santosh hul

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JK BUSINESS SCHOOL

Project Report

On

COMPARISION OF PURE IT WITH ITS COMPITITORS

AND

RESEARCH

AT

HINDUSTAN UNILEVER LTD. (HUL)

The study was conducted from 18th of May 2011 to 18th July2011

UNDER THE GUIDENCE OF:

MR. MIRAJ KHALID, T.S.O

HINDUSTAN UNILEVER LIMITED

PGDM

in partial fulfillment for the award

of

POST GRADUATE DIPLOMA IN

MANAGEMENT

UNDER THE FACULTY GUIDENCE OF SUBMITTED

BY

Dr. TEENA SHAHRAN SANTOSH SINGH

RAUTELLA


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

CERTIFICATE

This is to certify that project report entitled a comparative study of value for

money and customer satisfaction analysis of pure it in comparison to otherwater purifier is bonafide work of Santosh Singh Rautella, a student of JK

Business School, bearing Roll No. 035 and was successfully conducted at

HUL, Gurgaon, from 18May to 18July 2011, for the fulfillment of the course

Post Graduate Diploma in Business Management of JKBS,Gurgaon.

Mr. MIRAJ KHALID

Territory Sales Officer

HUL, Gurgaon.


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)

DECLARATION

I, Santosh Singh Rautella , hereby declare that the project

work entitled Comparision of pure its With its market research

is an authenticated work carried out by me at HINDUSTAN

UNILIVER LIMITED under the guidance ofMiss. Teena sehran

for the partial fulfillment of the award of the Diploma of PGDM

and this work has not been submitted for similar purpose

anywhere else except to JK Business School , approved by

AICTE.

Date:

Place: (SANTOSH SINGH

RAUTELLA)


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ACKNOWLEDGEMENT

I take this opportunity to express my gratitude to the

Management of HUL at Gurgaon for providing me the

opportunity to get an exposure of their esteemed unit.

I am sincerely thankful to the HR department forcoordinating my training and explicitly express my thanks

to Mr. Miraj Khalid for their continued help and

guidance during my stay there.

Last but not the least, I express my deep gratitude to my

mentor Dr. TEENA SHARAN for sending me to a largeintegrated water division of Pure it of HUL and giving me

a chance to acquire experience of my lifetime.

I also express my thanks to parents and all family

members and friends who directly or indirectly provided

me their moral support.

(

Santosh Singh Rautella)


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PGDM III TRIMESTER

JK BusinessSchool

EXECUTIVE SUMMARY

.

HUL is also known for its strong distribution network in India. In

order to further strengthen its distribution, HUL launched a Project

SAFE WATER ZONE in 2003 in Chennai. The idea Hindustan

Unilever Limited is the Indian arm of the Anglo-Dutch Company

Unilever. Both Unilever and HUL have established themselveswell in the Fast Moving Consumer Goods (FMCG) category. In

India, the company offers many households brands like, Dove,

Lifebuoy, Lipton, Lux, Pepsodent, Ponds, Rexona, Sunsilk, Surf,

Vaseline etc. Some of its efforts were also rewarded when four of

HUL brands found place in the Top 10 brands list for the year

2008 published in The Economic Times.

Unilever was a result of the merger between the Dutch margarine

company, Margarine Unie, and the British soap-maker, Lever

Brothers, way back in 1930. For 70 years, Unilever was the


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undisputed market leader but now faces tough competition from

Proctor & Gamble and Colgate-Palmolivebehind this project was

to protect lives to water borne disease such as typhoid, jaundice

and diarrhea. In 2007 water division started national. Now it

presents in all states and already protected 15 million lives.

TABLE OF CONTENTS

TITLE

PAGE NO.

Bonafide certificate

III

Student declaration

IV

AcknowledgmentV

Executive Summary


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1. Company Profile 10

1.1Introduction 11

History 12 -14

Brand for life ( Product Line ) 15 -17

Home Care Brand 18- 25

Corporate social responsibility 26

SWOT analysis of HUL 27 -31

Purpose Mission & Vision 32

Water Purifier- Pureit 33-41

Competitor 42

2.3 Product analysis Pureit 43

-45


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Scope and objective of the study

Scope of the study 46 - 48

Objective of the study

Research Methodology

Research design 49

-50

Sampling plan

Assumption of the study

Data collection 52

Primary data

Secondary Data

Data analysis and Interpretation

54

Findings and Recommendations

58

Limitations

59

Conclusion

60

Annexure 61-

64


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Bibliography

65

KEY WORDS

Hul : Hindustan Uniliver Limited

FMCG : Fast moving consumer goods

BDO : Business Development Officer

FY : Financial Year


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COMPANY PROFILE

&

INTRODUCTION


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Company Profile


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INTRODUCTION

HUL works to create a better future every day and helps people feel good, look good

and get more out of life with brands and services that are good for them and good for

others.

