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Investor Seminar 2011
Winning in D&E Markets
Harish Manwani
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Agenda
Unilever 2010 D&E Opportunity & Trends
Unilever in D&E D&E Ambition
D&E Where we will play
How we will win
Summary 2
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Strong Underlying Sales Growth
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Delivered Against our Priorities
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Broad Based Volume Growth Led by D&E
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Agenda
Unilever 2010 D&E Opportunity & Trends
Unilever in D&E D&E Ambition
D&E Where we will play
How we will win
Summary 6
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7/29/2019 winning hul
7/50Source: Unilever Estimates from Globegro
D&E
DEV
94% 72%
750 million $ 23 Trillion
Share of populationgrowth
Share of incrementalconsumer expenditure
D&E : Big opportunity
DEVELOPED
D&E
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Emerging Asia will be the largest market by 2020
Consumer Spending 2020($ tn @ PPP exchange rates)
Source: Unilever Estimates from Globegro
NA - $15.2
WE- $9.6
SA - $5.6
ANZ & NEA- $4.3
AMET - $6.5
CEE- $4.4
ASIA (ex ANZ & NEA) - $19.8
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Source: SES Report
NewProfessionalWomen
The NewRich
Hygienefor Urban
Functionalitywith lessWater
Emerging consumer groups Need for functionality
RapidDigitisation
Connectivity
Sustainability
D&E : Emerging trends
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Agenda
Unilever 2010 D&E Opportunity & Trends
Unilever in D&E D&E Ambition
D&E Where we will play
How we will win
Summary 10
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D&E: Consistent growth with 9% CAGR
52%of Unilever
20%of Unilever
9% CAGR
1990 2010
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D&E: Profitable growth
D&E D&E excl. Russia and China
Unilever average
Underlying operating margin% 2010
12At 2010 rates.
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2007 2008 2009 2010
Turnover (bn)
Continued Strong Performance in D&E
10% CAGR
Q1'10 Q2'11
Turnover (bn)
At constant 2010 average rates.
USG (%)9.9
7.3
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We have the best footprint in D&E
52%
15% 25% 35% 45% 55%
Source: Annual Report & Accounts, analysts estimates, Unilever estimates
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We compete effectively both withinternational and local competitors
Source: Nielsen/IRI MAT (only for markets/categories UL competes & tracks), Competitor Intelligence analysis
OtherMultinationals34%
Unilever30%
Local36%
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Agenda
Unilever 2010 D&E Opportunity & Trends
Unilever in D&E D&E Ambition
D&E Where we will play
How we will win
Summary 17
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50%70%
Unilever Ambition : Accelerate D&E
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Agenda
Unilever 2010 D&E Opportunity & Trends
Unilever in D&E D&E Ambition
D&E Where we will play
How we will win
Summary 19
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small
large
largesize of consumer expenditure in 2010(PPP exchange rates)
growth
ofconsumere
xpenditure2010-20
China
India
next 13BRIC bubble size refers to2020 population
Nascent market cluster( Central Africa + Central Asia )
Brazil
Russia
Mexico
Indonesia
Turkey
Argentina
Poland
South Africa
PhilippinesThailand
Pakistan
Egypt
Vietnam
Nascentmarkets
Bangladesh
Nigeria
D&E Key Markets: Follow the money and people
Source: Unilever Estimates from Globegro20
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small
large
large
BRIC
STRONGHOLDS
NASCENT
IndiaBrazil
Russia China
Mexico
Poland
Turkey
Nigeria
Egypt
IndonesiaThailandPakistan
Philippines
Vietnam
Bangladesh South Africa
Argentina
market size 2009
marketshare
bubble size refers to current turnover
D&E: Unilever in key markets
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Source: Unilever internal data, based on 15 countries in D&E
160 brand roll out opportunities
size of prize 2bn
Opportunity for brand portfolio deployment
0%
20%
40%
60%
80%
100%
Dove
R
exona
Clear
orr
World
Lipton
rnational
Lux
Sunsilk
Signal
Closeup
irtIs
Good
Axe
Ponds
Heart
Dom
estos
R
adiant
Lifebuoy
ligh
tHHC
Comfort
Family
Goo
dness C
if
thly
Heart
Surf
Im
pulse
TIGI
Present
D&E Brand Presence %
Not present
22
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Brands into white spaces: Recent launches
Magnum - Indonesia
Cif Asia Vaseline - PhilippinesClear Asia & AMET
Dove Hair - China23Kissan - India
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Be Everywhere 700 Million consumers
Potential 1.5 bn opportunity
Nascent Markets: Accelerate geography fill
Source: Unilever internal estimates
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Summary : Key jobs to be done in D&E
Sustain strong leadership positions in India and Brazil
Build rapid scale in China and Russia
Lead full portfolio deployment in all strongholds
Accelerate geography fill in nascent markets
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Agenda
Unilever 2010
D&E Opportunity & Trends
Unilever in D&E D&E Ambition
D&E Where we will play
How we will win
Summary 26
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market
development
70-80%
market
share gain
10-20%
white
space
10% +
Sources of Growth
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Straddle the pyramid in key
categories
Building competitive advantage
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At the bottom
Laundry India
At the top
Masstige Beauty
Straddle the pyramid
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Straddle the pyramid in key
categories
Lead market development
Building competitive advantage
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Have lots
Haves
Have nots
billions of people
0.9
2.0
2.9
2.0
2.7
1.9
More benefits
More usage
More users
2010 2020
Source: Unilever estimates Globegro, updated upon LSM 2.0 baseline studies.
