ITC Profile

ITC is one of India's foremost private sector companies with a market

capitalisation of over US $ 22 billion and a turnover of US $ 6 billion.* ITC
is rated among the World's Best Big Companies, Asia's 'Fab 50' and the
World's Most Reputable Companies by Forbes magazine, among India's
Most Respected Companies by BusinessWorld and among India's Most
Valuable Companies by Business Today. ITC ranks among India's `10 Most
Valuable (Company) Brands', in a study conducted by Brand Finance and
published by the Economic Times. ITC also ranks among Asia's 50 best
performing companies compiled by Business Week.

ITC has a diversified presence in Cigarettes, Hotels, Paperboards &

Specialty Papers, Packaging, Agri-Business, Packaged Foods &
Confectionery, Information Technology, Branded Apparel, Personal Care,
Stationery, Safety Matches and other FMCG(Fast Moving Consumer
Goods) products. While ITC is an outstanding market leader in its traditional
businesses of Cigarettes, Hotels, Paperboards, Packaging and Agri-Exports,
it is rapidly gaining market share even in its nascent businesses of Packaged
Foods & Confectionery, Branded Apparel, Personal Care and Stationery.

As one of India's most valuable and respected corporations, ITC is widely

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perceived to be dedicatedly nation-oriented. Chairman Y C Deveshwar calls
this source of inspiration "a commitment beyond the market". In his own
words: "ITC believes that its aspiration to create enduring value for the
nation provides the motive force to sustain growing shareholder value. ITC
practices this philosophy by not only driving each of its businesses towards
international competitiveness but by also consciously contributing to
enhancing the competitiveness of the larger value chain of which it is a
part."

ITC's diversified status originates from its corporate strategy aimed at

creating multiple drivers of growth anchored on its time-tested core
competencies: unmatched distribution reach, superior brand-building
capabilities, effective supply chain management and acknowledged service
skills in hoteliering. Over time, the strategic forays into new businesses are
expected to garner a significant share of these emerging high-growth
markets in India.

ITC's Agri-Business is one of India's largest exporters of agricultural

products. ITC is one of the country's biggest foreign exchange earners (US $
3.2 billion in the last decade). The Company's 'e-Choupal' initiative is
enabling Indian agriculture significantly enhance its competitiveness by
empowering Indian farmers through the power of the Internet. This
transformational strategy, which has already become the subject matter of a
case study at Harvard Business School, is expected to progressively create
for ITC a huge rural distribution infrastructure, significantly enhancing the
Company's marketing reach.

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ITC's wholly owned Information Technology subsidiary, ITC Infotech India
Ltd, provides IT services and solutions to leading global customers. ITC
Infotech has carved a niche for itself by addressing customer challenges
through innovative IT solutions.

ITC's production facilities and hotels have won numerous national and
international awards for quality, productivity, safety and environment
management systems. ITC was the first company in India to voluntarily seek
a corporate governance rating.

ITC employs over 26,000 people at more than 60 locations across India. The
Company continuously endeavors to enhance its wealth generating
capabilities in a globalising environment to consistently reward more than
3,53,000 shareholders, fulfill the aspirations of its stakeholders and meet
societal expectations. This over-arching vision of the company is
expressively captured in its corporate positioning statement: "Enduring
Value. For the nation .For the Shareholder."
ITC was established on August 24, 1910 as the Imperial Tobacco
Company of India Limited in Kolkata. Initially, the company was involved
in the trading of imported cigarettes.
 In 1925, in a backward integration move, the company started a
packaging and printing business.
 The name of the company was changed to India Tobacco Company
Limited (I.T.C. Ltd.) in 1974.
 In 1975, I.T.C. Ltd., through ITC-Welcome group, tied up with

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 the US-based Sheraton Corporation to enter the hospitality
industry. It acquired its first hotel in Madras (later renamed Chennai)
in Tamil Nadu and called it the Welcome group Chola Sheraton.
 I.T.C. Ltd established ITC Bhadrachalam Paperboards Ltd. (IBPL) in
1975. The company started production at its integrated pulp and
paper/board manufacturing facility at Bhadrachalam, Andhra
Pradesh, in 1979.
 In 1990, I.T.C. Ltd. set up an International Business Division
(IBD) for export of agricommodities.
 I.T.C. started a greeting cards business under the brand name
Expressions in the year 2000. ITC was established on August 24,
1910 as the Imperial Tobacco Company of India Limited in Kolkata.
Initially, the company was involved in the trading of imported
cigarettes.
 In 1925, in a backward integration move, the company started a
packaging and printing business.
 The name of the company was changed to India Tobacco Company
Limited (I.T.C. Ltd.) in 1974.
 In 1975, I.T.C. Ltd., through ITC-Welcome group, tied up with
the US-based Sheraton Corporation to enter the hospitality
industry. It acquired its first hotel in Madras (later renamed Chennai)
in Tamil Nadu and called it the Welcome group Chola Sheraton.
 I.T.C. Ltd established ITC Bhadrachalam Paperboards Ltd. (IBPL) in
1975. The company started production at its integrated pulp and
paper/board manufacturing facility at Bhadrachalam, Andhra
Pradesh, in 1979.

