GROUP NO: 1

PRINCIPLES OF MARKETING[MGT 307]

NAME REGISTRATION NO SIGNATUREVamsi Krishna 10MSE1014Haritha G 10MSE1017Harish R 10MSE1023Lakshna J K 10MSE1032Vinay B 10MSE1064Pranav B 10MSE1095Anvita 11MSE1014Anusha 11MSE1174PROJECT TITLE: IMPACT OF CONSUMER BUYINGBEHAVIOR ON TOILET SOAP/ SHAMPOO

[Report submitted to Dr. R. Venkatesh on 04-10-2013 as part of an internal assessment

activity.]

INTRODUCTION

SHAMPOOIn the past few years, Indian beauty has occupied a significant place in the

fashion world. Both men and women have started giving importance to personal beautygrooming. As such Indian cosmetic industry, especially the hair care market has risen toproductive market. Washing the hair and scalp has become a near universal practice. Themethod of doing so varies depending on both geographic and economic factors.Shampoos assumed importance as a product category with the advent of syntheticdetergents. These were developed in the 1930s, became widely used in laundry marketsby the mid of 1940s and appeared in a shampoo format during the 1950s. Shampoos areprobably the most widely used hair products today; based on synthetic detergents theyare relatively insensitive to water hardness, thus allowing for efficient rinsing since thereare no scum residues. In the early days a shampoo could be defined as an effectivecleansing agent for hair and scalp, but today the shampoo must do much more. It mustleave the hair easy to comb, lustrous and controllable whilst being convenient and easy touse.

SOAPSoap has been with us in one form or another for thousandsof years. The story

goes that in Rome in around 1,000 B.C. at aplace called Sapo Hill, the women werewashing their clothes in asmall tributary of the river Tiber, below a religious site whereanimal sacrifice took place. They noticed that the clothes became clean upon contact withthe soapy clay which was dripping down the hilland into the water. It was noticed laterthat this cleansing agent wasformed by the animal fat soaking through the wood ashesand intothe clay soil. Strangely, in the first century A.D., the Romans are credited with themaking of a soap-like substance using urine. The ammonium carbonate in the urine wasreacted with oils and fat inwool to form this 'soap'.During the Eighth Century the Spanishand Italians beganmaking what was more like modern soap from Beech Tree ash andGoatfat, whilst the French are credited with replacing the animal fat with Olive oil.In Englandduring the 17th century under King James I, soapmakers were given 'special privileges'and the soap industry started developing more rapidly, although soaps were generally stillmadeusing caustic alkalies such as potash, leached from wood ashesand from carbonatesfrom the ashes of plants or seaweed. The soaps made in this way were harsh and oftenrather unpleasant.Soap as we know it today did not come about until the 18th century,when Nicholas Le Blanc, a Frenchman, discovered a reliable and inexpensive way ofmaking sodium hydroxide (caustic soda), or lye as it is known to the soap maker, whichforms the basewith which soaps are made to this day.

ABOUT THE COMPANY AND PRODUCT

The L'Oréal Group is the world's largestcosmetics and beauty company. With its registeredoffice in Paris and head office in the Paris suburb ofClichy, Hauts-de-Seine, France, it has developedactivities in the field of cosmetics. Concentratingon hair colour, skin care, sun protection, make-up,perfumes and hair care, the company is active inthe dermatological, tissue engineering andpharmaceutical fields and is the topnanotechnology patent-holder in the UnitedStates.

Garnier is a mass market cosmetics brand of L'Oréal that produces hair care and skincare products. The company started as Laboratoires Garnier in 1904, and was acquired byL'Oréal in the 1970s. Current product lines include Fructis shampoos and conditioners, andNutrisse hair color. Garnier is sold in numerous countries wordwide, with specific productlines targeted for different skin types and cultures. In 2011, Garnier partnered with TerraCycleto promote upcycling of product containers and the introduction of biodegradable products.

