View
8
Download
0
Category
Preview:
Citation preview
A Summer Internship Report on
General Training at HUL with Special Reference to “SELLING OF VENDING MACHINE”
Submitted toPrestige Institute of Management & Research, Indore
Towards partial fulfilment forThe degree of
MASTER OF BUSINESS ADMINISTRATION (MBA)
Under the Guidance ofProf. Sunil Kumar Verma
Submitted by:Vibhor Khandelwal
Session: 2013-15
Prestige Institute of Management & Research, Indore (M.P.)[An Institution approved by AICTE/UGC, Approved program
Affiliated to DAVV, INDORE]
PIMR, Indore Page 1
Indore-452010CERTIFICATE OF APPROVAL
We approve this Summer Project Report titled “General Training at Hindustan Unilever
Limited with special reference to promotion and selling of vending machine” as a
certified study in management carried out and presented in a manner satisfactory to warrant
its acceptance as a prerequisite for the award of Master Of Business Administration in
Marketing Management for which it has been submitted. It is understood that by this
approval we do not necessarily endorse or approve any statement made, opinion expressed or
conclusion drawn therein but approve the Summer Project Report only for the purpose it is
submitted.
Power Pro Enterprises(Authorised concessionary of HUL)
PIMR, Indore Page 2
PREFACE
The project is a part of the academic curriculum required for the fulfilment of the two years
full time programme, pursuing Master of Business Administration in PRESTIGE
INSTITUTE OF MANAGEMENT AND RESEARCH, INDORE.
The project called Summer Internship Programme was undertaken at HINDUSTAN
UNILEVER LIMITED. The project aimed at analysing the market potential of HUL Vending
Products with respect to its competitors.
The study was carried out interacting closely with the sales team as well as distributors and
dealers of UJJAIN REGION. It also involved face to face interaction between different
customers and corporate individuals.
The project has shown a significant light on the market share of different products under
Vending Division (Lipton Tea, Bru Coffee, Taj Mahal Tea Bags and some other products)
with respect to its competitors like Nestle, Georgia, Wagh Bakri, and Amazon etc.
Academically, the project provides a unique opportunity to have an exposure to real life
business environment and to have an insight into the management ins and outs, thus helping
learning to be more purposeful and meaningful.
PIMR, Indore Page 3
ACKNOWLEDGEMENT
After the completion of Summer Internship Report work, words are not enough to express
our feelings about all those who helped us to reach our goal, feeling above this our
indebtedness to the almighty for providing us this moment in life.
First and foremost, we take this opportunity to express our deep regards and heartfelt
gratitude to our guide Prof. Sunil Kumar Verma, PIMR, Indore for his inspiring guidance
and timely suggestions in carrying out our internship successfully. He has also being a
constant source of inspiration for us. Working under his guidance has been an opportunity for
us to learn more and more.
We extend our deepest gratitude to Dr. Yogeshwari Phatak, Director, PIMR, Indore for
providing all the necessary facilities and true encouraging environment to bring out the best
of our endeavours.
Last but not the least we thank our family for their support, patience, blessings and
understanding while completing my research.
Vibhor Khandelwal
PIMR, Indore Page 4
CERTIFICATE BY FACULTY GUIDE
This is to certify that Vibhor Khandelwal of Master of Business Administration (MM) in
academic year 2013-15 has completed his SUMMER TRAINING PROJECT work on
General Training at HUL with Special Reference to “SELLING OF VENDING
MACHINE”. It is a bona fide presentation of work by him under my guidance and
supervision.
Guided by:
Prof. Sunil Kumar Verma
Date:
PIMR, Indore Page 5
DECLARATION
I, undersigned, hereby declare that the following project title:
General Training at HUL with Special Reference to “SELLING OF VENDING
MACHINE” is an authentic work done by me.
The information and data given in this report are true to the best of my knowledge.
I also acknowledge that I took the help of primary & secondary data collection through
various available resources.
VIBHOR KHANDELWAL
PIMR, Indore Page 6
EXECUTIVE SUMMARY
Hindustan Unilever Limited is the Indian arm of the Anglo-Dutch Company – UNILEVER.
Both Unilever & HUL have established themselves well in the Fast Moving Consumer Goods
(FMCG) category. Unilever is a multinational consumer goods company and its products are
grouped into 4 main segments: Personal Care, Home Care, Foods and Refreshment. Unilever
owns more than 400 brands among which the main selling ones are: Axe, Dove, Knorr,
Lipton, Lux, Surf, Sunsilk etc. Unilever was a result of the merger between the Dutch
Margarine Company, Margarine Unie, & the British soap maker, Lever Brothers, way back in
1930. For 84 years, Unilever was the undisputed market leader but now faces though
competition from Procter & Gamble and Colgate-Palmolive.
The project gives a comprehensive idea about the “SALES AND PROMOTION OF
VENDING PRODUCT” of one of the most important business sector in India, the FAST
MOVING CONSUMER GOODS (FMCG) sector. The project was an endeavour to study the
existing Vending Business and the Lipton’s presence in it.
The objective of the training was to identify customer requirement Lipton Tea/ Coffee
Vending Machine by the cold calling process, survey for promotion, using marketing
strategies and selling of tea / coffee vending machine in various organization & to study the
customer feedback process for installed machines at Ujjain City.
The summer training was conducted for 45 days at Ujjain city under the guidance of S.T.
Enterprises & HUL Vending Division Team from bottom to the top level key persons where I
was able to understand each & every small step with developed, forecast for the next
opportunities and the enhancement of the business with the help of clear aim & vision
resulting into Customer Satisfaction.
The task of installing a vending machine gets accomplice after several rounds of negotiations
the respective company representative is made acquainted with the benefit his organization
will get with Lipton. For this, a comprehensive cost-benefit has to be presented to him to
convert the prospect into key account of HUL. Once an order is placed, the Lipton crew along
PIMR, Indore Page 7
with the distributor installs the Lipton Vending Machine. Proper and regular technical support
and proper providing service of premixes are provided for machine.
PIMR, Indore Page 8
CONTENTS
CHAPTER TITLE PAGE No.
Chapter 1 9-651.1 Introduction 101.2 History 121.3 Vision & Mission 201.4 Organizational Structure 241.5 Financial Performance 281.6 Personnel Policies 321.7 Products & Services Offered 381.8 Areas of Operation 411.9 Vending Scenario In India 471.10 Technical Specification of Vending Machine 501.11 Competitor Products 63
Chapter 2 66-672. Introduction to the Project 67
Chapter 3 68-693. SWOT Analysis 69
Chapter 4 70-724.1 Conclusion 714.2 Suggestion 72
Chapter 5 73-745. Future implication of study 74
Chapter 6 75-766. Observations & learning 76
Chapter 7 77-787. Recommendations 78
Chapter 8 79-808. Bibliography 80
PIMR, Indore Page 9
CHAPTER 1
1.1INTRODUCTION
PIMR, Indore Page 10
INTRODUCTION
Hindustan Unilever Limited (HUL) is India's largest Fast Moving Consumer GoodsCompany with a heritage of over 80 years in India and touches the lives of two out of threeIndians.
HUL works to create a better future every day and helps people feel good, look good and getmore out of life with brands and services that are good for them and good for others.
With over 35 brands spanning 20 distinct categories such as soaps, detergents, shampoos,skin care, toothpastes, deodorants, cosmetics, tea, coffee, packaged foods, ice cream, andwater purifiers, the Company is a part of the everyday life of millions of consumers acrossIndia. Its portfolio includes leading household brands such as Lux, Lifebuoy, Surf Excel, Rin,Wheel, Fair & Lovely, Pond’s, Vaseline, Lakmé, Dove, Clinic Plus, Sunsilk, Pepsodent,Closeup, Axe, Brooke Bond, Bru, Knorr, Kissan, Kwality Wall’s and Pureit.
The Company has over 16,000 employees and has an annual turnover of INR 27408 crores(financial year 2013 - 2014). HUL is a subsidiary of Unilever, one of the world’s leadingsuppliers of fast moving consumer goods with strong local roots in more than 100 countriesacross the globe with annual sales of €49.8 billion in 2013. Unilever has 67.25%shareholding in HUL.
Hindustan Unilever’s distribution covers over 1 million retail outlets across India directly andits products are available in over 6.3 million outlets in the country, nearly 80% of all retailoutlets in India. The company claims that two out of three Indians uses its many home andpersonal care products, foods and beverages. HUL works to create a better future everydayand helps people feel good, look good and get more out of life with brands and services thatare good for them and good for others.
PIMR, Indore Page 11
1.2 HISTORY
PIMR, Indore Page 12
HISTORY
In the summer of 1888, visitors to the Kolkata harbour noticed crates full of Sunlight soapbars, embossed with the words "Made in England by Lever Brothers". With it began an era ofmarketing branded Fast Moving Consumer Goods (FMCG).
Followed by Lifebuoy in 1895 and otherfamous brands like Pears, Lux and Vim,Vanaspati was launched in 1918 and the famousDalda brand came to the market in 1937.
