Summer Internship Report
Summer Internship Report
BY
I feel great pleasure for the completion of this project. At the very outset I
would express my sincere thanks and deep sense of gratitude to personnel
who helped me during the collection of data and gave me rare and valuable
guidance for the preparation of this report.
I take this opportunity to express my deep sense of gratitude and
appreciation to my project guide Mr. ANKUR CHAWLA (TERRITORY
SALES MANAGER ) for assistance, motivation, and being a continual
source of encouragement for me.
I am thankful to my project guide Mr. SURENDRE MANKASH for his
timely guidance, cooperation and encouragement.
I also express my gratitude towards my parents and sincere thanks to my
friends, well wishers for their encouragement and kind co-operation to
complete this report.
DECLARATION
1.1 Introduction 1
1
Introduction:
Market research provides the answers to all the questions that generally
occupy the minds of marketers, at every stage of the marketing process.
India, fastest growing market research industry in the world, with growth
rates at around 31 % (2006-07). China is a distant second growing at 20 %.
The size of the industry if of 595 crore, but the industry is growing rapidly
with a lot of business coming from overseas. The business coming from
overseas from overseas involves lot of outsourcing as cost advantages are
enormous. The processing of data is almost 50% cheaper in India than in
developed countries. The outsourcing business amounts to almost for the 8
% industry and this figure is doubling in value every year.
Many people think that marketing research is just a consumer survey, asking
consumers about certain product or services. Though consumer research is
an integral part of marketing research, the latter is quite a pervasive activity,
covering the various types of marketing problems that confront the
marketing manager. There are various discussion confined to the market
research which are as follows.
Product Research
Sales Research
Customer Research
Pricing Research
Advertising Research
3
COMPANY’S PROFILE
Hindustan Lever Ltd (HLL) is India's largest Fast Moving Consumer Goods
(FMCG) Company. HLL's brands like Lifebuoy, Lux, Surf Excel, Rin,
Wheel, Fair & Lovely, Pond's, Sunsilk, Clinic, Pepsodent, Close-up, Lakme,
Brooke Bond, Kissan, Knorr-Annapurna, Kwality Wall's are household
names across the country and span a host of categories, such as soaps,
detergents, personal products, tea, coffee, branded staples, ice cream and
culinary products. These products are manufactured over 40 factories across
India and the associated operations involve over 2,000 suppliers and
associates. Hindustan Lever Limited's distribution network comprises about
4,000 redistribution stockiest, covering 6.3 million retail outlets reaching the
entire urban population, and about 250 million rural consumers. HLL is also
one of India's largest exporters. It has been recognized as a Golden Super
Star Trading House by the Government of India. Presently, HLL has over
16,000 employees including over 1,200 managers. Its mission is to "add
vitality to life." The Anglo-Dutch company Unilever owns a majority stake
in Hindustan Lever Limited.
In the late 19th and early 20th century Unilever used to export its products to
India. This process began in 1888 with the export of Sunlight soap, which
was followed by Lifebuoy in 1895 and other famous brands like Pears, Lux
and Vim soon after. In 1931, Unilever set up its first Indian subsidiary,
Hindustan Vanaspati Manufacturing Company, followed by Lever Brothers
India Limited (1933) and United Traders Limited (1935). The three
companies were merged in November 1956 and the new entity that came
into existence after merger was called as Hindustan Lever Limited. HLL
offered 10% of its equity to the Indian public, and it was the first among the
foreign subsidiaries to do so. Currently, Unilever holds 51.55% equity in the
company while the rest of the shareholding is distributed among about
380,000 individual shareholders and financial institutions.
Brooke Bond entered Indian market in 1900 and in 1903 it launched Red
Label tea in the country. In 1912, Brooke Bond & Co. India Limited was
formed. Unilever acquired Brooke Bond through an international
acquisition. Similarly, Lipton's link with India date back to 1898. Unilever
acquired Lipton in 1972 and in 1977 Lipton Tea (India) Limited was
incorporated. Pond's (India) had been in Indian market since 1947. It joined
the Unilever ranks through an international acquisition of Chesebrough
Pond's USA in 1986.
