PROJECT REPORT

ON
“Understanding the Consumer Behaviour on SafeDrinking Water”
A report submitted to Accurate Institute of Management and Technology, Greater
Noida as a mandatory part of PGDM curriculum.

SUBMITED TO, SUBMITED BY

PGP CELL DEVESH KUMAR UPADHYAY

AIMT, DM - O91120

GREATER NOIDA PGDM 2009 -2011

“Accurate Institute of Management and Technology
49 knowledge Park-III, Greater Noida – 201306”
E-mail:- pgpcell@accurate.in
CERTIFICATE
 This is to certify that the project report titled “Understanding The
Consumer Behavior on Safe Drinking Water” submitted to Accurate
Institute Of Management and Technology, Greater Noida by DEVESH
KUMAR UPADHYAY in partial fulfillment of the requirement for the award
of Post Graduate Diploma in Management, (PGDM) is an original work
carried out by the below mentioned student under the guidance and
supervision of the below mentioned guides/supervisors. This work has not
been submitted anywhere else for any other degree/diploma under my
signature. The original work was carried out during 21st June to 6th Aug
2010 in (HUL) Hindustan Unilever Limited.

Signature of the student: __________________________________________

Name of the student: _____________________________________________

Dated: _________________________________________________________
 Signature of the Industry Guide: ____________________________________

Name of the Industry Guide: _______________________________________

Designation of the Industry Guide: __________________________________

E-mail Address: _________________________________________________

Mailing Address: ________________________________________________

Dated: _____________________ Seal/Stamp of the Organization

Signature of the faculty supervisor: __________________________________

Name of the faculty supervisor: _____________________________

________
Dated: _________________
ACKNOWLEDGEMENT
 Any activity big or small is a result of collective effort of several
individuals. From the very beginning of human civilization to this complex
world, we are dependent on each other for accomplishment our goals. The
project report of 5 such magnitude could not be accomplished without the
assistance of several people who participated directly or indirectly. This
project report is also the result of collective effort and support of several
individuals who have been given me their valuable contribution in fulfilment
of the work. Exchange of ideas generates a new object to work in a better
way. So whenever a person is helped and cooperated by others, his heart is
bound to pay gratitude and obligation to them. Acknowledgement is not
merely a formality but an expression of deep sense of gratitude and
cumulative appreciation.

First of all, I would like to give special thanks to the almighty whose
blessing helped me to complete this project. Completing a task is never a one
man effort. Before explaining my project report,
 I give my sincere gratitude and thanks to Mr RAJEEV KAUSHIK SIR
{BDE} Mr ANURAG TIWARI {TSO} Mr. SUNIL SHARMA {ZSO} and
Mr. RAJ TRIPATHI {TL} of HINDUSTAN UNILEVER LIMITED to
provide a proper guidance and a right approach from time to time, to
accomplish the goal. They shared ideas with me to complete my project. They
have always been guiding and suggesting me like teacher, guide and mentor
as well.
 I also acknowledge my heartiest gratitude to Dr. GAURAV AGGRAWAL a
faculty member of AIMT, GERATER NOIDA, who helped me a lot and
give me a right direction in completing the project. I am also grateful to all my
faculty members of AIMT GREATER NOIDA, who have helped me in
completing this project. It shall be an injustice, if I don’t express thank to my
friends who helped me in completing my project report.

It is my earnest duty to express most gratitude and honour to my parents.

.
 (DEVESH KUMAR UPADHYAY)

DECLARATION
I DEVESH KUMAR UPADHYAY of 2nd year PGDM student ,
Accurate Institute of Management and Technology , here by declare that
the project titled.
“Understanding the Consumer Behaviour on Safe Drinking Water” as
the original work conducted by me and submitted in the partial fulfilment for
degree. The information and data given in the report is authentic and true to
the best of my knowledge.
 I also declare that this project has not been submitted for the award of any
other degree, diploma, literature or recognition earlier.
(DEVESH KUMAR UPADHYAY) Roll No:- DM 091120

PGDM:- 2009-2011
PREFACE
 Unless the knowledge is applied in the practical field, it cannot attain
perfection and maturity. A project work is the scientific and systematic study
of real issue and problems with the application of management principles,
concept and skills. The essential ingredients of a project are that it should
contain scientific collection of data its analysis and interpretation that lead to
valid conclusions and feasible suggestion. Project work is an essential part of
partial fulfilment of the syllabus of PGDM. I have prepared this report during
my summer training at HIDUSTAN UNILEVER LIMITED. This study has
given real exposure to corporate marketing and the confidence to face the me
in course of sale the products of HUL. I have conducted my study under the
subject “UNDERSTANDING THE CONSUMER BHEVIOUR ON SAFE
DRINKING WATER”. The whole report is to be divided into different
chapters, each dealing with the different aspects of the study the report has
been return in a very comprehensive way with a suitable heading of each
chapter. The last chapter deals with some recommendations which will be
help full to the company in countering its competition as well as having an
edge over them. I have tried my best to do justice and be honest in analysing
the topic but “TO ERROR IS HUMAN” and I am not an exception to it,
hence, weakness and shortcoming is unintentional.
TABLE OF CONTENTS
CONTENTS :- PAGE NO
 Project title 1
 Certificate 2
 Acknowledgement 3
 Declaration 4
 Preface 5
CONTENTS :- PAGE NO
PART - II:- 48
 Statement of the Problem 49
 Significance of the Study 50
 Objective of the Study 51
 Importance of the Study 52
EXECUTIVE SUMMARY

Hindustan Unilever Limited (HUL) is India's largest Fast Moving Consumer

Goods Company, touching the lives of two out of three Indians with over 20
distinct categories in Home & Personal Care Products, Foods & Beverages
and as well as water division (pure it). HUL's distribution network, comprise
about 4,000 redistribution stockists, covering 6.3 million retail outlets
reaching the entire urban population, and about 250 million rural consumers.
HUL's brands - like Lifebuoy, Lux, Surf Excel, Rin, Wheel, Fair & Lovely,
Pond's, Clinic Plus, Pepsodent, Close-up, Lakme, Quality Wall's – are
household names across the country and so many categories - soaps,
detergents, personal products, tea, coffee, ice cream, culinary products and
also provide as safe as boiled water through pure it.
During my summer training at HUL, I completed the project on
“Understanding the Consumer Behaviour on Safe Drinking Water” as water
purifier “Pure it” products of HUL which are divided into three parts. These
are:

 Conducting and analysing market research.

 Getting consumer feedback from the existing and potential

customers, inculcating the habit of drinking safe water by installing
pure it.
  To know about competitor details which facing challenge in the
market.

In my first part, a report is made on a detailed study, comprising the new

technology use in the water purifier, the aspects of installing of water purifier.
The technical details of the machine is necessarily to be understood before
moving into the market so that one could discuss the plus points of the
machine over the competitors’ machine. Further, the detail understanding in
this kind of installation is done through meetings with probable customers
which include the key area of installing water purifier of HUL’s pure it with
all the glamour features such as brand reflecting, essentiality of the products
to provide all the comfort required by the customers. The study is done by
surveying the different house/clinic located at Lucknow and nearby. The study
is then tabulated, analysed and result extracted.
In the second part, an observational study is conducted in respect of getting
consumer feedback from the existing and potential customer of HUL’s
through providing a batter services. This will reflect my views and measures.
It also includes the visits of the places where others competitor’s similar
products were installed to get their performance feedback and identified the
hidden opportunities to sell HUL’s water purifier. And to know about daily
habit of customer to use safe drinking water.

In the third part, method adopted for competitors analysis involved surveying
and observational study of all the competitive brands of HUL’s water purifier
such as Tata Swash, Kent, Usha Brita, Eureka Forbes, Whirlpool, Philips etc.
followed by the comparison of same. To conducting the observational study, a
large data has been collected while visiting the various house, Clinic and
medical shop by way of discussions.
Finally, we would like to add some routes of reaching the customer’s house,
through as follow:-

➢ Cold calls.

➢ Referrals.

➢ Kiosk.
COMPANY
PROFILE
INTRODUCTION
 Hindustan Unilever Limited (HUL), having great recognition
nationally/ internationally, is India's largest Fast Moving Consumer Goods
Company, touching the lives of two out of three Indians with over 20 distinct
categories in Home & Personal Care Products and Foods & Beverages. They
endow the company with a scale of combined volumes of about 4 million
tones and sales of Rs.13, 000 crores.

Historical Events in HUL :-

In the summer of 1888, visitors to the Kolkata harbour noticed crates full of
Sunlight soap bars, embossed with the words "Made in England by Lever
Brothers". With it began an era of marketing branded fast moving consumer
goods (in short FMCG). Soon after followed Lifebuoy in 1895, and other
famous brands like Pears, Lux and Vim, Vanaspati was launched in 1918 and
the famous Dalda brand came to the market in 1937. In 1931, Unilever set up
its first Indian subsidiary, Hindustan Vanaspati Manufacturing Company,
followed by Lever Brothers India Limited (1933) and United Traders Limited
(1935). These three companies merged to form HUL in November 1956. The
erstwhile Brooke Bond's presence in India dates back to 1900. By 1903, the
company had launched Red Label tea in the country. In 1912, Brooke Bond &
Co. India Limited was formed. Brooke Bond joined the Unilever fold in 1984
through an international acquisition. The erstwhile Lipton's links with India
were forged in 1898. Unilever acquired Lipton in 1972 and in 1977 Lipton
Tea (India) Limited was incorporated. Pond's (India) Limited had been present
in India since 1947. It joined the Unilever fold through an international
acquisition of Chesebrough Pond's USA in 1986. The liberalisation of the
Indian economy, started in 1991, clearly marked an inflexion in HUL's and the
Group's growth curve. Removal of the regulatory framework allowed the
company to explore every single product and opportunity segment, without
any constraints on production capacity. Simultaneously, deregulation
permitted alliances, acquisitions and mergers. In one of the most visible and
talked about events of India's corporate history, the erstwhile Tata Oil Mills
Company (TOMCO) merged with HUL, effective from April 1, 1993. In
1995, HUL and yet another Tata company, Lakme Limited, formed a 50:50
joint venture, Lakme Lever Limited, to market Lakme's market-leading
cosmetics and other appropriate products of both the companies. Subsequently
in 1998, Lakme Limited sold its brands to HUL and divested its 50% stake in
the joint venture to the company.

