A

Project

Report On

WIPRO

( RAVI ENTERPRICE )

Prepared by

Sharma Hemant : 157460592118

Patil Amul : 157460592086

Patel Khushbu : 157460592077

Purohit Megh : 157460592098

Singh Shalini : 157460592122

Savaliya Jaydeep : 157460592110

Batch: 2015-17

MBA SEMESTER 3

Submitted to

Gujarat Technological University

R.B. Institute of Management Studies

1
 Santoor
Introduction

Santoor the Flagship brand of WIPRO Consumer care, is the third largest selling
soap in the first to bring the goodness of sandalwood and turmeric in a convenient
soap format. Since its introduction, santoor has become synonymous with younger
looking skin.

As santoor grew, it diversified to more innovative sub-brands such as Santoor

MoisturizedSoft Skin, Santoor PureGlo, SantoorBbay, Santoor Hand and Body
Lotion and much more.

The product of Santoor is as follow:

1]Santoor Soaps

2] Santoor Fragrances

3] Santoor Skin care

4] Santoor Hand wash

1] Santoor Soaps Has the following categories:

Santoor Orange
Santoor Pureqlo
Santoor Gold
Santoor White
Santoor Baby

2] Santoor Fragrances has includes the following Products:

2
 Santoor Talc
Santoor Deo: Santoor deo is available in variants:

1] Grace

3 ]Magic

2]Poise

4] GoldElegance

3]Santoor Skin care includes the following:

Santoor Actiglo facewash

Santoor Hand & Body Lotion: Its come in 3 variants:

1)Santoor Whitening and UV Protection

2)Santoor Light Moisturizing

3) Santoor Extra Moisturizing

4] Santoor Hand wash:

3
PresentingSantoor hand wash with a blend of natural ingredients and unique
formulation that not only fight germs but also keeps the hands soft.

Santoor hand wash is available in four variants:

1)Essential oil

2) Extra Moisturizing

3) Glycerine&Apriocot

4) Extra Gentle

Another Product of santoor is Chandrika. And it is made with pure Ayurvedic

ingredients to cure skin problems and give clear, Flawless skin. The company said
that it is worlds first Ayurvedic soap and was launched in 1940.and it has facewash
and hand wash too of the same brand.

The another Product of santoor is Glucovita. And it includes Glucovita Powder and
Glucovita Bolts.

Santoor is in Homecare products also.

4
 Strategy Management (SM)

Vision

It outlines what the organization wants to be, or how it wants the world in
which it operates to be. It is long term view and concentrates on future. It can
be emotive and is a source of inspiration.

Vision of Ravi enterprise

The vision of Ravi enterprise is to become Gujarats no one distributor of

Wipro products. And start a second distribution channel food products
company. Like nestle

Mission

Mission defines fundamental purpose of an organization or an enterprise,

succinctly describe why it exist and what it does to achieve it vision.

Mission state meant shows that how to achieve the vision or goal.
It is work oriented. In their mission they said that Ravi enterprise
will purchase three heavy vehicles like Eicher and also purchase
two mini truck with in the three years. They will also take a other
godown for increases their storage capacity

Swot analysis

Strength

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 Ravi enterprise ranked first at Ahmadabad in sense of
achieving targets and delivery at proper time

They have enough sales team with 10 sales person is the

major strength of Ravi enterprise

They are dealing in rural area of Ahmadabad its the big

strength of because Wipro covers 30 % or market share of
Ahmadabad.

They have a enough number of transport vehicles

Storage capacity is also strength

Ravi enterprise has distribution agency of both consumer

goods and lightening products. And other distributors in
Ahmadabad have separate distribution ship

Weakness

They are dealing in rural area and rural retailers wants

credits and they are not dealing in credit.

Because of dealing in rural area they have less capacity to

expand the market

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 Wipro giving agency for a particular fixed area so
distributor cant expand their market although the
distributors know about the area

Opportunities

Because of good capacity of transfer vehicles and enough

storage capacity Ravi enterprise able to get distributors
ship of other company also.

