[PPT] - Baja jaj j Con onsum sumer er Care re Lim imit ited ed INV PowerPoint Presentation

SLIDE 1

Baja jaj j Con

nsum

sumer er Care re Lim imit ited ed

INV NVES ESTOR OR PR PRES ESENT ENTATION TION

Q3 3 - 20 2018 18

SLIDE 2

FLOW

BCL TRANSFORMATION FOR GROWTH PILLARS & ACTION TAKEN
INDUSTRY OVERVIEW
FINANCIAL INFORMATION

1

SLIDE 3

VIS ISION ION VALUE UES

WINNING NG WITH BRANDS WINNING NG IN MARKET WINNING NG WITH PROCESSES WINNING NG WITH PEOPLE

TRANFORMING FOR GROWTH – BCL PATHFINDER

PILLAR ARS OF GR GROW OWTH TH

MIS ISSI SION

2

SLIDE 4

GROWTH PILLARS INTO ACTION

WINNING WITH BRANDS - INNOVATIONS , RENOVATIONS, COLLABORATIONS

Haircare

Multi Media support behind ADHO Relaunch continued in Q3 to increase penetration of ADHO in the

THO category

Rs 10 pack launched in PET jar as a part of the drive to boost our penetration growth in Rural India.
Focused drive on BAHO started in IB markets , MT and Ecommerce channel.

Skincare

NOMARKS relaunch supported with strong Media and Distribution inputs in Q3 to gain share and

position it as a premium ayurvedic skincare brand

Strong Market share growths on No Marks cream continue in UP (key market) and All India.

Consumer and Technical Expertise Creation

Started using the "Trained panel" which can evaluate sensory (tactile, visual) aspects of the product to

give directional insights to design formulations

This will help in future launch of new products

3

SLIDE 5

Q3– MARKET CONTEXT

Strong Volume Growth Across Categories

HAIROILS

Volume MS% of Bajaj Almond Drops improved to 7.7% in MAT Nov 18 vs 7.2% in MAT Nov

17

Share within the LHO segment continued to surge forward with MAT Nov 18 at 60% vs

58.4% for MAT Nov 17

2X Offtake growth on ADHO in Mat Nov 18 Period vs the Category in the same period (14.9

vs 7%)

Strong Penetration increase in ADHO from 19% (MAT Q3-18) vs 17.4% (MAT Q3-17) with a

12% increase in Households NOMARKS

2X Offtake growth on No Marks in Q3 with a 49% growth in Oct-Nov’18
No Marks MAT Nov 18 MS% improved to 8.6% from 7.6% in MAT Nov 17

4 Source: Nielsen Retail Audit Report, Nov 2018

SLIDE 6

Q3 - BAJAJ ALMOND DROPS MULTI MEDIA SUPPORT ON RESTAGE

New TVC for Pack Launch
13% SOV For the Restage Period

Innovative Press Ads

5

Jhandewalan 16'x8' 1

Delhi Metro – Outdoor Support

Innovative In Program Integration for High Impact.

SLIDE 7

Q3 KEY INITIATIVE UPDATE– Rs. 10 PACK FOR RURAL

Objective of Upgrading the huge

base of Rs 1 sachet

Rs 10 pack in a Secondary Pack
f PET Jar format for increasing

Distribution in Rural

40% Increase in Sales in Sep –

Dec period vis a Vis Q1/Q2.

6

SLIDE 8

2,000 2,500 3,000 3,500 4,000 4,500 Oct-Nov'17 Oct-Nov'18

Vol Sales (KL)

174 211 100 120 140 160 180 200 220 Oct-Nov'17 Oct-Nov'18

Val Sales (Cr)

Positive Results across all Parameters on ADHO

High growth in Val Offtakes High growths in Vol Offtakes Growths in MS Val All Time High THO Vol Share All Time High LHO Vol Share All Time High LHO Val Share

Source: Nielsen Retail Audit Report, Nov 2018

7

9.3 9.4 8.00 8.50 9.00 9.50 Oct-Nov'17 Oct-Nov'18

MS Val - THO

60.8 62.3 55.0 56.0 57.0 58.0 59.0 60.0 61.0 62.0 63.0 Oct-Nov'17 Oct-Nov'18

MS Val - LHO

7.1 7.8 5.6 6.1 6.6 7.1 7.6 8.1 Oct-Nov'17 Oct-Nov'18

MS Vol - THO

58.5 59.6 55.0 56.0 57.0 58.0 59.0 60.0 Oct-Nov'17 Oct-Nov'18

MS Vol - LHO

SLIDE 9

10,000 20,000 30,000 40,000 50,000 60,000 70,000 80,000 90,000 1,00,000 Q1 Q2 Oct-Nov'18

NOMARKS OFFTAKES AND GROWTH %

17-18 18-19

8

0.1% 32%

Source: Nielsen Retail Audit Report, Nov 2018

Q3 3 Key ey Ini nitiative tiative NOMA MARKS RKS OFF FFTAKE AKE po post restage age

Strong offtake growth post restage continued in Q3 .

