Chapter –I

Introduction

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INTRODUCTION

my topic is Comparative study of Pureit vs Aquasure for h.u.l. on the basis of quality and price. I had make a report on pureit quality, price,customer satisfaction etc. To complete this report I have make a questionnaire and fulfill by the customer to know the customer awareness, preference, knowledge about the product.This report will also help company to know their drawbacks and report from the customer.

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Chapter –II

Company Profile

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COMPANY PROFILE

COMPLETE NAME OF THE COMPANY:

Hindustan Unilever Limited.

COMPANY OVERVIEW:

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.10,000

crores. The mission that inspires HUL's 36,000 employees, including about 1,350 managers, 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 51.55% of the equity. A

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

100 countries worldwide.

HUL was formed in 1933 as Lever Brothers India Limited and came into

being in 1956 as Hindustan Lever Limited through a merger of Lever Brothers, Hindustan

Vanaspati Mfg. Co. Ltd. and United Traders Ltd.. It is headquartered in Mumbai, India and has

an employee strength of over 15,000 employees and contributes for indirect employment of over

52,000 people. The company was renamed in June 2007 to “Hindustan Unilever Limited”.

In 2007, Hindustan Unilever was rated as the most respected company in India for the past 25

years by Businessworld, one of India’s leading business magazines ]. The rating was based on a

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compilation of the magazines annual survey of India’s Most Reputed Companies over the past 25

years. HUL is the market leader in Indian consumer products with presence in over 20 consumer

categories such as soaps, tea, detergents and shampoos amongst others with over 700 million

Indian consumers using its products. It has over 35 brands. Sixteen of HUL’s brands featured in

the ACNielsen Brand Equity list of 100 Most Trusted Brands Annual Survey (2008) [2].

According to Brand Equity, HUL has the largest number of brands in the Most Trusted Brands

List. It’s a company that has consistently had the largest number of brands in the Top 50 and in

the Top 10 (with 4 brands).

Hindustan Unilever's distribution covers over 1 million retails outlets across India directly and its

products are available in over 6.3 million outlets in India, i.e., nearly 80% of the retail outlets in

India. It has 39 factories in the country. Two out of three Indians use the company’s products and

HUL products have the largest consumer reach being available in over 80 per cent of consumer

homes across India

The Anglo-Dutch company Unilever owns a majority stake (52%) in Hindustan Unilever

Limited. HUL was one of the eight Indian companies to be featured on the Forbes list of World’s

Most Reputed companies in 2007[

HUL is a subsidiary of Unilever, one of the world’s leading suppliers of fast moving consumer

goods with strong local roots in more than 100 countries across the globe with annual sales of

about €40 billion in 2009 Unilever has about 52% shareholding in HUL.

Hindustan Unilever was recently rated among the top four companies globally in the list of

“Global Top Companies for Leaders” by a study sponsored by Hewitt Associates, in partnership

with Fortune magazine and the RBL Group. The company was ranked number one in the Asia-

Pacific region and in India.

The mission that inspires HUL's more than 15,000 employees, including over 1,400 managers, is

to help people feel good, look good and get more out of life with brands and services that are

good for them and good for others.  It is a mission HUL shares with its parent company,

Unilever, which holds about 52 % of the equity.

HISTORY:

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In the summer of 1888, visitors to the kolkota harbour noticed crates full of sunlightt 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 soap in 1895 and other famous brands like pears,lux andvim.

Vanaspati ghee 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 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

52.10% equity in the company. The rest of the shareholding is distributed among about 360,675

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 liberalisation 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

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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 Unilever 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 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, Unilever Nepal Limited (UNL), and its factory represents the

largest manufacturing investment in the Himalayan kingdom. The UNL 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 Icecream 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 Icecream Group families and in 1995 the Milkfood 100% Icecream

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, Speciality 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 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 Pasteurised Crabmeat business of the Amalgam

Group of Companies, a leader in value added Marine Products exports.

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BOARD OF DIRECTORS:

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.

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.

Mr. Harish Manwani - Chairman

Mr. Harish Manwani (55), assumed charge as the Non-Executive Chairman of the Company with

effect from 1st July, 2005.

Mr. Nitin Paranjpe - CEO and Managing Director

Mr. Nitin Paranjpe (46), after obtaining a degree in BE (Mechanical) and MBA in Marketing

(JBIMS) from Mumbai, joined the Company as a management trainee in 1987.

