and the financial institutions on the most favorable terms when it desires so The financial and business Press, today, is very important in achieving this objective,

The importance of financial PR and the need for it is seen from the number and growth of PR agencies specialising in financial promotion, advertising and PR management in India. These include well-known names like Pressman, Clea, and Sobhagya, now a host

of others. They provide their clients a wide range of services and expertise in PR and advertising.

CUSTOMER RELATIONS

In the past PR and marketing were considered separate and unconnected activities of business in a company. Today, PR has a role to play in marketing not only to build image, but to also help solve problems concerning a companys products

Or services among consumers or other special groups, and generally protecting the companys reputation at the marketplace. Public relations with customers, and with suppliers, in industrial products/services marketing at the institutional level is gaining more and more importance today.

In todays competitive market customers opt for products that are known and have an image, and are backed by quality and good after sales service. Marketing people cannot ignore public opinion on such aspects. In the long run, unfavorable opinions certainly affect sales. Public relations can help in controlling and setting right some of these opinions; it is therefore essential for companies to assign some of their attention and resources to develop PR in marketing.

COMMUNITY RELATIONS

Today, the relationship between corporations and the community is a vital issue in management of business organisations. It is acknowledged that business is no longer done for the sake of profits alone. Because a company functions within a community, its

responsibility extends to giving back to the community something for what it makes from it. This has been the philosophy of the Tatas in India for years, today it is accepted and is being followed by a number of other companies. This belief is now also considered important and crucial by the government, consumerists and opinion leaders.

Company relations at an organisation can vary from local community welfare activities, to large-scale sustainable development programmes for the betterment of lives of people. Companies have to consider the community as one of its prime target groups. The objective of PR is to help build image of the company: as a good corporate Citizen, a good company to do business with, and a good company to work for.

EMPLOYEE RELATIONS

In employee relations, communicators are vital at every level. From top to bottom, also from lower level to the top management level, and even the horizontal communications among colleagues at the same level and between functions. The basic function of

communications and PR in the organisation is not just better functioning, but a fostering of goodwill, trust, and togetherness among employees.

Employee in HUL one in a large number and they include both blue collar to white collar. Internal PR must reach out to all of them. This makes the task tough and critical, requiring much thinking and planning. Before planning PR programmes, therefore, it is important to first assess the needs and requirements of employees. One of the major goals of PR is to foster the participation of employees in decision-making, for this PR programmes must be evolved around their motivations, job enrichment, training and

development, working environment, productivity, and overall growth in the company. This, in other words, means PR for better employees, better employee morale, and better relationships, resulting in success and growth of the organisation; and therefore, a better image and reputation for it.

In the case of PR with employee, the function may seen to overlap with the working of the companys personnel department. In practice, however, it is necessary that the two departments work closely together. They can mutually reinforce each other, especially in areas like HRD. It is worth trying to integrate HRD with PR, if possible, in a company. More so when with the growth of organisations in size, the individual employee is becoming smaller and less significant, and thus losing his or her identity. Public relations with HRD can play a crucial role in building and motivating the employees on their jobs and in their contributing towards achieving the company goals.

INDUSTRIAL RELATIONS

This is another important area of work for PR executives. Its importance is growing, with staff and workers getting to be united, more enlightened and demanding. Whether they are unionized or not does not make a difference in the PR work, in either case, good relations have to be maintained. In the case of unions, it is important to realize that unions have their own goals. This makes it more difficult to deal with them in many respects. Understanding these goals, and how they will affect Industrial relations and PR efforts, is the first priority in dealing with unions.

Industrial relations concern the staff and workers in their relationship, as individuals and as a group, with the management. Industrial relations are most often concerned with problems related to wages, other monetary benefits, conditions of work, and so on. But through timely PR and proper communication many of these problems can be avoided or overcome altogether.