In 1931, Unilever set up its first Indiansubsidiary, Hindustan Vanaspati ManufacturingCompany, followed by Lever Brothers IndiaLimited (1933) and United Traders Limited(1935). These three companies merged to formHUL in November 1956; HUL offered 10% ofits equity to the Indian public, being the firstamong the foreign subsidiaries to do so.Unilever now holds 67.25% equity in thecompany. The rest of the shareholding is distributed among about three lakh individualshareholders and financial institutions.
The erstwhile Brooke Bond's presence in India dates back to 1900. By 1903, the companyhad launched Red Label tea in the country. In 1912, Brooke Bond & Co. India Limited wasformed. Brooke Bond joined the Unilever fold in 1984 through an international acquisition.The erstwhile Lipton's links with India were forged in 1898. Unilever acquired Lipton in1972 and in 1977 Lipton Tea (India) Limited was incorporated.
Pond's (India) Limited had been present in India since 1947. It joined the Unilever foldthrough an international acquisition of Chesebrough Pond's USA in 1986.
Since the very early years, HUL has vigorously responded to the stimulus of economicgrowth. The growth process has been accompanied by judicious diversification, always inline with Indian opinions and aspirations.
The liberalisation of the Indian economy, started in 1991, clearly marked an inflexion inHUL's and the Group's growth curve. Removal of the regulatory framework allowed thecompany to explore every single product and opportunity segment, without any constraintson production capacity.
Simultaneously, deregulation permitted alliances, acquisitions and mergers. In one of themost visible and talked about events of India's corporate history, the erstwhile Tata Oil MillsCompany (TOMCO) merged with HUL, effective from April 1, 1993. In 1996, HUL and yetanother Tata company, Lakme Limited, formed a 50:50 joint venture, Lakme UnileverLimited, to market Lakme's market-leading cosmetics and other appropriate products of boththe companies. Subsequently in 1998, Lakme Limited sold its brands to HUL and divested its50% stake in the joint venture to the company.
PIMR, Indore Page 13
HUL formed a 50:50 joint venture with the US-based Kimberly Clark Corporation in 1994,Kimberly-Clark Lever Ltd, which markets Huggies Diapers and Kotex Sanitary Pads. HULhas also set up a subsidiary in Nepal, Unilever Nepal Limited (UNL), and its factoryrepresents the largest manufacturing investment in the Himalayan kingdom. The UNL factorymanufactures HUL's products like Soaps, Detergents and Personal Products both for thedomestic market and exports to India.
The 1990s also witnessed a string of crucial mergers, acquisitions and alliances on the Foodsand Beverages front. In 1992, the erstwhile Brooke Bond acquired Kothari General Foods,with significant interests in Instant Coffee. In 1993, it acquired the Kissan business from theUB Group and the Dollops Icecream business from Cadbury India.
As a measure of backward integration, Tea Estates and Doom Dooma, two plantationcompanies of Unilever, were merged with Brooke Bond. Then in 1994, Brooke Bond Indiaand Lipton India merged to form Brooke Bond Lipton India Limited (BBLIL), enablinggreater focus and ensuring synergy in the traditional Beverages business. 1994 witnessedBBLIL launching the Wall's range of Frozen Desserts. By the end of the year, the companyentered into a strategic alliance with the Kwality Icecream Group families and in 1995 theMilk food 100% Icecream marketing and distribution rights too were acquired.
Finally, BBLIL merged with HUL, with effect from January 1, 1996. The internalrestructuring culminated in the merger of Pond's (India) Limited (PIL) with HUL in 1998.The two companies had significant overlaps in Personal Products, Speciality Chemicals andExports businesses, besides a common distribution system since 1993 for Personal Products.The two also had a common management pool and a technology base. The amalgamation wasdone to ensure for the Group, benefits from scale economies both in domestic and exportmarkets and enable it to fund investments required for aggressively building new categories.
In January 2000, in a historic step, the government decided to award 74 per cent equity inModern Foods to HUL, thereby beginning the divestment of government equity in publicsector undertakings (PSU) to private sector partners. HUL's entry into Bread is a strategicextension of the company's wheat business. In 2002, HUL acquired the government'sremaining stake in Modern Foods.
In 2003, HUL acquired the Cooked Shrimp and Pasteurised Crabmeat business of theAmalgam Group of Companies, a leader in value added Marine Products exports.
HUL launched a slew of new business initiatives in the early part of 2000’s. Project Shaktiwas started in 2001. It is a rural initiative that targets small villages populated by less than5000 individuals. It is a unique win-win initiative that catalyses rural affluence even as itbenefits business. Currently, there are over 45,000 Shakti entrepreneurs covering over100,000 villages across 15 states and reaching to over 3 million homes.
In 2002, HUL made its foray into Ayurvedic health & beauty centre category with the Ayushproduct range and Ayush Therapy Centres. Hindustan Unilever Network, Direct to homebusiness was launched in 2003 and this was followed by the launch of ‘Pureit’ water purifierin 2004.
In 2007, the Company name was formally changed to Hindustan Unilever Limited afterreceiving the approval of share holders during the 74th AGM on 18 May 2007. Brooke Bond
PIMR, Indore Page 14
and Surf Excel breached the Rs 1,000 crores sales mark the same year followed by Wheelwhich crossed the Rs.2000 crores sales milestone in 2008.
On 17th October 2008, HUL completed 75 years of corporate existence in India.
In January 2010, the HUL head office shifted from the landmark Lever House, at BackbayReclamation, Mumbai to the new campus in Andheri (E), Mumbai.
On 15th November, 2010, the Unilever Sustainable Living Plan was officially launched inIndia at New Delhi.
In March, 2012 HUL’s state of the art Learning Centre was inaugurated at the HindustanUnilever campus at Andheri, Mumbai.
In April, 2012, the Customer Insight & Innovation Centre (CIIC) was inaugurated at theHindustan Unilever campus at Andheri, Mumbai
HUL completes 80 years of corporate existence in India on October 17, 2013.
PIMR, Indore Page 15
CHRONOLOGY OF KEY EVENTS
YEAR MILESTONES1888 Sunlight soap introduced in India.1895 Lifebuoy soap launched; Lever Brothers appoints agents in Mumbai, Chennai,
Kolkata, and Karachi.1902 Pears soap introduced in India.1903 Brooke Bond Red Label tea launched.1905 Lux flakes introduced.1913 Vim scouring powder introduced.1914 Vinolia soap launched in India.1918 Vanaspati introduced by Dutch margarine manufacturers like Van den Berghs,
Jurgens, Verschure Creameries, and Hartogs.1922 Rinso soap powder introduced.1924 Gibbs dental preparations launched.1925 Lever Brothers gets full control of North West Soap Company.1926 Hartogs registers Dalda Trademark.1930 Unilever is formed on January 1 through merger of Lever Brothers and Margarine
Unie.1931 Hindustan Vanaspati Manufacturing Company registered on November 27; Sewri
factory site bought.1932 Vanaspati manufacture starts at Sewri.1933 Application made for setting up soap factory next to the Vanaspati factory at
Sewri; Lever Brothers India Limited incorporated on October 17.1934 Soap manufacture begins at Sewri factory in October; North West Soap Company's
Garden Reach Factory, Kolkata rented and expanded to produce Lever brands.1935 United Traders incorporated on May 11 to market Personal Products.1937 Mr. Prakash Tandon, one of the first Indian covenanted managers, joins HVM.1939 Garden Reach Factory purchased outright; concentration on building up Dalda
Vanaspati as a brand.1941 Agencies in Mumbai, Chennai, Kolkata and Karachi taken over; company acquires
own sales force.1942 Unilever takes firm decision to "train Indians to take over junior and senior
management positions instead of Europeans".1943 Personal Products manufacture begins in India at Garden Reach Factory.1944 Reorganisation of the three companies with common management but separate
marketing operations.1947 Pond's Cold Cream launched.1951 Mr. Prakash Tandon becomes first Indian Director. Shamnagar, Tiruchy, and
Ghaziabad Vanaspati factories bought.1955 65% of managers are Indians.1956 Three companies merge to form Hindustan Unilever Limited, with 10% Indian
equity participation.1957 Unilever Special Committee approves research activity by Hindustan Unilever.1958 Research Unit starts functioning at Mumbai Factory.1959 Surf launched.1961 Mr. Prakash Tandon takes over as the first Indian Chairman; 191 of the 205
managers are Indians.
PIMR, Indore Page 16
1962 Formal Exports Department starts.1963 Head Office building at Backbay Reclamation, Mumbai opened.1964 Etah dairy set up, Anik ghee launched; Animal feeds plant at Ghaziabad; Sunsilk
shampoo launched.1965 Signal toothpaste launched; Indian shareholding increases to 14%.1966 Lever's baby food, more new foods introduced; Nickel catalyst production begins;
Indian shareholding increases to 15%. Statutory price control on Vanaspati; Taj Mahal tea launched.