49%

SLIDE 10

NOMARKS Market Share trend

7.5 7.6 7.8 7.9 8.1 8.2 8.1 8.1 8.0 8.0 8.2 8.3 8.5 8.6 9.1 9.2 9.5 9.6 9.7 9.7 9.6 9.6 9.5 9.5 9.6 9.8 10.1 10.3 4.8 4.8 4.9 5.0 5.2 5.3 5.3 5.4 5.3 5.3 5.5 5.5 5.4 5.5

4.0 5.0 6.0 7.0 8.0 9.0 10.0 11.0

MAT OCT17 MAT NOV17 MAT DEC17 MAT JAN18 MAT FEB 18 MAT MAR 18 MAT APR 18 MAT MAY 18 MAT JUN 18 MAT JUL 18 MAT AUG 18 MAT SEPT18 MAT OCT 18 MAT NOV 18

MS VAL

All India U+R All India U All India R

9

Consistent growth in MAT share post restage

Re-launch

Source: Nielsen Retail Audit Report, Nov 2018 Highest growth in Market Share in Antimarks

SLIDE 11

NOMARKS MS trend in Key Mkt - UP

5.3 5.5 5.7 6.0 6.3 6.5 6.6 6.8 6.6 6.6 6.9 7.1 7.2 7.3

7.8 8.2 8.6 9.1 9.7 9.9 10.0 10.3 10.3 10.2 10.6 11.2 11.6 11.8 3.6 3.6 3.7 3.8 4.0 4.2 4.4 4.5 4.2 4.4 4.6 4.6 4.5 4.6

3.0 4.0 5.0 6.0 7.0 8.0 9.0 10.0 11.0 12.0 MAT OCT 17 MAT NOV 17 MAT DEC 17 MAT JAN 18 MAT FEB 18 MAT MAR 18 MAT APR 18 MAT MAY 18 MAT JUN 18 MAT JUL 18 MAT AUG 18 MAT SEP 18 MAT OCT 18 MAT NOV 18

MS VAL

UP (U+R) Uttar Pradesh - Urban Uttar Pradesh - Rural

10 10

Highest MAT share in UP both Urban and Rural in the last 1 year

Re-launch

Source: Nielsen Retail Audit Report, Nov 2018 Highest growth in Market Share in Antimarks

SLIDE 12

NOMARKS – Market Share post restage

MARKET SHARE % Q1 Q2 Oct- Nov’18 CHEMIST 7.1 8.4 8.9 COSMETIC 13.2 18 21.1 GROCERS 8.2 11 9.0 TOTAL 7.5 9.2 9.3

Market Share increases across channels

Source: Nielsen Retail Audit Report, Nov 2018 11 11

SLIDE 13

Enhancing Quantity and Quality of Distribution:

Improving Quality and quantity of coverage through effective use of SFA
Focus on increasing Numeric as well as Weighted Distribution of Hair Oils
Bajaj Almond Drops now available in over 40 lakh outlets
Lowering of WS contribution from 60% to 33% over the last 2.5 years

Costs

Input prices are seeing softening trend amidst volatility expected to be favourable Q4 onwards
Crude oil prices expected to be volatile in Q4 given macroeconomic conditions
Initiatives in manufacturing operations and distributions to further help in maximizing benefits in Q4

12 12 Source: Nielsen Retail Audit Report, Nov 2018

Outlet no. in Lakhs 16-17 17-18 Q1-18 Q2 -18 Q3 -18 Plan 18-19 AC Nielsen Coverage 37.5 39.0 39.6 39.9 40.01 41.0 Direct Coverage 1.4 2.8 4.8 4.9 4.92 5.4 % of direct coverage 4% 8% 11.8% 12% 12% 14%

GROWTH PILLARS INTO ACTION WINNING IN MARKET – QUALITY & QUANTITY

SLIDE 14

General Trade:

Rural markets still leading the overall growths in the overall market.
Witnessed buoyancy in the rural offtakes in Q3 vs Q2
Better traction in Wholesale in the latter part of Q3
Urban Retail continues to be stable

Alternate Channel:

Strong growth continues in Modern Trade. Growth at 27% y-o-y
Nomarks in Modern Trade grew by more than 20% by value in this quarter
Increase in e-commerce platforms leads to 150% growth in business within the ecommerce

segment

CSD has done much better this qtr but uncertainties for the future remain as is

International Business:

International Business reboot has started to show strong results as we end in a positive for the

first time this year

Stable front end and support teams in place with clear strategic priorities
Strong end to the quarter with both Nov and Dec delivering good volume and value growths

13 13

Q3 – MARKET CONTEXT

SLIDE 15

GROWTH PILLARS INTO ACTION

WINNING WITH PEOPLE – ENGAGE and DEVELOP

As part of the Performance Management process, Mid-Year Review assessments for all employees

were completed on time.

