You are on page 1of 15

Sales and Distribution System of

Pureit Water Filters


Introduction
The domestic water purifier appliances market
is estimated to be Rs 1200 Crore.
Category is not growing very fast because of
the high cost of the product.
Industry Profile
Earlier known as Hindustan Lever Limited
Was formed in 1933 as Lever Brothers India
Limited.
Headquartered in Mumbai,
HUL is the market leader in Indian products such
as tea, soaps, detergents etc.
The companys statement of corporate purpose is
to meet the everyday needs of people,
everywhere.
Water purifier

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.
Industry Structure
ASM

BDM(Direct Marketing) TSO(KIOSK) TSO(Doctors Clinic)

8 CCTLs 8 ZSOs 8CTLs

8 PWEs for each 12 PWEs for each 4 PWEs for


CCTL ZSO each CTL
Competitors
Hindustan Unilever Limited (HUL) of water
division Pureits major competitors in the
market are:
Eureka Forbes Limited
Philips
Whirlpool
Kent
Kenstar
Tata
Water Purifiers offered by HUL

Types of Products

PURE IT MARVELLA PURE IT AUTO-FILL

PURE IT M05 PURE IT COMPACT


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 Autofill Rs 3200 /-
(4)Pure it Marvella Rs 6900 /-
Distribution Channel
These are sets of interdependent
organizations involved in the process of
making a product or a service available for
use or consumption.

Direct Marketing(Cold KIOSK Doctors Clinic


Call)
Product Services

As per the study the product services of the Pureit water


purifier is only with the battery that should be changed
once in 1500-2000 liters usage. The consumers can call to
the customer care and inform about their services.
The call centers will have the consumers details. When the
consumer bought the product then the sales force will take
all their details for the future services.
Till first year of the product the services are completely
free, but after the first year to change the battery in the
purifier the battery costs Rs 350- 520 depends on the
battery.
Promotion

TV advertisements
Magazines
Direct marketing
Kiosk
Motivating Sales force

Fixed pay Rs. 5000


Salesperson get 100 point on selling each water
purifier
Hero of The Day (outstanding performer is
rewarded on daily basis).
Selling more than 10 water purifiers in a month, a
sales executive gets commission of Rs. 150 per
water purifier
Accumulating more than 5000 point, sales
executive gets different gifts