A1

ADissertation Project Report

ON“MARKET ANALYSIS OF SKIN CARE PRODUCTS”

SUBMITTED IN THE PARTIAL FULFILLMENT OF THE REQUIREMENTS FOR THE AWARD OF THE DEGREE OF

“MASTER OF BUSINESS ADMINISTRATION”from

Uttar Pradesh Technical University, Lucknow(2013-2015)

SUBMITTED TO: SUBMITTED BYDr. Devendra Arora Kirti Rana(Director, MBA) MBA IV Sem

Roll No.: 1307270038

IIMT Management College, MeerutGanga Nagar, Meerut (UP)

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STUDENT DECLARATION

I Kirti Rana student of MBA at IIMT Management College, Meerut hereby declare that the Project work

entitled “MARKET ANALYSIS OF SKIN CARE PRODUCTS” is my original work. I further declare that

information furnished in this project report is true to the best of my knowledge and has not submitted in any

institute or university for the award of and degree or diploma.

Date Kirti Rana

Place

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ACKNOWLEDGEMENT

I Feel proud of getting such opportunity to get myself associated with an esteemed organization like

HINDUSTAN UNILEVER LIMITED.

This project comes out to be a great source of learning and experience. A lot of efforts have been put by

various people to make this project a success. This has greatly enhanced my knowledge about the vast field

of Marketing that an individual prefers in today’s scenario.

I am extremely thankful to Dr. Abhimanyu Updhayay (Asst. Professor) and my team members who

contributed their effort and continuous encouragement in making this project successful.

Last but not the least; I am extremely thankful to my family members and my friends for their constant

support and valuable guidance.

I hope I can build upon the knowledge and experience that I have gained here and make a valuable

contribution towards this industry in the coming future.

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TABLE OF CONTENT

1. HISTORY OF THE COMPANY 05

2. COMPANY PROFILE 15

3. MANAGEMENT STRUCTURE 18

4. CODE OF BUSINESS PRINCIPLES 20

5. PRODUCT PROFILE- HUL PRODUCTS 26

6. OBJECTIVE OF THE STUDY 53

7. SCOPE OF THE STUDY 54

8. LIMITATION OF THE STUDY 59

9. AN OVERVIEW 60

1. ENVIRONMENTAL POLICY 60

2. QUALITY POLICY 63

3. SAFETY AND HEALTH POLICY 66

4. SALES AND INCOME DISTRIBUTION 70

5. INTRODUCTION TO INDUSTRY 72

6. GROWTH PROSPECT 72

7. CHALLENGES BEFORE THE INDIAN FMCG SECTOR 73

10.RESEARCH METHODOLOGY 74

11.ANALYSIS & INTERPRETATION OF DATA 76

12.FINDINGS 85

13.SUGGESTION & RECOMMENDATION 88

14.CONCLUSION 91

15. APPENDIX

1. QUESTIONNAIRE 94

2. BIBLIOGRAPHY 100

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HISTORY OF THE COMPANY PROFILE

Fast Moving Consumer Goods (FMCG), also known as Consumer Packaged Goods (CPG), are

products that have a quick turnover and relatively low cost. Consumers generally put less thought

into the purchase of FMCG than they do for other products. Though the absolute profit made on

FMCG products is relatively small, they generally sell in large numbers and so the cumulative profit

on such products can be large.

FMCG Products and Categories:-

1. Personal Care, Oral Care, Hair Care, Skin Care, Personal Wash (soaps);

2. Cosmetics and toiletries, deodorants, perfumes, feminine hygiene, paper products;

3. Household care fabric wash including laundry soaps and synthetic detergents; household cleaners,

such as dish/utensil cleaners, floor cleaners, toilet cleaners, air fresheners, insecticides and

mosquito repellents, metal polish and furniture polish.

4. Food and health beverages, branded flour, branded sugarcane, bakery products such as bread,

biscuits, etc., milk and dairy products, beverages such as tea, coffee, juices, bottled water etc, snack

food, chocolates, etc.

5. Frequently replaced electronic products, such as audio equipments, digital cameras, Laptops, CTVs;

other electronic items such as Refrigerator, washing machines, etc. coming under the category of

White Goods in FMCG;

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Sector outlook

FMCG is the fourth largest sector in the Indian Economy with a total market size of Rs. 60,000 crores. FMCG

sector generates 5% of total factory employment in the country and is creating employment

Analysis of FMCG Sector

For three million people, especially in small towns and rural India.

Strengths:

1. Low operational costs

2. Presence of established distribution networks in both urban and rural areas

3. Presence of well-known brands in FMCG sector

Weaknesses:

1. Lower scope of investing in technology and achieving economies of scale, especially in small sectors

2. Low exports levels

3. “Me-too” products, which illegally mimic the labels of the established brands. These products narrow the

scope of FMCG products in rural and semi-urban market.

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Opportunities:

1. Untapped rural market

2. Rising income levels i.e. increase in purchasing power of consumers

3 .Large domestic market

4. Export potential

5. High consumer goods spending

Threats :

1. Removal of import restrictions resulting in replacing of domestic brands

2. Slow down of rural demand

3. Tax and regulatory structure

Future Scenario

The Indian FMCG sector with a market size of US$13.1 billion is the fourth largest sector in the economy. A

well-established distribution network, intense competition between the organized and unorganized

segments characterizes the sector. FMCG Sector is expected to grow by over 60% by 2010. That will

translate into an annual growth of 10% over a 5-year period. It has been estimated that FMCG sector will

rise from around Rs 56,500 crores in 2005 to Rs 92,100 crores in 2010. Hair care, household care, male

grooming, female hygiene, and the chocolates and confectionery categories are estimated to be the fastest

growing segments.

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Growth prospect:-

With the presence of 12.2% of the world population in the villages of India, the Indian rural FMCG market is

something no one can overlook. Increased focus on farm sector will boost rural incomes, hence providing

better growth prospects to the FMCG companies. Better infrastructure facilities will improve their supply

chain. FMCG sector is also likely to benefit from growing demand in the market. Because of the low per

capita consumption for almost all the products in the country, FMCG companies have immense possibilities

for growth. And if the companies are able to change the mindset of the consumers, i.e. if they are able to

take the consumers to branded products and offer new generation products, they would be able to generate

higher growth in the near future. Income in rural areas is rising and it gives a fillip to FMCG sector. However,

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

population, along with increase in income levels and the availability of new categories, would help the urban

areas maintain their position in terms of consumption. At present, urban India accounts for 66% of total

FMCG consumption, with rural India accounting for the remaining 34%. However, rural India accounts for

more than 40% consumption in major FMCG categories such as personal care, fabric care, and hot

beverages. In urban areas, home and personal care category, including skin care, household care and

feminine hygiene, will keep growing at relatively attractive rates. Within the foods segment, it is estimated

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

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THE TOP 10 COMPANIES IN FMCG SECTOR

Hindustan Unilever Ltd.

ITC (Indian Tobacco Company)

Nestlé India

GCMMF (AMUL)

Dabur India

Asian Paints (India)

Cadbury India

Britannia Industries

Procter & Gamble Hygiene and Health Care

Marico Industries

"Challenges before the Indian FMCG Sector

&

Designing a Blueprint for Future"

Markets all over the world have been on a roll in 2003 and the Indian bourses are no exception having

gained almost 60% in 2003. During this period, while there are sectors that have outperformed this

benchmark index, there are also sectors that have under performed. FMCG registered gains of just 33% on

the BSE FMCG Index last year.

At the macro level, Indian economy is poised to remained buoyant and grow at more than 7%. The

economic growth would impact large proportions of the population thus leading to more money in the

hands of the consumer. Changes in demographic composition of the population and thus the market would

also continue to impact the FMCG industry.

Recent survey conducted by a leading business weekly, approximately 47 per cent of India's 1 + billion

people were under the age of 20, and teenagers among them numbered about 160 million. Together, they

wielded INR 14000 Cr worth of discretionary income, and their families spent an additional INR 18500 Cr on

them every year. By 2015, Indians under 20 are estimated to make up 55% of the population - and wield

proportionately higher spending power. Means, companies that are able to influence and excite such

consumers would be those that win in the market place.

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The Indian FMCG market has been divided for a long time between the organized sector and the

unorganized sector. While the latter has been crowded by a large number of local players, competing on

margins, the former has varied between a two-player-scenario to a multi-player one.

Unlike the U.S. market for fast moving consumer goods (FMCG), which is dominated by a handful of global

players, India's Rs.460 billion FMCG market remains highly fragmented with roughly half the market going to

unbranded, unpackaged home made products. This presents a tremendous opportunity for makers of

branded products who can convert consumers to branded products. However, successfully launching and

growing market share around a branded product in India presents tremendous challenges. Take distribution

as an example. India is home to six million retail outlets and super markets virtually do not exist. This makes

logistics particularly for new players extremely difficult. Other challenges of similar magnitude exist across

the FMCG supply chain. The fact is that FMCG is a structurally unattractive industry in which to participate.

Even so, the opportunity keeps FMCG makers trying.

Structural Analysis Of FMCG Industry

Typically, a consumer buys these goods at least once a month. The sector covers a wide gamut of products

such as detergents, toilet soaps, toothpaste, shampoos, creams, powders, food products, confectioneries,

beverages, and cigarettes. Typical characteristics of FMCG products are: -

1. The products often cater to 3 very distinct but usually wanted for aspects - necessity, comfort,

luxury. They meet the demands of the entire cross section of population. Price and income elasticity

of demand varies across products and consumers.

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2. Individual items are of small value (small SKU's) although all FMCG products put together account

for a significant part of the consumer's budget.

3. The consumer spends little time on the purchase decision. He seldom ever looks at the technical

specifications. Brand loyalties or recommendations of reliable retailer/ dealer drive purchase

decisions.

