SAFARI INDUSTRIES (INDIA) LTD - CORPORATE PRESENTATION MARCH 2019
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DISCLAIMER This presentation does not constitute a prospectus, offering circular or offering memorandum or an offer, or a solicitation of any offer, to purchase or sell any securities of Safari Industries (India) Limited ( the “Company”). This presentation should not be considered as a recommendation that any investor should purchase, any securities of the Company and should not be used as a basis for any investment decision. The information contained in this presentation is only current as of its date and has not been independently verified. Please note that the past performance of the Company is not, and should not be considered as, indicative of future results. Furthermore, no express or implied representation or warranty is made as to, and no reliance should be placed on, the accuracy, fairness or completeness of the information presented or contained in this presentation. None of the Company or any of its affiliates, advisors or representatives accepts any liability whatsoever for any loss howsoever arising from any information presented or contained in this presentation. This presentation contains certain currency exchange rates and the same have been provided only for the convenience of readers. No representation is made that the Rupee amounts actually represent such USD amounts or could have been, or could be, converted into USD at the indicated rates. The Company may alter, modify or otherwise change in any manner the contents of this presentation, without obligation to notify any person of such revision or changes. Accordingly, any persons in possession of this presentation should inform themselves about and observe any such restrictions. This presentation contains certain statements of future expectations and other forward-looking statements, including those relating to our general business plans and strategy, our future financial condition and growth prospects, and future developments in our sector and our competitive and regulatory environment. In addition to statements which are forward looking by reason of context, the words ‘may’, ‘will’, ‘should’, ‘expects’, ‘plans’, ‘intends’, ‘anticipates’, ‘believes’, ‘estimates’, ‘predicts’, ‘potential’ or ‘continue’ and similar expressions identify forward looking statements. All forward looking statements are subject to risks, uncertainties and assumptions that could cause actual results, performances or events to differ materially from the results contemplated by the relevant forward looking statement. The factors which may affect the results contemplated by the forward looking statements could include, amongst others, future changes or developments in (i) the Company’s business, (ii) the Company’s competitive environment, and (iii) political, economic, legal and social conditions in India. Private & Confidential 2
EXECUTIVE SUMMARY Consistently growing One of the fastest growing luggage brands in India luggage brand ~47% CAGR in Revenues & ~59% CAGR in EBITDA since FY 2013 to FY 2018 One of the top 3 luggage brands in India Leadership position Leadership position in an oligopolistic market Products spanning across all luggage categories Diversified product Products for all customer categories suiting all possible occasions portfolio Currently dominated by Soft luggage (>70%*), Polycarbonate and School bags launched recently Well entrenched Multi channel distribution network with >3500 customer touchpoints distribution network Channel network covering CSD, Hyper market, MBO, EBO, Ecommerce and Institutional Management & Experienced management team and Board of Directors Governance Adhering to high standards of corporate governance * FY 18 Private & Confidential 4
CORPORATE SNAPSHOT Revenues Debt* (FY 18) INR 4,218 Mn (FY 18) INR 550 Mn Customer ~3,000 (MBOs) EBITDA Touch ~750 (Modern Trade) (FY 18) INR 429 Mn Points ~2200 (CSDs) 100+ (across Soft PAT SKUs (FY 18) INR 215 Mn Luggage, Hard Luggage, Backpacks, School Bags) Net Worth INR 1,728 Mn Employees 1,100+ (FY 18) * Including Short Term and Long Term Borrowings Private & Confidential 5
