ITC Limited

One of India’s Most Valuable

Corporations

1
 Performance Track Record- Snapshot
Rs crores

Cagr 95-96
95-96 07-08
to 07-08
Gross Turnover 5115 21,356 12.6%
Net Turnover 2536 13,948 15.3%
Market Capitalisation 5571 77,765 24.6%
PBDIT 584 5,015 19.6%
PBIT 536 4,576 19.6%
PBT 452 4,572 21.3%
PAT 261 3,120 23.0%
EPS Rs 0.7 8.3 22.7%
Net Worth 1121 12,025 21.9%
Capital Employed 1886 12,817 17.3%
ROCE% 28.4 35.7
Total Shareholders Returns % 25.8

Rs. 1 crore= Rs. 10 million

2
 Headline Financials: 2007/08

Rs. Crs.
GTO 21356  10.7
NTO 13948  14.7
PBT 4572  16.4
PAT 3120  15.6
Balance Sheet Size 12817  15.4

Non Cigarettes Business 52.4% of NTO

(51.5% LY)

3
 ITC - Key Financials – 07/08

YTD Q4 YTD Q4
Rs crs Goly %
Actuals LY

Gross Turnover External 21356 19300 10.7

Net Turnover External 13948 12164 14.7
PBDIT 5015 4293 16.8
PBIT 4576 3930 16.4
PBT 4572 3927 16.4
PAT 3120 2700 15.6
Capital Employed 12817 11111 15.4

4
Segment Revenues & Results: FY 07/08
Rs. crores
Full Year
2007-08 2006-07 Goly
Segment Revenue (Net)
a) FMCG - Cigarettes 6635 5895 12.6
- Others 2510 1689 48.5
Total FMCG 9145 7584 20.6
b) Hotels 1012 906 11.7
c) Agri Business 3868 3501 10.5
d) Paperboards, Paper & Packaging 2158 1911 12.9
Total 16183 13902 16.4
Less : Inter segment revenue 2236 1738 28.6
Net sales / income from operns. 13948 12164 14.7
2007-08 2006-07 Goly
Segment Results
a) FMCG - Cigarettes 3634 3172 14.6
- Others (264) (202) (30.5)
Total FMCG 3371 2970 13.5
b) Hotels 411 351 17.1
c) Agri Business 129 124 4.6
d) Paperboards, Paper & Packaging 453 417 8.7
Total 4364 3861 13.0
Less : i) Interest (Net) 5 3 40.2
ii) Other un-allocable expenditure net of (213) (69) (209.6)
Total PBT 4572 3927 16.4
5
 Segment Capital Employed: FY 07/08

Rs. crores
Full Year
2007-08 2006-07 Goly
Capital Employed
a) FMCG - Cigarettes * 2315 1997 15.9
- Others 1827 962 89.8
Total FMCG 4141 2959 40.0
b) Hotels 1865 1466 27.2
c) Agri Business 1469 1480 (0.7)
d) Paperboards, Paper & Packaging 3264 2559 27.5
Total Segment Capital Employed 10740 8465 26.9

* Local Tax Provision not incl. 598 536 11.7

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 ITC - Key Financials – Q2 08/09

Q2 08/09 Q2 07/08
Rs crs Goly %
Actuals Actuals

Gross Turnover External 5634 5020 12.2

Net Turnover External 3763 3270 15.1
PBDIT 1326 1240 6.9
PBIT 1192 1134 5.1
PBT 1189 1133 4.9
PAT 803 771 4.1
Capital Employed 14495 12860 12.7

7
 ITC - Key Financials – H1 08/09

Rs crs H1 Actuals H1 LY Goly %

Gross Turnover External 11479 10167 12.9

Net Turnover External 7663 6564 16.7
PBDIT 2567 2469 4.0
PBIT 2307 2262 2.0
PBT 2303 2262 1.8
PAT 1551 1554 -0.2
Capital Employed 14495 12860 12.7

8
 Q2 Segment Revenue
Rs crs
Quarter Quarter Goly
ended ended (%)
30.09.2008 30.09.2007

1. Segment Revenue (Net)

a) FMCG - Cigarettes 1812 1574 15.1%
- Others 757 584 29.8%
Total FMCG 2570 2157 19.1%
b) Hotels 228 208 9.7%
c) Agri Business 864 741 16.7%
d) Paperboards, Paper & Packaging 700 560 25.2%
Total 4362 3666 19.0%
Less : Inter-segment revenue 599 396 51.4%
Net sales / Income from operations 3763 3270 15.1%
 Q2 Segment Results
Rs crs
Quarter Quarter Goly
ended ended (%)
30.09.2008 30.09.2007

