Dabur India Ltd. — Investor Presentation 2023

Sep 15, 2023

Ref: SEC/SE/2023-24

Date: September 15, 2023

To, Corporate Relations Department BSE Ltd. Phiroze Jeejeebhoy Towers, Dalal Street, Mumbai-400001

Listing Department National Stock Exchange of India Ltd. Exchange Plaza, 5th Floor Plot No. C/1, G Block, Bandra - Kurla Complex, Bandra (E), Mumbai - 400051

BSE Scrip Code: 500096

NSE Scrip Symbol - DABUR

Ref: Submission of information under Regulation 30 ofSEBI (Listing Obligations & Disclosure Requirements) Regulations, 2015

Sub: Presentation for Investors' Meet regarding Company's Capital Markets Day 2023

Dear Sir/Madam,

Pursuant to provisions of Regulation 30 of SEBI (Listing Obligations & Disclosure Requirements) Regulations, 2015, in continuation to our letter dated September 11, 2023, please find enclosed herewith a copy of presentation to be shared during the Investors' meet regarding "Company's Capital Markets Day 2023" to be held today i.e. on September 15, 2023.

The Presentation is also being made available on the website of the Company at www.dabur.com.

This is for your kind information and records.

Thanking you,

Yours faithfully,

For Dabur India Limited (A K Jain) Executive V P (Finance) and Company Secretary ASHOK KUMAR JAIN Digitally signed by ASHOK KUMAR JAIN DN: c=IN, postalCode=110092, st=DELHI, street=EAST DELHI, l=EAST DELHI, o=Personal, serialNumber=ecb3e1fdc2a028c70333c2d 8147b3, pseudonym=459e115d99c240908ca59922 2de2db9e, 2.5.4.20=08443b3bbbcf5f80cd46cc26add8 b8bdd652ffd20caa6b7340b03564e4b39df a, email=ASHOK.JAIN@DABUR.COM, cn=ASHOK KUMAR JAIN Date: 2023.09.15 11:00:39 +05'30'

End: as above

Capital Markets Day 2023

15 Sep 2023

Agenda and Presentation Team

Mohit Malhotra Global CEO

Philipe Haydon

ED - Healthcare

Abhishek Jugran

EVP - HPC, F&B and SAARC

Mayank Kumar

VP-F&B

Raghav Agarwal

CEO - International Business

Agenda and Presentation Team

Mohit Malhotra Global CEO

Philipe Haydon

ED - Healthcare

Abhishek Jugran

EVP - HPC, F&B and SAARC

Mayank Kumar

VP-F&B

Raghav Agarwal

CEO - International Business

Dabur – A Leader in Ayurveda and Natural Healthcare

Among the Top 4 FMCG companies in India

Established in 1884 – 139 years of trust and heritage

22 world class manufacturing facilities

Manufacturing Presence in India

14

Manufacturing facilities in India

Manufacturing Presence in Overseas Markets

Owned Manufacturing facilities overseas

Nigeria (ECOWAS)

9 USA (3P)

Business Structure

1 billion club brands

(17 brands)

Market Leadership in Domestic Business

Healthcare Home and Personal Care Foods

#Relative Competitive Position

Leading position in key categories across verticals

Business Metamorphosis Path to Transformation

Our portfolio operates in two distinct clusters

…led to strong penetration and market share gains

Dabur Portfolio Penetration in FY19 Dabur Portfolio Penetration in FY23

462 bps	~400 bps	786 bps	364 bps
Chyawanprash	Honey	Digestives	Juices & Nectars
167 bps	207 bps	137 bps	350 bps
Hair Oils	Shampoos	Toothpastes	Mosquito Repellant Creams

Substantial acceleration in Business growth in the last 4 years

Strategic Pillars

Business Metamorphosis continues

Business Metamorphosis continues

India is Changing

	2001201120232030E3%
	7%21%44%33%34%43%15%20182030High IncomeUpper middle incomeLower middle incomeLow income

Source: World Bank, Standard Chartered, Bain Company, Statista, Kantar Household Panel Annual Income Levels: Low Income (<USD 4k), Lower middle income (USD 4-8.5k), Upper middle income (USD 8.5k-40k), High Income (>USD 40k)

WINNING PORTFOLIO AND INNOVATION FOR CHANGING INDIA

WINNING PORTFOLIO AND INNOVATION FOR CHANGING INDIA

Restaging Core For Younger India

Dabur Amla: $2X$ Stronger Hair

World's No. 1 Hair Oil

Dabur Chyawanprash:

Strength to Fight 100+ Diseases

3x Immunity Scientifically Tested

Stronger Scientific Claims

Increasing Relevance through New Age Formats

Aspirational Packaging

Dabur Lal Tail: 2X faster physical growth

Dabur Honitus:

