Under The Supervision Of: - Submitted by: -

Ms. K.MANWANI ISHEETA

B.COM(HONS)
3
RD
YEAR
ROLL NO-061
SEC-B
ACKNOWLEDGEMENT
Doing this project has been of immense benefit to me as I
had the opportunity of getting involved in the issue
concerning the company that is of high interest to me i.e.
Hindustan UNILever Limited. The experience as very
satisfying. !hile or"ing on this project# I as confronted
ith many such issues of HUL# hich provided me a deeper
insight of it.
Today# I perceive myself as a person ho has better
"noledge of consumer care products as compared to hat
I had before this project commenced. This project or"
included application of various mar"eting techni$ues. These
exercises provided me ith a practical insight and ere of
great benefit to me.
%t the end I ould li"e to than"s my parents# friends and my
mentor &'.(.&%N!%NI# ithout hose support it as not
possible to complete my project.
CERTIFICATE
This is to certify that the project Skin !re produts
of "indust!n Uni#ever $imited% is the original or" of
IS"EETA &AR& 'Ro## no( )*+ of )S(,(-( Co##e.e%#Delhi
University.
%nd the project had been underta"en in my
supervision.I also certify that no part of this project has
been submitted for any other degree*diploma courses in
any other university.
MS.K.MANWANI ISHEETA GARG
Ment! S"#n$t%!e C$n&"&$te
S"#n$t%!e
INDEX
1.
INTRODUCTION
ABOUT THE COMPANY
Hindustan Unilever Ltd +HUL, is India-s largest .ast &oving
/onsumer 0oods +.&/0, company. HUL-s brands li"e
Lifebuoy# Lux# 'urf 1xcel# 2in# !heel# .air 3 Lovely# 4ond-s#
'unsil"# /linic# 4epsodent# /lose5up# La"me# 6roo"e 6ond#
(issan# (norr5%nnapurna# (ality !all-s are household
names across the country and span a host of categories#
such as soaps# detergents# personal products# tea# coffee#
branded staples# ice cream and culinary products. These
products are manufactured over 78 factories across India
and the associated operations involve over 9#888 suppliers
and associates. Hindustan Unilever Limited-s distribution
netor" comprises about 7#888 redistribution stoc"ists#
covering :.; million retail outlets reaching the entire urban
population# and about 9<8 million rural consumers. HUL is
also one of India-s largest exporters. It has been recognised
as a 0olden 'uper 'tar Trading House by the 0overnment
of India. 4resently# HUL has over =:#888 employees
including over =#988 managers. Its mission is to >add vitality
to life.>
In the late =?th and early 98th century Unilever used to
export its products to India. This process began in =@@@ ith
the export of 'unlight soap# hich as folloed by Lifebuoy
in =@?< and other famous brands li"e 4ears# Lux and Aim
soon after. In =?;=# Unilever set up its first Indian subsidiary#
Hindustan Aanaspati &anufacturing /ompany# folloed by
Lever 6rothers India Limited +=?;;, and United Traders
Limited +=?;<,. The three companies ere merged in
November =?<: and the ne entity that came into existence
after merger as called as Hindustan Lever Limited. HUL
offered =8B of its e$uity to the Indian public# and it as the
first among the foreign subsidiaries to do so. 6roo"e 6ond
entered Indian mar"et in =?88 and in =?8;# it launched 2ed
Label tea in the country. In =?=9# 6roo"e 6ond 3 /o. India
Limited as formed. Unilever ac$uired 6roo"e 6ond through
an international ac$uisition. 'imilarly# Lipton-s lin" ith India
date bac" to =@?@. Unilever ac$uired Lipton in =?C9 and in
=?CC Lipton Tea +India, Limited as incorporated. 4ond-s
+India, had been in Indian mar"et since =?7C. It joined the
Unilever ran"s through an international ac$uisition of
/hesebrough 4ond-s U'% in =?@:.
The liberaliDation of Indian economy in =??= and subse$uent
removal of the regulatory frameor" alloed HUL to explore
every single product and opportunity segment# ithout any
constraints on production capacity. The =??8s itnessed a
string of crucial mergers# ac$uisitions and alliances. In =??9#
the ersthile 6roo"e 6ond ac$uired (othari 0eneral .oods#
ith significant interests in Instant /offee. In =??;# it
ac$uired the (issan business from the U6 0roup and the
Dollops Ice5cream business from /adbury India. In one of
the most tal"ed about events of India-s corporate history# the
ersthile Tata Eil &ills /ompany +TE&/E, merged ith
HUL# effective from %pril =# =??;. In Fuly =??;# 6roo"e 6ond
India and Lipton India merged to form 6roo"e 6ond Lipton
India Limited +66LIL,. 6roo"e 6ond Lipton India Limited
launched !all-s range of .roDen Desserts in =??7 and by
the end of the year# HUL entered into a strategic alliance
ith the (ality Icecream 0roup families. 66LIL merged
ith HUL# ith effect from Fanuary =# =??:. HUL has also
set up a subsidiary in Nepal# Nepal Lever Limited +NLL,. The
NLL factory manufactures HUL-s products li"e 'oaps#
Detergents and 4ersonal 4roducts both for the domestic
mar"et and exports to India. In Fanuary 9888# as part of its
divestment strategy# the government decided to aard C7
per cent e$uity in &odern .oods to HLL. In 9889# HLL
ac$uired the government-s remaining sta"e in &odern
.oods. In .ebruary 988C# the company has been renamed to
>Hindustan Unilever Limited> to stri"e the optimum balance
beteen maintaining the heritage of the /ompany and the
future benefits and synergies of global alignment ith the
corporate name of >Unilever>.
OB'ECTI(ES
To understand the skin category of Hindustan Unilever
Limited.
To study various rands of HUL in skin category.
To study the com!etitive rands in the market of skin
category.
To find the market share of the HUL rands and its
com!etitive rands.
To determine the key areas of strength and "eakness for
HUL rands.
To develo! a !romotion !lan for rand communication of the
HUL skin category !roducts.
COMPANY PROFILE
Hindustan Lever Limited /ompany 4rofile is the essential
source for top5level company data and information. The
report examines the companyGs "ey business structure and
operations# history and products# and provides summary
analysis of its "ey revenue lines and strategy.
'cope of the 2eport
5 4rovides all the crucial company information re$uired for
business and competitor intelligence needs
5 /ontains a study of the major internal and external factors
affecting the company in the form of a 'ot analysis as ell
as a brea"don and examination of leading product revenue
streams
5 Data is supplemented ith details on the companyGs
history# "ey executives# business description# locations and
subsidiaries as ell as a list of products and services and
the latest available company statement>
2easons to 4urchase for suppliers
5 'upport sales activities by understanding your customersG
businesses better
5 Hualify prospective partners and suppliers
5 (eep fully up to date on your competitorsG business
structure# strategy and prospects
5 Ebtain the most up to date company information available
HISTORY
YEAR MILESTONES
1888 Sunlight soap introduced in India.
1895
Lifebuoy soap launched; Lever Brothers appoints
agents in Mumbai, Chennai, Kolata, and Karachi.
1902 !ears soap introduced in India.
1903 Brooe Bond "ed Label tea launched.
1905 Lu# flaes introduced.
1913 $im scouring po%der introduced.
1914 $inolia soap launched in India.
1918
$anaspati introduced by &utch margarine
manufacturers lie $an den Berghs, 'urgens,
$erschure Creameries, and (artogs.
