ST.

JOSEPH INSTITUTE OF MANAGEMENT (JIM)

A Jesuit Business School

St. Joseph’s College (Autonomous), Tiruchirappali 620002

SUMMER INTERNSHIP PLACEMENT (SIP) REPORT 2024

Submitted in partial fulfilment of the requirements for the award of MBA

23PBA120

JONAL. A

SIP at HINDUSTAN UNILEVER LIMITED

JUNE 15,2024

Faculty Guide: Dr. s Manoharan

I
ST. JOSEPH’S INSTITUTE OF MANAGEMENT (JIM)

A Jesuit Business School

St. Joseph’s College (Autonomous), Tiruchirappalli 620 002, Tamil Nadu, India.

CERTIFICATE

This is to certify that the Summer Rev. Dr. P. Paulraj SJ

Internship Placement (SIP) Report is Director

an authentic record of

Jonal A (23PBA120) Dr. Albin D Robert Lawrence

Dean-Academics

Carried out at

Hindustan Unilever Limited Prof. Mariappan

in partial fulfilment of the Faculty Guide

requirements for the award of an MBA.

II
Page three

III
 DECLARATION

I hereby declare that the SIP Project report is based on my Internship done in Hindustan Unilever Limited

company from 1st April 2024 to 8th June 2024 under the guidance of Mr. David Antony Rasu, Key Accounting

Executive (KAE) and Dr. P. Mariappan, St. Joseph’s Institute of Management (JIM), Tiruchirappalli.

Date:15.06.2024 Signature

IV
 ACKNOWLEDGEMENT

First and foremost, I feel grateful to the Almighty God for His blessings and grace in helping me complete my

internship. I would like to express my sincere thanks to St. Joseph’s Institute of Management, for facilitating

this and letting me get more information through this internship. I sincerely thank Rev. Dr. P Paulraj SJ, Director,

St. Joseph's Institute of Management, St. Joseph's College (Autonomous), Tiruchirappalli, Rev. Fr. I. Antony Inigo

SJ, Administrator, of St. Joseph's Institute of Management, St. Joseph's College (Autonomous), Tiruchirappalli

for providing this internship opportunity. I would like to express my gratitude to Dr. Albin D Robert Lawrence,

Dean-Academics, St. Joseph's Institute of Management, and Dr. S. Manoharan Placement Officer, St. Joseph's

Institute of Management, for facilitating this internship opportunity. I am grateful to my faculty advisor, Dr. P.

Mariappan, Assistant Professor, St. Joseph’s Institute of Management, for her valuable direction, persistent

support, and patience throughout this Internship, for motivating me to complete my internship. I appreciate

the support and encouragement from the faculty at St. Joseph's Institute of Management. I am grateful to my

parents for making me who I am today and for motivating and assisting me in completing my internship. I like

to thank my family and friends for their help, suggestions, and encouragement in making my internship a

success.

JONAL A

23PBA120

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 Table Of Contents
CHAPTER-I Industry And Company Overview ..................................................................................... 9

1.1 Global Scenario of the Company .............................................................................................. 9

1.2 Indian Scenario ..................................................................................................................... 10

1.3 Hindustan Unilever Limited Profile ......................................................................................... 11

1.4Product and Services ............................................................................................................. 13

1.5 SWOT ANALYSIS.................................................................................................................... 15

1.6 Competitors ......................................................................................................................... 15

1.7 Turnover/Revenue and Earnings of Hindustan Unilever Limited ................................................ 17

Chapter-II Theories And Concepts................................................................................................... 18

2.1 Concepts Used to Cover the Work .......................................................................................... 18

2.2 Concepts Learned from Referring Articles ............................................................................... 19

2.3 Learnings from Online Courses .............................................................................................. 21

Chapter-III Discription And Analysis Of Task ..................................................................................... 23

3.1 Work Plan ............................................................................................................................. 23

3.2 Timeline of Activities ............................................................................................................. 23

3.3 Actual Schedules for Activities ............................................................................................... 26

3.4 Detailed Description of Key Activities ..................................................................................... 27

3.5 Description of tasks or objectives accomplished ..................................................................... 27

3.6 Daily Activities ...................................................................................................................... 28

CHAPTER IV Summary.......................................................................... Error! Bookmark not defined.

4.1 Summary of Learnings and Recommendations ....................................................................... 41

4.2 References .......................................................................................................................... 45

VI
 List of Tables

Company Details 3

SWOT Analysis 6

Company Turnover 8

Timeline of Activities 13

Actual Schedules for Activities 16

VII
 Executive Summary

This report contains the work performed by me in Summer Internship Placement at Hindustan Unilever Limited
from 1st April 2024 – 8th June 2024. It contains the overall review of the industry as well as the company it also
contains the global scenario of the industry and how these industries adapt to the Indian Business Markets and
what are all the players in the industry. This report elaborates on the job description at Hindustan Unilever
Limited. It also contains the work plan assigned by the company during the Summer Internship Placement and
the Actual timeline of activities, and how tasks are performed to achieve the targets.

The entire report is classified under four major chapters. The first section gives a generalized view of the
company, the industry, scope, the performance and other in-depth details. The Second section covers the
theories and concepts used during my internship. Third section briefs about the analysis of job, timeline of the
job and its descriptions. The Fourth section is about summary of learning which I gain from the internship. The
practical knowledge gained enough scope to implement my experience in related companies in the near future.
I was really privileged to get to know many things through this internship. I experienced learning by experience,
and it will help me in future to achieve my desire. Strategies that are used to make conversions and processes
involved in making progress growth of the company in the market. It also contains the summary of learnings
from SIP and some of the reference used to perform the task and details of work performed by myself is
contained in this report.

