Bajaj Consumer Care Limited · NSE:BAJAJCON
Bajaj Consumer Care — Q3 FY25 Earnings Presentation
53 slides from Bajaj Consumer Care's earnings presentation, 2025
Slide 1: Investor Presentation Q3 & 9M FY25
Investor Presentation Q3 & 9M FY25
Slide 2: Update on Strategic Directions
Update on Strategic Directions Grow the Core ▪ Ongoing support through TV and digital media, as well as, visibility investments across major platforms ▪ RTM revamp through ‘Project Aarohan’ operational across States of UP & MP. In Phase 2 of ‘Project Aarohan’, we plan to cover all other major States
Slide 3: Bespoke approach to identify inorganic growth opportunities
Bespoke approach to identify inorganic growth opportunities 1 Focus on Companies with presence in identified categories, post a detailed Guardrails prioritization exercise across 100+ categories in FMCG for M&A 2 Companies with a good platform/multi-category play likely to accelerate scale-up 3 Robu
Slide 4: Acquisition of Banjara's: A strategic fit for BCCL
Acquisition of A strategic fit for BCCL
Slide 5: Banjara's products
touch of nature a ~ Banjalas Banjareis GOLD Facial Kit SKIN CARE & HAIR CARE
Slide 6: Banjara's – A South India based 'Naturals' Brand in Personal Care
Banjara’s – A South India based ‘Naturals’ Brand in Personal Care Financials Trustworthy Brand • Annualised Revenue of over INR 50 • Started in 1991 6 1 Crs with CAGR of 14% (4 years) • Strong Proposition and brand equity • EBITDA in high single digit • Debt Free & +ve Cash Flow Strong Consumer Conn
Slide 7: Strong Play in 'Naturals' Hair and Skin Care
Strong Play in ‘Naturals’ Hair and Skin Care The ‘Naturals’ market is Hair Care Skin Care sizeable, fast growing Saliency 48% Saliency 52% 1 Naturals BPC Size : ~40%+ of BPC 2 Naturals BPC Face Moisturising Aloevera Growth: 1.5x BPC Creme Shampoo Powder wash Cream Gels Consumers actively search 3 fo
Slide 8: Brand Positioning
Brand Positioning Rituals of Traditional Big Idea Beauty Traditional Beauty in Convenient Forms Positioning Natural, Pure, Wisdom, Innovation Attributes Body Face Hair Care Pillars Rituals Rituals Rituals Authentic, Ayurvedic, Convenient, Traditional, Proof Points Affordable Key Association with Bra
Slide 9: Banjara's: An Excellent strategic fit
Banjara’s: An Excellent strategic fit Strong synergy between Banjara’s & Bajaj brands: Traditional & Indian Heritage Turbocharging our play in South India: Banjara’s wide GT distribution reach through Cosmetic Stores, Pharmacies and Groceries across all 5 southern states enhances BCCL’s current reac
Slide 10: Transaction Structure & Terms
Transaction Structure & Terms ▪ Share Purchase cum Shareholders Agreement to acquire 100% of equity share capital of the Target Company in two tranches. Deal mechanism ▪ 49% in the first tranche and the remaining 51% will be acquired in the second tranche ▪ Estimated cash consideration of approx. IN
Slide 11: Q3 & 9M FY25 Performance
Q3 & 9M FY25 PERFORMACE
Slide 12: Standalone Q3 FY25
Standalone Q3 FY25 GROSS PROFIT AFTER TOPLINE EBITDA MARGIN TAX INR 225.6 Crs INR 29.3 Crs INR 27.5 Crs 51.8% Flat QoQ 13.0% of Sales
Slide 13: Standalone 9M FY25
Standalone 9M FY25 GROSS PROFIT AFTER TOPLINE EBITDA MARGIN TAX INR 687.9 Crs 53.2% INR 102.5 Crs INR 98.7 Crs -4.6% YoY 14.9% of Sales
Slide 14: Sales & Marketing
SALES & MARKETING
Slide 15: Brand Performance Highlights
Brand Performance Highlights ADHO NPDs + Traditional ▪ Bajaj 100% Pure Coconut Oil delivered strong ▪ Overall ADHO saw low single digit growth of 19% in 9M FY25 decline in Q3 FY25 YoY; Flat QoQ ▪ Almond Drop Hair and Skin care range ▪ Large and Mid packs remained flat, registered a growth 39% in 9M
