A

Project Report
On

BUSINESS DEVELOPMENT ANALYSIS

AT

SUBMITTED TO

UNIVERSITY OF PUNE
THROUGH

NAVJEEVAN INSTITUTE OF MANGEMENT

NASHIK
BY

Mr. VINAYAK C. MAHAJAN IN PARTIAL FULFILLMENT OF MBA- (MARKETING) 2010-2018

Under the Guidance of

Prof. Mrs. PREETI M. KULKARNI

1

ACKNOWLEDGMENT
I hereby take immense pleasure to express my gratitude towards HINDUSTAN UNILIVER LIMITED (NASHIK) for giving me an opportunity for the summer project at their esteemed organization. I express my hearty thanks to Navjeevan Institute of Management and University of Pune for providing the platform for getting the practical knowledge during 20010-2012 I am thankful to Mrs. Sushma P. Bhosale, Director (H.R.), Navjeevan Education Society for her kind support. I am grateful to Director of Navjeevan Institute of management for her expert guidance. I remain indebted to my respected guide Preeti M. Kulkarni and all my teachers for helping, guiding and mentoring me to complete this work. I would like to thank the Management at Sairung developers and promoters.for giving me the opportunity to do my fifty days summer project training in their esteemed organization. I am highly obliged to Mr. Virendra (Sales Manager) for granting me to undertake my training at Nashik branch.I express my thanks to Mr. Sambhaji Shinde (Trritorry Manager) under whose able guidance and direction, I was able to give shape to my training.

VINAYAK C. MAHAJAN

DECLARATION
I Mr. Vinayak Chandu Mahajan hereby declare that the study project titled BUSINESS DEVELOPMENT ANALYSIS was undertaken by me with the organization Hindustan Uniliver Limited, Nashik for the duration of Fifty days which in required for partial fulfillment for M.B.A. Course. I solemnly pledge that this project is my genuine idea and conceptualization, framing and conclusions are all my own, which I have generated owing to study undertake is given by market situation. I take total responsibility for all conclusions made in study and their impact thereof on all subsequent research studies. Signature

Vinayak Chandu Mahajan Date:

INDEX
Chapter Contents No. 1 INTRODUCTION OF THE STUDY 1.1 1.2 2 2.1 2.3 2.4 3 4 4.1 4.2 4.3 5 6 7 8 9 10 Introduction Rationale of the study PROFILE OF THE ORGANIZATION Introduction of the Company Ongoing projects Marketing strategies of the company. REVIEW OF LITERATURE RESEARCH METHODOLOGY Hypothesis Objectives of project Limitations of the researcher DATA ANALYSIS & INTERPRETATION SWOT ANALYSIS FINDINGS RECOMMENDATIONS CONLUSION BIBLIOGRAPHY Page dfnnoNo.

WEBLIOGRAPHY 11 QUESTIONNAIRE

CHAPTER 1.

INTRODUCTION
1.1 INTRODUCTION 1.2 RATIONALE OF THE STUDY.

INTRODUCTION OF THE STUDY 1.1 INTRODUCTION

Hindustan Uniliver Limited is the FMCG company which provide essential commodity to each and every house of India. HUL has n number of products which daily use by the consumers. And HUL has OOH ( Out Of Home) business which provide product to the industries and shops. In this business Hindustan Uniliver Limited deals with vending machine. This vending machine provide beverages like tea, coffee and soup.

HUL is also provide tea, coffee and soup with vending machine. Lipton tea, Bru coffee and Knorr Soup. And this study deals with the Business development of HULs vending machine division in nashik city.

1.2 RATIONALE OF THE STUDY A big boom has been witnessed Vending Machine Industry in recent times. A large number of new players have entered the market and are trying to gain market share in this rapidly improving market. The study deals with HULs in focus and the various segments that it caters to. The study then goes on to evaluate and analyze the findings so as to present a clear picture of trends in the Vending Machine Industry. Researcher witnessed a big boom of Vending Machine Industry in the city of nashik and thought that he can gain good knowledge and will come to know the perception of the people at nashik about the Vending Machine Industry.

CHAPTER 2.