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 CHAPTER I
Industry and Company Overview

Introduction

products and services Marketing is dynamic and impactful. The details differ between
industries, but at its most basic marketing is how businesses reach prospective customers and
communicate the unique benefits of a product or service. It encompasses all the activities that
companies undertake to promote, sell, and distribute that product or service. The goal is to
generate sales and build a loyal customer base by informing prospective and existing buyers
about the offering. An essential function in any business, marketing supports efforts to
acquire, keep, and grow customers. But marketing does not end there ongoing engagement
also helps build loyalty and establish a long-term relationship. Effective programs and
campaigns reach and engage audiences, differentiate the company from competitors, and
support larger business objectives, such as increasing sales or expanding to a new market. The
traditional marketing mix refers to four broad levels of marketing decision, namely: product,
price, promotion, and place. Dr. Philip Kotler defines marketing as “the science and art of
exploring, creating, and delivering value to satisfy the needs of a target market at a profit.
Marketing identifies unfulfilled needs and desires. It defines, measures, and quantifies the size
of the identified market and the profit potential. It pinpoints which segments the company
can serve best and it designs and promotes the appropriate.”

1.1 Global Scenario of the Company

HUL, has a global presence now and has expanded itself into with a turnover of INR 59,579
Crores (Financial year 2023-24) is a subsidiary of Unilever, one of the world's leading suppliers
of Food, Home Care, Personal Care and Refreshment products with sales in over 190 countries.

HUL has a diverse portfolio of products, including food and beverages, personal care products,
cleaning agents, and water purifiers. However, since my knowledge is not up to date, I don't
have information on the current global scenario of Hindustan Unilever Limited. It's important
to note that the business landscape can change rapidly, and there may have been
developments or changes in the company's operations, strategies, or market conditions since
my knowledge cutoff. To get the most accurate and up-to-date information, I recommend

9
referring to recent news articles, official company statements, or financial reports related to
Hindustan Unilever Limited.

Figure 1.1

Source:https://www.google.com/search?q=hindustan+Unilever+limited+global+Scenario

Its strategy has been to be a leading FMCG, a global snack powerhouse, to increase its
presence in emerging markets, and to target maximum consumers for success and
profitability.

1.2 Indian Scenario

Knowing what spaces to move into relies on knowing your customer base. “In India, dialects,
customs and rituals change every 100km. To look at a country as diverse as India as one
homogeneous entity is a gross under-service to the vast cultural and business opportunity it
presents,” says Sanjiv. So HUL created its ‘Winning in Many India’s (WIMI) model, which
classifies the country as 15 consumer clusters to provide insights into product development
and marketing. These are supported by 16 country category business teams that function as
micro-organisations to reduce the time taken to land innovations. One example of the model’s
success is how it enabled Lifebuoy to ramp up capacity 30 times and launch 17 hand sanitiser
variants in just 100 days during the 2020 pandemic. WIMI helped the team capture data and
understand where demand for the product was needed most. It provided the insights to
develop different SKUs, packs and labels which in turn modernised the brand to meet new
consumer needs. As a result, Lifebuoy grew by 1,000 bps, and the strong demand for Lifebuoy
sanitiser and handwash remains. Market Presence: HUL has a strong presence in the Indian

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market and is known for its well established brands. Some of its popular brands include Dove,
Lux, Lifebuoy, Ponds, Sunsilk, Surf Excel, Rin, Knorr, Kissan, and Brooke Bond, among others.

Product Range: HUL offers a wide range of products catering to different consumer needs. It
covers segments like personal care (skincare, haircare, oral care, etc.), home care (laundry
detergents, dishwashing products, household cleaners, etc.), and food and beverages (tea,
coffee, ice creams, packaged foods, etc.).

Distribution Network: HUL has a vast distribution network that reaches both urban and rural
areas of India. It utilizes a combination of direct distribution and third-party channels to
ensure its products are widely available across the country.

Manufacturing Facilities: HUL operates a significant number of manufacturing facilities in

India. These facilities are strategically located to serve different regions efficiently and
maintain a steady supply chain.

Four Focus on Sustainability: HUL has been actively working on sustainability initiatives. It
aims to reduce its environmental impact, improve the livelihoods of farmers and rural
communities, and promote responsible consumption and production practices.

Competition: HUL operates in a highly competitive FMCG market in India. It faces competition
from both domestic and international players. Competitors include companies like Procter &
Gamble, Nestle, ITC, Dabur, and Colgate-Palmolive, among others.

1.3 Hindustan Unilever Limited Profile

• Hindustan Unilever Limited is India’s largest fast-moving consumer goods
company Established 1933 at the time Vanaspati manufacturing & co after that
renamed in 2007 Hindustan Unilever Limited.
• With products and services that are beneficial to both the consumer and the wider
community, HUL aims to build a brighter future every day and makes it easier for
people to feel well, look good, and enjoy life more.
• Doing sales in more than 190 countries, Unilever, one of the top providers of food,
home care, personal care, and refreshment goods, owns HUL.
• They are renowned for our outstanding brands, the beneficial social effect we
have, and our commitment to ethical business practises.

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HUL is the market leader in Indian consumer products with presence in over 20 consumer
categories such as soaps, tea, detergents and shampoos amongst others with over 700 million
Indian consumers using its products. Sixteen of HUL's brands featured in the ACNielsen Brand
Equity list of 100 Most Trusted Brands Annual Survey (2014), carried out by Brand Equity, a
supplement of The Economic Times.

COMPANY ESTABLISHED 1933 HEADQUARTER

HEADQUARTERS Mumbai, Maharashtra, India

OPERATIVE STATUS ACTIVE

EMPLOYEES 21,000+

WEBSITE https://www.hul.co.in/our-company/

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1.4Product and Services

Hindustan Unilever Limited (HUL) is one of India's largest consumer goods companies and
a subsidiary of the global consumer goods company Unilever. HUL offers a wide range of
products and services across various categories.

Personal Care Products: HUL offers a diverse range of personal care products including
soaps, shampoos, conditioners, hair oils, face washes, body washes, deodorants, talcum
powders, skincare products, and oral care products. Some popular brands in this category
include Dove, Lux, Lifebuoy, Pears, Sunsilk, Clinic Plus, Pepsodent, and Closeup.
Home Care Products: HUL provides a range of home care products that cater to cleaning
and hygiene needs. These products include laundry detergents, fabric conditioners,

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dishwashing liquids, household cleaners, air fresheners, and insect repellents. Brands in
this category include Surf Excel, Rin, Comfort, Vim, Domex, and Wheel.
Foods and Beverages: HUL offers a variety of food and beverage products. It includes tea,
coffee, packaged foods, culinary products, and ice creams. Some popular brands in this
category include Brooke Bond, Lipton, Bru, Knorr, Kissan, Magnum, and Kwality Wall's.
Water Purifiers: HUL offers a range of water purifiers under the brand name Pureit. These
purifiers use advanced technologies to provide safe and clean drinking water.
Ayurvedic Health and Wellness Products: HUL has a portfolio of Ayurvedic health and
wellness products under the brand name Lever Ayush. It includes products such as soaps,
shampoos, toothpaste, and skincare products that are based on Ayurvedic principles.

