Submitted To: - Submitted By: -

Mr. Sandeep Srivastav Pawas Rathore

4th Semester
A8756672
Qus 1: - List out the products of Hindustan Unilever and its sales strategy in different
segments (Soap, Detergent, Skin care, Food products and purifiers).

Ans : - There are many product in Hindustan ltd. which are : -

1. Deodorant Rexona deodorant was the first to be launched in India.

2. Lakme foundation.
3. intense shine eyeliner
4. Intense volume mascare.
5. Lip gloss.
6. Lip color and liner.
7. Lekme sun expert and sun block.
8. Lekme skin brightening gel.
9. Dove soap.
10. Age miracle.
11. Lipton yellow label in tea bags and packed tea.
12. Breeze soap.
13. Lekme sun expert & sun screen lotion.
14. Starshine lip gloss.
15. Lip stick.
16. Defining eye liner.
17. Lekme face sheer.
18. Dove.
19. Lekme nail color.
20. Ponds.
21. Lekme detoxifying facial wash.
22. Lekme Day detoxifying serum.
23. Lekme restorative night cream.
24. Lekme skin balancing toner.
25. Lekme winter care moisturizer.
26. Vaseline body lotion.
27. Vaseline petroleum jelly
28. Vaseline lip care product.
29. Vaseline hand and nail care product.
30. Vaseline body lotion for man.
31. Eye defining pencil.
32. Lekme eye shadow.
33. Lekme eyebrow pencil.
34. Frizz control therapy hair conditioner.
35. Dove volume therapy shampoo.

Company overview (HUL): -

HUL is the largest company in India. By revenues was formed by merging three
subsidiaries of Unileaver in 1956. At present, Unileaver hold a 56% share in the
company. HULs portfolio of product covers a wide spectrum including soaps,
detergents, skin crme, shampoos, toothpaste, tea, coffee, and branded flour. HULs
brands spread across 20 distinct customer categories. It owns 35 major in Indian brands.
HUL has consistently had most trusted brands in India from 2003 to 2008. Surf excel,
pepsodent, and ponds in home and personal care segment and Lipton, Kissan, and Brook
bond in food and beverage segment are some of the brands in 2008. It launched Ponds
age miracle, Vaseline range of product in skin care product and Axe, Dusk in personal
care segment as part of their expansion into higher end product.

Sales strategy: -
Hindustan unileaver ltd (HUL)s net sales for the quarter ended sep09 has by 5% yog to
rs 42.3 bn on the back of strong 7% jump in FMCG sales. HUL has last market share
over the last five- six quarter: the erosing cutting across key category such as soaps.
Shampoos, toothbrushes and skin creams, mass market brand (Wheel, Breeze, Lifeboy
and Lux) in soaps and detergent suffered the most in the sent past. Despite the company
has corrective steps like adjusting the price value equation, increasing trade discount
relaunching products and increasing ad-spends. We believe the loss in market share
would continue in the near-term as corrective measures taken by HUL could take a few
more quarters to have any positive impact.

Margin To Expand: -
The company has passed on a substantial portion of gains from a lower input cost to
consumer and also raised the advertising spends to augur sales volume in the
rationalization of spends on the employee cost, along with some margins gains from the
lower new material cost would ensure a higher EBITDA margin in next two quarters.

Home and Personal care (HPC): -

In HPC, soaps and detergents, net sales grew by a modest 0.9% YOY to 20 bn attributed
to down priced product especially in the detergent category. The business has been
impeded by market share loss in mass segment as well as price cups.

Food Business: -
Food business reported healthy revenue growth of 12.6% YOY to rs. 7.5% bn, driven by
tea , coffee and ice creams, Beverage revenue grew by 18% YOY with all brands in tea
growing well.

Others (water chemicals etc): -

Other category including business like water & chemicals raise 17.9% YOY to rs. 1.1 bn.
Even the losses under this category reduced to 98.4 mm for the quarters ended sep 09
from Rs. 289.7 mn in the same quarters last years. In the excellent progress and rapidly
building a strong franchise across the country. With its presence over 3 million house
holds. The business has expended its reach to smaller towns and is focusing on the
product innovation and channel development.
Qus2. List out the product of ITC and its sales strategy in different segment ( soap ,
detergent , skin care , food prduct and Tobacco )

