This document provides an overview of ITC Limited, one of India's most valuable and admired companies. It details ITC's strong financial performance over 18 years across key metrics like revenue, profits, and shareholder returns. It also highlights ITC's leadership positions in various industries like cigarettes, FMCG foods, personal care, hotels, paperboards, and others. The document discusses ITC's vision, strategies, and awards and recognizes it as a consistent creator of value and contributor to the Indian economy through its diverse portfolio of businesses.

1. ITC Limited
One of India’s Most Admired and Valuable Companies

2. 2
ITC Performance Track Record
Sensex (CAGR 95-96 to 13-14) : 11.1%
Rs. cr.
1995-96 2013-14
18-yr Cagr
95-96 to 13-14
Net Revenue 2,536 32,883 15.3%
PBDIT 584 13,562 19.1%
PBIT 536 12,662 19.2%
PBT 452 12,659 20.3%
PAT 261 8,785 21.6%
Capital Employed 1,886 27,626 16.1%
ROCE % 28.4 45.8
Market Capitalisation 5,571 280708 24.3%
Total Shareholder Returns % 25.9
Market Cap and TSR based on FY-end prices

3. 3
 Consistent performance over 18 year, 10 year, 5 year and 3 year horizons
 In terms of Revenue, Profits, TSR Vs. Sensex
Consistency of Performance
95-96 to
13-14
03-04 to
13-14
08-09 to
13-14
10-11 to
13-14
18 years 10 years 5 years 3 years
NTO 15.3% 17.7% 16.1% 15.8%
PAT 21.6% 18.6% 21.9% 20.8%
TSR 25.9% 28.7% 33.7% 26.4%
Sensex 11.1% 14.9% 18.2% 4.8%
CAGR
TSR and Sensex returns based on Mar-end ofeach FY

4. 4
ITC’s ranking
Amongst all listed private sector cos.
PBT: No. 6
PAT: No. 5
Market Capitalisation: No. 3
Note: Based on Published Results for FY14, Market Capitalisation based on 30th Jun 2014

5. 5
ITC is the only Indian Company to be ranked
amongst the Top 10 global FMCG companies in
value creation during the period 2008-12
(Boston Consulting)

6. 6
 One of the foremost in the private sector in terms of :
– Sustained value creation (BT-Stern Stewart survey)
– Operating profits
– Cash Profits
 Only Indian FMCG Company to feature in Forbes 2000 List
– A comprehensive ranking of world’s biggest companies measured by a
composite of sales, profits, assets & market value
 Also ranked amongst the Top 10 global FMCG companies in terms of value
creation during the period 2005-2009 by Boston Consulting Group. Is the only
Indian company to feature consistently amongst the Top 10 global FMCG
companies.
One of India’s most valuable and admired companies

7. 7
Awards & Accolades (1)
Harvard Business Review ranked
ITC Chairman Y C Deveshwar as
the 7th Best Performing CEO in
the World
ITC conferred
the prestigious
‘World
Business and
Development
Award 2012’
at the Rio+20
UN Summit for
its Social and
Farm Forestry
Initiatives
Chairman Y C
Deveshwar was
conferred the
Padma Bhushan by
the Government of
India (2011)
ITC Grand Chola,
the world’s largest
LEED Platinum
rated hotel in the
New Construction
category, launched
in September 2012

8. 8
Awards & Accolades (2)
Businessworld
FICCI CSR
award in Large
Enterprise
category
Best Overall Corporate
Social Responsibility
Performance : Institute
of Public Enterprise
AIM Asian CSR
Award by the
Asian Forum
on Corporate
Social
Responsibility
Rainforest Alliance
awarded ITC's
Bhadrachalam Unit,
the Forest
Stewardship
Council Forest
Management
certification
ITC Hotels
awarded the
‘Most Trusted
Hotel brand’ in
the Public
Choice Honours
category at the
Times Travel
Honours