Type : Public company BSE:HUL

Industry: Fast Moving Consumer Goods (FMCG

Founded : 1933

Headquarter : Mumbai, India

Key people

: Nitin Paranjpe (CEO and

Managing Director)

Products: Home & Personal Care, Foods,

Water Purifier

Revenue: Rs 20,869.57 crore (US$ 4.45

billion) (2008-2009)

Employees: Over 65,000 direct & indirect

employees

Parent: Unilever Plc
http://en.wikipedia.org/wiki/Types_of_business_entityhttp://en.wikipedia.org/wiki/Publichttp://en.wikipedia.org/wiki/Bombay_Stock_Exchangehttp://en.wikipedia.org/wiki/Industryhttp://en.wikipedia.org/wiki/Fast_Moving_Consumer_Goodshttp://en.wikipedia.org/wiki/Mumbaihttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Product_(business)http://en.wikipedia.org/wiki/Revenuehttp://en.wikipedia.org/wiki/Indian_rupeehttp://en.wikipedia.org/wiki/United_States_dollarhttp://en.wikipedia.org/wiki/Employmenthttp://en.wikipedia.org/wiki/Holding_companyhttp://en.wikipedia.org/wiki/Unileverhttp://en.wikipedia.org/wiki/Publichttp://en.wikipedia.org/wiki/Bombay_Stock_Exchangehttp://en.wikipedia.org/wiki/Industryhttp://en.wikipedia.org/wiki/Fast_Moving_Consumer_Goodshttp://en.wikipedia.org/wiki/Mumbaihttp://en.wikipedia.org/wiki/Indiahttp://en.wikipedia.org/wiki/Product_(business)http://en.wikipedia.org/wiki/Revenuehttp://en.wikipedia.org/wiki/Indian_rupeehttp://en.wikipedia.org/wiki/United_States_dollarhttp://en.wikipedia.org/wiki/Employmenthttp://en.wikipedia.org/wiki/Holding_companyhttp://en.wikipedia.org/wiki/Unileverhttp://en.wikipedia.org/wiki/Types_of_business_entity


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With over 35 brands spanning 20 distinct categories such as soaps, detergents,

shampoos, skin care, toothpastes, deodorants, cosmetics, tea, coffee, packaged foods,

ice cream, and water purifiers, the Company is a part of the everyday life of millions of

consumers across India. Its portfolio includes leading household brands such as Lux,

Lifebuoy, Surf Excel, Rin, Wheel, Fair & Lovely, Ponds, Vaseline, Lakm, Dove, Clinic

Plus, Sunsilk, Pepsodent, Closeup, Axe, Brooke Bond, Bru, Knorr, Kissan, Kwality

Walls and Pureit.

The Company has over 16,000 employees and has an annual turnover of

around Rs.19,400 crores (financial year 2010 - 2011). HUL is a subsidiary of Unilever,

one of the worlds leading suppliers of fast moving consumer goods with strong local

roots in more than 100 countries across the globe with annual sales of about 44 billion

in 2011. Unilever has about 52% shareholding in HUL.

History

HUL was formed in 1933 as Lever Brothers India Limited and came

into being in 1956 as Hindustan Lever Limited through a merger of

Lever Brothers, Hindustan Vanaspati Mfg. Co. Ltd. and United

Traders Ltd. It is headquartered in Mumbai, India and has employee

strength of over 15,000 employees and contributes for indirect

employment of over 52,000 people. The company was renamed in

June 2007 to Hindustan Unilever Limited.


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Doing Well by Doing Good

HUL believes that an organizations worth is also in the service itrenders to the community.

HUL focuses on hygiene, nutrition, enhancement of livelihoods,

reduction of greenhouse gases and water footprint. It is also involved in

education and rehabilitation of special or underprivileged children, care

for the destitute and HIV-positive, and rural development. HUL has also

responded in case of national calamities / adversities and contributes

through various welfare measures, most recent being the relief and

rehabilitation of the people affected by the Tsunami disaster, in India.


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HULs Project Shakti is a rural initiative that targets small villages

populated by less than 5000 individuals. Through Shakti, HUL is

creating micro-enterprise opportunities for rural women, thereby

improving their livelihood and the standard of living in rural

communities. Shakti also provides health and hygiene education through

the Shakti Vani programme.The program now covers 15 states in India

and has over 45,000 women entrepreneurs in its fold, reaching out to

100,000 villages and directly reaching to over three million rural

consumers.

HUL also runs a rural health programme, Lifebuoy Swasthya Chetana.

The programme endeavours to induce adoption of hygienic practices

among rural Indians and aims to bring down the incidence of diarrhoea.

It has already touched 120 million people in approximately 50, 676

villages across India.

If Hindustan Unilever straddles the Indian corporate world, it is becauseof being single-minded in identifying itself with Indian aspirations and

needs in every walk of life.

Unilever products touch the lives of over 2 billion people every day

whether that's through feeling great because they've got shiny hair and a

brilliant smile, keeping their homes fresh and clean, or by enjoying a

great cup of tea, satisfying meal or healthy snack.


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Brands for life (Product Line)

Hindustan Unilever Limited has been the pioneer in the field of Food

brand, Home care brands, personal care brands, water purification

systems, Nutrition, Health, Hygiene & beauty products

The following are the basic products of Hindustan Unilever Ltd., which

has always promised to provide safe and healthy living.

Food Brands.


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Annapurna Atta is aimed at helping the homemaker provide

wholesome, tasty nutrition to her family.

Red Label

Indias favorite cup of tea, the great taste of Red Label

brings people closer together and strengthens relationships.

The brew that bonds.

Brooke Bond Taaza

Brooke Bond Taaza lifts me and unshackles my mind,

allowing me to see and realize possibilities.

The great refreshment of Taaza inspires women to

have an identity beyond their homes and to refresh their lives.

Taj - Mahal

Brooke Bond Taj Mahal is an exclusive selection of teas

for the discerning consumer.

A taste for the finer things in life. Taj Mahal is not just a cup of tea,

it is a sensory experience

Bru

Ek cup Bru aur mood ban jae

Some moments in life are special and close to the heart.

