Ladies and gentlemen, good day and welcome to the Q1 FY22 earnings conference call of TTK Prestige hosted by Ambit Capital. As a reminder, all participant lines will be in listen-only mode, and there will be an opportunity for you to ask questions after the presentation concludes. If you need assistance during the conference call, please press star then zero on your touchtone phone. Please note, this conference is being recorded. I now hand the conference over to Mr. Dhruv Jain from Ambit Capital. Thank you, and over to you, sir.
Thank you. Hello everyone, welcome to TTK Prestige's Q1 FY22 earnings call. We have with us the management of TTK Prestige. They're represented by Mr. T.T. Jagannathan, Chairman, Mr. Chandru Kalro, Managing Director, Mr. K. Shankaran, the Whole-time Director, and Mr. R. Saranyan, the CFO of the company. Thank you, and over to you, sir, for your opening remarks.
Okay, good afternoon, ladies and gentlemen, and thank you for coming. We had a relatively good quarter considering all the major challenges that this quarter had faced. Now, a lot of them actually right almost for the better part of the quarter, unfortunately. We've had lockdowns for practically the same amount of time as last time, though in a very different way. Yet, we managed to clock the 71% growth in top line, and there's a very substantial growth in the bottom line. This is in spite of the fact that we've also had the challenge of the raw material price increases. The good thing is that June ended on a very positive note, so we've got good outlook for the coming quarter as well. Now, look forward to your questions as they come up. Thank you.
Thank you very much. We will now begin the question-and-answer session. Anyone who wishes to ask a question, please press star and one on the touchphone telephone. If you wish to remove yourself from the question queue, you may press star and two. Participants are requested to use hand switches while asking a question. Ladies and gentlemen, we will wait for a moment while the question queue assembles. The first question is from the line of Ravi Swaminathan from Spark Capital. Please go ahead.
Hi sir, good afternoon. My first question is with respect to the raw material inflation, so basically, has we taken all the price increases that is required to offset the raw material price inflation across all the product categories?
Yes. Yes, we have.
Okay. So do we know whether price increases are needed assuming the current raw material prices?
Yes, we have taken a compensatory cost price increase based on the raw material prices currently.
Got it, sir. And if you can give the share of e-commerce sales, what percentage you said had the overall share of your sales this time, which are the last time? I mean, if you can send me a sense on how it's going.
Last year, the E-com share was 24% throughout this quarter, and this year it is 32%.
30% of the overall revenue is E-commerce?
That's right.
Got it. Is there any big difference in terms of trade, say in terms of profitability or something of the sort with respect to e-commerce, which are the revenue channels, any trend number?
You have seen our gross margins are actually expanded during this quarter as compared to the last year's same quarter. There is, of course, a slight difference in the margin between channels, but they're largely under control.
Got it, sir. Got it. And that trends, so basically, how is it this quarter, which are the normalized quarters? So basically, if it's still on the lower side, or that trends have come back to the regular trend which we do normally?
So we normally spend about 6.2% of our revenues on ads. However, you know that for the good part of this quarter, we haven't been able to spend that money, but we've committed that money towards the end of the quarter. June has been a start in spending which will continue, so the campaign is between June and July. So the ad spend, we are expecting it to go back to normal as we go along, and we're also seeing the demand to be normal like last year.
Got it, sir. Is there a possibility of, I mean, other brands, some of them are talking about ad spends, not going back to the previous level because some of them have moved digital and all these things? So is there a chance of ad spends over the next 2-3 years continually being lower than 6% of top line and say 5% or even less?
I cannot answer for other brands, but I can tell you that the digital has become an add-on to conventional media because we cannot actually substitute one for the other yet. Of course, our digital spends are expanding while the other conventional media spends are not, but we believe that we will consistently try and build the brand as we have always done so far because that is what has kept us growing sustainably.
