Distribution channel of HUL

Designed by
Abhishek Chavan
Sandeep Pal
Harshad Kadam
Chetan Jadhav
Rahul Adhav

Introduction Hindustan
Unilever Limited

Former HLL renamed HUL in 2007

Is India's largest Fast Moving Consumer

Goods company.
Home & Personal Care Products and Foods
& Beverages.
It has been recognized as a Golden Super
Star Trading House by the Government of
India.

Wholesalers placing direct orders to company

Evolution of distribution
network of HUL

Villages

New distribution channels

Project Shakti

Project Streamline

Hindustan Lever Network (HLN)

RS Net Initiative:
Adexa iCollaboration suite

Channel Design

 Regular (traditional) retail channel

Regular (traditional) retail channel
Direct Selling Channel in the name of
Hindustan
Direct Selling
Channel
in the
name of
Lever
Network
(HLN).

Hindustan Lever Network (HLN).

Channel Structure
factories

C&F A
Redistribution stockiest
retail outlets

consume

Sales Margin
Redistribution

Wholesaler

Retailers

4.76%

(not
constant)

1.5 % (not constant)

Cosmetics 10% on MRP

Soap, detergents 8%
on MRP

Initiatives taken to Improve the

Distribution Network
Implementation of supply chain system that connects stockiest

across the country.

Launching of Project Shakti through which the company is able

to extend its operations in villages.

included several NGOs and state governments as the initiative

helps rural women to improve their financial position.

Initiating the concept of Super Value Stores (SVS) in urban

areas to partner traditional stores to provide a range of

services ranging from managing their inventory to setting up
POS (point of sale) banners

 Launching of several promotional schemes for existing

wholesalers and distributors,For instance, it has started the

Vijeta Rishta Jeet Ka scheme last year.
provide a platform for the wholesaler and HUL to grow the

business by earning points and redeeming them.

developing skills for stockists' sales force, Under 'Project

Dronacharya', the FMCG major continuously imparted training

to over 10,000 stockist salesmen.

Thank you