4. Limited inventory of these products (many of which are perishable) are kept by consumer and

prefers to purchase them frequently, as and when required.

5. Brand switching is often induced by heavy advertisement, recommendation of the retailer or word

of mouth.

Distinguishing features of Indian FMCG Business

FMCG companies sell their products directly to consumers. Major features that distinguish this sector from

the others include the following: -

1. Design and Manufacturing

1. Low Capital Intensity - Most product categories in FMCG require relatively minor investment in plan

and machinery and other fixed assets. Also, the business has low working capital intensity as bulk of

sales from manufacturing take place on a cash basis.

2. Technology - Basic technology for manufacturing is easily available. Also, technology for most

products has been fairly stable. Modifications and improvements rarely change the basic process.

3. Third-party Manufacturing - Manufacturing of products by third party vendors is quite common.

Benefits associated with third party manufacturing include (1) flexibility in production and inventory

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planning; (2) flexibility in controlling labor costs; and (3) logistics - sometimes its essential to get

certain products manufactured near the market.

4. Marketing and Distribution

Marketing function is sacrosanct in case of FMCG companies. Major features of the marketing function

include the following: -

1. High Initial Launch Cost - New products require a large front-ended investment in product

development, market research, test marketing and launch. Creating awareness and develop

franchise for a new brand requires enormous initial expenditure on launch advertisements, free

samples and product promotions. Launch costs are as high as 50-100% of revenue in the first year.

For established brands, advertisement expenditure varies from 5 - 12% depending on the categories.

2. Limited Mass Media Options - The challenge associated with the launch and/or brand-building

initiatives is that few no mass media options. TV reaches 67% of urban consumers and 35% of rural

consumers. Alternatives like wall paintings, theatres, video vehicles, special packaging and consumer

promotions become an expensive but required activity associated with a successful FMCG.

3. Huge Distribution Network - India is home to six million retail outlets, including 2 million in 5,160

towns and four million in 627,000 villages. Super markets virtually do not exist in India. This makes

logistics particularly for new players extremely difficult. It also makes new product launches difficult

since retailers are reluctant to allocate resources and time to slow moving products. Critical factors

for success are the ability to build, develop, and maintain a robust distribution network.

4. Competition

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Significant Presence of Unorganized Sector - Factors that enable small, unorganized players with local

presence to flourish include the following:

1. Basic technology for most products is fairly simple and easily available.

2. The small-scale sector in India enjoys exemption/ lower rates of excise duty, sales tax etc. This

makes them more price competitive vis-à-vis the organized sector.

3. A highly scattered market and poor transport infrastructure limits the ability of MNCs and national

players to reach out to remote rural areas and small towns.

4. Low brand awareness enables local players to market their spurious look-alike brands.

5. Lower overheads due to limited geography, family management, focused product lines and minimal

expenditure on marketing.

A general assessment of this would lead to the conclusion that FMCG is not a Structurally attractive Industry to Enter.

COMPANY PROFILE

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Hindustan Unilever Limited, erstwhile Hindustan Lever Limited (also called HLL), headquartered in Mumbai,

is India's largest consumer products company, formed in 1933 as Lever Brothers India Limited. Its 41,000

employees are headed by Mr.Harish Manwani, the non-executive chairman of the board. HUL is the market

leader in Indian products such as tea, soaps, detergents, as its products have become daily household name

in India. The Anglo-Dutch company Unilever owns a majority stake in Hindustan Unilever Limited.

A number of prominent companies came into the HUL fold as result of Unilever’s international acquisitions.

These included Brooke Bond (1984), Lipton (1972) and Pond’s (1986). In 1993, Tata Oil Mills Company

(TOMCO) merged with HLL. Two years later, HLL and yet another Tata company, Lakme Limited, formed a

50:50 joint venture, Lakme Lever Limited. Subsequently in 1998, Lakme Limited sold its brands to HLL and

divested its 50 per cent stake in the joint venture to the FMCG giant.

The leading business magazine, Forbes Global, has rated Hindustan Lever as the best consumer household

products company. Far Eastern Economic Review has rated HLL as India’s most respected company. Asia

money has rated HLL as one of India’s best managed companies.

Hindustan Unilever Limited (HUL) is India's largest fast moving consumer goods company, with leadership in

Home & Personal Care Products and Foods & Beverages. HUL's brands, spread across 20 distinct consumer

categories, touch the lives of two out of three Indians. They endow the company with a scale of combined

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

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The mission that inspires HUL's over 15,000 employees is to "add vitality to life". With 35 Power Brands, HUL

meets everyday needs for nutrition, hygiene, and personal care with brands that help people feel good, look

good and get more out of life.

It is a mission HUL shares with its parent company, Unilever, which holds 52.10% of the equity. A Fortune

500 transnational, Unilever sells Foods and Home and Personal Care brands in about 100 countries

worldwide.

MISSION

Unilever's mission is to add Vitality to life. 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.

CORPORATE PURPOSE

Unilever's mission is to add Vitality to life. 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.

Our deep roots in local cultures and markets around the world give us our strong relationship with

consumers and are the foundation for our future growth. We will bring our wealth of knowledge and

international expertise to the service of local consumers - a truly multi-local multinational.

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.

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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.

This is our road to sustainable, profitable growth, creating long-term value for our shareholders,

our people, and our business partners.

BUSINESS

HUL’s business activities are divided into four broad areas:

Home & Personal Care Foods

• Personal Wash • Tea

• Fabric Wash • Coffee

• Home Care • Branded Staples

• Oral Care • Culinary Products

• Skin Care • Ice Creams

• Hair Care • Modern Foods ranges

• Deodorants & Talcs

• Color Cosmetics

New Ventures Exports

• Hindustan Lever Network • HPC

• Ayush ayurvedic products & services • Beverages

• Sangam • Marine Products

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• Pureit water purifiers • Rice

• Castor

Brands

HUL s brands are household names across the country. They include Lifebuoy, Lux, Surf Excel, Rin, and

Wheel, Fair & Lovely, and Pond s, Sunsilk, Clinic, Pepsodent, Close-up, Lakme, Brooke Bond, Kissan, Knorr-

Annapurna and Kwality Wall’s.

Management Structure

Hindustan Unilever Limited is India's largest Fast Moving Consumer Goods (FMCG) Company. It is present in

Home & Personal Care and Foods & Beverages categories. HUL and Group companies have about 16,000

employees, including 1200 managers.

The fundamental principle determining the organization structure is to infuse speed and flexibility in

decision-making and implementation, with empowered managers across the company's nationwide

operations. For this, HUL is organized into two self-sufficient divisions - Home & Personal Care & Foods -

supported by certain central functions and resources to leverage economies of scale wherever relevant.

1. Board

2. Divisions

3. Central functions

4. Businesses

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Board of Directors / Key Personnel

Mr. Harish Manwani : Chairman

Mr Douglas Baillie : CEO & MD

Mr Sanjiv Kakkar : Director

Mr Nitin Paranjpe : Executive Director

Mr Aditya Narayan : Director

Mr V Narayanan : Director

Mr D.S Parerkh : Director

Mr C.K Prahlad : Director

Mr S. Ramdorai : Director

Mr D. Sundaram : Finance & IT Director

CODE OF BUSINESS PRINCIPLES

Unilever has earned a reputation for conducting its business with integrity and with respect for the

interests of those our activities can affect. This reputation is an asset, just as real as our people and

brands.

Our first priority is to be a successful business and that means investing for growth and balancing

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short term and long term interests. It also means caring about our consumers, employees and

shareholders, our business partners and the world in which we live.

To succeed requires the highest standards of behaviour from all of us. The general principles

contained in this Code set out those standards. More detailed guidance tailored to the needs of

different countries and companies will build on these principles as appropriate, but will not include

any standards less rigorous than those contained in this Code.

We want this Code to be more than a collection of high sounding statements. It must have practical

value in our day to day business and each one of us must follow these principles in the spirit as well

as the letter.

Standard of Conduct

We conduct our operations with honesty, integrity and openness, and with respect for the human

rights and interests of our employees.

We shall similarly respect the legitimate interests of those with whom we have relationships.

Obeying the Law

Unilever companies and our employees are required to comply with the laws and regulations of the

countries in which we operate.

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Employees

Unilever is committed to diversity in a working environment where there is mutual trust and respect

and where everyone feels responsible for the performance and reputation of our company.

We will recruit, employ and promote employees on the sole basis of the qualifications and abilities

needed for the work to be performed.

We are committed to safe and healthy working conditions for all employees. We will not use any

form of forced, compulsory or child labor.

We are committed to working with employees to develop and enhance each individual's skills and

capabilities.

We respect the dignity of the individual and the right of employees to freedom of association.

We will maintain good communications with employees through company based information and

consultation procedures.

Consumers

Unilever is committed to providing branded products and services which consistently offer value in

terms of price and quality, and which are safe for their intended use. Products and services will be

accurately and properly labeled, advertised and communicated.

Shareholders

Unilever will conduct its operations in accordance with internationally accepted principles of good

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corporate governance. We will provide timely, regular and reliable information on our activities,

structure, financial situation and performance to all shareholders.

Business Partners

Unilever is committed to establishing mutually beneficial relations with our suppliers, customers and

business partners.

In our business dealings we expect our business partners to adhere to business principles consistent

with our own.

Community Involvement

Unilever strives to be a trusted corporate citizen and, as an integral part of society, to fulfill our

responsibilities to the societies and communities in which we operate.

Public Activities

Unilever companies are encouraged to promote and defend their legitimate business interests.

Unilever will co-operate with governments and other organisations, both directly and through bodies

such as trade associations, in the development of proposed legislation and other regulations which

may affect legitimate business interests.

Unilever neither supports political parties nor contributes to the funds of groups whose activities are

calculated to promote party interests.

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The Environment

Unilever is committed to making continuous improvements in the management of our environmental

impact and to the longer-term goal of developing a sustainable business.

