#1bajaj CONSUMER CARE MER CARE Investor Presentation Q3 FY 2020-21 3rd February 2021 bajaj GROUP THINK TOMORROW#2Financial Highlights Q3 FY 21 9M FY 21 Sales Growth 18.2% 1.1% Gross Margin 63.4% 64.3% ASP to Sales 19.2% 17.0% EBITDA % 26.6% 28.5% PAT % 24.0% 25.9% bajaj CONSUMER CARE#3Hair Oil Category Growth Value Growth % Vs LY Volume Growth % vs LY Hair Oils MAT Mar'20 Q1 20 Q2 20 Q3 20 YTD'20 MAT Mar'20 Q1 20 Q2 20 Q3 20 YTD'20 All India (U+R) 1.5 -25.3 -1.0 -1.4 -9.4 -0.9 -21.5 1.6 1.5 -6.3 All India (U) 2.4 -30.6 -7.7 -5.8 -14.8 0.1 -26.9 -5.7 -3.2 -12.0 All India (R) 0.4 -18.5 7.9 4.5 -2.3 -2.1 -15.4 10.3 7.2 0.4 The Hair oil market recovered significantly from Q1 decline of 25.3% to a decline 1 and 1.4% respectively for Q2 and Q3 with an overall YTD December decline of 9.4% Urban continues to remain subdued though there has been sequential recovery in Q2 and Q3 over Q1 Rural markets continue to outshine and outperform Urban consistently Value growths continue to lag Volume as Consumer seek value for money products and packs Nielsen Retail Audit Report, Dec 2020, All India bajaj CONSUMER CARE#410.0 9.9 MATSEP18 Bajaj Hair Oil Market Share Trends 10.4 MAT VALUE MARKET SHARE (%) MATNOV18 MATJAN19 10.3 10.3 10.2 10.2 10.1 10.1 10.1 10.1 10.1 10.1 10.1 10.1 10.1 10.1 10.1 10.1 10.1 10.1 10.1 10.1 10.0 10.0 10.0 10.0 10.0 10.0 10.0 10.0 10.1 10.1 10.1 10.0 MATMAR19 Value MS % Total Bajaj Hair Oils All India (U+R) All India Urban - All India Rural - MATMAY19 MATJUL19 MATSEP19 MATNOV19 MATJAN20 MATMAR20 MATMAY20 MATJUL20 MATAUG20 Q1'20 Q2'20 Oct'20 Nov'20 Dec'20 Q3'20 Mat '20 9.6 9.8 10.5 11.1 11.4 11.0 10.3 10.0 10.2 11.1 11.5 11.7 11.5 10.8 9.1 9.4 9.9 10.5 10.9 10.4 9.7 MATOCT20 Market Share recovery in Q2 continued in Q3 and has been consistently higher than LY across Q3 for BCCL Both Urban & Rural Market Share has seen strong share growth in Q3'20 Source: Nielsen Retail Audit Report, Dec 2020, All India MATDEC20 bajaj CONSUMER CARE#5ADHO Restage - Best Ever Almond Drops 6x New and Better VITAMIN E NOURISHMENT COW WEST EVEN bajaj ALMOND DROPS ADHO Formulation upgraded in Q2 FY 20 with 6X Vitamin E Formulation Supported by 2 new TV commercials: • • 15 Sec Announcer Highlighting 6x Vitamin E New Thematic Commercial : • • Build Nourishment Equity of ADHO with 6x Vitamin E as RTB Tonality/Look and Feel to Keep the brand Modern and Youthful ALMOND DROPS 6X • Relevance built with the idea of "I No Hairfall so New Hair Day, Every Day" bajaj CONSUMER CARE#6ADHO SKUs Launched Across Price - Points 5+1 Sachet Rs 20 (35ml) Rs 350 (650 ml) ALMOND DROPS मुफ्त 75 BROTS 5+1REE 5-1 5-1 5-18 5+1 5-1 5-1 E 5+1 ALMOND DROPS 5+1 6x 5+1 5-1 5+1 5-1 5-1 5-1 Low Priced Packs for Increasing Accessibility of the Brand E ALMOND DROPS सिर्फ 20%- 35 SUPER SAVER PACK OUR BEST EVER bajaj ALMOND DROPS 6X VITAMIN E NOURISHMENT NON STICKY HAIR OIL Large Pack for Alternate Trade bajaj CONSUMER CARE#7FRIDAY ADHO Integrated Campaign ALMOND 6XVITAMIN E" अमर उजाला दिवाली पर 5.51 लाख दीपों से जगमगाएगी अयोध्या के एलएसी पर अब भी तनाव, संघर्ष बढ़ने से इनकार नहीं सीडीएस और बेज सकाळ महाराष्ट्र अर्जुन रामपालला 'एनसी'कडून सम (विटामिन ई एसटी कर्मचाऱ्यांना एक महिन्याचे वेतन संघटन औद्योगिक न्यायालयात दाद गंथन प्रीमियम धूप क MRS2019-20 6x Vitamin E Announcer Launched in Oct बूंद बूंद में पोषण नॉन-स्टिकी New Hair Day - New Thematic Launched in Nov मेवाविधी पाषण 6x MARUTI SUZUKI COMMERCIAL तरक्की आपकी, साथ हमारा स्वामीच्या अडचणीत वाढ जामीन फेटाळला 6X व्हिटॅमिन ई युक्त बजाज आमंड ड्रॉप्स सोबत साजरे करा अभ्यंगस्नान, 106x बिन रे BIG SUPER CARRY ₹35 100 SAVINGS TOUR F 259000 EECO CARGO ₹35 100 TOUR H₹47000 TOUR M₹50000 TOURS ₹54000 TOUR 244000 CARRY ०९.