goals and objectives of hindustan uniliver limited

8/21/2019 goals and objectives of hindustan uniliver limited

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A Major Project Report

On

Goals and Objectives of Hindustan Unilever Limited

Submitted in the partial fulfillment of degree of

Bachelor of Business Administration [ 2012 201! "

#nder the guidance of

Ms. Shweta RajputAssistant Professor $ %&M'

Submitted B( )Vineet

*nrolment +o ,1-./0101.12

BBA [" - Semester

%A&R%&* &+S'&'#'* O% MA+A*M*+' A+ '*34+OO5Affiliated to uru obind Singh &ndraprastha #ni6ersit( $ elhi

7apashera $ +e8 elhi 11009.

1


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Student eclaration

& hereb( declare that the project entitled Goals and Objective of Hindustan Unilever Limited

under the guidance of Ms Shweta Rajput submitted to the department of management in the partial fulfillment of the degree of Bachelor Of Business Administration [ BBA :; " from

!airfield "nstitute Of Mana#ement $nd %echnolo#& ' (ew elhi < 'his is m( original 8or=

and this project 8or= has not formed the basis for the a8ard of an( degree to the best of m(

belief and =no8ledge <

[ >ineet "

1-./0101.12

[ Signature of Student "

Place ) +e8 elhi

ate )

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3ertificate

'his is certif( that the project entitled Goals and Objectives of Hindustan Unilever Limited.

&s a original 8or= of Vineet of Bachelor Of Business Administration [ BBA :; " $ - Semester

and has been dul( completed under m( guidance and super6ision < 'his 8or= has been done in

partial fulfillment of the re?uriment for the a8ard of the degree of BBA from !airfield "nstitute

Of Mana#ement $nd %echnolo#& to Guru Gobind Sin#h "ndraprastha Universit& $ +e8

elhi and has not been submitted an(8here in an( other uni6ersit( for the a8ard of an( degree

to the best of m( =no8ledge <

Signature of the guide

[ Ms Sh8eta Rajput "

epartment of Management

%&M' $ 7apashera $ +e8 elhi

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Ac=no8ledgement

&t is a pleasure to ac=no8ledge man( people 8ho =no8ingl( and un8ittingl( helped me $ to

complete m( project < %irst of all let me praise god for all the blessings $ 8hich carried me

through all those (ears < & am particularl( indebted to r R.) Gar# $ director of college $ 8hich

inculcated in me utmost respect for human and groomed me up in the field of management to

ta=e on the challenges of the competiti6e 8orld < %irst and for most $ & 8ould li=e to e@press m(

regards to Ms Shweta Rajput for her constant encouragement and support < ast but not the

least $ & am grateful to m( parents $ m( siblings $ m( friends and all 8ell 8ishers for their moral

support and encouragement during the period of time <

[ >ineet "

1-./0101.12

[ Signature of Student "

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*+ecutive Summar&

Hindustan Unilever Limited (HUL) is India's largest Fast Moving Consumer GoodsCompan! tou"#ing t#e lives o$ t%o out o$ t#ree Indians %it# over 2& distin"t

"ategories in Home ersonal Care rodu"ts and Foods everages* +#e

"ompan,s +urnover is -s* 1.!/23 "rores ($or t#e 0nan"ial ear 2&& 2&1&)HUL is a

susidiar o$ Unilever! one o$ t#e %orld,s leading suppliers o$ $ast moving "onsumer

goods %it# strong lo"al roots in more t#an 1&& "ountries a"ross t#e gloe %it#

annual sales o$ aout 4& illion in 2&& Unilever #as aout /25 s#are#olding in

HUL * HUL was established in 1933 as Lever Brothers and, in 1956, became known as

Hindustan Lever Limited, as a result of a merger between level brother Hindustan anas!ati

"fg# $o# Ltd# and United %raders Ltd# &t is head'uartered in "umbai, &ndia and em!lo(s over

16,5)) workers whilst also indirectl( hel!ing to facilitate the em!lo(ment of over 65,)))

!eo!le #%he com!an( was renamed in *une +)) as -Hindustan Unilever Limited- #Hindustan

