- #GopalSnacks #IPO opens on March 6
- Issue size: Rs 650 crore
Sajeet Manghat in conversation with the management.
- Issue size: Rs 650 crore
Sajeet Manghat in conversation with the management.
Category
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TVTranscript
00:00 Hello and welcome to NDTV Profit.
00:09 You are watching IPO at the and the company which is coming to the primary market is Gopal
00:14 Snacks.
00:15 It is a well-known brand based out of Gujarat.
00:19 The IPO is opening on March 6th and ends on March 11th.
00:24 Price between 381 to 401 per share.
00:26 It is an OFS of 650 crores with the sellers primarily being the promoters who are selling
00:33 in the market.
00:34 And joining me is Mr. Raj Bipin Bhai Haldwani who is the CEO of the company and Mukesh Kumar
00:40 Shah who is the CFO of the company.
00:42 Gentlemen, thank you very much for joining us on NDTV Profit.
00:47 My first question to you is Raj, can you take us through the business and the profile and
00:54 how diversified it is for you?
00:59 Okay.
01:03 So this business started by my father, Mr. Bipin Bhai Haldwani from very small town called
01:10 Bhadra which is situated little bit away from the main city Rajkot.
01:17 And he used to sell gathiya from village with rupees one and the package of 40 grams.
01:28 And he knows how to build gathiya at the age of 13.
01:33 And he started selling gathiya from village only.
01:37 And once he completed his 12th and he asked his father to start distribution business
01:47 in village only.
01:49 So they started distribution among different village in 54 village.
01:56 And then he asked his father to move to Rajkot but his father is not willing to let his son
02:05 move away from village because he built all these distribution networks.
02:10 If he moves away then who will look after the business.
02:16 There were three brothers but all were engaged in different business in village.
02:24 So he asked very like he was too aggressive for moving to Rajkot.
02:33 So he then moved to Rajkot in 1990 and started a business of namkeen with investment of 4500
02:43 rupees.
02:44 So for he run that business for four years in Rajkot and then the both partners he and
02:53 his cousin got separated and started the brand called Gopal Namkeen which is situated in
03:01 1994.
03:03 And then from 1994 till 2023 we have started with making gathiyas, namkeens and everything
03:13 by our own.
03:15 And we have started with very few products and then slowly steadily we have added all
03:22 the products into the portfolio.
03:25 Our main product is gathiyas and namkeen segment.
03:29 And we have with along with passage of the time we have started building our strength
03:35 in our backward integration and we have added so many backward integration like besan unit,
03:43 masala unit, snack pellets unit, transportation.
03:47 We have more than 250 trucks in our transport fleet which help us to send our goods from
03:54 our plant to all the distributors.
03:56 So we were in Gujarat only few years back, like six years back we were only in Gujarat
04:05 and then before six years back we started moving outside of the Gujarat slowly to the
04:11 Maharashtra, MP, Rajasthan.
04:14 And till date we are in 11 states with three manufacturing facility.
04:21 The main manufacturing facility is in Rajkot, another is in Madhasa which is close to Ahmedabad.
04:29 In that manufacturing facility we have India's largest cold storage for potato and all the
04:34 potato based products we manufacture over there.
04:37 We have another unit in Nagpur situated on the Raipur highway, Nagpur-Raipur highway
04:44 which is 35, 34 acres land.
04:48 And we have all the ancillary unit situated in Rajkot city and few of them in Madhasa
04:55 which includes cold storage and raw snack pellets.
04:59 So this is our story from beginning to current situation.
05:04 Mukesh, can you take us through the financials?
05:08 You know you ended half year at 676 crores, your EBITDA margin were roughly around 14%.
05:17 In the snack segment which you are in, you know especially Ghatia and Namkeen which account
05:22 for 56% of your revenues, the margins going to be remaining at 14% or there is potential
05:29 to take the margins higher?
05:36 So what Rajbhai mentioned about our strength in backward integration, so we derive lot
05:42 of financial benefit from our backward integration capex.
05:47 13.5% to 14% is something we will be maintaining this EBITDA margin.