Hindustan Unilever Limited (HUL) is an Indian consumer goods company based inMumbai, Maharashtra. It is owned by Anglo-Dutch company Unilever which owns a 67%controlling share in HUL. HUL's products include foods, beverages, cleaning agents andpersonal care products.HUL was established in 1933 as Lever Brothers India Limited and, in 1956, became known asHindustan Lever Limited, as a result of a merger between Lever Brothers, Hindustan VanaspatiMfg. Co. Ltd. and United Traders Ltd. It is headquartered in Mumbai, India and employs over16,500 workers, whilst also indirectly helping to facilitate the employment of over 65,000people. The company was renamed in June 2007 as “Hindustan Unilever Limited”.

Lever Brothers first commencedoperations in India in the summer of1888, when crates full of Sunlight soapbars, embossed with the words "Madein England by Lever Brothers" wereshipped to the Kolkata harbour and itbegan an era of marketing branded FastMoving Consumer Goods(FMCG).Hindustan Unilever'sdistribution covers over 2 million retailoutlets across India directly and itsproducts are available in over 6.4million outlets in the country. As perNielsen market research data, two outof three Indians use HUL products.

BrandsHUL is the market leader in Indian consumer products with presence in over 20 consumercategories such as soaps, tea, detergents and shampoos amongst others with over 700million Indian consumers using its products. Eighteen of HUL's brands featured in theACNielsen Brand Equity list of 100 Most Trusted Brands Annual Survey (2012), carried out byBrand Equity, a supplement of The Economic Times.[6]The Most Trusted Brands from HUL in the top 100 list (their rankings in brackets) are: ClinicPlus (4), Lifebuoy (10), Fair & Lovely (11), Rin (12), Surf Excel (13), Lux (14), Pepsodent (17),Closeup (19), Pond’s (20), Sunsilk (26), Dove (37), Vim (43), Pears (79), Lakme (81), Vaseline(86), Wheel (87), Hamam (95) and Rexona (96).The latest launches for Hindustan Unilever include: Surf Excel Easywash; Lakmé eyeconicrange; Vim Anti Germ bar;Pureit Marvella UV with Advance Alert System; TRESemmé: ForSalon style hair at home everyday; Clinic Plus: Milk Protein Formula A++; Comfort 1 Rinse;Bru Exotica Guatemala; Closeup: Deep Action; Dove Hair Fall Rescue Treatment; Taaza: Taazgibhari chaai, dimaag khul jaaye.[8]The company has a distribution channel of 6.3 million outlets and owns 35 major Indian brands.Its brands include:

Food brands Annapurna salt and atta Bru coffee Brooke Bond (3 Roses, Taj Mahal, Taaza, Red Label) tea Kissan squashes, ketchups, juices and jams Lipton tea Knorr soups & meal makers and soupy noodles Kwality Wall's frozen dessert

Modern Bread, ready to eat chapattis and other bakery items Magnum (ice cream)

Homecare Brands ActiveWheel detergent Cif Cream Cleaner Comfort fabric softeners Domestos disinfectant/toilet cleaner Rin detergents and bleach Sunlight detergent and colour care Surf Excel detergent and gentle wash Vim dishwash Magic – Water Saver

Personal Care Brands Aviance Beauty Solutions Axe deodorant and aftershaving lotion and soap LEVER Ayush Therapy ayurvedic health care and personal care products Breeze beauty soap Clear anti-dandruff hair products Clinic Plus shampoo and oil Close Up toothpaste Dove skin cleansing & hair care range: bar, lotions, creams and anti-perspirant deodorants Denim shaving products Fair & Lovely skin-lightening products Hamam Lakmé beauty products and salons Lifebuoy soaps and handwash range Liril 2000 soap Lux soap, body wash and deodorant Pears soap Pepsodent toothpaste Pond's talcs and creams Rexona soap Sunsilk shampoo Sure anti-perspirant Vaseline petroleum jelly, skin care lotions TRESemmé

Water Purifier Brand Pureit Water Purifier

In line with ITC's aspiration to beIndia's premier FMCG company, recognisedfor its world-class quality and enduringconsumer trust, ITC forayed into thePersonal Care business in July 2005. In theshort period since its entry, ITC has alreadylaunched an array of brands, each of whichoffers a unique and superior valueproposition to discerning consumers.Anchored on extensive consumer researchand product development, ITC's personalcare portfolio brings world-class productswith clearly differentiated benefits toquality-seeking consumers.

