Standard Format for Sip August 2010

8/8/2019 Standard Format for Sip August 2010

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School of Management

SUMMER INTERNSHIP PROJECT

ONStudy and benchmarking of the sales and distribution of

ITCs Personal Care Products with respect to the market

leader in Indore town

A Research Project Submitted to Add Value in the

Degree of Masters of Business Administration

(2009-2011)

Faculty Guide Company Guide

Vasanti Dutta Avinash Kumar

Head-Corporate Relations SIP Coordinators

Mr. Ashutosh Bakshi Prof. Latika Rochlani& Prof. Hartej Khera

Chairperson Director

Prof. Gaurav Singh Dr. Prashant Gupta

Submitted by:

Nishikant Muley M.B.A 3RD SEM


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CERTIFICATE FROM COMPANY GUIDE

This is to certify that Nishikant Muley of MBA (Full Time) Semester III in

Sanghvi Institute of Management and Science, Indore has carried out a Summer

Internship Project titled Study & benchmarking of the sales and distribution of ITCs

Personal Care Products With respect to the market leader in Indore. The work done by

him is genuine and authentic.

The work carried out by the student was found satisfactory. We wish him all the success

in career.

Mr. Avinash Kumar

(Area Head)

Advanced marketing

W.D. of ITC


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CERTIFICATE FROM FACULTY GUIDE

This is to certify that Nishikant Muley of MBA (Full Time) Semester III in

Sanghvi Institute of Management and Science, Indore has carried out a Summer

Internship Project titled Study & benchmarking of the sales and distribution of ITCs

Personal Care Products With respect to the market leader in Indore. The work done by

him is genuine and authentic.

The work carried out by the student was found satisfactory. We wish him/her all the

success in career.

Prof. Vasanti Dutta


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DECLARATION

I, Nishikant Muley, a student of School of Management, Sanghvi Institute of

Management & Science, Indore, hereby declare that the work done by me to do the

Summer Internship Project titled Study & benchmarking of the sales and distribution of

ITCs Personal Care Products With respect to the market leader in Indore is genuine and

authentic.

Nishikant Muley


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ACKNOWLEDGEMENT

I sincerely and religiously devote this folio to all the gem of persons who have openly

or silently left an ineradicable mark on this research so that they may be brought intoconsideration and given their share of credit, which they genuinely and outstandingly

deserve.

This expedition of research encountered many trials, troubles and tortures along the

way. I am essentially indebted to my guides Mr.Avinash Kumar(Company Guide) &

Prof. Vasanti Dutta (Faculty Guide) for this sweating learning experience. They

overlooked my faults and follies, constantly inspired and mentored via the proficient

direction. It was a privilege to work under their sincere guidance.

I express my thanks to Dr. Prashant Gupta, Director (M.B.A. / P.G.D.M.), Sanghvi

Institute of Management and Science, Indore for his considerate support whenever and

wherever needed. I honestly acknowledge the sincere guidance provided by the Head-

Corporate Relations, Mr. James Pal, Mr. Ashutosh Bakshi, Training & Placement Officer,

the Chairperson Prof. Gaurav Singh, Coordinators, Prof. Latika Rochlani & Prof. Hartej

Khera. I express my indebtedness to the management of Sanghvi Institute of

Management and Science, for inspiring us to grab and utilize this opportunity.

With profound sense of gratitude, I would like to truthfully thank a recognizable

number of individuals whom I have not mentioned here, but who have visibly or invisibly

facilitated in transforming this research into a success saga.

Above all, I would like to conscientiously thank the Omnipotent, Omnipresent andOmniscient God for His priceless blessings!

Nishikant Muley


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CONTENTS1. INTRODUCTON TO THE STUDY

2.WHOLESALE DEALER PROFILE

3.COMPANY PROFILE

4.BUSINESS AND PRODUCT PROFILE

5.DATA ANALYSIS AND INTERPRETATION

6.SWOT ANALYSIS

7.CONCLUSION AND SUGGESTION

8.APPENDIX AND REFERENCES


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INTRODUCTION TO THE STUDY

PROBLEM STATEMENT- A detailed comparison

between ITCs Personal care products and other market

leaders and recommended strategies to increase sales,

HYPOTHESIS- Adopting and replicating the strategies

of market leader will enhance the sales of

Personal Care Products.

