A PROJECT REPORT ON ANALYSING THE COMPETITOR FACTOR AND BOOSTING
UP SALES IN GURGAON REGION
A Project undertaken at Hindustan Unilever Limited Plot No. B,
Block No. A, South City-I, Delhi Jaipur Highway, Gurgaon.
A PROJECT FOR PARTIAL FULFILMENT FOR AWARD OF DEEGRE OF MASTER
OF BUSINESS MANAGEMENT
Analyzing the competitor factor and boosting up sales in gurgaon
region
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Submitted By: Shikha Gupta PGDM 2009-2011 Roll No. 09/109
TABLE OF CONTENTS1. STUDENT CERTIFICATE 2. ACKNOWLEDGEMENT 3.
PREFACE 4. EXECUTIVE SUMMARY 5. INTRODUCTION TO INDUSTRY 6. COMPANY
PROFILE 7. COMPETITOR PRODUCTS 8. OBJECTIVE OF SUMMER TRAINING 9.
RESEARCH METHODOLOGY 10.SWOT ANALYSIS 11.BUSINESS
OPPORTUNITYAnalyzing the competitor factor and boosting up sales in
gurgaon region
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12.BIBLIOGRAPHY 13.APPENDIX ( QUESTIONNAIRE)
ACKNOWLEDGEMENTOn the successful and satisfying completion of
this project, I would like to share the immense joy in my heart
with the others who have contributed to the making of this project
by acknowledging them and I set forth to thank all the individuals
directly or indirectly associated with it.
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At the outset, I would like to thank Professor R.J Masilamani,
faculty, Bimtech who has been a great influence in shaping this
project and during my efforts to define the scope and frame of the
project. His continual appraisal of the progress of the project and
also the insight into the subject he has given, were a constant
source of strength during my work.
I whole heatedly thank Mr. Aneet Mishra, Sales Executive,
HUL-OOH and Mr. Shiv Mohan Bharadwaj, Territory Sales Officer,
HUL-OOH who not only guided me in the making of the project but
also gave me the in-depth knowledge about the sales branch of
marketing.
I have benefited a lot from the constructive criticism and
suggestions given to me by my colleagues with whom I discussed the
project. I would also like to extend my gratitude to all the
faculty and lab staff for indirectly helping me to complete this
project.
Shikha Gupta Bimtech 2009-2011
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CERTIFICATEThis is to certify that the report titled, Analyzing
The Competitor Factor And Boosting Up Sales In Gurgaon Region
submitted by Ms. Shikha Gupta, Roll Number DM09/109, for the
partial fulfillment of the requirements PGDM embodies the work done
by him during the summer internship at Hindustan Unilever Ltd.
under the supervision of Professor R.J Masilamani, faculty Bimtech
and Mr. Shiv Mohan Bharadwaj, Territory Sales Officer, HUL.
It is further certified that I have not submitted this report to
any other organization for any other degree.
Professor R.J Masilamani Bharadwaj Faculty Mentor, Bimtech
Territory Sales Officer, HUL
Mr.Shiv Mohan Industry Guide,
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Shikha Gupta Student, Bimtech Roll No- 09/109
PREFACEThis project is a part of the academic curriculum
required for the fulfillment of the two years full time programme,
pursuing Post Graduate Programme in Birla Institute of Management
Technology, Greater Noida.
The project called Summer Internship Programme was undertaken at
HINDUSTAN UNILEVER LIMITED. This project aimed at analyzing the
Market potential of HUL vending products with respect to its
competitors.
The study was carried out interacting closely with the sales
team as well as distributors and dealers of GURGAON REGION. It also
involved face to face interaction between different customers and
corporate individuals.
The project has shown a significant light on the market share of
different products under vending division (Lipton Tea, Bru coffee,
Taj Mahal Tea Bags and some other products) with respect to its
competitors like Nestle and Georgia.
Academically, the project provides a unique opportunity to have
an exposure to real life business environment and to have an
insight into the management intricacies, thus helping learning to
be more purposeful and meaningful.
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EXECUTIVE SUMMARYThis project gives a comprehensive idea about
the SALES AND DISTRIBUTION MANAGEMENT of one of the most important
business sector in India, the FAST MOVING CONSUMER DURABLES (FMCG)
sector. The project was an endeavor to study the existing Vending
Business and the Liptons presence in it. It also tries to analyze
Liptons pricing, promotion, the distribution channel and
alternatives. It aims at installation of vending machine in a
company and has been executed in following three stages: 1. Cold
calling 2. Meeting respective administration/human resource heads
& Negotiations 3. Installation of Lipton vending machine
The task of installing a vending machine gets accomplice after
several rounds of negotiations the respective company
representative is made acquainted with theAnalyzing the competitor
factor and boosting up sales in gurgaon region
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benefit his organization will get with Lipton. For this, a
comprehensive cost-benefit has to be presented to him to convert
the prospect into key account of HUL. Once an order is placed, the
Lipton crew along with the distributor installs the Lipton Vending
Machine. Proper and regular technical support is provided for
machine management. The Lipton team also trains for a smooth
operation of the Lipton Vending Machine, which will help to
maximize cuppage. The installation process is divided into 5
stages:
1) Pre-delivery inspection at the establishment by the
manufacturers technician. 2) Pre-installation Survey at the
establishment by the installation crew. The crew shall check the
location for Water Source, Electrical Wiring and Fittings,
Earthing, Tank and machine placement- accordingly an estimation of
cost shall be provided. 3) All electrical, plumbing and water
requirement are addressed before actual installation. 4) After all
the necessary checks are made, qualified technicians install the
Lipton Vending Machine. 5) Training of the machine handling
personnel to ensure smooth functioning and easy daily maintenance
of the Lipton Vending Machine. Through the vending machines
Hindustan Unilever Ltd. promotes the following three products:
Tea :
The packet tea market continued to be extremely competitive with
national, regional and local players vying for increased share and
volumes Prices of garden tea remained stable during the year, but
have begun to firm up towards the later part of the year. The
strategy of investing in building Brooke Bond as a mega brand to
consolidate and strengthen the Company's leadership in the packet
tea market helped Brooke Bond maintain its leadership during the
year. In 2009, Taj Mahal and Lipton were successfully re-launched.
Aggressive Brand building support behind Lipton Natural Care
hasAnalyzing the competitor factor and boosting up sales in gurgaon
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established Natural Care as a significant variant within the
portfolio. The focus on brand building, and innovation has helped
the Company to sustain its leadership position in the overall
category and exit the year with a growth momentum. Lipton continued
to grow strongly in the Out-of-Home, Vending Channel through
acquisition of some major regional and national clients, and by
strong activation at key consumer points. The business continued to
record sustained profitability through its focused brand portfolio
and highly streamlined supply chain and cost management.
Coffee:
The Coffee business had another excellent year, led by strong
growth in Instant Coffee. The strategy to strengthen the brand
equity of Bru through clutter breaking and highly visible
communication, coupled with world class activation led to
significant share gain further consolidating its leadership
position within the branded coffee market. Bru Cappuccino continues
to help Bru recruit new consumers into its franchise and
consolidate Bru's channel leadership particularly in Modern Trade.
The Re. 1 and Rs. 3 low unit price packs continue to contribute
significantly to the brand's growth and drive category expansion.
The coffee category, particularly Instant Coffee, continued to be
extremely competitive with national players securing growth in
volumes and market share. Ground and Roasted coffee; predominantly
confined to South India, faced competition from local and regional
players. There is a perceptible trend of increasing number, of
consumers migrating to instant coffee from roasted and ground
coffee due to its inherent convenience.
Soups:
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Knorr Soups enjoy a large share in the nascent and small soup
market and held that position during 2008. A new range of
international quality soups were introduced during the Foods
business delivered a robust performance during 2008. This was on
the back of a good 2007, reflecting sustained momentum in the
Kissan, Knorr and Annapurna brands Kissan was relaunched with a new
strategic positioning, improved packaging and a superior
formulation, which significantly enhanced the quality of the
product. Simultaneously, the Company focused on improving delivered
freshness of processed foods to consumers with an improved supply
year. Simultaneously, a new campaign to encourage soup consumption
at various moments in the day has been well received by consumers
and customers. This will help the business to build volumes through
higher consumption.