PRODUCTS
PERSONAL PRODUCTS: THE CORE CONCERN OF ADVERTISING

Fair & Lovely Fair & Lovely - the miracle worker

Based on a revolutionary breakthrough in skin lightening technology, Fair & Lovely was test marketed in 1975 and has been nationally marketed since 1978. In fact, Fair & Lovely has been extensively tested with consumers in India and abroad, and has been proven to be superior in terms of benefit delivery to all key competitive brands. Fair & Lovely's formulation contains a unique fairness system that contains a combination of active agents and sunscreens. This has been specially designed and proven to deliver one to three shades of change in most people. Also its sunscreen system is specially optimized for Indian

skin. Indian skin unlike Caucasian skin tends to 'tan' rather than 'burn' and, hence, requires a different combination of UV A & UV B sunscreens. The fairness cream is marketed in over 38 countries through HUL Exports and local Unilever companies and is the largest selling skin lightening cream in the world. The brand today offers a substantive range of products to consumers including Fair & Lovely Fairness Reviving Lotion, Fair & Lovely Fairness Cold Cream and Fair & Lovely Fairness Soap.

1.

Ponds

Ponds - the beauty expert

Pond's Cold Cream was launched in India in 1947 and was followed by the launch of Pond's Dream flower Talc 1956. The current skin offerings under the Pond's Brand name include Moisturising Cold Cream, All Day Oil Control Cream, Daily Face Wash, Blackhead Removal Strips and Dream flower Body Lotion. In talcs, Pond's now has four variants. Pond's Dream

flower Talc is now enhanced with 'Floral Extracts', Pond's Sandal Talc is a sandal variant with 'Natural Sunscreen', Pond's Light 'n' Fresh comes with SAM (Sweat Absorption Material), while Pond's Magic Deo-Talc now has a new enhanced deodorant protection. Pond's is about beauty that reflects the times. Pond's brings superior and innovative solutions to meet all skin care needs by delivering outstanding personal beauty solutions - through scientific skin expertise, extensive research and stringent product testing. Pond's track record reveals an ensemble of products that make a real noticeable difference, proving therefore that Pond's remains the most trusted beauty expert in the consumer's mind.

Half a century ago, as India took her steps into freedom, Lakme, India's first beauty brand was born. At a time when the beauty industry in India was at a nascent stage, Lakme tapped into what would grow to be amongst the leading, high consumer interest segments in the Indian Industry that of skincare and cosmetic products. Armed with a potent combination of foresight, research and constant innovation, Lakme has grown to be the market leader in the cosmetics industry.

Lakme today has grown to have a wide variety of products and services that cover all facets of beauty care, and arm the consumer with products to pamper herself from head to toe. These include products for the lips, nails, eyes, face and skin, and services like the Lakme Beauty Salons.

Closeup is the original youth brand of India.

The first brand targeting youth in the oral care market, with an edgy and youthful image which stays relevant till date. Ever since its launch in 1975, Closeup has broken every rule in the book on how toothpastes should behave!

Closeup was the first gel toothpaste to be launched in India and has led the gel toothpaste segment ever since.

In 2004, Closeup was re-launched with a bang. And this time it was packed with the power of Vitamin Fluoride System a powerful mix of Vitamins, Fluoride, Mouthwash and Micro whiteners, the perfect combination of ingredients for fresher breath and stronger, whiter teeth. Closeup became the first Gel toothpaste with Fluoride in the Indian Market!

The brand umbrella also includes Closeup Lemon Mint, gel toothpaste with the whitening benefits of lemon.

The latest entry in the Closeup stable is Closeup Milk Calcium revolutionary new toothpaste with the goodness of milk calcium in an industry-first core-in-sheath format, with white milk calcium nutrient on the inside and a refreshing blue gel on the outside.

Pepsodent, launched in 1993, was the first toothpaste with a unique anti-bacterial agent to address the consumer need of checking germs even hours after brushing.

Pepsodent packs included a Germ Indicator in February-May 2002, which allowed consumers to see the efficacy in fighting germs for themselves. As a follow-up, in October 2002, Pepsodent offered Dental Insurance to all its consumers to demonstrate the confidence the company has in the technical superiority of the product.

Pepsodent connects directly with kids and their parents. Pepsodent has always worked in the direction of an overall awareness of dental health. The relaunch campaign in October 2003 widened the context to "sweet and sticky" food and leveraged the truth that children do not rinse their mouths every time they eat, demonstrating that this makes their teeth vulnerable to germ attack.

Pepsodent's most recent campaign aims at educating consumers on the need for germ protection through the night.

Pepsodent also includes a range of toothbrushes.

