Presentation at ICICI Securities’ - “India Unlimited” Second Annual … · 2020-06-08 ·...

ICICI - Securities Annual Investor Conference, New York September, 2003September, 2003

Presentation at ICICI Securities’ - “India Unlimited”Presentation at ICICI Securities’ - “India Unlimited”Second Annual Investor Conference Second Annual Investor Conference

New York, September 8-10, 2003New York, September 8-10, 2003


FH’03 Performance HighlightsFH’03 Performance Highlights

StrategyStrategy

ContentsContents

EconomyEconomy

OverviewOverview

2003 and beyond...2003 and beyond...


FH’03 Performance HighlightsFH’03 Performance HighlightsFH’03 Performance Highlights

StrategyStrategyStrategy

ContentsContents

EconomyEconomy

OverviewOverviewOverview

2003 and beyond...2003 and beyond...2003 and beyond...


Economic OutlookEconomic Outlook

2001-02 2002-03 2003-04 (E)*

Agriculture 5.7 (3.2) 7.5

Industry 3.3 6.0 5.0

Services 6.8 7.1 7.5

GDP 5.6 4.3 6.5

• Fourth Largest economy in PPP terms • GDP growth second only to China among Asian Economies• Strong Revival expected in Agricultural growth • Resurgence of manufacturing sector• Strong performance of services sector

Growth%

* CMIE Estimates


Indian Economy - SnapshotIndian Economy - Snapshot

Positives• Favorable monsoons• Healthy GDP growth at 6.5% estimated for 2003-04 (CMIE estimates)• Revival of industrial growth to 6% in 2002-03• Strong forex reserves at 81 bn $• Current account surplus at 2.8 bn $ (Apr - Dec ‘02)• Upturn noticed in broadbased demand conditions

(Non food credit expected to rise by 16.0% in 2003-04)• Robust growth of 17.8% in exports in 2002-2003• Low inflation 3-4%• Rapid development of infrastructure

Concern• Fiscal defict at 9.3% in 2002-03 and expected to rise in 2003-04• Lag effect of poor agri-output in 2002-03• Total foodgrains production drop of 13.9% in 2002-03




ContentsContents

EconomyEconomyEconomy

OverviewOverview



Our purpose is to meet the

everyday needs of people everywhere -

to anticipate the aspirations of our

customers and consumers and to

respond creatively and competitively

with branded products and services

which raises the quality of life

Hindustan Lever Corporate Purpose

Hindustan Lever Corporate Purpose


Hindustan Lever…. India’s largest & leading FMCG company

Hindustan Lever…. India’s largest & leading FMCG company

Turnover 100 2193

EBITDA (Operational) 21 461

Net Profit (bei) 17 373

EPS 7.98 (Rs) 18c

Economic Value Added 12 263

Market Capitalisation 412 9035

* Figures based on FY2002 Audited Results

Personal Products

21%

Beverages12%

Foods7%

Ice Creams1%

Exports12%

Others3% Soaps &

Dets43%

* Based on FY2002 segmental revenues

US $ MnRs Bln


Source : Mkt Capitalisation at BSE ( 4th September 2003 )

Market Capitalisation Market Capitalisation

ONGC Reliance Indian Oil HLL Infosys

Market Cap (US $Bln) 20.3 12.6 9.7 9.0 6.1

% of Total Market 10.3 6.4 4.9 4.6 3.1

% Wt in Sensex 15.0 9.0 9.7

% Wt in Nifty 12.4 8.9 6.0

20.3

12.6

9.7 9.0

6.1

0.0

5.0

10.0

15.0

20.0

25.0

ONGC Reliance Indian Oil HLL Infosys

Hindustan Lever...on the Indian Bourses

Hindustan Lever...on the Indian Bourses

(US

$B

ln)


58.9

39.8

59.555.4

33.7

63.5

54.7

64.1

30.7

49.8

33.9

74.9

27.6

8.314.8

0

10

20

30

40

50

60

70

80

90

100

Pers

onal W

ash

Fabri

c W

ash

Dis

hw

ash

Skin

Tooth

paste

Talc

um

Pow

der

Hair

Wash

Deodra

nts

Packet

Tea

R&

G C

off

ee

Insta

nt

Coff

ee

Jam

s

Ketc

hups

Bra

nded A

tta

Bra

nded S

alt

Market Leader Strong No. 2

Hindustan Lever ….dominant player across FMCG categories

Hindustan Lever ….dominant player across FMCG categories

Mar

ket S

hare

%

Source: : AC Neilson ORG Retail Audit


FMCG...Opportunities in India


Category Market Size (US $Mn)

