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
AGENDA
Introduction
Footprint
Acquisition
Product Segments
Sales Organization Structure
Beat Plan
Distribution Model
Winning Strategy
HUL Plan
FMCG Sector In India
• 4th Largest sector in Indian economy
• Three main segments:
1. Food and Beverages – 19%
2. Healthcare – 31%
• CAGR- 27.86%
3. Household and personal care- 50%
• Projected to grow 11-12% in 2019
• Revenue Contribution :
1. Rural segment-45%
2. Urban segment – 55%
• Future Investment:
1. Patanjali (5197.85 Cr.)
2. Dabur (250-300 Cr.)
3. Nestle (700 Cr.)
Introduction (Hindustan Unilever Limited)
Unilever Started In 1930
(1872) (1885)
Margarine Unie Lever Brothers
Footprints
Brand Acquired
IN 1944
IN 1961
IN 1933
IN 1993
IN 1957
IN1954
IN 2017
IN1984 IN 1986 IN 2014
Product Segments
46%
29
Beauty & Personal
Care
Food & Refreshment 19%
12
34%
Home Care
Others
1%
Sales Organization Structure
National Sales
Manager
RM (East) RM (North) General RM(South)
Manager
(RM)West
Regional Sales Regional Regional Sales Regional
Branch HR
Manager Sales Manager Manager Sales Admin Manager
Manager
(Beauty and (Home Care) Manager
(Food and (Others)
Refreshments) Personal care)
• Segment and Region
Regional Sales
Manager (Food
and Refreshments)
Area Sales Area Sales Area Sales
Manager Manager Manager
(Mumbai) (Goa) (Gujarat)
• Sales and Merchandising
Area Sales
Manager
(Mumbai)
Field Sales
Manager
Activation
Sales Executive
Executive
Territory
Territory Sales
Activation
Officer (Vashi)
Officer
• Bottom Of Pyramid
Territory Sales Officer Territory Activation Officer
Hires Hires
Salesman Person for Activation
Beat Plan
• Per Day and Per Salesman (20 Stores)
• Location (Vashi)
Weeks Monday Tuesday Wednesday Thursday Friday Saturday
Week 1 Sector 17 Sector 12 (Different (Different (Different (Different
(20 Stores) (20 Stores) sector sector sector sector
with 20 with 20 with 20 with 20
stores) stores) stores) stores)
Week 2 Sector 17 Sector 12 Repeated Repeated Repeated Repeated
(20 Stores) (20 Stores)
20 Stores per day = 6 days*20 stores = 120
stores weekly target.
• Communication Flow
• Reporting to Territory Sales Officer
(TSO)
Clicks Picture
within and
outside store to
ensure
attendance.
Salesman Territory Sales Officer
• Work Flow
• Count of Salesmen.
• Check on Database.
• 80% and 20%.
• Universe.
• Qualitative time spent.
Territory Sales Officer
• Authority to spend
• Communication Flow
TSO Meeting with
Sales Executive
AGENDA
• Count of Salesman
• Budget Implementation
Sales Field Sales Area Sales
Executives Manager Manager • No. of Stores Covered
• Productivity
• Work Flow
• Actual and Estimates.
• Low performing territory Improvement.
• Proper escalation of data to Area Sales Manager.
Field Sales Manager
Distribution Model
Phase 1A : Direct Coverage
Phase 1B : Indirect Coverage
Phase 2 : Operation Streamline
Phase 3 : Project Shakti
Source : CIA world fact book
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
Winning Strategy
Employee Distribution
Line
• Old Distributors
Manager
• Support sale
Strength • Expert Advice
Development • Monetary Returns
Areas
Training
Wish(Can be
mentioned in
Appraisal)
Field
Area
Business
Current Trends CSR to Sales
• Launched – Love and Care
• Merger (HUL and GSK)
• Planning to acquire Dinshaw’s dairy foods
• Quarter 2 profit rises
• War Against Plastic
HUL Plans.
