project report on Deterjent by arvind yadav

8/14/2019 project report on Deterjent by arvind yadav

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A project on detergent & satisfaction Survey of Nirma

A Project Report on

Deterjent & Satisfaction Survey ofNirma Ltd.

project report submitted in the fulfillment ofrequirements for the Master of business

Administration (2008-10)

Submitted To:

MISS RUCHI TIWARI

Submitted By:

ANKITA GHOSH

MBA(2008-10)

Mathura Devi Institute of Technology & Management,

indoreMathura Devi inst. Of Tech. and

Mgmt. , indore Page 1


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CERTIFICATE

This is to certify that ANKITA GHOSH student of second

semester, Master of Business administration (MBA) in the

year 2008 - 2010 has completed the project reportwork entitled NIRMA based on syllabus and has

submitted a satisfactory account of his work in this

report.

Lecturer

MISS. RUCHI TIWARI

MDITM , INDORE

ACKNOWLEDGEMENT

The research on A Project Report on Deterjent & SatisfactionSurvey of Nirma Ltd. has been given to me as part of the

Mathura Devi inst. Of Tech. andMgmt. , indore Page 2


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curriculum in the completion of 2-Years Master of businessAdministration.

I have tried my best to present this information as clearly as

possible using basic terms that I hope will be comprehended bythe widest spectrum of researchers, analysts and students for

further studies.

I have completed this project under the able guidance and

supervision ofMiss Ruchi Tiwari and my project guide. I will be

failed in my duty if I do not acknowledge the esteemed scholarly

guidance, assistance and knowledge I have received from them

towards fruitful and timely completion of this work.

Mere acknowledgement may not redeem the debt I owe to my parents for their direct/indirect support during the entirecourse of this project.

We also thanks NIRMA DISTIBUTER &

DELERS, INDORE who believed in us and by providing ALL valuable

information and data that helped us in understanding the problem areas of

their organization and hence developing the application as per their

requirements.

I also thankful to my friend Arvind Yadav who helped me a lot in

the completion of this project.

FROM-

ANKITA GHOSH

PREFACE

If we can compare marketing to a long train with a multiple

compartment then every bogies represent different aspect ofMathura Devi inst. Of Tech. and



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marketing. Marketing strategy formulation depends upon the

every aspect of related terms and marketing research plays vital

roles to connect each compartment to form a cohesive functional

unit.The Dtergent industry is at the center of Indias new global

dynamic. It plays major roles in retaining industry growth over

16.0 % per annum.

The motivation behind the project was to gain clear understanding

about marketing research. Through this project I have tried to

understand the complexities involved in gathering of data fordrawing inferences .The final objective is to produce a result that

is accurate, useful, and free from bias and helps in the successful

completion of my Master of business Administrationcourse. The

project has been presented in a simple format

INDEX

1. Executive Summary

2. Introduction to the detergent Industry



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3. History of Nirma

4. Objective & hypothisis

5. Research Methodology

6. Questionnaire Analysis

7. Conclusion & Suggestions

8.Bibliography

9.Questionnaire

DETERGENT-

A detergent (as a noun) is a material intended to assist cleaning. The term

is sometimes used to differentiate between soap and othersurfactants used

for cleaning. As an adjective pertaining to a substance, it (or "detersive")

means "cleaning" or "having cleaning properties"; "detergency" indicatespresence or degree of cleaning property.

Components

http://en.wikipedia.org/wiki/Cleaninghttp://en.wikipedia.org/wiki/Soaphttp://en.wikipedia.org/wiki/Cleaninghttp://en.wikipedia.org/wiki/Cleaninghttp://en.wikipedia.org/wiki/Soaphttp://en.wikipedia.org/wiki/Soaphttp://en.wikipedia.org/wiki/Soaphttp://en.wikipedia.org/wiki/Cleaning


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Detergents, especially those made for use with water, often include

different components such as:

Surfactants to 'cut' (Emulsify) grease and to wet surfaces

Abrasive to scour Substances to modifypHor to affect performance or stability of other

ingredients, acids fordescaling orcaustics to break down organic

compounds

Water softeners to counteract the effect of "hardness" ions on other

ingredients

oxidants (oxidizers) forbleaching, disinfection, and breaking down

organic compounds

Non-surfactant materials that keep dirt in suspension

Enzymes to digest proteins, fats, orcarbohydrates in stains or to modify

fabric feel

Ingredients that modify the foamingproperties of the cleaning

surfactants, to eitherstabilize orcounteract foam

Ingredients to increase or decrease the viscosity of the solution, or to

keep other ingredients in solution, in a detergent supplied as a water

solution or gel Ingredients that affect aesthetic properties of the item to be cleaned, or

of the detergent itself before or during use, such as optical brighteners,

fabric softeners, colors, perfumes, etc.

Ingredients such as corrosion inhibitors to counteract damage to

equipment with which the detergent is used

Ingredients to reduce harm or produce benefits to skin, when the

detergent is used by bare hand on inanimate objects or used to clean

skin

Preservatives to prevent spoilage of other ingredients

Sometimes materials more complicated than mere mixtures of compounds

are said to be detergent. For instance, certain foods such as celery are said

to be detergent or detersive to teeth.

