Azhar Project Report

Market analysis of skin care
products
A Project undertaken at
Submitted In The Partial Fulfillment Of Requirement For The Award Of Two

Years Full Time MBA Programme
Submitted To: Submitted By:
Dr. (Pro.) D.N. Kakkar Mohd Azharuddin

Head,MBA MBA 3rd Sem
IET Lucknow IET Lucknow
Under the Guidance Of Mr. Utkarsh Tripathi, Territory Sales Incharge,
Hindustan Unilever Limited
Institute Of Engineering And Technology,Lucknow
INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 1

ACKNOWLEDGEMENT
At the very outset I would like to express my sincere gratitude to HINDUSTAN UNILEVER LIMITED
for providing me with an opportunity to work with them and to undertake this project on “MARKET
ANALYSIS OF SKIN CARE PRODUCTS” I Feel proud of getting such opportunity to get myself
associated with an esteemed organization like HINDUSTAN UNILEVER LIMITED.
This project comes out to be a great source of learning and experience. A lot of efforts have been put
by various people to make this project a success. This has greatly enhanced my knowledge about the
vast field of Marketing that an individual prefers in today’s scenario.
I gratefully acknowledge my indebtedness to Mr. Utkarsh Tripathi (Territory sales incharge) for
allowing me to undergo a training session in his branch and gather an in depth knowledge about the
vast field of FMCG Sector. He was supportive throughout the proceedings of this project and
inspired me all the way.
I am grateful to Dr.(Pro.) D.N. Kakkar, Head, MBA, Institute Of Engineering & Technology
Lucknow, for providing me the platform and granting me the permission to undergo the summer
training in Hindustan Unilever Ltd.
I wish to express my deep sense of gratitude and indebtedness to Mr. Mohnish Kumar, my faculty
mentor for providing me all facilities and constructive criticism, encouragement and parental
guidance during my project work. I also wish to thanks him for providing me his precious time
anytime I wanted.

I am extremely thankful to my team members who contributed their effort and continuous
encouragement in making this project successful.
Last but not the least; I am extremely thankful to my family members and my friends for their
constant support and valuable guidance.
I hope I can build upon the knowledge and experience that I have gained here and make a valuable
contribution towards this industry in the coming future.
Mohd. Azharuddin
MBA(2009-2011)
Roll No. 0905270013
IET, Lucknow

STUDENT DECLARATION
I MOHD. AZHARUDDIN student of MBA at Institute of Engineering and Technology hereby
declare that the Project work entitled “MARKET ANALYSIS OF SKIN CARE PRODUCTS” is
compiled and submitted under the guidance of Dr.(Prof.) D.N. Kakkar, Head, MBA. , Institute of
Engineering and technology Lucknow and Mr. Utkarsh Tripathi(Company guide), is my
original work.
Whatever information furnished in this project report is true to the best of my knowledge.
SUBMITTED BY:
Mohd. Azharuddin
MBA (2009-11)
Roll No. 0905270013
IET, Lucknow

PREFACE
This project is a part of the academic curriculum required for the fulfillment of the two years full
time programme, pursuing Post Graduate Programme in “Institute of Engineering and
Technology, Lucknow”
This project gives a comprehensive idea about the SALES AND DISTRIBUTION
MANAGEMENT of one of the most important business sector in India, the FAST MOVING
CONSUMER DURABLES (FMCG)
The project called Summer Training Project was undertaken at HINDUSTAN UNILEVER
LIMITED. This project aimed at analyzing the Market potential of HUL Skin care products with
respect to its competitors.
The study was carried out interacting closely with the sales team as well as distributors and dealers
of DELHI & NCR. It also involved face to face interaction with different customers and corporate
individuals.
The project has thrown a significant light on the market share of different products under skin care
division with respect to its competitors like Dabur and ITC & Proctor & Gamble.
Academically, the project provides a unique opportunity to have an exposure to real life business
environment and to have an insight into the management intricacies, thus helping learning to be more
purposeful and meaningful.

Certificate
INSTITUTE OF ENGINEERING & TECHNOLOGY
(A Constituent College of Gautam Buddha Tech. University.)
SITAPUR ROAD, LUCKNOW-21
TO WHOMSOEVER IT MAY CONCERN
This is to certify that Mr. Mohd. Azharuddin , student of Institute of Engineering and Technology,
Sitapur Road, Lucknow, has completed his Research Project report on the topic “MARKET
ANALYSIS OF SKIN CARE PRODUCTS” in India. He has completed the project as per
requirement of the University Syllabus.
Dr. D.N.Kakkar
Head ,
MBA Department
IET Lucknow

TABLE OF CONTENT
1. ACKNOWLEDGEMENT
2. DECLERATION
3. PREFACE
4. CERTIFICATE
5. COMPANY PROFILE
6. HUL PRODUCTS
7. MANAGEMENT STRUCTURE
8. CODE OF BUSINESS PRINCIPLES
9. ENVIRONMENTAL POLICY
10. QUALITY POLICY
11. SAFETY AND HEALTH POLICY
12. SALES AND INCOME DISTRIBUTION
13. INTRODUCTION TO INDUSTRY
14. GROWTH PROSPECT
15. CHALLENGES BEFORE THE INDIAN FMCG SECTOR
16. FEATURES OF INDIAN FMCG BUSINESS
17. RESEARCH METHODOLOGY
18. ANALYSIS AND FINDING
19. BIBLIOGRAPHY
20. CUSTOMER DETAIL AND FEED BACK FORM.

COMPANY PROFILE
Hindustan Unilever Limited, erstwhile Hindustan Lever Limited (also called HLL),
headquartered in Mumbai, is India's largest consumer products company, formed in 1933 as Lever
Brothers India Limited. Its 41,000 employees are headed by Mr.Harish Manwani, the non-
executive chairman of the board. HUL is the market leader in Indian products such as tea, soaps,
detergents, as its products have become daily household name in India. The Anglo-Dutch company
Unilever owns a majority stake in Hindustan Unilever Limited.
A number of prominent companies came into the HUL fold as result of Unilever’s international
acquisitions. These included Brooke Bond (1984), Lipton (1972) and Pond’s (1986). In 1993, Tata
Oil Mills Company (TOMCO) merged with HLL. Two years later, HLL and yet another Tata
company, Lakme Limited, formed a 50:50 joint venture, Lakme Lever Limited. Subsequently in
1998, Lakme Limited sold its brands to HLL and divested its 50 per cent stake in the joint venture to
the FMCG giant.
The leading business magazine, Forbes Global, has rated Hindustan Lever as the best consumer
household products company. Far Eastern Economic Review has rated HLL as India’s most
respected company. Asia money has rated HLL as one of India’s best managed companies.

Hindustan Unilever Limited (HUL) is India's largest fast moving consumer goods company, with
leadership in Home & Personal Care Products and Foods & Beverages. HUL's brands, spread across
20 distinct consumer categories, touch the lives of two out of three Indians. They endow the
company with a scale of combined volumes of about 4 million tonnes and sales of Rs.13,718 crores.
The mission that inspires HUL's over 15,000 employees is to "add vitality to life". With 35 Power
Brands, HUL meets everyday needs for nutrition, hygiene, and personal care with brands that help
people feel good, look good and get more out of life.
It is a mission HUL shares with its parent company, Unilever, which holds 52.10% of the equity. A
Fortune 500 transnational, Unilever sells Foods and Home and Personal Care brands in about 100
countries worldwide.
MISSION
Unilever's mission is to add Vitality to life. We meet everyday needs for nutrition, hygiene, and
personal care with brands that help people feel good, look good and get more out of life.
CORPORATE PURPOSE
Unilever's mission is to add Vitality to life. We meet everyday needs for nutrition, hygiene and
personal care with brands that help people feel good, look good and get more out of life.
Our deep roots in local cultures and markets around the world give us our strong relationship with
consumers and are the foundation for our future growth. We will bring our wealth of knowledge and
international expertise to the service of local consumers - a truly multi-local multinational.

Our 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, we believe, the highest standards of corporate behaviour towards everyone
we work with, the communities we touch, and the environment on which we have an impact.
This is our road to sustainable, profitable growth, creating long-term value for our shareholders,
our people, and our business partners.
BUSINESS
HUL’s business activities are divided into four broad areas:
Home & Personal Care Foods
• Personal Wash • Tea
• Fabric Wash • Coffee
• Home Care • Branded Staples
• Oral Care • Culinary Products
• Skin Care • Ice Creams
• Hair Care • Modern Foods ranges
• Deodorants & Talcs
• Color Cosmetics

New Ventures Exports
• Hindustan Lever Network • HPC
• Ayush ayurvedic products & services • Beverages
• Sangam • Marine Products
• Pureit water purifiers • Rice
• Castor
Brands
HUL s brands are household names across the country. They include Lifebuoy, Lux, Surf Excel, Rin,
and Wheel, Fair & Lovely, and Pond s, Sunsilk, Clinic, Pepsodent, Close-up, Lakme, Brooke Bond,
Kissan, Knorr-Annapurna and Kwality Wall’s.
HUL Products
SKIN CATEGORY
PEARS
Introduced in India in 1902, Pears soap has no equal. It is gentle enough, even for baby's skin.
Pears is manufactured like any other soap, but unlike in conventional soaps, the glycerine is retained
within the soap. That is the cause if its unique transparency. After manufacturing, the soap is
mellowed under controlled conditions over weeks. At the end of this maturing process, it is
individually polished and packed in cartons.
Today Pears is available in three variants - the traditional amber variant, a green variant for oil
control and a blue variant for germ protection.
PEARS AMBER 125 GM