They can also get distribution agency for other areas of

Ahmadabad

Threats

They have threat only from new entrance in market and

other distributors

Competitors

There are six other agents in Ahmadabad like Ravi enterprise who are dealing in
both consumers products and lightening. There is also many distributors but they
dealing in sprat products either in consumers good or lightening products.

The owner of Ravi enterprise Mr. Girish Patel Sid that they have competition with the
six distributors in Ahmadabad and all over Gujarat.

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 Company name Area of distribution

Spectrum lights Satellite

Labh trading Thaltej

Shah corporation Bopal

Mohat electrical Prahaladnagar

Anmol agencies Lambha

Avani marketing Shahibagh

Integrated Marketing
Communication (IMC)

Integrated marketing of Wipro

Integrated marketing is the collection of various tools of marketing and

advertisement Like advertisement, direct marketing, internet marketing, sales
promotion, public relation, and publicity this six are the tool of marketing and
advertisement.

With the various tool Wipro doing advertisement. The more emphasizes on
promotional tools for local retailers and distributor.

Quarterly budget for advertisement and promotion assign to sales officer from
the company. Sales officer spend the amount for advertisement and
promotional schemes.

The amount of advertisement divided between the distributors according to

their performance and size of area.

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 The sales officer decides the amount of distribution and where should the
amount spend. If the size of area is big and distributors performance is good
more amount is given for promotional schemes

Tools of marketing communication mix

There are six tools of marketing communication mix

Advertisement

Direct marketing

Internet marketing

Public relation

Publicity

Sales promotion

Advertisement

Any paid form of no personal communication about an organization, product, service,

idea or cause by an identified sponsor.

Wipro is in different business

It services & products BPOs

Wipro consumer & lighting
Wipro infrastructure and engendering

Wipro is in different products and business if we talk about consumer products

and lighting. Company gives local as well as national advertisement.

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 Ravi enterprise is authorized only for consumer FMCG products and lighting
products the advertisement of this products is given by sales officer assigned
by company.

Local advertisement like banners and print advertisement, promotional

schemes for local retailers are given by the sales officer of Wipro.

Sale officer has given a quarterly budget for advertisement expense by

company with target. He should decide where to do expenses. The other
national advertisement is given by company on different media like, television,
internet and other.

Direct marketing

A system of marketing by which organizations communicate directly with

target customers to generate a response and transaction

Direct marketing is used by company to communicate direct with consumers

for generating sales. In Wipro direct marketing is done by distributors.
Distributors appoints sales person for getting order from retailers. Sale person
has given target to archive sales target. Distributors also have their own
targets.

A sales person appointed by distributor goes to shops and takes order and
reports to sales officer.

Sales team is core competency of Ravi enterprise.

Sales promotion
Marketing activities that provide extra value or incentives to the sales force,
distributors, or ultimate consumers and can stimulate immediate sales

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There are two type of sales promotion

Consumer oriented

Trade oriented

Consumer sales promotion includes coupons, sampling, premiums, and etc.

There is free sampling, by one get one scheme, free gift on purchase, and
many other schemes has given on products of wipro.

For example a blue ball pen is given on purchase of santoor soap.

There is also one scheme given by wipro four soap of santoor free on
purchase of four.

Many other schemes had launched by company as consumer oriented sales

promotion

Trade oriented promotion includes Promotion allowances

Merchandise allowances

Price deals

Sales contests

Trade shows

Trade oriented promotion more emphasis on traders of company or

retailers they also have promotional schemes for distributors also
.
Recently wipro launched scheme for retailers 121 lucky draw in this
scheme retailers should purchase pack of santoor soap continuously till
121 days. Than after winner will select from lucky draw. Winner will get
100000 R.s cash or a trip of Thailand.

There are many other schemes for distributors and retailers.Like tours,
lucky draw, gold coin on sales targets
.

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 Company believes in doing more promotion for traders. Because of this
trader emphasizes on consumers to purchase wipro products.