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  In 1990, I.T.C. Ltd. set up an International Business Division
(IBD) for export of agricommodities.
 I.T.C. started a greeting cards business under the brand name
Expressions in the year 2000.

ITC's Vision
• Sustain ITC's position as one of India's most valuable corporations through
world-class performance.
• Create growing value for the Indian economy and the Company's
stakeholders.

ITC's Mission
• To enhance the wealth generating capability of the enterprise in a
globalizing environment
• Deliver superior and sustainable stakeholder value.

ITC's Core Values

The company’s Core Values are aimed at developing a performance-oriented
organization that is highly customer focused and also creates value for those
holding stake in it. It fully understands that it has a commitment to its
stakeholders to act as a guardian of the company from stakeholder’s point of
view and deliver results in a manner that actualizes stakeholder’s interest on
a long-term basis.
It also delivers on the commitment to its customers by consistently
addressing their needs on product quality, value and overall satisfaction. It
respects the values of people and also encourages individuals to pursue

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their dreams, values their differences and helps them to experiment in
the pursuit of various opportunities.
ITC firmly believes in the concept of Excellence with their mantra being,
“we do what is right, do it well and win. It is constantly in the pursuit of
better and newer products, processes, services and management practices.
Apart from the interest of shareholders they also address their commitment
to the nation to generate economic value, at the same time ensuring that in
achieving these goals no compromises are made whatsoever in complying .

ITC’s Philosophy
 
ITC believes in practicing ethical behavior among the corporate citizen. The
company follows an HR policy that is regulated by Teamwork, Trust,
Collaboration, Mutuality, Meritocracy, Objectivity, Collaboration, Self-
respect and Human-dignity. It is also deeply committed to make the
company a gender friendly place for each individual while also ensuring
enhancement of equal opportunities for men and women, preventing sexual
harassment of any form and the adherence to good employment practices. It
is ensured that the interest of the company is foremost and in this context
acceptance of any kind of gifts or payments from suppliers or customers is
viewed as a serious breach of company discipline. And such acts are also
considered as damaging to the reputation of the company. High standards
of house keeping and hygiene are followed to ensure excellent
physical working conditions. It is understood that all the directors, senior
management and employees shall conduct themselves in an honest manner
and avoid any conflict of interest.

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The top officials and employees of ITC believe that ITC provides them
freedom at work and resources to experiment. Employees take pride in
working for ITC for its work culture, environment, and the way people are
treated. They are consulted before a new project\system is introduced
and their concerns and suggestions addressed. ITC also gives a lot of input
to develop their skill and career.

LIST OF PRODUCTS AND BRANDS

ITC has a diversified presence in

* Cigarettes: W. D. & H. O. Wills, Gold Flake, Navy Cut, Insignia, India

Kings, Classic (Verve, Regular, Mild & Ultra Mild), Silk Cut, Scissors,
Capstan, Berkeley, Bristol and Flake. ITC is the market leader in cigarettes.

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* Hotels: ITC Welcomgroup Hotels, Palaces and Resorts is India's second
largest hotel chain with over 80 hotels. Based out of Hotels Division
Headquarters at the ITC Green Centre in Gurgaon, ITC Welcomgroup is
also the exclusive franchisee of The Luxury Collection brand.

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In FMCG, ITC has a strong presence in:

* Foods business (Kitchens of India; Ashirvaad; Minto; Sunfeast;

Candyman; Bingo brands in Ready to Eat, Staples, Biscuits,
Confectionery and Snack Foods);

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* Apparel business (Wills Lifestyle and John Players brands);

* Personal Care Products business (Fiama di Wills; Vivel; Essenza di

Wills; Superia brands of products in perfumes, haircare and
skincare)

* Stationery (Classmate and Paperkraft brands)

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* Safety Matches and Agarbattis [Ship (through ownership of WIMCO);
iKno; Mangaldeep; Aim brands]

Other businesses include:

* Paperboard, Specialty Paper, Graphic and other Paper;

* Packaging and Printing for diverse international and Indian clientele.
* Infotech (through its near-wholly owned subsidiary ITC Infotech India
Limited which is a SEI CMM Level 5 company

CIGARETTES

 
ITC Launches Armenteros Handrolled
Cigars »
 
ITC is the market leader in cigarettes in India. With its

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wide range of invaluable brands, it has a leadership position
in every segment of the market. It's highly popular
portfolio of brands includes Insignia, India Kings,
Classic, Gold Flake, Silk Cut, Navy Cut, Scissors,
Capstan, Berkeley,
Bristol and Flake.
The Company has been
able to build on its
leadership position because
of its single minded focus
on value creation for the
consumer through significant investments in product
design, innovation, manufacturing technology, quality,
marketing and distribution.
All initiatives are therefore worked upon with the intent to
fortify market standing in the long term. This in turns aids
in designing products which are contemporary and relevant
to the changing attitudes and evolving socio economic
profile of the country. This strategic focus on the consumer
has paid ITC handsome dividends.
ITC's pursuit of international competitiveness is reflected in
its initiatives in the overseas markets. In the extremely
competitive US market, ITC offers high-quality, value-
priced cigarettes and Roll-your-own solutions. In West
Asia, ITC has become a key player in the GCC markets
through growing volumes of its brands.

