% Market Shares

Avg Shares
Zone Mkt Size Mkt Growth SnS S-H Sunsilk Livon (others)
E West Bengal 14% 27% 56% 1% 2% 41% 15%
S Tamil Nadu 4% 2% 41% 1% 1% 57% 20%
E Assam & NE 3% -28% 41% 6% 1% 53% 20%
W Maharashtra 13% 28% 39% 5% 3% 54% 20%
E Orissa 2% 21% 38% 1% 0% 60% 21%
E Jharkhand 1% -34% 36% 1% 6% 58% 21%
S Andhra Pradesh 5% -23% 35% 7% 3% 56% 22%
S Karnataka 5% -28% 35% 6% 2% 57% 22%
W Madhya Pradesh 4% -23% 34% 3% 0% 63% 22%
N Delhi 11% -19% 34% 2% 1% 63% 22%
N Uttaranchal 1% 10% 33% 10% 0% 58% 22%
N Rajasthan Urban 3% -15% 27% 2% 1% 71% 24%
W Gujarat 7% -7% 26% 5% 1% 68% 25%
N Uttar Pradesh 10% -6% 22% 10% 1% 68% 26%
W Chhattisgarh 2% -45% 21% 2% 0% 77% 26%
S Kerala 0% -11% 19% 6% 1% 74% 27%
E Bihar 2% 6% 15% 0% 4% 81% 28%
N Punjab 9% 25% 15% 3% 5% 77% 28%
N Haryana 4% 28% 11% 2% 1% 86% 30%
Grand Total 100% -3% 33% 4% 2% 61%
 Livon Primary

% Distr % Growth

1% 30%
1% -19%
21% 19%
3% -27%
6% 27%
6% 0%
8% -10%
4% -11%
3% -19%
6% -6%
1% -38%
3% -10%
6% -23%
3% 2%
9% 0%
3% 14%
8% -42%
3% 9%
5% 1%
13.72 crs -6%
 Secondary Livon Primary 1.5 1.0 1.0
MS
Mkt Growth
Mkt Size Mkt Growth % Distr % Growth Mkt Size inndx Fragmentation
Indx
Zone Indx

E West Bengal 14% 27% 1% 30% 100% 98% 49%

S Tamil Nadu 4% 2% 1% -19% 30% 6% 66%
E Assam & NE 3% -28% 21% 19% 24% -101% 67%
W Maharashtra 13% 28% 3% -27% 91% 100% 69%
E Orissa 2% 21% 6% 27% 15% 75% 69%
E Jharkhand 1% -34% 6% 0% 6% -124% 72%
Andhra Pradesh
S 5% -23% 8% -10% 37% -84% 73%
S Karnataka 5% -28% 4% -11% 33% -101% 73%
Madhya Pradesh
W 4% -23% 3% -19% 26% -85% 74%
N Delhi 11% -19% 6% -6% 78% -69% 75%
N Uttaranchal 1% 10% 1% -38% 5% 36% 76%
Rajasthan Urban
N 3% -15% 3% -10% 24% -55% 82%
W Gujarat 7% -7% 6% -23% 46% -27% 83%
N Uttar Pradesh 10% -6% 3% 2% 70% -20% 88%
W Chhattisgarh 2% -45% 9% 0% 12% -164% 89%
S Kerala 0% -11% 3% 14% 2% -40% 91%
E Bihar 2% 6% 8% -42% 14% 23% 96%
N Punjab 9% 25% 3% 9% 63% 91% 96%
N Haryana 4% 28% 5% 1% 29% 102% 100%
Grand Total 100% -3% 13.72 crs -6%
 2.0 RC Primary

LV Mkt Indx
Comp Indx % Change
(primary)

4% 55% -10%
7% 24% -11%
100% 37% 27%
15% 61% 19%
30% 41% 9%
26% 2% 2%

37% 22% 1%
19% 11% 0%

13% 10% -19%

28% 33% -42%
4% 23% -38%

13% 16% -27%

30% 34% -23%
13% 36% 0%
42% 5% -19%
14% 15% 30%
36% 39% -10%
12% 56% -6%
25% 54% 14%
-6%
 Sales (Lacs) 08-09 Secondary Primary Livon % MS 08-09 % MS 07-08 % Growth 08-09 % Distribution % MS 08-09 % MS 07-08 % Growth 08-09 % Distribution % MS 08-09 % MS 07-08 % Growth 08-09 % Distribution % MS 08-09 % MS 07-08 % Growth 08-09 % Distribution

