SANDESH__November__2016

VOLUME 06 - November 2016 Note from Business Head - India RegionDear Team,Congratulations to all the team members for the continuous growth in H1. Would like to share that the monthlyinitiatives that we had taken, have started paying results especially - Project Dus Ka Dum .I am pleased to share that SAAF is going to be one of the top performing brands for the year in UPL range of products.SAAF, SAAFILIZER and UTHANE M-45 are the brands which are going to surpass Annual Budget for the year 2016-17against many odds. For this to happen, I would suggest you to focus and make sure that every team member achievethe budget numbers of these 3 brands. In due course of time, I like to ash you the data of the achievers by the end of Q3. As a New Year gift, all thewinners will get a surprise gift at the end of the year..This month we are going to celebrate the INNOVATION month by focusing on new launches Avancer Glow andCupro x which can further boost our growth story.I'm very much delighted with the progress of digital initiatives as parts of CRM. The Sales Order Management modulein Unipower app is successfully launched and the team is very much excited about it. Similarly, the Liquidationmodule is also rolled out and we are looking forward the bene ts of deployment of this module at various levels.I humbly request you to participate in UPL Ki Zubaan and give your sincere feedback. I assure you that yourfeedback will be used as a building block to make UPL a Great Place toWork®.Best Regards, 1P. Suresh ReddyBusiness Head - India Region

UPL India welcomes new Director India Region, Mr. Sameer Tandon An engineer by quali cation but a warm leader, passionate about bringing people together to build success for all stakeholders of a business. Has long experience of leading business in many multinational companies of world repute and enjoys his work with farmers and agriculture the most. Managing pro table growth being always basic responsibility of every Business leader, Sameer believes in leading this e ort by creating value for all customers through innovation and technology. Loves building successful teams and strongly believes in the power of the people to change and succeed in most di cult of situations. Strongly believes in empowering channel partners and their teams, build everlasting relationships to serve the customers and create mutual wins. Work apart, Sameer loves to travel, explore diverse culture and relishes all di erent cuisines of the world. NEW LAUNCHES UPL India strengthens its fungicide portfolio with Avancer Glow & Cupro xAvancer Glow is a world class fungicide with built in Cupro x comes with world class Disperssresistance management. It combines best technology which makes it very easy to use, lesstechnologies for protective and curative action which phytotoxic and manufactured using patented processresults in healthy and disease free crop, highmarketable quality produce and better farm 2pro tability.

IN FOCUS Customer EngagementKey Channel Partners across country were invited to UPL Global Head Quarters, Mumbai and UPL production facilitiesat Ankleshwar and Vapi to give them a avour of our scale of operation and chance to interact with UPL's globalleadership team and understand UPL's strategies for mutual business growth. UPL India's Business Head engages with AKC, VizagP. Suresh Reddy visited AKC Vizag Concentrix site and spent a quality time with call experts to understand the hurdlesin registering and servicing farmers through AKC. He also acknowledged the e orts and dedication shown by AKCVizag team. UPL always with you Farmer Service beyond SalesTeam of Bathinda Region from Chandigarh Zone stands by farmers who were waiting in the long queues in front ofthe banks following demonetisation.The team served farmers with refreshments creating customer delight. 3

NEWS & EVENTS Strengthening partnerships through Adarsh Farm ServicesUPL's top management team including Jai Shro , Farokh Hilloo along with Sameer Tandon, Tushar Trivedi and PKSharma visited Punjab for scaling up Adarsh Farm Services operations. The team met Dr. Susheel Sankayan ,PepsiCo, big potato farmers at Dhillon Farm, Mr Gurjeet Rana, Managing Director and Mr Butter, Vice President ofRana Sugar Mill. UPL-PAU collaborative project for weed management in WheatA collaborative project with PAU to evaluate pre-emergent herbicide Pendimethalin (Dost Super & Dost) wasstarted in 2015. Phalaris minor has been a menace in many districts of Punjab for a long time due to resistancedevelopment towards commonly used post emergent herbicides. Five of these districts were selected & 120 demos ofDost Super were laid down in collaboration with KVKs & PAU. Excellent results were seen in >110 demos, where therewas no need of any follow-up post emergent herbicide to control P. minor. Certain Broad Leaf weeds were also belowETL. Reduced follow up weed management expenses & reduction in early crop-weed competition resulted in costsaving & increased yields.Encouraged by this initial success, the project will be continued further for developing a strategy for GTM for weedmanagement inWheat through Dost Super. UPL India enters into Surfactants and Adjuvants with U WET & U WET SUPER To get the best results, the spread and absorption of agrochemicals on plant surface has been critical. To bridge this gap, UPL gets into strategic partnership with Evonik to co-market non-ionic surfactants and adjuvants. Maiden launch event was conducted on 22nd November, 2016 at Sangli, Maharashtra. 4