1922 "inso soap po%der introduced.
1924 )ibbs dental preparations launched.
1925
Lever Brothers gets full control of *orth +est Soap
Company.
1926 (artogs registers &alda ,rademar.
1930
-nilever is formed on 'anuary . through merger of
Lever Brothers and Margarine -nie.
1931
(industan $anaspati Manufacturing Company
registered on *ovember /0; Se%ri factory site
bought.
1932 $anaspati manufacture starts at Se%ri.
1933
1pplication made for setting up soap factory ne#t to
the $anaspati factory at Se%ri; Lever Brothers India
Limited incorporated on 2ctober .0.
1934
Soap manufacture begins at Se%ri factory in
2ctober; *orth +est Soap Company3s )arden "each
4actory, Kolata rented and e#panded to produce
Lever brands.
1935 -nited ,raders incorporated on May .. to maret
!ersonal !roducts.
1937
Mr. !raash ,andon, one of the first Indian
covenanted managers, 5oins ($M.
1939
)arden "each 4actory purchased outright;
concentration on building up &alda $anaspati as a
brand.
1941
1gencies in Mumbai, Chennai, Kolata and Karachi
taen over; company ac6uires o%n sales force.
1942
-nilever taes firm decision to 7train Indians to tae
over 5unior and senior management positions
instead of 8uropeans7.
1943
!ersonal !roducts manufacture begins in India at
)arden "each 4actory.
1944
"eorganisation of the three companies %ith common
management but separate mareting operations.
1947 !ond3s Cold Cream launched.
1951
Mr. !raash ,andon becomes first Indian &irector.
Shamnagar, ,iruchy, and )ha9iabad $anaspati
factories bought.
1955 :;< of managers are Indians.
1956
,hree companies merge to form (industan -nilever
Limited, %ith .=< Indian e6uity participation.
1957
-nilever Special Committee approves research
activity by (industan -nilever.
1958 "esearch -nit starts functioning at Mumbai 4actory.
1959 Surf launched.
1961
Mr. !raash ,andon taes over as the first Indian
Chairman; .>. of the /=; managers are Indians.
1962 4ormal 8#ports &epartment starts.
1963
(ead 2ffice building at Bacbay "eclamation,
Mumbai, opened.
1964
8tah dairy set up, 1ni ghee launched; 1nimal feeds
plant at )ha9iabad; Sunsil shampoo launched.
1965
Signal toothpaste launched; Indian shareholding
increases to .?<.
1966
Lever3s baby food, more ne% foods introduced;
*icel catalyst production begins; Indian
shareholding increases to .;<. Statutory price
control on $anaspati; ,a5 Mahal tea launched.
1967
(industan -nilever "esearch Centre, opens in
Mumbai.
1968
Mr. $. ). "a5adhyasha taes over as Chairman
from Mr. !raash ,andon; 4ine Chemicals -nit
commissioned at 1ndheri; informal price control on
soap begins.
1969
"in bar launched; 4ine Chemicals -nit starts
production; Bru coffee launched
1971
Mr. $. ). "a5adhyasha presents plan for
diversification into chemicals to -nilever Special
Committee @ plan approved; Clinic shampoo
launched.
1973
Mr. ,. ,homas taes over as Chairman from Mr. $.
). "a5adhyasha.
1974
!ilot plant for industrial chemicals at ,alo5a;
informal price control on soaps %ithdra%n; Liril
mareted.
1975
,en@year modernisation plan for soaps and
detergent plants; 'ammu pro5ect %or begins;
statutory price control on $anaspati and baby foods
%ithdra%n; Close@up toothpaste launched.
1976
Construction %or of (aldia chemicals comple#
begins; ,alo5a chemicals unit begins functioning.
1977
'ammu synthetic &etergents plant inaugurated;
Indian shareholding increases to .A.;0<.
1978
Indian shareholding increases to B?<; 4air C Lovely
sin cream launched.
1979
Sodium ,ripolyphospate plant at (aldia
commissioned.
1980
&r. 1. S. )anguly taes over as Chairman from Mr.
,. ,homas; -nilever shareholding in the company
comes do%n to ;.<.
1982 )overnment allo%s ;.< -nilever shareholding.
1984
4oods, 1nimal 4eeds businesses transferred to
Lipton.
1986
1gri@products unit at (yderabad starts functioning @
first range of hybrid seeds comes out; Khamgaon
Soaps unit and Davatmal !ersonal !roducts unit
start production.
1988 Launch of Lipton ,aa9a tea.
1990 Mr. S. M. &atta taes over as Chairman from &r. 1.
S. )anguly.
1991 Surf -ltra detergent launched.
1992
(-L recognised by )overnment of India as Star
,rading (ouse in 8#ports.
1993
(-L3s largest competitor, ,ata 2il Mills Company
E,2MC2F, merges %ith the company %ith effect
from 1pril ., .>>B, the biggest such in Indian
industry till that time. Merger ultimately
accomplished in &ecember .>>?; Launch of $im
bar; Kissan ac6uired from the -B )roup.
1994
(-L forms -nilever *epal Limited, (-L and -S@
based Kimberley@Clar Corporation form ;=G;= 5oint
venture @ Kimberley@Clar Lever Ltd. @ to maret
(uggies diapers and Kote# feminine care products.
4actory set up at !une in .>>;; (-L ac6uires
K%ality and Milfood .==< brandnames and
distribution assets. (-L introduces +all3s.
1995
(-L and Indian cosmetics ma5or, Lame Ltd., form
;=G;= 5oint venture H Lame Lever Ltd.; (-L enters
branded staples business %ith salt; (-L recognised
as Super Star ,rading (ouse.
1996
Mr. K. B. &adiseth taes over as Chairman from Mr.
S. M. &atta; Merger of )roup company, Brooe
Bond Lipton India Limited, %ith (-L, %ith effect
from 'anuary .; (-L introduces branded atta; Surf
8#cel launched.
1997
-nilever sets up International "esearch Laboratory
in Bangalore; ne% "egional Innovation Centres also
come up.
1998
)roup company, !ond3s India Ltd., merges %ith (-L
%ith effect from 'anuary ., .>>A. (-L ac6uires
Lame brand, factories and Lame Ltd.3s ;=<
e6uity in Lame Lever Ltd.
2000
Mr. M. S. Banga taes over as Chairman from Mr. K.
B. &adiseth, %ho 5oins the -nilever Board; (-L
ac6uires 0?< stae in Modern 4ood Industries Ltd.,
the first public sector company to be disinvested by
the )overnment of India.
2002
(-L enters 1yurvedic health C beauty centre
category %ith the 1yush range and 1yush ,herapy
Centres.
2003
Launch of (industan Lever *et%or; ac6uisition of
the 1malgam )roup
2005 Launch of 7!ureit7 %ater purifiers
DISTRIBUTION NETWORK
IsnGt surprising that e get hatever e need near to our
house for products hich are manufactured far aay.Iou
got to have a cutting distribution netor" in place to ma"e it
successful. %t Hindustan UNILever Limited# the distribution
netor" is one of its "ey strengths that help them reach its
products across the length and breadth of this vast
country.ThatGs hy one can ensure that &r. 2ahul in
(anya"umari gets his Lifebuoy soap and &rs. Fain in
0urgaon gets her favourite (norr %nnapurna atta henever
they feel the need for it.
