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A Project undertaken at Hindustan Unilever Limited Plot No. B, Block No. A, South City-I, Delhi – Jaipur Highway, Gurgaon.
A PROJECT FOR PARTIAL FULFILMENT FOR AWARD OF DEEGRE OF MASTER OF BUSINESS MANAGEMENT
Analyzing the competitor factor and boosting up sales in gurgaon region
Submitted By: Nitin Sharma MBA 2009-2011 Roll No. –RS1903B30
TABLE OF CONTENTS
1. STUDENT CERTIFICATE 2. ACKNOWLEDGEMENT 3. PREFACE 4. EXECUTIVE SUMMARY 5. INTRODUCTION TO INDUSTRY 6. COMPANY PROFILE 7. COMPETITOR PRODUCTS 8. OBJECTIVE OF SUMMER TRAINING 9. RESEARCH METHODOLOGY 10.SWOT ANALYSIS 11.BUSINESS OPPORTUNITY
Analyzing the competitor factor and boosting up sales in gurgaon region
12.BIBLIOGRAPHY 13.APPENDIX ( QUESTIONNAIRE)
On the successful and satisfying completion of this project, I would like to share the immense joy in my heart with the others who have contributed to the making of this project by acknowledging them and I set forth to thank all the individuals directly or indirectly associated with it.
Analyzing the competitor factor and boosting up sales in gurgaon region
At the outset, I would like to thank MR. Vishwas, faculty, LSM,LPU who has been a great influence in shaping this project and during my efforts to define the scope and frame of the project. His continual appraisal of the progress of the project and also the insight into the subject he has given, were a constant source of strength during my work.
I whole heartly thank Mr. Aneet Mishra, Sales Executive, HUL-OOH and Mr. Shiv Mohan Bharadwaj, Territory Sales Officer, HUL-OOH who not only guided me in the making of the project but also gave me the in-depth knowledge about the sales branch of marketing.
I have benefited a lot from the constructive criticism and suggestions given to me by my colleagues with whom I discussed the project. I would also like to extend my gratitude to all the faculty and lab staff for indirectly helping me to complete this project.
Nitin Sharma LSM 2009-2011
Analyzing the competitor factor and boosting up sales in gurgaon region
Nitin Sharma.RS1903B30 Analyzing the competitor factor and boosting up sales in gurgaon region 5 .Shiv Mohan Bharadwaj Industry Guide. Roll Number RS1903B30. It is further certified that I have not submitted this report to any other organization for any other degree. “Analyzing The Competitor Factor And Boosting Up Sales In Gurgaon Region” submitted by Mr. under the supervision of Mr. Shiv Mohan Bharadwaj. HUL Mr. Vishwas. LSM Roll No. Nitin Sharma Student. Territory Sales Officer.This is to certify that the report titled. Mr. for the partial fulfillment of the requirements PGDM embodies the work done by him during the summer internship at Hindustan Unilever Ltd. LSM Territory Sales Officer. faculty LSM and Mr. HUL. Vishwas Faculty Mentor.
This project aimed at analyzing the Market potential of HUL vending products with respect to its competitors. “ The project called Summer Internship Programme was undertaken at HINDUSTAN UNILEVER LIMITED. It also involved face to face interaction between different customers and corporate individuals. Greater Noida.PREFACE This project is a part of the academic curriculum required for the fulfillment of the two years full time programme. The study was carried out interacting closely with the sales team as well as distributors and dealers of GURGAON REGION. Analyzing the competitor factor and boosting up sales in gurgaon region 6 . pursuing Post Graduate Programme in “Birla Institute of Management Technology. Taj Mahal Tea Bags and some other products) with respect to its competitors like Nestle and Georgia. the project provides a unique opportunity to have an exposure to real life business environment and to have an insight into the management intricacies. thus helping learning to be more purposeful and meaningful. The project has shown a significant light on the market share of different products under vending division (Lipton Tea. Academically. Bru coffee.
EXECUTIVE SUMMARY This project gives a comprehensive idea about the SALES AND DISTRIBUTION MANAGEMENT of one of the most important business sector in India. Once an order is placed. Cold calling 2. the distribution channel and alternatives. Installation of Lipton vending machine The task of installing a vending machine gets accomplice after several rounds of negotiations the respective company representative is made acquainted with the benefit his organization will get with Lipton. a comprehensive cost-benefit has to be presented to him to convert the prospect into key account of HUL. the Lipton crew along with the distributor installs the Lipton Vending Machine. For this. Meeting respective administration/human resource heads & Negotiations 3. promotion. It also tries to analyze Lipton’s pricing. Proper and regular technical support is provided for machine Analyzing the competitor factor and boosting up sales in gurgaon region 7 . the FAST MOVING CONSUMER DURABLES (FMCG) sector. The project was an endeavor to study the existing Vending Business and the Lipton’s presence in it. It aims at installation of vending machine in a company and has been executed in following three stages: 1.
management. The Lipton team also trains for a smooth operation of the Lipton Vending Machine, which will help to maximize cuppage. The installation process is divided into 5 stages:
1) Pre-delivery inspection at the establishment by the manufacturer’s technician. 2) Pre-installation Survey at the establishment by the installation crew. The crew shall check the location for Water Source, Electrical Wiring and Fittings, Earthing, Tank and machine placement- accordingly an estimation of cost shall be provided. 3) All electrical, plumbing and water requirement are addressed before actual installation. 4) After all the necessary checks are made, qualified technicians install the Lipton Vending Machine. 5) Training of the machine handling personnel to ensure smooth functioning and easy daily maintenance of the Lipton Vending Machine. Through the vending machines Hindustan Unilever Ltd. promotes the following three products:
The packet tea market continued to be extremely competitive with national, regional and local players vying for increased share and volumes Prices of garden tea remained stable during the year, but have begun to firm up towards the later part of the year. The strategy of investing in building Brooke Bond as a mega brand to consolidate and strengthen the Company's leadership in the packet tea market helped Brooke Bond maintain its leadership during the year. In 2009, Taj Mahal and Lipton were successfully re-launched. Aggressive Brand building support behind Lipton Natural Care has established Natural Care as a significant variant within the portfolio. The focus on brand building, and innovation has helped the Company to sustain its leadership position in the overall category and exit the year with a growth momentum. Lipton continued to grow strongly in the Out-of-Home, Vending Channel through acquisition of some major regional and national clients, and by strong activation at key consumer points. The business continued to record sustained
Analyzing the competitor factor and boosting up sales in gurgaon region
profitability through its focused brand portfolio and highly streamlined supply chain and cost management.
The Coffee business had another excellent year, led by strong growth in Instant Coffee. The strategy to strengthen the brand equity of Bru through clutter breaking and highly visible communication, coupled with world class activation led to significant share gain further consolidating its leadership position within the branded coffee market. Bru Cappuccino continues to help Bru recruit new consumers into its franchise and consolidate Bru's channel leadership particularly in Modern Trade. The Re. 1 and Rs. 3 low unit price packs continue to contribute significantly to the brand's growth and drive category expansion. The coffee category, particularly Instant Coffee, continued to be extremely competitive with national players securing growth in volumes and market share. Ground and Roasted coffee; predominantly confined to South India, faced competition from local and regional players. There is a perceptible trend of increasing number, of consumers migrating to instant coffee from roasted and ground coffee due to its inherent convenience.
Knorr Soups enjoy a large share in the nascent and small soup market and held that position during 2008. A new range of international quality soups were introduced during the Foods business delivered a robust performance during 2008. This was on the back of a good 2007, reflecting sustained momentum in the Kissan, Knorr and Annapurna brands Kissan was relaunched with a new strategic positioning, improved packaging and a superior formulation, which significantly enhanced the quality of the Analyzing the competitor factor and boosting up sales in gurgaon region 9
product. Simultaneously, the Company focused on improving delivered freshness of processed foods to consumers with an improved supply year. Simultaneously, a new campaign to encourage soup consumption at various moments in the day has been well received by consumers and customers. This will help the business to build volumes through higher consumption.
Analyzing the competitor factor and boosting up sales in gurgaon region
INTRODUCTION TO INDUSTRY
Fast Moving Consumer Goods (FMCG), also known as Consumer Packaged Goods (CPG), are products that have a quick turnover and relatively low cost. Consumers generally put less thought into the purchase of FMCG than they do for other products. Though the absolute profit made on FMCG products is relatively small, they generally sell in large numbers and so the cumulative profit on such products can be large.
FMCG Products and Categories • • Personal Care, Oral Care, Hair Care, Skin Care, Personal Wash (soaps); Cosmetics and toiletries, deodorants, perfumes, feminine hygiene, paper products;
Analyzing the competitor factor and boosting up sales in gurgaon region
Untapped rural market Rising income levels i. such as dish/utensil cleaners. digital cameras. Low exports levels 3. 2. chocolates. “Me-too” products. Analysis of FMCG Sector Strengths: 1. biscuits. Opportunities: 1. beverages such as tea. coffee. which illegally mimic the labels of the established brands. Laptops.e. Food and health beverages. Presence of established distribution networks in both urban and rural areas 3. metal polish and furniture polish.000 crores. coming under the category of White Goods in FMCG. snack food. These products narrow the scope of FMCG products in rural and semi-urban market. Lower scope of investing in technology and achieving economies of scale. increase in purchasing power of consumers Large domestic market Export potential Analyzing the competitor factor and boosting up sales in gurgaon region 12 . Presence of well-known brands in FMCG sector Weaknesses: 1. toilet cleaners. insecticides and mosquito repellents. CTVs. bakery products such as bread. such as audio equipments. bottled water etc. washing machines. etc. other electronic items such as Refrigerator. branded flour. 3. etc. 60. FMCG sector generates 5% of total factory employment in the country and is creating employment for three million people. etc. milk and dairy products. air fresheners. household cleaners. juices.. 4. especially in small sectors 2. • • Sector Outlook FMCG is the fourth largest sector in the Indian Economy with a total market size of Rs. branded sugarcane. floor cleaners. especially in small towns and rural India. Frequently replaced electronic products. Low operational costs 2.• Household care fabric wash including laundry soaps and synthetic detergents.
