MINOR PROJECT REPORT

On

“Analysing Sales and Distribution Channels for Hindustan Unilever Limited Products”

Submitted Towards the Partial Fulfilment for the Award of the Degree of Bachelors of
Business Administration (NEP) Batch 2021-24

Under the Guidance of

MR.RAJ KUMAR YADAV

Assistant Professor

Submitted by:

Govind Nishad

BBA VI Sem

2112410980004

Study Hall College Pipersand, Lucknow

University of Lucknow

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 DECLARATION

I am Govind Nishad student of BBA 6 Sem here by declares that

The research report titled “ Analyzing SALES AND DISTRIBUTION channels
for Hindustan Unilever limited PRODUCTS” is completed and submitted
under the guidance of “Mr . Raj Kumar Yadav ” is my original work.
The imperial finding in this report is based on the data collected by me. This
project has not been submitted in any other university for the purpose of
compliance of any requirement of any examination or degree.

Govind Nishad
Roll No. 2112410980004
BBA – 6 sem

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 ACKNOWLEDGEMENT

I would like to take this opportunity to express my gratitude to all those who,
Directly, made this research possible.
I would like to thank, my project guide Mr. Raj Kumar Yadav (Project Guide)
who Showed me the right path To reach the final destination with minimum
hiccup.
I extend my sincere thanks to my parents & friends who were always there
with a Helping hand in times of need and who guided me and briefed me
throughout my research.

Govind Nishad

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 PREFACE
Gone are those days, when few companies used to enjoy in one business or the others And
the employees of such companies used to enjoy heavy dividends even for their Miniscule
efforts.

But at the face of “Globalization” Technological Advancement and the Easy access to
information through different Media, markets are trains forming At an incredible pace. The
situation kin to the FMCG is not an exception.

The endless list of substitutes, Competitive prices, rival connivances advertisement and
the readily available services at The door steps leave the consumers in a commendable
position, from where they can dictate the terms and choose what the “Best” is.

For an established name like Hindustan Lever Ltd. One of the most important Objectives is
to get the feedback of their product line and services in order to gauge the Level
satisfaction among consumers / customers.

Another important objective for an Established firm is to protect its market share and
increase it with time

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 EXECUTIVE SUMMARY

The objective of the project was to enhance the sales & distribution of HUL

Personal Care products in the territory of Ghaziabad.

To achieve the objective, market visits were arranged on daily basis. In first stage

Of the training the market visits were done with the Dealers Salesman (DS) in

Various markets in order to gain an understanding of how to capture orders aan

Delivery processes to the various outlets which come under the respective beat plan Of
Wholesale Distributor (W.D).

The second stage involved the visits to the Premium Grocery and Chemist (PG&C)

Outlets with the Territory Sales Incharge (TSI) in order to know the merchandising

Solutions adopted by HUL. With the help of these visits the problems faced by the Retailers
and the Wholesalers were find out.

The various features of HUL products And their Unique Selling Proposition vis-à-vis
competitor’s products were gained And used these for effective sell-in. The report contains
the findings based on the market study and the Recommendations given to enhance the
sales and penetration of the HUL Personal Care Products.

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 CONTENTS

Content Chapter Page no.

1 Introduction 7-11

2 Company Profile 12-34

3 Product Profile 35-46

4 Objective of the Study 47

5 Research Methodology 48

6 Data Analysis 49-54

7 Findings 55

8 Recommendation and Suggestion 56

9 Questionnaires 57-59

10 Bibliography 60

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 INTRODUCTION

INDUSTRY VIEW

FMCG SECTOR
FMCG is an acronym for Fast Moving Consumer Goods, which refer to things That we buy from
local supermarkets on daily basis, the things that have high Turnover and are relatively cheaper
like butter, potato chips, toothpastes, razors, Household care products, packaged food and
beverages, etc. FMCG may also
Include pharmaceuticals, consumer electronics, packaged food products and drinks ,Although
these are often categorized separately.

FMCG Products and categories

- Personal care, Oral care, Hair Care, skin Care, personal wash (Soaps);

- Cosmetics and toiletries, deodorants, perfumes, Feminine Hygiene’s, Pencil

Products;

- Household care fabric wash including laundry soaps and synthetic

- Detergents, household cleaners such as dish /utensils cleaners, floo cleaners,

- Toilet cleaners, air fresheners, Insecticides, mosquito repellents, metal polish, And
furniture polish;

- Food and health beverages, branded flour, branded sugarcane, bakery

Product such as bread, biscuits etc. milk and dairy products, beverages such

As tea, coffee, juices, bottled water etc, snack food, chocolate etc.

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 - Frequently replaced electronics products such as audio equipments, digital

Cameras, laptops, CTVs, other electronic items such as Refrigerator, washing

Machine etc. coming under the categories of white goods in FMCG.

FMCG Sector Outlook

The Fast Moving Consumer Goods (FMCG) Sector is the fourth largest sector in

The Indian economy with a total market size of Rs.60,000 Crores. wellestablished distribution
network, intense competition between the organized and

Unorganized segments characterizes the sector. FMCG Sector is expected to grow

By over 60% by 2010. That will translate into an annual growth of 10% over a 5-

Year period. It has been estimated by HSBC Report that FMCG sector will rise

From around Rs.56,500crores in 2005 to Rs.92,100crores in 2010. Hair care,

Household care, male grooming, female hygiene, and the chocolates and
Confectionery categories are estimated to be the fastest growing segments.

FMCG Sector generates 5% of the total factory employment in the country and is

Creating employment for three million people, especially in small towns and rural

India.

This industry essentially comprises Consumer Non Durable (CND) products and
Caters to the everyday need of the population. The business is characterized by two

Pillars – Strong Brand Equity and a wide Distribution Network. Brand Equities are

Built over a period of time by technological innovations, consistent high qualities,

Aggressive advertisements and marketing. Another crucial success factor is the

Availability near the consumer through a wide distribution network as the products involved are
of lesser value but bought as daily items.

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Products belonging to the category of FMCG category have the following

Characteristics:

>They are used at least once a month.

> They are used directly by the end-consumer.

> They are non – durable.

>They are sold in packaged form.

Growth
With the presence of 12.2% of the world population in the villages of India, the

Indian rural FMCG market is something no one can overlook. Increased focus on

Farm sector will boost rural incomes, hence providing better growth prospects to
The FMCG companies. Better infrastructure facilities will improve their supply Chain.