Zone SILK N SHINE LIVON LIVON SILKY SUNSILK Mkt Size Mkt Growth 08-09 07-08 % Distr Growth % Livon Livon Livon Livon SnS SnS SnS SnS S-H S-H S-H S-H Sunsilk Sunsilk Sunsilk Sunsilk
E West Bengal 233.0 172.2 3.5 7.3 14% 27% 12.3 9.5 1% 30% 41% 37% 41% 10% 56% 55% 30% 24% 1% 4% -75% 3% 2% 4% -40% 14%
W Maharashtra 146.8 202.3 17.2 10.3 13% 28% 43.0 58.9 3% -27% 54% 55% 25% 11% 39% 30% 64% 15% 5% 10% -42% 15% 3% 5% -30% 20%
N Delhi 108.5 205.2 6.6 3.1 11% -19% 83.5 88.5 6% -6% 63% 55% -7% 11% 34% 31% -11% 11% 2% 12% -86% 6% 1% 2% -62% 6%
N Uttar Pradesh 62.4 195.8 29.6 1.7 10% -6% 38.1 37.2 3% 2% 68% 50% 29% 11% 22% 33% -37% 6% 10% 11% -13% 26% 1% 7% -92% 3%
N Punjab 38.7 202.8 8.3 13.6 9% 25% 35.0 32.2 3% 9% 77% 66% 46% 11% 15% 20% -6% 4% 3% 9% -57% 7% 5% 5% 25% 26%
W Gujarat 49.8 130.4 9.1 1.2 7% -7% 87.7 114.2 6% -23% 68% 61% 4% 7% 26% 28% -13% 5% 5% 9% -51% 8% 1% 2% -71% 2%
S Andhra Pradesh 54.2 85.6 10.3 3.9 5% -23% 107.8 119.7 8% -10% 56% 53% -19% 5% 35% 34% -20% 6% 7% 11% -52% 9% 3% 3% -32% 7%
S Karnataka 47.0 77.3 8.1 3.0 5% -28% 56.6 63.8 4% -11% 57% 50% -17% 4% 35% 37% -32% 5% 6% 9% -52% 7% 2% 4% -63% 6%
S Tamil Nadu 51.9 70.7 1.4 1.1 4% 2% 19.6 24.0 1% -19% 57% 54% 7% 4% 41% 34% 23% 5% 1% 5% -78% 1% 1% 7% -88% 2%
N Haryana 13.4 105.1 2.4 1.2 4% 28% 73.8 73.4 5% 1% 86% 81% 36% 6% 11% 11% 23% 1% 2% 4% -44% 2% 1% 3% -54% 2%
W Madhya Pradesh 37.4 68.9 3.2 0.3 4% -23% 39.6 48.9 3% -19% 63% 50% -3% 4% 34% 35% -26% 4% 3% 12% -82% 3% 0% 3% -93% 1%
N Rajasthan Urban 26.5 70.9 1.7 0.7 3% -15% 37.1 41.3 3% -10% 71% 63% -4% 4% 27% 25% -8% 3% 2% 8% -82% 2% 1% 5% -87% 1%
E Assam & NE 40.2 52.0 5.7 0.8 3% -28% 293.5 246.8 21% 19% 53% 49% -23% 3% 41% 28% 4% 4% 6% 16% -73% 5% 1% 6% -91% 1%
E Orissa 24.2 37.6 0.9 0.3 2% 21% 87.2 68.9 6% 27% 60% 62% 16% 2% 38% 32% 43% 2% 1% 4% -59% 1% 0% 1% -60% 1%