OBJECTIVES- 1. To study the strategy of market leader

2. To recommend strategy for the same

METHODOLOGY

RESEARCH DESIGN:

A research design is the arrangement of conditions for collections andanalysis of data in a manner that aims to combine relevance to the research

purpose with economy in procedure.On the basis of the fundamental objective of the research, there are threetypes of research Exploratory, Conclusive and Performance monitoring.In this project the research is first exploratory in nature as I had to find outthe strategies of the market leader in Personal Care Products channel inIndore. After that the research becomes Descriptive in nature in which I haveto measure whether the strategy is helpful in increasing the sales of PersonalCare Products channel in Indore. For this questionnaire is made to verify therespondents view.

SAMPLING PLAN:

It deals with the method of selecting items to be observed for the study.Sampling plan is important aspect of research. Sampling is done efficiently,effectively and unbiased.


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POPULATION:

All items in any field of inquiry constitute a Universe or population.

SAMPLE SIZE:

A questionnaire of ten questions is made and respondents responses aretaken. The sample size is 100.

COLLECTION OF DATA:

Collection of data is done by me through questionnaires.

SOURCE OF DATA:

Primary data is used

Students

House wives

Working peoples

ANALYSIS OF DATA:

Analyses of data were done by simple arithmetic formula.


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ADVANCED MARKETING

INTRODUCTION

Advanced Marketing is the wholesaler dealer of ITC. It is established inyear 2005 by Mr. Predeep Jain. All the FMCG products of ITCs are sale and

distributed from Advanced Marketing. It is situated at Vishwa BhramanBuilding, 1-B, Press Complex, A.B. Road, Indore. The main aim ofAdvanced Marketing is to deliver the products of the company at right placeand at right time. All the employees of Advanced Marketing are very skilledand dedicated to their work. Due to hard work of all the employees andPradeep Jain sir today Advanced Marketing is the largest distributer incentral India. It has different sections which performs their respectiveassigned work regularly and timely. The office is located at prime location inIndore so it is also very strong point for advanced marketing.

CORPORATE STRATEGY & OBJECTIVE

The main objective of Advanced Marketing is to increase the sales of theproducts Prompt deliver the products to the destination. It works on a verybroad corporate strategy. Now days competition in market is very increasebecause there are so many national and international companies are enteredinto FMCG market so there are so many types of products are available in

the market in front of consumers so it is important for everyone to makestrategy and run on that basis. Advanced marketing are also run on this basis.

WORKING STRUCTURE

It consists of two divisions which are work under the area head. One divisionis of cigarettes and other division is of other FMCG products. First divisionis CFP which is of cigarettes this division saw the sales and distribution of

cigarettes to the respective shops. Another department is GFP which consistsof three another divisions these division are GR1 this department saw thesales and distribution of foods the second department is GR2 which saw thesales and distribution of personal care products and the third department isGR3 which saw the sales and distribution of Bingo and Snacks.


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First division CFP which is of cigarettes is responsible for the procurement,sales and distribution of cigarettes to the respective shops. This division has22 Hawker which are working on commission basis. Another GFP division

has three departments first is GR1 which is responsible for the procurement,sales and distribution of foods products. This department has 2 supervisorunder which 10 salesman are working. Second department which comesunder GFP is GR2 which is responsible for procurement, sales anddistribution of personal products. This department has 2 supervisors underwhich 9 salesman are working. The third department is GR3 which isresponsible for procurement, sales and distribution of Bingo and snacks. Allthe personal which are work in GFP department are work on fixed salary

basis.


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THE ITC PROFILE

ITC is one of Indias foremost private sector companies with a marketcapitalization of nearly US $ 18 billion and a turnover of over US $ 5.1

billion.ITC is rated among the worlds best big companies, Asias Feb 50 and theworlds Most Reputable companies by Forbs magazine, among Indias MostValuable companies by Business Today. ITC also ranks among Indias top10 Most ValuableBrands, in a study conducted by brand Finance and published by EconomicTimes.

ITC has diversified presence in Cigarettes, Hotels, Paperboards, & Specialty

Papers, Packaging, Agro Business, Packaged Food & Confectionery,Information Technology, Branded Apparel, Personal care, Stationary,SAFTY Matches and other FMCG products. While ITC is an outstandingmarket leader in its traditional business of Cigarettes, Hotels, Paperboards,Packaging and Agro-Exports, it is rapidly gaining market share even in itsnascent business of Packaged Foods & Confectionery, Branded Apparel,Personal Care and Stationery.

As one of the Indis most valuable and respected corporations, ITC is widelyperceived to be dedicatedly nation-oriented. Chairman Y C Deveshwar calls

this source of inspiration a commitment beyond the market. In his ownwords ITC believes that its aspiration to create enduring value for thenation provide the motive force to sustain growing shareholder value. ITC

practices this philosophy by not only each of its business towardsinternational competitiveness but by also consciously to enhancing thecompetitiveness of the larger value chain of which it is a part.