The Internal Complaints Committee (ICC) has been reconstituted with induction of External

Member as per POH mandate. The POSH Policy has also been revamped.

To strengthen functional capability of the newly built R&D team, a focused 2 Days Intervention on

skin anatomy and multiple applications and its effects on skin was conducted by a reputed Dermatologist

In our endeavour to create talent pipeline by hiring through premium campuses, we have offered

Summer Internship to 3 Students of Tier 1 Institutes ( IIM Lucknow and NMIMS Mumbai)

Introduced the concept of online trainings to enhance the skills of Operators. Established a

rewards and recognition program for operators delivering consistent quality and productivity

14 14

SLIDE 16

IN INDUSTRY TRY OVE VERVIEW VIEW

SLIDE 17

Industry Size and Structure

Light Hair Oils 36,409 Tn 1,833 Cr FMCG

Rs. 3,53,277 cr

Hair Care

Rs. 22,575 cr

Shampoo

Rs. 6,788 cr

(30%)* Coconut Oil

Rs. 3,806 cr

(17%)* Hair Oil

Rs. 7,394 cr.

(33%)* Hair Conditioners

Rs. 577 cr.

(3%)* Hair Dyes

Rs. 4,010 cr

(18%)* Amla Based Oils 54,570 Tn 1,843 Cr VACNO 31,401 Tn 1,226 Cr 6% CONTRIBUTION

All India (U+R) MAT MAR 2018

*Others (8% contribution) 5,358 Tn 561 Cr

Ayurvedic/ Herbal 8,719 Tn 901 Cr Cooling Hair Oils 20,184 Tn 1,031 Cr

25% 25% 17% 12% 14%

* Indicates Value Contribution to Hair Care 16 16

SLIDE 18

831 1,080 1,311 1,474 1,502 1,576 1,639 1,743 1,321 200 400 600 800 1,000 1,200 1,400 1,600 1,800 2,000 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 YTD Nov'18 22.4 26.8 30.0 31.9 31.3 32.2 33.1 34.9 26.5 0.0 5.0 10.0 15.0 20.0 25.0 30.0 35.0 40.0 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 YTD Nov'18

Hair Oil Market in India

Overall Hair Oil Market – Volume Overall Oil Market – Value Light Hair Oil – Volume Light Hair Oil – Value

Hair Oils category shows Vol & Val growth at a YTD Nov 18 level. LHO segment also shows Val & Vol growth.

Source: Nielsen Retail Audit Report, Nov 2018

(In ‘000 KLtr) (Rs. Cr.) (In ‘000 KLtr) (Rs. Cr.)

Growth 7.4% Growth 3.9% Growth -0.2% Growth -5.3% Growth 8.7% Growth 3.9% Growth 5.7% Growth 8.2% Growth 10.3% Growth 12.7% Growth 21.4% Growth 4.9% Growth 1.9% Growth 4.0 % Growth 12.5% Growth 2.9% Growth 2.7 % Growth -1.9% Growth 6.6% Growth 11.9 % Growth 8.4 % Growth 10.9% Growth 5.5% Growth 6.4 % Growth 17.5% Growth 14.9% Growth 14.9 % Growth 1.8 % Growth 1.2% Growth 21.9% Growth 19.5 % Growth 30.0% 17 17

236 238 247 269 255 254 264 283 206 50 100 150 200 250 300 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 YTD Nov'18 5,728 6,981 7,867 8,676 9,390 9,928 10,103 11,200 8,746 2,000 4,000 6,000 8,000 10,000 12,000 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 YTD Nov'18

SLIDE 19

441 594 746 861 906 962 994 1,069 829 200 400 600 800 1,000 1,200 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 YTD Nov'18 11.0 13.9 16.3 18.1 18.1 18.8 19.2 20.5 16.0 0.0 5.0 10.0 15.0 20.0 25.0 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 YTD Nov'18

Light Hair Oil Market in India

Almond Drops Hair Oil Market - Volume Almond Drops Hair Oil Market - Value

Bajaj Almond Drops shows growth in both volume & value at a YTD Nov 18 level

(Rs. Cr.)