ITC's Personal Care portfolio under the 'Essenza Di Wills', 'Fiama Di Wills', 'Vivel', "Engage"and 'Superia' brands has received encouraging consumer response and is beingprogressively extended nationally.

ITC's state-of-the-art manufacturing facility meets stringent requirements of hygiene andbenchmarked manufacturing practices. Contemporary technology and the latestmanufacturing processes have combined to produce distinctly superior products which rankhigh on quality and consumer appeal.

Extensive insights gained by ITC through its numerous consumer engagements have providedthe platform for its R&D and Product Development teams to develop superior, differentiatedproducts that meet the consumer's stated and innate needs. The product formulations useinternationally recognised safe ingredients, subjected to the highest standards of safety andperformance.

Fiama Di Wills is an Indian personal care brand that offers shampoos, conditioner,bathing bars and shower gels. It is owned by ITC Limited, an Indian conglomerate with aturnover of USD 6 billion. Launched on September 15, 2007, the brand was the second to rollout of ITC’s personal care stable. Its USP is the blend of "nature and science" across itsportfolio of products, resulting from four years of intensive research at the ITC Research andDevelopment Centre in Bangalore.

Dove is a personal care brand owned by Unilever. Dove products are manufactured inArgentina, Australia, Brazil, Canada,Germany, India, Indonesia, Ireland, Mexico, Netherlands,Pakistan, Philippines, South Africa, Thailand, Turkey and United States. The products are soldin more than 35 countries and are offered for both women and men. The Dove trademark andbrand name is currently owned by Unilever. Dove's logo is a silhouette profile of the brand'snamesake bird.

Products include: antiperspirants/deodorants, body washes, beauty bars, lotions/moisturizers,hair care, and facial care products. Dove is primarily made from synthetic surfactants, soaps(derived from vegetable oils such as palm kernel) and salts of animal fats (tallow). In somecountries, but not UK, Dove is derived from tallow (like many soaps) and for this reason it isnot considered vegan, unlike vegetable oil based soaps. Dove is formulated to be pH neutral, apH that is usually between 6.5 and 7.5.

The Procter & Gamble Company, alsoknown as P&G, is an American multinationalconsumer goods company headquarteredindowntown Cincinnati, Ohio, United States. Itsproducts include pet foods, cleaning agents, andpersonal care products. Prior to the sale ofPringles to Kellogg Company, its product lineincluded foods and beverages.

In 2012, P&G recorded $83.68 billion in sales.Fortune magazine awarded P&G a top spot onits list of "Global Top Companies for Leaders",and ranked the company at fifteenth place of the"World's Most Admired Companies" list. ChiefExecutive Magazine named P&G the bestoverall company for leadership development inits list of the "40 Best Companies for Leaders".

Head & Shoulders is a brand of anti-dandruff shampoo produced by Procter &Gamble. Procter & Gamble researchers started making a new anti-dandruff shampoo in 1950.Nearly a decade of research went into making a new formula, whichintroduced pyrithione zinc into the shampoo. It was first introduced to the U.S. market inNovember 1961 as a blue-green shampoo formula. There are now nine different Head &Shoulders varieties for varying hair types, and the formula has since changed color to white.

