Shalimar Paints Limited (SHALPAINTS) Q3 FY23 Earnings Concall Transcript

Shalimar Paints Limited (NSE:SHALPAINTS) Q3 FY23 Earnings Concall dated Feb. 16, 2023.

Corporate Participants:

Rasika Sawant — Investor Relations

Ashok Kumar Gupta — Managing Director

Mohit Kumar Donter — Chief Financial Officer

Kuldeep Raina — Director

Analysts:

Unidentified Participant — — Analyst

Amit Mamgain — Asian Market Securities — Analyst

Vinay Mehra — Allied Investment Advisors — Analyst

Amit Shah — AT Capital Group — Analyst

Praful Siddharth — Shravas Capital Advisors LLP — Analyst

Presentation:

Operator

Ladies and gentlemen, good day and welcome to the Q3 and Nine Months FY’23 Earnings Conference call of Shalimar Paints Limited. [Operator Instructions]

I now hand the conference over to Ms. Rasika Sawant. Thank you, and over to you ma’am.

Rasika Sawant — Investor Relations

Thank you, and welcome to the Q3 and Nine-Month FY’23 Earning Conference Call of Shalimar Paints Limited. Today on this call, we have Mr. Ashok Kumar Gupta, Managing Director along with senior management team.

This conference call may contain forward-looking statements about the company which are based on beliefs, opinions, and expectations as of today. Actual results may differ materially. These statements are not the guarantees of future performance and involve risks and uncertainties that are difficult to predict. A detailed Safe-Harbor statement is given on Page number 2 of Company’s presentation, which has been uploaded on the stock exchange as well as Company’s website.

With this, I hand over the call to Mr. Ashok Kumar Gupta for his opening remarks. Over to you, sir.

Ashok Kumar Gupta — Managing Director

A very good afternoon and welcome to all the participants in this conference call of Shalimar Paints. We had a good quarter. My colleague, our CFO, Mr. Mohit will brief you on the quarter’s achievement, and thereafter, my colleague, Kuldeep, will give you some idea of the market which we are operating, and then we will take question-and-answers. Thank you.

Mohit Kumar Donter — Chief Financial Officer

Yeah. Hi. Good evening, everyone. I would like to thank all the investors on the call and continuously, posing your faith in the company. It is my pleasure to address you today. I would like to share with you that the company is progressing and growing faster than the market. Where the industry has grown by 3% to 5%, our company has grown by 34% on year-on-year scale.

If I talk about the financials, we have recorded net turnover of INR129.1 crores, with a growth of 34% from the last year, which was INR96 crores and 17% from the previous quarter of INR110 crores. During the quarter, we observed raw-material prices had been favorable to the company and which is very well evident from the lower-cost of goods shown, and we have improved our margins. So we are recording a gross margin of 27% which has improved by 1.5% from the previous quarter. So this year, we have recorded positive EBITDA of INR44 lakhs, and I believe this is the start of the journey, wherein from last two quarters, we had been trying our best and now we are reaping the benefits of the last efforts, what we were doing in the last six months.

So, employee expenses-to-net revenue ratio in terms of percentage improved as you are seeing. Other expenses have improved by 3% on year-on year basis, and 1% from the previous quarter. So we are improving on other expenses as well. We have very stringent controls on the fixed-cost, so that they should not increase. Loss for the quarter, we recorded INR6.2 crores, which is lower by INR4.5 crores than the previous quarter. So these the immediate highlights of the quarter in terms of the revenue and the performance we have made. So, I would request Mr. Kuldeep to give you insights of the actual operations and what we have changed to turnaround as mentioned. Over to you, Kuldeep.

Kuldeep Raina — Director

Sure. Sure. Thanks, Mohit and welcome all the attendees of this conference. So, I’ll briefly take you through as to how the quarter has been and how has been our journey from the last nine months. If you recall in the previous conferences, we had also talked about in terms of our distribution reach being on the lower side, our contractor base and painter base being lower side. So we have worked upon these two elements in terms of building our Connect, Consumer Connect, and since both painter and dealer, play a major role in the paint industry in terms of the influence from 50% 60% of the sale, so we said that we will focus more on these two verticals first to build our brand equity in the marketplace. So I’ll briefly take you through in terms of what we have done in the last quarter. What has, and as a result of that, what is that has come to us as a business proposition.