Internet Marketing/ Interactive

A form of marketing communication through interactive media which

allow for a two-way flow of information whereby users can participate in
and modify the content of the information they receive in real time. The
marketing activities done through internet are also interactive
marketing.

Wipro has entered into premier partnership with Adobe and is the first
Indian global it services company to attain this level of partnership it
said in a statement.

The solution created will help business to better understand and win
customers, increase share of wallet and differentiate through target,
relevant and consistent conversations across multiple and channels.

This partnership helps Wipro to provide digital marketing solutions and

enhance it to built relationship with customers.

Wipro has built up his website from that customers can get information
about products. And also gives schemes from online purchasing.

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 Public Relations

The management function which evaluates public attitudes, identifies the

policies and procedures of an individual or organization with the public
interest, and executes a program of action to earn public understanding and
acceptance.

To built public relation company doing many activities. Taking parts in events.
Their vehicles like mini open trucks goes to market area and play contest,
lucky draws and games and give product as free samples. These activities
are mainly doing at rural areas.

New product launching and mix marketing of Wipro (glucovita )

Glucovita, Glucose-D offers consumer the goodness of Glucose, Iron,

Calcium and Vitamin D, all packed into one tasty and vitalizing drink.

Today, Glucovita is a brand well-known for its promise Instant energy for body
and brain. In other words, its different from other ordinary glucose powders,
offering refreshment along with the ability to provide instant energy for both
physical and mental activities.

Every scoop of Glucovita is packed with Glucose which instantly replenish the
body with energy and Iron which helps in improving mental concentration.

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 After getting success in glucose power brand glucovita Wipro consumer care
and lightning has been launched a glucose tablet called glucovita. Its a quick
energy giving tablet. The target is children. Wipro positioned it as quick
energy tablets with test. Majorly children are not like glucose powder as
energy drink so Wipro take its as a new concept and launched a tablets as
with glucose.

The target group is children so Wipro used child actors in their advertisement.
A foot ball playing children get quick energy from the tablets and get quick
energy. Its shows that a child wants energy at any time so it can use
glocovita. At the time of launching this product company gives advertisement
on different media. Company has given advertisement on print media, on
billboards on side of road, on television and internet also.

14
 Legal Aspects Of Business (LAB)

In India, as in most other jurisdictions agency signifies a relationship, which

exists where one person has an authority to act on behalf of another (the
principal) to create legal relationships between the principal and third parties.

The Indian Contract Act, 1872 (the Act) contains statutory provisions that
govern the rights and obligations of both the principal and the agent. Under
the statute an agent is a person employed to do any act for another or to
represent another in dealings with third persons.

The person for whom such act is done or who is so represented is called the
principal. However every person, who acts on behalf of another, is not
necessarily an agent, for example, a contractor employed to carry on some
construction work is not necessarily the agent of the principal.

An employee technically, could be a representative of the employer but he or

she may not be authorized to act on behalf of the principal. Generally, an
employee is required to act under the specific orders of the employer and
exercise an authority that is limited by these orders.

In order to determine whether a person is an agent, it is necessary to check

whether he acts for himself or for and on behalf of the principal because an
agent never acts on his behalf but always on behalf of another.

In a contract, if a person undertakes to be personally liable, he is not an

agent. An agents authority is not limited to the acts that are expressly
granted under authority but he or she also has the implied authority to do all
acts which are incidental to the main powers.

15
 The Act provides that an agent also has powers to do all acts for the purpose
of protecting the principal in an emergency as would be done by a person of
prudence in his or her own case.

It is interesting to note that a written document is not necessary to create a

contract of agency and it may be inferred from the circumstances and conduct
of the parties; and is valid even if there is no consideration.

A person who merely receives and transmits communications is not an agent

and this can be ascertained from the facts of the case. Similarly, the fact that
the remuneration payable to a party is described as a commission is not
decisive of the existence of an agency.

