JK BUSINESS SCHOOL

Project Report On COMPARISION OF PURE IT WITH ITS COMPITITORS AND RESEARCH AT HINDUSTAN UNILEVER LTD. (HUL)
The study was conducted from 18 th of May 2011 to 18 th July 2011

UNDER THE GUIDENCE OF: MR. MIRAJ KHALID, T.S.O HINDUSTAN UNILEVER LIMITED PGDM in partial fulfillment for the award of POST GRADUATE DIPLOMA IN MANAGEMENT
UNDER THE FACULTY GUIDENCE OF BY Dr. TEENA SHAHRAN RAUTELLA SUBMITTED SANTOSH SINGH

ROLL NO-035/jkbs/pgdm/aicte/2010

CERTIFICATE
This is to certify that project report entitled a comparative study of value for money and customer satisfaction analysis of pure it in comparison to other water purifier is bonafide work of Santosh Singh Rautella, a student of JK Business School, bearing Roll No. 035 and was successfully conducted at HUL, Gurgaon, from 18May to 18July 2011, for the fulfillment of the course Post Graduate Diploma in Business Management of JKBS,Gurgaon.

Mr. MIRAJ KHALID Territory Sales Officer HUL, Gurgaon.

DECLARATION

I, Santosh Singh Rautella , hereby declare that the project work entitled Comparision of pure its With its market research is an authenticated work carried out by me at HINDUSTAN UNILIVER LIMITED under the guidance of Miss. Teena sehran for the partial fulfillment of the award of the Diploma of PGDM and this work has not been submitted for similar purpose anywhere else except to JK Business School , approved by AICTE.

Date:

Place: RAUTELLA)

(SANTOSH

SINGH

ACKNOWLEDGEMENT
I take this opportunity to express my gratitude to the Management of HUL at Gurgaon for providing me the opportunity to get an exposure of their esteemed unit. I am sincerely thankful to the HR department for coordinating my training and explicitly express my thanks to Mr. Miraj Khalid for their continued help and guidance during my stay there. Last but not the least, I express my deep gratitude to my mentor Dr. TEENA SHARAN for sending me to a large integrated water division of Pure it of HUL and giving me a chance to acquire experience of my lifetime. I also express my thanks to parents and all family members and friends who directly or indirectly provided me their moral support.

( Santosh Singh Rautella)

PGDM III TRIMESTER JK School Business

EXECUTIVE SUMMARY . HUL is also known for its strong distribution network in India. In order to further strengthen its distribution, HUL launched a Project SAFE WATER ZONE in 2003 in Chennai. The idea Hindustan Unilever Limited is the Indian arm of the Anglo-Dutch Company Unilever. Both Unilever and HUL have established themselves well in the Fast Moving Consumer Goods (FMCG) category. In India, the company offers many households brands like, Dove, Lifebuoy, Lipton, Lux, Pepsodent, Ponds, Rexona, Sunsilk, Surf, Vaseline etc. Some of its efforts were also rewarded when four of HUL brands found place in the Top 10 brands list for the year 2008 published in The Economic Times. Unilever was a result of the merger between the Dutch margarine company, Margarine Unie, and the British soap-maker, Lever Brothers, way back in 1930. For 70 years, Unilever was the

undisputed market leader but now faces tough competition from Proctor & Gamble and Colgate-Palmolivebehind this project was to protect lives to water borne disease such as typhoid, jaundice and diarrhea. In 2007 water division started national. Now it presents in all states and already protected 15 million lives. TABLE OF CONTENTS

TITLE PAGE NO.

Bonafide certificate III Student IV Acknowledgment V Executive Summary declaration

1. Company Profile 1.1Introduction History

10 11 12 -14

Brand for life ( Product Line ) Home Care Brand Corporate social responsibility SWOT analysis of HUL 31

15 -17 18- 25 26 27 -

Purpose Mission & Vision

32

Water Purifier- Pureit Competitor 2.3 Product analysis Pureit -45

33-41 42 43

Scope and objective of the study Scope of the study Objective of the study Research Methodology Research design -50 Sampling plan Assumption of the study 49 46 - 48

Data collection Primary data Secondary Data Data analysis and Interpretation 54 Findings and Recommendations 58 Limitations 59 Conclusion 60 Annexure 64

52

61-

Bibliography 65

KEY WORDS

Hul FMCG BDO FY

: Hindustan Uniliver Limited : Fast moving consumer goods : Business Development Officer : Financial Year

COMPANY PROFILE & INTRODUCTION

Company Profile

Type Industry Founded Headquarter

: :

Public company BSE:HUL Fast Moving Consumer Goods (FMCG)

: 1933
:

Mumbai, India

Key people

: Nitin

Paranjpe

(CEO

and

Products Revenue Employees Parent

Managing Director) : Home & Personal Care, Foods,

:

Water Purifier Rs 20,869.57 crore

(US$ 4.45

billion) (2008-2009) : Over 65,000 direct & indirect

:

employees Unilever Plc

INTRODUCTION
HUL works to create a better future every day and helps people feel good, look good and get more out of life with brands and services that are good for them and good for others.