So we started-off with, during the peak times of vertical as Diwali, we did a campaign in painter fraternity, wherein we got very good results in terms of, if I have to briefly tell you, our growth in total registered painters went up by 77%. New painter enrollment went up by 83% and active painters, who buy you, month-after month has increased by 57%. So, which clearly indicates that acceptance of the product is actually going up. And if you look at the offtake, in terms of how much a painter was buying earlier and how much he is buying now, it has almost doubled. So these are the indicators of in terms of our painter reach getting better and better over the period of time.

Apart from this, we did a lot of visibility drives in the marketplace to build that consumer connect with Shalimar as a brand. We also launched some new products in waterproofing space by the name of Zero Damp and which started giving us 3% to 4% of incremental sales in the last quarter, if we have to talk about. So — and there were some other arrangement in terms of brand alliance done with some of the companies, which we are actually working upon and we are sure that in future that we are going to get very good results from that.

When it comes to the distribution expansion, we opened up on a cumulative basis, we opened up some 1,100 to 1,200 customers, new customers, which gave us some 12% incremental business so to say till date. As as a result of this, we saw some, as Mohit was also mentioning, we saw a very good quarter for ourselves with a topline growth of 34%, which against industry growth, if we look at the last quarter, has been in the range of 3% to 4%. So, to say, we are 30% ahead of the industrial growth, and quarter-on-quarter if you see, we have been gaining market-share.

So, that has been the highlight of this particular quarter. And apart from this, we also did a bit of understanding in terms of our high-margin project — products and we started pushing them more. So, which also helped us in building our margin guidance. So going forward, we are taking this strategy forward and I’m sure that in coming times, you’ll see better quarters for Shalimar. Thank you very much. Thanks. Hello?

Ashok Kumar Gupta — Managing Director

Thank you. Yeah.

Operator

Should we start the floor for questions and answers?

Ashok Kumar Gupta — Managing Director

Yeah. The floor is open for question-and-answer.

Questions and Answers:

Operator

Thank you very much. We will now begin the question-and-answer session. [Operator Instructions]

The first question is from the line of Jay Mehta, an individual, and please go-ahead.

Unidentified Participant — — Analyst

Hello sir.

Ashok Kumar Gupta — Managing Director

Hello.

Unidentified Participant — — Analyst

Hello.

Mohit Kumar Donter — Chief Financial Officer

Yes. Hello.

Unidentified Participant — — Analyst

Hello. Hi. Congratulations, sir on continuously performing, better-performing number, sir.

Ashok Kumar Gupta — Managing Director

Thank you.

Unidentified Participant — — Analyst

Sir, I had a few questions. Firstly, your projections in Q2 FY’23 were that will have growth of topline and everything of about 30% to 35% year-on-year. Looking at nine-month, we have grown tremendously. And if we look at Decorative Segment, there is a growth of 39% in revenue with just a marginal 6% increase in volume. And similarly, in the Industrial segment, we have 45% growth, with this 27% increase in volumes.

Ashok Kumar Gupta — Managing Director

Yeah.

Unidentified Participant — — Analyst

So, sir, if you could throw some light on this, how have we been able to achieve it, because if you see the number of dealers which have been added are not that many for this quarter.

Ashok Kumar Gupta — Managing Director

Yeah.

Unidentified Participant — — Analyst

Please, sir.

Ashok Kumar Gupta — Managing Director

Yeah. So, there are two things here. One is, that as you know, we have taken significant price increases in this year as compared to last year because of the raw material price increase.

Unidentified Participant — — Analyst

Correct, sir.

Ashok Kumar Gupta — Managing Director

As a result of that, the revenue growth is faster than the volume growth. Secondly, see the industry as a whole has been growing rather slowly. It hasn’t been growing significantly. So, because of that also, the volume growth is almost in the industry is not much. It is stagnant. We got some volume growth because of our bases are low, both combined with volume and with the price increase, and also, we shifted slightly towards higher price items. So, as you know, the Shalimar was for long was known for basic products, very low margin, low-price items. This slowly shifted to slightly better items. Better items by way of emulsion, better way of strainers, slightly higher price, but low-volume items. The result of all the three things, one is volume increase, price increase and a bit of shift in-product mix, you are observing in the gap between the volume growth and the revenue growth. And going ahead also we are planning that this kind of revenue growth we should be maintaining quarter-on-quarter to the extent possible.

Unidentified Participant — — Analyst

So sir, from this new revenue mix which you are getting from emulsion and everything which just mentioned with higher margins, how much would this be contributing to our revenue for this quarter?