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ITC's cigarettes are produced in its state-of-the-art factories
at Bengaluru, Munger, Saharanpur and Kolkata. These
factories are known for their high levels of quality,
contemporary technology and work environment.
    

  AWARDS

ITC's Cigarettes business has been winning numerous awards for its
quality, environmental management systems and product excellence:

'Best Manufacturer of Cigarettes' for the year 2008 & 2007 and
Best Exporter of Cigarettes for 2008 by the Tobacco Board based
on previous three years' performance.

Occupational Health and Safety Award 2007 for Excellence in

Safety Management to the Bengaluru, Saharanpur and Kolkata
factories from the Royal Society for Prevention of Accidents
(ROSPA), U.K.

5 Star Health and Safety Rating in 2007 from the British Safety
Council to the Bengaluru, Munger, Kolkata and Saharanpur factories
and the "Sword of Honour" for Bengaluru & Saharanpur factories in
2006.

Greentech Gold Award for excellence in Safety Management

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the year 2007 to the Bengaluru, Kolkata and Saharanpur cigarette
factories for the high level of performance that the units have achieved
in Environment Health and Safety (EHS). Saharanpur along with
Kolkata and Munger factories were honoured with the Gold award and
the Bengaluru Factory with the Platinum Award in 2006.

Greentech Gold Award for Excellence in Environment

Management 2007 to the Bengaluru, Kolkata and Munger factories.

Safety Innovation Award for 2007 and 2006 for Innovative Safety
Management System to the Bengaluru Factory from the Institution of
Engineers and also the Unnatha Suraksha Puraskara Award 2006
from NSC Karnataka Chapter.

Golden Peacock Award for Occupational Health and Safety

the Institute of Directors, New Delhi; Award for Outstanding
Performance in Environment Health and Safety from the CII and
the Suraksha Puraskar Award from the National Safety Council,
Mumbai to the Kolkata factory in 2007 and the
Security Today Award " in the category of Best Maintained Fire
Safety System in 2005.

Occupational Health and Safety Gold Award from the ROSPA,

UK; the Winners Trophy – Safety Health and Environment
Award from the CII Eastern region; National Award for Excellence
in Water Management and Innovative Project Award Initiatives

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 for Energy Conservation from the CII to the Munger factory
2007 and also the Excellence in Water Management Award
CII-GBC for 2006.

All the four factories are certified by Det Norske Veritas (DNV) for ISO
14001, for their Environment Management Systems, OHSAS 18001 for their
Occupational Health and Safety Management Systems (OHSMS) and the
ISO 9000-2000 for Quality Management Systems. The Kolkata factory
the first cigarette factory in India to be awarded the SA 8000 Certificate
Social Accountability by Det Norske Veritas (DNV) in June 2004.
ITC's R&D Centre at Peenya, Bengaluru has the distinction of being the
independent R&D centre in India to get ISO 9001 accreditation and
certified with ISO 14001 for Environment Management Systems
The R&D Centre is also certified for the standard ISO/IEC17025:2005
National Accreditation Board for Testing and Calibration Laboratories
(NABL).

FOODS

ITC made its entry into the branded & packaged Foods business in August
2001 with the launch of the Kitchens of India brand. A more broad-based
entry has been made since June 2002 with brand launches in the
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Confectionery, Staples and Snack Foods segments.
The packaged foods business is an ideal avenue to leverage ITC's proven
strengths in the areas of hospitality and branded cuisine, contemporary
packaging and sourcing of agricultural commodities. ITC's world famous
restaurants like the Bukhara and the Dum Pukht, nurtured by the
Company's Hotels business, demonstrate that ITC has a deep understanding
of the Indian palate and the expertise required to translate this knowledge
into delightful dining experiences for the consumer. ITC has stood for
quality products for over 98 years to the Indian consumer and several of its
brands are today internationally benchmarked for quality.
The Foods business carries forward this proud tradition to deliver quality
food products to the consumer. All products of ITC's Foods business
available in the market today have been crafted based on consumer insights
developed through extensive market research. Apart from the current
portfolio of products, several new and innovative products are under
development in ITC's state-of-the-art Product Development facility located
at Bengaluru.
Leadership in the Foods business requires a keen understanding of the
supply chain for agricultural produce. ITC has over the last 99 years
established a very close business relationship with the farming community in
India and is currently in the process of enhancing the Indian farmer's ability
to link to global markets, through the e-Choupal initiative, and produce the
quality demanded by its customers. This long-standing relationship is being
leveraged in sourcing best quality agricultural produce for ITC's Foods
business.
The Foods business is today represented in 4 categories in the market. These