Distributorship Law

The law pertaining to the supply chains for certain types of sales
arrangements. Distributors and dealers are participants in what is sometimes
called a supply channel. The distributor is typically a wholesaler who sells
merchandise to dealers. Dealers, in turn, are typically retailers who sell
directly to the public.

This traditional terminology is most easily translatable to the automotive

industry and the distribution of machinery and mechanical goods. This basic
structure has many variants, but the overall scheme is conceptually the same.
One company provides the product to a distributor who then re-sells the
product to dealers who then sell the items to the end purchaser. There can be
multiple levels of distributors and dealers, and in some instances dealers may
even sell to the distributors of another retail chain.

16
 The laws affecting these business relationships cross over into many practice
areas. For example, there are usually a number of contracts securing these
relationships, there are shipping and tax implications, there are consumer
protection laws, and a variety of intellectual property and licensing issues.

For more information on distributorship laws and this form of commerce,

please review the materials found below. Additionally, should you require the
assistance of a business attorney with experience in distributorships or a
litigator who can help you resolve a dispute over these matters you can find
one on the Law Firms page.

Right of an agent

Right to retain money of principal in case of default in payment of his

remuneration

Agent can asked for his remuneration if principle is failed to give payment of
the act done by agent. E.g. if Wipro fail to give payment to Ravi enterprise at
fixed time decided before enterprise can asked for remuneration

Right to get compensation for damage due to unskilled work done by

principle
Its a right of agent to get remuneration of loss bearing by him because of
unskilled work done by principle E.g. Ravi agency can asked about
remuneration from Wipro regarding late. If company fail to send goods to Ravi
agency at proper time and because of this if Ravi enterprise facing loss it can
ask for remuneration

Right to receive remuneration

Agent has right to receive remuneration of his work at time. He can get
compensation of late payment with interest.

17
 Agency relationship are common in many professional areas. The
Wipro consumer care select as Ravi enterprise as its distributor to
distribute its product in the East area of Ahmadabad.

It has to give assurance to the company that it is completed the target

given by the it and as the require in the agency i.e. bank statement, and
the company has also to see that before giving any kind of distribution
ship to any distributor it has to check its market reputation, and the
service offer by him.

The Wipro consumer care has also see that the distributor has capable
to do the allotted work i.e. the agency has the enough manpower to do
the work.

While giving any kind of distribution ship the company is to see that the
agency is fulfilling the order given by retailer, and it completed within the
specific time limit. And the distributor has the own go down to store the
goods.

18
 Consumer Behaviour (CB)
The wipro has generated its major income from rural area of Gujarat as a
compare to urban area of Gujarat. Means its segmentation is Rural area of
people.

The target Segment of Santoor Soap is female.

Positioning of santoor Soap is that it is Moisturized Soft skin and in its

advertisement they shows that santoor is the synonymous with younger
looking skin.

Minimal Difference that can be detected between two similar Stimuli is called
differential threshold. Or the just noticeable difference.

The Santoor soap has change its packaging at the particular time period as
the time passes.

The company has used the software named Wizdom . i.e just in time .in that
as the stock has decrease the software automatically placed an order.

19
In consumer behaviour we have studied JND I.E just noticeable difference

JND of santoor soap

In this we have studied the noticeable difference of santoor soaps packing from
starting of it till now

in this we studied that packing of santoor soap is keep on changing at regular

interval of time just according to the trend of market

We have also studied the STP of wipro product

Segmentation

Targeting

positioning

Example: santoor soap

Segementation:
Meaning :
The process of dividing a potential market into distinct subsets of consumers
and selecting one or more segments as a target market to be reached with a
distinct marketing mix.

Types of segmentation :
Geographic Segmentation
Demographic Segmentation
Psychological Segmentation
Psychographic Segmentation
Sociocultural Segmentation
Use-Related Segmentation
Usage-Situation Segmentation
Benefit Segmentation
Hybrid Segmentation Approaches

Correlation with Wipro :

20
 santoor soap is mostly segmented into 3 ways baby care , womens and skin
friendly womens . by this they have launch some different soap for all these
category like santoor orange , santoor white , santoor glassine .

mostly soap department of wipro is doing changes in there product by keeping

in mind the preference of womens .

