PROJECT SYNOPSIS

Prepared for: Marketing Channel Project Prepared by: Group 2 | Faculty of Management Studies Date: 28th July, 2012 Topic #: A Comparative Study of Distribution Channel of HUL and P & G

Group 2 Sr. No. 1 2 3 4 5 6 7 NAME Aashish Kumar Arvind Verma Hemant Meena Jeet Kumar Tasneem Ahmad Vishal Sharma Priya Jain ROLL NO. 76 89 107 142 149

TABLE OF CONTENTS Title of the Project ................................................................................................................. 1 Objectives .................................................................................................................................. 1 Introduction ............................................................................................................................. 1 Scheduling of Activities ........................................................................................................ 2 Research Design & Methodology ...................................................................................... 2 Responsibility of Activities ................................................................................................. 3 Expected Outcome ................................................................................................................. 3

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Title of the Project

A Comparative Study of Distribution Channel of HUL and P & G

Objectives
To study the Sales and Distribution network of HUL and P&G in Delhi region To analyze the issues creating problems in Sales and Distribution Channel. Recommend the possible solutions for the distribution channel

Introduction
Hindustan Unilever Limited (HUL) and Proctor & Gamble (P&G) are the market leaders in the FMCG sector. Both the firms have diversified portfolio of products, successfully selling in the market. Thus, maintaining an efficient distribution channel so as to make the products available to the customers is a serious matter of concern for both the FMCG giants. Both HUL and P&G have products in Health Care and Nutrition, Personal Care, Food and Beauty segments. Thus, though having similar portfolio of products and competing in the same market and having similar target segment of customers, both the firms follow different distribution strategies for different products. The aim of this product is to analyze the distribution channel for both the firms, and thereafter perform a comparative study for analyzing the difference between the distribution channels used by HUL and P&G. We will also try and incorporate the global distribution channel strategies employed by both the firms in our study. However, our main focus would be to analyze the Indian Distribution Channel.

Scheduling of Activities
We propose to commence our research on Sunday, the 29th of July. The following activities are to be undertaken, along with the desired timelines: Timeline: 28.07.2012 Synopsis Submission 29.07.2012 Commencement of Literature Review of Distribution Network of HUL 05.08.2012 Commencement of Literature Review of Distribution Network of P&G 12.08.2012 Interview the Retailers and Distributors of HUL and P&G 26.08.2012 Data Collection Analysis/Graphing or charting the data graphically 15.09.2012 Discussion with Sir regarding the progress/results of the project 22.09.2012 Mid Term Review/ Feedback 23.09.2012 Incorporating the feedback and setting the project on right track 07.10.2012 Preparation of report 27.10.2012 Report Submission/Viva Voce

Post the Mid-review, we shall incorporate the requisite feedback into our research, and append the modifications that are required in order to achieve our desired objectives. The project can thus be expected to be completed in 10 weeks from date of commencement.

Research Design & Methodology

The research design and methodology would primarily involve the specification of various procedures to make decisions regarding: 1. Identification of relevant Information to be collected Primary information required for comparing the distribution channels of HUL and P&G will include collecting information about the channels from retailers and identification of various factors which influences the retailers to switch between different channels and problems associated with every channel. 2. Data collection a. Primary Research The first step would be to conduct interviews with retailers and distributors. They would cover various parameters like on-time delivery, fulfillment of orders, sales promotion 2

schemes etc. from retailers point of view. We would also contact alums working in the companies to provide us with more in-depth knowledge. b. Secondary Research It includes browsing online through various journals, articles etc. Also we will try to compare distribution channel strategy of competitive products of the 2 companies to understand the similarities and differences between the two. 3. The measurement approach It will include designing the appropriate scales (Nominal, Ordinal, Interval and Ratio) to measure the various variables that will help in comparison of Distribution Network of HUL and P&G.

Responsibility of Activities
Literature Review To collect secondary data and analyse the different advertisement campaigns of Airtel. To get ratings and perceptions of different advertising campaigns through primary research, concentrating on the HFZ campaign. Group Members responsible Arvind Verma, Hemant Meena, Priya Jain Data collection To collate all the data and information obtained from the surveys so that the

information can be analyzed, both Primary and Secondary Data analysis. Group Members- Tasneem, Jeet Kumar, Priya Jain Data Analysis To analyze the collated information to determine the way in which the different

advertising campaigns of Airtel have a different impact on viewers and especially with regard to the HFZ campaign. Group Members Vishal Sharma, Aashish, Arvind Presentation Presentation and documentation of the approach followed in the research and the

significant findings and outcomes. Group Member Tasneem, Vishal, Aashish

Expected Outcome
The expected outcome would help the group in gaining insights about the sales and distribution channel of two FMCG giants HUL and P&G. Our recommendations would benefit HUL and P&G to know better ways to improve the strategies for sales and distribution network in Delhi region.