TABLE OF CONTENTS

CONTENTS : Project title Certificate Acknowledgement Declaration Preface Table of content Executive Summary PART I :- (Company profile) Introduction of Company Board of Director The Background Distribution Chanel Business

PAGE NO I II III IV V VI VIII 1 2 6 9 12 13

Brand Position in India and Other 15 Countries. 18 Product Profile : Introduction of Pureit Different Type of Purification Models of pureit Benefit of Pureit Proformance Testing Dos and Donts Water Born Diseases Competitor Details 19 22 24 25 27 30 32 35

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CONTENTS :PART - II: Statement of the Problem Significance of the Study Objective of the Study Importance of the Study Theoretical prospect of the study Research and methodology Marketing research Methodology Collection of Data Sampling SWOT Analysis Data Analysis and Interpretation Limitation Finding Conclusion Recommendation Bibliography Questionnaire

PAGE NO 40 41 42 43 44 45 46 47 48 49 50 51 53 76 77 78 79 80 82

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EXECUTIVE SUMMARY
Hindustan Unilever Limited (HUL) is India's largest Fast Moving Consumer Goods Company, touching the lives of two out of three Indians with over 20 distinct categories in Home & Personal Care Products, Foods & Beverages and as well as water division (pureit). HUL's distribution network, comprise about 4,000 redistribution stockists, covering 6.3 million retail outlets reaching the entire urban population, and about 250 million rural consumers. HUL's brands - like Lifebuoy, Lux, Surf Excel, Rin, Wheel, Fair & Lovely, Pond's, Clinic Plus, Pepsodent, Close-up, Lakme, Quality Wall's are household names across the country and so many categories - soaps, detergents, personal products, tea, coffee, ice cream, culinary products and also provide as safe as boiled water through puerit. During my summer training at HUL, I completed the project on Understanding the Consumer Behaviour on Safe Drinking Water as water purifier Pureit products of HUL which are divided into three parts. These are: Conducting and analysing market research. Getting consumer feedback from the existing and potential customers, inculcating the habit of drinking safe water by installing pureit. To know about competitor details which facing challenge in the market. In my first part, a report is made on a detailed study, comprising the new technology use in the water purifier, the aspects of installing of water purifier. The technical details of the machine is necessarily to be understood before moving into the market so that one could discuss the plus points of the machine over the competitors machine. Further, the detail understanding in this kind of installation is done through meetings with probable customers which include the key area of installing water purefier of HULs puerit with all the glamour features such as brand reflecting, essentiality of the products to provide all the comfort required by the customers. The study is done by surveying the different house/clinic located at Noida and nearby. The study is then tabulated, analysed and result extracted.

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In the second part, an observational study is conducted in respect of getting consumer feedback from the existing and potential customer of HULs through providing a batter services. This will reflect my views and measures. It also includes the visits of the places where others competitors similar products were installed to get their performance feedback and identified the hidden opportunities to sell HULs water purifier. And to know about daily habit of customer to use safe drinking water. In the third part, method adopted for competitors analysis involved surveying and observational study of all the competitive brands of HULs water purifier such as Tata Swach, Kent, Usha Birta, Eureka Forbes, Whirpool, Philips etc. followed by the comparison of same. To conducting the observational study, a large data has been collected while visiting the various house, Clinic and medical shop by way of discussions Finally, we would like to add some routes of reaching the customers house, through as follow: Cold calls. Referrals. Kiosk.

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COMPANY

PROFILE

INTRODUCTION
Hindustan Unilever Limited (HUL), having great recognition nationally/ internationally, is India's largest fast moving consumer goods company, touching the lives of two out of three Indians with over 20 distinct categories in Home & Personal Care Products and Foods & Beverages. They endow the company with a scale of combined volumes of about 4 million tones and sales of Rs.13,000 corers. Historical Events in HUL :In the summer of 1888, visitors to the Kolkata harbour noticed crates full of Sunlight soap bars, embossed with the words "Made in England by Lever Brothers". With it began an era of marketing branded fast moving consumer goods (in short FMCG). Soon after followed Lifebuoy in 1895, and other famous brands like Pears, Lux and Vim, Vanaspati was launched in 1918 and the famous Dalda brand came to the market in 1937. In 1931, Unilever set up its first Indian subsidiary, Hindustan Vanaspati Manufacturing Company, followed by Lever Brothers India Limited (1933) and United Traders Limited (1935). These three companies merged to form HUL in November 1956. The erstwhile Brooke Bond's presence in India dates back to 1900. By 1903, the company had launched Red Label tea in the country. In 1912, Brooke Bond & Co. India Limited was formed. Brooke Bond joined the Unilever fold in 1984 through an international acquisition. The erstwhile Lipton's links with India were forged in 1898. Unilever acquired Lipton in 1972 and in 1977 Lipton Tea (India) Limited was incorporated. Pond's (India) Limited had been present in India since 1947. It joined the Unilever fold through an international acquisition of Chesebrough Pond's USA in 1986. The liberalisation of the Indian economy, started in 1991, clearly marked an inflexion in HUL's and the Group's growth curve. Removal of the regulatory framework allowed the company to explore every single product and opportunity segment, without any constraints on production capacity. Simultaneously, deregulation permitted alliances, acquisitions and mergers. In one of the most visible and talked about events of India's corporate history, the erstwhile Tata Oil Mills Company (TOMCO) merged with HUL, effective from April 1, 1993. In 1995, HUL and yet another Tata company, Lakme Limited, formed a 50:50 joint venture, Lakme Lever Limited, to market Lakme's market-leading cosmetics and other appropriate products of both the companies. Subsequently in 1998, Lakme Limited sold its brands to HUL and divested its 50% stake in the joint venture to the company. 2

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

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

Companys Role in other areas

HUL believes that an organisation's worth is also in the service it renders to the community. HUL is focusing on health & hygiene education, women empowerment, and water management. It is also involved in education and rehabilitation of special or underprivileged children, care for the destitute and HIV-positive, and rural development. HUL has also responded in case of national calamities /adversities and contributes through various welfare measures, most recent being the village built by HUL in earthquake affected Gujarat, and relief & rehabilitation after the Tsunami caused devastation in South India. In 2001, the company embarked on an ambitious programme, Shakti. Through Shakti, HUL is creating microenterprise opportunities for rural women, thereby improving their livelihood and the standard of living in rural communities. Shakti also includes health and hygiene education through the Shakti Vani Programme and creating access to relevant information through the Shakti community portal. The program now covers 15 states in India and has over 31,000 women entrepreneurs in its fold, reaching out to 100,000 villages and directly reaching to 150 million rural consumers. The company has fixed target that by the end of 2010, Shakti aims to have 100,000 Shakti entrepreneurs covering 500,000 villages, touching the lives of over 600 million people. HUL is also running a rural health programme Lifebuoy Swasthya Chetana. The programme endeavors to induce adoption of hygienic practices among rural Indians and aims to bring down the incidence of diarrhea. It has already touched 70 million people in approximately 15000 villages of 8 states

A vision to make a billion Indians feel safe and secure

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

Noida. Mission
Unilever's mission is to add Vitality to life.

CORPORATE SOCIAL RESPONSIBILITY

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

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products.

Board of Directors & Management Structure

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

BOARD OF DIRECTORS:Mr. Harish Manwani Chairman

Mr. Manwani, MBA from Mumbai University, joined HUL in 1976 in Sales and Marketing assignments, he became Divisional Vice President - Marketing. Mr. Manwani joined the Board of HUL in 1995, responsible for the Personal Products business. In addition, he held regional responsibility as the Category Leader for Personal Products for the Central Asia and Middle East (CAME) Business Group. Mr. Manwani worked as Senior Vice President in UK responsible for the Global Hair Care and Oral Care Categories. In 2001, he was appointed President of the Home & Personal Care (HPC) - Latin America Business Group and in 2004, as President and Chief Executive Officer of the HPC - North America Business Group. In April 2005, he was elevated to the Unilever Executive as President Asia & Africa.

