ACKNOWLEDGMENT

The successful completion of this project is not just owed to one but it bears an imprint

of the efforts of many people, actively involved with the project.

This project was prepared for Hindustan Unilever (HUL). My sincere thanks to

Mr. Tanay Mishra, ASM, for giving me this opportunity to work with HUL. I would

also like to thank Mr.Amit Thapa,AE, under whose guidance I completed my training.

I also extend my gratitude to Mr. Atul Santosh Pandey,TSI, for his cooperation and

guidance.

I would also like to express my gratitude towards people from the industry who equally

contributed in the accomplishment of my project.

My overriding debt continues to my family and friends who continuously provided me

time, support, inspiration and friendly environment needed to prepare this report.

Vijay kumar
 INDEX
1.
OBJECTIVES

• To understand the skin category of Hindustan Unilever Limited.

• To study various brands of HUL in skin category.

• To study the competitive brands in the market of skin category.

• To find the market share of the HUL brands and its competitive brands.

• To determine the key areas of strength and weakness for HUL brands.

• To develop a promotion plan for brand communication of the HUL skin category

products.

INTRODUCTION

COMPANY PROFILE
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 nearly 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 51.55% of the equity. The rest of the shareholding is

distributed among 360,675 individual shareholders and financial institutions. A Fortune

500 transnational, Unilever sells Foods and Home and Personal Care brands in about 100

countries worldwide.

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.

Over time HUL has developed into a viable & competitive sourcing base for Unilever

world wide in Home and Personal Care & Foods & Beverages category of products. HUL

is also a global marketing arm for select licensed Unilever brands and also works on

building categories with core country advantage such as branded basmati rice.
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, comprising about 4,000

redistribution stockists, covering 6.3 million retail outlets reaching the entire urban

population, and about 250 million rural consumers.

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.

HISTORY

YEAR MILESTONES
1888 Sunlight soap introduced in India.

Lifebuoy soap launched; Lever Brothers appoints agents in Mumbai, Chennai, Kolkata,
1895
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.

Vanaspati introduced by Dutch margarine manufacturers like Van den Berghs,

1918
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.

Hindustan Vanaspati Manufacturing Company registered on November 27; Sewri

1931
factory site bought.

1932 Vanaspati manufacture starts at Sewri.

Application made for setting up soap factory next to the Vanaspati factory at Sewri;
1933
Lever Brothers India Limited incorporated on October 17.

Soap manufacture begins at Sewri factory in October; North West Soap Company's
1934
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.

Garden Reach Factory purchased outright; concentration on building up Dalda

1939
Vanaspati as a brand.

Agencies in Mumbai, Chennai, Kolkata and Karachi taken over; company acquires own
1941
sales force.

Unilever takes firm decision to "train Indians to take over junior and senior
1942
management positions instead of Europeans".

1943 Personal Products manufacture begins in India at Garden Reach Factory.

Reorganisation of the three companies with common management but separate

1944
marketing operations.

1947 Pond's Cold Cream launched.

 Mr. Prakash Tandon becomes first Indian Director. Shamnagar, Tiruchy, and
1951
Ghaziabad Vanaspati factories bought.

1955 65% of managers are Indians.

Three companies merge to form Hindustan Unilever Limited, with 10% Indian equity
1956
participation.

1957 Unilever Special Committee approves research activity by Hindustan Unilever.

1958 Research Unit starts functioning at Mumbai Factory.

1959 Surf launched.

Mr. Prakash Tandon takes over as the first Indian Chairman; 191 of the 205 managers
1961
are Indians.

1962 Formal Exports Department starts.

1963 Head Office building at Backbay Reclamation, Mumbai, opened.

Etah dairy set up, Anik ghee launched; Animal feeds plant at Ghaziabad; Sunsilk
1964
shampoo launched.

1965 Signal toothpaste launched; Indian shareholding increases to 14%.

Lever's baby food, more new foods introduced; Nickel catalyst production begins;
1966 Indian shareholding increases to 15%. Statutory price control on Vanaspati; Taj Mahal
tea launched.

1967 Hindustan Unilever Research Centre, opens in Mumbai.

Mr. V. G. Rajadhyaksha takes over as Chairman from Mr. Prakash Tandon; Fine
1968
Chemicals Unit commissioned at Andheri; informal price control on soap begins.