5
.
6
Corporate Purpose
Our deep roots in local cultures and markets around the world are our
unparalleled inheritance and the foundation for our future growth. We will
bring our wealth of knowledge and international expertise to the service of
local customers – a truly multi-local multinational.
This is unliver’s road to sustainable, profitable growth for our business and
long term value creation for our shareholders and employees.
7
ADDITIONAL FEATURES
8
-Convenience – No hassles of boiling, No maintenance Costs like plumbing
-Cost – Rs.1/- for every 4 Liters of water.
The Technology
- Chlorination of water is a known fact and is used as a worldwide
phenomenon by municipal corporations for supply of potable water.
9
Purification Mechanism
The Germkill battery kit purifies 1,500 litres of water at 25° C in moderately
humid conditions. Its expiry date is 2 years from manufacture and comes
with an end of life indicator.
The plastic parts and the Germkill battery kit are made using food safe, non-
toxic, engineering-grade materials.
10
History
Claims
Pureit claims to be 'As Safe As Boiled Water'. This is also their tag line.
Pureit website claims it meets E.P.A. germ kill criteria, though it has not
been adequately substantiated.
Medical institutions
Apollo Hospitals
11
Scientific institutions
International institutions
12
How To Achieve 100% Manning In Hindustan Unilever (Pure
It)
Organizational Structure
VICE
PRESIDENT
GENERAL
MANAGER
ZONAL
MANAGER
Sr. SALES
MANAGER
AREA SALES
MANAGER
TERRITORY
SALES OFFICER
TEAM LEADER
SALES EXECUTIVE
13
What Are The Sources From Which The Company Can Recruit Their
Potential Sales Force?
15
4. All PWE are eligible for this reward
5. Rs 500 on selection of every referral
In light of today’s economic landscape, it’s more important than ever for
companies to have happy and productive employees. When employees are
loyal and engaged in the company, profits are higher. Conversely, when
people feel unmotivated or undervalued, the company suffers. Additionally,
studies show that engaged employees miss less work, perform better, and are
more supportive of changes and willing to make them happen.
Whatever expectations you set, make sure they are consistent with all
employees. Include such things as clocking in early, break times, lunch
hours, etc. For example, is it acceptable to clock in early and leave work
early? Are breaks mandatory? Will an employee be “docked” if they
consistently take too long for lunch? The more issues and expectations you
outline, the fewer problems arise, which leads to productive workers.
Make sure the environment has live green plants. People feel better
about themselves, their jobs, and the work they perform when they
feel a connection to nature around them. In fact, workers who are near
plants or windows report significantly higher job, boss, and co-worker
satisfaction than those without. They also report being happier. If live
plants are not an option, pictures or murals of outdoor scenes have
some benefit.
Give employees healthy air to breathe. Indoor air pollution is a serious
problem in buildings. Change air filters regularly, and if appropriate,
allow employees to keep their windows open.
Utilize real sunlight when possible. If offices or workspaces don’t
have window access, install full spectrum or plant light bulbs in all
fixtures, including overhead florescent lights.
Offer healthy food choices in the cafeteria or break room. Healthy
food helps people think better, improves mood, and increases energy
levels. Do a healthy food challenge at work to encourage people to eat
better. Also, have a restaurant bring in healthy food occasionally for a
catered lunch.
Allow employees to personalize their work space, within reason. We
all need a place to call our own.
Make the workplace family friendly. Life balance is a major stressor
for people. Therefore, allow workers to take time off for school events
or to stay home with mildly ill children without using sick or vacation
days. If possible, offer child care near or on premise. Research has
shown the employer can subsidize the care because it saves so much
18
money from decreased absenteeism. Offer 13 weeks of maternity
leave and also some paternity leave, and have elder care resources and
referral services and/or dependent care assistance plans in place.
Finally, have a designated charity where people can donate both money
and time. This helps each person to see the larger picture. Research indicates
that people feel better and have better lives when they volunteer. It also
helps the company’s bottom line by increasing employees’ performance and
demonstrating to the community that the company cares.