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Mr. R. Sridhar - Chief Financial Officer

Mr. Sridhar Ramamurthy (45) is a Chartered Accountant (Gold Medallist) as well as a Cost

Accountant and Company Secretary.

Mr. Gopal Vittal - Executive Director, Home & Personal Care

Mr. Gopal Vittal (42), an alumnus of Madras Christian College, completed his MBA from IIM,

Calcutta. Mr. Vittal has 18 years experience in Marketing & Sales in FMCG market including

Skin Care, Soaps and Laundry.

Mr Pradeep Banerjee - Executive Director, Supply Chain

Mr Pradeep Banerjee (51) joined HUL as a Management Trainee in 1980. 

Mr. D. S. Parekh - Independent Director

Mr. D. S. Parekh (64), is a B.Com graduate and holds a FCA degree from England and Wales.

Mr. Parekh has held senior positions in Grindlays and Chase Manhattan.

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Mr. A. Narayan - Independent Director

Mr. A. Narayan (57), joined ICI India as a Management Trainee in 1973 and grew through

diverse functions and businesses before being appointed as the Managing Director of ICI India in

1996.

Mr. S. Ramadorai - Independent Director

Mr. S. Ramadorai (64), is the Chief Executive Officer and Managing Director of Tata

Consultancy Services Limited; Chairman of Tata Technologies Limited and Chairman of CMC

Limited.

Dr. R. A. Mashelkar - Independent Director

Dr. R. A. Mashelkar (66), is presently the President of Global Research Alliance, a network of

publicly funded R&D institutes from Asia-Pacific Europe and USA.

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Mission

Unilever's mission is to add Vitality to life .

VISION:

Unilever products touch the lives of over 2 billion people every day – whether that's

throughfeeling great because they've got shiny hair and a brilliant smile, keeping their homes

fresh and clean, or by enjoying a great cup of tea, satisfying meal or healthy snack.

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A clear direction

The four pillars of our vision set out the long term direction for the company – where we want to

go and how we are going to get there:

We work to create a better future every day

We help people feel good, look good and get more out of life with brands and services

that are good for them and good for others.

We will inspire people to take small everyday actions that can add up to a big difference

for the world.

We will develop new ways of doing business with the aim of doubling the size of our

company while reducing our environmental impact.

We've always believed in the power of our brands to improve the quality of people’s lives and in

doing the right thing. As our business grows, so do our responsibilities. We recognise that global

challenges such as climate change concern us all. Considering the wider impact of our actions is

embedded in our values and is a fundamental part of who we are.

.

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HUL BRANDS:

Food brands

Home care brands

Personal care brands

Water

Nutrition

Health, hygiene & beauty

SOME MAJOR BRANDS :

FOOD BRANDS

HUL is one of India’s leading food companies. Our passion for understanding what people want

and need from their food - and what they love about it - makes our brands a popular choice

Brooke Bond 3 Roses

Playful banter, a little mischief, serious conversation… there’s no time for young couples like the

time spent sharing a cup of 3 Roses.

Annapurna

Partnering with the mom in nurturing her dreams, Annapurna Atta is aimed at helping her

provide wholesome tasty nutrition to her family. 

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Red Label

India’s favourite cup of tea, the great taste of Red Label brings people closer together and

strengthens relationships.

Brooke Bond Taaza

Brooke Bond Taaza lifts me and unshackles my mind, allowing me to see and realize

possibilities.

Taj Mahal

Brooke Bond Taj Mahal is an exclusive selection of teas for the discerning consumer.

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Bru

Ek cup Bru aur mood ban jae…

Kissan

With Kissan, good food is loved not shoved!

Knorr

Knorr helps families make meal times special, nutritious, tasty and healthy.

Kwality Wall’s

A good honest scoop of daily pleasure.

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Lipton

Lipton has a range of vitality teas that truly encompass the goodness of tea.

HOME CARE BRANDS:

HUL has a diverse portfolio of brands offering home care solutions for millions of consumers

across India

Active Wheel

Active Wheel de "Mehnat se Aazadi" Freedom from painful & tiring laundry

Cif

Cif- the best cleaner to let you shine.

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Comfort

The world’s largest fabric conditioner brand.