05:53 As you know if you see our product portfolio, we have a mix of 5 rupees, 10 rupees and larger
05:59 pack but larger part of our revenue comes from 5 rupees SKU and with the advantage of
06:05 backward integration and other facilities, we have a decent margin of 13.5% to 14% and
06:15 we would like to see that as a sustainable margin in coming years.
06:21 And is there a way or potential to increase that margin beyond 14% in the snack segment?
06:32 So definitely there is a way where we can increase the EBITDA margin more than 13.5%
06:38 but our plan is to in the future years, our plan is to do advertisement and branding because
06:46 our brand is moving from regional to a national level where we will have spending towards
06:53 branding expenses.
06:55 Hence whatever additional margin coming from our gross profit, we will try to maximize
07:00 in branding and advertisement expenses and we will keep our EBITDA margin at a range
07:06 of 13% to 14%.
07:08 Raj, currently a large portion of your revenues come from Gujarat, 76.5% comes from Gujarat.
07:18 How do you see this revenue share changing over a period of time?
07:23 You are in 10 to 11 states and union territories but as you expand into further, penetrate
07:31 further into these other markets, how do you see this share coming down?
07:40 So yes, as of now we are highly Gujarat centric brand but yes, within 5 years we see that
07:50 we will contribute 50% from Gujarat and 50% from non-Gujarat states.
08:00 So yes, we are planning for that ratio in upcoming years.
08:03 And is there a plan?
08:04 Just to add one thing, Raj said we are already present in other states which is close to
08:14 our Gujarat location and we have facility at Nagpur location which is centrally located
08:22 from where we distribute the material to nearby 5-6 states.
08:27 So the movement will be from Gujarat, there will be healthy mix of 50 to 50 in next 5
08:34 years.
08:35 When you say that you are fully backward integrated, are all the facilities backward integrated
08:42 including the Nagpur one?
08:47 So in Nagpur we don't have a backward integration facility.
08:51 This plant has come in 2018.
08:55 Backward integration facility is there in our Rajkot plant and in Modasa plant.
09:00 So in Rajkot we have ancillary unit like basin unit, spices units and we have 250+ vehicle
09:09 which help us in transportation of goods to various dealer end.
09:13 In Modasa we have largest 40,000 metric ton cold storage and the snack pallet unit which
09:22 is again the largest, we manufacture largest snack pallet in India.
09:27 So we are the leading manufacturer of snack pallet in India.
09:33 My question was that I have seen many of your peers having contract manufacturing to push
09:39 sales across multiple regions into the country and you have a fully integrated facility here.
09:45 Is there a way you as you want to expand further into various other states, you will look at
09:51 contract manufacturing to push sales?
09:59 I will add into that.
10:02 Our core strength is to manufacture goods in a lower cost compared to our competitors.
10:10 So we will not do any contract manufacturing in our core products.
10:15 Yes, for other products like maybe noodles or the other category products we are open
10:21 to do that in where their strength is manufactured and we can contribute into the sales.
10:30 What is the other product category that you can enter into because you are already into
10:34 Ghatia and Namkeen and then into Western snacks and I think you are also into some other allied
10:42 ones which account for nearly 10% of your revenues.
10:45 So is there a plan to diversify further into product categories beyond Ghatia and Namkeen?
10:57 We are into right now we are manufacturing noodles like the ready to cook noodles and
11:05 we are manufacturing those products outside of our premises from somewhere else.
11:11 So yes for such products we are doing right now.
11:16 And how do you and what are the other new product categories that you may enter into?
11:26 Right now we are not planning anything.
11:28 We will expand our existing portfolio to the different states in different territory where
11:35 we are not present yet.
11:37 So as of now we are not planning because we have huge portfolios of now and that portfolio
11:43 is also we are planning to make it a big in different state as well.
11:49 Mukesh can you give us a sense of the kind of debt which is there on your books and also
11:58 you know your return ratios.
12:00 They have seen slight decline over the last year.
12:04 So if you can give us an idea of how the return ratios are also there.
12:12 So sorry I could not hear your question if you can repeat.
12:16 The borrowings on the balance sheet I was talking about.
12:25 So as of now when we speak our balance sheet is very strong.
12:30 We do not have any debt in our books.
12:33 We have close to 50,000 of fixed deposit.
12:37 Our asset turnover ratio is best in the industry at 6.27 times.
