a power point presentation on hul's marketing strategy in rural india . final
DESCRIPTION
an Innovative Presentation on FMCG in India and HUL's Rural Marketing strategy from the very beginning In India. how it came and what it did to enter in the Indian Mentality and winning marketing strategy to be successful market leader specially in hinterland.TRANSCRIPT
GROUP 1 [PGDM(M)]
FMCG : At A Glance
FMCG CAN BROADLY BE CATEGORIZED INTO THREE SEGMENTS WHICH ARE:
Household items as soaps, detergents, household accessories, etc.,
Personal care items as shampoos, toothpaste, shaving products, etc. and finally
Food and Beverages as snacks, processed foods, tea, coffee, edible oils, soft drinks etc.
FMCG Sector in India
The fourth largest sector
Market size @ $13.1 billion (2012)
Expected growth@$ 33 billion by 2015 and @ $ 100 billion by the year
2025.
Top FMCG companies in India
Hindustan
Unilever LTD
ITC (Indian Tobacco compan
y)
Nestle
indiaAMULDabur India
Cadbury
India
Britania
Industries
Procter And Gamb
le
Marico
Industries
RURAL MARKET & COMPANY OVERVIEW
When HUL has entered into the rural market?
• The year was 1970.• NIRMA introduced no frill products for
rural people• Huge success
• HUL Realized the power of rural
market .
• The year was 1972• First time that HUL was in
the loss because of hike of petroleum prices
• taking government Assistant the chairperson
(T. Thomas) met all the ministers and officials
concerned• Didn't get any help
• Then he met Jagjivan Ram (a Senior cabinet minister)
TWO EVENTS THAT INSPIRED HUL TO GO
RURAL.
T. THOMAS, Chairman (1973-1980)
“That is when Jagjivan Ram, one of the senior cabinet ministers to whom I had gone to present our case gave me an idea. He told me, “Thomas, we in the government are more concerned about the common man. Why don't you produce
soap for the common man – JANTA SOAP at a reasonable price? In that case
you can probably persuade government to decontrol the rest of the soaps.” I took up his idea seriously and organized the production and launch of such a soap which we branded as Saral.”
By T. Thomas
Most probably1970- 1972 was the year when HUL was entered into the rural market by producing a JANTA SOAP for the common people.
An Unmatched Brand Portfolio
Aspiring
Wealthy customers///High income people
Ambitions customer///Middle income people
Struggling customer///Low income people
Product strategy
Every product for every
customers
Strategy for the rural market in terms of acceptability & affordability
Small packaging @ Small price
•Small sachet for the Rural masses•No frill products
Availability Strategy
Warehouses @ near by Rural areas
• reduce distribution cost • Making the price affordable for rural customers• Reaching maximum customer
Project Shakti : An Innovative distribution system
• Targeting every remote customer• Empowering Women• By 2011 the Shakti network have reached 600 million consumers.
Awareness
Campaigns :breath of HUL’s
Major competitors of HUL
Procter and
Gamble
Godrej Consumers
Dabur India Ltd.
ITC
Competition From regional players
Anchor Health & Beauty Care took on HUL's Pepsodent and Close-up by launching 100 per cent vegetarian Anchor Toothpaste.
In detergents, smaller regional players like Ghadi, Sasa and Power have dented the volumes and market share of HUL's Rs 2000 crore (Rs 20 billion) detergent brand Wheel.
In soaps, Wipro Consumer Care and Lighting's Santoor has now become the largest soap brand in South India and Godrej Consumer Products Godrej No 1 is the market leader in the lucrative Northern market.
Chennai-based CavinKare, the second largest manufacturer and marketer of shampoo in India with brands like Chik, Nyle, Meera and Karthika, came out with single serve packs to make inroads into a market dominated by multinationals.
Strategies to fight Competition
The first is winning state by state.
HUL is using 'right pricing' as a primary tool to increase its competitiveness.
Greater focus on Return on Marketing Investment.
Increasing the quality and speed of innovations and launches.
Researchevents@HUL
Living Standards Measure (LSM (1-18)• HUL do extensive research using the company's internal tracker called
Living Standards Measure (LSM (1-18)) to determine the success of the product.
Dedicated Eight weeks• Every employee of HUL spent eight weeks in rural area to understand
the RURAL MARKET.
Recommendation and Suggestions
They should focus on making their supply chain more effective in rural areas.They are facing a stiff competition from regional players in terms of pricing so they should focus on cost cutting plans like using their own Logistics everywhere.For making quick order of small retailer in rural areas, they should provide their workforce a hand held mobile like BlackBerry (coke had done it earlier).They should open a Multi Brand HUL’s outlet at District centers to create awareness and patronizing the customers.
Review of the Presentation…
HUL
Thank You!!!!!!!!!