2021-22

1
 Agenda

Dabur India Introduction

Business overview

Sales & Marketing

Strategy overview

Career at Dabur
Dabur India Introduction
 Established in
20 world class
1884 – 137 years
manufacturing
of trust and
facilities
heritage

Among the Top 4 Strong overseas

FMCG companies presence with
in India ~26% contribution
Key
Milestones
One of the largest
distribution
Market Cap:
network in India,
INR 1 lakh+ crore
covering ~6.9 mn
outlets
 Core values, Vision and Mission

Ownership

Passion for
Integrity
Winning

Dedicated to Our Mission

the health and
well being of Ghar Ghar Ayurveda – contemporise
every People Ayurveda and make it relevant for
Innovation household Development the new generation

Consumer
Team Work
Focus
 Corporate Journey of Dabur

1884 1919 1986 1998 2004 2007 2010 2018 2021

Birth of Establishes Registered Burman Identity Forays into Twin Market Setting up
Dabur research lab as a Public family begins makeover; Beauty Retail overseas Capitalisation our largest,
in an for Ayurvedic Ltd. handing Sets up under NewU acquisitions crosses environment-
Ayurvedic medicines Company over manage international brand with Hobi of $10-bn friendly
pharmacy in ment to business in Turkey manufacturi-
Kolkata professionals Dubai and Namaste ng facility.
of US

Establishes Company Listed on BSE Pharma Acquires Acquires Market Forays into
first unit to shifts base IPO business Balsara to FemCare; Capitalisation Personal and
produce from oversubscrib- demerged to strengthen Strengthens crosses Household
Ayurvedic Kolkata to ed 21 focus on core Oral Care skin care $5-bn Hygiene
medicines Delhi times FMCG portfolio presence mark .

1894 1972 1994 2003 2005 2008 2013 2020

 Brand Journey of Dabur

1884 1940 1949 1970

Birth of Dabur as an Enters Personal Launches India’s Enters Oral Care
Ayurvedic Medicines Care with Dabur first branded with Dabur Lal
Manufacturer Amla Hair Oil Chyawanprash Dant Manjan

1978 1995 1997 2004

Launch of digestive Birth of brand Vatika Introduces First Ayurvedic
tablets with the as enriched packaged fruit toothpaste with
brand Hajmola Coconut Hair Oil juices with Réal Dabur Red

2011 2017 2018 2019

Enters Professional Launches India’s Launches Launches
Skin Care market first Ayurvedic Chatcola variant Masala variant in
with Salon Facials Gel toothpaste in Hajmola Real Juice

2020 2021
 Manufacturing Facilities across the Globe

8 International
Manufacturing locations
Business Overview
 Dabur Performance – FY21

Revenue from Operations (INR cr) Profit after Tax (INR cr)
9,562
1,693
8,533 8,704
1,354 1,442 1,445
7,701 7,748 1,277

FY17 FY18 FY19 FY20 FY21 FY17 FY18 FY19 FY20 FY21

Market Cap (INR cr)

1,02,067
95,529
79,562
72,586
57,602
48,856

FY17 FY18 FY19 FY20 FY21 Aug-21

Dabur Performance – H1, FY 22
 Diverse categories

Oral care Health

18% Supplements
22%

Fem & Skin

Hair care 5%
19%
Home Care
6%

OTC +
Juices Ethical
14% 16%
 18 Brands – INR 1 bn +

10 bn+ 1 bn+

18 brands with turnover of INR 1bn+ with 3 brands which are INR 10bn+
 Our Brand Leadership

#1 #2 #3

Honey

Packaged juices

Air Fresheners

Mosquito Repellent
creams

Toothpaste

Chyawanprash

Baby massage oils

Glucose

Toilet cleaners
Sales , Marketing and Distribution
 One of the largest distribution network in India

Urban
Rural
Factory

Factory

C&F

C&F

GT Stockist MT Stockist Insti/CSD E-com

Stockist Stockist

Super Stockist

Wholesaler
Sub Stockist

Retailer
Retailer Retailer

Consumer
Consumer Consumer Consumer Consumer

Distribution reach of ~6.9 mn retail outlets with direct reach of 1.2 mn+
 Sales Complexity

Complexity in Dabur’s sales and distribution operations `

➢ Diverse product portfolio
Range
➢ Multiple channel focus
➢ Seasonal products Complexity
➢ Diverse customer profiles
Geographic Channel
➢ Different market standing across regions
Complexity Complexity

Category​ Dabur​
Channel Complexity​ ◕ Customer Seasonal
Range Complexity​ ◕ Complexity Complexity

Season Complexity​ ◕
Geography Complexity​ ◑
Customer Complexity​ ◕ Dabur faces a higher degree
of complexity compared to
competitors
 Emerging Alternate channels

Modern Trade Food Services

New E-Commerce landscape
Faster
Accounts
Alignment

E Commerce Canteen
Stores
Profitable
Enhance
Growth
Footprint
Salon Institutions

New
Activation Tie-ups
Coverage

Different needs
Strategy Overview
 Strategic Priorities

Continue
Continue to focus
to focus on Power
on Power Brands Brands

Drive Innovation across the portfolio

Focus on Digital
Increase connect with millennials & Gen Z

Distribution Expansion
Enhance availability and accessibility of our products

Cost Optimization and Value Enhancement

Supporting Employees, Community and Environment

Continue to Focus on Power Brands
 Continue to focus on Power Brands

Driven by
disproportionate
investments, innovation
and distribution
expansion
FY21 Growth %

