#1bajaj CONSUMER CARE MER CARE Investor Presentation Q2 FY 2021 bajaj GROUP THINK TOMORROW#2Financial Highlights Q2 FY 21 H1 FY 21 Sales Growth 5.0% - 6.9% Gross Margin 65.8% 64.8% ASP to Sales 18.1% 15.7% EBITDA PAT 25.8% MAT Market Share 28.9% 29.6% 27.0% 10.1% bajaj CONSUMER CARE#3Sales value Breakup by channel - Q2 and H1 FY21 Channel General Trade Alternate Trade Q2 Q2 Growth H1 H1 FY20 FY21 % FY20 FY21 Rs. in Crores Growth % 177.1 194.1 9.6% 385.1 362.3 -5.9% 28.3 20.8 -26.7% 45.9 39.8 -13.3% Total Domestic International Business 205.4 214.9 4.6% 431.1 402.1 -6.7% 5.8 6.9 19.2% 12.6 11.1 -12.0% Total For the Company 211.2 221.8 5.0% 443.7 413.2 -6.9% Note: Alternate trade includes Modern Trade, E-Commerce and Canteen Stores bajaj CONSUMER CARE#4General Trade Rural markets doing well, van operations have helped scale up rural business Urban markets continue to be under stress; primary reasons being lockdown in various markets, migration of labour away from town centres and drying up of upcountry customers at wholesale markets Continuous media Presence for rural in Q2 in conjunction with Distribution drive New SKUs launched in Q2 for value seeking customers Rs 20 pack in ADHO ➤300ml/500ml/ Rs 1 Sachet in Amla bajaj CONSUMER CARE#5Initiatives and Activations in General Trade OUR BEST EVER bajaj ALMOND DROPS 6x fotifia's পুষ্টি। ভিটামিন ই পুষ্টি। gran Bow 6x 'ভিটামিন ই পুষ্টি। ㅎ 6x ভিটামিন ই fe 6X VITAMIN E NOURISHMENT NON STICKY HAIR OIL ACHER ALMASTER Enllmer 瓶 ALMOND DROPS गया और बेहतर 06x विटामिन डी पोषण. 257 6x विटामिन ई पोषण.#6Initiatives and Activations in General Trade FREE ALMOND DROPS AEMOND ALMOND DROPS LOAD . ₹35/- * FREE... ₹35/- * FREE ₹35/- FREE... ₹35/- ALMO DRO 6x ALMOND ALMOND DROPS DROPS DROPS ALMOND ALMONT CLARKS आँवला পুষ্টি। ভিটামিন ই পুষ্টি। 6X ভিটামিন ই পুষ্টি। চিটচিটে তেলের LOAD নিও না ALMOND 咖 ALMOND DROPS LOAD MAT LO ALMOND DROPS SE BL X ভিটামিন ই পুষ্টি। ALMOND DROPS "X ভিটামিন ই পুষ্টি। ALMOND ALMOND DROPS Spree SM ভিটামিন ই পুষ্টি । FREE ₹35/- pean k ভিটামিন ই পুষ্টি। ALMOND DROPS X ভিটামিন ই পুষ্টি। ALMOND DROPS ভিটামিন ই পুষ্টি। ALMOND DROPS MOND ALMOND DROPS “X ভিটামিন ই পুষ্টি । X ডিটামিন ই পুষ্টি ALMOND DROPS#7Modern Trade, Ecommerce and International Business ➤ Modern Trade business was affected due to entry restrictions in stores, closure of malls, local lockdown Ecommerce has been consistently doing well ➤ The business grew by 4 times for the quarter over LY though on a small base Strong growth on back of investments in Visibility, Search Marketing & Consumer Offer in select chains ➤ Healthy market shares in BigBasket, Flipkart and Grofers ➤ CSD business has been under pressure for the last few quarters, attempt has been to minimise credit exposure International Business remains stable with recovery in Q2 due to ease of restrictions bajaj CONSUMER CARE#8Initiatives and Activations in Modern Trade 39 खचत 00 New and Better 6x X NOURISHME NOURISHMENT B 30 30 ALIVOM