FINAL PROJECT

SEMESTER- 1 ITC LIMITED

REPORT

SUBMITTED BY SUBMITTED TO
Rajat Gupta DR. BHUVANESH SHARMA
2019-1706-0001-0007 ASSISTANT PROFESSOR
MARKETING
2019
Contents
A. SECTORIAL INFORMATION .................................................................................................................................................. 4
1.INTRODUCTION ................................................................................................................................................................ 4
2. INDUSTRY SIZE................................................................................................................................................................. 4
3. MARKET OVERVIEW ........................................................................................................................................................ 5
4. GROWTH PATTERN ......................................................................................................................................................... 5
5. REASON FOR GROWTH ................................................................................................................................................... 6
6. PORTER’S FIVE FORCES ANALYSIS ................................................................................................................................... 6
B. Company Information ......................................................................................................................................................... 8
1. COMPANY SNAPSHOT ..................................................................................................................................................... 8
2. PRODUCTS AND SERVICES PORTFOLIO ......................................................................................................................... 10
3. SWOT ANALYSIS OF THE COMPANY .............................................................................................................................. 11
4. TARGET MARKET ........................................................................................................................................................... 12
5. COMPETITORS ANALYSIS .............................................................................................................................................. 13
6. NEWS............................................................................................................................................................................. 13
C. MARKETING....................................................................................................................................................................... 14
1. SWOT ANALYSIS OF AASHIRVAAD................................................................................................................................. 14
2.. MARKETING MIX OF AASHIRVAAD ATTA ..................................................................................................................... 15
3. STP OF ITC AASHIRVAAD ............................................................................................................................................... 16
4.PLC OF ITC AASHIRVA ................................................................................................................................................. 17
5. BCG OF ITC .................................................................................................................................................................... 18
6. SALES COMPARISON OF ITC .......................................................................................................................................... 19
D. FINANCE ............................................................................................................................................................................ 20
1. GROSS PROFIT MARGIN ................................................................................................................................................ 20
2. NET PROFIT MARGIN ..................................................................................................................................................... 20
3. DIRECT AND INDIRECT COST ......................................................................................................................................... 20
4. FIXED ASSETS ADDED DURING THE YEAR..................................................................................................................... 21
5. WORKING CAPITAL OF THE YEAR .................................................................................................................................. 21
6. DEBT EQUITY RATIO ...................................................................................................................................................... 21

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 7. CURRENT RATIO ............................................................................................................................................................ 22
8. Quick Ratio .................................................................................................................................................................... 22
E. HUMAN RESOURCE MANAGEMENT ................................................................................................................................. 23
1. ORGANIZATIONAL STRUCTURE ..................................................................................................................................... 23
2. SKILL REQUIRED ............................................................................................................................................................ 25
3. JD’S AND JS SPECIFICATION FOR ITC ............................................................................................................................. 25
4. SELECTION PROCESS............................................................................................................................................... 29
5. INDUCTION PROGRAM.................................................................................................................................................. 30
6. Employee review about the company .......................................................................................................................... 31
F. CONCLUSION ..................................................................................................................................................................... 33
G. BIBLOGRAPHY .................................................................................................................................................................. 34

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A. SECTORIAL INFORMATION

1.INTRODUCTION
FMCG sector is in transition and today’s business environment is in constant state of change. The Indian FMCG
market offers a level playing ground for both domestic as well as international players. A revival in rural demand
boost the topline growth of FMCG companies. A shift towards e- commerce and adoption of digital technologies will
continue to fuel the growth of FMCG market. A huge untapped opportunities and low penetration highlights the
scope of growth in this sector

FMCG sector is the fourth largest sector of the Indian economy. FMCG sector in India generated US$52.75 billion in
2018 and forecasted to report revenue growth of around 11-12% in FY19. Total consumption expenditure to
increase at CAGR of 25.44% from year 2017-2021 with US$1595 billion in year 2016. Urban segment is largest
contributor to overall revenue (55%) whereas rural segment rose by 9.7%. Household and Personal Care is the
leading segment, accounting for 50 per cent of the overall market. The sector witnessed healthy FDI inflows of US$
13.07 billion, during April 2000 to December 2017.

