SAFARI INDUSTRIES (INDIA) LTD - CORPORATE PRESENTATION MARCH 2019

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SAFARI INDUSTRIES (INDIA) LTD - CORPORATE PRESENTATION MARCH 2019
SAFARI INDUSTRIES (INDIA) LTD.

CORPORATE PRESENTATION

MARCH 2019
SAFARI INDUSTRIES (INDIA) LTD - CORPORATE PRESENTATION MARCH 2019
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
SAFARI INDUSTRIES (INDIA) LTD - CORPORATE PRESENTATION MARCH 2019
1. CORPORATE OVERVIEW
SAFARI INDUSTRIES (INDIA) LTD - CORPORATE PRESENTATION MARCH 2019
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
SAFARI INDUSTRIES (INDIA) LTD - CORPORATE PRESENTATION MARCH 2019
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
THANK YOU
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