ITCs diversified status originates from its corporate strategy aimed atcreating multiple drivers of growth anchored on its time-tested core

competencies:Unmatched distribution reach, superior brand building capabilities, effectivesupply chain management and acknowledged service skills in hoteliering.Over time the strategic forays into new business are expected to garner asignificant share of these emerging high growth markets in India.


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ITCs Agri-Business is one of the Indias largest exporters of agriculturalproducts.

ITC is one of the countrys biggest exchange earners (US $ 3.2 billion in the

lastDecade). The Companys e-copal initiative is enabling Indian agricultureSignificantly enhance its competitiveness by empowering Indian farmers

throughThe power of internet. This transformational strategy, which has already,

becameThe subject matter of a case study at Harvard Business School is expected to

progressively create for ITC a huge rural distribution infrastructure,significantly

Enhancing the company marketing reach. ITCs wholly owned informationTechnology subsidiary ITC InfoTech India Ltd, IS aggressively pursuing

emergingOpportunities in providing end to end IT solutions including e-enabled

servicesAnd business process outsourcing. ITCs production facilities and hotels

have wonNumerous national and international awards for quality, productivity, safety

andEnvironment management systems. ITC were the first company in India to

Voluntarily seek a corporate governance rating.

ITC employs over 24,000 people at more than 60 locations across India. TheContinuously endeavors to enhance its wealth generating capabilities in aGlobalizing environment to consistently reward more than 3, 81,000shareholders,Fulfill the aspirations of its stakeholders and meet societal expectations. ThisoverArching vision of the company is expressively captured in its corporate

positioningStatement: Enduring Value. For the nation. For the shareholder.


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HISTORY AND EVOLUTION

ITC was incorporated on august 24, 1910 under the name of ImperialTobacco Company of India limited. Its beginnings were humble. A leased

office on Radha Bazaar Lane, Kolkata, was the centre of company existence.The company celebrated its 16th birthday on August 24, 1926, by purchasingthe plot of land situated at 37, chowringhee, (now renamed J.L. Nehru Road)Kolkata, for the sum of Rs 3,10,000. This decision of the company is historicin more ways than one. It was to mark the beginning of a long and eventful

journey into Indias future. The Companys headquarter building, VirginiaHouse, which came up on the plot of land two years later, would go on to

became one of the Kolkatas most venerated landmarks. The Companysownership progressively indianized, and the name of the company was

changed to I.T.C. Limited in 1974. In recognition of the Companys multi-business portfolio encompassing a wide range of business Cigarettes &Tobacco, Hotels, Information Technology, Packaging, Paperboards &Specialty Papers, Agro-Exports, Foods, Lifestyle Retailing and greetingGifting & Stationary, Personal Care Products the full stops in thecompanys name were removed effective September 18, 2001. The companynow stands rechristened ITC Limited.

# Though the first decades of the companys existence were primarilydevoted to the growth and consolidation of the Cigarettes and Leaf Tobacco

businesses, the Seventies witnessed the beginning of a corporatetransformation that would usher in momentous changes in the life of theCompany.# ITCS Packaging % Printing Business was set up in 1925 as a strategic

backward integration for ITCs Cigarettes business. It is today Indias mostsophisticated packaging house.

# In 1975 the company launched its Hotels business with the acquisition of ahotel in Chennai which was rechristened ITC-Welcome group Hotel Chola.

The objective of ITCs entry into the hotels business was rooted in theconcept of creating value for the nation. ITC chose the hotels business for its

potential to earn high levels of foreign exchange, create tourisminfrastructure and generate large scale direct and indirect employment. Sincethen ITCs hotels business has grown to occupy a position of leadership withover 70 owned and managed properties spread across India.


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# in 1979, ITC Entered the paperboards business by promoting ITCBhadrachalam Paperboards Limited, which today has became the marketleader in India. Bhadrachalam Paperboards amalgamated with the companyeffective March 13, 2002 and became a division of the company,

Bhadrachalam Paperboards Division of the company. In November 2002,this division merged with the Companys Tribeni Tissues Division to formthe paperboards & specialty Paper division. ITCs paperboards technology,

productivity, quality, and manufacturing processes are comparable to the best in the world. It has also made an immense contribution to thedevelopment of Sarapaka, an economically backward area in the state ofAndhra Pradesh. It is directly involved in education, environmental

protection and community development, in 2004, ITC acquired the paperboard manufacturing facility of BILT Industrial Packaging Co. Ltd

(BIPCO), near Coimbatore, Tamil Nadu, The Kovai Unit allows ITC toimprove customer service with reduced lead time and a wider product range.