2. INDUSTRY SIZE
The Retail market in India is estimated to reach US$ 1.1 trillion by 2020 from US$ 840 billion in 2017,
with modern trade expected to grow at 20 per cent - 25 per cent per annum, which is likely to boost
revenues of FMCG companies. Revenues of FMCG sector reached Rs 3.4 lakh crore (US$ 52.75 billion)
in FY18 and are estimated to reach US$ 103.7 billion in 2020. The sector witnessed growth of 16.5 per
cent in value terms between July-September 2018; supported by moderate inflation, increase in private
consumption and rural income

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3. MARKET OVERVIEW
 FMCG is the 4th largest sector in the Indian Economy
 Household and Personal Care is the leading segment, accounting for 50 per cent of the overall
market. Hair Care (23 per cent) and Food and Beverages (19%) comes next in market share
 Growing awareness, easier access and changing lifestyle have been the key growth drivers for
the sector
 The number of online users in India is likely to cross 850 million by 2025.
 People are gracefully embracing Ayurvedic products, which has resulted in growth of FMCG
major, Patanjali Ayurveda, with a market cap of $14.94 billion. The Company aims to expand
globally in the next 5 to 10 years

4. GROWTH PATTERN

FMCG Market In India ( US$ Billion)

46.1 47.3 49
44.9
36.8

2012 2013 2014 2015 2016

FMCG Market In India ( US$ Billion)

The Retail market is estimated to reach $1.1 trillion by 2020 from $672 billion in 2016 with modern trade
expected to grow at 20-25% per annum which is likely to boost revenues of FMCG Companies. In 2016-17
revenue for FMCG sector have reached $49 billion and is expected to grow at 9-9.5% in FY 2018 supported by
expectations of the total consumption expenditure reaching nearly $3600 billion by 2020 from $1469 billion in

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2015. Direct selling sector in India is expected to reach (US$ 2.5 billion) by 2021 if provided with a conducive
environment through reforms and regulation.

5. REASON FOR GROWTH

 Demand showing improvement post note ban: Most companies from Unilever to Dabur to
Marico, Nestle and Mondelez have highlighted recently that demand has recovered post the high-
value note ban in the December quarter. They say that consumers, especially, in urban areas have got
past the hurdles faced during the note ban, prompting sales to show improvement in the March
quarter.
 Companies were quick to adapt to the changing scenario: To lessen the pain, companies were
quick to manage inventory and distribution during the note ban, increasing credit period for trade
strapped for cash. In recent months, companies have been talking to traders to switch to digital
payments to ensure seamless transfer of goods.
 Companies focusing on urban for now: Most FMCG companies admit that business will take time
to return to normal in rural areas owing to the note ban. So the focus for them will be on pushing
sales in urban areas. While rural constitutes a third of FMCG, two-thirds continues to come from
urban areas so for the medium to short term emphasis on urban till rural returns to normal, say
analysts, is not a bad idea.

6. PORTER’S FIVE FORCES ANALYSIS

Threats Of
New
Entrants -
MODEST

Bargaining Bargaining
Competetive
Power Of Power Of
Rivalry -
Supplier - Customer
HIGH
MODEST - LOW

Threats Of
Substitues
- HIGH

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To decide industry engaging quality and since quite a while ago run industry gainfulness of the Indian FMCG Industry, we
decided to apply the Porter's five powers in our investigation. Watchman's five powers are: (1) Threats of new
contestants (2) Threat of substitutes, (3) Bargaining intensity of client, (4) Bargaining intensity of provider, and (5)
Competitive Rivalry.

 Threats of new Entrants: Barriers to Entry and exit: The Indian FMCG Industry is characterized with
modest entry and exit barriers. Integrated business model and increasing capital requirement in the
industry restrict new entrants. Huge investments in setting up distribution networks and promoting
brands and competition from established companies

 Threat of substitutes: Being an essential commodity the demand for consumer products is elastic.
Multiple brands positioned with narrow product differentiation. Companies entering a category /trying
to gain market share compete on pricing which increases products substitution. Hence, threat of
substitute is high in the industry.

 Bargaining intensity of Customers: High brand loyalty for some products, thereby discouraging
customers’ product shift. But low switching cost and aggressive marketing strategies under intense
competition within the FMCG companies, induce Customers to switch between products, thereby
driving value for money deals for consumers

 Bargaining intensity of Supplier: Prices are generally governed by international commodity markets,
making most FMCG companies price takers. Due to the long term relationships with suppliers etc.,
FMCG companies negotiate better rates during times of high input cost inflation

 Competitive Rivalry: Competitiveness among the Indian FMCG players is high. With more MNCs
entering the country, the industry is highly fragmented. Advertising spends continue to grow and
marketing budgets as well as strategies are becoming more aggressive. Private labels offered by retailers
at a discount to mainframe brands act as competition to undifferentiated and weak brands.

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B. Company Information
ITC is one of India's foremost multi-business enterprises with a market capitalization of US $ 50 billion and
Gross Sales Value of US $ 10 billion. ITC is rated among the World's Best Big Companies, Asia's 'Fab 50' and
the World's Most Reputable Companies by Forbes magazine and as 'India's Most Admired Company' in a
survey conducted by Fortune India magazine and Hay Group. ITC also features as one of world's largest
sustainable value creator in the consumer goods industry in a study by the Boston Consulting Group. ITC has
been listed among India's Most Valuable Companies by Business Today magazine. The Company is among
India's '10 Most Valuable (Company) Brands', according to a study conducted by Brand Finance and published
by the Economic Times. ITC also ranks among Asia's 50 best performing companies compiled by Business
Week.