Got it, sir. The final question is with respect to the overall growth, what kind of growth can we expect in FY22? Can we see this kind of a growth? Are we looking at that figure?
Well, we should look at that figure, but I would refrain from giving us specific guidance at this point in time. But yes, we are looking at a positive growth at the double digits. You know that we've grown by 71% for the first quarter.
We don't know about any third wave.
Who knows about the third wave? So it's difficult to give a guidance, but things are looking all right.
If there is no third wave, we will grow at double digits.
Got it, sir.
Thank you.
Thank you. The next question is from the line of Sameer Gupta from IIFL. Please go ahead.
Good evening, sir, and thank you for taking my question. Sir, my question is specifically on gross margin. So if I look at the two-year period, Q1 FY20 versus Q1 FY22, there is a 200 basis points expansion in gross margin that we are seeing. And during this period, it has actually been only cookware segment which has seen positive growth, and cookers, which is our biggest gross margin product, has actually suffered the highest decline. And aluminum and steel prices during this time are up by more than 50%. So what exactly am I missing? What exactly is the source of this gross margin expansion? And does e-commerce channel have materially different gross margin?
No, it is not like that. You're right that the cookware sales have expanded while the cookers haven't. And in fact, the cookers have actually declined. But the cookware margins and the cooker margins are comparable. They are not different. Actually, they are all in fact, the cookware margin is exactly the same as the cooker margin. The expansion that you are seeing is because we have had some level of channel mix and product mix that has happened. And I think over the period, we have to look at these things over a year. I don't think there's a lot even out is what I'm saying. I've already told you that we have taken the price increases to offset the cost increases.
Yes, sir, and I understand that. Just a little more on the channel mix and product mix aspect. Margins across channels, are they very different?
They are different, but normally what happens is there are a couple of channels which are at one end and the other end with another couple of channels. So normally when one goes down, the other goes up, so it kind of balances out. So we've always managed to achieve that balance, and that is what you've seen.
Got it. When we say product mix, it is probably the higher or the premium kind of products that are doing well within, let's say, a cookware or a cooking business.
Absolutely right. Absolutely right. And we have also launched several new products during the last 7-8 months which are also heavily contributing to the cookware business.
Okay, sir. So to that extent, the channel mix probably stabilizes at a more normal level. There might be some risk to margins. Is that what you're understanding, right?
There's no risk to margins. All I'm saying is that it will balance out.
Got it, sir. Thank you.
They are marginally different. They are marginally different. Yeah.
Okay. Got it, sir. Then it's only premiumization then. Okay.
So what you need, there is the premiumization, and what you need to know is if the company and the brand are strong enough to pass on the cost increase.
Yeah, yeah. But still, there is an expansion, right? But that is a.
Yes. Yes. Yes. Yes.
Okay, sir. That's all from me, sir. I'll come back in the three or five more questions.
Thank you. Thank you. Thank you.
Thank you. The next question is from the line of Aditya Bagul from Axis Capital. Please go ahead.
Sir, thank you for taking the question, and congratulations on a very good set of numbers. Sir, my questions are essentially trying to understand the channel mix. You said 30% of our overall sales comes from the e-commerce segment. I just want to understand how well do you need a growth rate in the other two channels or three channels that you had: our traditional channel, the brick-and-mortar channel, versus the modern trade that you have. Can you help us understand these two? That's what you're seeing?
Yeah. The way to look at it is you must remember in this quarter that a large part of the offline channels were not able to open because of the lockdowns in various states. Now, in spite of it, I'm happy to tell you that all the offline channels have shown robust growth, high double-digit growth across the board. The e-com obviously has grown faster because e-com was on right through the quarter. So that is why you are seeing a higher proportion of e-commerce during the quarter. But as I think everything opens up, we will kind of normalize back at that 25% is what my estimate is.
