MT Comm LetterMar 2015

Portfolio Snapshot

RB Internal2

D Mart 92

Discounter with limited

assortment, low prices

and no services

Largest retailer in India,

growing by 30%+ in 2015

Focus in West and South

with store expansion

To maintain at par with

industry, promotional

support and warehousing

support

Hyper City 17 Only Hypermarkets

Growth in sub 10%

range,Invests heavily on in-

store experience, Shopper

profile: Sec A/B

Focus in West and North for

store expansion

Exclusive promotion support

during marketing activities,

Margins to be in alignment

with category

Reliance

Cash and Carry46* C&C (both B2B and B2C)

Hybrid Structure, value

hypermarkets with B2B focus

for topline growth with

limted assortment

Consolidation in progress,

Focus on inbound sales by

improving assortment and

layout for easy navigation

Promotional support

primarily from category

leaders, Minimum margin

retention on B2B sales

ChainGroup's FMCG Format

presence Account Profile Growth Avenues Expectations from VendorStore Foot Print

3

Top Lines

D Mart

• D Mart became biggest retailer with 29% growth in 2015

• All Regions have grown at a very fast pace

HyperCity

• RB Business remained stagnant in HYC

• South 2 and North are major concerns, Improvements seen in Jan

Rel CnC

• Rel CnC has grown @50% over LYSP

• All regions growing in excess of 30%

(in Rs Lakhs, STC)

Regions 2015 2014 Contri Growths 2015 2014 Contri Growths 2015 2014 Contri Growths

North NA NA NA NA 37 47 4% -20% 2259 1395 35% 62%

East 26 6 0% 328% NA NA NA NA 364 262 6% 39%

West 8749 7009 84% 25% 703 634 69% 11% 2313 1703 35% 36%

South 1 680 513 7% 33% 186 172 18% 8% 1231 718 19% 72%

South 2 1002 579 10% 73% 93 162 9% -43% 353 270 5% 31%

All India 10457 8106 100% 29% 1019 1015 100% 0% 6520 4347 100% 50%

D Mart HyperCity Rel CnC

RB Internal4

Brand Wise

Key Micro Performace 2015 Contri 2015 Grw % 2015 Contri2015 Grw %2015 Contri 2015 Grw %Soap 1911 20% 39% 53.85 5% 13% 2574 40% 47%

DLS 1285 14% 31% 134.1 13% -10% 443 7% 0%

Harpic 2270 24% 56% 288.8 28% 21% 1587 25% 121%

Lizol 1757 19% 26% 202.2 20% 10% 627 10% 66%

Mortein 164.3 2% -42% 15.31 2% -46% 448 7% 21%

Airwick 235 2% -24% 91.96 9% 7% 65 1% -30%

Veet 250.5 3% 47% 29.74 3% 18% 146 2% 42%

Colin 266.5 3% 32% 37.51 4% 9% 218 3% 53%

Vanish 276.9 3% 17% 38.61 4% 0% 47 1% -6%

DKG 116.7 1% -2% 20.45 2% -3% 14 0% -10%

All RB 9402 100% 31% 1019 100% 0% 6433 100% 50%

Rel CnCHyper CityD Mart

D Mart

• All micros except DKG, Airwick and Mortein doing very well in D Mart

• Soap, DLS, Harpic, Lizol, Veet driving the business

HyperCity

• Micro growths remains sluggish, at par with category growths

• Major concern in DLS, Mortein, Vanish, DKG

Rel CnC

• All micros except DLS, Airwick, DKG and Vanish doing very well

• CnC focus on top selling SKUs concern for tail SKUs in RB portfolio

2016 Q2 Activation

RB Internal5

Brands Growth KPI Activations D Mart HyperCity Rel CnC

Soap 25% Dharma ActiationPallet display in top 50

stores for 3 months

Cat Arch in Malad, Catdressing top 5 stores, 6

FSU, 9 Pillar branding and 9 Pallet in top 10 stores

• Palley Display in top 25 stores for 3 months

• Soap 48 gm billing

DLS 20%

• DLS 800 ml to be focus pack

• Dettol Squeezyin CnC

Overdrive DLS 800 ml and Dharma range for share

gain

Overdrive DLS 800 ml and Dharma range for share

gain

Dettol Squeezy to be focus pack

Harpic 25%Germ Blaster and

Taps and Tiles launch

Pallet display in top 25 stores

FSU and End Cap in top 5 stores

FSUs and Pallet display

Dermi Cool 25% Season PlanPrice off and ad hoc

visibilityAd Hoc visibility in top 5

storesQPS

Lizol 25% Q2 PlanDrive large packs through

on Pack/on PoS offersFSU in top 5 stores(Lizol

Neem launch)Surface Care QPS in Q2

Mortein 20% Q2 Plan Focused Promo PlotDrive thorugh on-Pack

and on-PoS offersQPS in main geographies

Veet 35% Apr-May On PoS on large packs

during activation period10 Parasites for April and

MayParasites in top 10 stores

Manpower Update

6

# Stores

Exclusive

KASR

Moving

KASR Dedicated BAs

Total

KASRs

D Mart 100 75 22 97

HYC 18 1 3 8 12

Rel CnC 46 27 1 28

D Mart

• Need to negotiate exclusive KASRs for all stores with biz > 8L pm and merchandisers for smaller stores

HYC

• Need to effectively utilize BAs to push business in major stores

Rel CnC

• All major CnC stores with a biz cutoff of 8L pm to have exclusive KASRs

Jan 2016- Very Strong Start

RB Internal7

Account Jan '14 Jan '15 Growh LYSP

Dmart 729 1039 43%

Hypercity 79 87 11%

Reliance C&C 462 631 37%

Jan Growth

• Jan growth of 38%, led by D Mart and Rel CnC

• Growth led by Harpic, Lizol, DLS and Soap

• Pest and Aircare: Linking across stores completed, Incremental biz to from Feb onwards

Improvement on Supply KPI

• Fill rate showing an upward trend

• Objective: Touch 70% FR in D Mart and HYC by March end

March 2016 Priorities

• D Mart

– Focus on Airwick, Mortein and Vanish and for MSL improvement of at least 300

bps and incremental business contribution of Rs 99 L in Q2

• HyperCity

– 100% ToT asset compliance

– Focus on Soap and Mortein in Q2 for incremental business of Rs 17 L in Q2

– Veet, Scholl and Durex activation in Q2 for 300 bps MSL increment

• Reliance Cash and Carry

– Correct assortment for top 15 stores for 400 bps MSL increment

– QPS in Pest(select geographies), Dermicool(select Geographies) and Surface Care

– Durex-Cash till branding in top 5 stores, Pallet display in top 25 CnC stores as part

of Dharma activation and parasite visibility in Veet in top 10 stores

Thank You