Mr. Douglas Baillie CEO and Managing Director

Mr. Douglas Baillie graduated from the University of Natal in business finance, marketing and business administration and joined Unilever SA in 1978, then in Australia till 1987. After working in different capacity in South Africa and London, Mr. Baillie was appointed Managing Director Lever Ponds South Africa in 1997 and National Manager, Unilever South Africa, in May 2000. Later, he assumed the responsibilities as the Chief Executive Officer (CEO) of Hindustan Unilever Limited.

Mr. D. Sundaram Finance & IT Director

Mr. D. Sundaram is post-graduate from Madras University and a Fellow of the Institute of Cost and Works Accountants of India (FICWA). He joined Hindustan Unilever in 1975 as a Management Trainee. He worked in different capacity at various locations like London, Africa and Middle East Group etc. In August 1996 he elevated to the position of Senior Vice PresidentFinance, Central Asia and Middle East Group with responsibility for Finance, IT and business strategies for Unilever companies in the Indian sub-continent, North Africa and the Middle East countries. He returned to India in May 1999 as Finance & IT Director of HUL.

Mr. Nitin Paranjpe Executive Director

Mr. Nitin Paranjpe after obtaining a degree in BE (Mech) and MBA in Marketing (JBIMS) from Mumbai joined the Company as a Management Trainee in 1987. During 2001, he was Assistant to the Unilever Chairman & Executive Committee in London. In 2004, he became Vice President Home Care (Laundry & HHC) India responsible for the top and bottom line of the Homecare business. In March 2006, Mr. Paranjpe became the Executive Director for the Home & Personal Care business. 7

Mr. Sanjiv Kakkar Director

Mr. Sanjiv Kakkar is BA (Economics) and PGDM from IIM Ahmadabad with 23 years work experience. Mr. Kakkar joined the Company in June 1984 and has worked in various Sales and Marketing assignments. In March 2006, Mr. Kakkar was appointed as Executive Director - Foods and joined the Management Committee on 1st January 2007. Sanjiv was appointed as the Executive Director - Sales and Customer Development in May 2007.

Mr. A. Narayan Director

Mr. A. Narayan is the Managing Director and CEO of ICI India Limited. He is also the Chairman of ICI India Research & Technology Centre. Mr. Narayan joined the Board as Independent Non-Executive Director in 2001.

Mr. V. Narayanan Director

Mr. V. Narayanan is a post-graduate from Madras University. He was Chairman and Managing Director of the erstwhile Pond's (India) Ltd. He is now Chairman of the Academy of Management Excellence. He joined the Board as Independent Non-Executive Director in 1987.

Mr. D. S. Parekh Director

Mr. D. S. Parekh holds a FCA degree from England & Wales. Mr. Parekh has held senior positions in Grindlays and Chase Manhattan. He is the Executive Chairman of Housing Development Finance Corporation. Mr. Parekh joined the Board as Independent Non-Executive Director in 1997. 8

DIVISIONS
If Hindustan Unilever straddles the Indian corporate world, it is because of being single-minded in identifying itself with Indian aspirations and needs in every walk of life. Hindustan Unilever Limited is India's largest Fast Moving Consumer Goods (FMCG) company. It is present in Home &Personal Care and Foods & Beverages categories. HUL and Group companies have about 16,000 employees, including 1200 managers. The fundamental principle determining the organization structure is to infuse speed and flexibility in decision-making and implementation, with empowered managers across the company's nationwide operations. Each division is self-sufficient with dedicated resources and assets in sales, marketing, commercial, and manufacturing. The two divisions are further reorganized into categories. Typically, each category and each function - Sales, Commercial, Manufacturing - is headed by a Vice President. They with their respective Managing Director, comprise that Division's Management Committee. For managing sales operations, HUL divides the country into four regions, with regional branches in Delhi, Kolkata, Chennai and Mumbai. Headed by a Regional Manager, they comprise Regional Sales Managers and Area Sales Managers, assisted by dedicated field forces, comprising Sales Officers and Territory Sales In charges. In Marketing, each category has a Marketing Manager who heads a team of Brand Managers dedicated to each or a group of brands. The commercial team of a Division is responsible for its supply chain management. There are teams dedicated to sourcing, planning and logistics. Each Division has a nationwide manufacturing base, with each factory peopled by teams of Production, Engineering, Quality Assurance, Commercial and Personnel Managers.

CENTRAL FUNCTIONS
HUL's Central Functions are Finance, Human Resources, Technology, Research, Information Technology, Legal Secretarial, and Corporate Affairs. Their services are shared across the company. But wherever necessary, managerial resources are dedicated exclusively to a business. For example, each Division now has dedicated HR managers HUL believes that while it leverages the scale of a large corporate, it must also retain the soul of a small company. Its organisation structure, which has and will continue to evolve with time, is aimed at achieving this knitting.

CORPORATE PURPOSE
Unilever's mission is to add Vitality to life. They meet everyday needs for nutrition, hygiene and personal care with brands that help people feel good, look good and get more out of life. Their deep roots in local cultures and markets around the world give them strong relationship with consumers and are the foundation for future growth. They bring wealth of knowledge and international expertise to the service of local consumers - a truly multi-local multinational. Their long-term success requires a total commitment to exceptional standards of performance and productivity, to working together effectively, and to a willingness to embrace new ideas and learn continuously. To succeed also requires, they believe, the highest standards of corporate behaviour towards everyone working with them, the communities they touch, and the environment on which they have an impact. This is their road to sustainable, profitable growth, creating long-term value for their shareholders, their people, and their business partners. They are committed to safe and healthy working conditions for all employees and do not use any form of forced, compulsory or child labour.

FACTORY LOCATIONS :The year was 1923. Lord Lever Hulme, the legendary founder of Lever Brothers, was visiting India. The nationalist sentiment in India was for locally manufactured products. Lord Lever Hulme, who believed that what is good for a country is equally good for the company, responded to that aspiration because he too shared that dream. His dream ultimately was realized in 1934. In September 1934, after more than a decade of discussions in London and in India, a Lever factory was allowed to sprout on the land that had been reclaimed by the Bombay Port Trust at Sewri. From here, a month later rolled out the first cake of Sunlight soap to be manufactured in India. The same year, Lever Brothers took over the Garden Reach Factory in Kolkata. These two factories were the first in a manufacturing base, which today literally dots the length and breadth of India i.e. from Assam to Gujarat; from Uttaranchal to Kerala. Hindustan Unilever's diverse product range is today manufactured in about 80 factories. In addition, the company outsources from 150 other units. The operations involve 2,000 suppliers and associates.

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DEVELOPING BACKWARD AREAS

Several HUL factories are situated in backward areas. The company has consciously responded to the national policy of development of backward areas by setting up manufacturing units in these places, which provide several direct and indirect employment opportunities for these areas, and leads to general economic development of these regions through industrialization. In fact, all major investments of HUL, in recent years, have been either in ACategory backward areas or No-Industry Districts. These include factories in Khamgaon and Yavatmal (Maharashtra), Chhindwara (Madhya Pradesh), Orai, Sumerpur and Khalilabad (Uttar Pradesh), Haldia (West Bengal), Silvassa (Dadra & Nagar Haveli), Pondicherry, Goa, Doom Dooma (Assam), Hardwar (Uttaranchal) and Barotiwala (Himachal Pradesh). Since 2001 itself, HUL has set up nine new factories in backward areas. Equally, HUL has an enviable track record in taking over sick enterprises, in response to requests from Government, and converting them into viable operations. The company's units at Mangalore and Rajpura all bear testimony to this achievement. In the process, HUL has saved precious jobs and developed local economies. HUL's manufacturing facilities, like the Khamgaon soap plant and the Sumerpur detergent bar unit, are recognised as among the best in the Unilever world. HUL has adopted Total Productive Maintenance (TPM) for achieving manufacturing excellence since 1994. As on date, TPM is in different stages of implementation in 28 factories. Four HUL factories have already received the TPM Consistency Award, and 14 factories have been awarded with the TPM Excellence Award.