with rural India accounting for the remaining 34%. they would be able to generate higher growth in the near future. Growth Prospect With the presence of 16. household care. High consumer goods spending Threats: 1. the Indian rural FMCG market is something no one can overlook. Removal of import restrictions resulting in replacing of domestic brands 2. However. That will translate into an annual growth of 10% over a 5-year period. Slowdown in rural demand 3. i. FMCG sector is also likely to benefit from growing demand in the market. Also. increase in the urban population. female hygiene.1 billion is the fourth largest sector in the economy. the demand in urban areas would be the key growth driver over the long term. And if the companies are able to change the mindset of the consumers. and the chocolates and confectionery categories are estimated to be the fastest growing segments. FMCG Sector is expected to grow by over 60% by 2010. fabric Analyzing the competitor factor and boosting up sales in gurgaon region 13 . A well-established distribution network.5% of the world population in the villages of India.100 crores in 2010. male grooming. However. Increased focus on farm sector will boost rural incomes. It has been estimated that FMCG sector will rise from around Rs 56.5. along with increase in income levels and the availability of new categories.500 crores in 2005 to Rs 92. FMCG companies have immense possibilities for growth. Tax and regulatory structure Future Scenario The Indian FMCG sector with a market size of US$13. At present. intense competition between the organized and unorganized segments characterizes the sector. Better infrastructure facilities will improve their supply chain.e. rural India accounts for more than 40% consumption in major FMCG categories such as personal care. hence providing better growth prospects to the FMCG companies. urban India accounts for 66% of total FMCG consumption. if they are able to take the consumers to branded products and offer new generation products. Because of the low per capita consumption for almost all the products in the country. It is expected that the rural income will rise in 2007. boosting purchasing power in the countryside. would help the urban areas maintain their position in terms of consumption. Hair care.
Hindustan Unilever Ltd. Dabur India 6. With 12. Also.2% of the world population living in the villages of India. household care and feminine hygiene.Marico Industries Budget Implications on FMCG Sector The Budget gives more focus on the agricultural/farm sector that will boost the rural income thus providing better growth prospects to the FMCG companies. including skin care. 2. bakery. Cadbury Industries 8. with rising income and growing consumerism. Better infrastructure facilities will improve their supply chain. In urban areas. it is estimated that processed foods. FMCG sectors are likely to benefit. Within the foods segment. home and personal care category. if these companies can change consumer's mindset and offer new generation products. Nestle India 4. THE TOP 10 COMPANIES IN FMCG SECTOR 1. GCMMF ( AMUL) 5. will keep growing at relatively attractive rates. Asian Paints (India) 7. Procter and Gamble Hygine and Healthcare 10. the Indian rural FMCG market is something no one can overlook. and hot beverages. ITC (Indian Tobacco Company) 3.care. they would be able to generate higher growth in the future Analyzing the competitor factor and boosting up sales in gurgaon region 14 . Further. and dairy are long-term growth categories in both rural and urban areas. Britania Industries 9. Growth potential for all the FMCG companies is huge as the per capita consumption of almost all products in the country is amongst the lowest in the world.
Subsequently in 1998. The leading business magazine. In 1993. the non-executive chairman of the board. Lakme Limited sold its brands to HUL and divested its 50 per cent stake in the joint venture to the FMCG giant. These included Brooke Bond (1984). Its 41. Forbes Global. HUL is the market leader in Indian products such as tea. Analyzing the competitor factor and boosting up sales in gurgaon region 15 . formed in 1933 as Lever Brothers India Limited. as its products have become daily household name in India.Harish Manwani. Tata Oil Mills Company (TOMCO) merged with HUL. A number of prominent companies came into the HUL fold as result of Unilever’s international acquisitions. Five years later. Lakme Lever Limited. Lakme Limited. soaps. Asia money has rated HUL as one of India’s best managed companies.COMPANY PROFILE Hindustan Unilever Limited. Lipton (1972) and Pond’s (1986). Far Eastern Economic Review has rated HUL as India’s most respected company. formed a 50:50 joint venture.000 employees are headed by Mr. The Anglo-Dutch company Unilever owns a majority stake in Hindustan Unilever Limited. has rated Hindustan Lever as the best consumer household products company. is India's largest consumer products company. detergents. HUL and yet another Tata company. erstwhile Hindustan Lever Limited (also called HLL). headquartered in Mumbai.
BUSINESS OF THE COMPANY HUL’s business activities are divided into four broad areas: Home & Personal Care • • • • • • • • Personal Wash Fabric Wash Home Care Oral Care Skin Care Hair Care Deodorants & Talcs Color Cosmetics Foods • • • • • • Tea Coffee Branded Staples Culinary Products Ice Creams Modern Foods ranges New Ventures • Hindustan Lever Network • Ayush ayurvedic products & services • Sangam Exports • • • • • HPC Beverages Marine Products Rice Castor Analyzing the competitor factor and boosting up sales in gurgaon region 16 .
By 1903.000 redistribution stockiest. Unilever now holds 51. HUL offered 10% of its equity to the Indian public. directly covers the entire urban population. Hindustan Vanaspati Manufacturing Company. Surf Excel. Closeup. Pepsodent. comprising about 7. being the first among the foreign subsidiaries to do so. Fair & Lovely. other famous brands like Pears. The erstwhile Lipton's links with India were forged in 1898. followed by Lever Brothers India Limited (1933) and United Traders Limited (1935). Unilever set up its first Indian subsidiary. Brooke Bond. embossed with the words "Made in England by Lever Brothers". Knorr-Annapurna and Kwality Wall’s.000 suppliers and associates. Analyzing the competitor factor and boosting up sales in gurgaon region 17 . India Limited was formed. Brooke Bond joined the Unilever fold in 1984 through an international acquisition. Clinic. Brooke Bond & Co. Kissan. The erstwhile Brooke Bond's presence in India dates back to 1900. Lakme. Lux and Vim. Past Milestones In the summer of 1888. visitors to the Kolkata harbor noticed crates full of Sunlight soap bars. In 1931. Sunsilk. the company had launched Red Label tea in the country. The rest of the shareholding is distributed among about 380.000 individual shareholders and financial institutions. Rin. With it began an era of marketing branded Fast Moving Consumer Goods (FMCG). Lux. HUL s distribution network. Soon after followed Lifebuoy in 1895. The operations involve over 2. LOCATION HUL products are manufactured in 80 factories. These three companies merged to form HUL in November 1956. Vanaspati were launched in 1918 and the famous Dalda brand came to the market in 1937. They include Lifebuoy. In 1912.Brands HUL s brands are household names across the country.55% equity in the company. and Wheel. and Ponds. and about 250 million rural consumers.
without any constraints on production capacity. acquisitions and alliances on the Foods and Beverages front. acquisitions and mergers. effective from April 1. Brooke Analyzing the competitor factor and boosting up sales in gurgaon region 18 . HUL has also set up a subsidiary in Nepal. the erstwhile Tata Oil Mills Company (TOMCO) merged with HUL. formed a 50:50 joint venture. were merged with Brooke Bond. 1993. The 1990s also witnessed a string of crucial mergers. Nepal Lever Limited (NLL). clearly marked an inflexion in HUL's and the Group's growth curve. It joined the Unilever fold through an international acquisition of Chesebrough Pond's USA in 1986. The NLL factory manufactures HUL's products like Soaps. always in line with Indian opinions and aspirations. Lakme Limited.Unilever acquired Lipton in 1972 and in 1977 Lipton Tea (India) Limited was incorporated. deregulation permitted alliances. Subsequently in 1998. Lakme Lever Limited. to market Lakme's market-leading cosmetics and other appropriate products of both the companies. Removal of the regulatory framework allowed the company to explore every single product and opportunity segment. and its factory represents the largest manufacturing investment in the Himalayan kingdom. In 1995. In 1992. Then in July 1993. HUL has vigorously responded to the stimulus of economic growth. Detergents and Personal Products both for the domestic market and exports to India. two plantation companies of Unilever. Simultaneously. Tea Estates and Doom Dooma. started in 1991. In 1993. Lakme Limited sold its brands to HUL and divested its 50% stake in the joint venture to the company. HUL formed a 50:50 partnership joint venture with the US-based Kimberly Clark Corporation in 1994. the erstwhile Brooke Bond acquired Kothari General Foods. which markets Huggies Diapers and Kotex Sanitary Pads. HUL and yet another Tata company. Kimberly-Clark Lever Ltd.Since the very early years. Pond's (India) Limited had been present in India since 1947. The liberalization of the Indian economy. In one of the most visible and talked about events of India's corporate history. with significant interests in Instant Coffee. The growth process has been accompanied by judicious diversification. As a measure of backward integration. it acquired the Kissan business from the UB Group and the Dollops Ice-cream business from Cadbury India.
HUL acquired the Cooked Shrimp and Pasteurized Crabmeat business of the Amalgam Group of Companies. BBLIL merged with HUL. Lever Brothers appoints agents in Mumbai. Chennai. Lifebuoy soap launched. 1996. HUL's entry into Bread is a strategic extension of the company's wheat business. benefits from scale economies both in domestic and export markets and enable it to fund investments required for aggressively building new categories. The two companies had significant overlaps in Personal Products. the company entered into a strategic alliance with the Kwality Ice-cream Group families and in 1995 the Milk food 100% Ice-cream marketing and distribution rights too were acquired. with effect from January 1. In January 2000. and Karachi. the government decided to award 74 per cent equity in Modern Foods to HUL. The internal restructuring culminated in the merger of Pond's (India) Limited (PIL) with HUL in 1998. Kolkata.Bond India and Lipton India merged to form Brooke Bond Lipton India Limited (BBLIL). CHRONOLOGY YEA R 188 8 189 5 MILESTONES Sunlight soap introduced in India. besides a common distribution system since 1993 for Personal Products. Analyzing the competitor factor and boosting up sales in gurgaon region 19 . In 2003. The two also had a common management pool and a technology base. in a historic step. By the end of the year. Specialty Chemicals and Exports businesses. In 2002. HUL acquired the government's remaining stake in Modern Foods. Finally. enabling greater focus and ensuring synergy in the traditional Beverages business. thereby beginning the divestment of government equity in public sector undertakings (PSU) to private sector partners. a leader in value added Marine Products exports. The amalgamation was done to ensure for the Group. 1994 witnessed BBLIL launching the Wall's range of Frozen Desserts.