1. COMPANY SNAPSHOT
ITC was incorporated on August 24, 1910 under the name Imperial Tobacco Company of India Limited. As the
Company's ownership progressively Indianite, the name of the Company was changed from Imperial Tobacco
Company of India Limited to India Tobacco Company Limited in 1970 and then to I.T.C. Limited in 1974. In
recognition of the Company's multi-business portfolio encompassing a wide range of businesses - Fast Moving
Consumer Goods comprising Foods, Personal Care, Cigarettes and Cigars, Branded Apparel, Education and
Stationery Products, Incense Sticks and Safety Matches, Hotels, Paperboards & Specialty Papers, Packaging,
Agri-Business and Information Technology - the full stops in the Company's name were removed effective
September 18, 2001. The Company now stands rechristened 'ITC Limited,' where 'ITC' is today no longer an
acronym or an initialized form.

Founder

Henry Overton Wills was an English businessman and benefactor. He became the first chancellor of the
University of Bristol

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Mr. Sanjiv Puri (Chairman)

ITC ranks among India's `10 Most Valuable (Company) Brands', in a study conducted by Brand Finance and
published by the Economic Times. ITC also ranks among Asia's 50 best performing companies compiled by
Business Week.

ITC employs over 26,000 people at more than 60 locations across India. The Company continuously endeavors
to enhance its wealth generating capabilities in a globalizing environment to consistently reward more than
3,53,000 shareholders, fulfill the aspirations of its stakeholders and meet societal expectations.

This over-arching vision of the company is expressively captured in its corporate positioning statement:
"Enduring Value. For the nation. For the Shareholder."

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2. PRODUCTS AND SERVICES PORTFOLIO
 ITC is the market chief in cigarettes in India. With its wide scope of precious brands, it has an initiative situation
in each section of the market.
 ITC made its entrance into the marked and bundled Foods business in August 2001 with the dispatch of the
Kitchens of India brand. An increasingly wide based section has been made since June 2002 with brand
dispatches in the Confectionery, Staples and Snack Foods portions.
 ITC's Lifestyle Retailing Business Division has built up an across the nation retailing nearness through its Wills
Lifestyle chain of selective claim to fame stores.
 ITC is mixing its center abilities to advertise a developing scope of welcome, gifting and stationery customer
items. As a component of ITC 's business technique of making numerous drivers of development in the FMCG
division, the Company has started showcasing wellbeing matches and agarbattis (incense sticks) sourced from
little scale and house units.

Hotels

ITC Welcome group brand has become synonymous with Indian hospitality. Today amongst India's
finest and fastest growing hotel chains, it consists of over 70 hotels across different destinations in India.
These include super deluxe and five star hotels, heritage palaces, havelis and resorts and full service
budget hotels.

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Paperboards and Packaging
ITC is one of the world's most modern and contemporary manufacturers of packaging and graphic series of
boards. ITC 's Packaging & Printing Business is the country's largest converter of paperboard into packaging.

Agri-Business
ITC's International Business Division (IBD) is the country's second largest exporter of agri-products. ITC
pioneered the cultivation and development of Cigarette Tobaccos in India.

Information Technology
ITC Infotech India Ltd., a global IT services company, has established itself as a key player in the offshoring
arena, growing at a cumulative annual growth rate (CAGR) of around 85%.

3. SWOT ANALYSIS OF THE COMPANY

Strengths:
Portfolio of Business: ITC has 6 strong and diverse businesses under its name which boasts its total revenue
and allows ITC to innovate and explore other business opportunities.
Strong Brands in various businesses: ITC is a strong house of brands with most of its products leading the
segments in which they operate. ITC owns some of the most popular cigarette brands like gold flake and
Classic. It also owns Sunfeast, which is amongst the top selling biscuits in India. Similarly, Aashirvaad,
Yippee!, Engage, John Players and Bingo are also amongst the market leader in their respective categories.
ITC’s hotel and property businesses are also doing well.
With a portfolio like this, ITC has become one of the most powerful conglomerates in India and is admired all
over the world.

Weaknesses:
High Proportion of revenues from Tobacco products: ITC has been continuously making efforts to divert the
FMCG business from over dependence on tobacco products and have been successful in doing so to an extent.
But, tobacco products remain to be the major source of the revenue contributing more than 60% of the total
revenue from FMCG businesses.
Association with Tobacco Products affects the image: ITC has made a lot of efforts to improve its corporate
image but the fact that ITC has many tobacco products in its portfolio impacts its corporate image.
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An increase in Tax on Tobacco affects revenue: Due to the increase in taxation on tobacco products, the
prices and hence revenues get affected.