Keep ‘Em Happy; Keep ‘Em Working: When workers feel that they
are a dynamic and essential part of the team, they are more productive and
willing to go the extra mile for their customers and co-workers. Therefore,
give praise openly, set goals appropriate to the work, and always take your
employees’ needs seriously. By respecting and listening to your staff, you’ll
be giving them the motivational push they need to stay loyal and committed
to the company’s goals. And when you have a happy and productive
workforce that is eager to contribute, your company can weather any
economic storm
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COMPARATIVE ANALYSIS
IMAGE
MODEL AQUASURE PURE-IT
PRICE Rs 2990/- Rs 2000/-
MACHINE FEATURES
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MARKET RESEARCH QUESTIONARE
4. Does the water purifier ensure that water is not wasted while
purifying?
o Yes
o No
o Don’t know
-------------------------------------------------------------------------------------
-----------------------------------------------------------------------------------
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Name:
Age :
Sex:M/F
Address:
Occupation:
Contact No (R):
(O):
(Mob):
23
SURVEY DONE ON SAMPLE SIZE OF 100 PEOPLE
40%
60%
24
If yes, which purifier do you use?
o Aquaguard or Aquasure
o Pureit
o Kent water purifier
o Philips
o Whirlpool pura fresh
o Others
50
45
40
35
30
25
20
15
10
5
0
e it er s l rs
ur re ifi ilip oo he
as P u r Ph r lp t
u Pu hi o
Aq er W
or at
d tW
uar n
g Ke
ua
Aq
Does the water purifier ensure that water is not wasted while purifying?
o Yes
o No
o Don’t know
25
5%
50%
45%
20
18
16
14
12
10 Pure-It
Aquasure
8
6
4
2
0
3Months 6 Months Once in Year More than year
Affordable
20%
High
71%
.
27
Is your water purifier backed by dependable after sales service?
o Yes
o No
o Exceptional
Yes
35%
No
55%
Have you recently come across any kind of marketing activities for
purifiers?
o Road shows(Kiosk)
o TV Commercial
o Visual Merchandising
o Direct Marketing
28
Marketing Activity
Direct Marketing Road Shows(Kiosk)
18% 15%
Visual Merchandising
7%
TV Commercial
60%
Retail Outlet
25%
Direct Marketing
45%
Franchisee dealers
30%
.
While buying any water purifier what comes to your mind first?
o Price
o Health & Safety
o Both
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Buying Preference
Price
25%
Health
40%
.
30
HINDUSTAN UNI LEVER PURE IT QUESIONAIRRE
Name:- _________________________
Address: _________________________
_________________________
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Q7. How will you rate our product Compared to other products of (Philips,
Kent, aquasure?
( ) Much better
( ) Better
( ) Same
( ) Worst.
Q8. Will you recommend the product?
( ) Yes ( ) NO
32
Do you own any PURE IT (If yes, Which Product)
Pureit
Yes
30%
No
70%
( ) TV commercial
( ) Newspaper print ads
( ) Doctor Clinic’s
( ) Friend’s references
( ) Walk in shop
Preference
60%
15%
10% 10%
5%
.
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Q.Criteria considered for Purchase?
( ) Price
( ) Technology
( ) Aesthetics
( ) Brand name
What Is important?
Price Technology Aesthetics Brand Name
20%
40%
5%
35%
How will you rate our product Compared to other products of (Philips, Kent,
aquasure?
( ) Much better
( ) Better
( ) Same
( ) Worst.
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Rating
Worst(Service) Much Better
10% 15%
Same
35%
Better
40%
Customer Servies
Very Dissatisfied Very Satisfied
5% 5%
Satisfied
25%
Dis Satified
30%
Neutral
35%
.
35
All models not available for display in retail outlets and also
brouchores should be made available.
Not to sell Marvella with M05 and Autofile with same sales
executive.
Make Sales team more presentable add some English spoken PWE.
36
BIBLIOGRAPHY
www.pureit.in
www.eurekaforbes.com
www.customercomplaint.in
www.golakindia.com
www.icmrindia.org
www.compareindia.com