1967 Hindustan Unilever Research Centre opens in Mumbai.1968 Mr. V. G. Rajadhyaksha takes over as Chairman from Mr. Prakash Tandon; Fine
Chemicals Unit commissioned at Andheri; informal price control on soap begins.1969 Rin bar launched; Fine Chemicals Unit starts production; Bru coffee launched1971 Mr. V. G. Rajadhyaksha presents plan for diversification into chemicals to Unilever
Special Committee - plan approved; Clinic shampoo launched.1973 Mr. T. Thomas takes over as Chairman from Mr. V. G. Rajadhyaksha.1974 Pilot plant for industrial chemicals at Taloja; informal price control on soaps
withdrawn; Liril marketed.1975 Ten-year modernisation plan for soaps and detergent plants; Jammu project work
begins; statutory price control on Vanaspati and baby foods withdrawn; Close-up toothpaste launched.
1976 Construction work of Haldia chemicals complex begins; Taloja chemicals unit begins functioning.
1977 Jammu synthetic Detergents plant inaugurated; Indian shareholding increases to 18.57%.
1978 Indian shareholding increases to 34%; Fair & Lovely skin cream launched.1979 Sodium Tripolyphospate plant at Haldia commissioned.1980 Dr. A. S. Ganguly takes over as Chairman from Mr. T. Thomas; Unilever
shareholding in the company comes down to 51%.1982 Government allows 51% Unilever shareholding.1984 Foods, Animal Feeds businesses transferred to Lipton.1986 Agro-products unit at Hyderabad starts functioning - first range of hybrid seeds
comes out; Khamgaon Soaps unit and Yavatmal Personal Products unit start production.
1988 Launch of Lipton Taaza tea.1990 Mr. S. M. Datta takes over as Chairman from Dr. A. S. Ganguly.1991 Surf Ultra detergent launched.1992 HUL recognised by Government of India as Star Trading House in Exports.1993 The erstwhile Brooke Bond India acquires the Kissan brand from the United
Breweries Group, giving HUL an entry into the foods business.1994 HUL's largest competitor, Tata Oil Mills Company (TOMCO), merges with the
company, the biggest such in Indian industry till that time.HUL forms Unilever Nepal Limited, HUL and US-based Kimberley-Clark Corporation form 50:50 joint venture - Kimberley-Clark Lever Ltd. - to market Huggies diapers and Kotex feminine care products. Factory set up at Pune in 1995;HUL acquires Kwality and Milk food 100% brand names and distribution assets. HUL introduces Wall's.
1995 HUL enters branded staples business with salt; HUL recognised as Super Star Trading House.
1996 HUL and Indian cosmetics major, Lakme Ltd., form 50:50 joint ventures - Lakme
PIMR, Indore Page 17
Lever Ltd.; HUL enters branded staples business with salt; HUL recognised as Super Star Trading House.
1996 Mr. K. B. Dadiseth takes over as Chairman from Mr. S. M. Datta; Merger of Groupcompany, Brooke Bond Lipton India Limited, with HUL, with effect from January 1; HUL introduces branded atta; Surf Excel launched.
1997 Unilever sets up International Research Laboratory in Bangalore; new Regional Innovation Centres also come up.
1998 Group company, Pond's India Ltd., merges with HUL with effect from January 1, 1998. HUL acquires Lakme brand, factories and Lakme Ltd.'s 50% equity in Lakme Lever Ltd.
2000 Mr. M. S. Banga takes over as Chairman from Mr. K. B. Dadiseth, who joins the Unilever Board; HUL acquires 74% stake in Modern Food Industries Ltd., the first public sector company to be disinvested by the Government of India.
2002HUL enters Ayurvedic health & beauty centre category with the Ayush range and Ayush Therapy Centres.
2003Launch of Hindustan Lever Network; acquisition of the Amalgam Group
2004Pureit test marketing in Chennai
2006Brooke fields food operations moved to Mumbai
2007Company name formally changed to Hindustan Unilever Limited after receiving the approval of share holders during the 74th AGM on 18 May 2007
Sales of Brooke Bond and Surf Excel each cross the Rs 1,000 crores mark
2008HUL completes 75 years on 17th October 2008 Pureit national launch across India
2010HUL moves to its new headquarters ‘Unilever House’ in Andheri, Mumbai. Pureit international launch. Unilever Sustainable Living Plan launched in India
2013HUL completes 80 years on October 17 2013
PIMR, Indore Page 18
1.
2.
3.
4.
5.1.3 VISION &
6. MISSION
PIMR, Indore Page 19
7. VISION
8. Unilever is a unique company, with a proud history and a bright future. We have
ambitious plans for sustainable growth and an intense sense of social purpose. We meet everyday needs for nutrition; hygiene and personal care with brands that help people feel good, look good and get more out of life. Sustainability is at the heart of our business, and through our brands, we seek to inspire people to take small everyday actions that can add up to a big difference for the world.
9. Our deep roots in local cultures and
markets around the world give us ourstrong relationship with consumersand are the foundation for our futuregrowth. We will bring our wealth ofknowledge and internationalexpertise to the service of localconsumers – a truly multi-localmultinational.
10. Our long-term success requires a
total commitment to exceptional standards of performance and productivity, to working together effectively, and to a willingness to embrace new ideas and learn continuously.
11. To succeed also requires, we believe, the highest standards of corporate behaviour
towards everyone we work with, the communities we touch, and the environment on which we have an impact.
12. This is our road to sustainable, profitable growth, creating long-term value for our shareholders, our people, and our business partners.
13. A CLEAR DIRECTION
PIMR, Indore Page 20
14. Our purpose is to make sustainable living commonplace. We work to create a
better future every day, with brands and services that help people feel good, lookgood, and get more out of life.
15. In 2009, we launched The Compass – our strategy for sustainable growth. It sets
out our clear and compelling vision to double the size of the business, while reducingour environmental footprint and increasing our positive social impact and gives lifeto our determination to build a sustainable business for the long term. This iscaptured in the Unilever Sustainable Living Plan.
16. By combining our multinational expertise with our deep roots in diverse local
cultures, we’re continuing to provide a range of products to suit a wealth ofconsumers. We’re also strengthening our strong relationships in the emergingmarkets we believe will be significant for our future growth.
17. And by leveraging our global reach and inspiring people to take small, everyday
actions, we believe we can help make a big difference to the world.
18. "We cannot close our eyes to the challenges that the world faces. Business must
make an explicit and positive contribution to addressing them. I’m convinced we cancreate a more equitable and sustainable world for all of us by doing so,” saysUnilever CEO Paul Polman.
19. “But this means that business has to change. The Unilever Sustainable Plan is a
blueprint for sustainable growth. And in 2014 we are strengthening our Plan withnew commitments to drive further transformational change.”
PIMR, Indore Page 21
20. OUR PRIORITIES & PRINCIPLES
21. Unilever is committed to supporting sustainability and providing our consumers
around the world with the products they need to look good, feel good and get moreout of life.
22. Five key priorities provide the foundation for our brand’s campaigns. Read some
examples of how different brands are upholding these principles.
23. A BETTER FUTURE FOR CHILDREN
Our oral care brands Signal and Close-Up encourage children to brush their teeth day andnight for optimal dental health. We also partner the FDI World Dental Federation, supporting oralhealth programmes around the world.
Brands such as Omo and Persil have helped parents believe the unconventionalphilosophy that Dirt is good. Children learn through play, and mud spatters and grass stains caneasily be removed with effective laundry products.
Unilever also partners the World Food Programme and launched the Together for ChildVitality initiative to bring our expertise in nutrition to children in some of the world’s poorestcountries.
24. A HEALTHIER FUTURE
Our Flora/Becel margarine brands have been scientifically proven to help reducecholesterol levels
Vaseline has launched the Vaseline Skin Care Foundation, providing research into skinconditions and support for people affected by them
Lifebuoy soap has long had a presence in developing markets around the world, and itscampaign to promote hand washing with soap was celebrated by 200 million people across 53countries in 2013.
PIMR, Indore Page 22
25. A MORE CONFIDENT FUTURE
Dove’s Campaign for Real Beauty uses real women instead of models in its advertisingcampaigns. The brand has also launched the Dove Self Esteem Fund which educates and inspiresmillions of young women
Our Sunsilk hair care brand has partnered some of the world’s leading hair specialists toco-create formulas tailored to treat conditions such as hair-fall, frizz, limp locks anduncontrollable curls
Close-Up toothpaste provides an affordable oral care solution for consumers indeveloping markets, allowing them to take care of their dental health and closer with confidence.
26. A BETTER FUTURE FOR THE PLANET
We’re aiming to grow our business while reducing our environmental footprint andworking across the supply chain for every brand to do so
Our Laundry brands, including Surf, Omo, Persil and Comfort, have launched theCleaner Planet Plan together, encouraging consumers to change their laundry habits to reducewater and energy consumption
Our Lipton tea brand backs sustainable forest management projects in Africa
27. A BETTER FUTURE FOR FARMING & FARMERS
Many of our brands contain ethically and sustainably sourced ingredients that areindependently certified
Among these are Lipton tea, which is accredited by the Rainforest Alliance, and Ben &Jerry’s ice cream, which includes Fair-trade vanilla and almonds in various flavours
Around half our raw materials come from agriculture and forestry, so we’re workingtowards making our key crops 100% sustainable.
