WINNING IN D&E MARKETS

ANNUAL INVESTOR MEET 2013

HARISH MANWANI
1
Unilever : Becoming Fit to Win
D&E Opportunity
Winning in D&E




AGENDA
2
2012: ANOTHER STEP TOWARDS OUR 80 B VISION

3
OUR PERFORMANCE HAS BEEN IMPROVING
Competitive
3.5%
4.1%
6.5%
6.9%
2009 2010 2011 2012
Consistent
USG%
-10
30
COM bps
Profitable
Responsible
2008 2012
Value
Share
bps
2011 2012
4
BECOMING FIT TO WIN

4G Plans
Consistent Growth
Competitive Growth
Profitable Growth
Responsible Growth
Consistent top and bottom line expansion
5
OUR STRATEGY IS WORKING

Strong in-market execution
Bigger, better, faster innovations
60 countries in 3 months >5 M Perfect Stores
Improved product quality
95% win or parity in blind test
6
BUSINESS UNUSUAL ON COSTS
USLP IS AN INTEGRAL PART OF THE BUSINESS
Managing Risk Driving Growth Reducing waste & cost
300m cost avoided in 4 years 36% of raw materials from
sustainable sources
Lifebuoy
8
EMERGING MARKETS: KEY DRIVER OF GROWTH

9
AGENDA
Unilever 2012 : Becoming Fit to Win
D&E Opportunity
Winning in D&E




10
Source: Unilever Estimates from Globegro
D&E
DEV
94%
72%
750 million $ 23 Trillion
Share of population growth Share of incremental
consumer expenditure
DEVELOPED
D&E
D&E : BIG OPPORTUNITY
11
UNILEVER IS STRONGLY POSITIONED
C. 80% OF TURNOVER IS IN LEADING POSITIONS
12
LOOKING AHEAD: 70%+ D&E
0%
20%
40%
60%
80%
100%
1956 1986 2012
Developed
D&E
13
Time intervals not to scale
AGENDA
Unilever 2012 : Becoming Fit to Win
D&E Opportunity
Winning in D&E




14
WINNING IN D&E
15
1. Focus on Key Markets
UNILEVER IN KEY MARKETS: BRIC + N13
India
China
Russia
Brazil
Indonesia
Pakistan
Philippines
Viet Nam
Turkey
Nigeria
Egypt
Mexico
Argentina
Poland
Thailand
South Africa
small
large
large market size 2012
m
a
r
k
e
t

s
h
a
r
e

bubble size refers to FY12 turnover
BRIC
STRONGHOLDS
NASCENT
WINNING IN D&E
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1. Focus on Key Markets
2. Reach Up and Down and Wide
Have lots
Haves

Have nots


FOLLOW THE PEOPLE
1.8 BN WILL MOVE UP THE LADDER, MAINLY IN EMERGING MARKETS
2010 2020
Source: Unilever estimates Globegro, updated upon LSM 2.0 baseline studies, figures are in billions of people
1.9
2.0
2.9
3.0
2.7
1.9
18
REACH UP AND DOWN AND WIDE

Reach Wide Reach Up Reach Down
Be First and Fast in white spaces
Accelerate Premiumisaton Compete for Non-Users
19
WINNING IN D&E
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1. Focus on Key Markets
2. Reach Up and Down and Wide
3. Local relevance and Global leverage
LOCAL RELEVANCE AND GLOBAL LEVERAGE
Walls India
Dove China Knorr Philippines
Dove Care with Better than Milk
taking Chinese beauty mythology
Knorr Sinagang with
famous local flavours
Leveraging Walls with Indian
local delights
21
GLOBAL LEVERAGE: 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
Deployed Everywhere
22
WINNING IN D&E
23
4. Be an Execution Powerhouse: General Trade and Modern Trade
1. Focus on Key Markets
2. Reach Up and Down and Wide
3. Local relevance and Global leverage
24
Traditional Trade
Modern Trade
MORE STORES, BETTER STORES, BETTER SERVED
WINNING IN D&E
5. Exploit Traditional and Digital Media
25
4. Be an Execution Powerhouse: General Trade and Modern Trade
1. Focus on Key Markets
2. Reach Up and Down and Wide
3. Local relevance and Global leverage
DIGITAL EXPLOSION
E-commerce
Digital marketing capability
Mobile users
from 1bn (2000) to 7bn (2013)
Internet users
from 350m (2000) to 3bn (2013)
26
EXPLOITING TRADITIONAL & DIGITAL MEDIA
Traditional Digital
Rural Outreach
Brand Websites | Social | Mobile
WINNING IN D&E
5. Exploit Traditional and Digital Media
28
4. Be an Execution Powerhouse: General Trade and Modern Trade
1. Focus on Key Markets
2. Reach Up and Down and Wide
3. Locally relevant and Globally leveraged
6. Win the War on Talent
UNILEVER: EMPLOYER OF CHOICE
29


Russia Turkey
Netherlands
India Pakistan Sri Lanka
Vietnam Indonesia
Bangladesh
South Africa
UK Germany
Spain
Sweden
Nigeria
Kenya
China
Philippines
Thailand
USA
Australia
Ghana
Egypt
Austria Switzerland Czech Rep.
Belgium
No 1: 20
No 2: 6
No 3: 10
Argentina Chile Mexico Brazil Colombia Peru
KSA
Morocco
Singapore








Colombia


Russia Turkey
India Pakistan Sri Lanka Bangladesh

Egypt






Netherlands


UK Germany
Spain








Sweden
Thailand

g



Morocco




Kenya
China








Sweden

Belgium







Austria



KSA




USA








Austria Switzerland







Australia








Czech Rep.



No 1: 21
No 2: 6
No 3: 10
Of 37 countries where Unilever is among the Top 3, 26 are in the D&E world
BUILDING GLOBAL TALENT: FOUR ACRES
SINGAPORE

WINNING IN D&E
5. Exploit Traditional and Digital Media
31
4. Be an Execution Powerhouse: General Trade and Modern Trade
1. Focus on Key Markets
2. Reach Up and Down and Wide
3. Local relevance and Global leverage
6. Win the War on Talent
OWN SUSTAINABILITY
OWN SUSTAINABILITY
32
WINNING IN D&E
5. Exploit Traditional and Digital Media
33
4. Be an Execution Powerhouse: General Trade and Modern Trade
1. Focus on Key Markets
2. Reach Up and Down and Wide
3. Locally relevance and Global leverage
6. Win the War on Talent
OWN SUSTAINABILITY
WINNING IN D&E MARKETS

ANNUAL INVESTOR MEET 2013

HARISH MANWANI
34