2. Segment Results
a) FMCG - Cigarettes 1007 864 16.6%
- Others (117) (37) -219.1%
Total FMCG 890 827 7.6%
b) Hotels 69 66 4.1%
c) Agri Business 76 10 667.8%
d) Paperboards, Paper & Packaging 122 126 -2.6%
Total 1158 1029 12.5%
Less : i) Interest (Net) 3 1 205.5%
ii) Other un-allocable net income (34) (105) 67.5%

Total Profit Before Tax 1189 1133 4.9%

 H1 Segment Revenue

Rs crs
Half Year Half Year Goly
ended ended (%)
30.09.2008 30.09.2007

1. Segment Revenue (Net)

a) FMCG - Cigarettes 3552 3211 10.6%
- Others 1449 1126 28.7%
Total FMCG 5001 4337 15.3%
b) Hotels 467 412 13.4%
c) Agri Business 2699 2127 26.8%
d) Paperboards, Paper & Packaging 1306 1038 25.8%
Total 9473 7915 19.7%
Less : Inter-segment revenue 1810 1351 34.0%
Net sales / Income from operations 7663 6564 16.7%
 H1 Segment Results
Rs crs
Half Year Half Year Goly
ended ended (%)
30.09.2008 30.09.2007

2. Segment Results
a) FMCG - Cigarettes 1968 1803 9.2%
- Others (239) (81) -194.7%
Total FMCG 1729 1722 0.4%
b) Hotels 154 130 18.2%
c) Agri Business 153 64 137.4%
d) Paperboards, Paper & Packaging 246 212 15.8%
Total 2282 2129 7.2%
Less : i) Interest (Net) 4 0 5137.5%
ii) Other un-allocable net income (25) (134) 80.9%

Total Profit Before Tax 2303 2262 1.8%

 Segment Capital Employed

Rs crs
Half Year Half Year Goly
ended ended (%)
30.09.2008 30.09.2007

3. Capital Employed
a) FMCG - Cigarettes * 2816.30 2272.85 23.9%
- Others 2403.42 1547.38 55.3%
Total FMCG 5219.72 3820.23 36.6%
b) Hotels 1979.42 1686.42 17.4%
c) Agri Business 753.89 1066.87 -29.3%
d) Paperboards, Paper & Packaging 3709.77 2847.18 30.3%

Total Segment Capital Employed 11662.80 9420.70 23.8%

 ITC
One of India’s most valuable corporations
 One of the 8 Indian Companies to feature in ‘Forbes A-list’ for 2004

Featuring 400 of the World’s ‘best big companies’ with M-cap. > USD 5 bln. & are
rated as the ‘most attractive companies for investors’
 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
 Among top in :

Sustained value creation (BT-Stern Stewart survey)

Operating profits

Cash Profits
 Ranks No. 5 among Indian listed Private Sector Companies by market cap. (@ 30/09/08)

No. 1 in FMCG Sector
 Rated as one of India’s Most Respected Companies (IMRB-Businessworld Survey
2006)
14
 Awards & Accolades (1)
• ‘ITC received the FICCI Outstanding Vision Corporate Triple Impact Award 2007 for
invaluable contribution to the triple bottom line benchmarks of building economic, social
and natural capital for the nation.
• Sustainability Leadership Award 2007 conferred on Chairman Y C Deveshwar by the
Sustainability Forum, Zurich and SAM/SPG at the International Sustainability Leadership
Symposium
• Business Today Award for the Best Managed Company – Retail and Consumer Products,
has been conferred on ITC in recognition of its outstanding initiatives in the consumer products
segment.
• Asian CSR Award 2007 for Environmental Excellence given by the Asian Institute of
Management
• Ryutaro Hashimoto Incentive Prize 2007 for Environment & Development from the Asia
Pacific Forum
• In the first of its kind S&P Environmental, Social and Corporate Governance (ESG) ratings
released recently, ITC ranked second among top Indian companies.
• The Company has won the Corporate Social Responsibility Crown Award for Water
Practices from UNESCO and Water Digest for its distinguished work carried out in the water
sector in India.
• NDTV Profit Business Leadership Award for being the Best Food Company of 2007.
15
 Accolades & Awards (2)
• e-Choupal initiative wins global recognition:
– 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 to win the Development Gateway Award 2005 for the most
exemplary contribution in the field of Information & Communication Technologies
(ICT) for development during the last 10 years
– World Business Award 2004: International Chamber of Commerce & the HRH
Prince of Wales & International Business forum
– Harvard University case study
– Recognised in World Development Report 2008 published by World Bank
– Applauded by President of India Dr APJ Kalam in his “special address during
the national symposium to commemorate 60th year of independence”

