deeksha report.docx

8/18/2019 deeksha report.docx

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RESERCH REPORT ON

Comparative nalysis of ITC ltd

Personal Care Product Vs

Hindustan lever

Submitted as partial fulfillment for the award of

MASTER OF BUSINESS ADMINISTRATION

SESSION: - 2015-16

OR!ORATE "UIDE# SUBMITTED TO# $ishal "upta Mr% Ra&endra Tiwari

'(%O%D MBA)SUBMITTED B*#

Dee+sha Upadh,a,M%B%A- . Semesters

Roll No# - /.0./12223

AS(O4A INSTITUTE OF TE(NO5O"* AND MANA"EMENTampus appro6ed b, AITE7 Affiliated to U!TU- 5u8+now

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DECLARATION

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DECLARATION

I hereb, de8lare that the pro&e8t entitled 9Comparative Analyi o! ITC lt" peronal pro"#$t

% &in"#tan lever : submitted for the 9Asho+a Institute of te8hnolo;, and mana;ement$aranasi< is m, ori;inal wor+ and the resear8h report has not formed the basis for the award of

an, de;ree7 asso8iate ship7 fellowship or an, other similar titles%

This is to 8ertified that report entitled 9Comparative Analyi o! ITC lt" peronal pro"#$t %

&in"#tan #nilever' whi8h is submitted b, me in pra8ti8al fulfillment of the re=uirement for

the award of de;ree MBA in Asho+a Institute Of Te8hnolo;, And Mana;ement7 this is m,

ori;inal wor+ and due to a8+nowled;ement has been made in the te>t to all other material used%

DEE4S(A U!AD(*A*

Roll no- /.0./12223

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AC(NO)LED*E+ENT

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A$,nole".ement

I ha6e ta+en endless efforts in this resear8h report (owe6er? it would not ha6e been possible

without the +ind support and help of man, indi6iduals and or;ani@ations% I would li+e to e>tend

m, sin8ere than+s to all of them% I am hi;hl, indebted to for their ;uidan8e and 8onstant

super6ision as well as for pro6idin; ne8essar, information re;ardin; the resear8h report also

for their support in 8ompletin; the pro&e8t%

I would li+e to e>press m, ;ratitude towards m, ;uide Mr%$ishal "upta 'Asst%!rof%) for her +ind

8o-operation and en8oura;ement whi8h helped me in 8ompletion of this pro&e8t% I would li+e to

e>press spe8ial ;ratitude and than+s to m, friends for ;i6in; me su8h attention and time%

M, than+s and appre8iations also ;o to m, fa8ult, members in de6elopin; the Resear8h report

and people who ha6e willin;l, helped me out with their abilities%

Dee+sha Upadh,a,

ourse- /.0./12223

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/REACE

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/REACE

There is a famous sa,in; 9The theor, without pra8ti8al is lame and !ra8ti8al without theor, is

blind%:Ali;nment of the Mar+etin; with the o6erall strate;, of the 8ompan, is a 6er, bi; and

tou;hest 8hallen;e for the 8ompan,% Mar+etin; is an important part of an, business and

mana;in; them is an important tas+%

Our institution has 8ome forward with the opportunit, to brid;e the ;ap b, impartin;

modern s8ientifi8 mana;ement prin8iple underl,in; the 8on8ept of the future prospe8ti6e

mana;ers% To the emphasis on pra8ti8al aspe8t of mana;ement edu8ation the fa8ult, of Ao,a

Intit#te o! te$nolo.y an" +ana.ement has with a modern s,stem of resear8h report of

repute and followin; mana;ement te8hni=ue to the student as inte;ral part%

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TALE O CONTENTS

S3no /arti$#lar /a.e no3

1 Topi$ Intro"#$tion 12

23 Company /ro!ile 14

3 O7e$tive o! St#"y 6

83 S$ope o! St#"y 9

53 Comparative Analyi 4

6 Reear$ Analyi 5

93 Data Analyi ; interpretation 61

43 in"in. 9

3 S#..etion ; Re$ommen"ation 95

103 Limitation 99

113 Con$l#ion 96

123 Anne


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Comparative t#"y o! =

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INTROD>CTION

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Intro"#$tion o! te topi$

Comparative Analyi o! &>L ; ITC

&>L

(U5 was established in /3 as le6er Brother /3C0 be8ome +nowns as (industan Unile6er

limited%

(industan Unile6er limited '(U5) is the Indians lar;est fast mo6in; 8onsumer ;oods

8ompan, with a herita;e of o6er 2 ,ears in India tou8hes the li6es of two out of three Indians%

(U5 wor+s to 8reate a better future e6er,da, helps people feel ;ood%

5oo+ ;et more out of life with brands ser6i8e that are ;oods for them for others%

&>L /ROD>CT

Food

Be6era;es

leanin; A;ent

!ersonal 8are

ater !urifiers%

ITC

IT is an Indian 8on;lomerate head=uartered in 4ol+ata7 est Ben;al its

Di6ersified business in8lude se;ments-

• Fast Mo6in;

• onsumer ;oods 'FM")

• (otels

• !aper boards !a8+a;in;

IT Established in /3/2 as the imperial Toba88o ompan, of India5imited the 8ompan, was renamed as the Toba88o ompan, limitedIn /312 further to IT limited in /31.%

/ro"#$t o! ITC

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i;arettes

Other business

Food

5ifest,le apparel

!ersonal 8are produ8t

Stationer,

(otels

!a8+a;in; printin;

Information te8hnolo;,

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Di!!eren$e eteen &>L ; ITC

(U5 alwa,s brin;s 8ustomer friendl, !rodu8t with ma&or emphasis on low 8ost o6erall

but no 8ompromise on the =ualit, of the produ8t

The, are le6era;in; the 8apabilities S8ale of the parent 8ompan, fo8usin; on the

6alue e>e8ution

IT is fo8usin; on deli6erin; 6alue at 8ompetiti6e pri8es

Its tremendous rea8h throu;h e>tensi6e distribution 8hain has been 8ompetiti6e

ad6anta;e%

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&>L

% ITC /er!orman$e

IT ;ettin; theater b, re;ulator, authorities

(U5 is more 8onser6ati6e strate;ies than its Indian 8ounterparts%

More o6er ;i6en in8reasin; 8ompetition 7(U5 fa8es the ris+ of bein; o6erta+en b,

domesti8 pla,ers in 6arious 8ate;ories

IT now has entered the hi;h 8lutter branded produ8ts mar+et

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Ao#t >nilever

On an, ;i6en da,7 two billion people use Unile6er produ8ts to loo+ ;ood7 feel ;ood and ;et more

out of life%

ith more than .22 brands fo8used on health and wellbein;7 no 8ompan, tou8hes so man,

peoples li6es in so man, different wa,s%

Our portfolio ran;es from nutritionall, balan8ed foods to indul;ent i8e 8reams7 affordable soaps7

lu>urious shampoos and e6er,da, household 8are produ8ts% e produ8e world-leadin; brands

in8ludin; 5ipton7 4norr7 Do6e7 A>e7 (ellmanns and Omo7 alon;side trusted lo8al names su8h as