http://en.wikipedia.org/wiki/Surfactanthttp://en.wikipedia.org/wiki/Emulsifyhttp://en.wikipedia.org/wiki/Fathttp://en.wikipedia.org/wiki/Abrasivehttp://en.wikipedia.org/wiki/PHhttp://en.wikipedia.org/wiki/Acidshttp://en.wikipedia.org/wiki/Descalinghttp://en.wikipedia.org/wiki/Corrosivehttp://en.wikipedia.org/wiki/Water_softenerhttp://en.wikipedia.org/wiki/Oxidizing_agenthttp://en.wikipedia.org/wiki/Bleachhttp://en.wikipedia.org/wiki/Suspension_(chemistry)http://en.wikipedia.org/wiki/Enzymeshttp://en.wikipedia.org/wiki/Proteinhttp://en.wikipedia.org/wiki/Fathttp://en.wikipedia.org/wiki/Carbohydratehttp://en.wikipedia.org/wiki/Foamhttp://en.wikipedia.org/w/index.php?title=Foam_stabilizers&action=edit&redlink=1http://en.wikipedia.org/wiki/Anti-foaming_agenthttp://en.wikipedia.org/wiki/Optical_brightenerhttp://en.wikipedia.org/wiki/Perfumehttp://en.wikipedia.org/wiki/Surfactanthttp://en.wikipedia.org/wiki/Surfactanthttp://en.wikipedia.org/wiki/Surfactanthttp://en.wikipedia.org/wiki/Emulsifyhttp://en.wikipedia.org/wiki/Emulsifyhttp://en.wikipedia.org/wiki/Emulsifyhttp://en.wikipedia.org/wiki/Fathttp://en.wikipedia.org/wiki/Fathttp://en.wikipedia.org/wiki/Fathttp://en.wikipedia.org/wiki/Abrasivehttp://en.wikipedia.org/wiki/Abrasivehttp://en.wikipedia.org/wiki/Abrasivehttp://en.wikipedia.org/wiki/PHhttp://en.wikipedia.org/wiki/PHhttp://en.wikipedia.org/wiki/PHhttp://en.wikipedia.org/wiki/Acidshttp://en.wikipedia.org/wiki/Acidshttp://en.wikipedia.org/wiki/Acidshttp://en.wikipedia.org/wiki/Descalinghttp://en.wikipedia.org/wiki/Descalinghttp://en.wikipedia.org/wiki/Descalinghttp://en.wikipedia.org/wiki/Corrosivehttp://en.wikipedia.org/wiki/Corrosivehttp://en.wikipedia.org/wiki/Corrosivehttp://en.wikipedia.org/wiki/Water_softenerhttp://en.wikipedia.org/wiki/Water_softenerhttp://en.wikipedia.org/wiki/Water_softenerhttp://en.wikipedia.org/wiki/Oxidizing_agenthttp://en.wikipedia.org/wiki/Oxidizing_agenthttp://en.wikipedia.org/wiki/Oxidizing_agenthttp://en.wikipedia.org/wiki/Bleachhttp://en.wikipedia.org/wiki/Bleachhttp://en.wikipedia.org/wiki/Bleachhttp://en.wikipedia.org/wiki/Suspension_(chemistry)http://en.wikipedia.org/wiki/Suspension_(chemistry)http://en.wikipedia.org/wiki/Suspension_(chemistry)http://en.wikipedia.org/wiki/Enzymeshttp://en.wikipedia.org/wiki/Enzymeshttp://en.wikipedia.org/wiki/Enzymeshttp://en.wikipedia.org/wiki/Proteinhttp://en.wikipedia.org/wiki/Proteinhttp://en.wikipedia.org/wiki/Proteinhttp://en.wikipedia.org/wiki/Fathttp://en.wikipedia.org/wiki/Fathttp://en.wikipedia.org/wiki/Fathttp://en.wikipedia.org/wiki/Carbohydratehttp://en.wikipedia.org/wiki/Carbohydratehttp://en.wikipedia.org/wiki/Carbohydratehttp://en.wikipedia.org/wiki/Foamhttp://en.wikipedia.org/wiki/Foamhttp://en.wikipedia.org/wiki/Foamhttp://en.wikipedia.org/w/index.php?title=Foam_stabilizers&action=edit&redlink=1http://en.wikipedia.org/w/index.php?title=Foam_stabilizers&action=edit&redlink=1http://en.wikipedia.org/w/index.php?title=Foam_stabilizers&action=edit&redlink=1http://en.wikipedia.org/wiki/Anti-foaming_agenthttp://en.wikipedia.org/wiki/Anti-foaming_agenthttp://en.wikipedia.org/wiki/Anti-foaming_agenthttp://en.wikipedia.org/wiki/Optical_brightenerhttp://en.wikipedia.org/wiki/Optical_brightenerhttp://en.wikipedia.org/wiki/Optical_brightenerhttp://en.wikipedia.org/wiki/Perfumehttp://en.wikipedia.org/wiki/Perfumehttp://en.wikipedia.org/wiki/Perfume


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Types

There are several factors that dictate what compositions of detergentshould be used, including the material to be cleaned, the apparatus to be

used, and tolerance for and type of dirt. For instance, all of the following are

used to clean glass. The sheer range of different detergents that can be

used demonstrates the importance of context in the selection of an

appropriate glass-cleaning agent:

a chromic acid solutionto get glass very clean for certain precision-

demanding purposes such as analytical chemistry

a high-foaming mixture of surfactants with low skin irritationfor hand-

washing ofdishware in a sink or dishpan

any of various non-foaming compositionsfor dishware in

a dishwashing machine

other surfactant-based compositionsfor washing windows with a

squeegee, followed by rinsing

an ammonia-containing solutionfor cleaning windows with no

additional dilution and no rinsing ethanol ormethanol in windshieldwasher fluidused for a vehicle in

motion, with no additional dilution

glass contact lens cleaning solutions, which must clean and disinfect

without leaving any eye-harming material that would not be easily rinsedTerminology

Sometimes the word detergentis used to distinguish a cleaning agent

from soap. During the early development of non-soap surfactants as

commercial cleaning products, the term syndet, short forsyntheticdetergentwas promoted to indicate the distinction. The term never became

popular and is incorrect, because most soap is itself synthesized (from

glycerides). The term soapless soap also saw a brief vogue. There is no

accurate term for detergents not made of soap other than soapless

detergentornon-soap detergent.Mathura Devi inst. Of Tech. and

http://en.wikipedia.org/wiki/Chromic_acidhttp://en.wikipedia.org/wiki/Analytical_chemistryhttp://en.wikipedia.org/wiki/Dishwarehttp://en.wikipedia.org/wiki/Dishwasherhttp://en.wikipedia.org/wiki/Ammoniahttp://en.wikipedia.org/wiki/Ethanolhttp://en.wikipedia.org/wiki/Ethanolhttp://en.wikipedia.org/wiki/Methanolhttp://en.wikipedia.org/wiki/Windshieldhttp://en.wikipedia.org/wiki/Windshield_washer_fluidhttp://en.wikipedia.org/wiki/Contact_lenshttp://en.wikipedia.org/wiki/Soaphttp://en.wikipedia.org/wiki/Chromic_acidhttp://en.wikipedia.org/wiki/Chromic_acidhttp://en.wikipedia.org/wiki/Chromic_acidhttp://en.wikipedia.org/wiki/Analytical_chemistryhttp://en.wikipedia.org/wiki/Analytical_chemistryhttp://en.wikipedia.org/wiki/Analytical_chemistryhttp://en.wikipedia.org/wiki/Dishwarehttp://en.wikipedia.org/wiki/Dishwarehttp://en.wikipedia.org/wiki/Dishwarehttp://en.wikipedia.org/wiki/Dishwasherhttp://en.wikipedia.org/wiki/Dishwasherhttp://en.wikipedia.org/wiki/Dishwasherhttp://en.wikipedia.org/wiki/Ammoniahttp://en.wikipedia.org/wiki/Ammoniahttp://en.wikipedia.org/wiki/Ammoniahttp://en.wikipedia.org/wiki/Ethanolhttp://en.wikipedia.org/wiki/Ethanolhttp://en.wikipedia.org/wiki/Ethanolhttp://en.wikipedia.org/wiki/Methanolhttp://en.wikipedia.org/wiki/Methanolhttp://en.wikipedia.org/wiki/Methanolhttp://en.wikipedia.org/wiki/Windshieldhttp://en.wikipedia.org/wiki/Windshieldhttp://en.wikipedia.org/wiki/Windshieldhttp://en.wikipedia.org/wiki/Windshield_washer_fluidhttp://en.wikipedia.org/wiki/Windshield_washer_fluidhttp://en.wikipedia.org/wiki/Windshield_washer_fluidhttp://en.wikipedia.org/wiki/Contact_lenshttp://en.wikipedia.org/wiki/Contact_lenshttp://en.wikipedia.org/wiki/Contact_lenshttp://en.wikipedia.org/wiki/Soaphttp://en.wikipedia.org/wiki/Soaphttp://en.wikipedia.org/wiki/Soap


