Summer Internship Training

at

Hindusthan Unilever Limited

Trichy

Submitted by

R.ARUN

Register No : 098001123004

Under the Guidance of

Mrs. V .PRINCE MARTIN

In partial fulfillment of the requirements of Anna University –

Coimbatore for the award of the degree of

MASTER OF BUSINESS ADMINISTRATION

SSCCHHOOOOLL OOFF MMAANNAAGGEEMMEENNTT

SRI KRISHNA COLLEGE OF ENGINEERING AND

TECHNOLOGY, COIMBATORE

AAuugguusstt 22001100

Sri Krishna College of Engineering and Technology Coimbatore.

SScchhooooll ooff MMaannaaggeemmeenntt

BBOONNAAFFIIDDEE CCEERRTTIIFFIICCAATTEE

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MMrr..//MMss.. RR..AARRUUNN RReeggiisstteerr NNoo:: 009988000011112233000044 ffoorr SSuummmmeerr IInntteerrnnsshhiipp TTrraaiinniinngg

ooff tthhee FFoouurrtthh TTrriimmeesstteerr ooff MMAASSTTEERR OOFF BBUUSSIINNEESSSS AADDMMIINNIISSTTRRAATTIIOONN

dduurriinngg AAuugguusstt -- 22001100..

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SSuubbmmiitttteedd ffoorr tthhee PPrraaccttiiccaall EExxaammiinnaattiioonn hheelldd oonn__________________________

FFaaccuullttyy GGuuiiddee IInntteerrnnaall EExxaammiinneerr

PPllaaccee:: CCooiimmbbaattoorree

DDaattee::

Declaration

DECLARATION

I affirm that the summer internship work titled “AN ORGANISATIONAL STUDY IN

HINDUSTHAN UNILEVER LTD AT TRICHY” being submitted in partial fulfillment for the

award of Master of Business Administration is the original work carried out by me. It has not

formed the part of any other summer Internship work submitted for the award of any degree or

diploma, either in this or any other University.

ARUN . R

Register No: 098001123004

I certify that the declaration made above by the candidate is true

Dr. R. KRISHNA KUMAR

Head of the Department

Acknowledgement

ACKNOWLEDGEMENT

The study would not have been completed if I do not take the names of those

personalities who have directly or indirectly helped me in carrying out the study. It gives me

immense pleasure to put on their names here.

I proudly utilize the privilege to express my hearty thanks to Principal,

Dr. S. Subramanian, Sri Krishna college of Engineering and Technology, Coimbatore, for

his valuable advices and encouragement which enabled to do my internship.

I also extent my sincere thanks to Mr. A. Ramanathan, Director, School of

Management, Sri Krishna College of Engineering and Technology, Coimbatore, for his

support and encouragement given to do my internship.

My special word of thanks to Dr. R. Krishnakumar, Professor and HOD, for his kind

guidance and support throughout the internship.

I specially thank Mr.V.PrinceMartin, senior lecturer my faculty guide who have

helped me a lot in understanding the internship through various discussion and for his constant

encouragement throughout the internship.

I express my thanks to Mr.D.Arasu, Assistant Export Manager-Marketing

Department and other staff members at Hindusthan Unilever Ltd who kindly provided

their helping hand for doing the summer internship work.

Contents

CONTENTS

S.NO TITLE PAGE NO

1 ABOUT THE INDUSRY 1

2 OVERVIEW OF THE ORGANIZATION 3

3 ABOUT THE COMPANY- HUL 4

4 HUL BRANDS 6

5 SWOT ANALYSIS OF FMCG SECTOR 8

6 FUNCTIONAL DEPARTMENTS 13

7 TYPES OF WATER 17

8 COMPETITOR ANALYSIS 21

9 STRUCTURE OF WATER DIVISION 23

10 TRAINING EXPOSURE IN SPECIFIC DOMAIN 24

11 SWOT ANALYSIS OF HINDUSTHAN UNILEVER 32

12 MY TRAINING EXPERIENCE 35

13 PERSONAL ACHEIVEMENTS IN THE COMPANY 36

14 CONCLUSION 37

About the industry

ABOUT THE INDUSTRY

INDUSTRY OVERVIEW:

Approximately 80% of diseases in India are caused by water born microorganisms. This

is true in rural as well as urban India. However, awareness of health risks linked to unsafe water

is still very low among the rural population. The few who treat water resort to boiling or use

domestic candle filters. In comparison, the urban Indian is definitely more health conscious and

understands the necessity of purifying water before it is fit for consumption. Even so, it is

estimated that roughly 7% of urban Indians use non manual water purifiers. More Indians need to

become aware of the importance of installing drinking water purifiers. There remains a huge

untapped market.

Though quite a few city dwellers still boil water, many are switching over to modern

domestic water purifiers. Electrical or chemical based home water purification systems are most

suitable for urban households because they require little or no manual operation and depending

on the technology can eliminate biological contaminants, chemical toxins and excessive salts.

The main contaminants are, however, micro organisms. UV purifiers and advanced chemical

based systems deal effectively with virus, and bacteria. This is one of the reasons why UV and

resin based purifiers are the most widely used water purifiers in India today.

It is estimated that around 80% of urban dwellers do not purify tap water. Many of them

are from the lower income strata and cannot afford UV or reverse osmosis water purification

systems. They are the potential buyers of economical but effective chemical purifiers. This is the

market that Eureka Forbes and Hindustan Unilever are tapping aggressively. Chemical based

purifiers, Aqua sure and Pure it, together account for 20% of water purifiers sold. Both are

becoming increasingly popular because they are effective and affordable. The two brands are

reported to be growing at 100 percent per annum. Also, they do not run on electricity and are

ideal for locations where power supply is unpredictable. Neither do they demand continuous

water supply. Power and water are still scarce even in urban India.