LITERATURE REVIEWHINDUSTAN UNILEVER LIMITED

7% DOMESTIC CONSUMER SALES GROWTH,OPERATING PROFIT (PBIT) UP 12% IN JUNE QUARTER2013

Mumbai, July 26th, 2013: Hindustan Unilever Limited announced its results for thequarter ending 30th June 2013.

During the quarter, the Domestic Consumer business grew competitively at 7% with 4%underlying volume growth ahead of market.

Soaps and Detergents grew 8%; profitable broad based growthSkin Cleansing sustained its strong performance, registering another quarter of doubledigit volume growth. Lifebuoy, Breeze, Dove and Luxdelivered robust volumes. The quarter witnessed price deflation as the benefit of lowercommodity costs were passed on to consumers.

In Laundry, Surf and Rin maintained double digit growth as they continue to drivecategory upgradation. The liquids portfolio was expanded withthe launch of Surf Excel Detergent Liquid. Household Care grew in double digit and VimAnti Germ Dishwash and Domex acid based toiletcleaners were introduced.

Personal Products grew 2% in a slowing market; double digit growth sustained in Hair,Oral and Colour CosmeticsIn Skin Care, Ponds, Lakmé and Dove delivered a good performance with double digitunderlying volume growth. Fair & Lovely maintained itsstrong position in the mass skin lightening segment. However, it was impacted by achallenging market context and a strong base effect. Plansare underway to step up the growth momentum.Hair Care had another good quarter with volume led double digit growth. Sunsilk andClinic Plus sustained robust growth momentum and Dovegrowth was led by bottles. TRESemmé continues to make very good progress.

Oral Care registered double digit growth driven by the exciting activation on Close Up anda step up on Pepsodent Expert Protection.

Colour Cosmetics did particularly well, delivering stepped up double digit growth acrossboth Lakmé and Elle 18. Lakmé continues to strengthenits position in Premium Make Up driven by the growing momentum on Absolute and 9 to5 which nearly doubled sales this quarter.

In keeping with the thrust on building Beauty expertise, a number of differentiatedinnovations were launched. In Skin, Ponds BB Cream andLakmé CC Cream were introduced and the facial cleansing portfolio was furtherstrengthened with a new Lakmé Fresh Fairness Clean up range.Hair Care saw the launch of Sunsilk Radiant Shine, Dove Cellular Repair with keratinactives and TRESemmé Keratin Smooth. In addition, theglobal portfolio was leveraged to launch the TIGI range of premium hair care and stylingofferings in select top end salons.

