Winter Internship Report DV Ya

DECLARATION
I, Divya Venugopal, hereby declare that this project entitled “Organization

Study on ITC Ltd” is a bona fide record of the project work done by me at
“ITC Ltd”. The report is submitted to Rajagiri Business School by me in the
partial fulfilment of the requirement of Post Graduate Diploma in
Management.
All the information in this document has been obtained to use only for my
academic purpose and is presented in accordance with academic rules and
conduct under the guidance of Dr. Chandan Parsad, Rajagiri Business School.
I further declare that any part of this project has not been submitted elsewhere
for award of any degree.
Place: Kakkanad
DIVYA VENUGOPAL
Date:
ACKNOWLEDGEMENT
If words are considered as symbol and token of acknowledgement, then let the
following words play the heralding role of expressing my gratitude.
I express my sincere gratitude to Dr. Joseph .I. Injody , Executive Director, and Dr.
Binoy Joseph, Principal, Rajagiri College of Social Sciences, (Autonomous),
Kakkanad for showing their overwhelming support and interest shown in the work.
I hereby solemnly submit my humble thanks to Dr. Chandan Parsad, Faculty,

Rajagiri Business School for the guidance, valuable and timely suggestions
throughout the completion of the project work.
I am grateful to placement cell for providing me an opportunity to do my summer

project at ITC Ltd, Kochi.
My special thanks to all my colleagues who co-operated with me for the Project. I
extend my sincere thanks to my family members and friends who gave me
encouragement throughout the tenure of my project.
Above all, I thank God Almighty for his immense love and grace which enabled me
to complete this project.
Winter Internship Report: ITC Ltd
CONTENTS
TITLE PAGE NUMBER

EXECUTIVE SUMMARY 5
CHAPTER 1: ORGANIZATIONAL STUDY
1. INTRODUCTION 7
2. PRODUCTS AND SERVICES 8
3. VISION & MISSION OF ITC 9
4. ITC’S FINANCIAL STATEMENTS 10
5. PROFIT/LOSS FOR ITC 20
6. SHAREHOLDING PATTERN OF ITC 21
7. ITC’S ORGANIZATIONAL STRUCTURE 22
8. DEPARTMENTS OF ITC 27
9. PRODUCTION PROCESS/SERVICE OF ITC 30
10. TAGLINE OF ITC 32
11. USP OF ITC 32
12. SWOT ANALYSIS 33
13. FUTURE PLANS & STRATEGIES 36
14. OBSERVATIONS 37
CHAPTER 2 : PROBLEM CENTRIC STUDY

1. TITLE OF THE PROJECT 40
3
2. ELABORATION OF THE PROBLEM 40
3. RELEVANCE OF THE STUDY 41
4. OBJECTIVE OF THE STUDY 41
5. LIMITATION OF THE STUDY 42
6. METHADOLOGY 42
7. PRESENTATION & ANALYSIS 45
8. INTERPRETATION & CONCLUSION 64
9. SUGGESTIONS/RECOMMENDTIONS 66
CHAPTER 3 : ROUTINE WORK

1. ROUTINE WORK FLOW 67
BIBLIOGRAPHY 70
4
EXECUTIVE SUMMARY
This internship report is based on 2 months internship that I had successfully completed
at ITC Ltd, Kochi, Kerala. The domain provided was Marketing. The duration of this
internship was from 10th January, 2019 to 13th March, 2019. This internship gave me
idea on how promotions and analysis can be done on the basis of sales.
ITC Ltd. is a multinational conglomerate that has a diversified presence in FMCG,

Hotels, Paperboards and Packaging, Agri Business and Information Technology. It is
one of India’s foremost private sector companies.
This report covers the overall study regarding the organizational study of ITC Ltd. It
also consists of a problem centric study that deals with analysis of discounts, offers and
product visibility on sales. An eight week winter project was undertaken in this
organization as a part of the academic program and this report has been compiled in
accordance with the study.
5
Chapter 1
Profile Study of the
Organization
6
1. Introduction
ITC Limited (Indian Tobacco Company) is one of the foremost private sector company
in India. It is a conglomerate. It is one of the leading Fast Moving Consumer Goods
companies in India.
ITC was inaugurated in 1910 in Calcutta, India as “Imperial Tobacco Company of India
Ltd”. As the name suggests, its focus was mainly in producing cigarettes. Through the
first six decades of the company’s existence, it was primarily devoted to the growth and
consolidation of cigarettes and leaf tobacco business.
In 1970, the company was later renamed to “Indian Tobacco Company Limited” and in
2001 it was later renamed to be just “ITC Limited”. ITC has diversified its business into
Fast Moving Consumer Goods (which includes Food, Personal Care, Cigarettes and
Cigars, Apparel, Education and Stationary Products, Incense Sticks and Safety
Matches), Hotels, Paperboards & Specialty Papers, Packaging, Agri-Business and
Information Technology.
Today, ITC is been chaired by Y.C. Deveshwar. It is headquartered at the Virginia

House, Kolkata. It was only in 1996 under the chairmanship of Y.C Deveshwar, he was
able to recraft the corporate governance structure to support effective management of
multiple business. Today ITC has a total asset of Rs.52,873.43 crore with a net income
of Rs.11,890.78 crore. Also it employs over 30,000 people and has locations across 60
places in India and is a part of Forbes 2000 list.
7
2. Products and its Brands
ITC sells various products and has various brands under them. They are:
I. Cigarettes
ITC Ltd sells 81% of the cigarettes in India. ITC’s major cigarette brands include
Wills Navy Cut, Gold Flake Kings, Gold Flake Premium lights, Gold Flake
Super Star, Insignia, India Kings, Classic (Verve, Menthol, Menthol Rush,
Regular, Citric Twist, Ice Burst, Mild & Ultra Mild), 555, Silk Cut,
Scissors, Capstan, Berkeley, Bristol, Lucky Strike, Players, Flake and Duke &
Royal.
II. Other Business
Foods: ITC's major food brands include Kitchens of India; Aashirvaad, B natural,
Sunfeast, Candyman, Bingo! and Yippee!. ITC is India's largest seller of branded
foods with of over Rs. 4,600 crore in 2012-13. It is present across 6 categories in
the food business including, snack foods, ready-to-eat meals, fruit juices, dairy
products and confectionery.
Personal care products include perfumes, hair care and skincare categories. Major
brands are Fiama Di Wills, Vivel, Essenza Di Wills, Superia and Engage.
Stationery: Brands include Classmate, PaperKraft and Colour Crew. Launched in

2003, Classmate went on to become India's largest notebook brand in 2007.
Safety Matches and Agarbattis: Ship, iKno and Aim brands of safety matches and
the Mangaldeep brand of agarbattis (Incense Sticks).
8
Hotels: ITC's Hotels division (under brands including Welcome Hotel) is India's
second-largest hotel chain with over 90 hotels throughout India. ITC is also the
exclusive franchisee in India of two brands owned by Sheraton International Inc.
Brands in the hospitality sector owned and operated by its subsidiaries include
Fortune Park Hotels and Welcome Heritage Hotels.
Paperboard: Products such as specialty paper, graphic and other paper are sold
under the ITC brand by the ITC Paperboards and Specialty Papers Division like
Classmate product of ITC well known for their quality.
Packaging and Printing: ITC's Packaging and Printing division operates

manufacturing facilities at Haridwar and Chennai and services domestic and
export markets.
Information Technology: ITC operates through its fully owned subsidiary ITC
InfoTech India Limited.
3. Vision and Mission of ITC
ITC’s vision states that “To sustain ITC’s position as one of India’s most valuable
corporations through world class performance, creating growing value for the Indian
economy and the company’s stakeholders”.
So basically ITC wants to uphold its position in India as one of the most valuable
corporations and it wants to retain its position by proving world class performance and
good customer value. It wants not only the customers to be happy about its products but
they would also like to keep their stakeholder’s happy by providing quality products to
customers. They want to do this so that they continue to serve the customers and earn
enough profits to make their stakeholder’s happy and they would invest more for
promotion and bringing in new products.
9
ITC mission states that “To enhance the wealth generating capability of the enterprise
in a globalising environment, delivering superior and sustainable stakeholder value.”
ITC’s mission focusses on generating enough wealth by providing quality products to

its customers and also being able to enter into global business and is able to hence
provide a good and sustainable stakeholder value. It generally wants to focus on its
stakeholder’s as they form the platform for upholding the business and this will enable
them to invest more and venture into new business.
ITC’s core values is aimed at focussing on developing a customer-focused, high

performance organization that creates value for its stakeholders. It basically wants to
create trusteeship with the stakeholders so that they invest more into their business and
they could expand, it wants to focus on customer’s every growing and changing needs,
it wants respect people at all levels whether they are customers or employees of ITC,
they want to strive to be excellent in whatever they perform and also innovate new
products and services for the benefit of the people.
4. ITC’s Financial Statements
As per the Economic times dated on 15th November, 2018, ITC is trying to expand its
portfolio in its food division for the achieving the company’s stated vision of earning 1
lakh crore turnover from its FMCG. It strives to achieve this goal by the year 2030. It is
trying to move into new categories as well due to this reason. The food category which
is the most fast moving consumer good, is expected to contribute nearly 60-65 percent
of the turnover by 2030. For the year 2018, the revenue generated from the ITC’s food
business was below 9000 crore although consumer had spent around 12,000 crore. This
difference is mainly due to the discounts and the offers the ITC products provide. ITC
plans to invest into dairy products by entering into paneer and milkshake segments.
Yippee noodles which is a hit among lots of people is a 1000 crore brand which was
launched just 7 years ago and it contributes 22 percent of the profit to the company.
10
The following table shows the balance sheet of ITC for the last 5 years which will
provide an insight into how the business had been performing for the last 5 years.
Rs. In Crores
Mar’18 Mar’17 Mar’16 Mar’15 Mar’14

