Rohit Jawa’s three focus areas for HUL—market share, improve brands and develop the market
Rohit Jawa, Managing Director and CEO of FMCG giant Hindustan Unilever Ltd (HUL), outlined his vision for navigating the dynamic Indian consumer goods market, emphasising a long-term approach to market development, brand quality, and consumer-centric innovation.
Speaking at the CNBC-TV18 Global Leadership Summit (GLS) 2024, Jawa noted that “a massive market where every consumer wants to now aspire to a better quality of life” has emerged, facilitated by the accessibility of information and inspiration through mobile devices.
He described this shift as a natural progression in line with trends seen in other developing economies, fuelled by rapid urbanisation, widespread digitisation and the robust Indian tech stack that enhances the digital reach and financial inclusion.
A core part of Jawa’s strategy revolves around focusing on consistent improvement in brand quality and consumer engagement.
“Focus on becoming better every day,” advised Jawa, emphasising the importance of continuously enhancing product quality and brand distinctiveness to make them “the most unmissable.”
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Jawa highlighted the essential role of strategic pricing in driving innovation and unlocking new market opportunities.
“It has to be at a price point where markets can be opened up,” Jawa noted, pointing out that HUL operates in highly competitive markets against local, regional, global, and D2C players. Therefore, achieving the optimal price-value balance is crucial to making HUL’s brands accessible across diverse consumer segments.
HUL’s portfolio spans a wide range, from affordable essentials like Clinic Plus to premium offerings like TRESemmé. Jawa emphasised that the company caters to all price points, from the low-cost ₹1 sachets to larger 600 ml or liter bottles, ensuring accessibility for every consumer tier. This comprehensive approach allows HUL to serve a broad spectrum of consumers while positioning its brands effectively within each price-sensitive segment.
Looking ahead, Jawa outlined HUL’s primary goal over the next five years: expanding market share by focusing on market growth.
“The way to gain share in a market as exciting as this in the medium term is to grow the market,” he emphasised, reaffirming HUL’s dedication to long-term, sustainable growth through inclusive and strategic market expansion.
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