Domex

The sheer power of Domex bleach gives you the confidence you need, eradicating all known

germs.

Rin

Rin provides ‘best in class whiteness’ which is demonstrable.

Sunlight

Sunlight is a color care brand

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Surf Excel

Giving your kids the freedom to get dirty and experience life, safe in the knowledge that Surf

Excel will remove those stains

Vim

Created in 1885, the Vim brand is still innovating and using the magic of natural ingredients to

create unbeatable results over a hundred years later.

PERSONAL CARE BRANDS:

Our personal care brands, including Axe, Dove, Lux, Pond's, Rexona and Sunsilk, are recognised

and love by consumers across India. They help consumers to look good and feel good – and in

turn get more out of life.

Aviance

Aviance enables women actualize their unique potential through expert customized beauty

solutions.

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Axe

Axe with Best Quality Fragrance

LEVER Ayush Therapy

LEVER Ayush aims to help a new generation of Indians rediscover everyday health and vitality

through customized Ayurvedic solutions.

Breeze

Breeze, with the goodness of glycerine gives soft, fragrant and smooth skin.

Clear

New Clear with Essential Oils, guarantees Zero dandruff and leaves your hair feeling fabulous.

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Clinic Plus

Clinic Plus is India’s largest selling shampoo

Closeup

Freshness that brings you Closer

Dove

Dove stands for real beauty. All around the world, Dove is making real women feel more

beautiful!

Fair & Lovely

More than 30 years ago, a unique brand was born. Wrapped within a humble lavender tube, it

went on to become the World’s No.1 Fairness cream.

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Hamam

Holistic skin care experiences perfected over the ages to deliver healthy, beautiful skin

Lakme

Lakme is an ally to the Indian Woman and inspires her to express her unique beauty and

sensuality. Thus, enabling her to realize the potency of her beauty.

Lifebuoy

Lifebuoy is available in multiple variants in soaps and specialist formats such as liquid

handwash, catering to the entire family.

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Liril

Awaken, and enliven your senses with a Liril bath.

Lux

Lux believes in passion for beauty. It continues to be a favorite with generations of users for a

sensuous experience of luxury.

Pears

Pears – the purest and most gentle way to skincare!

Pepsodent

Pepsodent India is committed to improve the overall Oral health of Indians.

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Pond’s

Get the expert to look after your skin

Rexona

Rexona gives you 24 hr protection from sweat and body odour and therefore the confidence to

handle whatever the day has in store.

Sunsilk

Sunsilk encourages young women in India to live for today. Sunsilk helps you transform the

beauty of your hair instantly because LIFE CAN'T WAIT!!

Vaseline

Your skin is amazing. It deserves to be treated as such.

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HUL WATER PURIFIER: PURE IT

Pureit is the  world’s most advanced in-home water purifier. Pureit, a breakthrough offering of

Hindustan Unilever (HUL), provides complete protection from all water-borne diseases,

unmatched convenience and affordability.

Pureit’s unique Germkill Battery technology kills all harmful viruses and bacteria and removes

parasites and pesticide impurities, giving you water that is "as safe as boiled water". It assures

your family 100% protection from all water-borne diseases like jaundice, diarrhea, typhoid and

cholera. What’s more, it doesn’t need gas, electricity or continuous tap water supply.

Pureit not only renders water micro-biologically safe, but also makes the water clear, odourless

and good-tasting. Pureit does not leave any residual chlorine in the output water.

The output water from Pureit meets stringent criteria for microbiologically safe drinking

water, from one of the toughest regulatory agencies in the USA, EPA (Environmental

Protection Agency).

The performance of Pureit has also been tested by leading scientific and medical institutions in

India and abroad.

This patented technological breakthrough has been developed by HUL. This state-of –the-art

engineering developed by a team of over 100 Indian and international experts from HUL and

Unilever Research Centres has made Pureit possible at the consumer price of just Rs. 2000

Pureit runs with a unique ‘Germ kill Battery Kit’™ that typically lasts for 1500 liters* of water.

The ‘Germ kill Battery Kit’ is priced at Rs.365. This means consumers will get 4 litres of water

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that is ‘as safe as boiled water’ ™ for just one rupee, which works out to an extremely affordable

24 paise per litre.