Pond's has been synonymous with skin care in India since 1947.

The impressive track record of Pond's began when Theron T Pond, a pharmacist from Utica New York, introduced 'Pond's Golden Treasure' in 1846, a wHULh-hazel based wonder product. In 1914, Pond's Cold Cream and Vanishing Cream marked the brand's evolution to a beauty icon. In 1955 Pond's Extract Company merged with Chesebrough Manufacturing and in 1987 Unilever purchased Chesebrough-Pond's. By this time the Pond's brand had built up a powerful international presence.

From one man in a tiny home-made laboratory, to today's state of the art R&D facilities led from Bangkok, Mumbai, New York and Tokyo, the Pond's promise has remained the same across 58 countries - to deliver products that make a real difference to women's skin and the way they live their lives.

A woman's passion for beauty is universal and catering to this strong need is Fair & Lovely. Based on a revolutionary breakthrough in skin lightening technology, Fair & Lovely was launched in 1978.

The Hindustan Lever Research Centre (it is among the largest research establishments in India's private sector, including pharmaceutical companies, with facilities in Mumbai and Bangalore) deployed technology, based on pioneering research in the science of skin lightening to develop Fair & Lovely. The formulation is patented. Its formulation acts safely and gently with the natural renewal process of the skin, making complexion fairer over a period of six weeks.

Fair & Lovely is formulated with optimum levels of UV sunscreens and Niacinamide that is known to control dispersion of melanin in the skin. It is a patented and proprietary formulation, which has been in the market for 25 years. Niacinamide (Vitamin B3) is a water-soluble vitamin and is widely distributed in cereals, fruits and vegetables - and its use in cosmetic formulations has been known for various end benefits. The UV components of the formulation are scientifically chosen and used at optimum levels to provide wide spectrum protection against UV rays of the sun. Specifically, this patented formulation offers a high UVA protection, which is more relevant to Asian skin than plain SPF protection creams sold in the West. All the active ingredients in the Fair & Lovely formulation function synergistically to lighten skin colour through a process that is natural, reversible and totally safe.

The brand today offers a substantive range of products, including Ayurvedic Fair & Lovely Fairness cream, Fair & Lovely Anti-Marks cream, Fair & Lovely Oil control Fairness Gel, Fair & Lovely for Deep Skin and Fair & Lovely Fairness Soap. The latest has been the Perfect Radiance, a complete range of 12 premium skincare solutions from Fair & Lovely.

Vaseline is a trusted brand worldwide associated with daily skin care and healthy skin for the entire family. Vaseline has been keeping skin healthy since 1870.

The Vaseline Philosophy:

The need for Vaseline is based on real skin facts. We believe our skin is amazing. It protects us, heals itself, connects us to the world, transmits emotions. And this amazing skin needs to be looked after. We believe nobody knows skin, and how to keep it at its healthy best, better than Vaseline. Which is why we make products that maintain our skin condition at its best and enhance its natural health.

Vaseline Petroleum Jelly I.P. :

Vaseline Petroleum Jelly is a mixture of Mineral oils, Paraffin and microcrystalline waxes, that when blended together, create something remarkable- it literally melts into your body, protecting the skin from within. Vaseline petroleum Jelly serves two functions. First it helps keep the outside world out it protects skin from effects of weather and exposure. Second it acts like a sealant to keep the inside world in, thereby acting as a barrier to the natural water loss from our skin. So Skin that is dry and chapped is protected from drying elements, enabling skin softening moisture to build up naturally from inside the skin itself.

Vaseline Total Moisture Body Lotion:

Beneath the surface, your skin is 90% water, enabling it to act as a moisture and nutrient reserve. So keeping your skin well hydrated is critical to your well-being. Unfortunately however, our body tends to lose moisture throughout the day. Bathing, casual contact, washing, sitting in the AC for too long, seasonal changes, all robs the body of its moisture. Vaseline Total Moisture is a fast-absorbing lotion enriched with Soya and Oat protein that are known to nourish the skin from deep inside while Vitamin E feeds your skin with the nutrient that is essential to keep it glowing. Together they result in healthy looking skin.