FMCG sector is also likely to benefit from growing demand in the market.

Because of the low per capita consumption for almost all the products in the

Country, FMCG companies have immense possibilities for growth. And if the

Companies are able to change the mindset of the consumers, i.e. if they are able to

Take the consumers to branded products and offer new generation products, they. Would be able
to generate higher growth in the near future. It is expected that the

Rural income will rise, boosting purchasing power in the countryside. However, the

Demand in urban areas would be the key growth driver over the long term. Also,

Increase in the urban population, along with increase in income levels and the
Availability of new categories, would help the urban areas maintain their position in

Terms of consumption. At present, urban India accounts for 66% of total FMCG

Consumption, with rural India accounting for the remaining 34%. However, rural
India accounts for more than 40% consumption in major FMCG categories such as

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Personal care, fabric care, and hot beverages. In urban areas, home and personal

Care category, including skin care, household care and feminine hygiene, will keep

Growing at relatively attractive rates. Within the foods segment, it is estimated that

Processed foods, bakery, and dairy are long-term growth categories in both rural
And urban areas.

Indian competitiveness and comparison with the world markets

: The following factors make India a competitive player in FMCG sector:

1.Availability of raw material: Because of the diverse agro-climatic

Conditions in India, there is a large raw material base suitable for food

Processing industries. India is the largest producer of livestock, milk,

Sugarcane, coconut, spices and cashew and is the second largest producer of

Rice, wheat and fruits &vegetables.

India also produces caustic soda and sodaAsh, which are required for the production of soaps and
detergents. The

Availability of these raw materials gives India the location advantage.

2 . Abour cost comparison: Low cost labor gives India a competitive

Advantage. India’s labor cost is amongst the lowest in the world, after China

& Indonesia. Low labor costs give the advantage of low cost of production.

Many MNCs have established their plants in India to outsource for domestic

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Image source: GOOGLE

• Presence across value chain: Indian companies have their presence across

The value chain of FMCG sector, right from the supply of raw materials to

Packaged goods in the food-processing sector. This brings India a more cost

Competitive advantage.

•Large Domestic Market: Increasing disposable income has resulted in a

Rise in the domestic market size. Increasing income has translated into higher

Consumption levels.

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Introduction

Hindustan Unilever Limited (HUL) is India’s largest fast moving consumer goods

Company, with leadership in Home & Personal Care Products and Foods &

Beverages. HUL’s brands, spread across 20 distinct consumer categories, touch the

Lives of two out of three Indians. They endow the company with a scale of

Combined volumes of about 4 million tonnes and sales of Rs.13,718 crores.

The mission that inspires HUL’s over 15,000 employees is to “add vitality to life”.

With 35 Power Brands, HUL meets everyday needs for nutrition, hygiene, and

Personal care with brands that help people feel good, look good and get more

Out Of life.

It is a mission HUL shares with its parent company, Unilever, which holds 52.10%

Of the equity. A Fortune 500 transnational, Unilever sells Foods and Home and

Personal Care brands in about 100 countries worldwide.

Safety and health policy

Introduction
Hindustan Unilever Limited (HUL) supplies high quality goods and services to

Meet the daily needs of consumers and customers. In doing so, the Company is

Committed to exhibit the highest standards of corporate behavior towards its Consumers,
employees, the societies and the environment in which we operate.

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Towards this, the Company recognises its responsibility to ensure safety and

Protection of health of its employees, contractors and visitors in all its operating

sites, which include manufacturing, sales and distribution, research laboratories

and offices during work and work related travel.

This Policy document defines the vision, principles, aim, required actions and

scope of the policy application as well as the responsibility for execution.

Our Vision

Our vision is to be an injury free organisation

Our Mission

We will bring safety on top of mind for all employees and will integrate it with all

Business processes. We will realise our Vision through an Integrated Safety

Management approach, which focuses on People, Processes, Systems, Technology

And Facilities, supported by demonstrated leadership and employee commitment at

All levels as the prime drivers for ensuring a safe and healthy work environment.

Safety Principles
HUL’s Occupational Safety and Health Policy is based on and supported by the Following
eight Principles.

These Principles have the same status as the Company’s Code of Business Principles:

°All injuries and occupational illnesses are preventable

° All operational exposures can be safeguarded

° Safety evaluation of all business processes is vital

° Working safely is a condition of employment

° Training all employees to work safely is essential

° Management audits are a must

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° Employee involvement is essential

° All deficiencies must be reported and corrected promptly

Note: In order to facilitate operationalisation of the Safety Principles, a separate

Document has been prepared, which covers:

a) Safety Principles
b) Success Criteria
c) Illustrative KPI

This document will form the basis for the concerned Line / Organisations in

Developing KPI’s for their respective functions / sites

Scope of Application

This section defines the scope of application of this Policy (where, when and to Whom is
this Policy applicable).

Where does this policy apply?

° All own/leased sites – Manufacturing, Research/Innovation, Offices, Depots,

Warehouses

° In-house purchased services i.e. canteen, travel desk, IT implementation etc.

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Who does the policy apply to?
° All employees at business anywhere

° Contractors and visitors while at our own sites

When does it apply?

• At work (our employees, contractors and visitors)

• Travel between home and work of our employees

• Business related travel including stay out of headquarter

• All Company organised business events i.e. training programmes, conferences,

Business related get-togethers, annual sports etc.

POLICY ON AFFIRMATIVE ACTION

Hindustan Unilever Limited is a signatory to the CII Code of Conduct on

Affirmative Action and affirms the recognition that its competitiveness is

Interlinked with the well being of all sections of the Indian Society

The Company believes that equal opportunity in employment for all sections of the

Society is a component of its growth and competitiveness. It further believes that

Inclusive growth is a component of growth and development of the country.

The Company affirms the recognition that diversity to reflect socially

Disadvantaged sections of the society in the workplace has a positive impact on Business.

The Company does not practice nor support conscious discrimination in any form.

HUL does not bias employment away from applicants belonging to disadvantaged

Sections of society if such applicants possess competitive skills and job credentials As
made public.

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The Company’s selection of business partners is not based on any considerations

Other than normal business parameters. In case of equal business offers, the

Company will select a business partner belonging to a socially disadvantaged

Section of society.