9. 9
Accolades & Awards (3)
• e-Choupal initiative wins global recognition:
– World Development Report 2008 published by World Bank
– Stockholm Challenge Award 2006 in the Economic
Development category which recognises initiatives that
leverage Information Technology to improve living conditions
and foster economic growth in all parts of the world.
– First Indian Company and second in the world to win the
Development Gateway Award 2005 for its trail-blazing e-
Choupal initiative
– Corporate Social Responsibility Award from The Energy and
Resources Institute (TERI)
– World Business Award 2004: International Chamber of
Commerce & the HRH Prince of Wales & International
Business forum
– Harvard University case study
– Applauded by the then President of India Dr APJ Kalam in
his “special address during the national symposium to
commemorate 60th year of Independence”

10. 10
Accolades & Awards – 2013/14
• ITC was ranked 3rd among 40 leading companies in the Nielsen Corporate Image Monitor 2013-
14, and was featured among the top 5 most admired companies in India. ITC was also perceived
to be the ‘Company most active in CSR’ for the third year in a row.
• ITC voted among the top two “Buzziest Brands” in the “Corporate” category by “afaqs”, one of
the world’s largest marketing and advertising portals.
• The ITC Green Centre at Manesar was awarded the 5 Star rating by the Bureau of Energy
Efficiency, Government of India.
• ITC Hotels was recognised as the Most Respected Company in the Hospitality category by the
Business World Magazine.
• ITC’s Paperboards and Specialty Papers Business has been
conferred the Green Product of the Year award at the India
Green Business Summit 2014.
• ITC’s Agri Business has bagged the Rural Marketing
Association of India (RMAI) Flame Award 2013 in the
category of excellence in Brand Promotion.

11. 11
ITC’s Vision

12. 12
ITC’s Vision
 Make a significant and growing contribution towards :
• mitigating societal challenges
• enhancing shareholder rewards
By
• creating multiple drivers of growth while sustaining leadership in
tobacco, and
• focusing on Triple Bottom Line Performance
 Enlarge contribution to the Nation’s
- Financial capital
- Environmental capital
- Social capital

13. 13
Key Corporate Strategies
 Focus on the chosen business portfolio
– FMCG; Hotels; Paperboards, Paper & Packaging; Agri Business, Information
Technology
 Blend diverse core competencies residing in various businesses to enhance
the competitive power of the portfolio
 Position each business to attain leadership on the strength of world class
standards in quality and costs
 Craft appropriate strategy of organisation and governance process to :
– Enable focus on each business and
– Harness diversity of portfolio to create unique sources of competitive advantage

14. 14
ITC Business Portfolio
FMCG
Paperboards, Paper
& Packaging
Hotels Agri Business
Information
Technology
Cigarettes Personal CareFoods Lifestyle Retailing
Education & Stationery Safety Matches & Incense Sticks

15. 15
Strategy of Organisation
Strategic Supervision
Board of Directors
Corporate Management
Committee
Strategic Management
Divisional Management
Committees
Executive Management
 Enabling Focus
 Harnessing Diversity

16. 16
ITC’s Cigarettes Business
 Market leadership
 Leadership across all segments - geographic & price
 Extensive FMCG distribution network
– Direct servicing of 1,00,000 markets & 2 million retail
outlets
 State-of-the-art technology and world class products

17. 17
Cigarette Industry in India
 Cigarettes account for less than 12% of tobacco consumed in India unlike
world pattern of 85% due to prolonged punitive taxation
– Cigarettes (<12% of tobacco consumption in India) contribute the bulk of
Revenue to the Exchequer from tobacco sector
 48% of adult Indian males consume tobacco. Only 10% of adult Indian males
smoke cigarettes as compared to 16% who smoke biris and 33% who use
smokeless tobacco (Source: Global Adult Tobacco Survey India 2010)
 Annual per capita adult cigarette consumption in India is appx. one
ninth of world average

18. 18
Per Capita Consumption of Tobacco in India (gms per year)
Source:World Cigarettes – ERC Statistics, Tob Board & Industry Estimates – gms/Yr
Per Capita consumption is ~60% of World Average
China USA Pakistan Nepal India World
1145
1256
438 461 468
743