Unilever will work in partnership with others to promote environmental care, increase understanding

of environmental issues and disseminate good practice.

Innovation

In our scientific innovation to meet consumer needs we will respect the concerns of our consumers

and of society. We will work on the basis of sound science applying rigorous standards of product

safety.

Competition

Unilever believes in vigorous yet fair competition and supports the development of appropriate

competition laws. Unilever companies and employees will conduct their operations in accordance

with the principles of fair competition and all applicable regulations.

Business Integrity

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Unilever does not give or receive whether directly or indirectly bribes or other improper advantages

for business or financial gain. No employee may offer give or receive any gift or payment which is,

or may be construed as being, a bribe. Any demand for, or offer of, a bribe must be rejected

immediately and reported to management.

Unilever accounting records and supporting documents must accurately describe and reflect the

nature of the underlying transactions. No undisclosed or unrecorded account, fund or asset will be

established or maintained.

Conflicts of Interests

All Unilever employees are expected to avoid personal activities and financial interests which could

conflict with their responsibilities to the company.

Unilever employees must not seek gain for themselves or others through misuse of their positions.

Compliance – Monitoring – Reporting

Compliance with these principles is an essential element in our business success. The Unilever

Board is responsible for ensuring these principles are applied throughout Unilever.

The Group Chief Executive is responsible for implementing these principles and is supported in this

by the Corporate Code Committee comprising the General Counsel, the Joint Secretaries, the Chief

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Auditor, the SVP HR, the SVP Communications and the Corporate Code Officer, who presents

quarterly reports to the Unilever Executive.

Day to day responsibility is delegated to all senior management of the regions, categories, functions

and operating companies. They are responsible for implementing these principles, if necessary

through more detailed guidance tailored to local needs, and are supported in this by Regional Code

Committees comprising the Regional General Counsel together with representatives from all

relevant functions and categories.

Assurance of compliance is given and monitored each year. Compliance with the Code is subject to

review by the Board supported by the Corporate Responsibility and Reputation Committee and for

financial and accounting issues the Audit Committee.

Any breaches of the Code must be reported in accordance with the procedures specified by the

General Counsel. The Board of Unilever will not criticise management for any loss of business

resulting from adherence to these principles and other mandatory policies and instructions.

The Board of Unilever expects employees to bring to their attention, or to that of senior

management, any breach or suspected breach of these principles.

Provision has been made for employees to be able to report in confidence and no employee will

suffer as a consequence of doing so.

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Products Profile - HUL Product

SKIN CATEGORY

PEARS

Introduced in India in 1902, Pears soap has no equal. It is gentle enough, even for baby's skin.

Pears is manufactured like any other soap, but unlike in conventional soaps, the glycerine is retained within

the soap. That is the cause if its unique transparency. After manufacturing, the soap is mellowed under

controlled conditions over weeks. At the end of this maturing process, it is individually polished and packed

in cartons.

Today Pears is available in three variants - the traditional amber variant, a green variant for oil control and a

blue variant for germ protection.

PEARS AMBER 125 GM

PEARS AMBER 75 GM

PEARS AMBER 45 GM

PEARS OIL CONTROL 75 GM

PEARS GERMSHILD 75 GM

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FAIR & LOVELY

A woman's passion for beauty is universal and catering to this strong need is Fair &Lovely. Based on a

revolutionary breakthrough in skin lightening technology, Fair & Lovely was launched in 1978.

The Hindustan Lever Research Centre (it is among the largest research establishments in India's private

sector, including pharmaceutical companies, with facilities in Mumbai and Bangalore) deployed technology,

based on pioneering research in the science of skin lightening to develop Fair & Lovely. The formulation is

patented. Its formulation acts safely and gently with the natural renewal process of the skin, making

complexion fairerover a period of six weeks.

Fair & Lovely is formulated with optimum levels of UV sunscreens and Niacinamide that is known to control

dispersion of melanin in the skin. It is a patented and proprietary formulation, which has been in the market

for 25 years. Niacinamide (Vitamin B3) is a water-soluble vitamin and is widely distributed in cereals, fruits

and vegetables - and its use in cosmetic formulations has been known for various end benefits. The UV

components of the formulation are scientifically chosen and used at optimum levels to provide wide

spectrum protection against UV rays of the sun. Specifically, this patented formulation offers a high UVA

protection, which is more relevant to Asian skin than plain SPF protection creams sold in the West. All the

active ingredients in the Fair & Lovelyformulation function synergistically to lighten skin colour through a

process that is natural, reversible and totally safe.

FAIR & LOVELY MULTI VITAMIN 80 GM

FAIR & LOVELY MULTI VITAMIN 25GM


FAIR & LOVELY SKIN CLEARITY 9 GM

FAIR & LOVELY AYURVEDIK 50 GM

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FAIR & LOVELY MENZ ACTIVE 50 GM

FAIR & LOVELY SUN BLOCK 50 GM


FAIR & LOVELY SUN BLOCK 25 GM

FAIR & LOVELY SKIN CLEARIT 50 GM

FAIR & LOVELY SKIN CLEARITY 25 GM

FAIR & LOVELY MENZ ACTIVE 25 GM

POND’S

Pond's has been synonymous with skin care in India since 1947.

The impressive track record of Pond's began when Theron T Pond, a pharmacist from Utica New York,

introduced 'Pond's Golden Treasure' in 1846, a witch-hazel based wonder product. In 1914, Pond's Cold

Cream and Vanishing Cream marked the brand's evolution to a beauty icon. In 1955 Pond's Extract Company

merged with Chesebrough Manufacturing and in 1987 Unilever purchased Chesebrough-Pond's. By this time

the Pond's brand had built up a powerful international presence. From one man in a tiny home-made

laboratory, to today's state of the art R&D facilities led from Bangkok, Mumbai, New York and Tokyo, the

Pond's promise has remained the same across 58 countries - to deliver products that make a real difference

to women's skin and the way they live their lives.

PONDS TALCUM

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PONDS DFT 400 GM

PONDS DFT 200 GM

PONDS DFT 100 GM

PONDS DFT 50 GM

PONDS DFT 20 GM

PONDS MAGIC 400 GM

PONDS MAGIC 100 GM

PONDS MAGIC 50 GM

PONDS MAGIC 20 GM

PONDS SANDAL TALC 300 GM




PONDS OIL CONTROL 400 GM

PONDS OIL CONTROL 100 GM

Vaseline

Vaseline is a trusted brand worldwide associated with daily skin care and healthy skin for the entire family.

Vaseline has been keeping skin healthy since 1870. The Vaseline

Philosophy:

The need for Vaseline is based on real skin facts. We believe our skin is amazing. It protects us,heals itself,

connects us to the world, transmits emotions. And this amazing skin needs to be looked after. Nobody

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knows skin, and how to keep it at its healthy best.This why HUL make products that maintain our skin

condition at its best and enhances its natural health. Vaseline Petroleum Jelly I.P.

Vaseline Petroleum Jelly is a mixture of Mineral oils, Paraffin and microcrystalline waxes, is that when

blended together, create something remarkable- it literally melts into your body, protecting the skin from

within.Vaseline petroleum Jelly serves two functions. First it helps keep the outside world out –it protects

skin from effects of weather and exposure. Second it acts like a sealant to keep the inside world in, thereby

acting as a barrier to the natural water loss from our skin. So Skin that is dry and chapped is protected from

drying elements, enabling skin softening moisture to build up naturally from inside the skin itself.

Vaseline Total Moisture Body Lotion:

Beneath the surface, your skin is 90% water, enabling it to act as a moisture and nutrient reserve. So keeping

your skin well hydrated is critical to your well-being.Unfortunately however, our body tends to lose moisture

throughout the day. Bathing,casual contact, washing, sitting in the AC for too long, seasonal changes, all robs

the body of its moisture. Vaseline Total Moisture is a fast-absorbing lotion enriched with Soya and Oat

protein that are known to nourish the skin from deep inside while Vitamin E feeds your skin with the

nutrient that is essential to keep it glowing. Together they result in healthy looking skin.

Vaseline Aloe Cool and Fresh Body Lotion:

With the goodness of Cucumber and Aloe Vera, this light moisturising body lotion is especially made to meet

your skin needs in summer. Cucumber is a surprising beauty secret for the skin with its hydrating, cooling

and soothing properties. Aloe Vera on the other hand, is an unparalleled moisturiser and cell rejuvenator

which is excellent for dry skin. Together, these two ingredients can keep your skin looking and feeling its

healthiest best.

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VASELINE & POND’S

VASELINE BODY LOTTION 300 ML



VASELIN ALOE FRESH 300 ML

VASELIN ALOE FRESH 100 ML

VASELINE PETOLIUM JELLY 100 GM




VASELINE LIPCARE 10 GM

PONDS COLD CREAM 100 GM




PONDS BODY LOTTION 300 ML

PONDS BODY LOTTION 100 ML

LAKME

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Half a century ago, as India took her steps into freedom, Lakme, India's first beauty brand was born. At a

time when the beauty industry in India was at a nascent stage, Lakme tapped into what would grow to be

amongst the leading, high consumer interest segments in the Indian Industry - that of skincare and cosmetic

products. Armed with a potent combination of foresight, research and constant innovation, Lakme has

grown to be the market leader in the cosmetics industry.

Lakme today has grown to have a wide variety of products and services that cover all facets of beauty care,

and arm the consumer with products to pamper her from head to toe. These include products for the lips,

nails, eyes, face and skin, and services like the Lakme Beauty Salons.

LAKME SUMMER COLLECTION

Lakme Sun Expert Ultra matte - SPF 20*

Lakme presents a revolutionary light sunscreen, with insta oil absorb complex. This broad spectrum fluid

instantly absorbs excess oil from the surface of the skin, leaving your face matte and shine-free.