HUL formed a 50:50 joint venture with the US-based Kimberly Clara
Corporation in 1994, As a measure of backward integration, Tea Estates and
Doom Dooma, two plantation companies of Unilever, were merged with
Brooke Bond. Then in July 1993, Brooke Bond India and Lipton India merged
to form Brooke Bond Lipton India Limited (BBLIL), enabling greater focus
and ensuring synergy in the traditional Beverages business. 1994 witnessed
BBLIL launching the Wall's range of Frozen Desserts. By the end of the year,
the company entered into a strategic alliance with the Quality Ice-cream
Group families and in 1995 the Milk food 100% Ice-cream marketing and
distribution rights too were acquired. Finally, BBLIL merged with HUL, with
effect from January 1, 1996. The internal restructuring culminated in the
merger of Pond's (India) Limited (PIL) with HUL in 1998. The two
companies had significant overlaps in Personal Products, Specialty Chemicals
and Exports businesses, besides a common distribution system since 1993 for
Personal Products. The two also had a common management pool and a
technology base. The amalgamation was done to ensure for the Group,
benefits from scale economies both in domestic and export markets and
enable it to fund investments required for aggressively building new
categories. In January 2000, in a historic step, the government decided to
award 74 per cent equity in Modern Foods to HUL, thereby beginning the
divestment of government equity in public sector undertakings (PSU) to
private sector partners. HUL's entry into Bread is a strategic extension of the
 company's wheat business. In 2002, HUL acquired the government's
remaining stake in Modern Foods

Present Stature

Apart from dealing with soaps, detergents, personal products, tea,

coffee, branded staples, ice cream and culinary products business, HUL is also
one of the country's largest exporters; it has been recognised as a Golden
Super Star\ Trading House by the Government of India. In 2003, HUL
acquired the Cooked Shrimp and Pasteurized Crabmeat business of the
Amalgam Group of Companies, a leader in value added Marine Products
exports. HUL has traditionally been a company, which incorporates latest
technology in all its operations. The Hindustan Unilever Research Centre
(HLRC) was set up in 1958, and now has facilities in Mumbai and Bangalore.
HLRC and the Global Technology Canters in India have over 200 highly
qualified scientists and technologists, many with postdoctoral experience
acquired in the US and Europe.
Company’s Role in other areas

HUL believes that an organisation's worth is also in the service

it renders to the community. HUL is focusing on health & hygiene education,
women empowerment, and water management. It is also involved in education
and rehabilitation of special or underprivileged children, care for the destitute
and HIV-positive, and rural development. HUL has also responded in case of
national calamities /adversities and contributes through various welfare
measures, most recent being the village built by HUL in earthquake affected
Gujarat, and relief & rehabilitation after the Tsunami caused devastation in
South India.

In 2001, the company embarked on an ambitious programme,

Shakti. Through Shakti, HUL is creating micro enterprise opportunities for
rural women, thereby improving their livelihood and the standard of living in
rural communities. Shakti also includes health and hygiene education through
the Shakti Vani Programme and creating access to relevant information
through the Shakti community portal. The program now covers 15 states in
India and has over 31,000 women entrepreneurs in its fold, reaching out to
100,000 villages and directly reaching to 150 million rural consumers. The
company has fixed target that by the end of 2010, Shakti aims to have 100,000
Shakti entrepreneurs covering 500,000 villages, touching the lives of over 600
million people. HUL is also running a rural health programme – Lifebuoy
 Swasthya Chetana. The programme endeavors to induce adoption of hygienic
practices among rural Indians and aims to bring down the incidence of
diarrhoea. It has already touched 70 million people in approximately 15000
villages of 8 states

“A vision to make a billion Indians feel safe and

secure”
Entire products range were not possible in such a short span of time, I have
been given opportunity to look into the market share and selling opportunities
of water purifier “pure it” dealt by the company particularly in and around
Noida.

“Mission”
Unilever's mission is to add Vitality to life.
CORPORATE SOCIAL RESPONSIBILITY
HUL strongly believes that growth has not only to be profitable and
competitive, but also sustainable in a socially relevant way. Our sustainability
agenda therefore seeks to address issues of Hygiene, Nutrition, and
Enhancement of livelihoods, Reduction of greenhouse gases and water
footprint. These social, environment and economic agenda are integrated and
well woven into the brands, people and the business of the Company. The
strategy is to grow markets in a responsible manner and to create a wider
positive impact through Brands. We believe that ‘doing well’ and ‘doing
good’ are two sides of the same coin and it would work towards realizing the
vision of making a real difference to every Indian. We have made significant
progress on the environment front over the past few years. Your Company has
reduced water usage per tone by more than 26% in its manufacturing
operations since 2004. The Company aims to become water positive across all
its operations by 2015. The energy consumption per unit of production since
2004 has also come down by 34%. We have exceeded the target of 25%
reduction in CO2 (Green House gases) in manufacturing operations per tone
of production against a baseline of 2004. We have taken a lead in sustainable
agricultural sourcing; 10 Indian tea estates have been provided with the
Rainforest Alliance certification. Hand wash programmed driven by Lifebuoy
and safe drinking water through the innovation of Pure it have made
significant impact in the area of health and hygiene. To commemorate your
Company’s 75th year, employees of the Company had committed to volunteer
one hour for everyday that Hindustan Unilever has been in the country, which
amounted to 27,375 hours of voluntary work. During the year, with an
overwhelming response, the employees undertook volunteering and
community service totaling more than 48,000 hours and addressed some of the
issues facing our country. Your Company has also enhanced the livelihoods of
75,000 women in southern India. Your Company has contributed 10,000 kits
worth Rs. 60 lakhs as the first installment of relief material for the immediate
relief of the flood affected families of Araria District in Bihar. The kit
contained essential items such as utensils, clothes, blankets and other useful
material. A sum of Rs.84 lakhs was contributed jointly by HUL and its
employees to rehabilitate the underprivileged amongst the flood-affected
families in the village of Jorgawan, Madhepura District, Bihar. The Project
aims at providing long-term housing and livelihood aid to the people in a
phased manner, through a strategic alliance among HUL, ACC and Habitat
International. Your Company believes that the long-term growth and success
of the business goes hand in hand our goal to deliver Competitive, Profitable
and Sustainable Growth of our Business by providing superior and safe
products.

Board of Directors
&
Management Structure

At the apex is the Board, headed by the Chairman, and

comprising 5 whole time Directors and 5 independent nonexecutive Directors.
The day to day operations are supervised by the National Management
comprising the Vice Chairman, Managing Director (HPC), Managing Director
(Foods) and the Finance Director. HUL is organized into two self-sufficient
divisions - Home & Personal Care & Foods - supported by certain central
functions and resources to leverage economies of scale wherever relevant. The
company can achieve its success due to right decisions taken by learned
member of Board and the employees who implant their decisions.

BOARD OF DIRECTORS:-

Mr. Harish Manwani

Chairman

Mr. Manwani, MBA from Mumbai University, joined HUL in 1976 in Sales
and Marketing assignments; he became Divisional Vice President -
Marketing. Mr. Manwani joined the Board of HUL in 1995, responsible for
the Personal Products business. In addition, he held regional responsibility as
the Category Leader for Personal Products for the Central Asia and Middle
East (CAME) Business Group. Mr. Manwani worked as Senior Vice President
in UK responsible for the Global Hair Care and Oral Care Categories. In
2001, he was appointed President of the Home & Personal Care (HPC) - Latin
America Business Group and in 2004, as President and Chief Executive
Officer of the HPC - North America Business Group. In April 2005, he was
elevated to the Unilever Executive as President – Asia & Africa.
Mr. Douglas Baillie
CEO and Managing Director
Mr. Douglas Baillie graduated from the University of Natal in business
finance, marketing and business administration and joined Unilever SA in
1978, then in Australia till 1987. After working in different capacity in South
Africa and London, Mr. Baillie was appointed Managing Director Lever
Pond’s South Africa in 1997 and National Manager, Unilever South Africa, in
May 2000. Later, he assumed the responsibilities as the Chief Executive
Officer (CEO) of Hindustan Unilever Limited.
Mr. D. Sundaram
Finance & IT Director
Mr. D. Sundaram is post-graduate from Madras University and a Fellow of the
Institute of Cost and Works Accountants of India (FICWA). He joined
Hindustan Unilever in 1975 as a Management Trainee. He worked in different
capacity at various locations like London, Africa and Middle East Group etc.
In August 1996 he elevated to the position of Senior Vice President–Finance,
Central Asia and Middle East Group with responsibility for Finance, IT and
business strategies for Unilever companies in the Indian sub-continent, North
Africa and the Middle East countries. He returned to India in May 1999 as
Finance & IT Director of HUL.
Mr. Nitin Paranjpe
Executive Director
Mr. Nitin Paranjpe after obtaining a degree in BE (Mech) and MBA in
Marketing (JBIMS) from Mumbai joined the Company as a Management
Trainee in 1987. During 2001, he was Assistant to the Unilever Chairman &
Executive Committee in London. In 2004, he became Vice President – Home
Care (Laundry & HHC) India responsible for the top and bottom line of the
Homecare business. In March 2006, Mr. Paranjpe became the Executive
Director for the Home & Personal Care business.

