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United Breweries Limited Q4 FY24 Earnings Conference Call Summary
Key Highlights • Date: May 13, 2024 • Participants: Managing Director Vivek Gupta, CFO Radovan Sikorsky, hosted by Investec • Volume Growth: • 11% increase in Q4 volume • 21% growth in premium volumes (brands: Kingfisher Ultra, Heineken) • Net Sales: • 21% increase, particularly in Tamil Nadu and Telangana • Challenges: • Issues in Haryana and Goa, but positive recovery outlook • CFO Transition: • Departure of CFO Sikorsky, new CFO to join in August
Premium Volume Growth • Drivers Identified: • Understanding consumer cohorts for tailored offerings • Improved execution with a full portfolio approach • Expanded manufacturing capabilities for supply chain reliability • Challenges: Regulatory issues and election-related disruptions
Demand Impact • Summer and Elections: • Summer heat may boost consumption • Elections create volatility, especially for market leaders
Gross Margins Discussion • Limited Improvement: • New bottle introduction affecting total margins • Management Measures: • Better management of bottle returns and pricing
Margin Improvement Roadmap • Current EBITDA Margins: • Low (6-7%), not indicative of structural issues • Transformation: • Shift from single-brand to multi-brand portfolio • Short-term Factors: • State-specific profitability and procurement processes affecting margins
Advertising and Promotion • Spending: • Lower than global benchmarks in a regulated environment • Consumer Insights: • Addressing barriers to demand and enhancing local production of premium brands
Telangana Market Engagement • Government Engagement: • Ongoing despite election delays • Positive Discussions: • No planned write-offs for Telangana payments
Contribution Margins and Costs • Premium Segment: • Local production could enhance profitability despite new bottle pressures • Overhead Costs: • 22% year-on-year increase due to brand investment and inflation
Market Share and Growth • Current Market Share: • Over 50% in North India • Future Plans: • Detailed strategic plan to be shared in August roadshow
Capital Expenditure • Future Plans: • Commitment to growth and production capacity increase
Conclusion • Long-term Focus: • Gratitude expressed for engagement, reaffirming commitment to growth despite challenges.
Conference Call Details • Date: February 14, 2024 • Hosted by: Investec Capital Services • Key Executives: CEO Vivek Gupta, CFO Radovan Sikorsky • Date of Call: February 9, 2024
Financial Performance Highlights • Volume Growth: 8% increase in volume for the quarter • Net Sales Growth: 13% increase in net sales • Gross Margins: Improved to 44%, slightly below expectations • Premium Volume: Surge of 14% • Year-to-Date Performance: • Volumes nearly flat • 4% increase in net sales • 12% rise in profit after tax
Challenges and Strategic Focus • Regional Challenges: Issues noted in Delhi and Kerala; beer price increase in Karnataka • Future Growth Confidence: Gupta aims for 7% to 8% growth through brand investment and innovation • Margin Improvement Plans: Addressing bottle returns and state mix impacts
Strategic Pillars Outlined by Gupta
- Enhance supply chain for growth
- Adopt a consumer-first approach to increase beer penetration
- Optimize product portfolio with domestic and global brands
- Utilize technology for operational efficiency
Analyst Inquiries and Responses • Market Share in Karnataka: Positive progress despite disruptions • Profitability Concerns: Sikorsky discussed challenges from commodity price volatility and state mix variations • Impact of Cricket World Cup: Gupta noted improved brand power scores and increased marketing investment during the event
Future Outlook • Cautious Optimism: Gupta expressed optimism about recovery in northern India and Tamil Nadu, while acknowledging potential regulatory challenges • Commodity Prices: Discussion on the potential impact of cooling commodity prices on margins and EBITDA
Conclusion • Gupta thanked participants and expressed confidence in the company's progress and strategies moving forward.
United Breweries Limited Q2 FY24 Earnings Conference Call Summary
Key Highlights • Date of Call: October 20, 2023 • Management Present: CEO Vivek Gupta, CFO Radovan Sikorsky • Performance Metrics: • 7% increase in volumes • 12% rise in net sales • Slight decline in gross margins due to inflation • Focus Areas: Premium products and strategic planning for long-term growth • Transcript Availability: On the company's website; management apologized for submission delay
Q&A Session Insights • Route to Market (RTM) Impact: • 2% volume impact from RTM changes • No effect on premium pricing; 10% premium growth expected • Regional performance: East and South showed double-digit growth; declines in Delhi and Haryana, with recovery noted in Haryana
• Margin Improvements: • Concerns about a 400 basis point increase and rising staff costs • Employee cost increase attributed to one-offs; future costs expected to stabilize • Second quarter growth seen as recovery from prior supply chain issues
• Volume Growth Potential: • Cautious optimism regarding festive seasons and World Cup impact • Premium beer growth rate at 10%, below market averages; crucial for growth strategy
• Kingfisher Brand Focus: • Kingfisher remains a key brand; efforts to enhance market presence ongoing • 12% volume decline in Q1, but market share recovery in Q2
• Input Costs and Market Share: • Concerns about glass and barley prices; managing variable costs to improve margins • Optimism about future margin growth despite commodity price volatility
• Barley Inventory and Margin Recovery: • Close to cycling with improved margins due to new barley pricing • Aiming to return to pre-COVID gross margin levels; challenges with bottle pricing acknowledged
Long-term Vision and Strategy • Leadership Changes: Importance of a full-strength management team emphasized • Growth Opportunities: Focus on premiumizing the beer category and regulatory efforts for a level playing field with spirits • Operational Improvements: Noted in Telangana; competitive intensity remains strong • Capital Expenditures: Potential increase planned for next year to invest in supply chain and commercial initiatives • Overall Outlook: Cautiously optimistic about future performance and committed to growth across market segments
Earnings Call Overview • Date: August 4, 2023 • Hosted by: Investec Capital Services • Key Management: CFO Radovan Sikorsky
Financial Performance • Volume Decline: 12% decrease due to route-to-market and supply chain challenges. • Net Sales: 7% decrease. • Recovery in June: Notable 44% increase in Karnataka.