19. Per Capita Cigarette Consumption – per annum
Source: The Tobacco Atlas - 4th Edition (American Cancer Society), 2012
Russian Federation Japan China USA Pakistan Nepal Bangladesh India
2786
1841
1711
1028
468 420
154 96
No. of cigarettes per capita per annum
• Although India accounts for 17% of world population, it’s share of world cigarette consumption is just 1.8%
• Per Capita consumption in India ~11% of World average

20. 20
2004-05 2005-06 2006-07 2007-08 2008-09 2009-10 2010-11 2011-12 2012-13 2013-14
563
1013
1704
2511
3014
3642
4482
5545
7012
8122
Rs. crs
Rapid scale up of FMCG businesses…

21. 21
Creating world-class brands for Indian Consumers

22. 22
Branded Packaged Foods
Biscuits, Staples, Snacks, Noodles & Pasta, Confectionery & Ready to Eat

23. 23
Branded Packaged Foods
 Amongst one of the fastest growing Foods business in the country
– Bakery and Confectionery Foods - Biscuits, Confectionery
– Snack Foods - Savoury Snacks, Noodles and Pasta
– Staples, Spices and Ready to Eat Foods - Atta, Salt, Spices, Ready to Eat (RTE)
– Aashirvaad – Staples (Wheat flour, Salt,
Spices), Ready to Eat – Ready Meals, Instant
Mixes
– Sunfeast – Biscuits
– Sunfeast Yippee – Noodles and Pasta
– Bingo! – Potato Chips – Yumitos, Finger
Snacks – Mad Angles, Tedhe Medhe, Tangles,
Galata Masti
– mint-o & Candyman – Confectionery
– Kitchens of India – Ready Meals, Premium
conserves, chutneys & cooking sauces
Atta (wheat flour) - #1 in Branded
packaged Atta among national players
Biscuits - #3 All India
Noodles - #2 All India
Savoury Snacks - #2 All India
Confectionery - #3 in Sugar Confectionery
Ready-to-Eat - Leveraging expertise of
Hotels business. Premium
Conserves/Chutneys– first in India
 Driven by strong brands-

24. 24
 Products
– Notebooks
– Writing
Instruments
(Pen, Pencils etc)
– Scholastic
products
Education & Stationery
 Brands
– Classmate
– Paperkraft

25. 25
Education & Stationery Products Business
 Leverages print and paper know-how to address suitable opportunities in
the stationery market.
 An emerging (currently `12000 cr. Stationery) market in India - growth
driven by increasing cross-cultural exposure, government spending on
education
 Classmate and Paperkraft continue to gain consumer franchise
– Classmate : Market leader in Notebooks segment

26. 26
Personal Care Products
 Brands:
• Essenza Di Wills
• Fiama Di Wills
• Vivel
• Superia
• Engage
 Product portfolio:
• Personal Wash
(Soaps, Shower Gel)
• Deodorants
• Skin Care
(Skin Cream, Face Wash
etc.)
• Hair Care
(Shampoo, Conditioner)
• Talc

27. 27
Personal Care Products
 Current market size estimated at over ` 57000 crores
 Portfolio approach straddling all consumer segments with 4 umbrella brands
– Essenza Di Wills
– Fiama Di Wills
– Vivel
– Superia
 Recently launched ‘Engage’ brand in the fast
growing deodorants segment well received
 Laboratoire Naturel – A state-of-the-art consumer and product interaction
centre – leveraged to launch unique and differentiated products
 Products continue to receive encouraging consumer response

28. 28
Lifestyle Retailing
• Enhanced lustre & premiumness to brand ‘Wills’ to a position of eminence
• Offering a Lifestyle proposition with portfolio straddling multiple genres
- Wills Lifestyle - a fashion destination, offers a choice of super-premium formals, designer,
work, relaxed & evening wear and fashion accessories
- John Players embodies the spirit of the modern youth that is playful, fashionable and cool