Gibbs dental preparations launched. concentration on building up Dalda Analyzing the competitor factor and boosting up sales in gurgaon region 20 . Hindustan Vanaspati Manufacturing Company registered on November 27. Lever Brothers gets full control of North West Soap Company. Brooke Bond Red Label tea launched. Prakash Tandon. North West Soap Company's Garden Reach Factory. one of the first Indian covenanted managers. Vanaspati introduced by Dutch margarine manufacturers like Van den Berghs. Garden Reach Factory purchased outright. Sewri factory site bought. Hartogs registers Dalda Trademark. Vim scouring powder introduced. Kolkata rented and expanded to produce Lever brands. Lux flakes introduced.190 2 190 3 190 5 191 3 191 4 191 8 192 2 192 4 192 5 192 6 193 0 193 1 193 2 193 3 193 4 193 5 193 7 193 Pears soap introduced in India. and Hartogs. Application made for setting up soap factory next to the Vanaspati factory at Sewri. Jurgens. Lever Brothers India Limited incorporated on October 17. Unilever is formed on January 1 through merger of Lever Brothers and Margarine Unie. Vanaspati manufacture starts at Sewri. Soap manufacture begins at Sewri factory in October. Rinso soap powder introduced. Vinolia soap launched in India. United Traders incorporated on May 11 to market Personal Products. Verschure Creameries. Mr. joins HVM.
Indian shareholding increases to 14%. Mr. with 10% Indian equity participation. Etah dairy set up. Indian shareholding increases to 15%. Chennai. Surf launched. Anik ghee launched. Three companies merge to form Hindustan Lever Limited. Head Office building at Back bay Reclamation. Research Unit starts functioning at Mumbai Factory. Agencies in Mumbai. Tiruchy. Unilever takes firm decision to "train Indians to take over junior and senior management positions instead of Europeans". Mr. Sunsilk shampoo launched. Shamnagar. Animal feeds plant at Ghaziabad. Nickel catalyst production begins. 65% of managers are Indians. and Ghaziabad Vanaspati factories bought. Lever's baby food. Unilever Special Committee approves research activity by Hindustan Lever. Formal Exports Department starts. Reorganization of the three companies with common management but separate marketing operations. company acquires own sales force. Signal toothpaste launched. more new foods introduced.9 194 1 194 2 194 3 194 4 194 7 195 1 195 5 195 6 195 7 195 8 195 9 196 1 196 2 196 3 196 4 196 5 196 6 Vanaspati as a brand. 191 of the 205 managers are Indians. Personal Products manufacture begins in India at Garden Reach Factory. Prakash Tandon takes over as the first Indian Chairman. Prakash Tandon becomes first Indian Director. opened. Kolkata and Karachi taken over. Pond's Cold Cream launched. Statutory price control on Analyzing the competitor factor and boosting up sales in gurgaon region 21 . Mumbai.
G. Mr. Construction work of Haldia chemicals complex begins. Khamgaon Soaps unit and Yavatmal Personal Products unit start production. Bru coffee launched Mr. statutory price control on Vanaspati and baby foods withdrawn. Ten-year modernization plan for soaps and detergent plants. Pilot plant for industrial chemicals at Taloja. V. Indian shareholding increases to 18. Liril marketed. Fine Chemicals Unit starts production. Rin bar launched. T. S. Animal Feeds businesses transferred to Lipton. Prakash Tandon. Jammu synthetic Detergents plant inaugurated. Dr. Analyzing the competitor factor and boosting up sales in gurgaon region 22 . Launch of Lipton Taaza tea. Rajadhyaksha presents plan for diversification into chemicals to Unilever Special Committee . Government allows 51% Unilever shareholding. informal price control on soap begins. informal price control on soaps withdrawn. 196 7 196 8 196 9 197 1 197 3 197 4 197 5 197 6 197 7 197 8 197 9 198 0 198 2 198 4 198 6 198 8 Hindustan Lever Research Centre. A. Rajadhyaksha takes over as Chairman from Mr. V. opens in Mumbai. Thomas takes over as Chairman from Mr. Jammu project work begins. Ganguly takes over as Chairman from Mr. G. G. Mr.Vanaspati. Sodium Tripolyphospate plant at Haldia commissioned. Fine Chemicals Unit commissioned at Andheri.plan approved. Thomas. T. Rajadhyaksha.57%. V. Fair & Lovely skin cream launched. Agri-products unit at Hyderabad starts functioning . Foods. Taloja chemicals unit begins functioning.first range of hybrid seeds comes out. Taj Mahal tea launched. Indian shareholding increases to 34%. Close-up toothpaste launched. Clinic shampoo launched. Unilever shareholding in the company comes down to 51%.
Tata Oil Mills Company (TOMCO). Dadiseth takes over as Chairman from Mr. merges with HUL with effect from January 1. S. HUL recognised by Government of India as Star Trading House in Exports. Kissan acquired from the UB Group. Surf Ultra detergent launched. with HLL. Lakme Ltd. HUL and US-based Kimberley-Clark Corporation form 50:50 joint venture . the biggest such in Indian industry till that time. HLL acquires Kwality and Milkfood 100% brand names and distribution assets. factories and Lakme Ltd. Group company. with effect from January 1. B. Merger ultimately accomplished in December 1994. Unilever sets up International Research Laboratory in Bangalore. Banga takes over as Chairman from Mr. Surf Excel launched. . Mr. K.to market Huggies diapers and Kotex feminine care products. Datta... Launch of Hindustan Lever Network. HUL acquires 74% stake in Modern Food Industries Ltd. Mr. Merger of Group company. HUL enters branded staples business with salt. HUL introduces branded aatta. form 50:50 joint venture Lakme Lever Ltd. K. who joins the Unilever Board. Dadiseth.199 0 199 1 199 2 199 3 Mr. 1998. HUL enters Ayurvedic health & beauty centre category with the Ayush range and Ayush Therapy Centers. 1993. Launch of Vim bar. HUL forms Nepal Lever Limited. Ganguly. HUL acquires Lakme brand. S. Datta takes over as Chairman from Dr. HLL introduces Wall's. M. B. M. HUL's largest competitor.. Pond's India Ltd. HUL and Indian cosmetics major. HLL recognized as Super Star Trading House. acquisition of the Amalgam Group Launch of "Pureit" water purifiers 199 4 199 5 199 6 199 7 199 8 200 0 200 2 200 3 200 5 Analyzing the competitor factor and boosting up sales in gurgaon region 23 . the first public sector company to be disinvested by the Government of India. new Regional Innovation Centers also come up..Kimberley-Clark Lever Ltd. S. A. S. merges with the company with effect from April 1. M. Brooke Bond Lipton India Limited. Factory set up at Pune in 1995.'s 50% equity in Lakme Lever Ltd.
K Prahalad Mr D. with empowered managers across the company's nationwide operations. Harish Manwani Mr D. For this. Sundaram Mr Nitin Paranjpe Mr Hemant Bakshi Mr C.Management Structure Hindustan Unilever Limited is India's largest Fast Moving Consumer Goods (FMCG) Company. Board Divisions Central functions Businesses Board of Directors/ Key Personnel Mr.supported by certain central functions and resources to leverage economies of scale wherever relevant.S Parekh Mr Gopal Vittal Mr Sridhar Ramamurthy Chairman Vice chairman CEO & MD Executive Director sales & customer development Independent Director Independent Director Executive Director Executive Director & CFO Analyzing the competitor factor and boosting up sales in gurgaon region 24 . HUL and Group companies have about 16. It is present in Home & Personal Care and Foods & Beverages categories.Home & Personal Care & Foods . including 1200 managers. The fundamental principle determining the organization structure is to infuse speed and flexibility in decision-making and implementation. HUL is organized into two selfsufficient divisions .000 employees.
: (Values in crores .Sales and income break-up from different business activities of Hindustan Unilever Ltd.com)) PBIT Break-up: (Values in crores) (Source: www.hul.(Source: www.com) Analyzing the competitor factor and boosting up sales in gurgaon region 25 .hul.
& employers . Logo of Hindustan Unilever has also been changed with company name. partners. It comprises 25 different icons representing organization.dna is the smallest A symbol of nutrition . This logo coincides with the announcement of new corporate identity. the genetic blueprint of life & a symbol of bioscience. DNA : Double helix. its brands & idea of vitality. It is the key to a healthy life. 26 SPOON : Analyzing the competitor factor and boosting up sales in gurgaon region . tasting & cooking. While the sun is the biggest source of life. New identity provides optimum balance between maintaining the heritage of the company & synergies of global alignment with the corporate name of Unilever. consumers. Most importantly it retains “Hindustan” as the first word in its name to reflect the company’s continued commitment to local economy. All life begin with this Ultimate symbol of vitality. SUN : Our primary natural resource. New logo symbolizes the company mission of “Adding Vitality to life” & play a very strongly in our vision of “Earning the love & respect of India by making a real difference to every Indian”. Name HUL was approved by shareholder at the year annual meeting on May 18 & new identity was officially announced on 25 June following government approval.HINDUSTAN UNILEVER LOGO Logo of Hindustan Unilever is contaning the legacy of their parent company Unilever.
hard work & bio diversity’s bee symbolizes both environmental challenges and opportunities. placed near the hand it suggest softness. Placed next to the flower it evokes cleanliness & fragrance . fragrance . it represents moisture or cream. bananas & dates and symbolizes paradise. looking good & taste. hot SPICE & FLAVOUR : Represent chillie or fresh ingredient. HAND & FLOWER : Hand symbolizes sensitivity care & need .it represent skin & touch. SPARKLE : Clean healthy & sparkling with energy. pleasure & enjoyment. Analyzing the competitor factor and boosting up sales in gurgaon region 27 . It produces palm oil as well as many fruits – coconuts. & flowers . ICECREAM : A treat. it can drink or soup also represent a ready meal .when seen with hand .BOWL :A bowl of delicious smelling food. It suggest blending in flavor & adding taste BEE : Representing creation . pollination. FISH : Representing food. HAIR : A symbol of beauty & good looking. LIPS : represent beauty. sea or fresh water. SAUCE OR SPREADS : Represents mixing or string. PALM TREE : A nurtured resources.
care & health. It suggest a relief from daily chores. A transformational symbol. CLOTHES : Represents fresh laundry & looking goods. FROZEN : The plant is a symbol of freshness. the snowflakes represent freezing.bubbles & fizz. TEA : A plant or extract of a plant . RECYCLE : A part of our commitment to sustainability.BIRDS : A symbol of freedom. HEARTS : A symbol of love . PARTICLES : A references to science . Also a symbol of growing & farming.such as tea. LIQUID : A reference to clean water & purity. Analyzing the competitor factor and boosting up sales in gurgaon region 28 . & getting more out of life. WAVE : Symbolizes packaging – a pot of cream associated with personal care.