12 12 12 12 12
months months months months months
EQUITIES & LIABILITIES
SHAREHOLDER’S FUNDS
Equity Share Capital 1220.43 1214.74 804.72 801.55 795.32
Total Share Capital 1220.43 1214.74 804.72 801.55 795.32
Reserves and Surplus 50179.64 44126.22 32071.87 29881.73 25414.29
Total Reserves and 50179.64 44126.22 32124.28 29934.14 25466.70
Surplus
Total Shareholder’s 51400.07 45340.96 32929.00 30735.69 26262.02
Funds
NON-CURRENT LIABILITIES
Long Term 11.13 17.99 25.83 38.69 51.00
Borrowings
Deferred Tax 1917.94 1871.70 1848.42 1631.60 1296.96
Liabilities (Net)
Other Long Term 73.66 23.86 15.13 7.05 5.09
Liabilities
Long Term 121.91 131.37 112.19 100.72 110.00
Provisions
Total Non-Current 2124.64 2044.92 2001.57 1778.06 1463.05
Liabilities
CURRENT LIABILITIES
11
Short Term 0.00 0.01 3.60 0.02 0.14

Borrowings
Trade Payables 3382.28 2551.22 2265.59 1904.62 1987.59
Other Current 5435.08 4237.01 4000.08 3671.18 3631.88
Liabilities
Short Term Provision 39.24 41.83 8318.59 6106.09 5884.71
Total Current 8856.60 6830.07 14587.86 11681.91 11504.32
Liabilities
Total Capital and 62381.31 54215.95 49518.43 44195.66 39229.39
Liabilities
ASSETS
NON-CURRENT ASSETS
Tangible Assets 15120.00 14469.32 13816.77 13777.14 11948.69
Intangible Assets 445.99 410.92 387.76 401.35 64.05
Capital Work-In- 5016.85 3491.33 2470.08 2085.49 2272.94
Progress
Intangible Assets 8.73 45.69 30.75 28.65 22.79
Under Development
Fixed Assets 20591.57 18417.26 16705.36 16292.63 14308.47
Non-Current 13493.77 8485.51 6392.90 2441.64 2512.17
Investments
Long Term Loan and 7.40 5.84 2285.43 1506.36 1480.02
Advances
Other Non-Current 3785.57 2769.95 0.00 0.00 0.00
Assets
Total Non-Current 37878.51 29678.56 25383.69 20240.63 18300.66
Assets
CURRENT ASSETS
12
Current Investments 9903.45 10099.78 6461.34 5963.82 6311.26

Inventories 7237.15 7863.99 8519.82 7836.76 7359.54
Trade Receivables 2357.01 2207.50 1686.35 1722.40 2165.36
Cash and Cash 2594.88 2747.27 6563.95 7588.61 3289.37
Equivalents
Short Term Loans 4.15 3.37 501/84 549.89 783.51
and Advances
Other Current Assets 2406.36 1615.48 401.44 293.55 1019.69
Total Current 24503.00 24537.39 24134.74 23955.03 20928.73
Assets
Total Assets 62381.31 54215.95 49518.43 44195.66 39229.33
OTHER ADDITIONAL INFORMATION
CONTINGENT LIABILITIES, COMMITMENTS
Contingent 2257.52 2237.36 2648.78 2017.06 1916.00
Liabilities
CIF VALUE OF IMPORTS
Raw Materials 1506.00 0.00 1247.18 1429.00 1102.25
Stores, spares and 0.00 0.00 61.55 68.92 82.35
Loose Tools
Trade/Other Goods 0.00 0.00 15.36 61.63 32.08
Capital Goods 532.00 0.00 211.25 292.56 729.69
EXPENDITURE IN FOREIGN EXCHANGE
Expenditure in 0.00 0.00 136.35 116.64 126.98
Foreign Currency
EARNINGS IN FOREIGN EXCHANGE
FOB Value of Goods 3480.00 - 3057.85 4253.18 3743.69
Other Earnings - - 585.89 842.81 546.69
BONUS DETAILS
13
Bonus Equity Share 1113.14 1113.14 710.47 710.47 710.47

Capital
NON-CURRENT INVESTMENTS
Non-Current 11096.58 6344.59 3253.11 1045.15 732.55
Investments Quoted
Market Value
Non-Current 2432.64 2191.52 3596.03 1862.47 1933.00
Investments
Unquoted Book
Value
CURRENT INVESTMENTS
Quoted Market
Value
Unquoted Book
Value
By looking at the assets, we see that the assets both current and non-current has been
increasing for the past 5 years. While the total capital and liabilities is also increasing
for the last 5 years.
The working capital for the past 5 years are as:
Year 2018 =24503.00 – 8856.60 = 15646.40
Year 2017 =24537.39 – 6830.07 = 17707.32
Year 2016 =24134.74 – 14587.86 = 9546.88
14
Year 2015 =23955.03 – 11681.91 = 12273.12
Year 2014 =20928.73 – 11504.32 = 9424.41
We can see that the working capital has been fluctuating over the past 5 years. Basically,
working capital helps us to analyze the amount of liquid cash an organization has to pay
off any short term debts. It is always better to have a higher working capital. We see
that the highest working capital present was for the year 2017 and the lowest for 2016.
We see that the company in a year tried to improve their working capital. Also, this
working capital is a part of operational capital as well.
4.1. Liquidity Ratios
Current Ratios
Current Ratio = Current Assets/Current Liabilities
Year Current Ratio

Mar 2018 2.767
Mar 2017 3.592
Mar 2016 1.654
Mar 2015 2.050
Mar 2014 1.819
The current ratio is seen the highest for the year 2017 and the lowest for the year 2016.
From 204 to 2015, there has been quite a good increase in the current ratio. The current
ratio is important for a company because it determines whether the company has enough
resources to meet the short term obligations. Here, it is seen that the ratio is above 1 for
all the years so, the current ratio is quite good for the ITC Company for all the 5 years.
Quick Ratio
15
Quick Ratio = Cash + Short Term Investments +Accounts Receivable (net)

Current Liabilities
Year Quick Ratio

Mar 2018 1.95
Mar 2017 2.44
Mar 2016 1.07
Mar 2015 1.38
Mar 2014 1.18
Again we see that the quick ratio has been the highest for the year 2017 and the lowest
for 2016. This all shows that the liquidities of all the ITC Ltd has been very good for all
5 years as the ratio is above 1. Had it been below 1, then it meant that the company is
heavily relying on its inventories or other assets to pay off its debts.
Inventory Turnover
Inventory Turnover = Cost of goods sold

Average Inventory
Year Inventory Turnover

Mar 2018 5.61
Mar 2017 5.10
Mar 2016 4.32
Mar 2015 4.66
Mar 2014 4.52
From the above table, it is seen that the inventory turnover has been increasing over the
span of 5 years. A high ratio means strong sales or large discounts been provided. It can
also been seen that with each passing year, ITC products have been sold in the market
16
various offers and discounts. Here, it also noted that the ratio is very good for all the 5
years.
4.2. Profitability Ratios
Profit Margin
Profit Margin = Net Income

Net Sales
Year Profit Margin (%)

Mar 2018 27.62
Mar 2017 25.44
Mar 2016 26.72
Mar 2015 26.31
Mar 2014 26.43
The profit margin can be seen increasing over the period of 5 years with a slight
fluctuation in the year 2017. The profit margin helps us to understand how well the
company is managing its expenses in relative to its sales. A company always strives to
keep the profit margin higher. A higher profit margin can be achieved if it keeps the
revenues higher and the expenses constant or the revenues constant and the expenses
lower.
Asset Turnover
Asset Turnover = Net Sales

Average of Total Assets
Year Asset Turnover (%)

Mar 2018 65.12
17
Mar 2017 73.94

Mar 2016 74.39
Mar 2015 82.60
Mar 2014 84.72
It is seen that the asset turnover is decreasing as the years are moving ahead for ITC
Ltd. The asset turnover can be used to explain how well the assets of the company is
been utilized to generate the revenue for the company. If the asset turnover is lower,
then it means that the assets are not been utilized properly and this would mean a
significant loss as revenue generated will be less. The highest asset turnover was
recorded for the year 2014 and the lowest for the year 2018.
Return on Assets
Return on Assets = Net Income

Average of Total Assets
Year Return on Assets (%)

Mar 2018 17.99
Mar 2017 18.81
Mar 2016 19.88
Mar 2015 21.73
Mar 2014 22.39
The return on assets helps us to analyze how efficiently the company is utilizing its
money used to purchase assets for obtaining profits or generating income from the
purchased assets. Here it is seen that the highest percentage was obtained in 2014 and
the value decreases over the period of 5 years and it’s the lowest in 2018. The company
18
should strive to invest more in assets which can generate a huge income, which will add
to the profit of the company.
Earnings per share
Earnings per Share (EPS) = Net Income – Preferred Dividends

Weighted average common shares outstanding
Year Earnings per share

(%)
Mar 2018 9.20
Mar 2017 8.40
Mar 2016 8.16
Mar 2015 7.99
Mar 2014 7.36
The earnings per share can been seen increasing over the period of 5 years with the
highest percentage seen for the year 2018 to the lowest in 2014. It can be understood
with each year the value of the stocks are increasing and with each passing year more
investors are ready to invest into ITC stocks.
19
5. Profit/Loss for ITC
Rs. In Crores
March March March March March

2018 2017 2016 2015 2014
12 months 12 months 12 months 12 months 12 months
INCOME
Sales 44329.77 55448.46 51944.57 50389.01 47068.66
Turnover
Excise Duty 3702.33 15359.78 15107.18 13881.61 13830.06
Net Sales 40627.54 40088.68 3837.39 36507.40 33238.60
Total 40627.54 40088.68 36837.39 36507.40 33238.60
Income
Total 25086.56 25510.64 22599.16 23033.85 20783.76
Expenditure
Operating 15540.98 14578.04 14238.23 13473.55 12454.84
Profit/Loss
It can be seen that the ITC Ltd is having a profit increment with each successive year.
That is the profit for the year 2018 has been 15540.98 crores in comparison to the year
2014 which was 12454.84 crores. So we can understand that ITC is a institution with a
fairly good and increasing profit over the year.
20
6. Shareholding Pattern of ITC
Holder’s Name No of Shares % Share Holding

Foreign Institution 2085048797 17.03%
Others 4308456425 35.18%
Financial institution 3641074096 29.73%
General Public 1175479479 9.6%
NBanks Mutual Funds 1016135112 8.3%
GDR 20722192 0.17%
We can see that the “others” are the highest shareholding people of ITC with the highest
number of shares followed by the Financial Institution. The following pie chart will
provide a better idea:
% Share Holding
Foreign Institution Others Financial institution General Public NBanks Mutual Funds GDR
21
Fig: Shareholding Pattern of ITC
So, we can understand by looking at all the ratios and analyzing the balance sheet of
ITC for the period of last 5 years that the company has been performing really very well
and has been able to increase their profit and is striving to reach their vision in the next
few years. All the years has been comparatively better ad with each successive years,
they have been performing better with quite a good operating profit.
7. ITC’s Organizational Structure
ITC’s organizational structure has 3 main strata’s or governance. They are:
1. Strategic supervision by the Board of Directors.

