August 2012 INTRODUCTION OF HINDUSTAN UNILEVER LIMITED23 NOVEMBER 2013

VISION

• We meet everyday needs for nutrition, hygiene and personal care with brands that help people feel good, look good and get more out of life.

INTRODUCTION TO HUL

Hindustan lever Limited (HLL) is India's largest Fast Moving Consumer Goods Company with a heritage of over 80 years in India and touches the lives of two out of three Indians.

ABOUT HUL

• Came into exist in the year 1933 in Mumbai.• Company was known as Hindustan Lever till May

2007.• The Company is headed by Harish Manwani

(Chairman), Nitin Paranjpe (CEO & MD).• HUL is a FMCG Company mainly into Home &

Personal Care ,Food & Beverages.• HUL is listed company on BSE & NSE with total

Market Capitalisation of Rs 68,181.98 crores.

Management Committee

Financial Information

Rs. Crore 2005 2006 2007 2008-09^ 2009-10 2010-11 2011-12

Operating Profit

Operating Profit Margin

Net Profit

Earning Per Share (Rs.)

Net Cash Flow fromOperating Activities

Net Sales 11,061 12,103 13675 20239 17524 19381 21736

1471 1,709 1934 2845 2566 2458 3073

13.3 14.1 14.1 14.1 14.6 12.7 14.1

1408 1855 1925 2496 2020 2306 2691

6.4 8.41 8.73 11.46 10.10 10.58 12.46

1967 1595 1680 2029 3441 1892 2870

HUL Financial Performance

Particulars FY'10-11 FY'11-12 Growth% FY'10-11 FY'11-12 Growth%

Net Sales 19,381 21,736 12% 18,451 21,736 18%

PBITDA 2,678 3,291 23% 2,584 3,291 27%

PBIT 2,458 3,073 25% 2,382 3,073 29%

PBIT margin (%) 12.7% 14.1% 140bps 12.9% 14.1% 120bps

PAT bei 2,156 2,592 20% 2,096 2,592 24%

Net Profit 2,306 2,691 17% 2,246 2,691 20%

Domestic Consumer Business grows at 17.5% EBIT margins up 140 bps PAT (bei) up 20%

HUL (as reported) HUL (ex FMCG exports)Rs Cr

Financial year 2011-12 – Results FMCG exports demerged – reported numbers not comparable

MARKETING MIX

PRODUCT

• With over 35 brands spanning 20 distinct categories such as soaps, detergents, shampoos, skin care, toothpastes, deodorants, cosmetics, tea, coffee, packaged foods, ice cream, and water purifiers, the Company is a part of the everyday life of millions of consumers across India. Its portfolio includes leading household brands such as Lux, Lifebuoy, Surf Excel, Rin, Wheel, Fair & Lovely, Pond’s, Vaseline, Lakmé, Dove, Clinic Plus, Sunsilk, Pepsodent, Closeup, Axe, Brooke Bond, Bru, Kissan, Kwality Wall’s and Pure it.

Product Mix

PRICE

• The company will work out how much it costs them to make of buy in a product then add on an amount for the profit.

HLL is setting a compete price in the comparison with his competitor.

PLACE

• The means by which products and services get from producer to consumer and where they can be accessed by the consumer .

HUL have a strong channel to reaching every hand of his consumer. And they covering both rural and urban areas.

PROMOTION

• HUL launched new scams like buy-one-get-one free.• Lifebuoy soap reached 30 million people with hand washing

programmes in 2010-11 alone.• In 2012, over 60% of tomatoes used in Kissan Ketchup in India were

from sustainable sources.

CHANNEL MANAGEMENT

• On the channel side – independent self service stores, trade, organised retail – will account for almost half of the incremental growth of urban India.

HUL Supply Chain and Distribution Management

HUL Distribution Network….

HUL C & F ArmyCanteen

GovernmentCooperative

Distributor

CooperativeStore

Wholesaler

Modern Retail Store

Retailer

Cons

umer

Uppal kalan (Hydrabad)Slvassa Plant (Dadar & Nagar Haveli)Daman Detergent Factory (Daman)

C.P.T. Campus (Chennai)ICE Cream Factory (Kolkata)

ETAH-INSTANT TEA (U.P.)Edapally (Cochin-Kerala)

UPSIDC Industrial Area (U.P.)Garden Reach Kolkata

JALPAIGURI Dabgram Factory (W.B.)Integraled Industrial estate Uttarnchal

Facal Point Punjab

MUMBAI

KOLKATA

DELHI

HYDERABAD

BANGLORE

CHENNAI

KOCHI-COTE

BHOPAL

AHMEDABAD

ASSAM

JAIPUR

BHOPAL ZONE

JABALPUR ZONE

RAIPUR ZONE

BILASPUR ZONE

JAGDALPUR ZONE

NAGPUR ZONE

BIG-BAZAR RAIPUR

EASY DAY RAIPUR

ANMOL SUPER BAZARAAKAS-GANGA BHILAI

RAJESH SUPER BAZARSECTOR 10

SHEETAL SUPER MARKET

CIVIC CENTER

CHOUDHARY KIRANAUTAI

DEWANGAN KIRANA MAHKAKURD

Plants Distributor & Stockiest Zonal Distributor Wholesalers & Retailers

CUST

OM

ERS

MARKETING STRATEGY

• Innovation• Connecting with our consumers• Promoting hand washing • Driving health and nutrition • Ensuring safe drinking water• Continuous commitment

INNOVATION

• delivering superior products and delivering products at the right price. • Some of the key launches this year included, TRESemmé, a premium

range of hair care products, Dove Elixir hair oil, Lakmé’s advanced skincare range, Perfect Radiance and Pepsodent Expert Care toothpaste.

Connecting with our consumers • As we build brands with purpose, we also recognise the

need to engage with our consumers. With consumers adapting to new age media, some of the key campaigns in 2012 were highlighted on a digital platform. The Active Wheel mobile campaign reached rural areas through a missed call activation. Surf Excel fulfilled over 300 wishes of underprivileged kids through a Facebook campaign, Fulfil a Wish. Elle 18 set a benchmark in the digital space with more than 6.25 lakh fans on its Facebook page. Taaza activated a mobile campaign designed to give tips to mothers on how they could teach their kids better and it helped the brand post double digit growth in the second half of the year.

Project Shakti

• Project Shakti targeted the very small villages (<2,000) and tapped into pre-existing women’s self help groups (SHG). Underprivileged rural women were invited to become direct-to-consumer sales distributors for HUL products. Termed Shakti Ammas (literally “strength mothers”), these women represent HUL and sell its home-care, health, and hygiene products in their villages.

C.S.R.

• Hindustan lever limited, has announced the launch of the domex toilet academy (DTA) to mark the occasion of the world toilet day which is celebrated globally on 19 November every year.• The academy aims to build 24000 toilets in 1200 villages in

Maharashtra and Orissa by 2015.

THANK YOU !

• So the channel composition will change. General trade will continue to be large but modern trade will get increasingly larger. That marks a significant change. The rise of urban cities and the pattern of economic development across states will mean that a few key states will account for disproportionate growth. In addition, there will be a new wave of consumers coming in for increased consumption from rural India.

• So in totality you have a consumer shift taking place, a channel shift taking place, a market shift taking place, and a category shift taking place. How does HUL respond? HUL should be at the centre of the reshaping of the environment that is now underway. Even today, we cannot say we are at the centre; we are still in many ways playing an older game. So the question is the manner in which we are reshaping ourselves across the entire business, be it marketing, supply chain, customer management or people.