Unilever.s distribution covers over + million retail outlets across &ndia directl( and its !roducts

are available in over 6#/ million outlets in the countr(# 0s !er ielsen market research data, two

out of three &ndians use HUL !roducts# +#e "ompan #as over 16!&&& emploees and #as

an annual turnover I7- 2.4&8 Crores ( 0nan"ial ear 2&132&14 ) *

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%able Of ,ontents

Student eclaration-----------------...............................-i

,ertificate b& the Guide -------------.-...................................-ii

$cnowled#ement-------------.................-----.......-iii

*+ecutive Summar& -----------.-.............................................iv

,hapter / 0 "ntroduction-----------------..--..0

,hapter / 1 ,ompan& 2rofile--------------------3405

,hapter / 6 Objectives-------- -----------...7418

,hapter / 8 Literature review-----------------.-...19465

,hapter / 9 Research Methodolo#&---------------63480

Research esi#n

Samplin# Method

Sample Si:eata ,ollection

,hapter/ 5 ata $nal&sis and "nterpretation------------...814

,hapter / 3 !indin#s---------------.

,hapter / 7 Su##estion....-..

,hapter / ; Limitations--------------

,onclusion

Reference


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3hapter 1

&ntroduction

.


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"ntroduction

4industan #nile6er imited 4# is &ndiaCs largest %ast Mo6ing 3onsumer oods 3ompan($

touching the li6es of t8o out of three &ndians 8ith o6er 20distinct categories in 4ome D Personal

3are Products and %oods D Be6erages

top four companies globall( in the list of Klobal 'op 3ompanies for eadersL b( a stud(

sponsored b( 4e8itt Associates$ in partnership 8ith %ortune magaine and the RB roup< 'he

compan( 8as ran=ed number one in the Asia,Pacific region and in &ndia< 'he mission that

inspires 4#Cs more than 1!$000 emplo(ees$ including o6er 1$I00 managers$ is to Kadd 6italit( to

lifeN< 'he compan( meets e6er( da( needs for nutrition$ h(giene$ and personal care$ 8ith brands

that help people feel good$ loo= good and get more out of life< &t is a mission 4# shares 8ith its

parent compan($ #nile6er$ 8hich holds about !2 J of the e?uit( 'he compan(s 'urno6er is Rs<

1.$!29 crores for the financial (ear 200/ , 20104# is a subsidiar( of #nile6er$ one of the

8orlds leading suppliers of fast mo6ing consumer goods 8ith strong local roots in morethan 100 countries across the globe 8ith annual sales of about I0 billion in 200/ #nile6er has

about !2J shareholding in 4# < 'he compan( has o6er 1-$000 emplo(ees and has an annual

turno6er &+R 2.I0G 3rores financial (ear 2019,201I < 'hrough the nineties$ the %M3

mar=ets gre8 at almost 1!J per annum in 6alue< Suddenl($ in 2000$ %M3 mar=et gro8th

stalled and then declined for the ne@t four (ears< &t is important to understand 8h( this happened


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sectors also boomed 'he lure of ne8 a6enues of e@penditure in products and ser6ices led to

consumer srestricting their e@panse on %M3< &t is not that the( bathed less often or brushed

their teeth less often or indeed 8ashed their clothes less often< But the( did do8n trade to lo8er

priced substitutes from higher ?ualit( brands< %or e@ample$ a consumer bu(ing si@ tablets of u@

in a month 8ent to bu(ing three of u@ and three cheaper brands< Or a consumer bu(ing Surf

*@cel for her clothes mi@ed it 8ith a cheaper po8der< As a result of this shift in


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>*%%*R V$LU*

'he first step 8as to ensure that the( offer 8orld class ?ualit( and real differentiation bac=ed b(

technolog( to gi6e them the ad6antage o6er lo8 priced competition< 'he( ha6e in6ested o6er

Rs

mo6e from selling a soap or a detergent to something far more important and central to the

consumers life< 4o8 often ha6e 8e heard someone sa($ A soap is a soap is a soapQL Or indeed$

All detergents clean clothe sas 8ellL< &n the case ofifebuo($ it 8as onl( 8hen the( associated it

8ith the promise of health and protection against disease that it claimed a larger space in the

consumers mind< &t mo6ed from being a mere soap to a health essential< 'oda( ifebuo($ their

oldest brand$ has gro8n at o6er 1!J for the last three (ears< Similarl($ in the laundr( mar=et$

Surf *@cel 8ent 8ell be(ond the benefit of great clean b( sa6ing t8o buc=ets of 8ater 8ith

e6er( 8ash< &magine the importance of that benefit to consumers in cities$ 8ho often get running

8ater for onl( a couple of hours a da(< Surf *@cel is one of their fastest gro8ing brands toda(<