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INTRODUCTION TO INDUSTRYFast 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.Analyzing the
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FMCG Products and Categories Personal Care, Oral Care, Hair
Care, Skin Care, Personal Wash (soaps); Cosmetics and toiletries,
deodorants, perfumes, feminine hygiene, paper products; 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. 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. 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;
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 for three million people, especially in small
towns and rural India.
Analysis of FMCG Sector 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 levelsAnalyzing the competitor factor and boosting up sales
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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.
Opportunities:1. 2. 3. 4. 5. Untapped rural market Rising income
levels i.e. increase in purchasing power of consumers Large
domestic market Export potential High consumer goods spending
Threats:1. Removal of import restrictions resulting in replacing
of domestic brands 2. Slowdown in 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.
Growth Prospect With the presence of 16.5% 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
toAnalyzing the competitor factor and boosting up sales in gurgaon
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branded products and offer new generation products, they would
be able to generate higher growth in the near future. It is
expected that the rural income will rise in 2007, boosting
purchasing power in the countryside. However, the demand in urban
areas would be the key growth driver over the long term. Also,
increase in the urban population, along with increase in income
levels and the availability of new categories, would help the urban
areas maintain their position in terms of consumption. At present,
urban India accounts for 66% of total FMCG consumption, with rural
India accounting for the remaining 34%. However, rural India
accounts for more than 40% consumption in major FMCG categories
such as 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.
THE TOP 10 COMPANIES IN FMCG SECTOR1. Hindustan Unilever Ltd. 2.
ITC (Indian Tobacco Company) 3. Nestle India 4. GCMMF ( AMUL) 5.
Dabur India 6. Asian Paints (India) 7. Cadbury Industries 8.
Britania Industries 9. Procter and Gamble Hygine and Healthcare
10.Marico Industries
Budget Implications on FMCG SectorThe Budget gives more focus on
the agricultural/farm sector that will boost the rural income thus
providing better growth prospects to the FMCG companies. With 12.2%
of the world population living in the villages of India, the Indian
rural FMCG market is something no one can overlook. Better
infrastructure facilities will improve their supply chain. Also,
with rising income and growing consumerism, FMCG sectors are likely
toAnalyzing the competitor factor and boosting up sales in gurgaon
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benefit. Growth potential for all the FMCG companies is huge as
the per capita consumption of almost all products in the country is
amongst the lowest in the world. Further, if these companies can
change consumer's mindset and offer new generation products, they
would be able to generate higher growth in the future
COMPANY PROFILE
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 Unilevers international acquisitions. These included Brooke Bond
(1984), Lipton (1972) and Ponds (1986). In 1993, Tata Oil Mills
Company (TOMCO) merged with HUL. Five yearsAnalyzing the competitor
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later, HUL 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 HUL 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 HUL as Indias most respected
company. Asia money has rated HUL as one of Indias best managed
companies.
BUSINESS OF THE COMPANYHULs business activities are divided into
four broad areas: Home & Personal Care Personal Wash Fabric
Wash Home Care Oral Care Skin Care Hair Care Deodorants & Talcs
Color Cosmetics
Foods Tea Coffee Branded Staples Culinary Products Ice Creams
Modern Foods ranges
New Ventures
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Hindustan Lever Network Ayush ayurvedic products & services
Sangam
Exports HPC Beverages Marine Products Rice Castor
Brands HUL s brands are household names across the country. They
include Lifebuoy, Lux, Surf Excel, Rin, and Wheel, Fair &
Lovely, and Ponds, Sunsilk, Clinic, Pepsodent, Close-up, Lakme,
Brooke Bond, Kissan, Knorr-Annapurna and Kwality Walls.
LOCATIONHUL 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 MilestonesIn 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; other famous brands like Pears, Lux and
Vim. Vanaspati were launched in 1918 and the famous Dalda brand
came to the market in 1937.
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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 form HUL in November 1956; HUL 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, HUL 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 HUL'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 HUL, effective from April 1, 1993. In 1995, HUL
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 HUL and
divested its 50% stake in the joint venture to the company.
HUL formed a 50:50 partnership joint venture with the US-based
Kimberly Clark Corporation in 1994. Kimberly-Clark Lever Ltd, which
markets Huggies Diapers and Kotex Sanitary Pads. HUL has also set
up a subsidiary in Nepal, Nepal Lever Limited (NLL), and its
factory represents the largest manufacturing investment in
theAnalyzing the competitor factor and boosting up sales in gurgaon
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Himalayan kingdom. The NLL factory manufactures HUL'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 HUL, with effect from January 1,
1996. The internal restructuring culminated in the merger of Pond's
(India) Limited (PIL) with HUL 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.
In January 2000, in a historic step, the government decided to
award 74 per cent equity in Modern Foods to HUL, thereby beginning
the divestment of government equity in public sector undertakings
(PSU) to private sector partners. HUL's entry into Bread is a
strategic extension of the company's wheat business. In 2002, HUL
acquired the government's remaining stake in Modern Foods. In 2003,
HUL acquired the Cooked Shrimp and Pasteurized Crabmeat business of
the Amalgam Group of Companies, a leader in value added Marine
Products exports.
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CHRONOLOGYYEA R 188 8 189 5 MILESTONES
Sunlight soap introduced in India. Lifebuoy soap launched; Lever
Brothers appoints agents in Mumbai, Chennai, Kolkata, and
Karachi.
1902 Pears soap introduced in India. 1903 Brooke Bond Red Label
tea launched. 1905 Lux flakes introduced. 1913 Vim scouring powder
introduced. 1914 Vinolia soap launched in India. 1918 Vanaspati
introduced by Dutch margarine manufacturers like Van den Berghs,
Jurgens, Verschure Creameries, and Hartogs. 1922 Rinso soap powder
introduced. 1924 Gibbs dental preparations launched. 1925 Lever
Brothers gets full control of North West Soap Company. 1926 Hartogs
registers Dalda Trademark. 1930 Unilever is formed on January 1
through merger of Lever Brothers and Margarine Unie. 1931 Hindustan
Vanaspati Manufacturing Company registered on November 27; Sewri
factory site bought. 1932 Vanaspati manufacture starts at Sewri.
1933 Application made for setting up soap factory next to the
Vanaspati factory at Sewri; Lever Brothers India Limited
incorporated on October 17. 1934 Soap manufacture begins at Sewri
factory in October; North West Soap Company's Garden Reach Factory,
Kolkata rented and expanded to produce Lever brands. 1935 United
Traders incorporated on May 11 to market Personal Products. 1937
Mr. Prakash Tandon, one of the first Indian covenanted managers,
joins HVM.Analyzing the competitor factor and boosting up sales in
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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 toAnalyzing the competitor factor
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Unilever Special Committee - plan approved; Clinic shampoo
launched. 1973 Mr. T. Thomas takes over as Chairman from Mr. V. G.
Rajadhyaksha. 1974 Pilot plant for industrial chemicals at Taloja;
informal price control on soaps withdrawn; Liril marketed. 1975
Ten-year 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 HUL recognised by Government of India as
Star Trading House in Exports. 1993 HUL'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 HUL forms Nepal Lever
Limited, HUL and US-based Kimberley-Clark Corporation form 50:50
joint venture - Kimberley-Clark Lever Ltd. - to market Huggies
diapers and Kotex feminine care products. Factory set up at Pune in
1995; HLL acquires Kwality and Milkfood 100% brand names and
distribution assets. HLL introduces Wall's. 1995 HUL and Indian
cosmetics major, Lakme Ltd., form 50:50 joint venture - Lakme Lever
Ltd.; HUL enters branded staples business with salt; HLL recognized
asAnalyzing the competitor factor and boosting up sales in gurgaon
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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; HUL
introduces branded aatta; Surf Excel launched. 1997 Unilever sets
up International Research Laboratory in Bangalore; new Regional
Innovation Centers also come up. 1998 Group company, Pond's India
Ltd., merges with HUL with effect from January 1, 1998. HUL
acquires Lakme brand, factories and Lakme Ltd.'s 50% equity in
Lakme Lever Ltd. 2000 Mr. M. S. Banga takes over as Chairman from
Mr. K. B. Dadiseth, who joins the Unilever Board; HUL acquires 74%
stake in Modern Food Industries Ltd., the first public sector
company to be disinvested by the Government of India. 2002 HUL
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
Management StructureHindustan 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. Board Divisions Central
functions Businesses
Board of Directors/ Key PersonnelAnalyzing the competitor factor
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Mr. Harish Manwani Mr D. Sundaram Mr Nitin Paranjpe Mr Hemant
Bakshi Mr C.K Prahalad Mr D.S Parekh Mr Gopal Vittal Mr Sridhar
Ramamurthy
Chairman Vice chairman CEO & MD Executive Director sales
& customer development Independent Director Independent
Director Executive Director Executive Director & CFO
Sales and income break-up from different business activities of
Hindustan Unilever Ltd. :
(Values in crores - (Source: www.hul.com))
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PBIT Break-up:
(Values in crores) (Source: www.hul.com)
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 word in its name to reflect the companys
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.