११.२०२० लोकमत महाराष्ट्राचा रवि walkmate दिपायल मंदिरं उघडू, पण दिवाळीनंतर ! ३०मध्ये सर्वसामान्यांना मिळणार चकमकीत चार जवान शहीद sta tshw AA 10 FREE ₹10 चा पॅक Surf आणखी मोठा कोल्हापुरामध्ये दिसले गौतम पाषाणकर अतिवृष्टीग्रस्तांसाठी हजार कोटींचा निधी 0 बजाज ड मोफत 6Xভিটামিन है পুटি। GT Visibility 6X व्हिटॅमिन डी 0 मोफत Print Campaign VIDMINE XHEN BIO ALMOND THE ALFAHER DROPS ALMOND VITAMIN E 055185 86 856 MT Visibility bajaj CONSUMER CARE Ha#8Thrust on Digital Marketing haja ALMOND DROPS Nep 6XAMIN ALM DR Hello 2021! April 2021 ALMOND DROPS 60X 6ХУПАММЕ ALMOND DROPS YouTube" Search bajajalmonddrops www.amazon.in Buy Now Video will play after ad ALMOND DROPS irOil 6ХУТАМИН andtwo Bajaj Almond Drops with 6x Vitamin E AMAZONIN Glam your way into 2021 SHOP NO se bane Ab Har Day #NewHairDo Try Baja Almond Drops Hair try Bajaj Almond Drops Hair Oil now with 6X Vitamin E Social Media Campaigns for Metros on both Facebook and Instagram targeted At Younger Audiences. Influencer Campaigns on Instagram Tie up with More than 80 Influencers • VITAMIN E NOURISHMENT bajajamonddrops MON www.amazo D BUY NOW Up next AUTOPLAY Pandya's power seals series win for india with epic chase | Dett.. cricket.com.au Recommended for you New Recall Uplift %.80 4.50 % % Nov Dec India take 1-0 lead after dramatic T20 opener | Dettol... cricket.com.au Recommanded for you YouTube Campaigns in Urban Markets Best in Class Ad Recall Lifts bajaj CONSUMER CARE#9●X व्स्टिमिन ई पोर SD Abhyang Snan Visibility in Maharashtra ALMOND या दिवाळीत अभ्यंग स्नानाची खास ऑफर" 6X व्हिटमिन ई पोषण ₹20 सूट ALMIND व्हिटॅमिन ई पोषण X व्हिटॅमिन ई पोषण ALWOR या दिवाळीत अभ्यंग स्नानाची खास ऑफर ₹15 सूट नई पोषण ऑफल या 20Xx sh King King SESA OIL 67 व्हिटॅमिन ई ALMOND COCO अभ्यंग स्नानाधी खास ऑफर ₹मट ●X व्हिटामेनई पोषण ●X व्हिमित पोषण X व्हिटामिन ई घोषण X व्हिटॅमिन ई पोषण ALMOND ALMOND DEOPS या अभ्यंग स्नानाची खास ऑफर 8. ALMOND DROPS 15 मूट पोषण X व्हिटामिन ई पोषण व्हिटॅमिन ई पोषण X व्हिटामिन ई पोषण X व्हिटामिन ई पोषण X व्हिटामिन ई पोषण X नई पोषण ●X व्हिटामिन है ई पोषण (व्हिटॅमिन ई पोषण X ALMOND या दिवाळीत अभ्यंग स्नानाची खास ऑफर REDMI NOTE 5 PRO MI DUAL CAMERA Xहिपोषण Xोषण या दिवाळीत अभ्यंग स्नानाची खास ऑफर राधिका स्टीअसे Hair Oil 6x 'व्हिटॅमिन ई पोषण. विद्यावळी दिपावली या दिवाळीत अभ्यंग स्नानाची खास ऑफर" ALMOND DROPS या दिवाळीत अभ्यंग स्नानाची खास ऑफर" 11 ALMOND pears Exa ALMOND DROPS bajaj CONSUMER CARE#10● • Amla Hair Oil Focus on Distribution and Marketing Ramp up of New SKU's launched in Q2 (3ml /300ml / 500ml ) Bajaj Amla Hair Oil MS moved by 0.2% to 0.4% in Dec 20 - Distribution – Availability increased to 236k outlets in Dec 20 vs 121K in Dec 19 (Nielsen rural India) EVENDIT ... ......... हा न जयपुर | अतिरिक्त आयुक्त का बनाया फर्जी फेसबुक पेज | दिन में जेएलएन मार्ग पर फिर रात में लक्ष्मी मंदिर तिराहे पर भिड़ी कारें सरकार ने