HLL - Market

Share (%)

Urban Penetration

(%)

Rural Penetration (%)

Total Penetration

(%)Fabric Wash 1210 39.8 89.6 82.9 84.9

Personal Wash 938 58.9 97.9 90.7 92.8

Packet Tea 635 30.7 91.2 82.2 84.9

Toothpaste 409 33.7 69.8 32.3 43.5Skin 312 55.4 36.6 19.8 24.7Hair Wash 230 54.7 40.1 16.3 23.3Talcum Powder 148 63.5 66 36.8 45.1Branded Atta 107 8.3 44 30.2 34.3Dishwash 102 59.5 54.6 11.5 24.4Instant Coffee 55 33.9 N.A. N.A. N.A.

R&G Coffee 30 49.8 N.A. N.A. N.A.

Ketchups 25 27.6 12.5 0.7 4.2Deodrants 19 64.1 N.A. N.A. N.A.

Jams 13 74.9 N.A. N.A. N.A.

Source : Indian Readership Survey 2002

• Significant scope for growth• Clearly differentiated strategies for : - High penetration categories > 50%: Drive upgradation / consumption - Low penetration categories : Drive penetration


13.9

9.0

4.72.6

02468

10121416182022

UK Brazil Thailand India

1.311.46

0.87

0.50

0.00.20.40.60.81.01.21.41.61.82.0


FABRIC WASHPer Capita ( Kgs )

PERSONAL WASHPer Capita ( Kgs)

0.23

0.61

0.40

0.070.00.10.20.30.40.50.60.70.80.91.0


0.40

0.72

0.38

0.040.00.1

0.20.3

0.40.5

0.60.7

0.80.9

1.0


TOOTHPASTEPer Capita (Kgs )

SHAMPOOPer Capita ( Kgs)




50.0

19.0

20.011.0

Water Soap Naturals Shampoo

HLL Share ofShampoos

60%

Share of Hair wash occasions

HLL Share ofHair Wash

7%

Redefine potential for growth





StrategyStrategy

ContentsContents





RecapRecap

HPCSustained Profitable Growth

FOODSImproved Profitability

DOMESTIC FMCG

EXPORTSFocus on core , value add

OTHERSDivest / discontinue

NON FMCG

STRATEGIC FOCUS


• Focus resources on 30 Power brands• Power brands selected to occupy all relevant consumer appeal & price segments• Marketing spend, level of innovation supported by consumer insight & new technology platforms• Grow Power Brands by

– consumer relevant innovation– cross category extensions– leveraging channel opportunities

Strategic FocusPower Brands

Strategic FocusPower Brands

✔ Greater rigour

✔ Focused advertising and promotion spend

✔ Reduction in brand cannibalization

✔ Efficient supply chain

✔ Effective market activation

moremoremoreisisisisisisisisisisisislesslessless30 30

PowerPowerBrandsBrands

1010RegionalRegionalJewelsJewels

63 Brands63 Brands110 Variants110 Variants


HPC...Power Brands Drive Growth

HPC...Power Brands Drive Growth

-1.8

5.3 4.95.6

3.5

-4.0

4.1

6.3

8.2

4.6

6.16.1

-6.0

-4.0

-2.0

0.0

2.0

4.0

6.0

8.0

10.0

MQ 02 JQ 02 SQ 02 DQ 02 MQ 03 JQ'03

HPC- HLL Sales Growth

HPC- Power Brands Growth

Growth %


FAL : 16%Lifebuoy : 33% Ponds : 22%

HPC Power Brands...Delivering strong growth - FH’03

HPC Power Brands...Delivering strong growth - FH’03

* Group BasisNihar : 11%

Lakme : 53%

Pepsodent : 15% Sunsilk : 6% Lux : 7%


(7.5)

(9.8)

4.3

(10.0)

(5.0)

-

5.0

10.0

FH’02 SH’02 FH’03

(16.1)

(11.6)

17.6

(15.0)

(10.0)

(5.0)

-

5.0

10.0

15.0

20.0

25.0

FH’02 SH’02 FH’03

Strong growth in Foods Power Brands...Strategy shows results

Strong growth in Foods Power Brands...Strategy shows results

Power Brands BeveragesPower Brands Beverages(20.0)

Power Brand Processed FoodsPower Brand Processed Foods

Power Brand Total FoodsPower Brand Total Foods* Processed Foods and Total Foods exclude Edible Oils and Fats business