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The term detergentby itself is sometimes used to refer specifically

to clothing detergent, as opposed to hand soap or other types of cleaning

agents.

Plain water, if used for cleaning, is a detergent. Probably the most widely-

used detergents other than water are soaps or mixtures composed chiefly

of soaps. However, not all soaps have significant detergency and, although

the words "detergent" and "soap" are sometimes used interchangeably, not

every detergent is a soap.

The term detergentis sometimes used to refer to any surfactant, even

when it is not used for cleaning. This terminology should be avoided as

long as the term surfactantitself is available.

HISTORY OF DETERGENT-

The earliest detergent substance was undoubtedly water; after that, oils,

abrasives such as wet sand, and wet clay. The oldest known detergent for

wool-washing is stale (putrescent) urine. For the history ofsoap, see the

entry thereon. Other detergent surfactants came from saponinsand ox bile.

The detergent effects of certain synthetic surfactants were noted in 1913 by

A. Reychler, a Belgian chemist. The first commercially available detergent

taking advantage of those observations was Nekal, sold in Germany in

1917, to alleviate World War I soap shortages. Detergents were mainly

http://en.wikipedia.org/wiki/Surfactanthttp://en.wikipedia.org/wiki/Urinehttp://en.wikipedia.org/wiki/Soaphttp://en.wikipedia.org/wiki/Saponinshttp://en.wikipedia.org/wiki/Bilehttp://en.wikipedia.org/wiki/World_War_Ihttp://en.wikipedia.org/wiki/Surfactanthttp://en.wikipedia.org/wiki/Surfactanthttp://en.wikipedia.org/wiki/Surfactanthttp://en.wikipedia.org/wiki/Urinehttp://en.wikipedia.org/wiki/Urinehttp://en.wikipedia.org/wiki/Urinehttp://en.wikipedia.org/wiki/Soaphttp://en.wikipedia.org/wiki/Soaphttp://en.wikipedia.org/wiki/Soaphttp://en.wikipedia.org/wiki/Saponinshttp://en.wikipedia.org/wiki/Saponinshttp://en.wikipedia.org/wiki/Saponinshttp://en.wikipedia.org/wiki/Bilehttp://en.wikipedia.org/wiki/Bilehttp://en.wikipedia.org/wiki/Bilehttp://en.wikipedia.org/wiki/World_War_Ihttp://en.wikipedia.org/wiki/World_War_Ihttp://en.wikipedia.org/wiki/World_War_I


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used in industry until World War II. By then new developments and the later

conversion of USA aviation fuel plants to producetetrapropylene, used

in household detergents, caused a fast growth of household use, in the late

1940s. In the late 1960s biological detergents, containing enzymes, better

suited to dissolve protein stains, such as egg stains, were introduced in theUSA by Procter & Gamble.

PREFASE

RURAL INDIA

THERE'S an interesting way of putting rural India into perspective. If

India's population, as per the 1998 estimates of the United Nations

Population Division, is 982,223,000, then rural India, taken as 73.3% of

http://en.wikipedia.org/wiki/World_War_IIhttp://en.wikipedia.org/wiki/Aviation_fuelhttp://en.wikipedia.org/w/index.php?title=Tetrapropylene&action=edit&redlink=1http://en.wikipedia.org/wiki/Household_chemicalshttp://en.wikipedia.org/wiki/Biological_detergenthttp://en.wikipedia.org/wiki/Enzymehttp://en.wikipedia.org/wiki/Proteinhttp://en.wikipedia.org/wiki/Egg_(food)http://en.wikipedia.org/wiki/Procter_%26_Gamblehttp://en.wikipedia.org/wiki/World_War_IIhttp://en.wikipedia.org/wiki/World_War_IIhttp://en.wikipedia.org/wiki/World_War_IIhttp://en.wikipedia.org/wiki/Aviation_fuelhttp://en.wikipedia.org/wiki/Aviation_fuelhttp://en.wikipedia.org/wiki/Aviation_fuelhttp://en.wikipedia.org/w/index.php?title=Tetrapropylene&action=edit&redlink=1http://en.wikipedia.org/w/index.php?title=Tetrapropylene&action=edit&redlink=1http://en.wikipedia.org/w/index.php?title=Tetrapropylene&action=edit&redlink=1http://en.wikipedia.org/wiki/Household_chemicalshttp://en.wikipedia.org/wiki/Household_chemicalshttp://en.wikipedia.org/wiki/Household_chemicalshttp://en.wikipedia.org/wiki/Biological_detergenthttp://en.wikipedia.org/wiki/Biological_detergenthttp://en.wikipedia.org/wiki/Biological_detergenthttp://en.wikipedia.org/wiki/Enzymehttp://en.wikipedia.org/wiki/Enzymehttp://en.wikipedia.org/wiki/Enzymehttp://en.wikipedia.org/wiki/Proteinhttp://en.wikipedia.org/wiki/Proteinhttp://en.wikipedia.org/wiki/Proteinhttp://en.wikipedia.org/wiki/Egg_(food)http://en.wikipedia.org/wiki/Egg_(food)http://en.wikipedia.org/wiki/Egg_(food)http://en.wikipedia.org/wiki/Procter_%26_Gamblehttp://en.wikipedia.org/wiki/Procter_%26_Gamblehttp://en.wikipedia.org/wiki/Procter_%26_Gamble


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India, is 719,969,459. Divide that by the estimated total world population of

5.9 billion, and rural India becomes 12.2% of world population. Forget all of

us sitting in the cities (4.4% more) -- 12.2% of the world lives in rural India.

Which, given our effective lack of knowledge makes it a bit like one of the

world's last great undiscovered countries.