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 ITC - Business Portfolio

ITC

FMCG: Agri Paperboar

Cigarettes Hotel Business d
Other FMCG s Leaf Tobacco Paper &
Agri Packaging
Commodities
17
 Strategy of Organisation to manage diversity of
Portfolio

Formal 3-tiered governance structure:

 Board of Directors :
 Comprising executive (4) and non-executive directors (11)
 Strategic supervision

 Corporate Management Committee :

 Comprising executive directors and senior managers
 Strategic management

 Divisional Chief Executive & Divisional Management Committee :

 Executive management

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 Corporate Strategies
 Sustain multiple drivers of growth, matching internal capabilities
with emerging market opportunities
 Pursue World class competitiveness in all businesses and across
the entire value chain
 Best-in-class in terms of:
 Internal Vitality
 Market Standing
 Profitability
 Strategy of Organisation and Governance processes geared to
manage multiple businesses
 Blend core competencies and leverage ITC umbrella strengths to
create new avenues of growth
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FMCG - Cigarettes

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 ITC’s Cigarettes Business
 Market leadership
 Powerful brands across segments
 Leadership in all segments - geographic & price
 Extensive FMCG distribution network
 Direct servicing of 1,00,000 markets & 2 million retail outlets
 World-class state-of-the-art technology and products
 Investment - Rs.10 billion in six years
 Exciting long term growth potential

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 Cigarettes: Growth potential
 Cigarettes account for only 15% of tobacco consumed in India
unlike world pattern of 85% due to prolonged punitive taxation
 Cigarettes (15% of tobacco consumption) contribute nearly 85% of
Revenue to the Exchequer from tobacco sector
 Of the 58% of adult Indian males who consume tobacco, barely
15% can afford cigarettes
 Biri : Cigarettes ratio = 10 : 1
 Annual per capita adult cigarette consumption in India is appx. one
tenth world average : 141
 Future growth depends on relative rates of growth of per capita
income and moderation in taxes
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 Per Capita Adult Cigarette Consumption
(Sticks)

1753
1662

1190

561
488

141

USA China Pakistan Nepal India World Avg.

Source : Based on Cigarette consumption data(2003) from

“World Cigarettes”,ERC Group plc.

23
Hotels & Tourism

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 Hotels & Tourism industry
 Foreign arrivals into India: 5 million appx. Vs. 35 million in China
• The two nations were on par 2 decades ago at 750,000 arrivals
 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
80000
70000
60000
50000
40000
30000
20000
10000
0
HongKong Singapore India

Source: Compendium of Tourism statistics, WTO

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 Indian hotel industry

 Current supply – appx. 110,000 rooms of which 5 Star category accounts

for appx. 30%
 India needs an additional 50,000 rooms in the next 2/3 years to service
projected tourist arrivals
 Present mismatch between supply and demand expected to persist over
the short term
 As infrastructure for trade & commerce improves - growing potential
for leisure tourism

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 Economic impact of the Travel & Tourism Sector

Travel & Tourism Travel & Tourism

% Share of World Economy as % Economy Jobs as
Travel & Tourism of Total % of Total
Demand GDP Employment

WORLD 10.1 9.9 8.4

South Asia 6.5 6.1 5.9
India 6.5 6.1 6.4

Full potential yet to be harnessed in the Indian context

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 ITC’s Hotel Business
 ITC-Welcomgroup : a leading hotel chain in India
• Established presence in key business locations
• Over 6000 rooms under 4 distinct brands
Category Brand Positioning
Luxury ITC Hotel: Luxury Collection "Mansions of Luxury"
Upper upscale WelcomHotel: Sheraton "Passion for Quality"
Upscale - mid-scale Fortune Hotels "Promise of True Value"
Heritage WelcomHeritage "Unique Experiences"

 Capacity expansion underway at Bangalore and Chennai; plans for other locations
also being progressed. Positions on land taken at other locations such as Hyderabad
and Ahmedabad
 Fastest growing hotel chain with highest operating efficiency (PBDIT/Net Income
@ 45%) amongst the 3 leading chains
 Leverages unique service proposition and international alliance with Starwood
Hotels & Resorts
• ‘Luxury Collection’ / ‘Sheraton’
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 ITC’s Hotel Business

• Manages 24 full service mid-market properties (1700 + rooms

) under the Fortune Hotels brand
– 100% subsidiary company : Fortune Park Hotels Ltd.
• Also operates 60 properties under the ‘WelcomHeritage’
brand in 19 states
– Maharaja Heritage Resorts Ltd. 50% JV with Marudhar
Hotels (P) Ltd.
• Business growth expected to be impacted by financial meltdown

29
Paperboards, Paper
&
Packaging

30
 Indian paperboard market

 Annual paperboard demand – appx. 1.1 million tonnes

 Fragmented capacity & obsolete technology

 Low per capita usage at around 6 kgs p.a. (world average – over 50
kgs p.a.)
 Indian paperboard market growing at 10% p.a.