(11.0) (11.3)

4.7

(15.0)

(10.0)

(5.0)

-

5.0

FH’02 SH’02 FH’03


* Group BasisAnnapurna : 26%

Bru : 17% Taaza : 11%

Foods Power Brands…Delivering strong growth - FH’03

Foods Power Brands…Delivering strong growth - FH’03

3 Roses : 10%

Kissan : 11%


Foods business to be “fit for growth & scale”

• Reasonable scales of operations achieved• Focus now on improving profitability

• Portfolio rationalization• Value added innovation• Re-engineering the supply chain• Improve margins on traditional portfolios -Tea,Oils

• Stop value destruction in Ice Creams - new strategyformulated

• Focus on premium products in 6 citadel cities• Turnaround Modern Foods• Aggressive investments in brand building &developing new categories

700

-550

700

1,170

555

Overall HLLFoods excl

ODF

ProcessedFoods excl

ODF

ODF Beverages Ice Creams

Bps change in Gross Margins in 2002

“strategy delivers step change in margin profile”

Strategic Focus Foods : Underlying Profitability

Strategic Focus Foods : Underlying Profitability


Strategic FocusNon FMCG Businesses

Strategic FocusNon FMCG Businesses

•Exports•Discontinue non value-adding exports•Focus on core categories - position as Preferred Competitive Source•Non Core : Build only on Country / Company strengths; exit others

•Other Non FMCG Businesses•Opening up of the economy & access to world class technology

•Need to focus on core businesses•Variety of options actively reviewed - best solution for each business•Seek players with global expertise who are able to support future growth


Strategic FocusCore - Value added Exports

Strategic FocusCore - Value added Exports

Growth %

Core Value added portfolio drives growth

Continuing ExportsContinuing Exports

-28.3

4.6 5.3

-30.0

-25.0

-20.0

-15.0

-10.0

-5.0

0.0

5.0

10.0

15.0

FY 02

MQ 03 JQ 03

ExportsExports

1.0

15.2

7.7

0.0

5.0

10.0

15.0

FY 02 MQ 03 JQ 03


NonFMCGbusine

ssAFS

Quest

Nickel Catalyst

Adhesives

Seeds

Diversey Lever

DIVESTED TRANSFER

Leather

Mushrooms

Transferred to subsidiariesfor potential JV / disposal

Strategic FocusSecuring the future of Non FMCG

Strategic FocusSecuring the future of Non FMCG


Effective execution of strategyEffective execution of strategy

HPCSustained Profitable Growth

FOODSImproved Profitability

DOMESTIC FMCG

EXPORTSFocus on core , value add

OTHERSDivest / discontinue

NON FMCG

STRATEGIC FOCUS

• HPC records all round performance - profitable growth• Step change in profitability of Foods business - “Fit for Growth”• Ice Cream strategy halves losses• Exports portfolio rationalised - core exports do well• Significant progress on divestment of non-core businesses


FH’03 Performance HighlightsFH’03 Performance Highlights


ContentsContents





Source: : AC Neilson ORG Retail Audit

Growth % 2000 2001 2002 FH - 2003

Personal Wash 6.1 -9.9 -6.1 -1.6

Fabric Wash 5.7 -2.9 -2.1 -4.6

Dishwash 19.2 11.1 -1.8 -2.9

Toothpaste 10 2 -5.5 -11.8

Shampoo 12.5 10.7 7.8 -5.2

Skin Products 12.9 2.6 0.6 4.3

Packaged Tea 0.3 2.4 -9.7 -14.1

HPC 7.6 -2.3 -3.1 -3.3

FMCG 6.7 -1.5 -3.5 -2.8

Market GrowthMarket Growth

... key categories decline in 2002, depressed trend continues in FH’03


FH 2003 ResultsHighlights

FH 2003 ResultsHighlights

• Overall sales grows by 2.2%, Continuing businesses grow by 3.2%

• HPC FMCG grows by 4.5% with power brands growing by 6.2%

• Good improvement in foods sales performance

• Sales impacted by

– Uncertainty in VAT implementation

– Truckers’ strike

• Operating profit improves by 9%, margins up 114 bps

• PAT (bei) improves by 10.5%


FMCG SalesGrowth Momentum Picks up

FMCG SalesGrowth Momentum Picks up

-3.9

2.6

-0.9

1.4

2.1

-0.2

-4.0

1.0

MQ 02 JQ 02 SQ 02 DQ 02 MQ 03 JQ 03

FMCG Sales

Growth %


HPC PerformanceHPC Performance

1.9

4.5

5.5

Total HPC

...accounts for 65% of revenue & 85% of profits

FH 2002

SH 2002

Growth %

-5.5

-1.3

-3.3

1.4

5.44.6

1.3

5.36.2

-6

-4

-2

0

2

4

6

8

HPC MARKET HLL GROUP HPC GROUP POWER BRANDS

“HPC sustains growth momentum” “HPC Category and PowerBrands beat the market”