Ashok Kumar Gupta — Managing Director

So, I can tell you that the change in product mix, if we see the growth in revenue, will constitute only a small part, because, overall shift in small percentage and the impact or the net revenue part of it is still smaller. So, as I mentioned, see, there are two things. We have a volume growth, which is about 6% in Decorative, value is 39% on 33%. The major part of it is because of that price. So, the price increase we have taken this year is almost 20% to 25%.

Unidentified Participant — — Analyst

Yeah.

Ashok Kumar Gupta — Managing Director

So, that is straight coming from the price increase only. The rest all is because of the product mix and other factors.

Unidentified Participant — — Analyst

Okay. So, basically, primarily, this shift we are seeing in your sales because of the 15%, 20% raw material drop?

Ashok Kumar Gupta — Managing Director

Yeah.

Unidentified Participant — — Analyst

Okay. Sir, another question in this quarter’s Investor Presentation loaded, I can see in your new product offerings there is Construction Chemical chain.

Ashok Kumar Gupta — Managing Director

Yes.

Unidentified Participant — — Analyst

So, just on this part, sir, where are we procuring or manufacturing this?

Ashok Kumar Gupta — Managing Director

So, construction chemicals, at the moment, we are doing entire outsourcing and most of our sales of construction chemicals is happening in South and West, with some coming from East and North as well. We are doing all localized purchase for customers who are in South. We have our vendors, who are the again based in South only. Very small quantity goes from region-to-region. Most of it remains in the region. So we have localized vendors. Entire quantity is outsourced. At the moment, we do not have any production facilities for construction chemicals.

Unidentified Participant — — Analyst

So what would be — this would basically be a trading product, right?

Ashok Kumar Gupta — Managing Director

At the moment, it’s a trading product. Only thing which we do have, we do have our R&D. So we asked for a specific formulation of that product. Other than that, it is a trading product. So, we just guide them, what is the material required. So that, the end-consumer demand is met. So, some part of designing we do. Rest all is, production and everything is done by the vendors.

Unidentified Participant — — Analyst

So sir, what would be the approximate revenue contribution from this and the margins we have for these construction chemicals?

Ashok Kumar Gupta — Managing Director

So, currently, it may not be even — our revenue contribution may not be even 7% to 10%, which is in that range, smaller, quite small. Very limited because it just started.

Unidentified Participant — — Analyst

Okay.

Ashok Kumar Gupta — Managing Director

And it will take some time to grow. And margin, as you know, in any trading commodity, margins can only be around 5% to 10%. They aren’t too much.

Unidentified Participant — — Analyst

So, this is the net margin, 5% to 10%?

Ashok Kumar Gupta — Managing Director

No, it is — net means fixed expenses are not taken care there. Fixed expenses are excluded. We have not differentiated between paint and construction capital also is a part of Paint only. So, since it is an outsourced product, the difference between our selling price and outsource price varies between 5% to 12%.

Unidentified Participant — — Analyst

Okay. Okay, sir. I’ll just get back-in the queue, sir. Thank you so much for answering and keep up the good work, sir.

Ashok Kumar Gupta — Managing Director

Thank you.

Operator

[Operator Instructions]

The next question is from the line of Amit Mamgain from Asian Market Securities. Please go ahead.

Amit Mamgain — Asian Market Securities — Analyst

Good evening, everybody. This is Amit from Asian Markets. So, first of all, I wanted to convey my congratulations to the entire Shalimar team for a very encouraging scale-up of topline in Q3. So, I have basically three questions. The first question is basically, if we consider the base of Q3, which is about INR130 crores, we are at a steady-state annualized number of around say INR522 crores to INR525 crores for FY’24. I would assume that, obviously, there would be some growth on this. So, would you want to guide a topline number for FY’24?

Ashok Kumar Gupta — Managing Director

So, if you see, in the nine months, our number is perhaps 350-plus.

Amit Mamgain — Asian Market Securities — Analyst

Okay.

Ashok Kumar Gupta — Managing Director

And so, if by that rate itself, we will be somewhere between INR475 crores to INR495 crores in this year.

Amit Mamgain — Asian Market Securities — Analyst

Correct.

Ashok Kumar Gupta — Managing Director

Now, so next year again, since, we are a very small company, our built is very small, so we will try to again, attempt, growth rate of 25% — 20%, 25% or 30%, whatever is possible. This is what we are trying to maintain this year. This is what we will try to maintain next year also. Our long-term plan is, that we should be maintaining a growth trajectory, being a small company of — which is normally for small company, small company normally grows by only 20% to 30%, as compared to the large companies that grow around 80% to 90%. So, being a small company, we will try to keep that kind of growth, 20% to 25%, 30% year-after year. That accordingly, next year numbers will also be summed out.