Clinically tested Fast Relief

Starts Action on Cough from 15 mins

Dabur Red Toothpaste:

3X Better

Gum care, Plaque, Stainremoval

Odomos: 99.9% Protection

Increasing Relevance through New Age Formats

Restaging Core For Younger India

Stronger Scientific Claims

Increasing Relevance through New Age Formats

Aspirational Packaging

Sugar Free Alternate

₹35/ OFF Dabur Chyawanprash

Targeting Diabetic/Sugar Conscious TG

New Formats

Powder

Tablet

Benefits Specific variants

Kajurprash for Healthy Haemoglobin levels

TG Specific

Targeting Mid Age/Older TG with Premium Variants

Restaging Core For Younger India

Stronger Scientific Claims

Increasing Relevance through New Age Formats

Aspirational Packaging

Blister Lozenges Premiumisation

RISE initiative West

Tea Bags

Sugar Free Variant

Increasing Relevance through New Age Formats

Mosquito Repellent Lotions

Odomos Racquets

Aspirational Packaging

Aspirational Packaging

Restaging Core For Younger India

Stronger Scientific Claims

Increasing Relevance through New Age Formats

Aspirational Packaging

WINNING PORTFOLIO AND INNOVATION FOR CHANGING INDIA

Transition from Power Brands to Power Platforms | F&B

Transition from Power Brands to Power Platforms | HPC

Premium Shampoo Range

(Onion & Olive) Neelibhringa21 Hair Oil International Range

Transition from Power Brands to Power Platforms | Healthcare

FY19 Today

As a result, TAM has tripled

Innovation Pace Has Picked Up

FY19 FY23

WINNING PORTFOLIO AND INNOVATION FOR CHANGING INDIA

Scaling Existing Categories by Entry into New Adjacencies

WINNING PORTFOLIO AND INNOVATION FOR CHANGING INDIA

Digital continues to gain prominence

E-commerce business

built up in last few years, contributing to $\sim$ 9% of the business (best in industry)

46 Awards in FY23

WINNING PORTFOLIO AND INNOVATION FOR CHANGING INDIA

Business Metamorphosis continues

Trends in the Trade

Wholesale business shifts to middle India and smaller towns

Expansion in periphery of mini metros

Commanding more than half in MT environment

MT store count 2 is estimated to increase by 1.5x from 2022 to 2025

stores

Agriculture income increases by 1% in 22-23 after 2 years of contraction

Quick Commerce to be 25-30% by

FY 25

Rise of neighborhood Kirana's post pandemic

Fit for Purpose GTM

Become an Intelligent & Data Driven Sales Organization

Platforms at next level to identify lead measure

Gamification & technology driven Capability building

Operation model change to strengthen and bolster the Channels

Distribution Expansion and Efficiency Improvement

FY19	FY23	Near Term Target

Business Metamorphosis continues

Transforming Culture & Building Capabilities

B. Connect & Develop Open Innovation Culture

D. Progression vs Perfection

E. Building Capabilities

Regional Business heads and Channel heads with P&L responsibilities

A. Operating Model Change for more agile and accountable BUs

• 1. Moved from 4 Region Structure to 5 Regions (Introduction of Central)
• 1. Strengthened New-Age Channels: New Young Head + Strong Team under him.
• 1. Appointed Heads for E-B2B, C&C, Enterprise, Parlour, Ayurvedic Ethicals and Therapeutic

B. Connect & Develop Open Innovation Culture

C. Fearless Approach Fail Fast

Key Successful NPDs

Real Drinks Portfolio 200 cr+ in FY23

Dabur Ghee $\sim$ 14 cr in FY23

Hommade Pickles & Chutneys 10 cr in FY23

Amla Flankers $\sim$ 40 cr in FY23

Odonil Neem $\sim$ 13 cr in FY23

Edible Oils Range $\sim$ 10 cr in FY23

Health Juices Range $\sim$ 20 cr in FY23

Dabur Herb'l $\sim$ 13 cr in FY23

Real Fizzin $\sim$ 10 cr in FY23

Dabur Baby Range $\sim$ 20 cr in FY23

Gur Chyawanprash $\sim$ 12 cr in FY23

Dabur Vedic Tea $\sim$ 10 cr in FY23

E. Building capabilities

Ankush Jain

Global CFO

Biplab Baksi

Global CHRO

Anshul Gupta

Head of Sales

Raghav Agrawal CEO, International Business

Mayank Kumar

Head, F&B

Abhishek Jugran Head - HPC, F&B, SAARC and H&B

Philipe Haydon

Head, Healthcare

Naryanan Renganathan Head, Purchase

Hrishikesh Ramani Head, Manufacturing

Umesh Joshi

Head, Supply Chain

CIO

Prasun Bandopadhyay R&D, HPC

Dinesh Pandey

R&D, F&B

Rahul Awasthi

Head of Operations

Head, MT and E-comm

Business Metamorphosis continues

Dabur Operations | Digital, Disruptive, Diverse & Sustainable

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Sustainably Yours

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Business Metamorphosis continues

