Submitted To:

Prof. Devang patel Date: 16/2/2011

Project report on Tupperware

Group members: Madhuri Dave Sonam Sharma Hiral Tank Jay Akhani Mehul Thacker Vishal Soni Dinesh Moyal Ram Chaudhary Kulvinder Singh

ROADMAP OF THE REPORT

Sr. No. 1 2. 3. 4. 5. 6. 7. 8. 9.

Particulars Introduction Product Aspects Customer Aspects Sales force Hierarchy Marketing Strategies Learning Experiences Summery bibliography

Pg. No. 1-2 3-5 6 7-8 9 10-13 14-15 16 17

INTRODUCTION

Tupperware is one of world's leading direct selling companies with the largest women network, which markets premium food storage, preparation and serving items. Tupperware is the brand name of a home products line that includes preparation, storage, and serving products for the kitchen and home, which debuted in 1946. Company has their business in 130 countries. Tupperware started its operations in India in 1996 and is a household name today. The company has two manufacture plants in India, which are in Hyderabad and recently in Dehradun. The Tupperware Party Tupperware Plan method of selling is a unique and extremely successful model of selling adopted by Tupperware. Through this unique selling method, Tupperware has recorded remarkable acceptance and success in India. Tupperware aims at enriching the lifestyles of its consumers. The entire Tupperware range of products provides a one-stop solution for all food storage, food preparation, microwave, refrigerator and serving requirements as well as a special range for Kids. Tupperware products are made from 100% food grade virgin plastic,scientifically proven plastic which are hygienic, stylish and elegant, light-weight, non-toxic, and odour-less and come in beautiful soothing colours which can compliment and brighten up every Indian home and kitchen. The USP of Tupperware product lies in their special airtight and liquid tight seals, which lock in freshness and flavour.

HOW TUPPERWARE IS DIFFERENT

Tupperware products are very durable, and designed to be used for a lifetime. The materials used are stable, and will not turn carcinogenic even after repeated use. All Tupperware products are made from high quality materials that will not release harmful chemicals into your food. The materials used comply with international standards (US FDA (Food and Drug Administration), Japan Polyolefin Hygienic Association Standards). Each year, an estimated 500 million to 1 trillion plastic bags are used worldwide. 8 out of 10 plastic bottles end up in landfills all over the world

everyday. The increasing amount of garbage means we will need more landfills. Forest and jungles will have to be sacrificed, leaving our animal friends without homes. No more disposable bottles, containers or plastic bags. Use Tupperware instead. Help reduce waste contribution. -1-

OBJECTIVE
Tupperware believes in helping the under- privileged women and adolescent girls as well as children of low income group. Tupperware, through its Chain of Confidence Campaign works towards bettering the lives of many women by giving them the confidence to live with respect in the society and becoming independent.

CORPORATE SOCIAL RESPONSIBILITY

This campaign is committed towards making a difference in lives of all women and girls through enlightening, educating and empowering them. Partnering with Literacy India, Gurgaon is an initiative in this direction. Tupperware also supports World Vision, an NGO for underprivileged children in Bangalore. Through World Vision, Tupperware is sponsoring 25 children, including 7 children with hearing impairment, 3 polio-affected children and 10 economically challenged children. Such valuable support transforms lives and ensures life in all its fullness to poor children Money from the proceeds of each sale of Tupperware Kit goes towards this noble cause. Another Social Initiative is the Tupperware Charitable Dispensary in Gurgaon, managed by Quota International, an NGO. Quota International is an International Service Organization working towards serving the underprivileged

sections of the society. It is more than 80 years old and has more than 8000 members in 14 countries. In India, Quota International, among various projects, runs a charitable dispensary supported by Tupperware India. The dispensary situated in Gurgaon (Haryana) provides medical services and free medicines to underprivileged people living in the nearby areas.