Targeting
Meaning :
The process of selecting and prioritizing targets and matching the appropriate
response to them, taking account of operational requirements and
capabilities.

Correlation with Wipro :

santoor soap is targeting womens (female) as the product like soap is mostly
purchase by female in market . while purchasing the product like soap women
are purchasing on the basis of fregnence , color of packing , attractive
advertisement

Positioning :
Meaning :

A marketing strategy that aims to make a brand occupy a distinct position,

relative to competing brands, in the mind of the customer. Companies apply
this strategy either by emphasizing the distinguishing features of their brand
(what it is, what it does and how, etc.) or they may try to create a suitable
image (inexpensive or premium, utilitarian or luxurious, entry-level or high-
end, etc.) through advertising. Once a brand is positioned, it is very difficult to
reposition it without destroying its credibility. Also called product positioning

Correlation with Wipro :

After targeting the group of customer company is doing positioning of that

product in the mind of targeted customer. company try to set a unique set of
image in the mind of customer so that targeted customer should purchase
product of that company

21
 some time products unique feature is mostly highlighted in the advertisement
so that consumer purchase the product that is unique among all the
competitive products .

22
 Sales & Distribution
Management (SDM)

Distribution channel

23
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Distribution process

The distribution channel of Wipro starts from production unit and complete to
when consumer buy the product.

so in this the production process starts from production units of wipro in India

24
 There are many production units of wipro in India then the product is transport
to all the depot of different stats in which the product Is demanded .

Like if we take a example of Gujarat then the wipro depot in Gujarat is in

Ahmadabad (aslali) .

From Ahmadabad the products are transport to all the cities of state .
In this we take a example of Ahmadabad from that depot product transport to
all the distributers of cities .

Like in Ahmadabad there are 6 distributers of wipro product from those

distributers the product is supply to all the wholesalers of city.

From wholesalers the product is supply to all the retailers There are three
types of retailers they are big retailers , medium retailers and small retailers to
supply products to final consumers .

Wipro Consumer Care business includes soaps, toiletries, personal care

products, baby care products, wellness products, electrical wire devices,
domestic and commercial lighting and modular office furniture. We have a
strong brand presence with significant market share in identified segments. In
addition, we have a strong presence in the personal care and skin care
products market in South-East Asia and Middle-East.

Wipro Consumer Care (WCCLG) is today among the top FMCG companies
and amongst thefastest growing FMCG companies in India. It has presence in
over 40 countries with over 8300 employees worldwide. It has 8 production
plants in India and 7 overseas. Besides India, the business has significant
presence in Malaysia, Indonesia, Vietnam, China, Taiwan, Hong Kong and
Middle East.

Wipro Consumer Care organic growth has been led by growth in toilet soaps,
domestic and institutional lighting and office furniture. It has gained Global
footprint with acquisition of Unza, Yardleyand LD Waxsons. The key brands
include Santoor (a Toilet soap brand with extensions in talcum powder,
Handwash, Facewash, Body Lotion, Baby Soap and Shampoo), Chandrika

25
soap, Glucovita Glucose powder, Northwest Switches, Enchanteur (a female
toiletry brand), Romano (a male toiletry brand), Bio Essence (a skincare
brand) and Yardley (a luxury toiletry brand)

26
 Organization Structure

Ravi Enterprise Organization Structure

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esll e r s
E(M G
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esas h g
Pce r
au(P A t
eteS i l
)vM )
r
e
s
o
n

27
 Products

Santoor Orange
Sandal and Turmeric have been an essential part of Indian womans skin
care regimen for centuries. The deep acting ingredients of Turmeric and
Sandal not just provide a smooth, soft and clear skin but also give a
youthful glow to the skin plus it has a fresh energizing and a long lasting
fragrance.

Santoor has grown from a traditional south Indian soap to a modern

beauty soap that carries the secret of younger looking skin for wide range
of women of different ages and income groups across the country.