# in 1985, ITC set up Surya Tobacco Co. in Nepal as an indo-Nepal andBritish joint venture. Since inception, its shares have been held by ITC,British American Tobacco and various independent shareholders in Nepal,In August 2002, Surya Tobacco became a subsidiary of ITC Limited and itsname was changed to Surya Nepal Private Limited (Surya Nepal).# In 1990, ITC set up the Agro Business Division for export of agri-

comodities. The Division is today one of Indias largest exporters. ITCsunique and now widely acknowledge e-choupal initiative began in 2000 withsoya farmers in Madhya Pradesh. Now it extends to 10 states covering over4 million farmers. ITCs first rural mall christened Choupal sagar wasinaugurated in August 2004 at Sehore. On the rural retail front, 24 ChoupalSagars are now operational in the 3 states of Madhya Pradesh, Maharashtra,and Uttar Pradesh.

# In 2000, ITC launched a line of high quality greeting cards under the brand

name Expressions. In 2002, the product range was enlarged with theintroduction of gift wrappers, autograph books and slam books. In the sameyear ITC also launched Expressions Matrubhasha a vernacular range ofgreeting cards in eight languages and Expressions Paperkraft, a range of

premium stationary products. In 2003, the company rolled out Classmate, arange of notebooks in the school stationary segment.


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# ITC also entered the Lifestyle Retailing business with the Wills Sportrange of international quality relaxed wear for man and woman in 2000. TheWills Lifestyle chain of exclusive stores later expanded its range to includeWills Classic formal wear and Wills Club life evening wear, ITC also

initiated a foray into the popular segment with its mens wear brand, john players, in 2002. In 2006, Wills Lifestyle became title partner of thecountrys most premier fashion event Wills Lifestyle India Fashion Week

that has gain recognition from buyers and retailers as the single largest B-2-B platform for the Fashion Design Industry, To mark the occasion, ITClaunched a special Celebration Series, taking the event forward toconsumers. In 2007, the company introduced Miss Players-a fashion brandin the popular segment for the young woman.

# In 2000, ITC spun off its information technology business into a whollyowned subsidiary, ITC InfoTech India Limited, to more aggressively pursueemerging opportunities in this area. Today ITC InfoTech is one of theIndias fastest growing global IT and IT-enabled services companies and hasestablished itself as a key player in outsourcing, providing outsourced ITsolutions and services to leading global customers across key focus verticals

Manufacturing, BFSI (Banking, Financial Services & Insurance), CPG&R(Consumer packaged Goods and Retail), THT (Travel, Hospitality andTransportation) and media & Entertainment.

# ITC foray into the Foods business is an outstanding example ofsuccessfully blending multiple internal competencies to create a new driverof business growth. It began in August 2001 with the introduction ofKitchens of India ready-ot eat Indian gourmet dishes. In 2002 ITC enteredthe confectionary and Aashirvaad Atta. 2003 witnessed the introduction ofSun feast as the Company entered the business segment. ITCs entered thefastest growing branded snacks category with Bingo! In 2007. In just sixyears, the Foods business has grown to a significant size with over 200differentiated products under six distinctive brands, with an enviable

distribution reach, a rapidly growing market share and a solid marketstanding.

# In 2002, ITCs philosophy of contributing to enhancing thecompetitiveness of the entire value chain found yet another expression in thesafety matches initiative. ITC now markets popular safety matches brandslike iKno, Mangaldeep, Aim, Aim Mega, and Aim Metro.


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# ITCs foray into the marketing of Agarbattis in 2003 marked themanifestation of its partnership with the cottage sector, ITC s popularagarbattis brands include Spriha and Mangaldeep across a range of

fragrances like Rose, Jasmine, Bouquet. Sandalwood, Madhur, Sambrani andNagchampa.

# ITC introduced Essenza Di Wills, an exclusive range of fine fragrancesand bath & body care products for man and woman in July 2005. Inizio thesignature range under Essenza Di Wills provides a comprehensive groomingregimen with distinct lines for man and woman. Continuing with its traditionof bringing world class products to Indian customers the e companylaunched Fiama Di Wills a premium range of shampoos, shower gel, and

soaps in September, October, and December 2007 respectively. Thecompany also launched the Superia range of shampoos in the mass marketsegment at selected markets in October 2007 and Vivel range of soaps inFebruary and Vivel range of shampoos in June 2008.