Opportunities:
Strategic Acquisitions: ITC should continue making the strategic acquisition 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 lifestyle of customers in India. This could help in increasing revenue for all its businesses
Growing Personal Hygiene as well as Food processing Industry in India: ITC should utilize its distribution
channel in Personal Hygiene and Food Processing Industry to capitalize on the growth in the categories and
hence increase revenue.
Tap opportunities 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.

Threats:
Intensifying Competition in FMCG businesses: ITC faces intense competition in its FMCG business from
large MNCs 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 continue to be targeted by strict government regulations and taxation system. This possesses a threat to the
highly profitable Cigarette business of ITC.
Increasing awareness on 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
affect the sales of cigarettes.

4. TARGET MARKET

Segment Middle class and women

V

Young modern and aware customers who are

confident of themselves and seek indulgences
Target V that make them feel alive and beautiful
m
Atta which is blend of nature and also a gentle
Positioning V care that can be used everyday

PO

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5. COMPETITORS ANALYSIS

Britania
Market Share
Dabar
9% 6%
Godrej
Nestle 6% Marico
India 3%

GSK
3%

Colgate
3%
HUL
28%

ITC
34%

Strategies adopted by Few prominent players in FMCG Industry

 Cost Cutting strategy- HUL fulfills 80 percent of its power requirement for its Sumerpur plant from
solar energy.
 Analytics- Hindustan Unilever Ltd (HUL) implemented a transformational program called Connected 4
Growth (C4G) to help drive business growth.
 Product Expansion- Nestle, has forayed into India’s pet care segment by introducing a range of
premium dog food, called ‘Purina Super coat’, under its subsidiary, Nestle Purina.
 Product launches- ITC to launch 30-40 products every year to become India’s biggest FMCG
company.
 Expansion- Dabur to invest Rs 250-300 crore (US$ 37.29-44.75 million) in FY19 for capacity
expansion and is also looking for acquisitions in the domestic market.
 Joint Venture- Eveready Industries India has entered into a joint venture with Wings Group, a large
conglomerate and major FMCG companies in Indonesia called, Universal Wellbeing

6. NEWS
 ITC ltd posted its highest ever quarterly profit for the three months ending September 2019, with standalone net
profit growing by a record 36.2% at Rs4023.1 crore.
 The cigarette-FMCG –hotel major’s gross revenue for the quarter grew by 5.9% at Rs11,750.16 crore driven
mainly by paperboards, hotels and the non-cigarette FMCG business.
 The company said tax expenses for the current quarter and six months of the fiscal includes a credit of Rs 340
crore. The non-cigarette FMCG business comprising of packaged food, personal care, stationary products- posted
4% growth in gross revenue at Rs 3288.31 crore led by Atta, potato chips, premium cream biscuits, hand wash,
body wash and notebooks.
 FMCG giant ITC posted a 36.16 per cent year-on-year rise in standalone profit at Rs 4,023.10 crore, beating
Street expectations. This was the company’s highest-ever quarterly profit.
 ITC ties up with AP government to improve quality, sales of chili output

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C. MARKETING
1. SWOT ANALYSIS OF AASHIRVAAD

STRENGTH WEAKNESS

 Largest Market Share • Promotion not convincing

 Variants of Wheat Atta present • Not yet reached breakeven
 Strong Network E-Choupal point

OPPERTUNITIES
THREATS
SWOT

 Growing working population  Competition with local brand

 Capturing Rural Market  Government interferences
 FDI
 Slow down in economy

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2.. MARKETING MIX OF AASHIRVAAD ATTA

Product
•ASHIRWAAD whole wheat Atta
•ASHIRWAAD Atta with multi grain
•ASHIRWAAD Atta with sharbati wheat
•ASHIRWAAD with Natural Grain Mix
•ASHIRWAAD Fortified chakki Atta

Price
Aashirvaad Atta Pack Size(Kg) Price

Whole Wheat Atta 10 370

Select Atta 10 530

Multigrain Atta 10 570

Fortified Chakki Atta 5 380

Sugar Release control 5 305

Atta

PLACE

Manufactur C and F Wholesalers

e

Customers Retailers

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PROMOTION

 Aggressive advertisements in television targeting Indian housewife

 Tie up with the government to sell Aashirvaad Atta at military canteens
 Magazine ads
 Persuasive advertising
 Newspapers would be the most effective media targeting Industrial buyers.

3. STP OF ITC AASHIRVAAD

Segmentation
Demographic-
 Gender: Female, Male
 Age: 25+
 Family Style- Bachelors, Married Couples, Joint Family
 Income- More than 3 lakhs p.a.
 Occupation- Homemakers

Geographic
 Geographic Region- India
 Climate: the product is consumed in all climates.

