Hindustan Unilever Limited · NSE:HINDUNILVR
Hindustan Unilever — Investor Presentation
27 slides from Hindustan Unilever's investor presentation
Slide 1: Transforming Distributive Trade with Technology
TRANSFORMING DISTRIBUTIVE TRADE WITH TECHNOLOGY
Slide 2: India CD Landscape
2 INDIA CD LANDSCAPE 3K+ 19k+ 30k+ 4000+ 5000+ Sales Logistics Beauty Distributors Merchandisers Representatives Manpower Advisors
Slide 3: Unparalleled Scale of Operations
3 140 Mn 90k+ 600k Sq. FtUnits Sold per Day 1.6x UNPARALLELED SCALE OF OPERATIONS Shakti Entrepreneurs Many brands reach over of Trade Assets 1.3x 1.05x WIDEST RURAL REACH 3 Units sold to every BIGGEST IN STORE million outlets MERCHANDIZING 1x Indian Citizen monthly
Slide 4: Market Share and Gross Margin by Channel
4 GENERAL TRADE MODERN TRADE E-COMMERCE MARKET SHARE GROSS MARGIN
Slide 5: Pillars of CD Strategy
5 Pillars of CD Strategy Image Image DEMAND CAPTURE DEMAND FULFILMENT DEMAND GENERATION cover the right outlets at speedy delivery of world class in store the right frequency with the order(s) to outlets at the execution & shopper right assortment most optimal cost loyalty to win at the point of pur
Slide 6: Demand Capture
6 DEMAND CAPTURE
Slide 7: Increase Direct Reach, Distribution, Assortment, Democratize Ordering
7 More More Stores Assortment Increase Direct Reach Distribution Democratize Ordering
Slide 8: Adding Stores – following the sustainable rhythm
8 Adding Stores – following the sustainable rhythm Building a Rhythm of outlet addition Streamlining the process of outlet addition – making it repeatable, scalable & efficient Scouting Salesman OL Addition Service Mix GPS Fixing Addition Upgrade Month 1 Month 2 Month 3-5 Month 6-9 Month 9-12
Slide 9: Increase Direct Reach, Distribution, Assortment, Democratize Ordering
9 More More Stores Assortment Increase Direct Reach Distribution Democratize Ordering
Slide 10: Better Replenishment is our biggest lever to grow assortment
Better Replenishment is our biggest lever to grow 10 assortment Spread of Replenishment Across our Universe “ 30% % Contribution Assortment is not just about 15% the sale of new packs but 11% 8% 7% 6% 5% 5% 4% 3% 3% 2% also their subsequent ” replenishment 1x 2x 3x 4x 5x 6x 7x 8x 9x 10x 11x 12x Freq
Slide 11: Leveraging Bayesian networks for improved replenishment modelling
Leveraging Bayesian networks for improved 11 replenishment modelling A probabilistic model which Will the learns outlet and pack behavior Pack Type line sell this Outlet Month? Type trends to provide more relevant tasks to the Salesman in the given month Purchase Purchase Quantity Frequency
Slide 12: Simplified KPIs, Simplified Interface
12 Simplified KPIs Simplified Interface 1 2 Total Lines Sold Per Day Total Assortment Easy to Sell Set of packs an outlet regularly buys Easy to Earn Set of incremental packs which have a priority
Slide 13: Increase Direct Reach, Distribution, Assortment, Democratize Ordering
13 More More Stores Assortment Increase Direct Reach Distribution Democratize Ordering
Slide 14: Democratize order taking from Salesman: B2B App
Democratize order taking from Salesman : 14 B2B App RAPID SCALE UP Q1’ 4 18 Cities Any time Business ordering Transparency Q2’ 8 18 Cities Customized Promotions Q3’ 13 18 Cities
Slide 15: Demand Fulfilment
15 DEMAND FULFILLMENT
Slide 16: N+2 Delivery, Back end automation
16 - N+2 Delivery Delivery - Back end Automation Transparency automation
Slide 17: Faster & on-time deliveries key for growth
17 Faster & on-time deliveries key for growth Delivery Optimization is key to improve last mile efficiency Higher the delay in Larger is the Cost of Lesser is the delivery Delay Productivity 52% 54% 90% 39% 18% 88% 10% 81% 8% 5% Mass Retail n+2 Key delivery Retail % Chemists Kiosks n+2 n+3 n+4 N+2 N
Slide 18: N+2 Delivery, Back end automation
18 - N+2 Delivery Delivery - Back end Automation Transparency automation
Slide 19: Handling Complexity through Robotization
19 Handling Complexity through Robotization
Slide 20: Demand Generation
20 DEMAND GENERATION
Slide 21: Wiring up Program Stores, Activate B2C
21 - Wiring up Program Stores Wire Up Direct to - Activate B2C Stores Consumer
Slide 22: Partnerships to wire up & win at scale
22 Partnerships to wire up & win at scale Billing Solution Cashless Payments Shopper Retargeting Loyalty Program
Slide 23: Wiring up Program Stores, Activate B2C
23 - Wiring up Program Stores Wire Up Direct to - Activate B2C Stores Consumer
Slide 24: B2B2C: Humarashop – The power of Hyperlocal
24 B2B2C : Humarashop – The power of Hyperlocal
Slide 25: B2B2C: Humarashop – The power of Hyperlocal
25 B2B2C : Humarashop – The power of Hyperlocal PARTNER DELIVERY DELIVERS PARTNER/STORE PICKUP RETAILER CLICKS DELIVERY DISPATCH SHOPPER ORDER RETAILER GETS PLACES ORDER NOTIFIED SHOPPER IT PLATFORM RETAILER SHOPPER SEES MASTERS SHOP & PROMOTER REAL TIME UPDATES PRICES
Slide 26: CD Strategy: Summary
26 CD Strategy : Summary Image Image DEMAND CAPTURE DEMAND FULFILMENT DEMAND GENERATION More Stores Delivery Transparency Wire up Stores More Assortment Automation Direct to Consumer Democratize Ordering
Slide 27: Thank You
THANK YOU