Bru makes these moments with loved ones even more magicalIts
http://www.hul.co.in/brands/foodbrands/RedLabel.aspxhttp://www.hul.co.in/brands/foodbrands/Taaza.aspxhttp://www.hul.co.in/brands/foodbrands/TajMahal.aspxhttp://www.hul.co.in/brands/foodbrands/Bru.aspxhttp://www.hul.co.in/brands/foodbrands/Bru.aspxhttp://www.hul.co.in/brands/foodbrands/TajMahal.aspxhttp://www.hul.co.in/brands/foodbrands/Taaza.aspxhttp://www.hul.co.in/brands/foodbrands/RedLabel.aspxhttp://www.hul.co.in/brands/foodbrands/RedLabel.aspxhttp://www.hul.co.in/brands/foodbrands/Taaza.aspxhttp://www.hul.co.in/brands/foodbrands/TajMahal.aspxhttp://www.hul.co.in/brands/foodbrands/Bru.aspx


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Indias largest coffee brand that offers a range of products in

Instant coffee, Conventional coffee and premixes....Its rich aroma

and unique blend makes every moment come alive

Knorr.

Knorr helps families make meal times special,

nutritious, tasty and healthy

Kwality Walls

A good honest scoop of daily pleasure.

. Kwality Walls, the brand with a big heart, offers a

range of delightful frozen desserts that bring smiles to the faces of

millions of Indians kids, teens and adults. We do so with our very

popular brands - Cornetto, Feast, Paddle Pop, Selection & our

award winning parlour concept, Swirls.

Home care brands

HUL has a diverse portfolio of brands offering home care solutions for

millions of consumers across India.
http://www.hul.co.in/brands/foodbrands/Knorr.aspxhttp://www.hul.co.in/brands/foodbrands/KwalityWalls.aspxhttp://www.hul.co.in/brands/foodbrands/KwalityWalls.aspxhttp://www.hul.co.in/brands/foodbrands/Kissan.aspxhttp://www.hul.co.in/brands/foodbrands/Knorr.aspxhttp://www.hul.co.in/brands/foodbrands/KwalityWalls.aspx


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Active Wheel

Active Wheel de "Mehnat se Aazadi" Freedom from

painful & tiring laundry

Active Wheel enables consumers to perform laundry chores, giving

Great Clean within less effort.

Cif

Cif- the best cleaner to let you shine.

Cif- The Worlds leading cream cleaner which gives

you the power to deal with the toughest dirt is now in India.

Comfort

The worlds largest fabric conditioner brand.

For most homemakers, ensuring their family's well-

being is of utmost importance. Every task, whether its preparing a

meal or washing the clothes, is an expression of her love and

affection for the family.

Domex

The sheer power of Domex bleach gives you the

confidence you need, eradicating all known germs.

The sheer power of Domex bleach gives you the

confidence you need, eradicating all known germs. With Domex, you

can be absolutely certain that the job is done.

Rin
http://www.hul.co.in/brands/homecarebrands/ActiveWheel.aspxhttp://www.hul.co.in/brands/homecarebrands/Cif.aspxhttp://www.hul.co.in/brands/homecarebrands/Comfort.aspxhttp://www.hul.co.in/brands/homecarebrands/Domex.aspxhttp://www.hul.co.in/brands/homecarebrands/Rin.aspxhttp://www.hul.co.in/brands/homecarebrands/Rin.aspxhttp://www.hul.co.in/brands/homecarebrands/Domex.aspxhttp://www.hul.co.in/brands/homecarebrands/Comfort.aspxhttp://www.hul.co.in/brands/homecarebrands/Cif.aspxhttp://www.hul.co.in/brands/homecarebrands/ActiveWheel.aspxhttp://www.hul.co.in/brands/homecarebrands/ActiveWheel.aspxhttp://www.hul.co.in/brands/homecarebrands/Cif.aspxhttp://www.hul.co.in/brands/homecarebrands/Comfort.aspxhttp://www.hul.co.in/brands/homecarebrands/Domex.aspxhttp://www.hul.co.in/brands/homecarebrands/Rin.aspx


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Rin provides best in class whiteness which is demonstrable.

Clothes talk for us. Rin plays an integral part in enabling us to look

good by providing demonstrably superior whites, giving us the

confidence to realize our ambitions.

Sunlight

Sunlight is a color care brand.

A dash of pink, a splash of yellow, a hint of purpleand a bit of orange. Colours can liven up any wardrobe and can

make you look and feel precious and if theres one detergent

brand thats committed to colour care, its Sunlight

Surf Excel

Giving your kids the freedom to get dirty and experience

life, safe in the knowledge that Surf Excel will remove

those stains.

When children go out to play and get dirty, they don't just collect

stains. They experience life, make friends, share with each other and

learn from each other. This helps them get stronger and get ready

for the world outside

Vim
http://www.hul.co.in/brands/homecarebrands/Sunlight.aspxhttp://www.hul.co.in/brands/homecarebrands/SurfExcel.aspxhttp://www.hul.co.in/brands/homecarebrands/Vim.aspxhttp://www.hul.co.in/brands/homecarebrands/Vim.aspxhttp://www.hul.co.in/brands/homecarebrands/SurfExcel.aspxhttp://www.hul.co.in/brands/homecarebrands/Sunlight.aspxhttp://www.hul.co.in/brands/homecarebrands/Sunlight.aspxhttp://www.hul.co.in/brands/homecarebrands/SurfExcel.aspxhttp://www.hul.co.in/brands/homecarebrands/Vim.aspx


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Created in 1885, the Vim brand is still innovating

and using the magic of natural ingredients to

create unbeatable results over a hundred years

latters .

Personal care brands

Our personal care brands, including Axe, Dove, Lux, Pond's, Rexona

and Sunsilk, are recognized and love by consumers across India. They

help consumers to look good and feel good and in turn get more out of

life.