E Bihar 8.7 47.5 0.1 2.6 2% 6% 106.2 183 8% -42% 81% 64% 34% 3% 15% 25% -37% 1% 0% 3% -96% 0% 4% 8% -42% 5%
W Chhattisgarh 10.3 38.8 1.1 0.1 2% -45% 122.7 122.6 9% 0% 77% 66% -36% 2% 21% 22% -49% 1% 2% 9% -86% 1% 0% 3% -97% 0%
E Jharkhand 8.3 13.5 0.2 1.3 1% -34% 76.4 76.4 6% 0% 58% 57% -34% 1% 36% 29% -20% 1% 1% 8% -93% 0% 6% 5% -32% 2%
N Uttaranchal 7.2 12.8 2.1 0.0 1% 10% 11.4 18.2 1% -38% 58% 56% 15% 1% 33% 20% 78% 1% 10% 18% -42% 2% 0% 6% -98% 0%
S Kerala 1.6 6.4 0.5 0.1 0% -11% 40.8 35.7 3% 14% 74% 71% -7% 0% 19% 20% -16% 0% 6% 3% 82% 0% 1% 6% -87% 0%
Grand Total 970.1 1795.7 112.0 52.6 100% -3% 1372 1463 100% -6% 61% 55% 9% 100% 33% 32% 1% 100% 4% 9% -60% 100% 2% 4% -59% 100%
HSM 661 1409 104 43 2217.0 13% 4% -61% -57%
AP 54.20 85.57 10.27 3.94 154.0
TN 46.96 77.33 8.09 2.99 135.4
Karnataka 38.66 202.77 8.30 13.55 263.3
Kerala 7.21 12.82 2.11 0.03 22.2
West Bengal 146.82 202.32 17.17 10.28 376.6
Maharashtra 62.41 195.83 29.61 1.71 289.6
30% 64% 5% 2%
Zone SILK N SHINE LIVON LIVON SILKY HUES
S Andhra Pradesh 5419.98 8556.8 1026.81
E Assam & NE 4022.86 5195.99 574.18
E Bihar 866.22 4745.14 6.88
W Chhattisgarh 1033.32 3876.28 109.16
N Delhi 10846.82 20516.62 660.83
W Gujarat 4983.31 13035.38 913.91
N Haryana 1341.91 10514.76 239.03
E Jharkhand 832.36 1354.9 18.28
S Karnataka 4696.48 7733.19 809.29
S Kerala 161.98 641.31 50.09
W Madhya Pradesh 3743.26 6889.34 321.82
W Maharashtra 14681.84 20232.48 1717.09
E Orissa 2415.28 3762.03 88.32
N Punjab 3865.54 20276.54 830.28
N Rajasthan Urban 2652.5 7085.72 173.39
S Tamil Nadu 5186.02 7068.81 135.04
N Uttar Pradesh 6240.59 19583.1 2961.17
N Uttaranchal 720.84 1282.27 210.56
E West Bengal 23301.22 17223.66 350.57
Grand Total 97012.33 179574 11197
HSM 81548 155574 9175