12:42 Right we have already invested in future CapEx.
12:46 Our capacity utilization if you see in combination of all these three plant our capacity utilization
12:53 is only 35%.
12:55 Our revenue can grow almost two times without any major CapEx being invested.
13:02 Return on equity, return on capital etc. all are very strong and we are you can compare
13:09 it with other player as well.
13:13 So we have a healthy balance sheet and it will grow as we grow our revenue and EBITDA
13:21 in the coming years.
13:23 What about new categories because your competitors are getting into newer categories Biscuits
13:28 and others.
13:29 Are you also looking at those categories in that region?
13:37 So as Rajbhai mentioned we already have a strong product portfolio.
13:42 We have close to 84 products with more than 250 plus SKUs and our products are we have
13:51 so this product we would like to expand this product into other states other than Gujarat.
13:56 So we have presence in UP, Maharashtra, Rajasthan MP where we are getting traction of our product
14:04 and we will be expanding our product in those states first and then we will look for any
14:09 new product.
14:12 What is the current distribution point that you have across these 10 or 11 states?
14:21 So across 7 states if you see our revenue is close to 25% of our total revenue.
14:30 And distribution center?
14:31 So we will be 600 plus distributors.
14:35 So overall 617 distributors out of which 50% of the distributor comes from these states.
14:43 From the 7 states and you will like to consolidate your presence in these states.
14:48 9 states.
14:49 9 states and you want to consolidate your presence in these 9 states before you expand
14:54 further.
15:00 So we out of these 9 states we have identified couple of them as a focus state where we are
15:05 focusing in a very large way and there are other state also where we are engaging with
15:10 distributors, we are appointing distributors but the focus has been to few states where
15:19 we can transport our goods in economical manner from our Nagpur facility which is situated
15:25 at the center part of the India.
15:27 Raj, give us a sense of where do you see this business growing and how diversified it will
15:32 be because you are currently in Ghatia and Namkin which is 56% of your revenues and nearly
15:39 76% of revenues comes from Gujarat.
15:42 As you become a pan India or as you expand to other states, the product profile, how
15:49 do you see the product profile change for you?
15:58 What we look for example northern part of the India which includes UP, the MP and Rajasthan
16:09 and on the eastern side we have Jharkhand.
16:12 All those states are more into the Namkin sector.
16:17 So we will definitely focus on Namkin as we see spike of Namkin sales on those area.
16:26 Where in south India we see spike into the western snacks like corn products, chips and
16:31 all.
16:32 So we focus more on western products where it comes to the south part of the India like
16:38 Karnataka or Telangana and everywhere.
16:42 And in Rajasthan we have good market in snack pellets.
16:48 Although other state also contributes good part in the snack pellets as well like MP
16:53 and Maharashtra also.
16:55 So this is how we will grow.
16:57 We try and test our products in their segment.
17:01 We have our team situated at the heart of their individual cities and they do demo for
17:08 testing, sampling, they will try to push in the retail segment and based on the outcome
17:14 we get from those things we do it in the other part of the distributor as well.
17:24 Give me a final question to you Raj.
17:28 You are coming to IPO.
17:29 How are you looking at the marketing angle point of view because I understand that one
17:33 of your co-promoters who was with you has now parted ways and how is that segment, the
17:43 functioning is now being taken over and how are you managing that functioning?
17:52 See we since last one and half year we have appointed more than 200 team in our sales
17:59 portfolio which were missing before.
18:03 So we have appointed regional sales managers in Gujarat, we have appointed national sales
18:08 head few months back, we have appointed zonal sales head in east part of the area and we
18:15 have appointed so many RSM and ASM in the central and northern part of the India.
18:20 So we are building up our sales team and since our product is into market since 30 years
18:28 and having very good customer engaged, customer brand image in the market so we will do deeper
18:39 penetration and will support our distributors where and when required in terms of market
18:44 or in terms of info and everywhere.
18:46 Gentlemen it was a pleasure talking to you today.
18:49 Thank you very much for joining us on NDTV Profit.
18:51 Your IPO is opening on March 6th, closes on 11th.
18:54 It is an office of 650 crores, price between 381 to 401 per share.
18:59 Thank you for joining us on IPO.
19:01 Thank you.
19:01 Thank you.