Analyzing the competitor factor and boosting up sales in gurgaon
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SUN :
Our primary natural resource. All life begin with this Ultimate
symbol of vitality.
DNA :
Double helix, the genetic blueprint of life & a symbol of
bioscience. It is the key to a healthy life. While the sun is the
biggest source of life,dna is the smallest A symbol of nutrition ,
tasting & cooking.
SPOON :
BOWL :A bowl of delicious smelling food. it can drink or
soup
also represent a ready meal , hot
SPICE & FLAVOUR : Represent chillie or fresh ingredient.
FISH :
Representing food, sea or fresh water.
SPARKLE
: Clean healthy & sparkling with energy.
SAUCE OR SPREADS : & adding taste
Represents mixing or string. It suggest blending in flavor
BEE :
Representing creation , pollination, hard work & bio
diversitys bee symbolizes both environmental challenges and
opportunities.Analyzing the competitor factor and boosting up sales
in gurgaon region
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HAND & FLOWER : Hand symbolizes sensitivity care & need
.it represent skin & touch. & flowers , fragrance .when
seen with hand , it represents moisture or cream.
ICECREAM
: A treat, pleasure & enjoyment.
LIPS
: represent beauty, looking good & taste.
HAIR
: A symbol of beauty & good looking. Placed next to the
flower it evokes cleanliness & fragrance ; placed near the hand
it suggest softness.
PALM TREE : A nurtured resources. It produces palm oil as well
as many fruits coconuts, bananas & dates and symbolizes
paradise.
BIRDS : A symbol of freedom. It suggest a relief from daily
chores, & getting more out of life.
RECYCLE : A part of our commitment to sustainability.
PARTICLES : A references to science ,bubbles & fizz.
TEA : A plant or extract of a plant ,such as tea. Also a symbol
of growing & farming.
FROZEN : The plant is a symbol of freshness, the snowflakes
represent freezing. A transformational symbol.
LIQUID : A reference to clean water & purity.
WAVE : Symbolizes packaging a pot of cream associated with
personal care.Analyzing the competitor factor and boosting up sales
in gurgaon region
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CLOTHES : Represents fresh laundry & looking goods.
HEARTS : A symbol of love , care & health.
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OUT OF HOME BUSINESSHave you caught the tail of a new trend in
town? Have you as yet spotted the best of brands running into the
terrain of out-of-home consumption? Running for cover from the
meltdown in the in-home segment of consumption!
Out-of-home branding is the new buzzword sweeping Indian shores.
Brands that stubbornly remain indoors through their positioning and
segmentation strategies are in for a jolt! Consider the facts. The
Indian population is a young population. Life expectation is longer
than before. Income standards are up. Except for a year of
aberration, the Indian monsoon has largely behaved! Good monsoons
mean a good crop. Large parts of the rural economy are a non
tax-paying economy. Good rains spell good crops and good crops in
turn spell a good amount of disposable income!
The metro is a happening place. We have five big ones and a
whole host of 29 one million plus population towns that are buzzing
with activity. The man works. The woman works as well. The average
Indian is spending a lot more time out of home than before. Eight
hours at work, two hours on travel and two hours of outdoor
entertainment and eating out, gobbles up half his day. And that's a
lot of time spent out of home! The brand in his life has to appeal
to his senses more out-of-home than when in home.
Tea and coffee have always been very popular beverages among
people. It is beyond the class boundaries. People of all age groups
relish them. With globalization and expansion of retail business,
markets etc the ready to serve food items and beverages have gained
lot of demand. One can spot the coffee tea vending machines almost
everywhere- be it Hospitals, Airports, Commercial complexes,
offices, big markets and even local colony markets. Its popularity
can be judged from the fact that in places like Pragati Maidan one
can find ready to serve tea, coffee almost everywhere. It has
become a style statement to be drinking these instead of the
handmade tea/coffee.
Analyzing the competitor factor and boosting up sales in gurgaon
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They sell like hot cakes especially in markets and shopping
places. Nowadays people are conscious about hygiene. Many people go
in for these ready to serve tea/coffee and of course their good
taste is a major drawing factor.
Lipton Yellow Label has painted many a town and cities yellow!
Many a restaurant, many a bus stop, and many a signage potential is
today all yellow Lipton seems to run out of home and focus on
consumption that is outdoor while Sister Brooke Bond seems to focus
on what is happening inside the home!
Happy people are productive people. This is the basic rule of
any company. Big or small, every employer tries at keeping his
employees, customers and clients happy. Imagine if an organization
has a wide range of refreshments to grab, at fingertips; if they
could enjoy getting a whole load of refreshments as and when they
wished for it. Lever foods service gives them this freedom in form
of vending machines. Available in hot and cold formats, they are
the complete vending solutions for an organization. So, everyone is
happy at the push of a button.
Geographically, tea is widely consumed in the North, East and
West of India, and is popular with a wide variety of social classes
and consumer age groups. Black standard tea constitutes nearly 80%
of value sales. In the south, coffee is bigger as a proportion of
total hot drinks than in the rest of the country though green tea
has seen its popularity rise.
It accounts for 90% of the total beverage consumption in the
country. In 2007,tea co9nstituted 70% of retail volume sales,
compared to coffee and other hot drinks with 4.4% and 26% shares
respectively.
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Retail sales volume in year 2009 (Source: www.answers.com)
India accounts for 26% of the total production of worlds tea and
4.6% of that of worlds coffee.
World Coffee Production in year 2009 -
(source:www.financialexpress.com)
World Tea Production in year 2009 (source : www.answers.com)
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Unilever (Brooke Bond and Lipton) is the clear leader, holding
over 30% of the market share, while Tata Tea (Tata) trails it with
almost 20%. The remainder of the market is far more fragmented and
shared between numerous small players. Loose tea comprises a 45-per
cent market and is a formidable challenge to the Indian packaged
tea segment, because of its lower prices. The brand war HUL Tata
Tea
Taj Mahal, Yellow Label Premium leaf tea market and (Rs 220-240/
kg) Green Label Tetley Temptations Premium dust category (Rs
180-200 per kg) Medium leaf sector (Rs 140-180 per kg Medium dust
category (Rs 130-180 per kg) Popular or economy category (Rs
120-140 per kg) Economy dust teas (Rs 120-130 per kg) Three Roses
and Top Star Red Label and Taaza Taaza, Super Chakra Gold Tata Tea
Premium Tata Tea Premium, Kanan Devan and Gemini
A-1 and Tiger A-1 and Ruby
Agni Sholay Agni and Leo
Packet Tea Segment in India
Consumers in different parts of the country have heterogeneous
taste. Dust tea is very popular in the south. In the western
states, good quality loose tea is preferred in Gujarat, whereas in
Maharashtra, consumers provide a large market to packet as well as
unbranded tea.. The eastern states of West Bengal and Orissa
consume CTC broken. Among the northern states, CTC fanning is liked
in Rajasthan and CTC broken in others states of the North. The
Central India is predominantly a dust market CTC = Cut, Tear, Curl.
CTC production is a shortened, machine automated production
process. Importance is put on a uniform leaf and a quickly colored
infusion.
Analyzing the competitor factor and boosting up sales in gurgaon
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Hindustan Unilever Limiteds (HUL) packet tea business has
strengthened its position in the market in 2004, led by its two
mega brands, Brooke Bond and Lipton. Simultaneously HUL continues
to post strong growth in coffee. HUL has further consolidated on
the successful relaunched of Brooke Bond in the second half of
2003. The three Brooke Bond sub-brands, Taj Mahal, Red Label and
Taaza, with their distinct positioning, have expanded their
presence to cover new geographies. This has helped strengthen
marketplace position.