Pureit in-home purification system uses a 4 stage purification process to deliver “as safe as

boiled water” without the use of electricity and pressurized tap water. Pureit purifies the input

drinking water in four stages, namely;

1. Micro-fiber Mesh - Removes visible dirt

2. Compact Carbon Trap - removes remaining dirt, harmful parasites & pesticide impurities

3. Germ kill Processor – uses 'programmed chlorine release chlorine technology'  and its stored

germkill process targets and kills harmful virus and bacteria

4. Polishers – removes residual chlorine and all disinfectant by-products, giving clear odourless

and great tasting water

5. Battery Life Indicator - Ensures total safety because when the germkill power is exhausted,

the indicator turns red, warning you to replace the battery

Advanced Auto-Switch off - In case, the battery is not changed when it turns fully red, as an

additional assurance of safety, the advanced Auto-Switch off will automatically switch-off the

flow of water.

Protect your loved ones with a Pureit today !

You can ask for a free home demonstration of Pure it. A trained Pure it Water Expert will visit

your home and give you a detailed demonstration of how Pure it works.

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PURE IT AUTOFILL

Hindustan Lever Ltd. announced yet another innovation to its water purifier business by

introducing Pureit Auto fill the most advanced inline water purifier that fills itself. Pure it Auto

fill automatically shuts the inflow of water once the purifier is filled, avoiding any overflow and

wastage of water. With this launch, HUL’s Water Purifier Business also makes an entry into

the retail market. HUL has been selling Pureit, its debut product in the category through DTH

channel. Hindustan Unilever Ltd. launches yet another technological breakthrough ˜Pureit

Autofill the most advanced inline water purifier available. Its unique ˜Hydro sensorsâ make

Pureit Autofill free from any manual intervention. In addition, Pureit Autofill comes with a

unique combination of dual filling option (inline and manual) and great storage capacity.

The Hydro sensors detect the level of water inside the purifier and start-fill –store water

automatically.Dual fill allows inline and manual filling of water at all times. With a storage

capacity of 18 litres of water, it serves as a great backup and consumers are assured of safe

drinking water being available without any dependency on running water. Thus, Pureit Autofill

delivers as safe as boiled water with 0% effort. These significant benefits and advanced features

make Pureit Autofill the most advanced in-home water purifier in the world.

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According to internally placed sources Pureit vision is to protect a billion lives as quickly as

possible. The potential for Pureit Autofill, which provides as safe as boiled water without

electricity or running tap water, is immense.

Electricity and continuous tap-water dependent devices based on UV and reverse osmosis

technologies are beyond the reach of most consumers. In this league, Pureit Autofill breaks

through all these barriers, providing continuous supply of 100% safe drinking water with 0%

effort at a cost of just one rupee for four litres.

Pureit Autofill provides 100% protection from all water-borne diseases like jaundice, diarrhea,

cholera and typhoid. It meets the stringent germ-kill criteria of the Environmental Protection

Agency (EPA), the toughest regulatory agency in the USA. Pureit Autofill runs with a unique

GermKill Battery Kit that kills / removes all harmful viruses, bacteria, parasites and pesticide

impurities to give drinking water that is ‘as safe as boiled water’.

Pureit Autofill comes at a one-time cost of Rs. 3200 and will be available across all leading retail

outlets.

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PURE IT MARVELLA

The ordinary Pure It has an option.An option so good that it can turn the decision on its head.I

have seen the normal Pure It take off in last few years.Almost all bachelors have them at their

shared homes.It brand image is-A purifier that is  Safe and inexpensive.So what if the person has

to refill it daily.But now even that is not a problem. Hindustan Unilever has launched the new

Pure it named Marvella(interestingly TMSBee’s last post on Pure it was called HUL Pure it-a

Marketing Marvel .Inspired ?.The purifier is claimed to be the first fully automatic waster

purifier.This is a big claim as we all assumed that they were already there.And interestingly the

USP still remains the same-No Electricity.Fully Automatic and no Electricity ? Interesting.

It is completely automatic and doesn’t require electricity to automate its operation.It removes the

problem of refilling the purifier daily.It automatically refills itself from the tap.It has some

mechanism through which it turns off the water inlet once its full and takes the water when it

needs it.Everything is automatic.

Its a big innovation.A fully automatic purifier without any electricity expense.If it doesn’t have

any electrical component so it would not want repair too often.Also its spares would be much

cheaper(assumption ? Yes .So a good deal.But whats the deal worth ?