Blue Band7 !ure it and Sua6e%

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Unilever bright Future

Unile6er Bri;ht Future is a ;lobal initiati6e whi8h is 8reatin; an unpre8edented mo6ement for

sustainable li6in;

For us7 sustainabilit, is inte;ral to how we do business% ith 1 billion people on our planet7 the

earths resour8es 8an be strained% This means sustainable ;rowth is the onl, a88eptable model of

;rowth for our business% The Unile6er Sustainable 5i6in; !lan sets out to de8ouple our ;rowth

from our en6ironmental impa8t7 while at the same time in8reasin; our positi6e so8ial impa8t% Our

!lan has three bi; ;oals that b, G2G2 will enable us to#

• (elp more than a billion people to impro6e their health and well-bein;%

• (al6e the en6ironmental footprint of our produ8ts%

• Sour8e /22H of our a;ri8ultural raw materials sustainabl, and enhan8e the li6elihoods of

people a8ross our 6alue 8hain%

To embed sustainabilit, into e6er, sta;e of the life 8,8le of our produ8ts7 were wor+in; with our

suppliers to support responsible approa8hes to a;ri8ulture% ere also learnin; from N"Os and

other or;ani@ations7 re8o;ni@in; that buildin; a trul, sustainable business is not somethin; we

8an do without e>pert ad6i8e%

At the heart of our business is our purpose to ma+e sustainable li6in; 8ommonpla8e%

ompanies are in8reasin;l, reali@in; the role that purpose 8an pla, and Unile6er alon; with

man, others has si;ned up to the Blueprint for Better Business initiati6e7 whi8h helps business

de6elop their purpose and embed it within the or;ani@ation7 as well as mo6e the 8on6ersation of the business se8tor as a whole%

e belie6e that as a business we ha6e a responsibilit, to our 8onsumers and to the 8ommunities

in whi8h we ha6e a presen8e% Around the world we in6est in lo8al e8onomies and de6elop

peoples s+ills inside and outside of Unile6er% And throu;h our business and brands7 we run a

ran;e of pro;rammes to promote h,;iene7 nutrition7 empowerment and en6ironmental

awareness%

Impa$t ; innovation

e realise inno6ation is +e, to our pro;ress7 and throu;h 8uttin;-ed;e s8ien8e were 8onstantl,

enhan8in; our brands7 impro6in; their nutritional properties7 taste7 fra;ran8e7 or fun8tionalit,%

e in6est around J/ billion e6er, ,ear in resear8h and de6elopment7 and ha6e established

laboratories around the world where our s8ientists e>plore new thin+in; and te8hni=ues7 appl,in;

their e>pertise to our produ8ts%

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https://www.hul.co.in/about/brightfuture/http://www.blueprintforbusiness.org/Homehttp://www.blueprintforbusiness.org/Homehttps://www.hul.co.in/about/brightfuture/


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onsumer resear8h pla,s a 6ital role in this pro8ess% Our unri6alled ;lobal rea8h allows us to ;et

8loser to 8onsumers in lo8al mar+ets7 ensurin; we understand their di6erse needs and priorities%

Ao#t o#r ran"

From lon;-established names li+e 5ifebuo,7 Sunli;ht and !onds to new inno6ations su8h as the

!ure it affordable water purifier7 our ran;e of brands is as di6erse as our worldwide 8onsumer

base%

Unile6er has more than .22 brands7 /. of whi8h ;enerate sales in e>8ess of J/ billion a ,ear%

Man, of these brands ha6e lon;-standin;7 stron; so8ial missions7 in8ludin; 5ifebuo,s dri6e to

promote h,;iene throu;h hand washin; with soap7 and Do6es 8ampai;n for real beaut,%

#ine !a$t ; !i.#re

• Our turno6er was J.%. billion in G2/.

• Emer;in; mar+ets now a88ount for C1H of our business

• e ha6e / brands with sales of more than J/ billion a ,ear

• More than /1G7222 people wor+ for Unile6er

• e are the number / fast-mo6in; 8onsumer ;oods emplo,er of 8hoi8e amon; students in

G0 8ountries

• .H of our mana;ers are women

• Around 2 million people were rea8hed b, the end of G2/ throu;h our pro;rammes on

hand washin;7 safe drin+in; water7 oral health and self-esteem

• e ha6e redu8ed our waste impa8t b, around //H sin8e G2/2

• Around .H of our a;ri8ultural raw materials were sour8ed sustainabl, b, the end of

G2/

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%OL>+E

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O#r itory

In the summer of /7 6isitors to the 4ol+ata harbour noti8ed 8rates full of Sunli;ht soap bars7

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Soon after followed 5ifebuo, in /3C and other famous brands li+e !ears7 5u> and $im%

$anaspati was laun8hed in /3/ and the famous Dalda brand 8ame to the mar+et in /31%

In /3/7 Unile6er set up its first Indian subsidiar,7 (industan $anaspati Manufa8turin;

ompan,7 followed b, 5e6er Brothers India 5imited '/3) and United Traders 5imited '/3C)%

These three 8ompanies mer;ed to form (U5 in No6ember /3C0? (U5 offered /2H of its e=uit,

to the Indian publi87 bein; the first amon; the forei;n subsidiaries to do so% Unile6er now holds

01%GCH e=uit, in the 8ompan,% The rest of the shareholdin; is distributed amon; about three la+h

indi6idual shareholders and finan8ial institutions%

The erstwhile Broo+e BondKs presen8e in India dates ba8+ to /322% B, /327 the 8ompan, had

laun8hed Red 5abel tea in the 8ountr,% In /3/G7 Broo+e Bond o% India 5imited was formed%

Broo+e Bond &oined the Unile6er fold in /3. throu;h an international a8=uisition% The erstwhile

5iptonKs lin+s with India were for;ed in /3% Unile6er a8=uired 5ipton in /31G7 and in /311

5ipton Tea 'India) 5imited was in8orporated%

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!ondKs 'India) 5imited had been present in India sin8e /3.1% It &oined the Unile6er fold throu;h

an international a8=uisition of hesebrou;h !ondKs USA in /30%

Sin8e the 6er, earl, ,ears7 (U5 has 6i;orousl, responded to the stimulus of e8onomi8 ;rowth%

