The document discusses a presentation submitted by Rajkumar Dhubia to Dr. Mayank Sexena and Prof. Girish Bhatia on the topic "Impact of Services on Sales Growth". The presentation contents include an introduction of Hindustan Unilever Limited, its mission, vision, organization structure, brands, product lines, the presenter's job responsibilities, research methodology, data collection methods, findings, limitations of the study, and conclusions.

1. CEREBRAL HEIGHTS INSTITUTE OF MANAGEMENT
AND COMMUNICATION
(CHIMC)
Topic-“IMPACT OF SERVICES ON SALES
GROWTH”
SUBMITTED TO: SUBMITTED BY:
Dr. Mayank Sexena Rajkumar Dhubia
Prof. Girish Bhatia

2. PRESENTATION CONTENTS
 INTRODUCTION OF HUL
 MISSION
 VISION
 ORGANIZATION STRUCTURE
 HUL BRANDS
 PRODUCT LINES
 MY JOB RESPONSIBILITY
 RESERCH METHODOLOGY
 DATA COLLECTION METHODS
 FINDINGS
 LIMITATION OF STUDY
 RECOMNDATION
 CONCLUSION

3. INTRODUCTION
 India's largest Fast Moving Consumer Goods company with 100 factories
across India.
 In 1931, first Indian subsidiary, Hindustan Vanaspati Manufacturing
Company, followed by Lever Brothers India Limited (1933) and United
Traders Limited (1935).
 HUL formed in November 1956; The Anglo-Dutch company Unilever
owns a majority stake in Hindustan Unilever Limited.
 The Company has over 16,000 employees and has an annual turnover of
around Rs.19, 401 cores financial year 2010-2011.
 HUL is a subsidiary of Unilever, one of the world’s leading suppliers of FMCG
with strong local roots in more than 100 countries across the globe with annual
sales of about €44 billion in 2011.
 Unilever has about 52% shareholding in HUL.

4. MISSION OF HINDUSTAN UNILEVER LIMITED
Unilever's mission is to add Vitality to life. They meet everyday
needs for nutrition; hygiene and personal care with brands that
help people feel good, look good and get more out of life.

5. VISION OF HINDUSTAN UNILEVER LIMITED
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.

6. OBJECTIVE OF THE STUDY
 General Objective: The main objective of this report is to
have an assessment about overall activities of customer
development Department and Marketing Development
Department. How they manage all the selling process,
 what Services it is providing to the shoppers and how
retailers are getting benefit from it and finally what is the
gain For Unilever from this project
To understand the drive structure of HUL.
How it is providing better visibility.
Which Services Effect On sales Growth

7. ORGANIZATION STRUCTURE
VP
GM
SR SALES MANAGER
AREA SALES MANAGER
TERRITORY SALES MANAGER
TEAM LEADER
SALES EXECUTIVE

8. Unilever Brands

9. HINDUSTAN UNILEVER
LIMITED
Home & Personal Care (HPC) Foods & Beverages
Tea
Personal Care Home care
(PC) (HP)
Personal Personal Fabric Household
Product Wash Wash care
(PP) (PW) (FW) (HC)
Skin Care Oral Care Hair Care Deo

10. In HUL the company operates in four distinct product categories. These are:
Fabric Wash
Household care
Personal care
Foods
Fabric Wash
Wheel Laundry Soap
Wheel Washing Powder
Wheel Power White
Surf Excel
Household Care
Vim Powder
Vim Bar
Vim Liquid
Personal Care
Personal Wash
International Lux
Lifebuoy Total
Dove bar
Lifebuoy Liquid soap

11. Skin Care
Fair & Lovely Multivitamins
Fair & Lovely Body Fairness Milk
Lakme skin care products
Dove skin care products
Vaseline skin care products
Hair Care
Sun Silk Shampoo
All Clear Shampoo
Lifebuoy Shampoo
Dove shampoo
All Clear Hair Oil
Oral Care
Close-up Toothpaste
Pepsodent Toothpaste
Pepsodent Toothpowder
Pepsodent Tooth brush
Foods
Lipton Taaza Danadar
Lipton Taaza strong
Lipton Taaza Teabag.

12. MY JOB RESPONSIBILITY
As an intern I was involved in different sort of activities. My key responsibilities are
listed Below:
Outlet survey
Report my supervisor
Selection of billboard for outlet
Monitor the sales officer
Monitor the delivery sales officer

13. Outlet survey: visited many markets to identify the original outlets and if there is any
new shop, added them in the outlet and also monitor that all the sku’s are available in
the outlets,
 competitor’s activities,
 any new products arrival in the market etc.
Report my supervisor: After visiting the market I have to report to my supervisor
about market condition.
Selection of billboard for outlet: I had to select some billboard for some outlets.
Monitor the sales officer: Why Sales man not achieve targets.
Monitor the delivery sales officer: monitor the delivery sales officer that show how
they deliver the products and collect money.

