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UNITED SPIRITS Alcohol Beverage Industry India

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UNITED SPIRITS Alcohol Beverage Industry India UNITED SPIRITS Alcohol beverage industry India INDIAN ALCHOLBEV INDUSTRY IndianIndian Made IndianIndian Made BeerBeer Wine ForeignForeign LiquorLiquor IndianIndian Liquor (IMFL) (IMIL) IMFL category accounts for almost 72% of the market. Alcohol industry growth rate Spirits Market in India by Volume 5% 5% 5% 4% 4% 4% 3% 4% 4% 4% 15% 15% 15% 14% 14% 14% 13% 20% 19% 17% 22% 22% 21% 21% 19% 16% 17% 18% 22% 22% 59% 59% 60% 59% 59% 60% 60% 61% 61% 64% 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 Whisky Brandy Rum White Spirits Spirit Market in India by Value 5% 5% 4% 4% 6% 6% 5% 6% 6% 6% 14% 14% 13% 12% 10% 10% 10% 10% 10% 9% 11% 10% 11% 12% 12% 12% 12% 12% 12% 11% 70% 69% 71% 72% 72% 73% 73% 73% 74% 75% 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 Whisky Brandy Rum White Spirits Source: Equrius Report Major players in the industry Major Companies in the Indian Liquor Market Source: Equrius Report Top liquor brands in India Source: Equrius Report United Spirits – Diageo India World’s second largest liquor company by Volume. Subsidiary of Diageo PLC. One of the leading players of IMFL in India with a strong bouquet of brands like Mcdowell’s, Signature, Royal Challenge etc. In 2013, Diageo PLC acquired 10% stake in the company and gradually ramped up its share to 55% by the end of 2014. The main inflexion point came in 2015, after the whole company came under the control of Diageo PLC. Brands Consumer Prices > Rs. 200 LUXURY Johnnie Walker, Cîroc, Gordon, Baileys, J&B Rs. 900-2000 PREMIUM VAT 69, Black & White, Black Dog, SmirnOff Rs. 350-900 PRESTIGE Mcdowells, Signature, Antiquity, Royal Challenge, Captain Morgan < Rs. 350 POPULAR Director’s Special, Bagpiper, White Mischief, Haywards Top brands for United Spirits Company has a portfolio of 15 brands in its portfolio, which sell more than a million cases every year. Out of the brands 2 brands sells more than 10 million cases each annually. McDowell’s No.1, Royal Challenge, Signature, Antiquity, Director’s Special Black, McDowell’s VSOP, Romanov, Bagpiper, Old Tavern, Haywards are some of the marquee brands owned by your Company. In addition, your Company also imports, manufactures, distributes and sells various iconic Diageo brands such as Haig Gold Label, Captain Morgan, Johnnie Walker, J&B, Baileys, Lagavulin, Talisker, VAT 69, Black Source: Equrius Report & White, Smirnoff and Ciroc in India under different licensing agreements. IMFL players volumes Brands (mn cases) Company 2015 2016 2017 2018 2019 Officers Choice Whiskey ABD 32.9 32.9 32 34 30.6 Mc Dowell's No 1 Whiskey United Spirits 25.7 26.6 26.4 29 30.7 Imperial Blue Pernord Ricard 17.5 18 19 22.7 26.3 Royal Stag Pernord Ricard 17.3 18 19 22.7 26.3 Old Tavern United Spirits 11 9.9 7.1 6.2 5.3 Original Choice John Distilleries 10.7 10.1 10.3 11.5 12.7 Hayward's Fine United Spirits 7.1 7.9 8.5 9.4 9.6 Blender's Pride Pernord Ricard 5.6 6.2 6.4 7.3 7.7 Director's Special Whisky United Spirits 5 5 4.1 4.2 4.2 8PM Radico Khaitan 4.1 5.7 7 8.2 8.5 Royal Challenge United Spirits 3.6 4.7 4.5 5.6 5.5 Signature United Spirits 1.5 1.8 2 2.3 2.3 White and Blue Alcobrew 1.2 1.4 1.6 2.1 2.4 Bangalore Malt Whisky John Distilleries 1.1 2.1 3.6 5.2 4.2 Sterling Premium Whisky's ABD 0 0 0 1.2 2.8 Source: Equrius Report IMFL players market share Brands Market Share Company 2015 2016 2017 2018 2019 Officers Choice Whiskey ABD 23% 22% 21% 20% 17% Mc Dowells No 1 Whiskey United Spirits 18% 18% 17% 17% 17% Imperial Blue Pernord Ricard 12% 12% 13% 13% 15% Royal Stag Pernord Ricard 12% 12% 13% 13% 15% Old Tavern United Spirits 8% 7% 5% 4% 3% Original Choice John Distilleries 7% 7% 7% 7% 7% Hayward's Fine United Spirits 5% 5% 6% 5% 5% Blender's Pride Pernord Ricard 4% 4% 4% 4% 4% Director's Special Whisky United Spirits 3% 3% 3% 2% 2% 8PM Radico Khaitan 3% 4% 5% 5% 5% Royal Challenge United Spirits 2% 3% 3% 3% 3% Signature United Spirits 1% 1% 1% 1% 1% White and Blue Alcobrew 1% 1% 1% 1% 1% Bangalore Malt Whisky John Distilleries 1% 1% 2% 3% 2% Sterling Premium Whisky's ABD 0% 0% 0% 1% 2% Source: Equrius Report Meet the new United Spirits UNITED SPIRITS PRE-2015 UNITED SPIRITS POST-2015 BAD CLEAN CORPORATE CORPORATE GOVERNANC GOVERNANCE E SICK STRONG SUBSIDIARIES DEBT LADEN ACQUISITIONS MANAGEMENT RATIONALISATION CONTINOUSLY CLEAN HIGH VOLUMES CORRUPT BUT LESS REDUCING DEBT ACCOUNTS MANAGEMENT REALISATIONS LESS VOLUMES BUT HIGH BAD REALISATIONS ACCOUNTS WHAT CHANGED AFTER 2015? 