It is estimated that roughly two thirds of the existing water purification market belongs

to UV water purifiers and one third is shared between reverse osmosis purification systems and

chemical purifiers. In the UV purifier segment, Eureka Forbes‟ Aqua guard is the clear market

leader with approximately 68% market share. Other brands include Philips‟ Intelligent Water

Purifier and Kent‟s UV purifier. The UV purifier market is estimated to be growing at a lower

rate than the chemical based segment.

Reverse osmosis purifiers, which are rather expensive and not the preferred option in

many areas, have a smaller share of the market when compared with UV purifiers and chemical

based systems. In the reverse osmosis segment, Eureka Forbes is again the major player with

60% share. A major portion of the remaining 40% belongs to Kent reverse osmosis Systems.

That the Indian market has tremendous potential is evident from the fact that global

majors such as Philips and Hindustan Lever have stepped in and are looking to increase their

share of the market. The three principal players today are Eureka Forbes, Hindustan Lever and

Philips. In the years to come, we are likely to see others entering the fray.

Overview of the organization

OVER VIEW OF THE ORGANIZATION

CURRENT POSITION ON HINDUSTHAN UNILEVER LTD

Type Public company BSE:HUL

Industry Fast Moving Consumer Goods (FMCG)

Founded 1933

Headquarters Mumbai, India

Key people Harish Manwani (Chairman), Nitin Paranjpe (CEO and Managing Director)

Products Home & Personal Care, Foods, Water Purifier

Revenue Rs 20,869.57 crore (US$ 4.45 billion)(2008-2009)

Employees Over 65,000 direct & indirect employees

About the Company- HUL

ABOUT THE COMPANY- HINDUSTHAN UNILEVER LTD

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

(FMCG) Company. HUL's brands like Lifebuoy, Lux, Surf Excel, Rin, Wheel, Fair & Lovely,

Pond's, Sunsilk, Clinic, Pepsodent, Close-up, Lakme, Brooke Bond, Kissan, Knorr-Annapurna,

Kwality Walls are household names across the country and span a host of categories, such as

soaps, detergents, personal products, tea, coffee, branded staples, ice cream and culinary

products. These products are manufactured over 40 factories across India and the associated

operations involve over 2,000 suppliers and associates.

Hindustan Unilever Limited's distribution network comprises about 4,000 redistribution

stocks, covering 6.3 million retail outlets reaching the entire urban population, and about 250

million rural consumers. HUL is also one of India's largest exporters. It has been recognized as a

Golden Super Star Trading House by the Government of India. Presently, HUL has over 16,000

employees including over 1,200 managers. Its mission is to "add vitality to life.

"The Anglo-Dutch company Unilever owns a majority stake in Hindustan Unilever

Limited. In the late 19th and early 20th century Unilever used to export its products to India.

This process began in 1888 with the export of Sunlight soap, which was followed by Lifebuoy in

1895 and other famous brands like Pears, Lux and Vim soon after. In 1931, Unilever set up its

first Indian subsidiary, Hindustan Vanaspati Manufacturing Company, followed by Lever

Brothers India Limited (1933) and United Traders Limited (1935). The three companies were

merged in November 1956 and the new entity that came into existence after merger was called as

Hindustan Unilever Limited.

HUL offered 10% of its equity to the Indian public, and it was the first among the foreign

subsidiaries to do so. Currently, Unilever holds 51.55% equity in the company while the rest of

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

institutions. Brooke Bond entered Indian market in 1900 and in 1903 it launched Red Label tea

in the country. In 1912, Brooke Bond & Co. India Limited was formed. Unilever acquired

Brooke Bond through an international acquisition. Similarly, Lipton's link with India date back

to 1898. HUL is also one of the country's largest exporters; it has been recognised as a

Golden Super Star Trading House by the Government of India.

Unilever acquired Lipton in 1972 and in 1977 Lipton Tea (India) Limited was

incorporated. Pond's (India) had been in Indian market since 1947. It joined the Unilever ranks

through an international acquisition of Chesebrough Pond's USA in 1986.

The liberalization of Indian economy in 1991 and subsequent removal of the regulatory

framework allowed HUL to explore every single product and opportunity segment, without any

constraints on production capacity.

The 1990s witnessed a string of crucial mergers, acquisitions and alliances. 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. In one of the most talked about events of India's corporate history,

the erstwhile Tata Oil Mills Company (TOMCO) merged with HUL, effective from April 1,

1993.

In July 1993, Brooke Bond India and Lipton India merged to form Brooke Bond Lipton India

Limited (BBLIL). Brooke Bond Lipton India Limited launched Wall's range of Frozen Desserts

in 1994 and by the end of the year, HUL entered into a strategic alliance with the Kwality Ice-

cream Group families. BBLIL merged with HUL, with effect from January 1, 1996.

HUL has also set up a subsidiary in Nepal, Nepal Lever Limited (NLL). The NLL factory

manufactures HUL's products like Soaps, Detergents and Personal Products both for the

domestic market and exports to India. In January 2000, as part of its divestment strategy, the

government decided to award 74 per cent equity in Modern Foods to HUL. In 2002, HUL

acquired the government's remaining stake in Modern Foods. In February 2007, the company has

been renamed to "Hindustan Unilever Limited" to strike the optimum balance between

maintaining the heritage of the Company and the future benefits and synergies of global

alignment with the corporate name of "Unilever".

Hindustan Unilever Limited („HUL‟), formerly Hindustan Unilever Limited (it was

renamed in late June 2007 as HUL), is India's largest Fast Moving Consumer Goods

company, touching the lives of two out of three Indians with over 20 distinct categories in

Home & Personal Care Products and Foods & Beverages. These products endow the

company with a scale of combined volumes of about 4 million tonnes and sales of nearly Rs.

13718 crores.

HUL Brands

HUL BRANDS

Like Lifebuoy, Lux, Surf Excel, Rin, Wheel, Fair & Lovely, Pond's, Sun silk, Clinic,

Pepsodent, Close-up, Lakme,Brooke Bond, Kissan, Knorr Annapurna, Kwality Walls are

household names across the country and span many categories soaps, detergents, personal

products, tea, coffee, branded staples, ice cream and culinary products. These products are

manufactured over 40 factories across India.