PROFILE
2.1 INTRODUCTION OF THE COMPANY

2.2 MARKETING STRATREGIES OF THE COMPANY

PROFILE OF AN ORGANIZATION 2.1 INTRODUCTION OF THE COMPANY

Hindustan Unilever Limited (HUL) is India's largest fast moving consumer goods company, with leadership in Home & Personal Care Products and Foods & Beverages. HUL's brands, spread across 20 distinct consumer categories, touch the lives of two out of three Indians. They endow the company with a scale of combined volumes of about 4 million tonnes and sales of nearly Rs.13,718 crores. The mission that inspires HUL's over 15,000 employees is to "add vitality to life". With 35 Power Brands, HUL meets everyday needs for nutrition, hygiene, and personal care with brands that help people feel good, look good and get more out of life. It is a mission HUL shares with its parent company, Unilever, which holds 51.55% of the equity. The rest of the shareholding shareholders is and distributed financial among 360,675 A individual 500

institutions.

Fortune

transnational, Unilever sells Foods and Home and Personal Care brands in about 100 countries worldwide.

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HUL is also one of the country's largest exporters; it has been recognised as a Golden Super Star Trading House by the Government of India.

Over time HUL has developed into a viable & competitive sourcing base for Unilever world wide in Home and Personal Care & Foods & Beverages category of products. HUL is also a global marketing arm for select licensed Unilever brands and also works on building categories with core country advantage such as branded basmati rice.

HUL's brands - like Lifebuoy, Lux, Surf Excel, Rin, Wheel, Fair & Lovely, Pond's, Sunsilk, Clinic, Pepsodent, Close-up, Lakme, Brooke Bond, Kissan, Knorr-Annapurna, Kwality Wall's are household names across the country and span many categories - soaps, detergents, personal products, tea, coffee, branded staples, ice cream and culinary products. They are manufactured over 40 factories across India. The operations involve over 2,000 suppliers and associates. HUL's distribution network, comprising about 4,000 redistribution stockists, covering 6.3 million retail outlets reaching the entire urban population, and about 250 million rural consumers.

HUL believes that an organisation's worth is also in the service it renders to the community. HUL is focusing on health & hygiene education, women

11

empowerment, and water management. It is also involved in education and rehabilitation of special or underprivileged children, care for the destitute and HIV-positive, and rural development. HUL has also responded in case of national calamities / adversities and contributes through various welfare measures, most recent being the village built by HUL in earthquake affected Gujarat, and relief & rehabilitation after the Tsunami caused devastation in South India.

In 2001, the company embarked on an ambitious programme, Shakti. Through Shakti, HUL is creating micro-enterprise opportunities for rural women, thereby improving their livelihood and the standard of living in rural communities. Shakti also includes health and hygiene education through the Shakti Vani Programme, and creating access to relevant information through the iShakti community portal. The program now covers 15 states in India and has over 45,000 women entrepreneurs in its fold, reaching out to 100,000 plus villages and directly reaching to 150 million rural consumers. By the end of 2010, Shakti aims to have 100,000 Shakti entrepreneurs covering 500,000 villages, touching the lives of over 600 million people.

HUL is also running a rural health programme Lifebuoy Swasthya Chetana. The programme endeavours to induce adoption of hygienic practices among rural Indians and aims to bring down the incidence of diarrhoea. It has already touched 84.6 million people in approximately 43890 villages of 8 states. The vision is to make a billion Indians feel safe and secure.

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If Hindustan Unilever straddles the Indian corporate world, it is because of being single-minded in identifying itself with Indian aspirations and needs in every walk of life.

HISTORY

13

CHAPTER 3.

