Professional Documents
Culture Documents
Presented By:-Saikrishna Gourayya Jakkan. Roll No: - 2224
Presented By:-Saikrishna Gourayya Jakkan. Roll No: - 2224
Business Structure
India Business
International Business
Market
cap: US$
11bn Dabur ranked 25 in the list of Best Companies for
CSR in India, according to the Economic Times
Manufacturing Facilities Located Across the Globe
12 manufacturing locations in 8 international manufacturing locations
India..
UAE
Baddi
Jammu
Sahibabad
Egypt
`
Alwar
Pantnagar Tezpur
Newai Nigeria
Katni
South
Africa
Narendrapur Turkey
Silvasa
Nasik Pithampur
Shrilanka
Bangladesh
Nepal
One of the largest Distribution Network in
India..
Urban Rural
Factory Factory
C&F C&F
FY09 FY10 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18
FY09 FY10 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18
Note: All figures are in INR bn FY09 to FY15 is basis IGAAP, FY16 and FY17 are as per IndAS and FY18 is as per IndAS and takes into account GST
FY – 19 Consolidated Balance Sheet
GST adjusted growth of 13.2%
Revenue 5,715
9M FY18 9M FY19
13.3% 1,282
• Media spends were 8.0% of revenue
9M FY18 9M FY19
Business Structure :-
Domestic International
72 % 28 %
#1 #1 #1
#1 #1 #3 #1 #2
#2 #2 #2
Honey Chyawanprash Baby Glucose Hair oil Oral Care Skin Toilet Air mosquito juices
Massage Oil Care Cleaners Freshners Repellant
Bleaches creams
Rural Strategy
Split the front line teams into two to increase reach New Avenues of Growth
and frequency – Showing significant positive gains Leveraging the alternate channels of MT and E-comm
to grow at a rapid pace
Portfolio Focus
Leveraging split teams for focused portfolio building
1,090,408
1,022,974
Under Project Buniyaad , direct reach has touched ~1.1mn outlets and total reach (direct +
indirect) increased to ~6.7 mn oulets
Channel Changes
Evolution of Channel Saliency
24.5
23.5 23.1
22.6 23.0
21.7
13.8
12.5
11.6
10.1
8.7
6.2
Oxy Pro Clear Facial Kit Dabur Red Gel Odonil Zipper Vatika Shampoo Anmol Jasmine HO
with Satt Poshan
Odomos Fabric Roll On Vatika Enriched Coconut Hair Oil Hajmola Chat Cola Real Mocktails Honey Squeezy –
225 gms.
International Business – Strategic Levers :-
Distributor restructuring
Real-time analytics
GTM JBP (Joint Business Planning) with Key Accounts
Saving initiatives
Cost Management Manufacturing efficiencies
The way of Forward
Capability Driving Innovation
Improvement 5 1 and Renovation for
Market Leadership
4 2 Regionalization
Cost Optimisation
and Improving
Service Levels
Channel Focus
Strategy
Driving Innovation and Renovation for Market Leadership
Superiority over
mineral oils
Superiority over
other Almond HO
2x stronger hair vs
Other Amla HO
Driving NPDs
The Way Ahead
9M FY19
Strengthening
our
Ayurvedic/
Natural
Offerings
Products
for
Gen Y and Z
Premiumization
Media Strategy for Driving Brand
Preference
Consolidated Buys with Impact
Fragmented Brand Buys
Value Ads
Key Shift
in
Approach Impact Lead Core
Prime Time Focus
CPRP Focus
Reduction in Focus
Long Tail / on Sponsorships
Optimising Top and
Programs Impact
Channel Mix
Regionalization :-
12 geographical clusters
+
3 channel clusters
RISE
Regional Insights
And
Pilot started in North East
Speed of Execution
-Growth rate of 30%+
• Use Analytics for Specific meaningful actions Activations and visibility drives
1. Conversion of bigger
substockist to direct
2.Involvement of
Substockist
3.Activation and sell out at
Wholesale
Capability Improvement :-
E-Comm Team
Sales
DRDC
Parlor Channel Head
Marketing
Marketing Services
Healthcare Head
Operations
Trade Marketing OTC Head
Ayurveda Head
Digital Head
The next Growth wave :-
Consumer Health
Strong core competence, low competitive intensity, strong profitability, low penetration
Geographical expansion
Expand into overseas focus markets where our brands are relevant – MENA, Africa, SAARC
Intellectual Capital :-
126 scientists
are part of the strong in-house research wing
In FY18,
R&D team developed 16 new products
for India and International markets
11 Patent Applications