Sales and Distribution Channel of HUL. Special Focus on Indore Rural Area.

1. CH INSTITUTE OF
MANAGEMENT &
COMMUNICATION
Sales and
Distribution
Channel
Submitted By :-
Pranay Rajas

2. Introduction
• Formed in 1933 as Lever Brothers India Ltd.
• Came in 1956 as Hindustan Lever Ltd.
• In 2007 renamed as Hindustan Unilever Ltd.
• The Anglo-Dutch company Unilever owns a
52% majority stake
• Covers 1 million retail outlets across India
• Products are available over 6.3 million outlets
nearly 80% of all retail outlets in India

3. VISION OF THE COMPANY

4. Lux, Lifebuoy, Dove
Personal Wash Pears, Rexona, Breeze,
Surf Excel
Laundry Wheel
Sunlight
Fair & Lovely
Skin Care Ponds
Vaseline
Sunsilk
Hair Care
Clinic
Hindustan Unilever Ltd
Pepsodent
Oral Care
Closeup
Axe
Deodorants
Rexona
Color Cosmetics Lakme
Ayurvedic Ayush

6. ONTRIBUTION TO DIFFERENT
SECTORS
2.2%
7.3%
HOME & PERSONAL CARE
16.2%
FOODS
74.3% EXPORTS
OTHERS(CHEMICALS, WATE
R)
MARKET CAPITALISATION AS PER BSE Dec 2010

7. Financial Highlights
• Net Sales Rs. 19491 Crores
• Net Profit Rs. 2306 Crores
• EPS (Basic) Rs. 10.58
• EVA Rs. 1750 Crores

8. Distribution System
Manufacturing Unit
C & F Agent
Redistributors
Wholesalers
Rural Retailers Urban Retailers
Consumers

9. Distribution at Villages

10. Channel Structure (Indore)
Carrying and Forwarding Agent
(M/s Awasthi Brothers)
Redistributors (Urban) Redistributors (Rural & MT)
M/s Riddhi-Siddhi Sales M/s Agarwal Sales
Rural Wholesalers and Retailers
Urban Wholesalers and Retailers
(1135 Wholesalers and Retailers)
Consumer Consumer

11. Findings
• Orders are almost delivered on time.
• Orders are not fulfilled properly.
• Stock is not available in the depot to serve the
retailers.
• Seasonal products are not available at outlets.
• New Products are not available at outlets.
• Company officials doesn’t visit retailers
regularly.

12. Findings (Cont…)
• Display Windows are not available
• Necessary and high sale volume products are
not available
• Distributor doesn’t visit market
• Variety of products are unavailable
• Differentiation in rates

13. Recommendations
• Frequent visit of company officers
• Retailer must be aware about schemes
• Timely delivery of products
• Proper order fulfillment
• Availability of stock at depot
• Availability of variety of products

15. THANKS FOR YOUR ATENTION