Finally sunscreen comfortable enough to become a daily habit. Enabling you to do what is right for your skin-

no matter what the weather.Its UVA and UVB absorbers give you perfect protection for medium levels of

sun exposure,defending your skin from harmful sun damage.

How to Use:

Apply on face, neck and other exposed areas atleast 20minutes before stepping out in the skin. Wait for a

minute before applying makeup re-apply every 3 to 4 hours.

Lakme Sun Expert

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sun protection creme

moisture intense sunscreen

Lakme Sun Expert Moisture Intense Sunscreen SPF 30*

with UVA and UVB Protection controls sun related

damage like skin darkening, sun spots, premature ageing

With extracts of Aloe Vera and Sweet Orange, this intense SPF 30*(High Protection)

creme has a deep moisturising action. Best suited for Dry and Dehydrated skin. This formulation is water

and sweat resistant.

To Use:

Apply daily to face and other exposed areas. Re-apply every 3 to 4 hours.

Results:

Moisturised skin that is protected from the harmful effects of the Sun.

Key Ingredients:

Aqua, Octyl Methoxycinnamate, Cyclomethicone, Benzophenone-3, Titanium Dioxide, Perfume.

Lakme Sun Expert Sunscreen Lotion

Lakme Sun Expert Sunscreen Lotion SPF-15

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For All Skin types

A 100% oil-free formulation that protects normal skin

from 70% of skin damage. Specially formulated for

Indian skin that tans easily, new Lakme Sun Expert

has SPF 15 to prevent tanning and block out harmful rays.

How it Works

Moisturises, nourishes and prevents tanning, wrinkling, SPF – 15 For All Skin types

spots and keeps skin soft.

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How to Use

Massage gently onto face, neck, hands and other exposed parts of the body. Use daily, all year round,

whether you are indoors or outdoors. .

POND’S WHITE BEAUTY

Part of the Unilever portfolio since 1986, Pond's recently announced the launch of 'Pond's White Beauty

Detox' range that gives a visibly illuminated and nourished pink glow.Talking of luminous, Pond's White

Beauty is not just about skin whitening for the consumer, but about a radiant healthy skin that gives a

nourished pink glow. Pond's White Beauty has detoxifying vitamins B3, B6, E, and C, which neutralizes the

effect of darkness-causing impurities found in the environment and reduces accumulated melanin, thus

giving a smooth, pure and bright skin.

Pond's White Beauty represents the international expertise of Pond's in providing superlative skincare

regimes. Increasingly, Indian women are looking for the complete skincare regime of cleansing, toning and

moisturizing and this product range provides all beauty regime requirements.

The range consists of White Beauty Detox Cleanser which cleans thoroughly, White Beauty Detox Toner,

which tightens the open pores and smoothens out the rough appearance of the skin; White Beauty Skin

Lightening Cream with Detox vitamins that nourish skin from within, and White Beauty Detox Lotion, which

replenishes skin's natural moisture level and gives visibly glowing and smooth pinkish skin.

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POND’S AGE MIRACLE

As a brand that understands women, around the world, Pond's recognizes that true beauty is derived from

love and warmth as well as the credibility of an international skincare heavyweight. Pond's is offering a

variety of ranges for women. Pond’s Age Miracle is another example of that. “Candlelight dinners, long

drives and the sound of saxophones will be part of your lives, once again. The smell of love in the air, the

feeling of your heart skipping a beat, once again.” When Hindustan Lever threw a party to formally launch

its premium Pond's Age Miracle range it used these words in invitation. . The FMCG major promised to bring

romance back into the 35-plus woman's life with a new look courtesy Pond's Age Miracle.

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COMPETITIVE BRANDS

PRODUCT PROFILE

FIAMA DI WILLS (ITC)

The Fiama Di Wills range of soaps has been launched under the sub - brand SkinSense. The first variant to be

introduced in this range is Soft Green. This is a gentle caring soap, which helps enhance retention of skin

proteins making skin look beautiful and youthful. In February 2008, ITC launched two new ranges of soap -

Vivel Di Wills and Vivel –to cater to the skincare needs of a wide range of consumers. Backed by consumer

insights, the ranges offer a unique value proposition of bringing together ingredients that provide multiple

benefits of Nourishment, Protection and Hydration in a single product. Hence providing the ever discerning

consumer complete care.

The packaging, reflecting the philosophy of the brand, fuses multiple benefits. The unique carton pack has

been developed by ITC’s design team to provide a novel consumer experience.The Vivel Di Wills range is

available in two variants:

• Vivel Di Wills Sheer Radiance is enriched with Olive Oil, to provide skin lustre to make it radiant.

• Vivel Di Wills Sheer Crème is enriched with Shea Butter, to moisturize skin to make it soft and supple. The

Vivel range is available in four variants

• Vivel Young Glow is enriched with Vitamin E and Fruit Infusions which help in providing youthful glow to

the skin.

• Vivel Satin Soft is enriched with Vitamin E and Aloe Vera which help the skin feel beautifully soft.

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• Vivel Sandal Sparkle is enriched with Sandalwood Oil and Active Clay which helps in providing clear skin.

• Vivel Ayurveda Essence is enriched with multiple Ayurvedic Ingredients which help protect skin from

germs and harsh environment, keeping it healthy and beautiful.

Although the market trend shows that these ITC brands are no competition to Pears right now. But if ITC

improves its distribution network then these brands can be a threat to HUL.

Fairness creams

FAIR ONE

'Fairone Fairness Cream' was launched jointly by Elder Pharmaceuticals and Shahnaz Husain. Elder

Pharmaceuticals Ltd and Shahnaz Husain, herbal beauty specialist, had entered into an agreement to launch

four skin care products during 2006-2007. Elder undertakes the manufacturing and marketing of the

products, while the conception and composition is done by Husain. Elder Pharmaceuticals Ltd. is one of the

leading companies in India in the skin care sector. The company is a major manufacturer of aloe vera-based

skin care products.

Indications

FAIR ONE cream has a unique blend of herbal ingredients like saffron,

honey, apricot oil, rose, cucumber and lemon distillate. The formulation40

protects the skin from the darkening effects of the sun. Honey, a natural

moisturizer, nourishes the skin, keeping it smooth and supple. FAIR ONE

cream helps to make your skin look fairer and brighter.

Method of Use

Apply to face, neck and arms twice daily. See

results in One fortnight.

FAIR AND HANDSOME

A fair complexion has always been associated with success and popularity. Men and women alike desire

fairness, it is believed to be the key to a successful life. Well for women the market is loaded with fairness

cream but for men there are very few creams. Emami Fair and Handsome is one such cream for men. Emami

herbalists and dermatologists from India along with Activor Corp USA, has

created “Fair & Handsome” a fairness cream for Men with a breakthrough Five Power Fairness System to

make skin fair and handsome in 4 weeks.

Emami - Fairness Cream for Men

Fair and Handsome

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First time ever fairness cream for men

Emami in collaboration with Activor Corp, USA has created a unique fairness cream for men with a

breakthrough Peptide complex patented in the USA.This wonder molecule peptide works on the collagen

structure of male skin and dramatically improves skin texture and fairness in just 4 weeks. Its pleasant

cooling gives an after-shave effect.

How does it work? Emami - Fairness Cream for Men

1. Active ingredients regulate production of Fair and Handsome

melanin. Natural sunscreen protects against

UV rays.

2. Peptide in combination with Vetiver and

Rose Water makes skin fair and fresh with a

pleasant cooling sensation.

What it does:

3. Improves fairness in 4 weeks.

4. Protects against sun's UV rays.

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5. Moisturises skin even after shaving.

6. Relieves stress and fatigue signs.

The efficiency of this cream has been dermatologically tested on Indian male skin. 73% were found to be

fairer. 78% found it to be an effective after shave moisturiser.75% found effective oil-control.

GARNIER

Garnier is a division of L'Oréal that produces hair care products, including the Fructis line, and most recently,

skin care products under the name, Nutritioniste, that are sold around the world. One of their key

ingredients is a fruit concentrate used in all their products. It is a combination of fruit acids, vitamin B3 and

B6, fructose and glucose.

Fairness + dark spots prevention daily

Moisturiser

Lightens skin

Prevents dark spots from reappearing.

Anti-marks + fairness concentrate

Enhances the skin's overall fairness

Reduces the number & intensity of dark

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spots.

FAIREVER

Natural Fairever was initially launched in A.P. in 1998, following that a national launch was made in 1999.

Fairever is the brand of CavinKare Pvt Ltd(CKPL). This cream has a blend of saffron and milk. It claims to work

from within to provide a distinctly fairer, glowing complexion much like that of Kashmiri beauties in just 4

weeks Triple sunscreens also retain your fairness and reduce the harmful effects of UV rays. It comes in a

pack of 50g and 100g. The 50g pack costs Rs.55.

The Fairever claims to have consumers as a woman who is the young and contemporary woman of today.

She has strong values and believes in using a natural product that will help bring out her natural beauty from

within.

Fairever

Fairness Cream

Fairever Fairness Cream with Saffron, Milk

and Fruit Vitalisers

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Use twice every day.

TALCUM POWDER

CINTHOL

Cinthol talc is a product of GODREJ Consumer Products Ltd (GCPL). GCPL identifies

Cinthol as its power brand. GCPL has launched new Cinthol range of soap, talc and

deodorant with Bollywood actor Hrithik Roshan as its new brand ambassador. Cinthol

offers a range of soaps, talc and deo sprays in three exciting fragrance - Classic, Cologne

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and Sport - in a new packaging.

Cinthol has come out with a combi pack for this summer. It is in pack of 300g + 100g for

M.R.P Rs.80.

SPINZ

Spinz talc is CavinKare Pvt Ltd(CKPL) brand.

Spinz Talc is packed in sizes of 20 g, 50 g, 100 g and 400 g and comes in three fragrances:

1. Exotic

2. Exchante

3. Sandal

The Spinz talc’s target are girls of around 18 to 26 years old from SEC A and B. Easygoing

and fun-loving, who loves to have a lot of friends with whom she spends time.