Dabur Tech for Digital Transformation

Industrial IOT	Customer Engagement	Consumer Engagement
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Outcomes

Business Metamorphosis continues

Profitability Enhancement

Business Metamorphosis continues

Thank You

Capital Markets Day 2023

15 Sep 2023

Agenda and Presentation Team

Mohit Malhotra Global CEO

Philipe Haydon

ED - Healthcare

Abhishek Jugran

EVP - HPC, F&B and SAARC

Mayank Kumar

VP-F&B

Raghav Agarwal

CEO - International Business

Healthcare Macro Trends

Healthcare Performance Snapshot

Healthcare Vision

Healthcare Growth Accelerators

Healthcare Macro Trends

Healthcare Performance Snapshot

Vision

Healthcare Growth Accelerators

Trends in Healthcare

• From Curative to Preventive
• Ayurveda seeing a new transformation
• Evolution of New Formats
• Rise of D2C Brands
• Organisations moving to Exclusive destination for Healthcare

From Curative to Preventive

Self Monitoring of Health through Technology

Searching for Health in Foods Focus on Wellness

Growth in Nutraceutical market

• Rise of Yoga centres/wellness Spas
• Increase in gym goers
• Increase in Preventive Health check ups

• Rise of segments like Diabetic Atta, Multigrain Breads, Oat biscuits, fortified Juices

• Rise of Desi Super Foods,Slim Honey (Cinnamon+Trifala), Pure Herbs ,Herbal Tea Range

• Rise of wearables like Smart Watches /BP/Diabetes devices

• Extensive search on Internet for monitoring .

• Rise in products of daily supplements like VMS, Immunity Boosters, geriatric care, Health juices, etc.

Source: Mintel

Healthcare users interact with ecosystem basis their needs

Consumers who are favorably disposed towards Ayurveda, don't know (a) Where to find Ayurvedic Drs (b) Which Preparations to Use & Where to Buy

Opportunity to Build Credible D2C Network & Online / cell phone based advise and ordering service

Ayurveda witnessing a transformation (Consumer perspective)

Brands WITHIN the 'Ayurvedic' space are not very differentiated

Opportunity to create an 'Eco-System' (Product + Service)

Up to 30 years of age, people do not perceive any major health issues Post 30, the definition of being healthy is "Looking & feeling younger than your age"

30+ should be Dabur's focus TG

High-concern areas are, (a) Lifestyle related areas: Pain management; Digestion-related; Heart; Diabetes; Energy & Vitality & (b) among women, Gynecological problems

Opportunity to offer effective and innovative solutions in these areas

Ayurveda witnessing a transformation (Healthcare Professional perspective)

Allopathic (over 900,000) & Ayurvedic doctors ( 500,000+) are willing to "prescribe" to their patientsadditional medicines that belong to another medicinal system

The 'complementary treatment' opportunity for Dabur is very large, and MUST be developed

Allopathic drugs are seen as a product of superior scientific claims & safety. Ayurvedic /Natural medicines need to be tested clinically & need to be backed by scientific evidence

Scope to build expertise through clinical and scientific testing and research papers

Continuous allopathic medication causes side effects which can be managed better using Ayurveda or Natural medicines which have no side effects

Scope for collaborative treatment or coexistence with allopathy in managing ailments such as diabetes or heart or Arthritis related chronic ailments

Allopathy doctors want to understand the action of Ayurvedic medicines , their actives, mode of action etc.

Need to speak to them in "their language"

Healthcare Market Snapshot

Dabur Healthcare Categories

Healthcare Macro Trends

Healthcare Performance Snapshot

Healthcare Growth Accelerators

Healthcare :Performance Snapshot

Honey Chyawanprash Glucose Baby Massage Oils Digestives Cough Syrups Ayurvedic Generics Ayurvedic #1 #1 #2 #1

Market Leadership in Healthcare Business

Relative Competitive Position

Leading position in key categories across verticals

MAT June 2020 MAT June 2023

Market Share Gains across Key Brands in Healthcare

MAT June'20 MAT June'23

Healthcare Macro trends

Healthcare Performance Snapshot

Vision

Healthcare Growth Accelerators

Growth Accelerators

Growth Accelerators

Power Brand to Power Platform | Dabur Chyawanprash

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Power Brand to Power Platform | Honey

Building the Core

• Drive brand consumption with benefits, formats and variants
• Scale up Squeezy Portfolio
• Premiumize honey portfolio with exotic variants– Organic Honey, Sundarbans, Kashmir, Manuka
• Build Health Range targeting specific benefit spaces
• Extend into Breakfast Adjacencies

Power Brand to Power Platform | Hajmola

➢ Building the Core : Hajmola Tablets & Candy

• Launching new age variants in Tablets to drive JLT consumption ( Mangola , Fantola etc..)
• Launching regional variants to tap regional taste preferences (Ajwain Pachak, Kokum , Paan etc. )
• Launching Candy extensions in adjacent categories

( Centre filled, Soft Chews, Loose Candy etc..)