Amit Mamgain — Asian Market Securities — Analyst

I got your point, sir. Sir, my second question is, so, Shalimar as a team…

Operator

Sorry to interrupt you, your audio is breaking, sir. Please repeat your question.

Amit Mamgain — Asian Market Securities — Analyst

Yeah. Am I audible now?

Ashok Kumar Gupta — Managing Director

Yes.

Amit Mamgain — Asian Market Securities — Analyst

Yeah. So, my second question is, what is the level of integration Shalimar team has achieved with the channel, with the Infra.Market team? If you could just give some color on that, it’s been about, I think, three to four quarters, we’ve had arrangement with them, investments into Shalimar. So, if you could just give some basic color on what has exactly happened on that front?

Ashok Kumar Gupta — Managing Director

So, if you know, it was last February-March, that there was an infusion of funds by Infra.Market to Hella Infra into Shalimar Paints. Now, the association between Hella Infra and Shalimar Paints goes beyond the equity infusioin.

Amit Mamgain — Asian Market Securities — Analyst

Sure.

Ashok Kumar Gupta — Managing Director

It is strategical. So, the first thing which happened as a result of the — of our partnership was, that we built up very strong teams in the organization. So, Hella Infra helped us building a good team. They had a vision. They had the wherewithal to find out and create a strong team within the organization. I can share with you that we did onboarding of four, five very capable, very expert, very knowledgeable people, experienced people, within three to four months of their association. So, that means, by September, we had four or five, very senior, very capable people in our team. So, I think…

Amit Mamgain — Asian Market Securities — Analyst

Okay.

Ashok Kumar Gupta — Managing Director

Result that happened because of that association was, creation of the team. Hitherto, for variety of reasons, including our apprehension, our name, our image, we were not able to create a strong team. Secondly, I think they have also been able to give us a vision. So, they have helped us in drawing a vision and because of which, see even though today, we are only at around INR475 crores to INR500 crores an annum company, they are giving us a vision for which — because of which we are able to now create a capacity, where this capacity what we are creating this year and current next year may take us to right up to INR2,000 crores to INR2,500 crores. So I think the second thing which they have shown us the way is, how to grow. How to increase volume. How to increase revenue. So that’s the second thing, that they have give us a vision. So, they gave us a team. They gave us a vision.

And the third aspect of our association has been continuous strategic formulation.

Amit Mamgain — Asian Market Securities — Analyst

Sure.

Ashok Kumar Gupta — Managing Director

So, on a regular basis, there is an interaction between the company’s team. So today, you see, not only we have a very capable team at our — within our organization, we also have access to the expertise of the Hella team, and Hella is, perhaps, the turnover is in thousands of crores. So, we have access to the expertise of their entire team. So, we have regular interaction between our team and their team because of which lot of thinking is getting cleared and we are able to take so much initiatives. And it is a result of these initiatives that we are able to grow and and these are just sinking in. They don’t even achieved their goal. As you know, any association between two organizations takes lot of time and now, more than seven, eight months have passed between our team and their team, some kind of relationship is building up. So, I think this was the third biggest assistance they have given.

The fourth which you got, could be looking for by way of their customer being associated with us. I think that process has just started. It hasn’t picked-up in a big way, but it has already picked-up. Now we are in a situation where we are talking to their customers. But these two are different organizations. So, for those customers to accept Shalimar Paints as a supplier may take some more time, but association has started. Interactions we have started on that term.

Amit Mamgain — Asian Market Securities — Analyst

That is perfect, sir. Thank you for articulating it so well. Sir, one — my last question is, when you say that you started interacting with the customers of Infra.Market, so are these institutional customers, for example, we have read in the report that Infra has been able to get the award for the lane contractor for the Ayodhya airport and Mumbai, Panvel airport and so on and so forth. So, are these the channels which you are working on? Just curious about it.

Ashok Kumar Gupta — Managing Director

So there are three aspects of it. So, one is, as you know, Infra works on different verticals. They have many verticals which are integrated into one organization. So, they have a vertical where they approach dealers and then they kind of help in as a distributor, in servicing the dealers. So, on that side, the work has started.

The second side is, Hella is opening their own stores.

Amit Mamgain — Asian Market Securities — Analyst

Correct.

Ashok Kumar Gupta — Managing Director

Is you see, these are multiproduct stores right from tiling and [faucets]. So, there again, they started keeping paint as well. The second aspect of association, where they would be keeping our products in stores and they are really, I should say upscale stores.

