DCS-CRD

BSE Limited

First Floor, New Trade Wing

Rotunda Building, Phiroze Jeejeebhoy Towers Dalal Street, Fort Mumbai 400 023 Stock Code: 533229

Dear Sir/Madam,

Sub: Investor Presentation

Listing Compliance

National Stock Exchange of India Limited Exchange Plaza, 5th Floor

Plot No. C/1, 'G' Block

Bandra- Kurla Complex Sandra East Mumbai 400 051 Stock Code: BAJAJCON

Please find enclosed a copy of Investor Presentation for the quarter ended December 31, 2020.

The same may please be taken on record and suitably disseminated to all concerned.

Thanking you,

Yours faithfully, For BAJAJ COSUMER CARE LIMITED

4 r \

an arnataki - Legal & Company Secretary

Membership No. ACS 14509

Encl: as above

Bajaj Consumer Care Ltd !Formerly Bajaj Corp Ltd! 117 1 ltl'I ~lf'lfll" A!l l!II Al\!IV!ln I::i mn:.bl A::u:ai "-,br,, 'J?J.. ..,_b,-,m:,n o,..,.,, . U11,.,.,h:,, - /, Onn?1

MAKING PEOPLE FEEL AND LOOK GOOD

1

Q3 FY 2020

baj~ coNsuMER cARE

' IJ

2

Key Indicators – Q3 FY 2020

SALES Growth: -7.44%

(Y-o-Y)Gross Margin: 66.74%

ASP to Sales: 21.70%

Market Share (Val) = 10.4%

Household

Penetration % = 21.2%

EBITDA %:27.10% NET PROFIT: 24.37%

Source: HH Penetration Kantar, Dec 2019, Nielsen Retail Audit Report, Dec 2019, All India

➢Focus on Hair Oils

➢Double our share in Hair Oils

➢Micromarketing

➢Focus on Alternate Channels

➢Leveraging Digital platforms

➢IT & Automation tools

➢Developing Manpower

3

STRATEGIC CHOICES

Strategic Choice 1: Focus on Hair Oils

4

STRATEGIC CHOICE # 1 - FOCUS ON HAIR OILS

LEVERAGE STRONG EQUITY OF BAJAJ IN HAIR OILS

DRIVE GROWTH WITH ADHO AND BUILD A STRONGER HAIR

OILS PORTFOLIO

Do More Of What We Are Known For

5

WHY HAIR OILS?

6

INDIAN IN NATURE

PART OF THE LEGACY HANDED OVER FROM ONE GENERATION

TO ANOTHER

DEEPLY PENETRATED

93% INDIAN HOUSEHOLDS USING HAIR OILS

PENETRATION ACROSS SEC

SEC A/B/C HOUSEHOLDS IN URBAN & RURAL

FRAGMENTED CATEGORY TOP 10 Hair Oil BRANDs

CONTRIBUTE ONLY 75.2% of total branded hair oil market

LARGE & GROWING FAST

13,633 CR CATEGORY GROWING AT 4.7 % (YTD’19). CAGR OF 11.1% OVER LAST 2

YEARS

Source: Nielsen Retail Audit Report, Dec 2019, All IndiaHH Penetration Kantar, Dec 2019,

Strategic Choice 2: Double Share in Hair Oil

7

STRATEGIC CHOICE # 2 – Double market share within Hair Oils

MAXIMIZE REACHTHROUGH 360 MEDIA

SUPPORT & Digital Platform

EXPAND DIRECT DISTRIBUTION

PORTFOLIO PLAY –MORE SKUS, MORE

CATEGORIES WITHIN HAIR OILS

8

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I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I I L _________________________ ______ •

Strategic Choice 3: Micromarketing

9

STRATEGIC CHOICE #3 - MICROMARKETING

Strategy Not For StatesBut By Clusters

CLUSTER BASED APPROACH CATERING TO UNIQUE NEEDS OF

CONSUMERS

PILOT IN 2 STATES SHOWS SIGNS OF SUCCESS

10

WHY MICROMARKETING?

• India is not a homogenous market

• India is a continent consisting of different markets across states

• Different cultural nuances across the country makes it difficult to make a single marketing plan for the product

• Hence different marketing plan across different states and districts

11

STRATEGY IN ACTION – STATE 1

USE OF LOCAL CELEBRITY

HIGH SOV = 20%

HIGHEST SOV IN THE CATEGORY

FOCUS ON HERO SKUS – 160ml & 50ml

COVERAGE EXPANSIONSource: Nielsen Retail Audit Report – Dec 19.