Aviance

Aviance enables women actualize their unique potential

through expert customized beauty solutions.

The Aviance promise

Aviance believes that no two women are alike. A truly beautiful

woman is constantly searching for ways to express and celebrate her
http://www.hul.co.in/brands/personalcarebrands/Aviance.aspxhttp://www.hul.co.in/brands/personalcarebrands/Aviance.aspxhttp://www.hul.co.in/brands/personalcarebrands/Aviance.aspx


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own individuality. Aviance was created to empower this woman.

Encourage her. And help her become all she can be.

Axe

Axe with Best Quality Fragrance.

AXE is a cool, iconic, youth brand available in more

than 60 countries. In India, Axe, which has been launched in 1999, is

the largest selling Male Deodorant..

Breeze

Breeze, with the goodness of glycerin gives soft, fragrant

and smooth skin.

Breeze makes use of a new revolutionary global technology which

enhances the impact of world class perfumes in a much larger way,

apart from bringing out the goodness of glycerine.

Clear

New Clear with Essential Oils, guarantees Zero dandruff

and leaves your hair feeling fabulous.

New Clear. Zero dandruff, Just fabulous hair

Clinic Plus
http://www.hul.co.in/brands/personalcarebrands/Axe.aspxhttp://www.hul.co.in/brands/personalcarebrands/Breeze.aspxhttp://www.hul.co.in/brands/personalcarebrands/Clear.aspxhttp://www.hul.co.in/brands/personalcarebrands/ClinicPlus.aspxhttp://www.hul.co.in/brands/personalcarebrands/ClinicPlus.aspxhttp://www.hul.co.in/brands/personalcarebrands/Clear.aspxhttp://www.hul.co.in/brands/personalcarebrands/Breeze.aspxhttp://www.hul.co.in/brands/personalcarebrands/Axe.aspxhttp://www.hul.co.in/brands/personalcarebrands/Axe.aspxhttp://www.hul.co.in/brands/personalcarebrands/Breeze.aspxhttp://www.hul.co.in/brands/personalcarebrands/Clear.aspxhttp://www.hul.co.in/brands/personalcarebrands/ClinicPlus.aspx


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Hamam brings alive the wisdom behind time-less skincare rituals in

convenient and contemporary formats

Lakme

Lakme is an ally to the Indian Woman and inspires her to

express her unique beauty and sensuality. Thus, enabling

her to realize the potency of her beauty.

Lakme is the Indian womans Beauty Sutra inspiring expression

of her unique beauty and sensuality

Lifebuoy

Lifebuoy is available in multiple variants in soaps and

specialist formats such as liquid handwash, catering to the

entire family. Lifebuoy, an undisputed

market leader for 112 years, has a compelling vision to make 5

billion people across the world, feel safe and secure by meeting their

personal care hygiene & health needs

Liril

Awaken, and enliven your senses with a Liril bath.

Over time, Liril has come to be synonymous with

the freshness of limes, active energy and freedom of expression by

its symbolic display of the uninhibited female form.
http://www.hul.co.in/brands/personalcarebrands/Lakme.aspxhttp://www.hul.co.in/brands/personalcarebrands/Lifebuoy.aspxhttp://www.hul.co.in/brands/personalcarebrands/Liril.aspxhttp://www.hul.co.in/brands/personalcarebrands/Liril.aspxhttp://www.hul.co.in/brands/personalcarebrands/Lifebuoy.aspxhttp://www.hul.co.in/brands/personalcarebrands/Lakme.aspxhttp://www.hul.co.in/brands/personalcarebrands/Lakme.aspxhttp://www.hul.co.in/brands/personalcarebrands/Lifebuoy.aspxhttp://www.hul.co.in/brands/personalcarebrands/Liril.aspx


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Rexona Rexona gives you 24 hr protection from sweat

and body odour and therefore the confidence to handle

whatever the day has in store.

Corporate Social Responsibility
http://www.hul.co.in/brands/personalcarebrands/RexonaDeodorants.aspxhttp://www.hul.co.in/brands/personalcarebrands/RexonaDeodorants.aspxhttp://www.hul.co.in/brands/personalcarebrands/RexonaDeodorants.aspx


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HULs corporate social responsibility strategy seeks to address HUL's

most significant sustainability impacts of hygiene, nutrition,

enhancement of livelihoods, reduction of greenhouse gases and water

footprint by integrating these objectives into our brands , our people and

our processes.

Provided income-generating opportunities to 45,000 Shakti

entrepreneurs in rural areas Across 15 states in 100,000 villages

through Project Shakti

Lifebuoy Swasthya Chetna has touched 12crore people in more

than 50676 villages

Across India since 2002

Pureit is available in more than 1500 towns nationally and already

covers over 3 million Households across India.

Exceeded the target of reducing CO2emissions from

manufacturing operations by 25% on a base of 2004

Twenty Eight of our manufacturing sites are zero water discharge

sites.

SWOT Analysis

STRENGTH

Variety of products

Distribution Network


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Brand image

Quality Management

Innovation and R&D strength

WEAKNESS

Not able to compete with local competitor in the rural market

Not focus on upper class population

Pricing policy is not good

OPPORTUNITIES

Huge Market

Increasing per capital income

Increasing consumption pattern

Potential for making more impact of brand image.

Coming in technology e.g. in water purifiers

THREATS


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From High Class Competitor

Proctor & Gamble

Pantene

Dabur

Babool

Dabourlal Dent Manjan

Reckitt Benckiser

Dettol

Palmolive

A clear direction

The four pillars of our vision set out the long term direction for the

company where we want to go and how we are going to get there:

We work to create a better future every day We help people feel good, look good and get more out of life with

brands and services that are good for them and good for others.


