A PROJECT REPORT ON Hair Care Products Of Hindustan Unilever Limited

Submitted In Partial Fulfillment of Bachelor of Business Administration ( 2009 2012 ) Under the guidance of: Miss. Supriya Maheshwari Submitted by: Sakshi Sharma (0914701709)

MAHARAJA AGRASEN INSTITUTE OF MANAGEMENT STUDIES (Affiliated To Guru Gobind Singh Indraprastha University , Delhi) PSP Area , Sector 22 , Rohini , Delhi - 110086

TABLE OF CONTENTS
Page No.

CHAPTER 1 INTRODUCTION 1.1 About the Company 1.2 Corporate Purpose 1.3 People and Culture 1.4 Nurturing Talent
7 - 11 11 11 & 12 12

CHAPTER - 2 RESEARCH METHODOLOGY 2.1 Introduction

14 14 & 15 16

2.2 Research Design 2.3 Modes Of Data Collection and Sample Size

CHAPTER 3 COMPANY PROFILE

3.1 3.2

Organisation Structure Key People of HUL

18 18 & 19

3.3 3.4

Business Supports Distribution Network

19 19 22 23 - 26 26 & 27 27 - 37 38 39

3.5 Business Principles 3.6 Business Categories 3.7 Brands 3.8 Financial Status of HUL 3.9 Problems Faced by HUL CHAPTER - 4 HAIR CARE 4.1 Sunsilk , The hair expert 4.2 Procter & Gamble - The Rival 4.3 Pantene 4.4 Comparison Of Sunsilk and Pantene CHAPTER 5 Analysis and Findings CHAPTER 6 Conclusion Suggestions CHAPTER 7 Limitations
54

40 - 43 44 45 - 47 47 & 48

49 - 51

52 53

Bibliography

55

STUDENT DECLARATION

This is to certify that I have completed the Summer Project titled Hair Care Products Of Hindustan Unilever Limited under the guidance of Miss. Supriya Maheshwari in partial fulfillment of the requirement for the award of Degree of Bachelor Of Business Administration at Maharaja Agrasen Institute Of Management Studies , Delhi . This is an original piece of work and I have not submitted it earlier elsewhere. Date Place : : Signature : Name :

University Enrolment : Number

CERTIFICATE FROM THE INSTITUTE GUIDE

This is to certify the summer project titled Hair Care Products Of Hindustan Unilever Limited is an academic work done by Sakshi Sharma submitted in the partial fulfillment of Bachelor Of Business Administration at Maharaja Agrasen Institute Of Management Studies , Delhi , under my guidance and direction. To the best of my knowledge and belief the data and information presented by her in the project has not been submitted earlier. Signature Name of faculty Designation : : :

DIFFERENT PRODUCTS UNDER ONE UMBRELLA

CHAPTER - 1

INTRODUCTION
1.1 About the Company 1.2 Corporate Purpose 1.3 People and Culture 1.4 Nurturing Talent

OBJECTIVES OF THE PROJECT

To study the perception about the Hair Care products of HUL.

To know the level of awareness among consumers about HUL.

To study the comparison between HULs hair care product Sunsilk and its competitor Proctor & Gambles Pantene.

EXECUTIVE SUMMARY
Hindustan Unilever Limited (HUL) is Indias largest Fast Moving Consumer Goods (FMCG) Company . This project on HUL tells us about the position of HUL in todays market scenario . Various journals and newspapers have rated it as the consumer household products company and even Indias most respected company. First and foremost , the purpose of HUL has been explained i.e. to meet the everyday needs of people everywhere. The most valuable asset to any company is the workforce . This project shows how these people are acquired and how HUL retains them . It also gives a detailed view of the Board and the Management Committee of HUL . Next , the project explains the Distribution Network of the company i.e. how this network evolved initially and the way in which it is conducted in the rural markets . The focus then shifts to the Rural Marketing and the Relevant Technology used for the purpose . The next phase looks upon the various Business Categories of HUL i.e. Soaps , Detergents , Household Care Products , Cosmetics , Deodrants & Fragrances . Following this are the Brands of HUL shown in detail in a convenient format .

The project further highlights on the Financial News , Exports , Mergers & Acquisitions , Achievements and the Latest Developments of HUL . Finally ,we move to our areas of major concern the Hair Care products of HUL . Sunsilk Shampoo has taken as the area for research and it is compared with Pantene Shampoo of Procter & Gamble .

HINDUSTAN UNILEVER LIMITED Meeting Everyday Needs of People Everywhere

2.1

ABOUT THE COMPANY

Hindustan Unilever Limited (HUL) is Indias largest fast moving consumer goods company , with leadership in Home & Personal Care Products and Foods & Beverages . HULs 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 tones and sales of Rs.10,000 crores . The leading business magazine , Forbes Global , has rated HUL as the best consumer household products company . Leading national publications like The Economic Times , Business World & Business Today , have also rated HUL as one of Indias most respected companies & the number one in Market Value Added & EVA .