With over 35 brands spanning 20 distinct categories such as soaps, detergents, shampoos, skin care, toothpastes, deodorants, cosmetics, tea, coffee, packaged foods, ice cream, and water purifiers, the Company is a part of the everyday life of millions of consumers across India. Its portfolio includes leading household brands such as Lux, Lifebuoy, Surf Excel, Rin, Wheel, Fair & Lovely, Ponds, Vaseline, Lakm, Dove, Clinic Plus, Sunsilk, Pepsodent, Closeup, Axe, Brooke Bond, Bru, Knorr, Kissan, Kwality Walls and Pureit. The Company has over 16,000 employees and has an annual turnover of around Rs.19,400 crores (financial year 2010 - 2011). HUL is a subsidiary of Unilever, one of the worlds leading suppliers of fast moving consumer goods with strong local roots in more than 100 countries across the globe with annual sales of about 44 billion in 2011. Unilever has about 52% shareholding in HUL.

History
HUL 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 employee strength of over 15,000 employees and contributes for indirect employment of over 52,000 people. The company was renamed in June 2007 to Hindustan Unilever Limited.

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 Heritage HULs heritage dates back to 1888, when the first Unilever product, Sunlight, was introduced in India. Local manufacturing began in the 1930s with the establishment of subsidiary companies. They merged in 1956 to form Hindustan Lever Limited (The company was renamed Hindustan Unilever Limited on June 25, 2007). The company created history when it offered equity to Indian shareholders, becoming the first foreign subsidiary company to do so. Today, the company has more than three lakh resident shareholders. HULs brands -- like Lifebuoy, Lux, Surf Excel, Rin, Wheel, Fair & Lovely, Sun silk, Clinic, Close-up, Pepsodent, Lakme, Brooke Bond, Kissan, Knorr, Annapurna, Kwality-Walls - are household names across the country and span many categories - soaps, detergents, personal products, tea, coffee, branded staples, ice cream and culinary products. They are manufactured in over 35 factories, several of them in backward areas of the country. The operations involve over 2,000 suppliers and associates. HUL's distribution network covers 6.3 million retail outlets including direct reach to over 1 million.

Doing Well by Doing Good HUL believes that an organizations worth is also in the service it renders to the community. HUL focuses on hygiene, nutrition, enhancement of livelihoods, reduction of greenhouse gases and water footprint. It is also involved in education and rehabilitation of special or underprivileged children, care for the destitute and HIV-positive, and rural development. HUL has also responded in case of national calamities / adversities and contributes through various welfare measures, most recent being the relief and rehabilitation of the people affected by the Tsunami disaster, in India.

HULs Project Shakti is a rural initiative that targets small villages populated by less than 5000 individuals. Through Shakti, HUL is creating micro-enterprise opportunities for rural women, thereby improving their livelihood and the standard of living in rural communities. Shakti also provides health and hygiene education through the Shakti Vani programme.The program now covers 15 states in India and has over 45,000 women entrepreneurs in its fold, reaching out to 100,000 villages and directly reaching to over three million rural consumers. HUL also runs a rural health programme, Lifebuoy Swasthya Chetana. The programme endeavours to induce adoption of hygienic practices among rural Indians and aims to bring down the incidence of diarrhoea. It has already touched 120 million people in approximately 50, 676 villages across India. If Hindustan Unilever straddles the Indian corporate world, it is because of being single-minded in identifying itself with Indian aspirations and needs in every walk of life. Unilever products touch the lives of over 2 billion people every day whether that's through feeling great because they've got shiny hair and a brilliant smile, keeping their homes fresh and clean, or by enjoying a great cup of tea, satisfying meal or healthy snack.

Brands for life (Product Line)

Hindustan Unilever Limited has been the pioneer in the field of Food brand, Home care brands, personal care brands, water purification systems, Nutrition, Health, Hygiene & beauty products The following are the basic products of Hindustan Unilever Ltd., which has always promised to provide safe and healthy living.

Food Brands.

 Home Care Brands.

Personal Care Brands. Water Purification System.

Food brands HUL is one of Indias leading food companies. Our passion for understanding what people want and need from their food - and what they love about it - makes our brands a popular choice. Brooke Bond 3 Roses Playful banter, a little mischief, serious conversation theres no time for young couples like the time spent sharing a cup of 3 Roses. To keep a relationship going, every young couple needs a little time to talk Annapurna Partnering with the mom in nurturing her dreams, Annapurna Atta is aimed at helping her provide wholesome tasty nutrition to her family.