Market Insights • Route to Market Changes: Recovery in Tamil Nadu, but sustainability is uncertain. • Market Share: Significant improvement in Karnataka; ongoing efforts to regain lost market share. • Inflation Impact: Expected softening of barley prices; glass prices may remain high until 2024.
Strategic Decisions • Capacity Constraints: Issues in Telangana and Haryana; strategic limit on unprofitable interstate sales. • Price Increases: 3% to 5% rise in retail prices due to excise duty increase in Karnataka.
Market Share and Competition • Current Market Share: Approximately 50% in India, with declines in Karnataka and Tamil Nadu. • Focus on Premiumization: Targeting growth in premium segments, especially in Maharashtra.
Future Outlook • Capital Expenditure Plans: Focus on capacity and addressing production challenges for 2024. • Innovation and Growth: Ongoing product launches and optimism about the beer category's growth.
Concerns and Challenges • Election Season: Potential disruptions noted, but not seen as significant threats. • Non-Alcoholic Beverage Segment: Currently low revenue, but long-term potential recognized.
Conclusion • Overall positive outlook for growth trajectory and revenue management despite existing challenges.
Key Highlights • Date of Call: May 5, 2023 • Management Present: CFO Radovan Sikorsky, Robin Achten (Investor Relations) • Volume Growth: • 3% growth in Q4 • 17% growth excluding market challenges • 31% growth for the full year • 19% growth in the premium segment
Financial Performance • Net Sales: Increased by 3.5% • Gross Margins: Under pressure due to rising costs of barley and packaging • Dividend Proposal: Rs. 7.5 per share
Future Outlook • Management's Optimism: Long-term growth potential despite inflationary pressures • Q1 Challenges: Continued margin pressures expected, with hopes for improvement in Q2 • Market Share: Pressure in Karnataka, but positive growth signs in Tamil Nadu
Inventory and Cost Management • Barley Inventory: Actively purchasing new crops while managing old inventory • Bottling Costs: Expected to remain high into Q2 • Sustainability Efforts: Focus on enhancing bottle returnability
Competitive Landscape • Market Share Concerns: Competitive intensity and threats from new players • Brand Positioning: Strong brand presence of Kingfisher and premiumization strategy
Regional Performance • State-Specific Growth: Strong growth in Telangana and Rajasthan; cautious about Tamil Nadu • Price Increases: Successful in Rajasthan, optimistic in Telangana
Strategic Focus • CEO Search: Progressing well, decision expected in 2-3 months • Market Share: Current share at 21-22%, up from pre-COVID levels • Capital Expenditure: Planned Rs. 300 Crores for 2024
Operational Changes • Growth Exclusions: 17% growth excludes disruptions from certain states • Pricing Strategy: Adjustments driven by inflation, focusing on maintaining market share in mainstream products
Conclusion • Long-Term Industry Outlook: Optimistic about growth potential despite current challenges.
Conference Call Overview • Date: February 10, 2023 • Host: Investec Capital Services • Key Management: Radovan Sikorsky (Director and CFO)
Financial Performance • Volume Growth: 4% increase, particularly in Telangana, Rajasthan, and Karnataka. • Premium Segment: Notable 13% growth. • EBIT Decline: 69% decrease due to inflation and state mix changes. • Gross Profit Margins: Fell to around 42%. • Net Sales: 2% increase; underlying revenue growth at 3%.
Strategic Focus • Pricing Strategies: Addressing volume challenges, especially in Tamil Nadu with a direct sales model. • Cost Management: Ongoing efforts to improve production efficiencies and recipe optimization. • Capital Expenditure: Plans to invest 300 to 400 Crores in FY2024 to enhance production capacity.
Market Dynamics • Barley Procurement: Shift to spot basis due to shortages; higher malt prices expected to impact Q4. • Distribution Changes: Focus on direct sales in Tamil Nadu and Andhra Pradesh to improve efficiency. • Advertising Spend: Plans to increase marketing efforts for premium products.
Growth Outlook • Category Growth: Expected high single-digit growth, similar to pre-pandemic levels. • Margin Recovery: Anticipated benefits from lower barley costs starting Q2. • Market Share: Approximately 50% overall; loss of market share in Delhi attributed to regulatory changes.
Premium Segment Performance • Volume Growth: 75% increase from April to December compared to the previous year. • Brand Focus: Strengthening existing brands like Kingfisher Ultra and Heineken Silver rather than launching new products.
Conclusion • Positive Outlook: Confidence in the beer category's potential in India, driven by young consumers and premiumization trends. Management remains focused on addressing challenges while capitalizing on growth opportunities.