Hindustan Unilever Limited Type Industry Founded Headquarters Key people Products Revenue Public company BSE:HUL Fast Moving Consumer Goods (FMCG) 1933 Mumbai, India Harish Manwani (Chairman), Nitin Paranjpe (CEO and Managing Director) Home & Personal Care, Foods, Water Purifier Rs 20,869.57 crore (US$ 4.53 billion) (2008-2009)

Employees Parent

Over 65,000 direct & indirect employees Unilever Plc

2.2

CORPORATE PURPOSE

The purpose of Hindustan Unilever Limited (HUL) is to meet the everyday needs of people of everywhere to anticipate the aspirations of the consumers and to respond creatively and competitively with branded products and services , which raise the quality of life . The deep roots in local cultures and markets around the world are their unparalleled inheritance and the foundation for their future growth . HUL would bring their wealth of knowledge and international expertise to the local customers a truly multi local multinational. The long-term success of HUL requires a total commitment to exceptional standards of performance and productivity , to working together effectively and to a willingness to embrace new ideas and learn continuously . They believe that to succeed requires the highest standards of corporate behavior towards employees , consumers and the societies and world in which we live . This is HULs road to sustainable , profitable growth for their business and long term value creation for their shareholders and employees .

2.3 PEOPLE & CULTURE

The story of Hindustan Unilever Limited has been chronicle of attracting , holding and moulding the finest talent in India and abroad , to shape an institution that stands today for the highest standards of quality , innovation and service to the consumer and the country . HULs people have flourished in an environment marked by fairness , the belief that even perfection can be improved upon , and the assurance that all you need is merit in order to progress . That has proved a

fertile soil indeed , for it has bred people whose caliber has changed the quality of millions of Indian consumers lives. As HULs Chairman Nitin Paranjpe says, We are because of our values truth , action , courage , caring .

2.4 NURTURING TALENT :

Management development & training in Hindustan Unilever Limited.

A peoples company
A company is nothing but the collective intellect of its people. Business growth can only take place through people growth. And the more a company harnesses the potential of its people, the faster it will grow. Equally, the faster it grows, the more opportunities it can create to excite and retain talent. HUL has recognized this since their inception. People development has always been central to HUL and its business strategy. The stretch in brands reflects the stretch in peoples minds. The technological feats it has accomplished reflect its peoples ingenuity in deriving innovations from science. The value it has extracted from capital corresponds to the value its people have added to to business processes. To achieve its full potential, it should continue to empower its people to stretch their minds, ingenuity and abilities.

The Genesis
Unilever is a multilocal multinational and believes that if a company has to grow, its management must instinctively understand local consumer needs and aspirations. Thus, the focus is on grooming managers from within the country.

Nurturing top talent

To develop and retain top talent, HUL have put in place a process that helps identify potential business leaders much earlier in their careers; they are then placed on a fast track of personal growth.

We are already creating substantially opportunities for entrepreneurial leadership for managers through far- reaching changes to the organization specially disaggregating into smaller, independent business units to bring about a greater focus on growth. The aim is to provide substantial business leadership opportunities for managers as and when they are ready, as opposed to when they reach a certain level of seniority.

OBJECTIVES OF HINDUSTAN UNILEVER LIMITED

HUL recognizes that its consumers have a sincere and legitimate interest in the behaviour, beliefs and actions of the Company behind brands in which they place their trust and that without its consumers the Company would not exist.

HUL believes that, as a general rule, legislation is the most effective safeguard of responsible conduct, although in certain areas, additional guidance to staff in the form of voluntary business principles is beneficial in order to ensure that the highest standards are met throughout the organization.

HUL is conscious of the fact that the success of a corporation is a reflection of the professionalism, conduct and the responsible attitude of its management and employees. Therefore recruitment of the right people and ongoing training and development are crucial.

HUL continues to maintain its commitment to follow and respect all applicable local laws in each of its divisions.

CHAPTER - 2
RESEARCH METHODOLOGY
2.1 2.2 2.3 Introduction Research Design Modes Of Data Collection and Sample Size

RESEARCH METHODOLOGY
The purpose of the project is to compare the hair care products of Hindustan Unilever Limited and Procter & Gamble. The data was collected with the help of secondary sources. Secondary data was collected personally by me , which the company has furnished for the general public. The secondary data was gathered with the help of various magazines , newspapers , journals , brochures and also through internet. For secondary sources no field work was employed.

2.1 INTRODUCTION
Research is a careful critical enquiry in seeking facts and diligent investigation in order to ascertain something. For formulating a significant research problem , the researcher should try to acquire as much knowledge , of the area in which research is to be done , as possible. The researcher must be fully aware of the environment to which the difficulty pertains. It refers to the method adopted to collect the relevant data and other information , which forms the basis of the research writing. So , for the effective writing of the thesis of the report , the data must be quality oriented.

2.2 RESEARCH DESIGN

Research Design is the structure of research. It is the glue that holds all of the elements in a research project together. This project enables summarization of a complex structure of HUL efficiently. This research design provides answers to following questions : a) What technique have been used to collect the data ? b) What kind of sampling have been used in this project ? c) How the data have been analyzed

RESEARCH DESIGN OF THE PROJECT

The research design adopted for this project is Descriptive Research , which provides an accurate snapshot of some aspect of market environment. It helps in providing information about HUL and its products and services keeping in mind the changing market scenario. Its features are : The objective of such a study is to answer the who , what , when , where , when and have of the subject under investigation.

Descriptive studies are well structured. This study tends to be rigid and its approach cannot be changed every now and then.

2.3

MODES OF DATA COLLECTION & SAMPLE SIZE

Data has been collected with the help of secondary sources. Secondary data was collected personally by me , which the company has furnished for the general public. The secondary data was gathered with the help of various magazines , newspapers , journals , brochures and also through internet. For secondary sources no field work was employed. Magazines Newspapers Company Literature Websites

CHAPTER - 3 COMPANY PROFILE

3.1 Organisation Structure 3.2 Key People of HUL 3.3 Business Supports 3.4 Distribution Network 3.5 Business Categories 3.6 Brands 3.7 Financial Status of HUL 3.8 Problems Faced by HUL

3.1 ORGANIZATION STRUCTURE

Hindustan Unilever Limited is Indias largest Fast Moving Consumer Goods (FMCG) Company. It is present in Home & Personal Care and Foods & Beverages categories. HUL and Group companies have about 41,000 employees, including 1550 managers. The fundamental principle determining the organization structure is to infuse speed and flexibility in decision making and implementation, with empowered managers across the companys nationwide operations. For this, HUL is organized into self sufficient profit centers, supported by certain central functions and resources to leverage economies of scale wherever relevant.

