This document summarizes a project on sales and marketing of vending machines and premixes for Hindustan Unilever Limited. It provides an overview of HUL as the largest fast moving consumer goods company in India. It then describes the week-by-week tasks performed as part of the project, which included understanding the products, installing machines, dealing with customers, and getting a tender for 80 machines from Bank of India. It outlines the objectives, methodology, analysis and findings of studying 50 customers. Key findings include the market potential is at a growth level and customer decision-making considers pricing, timing, and product sustainability.

1. Dr. Gaur Hari Singhania Institute of
Management & Research, Kanpur
Presented To :- Dr. Deepak Sharma
Presented By :- Nikhil Nigam
(1721)

2. PROJECT TITLE :- “Sales & Marketing of
Vending Machines And Premixes”
Company Mentors :- Mr. Mohit Dwivedi ( Territory Sales Officer )
&
Mr. Yogesh Mehra ( Prospecting Officer)

3. Hindustan Unilever Limited
• Hindustan Unilever Limited (HUL) is India's largest Fast
Moving Consumer Goods Company with a heritage of
over 80 years in India and touches the lives of two out of
three Indians.
• HUL works to create a better future every day and helps
people feel good, look good and get more out of life with
brands and services that are good for them and good for
others.

4. Continued…
• Hindustan Unilever Limited (HUL) is an Indian consumer
goods company based in Mumbai, Maharashtra.
• HUL was established in 1933 as Lever Brothers India
Limited and, in 1956, became known as Hindustan Lever
Limited, as a result of a merger between Lever Brothers,
Hindustan Vanaspati Mfg. Co. Ltd. and United Traders Ltd
• It is owned by Anglo-Dutch company Unilever which owns
a 52% controlling share in HUL.
• HUL's products include foods, beverages, cleaning agents
and personal care products.

5. Week-Wise Task Performed &
Learning's
Week Ending Task Performed Learning
18th May 2014 Understood the product and
services as Business to
Business .To make to aware
about the product to the
customers.
Understood the product and
it’s culture. Features and
detailed about the vending
machines and premixes.
25th May 2014 Used to go to market to
know about the potential
for this product. Learnt
about the installation
process.
Installation process of
machines, offering culture
proposals regarding tea and
coffee vending machines
and premixes.
01st June 2014 Broke the accounts of other
competitors through
premixes and services.
Attended workshops.
Coming with new trainees,
market is to be small and it
is very tough situation to
compete the market
through own skills.

6. Continued…
08th June 2014 Got opportunities for DEMO
of machines and premixes.
Attended workshop of I.B.S.
At the time of DEMO, it is
very essential to check
every point of view of
organisation regarding
interest in buying of
machines or not.
15th June 2014 Machines installed at rental
basis. Dealt with customer for
price cutting in machines and
consumables.
If machines are on rental
basis , advance rent is to be
paid by customers and to
make clear all norms for
rental. To understand the
method of price cutting in
vending machines and
consumables.

7. Continued…
22th June 2014 Got a chance of tender
from Bank of India, Zonal
Office for 80 machines.
Provided services to those
clients where other
competitor’s machines are
not in running condition.
At the time of tender, it is
very important to come to
know about the rules and
regulations of doing
contract. Wherever the
other’s competitors
machines are not in used
presently, how to break
those account through
providing services.
29th June 2014 Dealt with customer at the
time of technical problem in
vending machines.
Received a response from
those customer who were
not interested at the starting
time .
Came to know about the
main problem of customer
regarding machines and
consumables. Learnt
waiting time of customer.

8. Sales & Marketing of Vending
Machines & Premixes

9. Objectives:-
• To do sales and marketing of vending machines and
consumables.
• To know about the market potential through in which these
vending machines and consumables can be sold.
• To identify the customer’s perception of pre and post
purchase decision about vending machines and
consumables.
• To break the accounts of other competitors through
consumables.

10. Methodology:-
Pilot Surveys
and
Case Study
Sampling:-
The sample is taken of 50 customers.

11. Analysis of Methodology:-
In analysis , there are 6 categories of customers.
• Those customers who are in HOT CALLS for HUL’s
vending machines and/or consumables.
7
50
Hot Calls
Total Calls

12. • Those customers who are in WARM CALLS for HUL’s
vending machines and /or consumables.
12
50
Warm Calls
Total Calls

13. • Those customers who are in COLD CALLS for HUL’s
vending machines and / or consumables
12
50
Cold Calls
Total Calls

14. • Those customers who are neither interested in HUL’s
vending machines nor consumables.
13
50
Not
Interested
Total Calls

15. • Those customers who are satisfied with HUL’s vending
machines and / or consumables.
4
50
Satisfied
Total Calls

16. • Those customers who are not satisfied with HUL’s vending
machine and / or consumables.
2
50
Not
Satisfied
Total Calls

17. Findings:-
• No. of customers are approximately same in Warm Calls, Cold
Calls and Not Interested Calls.
• Calls are to be converted at the time of need and demand of
customer.
• The reaction of customers related to past experiences of vending
machines is important for company because whatever the
improvisations can be done , it will be done and to make assure
the customer to provide best quality.
• Some customers are disappointed with vending machines at
present. The perception was that it was uncontrollable and
not hygienic. So I suggested to those customers how to
make controllable and make hygienic the vending
machines.

18. Conclusions:-
• The market of vending machines and consumables at
growth level.
• In spite of having a tough competition, the demand of either
consumables or vending machines is at increased level
according to daily calls.
• These products are based for institutional sales.
• At the time of decision making for product, pricing , timing,
supplying, servicing, sustainability and durability are main
content of customer’s intention.

19. THANK YOU