1. HUL fighting the challenge in the growing FMCG market

2. The market in figures

4. Leadership across Diverse FMCG Categories

5. Opportunities & Challenges A buoyant & growing economy Increasing per capita income drives FMCG growth A changing profile of a differentiated set of consumers Opportunity to grow consumption and penetration Large scale potential to grow Foods

6. India - 2013

7. Opportunity to grow consumption

8. Opportunity to grow consumption

9. Opportunity to grow penetration

10. Segmentation Targeting &Positioning

11. Personal wash

12. Laundry

13. Hair care

14. Skin care

15. Tooth paste

16. Tea

17. Coffee

18. Packaged food Highly under penetrated Implement the foods strategy Use of Unilever know how to cater to local tastes Enter new exciting markets within the processed foods space

19. LUX upper middle and high income groups additional benefits one of the strongest brands DOVE premium pricing psychographic

20. LIFEBUOY lower income groups more basic LAKME Behavioral +age + gender range of products tough challenges

21. FAIR & LOVELY Age, gender, behavioral middle income group tough competition PONDS income group across the different tiers strong competition

22. PEPSODENT middle income group weaker category SURF EXCEL very popular high pricing, yet preferred

23. HUL’s Quarter analysis across 2000-2007

28. 2005-04 Observation through graphs: In 2005 , we could see a significant increase in the %growth of FMCGs in all quarters. This was due to: Significantly higher brand investments. Sunsilk “9 t0 9” conditioner and new variant of clinic all clear black launched Growth in all key HPC categories like shampoos ,laundry, personal wash, skin care, tooth paste. Total HPC growth of 12% led by Shampoo & Laundry Rin Advance gains shares in a competitive context Strong growth in closeUp and pepsodent and backed by all other brands like ponds

30. Strong performance by Lux portfolio and the recently relaunched Lifebuoy.

31. Ice creams grew strongly, led by the impulse category

33. 2002-2003 In 2002 , there is a significant decline in the %growth of FMCGs across all quarters. This was due to: Decline in %growth of personal products, ice creams,foods and beverages in march and December quarters. In 2003, % growth of FMCGs across all quarters had a siginificant increase . Driving growth through appropriate price points positioning resulting Lifebuoy becomes the largest value share brand in June 2003 Higher investments in quality, Quality investment drives Rin Supreme Growth in Rural market Chik shampoo’s sales growth got declined

34. 2004-03 In 2004, %growth of FMCGs in quarters expect for jan-march quarter ,got decreased significantly. This is due to: Food market sales declined 42% Impact of lower primary sales Rin Shakti declines

36. For instance, HUL’s share in the skin care segment, its most profitable division which accounts for at least 45% of profits, has declined by more than 3 percentage points to 54% in the last two years.

37. Last year, the company’s rival Procter and Gamble (P&G) launched high-end skin care products under the Olay brand that have since emerged a significant threat to HUL’s offerings in the segment .

41. POWDERS

42. DEODORANTS

43. FACIALS

44. WOULD YOU BUY A PRODUCT ON BASIS OF PRICE AND QUALITY?

45. DEODORANT

46. FAIRNESS CREAMS

47. TOOTH PASTE

48. TALCUM POWDERS

49. SOAPS

50. WASHING POWDERS

51. SHAMPOOS- LOW END PRICE

52. MEDIUM PRICE

53. HIGH END PRICE

54. Advertising

55. LUX Celebrity endorsement Grandiosity Benefits of the product Rare promotions (Poor choice during occasions)

56. DOVE emotionally appealing across all segments dove family AXE exaggerated end effect cross-promotions

57. LIFEBUOY kids from residential complexes germ protection and hygiene targeted market segment ?? LAKME flashy colourful adds grandiosity and celebrities features and benefits down the line

58. FAIR & LOVELY Middle income group new horizons in life POP and sampling pepsodent repent if you don’t buy concentrates on USPs Surf excel shoulders a lot of responsibility features housewives

60. Innovations and entry

61. Future plans

62. Transparency of the company

64. Cavin kare Ability award Competitions Open shows (Nyle and shine)

66. How to Implement ??Adexa - industry-specific planner (software)