The operation involves more than 2000 suppliers and associated. HUL‟s distribution

network comprises of 4,000 redistribution stocks, covering 6.3 million retail outlets reaching the

entire urban population, and about 250 million rural consumers.

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

Company, touching the lives of two out of three Indians with over 20 distinct categories in Home

& Personal Care Products and Foods & Beverages. The company‟s Turnover is Rs. 20, 239

corers (for the 15 month period – January 1, 2008 to March 31, 2009).

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 €40.5 billion in 2008. 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 “add vitality to life". The company meets every day 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 about 52 % of the

equity.

OUR VISION:

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

through feeling 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.

A clear direction

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

they want to go and how they are going to get there

They work to create a better future every day

They 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.

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

for the world.

They will develop new ways of doing business that will allow us to double the size of

their company while reducing their environmental impact.

They always believed in the power of our brands to improve the quality of people‟s lives

and in doing the right thing. As their business grows, so do their responsibilities. They

recognize that global challenges such as climate change concern us all. Considering the

wider impact of their actions is embedded in their values and is a fundamental part of

who they are.

.

SWOT Analysis of FMCG sector

SWOT 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 levels

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

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

OPPORTUNITIES:

1. Untapped rural market

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

3. Large domestic market- a population of over one billion.

4. Export potential

5. High consumer goods spending

THREATS:

Removal of import restrictions resulting in replacing of domestic brands

Slowdown in rural demand

Tax and regulatory structure

WATER PURE IT:

Pure-it is the world‟s most advanced in-home water purifier. Pure-it, a breakthrough

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

diseases, unmatched convenience and affordability.

Pure it unique Germ kill 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, diarrhoea,

typhoid and cholera. What‟s more, it doesn‟t need gas, electricity or continuous tap water supply.

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

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

The output water from Pure-it 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 Pure-it 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 Centre‟s has made Pure it possible at the consumer price of just Rs. 2000

Pure it runs with a unique „Germ kill Battery Kit that typically lasts for 1500 litres* of water.

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

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

24 paisa per litre.

Pure it 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. Pure-it purifies the input

drinking water in four stages, namely;

1. Micro-fibre 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

germ kill process targets and kills harmful virus and bacteria

4. Polisher – 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 germ kill 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.

Hindustan Unilever Pure-it Water Purifier offers complete protection from all water-borne

diseases at affordable cost.

!

Protect your loved ones with a Pure-it today!

PURE-IT WATER PURIFIER FEATURES:

Complete protection from Viruses, Bacteria, Parasites and Pesticide Impurities

a) 100% protection from all water-borne diseases like jaundice, diarrhoea, typhoid and cholera.

b) Pure-it doesn‟t need gas, electricity or continuous tap water supply, making it an absolutely

hassle-free water purifier.

c) Pure-it water filter gives clear and odour-free water.

d) Pure-it is made with the best quality plastic and 18 litre capacities

e) Pure-it Water Purifier Price Cost in India – Rs. 2,000/- & Rs. 3,200/- Indian Rupee

f) Pure it Germ kill Battery Kit can filter 1500 litres of water. You need to replace the battery

when the Germ kill Battery Life Indicator turns fully red.

g) Pure it Germ kill Battery Kit costs Rs. 365/- Indian Rupee.

NUTRITION:

They have created policies and guidelines to ensure that they always act responsibly when it

comes to health and nutrition.

ACTING RESPONSIBLY:

Millions of people around the world enjoy the foods and drinks they created by. So the

ingredients they use, the formulations, and the way the advertise and market our brands can

potentially make a big impact on global health.

They aim to act responsibly and have a strong nutrition policy. They also developed a carefully

considered approach to health and nutrition which includes:

a) Encouraging a balanced diet with the right amount of proteins, carbohydrates, fats, vitamins

and minerals

b) Developing a growing range of low fat, low sugar, low calorie alternatives, plus more 'active

health' products

c) Marketing responsibility foods and beverages and helping to reduce over-consumption

d) Helping people understand the nutritional benefits of products

e) Creating products that reflect the fact that people will only eat foods that they enjoy

f) Having sound specific evidence underpinning all claims

g) Making significant contributions to researching the relationship on nutrition and health, such

as the effects of good fats (unsalted fats), fruits & vegetables and vitamins and minerals.

Functional Departments

FUNCTIONAL DEPARTMENTS

SALES AND MARKETING

HUL TO TAKE WATER PURIFIER TO VILLAGES:

The country‟s largest consumer products company by turnover, Hindustan Unilever Ltd,

or HUL, launched Pure-it, its water purifier brand, in rural markets by year-end, targeted at

relatively well-off village households that are able to afford its recurring cost. The country‟s

largest consumer products company by turnover, Hindustan Unilever Ltd, or HUL, plans to

launch Pure-it, its water purifier brand, in rural markets by year-end, targeted at relatively well-

off village households that are able to afford its recurring cost.

Pure-it, which marked the company‟s entry into the consumer durables business, was

introduced in 2005 in Chennai .Once the roll-out of the product in the urban markets is

completed, HUL will launch Pure-it in rural markets, according to three people familiar with the

plan who spoke on condition of anonymity because they aren‟t authorized to speak to the media.

“The company is making substantial investments in sales and distribution and advertising

and promotions to ramp up its presence in the urban markets,” one of them said. “For rural

markets, it is planning to tie up with various government agencies and non-profit organizations.”

The company plans to add 2,500 more executives over the next nine months to Pure-it‟s

existing sales team of 7,500. Besides traditional advertising such as television commercials, the

company is promoting the product through non-traditional channels such as hospitals, clinics,

government and non-government bodies and health care agencies.

