A Project Study Report On Training Undertaken at

SALES CHANNEL & COMPETITIVE ANALYSIS OF

HINDUSTAN UNILEVER PURE IT

Submitted in Partial fulfillment for the Award of degree of Master of Business Administration

Submitted By:
HEMENDRA TAILOR MBA 3 Semester
rd

Submitted To:

Assistant Professor of MBA Department

2010-12 SUBODH INSTITUTE OF MANAGEMENT AND CAREER STUDIES , JAIPUR

Preface
The underlying aim of the seminar on contemporary issue as an integral part of M.B.A program is to give presentation by the students on the issue. The topic of my seminar is Distribution Channels of Water Purifier Industries contains complete information about the distribution channel of water purifier industries. How much risk is involved in water purifier industries? It gives types of Products, the earlier performance, the factors affecting mutual knowledge about in which funds a person should invest to maximize his wealth.

ACKNOWLEDGEMENT

I express my sincere thanks to my project guide Ms. Swati Tiwari (Faculty of MBA) Department for guiding me right from the inception till the successful completion of the project. I sincerely acknowledge her for extending her valuable guidance, support for literature, critical reviews of project and the report and above all the moral support she had provided me with all stages of this project. I would also like to thank the supporting staff of Hindustan Uniliver Pure it for their help and cooperation throughout the project.

HEMENDRA TAILOR MBA Third Semester

COPY OF TRAINING CERTIFICATE:

INDEX
S.N. 01. 02. 03. 04. 05. 06. 07. 08. 09. 10 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. TOPICS INTRODUCTION OF WATER INDUSTRY INDUSTRY PROFILE OF HINDUSTAN UNILEVER LTD. FINANCIAL OVERVIEW OF HINDUSTAN UNILEVER LTD. INTRODUCTION OF HUL Pure it WATER PURIFIER CHANGE IN DISTRIBUTION CHANNELS OF PURE IT BOARD OF DIRECTORS IN HINDUSTAN UNILEVER LTD SWOT ANALYSIS OF HUL Pure it INTRODUCTION OF PROJECT OJECTIVE, METHODOLOGY & DATA COLLECTION SELLING STRATEGY ADOPTED PRODUCT SEGMENTATAION COMPATATIVE ANALYSE OF HUL Pure it LIST OF COMPETITORS OF Pure it SOURCES OF INFORMATION FOR COMP. ANALYSIS FEATURE COMPARISIONS OF HUL Pure it DATA PRESENTATION & ANALYSIS CONCLUSION RECOMMENDATION BIBLIOGRAPHY QUESTOINNAIRE P.N.

1. INTRODUCTION OF WATER INDUSTRY:

(Distilled water, Packaged Drinking water, Hydropower, Ice, Mineral water, Safe water etc)
Water is a key to social equity to environmental stability and to cultural diversity. Water is also firmly linked with health. Pure and safe drinking water has always been a necessity. The tradition and style of serving drinking water, in India, has however changed quite dramatically during the last decade. Almost a decade ago, the introduction of bottled water or packaged mineral water has changed the tradition of serving and consuming drinking water. This has ushered in very strongly, the use of polymers or plastics as materials for water storage and distribution. The categories of bottled water in India are Packaged Natural Mineral Water and Packaged Drinking Water .Bottled water industry, colloquially called, the mineral water industry, is a symbol of new life style emerging in India. The packaged drinking water in India, which is estimated at Rs.850 corers with over 200 brands floating in the market, most of which have restricted territorial distribution. This is a growing market in India as quality consciousness among the consumers is on the rise. The bottled water market is growing at a rapid rate of around 20%.At this growth rate, the Rs 7000million per year market is estimated to overtake the soft drinks market soon. Multinationals, Coca-Cola, Pepsi, Nestle and others are trying to grab a significant share of the market. There are more than 180 brands in the unorganized sector. The small players account for nearly 19% of the total market. The per capita consumption of bottled water in India is less than half a liter per year, compared to 111 liters in France and 45 liters in the US. These points to the future potential beyond the high growth.

Major Players with their brands include Parle Export which introduced Bisleri in India 25 years ago, Parle Agro with Bailley, Godrej Foods with its Golden Valley, Coca-Cola with Kinley, PepsiCo with Aquafina, Nestle India with Perrier, Mohan Meakins and SKN Breweries entered the market with Golden Eagle and Penguin mineral water, respectively.Nonetheless,Bisleri and Bailley,both of Parle Origin ,enjoy about 50% market share and has become almost generic with the product. The premium bottled water market in India has brands like Evian,San Pelligrino,Perrier. In the market for water purifiers, while Aquaguard from Eureka Forbes, remains the market leader, several others have made it to the market place Usha Shriram with its Brita water Purifier already established, has launched Indias first digital water purifierthe water guard Digital in collaboration with Brita GmbH of Germany. HLL has also forayed into the water business, with its water purifier device called Pure. Water Purifiers (residential segment) are growing at 22-25% annually. A high growth rate indicates a good future potential in these sectors. It is a Rs 5 to 6 billion industry, with Aquaguard cornering more than 50% of the market. The rest is divided among Kent RO, Pentair, Ion Exchange and Others. Each detailed project reports cover all the aspects of business, from analyzing the market, confirming availability of various necessities such as plant & machinery, raw materials to forecasting the financial requirements. The scope of the report includes assessing market potential, negotiating with collaborators, investment decision making, corporate diversification planning etc. in a very planned manner by formulating detailed manufacturing techniques and forecasting financial aspects by estimating the cost of raw material, formulating the cash flow statement, projecting the balance sheet etc.

We also offer self-contained Pre-Investment and Pre-Feasibility Studies, Market Surveys and Studies, Preparation of Techno-Economic Feasibility Reports,

Identification and Selection of Plant and Machinery, Manufacturing Process and or Equipment required, General Guidance, Technical and Commercial Counseling for setting up new industrial projects on the following topics.

2. INDUSTRY PROFILE (HINDUSTAN UNILEVER LIMITED):

The mission that inspires HUL's 36,000 employees, including over 1,350 managers, is to "add vitality to life." HUL meets every day needs for nutrition, hygiene, and personal care with brands that help people feel good, look good and get more out of life. It is a mission HUL shares with its parent company, Unilever, which holds 51.55% of the equity. The rest of the shareholding is distributed among 380,000 individual shareholders and financial institutions.

HUL's brands - like Lifebuoy, Lux, Surf Excel, Rin, Wheel, Fair & Lovely, Pond's, Sunsilk, Clinic, Pepsodent, Close-up, Lakme, Brooke Bond, Kissan, Knorr-Annapurna, Kwality Wall's 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 close to 80 factories. The operations involve over 2,000 suppliers and associates. HUL's distribution network, comprising about 7,000 redistribution stockiest directly covers the entire urban population, and about 250 million rural consumers.

HUL has traditionally been a company, which incorporates latest technology in all its operations. The Hindustan Lever Research Centre (HLRC) was set up in 1958, and now has facilities in Mumbai and Bangalore. HLRC and the Global Technology Centers in India have over 200 highly qualified scientists and technologists, many with postdoctoral experience acquired in the US and Europe.

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 village built by HUL in Earthquake affected Gujarat, and relief & rehabilitation after the Tsunami caused Devastation in South India Over the last three years the company has embarked on ambitious programs, Shakti.