Appropriately priced packs have been introduced to make the
Brooke Bond offerings more accessible. Coupled with high-impact
market activation, these packs have increased Brooke Bonds market
share and sustained its strong growth. The Lipton brand, targeted
at young consumers, has been appropriately expanded in the
Out-of-Home segment. Lipton Ice Tea has been successfully
test-marketed in Bangalore and Chennai. The consumer test proven
mix will now be taken national, leveraging the alliance between HUL
and Pepsi. HUL has already identified Out-of-Home as a growth
driver. The channel, which has posted strong growth in the last two
years, will be used for the entire HUL Beverages and Foods
categories. In the Instant Coffee segment, HUL continues to post
strong growth. Bru Instant Coffee has been re-launched, with a new
identity, communication and modern pack formats. Superior
activation, penetration building activities and investment in
strategic channels, like Out-of-Home, is contributing to the
growth. Bru, as a franchise, has been strengthened with the filter
coffee brand, Deluxe Green Label, re-launched as Bru Roast &
Ground.
Consumption in leading producing countries- (source: ICO)
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Coffee consumption in India, by and large is an urban phenomenon
with an urban and rural divide of 71% and 29% respectively. Among
the type of coffee consumed it was almost equally divided between
instant (soluble) and filter (Roast and ground) coffees though the
proportion of instant coffee is very high in non-south.
Per capita Consumption of Coffee in India
(source:www.indiacoffee.org)
Attitude of Indian Coffee Consumers(www.indiacoffee.org)
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Penetration (Beverage consumed in the past 12 months) of coffee
at 59% is low compared to that of tea.
Penetration of filter coffee is highest in South India
In the Rural areas (South India) instant coffee has a higher
level of penetration than filter coffee.
Consumption of coffee is relatively lower with 19% consuming it
when compared to 85% for tea. Consumption was the highest in the
South at 31 % while it ranges between just 35% in the weak coffee
zones of North, East and South.
Yesterday's consumption is the highest among the 15-24 and 35-44
age group.
When compared to consumption of other beverages yesterday,
coffee comes in third, after tea and plain milk. Among other
beverages, buttermilk, natural beverages and Carbonated Soft Drink
are more popular with more than 10% of respondents consuming these
beverages yesterday.
Coffee is consumed as a first cup only by 23% of coffee drinkers
even in the traditional market of the South.
Per capita consumption of coffee (among all respondents - both
drinkers and non drinkers) is 0.33 cups against 1.77 cups for tea.
However, coffee consumption among drinkers at 1.76 cups compares
favorably with that of tea at 2.1 cups.. The proportion of
non-drinkers is the highest in the oldest age group of 55+ years.
Amongst coffee consumers in the rural areas, a majority (43% of all
adults) is light drinkers, consuming 1-2 cups everyday. About a
fifth of rural consumers consume coffee occasionally.
HISTORY OF VENDING MACHINESAnalyzing the competitor factor and
boosting up sales in gurgaon region
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Automated retailing through vending machines is a concept that
has been exploited by entrepreneurs around the world for over four
decades. India, however, is relatively virgin market though with
huge potential. Vending may be considered as a new concept in
India, but it has been in existence for thousands of years.
Vending Timeline 215 B.C. 1076 A.D 1700s 1886 1888 1902 1905
1920s 1930s 1936 1946 1950 1957
Details
Device to dispense holy water used in temples of Egypt,
described by Mathematician Hero, who lived in Alexandria. The
Chinese produce a coin operated pencil vendor. Coin operated boxes
appear in English taverns. U.S grants several patents for coin
operated dispensers. Thomas Adams company installs Tutti Frutti gum
machines on New York elevated train platforms. Horn and Hardart
Baking Company opens automatic restaurant in Philadelphia. U.S post
office begins to use stamp vendors. First commercial cigarette
vending machine enters the market. Bottled soft drink machines,
cooled with ice, appear on market. National Automatic Merchandising
Association is founded. Invention of first coffee vendors leads to
use of vending machines for coffee breaks. First refrigerated
sandwich vendors expand lunch venue. U.S Public Health Service
approves Model Vending Sanitation Code, and NAMA establishes
industrys first evaluation programmed certify vending equipment.
Dollar bill changers are added to vending banks. Electronic
components applied to vending machines. Credit card/debit card
services for vending machines introduced. 100th anniversary of
vending machines in U.S. Flavored coffee, espresso and cappuccino
introduced in machines. First remote wireless transmission of data
from machines to 36
1960 1980 1985 1986 1991 1993
Analyzing the competitor factor and boosting up sales in gurgaon
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warehouse. 1999 New dollar coin introduced by U.S mint
A GLIMPSE OVER THE ACHIEVEMENT OF HUL VENDING DIVISION
More than 25000 installations across 100 towns serving over a
billion cups of beverages per annum and growing.
Customized solutions for a wide array of needs from mall to
offices to factories and hotels.
Support for 24/7 operations, including some of the biggest bpos,
companies and banks.
Solutions for all offices ranging from 10 to 10000 people and at
remote locations.
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PRODUCT AND MACHINE RANGELIPTON THE TEA AND COFFEE RANGE An
international brand with a winning formulation, with the assurance
of total hygiene and top class quality, Lipton Tea and Coffee comes
in a range of mouth-watering flavoring:-
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TEA: Plain Tea, Cardamom Tea, Hot Lemon, Tea Bag Tea.
COFFEE: Bru Plain Coffee, Choco Almond, Bru Diet Coffee,
Cappuccino Special Coffee.
COLD RANGE: Bru Cold Coffee (Frappucino), Lipton Ice Tea (Lemon,
Peach).
SOUP RANGE: - Knorr Tomato Soup
THE LIPTON VENDING MACHINE Lipton Vending Machines have been
specially designed and are being introduced keeping our market
realities and interests in mind. Following are the variants of
Vending machines: Mr. Dependable The New 4 Lane U Cup Machine
1. 2.
Option of 4 ingredients in nature of coffee, tea, soup etc.
Staggered dispensing option for tea bag.Analyzing the competitor
factor and boosting up sales in gurgaon region
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3. 4. 5.
Temperature interlocking. Auto cleaning Water source
Online/Bubble top
Smart card Machine
1. Option of 4 ingredients in nature of coffee, tea, soup etc.
2. Post or pre paid option through smart card 3. Option for
consumption data down loading to PC for MIS processing. 4.
Staggered dispensing option for tea bag. 5. Auto Cleaning 6.
Temperature Interlocking 7. Water source Built in tank/ bubble top
Thirst Quencher Ice Tea Machine
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1. Option of 2 ingredients in nature of ice tea and cold coffee.
2. Dispensing Rate: 3 cups/min (200ml each) Approx 20 cups non
stop
3. Auto cleaning 4. Water source Online/ Bubble top
High Speed Hot Machine
1. Option of 5 ingredients in nature of coffee, dairy whitener,
soup etc. 2. Option of simultaneously dispensing 3 drinks.Analyzing
the competitor factor and boosting up sales in gurgaon region
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3. Option of cappuccino. 4. Staggered dispensing option for
dairy whitener. 5. Dispensing rate: 15 cups/min of 100 ml each
Approx 250 cups non-stop
6. Auto cleaning. 7. Temperature inter-locking A Caf bar at Work
Fresh bean Coffee Machine 1. Option of 4 ingredients in nature of
coffee bean, dairy whitener, soup etc. 2. Providing 10 drink
options including 6 options of fresh bean coffee. 3. Dispensing
rate : 2 cups/min of 100ml each
4. Temperature interlocking 5. Water source on-line/ Bubble
top.
A Lipton Vending Machine is the most advanced of its kind.
Features like Microprocessor controlled water temperature, inbuilt
Digital Counter, Hardware Lock and Auto-Flush system helps to
maintain a low failure rate. It is also hygienic and insect proof,
which also contributes to its durability. Flexibility in cup
offerings full and half; is another attribute that makes the Lipton
Vending Machine stand out as the most convenientAnalyzing the
competitor factor and boosting up sales in gurgaon region
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vending machine. The technologically superior equipment has been
put through intense stress tests so that it can withstand the
demanding local market.
WATER MANAGEMENT The HUL Company has been known for remarkable
consistency in quality for over a hundred years. To ensure that
quality beverage is served consistently, cup after cup, the Lipton
Vending Machine is fitted with any of four different types of
filters :- SINGLE, DOUBLE, TRIPLE AND RESIN filter. This makes sure
that the best and safest quality of water goes into the vended
Lipton cup. The filter thus enhances the quality of water, taste of
the beverage and also increases equipment life.