Rural inhabitants aren't a different species, but consumers as quirky

and demanding of marketers as any of their urban cousins. And just as

eager to consume -- maybe even more so, given their access to messages

of consumption via TV, but lacking the easy access that makes urban

consumers blas. For marketers the potential is huge -- a country waiting

eagerly for their products, providing they can make the effort to export

inwards, and learn to play the games by rural rules. And if they don't, the

chances are that they will be left behind. Even with the minimal effort put inby companies so far, rural India now accounts for majority, or near majority,

consumption in many categories. -- Rural India is clearly not such an area

of darkness anymore, and as a further incentive to keep the lights on,

remember that farmers get electricity free!

One of the most popular and widely accepted Marketing Myth is that

the rural consumers will only buy really cheap mass market brands. But

the stark reality is that though brands like Nirma lead, but penetration of

premium products has also been observed even to the lowest SEC. Thepercentages may be very small, but given the large universe, the actual

figures may be significant

Thus when we are aware of the fact that brands like Nirma rule the

rural market, it would be interesting to study and analyse their basic

marketing inputs -----the 4Ps



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the price of similar products then available. At Rs 6, Nirma, named after hisdaughter, was the cheapest detergent vying for attention on shop shelves.By the late 1980s, Nirma had become one of the world's largest-sellingdetergent powders. That he rewrote history and gave Hindustan Lever, theIndian subsidiary of the Anglo-Dutch foods and toiletries conglomerateUnilever, a huge headache is well-chronicled. Today he is proud owner ofan Rs 2,500-crore Ahmedabad-based soaps and detergents major

It has been Patel's dream to make Nirma a synonym for quality."Nirma is not merely a brand or a product, it is a dynamic phenomenon, arevolution, a philosophy," he once said. Nirma sells over 800,000 tones ofdetergent products every year and commands a 35% share of the Indiandetergent market, making it one of the worlds biggest detergent brands.Towards this end, he tried his hand at many brand extensions. From

toothpaste to salt and matchsticks, they all nestled under the Nirmaumbrella.Incorporated as a private limited company, Nirma was converted into adeemed public company and then to a public limited one in Nov.'93. Nirmais an over Rs. 17 billion brand with a leadership presence in Detergents,Soaps and Personal Care Products, offering employment to over 15,000people. In fiscal 1997, the Nirma group restructured operations and mergedfour companies Nilinta Chemicals, Nirma Detergents, Nirma Soaps andDetergents, and Shiva Soaps and Detergents with its flagship Nirma Ltd.Products are marketed through a 100-per cent subsidiary, Nirma ConsumerCare.

Nirma has undertaken backward integration into manufacture of Industrial

Products like Soda Ash, Linear Alkyl Benzene (LAB), Alfa Olefin

Sulphonates (AOS), Fatty Acid, Glycerine and Sulphuric Acid.

Today, Nirmasells over 800000 tones of detergent products annually,giving it a 35% share of the Indian market, which are the worlds secondlargest fabric wash products markets. This makes Nirma India's largestdetergent marketer and one of the world's biggest detergent brands. The

Company has acquired Kisan Industries Limited situated at VillageMoraiya, Dist. Ahmedabad as a going concern, which was engaged in thebusiness of manufacture of detergents, Single Super Phosphate, fertilizerand printing and packaging. The second stream of the 420000 tpa SodaAsh plant at village Kalatalav, Bhavnagar was commissioned in September2000. The Company also set up a pure water plant to manufacture 2.80lacs TPA Vacuum-salt in October 2000.Debottlenecking process which was



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made during 2001-02 by the company resulted in expansion of installedcapacity of Soda Ash at Village Kalatalav, from 420000 TPA to 650000TPA. The total cost of the project is approximately Rs.110 crores. Thisproject is expected to be completed in September, 2002. The companyissued Secured NCD aggregating Rs.360 crores in order to augment itsworking capital and also to bring-in cost effiency in funding cost

In detergents market Nirma and Hindustan Lever are close

competitors with 38% market share each. Nirma leads the popularsegment, while HLL leads the premium detergent powder segment. P&Gand Henkel Spic are the other key competitors in the detergent market.

In toilet soaps, HLL has a dominating 63% market share. Nirma hasalso garnered a significant 22% market share in a short time. Other majorplayers in the segment are Godrej Soaps and P&G.

The share capital of the company isRs.33.9 crore and the total sharesoutstanding amount to 3.39 crore. The

face value per share is Rs.10. Thestock is currently trading at Rs. 418, ason May 28, 2001. The marketcapitalization of the company isRs.1415.85 crore. The free float is 18%and the promoters hold 72% stake inthe company.



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Godrej Soaps Ltd 2051.8 18 345.3 32 184.7 602

Indian Shaving Products Ltd 730.5 16 142.2 23 56.2 16

Britannia Industries Ltd 3519 15 317.0 25 145 12

Dabur India Ltd 2989.9 14 397.1 35 222.2 24

Nestle Ltd 4694 13 875.0 24 497 37

Cadbury India Ltd 1866.8 12 350.3 28 171.5 26

Reckitt And Colman Of India Ltd 1484.7 11 98.2 (3) 59.9 16

Henkel Spic India Ltd 717.44 10 28.6 (15) 7.25 (192)

Colgate Palmolive India Ltd 2948 9 311.0 8 176 32

I T C Ltd 10028.9 6 4662.7 19 2516.5 22

Procter and Gamble Hygiene &Healthcare Ltd

1200.9 1 295.2 20 185.4 24

Hindustan Lever Ltd 24619 0 4475.8 9 3311.6 16

Tata Tea Ltd 2274.9 (2) 655.8 (10) 360.6 (22)

Marico Industries Ltd 1630.83 (5) 171.6 4 129.88 9

DETERGENT COMPANYS IN INDIA & HIS SALE

Yoy year on yeargrowth

Source: India Info line database

Performance of segment

Period ended 03/99 03/00 % change

Sales value (Rs mn)

Detergents 8,100.4 8,110.7 +0.12%

Glycerine 257.9 304.7 +18.15%

Linear alkyl benzene 761.3 1,565.3 +105.61%

Salt 9.0 2.6 -71.11%



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Shampoo 1.4 0.3 -78.57%

Sulphuric acid 64.6 134.1 +107.59%

Toilet soap 3,275.3 4,674.9 +42.73%

Others 2,259.6 2,383.6 +5.49%

Sales volume (unit)

Detergents (Ton) 590,031.0 615,749.0 +4.36%

Glycerine (Ton) 4,269.0 4,810.0 +12.67%

Linear alkyl benzene (Ton) 17,688.0 31,552.0 +78.38%

Salt (Ton) 3,588.0 1,044.0 -70.90%

Shampoo (Ton) 19.0 4.0 -78.95%

Sulphuric acid (Ton) 51,588.0 67,028.0 +29.94%

Toilet soap (Ton) 75,102.0 106,626.0 +41.97%

Unit realisation (Rs/unit)Detergents (Ton) 13,729 13,172 -4.05%

Glycerine (Ton) 60,421 63,347 +4.84%

Linear alkyl benzene (Ton) 43,040 49,610 +15.26%

Salt (Ton) 2,508 2,490 -0.72%

Shampoo (Ton) 73,684 75,000 +1.79%

Sulphuric acid (Ton) 1,252 2,001 +59.82%

Toilet soap (Ton) 43,612 43,844 +0.53%



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Vision, Mision & Philosophy

Nirma is a customer-focused company committed to consistently offer

better quality products and services that maximise value to the customer.