पपला गुर्जर पर रखा बनाने वाले तीन लाख रुपए का इनाम गुर्गे पकड़े, सरगना अभी फरार पुलिस टीम ने रोका तो वारंटी ने मारी टक्कर, कांस्टेबल घायल बंगाल के लिए पांच एकड़ भूमि अति शराब के लिए रुपए नहीं दिए यदि त्री सुन्दरीक और तो साथियों ने ही मार डाला कमरे के व्यापारी का अपहरण करने वाले दो गिरफ्तार तो मिले खुशियों की सौगात धन्वंतरि 3 गुणों वाला खाँसी का अमृत बड़े पैक पे बड़ा ऑफ़र- कासामृत मुफ्त 90 500 आँवला bajaj CONSUMER CARE#11Sales value Breakup by channel - Q3 and 9M FY21 Figures in Rs. Crores Channel Q3 FY20 Q3 FY21 Gr % 9M FY20 9M FY21 Gr % General Trade 173.9 203.7 17.2% 559.0 566.0 1.3% Alternate Trade 26.0 32.6 25.4% 72.0 72.4 0.6% Total Domestic 199.9 236.3 18.2% 631.0 638.4 1.2% International Business 5.6 6.5 17.6% 18.1 17.6 -2.9% Total For the Company 205.5 242.8 18.2% 649.1 656.0 1.1% bajaj CONSUMER CARE#12General Trade • Urban has shown signs of recovery with positive growth of 7% in Q3 and Rural growing by 37% • ADHO in Q3 saw an overall growth of 14% with larger packs doing well on the back of geography level initiatives • Amla Hair oil continues to steadily scale up volumes doing well in most Northern states • Retail loyalty programme in select cities in Urban has helped retail grow in Q3 after significant decline in H1 Rural growth is supported by scale up of Van operations across the country including the Southern states bajaj CONSUMER CARE#13Van Distribution - Rural markets Ajay 7995972744 bajaj CONSUMER CARE bajaj KAILASH PAREAT Jasmine ALMOND FaSupine brahmi acola bajaj Samsung Quad Camera ŞAHILAHĒMĀĎ..co SANTIZER ALMO Amla MAKE IN INDIA ASHISH SATYA AGENCIES LONOLOX B. Malleshyam Cell: 9948159313 CONSUMER CARE bajaj Nilesh Cell: 9550225 100 ml MRP @Rs. 50- 50 ml MRP Bajaj Nomarks Hand Sanitize CPTRADERS 20 Sifaran bajaj आँवला अब अपने बालों को दीजिए ३ तरह का पोषण aja bajaj CONSUMER CARE#14Alternate Trade Channels Modern Trade • • Q3 saw recovery of Modern Trade business to pre-Covid 19 levels. Good traction was seen in business during Diwali Festival Placement of new brands like Zero Grey, Amla Hair Oil with more Retailers New 650 ml SKU launched exclusively for Modern trade in December 20 Institutional business including CSD and CPC • CSD business has seen recovery during this quarter with regular flow of orders • Brahmi Amla Hair oil product has got reactivated with CSD Concerted effort to leverage the Institutional Channel bajaj CONSUMER CARE#15View Displays in Modern Trade ALMOND DROPS New and Better 88866 15% 15% 28 15% KOMN 15% MRP 15% 28 8666 232 28 888888 28 158 93 LAVE 6x New and Better VITAMIN E NOURISHMENT New and bene VITAMIN E NOURISHMENT 6x bajaj ALMOND DROPS New and Better VITAMIN E NOURISHMENT OX MAP and Bete VITAMIN E NOURISHMENT ALMOND DROPS bajaj CONSUMER CARE#16Scaling up Ecommerce Business • E Commerce business grew by ~3x for the quarter contributing to 2.5% of Sales Optimising and increasing Digital Marketing on various platforms Focus on increasing our brand presence on different Grocery, Beauty and Pharma platforms • Expanding product portfolio on relevant platforms External agency appointed to help us improve our brand presence and business in Ecommerce Building capability and strengthening team structure for managing the growing E-Commerce