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HLL
Hindustan Lever Limited (HLL) is Indias largest fast moving consumer goods
company with leadership in Home and Personal Care Products and Foods &
Beverages. HLLs brands, spread across 20 distinct consumer categories, touch
the lives of two out of three Indians.
If Hindustan Lever straddles the Indian corporate world, it is because of being
single minded in identifying itself with Indian aspirations and needs in every
walk of life.
HLL is the market leader with 59% of share followed by Godrej. Other major
players are Nirma Ltd., Colgate Palmolive Ltd. Henkel Spic India Ltd.
The soap market is not only segmented on the basis of price and benefits but
even a range of emotions within that outlining frame work. For simplicity soap
market can be divided into four categories.
1.
Economy/Functional brand
It comprise of 35% of the market. The red carbolic cakes are low price
germ killers. The names of few of the functional brands are OK, Nirma
bath and Lifebuoy. The prices of this brand soaps range from Rs. 5 to Rs.
8 per 75 gms.
2.
Popular soaps
The biggest share in the soap market, popular soap have a market share of
55%. The price of this category of soaps ranges from Rs. 8-12 for a 75
gm cake. Each soap wants to posses a special benefit like fragrance,
freshness etc.
3.
Premium soaps
It comprises of 7% of the total market. Premium brands are priced in Rs.
12-30 range for 75 gm cake. People are willing to pay more for this
category of soap and several other brands have special relationship and
people.
4.
7% 3%
35%
Economy
Popular
Premium
Super Premium
55%
The economy soap constitute 35% of market share, popular soap constitute
major portion of market share, 55% then premium and super premium constitute
7% and 3% respectively.
4%
10%
43%
43%
From the above figure, it is very much clear that most of the toilet soaps
available in India fall into the category of popular and premium soaps, both of
these groups accounts 43%, functional soaps accounts 10% and there is small
percentage for the super premium soaps.
Functional
Popular
Premium
Super Premium
/Economy
Rs. 9-12
Rs. 13-30
Nima
Medimix
Hamam
Rexona
Borosoft
Palmolive Extra
Lux Skin Care
Pears
Nevia
Johnson Baby
Dove
Margo
Liril
Neem
Fair Glow
Cinthol
Soap
Doy
Johnson Kids
Denim
Fa
Park Avenue
Rs. 5-8
Breeze
Jai
Palmolive Natural
Lifebuoy
10%
Rs. 5-8 Functional
Rs. 9-12 Popular
43%
TFM 60-65%
Medimix
Palmolive natural
Lifebuoy
TFM 66-70%
Jai
Lux
Neem
TFM 71-75%
Breeze
Hamam
Rexona
Lifebuoy gold
Liril
Pears
Denim
TFM 76-80%
Dove
Nima
Fairglow
Borosoft
Dettol
Cinthol
Nevia
Lux Skin Care
Palmolive Extra
care
Park avenue
Doy
Fa
Johnson Baby
soap
Aramusk
OBJECTIVE OF STUDY
Every study has certain objective there is no study without the objective,
because objective are the purpose of study. No study serves any existence
without its significant thus; they are the backbone on which the body study
stands.
a)
b)
c)
To find out from where the customer prefer to buy the FMCGI
products.
d)
e)
SCOPE OF STUDY
Research Methodology
Classification of Marketing Research
(Based on subject of research)
The various marketing research problems can be classified based on subject
matter of research as shown below :
Research on products
Research on market
Research on consumer
Research on distribution
Research on price
Research on competition
Research on sales
2.
Review of literature :
4.
5.
7.
Problem
Definition
Research
Design
Discovery &
Definition
Conclusion
and Report
Sampling
Data processing
and Analysis
Data
Gathering
This project has followed all the above criterias and following things are taken
into consideration for the preparation report :
Research Design
A research design is purely and simply the focus of the study in on studying the
banner advertising is conclusive in nature that guides to the collection and
analysis of data. The descriptive research design has been used in this project,
because consumers feedback was necessary for obtaining the data.
Data sources
Research Instrument
For doing the survey research, structured questionnaire with both open ended
and close ended questions were used.
Mode of Survey
The mode of survey was personal interview with the respondents during the
filling up of the questionnaire.
Sampling
The sampling used for this study was probability sampling. Since the study is
only meant for certain specific categories within the total population, a stratified
random sample was used. Three groups of categories have been taken into
account viz. students professionals and general public.