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 includes health and hygiene education through the Shakti Vani Program, and creating access to relevant information through the iShakti community portal. The program now covers about 50,000 villages in 12 states. HUL's vision is to take this program to 100,000 villages impacting the lives of over a 100 million rural Indians. HUL is also running a rural health program Lifebuoy Swasthya Chetana. The Program endeavor theirs to induce adoption of hygienic practices among rural Indians and aims to bring down the incidence of diarrhea. It has already touched 70 million

Peoples in approximately 15000 villages of 8 states the vision is to make a billion Indians feel safe and secure. If Hindustan Lever 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.

HINDUSTAN UNILEVER LIMITED INDIAS LARGEST FMCG COMPANY:

3. FINANCIAL OVERVIEW OF HINDUSTAN UNILEVER LTD :

4. INTRODUCTION OF HINDUSTAN UNILEVER PUREIT WATERPURIFIER:

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

Pure it not only renders water micro-biologically safe, but also makes the water clear, odorless and good-tasting. Pure it does not leave any residual chlorine in the output water.

The output water from Pure it 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 Pure it 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 Pure it possible at the consumer price of just Rs. 2000 Pure it 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 liters of water that is as safe as boiled water for just one rupee, which works out to an extremely affordable 24 paisa per liter.

Pure it 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. Pure it purifies the input drinking water in four stages, namely; Micro-fiber Mesh TM - Removes visible dirt Compact Carbon Trap TM - removes remaining dirt, harmful parasites & pesticide impurities Germ kill Processor TM uses 'programmed chlorine release chlorine technology' and its stored germ kill process targets and kills harmful virus and bacteria

Polisher TM removes residual chlorine and all disinfectant by-products, giving clear odorless and great tasting water Battery Life Indicator - Ensures total safety because when the germ kill power is exhausted, the indicator turns red, warning you to replace the battery

Advanced Auto-Switch off - In case, the battery is not changed when it turns fully red, as an additional assurance of safety, the advanced Auto-Switch off will automatically switch-off the flow of water.

5. CHANGE IN DISTRIBUTION CHANNELS WATER PURIFIERS:

Water Purifiers as a segment has seen a lot of activity in the last few years. It has seen the entry of many new players like HUL with it's Pure it brand, Kent RO and even Philips has entered into this business, apart from the old horse Eureka Forbes . The reason why the segment has attracted so many new players is the growth potential that the segment has shown with increasing awareness among the consumers about waterborne diseases and increasing health and hygiene consciousness.

Traditionally the water purifiers were sold through the direct sales route, where the sales man would make direct sales calls to the consumers and sell the product. Infect at one point in time Eureka Forbes use to be seen as a training ground for budding sales professionals, but now it is said that companies might move out of the direct sales model. Direct selling is a time tested way of selling and one wonders why that should be changed, I could think of a few reasons, First, could be the increased awareness on the part of the consumers in terms of water purifier as a category. In the initial days the selling process also required educating the

consumer in terms of waterborne diseases and product benefits, which may not be that essential part of the sales process today. The consumers might find it far more easier and convenient to go and purchase from a retailer than a direct sales person coming to his/her home Second, the emergence of competition has also lead to change in the dynamics of the industry. Both HUL and Philips have strong distribution networks for their products and thus for them the direct sales model would actually mean adding an additional channel of distribution. And last but not least would the emergence and growth of organized retail in the country, which provides the water purifiers with a right contact point to reach its consumers

It remains to be seen if Eureka Forbes would stick to its direct sales model or change in response to the changing preferences of its consumer and competition. Water Purifiers as a segment has seen a lot of activity in the last few yeas. It has seen the entry of many new players like HUL with its Pure it brand, Kent RO and even Philips has entered into this business, apart from the old horse Eureka Forbes .

The reason why the segment has attracted so many new players is the growth potential that the segment has shown with increasing awareness among the consumers about waterborne diseases and increasing health and hygiene consciousness. Traditionally the water purifiers were sold through the direct sales route, where the sales man would make direct sales calls to the consumers and sell the product. Infect at one point in time Eureka Forbes use to be seen as a training ground for budding sales professionals, but now it is said that companies might move out of the direct sales

model. Direct selling is a time tested way of selling and one wonders why that should be changed, I could think of a few reasons, First, could be the increased awareness on the part of the consumers in terms of water purifier as a category. In the initial days the selling process also required educating the consumer in terms of waterborne diseases and product benefits, which may not be that essential part of the sales process today. Second, the emergence of competition has also lead to change in the dynamics of the industry. Both HUL and Philips have strong distribution networks for their products and thus for them the direct sales model would actually mean adding an additional channel of distribution. And last but not least would the emergence and growth of organized retail in the country, which provides the water purifiers with a right contact point to reach its consumers It remains to be seen if Eureka Forbes would stick to its direct sales model or change in response to the changing preferences of its consumer and competition.

6. BOARD OF DIRECTORS OF HUL LIMITED:

Mr. Harish Manwani Chairman

Mr. Nitin Paranjpe Managing Director and Chief Executive Officer

Mr. Sridhar Ramamurthy

Executive Director, Finance & IT and Chief Financial Officer

Mr. D. S. Parekh Independent Director

Mr. A. Narayan Independent Director

Mr. S. Ramadorai Independent Director

Dr. R. A. Mashelkar Independent Director

Mr. Gopal Vittal Executive Director, Home & Personal Care

Mr. Pradeep Banerjee Executive Director, Supply Chain

7.

SWOT ANALYSIS

STRENGTH: HUL enjoys a formidable distribution network covering over

3400 distributors and 16 million outlets. The new sales organization named 'One HUL' brings "Household and Personal Care" and foods distribution networks together, thereby aligning all the units towards the common goal of achieving success. HUL has been continuously able to grow at a rate more than growth rate for FMCG Sector, thereby reaffirming its future stronghold in Indian market.

WEAKNESSES: HUL market dominance, originating from its extensive

reach and strong brand presence, allowed it to raise the prices even as raw materials were getting cheaper. Hence, though the volumes decreased, the margins grew, and company was able to earn more profits. But higher margins attracted competition in areas of operations. HUL strategy remained focused on creating power brands and earning higher margins. It was not left with any other option but to try cutting down the costs in order to protect volumes, if not increase it.

OPPORTUNITIES: India is one of the world's largest producers of FMCG

goods but its exports are miniscule as compared to production. Though Indian Cos. has been going global, their focus is more towards Asian countries because of the similar preferences. HUL is one of the top companies exporting FMCG goods from India. An expansion of horizons towards more and more countries would help HUL grow its consumer base and henceforth the revenues. Penetration levels for some major categories like skin-cream (22%), shampoo (38%), toothpaste (48%) and processed foods, continue to remain low offerings but great growth opportunities products

THREATS: ITC has reduced its dependence on the cigarettes business Contribution of the core business in revenues has come down from 87% in FY99 to 70% in FY05. Over a period of five years, ITC has extended its presence into areas like foods, retailing, hotels, greetings, agriculture, paper, etc. These are businesses that can give it growth impetus in the long run. With ITC gaining momentum in each of these businesses, it is turning into a consumer monolith, and hence, the greatest threat to HUL's Business.

7. INTRODUCTION OF PROJECT:

INTRODUCTION:
Usually it is said that if marketing would be a train, then market research would be the locomotive. In other words, market research should ideally be the starting point of any marketing exercise. Conducting any marketing exercise - be it related to pricing, promotion or distribution of a product or service, without researching the potential market is as sensible as setting out to sell sand in the Sahara Desert. Market research provides the answers to all the questions that generally occupy the minds of marketers, at every stage of the marketing process.