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

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DISTRIBUTION NETWORK
HUL

Carrying & Forwading Agent

Redistribution Stockiest

Wholesalers

Rural Retailers

Urban Retailers

Consumers

Organizational Structure:VOICE PRESIDENT GENERAL MANEGER ZONAL MANAGER Sr. SALES MANAGER AREA SALES MANAGER TERRITORY SALES OFFICER TEAM LEADER SALES EXECUTIVE

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BUSINESSES Foods :Tea

Coffee

Branded Staples Ice creams

Home & Personal Care :-

Personal wash

Fabric Wash
Home Care Oral Care Skin care

Hair care Deodorants & Talcs Colour Cosmetic

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 New Ventures : Hindustan Unilever Network Ayush ayurvedic products & services Sangam Pureit water purifiers

Water Purifiers

Exports : HPC Beverages Marine Products Rice Castor

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BRAND POSITION IN INDIA AND OTHER COUNTRIES

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

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EXPORTS PORTFOLIO
The categories under HPC include products in Skin care, Oral care, Pears, Personal Wash & Lakme range. Skin Portfolio includes Mass & Masstige Skin (Cream & lotions under Fair & Lovely and Dove brands), Shampoos and Conditioners (under Sun silk brands), Vaseline & Talc (under Ponds brands). In the past the focus market was in Middle East and Asia, which is now slowing changing with current exports to European countries and robust plans to source different products to US in the near future. Oral Care consists of Tooth Paste and Tooth Brush (under Pepsodent, Close-up, Mentadent and Signal brands). The exports are to Asian and European countries. Pears Category consists of Bars, Hand Wash, Body Wash and Shower Gel. Pears is being sold globally including to North America / UK to the GCC / African countries extending up to Singapore and Australia. While the bar remains the most popular product, the brand has now extended to hand wash, shower gel, body wash and face wash. Currently Pears is celebrating its 200 year anniversary which shows the rich heritage and the strong brand equity it enjoys over generations. Personal wash category predominantly consists of Lux, Fair & Lovely Soap, Lifebuoy Hand wash Lakme Products are mainly exported to the countries with Indian Ethnic population or to geographies where the brand enjoys strong equity. The markets include Nepal, Bangladesh, United Kingdom & Maldives.

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FOOD & BEVERAGES:The categories under F&B include products in Tea, Coffee & Processed Foods range. Tea Category Includes: Tea Bags (includes Tea Bags, Flavored Tea Bags and Square Tea Bags), Instant Tea, Bulk Tea & Packet Tea. The branded packet tea, and instant tea are for Unilever's ready-to-drink tea business. The branded teas are Brooke Bond, Brooke Bond Red label, Brooke Bond Taj Mahal, Lipton, Lipton Yellow Label, Lipton Green Label, Lipton Brisk and Lipton 3-in-1 premix. Coffee Category consists of Instant coffee & special coffee Beans (under Bon and Bru brands). The focus market for Bon is CIS markets while Bru is mainly sold to Ethnic markets / Indian diaspora world-wide. Both Bon and Bru straddle the entire gamut of formats comprising of spray dried coffee, granulated, freeze dried and pre mixes. Processed Foods categories include Fruit Spreads / Jams, Soup Powders, Salt, Wheat Flour, Tomato Ketchup and Custard Powder. The branded processed food items consists of Kissan, Knorr, Annapurna, Captain Cook, Brown & Polson brands.

Marine Products:HLL offers a comprehensive portfolio, ranging from Surimi, Crabsticks to Shrimps and several value-added products. Among its customers is Icelandic, the world's third largest seafood company. In addition, HLL has also become a part of Unilever's supply chain in seafood for Europe too. HUL Marine Products brands are Ocean Diamond, Ocean Excellence, Shogun, Hima, Gold Seal, Tara and Prima. Rice: The categories are Basmati Rice and Basmati Rice-based ready-to-eat rice meals. The brands are Gold Seal, Indus Valley, Rosanna and Annapurna. Castor: The products are Castor Oil, Castor-oil based products, like hydrogenated castor oil, 12 - Hydroxyl Stearic Acid, Ricinoleic Acid (used in grease and lubricant industry, paints and surface coatings, cosmetics, emulsifiers), and Speciality Castor Oils (USP grade, BP grade, DAB 10) etc used in pharmaceutical preparations. HUL Castor brand is Topsol. 17

PRODUCT

PROFILE

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INTRODUCTION TO PUREIT
Pureit was initially launched by Hindustan Unilever Ltd. in the southern Indian city of [Chennai] in 2005. The brand was rolled out across India in phases, with full national presence having been established in the first half of 2008.pureit is the worlds most advanced in-home water purifier. Pureit, a breakthrough offering of Hindustan Unilever (HUL), provides complete protection from all water-borne diseases, unmatched convenience and affordability. Pureits unique Germ kill Battery technology kills all harmful viruses and bacteria and removes parasites and pesticide impurities, giving you water that is "as safe as boiled water". It assures your family 100% protection from all water-borne diseases like jaundice, diarrhea, typhoid and cholera. Whats more, it doesnt need gas, electricity or continuous tap water supply. Pureit not only renders water micro-biologically safe, but also makes the water clear, odourless and good-tasting. Pureit does not leave any residual chlorine in the output water. The output water from Pureit meets stringent criteria for microbiologically safe drinking water, from one of the toughest regulatory agencies in the USA, EPA (Environmental Protection Agency). The performance of Pureit has also been tested by leading scientific and medical institutions in India and abroad. This patented technological breakthrough has been developed by HUL. This state-of the-art engineering developed by a team of over 100 Indian and international experts from HUL and Unilever Research Centres has made Pureit possible at the consumer price of just Rs. 2000 Pureit runs with a unique Germkill Battery Kit that typically lasts for 1500 litres* of water. The Germkill Battery Kit is priced at Rs.365. This means consumers will get 4 litres of water that is as safe as boiled water for just one rupee, which works out to an extremely affordable 24 paise per litre. Pureit in-home purification system uses a 4 stage purification process to deliver as safe as boiled water without the use of electricity and pressurized tap water. Pureit is a unique in-home drinking water purification system, offering water as safe as boiled, thereby Protecting children and families from waterborne diseases. It is the only purifier in the world that provides this level of safety without depending on cooking gas, electricity and pressurized tap water, and is affordably priced.

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Following awards for Pureit during the year reflect the high public recognition for the same: Golden Peacock product innovation award, Innovation award in India from the United Kingdom Trade and Investment organization, and Water Digest award supported by UNESCO for the best domestic nonelectric water purifier.. Pureit has been nationally extended with its footprint in 28 states. The business has developed a unique customer acquisition system and strong capabilities in supply chain and customer service. More than two million units of Pureit were sold during the period of April 2009 to March 2010; sales turnover of the business was Rs. 220 crores for this period. The business is in an investment phase, we continue to commit resources in this business, mainly to fund brand development and sales infrastructure. The potential for the business is high given the critical need for clean water at low cost. The domestic water purifier appliances market is estimated to be Rs 450 crore and is dominated by Aquaguard from Eureka Forbes. . Pureit is a battery operated purifier. The company uses the following differentiation points against the main competitor Aquaguard by claiming that the product works without gas/electricity thus the cost per litre of pure water is very less. More over the brand is priced at a tempting Rs 2000 which makes it the lowest priced purifier compared to Aquaguard or Kent. Pureit is being positioned on the basis of its performance. The brand claims that the water from the purifier is ' as safe as the boiled water ' By claiming that it purifies water as safe as boiling water, Pureit is trying to achieve Points of Parity with Aquaguard and Kent which also claims the same feature. Along with this POP, the brand tries to differentiate on the following points: A. no electricity/gas B. Cost per litre low C. Price of the product is also low Pureit works on different cleaning layers to ensure purity. There is a fibre mesh layer which removes visible dirt. Then comes a unique carbon trap that filters harmful pesticides and dirt. Then comes the USP - Germkill processor which kills all the bacteria and virus. Then there is a polisher which gives clear odorless water and a battery life indicator which tells you when to replace the battery. The product has a capacity of 9 liters in the upper chamber and 9 liters in the transparent chamber. 20