Vaseline Aloe Cool and Fresh Body Lotion:

With the goodness of Cucumber and Aloe Vera, this light moisturising body lotion is especially made to meet your skin needs in summer. Cucumber is a surprising beauty secret for the skin with its hydrating, cooling and soothing properties. Aloe Vera on the other hand, is an unparalleled moisturiser and cell rejuvenator which is excellent for dry skin. Together, these two ingredients can keep your skin looking and feeling its healthiest best.

Hair Care Product :

Sunsilk - the hair expert

Launched in 1964, Sunsilk is the largest beauty shampoo brand in the country. Positioned as the 'Hair Expert,' Sunsilk has identified different hair needs and offers the consumer a shampoo that gives her the desired results. The different variants of Sunsilk - Black Shine (for dull hair), Bouncy Volume (for thin, short hair), Silky Strength (for dry hair) and Natural Nourishment (for regular oiled hair) - are based on well researched consumer needs and hair types. The benefits are more compelling and relevant since the variants are harmonised in terms of the product mix - fragrance, colour and ingredients are all well linked to cue the overall synergy. The range comes in premium packaging and design. The accent is on femininity, as captured in the tagline Baalon mein dhadkan, dil mein shararat. Sunsilk was extended to hair colourants in June 2001. The colourants are available in 7 variants that are specially suited to Indian hair and skin tones and colour hair gently and safely. Clinic PlusS - for healthy hair Clinic Plus shampoo was launched in India in the year 1987 and is positioned as the 'shampoo that makes your family's hair healthy and glowing.' Clinic Plus is targeted at mothers, educated yet measuring their self-esteem through their children's achievements.

In the year 1996, Hindustan Lever launched another variant of Clinic shampoo - Clinic All Clear dandruff shampoo. The core proposition of Clinic All Clear is that it is "the only shampoo that gives you dandruff-free soft hair." It is targeted at the appearance conscious young adult, seeking dandruff-free, gorgeous hair to create a positive impression. 5. Deodorants

Axe - the magnet Axe, the deodorant that is considered cool, fashionable and stylish by young men was launched in India in 1999. Available in more than 60 countries around the world, it is a world leader in male toiletries. Axe has a mix that is completely harmonized globally - from its proposition and communication to the product, as available on the shelf.

Axe is available in four fragrances: Java, Alaska, Atlantis and Voodoo. Voodoo has become the leading male deodorant brand in India within just one and a half years from its launch.

Consumers associate a lifestyle of cool clubs, cool music, and cool fashion with Axe. The youth view it as an icon which introduces many 'firsts' to their world of music and dance - like the first "World's Longest Dance Party" and the first ever Axe Voodoo Island Party.

SOAPS AND DETERGENTS

1. y Fabric Wash Surf - Mummy's best friend

Launched in 1959, Surf was the first in the Indian detergent powder market. Over the years, Surf has anticipated the changing washing needs of the Indian homemaker and constantly upgraded itself. Surf Excel, India's largest selling compact detergent powder, in its newest avatar promises to tackle the toughest stains without damaging the color of the fabric. This is because only Surf Excel has smart sensors that can differentiate stains from colors. Now you don't have to worry about tackling the really tough stains, especially on your colored clothes anymore. Surf Excel Hai Na! For those who seek the Surf Excel clean in the front loaders, the specially designed low suds formulation Surf Excelmatic promises to give just that - a superlative clean. Those preferring the modern and convenient way to wash can rely on Surf Excel Liquid. The liquid form penetrates deep allowing great wash results. For the really tough stains, you can apply the liquid directly on the body of stain (through a stain treater) - you will see tough stains being tackled with ease.

Wheel

Mehnat kum, phir bhi dhulai No. 1. Wheel - makes washing easy Wheel is a detergent brand that caters to the laundry needs of the mass market. It was first launched in the year 1987. Wheel Green is the single largest (No 1 by market share) detergent brand in India by value. Wheel is packed with powerful lather (power foam) that cleans even tough dirt stains on collars and cuffs with ease. It, therefore, cleans effectively with lesser effort, making a laborious chore like washing - light and easy. Moreover, Wheel does not burn hands or harm clothes like some other detergents, which contain a high percentage of soda. Wheel also has a premium variant called Active Wheel. It gives the consumer the value of 3 benefits in 1. It not only cleans effectively with less effort but also keeps the colored clothes looking bright and has a great fresh fragrance. Active Wheel gives consumers 'Quality Clean and Care' at an affordable price. In short, Wheel can be summed up as - 'Mehnat kum, phir bhi dhulai No. 1.' Wheel is, therefore, the smart housewife's choice. 2. Personal Wash

