1Copyright © 2012 Mahindra & Mahindra Ltd. All rights reserved.

Automotive SectorPravin Shah

2

Year of Prolonged Industry Slowdown

� Industry down 9.6% (excl. 2W)

� PU & 2W : only segments with growth

� MHCV : lowest since F09

� PV : lowest since F10

3

The Year that was – Auto Industry

-14.0%

-6.9% -8.5% -9.6%

-20%

-10%

0%

10%

20%

30%

40%

1974-75

1975-76

1976-77

1977-78

1978-79

1979-80

1980-81

1981-82

1982-83

1983-84

1984-85

1985-86

1986-87

1987-88

1988-89

1989-90

1990-91

1991-92

1992-93

1993-94

1994-95

1995-96

1996-97

1997-98

1998-99

1999-00

2000-01

2001-02

2002-03

2003-04

2004-05

2005-06

2006-07

2007-08

2008-09

2009-10

2010-11

2011-12

2012-13

2013-14

Indian Auto Industry (excluding 2W)

Worst since 1976

Source: SIAM

4

The Year that was – Auto IndustryAuto (total) and Personal Vehicle Industry

273315

364

554526

F10 F11 F12 F13 F14

Utility Vehicles Sales ‘000s

1,528

1,973 2,031 1,895 1,786

F10 F11 F12 F13 F14

Passenger Car Sales ‘000s

3996

3613

F13 F14

Auto Industry Sales (excld. 2W) ‘000s

Source: SIAM

5

The Year that was – Auto IndustryCommercial Vehicle Industry

76 82110

190 193

F10 F11 F12 F13 F14

LCV 2 to 3.5 T Sales ‘000s

137

191

251 247

167

F10 F11 F12 F13 F14

LCV < 2T Sales ‘000s

245

323349

268

200

F10 F11 F12 F13 F14

MHCVs Sales ‘000s

440

526 513538

480

F10 F11 F12 F13 F14

3W Sales ‘000s

Source: SIAM

6

26%

55%

51%

F12-Q1

F12-Q2

F12-Q3

F12-Q4

F13-Q1

F13-Q2

F13-Q3

F13-Q4

F14-Q1

F14-Q2

F14-Q3

F14-Q4

Increased MNC focus on UV Space

33%34%

56%58%

58%

39%

14%

21%

F11-Q1

F11-Q2

F11-Q3

F11-Q4

F12-Q1

F12-Q2

F12-Q3

F12-Q4

F13-Q1

F13-Q2

F13-Q3

F13-Q4

F14-Q1

F14-Q2

F14-Q3

F14-Q4

UV1: <4400mm, UV2: 4400 – 4700mm

Share of UV1 & UV 2

Change in Dynamics in UV segment

UV1% of Total UV

UV2 % of Total UV

UV % of PV

Share of MNCs in the UV segment

Source: SIAM

7

5.8%

7.5%

8.6%

9.2%

9.3%

18.5%

Company 4

Company 2

Company 3

Company 1

Industry

M&M

Commercial VehiclesCAGR F04-14

Among top 5 manufacturers

F04-F14: M&M vs Industry

3.6%

9.6%

10.7%

11.3%

13.9%

20.0%

Company 4

Company 3

Industry

Company 2

M&M

Company 1

Passenger VehiclesCAGR F04-14

Among top 5 manufacturers

Source: SIAM

M&M among the growth leaders over a decade

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F14 F14

Actual Actual

UV Total 525,942 -5.0% 219,421 -16.9% 41.7% 47.7%

Cars (Verito) 346,524 31.1% 9,734 -36.6% 2.8% 5.8%

MPV Total 190,844 -19.6% 25,189 -19.9% 13.2% 13.2%

LCV < 2T 166,974 -32.5% 29,223 -26.8% 17.5% 16.1%

2T > LCV < 3.5T 192,911 1.3% 123,175 19.7% 63.9% 54.0%

3W Total 479,634 -10.9% 62,614 -4.4% 13.1% 12.2%

AD (Dom.) Total 1,902,829 -6.3% 469,356 -9.6% 24.7% 25.5%

LCV > 3.5 T Total 72,226 -16.7% 5,876 -34.2% 8.1% 10.3%

MHCV (Goods) 88,123 -24.2% 2,285 -23.2% 2.6% 2.6%

AS (Dom.) Total 2,063,178 -7.7% 477,517 -10.1% 23.1% 23.8%

Non Participating Segments - 0.0% - 0.0% 0.0% 0.0%

MHCV Passenger 38,709 -17.5%

MCV Goods 73,795 -30.1%

Cars (Excl. Super Compact) 1,440,375 -10.5%

AS (Dom.) Total 3,616,057 -9.5% 477,517 -10.1% 13.2% 13.3%

Segment

Industry M&M M&M Mkt. Share

Growth Growth CY PY

F14 Domestic Market Performance

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Bolero – No.1 SUV 8 years in a row