THE ITC WAY

ITC is a broad-managed professional company,

committed to creating enduring value for the

shareholder and for the nation. It has a rich

organizational culture rooted in its core value of respect

for people and belief in empowerment. Its philosophy of

all round value creation is backed by strong corporate

governance policies and systems.


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ITCs corporate strategies are:

Create multiple drivers of growth by developing aportfolio of world class businesses that best matches

organizational capability with opportunities in domestic

and export markets.

Continue to focus on the chosen portfolio of FMCG,

Hotels, Paper, Paperboards and Packaging, Agro

Business and Information technology.

Benchmark the health of each businesscomprehensively across the criteria of Market Standing,

Profitability and internal Vitality.

Ensure that each of its business is world class and

internationally competitive.

Enhance the competitive power of the portfolio through

synergies derived by blending the diverse skills and a

capability residing in ITCs various businesses.

Create distributed leadership within the organization by

nurturing talented and focused top management teams

for each of the business.

Continuously strengthen and refine corporate

governance process and systems to catalyze the

entrepreneurial energies of management by striking the

golden balance between executive freedom and the

need for effective control and accountability.


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VISION

MISSION

ITCS CORE VALUES

ITCS core are aimed at developing a customer focused, high performanceorganization creates value for all its stakeholders:

Trusteeship

To enhance the wealth generating capability of the enterprise in aglobalizing environment delivering superior and sustainable stakeholder

value.

Sustain ITCs position as one of Indias most valuable corporationsthrough world class performance creating growing value for the Indian

economy and the company stakeholders.


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As professional managers, we are conscious that ITC has been given to us intrust by all our stakeholders. We will actualize stakeholder value and intereston a long term sustainable basis.

Customer focus

We are always customer focused and will deliver what the customer needs interms of value, quality and satisfaction.

Respect for people

We are result oriented, setting high performance standards for ourselves asIndividuals and teams.We will simultaneously respect and value people and uphold humanness andhuman dignity.We acknowledge that every individual bring different perspectives andcapabilities to the team and that a strong team is founded on a Varity of

perspectives.

We want individuals to dream, value differences, create and experiment inpursuit of opportunities and achieve leadership through teamwork.

Excellence

We do what is right, do it well and win. We will strive for excellence inwhatever we do.

Innovation

We will constantly pursue newer and better process, products, services andmanagement practices.


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We are aware of our responsibility to generate economic value for thenation. In pursuit of our goals, we will make no compromise in complyingwith applicable laws and regulations at all levels.

BUSINESS AND DIVISION


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GROUP COMPANIES

SUBSIDIARIES ITC InfoTech

Surya Nepal Private Limited

Technico Pvt Ltd Australia

Wimco Limited

Fortune Park Hotels Limited

Land base

King Maker Marketing Inc U.S.A.

Russell Credit Limited

Srinivasa Resorts Limited

Bay Islands Hotels Limited

Gold Flake Corporation Limited

JOINT VENTURES

Maharaja Heritage Resorts ltd

ITC Filtrona

ASSOCIATE COMPANIES Gujarat hotels Limited

International Travel House


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G R O S S I N C O M E

N E T S A LE S

O TH E R O P E R A TIN G IN C O M E

NE T INCO M E (1+2 )

Unaud i te d F ina

(Inc reas e) / dec reas e in s toc k -in

progress


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ITC TOUCHING YOUR LIFE EVERYDAY


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PERSONAL CARE PRODUCTS

Expanding its portfolio of personal care products ITC today launch Vivel DiWills & Vivel, yet another world class range of soaps for the Indianconsumers. This follows the success of ITCs previous launches-Essenzia DiWills, Fiama Di Wills, and Superia.

Backed by consumer insights, Vivel Di Wills offers a unique value preposition of bringing together ingredients that provides the benefits of

Nourishment, Hydration and protection through a single product. Theseunique features provide the discerning consumer complete care, therebyenhancing beauty and confidence.

All products formulation has been scientifically developed at the ITC R & DCentre after four years of extensive research. The products are enriched withActipro N which has Nourishing, Protecting and Hydrating Ingredients. Theexquisite fragrance for various products has been developed by leadinginternational fragrances houses.

The unique carton pack has been developed by ITCs design team to providea noble consumer experience.

The Vivel Di Wills available in two ranges: Vivel Di Wills Sheer Radiance is enriched with Olive

Oil which provides skin luster and radiance.