* Market growth rates as per ORG New Panel

FH 2002

SH 2002

FH 2003

FH 2003


Soaps & DetergentsPerformance Highlights

Soaps & DetergentsPerformance Highlights

• Innovation led growth in Personal wash– Strong growth inspite of truckers’ strike

– Growth momentum in Lux and Lifebuoy sustained

– Slew of launches/relaunches in the category

• Laundry Market impacted adversely with continued downtrading.

– Pressure on the mid price and premium segments of the portfolio

– Rin re-formulated and launched with patented “Nil Mineral Bar” technology

– Surf Excel prices reduced and brand relaunched in JQ’03; volumes surge

• Dishwash grows by 8.3% in JQ’03 in a declining market (-)2.7%– Vim Polycoat launched


Personal Wash...Innovation led growth

Personal Wash...Innovation led growth

1.4

-4.3

11.1 11.3

8.8 8.1

0.3-2.3-7.7

-12.9

13.1

-3.1

-15

-10

-5

0

5

10

15

MQ 02 JQ 02 SQ 02 DQ 02 MQ 03 JQ'03

PW Market Growth HLL PW sales Growth

Growth %


Lifebuoy...Excellent innovation led performance

• Strong double digit growth for 5 consecutive quarters• >30 % growth for 4 consecutive quarters.

-3.7

26.6

35.4 35.6 36.3

31.3

16.8

15.815.5

16.816.7

17.6

-10.0

-5.0

0.0

5.0

10.0

15.0

20.0

25.0

30.0

35.0

40.0

MQ 02

JQ 02 SQ 02 DQ 02 MQ 03 JQ 03

14.5

15

15.5

16

16.5

17

17.5

18

Lifebuoy Growth Lifebuoy Market Shares


Soaps and DetergentsRecent Innovations

Soaps and DetergentsRecent Innovations


Personal ProductsPerformance Highlights

Personal ProductsPerformance Highlights

• Growth sustained in JQ’03– Growth led by Skin, Talc, Hair Oil and Shampoos

• Strong double digit growth in Skin for 5 consecutive quarters– FAL, Lakme and Ponds show high growths

• Oral performance better than market decline– Value proposition redefined– New SKUs launched at convenient price points– Share gain from low price competition

• Shampoo sales growth driven by volume growth– Market Value decline continues– Sunsilk registers strong growth of 8% in JQ’03– New SKUs launched at convenient price points in MQ’03– Value proposition redefined

• Hair oils deliver double digit growth for 3 consecutive quarters


PP shows strong growth for thesecond consecutive quarter ...

PP shows strong growth for thesecond consecutive quarter ...

MQ’03 growth sustained

1111....1111

15151515....9999

8888....1111

0000....0000

5555....0000

10101010....0000

15151515....0000

20202020....0000

FYFYFYFY 02 02 02 02 MQMQMQMQ 03 03 03 03 J QJ QJ QJ Q 03 03 03 03

Personal Products

Growth %


Skin-Consistently beating the market...Backed by volume growth

Skin-Consistently beating the market...Backed by volume growth

Strong growth for six consecutive quartersDouble digit growth for 5 consecutive quarters

4.9 3.5

48.6

21.824.0

14.3

-5.7

-1.32.2

9.17.7

19.0

-10.0

0.0

10.0

20.0

30.0

40.0

50.0

60.0

MQ 02 JQ 02 SQ 02 DQ 02 MQ 03 JQ'03

Skin Market Growth HLL Skin Sales Growth

Growth %


Skin Power BrandsSurge ahead..