The ;rowth pro8ess has been a88ompanied b, &udi8ious di6ersifi8ation7 alwa,s in line with

Indian opinions and aspirations%

The liberalisation of the Indian e8onom,7 started in /33/7 8learl, mar+ed an infle>ion in (U5Ks

and the "roupKs ;rowth 8ur6e% Remo6al of the re;ulator, framewor+ allowed the 8ompan, to

e>plore e6er, sin;le produ8t and opportunit, se;ment7 without an, 8onstraints on produ8tion

8apa8it,%

Simultaneousl,7 dere;ulation permitted allian8es7 a8=uisitions and mer;ers% In one of the most

6isible and tal+ed about e6ents of IndiaKs 8orporate histor,7 the erstwhile Tata Oil Mills ompan,

'TOMO) mer;ed with (U57 effe8ti6e from April /7 /33% In /3307 (U5 and ,et another Tata

8ompan,7 5a+me 5imited7 formed a C2#C2 &oint 6enture7 5a+me Unile6er 5imited7 to mar+et

5a+meKs mar+et-leadin; 8osmeti8s and other appropriate produ8ts of both the 8ompanies%

Subse=uentl, in /337 5a+me 5imited sold its brands to (U5 and di6ested its C2H sta+e in the

&oint 6enture to the 8ompan,%

(U5 formed a C2#C2 &oint 6enture with the US-based 4imberl, lar+ orporation in /33.7

4imberl,-lar+ 5e6er 5td7 whi8h mar+ets (u;;ies Diapers and 4ote> Sanitar, !ads% (U5 has

also set up a subsidiar, in Nepal7 Unile6er Nepal 5imited 'UN5)7 and its fa8tor, represents the

lar;est manufa8turin; in6estment in the (imala,an +in;dom% The UN5 fa8tor, manufa8tures

(U5Ks produ8ts li+e Soaps7 Deter;ents and !ersonal !rodu8ts both for the domesti8 mar+et ande>ports to India%

The /332s also witnessed a strin; of 8ru8ial mer;ers7 a8=uisitions and allian8es on the Foods and

Be6era;es front% In /33G7 the erstwhile Broo+e Bond a8=uired 4othari "eneral Foods7 with

si;nifi8ant interests in Instant offee% In /337 it a8=uired the 4issan business from the UB

"roup and the Dollops I8e-8ream business from adbur, India%

As a measure of ba8+ward inte;ration7 Tea Estates and Doom Dooma7 two plantation 8ompanies

of Unile6er7 were mer;ed with Broo+e Bond% Then in /33.7 Broo+e Bond India and 5ipton India

mer;ed to form Broo+e Bond 5ipton India 5imited 'BB5I5)7 enablin; ;reater fo8us andensurin; s,ner;, in the traditional Be6era;es business% /33. witnessed BB5I5 laun8hin; the

allKs ran;e of Fro@en Desserts% B, the end of the ,ear7 the 8ompan, entered into a strate;i8

allian8e with the Lualit, I8e-8ream "roup families and in /33C the Mil+ food /22H I8e-8ream

mar+etin; and distribution ri;hts too were a8=uired%

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Finall,7 BB5I5 mer;ed with (U57 with effe8t from anuar, /7 /330% The internal restru8turin;

8ulminated in the mer;er of !ondKs 'India) 5imited '!I5) with (U5 in /33% The two 8ompanies

had si;nifi8ant o6erlaps in !ersonal !rodu8ts7 Spe8ialt, hemi8als and E>ports businesses7

besides a 8ommon distribution s,stem sin8e /33 for !ersonal !rodu8ts% The two also had a

8ommon mana;ement pool and a te8hnolo;, base% The amal;amation was done to ensure for the

"roup7 benefits from s8ale e8onomies both in domesti8 and e>port mar+ets and enable it to fund

in6estments re=uired for a;;ressi6el, buildin; new 8ate;ories%

In anuar, G2227 in a histori8 step7 the ;o6ernment de8ided to award 1. per 8ent e=uit, in

Modern Foods to (U57 thereb, be;innin; the di6estment of ;o6ernment e=uit, in publi8 se8tor

underta+in;s '!SU) to pri6ate se8tor partners% (U5Ks entr, into Bread is a strate;i8 e>tension of

the 8ompan,Ks wheat business% In G22G7 (U5 a8=uired the ;o6ernmentKs remainin; sta+e in

Modern Foods%

In G227 (U5 a8=uired the oo+ed Shrimp and !asteurised rabmeat business of the Amal;am"roup of ompanies7 a leader in 6alue added Marine !rodu8ts e>ports%

(U5 laun8hed a slew of new business initiati6es in the earl, part of G222s% !ro&e8t Sha+ti was

started in G22/% It is a rural initiati6e that tar;ets small 6illa;es populated b, less than C222

indi6iduals% It is a uni=ue win-win initiati6e that 8atal,ses rural affluen8e e6en as it benefits

business% urrentl,7 there are o6er .C7222 Sha+ti entrepreneurs 8o6erin; o6er /227222 6illa;es

a8ross /C states and rea8hin; to o6er million homes%

In G22G7 (U5 made its fora, into A,ur6edi8 health beaut, 8entre 8ate;or, with the A,ush

produ8t ran;e and A,ush Therap, entres% (industan Unile6er Networ+7 Dire8t to home business was laun8hed in G22 and this was followed b, the laun8h of !ure it water purifier in

G22.%

In G2217 the ompan, name was formall, 8han;ed to (industan Unile6er 5imited after

re8ei6in; the appro6al of share holders durin; the 1.th A"M on / Ma, G221% Broo+e Bond and

Surf E>8el brea8hed the the Rs /7222 8rore sales mar+ the same ,ear followed b, heel whi8h

8rossed the Rs%G7222 8rore sales milestone in G22%

On /1th O8tober G227 (U5 8ompleted 1C ,ears of 8orporate e>isten8e in India%

In anuar, G2/27 the (U5 head offi8e shifted from the landmar+ 5e6er (ouse7 at Ba8+ba,

Re8lamation7 Mumbai to the new 8ampus in Andheri 'E)7 Mumbai%

On /Cth No6ember7 G2/27 the Unile6er Sustainable 5i6in; !lan was offi8iall, laun8hed in India at

New Delhi%

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In Mar8h7 G2/G (U5s state of the art 5earnin; entre was inau;urated at the (industan