SUN CARE

LOTUS

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Lotus sun care range is by Lotus Herbals. Lotus suncare has a wide range of variants available for all skin

types. Their SPF(Sun Protection Formula) ranges from 15 to 60.This caters to the needs of all kind of people

who need different type of SPF according to their exposure to the sun. Lotus is more priced than Lakme but

gives a good margin to the retailers. This brand specializes in sunscreen manufacturing and it is very old in

this field, due to this it has gained trust of people. It offers a wide range of facewash, creams and facepacks

which provides protection against sun. The most sellind variant of Lotus are as follows:-

Block Cream (SPF30)

(Suits all skin types)

This unique sun block cream has been specially made for Indian

Summer. It provides complete protection against harmful UVA

& UVB rays of sun, reducing chances of skin tanning and ageing.

Directions for use: Apply liberally and evenly on face, neck

and any other exposed part of the body, atleast 30 minutes

before stepping out in the sun. The cream will not get wiped offwith perspiration / water. Avoid contact with

eyes.

Active Ingredients: Octyle Methoxy Cinnamate Z-Cote, Titanium Dioxide and Benzophenone-3.

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Safe Sun - Daily Sun Block

(SPF 40)

3-in-1 Matte Look Daily Sun Block

Birch Extract SPF 40

(Suits all skin types) Sun Protection

Skin Lightening

Mattifying

Incredibly Light, Fast Absorbing, Non-Shiny,

Non-

Greasy

For all skin types.

Daily sun block - water proof, Sweat proof

Daily Sunblock is a revolutionary sun protection

formulation which combines Broad-Spectrum UVA /UVB protection with skin lightening

ingredients to give a uniform matte finish to the skin. Its fast absorption and non-

greasy formula ensures a shinefree,light & clean feel.Contains herbals extracts of

Birch: Mattifying

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Mallow: Sun Protection

Hops: Skin Lightening

Directions for use:

Apply safe Sun 3-in 1 Daily Sun Block Cream liberally and evenly on face and exposed

parts of the body (neck, arms, legs, etc.,) before exposure to Sun. Re-apply frequently.

Caution ======

For external use only. In a rare case, if rash or irritation occurs, discontinue use.

Location

HUL products are manufactured in 80 factories. The operations involve over 2,000 suppliers and

associates. HUL s distribution network, comprising about 7,000 redistribution stockiest, directly

covers the entire urban population, and about 250 million rural consumers.

Past Milestones

In the summer of 1888, visitors to the Kolkata harbor noticed crates full of Sunlight soap bars, embossed

with the words "Made in England by Lever Brothers". With it began an era of marketing branded Fast

Moving Consumer Goods (FMCG).

Soon after followed Lifebuoy in 1895 and other famous brands like Pears, Lux and Vim. Vanaspati was

launched in 1918 and the famous Dalda brand came to the market in 1937.

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). These three companies merged to

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form HLL in November 1956; HLL offered 10% of its equity to the Indian public, being the first among the

foreign subsidiaries to do so. Unilever now holds 51.55% equity in the company. The rest of the

shareholding is distributed among about 380,000 individual shareholders and financial institutions.

The erstwhile Brooke Bond's presence in India dates back to 1900. By 1903, the company had launched Red

Label tea in the country. In 1912, Brooke Bond & Co. India Limited was formed. 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 in 1972 and in 1977 Lipton Tea (India) Limited was incorporated.

Pond's (India) Limited had been present in India since 1947. It joined the Unilever fold through an

international acquisition of Chesebrough Pond's USA in 1986.Since the very early years, HLL has vigorously

responded to the stimulus of economic growth. The growth process has been accompanied by judicious

diversification, always in line with Indian opinions and aspirations.

The liberalization of the Indian economy, started in 1991, clearly marked an inflexion in HLL's and the

Group's growth curve. Removal of the regulatory framework allowed the company to explore every single

product and opportunity segment, without any constraints on production capacity.

Simultaneously, deregulation permitted alliances, acquisitions and mergers. In one of the most visible and

talked about events of India's corporate history, the erstwhile Tata Oil Mills Company (TOMCO) merged with

HLL, effective from April 1, 1993. In 1995, HLL and yet another Tata company, Lakme Limited, formed a

50:50 joint venture, Lakme Lever Limited, to market Lakme's market-leading cosmetics and other

appropriate products of both the companies. Subsequently in 1998, Lakme Limited sold its brands to HLL

and divested its 50% stake in the joint venture to the company.

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HLL 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. HLL has also set up a subsidiary in Nepal,

Nepal Lever Limited (NLL), and its factory represents the largest manufacturing investment in the Himalayan

kingdom. The NLL factory manufactures HLL's products like Soaps, Detergents and Personal Products both

for the domestic market and exports to India.

The 1990s also witnessed a string of crucial mergers, acquisitions and alliances on the Foods and 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 the UB Group and the Dollops Ice-cream

business from Cadbury India.

As a measure of backward integration, Tea Estates and Doom Dooma, two plantation companies of Unilever,

were merged with Brooke Bond. Then in July 1993, Brooke Bond India and Lipton India merged to form

Brooke Bond Lipton India Limited (BBLIL), enabling greater focus and ensuring synergy in the traditional

Beverages business. 1994 witnessed BBLIL launching the Wall's range of Frozen Desserts. By the end of the

year, the company entered into a strategic alliance with the Kwality Ice-cream Group families and in 1995

the Milk food 100% Ice-cream marketing and distribution rights too were acquired.

Finally, BBLIL merged with HLL, with effect from January 1, 1996. The internal restructuring culminated in

the merger of Pond's (India) Limited (PIL) with HLL in 1998. The two companies had significant overlaps in

Personal Products, Specialty Chemicals and Exports 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 was done to ensure for the Group, benefits from scale economies both in domestic and

export markets and enable it to fund investments required for aggressively building new categories.

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In January 2000, in a historic step, the government decided to award 74 per cent equity in Modern Foods to

HLL, thereby beginning the divestment of government equity in public sector undertakings (PSU) to private

sector partners. HLL's entry into Bread is a strategic extension of the company's wheat business. In 2002,

HLL acquired the government's remaining stake in Modern Foods.

In 2003, HLL acquired the Cooked Shrimp and Pasteurized Crabmeat business of the Amalgam Group of

Companies, a leader in value added Marine Products exports.

Chronology

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

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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 Reorganization 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 Lever Limited, with 10% Indian equity participation.

1957 Unilever Special Committee approves research activity by Hindustan Lever.

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.

1962 Formal Exports Department starts.

1963 Head Office building at Back bay 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 Lever 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 launched

1971 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.

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1974 Pilot plant for industrial chemicals at Taloja; informal price control on soaps withdrawn; Liril

marketed.

1975 Ten-year modernization 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 Agri-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 HLL recognised by Government of India as Star Trading House in Exports.

1993 HLL's largest competitor, Tata Oil Mills Company (TOMCO), merges with the company with effect

from April 1, 1993, the biggest such in Indian industry till that time. Merger ultimately accomplished

in December 1994; Launch of Vim bar; Kissan acquired from the UB Group.

1994 HLL forms Nepal Lever Limited, HLL 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; HLL acquires Kwality and Milkfood 100% brand names and

distribution assets. HLL introduces Wall's.

1995 HLL and Indian cosmetics major, Lakme Ltd., form 50:50 joint venture - Lakme Lever Ltd.; HLL

enters branded staples business with salt; HLL recognized as Super Star Trading House.

1996 Mr. K. B. Dadiseth takes over as Chairman from Mr. S. M. Datta; Merger of Group company, Brooke

Bond Lipton India Limited, with HLL, with effect from January 1; HLL introduces branded aatta; Surf

Excel launched.

1997 Unilever sets up International Research Laboratory in Bangalore; new Regional Innovation Centers

also come up.

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1998 Group company, Pond's India Ltd., merges with HLL with effect from January 1, 1998. HLL 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; HLL

acquires 74% stake in Modern Food Industries Ltd., the first public sector company to be disinvested

by the Government of India.

2002 HLL enters Ayurvedic health & beauty centre category with the Ayush range and Ayush Therapy

Centers.

2003 Launch of Hindustan Lever Network; acquisition of the Amalgam Group

2005 Launch of "Pureit" water purifiers’

2006 Brookefields food operations moved to Mumbai

2007 Company 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 crore mark

2008 HUL completes 75 years on 17th October 2008

Pureit national launch across India

2010 HUL moves to its new headquarters ‘Unilever House’ in Andheri, Mumbai. Pureit international launch.

Unilever Sustainable Living Plan launched in India

2013 HUL completes 80 years on October 17 2013

HINDUSTAN UNILEVER LOGO

Logo of Hindustan Unilever Is Contaning the legacy of their parent company unilever. Logo of Hindustan

Unilever has also been changed with company name. This logo coincides with the announcement of new

corporate identity. Name HUL was approved by shareholder at the year annual meeting on May 18 & new

identity was officially announced on 25 June following government approval.

New identity provides optimum balance between maintaining the heritage of the company & synergies of

global alignment with the corporate name of unilever. Most importantly it retains “Hindustan” as the first

55

word in its name to reflect the company’s continued commitment to local economy, consumers, partners, &

employers

New logo symbolizes the company mission of “Adding Vitality to life” & play a very strongly in our vision of

“Earning the love & respect of India by making a real difference to every Indian”. It comprises 25 different

icons representing organization, its brands & idea of vitality.

OBJECTIVE OF THE STUDY

Major objective of the study entitled name “Market analysis of skin care products”

1. Analysis of the marketing strategies of the products of the HUL and to know

about the major competitors’ strategies about the skin care products.

