Sales Conference AV

Sequence of the AV

PART A: Changes in 2012

PART A 1. New Sales Leadership in MFPL 2. Permanent visibility in 15000 outlets 3. New SKU launch Glaxose 25gm & Glaxose D 4. Project Rocketman

PART B: Outcomes
Doubled the business in less than 2 years Distribution increased 2.67 times in 2 years Glaxose growth 86% Glaxose sachets reached 53000 outlets in 10 months Horlicks sachets distribution increased by 2.3 times in 1 year

Coverage Expansion
155 104

2011

2012

Growth
Brands wise Value Growth Horlicks Chocolate Junior Mothers Lite Boost Total TO Value Grth 29% 15% 24% 43% 115% 13% 28%

GSK Cx MS % (Value)

88

85

Dec-11

Dec-12

Value Growth (Crore)

390

500

Dec-11

Dec-12

PENETRATION (%)
2011 13.9 11.4 11.4 2012

9.1

4.5 1.8 1.7 1.9 0.5 0.7 Chocolate Horlicks

HFD

HORLICKS

SACHET

JUNIOR