At the cutting edge o co!"etiti#ene$$
To meet the ever5changing needs of the consumer# HUL has
set up a distribution netor" that ensures availability of all its
products# in all outlets# at all times. This includes#
maintaining favourable trade relations# providing innovative
incentives to retailers and organising demand generation
activities among a host of other things.
HUL-s products# manufactured across the country# are
distributed through a netor" of about C#888 redistribution
stoc"ists covering about one million retail outlets. The
distribution netor" directly covers the entire urban
population.
The general trade comprises grocery stores# chemists#
holesale# "ios"s and general stores. Hindustan Unilever
services each ith a tailor5made mix of services. The
emphasis is e$ually on using stores for direct contact ith
consumers# as much as is possible through in5store
facilitators.
At t)e s%*e!+$!,ets
'elf5service stores and supermar"ets are fast emerging in
metros and large tons. To service modern retailing outlets
in the metros# HUL has set up a full5scale sales organisation#
exclusively for this channel. The business system delivers
excellent customer service# hile driving groth for the
company and the store. %t the same time# innovative
mar"eting initiatives are ta"en to provide consumers ith
experience of our brands at the store itself# through product
tests and in5store sampling.
In t)e -"..$#es
HUL has also revamped its sales organisation in the rural
mar"ets to fully meet the emerging needs and increased
purchasing poer of the rural population. The company has
brought all mar"ets ith populations of belo <8#888 under
one rural sales organisation. The team comprises an
exclusive sales force and exclusive redistribution stoc"ists#
under the charge of dedicated managers. The team focuses
on building superior availability# hile enabling brand
building in the deepest interiors. HUL-s distribution netor"
in rural India already directly covers about <8#888 villages#
reaching about 9<8 million consumers# through about :888
sub5stoc"ists.
/!0e1t S)$,t"# HUL-s partnership ith 'elf Help 0roups of
rural omen# is becoming an extended arm of the company-s
operation in rural hinterlands. 'tarted in 988=# 4roject 'ha"ti
has already been extended to about <8#888 villages in =9
states 5 %ndhra 4radesh# (arnata"a# 0ujarat# &adhya
4radesh# Tamil Nadu# /hattisgarh# Uttar 4radesh# Erissa#
4unjab# 2ajasthan# &aharashtra and !est 6engal. The
respective state governments and several N0Es are actively
involved in the initiative. The 'H0s have chosen to partner
ith HUL as a business venture# armed ith training from
HUL and support from government agencies concerned and
N0Es.
H"n&%st$n 2n".e-e! Net3!, (H2N) is the company-s arm in
the Direct 'elling channel# one of the fastest groing in India
today. It already has about ;.< la"h consultants 5 all
independent entrepreneurs# trained and guided by HLN-s
expert managers. HLN has already spread to over =<88
tons and cities# covering @8B of the urban population#
bac"ed by 79 offices and 978 service centres across the
country. It presents a range of customised offerings in Home
3 4ersonal /are and .oods.
He$.t) 4 Be$%t5 Servies are Hindustan Unilever-s
simultaneous foray to meet the increasing consumer need
for such products and services. La"me 'alons provide
specialised beauty services and solutions# under the
recognised authority of the La"me brand. The %yush
Therapy /entres provide easy access to authentic %yurvedic
treatments andproducts.
Hindustan Unilever# hich once pioneered distribution in
India# is today reinventing distribution 5 creating ne
channels# and redefining the ay current channels are
serviced. In the process it is converging product availability#
ith brand communication and brand experience.
Enh%ncing %&%'ene$$
&ass media reaches only <CB of the rural population.
0enerating aareness# then# means utilising targeted#
unconventional media including ambient media. HUL has
been utilising events such as fairs and festivals# haats# et al#
as occasions for brand communication. /inema vans# shop5
fronts# alls and ells are other media vehicles that it has
utilised to heighten brand and pac" visibility.
O#e'co!ing %ttitude$ %nd h%(it$
/reating distributive reach is not sufficient to tap the rural
mar"ets. &ar"et development can be a difficult tas" because
in rural India# both consumption and penetration is lo. .or
instance# only three out of =8 people in rural areas use
toothpaste or talcum poder# or shampoo and s"in care
products# and only six use ashing poders.
The 'o%d %he%d
The next phase of research has been to improve the
functional delivery of HULGs brands# ensuring that it is able to
fully satisfy consumer needs and remain ahead of
competition. This is done through the development of
innovative products and ne processes# applied across the
entire spectrum of the company-s business. It is this
development and application of technology that ma"es HUL#
the mar"et leader in areas as diverse as .air 3 Lovely
/ream and hybrid maiDe seeds. 2esearch finds its
application as much in Lifebuoy soap# as it does in the
development of its functionalised biopolymers# hich
improve $uality and productivity in the paper industry.
It is often believed that the role of technology in the
4ac"aged &ass /onsumption 0oods +4&/0, area is
limited. HULGs experience has been exactly the oppositeJ i.e.
the technology in 4ac"aged &ass /onsumption 0oods
+4&/0, is critical. '"illfully applied it can result in
fundamentally loer cost structures and the ability to deliver
ne and more exciting benefits to meet the groing
aspirations of consumers.
2ecently# HUL has begun to use research to support its
export initiatives# thus ensuring that the exports are both
globally competitive and sustainable. .or example# it has
developed a cold5ater soluble instant tea poder# hich
has become a major export product. HUL has been able to
isolate and process a poerful ultraviolet ray absorbing
sunscreen from an indigenous naturally occurring vegetable
oil. This is being exported to 1urope and has significant
long5term potential.
Hindustan UNILever has been successful in the application
of research because it has fully integrated ith its business.
% ay forard for India could also be to ensure that strong
lin"ages are forged beteen industry and the various
research establishments.
MARKET PRESENCE)*
HULGs purpose is to meet the everyday needs of people
everyhere.
This vision has made HUL# India-s largest 4ac"aged &ass
/onsumption 0oods /ompany# ith leadership in Home and
4ersonal /are 4roducts and .oods and 6everages.
It is the country-s largest mar"eter of 'oaps# Detergents# and
Household /are products.
Its expertise in 4ersonal 4roducts ma"es it the leader in
'hampoos# '"in /are 4roducts# /olour /osmetics#
Deodorants# and .ragrances.
In .oods and 6everages# HUL remains the undisputed
mar"et leader in Tea# 4rocessed /offee# 6randed !heat
.lour# Tomato 4roducts# Ice /ream# Fams and '$uashes.
In Ne Aentures# the ne entrants are in Healthcare#
/onfectioneries and Netor" &ar"eting.
HUL is also one of the country-s biggest exporters and has
earned the distinction of a 'uper 'tar Trading House. Its
1xports Division is a net foreign exchange earner. %mong
the 1xports are branded 'oaps and Detergents# 4ersonal
4roducts# Tea and /offee# 6asmati 2ice# /astor Eil and its
Derivatives# &eals*1xtractions# and &arine 4roducts.
Hindustan UNILever has launched "indust!n U/I$ever
/et0ork# a uni$ue Netor" &ar"eting opportunity.
Hindustan UNILever Netor" aims to be the most preferred
business opportunity by partnering its /onsultants to
success and providing them ith a business and self5
development opportunity that is truly rearding.