2. To know about the buying behavior of consumers.

3. Analysis of the impact of the brand of the mind of the consumers.

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4. Analysis of the strategies adopted by the HUL for their skincare products

To know about the behavior of the distributors

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Scope of the study

PRESENT STATUS

Hindustan Unilever Limited (HUL) is India's largest Fast Moving Consumer Goods company,

touching the lives of two out of three Indians with over 20 distinct categories in Home & Personal

Care Products and Foods & Beverages. They endow the company with a scale of combined volumes

of about 4 million tonnes and sales of nearly Rs.13718 crores.

HUL is also one of the country's largest exporters; it has been recognised as a Golden Super Star

Trading House by the Government of India.

The mission that inspires HUL's over 15,000 employees, including over 1,300 managers, is to "add

vitality to life." HUL meets everyday needs for nutrition, hygiene, and personal care with brands that

help people feel good, look good and get more out of life. It is a mission HUL shares with its parent

company, Unilever, which holds 52.10% of the equity. The rest of the shareholding is distributed

among 360,675 individual shareholders and financial institutions.

HUL'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 many categories - soaps, detergents, personal products,

tea, coffee, branded staples, ice cream and culinary products. They are manufactured over 40

factories across India. The operations involve over 2,000 suppliers and associates. HUL's

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distribution network comprises about 4,000 redistribution stockists and covers 6.3 million retail

outlets reaching the entire urban population, and about 250 million rural consumers.

HUL has traditionally been a company, which incorporates latest technology in all its operations.

The Hindustan Unilever Research Centre (HURC) was set up in 1958, and now has facilities in

Mumbai and Bangalore. HURC and the Global Technology Centres in India have over 200 highly

qualified scientists and technologists, many with post-doctoral experience acquired in the US and

Europe.

HUL believes that an organisation's worth is also in the service it renders to the community. HUL is

focusing on health & hygiene education, women empowerment, and water management. It is also

involved in education and rehabilitation of special or underprivileged children, care for the destitute

and HIV-positive, and rural development. HUL has also responded in case of national calamities /

adversities and contributes through various welfare measures, most recent being the village built by

HUL in earthquake affected Gujarat, and relief & rehabilitation after the Tsunami caused devastation

in South India.

In 2001, the company embarked on an ambitious programme, Shakti. Through Shakti, HUL is

creating micro-enterprise opportunities for rural women, thereby improving their livelihood and the

standard of living in rural communities. Shakti also includes health and hygiene education through

the Shakti Vani Programme, and creating access to relevant information through the iShakti

community portal. The program now covers 15 states in India and has over 45,000 women

entrepreneurs in its fold, reaching out to 100,000 plus villages and directly reaching to 150 million

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rural consumers. By the end of 2010, Shakti aims to have 100,000 Shakti entrepreneurs covering

500,000 villages, touching the lives of over 600 million people.

HUL is also running a rural health programme – Lifebuoy Swasthya Chetana. The programme

endeavours to induce adoption of hygienic practices among rural Indians and aims to bring down the

incidence of diarrhoea. It has already touched 84.6 million people in approximately 43890 villages

of 8 states. The vision is to make a billion Indians feel safe and secure.

If Hindustan Unilever straddles the Indian corporate world, it is because of being single-minded in

identifying itself with Indian aspirations and needs in every walk of life.

Hindustan Unilever Limited is India's largest Fast Moving Consumer Goods (FMCG) Company. It is present in

Home & Personal Care and Foods & Beverages categories. HUL and Group companies have about 15,000

employees, including 1200 managers.

The fundamental principle determining the organisation structure is to infuse speed and flexibility in

decision-making and implementation, with empowered managers across the company’s nationwide

operations.

1. Board

2. Management Committee

Board

The Board of Directors as repositories of the corporate powers act as a guardian to the Company as also the

protectors of shareholder’s interest.

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This Apex body comprises of a Non- Executive Chairman, four whole time Directors and five independent

Non – Executive Directors. The Board of the Company represents the optimum mix of professionalism,

knowledge and experience.

Management Committee

The day-to-day management of affairs of the Company is vested with the Management Committee which is

subjected to the overall superintendence and control of the Board. The Management Committee is headed

by Mr. Nitin Paranjpe and has functional heads as its members representing various functions of the

Company.

Mr. Nitin Paranjpe –

Chief Executive Officer

and Managing Director

Mr. D Sundaram –

Vice Chairman

Mr. Shreejit Mishra –

Executive Director

Foods

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Mr. Sanjiv Kakkar –

Executive Director

Sales and Customer Development

Mr. Dhaval Buch –

Executive Director

Supply Chain

Mr. Ashok Gupta –

Executive Director

Legal

Ms Leena Nair –

Executive Director

HR.

LIMITATIONS

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Though HUL seems to be ruling the roost in various segments of household goods industry,

findings suggest that its marketing strategies are not without loopholes. Let us have a look

at these loopholes or limitations in brief.

1. One very striking limitations is the fact that even though these products with all-

percasive marketing and distribution channels, flourishing increasingly in different

parts of the world there appears to be a visible lack of channels providing them

substantial access to semi-urban and rural areas. In other words, the products of

HUL have a weaker grassroots bases.

2. The availability of these products to common people does not only depend on

marketing network, but also on the advertising strategies adopted by HUL. On this

count culinary products don’t seem to offer much to create any stir and betray

manifest upward trends in terms of widening consumer base.

3. The pricing strategy adopted by HUL shows considerable fluctuation, which has led

the consumer base to remain almost stagnant in many segments. Usually, the

prices of these products are too high to make these affordable to the common

masses and particularly those belonging to low-income groups. This phenomenon

seems to be most evident in culinary goods segment, which constitutes the

backbone of HUL’s industrial base.

AN OVERVIEW63

ENVIRONMENT POLICY

Hindustan Unilever Limited (HUL) supplies high quality goods and services to meet the daily needs of

consumers and industry. In doing so, the Company is committed to exhibit the highest standards of

corporate behaviour towards its consumers, employees, the societies and the world in which we live.

The company recognises its joint responsibility with the Government and the Public to protect environment

and is committed to regulate all its activities so as to follow best practicable means for minimising adverse

environmental impact arising out of its operations.

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

basis, while fulfilling consumers' requirements for excellent quality, performance and safety.

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

available knowledge and information, the risk of an adverse environmental impact arising from processing

of the product, its use or foreseeable misuse.

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

of its operations. The Policy applies to development of a process, product and services, from research to full-

scale operation. It is applicable to all company operations covering its plantations, manufacturing, sales and

distribution, research & innovation centres and offices. This document defines the aims and scope of the

Policy as well as responsibilities for the achievement of the objectives laid down.

The Vision

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

improvements in the management of the environmental impact of our operations.

We will achieve this through an Integrated Environment Management approach, which focuses on People,

Technology and Facilities, supported by Management Commitment as the prime driver.

The Environment Policy

Hindustan Unilever Ltd. (HUL) is committed to meeting the needs of customers and consumers in an

environmentally sound manner, through continuous improvement in environmental performance in all our

activities. Management at all levels, jointly with employees, is responsible and will be held accountable for

company's environmental performance.

Accordingly, HUL's aims are to:

1. Ensure safety of its products and operations for the environment by using standards of

environmental safety, which are scientifically sustainable and commonly acceptable.

2. Develop, introduce and maintain environmental management systems across the company to meet

the company standards as well as statutory requirements for environment. Verify compliance with

these standards through regular auditing.

3. Assess environmental impact of all its activities and set annual improvement objectives and targets

and review these to ensure that these are being met at the individual unit and corporate levels.

4. Reduce Waste, conserve Energy and explore opportunities for reuse and recycle.

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5. Involve all employees in the implementation of this Policy and provide appropriate training. Provide

for dissemination of information to employees on environmental objectives and performance

through suitable communication networks.

6. Encourage suppliers and co-packers to develop and employ environmentally superior processes and

ingredients and co-operate with other members of the supply chain to improve overall

environmental performance.

7. Work in partnership with external bodies and Government agencies to promote environmental care,

increase understanding of environmental issues and disseminate good practice.

QUALITY POLICY

“Quality is fundamental to our Business Success”

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Unilever’s mission is to meet everyday needs for nutrition; hygiene and personal care with brands that help

people feel good, look good and get more out of life. And a key requirement is building in the quality

expectations of our consumers into our products.

To win consumers’ confidence and loyalty, we need to consistently deliver branded products of excellent

quality. We understand the different needs of our consumers and customers and strive to develop and

deliver superior brands to ensure that they’re the preferred choice. And by applying consistently high

standards, we’re able to do things right first time, cut waste, reduce costs and drive profitability.

Our Quality Policy describes the principles that everyone in Unilever follows, wherever they are in the world,

to ensure that we are recognised and trusted for our integrity, the quality of our brands and products, and

the high standards we set.

Principles of the Quality Policy:- (in their own words)

• Putting the safety of our products and our consumers first.

We have stringent mandatory quality standards in place against which compliance is verified through regular

audits and self assessments. These standards ensure we design, manufacture and supply products that are

safe, of excellent quality, and conform to the relevant industry and regulatory standards in the countries in

which we operate. Comprehensive management procedures are in place to mitigate risks and to protect our

consumers and markets.

• Putting consumers and customers at the heart of our business

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We actively engage our consumers and customers, translating their needs and requirements into our

products and services, thus creating consumer value wherever we position our products. This is at the very

heart of our innovation process.

• Quality is a shared responsibility

Quality and consumer safety is the responsibility of every Unilever employee and Unilever demonstrates

visible and consistent leadership to meet this policy. The drive for quality, in all that we do, is a passion

reflected in our brand development, manufacturing and customer service processes and is also expected of

our business partners. We partner with stakeholders to provide leadership, promote transparency and share

best practice. And we’ve forged effective working relationships with suppliers and contract manufacturers.

