2. Vision
Demographics
JBP Principles
Brand wise Opportunity
Fundamental Opportunity
Coverage Expansion
Organizational Excellence
Channel wise Opportunity
Building Blocks & JBP Pillars

4. Type Statistic
Area 50,362 km2 (1.6% of
India )
Total Population 24.4 million( 2% of India)
Urban Population 33.92% vs. 27.8% in
India
Literacy Rate 69.9% vs. 66% In India
Per capita income Punjab- Rs. 40,566 (1.4
times India average, All-
India- Rs. 29642)
Average growth 6.26% vs. national
rate average of 6.7
(improvement vs.
previous rate of 5.13 vs.
7.8 nationally)
Roads Villages connected by
roads (per cent)- 98.8

5. Fundamental
Operational Opportunity
Coverage
Excellence Expansion
Brand-wise Channel-wise
Opportunity Principles Opportunity

6. Expected Expected
(in Crs) 2008- 2009-10 IYA 2009-10 2010-11 2010-11
09 NOS NOS 2009-10 IYA IYA IYA Total
Brand Punjab Punjab Punjab India (MS&P) Salience Punjab Business
Tide
Tide 45.2 48.4 107 112 127 31% 122 59.1
Whisper 22.4 23.7 106 128 15% 115 27.3
Paper
Pampers 12.3 18.2 148 160 12% 148 27.0
H&S 13.8 16.3 118 128 119 10% H&S118 19.3
Gillette 12.9 13.8 107 118 128 9% 118 16.3
Top
Health Gillette
Care 10.2 11.6 114 111 112 7% Health 114 13.3
Brands
Pantene 7.6 8.3 109 115 133 5% Care 130 10.8
Olay 1.7 5.2 308 300 203 3% 205 10.7
Oral B 3.9 5.6 141 140 125 4% 141 7.9
Ariel 6.4 5.3 83 113 119 3% 100 5.3
Rejoice 0.3 0.1 45 - - 0% 100 0.1
Total 136.8 156.7 115 - - 100% 197.1

7. Key Category Size of Prize (in Cr)
Tide 59.1
Whisper 27.3
Pampers 27
H&S 19.3
Gillette 16.3
Health Care 13.3
Assortment Availability across Tide and Gillette
Whisper – CDI might not generate disproportionate growth due to low
female literacy

8. F&HC
28.5%
Program: WHEEL 14.77%
288crs
Market Market
Industry PUNCTURE
Share Share
Size of Prize share gains :
4-5%
Expected
Growth Rate 30 crs
85.4 ACV 75.6 ACV
Much higher than Tide
“Huge Opportunity”

9. Hair
Care 19.7% 15.4%
144crs
Program: Market
Sher da Punja Market
Industry
Share Share
Size of Prize on share
14-15%
Expected
Growth Rate
8 crs
gains:96.4 ACV 87.3 ACV
Low difference
“Easy to Capture”

10. Grow with
Explode
country
Brands
Brands
Explode Brands
(Wheel Puncture & Sher
Tide Paper
da Punja)
H&S Oral B
External Business
Leaders
Gillette

11. LPB RPS IHR Productivity

12. Business per Business Target for Increase in Total Gain in
Channel India NE Punjab Channel* per Line* the Year LPB Business*
India 1 15.9 16.3 11.6 27.5 2 16 4.4 10.6
India 2A 10.3 10.7 6.6 15 2 10 3.4 7.8
India 2BC 7.7 8.4 5.2 17 3 8 2.8 8.9
India 3 3.9 4.0 3.0 5 2 4 1.0 1.7
W/S 1 6.8 7.2 6.2 76 12 7 0.8 9.8
w/S 2 5.3 5.5 4.7 8 2 6 1.3 2.2
w/s3 4.8 4.8 3.3 3 1 5 1.7 1.8
Avg 7.7 7.2 5.2 42.8
Business Gain: 42.8 Crs
* In Crs

13. (in ‘000) July Aug Sep Oct Nov Dec Jan Feb Mar April May June Total
Coverage 4 5 7 7 7 7
Existing 0 4 9 16 23 30 37 37 37 37 37 37
Prod.
New 360 450 630 630 630 630 3330
Old 720 1620 2880 4140 5400 6660 6660 6660 7770 7770 7770 58050
Total 61,38000
Business Gain: 6.14 Crs

14. Team
Capability
iMc - Process
Improvement

15. Index
250% Lowest Growth:
Wholesale 1
Wholesale 3
200%
150%
100% Highest Growth:
Wholesale 2
50%
MR
0%
India 1 India India India 3 MR WH 1 WH 2 WH 3 Punjab
2A 2BC
Index 128% 116% 121% 107% 170% 102% 225% 112% 115%

16. Source Amount (Cr)
Organic Growth 180.6 (11 months)
Wheel Puncture 10
Coverage Expansion 5.4 (till may)
Clinic 4
Total 200
IYA 140
JBP Goal

17. JBP 2010-11
Grow The Coverage Driving Explode
Core Expansion Operational Brands
• RPS • Arm Excellence • Tide
• IHR • Index 2.0 • Capability • H&S
• LPB Building
• Bleeder Store • iMc
200 Crores (by May 2011) - 140IYA

18. Grow The Core
• STL EDG
• Capability Program inline with DO
• Skill Assessment
• Monday Review
• Weekly Drive
• Mid Month DLT Meet
• SPSP
• PWKD

19. Coverage Expansion
• Deliver 68000 stores by 31st Oct
• Metro Max Expansion in Amritsar &
Ludhiana by OND
• Saturation Coverage (Mohali)
• Review new Branch & new DSE
performance for the first 3 months
• IDS Team owning Bleeders
• Index 2.0
• ARM

20. Driving Operational Excellence
• iMc Engagement for DLT
• Self GDA Assessment in Oct’10
• OHA Action Plan
• Deliver GDA action Plan
• Capability Gap Assessment (functional)
• iMc
• iPOD

21. Explode Brands
• Tide
• H&S
• Drive Range Distribution
• Drive H&S Rs. 1.5 Sachet
• Wheel Puncture
• Sher da Punja