5th highest selling Passenger

Vehicle in India

Crosses 100,000 mark 3 years

in a row

10

Undisputed King in Pickup segment

Bolero Pick-up and BMT sells

staggering 120,000+

Y-o-Y growth >25%

Market Share of 64%

11

The ‘Trimurti’ continues to Outperform

Sells 279000+ in FY 14. Y-o-Y growth at 5.6%

12

UV and Pick-Up Market PerformanceConsistent Gain in PU Share

47.8%

46.0%

39.9%

38.2%

43.2%

30%

32%

34%

36%

38%

40%

42%

44%

46%

48%

50%

Q4 F13 Q1 F14 Q2 F14 Q3 F14 Q4 F14

UV Mkt. Share

50.4%

58.0%58.8%

65.8%

72.2%

30%

35%

40%

45%

50%

55%

60%

65%

70%

75%

Q4 F13 Q1 F14 Q2 F14 Q3 F14 Q4 F14

Pik-Up Mkt. Share

41.7%

(F14)

63.9%

(F14)

13

13,025 13,229

10,957

12,242

14,521

4,000

6,000

8,000

10,000

12,000

14,000

16,000

Q4 F13 Q1 F14 Q2 F14 Q3 F14 Q4 F14

Scorpio Volume

10,380

5,774

6,429

7,879

9,925

4,000

6,000

8,000

10,000

12,000

14,000

16,000

Q4 F13 Q1 F14 Q2 F14 Q3 F14 Q4 F14

XUV Volume

Scorpio Gaining & XUV recoveryScorpio posts highest volumes since launch

14

Market F14

Nepal + Bangladesh 87.1%

Peru 77%

Tunisia 69%

F14 Exports Performance

18,19

0 12,83

0

H1 F13 H1 F14

H1 F14

Growth Markets

14,26

6

16,82

9

H2 F13 H2 F14

H2 F14

Recovery in H2

32,45

6 29,65

9

F13 F14

F14

18%29%

9%

15

F14 Performance – Trucks & Buses

Weak performance due to prolonged Industry slowdown

116,18

9

88,123

F13 F14

HCV Industry

2,977

2,285

F13 F14

HCV – M&M

80,816

67,834

F13 F14

LCV (Load+Pass) Industry

8,925

5,876

F13 F14

LCV (Load+Pass) – M&M

16

Product Launches

Verito Vibe Bolero Pick Up Refresh

Bolero Maxi Truck Plus Xylo H Series

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Among the leaders in Customer Satisfaction

JD Power CSI 2013

• Highest ever score. Rank 4

• Most improved brand over last 3 years • Highest ever score. Rank 3

JD Power SSI 2013

Source: JD Power

18

All round improvement in Product quality

140161

200

110117 117

163

62

Scorpio Xylo Bolero Verito

J.D. Power IQS Score - 2013

2012 2013

Improvement more than 20% across Product range Better

19

Strengthening Brand in India

‘Live Young, Live Free’ campaign 13 Mn+ FB fans, largest auto community on

Facebook in India

INRC SUV Champion of 2014 – winning 4 out of 5 roundsIndia’s first and only Off-Road Training Academy

at Igatpuri

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Building brand in International markets

� Top 6 Diesel Pickup Brands in Chile

� Improved SUV brand in South Africa

� Strong brand equity in SAARC markets

� 277,000+ Facebook fans

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Creating buzz at the 12th Delhi AutoExpo

AutoSHIFT technology in Quanto Hybrid XUV

Electric Sports Car - Halo

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1200+ Primary Showrooms, 1500+ Secondary Showrooms

1400+ Primary Workshops, 1000+ Secondary Workshops

Enhanced Reach

Covering

70%+

Districts

Leveraging Technology & Innovation across every touch points

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Strengthened position in the heartlands of India

� Rural contributing to 24% of total sales

� Shift of focus from District to Tehsils

� Focusing on special target groups like Grape & Onion farmers in

Nashik, fishermen in Kerala etc.

� Extensive tie-ups with Mahindra Finance, PSU Banks, RRBs & NBFCs

� Leveraging synergy with Farm Sector and 1100+ Mahindra Finance

outlets

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Super XUV 500 wins 12th edition of

Desert Storm

National Energy Conservation Award

AD’s Nasik Plant bagged the Elite “

Excellence Kaizen Award” by CII.

Mahindra e2o wins the Green Car of the Year Award at the Top Gear Malayalam Awards

Awards & Accolades

8 Abbys won for Mahindra Auto’s Digital

Work CII – ITC Sustainability Award

• Driven by Gaurav Gill, the Super XUV500 dominated the Indian National Rally Championship

(INRC) by being the fastest vehicle in 4 out of 5 INRC rallies.

• Mahindra e2o was conferred the S.M.A.R.T Award at the Overdrive CNBC TV18 Awards

recently

• XUV500 wins buzzy brand award at the Pitch Brands 50 awards 2013

• Mahindra Automotive Sector wins the Dun & Bradstreet Corporate Award

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F14 Financials Overview (AD+MVML)

26,489 24,434

F13 F14

Revenue (crs)

3,118

2,770

F13 F14

Result (crs)

(11.2)%

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F14 Financials Overview – AD+MVML+MTB

26,489 24,633

F13 F14

Segment Revenue (crs)

3,118

2,346

F13 F14

Segment Result (crs)

(11.2)%

F13 figures are AD+MVML

F14 figures are AD+MVML+MTB

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Enabling Millions to Rise

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Copyright © 2012 Mahindra & Mahindra Ltd. All rights reserved.

Thank You

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