NEWS & EVENTS Participation in Corporate ExhibitionsUPL India participates in GRAM 2016 at Jaipur, Agrovision 2016 at Nagpur & CII Agrotech 2016 at Chandigarh.Core objective was UPL's corporate branding as a serious player in seeds, agrochemicals, biologicals, post-harvest andadjacent technologies. Open mind, a willing heart and right attitude SAARTHI 2016An annual commercial meet was held at Jaisalmer from 16th- 19th November, 2016.Key highlights - Identify pain area Understand the GST implication on our business Axis Channel FinanceThe annual meet was followed by a special training program and team building activity combining learning with fun.These activities inspired and empowered all participants to dream big, perform better, be innovative and thinkdi erently. 5

NEWS & EVENTS UPL Ki ZubaanUPL aspires to become a Great Place to Work® with a strong belief that an engaged workforce is critical in achievingour business goals and building a sustainable organization.It is with this objective that we have decided to partner with a global research &consulting rm, Great Place toWork® Institute, to conduct an employee engagement survey, analyze the results and recommend action areas tobuild a more engaged workforce. This survey will help us identify speci c ways in which we can make ourorganization a truly great place to work.We request you to whole heartedly participate in UPL ki Zubaan. It's Live Now, please check your mails for thesurvey link and login details. In case of any queries, please feel free to write at [email protected] orcall on +91-22-66105544 Developing mind-set for sales through marketingA one day Capability building workshop was conducted with the ManagementTrainees as they move on to take Salesassignment. It was titled Why Marketing??.. when we can sell!!The objective of the workshop was to bring in a marketing mind-set in the team. It was a great opportunity & goodidea to start with a fresh team wherein the slate was clean. We could nd a lot of space in the team's mind & aspirationsto deliver & generate interest towards their career & personality upgrading subject.Interactive activities were used throughout the day to communicate the value of marketing in healthy sellingpractices & introduction to UPL verticals & how marketing is an intrinsic part in each of these verticals. Objectiveachieved at the end of the day was an alignment to the higher understanding of sales being an outcome of variousactivities that include marketing & promotions, customer research, product development, surveys, feedback, actualselling process, pro ts, revenues, top & bottom line considerations, customer satisfaction review.Under capability enhancement program, similar workshops will be rolled out to all our eld forces very soon. 6

Lunch n Learn HR initiativeUnder Lunch N Learn HR initiative, ESPP division organized a Dengue & Malaria Awareness program for colleagues atHO, Mumbai o ceD.V.N. Murthy educated the participants on mosquito types, behaviour and diseases spread by them in residentialareas and how we can safeguard ourselves through basic lifestyle improvement.During this event, P. Suresh Reddy, launched ESPP's TIKTOK - a natural herbal sanitizer as one of the solutions to driveaway household insects like mosquitoes, ies & cockroaches. Leadership team bondingUPL India leadership team bonding over team activities at o site location at The Retreat, Malad-Mumbai on 23rd &24th November 2016. 7

Leap of Technology UnipowerUPL has been adopting technology at a fast pace and enabling the sales team with ease of using technology to reducethe e ort at every level and improving e ciency.With the said objective, Unipower an android based application was launched. It's a user friendly activity loggingtool for Field O cers,Territory Managers and Regional Managers.FO Mobility : All the Zones are putting best e orts to take advantage of technology and build stronger business. IncontinuationtothisinthemonthofNovember2016,IndoreZonehasachieved100%usageof Unipower of their FO'sAddition of Modules in Unipower application forTM's and RM'sWith the addition of two new modules in Unipower application, it will help the team to have a better control on thetrack of their Sales orders and Inventory management. Sales Order Management Module helps sales team in placing order on behalf of their customer through their Unipower application. The team also has visibility of the stock and real time track. This application even works for Regional Managers for placing order on behalf of their customers. As a pilot the development team had rolled out the application in Bhatinda Territory, Chandigarh Zone and had success in placing order with a quick turnaround timeLiquidation Module Helps in real time track of the inventory and liquidation based on the quantity billed as per SAP. With this module the sales team can track inventory at product level, customer level and territory level. 8