2. Strategic Management by the Corporate Management Committee headed by the
Chief Executive Officer (CEO) of the company.
3. Executive management by the Divisional/SBU/Vertical/Shared Services Chief
Executive / Chief Operating Officer - Business Vertical assisted by the Divisional
/ SBU / Vertical / Shared Services Management Committee.
22
BOARD OF DIRECTORS
AUDIT COMMITTEE COMPENSATION NOMINATIONS INVESTOR SERVICES

COMMITTEE COMMITTEE COMMITTEE
CORPORATE MANAGEMENT
COMMITTEE
Division/Strategic Business Unit (SBU) Corporate Functions each headed by a HOD.

Management Committee each headed by a
Corporate Functions Include: Planning and
Divisional/SBU Chief Executive.
Treasury, Accounting, Legal, Secretarial,
Businesses Include: FMCG, Hotels, EHS, Human Resources, Corporate
Paperboards, Specialty Papers & Packaging, Communications, Corporate Affairs, Internal
Agri Business and Information Technology Audit and Research & Development
So, we can understand that they have 3 tier management matrix.
 So at the top are the Chairman and the Board of Directors, who are responsible
for the strategic supervision of ITC. Here they are responsible for wholly owned
subsidiaries and their wholly owned subsidiaries. The ITC Board consists of both
Executive and Non-Executive Directors. The board ensures that the company is
strictly following its vision, mission and goals relating to the shareholder’s value
and growth. They help in setting up goals that can be achievable and for the profit
of the company. There are 4 board committees. They are:
i) Audit Committee
ii) Nominations Committee
iii) Compensation Committee
iv) Investor Services Committee
23
 At the second level is the Corporate Management Committee. They are

responsible for the strategic management of the company’s business which is
approved by the Board. It comprises of the Executive Directors and three or four
senior members of the management.
 The third level consists of the divisional CEO’s of each business who is assisted
by their own divisional committee. Corporate Functions of the Executive
Management Team includes Planning and Treasury, Accounting, Legal,
Secretarial, Human Resources, Communications, Internal Audit and Information
Technology.
The three tier management ensures that:

i) They ensue that they incorporate strategic governance in their work culture
on the behalf of the shareholders. This is done to ensure that even though
the Board is actually free from involvement in the task of strategic
management of the company, yet they ensure that the strategic
management is something that is achievable by the company and hence is
sharpening and ensuring accountability of the management.
ii) With small mundane tasks being allocated to the smaller executive
management, the higher management is able to focus on bigger problems
and tasks and that needs immediate response.
iii) The executive management of each individual business are free from
handling the strategic operation of ITC, so that they can devote their time
and energy in improving and growing their individual units.
iv) As per ITC, the Corporate Governance is defined as a systematic process
by which companies are directed and controlled to increase the wealth
generating capacity. A company invest a vast amount of resources, so that
they can generate wealth in the future. ITC believes in the policy that they
should utilize the wealth optimally so that it can be of benefit to the
24
shareholders in terms of the profits as well as for the society they should
be able to utilize their products. This can be understood by their
contribution to “Triple Bottom Line”, which is for the development of the
nation’s economic, ecological and social resources.
v) ITC believes providing enough power to Executive Management. The
Corporate Management ensures that the powers being bestowed on the
Executive Management are utilized in the correct possible way and not
misusing them. They ensure that they are working in a very responsible
manner to meet the shareholder and societal expectations. The core
strengths of ITC’s governance philosophy are trusteeship, transparency,
empowerment and accountability, control and ethical corporate
citizenship. It ensures that the work culture is maintained in the company.
vi) ITC has a high complexity because of the horizontal differentiation within
the organization. This is because of the number of specializations and
departmentalization’s.
vii) There is an ITC’s Code of Conduct which is adopted by the Board of
Directors. This code of conduct is applicable to all the directors, senior
management and the employees of the company. It is derived from 3
interlinked fundamental principles which are
 Good corporate governance
 Good corporate citizenship
 Exemplary personal conduct
The code covers:
 Commitment to sustainable development

 Concern for occupational health, safety and environment
 Gender friendly workplace
 Transparency and audibility
25
 Legal compliance and

 Philosophy by leading an example.
viii) Decision making is decentralized in ITC. They believe in providing enough
power to the executive management to drive the company forward without
facing any hindrances.
ITC Ltd follows 4 main types of strategy for their organizational structure. They are:
1) The Functional Strategy – this is simplest and least expensive structure. Here,
the activities are grouped by the business functions such as Marketing,
Finance, HR, and Operations etc. it focuses more on specializations and
enables them to achieve perfection in their own area of task. Here, they allow
quick decisions but the biggest disadvantage of this strategy is that they follow
top-down approach which puts a lot of pressure on the top management to
perform really very well and take important decisions for their specialized
area.
2) The Divisional Structure – This strategy is basically to ensure that the
operations are done in various geographical locations properly. Here, the
stores may be present in different locations, so they have to ensure that the
business is successful in all different geographical location. This division can
be done on the following basis:
 Geographical Area – North Zone, East Zone, West Zone and South
Zone
 Products and Services – Corporate Finance and Consumer Finance
 Customer – Retail Segment, HNI (High Net worth Individuals), NRI
segment etc.
3) The Strategic Business Unit (SBU) Structure – in order to receive profit, a
SBU is needed. The SBU divides group into similar unique division and
26
delegates’ authority and responsibility to each of these units who directly

reports to the CEO.
4) The Matrix Structure – this is the most complex structure and is followed
rigorously by ITC. This is too complex because of the level of authority and
communication which is required. This type of structure is not generally
followed by Indian companies but very prominent in US. In this structure there
is dual budgetary, authority and control. Hence, it is very unique compared to
the other 3 structure previously mentioned. The biggest disadvantage to this
structure is that it is very complex, requires high cost and requires more
management positions. Yet, ITC is very famous for following the Matric
strategy in its corporate governance and organizational structure.
8. Departments of ITC
ITC has basically many categories s discussed above and each category works
independently of each other. Each category has a separate CEO who reports to the main
CEO of ITC.
ITC
FILTRONI ITD INFOTECH HOTEL AGRI- PAPERBORD

FILTRONI
BUSINESS
The Filtroni department basically is responsible for making the filters of the cigarettes.
The ITD department takes care of food and personal care products. The InfoTech is an
27
up growing IT segment of the ITC department like TCS and likewise. The Hotel section
looks into a number of chains of hotels owned by ITC like the WelcomGroup Hotels.
The Agri-Business is solely responsible for producing wheat and tobacco leaves. The
Paperboard department provides packaging to various brands. Here, I will be explaining
in detail about ITD department.
ITC has been divided into 4 geographical sections to make their work easier. Each
section is been headed by a Regional Sales Manager (RSM) who directly reports to a
head sitting at the National Level who is known as National Sales Manager (NSM). The
four geographical divisions are:
1. North Region
2. South Region
3. East Region
4. West Region
As we did our internship in Kochi, Kerala. So, I will be broadly classifying the
departments of the South Region mainly focusing in Kerala.
Now, the South Region is again divided into 6 parts where the offices are present. Each
place is presided by a Branch Manager (BM). The 6 min offices in the South Region
are:
1. Hyderabad
2. Bangalore
3. Karnataka
4. Coimbatore
5. Ernakulum
6. Rayalaseema
28
Now each branch manager has to look into various divisions. I had done my internship
at the Ernakulum branch, so I will be broadly classifying the same. It is the same
divisions for the other places as well. The Branch Manager looks into the following:
BRANCH MANANGER
PCP ESPB CIG MT (Modern

FBD (Food
(Personal (Education (Cigarettes) Trade)
Business
Division) Care &
Products) Stationary
Products)
The Modern Trade comprises all the divisions except for ESPB. There is only one POC
(Point of Contact) to avoid any redundancy, billing the same order again and dispatching
two same orders. Also, the Branch Manager is responsible for 3 main accounts. They
are:
1. National Accounts – they include stores like Big Bazaar, Reliance and Aditya
Birla Group retail outlets which are present all over India.
2. Regional Accounts – These includes stores like Nilgiris, Pothys and Saravanna
which are present in the entire South region.
3. Local Accounts – these include stores like SupplyCo, Triveni and Bismi which is
mainly present in Kerala.
Under each branch Manager for the 5 different categories mentioned above, there are 2
Area Manager. Only for Food Division, as it is very vast, there are 4 Area Manager. 1
Area Manager (2 for Food Division) for the North Region and 1 Area Manager (2 for
Food Division) for the South Region. The South Region in Kerala extends from
Ernakulam to Trivandrum. The North Region extends from Trissur to Kasergod.
29
Now each Area Manager has to look for many district under him. For example, an Area
Manager from the South has to look into the following 6 places. Similar division is there
for an Area Manager from the South. The 6 places that an Area Manager from South
has to look into are:
1. Ernakulam
2. Kottayam
3. Pathanamthitta
4. Aluva
5. Trivandrum
6. Allepey
Now, each of the above places are been managed by an Area Executive. So an Area
Executive will report directly to the corresponding Area Manager. An Area Executive
will be responsible for all the distributors at his place. For example in Kottayam, an
Area Executive will have to be responsible for the following distributors. They are:
1. Kottayam Town North