Lifebuoy Family health protection for my family and me Worlds largest selling soap offers a stronger health benefit to the entire family 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 relaunced, marking 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. Lifebuoy is no longer a carbolic soap with cresylic perfume. It is now a milled toilet soap with a new health fragrance. The new formulation has an ingredient, Active-B, which offers protection against germs, which can cause stomach infection, eye infection and infections in cuts and bruises. The new health perfume has been selected after one of the most extensive perfume hunts in the industry. The new milled formulation offers a significantly superior bathing experience and skin feel. The new formulation, new health perfume and superior skin feel, along with the popular red colour, have 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, victorious concept of health to a warmer, more versatile, more responsible benefit of health for the entire family. The new Lifebuoy range now includes Lifebuoy Active Red (125gm, 100 gm and 60 gm) and Lifebuoy Active Orange (100gm). Lifebuoy Active Orange offers the consumer a differentiated health perfume while offering the health benefit of Lifebuoy. At the upper end of the market, Lifebuoy offers specific health benefits through Lifebuoy International (Plus and Gold). Lifebuoy International Plus offers protection against germs, which

cause body odour, while Lifebuoy International Gold helps protect against germs, which cause skin blemishes.

Lux Lux - the film stars' choice

Endorsed by popular film stars, Lux is one of the biggest brands in the soap category. Lux was launched in India in the year 1905. Lux comes in 3 attractive variants - Lux Pink is a fragrant ensemble of almond oil, Lux White a rich creation of milk cream and Lux Black (in a pastel shade of lemon yellow) overflows with the goodness of honey, and is also the first of its kind in the market. The new, exotic addition includes International Lux Skin Care 'Sunscreen Formula'. A unique soap, which protects the skin's 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. In short, Lux has worked its charm on millions of women, making their dreams of beauty come true.

Breeze Breeze - makes dreams a reality

Launched in 1991, Breeze is a mass-market soap that sells in the economy segment.The fragrant ensemble from Breeze comprises 3 variants, which contain the real goodness of natural ingredients such as rose water, sandal extracts and lime extracts, giving skin a glowing radiance. Originally launched in 1989, Breeze is today perceived to be a good value for money brand with outstanding sensory experience. Its strengths are its fragrance, lather and the soft feeling it has on the skin. A new variant, a hair-and-body soap, Breeze 2-in-1, was launched in January 2001. Enriched with coconut oil and lime extracts, it was the very first of its kind and leaves the consumer looking and feeling beautiful. The brand plays a critical role in its consumer's life, because Breeze for her is 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.

3.

Household Care

Vim

Vim Khar Khar ka moh tod jawab In 1993 Vim Bar was launched. This product had many benefits including better clean, ease of handling and easy storage. Vim Bar was re-launched in 1997 with an improved formulation and new communication, which tackled economy and performance. Much appreciated by the mass market, it resulted in conversions not just from powder users, but also from proxy users who did not upgrade to powders but preferred to use Vim Bar instead. The brand has grown significantly registering strong double-digit growths in both volume and value terms. Vim Bar was relaunched a second time in 2002, with a unique Stain Cutter formulation that removes the toughest stains such as burnt milk and ghee stains. This new formulation evolved through research and is now setting benchmarks in tough stain removal. New Vim offers the consumer a superior performance at a great value.

Vim is the market leader in the dishwash category. Today Vim is available in powder, bar and liquid form. Vim continuously strives to innovate its products to enhance the lives of its consumers. Whether it be through its new 'Stain Cutter' formula in its Vim Bar or it's the stain busters in its powders, Vim stands for the best quality in dishwash products. FOODS AND BEVERAGES 1. y Ice Creams Cornetto

Kwality Wall's Cornetto - bite bite mein pyar Launched in the year 1995-96, Cornetto is undoubtedly one of the most popular ice creams in India. Positioned as the icon for romance and special moments - it is targeted at young adults. However, with its rich multi-sensory eat experience, it is overwhelmingly quoted as the favourite of consumers across ages.

