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Unilever Foodsolutions

Enabling Future to make anotherUnilever Food Solutions

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Company Introduction

Unilever Food Solutions is the dedicated food servicedivision of Unilever providing culinary solutions toprofessional chefs across all food service channels by

delivering best quality products and services toimprove guest experience.

UnileverFood Solutions

Deliver superiorbrand

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National Geographical Reach

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WE WORK TO CREATE A BETTER FUTURE EVERYDAY

We will inspire people to take small everyday actions that can add up to a big difference for the world

We will be the Best Solution Provider in Hotels,Restaurants and Canteens, serving chains*, andindependent operators helping them to deliver greatdishes, improve efficiency and grow, based on channeland guest insights

Our strategy is to appeal more to operators , to reach

more outlets and to drive penetration of our productsfurther

We will develop new ways of doing business that willallow us to double our growth rate (3bln in 2015) whilereducing our environmental impact

Vision 2015

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Appeal more to more operators and drive reach andpenetration further.

Increase Relevance of our Solution- UFS Brand- Quality and Claims improvement- Segmentation (prices + needs + channels)

Reach more Customers- Cash and Carry- Availability and Activation- Free Trade

Penetrate more Products- Top SKUs in Top Dishes - Top Selling stories- Demand Creation

Get Basics Right- Push & Pull Implementation- More out of fundamentals of selling- Performance Culture

To double the growth rate and reach 3bn

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Previous Sales Model

1 Person responsible for Primary & Secondary Sales. Responsible to manage distribution Responsible to manage distribution sales force Responsible to create pull in the market Grip Grab Grow

Responsible to increase reach of UFS Products. Be the face of Unilever in front of distributor. Execution of all Marketing Activities. Monthly reconciliation of stocks. Responsible to ensure compliance of Unilever policies. Responsible for transparent execution of TP & CP.

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New Customer Developmentbusiness model

Distributors(Delivery, C&C)

UFS

Operators(Independent, Chains)

Maximize

More OperatorsMore SKUs More Usage

Fundamentals of selling

Align

Prioritize

Push

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New Sales ModelPush & Pull

DrivingPenetration

Responsible forSecondarySales

Responsible forall marketrelated issues.

PullDriving Reach

Responsible forPrimary Sales

Responsible forall distributorrelated issues.

Push

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Push & Pull Implementation

After a successful design being implemented in manycountries before, Pakistan was next to go.

Three Steps of Change Management

-Internalcommunication andagreement.

-Discuss Opportunities& address threats.

1 -ExternalCommunication and

Agreement on newways of working.

-Discuss Opportunities,address threats

2 -Resource selection

-Trainnigs

-FormalImplementation

-Living performanceculture on new KPIs

3

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Push Pull ModelImplementation

Design andCustomization of

Global Concept for Local Implementation

(2008-2009)

InternalImplementation (Q2

2009)

Customer Communication

(Q3 2009)

Annual KPIsFormal Launch

(Q1 2010)

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Push & Pull - Theoratically

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August 2012

Review of Push & Pull StructureImplemented in 2010 through IBA

Group

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Focus Group

Customers

Venus Food Service (National distributor, part of VenusPakistan Private Limited)

Al-Qadeer Corporation (Local distributor with reach just inKarachi)

Employees

Amir Tagar (Area Sales Manager Pull Saeed Ahmed (Area Sales Manager - Push

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Customer PerspectiveVenus Pakistan

Introduction

National distributors for UFS UFS distribution is 18% of Venus total Food Service

Distribution portfolio Other distribution (Engro Foods, Packages, Guard Rice,

Eva Oil, Mezan Oil, Richs non dairy cream, Lamb westernFries)

Other businesses : Venus Tissues, Venus Ice, CartonHotel, Venus Logistics (NATO supplier)

Large Financial Muscles Supply Chain Partners for MacDonald's Pakistan fulfilling

stringent hygiene and storage conditions required forMacDonald's supplies

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