Both ifebuo( and Surf *@cel ha6e succeeded because the( are rele6ant to t8o =e( concerns of

the &ndian house8ife) famil( health and the scarcit( of 8ater< &n addition to the gro8ing

consciousness of health$ consumers toda( are loo=ing for 8a(s to loo= good and feel good so

that the( can get much more out of life< &n short$ consumers are see=ing >italit( in their li6es<'heir portfolio of 9! po8er brands is uni?uel( positioned to offer nutrition$ h(giene and personal

care benefits <

1&


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Herita#e

4#s heritage dates bac= to 1GGG$ 8hen the first #nile6er product$ Sunlight$ 8as introduced in

&ndia< ocal manufacturing began in the 1/90s 8ith the establishment of subsidiar( companies<

'he( merged in 1/!- to form 4industan e6er imited 'he compan( 8as renamed 4industan

#nile6er imited on Fune2!$ 200.< 'he compan( created histor( 8hen it offered e?uit( to

&ndian shareholders$ becoming the first foreign subsidiar( compan( to do so< 'oda($ the

compan( has more than three la=h resident shareholders< 4industan #nile6er imited 4# is

&ndiaCs largest %ast Mo6ing 3onsumer oods 3ompan( 8ith a heritage of o6er G0 (ears in &ndia

and touches the li6es of t8o out of three &ndians


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3hapter 2

3ompan( Profile

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,ompan& 2rofile

4industan #nile6er imited is an &ndia,based fast mo6ing consumer goods compan(< 'he

3ompan( operates in se6en business segments< Soaps and detergents include soaps$ detergent

bars$ detergent po8ders and scourers< Personal products include products in the categories of oral

care$ s=in care e@cluding soaps$ hair care$ talcum po8der and color cosmetics< Be6erages

include tea and coffee< Pac=aged foods include staples atta$ salt and bread and culinar(

products tomato,based products$ fruit,based products and soups$ &ce creams and froen

desserts< Others include *@ports$ 3hemicals$ ater business< As of March 91$ 2012$ the

3ompan( had o6er 9! brands spanning 20 distinct categories< *ffecti6e April 01$ 2019$ A?uagel

3hemicals Pri6ate imited became a subsidiar( of 4industan #nile6er td< *ffecti6e Ful( I$

2019$ #nile6er P3 raised its interest to !1

H"(US%$( U("L*V*R L"M"%*? ,R*$%"(G $ 2OS"%"V* "M2$,% O( %H* SO,"*%@?

3reating a positi6e impact )

population li6e son less than 10 litres of 8ater a da(< e belie6e that the true 8orth of an

organisation comprises more than just its business achie6ements< 'he ser6ice it renders to societ(

besto8s great 6alue on the organisation itself< e are committed to creating a responsibleleadership that has a positi6e impact on societ($ and helps sol6e its most challenging issues


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ater)

e 8ill conser6e 8ater b( 8or=ing on a 8ide range of locall( rele6ant initiati6es and

partnerships for 8ater conser6ation and spread a8areness about the issue amongst our consumers

and communities< e are 8or=ing 8ith specialied +O partners in the field of 8ater

conser6ation $and use 6arious models 8ith specific performance indicators and

e6aluation procedures< e began this journe( se6en (ears ago to build our learning< Since< then$

8e ha6e been engaged in successful projects on 8ater conser6ation across different terrains in

&ndia 8hich face acute shortage of 8ater<

Success full 8ater conser6ation pilot projects <

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2roject of )ham#aon ?

Se6en (ears ago$ our team from the 7hamgaon factor( started a pilot 8atershed man agement

project$ on a fi6e hectare plot$ to pre6ent soil degradation and to conser6e 8ater< 'he selected

area 8as located in a dr( and arid region of Maharashtra< 'he efforts ha6e resulted in the creation

of a green belt$ 8hich is no8a 6eritable forest 8ith about -$900 trees< *ncouraged b( the results$

8e e@tended the model to a neighbouring 6illage$ Par=hed$ in association 8ith 'he *nerg( and

Resources &nstitute '*R& and BA&% e6elopment Research %oundation< 'he communit( at

Par=hed constructed I. percolation bunds$ 1$-00 trenches$ -$000running metres of continuous

contour trenching o6er 100 hectares and fi6e permanent chec= dams< More than 9!0 families are

reaping the second crop$

2roject Silvassa

&n April 200I$ >anarai and 4# started a project in 7archond and later in apada$ Pati$