Feast

Kwality Wall's Feast - feasting on 'the big F

Launched in 1995-96, the Kwality Wall's Feast range of ice creams and frozen desserts has been positioned as a Youth ice cream brand with an attitude. Over the years, Feast has expanded its 'chocolate only' portfolio to a more diverse one by including refreshment products like Mango Zap, Calypso Punch and Jaljeera Blast. This was in keeping in line with the varied need-states of today's youth. As part of Kwality Wall's endeavour to consistently reach out to the consumer with new and exciting flavours, Feast has launched Feast Snacko. The stick product is an excellent value for money proposition. As part of Kwality Wall's endeavour to consistently reach out to the consumer with new and exciting flavours, Feast is launching a new SKU, viz. Feast Snacko. The stick product is expected to take the market by storm, as it is an excellent value for money proposition.

Continually connecting with today's youth, Feast remains the ice cream with . . . The Big F!

Max

Kwality Wall's Max - the 'masti' ice cream Max, launched in the year 1999 as the 'masti' ice cream, is targeted solely at children. All Max products are fortified with extra vitamins. Max Cups and Max 123 have Vitamin A, Max Orange and Max Joos have real fruit juices and Vitamin C (a single Max Orange candy offers a child 15% of his daily requirement of Vitamin C). Max says, 'Masti kar Befikar' and encourages all kids to go ahead and have lots of fun! Max has recently been extended as confectioneries (candies) - MaxMasti, MaxMagik and ChocoMax. y Cornetto Soft

Kwality Wall's Cornetto Soft In 2002, Kwality Walls is introducing a host of unique product innovations under a new brand called Cornetto Soft. The new range includes a Super Cone (a bigger soft cone- Vanilla and other flavours like chocolate, strawberry etc), Strawberry Sundae Cup (Creamy tasty vanilla topped with rich strawberry sauce), Chocolate Sundae Cup (Creamy tasty Vanilla topped with thick chocolate sauce), Ripple Cones (Creamy tasty vanilla softy with strawberry or mango ripples) and Nutty Delight (Creamy tasty Vanilla topped with thick chocolate sauce and nuts, served in a cup.). The price ranges from Rs.7/- for a Super cone to Rs. 20/- for a Nutty Delight. At a Kwality Walls kiosk, the consumer will experience innovative promotions and themes that will take place regularly at and around the outlet kiosk, it will be seen as a cool place to hang out and a great place to eat out. Kwality Wall's has a perfect blend of affordability, hygiene and taste that will win over the consumer. Kwality Walls Softies are untouched by human hands. The first hand that touches the product is the consumer's. Kwality Wall's uses a pre-mixed liquid produced and sealed at the factory and is untouched by the operator at the outlet. The advanced Tamper Proof technology & the sophisticated softy dispensers make sure that hygiene is given the highest priority. The ingredients are pasteurized and homogenized, which ensure true quality & consistency of the end product. As a result Kwality Walls is the only one offering a superior and completely hygienic product. Kwality Wall's aims to ensure that the consumer gets a world class product delivered to meet local taste requirement under strict Unilever standards of hygiene and at a great price!

Kwality Walls Black Currant Sundae

Irresistible

international

flavour

now

available

in

India

The exotic dessert, Kwality Walls Black Currant Sundae, launched in India, has a mouthwatering black currant sauce and creamy vanilla. The Black Currant sauce has been specially formulated by Kwality Walls, to offer a truly delectable dessert for its consumers that leaves them yearning for more. Black currants are grown in Europe, USA and Chile, rich in vitamin C and minerals; they are used to make exotic jellies, jams, drinks and sauce the world over. There is an even more interesting history to sundaes. In the 1980s, when this delightful dish was first put together in the US, it was against the law to sell soda and consequently, ice-cream sodas on Sundays. So the trend of serving ice cream with sauces and toppings instead of soda began. Soon, ice-cream sundaes became so popular that people opted for this dessert on weekdays as well. Kwality Walls Sundaes were launched in 2001 in India in Chocolate, Strawberry and Mango flavors. These products were a phenomenal success and are now being taken to the next level with an exotic Black Currant sauce and Black Currant Dry Fruit pieces. In a day and age, when families hardly find time to spend together, Kwality Walls sees its Sundaes as an offering, which helps bring families together for fun and enjoyment. 10 p.m. would henceforth stand for Kwality Walls Sundae time!