paar 25 20 20 New'and Better VVITAMIN E' NO SH OX VITAMIN E NOURISHMENT XVITAMIN ENOURISHMENT 6XTOUREMENT XVITAMEN MOURISHMENT 20 OXUMENT 周周周周 6x ALMOND DROPS MRP 10 SAVE 25 SHALLY 500 GET (2 x 75 FREE BUY 500 BET ears Pears 580 & GET (2x75 g) FREE BUY 500 & BET gars Pears 0% MRP 15%MRP ma Fiama iama 13 MRP SAVE 34 MRP 15% 15% MRP New and Bone VITAMIN E NOURISHMENT 6x bajaj SEHEND CONSUMER CARE#9Initiatives in Ecommerce & International business Grofers Home Page Banner Amazon Search Page Purplle Home Page Almond Drops Ads live on Radio with Sponsorship of IPL2020 in UAE 3IPL GOLD 101.3 FM OFFICIAL RADIO PARTNER Exclusive Global Audio Rights Holder CHANNEL Cricket Radio CORPORATION Jio 4G VoUB Idea Delivery Location Vastu Vihar Road, Kharghar, Na... 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FLAT 40% OFF SHOP NOW 268,959 People reached 5.9 K ALMOND NOURISHMENT FOR STRONGER HAIR with DEND 8,014 Engagements bajaj ALMOND DROPS Boost post 4 shares bajaj CONSUMER CARE#10Hair Oil Category Growth Value Growth (%) vs YA Volume Growth (%) vs YA MAT July- YTD Q1'20 MAR20 Aug'20 AUG'20 MAT MAR20 July- YTD Q1'20 Aug'20 AUG'20 All India Urban - 2.4 -30.6 -6.4 -20.9 0.1 -26.9 -5.0 -18.1 All India Rural - 0.4 -18.5 9.7 -7.4 -2.1 -15.4 12.0 -4.7 All India (U+R) 1.5 -25.3 0.5 -15.0 -0.9 -21.5 2.7 -11.9 Overall Hair oil offtake recovered in Q2 as the lockdown eased ➤ Demand is recovering at a healthy pace in Rural India, Urban Demand is still below last year levels Value seeking behaviour is increasing with clear indications of down trading Nielsen Retail Audit Report, Aug 2020, All India bajaj CONSUMER CARE#1110.50 10.40 10.30 Market Share Trend - Hair Oils MAT VALUE MARKET SHARE (%) 10.20 10.12 10.13 10.14 10.14 10.13 10.09 10.09 10.10 10.11 10.09 10.09 10.10 10.07 10.07 10.07 10.10 10.04 10.05 10.03 10.02 10.03 10.00 10.00 9.99 9.98 10.00 9.90 9.80 9.70 9.60 9.50 MATSEP18 MATDEC18 MATMAR19 MATJUN19 MATSEP19 MATDEC19 MATMAR20 MATJUN20 ➤ Market Share recovered in Jul-Aug after a Dip in Q1 Nielsen Retail Audit Report, Aug 2020, All India bajaj CONSUMER CARE#12New Best Ever Almond Drops Hair Oil New and Better 6x VITAMIN E NOURISHMENT WUST AYEW bajaj ALMOND DROPS Building ADHO Equity on Nourishment ADHO Formulation upgraded in Q2 FY 20 Vitamin E Content Doubled from Previous Formulation New Formulation helps reduce Hair fall Launch supported with 360° activation from September baj ALMOND DROPS 6X bajaj CONSUMER CARE#13New and Better 6x VITAMIN E NOURISHMENT Integrated Campaign for ADHO Social Media ALMOND Bajaj Almond Drops Hair Oil DROPS Amonoprix they High Impact TV campaign ALMIND 6X VITAMIN E आम तेल के मुकाबले amats at the AD 2010-20 Be NEWS ATL ALMOND DROPS La Mone About Create Pust How O- God 8e Tag Tri 4275 New and Better 6x VITAMIN E X NOURISHMENT Digital E- Commerce Send Mwage Suggest Edits Photos Digital Amplification Press Campaign ALMOND DROPS bajaj ALMOND DROPS 6х итог Onground Visibility General