Okay. Sir, and my second question is actually with regards to a comment you made in your presentation. You've mentioned that this time around, the impact of COVID has been quite significant within the rural regions as well. Hence, the growth rate might suffer during the next part of the calendar year. Can you help us understand that a little more as to what are the trends you are seeing? Also, if you can help us understand if there is a temporary disruption due to monsoon in the western part of the region?
We are looking at all of these as very temporary and transient disruptions, nothing serious over here. In fact, while the COVID was rampant across the rural areas also, you have also seen that the recovery rates are in excess of 98% as we speak. So we believe that everything is going to bounce back as it has already indicated to us in June and even July so far.
Understood. Sir, is it fair to say that July growth rate is tracking last year's July or July 2020? 2019, I'm sorry.
It's not to say that we are better than that.
Okay. Fair enough. Understood, sir. That's it. Thank you so much, and thank you for the call.
Thank you.
Thank you. The next question is from the line of Shanti Patel. From Shanti Patel Investment Advisors. Please go ahead.
Good afternoon, sir. Are you breaking my voice?
Yes. Yes. Yes. Yes.
Yeah, yeah. My simple question is, what will be the return on capital employed as on 31st March 2022, and what will be the return on equity on that date? I mean, you can give some guidelines.
You want the guidelines for 31st March FY22?
That is correct.
Yeah. We get a clear more than 35% ROCE after removing the treasury out of it. It will be better than that this year. I cannot give any answer because I don't.
33 approximately. I mean, looking at the situation and what your judgment is?
Our judgment on the first quarter ROCE is better than what was last year. What is your judgment, sir, on the COVID decision? Will there be a third wave?
No, let us say that there is no third wave. Then what will happen?
No, no. Let us say the ROCE, we had a healthy ROCE last year in terms of that first quarter.
It will be more this year.
It will be better than last year in terms of the ROCE on the capital employed. I can give you the number. I'm going to give you the number. I'm going to give you the full guidance.
See, I'll tell you one thing. You can see that there's been over the last 3-4 quarters a steady improvement in the balance sheet numbers. I think that you will accept. And as we are going along, that trend is continuing.
Okay. What is our market share in respect of various verticals if you approve straight?
So we have multiple categories that we operate in. We have pressure cookers, cookware. We have mixer grinders, gas stoves. We have so many categories. So the point is that we are presently leaders in all the five out of the six major categories that we operate in. We are not leaders only in mixer grinders. We are working towards leadership there.
Right. Okay. Okay. Thank you.
Thank you.
Thank you. A request to the participants: please limit your questions to two per participant. If you have a follow-up question, you may rejoin the queue. The next question is from the line of Achal Lohade from JM Financial. Please go ahead.
Yeah, hi, sir. Thanks for the opportunity. Just a couple of questions. So, sir, firstly, can you comment a little bit about the working capital and cash flows in the quarter and also the current channel inventory levels?
Sure. The working capital has gone up this quarter because we've had production and we didn't have sales for some part of the quarter. We have taken a very prudent decision to continue with the production because we didn't want supply chain disruptions like last year. Therefore, we have seen a working capital increase, which we believe is good for us. Secondly, we've also kind of hedged ourselves by adding to our raw material inventory, and therefore, we are hedged for the second quarter also, which is also good news. In terms of channel inventory, the channel inventory is normal like it was in Q4. Overall, last year, we have seen a reduction in channel inventory over the previous year, and we want to keep it that way because we want our collection going well, which is what is happening.
Understood, sir. Sir, secondly, can you comment on the sales mix from different regions like East, South, North, and West, given the impact of COVID wave in each of the southern markets, and how have we fared in each of these markets?
The good news is that all zones have grown very substantially. Of course, the South has grown lesser than the other zones, relatively speaking, because the South was more impacted by lockdowns for a long period of time, even as we speak, Kerala is in lockdown. But all zones have grown very substantially during this quarter as compared to Q1 of last year.
Since that's the next question, one last question. What is the quantum of price hikes that we took, sir?