SERVICE SUPPORT For the Lipton vending machine, there shall be
an authorized service center with a vast network to cater to the
needs of the customer. Three basic steps shall be undertaken to
ensure long life and smooth functioning of your Lipton Vending
Machine. 1) Regular Daily Maintenance: - Proper training shall be
imparted on the daily usage, cleaning and maintenance of the Lipton
Vending Machine, at the time of installation, to your personnel. 2)
Monthly Preventive Maintenance: - The Lipton crew shall make
regular monthly visits for check-ups, maintenance and smooth
functioning of Lipton Vending Machine. 3) Breakdown and Repairs: -
In case of breakdown, the Lipton crew shall address the problem
promptly and effectively. Also, a regular dispatch plan for the
premixes shall be regularly communicated to you, for you to
maintain an appropriate stock inventory. An exclusive customer care
phone no. is provided for any queries and assistance on the Lipton
Vending Machine.
DISTRIBUTION CHANNELFACTORY
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DEPOT
DEPOT
R.S
R.S
R.S
R.S
CONSUMER
CONSUMER
CONSUMER
CONSUMER
You dont know how much people are buying pears, lux & fair
& lovely but in OOH company directly touches the customer &
they know how much consumption is there. In the distribution
channel of vending machine retailer doesnt play part after the
Redistribution Stockiest (R.S.) consumer can avail the product.
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COMPETITOR PRODUCTSThe three chief competitors of Hindustan
Unilever Ltd in tea and coffee vending business are Nescafe, Tata,
Georgia and Caf Coffee Day which have their presence in the market
with following products:
1) Caf Coffee Day
Caf Coffee Day is a chain of coffee shops in India. A division
of Amalgamated Bean Coffee Trading Company Ltd. (ABCTCL), it is
commonly known as Coffee Day. It opened its first cafe in 1996 on
Brigade Road in Bangalore, and today has the largest cafe retail
chain in India - with 436 cafes in 69 cities. Headquartered in
Bangalore, a majority of its cafes are also located in Bangalore.
The cafe chain has had much success riding, and to some extent
creating, the cafe culture wave that swept across metropolitan
Coffee Day sources coffee from 10000 acres of coffee estates, the
2nd largest in Asia, that is owned by a sister concern and from
11,000 small growers. It is one of Indias leading coffee exporters,
with clients across the USA, Middle East Europe and Japan.
(2) FRESH & HONESTTill recently a company selling beverages,
Fresh and Honest, a part of the Sterling group, has now added
noodles and corn flakes to its product basket by signing up deals
with Indo Nissan Foods Limited (makers of Top Ramen noodles) and
Kellogg's.Analyzing the competitor factor and boosting up sales in
gurgaon region
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Fresh and Honest imports soup powder and Swiss chocolate powder
from two Swiss companies Haco and Domaco respectively. The coffee
bean, dip tea packs, milk and sugar are sourced within India. The
coffee bean is sourced from Chikmagalur, Karnataka. Fresh and
Honest imports soup powder and Swiss chocolate powder from two
Swiss companies Haco and Domaco respectively. The coffee bean, dip
tea packs, milk and sugar are sourced within India. The coffee bean
is sourced from Chikmagalur, Karnataka.
(3) TATA TEAAnother competitor of HUL is Tata with its brand
Tetley.
Tata Coffee Limited, one of the worlds largest integrated coffee
company. The company earlier known as Consolidated Coffee was
renamed as Tata Coffee with the merger of Coffee Land and Asian
Coffee.Tetley has been a member of the Tata Group since March 2000
and today contributes around two-thirds of the total turnover of
Tata Tea. The company is a joint venture between Tata Tea, which
produces 40 million kg of tea per annum at its gardens, and the
UK-based Tetley Group, a tea blender and tea bag producer of
international repute. The Tata-Tetley combine offers a wide range
of international quality products, such as round tea bags, string
and tag tea bags, and packet tea. VENDING MACHINE & THEIR
FEATURES SINGLE OPTIONsimple-sleek, detachable drip tray, hot water
facility. DOUBLE OPTION-HOTdetachable drip tray, hot water
facility. TRIPLE OPTION-HOTbuilt in stabilizer, auto cleaning,
digital counter, temperature interlocking. FOUR OPTION-HOT auto
cleaning, digital counter, temperature interlocking, auto flushing.
MULTIPLE OPTION-HOT Provision for mineral water bubble top, auto
flushing, temperature interlocking, digital counter.Analyzing the
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(4) NESTLE
The main competitor of HUL vending products in the market is
Nestle. And listed below are some points about Nestle. All about
Nestl Nestl was founded in 1866 by Henri Nestl, a pharmacist, who
developed a food for babies who were unable to breastfeed. The
Nestl Company has aimed to build a business based on sound human
values and principles. Nestl is committed to the following Business
Principles in all countries, taking into account local legislation,
cultural and religious practices: Nestl's business objective is to
manufacture and market the Company's products in such a way as to
create value that can be sustained over the long term for
shareholders, employees, consumers, and business partners.
Nestl does not favor short-term profit at the expense of
successful long-term business development. Nestl recognizes that
its consumers have a sincere and legitimate interest in the
behavior, beliefs and actions of the Company behind brands in which
they place their trust and that without its consumers the Company
would not exist. Nestl believes that, as a general rule,
legislation is the most effective safeguard of responsible conduct,
although in certain areas, additional guidance to staff in the form
of voluntary business principles is beneficial in order to ensure
that the highest standards are met throughout the organization.
Nestl is conscious of the fact that the success of a corporation
is a reflection of the professionalism, conduct and the responsible
attitude of its management and employees. Therefore recruitment of
the right people and ongoing training and development are
crucial.
Nestl continues to maintain its commitment to follow and respect
all applicable local laws in each of its markets.Analyzing the
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TEA Nestea Tea Bags, Instant Tea Premix ( Cardamom Flavor),
Instant Tea Premix (Plain Tea), Lemon Tea, Dairy Whitener, Everyday
Sugar Free COFFEE Nescaf Premix, Nescafe Low Sugar, Cappuccino,
Mochacino. MAGGI TOMATO SOUP
COMPETITORS PRICES GEORGIA Product Name Georgia Milk Rate 110.00
Specification Per Kg( Appx. 100 cups) Per Kg (Appx.95 Cups) Per Kg
(Appx. 95 Cups) Per Kg ( Appx. 125 Cups) Per Kg (Appx 200 cups) Per
Kg ( Appx. 167 Cups)
Georgia Cardamom Tea/ 220.00 Ginger Tea/ Masala Tea Georgia
Coffee Georgia Hot Lemon Tea Georgia Without Sugar Milk Sun fill
Soup 200.00 190.00 310.00 330.00
NESTLE
Product Name Nescafe Coffee Premix Nescafe Low Sugar Premix
Nescafe Classic coffee Everyday Whitener Premix Everyday Poly Dairy
Whitener
Rate 185.00 200.00 535.00 112.00 180.00
SpecificationPer kg (Approx. 80 cups) Per Kg (Approx. 80 cups)
Per 500 Gms, Per kg (Approx. 100 cups) Per kg 48
Analyzing the competitor factor and boosting up sales in gurgaon
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Badam Milk Premix Nestea Premix Nestea Premix Maggie Tomato Tea
Bags Creamer 3Gm Paper Beaker 150 Ml Plastic Beaker 150 Ml Sugar
Powder Sugar Cube [Economy Pack] Lemon / Peach Tea Soup
220.00 98.00 190.00 375.00 0.70 101.83 0.45 0.50 43.50 42.00
Per Kg Per 500 gm (Approx. 15 cups) Per kg (Approx. 80 cups) Per
kg (Approx. 170 cups) Per Bag Per Case( 24pkt) Per Beaker Per
Beaker Per Kg Per kg
Cardamom Hot Cup
OBJECTIVE OF TRAININGAn attempt has been made to fulfill the
following objectives:
(i) (ii) (iii)
Finding new opportunities for the vending services of the
company by making organizations acquainted with concept. Handling
marketing and sales operations for achieving increased growth &
profitability. Generating leads and converts them into sales for
product.Analyzing the competitor factor and boosting up sales in
gurgaon region
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(iv)
Customer grievances and distributor handling.
