Pursuant to Regulation 30 of the Securities and Exchange Board of - PDF document

Hindustan Unilever Limited Pursuant to Regulation 30 of the Securities and Exchange Board of India (Listing Obligations Sandra (E), Mumbai - 400 001 Mumbai - 400 051 Dear Sir, Sub: Investor Presentation 1 Sandra - Kurla Complex, and Disclosure Requirements) Regulations, 2015, we are enclosing herewith a copy of the presentation to be made at Unilever Investor Event to be held at registered ofgice of the Company at Mumbai today. You are requested to take the above information on record. Thanking You. Yours faithfully, Dalal Street, Rotunda Building, P.J. Towers, Unilever House Stock Code: BSE: 500696 B D Sawant Marg Chakala, Andheri East Mumbai 400 099 5th December, 2018 Tel: +91 (22) 3983 0000 Web: www.hul.co.in CIN: L15140MH1933PLC002030 Plot No. C/1, G Block, NSE: HINDUN/L VR /SIN: INE030A01027 BSE Limited, National Stock Exchange of India Ltd Corporate Relationship Department, Exchange Plaza, 5th Floor, 2nd Floor, New Trading Wing, For Hindustan Unilever Limited �==:;�

TRANSFORMING DISTRIBUTIVE TRADE WITH TECHNOLOGY

2 INDIA CD LANDSCAPE 3K+ 19k+ 30k+ 5000+ 4000+ Sales Logistics Beauty Distributors Merchandisers Representatives Manpower Advisors

3 140 Mn 90k+ 600k Sq. Ft Units Sold per Day 1.6x UNPARAL LELED SCALE OF OPERA TIONS of Trade Assets Many brands reach over 1.3x Shakti Entrepreneurs 1.05x BIGGEST IN STORE million outlets 3 Units sold to every WIDEST RURAL REACH MERCHANDIZING 1x Indian Citizen monthly

4 GENERAL TRADE MODERN TRADE E-COMMERCE MARKET SHARE GROSS MARGIN

5 5 Pilla illars s of f CD D Strategy y 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 purchase

6 DEMAND CAPTURE

7 More More Stores Assortment Increase Direct Reach Distribution Democratize Ordering

8 8 Adding Adding Sto Stores res – followin following g the the sustainable sustainable rhythm rhythm Building a Rhythm of outlet addition Strea Streamli mlining ning the the pro proce cess ss of o f outlet utlet addi additi tion n – ma maki king ng it it re repea peatable, table, scalabl scalable e & & eff effici icien ent t Service Mix Scouting Salesman OL Addition GPS Fixing Upgrade Addition Month 1 Month 2 Month 3-5 Month 6-9 Month 9-12

9 More More Stores Assortment Increase Direct Reach Distribution Democratize Ordering

Better Replenishment Better Replenishment is o is our b ur bigg iggest l est lever ever to to grow grow 10 10 assortment ass ortment 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 Frequency of Replenishment

Leveraging Lev eraging Baye Bayesian sian networks networks for im for impro proved ved 11 11 replenis replenishment hment modelling modelling A probabilistic model which Will the Outlet Pack Type line sell this learns outlet and pack behavior Type Month? trends to provide more relevant tasks to the Salesman in the given month Purchase Purchase Quantity Frequency

12 12 Simpl Simplified ified KPIs KPIs Simplified Simpl ified Interface Interface 2 1 Total Assortment Total Lines Sold Per Day Easy to Sell Set of packs an outlet regularly buys Set of incremental packs which have a Easy to Earn priority

13 More More Stores Assortment Increase Direct Reach Distribution Democratize Ordering

Democ Democratize ratize order order taking taking from S from Salesman alesman : : 14 14 B2B App B2B App RAPID SCALE UP 4 Q1 ’ Cities 18 Business Any time Transparency ordering 8 Q2 ’ Cities 18 Customized Promotions 13 Q3’ Cities 18

15 DEMAND FULFILLMENT

16 - N+2 Delivery Delivery Automation - Back end Transparency automation

17 17 Faster Faster & o & on-time time deliveries deliveries key key for g for growt rowth h 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% 18% 88% 39% 81% 10% 8% 5% N+2 N+3 > N+3 n+2 delivery % n+2 n+3 n+4 Mass Retail Key Retail Chemists Kiosks % return as per delivery date Probability of billing in D+F Key Retail PRS Kiosk %age Return as per delivery N+2 Delivery next salesman visit date

18 - N+2 Delivery Delivery Automation - Back end Transparency automation

19 19 Handl Handling ing Comp Complexity lexity thro throug ugh Ro h Robo botizatio tization n

20 DEMAND GENERATION

21 - Wiring up Program Stores Wire Up Direct to - Activate B2C Stores Consumer

22 22 Partnerships Partnerships to to wire up wire up & win & win at scale at scale Billing Solution Cashless Payments Shopper Retargeting Loyalty Program

23 - Wiring up Program Stores Wire Up Direct to - Activate B2C Stores Consumer

24 24 B2B2C : B2B2C : Humarashop Humarashop – The The power power of of Hyperlocal Hyperlocal

25 25 B2B2C : B2B2C : Humarashop Humarashop – The The power power of of Hyperlocal Hyperlocal PARTNER DELIVERY DELIVERS PARTNER/STORE PICKUP RETAILER CLICKS DELIVERY DISPATCH SHOPPER RETAILER GETS ORDER PLACES ORDER NOTIFIED RETAILER IT PLATFORM SHOPPER SHOPPER SEES SHOP & PROMOTER MASTERS REAL TIME UPDATES PRICES

26 26 CD D Strategy y : : Summary ry Image Image DEMAND CAPTURE DEMAND FULFILMENT DEMAND GENERATION More Stores Delivery Transparency Wire up Stores More Assortment Automation Direct to Consumer Democratize Ordering

THANK YOU