HUL has so far been present in the Direct 'elling /hannel
ith %viance# an international range of customiDed beauty
solutions. !ith Hindustan UNILever Netor"# HUL plans to
aggressively enter into other consumer categories by
offering its /onsultants an exclusive and complete range of
high $uality# high5performance products. The first such
initiative through the launch of the $ever "ome range of
products for home care# "itchen care and laundry care ill
be in the mar"et in .ebruary 988;. Avi!ne ould come
under the umbrella of Hindustan UNILever Netor" as the
personal care beauty brand in this channel.
SWOT ANALYSIS)*
St'ength$
HLL enjoys a formidable distribution netor" covering over
;788 distributors and =: million outlets. This helps them
maintain heavy volumes# and hence# fill the shelves of most
outlets. The ne sales organiDation named -Ene HLL- brings
>Household and 4ersonal /are> and foods distribution
netor"s together# thereby aligning all the units toards the
common goal of achieving success. HLL has been
continuously able to gro at a rate more than groth rate for
.&/0 'ector# thereby reaffirming its future stronghold in
Indian mar"et.
$ro%ect &hakti ' (ural India is s!read across )*+#,,, villages and
!ossesses a serious distriution challenge for -./0 /os. HLL has
come u! "ith a uni1ue and successful initiative "herein the
"omen from the rural sector market HLL !roducts# and hence# are
ale to reach the same "avelength as of the common man in
village. 2!art from !roduct reach# the initiative also creates rand
a"areness amongst the lo"er strata of society. This has rought
aout !henomenal results.
We%+ne$$e$
HLL-s mar"et dominance# originating from its extensive
reach and strong brand presence# alloed it to raise the
prices even as ra materials ere getting cheaper. Hence#
though the volumes decreased# the margins gre# and
company as able to earn more profits. 6ut higher margins
attracted competition in areas of operations. HLL-s strategy
remained focused on creating poer brands and earning
higher margins. It as not left ith any other option but to try
cutting don the costs in order to protect volumes# if not
increase it.%s shon in above figure# the "ey differentiators
for an .&/0 player are ability to call shots and pricing
poer# and HLL has shon ea"ness over both these
factors.
HLL-s ea"ness as its inability to transform its strategies at
the right time. They continued ith the same old strategy
hich helped them gain profits but as not genuine in this
changed environment. HLL-s ris" aversion and mar"et
myopia led to stagnation of business# and ferocity of
competition forced it into a defensive mode. Lac" of pricing
poer in core business and absence of groth drivers have
put HLL on a deflationary mode.
O""o'tunitie$
India is one of the orld-s largest producer of .&/0
goods but its exports are miniscule as compared to
production. Though Indian /os. have been going global#
their focus is more toards %sian countries because of the
similar preferences. HLL is one of the top companies
exporting .&/0 goods from India. %n expansion of horiDons
toards more and more countries ould help HLL gro its
consumer base and henceforth the revenues.
Epportunity in .ood 'ector 5 The advent of modern trade
has opened up greater opportunities for HLL to diversify its
brand and strength its food division. It could loo" at
introducing products from its parents stable li"e margarines
and could also loo" at expanding its (norr range of products.
!ell5placed to ta"e advantage of future .&/0 0roth 5
HLL reach out @8B of 98C million households in the country
through various brands. It has a very ell5defined product
portfolio spread across many product categories.
$enetration levels for some ma%or categories like skin'cream
3**45# sham!oo 36745# tooth!aste 38745 and !rocessed foods#
continue to remain lo" offerings ut great gro"th o!!ortunities
!roducts.
Th'e%t$
IT/ has reduced its dependence on the cigarettes
business 5 /ontribution of the core business in revenues has
come don from @CB in .I?? to C8B in .I8<. Ever a
period of five years# IT/ has extended its presence into
areas li"e foods# retailing# hotels# greetings# agri# paper# etc.
These are businesses that can give it groth impetus in the
long run. !ith IT/ gaining momentum in each of these
businesses# it is turning into a consumer monolith# and
hence# the greatest threat to HLL-s 6usiness.
''(I India has gone on to say# >!e maintain Eut performer
on IT/ ith a price target of 2s. 9988# hile our Under
performer call on HLL remains unaltered +price target of 2s.
=:8,.>
SKIN CATEGORY
/EARS
Introduced in India in 19,*# $ears soa! has no e1ual. It is gentle
enough# even for ay:s skin.
$ears is manufactured like any other soa!# ut unlike in
conventional soa!s# the glycerine is retained "ithin the soa!. That
is the cause of its uni1ue trans!arency. 2fter manufacturing# the
soa! is mello"ed under controlled conditions over "eeks. 2t the
end of this maturing !rocess# it is individually !olished and !acked
in cartons.
Today $ears is availale in three variants ' the traditional amer
variant# a green variant for oil control and a lue variant for germ
!rotection.
6AIR 4 LO(ELY
2 "oman:s !assion for eauty is universal and catering to this
strong need is -air ; Lovely. <ased on a revolutionary
reakthrough in skin lightening technology# -air ; Lovely "as
launched in 19+7.
The Hindustan Lever (esearch /entre 3it is among the largest
research estalishments in India:s !rivate sector# including
!harmaceutical com!anies# "ith facilities in .umai and
<angalore5 de!loyed technology# ased on !ioneering research in
the science of skin lightening to develo! -air ; Lovely. The
formulation is !atented. Its formulation acts safely and gently "ith
the natural rene"al !rocess of the skin# making com!le=ion fairer
over a !eriod of si= "eeks.
-air ; Lovely is formulated "ith o!timum levels of U>
sunscreens and Niacinamide that is kno"n to control dis!ersion of
melanin in the skin. It is a !atented and !ro!rietary formulation#
"hich has een in the market for *? years. Niacinamide 3>itamin
<65 is a "ater'solule vitamin and is "idely distriuted in cereals#
fruits and vegetales ' and its use in cosmetic formulations has
een kno"n for various end enefits. The U> com!onents of the
formulation are scientifically chosen and used at o!timum levels to
!rovide "ide s!ectrum !rotection against U> rays of the sun.
&!ecifically# this !atented formulation offers a high U>2
!rotection# "hich is more relevant to 2sian skin than !lain &$-
!rotection creams sold in the @est. 2ll the active ingredients in the
-air ; Lovely formulation function synergistically to lighten skin
colour through a !rocess that is natural# reversile and totally safe.
/OND7S
$ond:s has een synonymous "ith skin care in India since 198+.
The im!ressive track record of $ond:s egan "hen Theron T $ond#
a !harmacist from Utica Ne" Aork# introduced :$ond:s 0olden
Treasure: in 178)# a "itch'haBel ased "onder !roduct. In 1918#
$ond:s /old /ream and >anishing /ream marked the rand:s
evolution to a eauty icon. In 19?? $ond:s E=tract /om!any
merged "ith /heserough .anufacturing and in 197+ Unilever
!urchased /heserough'$ond:s. <y this time the $ond:s rand had
uilt u! a !o"erful international !resence.
-rom one man in a tiny home'made laoratory# to today:s state of
the art (;D facilities led from <angkok# .umai# Ne" Aork and
Tokyo# the $ond:s !romise has remained the same across ?7
countries ' to deliver !roducts that make a real difference to
"omen:s skin and the "ay they live their lives.
(ASELINE
>aseline is a trusted rand "orld"ide associated "ith daily skin
care and healthy skin for the entire family. >aseline has een
kee!ing skin healthy since 17+,.