-2-

PRODUCT ASPECTS
World Standards: All Tupperware products are made from safe, nontoxic, no carcinogenic materials, thus they do not release harmful chemicals in food or liquid contents. Innovative Design: Tupperware Products are designed to inspire. Unlike ordinary plastic products, many Tupperware products have won awards worldwide. Colour Safe: One can enjoy the attractiveness of Tupperware products in fabulous, trendy colurs and be assured that colorants used are all food safe. Microwave Safe: Where Tupperware products are indicated for

microwave use, Tupperware uses material strictly meant for microwave use only.

Top Quality and Finishing: All products have passed stringent test and are built to last, Tupperwares design and smooth finishing make its products a delight to hold and use for any occasion.

Environment Friendly: Tupperware plays its role in saving Mother Earth from further pollution and degradation as its products are designed for long term use. Unlike plastic bags and bottles which are not for repeated use. Made from 100% virgin food grade virgin plastic, all Tupperware products come with Lifetime Warranty and if returned are not dumped into the plastic dump but instead are reused to make non-food items such as plant pots and pipes. This way there is no harm to the environment

-3-

PRODUCT CHARACTERISTICS
Tupperware products are tested to ensure that they are a safe, 7ontoxic, attractive and durable alternative to other home storage products. With a little care you can keep your Tupperware looking as good as new. Cleaning and storing: Wash and rinse Tupperware with liquid soap and lukewarm water. Store without seals to keep them fresh. Do not soak polycarbonate range in detergent or soap.

Hot food and Beverages: Cool beverage before handling or applying the seal. Tupperware containers can withstand temperatures up to 80 degree C.

Tight Seals: Place the seal in warm water for few minutes. Dry thoroughly, then apply to container while still warm.

Stain Removal: Use baking soda paste; its ideal for reducing of stains and stickiness.

Preventing Cuts and Scratches: Avoid the use of abrasive scrubbers and washing powders.

Removing Unpleasant and Odors: A piece of charcoal or moist newspaper, stuffed into the container and left sealed for 12 hours in the fridge, before washing and rinsing the product thoroughly, should get rid of unpleasant odors.

Liquid Storage: only Products with Classic round Seal are liquid-tight and can be kept in any position. Place containers with any other type of seal in upright position.

LIFETIME GUARANTEE & QUALITY ASSURANCE

Tupperware products come with a life time guarantee. Most Tupperware products are guaranteed to perform under normal domestic use for the life time of the product. -4-

REPLACEABLE CASES
Crack through gate Sidewall deformation Locking issue Manufacturing issues Crack at grooves, tab Loose/ tight fitting Crack at handle

NON REPLACEABLE CASES

Staining from food material. Crack due to high impact Melting by hot surface Bubbles/spot marks due to over heating in microwave Scale formation due to hard water usage. Stickiness due to poor maintenance Seal melting due to over heating Biting by children/rates etc.

Scratches due to mishandling.

CUSTOMER ASPECTS
Though this Company is working in 23 countries in India but still some people are less aware about the product and even the company The customer has complain about the pricing of product. Though product is very environment friendly and hygienic but it is very costly. Every consumer cant afford the products The average demand of consumer is Lunchbox, Tiffin box, Glasses, round box (for multiple usage) and water Jug. The delivery of product is within 7days of order. The delivery time of replacement product is 3 months. So Consumer is also complaining about the delivery time should b less. These products are not necessity. This products are kind of luxury. So there is no surety of consumer sticking with the product. There is variation in product demands and customers.

Some segment of customer are like to buy this products because there is one time investment only an products are long lasting and company is also giving lifetime warranty and guarantee for products

The customers get discounts on some festivals like Diwali, Mothers Day etc.

-6-

SALESFORCE

Tupperware has only woman dealer. For taking dealership in Tupperware a lady should pass her age of 19 years and pays 686.Rs with starter kit which has 1100.Rs MRP and fill up assembly form.

If once dealer make 2000.Rs sales, dealer will win welcome gift from company. And every dealer make another consultant under her and make a chain based business.

Dealer gives order to the company on the basis of customers order.