DISTRIBUTION SYSTEM OF HINDUSTAN LEVER LTD. The success of each and every company depends upon the effectiveness of their distribution system. Hindustan lever ltd has an efficient distribution model.

Manufacturer

Depot

Distributor

Whole seller

Retailer

Consumer

HULs new distribution system to reach more consumers: FMGC major Hindustan lever Ltd (HUL) new plans of reinventing distribution so as to redefine current channels and look at creating new channels. Competition was the main thrust for this change in its area of distribution. HUL, which has been reinventing its distribution system, in a bid to reach out to more consumer, will look at a three way convergence of product availability, brand experience. They are building key capabilities entraining the large number of people involved in these initiatives, through all these initiative they are getting their brands closer to the consumer. These initiatives are expected to create employment and vocational opportunities through its nation wide network of 7,000 stockiest and 6,000 sub-stockiest, thereby, employing over 60,000 people. HUL is already involved in channels such as project shakti, which operates in 16 states; Hindustan Lever Network, which has a consultant base of 25,000 entrepreneurs and out at home opportunity and heath and beauty services.

CHAPTER - 5

RESEARCH METHODOLOGY
Research methodology is a systematic way. Which consists of series of section or step necessary to effectively carry out research and the desired sequencing of these steps the marketing research is a process of involves a number of inter related activates which overlap and do rigidly follow a particular sequence. It consists of the following step. 1. Formulating the objective of the study. 2. Designing the method of data collection. 3. Selecting the sample plan. 4. Collecting the data. 5. Processing and analyzing the data.

6. Reporting the finding,

5.1 RESEARCH DESIGN

The research design is the basic framework which provides guidelines for the research process. It is a map according to which the research is to be conducted. The research design specifies the methods for data collection and data analysis.

After having discussed the HUL (Hindustan Liver Limited) detergent market and its competitor in general, the present chapter Research Design has proposed to high light the objectives, hypothesis, data collection, sampling arid measurement techniques etc.

DATA COLLECTION METHOD

The date use is primary in nature. The questionnaire was designed and these questionnaires were asked to be filled up by the respondents.

SAMPLING METHOD
The sample for the survey was selected at random. For this, the surveyor attempted to get the information from respondents. Respondents were interviewed at random from the sites chosen.

Sample size 100 ANALYSIS METHOD

Prior to collection of the data or actual field work a pilot study was conducted in order to analyze the degree of proper framing of the questionnaire. The dummy data so collected was used to develop an idea regarding specific information that is required to carry out the actual research.

5.2 COLLECTION OF DATA

The following techniques were adopted for date collection. The data collection phase of marketing research is generally the most expensive and the most prove to error. In case of surveys, four major problem arise. Some respondents did not use a particular detergent and must be reconnected or replaced. Other respondent will refuse to cooperate still other will gave biased or dishonest answer. As the study could not be conducted at the national level with in the specified time. This study reties itself to the Ghaziabad region which divided into four clusters: Shahibad, Rajnagar, Old Ghaziabad, New Ghaziabad, PRIMARY DATA Primary data was collected through questionnaires.

5.3 LIMITATIONS
y y The scope of the study in terms of coverage is limited to the Ghaziabad Area of the HUL

DATA ANALYSIS
Do you use Personal care product?

20%
Yes

80%

No

Which brand of Personal care product you use?

10% 45%

20% 15%

10%

Sunsilk

Dove

Garnier

Fair and lovely

Others

Where you heard or read the name of Fair and lovely ?

10% 25% 15%

40%

T.V.

Newspaper

Hoardings

Friends

Where you heard or read the name of Fair and lovely ?

10% 25% 15%

40%

T.V.

Newspaper

Hoardings

Friends

How do you find the advertisement of Personal care products?

20% 10%

20% 40%

10%

Excellent

Very good

good

Average

Can't say

Do you know who the brand ambassador of Personal care products is?

25% 75%

Yes

No

Do you know Personal care products belongs to which company?