29. 29
Lifestyle Retailing
 Upmarket product range available in exclusive Wills Lifestyle stores (92) across 40
cities and more than 700 ‘shop-in-shops’ in leading departmental stores and multi-
brand outlets.
 Strong distribution network in place for the mid-market brand ‘John Players’
– availability in more than 400 Exclusive Branded outlets, 1600 multi branded
outlets and departmental stores
 ‘Club ITC’ – a pan-ITC consumer loyalty programme – with over 1.8 Lakh members,
serves as a platform for creating superior bonding with premium consumers and
leverages synergies between Wills Lifestyle and ITC Hotels

30. 30
Safety Matches & Incense sticks (Agarbattis)
 Current Safety Matches & Incense sticks industry consumer spend
estimated at ~ ` 6,700 crores
 ‘AIM’ – India’s largest selling Safety Matches brand
 ‘Mangaldeep’ : India’s second largest selling Incense sticks brand
 ITC markets its brands with value-added products across price points
 ITC’s Matches & Incense sticks businesses provide livelihood opportunities
to more than 18000 people

31. 31
ITC Hotels
• No. 2 in Size
• No. 1 in Profitability Margin

32. 32
Hotels & Tourism industry
Source: Compendium of Tourism statistics, WTO
 Foreign arrivals into India: ~6.6 million Vs. ~57.7 million in China
– The two nations were on par 2 decades ago
 Today, Beijing alone has as many hotel rooms as the whole of India
 India’s luxury rooms availability lower than even smaller East Asian countries
 Huge potential driven by India’s diversity and economic growth
0
10000
20000
30000
40000
50000
60000
70000
80000
Hong Kong Bangkok Singapore Malaysia India

33. 33
Indian Hotel Industry
 Current supply – ~183,000 rooms of which 5 Star category represents
nearly 50,000 of total inventory
 India needs an additional 50,000 rooms in the next 3/5 years to
service projected tourist arrivals
 Present high levels of room inventory in key Indian cities leading to a
relatively weak pricing scenario to persist over the short term
 As infrastructure for trade & commerce improves - potential for
leisure tourism to grow

34. 34
 100 properties across 70 locations
– 4 Brands – ITC Hotels, WelcomHotel, Fortune & WelcomHeritage
 20 Five-Star Deluxe/ Five-Star Properties with over 4500 rooms
 43 Fortune Hotels with nearly 3600 rooms
 37 WelcomHeritage Properties with over 900 rooms
 Added four new hotels under Management Contract at New Delhi,
Chandigarh, Kollam and Kozhikode in 2013/14.
 ‘ITC Hotels’ rated as greenest luxury hotel chain in the world
– ITC Grand Chola - First 5 Star 'Green Rating for Integrated Habitat Assessment'
(GRIHA) rated luxury hotel by the Ministry of New and Renewable Energy.
 Projects underway at Kolkata, Classic Golf Resort (near Gurgaon) and
Hyderabad.
ITC Hotels

35. “Responsible Luxury” ethos weaved into the Brand Identity
ITC Hotels: World’s Greenest Luxury Hotel Chain
All ITC Luxury Hotels LEED Platinum certified

36. 36
Paperboards & Packaging Business
• No. 1 in Size
• No. 1 in Profitability
• No. 1 in Environmental Performance

37. 37
Indian Paperboard market
 Annual paperboard demand over 2 million tonnes
 Low per capita usage of paper at around 9 kgs p.a. (world average –
over 55 kgs p.a.)
 Indian paperboard market growing at 6% p.a.
 Value-added Paperboards- the fastest growing segment (12% p.a.)
in India driven by :
 Increasing demand for branded packaged products
 Rising Income table and growing consumer base
 Increasing proliferation of organised retail