GROWTH TRENDS IN MARKET RESEARCH

India, fastest growing market research industry in the world, with growth rates at around 31 % (2006-07). China is a distant second growing at 20 %. The size of the industry if of 595 crore, but the industry is growing rapidly with a lot of business coming from overseas. The business coming from overseas from overseas involves lot of outsourcing as cost advantages are enormous. The processing of data is almost 50% cheaper in India. The processing of data is almost 50% cheaper are in India than in developed countries. The outsourcing business amounts to almost for the 8 % industry and this figure is doubling in value every year. Key Players in Market Research:-

IMRB (Indian Market Research Bureau) ICMR (Indian Council of Market Research) Information Resource Incorporation NPD Group Information A .C. Nielsen India Pvt. Ltd. Maritz Research

SCOPE OF MARKET RESEARCH

Many people think that marketing research is just a consumer survey, asking consumers about certain product or services. Though consumer research is an integral part of marketing research, the latter is quite a pervasive activity, covering the various types of marketing problems that confront the marketing manager. There are various discussion confined to the market research which are as follows. Product Research Sales Research Customer Research Pricing Research Advertising Research

OBJECTIVES:
The followings are the main objectives of this research project: How to increase productivity of sales in Kiosks Competitive analysis of PURE IT

METHODOLOGY:
TYPE OF RESEARCH-DESCRIPTIVE & EXPLORATORY RESEARCH

Descriptive study is a fact finding investigation with an adequate interpretation. It is the simplest type of research and is more specific. Mainly designed to gather descriptive information and provides information for formulating more sophisticated studies. Descriptive research, also known as statistical research, describes data and characteristics about the population or phenomenon being studies.

SCALING TECHNIQUE
For the measurement of variables, Nominal Scale is used which is the most widely used scale in market research, where respondents specify their response to a statement.

9. DATA COLLECTION: 1. PRIMARY DATA

(A).Questionnaire: - A set of questions related to the research topic was formulated. Response for each questions included in the questionnaire has been collected from the customers. (B). Interview: - Apart from collecting different responses from the customers some extra information has been obtained through face to face interviewing activity.

2. SECONDARY DATA Secondary research was done to build an in-depth understanding of the kiosk(outreach) Information from various published resources like India stat and other research bodies were also used to validate the market figures and cross-validate the data. Detailed analysis of secondary information was used to arrive at the specific frameworks provided in the report.

3. SAMPLING METHODOLOGY: The sampling methodology used is Non Probability sampling technique-Convenience sampling (A non probability sampling technique that attempts to obtain a sample of convenient elements. The selection of sampling unit is left primarily to the interviewer) 4. SAMPLE SIZE: I had chosen 100 samples for the analysis.

5. QUESTIONNAIRE: The questionnaire is formed in such a way that the information required for the study is acquired from each item i.e. questions. Here I have used Nominal scale of measurement to measure the respondents responses with each of the series of the items in the form of statements. The respondents category range from housewives & working women to working men. 6. SAMPLING DESIGN: I. Selection of study area: Jayanti Market (Jaipur) and Sanganer (Jaipur)

II. Selection of Sample size: 100

SCOPE AND IMPORTANCE OF THE STUDY:

The project aims to get us out of the classroom and into the real world of companies/ competitors, markets, managers and customers. For me, it opens the way for walking into experiences. The ultimate goal of this research is enormous with its true sense. Physically and practically, it shows the potential for the company and me. The scope of the project helps in analyzing the factors, which influence the referring behavior of customers. The scope is such that the study has been conducted by taking samples from different areas, which depicts the overall picture. The results obtained will give an overview of the different criteria based on which an existing customer can be used to generate sufficient leads for the company. The study can be helpful in taking decision so as to improve the approach towards customers for getting reference and service. This project also helps to know how an organization works in real environment and under different market scenario.

IMPORTANCE OF STUDY:
The main purpose of study is to increase the productivity of kiosk (outreach) regarding HUL Pure it water purifiers. The survey was conducted in Sanganer and Jaipur city area not all but only some parts have included for survey. Due to shortage of time it was not possible to cover the whole areas. Thus the scope of the study was completed with the time and resources available.

DIRECT MARKETING:

Direct Marketing is a method which helps to create a direct connection with the potential consumer to obtain an immediate response and cultivate lasting consumer relationship. Hindustan Unilever limited is the company in India to doing direct marketing in water purifier. Today it is Asia largest direct selling organization. It has direct selling force dealers

touching 1.5 million Indian homes and adding 1000 customers daily. It has and distributors across the country and operating in over towns and cities.

ADVANTAGES OF DIRECT MARKETING

It is easy, convenient and private. Provides more choice to the consumer Consumers can avail best price as there is no middle men involved. Helpful for the companies to build a close and direct relation with the consumer. It saves the valuable time of the working and busy people.

DISADVANTAGES OF DIRECT MARKETING

Consumer cant touch and feel the product before buying The scope of expansion is limited in this kind of marketing It has higher per person cost than other form of advertising. There is a great scope for misleading and deceiving customers by dishonest businessman. It may cause irritation to the consumer through unwanted mail and spam .

10. SELLING STRATEGY ADOPTED:

Because of the low interest and since the product benefits needs to be demonstrated to the customers, conventional distribution was not viable. Hence Hindustan Unilever limited chose the less traveled Direct Selling route. The Hindustan Unilevers sales man in water division is called PWE. It has three streams for selling of product i.e. cold calls (door to door selling), outreach (Kiosk) and clinic (Hospital). It is a tough job for these salesmen who have to go through the "cold calls" to get a sale. At one point of time, because of the aggressive nature of these sales persons, people became scared even to listen to these sales persons. Now this aggression has mellowed down to a more professional sales approach. Selling Strategy adopted by company are, 1. Direct Selling- Door-to-Door Selling 2. Outreach (Kiosk) 3.Clinic (Hospital)

11. PRODUCT SEGMENTATION:

Hindustan Unilever sells different water-purifiers on the basis of classifying their utility and price affordability. The water purifiers are classified as follows:

(1)Pure it compact Rs 1000 /-

(2)Pure it M05 Model Rs 2000 /-

(3)Pure it Auto fill Rs 3200 /-

(4)Pure it Marvella Rs 6900 /-

MARKETING MIX:
PRODUCT: PRICE:

(a)Easily available nationwide. (b)Easy to handle.

(a) Product price range divided into four segments to target different audiences. (b) Low cost of maintenance and

(c)Multiple products launched for each product type. Consumable. (c) Best prices offered when compared to other competitors. PROMOTION: PLACE:

(a)Active subscription immediately (b) Right time installation of products (c)Properly repair services against paid AMCs. d) Service during contract period

(a)Urban educated India that cares for their family. (b)Areas prone to diseases. (C)Strategically chosen locations for

catching the eye of potential consumers. (d)Various stalls near market places

LIMITATION OF THE STUDY

Time is the major constraint in the study

My Study is confined to 100 respondents. Research is done only in some parts of Hyderabad Respondents Fatigue. Researcher inexperience. Language (Telugu)

12. COMPETITIVE ANALYSIS OF PURE IT

WHAT IS COMPETITIVE ANALYSIS?
Competitive Analysis is a process of gathering and analyzing information about competitors, their practices, products, strengths and weaknesses and business trends in order to assess our position in the market and improve companys products and marketing strategies.

WHAT IS THE PURPOSE OF COMPETITIVE ANALYSIS?

In today's market, i must know what competitors are doing and what to do to stay ahead of the competition. Many businesses believe they are providing a good product to their customers, but do not have reliable information showing how customers perceive their product or how it compares to the competition.A Competitive Analysis performed by an unbiased third party is an invaluable tool because it can help to company for identify ways to attract new customers, as well as keep the ones you have satisfied with companys products.