10% 90%

Yes

No

FINDINGS 1. 2. In the research I found that HUL have more market share. The respondent started that they would like more schemes to be associated with surf when they were asked that what change they would suggest in their detergent then suggested more schemes. 3. HUL detergent is available in big & small packages so consumer preferred HUL detergent. 4. 5. The main competition of the HUL detergent is proctor & gamble. Surf excel is preferred by the consumer because of its extra ordinary whiteness and the fast fact. 6. of the users of surf all of them user more or less equally according to the income 7. The company should come up with more incentives for salesmen to motivate them which will impact on salesman performance.

CONCLUSIONS   Retailers complaint of delayed supplies which they had ordered to the WDs. Less penetration of products into the market. The big problem of HUL is cut rate problem.  Retailers want more trade schemes for promotion of HULs personal care products.  Less attractive advertisement of Fair and lovely Personal care products. People are not able to recognize the advertisement of Fair and lovely.   Human resource problems like more DS turnover in PAMS division. Less visibility of posters at the retailers POS.

RECOMMENDATIONS & SUGGESTIONS

 Regional tax differences should be absorbed so that uniform pricing policy could be implemented and cut rate problem faced by retailers can be eliminated.  Schemes provided by the company to WDs should be monitored closely so that they cannot misuse it.  Provide enhanced trade schemes for retailers to increase our market base.  Instead of rational appeal emotional appeal should be incorporated in the advertisement of Fair and lovely.  More of brand promotion activities through free sampling, gifts not only in premium outlets but also in major retailers POS in residential markets.  Motivating the dealer salesman by making a policy of taking them on companys payroll based on their performance in a certain period of time. This makes them more accountable for their job and their improved relations with the retailers.  More merchandising in market for higher visibility of brand in the market through posters, danglers, etc.  Multi level Marketing can be used for distribution directly to the customers.

 Better distribution logistics for timely supply of goods to the retailer.

ANNEXURE Name: Age: Occupation: QUESTIONNAIRE: 1. Do you use Personal care product? 1. Yes . 2. No .. 3.

Sometimes 2. Do you know that you should use Personal care product according to your

hair type? 1. Yes 3. .. 2. No ..

Which brand of Personal care product you use? 1. SUNSILK 4. Personal care products 2. DOVE 5.Others 3. GARNIER

4.

Have you heard the name of Personal care product earlier?

1. Yes 5.

2. No

..

Where you heard or read the name of Personal care products ? 1. T.V. 4. FRIENDS 2. NEWSPAPER 3. Hoardings

6.

On which channel you watch the advertisement of Personal care products? 1. SONY 2 SET MAX 3 STAR PLUS 4 M.T.V.

7.

How do you find the advertisement of Personal care products? 1 Excellent 4 Average 2 Very good 5.Cant Say 3 Good

8.

Do you know who the brand ambassador of Personal care products is? 1. Yes . 2 No .

9.

Do you know Personal care products belongs to which company? 1 Yes . 2 No .

10.

Have you earlier used Personal care products?

1. Yes 11.

..

2. No

..

If you have used Personal care products, how did you find the quality? 1 Excellent 4 Average 2 Very good 5 Cant Say 3 Good

12.

Do you know about every varient of Personal care products ? 1. Yes .. 2. No ..

13.

Which variety of Personal care products you like most? 1. Aqua Balance 4 Silk & Shine 2. Everyday Mild 5. Volume & Boost 3. Silky strong

14.

Do you ever use Personal care products conditioner? 1. Yes .. 2. No ..

15.

How do you find packaging of Personal care products? 1 Excellent 4 Average 2 Very good 5 Cant Say 3 Good

16.

Do you find Personal care products Personal care product easily available in

the market?

1. Yes 17.

..

2. No

..

Do you find visibility of print media of Personal care products anywhere? 1. Yes . 2. No ..

18. Do you have any Suggestion / Comments for HUL product? (Please specify)

... .............................................

THANK YOU

SIGNATURE

BIBLIOGRAPHY  Research Methodology, C.R. Kothari  Marketing Research, Harper W. Boyd  Marketing Management, Philip Kotler  Kothari C.R. Research methodology 2nd 1995  www.HULportal.com