Slide 16: Channel Performance
Channel Performance ▪ Continues to be under pressure due to subdued demand. However on a QoQ basis, Secondary sales grew by 4% General Trade ▪ 4 days of distributor inventory reduced over the quarter to improve ROI ▪ 14% increase in distribution for Bajaj 100% Pure Coconut in Q3 YoY ▪ One-time inves
Slide 17: ADHO Performance
ADHO Performance ▪ Almond Drops Hair Oil registered a low single digit decline YoY in Q3 while on a sequential basis it was flat ▪ Large and Mid-packs continued to perform better than small packs. 95 ml registered mid single digit growth with introduction of consumer offer PAN India to address high
Slide 18: ADHO New Thematic Launch with Kiara Advani
ADHO New Thematic Launch with Kiara Advani Digital Push & Extensive TV Campaign Teaser Campaign 9000+ spots on top rated programs Launched a teaser campaign across 55 channels in 10 Genre’s targeting younger audiences, including regional focus on Marathi, amplified across YT,OTT aiming for Bengali &
Slide 19: Showing +ve results compared to Industry norms in haircare
Showing +ve results compared to Industry norms in haircare
Slide 20: New Kiara Thematic Capturing Audiences Attention
New Kiara Thematic Capturing Audiences Attention Objective: Drive awareness and create excitement around the new commercial launch Approach: NCCS AB Audience on YT, OTT, Contest on Social Overall Impact Platform Reach Views YT + OTT 97L 3.1Cr Meta 22L 21L Social 50L 67L Indexed Glance Views 3000000
Slide 21: ADHO Digital Media Initiatives
ADHO Digital Media Initiatives Programmatic Advertising Influencer Marketing- Abhyanga Snan Social Media To create Excitement & Engagement around the New Kiara TVC. We launched a contest - Objective: To create awareness #Dropthelyrics on Social about the new Pack in Delhi, Punjab, Haryana , Rajast
Slide 22: ADHO - 95ml Promo Announcer Campaign
ADHO - 95ml Promo Announcer Campaign 35 Channels 1200+ GRPs on TV across 7 Genres High frequency 10 Genre mix of GEC, sec promo Movies, Music & announcer Regionals Watch Now Spots on Top Shows Spots on Top Channels
Slide 23: Almond Drops Hair & Skin Care Range
Almond Drops Hair & Skin Care Range
Slide 24: Almond Drops Shampoo & Conditioner
Almond Drops Shampoo & Conditioner ▪ Delivered excellent growth of 3X in both Q3 and 9M FY25 ▪ Activations such as regime kits were launched during Q3 to build traction among consumers ▪ Growth in E-Commerce driven by all major platforms including Quick Commerce Hair Care Regime Visibility in Modern
Slide 25: Almond Drops Body Lotion
Almond Drops Body Lotion ▪ Registered strong growth of >2X in Q3 and in 9M FY25 ▪ Brand saw an uplift in E-Commerce channel on account of optimization of display image, new pack launch, influencer campaigns and aggressive pricing Almond Drops Non-Sticky Affiliate Influencers : 7 Body Lotion (Winter)
Slide 26: Almond Drops Hair Serum
Almond Drops Hair Serum ▪ Registered high single digit growth in Q3 and high teens in 9M FY25 ▪ E-Commerce contributes to 35% of the category where AD Serum is growing at 59% ▪ Positive consumer ratings, reviews ensuring good traction ADHO + Hair Influencer campaign to drive Serum+ Shampoo conversio
Slide 27: Bajaj 100% Pure Coconut Oil Q3 Marketing Initiatives
Bajaj 100% Pure Coconut Oil Q3 Marketing Initiatives On Platform New SKUs Launch in GT & OT ▪ 525 ml exclusive SKU launched in Apollo leading ▪ Display and banner ads run on both platforms for to 25% increase in offtakes visibility leading to 1.5 crore impressions in Q3 on ▪ 400 ml jar introduced at