Commercial complexes.OUT – OF – HOME BUSINESS Have you caught the tail of a new trend in town? Have you as yet spotted the best of brands running into the terrain of out-of-home consumption? Running for cover from the meltdown in the in-home segment of consumption! Out-of-home branding is the new buzzword sweeping Indian shores. Good rains spell good crops and good crops in turn spell a good amount of disposable income! The metro is a happening place. offices. gobbles up half his day. The average Indian is spending a lot more time out of home than before. People of all age groups relish them. Life expectation is longer than before. Its popularity can be judged from the fact that in places like Pragati Maidan one can find ready to serve tea. It is beyond the class boundaries. We have five big ones and a whole host of 29 one million plus population towns that are buzzing with activity. coffee almost Analyzing the competitor factor and boosting up sales in gurgaon region 29 . Airports. two hours on travel and two hours of outdoor entertainment and eating out. big markets and even local colony markets. One can spot the coffee tea vending machines almost everywhere. With globalization and expansion of retail business. Tea and coffee have always been very popular beverages among people. The Indian population is a young population. Except for a year of aberration. The woman works as well. Brands that stubbornly remain indoors through their positioning and segmentation strategies are in for a jolt! Consider the facts. The man works. Eight hours at work. And that's a lot of time spent out of home! The brand in his life has to appeal to his senses more out-of-home than when in home.be it Hospitals. Income standards are up. Large parts of the rural economy are a non tax-paying economy. markets etc the ready to serve food items and beverages have gained lot of demand. the Indian monsoon has largely behaved! Good monsoons mean a good crop.
and is consumer age groups. Geographically. Nowadays people are conscious about hygiene. Imagine if an organization has a wide range of refreshments to grab. In 2007. if they could enjoy getting a whole load of refreshments as and when they wished for it. customers and clients happy. tea is widely consumed in the North. everyone is happy at the push of a button. East and West of India. Lipton Yellow Label has painted many a town and cities yellow! Many a restaurant. In proportion of total hot drinks than in the rest of the seen its popularity rise. and many a signage potential is today all yellow Lipton seems to run out of home and focus on consumption that is outdoor while Sister Brooke Bond seems to focus on what is happening inside the home! “Happy people are productive people”. They sell like hot cakes especially in markets and shopping places. Black the south. Many people go in for these ready to serve tea/coffee and of course their good taste is a major drawing factor. Lever foods service gives them this freedom in form of vending machines. It has become a style statement to be drinking these instead of the handmade tea/coffee. Big or small. So.everywhere. Analyzing the competitor factor and boosting up sales in gurgaon region 30 . This is the basic rule of any company. popular with a wide variety of social classes and standard tea constitutes nearly 80% of value sales. they are the complete vending solutions for an organization. coffee is bigger as a country though green tea has It accounts for 90% of the total beverage consumption in the country. every employer tries at keeping his employees. Available in hot and cold formats.4% and 26% shares respectively. many a bus stop. compared to coffee and other hot drinks with 4. tea co9nstituted 70% of retail volume sales. at fingertips.
6% of that of world’s coffee.Retail sales volume in year 2009 (Source: www.financialexpress.(source:www.com) World Tea Production in year 2009 – (source : www. World Coffee Production in year 2009 .answers.com) Analyzing the competitor factor and boosting up sales in gurgaon region 31 .com) India accounts for 26% of the total production of world’s tea and 4.answers.
Analyzing the competitor factor and boosting up sales in gurgaon region 32 . led by its two mega brands. The brand war HUL Tata Tea Premium leaf tea market Taj Mahal. Dust tea is very popular in the south. Among the northern states. Tear. holding over 30% of the market share. CTC production is a shortened. Curl. machine automated production process. good quality loose tea is preferred in Gujarat.. because of its lower prices. consumers provide a large market to packet as well as unbranded tea. The eastern states of West Bengal and Orissa consume CTC broken. Loose tea comprises a 45-per cent market and is a formidable challenge to the Indian packaged tea segment. Super Chakra Gold Tata Tea Premium Tata Tea Premium.Unilever (Brooke Bond and Lipton) is the clear leader. Hindustan Unilever Limited’s (HUL) packet tea business has strengthened its position in the market in 2004. CTC fanning is liked in Rajasthan and CTC broken in others states of the North. The Central India is predominantly a dust market CTC = Cut. whereas in Maharashtra. Importance is put on a uniform leaf and a quickly colored infusion. Kanan Devan and Gemini A-1 and Tiger A-1 and Ruby Agni Sholay Agni and Leo Packet Tea Segment in India Consumers in different parts of the country have heterogeneous taste. Yellow Label and (Rs 220-240/ kg) Green Label Tetley Temptations Premium dust category Three Roses and Top (Rs 180-200 per kg) Star Medium leaf sector (Rs 140-180 per kg Medium dust category (Rs 130-180 per kg) Popular or economy category (Rs 120-140 per kg) Economy dust teas (Rs 120-130 per kg) Red Label and Taaza Taaza. while Tata Tea (Tata) trails it with almost 20%. Brooke Bond and Lipton. In the western states. The remainder of the market is far more fragmented and shared between numerous small players.
Red Label and Taaza. penetration building activities and investment in strategic channels. has been strengthened with the filter coffee brand. which has posted strong growth in the last two years.Simultaneously HUL continues to post strong growth in coffee. targeted at young consumers. has been appropriately expanded in the Out-of-Home segment. Bru Instant Coffee has been re-launched. HUL has already identified Out-of-Home as a growth driver. relaunched as Bru Roast & Ground. Coupled with high-impact market activation. Superior activation. Taj Mahal. This has helped strengthen marketplace position. In the Instant Coffee segment. Deluxe Green Label.(source: ICO) Analyzing the competitor factor and boosting up sales in gurgaon region 33 . as a franchise. Appropriately priced packs have been introduced to make the Brooke Bond offerings more accessible. The consumer test proven mix will now be taken national. Lipton Ice Tea has been successfully test-marketed in Bangalore and Chennai. HUL has further consolidated on the successful relaunched of Brooke Bond in the second half of 2003. with their distinct positioning. have expanded their presence to cover new geographies. Consumption in leading producing countries. Bru. The Lipton brand. will be used for the entire HUL Beverages and Foods categories. leveraging the alliance between HUL and Pepsi. like Out-of-Home. The three Brooke Bond sub-brands. HUL continues to post strong growth. The channel. is contributing to the growth. with a new identity. communication and modern pack formats. these packs have increased Brooke Bond’s market share and sustained its strong growth.
Among the type of coffee consumed it was almost equally divided between instant (soluble) and filter (Roast and ground) coffees though the proportion of instant coffee is very high in non-south.org) Analyzing the competitor factor and boosting up sales in gurgaon region 34 . by and large is an urban phenomenon with an urban and rural divide of 71% and 29% respectively. Per capita Consumption of Coffee in India (source:www.indiacoffee.org) Attitude of Indian Coffee Consumers (www.Coffee consumption in India.indiacoffee.
coffee comes in third. Consumption was the highest in the South at 31 % while it ranges between just 35% in the weak coffee zones of North. Among other beverages. • Yesterday's consumption is the highest among the 15-24 and 35-44 age group. buttermilk. consuming 1-2 cups everyday. HISTORY OF VENDING MACHINES Analyzing the competitor factor and boosting up sales in gurgaon region 35 .77 cups for tea.both drinkers and non drinkers) is 0. a majority (43% of all adults) is light drinkers. • Penetration of filter coffee is highest in South India • In the Rural areas (South India) instant coffee has a higher level of penetration than filter coffee. after tea and plain milk. • Consumption of coffee is relatively lower with 19% consuming it when compared to 85% for tea. • Per capita consumption of coffee (among all respondents . • The proportion of non-drinkers is the highest in the oldest age group of 55+ years. coffee consumption among drinkers at 1.33 cups against 1. • Coffee is consumed as a first cup only by 23% of coffee drinkers even in the traditional market of the South. natural beverages and Carbonated Soft Drink are more popular with more than 10% of respondents consuming these beverages yesterday.76 cups compares favorably with that of tea at 2. East and South. About a fifth of rural consumers consume coffee occasionally..1 cups.• Penetration (Beverage consumed in the past 12 months) of coffee at 59% is low compared to that of tea. Amongst coffee consumers in the rural areas. • When compared to consumption of other beverages yesterday. However.
however. cooled with ice. Dollar bill changers are added to vending banks.S Public Health Service approves Model Vending Sanitation Code. U. Bottled soft drink machines. espresso and cappuccino introduced in machines. Horn and Hardart Baking Company opens automatic restaurant in Philadelphia. appear on market.D 1700s 1886 1888 1902 1905 1920s 1930s 1936 1946 1950 1957 Details Device to dispense holy water used in temples of Egypt. Coin operated boxes appear in English taverns. but it has been in existence for thousands of years. The Chinese produce a coin operated pencil vendor. Credit card/debit card services for vending machines introduced. U. Vending Timeline 215 B. Flavored coffee. U. India. and NAMA establishes industry’s first evaluation programmed certify vending equipment. Vending may be considered as a new concept in India. described by Mathematician Hero. who lived in Alexandria. First commercial cigarette vending machine enters the market.S post office begins to use stamp vendors.S grants several patents for coin operated dispensers. Thomas Adams company installs Tutti Frutti gum machines on New York elevated train platforms.S. National Automatic Merchandising Association is founded. Invention of first coffee vendors leads to use of vending machines for coffee breaks.Automated retailing through vending machines is a concept that has been exploited by entrepreneurs around the world for over four decades. Electronic components applied to vending machines.C. is relatively virgin market though with huge potential. 1076 A. 100th anniversary of vending machines in U. First refrigerated sandwich vendors expand lunch venue. 36 1960 1980 1985 1986 1991 Analyzing the competitor factor and boosting up sales in gurgaon region .
