Unilever Investor Seminar

Winning in the Market Place

Harish Manwani Chief Operating Officer

Organising for Growth

Uniquely Balancing Scale and Focus

Developed

Europe

Emerging Markets

North
America

La8n
America

48% of world

Source: Unilever es/mates , OEF, United Na/ons, Globelgro

South Asia

NAMET & RUB

Africa

5.9 billion popula8on (+0.8bn by 2020)

0.9 billion

Private
Consump8on
(PPP)

SEAA

Private
Consump8on
(PPP)

52% of world (60% by 2020)

North Asia

What We Are Doing BeAer

Raising the
Bar on
Performance

Scaling Up
Repeatable
Models

Rolling Out
with Speed
and Agility

Driving
Strategic
Alignment

Driving
Dynamic
Resource
Allocation

Raising the Bar on Performance: Driving 4Gs

1. Consistent Growth
2. Competitive Growth
3. Profitable

Growth

4. Responsible Growth

Consistent and Broad Based Growth

Total Unilever

Underlying Sales Growth (%)

Categories *

Underlying Sales Growth (%)

Geography *

Underlying Sales Growth (%)

11.7%

6.5%
3.5%

6.6%

9.5%

10.2%

4.1%

5.5%
2.0%

2009

2010

2011 YTD Sept 12

* Jan-Sept 2012

Personal Home
Care
Care

Foods

0.8%

Refresh-
ment

Emerging
Emerging
markets
Markets

Developed
Developed

Competitive Growth

Value Share Change (bps)

2011

Source : Retail Audit/GMI

MAT

L 12 wks

Profitable Growth
Driving Margin Agenda in the Markets

GeVng the right price

Business unusual on costs

Opera8onalising Max the Mix

High Gross Margin

Scale Up

Accelerate Growth

Low Turnover

High Turnover

SKU rationalisation

Low Gross Margin

Improve
Gross Margin

Responsible Growth

Improving Health and

Well-Being

Reducing
Environmental
Impact

Enhancing
Livelihoods

What We Are Doing BeAer

Raising the
Bar on
Performance

Scaling Up
Repeatable
Models

Rolling Out
with Speed
and Agility

Driving
Strategic
Alignment

Driving
Dynamic
Resource
Allocation

Driving Strategic Alignment

Accelerated Growth in Emerging Markets and Personal Care

Emerging Markets

Underlying Sales Growth (%)

11.5%

Underlying Sales Growth (%)

9.5%

11.7%

8.2%
6.4%

7.9%

2010

Personal Care

2011

YTD Sept 2012

2010

2011

YTD Sept 2012

What We Are Doing BeAer

Raising the
Bar on
Performance

Scaling Up
Repeatable
Models

Rolling Out
with Speed
and Agility

Driving
Strategic
Alignment

Driving
Dynamic
Resource
Allocation

Driving Dynamic Resource Allocation

Potential Donors

Potential Receivers

Compe88ve Brand
Support (SoS/SoM Index)

Cell A
Cell C

Cell D

Cell E
100

Cell B

Category A Category B Category C Category D

YTD August 2012

Cell = category-country combina/on

Source: Unilever Media database

Winning in Key Markets

Value Shares - Hair Care US

Value Shares - Fabric Cleaning China

%

32



30



28



26

%

18


16


14


12


10
Q2 2009

Unilever Brand

Q2 2012

Compe/tor Brand

Q2 2009

Unilever

Q2 2012

Compe/tor

What We Are Doing BeAer

Raising the
Bar on
Performance

Scaling Up
Repeatable
Models

Rolling Out
with Speed
and Agility

Driving
Strategic
Alignment

Driving
Dynamic
Resource
Allocation

Rolling Out with Speed and Agility

> 60 countries

> 60 countries

Roll out to 5
countries since acquisition

What We Are Doing BeAer

Raising the
Bar on
Performance

Scaling Up
Repeatable
Models

Rolling Out
with Speed
and Agility

Driving
Strategic
Alignment

Driving
Dynamic
Resource
Allocation

Scaling Up Repeatable Models

Market Development

Reach Up, Reach Down, Reach Wide

Perfect Stores

Global roll out in 75 countries

Low Cost Business Model

Deployed in Laundry & Ice Cream

End to End
Value Chain

What We Are Doing BeAer

Raising the
Bar on
Performance

Scaling Up
Repeatable
Models

Rolling Out
with Speed
and Agility

Driving
Strategic
Alignment

Driving
Dynamic
Resource
Allocation

Employer of Choice in Key Markets

20 Most Desirable Companies

Now No.1 FMCG

Employer Brand in 19
Countries
Netherlands

Germany

UK

Spain

Mexico

Argentina

Chile

Peru

Sri L anka

Bangladesh

Japan

South Africa

India

Indonesia

Russia

Pakistan

Vietnam

Turkey

Brazil

Graduate survey, in target c ampuses

No 1 Foreign FMCG i n Japan

From Fit to Compete to becoming Fit to Win

Winning
Dierently

Europe

Winning in Strongholds

La8n
America

South Asia

Winning in
Fron/er Markets

Africa

Unilever Investor Seminar

Winning in the Market Place
Harish Manwani Chief Operating Officer