The Company has a written policy statement on Affirmative Action in the Workplace.

The Company has an employment policy that is in the public domain. It will place

Such policies and employment opportunities on its website to encourage

Applications from socially disadvantaged sections of society

The Company makes all efforts for upskilling and continual training of employees

From socially disadvantaged sections of society in order to enhance their

Capabilities and competitive skills.

The Company has a partnership programme with educational institutions to

Support and aid students from socially disadvantaged sections of society.

The Executive Director, Human Resources is accountable to the CEO to oversee

And promote its Affirmative Action policies and programmes. The ED HR will

Present a biannual report to the Board of the Company about such policies and
Programmes.

The Company further maintains records on Affirmative Action.

The Company makes available its learning and experiences as a good corporate

Citizen in Affirmative Action to other companies desiring to incorporate such

Policies in their own business.

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 THE SIGNIFICANCE OF PR IN HUL

It may be useful to begin by first getting out of the way certain popular notions which, as

With many popular beliefs are either without any basis in reality or at best express only

Half truths. For instance, PR men are regarded by some to be fixers, a breed of people

Who will wangle things for you by the most questionable methods. There is also a

Popular idea that PR men spend most of their time winning and dining, using for the

Purpose fabulous expense accounts they are supposed to have access to. While no

One can prevent a charlatan from posing as a PR man or styling himself as a PR

Consultant he is no more a tine practitioner of PR than a quack selling magic remedies

By the wayside is a physician. How deep-seated such popular misconceptions about

PR can be reflected by the fact the even now one comes across articles published in

Well-known papers and journals airing such naïve ideas about PR

Again, PR is sometimes confused with publicity. Publicity is certainly one of the

Instruments of PR but is would be as wrong to equate publicity with PR just as it would

Be to equate the stethoscope with the practice of modern medicine. To continue the

Analogy, PR seeks to diagnose the ills of an organisation in its relations with the public Or
any segment of the public, it prescribes remedies and proceeds to administer them.

It then keeps a watch on the patient to see whether the remedies prescribed are

Producing the desired effect so that the medicine can be changed if necessary after

Evaluating the results. Again, as in medicine prevention is considered more important

Than the cure, PR believes in maintaining the good health of the corporate body -so that

Drastic remedies and bitter pills may not have to be swallowed later.

Analogies may be useful in giving a general idea but can never be as precise as a Definition.
PR which is now a well-established discipline therefore needs to be defined

So that we may be clear about what we are discussing when we talk about PR. It is ‘the

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Attempt by information, persuasion and adjustment to engineer public support for an

Activity, cause movement or institution. ‘Public relations as and applied social and

Behavioral science is that function which – measures, evaluates and interprets the

Attitudes objectives for increasing public understanding and acceptance of the

Organization’s products, plans, policies and personnel; equates these objectives with

The interests, needs and goals of the various relevant publics; and develops, executes

And evaluates a programme to earn public understanding and acceptance.Sites of

associates with HUL holding > 24% while carrying out operations of

Making, handling, using, transporting, selling or disposing off of our products

AN OVERVIEW

Public relations today are still a very underdeveloped field. It is growing in prominence

And has started showing results in various sectors of corporate India. More and more

Companies are making use of PR to solve their problems and increase their overall

Corporate equity. The entire process needs a closer look.

To gauge the effectiveness of PR in HUL over the last decade it is necessary to

Examine its function and overall areas of applicability

Social Responsibility of Business and Introduction

The need for PR arises also from the responsibility that an organisation owes to the

Society, which nurtures it and enables it to function and operate. No organisation, leave

Aside a modern business organisation, can function in a vacuum. It flourishes only

Because a particular kind of social environment exists. This environment is often taken

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For granted but in times of social turmoil when normal conditions are disrupted the

Dependence of the organisation on the social environment is brought home sharply.

How often have we not seen during periods of national strife or serious political

Instability leading to a break down of law and order that business comes to a standstill?

While these may be extreme examples they illustrate the fact that without the right

Social environment no business can exist. Thus every business organisation has a

Stake in the social environment and must contribute its mite towards its continued

• A business organisation’s responsibilities to society cover a wide area. They range

From its responsibility to supply quality products at a reasonable price and to ensure
that It reaches the consumer at the right time and place to its responsibility to
contribute to The development of the ‘Infrastructure, to the realization of national
objectives and to the Identification of its interest with the vast population of the
country in which it operates. The world over business organisation which are forward
looking and farsighted are Trying to make a contribution to social causes apart from
achieving their immediate aan Ultimate ends of producing goods for sale and
marketing them at a profit. Such Contributions can range from grants to universities,
scholarships of various kinds, aid to Hospitals and charitable institutions to actual
involvement in projects of social Significance. An organisation in the USA sponsored
a research fellowship to discuss The causes of student unrest and to find solutions
to the problems of tension in the Campuses.
• In India too there are business organizations, which are aware of their Social
responsibility and have made an effort to discharge it in accordance with their
• Resources and the needs of the situation. Studies on the extent of industrial pollution
And ways and means of combating it, Involvement in family planning programmes,
• Development of low cost nutritious food for the poorer sections of the people,studies
on The causes of a State’s decline and the steps needed to restore it to health are
some
• Examples of social responsibility in corporate behaviour as practiced in India in
recent
• Years. But there is little doubt that instances of such conduct are few indeed in
relation
• To the enormity of the problems facing a country as vast as India with a burgeoning
• Population a large part of it living below the poverty line

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PR and Environmental Path of HUL

The present generation has, quite understandably, made the environment a focus of
Attention. With growing environmental awareness, there is now a clear perception that Our
activities affect not only the air we breathe, but even the air which regulates our Climate.
More importantly, uncontrolled activities cannot be sustained without loss of Plant and
species, natural habitats, coast and hinterland and the decay of buildings, Places of natural
beauty or historic interest. Hence, the need for a genuine commitment

To sustainable development which is integrated with the national policy on industry, Energy,
transport, trading and planning.

In the above context, public relations professionals are well placed to direct attention to

Environmental issues and can make a unique contribution to public and professional

Debate, and to environmental education. In fact PR has to live up to its environment

Education. In fact PR has to live up to its environmental responsibilities even when

Clear, universally agreed targets are still lacking in many issues. The responsible PR

Person must ensure that his organisation is greener than green on all the major issues

According to current opinion, demonstrate to the world at large that this is so, and, for

The future, help form opinions and set the standards for the organisation’s own as well

As the common good. In a nutshell, environment is now a corporate concern and today’s PR
persons have to build up comprehensive communication programmes, internal as well as
external, which Involve listening just as much as talking.