Annapurna Atta is aimed at helping the homemaker provide wholesome, tasty nutrition to her family. Red Label Indias favorite cup of tea, the great taste of Red Label brings people closer together and strengthens relationships. The brew that bonds. Brooke Bond Taaza Brooke Bond Taaza lifts me and unshackles my mind, allowing me to see and realize possibilities. The great refreshment of Taaza inspires women to have an identity beyond their homes and to refresh their lives. Taj - Mahal Brooke Bond Taj Mahal is an exclusive selection of teas for the discerning consumer. A taste for the finer things in life. Taj Mahal is not just a cup of tea, it is a sensory experience

Bru Ek cup Bru aur mood ban jae 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 Knorr. Knorr helps families make meal times special, nutritious, tasty and healthy

Kwality Walls A good honest scoop of daily pleasure. . 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.

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

Active Wheel Active Wheel de "Mehnat se Aazadi" Freedom from painful & tiring laundry Active Wheel enables consumers to perform laundry chores, giving Great Clean within less effort. Cif Cif- the best cleaner to let you shine. Cif- The Worlds leading cream cleaner which gives you the power to deal with the toughest dirt is now in India. Comfort The worlds largest fabric conditioner brand. For most homemakers, ensuring their family's wellbeing is of utmost importance. Every task, whether its preparing a meal or washing the clothes, is an expression of her love and affection for the family. Domex The sheer power of Domex bleach gives you the confidence you need, eradicating all known germs. The sheer power of Domex bleach gives you the confidence you need, eradicating all known germs. With Domex, you can be absolutely certain that the job is done. Rin

Rin provides best in class whiteness which is demonstrable. Clothes talk for us. Rin plays an integral part in enabling us to look good by providing demonstrably superior whites, giving us the confidence to realize our ambitions.

Sunlight Sunlight is a color care brand. A dash of pink, a splash of yellow, a hint of purple and a bit of orange. Colours can liven up any wardrobe and can make you look and feel precious and if theres one detergent brand thats committed to colour care, its Sunlight

Surf Excel Giving your kids the freedom to get dirty and experience life, safe in the knowledge that Surf Excel will remove those stains. When children go out to play and get dirty, they don't just collect stains. They experience life, make friends, share with each other and learn from each other. This helps them get stronger and get ready for the world outside Vim

Created in 1885, the Vim brand is still innovating and using the magic of natural ingredients to create unbeatable results over a hundred years latters .

Personal care brands Our personal care brands, including Axe, Dove, Lux, Pond's, Rexona and Sunsilk, are recognized and love by consumers across India. They help consumers to look good and feel good and in turn get more out of life. Aviance Aviance enables women actualize their unique potential through expert customized beauty solutions. The Aviance promise Aviance believes that no two women are alike. A truly beautiful woman is constantly searching for ways to express and celebrate her

own individuality. Aviance was created to empower this woman. Encourage her. And help her become all she can be. Axe Axe with Best Quality Fragrance. AXE is a cool, iconic, youth brand available in more than 60 countries. In India, Axe, which has been launched in 1999, is the largest selling Male Deodorant.. Breeze Breeze, with the goodness of glycerin gives soft, fragrant and smooth skin. Breeze makes use of a new revolutionary global technology which enhances the impact of world class perfumes in a much larger way, apart from bringing out the goodness of glycerine.

Clear New Clear with Essential Oils, guarantees Zero dandruff and leaves your hair feeling fabulous. New Clear. Zero dandruff, Just fabulous hair Clinic Plus

Clinic Plus is Indias largest selling shampoo and has won the trust the millions of families across India. Clinic Plus understands that healthy hair is an important asset which helps your family progress in life and empowers you. Closeup Freshness that brings you Closer. Closeup is synonymous with Freshness that gives you the confidence to be close to someone. Dove Dove stands for real beauty. All around the world, Dove is making real women feel more beautiful! Since 1993, Indian women have relied on Dove for beautiful skin. Dove is known to be a keeper of promises and has given real products to women world over. Fair & Lovely More than 30 years ago, a unique brand was born. Wrapped within a humble lavender tube, it went on to become the Worlds No.1 Fairness cream. Hamam Holistic skin care experiences perfected over the ages to deliver healthy, beautiful skin

Hamam brings alive the wisdom behind time-less skincare rituals in convenient and contemporary formats Lakme Lakme is an ally to the Indian Woman and inspires her to express her unique beauty and sensuality. Thus, enabling her to realize the potency of her beauty. Lakme is the Indian womans Beauty Sutra inspiring expression of her unique beauty and sensuality Lifebuoy Lifebuoy is available in multiple variants in soaps and specialist formats such as liquid handwash, catering to the entire family. Lifebuoy, an undisputed market leader for 112 years, has a compelling vision to make 5 billion people across the world, feel safe and secure by meeting their personal care hygiene & health needs

Liril Awaken, and enliven your senses with a Liril bath. Over time, Liril has come to be synonymous with the freshness of limes, active energy and freedom of expression by its symbolic display of the uninhibited female form.