The last price hike that we took on select products was between 5% and 6%.
When was this, sir?
We've just announced it in July, actually.
Understood, sir. Thank you very much. All the best.
Thank you. The next question is from the line of Varun Goel. Sir, I'm Mirae Asset Mutual Fund . Please go ahead.
Yeah, hello. Good afternoon, sir. Sir, I have two questions. Sir, first one, as you mentioned, that the gross margin increase was first due to the mix of premium products within category going up, that's one. And then second one was the channel mix. So my question to you is that this change in behavior of premium products coming in higher in the mix, so is it a structural change? Is it in some way in relation to the COVID disruption, like the way we are seeing this in channel mix?
See, we believe very strongly that, as I said even in the answer to the previous question, that this will kind of balance out during the year. Obviously, when we are launching new products, there is a launch volume that will go in, etc., etc. Structural or not, I think we need two, three quarters to see. But there are certain trends that are clear, and those trends are that people are moving towards better products because they are using their kitchens more than ever before. There are trends that there is an overall movement towards brands, and that is on, and we have seen that on for the last 12 months.
Okay, sir. And then second one, I think you mentioned in the inventory demand, but then just to rectify that, we didn't have any production-related issues in the quarter, and.
We did. We did. Our Tamil Nadu factories were closed for almost a month because of the lockdowns.
Okay. Okay. Now the production has started, and that's the reason our channel inventory was higher because we want to catch up on the sales rate which will be in the summer in the next quarter once it's open up.
Yes and no. If we could have helped it, if the production was allowed to happen, we would have produced in Tamil Nadu also. That is something that we have actually supported incurred costs, as I think we've written in the summary of the performance. That is the way. I think, as I said, it's good that we have the stock right now.
Okay. Okay. All right, sir. Thank you.
Thank you.
Thank you. The next question is from the line of Bhavin Vithlani from SBI Mutual Funds. Please go ahead.
Thank you for the opportunity, and congratulations on a good set of numbers. We have a couple of questions. One is, if you could highlight the market growth for cookers, cookware, then gas stoves in the quarter, and what is the trend that you are seeing from organized to unorganized to organized shift?
I will not be able to give you numbers for Q1 because those numbers are not yet out from the repair agencies. That is the first point. As far as the last year is concerned, we have seen at least 2-3 percentage points shift from unorganized to organized as we are seeing in the general trade. That is something that we are seeing as a trend. In terms of category growth, you are looking at a very, very disturbed set of five quarters, so I don't think we can take a position right now. But I think we are still looking at a positive and robust growth situation for brands as we speak.
For sure. The second question is, I mean, I am referring to the presentation that you have kind of outlined the new products, especially the Svachh burners that you've highlighted. Now, if you could highlight what is the level of premium that the company will be charging for these, and will this also aid to our profitability going forward?
So the Svachh range of gas stoves which we have launched, in our opinion, are an absolute positive disruption in the category. It will give enough reason for people to upgrade to this gas stove because it's a great new level of convenience that the customer can get. Regarding the premium on this, obviously, the product is at a premium over the lower level of products that we sell, but it's not an unjustifiable premium. So we have eight gas stoves. This is around at the same price. Our pricing strategy on our innovations has still been cost-plus because we have tried to target our market share gain through our innovations rather than just milking an innovation in terms of price.
Last question from my side. I mean, the observation has been that the Maharashtra factory still remains shut after 8-9 months of lockdown. If you could give us some outlook and guidance on that, that will be very helpful.
So we are in constant discussions. The matter has gone for mediation at the system level, commissioner level, and there are meetings that are happening regularly. Obviously, there is nothing has been fruitful yet, but I can tell you that we are making some headway, but it's very difficult to predict when we will come out of this.
But we are doing it. And let us say as compared to other plans, we're not suffering from any stability issues.
For sure. Yeah. Thank you so much for taking my questions.