According to the product website, the battery lasts for 1500 liters and the replacement battery costs Rs 250. Pureit is now being promoted through all media. There are ads in local print as well as TV. Being the FMCG major, HLL was able to place the product in most of the supermarkets and key consumer points. The brand uses the tagline " As Safe as Boiled water'. The brand is mainly targeting households (mothers) which have small kids. Pureit is a product that is a boon to Indian consumers. Its a boon because it has helped making a category more affordable. More than that, the quality of potable water in our country is deteriorating day by day creating health hazards especially for kids. By making a product at an affordable cost, HUL has made another positive impact in its consumer's quality of life

4 KEY STASES OF PURIFICATION

1. Micro-Fibre Mesh (MFM) 2. Compact Carbon Trap (CCT) 3. Germ kill Processor (GKP) 4. Polisher

MICRO FIBRE MASH

The micro-fibre mesh removes the visible dirt present in your input drinking water. It needs to be regularly cleaned to dislodge the trapped dirt particles. However, it may change colour over time depending on the quality of your input water. Dont attempt to remove the colour. The colour does not affect the germ-kill capability of your Pureit. You can continue to use your micro- fibre mesh. In the event of it getting damaged or torn, you will need to replace your micro-fibre mesh immediately. Its is available for a price of Rs. 55 only. Material Non Woven Polyester Removes suspended particulate > 10 micron Reduces filtration load on CCT Average flow rate of 5 lit/min 21

 COMPACT CARBON TRAP

Material Intermediate Activated Carbon Binder is used for holding the carbon granules Removes particulate impurities < 10 micron Removes organic load improves taste of water Removes pesticides

Removes cysts

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

GERM KILL PROCESSOR:-

Attaching with Batching chamber Stored germ kill power target and kill all harmful viruses and bacteria Unique AUTO SWICH OFF TECNOLOGY 22

 Battery Life Indicator

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

POLISHER

Made by activated Granular carbon and coated by silver This design has reduced pressure drop , eliminated the level of fines coming in water and reduced wastage of plastic in battery Removes chlorine and disinfection by products Radial flow design low pressure drop Finally removes all odours, make water visually clear & gives great tasting water.

23

 MODEL OF PUREIT
PUREIT AUTO FILL PUREIT M 05 PUREIT COMPACT

PUREIT AUTO FILL

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

PUREIT M O5:As discussed earlier Pureit is a unique in-home drinking water purification system, offering water as safe as boiled, thereby protecting children and families from waterborne diseases. It is the only purifier in the world that provides this level of safety without depending on cooking gas, electricity and pressurized tap water, and is affordably priced only 2000 Rs.

PUTRIT COMPACT:With the launch of Pureit Compact, HUL now provides world-class standards of safety in a form that can be used anywhere, anytime and in any home at an extremely affordable price of just Rs. 1000 HUL Pureit now brings As Safe as Boiled water to a completely new segment of consumers who could not afford a water purifier earlier. With the launch of Pureit Compact, HUL now provides world-class standards of safety in a form that can be used anywhere, anytime and in any home at an extremely affordable price of just Rs. 1000. Pureit in a short span of time has been adopted by over three million extremely satisfied households and the launch of Pureit Compact will ensure that many more families can now enjoy the same high levels of safety and peace of mind. Pureit Compact comes at a one-time cost of Rs. 1000/- and is available at all leading retail outlets across the country. 24

 BENEFITE OF PUREIT: Complete protection from all water-borne diseases Great convenience Unmatched affordability Great Taste Great quality and capacity

Complete Protection:Pureit kills all harmful viruses and bacteria and removes parasites and pesticide impurities, giving you as safe as boiled water. This way, Pureit assures you and your family of 100% protection from all water-borne diseases like jaundice, diarrhea, typhoid and cholera. Pureits Germkill Processor technology meets the stringent germ-kill criteria of the Environmental Protection Agency (EPA), the toughest regulatory agency in the USA.

Viruses

Bacteria

Parasites

Pesticide Impurities

Great Convenience:Pureit doesnt need gas, electricity or continuous tap water supply, making it an absolutely hassle-free water purifier

Great Taste:-

Pureit water tastes great. It gives clear and odour-free water

Great quality and capacity Pureit is made with the best quality plastic and has a great capacity

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FEATURE COMPARISON
Key features Pureit Boiling process Leading UV inline purifier Candle filter

Kills/Removes harmful Viruses Kills/Removes harmful Bacteria Kills/Removes harmful Parasites (causes amoebiasis, diarrhoea, etc) End-of-life indicator Advanced Auto Switch-off Great taste Improves clarity Removes odour Doesn't need expensive gas Doesn't need electricity Doesn't need continuous tap water Doesnt need plumbing Doesn't need an expensive maintenance contract Low initial cost Low on-going cost

Need to boil for 3040 min

Cost comparison across purification methods Method of purification Cost of Pureit Water Cost of Pureit water (with purifier cost apportioned) Cost of boiling water Cost of leading UV in-line purifier (with purifier cost apportioned) Cost of 20 litres of leading bottled water brand Cost of 1 litre of leading bottled water brand 26 paise/litre 24 35 47 64 350 1200

PERFORMANCE TESTING
Leading Scientific Institutions: National Environmental Engineering Research Institute. Central Food Technological Research Institute. National Institute of Cholera and Enteric Diseases. Indian Public Health Association. Institution of Public Health Engineers

Leading Medical Institutions King institute of Preventive Medicine. Sundaram Medical Foundation Apollo Hospitals SRL Ranbaxy Clinical Reference Laboratories

Leading International Institutions

London School of Hygiene and Tropical Medicine UK Scottish Parasite Diagnostic Laboratory, Glassgow, UK

PROOF OF PERFORMANCE
Pureit is an engineering marvel, a breakthrough product that has evolved over a span of five years, with the combined efforts of over a hundred qualified scientists at Hindustan Unilever and Unilever Research Centre. Within a very short time, Pureit has proved its credentials amongst the scientific and public health community, has delighted consumers, and has convinced doctors of its efficacy.

Performance Reports

Pureits performance has been rigorously tested by leading international and national medical, scientific and public health institutions 27

Zero Chlorine Presence

Residual chlorine in Pureit Output Water

Consumer Reactions

Pureit has satisfied lakhs of consumers with its great product performance

AWARDS AND RECOGNITION:Pureit has won the UK Trade and Investment India Business Award for 2008 in the innovation category.

Pureit has also received the UNESCO Water Digest Water Award 2008 2009 in the category of Best Domestic Non - Electrical Water Purifier

Pureit has also won the Golden Peacock Innovative Product / Service Award 2008 in the FMCG sector

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Pureit Protecting Lives

Dr. Kamals association with Safe Water

The former Hon. President of India, Dr. A.P.J. Kalam formally launched the Safe Water, Health for Success schools education programme.

Pureit in Doctor's Clinics

Thousands of doctors across the country rely on Pureit for their patients in the clinic.