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are:
 Ready To Eat Foods
 Staples
 Confectionery
 Snack Foods
In order to assure consumers of the highest standards of food safety and
hygiene, ITC is engaged in assisting outsourced manufacturers in
implementing world-class hygiene standards through HACCP certification.
The unwavering commitment to internationally benchmarked quality
standards enabled ITC to rapidly gain market standing in all its 6 brands:
 Kitchens of India
 Aashirvaad
 Sunfeast
 mint-o
 Candyman
 Bingo!

LIFESTYLE RETAILING

Lifestyle Retailing Business Division has established a nationwide retailing

presence through its Wills Lifestyle chain of exclusive specialty stores.
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Wills Lifestyle, the fashion destination, offers a tempting choice of Wills
Classic work wear, Wills Sport relaxed wear, Wills Clublife evening wear,
fashion accessories and Essenza Di Wills – an exclusive range of fine
fragrances and bath & body care products and Fiama Di Wills - a range of
premium shampoos and shower gels. Wills Lifestyle has also introduced
Wills Signature designer wear, designed by the leading designers of the
country.

With a distinctive presence across segments at the premium end, ITC has
also established John Players as a brand that offers a complete fashion
wardrobe to the male youth of today. With its brands, ITC is committed to
build a dominant presence in the apparel market through a robust portfolio
of offerings.

Wills Lifestyle has been established as a chain

of exclusive specialty stores providing the Indian
consumer a truly 'International Shopping
Experience' through world-class ambience,
customer facilitation and clearly differentiated
product presentation. Our stores have established
themselves as preferred shopping destinations in
the prime shopping districts across the country.
At Wills Lifestyle, customers can browse at leisure, and shop in a relaxed
and pleasing atmosphere. The use of space is refreshing, which is reflected
even in the spacious changing rooms. Every store offers an international
retailing ambience with the extensive use of glass, steel and granite,

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reflecting the most contemporary trends in store design, thereby creating a
splendid backdrop for the premium offerings.
Wills Lifestyle was named Superbrand 2009 by the Superbrands
Council of India recently. Wills Lifestyle has been twice declared 'The
Most Admired Exclusive Brand Retail Chain of the Year' at the Images
Fashion Awards in 2001 & 2003. as well as 'Most Admired Fashion
Brand of the year - Fashion Forward' in 2009.

Wills Lifestyle is the title partner of the country’s most

premier fashion event - Wills Lifestyle India Fashion
Week. Taking the celebration of the event to its stores,
Wills Lifestyle has partnered with several leading
designers including Rohit Bal, Ranna Gill, Rohit Gandhi
Rahul Khanna, Satya Paul, Rajesh Pratap Singh, J J
Valaya & Suneet Varma whose new edition of Designer
wear is now available at Wills Lifestyle stores.
Wills Sport, fashionable relaxed wear for men and
women has, over thirteen seasons, become the
vibrant face of contemporary fashion. At the
Images Fashion Awards 2001, Wills Sport was
declared ‘The Most Admired Brand Launch of
the Year'. Following this, Wills Sport was
declared 'The Most Admired Women's wear
Brand of the Year', at Images Fashion Awards
2002. Wills Sport presents a collection designed
as the perfect medley of interesting patterns and
premium fabrics. Fine knitted sweaters and trendy
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mock necks create magic in balmy winter
afternoons. The collection also features rich hues
of corduroys and premium Italian jackets.
Wills Classic work wear was launched in November 2002, providing the
premium consumer a distinct product offering and a unique brand
positioning. Featuring luxurious fabrics crafted to perfection with the most
contemporary styling, Wills Classic work wear is positioned as the brand
for new age leaders, who are changing the rules of business and
encouraging a dynamic culture of enterprise, innovation and teamwork.
Showcasing the epitome of new age luxury, the collection features the
finest shirts crafted in Italy. These are complemented by exquisite trousers
and jackets made by European master craftsmen.

Having established a distinctive presence in the

premium apparel segment in a short span of time
with Wills Sport premium relaxed wear and
Wills Classic new age work wear, Wills
Lifestyle launched Wills Clublife in May 2003 in
the growing evening wear segment, thereby
strengthening its portfolio in the premium
segment. The brand is uniquely positioned to
complement the glittering evening life of
premium consumers perfectly. The collection is
inspired by the allure and intrigue of the dark.
The use of sensuous fabrics and seductive
patterns add to the magical enchantment.

Wills Lifestyle complements the range of premium apparel with a tempting

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choice of fashion accessories. This season a wider choice of accessories will
be offered across ties, cuff links, socks, caps, hand bags, wallets, belts,
eyewear and shoes.

