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04 DEC 2018
22
Hindustan Unilever Limited : €4.5bn powerhouse
Largest Beauty & Personal Care Largest Home Care Largest Tea
company in India company in India company in India
Growth Underpinned by
Unilever Sustainable Living Plan
Consistent, Competitive,
Profitable, Responsible
Growth
5
Strategy in action
Building Blocks
Enabled by
Building Blocks
Enabled by
Rs. 432
($5) High end naturals
Salon care
Anti-dandruff
Mass beauty
Sachet at
Re.1 Family
(1.5 US cents)
8
Strengthening the Core
Making the Core more Constantly innovating Focused SKUs at Focus on driving
aspirational through and renovating deaveraged level penetration &
purpose led brands the Core using local insights weighted distribution
9
Building iconic engagement platforms
Lakmé Fashion Week Fair & Lovely Foundation Lifebuoy Help a child reach 5 Lux Golden Rose Awards
10
Innovations driving our growth
11
Our Market development portfolio
Nascent categories penetration
Hand Wash* 22
Instant Coffee
Face Wash
Body Lotion
Washing Liquids
Hair Conditioner
Soups*
Dishwash Liquids
Body Wash* 2
12
Source: IMRB As of MAT Aug’18 (Urban + Rural) ; *Urban only.
Creating categories of the future
Growing at ~ 2x of
20% HUL average
of Business
SEED ACCELERATE EXPLODE
CATEGORY PENETRATION
200 million
consumer contacts
13
Leading with trends
Naturals Perfume on the go Fabric sensations
14
Driving Premiumization
1.7x
Non Material
Materials Supply
Chain Costs x
Return on
Marketing Overheads
Investments 2014 2015 2016 2017
% of Turnover
16
Execution excellence
innovations
0.92
Coverage*
2015 2018
50
2015 2018
0.9
0.88
45
0.86
No. of days
0.7x 0.84
1.7x
Art of pricing
40
0.82
0.8
x
35
0.78 Assortment
30 0.76
* Effective coverage is measured as no. of outlets with monthly average billing >INR 500 ($7.0); 2018 nos are as of Oct’18 17
India is a heterogenous country
*A report published jointly by the Internet and Mobile Association of India (IAMAI) and KANTAR-IMRB: March’18 18
Customer Development
Sharper strategy leveraging Traditional trade channels Building channels of
the ecosystem will remain relevant the future
Demand Capture
Wholesale
Right outlets, Right
Aids Width of
frequency, Right
distribution
assortment Modern Trade - Driving visibility
Retail
Demand Fulfill
Accessibility at
On time delivery at
arm’s reach of
optimal cost
desire
Explode Ecommerce - Partnerships
Demand Generate Shakti and exclusive ranges
World class in store Deep rural
execution distribution Growth and profitability in
E-Com > Modern Trade > Traditional
Trade
19
Strategy in action
Building Blocks
Enabled by
WiMI in action
From 4 branches to
Distinctive strategy
14 consumer
at a cluster level
clusters
Empowered Cluster
Customized product
Heads enabling
propositions &
faster decision
media deployment
making closest to
for every cluster
the point of action
21
Winning in Many Indias – few examples
Proposition in face care Pricing and proposition in fabric solutions Product in Refreshment
Functions in a CCBT
Empowered to More consumer & Land bigger, faster
deliver in-year P&L customer centric innovations
23
Digital trends shaping India
Data Sources: Decoding Digital Impact; 2017 Report by BCG & Google; YT data extracted in April 2018 24
Kantar IMRB Internet Report 2016, 2017; 2017 KPMG Google Report on Indian Languages – Defining India’s Internet
Leading the disruption along our value chain
Distribution Store
Performance Factory Distributor Consumers
Center
Management
Embracing
inclusion beyond
Consumer Appropriate
Need/ Unmet Large Part gender and
Problem of the Value breaking
Chain
stereotypes People with Physical and
purpose mental wellbeing
26
UNILEVER
SUSTAINABLE
LIVING PLAN
Unilever Sustainable Living Plan
90,000+ Shakti
100% tomatoes 450 billion
entrepreneurs
are sourced from network
litres
sustainable of water saving
sources potential
created
1.7 million
people
>67 million people reached - benefitted
Lifebuoy Handwashing
100% of our
Programme
plastics
52% tea is Over 420,000
83 billion litres of safe packaging to
sourced from people trained
drinking water provided by be reusable,
estates recyclable or
Pureit
certified as compostable
~1.1 million people impacted sustainable by 2025
600,000+ women
through Domex Toilet enrolled
Academy
28
Key Messages
• Unilever has a rich history and deep heritage in South Asia spanning over 100 years
• South Asia has huge headroom to grow being home to the largest millennial population,
growing affluence, rising urbanization and burgeoning digital connectivity
• Unilever has strong business in South Asia and a clear and compelling strategy across
divisions
• We are future proofing our business through market development, agile organization
structures and building distinctive capabilities across the value chain leveraging data and
technology
29
Thank you
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