1969 Rin bar launched; Fine Chemicals Unit starts production; Bru coffee launched

Mr. V. G. Rajadhyaksha presents plan for diversification into chemicals to Unilever

1971
Special Committee - plan approved; Clinic shampoo launched.

1973 Mr. T. Thomas takes over as Chairman from Mr. V. G. Rajadhyaksha.

Pilot plant for industrial chemicals at Taloja; informal price control on soaps
1974
withdrawn; Liril marketed.

Ten-year modernisation plan for soaps and detergent plants; Jammu project work
1975 begins; statutory price control on Vanaspati and baby foods withdrawn; Close-up
toothpaste launched.

Construction work of Haldia chemicals complex begins; Taloja chemicals unit begins
1976
functioning.

Jammu synthetic Detergents plant inaugurated; Indian shareholding increases to

1977
18.57%.

1978 Indian shareholding increases to 34%; Fair & Lovely skin cream launched.

1979 Sodium Tripolyphospate plant at Haldia commissioned.

 Dr. A. S. Ganguly takes over as Chairman from Mr. T. Thomas; Unilever shareholding
1980
in the company comes down to 51%.

1982 Government allows 51% Unilever shareholding.

1984 Foods, Animal Feeds businesses transferred to Lipton.

Agri-products unit at Hyderabad starts functioning - first range of hybrid seeds comes
1986
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 HUL recognised by Government of India as Star Trading House in Exports.

HUL'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
1993
ultimately accomplished in December 1994; Launch of Vim bar; Kissan acquired from
the UB Group.

HUL forms Unilever Nepal Limited, HUL and US-based Kimberley-Clark Corporation
form 50:50 joint venture - Kimberley-Clark Lever Ltd. - to market Huggies diapers and
1994
Kotex feminine care products. Factory set up at Pune in 1995; HUL acquires Kwality
and Milkfood 100% brandnames and distribution assets. HUL introduces Wall's.

HUL and Indian cosmetics major, Lakme Ltd., form 50:50 joint venture – Lakme Lever
1995 Ltd.; HUL enters branded staples business with salt; HUL recognised as Super Star
Trading House.

Mr. K. B. Dadiseth takes over as Chairman from Mr. S. M. Datta; Merger of Group
1996 company, Brooke Bond Lipton India Limited, with HUL, with effect from January 1;
HUL introduces branded atta; Surf Excel launched.

Unilever sets up International Research Laboratory in Bangalore; new Regional

1997
Innovation Centres also come up.

Group company, Pond's India Ltd., merges with HUL with effect from January 1, 1998.
1998 HUL acquires Lakme brand, factories and Lakme Ltd.'s 50% equity in Lakme Lever
Ltd.

Mr. M. S. Banga takes over as Chairman from Mr. K. B. Dadiseth, who joins the
2000 Unilever Board; HUL acquires 74% stake in Modern Food Industries Ltd., the first
public sector company to be disinvested by the Government of India.

HUL enters Ayurvedic health & beauty centre category with the Ayush range and
2002
Ayush Therapy Centres.

2003 Launch of Hindustan Lever Network; acquisition of the Amalgam Group

2005 Launch of "Pureit" water purifiers

DISTRIBUTION NETWORK
Hindustan Unilever's distribution network is recognised as one of its key strengths. Its

focus is not only to enable easy access to their brands, but also to touch consumers with a

three-way convergence of -

• product availability,

• brand communication,

• and higher levels of brand experience.

HUL's products, manufactured across the country, are distributed through a network of

about 7,000 redistribution stockists covering about one million retail outlets. The

distribution network directly covers the entire urban population.

The general trade comprises grocery stores, chemists, wholesale, kiosks and general

stores. Hindustan Unilever services each with a tailor-made mix of services. The

emphasis is equally on using stores for direct contact with consumers, as much as is

possible through in-store facilitators.

The distribution network in general trade is as follows:-

 FACTORY

JUST IN TIME DEPOT

REDISTRIBUTION STOCKIST

MARKET ( CHANNEL WISE )

CONSUMER

The products that are manufactured are first brought to the JIT (Just In Time) Depot from

the factory. Then these products are delivered to the Redistribution Stockiest according to

the order placed by them, this is done through Permanent Despatch Plan.Then this stock

is send to either retailers or wholesalers, according to the channel followed by them.

From there it reaches to the consumers.

At the supermarkets
Self-service stores and supermarkets are fast emerging in metros and large towns. To

service modern retailing outlets in the metros, HUL has set up a full-scale sales

organisation, exclusively for this channel. The business system delivers excellent

customer service, while driving growth for the company and the store. At the same time,

innovative marketing initiatives are taken to provide consumers with experience of our

brands at the store itself, through product tests and in-store sampling.