• Solutions for all offices ranging from 10 to 10000 people and at remote locations. including some of the biggest bpo’s. Analyzing the competitor factor and boosting up sales in gurgaon region 37 . • Support for 24/7 operations. New dollar coin introduced by U.1993 1999 First remote wireless transmission of data from machines to warehouse. companies and banks. • Customized solutions for a wide array of needs from mall to offices to factories and hotels.S mint A GLIMPSE OVER THE ACHIEVEMENT OF HUL VENDING DIVISION • More than 25000 installations across 100 towns serving over a billion cups of beverages per annum and growing.
Cappuccino Special Coffee. Tea Bag Tea. Dependable – The New 4 Lane U Cup Machine Analyzing the competitor factor and boosting up sales in gurgaon region 38 . COLD RANGE: Bru Cold Coffee (Frappucino). Following are the variants of Vending machines: Mr. Choco Almond. Bru Diet Coffee. Lipton Ice Tea (Lemon. COFFEE: Bru Plain Coffee.PRODUCT AND MACHINE RANGE LIPTON – THE TEA AND COFFEE RANGE An international brand with a winning formulation.Knorr Tomato Soup THE LIPTON VENDING MACHINE Lipton Vending Machines have been specially designed and are being introduced keeping our market realities and interests in mind. Lipton Tea and Coffee comes in a range of mouth-watering flavoring:- TEA: Plain Tea. with the assurance of total hygiene and top class quality. SOUP RANGE: . Cardamom Tea. Hot Lemon. Peach).
tea. Analyzing the competitor factor and boosting up sales in gurgaon region 39 . Auto cleaning Water source – Online/Bubble top Smart card Machine 1. Staggered dispensing option for tea bag. Post or pre paid option through smart card 3. Option of 4 ingredients in nature of coffee. soup etc. Option for consumption data down loading to PC for MIS processing. soup etc. Option of 4 ingredients in nature of coffee. 2. 5.1. tea. 2. 3. Temperature interlocking. 4.
2. Water source – Online/ Bubble top High Speed Hot Machine Analyzing the competitor factor and boosting up sales in gurgaon region 40 .4. Auto Cleaning 6. 5. Water source – Built in tank/ bubble top Thirst Quencher – Ice Tea Machine 1. Temperature Interlocking 7. Auto cleaning 4. Dispensing Rate: 3 cups/min (200ml each) Approx 20 cups non stop 3. Option of 2 ingredients in nature of ice tea and cold coffee. Staggered dispensing option for tea bag.
Water source – on-line/ Bubble top. 5. 3.1. Providing 10 drink options including 6 options of fresh bean coffee. Option of simultaneously dispensing 3 drinks. Dispensing rate: 15 cups/min of 100 ml each Approx 250 cups non-stop 6. Staggered dispensing option for dairy whitener. Option of 5 ingredients in nature of coffee. soup etc. Auto cleaning. Option of 4 ingredients in nature of coffee bean. 7. 2. 4. 3. dairy whitener. Temperature interlocking 5. Temperature inter-locking A Café bar at Work – Fresh bean Coffee Machine 1. Dispensing rate : 2 cups/min of 100ml each 4. Option of cappuccino. 2. soup etc. dairy whitener. Analyzing the competitor factor and boosting up sales in gurgaon region 41 .
is another attribute that makes the Lipton Vending Machine stand out as the most convenient vending machine. Three basic steps shall be undertaken to ensure long life and smooth functioning of your Lipton Vending Machine. the Lipton Vending Machine is fitted with any of four different types of filters :SINGLE. there shall be an authorized service center with a vast network to cater to the needs of the customer. This makes sure that the best and safest quality of water goes into the vended Lipton cup. taste of the beverage and also increases equipment life. The filter thus enhances the quality of water. It is also hygienic and insect proof.A Lipton Vending Machine is the most advanced of its kind. Analyzing the competitor factor and boosting up sales in gurgaon region 42 . which also contributes to its durability. to your personnel. SERVICE SUPPORT For the Lipton vending machine. WATER MANAGEMENT The HUL Company has been known for remarkable consistency in quality for over a hundred years. Flexibility in cup offerings – full and half. inbuilt Digital Counter. The technologically superior equipment has been put through intense stress tests so that it can withstand the demanding local market. To ensure that quality beverage is served consistently. TRIPLE AND RESIN filter. cup after cup. 1) Regular Daily Maintenance: .Proper training shall be imparted on the daily usage. DOUBLE. Features like Microprocessor controlled water temperature. cleaning and maintenance of the Lipton Vending Machine. Hardware Lock and Auto-Flush system helps to maintain a low failure rate. at the time of installation.
S R. Also. is provided for any queries and assistance on the Lipton Vending Machine.S CONSUMER CONSUMER CONSUMER CONSUMER Analyzing the competitor factor and boosting up sales in gurgaon region 43 .S R. DISTRIBUTION CHANNEL FACTORY DEPOT DEPOT R. 3) Breakdown and Repairs: . An exclusive customer care phone no.2) Monthly Preventive Maintenance: . maintenance and smooth functioning of Lipton Vending Machine. the Lipton crew shall address the problem promptly and effectively.The Lipton crew shall make regular monthly visits for check-ups.In case of breakdown. a regular dispatch plan for the premixes shall be regularly communicated to you.S R. for you to maintain an appropriate stock inventory.
) consumer can avail the product.You don’t know how much people are buying pears. Tata. COMPETITOR PRODUCTS The three chief competitors of Hindustan Unilever Ltd in tea and coffee vending business are Nescafe. lux & fair & lovely but in OOH company directly touches the customer & they know how much consumption is there. In the distribution channel of vending machine retailer doesn’t play part after the Redistribution Stockiest (R.S. Georgia and Café Coffee Day which have their presence in the market with following products: 1) Café Coffee Day Analyzing the competitor factor and boosting up sales in gurgaon region 44 .
dip tea packs. a majority of its cafes are also located in Bangalore. (3) TATA TEA Another competitor of HUL is Tata with its brand Tetley. It is one of India’s leading coffee exporters. and to some extent creating. milk and sugar are sourced within India. a part of the Sterling group. The coffee bean. The coffee bean is sourced from Chikmagalur. with clients across the USA. the 2nd largest in Asia. Karnataka.000 small growers. (2) FRESH & HONEST Till recently a company selling beverages.Café Coffee Day is a chain of coffee shops in India. The coffee bean is sourced from Chikmagalur. (ABCTCL). dip tea packs. The company earlier known as Consolidated Coffee was renamed as Tata Coffee with the merger of Coffee Land and Asian Coffee. has now added noodles and corn flakes to its product basket by signing up deals with Indo Nissan Foods Limited (makers of Top Ramen noodles) and Kellogg's. A division of Amalgamated Bean Coffee Trading Company Ltd. Tata Coffee Limited. Middle East Europe and Japan. Karnataka. the cafe culture wave that swept across metropolitan Coffee Day sources coffee from 10000 acres of coffee estates. and today has the largest cafe retail chain in India . that is owned by a sister concern and from 11.with 436 cafes in 69 cities. Fresh and Honest. The coffee bean. Fresh and Honest imports soup powder and Swiss chocolate powder from two Swiss companies Haco and Domaco respectively. milk and sugar are sourced within India. it is commonly known as Coffee Day. Headquartered in Bangalore. Analyzing the competitor factor and boosting up sales in gurgaon region 45 . Fresh and Honest imports soup powder and Swiss chocolate powder from two Swiss companies Haco and Domaco respectively. It opened its first cafe in 1996 on Brigade Road in Bangalore. one of the world’s largest integrated coffee company. The cafe chain has had much success riding.
a pharmacist. employees. a tea blender and tea bag producer of international repute. All about Nestlé Nestlé was founded in 1866 by Henri Nestlé. and packet tea. auto cleaning. Analyzing the competitor factor and boosting up sales in gurgaon region 46 . which produces 40 million kg of tea per annum at its gardens. The Tata-Tetley combine offers a wide range of international quality products. cultural and religious practices: Nestlé's business objective is to manufacture and market the Company's products in such a way as to create value that can be sustained over the long term for shareholders. string and tag tea bags. DOUBLE OPTION-HOT—detachable drip tray. and business partners. temperature interlocking.Tetley has been a member of the Tata Group since March 2000 and today contributes around two-thirds of the total turnover of Tata Tea. consumers. who developed a food for babies who were unable to breastfeed. Nestlé does not favor short-term profit at the expense of successful long-term business development. The Nestlé Company has aimed to build a business based on sound human values and principles. The company is a joint venture between Tata Tea. such as round tea bags. hot water facility. taking into account local legislation. hot water facility. auto flushing. temperature interlocking. VENDING MACHINE & THEIR FEATURES SINGLE OPTION—simple-sleek. auto flushing. digital counter. digital counter. detachable drip tray. TRIPLE OPTION-HOT—built in stabilizer. MULTIPLE OPTION-HOT— Provision for mineral water bubble top. Nestlé is committed to the following Business Principles in all countries. digital counter. and the UK-based Tetley Group. FOUR OPTION-HOT— auto cleaning. And listed below are some points about Nestle. (4) NESTLE The main competitor of HUL vending products in the market is Nestle. temperature interlocking.