Ans: -
Overview of ITC:-
ITC is one of the Indias Premier Private sector companies with diversified presence in
business such as Cigarettes , Hotels , Paperboards and specially papers , Packing , Agri-
Business , Packaged Food and confectionary , Information technology , Branded apparel ,
Greeting cards , Safety matches and other FMCG Product . Presently ITC has a market
capitalization of nearly us $ 15 Billion. It employs over 21,000 people at more than 60
location across India. It has rated among the worlds best big companies. Asias fortune
50 and the worlds most reputable companies by Forbes Magazine , among India most
respected companies by business world and among Indias most valuable companies by
business today . ITC was incorporated on AUG 24, 1910 under the name of Imperial
Tobacco Companies of India Limited. ITC has a humble beginning and in the initial days
it used to operate from a leased office on Radha bazaar ,Lane Kolkatta. On its 16th
Birthday on AUG 24 , 1926. ITC purchased the flat of Land situated at 37, choringhee
kolkatta . Two years later companys headquarter building , Virginia , house come on that
flat . Prograssively the ownership of the company indianised , and the name the company
was changed to ITC limited in 1974 . In recognition of the companys multibusiness
portfolio incompasssing a wide range of business . The full stops in the companies name
were removed effective September 18 , 2001 . and the company was rechristened asITC
limited .

LIST of ITC Product :- In their following list of the ITC product :-

1. Sun feast biscuit.

2. Aashirwad Atta.
3. Mint-o-fresh.
4. Bingo.
5. Candyman.

ITC launched the candyman range of confectionaries in AUG , 2002 . ledby the Candy
man fruitee fun . rangeof assorted fruit flowers ( wild banana , pineapple , punch ,
orange josh and mango bite . The candyman portfolio now included deposited candy
products like , candyman butter scotch licks , candyman iclairs , candyman cofitino ,
candyman natkhat mango and candyman lacto cream center candyman toffichoo
strawberry.
6. Snack foods:- sunfeast , sunfeast milky magic , sunfeast marie lite , sunfeast
golden bakery , sunfeast dark fantasy , sunfeast glucose , sunfeast dream cream
( strawberry cream , bourbon , orange cream , butterscotch cream ) , sunfeast
snacky ( classic salted , chilli flakes ) sunfeast sweet n salt , sunfeast nice ,
sunfeast bennevita floured biscuit , sunfeast special ( special cookies , special
cream ) sunfeast pasta (masala , tomato , cheese , cheese and sour ).
 7. Bingo ( potato chips , finger snacks ) mad angles , tomato mischief , chilli
dhamaka and achari masti hatka jhatka , funky masala and tomato twist
8. Staples :- Aashirwad atta , e choupals , Aashirwad salt .

9. Spices :- ITC forayed into the branded spice market with launch of
aashirwad spices in May 2005 . Aashirwad pickle mirch powder.
10. Instant mixes:- convenience and authertic taste now has a new name with
the aashirwad instant mix range . this range launched Gulad jamun , Rava
idli , Rice Dosa .
SALES STRATEGY OF ITC LIMITED :-

The proposed tobacco product Bill 2001 prohibit smoking in public place and the
sale of tobacco product to people under the age of 10.
According to the bill no. Tobacco related business would be allowed advertise in
any type of media , even surrogate advertising on satellite T.V channels.

Question no . 3. List out the product of Tata indicom and distribution strategy in
different segment ( Pre-paid , Post-paid , Borad band , Corporate , IT solution GSM
services ).

Ans:-
Product of TATA INDICOM :-
1. Prepaid mobile
2. Postpaid mobile.
3. Land line phone.
4. Calling cards.
5. Handsets.
6. Internet Mobile
7. Tata Photon Pro
8. Tata Photon +
9. Tata photon whi3
10. Broadband / rom TTml
11. Internet from Tcl.
12. Usb Modem.
13. Tata walky.
14. Walky.
15. CDMA Mobile phone.

( Blackberry , Samsung , Huawei , haier , Indicom , Zte ) . Tariff enjoy the exceptionally
attractive ISD as well as STD call rates with Tata indicom calling card . Also get full
talktime , everytime you recharge . Tata Tv photon . Live T.v directly streamed into your
laptop or desktop using your Photon + . Selection from an exhaustive list of 40 + channel
in various categories like News , sports , entertainment etc . Now you can watch your
favourite regional channel like ETV marathi , gujrati , bangle , t.v kannada etc. also .
thats not it is the list of channel will keep on increase , so you always have something
new photon pro broadband in relevant to how customers like their broadband life with
speeds for every business and home need unparalleled reliability and highest speed packs
at most affordable price o match every requirement . No hassels of line dropping or
Blocked telephone line now customers can talk while download is on with our wide range
of plans with bundeled internet surfing and zero rated voice calling . our efficient
network delivers high speed internet when customers need it most always , the
possibilities are endless . The experience is un surpassed . The feel of the Photon pro
broadband experience is that excellent . Now stay connected to the internet from the
comfort of your homes , offices or wherever you are with Tata indicom . Presenting v
data card & Tata photon whiz ( usb modem ) innovative solution that function as a
wireless network connection , A mobile phone and a modem , All in one that too . with
attractive tariff plans :

Travelling internationally :- Tata indicom is the first telecommunication service provider

in the country to introduce the unique experience of international roaming with a Tata
Indicom one world one number T sim card ; A single T-sim card that empowers you to
switch between CDMA and GSM network without having to use different sim card .
whether you need to place internationals calls from India . while traveling abroad . Tata
indicom mobile number in 350 CDMA & GSM network across 200 countries.
Ques : 4 . List out the product of dabur India ( ayurvedic , skincare , insurance ,
home care . Food items and its sales & distribution Both strategy.