Sample Size
A sample size of 150 respondents is used for the study.
Sample Unit
This study was basically an opinion survey of the male of female in category of
students, professionals and section A, B, & C people.
Place of study
The study and survey is done in national capital region only.
LIMITATION
During the working of this project, I faced many problems, which has led to the
limitation of the work. These limitations could not be controlled even after taking
enough preventing measures. I hope the following limitations will not affect the study
of the project and its analysis.
a) Those sample sizes for the customer could not have been large due to time
constraints, it was at 100 only.
d) Because of there, busy schedule and workload some of the respondents were
not in the position to spare sufficient time and therefore their questionnaire
filled hurriedly.
g) The information is collected from the web sites, broachers and books only.
h) The
questionnaire.
I have taken secondary data in consideration while undertaking my study
PRODUCTS
HINDUSTAN
LEVER
LIMITED
Breeze scent magic is the soap which fulfills the aspirations of women of rural
India. Breeze has offered them beauty at an affordable price, making them
look and feel beautiful.
Research and consumer visits have shown that the desire for great fragrance
featured highest in the daily beauty regime of discount soap users. Breeze
explores this through the proposition of scent in a soap scent ka kamala, ab
sabum mein and explicitly propagates the brand promise of the Hameshaa
Kuchh extra. It delivers all this and still matches consumers needs in terms of
price and quantity offered staying true to its word.
Breeze has been enriched with 19 special scent oils, which ensure that one
smells good for a long time though the day. Introduced in variants like scent
magic, scent magic lime, and scent magic sandal, Breeze strives towards
fulfillment the companys mission of being inventive in creating value.
Dove soap, which was launched by Uniliver in 1957, has been available in India
since 1995. It provides a refreshingly real alternative for women who recognize
that beauty is not simply about how you look, it is about how you feel.
The skins natural pH is slightly acidic 5.5-6.
freshness. The new attractive oval shaped Hamam comes in an attractive and
modern packaging. The ingredients that are used in Hamam-Neem, Tulsi and
Aloe Vera-by themselves have great therapeutic values.
Hamam, the brand is very true to its tagline that says, Everything in life is
about balance.
Making a billion Indians feel safe and secure by meeting their health and
hygiene needs is the mission of Lifebuoy.
The worlds largest selling soap offers a compelling health benefit to the entire
family. Launched in 1895, Lifebuoy, for over a 100 years, has been
synonymous with health and value. The brick red soap, with its perfume and
popular Lifebuoy jingle, has carried the Lifebuoy message of health across the
length and breadth of the country.
The 2002 and 2004 re-launches have been turning points in its history. The
new mix includes a new formulation and a repositioning to make it more
relevant to both new and existing consumers.
Lifebuoy is now milled toilet soap with a new health fragrance and a
contemporary shape. The new milled formulation offers a significantly superior
bathing experience and skin feel. This new mix has registered conclusive and
clear preference among existing and new users.
The new Lifebuoy is targeted at todays discerning housewife with a more
inclusive family health protection for my family and me positioning.
Lifebuoy has made a deliberate shift from the male, responsible benefit of
health to a warmer, more versatile, more responsible benefit of health for the
entire family.
At the upper end of the market, Lifebuoy offers specific health benefits through
Lifebuoy Gold and Plus. Lifebuoy Gold (also called Care) helps protect against
germs which cause skin blemishes, while Lifebuoy Plus offers protection
against germs which cause body odour.
About the Brand : The brand was launched by Hindustan Level Ltd. This
soap is not a red carbolic soap as Lifebuoy normally is.
Target : It targets to the every Indian family starting middle class.
Positioning : It positioned as a family a soap
Price : Rs. 10.
Advertising objective : Objective is to differentiate the new brand from the old
one.
Advertisement strategy : The strategy they followed was to emphasis on the
quality aspect of the soap as well as the colour of the soap as it is totally a white
in colour.
Sale Promotion : Ear ring free with three pack of soap.
Available Range and Size : 75 gms.
LIRIL
For 28 years, freshness has been clearly identified with one name Liril.
Liril expressions have always set trends whether it is a bathing beauty in a
waterfall of La-i-ra-i-laa!. The energy and excitement levels associated with
the brand have to be experience to be believed with changing times. Liril has
donned many avatars: Presently, Liril Soft Aloe Vera & Lime, Liril Icy Cool and
Liril Orange Splash are making waves.