Pureit in Schools

A schools education programme Safe Water, Health for Success initiated by Pureit and The National Academy of Sciences, India (NASI), an eminent body of leading scientists in India, has created awareness about safe water amongst

29

Do's and Don'ts

Pureit has been specially designed to give you water that is 'as safe as boiled water as long as the Pureit system is used in the way as prescribed in the instructions manual. Listed below are things that you must take care of:

Do's: The Pureit guarantee of getting water that is 'as safe as boiled water' applies only if you ensure that the transparent chamber of the purifier and the tap are hygienically kept, and that germs are not introduced due to contact with hands, drying with a cloth, wash or any other means. Also after taking water from Pureit, if you store it in bottles, please ensure that these containers are clean and germ-free. You should only store water in the Pureit purifier, and not use other bottles and containers. If you do so, water may get re-contaminated. While washing the transparent chamber ensure that you have separated the transparent chamber from the polisher and Cleansing-Collection chamber, so that there is no chance of water going into the polisher. Always use all the three components of the Pureit 'Germkill Kit together. Don't drink water from the purifier if any one of the 'Germkill Kit' components is not fitted. You should ensure that the area around the purifier is kept clean. Keep all components of the Pureit 'Germkill Kit' out of reach of children at all times. Ensure that the purifier is placed on a flat surface at all times, and never tilt the transparent chamber to take out water. If you ever want to shift the purifier, do so only after both the top chamber and batching chamber are empty. Otherwise the purifier may leak, and the purification process may get affected. Ensure that the nut in the transparent chamber is fully tightened by turning clock-wise. If not, water may leak. Always rely only on the red indicator to replace the battery. The auto switch-off is only an additional assurance of safety - in some cases, the input water quality may prevent it from functioning. 30

Donts
Always clean the Pureit system only as described in the section on cleaning. Do not use any soap or detergent. Ensure that you don't inadvertently introduce germs into the transparent chamber or the tap e.g. through your hands or by using a drying cloth. Always use purified Pureit water for doing the last rinse of the transparent chamber, and then let it dip-dry Don't pour boiling or hot water into, or on the Pureit system. Similarly don't pour freezing cold 0 water (less than 10 C) into, or on the Pureit system Do not pour hot water directly from an overhead tank or any other source in your Pureit as hot water uses up the Germkill Processor faster than normal. If required, allow the water to cool to room temperature before pouring it in the top chamber. For the same reason do not keep your Pureit in hot surroundings like direct sunlight, near a stove or near afridge. Never buy the Pureit system, or a Pureit 'Germkill Kit' from an unauthorised source. Remember all you have to do is call us at the Pureit helpline, and we will deliver a new 'Germkill Kit' to you at your home for a minimal delivery charge. Alternatively, you can visit us at your nearest Pureit Safe Water Zone and buy a new battery. Don't in anyway try to open the three Pureit 'Germkill Kit' components. Never use the system once the Pureit Germkill Processor Indicator shows a full red colour in the window, with no 'white' colour visible. Don't drop any of the components, or the purifier as a whole from a height. This may cause the components to fracture or break, and the guarantee of getting water 'as safe as boiled water' will no longer be valid. Don't put any chemical fluids in the Pureit system. This is meant strictly for drinking water only If the transparent chamber is full, please do not fill water in the top chamber, otherwise water will overflow from the transparent chamber. Do not pour water in purifier after battery turns fully red. This will prevent water overflowing due to auto switch-off. This ensures no one is accidentally hurt by slipping on the overflow water. Also, no household item kept near purifier will get damaged by water. 31

Water Borne Diseases

More than 1 billion people do not have access to safe drinking water. In the developing world, 80% of all diseases are water-related. The magnitude of the problem can be seen from the fact that diarrheal disease alone leads to 2 - 2.2 million deaths and 4 billion episodes of disease every year worldwide. Estimated 400,000 deaths due to diarrheal disease happen amongst children in India every year. This is an immense economic and social burden on the country. The magnitude of the problem can be further gauged from the fact that in India, 19.2% of all children under the age of 3 years have had diarrheal disease in any two week period. It is in this context that the United Nations has established the Millennium Development Goal of halving the number of people without safe drinking water, and reducing by two-third the mortality of children under 5 years, by 2015

What causes waterborne diseases?

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

What can be done to solve the problem of waterborne diseases?

World Health Organization (WHO) says that the provision of safe water alone will reduce diarrheal and enteric disease by up to 50%, even in the absence of improved sanitation or other hygiene measures. WHO further asserts that there is now conclusive evidence that simple, acceptable, low cost interventions which are capable of eliminating harmful viruses, bacteria and parasites from household stored water, can reduce the risks of diarrheal disease for people of all ages in both the developed and developing world. 32

Some basic Facts on Water Problems

o Infected water causes an estimated 80% of disease in India, according to the World Health Organization. o About half of the worlds reported case of polio, a crippling disease which is waterborne, occurs in India. o Each year, diarrhea kills 500,000 Indian children. o Water is pure at the source which is the municipal treatment plant. It comes to your house through pipes. o These pipes are very old and have rusted, which may be cause of contamination. o Sewage lines are also in contact with underground water pipes. o People also break open pipes at places to have access to water. These open cracks allow contaminated matter to get inside the water pipes. o With the ever growing problem of safe drinking water faced in India, HUL has come with a social initiative of providing safe and pure drinking water by means of Pureit, a quality yet affordable water Purifier.

33

How safe is your drinking water?

If you and your family get safe drinking water, consider yourselves fortunate. In India, millions struggle everyday to get clean, safe drinking water and fall prey to serious water-borne diseases. Today, 80% of the diseases in the developing world are water-related. In India 800 million such diseases are reported every year, owing to contaminated drinking water. Water gets contaminated in many ways by harmful viruses, bacteria and parasites, all invisible to the naked eye. These micro-organisms find their way into water from faces (1 gram of faces can contain 10 million viruses, 1 million parasite cysts, and 100 worm eggs). Sewage treatment in residential and industrial units may not be adequate untreated human and industrial waste is often dumped into rivers and other water bodies, which cater to cities and villages. The situation worsens drastically in the monsoons. Even though municipal corporations may chlorinate water adequately, contamination occurs as the water gets distributed to individual homes. Leaks in pipes (owing to unauthorized connections), unclean water tankers, unclean overhead tanks in buildings, contaminated taps and unhygienic storage may all lead to microbiological contamination. The result? Dreaded diseases like hepatitis, jaundice, diarrhea, typhoid, cholera, and gastroenteritis. These waterborne diseases wreak havoc as they cause long absences from work and school, loss of livelihood and in extreme cases, even death. Children especially, are the worst hit. Ask any concerned parent and he/she will tell you how these diseases affect childrens health, hinder academic growth, and drain the familys resources. Given the multiple sources of contamination, experts agree that the most efficient way of ensuring safe water is to purify water at your point of use. World Health Organization (WHO) says that the provision of safe water alone will reduce diarrheal and enteric disease by up to 50%, even in the absence of improved sanitation or other hygiene measures. So, play it safe by purifying your drinking water at home. Protect your family from water-borne diseases. 34

COMPETITORS DETAILS
Whirlpool Purafresh Deluxe 6.5 liters of storage capacity 6 purification stages Plus Sediment filter Pre Carbon filter Water level indicator MRP - Rs 14,450 Offer Price Rs 13,750 Whirlpool Purafresh Elite 8.5 liters of storage capacity 6 purification stages Plus Sediment filter Pre Carbon filter Dual overflow protection system MRP - Rs 15,750 OFFER PRICE Rs 14,950

Whirlpool Purafresh Platinum Direct flow 5 purification stages Neo Sense filter Post Carbon filter Electronic display panel MRP - Rs 22,950 Offer Price Rs 21,950

Eureka Forbes - Aqua Sure Product Summary: This water purifier has 4 purification stages like- Pre-filter purification, activated carbon purification, Active Disinfectant and Special Carbon Block. Active Disinfectant of this purifier destroys disease-causing bacteria and viruses. Special Carbon Block helps in final finishing stage of purification. It comes with 13 litres of storage capacity.

Aquaguard Booster:- equipped with e-boiling+, a unique SMPS system and an in-built Water Pressure Enhancer, the Booster is specially designed for areas with low water pressure and no running water. Ensuring that your child gets pure drinking water. pure drinking water. MRP : Rs.9190 (approx.) AQUAGUARD ULTRA An equivalent product to Pureit exists from Eureka Forbes as well Aqua guard Ultra. It uses an ultrafiltration membrane to purify water. The product claims to be capable of removing impurities even in the molecular range. Just like Pureit, Ultra does not require electricity to function. It has a four stage purification: The price of this product is 7350 rupees. Eureka Forbes - AQUAGUARD TOTAL RO Product Summary: This water purifier has 6 purification stages like- Particle Filter, Clarity Cartridge, Pre-Taste Enhancer Cartridge, RO Membrane Cartridge, Post-Taste Enhancer Cartridge and Nano Silver Medium. It comes with 9 liters of storage capacity in transparent tank. This water purifier removes excess TDS from hard water and makes it taste fresh. It has auto shut-off of the pump, with unique weight sensor mechanism for efficient and economical functioning. Available exclusively through the trained Direct Sales Specialist of Eureka Forbes.