T)e ($se."ne /)".s*)58
The need for >aseline is ased on real skin facts. @e elieve our
skin is amaBing. It !rotects us# heals itself# connects us to the
"orld# transmits emotions. 2nd this amaBing skin needs to e
looked after. Noody kno"s skin# and ho" to kee! it at its healthy
est. This "hy HUL make !roducts that maintain our skin
condition at its est and enhances its natural health.
($se."ne /et!.e%+ 'e..5 I./.
>aseline $etroleum Celly is a mi=ture of .ineral oils# $araffin and
microcrystalline "a=es# is that "hen lended together# create
something remarkale' it literally melts into your ody# !rotecting
the skin from "ithin.
>aseline !etroleum Celly serves t"o functions. -irst it hel!s kee!
the outside "orld out D it !rotects skin from effects of "eather and
e=!osure. &econd it acts like a sealant to kee! the inside "orld in#
therey acting as a arrier to the natural "ater loss from our skin.
&o &kin that is dry and cha!!ed is !rotected from drying elements#
enaling skin softening moisture to uild u! naturally from inside
the skin itself.
($se."ne Tt$. M"st%!e B&5 Lt"n8
<eneath the surface# your skin is 9,4 "ater# enaling it to act as a
moisture and nutrient reserve. &o kee!ing your skin "ell hydrated
is critical to your "ell'eing.
Unfortunately ho"ever# our ody tends to lose moisture
throughout the day. <athing# casual contact# "ashing# sitting in the
2/ for too long# seasonal changes# all ros the ody of its
moisture. >aseline Total .oisture is a fast'asoring lotion
enriched "ith &oya and Eat !rotein that are kno"n to nourish the
skin from dee! inside "hile >itamin E feeds your skin "ith the
nutrient that is essential to kee! it glo"ing. Together they result in
healthy looking skin.
($se."ne A.e C. $n& 6!es) B&5 Lt"n8
@ith the goodness of /ucumer and 2loe >era# this light
moisturising ody lotion is es!ecially made to meet your skin
needs in summer. /ucumer is a sur!rising eauty secret for the
skin "ith its hydrating# cooling and soothing !ro!erties. 2loe >era
on the other hand# is an un!aralleled moisturiser and cell
re%uvenator "hich is e=cellent for dry skin. Together# these t"o
ingredients can kee! your skin looking and feeling its healthiest
est.
LAKME
Half a century ago# as India took her ste!s into freedom# Lakme#
India:s first eauty rand "as orn. 2t a time "hen the eauty
industry in India "as at a nascent stage# Lakme ta!!ed into "hat
"ould gro" to e amongst the leading# high consumer interest
segments in the Indian Industry ' that of skincare and cosmetic
!roducts. 2rmed "ith a !otent comination of foresight# research
and constant innovation# Lakme has gro"n to e the market leader
in the cosmetics industry.
Lakme today has gro"n to have a "ide variety of !roducts and
services that cover all facets of eauty care# and arm the consumer
"ith !roducts to !am!er herself from head to toe. These include
!roducts for the li!s# nails# eyes# face and skin# and services like
the Lakme <eauty &alons.
LAKME S2MMER COLLECTION
$!kme Sun E1pert
U#tr! m!tte
super light sunscreen
insta oil absorb
complex
S,F 2)34-edium
,rotetion5 6
S,F 7)34"i.h
,rotetion5

$!kme Sun E1pert U#tr! m!tte -
S,F 2)3
La"me presents a revolutionary light
sunscreen# ith insta oil absorb
complex. This broad spectrum fluid
instantly absorbs excess oil from the
surface of the s"in# leaving your face
matte and shine5free.
.inally sunscreen comfortable
enough to become a daily habit.
1nabling you to do hat is right for
your s"in5 no matter hat the
eather.Its UA% and UA6 absorbers
give you perfect protection for
medium levels of sun exposure#
defending your s"in from harmful sun
damage.
"o0 to Use:
%pply on face# nec" and other
exposed areas atleast 98minutes
before stepping out in the s"in. !ait
for a minute before applying ma"eup
re5apply every ; to 7 hours.
C#ik "ere for -ore 8et!i#s
$!kme Sun E1pert
sun protection creme
moisture intense
sunscreen
S,F 7)34"i.h
,rotetion5
La"me 'un 1xpert &oisture Intense
'unscreen '4. ;8K ith UA% and
UA6 4rotection controls sun related
damage li"e s"in dar"ening# sun
spots# premature ageing
!ith extracts of %loe Aera and 'eet
Erange# this intense creme has a
deep moisturising action. 6est suited
for Dry and Dehydrated s"in. This
formulation is ater and seat
resistant.
To Use:
%pply daily to face and other exposed
areas. 2e5apply every ; to 7 hours.
Resu#ts:
&oisturised s"in that is protected
from the harmful effects of the 'un.
9ey In.redients:
%$ua# Ectyl &ethoxycinnamate#
/yclomethicone# 6enDophenone5;#
Titanium Dioxide# 4erfume.
$!kme Sun E1pert
Sunsreen $otion
S,F - +:
For A## Skin types
$!kme Sun E1pert Sunsreen
$otion S,F-+:
For A## Skin types
% =88B oil5free formulation that
protects normal s"in from C8B of s"in
damage. 'pecially formulated for
Indian s"in that tans easily# ne
La"me 'un 1xpert has '4. =< to
prevent tanning and bloc" out harmful
rays.
"o0 it ;orks
&oisturises# nourishes and prevents
tanning# rin"ling# spots and "eeps
s"in soft.
"o0 to Use
&assage gently onto face# nec"#
hands and other exposed parts of the
body. Use daily# all year round#
hether you are indoors or
outdoors. .
$!kme Sun E1pert
Sun<#ok
For Sensitive Skin
$!kme Sun E1pert Sun <#ok
For Sensitive Skin
%n oil5free# ater and seat resistant
formulation ith enhanced protection
from UA% and UA6 radiation.
'pecially formulated for Indian s"in
that tans easily# ne La"me 'un
1xpert has '4. 9< to prevent tanning
and bloc" out harmful rays.
"o0 it ;orks
Nourishes your s"in and ensures
long5lasting UA protection for
sensitive s"in.
"o0 to Use
&assage gently onto face# nec"#
hands and other exposed parts of the
body. Use daily# all year round#
hether you are indoors or outdoors.
$!kme Sun E1pert
Sunsreen Souff#=
$!kme Sun E1pert Sunsreen
Souff#=
For Oi#y Skin
% uni$ue# ater5based# lighteight
sunscreen that-s non5greasy and
prevents C8B of s"in damage.
'pecially formulated for Indian s"in
that tans easily# ne La"me 'un
1xpert has '4. 98 to prevent tanning
and bloc" out harmful rays.
"o0 it ;orks
4revents tanning and protects oily
s"in from sun damage.
"o0 to Use
&assage gently onto face# nec"#
hands and other exposed parts of the
body. Use daily# all year round#
hether you are indoors or outdoors.
/OND7S WHITE BEA2TY
$art of the Unilever !ortfolio since 197)# $ond:s recently
announced the launch of :$ond:s @hite <eauty Deto=: range that
gives a visily illuminated and nourished !ink glo".
Talking of luminous# $ond:s @hite <eauty is not %ust aout skin
"hitening for the consumer# ut aout a radiant healthy skin that
gives a nourished !ink glo". $ond:s @hite <eauty has deto=ifying
vitamins <6# <)# E# and /# "hich neutraliBes the effect of
darkness'causing im!urities found in the environment and reduces
accumulated melanin# thus giving a smooth# !ure and right skin.