38. 38
 Market leader in growth segment – Value-Added Paperboards
 World-class contemporary technology
– Ozone bleached Pulp Mill fully operational – one of its kind in Asia meeting world-class
environmental standards
– Fully integrated with in-house pulping capacity at ~3 lakh MT
 Internationally competitive quality and cost
 Social farm forestry in mill command area to improve access to cost effective fibre &
to attain self-sufficiency
– Biotech research based high yielding clones – effectiveness tested in approx. 165000
hectares
 Newly commissioned 1 lakh MT per annum Paperboard machine running well
 ITC’s packaging SBU - India’s largest converter of Paperboard into high quality printed
packaging
– Provides superior packaging solutions to the cigarettes and new FMCG businesses
– Leading supplier to Indian FMCG industry
– Fully integrated packaging unit at Haridwar operationalised and running well
ITC’s Paperboards, Paper & Packaging businesses

39. 39
Agri Business
• No. 1 in Leaf Tobacco
• No. 2 in Agri commodities
• Pioneer in rural transformation

40. 40
Indian Leaf Tobacco industry
 India – the second largest producer of tobacco
 However, India’s share is only at 8% of world tobacco trade
 ITC – India’s largest buyer, processor, consumer & exporter of cigarette
tobaccos
– 5th largest leaf tobacco exporter in the world
 Pioneering cultivation of flavourful Flue-cured and superior Burley
tobaccos in India
 Robust growth in exports in recent years with improvement in realizations

41. 41
ITC’s Agri Commodity Business
 Distinctive sourcing capability for ITC’s Foods businesses
 Farm linkages in 17 States covering Wheat, Soya, Potato, Coffee etc.
 Unique Customer Relationship Management programme for commodity customers
in both domestic and international markets
 Leveraging Information Technology for the transformational ‘e-Choupal’ initiative
– Rural India’s largest Internet-based intervention
– Over 35000 villages linked through around 6100 e-Choupals servicing around 4
million farmers
e-choupal: Strategic Thrust
 Procurement: cost & quality optimisation
– strategic sourcing support to the Foods business (support creation of verticals in wheat,
potato etc.)
– cost-effective sourcing for exports/domestic external business
 Rural retail
– 24 Choupal Saagars operational

42. 42
ITC - Key Financials – 2013/14
Rs. Cr.
2013-14 2012-13 Goly %
Gross Turnover 46713 41810 11.7
Net Turnover 32883 29606 11.1
PBDIT 13562 11566 17.3
PBIT 12662 10771 17.6
PBT 12659 10684 18.5
PAT 8785 7418 18.4

43. 43
Segment Revenue - 2013/14
Rs. Cr.
2013-14 2012-13 %
Segment Revenue (Net)
a) FMCG - Cigarettes 15456 13970 10.6
- Others 8099 6983 16.0
Total FMCG 23555 20953 12.4
b) Hotels 1133 1074 5.5
c) Agri Business 7752 7201 7.7
d) Paperboards, Paper & Packaging 4861 4237 14.7
Total 37301 33464 11.5
Less : Inter segment revenue 4418 3859 14.5
Net sales / income from operations 32883 29606 11.1
Full Year
GOLY(%)

44. 44
Segment Results - 2013/14
Rs. Cr.
2013-14 2012-13
Segment Results
a) FMCG - Cigarettes 9858 8326 18.4
- Liab. no longer reqd. written 158 0
FMCG - Cigarettes 10016 8326 20.3
- Others 22 (81)
Total FMCG 10038 8245 21.7
b) Hotels 140 138 1.5
c) Agri Business 835 731 14.2
d) Paperboards, Paper & Packaging 892 964 (7.4)
Total 11905 10078 18.1
Less: i) Finance Costs 38 86 (56.4)
Liab. no longer reqd. written back (35) 0
Finance Costs 3 86 (96.6)
ii) Other Unallocable Exp/(Inc.) - Net (757) (693) 9.3
Profit Before Tax 12659 10684 18.5
Full Year
GOLY(%)

45. 45
Segment Capital Employed - 2013/14
2013-14 2012-13
Capital Employed
a) FMCG - Cigarettes 5705 4953
- Others 3384 2532
Total FMCG 9089 7485
b) Hotels 3625 3460
c) Agri Business 2052 1257
d) Paperboards, Paper & Packaging 5319 4958
Total Segment Capital Employed 20086 17160
FY14
Rs. Cr.