• Extending into categories like Mukhwaas

Power Brand to Power Platform | Honitus

Building the Core

• Honitus Syrup : Continue to grow share by consolidating presence & launching new Variants
  • Variants : Adulsa | SF (Sugar Free)
  • Regional : Adulsa , Tulsi ..
  • Expert care : Bronchorelief , Allergic cough ..
• Honitus Cough Drops
  • Expanding thru flavours : Ginger / Orange / Lemon / Tulsi
  • Expanding into new formats : Blister Lozenges | SF
• Honitus Hot Sip
  • Extending into quick formats : Tea bags

Extending the Core / Innovations

• Pills / Tabs

Growth Accelerators

Stronger Scientific Claims

Growth Accelerators

Healthcare | New Categories

New Category Entry | Baby Care Market (~11,400 cr)

2 Sub-Categories

Personal Care

Size: 4,200 cr

Soaps | Lotion | Oil Powder | Shampoo

Size: 7,200 cr

Diapers | Wipes

Hygiene

Why Baby Care is important to Dabur?

• Target every life stage of the consumer and build value at each stage. From check-in to checkout.
  • 1 st bath, 1st diaper, 1st massage, 1st body lotion, 1st baby food ,1st digestive, 1 st cough/cold medicine, 1st kids drink, 1st pimple clear etc
• 2.7 crore babies born each year in India (over 50 per minute)
• Dabur has Right to Win in this category {~18,000 Cr}
• The franchise "Dabur Baby" presents a strong proposition of a brand that is time tested , gentle, and herbal, to a young parent.

The STRATEGY is to enter the consumer's heart/home during an extremely vulnerable/memorable time : when the first baby is being born

NEW BABY CARE

Natural. Safe. Effective.

Entry into Tea market

*Premium Teas are Teas with MRP 500 Rs+/Kg, Health Benefits to be backed by clinical study

Entry into Premium loose tea Tea with Health benefits

Premium Loose Tea (4700 Cr)

Growth Accelerators

Spearheading Complimentary Medical Approach Allopathy (Overall) 200,000 Cr Ayurvedic (Medicine) M 15,000 Cr

AAT		Existing Dabur
	ank Therapy	Therapeutics Portfolio
	IPM
	1 CARDIAC	Lipistat
	2 ANTI-INFECTIVES	Ring Ring
		Nature Care, Antacid,
		Pilochek, Laxirid,
3 l	GASTRO INTESTINAL	Gastrina
	4 ANTI DIABETIC	Glycodab
		Broncorid, Ayurvedic
		Nasal Drops,
	5 RESPIRATORY	Alerkof(NPD)
		Rheumatil Range,
	6 PAIN / ANALGESICS	Sarbyna Strong
	VITAMINS/MINERALS/	Ratnaprash, Pure
	NUTRIENTS	Herbs(9 Sku's)
	8 DERMA	Keratex, Fem Pharma
	9 NEURO / CNS	Stresscom
		Mensta, Nectolac,
	10 GYNAEC.	Caldab
	ANTINEOPLAST/IMMU
	11 NOMODULATOR	Imudab
	12 UROLOGY	Stondab
	13 ANTIVIRAL	Juri Tap

Dabur Therapeutics: Reason for Being

Team of well trained professional medical representatives

Enter the 2,00,000 Cr Rx market

Business relations with the large, untapped Healthcare providers

Strong presence in the lucrative Baby care segment

Expand the team into newer therapy segments going forward.

Expanding Dabur Therapeutics | 1. Doctor Coverage

Expanding Dabur Therapeutics | 2. Product Portfolio

Growth Accelerators

Grow Classical Ayurveda portfolio by addressing gaps in current range

Grow Classical portfolio by addressing gaps in current range

Growth Accelerators

Premiumization | Commanding High MRP & Improved margins

Journey to 5000 Cr

Sonu sood & @SonuSood. Aug 01

For my fitness regime, have decided to switch from sugar to honeyin my diet. But how to be sure about purity of #honey that weconsume?