Nestlé believes that.00 Analyzing the competitor factor and boosting up sales in gurgaon region . legislation is the most effective safeguard of responsible conduct. as a general rule. Lemon Tea. Nestlé continues to maintain its commitment to follow and respect all applicable local laws in each of its markets. Mochacino.Nestlé recognizes that its consumers have a sincere and legitimate interest in the behavior. additional guidance to staff in the form of voluntary business principles is beneficial in order to ensure that the highest standards are met throughout the organization. Everyday Sugar Free COFFEE Nescafé Premix. Instant Tea Premix ( Cardamom Flavor). Nestlé is conscious of the fact that the success of a corporation is a reflection of the professionalism. 100 cups) Per Kg (Appx. Nescafe Low Sugar.95 Cups) Per Kg (Appx. TEA Nestea Tea Bags. MAGGI TOMATO SOUP COMPETITOR’S PRICES GEORGIA Product Name Georgia Milk Rate 110.00 Ginger Tea/ Masala Tea Georgia Coffee 200. Dairy Whitener.00 Specification Per Kg( Appx. although in certain areas. Instant Tea Premix (Plain Tea). Cappuccino. conduct and the responsible attitude of its management and employees. 95 Cups) 47 Georgia Cardamom Tea/ 220. beliefs and actions of the Company behind brands in which they place their trust and that without its consumers the Company would not exist. Therefore recruitment of the right people and ongoing training and development are crucial.
00 0.50 [Economy 42.Georgia Hot Lemon Tea Georgia Without Sugar Milk Sun fill Soup 190.00 200.00 535. 80 cups) Per Kg (Approx.00 375.00 330. 167 Cups) NESTLE Product Name Nescafe Coffee Premix Nescafe Low Sugar Premix Nescafe Classic coffee Everyday Whitener Premix Everyday Poly Dairy Whitener Rate 185.45 0.83 0.50 43. Per kg (Approx.00 Peach Tea Soup 98.00 Per Kg ( Appx. 80 cups) Per kg (Approx.00 Specification Per kg (Approx.00 220. 80 cups) Per 500 Gms.70 101.00 112. 15 cups) Per kg (Approx. 100 cups) Per kg Per Kg Per 500 gm (Approx. 170 cups) Per Bag Per Case( 24pkt) Per Beaker Per Beaker Per Kg Per kg Badam Milk Premix Nestea Premix Nestea Premix Maggie Tomato Tea Bags Creamer 3Gm Paper Beaker 150 Ml Plastic Beaker 150 Ml Sugar Powder Sugar Pack] Cube Lemon / Cardamom Hot Cup Analyzing the competitor factor and boosting up sales in gurgaon region 48 . 125 Cups) Per Kg (Appx 200 cups) Per Kg ( Appx.00 190.00 310.00 180.
Customer grievances and distributor handling. Handling marketing and sales operations for achieving increased growth & profitability. Interacting with clients for understanding their need and the information required by them. Finding the major factors that led the customers to decide on which tea/coffee they choose. Understanding the pulse of the market & accordingly plan the course of action. I subdivide these objectives as: (i) (ii) (iii) (iv) Understanding the nerve of competition in the market with major players namely Café Coffee Day.OBJECTIVE OF TRAINING An attempt has been made to fulfill the following objectives: (i) (ii) (iii) (iv) Finding new opportunities for the vending services of the company by making organizations acquainted with concept. Georgia etc. Generating leads and converts them into sales for product. Nestle. RESEARCH METHODOLOGY Analyzing the competitor factor and boosting up sales in gurgaon region 49 .
HEAD. PRIMARY SOURCES Primary data are gathered for a specific purpose or for a specific research project. 3. SECONDARY SOURCES In this purpose secondary Data is useful to collecting the various information about companies like telephone no.Institutional & Factories. Lipton and with the help of which market share of each company is calculated. In this project. ADMIN. SAMPLING AREA – Gurgaon SAMPLE SIZE 50 companies and 100 customers DATA COLLECTION – Through Questionnaire Further I have divided the whole gurgaon in three par 1. the data I have collected is regarding the use of vending machines by having interactions with the HR person. so I have consulted telephone directory & Informative websites. INFINITY TOWERS SECTOR 56 SECTOR 32 1. 2. Analyzing the competitor factor and boosting up sales in gurgaon region 50 .RESEARCH DESIGN A Sample Design is definite plan for obtaining a sample from given population. and the purchase manager that which machine they are using whether it is nestle. Georgia. addresses etc. 2. it refer to technique or procedure the research would adopt in selecting item for the sample. SAMPLE PLAN FOR SURVEY SAMPLE UNIT .
door step and in the market and other public places. I enumerate the data and they were converted into frequency distribution.NOTES: Primary data was collected through the survey done by the questionnaires. More than 150 companies were surveyed in the Gurgaon City on a random choice basis. Analyzing the competitor factor and boosting up sales in gurgaon region 51 . These were used to draw the conclusions of the survey. DATA INTERPRETATION: through these frequency distributions graphs & charts were made for further analysis. Questionnaires are the most reliable method of primary data collection. Customer interaction was done at canopy.
Key institutions are Daksh. The main business is of Tea bags. cooperates. In this part company works only work on visibility. Company has ties up with Delhi Metro Corporation. Only 1-2% of business is coming from this part. Taxi stand. The 70-80% of business is coming from institutions. FUN CINEMA. In factories blue collar people work they can’t handle machine properly. Railway station. hospital. govt. BSNL. fast food chain etc.ANALYSIS AND FINDING There are 7 channel of distribution of vending machine. TCS etc 2) FACTORY: The 5-10% of business is coming from factories. Bus stand. L&T. 6) TRAVEL: In travel part we deal in Airport. in E&L company focus on branding like is ties up with several accounts like PVR. Company spends 25 lakh in PVR for branding. offices etc. There is no other part where you find footfall of the consumer & you don’t find the product of Lipton. 7) HOTELS: In Hotels Company focuses on mass consumption. Company mainly focus on hygiene factor if they find appropriate if install it there otherwise not. 4) EATING & DRNKING: In E&L company is getting only 1-2-% business. CHANKYA. 3) ENTERTAINMENT & LEISURE: Third channel of distribution is entertainment which includes malls. Company supply premixes in bulk. In institution where white collar people work you can expect decency in using machine from them. Satyam. Analyzing the competitor factor and boosting up sales in gurgaon region 52 . etc. 1) INSTITUTION : The main business of company is coming from institution which includes call centers. cinema halls. 5) HEALTH CHANNEL: In health Channel Company mainly focus in nursing home. multiplexes. offices.
In the price of tea bag all are approximately equal. Hot lemon tea is only available from Lipton & Georgia.This is price comparison chart between the Lipton.Cost per cup of tea with tea bag B – Per cup cost of coffee premix C – Per cup cost of cardamom tea D – Per cup cost of soup E – Per cup cost of hot lemon tea AN ANALYSIS OF THE USE OF TEA/COFFEE MACHINES IN GURGAON Lipton From which company do you buy the beverage vending machine services? 1 6 6 % Nestle Fresh n Honest Georgia Costa Coffee Coffee Day Express 1 1 3 7 2 9 29% 8% 18% 5% 24% 53 Analyzing the competitor factor and boosting up sales in gurgaon region . Nescafe & Georgia. PRICE COMPARATIVE CHART A . Cost of coffee premix of nestle is slightly more than Lipton & Georgia.
What is an approximate number of employees of your organization? Less than 100 100-200 200-300 300-400 400-500 500-700 700-1000 1000-1500 1500-2000 2000-3000 above 3000 9 6 5 3 1 6 4 0 0 3 1 24% 16% 13% 8% 3% 16% 11% 0% 0% 8% 3% Have you ever faced any problems with your service provider? Delivery of the raw material was not on time No regular maintenance check ups were done Faulty machine infrastructure Late response to complaints No Complaints Any other(please mention) 1 4 0 2 30 1 3% 11% 0% 5% 79% 3% 54 Analyzing the competitor factor and boosting up sales in gurgaon region .
They jostle for space with players such as Tata Tea and Tata Analyzing the competitor factor and boosting up sales in gurgaon region 55 .Bad 2 3 4 5 .Is there any company executive who pays regular visits for a monthly check up of machines? Yes 29 76% No 9 24% How do you rate the product satisfaction? 1 . followed by Nestle at 20 per cent. HUL and Nestle have got into this segment in a big way. But in out-of-home business of hot beverages.Good Bad Good 0 2 18 16 2 0% 5% 47% 42% 5% What kind of relations do you share with your vendor? 1 .Bad 2 3 4 5 .Good Bad Good 0 2 20 13 3 0% 5% 53% 34% 8% There is cut-throat competition among the leading players in the packaged tea market and HUL is the market leader with a share of around 30 per cent.
There are various reasons for which the company operates this chain through distributor sales management which can be summarized as follows: Analyzing the competitor factor and boosting up sales in gurgaon region 56 . generally we deal in indirect selling. their allIndia retail numbers that have just come in suggest that Bru has established market leadership with 44% branded coffee drinkers preferring it.e. Although. Accordingly. which has two brands including Coffee Day Takeaway and Coffee Day Bean to Cup. i. 2006). According to a survey conducted by AC Neilson (released on March 04. The reasons for which the corporate houses prefer vending machines to manual methods of preparing tea and coffee: • • • • • • Provides options for wide variety of products Time saving Less cost associated Diet. Nescafe leads in the market as shown by the collected data and. which different purchasing patterns and demands. What is the best way to take your product to the customers so that it remains profitable for the firm too? That is a question answered by distribution. low sugar. becomes the strongest competitor for Lipton. Nescafe continues to be more popular among instant coffee drinkers. without sugar options available for concerned groups Options for hot and cold drinks Keeps record of number of cups maintain budget dispensed allowing the organization to An activity that is closely tied to sales is distribution.Coffee. The Rs 511 crores coffee market consists of instant and roasted and ground coffee. Coca-Cola’s Georgia Tea and Coffee and Fountain Consumer Appliances. hence.. In FMCG. who also controls the coffee retail chain Barista). Sterling InfoTech group’s Fresh & Honest (promoted by NRI businessman C Sivasankaran. Nescafe enjoys the larger share of the Rs 361-crore instant coffee market. You have a factory and you have your customers in different locations. we sell to someone who then sells it to someone else. the Coffee Day group.