Dealer earn 25% commission on MRP price but to organized product demonstration dealer will bare 7 to 8 % expense on their profit. If dealer makes sales worth Rs 100 then dealer will earn 25 Rs from sales.

In Ahmadabad there are more than 9000 dealer in who are not active dealer and not make sales 3000Rs within three months then that dealer will buy kit again.

Dealer organized assembly training which is around 5 days and party to aware people about Tupperware product and its important in our daily life.

Tupperware provide replacement diary in which some details are fill up by dealer about customers who wants to do replacement.

Tupperware provide university training and graduation degree to their dealer.

All dealers encourage their sales force or consultant by giving them reward and commission to increase their sales.

Here the structure of dealer is mention in next page, the dealer will move to their designation on the basis of their sales merit and not on the basis of promotion. -7-

The world of Tupperware brings to the fore a wonderful opportunity that has touched the lives of millions of women the world over, across 100 countries and speaks one language, the language of Opportunity. The Tupperware opportunity is suited to all women who desire to change the course of their lives.

Millions of women the world over re-enforce their confidence in Tupperware products daily. They not only use them in their own homes but also have gone a step ahead by making a career out of introducing them to others through the world famous Tupperware Party Plan method of selling. Just so you know, a Tupperware party demonstration is held somewhere in the world every 2.5 seconds

Tupperware also do the activities like Annual Distributors Conference, Regional Leaders Conference, Manager's Jubilee, Summer Celebrationchain of confidence and than provide prizes and recognition for best performance for managing and motivating sales force.

ASPECT OF STAFFING
Tupperware follows no direct staff method. It means headquarters of the company doesnt pay any amount for the salary. Tupperware has a policy which follows only one kind of membership and that is the dealerships. Company gives the dealerships to the woman by taking the membership amount i.e. 686 and company also gives the starter kit to the dealer of the company. And then further that dealers make their own sub dealer. Now therefore, here question arises is that how does the company manages its order, distribution, return, and many other basic function of an organization. So for this there is a distributor who looks after the all the assignment of the whole city and then she herself hire some persons to do all the clerical work and pays those people from her own purse. One more thing here which is notable is that being at the distributors she doesnt get even an extra percent of the general commission just because she topes the hierarchical chart. But she does get extra commission by the virtue of her ability to sell more than any dealers. For the Ahmedabad city Mrs. Sajani Dua has got that very important place of the distributor, and she has kept an office at campus corner, opp. St

Xaviers College

and there she has hire some 3 people to manage the daily

activity on own her payroll company doesnt any role in that procedure . Even there are some Group Managers who have also hired their own assistant to help herself. -8-

DEALERSHIP STRUCTURE
The Designation of dealer is set based on the target they are achieved. If they achieved the target the company gives opportunities to dealer to go to next level with their willingness. It will increase their work as well as their percentage of commission. Following is the hierarchy that the dealers of are having

Consultant

Manager

Group Manager

Executive Manager

Distributor

-9-

MARKETING STRATEGIES
Motivating woman by appreciating them for even their minimum selling by other members. (for dealership/ membership) (Managing Sales force) Demonstration of products for door to door through consumer reference. (Relationship Marketing) Telephonic method- calling customer given the reference by other customers. (Direct Marketing) Arranging professional parties for giving product awareness by calling 15-20 ladies around society or area by providing gifts for host party. (Interactive Marketing) Relationship marketing by caring for customer giving high Quality, hygiene and freshness and also providing lifetime replacement warranty of product. (Quality Maintenance as a tool of Selling strategy) Viral marketing or word of mouth marketing for awareness and selling of products.