Psychographic-
 Life style: Health conscious, Image Driven, Status conscious
 Value Oriented

Behavioral
 Occasions- Regular
 Benefits- Quality, Service
 User Status- First time user, Regular User, Non User
 Usage Rate- Heavy, Light
Targeting
 Income- Income- Global Indian (High income group), Strivers (Upper Middle Income group), Seekers
(Middle income group)
 Influencer- Homemaker
 Occupation- Homemakers
 Area- Metropolitan, Urban, Semi-urban, Rural

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Positioning
Being a mother implies satisfying all vows to your youngster. Thus, we at Aashirvaad have faith in satisfying
our guarantee of virtue and healthiness to you and your family that is the way Aashirvaad situated in the market.
By the various kinds of Atta like
• Aashirvaad entire wheat Atta
• Aashirvaad Select
• Aashirvaad Atta with multigrain
• Aashirvaad sustained Atta
• Aashirvaad Atta with meethi
 Aashirvaad sugar discharge control Atta
In India ITC Aashirvaad is the brand of wheat that gives you best quality and bona fide taste of wheat.

It gives sustenance to individuals all things considered and furthermore gives the better quality than delicate and
soft roti’s.

4. PLC OF ITC AASHIRVA

S
A
L
E
AASHIRVAAD ATTA
S

S
S

INTRODUCTION GROWTH MATURITY DECLINE

 ITC Aashirvaad Atta introduced in 2002 and in a sort span it has been the leading branded packaged
Atta in India. Aashirvaad being the biggest with a turnover of over Rs 4,000

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5. BCG OF ITC

STARS- High growth, High market share

The stars of ITC are Paper board and Packaging, Agri business and hotels.

CASH COWS- Low growth, High market share

The cash cows of ITC are FMCG cigarettes. ITC Ltd offers 80 percent of the cigarettes in India

QUESTION MARKS-High growth, Low market share

The question mark of ITC is ITC Infotech

DOGS - Low growth, Low market share

The Dogs of ITC is ITC Retail. As the market growth is low because of e-commerce and the market share is
also low because of tough competition by leading brand

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6. SALES COMPARISON OF ITC

2019 45784.39

2018 44329.77
Year

2017 55448.46

0 10000 20000 30000 40000 50000 60000

Sales(in Crores)

ITC’s sales growth has accelerated in the last year after a period of stagnation. In Fiscal 2019 (ended March 31) the
company’s sales grew from 44329.77 to 45784.39 crores. Growth was achieved in all the four product categories,
except, the largest cigarettes.

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D. FINANCE
1. GROSS PROFIT MARGIN

Gross Profit X 100

Net sales

17,305.31 X 100 = 38.75%

44,995.65

2. NET PROFIT MARGIN

Profit after tax X 100

Net sales

12464.32 X 100
44,995.65 = 27.70%

3. DIRECT AND INDIRECT COST

Direct cost= cost of material consumed + purchase of stock in trade + changes in inventories + employee
benefit expenses

2019 = 13,184.97 + 4300.32 + 180.14 + 2728.44

=20,393.87
2018 = 11,756.21 + 2991.98 + 1041.85 + 2487.46
=18,277.5

Change in comparison to previous years

= 20,393.87 – 18,277.5
18,277.5 = 0.11 %

Indirect cost= Finance cost + depreciation expenses + tax expenses + other expenses + employee benefit
expenses

2019= 34.19 + 1311.70 + 5979.84 + 7656.55 + 2728.44

=17,710.72

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2018= 86.65 + 1145.37 + 5628.45 + 6809.06 + 2487.46
=16,156.99

Change in comparison to previous years

= 17,710.72 - 16,156.99
16,156.99 = 0.096%

4. FIXED ASSETS ADDED DURING THE YEAR

2019-2018= 40228.96 – 37,878.31

= 2350.65

5. WORKING CAPITAL OF THE YEAR

Current assets – current liabilities
= 29568.96 – 9621.56
= 19947.4

6. DEBT EQUITY RATIO

Total liabilities
shareholders’ equity

2226.57
1225.86 = 1.81

RATIOS for the year ended 2018-2019 VALUE

Gross Profit Margin 38.75%

Net Profit Margin 27.70%

Direct Cost 20,393.87

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7. CURRENT RATIO Indirect Cost 17,710.72
Current Assets
Current Liabilities Fixed Assets added during the year 2,350.65
21332.16 = 1.80
11840.24 Working capital of the year 19,947.4