28.PIMR, Indore Page 23
29. MISSION
30. Unilever’s mission is to add vitality to life they meet everyday needs for nutrition,
hygiene and personal cares with brands that help people feel good, look good and getmore out of life.
31.
32.33. PRINCIPLES OF HUL
34. Always working with integrity
35. Conducting our operations with integrity and with respect for themany people, organizations and environments our business toucheshas always been at the heart of our corporate responsibility.
36. Positive impact
37. We aim to make a positive impact in many ways: through ourbrands, our commercial operations and relationships, through
PIMR, Indore Page 24
voluntary contributions, and through the various other ways inwhich we engage with society.
38. Continuous commitment
39. We're also committed to continuously improving the way we
manage our environmental impacts and are working towards ourlonger-term goal of developing a sustainable business.
40. Setting out our aspirations
41. Our corporate purpose sets out our aspirations in running ourbusiness. It's underpinned by our code of business Principles whichdescribes the operational standards that everyone at Unileverfollows, wherever they are in the world. The code also supports ourapproach to governance and corporate responsibility.
42. Working with others
43. We want to work with suppliers who have values similar to our ownand work to the same standards we do. Our Business partner code,aligned to our own Code of business principles, comprises tenprinciples covering business integrity and responsibilities relating toemployees, consumers and the environment.
44.
PIMR, Indore Page 25
45.46.47.48.49.
50.1.4ORGANIZATIONAL
STRUCTURE51.
PIMR, Indore Page 26
52. ORGANIZATIONAL STRUCTURE
53. Hindustan Unilever Limited is India's largest Fast Moving Consumer Goods
(FMCG) Company. It is present in Home & Personal Care and Foods & Beveragescategories. HUL has over 16,500 employees, including over 1500 managers.
54. The fundamental principle determining the organisation structure is to infuse
speed and flexibility in decision-making and implementation, with empoweredmanagers across the company’s nationwide operations.
55. The Board
56. The Board of Directors of the Company represents an optimum mix of
professionalism, knowledge and experience. The total strength of the Board ofDirectors of the Company is eight Directors, comprising Non-Executive Chairman,three Executive Directors and four Non-Executive Independent Directors.
57.58. Mr. Harish Manwani - Chairman
59. Mr. Harish Manwani (60) assumed charge as the Non-Executive Chairman of the Company with effect from 1st July, 2005. He is also the Chief Operating Officer of Unilever and a member of Unilever Leadership Executive (ULE).
60.61.62.
PIMR, Indore Page 27
63. Mr. Sanjiv Mehta - CEO and Managing Director
64. Mr. Sanjiv Mehta (53) joined the Board of the Company in October 2013. He is also the Executive Vice President for Unilever in South Asia and a member of Unilever’s Global Market Executive.
65.66.67.68. Mr. P. B. Balaji - Chief Financial Officer
69. Mr. P. B. Balaji (44) joined the Company as a Management Trainee in May 1993 and has worked in number of roles in finance and supply chain over a period of 20 years.
70.71.
72.73.74. Mr Pradeep Banerjee - Executive Director, Supply Chain
75. Mr. Pradeep Banerjee (55) joined the Company as a Management Trainee in 1980.
76.77.78.
PIMR, Indore Page 28
79.80.81.82.83.
84.85.
86. Mr. Aditya Narayan - Independent Director
87. Mr. Aditya Narayan (62) began his career as a Management Trainee with ICI India Limited (now Akzo Nobel India Limited) in 1973.
88.89.90.
91.92.93. Mr. S. Ramadorai - Independent Director
94. Mr. S. Ramadorai (69) has been in public service since February 2011, currently acting as Chairman of National Skill Development Agency (NSDA) in the rank of a Cabinet Minister.
PIMR, Indore Page 29
95.96.97.
98.99.100. Mr. O. P. Bhatt - Independent Director
101. Mr. O. P. Bhatt (63) is the former Chairman of SBI (State Bank of India). In the 36 years that Mr. Bhatt served at SBI, he worked on several important national and international assignments.
102.103.104.105.
106.107. Dr. Sanjiv Misra - Independent Director
108. Dr. Sanjiv Misra (66) is a retired Indian Administrative Services (IAS) officer and a former member ofthe 13th Finance Commission, a constitutional position with the rank of a Minister of State.
109.
PIMR, Indore Page 30
110. Management Committee
111. The day-to-day management of affairs of the Company is vested with the
Management Committee which is subjected to the overall superintendence andcontrol of the Board.
112. The Management Committee is headed by Mr. Sanjiv Mehta and has
functional heads as its members representing various functionsof the Company.
113.114. Mr. Sanjiv Mehta - CEO and Managing Director
115. Mr. Sanjiv Mehta (53) joined the Board of the Company in October 2013. He is also the Executive Vice President for Unilever in South Asia and a member of Unilever’s Global Market Executive.
116.
117.
118. Mr. P. B. Balaji - Chief Financial Officer
119. Mr. P. B. Balaji (44) joined the Company as a Management Trainee in May 1993 and has worked in number of roles in finance and supply chain over a
period of 20 years.
120.121.
PIMR, Indore Page 31
122.123.124. Mr. Hemant Bakshi - Executive Director, Home & Personal
Care
125. Mr. Hemant Bakshi (50) joined the Company in June 1989 and has worked in various sales and marketing assignments spanning across Personal Products and Home Care categories.
126.127.
128.129. Mr Pradeep Banerjee - Executive Director, Supply Chain
130. Mr. Pradeep Banerjee (55) joined the Company as a Management Trainee in 1980.
131.132.133.134.135.136.
PIMR, Indore Page 32
137. Mr Dev Bajpai – Executive Director, Legal and Company Secretary
138. Mr Dev Bajpai (46) is a Fellow Member of the Institute of Company Secretaries of India and has a law degree from University of Delhi.
139.140.141.
142.143. Executive Director, Foods & Refreshment
144. Ms. Geetu Verma (48) has over twenty five years of marketing, business and innovation experience in leading FMCG firms – P&G, Seagram, PepsiCo in India and Europe.
145.146.147.
148.149. Mr. Manish Tiwary - Executive Director, Sales and Customer
Development
150. Mr. Manish Tiwary (42) joined the Company in June 1995 and has worked in various sales, marketingand general management assignments across HUL.
151.PIMR, Indore Page 33
152.153.154.155. Mr. BP Biddappa - Executive Director, HR
156. Mr. BP Biddappa (47) joined Hindustan Unilever Limited in 1992. He has held global positions for Unilever - with Unilever Maghreb (Casablanca), Unilever Bangladesh as HR Director and then in Unilever Asia, Singapore as Vice President, Human Resources for the Supply Chain in Asia, Africa and Russia.
157.
158.
159.
160.
161.
162.
163.
PIMR, Indore Page 34
164. 1.5 FINANCIALPERFORMANCE
165.
166.
PIMR, Indore Page 35
167. FINANCIAL PERFORMANCE
168. 10 years financial performance track record and trend
PIMR, Indore Page 36
169. Source-HUL OFFICIAL WEBSITE
PIMR, Indore Page 37
170. Source-HUL OFFICIAL WEBSITE
PIMR, Indore Page 38
171. FINANCIAL POSITION
172. Balance sheet
173. (Rs crore)
174.175.Mar
176. Mar'13
177.Mar
178.Mar
179.Mar
180. Sources of funds181. Owner's fund182. Equity share
capital183.216.2
184. 216.25
185.216.1
186.215.9
187.218.1
188. Share applicationmoney
189.-
190. - 191.-
192.-
193.-
194. Preference sharecapital
195.-
196. - 197.-
198.-
199.-
200. Reserves &surplus
201.3,060
202. 2,457.77
203.3,296
204.2,443
205.2,364
206. Loan funds207. Secured loans 208.
-209. - 210.
-211.-
212.-
213. Unsecured loans 214.-
215. - 216.-
217.-
218.-
219. Total 220.3,277
221. 2,674.02
222.3,512
223.2,659
224.2,582
225. Uses of funds226. Fixed assets227. Gross block 228.
4,162229. 3,8
68.95
230.3,564
231.3,531
232.3,581
233. Less : revaluationreserve
234.-
235. - 236.-
237.-
238.0.67
239. Less :accumulateddepreciation
240.1,740
241. 1,576.05
242.1,416
243.1,362
244.1,419
245. Net block 246. 247. 2,2 248. 249. 250.
PIMR, Indore Page 39
2,422 92.90
2,147 2,169 2,161
251. Capital work-in-progress
252.319.7
253. 215.64
254.215.4
255.288.7
256.273.9
257. Investments 258.3,094
259. 2,330.66
260.2,438
261.1,260
262.1,264
263. Net current assets264. Current assets,
loans & advances265.7,162
266. 6,673.27
267.6,157
268.6,444
269.5,818
270. Less : currentliabilities &provisions
271.9,721
272. 8,838.45
273.7,445
274.7,503
275.6,935
276. Total net currentassets
277.-
278. -2,165.18
279.-
280.-
281.-
282. Miscellaneousexpenses notwritten
283.-
284. - 285.-
286.-
287.-
288. Total 289.3,277
290. 2,674.02
291.3,51
292.2,659
293.2,582
294. Notes:295. Book value of
unquotedinvestments
296.605.0
297. 515.87
298.153.3
299.108.9
300.466.4
301. Market value ofquotedinvestments
302.2,592
303. 1,982.78
304.2,469
305.1,279
306.953.5
307. Contingentliabilities
308.991.2
309. 894.21
310.1,009
311.922.9
312.468.4
313. Number of equitysharesoutstanding( Lakh )
314.2162
315. 21624.72
316.2161
317.2159
318.2181
319.