This customer-centric philosophy has been well emphasised at Nirmathrough:

Continuously exploring & developing new products & processes.

Laying emphasis on cost effectiveness.

Maintaining effective Quality Management System.

Complying with safety, environment and social obligations.

Imparting training to all involved on a continuous basis.

Teamwork and active participation all around.

Demonstrating belongingness and exemplary behaviour towardsorganisation, its goals and objectives.



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Nirma is a phenomenon and synonymous with Value for Money. The brandtranscends the specific dynamic of any particular product category, whichis best captured in its above mission statement - a statement of sustainedinnovation, an unceasing effort to deliver better value to consumers,

through better product quality.

PRODUCT

Nirma is aptly considered as a marketing miracle and this is reflected in

the strength of the brand. Nirma has successfully challenged and changed

the conventions of detergents marketing and today leading businessschools are analyzing it's strategies to demystify this miracle. Nirma's core

marketing thrust revolves around prompting consumer trials by offering a

good quality product at most competitive price and retaining these new

consumers by continuously offering the same 'Value For Money' equation.

This is borne by the fact that today Nirma can boast of a strong brand

loyalty from its 400 million consumer base. Based on the pragmatic

concept of 'Umbrella Branding', Nirma has been increasingly successful in

extending its brand equity to other product categories like PremiumDetergents, Premium Toilet Soaps, Shampoos, Tooth pastes and Iodized

Salt, thus opening new vistas to the field of Brand Building.

Detergents

Nirma dominates the popular detergent segment with brands like NirmaPopular powder, Nirma Detergent powder, Nirma bar, etc. Super Nirma



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Super Nirma high quality spray dried detergent was launched intomarket in 1996 with a price 40% lower than the nearest competitor offeringthe same quality. With in a short span of two years Nirma Super DetergentPowder cornered substantial market share in the premium detergentsegment. The brand targeted towards Nirma consumers who were shiftingtowards more sophisticated form of washing, clicked very well as the everdependable Nirma Brand name assured high quality at affordable prices.The powder is available in 25 grams, 500 grams and 1000 grams inpolypacks.

Nirma launched a flanking brand named Nirma Popular Powder inselected pockets where Detergent powder usage was limited or the me toobrands were eating into Nirma's share. The product was a good product

available at prices that would switch people to use branded powder. Thesubstandard products took a severe beating in the pockets where NirmaPopular was launched. It is available in 500 grams and 1000 grams packsizes. The product with similar name and slightly different formulation isbeing sold in the exports market successfully.

Nima Green Powderintroduced in Q4 - '99 is Nirma's introductions ina segment which was not addressed by Nirma till then. This powderpositioned in the economy segment has lingering fresh lime perfume. Itscores high on cleaning efficiency and generates a good amount of latherleaving clothes sparkling clean. This powder is packed in multi-colour polybag. This product is available in 500-grams and 1-kg packing and is soldexclusively through the efficient Nima distribution network.

Driving the inspiration from its success in Detergent powdermarket, Nirma expanded its product portfolio by introducing NirmaDetergent Cake in 1987. The cake was launched keeping in mind thewashing habits of rural India where limited use of bucket and more so of



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running water added to the wastage of washing powder. The answer wasbrought by Nirma in form of Detergent Cake. The brand today is ranked asmost distributed detergent cake brand in the country by AIMS retail audit.The product is available in two pack sizes of 125 grams and 250 grams

The positioning ofNirma Popular Detergent Cake is similar to that of NirmaPopular Detergent Powder but meant to fight other detergents cake. Thisproduct is more important as the unorganized players are far morepenetrated in cake market as compared to that in the powder market. Theproduct is available in 125 grams and 150 grams pack sizes. .

To meet the consumer's growing aspirations and to allow consumers

to upgrade to a better quality product, Nirma introduced Super NirmaDetergent Cake in 1992. As Nirma Detergent Cake is to Nirma DetergentPowder, Super Nirma Detergent Cake is to Super Nirma Detergent Powder.It was launched to woo back the Nirma Detergent Cake user who hadshifted to the competitor's product. The cake has high detergency value atan affordable price. It is available in 125 grams and 250 grams sizes.

Launched in Q4 - '98, Nima Green Cake became a close no.2 in itssegment within 3 months of its launch and was successful in arresting thegrowth of competition in this segment. This brand has seen a number of

consumer promotion schemes tied with it. The splendid laminated multi-colour wrapper, which shows a slice of lemon and trishul, exemplifies razor-sharp dirt cutting efficiency of this cake. This cake is rich in lime perfumeand has an exceptionally high brand recall. It is available in sizes of 125grams and 250 grams

Nima Blue Detergent Cake was introduced as a low cost alternative to

the then available blue detergent cakes in Q4 - '99 in very few select states

and has ever since been performing very satisfactorily. It is the epitome ofNirma's endeavor to provide better products at more competitive prices. It

is available in 125 gram and 250 gram pack sizes. This cake is packed in a

dark blue wrapper and has strong eye catching presence on the shelf.



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substantial volumes at the cost of he competitor's and India's largest selling

brand. The pricing of the product was penetrative at a quality (TFM - 60%)

which the competitor's could not match. The product is available in 75

grams and 150 grams pack sizes.