Thank you. The next question is from the line of Achal Lohade from JM Financial. Please go ahead. We cannot hear you.
Ajay, nice to hear you.
There is a disturbance from your line. We cannot hear you.
Is it better now, ma'am?
Now it's better. Yes. Now it's better.
Yeah. Sorry for that, sir. So my first question is, in terms of the exports, we have seen a very strong growth in this quarter. So how are you looking at the export? Is there any new customer addition here or some increase in terms of the export value from the same set of customers? And with respect to our region, we've made about INR 5,000 crore revenue. In the last call, you had indicated that we are about 12-18 months behind the schedule. So now, will you maintain the same, or is there any shift in that?
Sure. So, I mean, we are consistent from what we said in the last call, except that we have had one more quarter of lockdowns, as you know. As regards to export, I think it's a bit of both. We've had new customer additions as well as increased offtakes from the existing customers. In fact, our exports would have been even better had we got all the containers that we required. You know there is a huge container shortage as we speak. The export pipeline is looking quite robust.
Would you be able to give any indication what kind of export mix that we have, let's say, for FY22 or FY23, sir? This is the pipeline or indications we have?
This is the pipeline we can tell you. The growth rates that we had specified last time in the call, those we are on track to achieve.
Right. This is largely for cookware, or is it for cookers as well, sir?
Both. Both. In fact, now we have also started exporting a bit of electric appliances also.
Great. Just one more question, if I may, sir. With respect to the contribution from the Judge brand, would you be able to give some sense as to what was the contribution, and how are you looking at this from, let's say, two- to three-year perspective as we see that we're going to step up on the branding from Judge as well?
So the Judge brand currently is very small compared to the overall business, and that is by design. However, there are a lot of things that we are doing for the Judge brand itself in terms of product strategy. We have a new website that has just come up. We have a new marketing strategy for it. The idea is to play in segments where we don't want Prestige to play, and that is the strategy. And that is well on course. We expect the Judge brand to be a tactical brand for us and not allowing it to cannibalize into the Prestige business.
No. I mean, no comment on what kind of mix would we look at, let's say, three-year perspective, three or five-year perspective? Would that be 15, 20% revenue, or not really?
I don't think we are looking at more than 10% at this stage, but it's premature to talk about.
I saw it too, sir.
As of now, it's very small.
Got it. I'll come back in a few seconds. Thank you so much for answering my question.
Thank you.
Thank you. The next question is from the line of Himanshu Nayyar from Yes Securities. Please go ahead.
Yeah. Good afternoon, sir, and thanks for asking my question. Firstly, sir, in terms of understanding the success of our product innovation, could you share some numbers as to how much will our contribution be from new launches the way you track it, maybe say, in the last products launched in the last one or three years?
Sir, let me give you a flavor for this. It's very difficult to put a percentage because we launched so many new products across categories. Our entire cooker range now has gone into Svachh. The last 20% also, now we are replacing with the Svachh. So actually, our pressure cooker range from next quarter onwards will be 100% in the new platform. I'm just giving you a flavor. In the cookware business, our Granite cookware, which is the only five-layer coating, contributes to over 50% of the total cookware business in the non-stick side. The other cookware, in fact, we have now stainless steel cookware. We have cast iron cookware. We have hard anodized cookware. Close to more than 50%-60% of that segment is coming from the new products.
Gas Stoves, we have just launched the Svachh platform, and we expect that things will move towards that pretty soon. Mixer Grinders, almost 70% of our sales is coming from models we've launched in the last two years, so on and so forth. I can go on and on and on.
Understood. Understood. Thank you. The second question would be on our distribution expansion. Do we have a specific plan in place? I mean, do we feel that we are weaker in certain geographies where we want to increase our dealer network or even in terms of our exclusive stores? I mean, could you highlight or give some more color on our distribution expansion from the dealer front and our own EBO network?