The water purifying business is a potentially lucrative opportunity in a country where

large areas lack access to safe drinking water. About 80% of India‟s domestic water supply

comes from groundwater, according to the World Bank, in a country where water-related

diseases

The market is estimated to be worth around Rs1,000-1,200 crore by annual sales.

Competitors like Eureka Forbes Ltd. are also looking at the rural markets to expand.

“The bottom of the pyramid has a huge potential. It is growing around 70-100% year on

year,” said Zaire Commissariat, general manager, strategy and business development at Eureka

Forbes.

Pure it, priced at Rs1,800, will be pitched at farmers and educated rural families who

would be able to bear the recurring cost of the Germ Kill battery-kit used in the product that

typically lasts for about 1,500 litres. The replacement kit is priced at Rs300.

But some analysts say HUL is unlikely to turn a profit from the water-purifying business

anytime soon. “Pure it is currently a very small contributor to HUL‟s sales and the business is

not likely to break even before the next two to three years,” said Anand Shah, an analyst at

Mumbai-based brokerage firm Angel Broking.

ABOUT THE PRODUCT:

PURE IT CLASSIC:

Assure your family protection from all water borne diseases

Pure removes all harmful viruses and bacteria whilst removing harmful parasites and pesticides

impurities, giving you as safe as boils water.

This way, pure it assures you and your family of 100% protection from all water-bomb diseases

like jaundice, diarrheal, typhoid and cholera

FOUR STAGES PURIFICATION PROCESS:

The water first passes through a microfiber mesh which removes the visible dirt. After

this the compact carbon trap gets rid of harmful parasites and pesticide impurities and then the

Germ kill processor helps remove viruses and bacteria. At the end the polisher makes sure that

the water that we receive is clear, odourless and of great taste.

1. BATTERY LIFE INDICATOR:

Ensures total safety because when the germ kills power is exhausted, the indicator turns

red warning you to replace the battery.

2. AUTO SWITCH OFF:

As and when the Battery Life Indicator button turns red the battery must be replaced

immediately. If in such a case, the battery is not replaced then the Auto Switch-off mechanism

automatically switches off the supply of pure it water. This ensures that none of the family

members drink water that might not be pure any more.

3. GREAT 18 LITRES CAPACITY:

Pure it is made with the best quality plastic and has a great capacity of 18 Litres.

4. GERM KILL KIT:

The Germ kill kit includes 3 components `Compact Carbon trap; `Germ kill processor`

and `polisher.` These must be replaced when the Germ kill power is exhausted.

BENEFITS:

COMPLETE PROTECTION:

Pure it removes all harmful viruses‟ bacteria, parasites and pesticide impurities and gives

you water that are as safe as boils water. This way, pure it assures you and your family of 100%

protection from all water-borne diseases like jaundice. Diarrheal, typhoid and cholera.

BETTER THAN CURRENT METHODS:

Currently people use various methods to purity water but none of these are full proof.

Garran ones are non-practical as they are very expensive. Boiling of water is a cumber some way

and requires expensive gas. Even others water filters are not detective against invisible viruses

and bacteria‟s.

GREAT CONVINCE:

Pure it doesn‟t need gas, electricity or continuous tap water supply, making it an

absolutely hassle-frae water purifier.

HOW IT WORKS:

Here, the purification of water happiness in 4 stages. The procedure starts with removal

of visible dirt followed by removal of parasites and pesticide impurities. Then, the harmful

viruses and bacteria are killed, the remaining impurities are eliminated and finally the water that

you relieve is clear, odourless and of great taste.

Types of Water

TYPES OF WATER

GROUND WATER:

Groundwater is water located beneath the ground surface in soil pore spaces and in the

fractures of rock formations. A unit of rock or an unconsolidated deposit is called an aquifer

when it can yield a usable quantity of water. The depth at which soil pore spaces or fractures and

voids in rock become completely saturated with water is called the water table. Groundwater is

recharged from, and eventually flows to, the surface naturally; natural discharge often occurs at

springs and seeps, and can form oases or wetlands. Groundwater is also often withdrawn for

agricultural, municipal and industrial use by constructing and operating extraction wells. The

study of the distribution and movement of groundwater is hydrogeology, also called groundwater

hydrology.

Typically, groundwater is thought of as liquid water flowing through shallow aquifers,

but technically it can also include soil moisture, permafrost (frozen soil), immobile water in very

low permeability bedrock, and deep geothermal or oil formation water. Groundwater is

hypothesized to provide lubrication that can possibly influence the movement of faults. It is

likely that much of the Earth's subsurface contain some water, which may be mixed with other

fluids in some instances. Groundwater may not be confined only to the Earth. The formation of

some of the landforms observed on Mars may have been influenced by groundwater. There is

also evidence that liquid water may also exist in the subsurface of Jupiter's moon Europa.

MINERAL WATER:

Mineral water is water containing minerals or other dissolved substances that alter its

taste or give it therapeutic value, generally obtained from a naturally occurring mineral spring or

source. Dissolved substances in the water may include various salts and sulphur compounds.

Mineral water can be sparkling (with effervescence), or still (without effervescence).

Traditionally, mineral waters were used or consumed at their source, often referred to as

"taking the waters" or "taking the cure," at sites such as spas, baths or wells. The term spa was

used for a place where the water was consumed and bathed in; bath where the water was used

primarily for bathing, therapeutics, or recreation; and well where the water was to be consumed.

Active tourist centres have grown up around many mineral water sites since ancient times, such

as Vichy (France), Jerks (Armenia), Yessentuki (Russia), Spa (Belgium), and Bath (England).

Tourist development resulted in spa towns and hydropathical hotels (often shortened to

"hydro‟s").

In modern times, it is far more common for mineral waters to be bottled at source for

distributed consumption. Travelling to the mineral water site for direct access to the water is now

uncommon, and in many cases not possible (because of exclusive commercial ownership rights).

There are more than 3,000 brands of mineral water commercially available worldwide.