They also provide some additional services to support customers and promote their
products. They are:

1. Product Development and Innovation: HUL invests in research and development to

create new and improved food products. They continuously work on innovating and
introducing new Flavors, formulations, and packaging to meet evolving consumer
preferences and market trends.
2. Nutrition and Wellness Support: HUL places an emphasis on nutrition and wellness and
provides information and resources to help consumers make informed choices. They offer
nutritional information, meal planning ideas, and recipes on their website and in
promotional materials to encourage healthy eating habits.
3. Marketing and Promotional Campaigns: HUL engages in various marketing and
promotional activities to raise awareness and drive sales of their products. They develop
advertising campaigns, sponsor events, collaborate with influencers and nutrition experts,
and use social media platforms to promote their brands and products.
4. Consumer Engagement and Support: HUL aims to build a strong relationship with its
customers. They provide customer support services, including responding to inquiries,
addressing product-related issues, and collecting feedback. They may also offer loyalty
programs or incentives to encourage repeat purchases.
5. Corporate Social Responsibility (CSR) Initiatives: HUL is involved in several CSR
initiatives focused on community development, sustainability, and hunger relief. They may

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 partner with non-profit organizations, support educational programs, and contribute to
food banks and hunger relief efforts.

1.5 SWOT ANALYSIS

Strengths Weaknesses
• Strong brand portfolio • Dependence on the cereal market
• Global presence • Intense competition
• Innovation and adaptation • Product recalls and quality concerns
• Supply chain management • Limited presence in emerging markets
• Sustainability and corporate social
responsibility
• Marketing and advertising
Opportunities Threats
• Expanding in emerging markets • Intense competition
• Strengthening its healthy and organic • Changing consumer preferences
product portfolio • Cybersecurity threats
• E-commerce and digital marketing • Fluctuations in commodity prices
• Sustainable and eco-friendly initiatives

1.6 Competitors
Competitor analysis involves assessing the strengths and weaknesses of competitors in a
specific market. In the case of Hindustan Unilever Limited (HUL), which is one of the largest
fast-moving consumer goods companies in India, its competitors can be categorized into
several segments based on the products they offer.

Procter & Gamble (P&G): P&G is a multinational consumer goods company that competes
with HUL in multiple product categories such as personal care, home care, and oral care.
P&G's popular brands include Tide, Ariel, Pampers, and Head & Shoulders. They have a
strong global presence and often introduce innovative products to the market.

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Nestlé: Nestlé is another major competitor for HUL, especially in the food and beverage
segment. They offer a wide range of products such as coffee, dairy products, chocolates, and
infant nutrition. Nestlé's popular brands in India include Maggi, Nescafé, KitKat, and Cerelac.
They have a strong distribution network and a reputation for quality and taste.

ITC Limited: ITC is a diversified conglomerate with a presence in various sectors, including
FMCG. They compete with HUL in categories such as personal care, packaged foods, and
cigarettes. ITC's popular brands include Sunfeast, Aashirvaad, Bingo! and Classmate. They
leverage their existing distribution network and focus on rural markets to compete with HUL.

Colgate-Palmolive: Colgate-Palmolive is a global leader in oral care products and competes

directly with HUL's oral care brands like Close-Up and Pepsodent. Colgate is known for its
strong brand equity and product innovation in the oral care segment.

Dabur: Dabur is a major player in the Indian FMCG market, particularly in categories such as
personal care, healthcare, and oral care. They have a strong presence in herbal and
ayurvedic products and compete with HUL brands like Dove, Vaseline, and Sensodyne.

Marico: Marico is a leading consumer goods company in India, specializing in hair care,
edible oils, and skincare products. They compete with HUL's hair care brands like Sunsilk and
Clinic Plus, and edible oil brands like Dalda and Sweekar.

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1.7 Turnover/Revenue and Earnings of Hindustan Unilever Limited

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 Chapter-II

Theories and Concepts

2.1 Concepts Used to Cover the Work

Sales

Sales are activities related to selling or the number of goods sold in each targeted period. The
delivery of a service for a cost is also considered a sale. A sale is a transaction between two
or more parties in which the buyer receives tangible or intangible goods, services, or assets
in exchange for money. Regardless of the context, a sale is essentially a contract between the
buyer and the seller of the good or service.

Empathize

In the design thinking process, empathizing is the important thing, empathize means
understanding and sharing the feelings of another so while talking to shopkeepers we should
understand them, we should find their needs, and sell our product.

Ideate

It is also used in marketing because we should Ideate because while talking to a shopkeeper
I should plan and talk, plan means what the schemes allotted and discounts for the products
then only my pitch is clear and very confident to the prospect.

Some of the ideate steps involved in this program to develop sales

• Pitching style
• Consistency following

Define

Define means I should understand the user needs and problems, need means what are the
products that the shopkeeper requires on the basis as they were retailers.

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Pitching style

This step also plays an important role because here only we can take the chance of convincing
the customers and making them buy the product. Our pitching style should be different from
others and unique. Moreover, the voice of pitching should be high. It should not be like a
husky voice. Should start from the previous week's incident which it will make the bond
stronger.

Product price

This step of pitching plays a major role throughout the entire process. Even though the
company has achieved the highest number of sales in the ETE category so it was a tough job
to push the product into the retailers.

Convincing prospects

Convincing prospect is very challenging work because there is more competitor around who
sell FMCG and when we go to take order in outlets most of them’s talk will be on the other
competitor as they already gave. So, we must be unique in pitching saying that many
discounts and schemes will be given.

2.2 Concepts Learned from Referring Articles

Branding Signature

A branding signature is essentially what makes a brand instantly recognizable. It's that
unique element that sets a brand apart and sticks in people's minds.