46. 46
ITC - Key Financials – Q1 2014/15
Rs. Cr.
Q1 14/15 Q1 13/14 Goly %
Net Revenue 9164 7339 24.9
PBDIT 3512 2994 17.3
PBIT 3281 2779 18.0
PBT 3266 2762 18.2
PAT 2186 1891 15.6

47. 47
Segment Revenue - Q1 2014/15
` Crs.
Q4
2013-14 2014-15 2013-14
Segment Revenue (Net)
4079 a) FMCG - Cigarettes 4201 3537 18.8
2315 - Others 1935 1745 10.9
6393 Total FMCG 6136 5282 16.2
321 b) Hotels 249 250 (0.5)
2004 c) Agri Business 3296 2189 50.6
1261 d) Paperboards, Paper & Packaging 1288 1163 10.8
9979 Total 10969 8884 23.5
834 Less : Inter segment revenue 1804 1546 16.8
9145 Net sales / income from operations 9164 7339 24.9
Q1
GOLY(%)
Rs. Cr.

48. 48
Segment Results - Q1 2014/15
` Crs.
Q4
2013-14 2014-15 2013-14
Segment Results
2552 a) FMCG - Cigarettes 2722 2242 21.4
43 - Others (16) (19) 17.6
2595 Total FMCG 2706 2223 21.7
60 b) Hotels (12) 9 NA
145 c) Agri Business 202 199 1.6
188 d) Paperboards, Paper & Packaging 275 252 9.3
2989 Total 3171 2683 18.2
10 Less: i) Finance Costs 15 17 (10.6)
(244) ii) Other Unallocable Exp/(Inc.) - Net (109) (97) 13.3
3223 Profit Before Tax 3266 2762 18.2
Q1
GOLY(%)
Rs. Cr.

49. 49
ITC’s Economic Contribution to the Nation
10 year Value addition ~ Rs. 1.9 lakh crore (US$ 39 billion)
– ~75% of value addition accrued to the Exchequer
• Among the top tax payers in the nation (Private sector)
• Excise payments represent ~ 7% of India’s total Excise collection
Foreign exchange earnings in the last 10 years: USD 6 bln
– Of which agri exports constituted ~60%

50. 50
Social Performance
 Direct employment ITC Group : 30,000
 Supported creation of 6 million sustainable livelihoods
 e-choupal: world’s largest rural digital infrastructure serving around 4
million farmers
 Social and Farm forestry initiative has greened nearly 164,500
hectares & provided over 73 million person-days of employment
among tribals & marginal farmers
 Significant thrust on social sector investments
– Natural resource management
– Sustainable livelihoods
– Community development programmes in the economic vicinity of
operating locations

51. 51
Environmental Performance
 Carbon positive enterprise – 9 years in a row
– Sequestering one and half times the amount of CO2
that the company emits
 Water positive - 12 years in a row
– Creating twice the rainwater harvesting potential
than ITC’s net water consumption
 Solid waste recycling positive – 7 years in a row
 Over 38% of total energy consumed is from
renewable sources
Only Company in the world of comparable dimensions to have achieved the global
environmental distinction of being Carbon positive, Water positive and Solid
waste recycling positive

52. 52
Forward-looking Statements
Statements in this presentation describing the Company’s objectives, future prospects,
estimates, expectations etc. may be “forward looking statements” within the meaning
of applicable securities laws and regulations. Investors are cautioned that “forward
looking statements” are based on certain assumptions of future events over which the
Company exercises no control. The Company undertakes no obligation to publicly
update or revise any forward-looking statements, whether as a result of new
information, future events, or otherwise. Therefore there can be no guarantee as to
their accuracy. These statements involve a number of risks, uncertainties and other
factors that could cause actual results to differ materially from those that may be
projected or implied by these forward looking statements. Such risks and uncertainties
include, but are not limited to: growth, competition, acquisitions, domestic and
international economic conditions affecting demand, supply and price conditions in
the various businesses in the Company’s portfolio, changes in Government
regulations, tax regimes and other statutes, and the ability to attract and retain high
quality human resource.