14. RESEARCH METHODOLOGY
Research Purpose: There are two basic purposes of research
to learn something, or to gather evidence.
The main purpose of
research has as its main goals the gathering of coherent, verifiable information, and
most importantly, timely reporting of that information. The research purpose of the
study was CD’s well-organized distribution system leverage the brand to become
strong in the market.
Research Strategy:
The design of research strategy depends on the types of research questions asked.
The main function of research
design is to explain how we will find answers to our research questions.
Methodology: I mainly adopted a quantitative approach by gathering information
through a questionnaire driven survey.

15. DATA COLLECTION METHOD
Data was collected through
•documentation,
•archival records,
•interviews,
•direct observations,
•and participant observations.
A main strength of the study data collection is the opportunity to use many different
sources of support. The most important sources for the study information are
interview as I have done in this analysis. Both primary and secondary data will be
used for analyzing.

16. Primary Data:
I have collected primary data by interviewing shoppers and retailers. I have also
conducted a questionnaire
survey to get more concrete output. Primary data were mostly derived from surveys.
Primary information is
under consideration in the following manner:
•Face to face conversation with the retailers
•By interviewing retailers and shoppers.
Secondary Data:
Internal Sources
• Internal magazine Hindustan Unilever Limited ished by HUL
• Different brochures of HUL
• Information provided by my supervisor
External Sources:
• Different books and periodicals
• Newspapers
• Internet

17. Sample Size:
The survey was conducted in the city of Indore only. From there 100 retailers were
chosen randomly for
interviewing and 100 numbers of shoppers were also been questioned to express their
experience.

18. FINDING
Q 1 Since how long are you in this business?
60
50
40
Axis Title
30
20
10
0
1-5 Years 5-10 Years More than 10 years
Series1 24 27 49

19. Q .2 Rank the following factors that customers look for in the purchase of Soap /
70
Detergent/Cosmetics/Foods. (Rank from 1 to 6)
60
50
40
Axis Title
30
20
10
0
Factors Fragrance Quality Company Image Price Packaging Others
Series1 1 3 66 9 48 4 1
Series2 2 24 23 18 33 5 2
Series3 3 33 7 34 24 2 0
Series4 4 22 3 24 16 27 8
Series5 5 10 1 11 6 38 34
Series6 6 8 0 4 9 24 55

20. Q.3 Weekly visited marketing executive you're shops?
80
70
60
50
Axis Title
40
30
20
10
0
Yes No
Series1 32 68

21. Q.4 Any loophole distribution channels ?
56
54
52
50
Axis Title
48
46
44
42
Yes No
Series1 54 46

22. Q.5 Are you satisfied HUL call center services?
52
51
50
Axis Title
49
48
47
46
Yes
No
Yes No
Series1 48 52

23. Q.6 Are you satisfied Display schemes?
90
80
70
60
50
40
30
20
10
0
Yes No

24. Limitations of the study
•We considered Indore region only because of limited time duration.
•Due to this, our sample size is only 100, which is not very large.
•All the respondents could not fill their questionnaire on their own due to language
problem and also problem of time and lack of positive behavior.
•Respondent may give biased answer due to some lack of information about other
brands.
•Findings of the study are based on the assumption that the respondents have given
correct information.

25. RECOMMENDATION
Though Customer Development Department and its field force are very well
organized and active but I think they should give more importance about the following
matters.
Importance on more visibility :CD team should give more importance on
visibility. They should choose more colorful shelf talker, billboard etc. and display all
the products more attractive ways so that shoppers can easily notice the product and
feel encourage to buy the products.
Give more promotional offer to the retailers and shoppers: To
encourage shoppers CD Department should give more promotional offer to the
shoppers like more free gifts and for the retailers they
can give more incentives. They can also arrange different programs for their loyal
retailers.

26. Change the date over or damaged products :Unilever never change their
damaged products or date over products. Sometimes retailers are complaints but they
don’t take any action. They should change this policy.
Focus on their products delivery timing : Sometimes delivery sales
representative cannot reach to the market on time. That’s why retailers couldn’t take
all the products according to the order. The reason behind is competitors sales
representative comes early which helps them to get more orders for the products.

27. CONCLUSION
Hindustan Unilever Limited is one of the leading multinational companies in India. I had the
opportunity to work for this company during my internship program. I have worked in customer
development department of HINDUSTAN UNILEVER LIMITED . During this time I got an
opportunity to observe the overall activities of
• Managing retail environment.
• Retailer Perceptions
• Target Pressure
• Sales Promotion activity
• Manage Distribution Channels
•

28. THANKS TO ALL