Pursuant to Regulation 30 of the Securities and Exchange Board of - - PDF document

5th December, 2018

Stock Code: BSE: 500696

NSE: HINDUN/L VR /SIN: INE030A01027

BSE Limited, National Stock Exchange of India Ltd Corporate Relationship Department, Exchange Plaza, 5th Floor, 2nd Floor, New Trading Wing, Plot No. C/1, G Block, Rotunda Building, P.J. Towers, Sandra - Kurla Complex, Dalal Street, Sandra (E), Mumbai - 400 001 Mumbai - 400 051 Dear Sir, Sub: Investor Presentation Pursuant to Regulation 30 of the Securities and Exchange Board of India (Listing Obligations

and Disclosure Requirements) Regulations, 2015, we are enclosing herewith a copy of the presentation to be made at Unilever Investor Event to be held at registered ofgice of the Company at Mumbai today. You are requested to take the above information on record. Thanking You. Yours faithfully, For Hindustan Unilever Limited ==:;

TRANSFORMING DISTRIBUTIVE TRADE WITH TECHNOLOGY

2

INDIA CD LANDSCAPE

3K+

4000+

19k+

30k+

5000+ Sales Logistics Beauty Distributors Merchandisers Representatives Manpower Advisors

3

LELED TIONS

1.6x 1.3x 1.05x 1x

UNPARAL SCALE OF OPERA

90k+

Shakti Entrepreneurs

WIDEST RURAL REACH

600k Sq. Ft

• f Trade Assets

BIGGEST IN STORE MERCHANDIZING

140 Mn

Units Sold per Day

3 Units sold to every Indian Citizen monthly

Many brands reach over million outlets

4

E-COMMERCE MODERN TRADE

MARKET SHARE GROSS MARGIN

GENERAL TRADE

Image Image

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Pilla illars s of f CD D Strategy y

DEMAND CAPTURE cover the right outlets at the right frequency with the right assortment DEMAND FULFILMENT speedy delivery of

• rder(s) to outlets at the

most optimal cost DEMAND GENERATION world class in store execution & shopper loyalty to win at the point of purchase

6

DEMAND CAPTURE

7

More Stores More Assortment

Increase Direct Reach Distribution

Democratize Ordering

8 8

Adding Adding Sto Stores res – followin following g the the sustainable sustainable rhythm rhythm

Building a Rhythm of outlet addition

Strea Streamli mlining ning the the pro proce cess ss of o f outlet utlet addi additi tion n – ma maki king ng it it re repea peatable, table, scalabl scalable e & & eff effici icien ent t Scouting Salesman OL Addition Service Mix GPS Fixing Upgrade Addition Month 1 Month 2 Month 3-5 Month 6-9 Month 9-12

9

More Stores

Increase

More Assortment

Direct Reach Distribution

Democratize Ordering

10 10

Better Replenishment Better Replenishment is o is our b ur bigg iggest l est lever ever to to grow grow ass assortment

• rtment

Spread of Replenishment Across our Universe

30% 15% 11% 8% 7% 6% 5% 5% 4% 3% 3% 2% Assortment is not just about the sale of new packs but also their subsequent

replenishment

“ ”

% Contribution 1x 2x 3x 4x 5x 6x 7x 8x 9x 10x 11x 12x Frequency of Replenishment

11 11

Lev Leveraging eraging Baye Bayesian sian networks networks for im for impro proved ved replenis replenishment hment modelling modelling

Will the

A probabilistic model which

Pack Type

learns outlet and pack behavior trends to provide more relevant tasks to the Salesman in the given month

Purchase Quantity line sell this Month? Outlet Type Purchase Frequency

12 12

Simpl Simplified ified KPIs KPIs Simpl Simplified ified Interface Interface

1 2

Total Lines Sold Per Day Total Assortment

Easy to Sell

Set of packs an outlet regularly buys Set of incremental packs which have a

Easy to Earn priority

13

More More Stores Assortment

Increase Direct Reach Distribution

Democratize Ordering

14 14

Democ Democratize ratize order

• rder taking

taking from S from Salesman alesman : : B2B App B2B App

RAPID SCALE UP

Any time Business

• rdering

Transparency

4 Cities Q1’ 18 8 Cities Q2’ 18

Customized Promotions

Q3’ 18 13 Cities

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DEMAND FULFILLMENT

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• N+2 Delivery
• Back end

Automation

automation

Delivery Transparency

n+2 delivery % D+F Key Retail PRS Kiosk % return as per delivery date

17 17

Faster Faster & o & on-time time deliveries deliveries key key for g for growt rowth h

Delivery Optimization is key to improve last mile efficiency

Higher the delay in delivery Larger is the Cost of Delay Lesser is the Productivity

39% 52% 54% 8%

Mass Retail Key Retail Chemists Kiosks

N+2 Delivery

90% 18% 10% 5% n+2 n+3 n+4

%age Return as per delivery Probability of billing in next salesman visit date

88% 81% N+2 N+3 > N+3

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• N+2 Delivery

Delivery

• Back end

Transparency

automation

Automation

19 19

Handl Handling ing Comp Complexity lexity thro throug ugh Ro h Robo botizatio tization n

20

DEMAND GENERATION

21

• Wiring up

Program Stores

Wire Up Stores Direct to Consumer

• Activate B2C

22 22

Partnerships Partnerships to to wire up wire up & win & win at scale at scale

Billing Solution Shopper Retargeting Loyalty Program Cashless Payments

23

• Wiring up

Program Stores

• Activate B2C

Wire Up Stores Direct to Consumer

24 24

B2B2C : B2B2C : Humarashop Humarashop – The The power power of

• f Hyperlocal

Hyperlocal

25 25

B2B2C : B2B2C : Humarashop Humarashop – The The power power of

• f Hyperlocal

Hyperlocal

SHOPPER RETAILER IT PLATFORM

MASTERS ORDER DELIVERY SHOP & PROMOTER UPDATES PRICES SHOPPER SEES REAL TIME SHOPPER PLACES ORDER RETAILER GETS NOTIFIED RETAILER CLICKS DISPATCH DELIVERY PARTNER/STORE PICKUP PARTNER DELIVERS

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CD D Strategy y : : Summary ry

DEMAND CAPTURE DEMAND FULFILMENT DEMAND GENERATION

More Stores Delivery Transparency Wire up Stores More Assortment Automation Direct to Consumer Democratize Ordering

THANK YOU