This document summarizes a presentation made by 10 people on Hindustan Unilever Limited (HUL). It discusses HUL's footprint in India since 1930, major brand acquisitions, product segments, sales organization structure, beat plan for territory sales officers, distribution model involving direct and indirect coverage, winning strategies to address issues like urbanization and emerging low-income consumers, current trends at HUL including profit growth and environmental initiatives, and future plans. The FMCG sector in India is the 4th largest, growing at around 12% annually, with HUL being a major player in this important industry.

1. Presented By.
1. Shubham Shukla
2. Laxmi Gupta
3. Pooja Koli
4. Sweety Singh
5. Manoj Kurup
6. Dipesh Patel
7. Vivek Singh
8. Tasmeeya Shaikh
9. Ankita Takkekar
10. Priya Sahu

2. AGENDA
Introduction
Footprint
Acquisition
Product Segments
Sales Organization Structure
Beat Plan
Distribution Model
Winning Strategy
HUL Plan

3. • 4th Largest sector in Indian economy
• Three main segments:
1. Food and Beverages – 19%
2. Healthcare – 31%
3. Household and personal care- 50%
• Future Investment:
1. Patanjali (5197.85 Cr.)
2. Dabur (250-300 Cr.)
3. Nestle (700 Cr.)
• CAGR- 27.86%
• Projected to grow 11-12% in 2019
• Revenue Contribution :
1. Rural segment-45%
2. Urban segment – 55%
FMCG Sector In India

4. Unilever Started In 1930
(1872)
Margarine Unie
(1885)
Lever Brothers
Introduction (Hindustan Unilever Limited)

5. Footprints

6. IN 1961
IN 1957
IN1954
IN 1944
IN 1933
IN1984 IN 1986
IN 1993
IN 2017
IN 2014
Brand Acquired

7. Product Segments
Beauty & Personal
Care
29
46%

8. Food & Refreshment
12
19%

9. Home Care
9
34%

10. Others
1 %

12. RM (East) RM (North) General
Manager
(RM)West
Regional Sales
Manager
(Food and
Refreshments)
Regional
Sales Manager
(Beauty and
Personal care)
Branch HR
Manager
Regional Sales
Manager
(Home Care)
Regional
Sales
Manager
(Others)
Admin Manager
RM(South)
Sales Organization Structure
National Sales
Manager

13. Regional Sales
Manager (Food
and Refreshments)
Area Sales
Manager
(Mumbai)
Area Sales
Manager
(Goa)
Area Sales
Manager
(Gujarat)
• Segment and Region

14. Area Sales
Manager
(Mumbai)
Field Sales
Manager
Sales Executive
Territory Sales
Officer (Vashi)
Activation
Executive
Territory
Activation
Officer
• Sales and Merchandising

15. Territory Sales Officer Territory Activation Officer
Hires Hires
Salesman Person for Activation
• Bottom Of Pyramid

16.  Beat Plan
• Per Day and Per Salesman (20 Stores)
• Location (Vashi)
Weeks Monday Tuesday Wednesday Thursday Friday Saturday
Week 1 Sector 17
(20 Stores)
Sector 12
(20 Stores)
(Different
sector
with 20
stores)
(Different
sector
with 20
stores)
(Different
sector
with 20
stores)
(Different
sector
with 20
stores)
Week 2 Sector 17
(20 Stores)
Sector 12
(20 Stores)
Repeated Repeated Repeated Repeated
20 Stores per day = 6 days*20 stores = 120
stores weekly target.

17. • Communication Flow
• Reporting to Territory Sales Officer
(TSO)
Salesman Territory Sales Officer
Clicks Picture
within and
outside store to
ensure
attendance.

18. Territory Sales Officer
• Count of Salesmen.
• Check on Database.
• 80% and 20%.
• Universe.
• Qualitative time spent.
• Authority to spend
• Work Flow

19. • Communication Flow
TSO Meeting with
Sales Executive
 AGENDA
• Count of Salesman
• Budget Implementation
• No. of Stores Covered
• Productivity
Sales
Executives
Field Sales
Manager
Area Sales
Manager

20. • Work Flow
Field Sales Manager
• Actual and Estimates.
• Low performing territory Improvement.
• Proper escalation of data to Area Sales Manager.

21. Distribution Model

22. Phase 1A : Direct Coverage
Phase 1B : Indirect Coverage

23. Phase 2 : Operation Streamline
Phase 3 : Project Shakti

24. Winning Strategy
Rapid Urbanization Hybrid Trade Structure The emerging Urban Poor
Growing at 2.4% Co-existence of GT & MT > 20% of Urban live in slums
Source : CIA world fact book

25. Winning Strategy
Line
Manager
Strength
Development
Areas
Training
Wish(Can be
mentioned in
Appraisal)
Field
Area
Business
Employee Distribution
• Old Distributors
• Support sale
• Expert Advice
• Monetary Returns

26. • Launched – Love and Care
• Merger (HUL and GSK)
• Planning to acquire Dinshaw’s dairy foods
• Quarter 2 profit rises
• War Against Plastic
Current Trends CSR to Sales

27. HUL Plans.