business bajaj CONSUMER CARE#17Bajaj Zero Grey - Digital first brand Listing on all Major Ecommerce platforms and few Modern Trade Retailers completed Display + Search Marketing has been a thrust area for scale up in Q3 Social Media awareness Campaign along with digital marketing on various ecommerce platforms Will continue to remain a focus brand for the company in the future 10:19 ← New Bajaj Zero Grey Anti-Greying Hair Oil BUY NOW Flat % 150FF malaya SINCE 1930 mala ME wwwiFi 3:47 WWIF ← hair colour Х 330 amazon.in prime Today, 6 PM 500 away from free delivery a onion hair oil bajaj Filter by Category 7 results in this store ZERO GREY All Hair Care Sponsored Experience the unconditional love from nature Up To 25% Off SHOP NOW UP TO TO 20%OFF DOT & KEY + Buy 2 & Get Extra 5% Off GLOW HYDRATE EXFOLIATE A O SPONSORED 158 160 *160 *199 19% OFF Bajaj Zero Grey Anti Greying Hair Oil 100 ml ADD Unlock Price> bajaj 20% Off ZERO GREY ANTI-GREYING HAIR OIL *153 180 15% OFF Garnier Color Naturals Creme Hair Colour (Shade 1 Natural Black) Shade 1 Natural Black, 70ml + 60g *148*153 *30 A 0 O ADD + Unlock Price > bajaj ZERO GREY ba 1:04 WULTE Search grocery products in Supermart Home Categories Top Offers Savings Pass Protinex Bajaj Zero Grey Anti Greying Hair Oil 100ml ✰✰✰✰✰ 38 *169 (169/100 ml) 199 Save 30 (15%) Save 10% with coupon prime One-Day FREE Delivery by Tomorrow, January 6 Add to Cart Tea Protinex UP TO 20% OFF UP TO 10% OFF Featured Brand Sponsored bajaj ZERO GREY ZERO WOW Skin Science Onion Black Seed Hair Oil 200ml (Pack of 2) 980 (2245/100 ml) 1,198 Save 2218 (18%) Save extra with Cashback Get it Monday, January 18 Tuesday, January 19 Add to Cart New Bajaj Zero Gray, Anti-greying Hair Oil Up to 50% Off PERSONAL CARE OFFER ZONE WOW Skin Science Onion Black Seed Hair Oil - Controls Hair Fall - No Mineral Oil Silicones & Synth... 2619 848 Save 229 (27%) Save extra with Cashback ✓prime Shampoo Sunrise Coffee UP TO 50% OFF Dove Dettol CINTHOL Soaps bajaj CONSUMER CARE#18Price Trends for LLP and RMO Light Liquid Paraffin (LLP) Upward trend due to supply issues in input RM Q3 price about 17% above Q2 • Crude prices crossed USD 50 levels against ~$ 40 levels in previous quarters LLP Purchase price per kg Refined Mustard oil (RMO) • All edible oils on an increasing trend. • Q3 prices about 8% higher than Q2 RMO purchase price per kg 62 60 58 58 52 48 57 88 85 84 114 106 99 97 Q1 19-20 Q2 19-20 Q3 19-20 Q4 19-20 Q1 20-21 Q2 20-21 Q3 20-21 Q1 19-20 Q2 19-20 Q3 19-20 Q4 19-20 Q1 20-21 Q2 20-21 Q3 20-21 bajaj CONSUMER CARE#19Human Resources Talent Acquisition Onboarding of New Leadership in Management Committee: • Head Sales • Head Supply Chain, Operations & IT Head Trade Marketing & Business Analytics Head Legal Head IT Further restructuring and hirings being planned to leverage the growing business of ecommerce Structured Management Trainee program launched and Management Trainees are being hired from premier Tier 1 B-Schools Learning & Development eLearning: eLearning being introduced in BCCL through Success Factors to ensure access to learning anytime, anywhere for all employees Key L&D Highlights: Core functional skills like Data Driven Planning and Territory management for frontline Managerial