REVIEW OF LITERATURE

14

3.1 ABOUT THE BUSINESS DEVELOPMENT

Always seek clear objectives. Business development includes a number of techniques designed to grow an economic enterprise. Such techniques include assessments of marketing opportunities and target markets, intelligence gathering on customers and competitors, generating leads for possible sales, follow-up sales activity, formal proposal writing and business model design. Business development involves evaluating a business and then realizing its full potential, using such tools as marketing, sales, information management and customer service. These tasks are carried out by business development managers. Business Development Manager is also known as economist or a business planner. A manager should devote his attention to business development and exploiting the business opportunities that are presented to him and his organization. Business development and making your organization successful is reliant on good knowledge of best practice and management theories. Adopt a team approach work with others in pursuing common goals. For some time, business development managers have been stressing the urgent need for radical new approaches to the corporation. In this paradigm, the bottom line cedes its preeminence to the top: the corporation concentrates on developing new revenue streams from new products and services, while optimizing income from existing lines through innovative marketing and rapid exploitation of changing customer needs and tastes. The new kind of corporation is, above all, agile. Top business development managers fret about the lack of creativity and innovation beneath them, below the supertankers decks, but their own decision-making processes and command structures stultify efforts even ones which they themselves have promoted to develop the new and rejuvenate the old.

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The business development manager must have considerable sales experience, be an organized and strong negotiator, and be aware of and responsive to economic trends, government policies and currency fluctuations. A university degree in one of the commerce, accounting, economics or business administration streams may prove useful (although not necessary) for entry into the position. The business development manager works to expand a companys product reach and profit revenues. They do this by identifying new markets and attracting new clients. The business development manager therefore researches new business opportunities, identifies likely sales points, develops strategic plans and sales strategies, and undertakes presentations to and negotiations with prospective customers. In larger organizations the business development manager works with marketing and sales departments, government and industry peak bodies. Domestic and overseas travel is often a requirement of this position, and report writing is necessary. In smaller businesses, business development managers answer to owners/executives. However, in larger companies they are answerable to senior marketing and sales executives. Responsibility of a Business Development Manager : Investigate the economic conditions surrounding your small business activity such as industry trends and competition. Conduct extensive market research prior to starting up your business and continue gathering information throughout the life of the business. Prepare a detailed business plan so you will not lose sight of your goals and objectives. Secure sufficient financial resources for future development or expansion. Contact professional advisors such as an accountant, banker and/or lawyer to provide expert information about your business. Network with other small businesspeople; establish a support group. Remember, you are not alone. Attend workshops, trade shows, and seminars to keep up-to-date on changes in the industry. Adopt a team approach; work with others in pursuing common goals. Understand the skills and qualities you bring to your business. Develop a situation analysis of your company including its strengths, weaknesses, opportunities and threats to assist in the development of a strategic plan for the future of the business.

In general, a business manager is responsible for running the business day-to-day. Whether, a managing director in a medium-sized company or a business unit director in a large corporate organization, this general management role is crucial to hold the business together, and to lead the changes which will ensure future

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success. Many people have experienced a manager who may not be up to the job. In most cases they were very effective in their previous role, but then struggle when they enter the management arena. In sales management, for example, there is an all too familiar pattern of the best sales operative being promoted to manage the team without adequate thought to the development needs of that person. Coaching could provide the new sales manager with the business management skills required for success in his role. Prepare a detailed business plan so you will not lose sight of your goals and objectives. A successful business development manager should always be seeking clear objectives particularly for those areas of the job where there are outputs you will be required to measure and be answerable for. Keeping the main objectives constantly in mind is essential even if they evolve or change a bit over time. They should be able to identify the key actions that the department is going to pursue. This shows clarity. A business development manager should be able to present the strategy clearly to its customers. The strategy should contain a clear visio

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CHAPTER 4.

RESEARCH METHODOLOGY

18

4.1 HYPOTHESIS

4.2 OBJECTIVES OF THE PROJECT

4.3 LIMITATIONS OF THE RESEARCH

19

20

Types of Research Types of Data Source

Non probability, Exploratory &Descriptive Primary & Secondary

Research Approaches

Observational & Survey

Research Instruments

Questionnaire

Sample Size

150 respondents

Sampling Area

Nasik city

Types of Questionnaire

Structured

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RESEARCH METHODOLOGY
Research methodology is considered as the nerve of the project. Without a proper well-organized research plan, it is impossible to complete the project and reach to any conclusion. The project was based on the survey plan. The main objective of survey was to collect appropriate data, which work as a base for drawing conclusion and getting result. Therefore, research methodology is the way to systematically solve the research problem. Research methodology not only talks of the methods but also logic behind the methods used in the context of a research study and it explains why a particular method has been used in the preference of the other

methods.1www.scribd.com

22

Extract of Research Methodology:4.1 HYPOTHESIS HULS VENDING MACHINE DIVISION HAS POTENTIAL TO DEVELOP BUSINESS IN NASHIK CITY.

