An in-depth analysis on various perspectives of business of Closeup toothpaste.

1. Final Presentation on
Close up
Prepared by :
Sawmyak Ch.Deb
Roll no: P15FC079

2. Sectorial Information
Fast Moving Consumer Goods otherwise known as CPG, is one of the biggest industries’
in the world and there are a lot of facts that stand the FMCG industry apart as a career
choice:
• FMCG companies are behind the biggest brands in the world. FMCG is all about names,
the product which everyone recognizes from trips to the supermarket or from ads on
television.
•
The FMCG industry changed fast and is constantly evolving. From the pace at which
goods leave the shelves to the rate of product innovation and career progression, things
move quickly.
• FMCG companies can beat recession. Consumers will always need to buy the products
created by FMCG companies. They may not buy big items like refrigerators or cars in a
recession period but , floors still need to be cleaned , clothes need to be laundered &
aches and pains still need to be soothed.
• According to a report by Boston Consulting Group and the Confederation of Indian
Industry, India’s robust economic growth and growing household incomes would
increase consumer spending to US$ 3.6 trillion by 2020. The maximum consumer
spending is likely to be seen occurring in food, consumer durables, housing, transport
and communication sectors.

3. GDP Contribution to the Economy
GDP Coribution
Manufacturing Agriculture Services
19%
48%
33%
Market Share
Food Products Personal care and Household Healthcare

4. Historical Growth / De-growth pattern
• The FMCG sector has grown at an annual average of about 11 per cent over the last decade. The overall FMCG market is
expected to increase at (CAGR) of 14.7 per cent to touch US$ 110.4 billion during 2012-2020, with the rural FMCG market
anticipated to increase at a CAGR of 17.7 per cent to reach US$ 100 billion during 2012-2025.Food products is the leading
segment, accounting for 43 per cent of the overall market. Personal care (22 per cent) and fabric care (12 per cent) come
next in terms of market share.
• Growing awareness, easier access, and changing lifestyles have been the key growth drivers for the consumer market. The
Government of India's policies and regulatory frameworks such as relaxation of license rules and approval of 51 per cent
foreign direct investment (FDI) in multi-brand and 100 per cent in single-brand retail are some of the major growth drivers
for the consumer market.
Revenues($)Expected
0
50
100
150
2010 2011 2012 2013 2014 2025
Revenues($)Expected
Revenues($)Expected

5. Reasons for Growth/ De-Growth patterns
observed in FMCG sector
• 100% FDI allowed in food processing and single brand retail and 51% in multi –brand retail is also the reason
for growth of this sector.
• Government initiative & support like loan waivers, disbursements through NREGA Programme, Pradhan
Mantri Jan Dhan Yojana.
• Growth of India’s FMCG purchased through modern trade is surpassing growth of FMCG purchased in
general trade
• In 2013 ,market size of the organized FMCG sector was 8 percent of the overall organized retail market and is
expected to reach 30 percent by 2020.This represents the influence of modern retail over the FMCG sector
• Share of the modern retail in FMCG sales is estimated to be 10 percent to 12 percent by 2016.
• FMCG companies are partnering with major retail players to increase brand communication and boost their
share in modern retail.

6. Porters 5 Forces model of FMCG Sector
Industry High
Competitveness
Bargaining
power of
supplier's-
Modest
Barriers to
entry -
Modest
Bargaining
power of
Customer
- Low
Threats of
Substitute
- High

7. Company Information
• Name of the Company Hindustan Unilever Limited.
• Date of Establishment 17 October 1933
• Revenue 4708.22(USD in Millions)
• Market Cap 1739427.5602647(Rs in millions)
• Corporate Address Unilever House B.D.Sawant Marg, Chakala Andheri
East Mumbai-400099, Maharashtra
www.hul.co
• Management details Chairperson- Harish Manwani
MD- Sanjiv Mehta
Directors – Pradeep Banerjee, Kalpana Morparia, Sanjiv Mishra,
O P Bhatt, S Ramadorai, Aditya Narayan, PB Balaji.
• Business Operation Household &Personal Products.
• Financials Total Income- Rs 314431.6 Million (year ending Mar 2015)
• Net Profit - Rs 43152.6 Million (year ending Mar 2015)
• Company Secretary Dev Bajpai
• Bankers Deutsche Bank, HDFC Bank, ICICI Bank, Indian Bank, Punjab
Bank, Royal Bank of Scotland, State Bank of Hyderabad, State
Bank Of India, Standard Chartered bank, Syndicate Bank, Union
Bank , Bank of Baroda, Bank of America, HSBC Bank .
• Auditors BSR &Co LLP
Vision of the Company
• Our purpose is to make sustainable living commonplace. We work to create a better future every day, with brands and services that help people feel good,
look good, and get more out of life.