Debt Equity Ratio 1.81

8. Quick Ratio
Current Assets – Inventory Current Ratio 1.80
Current Liabilities

21332.16 – 7587.24 = 1.16 Quick Ratio 1.16

11840.24

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E. HUMAN RESOURCE MANAGEMENT
1. ORGANIZATIONAL STRUCTURE

BOARD OF
DIRECTORS

Vv COMPENSATION NOMINATIONS INVESTOR

AUDIT
COMMITTEE COMMITTEE SERVICES
COMMITTEE
COMMITTEE

CORPORATE
MANAGEMENT
COMMITTEE

Divisional/Strategic Business Corporate functions headed by

Unit (SBU) a HOD.
Management Committees, each
headed by a Divisional/SBU Corporate function includes:
Chief Executive Planning and Treasury,
Accounting, Legal, Secretarial,
Business includes: EHS, Human Resources,
FMCG, Hotels, Paperboards, Corporate Communications,
Specialty Paper and Corporate Affairs, Internal
Packaging, Agri Business and Audit and Research and
Information Technology Development

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Structure:

ITC has a three-tier management structure.

MATRIX STRUCTURE OF ITC LTD

CHAIRMAN AND BOARD

OF DIRECTORS

CORPORATE MANAGEMENT
COMMITTEE

DIVISONAL CEO’S

 At the top are Chairman and Board of Directors, who are responsible for the strategic supervision of ITC, its
wholly owned subsidiaries and their wholly owned subsidiaries. The ITC board is a balanced board comprising
Executive and Non-Executive Directors. The Board ensures that the Company has clear goals relating to
shareholder value and its growth. It sets strategic goals and seeks accountability for their fulfillment. There are
four board committees, namely, the Audit Committee, the Nominations Committee, the Compensation
Committee and the Investor Services Committee.

 At the second level is the Corporate Management Committee, which is responsible for the strategic
management of the company's businesses within Board-approved direction/framework. It comprises all the
Executive Directors and three or four key senior members of management.

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  Third level consists of divisional CEOs of each business assisted by their own divisional management
committees. Corporate Functions of the Executive Management Team includes Planning and Treasury,
Accounting, Legal, Secretarial, Human Resources, Communications, Internal Audit and Information
Technology.

2. SKILL REQUIRED
Skills for marketing job:
The key skills of marketing firms are looking for are

 Interpersonal communication
 Good writing ability
 Analytical knowledge
 Creativity and expression
 Influencing and negotiation skills
 Team playing
 Computer skills
Skills sets for HRM job:
The key skills of HRM are

 The ability to communicate

 Excellent judgment
 Sensible, honest ethics
 Great negotiation skills
 Strong multitasking abilities
Skills sets for finance job:
There are a number of key skills and personal attribute that are common to all position, including:

 Excellent communication skills, both verbally and orally

 Good all-round IT skills
 Sensitivity and integrity yet assertive at the same time
 Ability to work on your own initiative
 Motivated and ambitious.

3. JD’S AND JS SPECIFICATION FOR ITC

Job description for Marketing Officer: -
Usually, marketing officers work under a marketing manager or director but also manage a marketing assistant or
coordinator. Marketing officers are found in a wide variety of organization.

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Typically, a marketing officer will:
 Prepare and project manage the publication and distribution of publicity materials.
 In conjunction with others, devise marketing campaigns.
 Devise and organize a calendar of marketing events, such as dinners, promotions, workshops, open days or
fundraising activity.
 Undertake market research and establish the best way to reach target groups
 Develop and communicate through the organization’s CRM (Customer Relationship Management) system.
 Coordinate with outside agencies, for example designers, to produce marketing material such as stationery and
web pages.
 Line manage a marketing assistant or coordinator.
 Maintain and develop the organization’s database.

Job Specification for Marketing Officer:

The marketing manager is responsible for the overall management of the marketing department. The following
requirements (job specifications) were determined by job analysis and derived from the job description as crucial for
success in the marketing manager role.

Experience: Marketing Manager:

 10 years of progressively more responsible positions in marketing, preferably in a similar industry in two different
firms.
 Experience supervising and managing a professional marketing staff of seven.

Education: Marketing Manager:

 Bachelor's Degree in Marketing or a related field required.
 Master’s in Business or Marketing preferred.

Required Skills, Knowledge, and Characteristics: Marketing Manager:

 Strong effective communicator.
 Highly developed, demonstrated teamwork skills.
 Ability to coordinate the efforts of a large team of diverse creative employees.
 Demonstrated ability to increase productivity and continuously improve methods, approaches, and departmental
contribution. Commitment to continuous learning.
 Ability to lead in an environment of constant change.
 Experienced in advising product teams about potential markets, desirable product features, go-to-market best
practices, and measuring the success of outreach and product sales.
 Experience managing external PR and communication consulting firms and contractors.