• Building and maintaining excellent systems to ensure the quality and safety of our products

We’re proactively and continuously developing our systems and processes to ensure quality and safety

throughout the whole value chain, and we’re setting a benchmark for the business. We provide appropriate

training and resources, and will ensure that we deliver our quality objectives and targets. We regularly

measure and improve our performance using both internal and external measures.

We actively promote our Quality Policy and have a quality assurance organisation in place to ensure

consistency and visibility of quality standards, processes and performance indicators across all Unilever

businesses at all levels, and to anticipate and develop future quality capability requirements.

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SAFETY AND HEALTH POLICY

Hindustan Unilever Limited (HUL) supplies high quality goods and services to meet the daily needs of

consumers and customers. In doing so, the Company is committed to exhibit the highest standards of

corporate behavior towards its consumers, employees, the societies and the environment in which we

operate.

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

employees, contractors and visitors in all its operating sites, which include manufacturing, sales and

distribution, research laboratories and offices during work and work related travel.

This Policy document defines the vision, principles, aim, required actions and scope of the policy application

as well as the responsibility for execution.

Our Vision

Our vision is to be an injury free organization.

Our Mission

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

will realize our Vision through an Integrated Safety Management approach, which focuses on People,

Processes, Systems, Technology and Facilities, supported by demonstrated leadership and employee

commitment at all levels as the prime drivers for ensuring a safe and healthy work environment.

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Safety Principles

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

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

1. All injuries and occupational illnesses are preventable

2. All operational exposures can be safeguarded

3. Safety evaluation of all business processes is vital

4. Working safely is a condition of employment

5. Training all employees to work safely is essential

6. Management audits are a must

7. Employee involvement is essential

8. All deficiencies must be reported and corrected promptly

Note: In order to make the Safety Principles operational, a separate document has been prepared,

which covers:

a) Safety Principles

b) Success Criteria

c) Illustrative KPI

This document will form the basis for the concerned Line / Organisations in developing KPI's for their

respective functions / sites.

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Scope of Application

This section defines the scope of application of this Policy (where, when and to whom is this Policy

applicable).

Where does this policy apply?

1. All own/leased sites – Manufacturing, Research/Innovation, Offices, Depots, Warehouses

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

3. Sites of associates with HUL holding > 24%

while carrying out operations of making, handling, using, transporting, selling or disposing off of our

products

Who does the policy apply to?

1. All employees at business anywhere

2. Contractors and visitors while at our own sites

When does it apply?

1. At work (our employees, contractors and visitors)

2. Travel between home and work of our employees

3. Business related travel including stay out of headquarter

4. All Company organized business events i.e. training programmes, conferences, business related get-

togethers, annual sports etc.

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Implementation Responsibility

HUL Management at all levels is responsible for Policy implementation. Every site shall prepare a

responsibility matrix with respect to this Policy. Such SHE responsibilities shall form an integral part

of overall job responsibilities of all employees.

All Unilever and HUL Standards, Rules and Procedures on Occupational Safety and Health, including

those that may be specific to a site are integral to this Policy and its implementation. All employees

are required to ensure strict adherence.

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SALES AND INCOME BREAK-UP FROM DIFFERENT BUSINESS ACTIVITIES OF

HINDUSTAN UNILEVER LTD. :

(Values in Rs. Crores) SALES

(Source: www.hll.com)

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PBIT Break-up

(Values in Rs. Crores)

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Introduction of the industry

Hindustan Unilever Limited, erstwhile Hindustan Lever Limited (also called HLL), headquartered in Mumbai,

is India's largest consumer products company, formed in 1933 as Lever Brothers India Limited. Its 41,000

employees are headed by Mr.Harish Manwani, the non-executive chairman of the board. HUL is the market

leader in Indian products such as tea, soaps, detergents, as its products have become daily household name

in India. The Anglo-Dutch company Unilever owns a majority stake in Hindustan Unilever Limited.

A number of prominent companies came into the HUL fold as result of Unilever’s international acquisitions.

These included Brooke Bond (1984), Lipton (1972) and Pond’s (1986). In 1993, Tata Oil Mills Company

(TOMCO) merged with HLL. Two years later, HLL and yet another Tata company, Lakme Limited, formed a

50:50 joint venture, Lakme Lever Limited. Subsequently in 1998, Lakme Limited sold its brands to HLL and

divested its 50 per cent stake in the joint venture to the FMCG giant.

The leading business magazine, Forbes Global, has rated Hindustan Lever as the best consumer household

products company. Far Eastern Economic Review has rated HLL as India’s most respected company. Asia

money has rated HLL as one of India’s best managed companies.

Hindustan Unilever Limited (HUL) is India's largest fast moving consumer goods company,

with leadership in Home & Personal Care Products and Foods & Beverages. HUL's brands,

spread across 20 distinct consumer categories, touch the lives of two out of three Indians.

They endow the company with a scale of combined volumes of about 4 million tonnes and

sales of Rs.13,718 crores.

The mission that inspires HUL's over 15,000 employees is to "add vitality to life". With 35

Power Brands, HUL meets everyday needs for nutrition, hygiene, and personal care with

brands that help people feel good, look good and get more out of life.

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Growth prospects

1. Untapped rural market

2. Rising income levels i.e. increase in purchasing power of consumers

3 .Large domestic market

4. Export potential

5. High consumer goods spending

Challenges before the Indian FMCG sector

1. Removal of import restrictions resulting in replacing of domestic brands

2. Slow down of rural demand

3. Tax and regulatory structure

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RESEARCH METHODOLOGY

RESEARCH DESIGN

In my project I have used various tools of Exploratory Research. This research will be done to gain

background information of the problem. An initial research will be conducted to clarify and define the

nature of the problem. The various tools used are experience surveys, in depth interviews, secondary data

analysis. Descriptive research was done where questionnaires were given to the retailers and the

wholesalers to find out the competition in HUL skin category.

QUESTIONNAIRE DESIGN

The questionnaire consists of predominantly closed ended and option based question in

Order to provide some ease to the respondents. In order to make the questionnaire more77

effective following points are covered:

• Uniformity in questions and ease of tabulation and analysis.

• Reduce subjectivity

• Easier to receive response

• Less time consuming.

The questions tried to cover all aspects required to analyze the skin category of HUL and

other competitive brands. The various variables are analyzed in the questions.

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SAMPLING METHODOLOGY

SAMPLE PLAN

The project was conducted for the geographical region of Delhi. The sample size

comprised of 10 Super Value Store (SVS), 5 exclusive wholesale, 10 Smart PP. The

sample consists of both the retailers and wholesalers of the general trade.

DATA COLLECTION

The data collection exercise was carried over a period of 10 days, in the various markets

of the region. Over the period of 10 days the data was collected and then all the data was

very carefully studied and the results were found out.

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DATA ANALYSIS

Sources of Data Collection:

1. Primary source:

Marketing personnel and HR personnel of concerned locations were approached to obtain the

information. It is collected by Questionnaire and Personal Interviews at Hub’s and Outlets

Secondary source:

Internet, Articles from various newspapers and magazines., Company brochures, literature and

pamphlets. Research Methodology is a way to systematically solve the problems.

(2) Research Approaches

1. Survey: Survey is an effective way of gathering information for any kind of research. During

the information, same respondents were fully cooperative and some were indifferent.

2. Observation: Observation is done by only observing the respondent behavior.In this

research observation is done along with the survey.

3. Unstructured Interview: Unstructured Interview also takes place during the survey with

many of the respondents

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SKIN CREAMS

FAIR & LOVELY

Fair & lovely is the most successful fairness cream in the country. Based on a

revolutionary breakthrough in skin lightening technology, Fair & Lovely is in market

since 1978. The brand is very famous amongst the consumers because of the trust that

they have developed with the company. People are satisfied with the quality and price. It

is the mass product. The most selling variant of the FAL is multi-vitamin.

The competitors of FAL and the margins provided by them are as follows:-

COMPETITORS MARGINS MARGINS

Fair One 20%

Fair & Handsome 20%

Garnier 15%

Although the sale of these brands are far behind FAL but these creams are a direct competition.

VASELINE

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Vaseline Aloe fresh is the variant for the summers and it is doing very well. It does not

have any direct competition because there is no other cream in the market for the

summers. The other variants are Vaseline Body lotion and Vaseline Petroleum jelly these

are the winter creams and there sale in summers is slightly low.

The competitors of Vaseline and their margins are as follows:-

COMPETITORS MARGINS

Emami (boroplus lotion) 20%

Nivea 20%

Ayur 18%

Garnier 15%

The projection of market share of the skin creams in Delhi is as follows:-

MARKET SHARE OF HUL AND OTHER COMPANIES IN THE SKIN CREAMS

SEGMENT:-

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HULEMAMIGARIEROTHERS

The finding of the research shows that the estimated market share of HUL is 42%.

The share of HUL skin category creams in this 42% share is as follows:-

FALVPJPCCPVLVBL

Here we can see that the major portion is covered by Fair & Lovely. It covers 77%.

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Vaseline body lotion has a share of 10%. Pond’s cold cream is 8% Pond’s body lotion is

3%.

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TALCUM POWDER

POND’S

Pond’s came into being in 1947. Pond’s talc is feminine talc. It is perfume talc and caters

to the needs of the women. It has got a very strong hold in the market. The consumers

prefer to buy at least two type of talc for their family, pond’s talc form the part of the

every basket.

Its competitors and their margins are as follows:-

COMPETITORS MARGINS

Spinz

Wipro(santoor & enchanteur) 25%

Nivea 20%

Cinthol 14%

There are other competitors as well like Premiun and Emami which comes in the combi

pack of 400g + 400g. Cinthol comes in the combi pack of 300g +100g. These kinds of

85

schemes affect the purchase pattern of people who are not brand loyal and are looking for

some free gifts or scheme. A person from lower middle section of the society prefers to

buy these talcs because of the value of money that they offer. Johnson & Johnson baby

talc is not the direct competitor of Pond’s but it is also a competition because women buy

this talc because of the softness and fresh fragrance that it provides.