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We will inspire people to take small everyday actions that can add

up to a big difference for the world.

We will develop new ways of doing business that will allow us to

double the size of our company while reducing our environmental

impact.

We've always believed in the power of our brands to improve the quality

of peoples lives and in doing the right thing. As our business grows, so

do our responsibilities. We recognize that global challenges such as

climate change concern us all. Considering the wider impact of our

actions is embedded in our values and is a fundamental part of who we

are.

Purpose & Principles

Our corporate purpose states that to succeed requires "the highest

standards of corporate behavior towards everyone we work with, the

communities we touch, and the environment on which we have an

impact."


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MissionUnilever's mission is to add Vitality to life.

VisionWe're constantly developing our brands and products to keep pacewith the changes in consumers lives

Water Purifier -Pure it

Pureit is the worlds most advanced in-home water purifier. Pureit, a

breakthrough offering of Hindustan Unilever (HUL), provides complete

protection from all water-borne diseases, unmatched convenience and

affordability.


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Pureits unique Germ kill Battery technology kills all harmful viruses

and bacteria and removes parasites and pesticide impurities, giving you

water that is "as safe as boiled water". It assures your family 100%

protection from all water-borne diseases like jaundice, diarrhea, typhoid

and cholera. Whats more, it doesnt need gas, electricity or continuous

tap water supply.

Pureit not only renders water micro-biologically safe, but also makes the

water clear, odourless and good-tasting. Pureit does not leave any

residual chlorine in the output water.

The output water from Pureit meets stringent criteria for

microbiologically safe drinking water, from one of the toughest

regulatory agencies in the USA, EPA (Environmental Protection

Agency).

The performance of Pureit has also been tested by leading scientific and

medical institutions in India and abroad.

This patented technological breakthrough has been developed by HUL.

This state-of the-art engineering developed by a team of over 100

Indian and international experts from HUL and Unilever Research

Centers has made Pureit possible at the consumer price of just Rs. 2000.

Pureit runs with a unique Germ kill Battery Kit that typically lasts

for 1500 liters* of water. The Germ kill Battery Kit is priced at Rs.365.

This means consumers will get 4 litres of water that is as safe as boiled


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Some basic facts on water Problems

Infected water causes an estimated 80 percent, of disease in

India, according to the World Health Organization (WHO).

About half the worlds reported cases of polio, a crippling

disease which is waterborne, occur in India.


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Each year, diarrhea kills 500,000 Indian children.

Water is pure at the source which is the municipal treatment

plant. It comes to your house through pipes.

These pipes are very old and have rusted, which may be the

cause of contamination.

Sewage lines are also in contact with underground water

pipes.

People also break open pipes at places to have access to

water. These open cracks allow contaminated matter to get

inside the water pipes.

With the ever growing problem of safe drinking water faced in India,

HUL has come with a social initiative of providing safe and pure

drinking water by means of Pureit, a quality yet affordable water

Pureit.


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Product analysis (Pureit)

Pureit- a water purifier designed and developed to provide as safe as

Boiled water

Performance

Pureit removes visible dirt, kills all viruses and bacteria, removes

parasites and pesticide impurities giving you water that is as safes as

boiled water

Additional Features:

Great sensorial Clear, odour -free water : removes organics,

pesticides, suspended matter (turbidity)

Any time , any where performance : works

Without electricity

Without piped water

Convenience No hassles of boiling, No maintenance costs like

plumbing

Cost Rs. 1/- for every 4 Liters of water

The Technology:


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Chlorination of water is a known fact & is used as a world wide

phenomenon by municipal corporations for supply of potable

water.

It kills all bacteria and viruses in water.

However chlorine added I n water by these corporation is not done

scientifically especially in third world countries like). Hence the

amount of chlorination may be more or less depending on the

quantity of water; thus again making this water unsafe for human

consumption.

MICRO FIBRE MASH

Material Non woven polyester

Removes suspended particulate > 10 micron

Reduces filtration load on

CCT

Average flow rate of 5

lit/min

COMPACT CARBON

TRAP


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Material intermediate activated carbon

Binder is used for holding the carbon granules

Removes particulate impurities < 10 micron

Removes organic load improves taste of water

Removes pesticides

Removes cysts

GERM KILL PROCESSOR

Attached with batching chamber.Stored germ-kill power target and kill harmful viruses and bacteria Unique Auto Switch off Technology

> After the battery life indicator turns fully red, the purifier will

begin to overflow from the battery life indicator on the front

side.


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> Some water may still pass through the purifier. However,

please note that the purifier has stopped purifying water &

the water may no longer be safe for drinking.

> The purifier has been designed to overflow to indicate that

the battery has not been replaced even after it has turned fully

red.

POLISHER

Made by activated granular carbon and coated by silver.


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This design has reduced pressure drop, eliminating the level of

fines coming in the water and reduced wastage of plastics in

battery

Removes chlorine and disinfection by-products.

Radial flow design low pressure drop.

Finally removes all odour, makes water visually clear & gives

great tasting water

Performance testing

Leading scientific institutions

Central Food Technology Research Institute.

National Institute of Cholera and Enteric Diseases

Indian Public Health Association

Institution of Public Health Engineers

Leading Medical Institutions


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King Institute of Preventive Medicine

Sundaram Medical Foundation

Apollo Hospitals

SRL Ranbaxy Clinical Reference Laboratories

Leading International Institutions

London School of Hygiene and Medicine UK

Scottish Parasite Diagnostic Laboratory, Glasgow, UK

COMPETITOR


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Whirlpool

Eureka Forbes Ltd.