Arrangement of kitty parties and by playing game the winner got the gifts of Tupperware items which are on non-sale base. (Promotional Strategy)

Lucky draw in Kitty parties and giving prizes of Tupperware products. (Promotional Strategy)

They introduce one product of multiple usage which gives high conversion towards Tupperware products. (Product awareness as a tool of Selling strategy)

Advertisement in newspapers in particular occasion e.g. Diwali, Mothers day etc . (Promotional Strategy)

Tupperware brand name, in its eye catching magenta colour, lit up the backdrop in many scenes of the movie and the starts were found using the Dinner sets, tumblers and containers in the movie. A laugh riot and a family movie Golmaal 3 was chosen for Tupperware in film placement as Tupperware is a fun young brand like the audience the movie caters to. (Promotional Strategy) -10-

Tupperware has become the first direct selling company in India that has got associated with in-film branding. Starting with mere co-branded TVCs with movies like Billu Barber and London Dreams, Tupperware has now moved on to in-film placements with the 25 crore film We are Family made under the banner of Karan Johars Dharma Productions, co produced by Sony Pictures. Along with stars like Kajol, Arjun Rampal and Kareena Kapoor, company has a range of Tupperware products canisters, dinner sets and dry storage range that cab be seen in

various scenes through out the movie. With We are Family, the brand has found the perfect fit as Tupperware India is targeted towards sec A and B women and mothers in the 30-plus age group which in the movie is represented by Kajol. (Promotional Strategy) Company has also did activity in which covered 30 Big Bazaars pan India. Showcased Tupperware serving, Dry storage & Refrigerator category products in exiting expression colours filled with dry fruits, sweets & chocolates. A set of promoters were demonstrating products, interacting with consumers, make them play a fun filled game and distributing gifts to the winners. (Promotional Strategy) Tupperware Co-branded sponsored quiz with TIMES-NIE for 100 schools of South Mumbai with pre-event write up & post event coverage with images in all Times Papers in various languages in July 2009. (Promotional Strategy) Recently from 6-7 months Tupperware companies have also started giving advertisement in Television also. (Promotional Strategy) Company has also tie up with builders that in their new building skims they provide modular/ readymade kitchen with Tupperware products.

-11-

BUZZ MARKETING
Tupperware recorded in top 10 companies in gunnies book of world record and create a buzz.

Tupperware organized hostess (meeting) and in the hostess member of Tupperware give some idea on it and create a buzz for audience.

Tupperware are mostly introducing their business. Mostly in 130 countries so in that sans also Tupperware create a buzz.

Annual Distributors Conference in November 2009in cochin. Tupperware has partnered with Femina to launch a cookbook by the name of Tupperware Cooks. This will be available with the second edition of Femina in November10

Regional Leaders Conference in June 2010 in Delhi, Mumbai, Kolkata, Chennai, Hyderabad and Bangalore

Mall Activity (Festive) in September 2009 In Delhi, Mumbai, Bangalore, Chennai, & Kolkata

Tupperware Kitchen on Wheels in Oct 2010 in Delhi, Mumbai, Bangalore where A Tupperware branded Van covered 42 locations in 3 cities during 14 days of this activity

School Contact Program in February 2009 in Delhi, Chandigarh, Mumbai, Hyderabad, Kolkata, Chennai & Bangalore

Manager's Jubilee 2009- Reach Out in July 2009 where An internal events for Tupperware Managers to recognize their achievements in Hyderabad

Summer Celebration 2009-Chain Of Confidence in March 2009 where An internal events for Tupperware Consultants to recognize their

achievements in New Delhi , Bangalore , Chennai ,Mumbai , Kolkata, Chandigarh Sun Bole Have Fun in February 2010 where a company planned a national campaign in which we covered 31 Big Bazaars, 12 malls & 5

Home Towns. The campaign was themed Sun Bole Have Fun and showcased our water storage range of products- Bottles, Tumblers & Water Dispenser -12etc. A set of promoters were demonstrating products, interacting with consumers, make them play a fun filled game and distributing gifts to the winners in cities like Delhi, Chandigarh, Mumbai, Bangalore, Chennai, Hyderabad & Kolkata Advertisement in print media and Televisions.