Santoor Orange
Sandal and Turmeric have been an essential part of Indian womans skin
care regimen for centuries. The deep acting ingredients of Turmeric and
Sandal not just provide a smooth, soft and clear skin but also give a
youthful glow to the skin plus it has a fresh energizing and a long lasting
fragrance.

Santoor has grown from a traditional south Indian soap to a modern

beauty soap that carries the secret of younger looking skin for wide range
of women of different ages and income groups across the country.

Santoor Pureglo
Santoor PureGlo is Transparent soap having an exotic, long lasting
fragrance which is enriched with Glycerine, Honey and Almond oil to give
you moisturised glowing youthful skin. Glycerine moisturizes the skin to
give

healthy soft skin, Honey acts as a natural Antioxidant to give youthfulness

and glow to the skin and Almond oil gives deep moisturization and
nourishment to the body.

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 Santoor Gold:
A special glow for special occasions
Santoor Gold with pure sandalwood and saffron extract, brings alive the
ancient beauty traditions of Indian queens.

Saffron nourishes your skin and makes it fairer while sandalwood soothes
and imparts a glow. So you look every bit the queen that you are on every
special occasion.

Santoor White:
Deep acting ingredients of Sandal an Almond Milk soften and moisturize
your skin making it look younger. The new variant Moisturized Soft Skin
provides a whole new bathing experience. A new lingering fragrance
enhances the entire experience.

Santoor Baby:
Santoor Baby soap is made with carefully chosen natural ingredients like
saffron, milk cream & almond oil. Almond oil is rich in Vitamin E which
helps smoothen & nourish baby skin. Saffron has been used as a beauty
herb for centuries. It helps in making skin fairer & has healing properties
also. Milk cream gently cleanses your babys skin. It also moisturizes
babys sensitive skin and keeps it hydrated and glowing. These ingredients
have been trusted by mothers over years to provide essential nourishment
to babys skin to make it fair, healthy & glowing

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 Why should a hand wash kill germs and your skin too?

Presenting Santoor hand wash with a blend of natural ingredients and unique
formulation that not only fights germs but also keeps the hands soft. Its
natural fragrance makes it pleasant to use and ergonomically designed packs
make it easy to keep in wash basins and sinks.

Santoor Hand Wash is available in four variants essential oil, Extra

moisturizing, Glycerine & Apricot and Extra Gentle which are made keeping
in mind your requirement, water conditions and weather conditions in

Wipro set budget for advertisement and marketing of there product. They
gave promotion scheme to distributer to insreace there sales and also gave
some scheme to retailer to push there sales .
Promotion scheme like giving free sample of new product with running
product . some time free sampling in malls is also done for testing of new
product .

Criteria for distributers for getting distribution ship

Wipro gave distribution to those who are capable of handling all activity
involve in supply of goods to end users

Distributers should have good manforce power or good market coverd of

retailers
Distributers also capable of delivering the product at given time

Distributers should cover the area allocated to them for transportation of

goods
They also analysis the warehouse and area to store the product
It should poses the goods quality of distribution channel

New Enterprise & Innovation

Management
(NEIM)

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Introduction:

Innovation management includes a set of tools that allow managers and engineers to
cooperate with a common understanding of processes and goals. Innovation
management allows the organization to respond to external or internal opportunities,
and use its creativity to introduce new ideas, processes or products. [

Entrepreneurship has traditionally been defined as the process of designing,

launching and running a new business, which typically begins as a small business,
such as a startup company, offering a product, process or service for sale or hire,
and the people who do so are called 'entrepreneurs. It has been defined as the
"capacity and willingness to develop, organize, and manage a business venture
along with any of its risks in order to make a profit

Taxes

1. As per the government rules & regulation different types of

taxes is charges in selling and services sectors.

1: Swach Bharat Tax = 0.5%

2: Services Tax = 14%

3: VAT = 12.5%

4: Krushi Kaliyan Tax = 0.05%

5: Additional Tax = 2.5%

6: CST =0.2%

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