Nirma Beauty Soap: After targeting the largest selling toilet soapwith Nirma Bath, now was the time to target the second largest selling toiletsoap. Nirma after successful launch of Nirma Bath launched, Nirma Beauty.Nirma Beauty was a popular category soap which targeted the middle andlower middle class population of the country. The product had high TFMcontent of 70%, an excellent aroma and an advertisement with a touch ofaspiration. The product became an instant success, and in no time becameIndia's third largest selling toilet soap brand. The volumes came from thecategory shift as well as brand switching. The product is available in 100

grams and 150 grams pack sizes and three different perfume variants.Recently company has changed its packaging and made it morecontemporary by printing the wrappers on six color Cerruti machine fromItaly thereby differentiating it from the me too look alike'. The brand today isgrowing very fast and is firmly moving towards the second position.Competitors tried

to copy the concept and the commercial but were not able to match

the success of the brand. As it is said you cannot fool consumers when itcomes to quality

Nirma Premium Soap: For the first time in the history of FMCG there

was an attempt to extend the value for money proposition to the premium

segment. The concept was innovated by none other than Nirma. Nirma

launched Nirma Premium Soap during 1996 in the premium soap category

with 80% TFM, mild fragrance, three variants and a touch of class in its

advertising. The brand targeted to match the changing Nirma consumer's

profile in terms of aspiration, quality consciousness and image perception.

The brand has started picking up volumes in the premium soap market

which is characterized by large number of brands and cut throat

competition. Nirma Premium has been able to differentiate itself in this

cluttered market its unique packaging and exclusive advertisement.



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Nirma Lime Fresh was launched in 1997 with absolutely no

advertising support. The lime segment of the toilet soap market was

growing at a sedate rate, prior to the launch of Nirma Lime Fresh. Launch

of Nirma Lime Fresh saw the volumes of the segment grow at more than

10%. During the first year of the launch Nirma Lime Fresh over took thelargest selling brand in the lime segment. The product is priced

competitively with 80% TFM content and strong tingling lime fragrance. The

commercial was aired during the later part of the year which saw the

volume grow rapidly. The commercial shot at Maldives and Switzerland with

a new and young face was equally liked by consumers. The successful

launch was termed as the seventh best launch of the year 1997-98 by

Business Standard. There in no looking back and today Nirma Lime Fresh

is the undisputed market leader in the lime segment and is giving shivers to

the competition. The product is available in 75 grams and 150 grams.

Nima Rose: The remarkable and phenomenal market response

received by Nima Rose soap within just two months of its launch has once

again proved the merits of Nirma's commitment towards its consumers.

Nima Rose soap has got an exceptionally fine perfume of rose that lingers

around your body for a long time even after you bath. Due to high TFM

(Totally Fatty Matter) content, it provides one of the nicest baths. Thisbrand has already carved niche in its particular segment by achieving

leadership position just within tow months of its launch.

Nima Lime, the first product in the Nima range of products has a veryhigh TFM content and was introduced in Q2 - ' 98 when the astoundingsuccess of Nirma Lime Fresh Soap prompted competition to launch limevariants in the same price segments. Nirma is committed to the concept of

umbrella branding. We have reaped benefits of this strategy right from ourinception till date. In the past, we have faced umpteen numbers ofsituations where the competition introduces special campaigns to drawaway the consumer's attention from our core brands like Nirma DetergentPowder, Super Nirma Detergent Cake, Nirma Beauty Soap, Nirma LimeFresh Soap, etc. The purpose was to lure away consumer attention fromNirma Lime Fresh Soap by temporarily modifying the product. We, at this



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point of time introduced a 'fighter brand' called Nima Lime to provide atshield to our core brand - in this case 'Nirma Lime Fresh Soap'. Thesuccess of Nima Lime has been the cornerstone in Nima brand growinginto a full fledged business

Nima Sandal: This soap was launched in Q2 - '99. Over a period oftime, the Indian toilet soap market has fragmented and has seen the

emergence of prominent segments such as Sandal, Rose, Jasmine, Body

moisturizing soaps, Herbal etc. Nima Sandal is Nirma's offering in

the ethnic sandal segment. With a rich and exotic perfume and 80% TFM

content, this toilet soap is available in a 100 gram packing. Nima Sandal is

promoted by a TV commercial shot at exotic locales depicting the form of

21st Century Indian woman. Early market indication promises this brand to

be the future no.1 in this segment.

Nima Herbal is the emanation of Nirma's quality and caliber. NimaHerbal is ingrained with benefits that accrue from using various herbs,shrubs, medicinal plants and various day-to-day commodities like sandalwood, lemon, turmeric, coconut, tulsi, neem etc. that are gifted to mankindby nature. Nima Herbal is the nature's legacy. It is reflection of Nirma'sconviction of "Care For The nature's legacy. It is reflection of Nirma'sconviction of "Care for the Consumers". It was launched in Q3, 2000 with a78% TFM content in a 100 gram packing.

Nirma Herbalina: Nirma has invariably identified the nerve of the

market and answered it at the proper time. We addressed the ayurvedic

and medicated soap segment with Nirma Herbalina. Launched in Q3 - 2000with a high TFM content, 'Herbalina' is Nirma's latest introduction in the

range of toilet soaps. The natural commodities that are shown on the

wrapper blend very well with the green colour of the eye-catching pack.

Available in a 100 gram packing size, Nirma Herbalina is the 'Natural flow

of freshness'. It is Nirma's yet another impression of 'Better Products,



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Better Value, Better Living'. Herbalina has an exceptional long-lasting,

heart-capturing aroma.

OTHER PRODUCTS:

1. Hair care

a. Nirma Beauty Shampoo

b. Nirma Shikakai

2. Toothpaste

a. Nirma Toothpaste

3. Iodized Nirma Free Flow Salt

a. Industrial chemicals



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PRICE

Ivory tower theories are rethinking their business basics-thanks toKarsanbhai K.Patel. Taking on the might of a multinational, his-priceddetergent Nirma captured a majority market share arresting the sales andgrowth of a consumer giants up market brand. Among the greatestsuccess stories in the annals of marketing management in India is that of alow-priced detergent of reasonably good quality which, in the course of amere decade, put the skids on a product that was considered the pride of apowerful multi-national. The story of Nirma has become a classic as amarketing case-study. And the story of its progenitor is as genuine andromantic a tale of rags-to-riches as one could hope to find anywhere.

For harried housewives, struggling to balance their monthly budgets,Nirma came as a boom. It was much cheaper than Surf, which had alreadygone well out of their reach; and it washed clothes nearly as well. Itscleansing power was far superior to that of the slabs of cheap washingsoaps that had been their sole alternative until then. By the early 1980s theburgeoning sales of Nirma reached a rate of growth that was twice or thrice



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that of the industry in general. Moreover, Nirma operated in the small-scalesector and, therefore saved an enormous amount of excise duty thatmultinationals had to pay on every kilo of detergent produced. The lattersimply could not hope to bring the price down to a level that was attractiveenough for the middle and lower-middle classes, which were the bulkssegments for Nirma sales.

The pricing policy adopted by Nirma for its Nirma washing powder i.e.

adequate Quality at an Affordable price has challenged the mighty HLLs

Surf.