The market share of these talc are as follows:-

HULSANTOORSPINZCINTHOLJ&JEMAMIOTHERS

The share of the variants of Pond’s in this 45% is as follows:-

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DFTDFMPOCPST

The largest selling variant of Pond’s is Dream Flower Magic which is 46%, next comes

Dream Flower Talc which is 40%. Pond’s Oil Control and Sandal Talc are 11% and 3%

respectively.

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PEARS

ITC has launched Fiama Di Wills in competition of Pears. Pears comes in 3 variants Pears Amber, Oil Control,

Germ Shield. The largest selling variant is Amber. The consumer pattern shows that those who are loyal to

this brand do not switch it easily. The brand loyalty of this product is more than any other. The other soaps

which are is competition of Pears are Dettol with moisturizers, Johnson & Johnson, Fiama Di Wills. Fiama Di

Wills is a new product and is being liked by people. It is lagging behind in its distribution network as there is

always stock out of this product. In the long run it can provide good competition to HUL.

The present market share of pears and it competitors are as follows:-

PEARSFIAMADETTORJ&J

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LAKME SUN CARE

The major competitor of Lakme Suncare range is Lotus herbals. Lotus comes in lots of

variants which cater to the needs of all types of Indian skin and texture. The SPF (Sun

Protection Formula) in Lakme is 15,20 and 30. but in Lotus it ranges from 15 to 60.

Although if we compare the price, Lotus is more expensive than Lakme, but still people

who are satisfied with this brand do not care about its high price. The market share of

Lakme and Lotus is very close but still Lotus is ahead of Lakme.

The competitors and their margins are as follows:-

COMPETITORS MARGIN

Lotus 35%

Garnier 15%

Shahnaz Husain 25%

The market share of Lakme and its competitors is as follows:-

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LAKMELOTUSGARNIEROTHERS

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POND’S WHITE BEAUTY AND POND’S AGE MIRACLE

Pond’s white beauty and Pond’s age miracle are in their initial stage of launch. These are

premium brands, that is , they are high priced and their target customers are upper middle

class and upper class. These 2 products face competition from premium creams like Olay,

Loreal, and VLCC. The market of these creams is small but slowly these creams are

doing well are doing well. People like the quality of Pond’s and also the price that it

is offering. The competition in this segment although is tough. This is because the

consumer of these premium creams is very loyal to their brand and they do switch creams

easily. They are not attracted by the schemes. Quality and brand name alone can attract

their attention. A customer who is using Loreal will not easily switch Pond’s.

The estimated market share of Pond’s and its competitors is as follows:-

PondsLorealGarnierOlayOthers

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92

FINDINGS

93

FINDINGS

As it is obvious from the study the products of HUL have approached the high water mark

of sale in the global consumer market. However, there are genuine reasons to observe that

they have yet to attain the cutting edge status on many counts. In this regard a few

suggestions can be made to give the required boost to the marketing prospects of HUL

products. These can be summed up as follows:

1. An attempt should be made by HUL management to tap all the potentials offered

by the global market by devoting a more substantial, efficient and better equipped

resource base. This task can be accomplished in the first place by implementing a

stronger and more ending distribution channel for various products so that even

those sections of consumers who are not accessible so easily, can be covered with

greater ease.

2. Agricultural pursuits required to meet the demands of certain agro based and

culinary product segments should be more planned, systematized, efficiently viable

and less cost-effective.

3. The price structure for various products should be more within the limit of

affordability for consumers; the grassroots consideration in this regard should not

be ignored. Here, the policy of loco-centric rather than uniform price structure

would certainly be more advantageous.

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4. Industrial manufacturing units of these products should be set up at places lying

nearest to the places where sources and raw materials for different products could

be available in the easiest possible way.

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SUGGESTIONS &

RECOMMENDATION

96

SUGGESTIONS & RECOMMENDATION

1. The company can launch a new variant of Pond’s, which could be Pond’s Fairness

Body Lotion. This will cater to the fairness need of whole body and not just hands

and face. The target customer of this variant can be the youth who are more

boldly dressed and want the whole texture of the skin to be same. Most of the

time the face looks fairer than the hands and the legs.

2. To launch a display scheme for Pears which can counter the competition from

Fiama Di Wills that it may face in the future. HUL can buy windows from the

retailers for the display of Pears soap and face wash.

3. The youth of today is not much into the consumption of fairness cream because

they think it to be harmful for the skin and they are very conscious about the

health of their skin. To cater to this segment of population which is very huge,

Fair & Lovely can initiate activities which makes the youth aware about the

qualities of the brand and to make them understand that the cream is not harmful

for their skin.

4. The company can emphasize on the other qualities of Pond’s talc and not just as

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perfume talc. It can highlight its medicinal value which is of very necessary for

the summers.

5. The company can launch a new variant of Pond’s talc with new fresh fragrance. This will be

for the people who like the brand due to the good quality that it provides but are

bored of the fragrance that has been provided for so long. This will counter the

competition and satisfy the target customers.

6. Lakme can come up with sunscreen which has more SPF so that it can counter the

competition that it faces from its biggest competitor Lotus. As of now Lakme

come in SPF 15 to SPF 30. It can also come up with sunscreen with higher SPF.

Lotus ranges from SPF 15 to SPF 60. This way Lakme can cater to the needs of

people who are more exposed in the sun and need more protection against it.

7. Pond’s White Beauty and Pond’s Age Miracle are in their initial stage so these

brands need to communicate more to their customers. The company can promote

activities in the mall where they are sold the most as these are premium brands

and their target customer comes in the malls only. This will help in brand

communication of these brands.

8. The company should emphasize more on mass retail than the wholesale as the

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whole sale is very price sensitive. The ideal ratio of wholesale is to retail is 30:70.

The universal ratio is 40:70 and the HUL ratio is 50:50.

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CONCLUSION

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Conclusion

A look at the contemporary profit of the global industrial segment of household goods

brings it into clear focus that the situation prevailing in major markets is very much in

favour of HUL. The fact that should be acknowledged on the basis of current trends

betrayed by this segment tells us that HUL veritably stand out as on indisputable market

leader in this field and is sure to surge way ahead of other players in future. The

competitive strength, strategic acumen and ability to reach out for a considerably larger

consumer base that the company has been able to attain through the years since its

inception also point to this fact categorically.

An extremely pertinent views that emerges out of it amply suggests that it is the

dominance of HUL operating under the banner of Unilever in most of the countries that

contribute in a large measure to the creation of a market situation in which consumers are

nearly forced to purchase their ‘choice’ at prices that might not be in congruence with their

speculations and calculative consideration of affordability – something that largely

determines the phenomenon called consumer behaviour. It is absolutely doubtless to

assume are incomparable in term of their qualitative excellence.

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It is a bit surprising to observe that HUL is the market leader even though it’s capable of

manufacturing and marketing a vast range of products with an international consumer

base. Moreover, the tie-up of Prima India with HUL reflects that the latter is not unwilling

to share its technological expertise and infrastructural contrivances with others. So, inspite

of the near monopoly situation caused by HUL’s presence in the global market, it points to

a healthy flexibility in the company’s fundamental approach.

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QUESTIONNAIRE

1. Which kind of Outlet do you follow?

o Exclusive wholesale

o Semi wholesale

o Family grocer

o Mass retail

o Chemist

o Super Value Store

2. Which of the following HUL Skin product you keep in your store?

o Fair & Lovely

o Ponds Dream Flower

o Vaseline

o Pears Soap

o Lakme Sunscreen

o Ponds White Beauty

o Ponds Age Miracle

3.What is the value of the monthly sales of the following products?

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PRODUCT VALUE

Fair & Lovely

Ponds Talcum

Vaseline

Pears Soap

Lakme Sunscreen

Ponds White Beauty

Ponds Age Miracle

4. Which products are in competition with the following range of products and their

competitive share?

Fair &

lovely

Ponds dream

flower

Vaseline Pears

soap

Lakme

sunscream

Ponds white

beauty

Ponds age

miracle

5. What are the margins and inventory of competitors of HUL products?

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Fair & lovely

COMPETITOR

PRODUCT

MARGIN INVENTORY

Ponds Talcum

COMPETITOR

PRODUCT

MARGIN INVENTORY

Vaseline

COMPETITOR

PRODUCT

MARGIN INVENTORY

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Pears soap

COMPETITOR

PRODUCT

MARGIN INVENTORY

Lakme suns cream

COMPETITOR

PRODUCT

MARGIN INVENTORY

Ponds white beauty

COMPETITOR MARGIN INVENTORY

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PRODUCT

Ponds age miracle

COMPETITOR

PRODUCT

MARGIN INVENTORY

6. How much Inventory do you stock for the following HUL products?

PRODUCTS QUANTITY

Fair & Lovely

Ponds Talcum

Vaseline

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Pears Soap

Lakme Sunscreen

Ponds White Beauty

Ponds Age Miracle

7. What are your kind suggestions to increase the sale of HUL Skin category?

_________________________________________________________________

_________________________________________________________________

_________________________________________________________________

_________________________________________________________________

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BLIOGRAPHY

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BLIOGRAPHY

There were several sources which provided me with the valuable information about Hindustan unilever

limited. This information helped me in enhancing the affectivity of this presentation.

Some of my valuable sources are:

Books:

Kotler Philip –Marketing Management, Prentice hall India Pvt. Ltd. New Delhi

Kothari C.R.- Research methodology, New Age International Publisher, New Delhi

Web sites-

1. www.yahoo.com

2. www.hll.com

3. www.wikipedia.com

4. www.businessworldindia.com

5. www.answers.com

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A1

Documents

fmcg products

personal care

hair care

oral care

project work

project successful

household care fabric

consumer goods fmcg