PEARS AMBER 75 GM
PEARS AMBER 45 GM
PEARS OIL CONTROL 75 GM
PEARS GERMSHILD 75 GM
FAIR & LOVELY
A woman's passion for beauty is universal and catering to this strong need is Fair &Lovely. Based on
a revolutionary breakthrough in skin lightening technology, Fair & Lovely was launched in 1978.
The Hindustan Lever Research Centre (it is among the largest research establishments in India's
private sector, including pharmaceutical companies, with facilities in Mumbai and Bangalore)

deployed technology, based on pioneering research in the science of skin lightening to develop Fair
& Lovely. The formulation is patented. Its formulation acts safely and gently with the natural
renewal process of the skin, making complexion fairerover a period of six weeks.
Fair & Lovely is formulated with optimum levels of UV sunscreens and Niacinamide that is known
to control dispersion of melanin in the skin. It is a patented and proprietary formulation, which has
been in the market for 25 years. Niacinamide (Vitamin B3) is a water-soluble vitamin and is widely
distributed in cereals, fruits and vegetables - and its use in cosmetic formulations has been known for
various end benefits. The UV components of the formulation are scientifically chosen and used at
optimum levels to provide wide spectrum protection against UV rays of the sun. Specifically, this
patented formulation offers a high UVA protection, which is more relevant to Asian skin than plain
SPF protection creams sold in the West. All the active ingredients in the Fair & Lovelyformulation
function synergistically to lighten skin colour through a process that is natural, reversible and totally
safe.
FAIR & LOVELY MULTI VITAMIN 80 GM

FAIR & LOVELY MULTI VITAMIN 25GM
FAIR & LOVELY SKIN CLEARITY 9 GM
FAIR & LOVELY AYURVEDIK 50 GM
FAIR & LOVELY MENZ ACTIVE 50 GM
FAIR & LOVELY SUN BLOCK 50 GM
FAIR & LOVELY SUN BLOCK 25 GM
FAIR & LOVELY SKIN CLEARIT 50 GM
FAIR & LOVELY SKIN CLEARITY 25 GM
FAIR & LOVELY MENZ ACTIVE 25 GM
POND’S
Pond's has been synonymous with skin care in India since 1947.
The impressive track record of Pond's began when Theron T Pond, a pharmacist from Utica New
York, introduced 'Pond's Golden Treasure' in 1846, a witch-hazel based wonder product. In 1914,
Pond's Cold Cream and Vanishing Cream marked the brand's evolution to a beauty icon. In 1955
Pond's Extract Company merged with Chesebrough Manufacturing and in 1987 Unilever purchased
Chesebrough-Pond's. By this time the Pond's brand had built up a powerful international presence.
From one man in a tiny home-made laboratory, to today's state of the art R&D facilities led from
Bangkok, Mumbai, New York and Tokyo, the Pond's promise has remained the same across 58
countries - to deliver products that make a real difference to women's skin and the way they live their
lives.
PONDS TALCUM
PONDS DFT 400 GM

PONDS DFT 200 GM
PONDS DFT 100 GM
PONDS DFT 50 GM
PONDS DFT 20 GM
PONDS MAGIC 400 GM
PONDS MAGIC 100 GM
PONDS MAGIC 50 GM
PONDS MAGIC 20 GM
PONDS SANDAL TALC 300 GM
PONDS OIL CONTROL 400 GM
PONDS OIL CONTROL 100 GM
Vaseline

Vaseline is a trusted brand worldwide associated with daily skin care and healthy skin for the entire
family. Vaseline has been keeping skin healthy since 1870.
The Vaseline Philosophy:
The need for Vaseline is based on real skin facts. We believe our skin is amazing. It protects us,heals
itself, connects us to the world, transmits emotions. And this amazing skin needs to be looked after.
Nobody knows skin, and how to keep it at its healthy best.This why HUL make products that
maintain our skin condition at its best and enhances its natural health.
Vaseline Petroleum Jelly I.P.
Vaseline Petroleum Jelly is a mixture of Mineral oils, Paraffin and microcrystalline waxes, is that
when blended together, create something remarkable- it literally melts into your body, protecting the
skin from within.Vaseline petroleum Jelly serves two functions. First it helps keep the outside world
out –it protects skin from effects of weather and exposure. Second it acts like a sealant to keep the
inside world in, thereby acting as a barrier to the natural water loss from our skin. So Skin that is dry
and chapped is protected from drying elements, enabling skin softening moisture to build up
naturally from inside the skin itself.
Vaseline Total Moisture Body Lotion:
Beneath the surface, your skin is 90% water, enabling it to act as a moisture and nutrient reserve. So
keeping your skin well hydrated is critical to your well-being.Unfortunately however, our body tends
to lose moisture throughout the day. Bathing,casual contact, washing, sitting in the AC for too long,
seasonal changes, all robs the body of its moisture. Vaseline Total Moisture is a fast-absorbing lotion
enriched with Soya and Oat protein that are known to nourish the skin from deep inside while
Vitamin E feeds your skin with the nutrient that is essential to keep it glowing. Together they result
in healthy looking skin.

Vaseline Aloe Cool and Fresh Body Lotion:
With the goodness of Cucumber and Aloe Vera, this light moisturising body lotion is especially
made to meet your skin needs in summer. Cucumber is a surprising beauty secret for the skin with its
hydrating, cooling and soothing properties. Aloe Vera on the other hand, is an unparalleled
moisturiser and cell rejuvenator which is excellent for dry skin. Together, these two ingredients can
keep your skin looking and feeling its healthiest best.
VASELINE & POND’S

VASELINE BODY LOTTION 300 ML
VASELIN ALOE FRESH 300 ML
VASELIN ALOE FRESH 100 ML
VASELINE PETOLIUM JELLY 100 GM
VASELINE LIPCARE 10 GM
PONDS COLD CREAM 100 GM
PONDS BODY LOTTION 300 ML
PONDS BODY LOTTION 100 ML
LAKME
Half a century ago, as India took her steps into freedom, Lakme, India's first beauty brand was born.
At a time when the beauty industry in India was at a nascent stage, Lakme tapped into what would
grow to be amongst the leading, high consumer interest segments in the Indian Industry - that of

skincare and cosmetic products. Armed with a potent combination of foresight, research and constant
innovation, Lakme has grown to be the market leader in the cosmetics industry.
Lakme today has grown to have a wide variety of products and services that cover all facets of
beauty care, and arm the consumer with products to pamper her from head to toe. These include
products for the lips, nails, eyes, face and skin, and services like the Lakme Beauty Salons.
LAKME SUMMER COLLECTION
Lakme Sun Expert Ultra matte - SPF 20*
Lakme presents a revolutionary light sunscreen, with insta oil absorb complex. This broad spectrum
fluid instantly absorbs excess oil from the surface of the skin, leaving your face matte and shine-free.
Finally sunscreen comfortable enough to become a daily habit. Enabling you to do what is right for
your skin- no matter what the weather.Its UVA and UVB absorbers give you perfect protection for
medium levels of sun exposure,defending your skin from harmful sun damage.
How to Use:
Apply on face, neck and other exposed areas atleast 20minutes before stepping out in the skin. Wait
for a minute before applying makeup re-apply every 3 to 4 hours.
Lakme Sun Expert

sun protection creme
moisture intense sunscreen
Lakme Sun Expert Moisture Intense Sunscreen SPF 30*
with UVA and UVB Protection controls sun related
damage like skin darkening, sun spots, premature ageing
With extracts of Aloe Vera and Sweet Orange, this intense SPF 30*(High Protection)

creme has a deep moisturising action. Best suited for Dry and Dehydrated skin. This formulation is
water and sweat resistant.
To Use:
Apply daily to face and other exposed areas. Re-apply every 3 to 4 hours.
Results:
Moisturised skin that is protected from the harmful effects of the Sun.
Key Ingredients:
Aqua, Octyl Methoxycinnamate, Cyclomethicone, Benzophenone-3, Titanium Dioxide, Perfume.
Lakme Sun Expert Sunscreen
Lotion
Lakme Sun Expert Sunscreen Lotion SPF-15

For All Skin types
A 100% oil-free formulation that protects normal skin
from 70% of skin damage. Specially formulated for
Indian skin that tans easily, new Lakme Sun Expert
has SPF 15 to prevent tanning and block out harmful rays.
How it Works
Moisturises, nourishes and prevents tanning, wrinkling, SPF – 15 For All Skin types
spots and keeps skin soft.
How to Use
Massage gently onto face, neck, hands and other exposed parts of the body. Use daily, all year round,
whether you are indoors or outdoors. .

POND’S WHITE BEAUTY
Part of the Unilever portfolio since 1986, Pond's recently announced the launch of 'Pond's White
Beauty Detox' range that gives a visibly illuminated and nourished pink glow.Talking of luminous,
Pond's White Beauty is not just about skin whitening for the consumer, but about a radiant healthy
skin that gives a nourished pink glow. Pond's White Beauty has detoxifying vitamins B3, B6, E, and
C, which neutralizes the effect of darkness-causing impurities found in the environment and reduces
accumulated melanin, thus giving a smooth, pure and bright skin.
Pond's White Beauty represents the international expertise of Pond's in providing superlative
skincare regimes. Increasingly, Indian women are looking for the complete skincare regime of
cleansing, toning and moisturizing and this product range provides all beauty regime requirements.
The range consists of White Beauty Detox Cleanser which cleans thoroughly, White Beauty Detox
Toner, which tightens the open pores and smoothens out the rough appearance of the skin; White
Beauty Skin Lightening Cream with Detox vitamins that nourish skin from within, and White Beauty
Detox Lotion, which replenishes skin's natural moisture level and gives visibly glowing and smooth
pinkish skin.