The more minerals in drinking water, the harder it is said to be; water with few minerals

is described as being soft.

The U.S. FDA classifies mineral water as water containing at least 250 parts per million

total dissolved solids (TDS), originating from a geologically and physically protected

underground water source. No minerals may be added to this water.

However, in many places, the term "mineral water" is colloquially used to mean any

bottled carbonated water or soda water, as opposed to tap water.

ACCORDING TO USES:

BOTTLED WATER:

Bottled water is drinking water packaged in plastic or glass containers. The dominant

form is water packaged in new Polyethylene terephthalate bottles and sold retail. Another

method of packaging is in larger high-density polyethylene plastic bottles, or polycarbonate

plastic bottles, often used with water coolers.

PURIFIED WATER:

Purified water is water from any source that is physically processed to remove impurities.

Distilled water and deionized (DI) water have been the most common forms of purified water,

but water can also be purified by other processes including reverse osmosis, carbon filtration,

microfiltration, ultrafiltration, ultraviolet, or electro dialysis. In recent decades, a combinat ion of

the above processes have come into use to produce water of such high purity that its trace

contaminants are measured in parts per billion or parts per trillion. Purified water has many uses,

largely in science and engineering laboratories and industries, and is produced in a range of

purities.

ACCORDING TO OTHER USES:

SOFT WATER:

Soft water contains few or no calcium or magnesium ions, as opposed to hard water

which contains significant amounts of these ions.

Soft water usually comes from peat or igneous rock sources, such as granite but may also

derive from sandstone sources, since such sedimentary rocks are usually low in calcium and

magnesium. Water softened by sodium ion exchange will have higher sodium ion content than

the natural water it was derived from.

Water treated through a reverse osmosis unit will be very "soft" because most of the salts

are removed. Typically this water will need some hardness correction or blending with hard

water before it can be used in normal reticulation systems. Adding Epsom salt (magnesium

Sulphate) replaces magnesium ions. Soft water does not contain dissolved substances that

produce scum and scale.

HARD WATER:

Hard water is water that has high mineral content (in contrast with soft water). Hard

water minerals primarily consist of calcium (Ca2+), and magnesium (Mg2+) metal cautions, and

sometimes other dissolved compounds such as bicarbonates and sulphates. Calcium usually

enters the water as either calcium carbonate (CaCO3), in the form of limestone and chalk, or

calcium sulphate (CaSO4), in the form of other mineral deposits. The predominant source of

magnesium is dolomite (CaMg(CO3)2). Hard water is generally not harmful to one's health.

The simplest way to determine the hardness of water is the lather/froth test: soap or

toothpaste, when agitated, lathers easily in soft water but not in hard water. More exact

measurements of hardness can be obtained through a wet titration. The total water 'hardness'

(including both Ca2+and Mg2+ ions) is read as parts per million or weight/volume of calcium

carbonate (CaCO3) in the water. Although water hardness usually measures only the total

concentrations of calcium and magnesium (the two most prevalent, divalent metal ions), iron,

aluminium, and manganese may also be present at elevated levels in some geographical

locations.

Iron in this case is important for, if present, it will be in its trivalent form, causing the

calcification to be brownish (the colour of rust) instead of white (the colour of most of the other

compounds).

Competitor analysis

COMPETITOR ANALYSIS

Basic approach to competitor analysis

Identify competitor‟s objectives.

Identify their strategy.

Identify their strengths and weaknesses.

Predict their future actions once the environmental survey is completed, the information thus

gathered is integrated in a meaningful pattern.

Opportunities – threats profile (OTP) is made by the company to understand where they stand

with respect to environment and competitors. The summary of environmental survey is of core

importance to the strategic planning process. The fact, that industry structure, competition,

customer etc. are constantly in a flux, compels a company to be vigilant towards environment

and have a dynamic analysis of the environmental factors.

Main purpose of the constant vigil towards environmental factors is to facilitate

appropriate strategic response at the right time. Once the opportunities present in the

environment are identified next step is to have an understanding of its own strengths and

weaknesses through methodical internal appraisal

The firm should get rid of some untested assumptions, which it might have developed

over time. Only properly assessed facts can be of help.

Competitive advantage is a position of superiority on the part of the company in some

function / factor / activity in relation to its competitors and it is through this superiority that the

company attempts to carve out a comfortable position for itself in the industry. For example

some companies may be strong in production and some others may be strong in marketing. The

strength in production may mean that a particular company may be an efficient producer when

compared to its competitor, or it may have more flexible production system, or else it may have

strength of variety. As a general rule big firms have strength of size and smaller ones have the

strength of flexibility.

BUYER POWER:

Consumer faces weak buying power because customers are fragmented and have little influence

on price or product. Considering buyer power retailers it is very high since they are able to

negotiate the price with the companies.

Verdict: strong buyer power from retailers.

SUPPLIER POWER:

Consumer product faces some amount of supplier power simply because of the cost they

incur when switching suppliers. Suppliers that do a large amount of business with these

companies are also beholden to their customers.

Verdict: limited supply power

THREAT OF NEW ENTRANCE:

Given the amount of capital investment needed to enter certain segment in house hold

consumer products, the threat of new entrant is fairly low. Whether the new entrant can get its

products on the shelves of the same retailers as its much larger rivals.

Verdict: low threat of new entrants.

THREATS OF SUBSITUTES:

Within the consumer product industry, brand succeeds in helping to build a competitive

advantage, but even the pricing power of the brands can be eroded.

Verdict: high threat of substitutes.

DEGREE OF RIVALRY:

Consumer in this category enjoy multitude of choses. It does not cost anything for a

consumer to buy one brand of shampoo instead of another, making the industry quite

competitive.