Usha Brita Water guard SF 620T

Usha Brita Water guard-Digital

Ken star WP-117 Water Purifier Direct Flow, 3 Stage Purification, ABS Plastic Material This water purifier has a flow rate of 1 litres per minute. It has 3 purification stages like- Pre-filter purification, Silver-impregnated activated carbon purification and Ultra-violet purification.

Philips WP 3890 (Water Purifier) Flow rate of 1.2 litres per minute 3 purification stages UV (PLS) technology User replaceable filter Pure Protect lock feature Pure Flush feature MRP Rs 6,995 Offer Price Rs 6,490

Philips WP 3891 (Water Purifier) Flow rate of 1.2 litres per minute 3 purification stages UV (PLS) technology User replaceable filter Pure Protect lock feature Pure Flush feature, Rechargeable Battery Back Up MRP Rs 9,995

OFFER PRICE Rs 8,990

Philips WP 3890 Flow rate of 1.2 litres per minute 3 purification stages UV (PLS) technology User replaceable filter Pure Protect lock feature Pure Flush feature MRP Rs 6,995 OFFER PRICE Rs 5,990

Philips WP 3891 Flow rate of 1.2 litres per minute 3 purification stages UV (PLS) technology User replaceable filter Pure Protect lock feature Pure Flush feature, Rechargeable Battery Back Up MRP Rs 9,995 TATA SWACH :- lock Advanced TSRF Technology Advanced Pure-Power indicator and Auto-shot Philips WP 3892 Mechanism. Flow rate of 1.2 litres per minute Capacity up to 3000 litres 3 purification stages Removes harmful diseases causing bacteria and virus UV (PLS) technology Free from chlorine,filter bromine and iodine Minimal User replaceable Maintenance. Pure Protect lock feature
Pure Flush, IntelliFill feature TATA SWACH LCD display:- Fuse Advanced MRP RsTSRF 8,995 Technology Advanced Pure-Power indicator and Auto-shot OFFER PRICE Rs 8,100 Mechanism. Capacity up to 3000 litres Removes harmful diseases causing bacteria and virus Free from chlorine, bromine and iodine Minimal Maintenance.

KENT-ELITE 1 Flow rate is 0.42 litre per minute. 4 purification stages Its Reverse Osmosis Technology Its comes with optional water tank. It uses semi-permeable manembrne to divert dissolved salt, heavy metals, chemical cartridge, micro-organisms and other impurities to drain.

High capacity Mineral ROTM water purifier for offices and commercial establishments Best suited as attachments to water coolers 20 inch housings for sediment and carbon filters High purifying capacity Purification by RO followed by UV with TDS controller to maintain natural minerals in water Built in SMPS to operate within 160-300 AC voltage

FEATURES OF IRON REMOVER SYSTEM Water softener is basically used for reducing the hardness of raw water. Iron Remover is basically used for reducing the iron contents of raw water. Iron contents of water is due to excess content of ferrous. MNO2 / Brim / Green Sand / ISR Resin are the media / reagents basically used in iron remover system to reduce iron contents to desired limits. Custom / Tailor made depending on space & requirement feasibility (as per end user requirement)

FEATURES OF WATER SOFTENER SYSTEM Water softener is basically used for reducing the hardness of raw water. Hardness of water is due to excess content of magnesium & calcium. Resin is the polymer used in water softener system to reduce hardness to desired limits. Custom / Tailor made depending on space & requirement feasibility (as per end user requirement)

39

PART - II

40

STATEMENT OF THE PROBLEM

Broadly speaking this study has been under taken on a detail study, consisting of areas covering all the aspects of consumer behaviour and detail understanding of all the competitive brands of water purifier. In India, water purifier market since past few years, is flooded with different varieties of water purifier of different companies. In such a situation the consumer is in dilemma in preferring a particular product because different brands of water purifier amongst them. With much competition of different companies producing similar products the study is also aimed at those potential consumers of water purifier of different brands and the other companys brands like Tata Swach, Kent, Usha Birta, Eureka Forbes, Whirlpool, Philips etc. Consumer varies tremendously in size of consumption and taste. Also these factors have been taken into consideration while ascertaining the consumer preference for water purifier. The Hindustan Unilevers mission is to protect one billion lives & save one million children from water bound diseases by proving its water purifier pureit. So company wants to spread awareness among the people. This program promises to provide a rapid response to customers problem which they are facing by using their water purifier & those customers which dont use the purified water. Management desires information on the programs effectiveness & its impact on customer behavior for the purpose of gaining insight of consumer drinking habit, what they really want so to provide product that meet & exceed consumer expectations. So company can target the potential customers.

41

SIGNIFICANCE OF THE STUDY

Although this study is conducted at small level (only Noida and nearby) yet the findings and suggestions of it will help the management of the organization i.e. Hindustan Unilever Limited, in better way to understand the detail study of areas Covering all the aspects of consumer behaviour on water purifier and it will also consist the detail understanding of the competitive brands of HULs water purifier. The study will also help the organization in making decision regarding promotional schemes and also identified the hidden opportunity in the certain other area other than corporate sale. So that, the corporate consumer may be find the product more attractive due the persons working therein may become demanding of HULs water purifier.

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OBJECTIVE OF THE STUDY

The main objective of the study to utilize my theoretical knowledge in realm of marketing world to understand the complex/ competitive market situations and gain experience with the organization, where I utilise eight weeks time to understand the difference between practical and theoretical knowledge. The study has been conducted to understand the detail study of all the aspects of retailing concerned with the HULs water purifier. The specific objective, which under taken in my study, is to understand the corporate sale, the competitive brands of HULs water purifier and walk through the product sale in corporate world which reflect my own personal views and measures even the near by areas with hidden opportunity.

The main purpose of this research is to discover consumer drinking habit. We intended to identify how much they are aware of water bound diseases. How they treat their drinking water. We also want to discover the type of product they use. Their satisfaction level of using existing purifier. To find out our potential customer. Finally to create the customers by generating need.

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IMPORTANCE OF THE STUDY

This course does not answer all the problems which arise in the practical field. There are many certain formulas for analysing particular problems, but the aim of the study is to develop ability of decision making. A right decision at the right time itself helps the organization to run efficiently. Therefore, the eight weeks training is most important for the students of management. Summer training in any organization gives an idea in taking tactfully right decision at right time when problems come to an executive. So finding the solution of the problem, right decision making and knowledge of different types of marketing activities gives much more importance to the study. Importance for the company:Though toadys market is very competitive for all type of consumables, but I find that water purifier market is more competitive market in a view that it is residential or office consumable product, thus can be defined as corporate sale. It is everybodys requirement and most essentially required for every one. Only reputed Brands are in the market. Therefore, every seller of this product has uphill task while selling the products. In such a market, it becomes highly imperative to take account of the constantly changing brand perception. It is here that this project becomes important as it aims to understand all the aspects of corporate selling, the detail study of all the competitive brands of HULs products. The observational study made during the training would help the marketing division of HUL to devise effective market strategy for the given area that would ultimately help to strengthen their position in the market, would enhance brand preference amongst the consumers.

44

THEORETICAL PERSPECTIVE OF THE STUDY

Consumer is the sovereign in the market. All economies activity in the market namely, production, distribution, exchange, consumption are governed, regulated and adjusted in accordance with the needs and wishes of the consumers. Analysis of consumer behaviour has considerable importance in marketing management, with the changing in its philosophy. In the early days these was basically sellers market, very few products concentrated in quality and reasonable price structure, with the emergence of the competitors market started flooding with goods and services, so each seller found it difficult to sell products if unable to communicate the consumers in respect of products quality and reasonable price.