Lux stands for the promise of beauty and glamour as one of the Indias most
trusted personal care brands. Lux continues to be a favourite with generations
of users for the experience of a sensuous and luxurious bath.
Since its launch in India in the year 1929, Lux has offered a range of soaps in
different sensuous colours and world class fragrances. 2003 saw one of the
biggest milestones in the history of Lux. From being just a beauty soap of film
stars, Lux recognized the need for a compelling message about beauty that
would resonate with women of today.
Lux is available in four different variants Exotic flower petals and Jojoba Oil,
Almond Oil and Milk Cream, Fruit Extracts and Honey in Milk Cream and
Sandal Saffron in Milk Cream.
Price : 11.50
Advertising objective : The advertising objectives of HLL for Lux are to cover
vast area (whole of India) and influence women from 350 million middle class
family to use Lux according to the type of skin for radiance or glowing skin.
Advertisement Strategy : The advertising agency responsible for Lux is HTA.
The main aim of HTA is to project Lux as a product for dreamy women who
have her skin glow like a film Stars after her bath. The recent model for this
advertisement is Aishwarya Rai.
Introduced in India in 1902, Pears soap has no equal. It is gentle enough, even
for babys skin.
Pears is manufactured like any other soap, but unlike in conventional soaps, the
glycerin is retained within the soap. That is the cause if its unique transparency.
After manufacturing, the soap is mellowed under controlled conditions over
weeks. At the end of this maturing process, it is individually polished and
packed in cartons.
Today pears is available in three variants the traditional amber variant, a green
variant for oil control and a blue variant for germ protection.
Procter
&
Gamble
1.
2.
As before they try to give more stress on Miss India and beauty care
3.
To establish the brand as the ultimate skin care soap and start
providing solution to skin care problem, if one wants.
Palmolive extra care white for dry skin, Palmolive extra care pink for oily skin.
(75 gms and 125 gms).
NIRMA
Target: It targets to the women who likes to take care of her skin by natural
means. It targets women of age group from 15-35.
GODREJ
Target: It targets to the every women of India who wants to have fair-bright
complexion. That is why it was one of the top successful brand of 2001.
Positioning: It position as a beauty soap with Natural Oxy-G which help the
skin to reduce black melanin without changing skins natural balance.
Price: Rs. 10
Advertisement Strategy: It project the soap which could make the face and
whole body more fairer without any extra effort and give twin advantage of
clean and fresh bath.
About the Brand: NEW CINTHOL SKIN FRESH is a unique toilet soap
with Orange extracts which gives freshness along with skincare. Orange is an
ingredient known for its skin benefits since times immemorial and CINTHOL
SKIN FRESH offers the same benefits in the form of soap for a Fresh and
Lively skin to all its consumers.
Target: First it targeted to the men now the new Cinthol Skin Fresh targets to
the all people from young to old.
Positioning: It position itself as the beauty soap which keeps the people fresh.
Advertising Objective: The objective is to influence all the people who always
try to keep themselves fresh.
Available Range & Size: Cinthol Regular (100 gms), Cinthol International
Lime (100 gms), Cinthol Lime Fresh (75 gms, 125 gms.).
About the Brand: Godrej Allcare Family Health Soap is a Double Action
Soap which contains Germblaster, an effective germicidal and moisturizers.
The Germblaster effectively fights the germs while the moisturizers keep the
skin soft and supple.
Target: It targets all the Indian family from middle class and up.
Positioning: Godrej position Allcare soap as a family soap which could fight
with the germs and kill the germs totally.
Price: Rs. 14
Advertising Objective: The objective is to attract all the middle class Indian
family.
About the Brand: For the male consumer, an experience called Aramusk. The
enduring mystique of musk in a profusion of rich lather and uniquely contoured
for mans grip.
Target: The soap targets totally to the men of age group from 16-50.
Positioning: It positioned itself for Extravagantly Male.
Price: Rs. 15
Advertising Objective: To attract the people who believe themselves as ruf &
tuf.
Advertisement Strategy: It project as bathing soap for men who always wants
to look manly.
Sales Promotion: No scheme
Available Range & Size: 75 gms.
JOHNSON
&
JOHNSON
About the Brand: Enriched with Johnsons Baby Oil, this is the mildest
gentlest and completely safe soap, to use on babys delicate skin.