Strengths and weaknesses: How companys product stacks up against the competition and in what areas they have an edge over companys product and in what areas companys product is superior.

Identify competitors: Verify who your primary and secondary competitors are. Improvements: How and in what areas companys product, processes, and practices must be improved to meet market demands or to stay ahead of the competition.

Marketing: What improvements company needs to make in marketing approach company may want to highlight why their product is ahead of the competition, or the unique features that consumers desire.

HOW CAN COMPETITIVE ANALYSIS HELP ESTABLISH COMPANYS PRODUCT AS A MARKET LEADER?
Competitive Analysis gives to company a realistic view of their competition and the opportunity to identify improvement in areas like customer services, and marketing claims. It can help to compare products prior to making their marketing and promotional decisions. Competitive Analysis will help accomplish the following:

Have a realistic view of company competition. Foresee market changes and demands. Identify ways to attract customers from companys competitors. Discover opportunities for improvement in companys business practices. Identify necessary changes in companys processes to meet market demands. Identify necessary changes in companys processes to reduce costs.

13. A LIST OF COMPETITORS:

The analysis begins with a list of Hindustan Unilever Limited (HUL) of water division Pure its competitors. Most of the time, such a list is comprised of what company coconsiders to be its chief competitors. However, there may be other companies that indirectly compete with HUL, ones that offer products or services that are aiming for the same customer capital. Hindustan Unilever Limited (HUL) of water division Pure its competitors in the market are:
1. EUREKA FORBES LIMITED 2. PHILIPS 3. WHIRLPOOL 4. KENT 5. USHA BRITA 6. ALFAA 7. KENSTAR 8. HI-TECH 9. ZERO B

10. MODI DURANT 11. HEMKUND 12. GODREJ 13. TATA SWACH

QUESTIONS TO ASK:
What questions should be asked when undertaking competitor analysis? Who are companys competitors? What threats do they pose? What is the profile of competitors? What are the objectives of competitors? What strategies are competitors pursuing and how successful are these strategies? What are the strengths and weaknesses of competitors? How competitors are likely to respond to any changes to the way company do business?

WHY COMPANIES ANALYZE COMPETITORS?

Some businesses think it is best to get on with their own plans and ignore the competition. Others become obsessed with tracking the actions of competitors (often using underhand or illegal methods). Many businesses are happy simply to track the competition, copying their moves and reacting to changes.

COMPETITOR ANALYSIS HAS SEVERAL IMPORTANT ROLES IN STRATEGIC PLANNING:

To help management understand their competitive advantages/disadvantages relative to competitors. To generate understanding of competitors past, present (and most importantly) future strategies. To provide an informed basis to develop strategies to achieve competitive advantage in the future.
To help fore cast the returns that may be made from future investments.

14.

SOURCES OF INFORMATION FOR COMPETITOR ANALYSIS

How the sources of competitor information can be neatly grouped into three categories:

RECORDED DATA: this is easily available in published form either internally or externally. Good examples include competitor annual reports and product brochures;

OBSERVABLE DATA: this has to be actively sought and often assembled from several sources. A good example is competitor pricing;

OPPORTUNISTIC DATA: to get hold of this kind of data requires a lot of planning and organization.

WHAT

BUSINESSES

PROBABLY

ALREADY

KNOW

THEIR

COMPETITORS?
Overall sales and profits Sales and profits by market Cost structure Market shares (revenues and volumes) Organization structure Distribution system Identity / profile of senior management Advertising strategy and spending Customer / consumer profile & attitudes Customer retention levels

WHAT BUSINESSES WOULD REALLY LIKE TO KNOW ABOUT COMPETITORS?

Sales and profits by product Relative costs Customer satisfaction and service levels Customer retention levels Distribution costs Size and quality of customer databases Advertising effectiveness Future investment strategy

STRATEGY - COMPETITIVE ADVANTAGE

Competitive advantage is an advantage over competitors gained by offering consumers greater value, either by means of lower prices or by providing greater benefits and service that justifies higher prices.

15. FEATURE COMPARISON OF HUL PURE IT:

Compared with other available water purification methods, Pureit is by far the best option, in terms of safety, convenience and affordability.
Key features Pureit Boiling Process Leading Inline Purifier Removes harmful Viruses Removes harmful Bacteria Removes Parasites(causes amoebiasis, diarrhoea, etc) End-of-life indicator Advanced Auto Switch-off Great taste Improves clarity Removes odour Doesn't gas need expensive harmful UV Candle Filter

Need to boil for 30-40 Min

Doesn't need electricity Doesn't tap water Doesnt need plumbing Doesn't need an expensive maintenance contract Low initial cost Low on-going cost need continuous

The above table shows that Pure its initial price of Rs. 2000 and the ongoing price of only Re. 1 for 4 liters of water is the most competitive offer in the market. This is because Pure it doesnt need expensive gas, doesnt need electricity, doesnt need maintenance.
Cost comparison across purification methods Method of purification Cost of Pureit water Cost of Pureit water Cost of boiling water Cost of leading UV in-line purifier Cost of 20 litres of leading bottled water brand Cost of 1 litre of leading bottled water brand 1200 Paisa/Liter 24 35 47 64 350

16. DATA PRESENTATION & ANALYSIS

The following data and information has been obtained through research activity.

FREQUENCY TABLE

Have a Water Purifier Yes No Total

Frequency 48 52 100

Percent 48.0 52.0 100.0

Fig 5.1: Frequency and Percentage of the respondents who have water purifier

PERCENTAGE

48 52 Yes No

FREQUENCY

52
51 50 49 48 47 46 Yes No 48 52 Yes

No

INTERPRETATION:

The total no. of respondents includes in the research is 100.Out of 100 respondents, 48 % (48) of people have a water purifier and 52 % (52) people have not water purifier.

Which Company Eureka Forbes HUL Pure it Kent Philips Whirlpool Any Other Total

Frequency 50 14 10 10 7 9 100

Percent 50.0 14.0 10.0 10.0 7.0 9.0 100.0

Fig 5.2: Frequency and Percentage of respondents which company water purifier, you are using and will use

FREQUENCY
50 40 30 50 20 10 0 Philips 14 10 10 7 9 Whirlpo ol Any Other Eureka Forbes HUL Pure it Kent

PERCENTAGE
Eureka Forbes 9 7 10 50 10 14 HUL Pure it Kent Philips Whirlpo ol Any Other

INTERPRETATION
Out of 100 respondents, the data of people are using water purifier and people are not using water purifier .Those people are not using water purifier, if they will buy ,they will buy only this companys product like Eureka Forbes,Hul,Kent,Philips,Whirlpool.50% (50),14% (14),10% (10),10%(10),7% (7),9% (9) of people are using and will use Eureka Forbes, Hul, Kent, Philips, Whirlpool and any other companys water purifier

Electricity Yes No Total

Frequency 72 28 100

Percent 72.0 28.0 100.0

Fig 5.3: Frequency and Percentage of respondents about electricity

FREQUENCY
80 70 60 50 40 30 20 10 0 Yes No 28 Yes 72 No

PERCENTAGE

28 Yes No 72

INTERPRETATION

The above data tells about electricity of water purifier, that is the water purifier is 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 view No.