Unile6er 8ampus at Andheri7 Mumbai%

In April7 G2/G7 the ustomer Insi;ht Inno6ation entre 'ii) was inau;urated at the

(industan Unile6er 8ampus at Andheri7 Mumbai

(U5 8ompletes 2 ,ears of 8orporate e>isten8e in India on O8tober /1 th7 G2//

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/eronal $are pro"#$t &>L

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IT 5imited is an India-based holdin; ompan,% The ompan, operates throu;h four se;ments#

fast mo6in; 8onsumer ;oods 'FM")7 (otels7 !aperboa

rds7 !aper and !a8+a;in;7 and A;ri Business% The FM" se;ment in8ludes 8i;arettes and 8i;ars7

and others7 su8h as branded pa8+a;ed foods businesses 'ba+er, and 8onfe8tioner, foods7 sna8+

foods7 staples7 spi8es and read, to eat foods7 amon; others)7 apparel7 edu8ation and stationer,

produ8ts7 personal 8are produ8ts7 safet, mat8hes and a;arbattis% Its (otels se;ment in8ludes

(otelierin;% Its !aperboards7 !aper and !a8+a;in; se;ment in8lude paperboards7 paper7

in8ludin; spe8ialt, paper and pa8+a;in;7 in8ludin; fle>ibles% Its A;ri Business se;ment in8ludesA;ri 8ommodities7 su8h as so,a7 spi8es7 8offee and leaf toba88o% Its brands in8lude Aashir6aad7

Sun feast Dar+ Fantas,7 Bin;o7 *umitos7 *i!!ee7 and,man7 "umOn7 lassmate7 Fiama Di

ills7 $i6el7 Superia7 En;a;e7 ills 5ifest,le7 ohn !la,ers7 Man;aldeep and Aim7 amon; other

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IT 5td 'IT) was in8orporated on Au;ust G.7 /3/27 under the name Imperial Toba88o

ompan, of India 5td% to ma+e 8i;arettes and toba88o% In /31C7 the 8ompan, entered the

hospitalit, business with the a8=uisition of ITel8ome ;roup (otel hola% The name of the

ompan, was 8han;ed to I%T%% 5imited in /31.% In re8o;nition of the ompan,Ks multi

business portfolio en8ompassin; a wide ran;e of businesses i;arettes Toba88o7 (otels7

Information Te8hnolo;,7 !a8+a;in;7 !aperboards Spe8ialt, !apers7 A;riE>ports7 Foods7

5ifest,le Retailin; and "reetin; "iftin; Stationer, the full stops in the ompan,Ks name

were remo6ed effe8ti6e September /7 G22/% The ompan, now stands re8hristened KIT

5imitedK%

IT is one of IndiaKs foremost pri6ate se8tor 8ompanies with a mar+et 8apitali@ation of nearl, US

P /. billion and a turno6er of o6er P C billion% IT is rated amon; the orldKs Best Bi;

ompanies7 AsiaKs KFab C2K and the orldKs Most Reputable ompanies b, Forbes ma;a@ine7

amon; IndiaKs Most Respe8ted ompanies b, Businessorld and amon; IndiaKs Most $aluable

ompanies b, Business Toda,% IT ran+s amon; IndiaKs Q/2 Most $aluable 'ompan,) BrandsK7

in a stud, 8ondu8ted b, Brand Finan8e and published b, the E8onomi8 Times% IT also ran+s

amon; AsiaKs C2 best performin; 8ompanies 8ompiled b, Business ee+%

IT has a di6ersified presen8e in i;arettes7 (otels7 !aperboards Spe8ialt, !apers7 !a8+a;in;7

A;riBusiness7 !a8+a;ed Foods onfe8tioner,7 Information Te8hnolo;,7 Branded Apparel7

!ersonal are7 Stationer,7 Safet, Mat8hes and other FM" produ8ts% hile IT is an

outstandin; mar+et leader in its traditional businesses of i;arettes7 (otels7 !aperboards7

!a8+a;in; and A;riE>ports7 it is rapidl, ;ainin; mar+et share e6en in its nas8ent businesses of

!a8+a;ed Foods onfe8tioner,7 Branded Apparel7 !ersonal are and Stationer,% As one of

IndiaKs most 6aluable and respe8ted 8orporations7 IT is widel, per8ei6ed to be dedi8atedl,nationoriented

ran" o! ITC

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ITC? Core %al#e

ITKs ore $alues are aimed at de6elopin; a 8ustomer-fo8used7 hi;h-performan8e or;ani@ation

whi8h 8reates 6alue for all its sta+eholders#

Tr#teeip

As professional mana;ers7 we are 8ons8ious that IT has been ;i6en to us in periment in pursuit of

opportunities and a8hie6e leadership throu;h teamwor+%

E8ellen8e in whate6er we do%

Innovation

e will 8onstantl, pursue newer and better pro8esses7 produ8ts7 ser6i8es and mana;ement

pra8ti8es%

Nation Orientation

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e are aware of our responsibilit, to ;enerate e8onomi8 6alue for the Nation% In pursuit of our

;oals7 we will ma+e no 8ompromise in 8ompl,in; with appli8able laws and re;ulations at all

le6els%

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ITC /ro"#$t

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O7e$tive o! t#"y

Anal,sis of (U5 IT personal 8are produ8t

Find out the personal 8are produ8t whi8h are 8ompetin; the IT personal 8are produ8t

omparison of sale IT (U5 in personal 8are produ8t

To stud, the mar+et share of (U5 IT

Stud, the 8omparati6e stud, of (U5 IT in respe8t of pri8e7 promotion 8onsumer

demand%

S$ope o! St#"y37


38/80

(elp more than a billion people to impro6e their health well bein;%

(U5 has 6i;orousl, responded to the stimulus of e8onomi8 ;rowth%

IT is Indias leadin; fast mo6in; 8onsumer ;oods 8ompan, it is a one of the Indias

lar;est e>port of a;ri8ulture produ8t%

IT belie6es that its aspiration to 8reate endurin; 6alue for nation pro6ides that moti6e

for8e to sustain ;rowin; shareholder 6alue%

CO+/ARITI%E ANAL@SIS

38


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39


40/80

40


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41


42/80

Comparative Analyi

Sr3No /arti$#lar &>L ITC

/% Mar+et 8apitali@ation //11G1G G/0/G0

G% Re6enue GG//0 GC/1

% Net in8ome G03/ 0/0G

.% No% of Emplo,ees /0C22 /222

C% !rodu8t Food7 be6era;e

8leanin; a;ent

personal 8are produ8t

i;arettes toba88o

personal produ8t

0% (ead=uarters Mumbai 4ol+ata

1% urrent share pri8e C.. G1/

42


43/80

ITC & HUL PERSONAL CARE PRODUCT

43


44/80

ITC %S &>L

ASIS ITC &>L

BI55 !RODUTI$IT* CCH 0CH

UBO 32H 32H

A$ERA"E 5INE '!!) .%0 /G

TD! 2. 1DA*S 2 /2DA*S

44


45/80

iama Di )ill v Dove

In September G2217 IT laun8hed Fiama Di ills7 a premium ran;e of personal 8are produ8ts 8omprisin; shampoos7 8onditioner7 shower ;els and bathin; bar% The Fiama Di

ills ran;e 8ombines the ;oodness of nature and s8ien8e7 pro6idin; ;entle and effe8ti6e

