ACKNOWLEDGEMENT

NIRBHAY KUMAR SINGH

PREFACE
OBJECTIVE OF THE RESEARCH

COMPANY PROFILE
Company’s Background

MISSION
 DISTRIBUTION STRATEGY OF HUL

PRODUCTS OF HUL

Lipton

Surf Excel

Breeze
Wheel

Pureit

Pears

ITC

ITC LimitedImperial Tobacco Company of India Limited

ITC's

ITC's ITC's

ITC IN FMCG
Cigarettes

Insignia, India Kings, Classic, Gold Flake, Silk Cut, Navy Cut,Scissors, Capstan

Berkeley, Bristol and Flake.

Foods

Lifestyle Retailing

Wills Classic John Players

Education & Stationary products

Agarbattis

Hotels

Packaging

e-Choupal

Leaf Tobacco

Information Technology

Initiatives taken - Let’s put India first

Social & farm Forestry

DISTRIBUTION CHANNELS

Distribution channel perform following functions :-

MARKETING STRATEGY
 DISTRIBUTION STRATEGY

RESEARCH METHODOLGY

researchresarcherresearcher

All progress is born of inquiry doubt is often better than over confidence for it lead

to inquiry and inquiry leads to invention and thus a significance of research can

well be understood.
Clifford woody

Sampling

TYPES OF RESEARCH
1. Descriptive research:

2. Analytical Research:

3. Applied research

4. Fundamental research:

5. Quantitative Research:

6. Qualitative Research:

7. Conceptual Research:

8. Empirical Research:

9. Diagnostic Research:

10. Exploratory Research:

RESEARCH PROCESS
 RESEARCH DESIGN

“EXPLORATIVE RESEARCH DESIGN”

Lucknow Region

RESEARCH TOOL
SAMPLE DESIGN

RANDOM SAMPLING

SAMPLING UNIT

Lucknow - Region.

SAMPLE SIZE

100

RESEARCH INSTRUMENT

COLLECTION OF PRIMARY DATA

Questionnaire method

COLLECTION OF SECONDARY DATA

SAMPLING TECHNIQUE

Cluster Sampling

RELATIVE MEDIA DISTRIBUTION

Hindustan Unilever HUL & ITC - Stock Comparison for safe investment:

HUL

HINDUSTAN Unilever

PERFORMANCE:

GROWTH DRIVERS:

FINANCIALS:

RISKS:

TO SUM IT UP:

ITC
PERFORMANCE:

GROWTH DRIVERS:
FINANCIALS:

RISKS:

TO SUM IT UP:

SUPPLY CHAIN MANAGEMENT OF ITC

PROBLEMS FACED by ITC CHAIN

PHYSICAL DISTRIBUTION

HUL DISTRIBUTION SYSTEM

Detail Overview

Distribution System of HUL

Schematic of HUL’s Distribution Network

Distribution at the Villages

(Rural Distribution Model of HUL)

sub stockist

Distribution at the Urban centres:

Channel Design

HUL’s Sales Break up through different channels:

Channel Structure

'diamond model'
 Modern Retail

Urban General
Trade
Rural Areas

Redistribution Stockists:

Sales Margin: 4.76%

Modes of transport used:

Incentive schemes:

Software systems and Information System:

Areas of Operations:

Selling Operations:
Wholesaler:

Retailers:

Total retailer base in Jamshedpur:

Sales Margin

DATA ANALYSIS

1Awareness level consumer about HUL and ITC.

 ITC
40%

HUL
60%

INTERPRETATION

How much % of urban and rural market does both brand covers?
 hul itc other

60 54
50
42
40 34 35
30
22 23
20
10
0
urban rural

Interpretation:

3. Which marketing tool does both brands using more effectively?

 60

50

40

e marketing
30
retail marketing
media marketing
20

10

0
HUL ITC

Interpretation:

4.when it was asked the retailers that how do you sell FMCG products. The

response is under-

No. of respondent Percentage

Personal persuasion 60 30%
Product available 120 60%
Other reason 20 10%

140
120
100
80
60 percentage
40 no. of
20 respondent
0
Personal product Other
persuation avaliable reason

Interpretation: .

4.When it was asked from the retailers regarding the best option to sell a product.

The response is followed as under:

 0.4
0.35 Prize Offer
0.3
0.25 Price off
0.2
0.15 Attractive
0.1 packaging
0.05 More advertising
0
1 2

Iterpretation:

6When it was asked from the retailers about the frequency of purchasing the

FMCG product from the suppliers.the response had come out as below:

Daily 22%
Weekly 65%
Monthly 11%
Any other 2%
 70%
60%
50%
40%
30% Series1
20%
10%
0%
daily weekly monthly any
other

Interpretation:-

7. When it was asked from retailers about the best alternatives which influence the

customers FMCG buying decision.

The response is tabulated as under:

Brand 76%
T.V. advertisement 58%
Packaging 16%
Prize 50%
 80%

60%
brand

40% T.V.advertisement
packaging
20% prize

0%
1

Interpretation:-

8. When it was asked from retailers about distribution channel adopted by FMCG

whole seller:

Responses as followed as under:

Shop to shop 60%

Direct selling 30%
Other reason 10%
 60%
50%
40%
30% Series1
20%
10%
0%
shop to direct other
shop selling reason

Interpretation

SWOT ANALSIS

SWOT ANALYSIS OF HUL

Strengths :

Weaknesses

Threats:
Opportunities

SWOT ANALYSIS ITC

Strengths

ITCITC

Weaknesses

Opportunities

Threats

FINDINGS AND SUGGESTION

Analysis of marketing activities

The Product Mix of ITC

ITC Pricing strategy

ITC Promotional activities

drop downpromotion

ITC Distribution

•
 •

CONCLUSION

QUESTIONNAIRE

From Customer’s
.

From Shop-owners & distributors

BIBLIOGRAPHY

References taken :

BOOKS
Magazines