Target: Johnson baby soaps targets all the baby upto the age of 2 years.
Positioning: It position as a soap without any harsh chemical and will take care
of babys sensitive skin.
Price: Rs. 23
Advertising Objective: To influence the parents and wants their baby should
taken care by mildest and completely safe soap.
Positioning: Positioned as a soap for kids of 4 10 years and at the same time
make bathing an enjoyable and fun experience.
Price: Rs. 18
Advertising Objective: Johnsons Kids Soap is the first soap of its kind to be
introduced in India and advertisement objective is to create awareness and
influence the parents who wants their children to be taken care by safe soap.
Available Range & Size: It comes in fun fragrances (Orange Orange, Mast
Mango, Pink Strawberry, Green Apple and Groovy Grape) that appeal to kids,
and its Star Shape make more convenient to grip while bathing (75 gms & 125
gms).
10%
4%
12%
59%
15%
HLL
P&G
Godrej
Nirma
Johnson & Johnson
After research done by me I analyze that the market shares of the HLL
products was greater than other companies, which shows that the
acceptance of HLL products are more by consumer.
The percentage of market shares are as follow:
Therefore HLL is considered as the one of the most branded and reliable
company and the product are frequently accepted and used by each and every
category of consumer. And the HLL put its all effort to maintain its standard
with respect to price and the quality of the products.
2.
II.
III.
IV.
70%
60%
50%
P&G demand (Approx.)
40%
30%
20%
10%
0%
1
4.
On the question that how much the brand name of the soap is
important for the consumer during the purchasing of the soap. Near
about 40% are causes about the brand names of the soap, 25% are not,
about 20% used regular brands and 15% of them are not answered.
50%
40%
30%
20%
10%
0%
DATA ANALYSIS
1.
After the survey (50 samples) the population understands the soap by
its brands regarded with quality. The results are:
I 30% known by the company name.
II 45% known by the quality of the soap.
III 10% known by the identifying the name.
IV 15% known by the types of the soaps.
50%
Company name
40%
20%
Quality of the
soap
Identifying name
10%
30%
0%
1
2.
HAMMAM 5%
II
DETTOL 9%
III
LUX 28%
IV
LIRIL 20%
BREEZE 8%
VI
DOVE 3%
VII
PEARS 4%
NIRMA 14%
OTHERS 6%
30%
25%
20%
15%
10%
5%
0%
1
Hammam
Dettol
Lux
Liril
Breeze
Dove
Pears
Lifebouy
Nirma
Others
II
III
IV
40%
30%
20%
Series1
10%
All of the
above
Price of
the soap
Company
name
0%
Packaging
of soap
3.
II
II
40%
30%
Series1
20%
10%
All of the
above
Price of
the soap
Company
name
0%
Packaging
of soap
4.
5.
The factors which make the consumer to purchase the soap as rated.
I.
II.
III
IV
40%
35%
30%
Parent suggestion
Friends suggestion
T.V. advertisement
Owned suggestion
25%
20%
15%
10%
5%
0%
1
6.
HLL 45%
II.
P&G 15%
III
IV
NIRMA 30%
OTHERS 5%
45%
40%
35%
HLL
P&G
Johnson & Johnson
Nirma
Others
30%
25%
20%
15%
10%
5%
0%
7.
II.
P&G 15%
III
IV
NIRMA 30%
OTHERS 5%
35%
30%
25%
HLL Soaps
P&G
Nirma
Johnson & Johnson
Others
20%
15%
10%
5%
0%
1
8.
Pears 30%
II.
Dove 55%
III
Camey 10%
IV
Doy 5%
60%
50%
40%
Pears
Dove
Camey
Doy
30%
20%
10%
0%
1
PRODUCT DIFFERENTIATION
FORM: Some soap are oval some are rectangular and some are
almond shape some also have the shape of animals, some found in 75
gms, and some are 125 gms and are found 150 gms.
FEATURE: Some soaps are herbal, some are non alkaline and
alkaline.
ADVERTISEMENT EXPENDITURE
Advertisement plays a vital role in marketing of products. Few years back the
ratio between advertisement and sales promotion was 70:30 but this ratio
changed dramatically. Now the ratio between advertisement and sales is 40:60.
It is believed that sales promotion is effective if it is backed by advertisement.
All the manufacturer of FMCG product spent huge money in advertisement.