-13-

LEARNING EXPERIANCE OF TUPPERWARE

Tupperware is a direct marketing organization. They use consumer direct channels to reach the deliver goods and service to customer without using marketing middlemen. We learnt lots of things from this project. We learnt that for doing direct marketing managing the sales force is so important. For managing sales force selecting, training, supervising, motivation etc are required. In Tupperware they do that type of activity for better output and for satisfaction of customers. We learnt that for direct marketing concept of Relationship marketing is also very useful. Todays customers prefer supplier who can sell and deliver a set of products and give service to them from different location. Tupperware also provide that type of service to customer. They provide worldwide service to customers. In direct marketing we learnt that for selling more and effectively we fallow mainly six steps. Tupperware also fallow these six steps which are describing below.

PROSPECTIN G& QUALIFYING

Team manager or group manager are finding and qualifying new member and train them. This is the first step of Tupperware.

PREAPPROAC H

Before selling the products sell person required some guidelines and training so Tupperware give some training to new member or agents.

PRESENTATI ON & DEMONSTRA

Tupperware agent making presentation and demonstration at hostess home which are pre-arranged.

OVERCOMIN G OBJECTIVES

In this step sellers (members of Tupperware) give brief about their products to customer and try to give idea about how to use the product.

CLOSING

Before the end of the demonstration closing of order is so important. This is the main objectives of to doing all that things.

After selling the products fallow-up is required and it is FALLOWnecessary to keep in contact with customers & Tupperware is UP doing make We also learnt about how to this. strategy. Strategy making is main

activity for any organizations and it will be decided according to organization need. Here. in Tupperware only women is a target sector so according to women they make their segments that which woman they targeting? Is she student or Working woman or house wife or mother of kids who r school going or old age woman and according to this segment, they make strategies.

During Tupperware project we meet Mrs. Sonal Shah who is Group manager Vardhaman Group has 13 years of experience in Tupperware, we also learnt from her about how to communicate with customers and how deal with them.

We also learnt that for getting work from the subordinate how we can motivate them and how to give satisfaction to them due to that they give more output to us.

After the research of Tupperware we can also know more about buzz marketing. Hear we maintain some point where Tupperware create a buzz.

1) Tupperware recorded in top 10 companies in gunnies book of world record and create a buzz. 2) Tupperware organized hostess (meeting) and in the hostess member of Tupperware give some idea on it and create a buzz for audience. 3) Tupperware are mostly introducing their business. Mostly in 130 countries so in that sans also Tupperware create a buzz.

We also learnt how any organization can operate their business and we can easily relate with operational management.

-15-

SUMMERY
The Tupperware is us base company having a business in more than countries currently. The Tupperware has set the best example of direct marketing for any company. the company is full changed the ideology of the typical Indian house wifes by giving them a plat form for earning .The company motivate the Indian women by the way of direct marketing. They follow a chain system in

this fresh customer who recently purchase the Tupper ware kit become the consultant in this way as much business you bring to the company your designation become higher and you also earn more. The commission which the members of Tupperware chain system get is 25 %. Its not necessary that the person who become the member of Tupperware earlier or is a member of Tupperware from a long time we learn more. The fresh consultant may also earn more than the existing members because the commission is given on the performance of an individual but not on the time from which they are associated with Tupperware. There are no Male members working in a Tupperware whole chain system is consist of women only as they want to change the ideology of Indian women who could not studies due to their problems and think they cant earn like men. The working of Tupperware is so effective and efficient that the women can enjoy when they give demonstration of Tupperware products to the new interested customers. It is almost same as a kitty party but the main objective is to earn maximum by taking orders during or after the demonstration .They take 50 % payment in advance when the order is placed. Despite the success and astounding growth of Tupperware Brands, the Companys mission and passion to enlighten, educate and empower customers and their families tops the priority list. Tupperware created a means for the housewife to maintain her obligations in the domestic sphere of the household while creating an independence from the home in a sociable atmosphere

-16-

BIBLIOGRAPHY

www.google.com http://en.wikipedia.org/wiki/Tupperware http://tupperwareindia.com/

- 17 -