3.2 Key People Of HUL

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.

Mr. Harish Manwani - CHAIRMAN

Mr. Harish Manwani (55), assumed charge as NON Executive Chairman of the company with effect from 1st july, 2005.

Mr. Nitin Paranjpe - CEO and Managing Director

Mr. Nitin Paranjpe (46), after obtaining degree in BE (Mechanical) and MBA in marketing joined the company as a management trainee in 1987.

Mr. R.Shridhar - Chief Financial Officer

Mr. Shridhar Ramamurthy (45) is a Chartered Accountant (Gold Medalist) as well as Cost Accountant and Company Secretary in HUL.

3.3 BUSINESS SUPPORTS

Hindustan Unilever companies. Limited is regarded as one of Indias most admired

It is not only the brands and the people but it is also the support systems. Its Research Center is the largest private sector industrial research laboratory of its kind in India. HULs enviable reach in the remote heartland makes its distribution web the largest of its kind in India.

3.4 DISTRIBUTION NETWORK

Distribution systems focus to enable easy access to their brands , touch consumers with a three way convergence - of product availability , brand communication , and higher levels of brand experience.

WHAT DITRIBUTION SYSTEM SHOULD DO ?

The most obvious function of providing the logistics support to companys product to the end customer. Another established role fina ncing. The channel partners are expected to extend credit to level of customers. Some members however also receive credit and the net credit extended is get the is that of the next channel minimal.

To meet the ever changing needs of the consumer, HUL has set up a distribution network that ensures availability of all its products, in all outlets, at all the times. This includes, maintaining favourable trade relations, providing innovative incentives to retailers and organizing demand generation activities among a host of other things. Furthermore, although the distribution system is common across most businesses, each of the businesses has, over the years, fine tuned the system to meet their objectives. The differences, therefore, lie in the manner businesses use an existing distribution network, and the channel players involved therein, to improve their reach and service to their customers and end users. For instance, the distribution

model for detergents, personal products and beverages are quite different from each other due to various factors. Similarly , the success stories of urban markets cannot necessarily be replicated in rural markets.

The evolution of HULs distribution network

The evolution of HULs distribution network : The first place of the HUL distribution network had wholesalers placing bulk orders directly with the company. Large retailers also placed direct orders , which comprised almost 30 % of the total orders collected. a) HUL's products , are distributed through a network of about 7,000 redistribution stockists covering about one million retail outlets. b) The general trade comprises grocery stores , chemists , wholesale , kiosks and general stores. c) Hindustan Unilever provide tailor made services to each of its channel partners. d) HUL is using the point of purchase method for much higher level of direct contact , through in store facilitators , sampling , education and experience.

The company salesman grouped all these orders and placed an indent with the Head Office. Goods were sent to these markets , with the company salesman as the consignee. The salesman then collected and distributed the products to the respective wholesalers , against cash payment , and the money was remitted to the company. The focus of the second phase , which spanned the decades of the 40s , was to provide desired products and quality service to the companys customers. In order to achieve this , one wholesaler in each market was appointed as a Registered Wholesaler ( RW) , a stock point for the companys products in that market. The company salesman still covered the market , canvassing for orders from the rest of the trade. He would then distribute stocks from the RW through distribution units maintained by the company. The RW system , therefore , increased the distribution reach of the company to a larger number of customers.

The highlight of the third phase was the concept of Redistribution Stockist ( RS ) who replaced the RWs. The RS was required to provide the distribution units to the company salesman. The RS financed his stocks and provided warehousing facilities to store them. The RS also undertook demand stimulation activities on behalf of the company. The second characteristic of this period we realized that the RS would be able to provide customer service only if he was serviced well. This knowledge led to the establishment of the Company Depots system. This system helped in transshipment , bulk breaking , and as a stock point to minimize stock outs at the RS level. In the recent past , a significant change has been the replacement of the Company Depot by a system of third party Carrying and Forwarding Agents ( C&FAs ). The C&FAs act as buffer stock points to ensure that stock outs did not take place. The C&FA system has also resulted in cost savings in terms of direct transportation and reduced time lag in delivery. The most important benefit has been improved customer service to the RS.

DISTRIBUTION AT VILLAGES ( RURAL MARKETS )

The company has brought all markets with populations of below 50,000 under one rural sales organization. The team comprises an exclusive sales force and exclusive redistribution stockists The team focuses on building superior availability of products. In rural India , the network directly covers about 50,000 villages, reaching 250 million consumers , through 6000 sub - stockists.

DISTRIBUTION AT THE SUPERMARKETS

HUL has set up a full scale sales organization , for this channel to serve modern retailing outlets. Product tests and in store sampling is provided to consumers.

HARNESSING INFORMATION TECHNOLOGY

An IT powered system has been implemented to supply stocks to redistribution stockists. The objective is to make the product available at the right place and right time in the most cost effective manner. An IT powered system has been implemented to supply stocks to redistribution stockists. For this , stockists have been connected through an Internet-based network , called RS Net , for online interaction. RS Net is part of Project Leap , HUL's end to - end supply chain.

