6. Dabur – A Leader in Ayurveda & Natural Healthcare
Established in 1884 – 135 years of trust and heritage
Among the Top 4 FMCG companies in India
One of the largest distribution network in India, covering
~6.7 mn outlets
20 world class manufacturing facilities
Strong overseas presence with ~27% contribution
Market Cap: ~US$ 12 bn
8. Healthcare
(32.3%)
HPC
(50.6%)
Foods
(17.1%)
India Business – Category-Wise
Note: FY19 Growth refers to GST adjusted
growth (like-to-like)
Category Key Brands
Revenue
Contributi
on (FY19)
FY19
Growth
H1 FY20
Growth
Health Supplements 17.6% 14.6% 16.7%
Digestives 5.9% 16.4% 14.2%
OTC & Ethicals 8.9% 13.7% 9.6%
Hair Care 21.6% 14.8% 8.0%
Oral Care 16.8% 9.5% 7.8%
Home Care 6.9% 13.0% 8.7%
Skin Care 5.3% 17.2% 6.6%
Foods 17.1% 8.1% (1.5%)
9. Market Leadership in Most Categories
Honey Chyawanprash Baby
Massage Oil
Glucose Hair
Oils
Oral
Care
Skin Care -
Bleaches
Toilet
Cleaners
Air
Fresheners
Mosquito
Repellant
Creams
Juices
#1 #1 #2 #2 #2 #3 #1 #2 #1 #1 #1
#Relative Competitive
Position1
Healthcare Home and Personal Care Foods
Leading position in key categories across verticals
1. Position basis Nielsen Market Share
data MAT Sep’19
12. • HUL: Clinic Plus, Lifebuoy,
Pears, Dove, Lakme,
Sunsilk, Vaseline, Fair &
Lovely, etc
• ITC: Vivel, Fiama Di Wills,
Engage, Savlon, Superia
• GCPL: Cinthol, Godrej No.
1, Godrej Nupur, Godrej
Expert, Renew, etc.
• P&G: Vicks, Oral-B, Olay,
Gillette, Pampers, etc.
• Colgate Palmolive
India: Toothpaste,
Toothbrushes,
Mouthwash,
Toothpowder, Palmolive
thermal spa, etc
Leading FMCG Companies in the Personal Care Segment
• ITC: Aashirvaad, Sunfeast,
Bingo! Yippee! Kitchens of
India, B Natural, mint-o,
Candyman
• Amul: Amul Milk, Cheese, Ice
Cream, Mithai Range,
Chocolates, Buttermilk,
beverages
• Parle: Agro Frooti, Café Cuba,
Hippo, Maaza, Parle-G,
Melody, Mango Bite, Poppins,
Kismi Toffee Bar, Monaco, and
Krack Jack
• Britannia: Industries Dairy
products, Biscuits (Vita Marie
Gold, Tiger, Nutrichoice Junior,
Good day, 50 50, Treat, Pure
Magic, Milk Bikis, Good
Morning, Bourbon), bread,
etc.
• Nestle: Nescafé, Kit Kat,
Maggi, etc.
• HUL: Wheel detergent,
Cif Cream Cleaner,
Comfort fabric
softeners, Domex
disinfectant, Surf Excel
detergent, Vim, etc.
• Reckitt
Benckiser: Lysol, Air
Wick, Mortein, Harpic,
etc.
• Surfactants: Xpert
Ultra Gel (Liquid), Ghari
Detergent Powder,
Ghari Detergent Cake,
etc.
• P&G: Ariel, Tide, Ambi
Pur, etc.
• GCPL: Goodnight, HIT,
Aer, Ezee, etc.
PP
F & B
Household
13. • Key Regions in International Business
Namaste U.S.