D&E : Huge market development opportunity
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More Users
More Usage
More Benefits
10 Step Market
Development Wheel32
Our repeatable model
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Straddle the pyramid in key
categories
Lead market development Be an execution powerhouse
Building competitive advantage
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Be an execution powerhouse
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OUTLET UNIVERSE IN D&E: 20 M
4.3 M
OUTLETS WHERE UNILEVER PRODUCTS
ARE DISTRIBUTED: 10.5 M
OPPORTUNITY
INFLUENCED
DIRECT
Be an execution powerhouseMore storesbetter storesbetter served
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from 1 million (2010) to 5 million (2020)
GT MT
More stores better stores better served
Perfect Stores: D&E ambition
35
i i i h i
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Investing in Customer Insight & Innovation CentresChina, India, Singapore
36
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Straddle the pyramid in key
categories
Lead market development Be an execution powerhouse
Deploy low cost business models
Building competitive advantage
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125 33 92
From
To
Cost
TargetCost
GrossProfit Price
TargetPrice
TargetGP
117 33 150
Deploy Low Cost Model : Deodorants India
38
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Straddle the pyramid in key
categories
Lead market development Be an execution powerhouse
Deploy low cost business models
Employer of choice
Building competitive advantage
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1
2
1
3
Indonesia
Turkey
Brazil
Russia
India
China
Mexico
Pakistan
Argentina
Chile
South Africa
1
1
1
1
1
1
1
Employer Brand FMCG Ranking
Employer of choice continue to build
Vietnam 1Source : Country surveys 40
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Straddle the pyramid in key
categories
Lead market development Be an execution powerhouse
Deploy low cost business models
Employer of choice Locally relevant, globally efficient
organisation
Building competitive advantage
41
ll l l b ll ffi i i i
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Build globalcapabilities in
D&E
Outstandinglocal insights
Scale-up
innovationresources in D&E
60% +
Locally relevant, globally efficient organisation
42
Gl b l i ti ith l l i i ht
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Global innovations with local insights
Knorr Jelly Bullion - ChinaBroke Bond Tea - India
Knorr Soupy Noodles - India Ponds Asia 43
Focusing Innovation Resources in D&E
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Focusing Innovation Resources in D&E
BANGALORE
SHANGHAI
BANGKOK
ISTANBUL
DURBAN
SAO PAULO
MEXICO CITY
BUENOS ARIES
INNOVATION CENTRES
GLOBAL R&D CENTRES
MUMBAI
42% of R&D
50% of Brand Development
DUBAI
44
B ildi titi d t
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Straddle the pyramid in key
categories
Lead market development Be an execution powerhouse
Deploy low cost business models
Employer of choice Locally relevant, globally efficient
organisation
Building competitive advantage
45
Activate
UnileverBran
d
&U
SLP
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USLP : Three Big Goals by 2020
SOURCE
100%OF AGRICULTURALRAW MATERIALS
SUSTAINABLY
HALVEENVIRONMENTAL
FOOTPRINT OFOUR PRODUCTS
HELP
1 BILLIONPEOPLE IMPROVE
THEIR HEALTH& WELLBEING
46
B ildi titi d t
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Straddle the pyramid in key
categories
Lead market development Be an execution powerhouse
Deploy low cost business models
Employer of choice Locally relevant, globally efficient
organisation
Building competitive advantage
47
Activate
UnileverBran
d
&U
SLP
A d
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Agenda
Unilever 2010
D&E Opportunity & Trends
Unilever in D&E D&E Ambition
D&E Where we will play How we will win
Summary48
Wi i i D&E k t S
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Winning in D&E markets - Summary
D&E is a huge opportunity
We are strong and fit to compete.
Our ambition is to consistently outpace market growth
Lead market development and Grow share steadily
Key actions:
BRICs are a must win
Deploy full portfolio in Strongholds; early mover in nascent markets
Be an execution powerhouse
Substantially scale-up innovation and leadership capabilities in D&E
Lead the sustainability agenda (USLP) everywhere
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D&E: 70% of Unilever
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0%
20%
40%
60%
80%
100%
1946 1956 1966 1976 1986 1998 2004 2008 2009 2015 2020
D&E: 70% of Unilever
Developed Markets
D&E Markets
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