Usha Brita

Kent

zero B

Philips

Ken star

Tata Swatch

New Era (OSMO & Total aqua Fresh)

Key player in local market at Gurgaon .

Hindustan Unilever Ltd.

Eureka Forbes Ltd.

Kent

Philips

PRODUCT/SERVICE STRATEGY OF WATER PURIFIER


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4 variety available in the market

Easy availability nation wide

Best quality of used plastic (ABS food grade)

Best quality based technological parts used.

Designed and developed to provide As safe as Boiled

Water

Very attractive design in two color ( Royal blue and

Burgundy )

Pure it removes visible dirt, kills all harmful viruses and

bacteria,

Removes parasites and pesticide impurities giving you

water is as Save as Boiled water

Great sensorial- Clear, odour-free water: removes

organics,

Pesticides, suspended matter (turbidity)

Any time, anywhere (portable) performance : works-without electricity-without piped water

Very easy to use

Convenience No hassles of boiling, No maintenance

costs like Plumbing

Cost- Rs.1 /- for every 4 Liters of water

Top most brand name ( Hindustan Unilever Ltd )

Quick service ( with In 24 hour )

PRICE STRATEGY OF WATER PURIFIER


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Penetration strategy

Product price range started for 1000 5200

Very Low cost of maintenance and consumable

Low cost for product

Best price for other than competitor

Attractive discount on replacement of device for

customer

No credit terms

Attractive allowance for dealers

PROMOTION / MARKETING COMMUNICATION

STRATEGY OF WATER PURIFIER

Activated subscription immediately


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Fastly installation of products

Properly repair services

Free Services during life time

Commercial TV advertisement

Advertisement in news paper

Broacher

Sales force (8000+ across country)

Marketing surveys through:-

Demonstration

Cold call

Reference by old customer


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SCOPE AND OBJECTIVE OF THE STUDY

SCOPE OF THE STUDY

This will help us to know the market tends demand and consumption

patterns future prospectus in term of potential growth consumer test and


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buying behavior for the HUL product water purifier and other aspects

related to channels and networks i.e. distribution. At the same time some

bottlenecks and loopholes in the entire process could also be taken into

consideration for their solution as well as betterments. In short following

few aspects could be taken care of through this study:-

To study the marketing strategy used by HUL for competing in the

market.

To identify the attributes those compel the dealers to select the

product..

To study about the relationship and association of the household with

the company.

To identify the dealers response towards brands they are dealing.

To know about the credit policy of the company (motivational tools)

Popularity of company product among customers.

Customers opinion towards packaging.

To know about the awareness of drinking water used by various

households.

OBJECTIVE OF THE STUDY


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The followings are the main objectives of this researchproject

How to increase productivity of sales in HUL

Competitive analysis of PURE IT

Now, customers have become smart, they have great knowledge ofmarket, product and suppliers. So, they are looking for the product

which is providing something extra

The basic objective of this project is as mentioned above to find

ways so that HUL remain market leader by considering all the

needs & wants and fulfilling their demand.

RESEARCH METHODOLOGY


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Its the way by which we collected data and used it to analysis the

available fact for arriving at a particular results and suggestion. Basically

there are two ways of collecting the data primary & secondary

RESEARCH DESIGN

It consists of clean statement of the research problem procedures and

information processing and analysis of data collected. It includes

hypothesis also.

I have used Descriptive Research which includes survey and fact-finding

enquiries of different kinds. The main characteristics of this method are

that the researchers have no control over the variables; he can only

report what has happened or what is happening. The major purpose of

descriptive research is description of the state of affairs as exists as

present.

Problem to retailers with their respective FMCG Company.

Taste and preference of retailers and consumers towards the

brand.

Strategy of different players in the market.

Different schemes of different brands.

Descriptive research design: - alone with some exploratory researchwas applied which descriptive the state of affairs as they subsists.

Descriptive research was used in the study of marketing strategies for


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the sale of companys product also studying about the parameters which

affect the competitiveness of the product.

Analytical research:-in this kind of research researcher uses facts or

information which are already available and analysis these for critical

and rational facts of the past and present tends in the demand and

consumption, quality of product, packaging methods, supply and

distribution and analyzed them for critical result and suggestion some

recommendation.

SAMPLING PLAN

Sampling methods:- Snow ballsampling has been used for the purpose

of those consumers and prospective customers as it helped in knowing

the no. of users of Pureit product and convenient sampling methods was

used for distributers in distance place as accessibility had emerged as a

problem in some cases.

Sampling unit: - It defines the target population that will sample

together for carrying out the analysis. Here it includes different areas

and households.

Sample size


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Sample size is 100 households

Type of research - Descriptive research (it includes facts findings service)

Statistical tools - Pie charts, bar diagrams etc.

Data collection - Through questionnaire

ASSUMPTION OF THE STUDY

Questionnaire is distributed to different households in the different

areas. Respondent have responded correctly. Information collected

through various source is correct.


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DATA ANALYSIS

Data become useful only affect they are properly analyzed. Data

analysis involves coverings as series of recorded observation i.e. data

into descriptive statement and inference about relationship. This task is

helpful in identified the areas where the company each improve further

collected data was analysis by the use of simple statistic tools like

percentage and (univariate analysis) result have been represented byusing bar chart columns and pie chart.

DATA COLLECTION

This was done by using:-

A. Primary data. These are the fast hand information as observation in

leads to collect through surveying as interviewing using questionnaire

and schedules.