Thank You

Capital Markets Day 2023

15 Sep 2023

Agenda and Presentation Team

Mohit Malhotra Global CEO

Philipe Haydon

ED - Healthcare

Abhishek Jugran

EVP - HPC, F&B and SAARC

Mayank Kumar

VP-F&B

Raghav Agarwal

CEO - International Business

3

Megatrends Shaping consumption in India

Significant growth expected via Premiumisation

on by

2028 (up

capita spend over joint HHs 55-60% consumers actively spend on healthy food, services and trust in the 'naturals' platform

from 34% in 2018) Tier 2-4 to outgrow metros by 25%

Surging share of elite/affluent

Digital expected to drive overall retail spending with 15%+ from ecommerce by 2030

1. 70% HHs Health/wellness & Naturals play

Premiumization to drive growth in urban

1. 38% Urban Populati Rising tier 2-4 cities shaping consumption

Companies set to get 15-25% share from "premium" in select categories

1.5x share gain by small niche players in last 5 years

Consumers increasingly going for solutions customized for their requirement, instead of generic

Greater adoption in women (& men)

Digitally influenced consumption to impact -80% of spend

The 'willing to try' shopper

Rise of beauty: Women (& Men)

HPC poised well to capture the Ayurveda/Natural trend

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Consumer Connections, 2022 |Source: The Household Panel, Worldpanel Division, Kantar India

HPC Overview – Accelerating growth over the years

FY'19 FY'23 Mix moving towards Homecare and Oral Care

Market Leadership across Categories

#Relative Competitive Position

Leading position in key categories (Hair, Oral, Skin and Home Care)

HPC – A Powerhouse of Mega Brands

*As per MRP Value

2 Brands &gt;1000 Cr* (Dabur Red, Dabur Amla portfolio)

2 Brands &gt;500 Cr* (Odonil, Vatika)

14 Brands >100 Cr*

HPC having a strong Consumer hold and Customer penetration

Source: Nielsen | Kantar

Winning across key categories

	MS%Vol*	Gains over'19	Distribution Gains(O/L added over '19)
Toothpastes		+137bps	+8.5 Lakhs
Hair Oils		+167bps	+4.0 Lakhs
Shampoos		+207bps	+ 3.5 Lakhs
MosquitoRepellent Creams		+350bps	+ 14.3K
Air Fresheners		+40bps	+ 1.8 Lakhs

*MAT Jun'23 Vol MS% from Nielsen # Penetration Gains from Kantar IMRB

^ Toothpaste represents Toothpaste + Toothpowder

HPC Highlights

• Dabur becomes the No. 2 Player in Oral Dentrifice
• Every 2nd Household in India now uses Dabur Oral Care

• Gulabari joins the 200cr Club and strengthens its No. 1 position in Rose Water
• Dabur Bleaches strengthens its No 1 position with Newer Offerings

• Dabur Hair Oils achieves Highest Ever Volume Market Share
• Vatika joins the 500cr Club
• Vatika Shampoos achieves Highest Ever Vol and Val Market Share

• Odonil joins the 500cr Club
• Odomos and Odonil continue to hold No. 1 position in their categories

Source: Nielsen | Kantar | Rev = MRP Value

Key Growth Pillars

RISE (Regional Insights for Speedy Execution)

Implementing a Segmented Portfolio Strategy

Building Purposeful Brands

Ensuring a Future-fit Portfolio

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1. Strengthen the Core: Clutter-Breaking Celeb Associations to drive Brand Love

BRANDS. POWER CELEBRITIES.

1. Strengthen the Core: Raising the Bar on Product Efficacy and Superiority

Dabur Red: 3X Better Gum care, Plaque, Stainremoval

Dabur Amla: 2X Stronger Hair, Deep Penetration

Dabur Vatika: 90% Hairfall Reduction in 4 weeks

*All Claims subject to clinical study

1. Strengthen the Core: Raising the Bar on Product Efficacy and Superiority

Dabur Vatika Neelibhringa21: Grows new hair in 2 Months

Dabur Gulabari: 8 Hr skin Hydration

Odomos: 99.99% Protection from Dengue

1. Strengthen the Core: Packaging Refresh to contemporize and make brands Aspirational

Vatika Enriched Hair Oll

Dabur Amla Hair Oil

Vatika Shampoo

Dabur Gulabari

Sani Fresh

Red Tooth Paste

$\bullet$

Odonil

1. Strengthen the Core: Innovative Digital campaigns

17 Numbers for FY23

• 859 Mn Imps • 142 Mn Views • 26% More Spends • on Digital

1. Strengthen the Core: Betting Big on Influencers to connect with Gen Z

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2. Power Brands to Power Platforms: Increase Total Addressable Market

Mosquito Repellent Creams, Air Fresheners, Toilet Cleaners, Floor Cleaners

Household Insecticides Liquid Vaporizers

Rose Water, Creams, Bleaches, HRC, Handwash, Facial Kits

Body Lotions Body Wash Premium Toners Shaving gels Pedicure/Manicure Kits Rose Glycerine