12

7.67.4

7.67.4

7.6 7.7

8.2

8.79.0

9.5

8.7

9.8 10.0

10.7

6.7

6.0 5.9

6.2

5.7 5.7

6

5.0

6.0

7.0

8.0

9.0

10.0

11.0

JUN19 JUL19 AUG19 SEP19 OCT19 NOV19 DEC19

MS VAL% - State 1

State 1 S1 Urban S1 Rural

Pilot

l

STRATEGY IN ACTION – STATE 2

HIGH SOV = 21% COVERAGE EXPANSION

RURAL ACTIVATIONS PORTFOLIO PLAY

ADHO + AHO+CAD Source: Nielsen Retail Audit Report – Dec 19. 13

16.1

16.416.7

16.5

17.6

18.318.5

16.116.9

17.718.0

19.3

18.5

19.7

16.116.1 16.0

15.4

16.2

18.1

17.5

14.0

15.0

16.0

17.0

18.0

19.0

20.0

JUN19 JUL19 AUG19 SEP19 OCT19 NOV19 DEC19

MS VAL % - State 2

State 2 S2 Urban S2 Rural

Pilot

t _ _,.

Strategic Choice 4: Driving growth with Alternate Channels

14

GROWTH FUELLING CHANNELS– MT & E-COMMERCE

1. HIGH GROWTH CHANNEL ( CAGR~ 20%)

2.HAIR OIL STILL UNDERDEVELOPED

NASCENT CATEGORY

EXPANDING FAST

15

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GROWTH IN ALTERNATE CHANNELS

Focus on Ecom: Doubled

Market Share of ADHO in Grofers*

Use of Visibility & Activations

Higher Share in Key Chains

* Period: Oct-Dec’19

16

Target Independent MT

Chains mushrooming in Tier 2 and Tier 3

cities

20.8%26.2%

13.2%22.5% 20.0%

Rel

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Market Share Val - Dec'19

MS VAL - (DEC'19)

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Strategic Choice 5: Leveraging Digital Platforms

17

WINNING CONSUMER MINDSPACE DIGITALLY

IMPACTFUL USER GENERATED

CONTENT FOR ENGAGEMENT –

TIKTOK

PRESENCE ACROSS PLATFORMS FOR BUILDING REACH

CURATED CONTENT TAILORED FOR

SEGMENTS

10% OF TOTAL INVESTMENTS ON

DIGITAL

18

... Hat r II

l rabatir Chupkotha S1 E 3 82 • Today lrabati Meet Jh1 lum

FHiiiiM

Aarushi learns the truth about her father w hile lrabati

decides to face Jhelum at her den. However, a hu ... more

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< #TheCombOrop

--------------------------· --------------------------· I--------------------------•

CONSISTENT SUCCESS STORIES FROM DIGITAL

1 millionunique creators

3 millionvideos uploaded

3.2 billiontotal views

User generated content with #TheCombDrop in December

TIK TOK YOUTUBE

>50% VTRno of users who

view the ad when exposed

~40% higher than industry benchmark

First 3 days of Campaign

3 Curated Videos on YouTube in Jan

19

00:01 llol @ 8

#TheCombDrop

t:I Favorlte

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bajaj ALMOND DROPS

NON STICKY HAIR OIL

#Wherels YourHai11

Strategic Choice 6: IT Initiatives & Automation

20

lll!Jlll .. ::.,,a I

Strategic Choice 6: IT INITIATIVES & AUTOMATION

REAL TIME DATA REPORTING TO ALLOW EASE OF DECISION MAKING

ARTIFICIAL INTELLIGENCE TOOL FOR SALES SALES DATA ANALYSIS AND PREDICTIVE SALES TRENDS

21

S/4HANA

--------------------------------------------------------·

HR Automation tool – Success Factor

Employee Central

• Employee Life-CycleProcesses

• Employee Self Service• Manager Self Service

Performance Management

• Goal Setting• Mid-Year Review• Stakeholder Feedback• Year-End Review

Succession & Development

Succession PlanningCareer Paths

RecruitmentSourcing to Onboarding

L&D• Learning Plans• Individual development

plans• Online learning• Evaluation

HR Automation Project initiated in Oct’19Go-live by April 1, 2020

One of the most reputed HCM solution used by over 100 Mn users globally, across 100 countries

22

Strategic Choice 7: Developing Manpower

23

Winning with People

• Mr. Jaideep Nandi joined BCCL as Chief Executive Officer effective January 2, 2020Critical Hiring

• Mid-Year reviews completion

• Talent Assessment for front line sales team

• 360-degree feedback survey for employees at AGM & above levels

• Focused learning interventions for Sales

Talent Management

• Personal coaching sessions were organized for high potential employees

• Group Coaching Sessions conducted for the front-line sales teamCoaching

• Multiple initiatives like Joy of Giving, Health & Wellness Week, Yoga Day, Diwali & Christmas celebration were organized across the organization.