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Questionnaire- it can be recognized as a schedule, interview from or

measuring instrument is a formalized set of question for obtaining

information from the repaired. It is widely used in consumer and

industrial marketing research analysis.

B. Secondary data these are the data which are already available in

data which are already available in usable forms various type

secondary data used.

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

News and Views and paper India.

Internet surfing.

Other official sources.

RESEARCH APPROACH

The research is based initially on an exploratory research & finally

followed by descriptive research.

RESEARCH INSTRUMENTS

The research instrument used in the study was predesigned up to

designed questionnaire with closed ended multiple choice & open-ended

questions.


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DATA ANALYSIS

&

INTERPRETATION

1 ) What is your income ?

A Less then 2.4 lacks pa

B 2.4 lacs - 3.6 lacs pa

C 3.6 lacs - 4.8 lacs p a

D More than 4.8 lacs p.a


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Income Frequency Percent

Less then 2.4 lacs p.a 45 45.00

2.4 lacs 3.6 lacs p .a 30 30.00

3.6 lacs - 4.8 lacs p .a 15 15.00

More then 4.8 lac p.a 10 10.00

INTERPRETATION

The above data has given about frequency and percentage

of Income of Customer. The percentage of people who has

income is Less then 2.4 lacs p.a , ( 45 % ). The percentage

of people who has income is 2.4 lacs to 3.6 lacs p .a , ( 30

% ) . The percentage of people who has income is 3.6 lacs

to 4.8 lacs p.a , ( 15 %) , The percentage of people who has

income is More then 4.8 lacs p.a , ( 10 % ) .


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2 ) What type of water you are using ?

A Munciple water

B canned water

C Borewell

D Any other

Frequency and percentage of the whch type of water you are

using

Water you are using Frequency

Percent

Munciple water 60

60.00

Canned water 20

20 .00

Borewel 10

10.00Any other 10

10.00

Total


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100.00

INTERPRETATION

The total no. of respondents includes in the research is 100.Out of

100 respondents, 60 %(48) of people have a using Munciple water

, 20 % (52) people have a using Canned water ,10 % ( 10)

Borewel ,and remaining people have a using 10 % (10) Any other

.

3 ) If package drinking water then which company ?


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A ) Bisleri

B Aquafina

C Kinley

D Zero B

Frequncy and percentage of drinking water then which company

Company Frequency

Percent

Bisleri 50

50.00

Aquafina 25

25.00

Kinley 15

15.00

Zero B 10

10.00 Total

100.00


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Interpretation

Out of 100 respondents, the data of people are using water

purifier and people are notusing water purifier .Those people

are not using water purifier, if they will buy ,they will buy only

this companys product like Bisleri, Aquafina, Kinley, ZeroB,

(50%) , ( 25 %) , (15 %) , (10 %)of people are using and will

use and any other companys water purifier

4 ) During package water purchase what factor influence you

most ?

A Price

B Brand


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C Quality

D Health and safety .

Frequency and percentage of package water purchase what

factor influence you most

Package water FrequencPercent

Price 6

60.00

Brand 1

15.00

Quality 1

15.00

Health and Saftey 1

10.00

Total

100.00

Interpretation


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100 respondents, 60 %(60) of people have a buying a water

purifier is based on price , 15% (15) people have a buying a water

purifier is based on Brand ,15 % ( 15) ,of people have a buying a

water purifier is based on Quality ,10 (10) and remaining peoplehave a buying a water purifier is based on Health and safety .

5 ) If water purifier then which companys purifier you are

using ?

A ) Eureka Forbes

B ) KentC ) Pure It

D ) Aqua guard

E ) Aqua fresh

F ) Any other (Plz. Mention Name)..

Frequency and percentage of water purifier then which

companys purifier you are using


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Company Frequency

Percent

Eureka Forbes 50

50.00Kent 20

20.00

Pure it 10

10.00

Aquaguard 10

10.00

Aquafresh 10

10.00

Total

100.00

Interpretation

Out of 100 respondents, the data of people are using water

purifier and people are notusing water purifier .Those people

are not using water purifier, if they will buy ,they will buy only


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this companys product like Eureka Forbes, Kent, Kinley,

Aquagaurd, Aquafresh (50%) , ( 20 %) , (10 %) , (10 %) ,

(10 )%of people are using and will use and any other companys

water purifier

6 ) How do you come to know about your brand ?

A Newspaper

B Reference

C Advertising

D Direct marketing

E Any other .

Frequency and percent of how to come know about your brand

Brand Frequency

Percent

Newspaper 60

60.00Reference 10

10.00

Advertising 10

10.00


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Direct marketing 20

20.00

Interpretation

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


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7 Does your water purifier consume electicity ?

A yes

B No

Frequency and percent of water purifier consume electricity..

Electricity Frequency

percent

Yes

72.00

No 28

28.00

Total 100.00


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INTERPRETATION

The above data tel ls about electricity of water purif ier,that is the water puri fier isworking with electricity orwithout electricity. Out of 100 respondents, 72 % (72)of people have given their view that yes and 28 % (28) ofpeople have given their viewNo.

8 Why you are using ___________________________brand as

water purifier ?

A Price

B Technology

C Brand name


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D Aesthetics

Frequency and percent of using brand as water purfier

Brand Frequency

Percent

Price 40

40.00

Tecnology

20.00

Brand name 2020.00

Aesthetics 20

20.00


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Interpretation


100 respondents, 40 %(40) of people have a buying a waterpurifier is based on price , 20% (20) people have a buying a water

purifier is based on Technology ,20 % ( 20) ,of people have a

buying a water purifier is based on Brand name ,20 (20) and

remaining people have a buying a water purifier is based on

Aesthetics .