$ond:s @hite <eauty re!resents the international e=!ertise of
$ond:s in !roviding su!erlative skincare regimes. Increasingly#
Indian "omen are looking for the com!lete skincare regime of
cleansing# toning and moisturiBing and this !roduct range !rovides
all eauty regime re1uirements.
The range consists of @hite <eauty Deto= /leanser "hich cleans
thoroughly# @hite <eauty Deto= Toner# "hich tightens the o!en
!ores and smoothens out the rough a!!earance of the skinF @hite
<eauty &kin Lightening /ream "ith Deto= vitamins that nourish
skin from "ithin# and @hite <eauty Deto= Lotion# "hich
re!lenishes skin:s natural moisture level and gives visily glo"ing
and smooth !inkish skin.
/OND7S AGE MIRACLE
2s a rand that understands "omen# around the "orld# $ond:s
recogniBes that true eauty is derived from love and "armth as
"ell as the crediility of an international skincare heavy"eight.
$ond:s is offering a variety of ranges for "omen. $ondGs 2ge
.iracle is another e=am!le of that.
H/andlelight dinners# long drives and the sound of sa=o!hones "ill
e !art of your lives# once again. The smell of love in the air# the
feeling of your heart ski!!ing a eat# once again.I @hen Hindustan
Lever thre" a !arty to formally launch its !remium $ond:s 2ge
.iracle range it used these "ords in invitation. . The -./0
ma%or !romised to ring romance ack into the 6?'!lus "oman:s
life "ith a ne" look courtesy $ond:s 2ge .iracle.
COM/ETITI(E BRANDS
/ROD2CT /RO6ILE
6IAMA DI WILLS (ITC)
The -iama Di @ills range of soa!s has een launched under the
su ' rand SkinSense( The first variant to e introduced in this
range is Soft &reen( This is a gentle caring soa!# "hich hel!s
enhance retention of skin !roteins making skin look eautiful and
youthful.
In -eruary *,,7# IT/ launched t"o ne" ranges of soa! ' ("-e. D"
W"..s and ("-e. 'to cater to the skincare needs of a "ide range of
consumers. <acked y consumer insights# the ranges offer a uni1ue
value !ro!osition of ringing together ingredients that !rovide
multi!le enefits of Nourishment# $rotection and Hydration in a
single !roduct. Hence !roviding the ever discerning consumer
com!lete care.
The pac"aging# reflecting the philosophy of the brand# fuses
multiple benefits. The uni$ue carton pac" has been
developed by IT/Gs design team to provide a novel
consumer experience.
The >ive# 8i ;i##s range is available in to variantsL
? >ive# 8i ;i##s Sheer R!di!ne is
enriched ith Elive Eil# to provide s"in
lustre to ma"e it radiant.
? >ive# 8i ;i##s Sheer Cr@me is enriched
ith 'hea 6utter# to moisturiDe s"in to
ma"e it soft and supple.
The >ive# range is available in four variants
? >ive# Aoun. &#o0 is enriched ith
Aitamin 1 and .ruit Infusions hich help
in providing youthful glo to the s"in.
? >ive# S!tin Soft is enriched ith Aitamin
1 and %loe Aera hich help the s"in feel
beautifully soft.
? >ive# S!nd!# Sp!rk#e is enriched ith
'andalood Eil and %ctive /lay hich
helps in providing clear s"in.
? >ive# Ayurved! Essene is enriched
ith multiple %yurvedic Ingredients hich
help protect s"in from germs and harsh
environment# "eeping it healthy and
beautiful.
2lthough the market trend sho"s that these IT/ rands are no
com!etition to $ears right no". <ut if IT/ im!roves its
distriution net"ork then these rands can e a threat to HUL.

6$"!ness 1!e$+s
6AIR ONE
:-airone -airness /ream: "as launched %ointly y Elder
$harmaceuticals and &hahnaB Husain. Elder $harmaceuticals Ltd
and &hahnaB Husain# heral eauty s!ecialist# had entered into an
agreement to launch four skin care !roducts during *,,)'*,,+.
Elder undertakes the manufacturing and marketing of the !roducts#
"hile the conce!tion and com!osition is done y Husain. Elder
$harmaceuticals Ltd. is one of the leading com!anies in India in
the skin care sector. The com!any is a ma%or manufacturer of aloe
vera'ased skin care !roducts.
Indi!tions.%I2 EN1 cream has a
uni$ue blend of herbal
ingredients li"e saffron#
honey# apricot oil# rose#
cucumber and lemon
distillate. The formulation
protects the s"in from the
dar"ening effects of the
sun. Honey# a natural
moisturiDer# nourishes the
s"in# "eeping it smooth
and supple.
.%I2 EN1 cream helps
to ma"e your s"in loo"
fairer and brighter.

-ethod of
Use
%pply to face# nec" and
arms tice daily. 'ee
results in Ene fortnight.


6AIR AND HANDSOME
2 fair com!le=ion has al"ays een associated "ith success and
!o!ularity. .en and "omen alike desire fairness# it is elieved to
e the key to a successful life. @ell for "omen the market is
loaded "ith fairness cream ut for men there are very fe" creams.
Emami -air and Handsome is one such cream for men.
Emami heralists and dermatologists from India along "ith
2ctivor /or! U&2# has created H-air ; HandsomeI a fairness
cream for .en "ith a reakthrough -ive $o"er -airness &ystem to
make skin fair and handsome in 8 "eeks.
Em!mi - F!irness Cre!m
for -en
F!ir !nd "!ndsome

9ey in.redients
First time ever f!irness re!m
for men
1mami in collaboration ith
%ctivor /orp# U'% has created a
uni$ue fairness cream for men
ith a brea"through 4eptide
complex patented in the U'%.
This onder molecule peptide
or"s on the collagen structure
of male s"in and dramatically
improves s"in texture and
fairness in just 7 ee"s. Its
pleasant cooling gives an after5
shave effect.
"o0 does it 0orkB
%ctive ingredients regulate
production of melanin.
MMMMMMMMMMMMM
4eptide# Li$uorice# Aetiver
3 %loe vera.
Natural sunscreen protects
against UA rays.
4eptide in combination ith
Aetiver and 2ose !ater
ma"es s"in fair and fresh
ith a pleasant cooling
sensation.
;h!t it does:
Improves fairness in 7
ee"s.
4rotects against sun-s UA
rays.
&oisturises s"in even after
shaving.
2elieves stress and fatigue
signs.
The efficiency of this cream has
been dermatologically tested on
Indian male s"in
C;B ere found to be fairer
C@B found it to be an effective
after shave5moisturiser
C<B found effective oil5control.
GARNIER
0arnier is a division of L:ErJal that !roduces hair care !roducts#
including the -ructis line# and most recently# skin care !roducts
under the name# Nutritioniste# that are sold around the "orld. Ene
of their key ingredients is a fruit concentrate used in all their
!roducts. It is a comination of fruit acids# vitamin <6 and <)#
fructose and glucose.
6$"!ness 9 &$!, s*ts
*!e-ent"n &$".5 +"st%!"se!
L"#)tens s,"n
/!e-ents &$!, s*ts :!+
!e$**e$!"n#.
Ant"-+$!,s 9 :$"!ness
1n1ent!$te
En)$n1es t)e s,"n;s -e!$..
:$"!ness
Re&%1es t)e n%+<e! 4
"ntens"t5 : &$!, s*ts.