Mr. Sanjiv Kakkar

Director
Mr. Sanjiv Kakkar is BA (Economics) and PGDM from IIM Ahmadabad with
23 years work experience. Mr. Kakkar joined the Company in June 1984 and
has worked in various Sales and Marketing assignments. In March 2006, Mr.
Kakkar was appointed as Executive Director - Foods and joined the
Management Committee on 1st January 2007. Sanjiv was appointed as the
Executive Director - Sales and Customer Development in May 2007.
Mr. A. Narayan
Director
Mr. A. Narayan is the Managing Director and CEO of ICI India Limited. He
is also the Chairman of ICI India Research & Technology Centre. Mr.
Narayan joined the Board as Independent Non-Executive Director in 2001.
Mr. V. Narayanan
Director
Mr. V. Narayanan is a post-graduate from Madras University. He was
Chairman and Managing Director of the erstwhile Pond's (India) Ltd. He is
now Chairman of the Academy of Management Excellence. He joined the
Board as Independent Non-Executive Director in 1987.
Mr. D. S. Parekh
Director

Mr. D. S. Parekh holds a FCA degree from England & Wales. Mr. Parekh has
held senior positions in Grind lays and Chase Manhattan. He is the Executive
Chairman of Housing Development Finance Corporation. Mr. Parekh joined
the Board as Independent Non-Executive Director in 1997.

DIVISIONS
If Hindustan Unilever 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. Hindustan Unilever Limited is India's largest Fast Moving
Consumer Goods (FMCG) Company. It is present in Home &Personal Care
and Foods & Beverages categories. HUL and Group companies have about
16,000 employees, including 1200 managers. The fundamental principle
determining the organization structure is to infuse speed and flexibility in
decision-making and implementation, with empowered managers across the
company's nationwide operations. Each division is self-sufficient with
dedicated resources and assets in sales, marketing, commercial, and
manufacturing. The two divisions are further reorganized into categories.
Typically, each category and each function - Sales, Commercial,
Manufacturing - is headed by a Vice President. They with their respective
Managing Director comprise that Division's Management Committee. For
managing sales operations, HUL divides the country into four regions, with
regional branches in Delhi, Kolkata, Chennai and Mumbai. Headed by a
Regional Manager, they comprise Regional Sales Managers and Area Sales
Managers, assisted by dedicated field forces, comprising Sales Officers and
Territory Sales In charges. In Marketing, each category has a Marketing
Manager who heads a team of Brand Managers dedicated to each or a group
of brands. The commercial team of a Division is responsible for its supply
chain management. There are teams dedicated to sourcing, planning and
logistics. Each Division has a nationwide manufacturing base, with each
factory peopled by teams of Production, Engineering, Quality Assurance,
Commercial and Personnel Managers.
CENTRAL FUNCTIONS
HUL's Central Functions are Finance, Human Resources, Technology,
Research, Information Technology, Legal Secretarial, and Corporate Affairs.
Their services are shared across the company. But wherever necessary,
managerial resources are dedicated exclusively to a business. For example,
each Division now has dedicated HR managers HUL believes that while it
leverages the scale of a large corporate, it must also retain the soul of a small
company. Its organisation structure, which has and will continue to evolve
with time, is aimed at achieving this knitting.

CORPORATE PURPOSE
 Unilever's mission is to add Vitality to life. They meet
everyday needs for nutrition; hygiene and personal care with brands that help
people feel good, look good and get more out of life. Their deep roots in local
cultures and markets around the world give them strong relationship with
consumers and are the foundation for future growth. They bring wealth of
knowledge and international expertise to the service of local consumers - a
truly multi-local multinational. Their long-term success requires a total
commitment to exceptional standards of performance and productivity, to
working together effectively, and to a willingness to embrace new ideas and
learn continuously. To succeed also requires, they believe, the highest
standards of corporate behaviour towards everyone working with them, the
communities they touch, and the environment on which they have an impact.
This is their road to sustainable, profitable growth, creating long-term value
for their shareholders, their people, and their business partners. They are
committed to safe and healthy working conditions for all employees and do
not use any form of forced, compulsory or child labour.
FACTORY LOCATIONS :-
The year was 1923. Lord Lever Hulme, the legendary founder of Lever
Brothers, was visiting India. The nationalist sentiment in India was for locally
manufactured products. Lord Lever Hulme, who believed that what is good
for a country is equally good for the company, responded to that aspiration
because he too shared that dream. His dream ultimately was realized in 1934.
In September 1934, after more than a decade of discussions in London and in
India, a Lever factory was allowed to sprout on the land that had been
reclaimed by the Bombay Port Trust at Sewri. From here, a month later rolled
out the first cake of Sunlight soap to be manufactured in India. The same year,
Lever Brothers took over the Garden Reach Factory in Kolkata. These two
factories were the first in a manufacturing base, which today literally dots the
length and breadth of India i.e. from Assam to Gujarat; from Uttaranchal to
Kerala. Hindustan Unilever's diverse product range is today manufactured in
about 80 factories. In addition, the company outsources from 150 other units.
The operations involve 2,000 suppliers and associates.
DEVELOPING BACKWARD AREAS
Several HUL factories are situated in backward areas. The company has
consciously responded to the national policy of development of backward
areas by setting up manufacturing units in these places, which provide several
direct and indirect employment opportunities for these areas, and leads to
general economic development of these regions through industrialization. In
fact, all major investments of HUL, in recent years, have been either in A-
Category backward areas or No-Industry Districts. These include factories in
Khamgaon and Yavatmal (Maharashtra), Chhindwara (Madhya Pradesh),
Orai, Sumerpur and Khalilabad (Uttar Pradesh), Haldia (West Bengal),
Silvassa (Dadra & Nagar Haveli), Pondicherry, Goa, Doom Dooma (Assam),
Hardwar (Uttaranchal) and Barotiwala (Himachal Pradesh). Since 2001 itself,
HUL has set up nine new factories in backward areas. Equally, HUL has an
enviable track record in taking over sick enterprises, in response to requests
from Government, and converting them into viable operations. The company's
units at Mangalore and Rajpura all bear testimony to this achievement. In the
process, HUL has saved precious jobs and developed local economies. HUL's
manufacturing facilities, like the Khamgaon soap plant and the Sumerpur
detergent bar unit, are recognised as among the best in the Unilever world.
HUL has adopted Total Productive Maintenance (TPM) for achieving
manufacturing excellence since 1994. As on date, TPM is in different stages
of implementation in 28 factories. Four HUL factories have already received
the TPM Consistency Award, and 14 factories have been awarded with the
TPM Excellence Award.

Leadership
HUL has produced many business leaders for corporate India, one of
these, Manvinder Singh Banga has become a member of Unilever's Executive
(U Ex). HUL is referred to as a 'CEO Factory' in the Indian press for this
reason. It's leadership building potential was recognized when it was ranked
4th in the Hewitt Global Leadership Survey 2007 with only GE, P&G and
Nokia ranking ahead of HUL in the ability to produce leaders with such
regularity.
DISTRIBUTION NETWORK
 HUL

Carrying & Forwarding Agent

Redistribution Stockiest
 Wholesalers

Rural Retailers Urban Retailers

Consumers
 Organizational Structure:-
VOICE PRESIDENT

GENERAL MANEGER
ZONALMANAGER

Sr. SALESMANAGER

AREA SALES MANAGER

TERRITORY SALES OFFICER

TEAM LEADER
 SALES EXECUTIVE

BUSINESSES
 Foods :-
Tea

Coffee

Branded Staples
Home & Personal Care :-
Personal wash
Fabric Wash
Home Care
Oral Care
 New Ventures :-
• Hindustan Unilever Network
• Ayush Ayurvedic products & services
• Sangam
• Pure it water purifiers
Water Purifiers
Exports :-
• HPC
• Beverages
• Marine Products
• Rice
• Castor
BRAND POSITION IN INDIA AND
OTHERCOUNTRIES
Today, HLL is one of India’s largest exporters of branded Fast Moving
Consumer Goods. It has been recognized by the Government of India as a
Golden Super Star Trading House. Over time HLL has developed into a viable
& competitive sourcing base for Unilever world wide in Home and Personal
Care & Foods & Beverages category of products. HLL is also a global
marketing arm for select licensed Unilever brands and also works on building
categories with core country advantage such as branded basmati rice.
HLL Exports offers high level of service with flexibility and responsiveness
thorough out the supply chain. It has a dedicated organization structure to
support this endeavour and this has helped in growth of these businesses in
particular. Intrinsic cost competitiveness in the end to end Supply chain with
appropriate technology and competitive capital investment operations while
delivering best in class quality enables HLL to position itself as a key
sourcing hub for Unilever and also become a preferred partner for Global
customers in categories they operate. HUL key focus in the exports business is
on two broad categories. It is a sourcing base for Unilever brands in Home &
Personal Care (HPC) and Food and Beverages (F&B) for supplies to other
Unilever companies. It also focuses on becoming a preferred supplier to both
non-Unilever and Unilever clients in three categories in which India, as a
country, has competitive advantage – Branded Rice, Marin Products and
Castor and its Derivatives. HLL enjoys international recognition within
Unilever and outside for its quality, reliability and speed of customer service.
HUL Exports geography comprises, at present, countries in Europe, Asia,
Middle East, Africa, Australia, North America etc
EXPORTS PORTFOLIO

The categories under HPC include products in Skin care, Oral care, Pears,
Personal Wash & Lakme range.

Skin Portfolio includes Mass & Masstige Skin (Cream & lotions under Fair
& Lovely and Dove brands), Shampoos and Conditioners (under Sun silk
brands), Vaseline & Talc (under Ponds brands). In the past the focus market
was in Middle East and Asia, which is now slowing changing with current
exports to European countries and robust plans to source different products to
US in the near future.