Lux Lux believes in passion for beauty. It continues to be a favorite with generations of users for a sensuous experience of luxury. Lux stands for the promise of beauty and glamour as one of India's most trusted personal care brands. Pears Pears the purest and most gentle way to skincare! Pears launched in India in 1902, exuberates a long heritage of purity. It is so pure that you can actually see through it! Pepsodent Pepsodent India is committed to improve the overall Oral health of Indians. Pepsodent is a 15 year old brand that offers various oral care solutions to specific need based solutions. Ponds Get the expert to look after your skin Ponds, has been listening to womens needs and desires for 150 years and this has enabled us to deliver new products customised to their needs. Ponds accompanies them on their journey to enhance the beauty of their skin.

Rexona Rexona gives you 24 hr protection from sweat and body odour and therefore the confidence to handle whatever the day has in store.

Corporate Social Responsibility

HULs corporate social responsibility strategy seeks to address HUL's most significant sustainability impacts of hygiene, nutrition, enhancement of livelihoods, reduction of greenhouse gases and water footprint by integrating these objectives into our brands , our people and our processes.

Provided income-generating opportunities to 45,000 Shakti entrepreneurs in rural areas Across 15 states in 100,000 villages through Project Shakti

Lifebuoy Swasthya Chetna has touched 12crore people in more than 50676 villages Across India since 2002

Pureit is available in more than 1500 towns nationally and already covers over 3 million Households across India. Exceeded the target of reducing CO2emissions manufacturing operations by 25% on a base of 2004 from

Twenty Eight of our manufacturing sites are zero water discharge sites.

SWOT Analysis
STRENGTH
Variety of products Distribution Network

 Brand image Quality Management Innovation and R&D strength

WEAKNESS
Not able to compete with local competitor in the rural market Not focus on upper class population Pricing policy is not good

OPPORTUNITIES

Huge Market Increasing per capital income Increasing consumption pattern Potential for making more impact of brand image. Coming in technology e.g. in water purifiers

THREATS

 From High Class Competitor Proctor & Gamble Pantene Dabur Babool Dabourlal Dent Manjan Reckitt Benckiser Dettol Palmolive

A clear direction The four pillars of our vision set out the long term direction for the company where we want to go and how we are going to get there: We work to create a better future every day We help people feel good, look good and get more out of life with brands and services that are good for them and good for others.

 We will inspire people to take small everyday actions that can add up to a big difference for the world. We will develop new ways of doing business that will allow us to double the size of our company while reducing our environmental impact. We've always believed in the power of our brands to improve the quality of peoples lives and in doing the right thing. As our business grows, so do our responsibilities. We recognize that global challenges such as climate change concern us all. Considering the wider impact of our actions is embedded in our values and is a fundamental part of who we are.

Purpose & Principles Our corporate purpose states that to succeed requires "the highest standards of corporate behavior towards everyone we work with, the communities we touch, and the environment on which we have an impact."

Mission Unilever's mission is to add Vitality to life.

Vis ion We're constantly developing our brands and products to keep pace with the changes in consumers lives

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

Pureits unique Germ kill Battery technology kills all harmful viruses and bacteria and removes parasites and pesticide impurities, giving you water that is "as safe as boiled water". It assures your family 100% protection from all water-borne diseases like jaundice, diarrhea, typhoid and cholera. Whats more, it doesnt need gas, electricity or continuous tap water supply. Pureit not only renders water micro-biologically safe, but also makes the water clear, odourless and good-tasting. Pureit does not leave any residual chlorine in the output water. The output water from Pureit meets stringent criteria for

microbiologically safe drinking water, from one of the toughest regulatory agencies in the USA, EPA (Environmental Protection Agency). The performance of Pureit has also been tested by leading scientific and medical institutions in India and abroad. This patented technological breakthrough has been developed by HUL. This state-of the-art engineering developed by a team of over 100 Indian and international experts from HUL and Unilever Research Centers has made Pureit possible at the consumer price of just Rs. 2000. Pureit runs with a unique Germ kill Battery Kit that typically lasts for 1500 liters* of water. The Germ kill Battery Kit is priced at Rs.365. This means consumers will get 4 litres of water that is as safe as boiled

water for just one rupee, which works out to an extremely affordable 24 paise per litre. Pureit in-home purification system uses a 4 stage purification process to deliver as safe as boiled water without the use of electricity and pressurized tap water.

Pureit purifies the input drinking water in four stages, namely; 1. Micro-fiber Mesh - Removes visible dirt 2. Compact Carbon Trap - Removes remaining dirt, harmful parasites & pesticide impurities 3. Germ kill Processor harmful virus and bacteria 4. Polisher
TM TM

uses 'programmed chlorine release

chlorine technology' and its stored germ kill process targets and kills

removes residual chlorine and all disinfectant by-

products, giving clear odourless and great tasting water 5. Battery Life Indicator - Ensures total safety because when the germ kill power is exhausted, the indicator turns red, warning you to replace the battery

Some basic facts on water Problems Infected water causes an estimated 80 percent, of disease in India, according to the World Health Organization (WHO). About half the worlds reported cases of polio, a crippling disease which is waterborne, occur in India.

