Hindustan Unilever Ltd., an Indian fast-moving consumer goods company, in its Q3 earnings call discussed that its strategy centers on the Minimalist acquisition, which strategically positions HUL in the premium derma-active segment of beauty and skincare. Despite current market challenges like urban demand compression and pack-size titration, the company mentioned that it remains confident in long-term premiumization trends. The leadership detailed a nuanced integration approach for Minimalist, aiming to preserve the brand’s startup agility while leveraging HUL’s global resources and distribution networks. The company demonstrated a multi-pronged portfolio expansion strategy, focusing on volume growth, brand innovation, and selective acquisitions.
Hindustan Unilever reported a mixed Q3 FY25 performance, with net profit rising 19%, primarily driven by the divestment of the ‘Pureit’ business. The company’s revenue growth was modest, increasing by 2%, with flat underlying volume growth impacted by a negative product mix. The company highlighted subdued demand trends, particularly in urban markets, with consumers shifting towards smaller pack sizes and managing household budgets carefully. Segment performance varied, with home care growing 5%, beauty and wellbeing increasing 3%, personal care declining 3%, and food remaining flat. In strategic moves, HUL announced the demerger of its ice cream business and acquired a 90.5% stake in the direct-to-consumer personal care brand Minimalist for INR2,670 crore, signaling its intent to expand in emerging market segments while remaining optimistic about future growth as macroeconomic conditions improve.
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Financial/Operational Metrics:
- Revenue: INR15,818 crore, up 2% YoY.
- Profit After Tax: INR2,989 crore, up 19% YoY.
- Diluted EPS: INR12.70, up 19% YoY.
- Total Expense: INR12,576 crore, up 2% YoY.
- Employee Benefits Expense: INR743 crore, up 5% YoY.
Outlook:
- Portfolio Transformation: Strategic focus on three categories: core, future core, and market makers.
- Commodity Prices: Expected low single-digit price growth if commodity prices remain stable.
- EBITDA Margin: Targeting the lower end of the 23-24% range amidst inflationary pressures.
Analyst Crossfire:
- Minimalist Acquisition & Premiumization Goals (Abneesh Roy – Nuvama): The acquisition aims to close a 900 bps gap in the premium segment of beauty and wellbeing. Synergies in R&D, supply chain, and offline expansion are expected to enhance Minimalist’s profitability and scale (Ritesh Tiwari – CFO).
- Home Care, Skin Cleansing & Liquid Products (Abneesh Roy – Nuvama): Market share gains in detergents and dishwash are driven by premium products and liquid offerings, with growth attributed to portfolio strength and competitive strategies. Skin cleansing growth is driven by liquid body wash and premium brands like Dove and Pears, with efforts to revive hygiene segments and address pricing impact (Rohit Jawa – CEO; Ritesh Tiwari – CFO).
- Rural Demand & Urban Trends, HFD Growth Challenges (Manoj Menon – ICICI Securities): Rural demand remains resilient, while urban demand has slowed, with increased downtrading to small packs in discretionary categories. Premiumization trends continue despite challenges. Horlicks and Boost face discretionary dampeners in urban areas, but efforts to incentivize larger packs and enhance product taste aim to drive future growth (Rohit Jawa – CEO).
- Commodity Inflation & Demand Recovery, Integration Challenges in Minimalist (Arnab Mitra – Goldman Sachs): While rural recovery is supported by favorable Rabi outcomes, urban consumption faces headwinds. Commodity prices for tea and palm oil have moderated, aiding margin recovery. HUL will preserve Minimalist’s agility while leveraging synergies in distribution, international expansion, and supply chain efficiencies. Founders will operate autonomously for at least two years (Ritesh Tiwari – CFO, Rohit Jawa – CEO).
- Demand Trends and Economic Forecast (Vivek M – Jefferies): The company does not anticipate further deterioration in consumption trends; they expect stability with possible improvement based on current economic indicators and employment initiatives. Moderation in urban demand and recovery in rural areas are continuing trends (Ritesh Tiwari – CFO).
- Negative Mix Impact and Future Outlook, Beauty and Wellbeing Margins (Vivek M – Jefferies, Sheela Rathi – Morgan Stanley): The negative mix impact on sales due to small pack growth is considered transitory, expected to self-correct within a quarter. The company’s focus on premiumization should continue to drive positive mix benefits in the future. Margins in Beauty and Wellbeing are expected to decline due to heavy investments in innovations and capabilities, with the expectation that growth will compensate for this drop (Ritesh Tiwari – CFO).
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