ITC. Institutional Equities. 4QFY18 Result Update. Tracking Expectations ACCUMULATE. Sector: FMCG CMP: Rs286 Target Price: Rs290 Upside: 1%

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1 4QFY18 Result Update Institutional Equities ITC 17 May 2018 Reuters: ITC.NS; Bloomberg: ITC IN Tracking Expectations ITC s growth in 4QFY18 was modest and in line with expectations. On the revenue side, core (cigarette) revenues were in line with continued weakness in underlying volume. On the noncore side, agri and other businesses were subdued, resulting in revenue growth not measuring expectations. Operating profit of cigarette business grew 7.6%, as per our estimate. We believe that volume pressure in cigarette business still remains on account of higher pricing because of regulatory and tax-related challenges and a change in consumer behaviour. Government of India may again revisit the tax rates on cigarettes in the coming months and any further higher incidence of tax will dampen the growth rate of the segment. We are also of the view that there is limited headroom for pricing in the cigarette business for ITC following aggressive pricing done in the past. Profitability of non-cigarette businesses, namely hotels and FMCG, has improved during the quarter. However, sustainability of this kind of performance from these divisions is key and one has to be watchful in the coming quarters before calling it a trend. Therefore, considering the uncertainty in the earnings, we have retained Accumulate rating on ITC with a target price of Rs290. Our target price is based on sum-of-parts or SOTP valuation. Weakness in cigarette volume continues: On reported basis, overall revenues declined 4.8% YoY for the quarter. Cigarette business revenues were exactly in line wherein the volume decline could be in the range of 1%-2% as per our estimate. Revenues from non-cigarette divisions were below our expectations. FMCG business reported 10% comparable sales growth, but we believe that performance of this division has been volatile in the past and hence sustenance of this kind of performance is the key. Decline in agri business reflects shortage and adverse quality of Andhra leaf tobacco crop and also limited trading opportunities in agri commodities. Hotel business grew on the back on better average revenue per room (ARR) and tourist arrivals. Headwinds for core margins remain: Overall improvement in the margin profile (430bps operating margin expansion on reported basis) for the quarter was led by non-cigarette business divisions wherein FMCG, hotels and paper boards, paper & packaging reported margin expansion. Agri business profitability was impacted because of lower scale, rise in leaf prices and lower export incentives. However, it is to be noted that performance of these divisions has always been volatile. In comparable terms, margins from cigarette business, which is the largest division of the company, continues to remain under pressure and we believe that on a fairly high margin base and uncertainty on top-line outlook, ITC s blended margin upside is somewhat capped. Outlook and valuation: Overall, we believe that uncertainty over the cigarette business and volatile performance of other divisions will continue to exert pressure on earnings. Hence, we have retained Accumulate rating on ITC with a target price of Rs290. Our target price is based on SOTP valuation. ACCUMULATE Sector: FMCG CMP: Rs286 Target Price: Rs290 Upside: 1% Vijay Chugh Research Analyst vijay.chugh@nirmalbang.com Abhishek Navalgund Research Associate abhishek.navalgund@nirmalbang.com Key Data Current Shares O/S (mn) 12,202.7 Mkt Cap (Rsbn/US$bn) 3,493/ Wk H / L (Rs) 368/250 Daily Vol. (3M NSE Avg.) 10,267,990 Price Performance (%) 1 M 6 M 1 Yr ITC Nifty Index Source: Bloomberg Y/E March (Rsmn) 4QFY17 3QFY18 4QFY18 YoY (%) QoQ (%) FY17 FY18 YoY (%) Net sales 1,11,255 97,720 1,05,867 (4.8) 8.3 4,00,887 4,06, COGS 46,828 35,810 40,012 (14.6) ,59,763 1,57,746 (1.3) % of sales (430bps) 110bps (100bps) Gross margin % bps (110bps) bps Employee costs 5,714 5,950 6, ,443 24, % of sales bps (30bps) Other expenses 19,960 16,915 18,303 (8.3) ,900 68,091 (4.0) % of sales (70bps) (90bps) EBITDA 38,754 39,045 41, ,45,780 1,55, EBITDA margin % bps (80bps) bps Depreciation 2,418 2,908 3, ,380 11, EBIT 36,336 36,138 38, ,35,400 1,44, EBIT margin % bps (70bps) bps Interest expense (115) (302.8) (3.2) Other income 4,021 6,269 5, (17.6) 19,859 21, Exceptional items - 4, (100.0) - 4,129 - PBT 40,471 46,296 43, (6.4) 1,55,030 1,68, Tax 13,777 15,394 14, (9.0) 53,021 56, Effective tax rate % (170bps) (90bps) (80bps) PAT 26,695 30,902 29, ,02,009 1,12, Adj. PAT 26,695 25,398 29, ,02,009 1,06, PAT margin % bps 200bps (70bps) EPS