TEA: 60 * 3 = Rs 180 = Rs 300 = Rs 480 57 COFFEE: 60 * 5 Total Analyzing the competitor factor and boosting up sales in gurgaon region . technical and logistic support. There can be some business that is too small for you to handle. 60 cups of tea and coffee each). but also an administrative. HUL tries to ensure a return of at least 12% on consumerables to its distributors. Now. Distributors provide an increased market share for the manufacturers bringing your message to a larger customer base. he makes it a point to work with business regardless of size or scope. Because the distributor is service oriented. Let us consider a firm ‘A’ having 60 employees and consumption is 120 cups per day (say. such as delivery reschedules and small quantity requirements • • • Financial Aspects: Deal is confirmed and negotiation ends at the point where both the parties are assured of their benefits. So. the customer doesn’t enter into deal unless he is made acquainted with the benefit available to him. I tried to analyze the account in the following 2 ways: a)Monthly billing of tea and coffee in the company: Let billing = Rs 15000 12% of Rs 15000 = Rs 1800 Here. together with the quick delivery of components to the myriad of customers that manufacturers cannot afford to support.• The distributors' ability to offer a more complete package of services is not only an inventory support. This ability. distributor is in benefit even if he does not charge monthly maintenance charges. makes distribution a marketing channel of primary consideration. or too much trouble because of its location. Distributors provide flexibility that manufacturers do not. A distributor network will take this burden and change it into on opportunity.
00 2 Frequency Table Analyzing the competitor factor and boosting up sales in gurgaon region 58 .00 2 Brand 100 0 2.00 2 Wate of Time 100 0 3.23 2.40 * 60 = Rs 144 = Rs 309* 25 = Rs 7725 = Rs 1500 = Rs 9225 Benefit of customer = 13100– 9225 = Rs 3875 ANALYSIS OF THE RESPONSE OF CONSUMERS TOWARDS TEA/COFFEE VENDING MACHINES AT AIRPORTS AND METRO STATIONS Frequencies Statistics How many times N Valid Missing Mean Median Mode 100 0 2.75 * 60 = Rs 165 = 2. with Lipton vending machine this cost will minimized as follows: TEA COFFEE Total for 1 month Add: Rent Total = 2. each cup of tea and coffee is assumed to be of Rs 3 and Rs 5 respectively] Now.50 2.For 1 month [Add: salary of spot boy Add: breakage Total = Rs 480 * 25 = 12000 = Rs 1000 = Rs 100] = Rs 13100 [Here.03 3.
How many times Cumulative Frequency Valid 1-2 2-3 3-4 more than 4 Total 20 31 28 21 100 Percent 20.0 31.0 100.0 100.0 79.0 83.0 21.0 100.0 Percent 15.0 Valid Percent 28.0 100.0 Percent 28.0 17.0 24.0 17.0 16.0 Valid Percent 15.0 Waste of Time Cumulative Frequency Valid Strongly Disagree Disagree Neutral Agree Strongly Agree Total 15 24 21 23 17 100 Percent 15.0 31.0 Percent 20.0 21.0 21.0 60.0 28.0 84.0 Analyzing the competitor factor and boosting up sales in gurgaon region 59 .0 37.0 24.0 39.0 23.0 100.0 37.0 19.0 100.0 28.0 100.0 100.0 65.0 51.0 16.0 21.0 19.0 Valid Percent 20.0 100.0 23.0 Brand Cumulative Frequency Valid Lipton Nestle Coffee Day Express Georgia Total 28 37 19 16 100 Percent 28.
Analyzing the competitor factor and boosting up sales in gurgaon region 60 .
Analyzing the competitor factor and boosting up sales in gurgaon region 61 .
which helps us in identifying the factors. Bartlett's Test of Sphericity Approx. The significance level gives the result of the test.FACTOR ANALYSIS Factor analysis is a very important test. KMO and Bartlett's Test Kaiser-Meyer-Olkin Measure of Sampling Adequacy.516 210.05) indicate that there are significant relationships among variables.000 Bartlett's test of sphericity indicates whether correlation matrix is an identity matrix. which would indicate whether variables are unrelated. we can see that as our value of Bartlett’s Analyzing the competitor factor and boosting up sales in gurgaon region 62 . which explain the maximum variance.157 36 . Thus. which contribute maximum to a particular event. Chi-Square df Sig. which explains the various components. The factors. . Very small values (less than . are identified and depending on the value of their coefficients they are grouped together and renamed to form a factor. contained in that factor.
we remove this variable from our further analysis.000 1.923 .627 Extraction Method: Principal Component Analysis. this is always equal to 1.000 1. Initial communalities are estimates of the variance in each variable accounted for by all components or factors.912 .000 1. Communalities indicate the amount of variance in each variable that is accounted for.5. Communalities Initial Brand Preference Taste Freshness Availability Weather Dependent Price Level of Sweetness Service Quality Variety 1.000 1. On the basis of these two tests we can say that we can proceed with the Factor Analysis on this data.000 Extraction . therefore there is a significant relationship between the variables.658 . For principal components analysis. there is one value below 0. Small values indicate variables that do not fit well with the factor solution.000 1.221 . and should possibly be dropped from the analysis.000 1.5.821 .0 (for correlation analyses) or the variance of the variable (for covariance analyses).000 1. we have dropped variables whose extraction value is less than 0.000. Analyzing the competitor factor and boosting up sales in gurgaon region 63 .591 .test is 0.791 . service quality therefore.516. In our analysis.000 1. In the above table.500 . Extraction communalities are estimates of the variance in each variable accounted for by the factors (or components) in the factor solution. Also the Kaiser test shows that the variables are related as the value is 0.
275 3. The "% of Variance" column gives the percent of variance accounted for by each specific factor or component.999 11.154 dimension0 Extraction Method: Principal Component Analysis. The "Cumulative %" column gives the percent of variance accounted for by all factors or components up to and including the current one.155 67. For principal components extraction.076 98.154 78. The "Total" column gives the amount of variance in the observed variables accounted for by each component or factor.999 .655 .260 1.319 12.664 Cumulative % 23.293 .880 11.080 % of Variance 23.649 1.159 1. and cumulative variance explained for your factor solution.955 18. relative to the total variance in all the variables.155 67. variance explained.156 1.260 87.159 1. In a good factor analysis.955 42.859 .336 100.Total Variance Explained Component Total 1 2 3 4 5 6 7 8 9 2.999 Cumulative % 23.955 18.274 55.541 7.080 .154% Analyzing the competitor factor and boosting up sales in gurgaon region 64 . these values will be the same as those reported under Initial Eigen-values The total variance explained by the eleven factors is 67. The first panel gives values based on initial eigen-values. This table gives Eigen-values.105 9.649 1.880 11. there are a few factors that explain a lot of the variance.801 95.000 Extraction Sums of Squared Loadings Total 2.274 55.150 Initial Eigenvalues % of Variance 23.319 12.955 42.156 1.
The last big drop occurs between the eighth and the ninth components.The scree plot helps to determine the optimal number of components. The components on the shallow slope contribute little to the solution. Analyzing the competitor factor and boosting up sales in gurgaon region 65 . Generally. The eigen-values of each component in the initial solution is plotted. the components on the steep slope are extracted. so we use the first eight components.
166 2 .071 .215 -.009 .530 .697 4 -. So we repeat the process by applying factor analysis on the data.592 -.048 -.185 .606 -. This table reports the factor loadings for each variable on the unrotated components or factors.177 .312 .160 Extraction Method: Principal Component Analysis.611 -.525 -. Each number represents the correlation between the item and the unrotated factor.297 3 .756 .700 .548 .733 . We continue this process till we can’t eliminate any factor.206 . To eliminate the unwanted factors we see the rotated component matrix.268 -.Component Matrixa Component 1 Brand Preference Taste Freshness Availability Weather Dependent Price Level of Sweetness Service Quality Variety . The data in all iteration is smaller in size than the previous one.243 .164 -.186 . 4 components extracted.285 .442 .025 -. So writing all the iterations we get the following results: Factor Analysis Analyzing the competitor factor and boosting up sales in gurgaon region 66 . a.034 -. Now we need to find those eight factors that determine the choice.281 .135 .244 .171 -. We eliminate those questions wherein the difference between the highest and the second highest value is less.750 .277 .562 -.
.516 203.KMO and Bartlett's Test Kaiser-Meyer-Olkin Measure of Sampling Adequacy. Chi-Square df Sig.000 Analyzing the competitor factor and boosting up sales in gurgaon region 67 .411 28 . Bartlett's Test of Sphericity Approx.
445 Cumulative % 26.876 61.114 1.317 13.126 100.861 1.636 1.309 .192 74. Analyzing the competitor factor and boosting up sales in gurgaon region 68 .000 1.431 46.876 61.667 .636 1.000 1.145 1.076 % of Variance 26.544 .638 2.000 1.150 5 6 7 8 Extraction Method: Principal Component Analysis.114 1.431 20.445 14.145 1.288 8.445 14.903 .431 46.926 94.317 13.000 Extraction Sums of Squared Loadings Total 2.076 .874 Cumulative % 26.639 .638 85.000 1. Total Variance Explained Component Total 1 2 3 4 dimension0 Initial Eigenvalues % of Variance 26.560 .339 3.000 Extraction .000 1.192 74.917 .922 .431 20.Communalities Initial Brand Preference Taste Freshness Availability Weather Dependent Price Level of Sweetness Variety 1.827 .445 11.265 98.739 Extraction Method: Principal Component Analysis.000 1.000 1.822 .
5. Availability of the tea/coffee machine at the airport and metro station. The sweetness in the tea also determines a particular brand. 8.e. 7.Therefore we get the eight components that are taken into consideration while making the choice for tea and coffee while they are out of their homes and for a particular brand selection. These are: 1. Therefore our result. The customers prefer a variety in the drinks like or those who drink 3-4 cups a day want 2. hot or cold. The choice of coffee and tea also depends on the weather i. 3. These are : 1. The price of the cup of tea/ coffee is also an important determinant of the choice. Analyzing the competitor factor and boosting up sales in gurgaon region 69 . Taste of the tea/ coffee. Brand Preference towards a particular Brand. The service quality of the brand doesn’t make much of a difference to the customers. Now eliminating the negative questions we get the final factors. 4. Freshness of the tea/coffee. 6.