The last four quarters that we have been telling you consistently, we have been adding to our distribution. In fact, last year was one of our best years in terms of new outlet additions. We've added more than 7,000 outlets. That exercise is going on. Even though there are lockdowns, we are kind of mapping markets, mapping new territories, mapping potential territories, etc., etc. It's a continuous process. Instead of that, the times we live in, I think there are newer opportunities to reach product to consumer, which we are taking into account. So the rural channels, the MFI channel, there are the B2B online channels like Udaan. There are several, several, several new opportunities which we are using as we speak. There is a heightened focus on ensuring that our own exclusive branded outlets are also grown aggressively.
See, in spite of the lockdown, we have added to the network in the first quarter, as you are seeing. We will continue that effort as well. We have also started our own company-owned store strategy where the costs do not justify franchising. We have over six outlets now, and that is another process that is going on. So distribution expansion is a continuous process.
Understood. All good. Great, sir. That's it from me. Thank you and all the best.
Thank you.
Thank you. Participants who wish to ask a question, please press star and one now. The next question is from the line of Himanshu Nayyar from Yes Securities. Please go ahead.
Hi, sir. Just a couple of questions from my side. One, I just wanted to get your perspective on how e-commerce will change the business dynamics and competitive position to an extent. Are you concerned that the horizontal platforms on which these products are put up allow for easier market entry and create competition in the long run?
Well, that is true if we don't change anything else. And as a brand, as you know, we are highly innovation-focused. We come up with new products all the time. We have our own fulfillment centers. We are developing our own website to make sure that we participate in the e-commerce channels. So it is a balancing act, and I believe there is more of an opportunity rather than a problem, and that's what we are taking it as.
Great point. On the innovation point, I know that we are trending towards outsourcing more and more of our products. How does that impact our innovation cycles? Is it more difficult in terms of coordination versus some of our competitors who manufacture enough?
No, not at all. In fact, we have very dedicated vendors largely exclusive to us. We have a very strong product development department which actually gives our own proprietary designs, which we then get it made through them. So there's a very, very well-honed process that is there. And in fact, this has been an extremely efficient way of doing it.
All right. Thank you so much.
Thank you.
Thank you. Participants who asked a question, please press star and one now. The next question is from the line of Varshit Shah from Emkay Global Financial Services. Please go ahead.
Let me speak about our premiumization. How are the premium exclusives all doing with the long-term plan there?
I just said that we were trying to add to our range very aggressively, add to the number of outlets that we have very aggressively. I also said just now that we are moving into a company-owned store strategy in larger cities where it's difficult to franchise. So there's a very aggressive strategy on the exclusive business outlets.
Okay. And these stores will have a completely different range of inventory as compared to our other stores?
You are speaking about the Prestige Lifestyle Store, the new format store. That is a bit too early to say because, again, the lockdowns have hit us. So we will come back to you with a strategy on the Lifestyle Stores maybe a quarter later.
This one is experimental today, yes?
Yeah.
Okay. All right. Thank you.
Thank you.
Thank you. The next question is from the line of Achal Lohade from JM Financial. Please go ahead.
Yeah. Thank you for the opportunity, sir.
Yes.
Yeah. So my question was, with respect to the South, what you said, part of the South was kind of locked down. So how is it evolving now? And do you see the kind of pent-up demand we've had last year would be seen similar being kind of getting repeated, or this time around, it's somewhat different, according to you?
The initial indications are that it will get repeated because what we are seeing, for example, in Kerala, is that they were, for two weeks back, they were open three days a week in some markets. What we were hearing was that they had exactly double the crowd on the days they were open. It is the initial indications are that the demand is very good.
Understood. In terms of the margins, I know there is an element of seasonality as well. How do we look at the margins? Because if we see last third and fourth quarter, we have had 17%, 19% kind of a margin. From an annual number perspective, earlier, we were kind of hit 15 odd%. What kind of operating margin can we look at assuming no COVID base?