This is termed as Modern Trade. It has got different distribution network and work

differently. It is fast gaining pace as more and more people are turning to malls for

shopping. Today shoppers don’t just want to buy their daily groceries but they also want

a shopping experience. They want to spend time in air conditioned store, no more they

are ready to sweat for spending money. These big box retailers provide them a platform

where they can roam around, pick, compare and choose their products. These stores

provide them a whole new experience of shopping without shedding any drop of sweat.
DISTIBUTION NETWORK

FACTORY

JUST IN TIME DEPOT

CUSTOMER SERVICE PROVIDER

BIG BOX RETAILER

CONSUMER

PRODUCT PROFILE
Hindustan Unilever is biggest company in the FMCG (Fast Moving Consumer Goods)

sector. Its products are divided into various categories. These are given as follows:

• Home and Personal Care: under this it is further divided into two parts:

1. Dets: all the detergents and dishwashers are covered in this. For example,

Vim, Rin, Surf Exel.

2. Personal Products: this comprises of all the products related to personal

care. these are as follows:

- Oral: toothpaste and toothbrush ( Pepsodent, Close Up)

- Skin: soaps, talcum powder, fairness cream, body lotion, winter

cream ( Pears, Vaseline, Fair & Lovely, Ponds’)

- Hair: Shampoos ( Sunsilk, Clinic All Clear)

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
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 fairer

over 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 &

Lovely formulation 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 50 GM
FAIR & LOVELY MULTI VITAMIN 25GM
FAIR & LOVELY MULTI VITAMIN 9 GM
FAIR & LOVELY AYURVEDIK 50 GM
FAIR & LOVELY AYURVEDIK 25 GM
FAIR & LOVELY AYURVEDIK 9 GM
FAIR & LOVELY MENZ ACTIVE 50 GM
FAIR & LOVELY MENZ ACTIVE 25 GM
FAIR & LOVELY SUN BLOCK 50 GM
FAIR & LOVELY SUN BLOCK 25 GM
FAIR & LOVELY SKIN CLEARITY 50 GM
FAIR & LOVELY SKIN CLEARITY 25 GM
FAIR & LOVELY SKIN CLEARITY 9 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 SANDAL TALC 100 GM
PONDS SANDAL TALC 50 GM
PONDS SANDAL TALC 20 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
VASELINE BODY LOTTION 100 ML
VASELINE BODY LOTTION 25 ML
VASELIN ALOE FRESH 300 ML
VASELIN ALOE FRESH 100 ML
VASELINE PETOLIUM JELLY 100 GM
VASELINE PETOLIUM JELLY 50 GM
VASELINE PETOLIUM JELLY 25 GM
VASELINE PETOLIUM JELLY 8 GM
VASELINE LIPCARE 10 GM
PONDS COLD CREAM 100 GM
PONDS COLD CREAM 55 GM
PONDS COLD CREAM 30 GM
PONDS COLD CREAM 8 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 herself 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
Lakme Sun Expert oil absorb complex. This broad spectrum fluid instantly
Ultra matte absorbs excess oil from the surface of the skin, leaving your
super light sunscreen
insta oil absorb complex 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.

SPF 20*(Medium Protection) &
SPF 30*(High Protection)
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.
Click Here for More Details

Lakme Sun Expert Lakme Sun Expert Moisture Intense Sunscreen SPF 30*
sun protection creme with UVA and UVB Protection controls sun related damage
moisture intense sunscreen like skin darkening, sun spots, premature ageing

With extracts of Aloe Vera and Sweet Orange, this intense

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.

SPF 30*(High Protection)

Lakme Sun Expert Sunscreen Lotion SPF-15

Lakme Sun Expert For All Skin types
Sunscreen Lotion
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,
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. .
SPF - 15
For All Skin types

Lakme Sun Expert Lakme Sun Expert Sun Block

SunBlock For Sensitive Skin

An oil-free, water and sweat resistant formulation with

enhanced protection from UVA and UVB radiation. Specially
formulated for Indian skin that tans easily, new Lakme Sun
Expert has SPF 25 to prevent tanning and block out harmful
rays.

How it Works
Nourishes your skin and ensures long-lasting UV protection
for sensitive skin.
 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.