8are% The Fiama Di ills produ8t portfolio has been de6eloped b, s8ientists at the IT RD

entre7 le6era;in; the e>pertise of International produ8t formulation spe8ialists% The

fra;ran8es7 aestheti8s and pa8+a;in; ha6e been de6eloped in 8ollaboration with European

spe8ialists%

Fiama Di ills produ8ts are tar;eted at the ,oun;7 modern7 aware 8ustomers who are

8onfident of themsel6es and see+ indul;en8es that ma+e them feel ali6e and beautiful% The

ran;e 8ombines e>oti8 naturals li+e Sa;e7 ater8ress7 Ma;nolia blossoms and the best of 8ontemporar, s8ien8e li+e (,dro Restorati6e S,stem and uti8le Restore Te8hnolo;, to

ma+e the 8onsumer feel beautiful7 toda,7 tomorrow%

Fiama Di ills Shampoos de6eloped in 8ollaboration with osmeti8 5abs In8%7 USA7 offer a

ran;e of fi6e 6ariants% Ea8h of these is desi;ned to deli6er a spe8ifi8 hair benefit to the

8onsumer-

• E6er,da, Mild 'with e>tra8ts of Th,me uniper) is a ;entle 8arin; shampoo

suitable for re;ular use%

• A=ua Balan8e 'with e>tra8ts of Ma;nolia Blossoms ater8ress) is a ;entle

moisturi@in; shampoo ideal for dr,7 dull hair%

• $olume Boost 'with e>tra8ts of Rosemar, Sa;e) is a ;entle 6olumi@in; shampoo

ideal for thin7 limp hair%

• Sil+, Stron; 'with oils of Ma8adamia Nut and Babassu) helps ma+e hair smooth7

sil+, and stron; and is ideal for wea+7 dama;ed hair%

• Shine in St,le 'with e>tra8ts of hamomile and "reen Tea) ma+es hair shin, and

mana;eable7 eas, to st,le and is ideal for dull to normal hair%

• Ea8h of these shampoos 8an be 8omplemented with Fiama Di ills

45


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The Fiama Di ills produ8t line also 8onsists of a -6ariant ran;e of transparent shower ;els

whi8h are uni=ue as the, 8ome with suspended beads%

!olishin; Drops 8onditioner% This ;entle 8onditioner enri8hed with A6o8ado

Oil and Burdo8+ e>tra8t promises to ma+e hair shin,7 soft and smooth% It also ;i6esthe additional benefits of U$ prote8tion as it 8ontains Sunflower Seed e>tra8t7 whi8h

is a natural U$ absorber%

Mild Dew '8ontains soft beads7 e>tra8ts of pea8h and a6o8ado) is for soft7 moisturi@ed

s+in%

lear Sprin;s '8ontains &o&oba beads7 e>tra8ts of sea weed and lemon;rass) is for 8lear7

health,7 smoother s+in%

E>oti8 Dream '8ontains ;litter beads7 e>tra8ts of bearberr, lea6es and bla8+ 8urrant) is

for stimulatin; freshness%

The Fiama Di ills ran;e of bathin; bars has been laun8hed under the sub - brand S+in

Sense% The first 6ariant to be introdu8ed in this ran;e is Soft "reen% This is a ;entle 8arin;

bathin; bar7 that helps enhan8e retention of s+in proteins ;i6in; 0 pro 8ares% !rotein +eeps

s+in moisturi@ed7 supple7 ,outhful7 e6en toned7 radiant and smooth%

46


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IA+A DI )ILLS S&A+/OO %S DO%E S&A+/OO

ASIS ITC &>L

/ROD>CT S&A+/OO FIAMA DI I55S DO$E

B>ANTIT@ 3/22G22 3/22G22C22

/RICE C3/23 03//C

CCCLD 02/G/G unit C/G1G0/G

)DRS +AR*IN H C%10HG%10H+AR*IN IN SOA/ GHon sa8het /2H btl GHon sa8het /2H btl

/TR G%.C%033%23 G%.0G%1G/2.%C.

%ARIANT E$ER* DA* MI5D BREA4A"E T(ERA!*

ALUA BA5ANE DAI5* ARE T(ER!*

SI54* STRON" ANTI-DANDRUFF

$O5UME BOOST (AIR FA55 T(ER!*

SE*+ENT !remium !remium

47


48/80

Flama Di ills re8entl, laun8hed a ran;e of transparent ;el bathin; bars% A first of its +ind7

a transparent li=uid ;el has been solidified into a bathin; bar so that 8onsumers ;et a

superior bathin; e>perien8e% The shower ;el in a bathin; bar format whi8h has been 8rafted

throu;h a uni=ue and patented free@in; te8hnolo;,% Ba8+ed b, deep 8onsumer insi;hts7 this proprietar, ;el bathin; bar is a result of ,ears of e>tensi6e resear8h and de6elopment b, the

s8ientists at the IT RD entre%

Uni=uel, 8rafted7 these "el Bathin; Bars are shaped li+e dew drops7 ha6e a transparent

loo+7 ri8h 8ream, lather7 and a ;reat lon;-lastin; fra;ran8e% These bathin; bars are

dermatolo;i8al tested and pro6en mild and 8ontain the ;oodness of natural e>oti8 e>tra8ts

li+e !ea8hes7 A6o8adoes7 Sea eed and lemon;rass% 5aun8hed in two 6ariants that offer

48


49/80

spe8ifi8 different s+in benefits7 are#-

Mild Dew - ontains e>tra8ts of pea8h and a6o8ado whi8h moisturi@e the s+in% lear

Sprin;s ontains e>tra8ts of lemon;rass sea weed whi8h ;i6es lear s+in% The Fiama Di

ills transparent "el Bathin; Bars are a6ailable at an attra8ti6e pri8e of Rs% GC for //2;rams% This differentiated ran;e of bathin; bars offers the 8onsumer a deli;htful bathin;

e>perien8e

Dove

Do6e soap7 whi8h was laun8hed b, Unile6er in /3C17 has been a6ailable in India sin8e /33C% It

pro6ides a refreshin;l, real alternati6e for women who re8o;ni@e that beaut, is not simpl, abouthow ,ou loo+7 it is about how ,ou feel%

The s+ins !( is sli;htl, a8idi8 C%C-0 ordinar, soaps tend to be al+aline7 with !( hi;her than 3%