Sindoni$ and Sil6assa< 'ill March 2010$ the project has made an impact on 8ater and soil

conser6ation< 'he project has ensured sustainable de6elopment of 8ater and land resources$

locals ha6e attained self,sufficienc( in basic needs of food$ 8ater$ fodder and fuel$ and local

emplo(ment opportunities ha6e been generated through increased economic acti6it(< 'he other

highlights are), More than -. million litres of 8ater ha6e been har6ested since 200I, Additional

income of &+R 1-0 la=hs 8as accrued to 6illagers during project period, 92! families ha6e

benefited under 6arious programmes$ 190 families no8 ha6e access to the public toilet facilit(,

Soil conser6ation treatment has been carried out on 2G2 hectares of land <

2roduct 2uducherr& ?

&n 200G,0/$ 4#Cs Puducherr( unit partnered 8ith 4A+ %oundation$ Maduraiand identified

eight 6illage ponds for reno6ation to enhance the 8ater a6ailabilit(


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Other communit( initiative )

Pro6iding healthcare Sanjivani Mobile Medical Facility:

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e started Sanji6ani $ a mobile medical ser6ice in 2009$ to offer effecti6e medical care in

6illages surrounding our oom ooma factor( in Assam< 'he objecti6e has been to meet the

basic medical needs of people li6ing in the remote 6illages in Assam through a free mobile

medical facilit(


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Fair & Lovely Foundation:

Scholarships of up to &+R 1 la=h ha6e been a8arded to those 8omen 8ho do not ha6e the

financial strength to realie their dreams$ but ha6e the aptitude$ dri6e$ and ambition to car6e a

place of pride for themsel6es in societ(< 'he scholarship 8hich 8as a8arded onl( to

postgraduate studies has no8 been e@tended to graduate students as 8ell< Since 2009$ more than./0scholarships ha6e been a8arded to 8omen across &ndia


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2&


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Surf *@cel 8as introduced in 1/!/< &t is apioneer in the &ndian detergent po8der mar=et$ Surf

*@cel has constantl( upgraded itself o6er the (ears$ to ans8er the constantl( changing 8ashing

needs of the &ndian homema=er< 'oda( Surf *@cel offers outstanding stain remo6al abilit( on a

8ide range of stains< Surf *@cel ?uic= 8ash is po8ered 8ith a path,brea=ing technolog(, it

reduces 8ater consumption and time ta=en for rinsing b( !0J< &t is a significant benefit$ gi6en

the acute 8ater scarcit( in most of &ndia< 3reated in 1GG!$ the >im brand is still inno6ating and

using the magic of naturaling redients to create unbeatable results o6er a hundred (ears later<

>im is sold in four continents$ is the leading hand dish8ashing brand in t8ent( countries$ and is

a6ailable to more than 2 billion people around the 8orld< >im began life as a soap both in

*ngland$ and in 'hailand$ 8here 7ing Rama >as=ed #nile6er to suppl( his household 8ith

soap$ but is no8 a6ailable as acomplete range of hand dish8ashing E including bars$ po8ders

and li?uids


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4# is one of &ndias leading food companies< Our passion for understanding 8hat people 8ant

and need from their food , and 8hat the( lo6e about it , ma=es our brands a popular choice &n

the (ear 1/-2$ Broo=e Bond &ndia creates the branded roast and groundcoffee segment launching

elu@e reen abel< 1/-G ga6e birth to the first instant coffee chicor( mi@ under the brand name

Bru< +umber 1 3offee brand in &ndia #nile6erCs onl( 3offee brand *njo(s a rich heritage$ came

into e@istence in 1/-2 under the brand name elu@ereen abel 3onsistentl( offering better and

ne8er products to the consumer through impro6ed pac=aging solutions and inno6ati6e productformats *njo(s a strong presence at 6arious out of home locations <

L$)M*

%astest gro8ing hair categor( brand in &ndia L$)M* a=me 8as the first major beaut( brand

in &ndia and ta=es pride in being the e@perton &ndian Beaut( for o6er !0 (ears


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SUR! *A,*L

Rinsing clothes is the most 8ater, and time,consuming part of hand 8ashing< 4o8 are 8e

helping U4elping hand 8ash &n &ndia$ our laundr( detergent Surf *@cel is used mostl( for hand

8ashing< hen 8ashing clothes b( hand$ its rinsing that often ta=es most time and uses most

8ater E 8ater that is e@tremel( scarce$ especiall( if (ou li6e in the dr($ southern states of Andhra

Pradesh and 'amil +adu< #nderstanding the problem e 8ere as=ed if 8e could impro6e Surf