For Sensitive Skin

Lakme Sun Expert Sunscreen Soufflé
For Oily Skin

Lakme Sun Expert A unique, water-based, lightweight sunscreen that's non-

Sunscreen Soufflé greasy and prevents 70% of skin damage. Specially
formulated for Indian skin that tans easily, new Lakme Sun
Expert has SPF 20 to prevent tanning and block out harmful
rays.

How it Works
Prevents tanning and protects oily skin from sun damage.

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.

Lakme Skin Brightening Gel Lakme Skin Brightening Gel

For After Sun Use

Rehydrate and revive your skin with new 100% oil-

 free Lakme Skin Brightening Gel.

How it Works
This light weight cooling formulation rehydrates and
cools your skin. Specially formulated for Indian skin,
it works naturally to lighten your tan restore your
skin's original colour. Now go on, turn your skin into
something divine.

How to Use.
Apply generously following exposure to the sun.
For After Sun Use
Results
An immediate cooling and soothing sensation.

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.

POND’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 Apply to face, neck and arms twice daily. See

Use 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 First time ever fairness cream for men
Fair and Handsome
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?

• Active ingredients regulate production of

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.
Key ingredients • Moisturises skin even after shaving.
============= • Relieves stress and fatigue signs.
Peptide, Liquorice, Vetiver & Aloe vera.
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

Use twice every day.

Fairever Fairness Cream with Saffron, Milk

and Fruit Vitalisers
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.

SP
INZ

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. Easy-
going 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) This unique sun block cream has been specially made for Indian
(Suits all skin types) 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 off
with perspiration / water. Avoid contact with eyes.
Active Ingredients: Octyle Methoxy Cinnamate Z-Cote,
Titanium Dioxide and Benzophenone-3.

Safe Sun - Daily Sun Block 3-in-1 Matte Look Daily Sun Block
(SPF 40) 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
Safe Sun 3-in 1
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 shine-
free, 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.

PREMIUM CREAMS

OLAY

Olay is a Procter & Gamble brand. It was acquired by Procter & Gamble in 1985. P&G
greatly expanded Olay both in line up and in countries. Olay became one of P&G’s
Billion dollar brands in 2003.
In August 2007, Olay was launched in India. Olay has extended its heritage as a
moisturizer to stay looking young, to formally creating the “anti-aging” category in mass
stores with the launch of Total Effects in India.
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 15 days, in the various markets
of the region. Over the period of 15 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

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:-

OTHERS HUL HUL

45% 42%
GARNIER
EMAMI
OTHERS
EMAMI GARNIER
3% 10%

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:-
 PBL
3%
VPJ VBL
2% 10%

PCC FAL
8%
PCC
VPJ
PBL
VBL
FAL
77%

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:-

OTHERS
18% HUL
SPINZ
EMAMI HUL
2% SANTOOR
45%
CINTHOL
J&J J&J
20% SPINZ
EMAMI
CINTHOL 2%
12% OTHERS
SANTOOR
1%
The share of the variants of Pond’s in this 45% is as follows:-

PST
POC
3%
11%
DFT
40% DFT
DFM
POC
PST

DFM
46%

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:-

 J&J
25%
PEARS
FIAMA
PEARS DETTOL
DETTOL 54% J&J
16% FIAMA
5%

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:-

 OTHERS
14%
GARNIER LAKME
36% LAKME
12%
LOTUS
GARNIER
OTHERS
LOTUS
38%

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 are liking 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:-

 Others
Garneir 12% Pond's
8% 31% Pond's
Olay
Loreal
Loreal Garneir
17% Others
Olay
32%

SUGGESTIONS

• 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 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

Lovely Dream Soap Sunscreen White Age
Flower Beauty Miracle
5. What are the margins and inventory of competitors of HUL products?
o Fair & Lovely

COMPETITOR MARGIN INVENTORY

PRODUCT

o Ponds Talcum

COMPETITOR MARGIN INVENTORY

PRODUCT

o Vaseline

COMPETITOR MARGIN INVENTORY

PRODUCT

o Pears Soap

COMPETITOR MARGIN INVENTORY

PRODUCT
 o Lakme Sunscreen

COMPETITOR MARGIN INVENTORY

PRODUCT

o Ponds White Beauty

COMPETITOR MARGIN INVENTORY

PRODUCT

o Ponds Age Miracle

COMPETITOR MARGIN INVENTORY

PRODUCT

6. How much Inventory do you stock for the following HUL products?

PRODUCTS QUANTITY
Fair & Lovely
Ponds Dream Flower
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?
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