HUL sales hierarchy FMCG Organisation structure of Sales

the hybrid structure of the Hindustan Unilever is an Important study topic one can take up

1. Presented By. 1. Shubham Shukla 2. Laxmi Gupta 3. Pooja Koli 4. Sweety Singh 5. Manoj Kurup 6. Dipesh Patel 7. Vivek Singh
8. Tasmeeya Shaikh 9. Ankita Takkekar 10. Priya Sahu SALES HIERARCHY IN HINDUSTAN UNILEVER LIMITED (FMCG)

2. AGENDA Introduction Footprint Acquisition Product Segments Sales Organization Structure Beat Plan Distribution Model Winning Strategy HUL Plan

3. 4 th Largest sector in Indian economy Three main segments: Food and Beverages – 19% Healthcare – 31% Household and personal care- 50% Future Investment: Patanjali (5197.85 Cr.) Dabur (250-300 Cr.) Nestle ( 700 Cr.) CAGR- 27.86% Projected to grow 11-12% in 2019 Revenue Contribution : Rural segment-45% Urban segment – 55% FMCG Sector In India

4. Unilever Started In 1930 (1872) Margarine Unie (1885) Lever Brothers Introduction (Hindustan Unilever Limited)

5. Footprints

6. IN 1961 IN 1957 IN1954 IN 1944 IN 1933 IN1984 IN 1986 IN 1993 IN 2017 IN 2014 Brand Acquired

7. Product Segments Beauty & Personal Care 29 46%

8. Food & Refreshment 12 19%

9. Home Care 9 34%

10. Others 1 %

11. Sales Organization Structure National Sales Manager

12. Segment and Region

13. Sales and Merchandising

14. Territory Sales Officer Territory Activation Officer Hires Hires Salesman Person for Activation Bottom Of Pyramid

15. Beat Plan Per Day and Per Salesman ( 20 Stores) Location ( Vashi ) Weeks Monday Tuesday Wednesday Thursday Friday Saturday Week 1 Sector 17 (20 Stores) Sector 12 (20 Stores) (Different sector with 20 stores) (Different sector with 20 stores) (Different sector with 20 stores) (Different sector with 20 stores) Week 2 Sector 17 (20 Stores) Sector 12 (20 Stores) Repeated Repeated Repeated Repeated 20 Stores per day = 6 days*20 stores = 120 stores weekly target.

16. Communication Flow Reporting to Territory Sales Officer (TSO) Salesman Territory Sales Officer Clicks Picture within and outside store to ensure attendance.

17. Territory Sales Officer Count of Salesmen. Check on Database. 80% and 20%. Universe. Qualitative time spent. Authority to spend Work Flow

18. Communication Flow TSO Meeting with Sales Executive AGENDA Count of Salesman Budget Implementation No. of Stores Covered Productivity

19. Work Flow Field Sales Manager Actual and Estimates. Low performing territory Improvement. Proper escalation of data to Area Sales Manager.

20. Distribution Model

21. Phase 1A : Direct Coverage Phase 1B : Indirect Coverage

22. Phase 2 : Operation Streamline Phase 3 : Project Shakti Hul

23. Winning Strategy Rapid Urbanization Hybrid Trade Structure The emerging Urban Poor Growing at 2.4% Co-existence of GT & MT > 20% of Urban live in slums Source : CIA world fact book

24. Winning Strategy Employee Distribution Old Distributors Support sale Expert Advice Monetary Returns

25. Launched – Love and Care Merger (HUL and GSK) Planning to acquire Dinshaw’s dairy foods Quarter 2 profit rises War Against Plastic Current Trends CSR to Sales

26. HUL Plans.