SIP MMS B 113

Summer Internship Project

Hindustan Pencils Pvt. Ltd.
Study on consumer expectations & perceptions towards assorted packs/Combi Packs
Project Mentor – Mr. Karthik K
(Key Accounts Manager, HPPL)
Immediate Head – Ateesh Sahu
(Regional Manager, Pune)

Project Guide – Prof. Vatsala Bose

..

Natraj Kit
Rs 56
Save Rs. 6

Internship Timeline
 16th April 2014 - Product knowledge training at Bhivandi.
 17th April 2014 –
 Training about our work and how to go about it.
 Along with a brief explanation about Modern Trade.
 21st April to 29th April –
 Promotion of Apsara Scholar’s Kit (Rs 109)
 Location – Dmart Kalyani Nagar
 2nd May to 10th June –
 Promotion of newly launched Apsara Absolute (Priced at Rs 70)
 Location – Amanora Big Bazaar
 11th June to Now –
 Promoting sales of Apsara Scholar’s Kit.
 Location – Dmart Kalyani Nagar

Daily Routine and Reporting
 Check-in
 Count stock available


If less, check inventory and replenish stock

 Check for any shrinkage
 Arrange Facing

 Promote sales of the product
 After checking out – Report daily to Regional Manager on

Whatsapp

Customer Interaction
 Reasons for choosing Apsara Absolute
 50% more lead than the next best alternative

 Extra dark with less effort
 Stronger lead hence tough to break
 Better quality wood

 Easier to sharp
 Chances of chipping of wood is nil
 Reasons for not preferring Apsara Absolute

 Expensive (Rs. 20 more than next best alternative)
 Children preferred Platinum or Natraj 621
 Just want the basic product

 Children tend to throw/waste pencils
 Big Bazaar offered 15% discount on Camlin Products.

Customer Interaction
 Reasons for choosing Apsara Scholar’s kit
 VFM at 109
 Dmart offered a Rs 10 off
 Assortment = consumer need
 Reasons for not preferring Apsara Scholar’s Kit
 School already provides
 Camlin kit – cheaper, more offerings & offers
 Vacation period
 More things than required
 Too much stock

Observations and Learning
About HPPL (Sales