PIMR, Indore Page 40
320.
321.
322.
323.
324. 1.6 PERSONNELPOLICIES
325.
326.
327.
328.
PIMR, Indore Page 41
329.
330.
331.
332.333. RECRUITMENT PROCESS
334. A job at Hindustan Unilever Limited is not just a job; it is the beginning of
a career made by you. Working at HUL offers unique opportunities for personal andprofessional development, along with several benefits and a work culture thatembraces diversity. So whether you’re looking for an internship, post graduateopportunities, or a job opening to progress your professional career, at HUL you canshape your own career growth path. Find a job that you love, excel in and isrewarding as you work with the brands and people that drive our sustainable businessgrowth.
335. HUL believe in investing in the future. This helps achieve our mission–
double the size of the business while reducing environmental impact. Theirinvestment - You. Whether you’re a post graduate looking for on-job training throughour Future Leaders Programme, or a student looking for a hands-on internship, ourprogrammes help build leaders of tomorrow.
336. Working at HUL gives you an opportunity to work on exciting brands,
challenging projects and gain experience at one of the leading consumer goodscompanies. The training will help you learn to take calculated risks, cope withcorporate pressures and hone your leadership skills. At HUL, we build better futures.
PIMR, Indore Page 42
337. HUL is an Indian FMCG major and hence constantly follows the
predefined best practices for its recruitment and selection process. The HR managersat HUL do the personnel planning or the vacancy planning through the belowresources.
338. The internet
339. Online based job portals
340. English and Hindi news papers
341. On campus recruitment
342. After completing the personnel planning the HR managers at HUL try to
find out which channel of recruitment to be followed.
343.344. SAFETY AND HEALTH POLICY FOR EMPLOYEES
345. Safety Principles
346. 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
PIMR, Indore Page 43
Working safely is a condition of employment
Training all employees to work safely is essential
Management audits are a must
Employee involvement is essential
All deficiencies must be reported and corrected promptly
347. This document will form the basis for the concerned Line / Organisations
in developing KPI's for their respective functions / sites.
348. Safety & Health Policy
349. Hindustan Unilever Ltd (HUL) recognizes people as its most important
asset and is committed to a safe and healthy work environment impacting thoseworking on, visiting or living near our operations. Management at all levels will beresponsible and will be held accountable for the occupational safety and healthperformance of the Company. At the same time it is the duty of every employee towork in a safe manner so as not to endanger himself / herself or his/her colleagues atwork and during travel. This is a condition of employment.
350. HUL is committed to make, handle, use, transport, sell or dispose of
products, in a safe and environmentally sound manner. HUL aims to preventoccupational injuries and ill health through the following actions:
Integrate safety into all business processes. Proactively evaluate risk of occupationalinjury / illness and implement actions to mitigate the risk.
Design, adapt, operate and maintain technology, plants and other facilities within thedesignated safety criteria throughout their working life.
Develop, introduce and maintain safety and health management systems across theCompany to meet concern standards as well as statutory requirements for safety and health.Verify compliance with these standards through regular auditing.
Set continual improvement objectives and targets and review these periodically to ensurethat these are being met at the individual unit and corporate levels.
PIMR, Indore Page 44
Inculcate safety as a personal value through behavioural intervention at all levels,recognition of positive behaviour and continuous correction of unsafe behaviour.
Involve all employees in the implementation of this Policy and provide appropriatetraining.
Provide for appropriate dissemination of information on safety and health at work andtravel through suitable communication networks both within HUL and among stakeholders.
Implement Mandatory Minimum Standards at Third Party co-packers and dedicatedwarehouses.
351.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.
Sites of associates with HUL holding > 24% while carrying out operations of making,handling, using, transporting, selling or disposing off of our products
352. Who does the policy apply to?
All employees at business anywhere
Contractors and visitors while at our own sites
353. 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, businessrelated get-togethers, annual sports etc.
PIMR, Indore Page 45
354. Implementation Responsibility
355. HUL Management at all levels is responsible for Policy implementation.
Every site shall prepare a responsibility matrix with respect to this Policy. Such SHEresponsibilities shall form an integral part of overall job responsibilities of allemployees.
All Unilever and HUL Standards, Rules and Procedures on Occupational Safety andHealth, including those that may be specific to a site are integral to this Policy and itsimplementation. All employees are required to ensure strict adherence.
356. TRAINING AND DEVELOPMENT
357.358. The needs of individual are objectively identified & necessary
interventions are planned for identified groups, which get rolled out in a phasedmanner through training calendar.
359. The training and development program is charted out to cover the number
of trainees, existing staff. The programs also cover the identification of resourcepersonnel for conducting development program, frequency of training anddevelopment programs and budget allocation.
360. Training and development programs can also be designed depending upon
job requirement and analysis. Selection of trainees is also facilitated by job analysis.
361. The company has a strong focus on manpower training according to their
requirements. The internal training department aims at improving the skill setsrelevant to the work profile of employees. This includes improving communication,Different skills, E-mail programming, Operation systems.
362. The design of the training program can be undertaken only when a clear
training objective has been produced. The training objective clears what goal has to
PIMR, Indore Page 46
be achieved by the end of training program i.e. what the trainees are expected to beable to do at the end of their training. Training objectives assist trainers to design thetraining program.
363.364. Training Design:-
365.366. The trainer – Before starting a training program, a trainer analyses his
technical, interpersonal, judgmental skills in order to deliver quality content totrainers.
367.368. The trainees – A good training design requires close scrutiny of the
trainees and their profiles.
369. Age, experience, needs and expectations of the trainees are some of the
important factors that affect training design.
370.371. Training climate – A good training climate comprises of ambience, tone,
and feelings, positive perception for training program, etc.
372.373. Trainees’ learning style – The learning style, age, experience, educational
background of trainees must be kept in mind in order to get the right pitch to thedesign of the program.
PIMR, Indore Page 47
374.375. Training strategies – Once the training objective has been identified, the
trainer translates it into specific training areas and modules. The trainer prepares thepriority list of about what must be included, what could be included.
376.377. Training topics – After formulating a strategy, trainer decides upon the
content to be delivered.
378. Trainers break the content into headings, topics and ad modules. These
topics and modules are then classified into information, knowledge, skills, andattitudes.
379.380. Sequence the contents – Contents are then sequenced in a following
manner:
381. • From simple to complex
382. • Topics are arranged in terms of their relative importance
383. • From known to unknown
384. • From specific to general
385. • Dependent relationship
PIMR, Indore Page 48
386.387. Training tactics – Once the objectives and the strategy of the training
program becomes clear, trainer comes in the position to select most appropriatetactics or methods or techniques. The method selection depends on the followingfactors:
388. • Trainees’ background
389. • Time allocated
390. • Style preference of trainer
391. • Level of competence of trainer
392. • Availability of facilities and resources, etc.
393.394. Meaning of training & development according to HUL: -
395. The need for Training and Development is determined by the employee’s
performance deficiency, computed as follows. Training & Development Need =Standard Performance – Actual Performance.
396.397. Training: Training refers to the process of imparting specific skills. An
employee undergoing training is presumed to have had some formal education. No
PIMR, Indore Page 49
training program is complete without an element of education. Hence we can say thatTraining is offered to operatives.
398.399. Development: Development means those learning opportunities designed
to help employees to grow. Development is not primarily skills oriented. Instead itprovides the general knowledge and attitudes, which will be helpful to employers inhigher positions. Efforts towards development often depend on personal drive andambition. Development activities such as those supplied by managementdevelopment programs are generally voluntary in nature. Development providesknowledge about business environment, management principles and techniques,human relations, specific industry analysis and the like is useful for bettermanagement of a company.
400.401. Carrier Development:-
402. Hindustan Unilever provided both vertical and lateral growth prospects for
its employees in all the business units present in India. India was one of fewcountries where all the different business divisions – Research, Development,Testing, Consulting, Sales & Marketing, and
403. Support – had a significant presence. Employees could move between the
business units according to their areas of interest. Moreover, employees wereprovided with exposure to different business units by way of mentoring from senioremployees of Unilever.
404.
405.PIMR, Indore Page 50
406.
407.
408.
409. 1.7 PRODUCT &SERVICE OFFERED
410.