Before Buying, know about Product Yes No Don't Know Total

Frequency

Percent

78 12 10 100

78.0 12.0 10.0 100.0

Fig 5.4: Frequency and Percentage of respondents before buying product, know about the product or want to see demonstration

FREQUENCY
80 70 60 50 40 30 20 10 0 Yes No Don't Know
12 10 78

Yes No Don't Know

PERCENTAGE

10 12 Yes No Don't Know

78

INTERPRETATION
The above data has given, before buying the water purifier; people want to know the product or want to see demonstration of the product.78 % of people have given their view Yes, they want to know the product details.12 % of people have given their view No, they dont want to know the product details or product knowledge .10 % of people have given their view dont know.

TASTE GOOD,ODORLESS LOOKS CLEAR Yes No Don't Know Total

FREQUENCY

PERCENT

80 9 11 100

80.0 9.0 11.0 100.0

Fig 5.5: Frequency and Percentage of respondents about taste good, odorless and looks clear

FREQUENCY
80

70
60 50 40 30 20 10 0 Yes No Don't Know
9 11 80

Yes

No

Don't Know

PERCENTAGE

11 9

Yes

No

Don't Know 80

INTERPRETATION
The above data has given the frequency and percentage of respondents about taste of water is good, odorless, looks clear. Out of 100 respondents, 80 % (80) of people have given their view YES. the taste of water is good, odorless and looks clear.9 % (9) of people have told NO, the taste of water is good, odorless and looks clear and 11 % (11) of people have given their view dont know about taste of water.

COST Rs. 1000- Rs. 5,000 Rs. 6,000- Rs. 10,000 Rs. 11,000- Rs. 15,000 More than Rs. 15,000 Total

FREQUENCY 37 27 20 16 100

PERCENT 37.0 27.0 20.0 16.0 100.0

Fig 5.6: Frequency and percentage of respondents about cost of water purifier

FREQUENCY
40 30 20 10 0 37 27 20 16 Rs. 11,000Rs. 15,000 More than Rs. 15,000

Rs. 1000Rs. 5,000 Rs. 6,000Rs. 10,000

FREQUENCY

16 37 20

Rs. 1000Rs. 5,000 Rs. 6,000Rs. 10,000 Rs. 11,000Rs. 15,000 27 More than Rs. 15,000

INTERPRETATION
The above data has given about frequency and percentage of cost of water purifier. The percentage of people who are using or want to buy water purifier in the cost range Rs 1000- Rs 5000 was found 37 % (37).The percentage of people who are using or willing to buy water purifier in the cost range Rs 6000-Rs 10000 was found 27 % (27). The percentage of people who are using or willing to buy water purifier in the cost range Rs 11000-Rs 15000 was found 20 % (20). The percentage of people who are using or willing to buy water purifier more than Rs 15000 was found 16 % (16).

SERVICE AFTER SALES Yes No Total

FREQUENCY 64 36 100

PERCENT 64.0 36.0 100.0

Fig 5.7: Frequency and Percentage of respondents about service after sales

FREQUENCY

70
60 50 40 30 20 10 0 Yes No
64 36

Yes No

PERCENTAGE

36 Yes No 64

INTERPRETATION
The above data has given frequency and percentage of respondents about service after sales.64 % (64) of people have given their view that after sales , service is good and 36 % (36) of people have given their view that service is not good.

PREFER TO BUY Retail Outlet Franchisee Dealer Demo at your doorstep TOTAL

FREQUENCY 30 21 49 100

PERCENT 30.0 21.0 49.0 100

Fig 5.8: Frequency and Percentage of respondents about where to prefer to buy the water purifier

FREQUENCY
50 40 30 49 20 30 10 0 21 Demo at your doorstep

Retail Outlet

Franchisee Dealer

PERCENTAGE

30 49

Retail Outlet Franchisee Dealer

21

Demo at your doorstep

INTERPRETATION The above data has given frequency and percentage of respondents about where to prefer to buy the water purifier 1)Retail Outlet 2)Franchisee dealer 3) Demo at your doorstep. Out of 100 respondents, 49 % (49) of people prefer to buy water purifier from demo at your doorstep, 30 % (30) of people prefer to buy water purifier from retail outlet and 21 % (21) of people prefer to buy water purifier from franchisee dealer.

WARRANTY 6 Months 1 year 2 Year Total

Frequency 43 40 17 100

Percent 43.0 40.0 17.0 100.0

Fig 5.9: Frequency and Percentage of respondents about warranty of water purifier

FREQUENCY
45 40 35 30 25 43 20 15 10 5 0 6 Months 1 year 2 Year 17 40 1 year 2 Year 6 Months

PERCENTAGE

17 43 40

6 Month s 1 year 2 Year

INTERPRETATION
The above data has given frequency and percentage about warranty of water purifier. 43% (43) of respondents have given their view, 6 month warranty period of water purifier. 40 % (40) of respondents have given their view, 1 year warranty period of water purifier. 17% (17) of respondents have given their view, 2 year warranty period of water purifier.

What comes your mind first Price Health & Safety Both Total

Frequency

Percent

16 39 45 100

16.0 39.0 45.0 100.0

Fig 5.10: Frequency and percentage of respondents about what comes your mind first i.e. Price or Health & Safety or Both

FREQUENCY
45 40 35 30 25 20 15 10 5 16 39 45 Health & Safety Both Price

0
Price Health & Safety Both

PERCENTAGE

16 45

Price

Health & Safety

Both 39

INTERPRETATION
The above data has told, frequency and percentage of respondents about what comes customers mind first i.e. Price or Health or Both. Out of 100 respondents, 45 % (45) of respondents have given their view that both that is price as well as health and safety. Percentage of respondents who are only concern about health and safety was found 39 % (39).Percentage of respondents who are concern about only price was found 16 % (16). Market activities Road Show Visual Merchandising Others Total Frequency 55 30 15 100 Percent 55.0 30.0 15.0 100.0

Fig 5.11: Frequency and Percentage of respondents about market activities of Pure it

FREQUENCY
60 50 40 30 20 30 10 0 15 55 Visual Merchandi sing Others Road Show

PERCENT

15

Road Show

30

Visual 55 Merchan dising Others

INTERPRETATION
T he above data has given frequency and percentage of respondents about market activities of Pure it i.e. Road show, Visual Merchandising and others. Out of 100 respondents, 55 % of respondents have given their view, they see the road show of HUL product that is Pure it water purifier. Percentage of respondents who have given their view about visual merchandising was found 30 % (30) and 15 % (15) of respondents have given their view other activities conducted by HUL company.

CROSS TABULATIONS

WHICH COMPANY Eureka Forbes Hul kent Philips Whirlpool Any Other Total

Tastes good ,odorless ,looks clear Yes 45 9 9 8 4 5 80 No 1 2 1 1 2 2 9 Dont Know 4 3 0 1 1 2 11

Total

50 14 10 10 7 9 100

Fig 5.12: Cross tabulation between Company and Taste of water

50 45 40 35 30

4 1

Dont Know 25 20 15 10 5 0 3 2 9 45 No Yes

0 1 9

1 1 8 1 2 4

2 2 5

Eureka Forbes

Hul

kent

Philips

Whirlpool Any Other

INTERPRETATION:

1. PERCENTAGE WITHIN COMPANY A. EUREKA FORBES : AMONG THE TOTAL 50 EUREKA FORBES USERS
The view of Eureka Forbes users toward taste of water is good, odorless and looks clear was found: Yes 90 % (45), No- 2% (1), Dont know- 8% (4)

B. HUL : AMONG THE TOTAL 14 PURE IT (HUL) USERS

The view of Hul users toward taste of water is good, odorless and looks clear was found: Yes 64.3 % (9), No- 14.3% (2), Dont know- 21.4% (3)