18181818....6666

26262626....1111

8888....8888

0000....0000

5555....0000

10101010....0000

15151515....0000

20202020....0000

25252525....0000

30303030....0000


FAIR & LOVELYFAIR & LOVELY

0000....1111

53535353....3333 53535353....1111

0000....0000

10101010....0000

20202020....0000

30303030....0000

40404040....0000

50505050....0000


LAKMELAKME

1111....0000

21212121....111123232323....0000

0000....0000

5555....0000

10101010....0000

15151515....0000

20202020....0000

25252525....0000


PONDSPONDS

Growth %


Personal ProductsRecent Innovations

Personal ProductsRecent Innovations


BeveragesCore Portfolio Strengthened

BeveragesCore Portfolio Strengthened

• Tea impacted by weak commodity prices & low cost loose tea players

• Topline decline restricted to (-)2.7% and flat UVG in JQ’03

• Good improvement in beverages sales performance

• Power Brands 3 Roses, Red Label and Taaza grow well

• Master Brand “BROOKE BOND” launched

• Bru delivers strong growth for 6 consecutive quarters

• Leveraging new opportunities

– ‘OOH” channel

– Lipton Ice Tea Business


Beverages...Power Brands deliver growth

----12121212....8888

----8888....7777

5555....4444

----15151515....0000

----10101010....0000

----5555....0000

0000....0000

5555....0000


RED LABELRED LABEL----15151515....6666

10101010....555512121212....3333

----15151515....0000

----10101010....0000

----5555....0000

0000....0000

5555....0000

10101010....0000

15151515....0000


TAAZATAAZA

----5555....0000

10101010....00009999....0000

----5555....0000

0000....0000

5555....0000

10101010....0000


3 ROSES3 ROSES

10.7

17.515.6

0.0

5.0

10.0

15.0

FY 02 MQ 03 JQ 03

BRUBRU

Growth %


BeveragesRecent Innovations

BeveragesRecent Innovations


• Popular Foods shows strong double digit growth in both quarters of 2003

• CPD grows by 18.5%in JQ’03 backed by strong UVG

• Wide assortment of consumer exciting innovations

Processed foods...On Growth Path

Processed foods...On Growth Path


Processed Foods...Continue to growProcessed Foods...Continue to grow

Healthy growth trend after profitability improvement

((((6666....7777))))

7777....0000

20202020....7777

((((10101010....0000))))

((((5555....0000))))

----

5555....0000

10101010....0000

15151515....0000

20202020....0000

25252525....0000

FYFYFYFY''''02020202 MQMQMQMQ''''03030303 J QJ QJ QJ Q''''03030303

Processed Foods Sales Growth

* Processed Foods excludes Edible Oils and Fats business

Growth %


Culinary Products...Volume growth momentum sustained

7777....6666

----2222....9999

18181818....5555

----15151515....0000

----10101010....0000

----5555....0000

0000....0000

5555....0000

10101010....0000

15151515....0000

20202020....0000

25252525....0000

30303030....0000

FYFYFYFY 02020202 MQMQMQMQ ‘‘‘‘03030303 J QJ QJ QJ Q 03 03 03 03

CPD SalesCPD Sales

5555....0000

((((13131313....8888))))

9999....2222

((((15151515....0000))))

((((10101010....0000))))

((((5555....0000))))

0000....0000

5555....0000

10101010....0000


CPD UVGCPD UVG

Growth %


Popular Foods...Strong Growths in 2003 backed by UVG

----16161616....9999

17171717....7777

23232323....2222

----25252525....0000

----20202020....0000

----15151515....0000

----10101010....0000

----5555....0000

0000....0000

5555....0000

10101010....0000

15151515....0000

20202020....0000

25252525....0000

30303030....0000

FYFYFYFY 02 02 02 02 MQMQMQMQ’’’’03030303 J QJ QJ QJ Q ‘‘‘‘03 03 03 03

Popular Foods SalesPopular Foods Sales

28282828....3333

22222222....3333

((((25252525....8888))))((((30303030....0000))))

((((25252525....0000))))

((((20202020....0000))))

((((15151515....0000))))

((((10101010....0000))))

((((5555....0000))))

0000....0000

5555....0000

10101010....0000

15151515....0000

20202020....0000

25252525....0000

30303030....0000


Popular Foods UVGPopular Foods UVG

Growth %


Processed FoodsRecent Innovations

Processed FoodsRecent Innovations


8

10

12

14

16

18

20

22

1996

1997

1998

1999 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2

2000 2001 2002Rolling 12-month EBITDA Margins

EBITDA Margin ProgressionEBITDA Margin Progression

% Sales

2003


80

120

152

188

237

271

0

50

100

150

200

250

300

1997 1998 1999 2000 2001 2002

* EVA = Net Operating Profit after Taxes - Cost of capital Employed

US $ MnCAGR 27.6 %

Economic Value AddedEconomic Value Added


Delighting the shareholder Delighting the shareholder

Rs Shareholder receipt in last6 months (per Re 1 Share)

Final Dividend (2002) 2.659*

Interim Dividend (2003) 2.500*

Special Dividend 1.765*

Bonus Debenture 6.000

Total 12.924* Pursuant to change in dividend tax incidence announced in recent Budget

Dividend Per Share of Re 1 2001 2002 2003Interim 2.500 2.500 2.867Final 2.500 3.000

Total 5.000 5.500 2.867




ContentsContents



2003 and beyond...2003 and beyond...