8. Product/Services offered by the company
Sl no. Categories’ Products Target market
1 Personal Wash Pears Soap, Liril, Hamam, Denim Shaving Products. Upper Class ,Upper middle Class,
Middle Middle Class.
2 Laundry Surf Excel, SunLight,Rin, Wheel & Ala Bleach Upper middle Class, Middle Middle
Class, Lower Class .
3 Dishwasher Vim Upper Class ,Upper middle Class,
Middle Middle Class.
4 Disinfectants Domex, Cif Upper middle Class, Middle Middle
Class.
5 Foods Kissan (Jam, Ketchup, Squashes), Annapurna (Aata & Salt), Knorr
Soups.
Upper Class ,Upper middle Class,
Middle Middle Class,Lower Class.
6 Ice -Creams Kwality Wall’s Upper Class ,Upper middle Class,
Middle Middle Class.
7 Beverages Brooke Bond ,Lipton, Taj Mahal, Brooke Bond bru Upper Class ,Upper middle Class,
Middle Middle Class.
8 Beauty Products Fair & Lovely,Lakme,Ponds,Vaseline & Aviance Upper Class ,Upper middle Class,
Middle Middle Class.
9 Hair Care Sunsilk naturals,Clinic,Dove & Lifebuoy Upper middle Class, Middle Middle
Class.
10 Oral care Pepsodent & Closeup Upper Class ,Upper middle Class,
Middle Middle Class,Lower Class.
11 Deo Spray Axe & Rexona Upper middle Class, Middle Middle
Class,Lower Class.
12 Water Purifier PureIt Upper Class ,Upper middle Class.

9. Competitor Analysis
• The purpose of the competitive analysis is to determine the strengths and weaknesses of the competitors within your
market, strategies that will provide you with a distinct advantage, the barriers that can be developed in order to prevent
competition from entering your market, and any weaknesses that can be exploited within the product development
cycle.
35%
31%
8%
6%
4%
16%
Sales
HUL ITC Nestle Britannia Dabur Others

10. SWOT Analysis of Close UP
Strengths 1. First gel toothpaste in India.
2. The Dual Benefits (Shiny white teeth+ Fresh Breath) and a modern ingredient (Mouthwash)
makes it very appealing.
3. Market leader in the gel Segment for almost 3 decades.
4. Excellent advertising and branding of the product.
5. Size Advantages.
Weakness 1. Popular only in urban areas.
2. Bad acquisitions.
3. Cost Structure.
Opportunities 1. First mover of the gel paste segment.
2. Strong positioning of the product in the segment.
3. Innovations.
Threats 1. Many variants of toothpaste can be confusing for the consumer.
2. Many people in rural India still clean their teeth with traditional products (neem twigs, salt ash).
3. New entrants in the segment.
4. Change in tastes.

11. Marketing Mix of Close UP toothpaste
4P’s Features
Product  Attractiveness - Various sizes are available with attractive packaging.
 Expectations - Expected to give whiter and shiner teeth.
 Benefits - Fresh Breath for 12 hour, Strong teeth.
Price  150 gram @ Rs 90
 100 gram @ Rs 15
 75 gram @ Rs 35
 28 gram @ Rs 10
Place  Stores
 Malls
 Kirana Shops
 Online Stores.
Promotion  Sales Promotion – Magazines.
 Branding – Creating a Brand Image of the product in the minds of the public
 Advertisement – Hoardings, TV Ads are used.

12. Segmentation Targeting and Positioning
• Segmentation- A market strategy which differentiates a broad target market into small portions of consumers
having similar demands.
• Targeting – Process of evaluating market segment by doing Market Opportunity analysis. Competition analysis
of the market is also done to identify “Blue Ocean”.
• Positioning – A marketing strategy that aims to make a brand occupy a distinct position, relative to competing
brands, in the minds of the customer.
Segmentation 1. Upper middle class, Middle class, Lower middle class.
2. Men, Women, Children.
3. Taste and Flavors.
Targeting
1. Urban population specially the youth.
Positioning 1. Toothpaste that is also mouthwash for fresh breath.