Slide 28: Bajaj 100% Pure Coconut Oil Performance
Bajaj 100% Pure Coconut Oil Performance ▪ Brand is clocking consistent revenue across regions & channels. All-India market share has been steadily going up quarter on quarter thereby endorsing increased consumer acceptance ▪ Mid single digit price increase taken in Q3, with another similar round of
Slide 29: Bajaj Gulabjal
Bajaj Gulabjal ▪ Two consumer offers on 60 ml and 120 ml were supported by 30,000 poster visibility across India during the quarter ▪ Q3 FY25 achieved highest sales driven by the consumer offer in December. Plan to support and scale this consumer offer with digital campaigns and internal sales conte
Slide 30: On Platform Media Execution Images
On Platform Media Execution Images Festive led creatives and visibility across platforms
Slide 31: Project Aarohan - Phase 2
AAROHAN TRANSFORMATION JOURNEY PROJECT AAROHAN - PHASE 2
Slide 32: Project Aarohan: Revamping our RTM to drive growth
Project Aarohan >> Revamping our RTM to drive growth Phased expansion in urban reach (in 50k+ population towns) Improved servicing in high potential outlets 1.4X X outlets outlets High potential outlets Weekly servicing ✓ High throughput Pointed expansion in high potential Better villages (in UP & M
Slide 33: Project Aarohan - Progress Update across UP and MP
Project Aarohan - Progress Update across UP and MP Representation Changes UP MP Reach & Ways of working Changes UP MP Improvement in representation # of New outlets added 1 Ph. 1 92% 98% 1 1.4x 1.6x (% of recommended upgrades in (Improvement in direct coverage of urban representation from Sub DB to
Slide 34: Improvement across sales enablement and sales development functions
Improvement across sales enablement and sales development functions to drive off-take Organization Structure & Process Improvement Channel Specialization Organization Structure >> Re-defined channel loyalty • Optimized organization structure across program with a focus on levels through improvement
Slide 35: Project Aarohan extended to Rest of India - Phase Plan
Project Aarohan extended to Rest of India - Phase 2 Plan Q4 FY25 (Jan – Q1 FY26 (Apr – Q2 FY26 (Jul – Q3 FY26 (Oct – Mar) Jun) Sept) Dec) Design Design for 4 states Design for Design for 5 additional 2 states states Implementation Implementation in 4 states Implementation for 2 states Steering Steer
Slide 36: Geo Tagging & Fencing - Urban Markets
Geo Tagging & Fencing - Urban Markets ▪ Geo tagging undertaken for all our direct coverage stores ▪ The exact location of store will be captured in the app used by sales force ▪ Subsequently this location (latitude / longitude) will be locked (fenced) so that orders have to be taken only at the loca
Slide 37: International Business
INTERNATIONAL BUSINESS
Slide 38: International Business Performance – GCC & Africa
International Business Performance – GCC & Africa ▪ UAE and Lower Gulf grew by 21% in 9M FY25. New countries opening - Iraq, Pakistan, Angola aided the growth ▪ Systemic infrastructure correction in progress in KSA Marketing and E-Commerce Initiatives ▪ First-ever awareness building through ATL camp
Slide 39: International Business Performance - ROW
International Business Performance - ROW ▪ Registered a growth of 12% in Q3 FY25 YoY, 9M FY25 growth at 26% ▪ Growth across all countries; top 5 contributing countries (Australia, Canada, Malaysia, Tibet and USA), constitutes ~70% of the business and is growing at 35% Marketing and E Commerce Initia
Slide 40: International Business Performance – Bangladesh