UK & Europe
MENA
SSA
NA Ethnic
Turkey
Egypt
SAARC
Present in 100+
countries
MiddleEast
27.1%
Africa
22.1%
Europe
12.2%
Americas
13.8%
Asia
24.8%
Key Regions in International Business
14. 13.7%
17.3%
14.9%
17.3%
21.1%
9.3% 9.3%
FY19 Growth %
Media spends
increased by
20% for Power
brands, while
for the domestic
business the
increase was
6%
Healthcare Home &
Personal Care
Foods
Power Brands Strategy
22.4%
15. Increasing Reach
Increasing Total Reach Increasing Direct Reach
One of the largest distribution networks in FMCG covering 6.7 mn+ outlets
0.91
1.02
1.10
1.18
1.20
FY17
FY18
FY19
H1 FY20
FY20E
Aim to increase direct reach to
1.2 mn outlets by end of FY20
6.4
6.7
FY18 FY19
(in mn
outlets)
16. Urban Focus
Improved Engagement
(Buniyaad Munafa – OFO Channel Program)
Enhance Shelf Share
Shopper Engagement
(In-shop promoters and in-store activations)
Modern Trade
Growing in
double digit
~15%
Saliency
Growing
by
~50%
~2%
Saliency
E-commerce
E-comm
Business Partners
17. 41,473
44,068
51,158
55,000
FY18 FY19 H1 FY20 FY20E
Rural Focus
Portfolio as per
Consum
er
Preferen
ces
Increasing Reach Building Rural Infrastructure
Focus on LUPs
~1,400
Rural Sales Force
45%
FY19 Contribution to
Sales
395
Super stockists
13,008
Sub-stockists
(1,338 added in H1)
Increasing Village Coverage
18. Manufacturing Footprint in India
`
Jammu
Pantnagar
Baddi
Sahibabad
Tezpur
Silvassa
Nasik
Pithampur
NarendrapurKatni
Alwar
Newai
19. Master brand for
Natural Health care
products
Digestives
Fairness bleaches &
Skin Care
Premium Personal
Care products
Fruit-based
beverages
five Master Brands are:
Power Brands
20. Health Supplements
32.3% 41%
India
Our India business comprises three key categories of Health Care; Home &Personal Care
and Foods. We have a strong distribution network within the country, covering both urban
and rural markets, with our products reaching nearly 6.7 million retail outlets.
Health care
611crore 676 crore
Netsalesin
Q3FY-19
Netsalesin
Q3FY-20
ofour domesticFMCG
business
ofour domesticFMCG
business OTC & Ayurvedic ethical
Digestives
Contribution
21. Home & Personal Care
Hair care
Skin Care
Home care
Oral care
46.5%50.6%
742crore 766crore
Netsalesin
Q3FY-19
Netsalesin
Q3FY-20
ofour domesticFMCG
business
ofour domesticFMCG
business
Home & Personal Care
23. 71.1
%
26.1
%
2.8
%
72.2
%
25.0
%
2.8
%
Q3 FY20 – Business Overview
Q3 FY19 Q3 FY20
Domestic International Others
• Contribution of Domestic FMCG reduced from 72.2% to 71.1%
• International Business contributed 26.1% as compared to 25.0%
last year
24. Healthcare (HC) – Q3 FY20
Health Supplements Digestives OTC Ethicals
Growth % 12.2% 15.9% 5.5% 2.7%
Category
Highlights
• Strong double-
digit growth in
Chyawanprash
• Dabur’s market share
in Chyawanprash
category increased by
~314 bps
• Driven by
continued
strong
performance of
Hajmola tablets
• Pudin Hara
Lemon Fizz
reported strong
double- digit
growth
• Strong
growt
h in
Honitu
s
brand
• High base
growth of
17.7% for OTC
• Ethicals’
performance was
relatively muted on
account of high
base growth of
17.4% in Q3 FY19
• YTD growth of
7.6% indicative of
underlying growth
Honitus - Metro Station
Branding in
Delhi & Kolkata
Dabur Honey –
new TVC
Dabur Chyawanprash –
Changing
Weather TVC 2
25. Home & Personal Care (HPC) – Q3 FY20
Oral Care Hair Oils
Shampoo & Post
Wash