13. Product Life Cycle
Close up
Introduction
Growth
Maturity
Decline
Revenue’s
Time

14. Gross Profit and Net Profit Margin of the company.
2015, 49.16% 2014, 48.90%
2013, 45.71% 2012, 44.93%
0.00%
10.00%
20.00%
30.00%
40.00%
50.00%
60.00%
2015 2014 2013 2012
Comparison of GP margin & NP margin
Gross Profit margin = Gross Profit/Sales*100
Net Profit Margin = Net Profit/ Sales*100

15. Working Capital
0.96
0.97
0.98
0.99
1
1.01
1.02
1.03
1.04
1.05
1.06
1.07
2015 2014 2013 2012
Working Capital = Current Assets/ Current Liabilities

16. Debt to Equity ratio
14.00599595
16.44273178
18.15870313
12.48847284
0
2
4
6
8
10
12
14
16
18
20
2015 2014 2013 2012
DEBT-TO-EQUITY RATIO
Debt to Equity ratio shows the relationship of the capital provided by creditors to the amount provided by
shareholders. It indicates Financial Leverage of the Company.

17. Comparison of Direct & Indirect expenses
0
10000
20000
30000
40000
50000
60000
2015 2014 2013 2012
Direct Expenses
Indirect Expenses

18. Fixed assets added during the year.
Particulars 2015 (in crores) 2014(in crores)
Fixed Assets 4370.51 4145.94
Fixed Assets Added 584.57

19. Organization Structure
Chairman
Director Finance
Director
Marketing Director Exports
Director HR
Technical
Director, Legal &
Sectorial
Director personal
products
Director ICFD
Director
Detergent
Director
Beverages
Director Research

20. Training needs of the Company
• The needs of individual are objectively identified and necessary interventions are planned for identified groups, which gets
rolled out in a phased manner through training calendar.
• The training and development program is charted out to cover the no. of trainees existing staff. The programs also cover the
identification of resource personnel for conducting development program, frequency of training and development programs
can also be designed depending upon job requirement and analysis. Selection of trainees is also facilitated by job analysis.
• Meaning of Training and Development according to HUL:
Training and development need = standard performance – actual performance
Training Design:
• The trainer: Before starting a training program, a trainer analyses his technical, interpersonal, judgmental skills in order to
deliver quality content to trainers.
• The trainees: The company do the close scrutiny of the trainees and their profiles, age, experience needs and expectations.
• Training climate: Training climate comprises of ambience, tone, and feelings, positive perception for training program, etc.
• Trainee’s learning style: The learning style, age, experience, educational background of trainees has been kept in mind in
order to get the right pitch to the design of the program.
• Training Strategies: Once the training objective has been identified, the translates it into specific training areas and module.
The trainer prepares the priority list of about what must be included, what could be included.
• Training Tactics: Once the objectives and strategy of the training program becomes clear, trainer comes in the position to
select most appropriate tactics or method or techniques. The method selection depends on following factors:
 Trainee’s background - Time allocated - Style preference of trainer

21. Organizational Culture
• Hindustan Unilever Limited has been recognized as among the Best Employers of 2013 in India in a survey by Aon Hewitt.
• Unilever Sustainable Living Young Entrepreneur’s Awards.
Three years ago HUL launched the annual Unilever Sustainable Living Young Entrepreneurs Awards in partnership with the
University of Cambridge Institute for Sustainability Leadership (CISL), and in collaboration with Ashoka. It’s a programme which celebrates and
supports people under the age of 35 who are working on a unique product, service or application that will help create a brighter future for those
in need.
• Backing the Global Goals
The Awards are part of Unilever’s efforts to support the 17 United Nations Global Goals for Sustainable Development, due to be ratified this
month. These ambitious goals set out to end extreme poverty, tackle climate change, empower women, secure universal water access, and
reduce hunger by 2030.
Cultures is what constructs a successful organization with innovation, measurable impact, financial stability and
leadership for sustainable growth.

22. Bibliography
• http://www.naukri.com
• http://www.hul.com
• http://www.mbaskool.com
• http://www.reuters.com
• http://www.glassdoor.com
• http://www.ibef.org
• http://www.moneycontrol.com
• http://www.close-up.com