2. Power Brands to Power Platforms

2. Power Brands to Power Platforms

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2. Getting into new, adjacent categories

Cooling Oil Body Lotion

Gel Toothpastes Liquid Vaporizer

3. Execution Excellence: Continued to expand distribution infra and improve efficiency

4. RISE: Regional Insights for Speedy Execution

BOP: Core Portfolio To drive Recruitment

MOP: Channel First Portfolio Build frequency

LUPs

Bridge Packs

Regional Comms: Segmented Portfolio Strategy #VOCAL for LOCAL

SEGMENTED PORTFOLIO STRATEGY (TOP): Premiumization: Entering into new categories

SEGMENTED PORTFOLIO STRATEGY (MOP): Differentiated Portfolio/Packs by Channels

Recap: Key Growth Pillars

RISE (Regional Insights for Speedy Execution)

Implementing a Segmented Portfolio Strategy

Building Purposeful Brands

Ensuring a Future-fit Portfolio

Step Up Momentum

Grow ahead of the category to gain MS

Premiumization to expand Gross Margins

Thank You!

Capital Markets Day 2023

15 Sep 2023

Agenda and Presentation Team

Mohit Malhotra Global CEO

Philipe Haydon

ED - Healthcare

Abhishek Jugran

EVP - HPC, F&B and SAARC

Mayank Kumar

VP-F&B

Raghav Agarwal

CEO - International Business

Beverages and Foods

Foods & Beverages Construct

F&B : 4 years CAGR of 14%

4 years CAGR of Beverages @ 14% and Foods @ 16%

	CAGR:16%
62

Gaining MS to consolidating our No1 Position in J&N, while gaining share in New Categories

FY19 FY23

Neilsen MAT Mar 23 Val

Strategic Pillars

Strategic Pillars

Strategic Pillars

Healthier and Tastier Beverages

Strengthening CORE

Healthier and Tastier Products

Persuasive communication

Superior Packaging

Functional Juices

Rehydrating Beverages

Coconut Water portfolio

Superfood & Exotic Juices

With Aloe Power

Masala Range

Soya & Almond Milk

Healthier and Tastier Products

Persuasive communication

Healthier and Tastier Products

Persuasive communication

Healthier and Tastier Products

Persuasive communication

Healthier and Tastier Products

Persuasive communication

Healthier and Tastier Products

Persuasive communication

Healthier and Tastier Products

Persuasive communication

Healthier and Tastier Products

Persuasive communication

Strategic Pillars

Transition from Power Brand to Power Platforms | Real

Real Juices – 100% Activ Real Nectars Real Vitamin Boost Real Masala Range

Real Mango Drink Real PET Real Aloe Power Real Plant Based Drinks

Real Fizzin Real Milkshakes Real Activ Coconut Water Real Seeds/Superfoods

Real Peanut Butter

FY19 Today

As a result, TAM has considerably increased for Beverages

Innovation Pace Has Picked Up

FY19 FY23

Strategic Pillars

Expansion of Food Business

Operating in a Small Segment of Cooking Aids (Paste, Puree etc)

Entry into Large Segments through Differentiated Offering and Promise of Quality & Trust

Pastes, Puree, Coconut Milk & Flavouring Agents

Leveraging the brand equity of Dabur, Hommade and Real to create right to win in the categories we foresee to enter

Condiments RTC/RTE and Spices Oil & Ghee

Pickles, Chutneys, Peanut Butter Desserts & Masalas

Expansion of Food Business

Expansion of OOH Beverage Portfolio

Price Points and Packaging Format

Expanding Beyond Rs 20/- In Carton pack to Rs 10/- and Rs 40/- and to PET format

Strategic Pillars

Digital continues to gain prominence

Key Digital Pillars

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Strategic Pillars

Expanding and Bolstering RTM

Badshah : Focus on CORE markets with a phase wise expansion plan to other markets

Strategic Pillars

Improving Profitability

Cost by being nearer to market

Distributed Manufacturing

RM, Focus on Indianization .

Vendor Agnostic Formulation

Price discovery with 03 introduction of multiple carton/ Laminate suppliers

Multiple Vendors of Cartons

Lower energy and manpower cost, High Speed Lines

Operation Efficiency

Strategic Pillars

Capital Markets Day 2023

15 Sep 2023

Agenda and Presentation Team

Mohit Malhotra Global CEO

Philipe Haydon

ED - Healthcare

Abhishek Jugran

EVP - HPC, F&B and SAARC

Mayank Kumar

VP-F&B

Raghav Agarwal

CEO - International Business

CAPITAL MARKETS DAY

International Business Division

September 2023

Dabur International is a $365Mn Business

Our Global Footprint

% Contribution FY 22-23 Values

Our Consumers

MENA	26%
SAARC	20%
N. America	16%
Egypt	13%
Turkey	11%
S.S Africa	9%
UK & EU	6%
Others	2%

7. Russian & East European

1. South Asian + East Asian

Our Global Portfolio

Power Brand

Dabur's Herbal Positioning – Differentiates us versus most competition

Natural, Herbal Ayurvedic Ingredient based Benefits

How do we go to market?