Wills Lifestyle presents ''Occasions'' a beautiful,

ready to present gift pack with an exquisitely
designed Gift Certificate that can be redeemed
against a range of apparel, accessories and personal
care products.

ITC forayed into the youth fashion segment with the

launch of John Players in December 2002 and John
Players is committed to be the No. 1 fashion brand for
the youth. This foray leverages ITC’s proven
competencies in understanding consumer insights,
brand building and design capabilities.

Youth icon & bollywood actor, Ranbir Kapoor is the brand ambassador of
John Players. The 'New face of cool' personifies the youthfulness, vibrancy
and panache that brand stands for.

John Players offers a complete and vibrant wardrobe

of Casual wear, Party wear, Work wear, Denims, Outer
wear and Suits & Jackets, incorporating the most
contemporary trends, an exciting mix of colors, playful

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styling, trendy textures and comfortable fits.

The brand is available across the country through a nation-wide network of

over 225 exclusive stores and 1200 multi-brand outlets.

At the Images Fashion Awards 2005, John Players was declared

'The Most Admired Shirt Brand of the Year'.

At the Images Fashion Awards 2007, John Players was awarded the 'The
Most Admired Fashion Campaign of the Year' award.
 
With Celebration Gift Certificates, John Players
presents a new way of festive gifting. 

 
Having built a powerful brand portfolio that is making waves across the
country, ITC's Lifestyle Retailing is poised to grow and build a dominant
presence in the country's fashion industry.

HOTELS

ITC Welcomgroup, India’s premier chain of luxury hotels was launched on

October 18, 1975, with the opening of its first hotel - Chola Sheraton in
Chennai. Since then the ITC-Welcomgroup brand has become synonymous
with Indian hospitality. With over 100 hotels in more than 80 destinations,
ITC-Welcomgroup has set new standards of excellence in the hotel
industry in Accommodation, Cuisine, Environment and Guest Safety.

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A leader in the premium hospitality segment, ITC-Welcomgroup Hotels
have had the privilege of hosting world leaders, Heads of State and
discerning guests from across the world and within.
As one of India’s most dynamic hospitality chains, ITC-
Welcomgroup has set standards for excellence in the
hotel industry by pioneering the concept of branded
accommodation. The chain has developed three brands of
accommodation ITC One', 'Towers' and the 'Executive Club' to
differentiate between the needs of various travelers and provide high levels
of service.
First to introduce branded cuisine, its restaurants
Bukhara, Dakshin and DumPukht are renowned for
their delicious and authentic Indian cuisines from the
different regions of India. ITC-Welcomgroup also
showcases international cuisine in its specialty restaurants West View and
Pan Asian.
ITC-Welcomgroup has strategically customized its hotels and appropriately
categorized them to fulfill the service and budgetary needs of travellers.
With its exclusive strategic tie up with Starwood for its top of the line
premium brand the 'Luxury Collection', the group is strengthening its
international marketing stance. ITC-Welcomgroup was also instrumental in
bringing the 'Sheraton' brand to India, with which it enjoyed a three-decade
exclusive partnership.
ITC-Welcomgroup's properties are classified under four distinct brands:
 

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ITC Hotels - Luxury Collection
In 2007, ITC-Welcomgroup entered a new
phase in its collaboration with Starwood
Hotels & Resorts. ITC-Welcomgroup now has
an exclusive tie-up with Starwood in bringing
its premium brand, the 'Luxury Collection',
to India. These are super deluxe and premium
hotels located at strategic business and leisure
locations. The seven hotels which are part of this collection are: ITC Maurya
in Delhi, ITC Maratha in Mumbai, ITC Sonar in Kolkata, ITC Grand Central
in Mumbai, ITC Windsor & ITC Royal Gardenia in Bengaluru, ITC
Kakatiya in Hyderabad and ITC Mughal in Agra.
 
WelcomHotels offer five-star hospitality for the
discerning business and leisure traveller.
Currently there are three hotels under this brand
namely, WelcomHotel Rama International
Aurangabad, WelcomHotel Vadodara and
WelcomHotel Grand Bay Vishakhapatnam.
Four other ITC-Welcomgroup Sheraton Hotels – Sheraton Rajputana
Hotel Jaipur, Sheraton Chola Hotel Chennai and Sheraton New Delhi
offer warm, comforting services to the global traveller and a chance to
connect.
 
Fortune Hotels offer full service properties
all over India, including smaller towns and

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cities, ideal for the budget traveller. Fortune Hotels have a strong presence
in Ahmedabad, Thiruvananthapuram, Calicut, Darjeeling, Jamshedpur, Vapi,
Hyderabad, Gurgaon, Indore, Ootacamund, Madurai, Jodhpur, Vijaywada,
Chennai, Visakhapatnam, Mahabalipuram, Kolkata, Bengaluru, Navi
Mumbai, Tirupati and Port Blair, while several more hotels are expected to
be commissioned soon in other key locations in India.
 