Structure of Water division

SALES

NORTH SOUTH

ASM

RETAIL

BDE

TSO

TL

IPWE

DIRECT HOME

URBAN

TSO

COLD CALL

BDE

KISOSKS

TSO

DOCTOR

NON SUPPLIER CITY

BDE

TSO

COLD CALL

KIOSKS

DOCTOR

REFERENCES

EAST WEST

Training Exposure in specific domain

TRAINING EXPERIENCE IN SPECIFIC DOMAIN

PERSONAL SELLING

EVOLUTION OF PERSONAL SELLING:

Personal selling strategies have evolved in the last one hundred and fifty years. In the

nineteenth century, persuasion was the primary skill. The peddlers carried their inventory and

their goal was to convince the buyers to buy their goods at hand. As competition grew and

buyers had a choice among the players, it became important to understand the needs of the

customers, which demanded attention for modifying the products, the prices and related services.

At this stage, negotiation strategies became more importance than persuasion. In the seventies,

when sales people called on the business and industrial buyers, the y were told to treat the

customers as clients and not just as an account, which made the selling job similar to a

consultant. The job needs the sellers to identify new needs and new uses for the existing

products. Customers became a part of long-term business plan. Consultative selling requires

thinking like the buyer‟s shoes, the top ten qualities for an industrial sellers identified by the

purchase magazine include the following.

Willingness to go bat to bat for the buyers within the suppliers firm

Thoroughness and follow through

Knowledge of the sales personal‟s product line

Market knowledge and keeping the buyers posted

Imagination of applying his product and services to buyer‟s needs

Knowledge of the buyer‟s product line

Preparation for sales calls

Regularity of sales calls

Diplomacy in dealing with operating departments

Technical education

In the late eighties and early nineties, more emphasis was given to management of

territories and accounts as profit centres. The sales person was expected to have adequate

knowledge of managing the territory as a profit centre.

A consultative salesman must understand production and marketing systems of the

buyers. Thus, a thorough training in business administration is a requirement for the modern

sales job.

The sales people were trained to practice business management strategies at this phase. In

the nineties, it was felt that closer working relationship is necessary for generating profits and

retaining customers in the market place. The domestic and international competition , rising

costs. And emerging recession in economies made sales managers focus on the need to Reduce

the cost of producing and marketing products and facilitating a closer customer relationship. The

increasing buying power of retailers like Wall-mart and K-mart demanded integrating

information systems of the seller and reseller to augment production planning and reduce

inventory at retailer and wholesaler point. This is called partnership strategy phase in the

evolution of personal selling.

Companies slowly changed the partnership strategy into selling strategy by integrating

their front end with customers in enterprise wide network solutions and shared more information

leading to increased profitability. The sales training modules of companies now include tools like

data processing, data warehousing and mining, financial analysis and relationship building.

ROLE OF SALES MANAGEMENT IN HUL:

The basis function and role of selling is to generate sales and earn revenue for the

organization. Today‟s selling approach highlights maintain good customer relationship,

managing profitability of the firm, managing customer complaints and building brands in the

customer‟s eyes. Though the above statements give a simplistic view of the sales management

role in the organization, these are complex processes and systems involving a set of principles,

strategies, techniques and skills to cover different range of sales function.

The best marketing programs will fail if the sales staffs are ineffective and poorly

managed. For many customers, the sales staff is the company and the impression it carries

determines the future business relationship with customers. The cost of recruiting, training and

managing the sales force is high and any ineffective management will invite diseconomy of scale

to the enterprise by such a sales force. The term selling involves a variety of functions in

different environments. There are situations in which the salesman has to function as a delivery

function.

The job of a sales manager is to take care of both the selling and the human resource

management function. As leaders, they have to guide and lead their sales staff to achieve sales

targets.

The function of the sales manager can be grouped as a combination of personalSelling

and sales management. Personal selling is the communication between the seller and the buyer

for the purpose of determining and satisfying buyer‟s current and latent needs. It involves an

individual sales man or a sales team establishing and building a profitable relationship with

customers over a period of time. In the buyer to purchase his product with an assurance that the

product or service will satisfy him.

When the transaction is analysed on utility value, the salesman has to take into account

both the buyers and the end user. The consumer is the ultimate end user of the product. Sales

management is more strategic and long term in nature as it involves planning, organizing,

directing and controlling all the selling activities of the organization. Management of sales force

demands attention towards the emerging roles and functions of the sales people.

This trend includes integration of technology with sales function, changes in approaches

to selling, evolution of customer expectations and composition of sales on the basis of gender

and qualification. The sale management function occurs at different levels is of a sales executive;

the next level is of a sales manager handling ten to fifteen sales executives. The area managers of

the state work under him. A sales manager functions as a seller who possesses good selling skills

and undertakes supervision and control function. As the hierarchy increase, more and more

management functions get added onto the primary selling job. Depending on size of the company

and geographic area covered by the firm, there may be zero, one, or two more levels of

management above the sales manager ultimately culminating a vice-president of sales.

Key accounts and telemarketing divisions have similar hierarchical levels. Salespeople at

ground zero, level one and two are responsible for tactical decision making such as planning

calls and setting short-term quotas. Sales organization rely more on the sales force for quota

setting due to various reasons. Higher-level sales managers are responsible for strategic decisions

like organizing sales force, determining sales force compensation structure, long-term sales and

the overall controlling of the sales organization.

The role of a sales manager in the organization has turned to be strategic and formidable.

His job is a combination of that of an accountant, planner, personnel manager and marketer at the

same time.

However, his prime responsibility is to boost the sales force in augmenting theSelling

process.

DETERMINATION OF SALES FORCE OBJECTIVES AND GOALS:

Sales force organization, size, and territory and quota finalization

Sales forecasting and budgeting

Sales force selection, recruitment and training

Motivation and leading the sales force

Designing compensation plan and control systems

Designing career growth plans and building relationship strategies with key customers

IMPORTANCE OF SALES MANAGEMENT:

The focus on training sales managers covers professional selling skills. Indian companies

have started spending more and more on sales training due to their strategic significance. This

change of thrust on learning sales management in a more scientific manner is attributed to a

number of reasons. These reasons include the relevance of sales force in the organization as the

primary concept point, scope for harnessing and improving ability to sell due to training and

motivation, potential rewards involved in a sales career and the probability of reducing sales

misconceptions.