Light Hair Oil – Volume Light Hair Oil – Value

(In ‘000 KLtr)

Growth 3.4 % Growth 6.1 % Growth 5.3 % Growth 15.3 % Growth 25.6 % Growth 2.3% Growth 3.5 % Growth 0.3% Growth 10.9 % Growth 7.1% Growth 7.5 % Growth 17.3% Growth 18.6% Growth 18.4% Growth 26.2% Growth 34.8 %

Source: Nielsen Retail Audit Report, Nov 2018

18 18

22.4 26.8 30.0 31.9 31.3 32.2 33.1 34.9 26.5 0.0 5.0 10.0 15.0 20.0 25.0 30.0 35.0 40.0 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 YTD Nov'18

(In ‘000 KLtr)

Growth 2.9% Growth 2.7 % Growth -1.9% Growth 6.6% Growth 11.9 % Growth 5.5% Growth 14.9% Growth 19.5 %

831 1,080 1,311 1,474 1,502 1,576 1,639 1,743 1,321 200 400 600 800 1,000 1,200 1,400 1,600 1,800 2,000 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 YTD Nov'18

(Rs. Cr.)

Growth 21.4% Growth 4.9% Growth 1.9% Growth 4.0 % Growth 12.5% Growth 6.4 % Growth 14.9 % Growth 30.0%

SLIDE 20

Market Shares Trends in Light Hair Oil Category (All India - Urban Plus Rural)

Volume MS Value MS

Source: Nielsen Retail Audit Report, Nov 2018 19 19

Dominance in LHO Category continues…Highest ever val and vol shares

48.0% 49.1% 51.9% 54.4% 56.6% 57.8% 58.3% 58.0% 58.8% 58.4% 60.0%

0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 09-10 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 MAT Nov 17 MAT Nov 18

50.7% 53.0% 55.0% 56.9% 58.4% 60.3% 61.0% 60.7% 61.3% 60.9% 62.4%

0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0% 09-10 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 MAT Nov 17 MAT Nov 18

SLIDE 21

Market Shares Trends in Total Hair Oil Category (All India - Urban Plus Rural)

Volume MS Value MS

At MAT level, ADHO has increased Vol MS and has remained constant in Val MS

Source: Nielsen Retail Audit Report, Nov 2018 20 20

4.5% 4.7% 5.8% 6.6% 6.7% 7.1% 7.4% 7.3% 7.3% 7.2% 7.7% 0.0% 1.0% 2.0% 3.0% 4.0% 5.0% 6.0% 7.0% 8.0% 9.0% 09-10 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 MAT Nov 17 MAT Nov 18 7.1% 7.7% 8.5% 9.5% 9.9% 9.7% 9.7% 9.8% 9.5% 9.6% 9.6% 0.0% 2.0% 4.0% 6.0% 8.0% 10.0% 12.0% 09-10 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 MAT Nov 17 MAT Nov 18

SLIDE 22

Anti Marks Category Growth

23.4 10.4 7.9 15.1 18.4 45.2 29.7 0.1 32.5 49.0 0.0 10.0 20.0 30.0 40.0 50.0 60.0 Q3'17-18 Q4'17-18 Q1'18-19 Q2'18-19 Oct-Nov'18

Q-o-Q Gr Val (All India)

Antimarks (Only Women) NOMARKS 8.3

5.6
1.6

0.4 25.2 84.9 58.0 3.4 36.5 55.1

20.0

0.0 20.0 40.0 60.0 80.0 100.0 Q3'17-18 Q4'17-18 Q1'18-19 Q2'18-19 Oct-Nov'18

Q-o-Q Gr Val (UP)

Antimarks (Only Women) NOMARKS

Category Growth has been revived in Q3 . Nomarks growth is 2x that of

Category.

21 21 Source: Nielsen Retail Audit Report, Nov 2018

SLIDE 23

Factory (9)

OWN – Himachal Pradesh -2, Uttarakhand- 1, Guwahati 1 THIRD PARTY - Himachal Pradesh-2, Bangladesh-1, Uttarakhand- 2

Central Warehouse (2) Regional Distribution Centre (22) Urban Distribution Rural Distribution Redistribution Stockist 765

Retail Outlets 15,86,313

Super Stockist - 321 Sub-Stockist- 8024

Retail Outlets – 24,14,063

Distribution Network Distribution Structure

The company reaches consumers through 4.00 Million retail outlets serviced by 9292 distributors

757 774 247 297 294 84 265 20 2381 713 786 271 120 53 80 386 565 170 233 121 72 04 317 08 17 04 02 60

Total Stock Point (Direct + Indirect) Registered Zonal Office Regional Zonal Office