45

RESEARCH

METHODOLOGY

46

MARKET RESEARCH

Marketing research has become most important tool for decision making in the field of marketing due to the following reasons. Business environment is changes very rapidly which needs to continuous modification and improvement. It provides correct and reliable information about customer, competitors and ones own activities to the manager, so that the huge amount spent on marketing activities to be utilized properly. Since modern business is customer oriented, it (MR) provides the producer a systematic and analytical approach based on assessment on customer requirements, which helps the producer in maximization of net profit by producing such products that fulfil the customers utmost level of satisfaction. Thus marketing research is a systematic gathering, recording and analysis of data about the problem facing the company. It helps the marketing manager to develop and analyse new information, which is further helpful in developing marketing strategy. Now it can be said that marketing research covers a very wide variety of activities ranging from analysis of marketing potential and market share to studies of customers satisfaction and purchase intention.

47

METHODOLOGY
The basic needs of any research are data and method of collecting it. Data is an information on the basis of which inference are drawn, therefore, data become a very important and vital factor in research study. The main purpose behind framing a methodology is to desirable the research procedure which includes research design, data sources, data collection method, research instructions, and sampling plan.

RESEARCH DESIGN:This is the comprehensive master plan of the study undertaking given the general statement of the method used and procedure followed. It help the researcher to insure that the requisite data, in accordance with the topics of the study of all the aspects of corporate management, it will also be consist of detail understanding all the competitive brands of HUL, and an Questionnaire study will be conducted of own walk in different companies with the reference of HUL was descriptive in nature. It is a kind of study, which is undertaken when the researcher is interested in knowing to which water purifier is operating and tries to take an appointment so that I can explain about my product. The purpose of this study is to insure about the which type of water purifier is installed in the house. Thus, the research design used for study was descriptive research design.

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

Questionnaire design: In the survey method I have used questionnaire as a research instrument written & organized format containing all the relevant questions. The questionnaire consisted choices & close ended structured. Which are easy to summarize & there is no scope of misinterpretation . 48

COLLECTION OF DATA
DATA SOURCE:The various sources of information can be broadly divided into two categories. Primary source Secondary source

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

directly are called PRIMARY DATA. In case of the above study primary source of collecting data was provided by the company.

Secondary data:- The source of information, already gathered for some

other purpose from other sources such data are called secondary data. These data can be available from different magazines, journals and company profiles. So, with regards to my study to collect the secondary data I went through the company records, magazines, internet and news papers.

DATA COLLECTION METHOD

The following method is widely used for collecting data: Questionnaire Direct Question through Installing Pureit. Questionnaire methods were mainly used for the undertaken topic. Survey Method was mostly used for collecting data through Questionnaire study with the helped of the framed questionnaire. regarding survey a detailed study are conducted which is consists of areas covering of all the aspects of corporate sector, this survey is also includes the detail understanding of all the competitive brands of HUL through the framed questionnaire to understand the physiology of the competitors, further, study will be conducted of own walk in different companies to identify the hidden opportunities in the near by areas, according to the need and permission of the very organization on behalf on which I was appointed for the survey. 49

Type of sampling: Random sampling

Sampling size: It means how many people to survey. My survey was limited up 100 residents of Noida City

50

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

SWOT ANALYSIS OF HINDUSTAN UNILEVER LIMITED

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

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Strength of the organization HUL water purifier has Sustained Release Technology of chlorine. HUL has a lot of verity of product. HUL provides best services to its customers (within 48 hours) HUL tie-up with EUREKA FORBES LIMITED for auditing monitoring the quality; Performance and upkeep of HUL water purifier, HUL has Pre-approved machine manufacturers with strength QC Process;

Weakness of the organization HUL gives less importance to small companies. HUL does not give much importance of water division. HUL has not yet dedicated well-equipped Technical team, sales and support teams for 24X7 Assistance.(for pureit) Opportunity for the organization HUL has new technology of water purifier (non electrical)

Threat for the organization

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DATA ANALYSIS

53

Existing Drinking Water source

15%

DAT 21% Existing drinking water source

55% 9%

Municipal water Bore well Canned water Tanker

It can be infer from the chart that out of the 100 respondents 55 were used municipal water, 21 were used canned water, another 9 were used bore well & remaining 15 were used tanker water. So by analyzing the chart we can say that in Noida most of the residents are using the municipal water as their water source of supply.

54

How do you treat your drinking water?

14%

6%

Do nothing Boiled water Canned Water

18% It54% can be infer from the chart that out of the 100 respondentsCandle 57 werefilter usedwater water purifier,15 do nothing to purify the water, 8 were used candle filter Water Purifier water,14 were drink canned water & rest 6 were boiled the water. So by analyzing the chart we can say that out of 100 respondents 85 , 8% respondents are treating the water before consumption. Rests 15 do nothing to treat the water. So we can say in Noida most of the people are generally aware of water contamination & do something to cure it.

It can be infer from the chart that out of the 100 respondents 18 water purifier, 6 do nothing to purify the water, 54 were used candle filter water, 8 were drink canned water & rest 14 were boiled the water. So by analyzing the chart we can say that out of 100 respondents 86 respondents are treating the water before consumption. Rests 14 do nothing to treat the water. So we can say in Noida most of the people are generally aware of water contamination & do something to cure it.

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Do you use any kind of water purifier at home?

Number of people using water purifier

15%

85%

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If yes, which purifier do you use?

o o o o Aquaguard or Aqua sure Pureit Kent water purifier Philips

12 10 8 6 4 2 0 aquaguard Pureit Kent Philips

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Dose it removes the hardness of water?

5.6%

29.34% 51.60%

Yes No Dont know

It can be infer from the chart that out of the 86 respondents 51 said that yes our water purifier works on the hardness of water. 29 respondents said that no our water purifier dont work on the hardness of water & rest 5 respondents dont know that their water purifier removes hardness of water or not.

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Does your water purifier give as safe as boiled water?

6%

40% 54 %

Yes No Dont know

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Does the water purifier ensure that water is not wasted while purifying?

4% 5%

Yes No Dont know

91%

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If you treat the water before consumption does it filter Physical, Chemical and Biological impurities from your water?

8.9%

17.20%

Yes No Can't say

74.71%

It can be infer from the chart that out of the 100 respondents , 74 said that yes our method of purifying give us physical dirt & impurities free water. 9 respondents dont know whether they consume dirt free water or not & rest 17 were said that no their method of purifying the water dont remove the physical impurities.

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Does the water purifier have an indicator which tells you when the water purifier's germ-kill power is over?

8%

40% Yes No Can't say

52%

It can be infer from the chart that out of the 100 respondents 8 respondents said that their water purifier dont have an indicator which tells when the water purifier's germ-kill power is over. 52 respondents said yes their water purifier have an indicator which tells when the water purifier's germ-kill power is over. Rest 40 respondents dont know that their water purifier have such indicator or not.

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How frequently do you need to change the candle in your purifier ?

o o o o 3 months 6mnths Once in a year More than a year

20 18 16 14 12 10 8 6 4 2 0 3Months 6 Months Once in Year More than year Pure-It Aquasure

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Do you know that 80% of the diseases in our country are water bound?

17%

Yes No

83%

It can be infer from the chart that out of the 100 respondents 83 were know that 80% of the diseases are water bound & rest didnt know about it. So we can say that in Noida most of the people are aware about the water bound diseases

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Do you know that boiled water is not necessarily safe water?

29% Yes No 71%

It can be infer from the chart that out of the 100 respondents 71 were know that boiled water is the safe water & rest didnt know about it. So we can say that in Noida most of the people are aware that boiled water is not necessarily safe water to drink.

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Is your water purifier backed by dependable after sales service?

o o o Yes No Exceptional

After Sales Service

exceptional 7%

yes 41%

no 52%

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Comment on the price of your water purifier?

Affordable High Should be Revised

Price
revised 7%

high 21%

affertable 72%

67

While buying any water purifier what comes to your mind first?
o o o Price Health & Safety Both

Buying Preference

All of the above 15% Price 10%

Health 75%

68

Criteria considered for Purchase?