 Value Added Coated board - the fastest growing segment (20% p.a.) in
India driven by the growing sophistication of the consumer
 Value added paper market growing at 10%-19%

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 Paperboard Demand Projections - Asia

 Asian region demand (excluding Japan) growing by 0.5

million tonnes per annum
 Significant export opportunities for high quality Indian
manufacturers
• ITC paperboards exports - Rs. 2 billion appx.

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 ITC’s Paperboards Business
 Market leader in growth segment - value added coated boards
 World-class contemporary technology
• Ozone bleached Pulp Mill operations commenced – only one of its kind
in India meeting world-class environmental standards
 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
nearly 84,000 hectares
 Fully integrated operations with in-house pulping capacity at appx.
2.20 lac MT
• Expansion completed; source of sustainable competitive advantage

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 ITC’s Paperboards & Packaging businesses
 Capacity expansion projects installed

• 120000 TPA Pulp Mill – commissioning commenced; being stabilised

• 100000 TPA paper machine (to support Stationery business growth plans)
– production commenced. under stabilization stage (normal stabilization
period is 6-9 months)
 Results impacted by sharp increases in input prices

 ITC’s packaging SBU -India’s largest converter of paperboard into high

quality printed packaging
• Leading supplier to Indian FMCG and Consumer Electronic segments

• Provides superior packaging solutions to the cigarettes and new FMCG

businesses 34
Agri Businesses
- Leaf Tobacco
- Agri Commodities

35
 Indian Leaf Tobacco industry
 India – the third largest producer of tobacco
 However, India’s share is only 7% in world tobacco trade
 Upgradation of tobacco consumption from other formats to cigarettes
will enable:
• growing domestic base
• larger opportunities for value added exports
 ITC – India’s largest buyer, processor, consumer & exporter of
cigarette tobaccos.
 Captured significant incremental volumes as well as margins

 Pioneering cultivation of flavourful Flue-cured, superior Burley and

Oriental tobaccos in India

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 ITC’s Agri Commodity Business

 Farm linkages in 14 states covering Soya, Wheat, Rice, Marine products,

Coffee etc.
 Unique CRM programme in commodity exports
 Leveraging IT for the transformational ‘e-Choupal’ initiative
 Rural India’s largest Internet-based intervention
 Over 38000 villages linked through around 6400 e-Choupals servicing
over 3.5 million farmers
 Distinctive sourcing capability for ITC’s Foods business

37
 e-choupal:Strategic Thrust
 Procurement: cost & quality optimisation
• strategic sourcing support to the Foods business (support creation of
verticals in wheat, soya, corn, potato etc.)
• cost-effective sourcing for exports/domestic external business
 Rural Distribution
• ‘last mile connectivity’: 100 partnering companies
• diverse range of goods/services : FMCG, consumer durables,agri-inputs,
paid extension services etc.
 Financial Services
• insurance (focus: weather)
• credit (focus: Kisan credit card scheme)
 Rural retail
• 23 Choupal Saagars operational
• Rapid expansion planned in identified rural markets and Tier 2, 3 & 4 towns

38
Future Growth & Value Capture

New FMCG Initiatives

39
 Strategic Rationale
 Blend multiple competencies residing within the ITC Group to create
new avenues of growth
 Best fit between internal capabilities and emerging market
opportunities
 Each segment enhances the depth and width of ITC’s FMCG
distribution capability
 Business model retains critical elements of value chains within ITC with
other elements outsourced
• Contributing to the competitiveness of SMEs

40
 FMCG Business Initiatives
Branded Packaged Foods
 Leverages:
 Unique Agri sourcing skills
 ITC Welcomgroup’s specialist cuisine & bakery knowledge
 FMCG distribution synergies
 ITC R&D Centre, Bangalore
 5 chosen categories:
 Staples
– Aashirvaad Atta, Salt, Spices
 Biscuits
– Sunfeast
 Salty Snacks
– Potato chips, Bridge products : Bingo!
 Confectionery
– Candyman, Mint-o
 Ready to Eat
– Kitchens of India (Ready to Eat, Conserves & Chutneys and Frozen
Foods), Aashirvaad (Instant Mixes & Cooking Pastes, Sunfeast Pasta 41
 FMCG Business Initiatives
Branded Packaged Foods