Capability development for ASMS on topics like People Management, High Stake Conversations, Territory & Team Accountability Curated learning journey for Mid- Senior management on Emotional Intelligence through training, practice labs and development centres Rewards & Recognition Virtual platforms utilized for giving out the awards ensuring spirit of appreciation is retained. The approach created a lot of enthusiasm with employees R&R strategy being revisited to ensure it creates aspiration, pride and motivation • New awards being introduced bajaj CONSUMER CARE#20Awards & Recognition CERTIFICATE FORE HCCQC 2020, HARIDWAR GOLD AWARD Quality Circle Forum of India DURGAPUR CHAPTER SUB CHAPTER: GUWAHATI Congratulations to Team SYNERGY From M/s. Bajaj Consumer Care Ltd., Guwahati for Online Case-Study Evaluation at the Chapter Convention on Quality Concepts -2020- AWARD CATEGORY: GOLD held on 24th October, 2020 Arijit AVUIT MUROOPADHYAY SROMANI RAJKHOWA QUALITY CIRCLE CORUM OF INDIA NCQC-2020 ALITY CIRCLE QUALITY ORUM OF INDIA NCQC-2020 EXCELLENCE AWARD EXCELLENCE AWARD BCCL Quality teams from Paonta Sahib (Team Lakshya) and Guwahati (Team Synergy) won Gold Award at the 10 th Convention of state level Quality Chapters, organized by QCFI (QCFI -Quality Circle Forum of India) in November 2020 Both the teams also won Excellence Awards at 34th National level Convention on Quality Concepts (NCQC-2020), organized by Quality Circle Forum of India in December 2020 bajaj CONSUMER CARE#21Financials bajaj CONSUMER CARE#22Summary Financial Q3 & 9M FY21 - Standalone Figures in Rs. Crore Particulars Q3FY20 Q3FY21 Growth% 9MFY20 9MFY21 Growth% Sales 205.47 242.79 18.16% 649.12 656.03 1.06% Total Operating Income. 211.48 247.26 16.92% 668.81 668.62 -0.03% Gross Contribution 137.13 154.08 431.89 421.84 EBITDA 55.69 64.48 15.78% 191.20 186.71 -2.35% Other Income 9.02 9.21 21.53 28.21 Profit before Tax 60.69 70.56 16.26% 201.20 205.60 2.19% Tax 10.61 12.33 35.16 35.93 Profit after Tax 50.08 58.23 16.26% 166.03 169.67 2.19% Gross Margin % 66.74% 63.46% 66.53% 64.30% ASP to Sales 21.70% 19.17% 18.63% 16.98% EBITDA % 27.10% 26.56% 29.45% 28.46% PAT % 24.37% 23.98% 25.58% 25.86% bajaj CONSUMER CARE#23Expense % to Sales Material Cost Employees Cost 33.26% 36.54% 9.49% 8.27% Advertisement & Sales Promotions Other Expenses 11.38% 11.31% 21.70% Q3FY20 Q3FY21 Q3FY20 Q3FY21 Q3FY20 19.17% Q3FY21 Q3FY20 Q3FY21 Material Cost Employees Cost Advertisement & Other Expenses 33.47% 35.70% Sales Promotions 12.06% 11.43% 9.42% 9.36% 18.63% 16.98% 9MFY20 9MFY21 9MFY20 9MFY21 9MFY20 9MFY21 9MFY20 9MFY21 bajaj CONSUMER CARE#24Dividend Payout History No. of Shares Year Face Value (in Lakhs) Dividend Payout (Rs in Lakhs) Dividend per % to Capital share(Rs.) 2020-21 1,475.40 1 8852.40 600% 6.00 2019-20 1,475.34 1 2950.68 200% 2.00 2018-19 1,475.00 1 20,650.00 1400% 14.00 2017-18 1,475.00 1 17,700.00 1200% 12.00 2016-17 1,475.00 1 16,962.50 1150% 11.50 2015-16 1,475.00 1 16,962.50 1150% 11.50 2014-15 1,475.00 1 16,962.50 1150% 11.50 2013-14 1,475.00 1 9,587.50 650% 6.50 2012-13 1,475.00 1 9,587.50 650% 6.50 2011-12 1,475.00 1 5,900.00 400% 4.00 2010-11 295.00 5 2,802.50 190% 9.50 bajaj CONSUMER CARE#25Thank you bajaj CONSUMER CARE