There are a few ways to think about a branding signature:

• Visual
• Auditory
• Experiential
• Messaging

An effective branding signature should be:

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 • Memorable
• Unique
• Consistent
• Relevant

Brand purpose

Brand purpose goes beyond just creating a catchy logo or tagline. It's the core reason a
company exists, its fundamental "why." Think of it as the brand's guiding principle, the cause
it believes in, and the positive impact it aspires to make.

Marketing strategy like the four Ps plays a major role

• Product,
• Price,
• Place,
• Promotions

Product

Marketers need to understand the life cycle of a product, and business executives need
to have a plan for dealing with products at every stage of the life cycle. The type of
product also dictates in part how much it will cost, where it should be placed, and how
it should be promoted.

Price

Price is the amount that consumers will be willing to pay for a product. marketers must
link the price to the product’s real and perceived value, while also considering supply
costs, seasonal discounts, and competitors.

Place

The place is the consideration of where the product should be available, on the
window side or in the rack, and how it will be displayed.

Promotion

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 The goal of promotion is to communicate to consumers that they need this product
and that it is priced appropriately. Promotion encompasses advertising, public
relations, and the overall media strategy for introducing a product.

Important steps for sales effectiveness

There are seven common steps to the selling process: prospecting, preparation, approach,
presentation, handling objections, closing, and follow-up. The first three steps of the selling
process involve research into prospects’ wants and needs. The final four steps include
addressing any questions or concerns, then closing the deal, and maintaining your
connection.

These steps provide a good outline for what one should be doing to find potential customers,
close the sale, and retain customers for repeat business and referrals in the future.

2.3 Learnings from Online Courses

This online retail management course provided a comprehensive understanding of the retail
industry, equipping participants with the knowledge and skills to excel in this dynamic field.
Here's a summary of the key learnings:

Types of Retailers: Explored the diverse landscape of retail businesses, from brick-and-mortar
stores (department stores, specialty shops, convenience stores) to online retailers (e-
commerce platforms, social media storefronts) and hybrid models (omnichannel retailing).

Benefits of Retail Management: Discovered the advantages of effective retail management,

including optimizing customer satisfaction, maximizing profitability, maintaining a competitive
edge, and ensuring efficient operations.

Scope of Retail Management: Gained insights into the broad spectrum of retail management
functions, encompassing strategic planning, merchandising, inventory control, marketing and
promotions, human resource management, customer service, and financial analysis.

Job Roles in Retail Management: Identified various career opportunities within retail
management, including store managers, assistant managers, buyers, visual merchandisers,
marketing specialists, inventory control specialists, and customer service representatives.

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Retail Manager and Responsibilities: Delved into the critical role of retail managers.
Responsibilities covered areas like:

• Leading and motivating teams: Fostering a positive work environment, setting

performance goals, and providing coaching and development opportunities for staff.

• Financial Management: Monitoring budgets, controlling costs, overseeing pricing

strategies, and maintaining accurate financial records.

• Merchandising and Inventory Control: Developing strategies for product selection,

managing inventory levels to prevent stockouts or overstocking, and ensuring effective
product displays.

• Customer Service: Ensuring exceptional customer service standards are met,

implementing strategies to build customer loyalty, and resolving customer complaints
effectively.

• Operations Management: Overseeing day-to-day store operations, ensuring smooth

workflow, maintaining store security and safety, and adhering to all relevant
regulations.

By understanding these key aspects of retail management, you are well-positioned to

contribute meaningfully to the success of any retail organization.

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 Chapter III

Description and Analysis of Tasks

3.1 Work Plan

The roles and actions that I did,

✓ Analysing the attitudes and behaviours of the shopkeepers as well as customers.

✓ Knowing the product structure and price and duration.
✓ Creating a strong relationship with the customers and explaining the product and its
value.
✓ Knowing the shopkeeper's capability of buying a product.
✓ Pitching them the product structure and clearing their doubts or queries.
✓ Generating more leads from the shops which helped to achieve the target.
✓ Cultivating strong relationships with the shopkeepers.
✓ Willing to familiarize yourself with the company’s vision and mission seeking to
accomplish set goals and objectives.
✓ Collecting the bill amount for the stocks.
✓ Demonstrate strong interpersonal skills with the ability to engage effectively with
company management, sales officers, and customers.

These are the roles assigned to me during the whole two months internship program.

3.2 Timeline of Activities

Date Activities
Week-1
Day-1 [01-04-2024] Meeting at Distribution Point, Crawford Colony
Day-2 [02-04-2024] Took Orders from Crawford Colony
Day-3 [03-04-2024] Took Orders from Dheeran Nagar
Day-4 [04-04-2024] Took Orders from Srinivasa Nagar
Day-5 [05-04-2024] Took Orders from Trichy Junction

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Day-6 [06-04-2024] Took Orders from Valayur Road
Week-2
Day-7 [08-04-2024] Took survey at Valayur Road.
Day-8 [09-04-2024] Took Orders from Crawford Colony
Day-9 [11-04-2024] Attended Meeting in SKC Distribution Point
Day-10 [12-04-2024] Took Orders from Srinivasa Nagar
Day-11 [13-04-2024] Took Orders from Trichy Junction
Week-3
Day-12 [15-04-2024] Took Orders from Valayur road
Day-13 [16-04-2024] Took Orders from Edatheru
Day-14 [17-04-2024] Took Orders from Mela Kalkandar Kottai
Day-15 [18-04-2024] Took Orders from Thuvakudi
Week-4
Day-16 [22-04-2024] Took Orders from Agbar Salai
Day-17 [23-04-2024] Took Orders from Kattur
Day-18 [24-04-2024] Took Orders from Mela Kalkandar Kottai
Day-19 [25-04-2024] Took Orders from Thuvakudi
Day-20 [26-04-2024] Took Orders from Sangaliyandapuram
Day-21 [27-04-2024] Placement Officer visited our Office, Crawford Colony
Week-5
Day-22 [29-04-2024] Took Survey at Agbar Salai
Day-23 [30-04-2024] Took Orders from Kattur
Day-24 [02-05-2024] Took Orders from Mela Kalkandar Kottai
Day-25 [03-05-2024] Took Orders from Thuvakudi
Day-26 [04-05-2024] Took Orders from Sangaliyandapuram
Week-6
Day-27 [06-05-2024] Took Orders from KK Nagar
Day-28 [07-05-2024] Took Orders from Ponmalai Patti
Day-29 [08-05-2024] Took Orders from Trichy Airport
Day-30 [09-05-2024] Took Orders from Mannarpuram
Day-31 [10-05-2024] Took Orders from Anna Nagar