Now, environment is no more just a slogan, it is a key consumer issue.

PR today must:

* Understand ‘green’ issues and recognize the social responsibility of business.

* Make environment matters a priority.

* Consider the environmental impact of the company’s actions.

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* Avoid pollution of any kind.

* Encourage environment audits to determine what the organisation has done and Is doing
in relation to the environment.

* Ensure recycling of wastes.

Social Responsibility as Public Relations at HUL

A citizen’s role extends beyond his or her call of duty. A responsible corporate citizen

Needs to look beyond the financial numbers of sales and profit growth, from year to Year.

HUL is committed to the development of the community around its manufacturing

Complexes. Over the years, HUL has not just supported communities financially, but Has
worked towards providing people with skills to earn a sustainable livelihood. HUL’s Long-
term aim is to raise economic standards of these communities, through self sustainable
measures.

PR Role in Image and Identity

It is true that corporate image concerns the industrial marketer directly as brand image

Is crucial for the consumer market. The ordinary consumers, while oblivious of the name

Of the manufacturer, can easily identify the brands of consumer products. Repeat this

Test for industrial goods : the same respondents are aware of the name of the

Manufacturers but many won’t be able to name the industrial products. Interestingly, a

Third set of organisation would be known both for their industrial or consumer products

As well as for their distinct corporate image. Where does corporate PR stand in these

Diverse settings? Although easier desired than achieved, PR attempts to create the

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Desired image by its involvement in all the factors of corporate identification

Programmes.

GOVERNMENT RELATIONS

A government relation has two facets to it. Firstly, the PR for the government

(as an Organisation) and Secondly, PR with the governments as the target

group. Both are Important and very needed by corporations.Public relations

for the government involves mobilising public support for government’s

Activity, for instance, family planning, control, environmental protection,

beautification of Cites, etc. the company generally sponsors some of these

activities by providing Monetary help or other resources. The basic objective

of the company is to build Relations with the governments, and also help

Government the good of the community of society. Public relations with the government

involves keeping the government—politicians and Bureaucrats—on your side.

It envisages maintaining good links with the government, Which will be of

benefit to the company in its overall business plans and operations. Public

relations with the government in some ways are quite difficult and

demanding. It Requires special planning and efforts for the organisation to be

successful. A Government, local or national, comprises many ministries,

departments, individuals and Personalities. Public relations people have to

acquaint themselves with the working of The government, and the intricacies

and people involved at various levels, and then Handle things accordingly to

be able to achieve what they have set out to achieve

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The government should not be looked at as an adversary. In fact, you should make all Efforts
to help the government and support its activities and policies as far as possible.

Government leaders must be kept informed from your side about the organisation’s

Activities and policies—especially those which are contributing to the welfare and

Development of the state or the nation. Such relations will be mutually beneficial in the

Short-term and the long-term. Corporations should, however avoid getting involved with

Politics and political issues.

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MEDIA RELATIONS

Media relations Is a vital tool in PR. A large amount of communications and PR

are Conducted through the media—especially the Press. When a company

gets media Coverage, it is not always flattering. Business is always vulnerable

to attacks by the Media. Media can often aggravate problems—especially

crises. As in the case of Union Carbide and HUL a few years ago. Hence,

media, particularly the Press has to be Handled very carefully. The media

must be kept on your side. All efforts must be made To ensure this

strategically. It takes years to build a good image, but to destroy it you Need

just a few bad reports in the media.

It is important to build a working ‘rapport’ with the media. You cannot

afford Unnecessary reactions and distortions.

If you do go to the media then always go with a Strategy—be selective in the

choice of media, use only influential media (especially Publications in the

Press), do not spread your communication too thin, go for quality Rather than

quantity. Selective and in-depth coverage is what you must aim at, as it is

More effective and produces the desired results. Let your communication be

complete Honest, and backed with hard facts. The organisation must be able

to live up to its Claims and promises in media, otherwise you can be in for

further problems. The efforts Made by HUL in this respect have been

orchestrated well to build image as well as to Counter negative publicity

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FINANCIAL RELATIONS

With the growth of the Indian economy and the business sector, management

of Financial promotions and PR has taken on a new dimension. HUL is making

special Efforts to ensure the goodwill of their shareholders, investors,

financial institutions, and The rest of the financial community. This is being

done in the mass media and Specialised media ranging from annual reports to special
brochures to audio-visuals, Video films, and even corporate

advertising in the Press and television.

The main target group of a company in financial PR is its shareholders and

potential Investors. They have to be given information they are entitled to

have, and they have to Be kept interested in the company. Public relations

must establish, maintain, and Improve the company’s image and reputation

so that it can obtain funds from the public And the financial institutions on the

most favorable terms when it desires so The Financial and business Press,

today, is very important in achieving this objective, The importance of financial

PR and the need for it is seen from the number and growth Of PR agencies

specialising in financial promotion, advertising and PR management in

India. These include well-known names like Pressman, Clea, and Sobhagya, now a Host of
others. They provide their clients a wide range of services and expertise in PR And
advertising.

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CUSTOMER RELATIONS

In the past PR and marketing were considered separate and unconnected activities of

Business in a company. Today, PR has a role to play in marketing not only to build

Image, but to also help solve problems concerning a company’s products

Or services among consumers or other special groups, and generally protecting the

Company’s reputation at the marketplace. Public relations with customers, and with

Suppliers, in industrial products/services marketing at the institutional level is gaining

More and more importance today.

In today’s competitive market customers opt for products that are known and have an

Image, and are backed by quality and good after sales service. Marketing people

Cannot ignore public opinion on such aspects. In the long run, unfavorable opinions

Certainly affect sales. Public relations can help in controlling and setting right some of

These opinions; it is therefore essential for companies to assign some of their attention

And resources to develop PR in marketing.

COMMUNITY RELATIONS
Today, the relationship between corporations and the community is a vital issue in

Management of business organisations. It is acknowledged that business is no longer

Done for the sake of profits alone. Because a company functions within a community,

Its responsibility extends to giving back to the community something for what it makes

From it. This has been the philosophy of the Tata’s in India for years, today it is

Accepted and is being followed by a number of other companies. This belief is now also

Considered important and crucial by the government, consumerists and opinion leaders.