Engagement & Celebration

24

Kushagra Nayan BajajChairman

Sumit MalhotraManaging Director

Ankit ChudiwalaHead - Internal Audit

Devendra JainHead - Supply Chain and Procurement

Makarand KarnatakiHead - Legal

Dipankar GhoshAssistant Vice President - Human Resources

Naresh GehlaudHead - Operations

Dilip Kumar MalooChief Financial Officer

Rajat GhoshHead - Sales

Abhishek PrasadHead - Marketing

He has been appointed as ManagingDirector of the company with effectfrom August 08, 2011. He holds abachelors degree in pharmacy from IIT -Benaras Hindu University, Varanasi anda PGDBM from IIM - Ahmedabad. He hasover 31 years of experience in the FMCGsector.

Joined BCCL in Feb 2017. He is aqualified Chartered Accountant (ICAI),Company Secretary (ICSI) and L.L.B(Government Law College, Mumbai),with 15 years of core experience inInternal Audit, Risk Management,Financial Controlling and ManagerialFinance.

Joined BCCL in Sep 2017. Makarand is Commerceand Law Graduate from Mumbai University andalso a member of Institute of Company Secretariesof India. He has 20 years of experience andworked with organizations like Colgate-Palmolive(India) Ltd. & Godrej Agrovet Ltd.

Joined BCCL on Aug 2018. He is Fullbright Fellow and holds aMBA from Jadavpur University and has 20+ years ofexperience in organizations like Diageo & Tata Motors.

Joined BCCL on May 2018. He is an ElectricalEngineer and a MBA in Marketing and has 23+years of experience in organizations likeEmami & Marico.

Joined BCCL on May 2018. He holds a MBA from FMS, Delhiand has 20 years of experience in organizations like ReckittBenkiser, Kraft Heinz & Pidilite.

Joined BCCL on April 2016. He is a PGDBM from IMT,Ghaziabad and has 21 years of experience inorganizations like Dabur and Britannia

Dharmesh SanghaviHead - IT

Dr. Suman MajumderHead – R&D

Joined BCCL on May 2019. He holds a Ph.D. inOrganic Chemistry from Center of AdvancedStudies, Kolkata and has over 15 years of richexperience in various R&D role in organizationslike Avery Dennison India, L’oreal and Unilever.

Joined BCCL on Sep 2012. He is a computerEngineer and a diploma in Business Managementfrom ICFAI University, Dehradun and has 14 yearsof experience in organizations like Yash BirlaGroup & The Loot India (P) Ltd

Joined BCCL on Nov 2015. He is a Civil Engineer & MBA and has15 years of experience in organizations like GSK, Johnson &Johnson. & Dabur

Joined BCCL on April 1991. He is a qualified CA & CSprofessional and has more than 30 years of experienceacross Finance, Accounts, Taxation & Secretarial

Rohit SaraogiAssistant Vice President - Finance

Joined BCCL on Mar 2019. He is a commerce graduate from St.Xavier’s, Kolkata and a qualified CA & CS Professional and has 17years of experience in organizations like Diageo India & Marico.

Jaideep NandiChief Executive Officer

He has been appointed as CEO of thecompany with effect from January 02,2020. He is a Mechanical Engineer fromJadavpur University and PGDBM from IIM- Bangalore. He joins us from Asian Paintswhere he has spent an extremelysuccessful and well-rounded professionalcareer of 29 years.

Dipen P DalalHead - Alternate Trade Channels

Joined BCCL on May 2018. He has completed

his PG Diploma in Supply Chain Management

from Symbiosis Centre for Distance Learning,

Pune and has 20 years of experience in

organizations like Piramal Enterprises Ltd,

Reliance Retail Ltd & Reliance Industries Ltd.

Apoorv Nayan BajajExecutive President J

Key Indicators

26

Factory (8)

OWN – Himachal Pradesh -1, Uttarakhand- 1,

Guwahati 1

THIRD PARTY - Himachal Pradesh-2, Baroda -1

Uttarakhand- 2

Central Warehouse (2)

Regional Distribution Centre

Urban Distribution Rural Distribution

Redistribution Stockist

754

Retail Outlets

16,02,468

Super Stockist - 315

Sub-Stockist- 7800

Retail Outlets –

24,32,450

Distribution Network Distribution Structure

The company reaches consumers through 4.03 Million

retail outlets serviced by 8869 distributors

757

774

247

297

294

84

265

20

2381713

786

271

120

53

80

386

565

170233

121

72

04

317

08

1704

02

60

Total Stock Point (Direct + Indirect)

