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CUSTOMER DEVELOPMENT MARCH 2013 TURKEY UNILEVER ON SHELF AVAILABILITY COLLABORATION CYCLE Belkis Kulduk OSA Perfect Replenishment Manager Unilever Asia Amet Russia

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WHAT IS AVAILABILITY?

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3 : 1 OSA SALES GROWTH :

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. 35% Supplier Loss 40% Retailer Loss How do shoppers react when they cant find products on shelf? OUT OF STOCK? Pie chart showing a research of international survey

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WHY AVAILABILITY?

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OPPORTUNITY IS HUGE

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What if our products are not ON SHELF even though they are in store on time? ON TIME Delivery is KEY..

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ROOT CAUSES *Output from Global OSA Collaboration Projects

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UNILEVER OSA COLLABORATION CYCLE

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TRAIN People & Capability as Initial Focus Learn by Real Life Cases Use different tools & techniques Tailor - made trainings

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MEASURE Measure Business Wide availability results Unveil Hidden Opportunity Prioritize where to focus and improvement areas

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EXECUTE Every day Execute, Execute, Execute! Focus on the priority stores Use tailor made quick solutions

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RESULTS How can we improve further? *Unilever internal scorecard

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TRAIN

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COLLABORATE ALIGN 1 IMPROVE 3 ANALYZE 2

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SPONSORSHIP JOINT TARGETSRIGHT TEAM ALIGN JOINT DEFINITION FOCUS AREA TIME PLAN ?

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ANALYZE LOSS CHART PRIORITIZE OWNERSHIP DATA CAPTURE

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TEST SOLUTIONS RESULTS ROLL OUT JOINT ACTIONS IMPROVE

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Correct System Stock On Shelf Availability Trainings Back of Store Organisation Daily Gap Scan Checks Regular Master Data Control Right and On time Order Daily Awareness Messages / Incentives for Teams Collaborative Planning Forecasting Replenishment (CPFR) PILOT PROJECTS REPEATABLE SOLUTIONS *Unilever Data taken from Differnt Pilot Projects Monthly Customer Supplier OSA Meetings

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97.3% Avg. On Shelf Availability 2% Avg. Turnover Growth RESULTS *Unilever Data taken from Several Pilot Projects 99.6% 7% 99.4% 1.5%

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MEASURE TRAIN EXECUTE COLLABORATE OSA Collaboration Cycle

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Thank !