2 Exhibit 1: Financial summary Y/E March (Rsmn) FY16 FY17 FY18 FY19E FY20E Net sales 365, , , , ,135 YoY growth (%) EBITDA 137, , , , ,910 EBITDA margin (%) Reported PAT 93, , , , ,270 Adjusted PAT 93, , , , ,270 EPS YoY change (%) (3.4) RoCE (%) RoE (%) P/E (x) P/B (x) EV/EBITDA (x) Exhibit 2: Our estimates versus actual performance Y/E (Rsmn) 4QFY17 3QFY18 4QFY18 YoY (%) QoQ (%) NBIE estimate Variation (%) Net sales 1,11,255 97,720 1,05,867 (4.8) 8.3 1,12,143 (5.6) EBITDA 38,754 39,045 41, , EBITDA (%) bps (80bps) bps PAT 26,695 30,902 29, (5.1) 28, Exhibit 3: Change in our estimates Y/E March Old estimates New estimates Change (%) (Rsmn) FY19E FY20E FY19E FY20E FY19E FY20E Net sales 445, , , ,135 (1.0) (1.0) EBITDA 173, , , ,910 (1.0) (1.0) EBITDA margin (%) Net income 121, , , ,270 (2.5) (3.0) 2 ITC

3 Exhibit 4: Category-wise performance Particulars 1QFY17 2QFY17 3QFY17 4QFY17 FY17 1QFY18 2QFY18 3QFY18 4QFY18 FY18 Revenues from operations (Rsmn) Gross Gross Gross Gross Gross Gross Net Net Net Agri business 27,941 18,801 16,719 19,185 82,646 27,605 19,680 15,309 18,083 80,677 Cigarette 82,306 85,285 82,880 89,549 3,40,020 87,742 45,542 46,292 49,365 2,28,940 FMCG(others) 23,852 26,717 25,693 28,858 1,05,118 26,009 28,041 28,718 30,518 1,13,286 Hotel 2,874 2,973 3,705 3,865 13,417 3,049 3,002 4,044 4,080 14,175 Paper board, paper & packaging 13,229 13,314 13,358 13,727 53,629 13,598 13,094 12,796 13,008 52,496 Total 1,50,201 1,47,089 1,42,355 1,55,184 5,94,830 1,58,003 1,09,359 1,07,159 1,15,054 4,89,574 Less Inter-segment revenues 18,634 12,176 7,646 6,357 44,813 20,781 12,597 8,631 7,996 50,005 Sales 1,31,567 1,34,914 1,34,709 1,48,828 5,50,017 1,37,222 96,762 98,527 1,07,058 4,39,569 Sales proportion (%) Agri business Cigarette FMCG(others) Hotel Paper board, paper & packaging Total Less Inter-segment revenues Net sales Growth YoY (segment-wise) (%) Agri business (1.2) 4.7 (8.4) (5.7) (2.4) Cigarette (46.6) (44.1) (44.9) (32.7) FMCG(others) Hotel (0.2) Paper board, paper & packaging (1.7) (4.2) (5.2)% (2.1)% EBIT (Rsmn) Agri business 2,373 2,970 2,366 1,349 9,058 2,351 2,562 2,333 1,240 8,486 Cigarette 30,046 32,169 30,337 32,588 1,25,139 32,741 32,917 32,693 35,058 1,33,408 FMCG(others) (45) (33) (197) ,641 Hotel , ,398 Paper board, paper & packaging 2,477 2,320 2,460 2,402 9,658 2,573 2,742 2,683 2,424 10,422 EBIT 34,863 37,432 35,388 37,563 1,45,246 37,773 38,468 38,726 40,388 1,55,355 Less: Interest (115) Net other unallocable expenses (1,992) (938) (4,290) (2,793) (10,013) (1,777) (1,265) (7,810) (3,177) (14,028) Total profit before tax 36,754 38,262 39,542 40,471 1,55,030 39,446 39,443 46,296 43,333 1,68,517 EBIT growth (%) Agri business (22.7) (3.0) (0.9) (13.7) (1.4) (8.1) (6.3) Cigarette FMCG(others) N.R. N.R. N.R. (21.6) (60.1) N.R. N.R. N.R Hotel N.R. N.R Paper board, paper & packaging (2.7) EBIT margin (%) Agri business Cigarette FMCG(others) (0.2) (0.1) (0.8) Hotel Paper board, paper & packaging Capital employed (Rsmn) Agri business 23,575 17,281 17,493 21,957 21,957 27,248 17,314 19,590 25,072 25,072 Cigarette 51,465 49,581 47,937 55,467 55,467 44,294 39,733 31,446 33,321 33,321 FMCG(others) 54,672 54,925 51,817 57,067 57,067 65,082 59,952 55,571 57,167 57,167 Hotel 45,066 45,473 45,867 46,622 46,622 48,008 48,770 48,897 49,991 49,991 Paper board, paper & packaging 55,985 56,593 57,079 56,989 56,989 57,841 60,252 60,291 59,527 59,527 Unallocated 2,12,517 1,68,429 1,99,455 2,15,308 2,15,308 2,39,740 2,19,726 2,63,765 2,88,923 2,88,923 Total 4,43,279 3,92,282 4,19,647 4,53,410 4,53,410 4,82,213 4,45,746 4,79,560 5,14,000 5,14,000 Note: The above numbers are reported numbers. Following the change in accounting treatment, these numbers are not comparable as the base quarter numbers have not been restated; 3 ITC