HUL has priced Marvella at Rs 6,990, a tad below Aquaguard.Now a customer who was sure of

buying a fully automatic Aquaguard(leaving

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India’s first fully automatic water purifier   It starts-stops-purifies-stores water that is as safe

as boiled, even if you are not around. It’s insta serve jug keeps water always ready to be served.

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COMPANY PROFILE

Eureka Forbes is Rs 10 billion multi-product multi-channel corporation which is a part for

shaporji pallonji group and employes over 7000 employees. It has evolved as a leader in

domestic and industrial water purification systems,vacuum cleaners, air purifiers and security

solutions .

Eureka Forbes were the first to introduce domestic [water purifiers] – the ''Aquaguard'' - model -

as well as [vacuum cleaners] to India in the 1980s. In order to introduce these previously

unknown products to a society in which nationwide commercial campaigns were an

impopssibility, the company had to pioneer another innovation - direct selling. The corps of suit-

clad Eureka Forbes salesmen were the first such in the country and were a tremendous success.

They are now Asia's largest direct selling organisation with a 5,000 strong direct sales force

touching 1.25 million Indian homes and adding 1,500 customers daily. Such was the success of

Eureka Forbes that ''Aquaguard'' has now become a synonym for water purifier in India, like

''Xerox'' for [photocopying].

"The promise was clear: To create a company that wouldn't be about bricks, mortar or sales

graphs, but driven by something far more potent. Something that would stand the test of time:

relationships."

DIRECT MARKETING:

Eureka Forbes followed the globally 'tried and tested' direct selling route for marketing its

products in India, thus becoming one of the first direct selling companies in India. Vacuum

cleaners and water purifiers were rather new concepts for Indian consumers, who had till then

followed only the traditional methods of cleaning and filtering. Therefore, Eureka Forbes had to

first establish the concept of vacuum cleaners and water purifiers in India before it could sell

'Eureka' as a brand. The company believed that its core strength was its people. It employed

dynamic, highly motivated individuals, called 'Eurochamps,' who projected the image of 'The

friendly man from Eureka Forbes. Thus, for the average Indian consumer, Eureka Forbes became

synonymous with the smartly dressed salesman who came to their houses and cleaned up things

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in a jiffy or showed how air/water purifiers were indispensable. Eurochamps initially targeted the

metros but soon began visiting smaller cities and towns also Commenting on the decision to

diversify into bottled water, company sources said that it was only to strengthen the core

products by capitalizing on their brand image. Goklaney said, "In the water category, I will

conduct activities which strengthen my core products. How I do that and what I do is a matter of

strategy." According to company sources, Eureka Forbes not only had the financial strength, but

also a strong network of sales executives to push its new products into the market. The

company's decision to enter the retail business was primarily the result of its launch of 'Tornado'

vacuum cleaners and 'Aquaflo' water purifiers in 1995. Eureka Forbes had utilized the retail route

for this range, mainly to cater to the industrial segment. Over the years, the retail business

assumed greater significance and by 1999, around 5% of the company's sales came from the

2500-strong dealer network.

In 1999, Eureka Forbes Ltd. (Eureka Forbes), the leading vacuum cleaner and water/air purifier

equipment company, announced a major policy change that came as a surprise to the Indian

corporate world. The company, regarded as the pioneer of direct marketing in India, was

planning to focus more on the retailing business in the future. Commenting on this decision, S

Goklaney, Managing Director, Eureka Forbes, said, "Direct sales permits us to exploit only the

top end of the market." This move was in accordance with the company's plans to increase the

visibility of its products. The company planned to make its products available in retail outlets

through its dealer network, spread across 2,600 dealers.

Eureka Forbes – “Friend For Life”

Customers have always been the centre of business for EFL,they strive to be in close and

constant touch with there customers listening to them and understanding there needs. Eureka

Forbes have also taken initiative to educate there customers to change there perceptions and

practises.According to the EFL officials “ A sale is only the beginning of the

relationship”,however company makes special efforts to let the bonds of freindship endure

through there service. Everyone at EFL strives hard to make a customer there “friend for life” .