PON

D’S AGE MIRACLE
As a brand that understands women, around the world, Pond's recognizes that true beauty is derived
from love and warmth as well as the credibility of an international skincare heavyweight. Pond's is
offering a variety of ranges for women. Pond’s Age Miracle is another example of that. “Candlelight
dinners, long drives and the sound of saxophones will be part of your lives, once again. The smell of
love in the air, the feeling of your heart skipping a beat, once again.” When Hindustan Lever threw a
party to formally launch its premium Pond's Age Miracle range it used these words in invitation. .
The FMCG major promised to bring romance back into the 35-plus woman's life with a new look
courtesy Pond's Age Miracle.

COMPETITIVE BRANDS
PRODUCT PROFILE
FIAMA DI WILLS (ITC)
The Fiama Di Wills range of soaps has been launched under the sub - brand SkinSense. The first
variant to be introduced in this range is Soft Green. This is a gentle caring soap, which helps
enhance retention of skin proteins making skin look beautiful and youthful. In February 2008, ITC
launched two new ranges of soap - Vivel Di Wills and Vivel –to cater to the skincare needs of a wide
range of consumers. Backed by consumer insights, the ranges offer a unique value proposition of
bringing together ingredients that provide multiple benefits of Nourishment, Protection and
Hydration in a single product. Hence providing the ever discerning consumer complete care.
The packaging, reflecting the philosophy of the brand, fuses multiple benefits. The unique carton
pack has been developed by ITC’s design team to provide a novel consumer experience.The Vivel
Di Wills range is available in two variants:
• Vivel Di Wills Sheer Radiance is enriched with Olive Oil, to provide skin lustre to make it
radiant.
• Vivel Di Wills Sheer Crème is enriched with Shea Butter, to moisturize skin to make it soft and
supple. The Vivel range is available in four variants
• Vivel Young Glow is enriched with Vitamin E and Fruit Infusions which help in providing
youthful glow to the skin.
• Vivel Satin Soft is enriched with Vitamin E and Aloe Vera which help the skin feel beautifully
soft.
• Vivel Sandal Sparkle is enriched with Sandalwood Oil and Active Clay which helps in providing
clear skin.

• Vivel Ayurveda Essence is enriched with multiple Ayurvedic Ingredients which help protect skin
from germs and harsh environment, keeping it healthy and beautiful.
Although the market trend shows that these ITC brands are no competition to Pears right
now. But if ITC improves its distribution network then these brands can be a threat to HUL.
Fairness creams
FAIR ONE
'Fairone Fairness Cream' was launched jointly by Elder Pharmaceuticals and Shahnaz Husain. Elder
Pharmaceuticals Ltd and Shahnaz Husain, herbal beauty specialist, had entered into an agreement to
launch four skin care products during 2006-2007. Elder undertakes the manufacturing and marketing
of the products, while the conception and composition is done by Husain. Elder Pharmaceuticals Ltd.
is one of the leading companies in India in the skin care sector. The company is a major
manufacturer of aloe vera-based skin care products.
Indications
FAIR ONE cream has a unique blend of herbal ingredients like saffron,
honey, apricot oil, rose, cucumber and lemon distillate. The formulation
protects the skin from the darkening effects of the sun. Honey, a natural
moisturizer, nourishes the skin, keeping it smooth and supple. FAIR ONE
cream helps to make your skin look fairer and brighter.
Method of Use
Apply to face, neck and arms twice daily. See
results in One fortnight.

FAIR AND HANDSOME
A fair complexion has always been associated with success and popularity. Men and women alike
desire fairness, it is believed to be the key to a successful life. Well for women the market is loaded
with fairness cream but for men there are very few creams. Emami Fair and Handsome is one such
cream for men. Emami herbalists and dermatologists from India along with Activor Corp USA, has
created “Fair & Handsome” a fairness cream for Men with a breakthrough Five Power Fairness
System to make skin fair and handsome in 4 weeks.
Emami - Fairness Cream for Men

Fair and Handsome
First time ever fairness cream for men

Emami in collaboration with Activor Corp, USA has created a unique fairness cream for men with a
breakthrough Peptide complex patented in the USA.This wonder molecule peptide works on the
collagen structure of male skin and dramatically improves skin texture and fairness in just 4 weeks.
Its pleasant cooling gives an after-shave effect.
How does it work? Emami - Fairness

Cream for Men
• Active ingredients regulate production of Fair and Handsome
melanin. Natural sunscreen protects against
UV rays.
• Peptide in combination with Vetiver and
Rose Water makes skin fair and fresh with a
pleasant cooling sensation.

What it does:
• Improves fairness in 4 weeks.
• Protects against sun's UV rays.
• Moisturises skin even after shaving.
• Relieves stress and fatigue signs.
The efficiency of this cream has been dermatologically tested on Indian male skin. 73% were found
to be fairer. 78% found it to be an effective after shave moisturiser.75% found effective oil-control.
GARNIER
Garnier is a division of L'Oréal that produces hair care products, including the Fructis line, and most
recently, skin care products under the name, Nutritioniste, that are sold around the world. One of
their key ingredients is a fruit concentrate used in all their products. It is a combination of fruit acids,
vitamin B3 and B6, fructose and glucose.
Fairness + dark spots prevention daily

Moisturiser
Lightens skin
Prevents dark spots from reappearing.
Anti-marks + fairness concentrate
Enhances the skin's overall fairness
Reduces the number & intensity of dark

spots.

FAIREVER
Natural Fairever was initially launched in A.P. in 1998, following that a national launch was made in
1999. Fairever is the brand of CavinKare Pvt Ltd(CKPL). This cream has a blend of saffron and
milk. It claims to work from within to provide a distinctly fairer, glowing complexion much like that
of Kashmiri beauties in just 4 weeks Triple sunscreens also retain your fairness and reduce the
harmful effects of UV rays. It comes in a pack of 50g and 100g. The 50g pack costs Rs.55.
The Fairever claims to have consumers as a woman who is the young and contemporary woman of
today. She has strong values and believes in using a natural product that will help bring out her
natural beauty from within.
Fairever
Fairness Cream
Fairever Fairness Cream with Saffron, Milk

and Fruit Vitalisers
Use twice every day.

TALCUM POWDER
CINTHOL
Cinthol talc is a product of GODREJ Consumer Products Ltd (GCPL). GCPL identifies
Cinthol as its power brand. GCPL has launched new Cinthol range of soap, talc and
deodorant with Bollywood actor Hrithik Roshan as its new brand ambassador. Cinthol
offers a range of soaps, talc and deo sprays in three exciting fragrance - Classic, Cologne
and Sport - in a new packaging.
Cinthol has come out with a combi pack for this summer. It is in pack of 300g + 100g for
M.R.P Rs.80.
SPINZ
Spinz talc is CavinKare Pvt Ltd(CKPL) brand.
Spinz Talc is packed in sizes of 20 g, 50 g, 100 g and 400 g and comes in three fragrances:
• Exotic
• Exchante
• Sandal
The Spinz talc’s target are girls of around 18 to 26 years old from SEC A and B. Easygoing

and fun-loving, who loves to have a lot of friends with whom she spends time.
SUN CARE
LOTUS
Lotus sun care range is by Lotus Herbals. Lotus suncare has a wide range of variants available for all
skin types. Their SPF(Sun Protection Formula) ranges from 15 to 60.This caters to the needs of all
kind of people who need different type of SPF according to their exposure to the sun. Lotus is more
priced than Lakme but gives a good margin to the retailers. This brand specializes in sunscreen
manufacturing and it is very old in this field, due to this it has gained trust of people. It offers a wide
range of facewash, creams and facepacks which provides protection against sun. The most sellind
variant of Lotus are as follows:-
Block Cream (SPF30)

(Suits all skin types)
This unique sun block cream has been specially made for Indian
Summer. It provides complete protection against harmful UVA
& UVB rays of sun, reducing chances of skin tanning and ageing.
Directions for use: Apply liberally and evenly on face, neck
and any other exposed part of the body, atleast 30 minutes
before stepping out in the sun. The cream will not get wiped offwith perspiration / water. Avoid
contact with eyes.
Active Ingredients: Octyle Methoxy Cinnamate Z-Cote, Titanium Dioxide and Benzophenone-3.

Safe Sun - Daily Sun Block
(SPF 40)
3-in-1 Matte Look Daily Sun Block
Birch Extract SPF 40
(Suits all skin types) Sun Protection
Skin Lightening
Mattifying
Incredibly Light, Fast Absorbing, Non-Shiny,
Non-
Greasy
For all skin types.
Daily sun block - water proof, Sweat proof
Daily Sunblock is a revolutionary sun
protection
formulation which combines Broad-Spectrum UVA /UVB protection with skin
lightening ingredients to give a uniform matte finish to the skin. Its fast
absorption and non-greasy formula ensures a shinefree,light & clean
feel.Contains herbals extracts of
Birch: Mattifying
Mallow: Sun Protection
Hops: Skin Lightening
Directions for use:

Apply safe Sun 3-in 1 Daily Sun Block Cream liberally and evenly on face and
exposed parts of the body (neck, arms, legs, etc.,) before exposure to Sun. Re-
apply frequently.
Caution ======
For external use only. In a rare case, if rash or irritation occurs, discontinue use.
Location
HUL products are manufactured in 80 factories. The operations involve over 2,000 suppliers and
associates. HUL s distribution network, comprising about 7,000 redistribution stockiest,
directly covers the entire urban population, and about 250 million rural consumers.
Past Milestones
In the summer of 1888, visitors to the Kolkata harbor 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 (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 HLL in November 1956; HLL offered 10% of its equity to the Indian
public, being the first among the foreign subsidiaries to do so. Unilever now holds 51.55% equity in

the company. The rest of the shareholding is distributed among about 380,000 individual
shareholders and financial institutions.
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.Since the very early years, HLL has
vigorously responded to the stimulus of economic growth. The growth process has been
accompanied by judicious diversification, always in line with Indian opinions and aspirations.
The liberalization of the Indian economy, started in 1991, clearly marked an inflexion in HLL'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 HLL, effective from April 1, 1993. In 1995, HLL 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 HLL and divested its 50% stake in the joint venture to the
company.

