Dr. Gaur Hari Singhania Institute of

Management & Research, Kanpur

Presented To :- Dr. Deepak Sharma

Presented By :- Nikhil Nigam

(1721)

PROJECT TITLE :- “Sales & Marketing of

Vending Machines And Premixes”

Company Mentors :- Mr. Mohit Dwivedi ( Territory Sales Officer )

&

Mr. Yogesh Mehra ( Prospecting Officer)

Hindustan Unilever Limited

• Hindustan Unilever Limited (HUL) is India's largest Fast

Moving Consumer Goods Company with a heritage of

over 80 years in India and touches the lives of two out of

three Indians.

• 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.

Continued…• Hindustan Unilever Limited (HUL) is an Indian consumer

goods company based in Mumbai, Maharashtra.

• HUL was established in 1933 as Lever Brothers India Limited and, in 1956, became known as Hindustan Lever Limited, as a result of a merger between Lever Brothers, Hindustan Vanaspati Mfg. Co. Ltd. and United Traders Ltd

• It is owned by Anglo-Dutch company Unilever which owns a 52% controlling share in HUL.

• HUL's products include foods, beverages, cleaning agents and personal care products.

Week-Wise Task Performed &

Learning's

Week Ending Task Performed Learning

18th May 2014 Understood the product and

services as Business to

Business .To make to aware

about the product to the

customers.

Understood the product and

it’s culture. Features and

detailed about the vending

machines and premixes.

25th May 2014 Used to go to market to

know about the potential

for this product. Learnt

about the installation

process.

Installation process of

machines, offering culture

proposals regarding tea and

coffee vending machines

and premixes.

01st June 2014 Broke the accounts of other

competitors through

premixes and services.

Attended workshops.

Coming with new trainees,

market is to be small and it

is very tough situation to

compete the market

through own skills.

Continued…

08th June 2014 Got opportunities for DEMO

of machines and premixes.

Attended workshop of I.B.S.

At the time of DEMO, it is

very essential to check

every point of view of

organisation regarding

interest in buying of

machines or not.

15th June 2014 Machines installed at rental

basis. Dealt with customer for

price cutting in machines and

consumables.

If machines are on rental

basis , advance rent is to be

paid by customers and to

make clear all norms for

rental. To understand the

method of price cutting in

vending machines and

consumables.

Continued…

22th June 2014 Got a chance of tender

from Bank of India, Zonal

Office for 80 machines.

Provided services to those

clients where other

competitor’s machines are

not in running condition.

At the time of tender, it is

very important to come to

know about the rules and

regulations of doing

contract. Wherever the

other’s competitors

machines are not in used

presently, how to break

those account through

providing services.

29th June 2014 Dealt with customer at the

time of technical problem in

vending machines.

Received a response from

those customer who were

not interested at the starting

time .

Came to know about the

main problem of customer

regarding machines and

consumables. Learnt

waiting time of customer.

Sales & Marketing of Vending

Machines & Premixes

Objectives:-

• To do sales and marketing of vending machines and consumables.

• To know about the market potential through in which these vending machines and consumables can be sold.

• To identify the customer’s perception of pre and post purchase decision about vending machines and consumables.

• To break the accounts of other competitors through consumables.

Methodology:-

Pilot Surveys

and

Case Study

Sampling:-The sample is taken of 50 customers.

Analysis of Methodology:-

In analysis , there are 6 categories of customers.

• Those customers who are in HOT CALLS for HUL’s

vending machines and/or consumables.

7

50

Hot Calls

Total Calls

• Those customers who are in WARM CALLS for HUL’s

vending machines and /or consumables.

12

50

Warm Calls

Total Calls

• Those customers who are in COLD CALLS for HUL’s

vending machines and / or consumables

12

50

Cold Calls

Total Calls

• Those customers who are neither interested in HUL’s

vending machines nor consumables.

13

50

NotInterested

Total Calls

• Those customers who are satisfied with HUL’s vending

machines and / or consumables.

4

50

Satisfied

Total Calls

• Those customers who are not satisfied with HUL’s vending

machine and / or consumables.

2

50

NotSatisfied

Total Calls

Findings:-

• No. of customers are approximately same in Warm Calls, Cold Calls and Not Interested Calls.

• Calls are to be converted at the time of need and demand of customer.

• The reaction of customers related to past experiences of vending machines is important for company because whatever the improvisations can be done , it will be done and to make assure the customer to provide best quality.

• Some customers are disappointed with vending machines at present. The perception was that it was uncontrollable and not hygienic. So I suggested to those customers how to make controllable and make hygienic the vending machines.

Conclusions:-

• The market of vending machines and consumables at

growth level.

• In spite of having a tough competition, the demand of either

consumables or vending machines is at increased level

according to daily calls.

• These products are based for institutional sales.

• At the time of decision making for product, pricing , timing,

supplying, servicing, sustainability and durability are main

content of customer’s intention.

THANK YOU