• Aashirvaad Atta:
– Current market leader amongst national branded players; leverages the e-
choupal network for cost-quality optimisation and region specific
offerings
• Sunfeast Biscuits:
– Differentiated & innovative products; continues to build consumer
franchise; distributed & outsourced supply chain being ramped up
• Number of innovative products in the pipeline leveraging the capabilities
of the ITC R&D Centre

42
 FMCG Business Initiatives
Lifestyle Retailing
 Leverages trade mark and services expertise of hotels
 Relaxed wear market growth > 25% p.a
 Upmarket product range available in exclusive Wills Lifestyle stores (> 50) and
multi-branded outlets/ large format retail stores across the country
 Product and brand range being expanded
• Designer association with leading Indian designers – ‘Wills Signature’ line
• Premium segment comprising the ‘Classic’ range of formal wear, ‘Wills Sport’
relaxed wear and ‘Wills Clublife’ evening wear
• Strong distribution network in place for the mid-market brand ‘John Players’
• Trendy women’s wear brand ‘Miss Players’
• Wills Lifestyle rated amongst the top 5 Luxury brands in the country in a Global
Luxury Survey conducted by TIME Magazine

43
 FMCG Business Initiatives
Education & Stationery Products Business

 Leverages print and paper know-how. Forward linkages with new paper
capacity (already commissioned).
 An emerging (currently Rs 9000 cr stationery) market in India - growth
driven by increasing cross-cultural exposure
 Mostly commoditized. Offers opportunity for branding
 Robust distribution network in place to scale up the Stationery business
significantly
• ‘Classmate’ brand already the most widely distributed brand in India
• Scholastic products launched
 Serves to expand the width of ITC’s FMCG distribution capability with
negligible incremental investment
 Comprehensive portfolio approach with new variant/category launches
44
 FMCG Business Initiatives
Safety Matches
 Current industry consumer spend estimated at Rs. 1250 crores p.a. for 24
billion match boxes
 Fragmented supply base arising from policy of reservation for small scale
industry
 Mass market moving from .50 p price point to Re 1.00
 ITC markets its brands with value added products across each price
point
• Support SMEs with complementary marketing strengths
 ‘AIM’ – India’s largest selling Safety Matches brand
 Successful acquisition of WIMCO Ltd. by Russell Credit (shareholding as
at 31/03/08: 96.82%)
• Key brands: Homelites, Ship, Cheetah Fight etc.
45
 FMCG Business Initiatives
Incense sticks (Agarbattis)

 Current industry consumer spend estimated at over Rs. 900 crores p.a.
 Fragmented supply base arising from policy of reservation for small
scale industry
 ITC markets its brands with value added products across each price
point
 Support cottage sector with complementary marketing strengths
 ‘Mangaldeep’ : the only National brand in the country

46
 FMCG Business Initiatives
Personal Care Products
 Current industry consumer spend estimated at over Rs. 21000 crores
p.a. (growing at 12%)
 Brand wise Highlights
– Essenza Di Wills (Super Premium) – Portfolio’s premium imagery
augmented with launch of ‘Aqua’ for men in fine fragrances and
grooming range
– Fiama Di Wills (Premium) – Launched with Shampoos/Soaps/Shower
Gels/Conditioners
– Vivel Di Wills and Vivel (Mid) – Soaps and Shampoos
– Superia (Popular) – Soaps and Shampoos
 Products well received in the market, rapidly gaining customer
acceptance
 Supported by investments in brands – celebrity endorsements
47
 FMCG business initiatives…….

 Concurrently, ITC’s IT subsidiary assists in web-enabling business

processes
 CRM initiatives
 ERP transaction processing systems
 SCM including the e-choupal capability
 SMIS system for efficient supply chain management of FMCG
products
 … hosted on ITC’s Virtual Private Network
 ITC awarded the best IT user in FMCG category by Nasscom

48
 Positioning of ITC
A leading FMCG player in India

VPN providing SCM, ERP & CRM

F capability M
A e-choupal rural two-way A
R fulfillment capability R
M K
Cigarette Trade Marketing capability E
E
R
Expanded FMCG distribution capability T
S S

Brande Lifestyl Educatio Matches Persona

d e n & l Care
Foods retailin Stationer Agarbat Product
g y tis s

basis for strategic partnerships with other FMCG brand owne

49
 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. 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
50
and other statutes, and the ability to attract and retain high