*@cel so less rinsing is needed$ 8hile stil getting clothes as clean as before< 'his is the challenge

our inno6ation team too= up


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ifebuo($ an undisputed mar=et leader for 112 (ears$ has a compelling 6ision toma=e ! billion

people across the 8orld$ feel safe and secure b( meeting their personal care h(giene D health

needsL7e( facts #ndisputed eader in the soaps mar=et of &ndia$ 8ith 1G


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=$%*R

Pureit is the 8orlds most ad6anced in,home 8ater purifier< Pureit$ a brea= through offering of

4industan #nile6er 4#$ pro6ides complete protection from all 8ater,borne diseases$

unmatched con6enience and affordabilit(<

2.


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Share of HUL compan&

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Histor& of HUL ?

3&


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&n the summer of 1GGG$ 6isitors to the 7ol=ata harbor noticed crates full of Sunlight soap

bars$ embossed 8ith the 8ords NMade in *ngland b( e6er BrothersN< ith it$ began an era of

mar=eting branded %ast Mo6ing 3onsumer oods %M3im< >anaspati 8as launched in 1/1G and the

famous alda brand came to the mar=et in 1/9.anaspati Manufacturing 3ompan($ follo8ed b( e6er Brothers &ndia

imited 1/99 and #nited 'raders imited 1/9!< 'hese three companies merged to form 4#

in +o6ember 1/!-W 4# offered 10J of its e?uit( to the &ndian public$ being the first among

the foreign subsidiaries to do so< #nile6er no8 holds !2


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in1/G-


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3hapter 9

Objecti6e

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Objective of the stud&

'he main objecti6e of this project is to find$ 8hat are the steps 4industan #nile6er td< is

adapting to be mar=et leader and to differentiate itself from its competitors<

• 'o stud( 6arious brands of 4#

• 'o stud( the competiti6e brands in the mar=et of home care products$ food brands$

personal care products

• 'o find the mar=et share of the 4# brands and its competiti6e brands<

• 'o determine the =e( areas of strength and 8ea=ness for 4# brands 'o de6elop a

promotion plan for brand communication of the 4#

• 'o stud( 6arious mar=eting strategies of 4#

3/


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3hapter I

iterature Re6ie8

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Literature Review

4industan #nile6er imited is the &ndian arm of the Anglo,utch compan( #nile6er< Both

#nile6er and 4# ha6e established themsel6es 8ell in the %ast Mo6ing 3onsumer oods

%M3 categor(< &n &ndia$ the compan( offers man( households brands li=e$ o6e$ ifebuo($

ipton$ u@$ Pepsodent $ Ponds$ Re@ona$Sun sil=$ Surf$ >aseline etc< Some of its efforts 8ere

also re8arded 8hen four of 4# brands found place in the 'op 10 brands list for the (ear 200G

published in 'he *conomic 'imes


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• 'he future opportunities for %M3 products are ta=en into consideration b( anal(ing the

increased per capita income D increased disposable income to forecast the future demand of

4#<

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3hapter !

Research Methodolog(

3


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Methodolo#& of the stud&

'here is large no< of %M3 companies in the mar=et$ to find the defining strategies used$ the

methodolog( used is inter6ie8 and sur6e( method< %or this research stud($ primar( data as 8ell

as secondar( data 8as collected Primar( ata has been collected through personal contact< %or

this purpose both ?uestion naire and one,on,one inter6ie8 8as considered 8ith the consumers$

shop o8ners and distributors D suppliers of the compan(


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3hapter -

ata Anal(sis and

&nterpretation

41


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$nal&sis and "nterpretation

M$R)*% SH$R* O! !M,G ,OM2$("*S "( "("$

"nterpretation

%rom the abo6e anal(sis mar=et share of %M3 companies in &ndia are G


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H"(US%$( U("L*V*R L"M"%*4,OM2*%"%ORS.

"nterpretation

&n some categor( mar=et challengers are gi6ing high le6el competition in different product lines

such as =etchup and tooth paste< So 8e can see that in o6erall %M3 business 4# is distanti(

ahead of rest of the companies as far as mar=et share of different product are concerned

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How man& people use of different t&pes of HUL products B

"nterpretation

%rom the abo6e anal(sis 8e can see that detergent use of 4# is 9.J$ Soaps use of 4#

compan( is I.J$ Shampoo use of 4# compan( is II


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How man& customers are satisfied with the products of HUL B

"nterpretation

%rom the abo6e anal(sis 8e can see that I0J of customers are satisfied 8ith the products of

4# and -0J are not satisfied

4/


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=here do &ou bu& !M,G products fromB

"nterpretation

%rom the abo6e anal(sis 8e can see that .GJ of customers bu(ing the products of 4# from

general stores or 12J of customers is bu(ing products of 4# from super mar=et and 10J of

customers is bu(ing directl( from the 8hole seller

46


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3hapter .