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Day-32 [11-05-2024] Took Orders from Udayanpatti
Week-7
Day-33 [13-05-2024] Done Party Packing, Rs Point, Olaiyur
Day-34 [14-05-2024] Done Party Packing, Rs Point, Olaiyur
Day-35 [15-05-2024] Done Party Packing, Rs Point, Olaiyur
Day-36 [16-05-2024] Done Delivery to the Outlets, KK Nagar
Day-37 [17-05-2024] Done Delivery to the Outlets, Gandhi Market
Day-38 [18-05-2024] Done Delivery to the Outlets, Ponmalaipatti
Week-8
Day-39 [20-05-2024] Billing for the Outlets, Rs Point, Olaiyur
Day-40 [21-05-2024] Billing for the Outlets, Rs Point, Olaiyur
Day-41 [22-05-2024] Billing for the Outlets, Rs Point, Olaiyur
Day-42 [23-05-2024] Visited Outlets for Visibility Check
Day-43 [24-05-2024] Visited Outlets for Visibility Check
Day-44 [25-05-2024] Visited Outlets for Visibility Check
Week-9
Day-45 [27-05-2024] Added New Outlets to RS Point
Day-46 [28-05-2024] Added New Outlets to RS Point
Day-47 [29-05-2024] Added New Outlets to RS Point
Day-48 [30-05-2024] Attended Meeting at distribution Agency
Day-49 [31-05-2024] Added New Outlets to RS Point
Day-50 [01-06-2024] Added New Outlets to RS Point
Week-10
Day-51 [03-06-2024] Done Party Packing, Rs Point, KK Nagar
Day-52 [04-06-2024] Done Party Packing, Rs Point, KK Nagar
Day-53 [05-06-2024] Took Survey at KK Nagar
Day-54 [06-06-2024] Took Survey at Ponmalai Patti
Day-55 [07-06-2024] Took Survey at Gandhi Market
Day-56 [08-06-2024] Analysis of Two-month SIP

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3.3 Actual Schedules for Activities

Schedules 1

9.45 AM Reporting time at marketing executive’s

allotted location
9.45 AM to 1.30 PM Visiting Shops for taking orders and
collecting bill amount and cheques.
1.30 PM to 2.30 PM Lunch Break
2.30 PM to 4.30 PM Settling the issues and collected amount in
distribution Office.

Schedules 2

10.30 AM Reporting time at distribution point

10.30 AM to 1.00 PM Accompany the employees in doing party
packing.
1.00 PM to 2.00 PM Lunch
2.00 PM to 4.30 PM Accompany the employees in doing party
packing.

Schedule 3

10.30 AM Reporting time at distribution point

10.30 AM to 1.00 PM Visiting various shops with delivery
executives.
1.00 PM to 2.00 PM Lunch
2.00 PM to 4.30 PM Visiting various shops with delivery
executives.

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3.4 Detailed Description of Key Activities
Sales officers are the representatives of a company who are responsible for establishing a
relationship with potential clients. They typically do this by visiting potential clients and
introducing them to the right products and services to solve their specific needs. They also
pitch the products and services to potential clients and close sales.

The responsibilities are,

✓ Assistant sales manager with developing sales plans and action plans; develop new
business leads; prepare and service customer accounts.
✓ Implement and maintain sales tracking and monitoring systems.
✓ Overseas the processes involved in closing business transactions with customers.
✓ Develop and maintain cooperative selling relationships.
✓ Manage and maintain sales inventory.
✓ Analyses on sales performance and sales trends.

3.5 Description of tasks or objectives accomplished

• My task is to achieve a daily target of taking 15-20 orders from the outlets with the
salesman.
• Analyse consumer behaviour in the market.
• Pitch to buy the focus product of each month.
• Collecting the bill amount based on their due date.
• Analysed the activities of the shopkeeper as well as the customers.
• Made the shopkeepers to buy the focused product allotted for particular month.
• To analyse the activities of the salesman like whether he is explaining schemes to all
outlets.
• Billing process of stocks for various outlets at agency.
• Taking orders from Salesedge application.
• Objectives include consumer expectations, how to interact with them, noticing the
attitudes of the shopkeeper, etc... tried to increase customer satisfaction as well as to
achieve the company’s goal.

27
3.6 Daily Activities

Day 1- On the first day they gave an orientation about two months internship program