SHARE PERFORMANCE & REVENUE GROWTH Historical Stock Price Movement Performance Comparison with BSE Index Share holding pattern as on 31st March 2018 700 40000 600 35000 500 30000 Promoter Share Price (Rs.) 25000 17% 400 20000 300 15000 200 10000 25% Institutions (Public) 100 5000 0 0 58% Non Institutions (Public) Safari ind BSE Revenue (Rs. Mn) 4,218 3,535 2,789 2,165 ~ 6.8x growth in 1,671 revenue in the past 7 940 620 years FY 12 FY 13 FY 14 FY 15 FY 16 FY 17* FY 18* Source: Company *As per IND AS Private & Confidential
TIMELINE OF KEY EVENTS Mr. Sudhir Jatia acquired majority stake (77%) in Tano Capital invested ~Rs. 500 Launched in 1974. Safari Industries (India) Mn in July 2014 Ltd in May 2012 Launched polycarbonate Launched backpacks Started with limited luggage and new product under SAFARI brand. SKUs primarily catering Product rationalization & categories e.g. laptop bags to adult customers, strategy realignment, Begun the ecommerce sales Launch of backpacks family travel needs elimination of non Opened China office under Genius and performing SKUs Genie brands for schools FY 1974- FY 2012 FY 2013 FY 2014 FY 2015 FY 2016 FY 2017 FY 2018 2011 Identified school bags as a Malabar Fund invested Product rationalization Foray into PC focus area and intensified Rs.510 Mn in October 2017 & strategy realignment manufacturing. focus on backpacks – elimination of non Acquisition of Genius, SAP implementation in performing SKUs Introduction of SKUs in Magnum, Activa, Orthofit, July 2017 CSD segment DBH, Egonauts, Gscape and Genie GST migration from July Opened second China 2017 office PC capacity expansion at Halol in March 2018 Private & Confidential 7
PILLARS OF SUCCESS Attractive industry dynamics Diversified customer offerings with a wide product portfolio Well entrenched distribution network Experienced management team Sound corporate governance Private & Confidential 8
2. INDUSTRY SNAPSHOT
ATTRACTIVE INDUSTRY DYNAMICS SIZEABLE MARKET WITH HEALTHY GROWTH POTENTIAL Composition of Luggage Market – contributes 23-24% of overall market Registered ~15% CAGR during 2011-16 91 Total Sales - 138 Mn Units (2016 Luggage & Bags Sales) Volume growth ~11% 79 68 Value growth ~15%58 Luggage 51 23% 45 29 32 24 26 19 21 Bags 77% 2011 2012 2013 2014 2015 2016 Sales of Luggage (Million Units) Sales of Luggage (INR Bn) Source: Euromonitor International Source: Euromonitor International Luggage is dominated by “Soft” Expected to grow to > INR 120 Bn by 2021 Sales of Luggage by Type -2016 (%) 117 121 112 106 98 91 Soft Hard 40 43 45 32 35 38 2016 2017 2018 2019 2020 2021 Sales of Luggage (Million Units) Sales of Luggage (INR Bn) Source: Euromonitor International Source: Euromonitor International Private & Confidential 10
ATTRACTIVE INDUSTRY DYNAMICS UNDER PINNED BY STRONG MACRO DRIVERS Indian tourism market grew at >10% CAGR over the past 10 years… …leading to steady growth in number of air passenger’s 86 >10% 90 110 CAGR 99 80 >10% 83 CAGR 90 74 76 70 72 60 64 70 54 50 40 43 52 50 36 50 40 40 31 31 25 24 26 30 18 30 20 10 10 2006 2007 2008 2009 2010 2011 2012 2013 2015 2025E 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 Indian Tourism Market (USD bn) Air Passengers Carried in India (mn) Source: IBEF, Travel & Tourism Council’s Economic Impact 2015 Source: World Bank Increase in number of IT employees… …and increase in students 25 Number of IT/BPM Employees (mn) Number of college students (in mn) 21.5 3.7 20.3 4.0 Number of college students (mn) 3.5 20 18.7 17.2 3.0 3.1 15.8 3.0 2.8 14.4 2.6 15 13.2 12.0 11.0 9.5 10.2 9.0 2.0 10 8.4 1.0 5 0 0.0 2000-01 2001-02 2002-03 2003-04 2004-05 2005-06 2006-07 2007-08 2008-09 2009-10 2010-11 2011-12 2012-13 FY 2011 FY 2012 FY 2013 FY 2014 FY 2015 FY 2016 Source: NASSCOM Source: data.gov Expected to drive the growth in luggage & bags market Private & Confidential 11
3. BUSINESS HIGHLIGHTS