I subdivide these objectives as:
(i) (ii) (iii) (iv)
Understanding the nerve of competition in the market with major
players namely Caf Coffee Day, Nestle, Georgia etc. Understanding
the pulse of the market & accordingly plan the course of
action. Interacting with clients for understanding their need and
the information required by them. Finding the major factors that
led the customers to decide on which tea/coffee they choose.
RESEARCH METHODOLOGYRESEARCH DESIGN A Sample Design is definite
plan for obtaining a sample from given population. it refer to
technique or procedure the research would adopt in selecting item
for the sample.
SAMPLE PLAN FOR SURVEY SAMPLE UNIT - Institutional &
Factories. SAMPLING AREA Gurgaon SAMPLE SIZE 50 companies and 100
customers
DATA COLLECTION Through Questionnaire Further I have divided the
whole gurgaon in five par 1. INFINITY TOWERS 50
Analyzing the competitor factor and boosting up sales in gurgaon
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2. 3.
SECTOR 56 SECTOR 32
1.
PRIMARY SOURCES
Primary data are gathered for a specific purpose or for a
specific research project. In this project, the data I have
collected is regarding the use of vending machines by having
interactions with the HR person, ADMIN. HEAD, and the purchase
manager that which machine they are using whether it is nestle,
Georgia, Lipton and with the help of which market share of each
company is calculated.
2. SECONDARY SOURCESIn this purpose secondary Data is useful to
collecting the various information about companies like telephone
no. addresses etc. so I have consulted telephone directory &
Informative websites.
NOTES:
Primary data was collected through the survey done by the
questionnaires. Questionnaires are the most reliable method of
primary data collection. More than 150 companies were surveyed in
the Gurgaon City on a random choice basis. Customer interaction was
done at canopy, door step and in the market and other public
places. I enumerate the data and they were converted into frequency
distribution. DATA INTERPRETATION: through these frequency
distributions graphs & charts were made for further analysis.
These were used to draw the conclusions of the survey.Analyzing the
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Analyzing the competitor factor and boosting up sales in gurgaon
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ANALYSIS AND FINDINGThere are 7 channel of distribution of
vending machine.
1) INSTITUTION : The main business of company is coming from
institution which includes call centers, offices, cooperates. The
70-80% of business is coming from institutions. In institution
where white collar people work you can expect decency in using
machine from them. Key institutions are Daksh, Satyam, L&T,
BSNL, TCS etc 2) FACTORY: The 5-10% of business is coming from
factories, govt. offices etc. Company supply premixes in bulk. In
factories blue collar people work they cant handle machine
properly.
3) ENTERTAINMENT & LEISURE: Third channel of distribution is
entertainment which includes malls, multiplexes, cinema halls, fast
food chain etc. in E&L company focus on branding like is ties
up with several accounts like PVR, CHANKYA, FUN CINEMA, etc.
Company spends 25 lakh in PVR for branding. Only 1-2% of business
is coming from this part.
4) EATING & DRNKING: In E&L company is getting only
1-2-% business. In this part company works only work on visibility.
5) HEALTH CHANNEL: In health Channel Company mainly focus in
nursing home, hospital. Company mainly focus on hygiene factor if
they find appropriate if install it there otherwise not.
6) TRAVEL: In travel part we deal in Airport, Railway station,
Bus stand, Taxi stand. Company has ties up with Delhi Metro
Corporation. 7) HOTELS: In Hotels Company focuses on mass
consumption. The main business is of Tea bags. There is no other
part where you find footfall of the consumer & you dont find
the product of Lipton.
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This is price comparison chart between the Lipton, Nescafe &
Georgia. In the price of tea bag all are approximately equal. Cost
of coffee premix of nestle is slightly more than Lipton &
Georgia. Hot lemon tea is only available from Lipton &
Georgia.
PRICE COMPARATIVE CHART
A - Cost per cup of tea with tea bag B Per cup cost of coffee
premix C Per cup cost of cardamom tea D Per cup cost of soup E Per
cup cost of hot lemon tea
AN ANALYSIS OF THE USE OF TEA/COFFEE MACHINES IN GURGAON
From which company do you buy the beverage vending machine
services? Lipton 6 16% Nestle Fresh n Honest Georgia Costa Coffee
Coffee Day Express 1 1 3 7 2 9 29% 8% 18% 5% 24%
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What is an approximate number of employees of your
organization?
Less than 100 100-200 200-300 300-400 400-500 500-700 700-1000
1000-1500 1500-2000 2000-3000 above 3000
9 6 5 3 1 6 4 0 0 3 1
24% 16% 13% 8% 3% 16% 11% 0% 0% 8% 3%
Have you ever faced any problems with your service provider?
Delivery of the raw material was not on time No regular
maintenance check ups were done Faulty machine infrastructure Late
response to complaints No Complaints Any other(please mention)
1 4 0 2 30 1
3% 11% 0% 5% 79% 3%55
Analyzing the competitor factor and boosting up sales in gurgaon
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Is there any company executive who pays regular visits for a
monthly check up of machines? Yes 29 76% No 9 24%
How do you rate the product satisfaction? 1 - Bad 2 3 4 5 - Good
Bad Good 0 2 18 16 2 0% 5% 47% 42% 5%
What kind of relations do you share with your vendor? 1 - Bad 2
3 4 5 - Good Bad Good 0 2 20 13 3 0% 5% 53% 34% 8%
There is cut-throat competition among the leading players in the
packaged tea market and HUL is the market leader with a share of
around 30 per cent, followed by Nestle at 20 per cent.
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But in out-of-home business of hot beverages, HUL and Nestle
have got into this segment in a big way. They jostle for space with
players such as Tata Tea and Tata Coffee, the Coffee Day group,
which has two brands including Coffee Day Takeaway and Coffee Day
Bean to Cup, Sterling InfoTech groups Fresh & Honest (promoted
by NRI businessman C Sivasankaran, who also controls the coffee
retail chain Barista), Coca-Colas Georgia Tea and Coffee and
Fountain Consumer Appliances. Accordingly, Nescafe leads in the
market as shown by the collected data and, hence, becomes the
strongest competitor for Lipton.
According to a survey conducted by AC Neilson (released on March
04, 2006), Nescafe continues to be more popular among instant
coffee drinkers. The Rs 511 crores coffee market consists of
instant and roasted and ground coffee. Nescafe enjoys the larger
share of the Rs 361-crore instant coffee market. Although, their
all-India retail numbers that have just come in suggest that Bru
has established market leadership with 44% branded coffee drinkers
preferring it.
The reasons for which the corporate houses prefer vending
machines to manual methods of preparing tea and coffee: Provides
options for wide variety of products Time saving Less cost
associated Diet, low sugar, without sugar options available for
concerned groups Options for hot and cold drinks Keeps record of
number of cups maintain budget dispensed allowing the organization
to
An activity that is closely tied to sales is distribution. You
have a factory and you have your customers in different locations,
which different purchasing patterns and demands. What is the best
way to take your product to the customers so that it remains
profitable for the firm too? That is a question answered by
distribution. In FMCG, generally we deal in indirect selling, i.e.,
we sell to someone who then sells it to someone else. There are
various reasons for which the company operates this chain through
distributor sales management which can be summarized as
follows:Analyzing the competitor factor and boosting up sales in
gurgaon region
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The distributors' ability to offer a more complete package of
services is not only an inventory support, but also an
administrative, technical and logistic support. This ability,
together with the quick delivery of components to the myriad of
customers that manufacturers cannot afford to support, makes
distribution a marketing channel of primary consideration.
Distributors provide an increased market share for the
manufacturers bringing your message to a larger customer base.
There can be some business that is too small for you to handle, or
too much trouble because of its location. A distributor network
will take this burden and change it into on opportunity. Because
the distributor is service oriented, he makes it a point to work
with business regardless of size or scope. Distributors provide
flexibility that manufacturers do not, such as delivery reschedules
and small quantity requirements
Financial Aspects:Deal is confirmed and negotiation ends at the
point where both the parties are assured of their benefits. HUL
tries to ensure a return of at least 12% on consumerables to its
distributors. So, I tried to analyze the account in the following 2
ways:
a)Monthly billing of tea and coffee in the company: Let billing
= Rs 15000 12% of Rs 15000 = Rs 1800 Here, distributor is in
benefit even if he does not charge monthly maintenance charges.