Zone SILK N SHINE LIVON LIVON SILKY HUES

S Andhra Pradesh 6758.62 10553.7 2137.17
E Assam & NE 3875.01 6749.92 2154.73
E Bihar 1367.25 3544.98 169.09
W Chhattisgarh 2026.1 6054.78 793.09
N Delhi 12245.4 22135.32 4713.63
W Gujarat 5754.39 12530.23 1861.46
N Haryana 1089.81 7750.87 425.55
E Jharkhand 1042.04 2038.79 275.54
S Karnataka 6945.89 9330.24 1703.3
S Kerala 191.88 688.49 27.47
W Madhya Pradesh 5056.34 7112.07 1788.03
W Maharashtra 8951.12 16147.45 2939.98
E Orissa 1687.05 3242.06 213.95
N Punjab 4126.32 13871.83 1948.88
N Rajasthan Urban 2880.72 7361.43 952.82
S Tamil Nadu 4204.78 6586.91 607.94
N Uttar Pradesh 9961.66 15235.84 3394.25
N Uttaranchal 404.89 1118.98 361.15
E West Bengal 17937.03 12198.34 1407.58
Grand Total 96506.3 164252.23 27875.61
HSM 78405 137093 23400
 Sales (Lacs) 08-09

SUNSILK NATURALS SILK N SHINE LIVON LIVON SILKY HUES SUNSILK NATURALS
393.63 54.2 85.6 10.3 3.9 154
78.14 40.2 52.0 5.7 0.8 99
256.53 8.7 47.5 0.1 2.6 59
10.46 10.3 38.8 1.1 0.1 50
314.54 108.5 205.2 6.6 3.1 323
124.22 49.8 130.4 9.1 1.2 191
117.64 13.4 105.1 2.4 1.2 122
131.13 8.3 13.5 0.2 1.3 23
299.05 47.0 77.3 8.1 3.0 135
7.87 1.6 6.4 0.5 0.1 9
28.72 37.4 68.9 3.2 0.3 110
1028.08 146.8 202.3 17.2 10.3 377
30.45 24.2 37.6 0.9 0.3 63
1355.18 38.7 202.8 8.3 13.6 263
70.58 26.5 70.9 1.7 0.7 100
107.44 51.9 70.7 1.4 1.1 125
171.49 62.4 195.8 29.6 1.7 290
2.74 7.2 12.8 2.1 0.0 22
733.09 233.0 172.2 3.5 7.3 416
5261 970.1 1795.7 112.0 52.6 2930
4453 815 1556 92 45

Sales (Lacs) 07-08

SUNSILK NATURALS SILK N SHINE LIVON LIVON SILKY HUES SUNSILK NATURALS
581.77 67.6 105.5 21.4 5.8 200
886.29 38.8 67.5 21.5 8.9 137
442.77 13.7 35.4 1.7 4.4 55
315.41 20.3 60.5 7.9 3.2 92
833.8 122.5 221.4 47.1 8.3 399
432.77 57.5 125.3 18.6 4.3 206
255.5 10.9 77.5 4.3 2.6 95
194.18 10.4 20.4 2.8 1.9 36
807.75 69.5 93.3 17.0 8.1 188
59.46 1.9 6.9 0.3 0.6 10
385.96 50.6 71.1 17.9 3.9 143
1477.08 89.5 161.5 29.4 14.8 295
76.53 16.9 32.4 2.1 0.8 52
1083.97 41.3 138.7 19.5 10.8 210
559.72 28.8 73.6 9.5 5.6 118
882.66 42.0 65.9 6.1 8.8 123
 2053.36 99.6 152.4 33.9 20.5 306
130.7 4.0 11.2 3.6 1.3 20
1220.57 179.4 122.0 14.1 12.2 328
12680.25 965.1 1642.5 278.8 126.8 3013
10349 784 1371 234 103 2492
 % MS 08-09
Mkt
Mkt Size
Growth SILK N SHINE LIVON LIVON SILKY HUES SUNSILK NATURALS
5% -23% 35% 56% 7% 3%
3% -28% 41% 53% 6% 1%
2% 6% 15% 81% 0% 4%
2% -45% 21% 77% 2% 0%
11% -19% 34% 63% 2% 1%
7% -7% 26% 68% 5% 1%
4% 28% 11% 86% 2% 1%
1% -34% 36% 58% 1% 6%
5% -28% 35% 57% 6% 2%
0% -11% 19% 74% 6% 1%
4% -23% 34% 63% 3% 0%
13% 28% 39% 54% 5% 3%
2% 21% 38% 60% 1% 0%
9% 25% 15% 77% 3% 5%
3% -15% 27% 71% 2% 1%
4% 2% 41% 57% 1% 1%
10% -6% 22% 68% 10% 1%
1% 10% 33% 58% 10% 0%
14% 27% 56% 41% 1% 2%
100% -3% 33% 61% 4% 2%

% MS 07-08
SILK N SHINE LIVON LIVON SILKY HUES SUNSILK NATURALS
34% 53% 11% 3%
28% 49% 16% 6%
25% 64% 3% 8%
22% 66% 9% 3%
31% 55% 12% 2%
28% 61% 9% 2%
11% 81% 4% 3%
29% 57% 8% 5%
37% 50% 9% 4%
20% 71% 3% 6%
35% 50% 12% 3%
30% 55% 10% 5%
32% 62% 4% 1%
20% 66% 9% 5%
25% 63% 8% 5%
34% 54% 5% 7%
33% 50% 11% 7%
20% 56% 18% 6%
55% 37% 4% 4%
32% 55% 9% 4%
 % Growth 08-09