PIONEERING NEW CHANNELS

HUL is simultaneously creating new channels , designed on the same principal of holistic contact with customers.

1) Project Shakti : HUL's partnership with Self Help Groups of rural

women. Started in 2001 , Project Shakti has already been extended to about 50,000 villages in 12 states - Andhra Pradesh , Karnataka , Gujarat and others.

2) HINDUSTAN UNILEVER NETWORK ( HUN) : it is the companys arm

in the Direct Selling channel. It represents a range of customized offerings in Home & Personal Care and Foods.

3) Out - Of -Home : this deals in providing vending machines for hot

beverages like tea , coffee. 4) Health and Beauty Services : Lakme saloons provide specialized beauty services and solutions , under the recognized authority of Lakme brand. The Ayush Therapy Centers provide easy access to authentic Ayurvedic treatment and products.

BUSINESS PRINCIPLES People first

Employees, people and products are more important at Hindustan Unilever Limited than systems. Systems and methods, while necessary and valuable in running a complex organization, should remain managerial and operational aids but should not become ends in themselves. It is a question of priorities. A strong orientation toward human beings, employees and executives is a decisive, if not the decisive, component of long-term success.

Quality products
Our focus is on products. The ultimate justification for a company is its ability to offer products that are appealing because of their quality, convenience, variety and price -products that can stand their ground even in the face of fierce competition.

Long-term view
HULmakes clear distinction between strategy and tactics. It gives priority to the longrange view. Long-term thinking defuses many of the conflicts and contentions among groups this applies to employment conditions and relations with employees as well as to the conflicts and opposing interests of the trade and the industry. Of course, our ability to focus on long-term considerations is only possible if the company is successful in the struggle for short-term survival. This is why HUL strives to maintain a satisfactory level of profits every year.

Uniformity
A very important concern at HUL has to do with uniformity: how consistent HULs principles, policies, rules of conduct and strategies should be, and to what extent they should differ depending on the country, subsidiary, region, branch or group of products. In general, HUL tries to limit the uniformity of its policy to a requisite minimum.

Diversification
HUL does not want to become either a conglomerate or a portfolio manager. HUListoperate only those businesses about which it has some special knowledge and expertise. HUL is a global company, not a conglomerate hodgepodge. We regard acquisitions and efforts at diversification as logical ways to supplement our business, but only in the context of a carefully considered corporate marketing policy.

Flexibility and simplicity

The public's sense of the power and size of a corporation is often inaccurate, for a company's power is limited by a host of factors including legislation, competition, regulatory bodies and publicity. From a business point of view, it is desirable for a firm to achieve the size best suited to a specific industry or mode of production. To be competitive internationally and make significant investments in research and technology, a larger company has an advantage. From a strictly organizational point of view, flexible, simple structures work best and excessively large units should be avoided whenever possible. In both respects HUL has a natural advantage: Although it is a big company, it is spread out over many countries and each of HUL's factories has its own management and responsibility.

Packaging
Manufacturing comprises all unit operations necessary to transform perishable raw materials into finished products, with the aim to make them safe and convenient for the consumers. The manufacturing activities of the HUL :

respect natural resources by efficient use of raw materials and energy minimize waste generation and emissions ensure environmentally safe disposal of all waste which cannot be recycled.

Regular include:

assessments

of

processing

practices are carried out. These assessments

evaluation of individual plant performance with regard to operations which have an impact on the environment definition of targets for improvement review of plant compliance with local government regulations, company environmental standards, as well as results achieved in comparison with targets for improvement

full investigation of incidents which may affect the environment.

Information on developments in environmental protection technology and practices is disseminated as required to ensure that all plants are using the most effective environmental practices for their type of processing. This applies also for co packers.

Marketing and distribution

Marketing is based on the principle of satisfying consumer needs. This is the

foundation also for the environmental marketing approach of HUL. Environmental product claims in advertising, promotional material and on

packaging are in accordance with legal requirements, based on solid scientific evidence and used in a serious and reasonable manner. Our aim is to minimize wastage in communication, publicity and promotional material, in particular through more precise targeting of marketing activities. Consumer promotions and merchandising material such as consumer offers, in store promotions, display material, leaflets, printed matter, etc. take environmental aspects into account. This means due consideration of environmental impact in selecting both materials and printing methods.

In distribution, energy efficient and pollution controlled methods are encouraged wherever possible.

Legislation and Regulations

It is the policy of the HUL to strictly comply with all laws and regulations relevant to our activities. We participate in discussions on food legislation and regulations between international organizations, government representatives, industry, the scientific world and consumer associations. We also apply this policy to environment related matters. In doing so, we cooperate with legislators through local industry associations in order to promote laws and regulations in the field of environment which are reasonable, rational, realistic, applicable and enforceable. We oppose unjustified bans and any other discriminatory measures.

3.5 BUSINESS CATEGORIES

HULs purpose is to meet the everyday needs of people everywhere. This vision has made HUL , Indias largest Packaged Mass Consumption Goods Company , with leadership in Home and Personal Care Products and Foods and Beverages. It is the countrys largest marketer of Soaps , Detergents , and Household Care products. Its expertise in Personal Products makes it the leader in Shampoos , Skin Care Products , Color Cosmetics , Deodorants , and Fragrances. In Foods and Beverages , HUL remains the undisputed market leader in Tea , Processed Coffee , Branded Wheat Flour , Tomato Products , Ice Cream , Jams and squashes. In New Ventures , the new entrants are in Healthcare , Confectioners and Network Marketing.