Where we make our products

Manufacturing facilities in International Business

Leading Positions in Key Markets

	#1	#2	#3
Saudi Arabia	Hair OilHair CreamHair GelHair Mask	Skin Care JellyHenna Hair Colour
Egypt	Hair OilHair CreamHair MaskHair Gel
United Arab Emirates	Hair OilHair CreamHair MaskNatural Shampoo	DepilatoriesSkin Care JellyHair GelHenna Hair Colour

Hair SerumsDepilatoriesNatural Shampoo
Hair SerumsToothpaste

Volume Share

Vatika Naturals – The largest brand in the portfolio

	Market Share Positions
	UAE	EGYPT	KSA
Hair Oil	#2	#1	#2
Hair Cream	#1	#1	#1
Hair Gel	#2	#1	#1
Hair Mask	#1	#1	#1
Shampoo*	#1		#3
Henna	#2		#2

Sub-Categories				Region-wise Priority
				REGION	VATIKA
					MENA
Hair Oil	Shampoo	Conditioner		Hair Colours	Egypt
			SSA
	Hair MaskHair StylingBaby		West Asia
Strategy					USA/Canada
•Mega Celebrity Dorra Zarrouk & Gen Z InfluencersEndorsement.					UK / Europe
•Ladder Up Consumers through Breakthrough
Innovations & Premiumization while driving the core.•Expand strong GCC Range across markets.				Other Markets

Household Penetration

KSA 41% UAE 32%

Vatika Naturals - Innovations

OIL SHAMPOO

Benefits of Oil & Shampoo in One with 100% Natural Extracts

3-in-1 Hair Solution – Hair Mask, Hot Oil Treatment & Leave-in Hair Cream

Vatika Naturals – Innovations

FRUITAMIN

Vatika Naturals – Innovations

MENZ RANGE

2 in 1 Benefit MENZ Hair Cream Stylish New Pack of Hair Gel

Vatika Naturals – Innovations

SHAMPOO HAIR COLOR

In-shower shampoo Hair Color infused with Natural Extracts for 100% Grey Coverage

Vatika Naturals – Innovations

ONION RANGE

Scalp Nourishment Collection with the power of Onion Extracts

Vatika's brand Ambassador - Dorra Zarrouk

S O C I A L F O L L O W I N G

Pan Arab Mega Movie & Series Star Winner of Multiple Prominent Awards

Dorra Zarrouk's Secret to Beautiful Hair

Dabur Amla – World's No.1 Hair Oil

Market Share Positions

Other Markets

REGION AMLA MENA Egypt SSA West Asia USA/Canada UK / Europe Sub-Categories Region-wise Priority Strategy • Celebrity Endorsements – Heba Magdy • Address key hair problems –Long Black Hair/Anti Hair Fall Hair Oil Shampoo Conditioner Hair Cream Hair Serum Kids

• Advanced hair solutions
• Recruiting them young Amla Kids extensions
• Pure Premium Oils New Launches

Household Penetration

Dabur Amla - Innovations

AMLA ADVANCED HAIR OIL

97% Hair fall Reduction for Long, Strong & Beautiful Hair

$\bullet$

Dabur Amla - Innovations

HAIR REPAIR SOLUTIONS

50% Improvement in Hair Root Strength & 3x Improvement in Hair Growth Rate

Dabur Amla - Innovations

AMLA KIDS RANGE

Gentle Formulations for Kids Hair Care

Nourishing Conditioner & Face + Body Wash

Adventures of Princess Amira Series

Oral Care - Natural Range covering all dental problems

Sub-Categories	Region-wise Priority
Kids Range	REGION	ORAL CARE
Premium Range with Advancedwhitening/Anti-Ageing	MENA
Complete Care withMiswak extracts	Egypt
Protection against 7Dental Problems	SSA
Cavity Protection+ Freshness	West Asia
Strategy	USA/Canada
•Covering the complete spectrum of the category•Establish leadership amongst South Asians	UK / Europe
Target Arab/ SSA/ SEA/ Eastern European•households through media drive & mass sampling	Other Markets
Innovation through clutter breaking new launches•