High-Level Overview of Job Requirements: Marketing Manager:

 Researching and evaluating new product opportunities, demand for potential products, and customer needs and
insights.
 Overall marketing strategy and execution of plans for the existing products.
 Working with product development teams to manage new product development.

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  Managing launch campaigns for new products.
 Managing distribution channels for products.
 Ensuring effective, branded marketing communications including the company website, print communication, and
advertising.
 Managing media and marketing staff and external PR agencies.
The marketing manager position is expected to contribute a great deal to the effectiveness of the company in identifying
products and markets, suggesting sales strategies and approaches, and in measuring the results of all of the efforts.

Job Description for Finance Officer: -

Financial managers advise clients on appropriate business planning and help in decision making processes to ensure that
businesses are financially successful. This might involve advising on investments, savings, pensions or insurance
products.

Responsibilities of the job include:

 Collating, preparing and interpreting reports, budgets, accounts, commentaries and financial statements
 Undertaking strategic analysis and assisting with strategic planning
 Producing long-term business plans
 Undertaking research into pricing, competitors and factors affecting performance
 Controlling income, cash flow and expenditure
 Managing budgets
 Developing and managing financial systems/models
 Carrying out business modelling and risk assessments

Job specification for Finance Employee: -

Essential Experience:
 Experience of managing a small finance team, including the development and training of national staff.
 Experience of financial reporting to external donors.
 Effective financial management skills.
 Knowledge of finance systems and procedures in a programmer.
 Project management skills.
 Good literacy, numeracy and IT skills.

Qualifications: -

Professional accounting qualification, e.g. ACA, CIMA, ACCA or equivalent

Job Description for Human Resource Management: -

 Maintains the work structure by updating job requirements and job descriptions for all positions.

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 Maintains organization staff by establishing a recruiting, testing, and interviewing program; counseling managers
on candidate selection; conducting and analyzing exit interviews; recommending changes.
 Prepares employees for assignments by establishing and conducting orientation and training programs.
 Maintains a pay plan by conducting periodic pay surveys; scheduling and conducting job evaluations; preparing
pay budgets; monitoring and scheduling individual pay actions; recommending, planning, and implementing pay
structure revisions.
 Maintains employee benefits programs and informs employees of benefits by studying and assessing benefit
needs and trends; recommending benefit programs to management; directing the processing of benefit claims;
obtaining and evaluating benefit contract bids; awarding benefit contracts; designing and conducting educational
programs on benefit programs.
 Maintains human resource staff by recruiting, selecting, orienting, and training employees.
 Maintains human resource staff job results by counseling and disciplining employees; planning, monitoring, and
appraising job results.

Job specification for Human Resource Manager:

 Knowledge and experience in employment law, compensation, organizational planning, recruitment, organization
development, employee relations, safety, employee engagement, and employee development.
 Better than average written and spoken communication skills.
 Outstanding interpersonal relationship building and employee coaching skills.
 Demonstrated ability to lead and develop HR department staff members.
 Demonstrated ability to serve as a knowledgeable resource to the executive management team that provides
overall company leadership and direction.
 Excellent organizational management skills.

Education and Experience Required for the Human Resources Manager Job: -

 Minimum of a Bachelor's degree or equivalent in Human Resources, Business, or Organization Development.

 A minimum of seven years of progressive leadership experience in Human Resources positions.
 Active affiliation with appropriate Human Resources networks and organizations and ongoing community
involvement, preferred.

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4. SELECTION PROCESS
Organizations have the ceaseless assignment of talking, choosing and enlisting representatives. Be that as it
may, notwithstanding the tedium and expertise of an organization's HR office, choosing the correct individual
for work is very testing. Settling on an inappropriate decision can likewise be expensive. The representative
determination process as a rule involves notice or promoting, checking on, screening, talking with, testing at
that point choosing the best accessible applicant.

Notification
The worker determination process as a rule begins with a director or supervisor dispatching HR to fill another or
empty position. The chief should initially choose what capabilities she wants in a vocation applicant. For
instance, should the individual have an advanced education, or how long of significant experience is
fundamental? When the administrator sets up the activity prerequisites, the HR division places advertisements
in the neighborhood paper and on the web. Some of the time, HR use a talent scout discover up-and-comers,
somebody who regularly has some expertise in a specific field.

Reviewing:
Audit continues and match every up-and-comer's experience to the activity prerequisites. Organizations now
and then get many resumes for a promotion. Be that as it may, HR may just think about six. During terrible
monetary periods, various up-and-comers may have a training and experience that surpass the capabilities for
the activity. Conflictingly, it might be harder to discover qualified competitors during great monetary occasions.
All things considered, HR and the employing chief must decide what number of applicants they can practically
acquire for a meeting.