Do6e is formulated to be !( natural '!( between 0%C and 1%C) and to be mild on s+in% This

ma+es it suitable for all s+in t,pes for all seasons% hile Do6e soap bar is widel, a6ailable

a8ross the 8ountr,7 Do6e bod, wash is a6ailable in sele8ted outlets%

"loball, Do6e has been e>tended too man, other 8ountries% Sin8e the /32s for e>ample7

Unile6er has laun8hed a moisturi@in; bod, wash deodorant7 bod, lotion7 fa8ial 8leansers and

shampoos and 8onditioners7 pro6idin; a 8omprehensi6e ran;e of solution to brin; out true inner

beaut,%

49


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IA+A DI )ILLS SOA/ %S DO%E SOA/

ASIS ITC &>L

50


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/ROD>CT SOA/ FIAMA DI I55S DO$E

B>ANTIT@ 12/2222 C21C22

/RICE 2.2/22 G2/GC

CCCLD 1G1GG. unit 1G.G2

)DRS +AR*IN H C%10HG%10H

+AR*IN IN SOA/ H H/TR G1%111%23G%C3 /%C/2%CC//C%1.

%ARIANT Soft ;reen Do6e hite

SE*+ENT !remium !remium

ITC %S &>L S>//L@ C&AIN

ITCS S>//L@ C&AIN STR>CT>RE

51

COMPANY HUB FACTORY


52/80

&IND>STAN >NILE%ER LI+ITED S>//L@ C&AIN

STR>CT>RE

52

CONSUME

RETAILER

WHOLESALE

DEALERS

SMALL WHOLESALE

CARRYING AND FORWARDING

AGENT

HINDUSTAN UNILEER LIMITED

CARRYING AND FORWARDING AGENTS


53/80

S)OT Analyi

53

RURAL URBAN

REDISTRIBUTION


54/80

54

Analyi &>L ITC

Stren;th • $arit,

of produ8t

• Distribution networ+

• Brand ima;e

• Lualit, mana;ement• Inno6ation R D

• Stron;

E>perien8ed

mana;ement• Stron; brand

presen8e• Di6ersified produ8t

• E>8ellent R D

• E>8ellent R D

• (R !ools

Opportunit, • (u;e mar+et

• In8reasin; per 8apita

in8ome so8ial initiati6e• Rural mar+et still untapped

• esterni@ation of lifest,le

• Tap rural mar+et

in8rease penetration

urban area• Mer;er and

a8=uisition tostren;then the brand


55/80

55


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Analyi ITC %S &>L

&>L &in"#tan >nilever Lt"3

This ompan, is earlier +nown as (industan 5e6er 5td% This is IndiaKs lar;est FM" se8tor

8ompan, with all t,pe of household produ8ts a6ailable with it% It has (ome !ersonal are

produ8ts7 and also food and ater !urifier a6ailable with it% A88ordin; to Brand E=uit,7 (U5 has

lar;est no of brands in most trusted brands list%

/0 of (U5Ks brands featured in A-Nielson Brand E=uit, list of /22 most trusted brands in G22

in an annual sur6e,% For the entire ,ear endin; Mar8h - G223 net turno6er of 8ompan, is Rs%

G2KG3% rore whi8h is .1%33H hi;her than /st De8ember G221Ks Rs% /01C%. rore dri6en

mainl, b, domesti8 FM"Ks with net profit stood at Rs GK.30%.Crore%

ITC Limite"

This ompan, was earlier +nown as Imperial Toba88o ompan, of India 5td% It is 8urrentl,

headed b, *o;esh hander De6eshwar% ompan, mainl, operates in the industr, li+e Toba88o7

Foods7 (otels7 Stationar, and "reetin; ards with the ma&or produ8ts 8onstitutes i;arettes7

pa8+ed foods7 hotels7 and apparels% For the entire ,ear endin; Mar-G223 the turno6er of 8ompan,

is at Rs% /C rore whi8h is /2%H hi;her than pre6ious ,earKs Rs% /3.1%C rore7 dri6en

mainl, b, robust G2H ;rowth in non 8i;arette FM" business with net profit stood at Rs% G.

rore%

Analyi o! ot Companie(U5 IT are ma&or 8ompanies in FM" mar+et in India% hen we 8ompare both 8ompanies

on the basis of their strate;ies i%e% their 8ompetiti6e strate;ies in the present mar+et% hen we

loo+ at the present se;ment brea+up for both of the 8ompanies then we 8ame to +now that their

different produ8ts 6ar, too mu8h in the mar+et%

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No let # ta,e a $omparative analyi o! ot te $ompanie #n"er ome ea":

(industan Unile6er '(U5) is the lar;est pure-pla, FM" 8ompan, in the 8ountr, and has one

of the widest portfolio of produ8ts sold 6ia a stron; distribution 8hannel% It owns and mar+ets

some of the most popular brands in the 8ountr, a8ross 6arious 8ate;ories7 in8ludin; soaps7

deter;ents7 shampoos7 tea and fa8e 8reams%

IT is not a pure-pla, FM" 8ompan,7 sin8e 8i;arettes is its primar, business% It is di6ersif,in;

into non-toba88o% FM" se;ments li+e foods7 personal 8are7 paper produ8ts7 hotels and a;ri-

business to redu8e its e>posure to 8i;arettes%

/er!orman$e

After sta;natin; between /333 and K2.7 the 8ompan, is ba8+ on the ;rowth tra8+% In the past

three ,ears7 till G22 (U5Ks net sales ha6e witnessed a A"R of //H7 while net profit has

posted a A"R of /1H%

Despite di6ersifi8ation7 ITKs relian8e on 8i;arettes is still hu;e% The toba88o business8ontributes .2H to its re6enues7 and a88ounts for o6er 2H of its profit% This 8ash-;eneratin;

business has enabled it to ta+e ambitious7 but e>pensi6e bets in new se;ments and deli6er modest

profit ;rowth%

Overall Strate.y

(U5 alwa,s belie6es in 8ustomer friendl, produ8ts with ma&or emphasis on low 8ost o6erall

without 8ompromisin; on the =ualit, of the produ8t% The, are le6era;in; the 8apabilities and

s8ale of the parent 8ompan, and fo8usin; on the 6alue of e>e8ution% The entire produ8t portfolio

is also bein; twea+ed to in8lude premium offerin;s su8h as !ondKs A;e Mira8le and do6e

shampoo in s+in and hair 8are%

T is fo8usin; on deli6erin; 6alue at 8ompetiti6e pri8es% Its tremendous rea8h throu;h e>tensi6e

distribution 8hain has been a 8ompetiti6e ad6anta;e% Additionall,7 the 8ompan,Ks e-8houpal

model for dire8t pro8urement is well +nown under whi8h IT partners with o6er /227222

farmers for spi8es and wheat pro8urement and an e6en lar;er number for oilseeds% This +ind of

rural pedi;ree is hard to beat%

*rot Driver

The ompan, has been laun8hin; new produ8ts and brand e>tensions7 with in6estments bein;

made towards brand-buildin; and in8reasin; its mar+et share% (U5 is also streamlinin; its6arious business operations7 in line with the One Unile6erK philosoph, adopted b, the Unile6er