 Oral Care consists of Tooth Paste and Tooth Brush (under Pepsodent,
Close-up, Mentadent and Signal brands). The exports are to Asian and
European countries.
 Pears Category consists of Bars, Hand Wash, Body Wash and Shower Gel.
Pears are being sold globally including to North America / UK to the GCC /
African countries extending up to Singapore and Australia. While the bar
remains the most popular product, the brand has now extended to hand wash,
shower gel, body wash and face wash. Currently Pears is celebrating its 200
year anniversary which shows the rich heritage and the strong brand equity it
enjoys over generations.
 Personal wash category predominantly consists of Lux, Fair & Lovely
Soap, Lifebuoy Hand wash

 Lakme Products are mainly exported to the countries with Indian Ethnic
population or to geographies where the brand enjoys strong equity. The
markets include Nepal, Bangladesh, United Kingdom & Maldives.
FOOD & BEVERAGES:-
The categories under F&B include products in Tea, Coffee & Processed Foods
range.
 Tea Category Includes: Tea Bags (includes Tea Bags, Flavoured Tea Bags
and Square Tea Bags), Instant Tea, Bulk Tea & Packet Tea. The branded
packet tea, and instant tea are for Unilever's ready-to-drink tea business.
The branded teas are Brooke Bond, Brooke Bond Red label, Brooke Bond
TajMahal, Lipton, Lipton Yellow Label, Lipton Green Label, Lipton Brisk
and Lipton 3-in-1 premix.

 Coffee Category consists of Instant coffee & special coffee Beans (under
Bon and Bru brands). The focus market for Bon is CIS markets while Bru is
mainly sold to Ethnic markets / Indian Diaspora world-wide. Both Bon and
Bru straddle the entire gamut of formats comprising of spray dried coffee,
granulated, freeze dried and pre mixes.
 Processed Foods categories include Fruit Spreads / Jams, Soup Powders,
Salt, Wheat Flour, Tomato Ketchup and Custard Powder. The branded
processed food items consist of Kissan, Knorr, Annapurna, Captain Cook,
Brown & Polson brands.

Marine Products:-
HLL offers a comprehensive portfolio, ranging from Surimi, Crabsticks to
Shrimps and several value-added products. Among its customers is Icelandic,
the world's third largest seafood company. In addition, HLL has also become a
part of Unilever's supply chain in seafood for Europe too. HUL Marine
Products brands are Ocean Diamond, Ocean Excellence, Shogun, Hima, Gold
Seal, Tara and Prima.

Rice:
The categories are Basmati Rice and Basmati Rice-based ready-to-eat rice
meals. The brands are Gold Seal, Indus Valley, Rosanna and Annapurna.

Castor:
The products are Castor Oil, Castor-oil based products, like hydrogenated
castor oil, 12 - Hydroxyl Stearic Acid, Ricinoleic Acid (used in grease and
lubricant industry, paints and surface coatings, cosmetics, emulsifiers), and
Speciality Castor Oils (USP grade, BP grade, DAB 10) etc used in
pharmaceutical preparations. HUL Castor brand is Topsol.
PRODUCT
PROFILE
INTRODUCTION TO PUREIT
Pure it was initially launched by Hindustan Unilever Ltd. in the southern
Indian city of [Chennai] in 2005. The brand was rolled out across India in
phases, with full national presence having been established in the first half of
2008.pureit is the world’s most advanced in-home water purifier. Pure it, a
breakthrough offering of Hindustan Unilever (HUL), provides complete
protection from all water-borne diseases, unmatched convenience and
affordability.
Pure it’s unique Germ kill Battery technology kills all harmful viruses and
bacteria and removes parasites and pesticide impurities, giving you water that
is "as safe as boiled water". It assures your family 100% protection from all
water-borne diseases like jaundice, diarrhoea, typhoid and cholera. What’s
more, it doesn’t need gas, electricity or continuous tap water supply.
Pure it not only renders water micro-biologically safe, but also makes the
water clear, odourless and good-tasting. Pure it does not leave any residual
chlorine in the output water.
The output water from Pure it meets stringent criteria for microbiologically
safe drinking water, from one of the toughest regulatory agencies in the USA,
EPA (Environmental Protection Agency).

The performance of Pure it has also been tested by leading scientific and
medical institutions in India and abroad. This patented technological
breakthrough has been developed by HUL. This state-of –the-art engineering
developed by a team of over 100 Indian and international experts from HUL
and Unilever Research Centres has made Pure it possible at the consumer
price of just Rs. 2000.
Pure it runs with a unique ‘Germ kill Battery Kit that typically lasts for 1500
litres* of water. The ‘Germ kill Battery Kit is priced at Rs.365. This means
consumers will get 4 litres of water that is ‘as safe as boiled water’ for just
one rupee, which works out to an extremely affordable 24 paise per litre.Pure
it in-home purification system uses a 4 stage purification process to deliver
“as safe as boiled water” without the use of electricity and pressurized tap
water. Pure it is a unique in-home drinking water purification system, offering
water ‘as safe as boiled’, thereby
Protecting children and families from waterborne diseases. It is the only
purifier in the world that provides this level of safety without depending on
cooking gas, electricity and pressurized tap water, and is affordably priced.

Following awards for Pure it during the year reflect the high public
recognition for the same:
 ➢ Golden Peacock product innovation award,
➢ Innovation award in India from the United Kingdom Trade and
Investment organization, and
➢ Water Digest award supported by UNESCO for the best domestic
nonelectric water purifier..

Pure it has been nationally extended with its footprint in 28 states. The
business has developed a unique customer acquisition system and strong
capabilities in supply chain and customer service. More than two million units
of Pure it was sold during the period of April 2009 to March 2010; sales
turnover of the business was Rs. 220 crores for this period. The business is in
an investment phase, we continue to commit resources in this business, mainly
to fund brand development and sales infrastructure. The potential for the
business is high given the critical need for clean water at low cost.

The domestic water purifier appliances market is estimated to be Rs 450 crore

and is dominated by Aqua guard from Eureka Forbes. .
Pure it is a battery operated purifier. The company uses the following
differentiation points against the main competitor Aqua guard by claiming that
the product works without gas/electricity thus the cost per liter of pure water
is very less. More over the brand is priced at a tempting Rs 2000 which makes
it the lowest priced purifier compared to Aqua guard or Kent. Pure it is being
positioned on the basis of its performance. The brand claims that the water
from the purifier is ' as safe as the boiled water ' By claiming that it purifies
water as safe as boiling water, Pure it is trying to achieve Points of Parity with
Aqua guard and Kent which also claims the same feature. Along with this
POP, the brand tries to differentiate on the following points:

A. no electricity/gas
B. Cost per liter low
C. Price of the product is also low

Pure it works on different cleaning layers to ensure purity. There is a fibre

mesh layer which removes visible dirt. Then comes a unique carbon trap that
filters harmful pesticides and dirt. Then comes the USP - Germ kill processor
which kills all the bacteria and virus. Then there is a polisher which gives
clear odorless water and a battery life indicator which tells you when to
replace the battery. The product has a capacity of 9 liters in the upper chamber
and 9 liters in the transparent chamber.

According to the product website, the battery lasts for 1500 liters and the
replacement battery costs Rs 250. Pure it is now being promoted through all
media. There are ads in local print as well as TV. Being the FMCG major,
HLL was able to place the product in most of the supermarkets and key
consumer points. The brand uses the tagline " As Safe as Boiled water'. The
brand is mainly targeting households (mothers) which have small kids.
Pure it is a product that is a boon to Indian consumers. It’s a boon because it
has helped making a category more affordable. More than that, the quality of
potable water in our country is deteriorating day by day creating health
hazards especially for kids. By making a product at an affordable cost, HUL
has made another positive impact in its consumer's quality of life
 4 KEY STASES OF PURIFICATION
1. Micro-Fibre Mesh (MFM)
2. Compact Carbon Trap (CCT)
 3. Germ kills Processor (GKP)
4. Polisher

 MICRO FIBRE MASH

The micro-fibre mesh removes the visible dirt present in your input drinking
water. It needs to be regularly cleaned to dislodge the trapped dirt particles.
However, it may change colour over time depending on the quality of your
input water. Don’t attempt to remove the colour. The colour does not affect
the germ-kill capability of your Pure it. You can continue to use your micro-
fibre mesh. In the event of it getting damaged or torn, you will need to replace
your micro-fibre mesh immediately. Its is available for a price of Rs. 55 only.

➢ Material – Non Woven Polyester

➢ Removes suspended particulate > 10 micron
➢ Reduces filtration load on CCT
➢ Average flow rate of 5 lit/min
 COMPACT CARBON TRAP
➢ Material – Intermediate Activated Carbon
➢ Binder is used for holding the carbon granules
➢ Removes particulate impurities < 10 micron
 ➢ Removes organic load – improves taste of water
➢ Removes pesticides
➢ Removes cysts

 Batching Chamber has a unique siphon U tube:-

➢ Siphon flow regulator – High precision flow rat
➢ Regulate water flow rate variation from the feed to tablet dispenser
(chlorine Cartridge)
 ➢ Very thin siphon tube is mounted in this chamber
➢ Contains opening for overflow of water and for removal of air – lock.
➢ Capacity of batching Chamber is 2.5 Litres
➢ House the germ Kill Processor

 GERM KILL PROCESSOR:-

➢ Attaching with Batching chamber
➢ Stored germ – kill power target and kill all harmful viruses and bacteria
➢ Unique “AUTO SWICH OFF TECNOLOGY”

 Battery Life Indicator

 Advanced Auto-Switch off - In case, the battery is not changed when it turns
fully red, as an additional assurance of safety, the advanced Auto-Switch off
will automatically switch-off the flow of water. Protect your loved ones with
a Pure it today!
• After the battery life indicator turns fully red, the pure it will begin to
overflow from the battery life indicator on the front side
• Some water may till pass through the purifier. However, please note that the
purifier has stopped purifying water & the water may no longer be safe for
drinking.