Day 2- Took Orders with Sales Executive, Ramesh

Total Shops:19

Billed Shops:17

TLSD:10/10

Order Value:22000

Product Category: Food and Beverages, Health Drinks

Beat: Crawford Colony

Day 3- Took Orders with Sales Executive, Ramesh

Total Shops:20

Billed Shops:14

TLSD:8/9

Order Value: 12,700

Product Category: Food and Beverages, Health Drinks

Beat: Dheeran Nagar

Day 4- Took Orders with Sales Executive, Ramesh

Total Shops: 26

Billed Shops: 18

TLSD: 10/12

Order Value: 17000

Product Category: Food and Beverages, Health Drinks

Beat: Srinivasa Nagar

28
Day 5- Took Orders with Sales Executive, Ramesh

Total Shops: 23

Billed Shops: 16

TLSD: 9/9

Order Value: 47000

Product Category: Food and Beverages, Health Drinks

Beat: Trichy Junction

Day 6- Took Orders with Sales Executive, Ramesh

Total Shops: 19

Billed Shops: 13

TLSD: 8/8

Order Value: 55000

Product Category: Food and Beverages, Health Drinks

Beat: Valayur Road

Day 7-Took survey at Valayur Road about Customer satisfaction

Product Name: Hellmenn’s Mayonnaise

Day 8- Took Orders with Sales Executive, Ramesh

Total Shops:19

Billed Shops:17

TLSD:10/10

Order Value:22000

Product Category: Food and Beverages

Beat: Crawford Colony

29
Day 9- Attended sales executives monthly review meeting

Rs Point: Shree Krishna Consumers

Location: Crawford Colony

Day 10- Took Orders with Sales Executive, Ramesh

Total Shops:20

Billed Shops:14

TLSD:0/8

Order Value:10000

Product Category: Food and Beverages

Beat: Srinivasa Nagar

Day 11- Took Orders with Sales Executive, Ramesh

Total Shops:23

Billed Shops:16

TLSD:2/9

Order Value:20000

Product Category: Food and Beverages

Beat: Trichy Junction

Day 12- Took Orders with Sales Executive, Ramesh

Total Shops: 20

Billed Shops: 18

TLSD: 12/12

Order Value: 58000

Product Category: Food and Beverages

30
Beat: Valayur Road

Day 13- Took Orders with Sales Executive, Santhosh

Total Shops: 18

Billed Shops: 13

TLSD: 8/8

Order Value: 15000

Product Category: Food and Beverages

Beat: Edatheru

Day 14- Took Orders with Sales Executive, Santhosh

Total Shops: 15

Billed Shops: 11

TLSD: 9/8

Order Value: 19000

Product Category: Food and Beverages

Beat: Mela Kalkandar Kottai

Day 15- Took Orders with Sales Executive, Santhosh

Total Shops: 20

Billed Shops: 15

TLSD: 9/9

Order Value: 17000

Product Category: Food and Beverages, Health Drinks

Beat: Thuvakudi

31
Day 16- Took Orders with Sales Executive, Santhosh

Total Shops: 26

Billed Shops: 18

TLSD: 10/12

Order Value: 17000

Product Category: Food and Beverages, Health Drinks

Beat: Agbar Salai

Day 17- Took Orders with Sales Executive, Santhosh

Total Shops: 15

Billed Shops: 13

TLSD: 9/10

Order Value: 30000

Product Category: Food and Beverages, Health Drinks

Beat: Kattur

Day 18- Took Orders with Sales Executive, Santhosh

Total Shops: 18

Billed Shops: 18

TLSD: 10/12

Order Value: 21000

Product Category: Food and Beverages, Health Drinks

Beat: Mela Kalkandar Kottai

Day 19- Took Orders with Sales Executive, Santhosh

Total Shops: 22

32
Billed Shops: 21

TLSD: 9/9

Order Value: 19000

Product Category: Food and Beverages, Health Drinks

Beat: Thuvakudi

Day 20- Took Orders with Sales Executive, Santhosh

Total Shops: 20

Billed Shops: 20

TLSD: 8/10

Order Value: 18000

Product Category: Food and Beverages, Health Drinks

Beat: Sangaliyandapuram

Day 21- Placement Officer, Dr. Manoharan visited our office and enquired about our
internship program.

Beat: Sangaliyandapuram

Day 22-Took survey at Agbar Salai about Customer satisfaction

Product Name: Hellmenn’s Mayonnaise

Day 23- Took Orders with Sales Executive, Santhosh

Total Shops: 17

Billed Shops: 15

TLSD: 9/9

Order Value: 32000

Product Category: Food and Beverages, Health Drinks

Beat: Kattur
33
Day 24- Took Orders with Sales Executive, Santhosh

Total Shops: 16

Billed Shops: 14

TLSD: 9/10

Order Value: 16000

Product Category: Food and Beverages, Health Drinks

Beat: Mela Kalkandar Kottai

Day 25- Took Orders with Sales Executive, Santhosh

Total Shops: 21

Billed Shops: 16

TLSD: 10/10

Order Value: 34000

Product Category: Food and Beverages, Health Drinks

Beat: Thuvakudi

Day 26- Took Orders with Sales Executive, Santhosh

Total Shops: 23

Billed Shops: 17

TLSD: 8/8

Order Value: 27000

Product Category: Food and Beverages, Health Drinks

Beat: Sangaliyandapuram

Day 27- Took Orders with Sales Executive, Santhosh

Total Shops: 25

34
Billed Shops: 21

TLSD: 12/14

Order Value: 41000

Product Category: Food and Beverages, Health Drinks

Beat: KK Nagar

Day 28- Took Orders with Sales Executive, Santhosh

Total Shops: 19

Billed Shops: 17

TLSD: 10/10

Order Value: 21000

Product Category: Food and Beverages, Health Drinks

Beat: Ponmalai Patti

Day 29- Took Orders with Sales Executive, Santhosh

Total Shops: 18

Billed Shops: 14

TLSD: 6/9

Order Value: 17000

Product Category: Food and Beverages, Health Drinks

Beat: Trichy Airport Area

Day 30- Took Orders with Sales Executive, Santhosh

Total Shops: 19

Billed Shops: 19

TLSD: 8/8

35
Order Value: 23000

Product Category: Food and Beverages, Health Drinks

Beat: Mannarpuram

Day 31- Took Orders with Sales Executive, Santhosh

Total Shops: 21

Billed Shops: 19

TLSD: 14/16

Order Value: 27000

Product Category: Food and Beverages, Health Drinks

Beat: Anna Nagar

Day 32- Took Orders with Sales Executive, Santhosh

Total Shops: 22

Billed Shops: 15

TLSD: 5/9

Order Value: 14000

Product Category: Food and Beverages, Health Drinks

Beat: Udayanpatti

Day 33- Done Party Packing in RS Point, Olaiyur

To arrest the problems occurs with delivery team, individual packing will be done in RS point
itself with the generated bills. These party packings will be done only for small and medium
range retail outlets, which wants less quantity and more product lines.(Refer Fig.1.1)

Day 34- Done Party Packing in RS Point, Olaiyur

36
To arrest the problems occurs with delivery team, individual packing will be done in RS point
itself with the generated bills. These party packings will be done only for small and medium
range retail outlets, which wants less quantity and more product lines.

Day 35- Done Party Packing in RS Point, Olaiyur

To arrest the problems occurs with delivery team, individual packing will be done in RS point
itself with the generated bills. These party packings will be done only for small and medium
range retail outlets, which wants less quantity and more product lines.