;roup worldwide% Introdu8tion of premium produ8ts and addition of new 8onsumers 6ia mar+et

e>pansion will be (U5Ks ;rowth dri6ers%

ITKs ba8+ward inte;ration to ensure that its produ8ts pass effi8ientl, from the farms to

8onsumers has helped it to 8ut down suppl, and pro8urement 8osts% ITKs non-8i;arette FM"

business le6era;es the lar;e distribution networ+ the 8ompan, has de6eloped b, sellin;

57


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8i;arettes o6er the ,ears% A ri8h produ8t mi>7 alon; with ramp-up of in6estments in its new

se8tors7 will be instrumental in 8hartin; ITKs ;rowth path%

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Reear$ +eto"olo.y

The main ob&e8ti6e anal,sis of (U5 IT personal 8are produ8t

To stud, the mar+et share of (U5 IT resear8h 8omprises definin; the problem statement

formulatin; h,pothesis7 probable solutions 8olle8tin; or;ani@in; e6aluatin; solution assessin; the impa8t of the solutions proposed%

Reear$ /rolem

(U5 IT are two ma&or pla,ers in FM" industr,% (U5 happens to be a pure pla, FM"

whereas IT is 8on;lomerate%

The ob&e8ti6e of this report is to anal,@e and 8ompare the o6erall performan8e of these

8ompanies this performan8e 8omparison further boils down to anal,@e their finan8ial

performan8e 7mar+et performan8e%

So#r$e o! Data

As hi;hli;hted abo6e most of the anal,sis would primaril, be based on -

INSTR>+ENT OR DATA COLLECTION

/rimary - 8olle8ted b, 8lose handed -------------------------=uestionnaire%

Se$on"ary - 8olle8ted throu;h---------------------------------internet%

The approa8h for ea8h of the sub anal,sis is as follow#-

inan$ial /er!orman$e : Sin8e both the 8ompan, happens to be publi8 listed 8ompan,

we ha6e ;ood set of informati6e a6ailableThrou;h some of the ma&or finan8ial website% The 8hallen;e is more in term of refinin;

the data brinin; them on the same ;round for 8omparison%

Strate.y /er!orman$e: The anal,sis is more has to do with o6erall

Strate;, anal,ses whi8h 8alls for a anal,@in; the 8ompan, 6ision anal,sis ;rowthmindset o6erall ris+ whi8h these 8ompanies ha6e 8omplied with to support their

respe8ti6e business models%

+ar,et /er!orman$e: The set of anal,sis was more to understand the positionin; of

these two pla,ers in the mar+et Also how does 8onsumer to (U5 IT 8ompan, as a

whole%

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60


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DATA ANAL@SIS ; INTER/RETATION

61


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62


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hi8h offers influen8e ,ou most

a) Dis8ount offer b) Bu, one ;et one free8) ombo !a8+

28"

20"

52"

Chart Title

#$%&'()* '+,- .(/ '), ,* '), -,, &'.' &

63


64/80

64


65/80

Ti8+ the le6el of importan8e a88ordin; to ,our preferen8e

a) olor b) Thi8+ness 8) fra;ran8e

10"

60"

30"

Chart Title

&''- *$&),%% --)&,

02H people preferen8e based on thi8+ness7 2H on fra;ran8e /2H on 8olor%

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Is ,our sele8ted brand easil, a6ailable to ,ou

a) *es b) No

98"

2"Chart Title

/,% )'

3H people said that their brands easil, are a6ailable

66


67/80

(ow do ,ou +now about (U5 IT produ8t%

a) Radio b) T$ ad6ertisement8) ord b, mouth d) !oint of sale

12"

70"

10"

8"

Chart Title

-#$' * #,-*$%,,)* '-# ./ '(* '$)* ' %,

70" ,', %$# ** *,/ &, *' ), .'(* .*$) %' *-'( T

#,-*$%,,)*: 12" -' -#$': 10" '-# ./ '(* ; 8" '$)* ' %,<

67


68/80

I B-)# $% $., $) *, .', =(,%*$') *,) * -,,-,)&, $% '%*

$'-*)* *' /'(>

? P,-(, .? C''-&? P-'*,&* /'(- %$) #? (, '- '),/

,? '- '*,-

22"

18"

30"

20"

10"Chart Title

,-(, &''- -'*,&* /'(- %$) (, '- '),/ '- '*,-

68


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Brand is not in the list be8ause#-

a) 5a8+ of awareness b) 5a8+ of a6ailabilit,8) *ou find it e>pensi6e d) ,ou dont li+e the abo6e brands%

2"

18"

60"

20"

Chart Title

4&5 ' 494-,),%% 4&5 ' 44$4.$$*/ /'( @)# $* ,A3,)%$, /'( #')B* $5, *7, 4.', .-4)#%

02H said that it is e>pensi6e7 G2H dont li+e the produ8t /H la8+ of a6ailabilit,%

69


70/80

Do ,ou use personal produ8t of (U5 or IT ompan,

a) *es b) Both

95"

5"Chart Title

/,% .'*

3CH people use personal produ8t of (U5 or IT and onl, CH people use personal produ8t of

(U5 and IT%

70


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Does 8elebrit, endorsement prompt ,ou to personal produ8t

a) *es b) No

30"

70"

Chart Title

/,% )'

Onl, 2H people said that 8elebrit, prompt them to pur8hase personal produ8t but 12H not%

71


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in"in.