Price Technology Aesthetics Brand name

What is Important ?
8 7 6 5 4 3 2 1 0 Price Technology Aesthetics Brand Name What is Important ?

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Can the water purifier run even without the use of electricity and gas, thereby saving ongoing costs?

31 Yes No 79

It can be infer from the chart that out of the 100 respondents 54 said that their water purifier run from the electricity or gas, rest 31 said that their water purifier can work without electricity or gas.

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Does the water purifier work even when you dont get water in your tap?

15%

Yes No

85%

It can be inferred from the chart that100 of respondents said that their water purifier needs continuous running water & 15 dont need continuous running water.

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Have you recently come across any kind of marketing activities for purifiers?
o o o o Road shows Visual Merchandising TV Commercial Direct Marketing

Marketing Activity
Roadshows 5% Direct Marketing 15%

Visual Merchandising 10%

TV Commercial 70%

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Where do you prefer to buy a water purifier from?

Retail Outlets Franchisee dealers Demo at your doorstopper Direct Marketing

Preffered Places to buy

8 7 6 5 4 3 2 1 0 COCO Stores Retails Outlets Direct Marketing Franchisee Preffered Places to buy

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How much do you satisfied with your existing water purifier?

8.9% 17.20%

15.18%

Fully Satisfied Partially satisfied Satisfied

21.25% 24.28%

Dont Satisfy Dont satisfy at all

It can be inferred from the chart that approximately 25% of respondents are not satisfied with their water purifier & only 15% of respondents are fully satisfied with their water purifier

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Will you be interested in knowing about a product that gives as safe as boiled water without needing electricity and meets tough germ kill standard.

33, 33% Yes No 67, 67%

It can be infer from the chart that 67% of the respondents said that they are interested in knowing about a product that gives as safe as boiled water without needing electricity and meets tough germ kill standard & only 33% are not interested.

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LIMITATIONS
Although all the efforts have been made to make the results as accurate as possible, yet the survey suffers from some limitations. Following are some of the limitations of the study. The purpose of mentioning these limitations is not to dilute the quality of the results rather to enable the reader to judge the validity of the result regarding the study. Following are some limitation of the study. Sample sizes are limited due to certain constraint. Geographical area is limited only to Noida city. Lack of funds was the major obstruction to limit my Survey to a small sample of respondents. Duration of study is also limited further intensive stud field wise. Finding of the study, which was done only at Noida / Greater Noida Last but not the least Weather was the most important constraint because it changes continuously. However, the limitation has been judiciously counter balanced as far as practicable. However the research of this type cannot be absolutely fixed in a perpetual framework of time but in spite of some inherent limitations, think that the very report may be useful for the particular organization. Most of the users dont know about their water purifiers features so they might be give wrong answers.

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FINDINGS
Most of the Noida residents are aware of water bound diseases. By analyzing the survey we can say that approximately 85% of Noida residents are treat their water before consumption. Most of the purifier users dont know the exact features of their water purifier. Approximately one third of the public dont satisfy with their current water purifier. 67% of the respondents said that they are interested in knowing about a product that gives as safe as boiled water without needing electricity and meets tough germ kill standard that shows that they are ready for change.

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CONCLUSION
The project on corporate marketing gives the deep understanding of all the aspect of corporate marketing, which covers all the key area of selling along with all the glamour features such as brand reflecting, ambience, soothing music, staff with the apt attitude to provide all the comfort required by the customers. I have tried my level best to cover all the aspect of corporate marketing of HUL offices along with the competitors analysis of the HUL product. In spite of some limitations, the project is completed covering the detail study of corporate marketing. Really, this project was like a challenge for me, I have accepted and completed with the best of our efforts, knowledge and skills. The study gives some of the conclusion, which is follows: HUL established a strong position in the HUL product in market. HUL brand doing well in the market. water purifier is a European brand so it is our greatest strength in the business. There is a huge competition in corporate market. . Eventually I conclude by saying that I fell top of the world when I think about my association which are having there business not only with the country but also having there business outside the country with these brand. It makes me feel top of the world when I say that I have worked on retail management of Hindustan Unilever Limited.

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RECCOMMENDATION
Approximately 65% market share is left, in and around Noida, where no water purifier is installed and which shows substantial sale of machine could be made in this area by persuading the probable customers. HUL should motivate its staff members to be more committed and loyal to the company so that they can do value addition to HUL by serving better to the customers. Motivation for store staff members include launching of incentive schemes like providing commissions and awards like for the best who achieve the maximum sales target in the year. HUL should be providing mobile facility of every PWE because they touch with existing/potential customer. HUL should promote segmental targeting i.e. it should come up with schemes for focused target segment. HUL should train its staff members and their sales employees from time to time to make them aware of latest retailing techniques HUL should focus to their promotional activities because in respect of promotional activities. HUL are very far behind from their competitors especially from water purifier. There is much more focused required to the window display of the HUL products because in respect of window display HLL products is very far behind from their competitors especially from water purifier. The requirement, which is demanded by the store manager, is not fulfil on time. Therefore, it is recommended that the requirements of the store are fulfil on time so the customer are not return due the non-availability of proper stock. Last but not the least there is a vast potential to be tapped in the retail sectors of water purifier. in these days companies are coming every where the traditional types of outlets are their extinction, people in these days preferred the branded product so more focused are given to the retail management and enhanced the brand image of HUL product. 79

BIBLIOGRAPHY

80

BIBLIOGRAPHY
CONCERND BOOKS : MARKETING EDITIONM. MANAGEMENT BY PHILIPKOTLER 13TH

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

MAGAZINES : BUSINESS WORLD BUSINESS INDIA

NEWSPAPERS :-

THE HINDUSTAN TIMES TIMES OF INDIA

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

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QUESTIONNAIRY FOR THE SURVEY

Understanding the consume behaviour on safe drinking water

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

NAME:- ADDRES:- ... CONTECT NO:- .. AGE:- OCCUPATION:- .. INCOME:- . DATE:- .. SINGNATUR:- ...

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1. Numbers of members in family : 2. Children :O Yes O No

3. Existing drinking water source:O Municipal water O Tanker O Dont know 4. How do you treat your drinking water:O Do nothing O Boiled water

O Canned water O Bore well

O Use electrical water purifier O Use non electrical water purifier 5. Do you use any kind of water purifier at home O Yes O No 6. If yes, which purifier do you use? O Aqua guard O Kent water purifier

O O

Pureit Philips

7. Dose it removes the hardness of water? O Yes O No 8. Does your water purifier give as safe as boiled water? O Yes O No O Dont Know 9. Does the water purifier ensure that water is not wasted while purifying? O Yes O No O Dont know 10. If you treat the water before consumption does it remove Physical, Chemical, Biological impurities from your water. O Yes O No O Dont know 11. Does the water purifier have an indicator which tells you when the water Purifiers germ-kill power is over? O Yes O No O Cant say 12. If yes, how frequently do you need to change the candle in your purifier? O 3 month O 6 month O once in year O More than mentioned 13. Do you know that 80% of the diseases in our country are water bound: O Yes O No 83

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

18. Can the water purifier run even without the use of electricity and gas, thereby saving ongoing costs? O Yes O No 19. Does the water purifier work even when you dont get water in your tap? O Yes O No 20. Do you know that filtration of water cant decontaminate the water? O Yes O No 21. Have you recently come across any kind of marketing activities for purifiers? O Road shows O Visual Merchandising O Others 22. Where do you prefer to buy a water purifier from? O Retail Outlets O Franchisee dealer O Demo at your doorstep 23. Overall how much do you satisfied with your existing water purifier? O Fully satisfied O Partially satisfied O Satisfied O Dont satisfy O Dont satisfy at all 24. Will you be interested in knowing about a product that gives as safe as Boiled Water without needing electricity and meets tough germ kill Standard. O Yes O No 25. Comment/Suggestion on Pureit water purifier: ... 84