2. Kottayam Town South
3. Pala
4. Ettumanoor
5. Kanjirapally
Each of the distributors mentioned above has an owner under whom there will be a
manager followed by a Supervisor and finally a Salesman. So these are the broad
classification of departments. Apart from this ITC has also a different division as
mentioned below:
1. Finance – They are the Office Associates and looks into the financial planning
for the ITC products and others.
30
2. HR – It is the Associates. In each office there is only 1-2 HR. This is because
everything is handled by the Sales Team themselves.
3. Sales – They form the core of the company. They handle and decide the amounts
of units to be distributed.
4. Research and Development - This team basically identifies how to make the
products better appealing in terms of packaging as well as quality wise to the
consumers.
9. Production Process/Services of ITC
ITC usually have all the raw materials for producing their final items. They only have
to depend on few items from the outside market for their finished good. For example,
their Aashirvaad Atta that is what flour is produced in Madhya Pradesh. They have a
separate Research and Development team who looks into producing high yield seeds
and give them to the farmers as well as provide training on how to cultivate their crops.
The farmers in turn sells their output to ITC. The ITC Company buys the same at a
higher rate than compared to other market which is why farmers trust them and are able
to produce good quality crops with the help of ITC Research and Development team.
Once, the crop is obtained, they are then sent to the factories to clean and grind them
into powder which is further sent for packaging. ITC has their own paperboards, which
solely looks into the packaging and the type of picture it needs to be on the cover. There
is a factory at Trissur which sends the Atta across Kerala.
The biscuits are produced in many factories across Tamil Nadu.
From the factories, they are all sent to the Trichy Hub. From there, for Kerala it is sent
to 4 main warehouses situated in Kerala. The 3 main warehouses are located in:
1. Ernakulam
2. Calicut
31
3. Palakkad
From here, they are sent to 84 distributors across Kerala. Each warehouses is allocated
to any one distributor so that there is no redundancy and time is also saved in travelling.
From the distributors it reaches various outlets like Big Bazaar, Reliance through the
salesman.
As most of the food items coms with an expiry date, it is very necessary that the food is
available on the racks on time. Or else it wouldn’t be used by the customers and it goes
to waste. It takes about a time from the factory to the outlets, so actually a fresh food is
available on the rack just for 3 months. To do this there should be an estimation which
is required. The estimation starts at the distributors. The Area Manager along with his
subordinates decide how much of items are to be produced for a particular month so that
there are enough products on the racks as well as insufficiency is not faced by the
customers in the markets and products shouldn’t go to waste. The estimation depends
on various factory like safety stock, cyclic stock etc. The expected sales in volume is
finally decided by the Area Manager as per the requirement sent forth starting from the
distributors.
10. Tagline of ITC
The tagline of ITC is “100 Inspiring Years; 100 Years 1 mission India First”
From the tagline it can be understood that ITC has been there as a company which is
very renowned since the past 100 years and though it’s been there for 100 years, yet the
mission of the ITC is to serve India and bring India forth in all ways in terms of
economic, ecological and in service. Their priority has always been India and to serve
the people of India.
32
11. USP of ITC
The USP of ITC is “ITC is rated among the World’s Best Big Companies”
It says that ITC has a very good rating globally. It can be denoted as one of the topmost
Big Companies globally. It strives to maintain that position by delivering products and
services that are the best.
12. SWOT Analysis
Strengths
 STRONG BRANDS IN VARIOUS BUSINESSES: ITC has a very strong house

of brands and most of the products are available in all categories including
FMCG, Cigarette, Clothing, Hotels. They are leading in almost all the segments
they operate. Like in Cigarettes, the most popular brands are Gold Flakes and
Classic. Sunfeast is the leading product when it comes to biscuits. Similarly
Aashirvaad, Yippee!, Bingo, John Players are market leaders in their respective
categories.
 STRONG BRAND PRESENCE – ITC products have an excellent advertising of
its products which enables it to create a strong impact in the minds of the
customers and hence they are able to inspire people to buy their products.
 EFFECTIVE SOCIAL BUSINESS INITIATIVES – ITC had developed a triple-
bottom line strategy through which it concentrates on developing the nation’s
33
economic, social and environment capital. ITC has brought in many initiatives
like E-Choupal, Choupal Pradarshan Khet (CPK) which acts as a benefit to people
at grass root level i.e. the farmers. These helped in building their corporate image
from the traditional tobacco manufacturer. Through this it has able to set up many
CSR activities which is helping over 4 million farmers.
 ITC has a strong and an experience management which is why it is able to
transform itself from a major tobacco manufacturer to a brand that is selling today
the topmost FMCG products and also running a hotel business as well.
 INTER & INTRA-DIVISIONAL SYNERGY – ITC has successfully utilized the
strengths of its existing business to foray into newer products or categories. It has
moved from the regular tobacco manufacturing to FMCG products. From there it
is has also started venturing into hotel business as well as Packaged Food
Category.
 FINANCIAL RESERVES & RETURN – ITC has been producing good return
and is able to increase their capital. It has good sale of their products in almost all
categories and is doing profit every year.
 PRICE, VALUE & QUALITY – ITC has been producing good quality of
products due to which it is able to create a good impact of its products in the
minds of the consumer. Also they selling their products at lower costs so that all
people from every income level is able to afford the same.
 EXCELLENT DEVELOPMENT & RESEARCH FACILITIES - ITC has
excellent development and research facilities to produce good quality of products
and help farmers also produce better yield of wheat and other products.
Weakness
 HIGH PROPORTION OF REVENUE FROM TOBACCO PRODUCTS – ITC

has been continuously making efforts to divert the FMCG products from over the
34
dependence on tobacco products and has been successfully doing up to an extent.

But tobacco products remain to be the major source of revenue contributing more
than 60% of the total revenue from its FMCG products.
 ASSOCIATION WITH TOBACCO PRODUCTS AFFECTS ITS IMAGE – ITC
has been doing a lot to change its corporate image but the fact that it’s mainly a
tobacco producer is impacting its image.
 AN INCREASE IN TAX ON TOBACCO AFFECTS ITS REVENUE – Due to
increase in taxation on tobacco products, prices and revenues get affected.
 CONTINUITY, SUPPLY CHAIN – The supply chain is not continuous as the
distributors are not providing or replenishing the products on time when the
products go out of stock. There is dearth of product in many outlets.
 The Hotel Industry has not been able to create a huge impact like the other
products.
Opportunities
 STRATEGIC ACQUISITIONS – ITC should continue making the strategic

acquisitions like they have done in the past by acquiring Savlon from Johnson &
Johnson and B Natural from Balan Natural Foods. Keeping in mind that the
product fits into the existing distribution network, ITC can look to increase its
portfolio of products and expand its Non-Tobacco FMCG business and thereby
strengthening the base of revenue.
 GROWTH IN PURCHASING POWER AND IMPROVING LIFESTYLE – ITC
should tap on the increasing purchasing power and improving the customer’s
lifestyle in India. This can help in increasing the revenue for all its businesses.
 GROWING PEROSNAL HYGIENE AS WELL AS FOOD PROCESSING IN
INDIA - ITC should utilize its distribution channel in Personal Hygiene and Food
Processing Industry to capitalize its growth in the categories and hence increase
revenue.
35
 TAP OPPORTUITIES CREATED IN THE RURAL MARKET – The growing

rural market in India and other emerging nations create huge opportunities to
improve the bottom-line of the company.
 GEOGRAPHICAL IMPORT, EXPORT – ITC should try to expand its business
globally and try to import its product and set up a base for itself in the global
markets as well.
 MAJOR CONTRACTS, TACTICS AND SURPRISES – ITC can try and get
more contracts and set up new tactics for better sales of their products.
Threats
 INTENSIFYING COMPETITION IN FMCG BUSINESS – ITC faces intense