BUSINESS HIGHLIGHTS COMPREHENSIVE LUGGAGE OFFERINGS •Daily use Safari’s Offering •School children •Leisure •Young adults/ •Work college students •Business/ Family •Adults Travel School Bags All customer Suitable for all segments occasions Backpacks Reaching Delivering at Laptop Bags customers via multiple price diversified points channels •CSD •Mass market Uprights/Duffles •MBO •Value customers •Hyper markets •Premium customers •EBOs & Others Addressing diverse customer needs across all customer categories Polycarbonate Source: Company Private & Confidential 13
BUSINESS HIGHLIGHTS EVOLVED TO MEET THE LATEST CUSTOMER NEEDS Post the new management, product portfolio has been revamped to suit the changing consumer trends Identified the evolving trends and deployed focus and resources on Travel products beyond driving polycarbonate luggage Sporty duffels Strengthened the product team Urban centric / youth Laptop backpacks (design & development) which centric products School bags helped in roll-out of large number Light-weight and stylish of designs/new and attractive SKUs Traditional products PC/hard – zippered case across product categories Polypropylene - based 2-wheel,4-wheel, suitcase/briefcase 360O spinning trolleys Acquired bags maker Genius Unsuited for casual travel Leathercraft in Sep ’15 focussingon school bags and backpacks With > 100 SKUs across all product categories having healthy gross margins Group Product Category Revenue Contribution* Remarks RDFL • Shift from 2 wheel to 4 wheel Upright - 2 Wheel • Focusing on rolling duffels as against traditional duffels Soft Luggage Upright - 4 Wheel ~77% Children's Accessories • Branded offering in a largely unorganized market Back packs • Innovating by adding features Poly-Carbonate & ABS • Focus on innovative designs to suit new-age customers Hard Luggage ~23% Poly Propylene • Steadily getting phased out from Safari’s offering Company has evolved its products portfolio by rationalizing SKU mix in line with its product philosophy Source: Company * By FY 18 Revenue Private & Confidential 14
BUSINESS HIGHLIGHTS DIVERSIFIED CHANNEL MIX WITH AIM TO MAXIMIZE CUSTOMER TOUCHPOINTS Pan India presence through its well Products are available in major 25+ cities across established distribution network 3500+ outlets Channel Mix Channel Modern Trade/ Hyper EBOs, Ecommerce, CSDs MBOs markets Institutional Customer Touchpoints ~2,200 ~3,000 ~750# NM 11% 20% 17% 41% 59% 80% 83% 89% Soft Luggage Soft Luggage Soft Luggage Soft Luggage Product Mix Hard Luggage Hard Luggage Hard Luggage Hard Luggage Soft-luggage includes back packs and Hard luggage includes PC and PP Safari consciously built the channel mix to address its diverse customer base Source: Company * Share of FY 18 Revenues, # Doors PP – Polypropylene, PC – Polycarbonate, PP & PC together constitute the Hard Luggage Private & Confidential 15
BUSINESS HIGHLIGHTS SUPPLY CHAIN SNAPSHOT Operational Value Chain Design Procurement & Manufacturing Branding & Distribution Import of finished Outsourced products driven model Started first office in Soft luggage Shanghai in 2015 Mother Warehouse EBOs (Bhiwandi, Maharashtra) MBOs Inhouse Design Supply chain Branches Team (supported by (Metro/ Non CSDs SAP) Metros) Overall aim is to align design to brand identity Modern Trade/ Hard luggage Hypermarkets Manufacturing Facility Ecommerce/ (Halol, Gujarat) Others Procurement of In house Raw materials Manufacturing Returns Processing Sourcing via China office ensured close proximity to vendors thereby reducing costs, improving credit terms & better development cycle Source: Company Private & Confidential 16
4. MANAGEMENT TEAM & CORPORATE GOVERNANCE