 Each year, diarrhea kills 500,000 Indian children. Water is pure at the source which is the municipal treatment plant. It comes to your house through pipes. These pipes are very old and have rusted, which may be the cause of contamination. Sewage lines are also in contact with underground water pipes. People also break open pipes at places to have access to water. These open cracks allow contaminated matter to get inside the water pipes. With the ever growing problem of safe drinking water faced in India, HUL has come with a social initiative of providing safe and pure drinking water by means of Pureit, a quality yet affordable water Pureit.

Product analysis (Pureit) Pureit- a water purifier designed and developed to provide as safe as Boiled water Performance Pureit removes visible dirt, kills all viruses and bacteria, removes parasites and pesticide impurities giving you water that is as safes as boiled water Additional Features: Great sensorial Clear, odour -free water : removes organics, pesticides, suspended matter (turbidity) Any time , any where performance : works Without electricity Without piped water Convenience No hassles of boiling, No maintenance costs like plumbing Cost Rs. 1/- for every 4 Liters of water The Technology:

 Chlorination of water is a known fact & is used as a world wide phenomenon by municipal corporations for supply of potable water. It kills all bacteria and viruses in water. However chlorine added I n water by these corporation is not done scientifically especially in third world countries like). Hence the amount of chlorination may be more or less depending on the quantity of water; thus again making this water unsafe for human consumption.

MICRO FIBRE MASH Material Non woven polyester Removes suspended particulate > 10 micron Reduces filtration load on CCT Average flow rate of 5 lit/min COMPACT TRAP CARBON

 Material intermediate activated carbon Binder is used for holding the carbon granules Removes particulate impurities < 10 micron Removes organic load improves taste of water Removes pesticides Removes cysts

GERM KILL PROCESSOR Attached with batching chamber. Stored germ-kill power target and kill harmful viruses and bacteria

Unique Auto Switch off Technology > After the battery life indicator turns fully red, the purifier will begin to overflow from the battery life indicator on the front side.

> Some water may still pass through the purifier. However, please note that the purifier has stopped purifying water & the water may no longer be safe for drinking. > The purifier has been designed to overflow to indicate that the battery has not been replaced even after it has turned fully red.

POLISHER

Made by activated granular carbon and coated by silver.

 This design has reduced pressure drop, eliminating the level of fines coming in the water and reduced wastage of plastics in battery Removes chlorine and disinfection by-products. Radial flow design low pressure drop. Finally removes all odour, makes water visually clear & gives great tasting water

Performance testing Leading scientific institutions Central Food Technology Research Institute. National Institute of Cholera and Enteric Diseases Indian Public Health Association Institution of Public Health Engineers

Leading Medical Institutions

 King Institute of Preventive Medicine Sundaram Medical Foundation Apollo Hospitals SRL Ranbaxy Clinical Reference Laboratories

Leading International Institutions London School of Hygiene and Medicine UK Scottish Parasite Diagnostic Laboratory, Glasgow, UK

COMPETITOR

 Whirlpool Eureka Forbes Ltd. Usha Brita Kent zero B Philips Ken star Tata Swatch New Era (OSMO & Total aqua Fresh)

Key player in local market at Gurgaon. Hindustan Unilever Ltd. Eureka Forbes Ltd. Kent Philips

PRODUCT/SERVICE STRATEGY OF WATER PURIFIER

 4 variety available in the market Easy availability nation wide Best quality of used plastic (ABS food grade) Best quality based technological parts used.

Designed and developed to provide As safe as Boiled Water

Very attractive design in two color ( Royal blue and Burgundy ) Pure it removes visible dirt, kills all harmful viruses and bacteria,

Removes parasites and pesticide impurities giving you water is as Save as Boiled water

Great sensorial- Clear, odour-free water: removes organics, Pesticides, suspended matter (turbidity) Any time, anywhere (portable) performance : workswithout electricity-without piped water Very easy to use Convenience No hassles of boiling, No maintenance costs like Plumbing Cost- Rs.1 /- for every 4 Liters of water Top most brand name ( Hindustan Unilever Ltd ) Quick service ( with In 24 hour ) PRICE STRATEGY OF WATER PURIFIER

 Penetration strategy Product price range started for 1000 5200 Very Low cost of maintenance and consumable Low cost for product Best price for other than competitor Attractive discount on replacement of device for customer No credit terms Attractive allowance for dealers

PROMOTION

MARKETING

COMMUNICATION

STRATEGY OF WATER PURIFIER Activated subscription immediately

 Fastly installation of products Properly repair services Free Services during life time Commercial TV advertisement Advertisement in news paper Broacher Sales force (8000+ across country) Marketing surveys through: Demonstration Cold call Reference by old customer

SCOPE AND OBJECTIVE OF THE STUDY

SCOPE OF THE STUDY This will help us to know the market tends demand and consumption patterns future prospectus in term of potential growth consumer test and

buying behavior for the HUL product water purifier and other aspects related to channels and networks i.e. distribution. At the same time some bottlenecks and loopholes in the entire process could also be taken into consideration for their solution as well as betterments. In short following few aspects could be taken care of through this study:To study the marketing strategy used by HUL for competing in the market. To identify the attributes those compel the dealers to select the product.. To study about the relationship and association of the household with the company. To identify the dealers response towards brands they are dealing. To know about the credit policy of the company (motivational tools) Popularity of company product among customers. Customers opinion towards packaging. To know about the awareness of drinking water used by various households.