Vivel Di Wills Sheer Crme is enriched with SheaButter which moisturizes skin to make it soft and

supple.

The Vivel range is available in four variants:


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Vivel Young Glow is enriched with Vitamin E and Fruit

Infusions which provide youthful glow to the skin.

Vivel Satin Soft is enriched with Vitamin E and AloeVera which leaves the skin beautifully soft.

Vivel Sandal Sparkle is enriched with Sandalwood Oil

and Active Clay which helps in providing clear skin.

Vivel Ayurveda Essence is enriched with multiple

Ayurvedic

Ingredients helping to protect skin from germs and

harsh environment, keeping it healthy and beautiful.


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OTHER PRODUCTS


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ITCs Hotels

Television Advertising & Brand Ambassador of ITC


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Advertisings


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PRODUCT COMPARISION OF ITC AND ITS COMPETITORS

PRODUCT COMPARISON

ITC HLL and other

Competitors

Fiama Di Wills Dove,PearsVivel Soap Lux,DettolVivel Ayuryedic Soap MedimaxVivel Shampoo Pantene & Head & ShoulderSuperia Soap Godrej no 1,jo,Dyna,BreezeSuperia Shampoo Chick,Clnic plus


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DATA ANALYSISMARKET SURVEY OF SOAPS FOR CONSUMERS

Name.....AddressGender M / F1. Which is your favorite soap brand?

(A) Lux (B) Vivel (C) Godrej No. (D)

Others..

2. Why do you use this brand?

(A)Quality (B) Price (C) Availability (D) Visibility (E) Celebrity(F) Others.

3. If you do not find your find your favorite soap, which brand

you prefer?

(A)Lux (B) Vivel (C) Godrej No.1 (D) Others..4. Have you heard about VIVEL ?(A) Yes (B) No5. If you have used VIVEL how you find quality?

(A) Good (B) Batter (C) Best (D) Average(a) Do you prefer the packaging of VIVEL?(A) Yes (B) No(b) Are you satisfied with the price of VIVEL?(A) Yes (C) No

(c) Do you find that VIVEL is readily available at your nearest shop?(A) Yes (B) No

6. In your opinion what company should do, which you will like?7.After this survey would you like to use VIVEL?(A) Yes (B) No

10. If all the branded soaps are available then what will be your preference Please rank them (A) Lux. (B) Vivel. (C) Godrej no 1.(D) Superia. (E) Others.


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1.Whichis your favorite soap brand?

(A) Lux (B) Vivel (C) Godrej No.1 (D) Superia

(E) Others..

SAMPLE SIZE 100

LUX GODREJ VIVEL OTHERS30 8 12 60

2. Why do you use this brand?(A)Quality (B) Price (C) Availability (D) Visibility (E) Celebrity(F) Others.

QUALITY PRICE AVALIBALITY VISIBLITY CELEBRITY OTHERS

71 15 0 1 1 12


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3.If you do not find your find your favorite soap, which brand you prefer?(A)Lux (B) Vivel (C) Godrej No.1 (D) Others..

LUX VIVEL GODREJ NO 1 OTHERS

30 12 11 47

4. Have you heard about VIVEL ?(A) Yes (B) No

YES NO

56 44

5. If you have used VIVEL how you find quality?(A) Good (B) Batter (C) Best (D) Average

GOOD BATTER BEST AVERAGE

32 9 10 49


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(a) Do you prefer the packaging of VIVEL?(A) Yes (B) No

YES NO

83 17

(b) Are you satisfied with the price of VIVEL?(A) Yes (C) No

YES NO

40 60

(c) Do you find that VIVEL & is readily available at your nearest shop?(A) Yes (B) No

YES NO

85 15


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In your opinion what company should do, which you would like

Advertisement- ITC should work on its advertising. Advertisings shouldattract ypuths and teenagers because they are the main consumers of

personal care products.Margin- Retailers demand more margin. They are not satisfied with themargin provide by the company.

Price- People are not satisfied with the price of VIVIL.Offers- Company shoukd provide regular offers to its customers discounts,free sample. Many of the customers have not used VIVEL.Varity- Company should introduce so many types of various fragrences.

ANALYSIS OF DATA

PROCESSING OF DATA Preparing data for analysis1. Preference-Favorite soap

Overall preference of soap

Lux 30%

Vivel 8%

Godrej no 1 12%

Others 60%

2. Reasion for using

Quality 71%

Price 15%

Availability 0%


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Visibility 1%

Celebrity 1%

Others 12%

3. Brand awareness

VIVIL

Yes 56%

No 44%

4. Packaging of the product

Yes 83%

No 17%

5. Price satisfaction

Yes 40%

No 60%

6. Availability

Yes 85%No 15%


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INTERPRETATION

Interpretation refers to the task of drawing inferences from

collected facts after analytical study. In fact it is a search for

broader meaning of research finding.