HLL formed a 50:50 joint venture with the US-based Kimberly Clark Corporation in 1994,
Kimberly-Clark Lever Ltd, which markets Huggies Diapers and Kotex Sanitary Pads. HLL has also
set up a subsidiary in Nepal, Nepal Lever Limited (NLL), and its factory represents the largest
manufacturing investment in the Himalayan kingdom. The NLL factory manufactures HLL's
products like Soaps, Detergents and Personal Products both for the domestic market and exports to
India.
The 1990s also witnessed a string of crucial mergers, acquisitions and alliances on the Foods and
Beverages front. In 1992, the erstwhile Brooke Bond acquired Kothari General Foods, with
significant interests in Instant Coffee. In 1993, it acquired the Kissan business from the UB Group
and the Dollops Ice-cream business from Cadbury India.
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
Kwality Ice-cream Group families and in 1995 the Milk food 100% Ice-cream marketing and
distribution rights too were acquired.
Finally, BBLIL merged with HLL, with effect from January 1, 1996. The internal restructuring
culminated in the merger of Pond's (India) Limited (PIL) with HLL 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 HLL, thereby beginning the divestment of government equity in public sector undertakings
(PSU) to private sector partners. HLL's entry into Bread is a strategic extension of the company's
wheat business. In 2002, HLL acquired the government's remaining stake in Modern Foods.
In 2003, HLL acquired the Cooked Shrimp and Pasteurized Crabmeat business of the Amalgam
Group of Companies, a leader in value added Marine Products exports.
Chronology
YEAR MILESTONES
1888 Sunlight soap introduced in India.
1895 Lifebuoy soap launched; Lever Brothers appoints agents in Mumbai, Chennai, Kolkata,
and Karachi.
1902 Pears soap introduced in India.
1903 Brooke Bond Red Label tea launched.
1905 Lux flakes introduced.
1913 Vim scouring powder introduced.
1914 Vinolia soap launched in India.
1918 Vanaspati introduced by Dutch margarine manufacturers like Van den Berghs, Jurgens,
Verschure Creameries, and Hartogs.
1922 Rinso soap powder introduced.
1924 Gibbs dental preparations launched.
1925 Lever Brothers gets full control of North West Soap Company.
1926 Hartogs registers Dalda Trademark.
1930 Unilever is formed on January 1 through merger of Lever Brothers and Margarine Unie.
1931 Hindustan Vanaspati Manufacturing Company registered on November 27; Sewri
factory site bought.
1932 Vanaspati manufacture starts at Sewri.

1933 Application made for setting up soap factory next to the Vanaspati factory at Sewri;
Lever Brothers India Limited incorporated on October 17.
1934 Soap manufacture begins at Sewri factory in October; North West Soap Company's
Garden Reach Factory, Kolkata rented and expanded to produce Lever brands.
1935 United Traders incorporated on May 11 to market Personal Products.
1937 Mr. Prakash Tandon, one of the first Indian covenanted managers, joins HVM.
1939 Garden Reach Factory purchased outright; concentration on building up Dalda
Vanaspati as a brand.
1941 Agencies in Mumbai, Chennai, Kolkata and Karachi taken over; company acquires own
sales force.
1942 Unilever takes firm decision to "train Indians to take over junior and senior management
positions instead of Europeans".
1943 Personal Products manufacture begins in India at Garden Reach Factory.
1944 Reorganization of the three companies with common management but separate
marketing operations.
1947 Pond's Cold Cream launched.
1951 Mr. Prakash Tandon becomes first Indian Director. Shamnagar, Tiruchy, and Ghaziabad
Vanaspati factories bought.
1955 65% of managers are Indians.
1956 Three companies merge to form Hindustan Lever Limited, with 10% Indian equity
participation.
1957 Unilever Special Committee approves research activity by Hindustan Lever.
1958 Research Unit starts functioning at Mumbai Factory.
1959 Surf launched.
1961 Mr. Prakash Tandon takes over as the first Indian Chairman; 191 of the 205 managers
are Indians.
1962 Formal Exports Department starts.
1963 Head Office building at Back bay Reclamation, Mumbai, opened.
1964 Etah dairy set up, Anik ghee launched; Animal feeds plant at Ghaziabad; Sunsilk
shampoo launched.
1965 Signal toothpaste launched; Indian shareholding increases to 14%.
1966 Lever's baby food, more new foods introduced; Nickel catalyst production begins;
Indian shareholding increases to 15%. Statutory price control on Vanaspati; Taj Mahal
tea launched.
1967 Hindustan Lever Research Centre, opens in Mumbai.
1968 Mr. V. G. Rajadhyaksha takes over as Chairman from Mr. Prakash Tandon; Fine
Chemicals Unit commissioned at Andheri; informal price control on soap begins.
1969 Rin bar launched; Fine Chemicals Unit starts production; Bru coffee launched
1971 Mr. V. G. Rajadhyaksha presents plan for diversification into chemicals to Unilever
Special Committee - plan approved; Clinic shampoo launched.
1973 Mr. T. Thomas takes over as Chairman from Mr. V. G. Rajadhyaksha.
1974 Pilot plant for industrial chemicals at Taloja; informal price control on soaps withdrawn;
Liril marketed.
1975 Ten-year modernization plan for soaps and detergent plants; Jammu project work
begins; statutory price control on Vanaspati and baby foods withdrawn; Close-up
toothpaste launched.
1976 Construction work of Haldia chemicals complex begins; Taloja chemicals unit begins
functioning.
1977 Jammu synthetic Detergents plant inaugurated; Indian shareholding increases to
18.57%.
1978 Indian shareholding increases to 34%; Fair & Lovely skin cream launched.
1979 Sodium Tripolyphospate plant at Haldia commissioned.
1980 Dr. A. S. Ganguly takes over as Chairman from Mr. T. Thomas; Unilever shareholding
in the company comes down to 51%.
1982 Government allows 51% Unilever shareholding.
1984 Foods, Animal Feeds businesses transferred to Lipton.
1986 Agri-products unit at Hyderabad starts functioning - first range of hybrid seeds comes
out; Khamgaon Soaps unit and Yavatmal Personal Products unit start production.
1988 Launch of Lipton Taaza tea.
1990 Mr. S. M. Datta takes over as Chairman from Dr. A. S. Ganguly.
1991 Surf Ultra detergent launched.
1992 HLL recognised by Government of India as Star Trading House in Exports.
1993 HLL's largest competitor, Tata Oil Mills Company (TOMCO), merges with the
company with effect from April 1, 1993, the biggest such in Indian industry till that
time. Merger ultimately accomplished in December 1994; Launch of Vim bar; Kissan
acquired from the UB Group.
1994 HLL forms Nepal Lever Limited, HLL and US-based Kimberley-Clark Corporation
form 50:50 joint venture - Kimberley-Clark Lever Ltd. - to market Huggies diapers and
Kotex feminine care products. Factory set up at Pune in 1995; HLL acquires Kwality
and Milkfood 100% brand names and distribution assets. HLL introduces Wall's.
1995 HLL and Indian cosmetics major, Lakme Ltd., form 50:50 joint venture - Lakme Lever
Ltd.; HLL enters branded staples business with salt; HLL recognized as Super Star
Trading House.
1996 Mr. K. B. Dadiseth takes over as Chairman from Mr. S. M. Datta; Merger of Group
company, Brooke Bond Lipton India Limited, with HLL, with effect from January 1;
HLL introduces branded aatta; Surf Excel launched.
1997 Unilever sets up International Research Laboratory in Bangalore; new Regional
Innovation Centers also come up.
1998 Group company, Pond's India Ltd., merges with HLL with effect from January 1, 1998.
HLL acquires Lakme brand, factories and Lakme Ltd.'s 50% equity in Lakme Lever Ltd.
2000 Mr. M. S. Banga takes over as Chairman from Mr. K. B. Dadiseth, who joins the Unilever
Board; HLL acquires 74% stake in Modern Food Industries Ltd., the first public sector
company to be disinvested by the Government of India.
2002 HLL enters Ayurvedic health & beauty centre category with the Ayush range and Ayush
Therapy Centers.
2003 Launch of Hindustan Lever Network; acquisition of the Amalgam Group
2005 Launch of "Pureit" water purifiers
PRESENT STATURE
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 and Foods & Beverages. They endow the company with a scale of combined volumes
of about 4 million tonnes and sales of nearly Rs.13718 crores.
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.
The mission that inspires HUL's over 15,000 employees, including over 1,300 managers, is to "add
vitality to life." HUL meets everyday needs for nutrition, hygiene, and personal care with brands that
help people feel good, look good and get more out of life. It is a mission HUL shares with its parent
company, Unilever, which holds 52.10% of the equity. The rest of the shareholding is distributed
among 360,675 individual shareholders and financial institutions.