• The purifier has been designed to overflow to indicate that the battery has not
been replaced even after it has turned fully red.

 POLISHER
➢ Made by activated Granular carbon and coated by silver
➢ This design has reduced pressure drop , eliminated the level of fines coming in
water and reduced wastage of plastic in battery

➢ Removes chlorine and disinfection by – products

➢ Radial flow design – low pressure drop

➢ Finally removes all odours, make water visually clear & gives great tasting
water.
 MODEL OF PUREIT
➢ PURE IT AUTO FILL
➢ PURE IT M 05
 ➢ PURE IT COMPACT
➢ PURE IT MARVELLA
 PUREIT AUTO FILL
FMCG major, Hindustan Unilever (HUL), has introduced its Pure it Auto fill
purifier with advanced technology, that shuts the inflow of water once it is
filled. Its unique 'hydro sensors' detect the level of water inside the purifier
and fill water automatically thus making it free from manual intervention and
avoids wastage of water, HUL said in a statement here. Besides, the unique
 combination of dual filling option (inline and manual) provides greater storage
capacity of 18-litres. With Pure it Auto fill, consumers are assured of safe
drinking water being available without any dependency on running water, the
statement added. It also meets the stringent germ-kill criteria of the
Environmental Protection Agency (EPA), the toughest regulatory agency in
the USA and is priced at Rs 3,200 and will be available in all retail outlets.

 PUREIT MO5:-
 As discussed earlier Pure it is a unique in-home drinking water purification
system, offering water ‘as safe as boiled’, thereby protecting children and
families from waterborne diseases. It is the only purifier in the world that
provides this level of safety without depending on cooking gas, electricity and
pressurized tap water, and is affordably priced only 2000 Rs.

 PUTRIT COMPACT:-
With the launch of Pure it Compact, HUL now provides world-class standards
of safety in a form that can be used anywhere, anytime and in any home at an
extremely affordable price of just Rs. 1000 HUL Pure it now brings ‘As Safe
as A Boiled’ water to a completely new segment of consumers who could not
afford a water purifier earlier. With the launch of Pure it Compact, HUL now
provides world-class standards of safety in a form that can be used anywhere,
anytime and in any home at an extremely affordable price of just Rs. 1000.
Pure it in a short span of time has been adopted by over three million
extremely satisfied households and the launch of Pure it Compact will ensure
 that many more families can now enjoy the same high levels of safety and
peace of mind. Pure it Compact comes at a one-time cost of Rs. 1000/- and is
available at all leading retail outlets across the country.

➢ MARVELLA -: A newly launched product pure it. This Marvell is fully

automatic with a serve jug. you can fit into the wall and also similar to
auto
Fill and Marvell cost of selling is Rs 6950.00 with a buyback offer.
 BENEFIT OF PURE IT:-
➢ Complete protection from all water-borne diseases
➢ Great convenience
➢ Unmatched affordability
➢ Great Taste
➢ Great quality and capacity
 Complete Protection:-
Pure it kills all harmful viruses and bacteria and removes parasites and
pesticide impurities, giving you ‘as safe as boiled water. This way, Pure it
assures you and your family of 100% protection from all water-borne diseases
like jaundice, diarrhoea, typhoid and cholera. Pureit’sGermkill Processor
technology meets the stringent germ-kill criteria of the Environmental
Protection Agency (EPA), the toughest regulatory agency in the USA.
 Viruses Bacteria Parasites Pesticide Impurities
 Great Convenience:-
Pure it doesn’t need gas, electricity or continuous tap water supply, making it an
absolutely hassle-free water purifier

 Great Taste:-
Pure it water tastes great. It gives clear and odour-free water
 Great quality and capacity
Pure it is made with the best quality plastic and has a great capacity
FEATURE COMPARISON
 KeyCost
features Pure itpurification
comparison across Boiling methods
Leading Candle
process UV inline filter
Method of purification paise/litre
purifier
Cost of Pure it Water 24
Cost of Pure it water harmful
Kills/Removes (with purifier cost apportioned) 35
Viruses
Kills/Removes
Cost of boiling waterharmful Need to 47
Bacteria
Cost of leading UV in-line purifier (with purifierboil forapportioned)
cost 64
Kills/Removes harmful 30-40
Cost of 20 litres of leading bottled water brand min 350
Parasites
 PERFORMANCE TESTING
 Leading Scientific Institutions:-
➢ National Environmental Engineering Research Institute.
➢ Central Food Technological Research Institute.
➢ National Institute of Cholera and Enteric Diseases.
➢ Indian Public Health Association.
➢ Institution of Public Health Engineers

 Leading Medical Institutions

➢ King Institute of Preventive Medicine.

➢ Sundaram Medical Foundation
➢ Apollo Hospitals
➢ SRL Ranbaxy Clinical Reference Laboratories
 Leading International Institutions

➢ London School of Hygiene and Tropical Medicine UK

➢ Scottish Parasite Diagnostic Laboratory, Glassgow, UK

PROOF OF PERFORMANCE
Pure it is an engineering marvel, a breakthrough product that has evolved over
a span of five years, with the combined efforts of over a hundred qualified
scientists at Hindustan Unilever and Unilever Research Centre. Within a very
short time, Pure it has proved its credentials amongst the scientific and public
health community, has delighted consumers, and has convinced doctors of its
efficacy.
Performance Reports
Pure it’s performance has been rigorously tested by leading international and
national medical, scientific and public health institutions
Zero Chlorine Presence

Residual chlorine in Pure it Output Water

Consumer Reactions
Pure it has satisfied laths of consumers with its great product performance

AWARDS AND RECOGNITION:-

Pure it has won the UK Trade and Investment India Business Award for 2008
in the innovation category.
Pure it has also received the UNESCO Water Digest Water Award 2008 -
2009 in the category of Best Domestic Non - Electrical Water Purifier
Pure it has also won the Golden Peacock Innovative Product / Service Award
-2008 in the FMCG sector
Pure it Protecting Lives

Dr. Kamala’s association with ‘Safe Water’

The former Hon. President of India,
Dr. A.P.J. Kalama formally launched the ‘Safe Water, Health for Success’
schools education programme.
Pure it in Doctor's Clinics

Thousands of doctors across the country rely on Pure it for their patients in the
clinic.
Pure it in Schools

A schools education programme – ‘Safe Water, Health for Success’ – initiated

by Pure it and The National Academy of Sciences, India (NASI), an eminent
body of leading scientists in India, has created awareness about safe water
amongst
Do's and Don'ts
Pure it has been specially designed to give you water that is 'as safe as
boiled water as long as the Pure it system is used in the way as prescribed
 in the instructions manual. Listed below are things that you must take
care of:
Do's:-
 The Pure it guarantee of getting water that is 'as safe as boiled water'
applies only if you ensure that the transparent chamber of the purifier
and the tap are hygienically kept, and that germs are not introduced due
to contact with hands, drying with a cloth, wash or any other means. Also
after taking water from Pure it, if you store it in bottles, please ensure
that these containers are clean and germ-free.
 You should only store water in the Pure it purifier, and not use other
bottles and containers. If you do so, water may get re-contaminated.

 While washing the transparent chamber ensure that you have separated
the transparent chamber from the polisher and Cleansing-Collection
chamber, so that there is no chance of water going into the polisher.
 Always use all the three components of the Pure it 'GermkillKit’ together.
Don't drink water from the purifier if any one of the 'Germ kill Kit'
components is not fitted.

 You should ensure that the area around the purifier is kept clean.

 Keep all components of the Pure it 'Germ kill Kit' out of reach of children
at all times.
 Ensure that the purifier is placed on a flat surface at all times, and never
tilt the transparent chamber to take out water.

 If you ever want to shift the purifier, do so only after both the top
chamber and batching chamber are empty. Otherwise the purifier may
leak, and the purification process may get affected.

 Ensure that the nut in the transparent chamber is fully tightened by

turning clock-wise. If not, water may leak.
 Always rely only on the red indicator to replace the battery. The auto
switch-off is only an additional assurance of safety - in some cases, the
input water quality may prevent it from functioning.

Don’ts
 Always clean the Pure it system only as described in the section on
cleaning. Do not use any soap or detergent. Ensure that you don't
inadvertently introduce germs into the transparent chamber or the tap
e.g. through your hands or by using a drying cloth. Always use purified
Pure it water for doing the last rinse of the transparent chamber, and
then let it dip-dry

 Don't pour boiling or hot water into, or on the Pure it system. Similarly
don't pour freezing cold 0 water (less than 10 C) into, or on the Pure it
system
 Do not pour hot water directly from an overhead tank or any other
source in your Pure it as hot water uses up the Germ kill Processor faster
than normal. If required, allow the water to cool to room temperature
before

 Pouring it in the top chamber. For the same reason do not keep your
Pure it in hot surroundings like direct sunlight, near a stove or near a
fridge.
 Never buy the Pure it system, or a Pure it 'Germ kill Kit' from an
unauthorised source. Remember all you have to do is call us at the Pure it
helpline, and we will deliver a new 'Germ kill Kit' to you at your home
for a minimal delivery charge. Alternatively, you can visit us at your
nearest Pure it Safe Water Zone and buy a new battery.

 Don't in anyway try to open the three Pure it 'Germ kill Kit' components.

 Never use the system once the Pure it Germ kill Processor Indicator
shows a full red colour in the window, with no 'white' colour visible.
 Don't drop any of the components, or the purifier as a whole from a
height. This may cause the components to fracture or break, and the
guarantee of getting water 'as safe as boiled water' will no longer be valid.

 Don't put any chemical fluids in the Pure it system. This is meant strictly
for drinking water only
 If the transparent chamber is full, please do not fill water in the top
chamber, otherwise water will overflow from the transparent chamber.