%indings

4.


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!indin#s

Products of 4# is 9.J customers use of soap and I.J customers use of Shampoo of

4# compan( and II


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3hapter G

Suggestions

4


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Su##estion and Recommendations

As it is ob6ious from the stud( the products of 4# ha6e approached the high 8ater mar= of

sale in the global consumer mar=et< 4o8e6er$ there a regenuine reasons to obser6e that the( ha6e

(et to attain the cutting edge statuson man( counts< &n this regard a fe8 suggestions can be made

to gi6e the re?uired boost to the mar=etin gprospects of 4# products< 'hese can be summed up

as follo8s) An attempt should be made b( 4# management to tap all the potential lsoffered b(

the global mar=et b( de6oting a more substantial$efficient and better e?uipped resource base<

'his tas= can be accomplishedin the first place b( implementing a stronger and more ending

distribution channel for 6arious products so that e6en those sections of consumers 8ho are not

accessible so easil($ can be co6ered 8ith greater ease< *fficient infrastructural base coupled 8ith

better and more comprehensi6e ad6ertising strategies should be resorted toW though 4#

is presentl( surfing ahead of others on the path of ta=ing some great in itiati6esit should be more

concerned about it for the purpose of corporate image building< 'he price structure for 6arious

products should be more 8ithin the limit of affordabilit( for consumersW the grassroots

consideration in this regard should not be ignored< 4ere$ the polic( of loco,centric rather than

uniform price structure 8ould certainl( be more ad6antageous< 4# should go for more planned

and sensible mar=eting an dad 6ertising strategies 8ith a 6ie8 to accomplishing the tas= of

global brand image buildings< 4(per mar=eting and retailing net8or= should get special attention

a s6ital components of 4# mar=eting polic(<

/&


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3hapter /

imitations

/1


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Limitations

&n attempt to ma=e this project authentic and reliable$ e6er( possible aspect of the topic 8as =ept

in mind< +e6ertheless$ despite of fact constraints 8ere at pla( during the formulation of this

project

'he main limitations are as follo8s)

1< ue to limitation of time onl( fe8 people 8ere selected for the stud(< So the sample of

consumers 8as not enough to generalie the findings of the stud(

2< 'he main source of data for the stud( 8as primar( data 8ith the help of self, administered

?uestionnaires< 4ence$ the chances of unbiased information are less

9< People 8ere hesitant to disclose the true facts<I< 'he chance of biased response cant be eliminated though all necessar( steps 8ere ta=en to

a6oid the same

,onclusion

/2


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&n recent (ears$ the %M3 sector declined due to do8n trading< Also because of presence of

large number of companies tr(ing to seie this opportunit($ this force the old 4# for the change

and thus$ their transformation has resulted in a ne8 4#$ 8hich has successfull( faced this

challenge and re6ersed this trend< &t has done so b( substantiall( strengthening their brands and

building capabilities< 'his has alread( begun to (ield benefits and the( are returning to gro8th<

>olume gro8th is being follo8ed b( 6alue gro8th$ 8hich in turn is bringing profit gro8th< &ndia

is one of the most e@citing mar=ets offering great potential


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=*>S"%*S

888


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X1 o (ou use %M3 productsU

[a" (es

[b" no

X2 hich brand of %M3 products do (ou useU

4industan #nile6er ,,,,,,,,

P D ,,,,,,,,

+i6ea ,,,,,,,,

,Others ,,,,,,,,

X9 here do (ou bu( %M3 products fromU

Super stores ,,,,,,,,,

Retail Stores ,,,,,,,,,

Others ,,,,,,,,

XI hich 4industan #nile6er product do (ou usuall( prefer or useU

Bathing soaps ,,,,,,

S=in care ,,,,,,,

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5es ,,,,,,

+o ,,,,,,

X- uring purchase 8hat in influence (our purchaseU

Price ,,,,,,,,

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Xualit( ,,,,,,,

Pac=aging ,,,,,,,,

*@perience ,,,,,,,

&nfluence b( others ,,,,,,,,

X.

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