4.2 OBJECTIVES OF THE PROJECT

1) To study the marketing practices of HULs vending machine division for business development.

2) To study the key factors likea) Market Potential b) Competitors

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4.3 LIMITATIONS OF THE RESEARCH

1) The research is confined to a certain parts of Nashik and does not necessarily shows a pattern applicable to all of Country.

2) Some respondents were reluctant to divulge personal information which can affect the validity of all responses.

3) In a rapidly changing industry, analysis on one day or in one segment can change very quickly. The environmental changes are vital to be considered in order to assimilate the findings.

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CHAPTER 5.

DATA ANALYSIS AND INTERPRETATI ON

25

DATA ANALYSIS AND INTERPRETATION

1.GRAPH DEPICTS THE SIZE OF COMPANES IN NASHIK CITY as the

potential markets for huls vending machines

A. Less than 50000 turnover B. 50000-100000 turnover C. 100000-150000 turnover

20 36 52

10% 16% 26% 30% 16% 100%

D. 150000-200000 turnover 60 E. More than 2 Lac

TOTAL 32 200

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INTERPRETATION Above diagram explains the market situation of the nashik city. As it can be seen from the graph that maximum companies in nashik city are of middle size. And HUL great potentia to develop vending machine business. Companies who earns 1 lac- 2lac they are the potential customers of HULs vending division.

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2.

GRAPH

DEPICTS

HOW

MANY

WORKERS

IN

ORGANISATION.

No of respondents

Market share 27% 35% 28% 10%

A. 0-50 B.50-100 C. 100-150

54 70 56

D. More than 20 150.

TOTAL 200

100%

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29

INTERPRETATION In Nashik city there is middle size companies are more, and maximum companies has 50- 100 workers. so, from this information we can say that Hindustan Uniliver Limited has great potential to develop their business in nashik city. And all these companies provide beverages to their staff so, we can say that HUL has potential to develop their Business. Companies who has 100150, more than 150 workers are the potential customers.

3.

GRAPH

DEPICTS

HOW

MANY

ORGANISATIONS

PROVIDE

BEVERAGES TO THEIR STAFF. No of respondents A. Yes B. No TOTAL 156 44 200 Market share 78% 22% 100%

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INTERPRETATION In Nashik city 78% industries and shops provide beverages to their staff so researcher can say that HUL has great potential to develop their business in Nashik city. Only 22% of companies does not provide beverages to their staff and And HUL can develop their business by installing their vending machine in industries.

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3. GRAPH GEPICTS WHICH ONE IS MOST PREFFERD BY STAFF.

No of respondents A. Tea B. Coffee

Market share

172 18 10 200

86% 9% 5% 100%

C. Soup TOTAL

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INTERPRETATION Above diagram explains that in nashik city 86% companies provide Tea to their staff and coffee is provided by 9% and soup is provided by 5% oc companies. Therefore we can say that HUL has great potential for their business development . Vending machine may be use by the maximum companies so, Hindustan Uniliver Limited has great potential to develop their business in nashik city. And maximum companies provide Tea to their staff hence HUL can develop their beverage business also.

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4. GRAPH DEPICTS HOW THEY PROVIDE TEA AND COFFEE TO THEIR

STAFF.

No of respondents

Market share 12%

Through

Organization 24

canteen
B. Hawkers C. Vending machine D. Other. TOTAL 90 42 44 200 45% 21% 22% 100%

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INTERPRETATION In Nasik city 45% of companies provides tea and coffee to their staff by hawkers, HUL can trap such companies and can install their vending machine. and , 21% companies use vending machine and only 12% through HUL can so we can say that still HUL Vending the organization canteen

machine has potential to develop their business in Nasik city. Because maximum industries provides tea and coffee by hawkers.

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5. GRAPH DEPICTS AWARENESS OF HUL VENDING MACHINE.