Home Care Skin & Salon
Growth % 8.5% 0.4% 5.1% 2.5% (0.3%)
Category
Highlights
• Red Toothpaste
grew by 9.5%
• Babool Franchise
reported 5%
growth
• Lal Dant Manjan
grew by 10.4%
• Market share in
toothpastes
improved by ~30
bps
• Growth
impacted by
category slow
down
• Market share in
hair oils
increased by
~50 bps
• Sarson Amla
and Brahmi
Amla
recorded
double digit
growth
• Vatika
Shampoo
bottles
growing in
double digits –
bottles saliency
going up
• Market share in
shampoo
category
increased by
~60 bps
• Strong growth
in Odomos
with gain in
market share
• Odonil
Aerosols
reported
strong
growth
• Skin Care was
relatively
muted on
account of
consumption
slowdown
and high
base growth
of 19.3%
Babool Ayurvedic – New TVC Dabur Red – New TVC Dabur Amla – World’s No. 1 Hair Oil
26. Foods – Q3 FY20
Foods
Growth % (1.7%)
Category
Highlights
• As per Nielsen, J&N category declined by 11.6% (in volume) in Q3 due to
downtrading to lower priced alternatives
• Excluding Diwali Gift Packs, Real fruit juices grew by ~5%. Diwali Gift Packs were impacted
by the shift in
Diwali this year (from Nov in 2018 to Oct in 2019)
• Real Activ grew by 17% on the back of strong growth in Activ Coconut Water and
institutional business
• Market share of Real Fruit Juices increased by 530 bps to touch 62.4%
• Culinary business under Hommade brand reported strong double-digit growth
Real – Diwali Gift Packs
Real Activ Coconut Water –
Digital
Campaign Hommade – Digital Campaign
27. Real Fruit ORS
GlucoPlus C – Mango
Flavour
Fem Hair Removing
Cream
(Relaunch)
INR 10 SKU of Real
Koolerz Mango
Babool Ayurvedic Toothpaste
Real Masala Range
Mixed Fruit and Aam Panna
Real Mixed Berries
27
New Product Launches/ Re-launches in Q1 FY20
28. • Definition : The segment
Hair Care covers all
products used for the
care and styling of hair.
This includes shampoo,
conditioner, hair masks,
styling products and hair
color. Excluded are
shower gels, shaving
products, professional
hair products or hair
salon services.
Hair Care
• Revenue in the Hair Care
segment amounts to
US$2,891.5m in 2020. The
market is expected to grow
annually by 6.9% (CAGR 2020-
2023).
• In global comparison, most
revenue is generated in the
United States (US$13,011m in
2020).
• In relation to total population
figures, per person revenues
of US$2.10 are generated in
2020.
29. HIGHLIGHTS
• Revenue in the Food market
amounts to US$287,538m in 2020.
The market is expected to grow
annually by 5.9% (CAGR 2020-
2023).
• The market's largest segment is the
segment Processed Vegetables,
Fruit & Potatoes with a market
volume of US$73,856m in 2020.
• In global comparison, most
revenue is generated in the United
States (US$702,061m in 2020).
• In relation to total population
figures, per person revenues of
US$208.36 are generated in 2020.
• The average per capita
consumption stands at 193.0 kg in
2020.
FMCG - FB
Alcoholic Drinks
•Revenue in the Alcoholic Drinks
market amounts to US$52,575m in
2020. The market is expected to
grow annually by 6.8% (CAGR 2020-
2023).
•The market's largest segment is
the segment Spirits with a market
volume of US$36,944m in 2020.
In global comparison, most revenue
is generated in the United States
(US$259,148m in 2020).
In relation to total population
figures, per person revenues of
US$38.10 are generated in 2020.