BOARD OF DIRECTORS Over 25 years experience in the Luggage Industry in India Mr. Sudhir Jatia Appointed as Safari Industries (India) Ltd Managing Director from 18th April 2012 Studied commerce from Mumbai University, attended the Owner/President Management Program of Harvard Business School Has been on the Company’s Board since 2007 Dr. Shailesh Founder and managing general partner of Granite Hill Capital Partners. Previously former Chairman & CEO of Providian FinancialCorp Mehta M.S & Ph.D in Operations Research and Computer Science, B. Tech - Mechanical Engineering IIT Mumbai Possesses vast experience in the sphere of management and has been instrumental in the development of the realty business Mr. Anujj Patodia He has worked extensively in the textile sector with a special focus on apparel Managing Director of Euro Vistaa (India) Ltd. - trading house and leading exporter of textile yarn Mr. Punkajj Lath Commerce graduate from Mumbai university Over 32 years of experience and has been associated with companies such as Tatas in Forbes, Forbes & Campbell, Hindustan Lever Previously served on the board of Godrej Hershey Ltd as MD & CEO ,Godrej Consumer Products as MD, on the Board of Graviss Mr. Dalip Sehgal Hospitality, currently CEO of Nexus Mall. MBA - FMS Delhi Over 17 years of experience in PE investing and currently a partner at Tano Capital, an independent mid-market PE Fund Manager Mr. Piyush Made investments across various sectors and has led most investments in consumer, pharmaceuticals and financial services. Goenka By qualification, Mr. Goenka is an MBA and CFA. Over 30 years of work experience and has been a Senior Partner heading the corporate practice of Lakshmikumaran and Sridharan and the Mrs. Vijaya Ombudsperson for the Bharti group Sampath Previously was part of global group general counsel and Company Secretary for the USD 15 billion Bharti group Over 25 years of professional experience and has held several progressively senior and leadership positions Mr. Rahul Kanodia Currently CEO of Datamatics. Currently serves as the Chairman for the Western Region of ESC (Electronics and Computer Software Export Promotion Council, Government of India's largest Electronics and IT trade facilitation organization) MBA degree from Columbia University (USA) Private & Confidential 18
COMMITTEES AUDIT COMMITTEE NOMINATION, REMUNERATION & COMPENSATION COMMITTEE Position on Nature of Directorship Name of the Director Committee Position on Nature of Directorship Name of the Director Committee Dr. Shailesh Mehta Chairman Independent Mr. Punkajj Lath Chairman Independent Mr. Punkajj Lath Member Independent Dr. Shailesh Mehta Member Independent Mr. Dalip Sehgal Member Independent Mr. Piyush Goenka Member Non-Executive Mr. Piyush Goenka Member Non-Executive Non Independent Non Independent Mrs.Vijaya Sampath Member Independent STAKEHOLDERS RELATIONSHIP COMMITTEE Position on Nature of OPERATIONS COMMITTEE Name of the Director Committee Directorship Position on Nature of Directorship Name of the Director Committee Mr. Punkajj Lath Chairman Independent Mr. Sudhir Jatia Chairman Executive Mr. Sudhir Jatia Member Executive Mr. Piyush Goenka Member Non-Executive Mr. Piyush Goenka Member Non-Executive Non Independent Non Independent CORPORATE SOCIAL RESPONSIBILITY COMMITTEE Stringent Internal Audits and Reputed Statutory Auditor Position on Nature of Directorship Name of the Director Audit Auditor Committee Mr. Sudhir Jatia Chairman Executive Statutory Audit Lodha & Co. Chartered Accountants Mr. Piyush Goenka Member Non-Executive Internal Audit Moore Stephens Singhi Advisors LLP Non Independent Mrs. Vijaya Sampath Member Independent Private & Confidential 19
ORGANIZATION CHART MANAGING DIRECTOR Chief Marketing Officer Executive Assistant to MD Marketing Team - Luggage GM – Marketing (Campus Gear) Sr. VP - CSD Sr. VP - Trade Sales, Retail, GM - SCM Sales Ecomm., Institutional Marketing Team –Campus Gear CSD Team Chief Financial Officer - VP – China Office GM- Sales Finance, Commercial, IT Campus Gear & CS China Office Team DGM - Retail VP - HR Trade & Finance, Commercial, HR Team Retail Sales Genius/ Genie Institutional Sales E commerce IT & CS Team Team Sales Team Team VP - Hyper Bhiwandi Hyper Team SCM Team Team VP - Operations Halol Plant Operations Private & Confidential 20