Registered Zonal Office

Regional Zonal Office

01

09

Strong Distribution Network

27

Source: Nielsen Retail Audit Report, Dec 2019

- -- - -

• 0 D

28

✓ Our distribution has reached 40.3 lakh outlets as per Nielsen data

Sales & Distribution

35

35.8

36.5 36.6

37.6 37.5 37.4

37

37.6

38

37.637.9

39

39.739.9

39.6

40.1 40.1 40.1 40.140.3

32

33

34

35

36

37

38

39

40

41

Mar

-15

Ap

r-1

5

May

-15

Jun

-15

Jul-

15

Au

g-1

5

Sep

-15

Oct

-15

No

v-1

5

Dec

-15

Jan

-16

Feb

-16

Mar

-16

Ap

r-1

6

May

-16

Jun

-16

Jul-

16

Au

g-1

6

Sep

-16

Oct

-16

No

v-1

6

Dec

-16

Jan

-17

Feb

-17

Mar

-17

Ap

r-1

7

May

-17

Jun

-17

Jul-

17

Au

g-1

7

Sep

-17

Oct

-17

No

v-1

7

Dec

-17

Jan

-18

Feb

-18

Mar

-18

Ap

r-1

8

May

-18

Jun

-18

Jul-

18

Au

g-1

8

Sep

-18

Oct

-18

No

v-1

8

Dec

-18

Jan

-19

Feb

-19

Mar

-19

Ap

r-1

9

May

-19

Jun

-19

Jul-

19

Au

g-1

9

Sep

-19

Oct

-19

No

v-1

9

Dec

-19

Distribution Outlets ADHO (in Lacs)

29

Sales Value Breakup by Channel (Q3 FY 20)

Channel Q3 FY20 Growth Q3 FY20Salience%

General Trade 84.61% -7.67%

Modern Trade 9.62% 8.50%

Total Domestic excluding CSD 94.23% -6.24%

Canteen Stores Department 3.06% -30.77%

Total Domestic 97.29% -7.27%

International Business 2.71% -13.01%

Total For the Company 100.00% -7.44%

30

Standalone Financials

Particulars Q3FY20 Q3FY19 Growth% 9M FY20 9M FY19 Growth%

Sales 205.47 221.98 -7.44% 649.12 642.68 1.00%

Revenue from Operations 211.48 229.57 -7.88% 668.81 663.70

EBITDA 55.69 72.39 -23.07% 191.20 204.80 -6.64%

EBITDA % 27.10% 32.61% 29.45% 31.87%

Other Income 9.02 7.38 21.53 15.67

Profit before Tax 60.69 76.60 -20.77% 201.20 210.97 -4.63%

Tax 10.61 16.51 35.16 45.46

Profit after Tax 50.08 60.09 -16.66% 166.03 165.51 0.31%

PAT % 24.37% 27.07% 25.58% 25.75%

Rs. Crs

Breakup of Material Costs (for Q3 FY 20)

30%

25%14%

9%

22%

% to Total Cost

LLP

Bottles

Refined Veg. Oil

Perfumes & other additives

Others

31

_J

• ■

■

Change in prices of Key Ingredients

63.65 61.93 59.39 60.36

0

20

40

60

80

100

Qtr3 FY19 vs FY20 9MFY19 v FY20

Am

ou

nt

(Rs.

)

Per Kg Rates of LLP

86.46 84.15 87.40 85.34

0

20

40

60

80

100

Qtr3 FY19 vs FY20 9MFY19 v FY20

Am

ou

nt

(Rs.

)

Per Kg Rates of Refined Veg. Oil

32

Performance over the last 15 quarters

1.8

0%

3.4

7%

-4.7

5%

-1.9

4%

-3.6

0%

3.8

4%

5.8

6%

5.0

1%

9.4

5%

1.0

1%

12

.50

%

11

.10

%

8.1

4%

2.6

5%

-7.4

4%

0.7

7%

-6.4

6%

-6.8

9%

-7.7

7%

5.0

9%

5.1

7%

5.8

6% 8.6

8%

-2.8

2%

7.0

0%

5.5

0%

4.6

6%

-0.2

2%

-8.6

2%

35.37% 34.82%33.44% 32.96%

31.51%29.26%

35%34.08%

32.79%

30.10%

32.61% 33.17%30.93% 30.12%

27.10%

-15.00%

-10.00%

-5.00%

0.00%

5.00%

10.00%

15.00%

20.00%

25.00%

30.00%

35.00%

40.00%

Q1FY17 Q2FY17 Q3FY17 Q4FY17 Q1FY18 Q2FY18 Q3FY18 Q4FY18 Q1FY19 Q2FY19 Q3FY19 Q4FY19 Q1FY20 Q2FY20 Q3FY20

Gr (Value)

Gr (Vol)

EBIDTA

33

--

Dividend Payout History

YearNo. of Shares

(in Lacs)Face Value

Dividend Payout(Rs in Lacs)

% to CapitalDividend 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% 9.5034

For more information & updatesContact:

Mr. Kushal Maheshwarikushal@bajajconsumer.com

Thank you

35