SILK N SHINE LIVON LIVON SILKY HUES SUNSILK NATURALS Mkt Growth
-20% -19% -52% -32% -23%
4% -23% -73% -91% -28%
-37% 34% -96% -42% 6%
-49% -36% -86% -97% -45%
-11% -7% -86% -62% -19%
-13% 4% -51% -71% -7%
23% 36% -44% -54% 28%
-20% -34% -93% -32% -34%
-32% -17% -52% -63% -28%
-16% -7% 82% -87% -11%
-26% -3% -82% -93% -23%
64% 25% -42% -30% 28%
43% 16% -59% -60% 21%
-6% 46% -57% 25% 25%
-8% -4% -82% -87% -15%
23% 7% -78% -88% 2%
-37% 29% -13% -92% -6%
78% 15% -42% -98% 10%
30% 41% -75% -40% 27%
1% 9% -60% -59% -25%
4% 13% -61% -57%
State FY SILK N SHINE LIVON LIVON SILKY HUES
All India - Rural 2007-08 14276 10456 850
All India - Rural 2008-09 11716 9088 421
All India - Urban 2007-08 96506 164252 27876
All India - Urban 2008-09 97012 179574 11197 All India - Rural 2
SUNSILK NATURALS
4%
FY State Urban-Rural Split-2007-08 LIVON SILKY HUES
2007-08 Rural 26633 3%
Urban 301314
2007-08 Total 327947
Urban-Rural Split-2008-0 Rural 21652 LIVON
39%
Urban 293044
2008-09 Total 314696

Urban-Rural Split-2007-08
Rural
8%

All India - Urban 2

SUNSILK NATURALS
LIVON 4%
SILKY
HUES
9%
Urban
92%

LIVON
Urban-Rural Split-2008-09 55%

Rural
7%

Urban
93%
 Urban
93%

SILK N SHINE LIVON

State 2007-08 2008-09 2007-08 2008-09
Chemist - Urban 7017.21 7259.71 26577.6 29777.77
Cosmetics - Urban 10766.2 12270.11 21883.72 25991.52
Gen. Stores - Urban 33368.5 27819.5 52545.72 60371.6
Grocer - Urban 35010.1 39531.2 45266.33 44665.33
Modern Stores - Urban 4479.13 5097.08 10301.15 10431.83
Paan Plus - Urban 5864.98 5034.68 7677.67 8336.32
Grand Total 96506.2 97012.28 164252.19 179574.37

SILK N SHINE LIVON

State 2007-08 2008-09 2007-08 2008-09
Chemist - Urban 7.27% 7.48% 16.18% 16.58%
Cosmetics - Urban 11.16% 12.65% 13.32% 14.47%
Gen. Stores - Urban 34.58% 28.68% 31.99% 33.62%
Grocer - Urban 36.28% 40.75% 27.56% 24.87%
Modern Stores - Urban 4.64% 5.25% 6.27% 5.81%
Paan Plus - Urban 6.08% 5.19% 4.67% 4.64%
Grand Total 96506.2 97012.28 164252.19 179574.37

SILK N SHINE LIVON

State2 2007-08 2008-09 2007-08 2008-09
General Trade 920 919 1540 1691
Modern Stores 45 51 103 104
Grand Total 96506.2 97012.28 164252.19 179574.37