Company relations at an organisation can vary from local community welfare activities,

To large-scale sustainable development programmes for the betterment of lives of

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People. Companies have to consider the community as one of its prime target groups.

The objective of PR is to help build image of the company: as a good corporate Citizen,

A good company to do business with, and a good company to work for.

EMPLOYEE RELATIONS

In employee relations, communicators are vital at every level. From top to bottom, also

From lower level to the top management level, and even the horizontal communications

Among colleagues at the same level and between functions. The basic function of

Communications and PR in the organisation is not just better functioning, but a fostering

Of goodwill, trust, and togetherness among employees.

Employee in HUL one in a large number and they include both blue collar to white

Collar. Internal PR must reach out to all of them. This makes the task tough and critical,

Requiring much thinking and planning. Before planning PR programmes, therefore, it is

Important to first assess the needs and requirements of employees. One of the major

Goals of PR is to foster the participation of employees in decision-making, for this PR

Programmes must be evolved around their motivations, job enrichment, training and

Development, working environment, productivity, and overall growth in the company.

This, in other words, means PR for better employees, better employee morale, and

Better relationships, resulting in success and growth of the organisation; and therefore,

A better image and reputation for it.

In the case of PR with employee, the function may seen to overlap with the working of

The company’s personnel department. In practice, however, it is necessary that the two

Departments work closely together. They can mutually reinforce each other, especially

In areas like HRD. It is worth trying to integrate HRD with PR, if possible, in a company.

More so when with the growth of organisations in size, the individual employee is

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Becoming smaller and less significant, and thus losing his or her identity. Public

Relations with HRD can play a crucial role in building and motivating the employees on

Their jobs and in their contributing towards achieving the company goals.

INDUSTRIAL RELATIONS

This is another important area of work for PR executives. Its importance is growing,

With staff and workers getting to be united, more enlightened and demanding. Whether

They are unionized or not does not make a difference in the PR work, in either case,

Good relations have to be maintained. In the case of unions, it is important to realize

That unions have their own goals. This makes it more difficult to deal with them in many

Respects. Understanding these goals, and how they will affect Industrial relations and

PR efforts, is the first priority in dealing with unions.

Industrial relations concern the staff and workers in their relationship, as individuals and

As a group, with the management. Industrial relations are most often concerned with

Problems related to wages, other monetary benefits, conditions of work, and so on. But

Through timely PR and proper communication many of these problems can be avoided Or

overcome altogether.

28 | P a g e
 HISTORY

In doing so, the Company is committed to exhibit the highest standards of

Corporate behaviour towards itsconsumers, employees, the societies and the world

In which we live.

The company recognises its joint responsibility with the Government and the

Public to protect environment and is committed to regulate all its activities so as to

Follow best practicable means for minimising adverse environmental impact arising

Out of its operations.

The company is committed to making its products environmentally acceptable, on

A scientifically established basis, while fulfilling consumers’ requirements for

Excellent quality, performance and safety.

The aim of the Policy is to do all that is reasonably practicable to prevent or

Minimise, encompassing all available knowledge and information, the risk of an

Adverse environmental impact arising from processing of the product, its use or

Foreseeable misuse.

This Policy document reflects the continuing commitment of the Board for sound

Environment Management of its operations. The Policy applies to development of

A process, product and services, from research to full-scale operation. It is

Applicable to all company operations covering its plantations, manufacturing, sales

And distribution, research & innovation centres and offices. This document defines

The aims and scope of the Policy as well as responsibilities for the achievement of

The objectives laid down.

29 | P a g e
The Vision

Our vision is to continue to be an environmentally responsible organisation making

Continuous improvements in the management of the environmental impact of our

Operations.

We will achieve this through an Integrated Environment Management approach,

Which focuses on People, Technology and Facilities, supported by Management

Commitment as the prime driver.

The Environment Policy

Hindustan Unilever Ltd. (HUL) is committed to meeting the needs of customers

And consumers in an environmentally sound manner, through continuous

Improvement in environmental performance in all our activities. Management at all

Levels, jointly with employees, is responsible and will be held accountable for

Company’s environmental performance.

Accordingly, HUL’s aims are to:

➢ Ensure safety of its products and operations for the environment by using

Standards of environmental safety, which are scientifically sustainable and

Commonly acceptable.

➢ Develop, introduce and maintain environmental management systems across the

Company to meet the company standards as well as statutory requirements for

Environment. Verify compliance with these standards through regular auditing

30 | P a g e
 ➢ Encourage suppliers and co-packers to develop and employ environmentally

Superior processes and ingredients and co-operate with other members of the

Supply chain to improve overall environmental performance.

Responsibilities Corporate

The Board and the Management Committee of HUL is committed to conduct the

Company operations in an environmentally sound manner. The Management

Committee will

➢ Set mandatory standards and establish environmental improvement objectives

And targets for HUL as a whole and for individual units, and ensure these are

Included in the annual operating plans.

➢ Formally review environment performance of the company once every quarter

➢ Participate, wherever possible, with appropriate industry and Government

Bodies advising on environmental legislation and interact with national and local
Authorities concerned with protection of environment

Individual Units
The overall responsibility for environment management at each unit will rest with

The Unit Head, who will ensure implementation of HUL Policy on environment at

Unit level. Concerned line managers / heads of departments are responsible for

Environmental performance at department levels.

In order to fulfill the requirements of the Environment Policy at each site, the Unit

Head will

31 | P a g e
 ➢ Designate a unit environment coordinator who will be responsible for coordinating

environmental activities at unit, collating environmental statistics and

Providing / arranging for expert advice.

➢ Ensure formal environmental risk assessment to identify associated

Environmental aspects and take appropriate steps to control risks at acceptable

Levels.

➢ Manage change in People, Technology and Facilities through a planned

Approach based on training, risk assessment, pre-commissioning audits and

Adherence to design codes.

➢ Report environmental statistics to HUL Corporate Safety & Environment Group

On a monthly basis

Research and innovation centres

Since most new products and processes are developed in these Units, certain

Additional responsibilities devolve on them to ensure implementation of the

Environment Policy of the company. In addition to the Unit Head’s responsibilities

Outlined above, the heads of these units will

➢ Ensure that a formal and systematic risk assessment exercise is undertaken

During the process/product development stage with specific reference to

Environmental impact.