6AIRE(ER
Natural -airever "as initially launched in 2.$. in 1997# follo"ing
that a national launch "as made in 1999. -airever is the rand of
/avinKare $vt Ltd3/K$L5. This cream has a lend of saffron and
milk. It claims to "ork from "ithin to !rovide a distinctly fairer#
glo"ing com!le=ion much like that of Kashmiri eauties in %ust 8
"eeks Tri!le sunscreens also retain your fairness and reduce the
harmful effects of U> rays. It comes in a !ack of ?,g and 1,,g.
The ?,g !ack costs (s.??.
The -airever claims to have consumers as a "oman "ho is the
young and contem!orary "oman of today. &he has strong values
and elieves in using a natural !roduct that "ill hel! ring out her
natural eauty from "ithin.
F!irever
.airness /ream
.airever .airness /ream
ith 'affron# &il" and
Fruit >it!#isers

Use tice every
day.
TALC2M /OWDER
CINTHOL
/inthol talc is a !roduct of 0ED(EC /onsumer $roducts Ltd
30/$L5. 0/$L identifies /inthol as its !o"er rand. 0/$L has
launched ne" /inthol range of soa!# talc and deodorant "ith
<olly"ood actor Hrithik (oshan as its ne" rand amassador.
/inthol offers a range of soa!s# talc and deo s!rays in three
e=citing fragrance ' /lassic# /ologne and &!ort ' in a ne"
!ackaging.
/inthol has come out "ith a comi !ack for this summer. It is in
!ack of 6,,g L 1,,g for ..(.$ (s.7,.

S/IN=
&!inB talc is /avinKare $vt Ltd3/K$L5 rand.
&!inB Talc is !acked in siBes of *, g# ?, g# 1,, g and 8,, g and
comes in three fragrancesM
E=otic
E=chante
&andal
The &!inB talcGs target are girls of around 17 to *) years old from
&E/ 2 and <. Easy'going and fun'loving# "ho loves to have a lot
of friends "ith "hom she s!ends time.
S2N CARE
LOT2S
Lotus sun care range is y Lotus Herals. Lotus suncare has a "ide
range of variants availale for all skin ty!es. Their &$-3&un
$rotection -ormula5 ranges from 1? to ),. This caters to the needs
of all kind of !eo!le "ho need different ty!e of &$- according to
their e=!osure to the sun. Lotus is more !riced than Lakme ut
gives a good margin to the retailers. This rand s!ecialiBes in
sunscreen manufacturing and it is very old in this field# due to this
it has gained trust of !eo!le. It offers a "ide range of face"ash#
creams and face!acks "hich !rovides !rotection against sun. The
most sellind variant of Lotus are as follo"sM'

B.1, C!e$+
(S/630)
3&uits all skin
ty!es5
This uni1ue sun lock cream has een
s!ecially made for Indian &ummer. It !rovides
com!lete !rotection against harmful U>2 ;
U>< rays of sun# reducing chances of skin
tanning and ageing.
D"!e1t"ns :! %se8 2!!ly lierally and evenly
on face# neck and any other e=!osed !art of the
ody# atleast 6, minutes efore ste!!ing out in
the sun. The cream "ill not get "i!ed off "ith
!ers!iration N "ater. 2void contact "ith eyes.
A1t"-e In#!e&"ents8 Ectyle .etho=y
/innamate O'/ote# Titanium Dio=ide and
<enBo!henone'6.
S$:e S%n - D$".5
S%n B.1,
(S/6 >0)
(S%"ts $.. s,"n
t5*es)
6'in'1 .atte Look Daily &un <lock
<irch E=tract &$- 8,
&un $rotection
&kin Lightening
.attifying
Incredily Light# -ast 2soring# Non'&hiny#
Non'0reasy
-or all skin ty!es.
Daily sun lock ' "ater !roof# &"eat !roof
&afe &un 6'in 1
Daily &unlock is a revolutionary sun
!rotection formulation "hich comines <road'
&!ectrum U>2 N U>< !rotection "ith skin
lightening ingredients to give a uniform matte
finish to the skin. Its fast asor!tion and non'
greasy formula ensures a shine'free# light ;
clean feel.
/ontains herals e=tracts of
<irchM .attifying
.allo"M &un $rotection
Ho!sM &kin Lightening
Directions for useM
PPPPPPPPPPPPPP
2!!ly safe &un 6'in 1 Daily &un <lock /ream
lierally and evenly on face and e=!osed !arts
of the ody 3neck# arms# legs# etc.#5 efore
e=!osure to &un. (e'a!!ly fre1uently.
/aution
PPPPPP
-or e=ternal use only. In a rare case# if rash or
irritation occurs# discontinue use.
/REMI2M CREAMS
OLAY
Elay is a $rocter ; 0amle rand. It "as ac1uired y $rocter ;
0amle in 197?. $;0 greatly e=!anded Elay oth in line u! and
in countries. Elay ecame one of $;0Gs <illion dollar rands in
*,,6.
In 2ugust *,,+# Elay "as launched in India. Elay has e=tended its
heritage as a moisturiBer to stay looking young# to formally
creating the Hanti'agingI category in mass stores "ith the launch of
Total Effects in India.
DATA ANALYSIS
SKIN CREAMS
6AIR 4 LO(ELY
-air ; lovely is the most successful fairness cream in the country.
<ased on a revolutionary reakthrough in skin lightening
technology# -air ; Lovely is in market since 19+7. The rand is
very famous amongst the consumers ecause of the trust that they
have develo!ed "ith the com!any. $eo!le are satisfied "ith the
1uality and !rice. It is the mass !roduct. The most selling variant
of the -2L is multi'vitamin.
The com!etitors of -2L and the margins !rovided y them are as
follo"sM'
/E.$ETITE(& .2(0IN&
-air Ene *,4
-air ; Handsome *,4
0arnier 1?4
2lthough the sale of these rands are far ehind -2L ut these
creams are a direct com!etition.
(ASELINE
>aseline 2loe fresh is the variant for the summers and it is doing
very "ell. It does not have any direct com!etition ecause there is
no other cream in the market for the summers. The other variants
are >aseline <ody lotion and >aseline $etroleum %elly these are
the "inter creams and there sale in summers is slightly lo".
The com!etitors of >aseline and their margins are as follo"sM'
/E.$ETITE(& .2(0IN&
Emami 3oro!lus lotion5 *,4
Nivea *,4
2yur 174
0arnier 1?4
The !ro%ection of market share of the skin creams in Delhi is as
follo"sM'
.2(KET &H2(E E- HUL 2ND ETHE( /E.$2NIE& IN
THE &KIN /(E2.& &E0.ENTM'
HUL
79B
0%2NI12
=8B
1&%&I
;B
ETH12'
7<B
HUL
0%2NI12
1&%&I
ETH12'
The finding of the research sho"s that the estimated market share
of HUL is 8*4.
The share of HUL skin category creams in this 8*4 share is as
follo"sM'
.%L
CCB
4//
@B
A4F
9B
46L
;B
A6L
=8B
.%L
4//
A4F
46L
A6L
Here "e can see that the ma%or !ortion is covered y -air ;
Lovely. It covers ++4. >aseline ody lotion has a share of 1,4.
$ondGs cold cream is 74 $ondGs ody lotion is 64.