4 1QFY12 2QFY12 3QFY12 4QFY12 1QFY13 2QFY13 3QFY13 4QFY13 1QFY14 2QFY14 3QFY14 4QFY14 1QFY15 2QFY15 3QFY15 4QFY15 Institutional Equities 1QFY16 2QFY16 3QFY16 4QFY16 1QFY17 2QFY17 3QFY17 4QFY17 1QFY18 2QFY18 3QFY18 4QFY18 Exhibit 5: Pressure in cigarette volumes continue (%) (5) (10) (2) (4) (2) (2) (3) (4) (5) (6) (4) (2) (15) (20) (13) (14) (15) (17) Source: Nirmal Bang Institutional Equities Research Estimates Exhibit 6: Top-line performance (Rsmn) (%) 1,20, ,00, , (1.0) 60, ,000 (4.8) (5) 20,000 - (10) 1QFY17 2QFY17 3QFY17 4QFY17 1QFY18 2QFY18 3QFY18 4QFY18 Net Sales Growth YoY % Exhibit 8: Net income trend (Rsmn) (%) , , , , , ,000 1 (1) 5,000 (4.0) (3) - (5) 1QFY17 2QFY17 3QFY17 4QFY17 1QFY18 2QFY18 3QFY18 4QFY18 Adj PAT Growth YoY % Exhibit 7: Operating profit growth (Rsmn) (%) 42, , , , , , , , , , , QFY17 2QFY17 3QFY17 4QFY17 1QFY18 2QFY18 3QFY18 4QFY18 EBITDA Growth YoY % Exhibit 9: Margin trend (%) (%) QFY17 2QFY17 3QFY17 4QFY17 1QFY18 2QFY18 3QFY18 4QFY18 EBITDA margin % Adj Net profit margin % 4 ITC

5 May-13 Jul-13 Sep-13 Nov-13 Jan-14 Mar-14 May-14 Jul-14 Sep-14 Nov-14 Jan-15 Mar-15 May-15 Jul-15 Sep-15 Nov-15 Jan-16 Mar-16 May-16 Jul-16 Sep-16 Nov-16 Jan-17 Mar-17 May-17 Jul-17 Sep-17 Nov-17 Jan-18 Mar-18 May-18 Institutional Equities Exhibit 10: One-year forward P/E (x) Forward PE 5 yr Median SD +1 SD -1 Exhibit 11: SOTP valuation table Business Segment Methodology Multiple (x) Value (Rsmn) Per share (Rs) Agri business EV/EBITDA 10 80,583 7 FMCG - Cigarette EV/EBITDA 15 2,334, FMCG - Others EV/Sales 5 675, Hotels EV/EBITDA 12 46,203 4 Paperboard, paper and packaging EV/EBITDA , ,307, Net cash ,005 5 Investment at books , Target price ITC