competition in its FMCG business from large MNC’s like HUL and P&G AND
Indian FMCGs like Patanjali and Dabur. This limits the market share for ITC.
 STRICT REGULATIONS AND INCREASING TAXATION IN CIGARETTE
BUSINESS – The Tobacco and Cigarette Industry in India continued to be
targeted by strict government regulations and taxation system. This possess a
threat to the highly profitable Cigarette business in ITC.
 INCREASING AWARENESS IN HEALTH – There has been an increase in the
health consciousness which has resulted in the decrease in demand for tobacco
products in India. Also, anti-smoking campaigns throughout the country also
affect the sales of the cigarettes.
 There is an intense and increase competition against other FMCG companies and
hotel chains.
 FDI in retail thereby allowing international brands.
13. Future Plans & Strategy
36
ITC plans to diversify its business. It plans to introduce new other product in different
market segments. This would enable them to increase the sales and revenue of the
company. Dermafique is one of the new products been launch in April, 2018. This is a
premium skin care product. In the FY19, ITC has launched around 60 new products in
the market and continues to do so in the upcoming year as well. Apart from that to aloof
itself as a primarily cigarette manufacturing and producing company, its launching
many more FMCG products and other portfolios likewise. The latest development being
changing the lifestyle brand WLS to “Tattva” where they would be creating 100 percent
natural that is from fabric to thread, buttons and labels as well.
As the taxes on cigarettes have gone up which is creating a loss in sales as well as
customers, it is also increasing the prices of premium brand by 3-5%. This move has
helped them increase the stock by 1% as well. This will also help them recover the los
in sales and move the image of the company from producer of cigarettes to an FMCG
company. Also it’s trying to tap the synergies between its older and newer business so
as to increase the sales and create a good brand image in the minds of the customers.
The company plans to change their strategies and increase more portfolio. It plans to
achieve FMCG turnover of Rs. 1 lakh crore by 2030. The expansion involves filling in
the sub-segments that the brand already has in the market. The new market products
going to be introduced by ITC includes:
1. Spices
2. Skin care products
3. Hand wash in Rs.5 sachets
4. Protein rich biscuits (Besan ka laddoo)
5. Dehydrated onions/ low-sugar potatoes
6. Chocolates and Coffees
7. Prawns
37
It intends to create world class products so that they can export it outside as well and
create a customer base in the foreign markets as well. Also they intend to integrate all
their businesses for expertise and significant investments in existing categories. They
shall also be investing in agri backend to scale up the existing categories apart from
venturing into new ones. The firm also is planning to develop and improve marketing,
distribution and trade through digital technologies to go deeper inside the market.
14. Observations
From the above it can be understood that ITC Ltd is one of India’s foremost private
sector companies. ITC has diversified presence in many portfolios today. It is rapidly
gaining market share across all of its portfolio. Though the first six decades of the
company was entirely spent on producing and marketing cigarette brands across India
but yet it has managed to create carve a market niche for itself in FMCG, personal care
and other businesses as well. Also, it has been taking part in many CSR activities which
is helping builds its brand image and also helping about 4 million farmers across
100,000 villages. Not only this it is building innovative models and CSR programs that
embed social and environmental benefits in its multiple v1alue chains. Also it has been
working hard towards sustainability. Through which they are making the earth a better
place to live and survive. Today it has a market capitalization of around 45 million USD
and a turnover of around 8 Billion USD. It has a very good research and development
team who is helping the farmers produce better yield of crops along with how to produce
minimal waste and how to lower damages of products. This will help increase the
revenue of ITC. Not only this, ITC has a centralized method of reporting. They have a
scalar chain which they follow which avoids any kind of redundancy in messages. They
have only person to whom they have to report or take orders from. This avoids any kind
of message being misinterpreted. There exists a Unity of Direction in transmit of
important messages or notifications and each level then work accordingly.
38
ITC has been utilizing its revenue and trying to increase their capital by grabbing other
business. This will only help ITC in the long run as they can become the market leaders
if they expand their portfolio and ensure that they gain the trust o the customers by
providing good quality products. Finally, they have a very clear mission and vision and
this is ensured by following a strict discipline by all its employees.
39
Chapter 2
Problem Centric Study
PROBLEM CENTRIC STUDY
1. Title of the Project
The title of the project that I am going to work upon is “Effect of Discount, Offers and
Product Placement on the sales of ITC products”
2. Elaboration of the problem
Basically with this study, I shall be able to explain how different offers and discounts
are effecting the sales of various categories of ITC products. For this I shall be using the
data obtained from sales during the Big Day sale at Big Bazaar, M.G. Road, Kochi. Big
Day is a 5 day sale which happened near to the Republic Day Celebration. Here, the Big
Bazaar stores across India had put up many offers and discounts across various different
categories of products. I was present in the above mentioned store promoting ITC
40
products. So, it helped me to analyze and understand how the offers and discounts had
a direct impact on the minds of the customers and they were influenced to buy different
products. Also, I shall be explaining how the product placement in the racks of the stores
impact the mind or attract the customers to buy those products. Some products had a
separate visibility while some of them were placed along with their competitors in the
nearby racks. Yet, due to the attractiveness of the packets or offers and the type of
products were sold, some customers were influenced to buy a particular kind of product.
Some customers had impulse buying and some were merely attracted to the product.
3. Relevance of the study
With this study, I shall be able to put forth how different people are attracted to various
categories of product merely due to the offers and discounts. It will help me to analyze
and understand how different offers and discounts, will help boost up the sales of the
ITC products. Also, how different products should be placed in the store to attract more
customers to buy the products. Some of the products which have a separate visibility
will be able to attract the customers more and have a direct impact on the sales. Though,
providing offers and discounts would actually mean a loss to the company as they are
selling either a product in free or giving it in less amount but at the end they are
expecting to sell a huge number of the products which would ultimately act as a profit
for the company. So, basically the number of items sold or sales has a very important
role to play here. People are always attracted to a product more if it’s healthy for them
41
as well as the surrounding environment and secondly if it has value for money and
thirdly if it’s sold at a lesser price. This helps to increase the sales of the company.
4. Objectives of the study
This project will help me analyze the following things:
 How the offers and discounts on various categories of products influence in sales
of the products.
 How product placement, separate visibility are also influencing the sales of the
company.
5. Limitations of the study
I have tried my best to obtain enough data for making this project into a success for my
career as well as useful for ITC Ltd. In case of any occurrence of intermittent issue, I
sincerely apologize for the same.
6. Methodology
Research Type
For presenting my report I shall be using only primary data. Here, the primary data is
the sales report that I have obtained from the Big Bazaar outlet at M.G. Road, Kochi. I
have worked there doing promotions for ITC products, so that gave me an insight about
how the various offers and discounts and product placement affect the sales of the ITC
products. There was a Big Day Sale going on in all the outlets of Big Bazaar across
42
India. Attractive offers and discounts were been put up all the five days from 23 rd
January to 27th January, 2019 to attract various customers. So, it helped me a lot how
various offers and discounts were able to create an impact on the minds of the customers
and they brought those products. Here, I shall be able to present my analysis and
conclusions on the basis of the sales data that I have received during the 5 days.
Data Type
The type of data that I have used for presenting my project is secondary data. This
secondary data is the direct sales report that I have obtained from a particular Big Bazaar
outlet during their Big Day Sale.
Tools used for Data Collection
The basic tools that I used for Data collection is the SAP tool which helped in obtaining
the exact count and the overall sales for each and particular product. Every time a
product is been billed, then automatically from the Big Bazaar server, a product get
automatically less from their SAP tool. So, that helped me to understand how much of
sales has been done during a particular day and a particular product. Also, I could
understand during the promotions how various offers and discounts are attracted to the
customers so that they end up buying the products. Not only this, some of the products
had separate visibility so that also attracted the customers in buying those products.
Tools used for Data Analysis
For presenting my analysis and coming to a conclusion, I shall be using various tools
for present my finding. I shall be using the following methods to present my analysis:
43
 Excel
 SPSS
Sampling and Sampling Size
For my project, I will be studying 3 categories of ITC. They are:
1. Food
2. Personal Care
3. Stationary
For each category, I have taken some products which I will be studying about how the
offers, discount and separate visibility helps in the increment of sales of ITC. The 10
products are:
1. Food
a) Aashirvaad Whole Wheat Atta (5 Kg)
b) Sunfeast Bourbon Biscuits (120g/150g)
c) B Natural Litchi Juice (1L)
d) B Natural Mixed Fruit Juice (1L)
e) B Natural Apple Juice (1L)
f) Sunfeast Dark Fantasy Choco Fills (300g)
g) Sunfeast Yippee Noodles Magic Masala (360g/420g)
2. Personal Care Products
a) Fiama Di Wells Soap Celebration Pack (125g)
b) Engage Deos Urge Men (220 ml)
3. Stationary
a) Classmate A4 Long Notebook (140 pgs.)
44
Most of the products are well known brands that we use daily in our lives. I myself was
present for the promotion of Fiama and B Natural fruit juices during the Big Day Sales.
Aashirvad Atta and Sunfeast Dark Fantasy Choco Fills had a separate visibility for all
5 days.
7. Presentation & Analysis
The above 10 products sales before the Big Day Sales have been presented below.
Items 18.01.2019 19.01.2019 20.01.2019 21.01.2019 22.01.2019

Description
FOOD CATEGORY
Aashirvaad 40 53 43 35 26
Whole
Wheat Atta
PP 5 kg
Sunfeast 2 3 1 2 2
Bourbon
Bliss PP
120g/150g
45
B Natural 6 3 5 2 2
Juice Litchi
TP 1L
B Natural 2 4 8 2 2
Juice Mixed
Fruit TP 1L
B Natural 3 6 10 1 1
Juice Apple
TP 1L
Sunfeast 23 43 38 19 27
Dark Fantasy
Choco Fills
300g
Sunfeast 28 31 53 19 24
Yippee
Noodles
Magic
Masala 420g
PERSONAL CARE PRODUCTS CATEGORY
Fiama DW 3 5 5 2 0
Soap Pack
125g
Engage Deos 1 5 3 0 1
Urge Men
1+1 220ml
STATIONARY ITEMS CATEGORY
Classmates 1 7 6 2 3
A4 Long Boo
140pgs
The above 10 products sales during the Big Day Sales have been presented below.
46
Items 23.01.2019 24.01.2019 25.01.2019 26.01.2019 27.01.2019

Description
FOOD CATEGORY
Aashirvaad 109 56 48 88 62
Whole
Wheat Atta
PP 5 kg
Sunfeast 1 2 1 2 2
Bourbon
Bliss PP
120g/150g
B Natural 18 10 4 23 12
Juice Litchi
TP 1L
B Natural 10 1 9 11 9
Juice Mixed
Fruit TP 1L
B Natural 5 0 7 12 7
Juice Apple
TP 1L
Sunfeast 78 46 32 119 96
Dark Fantasy
Choco Fills
300g
Sunfeast 89 39 40 128 64
Yippee
Noodles
Magic
Masala 420g
Fiama DW 5 1 2 9 7
Soap Pack
125g
47
Urge Men
1+1 220ml
A4 Long Boo
140pgs
The above 10 products sales after the Big Day Sales have been presented below.
Items 28.01.2019 29.01.2019 30.01.2019 31.01.2019 01.02.2019

