Colgate-Palmolive (India) Limited

2

Key Priorities

Drive

Sales

Growth

Maximize

Earnings

Lead to

Win

3 3

Key Priorities

Drive

Sales

Growth

Maximize

Earnings

Lead to

Win

4 4

• Superior Brand Engagement

• Innovation for Growth

• Winning in Emerging REs

• Continue to Strengthen GTM

Drive

Sales

Growth

5 5

• Superior Brand Engagement

• Innovation for Growth

• Winning in Emerging REs

• Continue to Strengthen GTM

Drive

Sales

Growth

6 6

Our Brand Purpose

7 7

Bringing our philosophy to life Bringing our philosophy to life

8

#Championing Optimism through stories

9 9

Driving Conversations

10 10

Celebrating Real Heroes of Optimism

Anand Arnold Wheelchair Olympian

SindhuTai (Maai) Mother to 1400 Orphans

Divyanshu Ganatra Visually Impaired Solo Paraglider

11 11

Maximizing Special Days

12 12

2.4Bn+

1.6Mn+

Celebrating Smile Day

13

A moment of pride

Guinness World Record for

26,382 children brushing

simultaneously at one venue

Most Trusted Oral Care Brand

9 yrs in a row!

Source – ET Brand Equity 16 16

Bought by more & loved more

*v/s Q1 18 **v/s 2018| Source – Kantar HH Panel, IPSOS Brand Track

Colgate Household Penetration – Q1 ’20* Colgate Brand Love – 2019**

+300

bps

+160

bps

17 17

EXTENDING

OUR

PHILOSOPHY

TO

OUR BRANDS

18

Every Day – A fresh start with Maxfresh!

19

20

Winning with Naturals

21

Oral Health Overall Health

Impactful Brand Experience Campaign

Impactful TV

communication

YouTube Takeover

5 Mn engagement

Delighting shoppers

Both offline & online

23

Continued focus on trials

24

Encouraging Results

Impactful Brand Experiences

Awareness

+15% New Triers

9x Penetration

2x

Q1 20 Vs Q1 19 | Source – Kantar HH Panel, IPSOS Brand Track 25

• Superior Brand Engagement

• Innovation for Growth

• Winning in Emerging REs

• Continue to Strengthen GTM

Drive

Sales

Growth

26

New News in India’s #1 Brand

Biggest Revolution in Oral Health in decades

27

Our Best Ever Clinically Superior Technology

Clinical

Studies 23+

25+ Consumer

Tests

10+ Years of

Research

+18,000 PEOPLE PARTICIPATING

28

Building strong teeth with Amino Shakti T

rad

itio

na

l

Appro

ach

Fluoride Arginine

Weakens bad

bacteria

Feeds good

bacteria

4x Strengthening

Power for Teeth

29

Re-launch like never before

Moms Led Digital

3.5 Mn Engagement

500k stores activated with

in-store Communication highlighting

‘Andar se Strong’

30

Black is Back – This time in toothpaste!

31

Focused Premium Opportunity

Focused demand generation through digital

High Impact MT Activation

1 SOM in MT

32

Innovating in new sub-segments

33

Colgate ZigZag

Neem Colgate Superflexi

Charcoal Colgate ZigZag

Charcoal

Bringing Naturals to Toothbrushes

Launching Colgate Bamboo toothbrush

Bamboo Handle

Zero Plastic Packaging

Bamboo Charcoal Infused Bristles

Floss tip bristles

35

Power up your brushing experience!