There are two assumptions you have to make or three assumptions you have to make to say anything in that direction. You have to then assume what the raw material prices are. We have to do the balancing act on how much we can pass on. So far, we have been able to pass on. So there's a lot of assumptions, but it's safe to say that we can maintain the same similar kind of margins or in a band of ±0.5% or 1% even this year.
Understood. With respect to the price increase, for the first quarter, on an average, what would be the price increase we have had from September 2020?
From September 20?
Yeah. I mean, initial round of I mean, since we started taking the price increase given the cost inflation.
Sure. Between 8% and 11%, depending on what category you're talking about.
I presume in appliances, it would be even a higher double digit compared to cookware.
Giving you the averages on cookware and kitchenware, we actually took it up only by 5% last year, and the balance was in appliances. So you are right about what you're saying.
Right. So if I look at the revenue numbers from a two-year perspective, I see that we've had a kind of a volume drop. I know it's hard to add volumes like that, but for each of the categories, would it be fair to see that we've had kind of a double-digit drop in volume given the impact of lockdown?
No. It varies from category to category. For example, in cookware, we've actually had a growth in spite of everything. In cookers, yes, you are right. There has a drop. Again, that is primarily because of the lockdown. It's not comparable. I would tend to look at this from the nine-month run rate that we had last year, and that was a good run rate and was our best-ever run rate. That kind of run rate looks like it's going to come up.
Okay. That's great, sir. Thank you so much for answering my question, sir. Thank you.
Thank you. The next question is from the line of Ravindra Jain i from SBI Mutual Funds. Please go ahead.
Thanks for the opportunity again. We're seeing strong growth in the cookware as a category. If you could give us some outlook on what exactly is changing from the customer side or. But this is more to do with the company's own internal newer products and certain products that we introduce which are more specific to the company.
So in cookware, Non-Stick Cookware has come back into fashion because people have understood the need for Non-Stick Cookware, so that's growing. We ourselves have launched several new subcategories, which is also adding to the growth. For example, our focus on stainless steel cookware. Our focus on cast iron cookware. We have launched newer products in hard anodized cookware. We've launched Tri-ply cookware. So there are a lot of new segments which we have brought into, which is also probably increasing the cookware business.
Understood. The second question is, give us the mix on the channel, the conventional channel. What was it in the quarter? Also, what are you seeing as a percentage of sales from our Prestige exclusive outlets?
I wouldn't want to give you the percentages of all the channels given the competitive sensitivity of the matter, but I can tell you one thing that once all channels start operating, we are looking at the e-com stabilizing at about 25%. We are looking at our own retail stabilizing between 15%-17%. That's what we are looking at.
Sure. Fair enough. And what would be the mix of South, non-South? As you mentioned that South, we did see disruption, and it's continuing further also.
It's 45-55, I think. But nowadays, it's very difficult to put a finger on this because there's a lot of e-com sales that happens, and that kind of causes bothers sometimes. Depending if there's an SP which is not available in the South, it will go somewhere else, and then it comes back. So there's lots of new dynamics that have come in. But safe to say it's about 45-55.
Sure. Just last question from my side. In the presentation, you have outlined a newer category of foods and a number of new products that you have launched. These would be through the conventional channel, or these will be more through the Prestige exclusive outlets?
Well, depending on the category. If there is a mass product, we will distribute it mass. If it is a niche product, then obviously, we will distribute it either through our own exclusive branded outlets or some high-end retailers or some large-format stores or maybe just e-commerce. It's all category-specific.
Sure. Yeah. Okay. Thank you.
Thank you. Participants who asked a question, please press star and one.
Categories.
As there are no questions from the participants, I would now like to hand the conference over to the management for closing comments.
Yeah. We expect to have a much better assignment last year. In this presentation and what you are told now, I've got some statements which are the intentions of the management. The success in reaching those goals depends on various factors, both internal and external. I request all you to take this environment class internally. Thank you.