Description
FOOD CATEGORY
Aashirvaad 19 21 25 14 20
Whole
Wheat Atta
PP 5 kg
Sunfeast 1 0 3 2 1
Bourbon
Bliss PP
120g/150g
B Natural 1 4 1 0 2
Juice Litchi
TP 1L
B Natural 2 0 2 0 4
Juice Mixed
Fruit TP 1L
B Natural 0 1 0 3 5
Juice Apple
TP 1L
Sunfeast 13 18 20 23 24
Dark Fantasy
48
Choco Fills
300g
Sunfeast 12 17 6 9 11
Yippee
Noodles
Magic
Masala 420g
Fiama DW 0 1 2 1 0
Soap Pack
125g
Urge Men
1+1 220ml
A4 Long Boo
140pgs
It is also to be noted that Aashirvaad Atta and Sunfeast Dark Fantasy Choco Fills had a
separate visibility on all the 5 days. The following pictures will show:
49
Almost all products had discount on all the days of the Big Day Sales. The discounts for
the above 10 products were as:
50
Items Description Offers/Discounts

Aashirvaad Whole Wheat Atta PP 5 No offers or discounts. But separate
kg visibility for all 5 days
Sunfeast Bourbon Bliss PP 120g/150g 3 + 1 offer

B Natural Juice Litchi TP 1L 2 + 1 offer
B Natural Juice Mixed Fruit TP 1L 2 + 1 offer
B Natural Juice Apple TP 1L 2 + 1 offer
Sunfeast Dark Fantasy Choco Fills Rs. 21 off discount
300g
Sunfeast Yippee Noodles Magic 2 + 1 offer
Masala 420g
Fiama DW Soap Pack 125g 4 + 1 offer
Engage Deos Urge Men 1+1 220ml 1 + 1 offer
Classmates A4 Long Book 140pgs 64% offer
The total sales for the products before the Big Day Sales are given below:
Items Description Total Quantity

Sold
FOOD CATEGORY
Aashirvaad Whole Wheat Atta PP 5 kg 197
Sunfeast Bourbon Bliss PP 120g/150g 10
B Natural Juice Litchi TP 1L 18
B Natural Juice Mixed Fruit TP 1L 18
B Natural Juice Apple TP 1L 21
Sunfeast Dark Fantasy Choco Fills 300g 150
51
Sunfeast Yippee Noodles Magic Masala 155

420g
Fiama DW Soap Pack 125g 15
Engage Deos Urge Men 1+1 220ml 10
Classmates A4 Long Boo 140pgs 19
Grand Total Amount (Rs.) 87233.95
The total sales for the products during the Big Day Sales are given below:
Items Description Total Quantity Total Value

Sold
FOOD CATEGORY
Aashirvaad Whole Wheat Atta 363 77718.3
PP 5 kg
Sunfeast Bourbon Bliss PP 8 153.96
120g/150g
B Natural Juice Litchi TP 1L 67 4553.02
B Natural Juice Mixed Fruit TP 40 2718.09
1L
B Natural Juice Apple TP 1L 31 2106.76
Sunfeast Dark Fantasy Choco 371 26240.83
Fills 300g
Sunfeast Yippee Noodles Magic 360 17899.2
Masala 420g
Fiama DW Soap Pack 125g 24 4337.52
52
Engage Deos Urge Men 1+1 12 2126.88

220ml
Classmates A4 Long Boo 24 780.45
140pgs
Grand Total 1300 138635.01
The total sales for the products after the Big Day Sales are given below:
Items Description Total Quantity

Sold
FOOD CATEGORY
Aashirvaad Whole Wheat Atta PP 5 kg 99
Sunfeast Bourbon Bliss PP 120g/150g 7
B Natural Juice Litchi TP 1L 8
B Natural Juice Mixed Fruit TP 1L 8
B Natural Juice Apple TP 1L 9
Sunfeast Dark Fantasy Choco Fills 300g 98
Sunfeast Yippee Noodles Magic Masala 55
420g
Fiama DW Soap Pack 125g 4
Engage Deos Urge Men 1+1 220ml 6
Classmates A4 Long Boo 140pgs 12
Grand Total Amount (Rs.) 44483.92
53
Total Sales of product during Big Day
Aashirvaad Whole Wheat Atta PP 5 kg

Sunfeast Bourbon Bliss PP 120g/150g
B Natural Juice Litchi TP 1L
B Natural Juice Mixed Fruit TP 1L
B Natural Juice Apple TP 1L
Sunfeast Dark Fantasy Choco Fills 300g
Sunfeast Yippee Noodles Magic Masala 420g
Fiama DW Soap Pack 125g
Engage Deos Urge Men 1+1 220ml
Classmates A4 Long Boo 140pgs
Fig : Pie Chart of sales of 10 products during the Big Day at Big Bazaar, Center Square
Fig: Graph on sales of products on each day during Big Day
From SPSS, using Descriptive Statistic we can understand that:
54
Extreme Values
Case Number Item Description Value

Jan 23, 2019 Sales Highest 1 1 Aashirvaad 109
Whole Wheat
Atta PP 5 kg
2 7 Sunfeast Yippee 89
Noodles Magic
Masala 420g
3 6 Sunfeast Dark 78
Fantasy Choco
Fills 300g
4 3 B Natural Juice 18
Litchi TP 1L
Mixed Fruit TP
1L
Lowest 1 2 Sunfeast 1
Bourbon Bliss
PP 120g/150g
2 9 Engage Deos 2
Urge Men 1+1
220ml
3 8 Fiama DW Soap 5
Pack 125g
Apple TP 1L
5 10 Classmates A4 6
Long Book
140pgs
Whole Wheat
Atta PP 5 kg
Fantasy Choco
Fills 300g
Noodles Magic
Masala 420g
Litchi TP 1L
5 9 Engage Deos 4
Urge Men 1+1
220ml
55
Lowest 1 5 B Natural Juice 0

Apple TP 1L
Long Book
140pgs
3 8 Fiama DW Soap 1
Pack 125g
Mixed Fruit TP
1L
5 2 Sunfeast 2
Bourbon Bliss
PP 120g/150g
Whole Wheat
Atta PP 5 kg
Noodles Magic
Masala 420g
Fantasy Choco
Fills 300g
Mixed Fruit TP
1L
Apple TP 1L
Lowest 1 10 Classmates A4 0
Long Book
140pgs
2 9 Engage Deos 0
Urge Men 1+1
220ml
3 2 Sunfeast 1
Bourbon Bliss
PP 120g/150g
4 8 Fiama DW Soap 2
Pack 125g
Litchi TP 1L
Jan 26, 2019 Sales Highest 1 7 Sunfeast Yippee 128
Noodles Magic
Masala 420g
56

Fantasy Choco
Fills 300g
3 1 Aashirvaad 88
Whole Wheat
Atta PP 5 kg
Litchi TP 1L
Long Book
140pgs
Lowest 1 9 Engage Deos 2
Urge Men 1+1
220ml
2 2 Sunfeast 2
Bourbon Bliss
PP 120g/150g
3 8 Fiama DW Soap 9
Pack 125g
Mixed Fruit TP
1L
Apple TP 1L
Jan 27, 2019 Sales Highest 1 6 Sunfeast Dark 96
Fantasy Choco
Fills 300g
Noodles Magic
Masala 420g
3 1 Aashirvaad 62
Whole Wheat
Atta PP 5 kg
Litchi TP 1L
Mixed Fruit TP
1L
Lowest 1 2 Sunfeast 2
Bourbon Bliss
PP 120g/150g
57
Long Book
140pgs
3 9 Engage Deos 4
Urge Men 1+1
220ml
4 8 Fiama DW Soap 7
Pack 125g
Apple TP 1L
From the above table, it can be easily understood that Fiama Di Wells Soap, Engage
Deos, Classmates Notebook and Sunfeast bourbon biscuits had very low sales on all the
5 days of Big Day. The highest sales can be definitely understood as Aashirvad Atta,
Sunfeast Choco Fantasy and Yippee Noodles on all the 5 days of the Big Day.
The lowest sales was for Sunfeast Bourbon biscuits and the highest sales in terms of
number has been for Yippee Noodles and in terms of cost.
The sales have been better for Aashirvaad Atta and Sunfeast Choco Fantasy is due to
separate visibility. When there is a separate visibility in the store, then people first focus
goes to tat product and they tend to buy it. A separate visibility would also mean that he
product has been given due importance and there is no competition for the same product
around. So people tend to get attracted to products which has a different visibility than
others. Also, Aashirvaad Atta did not have any offers or discounts, this is because of the
quality of products they have been giving to the customers over the years and people
tend to have faith on them. In all the markets that I had visited which is SupplyCo and
Big Bazaar across Kochi and Ernakulam. They all said that Aashirvaad Atta has more
sales and its people’s choice when it is compared to other competitors. Also, Yippee
Noodles gained its momentum after the huge controversy in Maggi. So people shifted
its focus to the next best available noodles and Yippee comes in various flavors
58
depending upon the preference of various customers. So it has been able to cater to
different needs and tastes of the customers as well.
Also, it is to be noted that not all category movements have been good especially in the
Personal Care section and stationary items. This is because of the fact that people have
their own choices and patterns of using personal care for a very long time and it is very
difficult to change the minds of the people to try something new. People are very
protective and reserved in the types of personal care products they choose as they are
not very much sure if their skin type is suitable and it will not create any harmful effects
on them. Unlike food categories where people are willing to try new tastes as the tastes
palates of people change over the interval of time. But personal care products are
influenced from the childhood. Moreover, Big Bazaar is a retail store where people
generally come to purchase food items and personal care products. Stationary items will
definitely be something that has few sales. People would be more inclined to buy
stationary items from the nearby stores rather than visiting retail stores .
Though sales have been better and the footfall has been comparatively bigger than all
the other days. This is because the Big Day sales presents many offers and discounts to
various products. People are more attracted to the same and they tend to buy the products
in bulk. This was understood on speaking with the store manager as the footfall in all
other days are very less and it was also understood that the overall sales during the BIG
Day at Big Bazaar was around 80 Lakhs rupees. In comparison to other weeks, where
they are able to deliver products of nearly 30 lakhs rupees only. So ITC plays their cards
well during this time and tries to get as many discounts and offers and they boost up
their promotion during this time. On speaking to the manager, it was understood that
the overall sales For ITC during the Big Day sales was more in comparison to any other
normal days. Not so many products are been sold in normal days.
59
Descriptives 95% Confidence Between-