SILK N SHINE LIVON

State2 2007-08 2008-09 2007-08 2008-09
General Trade 92027 91915.2 153951.04 169142.54
Modern Stores - Urban 4479.13 5097.08 10301.15 10431.83
Grand Total 96506.2 97012.28 164252.19 179574.37

no. of stores HAIR & CARE SILK N SHLIVON

State 2007-08 2008-09 2007-08 2008-09
Modern Stores - Urban 0.45% 0.61% 0.52% 0.66%
Chemist - Urban 11.28% 12.44% 21.05% 21.21%
Cosmetics - Urban 10.26% 10.79% 14.71% 16.09%
Gen. Stores - Urban 32.02% 30.21% 32.47% 32.93%
Grocer - Urban 39.69% 40.10% 25.92% 23.64%
Paan Plus - Urban 6.30% 5.85% 5.33% 5.47%
 HAIR & CARE SILK N SHLIVON
State 2007-08 2008-09 2007-08 2008-09
Modern Stores - Urban 17663 21545 19393 23882
Chemist - Urban 445972 439673 781536 770335
Cosmetics - Urban 405468 381532 545982 584230
Gen. Stores - Urban 1265465 1067678 1205498 1195863
Grocer - Urban 1568378 1417285 962207 858308
Paan Plus - Urban 249065 206726 197956 198575
Grand Total 3952011 3534439 3712572 3631193
 SUNSILK NATURALS
1050
428
12680
All India - Rural 2007-08
5261 All India - Rural 2008-0
SUNSILK NATURALS SUNSILK NATURALS
4% 2%
SILKY HUES LIVON SILKY HUES
3% 2%

LIVON
LIVON SILK N SHINE 42%
39% 54%

All India - Urban 2007-08 All India - Urban 2008-0

SUNSILK NATURALS SUNSILK NATURALS
ON 4% 2%
KY LIVON SILKY HUES
UES SILK N SHINE 4% SILK N SHIN
% 32% 33%

LIVON LIVON
55% 61%
LIVON SILKY HUES SUNSILK NATURALS
2007-08 2008-09 2007-08 2008-09
4701.89 2095.1 1359.35 378.32
3953.53 1318.87 1137.52 267.34
7939.44 4300.73 3633.48 1071.65
1800 1691
8824.56 1467.7 5691.74 3370.95
1600 1540
1917.45 1968.75 609.77 64.06
538.75 45.48 248.38 108.6 1400

27875.62 11196.63 12680.24 5260.92 1200

1000 920 919

LIVON SILKY HUES SUNSILK NATURALS 800

2007-08 2008-09 2007-08 2008-09 600
16.87% 18.71% 10.72% 7.19% 400 260
14.18% 11.78% 8.97% 5.08% 200 103 104 92 121
45 51 19 20 6 52
28.48% 38.41% 28.65% 20.37% 0

2007-08

2008-09

2007-08

2008-09

2007-08

2008-09

2007-08
31.66% 13.11% 44.89% 64.08%
6.88% 17.58% 4.81% 1.22%
1.93% 0.41% 1.96% 2.06% SILK N SHINE LIVON LIVON SILKY SUNSILK NA
HUES URALS
27875.62 11196.63 12680.24 5260.92

LIVON SILKY HUES SUNSILK NATURALS

2007-08 2008-09 2007-08 2008-09
260 92 121 52
19 20 6 1
27875.62 11196.63 12680.24 5260.92

LIVON SILKY HUES SUNSILK NATURALS

2007-08 2008-09 2007-08 2008-09
25958.17 9227.88 12070.47 5196.86
1917.45 1968.75 609.77 64.06
27875.62 11196.63 12680.24 5260.92

LIVON SILKY HUES SUNSILK NATURALS

2007-08 2008-09 2007-08 2008-09
0.98% 2.52% 0.53% 0.39%
31.96% 32.51% 13.26% 7.45%
10.50% 11.67% 10.54% 9.01%
28.53% 28.19% 28.47% 28.44%
25.39% 21.85% 43.28% 51.03%
2.64% 3.26% 3.91% 3.67%
LIVON SILKY HUES SUNSILK NATURALS
2007-08 2008-09 2007-08 2008-09
5182 5922 6182 2192
168882 76297 155111 41905
55467 27383 123292 50660
150737 66159 333033 159903
134157 51294 506253 286862
13967 7647 45714 20655
528392 234702 1169585 562177
ia - Rural 2008-09
ATURALS
%

SILK N SHINE
54%

a - Urban 2008-09
URALS

SILK N SHINE
33%
260 General Trade
92 121 Modern Stores
19 20 6 52 1
2007-08

2008-09

2007-08

2008-09

LIVON SILKY SUNSILK NAT-

HUES URALS