1. Favorite sopes- Lux

2. Reason for using:

Overall preference for reasons for using soaps is Qualityand Fragrance 80%

Reason-Price

it is 18%

Reason- Avalibality

It is 69%

Reason-Visiblity

It is 1%

Reason-Selebrity

It is 2%


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SWOT ANALYSIS


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STRENGTH

1. ITC provides wide range of varients of personal

care products for almost every distinct palate of

country.

2. Mass customization strategy for consumers to

adopt the product.

3. Product penetration is high.

WEAKNESS

1. Brand awareness of vivil is excellent but

awareness of its varients is not up to the mark.

2. Ineffective communication with consumers.

OPPORTUNITY

1. To gain the market share of market leader by

promotional activities

2. Huge local market still to trap

THREATS

1. Players like HLL(Lux), Godrej no 1, Dyna and local

unbranded soaps can effect the sales of VIVEL

because they provide more margins to retailers

and their penetration is high.


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CONCLUSION

AND

SUGGESTION


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CONCLUSION

After analysis and interpretation of data I reachwd the

conclusion that

Adopting and repliacating the strategies of market leader will

enhance the sales of VIVIL.

So by studying the strategy of market leader.


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1. For favorate soaps the consumer preference is the soaps of market leader.2. The reason for using the favorite soaps by consumers is the quality andrate consumer prefers the market leader soaps due to price.3. The substitute of consumers favorite soaps is also market leaders

product.4. Price satisfaction of soaps market leader preferred more by consumers.5. Avaliablity of market leaders product to the nearest reach of consumer is

good.6. In Indore there are very large market of lower middle class in this classthe living standerd of peoples are medium and low and I find that most of the

peoples are not even know the VIVIL.7. Brand emage of market leaders product is excellent.Hence the conclusion is according to hypothesis i.e.Adopting and replicating the strategies of market leader will enhance thesales of Vivil in indore


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SUGGESTIONS

After analysis, interpretation and conclusion of data Ihave

some suggestions for the company.

1. Company shiuld emphasize more on consumers,

teenagers and middle class because they are the large

consumers of soaps.

2. Product Innovation and mass customizaton should bethe strategy for a newcomer to adopt the product.

3. Company should work on the availability of personal

care products to satify the need of consumers.

4. Teenagers prefer advertisemant to buy soaps so

company should work on the advertisement.

5. Consumers prefers VIVEL as a substitute of their favirite

soaps so again availability is much important to satisfyconsumers.

6. Brand awareness and quality of VIVIL is average so the

company should advertise the brand and quality of

VIVIL to attract the consumer.

7. Company should work to establish VIVIL as a brand so

that the consumers should feel esteemed to purchase

VIVIL.

8. From the survey it is seen that VIVIL is hard soap so it is

very important for the company to make changes in the

hardnes of the VIVIL.


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9. So many peoples suggest that antiseptic qualities are

also included in the soap so it will be more benefical to

thr consumers.

APPENDIXAND

REFERENCES


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Name of Respondents

Gender UsersBrand

BrandAwareness

Reasonsfor use

Address

Pankaj Sahu M Dove Yes Quality VijayNagar

Pratibha S F Lux Yes Quality VijayNagar

Pradeep C M Lux Yes Quality Vijay

NagarSumant A M Lux Yes Smell Vijay

Nagar

Nisha Ghosh F Santoor Yes Quality VijayNagar

AnitaTewari

F Lux No Quality VijayNagar

Anjali K F Vivil Yes Quality VijayNagar

Kushal V M Park Avenu Yes Quality VijayNagar

Shashank L M Dove Yes Quality VijayNagar

Aditya V M Dettol Yes Quality VijayNagar

Sourabh P M Dove Yes Quality Palasia

Mehul Sony M Lux Yes Quality Palasia

Gourav T M Lux Yes Quality Palasia

Ankita roy F Dettol No Quality Palasia

Simi roy F Dettol No Quality PalasiaRohiniSingh

F Peers No Quality Palasia

Puja Singh F Peers No Quality Palasia

Shvendra S M Lifeboy Yes Quality Palasia

Roshan A M Lux No Quality Palasia


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Vivek k M Lux Yes Celebrity Rambagh