PIMR, Indore Page 51
411. PRODUCT & SERVICE OFFERED
412. HUL Digital Fully Automatic Vending Machine
413.
414.415. Advantages of this product:
416. Hot tea and coffee on your fingertips for 24 hours that too economic.
No need to preserve milk and store spices, tea and coffee.
Home like tea- coffee without gas stove, utensils and efforts
Hot, healthy and pure tea-coffee always.
PIMR, Indore Page 52
417.418. Usefulness
419.
Small office (for 5 or more peoples), corporate offices and shops
Factories, banks, showrooms, caterers, school, colleges
Pan-cold Drink shops, hotels, guest houses, meeting hall, cinema hall
Canteen, fast food restaurant, cyber cafe and public places like clubs
PIMR, Indore Page 53
420. Vending Machine
421. A Vending machine is an automatic machine that sells food such ascanned soups and packaged sandwiches, snacks such as potatochips, chocolate bars, and candy, hot drinks (coffee, tea, and hotchocolate); cold drinks (juice, bottled water, soft drinks, and insome cases, milk or chocolate milk); or other items such asnewspapers and tissue paper.
422. HUL is one of the prominent manufacturer, supplier and exportersof a wide range of vending machines. Apart from this, they alsodeal in delicious and aromatic Tea and coffee premixes, health drinkand beverages.
423.424. There are many machines available details below:
425. Machine
Details
426. Price
427. 2 Lane Machine (cute
model)
428. Rs.14500/-
429. 2 Lane Machine
(regular model)
430. Rs.15500/-
431. 3 Lane Machine 432. Rs.17000/-
433. 4 Lane Machine 434. Rs.19500/-
435.436. Below mention are the details of our product and service
offered:
437.PIMR, Indore Page 54
438. CONSUMABLE
S
439. PACK. 440. RATE/PACK
(RS.)
441.LIPTON
CARDAMOM TEA
442. 1
KG
443. 315
444.LIPTON
HOT LEMON TEA
445. 1
KG
446. 265
447.LIPTON
DIET WHITENER
448. 7
50GM.
449. 360
450.TAJ
MAHAL TEA
BAGS
451. 1
00s
452. 130
453.BRU
COFFEE PREMIX
454. 1
KG
455. 300
456.KNORR
TOMATO SOUP
457. 1
KG
458. 600
459.LIPTON
NORMAL SUGAR
DW
460. 1
KG
461. 245
462.LIPTON
MASALA TEA
463. 1
KG
464. 315
PIMR, Indore Page 55
465.
466.
467.
468.
469. 1.8 Areas ofOperation
PIMR, Indore Page 56
470. Areas of Operation
471. Out of Home Business
472. Hindustan Unilever Limited (HUL) is India's largest Fast
Moving Consumer Goods Company with a heritage of over 75 years in India andtouches the lives of two out of three Indians.
473. HUL works to create a better future every day and helps people feel good,
look good and get more out of life with brands and services that are good for themand good for others.
474. With over 35 brands spanning 20 distinct categories such as soaps,
detergents, shampoos, skin care, toothpastes, deodorants, cosmetics, packaged foods,ice cream, tea and coffee machines and water purifiers, the Company is a part of theeveryday life of millions of consumers across India. Its portfolio includes leadinghousehold brands such as Lux, Lifebuoy, Surf Excel, Rin, Wheel, Fair & Lovely,Pond’s, Vaseline, Lakmé, Dove, Clinic Plus, Sunsilk, Pepsodent, Closeup, Axe,Brooke Bond, Bru, Knorr, Kissan, Kwality Wall’s and Pureit.
475. Talks about OOH business
476. OOH is an arm of HUL- Foods business that caters to the on-premise F&B
requirements, using state-of-the-art vending machines, like tea vending and coffeevending machines with branded premixes enabling people to sip their favouritebeverages when outside the comfort of their homes. So whether one is at work, or ata mall / multiplex, or in a college cafeteria, or simply waiting at the airport / railwaystation, they can enjoy their favourite drink at the push of a button.
477. We also into B2B and supply our products directly to caterers,
confectionary manufacturers, ship chandlers and others to meet their bulkrequirements.
PIMR, Indore Page 57
478. OOH business is about providing consumers with a refreshing branded
beverage experience while they are Out of Home, at work, wait and play. Wereach our customer beyond their homes, and offer quality service and products.
479. There are primarily 4 verticals in OOH business:-
1. Vending
2. Institutional Bulk Supplies
3. Unilever Foods Solution
4. Experience
480.
481.
482.483. Where we work
484. Project Laser Beam is targeting the Satkhira district in the
South West of Bangladesh and Indonesia’s Nusa Tenggara Timur (NTT) district.
485.486. Fighting malnutrition
PIMR, Indore Page 58
487. Activities are concentrating on the Satkhira district in the
South West of Bangladesh. Bangladesh is among the most denselypopulated countries in the world with a high vulnerability to annualmonsoon floods and cyclones.
488. Satkhira is especially prone to natural disasters and its
ground water is contaminated with arsenic. Regular floods destroycrops, majorly impacting food security. 40% of the population (or 60million people) are undernourished; 7 million of them are children.Few charities currently operate in the region and no programmesimilar to Project Laser Beam is in place.
489. The programme is also focusing on Indonesia’s Nusa
Tenggara Timur (NTT) district, which has a population ofapproximately 4 million people. A number of charities currentlyoperate in the region. Indonesia also has a history of naturaldisasters and struggles with overpopulation and widespreadpoverty. It is one of seven countries that are home to two-thirds ofthe world’s hungry. 18% of the world’s underweight children underfive come from Indonesia.
490.491. Unilever Sustainable Living Plan
492. Project Laser Beam goes right to the heart of the Unilever
Sustainable Living Plan which has pledged to help more than 1billion people take action to improve their hygiene habits and tobring safe drinking water to 500 million people. This will helpreduce the incidence of life-threatening diseases like diarrhoea.
PIMR, Indore Page 59
493. Nutrition is another important part of the Plan. By 2020,
Unilever will double the proportion of its portfolio that meets thehighest nutritional standards based on globally recognised dietaryguidelines. This will help hundreds of millions of people to achieve ahealthier diet.
494.
495.
PIMR, Indore Page 60
496. PRODUCTS OF HUL
497. FOOD, DRINK AND WATER PURIFIER
498.
499.
500.
501.
502.PIMR, Indore Page 61
503.
PIMR, Indore Page 62
504.505. HOME CARE
506.
507.
508.
509.
PIMR, Indore Page 63
510.
511.
PIMR, Indore Page 64
512.513. PERSONAL CARE
514.
PIMR, Indore Page 65
515.
516.
517.
518.
519. 1.9 VENDINGSCENARIO IN INDIA
PIMR, Indore Page 66
520. VENDING SCENARIO IN INDIA
521. In India consumption of soft drinks is higher in the urban areas than in
rural areas. India is the largest producer of tea in the world accounting for 28% of thetotal global production, at 857 million kgs. Apart from the major tea players in thecountry like Brooke Bond, Lipton, etc now metro, cash and carry India, theinternational leader in sell-service wholesale, is also offering its range of premiumtea bags under its H-line and HORECA select brands to cater to the table and kitchenneeds of the hospitality industry.
522. Popular flavours in tea are cardamom, ginger, masala, lemon and green
tea. With increasing awareness about the health benefits of tea in terms of itsantioxidant qualities, consumption of various varieties of tea is expected to increaseeven more. India is the sixth prime producer of coffee in the world after Brazil,Vietnam, Columbia, Indonesia and Ethiopia. The country accounts for around 4.5%of the global coffee production. Much of the coffee production takes place in thesouthern states of the country and in the hilly regions of Assam, Nagaland andArunachal Pradesh. India is famed for its Monsoon Malabar variety.
523. The strategy of installing vending machines in organizations, offices,
institutes, etc give huge consumer base which earlier was scattered and was beingserved by various retailers and roadside “Chaiwallas” with no guarantee of beingserved by a particular company’s products always. By installing vending machines inoffices, companies, and institutes, food & beverage companies are consolidating theirconsumer base as on an average 2 out of 4 times a consumer consume a particularcompany’s product only. This step also helps in brand building for companies as theirvending machines will substantially increase brand visibility and brand recall of theirproducts.
524. Major Companies in the market are as follows:
1. HUL
2. Nestle
3. Cafe Coffee Day
PIMR, Indore Page 67
4. Godrej
5. Georgia
6. Amazon
PIMR, Indore Page 68
525.526. Solutions through Vending Machine:
527.528. Following are some reasons for growth of this market:
529. TIME SAVING
COST SAVING
VARIETY CHOICE
EASY TO USE
HYGIENIC
LOW MAINTENANCE
RELIABLE
530.531. The services provided by HUL vending are as follows:
532. WIDE COVERAGE
STRONG RESOURCING
SAFETY
QUALITY
CONSISTENCY
PIMR, Indore Page 69
533.534.
535.
536.
537.
538.
539.