C. KENT : AMONG THE TOTAL 10 KENT USERS

The view of Kent users toward taste of water is good, odorless and looks clear was found: Yes 90 % (9), No- 10% (1), Dont know- 0% (0)

D. PHILIPS AMONG THE TOTAL 10 PHILIS USERS The view of Philips users toward taste of water is good, odorless and looks clear was found: Yes 80 % (8), No- 10% (10), Dont know- 10% (10)

F. WHIRLPOOL: AMONG THE TOTAL 7 WHIRLPOOL USERS The view of whirlpool users toward taste of water is good, odorless and looks clear was found: Yes 51.1 % (4), no- 28.6% (2), dont know- 14.3% (14.3)

G. ANY OTHER: AMONG THE TOTAL 9 ANY OTHER WATER PURIFIER USERS The view of any other Water purifier users toward taste of water is good, odorless and looks clear was found: Yes 55.6 % (5), No- 22.2% (2), Dont know- 22.2% (2)

2. PERCENTAGE WITHIN TASTE OF WATER A. Yes: Among the total 80 respondents for whom the taste of water is good,
odorless and looks clear. The percentage of Eureka Forbes users, Hul users, Kent users, Philips users, whirlpool users was found: 56.3% (45), 11.3% (9), 11.3 % (9), 10 % (8), 5 % (4), 6.3 % (5) respectively.

B. No: Among the total 9 respondents for whom the taste of water is not good, odorless and looks clear

The percentage of Eureka Forbes users, Hul users, Kent users, Philips users, whirlpool users was found: 11.1% (1), 22.2% (2), 11.1% (1), 11.1 % (1), 22.2% (2), 22.2% (2) respectively

C. Dont know : Among the total 11 respondents ,they dont know the taste of
water is good, odorless and looks clear .The percentage of Eureka Forbes users, Hul users, Kent users, Philips users, whirlpool users was found:

36.3% (4), 27.3% (3), 0 % (0), 9.1 % (1), 9.1 % (1), 18.2 % (2) respectively

Which Company

Service after sales

Total

Yes Eureka Forbes Hul Kent Philips Whirlpool Any Other Total 30 9 8 7 5 5 64

No 20 5 2 3 2 4 36 50 14 10 10 7 9 100

Fig 5.13: Cross tabulation between Company and Service after sales

50 45 40 35 30 25 20 15 10 5
9 30 5 2 8 3 2 7 5 4 5 20

No Yes

0
Eureka Forbes Hul Kent Philips Whirlpool Any Other

INTERPRETATION
PERCENTAGE WITHIN COMPANY

A.

EUREKA FORBES : AMONG THE TOTAL 50 EUREKA FORBES USERS

The view of Eureka Forbes users toward service after sales was found, Yes 60 % (30), No- 40% (20)

B. HUL: AMONG THE TOTAL 14 HUL USERS

The view of Hul users toward service after sales was found, Yes 64.3% % (9), No- 35.7% (5)

C. Kent : Among the total 10 Kent users

The view of Kent users toward service after sales was found, Yes 80 % (8), No- 20% (2)

D. Phillips: Among the total 10 Phillips users

The view of Phillips users toward service after sales was found, Yes 70 % (7), No- 30% (3)

E. Whirlpool : Among the total 7 Whirlpool users

The view of Whirlpool users toward service after sales was found, Yes 71.4% (5), No- 28.6% (2)

F. Any other: Among the total 9 Any other users

The view of any other users toward service after sales was found, Yes 55.6% (5), No- 44.4% (4)

PERCENTAGE WITHIN SERVICE AFTER SALES A. Yes: Among the total 64 respondents for whom services provided by company is good. The percentage of Eureka Forbes users, Hul users, Kent users, Philips users, whirlpool users was found 53.1% (30), 7.8% (9), 12.5 % (8), 10.9 % (7), 7.8 % (5), 7.8 % (5) respectively. B. No: Among the total 36 respondents for whom services provided by company is not good. The percentage of Eureka Forbes users, Hul users, Kent users, Philips users, whirlpool users was found 44.4% (20), 25.0% (5), 5.6% (2), 8.3 % (3), 5.6% (2), 11.1% (4) respectively.

Which company Road Show

Total Market Activities Visual Merchandising 18 6 4 2 1 2 33 Others

Eureka Forbes Hul Kent Philips Whirlpool Any other Total

22 5 5 6 5 6 49

10 3 1 2 1 1 18

50 14 10 10 7 9 100

Fig 5.14: Cross tabulation between Company and Market Activities

50 45 40 35 18 30 10

Others
25 20 15 22 10 5 5 0 5 3 6 1 4 2 2 6 1 2 6

Visual Merchandising Road Show

1 1 5

Eureka Forbes

Hul

Kent

Philips

Whirlpool Anyother

INTERPRETATION
PERCENTAGE WITHIN COMPANY

A. EUREKA FORBES : AMONG THE TOTAL 50 RESPONDENTS

The view of respondents toward market activities was found, Road show-44% (22), Visual Merchandising-36% (18), others- 20 %( 3)

B. HUL : AMONG THE TOTAL 14 PURE IT (HUL) USERS

The view of respondents toward market activities was found, Road show-35.7% (5), Visual Merchandising-42.9% (6), Others- 21.4 %(10)

C. KENT : AMONG THE TOTAL 10 KENT USERS

The view of respondents toward market activities was found, Road show-50% (5), Visual Merchandising-40% (4), Others- 10 %( 1) D. PHILIPS AMONG THE TOTAL 10 PHILIS USERS The view of respondents toward market activities was found, Road show-60% (6), Visual Merchandising-20% (2), Others- 20 %( 2) E. WHIRLPOOL: AMONG THE TOTAL 7 WHIRLPOOL USERS The view of respondents toward market activities was found, Road show-71.3% (5), Visual Merchandising-14.3% (1), others- 14.3 %( 1)

F. ANY OTHER : AMONG THE TOTAL 9 ANY OTHER WATER PURIFIER USERS
The view of respondents toward market activities was found, Road show-66.7% (6), Visual Merchandising-22.2% (2), others- 11.1 %( 1)

1. PERCENTAGE WITHIN MARKET ACTIVITIES A. Road Show: among the total 49 respondents, who saw the road show of water
Purifiers. The percentage of road show of Eureka Forbes , Hul , kent , Philips , whirlpool and any other water purifiers was found 44.9% (22), 10.2% (5), 10.2 % (5), 12.2 % (6), 10.2 % (5), 12.2 % (6) respectively.

B. Visual Merchandising: among the total 33 respondents, who saw the visual
merchandising of water Purifiers. The percentage of visual merchandising of Eureka Forbes , Hul , Kent , Philips , whirlpool and any other water purifiers was found 54.5% (18), 18.2% (6), 12.1 % (4), 6.1 % (2), 3.0 % (1), 6.1 % (2) respectively.