OBJECTIVE OF THE STUDY

The followings are the main objectives of this research project

How to increase productivity of sales in HUL

Competitive analysis of PURE IT Now, customers have become smart, they have great knowledge of market, product and suppliers. So, they are looking for the product which is providing something extra The basic objective of this project is as mentioned above to find ways so that HUL remain market leader by considering all the needs & wants and fulfilling their demand.

RESEARCH METHODOLOGY

Its the way by which we collected data and used it to analysis the available fact for arriving at a particular results and suggestion. Basically there are two ways of collecting the data primary & secondary RESEARCH DESIGN It consists of clean statement of the research problem procedures and information processing and analysis of data collected. It includes hypothesis also. I have used Descriptive Research which includes survey and fact-finding enquiries of different kinds. The main characteristics of this method are that the researchers have no control over the variables; he can only report what has happened or what is happening. The major purpose of descriptive research is description of the state of affairs as exists as present. Problem to retailers with their respective FMCG Company. Taste and preference of retailers and consumers towards the brand. Strategy of different players in the market. Different schemes of different brands. Descriptive research design: - alone with some exploratory research was applied which descriptive the state of affairs as they subsists. Descriptive research was used in the study of marketing strategies for

the sale of companys product also studying about the parameters which affect the competitiveness of the product. Analytical research:- in this kind of research researcher uses facts or information which are already available and analysis these for critical and rational facts of the past and present tends in the demand and consumption, quality of product, packaging methods, supply and distribution and analyzed them for critical result and suggestion some recommendation.

SAMPLING PLAN Sampling methods:- Snow ball sampling has been used for the purpose of those consumers and prospective customers as it helped in knowing the no. of users of Pureit product and convenient sampling methods was used for distributers in distance place as accessibility had emerged as a problem in some cases. Sampling unit: - It defines the target population that will sample together for carrying out the analysis. Here it includes different areas and households. Sample size

Sample size is 100 households Type of research Statistical tools Data collection Descriptive research (it includes facts findings service) Pie charts, bar diagrams etc. Through questionnaire

ASSUMPTION OF THE STUDY Questionnaire is distributed to different households in the different areas. Respondent have responded correctly. Information collected through various source is correct.

DATA ANALYSIS Data become useful only affect they are properly analyzed. Data analysis involves coverings as series of recorded observation i.e. data into descriptive statement and inference about relationship. This task is helpful in identified the areas where the company each improve further collected data was analysis by the use of simple statistic tools like percentage and (univariate analysis) result have been represented by using bar chart columns and pie chart.

DATA COLLECTION This was done by using:A.

Primary data. These are the fast hand information as observation in leads to collect through surveying as interviewing using questionnaire and schedules.

Questionnaire- it can be recognized as a schedule, interview from or measuring instrument is a formalized set of question for obtaining information from the repaired. It is widely used in consumer and industrial marketing research analysis.
B.

Secondary data these are the data which are already available in data which are already available in usable forms various type secondary data used.

Literature from various papers, journals, and magazines. E.g.

News and Views and paper India. Internet surfing. Other official sources.

RESEARCH APPROACH The research is based initially on an exploratory research & finally followed by descriptive research. RESEARCH INSTRUMENTS The research instrument used in the study was predesigned up to designed questionnaire with closed ended multiple choice & open-ended questions.

DATA ANALYSIS & INTERPRETATION

1) A B C

What is your income ? Less then 2.4 lacks pa 2.4 lacs - 3.6 lacs pa 3.6 lacs - 4.8 lacs p a

D More than 4.8 lacs p.a

Income Less then 2.4 lacs p.a 2.4 lacs 3.6 lacs p .a 3.6 lacs - 4.8 lacs p .a More then 4.8 lac p.a

Frequency 45 30 15 10

Percent 45.00 30.00 15.00 10.00

INTERPRETATION The above data has given about frequency and percentage of Income of Customer. The percentage of people who has income is Less then 2.4 lacs p.a , ( 45 % ). The percentage of people who has income is 2.4 lacs to 3.6 lacs p .a , ( 30 % ) . The percentage of people who has income is 3.6 lacs to 4.8 lacs p.a , ( 15 %) , The percentage of people who has income is More then 4.8 lacs p.a , ( 10 % ) .

