St.

JOSEPH INSTITUTE OF MANAGEMENT

A Jesuit Business School

St. Joseph’s College, Tiruchirappalli, Tamil Nadu, India

Periodical Report No: 1 Date:20/04/2024

Dept No: 23PBA120

Name of the Student: Jonal A

Submitted to: Prof. P Mariappan MSc, MBA, MPhil [Mgt], PGDOR,

PhD [Management], PhD [Mathematics]

SIP Company/Area: Hindustan Unilever Limited, Trichy

Summary of previous Fortnight report: Nil

Work Carried Out During The Fortnight Under Report.
Online Course Undertaken:
• Excel For Beginners
• Introduction to ESG

Articles Read:
• India needs to keep a close eye on Russia-China-Iran triangle
• How to add mojo to India’s goods exports?
• What Is Marketing In 2023 And above?
• The future of supply chain

Schedules:
9.45 AM Reporting Time at marketing executive’s
allotted location
9.45 to 1.30 Visiting Shops for taking orders and
collecting bill amount and cheques.
1.30 to 2.30 Lunch Break
2.30 to 4.30 Settling the issues and collected amount in
distribution Office.

These are the places I visited with marketing executive for the above schedule.

DATE LOCATION Area Of Work

01.04.2024 Valayur Road Food and Beverages &
Health Drinks
02.04.2024 Crawford Colony Food and Beverages &
Health Drinks
03.04.2024 Dheeran Nagar Food and Beverages &
Health Drinks
04.04.2024 Srinivasa Nagar Food and Beverages &
Health Drinks
05.04.2024 Trichy Junction Food and Beverages &
Health Drinks
06.04.2024 Valayur Road Food and Beverages &
Health Drinks
08.04.2024 Valayur Road Food and Beverages &
Health Drinks
 09.04.2024 Crawford Colony Food and Beverages &
Health Drinks
11.04.2024 Dheeran Nagar Food and Beverages &
Health Drinks
12.04.2024 Srinivasa Nagar Food and Beverages &
Health Drinks
13.04.2024 Trichy Junction Food and Beverages &
Health Drinks
15.04.2024 Valayur Road Food and Beverages &
Health Drinks
16.04.2024 Elil Nagar, Agbar Salai Health Drinks & Nuts

17.04.2024 Kattur Health Drinks & Nuts

18.04.2024 Ariyamangalam Health Drinks & Nuts

22.04.2024 Agbar Salai, Elil Nagar Health Drinks & Nuts

23.04.2024 Kattur Health Drinks & Nuts

24.04.2024 Mela kalkandar Kottai Health Drinks & Nuts

25.04.2024 Thuvakudi Health Drinks & Nuts

26.04.2024 Sangaliyandapuram Health Drinks & Nuts

27.04.2024 Crawford Colony Visit Of Placement Officer

29.04.2024 Agbar Salai, Elil Nagar Health Drinks & Nuts

30.04.2024 Kattur Health Drinks & Nuts

02.05.2024 Olaiyur Visited RS point

Tasks:
• Hindustan Unilever Limited has introduced a new method of setting targets for
each shop with the past three years data of their purchasing patterns.
• They introduced new sales metric like,

ETE-Easy to Earn

ETS- Easy to Sell

TLSD-Total Line Sold, etc.

INCENTIVE PARAMETERS:
*GPS BP (Target - 70%) - ₹110 petrol allowance *26 working day =Rs.2860
*Value - (98% - ₹960) (100% - ₹1240) (103% - ₹1550)
*TOTAL ASSORTMENT – the total variety of products offers to the outlet’s (ETE +ETS = TA)
TLSD (WOA) with of achievement, (Total line sold per day) 40% achievement receives
₹60. More than 40% - ₹5 per outlet.

• I had been asked to accompany with a salesperson for taking orders from retail
shops and ensure the shop keeper to place orders in all product line of my
product division, that I am looking at.
• HUL is providing two weeks credit to shop keepers, it’s our responsibility to
collect those credit amount on time.
• Our responsibility also includes looking at delivery team to deliver the products
with the formula of n+1th day.

Challenges:
• As it is one of the hottest months of the year, beating the heat is my first challenge.
• We used to have daily targets, some days due to some external factors, some
potential shops will close for a day, which makes our duty more difficult.
• Some fast-moving product line will become out of stock due to supply chain issues,
which allowing our customers to buy those products from third parties, which again
makes difficult for ME to achieve their monthly targets for the particular shop.
• Due to less pay, salesmen turnover is high, which affects the overall cycle of
distribution.

Reflections:
This internship at Hindustan Unilever Limited (HUL) provided valuable hands-on experience
in the FMCG sales department. Through accompanying sales representatives on shop visits, I
gained a deeper understanding of:

• Customer needs: The importance of researching shops beforehand and

understanding shopkeeper needs to effectively recommend products.

• Selling strategies: Techniques for maximizing sales through product benefit

highlights, promotions, and visual merchandising strategies.

• Credit collection: The importance of clear communication, flexible payment options,

and maintaining positive relationships for efficient credit collection.
Problems Encountered If any:
Initially I have faced certain problems include managing Product lines, managing cash, and
Locating outlets site. Overcoming these challenges involved seeking help from peers and
browsing for solutions.

Proposed Steps During my next fortnight, if any:

Currently, during my visit to the shops I am collecting the feedback of HUL services from the
shop keeper to identify the common issues that they are facing.

In upcoming week, I am planning to do a project on the issues found and Currently with that
feedback I am preparing the questionnaire.

Signature Of the Student Date: 20.04.2024