2006 Dec
14,040
2005 Dec
13,540
86,230
16.3
81,850
16.5
140
120
100
80
Advertisements
60
Sales
40
20
2005 Dec
2004 Dec
Godrej Consumer Private Limited, the other major player in Indian soap market
has decided to spend Rs. 1bn in advertisement and promotion in 2004. In 2003
they spent Rs. 500 mn advertisement and promotion.
FINDINGS OF STUDIES
Lower class people use Nirma & Lifebuoy because it cost price
is very less and they can afford to buy it.
Middle class people uses Lux, Cinthol & Liril because these are
economical soaps.
Upper class people use Camay, Pears & Dove these soaps tell of
high society.
Johnson & Johnson have targeted the children and they have
achieved it.
On the basis of my studies I want to suggest that P&G has to make out the more
products varieties according with different product segmentations same as the
HLL did to grasp the market shares.
Because any company stands in the competitive market should have lot of
varieties of products to overtake the entire market. The P&G has to check out
there pricing strategy because the price of the HLL is much lesser than P&G and
other companies.
The sales and promotional activities of HLL is very effective than other
competitive companies. The HLL invest more money on advertisement and it
also emphasize on the dealer network distribution with the help of there talented
marketing executives.
Therefore, I suggest to other related companies that they should emphasis on
there sales and promotional activities and should make there proper marketing
strategy.
Last but not least the channel of distribution, packaging, segmentation and
moreover only after the proper marketing research they should launch their new
products in the market to grasp the entire market and increase their market
shares.
CONCLUSION
Heat and dust are integral part of Indian climate. This makes Indian as one of
the ideal market for soaps and other cleaning products. As we know that the
consumer keeps limited inventory of soap products and prefers to purchase
them frequently, as and when required. Many of these products are perishable.
The penetration of bathing soaps is 98% of all households. The research study
shows that the per capita consumption of bathing soap is 513gm. So there is a
very big market for soap in India. The total turnover of soap or market in India
is 54 lakhs tone per annum and is increasing at the rate of 5% per annum. In
which HLL is the market leader with 59% of share followed by godrej. Other
major players are Nirma Ltd., Colgate-Palmolive Ltd., Henkel-Spic India Ltd.
The soap market is not only segmented on the basis of price and benefits but
even a range of emotions within that outlining frame work.
The frequent used soap was Lux (28%) then Nirma (14% the second
position.
The appealing factors are soaps were price which was followed by size
then the medicinal qualities and so on.
The person self was having the highest percent in decision making for
buying soaps.
QUESTIONNAIRE
Information Requirement
I.
II.
III.
IV.
Questions1)
2)
HLL
P&G
Godrej
Nirma
What do you understand by the term brand of soap?
3)
i)
Company Name
ii)
iii)
Identifying name
iv)
Please name some soap companies that you have heard of.
J&J
4)
5)
6)
Not important
ii)
Important
iii)
Very important
Packaging of soap
ii)
Company name
iii)
Are you satisfied with the overall performance of your present soap?
i)
7)
Satisfied
ii)
dissatisfied
Yes
ii)
No
8)
Did you change both the soap at the same time and one time?
9)
10)
11)
12)
Your friend
ii)
your own
What are the factors that you considered when you purchase the soap?
i)
Parents suggestion
ii)
Friend suggestion
iii)
T.V. Ads
Pears
(ii)
Dove
13)
14)
(iii)
Camey
(iv) Doy
What are the factors that you considered when you purchase the soap?
i)
Company name
ii)
Price of soap
iii)
Past experience
iv)
Advertising
i) Lux
ii) Doy
vi) Hamam vii) Liril
15)
iii) Dove
viii) Breeze
HLL
ii) P&G
iii) Nirma
PERSONAL INFORMATION
Your age group
i)
iii)
17)
18 25
35 50
ii) 25 35
iv) 50 - above
18)
v) Dettol
16)
iv) Cinthol
ix) Nivia
4000 6000
8000 12000
High school
ii)
Intermediate
iv) Godrej
v)
J&J
iii)
18)
Graduation
iv) Above
Own business
Students
ii) Service
iv) Unemployed
BIBLIOGRAPHY
1.
www.hll.com
2.
www.gpcl.com
3.
www.jjibp.com
4.
www.nirma.com
5.
www.colgate.com
6.
www.jkhc.com
7.
www.henkel.com
8.
9.
10.