winning in the marketplace revised
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Winning in the Marketplace RevisedTRANSCRIPT
Unilever Investor Seminar Winning in the Market Place
Harish Manwani – Chief Operating Officer
Organising for Growth
Uniquely Balancing Scale and Focus
NAMET & RUB SEAA South Asia North Asia North America
La8n America
Europe Africa
Developed Emerging Markets
0.9 billion 5.9 billion popula8on (+0.8bn by 2020)
Private Consump8on (PPP)
48% of world 52% of world (60% by 2020) Private Consump8on (PPP)
Source: Unilever es/mates , OEF, United Na/ons, Globelgro
What We Are Doing BeAer
Raising the Bar on
Performance
Scaling Up Repeatable
Models
Driving Strategic
Alignment
Rolling Out with Speed and Agility
Driving Dynamic Resource Allocation
Raising the Bar on Performance: Driving “4Gs”
1. Consistent Growth
2. Competitive Growth
3. Profitable Growth
4. Responsible Growth
Consistent and Broad Based Growth
3.5% 4.1%
6.5% 6.6%
2009 2010 2011 YTD Sept 12
Total Unilever Underlying Sales Growth (%)
11.7%
0.8%
Emerging markets Developed
9.5% 10.2%
2.0%
5.5%
Categories * Underlying Sales Growth (%)
Personal Care
Home Care
Foods Refresh-‐ ment
Geography * Underlying Sales Growth (%)
Emerging Markets
Developed
* Jan-‐Sept 2012
Competitive Growth
2011 MAT L 12 wks
Value Share Change (bps)
Source : Retail Audit/GMI
Profitable Growth Driving Margin Agenda in the Markets
GeVng the right price Business unusual on costs Opera8onalising Max the Mix
Low Gross Margin
High Gross Margin
Accelerate GrowthScale Up
SKU rationalisation Improve Gross Margin
Low Turnover High Turnover
Responsible Growth
Reducing Environmental
Impact Improving Health and
Well-‐Being
Enhancing Livelihoods
What We Are Doing BeAer
Raising the Bar on
Performance
Scaling Up Repeatable
Models
Driving Strategic
Alignment
Rolling Out with Speed and Agility
Driving Dynamic Resource Allocation
7.9%
11.5% 11.7%
2010 2011 YTD Sept 2012
6.4%
8.2% 9.5%
2010 2011 YTD Sept 2012
Driving Strategic Alignment Accelerated Growth in Emerging Markets and Personal Care
Emerging Markets Underlying Sales Growth (%)
Personal Care Underlying Sales Growth (%)
What We Are Doing BeAer
Raising the Bar on
Performance
Scaling Up Repeatable
Models
Driving Strategic
Alignment
Rolling Out with Speed and Agility
Driving Dynamic Resource Allocation
Driving Dynamic Resource Allocation
Potential Donors Potential Receivers
Cell A
Cell C
Cell B
Cell E Cell D
Cell = category-‐country combina/on
Compe88ve Brand Support (SoS/SoM Index)
Category A Category B Category C Category D
100
YTD August 2012
Source: Unilever Media database
Winning in Key Markets
Value Shares -‐ Fabric Cleaning China
Q2 2009 Q2 2012
Value Shares -‐ Hair Care US
Q2 2009 Q2 2012
% 32 30 28 26
% 18 16 14 12 10
Unilever Brand Compe/tor Brand Unilever Compe/tor
What We Are Doing BeAer
Raising the Bar on
Performance
Scaling Up Repeatable
Models
Driving Strategic
Alignment
Rolling Out with Speed and Agility
Driving Dynamic Resource Allocation
Rolling Out with Speed and Agility
16
> 60 countries > 60 countries Roll out to 5 countries since acquisition
What We Are Doing BeAer
Raising the Bar on
Performance
Scaling Up Repeatable
Models
Driving Strategic
Alignment
Rolling Out with Speed and Agility
Driving Dynamic Resource Allocation
Scaling Up Repeatable Models
Low Cost Business Model Deployed in Laundry & Ice Cream
Perfect Stores Global roll out in 75 countries
End to End Value Chain
Market Development Reach Up, Reach Down, Reach Wide
What We Are Doing BeAer
Raising the Bar on
Performance
Scaling Up Repeatable
Models
Driving Strategic
Alignment
Rolling Out with Speed and Agility
Driving Dynamic Resource Allocation
Employer of Choice in Key Markets
Russia Turkey
Netherlands
Argentina
India
Chile
Pakistan Sri Lanka
VietnamIndonesia
Bangladesh
South AfricaJapan
UK
Mexico
Germany Spain
Peru
Now No.1 FMCG Employer Brand in 19
Countries
Brazil
• Graduate survey, in target campuses•No 1 Foreign FMCG in Japan
20 Most Desirable Companies
From ‘Fit to Compete’ to becoming ‘Fit to Win’
South Asia La8n America
Europe Africa
Winning Differently
Winning in Strongholds Winning in Fron/er Markets
Unilever Investor Seminar Winning in the Market Place
Harish Manwani – Chief Operating Officer