➢ Transfer technology to the pilot plant and main production through a properly

Documented process specification which will clearly define environmental impact

And risks associated with processes, products, raw material and finished product

Handling, transport and storage

32 | P a g e
 ➢ Ensure that treatment techniques are developed for any wastes generated as a

Result of the new product/process and is incorporated into the process

Specifications.

Mr. Nitin Paranjpe – Mr. R. Sridhar –

Chief Executive Officer Chief Financial Officer

And Managing Director

Mr. Shreejit Mishra – Mr. Gopal Vittal –

Executive Director Executive Director

Foods Home & Personal Care

33 | P a g e
 Mr. Hemant Bakshi – Mr. Dhaval Buch

Executive Director Executive Director

Sales and Customer Supply Chain

Development

Mr. Ashok Gupta – Ms Leena Nair –

Executive Director Executive Director

Legal HR

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 PRODUCTS

PERSONAL PRODUCTS: THE CORE CONCERN OF ADVERTISING

Fair & Lovely

Fair & Lovely – the miracle worker
In fact, Fair & Lovely has been extensively tested with consumers in India

And abroad, and has been proven to be superior in terms of benefit delivery

To all key competitive brands.

Fair & Lovely’s formulation contains a unique fairness system that contains

A combination of active agents and sunscreens. This has been specially

Designed and proven to deliver one to three shades of change in most

People. Also its sunscreen system is specially optimized for Indian skin.

Indian skin unlike Caucasian skin tends to ‘tan’ rather than ‘burn’ and,

Hence, requires a different combination of UV A & UV B sunscreens.

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The fairness cream is marketed in over 38 countries through HUL Exports

And local Unilever companies and is the largest selling skin lightening

Cream in the world

1. Ponds
Pond’s – the beauty expert
Pond’s Cold Cream was launched in India in 1947 and was followed by the launch of

Pond’s Dream flower Talc 1956. The current skin offerings under the Pond’s Brand

Name include Moisturising Cold Cream, All Day Oil Control Cream, Daily Face Wash,

Blackhead Removal Strips and Dream flower Body Lotion. In talc’s, Pond’s now has four

Variants. Pond’s Dream flower Talc is now enhanced with ‘Floral Extracts’, Pond’s

Sandal Talc is a sandal variant with ‘Natural Sunscreen’, Pond’s Light ‘n’ Fresh comes

With SAM (Sweat Absorption Material), while Pond’s Magic Deo-Talc now has a new

Enhanced deodorant protection.

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Pond’s is about beauty that reflects the times. Pond’s brings superior and innovative

Solutions to meet all skin care needs by delivering outstanding personal beauty

Solutions – through scientific skin expertise, extensive research and stringent product

Testing.

Pond’s track record reveals an ensemble of products that make a real noticeable

Difference, proving therefore that Pond’s remains the most trusted beauty expert in the

Consumer’s mind

Half a century ago, as India took her steps into freedom, Lakme, India’s first beauty

Brand was born. At a time when the beauty industry in India was at a nascent stage,

Lakme tapped into what would grow to be amongst the leading, high consumer

Interest segments in the Indian Industry – that of skincare and cosmetic products.

Armed with a potent combination of foresight, research and constant innovation,

Lakme has grown to be the market leader in the cosmetics industry.

Lakme today has grown to have a wide variety of products and services that cover

All facets of beauty care, and arm the consumer with products to pamper herself

From head to toe. These include products for the lips, nails, eyes, face and skin, and

Services like the Lakme Beauty Salons.

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Clinic – for healthy hair

Clinic Plus shampoo was launched in India in the year 1987 and is positioned as the

‘shampoo that makes your family’s hair healthy and glowing.’ Clinic Plus is targeted at

Mothers, educated yet measuring their self-esteem through their children’s

Achievements.

In the year 1996, Hindustan Lever launched another variant of Clinic shampoo – Clinic

All Clear dandruff shampoo. The core proposition of Clinic All Clear is that it is “the only

Shampoo that gives you dandruff-free soft hair.” It is targeted at the appearance

Conscious young adult, seeking dandruff-free, gorgeous hair to create a positive

Impression.

SOAPS AND DETERGENTS

1.Fabric Wash

Surf – Mummy’s best friend

Launched in 1959, Surf was the first in the Indian detergent powder market. Over the

Years, Surf has anticipated the changing washing needs of the Indian homemaker and

Constantly upgraded itself.

Surf Excel, India’s largest selling compact detergent powder, in its newest avatar

Promises to tackle the toughest stains without damaging the colour of the fabric. This is

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Because only Surf Excel has smart sensors that can differentiate stains from colours.

Now you don’t have to worry about tackling the really tough stains, especially on your

Coloured clothes anymore. “Surf Excel Hai Na!” For those who seek the Surf Excel

Clean in the front loaders, the specially designed low suds formulation Surf Excelmatic

Promises to give just that – a superlative clean.

Those preferring the modern and convenient way to wash can rely on Surf Excel Liquid.

The liquid form penetrates deep allowing great wash results. For the really tough stains,

You can apply the liquid directly on the body of stain (through a stain treater) – you will

See tough stains being tackled with ease.

• Wheel

Wheel – makes washing easy

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Wheel is a detergent brand that caters to the laundry needs of the mass market. It was

First launched in the year 1987. Wheel Green is the single largest (No 1 by market

Share) detergent brand in India by value.

Wheel is packed with powerful lather (power foam) that cleans even tough dirt stains on

Collars and cuffs with ease. It, therefore, cleans effectively with lesser effort, making a

Laborious chore like washing – light and easy. Moreover, Wheel does not burn hands or

Harm clothes like some other detergents, which contain a high percentage of soda.

Wheel also has a premium variant called Active Wheel. It gives the consumer the value

Of 3 benefits in 1. It not only cleans effectively with less effort but also keeps the colored

Clothes looking bright and has a great fresh fragrance. Active Wheel gives consumers

‘Quality Clean and Care’ at an affordable price. In short, Wheel can be summed up as –

‘Mehmet kum, phir bhi dhulai No. 1.’ Wheel is, therefore, the smart housewife’s choice.