I found m,self durin; m, resear8h sur6e, that IT is a mar+et leader in home

personal 8are produ8ts%

ea+ presen8e in food se;ment was shown in the interpretation b, the 8ustomers

of (U5%

IT was found the ;reatest threats and 8ompetitor to (U5 business%

IT is the most preferred brand b, 8ustomer%

It has been per8ei6ed that IT ser6i8es and their =ualit, is per8ei6ed too mu8h

better as 8ompared to (U5%

IT is most popular amon; 8ustomers in m, resear8h%

IT ha6e not an, s8hemes li+e (U5 'Super $alue Soap7 Smart S8heme7 Beat the

heat)% IT should ha6e not pro6ided this t,pe of s8heme whi8h is help to in8rease

the sale% Onl, 8onsumer s8hemes are not enou;h%

72


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S#..etion ; Re$ommen"ation

• I want su;;est few s8heme to the IT for Modern trade7 for wholesaler7 for the retailer%

This 8an be helpful to in8reasin; the sale of IT%

• 9IT VONE: s8heme are in8luded under the s8heme sele8t a 6isible pla8e in the shop

and put all ITs personal 8are produ8t and ;i6e the shop +eeper to =uarterl, sale tar;et

and ;i6e him to in8enti6es or pri@es or 8ash pri@e%

• 9ITS !ARTNERS: in this we ;i6e 8ertifi8ate of e>8ellen8e to the shop+eeper with

mar;in% This s8heme is based on also =uantitati6e sale%

•In8rease more 8hannel of distribution b, (U5%

"row port folio in premium @ed produ8t 8ate;or, to impro6e ;ross profit mar;in at

8ompan, le6el%

Impro6e foot print in fo8us be6era;e 8ate;or, as 8urrent mar+etin; 8ampai;ns does

not seem to be wor+in; ;ood enou;h%

Redu8e dependen8, on Toba88o business b, ;rowin; other Non- toba88o business

Mar+etin; 8ampai;n need to be brou;ht on par with other FM" 8ompanies

Suppl, 8hain effi8ien8, needs to be impro6in; so as to free up 8apital from in6entor,

in6est it in mar+etin; ad6ertisin; 8ampai;n%

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Limitation

Due to Bi; !opulation therefore no time to 8o6er other area%

Result and 8on8lusion were drawn on the basis of whate6er information pro6ided b, the

8onsumer% Some of them were hesitant to re6eal the information%

The information on internet ma, not be updated% Moreo6er se8ondar, information has

been used% So an,thin; W in it has been ta+en for understandin; the 8on8ept%

I ;ot less time to do m, sur6e, in broader wa,%

Area 8o6ered was limited due to whi8h findin;s do not 8ome reliable%

Man, people see more satisfa8tion rather than brand ima;e of the produ8t%

IT ha6e to 8o6er more rural and ba8+ward areas%

(U5 ha6e to impro6e their produ8ts and pri8es as be8ause people want more in less%

A6ailabilit, of (U5 produ8t are less and the, ha6e less distribution 8hannel%

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Con$l#ion

From this resear8h report e>perien8e in mar+et7 I ;ot a ;ood e>posure about what reall, the sales

mar+etin; life is about%

I personall, thin+ that mar+etin; is not e6er,ones 8up of tea but if one set his tar;et hi;h and

8ontinuousl, stri6e towards that7 nothin; is impossible% The onl, thin; re=uired in our field is the

ri;ht attitude or a positi6e attitude towards attainin; Ones ;oal%

B, this resear8h report in to Field I 8ame to +now 6arious thin;s about the FM" and personal

8are produ8t business7 distributor7 wholesaler7 retailer7 suppl,7 sto8+ shorta;e how a sales man

8ontribute in the profit of 8ompan,%

All the distributors are help to in8rease the sale of 8ompan, wh, relation oriented people are

su88ess full%

All the emplo,ees are also happ, from our 8ompan, be8ause 8ompan, is pro6idin; lots of

fa8ilities to the emplo,ees% The other thin; is that we rea8hed to the 8ustomer e>pe8tation in

re;ardin; to the produ8t =ualit,7 pri8e7 and time linens of the order7 so the 8ustomers of 8ompan,

are ;oin; to In8rease7 the mar+etin; and distribution people ha6e ;ood relation with 8ustomer%

In the FM" personal 8are produ8t businesses ha6e 6er, tuff 8ompetition more than /22

8ompanies are deal in personal 8are produ8t%

IT ha6e followed the leader strate;, in personal 8are business within ,ears IT ha6e in8reasethe sale and produ8ts da, b, da, in all se;ment 'popular and premium)%

In m, resear8h report I ha6e reali@e in future IT 8an be ma&or pla,ers in personal 8are business%

IT fa8e 6er, tuff 8ompetition in personal 8are business be8ause its 8ompetitor are in mar+et last

2 ,ears but ;rowin; ;raph of IT personal 8are business will ma+e leader to IT in personal

8are produ8t business%

75


76/80

AnneESTIONNAIRE'

O7e$tive:-FComparative t#"y on &>L an" ITC peronal pro"#$t

Name 'optional)XXXXXXXXXXXXXXXXXXXXXX%

"enderXXXXXXXXXXXXXXXXXXXXXXXXXX

O88upationXXXXXXXXXXXXXXXXXXXXXXXX%

Famil, monthl, in8ome

Up to /27222

/27222-G27222

G27222-27222

27222-.27222

.27222-CC7222

Abo6e C27222

A;e

/C-GC

GC-C

C-.C

.C-abo6e

Famil, t,pe

oint

Nu8lear

76


77/80

B#etionnaire !or Con#mer

/%) hi8h 8ompan, ha6e ,ou heard ofa)(U5 b)Dabber 8)IT d)!"

G%) Do ,ou use the personal produ8t of (U5 IT

a) *es b) Both

%) Name one ad6ertisement of ea8h of this 8ompan,

a) (U5YYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYY

b)ITYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYYY

.%) Does 8elebrit, endorsement prompt a personal produ8t%

a) *es b) No

C) IF brand is not in the list then be8ause

a) 5a8+ of awareness

b) 5a8+ of a6ailabilit,

8) *ou find it e>pensi6e

d) *ou dont li+e the abo6e brands

77


78/80

0) hi8h of the followin; 8ompanies FM" produ8t do ,ou prefer to use

a) (U5 b) IT

8) !" d) Dabur

1) ompare to our ompetitors7 would do ,ou feel about the =ualit, of our produ8t

a) Better

b) orse

8) About the same

) Ti8+ the le6el of importan8e a88ordin; to ,our preferen8e%

a) Taste

b) Thi8+ness

8) Fra;ran8e

3) Is ,our sele8ted brands easil, a6ailable to ,ou%

a) *es

b) No

/2) hi8h of the offers a6ailable influen8e ,ou the most to pur8hase

a) Dis8ount offer b) Bu, one ;et one free

8) ombo !a8+

78


79/80

//) *ou 8ame to +now about (U5 IT produ8t from%

a) Radio

b) T$

) ord b, mouth

d) !oint of sale

/G) If a brand is a6ailable in the abo6e =uestion then what preferen8e is most important to ,ou%

a) !erfume

b) olor

8) !rote8t ,our s+in

d) $alue of mone,

e) or other

79


80/80

ilio.rapy

Mar+etin; mana;ement !hilip 4otler

www%it8portal%8om

www%hul%8om

www%e8onomi8stime%8om

www%timesofinndia%8om

www%;oo;le%8om

www%wi+ipedia%8om
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