540. 1.10 TECHNICALSPECIFICATIONS OFVENDING MACHINE
PIMR, Indore Page 70
541. TECHNICAL SPECIFICATIONS OF VENDING MACHINE
542.543.2 Lane Cute Model
PIMR, Indore Page 71
544.545. Specifications 546. Model Details
547. Machine Dimension (W*D*H) mm
548. 220*440*625
549. No. Of Options 550. 2
551. Premix Capacity (Each Lane) 552. 1.2 Kg each
553. Water Tank Capacity 554. 20 Litres. (Bubble Top)
555. Dispensing Rate (Cups/Min.) 556. 03-05 Cups
557. Weight of Machine 558. 18 Kg
559. Max. Load 560. 1.4 kw
561. Power Supply 562. 230V AC, 15A
563. Auto Cleaning 564. Yes
565. Water Filling 566. Bubble Top
567. Machine Body 568. GI Sheet
569. Top Cover 570. GI Sheet
571. Tray 572. Moulded
573. Boiler Capacity 574. 2.0 Litres. (Insulated)
575. Mixing Unit 576. 1
577. Temperature Interlocking 578. No
579. Digital Counters (For Each Lane)
580. Yes
581. Separate Hot Water Option 582. Yes
583. Password Locking In PCB 584. Yes
PIMR, Indore Page 72
585. Half Cup Facility 586. Yes
PIMR, Indore Page 73
587.
588.589.2 Lane Robo Model
590. Specifications 591. Model Details
592. Machine Dimension (W*D*H) mm
593. 330*430*620
PIMR, Indore Page 74
594. No. Of Options 595. 2
596. Premix Capacity (Each Lane) 597. 1.2 Kg each
598. Water Tank Capacity 599. 20 Litres. (Bubble Top)
600. Dispensing Rate (Cups/Min.) 601. 04-06 Cups
602. Weight of Machine 603. 28 Kg
604. Max. Load 605. 2.2 kw
606. Power Supply 607. 230V AC, 15A
608. Auto Cleaning 609. Yes
610. Water Filling 611. Bubble Top
612. Machine Body 613. GI Sheet
614. Top Cover 615. Stainless Steel
616. Tray 617. Moulded
618. Boiler Capacity 619. 2.6 Litres. (Insulated)
620. Mixing Unit 621. 2
622. Temperature Interlocking 623. Yes
624. Digital Counters (For Each Lane)
625. Yes
626. Separate Hot Water Option 627. Yes
628. Password Locking In PCB 629. Yes
630. Half Cup Facility 631. Yes
632.
PIMR, Indore Page 75
633.
634.3 Lane Model
635. Specifications 636. Model Details
637. Machine Dimension (W*D*H) mm
638. 330*430*620
639. No. Of Options 640. 3
641. Premix Capacity (Each Lane) 642. 1.2 Kg each
PIMR, Indore Page 76
643. Water Tank Capacity 644. 20 Litres. (Bubble Top)
645. Dispensing Rate (Cups/Min.) 646. 04-06 Cups
647. Weight of Machine 648. 28 Kg
649. Max. Load 650. 2.2 kw
651. Power Supply 652. 230V AC, 15A
653. Auto Cleaning 654. Yes
655. Water Filling 656. Bubble Top
657. Machine Body 658. GI Sheet
659. Top Cover 660. Stainless Steel
661. Tray 662. Moulded
663. Boiler Capacity 664. 2.6 Litres. (Insulated)
665. Mixing Unit 666. 3
667. Temperature Interlocking 668. Yes
669. Digital Counters (For Each Lane)
670. Yes
671. Separate Hot Water Option 672. Yes
673. Password Locking In PCB 674. Yes
675. Half Cup Facility 676. Yes
PIMR, Indore Page 77
677.
678.4 Lane Model
679. Specifications 680. Model Details
681. Machine Dimension (W*D*H) 682. 400*450*620
PIMR, Indore Page 78
mm
683. No. Of Options 684. 4
685. Premix Capacity (Each Lane) 686. 1.2 Kg each
687. Water Tank Capacity 688. 20 Litres. (Bubble Top)
689. Dispensing Rate (Cups/Min.) 690. 04-06 Cups
691. Weight of Machine 692. 30 Kg
693. Max. Load 694. 2.2 kw
695. Power Supply 696. 230V AC, 15A
697. Auto Cleaning 698. Yes
699. Water Filling 700. Bubble Top
701. Machine Body 702. GI Sheet
703. Top Cover 704. Stainless Steel
705. Tray 706. Stainless Steel
707. Boiler Capacity 708. 2.6 Litres. (Insulated)
709. Mixing Unit 710. 4
711. Temperature Interlocking 712. Yes
713. Digital Counters (For Each Lane)
714. Yes
715. Separate Hot Water Option 716. Yes
717. Password Locking In PCB 718. Yes
719. Half Cup Facility 720. Yes
PIMR, Indore Page 79
721.722. TEA AND COFFEE PREMIXES
723. Tried and tested especially by connoisseurs; our premixes are such a
beautiful blend of unique flavours; it will be hard to go back. From the biggest
coffee, tea and tea bag manufacturers; we offer the best coffee and instant tea
premixes.
724.725.726. Bru Coffee Premix
727. With the launch of
Cappuccino in 2007, Bru pioneered
the launch of instant coffee
premixes in India for the youth. Bru's
specially selected and freshly roasted coffee beans offer a great
cup of aromatic coffee
728.
PIMR, Indore Page 80
729.730. Bru Hot Coffee Premix
731. BRU Hot Coffee
Premix provides a rich taste and
essence. Specially prepared for
coffee drinkers, they contain no
artificial flavours, colors and
preservatives.
732.733.734. Knorr Soup
Powder(Vending)
735.736. Soup are the starter that are had
before the main course. But peopleall over the world have soups assnack. We offer nutritionally richtomato soup powder that are mixedin boi;ed water and served hot. The
delicious soup mixes offered by us are prepared from freshvegitable and spices.
PIMR, Indore Page 81
737.738.739.740.741.
742. Lipton Cardamom Tea Premix
743. We offer hot tea with cardamom. We are engaged in offering a widerange of Lipton cardamom Machines. These products are commonlyused in restaurants, canteens and various retail outlets.
744.745.746.747.
748.
PIMR, Indore Page 82
749. Hot Lemon Tea Premix
750. Lemon flavour brings out that
real punch of the fruit and is anexcellent choice for a hot or iced tea.We are well equipped with properwarehousing facilities to store ourproducts.
751.
752.
753.
754.
755.
756.
PIMR, Indore Page 83
757.
758. Lipton Dairy Whitener
759. Lipton Dairy Whitener comes with sugar or
without sugar. The Dairy Whiteners provide the users adelectable and unforgettable taste.
760.
761.
762.
PIMR, Indore Page 84
763.Other Variants:
764.
765. Lipton Instant Tea Premix Lipton Masala Tea Premix
PIMR, Indore Page 85
766.
767. Taj Mahal Tea Bags Brooke Bond Tea Bags
PIMR, Indore Page 86
768.769.770.771.772.773.
774. 1.11 COMPETITORPRODUCTS
PIMR, Indore Page 87
775. COMPETITOR PRODUCTS
776.777. The three chief
competitors of Hindustan Unilevet Limited in Tea and coffeevending business are Nescafe, Tata, Cafe coffee day which havetheir presence in the market with following products:
778.779.
780. Cafe Coffee Day
781. Cafe Coffee Day,India's favorite coffee shop wherethe young at heart unwind. We're adivision of India's largest coffeeconglomerate, the AmalgamatedBean Coffee Trading CompanyLimited (ABCTCL) popularly known asCafé Coffee Day. With Asia's second-largest network of coffee estates(10,500 acres) and 11,000 smallgrowers, Coffee Day has a rich andabundant source of coffee. Thiscoffee goes all over the world to
clients across the USA, Europe and Japan, making us one of thetop coffee exporters in the country.
782.
783.784.
PIMR, Indore Page 88
785.786.787. TATA TEA
788. Tata Coffee Ltd.Asia's largest integrated coffee andproducers of the world's finest coffeeis the third largest player in theIndustry. This is a natural extensionfrom the Instant Coffee Division,India's first export oriented solublecoffee, which has loyal and satisfied
customers all over the world.
789.790. Product range
791. Tata Coffee brings you the freshness of the world's best
coffee in
792. A. Coffee premix
793. 100% Pure - Tata Café
794. Chicory blend - Tata Kaapi
795. Coffee premix without sugar - Tata Kaapi without sugar
PIMR, Indore Page 89
796. B. Instant tea
797. Plain
798. Cardamom
799. Lemon
800. C. Tetley Tea bags
801. Plain tea bags
802. Flavoured tea bags (Peach, Ginger, Earl Grey, and Masala)
803. D. Dairy whitener
804. Normal sugar
805. Low sugar
806. Sugarless
807. E. Almond premix
808. F. Hot Chocolate drink
809. G. Tomato soup
810. H. Roasted coffee beans are also available for vending machines.
PIMR, Indore Page 90
811.