PROCTOR AND GAMBLE

L’OREAL

SALES BY OPERATIONAL DIVISION AND GEOGRAPHIC ZONE

2ND QUARTER 2013 1ST HALF 2013

GROWTH GROWTH

€M LIKE-FOR-LIKE REPORTED €M LIKE-FOR-LIKE REPORTED

BY OPERATIONAL DIVISION

Professional Products 779.3 2.7% 1.5% 1,531.8 1.4% 0.6%

Consumer Products 2,802.2 6.1% 4.7% 5,723.0 6.3% 5.1%

L'Oréal Luxe 1,404.7 5.5% 5.1% 2,826.8 6.4% 6.6%

Active Cosmetics 409.5 8.6% 7.2% 907.1 7.8% 6.6%

Cosmetics total 5,395.7 5.6% 4.5% 10,988.7 5.7% 4.9%

BY GEOGRAPHIC ZONE

Western Europe 1,908.5 1.7% 1.3% 3,899.0 1.7% 1.6%

North America 1,371.7 4.5% 4.9% 2,743.2 5.4% 6.7%

New Markets, of which: 2,115.4 10.3% 7.3% 4,346.6 9.9% 7.0%

Asia, Pacific 1,051.8 8.2% 4.5% 2,240.2 8.0% 5.1%

Latin America 507.7 15.2% 13.2% 966.3 13.5% 9.6%

Eastern Europe 355.4 7.5% 5.1% 745.1 8.4% 6.7%

Africa, Middle East 200.6 15.1% 12.8% 394.9 15.1% 12.3%

Cosmetics total 5,395.7 5.6% 4.5% 10,988.7 5.7% 4.9%

The Body Shop 186.9 -0.8% -3.4% 368.8 0.5% -1.4%

Dermatology(1) 223.9 0.8% 4.2% 380.6 0.3% 3.3%

Group total 5,806.5 5.2% 4.2% 11,738.1 5.4% 4.7%

Shampoo Market and Its Growth in India

The hair care market in India is valued at $200 million. It contributes 8% in the totalFMCG sector and has registered a growth of 3.8% over the previous year. The hair caremarket can be segmented into hair oils, shampoos, hair colorants and conditioners, and hairgels. The size of shampoo market is 2700 Crores of rupees with urban areas accounting for80% of shampoo sold and rural areas accounting for 20% of shampoo sold in country. Themarket is expected to increase due to increased marketing by players, lower duties andavailability of shampoos in affordable sachets. Sachet makes up to 70% and anti-dandruffshampoo up to 20%of the total shampoo sale. This is primarily a middle class product becausemore than 50% of the population uses toilet soaps to wash hair. The penetration level is only30% in metros. The major players are HUL and Procter and Gamble. Brand loyalties inshampoo are not very strong. Consumers frequently look for a change, particularly infragrance. Major expectations from the product are improvement in texture and manageability,giving softness and bounce to hair, curing and avoiding damage to the hair. Southernmarket is predominantly a sachet market, accounting for 70 % of sachet volumes. InContrast, shampoo bottles are more popular in the Northern markets. About 50 % of theshampoo bottles are sold in the Northern region alone. The shampoo industry has lot ofscope to be penetrated with all India penetration level at 51% with urban penetration at62% and rural penetration at 46% till now.

Market Share of Shampoo Companies in India

The top three companies in shampoo market are Hindustan Unilever Ltd., Procterand Gamble and Dabur. From the pie chart, it is seen that Hindustan Unilever Ltd. isdominating the market with 46% of market share followed by Procter and Gamble andDabur with 24% and 11% of market share. The other major players in the market areIndian Tobacco company, L’oreal and CavinKare with 6%, 3% and 2% of market share.

Top Shampoo Brands in India

The major selling brands are Sunsilk and Clinic Plus which are dominating themarket with 22% and 20% of market share of shampoo segment followed by Pantene andHead and Shoulders with 16% and 13% respectively. Dabur is dominating the herbalshampoos with 8% of the total market share of shampoo segment.

SWOT Analysis of Shampoo Market in India

Strengths: The major strengths of shampoo market includes low operational costs,presence of established distribution networks in both urban and rural areas, presence ofwell known brands in FMCG sector, increase in income level of customers.

Weaknesses: Weaknesses of shampoo market includes lower scope of investing intechnology and achieving economies of scale, especially in small sectors, low exportslevels, lack of education in rural market and so many products are already available in themarket.

Opportunities: Major opportunities of shampoo market includes untapped rural market,rising income levels of customers, large domestic market all over the country, a populationof over one billion, export potential of companies and high investment of customers onconsumer goods.

Threats: Threats of shampoo market includes removal of import restrictions resulting inreplacing of domestic brands, slowdown in rural demand, new entrants of well knowninternational brands and spurious goods and illegal foreign imports of different shampoobrands.

BCG Matrix of Shampoo Brands In IndiaThe portfolio of shampoo business in India is shown by the Boston Consulting Group

(BCG) matrix in the above diagram on the basis of their relative market share and industrygrowth rate. The vertical axis denotes the rate of growth of sales from low to high as we moveupwards for shampoo industry in India whereas the horizontal axis represents the relativemarket share from high to low as we move from left to right. The four cells of BCG matrixhave been termed as Stars, Cash cows, Dogs and Question marks or Problem children.