MISWAK

Clove (Expert Cavity Protection) & Charcoal (Super Whitening) Variants

OIL PULLING MOUTHWASH & MOUTH SPRAY

100% Natural & Organic Ayurvedic Oil Pulling Mouthwash & No Aerosol Herbal Mouth Spray

KIDS RANGE

Dabur Herbal Kids Range for Cavity & Germ Protection with No Nasties

ALPHA RANGE

Charcoal (Expert Whitening) & Blackseed (Complete Care) Variants

Where there is Clove there is No Cavity

ORS – Trusted Afro Hair Care Brand

REGION	ORS
USA/Canada
UK / Europe
SSA
MENA
Egypt

Sub-Categories

CURL SHOW

Moisturize & Protect Hair with Collagen & Avocado Oil for Longer, Stronger look-at-me Curls

STYLE & SCULPT

Long lasting Firm Hold infused with Castor Oil & Beeswax

MAX MOISTURE

Supercharged Hair Hydration infused with Rice Water & Electrolytes

RELAX & RESTORE

Upgrade your hair with Blackseed Oil For Daily Restoration & Growth

Healthcare – Unique Ayurvedic Portfolio

Sub-Categories Region-wise Priority

Digestives Vigor & Vitality

Immunity Boosters

Cough & Cold Range

Healthcare – Unique Ayurvedic Portfolio

Strategy – Expand Portfolio Across Markets

Brand	UAE	QATAR	SAUDI	OMAN	NORTHAFRICA
Prescription

Badshah – The King of Spices

Veg Blended Spices

Asafoetida Hing

Instant Premix Tea

Non-Veg Blended Spices

Kesari Milk Masala

REGION	BADSHAH
USA/Canada
UK / Europe
MENA
Other Markets

Badshah - US Launch

OUR MANTRA TO SUCCESS

VATIKA HAMMAM ZAITH / HAIR MASK

Local Customisation – Key to Dabur's Success

1. Developing/launching products specific to local habits Ex: Hammam Zaith in GCC

Local Customisation – Key to Dabur's Success

2. Launching Localized Variants across regions

CACTUS GARLIC OLIVE

Local Customisation – Key to Dabur's Success

3. Customizing mixes by market

Developing Markets	Developed Markets
Post-Wash	Pre-Wash
Low Viscosity	High Viscosity
Mass Price	Premium Price
Smaller Pack Sizes	Bigger Pack Sizes

Developed Markets

WAX STRIPS

Local Customisation – Key to Dabur's Success

BLEACH

HAIR REMOVAL CREAM

Local Customisation – Key to Dabur's Success

12 Touch Up Kit

2 Touch Up Kit 6 Touch Up Kit

…And we take pride in our unique Culture

People

Flexibility

Recognition

Learning Culture

Global Career Progression

At Dabur, Sustainability enables our Business

Sustainable Business

Sustainable Packaging

• ❖ Reduce
• ❖ Reuse
• ❖ Recycle
• ❖ Refuse

Waste Reduction

• ❖ Collaboration with Emirates Environment Group for plastic /paper waste recycling.
• ❖ 100% effluent recycling

Green Manufacturing

• ❖ Alternate Fuel
• ❖ Solar Power
• ❖ Operational Efficiencies
• ❖ Tree plantations

Sustainability principles, embedded in every business decision

Recyclable Tubes

Reusable Containers

New Avatar Bottles 370 MT of Green House Gas Emission reduction per year

8% Plastic Reduction From 2021 to 2023

• 1. Grow core business in MENA, SAARC & Afro Hair in North America
  • Innovate/Renovate/Build Brands
  • Strengthen go-to-market/channels/category development
  • Expand portfolio
  • Build efficiencies
• 1. Strengthen/Scale up established portfolios
  • Egypt => Become the No.1 Personal Care Company
  • Turkey => Scale up & expand international footprint
  • Scale up Sub Saharan Africa
  • From Strong ethnic US/UK/EU Footprint => To enter select Mainstream
  • Build new focus geographies => CIS, Ethiopia, Algeria, Select South-East Asia
• 1. Build Ecommerce Business across Markets
• 1. Agile Manufacturing/Supply Chain Footprint to cost effectively serve all markets
• 1. Gross Margin accretion => Invest to Grow

Opportunities that we see

Our Ambition

RFO growth to be in double digits in constant currency terms

Expanding gross margins through premiumization, innovative NPDs and cost control by 300bps

Investing in Media to strengthen our brands and to drive

secondary sales

Driving it upwards of 20%+ of RFO by leveraging overheads

Revenue from Operation

Gross Margin

Operating Margin

Adpro Brand Investments

Expand International Business – Key part of Dabur business

Bullish on strong growth momentum going forward

Driving key brands in both large and small categories

Accelerate Geographical expansion

Thank You

Those joining through the webinar, please raise your hand on Zoom for asking any questions.

We will take them one by one.