Description
PROJECT ON SALES AND DISTRIBUTION SYSYTEM OF PUREIT WATER FILTERS
DISTRIBUTION
WATER FILTER
Sales and Distribution System of Pureit Water Filters
Introduction
• The domestic water purifier appliances market is estimated to be Rs 1200 Crore. • Category is not growing very fast because of the high cost of the product.
Industry Profile
• Earlier known as Hindustan Lever Limited • Was formed in 1933 as Lever Brothers India Limited. • Headquartered in Mumbai, • HUL is the market leader in Indian products such as tea, soaps, detergents etc. • The company’s statement of corporate purpose is to “meet the everyday needs of people, everywhere.”
Water purifier
• Pure It is the world’s most advanced in-home water purifier. • Pure It, a breakthrough offering of Hindustan Unilever (HUL), provides complete protection from all water-borne diseases, unmatched convenience and affordability.
Industry Structure
ASM
BDM(Direct Marketing) 8 CCTL’s
TSO(KIOSK) 8 ZSO’s
TSO(Doctors Clinic)
8CTL’s
8 PWE’s for each CCTL
12 PWE’s for each ZSO
4 PWE’s for each CTL
Competitors
• Hindustan Unilever Limited (HUL) of water division Pureit’s major competitors in the market are:
– Eureka Forbes Limited – Philips – Whirlpool – Kent – Kenstar – Tata
Water Purifiers offered by HUL
Types of Products
PURE IT MARVELLA
PURE IT AUTO-FILL
PURE IT M05
PURE IT COMPACT
Product Segmentation
• Hindustan Unilever sells different waterpurifiers on the basis of classifying their utility and price affordability. The water purifiers are classified as follows: (1)Pure it compact – Rs 1000 /(2)Pure it M05 Model – Rs 2000 /(3)Pure it Autofill –Rs 3200 /(4)Pure it Marvella –Rs 6900 /-
Distribution Channel
• These are sets of interdependent organizations involved in the process of making a product or a service available for use or consumption.
Direct Marketing(Cold Call)
KIOSK
Doctors Clinic
Product Services
• As per the study the product services of the Pureit water purifier is only with the battery that should be changed once in 1500-2000 liters usage. The consumers can call to the customer care and inform about their services. • The call centers will have the consumer’s details. When the consumer bought the product then the sales force will take all their details for the future services. • Till first year of the product the services are completely free, but after the first year to change the battery in the purifier the battery costs Rs 350- 520 depends on the battery.
Promotion
• • • • TV advertisements Magazines Direct marketing Kiosk
Motivating Sales force
• Fixed pay – Rs. 5000 • Salesperson get 100 point on selling each water purifier • Hero of The Day (outstanding performer is rewarded on daily basis). • Selling more than 10 water purifiers in a month, a sales executive gets commission of Rs. 150 per water purifier • Accumulating more than 5000 point, sales executive gets different gifts
doc_668424334.pptx
PROJECT ON SALES AND DISTRIBUTION SYSYTEM OF PUREIT WATER FILTERS
DISTRIBUTION
WATER FILTER
Sales and Distribution System of Pureit Water Filters
Introduction
• The domestic water purifier appliances market is estimated to be Rs 1200 Crore. • Category is not growing very fast because of the high cost of the product.
Industry Profile
• Earlier known as Hindustan Lever Limited • Was formed in 1933 as Lever Brothers India Limited. • Headquartered in Mumbai, • HUL is the market leader in Indian products such as tea, soaps, detergents etc. • The company’s statement of corporate purpose is to “meet the everyday needs of people, everywhere.”
Water purifier
• Pure It is the world’s most advanced in-home water purifier. • Pure It, a breakthrough offering of Hindustan Unilever (HUL), provides complete protection from all water-borne diseases, unmatched convenience and affordability.
Industry Structure
ASM
BDM(Direct Marketing) 8 CCTL’s
TSO(KIOSK) 8 ZSO’s
TSO(Doctors Clinic)
8CTL’s
8 PWE’s for each CCTL
12 PWE’s for each ZSO
4 PWE’s for each CTL
Competitors
• Hindustan Unilever Limited (HUL) of water division Pureit’s major competitors in the market are:
– Eureka Forbes Limited – Philips – Whirlpool – Kent – Kenstar – Tata
Water Purifiers offered by HUL
Types of Products
PURE IT MARVELLA
PURE IT AUTO-FILL
PURE IT M05
PURE IT COMPACT
Product Segmentation
• Hindustan Unilever sells different waterpurifiers on the basis of classifying their utility and price affordability. The water purifiers are classified as follows: (1)Pure it compact – Rs 1000 /(2)Pure it M05 Model – Rs 2000 /(3)Pure it Autofill –Rs 3200 /(4)Pure it Marvella –Rs 6900 /-
Distribution Channel
• These are sets of interdependent organizations involved in the process of making a product or a service available for use or consumption.
Direct Marketing(Cold Call)
KIOSK
Doctors Clinic
Product Services
• As per the study the product services of the Pureit water purifier is only with the battery that should be changed once in 1500-2000 liters usage. The consumers can call to the customer care and inform about their services. • The call centers will have the consumer’s details. When the consumer bought the product then the sales force will take all their details for the future services. • Till first year of the product the services are completely free, but after the first year to change the battery in the purifier the battery costs Rs 350- 520 depends on the battery.
Promotion
• • • • TV advertisements Magazines Direct marketing Kiosk
Motivating Sales force
• Fixed pay – Rs. 5000 • Salesperson get 100 point on selling each water purifier • Hero of The Day (outstanding performer is rewarded on daily basis). • Selling more than 10 water purifiers in a month, a sales executive gets commission of Rs. 150 per water purifier • Accumulating more than 5000 point, sales executive gets different gifts
doc_668424334.pptx