Now, the customer doesnt enter into deal unless he is made
acquainted with the benefit available to him. Let us consider a
firm A having 60 employees and consumption is 120 cups per day
(say, 60 cups of tea and coffee each).
TEA:
60 * 3
= Rs 180 = Rs 300 58
COFFEE: 60 * 5
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Total For 1 month [Add: salary of spot boy Add: breakage
Total
= Rs 480 = Rs 480 * 25 = 12000 = Rs 1000 = Rs 100] = Rs
13100
[Here, each cup of tea and coffee is assumed to be of Rs 3 and
Rs 5 respectively]
Now, with Lipton vending machine this cost will minimized as
follows: TEA COFFEE Total for 1 month Add: Rent Total = 2.75 * 60 =
Rs 165 = 2.40 * 60 = Rs 144 = Rs 309* 25 = Rs 7725 = Rs 1500 = Rs
9225
Benefit of customer = 13100 9225 = Rs 3875
ANALYSIS OF THE RESPONSE OF CONSUMERS TOWARDS TEA/COFFEE VENDING
MACHINES AT AIRPORTS AND METRO STATIONS
FrequenciesStatistics How many times N Valid Missing Mean Median
Mode 100 0 2.50 2.00 2 Brand 100 0 2.23 2.00 2 Wate of Time 100 0
3.03 3.00 2
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Frequency TableHow many times Cumulative Frequency Valid 1-2 2-3
3-4 more than 4 Total 20 31 28 21 100 Percent 20.0 31.0 28.0 21.0
100.0 Valid Percent 20.0 31.0 28.0 21.0 100.0 Percent 20.0 51.0
79.0 100.0
Brand Cumulative Frequency Valid Lipton Nestle Coffee Day
Express Georgia Total 28 37 19 16 100 Percent 28.0 37.0 19.0 16.0
100.0 Valid Percent 28.0 37.0 19.0 16.0 100.0 Percent 28.0 65.0
84.0 100.0
Waste of Time Cumulative Frequency Valid Strongly Disagree
Disagree Neutral Agree Strongly Agree Total 15 24 21 23 17 100
Percent 15.0 24.0 21.0 23.0 17.0 100.0 Valid Percent 15.0 24.0 21.0
23.0 17.0 100.0 Percent 15.0 39.0 60.0 83.0 100.0
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FACTOR ANALYSISFactor analysis is a very important test, which
helps us in identifying the factors, which contribute maximum to a
particular event. The factors, which explain the maximum variance,
are identified and depending on the value of their coefficients
they are grouped together and renamed to form a factor, which
explains the various components, contained in that factor.KMO and
Bartlett's Test Kaiser-Meyer-Olkin Measure of Sampling Adequacy.
Bartlett's Test of Sphericity Approx. Chi-Square df Sig. .516
210.157 36 .000
Bartlett's test of sphericity indicates whether correlation
matrix is an identity matrix, which would indicate whether
variables are unrelated. The significance level gives the result of
the test. Very small values (less than .05) indicate that there are
significantAnalyzing the competitor factor and boosting up sales in
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relationships among variables. Thus, we can see that as our
value of Bartletts test is 0.000, therefore there is a significant
relationship between the variables. Also the Kaiser test shows that
the variables are related as the value is 0.516. On the basis of
these two tests we can say that we can proceed with the Factor
Analysis on this data.Communalities Initial Brand Preference Taste
Freshness Availability Weather Dependent Price Level of Sweetness
Service Quality Variety 1.000 1.000 1.000 1.000 1.000 1.000 1.000
1.000 1.000 Extraction .791 .591 .923 .821 .500 .658 .912 .221
.627
Extraction Method: Principal Component Analysis.
Communalities indicate the amount of variance in each variable
that is accounted for. Initial communalities are estimates of the
variance in each variable accounted for by all components or
factors. For principal components analysis, this is always equal to
1.0 (for correlation analyses) or the variance of the variable (for
covariance analyses). Extraction communalities are estimates of the
variance in each variable accounted for by the factors (or
components) in the factor solution. Small values indicate variables
that do not fit well with the factor solution, and should possibly
be dropped from the analysis.
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In our analysis, we have dropped variables whose extraction
value is less than 0.5. In the above table, there is one value
below 0.5; service quality therefore, we remove this variable from
our further analysis.Total Variance Explained Component Total 1 2 3
4 5 6 7 8 9 2.156 1.649 1.159 1.080 .999 .859 .655 .293 .150
Initial Eigenvalues % of Variance 23.955 18.319 12.880 11.999
11.105 9.541 7.275 3.260 1.664 Cumulative % 23.955 42.274 55.155
67.154 78.260 87.801 95.076 98.336 100.000 Extraction Sums of
Squared Loadings Total 2.156 1.649 1.159 1.080 % of Variance 23.955
18.319 12.880 11.999 Cumulative % 23.955 42.274 55.155 67.154
dimension0
Extraction Method: Principal Component Analysis.
This table gives Eigen-values, variance explained, and
cumulative variance explained for your factor solution. The first
panel gives values based on initial eigen-values. The "Total"
column gives the amount of variance in the observed variables
accounted for by each component or factor. The "% of Variance"
column gives the percent of variance accounted for by each specific
factor or component, relative to the total variance in all the
variables. The "Cumulative %" column gives the percent of variance
accounted for by all factors or components up to and including the
current one. In a good factor analysis, there are a few factors
that explain a lot of the variance. For principal components
extraction, these values will be the same as those reported under
Initial Eigen-values The total variance explained by the eleven
factors is 67.154%
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The scree plot helps to determine the optimal number of
components. The eigen-values of each component in the initial
solution is plotted. Generally, the components on the steep slope
are extracted. The components on the shallow slope contribute
little to the solution. The last big drop occurs between the eighth
and the ninth components, so we use the first eight components.
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Component Matrixa Component 1 Brand Preference Taste Freshness
Availability Weather Dependent Price Level of Sweetness Service
Quality Variety .700 .071 .750 .611 -.135 .177 .756 .277 .166 2
.442 .215 -.548 .592 -.206 .562 -.530 .171 -.297 3 .164 -.048 -.243
.312 .268 -.525 -.244 .285 .697 4 -.281 .733 .034 -.025 -.606 -.186
.009 .185 .160
Extraction Method: Principal Component Analysis. a. 4 components
extracted.
This table reports the factor loadings for each variable on the
unrotated components or factors. Each number represents the
correlation between the item and the unrotated factor. Now we need
to find those eight factors that determine the choice. So we repeat
the process by applying factor analysis on the data. The data in
all iteration is smaller in size than the previous one. To
eliminate the unwanted factors we see the rotated component matrix.
We eliminate those questions wherein the difference between the
highest and the second highest value is less. We continue this
process till we cant eliminate any factor. So writing all the
iterations we get the following results:
Factor Analysis
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KMO and Bartlett's Test Kaiser-Meyer-Olkin Measure of Sampling
Adequacy. Bartlett's Test of Sphericity Approx. Chi-Square df Sig.
.516 203.411 28 .000
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Communalities Initial Brand Preference Taste Freshness
Availability Weather Dependent Price Level of Sweetness Variety
1.000 1.000 1.000 1.000 1.000 1.000 1.000 1.000 Extraction .827
.544 .922 .822 .560 .639 .917 .739
Extraction Method: Principal Component Analysis. Total Variance
Explained Component Total 1 2 3 4dimension0
Initial Eigenvalues % of Variance 26.431 20.445 14.317 13.445
11.288 8.339 3.861 1.874 Cumulative % 26.431 46.876 61.192 74.638
85.926 94.265 98.126 100.000
Extraction Sums of Squared Loadings Total 2.114 1.636 1.145
1.076 % of Variance 26.431 20.445 14.317 13.445 Cumulative % 26.431
46.876 61.192 74.638
2.114 1.636 1.145 1.076 .903 .667 .309 .150
5 6 7 8
Extraction Method: Principal Component Analysis.
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Therefore we get the eight components that are taken into
consideration while making the choice for tea and coffee while they
are out of their homes and for a particular brand selection. These
are:1.
Brand Preference towards a particular Brand. Taste of the tea/
coffee. Freshness of the tea/coffee. Availability of the tea/coffee
machine at the airport and metro station. The choice of coffee and
tea also depends on the weather i.e. hot or cold. The price of the
cup of tea/ coffee is also an important determinant of the choice.