C. Any other: among the total 18 respondents, who saw the other market activities
of water Purifiers. The percentage of any other market activities of Eureka Forbes , Hul , Kent , Philips , whirlpool and any other water purifiers was found 56.6% (10), 16.7% (3), 5.6 % (1), 11.1 % (2), 5.6 % (1), 5.6 % (1) respectively

Which company Rs1000-Rs 5000 EUREKA FORBES HUL KENT PHILIPS WHIRLPOOL ANY OTHER Total 6 3 3 1 2 37 3 3 4 0 3 27 4 1 1 3 3 20 1 3 2 3 1 16 22 Rs5000Rs10000 14 Cost Rs 10000Rs15000 8 Above Rs 15000 6

Total

50

14 10 10 7 9 100

Fig 5.15: Cross tabulation between Company and Cost Price of Water Purifier

50
6

45 40 35 30
14 8

25
20 15
22

Above Rs 15000 Rs 10000-Rs15000

Rs5000-Rs10000
Rs1000-Rs 5000
1 4 3 3 1 3
3

10

5
0

2 1 4
3

3 3 0 1

1 3 3 2

INTERPRETATION 1. PERCENTAGE WITHIN COMPANY

A. EUREKA FORBES: AMONG THE TOTAL 50 RESPONDENTS The view of respondents toward cost of water purifier they are using and wants to use was found, Rs 1000 to Rs 5000-44 % (22), Rs 6000 to Rs 10000-28 %( 14), Rs 11000 to Rs 1500016% (8), Above Rs 15000-12% (6)

B. HUL: AMONG THE TOTAL 14 PURE IT (HUL) USERS

The view of respondents toward cost of water purifier they are using and wants to use was found, Rs 1000 to Rs 5000-42.9 % (6), Rs 6000 to Rs 10000-21.3 %( 3), Rs 11000 to Rs 15000-28.6% (4), Above Rs 15000-7.1% (1)

C. KENT : AMONG THE TOTAL 10 KENT USERS

The view of respondents toward cost of water purifier they are using and wants to use was found, Rs 1000 to Rs 5000-30 % (3), Rs 6000 to Rs 10000-30 %( 3), Rs 11000 to Rs 1500010% (1), Above Rs 15000-30% (3) D: PHILIPS AMONG THE TOTAL 10 PHILIS USERS The view of respondents toward cost of water purifier they are using and wants to use was found, Rs 1000 to Rs 5000-30 % (3), Rs 6000 to Rs 10000-40 %(4), Rs 11000 to Rs 1500010% (1), Above Rs 15000-20% (2)

E. WHIRLPOOL: AMONG THE TOTAL 7 WHIRLPOOL USERS The view of respondents toward cost of water purifier they are using and wants to use was found, Rs 1000 to Rs 5000-14.3 % (1), Rs 6000 to Rs 10000-0 %(0), Rs 11000 to Rs 1500042.9% (3), Above Rs 15000-42.9% (3) F. Any Other : Among the total 9 any Other water Purifier users The view of respondents toward cost of water purifier they are using and wants to use was found, Rs 1000 to Rs 5000- 22.2% (2), Rs 6000 to Rs 10000-33.3 %( 3), Rs 11000 to Rs 15000-33.3% (3), Above Rs 15000-11.1% (1)

2. PERCENTAGE WITHIN COST

A.Rs 1000-Rs 5000: Among the total 37 respondents The percentage of respondents who are using Eureka Forbes, Hul, Kent, Philips, Whirlpool and any other companys water purifier, the cost of Rs 1000-Rs 5000 was found 59.5 %( 22), 16.2 % (6), 81.1 % (3), 81.1% (3), 2.7 % (1), 5.4% (2) respectively. B. Rs 5000-Rs 10000: Among the total 27 respondents The percentage of respondents who are using Eureka Forbes, Hul, Kent, Philips, Whirlpool and any other companys water purifier, the cost of Rs 5000-Rs 10000 was found 51.9 %(14),11.1 % (3),11.1 % (3),14.8% (4),0 % (0),11.1% (3) respectively

C. Rs 10000-Rs 15000: Among the total 20 respondents The percentage of respondents who are using Eureka Forbes, Hul, Kent, Philips, Whirlpool and any other companys water purifier, the cost of Rs 10000-Rs 15000 was found 40 %(8),20 % (4),5 % (1),5% (1),15 % (3),15% (3) respectively.

D. Above than Rs 15000: Among the total 16 respondents

The percentage of respondents who are using Eureka Forbes, Hul, Kent, Philips, Whirlpool and any other companys water purifier, the cost of above Rs 15000 was found 37.5 %(6),6.3 % (1),18.8 % (3),12.5% (2),18.8 % (3),6.3% (1) respectively.

Have a water Purifier Yes No Total Rs1000-Rs 5000 17 20 37 Rs5000Rs10000 12 15 27

Cost Rs 10000Rs15000 8 12 20 Above Rs 15000 11 5 16

Total

48 52 100

Fig 5.16: Cross tabulation between Have a water purifier and Cost Price of Water Purifier

60

50

40

Above Rs 15000
Rs 10000-Rs15000
30

Rs5000-Rs10000 Rs1000-Rs 5000

20

10

Yes

No

INTERPRETATION
1.

PERCENTAGE WITHIN WATER PURIFIER

A. YES: AMONG THE TOTAL 48 RESPONDENTS HAVE WATER PURIFIER

The percentage of respondents are using cost of water purifier Rs 1000-Rs 5000 was found 35.4 % (17) The percentage of respondents are using cost of water purifier Rs 5000-Rs 10000 was found 25 % (12) The percentage of respondents are using cost of water purifier Rs 10000-Rs 15000 was found 16.7 % (8) The percentage of respondents are using cost of water purifier above Rs 15000 was found 22.9 % (11)

C. NO: AMONG THE TOTAL 52 RESPONDENTS DONT HAVE WATER PURIFIER

The percentage of respondents who wants to buy water purifier from Rs 1000-Rs 5000 (if they will use water purifier in future) was found 38.5% (20) The percentage of respondents who wants to buy water purifier from Rs 5000-Rs 10000 (if they will use water purifier in future) was found 28.8 % (15) The percentage of respondents who wants to buy water purifier from Rs 10000-Rs 15000 (if they will use water purifier in future) was found 23.1% (12) The percentage of respondents who wants to buy water purifier from more than Rs 15000 (if they will use water purifier in future) was found 9.6 % (5)

2. PERCENTAGE WITHIN COST OF WATER PURIFIER

A. AMONG THE TOTAL 37 RESPONDENTS, VIEW ABOUT COST OF RS 1000- RS 5000 WATER PURIFIER

Yes: The percentage of respondents who are using water Purifier, cost of Rs 1000-Rs 5000 was found 45.9 %( 17) No: The percentage of respondents who are not using water Purifier, cost of Rs 1000Rs 5000 was found 54.1% (20)

B. AMONG THE TOTAL 27 RESPONDENTS, VIEW ABOUT COST OF RS 5000- RS 10000 WATER PURIFIER Yes: The percentage of respondents who are using water Purifier, cost of Rs 5000-Rs 10000 was found 44.4 %( 12) No: The percentage of respondents who are not using the water Purifier, cost of Rs 5000-Rs 10000 was found 55.6 % (15)

C. AMONG THE TOTAL 20 RESPONDENTS, VIEW ABOUT COST OF RS 10000- RS 15000 WATER PURIFIER Yes: The percentage of respondents who are using water Purifier, cost of Rs 10000-Rs 15000 was found 40 % (8) No: The percentage of respondents who are not using water Purifier, cost of Rs 10000Rs 15000 was found 60 % (12)

D. AMONG THE TOTAL 20 RESPONDENTS, VIEWS ABOUT COST OF MORE THAN RS 15000 WATER PURIFIER Yes: The percentage of respondents who are using water Purifier, cost of more than Rs 15000 was found 68.8 % (11) No: The percentage of respondents who are not using the water Purifier, cost of more than Rs 15000 water Purifier was found 31.2 % (5) Which company Retail Outlet Franchisee Dealer EUREKA FORBES HUL KENT PHILIPS WHIRLPOOL ANY OTHER TOTAL 4 4 3 2 2 30 2 4 5 4 5 30 8 2 2 1 2 40 14 10 9 7 9 100 15 10 25 Demo at your doorstep 50 Prefer to buy the product Total

