Hul Distribution Management
A Study on Distribution Management of Hindustan Unilever Limited
Submitted To
Prof. S Govindrajan
By
PRADEEP NARAIN SANJEEV KUMAR JHA SATADRU BAGCHI SOUMITRA DHALI g08075 g08086 g08088 g08090 g08095
TARUN KUMAR SAHA
2
Content
Page
3 4 5 12 14 16 18 26 33
1. Introduction – Hindustan Unilever Limited 2. Distribution Network of HUL 2.1. Evolution over Time 2.2. Detail Overview 3. Channel Design
4. Initiatives taken to Improve the Distribution Network 5. Field Force Management 6. Analytical Framework 7. Financial Analysis 8. References
3
1. Introduction ‐ Hindustan Unilever Limited
Hindustan Unilever Limited (‘HUL’), formerly Hindustan Lever Limited (it was renamed in late June 2007 as HUL), is India 's largest Fast Moving Consumer Goods company, touching the lives of two out of three Indians with over 20 distinct categories in Home & Personal Care Products and Foods & Beverages. These products endow the company with a scale of combined volumes of about 4 million tonnes and sales of nearly Rs. 13718 crores. HUL is also one of the country 's largest exporters; it has been recognised as a Golden Super Star Trading House by the Government of India. The mission that inspires HUL 's over 15,000 employees, including over 1,300 managers, is to "add vitality to life." HUL meets everyday needs for nutrition, hygiene, and personal care with brands that help people feel good, look good and get more out of life. It is a mission HUL shares with its parent company, Unilever, which holds 52.10% of the equity. The rest of the shareholding is distributed among 360,675 individual shareholders and
Submitted To
Prof. S Govindrajan
By
PRADEEP NARAIN SANJEEV KUMAR JHA SATADRU BAGCHI SOUMITRA DHALI g08075 g08086 g08088 g08090 g08095
TARUN KUMAR SAHA
2
Content
Page
3 4 5 12 14 16 18 26 33
1. Introduction – Hindustan Unilever Limited 2. Distribution Network of HUL 2.1. Evolution over Time 2.2. Detail Overview 3. Channel Design
4. Initiatives taken to Improve the Distribution Network 5. Field Force Management 6. Analytical Framework 7. Financial Analysis 8. References
3
1. Introduction ‐ Hindustan Unilever Limited
Hindustan Unilever Limited (‘HUL’), formerly Hindustan Lever Limited (it was renamed in late June 2007 as HUL), is India 's largest Fast Moving Consumer Goods company, touching the lives of two out of three Indians with over 20 distinct categories in Home & Personal Care Products and Foods & Beverages. These products endow the company with a scale of combined volumes of about 4 million tonnes and sales of nearly Rs. 13718 crores. HUL is also one of the country 's largest exporters; it has been recognised as a Golden Super Star Trading House by the Government of India. The mission that inspires HUL 's over 15,000 employees, including over 1,300 managers, is to "add vitality to life." HUL meets everyday needs for nutrition, hygiene, and personal care with brands that help people feel good, look good and get more out of life. It is a mission HUL shares with its parent company, Unilever, which holds 52.10% of the equity. The rest of the shareholding is distributed among 360,675 individual shareholders and
References: 1. B. Joseph Pine, James H. Gilmore (1999), The Experience Economy: Work is Theatre & Every Business a Stage, Published by Harvard Business Press, 254 pages. 2. HUL Website (http://www.hul.co.in/) 3. HUL CLSA Conference, Investor Presentation (24th Sept., 2008). 4. Reckitt – Benckiser Website (http://www.reckittbenckiser.com/site/RKBR/Templates/Home.aspx?pageid=1) 5. Colgate – Palmolive Website (http://www.colgate.co.in/app/Colgate/IN/HomePage.cvsp) 6. Emami Group Website (http://www.emamigroup.com/Brands) 7. CMIE 8. Wikipedia