HUL is also one of the countrys biggest exporters and has earned the distinction of a Super Star Trading House. Its Exports Division is a net foreign exchange earner. Among the Exports are branded Soaps and Detergents , Personal Products , Tea & Coffee , Basmati Rice , Castor Oil and its Derivatives .

3.6 THE BRANDS

The formulation of branding strategies starts from the building a sustainable brand for the company. This is so as the consumers buy the brand not only for the intrinsic values associated with it but also because of the promise that branding makes to the consumer.the promise of delivering values beyond expectation. A framework is suggested below for the formulation of a brand strategy:-

1. Experiential marketing
The first component of branding strategy is the experiential marketing. It is a well known fact that the customers demand experiences instead of products or services. This creates a challenge to the organizations to find new ways to involve the customers in the value chain so that they themselves can decide the product features and uniqueness that they expect from the brand. They want to know more about the details of the brand. They remove the shells and get into the core of the processes to understand the real value of the brand. Hence such a strategy should be framed that makes the consumers involvement higher.

2. Effective Branding
It is found that effective branding involves working on four important dimensions, namely: The Functional Dimension- The functional dimension concerns the perception of benefit of the product or service associated with the brand.

 The Social Dimension- The Social Dimension concern the ability to create identification with the group. The Spiritual Dimension- The Spiritual Dimension is the perception of global or local responsibility The Mental Dimension- The Mental Dimension is the ability to support the individual mentally.

3. Novel Brand Strategies

Customers Own the Brand- It should always be kept in mind that it is the consumers who own the brand. Product Service- A sale should never be considered the ending of a transaction but the beginning of a beautiful relationship. Customer service basically creates a positive effect on the minds of the customer and this positive influence on the mind of the consumer makes them more open to new ideas and reduces their skeptic towards the brand. Buzz Marketing- The development in the technology used in the country has lead to the increased importance paid to the concept of buzz marketing. Branding increasingly nowadays is moving into Internet-based applications. Religious Branding- since it is considered that religion has the power to bind people and unify them under one common ideal an effective brand strategy must take into account this powerful force which plays on the minds of the Indian consumers.

4. Feedback and Improvements

It is very crucial to have the consumer participation. In order to succeed in the long run, it is crucial to allow the consumer participation at an intermediary stage of developing the product. This will lead to creation of a better relationship between the company and its consumer.

MARKETING STRATEGIES Hindustan Unilever Limited has adopted a four pronged growth strategy: 1. Gunning the market with new products and brand extensions. 2. Expansion of the distribution network to small towns for extensive availability. 3. Reduce prices and introduce smaller packages for products to make them more affordable (a tool to enter price sensitive markets). 4. Focus on employ training and develop a positive attitude through enhanced manpower development.

Hindustan Unilever Limited is Indias largest Fast Moving Consumer Goods Company (FMCG). It is the leader in Home and Personal Care Products and Foods and Beverages . It seeks to meet everyday needs of people everywhere to anticipate the aspirations of its consumers and customers and to respond creatively and competitively with branded products and services which raise the quality of life. It is the purpose, which inspires HUL to build brands. Over the past 70 years, HUL has introduced about 110 brands, most of which have become household names in the country.

Source : http://the-next-marketing-guru.blogspot.com/

HOME & PERSONAL CARE PRODUCTS

Fair & Lovelys skin-lightening technology is known to be the best in the world! However, this hasnt stopped the brand from innovating further to pioneer the development of cutting-edge fairness solutions. Fair & Lovelys brand-essence of Rescripting Destiny has played a decisive role in its noteworthy presence in over 30 countries. Today, 250 million consumers across the globe strongly connect with Fair & Lovely as a brand that stands for beauty that empowers a woman to change her destiny. The brands commitment towards empowering women has inspired the initiation of Fair & Lovely Foundation. Time after time the foundation initiates various education & employment-related programs that give underprivileged women the power to overcome all barriers & change their lives.

Lakme is the Indian womans Beauty Sutra inspiring expression of her unique
beauty and sensuality Indian cosmetic Lakme was started in 1952, famously because the then Prime Minister, Jawaharlal Nehru, was concerned that Indian women were spending precious foreign exchange on beauty products, and personally requested JRD Tata to manufacture them in India. Simone Tata joined the company as director, and went on to become its chairman. In 1998 Tata sold off their stakes in Lakm Lever to HLL, for Rs 200 Crore (45 million US$), and went on to create Trent and Westside. Even today, when most multinational beauty products are available in India, Lakme still occupies a special place in the hearts of Indian women. Lakme brings expert products and services that are borne out of true understanding of the needs of the Indian woman. They help the Indian woman in expression of her best self sensual, original, expressive, alive and intuitive Lakme inspires her to unleash the potency of her femininity, beauty and sensuality. Lakme also started its new business in the beauty industry by setting up Lakme Beauty Salons all over India. Now HUL (Hindustan Unilever Limited) has about 110 salons all over India providing beauty services.

Pepsodent was launched in 1993 in India and since then the brand has raised the benchmark on Oral Care solutions in India. Pepsodent has a range of toothpastes and toothbrushes that could take care of specific oral care needs. Pepsodent toothpaste fights germs to protect teeth against cavities and gives strong teeth, fresh breath and healthy gums. Pepsodent as an oral care expert offers solution to specific problems like bleeding gums and sensitive teeth.

Pepsodent has a range of toothpastes and toothbrushes that could take care of specific oral care needs. Pepsodent toothpaste fights germs to protect teeth against cavities and gives strong teeth, fresh breath and healthy gums. Pepsodent as an oral care expert offers solution to specific problems like bleeding gums and sensitive teeth.