Day 36-Done Delivery to the Outlets from the RS Point, Olaiyur

With the formula of (n+1)th day, the delivery team will deliver the party packings to the
retailers as well as wholesalers with loading sheets.

Day 37-Done Delivery to the Outlets from the RS Point, Olaiyur

With the formula of (n+1)th day, the delivery team will deliver the party packings to the
retailers as well as wholesalers with loading sheets.

Day 38-Done Delivery to the Outlets from the RS Point, Olaiyur

With the formula of (n+1)th day, the delivery team will deliver the party packings to the
retailers as well as wholesalers with loading sheets.

Day 39- Billing for the Outlets, Rs Point, Olaiyur

I had visited the agency and arranged according to the bill for Party Packing. The Salesman
took the order from Sale edge application or Shikhar, the orders receive to the agency. The
orders get through Lever Edge Application.(Refer Fig.1.2)

Day 40- Billing for the Outlets, Rs Point, Olaiyur

I had visited the agency and arranged according to the bill for Party Packing. The Salesman
took the order from Sale edge application or Shikhar, the orders receive to the agency. The
orders get through Lever Edge Application.

Day 41- Billing for the Outlets, Rs Point, Olaiyur

37
I had visited the agency and arranged according to the bill for Party Packing. The Salesman
took the order from Sale edge application or Shikhar, the orders receive to the agency. The
orders get through Lever Edge Application.

Day 42- Visited Outlets for Visibility Check

They use SMART Application

SOS – Share of Shelf (Visibility) (To measure the Inch)

OSA – On Self Availability (To counting Category the Products)

Day 43- Visited Outlets for Visibility Check

They use SMART Application

SOS – Share of Shelf (Visibility) (To measure the Inch)

OSA – On Self Availability (To counting Category the Products)

Day 44- Visited Outlets for Visibility Check

Availability Percentage * Visibility Percentage/100

Depth 6 piece must available

Availability: 101/213=47%

Visibility: 14/23=61%

Day 45- Added New Outlets to RS Point

On these days, I had gone to areas under the Rs point (Manigandan Agency), Olaiyur to add
new shops to their Portfolio.

Shops Added:2

Day 46- Added New Outlets to RS Point

On these days, I had gone to areas under the Rs point (Manigandan Agency), Olaiyur to add
new shops to their Portfolio.

Shops Added:1

Day 47- Added New Outlets to RS Point

38
On these days, I had gone to areas under the Rs point (Manigandan Agency), Olaiyur to add
new shops to their Portfolio.

Shops Added:2

Day 48- Attended Meeting at distribution Agency

In the meeting, I and Key Accountant executive(KAE) David Antony Rasu has explained about
the Return On Investment of an FMCG distribution in more practical way.(Refer fig.1.3)

Day 49- Added New Outlets to RS Point

On these days, I had gone to areas under the Rs point (Manigandan Agency), Olaiyur to add
new shops to their Portfolio.

Shops Added:0

Day 50- Added New Outlets to RS Point

On these days, I had gone to areas under the Rs point (Manigandan Agency), Olaiyur to add
new shops to their Portfolio.

Shops Added:1

Day 51- Done Party Packing, Rs Point, KK Nagar

To arrest the problems occurs with delivery team, individual packing will be done in RS point
itself with the generated bills. These party packings will be done only for small and medium
range retail outlets, which wants less quantity and more product lines.

Day 52- Done Party Packing, Rs Point, KK Nagar

To arrest the problems occurs with delivery team, individual packing will be done in RS point
itself with the generated bills. These party packings will be done only for small and medium
range retail outlets, which wants less quantity and more product lines.

Day 53- Took Survey at KK Nagar

Took survey in KK Nagar area to know about,

❖ The customer satisfaction level of Hellmann’s Mayonnaise

❖ Where Consumers likes Plant based or Egg-based Mayonnaise

39
Day 54- Took Survey at Ponmalai Patti

Took survey in Ponmalai Patti area to know about,

❖ The customer satisfaction level of Hellmann’s Mayonnaise

❖ Where Consumers likes Plant based or Egg-based Mayonnaise

Day 55- Took Survey at Gandhi Market

Took survey in Gandhi Market area to know about,

❖ The customer satisfaction level of Hellmann’s Mayonnaise

❖ Where Consumers likes Plant based or Egg-based Mayonnaise

Day 56- Analysis of Two-month SIP

Worked on a power point, showcases the entire learnings of two month internship to the SIP
head, David Antony Rasu(KAE)

Figure 1.1(Party Packing)

Figure 1.3(MOC Report)

))) Figure1.2(Inventory)

40
 CHAPTER IV

Summary
4.1 Summary of Learnings and Recommendations
The internship is a unique learning opportunity. I learned a lot of marketing terms,
and it will be extremely helpful in making decisions and setting priorities, An
Internship is the miniature version of the professional workplace. During my
internship, I realized the value of time management and task accomplishment.

Throughout my internship first I tried to learn about the company, its organizational
setup, and the company’s workflow.

Hindustan Unilever Limited is India’s largest fast-moving consumer goods company

Established 1933 at the time Vanaspati manufacturing & co after that renamed in
2007 Hindustan Unilever Limited With products and services that are beneficial to
both the consumer and the wider community, HUL aims to build a brighter future
every day and makes it easier for people to feel well, look good, and enjoy life more.
Sales in more than 190 countries, Unilever, one of the top providers of food, home
care, personal care, and refreshment goods, owns HUL.

They are renowned for our outstanding brands, the beneficial social effect we have,
and our commitment to ethical business practices. They are providing huge number
of brands & products
Key Learnings Gained from Hindustan Unilever Limited

Brand Management: HUL is a globally recognized brand, and working at the company
provides insights into brand management strategies on how a company builds and maintains
a strong brand image, engages with consumers, and adapts to evolving market trends.

Product Development and Innovation: HUL is known for its diverse product
portfolio and continuous innovation. Being a part of the company offers
opportunities to learn about product development processes, market research,
consumer insights, and launching new products in the market.
Marketing and Advertising: HUL invests significantly in marketing and advertising its
products. Working in the marketing department exposes me to various aspects of brand

41
promotion, advertising campaigns, digital marketing, and consumer engagement strategies.
Collaboration and Teamwork: HUL is a large organization with diverse teams working
together towards common goals. Learned how to collaborate effectively, communicate with
different stakeholders, and work in cross-functional teams.
Cultural Sensitivity: HUL operates in various countries, including India, with diverse cultures
and consumer preferences. Working in such a multinational environment enhances cultural
sensitivity and teaches how to adapt to different markets and consumer behaviors.