812.813. NESCAFE
814. Nestlé is the world'sleading Nutrition, Health and WellnessCompany. Our mission of "Good Food,Good Life" is to provide consumerswith the best tasting, most nutritiouschoices in a wide range of food and
beverage categories and eating occasions, from morning tonight.
The Company was founded in 1866 by Henri Nestlé in Vevey,Switzerland, where our headquarters are still located today. Weemploy around 2, 80,000 people and have factories or operationsin almost every country in the world.
815. COMPARATIVE
RATE CHART
PIMR, Indore Page 91
PIMR, Indore Page 92
816.
PIMR, Indore Page 93
1.Produ
cts
2.HUL
3.Rate
per kg
4.Nestle
5.Rate per
kg
6.TATA
7.Rate per
kg
8.Others
9.Rate per
kg
10. C
ardamom
Tea
11.315
12.300
13.315
14.250
15. G
inger Tea
16.290
17.290
18.300
19.270
20. L
emon Tea
21.265
22.250
23.240
24.220
25. T
ea bag
26.150
27.110
28.120
29.90
30. C
offee
31.300
32.275
33.275
34.250
35. S
oup
36.600
37.550
38.565
39.480
817.
818.
819.
820. CHAPTER 2INTRODUCTION TO
THE PROJECT
821.
PIMR, Indore Page 94
822. 2. INTRODUCTION TO THE PROJECT
823. This project give a comprihensive idea about the
consumption pattern of hot beverage in the institutes. One of the
most important business sector in India, the FAST MOVING
CONSUMER GOODS (FMCG) sector. The project was an endavour
to study the existing Vending business and the HUL’s presence in it.
It also tries to analyze HUL’s pricing, promotion, marketing
strategies, distribution channel and alternatives.
824. It aim at installation of Vending Machines in a company and
has been executed in following three stages.
Cold Calling. Meeting repesentative admistration/human resource head &
negotiations. Installation of Lipton Vending Machine.
825. The task of installiing a Vending machine get accompile
after several round of negotiations the respective company
representative is made acquainted with the benefit his organization
will get with Lipton. For this, a comprihensive cost benefit has to be
presented to him to convert the prospect into key account of HUL.
PIMR, Indore Page 95
826. Once a order is placed, The Lipton crew along with the
distributor install the Lipton Vending machine. Proper and regular
technical support is provided for machine management. The Lipton
team also trains for a smooth operations of the lipton Vending
machine, which will help to maximize per cup cost.
827.
828.
829.
830.
831.
832.
833. CHAPTER 3
PIMR, Indore Page 96
834. SWOTANALYSIS
835.836.
PIMR, Indore Page 97
837. 3. SWOT ANALYSIS
838.839. Strengths:
840.1. Strong brand image, price quantity and variety.2. Durability of HUL Vending Machine is higher than other
competitors due to fully stainless steel body.3. Machine is fully automated with auto flushing technology.4. Corporate social responsibility.5. Premix of HUL Vending Machine has high quality.
841.842.843. Weakness:
844.1. Strong competitors.2. Low export level.3. High price of some product.4. High advertising cost.5. Limited success in changing consumption habits of people.
845.846.847. Oppourtunities:
848.1. Large domestic market.2. Untapped rural market.
PIMR, Indore Page 98
3. Challenging lifestyle and rising income level i.e. incresing percapita incomeof consumers.
4. Brand growth through incresaed consumption depth andfrequency of usage.
849.850.851. Threats:
852.1. Tax and regulatorystructure.2. Slowdown in economy can have an impact of FMCG industry.3. Low priced consumption now present in all categories.4. Seasonality.
853.
PIMR, Indore Page 99
854.
855.
856.
857. CHAPTER 4
858. CONCLUSION AND
SUGGESTION859.860.
PIMR, Indore Page 100
861. 4.1 CONCLUSION
862. Before my SIP, I had very little knowledge about the
marketing and its fundamentals. Now after undergoing training for
45 days at HUL there ia tremendous increase in my knowledge
about marketing. I have also gained a lot of knowledge about the
HUL company and its various products, policies and also about its
competitors. The product which I have sold up till now are machine
and premixes. Although nobody can claim complete expertise but
there is slite change from my point of view. I have learnt about
various fundamental and technical aspects, which affect marketing
in short and long run.
863. HUL is one of the top FMCG in India with strong retail
outlets. It has one of the largest networks in the country and India’s
premier online portl is www.hul.ac.in
864. Out of home business has been identified as an important
channel to drive growth. The business is confident of growing its
tea and coffee business through innovation coupled with an
aggressive marketing and distribution drive.
PIMR, Indore Page 101
865. Our initiative have help us to estabilish a strong presence
in this segment, distribution width of Vending machine has
increased.
866. The domestic coffee business achieved excellent growth in
volumes and profits. Bru expresso an innovative coffee premix,
which delivers a creamy, frothy coffee cup, has also been
launched.Through this study product positioning of machine was
also known as throughout the internship promotion of machine was
done as well as through the survey conduct perception of customer
was found favorable as many customer were interested in vending
machine after they were given whole information about it. It has
positioned itself on two main parameters that are easy in useand
pure beverages.
867.
868. 4.2 SUGGESTIONS
869.870. Company should try to improve its after sales services to retain its
customers.
PIMR, Indore Page 102
871. Company should try to reduce the cost of machine as competitors
like Nestle, Tata, Godrej, Cafe coffee day etc have lower cost of
machine and company prefers cost effective machines.
872. Sometimes especially industry labourers prefer very strong tea. So
company can have two option for tea, normal tea and strong tea so
that disadvantage of consistent taste can also be removed to
certain extent and taste as a hindrance for selling vending machine
can also be removed to certain extent.
873. As people are not that interested in looks and metallic body of
machine. Company can go for plastic body which could save cost as
well as it will be lighter in weight.
874. The delivery of machine should be faster as soon as the deal is
cracked.
875. .
876.
877.
878.
PIMR, Indore Page 103
879.
880.
881.
882. CHAPTER 5
883. FUTURE
IMPLICATIONS OFSTUDY
884.
885.
PIMR, Indore Page 104
886. 5. FUTURE IMPLICATIONS
887. The whole study conducted was useful for many parties.
888.
889. Firstly, it is useful to company as they got to know what customer mostly
prefes in an vending machine i.e what are the most desirable factor required in
vending machine by the customer and so that company according to customer need
can modify or bring change in machine to increase its sales. They also got to know
weather the customer who already have the machine installed in their office are
satisfied with the services or not, if not they can go to the customers and solve their
problems.
890.
891. Secondly, it is useful for corporate as well as they can come to know about
this product, its features, its advantage and disadvantage and if it is benificial to them
they take decision whether to buy machine or not.
892.893. Thirdly, it is useful to researchs who are conducting their research on similar topic.
PIMR, Indore Page 105
894.
895.
896.
897. CHAPTER 6
898. OBSERVATIONS &
LEARNING899.
900.
PIMR, Indore Page 106
901. 6. OBSERVATION & LEARNING
902.Some point observed by me in training and literally I
have learned. In future I will utilize this steps for fullfill my
objective.
903.My thought about HUL during my internship project
HUL is India’s largest FMCG company therefore it has covered largest
region in india. HUL is working in Urban area as well as rural area also. Integraed and efficient supply chain and well spread manufacturing
units. Attractive design and distintive feature of machine. The distribution are required to check quality to maintain standards. Aggresive sales team and capable manpower resources. Better market response in Ujjain city. Excellent range of tea and coffee prmixes providing flexibility of
sweetness and diet option for concerned people.
904.905. My future benefits from the training
I have learned about various market issues and how to handle such
issues. I have improved my communication skills. I have also improved my presentation skills. I have understood importance of decipline in corporate life. I learnt about customer handling. How can I intract with customers.
906.PIMR, Indore Page 107
907.
908.
909.
910.
911.
912. CHAPTER 7
913. RECOMMENDATION
PIMR, Indore Page 108
914. 7. RECOMMENDATION
915. Proper Promotional offers must be introduced.
Regular Customer Feedback must be taken.
After Sales Service Support needs to be improved.
Premixes must be supplied at a nominal charge.
Aggressive Marketing activities should be carried out so as to survive in a competitive
market.
PIMR, Indore Page 109
916.
917.
918.
919.
920. CHAPTER 8
921. BIBLIOGRAPHY
922.
923.
PIMR, Indore Page 110
924. 8. BIBLIOGRAPHY
925. There are several source which provided me with the
valuable information about Hindustan Unilever Limited. This
information helped me in enhancing the affectivity of this
presentation.
926.927. BOOKS:
Kotler, Philip. (1999):’Marketing Management’ Prentice Hall of India Pvt. Ltd., New
Delhi.
Saxena, Rajan. (2003):’Marketing Management’ Tata McGraw-Hill Publishing Company
Limited. New Delhi
928.
929. WEBSITES:
http://www.hul.co.in/
http://www.fnbserviceshul.com/
http://www.google.co.in/
http://www.wikipedia.com/
http://www.financialexpress.com/
http://www.businessworldindia.com/
PIMR, Indore Page 111
Recommended