And the third association is, as you mentioned about contractors. Discussions have started. Now, we are talking. We have started talking to their contactors, one by one. As I mentioned, this is a very slow process because, as you know. most people they, whenever [Technical Issues] is there, the bill-of-materials and the brand to be procured is normally defined by the architect. So here, contractor plays only one role, but architect plays a bigger role. So, now we have started approaching the architects for the approval in the projects. This is a time taking process. Normally, it takes one year to one-and-a-half years. The process has started. It may take one year to one-and-a-half years before you see the results of contractor, architect approvals.

Amit Mamgain — Asian Market Securities — Analyst

Great, sir. Thank you for sharing this. And my last question is, the basic thought process of inducting Ms. Shan Jain, ex-Madison into the company and in just read about her and she’s worked with one of the best consumer brands, working for the consumer brands. So if you can just quickly mention about the thought process behind inducting?

Ashok Kumar Gupta — Managing Director

So, very rightly you asked. What happened, we — till now, whatever growth you are seeing has been because of the operational improvements we made, capacity expansion, green improvement. So these were all internal matters.

Amit Mamgain — Asian Market Securities — Analyst

Right.

Ashok Kumar Gupta — Managing Director

Having achieved that, now the need is there, that how to improve our communication with the consumers. So if you observe, communication with the consumers has been negligible in last two, three years, maybe five, ten years. So, that communication piece was missing in Shalimar. Now— and so, we were looking for some person, who is an expert in communicating with the consumer, because ultimately, end of the day, paints that is done, is a consumer products. So we had — we had chosen Shan because she is connected to the consumer. She knows the consumers. She knows the [Indecipherable] and she can help us. She will be helping us significantly in talking to the customers — in communicating with the consumers, communicating with the market, communicating with the painters, and then ensuring that our visibility improves. And already you know what experience, I don’t have to kind of talk about it.

Amit Mamgain — Asian Market Securities — Analyst

Absolutely, sir. Absolutely.

Ashok Kumar Gupta — Managing Director

Yeah.

Amit Mamgain — Asian Market Securities — Analyst

Thank you. Thank you so much, Ashokji and wanted to just again, congratulate and convey my best wishes to you and the entire Shalimar team for the few — for the quarters. Thank you so much.

Ashok Kumar Gupta — Managing Director

Thank you, Amit.

Amit Mamgain — Asian Market Securities — Analyst

Thank you.

Operator

[Operator Instructions]

The next question is from the line of Vinay Mehra from Allied Investment Advisors. Please go ahead.

Vinay Mehra — Allied Investment Advisors — Analyst

Good evening, sir.

Ashok Kumar Gupta — Managing Director

Good evening.

Vinay Mehra — Allied Investment Advisors — Analyst

First of all, good — congratulations for a good set of numbers. Hello?

Ashok Kumar Gupta — Managing Director

Thank you.

Mohit Kumar Donter — Chief Financial Officer

Yeah. Thank you, Vinay.

Vinay Mehra — Allied Investment Advisors — Analyst

Yeah. So, my question is with regards to the new dealers. So in this quarter, the total number of new dealers were around 318, which is significantly lower than the previous quarter. But the sales have increased by almost 50-odd percent on Q-on-Q basis, and the yield per dealer has also almost doubled. So how have we been able to achieve this?

Ashok Kumar Gupta — Managing Director

Kuldeep?

Kuldeep Raina — Director

So, yeah. So, where did you get these number from, in terms of 319 dealers only in the backend of this quarter? We have not published any kind of that number.

Vinay Mehra — Allied Investment Advisors — Analyst

I just — I mean, I saw it in the presentation.

Kuldeep Raina — Director

No. So, probably, I don’t know where this number has come from. See, we have an average number of dealers build quarter-on-quarter in-between 2,100 to 2,400. Now, if you’re talking about new dealers onboarded during the quarter, you might be right.

Vinay Mehra — Allied Investment Advisors — Analyst

Yes.

Kuldeep Raina — Director

New dealers onboarding?

Vinay Mehra — Allied Investment Advisors — Analyst

Yes. I am talking about the new dealers this quarter.

Kuldeep Raina — Director

Perfect. Perfect. That you can see out there. Right. So as we mentioned that, till-date we have opened up at least 1,100 to 1,200 new customers during the year. So, to be precise, it has been 1,080 customers during the year. Out of these, roughly have come during the past quarter. And, yes, so, as was mentioned that we are building a strategy of expansion and extraction. So our extraction methodology has started working in the last two months, more so, after the third quarter. If you see December, we are having good numbers. So, it has started working for us in terms of getting better yield, in terms of better throughput from the dealers. So yes, to that extent, 300 dealers is the number. 340-odd number of dealers new opened up in the quarter. But in terms of total participating dealers, we have 2,400 to 2,500.