Interval for Mean Compone
Std. Lower Upper nt
N Mean Deviation Std. Error Bound Bound Minimum Maximum Variance
Aashirvaa Before_Sales 5 39.40 9.965 4.456 27.03 51.77 26 53
d Whole During_Sales 5 72.60 25.274 11.303 41.22 103.98 48 109
Wheat Atta
After_Sales 5 19.80 3.962 1.772 14.88 24.72 14 25
PP 5 kg
Total 15 43.93 26.911 6.948 29.03 58.84 14 109
Model Fixed 15.851 4.093 35.02 52.85
Effects
Random 15.410 -22.37 110.24 662.120
Effects
Sunfeast Before_Sales 5 2.00 0.707 0.316 1.12 2.88 1 3
Bourbon During_Sales 5 1.60 0.548 0.245 0.92 2.28 1 2
Bliss PP
After_Sales 5 1.40 1.140 0.510 -0.02 2.82 0 3
120g/150g
Total 15 1.67 0.816 0.211 1.21 2.12 0 3
Model Fixed 0.837 0.216 1.20 2.14
Effects
Random .216 a .74 a 2.60 a -0.047
Effects
B Natural Before_Sales 5 3.60 1.817 0.812 1.34 5.86 2 6
Juice During_Sales 5 13.40 7.335 3.280 4.29 22.51 4 23
Litchi TP
After_Sales 5 1.60 1.517 0.678 -0.28 3.48 0 4
1L
Total 15 6.20 6.742 1.741 2.47 9.93 0 23
Model Fixed 4.450 1.149 3.70 8.70
Effects
Random 3.646 -9.49 21.89 35.920
Effects
B Natural Before_Sales 5 3.60 2.608 1.166 0.36 6.84 2 8
Mixed Fruit
After_Sales 5 1.60 1.673 0.748 -0.48 3.68 0 4
TP 1L
Total 15 4.40 3.869 0.999 2.26 6.54 0 11
Model Fixed 2.921 0.754 2.76 6.04
Effects
Random 1.890 -3.73 12.53 9.013
Effects
B Natural Before_Sales 5 4.20 3.834 1.715 -0.56 8.96 1 10
Apple TP
After_Sales 5 1.80 2.168 0.970 -0.89 4.49 0 5
1L
Total 15 4.07 3.788 0.978 1.97 6.16 0 12
Model Fixed 3.564 0.920 2.06 6.07
Effects
Random 1.272 -1.41 9.54 2.313
Effects
Dark During_Sales 5 74.20 35.612 15.926 29.98 118.42 32 119
Fantasy
After_Sales 5 19.60 4.393 1.965 14.15 25.05 13 24
Choco
Fills 300g Total 15 41.27 31.585 8.155 23.78 58.76 13 119
Model Fixed 21.529 5.559 29.16 53.38
Effects
Random 16.738 -30.75 113.28 747.793
Effects
Yippee During_Sales 5 72.00 37.423 16.736 25.53 118.47 39 128
Noodles
After_Sales 5 11.00 4.062 1.817 5.96 16.04 6 17
Magic
Masala Total 15 38.00 33.832 8.735 19.26 56.74 6 128
420g Model Fixed 23.011 5.941 25.05 50.95
Effects
Random 17.954 -39.25 115.25 861.100
Effects
60
Fiama DW Before_Sales 5 3.00 2.121 0.949 0.37 5.63 0 5

Soap Pack During_Sales 5 4.80 3.347 1.497 0.64 8.96 1 9
125g
After_Sales 5 0.80 0.837 0.374 -0.24 1.84 0 2
Total 15 2.87 2.748 0.710 1.34 4.39 0 9
Model Fixed 2.338 0.604 1.55 4.18
Effects
Random 1.157 -2.11 7.84 2.920
Effects
Engage Before_Sales 5 2.00 2.000 0.894 -0.48 4.48 0 5
Deos During_Sales 5 2.40 1.673 0.748 0.32 4.48 0 4
Urge Men
After_Sales 5 1.20 1.304 0.583 -0.42 2.82 0 3
1+1 220ml
Total 15 1.87 1.642 0.424 0.96 2.78 0 5
Model Fixed 1.683 0.435 0.92 2.81
Effects
Random .435a .00 a 3.74a -0.193
Effects
Classmat Before_Sales 5 3.80 2.588 1.158 0.59 7.01 1 7
es A4 During_Sales 5 4.80 5.630 2.518 -2.19 11.79 0 14
Long Boo
After_Sales 5 2.40 2.302 1.030 -0.46 5.26 0 5
140pgs
Total 15 3.67 3.677 0.950 1.63 5.70 0 14
Model Fixed 3.817 0.985 1.52 5.81
Effects
Random .985a -.57a 7.91a -1.460
Effects
a. Warning: Between-component variance is negative. It was replaced by 0.0 in computing this random effects measure.
From the above table, it can be easily identified that the mean and standard deviation of
all products except for Sunfeast Bourbon Bliss has been highest during the Big Day
Sales. Then it was second highest prior to the week before Big Day sales and the lowest
after the Big Day week. Which shows that offers and discounts at the retail outlet had a
significant contribution to the sales of the products in comparison to other weeks which
did not have offers and discounts. Also, it is to be noted that after the Big Day week,
most of the products at the store were out of stock and the racks had to be refilled which
is a prime indicator that the footfall and the purchasing power of people were high
during the Big Day Sales. Also, another main reason was that Big Day sales happened
during the weekend and a National holiday so more people visited the store and it was
convenient for them to visit the store and purchase the products. Also it can be seen that
for Aashirvaad Atta, Sunfeast Choco Fills and Sunfeast Yippee Noodles the mean and
significant value is very high during the Big Day than compared to other two weeks.
The main factor contributing to this high values is the separate visibility during the Big
Day Sales.
61
ANOVA
Sum of
Squares df Mean Square F Sig.
Aashirvaad Whole Wheat Between Groups 7123.733 2 3561.867 14.176 .001
Atta PP 5 kg Within Groups 3015.200 12 251.267
Total 10138.933 14
Sunfeast Bourbon Bliss Between Groups .933 2 .467 .667 .531

PP 120g/150g Within Groups 8.400 12 .700
Total 9.333 14
B Natural Juice Litchi TP Between Groups 398.800 2 199.400 10.071 .003

1L Within Groups 237.600 12 19.800
Total 636.400 14
B Natural Juice Mixed Between Groups 107.200 2 53.600 6.281 .014

Fruit TP 1L Within Groups 102.400 12 8.533
Total 209.600 14
B Natural Juice Apple TP Between Groups 48.533 2 24.267 1.911 .190

1L Within Groups 152.400 12 12.700
Total 200.933 14
Sunfeast Dark Fantasy Between Groups 8404.933 2 4202.467 9.067 .004

Choco Fills 300g Within Groups 5562.000 12 463.500
Total 13966.933 14
Sunfeast Yippee Noodles Between Groups 9670.000 2 4835.000 9.131 .004

Magic Masala 420g Within Groups 6354.000 12 529.500
Total 16024.000 14
Fiama DW Soap Pack Between Groups 40.133 2 20.067 3.671 .057

125g Within Groups 65.600 12 5.467
Total 105.733 14
Engage Deos Urge Men Between Groups 3.733 2 1.867 .659 .535
1+1 220ml Within Groups 34.000 12 2.833
Total 37.733 14
Classmates A4 Long Boo Between Groups 14.533 2 7.267 .499 .619

140pgs Within Groups 174.800 12 14.567
Total 189.333 14
62
From the above table it can be understood that Sunfeast Bourbon Bliss, Fiama Di Wells
Soap, Engage Deodorant and Classmates Notebook have significant values greater than
0.05, which shows that the sales of the above products have nothing to be dependent
upon Big Day Offers and Sales. Though offers and discounts were provided, yet it
couldn’t make much good sales and the sales were quite normal and almost same in
comparison to other weeks without the sales or discounts. Here, even B Natural has a
comparatively higher significant value but the product overall had a good sale and the
offer during the time was 2 + 1 so many customers were buying different variety of
flavors B Natural fruit juices.
The paired sample T-Test from the entire sales amount during the 3 weeks are shown
below:
Paired Samples Test

Paired Differences
95% Confidence Interval
Std. Std. Error of the Difference Sig. (2-
Mean Deviation Mean Lower Upper t df tailed)
Pair 1 Before Big -68.700 90.875 28.737 -133.708 -3.692 -2.391 9 0.041
Day Sales -
During Big
Day Sales
Paired Samples Test

Paired Differences
95% Confidence Interval
Std. Std. Error of the Difference Sig. (2-
Pair 1 During Big 99.400 126.498 40.002 8.909 189.891 2.485 9 0.035
Day Sales -
After Big
Day Sales
63
Paired Samples Test
Paired Differences 95% Confidence
Std. Std. Error Interval of the Sig. (2-