MAIZE CAMPAIGNS Cole Crops SAAFILIZER Crop Focus OnionControl Treated Control TreatedSaa lizer was launched in April 2015. With the success of Saa lizer, UPL India customised it for four crop groupsnamely; Cereals, Maize, F&V and Oilseeds. All four variants of Saa lizer are very well accepted by farmers across Indiaand is exhibiting excellent results across cropsCommon experiences of growers of Onion, Cole and Maize crops have been as below:1. Increased root length.2. Phytotonic e ects - increased number of leaves and overall height of the plant.3. Better yields with quality produce. SAAF - Akela hi Kaa Hai Saaf akela hi kaa hai is a learn by experience campaign for the ongoing Rabi Season.The objective of this campaign is to compare and establish the performance of SAAF against new chemistryfungicides in at least one crop in each territory.The protocol is to lay three demos per crop and use only SAAF in all fungicidal rounds of the demo plot and comparethe results with regular farmer practice in comparative plot. 9

Ultra Power LeagueUltra Power League will be played across all the regions and will be evaluated on variousQualifying and Championship parameters QUALIFIER PARAMETERS CHAMPIONSHIP PARAMETERS  At least 70% of overall sales1budget A. Overall sales achievement % achievement >120% 150 points  At least 30% of overall sales be category A 110-120% 100 points 100-110% 50 points sales 90-100% 20 points  At least 50% of key channel partners should B. Category A sales achievement % have positive growth >120% 150 points  Stock returns % should be lower compared 110-120% -100 points 100-110% 50 points to national average 90-100% 20 points Total points would be sum of A&B* Based on trade salesBased on the Qualifying and Championship parameters, 5 Special Quarterly Awards will begiven in various segments F&V Star Quarterly Gift FO Star awards vouchersWho will get? Who will get? 1 F&VManager  1 Field Marketing Manager 1Territory Manager  1Territory ManagerAward parameter Award parameter Highest % budget achievement of F&Vsales  Highest % best plan adherence (subject to (subject of 90% overall sales achievement) 80% FO's using the app) Super Star Who will get?  1 Regional Manager  2Territory Managers Award parameter  Maximum points accumulated on Ultimate Power League every quarter BIL Star Channel StarWho will get? Special Prizes worth Who will get? 1 BIL recognition `10 lakhsAward parameter  2 Regional Manager Top performing BILbased on his activities Award parameter  Highest % of key channel partners who have +vegrowth (in-case of tie-breaker % growth will be used) 10

Ultra Power LeagueStatus of Ultra Power League Leader Board as onYTD Nov, 2016* All other regions are at 0 point; Ranks based on sales growth % in case of tie-breaker 11

Safety, Health & EnvironmentDefensive DrivingDefensive driving, on contrary to the seemingly obvious conclusion, can save you just as much time as money and,more importantly, keep the roads safer for everyone. It will help you navigate in most road and tra c conditions andanticipate the possibility of a mishap.City driving is also a major source of stress, especially during rush hour. Growing cities and suburbs have resulted in anincrease in the number of people who have to use a car to get around. Following these steps will also make driving amore enjoyable experience.Defensive driving is more about common sense than anything else. It is easy to remember most of what is writtenhere, but then, 'the roads are full of idiots'. So, the more people driving defensively, the safer it will be out there. Respect the right of way of everyone Do not exceed the speed limit Pay attention to the road Always remember to wear the seat belt Do not drive if you are stressed or unwell Slow down on wet roads and in bad weather Know the blind spots 12

Merry Christmasand Happy New Year Thanks & regards, Sandesh Team P. K. Sharma, Nagaraju Sada, Pramod Tiwari, Magdolina Gomes, Rekha Nair & Bhavna Ailani