2.Personal Wash

The new Lifebuoy range now includes Lifebuoy Active Red (125gm, 100 gm and 60 gm)

And Lifebuoy Active Orange (100gm). Lifebuoy Active Orange offers the consumer a

Differentiated health perfume while offering the health benefit of Lifebuoy.

At the upper end of the market, Lifebuoy offers specific health benefits through Lifebuoy

International (Plus and Gold). Lifebuoy International Plus offers protection against

Germs, which cause body odour, while Lifebuoy International Gold helps protect against

Germs, which cause skin blemishes.

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Breeze
Breeze – makes dreams a reality

Launched in 1991, Breeze is a mass-market soap that sells in the economy

Segment. The fragrant ensemble from Breeze comprises 3 variants, which contain the

Real goodness of natural ingredients such as rose water, sandal extracts and lime

Extracts, giving skin a glowing radiance.

Originally launched in 1989, Breeze is today perceived to be a good value for money

Brand – with outstanding sensory experience. Its strengths are its fragrance, lather and

The soft feeling it has on the skin. A new variant, a hair-and-body soap, Breeze 2-in-1,

Was launched in January 2001. Enriched with coconut oil and lime extracts, it was the

Very first of its kind and leaves the consumer looking and feeling beautiful.

The brand plays a critical role in its consumer’s life, because Breeze for her is more

Than just soap. It is, in fact, her beauty aid, her only cosmetic, and one that she can

Afford. She regards Breeze as her only way of fulfilling her dream of looking beautiful.

41 | P a g e
 FOODS AND BEVERAGES
1.Ice Creams
• Cornetto

Kwality Wall’s Cornetto – bite bite mein pyar

Launched in the year 1995-96, Cornetto is undoubtedly one of the most popular ice

Creams in India. Positioned as the icon for romance and special moments – it is targeted

At young adults.

However, with its rich multi-sensory eat experience, it is overwhelmingly quoted as the

Favourite of consumers across ages.

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• Feast

KWALITY WALL’S FEAST – FEASTING ON ‘THE BIG “F”

Launched in 1995-96, the Kwality Wall’s Feast range of ice creams and frozen

Desserts has been positioned as a “Youth ice cream brand with an attitude.

Over the years, Feast has expanded its ‘chocolate only’ portfolio to a more diverse

One by including refreshment products like Mango Zap, Calypso Punch and Jaljeera

Blast. This was in keeping in line with the varied need-states of today’s youth.

As part of Kwality Wall’s endeavour to consistently reach out to the consumer with

New and exciting flavours, Feast has launched Feast Snacks. The stick product is an

Excellent value for money proposition.

As part of Kwality Wall’s endeavour to consistently reach out to the consumer with

New and exciting flavours, Feast is launching a new SKU, viz. Feast Snacko. The

Stick product is expected to take the market by storm, as it is an excellent value for

43 | P a g e
Money proposition.

Continually connecting with today’s youth, Feast remains the ice cream with . . . The

Big F!

• Max

Kwality Wall’s Max – the ‘masti’ ice cream

Max, launched in the year 1999 as the ‘masti’ ice cream, is targeted solely at children.

All Max products are fortified with extra vitamins. Max Cups and Max 123 have Vitamin

A, Max Orange and Max Joos have real fruit juices and Vitamin C (a single Max Orange

Candy offers a child 15% of his daily requirement of Vitamin C).

Max says, ‘Masti kar Befikar’ and encourages all kids to go ahead and have lots of fun!

Max has recently been extended as confectioneries (candies) – MaxMasti,

MaxMagik and ChocoMax.

Kwality Wall’s Cornetto Soft

In 2002, Kwality Wall’s is introducing a host of unique product innovations under a new

Brand called “Cornetto Soft”. The new range includes a Super Cone (a bigger soft

Cone- Vanilla and other flavours like chocolate, strawberry etc), Strawberry Sundae

Cup (Creamy tasty vanilla topped with rich strawberry sauce), Chocolate Sundae Cup

(Creamy tasty Vanilla topped with thick chocolate sauce), Ripple Cones (Creamy tasty

Vanilla softy with strawberry or mango ripples) and Nutty Delight (Creamy tasty Vanilla

Topped with thick chocolate sauce and nuts, served in a cup.). The price ranges from

Rs.7/- for a Super cone to Rs. 20/- for a Nutty Deligh

44 | P a g e
 DISTRIBUTION SYSTEM OF HINDUSTAN LEVER LTD.

The success of each and every company depends upon the effectiveness of their

Distribution system. Hindustan lever ltd has an efficient distribution model.

Manufacturer

Depot

Distributor

Whole seller

Retailer

Consumer

45 | P a g e
HUL’s new distribution system to reach more consumers:

FMGC major Hindustan lever Ltd (HUL) new plans of reinventing distribution so

As to redefine current channels and look at creating new channels. Competition was

The main thrust for this change in its area of distribution.

HUL, which has been reinventing its distribution system, in a bid to reach out to

More consumer, will look at a three way convergence of product availability, brand

Experience. They are building key capabilities entraining the large number of

People involved in these initiatives, through all these initiative they are getting

Their brands closer to the consumer.

These initiatives are expected to create employment and vocational opportunities

Through its nation wide network of 7,000 stockiest and 6,000 sub-stockiest,

Thereby, employing over 60,000 people. HUL is already involved in channels such

As project shakti, which operates in 16 states; Hindustan Lever Network, which has

A consultant base of 25,000 entrepreneurs and out at home opportunity and heath

And beauty services.

46 | P a g e
 OBJECTIVE OF THE STUDY

Objectives:

➢ To gain an understanding of the personal care, matches portfolio of HUL

Limited

➢ To understand the distribution systems and processes operational in HUL

➢ To evaluate distribution strength of competitors in the geography under

Command and help to make the HUL presence better in the market

Project Methodology:

➢ To work with the DS (Dealer Salesman) in the market on different routes to

Gain an understanding of the order capture and delivery processes.

➢ To work with the TSI (Territory Sales Incharge) in the market to understand

The Premium Grocery and Chemist Structure and the merchandizing

Solutions implemented by HUL in the market.

➢ To gain understanding of the various benefits of HUL personal care products

And their unique selling proposition vis-à-vis competition products and use

These for effective sell-in.

➢ To be up to date with HUL and competition offering and use the advantages

On hand for better sell-in.

