UNILEVER ON SHELF AVAILABILITY COLLABORATION CYCLE MARCH 2013 TURKEY Belkis Kulduk OSA Perfect Replenishment Manager Unilever Asia Amet Russia

WHAT IS AVAILABILITY?

3 : 1 . OSA SALES GROWTH :

How do shoppers react when they cant find products on shelf? OUT OF STOCK? 40% Retailer Loss 35% Supplier Loss Talk about Unilever SKUs number – How many shoppers we reach everyday , and how they get disapponted by OOS –everyday we reach x shoppers and we disappoint x people.. Explain the story of different shopper reactions in case of Out of Stock – Tell about yourself – I am a shopper that asks the employees if the product is in Back of Store? Tell generally about why retailers should be involved – because the loss is also coming from in store operations not only upstream issues How do shoppers react when they cant find products on shelf? Pie chart showing a research of international survey .

WHY Availability?

OPPORTUNITY IS HUGE

ON TIME Delivery is KEY.. What if our products are not ON SHELF even though they are in store on time?

ROOT CAUSES *Output from Global OSA Collaboration Projects

UNILEVER OSA COLLABORATION CYCLE

TRAIN People & Capability as Initial Focus Learn by Real Life Cases Use different tools & techniques Tailor - made trainings

MEASURE Measure Business Wide availability results Unveil Hidden Opportunity Prioritize where to focus and improvement areas

EXECUTE Every day Execute, Execute, Execute! Focus on the priority stores Use tailor made quick solutions

How can we improve further? RESULTS How can we improve further? *Unilever internal scorecard

TRAIN

COLLABORATE ALIGN 1 IMPROVE 3 ANALYZE 2

? ALIGN SPONSORSHIP JOINT TARGETS RIGHT TEAM JOINT DEFINITION FOCUS AREA TIME PLAN ?

DATA CAPTURE LOSS CHART ANALYZE PRIORITIZE OWNERSHIP

TEST SOLUTIONS JOINT ACTIONS IMPROVE RESULTS ROLL OUT

PILOT PROJECTS – REPEATABLE SOLUTIONS Back of Store Organisation Daily Gap Scan Checks Right and On time Order Correct System Stock Collaborative Planning Forecasting Replenishment (CPFR) Monthly Customer Supplier OSA Meetings Regular Master Data Control On Shelf Availability Trainings Daily Awareness Messages / Incentives for Teams *Unilever Data taken from Differnt Pilot Projects

Avg. On Shelf Availability RESULTS 7% 99.6% 1.5% 99.4% 97.3% Avg. On Shelf Availability 2% Avg. Turnover Growth *Unilever Data taken from Several Pilot Projects

TRAIN COLLABORATE OSA Collaboration Cycle MEASURE EXECUTE

Thank !