Personal selling is the most commonly used promotion method in business-to-business

marketing as it offers a scope for the seller to match his offering to the customer‟s needs. When a

fast moving consumer goods company like Hindustan Unilever Limited sell products, a larger

number of customers buy small quality of purchase from retail outlets. There is no need to

customize the product. This mass marketing approach restricts the scope for customizing the

product to customer needs. Compare this to the situation of selling a computer in which the

salesman makes a number of calls to understand the requirement of customers and configures the

computer to suit the customer‟s need. In more industrial market personals selling takes care of a

large part of promotional budget.

As already explained, the primary advantage of personal selling is that customers assume

salesman to be the company itself. He is the face of the company. The satisfaction level achieved

in dealing with a salesman decides the fate of a sales call and the size of the order. If the

salesman is well prepared and organized in his approach. Is knowledge about the product, has

competitor‟s product information and possesses the ability to be a problem solver for the

customers, he is capable of building positive impression about the firm and creating an overall

positive image for the firm.

Salesmen devoid of proper selling skills and ignorant about customer information create a

negative image for the firm despite the firm having a superior product 0ffer. The success of sales

management should be in identifying, grooming, leading and motivate aching good set of sales

people to achieve greater sales and positive impression about the firm. With the entry of Internet

technology and web based platforms for customer interaction, personal selling is a method of

marketing communication fostering personalized and interactive dialogue with customers. This

personal approach provides the organization an opportunity to prove that it is a true customer

oriented company.

TYPES OF PERSONAL SELLING:

Personal selling can be broadly classified as industrial, retail and service selling. The sales

approaches in each of these categories will vary despite having similarity in the sales function.

Selling of a ball bearing by Tata Timken is different than selling of a consumer durable like

vacuum cleaner and a beauty product in the retail showroom. These differences are linked to the

customer‟s choice behaviour; importance that customer gives to the purchase and risk involved

in buying the product. When someone purchases a ball bearing brand and their specification and

time taken to arrive at a decision will be different from customers deciding upon a shampoo

brand. In the latter case, the customer pays less and the risk involved in buying is less; hence

time taken to decide a brand is also less. The selling approaches will be different in each of the

buying situations.

ORDER TAKER SALES PEOPLE:

Inside Order Takers the retail sales assistants. The customers choose his range of

products from the range available in the store without the presence of sales man. The sales

assistant‟s role is to complete the transaction. He receives cash and passes goods to the customer.

This is done is super stores like Wal-Mart, Big Bazaar and others chain stores.

In telemarketing, Sales people take the order over phone and deceiver the product to

the customer. The sales people delivering milk, newspaper, magazines and pizza can be called

delivery sales people.

They do not try to sell either the product or to increase the consumption level of

existing customers but winning and losing orders is dependent on the reliability and promptness

in the delivery. The outside order takers visit the customers and this primary concern is to

responds to customers place. They make sales call and orders from the customers e.g. Hindustan

Unilever Limited sales people.

ORDER CREATERS:

Missionary sales people are the sales staffs who normally do not close a sale but persuade

the customers to specify seller‟s brand. Medical representatives calling doctors do not make

direct does not buy the medicines person ally but prescribes the medicines to the patients. So the

medical representatives are calls missionary salesman. In this kind of selling, the objective is to

educate people and make the people aware of the products rather than closing a date.

ORDER GETTERS:

These are the people whose objective is to persuade the customers to make a direct

purchase. They are front line sales people who hit the call button at the door and other places to

close a sale. The new business sales people are always trying to persuade new buyers and non-

users to buy company‟s products and services. The executive in charge of business development

in any ad versing agency falls in this category. They always look at people who have previously

not used the services of the agency. They do prospecting and convert the leaders into final sales.

Organizational sales people are the industrial sellers who try to establish and nurture a long-term

relationship with organizational buyers. This kind of selling job involves team selling where a

cross functional sales team with sales and technical support staff join together to close a sale.

The consumer sales people are door salesmen who sell spices, eatables, encyclopaedia,

insurance and other personal products for individual consumption. The second group of order

getter provides sales support to the front line sales people.

The technical support sales people support the frontline sales people when the product is

technically complex or it needs negotiations demanding financial attention of the company.

They are part of key account management team. The merchandisers provide sales support

in retail and wholesale selling situations. Orders are negotiated nationally and sales to individual

out are supported by merchandisers who give advice on display, execution of sales promotion

programs, help in displaying the point of purchase material and check the stocks levels and

maintain contact with store managers. This kind of sales support staff are found in more

organized retailing environment.

SELLING PROCESS:

PROSPECTING:

This is the beginning of sales process, which covers searching for customers with potential

demand.

TARGETING:

This is the process of deciding how to allocate sales time among prospects and existing

customers.

PRE-APPROACH:

In this step the sales person plans methods to approach the customers, collect company and

customer information.

COMMUNICATION AND APPROACH:

This is the process of communicating and contacting the customers, this is the process of

developing a system to great the customer and meets him for the sale.

PRESENTATION AND DEMONSTRATION:

In this stage, the sales presentation and if requires demonstrates fractures, talks about advantages

and benefits and value propositions of the product.

CUSTOMER OBJECTION HANDLING

Customers always pose objections during presentations or when asked to order. Psychological

resistance and logical resistance are the two types of resistance seen at this stage.

The psychological resistance includes resistance. Preference for established brands,

apathy, and reluctance to give up something etc., the logical includes objections to price, delivery

schedule or certain companies.

CLOSING:

Some salespeople do not get to this stage or do not do it well. The sales people try to close sale

after handing the customer objections.

FOLLOW UP THE MAINTENANCE:

The salesman does follow up and keeps the relationship with customers to obtain repeat orders

and referrals and customers satisfaction and repeat business. In the case of consumer durables,

sales people take care of maintenance.