 Do not pour water in purifier after battery turns fully red. This will
prevent water overflowing due to auto switch-off. This ensures no one is
accidentally hurt by slipping on the overflow water. Also, no household
item kept near purifier will get damaged by water.
Water Borne Diseases
More than 1 billion people do not have access to safe drinking water. In the
developing world, 80% of all diseases are water-related. The magnitude of the
problem can be seen from the fact that diarrheal disease alone leads to 2 - 2.2
million deaths and 4 billion episodes of disease every year worldwide.
Estimated 400,000 deaths due to diarrheal disease happen amongst children in
India every year. This is an immense economic and social burden on the
country. The magnitude of the problem can be further gauged from the fact
that in India, 19.2% of all children under the age of 3 years have had diarrheal
disease in any two week period. It is in this context that the United Nations
has established the Millennium Development Goal of halving the number of
people without safe drinking water, and reducing by two-third the mortality of
children under 5 years, by 2015

What causes waterborne diseases?

Waterborne diseases result from the contamination of water by harmful
viruses, bacteria and parasites. These microbes find their way into water from
feces - for example, 1 gram of feces can contain an estimated 10 million
viruses, 1 million parasite cysts, and 100 worm eggs. This problem of water
contamination exists not only in surface water sources like rivers, but also in
groundwater sources; and in many cases even where water has been treated
because of re-contamination during transmission to consumer homes, and
unhygienic storage and handling.
What can be done to solve the problem of
waterborne diseases?

World Health Organization (WHO) says that the provision of safe water alone
will reduce diarrheal and enteric disease by up to 50%, even in the absence of
improved sanitation or other hygiene measures. WHO further asserts that
there is now conclusive evidence that simple, acceptable, low cost
interventions which are capable of eliminating harmful viruses, bacteria and
parasites from household stored water, can reduce the risks of diarrheal
disease for people of all ages in both the developed and developing world.
 Some basic Facts on Water Problems

○ Infected water causes an estimated 80% of disease in India, according to the

World Health Organization.
○ About half of the world’s reported case of polio, a crippling disease which is
waterborne, occurs in India.

○ Each year, diarrhea kills 500,000 Indian children.

○ Water is pure at the source which is the municipal treatment plant. It comes to
your house through pipes.
○ These pipes are very old and have rusted, which may be cause of
contamination.

○ Sewage lines are also in contact with underground water pipes.

○ People also break open pipes at places to have access to water. These open
cracks allow contaminated matter to get inside the water pipes.
○ With the ever growing problem of safe drinking water faced in India, HUL
has come with a social initiative of providing safe and pure drinking water by
means of Pure it, a quality yet affordable water Purifier.
How safe is your drinking water?
If you and your family get safe drinking water, consider yourselves fortunate.
In India, millions struggle everyday to get clean, safe drinking water and fall
prey to serious water-borne diseases.
Today, 80% of the diseases in the developing world are water-related. In India
800 million such diseases are reported every year, owing to contaminated
drinking water.
Water gets contaminated in many ways – by harmful viruses, bacteria and
parasites, all invisible to the naked eye. These micro-organisms find their way
into water from faces (1 gram of faces can contain 10 million viruses, 1
million parasite cysts, and 100 worm eggs).
Sewage treatment in residential and industrial units may not be adequate –
untreated human and industrial waste is often dumped into rivers and other
water bodies, which cater to cities and villages. The situation worsens
drastically in the monsoons.
Even though municipal corporations may chlorinate water adequately,
contamination occurs as the water gets distributed to individual homes. Leaks
in pipes (owing to unauthorized connections), unclean water tankers, unclean
overhead tanks in buildings, contaminated taps and unhygienic storage may
all lead to microbiological contamination. The result? Dreaded diseases like
hepatitis, jaundice, diarrhea, typhoid, cholera, and gastroenteritis. These
water-borne diseases wreak havoc as they cause long absences from work and
school, loss of livelihood and in extreme cases, even death. Children
especially, are the worst hit. Ask any concerned parent and he/she will tell you
how these diseases affect children’s health, hinder academic growth, and drain
the family’s resources.
Given the multiple sources of contamination, experts agree that the most
efficient way of ensuring safe water is to purify water at your point of use.
World Health Organization (WHO) says that the provision of safe water alone
will reduce diarrheal and enteric disease by up to 50%, even in the absence of
improved sanitation or other hygiene measures. So, play it safe by purifying
your drinking water at home. Protect your family from water-borne diseases.
COMPETITORSDETAILS
Whirlpool Pura fresh Deluxe
• 6.5 litters of storage capacity
• 6 purification stages
• Plus Sediment filter
• Pre Carbon filter
• Water level indicator
• MRP - Rs 14,450
PART - II
STATEMENT OF THE PROBLEM
 Broadly speaking this study has been under taken on a detail study,
consisting of areas covering all the aspects of consumer behaviour and detail
understanding of all the competitive brands of water purifier. In India, water
purifier market since past few years, is flooded with different varieties of
water purifier of different companies. In such a situation the consumer is in
dilemma in preferring a particular product because different brands of water
purifier amongst them. With much competition of different companies
producing similar products the study is also aimed at those potential
consumers of water purifier of different brands and the other company’s
brands like Tata Swash, Kent, UshaBirta, Eureka Forbes, Whirlpool, Philips
etc. Consumer varies tremendously in size of consumption and taste. Also
these factors have been taken into consideration while ascertaining the
consumer preference for water purifier.

The Hindustan Unilever’s mission is to protect one billion lives & save one
million children from water bound diseases by proving its water purifier pure
it. So company wants to spread awareness among the people. This program
promises to provide a rapid response to customer’s problem which they are
facing by using their water purifier & those customers which don’t use the
purified water. Management desires information on the program’s
effectiveness & its impact on customer behavior for the purpose of gaining
insight of consumer drinking habit, what they really want so to provide
product that meet & exceed consumer expectations. So company can target
the potential customers.
SIGNIFICANCE OF THE STUDY
 Although this study is conducted at small level (only Lucknow and nearby)
yet the findings and suggestions of it will help the management of the
organization i.e. Hindustan Unilever Limited, in better way to understand the
detail study of areas Covering all the aspects of consumer behaviour on water
purifier and it will also consist the detail understanding of the competitive
brands of HUL’s water purifier. The study will also help the organization in
making decision regarding promotional schemes and also identified the
hidden opportunity in the certain other area other than corporate sale. So that,
the corporate consumer may be find the product more attractive due the
persons working therein may become demanding of HUL’s water purifier.
OBJECTIVE OF THE STUDY
 The main objective of the study to utilize my theoretical
knowledge in realm of marketing world to understand the complex/
competitive market situations and gain experience with the organization,
where I utilise eight weeks time to understand the difference between practical
and theoretical knowledge. The study has been conducted to understand the
detail study of all the aspects of retailing concerned with the HUL’s water
purifier. The specific objective, which under taken in my study, is to
understand the corporate sale, the competitive brands of HUL’s water purifier
and walk through the product sale in corporate world which reflect my own
personal views and measures even the near by areas with hidden opportunity.

➢ The main purpose of this research is to discover consumer drinking

habit.

➢ We intended to identify how much they are aware of water bound

diseases.
➢ How they treat their drinking water.

➢ We also want to discover the type of product they use.

➢ Their satisfaction level of using existing purifier.

➢ To find out our potential customer.

➢ Finally to create the customers by generating need.
IMPORTANCE OF THE STUDY

This course does not answer all the problems which arise in the practical field.
There are many certain formulas for analysing particular problems, but the
aim of the study is to develop ability of decision making. A right decision at
the right time itself helps the organization to run efficiently. Therefore, the
eight weeks training is most important for the students of management.
Summer training in any organization gives an idea in taking tactfully right
decision at right time when problems come to an executive. So finding the
solution of the problem, right decision making and knowledge of different
types of marketing activities gives much more importance to the study.

Importance for the company:-

Though toady’s market is very competitive for all type of consumables, but I
find that water purifier market is more competitive market in a view that

➢ it is residential or office consumable product, thus can be defined as

corporate sale.

➢ It is everybody’s requirement and most essentially required

for every one.
 ➢ Only reputed Brands are in the market.

Therefore, every seller of this product has uphill task while

selling the products. In such a market, it becomes highly imperative to take
account of the constantly changing brand perception. It is here that this project
becomes important as it aims to understand all the aspects of corporate selling,
the detail study of all the competitive brands of HUL’s products. The
observational study made during the training would help the marketing
division of HUL to devise effective market strategy for the given area that
would ultimately help to strengthen their position in the market, would
enhance brand preference amongst the consumers.
THEORETICAL PERSPECTIVE OF THE STUDY
 Consumer is the sovereign in the market. All economies activity
in the market namely, production, distribution, exchange, consumption are
governed, regulated and adjusted in accordance with the needs and wishes of
the consumers. Analysis of consumer behaviour has considerable importance
in marketing management, with the changing in its philosophy. In the early
days these was basically sellers market, very few products concentrated in
quality and reasonable price structure, with the emergence of the competitors
market started flooding with goods and services, so each seller found it
difficult to sell products if unable to communicate the consumers in respect of
products’ quality and reasonable price.
RESEARCH
METHODOLOGY
MARKET RESEARCH
 Marketing research has become most important tool for decision making in
the field of marketing due to the following reasons.

Business environment is changes very rapidly which needs to continuous

modification and improvement.
It provides correct and reliable information about customer, competitors and
ones own activities to the manager, so that the huge amount spent on
marketing activities to be utilized properly.