WelcomHeritage brings together a chain of
palaces, forts, havelis and resorts that offer a
unique experience. WelcomHeritage
endeavours to preserve ancient royal homes
and the historical Indian grandeur and
opulence for the future Indian generations.
WelcomHeritage provides a fine range of
hotel services inside these architectural legacies present in Rajasthan,
Madhya Pradesh, Uttarakhand, Himachal Pradesh, Jammu & Kashmir, West
Bengal, Karnataka, Tamil Nadu, Punjab, Haryana, Assam, Sikkim,
Meghalaya, Arunachal Pradesh, Uttar Pradesh, Maharastra, Kerala, Andhra
Pradesh and Pondicherry.

  PERSONAL CARE

In line with ITC's aspiration to be India's premier FMCG Company,

recognized for its world-class quality and enduring consumer trust, ITC
forayed into the Personal Care business in July 2005. In the short period
since its entry, ITC has already launched an array of brands, each of which
offers a unique and superior value proposition to discerning consumers.

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Anchored on extensive consumer research and product development, ITC's
personal care portfolio brings world-class products with clearly
differentiated benefits to quality-seeking consumers.

ITC's Personal Care portfolio under the

 'Essenza Di Wills'
 'Fiama Di Wills'

 'Vivel Di Wills'

 ‘Vivel UltraPro'
 'Vivel'

 'Superia'

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 These brands have received encouraging consumer response
and are being progressively extended nationally.

ITC's state-of-the-art manufacturing facility meets stringent requirements of

hygiene and benchmarked manufacturing practices. Contemporary
technology and the latest manufacturing processes have combined to
produce distinctly superior products which rank high on quality and
consumer appeal. Extensive insights gained by ITC through its numerous
consumer engagements have provided the platform for its R&D and Product
Development teams to develop superior, differentiated products that meet
the consumer's stated and innate needs.

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 OBJECTIVE OF PROJECT

All companies are having their own planning and business strategies but the
company who is having the best, is the most successful company among its
competitors. So the company can get success within its competitors by
applying best and effective marketing strategies

The main objective of project is –

1) To check the availability of ITC and its competitors products in modern

trade format.
2) To determine about the consumer preference towards soaps and
Shampoos.
3) To know about recent demand of different brands soaps and Shampoos in
grocery and convenience channel.
4) To study the position of the ITC soaps and shampoos in relation to
competitors product

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 SWOT Analysis of ITC LTD.

Strength Weakness

➢Distribution leadership  Late entrant in personal care

➢Very deep reach in rural segment
market
➢Trusted Brand
➢Extensive consumer research and
a very rich product pipeline for
the existing category

Opportunity Threat

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➢Various categories products and ➢High Competition from global
Services for rural markets. brands like
➢Agriculture business product for HUL,P&G,DABUR ,CAIVIN CARE
rural markets etc.
➢Large amount of Brand
promotion
➢Growth in disposable income
➢Hrithik Roshan to endorse the
shampoo
➢The total shampoo market is
around Rs2,200 crore

RESEARCH METHODOLOGY:

Sample design :

Sample unit: working people, school students, unemployed and housewives

i.e. males and females irrespective of their education level

Sample size: 20

Sample region: Bihta(Patna)

Sampling procedure: Random Sampling (fill up the questionnaire)

DATA COLLECTION METHOD

PRIMARY DATA:

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Primary data collected through self administrated questionnaire. The aim of
this Questionnaire to gather the information of various branded soaps and
shampoos reach among the consumers and what are the benefits of products
and accordingly the perceptions of consumers.

SECONDRY DATA:

Secondary data was collected through magazines, research papers and

Internet.

NAME OF THE STORE: SHIVAM GENRAL

CONTACT PERSON :RAHUL SINGH
PHONE NOMBER :9576371433

DATA CLECTION SHEET

PRODUCT STOCK IN STORE AVG MONTHLY AVG MONTHLY SALE
STOCK
PCS PCS PCS

SHAMPOO
Fiama Di Wills 20 30 40
Dove 30 40 50
Granier 20 25 35

Vivel 60 90 120
Clinic olclear 90 120 160
Paintin 60 90 120
H&S 120 140 180

Sunsilk 96 112 160

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Vatika 64 96 120
Superia 96 112 160
Chick 64 64 96

SOAPS
FDW Soap 12 24 48
Dove 36 48 60
Park evnu 12 18 24

Vivel Soap 144 288 192

Lux 288 432 360
Godrej No 1 30 48 60
Superia 288 360 372
Breeze 360 372 432
Nima sandal 288 360 372
dayna 144 288 192