01 09

Strong Distribution Network

22 22 Source: Nielsen Retail Audit Report, Nov 2018

SLIDE 24

ORG RGANI ANISATI TION ON STRU TRUCT CTURE URE

SLIDE 25

24 24

Kushagra Nayan Bajaj

Chairm irman an

He He has as been en Vice Ch Chai airman man of

f Baj

Bajaj aj Hi Hind ndustan tan Ltd

td. Si

Sinc nce April 30 30, 2011 2011 and and as as its ts Joi

int

nt Man anagi ging Director ector sinc nce April 24 24, 2007

2007. He

He is is al also th the prom

mot
ter

er of

f th

the company

mpany. Mr
Mr. Baj

Bajaj aj serv erved ed as as th the Ch Chief ef Executi ecutive Of Officer er of

f Ba

Bajaj aj Hi Hind ndus ustan an Ltd td., sinc nce Aug ugus ust 20 20, 2006

2006. Mr

Mr. Baj Bajaj aj serv erves es as as Ch Chai airman man of

f th

the Boar

ard of
f Baj

Bajaj aj Cor

Corp. Limi

mited

ted. He

He hol

lds a Bac

Bachel elor

r of
f Sc

Science ence degr egree in in Econ

nomi
mics, Pol
liti

tical al Philos

sophy

and and Finan nance ce fro rom Carnegi Carnegie Mel Mellon,

n, Pitts

ttsburg urgh, h, US USA and and has has a Ma Maste ters rs Degr gree of

f Sci

Scienc nce in in Ma Mark rketi ting ng and and finan nance ce fro rom Northw

rthweste

tern rn University ty, Chicag ago, USA USA.

Sumit Malhotra

Managing Director

He He has as bee een appoi

inted

nted as as Man anagi ging Direct ector

r of
f th

the com

mpan

any wi with th ef effect ect from Aug ugus ust 08 08, 2011

2011. He

He hol

lds a bac

achelor elors degr egree ee in in phar harmac macy from

m IIT - Benara

naras Hind Hindu Univ Univers rsity ty, Var arana anasi an and a PGDBM BM fro rom IIM - Ahmeda dabad

ad. He

He has has over

ver 31

31 year ars of

f experi

rience nce in in th the FMC FMCG sect ector

r. He

He joi

ined

ned th the Co Compan any on

n April 1, 2008

2008 and and is is resp espons

nsible for
r overal

erall man manage gement ment of

f th

the Com

mpan
any. Prior
r to

to joi

ini

ning ng the compan any he he was was President, ent, Sales es & Marketi ting of

f BCCL

BCCL sinc nce 2004 2004.

Management Board

SLIDE 26

Management Committee

Sandeep Verma

President – Sales,Marketing and R&D

Joi

ined

ned BCL BCL on

n Jan

an 2016

2016. Sand

Sandeep is is a Mech echan anical Eng ngineer er from NIT NIT- Allah ahab abad ad and and a PGDBM BM from IIM – Luc ucknow

now. Prior
r to

to joi

ini

ning BCL, he he has worked ed for 15 15 years in in HUL/Uni /Unilever acros

ss various
us roles

es in in Sales, es, Strate ategy gy and and Marketi eting ng.

Dilip Kumar Maloo

Chief Financial Officer

Joi

ined

ned Baj Bajaj aj Group

up on
n April 1991
1991. He

He is is a qua ualified ed CA CA & CS CS prof

fess

essional

nal hav

aving more more th than an 30 30 years ears of

f experi

erienc ence ac acros

ss Fi

Fina nanc nce, Accounts

unts, Taxati

axation

n & Se

Secretar etarial

al. He

He has as wor worked ed in in differ erent ent depar artm tments ents such as as Procur

curem

ement, ent, Operat erations

ns, Su

Supply chai ain and and proj

ject

ect manag agement ent. 25 25

SLIDE 27

Management Committee

Devendra Jain

Head d - Suppl ply Chain in and Procu curement

Joi

ined

ned BCL BCL on

n No

Nov 2015

2015. He

He is is a Ci Civil Eng nginee neer & MBA BA and and has as 15 15 years ears of

f experi

erienc ence in in org

rgan

anizati ations

ns like

like GSK, Johns nson

n & Johns

nson

n. & Dabur

ur

Rajat Ghosh

Head d - Sales

Joi

ined

ned BCL BCL on

n April 2016
2016. He

He is is a PGDBM BM from IMT, Ghazi aziab abad ad and and has 21 21 years ears of

f ex

experi erience ence in in

rgan

anizati ations ns like Dabur ur and and Britan tanni nia

Abhishek Prasad

Head d - Marketin ting

Joi

ined

ned BCL BCL on

n May

ay 2018

2018. He

He hol

lds a MBA

BA from FMS, FMS, Delhi and and has as 20 20 years ears of

f ex

experience ence in in org

rgan

anizat ations

ns like

like Reckitt tt Benkiser er, Kraft Heinz nz & Pidilite te.