36

Power up your brushing experience

37

Exotic indulgence like never before Exotic Indulgence like never before

38

Launching Palmolive Hand Sanitizer

99.9% Germ Kill

Cares for your hands

39

• Superior Brand Engagement

• Innovation for Growth

• Winning in Emerging REs

• Continue to Strengthen GTM

Drive

Sales

Growth

40

Winning in Ecom

Dedicated Organization

Distinctive Portfolio Customer Event partnerships

41

Winning in Ecom

2016 2017 2018 2019

7x

Colgate E-commerce Business

Exit

Q1 ‘19

Exit

Q1 ‘20

+200

bps

Colgate E-commerce SOM

Source – Customer scan SOM 42

Winning in Modern Trade

Shopper focused portfolio Demand generation in-store

43

Winning in Modern Trade

2014 2015 2016 2017 2018 2019

1.9x

Q1 ‘18

Q1 ‘20

+160

bps

Colgate Modern Trade Business Colgate Modern Trade SOM

Source – Customer scan SOM 44

• Superior Brand Engagement

• Innovation for Growth

• Winning in Emerging REs

• Continue to Strengthen GTM

Drive

Sales

Growth

45

Winning with our stockists

Colgate-Palmolive voted as

the most preferred

manufacturer by distributor

community

18.3

13.6

8.3

7.7

5.9

5.3

5.3

5.3

4.7

4.1

Colgate

Company A

Company B

Company C

Company D

Company E

Company F

Company G

Company H

Company I

Source – FMCG Ground Report by AIC 46

Winning with Wholesale

47

Leveraging technology to increase productivity

Two-way

Communication Data Dashboards

on the Go

Technology to

support Salesman

Data Modelling & customized

store order recos

48

Ensuring availability during COVID

Leveraging local logistics vendors

Leveraging technology for Contactless

order booking

49

Key Priorities

Drive

Sales

Growth

Maximize

Earnings

Lead to

Win

50

51

Finance Strategy

Sales/Volume

Margin

Non-variable

Overhead

Advertising

Operating Profit

52

Q4 2019-20

Net Sale

1,062.4 Cr

-7.4% 14.6%

204.2 Cr

+3.3%

64.4%

+10 bps 24.7%

Advertising PAT

Gross Margin EBITDA

53

FY 2019-20

Net Sale

4,487.6 Cr

+1.2% 14.0%

816.5 Cr

+5.3%

65%

+20 bps 26.8%

Advertising PAT

Gross Margin EBITDA

54

Net Sales

2,221

2,624

3,084

3,545

3,955 3,838

3,951

4,159

4,432 4,488

500

1,000

1,500

2,000

2,500

3,000

3,500

4,000

4,500

2010-11 2011-12 2012-13 2013-14 2014-15 2015-16 2016-17 2017-18 2018-19 2019-20

10 Yr CAGR 9% Rs. Crores

55

Gross Margin

60.7

60.0 59.5

60.4

62.9

61.5

62.6

64.2 64.8 65.0

56

58

60

62

64

66

2010-11 2011-12 2012-13 2013-14 2014-15 2015-16 2016-17 2017-18 2018-19 2019-20

%

56

Advertising

10.2 10.0

11.5

12.5

10.6

11.7

13.0 12.7 12.7

14.0

4.0

6.0

8.0

10.0

12.0

14.0

2010-11 2011-12 2012-13 2013-14 2014-15 2015-16 2016-17 2017-18 2018-19 2019-20

%

57

EBITDA

23.3 22.0 21.3

18.7

20.8

24.5 23.9

26.8 27.9

26.8

-

5.0

10.0

15.0

20.0

25.0

30.0

2010-11 2011-12 2012-13 2013-14 2014-15 2015-16 2016-17 2017-18 2018-19 2019-20

%

58

NPAT

403 446

497 540 559

581 577

673

776 816

100

200

300

400

500

600

700

800

900

2010-11 2011-12 2012-13 2013-14 2014-15 2015-16 2016-17 2017-18 2018-19 2019-20

10 Yr CAGR 7% Rs. Crores

59

EPS

14.8 16.4

18.3 19.8 20.6 21.4 21.2

24.8

28.5 30.0

-

5.0

10.0

15.0

20.0

25.0

30.0

35.0

2010-11 2011-12 2012-13 2013-14 2014-15 2015-16 2016-17 2017-18 2018-19 2019-20

10 Yr CAGR 7% %

60

DPS

11 13

14 14 12

10 10

24 23

28

-

5

10

15

20

25

30

2010-11 2011-12 2012-13 2013-14 2014-15 2015-16 2016-17 2017-18 2018-19 2019-20

Rs.

Prudent Financial Management

• Proactive Receivables Management

• Supplier payments on time • Vendor finance program to address supplier liquidity

• Inventory coverage addressing flexibility requirement

• Continued sharp focus on costs across all lines

61

Key Priorities

Drive

Sales

Growth

Maximize

Earnings

Lead to

Win

62

Leading to win

Focused commitment on where we can

make the greatest difference

People Performance Planet

63

People – Our response to COVID

Solving for dental emergencies

- dentistsforme.com

Access to the

underprivileged:

● Ration kits

● Oral Health packs

Partnering with Govt on

Suraksha Stores initiative

64

People – Our response to COVID

Warehouse Teams Factory Teams CD Teams

65

People – Providing foundational support

To Provide Foundational Support

to millions of Indians

Bright Smiles Bright Future Campaign

Bringing Oral Health education to children

66

Performance

Reduction of Water Usage in Plants Self generated power @ Sri City

27% of Sanand is Wind Power Sourced Platinum LEED Certification across all sites

67

Planet

Save Water Initiatives - Partnership with Water for People

Women Self Help Group Empowering Children with Education

68

69