NAME OF THE STORE: GUDDU KIRANA

CONTACT PERSON : GUDDU KUMAR
PHONE NOMBER :9905452996

DATA CLECTION SHEET

PRODUCT STOCK IN STORE AVG MONTHLY AVG MONTHLY SALE
STOCK
PCS PCS PCS

SHAMPOO
Fiama Di Wills 10 20 25
Dove 30 40 50
Granier 25 30 35

Vivel 60 90 100
Clinic olclear 90 120 160
Paintin 60 100 120
H&S 120 130 180

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Sunsilk 96 112 148
Vatika 64 112 120
Superia 96 124 160
Chick 64 48 96

SOAPS
FDW Soap 15 18 30
Dove 36 44 60
Park evnu 12 18 30

Vivel Soap 144 288 192

Lux 288 432 360
Godrej No 1 30 48 60
Superia 288 360 372
Breeze 360 372 432
Nima sandal 288 360 372
dayna 144 288 192

NAME OF THE STORE: SONU GENRAL STORE

CONTACT PERSON : SONU KUMAR
PHONE NOMBER : 9576371425

DATA CLECTION SHEET

PRODUCT STOCK IN STORE AVG MONTHLY AVG MONTHLY SALE
STOCK
PCS PCS PCS

SHAMPOO
Fiama Di Wills 20 30 40
Dove 30 40 50
Granier 20 25 35

Vivel 60 90 120
Clinic olclear 90 120 160
Paintin 60 90 120
H&S 120 140 180

Sunsilk 96 112 160

Vatika 64 96 120

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Superia 96 112 160
Chick 64 64 96

SOAPS
FDW Soap 12 24 48
Dove 36 48 60
Park evnu 12 18 24

Vivel Soap 144 288 192

Lux 288 432 360
Godrej No 1 30 48 60
Superia 288 360 372
Breeze 360 372 432
Nima sandal 288 360 372
dayna 144 288 192

NAME OF THE STORE: SHIVAM GENRAL

CONTACT PERSON :RAHUL SINGH
PHONE NOMBER :9576371433

PRODUCT STOCK IN STORE AVG MONTHLY AVG MONTHLY SALE

STOCK
PCS PCS PCS

SHAMPOO
Fiama Di Wills 10 20 25
Dove 30 40 50
Granier 25 30 35

Vivel 60 90 100

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Clinic olclear 90 120 160
Paintin 60 100 120
H&S 120 130 180

Sunsilk 96 112 148

Vatika 64 112 120
Superia 96 124 160
Chick 64 48 96

SOAPS
FDW Soap 15 18 30
Dove 36 44 60
Park evnu 12 18 30

Vivel Soap 144 288 192

Lux 288 432 360
Godrej No 1 30 48 60
Superia 288 360 372
Breeze 360 372 432
Nima sandal 288 360 372
dayna 144 288 192

NAME OF THE STORE: SHIVAM GENRAL

CONTACT PERSON :RAHUL SINGH
PHONE NOMBER :9576371433

PRODUCT STOCK IN STORE AVG MONTHLY AVG MONTHLY SALE

STOCK
PCS PCS PCS

SHAMPOO
Fiama Di Wills 10 20 25
Dove 30 40 50
Granier 25 30 35

Vivel 60 90 100

35
Clinic olclear 90 120 160
Paintin 60 100 120
H&S 120 130 180

Sunsilk 96 112 148

Vatika 64 112 120
Superia 96 124 160
Chick 64 48 96

SOAPS
FDW Soap 15 18 30
Dove 36 44 60
Park evnu 12 18 30

Vivel Soap 144 288 192

Lux 288 432 360
Godrej No 1 30 48 60
Superia 288 360 372
Breeze 360 372 432
Nima sandal 288 360 372
dayna 144 288 192

QUESTINNAIRE DESIGN:
As questionnaire is self administered one, the survey is kept simple and user
friendly. Words used in questionnaire is easily understandable to all
respondent and technical jargons avoided to make it most worthwhile
without any confusion to respondents.

1.Have you heard of a company called I.T.C.? if yes how?

A) Yes(15)
B) No(5)
➢Through
1) cigarette wrapper(10) 2)Arshibaad Atta (1) 3) Soap’s wrapper (4)

36
2. Are you aware Vivel/Superia soaps and shampoos?
a)Yes(10- Vivel and 5superia )
b) No (5)

3. What are all the soaps u can remember?

1).Lifebuoy
(20)
2). Lux
(18)
3).Dettol
(18)
4). Santoor
(5)
5).breez
(4)
6).godrej
(3)
7) .Cinthol
(7)
8). Hamam
(10)
9).Nirma
(12)
10)Vivel
(9)

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4. What soap do you use?
1). Lifebuoy
(5)
2). Lux
(7)
3). Dettol
(3)
4). Santoor
(1)
5). Breez
(0)
6). Godrej
(1)
7) . Cinthol
(0)
8). Hamam
(1)
9). Nirma
(0)
(10) Vivel (2)

5. since when you are using this soap?