Since modern business is customer oriented, it (MR) provides the producer a

systematic and analytical approach based on assessment on customer
requirements, which helps the producer in maximization of net profit by
producing such products that fulfil the customer’s utmost level of satisfaction.
Thus marketing research is a systematic gathering, recording and analysis of
data about the problem facing the company. It helps the marketing manager to
develop and analyse new information, which is further helpful in developing
marketing strategy. Now it can be said that marketing research covers a very
wide variety of activities ranging from analysis of marketing potential and
market share to studies of customers satisfaction and purchase intention.
METHODOLOGY
The basic needs of any research are data and method of collecting it. Data is
an information on the basis of which inference are drawn, therefore, data
become a very important and vital factor in research study. The main purpose
behind framing a methodology is to desirable the research procedure which
includes research design, data sources, data collection method, research
instructions, and sampling plan.
RESEARCH DESIGN:-
This is the comprehensive master plan of the study undertaking
given the general statement of the method used and procedure followed. It
help the researcher to insure that the requisite data, in accordance with the
topics of the study of all the aspects of corporate management, it will also be
consist of detail understanding all the competitive brands of HUL, and an
Questionnaire study will be conducted of own walk in different companies
with the reference of HUL was descriptive in nature. It is a kind of study,
which is undertaken when the researcher is interested in knowing to which
water purifier is operating and tries to take an appointment so that I can
explain about my product. The purpose of this study is to insure about the
“which type of water purifier is installed in the house”. Thus, the research
design used for study was descriptive research design.

Type of research
The research is descriptive in nature. The research describes phenomena
associated with a subject population or to estimate proportion of the
population that have certain characteristics by analyzing the research
questions

Questionnaire design: -
In the survey method I have used questionnaire as a research instrument
written & organized format containing all the relevant questions. The
questionnaire consisted choices & close ended structured. Which are easy to
summarize & there is no scope of misinterpretation
.
 COLLECTION OF DATA
 DATA SOURCE:-

The various sources of information can be broadly divided into two

categories.

➢ Primary source
➢ Secondary source

 Primary source:- Sources from where first hand information is gathered

directly are called PRIMARY DATA. In case of the above study primary
source of collecting data was provided by the company.
 Secondary data:- The source of information, already gathered for some
other purpose from other sources such data are called secondary data. These
data can be available from different magazines, journals and company
profiles. So, with regards to my study to collect the secondary data I went
through the company records, magazines, internet and news papers.

DATA COLLECTION METHOD

The following method is widely used for collecting data:-

➢ Questionnaire
➢ Direct Question through Installing Pure it.

Questionnaire methods were mainly used for the undertaken topic. Survey
Method was mostly used for collecting data through Questionnaire study with
the helped of the framed questionnaire. regarding survey a detailed study are
conducted which is consists of areas covering of all the aspects of corporate
sector, this survey is also includes the detail understanding of all the
competitive brands of HUL through the framed questionnaire to understand
the physiology of the competitors, further, study will be conducted of own
walk in different companies to identify the hidden opportunities in the near by
areas, according to the need and permission of the very organization on behalf
on which I was appointed for the survey.
Type of sampling: -

Random sampling
Sampling size: -

It means how many people to survey. My survey was limited up 100 residents
of Lucknow City.
SWOT ANALYSIS

It is one thing to discern attractive opportunities in the environment; it is

another to have the necessary competencies to succeed in these opportunities.
Each business needs to evaluate strengths and weaknesses periodically. In
examining its pattern of strengths and weaknesses, clearly the business does
not have to correct all of its weakness nor gloat about all of its strengths. The
big
question is whether the business should limits itself to those opportunities
where it now possesses the required strengths or should consider better
opportunities where it might have to acquire or develop certain strengths. A
market opportunity is an area of need in which a company can perform
profitably. Opportunities can be listed and classified according to their
attractiveness and the success probability. The company’s success probability
depends on whether its business strengths not only match the key success
requirements for operating in the target market but also exceed those of its
competitors. Mere competence does not constitute the competitive advantage.
The best performing company will be one of that can generate the greatest
customer value and sustain it over time. Some development in the external
environment represents threats. An environmental threat is a challenge posed
by an unfavourable trend or development that would lead, in the absence of
defensive marketing action, to sales or profit deterioration.
SWOT ANALYSIS OF HINDUSTAN UNILEVER
LIMITED

Analysis is important technology by the company can reap its position future
and can over comes its negative aspects. Therefore, swot analysis plays an
important role of formulating the business strategies for any company, which
is obvious best on its strength, weakness, opportunity and threats.
 Strength of the organization

 HUL water purifier has Sustained Release Technology of chlorine.

 HUL has a lot of verity of product.

 HUL provides best services to its customers (within 48 hours)

 HUL tie-up with EUREKA FORBES LIMITED for auditing monitoring the
quality;

 Performance and upkeep of HUL water purifier,

 HUL has Pre-approved machine manufacturers with strength QC

Process;
 Weakness of the organization

 HUL gives less importance to small companies.

 HUL does not give much importance of water division.

 HUL has not yet dedicated well-equipped Technical team, sales and support
teams for 24X7 Assistance.(for pure it)

Opportunity for the organization

 HUL has new technology of water purifier (non electrical)

Threat for the organization

DATA
ANALYSIS
Existing Drinking Water source
T Bore
55%
9%
21%
15%
M
B
C Municipal
Canned
Tanker
we Water
u
o
a Water
r
n
i
e
kn
c
e
i
w
rd
p
e
la
w
l
a
t
w
e
ra
t
e
r
DAT
Existing drinking water source
It can be infer from the chart that out of the 100 respondents 55 were used
municipal water, 21 were used canned water, another 9 were used bore well &
remaining 15 were used tanker water. So by analyzing the chart we can say
that in Lucknow most of the residents are using the municipal water as their
water source of supply.
How do you treat your drinking water?
W8%Do
14%
6%
,18%
54%
D
B
C
Candle Boiled
Candale
Canned
Water
nothing
filterpurifier
Water
water
water
Filter Water
o
a
i
tn
l
n
e
o
re
t
d
h
P
i
w
W
u
n
ra
itg
fe
ri
e
r

It can be infer from the chart that out of the 100 respondents 57 were used
water purifier,15 do nothing to purify the water, 8 were used candle filter
water,14 were drink canned water & rest 6 were boiled the water.
So by analyzing the chart we can say that out of 100 respondents 85
respondents are treating the water before consumption. Rests 15 do nothing to
treat the water. So we can say in Noida most of the people are generally aware
of water contamination & do something to cure it.
It can be infer from the chart that out of the 100 respondents 18 water purifier,
6 do nothing to purify the water, 54 were used candle filter water, 8 were
drink canned water & rest 14 were boiled the water.
So by analyzing the chart we can say that out of 100 respondents 86
respondents are treating the water before consumption. Rests 14 do nothing to
treat the water. So we can say in Lucknow most of the people are generally
aware of water contamination & do something to cure it.
Do you use any kind of water purifier at
home?
If yes, which purifier do you use?
○ Aqua guard or Aqua sure
○ Pure it
○ Kent water purifier
○ Philips
Dose it removes the hardness of water?
D
5
2
5.6%
Y
N Don’t know
1
9
e
o
s.
n
6
’3
0
t4
%
Y
kN
e
o
n
s
o
w
It can be infer from the chart that out of the 86 respondents 51 said that yes
our water purifier works on the hardness of water. 29 respondents said that no
our water purifier don’t work on the hardness of water & rest 5 respondents
don’t know that their water purifier removes hardness of water or not.
 Does your water purifier give “as safe as”
boiled water?

D Don’t know
5
4
6%
Y
N
4
0
e
o
s%
n
%
’N
Y
to
e
sk
n
o
w
Does the water purifier ensure that water is
not wasted while purifying?
49D Don’t know
5%
Y
N
1
oe%
%
nsN
’oY
te
s
k
n
o
w
If you treat the water before consumptiondoes it filter
Physical, Chemical and Biological impurities from
your water?
C
1
7
8.9%
Y
N
7
4
Can’t
e
o
a say
s.
n
2
'7
0
t1
%
N
sY
o
e
a
ys
It can be infer from the chart that out of the 100 respondents , 74 said that yes
our method of purifying give us physical dirt & impurities free water. 9
respondents don’t know whether they consume dirt free water or not & rest 17
were said that no their method of purifying the water don’t remove the
physical impurities.
Does the water purifier have an indicator
which tells you when the water purifier's
germ-kill power is over?
Y
8
5
40%
%
2
Can’t
e
C say
N
s%
a
o
Y
n
N
'e
o
ts

s
a
y
It can be infer from the chart that out of the 100 respondents 8 respondents
said that their water purifier don’t have an indicator which tells when the
water purifier's germ-kill power is over. 52 respondents said yes their water
purifier have an indicator which tells when the water purifier's germ-kill
power is over. Rest 40 respondents don’t know that their water purifier have
such indicator or not.
How frequently do you need to change the
candle in your purifier?
○ 3 months
○ 6mnths
○ Once in a year
○ More than a year
Do you know that 80% of the diseases in
our country are water bound?
N
8
1
Y
3
7
e
o
s%
N
Y
o
e
s
It can be infer from the chart that out of the 100 respondents 83 were know
that 80% of the diseases are water bound & rest didn’t know about it.

So we can say that in Lucknow city most of the people are aware about the
water bound diseases
 Do you know that boiled water is not
necessarily safe water?

N
7
2
Y
1
9
e
o
s%
Y
N
e
o
s
 It can be infer from the chart that out of the 100 respondents 71 were know
that boiled water is the safe water & rest didn’t know about it.
So we can say that in Lucknow city most of the people are aware that boiled
water is not necessarily safe water to drink.
Is your water purifier backed by dependable
after sales service?

○ Yes
○ No
○ Exceptional
Comment on the price of your water
purifier?
• Affordable
• High
• Should be Revised
While buying any water purifier what
comes to your mind first?

○ Price
○ Health & Safety
○ Both
 Criteria considered for Purchase?