6 Financials (standalone) Exhibit 12: Income statement Y/E March (Rsmn) FY16 FY17 FY18 FY19E FY20E Net sales 365, , , , ,135 % Growth COGS 134, , , , ,134 Staff costs 23,316 24,443 24,875 25,872 28,189 Other expenses 70,865 70,900 68,091 73,503 78,902 Total expenses 228, , , , ,225 EBITDA 137, , , , ,910 % growth EBITDA margin (%) Other income 17,693 19,859 21,144 18,747 19,291 Interest costs Depreciation 10,242 10,380 11,454 12,336 13,311 Profit before tax (before exceptional items) 144, , , , ,269 Exceptional items - - 4, Tax 50,976 53,021 56,285 58,744 63,999 PAT 93, , , , ,270 Adj PAT 93, , , , ,270 Adj. PAT margin (%) % Growth (3.1) Exhibit 14: Balance sheet Y/E March (Rsmn) FY16 FY17 FY18 FY19E FY20E Share capital 8,047 12,147 12,204 12,204 12,204 Reserves 408, , , , ,070 Minority Interest Net worth 416, , , , ,274 Total debt Deferred tax liability 18,674 18,717 19,179 19,000 19,000 Total liabilities 436, , , , ,159 Gross block 145, , , , ,288 Depreciation 9,688 19,634 31,088 43,424 56,735 Net block 135, , , , ,553 Intangible assets 4,498 4,566 4,547 4,650 4,700 Capital work-in-progress 23,884 34,913 50,169 55,169 60,169 Investments 133, , , , ,756 Inventories 85,198 78,640 72,372 85,778 84,813 Debtors 16,864 22,075 23,570 24,724 22,434 Cash & bank 56,392 27,473 25,949 27,275 56,205 Loans & advances 14,504 11,140 29,008 30,848 33,469 Other current assets 5,062 6,106 12,584 6,610 7,172 Total current assets 232, , , , ,721 Creditors 22,280 25,512 33,823 31,298 38,946 Other current liabilities & provisions 41,227 42,788 54,743 48,916 53,073 Total current liabilities 63,543 68,301 88,566 80,214 92,019 Net current assets 168, , , , ,702 Total assets 436, , , , ,159 Exhibit 13: Cash flow Y/E March (Rsmn) FY16 FY17 FY18 FY19E FY20E PAT 93, , , , ,270 Depreciation 10,242 10,380 11,454 12,336 13,311 Other income (17,693) (19,859) (21,144) (18,747) (19,291) (Inc.)/dec. in working capital (153) (876) 17,122 (18,639) 13,375 Cash flow from operations 85,527 91, ,160 93, ,665 Capital expenditure (-) (14,211) (30,183) (33,216) (20,000) (20,000) Net cash after capex 71,316 61,472 80,945 73, ,665 Issue of share capital (incl premium) 17,524 11, Dividends paid (-) (68,401) (57,700) (62,852) (67,124) (73,226) DDT paid (-) (13,335) (11,746) (8,171) (8,726) (9,519) Inc./(dec.) in investments (25,857) (32,749) (26,975) 5,936 (1,681) Cash from financial activities (91,863) (120,574) (144,086) (91,820) (107,885) Others 14,585 (7,183) 24,926 (103) (50) Opening cash balance 62,728 56,392 27,473 25,949 27,275 Closing cash balance 56,392 27,473 25,949 27,275 56,205 Change in cash balance (6,336) (28,919) (1,524) 1,326 28,931 Exhibit 15: Key ratios Y/E March FY16 FY17 FY18 FY19E FY20E Per share (Rs) EPS Book value DPS Valuation (x) P/Sales EV/sales EV/EBITDA P/E P/BV Return ratios (%) RoCE RoE Profitability ratios (%) Gross margin EBITDA margin EBIT margin PAT margin Liquidity ratios (%) Current ratio Quick ratio Solvency ratio (%) Debt-to-equity Turnover ratios Total asset turnover ratio (x) Fixed asset turnover ratio (x) Inventory days Debtor days Creditor days ITC

7 Apr-17 May-17 Jun-17 Jul-17 Aug-17 Sep-17 Oct-17 Nov-17 Dec-17 Jan-18 Feb-18 Mar-18 Apr-18 May-18 Institutional Equities Rating track Date Rating Market price (Rs) Target price (Rs) 13 March 2018 Accumulate May 2018 Accumulate Rating chart Not Covered Covered 7 ITC

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Team Details: Name Id Direct Line Rahul Arora CEO rahul.arora@nirmalbang.com - Girish Pai Head of Research girish.pai@nirmalbang.com / 18 Dealing Ravi Jagtiani Dealing Desk ravi.jagtiani@nirmalbang.com , Pradeep Kasat Dealing Desk pradeep.kasat@nirmalbang.com /8101, Michael Pillai Dealing Desk michael.pillai@nirmalbang.com /8103, Nirmal Bang Equities Pvt. Ltd. Correspondence Address B-2, 301/302, Marathon Innova, Nr. Peninsula Corporate Park, Lower Parel (W), Mumbai Board No. : /1; Fax. : ITC