No of respondents A. Aware B. Unaware C. Just know D. User E. Ex- User TOTAL 84 24 50 22 20 200

Market share 42% 12% 25% 11% 10% 100%

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INTERPRETATION Above diagram explains that 42% of respondents are aware of HULs vending machine and HUL can easily make them customers. 25% respondents are just know about the HULs vending and HUL should make them more aware. 10% are of ex-user HUL vending and only 12% respondents are unaware of vending machine. Above figures explains that Hindustan Uniliver has great potential for business development in Nashik city.

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6. GRAPH DEPICTS HOW INDUSTRIES AND SHOPS COME TO KNOW

ABOUT HULs VENDING MACHINE.

No of respondents A. Friend B. Yellow pages C. Media. D. Marketing Executive E. Web site TOTAL 30 48 32 66 24 200

Market share 15% 24% 16% 33% 12% 100%

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INTERPRETATION Above diagram explains that 33% companiees come to know about HULs vending machine through marketing Executives and 24% by yellow pages. HUL should make aware to more companies by using another way of marketing to develop their business also. HUL has great potential to develop their business By using right way of marketing HUL can develop their business.

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7. GRAPH DEPICTS WHAT THE INDUSTRIES AND SHOPS THINKS

ABOUT QUALITY AND SERVICES OF THE HULs VENDING MACHINE DIVISION.

No of respondents A. Worst B. Poor C. Average D. Good E. Excellent 10 24

Market share 5% 12% 25% 35% 23%

50 70 46 200

Total

100%

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INTERPRETATION At the time of research researcher found 35% of companies thinks that Hindustan Uniliver Limiteds vending machins quality is good and the services provided by the HUL is also satisfactory , so we come to

know that HUL has potential to davelop the business in Nashik city. And HUL still need to increse their quality and services provided by them because still 25% of respondents thinks that quality and services of HULs vending machine is average. 23% of respondents thinks that HULs vending Machine has excllent quality and services provided by them is also excellent.

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8. GRAPH DEPICTC THE SATISFACTION OF THE LEVEL OF THE

EXISTING MACHINE. No of respondents A. Unsatisfied B. Satisfied C. Astonished TOTAL 90 72 38 200 Market share 45% 36% 19% 100%

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INTERPRETATION During the research researcher found that 45% of respondents using vending machine are unsatisfied with the quality and also unsatisfied with service of the existing machine respondents complained about poor technical assistance. 36% of respondents are satisfied with quality of the machine and also satisfied with services provided by the vending machine company and only 19% of the respondents are fill astonished by quality and service of the machine so, HUL has potential to Develop their vending machine business in nashik city by increasing their quality of the machine and by providing services to the customer like technical assistance after sales service and installation facility. .

9. GRAPH DEPICTS THE REASON OF UNSATISFACTION.

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No of respondents A. Quality B. Service C. Technical D. Other TOTAL 32 72 54 42 200

Market share 16% 36% 27% 21% 100%

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INTERPRETATION During the research researcher come to know that 36% respondents using vending machine are dissatisfied with service of the vending machine company and 27% of respondents are unsatisfied with technical assistance provided by the existing vending machine company. And 27% of respondents are unsatisfied with the services provided by the existing vending machine company. So by providing proper quality, service, and technical assistance HUL can develop their business.

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CHAPTER 7.

SWOT ANALYSIS
2.1 SWOT ANALYSIS

STRENGTHS

WEAKNESS

OPPORTUNITIES

46

THREATS

STRENGTHS
1

WEAKNESSES

OPPORTUNITIES

THREATS

47

CHAPTER 6.

FINDINGS

48

FINDINGS
1. As from the research researcher found that there are medium scale

companies are more. 56 % companies are of medium scale.

2. As it is seen from the survey that at present maximum companies are

having 100-150 workers in their company.