MANAGEMENT TEAM LEADERSHIP TEAM Sudhir Jatia, Chairman & Managing Director Studied commerce from Mumbai University Attended the Owner/President Management Program of Harvard Business School Acquired Safari Industries (India) Limited in the year 2011 and was appointed as its Managing Director from 18th April 2012 Over 25 years experience in the Luggage Industry in India SENIOR MANAGEMENT TEAM Vineet Poddar, Chief Financial Officer Satyabrata Mitra, Sr. VP - CSD Sales CA, CS & Commerce graduate - Calcutta University M.Com from Calcutta University 22+ years experience with a wide range of companies 36+ years experience with major luggage - Nshama Development LLC, Bombay Dyeing & companies Manufacturing Co. Ltd, Birla Corporation Ltd., Marsh i.e. VIP Industries Ltd., Universal Luggage, India etc. Universal Mineral Industries etc. Parmod Aggarwal, VP - Hyper Sales Indranil Roy, Sr. VP - Trade, Retail, E-comm, Instl. Arts graduate Sales 29+ years experience with companies like PGDBM from Calcutta University VIP Industries Ltd 27+ years experience with several blue chip companies i.e. Titan Watches Ltd., Bausch & Lomb, Whirlpool, US West Telecom, Panasonic India, VIP Industries Ltd. Private & Confidential 21
MANAGEMENT TEAM SENIOR MANAGEMENT TEAM Sharad Chaugule, VP - Halol (Operation) Sonali Majumdar, VP – Human Resources Mechanical engineer from Kolhapur University MBA HR from XISS, Ranchi 24+ years experience with companies like VIP 17 years experience in sectors like Media, Industries Ltd, Hitech Plast Ltd. Consulting, Insurance and Manufacturing Pushkar Jain, Chief Marketing Officer Pravin Prabhakar, VP - China (Operations) MBA – Marketing from MDI Gurgaon MBA – Marketing Mumbai University 17+ years experience with companies like Pidilite 21+ years experience with companies like Industries, ICI Paints (Akzonobel), Tata Eveready Industries India Ltd., Blow Plast Ltd., Teleservices, Bluestone.com,etc. IFB Industries Ltd.,, Princeware International etc. Arindam Banerjee, GM SCM Paritosh Sinha, GM – Campus Gear Sales MBA from Sikkim Manipal University PGDBA from School of Management Sciences, 17+ years of experience with companies like Varanasi GATI Ltd., TNT India, Pantaloons Retail India 17+ years of experience with companies like Ltd. & CEAT Tyres Panacea Biotech Ltd., Berger Paints India Ltd., VIP Industries Ltd., Jubilant Agri & Consumer Products Ltd., JK Files (India) Ltd. etc. Sudhansu Shankar Karmokar, , GM – Head of Information Technology Studied Advance Diploma in Systems Management from NIIT 28 years of experience with companies like Raymond Woollen Mills, Softpro Consultancy, Godrej Industries Ltd., Blue Star Infotech Ltd. , Meru Cab Company, SOTC Travel Ltd. ,etc. Private & Confidential 22
5. GROWTH STRATEGY
FOCUSED PRODUCT STRATEGY Category Growth • Growth in SL is driven by • 4-wheeler (fastest growing with in SL) • Short-duration travel products (e.g. rolling duffels) Soft Luggage (SL) • SL to continue as the largest product segment • Polycarbonate (PC) is the growth driver within HL • Growth rate expected to be higher than 4-wheelers owing to innovative product designs & consumer preference •Already leading growth in industry with in-house design & manufacturing which has helped in taking new designs faster to the market Hard Luggage (HL) •Polypropylene (PP) growth is expected to moderate due to shift in customer behaviour • Renewed focus by Safari • Backpack to be the fastest growing product category across all existing categories (SL, HL and Backpacks) Backpacks • Given the recent addition to product portfolio, growth is expected via • Dedicated sales & marketing efforts Children’s Accessories • Minimal existing competition from branded players Safari’s focused product strategy geared for the next phase of growth Private & Confidential 24
CHANNEL STRATEGY Maximize customer touch points • EBOs • Focus on rationalizing product Increasing throughput per canteen ranges to offer the best range by adding sales promoters • Fresh roll-out of EBOs to amplify growth from the channel Canteen Sales Promotion initiatives such as EBOs & signages and hoardings • Focus in strategically locating Department stores in high footfall areas Others^ (CSDs) • Increasing penetration by increasing counters where Safari is present and Modern Multi Brand • Ramping-up dealer and aided by channel growth Retail/ Hyper Outlets distributer network • Adding sales promoters to high Markets (MBOs) • Despite low channel level growth, performing stores Safari to expand MBO footprint • Growth to be faster than other • Strategically converting select physical retail channels except EBOs MBOs into EBOs through asset- which currently has a low base light arrangements Consciously crafted channel strategy involves balancing volume and value led growth with increasing touch points being the sole focus ^ Institutional and Ecommerce Private & Confidential 25