2 ) What type of water you are using ?

A B C

Munciple water canned water Borewell

D Any other

Frequency and percentage of the whch type of water using

you are

Water you are using Percent Munciple 60.00 water

Frequency 60 20 10 10

Canned water 20 .00 Borewel 10.00 Any other 10.00

Total

100

100.00

INTERPRETATION The total no. of respondents includes in the research is 100.Out of 100 respondents, 60 %(48) of people have a using Munciple water , 20 % (52) people have a using Canned water ,10 % ( 10) Borewel ,and remaining people have a using 10 % (10) Any other .

3 ) If package drinking water then which company ?

A ) Bisleri B Aquafina

C Kinley D Zero B

Frequncy and percentage of drinking water then which company Company Percent Bisleri 50.00 Aquafina 25.00 Kinley 15.00 Zero B 10.00 Total 100.00 Frequency 50 25 15 10 100

Interpretation Out of 100 respondents, the data of people are using water purifier and people are notusing water purifier .Those people are not using water purifier, if they will buy ,they will buy only this companys product like Bisleri, Aquafina, Kinley, ZeroB, (50%) , ( 25 %) , (15 %) , (10 %)of people are using and will use and any other companys water purifier

4 ) During package water purchase what factor influence you most ? A Price B Brand

C Quality D Health and safety .

Frequency and percentage of package water purchase what factor influence you most

Package water Percent Price 60.00 Brand 15.00 Quality 15.00 Health and Saftey 10.00 Total 100.00

Frequency 60 15 15 10 100

Interpretation

The total no. of respondents includes in the research is 100.Out of 100 respondents, 60 %(60) of people have a buying a water purifier is based on price , 15% (15) people have a buying a water purifier is based on Brand ,15 % ( 15) ,of people have a buying a water purifier is based on Quality ,10 (10) and remaining people have a buying a water purifier is based on Health and safety .

5 ) If water purifier then which companys purifier you are using ? A ) Eureka Forbes B ) Kent

C ) Pure It D ) Aqua guard E ) Aqua fresh F ) Any other (Plz. Mention Name).. Frequency and percentage of companys purifier you are using water purifier then which

Company Percent Eureka 50.00 Kent 20.00 Pure it 10.00 Aquaguard 10.00 Aquafresh 10.00 Total 100.00 Forbes

Frequency 50 20 10 10 10 100

Interpretation Out of 100 respondents, the data of people are using water purifier and people are notusing water purifier .Those people are not using water purifier, if they will buy ,they will buy only

this companys product like Eureka Forbes, Kent, Kinley, Aquagaurd, Aquafresh (50%) , ( 20 %) , (10 %) , (10 %) , (10 )%of people are using and will use and any other companys water purifier

6 ) How do you come to know about your brand ? A Newspaper B Reference C Advertising D Direct marketing E Any other .

Frequency and percent of how to come know about your brand

Brand Percent Newspaper 60.00 Reference 10.00 Advertising 10.00

Frequency 60 10 10

Direct marketing 20.00

20

Interpretation The above data has given, before buying the water purifier; people want to know the product is Newspaper ( 60 %) , Reference ( 10 %) , Advertising ( 10 %) and remaining people tp heard about our product is Direct marketing ( 20 %) .

7 Does your water purifier consume electicity ? A yes B No

Frequency and percent of water purifier consume electricity.. Electricity percent Yes 72.00 No 28.00 Total 100.00 Frequency 72 28 100

INTERPRETATION The above data tells about electricity of water purifier, t h a t i s t h e w a t e r p u r i f i e r i s working with electricity or without electricity. Out of 100 respondents, 72 % (72) of people have given their view that yes and 28 % (28) of people have given their viewNo.

8 Why you are water purifier ? A Price B Technology C Brand name

using

___________________________brand

as

D Aesthetics

Frequency and percent of using brand as water purfier Brand Percent Price 40.00 Tecnology 20.00 Brand name 20.00 Aesthetics 20.00 Frequency 40 20 20 20

Interpretation

The total no. of respondents includes in the research is 100.Out of 100 respondents, 40 %(40) of people have a buying a water purifier is based on price , 20% (20) people have a buying a water purifier is based on Technology ,20 % ( 20) ,of people have a buying a water purifier is based on Brand name ,20 (20) and remaining people have a buying a water purifier is based on Aesthetics .

9 Overall how much are you satisfied with your existing water purifier ? A Fully satisfied B Partially C Satisfied D Not satisfied Frequency and percent of are you water purifier satisfied with your existing

Satisfied with your water purifier Percent

Frequency

Fully satisfied 60.00 Partially 20.00 Satisfied 15.00 Not satisfied 5.00

60 20 15 5

Interpretation The total no. of respondents includes in the research is 100.Out of 100 respondents, 60 % is fully satisfied , 20 % is partially , 15 % is satisfied , 5 % is not satisfied .