Pair 1 Before Big 30.700 38.618 12.212 3.074 58.326 2.514 9 0.033
Day Sales -
After Big
Day Sales
From the above tables, we can understand that significant (2 tailed) values for all the 3
are lesser than 0.05, which shows that they are all correlated significantly. Hence, the
null hypothesis is been rejected. The t values for all the 3 tables are almost near to each
other and don’t have much difference among them. The highest mean can be seen for
During the Big Day Sales and After the Big Day Sales. This can be understood because
the offers and discounts ceased after the Big Day sales and the stock was almost over
and racks had to be refilled with fresh stock. Though after Big Day Sales and before Big
Day Sales the mean value is the lowest among the 3 tables. It is evident that the sales
went back to like previous and sales can be only be increased only if attractive offers
and discounts are put which can attract more customers.
8. Interpretations & Conclusion
From the above analysis, it can be understood that the after Big Day, the sales was
comparatively less. The highest sales is found during the Big Day. This is because of
the attractive offers and discounts that were provided during the time. Also, it was seen
that during Big Day, there was separate visibility for a few products and they had a full-
on promotional team doing promotional activities at the store due to which the sales was
high. Also, after the Big Day it was seen that the stock was almost over and new stocks
had to be replaced. I have been providing my Lead at ITC the count of stocks daily and
on that basis they had sent in new stocks by the net working day after the Big Day. Also
during this Big Day which coincided with a national holiday as well and weekend so
64
the footfall at the store was exceptionally high and people brought a lot of things during
this time which is why after the Big Day the sales was very less in comparison to other
days. Also before the Big Day sales, the sales was quite good and during weekends the
sale was very good in comparison to other working weekdays and the count was almost
near the Big Day Sales.
It is to be noted that few products like Aashirvaad Atta which did not have any discount
or offer made good sales before and during the Big Day sales. This is because of the
trust people put in the brand and the quality of product that thee company has been
providing. Although there are other competitors, but yet Aashirvaad Atta has been doing
really well. During my internship tenure, I had visited other stores like SupplyCo and
Big Bazaar across Kochi and Ernakulam as a part of my internship task. On speaking
with the store manager, it was seen that all stores said that the highest sale is found for
Aashirvaad Atta at their store in comparison to any other products.
For personal Care products, the sales are quite low because people are very choosy when
it comes to beauty care and personal hygiene. They are unsure how a particular product
would react to their skin and most of the people end up using products which they have
trust on from a very long time. It takes a lot of persuasion to change personal care
products which are brought by the customers on regular basis. Yet, few loyal customers
are there who buy Vivel and Fiama on regular basis. But in case of food products, it’s
very easy to convince people to try a new product due to the ever changing palate of
people and they always want to try new tasty foods.
Sales depends a lot on offers and discounts being provided apart from getting holidays
and weekends where customers generally visit the retail outlets to shop. It is seen that
during weekends and the 26th January which was a national holiday, the highest sales
was seen. Also, during the beginning of the Big Day, the footfall was very high. This is
also a major factor when it comes to the sales of the products at shop. Moreover, it was
65
seen that as this store was present in a mall, which is why there was always movement
of customers all throughout the week and highest during weekend and national holidays.
9. Suggestions/Recommendations
 ITC should provide more offers and discounts time to time, so as to increase the
sales of the products. This will help them to increase the revenue from FMCG
products.
 ITC should ensure that the promoters or salesman are visiting the various retail
stores no matter whether the shops are smaller or bigger, so as to get a proper
count of the products and can refill the stocks on replenishing.
 ITC should try and increase their portfolio by venturing into new market
segments so as to increase its market capital.
 ITC should try to ensure that the products that are reaching the retail outlets are
in perfect conditions, if not they should ensure that they replace it because the
customers don’t purchase broken products and it’s a loss for the retail outlets.
Many managers at the outlet had this complaint.
 At the bigger retail outlets like Big Bazaar, they can provide big TV screens
which can play advertisements of ITC products. This influences the minds of the
customers and they tend to buy their products.
 ITC should provide training about the products to promoters so that they can
influence the customers and they can tell the benefit of their product to other
competitors and they can influence them to buy ITC products.
 They should do a customer survey on a periodic basis to understand the ever
changing needs of customers. This can help them to innovate and bring new
products into the markets and provide to the needs of the customers.
 They should put up more advertisements or cardboards with various famous
personalities promoting their products in the stores. This also influences the
customer’s mindset and they tend to buy and use products which are promoted
by famous celebrities.
66
Chapter 3:
Routine Work Flow
67
ROUTINE WORK
Internship Work Flow
Week No. Date Work Done

Week 1 10th January, 2019  Visit various SupplyCo and Big Bazaar
to 18th January, Stores across Kochi.
2019  All the 3 types of stores which is Maveli
store, supermarket and hyper-market was to
be covered.
 Analyze the sales of various ITC products.
 Talk to the store manager and understand
how and what affects the sales.
 Provide analysis on the results observed and
suggestions on the basis of issues seen at the
store.
Week 2 – Week 3 21st January, 2019  Promotional activity at Big Bazaar, Center
to 1st February, Square.
2019  Understand how sales and marketing is done
and help them with the sales during the Big
Day.
 Understand how products are brought to the
racks and report of count of products on daily
basis to understand the sales during each day.
Week 4 4th February, 2019  Organizational study of ITC was been

th
to 8 February, explained.
2019  Feedback of promotional activity.
Week 5 – Week 7 11th February, 2019  Visit 44 SupplyCo stores across Kochi &
to 1st March, 2019 Ernakulam.
68
 Take count of 2 products to provide an

accurate analysis on what is affecting the
sales of the product.
Week 8 4th March, 2019 –  Provide analysis on the data received from
8th March, 2019 the various stores visited.
 Understand what is affecting the sales and
product unavailability at the stores.
69
BIBLIOGRPHY
 https://economictimes.indiatimes.com/industry/cons-products/fmcg/baba-
ramdevs-patanjali-raises-bid-value-to-rs-4350-cr-to-take-over-ruchi-
soya/articleshow/68394597.cms
 https://www.rediff.com/business/interview/interview-how-itc-plans-to-stay-
ahead-of-its-peers/20170912.htm
 https://www.itcportal.com/
 https://www.moneycontrol.com/india/stockpricequote/cigarettes/itc/ITC
 https://en.wikipedia.org/wiki/ITC_Limited
 http://www.capitalmarket.com/Company-Information/Information/About-
Company/ITC-Ltd/301
 https://www.marketing91.com/swot-analysis-itc/
 https://www.mbaskool.com/brandguide/fmcg/1485-itc-limited.html
 https://ilmashuza.wordpress.com/2017/11/27/case-study-1-swot-analysis-of-
itc-limited/
 https://www.scribd.com/document/37324798/ITC-Strategic-Management
70

Winter Internship Report DV Ya

Uploaded by

Copyright:

Available Formats

Winter Internship Report DV Ya

Uploaded by

Document Information

Original Description:

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Winter Internship Report DV Ya

Uploaded by

Copyright:

Available Formats

DECLARATION

I, Divya Venugopal, hereby declare that this project entitled “Organization

I hereby solemnly submit my humble thanks to Dr. Chandan Parsad, Faculty,

I am grateful to placement cell for providing me an opportunity to do my summer

TITLE PAGE NUMBER

2. PRODUCTS AND SERVICES 8

3. VISION & MISSION OF ITC 9

4. ITC’S FINANCIAL STATEMENTS 10

5. PROFIT/LOSS FOR ITC 20

6. SHAREHOLDING PATTERN OF ITC 21

7. ITC’S ORGANIZATIONAL STRUCTURE 22

9. PRODUCTION PROCESS/SERVICE OF ITC 30

10. TAGLINE OF ITC 32

11. USP OF ITC 32

12. SWOT ANALYSIS 33

13. FUTURE PLANS & STRATEGIES 36

CHAPTER 2 : PROBLEM CENTRIC STUDY

2. ELABORATION OF THE PROBLEM 40

3. RELEVANCE OF THE STUDY 41

4. OBJECTIVE OF THE STUDY 41

5. LIMITATION OF THE STUDY 42

7. PRESENTATION & ANALYSIS 45

8. INTERPRETATION & CONCLUSION 64

CHAPTER 3 : ROUTINE WORK

ITC Ltd. is a multinational conglomerate that has a diversified presence in FMCG,

Today, ITC is been chaired by Y.C. Deveshwar. It is headquartered at the Virginia

2. Products and its Brands

II. Other Business

Stationery: Brands include Classmate, PaperKraft and Colour Crew. Launched in

Packaging and Printing: ITC's Packaging and Printing division operates

3. Vision and Mission of ITC

ITC’s mission focusses on generating enough wealth by providing quality products to

ITC’s core values is aimed at focussing on developing a customer-focused, high

4. ITC’s Financial Statements

Mar’18 Mar’17 Mar’16 Mar’15 Mar’14

Short Term 0.00 0.01 3.60 0.02 0.14

Current Investments 9903.45 10099.78 6461.34 5963.82 6311.26

Bonus Equity Share 1113.14 1113.14 710.47 710.47 710.47

The working capital for the past 5 years are as:

Year 2018 =24503.00 – 8856.60 = 15646.40

Year 2017 =24537.39 – 6830.07 = 17707.32

Year 2016 =24134.74 – 14587.86 = 9546.88

Year 2015 =23955.03 – 11681.91 = 12273.12

Year 2014 =20928.73 – 11504.32 = 9424.41

4.1. Liquidity Ratios

Current Ratio = Current Assets/Current Liabilities

Year Current Ratio

Quick Ratio = Cash + Short Term Investments +Accounts Receivable (net)

Year Quick Ratio

Inventory Turnover = Cost of goods sold

Year Inventory Turnover

4.2. Profitability Ratios

Profit Margin = Net Income

Year Profit Margin (%)

Asset Turnover = Net Sales

Year Asset Turnover (%)

Mar 2017 73.94

Return on Assets = Net Income