Vinay Mehra — Allied Investment Advisors — Analyst

Okay. Thanks for that number, sir. Going forward, what is the average yield per dealer you would be, I mean, forecasting?

Kuldeep Raina — Director

Okay. So, two things…

Vinay Mehra — Allied Investment Advisors — Analyst

And one more…yeah, go ahead.

Kuldeep Raina — Director

As we mentioned that we are wanting to exponentially grow as far as distribution reach is concerned. So yield probably is not something which you will be looking at this point in time, because we will go for an expansion strategy. We are going to use many different models of vertical distribution reach in terms of SaaS models, which is sales-as-a-service, BOT models, which is build-operate-and-transfer model. So, to get a better access to the market. So for us, probably till the time we have reached the market reach of some 20%, probably yield would not be something which we will be chasing. The reach is what we will be chasing. So, yes, over a period of time as we kind of progress in terms of reach, we have hardly able to reach today. We are having a 5% market reach and unless and until we have a better reach, which is to the tune of 15% to 20% for a player like us, we will not be able to extract much also from the market.

So that’s how our endure will be going forward, to increase our reach and obviously, through, as we said that emulsions in agency, you want to build new products, we want to launch, through that we like to increase our throughput also from the existing dealers. So roughly, if I had to put a number to it, we are currently at roughly INR80,000 per dealer kind of throughput, which might increase by INR1 lakh per dealer.

Vinay Mehra — Allied Investment Advisors — Analyst

Okay, sir. Okay. Good. And sir, one last question.

Ashok Kumar Gupta — Managing Director

Yeah.

Vinay Mehra — Allied Investment Advisors — Analyst

So this question is on the marketing side.

Ashok Kumar Gupta — Managing Director

Sure.

Vinay Mehra — Allied Investment Advisors — Analyst

So, what is the budget or the marketing budget for Q3, and going ahead, what would be your forecast for FY’24?

Kuldeep Raina — Director

Okay. So as of now, as we mentioned that we are doing the basic job in terms of building that connect with the consumers in terms of, as we mentioned that retailers, dealers at influencers, play a major role. So all of our marketing budget for the quarter, this quarter and the coming quarters will be around this space only, in terms of building our reach, in terms of building a better connect with the contractors, painters and interior designers, as was mentioned by our MD also. So that will be our route forward. But next year, as we have our plans, we will do a budget allocation for the marketing activities for the next financial year, which probably will be able to kind of give you a number by the quarter-end, last quarter end.

Vinay Mehra — Allied Investment Advisors — Analyst

Okay. Okay, sir. That’s from my side.

Kuldeep Raina — Director

But we are definitely looking in terms of building a better consumer connect, because as was mentioned earlier through the internal efficiency building, we have been able to get what we have got till-date. But if we have to build the brand, definitely will have to spend.

Vinay Mehra — Allied Investment Advisors — Analyst

Okay, sir. Got it. Okay. That’s from my side, sir.

Ashok Kumar Gupta — Managing Director

Thank you, Vinay. Thanks.

Vinay Mehra — Allied Investment Advisors — Analyst

Best of luck to you, as well as for the entire Shalimar team, sir.

Ashok Kumar Gupta — Managing Director

Thank you, Vinay. Thanks.

Kuldeep Raina — Director

Thank you very much.

Operator

[Operator Instructions]

The next question is from the line of Amit Shah from AT Capital Group. Please go ahead.

Amit Shah — AT Capital Group — Analyst

Yeah. Hello. Thank you, sir for giving me this opportunity. Sir. I would just like to use this opportunity to more understand the long-term aspirations of company in terms of the topline and bottomline. I’m not asking for any guidance, but if internally, if you can share what your aspirations are to reach in terms of revenue and bottom-line for next two to three years?

Ashok Kumar Gupta — Managing Director

Thank you, Amit. So you see we have a big opportunity in front of us. The opportunity being, our small market-share. So 99% of the market is open to us. We have — we are planning that year-after year, we should be growing at least by 20% to 30%, which we think is, that is possible because, a, our brand name is known throughout the country. It is a respectable name. It’s not very popular, but wherever, there is awareness, there with respect. So, that way we hope to build-on the brand further. We may need to increase the communication part of it to make it popular.