Trade Modern Trade Ay for p 60X C7 C.Comment Xa XX পুষ্টি। CHHORTLE ग OX 44 6x6x6x WWIRD bajaj CONSUMER CARE#14Bajaj Amla Hair Oil > Amla Hair Oil is a Rs. 1600 crores category which is growing consistently Broad basing of price points with introduction of three new pack sizes in Q2 > Rs 1 (3 ml Sachet) > Rs 75 (300ml) > Rs 125 (500ml) ➤ Consumer offer to drive trials supported in Q2 ➤ Rural focus through van initiative bajaj आँवला bajaj आँवला के साथ 5 ALMOND DROPS सैशे मुफ्त 5 मुफ्त bajaj आँवला bajaj आँवला के साथ 5 baja/ ALMOND DROPS सैशे मुफ्त * 1/ bajaj आँवला नॉन स्टिकी हेयर ऑयल 3 तरह का पोषण ₹200 75%- bajaj आँवला बॉन स्टिकी हेयर ऑयल बादाम तेल और रोजमेरी ऑयल के साथ 125%- bajaj आँवला नॉन स्टिकी हेयर ऑयल बादाम तेल और रोज़मेरी ऑयल के साथ 3 तय तरह का पोषण मज़बूत और शायनी बालों के लिए 3 तरह का पोषण मजबूत और शायनी बालों के लिए bajaj CONSUMER CARE#15ll Airtel Bajaj Anti Grey Hair oil Flipkart visibility Grofers sponsored search 5:33 PM Flipkart Explore Plus Q Search for Products, Brands and More Super Coins Featured Brand Sponsored Bid Goodbye To Greys Anti-Greying Hair Oil FLAT 20% OFF bajaj Topicana bajaj ZERO GREY Continue Your Search tropicana View All Shop SuperCoin Ideas Video Games hair colour 93 2:20 800 away from free delivery Tomorrow, 11 PM Filter by Category 110 results in this store All Hair Care Men's Grooming Femi SPONSORED UNCH *160 199 19% OFF Bajaj Zero Grey Anti Greying Hair Oil 100 ml 100 naturals Get 16 Reward Points 161 180 ADD + 167 180 7% OFF a Garnier Color Naturals Crème Hair Colour (Shade 3 Darkest Brown) Shade 3 Darkest Brown, ADD 70ml + 60g & Get 16 Reward Points 167 180 7% OFF Build a digital first Brand Listing in All Major Ecommerce Chains Completed, Also Available in 2 leading Pharmacy Chains (Wellness Forever + Apollo) Displays + Search Marketing Started from September on Flipkart and Grofers ➤ 1 Mn Consumers reached out to in Sep. Sales is still low but beginning to pick up post activation Marketing Support will be Extended to Amazon and other sites in Q3 bajaj CONSUMER CARE#16Digital Marketing Across Platforms baja ALMOND DROPS Hey bhagwaan! Puja ki thaali mein bhi baal? ALMOND DROPS Social Media Campaigns for Mumbai and Delhi Targeted at Younger Audience Industry beating View through Rates (8%) Influencer Campaigns on Instagram Theme of "OIG" Oiling is Good bajaj CONSUMER CARE#17IT Initiatives & Automation - SAP Hana and Sellina SAP Hana Five modules implemented - Finance and Costing Sales and Distribution Material Management Production planning Quality Management Sellina Artificial intelligence tool for front end sales. team Real time sales analytics data available with front line sales team Chat with bot for sales opportunities Performance trends and data analysis for senior sales management Q2 GO-Live and Stabilization of all modules Q3 Configuration of Fiori (Analytics dashboard) Q2 Pilot in UP for 3 month Q3 Roll out being planned in key states bajaj c CONSUMER