Screening:

The business choice procedure may really incorporate a screening meeting, particularly if an occupation
competitor lives away. HR will as a rule lead the screening meeting via phone, as indicated by the Virginia
Tech article on its site titled "Phone Interviews & Screening". Screening meetings can help thin the field of
up-and-comers. A phone meet additionally enables an organization to decide whether the competitor has the
vital capabilities to warrant flying him in for a meeting.

Interviewing:
One of the most significant features of the business choice process is the up close and personal meeting.
Organizations have various techniques for individual meetings. A few organizations want to have throughout
the day talking with sessions, where occupation up-and-comers meet with an alternate individual every hour.
During this time, organizations may have the competitors meet with HR, the enlisting administrator and
different representatives. Another alternative is having applicants meet with key work force one day, at that
point welcoming them back for second to meet with certain officials.

Selection:
The procuring director will generally request input from HR and different representatives who meet the activity
competitors. The employing director may likewise audit her notes, or choose which up-and-comer would fit
best in the vacant position. Capabilities are just a single thought. The employing chief will generally choose

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somebody with whom she can work, regardless of whether it is the applicant's character or hard working
attitude.

Testing:

The representative determination procedure can likewise incorporate testing before an up-and-comer is really
enlisted. A few organizations require sedate screening to ensure applicants don't have an illicit drug use.
Representatives who work in the protection business may need to step through a mental exam to decide whether
protection is the suitable vocation decision for them. Along these lines, after the medication or character test,
the organization makes an idea to the picked competitor.

5. INDUCTION PROGRAM

ITC training and development center is named Epicenter. This Epicenter is where the trainees sharpen their skill
sets, foster innovation and encourage freedom of thought. It symbolizes their need to excel in every sphere of
functioning through knowledge building and skill enhancement.

Technical Training

Technical training typically includes basic skills for new recruits such as programming language skills, OS
principles, SE principles and specific technology expertise related to various technology areas. Along with
technical training, they also provide a comprehensive certification program where employees can choose from a
multitude of technology areas.

Behavioral Training

Behavioral training includes soft skills development sessions for the employees. These workshops include
training in leadership skills, customer delight, 127 communication skills, time management, creativity and
innovation, team building exercises etc. It is also very important that their employees have a domain
understanding of the business areas they work in. In this regard, they focus on training programs leading to
certification.

AUT Induction

AUTs, after they join ITC, are taken through a two-week corporate induction programme wherein various
Business Heads introduce them to their businesses. The induction programme is also aimed at facilitating a
smooth transition from campus to the corporate world as well as to provide an opportunity to interact with
business leaders. On the whole the programme aims at giving an AUT an understanding of what defines ITC,
how ITC works and the lives ITC touches!!!

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Once AUTs join their respective businesses, they go through a division and function specific detailed induction
programme which provides them a thorough overview of the business model of the division, introduces them to
various functions within the business and gives them an extensively detailed insight into their own function.

The induction programme is supported by projects and stints which help grasp the various nuances of the
business and at the same time contribute to the growth of the Company.

6. Employee review about the company

A. “Good for FMCG domain guys”

I am a Sales Executive at ITC LIMITED

Pros-
Team work - Big teams and hence improved team work skills and FMCG Industry knowledge

Cons
NA

B. “Good life at ITC Lot of hard work to be put in but great learning scope”
Working as a FINANCIAL SUPERINTENDENT.

Pros
A learning ground for beginners
A very diversified company into many businesses
Free lunches

Cons
internal politics, healthcare

C. “Overall feedback for ITC Ltd”

Area executive (Former Employee.

Pros
Deal with multiple categories, extensive learning and development opportunities

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Cons
Work culture and compensation could improve

D. “Very friendly and caring atmosphere”

Working as a Logistics Executive

Pros
The manager and staffs are very instructive

Cons
sometimes unable to complete the work after midnight
E. “Quite Matured and Stable Organization”
Assistant Manager Finance
Pros
Stability, well structured
Cons
Increments & Promotions are not encouraging
F. Good learning experience.
Area Executive
Pros
Decent pay, employee friendly
Cons
Long hours sometimes, uncertainty in profile

G. “ITC is a good organisation”

Logistics Executive, Handling Different Vendors
Pros
Good Working Timings, Care about their employees
Cons
less opportunities of growth

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F. CONCLUSION
ITC promoting their brands through advertisement campaign as well as door to door promotion. ITC is also
focusing on Retailers and Wholesalers to promote their brand. The demand of their product in very low,
because people don’t know about their brands very well. ITC knows their strength and weakness in the
personal care market, so they are applying new concept to overcome their weaknesses. ITC now offering
more margins, exiting offers and long credit period to retailers and wholesalers.

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G. BIBLOGRAPHY
https://www.bloomberg.com/asia

https://www.indeed.co.in/

https://www.itcportal.com/

https://www.moneycontrol.com/

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