HUL's brands - like Lifebuoy, Lux, Surf Excel, Rin, Wheel, Fair & Lovely, Pond's, Sunsilk, Clinic,
Pepsodent, Close-up, Lakme, Brooke Bond, Kissan, Knorr-Annapurna, Kwality Wall's – are
household names across the country and span many categories - soaps, detergents, personal products,
tea, coffee, branded staples, ice cream and culinary products. They are manufactured over 40
factories across India. The operations involve over 2,000 suppliers and associates. HUL's distribution
network comprises about 4,000 redistribution stockists and covers 6.3 million retail outlets reaching
the entire urban population, and about 250 million rural consumers.
HUL has traditionally been a company, which incorporates latest technology in all its operations.
The Hindustan Unilever Research Centre (HURC) was set up in 1958, and now has facilities in
Mumbai and Bangalore. HURC and the Global Technology Centres in India have over 200 highly
qualified scientists and technologists, many with post-doctoral experience acquired in the US and
Europe.
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 iShakti
community portal. The program now covers 15 states in India and has over 45,000 women
entrepreneurs in its fold, reaching out to 100,000 plus villages and directly reaching to 150 million
rural consumers. 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
endeavours to induce adoption of hygienic practices among rural Indians and aims to bring down the
incidence of diarrhoea. It has already touched 84.6 million people in approximately 43890 villages of
8 states. The vision is to make a billion Indians feel safe and secure.
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.
Management Structure
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. For this, 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.
 Board
 Divisions
 Central functions
 Businesses
Board of Directors / Key Personnel
Mr. Harish Manwani : Chairman
Mr Douglas Baillie : CEO & MD
Mr Sanjiv Kakkar : Director
Mr Nitin Paranjpe : Executive Director
Mr Aditya Narayan : Director
Mr V Narayanan : Director
Mr D.S Parerkh : Director
Mr C.K Prahlad : Director

Mr S. Ramdorai : Director
Mr D. Sundaram : Finance & IT Director
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 15,000 employees, including 1200 managers.
The fundamental principle determining the organisation structure is to infuse speed and flexibility in
decision-making and implementation, with empowered managers across the company’s nationwide
operations.
 Board
 Management Committee
Board
The Board of Directors as repositories of the corporate powers act as a guardian to the Company as
also the protectors of shareholder’s interest.

This Apex body comprises of a Non- Executive Chairman, four whole time Directors and five
independent Non – Executive Directors. The Board of the Company represents the optimum mix of
professionalism, knowledge and experience.
Management Committee
The day-to-day management of affairs of the Company is vested with the Management Committee
which is subjected to the overall superintendence and control of the Board. The Management
Committee is headed by Mr. Nitin Paranjpe and has functional heads as its members representing
various functions of the Company.
Mr. Nitin Paranjpe –

Mr. D Sundaram –
Chief Executive Officer
Vice Chairman
and Managing Director
Mr. Shreejit Mishra –

Executive Director
Foods

Mr. Sanjiv Kakkar – Mr. Dhaval Buch –
Executive Director Executive Director
Sales and Customer Development Supply Chain
Mr. Ashok Gupta – Ms Leena Nair –

Executive Director Executive Director
Legal HR.
CODE OF BUSINESS PRINCIPLES
Unilever has earned a reputation for conducting its business with integrity and with respect for the
interests of those our activities can affect. This reputation is an asset, just as real as our people and
brands.
Our first priority is to be a successful business and that means investing for growth and balancing

short term and long term interests. It also means caring about our consumers, employees and
shareholders, our business partners and the world in which we live.
To succeed requires the highest standards of behaviour from all of us. The general principles
contained in this Code set out those standards. More detailed guidance tailored to the needs of
different countries and companies will build on these principles as appropriate, but will not include
any standards less rigorous than those contained in this Code.
We want this Code to be more than a collection of high sounding statements. It must have practical
value in our day to day business and each one of us must follow these principles in the spirit as well
as the letter.
Standard of Conduct
We conduct our operations with honesty, integrity and openness, and with respect for the human
rights and interests of our employees.
We shall similarly respect the legitimate interests of those with whom we have relationships.
Obeying the Law
Unilever companies and our employees are required to comply with the laws and regulations of the
countries in which we operate.

Employees
Unilever is committed to diversity in a working environment where there is mutual trust and respect
and where everyone feels responsible for the performance and reputation of our company.
We will recruit, employ and promote employees on the sole basis of the qualifications and abilities
needed for the work to be performed.
We are committed to safe and healthy working conditions for all employees. We will not use any
form of forced, compulsory or child labor.
We are committed to working with employees to develop and enhance each individual's skills and
capabilities.
We respect the dignity of the individual and the right of employees to freedom of association.
We will maintain good communications with employees through company based information and
consultation procedures.
Consumers
Unilever is committed to providing branded products and services which consistently offer value in
terms of price and quality, and which are safe for their intended use. Products and services will be
accurately and properly labeled, advertised and communicated.
Shareholders
Unilever will conduct its operations in accordance with internationally accepted principles of good

corporate governance. We will provide timely, regular and reliable information on our activities,
structure, financial situation and performance to all shareholders.
Business Partners
Unilever is committed to establishing mutually beneficial relations with our suppliers, customers and
business partners.
In our business dealings we expect our business partners to adhere to business principles consistent
with our own.
Community Involvement
Unilever strives to be a trusted corporate citizen and, as an integral part of society, to fulfill our
responsibilities to the societies and communities in which we operate.
Public Activities
Unilever companies are encouraged to promote and defend their legitimate business interests.
Unilever will co-operate with governments and other organisations, both directly and through bodies
such as trade associations, in the development of proposed legislation and other regulations which
may affect legitimate business interests.
Unilever neither supports political parties nor contributes to the funds of groups whose activities are
calculated to promote party interests.

The Environment
Unilever is committed to making continuous improvements in the management of our environmental
impact and to the longer-term goal of developing a sustainable business.
Unilever will work in partnership with others to promote environmental care, increase understanding
of environmental issues and disseminate good practice.
Innovation
In our scientific innovation to meet consumer needs we will respect the concerns of our consumers
and of society. We will work on the basis of sound science applying rigorous standards of product
safety.
Competition
Unilever believes in vigorous yet fair competition and supports the development of appropriate
competition laws. Unilever companies and employees will conduct their operations in accordance
with the principles of fair competition and all applicable regulations.
Business Integrity

Unilever does not give or receive whether directly or indirectly bribes or other improper advantages
for business or financial gain. No employee may offer give or receive any gift or payment which is,
or may be construed as being, a bribe. Any demand for, or offer of, a bribe must be rejected
immediately and reported to management.
Unilever accounting records and supporting documents must accurately describe and reflect the
nature of the underlying transactions. No undisclosed or unrecorded account, fund or asset will be
established or maintained.
Conflicts of Interests
All Unilever employees are expected to avoid personal activities and financial interests which could
conflict with their responsibilities to the company.
Unilever employees must not seek gain for themselves or others through misuse of their positions.
Compliance – Monitoring – Reporting
Compliance with these principles is an essential element in our business success. The Unilever
Board is responsible for ensuring these principles are applied throughout Unilever.
The Group Chief Executive is responsible for implementing these principles and is supported in this
by the Corporate Code Committee comprising the General Counsel, the Joint Secretaries, the Chief
Auditor, the SVP HR, the SVP Communications and the Corporate Code Officer, who presents
quarterly reports to the Unilever Executive.

Day to day responsibility is delegated to all senior management of the regions, categories, functions
and operating companies. They are responsible for implementing these principles, if necessary
through more detailed guidance tailored to local needs, and are supported in this by Regional Code
Committees comprising the Regional General Counsel together with representatives from all
relevant functions and categories.
Assurance of compliance is given and monitored each year. Compliance with the Code is subject to
review by the Board supported by the Corporate Responsibility and Reputation Committee and for
financial and accounting issues the Audit Committee.
Any breaches of the Code must be reported in accordance with the procedures specified by the
General Counsel. The Board of Unilever will not criticise management for any loss of business
resulting from adherence to these principles and other mandatory policies and instructions.
The Board of Unilever expects employees to bring to their attention, or to that of senior
management, any breach or suspected breach of these principles.
Provision has been made for employees to be able to report in confidence and no employee will
suffer as a consequence of doing so.
ENVIRONMENT POLICY

Hindustan Unilever Limited (HUL) supplies high quality goods and services to meet the daily needs
of consumers and industry. In doing so, the Company is committed to exhibit the highest standards
of corporate behaviour towards its consumers, employees, the societies and the world in which we
live.
The company recognises its joint responsibility with the Government and the Public to protect
environment and is committed to regulate all its activities so as to follow best practicable means for
minimising adverse environmental impact arising out of its operations.
The company is committed to making its products environmentally acceptable, on a scientifically
established basis, while fulfilling consumers' requirements for excellent quality, performance and
safety.
The aim of the Policy is to do all that is reasonably practicable to prevent or minimise, encompassing
all available knowledge and information, the risk of an adverse environmental impact arising from
processing of the product, its use or foreseeable misuse.
This Policy document reflects the continuing commitment of the Board for sound Environment
Management of its operations. The Policy applies to development of a process, product and services,
from research to full-scale operation. It is applicable to all company operations covering its
plantations, manufacturing, sales and distribution, research & innovation centres and offices. This
document defines the aims and scope of the Policy as well as responsibilities for the achievement of
the objectives laid down.
The Vision

Our vision is to continue to be an environmentally responsible organisation making continuous
improvements in the management of the environmental impact of our operations.
We will achieve this through an Integrated Environment Management approach, which focuses on
People, Technology and Facilities, supported by Management Commitment as the prime driver.
The Environment Policy
Hindustan Unilever Ltd. (HUL) is committed to meeting the needs of customers and consumers in an
environmentally sound manner, through continuous improvement in environmental performance in
all our activities. Management at all levels, jointly with employees, is responsible and will be held
accountable for company's environmental performance.
Accordingly, HUL's aims are to:
• Ensure safety of its products and operations for the environment by using standards of
environmental safety, which are scientifically sustainable and commonly acceptable.
• Develop, introduce and maintain environmental management systems across the company to
meet the company standards as well as statutory requirements for environment. Verify
compliance with these standards through regular auditing.
• Assess environmental impact of all its activities and set annual improvement objectives and
targets and review these to ensure that these are being met at the individual unit and corporate
levels.
• Reduce Waste, conserve Energy and explore opportunities for reuse and recycle.