19.2%
14.7%
8.6%

Power Brands Rest of the Portfolio Dabur Domestic Business

Added INR Crossed

500 cr of INR 1,000 cr
revenue in in FY21
FY21
 Results from Power Brands

79.4% 25.5% 21%

Growth in Revenue Growth in Revenue Growth in Revenue

5%
40.4% 18% Growth in overseas
Growth in Revenue Growth in Revenue market

No.1 in J&N
No. 1 brand in 9.6% segment with 59%
perfumed oils Growth in Revenue share
category by value
Drive Innovation across Portfolios
Drive Innovation across the portfolio
Focus on Digital
 Focus on Digital

Approach to Digital

Trend Jacking Influencer Marketing Search Engine Marketing

(Optimizing our product with (Using influencers to promote (Product advertisement on
Reaching out to millennials and Gen Z trending topic) the brand) search engines)

Digital Spend %
23.6%
20.8%

12.6%

2.7% 3.7%
Khali revealed his immunity secrete Dabur Amla attracts new generation
to India of hair lovers
17-18 18-19 FY 19-20 FY 20-21 Q1 21-22

Dabur Salutes Doctors with a special Promoting Purity of Honey and Honey
video on National Doctors day as sugar replacement
 Focus on Digital

Moment Marketing

FRIENDS Reunion Delivery Guy Ronaldo Incident PRIDE Month

Influencers

Campaigns

Roots of Meswak in TN
Focus on Digital(Instagram Reels)
Distribution Expansion
 Distribution Expansion

Total Direct Reach (in mn) Chemist Outlets (in lakhs)

1.28 1.3
2.58 2.60

1.20
2.40

FY20 FY21 Q1 FY22 FY20 FY21 Q1 FY22

Appointed 4,461 Increase of ~20,000
Increase of ~100,000
Yoddhas (village
level entrepreneurs)

Village Coverage Doctor Coverage

68,999 71,050 71,830

59,217 56,111
52,298

FY20 FY21 Q1 FY22 FY20 FY21 Q1 FY22

Increase of ~16,000 Increase of ~15,500
Cost Optimization
 Cost Optimization and value enhancement

Initiatives across the 7

workstreams

Sourcing & VE

Marketing

INR

53 cr
Sales

Supply Chain

Overheads
Savings from Project
Samriddhi in FY21
Manufacturing

Manpower
Supporting our employees
 Supporting Employees

One of the first companies to

Regular communication by senior
transition to remote workforce
management
model

Provided COVID-relevant Insurance scheme for offroll

Allopathic and Homeopathic frontline Sales staff, CFA
medicines employees

COVID testing assistance – COVID helpline – through

through Healthcare At Home Healthcare At Home

24*7 Ambulance support - COVID isolation facility in Guest

MEDULANCE houses

Vaccination drives for

Oxygen concentrators provided
employees & families

Medical insurance Organised special webinars with

COVID leave policy renowned medical practitioners
Salary advance to address matters on
Statutory and 12 mnth sal for mindfulness and
deceased Employee’s family mental well-being
 Supporting Employees

COVID Vaccination Support Dabur Employee Assistance Program

➢ Self Health Assessments

➢ Mental wellness
➢ Relationships and
Mentoring
➢ 1 to 1 counselling sessions
➢ E-workshops
Careers at Dabur
 Why Dabur ?

Global Indian Culture of Diverse Fast Track

MNC Innovation Opportunities Careers

Focus on Learning and Challenging Global career

Empowerment development Assignments opportunities

Robust R&R Entrepreneurial

program Working

We don’t provide jobs, we build careers !!!

 Young Sales Leadership Program @ Dabur

Catalyst To Fast Track Careers @ Dabur

Objective :

To select and nurture young MBAs from reputed B-Schools for developing future ASMs through a structured training
program.

The program shall offer:

➢ Holistic Sales understanding at a field level

➢ Opportunity to perform & grow
➢ Accelerated growth on a predefined career path

Selection Process:

Psychometric Test Group discussion Personal Interview

 Young Sales
Career
Leadership
path with
Program
Dabur @ Dabur

Area
Territory Sales Manager
Manager
Territory
Officer Trainee Development
Executive Step 3
Step 1 Step 3
Step 2

Confirmation CDC CDC

Jul’22 to Dec’22 Jan’23 to Dec’23 Jan’24 to Dec’25 Jan’25 onwards

 Our Hunt for Talent

Contemporary
Entrepreneurial Thinking
rooted in Challenging
Approach
Values Status Quo

Passion To AV
Drive For
Perform
Results

Challenging
Assignments Attitude to
connect and
develop

Then get ready to soar high ….. The journey is going to be challenging yet exciting. We will test your abilities
with tasks & assignments that will push you to bring out your best and outperform the best in the business!!!
 Rewards

#1 CTC Offered
Rs 8,50,000/- per annum
#3 Location
PAN India

Part of Dabur Flagship

#2 Role Offered #4 YSLP Program
Officer Trainee - Sales
2 1 3
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