The second part is, that we have been strong in Industrial. [Technical Issues]. We are very strong in Industrial. So if you observe, we are a — almost one of the top brands to be approved and preferred by the end consumers in the Protective Coatings segment, which comprises primarily of steel. Steel construction, steel-based products like pipelines, like containers. All steel structures like, you have PEBs or you have large industrial structures. So, we are one of the, I should say, four, five brands preferred source. We are planning to increase it, increase our presence there, because of our acceptance and our quality. You’ll be maybe perhaps knowing that, we have a very good quality accepted in Protective Coatings sector. Practically, every large organizations has Shalimar as one of their [roof] suppliers. Now with good team that we have, we hope to increase this reach.

So, with these two factors together, we are hoping that we will be growing 25% to — 20% to, 25% to 30% year-after year. And for that, we are already expanding our capacity at the field locations, both, North, South and West. We will also look at feasibility in East. So, we have got presence in all the zones. Team is good. Presence is good. Market acceptance is there. So, we should be able to grow in next three, four years at this rate. Is it okay?

Amit Shah — AT Capital Group — Analyst

Yes. Absolutely, sir. Very good to hear this. Just to follow-up on this. I think you touched upon that point, but I believe, this will be a combination of both new capex, as well as increasing the existing capacity utilization. Is my understanding correct, to achieve this growth rate which you alluded to/

Ashok Kumar Gupta — Managing Director

So, what we are doing is, we have one plant, which is slightly old. That we are modernizing almost significantly. It will be almost complete overhaul of the plant, which is in North. The other two plants are comparatively new plants. There were setup, five to recently, last — within last 10 years. So, there, we will be only adding some machinery, what we call as the brownfield expansion. And so, by that method, all the three plants’ capacity will increase significantly within next 24 months.

Amit Shah — AT Capital Group — Analyst

Understood, sir. This is helpful. I’ll come back-in the queue if I have any further questions. Thank you and all the best for next year.

Operator

[Operator Instructions]

The next question is from the line of Praful Siddharth from Shravas Capital. Please go ahead.

Praful Siddharth — Shravas Capital Advisors LLP — Analyst

Yes, sir. Congrats on great set of numbers. So, I just joined the call late, so sorry, if my questions are repetitive. So, what is the revenue contribution which came through Infra.Market this quarter? Last quarter it was around INR5 crores to INR6 crores, if I remember right.

Kuldeep Raina — Director

I think it is almost same, continuously INR5 crores to INR6 crores. Actually, Infra.Market contribution will grow once some kind of maturity comes. But you see, more than that, Infra.Market is helping us and introducing us to the new customers, where the revenue numbers do not come through there. We are seeing the revenue number come directly to us. They have a large set of customers, whom they are servicing different materials, including construction materials, including steel, cement and all kind of housing materials. So, we get access to those customers. I think that is biggest contribution.

In addition, Infra.Market is also planning to open their own stores, where our materials will be present, but these activity has just started. Maybe it will pick-up in the next year. So, number-wise, we are looking for a large or significant increase in next year, but more than the numbers, the story lies in the contact and the leads they are able to generate for us. And that is, I think a bigger contribution than the number of materials we we are able to divert through them.

Praful Siddharth — Shravas Capital Advisors LLP — Analyst

Got it. Got it. Thank you, sir. So my second question is, what’s the outlook on the Industrial Paint segment?

Ashok Kumar Gupta — Managing Director

I think that we are right. If you see, in Industrial paint, our growth has been steady. Quarter-on-quarter, quarter-on-quarter, we have been growing almost at the same pace, and we are increasing the number of — So we are increasing on all sides. A, we are increasing in the sales made to each customer. So, if a customer was buying whether say, 10 liters from us earlier, now it is 12 liters. Secondly, we are increasing the number of customers in each segment. So if in pipeline segment, we were making, were servicing six customer earlier, now I am servicing seven customers or eight customers. Thirdly, we are increasing the number of segments we were handling. So, we were earlier handling eight or nine segments, now we have gone to 10, 11 next year we will be introducing two or three more segment within Protective Coatings. So currently we are, I think working on 10, 11 segments and now, going ahead, we should be working on 13, 14 segments. When I say segment means the verticals.

So, the way we have handled this thing is, we have created verticals within the Industrial segment, for example, pipeline, for example, PEB structure. For example, containers and structure. Container means the tin boxes, which you get biscuits and all that. So, each segment, every quarter we try to add one segment. That’s the way we go. So, we are increasing segment, then the number of customer within each segment, and then, we are increasing amount of sales to each customer.