• Involve all employees in the implementation of this Policy and provide appropriate training.
Provide for dissemination of information to employees on environmental objectives and
performance through suitable communication networks.
• Encourage suppliers and co-packers to develop and employ environmentally superior
processes and ingredients and co-operate with other members of the supply chain to improve
overall environmental performance.
• Work in partnership with external bodies and Government agencies to promote
environmental care, increase understanding of environmental issues and disseminate good
practice.
QUALITY POLICY
“Quality is fundamental to our Business Success”
Unilever’s mission is to meet everyday needs for nutrition; hygiene and personal care with brands
that help people feel good, look good and get more out of life. And a key requirement is building in
the quality expectations of our consumers into our products.
To win consumers’ confidence and loyalty, we need to consistently deliver branded products of
excellent quality. We understand the different needs of our consumers and customers and strive to
develop and deliver superior brands to ensure that they’re the preferred choice. And by applying
consistently high standards, we’re able to do things right first time, cut waste, reduce costs and drive
profitability.

Our Quality Policy describes the principles that everyone in Unilever follows, wherever they are in
the world, to ensure that we are recognised and trusted for our integrity, the quality of our brands and
products, and the high standards we set.
Principles of the Quality Policy:- (in their own words)
• Putting the safety of our products and our consumers first.
We have stringent mandatory quality standards in place against which compliance is verified through
regular audits and self assessments. These standards ensure we design, manufacture and supply
products that are safe, of excellent quality, and conform to the relevant industry and regulatory
standards in the countries in which we operate. Comprehensive management procedures are in place
to mitigate risks and to protect our consumers and markets.
• Putting consumers and customers at the heart of our business
We actively engage our consumers and customers, translating their needs and requirements into our
products and services, thus creating consumer value wherever we position our products. This is at
the very heart of our innovation process.
• Quality is a shared responsibility
Quality and consumer safety is the responsibility of every Unilever employee and Unilever
demonstrates visible and consistent leadership to meet this policy. The drive for quality, in all that
we do, is a passion reflected in our brand development, manufacturing and customer service

processes and is also expected of our business partners. We partner with stakeholders to provide
leadership, promote transparency and share best practice. And we’ve forged effective working
relationships with suppliers and contract manufacturers.
• Building and maintaining excellent systems to ensure the quality and safety of our products
We’re proactively and continuously developing our systems and processes to ensure quality and
safety throughout the whole value chain, and we’re setting a benchmark for the business. We provide
appropriate training and resources, and will ensure that we deliver our quality objectives and targets.
We regularly measure and improve our performance using both internal and external measures.
We actively promote our Quality Policy and have a quality assurance organisation in place to ensure
consistency and visibility of quality standards, processes and performance indicators across all
Unilever businesses at all levels, and to anticipate and develop future quality capability
requirements.

SAFETY AND HEALTH POLICY
Hindustan Unilever Limited (HUL) supplies high quality goods and services to meet the daily needs
of consumers and customers. In doing so, the Company is committed to exhibit the highest standards
of corporate behavior towards its consumers, employees, the societies and the environment in which
we operate.
Towards this, the Company recognises its responsibility to ensure safety and protection of health of
its employees, contractors and visitors in all its operating sites, which include manufacturing, sales
and distribution, research laboratories and offices during work and work related travel.
This Policy document defines the vision, principles, aim, required actions and scope of the policy
application as well as the responsibility for execution.
Our Vision
Our vision is to be an injury free organization.
Our Mission
We will bring safety on top of mind for all employees and will integrate it with all business
processes. We will realize our Vision through an Integrated Safety Management approach, which
focuses on People, Processes, Systems, Technology and Facilities, supported by demonstrated
leadership and employee commitment at all levels as the prime drivers for ensuring a safe and
healthy work environment.
Safety Principles

HUL's Occupational Safety and Health Policy is based on and supported by the following eight
Principles.
These Principles have the same status as the Company's Code of Business Principles:
• All injuries and occupational illnesses are preventable
• All operational exposures can be safeguarded
• Safety evaluation of all business processes is vital
• Working safely is a condition of employment
• Training all employees to work safely is essential
• Management audits are a must
• Employee involvement is essential
• All deficiencies must be reported and corrected promptly
Note: In order to make the Safety Principles operational, a separate document has been
prepared, which covers:
a) Safety Principles
b) Success Criteria
c) Illustrative KPI
This document will form the basis for the concerned Line / Organisations in developing KPI's
for their respective functions / sites.

Scope of Application
This section defines the scope of application of this Policy (where, when and to whom is this
Policy applicable).
Where does this policy apply?
• All own/leased sites – Manufacturing, Research/Innovation, Offices, Depots, Warehouses
• In-house purchased services i.e. canteen, travel desk, IT implementation etc.
• Sites of associates with HUL holding > 24%
while carrying out operations of making, handling, using, transporting, selling or disposing
off of our products
Who does the policy apply to?
• All employees at business anywhere
• Contractors and visitors while at our own sites
When does it apply?
• At work (our employees, contractors and visitors)
• Travel between home and work of our employees
• Business related travel including stay out of headquarter

• All Company organized business events i.e. training programmes, conferences, business
related get-togethers, annual sports etc.
Implementation Responsibility
HUL Management at all levels is responsible for Policy implementation. Every site shall
prepare a responsibility matrix with respect to this Policy. Such SHE responsibilities shall
form an integral part of overall job responsibilities of all employees.
All Unilever and HUL Standards, Rules and Procedures on Occupational Safety and Health,
including those that may be specific to a site are integral to this Policy and its
implementation. All employees are required to ensure strict adherence.
SALES AND INCOME BREAK-UP FROM DIFFERENT BUSINESS

ACTIVITIES OF HINDUSTAN UNILEVER LTD. :
(Values in Rs. Crores) SALES

(Source: www.hll.com)
PBIT Break-up
(Values in Rs. Crores)
(Source: www.hll.com)
HINDUSTAN UNILEVER LOGO
Logo of Hindustan Unilever Is Contaning the legacy of their parent company unilever. Logo of
Hindustan Unilever has also been changed with company name. This logo coincides with the

announcement of new corporate identity. Name HUL was approved by shareholder at the year
annual meeting on May 18 & new identity was officially announced on 25 June following
government approval.
New identity provides optimum balance between maintaining the heritage of the company &
synergies of global alignment with the corporate name of unilever. Most importantly it retains
“Hindustan” as the first word in its name to reflect the company’s continued commitment to local
economy, consumers, partners, & employers
New logo symbolizes the company mission of “Adding Vitality to life” & play a very strongly in our
vision of “Earning the love & respect of India by making a real difference to every Indian”. It
comprises 25 different icons representing organization, its brands & idea of vitality.

INTRODUCTION TO INDUSTRY
Fast Moving Consumer Goods (FMCG), also known as Consumer Packaged Goods (CPG), are
products that have a quick turnover and relatively low cost. Consumers generally put less thought
into the purchase of FMCG than they do for other products. Though the absolute profit made on
FMCG products is relatively small, they generally sell in large numbers and so the cumulative profit
on such products can be large.
FMCG Products and Categories:-
• Personal Care, Oral Care, Hair Care, Skin Care, Personal Wash (soaps);
• Cosmetics and toiletries, deodorants, perfumes, feminine hygiene, paper products;
• Household care fabric wash including laundry soaps and synthetic detergents; household
cleaners, such as dish/utensil cleaners, floor cleaners, toilet cleaners, air fresheners,
insecticides and mosquito repellents, metal polish and furniture polish.

• Food and health beverages, branded flour, branded sugarcane, bakery products such as bread,
biscuits, etc., milk and dairy products, beverages such as tea, coffee, juices, bottled water etc,
snack food, chocolates, etc.
• Frequently replaced electronic products, such as audio equipments, digital cameras, Laptops,
CTVs; other electronic items such as Refrigerator, washing machines, etc. coming under the
category of White Goods in FMCG;
Sector outlook
FMCG is the fourth largest sector in the Indian Economy with a total market size of Rs. 60,000
crores. FMCG sector generates 5% of total factory employment in the country and is creating
employment
Analysis of FMCG Sector
For three million people, especially in small towns and rural India.
Strengths:
1. Low operational costs
2. Presence of established distribution networks in both urban and rural areas
3. Presence of well-known brands in FMCG sector

Weaknesses:
1. Lower scope of investing in technology and achieving economies of scale, especially in small
sectors
2. Low exports levels
3. “Me-too” products, which illegally mimic the labels of the established brands. These products
narrow the scope of FMCG products in rural and semi-urban market.
Opportunities:
1. Untapped rural market
2. Rising income levels i.e. increase in purchasing power of consumers
3. Large domestic market
4. Export potential
5. High consumer goods spending
Threats:
1. Removal of import restrictions resulting in replacing of domestic brands
2. Slowdown in rural demand
3. Tax and regulatory structure
Future Scenario
The Indian FMCG sector with a market size of US$13.1 billion is the fourth largest sector in the
economy. A well-established distribution network, intense competition between the organized and
unorganized segments characterizes the sector. FMCG Sector is expected to grow by over 60% by

2010. That will translate into an annual growth of 10% over a 5-year period. It has been estimated
that FMCG sector will rise from around Rs 56,500 crores in 2005 to Rs 92,100 crores in 2010. Hair
care, household care, male grooming, female hygiene, and the chocolates and confectionery
categories are estimated to be the fastest growing segments.
Growth prospect:-
With the presence of 12.2% of the world population in the villages of India, the Indian rural FMCG
market is something no one can overlook. Increased focus on farm sector will boost rural incomes,
hence providing better growth prospects to the FMCG companies. Better infrastructure facilities will
improve their supply chain. FMCG sector is also likely to benefit from growing demand in the
market. Because of the low per capita consumption for almost all the products in the country, FMCG
companies have immense possibilities for growth. And if the companies are able to change the
mindset of the consumers, i.e. if they are able to take the consumers to branded products and offer
new generation products, they would be able to generate higher growth in the near future. Income in
rural areas is rising and it gives a fillip to FMCG sector. However, the demand in urban areas would
be the key growth driver over the long term. Also, increase in the urban population, along with
increase in income levels and the availability of new categories, would help the urban areas maintain
their position in terms of consumption. At present, urban India accounts for 66% of total FMCG
consumption, with rural India accounting for the remaining 34%. However, rural India accounts for
more than 40% consumption in major FMCG categories such as personal care, fabric care, and hot
beverages. In urban areas, home and personal care category, including skin care, household care and
feminine hygiene, will keep growing at relatively attractive rates. Within the foods segment, it is
estimated that processed foods, bakery, and dairy are long-term growth categories in both rural and
urban areas.