Kalpana K F Lux Yes Price Rambagh

Kirti Pathak F Breeze Yes Price Rambagh

Preti Mishra F Lux No Quality Rambagh

Dilip Singh M Medimax No Quality Rambagh

Rajrendra P M GodrejNo1

No Price Rambagh

Shashank J M GodrejNo1

Yes Price Rambagh

Prateek D M Lux Yes Quality Rambagh

Radha S F Dettol Yes Quality Palasia

Tanya K F Santoor No Smell PalasiaNatasha S F Medimax No Quality Palasia

Harshita S F Breeze Yes Quality palasia

SonamJain

F Lux Yes Quality Palasia

Rahul G M Godrej no1

No Quality Rajwada

Amar Joshi M Godrej no1

No Quality Rajwada

Om Yadav M Godrej no1

No Quality Rajwada

Shammi K M Godrej no1

No Quality Rajwada

Farida K F Lifeboy No Quality Rajwada

Mujib K M Lifeboy No Quality Rajwada

Reshma K F Lifeboy No Quality Rajwada

Noshad K M Lifeboy No Quality Rajwada

Magid K M Lifeboy No Quality Rajwada

Salim K M Lifeboy No Quality Rajwada

Irshad K M Lifeboy No Quality Rajwada

Raja K M Lifeboy No Quality Rajwada

LuckyArya

M Lifeboy No Quality Rajwada

Dinesh N M Lifeboy No Quality Rajwada

Mayour M Lifeboy No Quality Rajwada


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jain

Megha S F Lifeboy No Quality Rajwada

Michal K M Lifeboy No Quality Rajwada

AppaGoud

M Lifeboy No Quality Rajwada

B L Goud M Lifeboy No Quality Rajwada

Rajesh G M Vivil Yes Quality Rajwada

Neeraj G M Lifeboy No Quality Rajwada

Sanjay G M Lifeboy No Quality Rajwada

Shyam S M Lifeboy No Quality Rajwada

Ashok k M Lifeboy No Quality Rajwada

Kiran Rao F Santoor Yes Price Palasiya

Akshay K M Dove Yes Quality Raj Nagar

Ananat U M Lux Yes Quality Raj Nagar

Govind L M Lux Yes Quality Raj Nagar

Mayouri F Dettol Yes Medicated Raj Nagar

Shikha S F Lux Yes Quality Raj Nagar

Mohit L M Godrej no1 Yes Availability Raj Nagar

RashmiJain

F Vivil Yes Quality Palasia

Shoab Gori M Rexona No Quality Rajwada

Isaq Gori M Rexona No Quality Rajwada

Sambhav J M Dettol No Nature M G Road

Mani S F Vivil Yes Smell Sudama N

Pawan B M Godrej no1

No Price Pardesipura

Ms Bhurad F Godrej no1

No Price Pardesipuri

SakshiJoshi

F Lux No Price Rambagh

Prisha M F Vivil Yes Quality P Y road

Rohan M Lux Yes Price Bhawarkua

Anagha R F Lux Yes Quality Raj Nagar

Aditya R M Park Avenu Yes Quality Raj Nagar

Sonia M Vivil Yes Price Bhawarkua

Sharad Y M Lux Yes Quality Gita Bhawn

Punit Y M Lux No Quality Gita Bhawn

RikinTalati

M Vivil Yes Quality Rajwada


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Rachit T M Dettol No Quality Rajwada

Gourav M Lux Yes Quality M B Road

P S Shakya M Pears No Quality R N TMarg

Anita R F Lux No Quality R N TMarg

Raj Mehra M Vivil Yes Quality R N TMarg

Seema F Pears No Quality M B Road

A ERampkr

M Medimax Yes Price Rajendra N

Sunny M Lifeboy No Price M B Road

O P Jain M Rexona No Smell Rajwada

Priyanka T F Lux No Price P Y Road

Ashok H M Dove Yes Price P Y Road

Roopal T F Medimax Yes Quality P Y Road

Purva C F Godrej no1

Yes Price A B Road

Ankita C F Godrej no1 Yes Price A B Road

Suraj Jain M Park Avenu

Yes Quality A B Road

Smita M F Lux Yes Quality Rajwada

Nikita M F Lux Yes Smell Rajwada

Mohit S M Lux Yes Price Rajwada

Deepash K F Lux Yes Price Rajwada

Rachit T M Lux Yes Smell R N TMarg

Chintaman M Lux Yes Quality J Marg

Kapil Jain M Lux Yes Quality J Marg

References :

www.itcportal.com


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