Stars:In shampoo segment of India it includes Sunsilk, Panteen, Head and Shoulders, Clinic Plusand Garnier Fructies which are high growth, high market share businesses. It means all thesemarket players are in the growth phase of the product life cycle. All of them are following anexpansion strategy to establish a strong competitive position with regard to a star business.

Cash cows:Clinic all clear, Ayur and Chik are placed in this cell of BCG matrix as these market playersare generating large amounts of cash but their rate of growth is slow. All these marketplayers fall in the maturity stage of product life cycle in shampoo segment.

Question marks:This cell includes Dove, Vivel and Vatika which are of high industry growth but low marketshare businesses in shampoo segment of India. These market players are in the introductionstage of product life cycle. These market players may become ‘stars’ if enough investment ismade or they may become ‘dogs’ if ignored.

Dogs:The market players like Lux and Lifebuoy are placed in this cell of BCG matrix of shampoosegment in India. Both of these players are in the decline stage of product life cycle and aretrenchment strategy is generally suggested in this stage of product life cycle.

ANALYSISFrom the Questionnaire method we have collected some responses and it has beenanalysed. The results of Analysis are shown in the Charts below:

From the above chart it is clear that females are more interested in buying FMCGShampoos/Soaps.

The above chart shows that people between 30 - 45 age are more interested to spend onShampoos/soap.

From the above chart we can identify that people prefer anti-dandruff owing to thepollution that is affecting their hair’s smooth and shineness.

Shocked to see that local brands are becoming more popular amongst the people.

It’s unlikely that with the prices up, people are still ready to spend 100 - 200 bucks ontheir beauty.

The consumers of shampoo are very sensitive and he is very much aware of the products.

Awareness about the product regarding the ingredients is very high in the consumers.

Influence in the purchase of the shampoos mainly depends on the hair problem and assurity to

solve that problem given by the brand. Influence of doctor and family is also very high.

Attributes of a particular brand also play an important role in the purchase. Attributes like

reasonable price, fragrance, quality, & medications plays its significant role. By the analysis we

can conclude that consumers in the shampoo market are not much conscious about the price

but its quality plays important role.

The study reveals that Pantene has been tried by most of the consumer (16 %). Next comes

Sunsilk. Organics and Clinic Plus both (11 %), which have been tried by the consumers.

According to the study Pantene is the most consumed ( 20 % ) brand of shampoo. Head &

Shoulders and Clinic Plus both account to 15 % of the total shampoo consumption and

Sunsilk is less consumed than these ( 14 %). Organics forms only 5 % of the total shampoo

consumption.

The survey showed a number of reasons for consumers using more than one brand or type of

shampoos simultaneously. No single shampoo, according to the consumer, was able to fulfill all

the hair requirements. Dandruff was the most important hair problem which led the cosumer to

use more than one shampoo at a time. Some people use two or more shampoos

simultaneously, just for change.

Consumers in the age group below 20 and 20 - 29 are more innovative as compared to the

other age groups. It has been observed from the study that females shampoo their hair twice a

week, while males prefer using shampoo on alternate days. From the survey it was found that

the Medium size pack of shampoos with quantity of 100 ml to 250 ml is the most frequently

purchased pack. According to our sample 51 % of the people across different age groups and

income groups prefer this packaging.

From the table no. 6 it can be concluded that a majority (58%) of the consumers change their

shampoo occasionally. These consumers also tend to test the quality of new launches. Non

availability is another factor which to a certain extent, has prompted many consumers to use

more than one brand simultaneously. A significant figure of 57% of the consumer tend to

shift to another brand due to non - availability of their brands.

From table no. 10 that amongst the factors which influence the choice of a brand of

shampoo(s), Hair problems is the most important one. People select shampoo(s) with

reference to their hair problems. Hair type also plays a very important role. While selecting a

shampoo consumers take care to select the shampoo according to their hair type. The role

which Advertisements play can not be neglected. According to study it is found that even

advertisements influence the consumers a great deal in selecting a shampoo. At times

someone’s reference also helps in selecting a brand. Hair type or hair problems are found to be

more significant as compared to the fragrance, packaging and price of a shampoo.