Dipankar Ghosh

Assista sistant Vice Preside sident t - Human Resource ces

Joi

ined

ned BCL BCL on

n Aug

ug 2018

2018. He

He is is Ful Fullbright Fell ellow

w and

and hol

lds a MBA

BA from Jad adav avpur ur Uni Univers ersity ty and and has as 20 20+ year ars of

f experi

rience nce in in organi

rganizati

ations

ns like

like Diage ageo & Tata ata Motors. 26 26

Dr. Rajan Raghavachari

Head d – R&D

Joi

ined

ned BCL BCL on

n Feb

eb 2017

2017. He

He hol

lds a Ph

Ph.D. in in Ch Chemi emical al Eng nginee neering ng from IISc, Sc, Ban Banga galore and and has as 19 19 years ears of

f R&D

lead eaders ership in in cons

nsumer

umer produ

ducts,

Ho Home Ca Care and and Persona nal Care produc ucts ts mostly working ng in in UNILEVER/ HUL HUL

Ravi Nagar

Head d - Internat ation ional al Busine iness

Joi

ined

ned BCL BCL on

n May

ay 2018

2018. Rav

avi is is a Texti tile Eng nginee neer and and a PGDM from XIM - Bh Bhub uban anes eswa

war. He

He has got

t 16

16+ years ears of

f

rich and and divers erse FMC FMCG ex experi erience

ence. Prior
r to

to joi

ini

ning ng Ba Bajaj aj, he he was was as associ

ciated

ated wi with th Godrej ej Cons Consum umer er Produ

ducts

ts Limi mited ted as as He Head ad-SA SAARC Bus Busines nessresp espons

nsible

for

r

man manag aging al all func uncti tions

ns and

and categor ategories es spread ead ac acros

ss

Bang ngladesh esh, Sri Lank nka, a, Nepal, Pakista tan & Myan anmar ar.

SLIDE 28

Management Committee

Dharmesh Sanghavi

General al Manage ager - IT IT

Joi

ined

ned BCL BCL on

n Sep

ep 2012

2012. He

He is is a comput mputer er Eng ngine neer er and and a diploma ma in in Bus Busines ness Man anag agement ment from

m ICF

CFAI Uni Univers ersity, Dehr ehrad adun un and and has 14 14 years ears of

f ex

experi erience ence in in

rga

gani nizat ations

ns like

like Yas ash Bi Birla Group

up & The Loot
ot Ind

ndia (P) Ltd

Makarand Karnataki

Head d - Legal al

Joi

ined

ned BCL BCL in in Se Sep 2017

2017. Makar

aran and is is Com Commerc erce and and Law aw Grad adua uate te from Mumb umbai Uni Univers ersity ty and and al also a memb mber of

f Ins

nsti titute tute of

f Company

mpany Se Secretar etaries es of

f Ind

ndia. He He has as 20 20 years ears of

f experi

erienc ence and and wor worked ed wi with th

rga

gani nizat ations

ns like

like Col

lga

gate te-Pal almol

live (Ind

ndia) a) Ltd

td. &

Godrej Agrovet et Ltd. 27 27

Ankit Chudiwala

Head d - Internal al Audit it

Joi

ined

ned BCL BCL in in Feb eb 2017

2017. He

He is is a qua ualified ed Ch Char arter tered ed Accounta

untant

nt (ICA CAI), Company mpany Secr ecretar etary (ICS CSI) and and L.L.B (Governm

vernment

nt La Law Coll College, Mumb Mumbai ai), ), wi with th 15 15 year ars of

f

cor

re ex

experi erience ence in in Int nterna ernal Aud udit, t, Risk Man anag agem ement, ent, Fi Fina nanc ncial Contr Control

lling and

and Man anag ageri erial al Fi Fina

nance. He

He has as prev evious

usly work
rked

ed wi with th L’Oréal and and Erns nst & Young

ung in

in multi tiple geographies es acros

ss the globe

Naresh Gehlaud

Head d - Operat ation ions

Joi

ined

ned BCL BCL on

n May

ay 2018

2018. He

He is is an an Electr ectrical Eng ngine neer er and and a MBA in in Mar arketi eting ng and and has as 23 23+ years ears of

f

experienc nce in in organ anizati ations

ns like

like Emami & Marico.

SLIDE 29

Fi Fina nancials ncials

SLIDE 30

Financial Information

Summary Income Statement Summary Balance Sheet

(Rs. In Crore) (Rs. In Crore) ✓ Overall Company Sales Value growth 12.50% (Q-Q) ✓ Increase in EBITDA by 4.75% (Q-Q) now increased to Rs. 72.39 Cr (32.61%) from Rs. 69.10 Cr (35.02%). ✓ PAT is increased by 8.94% now increased to Rs. 60.09 Cr (27.07%) from Rs.55.16 Cr (27.96%).