Fig 5.17: Cross tabulation between Which Company and Prefer to buy the product

50 45 40 35 30

Demo at your doorstep

25 20 15 10 5 0

Franchisee Dealer Retail Outlet

Eureka Forbes

Hul

Kent

Philips

Whirlpool Any other

INTERPRETATION
1. PERCENTAGE WITHIN COMPANY A. EUREKA FORBES: AMONG THE TOTAL 50 RESPONDENTS The percentage of respondents toward prefer to buy the water purifier from retail outlet was found 26 %( 13).The percentage of respondents toward prefer to buy the water purifier from Franchisee Dealer was found 48 %( 24).The percentage of respondents toward prefer to buy the water purifier from Demo at your door step was found 14 %( 7)

B. HUL: AMONG THE TOTAL 14 PURE IT (HUL) USERS The percentage of respondents toward prefer to buy the water purifier from retail outlet was found 35.7 %( 5).The percentage of respondents toward prefer to buy the water purifier from Franchisee Dealer was found 50 %( 7).The percentage of respondents toward prefer to buy the water purifier from Demo at your door step was found 7.1 %( 1)

C. KENT : AMONG THE TOTAL 10 KENT USERS The percentage of respondents toward prefer to buy the water purifier from retail outlet was found 20 %( 2).The percentage of respondents toward prefer to buy the water purifier from Franchisee Dealer was found 40 %( 4).The percentage of respondents toward prefer to buy the water purifier from Demo at your door step was found 20 %( 2)

D: PHILIPS AMONG THE TOTAL 10 PHILIS USERS The percentage of respondents toward prefer to buy the water purifier from retail outlet was found 30 %( 3).The percentage of respondents toward prefer to buy the water purifier from Franchisee Dealer was found 50 %( 5).The percentage of respondents toward prefer to buy the water purifier from Demo at your door step was found 10 %( 1) E. WHIRLPOOL: AMONG THE TOTAL 7 WHIRLPOOL USERS The percentage of respondents toward prefer to buy the water purifier from retail outlet was found 0 %( 0) The percentage of respondents toward prefer to buy the water purifier from Franchisee Dealer was found 57.1 %( 4).The percentage of respondents toward prefer to buy the water purifier from Demo at your door step was found 42.9 %( 3)

F. ANY OTHER : AMONG THE TOTAL 9 ANY OTHER WATER PURIFIER USERS
The percentage of respondents toward prefer to buy the water purifier from retail outlet was found 22.2 % (2).The percentage of respondents toward prefer to buy the water purifier from Franchisee Dealer was found 55.6 % (5).The percentage of respondents toward prefer to buy the water purifier from Demo at your door step was found 22.2 % (2)

2. PERCENTAGE WITHIN PREFER TO BUY THE PRODUCT A. RETAIL OUTLET: AMONG THE TOTAL 30 RESPONDENTS The percentage of people who prefer to buy the Eureka Forbes water Purifier from Retail Outlet was found 52% (13).The percentage of people who prefer to buy the Hul water Purifier from Retail Outlet was found 20 %( 5).The percentage of people who

prefer to buy the Kent water Purifier from Retail Outlet was found 8% (2).The percentage of people who prefer to buy the Philips water Purifier from Retail Outlet was found 12% (3).The percentage of people who prefer to buy the whirlpool water Purifier from Retail Outlet was found 0 %( 0).The percentage of people who prefer to buy the any other water Purifier from Retail Outlet was found 8% (2)

B. FRANCHISEE DEALER: AMONG THE TOTAL 30 RESPONDENTS The percentage of people who prefer to buy the Eureka Forbes water Purifier from Franchisee Dealer was found 49%(24).The percentage of people who prefer to buy the Hul water Purifier from Franchisee Dealer was found 14.3% (7).The percentage of people who prefer to buy the Kent water Purifier from Franchisee Dealer was found 8.2 % (4) .The percentage of people who prefer to buy the Philips water Purifier from Franchisee Dealer was found 10.2 %( 5).The percentage of people who prefer to buy the whirlpool water Purifier from Franchisee Dealer was found 8.2 % (4).The percentage of people who prefer to buy the any other water Purifier from Franchisee Dealer was found 10.2% (5) C. Demo at your door step: Among the total 40 respondents The percentage of people who prefer to buy the Eureka Forbes water Purifier from Demo at your door step was found 43.8% (7).The percentage of people who prefer to buy the Hul water Purifier from Demo at your door step was found 6.3 % (1).The percentage of people who prefer to buy the Kent water Purifier from Demo at your door step was found 12.5% (2) .The percentage of people who prefer to buy the Philips water Purifier from Demo at your door step was found 6.3(1).The percentage of people who prefer to buy the whirlpool water Purifier from Demo at your door step was found 18.8 % (3).The percentage of people who prefer to buy the any other water Purifier from Demo at your door step was found 12.5% (2)

17. CONCLUSION
I had conducted the market survey in the Jaipur city in Rajasthan. I had chosen the product as Pure It because people are very cautious about their health these days and are very particular about their drinking water. In such a scenario most of the people are using water purifier.

I was very lucky to join this company and learnt so many things, like punctuality, hard work, selling strategy of company etc. I had met different kinds

of people, coming from different religion. Thus I came to know about the different views of these people.

After the survey I came to a solution that the people of Jaipur are very much aware of Pure It water purifier and maximum of them are satisfied with the product. I came across some people who are using Pure It water Purifier for more than 2 years. Although maximum people are satisfied with the product but still there a pinch of dissatisfaction among some of the consumers but the ratios of these people are negligible.

The survey has showed and proved that Hindustan Uniliver Limited is enjoying a monopoly in the markets of Jaipur. Now a day, HUL is competing with Eureka Forbes. I have found out from the survey that people use the word Pure It as a generic name for all water purifiers no matter to which company and brand it belongs to. Moreover my survey has showed that most of the people are using Pure It water Purifier in their work place as well as in their homes.

18. RECOMMENDATIONS:
As per the survey done following were the recommendations of the Survey: Price structure should be revised 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. Technological & other aspects should be re considered and re-christened

19. BIBLIOGRAPHY:
www.businessknowhow.com

www.articlesnatch.com

www.vmmg.net

www.indiastat.com

www.business.com

www.bizgroethlive.com

www.1888articles.com

www.MastersofSuccess.biz

www.EzineArticles.com

www.getclientsnow.com

20. 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. Do you use any kind of water purifier at home? Yes No

2. If yes, which company water purifier u have? Eureka Forbes Hul Whirlpool Kent water purifier Philips Any other

3. Does your water purifier consume electricity? yes No

4. Before buying any kind of water purifier do you want to see the demonstration or know the details? Yes No

5. Does the water after purification taste good, is odorless, and looks clear? Yes No dont know

6. What price do you think is appropriate for a water purifier? Rs 2000 Rs 5000 Rs 5000 Rs 10000 Rs 10000-15000 Rs More than 15000

8. Is your water purifier backed by dependable after sales service? Yes No

8. Does your water purifier comes with warranty if yes how much? Six month One Year Two Year More than above

9. Have you recently come across any kind of marketing activities for purifiers? Road shows Visual Merchandising Others

10. Where do you prefer to buy a water purifier from? Retail Outlets Franchisee dealers Demo at your doorstep

11. While buying any water purifier what comes to your mind first? Price Health & Safety Both