THE TOP 10 COMPANIES IN FMCG SECTOR
Hindustan Unilever Ltd.

ITC (Indian Tobacco Company)
Nestlé India
GCMMF (AMUL)
Dabur India
Asian Paints (India)
Cadbury India
Britannia Industries
Procter & Gamble Hygiene and Health Care
Marico Industries

"Challenges before the Indian FMCG Sector
&
Designing a Blueprint for Future"
Markets all over the world have been on a roll in 2003 and the Indian bourses are no exception
having gained almost 60% in 2003. During this period, while there are sectors that have
outperformed this benchmark index, there are also sectors that have under performed. FMCG
registered gains of just 33% on the BSE FMCG Index last year.

At the macro level, Indian economy is poised to remained buoyant and grow at more than 7%. The
economic growth would impact large proportions of the population thus leading to more money in
the hands of the consumer. Changes in demographic composition of the population and thus the
market would also continue to impact the FMCG industry.
Recent survey conducted by a leading business weekly, approximately 47 per cent of India's 1 +
billion people were under the age of 20, and teenagers among them numbered about 160 million.
Together, they wielded INR 14000 Cr worth of discretionary income, and their families spent an
additional INR 18500 Cr on them every year. By 2015, Indians under 20 are estimated to make up
55% of the population - and wield proportionately higher spending power. Means, companies that
are able to influence and excite such consumers would be those that win in the market place.
The Indian FMCG market has been divided for a long time between the organized sector and the
unorganized sector. While the latter has been crowded by a large number of local players, competing
on margins, the former has varied between a two-player-scenario to a multi-player one.
Unlike the U.S. market for fast moving consumer goods (FMCG), which is dominated by a handful
of global players, India's Rs.460 billion FMCG market remains highly fragmented with roughly half
the market going to unbranded, unpackaged home made products. This presents a tremendous
opportunity for makers of branded products who can convert consumers to branded products.
However, successfully launching and growing market share around a branded product in India
presents tremendous challenges. Take distribution as an example. India is home to six million retail
outlets and super markets virtually do not exist. This makes logistics particularly for new players
extremely difficult. Other challenges of similar magnitude exist across the FMCG supply chain. The

fact is that FMCG is a structurally unattractive industry in which to participate. Even so, the
opportunity keeps FMCG makers trying.
Structural Analysis Of FMCG Industry
Typically, a consumer buys these goods at least once a month. The sector covers a wide gamut of
products such as detergents, toilet soaps, toothpaste, shampoos, creams, powders, food products,
confectioneries, beverages, and cigarettes. Typical characteristics of FMCG products are: -
1. The products often cater to 3 very distinct but usually wanted for aspects - necessity, comfort,
luxury. They meet the demands of the entire cross section of population. Price and income
elasticity of demand varies across products and consumers.
2. Individual items are of small value (small SKU's) although all FMCG products put together
account for a significant part of the consumer's budget.
3. The consumer spends little time on the purchase decision. He seldom ever looks at the
technical specifications. Brand loyalties or recommendations of reliable retailer/ dealer drive
purchase decisions.
4. Limited inventory of these products (many of which are perishable) are kept by consumer
and prefers to purchase them frequently, as and when required.
5. Brand switching is often induced by heavy advertisement, recommendation of the retailer or
word of mouth.

Distinguishing features of Indian FMCG Business
FMCG companies sell their products directly to consumers. Major features that distinguish this
sector from the others include the following: -
1. Design and Manufacturing
• Low Capital Intensity - Most product categories in FMCG require relatively minor
investment in plan and machinery and other fixed assets. Also, the business has low working
capital intensity as bulk of sales from manufacturing take place on a cash basis.
• Technology - Basic technology for manufacturing is easily available. Also, technology for
most products has been fairly stable. Modifications and improvements rarely change the basic
process.
• Third-party Manufacturing - Manufacturing of products by third party vendors is quite
common. Benefits associated with third party manufacturing include (1) flexibility in
production and inventory planning; (2) flexibility in controlling labor costs; and (3) logistics -
sometimes its essential to get certain products manufactured near the market.
2. Marketing and Distribution
Marketing function is sacrosanct in case of FMCG companies. Major features of the marketing
function include the following: -

• High Initial Launch Cost - New products require a large front-ended investment in product
development, market research, test marketing and launch. Creating awareness and develop
franchise for a new brand requires enormous initial expenditure on launch advertisements,
free samples and product promotions. Launch costs are as high as 50-100% of revenue in the
first year. For established brands, advertisement expenditure varies from 5 - 12% depending
on the categories.
• Limited Mass Media Options - The challenge associated with the launch and/or brand-
building initiatives is that few no mass media options. TV reaches 67% of urban consumers
and 35% of rural consumers. Alternatives like wall paintings, theatres, video vehicles, special
packaging and consumer promotions become an expensive but required activity associated
with a successful FMCG.
• Huge Distribution Network - India is home to six million retail outlets, including 2 million
in 5,160 towns and four million in 627,000 villages. Super markets virtually do not exist in
India. This makes logistics particularly for new players extremely difficult. It also makes new
product launches difficult since retailers are reluctant to allocate resources and time to slow
moving products. Critical factors for success are the ability to build, develop, and maintain a
robust distribution network.
3. Competition
Significant Presence of Unorganized Sector - Factors that enable small, unorganized players with
local presence to flourish include the following:
• Basic technology for most products is fairly simple and easily available.

• The small-scale sector in India enjoys exemption/ lower rates of excise duty, sales tax etc.
This makes them more price competitive vis-à-vis the organized sector.
• A highly scattered market and poor transport infrastructure limits the ability of MNCs and
national players to reach out to remote rural areas and small towns.
• Low brand awareness enables local players to market their spurious look-alike brands.
• Lower overheads due to limited geography, family management, focused product lines and
minimal expenditure on marketing.
A general assessment of this would lead to the conclusion that FMCG is not a Structurally
attractive Industry to Enter.
RESEARCH METHODOLOGY
RESEARCH DESIGN
In my project I have used various tools of Exploratory Research. This research will be done to gain
background information of the problem. An initial research will be conducted to clarify and define
the nature of the problem. The various tools used are experience surveys, in depth interviews,
secondary data analysis. Descriptive research was done where questionnaires were given to the
retailers and the wholesalers to find out the competition in HUL skin category.
QUESTIONNAIRE DESIGN
The questionnaire consists of predominantly closed ended and option based question in
order to provide some ease to the respondents. In order to make the questionnaire more
effective following points are covered:

• Uniformity in questions and ease of tabulation and analysis.
• Reduce subjectivity
• Easier to receive response
• Less time consuming.
The questions tried to cover all aspects required to analyze the skin category of HUL and
other competitive brands. The various variables are analyzed in the questions.
SAMPLING METHODOLOGY
SAMPLE PLAN
The project was conducted for the geographical region of Delhi. The sample size
comprised of 10 Super Value Store (SVS), 5 exclusive wholesale, 10 Smart PP. The
sample consists of both the retailers and wholesalers of the general trade.
DATA COLLECTION
The data collection exercise was carried over a period of 40 days, in the various markets
of the region. Over the period of 40 days the data was collected and then all the data was
very carefully studied and the results were found out.

DATA ANALYSIS
SKIN CREAMS
FAIR & LOVELY

Fair & lovely is the most successful fairness cream in the country. Based on a
revolutionary breakthrough in skin lightening technology, Fair & Lovely is in market
since 1978. The brand is very famous amongst the consumers because of the trust that
they have developed with the company. People are satisfied with the quality and price. It
is the mass product. The most selling variant of the FAL is multi-vitamin.
The competitors of FAL and the margins provided by them are as follows:-

COMPETITORS MARGINS MARGINS
Fair One 20%
Fair & Handsome 20%
Garnier 15%
Although the sale of these brands are far behind FAL but these creams are a direct
competition.
VASELINE
Vaseline Aloe fresh is the variant for the summers and it is doing very well. It does not
have any direct competition because there is no other cream in the market for the
summers. The other variants are Vaseline Body lotion and Vaseline Petroleum jelly these
are the winter creams and there sale in summers is slightly low.
The competitors of Vaseline and their margins are as follows:-
COMPETITORS MARGINS
Emami (boroplus lotion) 20%
Nivea 20%
Ayur 18%
Garnier 15%
The projection of market share of the skin creams in Delhi is as follows:-
MARKET SHARE OF HUL AND OTHER COMPANIES IN THE SKIN CREAMS

SEGMENT:-
The finding of the research shows that the estimated market share of HUL is 42%.
The share of HUL skin category creams in this 42% share is as follows:-
Here we can see that the major portion is covered by Fair & Lovely. It covers 77%.
Vaseline body lotion has a share of 10%. Pond’s cold cream is 8% Pond’s body lotion is
3%.

