Escolar Documentos
Profissional Documentos
Cultura Documentos
Presented
by
Aathira G
Krishna
D Nisha
Vision of HUL
HUL - “Add vitality to life"
• Formerly Hindustan Lever Limited (renamed
in late June 2007)
• India's largest Fast Moving Consumer Goods
company
• Combined volumes of about 4 million tonnes
and sales of nearly Rs. 13718 crores.
• Golden Super Star Trading House - Govt of
India.
• Over 15,000 employees, including over
1,300 managers
Sales hierarchy
NETWORK
• 7,500 distributors serve
– 4,000 Redistribution stockists
• 35 C&FAs in the country
• 40 manufacturing plants - 2 million square
miles territory
• 6.3 million retail outlets
• About 250 million rural consumers
DISTRIBUTION NETWORK FOR GENERAL TRADE
FACTORY
CARRYING AND
FORWARDING AGENT
DISTRIBUTER
URBAN RURAL
AREA AREA
REDISTRIBUT STAR
REDISTRIBU
ION SELLE
TER(RD)
STOCKIST(R R
S)
REDISTRIBUT
ION
STOCKIST
FAMILY
WHOLESE RETAILIN
GROCERI
LLER G
ES
PURELY SEMIWH
WHOLES OLESALE
ALE
DISTRIBUTION NETWORK OF MORDERN TRADE
FACTORY
C&F
CUSTOMER
SERVICE
PROVIDER
BIG BOX
RETAILER
CUSTOMER
Sales Process
Operational aspects of
Distributor
• Permanent journey plan
• Frequency of visit
• Beet
• Replenishment
– EOQ
– Permanent Dispatch Plan
– UNIFY
Project “Shakti”
• Launched in 2001
• Connecting Redistribution Stockists (RSs)
through an internet based system
• Account for about 80% of the company's
turnover
• RS Net is one of the largest B2B e‐
commerce initiatives ever undertaken in
India.
• The IT‐powered system has been
implemented to supply stocks to
redistribution stockists on a continuous
replenishment basis.
Go to Market
• Kick started at Mumbai last June
• Uses concept of JIT
• 42 cities and towns across India by
the end of 2009
• In hands with Mahindra Logistics
THUMB RULE
For Population of 1 lakh
“250 to 300 outlets”
Interesting facts about HUL
• Turnover – 13,OOO crores
• Investment - ???
-
18
%
• 2009 – 15,000 employees
• 2013 - ????
00!
!!
Conclusion
• HUL leads distribution foray in India
• Followed up more than 80% of the
company
• Has wide distribution network
• HUL’s success = Its Distribution
Change is the only
thing that remains
constant in HUL
distribution