Eureka Forbes have rechristened there offices to CRS Customer Response centresmaking them

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the hub of all customer centric efforts. A significant part of there revenuescomes from

relationship marketing including service contracts,spares and accessories sales,product

upgradation and new references. As more channels to reach out to customers were introduced,

organisation was restructured to harmonize these multiple avenues of interaction and present a

single face to the customer - any customer is everyone's customer under this process of

'Convergence'.

Eureka

Electric Water purifier Non-electric water purifier

Power Boil

1. Aqua flow Sure Boil

2. Deluxe (5 stage filtration)

3. Designer

4. Platinum

5. Ivory

Aqua sure Crystal UV : The sleek new Crystal

is a multistage compact water purifier with Power Boil.

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Features :

The 3 components, sediment filter, Activated carbon block and UV chamber ensure pure, safe

drinking water

In built voltage stabilizer with special indicator

Auto power shut off to save unnecessary power consumption

Activated Carbon Block and UV Chamber ensure pure and safe drinking water

Electronic flush to drain stagnant water

Electronic Monitoring System to ensure only pure and safe water

Convenient water filling tray

Water outflow 2 ltr/min.

AQUASURE AQUAFLOW UV

FEATURES:

On-line water filter-cum-purification system.

Removes odour, organic impurities and traces of

chlorine.

Deactivates all bacteria and virus in the UV chamber.

Water outflow 1 ltr/min.

With PowerBoil Technology.

AQUASURE DESIGNA

AquaSure DESIGNA UV

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The Aquasure Designa is an elegantly designed multistage UV water purifier with PowerBoil.

Features

On-line water filter-cum-purification system

Can be placed on a counter or mounted on a wall

Has an Electronic Monitoring System and a dual filter to remove odour and impurities

World proven UV technology that deactivates all bacteria and virus

Water outflow 2 ltr/min

Bottle holding tray

With PowerBoil Technology

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OMPARATIVE ANALYSIS

BRAND NAME HINDUSTAN UNILEVER LTD (HUL) EUREKA FORBES LTD

IMAGE MODEL PURE-IT AQUASUREPRICE Rs 2000/- Rs 2990/-MACHINE FEATURES

Type of Water Purifier StorageStorage Capacity (Litres) 18 ltrs 13 ltrsMETHODS OF PURIFICATION Purification Stages 4 4

Pre-Filter Purification Yes YesSilver-Impregnated Activated Carbon Yes YesCandle-Filter Purification No NoUltra-Violet Purification No NoReverse Osmosis No NoOther Methods Germkill Processor and Unique Polisher Active Disinfectant / Special Carbon MAKE AND PHYSICAL FEATURES Material of Body Foodgrade ABS Plastic ABS PlasticColours Available Royal Blue – Burgandy White-Blue POWER REQUIREMENT Power Required N-A N-APower Consumption (Overall) (Watts) N-A N-APower Consumption (UV Lamp) (Watts N-A N-ADIMENSIONS Width (mm) 290 302Depth (mm) 260 302Height (mm) 610 540Weight (Kgs) 6.1 3.2AFTER SALES SERVICEWarranty Period (Years) Lifetime 1 yr

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Help line no 9223600600Turnaround Time 24hrs flat 24-48 hrs Charges No charges If out of warrenty

Chapter – III

Introduction

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REASEARCH METHODOLOGY

In this report Exploratory research method conducted because a problem has not been clearly

defined. Exploratory research helps determine the best research design, data collection method

and selection of subjects. Given its fundamental nature, exploratory research often concludes that

a perceived problem does not actually exist.

Exploratory research often relies on secondary research such as reviewing available literature

and/or data, or qualitative approaches such as informal discussions with consumers, employees,

management or competitors, and more formal approaches through in-depth interviews, focus

groups, projective methods, case studies or pilot studies. The Internet allows for research

methods that are more interactive in nature: E.g., RSS feeds efficiently supply researchers with

up-to-date information; major search engine search results may be sent by email to researchers

by services such as Google Alerts; comprehensive search results are tracked over lengthy periods

of time by services such as Google Trends; and Web sites may be created to attract worldwide

feedback on any subject.

The results of exploratory research are not usually useful for decision-making by themselves, but

they can provide significant insight into a given situation. Although the results of qualitative

research can give some indication as to the "why", "how" and "when" something occurs, it

cannot tell us "how often" or "how many."Exploratory research is not typically generalizable to

the population at large.

What data collection methods were used?