TALC2M /OWDER
/OND7S
$ondGs came into eing in 198+. $ondGs talc is feminine talc. It is
!erfume talc and caters to the needs of the "omen. It has got a
very strong hold in the market. The consumers !refer to uy at
least t"o ty!e of talc for their family# !ondGs talc form the !art of
the every asket.
Its com!etitors and their margins are as follo"sM'
/E.$ETITE(& .2(0IN&
&!inB
@i!ro 3santoor ; enchanteur5 *?4
Nivea *,4
/inthol 184
There are other com!etitors as "ell like $remiun and Emami
"hich comes in the comi !ack of 8,,g L 8,,g. /inthol comes in
the comi !ack of 6,,g L1,,g. These kinds of schemes affect the
!urchase !attern of !eo!le "ho are not rand loyal and are looking
for some free gifts or scheme. 2 !erson from lo"er middle section
of the society !refers to uy these talcs ecause of the value of
money that they offer. Cohnson ; Cohnson ay talc is not the
direct com!etitor of $ondGs ut it is also a com!etition ecause
"omen uy this talc ecause of the softness and fresh fragrance
that it !rovides.
The market share of these talc are as follo"sM'
HUL
7<B
'4INN
9B
'%NTEE2
=B
/INTHEL
=9B
F3F
98B
1&%&I
9B
ETH12'
=@B
HUL
'4INN
'%NTEE2
/INTHEL
F3F
1&%&I
ETH12'
The share of variants of $ondGs in this 8?4 is as follo"sM'
D.T
78B
D.&
7:B
4E/
==B
4'T
;B
D.T
D.&
4E/
4'T
The largest selling variant of $ondGs is Dream -lo"er .agic "hich
is 8)4# ne=t comes Dream -lo"er Talc "hich is 8,4. $ondGs Eil
/ontrol and &andal Talc are 114 and 64 res!ectively.
/EARS
IT/ has launched -iama Di @ills in com!etition of $ears. $ears
comes in 6 variants $ears 2mer# Eil /ontrol# 0erm &hield. The
largest selling variant is 2mer. The consumer !attern sho"s that
those "ho are loyal to this rand do not s"itch it easily. The rand
loyalty of this !roduct is more than any other. The other soa!s
"hich are is com!etition of $ears are Dettol "ith moisturiBers#
Cohnson ; Cohnson# -iama Di @ills. -iama Di @ills is a ne"
!roduct and is eing liked y !eo!le. It is lagging ehind in its
distriution net"ork as there is al"ays stock out of this !roduct. In
the long run it can !rovide good com!etition to HUL.
The !resent market share of !ears and it com!etitors are as
follo"sM'
41%2'
<7B
.I%&%
<B
D1TTEL
=:B
F3F
9<B
41%2'
.I%&%
D1TTEL
F3F
LAKME S2N CARE
The ma%or com!etitor of Lakme &uncare range is Lotus herals.
Lotus comes in lots of variants "hich cater to the needs of all ty!es
of Indian skin and te=ture. The &$- 3&un $rotection -ormula5 in
Lakme is 1?#*, and 6,. ut in Lotus it ranges from 1? to ),.
2lthough if "e com!are the !rice# Lotus is more e=!ensive than
Lakme# ut still !eo!le "ho are satisfied "ith this rand do not
care aout its high !rice. The market share of Lakme and Lotus is
very close ut still Lotus is ahead of Lakme.
The com!etitors and their margins are as follo"sM'
/E.$ETITE(& .2(0IN
Lotus 6?4
0arnier 1?4
&hahnaB Husain *?4
The market share of Lakme and its com!etitors is as follo"sM'
L%(&1
;:B
LETU'
;@B
0%2NI12
=9B
ETH12'
=7B
L%(&1
LETU'
0%2NI12
ETH12'
/OND7S WHITE BEA2TY AND /OND7S AGE MIRACLE
$ondGs "hite eauty and $ondGs age miracle are in their initial
stage of launch. These are !remium rands# that is # they are high
!riced and their target customers are u!!er middle class and u!!er
class. These * !roducts face com!etition from !remium creams
like Elay# Loreal# and >L//. The market of these creams is small
ut slo"ly these creams are doing "ell are doing "ell. $eo!le are
liking the 1uality of $ondGs and also the !rice that it is offering.
The com!etition in this segment although is tough. This is ecause
the consumer of these !remium creams is very loyal to their rand
and they do s"itch creams easily. They are not attracted y the
schemes. Quality and rand name alone can attract their attention.
2 customer "ho is using Loreal "ill not easily s"itch $ondGs.
The estimated market share of $ondGs and its com!etitors is as
follo"sM'

4ond-s
;=B
Elay
;9B
Loreal
=CB
0arneir
@B
Ethers
=9B
4ond-s
Elay
Loreal
0arneir
Ethers
CONCLUSIONS , FINDIN-S
%fter studying the project I ould li"e to conclude that
/ompany should focus on customer satisfaction at
every levels of the business.
2ate can be reduced ith the attractive proposals for
the middle class family.
2elationship manager should be given on the customer
demand.
/ompany should use the tool of advertising for
mar"eting the brand and the product.
The company shos the positive trend in groth but it
can be increased more if it focuses on building the
loer 3 middle class family
S2GGESTIONS
The com!any can launch a ne" variant of $ondGs# "hich
could e $ondGs -airness <ody Lotion. This "ill cater to the
fairness need of "hole ody and not %ust hands and face. The
target customer of this variant can e the youth "ho are more
oldly dressed and "ant the "hole te=ture of the skin to e
same. .ost of the time the face looks fairer than the hands
and the legs.
To launch a dis!lay scheme for $ears "hich can counter the
com!etition from -iama Di @ills that it may face in the
future. HUL can uy "indo"s from the retailers for the
dis!lay of $ears soa! and face "ash.
The youth of today is not much into the consum!tion of
fairness cream ecause they think it to e harmful for the skin
and they are very conscious aout the health of their skin. To
cater to this segment of !o!ulation "hich is very huge# -air
; Lovely can initiate activities "hich makes the youth a"are
aout the 1ualities of the rand and to make them understand
that the cream is not harmful for their skin.
The com!any can em!hasiBe on the other 1ualities of $ondGs
talc and not %ust as !erfume talc. It can highlight its medicinal
value "hich is of very necessary for the summers.
The can launch a ne" variant of $ondGs talc "ith ne" fresh
fragrance. This "ill e for the !eo!le "ho like the rand due
to the good 1uality that it !rovides ut are ored of the
fragrance that has een !rovided for so long. This "ill
counter the com!etition and satisfy the target customers.
Lakme can come u! "ith sunscreen "hich has more &$- so
that it can counter the com!etition that it faces from its
iggest com!etitor Lotus. 2s of no" Lakme come in &$- 1?
to &$- 6,. It can also come u! "ith sunscreen "ith higher
&$-. Lotus ranges from &$- 1? to &$- ),. This "ay Lakme
can cater to the needs of !eo!le "ho are more e=!osed in the
sun and need more !rotection against it.
$ondGs @hite <eauty and $ondGs 2ge .iracle are in their
initial stage so these rands need to communicate more to
their customers. The com!any can !romote activities in the
mall "here they are sold the most as these are !remium
rands and their target customer comes in the malls only.
This "ill hel! in rand communication of these rands.
The com!any should em!hasiBe more on mass retail than the
"holesale as the "hole sale is very !rice sensitive. The ideal
ratio of "holesale is to retail is 6,M+,. The universal ratio is
8,M+, and the HUL ratio is ?,M?,.