1)1-6 months
2) 6months-1 year
3)1- 2 years
4) above 2 years

38
1). (5)
2). (9)
3) (6)
4) (0)

7. What soap did u use prior to this?

1).Lifebuoy
(11)
2). Lux
(8)
3).Dettol
(9)
4). Santoor
(3)
5).Breez
(3)
6).Godrej
(0)
7) .Sinthol
(0)
8). Hamam
(1)
9).Nirma
(0)

8. How many people in your family use this soap brand?

39
1)One member
(4)
2)two members
(10)
3) three members
(3)
4) four members
(12)
5)Above four members (19)

9. How many times in a day you use the soap?

1). One time (13)
2).Two times (17)
3). Three times (2)

10. What do you consider while buying the soap and shampoos?
a)Quality (9)
b) color and size (8)
c) Brand name (11)
d) Discounts/offers/free gifts (15)
e) Price(5)
f) Retailer’s recommendation (3)
h). BUZZ (0)

11. During which week of month do you buy the soap?

a).week 1(15)

40
b) week2(2)
c) week3 (0)
d) week4(10)

12. Where do you buy soap and shampoos?

a) Retail (18)
b) Haats (2)
c) Mandis (0)
d) Melas (0)
e) Nearby village/town( 6)
f).others (3)

13. Rank the quality preference while buying the soap?

a) Fairness (10)
b) Freshness(10)
c) Softness(4)
d) Beauty and young skin(5)
e) others specify(0)

14. How much money (in Rs.) you spend to buy the soap and shampoos?
a) Less than 5 (0)
b) 5> 10
(17)
c) More than 10 (14)

15. What do you like in soap and shampoos?

41
a)Smell(17)
b)fume(2)
c) color(11)
15. Have you seen ad of Vivel/Superia? if yes where/how?
a) TV (18)
b) NEWSPAPER (17)
c) Magazine (2)
d) POP display & advertisements (9)
e) Wall painting (2)
f) Hand out/newspaper inserts ( 0)
g) Radio (7)

DATA ANALYSIS:

After a good deal of consumer survey and marketing research, I have

collected worthwhile data to make it valuable information in conclusion. The
analysis of those data’s is given below:-

DATA ANALYSIS FOR THE PREFERENCE FOR THE SOAPS AND

SHAMPOOS AND THEIR BUYING INFLUENCING FACOTRS IN
GROCERY AND CONVENIENCE CHANNEL:
In survey of preference of my target consumers towards soap and shampoos,
I had found different preferences and different choices of consumers. On the
bases of their choices I had get following data:-

42
 OTHER
ITC
HUL

As per given in above chart, 80% of soap market share is captured by HUL.
50% consumers prefer HUL’s LUX and 30% lifebuoy.
While other companies contribute only 12% in which ITC’s all soaps and
shampoos brands(de wills, vivel and superia) contribut only 7%to 8% that is
very less compare to HUL.

CONCLUSION

In this analysis I found that a vast majority of consumers prefer LUX and
LIFEBUOY most trusted brands. Where as in the case of shampoos Sunsilk
and Head & Shoulders are the most popular brands in the market, but all
these brands are costlier and entrance of ITC’s soaps and shampoos with
vast of soaps varieties i.e. Superia for mass and de wills for high income
group population with competitive prices attracting consumers to use ITC’s
soaps.

43
• Advertisement(TV ad) most influences buying behavior of rural consumers
•Local influential persons are the best source for awareness of FMCG
product
•“BUZZ” are used to choose a brand
•Low price with good quality products have makeable sales result
•Company should do “UMBRELLA BRANDIND” to set brand name in
consumer’s mind like HUL,DABUR,NIRMA etc.

RECOMMENDATIONS

1) Company should held awareness campaign about ITC.

2) There should be oil ingredient in soap to replace external oil usage .
3) The company should launch Anti Dandruff Shampoos like some of the
popular brands to be in the competitive market.

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DATABASE OF RESPONDENT COLLECTED THROUGH SURVEY

ANNEXURE
S.NO NAME GENDER(M/F) AGE(YEARS OCCUPATION
)
1 SUNIL M 30 SALESMAN
2 VIVEK M 23 ENGINEER
3 RAUNA M 23 ENGINEER
K

45
4 MADHU F 35 TEACHER
5 SWETA F 32 HOUSEWIFE
6 SANJAY M 38 OIL MILL
OWNER
7 SHIPRA F 34 DOCTOR
8 VIPUL M 17 STUDENT
9 HAMRAJ M 17 STUDENT
10 ARVIND M 26 SHOPKEEPER
11 SHYAM M 25 ACCOUNTANT
12 SONU M 28 DECORATOR
13 PALLAVI F 23 STUDENT
14 ANITA F 23 TAILOR
15 REEMA F 27 BANK
MANAGER
16 SHIV M 26 FARMER
17 SACHIN M 25 JWELLARY
SHOP
18 RAJU M 24 VEGETABLE S
SELLER
19 SOHAN M 25 CAR DRIVER
20 RUPESH M 29 CAR DRIVER

REFERENCES

 www.itcportal.com
 www.google.com

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