Primary Data

Secondary Data

Survey

Primary Data Collection Methods:

In primary data collection, you collect the data yourself using methods such as interviews and

questionnaires. The key point here is that the data you collect is unique to you and your research

and, until you publish, no one else has access to it. 39 | P a g e

There are many methods of collecting primary data and the main methods include:

Questionnaires

Interviews

Focus group interviews

Secondary Data Collection Methods:

All methods of data collection can supply quantitative data (numbers, statistics or financial) or

qualitative data (usually words or text). Quantitative data may often be presented in tabular or

graphical form. Secondary data is data that has already been collected by someone else for a

different purpose to yours.

Survey:

surveys are used to collect quantitative information about items in a population. Surveys of

human populations and institutions are common in political polling and government, health,

social science and marketing research. A survey may focus on opinions or factual information

depending on its purpose, and many surveys involve administering questions to individuals.

When the questions are administered by a researcher, the survey is called a structured interview

or a researcher-administered survey. When the questions are administered by the respondent, the

survey is referred to as a questionnaire or a self-administered survey.

What Data Collection Devices were Used?

In primary data:

Questionnaire (Mixed)

Close ended

Personal Interview

In Secondary Data:

Search Engines

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Wikipedia & Encyclopedia

Google

I am using primary data for data processing and analysis. I have surveyed in many areas

of Raipur. Like Tatibandh Pandari market , Samta colony, Shankar Nagar for finding market

share of Pureit and Aquashure , supply system, hierarchy level, span of control, maintain quality

and quantity, market demand, feedback etc.

I am using some statistical tool and techniques for data processing and analyzing like

mean, correlation, regression, time series, index number , sampling and sampling distribution,

estimation, hypothesis testing and other testing etc, on collected primary data and market share

of Pureit and Aquashure.

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MARKET RESEARCH QUESTIONARE

OBJECTIVE: To do a in-depth survey of water purifiers available in the market and to arm you

with the information with which you can select the best water purifier device uitable for your

home.

1. Do you use any kind of water purifier at home?

o Yes

o No

2. If yes, which purifier do you use?

o Pureit

o Aquaguard or Aquasure

o Kent water purifier

o Philips

o Whirlpool pura fresh

3. Does your water purifier give as safe as boiled water?

o Yes

o No

o Don’t Know

4. Does the water purifier ensure that water is not wasted while purifying?

o Yes

o No

o Don’t know

5. Does it remove pesticide impurities from drinking water?

o Yes

o No

o Don’t know

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6. How frequently do you need to change the candle in your purifier ?

o Once every year

o Twice every year

o More than mentioned

7. Does your purifier provides facility to drain out stagnant water?

o Yes

o No

o Cant say

8. Does the water after purification taste good, is odourless, and looks clear?

o Yes

o No

o Don’t know

9. What technique does your water purifier uses?

o Ultra violet (UV)

o Reverse Osmosis (RO)

o E-boiling

10. What price do you think is appropriate for a water purifier?

-----------------------------------------------------------------------------------------------

11. Is your water purifier backed by dependable after sales service?

o Yes

o No

o Exceptional

12. Does your water purifier comes with warranty if yes how much?

o One Year

o Three Year

o More than above

13. Have you recently come across any kind of marketing activities for purifiers?

o Road shows

o Visual Merchandising

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o Others

14. Where do you prefer to buy a water purifier from?

o Retail Outlets

o Franchisee dealers

o Demo at your doorstep

15. While buying any water purifier what comes to your mind first?

o Price

o Health & Safety

o Both

16. Have you recently come across any ad campaigns for water purifiers, if yes which one

and what did you really liked in the ad?

________________________________________________________________________

_____________

Name : Age :

Sex:M/F

Address: Occupation:

Contact No (R):

(O):

(Mob):

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SURVEY DONE ON SAMPLE SIZE OF 150 PEOPLE

Do you use any kind of water purifier at home?

o Yes

o No

60%

40%

Number of people using water purifieryes no

s

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If yes, which purifier do you use?o Aquaguard or Aquasureo Pureito Kent water purifiero Philips

aquaguard Pureit Kent Philips0

2

4

6

8

10

12

Does your water purifier consume more electricity?o Less than 25 wattso More than 25 watts o Don’t know