Ans. Company Overview :-

Dabur India limited is the fourth largest FMCG company in India . Dabur deals in
health care and personal care product . Today Dabur has a turnover of Rs 1899.57 crores .
The market penetration of dabur is of about 1.5 million retail outlet all over India with 47
c& f agents and more than 5000 distributors .
Dabur India is divided into Two major strategic business units
1. consumer care division
2. consumer health division

Product of Dabur :

1. Vatika hair oil.

2. Vatika shampoo
3. Dabur chawanprash
4. Dabur honey
5. Dabur red
6. Dabur hajmola
7. Dabur gulabri
8. Dabur glucon-D

And many more..

Sales and Distribution :- when a banayan trees branches hit the ground . they strait
acting as roots too after a while . it is difficult to make out which is the trees main source
nutrition .
- The original roots or the branch tuned roots . It is a particularly opt. analogy for
Dabur India and not just because a banyan tree has been the logo of the company
for since its inception . In Dabur case , though the banyan tree stands for what has
not been achieved the company has been branching out it has been seven brands in
the oral care category Nine in the hair care space and six brand in food . Infact the
Rs, 1852 core company has a presence in category has a presence in category
ranging from mosquito repellents and juices to face packs and honey some required
and developed in house . Trouble is not one of these category contributes more
than 21 percent to the companys revenues .

Still Dabur is growing likely 17% over the past three years , which raise an interesting
strategy Question : is there a right way to grow . There is a school of thought that
believes Daburs choice may not be the best way of ensuring future growth . Too many
segments will constrain it from sealing up significantly to match increasing competition
and that will bring down overall pace of growth . here some analysis on the subject . Its
probably better for a company to create a few champion brands rather than dissipate its
energies on too many products . because that is what will result in suitable margins are
going to be going under pressure .

Dabur isnt the category leader in any of the consumer product category where it has a
presence . It is no. 4 in shampoo . No. 3 in toothpaste and now ever in the reckoning in
toilet soaps . but that doesnt apperar both are the company over much . It is too busy
launching new products in the past , two yrs . There has been five launches under the
Dabur amla and two under vatika . and that doesnt include the eight brand the company
gained when it required balsare in 2003 , Duggal is clear about daburs direction .

we want to be in as many category as possible . as long as they

after a herbal platform even if our share is small

Qus 5: - List out the products of any Real Estate company- its Sales and
Distribution (both) strategy.

Ans : -
DLF road estate company: -
Overview of the DLF: -
DLF limited, is Indias largest real estate company in terms of revenues, earning market
capitalization and developable area. It has a 62 years track record of sustained growth,
customer satisfaction and innovation. The company has approximately 238 mst of
completed development and 423 mst of planned project, and has Pan India presence of
across 30 cities , DLFs primary business is development of residential, commercial and
retail properties, the company has a unique business model with earning arising from
development and rentals. Its exposures across business, segments geographic, mitigates
any down cycle in the market, DLF has also forayed into infrastructure, SPZ and hotel
business.

Develop Business: -
The development of DLF includes home and commercial complexes. The home business
caters to 3 segments of the residential market, super luxury, luxury and mid income, the
product offering involves a wide range of product include condominium, duplexes, row
houses and apartments of varying & sizes. DLF has 216 msf of developed area under
homes and residential plots. DLF is credited with introducing and pioneering the
revolutionary concepts of developing commercial complexes in vanities of residential
areas since its inception in 2007, DLF has successfully launched. Commercial complexes
and is in the process making its presence across various location In India.

Annuity Business: -
The annuity business consists of officer and retail. With over six deeds of excellence
DLF is a same synonymous with global standards, new generation workspace and
lifestyle. It has the distinction of developing commercial projects and it parts that are at
par with the best in the world. DLF has become a preferred name with many IT majors
and leading Indian and international corporate giants, including IBM, Microsoft, Canon,
Citibank, Vertex, Hewitt, Fidelity investments, WNS, Bank of America, cognizant,
inlosus, CSC, Symantee and Sapient, among others.

Product of DLF: -
(1) DLF pramerica Life
A) Unit-linked single premium policy.
B) A fully- Guaranteed endowment plan
C) A universal life product
D) A health insurance product.

(2) DLF offers its products and services in seven different areas-offices, hotels,
homes, infrastructure shopping malls and special economic zones.
(3) Residential accommodations, hospitals, commercial and retail facility, hotels
school.
(4) Support Infrastructure captive power generation facilities for example DLF golf,
Country Club.