10 Have you heard about 1 Crore Safety challenge Pure It and if yes then do you believe on the quality of HUL pureit ? A Yes B No C Cant say

Frequency and percent of 1 Crore Safety challenge Pure It and if yes then do you believe on the quality of HUL pure it

1 Crore Safety challenge Pure It Percent

Frequency

Yes 72.00

72

No 20.00

20

Cant say 18.00

18

Interpretation The total no. of respondents includes in the research is 100.Out of 100 respondents,72 % people says yes , 20 % people says no , and remaining people says no response just like cant say .

11 If yes then would you like to exchange your purifier with pureit ? A Yes B No C Cant say

Frequency and percent of exchange your purifier with pure it

Exchange pure it Percent Yes 75.00 No 15.00 Cant say 10.00 Total 100.00

Frequency 75 15 10 100

Interpretation The total no. of respondents includes in the research is 100.Out of 100 respondents, Exchange our pure it is 75 %, says Yes , 15 % says No , and remaining people Says no response just like Cannot say 5 % .

12 ?

Any comment / suggestion for pureit water purifier

FINDINGS & RECOMMENDATIONS FROM THE PROJECT

As per the survey done following were the findings and recommendations of the survey:. Customer service is something which company should pay more attention at. All models not available for display in retail outlets and also brochures should be made available. Sales person at the retails counters should have proper knowledge about the product. Should focus more on brand awareness. TV advertisements can be renewed explaining the product feature and aggressive marketing will help the company. Awareness of the product is less among the people. So, the company may take several steps to create such awareness regarding its values to the customers. The company can adopt new strategies and policies to overcome the competition.

LIMITATIONS OF STUDY

This survey report is also not free from limitations as usual. However the absence of such limitation would have improved the quality of report as given > Limited time period restricted to go in for more details the period was very short to survey such a large area. > Many respondents were not interested to give the required time for the questionnaire. > Respondents sometimes act artificially when know their information is noted down. > There was only some certain hours in a day in the idle hours in which the respondents was ready to talk. > This project was done on the basis of questionnaire through survey, so it may possible here that some of them might have not provided the correct information.

Conclusion
Hindustan Unilever ltd. Is a leading FMCG company in India and from last three consecutive years has shown accelerated growth in FMCG portfolio. Customers in India are also spending more in FMCG as their standard of living is growing. HUL has placed itself successfully in the position of market leader in FMCG products. Though there was some downfall in sales and profit of the company in the beginning of this decade but after that HUL has shown considerable rise in both sales and profit. The future of the company is also looking bright as FMCG market in India is still expanding and so we can safely conclude that HUL will be able to secure its number one position in FMCG product HUL has also started project SHAKTI that has provided it direct reach to rural market. This may be considered a revolutionary step since the urban market is reaching its saturation level and there is a huge scope exploring rural market. This will also be helpful not only increasing its market share but also fight competition I found many Water purifiers in the market, which can be compared with Pureit. As a conclusion I found that particularly in my provided area Pureit is really doing well and its performance is on surprising level. During the fieldwork and after intensive study it was found that main competitor of Purit is Aqua guard (Eureka forbs Ltd). So this is the comparison with other water purifier brands.

According to my findings, I found that Pureit is the market leader followed by Hindustan Unilever Ltd.

BIBLIOGRAPHY

www.businessknowhow.com

www.business.com

www.mastersoftsuccess.biz

www.1888articles.com

QUESTIONNAIRE OBJECTIVE: To do a in-depth survey of water purifiers available in the market and to arm you with the information with which you can select the best water purifier device suitable for your home .

1) A B C

What is your income ? Less then 2.4 lacs p.a 2.4 lacs - 3.6 lacs p.a 3.6 lacs - 4.8 lacs p .a

D More than 4.8 lacs p.a

2 ) What type of water you are using ?

A B C

Munciple water canned water Borewell

D Any other

3 ) If package drinking water then which company ?

A ) Bisleri B Aquafina

C Kinley D Any other

4 ) During package water purchase what factor influence you most ? A Price B Brand C Quality D Health and safety . 5 ) If water purifier then which companys purifier you are using ? A ) Eureka Forbes B ) Kent

C ) Pure It D ) Aqua guard E ) Aqua fresh F ) Any other (Plz. Mention Name)..

6 ) How do you come to know about your brand ? A Newspaper B Reference C Advertising D Direct marketing E Any other .

7 Does your water purifier consume electicity ? A yes B No

8 Why you are using ___________________________brand as water purifier ? A Price B Technology C Brand name D Aesthetics

9 Overall how much are you satisfied with your existing water purifier ? A Fully satisfied B Partially C Satisfied D Not satisfied

10 Have you heard about 1 Crore Safety challenge Pure It and if yes then do you believe on the quality of HUL pure it ?

A Yes B No C Cant say

11 If yes then would you like to exchange your purifier with pure it ? A Yes B No C Cant say 12 Any comment / suggestion for pure it water purifier ?