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 RESEARCH METHODOLOGY

Research methodology is a systematic way. Which consists of series of section or

Step necessary to effectively carry out research and the desired sequencing of these

Steps the marketing research is a process of involves a number of inter related

Activates which overlap and do rigidly follow a particular sequence. It consists of

The following step.

1. Formulating the objective of the study.

2. Designing the method of data collection.

3. Selecting the sample plan.

4. Collecting the data.

5. Processing and analyzing the data.

6. Reporting the finding,

48 | P a g e
 RESEARCH DESIGN

The research design is the basic framework which provides guidelines for the

Research process. It is a map according to which the research is to be conducted.

The research design specifies the methods for data collection and data analysis.

After having discussed the HUL (Hindustan Liver Limited) detergent market and

Its competitor in general, the present chapter ‘Research Design’ has proposed to

High light the objectives, hypothesis, data collection, sampling arid measurement

Techniques etc.

DATA COLLECTION METHOD

The date use is primary in nature. The questionnaire was designed and these

Questionnaires were asked to be filled up by the respondents.

SAMPLING METHOD
The sample for the survey was selected at random. For this, the surveyor attempted

To get the information from respondents. Respondents were interviewed at random

From the sites chosen

Sample size – 100

ANALYSIS METHOD
Prior to collection of the data or actual field work a pilot study was conducted in

Order to analyze the degree of proper framing of the questionnaire. The dummy

Data so collected was used to develop an idea regarding specific information that is

Required to carry out the actual research.

49 | P a g e
 COLLECTION OF DATA

The following techniques were adopted for date collection.

The data collection phase of marketing research is generally the most expensive

And the most prove to error. In case of surveys, four major problem arise. Some

Respondent’s did not use a particular detergent

and must be reconnected or

Replaced. Other respondent will refuse to cooperate still other will gave biased or

Dishonest answer. As the study could not be conducted at the national level with in

The specified time. This study reties itself to the Ghaziabad region which divided

PRIMARY DATE – Primary data was collected through questionnaires

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SWOT ANALYSIS OF FAIR AND LOVELY PERSONALCARE

PRODUCTS

Strength Weakness

➢ Backed by HUL. ➢ Less attractive advertisement

➢ Good brand ambassador. ➢ Complaint of hair damage

➢ Good packaging. after use of this Personal care

➢ Good R&D. products

➢ Combination of Nature & ➢ Less market penetration
Science. ➢ Number of
advertisements
➢ Variants for every hair type.
broadcasted on TV is less.

➢ Typical name

➢ Less visibility

➢ Less availability

51 | P a g e
 Opportunities Threats

➢ Middle class can be targeted ➢ From leading market players.

through small packages. ➢ Less awareness of brand in the

➢ Rural sector can be explored market.

through participation in local ➢ Intense competition

cultural events. ➢ VAT has increased by state

govt. from 12.5% to 13.5%.
➢ People are more conscious of

their personal care.

➢ Growth in FMCG sector.

52 | P a g e
 DATA ANALYSIS

1.Do you use Personal care product?

2.Where you heard or read the name of Fair and lovely ?

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3.Where you heard or read the name of Fair and lovely ?

4.How do you find the advertisement of Personal care products?

54 | P a g e
 FINDINGS

1.In the research I found that HUL have more market share.

2.The respondent started that they would like more schemes to be

Associated with surf when they were asked that what change they

Would suggest in their detergent then suggested more schemes.

3.HUL detergent is available in big & small packages so consumer preferred HUL detergent.

4.The main competition of the HUL detergent is proctor & gamble.

5.Surf excel is preferred by the consumer because of its extra ordinary whiteness and the
fast fact.

6.Of the users of surf all of them user more or less equally according to the income

7.The company should come up with more incentives for salesmen

To motivate them which will impact on salesman performan.

55 | P a g e
 RECOMMENDATIONS & SUGGESTIONS

➢ Regional tax differences should be absorbed so that uniform pricing policy

Could be implemented and cut rate problem faced by retailers can be

Eliminated.

➢ Schemes provided by the company to WDs should be monitored closely so

that they cannot misuse it.

➢ Provide enhanced trade schemes for retailers to increase our market base.
➢ Instead of rational appeal emotional appeal should be incorporated in the

Advertisement of Fair and lovely.

➢ More of brand promotion activities through free sampling, gifts not only in

Premium outlets but also in major retailers POS in residential markets.

➢ Motivating the dealer salesman by making a policy of taking them on

Company’s payroll based on their performance in a certain period of time.

This makes them more accountable for their job and their improved relations

With the retailers.

➢ More merchandising in market for higher visibility of brand in the market

Through posters, danglers, etc.

➢ Multi level Marketing can be used for distribution directly to the customers.
➢ Better distribution logistics for timely supply of goods to the retailer.

56 | P a g e
 QUESTIONNAIRE:

1.Do you use Personal care product?

1. Yes ……….

2. No ………..
3. Sometimes ………

2. Do you know that you should use Personal care product according to your

Hair type?

1. Yes ………..

2. No ………..

3. Which brand of Personal care product you use?

1. SUNSILK
2. DOVE
3. GARNIER
4. Personal care products
5. Others

4. Have you heard the name of Personal care product earlier?

1. Yes ……….

2. No ………..

5.Where you heard or read the name of Personal care products ?

1. T.V.

57 | P a g e
 2. NEWSPAPE
3. Hoardings
4. FRIENDS

6. On which channel you watch the advertisement of Personal care products?

1. SONY
2. SET MAX
3. STAR PLUS 4 M.T.V.

7.How do you find the advertisement of Personal care products?

1. Excellen
2. Very good
3. Good
4. Average
5. Can’t Say

8. Do you know who the brand ambassador of Personal care products is?

1. Yes ………….

2 No …………….

9.Do you know Personal care products belongs to which company?

1 Yes ………….

2 No ………….

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10. Do you have any Suggestion / Comments for HUL product? (Please specify)

………………………………………………………………………………………

………………………………………………………………………………………

………………………………………………………………………………………

…………………………………………………………………………………………

THANK YOU

SIGNATUR

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 BIBLIOGRAPHY

➢ Research Methodology, C.R. Kothari

➢ Marketing Research, Harper W. Boyd

➢ Marketing Management, Philip Kotle

➢ Kothari C.R. Research methodology 2nd 1995

➢ www.HULportal.com

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