Sparkling white - clean clothes not only help us form great impressions on the people we meet but also provide us confidence to realize our ambitions. Rin understands this need and strives to deliver best in class whiteness through continuous innovation and product improvements.

Rin was launched in India as a bar in 1969 with the iconic lightning mnemonic. Rin powder was launched in 1994 as Rin Power White Rin Matic for washing machines, launched in July 2008 Sold in developing markets in Africa, Asia and Latin America. Sold as Brilhante (Brazil), Rin (India) and under other local brand names.

The Sunsilk hair care range provides a complete hair care solution and functions as a 3step combination of cleansing, nourishing and manageability that gives a 20 something girl the confidence to express herself. The new Sunsilk range comprises of the following variants to suit your hair type:

Sunsilk Thick & long shampoo & conditioner: Make your hair look thicker as it grows longer with nourishing yoghurt protein energisers. Sunsilk soft and smooth shampoo & conditioner: Turn rough dry hair to soft smooth hair from the 1st wash with almond oil energisers. Sunsilk hairfall solution shampoo & conditioner: Ginseng & soya energisers boost hair strength to visibly reduce hairfall due to breakage.

Lux stands for the promise of beauty and glamour as one of India's most trusted personal care brands. Lux has always believed in taking up ground-breaking endeavors and has always enjoyed venturing with various brand associations, be it a Coffee Table Book or A Lux Couture Show at the Lakme Fashion Week or coming up with a Chocolate seduction soap. The new Lux Strawberry & Cream and Lux Peach and Cream have a stronger fragrance,

creamier lather and moisturizing beauty oils which makes your skin soft and smooth

Skin noticeably softer and perfumed like.

Today, the brand is still heavily advertised in India using Bollywood stars. Madhubala, Mala Sinha, Hema Malini , Sridevi , Madhuri Dixit , Juhi Chawla , Karisma Kapoor , Rani Mukerji , Amisha Patel , Kareena Kapoor and Tabu have all been past brand ambassadors. Aishwarya Rai , Priyanka Chopra and Katrina Kaif are the present brand ambassadors of Lux.

FOODS & BEVERAGES

Kwality Ice Cream is the pioneer in the Indian ice-cream manufacturing industry and in 1956 became the first company in the country to use imported technology for manufacturing ice-cream on a commercial scale. As the ice-cream industry exploded in India, in 1995 Kwality Group joined hands with Hindustan Lever Limited and then there was no looking back. The Indian consumer market was introduced to KWALITY

WALLS the result of a collaboration between global brand Walls and the leading Indian ice-cream brand Kwality. Though the two giants eventually parted ways, the collaboration made Kwality a household name and created deep in roads for the brand in the consumer market. Today, Kwality is not just a brand it is the ice-cream associated with the Indian summer; its the first choice in ice-cream for any child or adult during the scorching Indian summers. Kwality ice-creams are trusted not only for their rich, creamy flavours, but also for their trusted quality and nutritious food value. Kwality Walls, the brand with a big heart, offers a range of delightful frozen desserts that bring smiles to the faces of millions of Indians kids, teens and adults. We do so with our very popular brands - Cornetto, Feast, Paddle Pop, Selection & our award winning parlour concept, Swirls.

Kissan acts as a catalyst, easing stressful moments at the dining table. With Kissan, good food is loved not shoved! Kissan is India's leader in quality-assured jams/jellies. Kissan Mixed Fruit Spread is a delicious combination of fine fruit. The medley of different flavors create a unique fruity experience that can be enjoyed in so many ways. Liven up your toast or bagel, enjoy with hot parathas, make a great milkshake or put a dollop on ice cream for a sundaeants to be the brand which will help dissolve tension between mother and the family during informal good food moments.

Kissan acts as a catalyst, easing stressful moments at the dining table. With Kissan, good food is loved not shoved!

Some moments in life are special and close to the heart. Bru makes these moments with loved ones even more magicalIts Indias largest coffee brand that offers a range of products in Instant coffee, Conventional coffee and premixes....Its rich aroma and unique blend makes every moment come alive Hindustan Unilever has extensive variety of products in diverse field like ; nutrition , hygiene , and personal care with varied brands. Hindustan Unilever offers Bru Coffee has been instrumental in virtually creating the entire Instant Coffee category as it exists today. It has been at the forefront of most innovations in the Instant Coffee category whether in coffee chicory blends , refill packaging , vending operations, or more recently the Low unit price packs.

3.7 FINANCIAL STATUS OF HINDUSTAN UNILEVER LIMITED Annual results in brief

Sales Operating profit Interest Gross profit EPS (Rs) Mar ' 10 17,725.33 2,749.97 6.98 2,891.10 10.09 Mar ' 09 20,601.56 3,040.19 25.32 3,220.42 11.45 Dec ' 08 16,660.38 2,443.87 -162.18 2,606.05 9.64 Dec ' 07 13,717.75 1,885.70 25.50 2,322.88 8.83 Dec ' 06 12,103.39 1,648.06 10.74 1,991.84 8.41

This table shows that HULs financial position has been improving every year. In March 2010 , HULs sales have been 17,725.33 crores. HUL is capturing a big share in the market.

Source : http://the-next-marketing-guru.blogspot.com/

Hindustan Unilever Limited captures a wide share in the market as compared to the competitiors.

3.8 PROBLEMS FACED BY HUL

There are some problems which are being faced by Hindustan Unilever Limited:
Heavy competition from emerging players like Procter & Gamble will result in higher advertising cost. Not having proper space for display of products by retail stores. Not providing proper distribution & inventory by the middle person which shifts the demand of consumer to another companys products. Not handling the buyers of HULs product efficiently, this directly affects the goodwill of the company. Unethical trade practices adopted by retail stores or convenience stores to own profits.