Nirma Washing Powder

1kg

18.00

18.00

Nirma Washing P

Nirma Washing Powder500grams

9.00

9.00

Even the second product that Karsanbhai introduced-a low-pricedtoilet soap, which he thoroughly test marketed in Gujarat before goingnational with it in 1990-hs been faring well. Nirma toilet soap retails at amere Rs.2/- with the shopkeeper allowed to retain 25 paisa behind eachcake sold. The Nirma name itself was a guarantee of quality for theconsumer smiles the businessman. It found ready acceptance. Today,Nirma's toilet soap products are priced in the range of Rs 6-9. Nirma Lime

Fresh, for instance, commands a price of Rs 8 for 75 grams, while NirmaPremium is priced at Rs 9. Nirma Bath, a popular soap, is priced at Rs 6. Incomparison to Nirma's price range, HLL's toilet soap brands are priced at aslight premium. LifeBuoy is priced at Rs 14, and LifeBuoy Gold at Rs 9.The price of Rexona is Rs 9.50, while that of Liril, which competes withNirma Lime Fresh, is Rs 13.



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Thus it is a well known fact that Nirmas best Unique SellingProposition is Price

The result of there cost effective product offering is that though theindustry has been growing at the rate of 15 per cent annually, Nirmasgrowth has been at least 30-35 per cent a year for the last few years.

Nirma has been successful in keeping its prices at such affordablelevels primarily due to their strategy of backward integration projects.These projects had been undertaken with a strategy to become the lowestcost detergent manufacturer in the world. Self sufficiency in key rawmaterials will give protection against commodity cycles besides yieldingsubstantial savings in raw material cost. The company estimates a totalcost saving of 25% in material and handling costs due to the backwardintegration projects. The LAB plant has yielded about 12% cost savingsand the company expects a similar cost saving of about 12-15% once the

soda ash plant stabilizes. Overall the backward integration has yielded acost saving of Rs0.8-1bn last year. Post completion of backward integrationthe company now plans to focus on building large volumes and gain fromeconomies of scale.

Till 1985 the Nirmaingredients were simply mixed by hand thus

requiring neither machinery nor capital investment. Due to the scale of his

product and the simple non-mechanized production process, Nirmagained

a number of tax and excise benefits for not using electricity. Since

Nirmawas a small-scale local venture, they did not have to pay excise

duties that were levied on multinationals.

Another area where Nirmasaved millions was in labor costs. Being a

cottage industry Nirmawas not compelled to abide by minimum wage rules.

To maintain low costs Karsanbhai used contract workers who were paid Rs.



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Nirma Limited markets its products through its fully owned subsidiary NirmaConsumer Care Limited (NCCL), which was incepted in 1985. NCCL in turnresells these products in the market under the umbrella brands NIRMAand NIMA along with extensions.

The distribution strength of Nirma is based on mutually rewarding andsatisfying relationship.

Nirma pioneered the concept of flat distribution network. Nirma ConsumerCare Limited operates with two parallel distribution networks. The NIRMAbrand is marketed through the first network, which consists of about 450exclusive distributors. It is one of the lowest cost FMCG distributionchannels of the country.

Principal Channel [Nirma Products]:

Lowest Cost system in India

Speed in distribution

Flexibility

The NIMA range of products is marketed through a parallel marketingnetwork that comprises of more than 2000 distributors.

Parallel Channel [Nima Products]:

Wider Reach

Speedy Market Intelligence

Competitive edge & Better focus

Complementing Principal Channel

All NIRMA and NIMA range of products have a retail reach of over twomillion retail outlets and more than 40 million loyal consumers spread all

over the country. The Company has been successful in establishing anextremely good urban as well as rural presence through the two distributionchannels. The distribution channels have played a significant role in makingNirma a household name. The efficient network has made Nirma WashingPowder and Nirma Detergent Cake, the brands with highest penetration inthe respective product categories in the market. The network is well



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equipped to meet the demands of the loyal consumers of the Companyacross the country.

The robust network ensures the availability of various products at differentretail outlets across the nation. The Distribution channel is geared up to

enhance trade relations, build up the retailer base by providing variousbenefits and incentives, organize and implement different activities togenerate sales and manage numerous other programmes, schemes andactivities concentrated towards business development.

DISTRIBUTION

In its incipient days Karsanbhai Patels distribution network and

sales force was a one-man team..himself. Karsanbhai affected his

deliveries of washing powder on foot. As the popularity of Nirma grew with

a spread of positive word-of-mouth Karsanbhai adopted the time-honored

Coco Cola maxim that his product should be available within an arms

length of desire. So he concentrated on widening his distribution network;

and Nirma began surfacing all over Gujarat, in scruffy little shops in even

the remotest villages. As the products fame spread, agents from all overthe country began writing in, and expressing their willingness to operate on

the tiny margins that the businessman gave. Distribution is clearly the key

to rural marketing, which Nirma has pioneered over the years. Nirma has a

350 strong sales force, a distributor strength of 400 and a retail reach of

over 1 million outlets. When setting up a distribution system Karsanbhaiwas



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extremely aware of the importance of keeping costs down. Once demand

for Nirmahad outgrown his ability to deliver on bicycle he moved on to vans

and then later to trucks. Nirmahad neither a field sales force nor owned a

distribution network. Karsanbhai negotiated prices with truck and van

suppliers on a daily basis.

As sales grew Karsanbhai eventually hired stockists(those who stocked

additional quantities of the goods) as commission agents. On the one hand

it helped him avoid central sales tax and the stockists were responsible for

all transportation, octroi,3handling and delivery costs. There was also a

strict system of protocol and distribution depended on prepayment for

stocks so as to minimize risk for Nirma.

Nirma sells over 800,000 tones of detergent products every year and

commands a 35% share of the Indian detergent market, making it one of

the worlds biggest detergent brands. The brand promotion efforts are

complemented by Nirmas distribution reach and market penetration,

through a country wide network of 400 distributors and over 2 million retail

outlets, making Nirma products available from the smallest rural village to

the largest metro.

The company has set up for Nima a parallel distribution and sales channel

consisting of 1500 distributors and an independent sales force. A two-tier

network, the Nima distribution channel is 'flat' enabling swift market

response. The company took

great care that the new brand did not cannibalize on the existing brands.The Nima portfolio today complements the Nirma range, furthering thecompany's strategy of Value for Money.

3



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Level of Channel Distribution:



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Company

manufacturing unit

Consolidator

WholesalerSemi-

Wholesaler

RetailerConsumer


NIRMACOMPANYDISTR IBUTI ONIN YEA R/4

According to Product

Distribution .

Soda Ash ::...