CARE#18Human Resource Management Health & Wellness Corona Kavach Policy - Customer facing employees covered under Corona specific health insurance Regular online fitness sessions for employees and their family members Employee Engagement "Aaj Ki Charcha", an online platform for employees on diverse topics like Hair Science, E-Commerce, 5S & Kaizen, Interviewing Skills etc ➤Multiple online engagement sessions with employees and their family members Technology ➤Digital Selection and onboarding of new hires leading to enhanced experience ➤ Recruitment, Onboarding, Performance Management, Learning Management and Payroll are now conducted online through Success Factors platform Talent Management A comprehensive "100 Day" Induction Plan launched for new hires to ensure seamless assimilation even during remote working bajaj CONSUMER CARE#19Awards & Recognitions 9th GLOBAL CUSTOMER ENGAGEMENT FORUM & AWARDS ♦ SILVER AWARD⭑ BEST USE OF CELEBRITY ENDORSEMENT NATIONAL GOLDEN P PEACOCK . QUALITY A AWARD WINNER Bajaj Consumer Care Limited Sirmour 2020 bajaj CONSUMER CARE#20Financials bajaj CONSUMER CARE#21Highlights Q2 & H1 FY21 - Standalone Rs. in Crores Particulars Q2FY20 Q2FY21 Growth H1FY20 H1FY21 Growth Sales 211.19 221.76 5.00% 443.66 413.24 -6.86% Total Operating 217.09 225.30 3.78% 457.33 421.36 -7.87% Income Contribution 139.78 145.98 4.44% 294.75 267.76 -9.16% EBITDA 63.62 63.99 0.58% 135.51 122.23 -9.80% Other Income 6.54 8.44 12.51 19.00 Profit before Tax 65.73 69.38 5.54% 140.51 135.04 -3.89% Tax 8.44 12.12 24.56 23.60 Profit after Tax 57.29 57.25 -0.07% 115.95 111.44 -3.89% bajaj CONSUMER CARE#22Expense % to Sales Material Cost 34.17% 33.81% Employees Cost 9.60% 8.97% Other Expenses 29.26% 29.60% Q2FY20 Q2FY21 Q2FY20 Q2FY21 Q2FY20 Q2FY21 Other Expenses Material Cost 33.56% Employees Cost 35.21% 9.39% HY1 FY 20 HY1 FY 21 10.00% HY1 FY 20 HY1 FY 21 Rise in material costs as % of sales due to change in sales mix involving Amla oil and Sanitizers Other Expenses include Advertising & Sales Promotion expenses and does not include CSR expenses Other Expenses 29.59% 27.18% HY1 FY 20 HY1 FY 21 Other Expenses bajaj CONSUMER CARE#23Change in Prices of Key Ingredients 100 Per Kg Rates of LLP Amount (Rs.) 60 80 60 100 Per Kg Rates of RMO Amount (Rs.) 88 80 60 60 40 40 20 20 104.28 101.54 84.98 84.44 0 Q2FY20 vs Q2FY21 HY1FY20 vs HY1FY21 Q2FY20 vs Q2FY21 HY1FY20 vs HY1FY21 60.82 60.77 50.79 52.49 20 40 40 bajaj CONSUMER CARE#24Performance history 250.0 32.79% 32.61% 33.17% 30.10% 30.93% 30.12% 27.10% 225.0 200.0 9.45% 175.0 150.0 125.0 100.0 1.01% 12.50% 11.10% 8.14% 2.65% -7.44% 14.85% -29.23% 40.00% 30.42% 28.85% 30.00% 20.00% 10.00% 5.00% 0.00% -10.00% -17.63% -20.00% 75.0 -30.00% 215.0 205.7 222.0 238.3 232.5 211.2 205.5 168.6 191.5 221.8 50.0 -40.00% Q1FY19 Q2FY19 Q3FY19 Q4FY19 Q1FY20 Q2FY20 Sales (Rs. in Cr) EBIDTA Q3FY20 Gr (Value) Q4FY20 Q1FY21 Q2FY21 bajaj CONSUMER CARE#25Thank You bajaj CONSUMER CARE