The consumers of Head & shoulders are the most satisfied with all the attributes of the

shampoo and the range falls in the interval of 2.5 - 3 on the scale of 1-3.

Next on the list are Organics and Clinic Plus. But these two shampoos need to improve upon

the anti -dandruff and hair repairing qualities which the consumer finds is lacking to a certain

extent.

Sunsilk to a large extent fails to satisfy hair nourishment, anti dandurff and hair repair needs of

the consumer. The satisfaction level lies in the range from 1-1.5.

Clinic All Clear provides high satisfaction to the consumer as far as anti dandruff quality of the

shampoo is concerned. But it lacks all other attributes such as hair nourishment, hair repair,

conditioning, removing hair problems etc. The satisfaction is very low on the scale. Ayur

needs to improve upon all its attributes as the satisfaction level for all of them lies in the

range of 1 - 2.

The relatively new concept of using the seal of a Clinical Laboratory on a shampoo bottle does

not much influence the purchase decisions of the consumer. 60 % of the consumers remain

unaffected by the use of the seal.

Advertisements play a significant role in the purchase decision of the consumers. 33% of

consumers are influenced by the advertisements of shampoos they use. The message in the

advertisements is paid more attention to, than the role models shown in the advertisements.

The survey reveals that the Organics user with his Impressive personality and Friendly

behavior provides Good company. He is Outgoing and is Similar to most people. He is

indifferent to advertisements and Independently makes the major decisions of his life.

The user of Head & Shoulders has an Outgoing personality and can impress people easily. He

is meticulous in nature although he independently takes decisions.

He is similar to most people and due to his friendly nature, provides Good company.

The consumer of Sunsilk is totally independent in making major decisions. He seldom seeks

advice from others and is indifferent to advertisements. Although he is meticulous but lacks

innovation. His similarity to most people, outgoing and friendly nature, provide good company

and accord him an impressive personality.

The Pantene consumer is very friendly, gives good company and has an impressive

personality. He is meticulous and similar to most people although he is outgoing he is not

much of an innovator. He independently takes decisions and never seeks any advice from

others.

The user of Clinic Plus is quite innovative while he also does his jobs meticulously. He seldom

seeks advice and is indifferent to advertisements as he is independent in taking major

decisions in his life. His similarity to most people, his impressive personality and friendly

nature always provide good company.

CONCLUSIONIn India the market share of hair care segment contributes a considerable amount

i.e. 9% of FMCG sector which is continuously increasing from 6230.8 crores of rupeesto 8417.79 crores of rupees in the commercial years of 2008-09 to 2010-11. Theshampoo market is dominated by Hindustan Unilever Ltd. with a market share of 46%followed by Procter and Gamble with 24%. The top shampoo brands Sunsilk, Clinic Plus,Pantene and Head & Shoulders which are placed in the ‘Stars’ cell of BCG matrix ofshampoo brands of India.

Conclusion of survey revels that the consumer behaviors depend on the following reasons:

Product quality,

Family influence,

Doctor’s prescription,

Advertisement, Hair problem, Price of the product, and self.

REFERENCES http://en.wikipedia.org/wiki L'Oréal Finance : Financial News Releases , www.loreal-finance.com http://www.pg.com/en_US/downloads/investors/annual_reports/2013/2013_

AnnualReport.pdf http://public.adequatesystems.com/pub/attachment/233954/035213389162

31161364972452625-fr.pwc.com/PwC%20-%20Etude%20Asia%20outlook%20030413%20basse%20def.pdf?id=882391

NOTE

SAMPLE QUESSTIONNAIRE FOR PROJECT - 2( SHAMPOO/SOAP) IS ATTACHED FOR YOUR KINDPERUSAL.

Yours truely,TEAM MEMBERS.