International Business Performance – Bangladesh ▪ Delivered a robust growth of 100% in Q3 FY25 YoY despite the political unrest; 9M FY25 growth at ~50% ▪ Localized NPDs launched as per plan i.e. Olive Oil and Glycerin Marketing Initiatives in Bangladesh ▪ Digital engagement activities - 7 Mn Reach a
Slide 41: International Business Performance - Nepal
International Business Performance - Nepal ▪ Grew by 5% in Q3 FY25 YoY, 9M FY25 growth at 28%. New importer transition complete ▪ Growth led by NPD (CNO, Virgin CNO, Serum), 21% contribution to overall value vs 8% last year Marketing Initiatives in Nepal ▪ NPD Launch activities: Serum, Virgin CNO In
Slide 42: ESG
ESG
Slide 43: ESG – Focus on Resource Optimization
ESG – Focus on Resource Optimization % reduction YTD YTD from Theme Indicator Target FY 22 YoY% Dec 24 Dec 25 baseline FY 22 Energy Intensity T CO2 Reduce Carbon Intensity by 52 44 40 10% 24% In Operations equivalent per 25% in 5 yrs from FY 22 in kl of oil Scope 1 & 2 produced Water Ltr/KL of Oil 5
Slide 44: ESG – Focus on Resource Optimization
ESG – Focus on Resource Optimization Sr. No. Major Initiative for Carbon Emission reduction 1 Automation and installation of newer machines/technologies in the plants 2 Energy efficient compressor Installation at our Plants 3 Miyawaki Tree Plantation Project at Guwahati Sr. No. Major Initiative for
Slide 45: CSR - Initiatives undertaken in 9M FY25
CSR - Initiatives undertaken in 9M FY25 Villages Families Area 594 11,797 14,804 acres Construction work of Rural Construction of shed for the River Rejuvenation and SHG Training on Sustainable Haats turmeric boiler plant plantation on river bunds Agriculture and Natural Farming
Slide 46: Financials
FINANCIALS
Slide 47: Standalone - Expenses To Sales Trend Q3
Standalone - Expenses To Sales Trend Q3 Cost EmployeesCost Material Cost 46.7% 47.5% 48.2% 10.2% 11.5% 11.4% Employees Q3 FY24 Q2 FY25 Q3 FY25 Q3 FY24 Q2 FY25 Q3 FY25 Other Expenses 16.8% 13.7% 14.6% 11.0% 13.3% 14.4% ASP Q3 FY24 Q2 FY25 Q3 FY25 Q3 FY24 Q2 FY25 Q3 FY25
Slide 48: Standalone - Expenses To Sales Trend 9M
Standalone - Expenses To Sales Trend 9M Cost EmployeesCost Material Cost 45.8% 46.8% 10.0% 11.4% Employees 9M FY24 9M FY25 9M FY24 9M FY25 Other Expenses 16.6% 14.7% 11.6% 13.8% ASP 9M FY24 9M FY25 9M FY24 9M FY25
Slide 49: Financial Performance - Standalone
Financial Performance - Standalone in INR Crore Particulars Q3 FY25 Q3 FY24 YoY% 9M FY25 9M FY24 YoY% Net Sales Value 225.6 233.0 -3.2% 687.9 721.4 -4.6% Other Operating Income 3.7 2.8 34.2% 11.3 10.4 8.7% Total Operating Income 229.3 235.8 -2.7% 699.2 731.8 -4.4% Cost of Goods sold 108.7 108.8 -0.1
Slide 50: Consolidated - Expenses To Sales Trend Q3
Consolidated - Expenses To Sales Trend Q3 Cost EmployeesCost Material Cost 46.6% 47.3% 48.0% 10.5% 11.7% 11.8% Employees Q3 FY24 Q2 FY25 Q3 FY25 Q3 FY24 Q2 FY25 Q3 FY25 Other Expenses 17.0% 13.9% 14.9% 11.4% 13.9% 15.1% ASP Q3 FY24 Q2 FY25 Q3 FY25 Q3 FY24 Q2 FY25 Q3 FY25
Slide 51: Consolidated - Expenses To Sales Trend 9M
Consolidated - Expenses To Sales Trend 9M Cost EmployeesCost Material Cost 45.8% 46.7% 10.2% 11.7% Employees 9M FY24 9M FY25 9M FY24 9M FY25 Other Expenses 16.7% 14.8% 11.8% 14.4% ASP 9M FY24 9M FY25 9M FY24 9M FY25
Slide 52: Financial Performance – Consolidated
Financial Performance – Consolidated in INR Crore Particulars Q3 FY25 Q3 FY24 YoY% 9M FY25 9M FY24 YoY% Net Sales Value 230.7 236.4 -2.4% 703.0 733.7 -4.2% Other Operating Income 3.7 2.8 34.2% 11.3 10.4 8.7% Total Operating Income 234.4 239.1 -2.0% 714.3 744.2 -4.0% Cost of Goods sold 110.8 110.0 0.
Slide 53: Thank You
THANK YOU Dajaj consumer care