2003 & Beyond…..2003 & Beyond…..• Growth in current categories

– High Penetration Categories - upgradation/consumption– Low Penetration Categories– Greater consumer insight– Technology led innovation

• Scale up New Initiatives– New categories, new consumers & new Consumption opportunities

• Continued thrust on innovation in Foods• Building a New Exports Horizon


Leverage Channel Opportunities

Ice Cream Vending

Lakme Beauty Salons

Beverages Out of Home

2003 & Beyond…..2003 & Beyond…..


Scale up New Initiatives

Lever Ayush Max Confectionery Sangam E-tailing

Rural Connectivity (Shakti)

2003 & Beyond…..2003 & Beyond…..


Lever AyushLever Ayush

• Ayush launched in June ‘02 after rigorous R&Dand extensive clinical testing

• 5 OTC non prescriptive products introduced• Purity of ayurvedic ingredients endorsed by AVP ,

Coimbatore• Soaps, Oils and Shampoos launched nationally• Roll Ons and Cough Syrup under test• “Ayush Therapy Centre” started

truth of Ayurveda proof of Science

truth of Ayurveda proof of Science


g Max forays into confectionery

g Child centric product development / innovation

g Nationally rolled out post success in Tamilnadu

g ‘Max’ range of confectionery annualised sale > US $ 10 Mn

Max set to become the largest kids impulse brand

Extending Max to ConfectioneryExtending Max to Confectionery


HLL - Network

• Aviance relaunched as HLL Network - Jan’03

• Portfolio widened

– Products added:

• Lever home range

• Male grooming

• Reach - 1068 towns

• 1,15,000 consultants in July’03 to grow to 1 Mn by 2007

Sales increases 3 fold


g Leveraging on cost arbitrage opportunities with the West& Unilever sourcing

g Focus on categories with company / country specificadvantage

g Build sourcing partnerships on the basis of- World class quality- Technological / process expertise- Customer service- Cost competitiveness

g Exports not at the cost of domestic businessg Sourcing business will improve Exports margin basket

Building a New Exports Horizon


• RS-net implementation

- Connectivity with HLL RSs

– Benefits

• System cost reduction

• Secondary Sales Tracking

• Robust sales & production planning

• Higher ROI for Redistribution Stockist

• Field force focus on “the HLL Way of Sales”

• Project Leap

• Shared Services

Key InitiativesA New Paradigm Supply Chain

Key InitiativesA New Paradigm Supply Chain

...make today what we

sold yesterday...make today

what we sold yesterday


Key InitiativesProject “Shakti”

Key InitiativesProject “Shakti”

• Self Help Groups (SHGs) appointed as Dealers

• SHGs distribute goods directly to consumers

• Piloted in 2001& extended across several states

• Partnerships with several NGOs forged

• More than 5000 villages covered touching

7.5 Mn rural lives

• 40% increase in no of villages covered prior to the project


Key InitiativesThe ‘HLL Way in Sales’

Key InitiativesThe ‘HLL Way in Sales’

• Improved Secondary Sales focus

• Differentiated approach to channels

• Redefined role of Stockist

• Diamond model - new sales organisation


Diamond ModelDifferent Channels, Different Needs

Diamond ModelDifferent Channels, Different Needs

WholesaleWholesale

Retail TradeRetail Trade

MT & SSTMT & SST

Mass retailMass retail

Key A/c Retail

Key A/c Retail

WholesaleWholesale

CSDCSD

RuralRural

Go as 'one'Go as 'one'

PC specificPC specific

Concern approach toConcern approach toderive critical massderive critical mass


Thank YouThank You

Presentation at ICICI Securities’ - “India Unlimited” Second Annual … · 2020-06-08 ·...

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Transcript of Presentation at ICICI Securities’ - “India Unlimited” Second Annual … · 2020-06-08 ·...