SWOT analysis of HUL

SWOT ANALYSIS OF HINDUSTAN UNILEVER

STRENGTHS:

Strong and well differentiated brands with leading share positions. Brand portfolio

includes both global Unilever brands and local brands of specific relevance to India.

Consumer understanding and systems for building consumer insight.

Strong R&D capability well linked with business.

Integrated supply chain and well spread manufacturing units.

Distribution structure with wide reach, high quality coverage and ability to leverage

scale.

Access to Unilever global technology capability and sharing of best practices from other

Unilever companies.

High quality manpower resources.

Strong and well differentiated brands with leading share positions

Distinctly placed products providing reach to every segment of society.

Consumer understanding and systems for building consumer insight

Integrated supply chain and well spread manufacturing units.

Distribution structure with wide reach, high quality coverage.

The launch of project “Shakti” has helped HUL to create brand awareness and extensive

reach in rural India.

Access to Unilever global technology, capability and sharing of best practices from other

Unilever companies.

Well placed to take advantage of growth in rural India and lower strata of the society

through “Shakti”.

It could look at introducing products from its parent company like margarine in order to

cater to changing consumer tastes and opportunities in food sector.

It can be a leader in exports by positioning itself as a sourcing hub for Unilever

companies in various countries.

WEAKNESSES:

Increased consumer spends on education, consumer durable, entertainment, travel etc.

resulting in lower share of wallet for FMCG.

Limited success in changing eating 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.

High Social costs (housing, food grains & firewood, health and other welfare measures)

in the Plantation business

Price positioning in some categories allows for low price competition like Amul captured

Kwality‟s market

Limited success in changing eating habits of people.

Competitors focusing on a particular product and eating up HUL‟s share, like Nirma

focusing on soaps and detergents.

OPPORTUNITIES:

Market and brand growth through increased penetration especially in rural areas.

Brand growth through increased consumption depth and frequency of usage across all

categories

Upgrading consumers through innovation to new levels of quality and performance.

Emerging Modern Trade can be effectively used for introduction of more upscale

Personal Care products.

Growing consumption in Out of Home categories.

Position HLL as a sourcing hub for Unilever companies in various countries.

Leveraging the latest IT technology

Growing consumer base due to increasing income levels and new consumers from lower

strata of the society

Untapped market in branded Ayurveda medicines and other such consumer products.

Opportunity in Food sector: changing consumer tastes

Expansion of horizons towards more and more countries

THREATS:

Low priced competition now present in all categories.

Grey imports.

Spurious/counterfeit products in rural areas and small towns.

Changes in fiscal benefits.

Unfavorable raw material prices in oils, tea commodity etc.

Unfavorable raw material prices due to inflation, reducing profitability.

Heavy onslaught of competition in the core categories from emerging players like ITC will

result in higher advertising expenditure.

Spurious/counterfeit products in rural areas and small towns.

Reduction in real income of consumers due to high inflation.

CUSTOMER SATISFACTION:

One of the cornerstones of its strategy has been a very strong customer focus .Our 4 years

of experience in servicing a varied range of customer requirements has given us domain

knowledge of our customer's business. As a result of this it is able to provide exact solution to

customers' needs. During these years it has been able to cement relationship with customers and

gaining their trust and confidence as well.

My Training Experience

MY TRAINING EXPERIANCE

It was a wonderful experience I got from HUL. This training program has helped me to

get an understanding of various designations there in an organization and their duties and

responsibilities marketing demine. So exactly I came to know for what position I should aim in

an organization.

My training guide in the organization is Mr.K.Pugalendi, Territory sales officer (TSO).

He is responsible for the entire South India division Kerala and Tamilnadu. He is usually a busy

man who travels all over south India to train new executives, existing team leaders, zonal

officers and territory officers. He gave detail description about the organization and the product.

This training helped me to gain some knowledge about the organization and product. This

product knowledge entirely helped me to sell the product.

On training periods, I was asked to give demonstration about the product to the

prospective customers. On two models of pure it the basic M05 and fully automatic water

purifier auto fill. I performed the demonstration, it was really interesting after the training been

completed I am ready to face the market.

Before getting into sales, I was asked to visit retail stores in the city just like a customer

and to find how the product is really valued in the market. So I did a small survey by visiting

around 27 retail stores in town hall area. Just like customers I asked for pure it product and

enquired about the quality and services. By this I found that pure it has good value in the market

Most of the retail shop are dealing with pure it. And the major competition for this product is

AQUASURE by AQUAGAURD.

The market however is dominated by “pure it” because its advertisements and

commercials played a major role in making the product in the market. I also found out during

this examination that most of the retailers were not able to give a clear demonstration on the

product. Because they lack in product knowledge. These findings were taken back and discussed

in the training session. And the TSO officer said they planned to solve this problem by placing

an Training executive from HUL in every retail store. So in a week I got trained in the product

and was ready to sell the product. Sales mainly done through door knocking and reference.

Personal achievements in the Company

PERSONAL ACHEIVEMENTS IN THE COMPANY

I was given a target of 12 and I successfully achieved the target in the given period of

time. As a management student I was able to give some ideas to bring change in the

organization and I was motivated to achieve the target by all my team mates.

Conclusion

CONCLUSION

This internship training was the first corporate experience for me. Working with

Hindustan Unilever Limited was very useful for me. In this internship training I had many good

experiences like how to interact with unknown customers and how to make them know about the

product and so on. I had an experience of the corporate world. Over all the training in HUL was

a very good place for learning along with work.

I gained experience to make Cold call, and learned how to make a sale to the prospective

customers.

The demonstration process helped me to improve my communication skill.

I trained myself in Kiosk, were I learned how to identify the prospective

customers.

I was awarded a silver coin for achieving my target.

It gave me confident in sales and marketing function.

From this training, I developed good networking with other sales executive from different

companies.