CHAPTER - 4
HAIR CARE
4.1 Sunsilk - the hair expert 4.2 Procter & Gamble - The Rival 4.3 Pantene 4.4 Comparison of Sunsilk & Pantene

4.1

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 harmonized in terms of the product mix fragrance , color 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 colorants are available in 7 variants that are specially suited to Indian hair and skin tones and color hair gently and safely.

HAIR TYPE For Normal Hair For Dry Hair For hair needing body and volume For black hair For Oily Hair For split ends

VARIANT Bio proteins from vegetable extracts Essential oils from flower extracts Fruitamins vitamins from fruits Melanin from plant extracts Active nutrients from Citrus extracts Ceramides Hairs natural cement

COLOR OF SUNSILK Yellow Pink Green Black Orange Purple

In 2008 , Sunsilk India launched a social networking site called Gang of Girls , which offered it user access to a variety of local and global experts to address various hair care needs through its content , blogs and live chat room. The site includes rich content of hair care and fashion , and users can also take part in interactive games and quizzes. From 2009 , Sunsilk started working with a number of professional hair "experts" to develop new and improved products. Each hair issue" variant links to an "expert with the relevant specialist hair knowledge. For example , Dr Francesca Fusco , a New York dermatologist , co-created a hairfall variant for the brand . The line up also includes : Jamal Hammadi for Black Shine , Rita Hazan for Vibrant Colour , Teddy Charles for Plumped Up Volume , Thomas Taw for Damage Reconstruction , Ouidad for Defined Curls and Yuko Yamashita ( known for Japanese hair straightening ) for Perfect Straight.

Sunsilk introduces Sunsilk Pro-Conditioner

Sunsilk has extended its portfolio to conditioners with the introduction of Sunsilk Pro-Conditioner. New Sunsilk Pro-Conditioner with Nutra- C and Lotus Flower extracts prevents hair damage by protecting it from the drying effects of the sun rays and strengthens each hair strand to make it soft and silky. Priced at Rs. 50 for 100 ml bottles and Rs. 2.50 for 8 ml sachets , the product will be available across the country. With the launch of Pro-Conditioner , Sunsilk has strengthened its hair care product range , which already includes four- shampoo variants Sunsilk Black Shine , Sunsilk Silky Strength , Sunsilk Natural Nourishment and the latest Sunsilk moisturizing anti dandruff shampoo.

4.2

PROCTER & GAMBLE - THE RIVAL

Procter & Gamble Hygiene and Health Care Limited is one of Indias FMCG Companies with a wide range of products in the Healthcare , Haircare , Laundry ( Detergents ) , Feminine Protection and Personal Care categories. Over the last few years the Company has carved out a reputation for delivering high quality , value added products to meet the needs of customers. The Company holds the unique distinction of owning Vicks Indias Number One brand. This brand , over 100 years old and leading edge technology brands such as Whisper , Head & Shoulders , Pantene and Ariel are ensuring that the Company is an integral part of Indian consumers lives. The Company prides itself on being a good employer in keeping with the global commitment that Procter & Gamble has made to attract and recruit the finest people in the world , building the organization In 2008 , Procter & Gamble reiterates its commitment to make every day in the lives of its stakeholders better through the quality of its products and the sincerity of its services.

4.3 PANTENE

In September 2001 , P & G launched the new range of Pantene Pro- V in India , which gives consumers five end looks for their hair; Smooth & Silky , Volume & Fullness , Balanced Clean and Anti- Dandruff. With new Pantene , consumers can now avail of the end look they desire for their hair while keeping it healthy and shiny. The range of New Pantene Pro V is an outcome of a global Pantene Hair Misdiagnosis Research , which revealed that women across the world including India are dissatisfied with the way their hair looks. New Pantene Pro V is a solution to this hair misdiagnosis and the subsequent dissatisfaction with current hair , because New Pantene Pro V focuses on hair solutions rather than hair problems. The five variants of New Pantene Pro V deliver the following distinct end looks :

Smooth & Silky for Straighter hair :

Contains Smoothing Pro Vitamin B5 , which straightens hair , the end look being , healthy , straight looking hair. Volume & Fullness for Thicker hair : Contains Volumizing Pro Vitamin B5 , which adds elasticity to hair , imparting a healthier , fuller and bouncier feel to their hair. Balanced Clean for Shinier hair : Contains Pro Vitamin B5 formula , which restores and maintains natural hair moisturizing for the shiny and healthy hair look.

Lively Clean for Livelier hair

: Contains pure gentle cleansers which convert dull , weighted down and oily hair to clean , fresh and healthy hair that remain free flowing through out the day. Anti Dandruff for Dandruff free hair : Contains new nourishing Pro Vitamin B5 formula , which doubles the strength of the hair follicles and renders the scalp dandruff free. The end look being , healthy and dandruff free.

Introducing the new Pantene Long Black for the long & black hair look ! P&G recently launched Pantene Long Black in July 2010. The newly launched Pantene Long Black with its patented Pro Vitamin Moist Black formula darkens each strand of hair uniformly from root to tip through intense moisturisation reduces hair damage at the ends and enables women to keep their hair long. All six Pantene variants are available in 200 ml , 100 ml , and 7.5 ml sachets.