TALCUM POWDER
POND’S
Pond’s came into being in 1947. Pond’s talc is feminine talc. It is perfume talc and caters
to the needs of the women. It has got a very strong hold in the market. The consumers
prefer to buy at least two type of talc for their family, pond’s talc form the part of the
every basket.
Its competitors and their margins are as follows:-
COMPETITORS MARGINS
Spinz
Wipro(santoor & enchanteur) 25%
Nivea 20%
Cinthol 14%
There are other competitors as well like Premiun and Emami which comes in the combi
pack of 400g + 400g. Cinthol comes in the combi pack of 300g +100g. These kinds of
schemes affect the purchase pattern of people who are not brand loyal and are looking for
some free gifts or scheme. A person from lower middle section of the society prefers to
buy these talcs because of the value of money that they offer. Johnson & Johnson baby
talc is not the direct competitor of Pond’s but it is also a competition because women buy
this talc because of the softness and fresh fragrance that it provides.
The market share of these talc are as follows:-

The share of the variants of Pond’s in this 45% is as follows:-
The largest selling variant of Pond’s is Dream Flower Magic which is 46%, next comes
Dream Flower Talc which is 40%. Pond’s Oil Control and Sandal Talc are 11% and 3%
respectively.

PEARS
ITC has launched Fiama Di Wills in competition of Pears. Pears comes in 3 variants
Pears Amber, Oil Control, Germ Shield. The largest selling variant is Amber. The
consumer pattern shows that those who are loyal to this brand do not switch it easily. The
brand loyalty of this product is more than any other. The other soaps which are is
competition of Pears are Dettol with moisturizers, Johnson & Johnson, Fiama Di Wills.
Fiama Di Wills is a new product and is being liked by people. It is lagging behind in its
distribution network as there is always stock out of this product. In the long run it can
provide good competition to HUL.
The present market share of pears and it competitors are as follows:-
LAKME SUN CARE

The major competitor of Lakme Suncare range is Lotus herbals. Lotus comes in lots of

variants which cater to the needs of all types of Indian skin and texture. The SPF (Sun
Protection Formula) in Lakme is 15,20 and 30. but in Lotus it ranges from 15 to 60.
Although if we compare the price, Lotus is more expensive than Lakme, but still people
who are satisfied with this brand do not care about its high price. The market share of
Lakme and Lotus is very close but still Lotus is ahead of Lakme.
The competitors and their margins are as follows:-
COMPETITORS MARGIN
Lotus 35%
Garnier 15%
Shahnaz Husain 25%
The market share of Lakme and its competitors is as follows:-
POND’S WHITE BEAUTY AND POND’S AGE MIRACLE
Pond’s white beauty and Pond’s age miracle are in their initial stage of launch. These are

premium brands, that is , they are high priced and their target customers are upper middle
class and upper class. These 2 products face competition from premium creams like Olay,
Loreal, and VLCC. The market of these creams is small but slowly these creams are
doing well are doing well. People like the quality of Pond’s and also the price that it
is offering. The competition in this segment although is tough. This is because the
consumer of these premium creams is very loyal to their brand and they do switch creams
easily. They are not attracted by the schemes. Quality and brand name alone can attract
their attention. A customer who is using Loreal will not easily switch Pond’s.
The estimated market share of Pond’s and its competitors is as follows:-

SUGGESIONS
• The company can launch a new variant of Pond’s, which could be Pond’s Fairness
Body Lotion. This will cater to the fairness need of whole body and not just hands
and face. The target customer of this variant can be the youth who are more
boldly dressed and want the whole texture of the skin to be same. Most of the
time the face looks fairer than the hands and the legs.
• To launch a display scheme for Pears which can counter the competition from
Fiama Di Wills that it may face in the future. HUL can buy windows from the
retailers for the display of Pears soap and face wash.
• The youth of today is not much into the consumption of fairness cream because
they think it to be harmful for the skin and they are very conscious about the
health of their skin. To cater to this segment of population which is very huge,
Fair & Lovely can initiate activities which makes the youth aware about the

qualities of the brand and to make them understand that the cream is not harmful
for their skin.
• The company can emphasize on the other qualities of Pond’s talc and not just as
perfume talc. It can highlight its medicinal value which is of very necessary for
the summers.
• The company can launch a new variant of Pond’s talc with new fresh fragrance. This will be
for the people who like the brand due to the good quality that it provides but are
bored of the fragrance that has been provided for so long. This will counter the
competition and satisfy the target customers.
• Lakme can come up with sunscreen which has more SPF so that it can counter the
competition that it faces from its biggest competitor Lotus. As of now Lakme
come in SPF 15 to SPF 30. It can also come up with sunscreen with higher SPF.
Lotus ranges from SPF 15 to SPF 60. This way Lakme can cater to the needs of
people who are more exposed in the sun and need more protection against it.
• Pond’s White Beauty and Pond’s Age Miracle are in their initial stage so these
brands need to communicate more to their customers. The company can promote
activities in the mall where they are sold the most as these are premium brands
and their target customer comes in the malls only. This will help in brand
communication of these brands.
• The company should emphasize more on mass retail than the wholesale as the
whole sale is very price sensitive. The ideal ratio of wholesale is to retail is 30:70.
The universal ratio is 40:70 and the HUL ratio is 50:50.

QUESTIONNAIRE
1. Which kind of Outlet do you follow?

o Exclusive wholesale
o Semi wholesale
o Family grocer
o Mass retail
o Chemist
o Super Value Store
2. Which of the following HUL Skin product you keep in your store?
o Fair & Lovely
o Ponds Dream Flower
o Vaseline
o Pears Soap
o Lakme Sunscreen
o Ponds White Beauty
o Ponds Age Miracle
3.What is the value of the monthly sales of the following products?
PRODUCT VALUE
Fair & Lovely
Ponds Talcum
Vaseline
Pears Soap
Lakme Sunscreen
Ponds White Beauty

Ponds Age Miracle
4. Which products are in competition with the following range of products and their
competitive share?
Fair & Ponds Vaseline Pears Lakme Ponds Ponds age

lovely dream soap sunscream white miracle
flower beauty
5. What are the margins and inventory of competitors of HUL products?
Fair & lovely
COMPETITOR MARGIN INVENTORY

PRODUCT
Ponds Talcum

PRODUCT
Vaseline

PRODUCT

Pears soap

PRODUCT
Lakme suns cream

PRODUCT
Ponds white beauty

PRODUCT
Ponds age miracle

PRODUCT
6. How much Inventory do you stock for the following HUL products?
PRODUCTS QUANTITY
Fair & Lovely

Ponds Talcum
Vaseline
Pears Soap
Lakme Sunscreen
Ponds White Beauty
Ponds Age Miracle
7. What are your kind suggestions to increase the sale of HUL Skin category?
_________________________________________________________________
_________________________________________________________________
_________________________________________________________________
_________________________________________________________________

BIBLIOGRAPHY
There were several sources which provided me with the valuable information about Hindustan
unilever limited. This information helped me in enhancing the affectivity of this presentation.
Some of my valuable sources are:
• www.google.com
• www.yahoo.com
• www.hll.com
• www.wikipedia.com
• www.businessworldindia.com
• www.answers.com
• www.indiainfoline.com
• www.financialexpress.com
• www.indiacoffee.org


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Market analysis of skin care

Submitted In The Partial Fulfillment Of Requirement For The Award Of Two

Submitted To: Submitted By:

Dr. (Pro.) D.N. Kakkar Mohd Azharuddin

Under the Guidance Of Mr. Utkarsh Tripathi, Territory Sales Incharge,

Hindustan Unilever Limited

Institute Of Engineering And Technology,Lucknow

INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 1

associated with an esteemed organization like HINDUSTAN UNILEVER LIMITED.

vast field of Marketing that an individual prefers in today’s scenario.

inspired me all the way.

training in Hindustan Unilever Ltd.

INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 2

encouragement in making this project successful.

constant support and valuable guidance.

contribution towards this industry in the coming future.

INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 3

I MOHD. AZHARUDDIN student of MBA at Institute of Engineering and Technology hereby

Engineering and technology Lucknow and Mr. Utkarsh Tripathi(Company guide), is my

INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 4

respect to its competitors.

purposeful and meaningful.

INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 5

INSTITUTE OF ENGINEERING & TECHNOLOGY

(A Constituent College of Gautam Buddha Tech. University.)

SITAPUR ROAD, LUCKNOW-21

TO WHOMSOEVER IT MAY CONCERN

requirement of the University Syllabus.

INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 6

INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 7

Unilever owns a majority stake in Hindustan Unilever Limited.

the FMCG giant.

INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 8

international expertise to the service of local consumers - a truly multi-local multinational.

INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 9

our people, and our business partners.

HUL’s business activities are divided into four broad areas:

Home & Personal Care Foods

• Personal Wash • Tea

• Fabric Wash • Coffee

• Home Care • Branded Staples

• Oral Care • Culinary Products

• Skin Care • Ice Creams

• Hair Care • Modern Foods ranges

• Deodorants & Talcs

INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 10

• Hindustan Lever Network • HPC

• Ayush ayurvedic products & services • Beverages

• Sangam • Marine Products

• Pureit water purifiers • Rice

Kissan, Knorr-Annapurna and Kwality Wall’s.

individually polished and packed in cartons.

control and a blue variant for germ protection.

PEARS AMBER 125 GM

FAIR & LOVELY

INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 12

FAIR & LOVELY MULTI VITAMIN 80 GM

PONDS DFT 400 GM

INSTITUTE OF ENGINEERING AND TECHNOLOGY Page 14

family. Vaseline has been keeping skin healthy since 1870.

The Vaseline Philosophy:

Vaseline Petroleum Jelly I.P.