BRANDING & MARKETING Focusing on thoughtful innovations in existing product category and providing simple, doable design solutions to common problems Product, Design Increasing focus on creating “Design Identity” & Pricing Investing in product collaterals, POS, tags Implementing “Focused Product Strategy” across each of the product categories – focus on PC and back packs Evolving from an affordable pricing proposition to competitive, product position linked pricing With the recent rebranding, focus is on reaching the customers with renewed brand Increasing “Above the Line” advertising – Internet marketing, presence in high visibility events e.g. cricket, TV shows Branding, Brand spends focused on BTL (~ 2% of sales* done in FY18). Hyper and MBO channels have already benefited from this Communication & Strengthened marketing team to have better customer insights on product features, structure, utility items, design trends Marketing Mass media communication campaign both internal (Corporate Stationery, i-cards, Intranet, Uniforms) and external (Website, In-store communication in EBOs, Hyper & MBOs, Ecommerce, Collaterals etc.) Sole focus to be “As close to the consumer” as possible Tracking consumer trends actively Consumer reach Further optimizing the channel mix to maximize customer touch points Expanding beyond metros reaching via both offline and online channels Opening franchisee led EBOs to amplify the brand visibility on ground Overall branding strategy which couples the product and channel strategies to evolve Safari into a one stop luggagebrand * Excluding sales promoter costs Private & Confidential 26
6. FINANCIAL SUMMARY
FINANCIAL SUMMARY PROFIT & LOSS STATEMENT (Consolidated) Profit and Loss Statement (Rs. mn unless specified otherwise) FY 17 FY 18 Operational Revenue 3524 4202 Other Income 11 16 Total Revenues 3535 4218 Direct Expenses: Material costs, Inventory changes, Packaging Costs, Excise Duty 2103 2284 Gross Margins 1432 1934 Operational Gross Margin % 41% 46% SG&A: Employee Expenses + Other Expenses 1179 1505 253 429 EBITDA Operational EBITDA Margin % 7% 10% Depreciation 51 62 Finance Costs 37 29 Exceptional Items & Extra Ordinary Items (9) - PBT 156 338 PBT Margin % 4% 8% Tax Expense 54 123 PAT 102 215 PAT Margin% 3% 5% Other Comprehensive Income (OCI) (7) (5) Items that will not be reclassified to profit or loss 2 2 Total Other Comprehensive Income (OCI) (5) (3) Total Comprehensive Income 97 212 Private & Confidential 28
FINANCIAL SUMMARY BALANCE SHEET (Consolidated) Balance Sheet (Rs. mn unless specified otherwise) FY 17 FY 18 A EQUITY & LIABILITIES 1 Equity Equity Share Capital 42 44 Other equity 968 1684 1010 1728 2 Non Current Liabilities Financial Liabilities - Borrowings 32 20 Deferred Tax Liabilities (net) 3 4 35 24 3 Current Liabilities Financial Liabilities - Borrowings 374 524 - Trade Payables 476 472 - Other Financial Liabilities 32 11 Other current liabilities 41 19 Provisions 8 20 Current tax liabilities 5 11 936 1057 TOTAL 1981 2809 B ASSETS 1 Non Current Assets Property, plant and equipment 192 270 Other Intangible assets 42 46 Intangible Assets under Development 11 1 Financial Assets - Other Financial assets 31 53 Other non-current assets 3 2 279 372 2 Current Assets Inventories 942 1225 Financial assets - Trade Receivables 583 1036 - Cash and Cash Equivalent 21 5 - Other Bank Balances 29 23 - Other financial assets 60 18 Other Current Assets 67 130 1702 2437 TOTAL 1981 2809 29 Private & Confidential
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