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Particulars Q3 FY19 Q3 FY18 9M FY 19 9M FY 18 (Rs. In Crore) Sales (Net) 221.98 197.32 642.68 597.40 Other Operating Income 7.59 10.73 21.02 12.21 EBITDA 72.39 69.10 204.80 190.60 EBITDA Margin 32.61% 35.02% 31.87% 31.90% Profit Before Tax(PBT) 76.60 70.15 210.97 204.52 Net Profit after Tax 60.09 55.16 165.51 160.86 Net Profit Margin 27.07% 27.96% 25.75% 26.93%

Particulars As on 31.12.2018 As on 31.03.2018 (Rs. In Crore)

Shareholders Equity 672.55 505.36 Net Fixed Assets 56.97 57.10 Investments (including Bank FDs, Bank CDs and Government Securities & Bonds) 561.77 443.74 Net Current Assets 53.81 4.52

Note: 1. Other Operating Income includes GST Refund (Budgetary Support) of Rs.7.03Cr in Q3FY19 (In Q3FY18 Rs.10.25 Cr)

2. In Q3 FY18 GST Refund of Rs. 10.25 Cr includes GST Refund of Rs. 5.2 Cr pertaining to Q2FY18, it was recognized in Q3 because

notification was issued by GST authorities in Q3FY18 detailed impact of the same is given in next slide.

SLIDE 31

30

Rs. in Crore

Q3FY 19 Adjusted EBITDA & PAT

Particulars

Unadjusted (as per Result) Adjusted (Net of Q2 Refund) Q3FY19 Q3FY18 Growth% Q3FY19 Q3FY18 Growth% Sales (Value) 221.98 197.32 12.50% 221.98 197.32 12.50% Other Operating Income 7.59 10.73 7.59 5.53 EBITDA 72.39 69.10 4.75% 72.39 63.90 13.28% EBITDA % 32.61% 35.02% 32.61% 32.39% Profit before Tax 76.60 70.15 9.20% 76.60 64.95 17.94% Tax 16.51 14.98 16.51 13.87 Profit after Tax 60.09 55.16 8.94% 60.09 51.07 17.66% PAT % 27.07% 27.96% 27.07% 25.88% Note: 1. Adjusted EBITDA (Excluding Refund of Rs. 5.2 Cr) for Q3FY18 is Rs. 63.90 Cr (32.39%) increase in EBITDA by 13.28%

2. Adjusted PAT for Q3FY18 is Rs. 51.07 Cr (25.88%) increase in PAT by 17.66%

SLIDE 32

Rs. in Crore

Profit & Loss Quarter ended Dec 31,2018

✓ Sales increased by 12.50% in Q3FY19 (Q-Q) ✓ Increase in EBITDA by 13.28% (Q-Q) in Q3FY19

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Particulars Q3 FY19 Q3 FY18 (Adjusted) YoY% Net Sales 221.98 197.32 12.50% Other Operating Income 7.59 5.53 Total Operating Income 229.57 202.85 Material Cost 74.81 64.39 % of Sales 33.70% 32.63% Employees Cost 24.04 19.26 % of Sales 10.83% 9.76% Advertisement & Sales Prom. 37.02 32.65 % of Sales 16.68% 16.55% Other Expenses 21.31 22.65 % of Sales 9.60% 11.48% EBITDA 72.39 63.90 13.28% % of Sales 32.61% 32.38% Other Income 7.38 4.48 Finance Cost 0.09 0.27 Depreciation 1.72 1.90 Corporate Social Responsibility 1.36 1.26 Profit Before Tax(PBT) 76.60 64.95 17.94% Tax Expenses 16.51 13.87 Profit After Tax(PAT) 60.09 51.07 17.66% % of Sales 27.07% 25.88% Other Comprehensive Income (net of tax)

Total Comprehensive Income (net of tax)

60.09 51.07 17.66% Basic & Diluted EPS (Rs.) 4.07 3.47

SLIDE 33

Rs. in Crore

Profit & Loss 9M ended Dec 31, 2018 (9M FY19)

✓ Sales increased by 7.58% in 9MFY19 ✓ Increase in EBITDA by 7.45% in 9MFY19

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Particulars 9M FY 19 9M FY 18 YoY% Net Sales 642.68 597.40 7.58% Other Operating Income 21.02 12.21 Total Operating Income 663.70 609.61 Material Cost 218.24 200.54 % of Sales 33.96% 33.57% Employees Cost 70.18 55.52 % of Sales 10.92% 9.29% Advertisement & Sales Prom. 99.23 89.19 % of Sales 15.44% 14.93% Other Expenses 71.25 73.76 % of Sales 11.09% 12.35% EBITDA 204.80 190.60 7.45% % of Sales 31.87% 31.90% Other Income 15.67 23.49 Finance Cost 0.56 0.78 Depreciation 4.86 5.02 Corporate Social Responsibility 4.08 3.77 Profit Before Tax(PBT) 210.97 204.52 3.16% Tax Expenses 45.46 43.66 Profit After Tax(PAT) 165.51 160.86 2.89% % of Sales 25.75% 26.93% Other Comprehensive Income (net of tax)

0.07

0.05 Total Comprehensive Income (net of tax) 165.44 160.90 2.82% Basic & Diluted EPS (Rs.) 11.22 10.91

SLIDE 34

Sales Value Growth Q3 FY19

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Sales Vertical Q3FY19 Salience % Growth Q3FY19

General Trade 84.82% 10.33% Modern Trade 8.16% 27.87% Total Domestic ( Excluding CSD) 92.98% 11.68% Canteen Stores Department 4.14% 35.27% Total Domestic 97.12% 12.51% International Business 2.88% 11.84% Total for the Company 100.00% 12.50%

SLIDE 35

Sales Value Growth 9M FY19

Note: The Growth number for the company post GST period has been arrived at after adjusting GST impact.