Corporate Social Responsibility: HUL emphasizes corporate social responsibility and

sustainability. learned about the company's initiatives in areas such as environmental
sustainability, community engagement, and responsible sourcing.

Leadership and Management: HUL offers opportunities for career growth and development.
Learned leadership skills, people management, and decision-making in a corporate setting.

Customer-Centric Approach: HUL's success can be attributed to its deep understanding of

customer needs and preferences. The company has shown the importance of putting the
customer at the centre of its business strategies, product development, and marketing
campaigns.

Innovation and R&D: HUL has been at the forefront of innovation in the FMCG industry. The
company invests significantly in research and development to create new and improved
products that meet evolving consumer demands. HUL's focus on innovation has helped it stay
ahead of competitors and maintain market leadership.

Sustainable Business Practices: HUL has been a pioneer in adopting sustainable business
practices. The company has made significant efforts in reducing its environmental footprint,
promoting responsible sourcing, and supporting social initiatives. HUL's commitment to
sustainability has not only benefited the environment but has also strengthened its
reputation among consumers.

Distribution Network: HUL has established a robust and extensive distribution network that
reaches even the most remote areas of India. The company's efficient supply chain
management and strong distribution channels have played a vital role in ensuring the
availability and accessibility of its products to a wide customer base.

42
Talent Development: HUL recognizes the importance of nurturing and developing its
employees. The company has a strong focus on talent development, providing training and
growth opportunities to its workforce. This emphasis on human capital has contributed to
HUL's success and helped it attract and retain top talent in the industry.

Product Innovation: HUL can invest in research and development to continuously innovate
and introduce new products or improve existing ones. By staying ahead of market trends and
consumer preferences, HUL can maintain its competitive edge.

Brand Building: HUL has a portfolio of well-established brands like Lux, Dove, Surf Excel, and
many more. It can continue investing in brand building activities to enhance brand equity and
maintain consumer loyalty. Effective marketing strategies, advertising campaigns, and brand
positioning can help strengthen HUL's market position.

Expansion into Rural Markets: Rural areas in India offer significant growth potential. HUL can
focus on expanding its distribution network and increasing penetration in rural markets.
Customizing products and marketing strategies to cater to the unique needs and preferences
of rural consumers can help HUL tap into this vast consumer base.

Sustainable Practices: Consumers are increasingly conscious of environmental and social

sustainability. HUL can prioritize sustainability by adopting eco-friendly manufacturing
processes, reducing packaging waste, and investing in renewable energy sources.
Demonstrating a commitment to sustainability can enhance HUL's reputation and attract
environmentally conscious consumers.

Digital Transformation: Embracing digital technologies can enable HUL to streamline

operations, improve supply chain efficiency, and enhance customer engagement. Investing in
e-commerce platforms, digital marketing, and data analytics can help HUL stay connected
with tech-savvy consumers and adapt to changing market dynamics.

Acquisitions and Partnerships: HUL can explore strategic acquisitions or partnerships to

expand its product portfolio, enter new markets, or strengthen its presence in specific
product categories. Collaborations with local companies or startups can provide HUL with
insights into emerging trends and access to niche markets.

43
Employee Development: Investing in employee training and development programs can
empower HUL's workforce, fostering innovation and operational excellence. Nurturing a
culture of learning and collaboration can drive employee engagement and contribute to HUL's
overall growth.

Public Relations (PR): Building and maintaining a positive image and reputation for the brand
is crucial. PR activities may include issuing press releases, organizing events, managing media
relations, and handling crisis communications. PR helps in fostering positive relationships with
the public, media outlets, and other stakeholders.

Sales Support: Marketing often collaborates with the sales team to provide them with the
necessary tools and materials to effectively sell products or services. This includes creating
sales collateral, sales presentations, product demonstrations, and sales training programs.

Analytics and Measurement: Analysing marketing data and measuring campaign

performance is important to assess the effectiveness of marketing efforts. This involves
tracking key performance indicators (KPIs), such as website traffic, conversion rates, customer
acquisition costs, and return on investment (ROI). By analyzing data, marketers can make
data-driven decisions and optimize marketing strategies.

Customer Relationship Management (CRM): Building and maintaining strong relationships

with customers is essential for long-term success. Utilizing CRM systems, marketing
professionals can gather customer data, segment the audience, and personalize marketing
campaigns to enhance customer satisfaction, retention, and loyalty.

Adaptability and Resilience: HUL has shown resilience and adaptability in the face of changing
market dynamics and consumer preferences. The company has been quick to adapt to
emerging trends and has successfully launched products that cater to evolving consumer
needs. HUL's ability to stay agile and respond effectively to market shifts has been a key factor
in its sustained growth.

In a time of economic slowdown, every company is facing the challenge to stay afloat and
grow. In these turbulent times, launching a new product may not be the right strategy. Since
a product failure at this time may prove to be lethal to the organization. A better and safer
option might be product line extension,

44
where the product associations and product equity developed for one product may be
successfully transferred to another. Product line extensions have proven to be a successful
strategy to capture the markets and fill the gaps left in markets. This strategy is now
adopted by Hindustan Unilever Limited to enter an untapped, high-potential market, of the
emerging young women population in India.

4.2 References

https://www.hul.co.in/

https://www.moneycontrol.com/india/stockpricequote/personal-
care/hindustanunilever/HU

https://economictimes.indiatimes.com/hindustan-unilever-ltd/stocks/companyid-
13616.cms

https://www.screener.in/company/HINDUNILVR/consolidated/

https://www.indianretailer.com/article/tag/hul

hindustan Unilever limited global Scenario - Google Search

Books

1. Principles Of Marketing-19th edition, Written by Philip-Kotler, Dary Amstrong, Sridhar

Balasubramanian, Prafulla Agnihotri.

2. Retailing Management written by Barton Weitz, Dhruv Grewal, and Michael Levy

45