3. At the time of the research researcher found that maximum companies e.i.

78% companies provides tea coffee to their staff and 22 % companies does not provide tea and coffee. 4. In nashik city maximum companies provide beverage facility to their staff and at the time of the research I found that 86 % companies provide tea to their staff and only 9% and 5% provides coffee and soup.
5. As from the research researcher found that most of the companies provide

beverages to their staff by hawkers e.i. 45% and only 21% companies provide by vending machine and 12% by organization canteen. So from the above findings we can say that HUL has potential for business development.
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6. Among all the respondent maximum number of respondents areee aware

about HULs vending machine e.i. 42% and 25% respondents just know and 12% are unaware about the machine, 11% are user of the vending machine.
7. There are 33% respondents come to know about HULs vending machine

through marketing Executive e.i. 33% and 24% by yellow pages, 15% by friend, 16% by media and 12% by web site.
8. At the time of

research I found

35%

respondents are thinks that

Hindustan Uniliver Limiteds vending machins quality and services after purchase is good, so we come to know that HUL has potential to davelop the business in Nashik city. And HUL still need to increse their quality and services because still large number of respondents thinks that quality and services of HULs vending machine is average.
9. There are 45% of respondent are unsatisfied with the quality and service

of the existing vending machine, therefore we can say that HULs veending machine division has potential for business development. 10. During the research I found that maximum respondents using vending machine are unsatisfied with the quality and service of the existing machine so, HUL has potential to Develop their vending machine business in nashik city by increasing their quality and service.

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CHAPTER 8.

RECOMMENDATIONS

51

RECOMMENDATIONS

1. As the many companies provide beverages to their staff by hawkers, The

company should try to expand because presently there is a much potential in nashik city. 2. Now HUL is using direct marketing for promoting the vending machine in nashik, HUL should use another way of marketing also.
3.

As seen from the survey that at present 78% of the companies provide beverages to their staff, So it can be a good potential for the company and they should make an attempt to trap these customers.

4. Among all the respondents there are maximum number of respondents are

aware of HULs vending machine, The company should try to convince these customers and make them to purchase the vending machine. 5. HUL should also provide technical assistance to their customers.
6.

HUL has two main competitors Nescafe work on their promotional activities.

and

Nest

So HUL should

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CHAPTER 9.

CONCLUSION
53

CONCLUSION
HYPOTHESIS IS PROVED.

Our exhaustive research in the field of Business Development analysis of HULs vending machine division shows that HUL has potential in Nashik city for the vending machine development. During the research I survey of 200 companies of Nashik MIDC e.i. Ambad and Satpur MIDC. And the basis of collected primary data it is proved that HUL has great potential in Nashik city for business development.

HEREBY THE OBJECTIVES OF THE PROJECT ARE ACHIEVED.

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CHAPTER 10.

BIBLIOGRAPHY/ WEBLIOGRAPHY
55

BIBLIOGRAPHY

56

QUESTIONNAIRE

NAME

NAME OF ORGANISATION: CONTACT NO: ADDRESS :

(a)

Size of your company? B. 50000-100000

A. Less than 50000 turnover turnover C. 100000-150000 turnover turnover E. More than 2 Lac (b)

D.

150000-200000

How many workers in your organization? A. 0-50 C. 100-150 B. 50-100 D. More than 150.

(c)

Do you provide beverages to your staff &

workers inside the organization? A. Yes B. No.

(4)Which one is most preferred by your staff and workers?

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Name of Everytim Beverag es Tea Coffee Soup e

Sometim e

Not at all

(5)How you provide Coffee & Tea to them? 1. Through Organization canteen (B)Hawkers (C)Vending machine. (d) (D)Other

If you are using the vending machine kindly give

the information? A. Name of machine : --------------------------------B. Model no : ------------------------------------------C. Date of purchase : ---------------------------------(7)Are you aware of HULs vending machine? 1. Aware (B)Unaware

(C)Just know (D)User (E)Ex-User

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(8) How do you come to know about HULs vending machine? A.Friend C. Media E. Web Site B.Yellow pages D. Marketing executive

(9)What do you think about the quality & service of HULs vending machine? (A)Wrost (D)Good (B)Poor (C)Average

(E)Excellent

(10)Are you and your staff satisfied with quality and service of existing machine? Unsatisfied satisfied astonished

(11)If no, what is problem with machine? Quality Service Technical Other

What change you want in the machine?

Quality

Service

Technical

Other

59

Your suggestion for HULs vending machine.?

Date Thanks

60