BUZZLE LIVE CHAT WITH ADARSH K ON 11TH OCTOBER, 7 PM TO 8 PM TOPIC: WINNING IN MANY INDIAS TOPIC OF THE FORTNIGHT It is imperative to win in all parts of our business and across all channels & geographies, in order to win decisively,. For this, we need a much more granular understanding of consumers, customers and our competitors in all our markets (geographies) and execution machinery that can leverage this understanding. The new “Winning in Many Indias (WIMI)” operating framework is the result of this approach. The first step for WIMI was a pilot that was done in South Branch by creating separate consumer clusters TAP (Tamil Nadu and Andhra Pradesh) and KK (Karnataka and Kerala) clusters. The results of the pilot were very promising and helped to build a much more granular understanding of our consumers and customers in these markets and provided us insights into sharper front end delivery in the market. The structure for ‘Winning in Many Indias’ will transform the HUL organisation from a 4 branch structure at the front end to 14 distinct consumer clusters that will roll up into 5 sales branches based out of 7 physical locations. In addition to the North, East, West & South branches, we now have an additional Central Branch headquartered in Lucknow. Introducing Central India current Proposed *Pilot Currently these 5 states are in 3 branches and the smallest part of their respective branches making them relatively low priority even from an implementation angle. Winning in the market Faster growth Better competitive performance Granular understanding To know more about WIMI: http://articles.economictimes.indiatimes.com/2014-09-19/news/54109039_1_clusters-rural-markets-structure BUZZLE EXPERT ADDITIONAL EDUCATION 2004 FMS, Delhi Feb 2004 - May 2006 Area Sales & Customer Manager, HUL May 2006 - Sep 2007 International Business Manager, Walmart ADARSH K Your hobbies: Music, Travelling, Sports, Chilling with friends. Favourite weekend getaway: The neighbourhood pub Sep 2007 - Jan 2009 National Account Manager, HUL Jan 2009 - Jan 2012 Head, Customer Marketing, HUL 2012-present General Manager (West), HUL Likes to listen to: Everything from Frank Sinatra to Coldplay to Mika to Yo Yo Honey Singh MUST BUZZLES 1 How to win with consumers in a large & diverse country like India, where a “One Size Fits All” approach does not work. 2 An important aspect of landing Strategy into Action is to be able to make the right choices. For this, an in-depth understanding of what levers drive preference amongst consumer, customer & shopper is a must. 3 How to leverage the different tools and approaches available to create strong physical & mental reach for our brands. HOW TO VIEW PAST BUZZLE CHAT SESSIONS: Go to bit.ly/ULDBuzzle, click on the ‘Archive’ button to view the list of completed BuZZle chat sessions & click on ‘View Archive’ to read the chat session of your choice.