1. Dmitry Chechulin Eugenia Slivko SerafimaKrasnonosova Victoria Meos Unilever Russia turnover×2 by 2014via Field Sales reorganization Moscow 2010

2. SmartCom team SerafimaKrasnonosova PhD student, MGTU Bauman 2 Dmitry Chechulin Student of 5th year, MESI EvgeniaSlivko Graduated HSE, KPMG consultant Victoria Meos Graduated MSU, KPMG consultant

4. HR policies

5. Communication of changesFinancials 3

7. Ensure strong presence in opening modern trade POPs

8. Cover yet unreached traditional trade POPs

9. Refine cooperation with Distributors

10. Unite Sales Force management

11. Streamline “get-to-market” time

12. Decrease bureaucracy

13. Increase the amount of “expensive” products shipped+ 15-20% +30-45% + 10-15% 55-80% 10-12% (Market growth) + = 65-92%by 2014

15. No clear result in turnover growth

16. Significant number of layoffs

17. Strong fluctuations in work with partners

18. Raise effectiveness of SF management

21. Payment optimization

22. Special initiatives

23. Streamline “get-to-market”Sales Force Trade outlets Distributors

24. Defining the prior regions to start reorganization via analysis of Unilever sales and POPs covered in the region — Efficient regions — Normal regions — Ineffective regions — N/A * Difference between % of Unilever of sales at the region and % of POPs covered

26. with distributors and SF

31. transfer on area demand7

33. new Orgchart

34. new remuneration policy

35. results and effects of reorganization

36. feedback collection@ @ @ @ @ @ @ @ @ Field Sales Related Departments Customers Adaptation period Active phase January-March 2010

38. Post-resructurization communication

39. Revising the mistakes9

41. Adaptation of staff is completed

42. 65%or moreof planned growth of every driver is achieved10

43. Summary Turnover growth of 65-92% can be achieved by 2014: More expensive product mix Streamlining the relationships with distributors effectiveness Concentration on developing strong presence in emerging modern trade outlets Time for reorganization ~ 2 years To double the turnover Unilever conduct additional initiatives – Acquisition of an FMCG company proposed. 11

44. Thank you for attention!Q&A 12