Unilever to take India playbook to Pak & Africa

Unilever plans to replicate its successful India strategy in Africa, Vietnam, Pakistan, and Bangladesh. The company believes India can serve as a model for growth in these emerging markets, much like China did for other firms in recent years. CEO Fernando Fernandez declared that Unilever will "attack the market in India" rather than "defend" it.

India currently accounts for 16% of Unilever's revenue, a figure expected to double by 2035 as the number of middle-class households in these markets grows to around 300 million. With a population of approximately two billion, Africa, Vietnam, Pakistan, and Bangladesh together represent about 9% of the company's revenue. Unilever's India playbook boasts an extensive distribution network, covering more than 9 million retail outlets and selling roughly 60 products per person annually.

The company's diverse portfolio spans various price points and categories, including haircare, laundry, tea, skin cleansing, and sun care. Furthermore, Unilever leverages India's strong distribution reach and category-building expertise to penetrate these underpenetrated markets, while also benefiting from India's 55% share in haircare, close to 50% in laundry, and over 30% in functional tea, skin cleansing, and sun care.