The sweetness in the tea also determines a particular brand. The
customers prefer a variety in the drinks like or those who drink
3-4 cups a day want
2. 3. 4. 5. 6. 7. 8.
Now eliminating the negative questions we get the final factors.
These are : 1. The service quality of the brand doesnt make much of
a difference to the customers.
Therefore our result.
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SWOT ANALYSIS
STRENGTHS
Strong and well differentiated brands with leading share
positions. High quality and safe products, endorsed by the
Hindustan Unilever Limited Seal of Guarantee at affordable prices.
Strong R&D capability well linked with business ensuring better
controls on the quality and consistency of product. Integrated and
efficient supply chain and well spread manufacturing units.
Distribution structure with wide reach, high quality coverage and
ability to leverage scale. Ongoing Product innovation and
renovation, to convert consumer insights High quality manpower
resources. Attractive design and distinctive features of the
machine. Far better preventive and break down maintenance.Analyzing
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The distributors are required to undergo quality checks to
maintain standards. Aggressive sales team and capable and committed
manpower resources. Good market response in Delhi and Noida Tie up
with other leading chains DMRC, PVR, Airtel, HCL Technology,
Reliance Energy, Ansal Plaza to name a few. Environment friendly
cups. Excellent range of tea and coffee premixes providing
flexibility of sweetness and diet option for concerned people.
WEAKNESSES
Limited success in changing consumption habits of people.
Complex supply chain configuration, unwieldy number of SKU's with
dispersed manufacturing locations. Price positioning in some
categories allows for low price competition. Stock-out in case of
much advertised flavors acts as a barrier in the retail channels.
Much higher machine prices with lesser flexibility vis--vis
competition which leads to higher rentals/EMIs. Low viability of
revenue sharing model especially during off-season. .Absence of
ginger flavor in the premix range of tea and this is the most
preferred flavor in northern India especially during winters
Vending machine having customization like token system are highly
priced making it unviable for many corporate clients in a need to
record/control consumption. After sales service not up to the
Expected Standards. Hot beverages are less preferred during
summers.
OPPORTUNITIESAnalyzing the competitor factor and boosting up
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Brand growth through increased consumption depth and frequency
of usage Market growth through increased penetration in the
unventured industrial areas like Patparganj etc. Upgrading
consumers through innovation to new levels of quality and
performance. Growing consumption in Out of Home categories and high
potential market. Changing lifestyles. Development of alternate
channels such as catering, STD/PCOs, cyber caf, pump, etc.
Involving DSAs and courier companies for lead generation on
commission basis as have access to administration department of the
corporate houses. Leveraging technology to develop more products
that provide Nutrition, Health and Wellness. To increase acceptance
of instant Tea/Coffee amongst masses by sampling promotion etc.,
who still seem to be averse to it, keeping in mind the
unpredictable preference in taste especially because of the loose
control of the same in the competitors machines. Introduction of a
consumer finance scheme by a third party e.g. GE country finance
can widen the machine placement base without utilizing distributors
capital. Hosting the Commonwealth Games in 2010 will influence the
development of the retail infrastructure creating opportunities for
vending operators to fill the gap in the market.
THREATS
Low priced competition now present in all categories.
Spurious/counterfeit products.Analyzing the competitor factor and
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Seasonality. Substitutability. Heavy competition with new
entrants offering me-too products or with very little variation
with all kinds of attractive offers for getting edge in market.
BUSINESS OPPORTUNITIESApart from corporate world and public
places like metro stations, airports and railways stations there
are some other places as well where the use of tea/ coffee machines
is prevalent. These are hospitals and educational institutions.
A short research was conducted in 5 major hospitals in the area
of Karol Bagh.
Name of Hospital Kolmet Hospital
Address Shankar Road, Karol
Machin e Installe d Nestle
Approxima te Footfall 100 cups
Contract or NA
Contracto r Details NA 74
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each of tea and coffee 500 cups of tea; 300400 cups of
coffee
B.L Kapur Hospital
Pusa Road, New Delhi 110005 Aram Bagh, Jhandewalan, New
Delhi
Nestle (3)
Sanjay Pancholi Mahesh Kumar (Sodexo Facility)
92123246 01
Delhi Heart and Lung Institute
Lipton
Rs.30,000 per month
99903341 61
Jessa ram Hospital
Gurudwara Road, Karol Bagh
No Machine
0 500 cups of tea and coffee
Sh. Nagesh
98184573 09
Sir Ganga Ram Hospital
East Patel Nagar, New Delhi
Lipton
Mr. Uttam
99539580 76
A similar research was conducted for educational institutions in
the Dwarka area: Machin e Installe d Georgia Name of the Contractor
Mrs. Geeta Vaid
Name of Institution N.K Bagrodia Public School Netaji Subhas
Institute of Technoogy Bhaskarachary a College of Applied Sciences
Delhi Public School Sri Ventakateswar
Address Sector-4, Dwarka, New Delhi-110075
No of students 2300
Contracto r Details 98688144 32
Azad Hind Fauj Marg, Sec-3, Dwarka
Nestle
2500
Mr. Rakesh
NA
Sector-2, Dwarka Sector-4, Dwarka, New Delhi-110075 Sector-10,
Dwarka
Nestle Nestle Nestle
700 2500 2500
NA NA Ms. Preeti Bali
NA NA NA
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a international School
UPCOMING OPPORTUNITIES
Dwarka being an upcoming sub-city in the south-west region of
Delhi has many upcoming projects in terms of institutions and
offices which give full scope for the installation of HULs tea/
coffee vending machine.
These are
Upcoming Opportunities Columbiasia Hospital Lal Bahadur Shastri
Institute of Management
Address Ansal Palam Vihar, F Block, Near Sector 23, Palam Vihar
Sector-11, Dwarka
Status Under Construction session to begin from July2010 Under
Construction and an estimated student strength of 10000
GGSIPU Hotel Park Resort and Shopping Mall Deen Dayal Upadhyay
College District Court Dr. B.R Ambedkar University National Law
University Super Speciality Hospital DPC Institute of
management
Sector-16C, Dwarka
Sector-13, Dwarka location not informed Sector-10, Dwarka
Plot-13, Sector-9, Dwarka Sector-14, Dwarka A-1/5,Main Pankha Road,
Janakpuri Sectof-10, Dwarka
Under Construction construction yet to begin Functional but no
machine Functional but no machine Functional but no machine Semi
functional but no machine Functional but no machine
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BIBLIOGRAPHYThere 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:
www.google.com www.yahoo.com www.hll.com www.answers.com
www.indiainfoline.com www.naukrihub.com www.wikipedia.com
www.businessworldindia.com www.financialexpress.com
www.indiacoffee.org
COMPANY MAGZINE (HAMARA)
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APPENDIXThere are two questionnaires that were used in the
research one for the research in corporate world and the other for
local customers who use the product on airports and metro station.
The data sheet for the same is also enclosed along with the
questionnaire. This questionnaire will identify the tea/coffee
machine used by companies in Gurgaon and its related
informationName of the Executive * Name of the Company * Analyzing
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Contact Information * From which company do you buy the beverage
vending machine services? * Lipton Nestle Fresh n Honest Georgia
Costa Coffee Coffee Day Express What is an approximate number of
employees of your organization? * Less than 100 100-200 200-300
300-400 400-500 500-700 700-1000 1000-1500 1500-2000 2000-3000
above 3000 Have you ever faced any problems with your service
provider? machine * Delivery of the raw material was not on time No
regular maintenance check ups were done Faulty machine
infrastructure Late response to complaints No Complaints Any
other(please mention) Is there any company executive who pays
regular visits for a monthly check up of machines? * Yes No How do
you rate the product satisfaction? *
1 Bad
2
3
4
5 Good
What kind of relations do you share with your vendor? *
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1 Bad
2
3
4
5 Good
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This questionnaire gathers information from its direct customers
on the Delhi Airport and major metro station of Delhi. Q1. Name
:
Q2. How many times do you take tea/ coffee from vending machine
in a day? 1. 1-2 2. 2-3 3. 3-4 4. More than 4 cups Q3. Do you have
specific brand preference when you take tea/coffee from vending
machines? 1. Strongly Disagree 2. Disagree 3. Neutral 4. Agree 5.
Strongly Agree Q4. Which bra