1. Manufacturing and subsidiaries rationalizations Subsidiaries 79 78 80 68 Number of Own Manufacturing Plants 46 28 27 22 19 18 20 20 19 19 15 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2016 2017 2018 2019 2020 2.Focusing more on realizations than volumes Volume (cases in mn) 120 123 121 113 117 100 88 93 90 82 80 74 78 66 59 56 51 38 21 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 9M FY21 3871 3603 3405 3521 2862 2572 1961 1915 1021 1762 760 1053 1524 725 466 339 638 1257 1139 1166 1157 1103 980 1101 854 877 798 913 628 618 636 653 770 479 362 446 309 222 155 170 190 26 18 13 32 66 144 44 72 101 93 89 -11 3 104 110 129 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 9M FY21 Revenue per Case (in Rs) EBITDA per Case (in Rs) Gross Revenue per Case 3. Increasing focus more on Prestige and Above category 93 94 88 86 59 53 41 42 40 41 37 37 39 34 33 31 27 29 2012 2013 2014 2015 2016 2017 2018 2019 2020 P&A (mn cases) Popular (mn Cases) 52% 49% 49% 63% 59% 78% 76% 73% 74% 48% 51% 51% 37% 41% 22% 24% 27% 26% 2012 2013 2014 2015 2016 2017 2018 2019 2020 P&A Volume Contribution Popular Volume Contribution 3(a). Prestige and above category brands 30.7 Volume (in mn cases) 29 25.7 26.6 26.4 5.6 6.1 3.6 4.7 4.5 1.5 1.5 2 2.3 2.3 2015 2016 2017 2018 2019 Mc Dowell's No 1 Whisky Royal Challenge Siganture Brand wise Contribution to P&A Segment 83% 78% 78% 71% 73% 12% 14% 12% 15% 15% 5% 4% 5% 6% 5% 2015 2016 2017 2018 2019 Mc Dowell's Royal Challenge Siganture 3 (b). Category wise turnover 6919 6358 5685 5910 5968 4966 5128 4601 4257 3650 3894 3852 3580 3463 3431 3357 2013 2014 2015 2016 2017 2018 2019 2020 P&A Turnover (Rs Crores) Popular Turnover (Rs Crores) 46% 44% 40% 37% 36% 66% 60% 61% 54% 56% 60% 63% 64% 34% 40% 39% 2013 2014 2015 2016 2017 2018 2019 2020 P&A Contribution to Total Revenue Popular Contribution to Total Net Revenue 3 (c). Prudent focus shift 1456 1353 1378 1407 1290 1342 1234 1177 849 858 861 736 723 727 661 660 2013 2014 2015 2016 2017 2018 2019 2020 P&A Revenue per case Popular Revenue per case 4. Change in Management Mr. Anand Kripalu joined Diageo India in May 2014 as Chief Executive Officer. In his current position his task is to transform the company, making it one of the most Anand Kripalu- MD&CEO ( 2014-20) trusted and respected consumer goods company. His focus has been around transformation of corporate citizenship as well as ethical standards in the industry. Anand has over 30 years of experience in the Indian consumer goods market Ms. Hina is currently MD, Africa Regional Markets (ARM) at Diageo. She will take over Ms. Hina Nagrajan- MD&CEO as Managing Director and CEO of UNSP and will also join the Diageo Executive ( w.e.f July 2021) Committee, reporting to John Kennedy, President Diageo Europe & India. She has spent over 30 years in CPG businesses and held several senior marketing and general management positions at Reckitt Benckiser, Nestle India and Mary Kay India. 5. Debt reduction 9000 16% 8000 13% 14% 13% 7000 12% 12% 6000 9% 10% 10% 5000 9% 8% 8% 4000 8239 7% 7804 7718 7476 5% 6604 6% 4% 6% 3000 4% 5850 3% 3% 3% 4% 4963 4% 2000 4137 2% 3% 4048 3729 3417 2900 3% 2401 2% 1000 1775 338 334 973 1543 1480 0 0% 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 6M FY21 Total Debt Interest Expense as a % of Sales D/E 7.6 3.6 3.2 3.3 2.7 2.6 2.3 1.8 1.8 1.7 1.3 1.2 1.1 1.6 1.6 1.4 0.9 0.6 0.5 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 6M FY21 6.
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