Praful Siddharth — Shravas Capital Advisors LLP — Analyst

Sure. Sure. Got it, sir. Sir, just last question from my end. So, was the demand outlook in the month of Jan from our Company’s perspective.

Ashok Kumar Gupta — Managing Director

I think the pace of growth which we saw in the first-nine months, we are trying — we are almost there.

Praful Siddharth — Shravas Capital Advisors LLP — Analyst

Got it, sir. Got it, sir. Thank you so much. Yeah.

Ashok Kumar Gupta — Managing Director

Welcome, sir.

Operator

[Operator Instructions]

The next question is from the line of Amit Mamgain from Asian Market Securities. Please go-ahead.

Amit Mamgain — Asian Market Securities — Analyst

Thank you. Thank you, Ashokji for this opportunity again. Sir, right now, you rightly highlighted about our strength in Industrial segment, Coatings, etc. And about few quarters ago, you had mentioned that strong relationships like APL Apollo, where you ran the shows so successfully, those will be leveraged as we understand, APL commenced its new plant, coating plant, Coated Pipes plant at Raipur, if I’m not wrong. So, I4 was just trying to understand, if this opportunity could be considered as a growth driver for the company apart from the other channels where we are working?

Ashok Kumar Gupta — Managing Director

Definitely. So, the new coating plant, as you may rightly aware, it’s basically plant for the manufacture of coated steel sheets.

Amit Mamgain — Asian Market Securities — Analyst

Okay.

Ashok Kumar Gupta — Managing Director

So, the common name for that material is color coated sheets. Currently, color coated are being manufactured by players like JSW, Tatas and there are very few, very few private players who are non-manufacturers or primary steel. So most of the color coated sheets are being manufactured, I should say, large part of it, major part of it by the steel manufacturers themselves. As you know, APL Apollo ventured into areas which are not seen by others. So, APL Apollo has recently gone into a manufacture of pipes, square section, which is 500 by 500, which is first time in the country. We achieve 300 by 300 first time in the country. Similarly, we have gone for a very large capacity of color coated sheets, which are — which was the domain or the chosen area of large steel manufacturers or producers.

Amit Mamgain — Asian Market Securities — Analyst

Sure.

Ashok Kumar Gupta — Managing Director

So, these color coated sheets require something known as a coating paint. So this is a special paint, which is being manufactured by some three or four people in the country at present. Shalimar is not one of them. We do not manufacture coating paint at this juncture. The reason is one of the largest user of this material is, JSW and they have put up their own plant for Coating Paints.

Amit Mamgain — Asian Market Securities — Analyst

Okay.

Ashok Kumar Gupta — Managing Director

So, anybody who wants to setup this facility will have to, will have the disadvantage of not having the larger customers with them, but having the largest customer owned plants to compete with. So — but, we’ll have to see. If more players come in the area of manufacturing color coated sheet, then we can think of making coated paints.

So, we will think about it. It’s not very difficult. The machinery is not very different. Formulations are different. We will have to do some R&D, but it’s possible. So perhaps, we will examine it is next year. As I mentioned to you, we will be working on some more verticals. We already have some 10, 11 verticals working in Industrial. If we see potential coming up in this area, we will start making coated paints the as well.

Amit Mamgain — Asian Market Securities — Analyst

Perfect, sir. Thank you so much, sir. Thank you.

Operator

Thank you. As there are no further questions from the participants, I would now like to hand the conference over to Mr. Ashok Kumar Gupta for closing comments.

Ashok Kumar Gupta — Managing Director

Thank you. Thanks to all the participants and the people who took interest and asked the questions. I know we were quite late in declaring the results this time. Every time, we declare it almost last few days. And so next time onwards, going ahead, we will try that we are not the last ones to declare results. We should be slightly early. My colleagues who are here, I’m sure they will kind of look into this area.

Kuldeep Raina — Director

Sure, sir.

Ashok Kumar Gupta — Managing Director

And the company is on the right path. We are improving in each front. So, company who has been not doing very well for quite some time, takes time to stand on its own feet. I think we are almost there. We were struggling, but now we are on our own fleet. And once you are on feet, then you can start running. I think the time has come for the company to run and we are working in that direction, expanding everywhere, increasing our capacity, increasing our reach by way of distribution centers, by way of [reach], by way of dealers and fortunately, we have very good team. Mohit, Shikha, Kuldeep and all the people in production, they are doing an excellent job. So going ahead, you will only see positivity coming in from this company. Thank you so much for your time. [Operator Closing Remarks] Thank you very much. Thanks.

Operator

Thank you.