Analyzing the competitor factor and boosting up sales in gurgaon region 70 . Ongoing Product innovation and renovation. The distributors are required to undergo quality checks to maintain standards. endorsed by the Hindustan Unilever Limited Seal of Guarantee at affordable prices. High quality and safe products. Far better preventive and break down maintenance. Distribution structure with wide reach. to convert consumer insights High quality manpower resources. Strong R&D capability well linked with business ensuring better controls on the quality and consistency of product. Integrated and efficient supply chain and well spread manufacturing units.SWOT ANALYSIS STRENGTHS • • • • • • • • • • Strong and well differentiated brands with leading share positions. Attractive design and distinctive features of the machine. high quality coverage and ability to leverage scale.
After sales service not up to the “Expected Standards”. Price positioning in some categories allows for low price competition. HCL Technology. Complex supply chain configuration. Low viability of revenue sharing model especially during off-season. Airtel.Absence of ginger flavor in the premix range of tea and this is the most preferred flavor in northern India especially during winters Vending machine having customization like token system are highly priced making it unviable for many corporate clients in a need to record/control consumption. • • OPPORTUNITIES Analyzing the competitor factor and boosting up sales in gurgaon region 71 . WEAKNESSES • • • • • • • • Limited success in changing consumption habits of people. Much higher machine prices with lesser flexibility vis-à-vis competition which leads to higher rentals/EMIs. PVR. Stock-out in case of much advertised flavors acts as a barrier in the retail channels. Ansal Plaza to name a few. unwieldy number of SKU's with dispersed manufacturing locations. Environment friendly cups.• • • • • Aggressive sales team and capable and committed manpower resources. . Good market response in Delhi and Noida Tie up with other leading chains –DMRC. Hot beverages are less preferred during summers. Reliance Energy. Excellent range of tea and coffee premixes providing flexibility of sweetness and diet option for concerned people.
etc. Analyzing the competitor factor and boosting up sales in gurgaon region 72 . keeping in mind the unpredictable preference in taste especially because of the loose control of the same in the competitor’s machines. Changing lifestyles. • • THREATS • • • Low priced competition now present in all categories. pump. Introduction of a consumer finance scheme by a third party e. To increase acceptance of instant Tea/Coffee amongst masses by sampling promotion etc. STD/PCOs. Involving DSAs and courier companies for lead generation on commission basis as have access to administration department of the corporate houses. Spurious/counterfeit products. Seasonality.. Development of alternate channels such as catering. cyber café. Hosting the Commonwealth Games in 2010 will influence the development of the retail infrastructure creating opportunities for vending operators to fill the gap in the market. GE country finance can widen the machine placement base without utilizing distributors capital. Health and Wellness. Leveraging technology to develop more products that provide Nutrition. Growing consumption in Out of Home categories and high potential market.g. Upgrading consumers through innovation to new levels of quality and performance. who still seem to be averse to it.• • • • • • • • • Brand growth through increased consumption depth and frequency of usage Market growth through increased penetration in the unventured industrial areas like Patparganj etc.
airports and railways stations there are some other places as well where the use of tea/ coffee machines is prevalent.• • Substitutability. These are hospitals and educational institutions. New Delhi Machin e Install ed Nestle Nestle Approxim ate Footfall 100 cups each of tea and coffee 500 cups of Contract or NA Sanjay Contracto r Details NA 92123246 73 Analyzing the competitor factor and boosting up sales in gurgaon region . Karol Pusa Road. Name of Hospital Kolmet Hospital Address Shankar Road. A short research was conducted in 5 major hospitals in the area of Karol Bagh. BUSINESS OPPORTUNITIES Apart from corporate world and public places like metro stations. Heavy competition with new entrants offering me-too products or with very little variation with all kinds of attractive offers for getting edge in market.
Uttam 99539580 76 A similar research was conducted for educational institutions in the Dwarka area: Machin e Install ed Georgia Name of the Contractor Mrs. New Delhi-110075 No of students 2300 Contracto r Details 98688144 32 Azad Hind Fauj Marg. Nagesh 98184573 09 Sir Ganga Ram Hospital East Patel Nagar. Dwarka Sector-4.000 per month 99903341 61 Jessa ram Hospital Gurudwara Road. Dwarka Nestle 2500 Mr. Karol Bagh 0 500 cups of tea and coffee Sh. Preeti Bali NA 74 Analyzing the competitor factor and boosting up sales in gurgaon region . New Delhi Lipton Mr. Dwarka. Dwarka. Rakesh NA Sector-2.K Bagrodia Public School Netaji Subhas Institute of Technoogy Bhaskarachar ya College of Applied Sciences Delhi Public School Sri Ventakateswa ra international School Address Sector-4. Geeta Vaid Name of Institution N. Sec-3. New Delhi-110075 Nestle Nestle 700 2500 NA NA NA NA Sector-10. New Delhi (3) tea.L Kapur Hospital 110005 Aram Bagh. Jhandewalan. Dwarka Nestle 2500 Ms. 300400 cups of coffee Pancholi Mahesh Kumar (Sodexo Facility) 01 Delhi Heart and Lung Institute Lipton No Machin e Rs.30.B.
Dwarka location not informed Sector-10. These are Upcoming Opportunities Columbiasia Hospital Lal Bahadur Shastri Institute of Management Address Ansal Palam Vihar. Dwarka Under Construction construction yet to begin Functional but no machine Functional but no machine Functional but no machine Semi functional but no machine Functional but no machine Analyzing the competitor factor and boosting up sales in gurgaon region 75 . Janakpuri Sectof-10.Main Pankha Road. Dwarka Sector-14. B.UPCOMING OPPORTUNITIES Dwarka being an upcoming sub-city in the south-west region of Delhi has many upcoming projects in terms of institutions and offices which give full scope for the installation of HUL’s tea/ coffee vending machine. Dwarka A-1/5. Sector-9. Near Sector 23. Dwarka Sector-13. F Block.R Ambedkar University National Law University Super Speciality Hospital DPC Institute of management Sector-16C. Palam Vihar Sector-11. Dwarka Status Under Construction session to begin from July2010 Under Construction and an estimated student strength of 10000 GGSIPU Hotel Park Resort and Shopping Mall Deen Dayal Upadhyay College District Court Dr. Dwarka Plot-13.
com www.com www.com www.wikipedia.com www.google. This information helped me in enhancing the affectivity of this presentation.indiainfoline.yahoo.BIBLIOGRAPHY There were several sources which provided me with the valuable information about Hindustan Unilever Limited.answers.hll.org COMPANY MAGZINE (HAMARA) Analyzing the competitor factor and boosting up sales in gurgaon region 76 .indiacoffee.com www.com www.com www.businessworldindia. Some of my valuable sources are: www.naukrihub.com www.com www.financialexpress.
APPENDIX There are two questionnaires that were used in the research one for the research in corporate world and the other for local customers who use the product on airports and metro station. The data sheet for the same is also enclosed along with the questionnaire. This questionnaire will identify the tea/coffee machine used by companies in Gurgaon and its related information þÿ Name of the Executive * Name of the Company * þÿ Contact Information * þÿ Analyzing the competitor factor and boosting up sales in gurgaon region 77 .
From which company do you buy the beverage vending machine services? * Lipton Nestle Fresh n Honest Georgia Costa Coffee Coffee Day Express What is an approximate number of employees of your organization? * Less than 100 100-200 200-300 300-400 400-500 500-700 700-1000 1000-1500 1500-2000 2000-3000 above 3000 Have you ever faced any problems with your service provider? machine * Delivery of the raw material was not on time No regular maintenance check ups were done Faulty machine infrastructure Late response to complaints No Complaints Any other(please mention) Is there any company executive who pays regular visits for a monthly check up of machines? * Yes No How do you rate the product satisfaction? * Analyzing the competitor factor and boosting up sales in gurgaon region 78 .
1 Bad 2 3 4 5 Good What kind of relations do you share with your vendor? * 1 Bad 2 3 4 5 Good Analyzing the competitor factor and boosting up sales in gurgaon region 79 .
Coffee day Express 4. 3-4 4. Agree 5. Is taste an important factor when you have tea/coffee outside your homes through vending machines? 1. Lipton 2. 1-2 2. How many times do you take tea/ coffee from vending machine in a day? 1. Name : Q2. Agree Analyzing the competitor factor and boosting up sales in gurgaon region 80 . Which brand do you prefer the most? 1. Disagree 3. Do you have specific brand preference when you take tea/coffee from vending machines? 1. Georgia Q5. Q1.This questionnaire gathers information from its direct customers on the Delhi Airport and major metro station of Delhi. 2-3 3. Strongly Disagree 2. Nescafe 3. More than 4 cups Q3. Neutral 4. Disagree 3. Neutral 4. Strongly Agree Q4. Strongly Disagree 2.
Neutral 4. Strongly Agree Analyzing the competitor factor and boosting up sales in gurgaon region 81 . Disagree 3. Does your choice of hot or cold tea/coffee depends on weather? 1. Strongly Agree Q7. Agree 5. Strongly Disagree 2. Strongly Disagree 2. Is the availability of the brand an important factor when you make your choice for tea and coffee? 1. Disagree 3. Disagree 3. Strongly Agree Q6. Strongly Agree Q8. Strongly Agree Q9. Do you rate freshness as important feature when you take tea/coffee through vending machines? 1. Neutral 4. Agree 5. Neutral 4. Disagree 3. Agree 5. Strongly Disagree 2. Agree 5.5. Is the level of sweetness an important factor when you select your tea/coffee from the vending machine? 1. Strongly Disagree 2. Neutral 4.
Disagree 3. Do you enjoy variety in your tea/coffee drinking pattern? 1. Strongly Agree Analyzing the competitor factor and boosting up sales in gurgaon region 82 . Disagree 3. Disagree 3. Do you think drinking tea/coffee on metro stations or airports is a waste of time? 1. Neutral 4. Neutral 4. Strongly Disagree 2. Strongly Disagree 2. Agree 5. Does the service quality of the retailer of the vending mavhine makes an important factor when you select your tea/coffee? 1. Neutral 4. Strongly Disagree 2.Q10. Strongly Agree Q12. Agree 5. Strongly Agree Q11. Agree 5.
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