Price
Technology
Aesthetics
Brand name
Can the water purifier run even without the
use of electricity and gas, thereby saving
ongoing costs?
N
3
7
Y
1
9
e
o
Y
sN
e
o
s
It can be infer from the chart that out of the 100 respondents 54 said that their
water purifier run from the electricity or gas, rest 31 said that their water
purifier can work without electricity or gas.
 Does the water purifier work even when
you don’t get water in your tap?

N
1
8
Y
5
e
o
s%
N
Y
o
e
s
It can be inferred from the chart that100 of respondents said that their water
purifier needs continuous running water & 15 don’t need continuous running
water.
Have you recently come across any kind of
marketing activities for purifiers?

○ Road shows
○ Visual Merchandising
○ TV Commercial
○ Direct Marketing
 Where do you prefer to buy a water purifier
from?

Retail Outlets
Franchisee dealers
Demo at your doorstopper
Direct Marketing
How much do you satisfied with your
existing water purifier?
15.18%
21.25%
2
1
8.9%
F
P
S
D Don’t
Fully
Satisfied
satisfied
at all
Partially
4
7
u
a
o
trl.Satisfied
n
’itl2
8
tsiy0
%
fa
ilD
sS
lo
e
a
i’
st
fa
ytiS
a
ie
t
sd
a
tfi
is
f
e
a
i
ld
le
d
It can be inferred from the chart that approximately 25% of respondents are
not satisfied with their water purifier & only 15% of respondents are fully
satisfied with their water purifier
Will you be interested in knowing about a
product that gives “as safe as boiled water”
without needing electricity and meets tough
germ kill standard.

N
6
3
YYes
6
4
e
o
s%
Y
N
e
o
s
It can be infer from the chart that 67% of the respondents said that they are
interested in knowing about a product that gives “as safe as boiled water”
without needing electricity and meets tough germ kill standard& only 33% are
not interested.
LIMITATIONS
Although all the efforts have been made to make the results as accurate as
possible, yet the survey suffers from some limitations. Following are some of
the limitations of the study. The purpose of mentioning these limitations is not
to dilute the quality of the results rather to enable the reader to judge the
validity of the result regarding the study. Following are some limitation of the
study.

➢ Sample sizes are limited due to certain constraint.

➢ Geographical area is limited only to Lucknow city.
➢ Lack of funds was the major obstruction to limit my Survey to a small
sample of respondents.

➢ Duration of study is also limited further intensive stud field wise.

➢ Finding of the study, which was done only at Lucknow .

➢ Last but not the least ‘Weather’ was the most important constraint
because it changes continuously. However, the limitation has been
judiciously counter balanced as far as practicable. However the
research of this type cannot be absolutely fixed in a perpetual
framework of time but in spite of some inherent limitations, think that
the very report may be useful for the particular organization.

➢ Most of the users don’t know about their water purifier’s features so they
might be give wrong answers.
FINDINGS
 Most of the Lucknow city residents are aware of water bound diseases.

 By analyzing the survey we can say that approximately 85% of

Lucknow residents are treats their water before consumption.
 Most of the purifier users don’t know the exact features of their water
purifier.

 Approximately one third of the public don’t satisfy with their current
water purifier.

 67% of the respondents said that they are interested in knowing about
a product that gives “as safe as boiled water” without needing
electricity and meets tough germ kill standard that shows that they are
ready for change.
CONCLUSION
The project on corporate marketing gives the deep understanding of all the
aspect of corporate marketing, which covers all the key area of selling along
with all the glamour features such as brand reflecting, ambience, soothing
music, staff with the apt attitude to provide all the comfort required by the
customers. I have tried my level best to cover all the aspect of corporate
marketing of HUL offices along with the competitor’s analysis of the HUL
product. In spite of some limitations, the project is completed covering the
detail study of corporate marketing. Really, this project was like a challenge
for me, I have accepted and completed with the best of our efforts, knowledge
and skills. The study gives some of the conclusion, which is follows:

 HUL established a strong position in the HUL product in market.

 HUL brand doing well in the market.

  Water purifier is a European brand so it is our greatest strength in the
business.

 There is a huge competition in corporate market.

.
 Eventually I conclude by saying that I fell top of the world when I
think about my association which are having there business not only
with the country but also having there business outside the country
with these brand. It makes me feel top of the world when I say that I
have worked on retail management of Hindustan Unilever Limited.
RECCOMMENDATION
➢ Approximately 65% market share is left, in and around Lucknow, where no
water purifier is installed and which shows substantial sale of machine could
be made in this area by persuading the probable customers.

➢ HUL should motivate its staff members to be more committed and loyal to the
company so that they can do value addition to HUL by serving better to the
 customers. Motivation for store staff members include launching of incentive
schemes like providing commissions and awards like for the best who achieve
the maximum sales target in the year.

➢ HUL should be providing mobile facility of every PWE because they touch
with existing/potential customer.

➢ HUL should promote segmental targeting i.e. it should come up with schemes
for focused target segment.
➢ HUL should train its staff members and their sales employees from time to
time to make them aware of latest retailing techniques

➢ HUL should focus to their promotional activities because in respect of

promotional activities. HUL are very far behind from their competitors
especially from water purifier.
➢ There is much more focused required to the window display of the HUL
products because in respect of window display HLL products is very far
behind from their competitors especially from water purifier.

➢ The requirement, which is demanded by the store manager, is not fulfil on

time. Therefore, it is recommended that the requirements of the store are fulfil
on time so the customer are not return due the non-availability of proper stock.
➢ Last but not the least there is a vast potential to be tapped in the retail sectors
of water purifier. in these days companies are coming every where the
traditional types of outlets are their extinction, people in these days preferred
the branded product so more focused are given to the retail management and
enhanced the brand image of HUL product
QUESTIONNAIRY FOR THE SURVEY

INSTITUTION NAME: - ACCURATE INSTITUTE OF

MANAGEMENTE AND TECHNOLOGY, GERATER NOIDA.

LOCATION:- NOIDA/GREATER NOIDA.

 I am a PGDM student from Accurate Institute of management and
Technology, Greater Noida and doing a project on ”Understanding the
consumer behaviour on safe drinking water” of HUL . Your response is highly
valuable. I would be grateful if you could help me by filing it up honestly and
legitimately. I assure that any information provided will be solely used for
academic purpose and will be kept confidential .No answer are right or wrong,
give the answers which you feel are the best.
“Understanding the consume behaviour on safe drinking water”

We would be thankful if you share of your valuable opinion regarding the

following questionnaire.

NAME:- …………………………………………………………………
ADDRES:- ……………………………………………………………...

CONTECT NO:- ………………………………………………………..

AGE:- ……………………………………………………………………

OCCUPATION:- ………………………………………………………..

INCOME:- ……………………………………………………………….
DATE:- ………….. SINGNATUR:- …………………...

1. Numbers of members in family :

2. Children :- O Yes O No
3. Existing drinking water source:-
O Municipal water O Canned water
O Tanker O Bore well
O Don’t know

4. How do you treat your drinking water:-

O Do nothing
O Boiled water
O Use electrical water purifier
 O Use non electrical water purifier

5. Do you use any kind of water purifier at home

O Yes O No

6. If yes, which purifier do you use?

O Aqua guard O Pureit
O Kent water purifier O Philips
7. Dose it removes the hardness of water?
O Yes O No
8. Does your water purifier give “as safe as” boiled water?
O Yes O No O Don’t Know
9. Does the water purifier ensure that water is not wasted while purifying?
O Yes O No O Don’t know
10. If you treat the water before consumption does it remove Physical,
Chemical, Biological impurities from your water.
O Yes O No O Don’t know
 11. Does the water purifier have an indicator which tells you when the water
Purifier’s germ-kill power is over?
O Yes O No O Can’t say
12. If yes, how frequently do you need to change the candle in your purifier?
O 3 month O 6 month
O once in year O More than mentioned

13. Do you know that 80% of the diseases in our country are water bound:
O Yes O No
14. Do you know that boiled water is not necessarily safe water?
O Yes O No
15. Is your water purifier backed by dependable after sales service?
O Yes O No O Exceptional
16. Criteria considered for Purchase?
O Price O Technology
O Aesthetics O Brand name
 17. While buying any water purifier what comes to your mind first?
O Price O Health & Safety O Both

18. Can the water purifier run even without the use of electricity and gas,
thereby saving ongoing costs?
O Yes O No

19. Does the water purifier work even when you don’t get water in your tap?
O Yes O No
20. Do you know that filtration of water can’t decontaminate the water?
O Yes O No

21. Have you recently come across any kind of marketing activities for purifiers?
O Road shows O Visual Merchandising O Others

22. Where do you prefer to buy a water purifier from?

O Retail Outlets O Franchisee dealer
 O Demo at your doorstep

23. Overall how much do you satisfied with your existing water purifier?
O Fully satisfied O Partially satisfied
O Satisfied O Don’t satisfy
O Don’t satisfy at all

24. Will you be interested in knowing about a product that gives “as safe as
Boiled Water “without needing electricity and meets tough germ kill
 Standard.
O Yes O No
25. Comment/Suggestion on ”Pure it” water purifier:-
…………………………………………………………………………………
……………………………………………….…………………………..
 BIBLIOGRAPHY

 CONCERND BOOKS :-
➢ MARKETING MANAGEMENT BY PHILIPKOTLER 13TH EDITION.

➢ RESEARCH METHODOLOGY-----KOTHARI C.R.

 MAGAZINES :-
 ➢ BUSINESS WORLD

➢ BUSINESS INDIA

 NEWSPAPERS :-
 ➢ THE HINDUSTAN TIMES

➢ TIMES OF INDIA

 ELECTRONIC REFERENCE

➢ http://www.google.com
➢ http://.wikipedia.org
➢ www.hul.co.in
➢ www.pureitwater.com

DEVESH KUMAR UPADHYAY

ROLL-NO DM091120