PANTENES 10 WAYS TO BETTER HAIRCARE

Normal hair looks strong and healthy , dry hair tangles easily and is inelastic , coarse and very prone to damage , oily hair is greasy , limp and tends to be on the finer side. Mixed condition hair is characterized by dry hair coupled with an oily scalp. There is Pantene shampoo for every kind of hair. Shampoo your hair : Shampooing your hair cleans your hair , restores vitality and helps to make it shine. Frequent shampooing is good for your hair. It is a myth , completely untrue that regular shampooing damages the hair. Use a shampoo and conditioner like Pantene : Pantene is a shampoo and conditioner in one. A conditioner smoothens uneven cuticles , leaving your hair smooth and silky. A shampoo and conditioner is just what your hair needs. Such a shampoo contains positive and negative ones stay behind to protect your hair.

Know your hair type :

Dry your hair carefully : Begin with removing as much moisture as possible by patting it dry with a towel. Never rub vigorously. If you use a blow dryer , keep it at least 10 cm away from your hair.

Finally when combing your hair , its

comb.

better to use a wide toothed

4.4 COMPARISON OF SUNSILK AND PANTENE

SUNSILK
launched in 1964 first shampoo to offer variants by hair types , e.g. dull hair , normal hair , oily hair , hair with split ends. Sunsilk has 10 variants of shampoo with 7 variants of hair colorants Sunsilk was the first to launch two in one shampoo plus conditioner.

PANTENE
launched not too long back in 2001. Pantene has 6 variants of shampoo but no coloran 1. Sunsilk was launched in 1964 whereas Pantene was launched not too long back in 2001.

2. Sunsilk was the first shampoo to offer variants by hair types , e.g. dull hair , normal hair , oily hair , hair with split ends. 3. Today , Sunsilk has 10 variants of shampoo with 7 variants of hair colorants whereas Pantene has 6 variants of shampoo but no colorants. 4. Sunsilk was the first to launch two in one shampoo plus conditioner

CHAPTER - 5
FINDINGS AND ANALYSIS

1.

HUL is an umbrella which has many products under it. Their product line includes from personal wash , hair care , deodorants , cosmetics , tea , coffee , etc. Among all other competitors offering the same product , the largest share in the market is captured by Hindustan Unilever Limited. Sales are very important for any company to survive in the market. There are several factors that add to the sale of any product. These include brand image , easily reachable , quality , packaging , discounts , benefits which directly affects the sales figure of the company. If these factors are not fulfilled properly it can cause even loss to the company. 30 % says that its the quality which affects more the sale of HUL product. So proper care should be taken for these factors. HULs rate of performance in both product wise and price wise has been improving year after year. 40% retailers said that HULs performance is excellent , 50% said it is good , and , 10% said average. In every market , customers feedback matters a lot. Customers are those for whom the products are made. Their feedback towards products is very important. It is very important that they should be fully satisfied because ultimately the goods are being purchased by them. Customers response is rated as excellent , good , average and poor. 40% of customers feel that HULs product are excellent in quality , 35% feel that they are good and 25% feel average about HULs performance.

2.

3.

4.

25% AVG

35% GOOD

40% EXCELLENT

REASONS FOR CUSTOMERS PREFERENCE TOWARDS HUL

THAN OTHER BRANDS :-

Main reason to have HULs brand among the retailers is Schemes. Most of the retailers have this brand due to schemes and price & quality of the products. Very effective price and quality are affected to absorb that HULs product among the retailers.

Price 55

Quality Product 20

Of Schemes 60 Variety 45

REASONS FOR PREFERENCE TO SELL HULS PRODUCTS

OVER OTHER BRANDS :-

Main reason to sell HULS Products over other brands is the schemes provided by the company over other brands. Sometimes the company provides the schemes which are very preferable to the Retailers.

Margin 60

Promotional Schemes 45

Demand 55

Variety 20

CHAPTER - 6

CONCLUSIONS

Most of the people in India are aware of Hindustan Unilever Ltd. because of some product or the other , only a handful people of backward area are ignorant of it. Fast selling products of HUL are the Skin Care , Oral Care , Hair Care , Color Cosmetics & Ice Creams of HUL. The major reason for preference of HULs products over others is their superiority in quality in addition to the reasonability of price. Mass availability and widespread awareness are other points in favor of HUL. Hair care products of HUL are considered safe and reliable. Hair serums and sprays are still not very popular in the market. The personal care and the Popular Food products of HUL do not get much attention of the customers. The major competitors of HUL are Procter & Gamble , Colgate Palmolive , Reckitt & Coleman.

SUGGESTIONS
Proper marketing is required in case of personal care products and food products of HUL.

 The professional hair care products and styling products need to be distributed properly. And the awareness regarding these products , i.e. , technique to use , side effects , precautions while using , etc. should be spread properly. Innovations in the field of variants of hair care products should be made. Leave on conditioners should be introduced. Creating mass awareness about hair care can be a major step towards capturing consumer attention. The company should emphasize on promoting mild shampoos for daily hair care too. Marketing strategy for giving healthy competition to its rival companies is required.

CHAPTER - 7
7.1

LIMITATIONS

Time was really a limiting factor for the project. Its really difficult to work out such a large project.

All the data that has been collected for this project has been taken from secondary sources like websites, magazines, newspapers and book.

Since the organization has strict control, it acts as another barrier for getting data. I made my best efforts in conducting the research but might have lacked somewhere because of expertise in making the professional project first time.

There may be not updated data available on the websites so it is another a limitation of the project.

7.2

BIBLIOGRAPHY
a) www.hul.com b) www.p&g.com c) www.businessStandard.com d) The Economic Times issue dated September 18 , 2010 e) Financial Express f) Business world g) Business Standard h) Outlook