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Sales Vertical 9MFY19 Salience % Growth 9MFY19

General Trade 87.35% 9.88% Modern Trade 7.77% 28.37% Total Domestic ( Excluding CSD) 95.12% 11.18% Canteen Stores Department 2.87%

14.14%

Total Domestic 97.98% 10.23% International Business 2.02%

34.05%

Total for the Company 100.00% 8.76%

SLIDE 36

Sales Volume Growth Q3 FY19

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Sales Vertical Q3FY19 Salience % Growth Q3FY19

General Trade 85.12% 5.15% Modern Trade 7.17% 21.79% Total Domestic ( Excluding CSD) 92.29% 6.28% Canteen Stores Department 4.52% 34.25% Total Domestic 96.80% 7.33% International Business 3.20%

2.05%

Total for the Company 100.00% 7.00%

SLIDE 37

Sales Volume Growth 9M FY19

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Sales Vertical 9MFY19 Salience % Growth 9MFY19

General Trade 87.86% 6.05% Modern Trade 6.76% 21.38% Total Domestic ( Excluding CSD) 94.63% 7.01% Canteen Stores Department 3.18%

14.27%

Total Domestic 97.80% 6.16% International Business 2.20%

43.59%

Total for the Company 100.00% 4.14%

SLIDE 38

Performance over the last 15 quarters

✓ Q3 2018-19 Value growth in Sales – 12.50% and Volume growth in Sales – 7.00%. ✓ Healthy EBIDTA Margin of 32.61% in Q3 2018-19 ( 31.87% in 9M 2018-19)

37 37 14.29% 10.68% 3.59%

3.24%

1.80% 3.47%

4.75%
1.94%
3.60%

3.84% 5.86% 5.01% 9.45% 1.01% 12.50% 12.11% 8.34% 2.96%

4.95%

0.77%

6.46%
6.89%
7.77%

5.09% 5.17% 5.86% 8.68%

2.82%

7.00% 30.86% 31.67% 32.35% 33.62% 35.37% 34.82% 33.44% 32.96% 31.51% 29.26% 35% 34.08% 32.79% 30.10% 32.61%

10.00%
5.00%

0.00% 5.00% 10.00% 15.00% 20.00% 25.00% 30.00% 35.00% 40.00% Q1FY16 Q2FY16 Q3FY16 Q4FY16 Q1FY17 Q2FY17 Q3FY17 Q4FY17 Q1FY18 Q2FY18 Q3FY18 Q4FY18 Q1FY19 Q2FY19 Q3FY19 Gr (Value) Gr (Vol) EBIDTA

SLIDE 39

✓ The adjusted landed cost (Net of input credit) of LLP during the quarter is increased to Rs.63.65/Kg from Rs. 52.81/Kg of corresponding quarter. ✓ The adjusted landed cost (Net of input credit) of Refined Oil during the quarter is increased to Rs. 86.46/Kg from Rs. 76.69/Kg of corresponding quarter.

Change in Prices of Key Ingredients

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61.22 59.80 73.93 71.86 20 40 60 80 100 Qtr3 FY18 vs FY19 9M FY18 vs FY19 Amount (Rs.)

Per Kg Rates of LLP

80.52 77.23 90.79 88.35 20 40 60 80 100 Qtr3 FY18 vs FY19 9M FY18 vs FY19 Amount (Rs.)

Per Kg Rates of Oil

SLIDE 40

Year

No. of Shares

(in Lacs) Face Value Dividend Payout (Rs in Lacs) % to Capital Dividend per share (Rs.) 2018-19 1,475 1 20,650.00 1400% 14.00 2017-18 1,475 1 17,700.00 1200% 12.00 2016-17 1,475 1 16,962.50 1150% 11.50 2015-16 1,475 1 16,962.50 1150% 11.50 2014-15 1,475 1 16,962.50 1150% 11.50 2013-14 1,475 1 9,587.50 650% 6.50 2012-13 1,475 1 9,587.50 650% 6.50 2011-12 1,475 1 5,900.00 400% 4.00 2010-11 295 5 2,802.50 190% 9.50

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Dividend Payout History

SLIDE 41

For More Information

For more information & updates Contact: Kushal Maheshwari kushal@bajajcorp.com

Please Visit www.bajajcorp.com

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