Investment of Rs. 1,140crores

Capacity

650,000 TPA

770 m3/hr capacitySea Water RODMplant

40 MW Captive co-generation plant

10,000 MT solidhandling



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Energy efficient technologyfrom AKZO, Netherlands

Only Soda Ash plant in theworld with full DCS controls

ICMA award for Best Total

Water Management Practicesin Chemical IndustryCategory

Linear Alkyl Benzene ::...

Investment of Rs. 630 crores

75,000 TPA capacity

Only second plant in theworld with Eco-friendly Non

HF technology from UOP,USA

Bio-degradable product

70 km of integrated pipelinenetwork for feed stock

8,00,000 TPA of Feed Stock

32% market share

DCS controlled fullyautomatic plant

Packaging ::...



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Full range of Packaging facilities

13,500 TPA of packaging

material

7,200 TPA of Poly

Ethylene filmmanufacturing

6,000 TPA PaperWrapper printing

6,000 TPA LaminatedWrappers & Pouchmanufacturing

3,600 TPA of StiffnerBoards Poly Coating andSlitting

14,000 TPA Craft Papermanufacturing

12,000 TPA CorrugatedBox manufacturing

State of art production facilities

8 colour printing from

Cerruti Spa, Italy

2 lines of 3 - LayerExtrusion Plant from

Reifenhauser, Germany Automatic Control from

Prestech, U.K. andEltromet, Germany

Soaps ::...

Investment of Rs. 200 Crores

30,00,000 Soap pieces sold per

dayAnnual sales of Rs. 500 crore

20% market share

Second largest soapmanufacturer in India

Four lines of 500 soaps per



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minute

Detergents ::...

50,00,000 pieces sold per day

38% market share

Largest Detergent manufacturerof India

Edible Salt::...

Asias largest salt works

Spread over 30,000 acres

Edible salt capacity of 288,000tpa

Edible vacuum evaporated saltplant with

Technology from akzo

nobel, netherlands

Tripple effect monelcladded evaporator

Fluidized bed dryer

Human contact free processfrom water to packaging

Industrial Salt::...



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Industrial salt capacity of15,00,000 tpa

Others::...

AOS ( Alfa Olefin Sulfonate )

Sulfuric Acid

Glycerin

SSP ( Single Super Phosphate )

Detergents ::...

50,00,000 pieces sold per day

38% market share

Largest Detergent manufacturerof India

Edible Salt::...



Edible salt capacity of 288,000

tpaEdible vacuum evaporated saltplant with

Technology from akzo

nobel, netherlands

Tripple effect monelcladded evaporator



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Fluidized bed dryer

Human contact free processfrom water to packaging

Industrial Salt::...



Industrial salt capacity of15,00,000 tpa

Others::...

AOS ( Alfa Olefin Sulfonate )

Sulfuric Acid

Glycerin

SSP ( Single Super Phosphate )

Chenal partner-

Nirma Limited markets its products through its fully ownedsubsidiary Nirma Consumer Care Limited (NCCL), which wasincepted in 1985. NCCL in turn resells these products in themarket under the umbrella brands NIRMA and NIMA alongwith extensions.

The distribution strength of Nirma is based on mutuallyrewarding and satisfying relationship.



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Nirma pioneered the concept of flat distribution network.Nirma Consumer Care Limited operates with two paralleldistribution networks. The NIRMA brand is marketed throughthe first network, which consists of about 450 exclusivedistributors. It is one of the lowest cost FMCG distribution

channels of the country.

Principal Channel [Nirma Products]: Lowest Cost system in India

Speed in distribution

Flexibility

The NIMA range of products is marketed through a parallel marketing network thatcomprises of more than 2000 distributors.

Parallel Channel [Nima Products]: Wider Reach

Speedy Market Intelligence

Competitive edge & Better focus

Complementing Principal ChannelAll NIRMA and NIMA range of products have a retail reach of over two million retailoutlets and more than 40 million loyal consumers spread all over the country. TheCompany has been successful in establishing an extremely good urban as well as ruralpresence through the two distribution channels. The distribution channels have played asignificant role in making Nirma a household name. The efficient network has madeNirma Washing Powder and Nirma Detergent Cake, the brands with highest penetration



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significant role in making Nirma a house-hold name. The efficient network has madeNirma Washing Powder and Nirma Detergent Cake, the brands with highest penetrationin the respective product categories in the market. The network is well equipped to meetthe demands of the loyal consumers of the Company across the country. The robustnetwork ensures the availability of various products at different retail outlets across the

nation. The Distribution channel is geared up to enhance trade relations, build up theretailer base by providing various benefits and incentives, organize and implementdifferent activities to generate sales and manage numerous other programmes,schemes and activities concentrated towards business development.

Profit & Loss account for the year ended 31 st March 2006Rs in crores

2005-2006 2004-2005

Income1949.80 1834.90

Expenditure 1449.36 1325.38

Profit before depreciation & Tax 500.44 509.52

Profit before Tax 344.02 352.81

Net profit 241.38 284.65



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Market share of Nirma

20% market capture by nirma in 2007.

Q.1 DO YOU USE DETERGENT ?



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Q.2 WICH PROUDCUT USE IN DETERGENT ?



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Q.3 WHAT YOU THINK ABOUT NIRMA ?

Q. 4 Wich product is the best of nirma ?

Q. 5 Dose the cost effect on your choice ?



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SUGGESTIONS

NIRMA is best detergent company in india. Its product quality is also very

good. But compare to other company nirmas marketing is lower then other.

If Nirma improve his marketing quality. So he improve his sale in Indian

market.

Because jo dikta hai wo bikta hai.

Doing market survey. And justify the costumer.

Should be more particular about Post Sales Follow Up as it showsthe concern of the company with the customer.

Should put in more efforts to promote the Nirma product.

Improve themarketing strategy.



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Bibliography:

www.google.com

www.nirma.com

Magazines(india today)

Marketing Management by Philip Kotler

Kothari. C. R, Research Methodology, New Age International(P)

Ltd., New Delhi

http://www.google.com/http://www.nirma.com/http://www.google.com/http://www.nirma.com/


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Yes-

NO-

Q.2 WICH PROUDUT USE IN DETERGENT ?

1. Nirma

2. Surf Exel

3. Tide

4.Ghadi

Q.3 WHAT YOU THINK ABOUT NIRMA ?

..

.

.

Q. 4 WICH PRODUCT PRODUCT IS THE THE BEST NIRMA ?

1.Soap

2.Detergent

3.other

Q. 5 DOES THE COST EFFECT ON YOUR CHOICE ?

Yes-

NO-

Q.6 WHATDO YOU THINK ABOUT NIRMA ?

..

Thanks.

project report on Deterjent by arvind yadav

Documents

Transcript of project report on Deterjent by arvind yadav