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yes65%

no35%

Sales

How frequently do you need to change the candle in your purifier ?o 3 mnthso 6mnthso Once in a yearo More than a year

3Months 6 Months Once in Year More than year0

2

4

6

8

10

12

14

16

18

20

Pure-ItAquasure

Comment on the price of your water purifier? Affordable High Should be Revised

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high72%

Affordable21%

revised7%

Price

17.Is your water purifier backed by dependable after sales service?o Yeso Noo Exceptional

no41%

yes52%

exceptional7%

After Sales Service

Have you recently come across any kind of marketing activities for purifiers?o Road showso Visual Merchandisingo Others

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Roadshows5%

TV Commercial70%

Visual Merchandising10%

Direct Marketing15%

Marketing Activity

Where do you prefer to buy a water purifier from?o Retail Outletso Franchisee dealerso Demo at your doorstep

COCO Stores Retails Outlets Direct Marketing Franchisee012345678

Preffered Places to buy

Preffered Places to buy

While buying any water purifier what comes to your mind first?o Priceo Health & Safetyo Both

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Health75%

Price10%

All of the above15%

Buying Preference

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HUL WATER PURIFIER: PURE IT

Consumer Perceptual Mapping

Name:- _________________________

Address: _________________________

_________________________

Q1. Do you own any HUL product? (If yes, Which Product)

Q2. Have you heard about Pureite & HUL brands?

Q3. Where you did heard about the product?

( ) TV commercial

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( ) Newspaper print ads

( ) In shop branding

( ) Friend’s references

( ) Walk in shop

Q4. Criteria considered for Purchase?

( ) Price

( ) Technology

( ) Aesthetics

( ) Brand name

Q5. How often do you use the product?

( ) Daily

( ) 3 times a week

( ) Once a week

( ) One a month

Q6.Overall how satisfied are you with the product?

( ) Very satisfied

( ) Somewhat satisfied

( ) Unsatisfied.

Q7. How will you rate our product Compared to other products of (Philips, Kent, Pure it, LG)?

( ) Much better

( ) Better

( ) Same

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( ) Worst.

Q8. Will you recommend the product?

( ) Yes ( ) NO

Q9. How satisfied are you with customer service received?

( ) Very Satisfied

( ) Satisfied

( ) Neutral

( ) Dis satisfied

( ) Very dissatisfied.

Q10. Would you like to be update by HUL for ?

( ) New Product

( ) Health, Hygiene & Safety Periodicals

Q11. Suggestions on

( ) Product Design

( ) Technology

( ) Service

( ) Pricing.

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SURVEY DONE ON SAMPLE SIZE OF 150 PEOPLE

Oly the results neccesary for the survey are tabulated

Do you own any HUL product? (If yes, Which Product)

Yes45%

NO55%

HUL Product

Where you did heard about the product?

( ) TV commercial

( ) Newspaper print ads

( ) In shop branding

( ) Friend’s references

TV Commercial Newspapaper print Ad

Friends Reference Inshop branding0123456789

Preference

Preference

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Criteria considered for Purchase?

( ) Price

( ) Technology

( ) Aesthetics

( ) Brand name

Price Technology Aesthetics Brand Name0

1

2

3

4

5

6

7

8

What is Important ?

What is Important ?

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How satisfied are you with customer service received?

( ) Very Satisfied

( ) Satisfied

( ) Neutral

( ) Dis satisfied

( ) Very dissatisfied.

20%

15%

40%

25%

Customer Service

SatisfiedVery SatisfiedNeutralDissatisfied

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Chapter – IV

Findings and suggestion

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FINDINGS & RECOMMENDATIONS FROM THE PROJECT

As per the survey done following were the findings and recommendations of the

survey:

Price structure should be revised

Customer service is something which company should pay more attention at.

All models not available for display in retail outlets and also brochures should be made

available.

Sales person at the retails counters should have proper knowledge about the product.

Should focus more on brand awareness.

Technological & other aspects should be re considered and re-christened

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Chapter – V

Conclusion

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CONCLUSION

After completing this report I found that the eureka forbes and Hul adopting the direct marketing

strategy but eureka forbes are launch product for high level classes and Pureit concentrated on

middle and low level classes in India from above analysis. I found that pureit has some

additional function in comparision of aquasure .Hul also provided life time maintenance services

with free of cost .So consumer are always attracted and buy this product.

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