9 Overall how much are you satisfied with your existing waterpurifier ?

A Fully satisfied

B Partially

C Satisfied

D Not satisfied

Frequency and percent of are you satisfied with your existingwater purifier


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Satisfied with your water purifier Frequency

Percent

Fully satisfied 6060.00

Partially 20

20.00

Satisfied 15

15.00

Not satisfied 55.00


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Interpretation


100 respondents,

60 % is fully satisfied , 20 % is partially , 15 % is satisfied , 5 % is

not satisfied .

10 Have you heard about 1 Crore Safety challenge Pure It and if

yes then do you believe on the quality of HUL pureit ?

A Yes

B NoC Cant say

Frequency and percent of 1 Crore Safety challenge Pure It and if

yes then do you believe on the quality of HUL pure it


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1 Crore Safety challenge Pure It Frequency

Percent

Yes 72.00

No 20

20.00

Cant say 1818.00


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Interpretation


100 respondents,72 % people says yes , 20 % people says no ,

and remaining people says no response just like cant say .

.

11 If yes then would you like to exchange your purifier with

pureit ?A Yes

B No

C Cant say

Frequency and percent of exchange your purifier

with pure it


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Interpretation


100 respondents,

Exchange our pure it is 75 %, says Yes , 15 % says No , and

remaining people

Says no response just like Cannot say 5 % .

12 Any comment / suggestion for pureit water purifier

?


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FINDINGS & RECOMMENDATIONS FROM THE PROJECT

As per the survey done following were the findings and recommendations ofthe survey:.

Customer service is something which company should pay more

attention at.

All models not available for display in retail outlets and also brochures

should be made available.

Sales person at the retails counters should have proper knowledge about

the product.

Should focus more on brand awareness.

TV advertisements can be renewed explaining the product feature and

aggressive marketing will help the company.

Awareness of the product is less among the people. So, the company may

take several steps to create such awareness regarding its values to the

customers.

The company can adopt new strategies and policies to overcome the

competition.


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LIMITATIONS OF STUDY

This survey report is also not free from limitations as usual. However the absence

of such limitation would have improved the quality of report as given

> Limited time period restricted to go in for more details the period was very

short to survey such a large area.

> Many respondents were not interested to give the required time for the

questionnaire.

> Respondents sometimes act artificially when know their information is noted

down.

> There was only some certain hours in a day in the idle hours in which the

respondents was ready to talk.

> This project was done on the basis of questionnaire through survey, so itmay possible here that some of them might have not provided the correct

information.


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Conclusion

Hindustan Unilever ltd. Is a leading FMCG company in India and from last three

consecutive years has shown accelerated growth in FMCG portfolio. Customers in

India are also spending more in FMCG as their standard of living is growing. HUL

has placed itself successfully in the position of market leader in FMCG products.

Though there was some downfall in sales and profit of the company in the

beginning of this decade but after that HUL has shown considerable rise in both

sales and profit. The future of the company is also looking bright as FMCG market

in India is still expanding and so we can safely conclude that HUL will be able to

secure its number one position in FMCG product

HUL has also started project SHAKTI that has provided it direct reach to rural

market. This may be considered a revolutionary step since the urban market is

reaching its saturation level and there is a huge scope exploring rural market. This

will also be helpful not only increasing its market share but also fight competition

I found many Water purifiers in the market, which can be compared with

Pureit. As a conclusion I found that particularly in my provided area Pureit is reallydoing well and its performance is on surprising level. During the fieldwork and

after intensive study it was found that main competitor of Purit is Aqua guard

(Eureka forbs Ltd). So this is the comparison with other water purifier brands.


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According to my findings, I found that Pureit is the market leader followed by

Hindustan Unilever Ltd.


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BIBLIOGRAPHY

www.businessknowhow.com

www.business.com

www.mastersoftsuccess.biz

www.1888articles.com
http://www.businessknowhow.com/http://www.business.com/http://www.1888articles.com/http://www.businessknowhow.com/http://www.business.com/http://www.1888articles.com/


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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 ) What is your income ?

A Less then 2.4 lacs p.a

B 2.4 lacs - 3.6 lacs p.a

C 3.6 lacs - 4.8 lacs p .a

D More than 4.8 lacs p.a

2 ) What type of water you are using ?

A Munciple water

B canned water

C Borewell

D Any other


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3 ) If package drinking water then which company ?

A ) Bisleri

B Aquafina

C Kinley

D Any other

4 ) During package water purchase what factor influence you most ?

A Price

B Brand

C Quality

D Health and safety .

5 ) If water purifier then which companys purifier you are using ?

A ) Eureka Forbes

B ) Kent

C ) Pure It

D ) Aqua guard

E ) Aqua fresh

F ) Any other (Plz. Mention Name)..


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6 ) How do you come to know about your brand ?

A Newspaper

B Reference

C Advertising

D Direct marketing

E Any other .

7 Does your water purifier consume electicity ?

A yes

B No

8 Why you are using ___________________________brand as water purifier ?

A Price

B Technology

C Brand name

D Aesthetics

9 Overall how much are you satisfied with your existing water purifier ?

A Fully satisfied

B Partially

C Satisfied

D Not satisfied

10 Have you heard about 1 Crore Safety challenge Pure It and if yes then do you

believe on the quality of HUL pure it ?


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A Yes

B No

C Cant say

11 If yes then would you like to exchange your purifier with pure it ?

A Yes

B No

C Cant say

12 Any comment / suggestion for pure it water purifier ?


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