# 1. Financial Performance ## A. Key Figures * **Consolidated Revenue:** ₹821 Cr Q1 FY'26 (+1% YoY) * **Core EBITDA:** ₹75 Cr India business (+47%) · ₹85 Cr group (+43%) * **Other Income:** ₹9 Cr Q1 (vs. ₹30 Cr YoY, ₹60 Cr QoQ) * **Net Debt:** ₹700–800 Cr (pre-monetization) → projected ₹300–400 Cr ## B. Revenue Growth * **Resilient Top-Line:** Low reported revenue growth masks **8–9% underlying volume-driven expansion** in foam categories after adjusting for raw material pass-through and IndAS --- # 2. Volume & Pricing Trends ## A. Key Figures * **Mattress Volume Growth:** **10%** YoY (Sleepwell +22%, Kurlon +6%) * **Quarterly Volume Growth:** **9%** YoY in India, with sequential improvement (July > June > April) * **Growth Trends:** **~60%** YoY and **3–4%** MoM volume growth observed * **Raw Material Prices:** **TDI** from ₹196/kg to lower levels · **Polyol** from ₹117/kg to ₹110/kg ## B. Mattress Volume Growth * **Strong Brand Momentum:** Robust double-digit volume growth led by Sleepwell, with Kurlon also contributing despite integration constraints. * **Geographic & Channel Expansion:** Growth fueled by strong traction in small towns and online channels, indicating successful rural and digital penetration. * **Accelerating Trajectory:** Sequential volume improvement (July > June > April) signals accelerating demand momentum in the core India business. * **Growth Mix Flexibility:** Volume growth may outpace ASV growth as strategy balances premiumization with market penetration across channels. ## C. Average Selling Value * **Pricing Pressure Despite Hikes:** Realizations declined YoY and QoQ despite **3–5% price increases** in Q4’25, suggesting mix or execution headwinds. * **ASP Management in Urban Outlets:** EBOs de-emphasize sub-₹10,000 products to prevent margin dilution and drive upselling toward higher-ASP categories. * **Strategic ASV Baseline:** Q1 sets the benchmark for ASV recovery, with premiumization in showrooms offset by lower-ASV exposure in value channels (Tarang, Aaram, e-commerce). ## D. Raw Material Impact * **Favorable Input Cost Trend:** Raw material prices declined into Q1, with **TDI and polyol** both down significantly, potentially supporting future margin expansion. * **Top-Line Pass-Through Effect:** Lower foam input costs led to direct price pass-through, partially constraining reported revenue growth. --- # 3. Channel & Distribution ## A. Key Figures * **E-commerce Revenue:** ₹200 Cr FY'25 (+66%) · **Target: +50%** in FY'26 * **Furlenco Subscriber Base:** **+60% growth** · **40,000+ new customers** · **29 cities** ## B. EBO & MBO Network * **Channel Engagement Intensified:** Proactive relationship management via 33 dealer meets and a national distributors' summit to align incentives and integrate feedback into strategy. * **Affordability-Driven Sales Model:** MBOs remain the dominant channel for sub-₹10,000 mattresses, reinforcing **customer retention** and competitive insulation. * **Channel Expansion Test:** Pilot underway to co-sell Furlenco furniture in company showrooms, evaluating cross-leveraging potential of existing retail infrastructure. ## C. Rural & Small Town Reach * **Dedicated Rural Network:** Independent distributor model established to target small-format outlets, enabling granular penetration without disrupting core Sleepwell/Kurlon channels. * **De-risked Rollout Strategy:** Rural distribution architecture intentionally separated from mainline networks to **prevent cannibalization**, with applicability to urban micro-retailers. ## D. E-commerce Performance * **High-Growth Digital Channel:** E-commerce achieved strong value growth, with ₹200 Cr revenue in FY'25 and a targeted **50% expansion** in FY'26 deemed sustainable but below full potential. --- # 4. Product & Segment Performance ## A. Key Figures * **India Business Revenue:** ₹644 Cr Q1 FY'26 (+5%) * **Tarang & Aaram Run Rate:** ₹80 Cr annual run rate (+~23% YoY) · targeting ₹100 Cr by FY'26 end * **Tarang & Aaram Q1 FY'26 Sales:** ₹17–18 Cr * **Tarang & Aaram Volume Growth:** ~60% YoY ## B. Sleepwell & Kurlon Brands * **Brand Integration Driving Growth:** Successful integration of Kurlon and Sleepwell fuels expansion, supported by channel strength and renewed focus across segments. * **Mass-Market Product Push:** New sub-₹10,000 mattress launches under both brands targeting a **₹12,500 Cr market segment**, with strong early adoption across e-commerce and retail. * **Geographic Expansion Momentum:** Kurlon deepening presence in North/West India while --- # 5. Capacity & Network Expansion ## A. Key Figures * **New Showrooms:** **1,000** planned FY '26 (gross) · **392 signed**, **234 operational** in Q1 * **Outlet Network:** **~6,000** exclusive brand outlets · **>20,000** total touchpoints * Manufacturing Facilities: Reduced from 21 to 12 · Now 12 plants post-integration * **Cost Savings:** **₹190 Cr** realized · **₹60 Cr** expected by FY '26 * EBITDA Margin: Improved to 11.1% post-integration from 6.7% (Kurlon FY '23) and 9.2% (Sheela Foam) * **Foam Cost Reduction:** **10–15%** at Jabalpur facility via variable pressure foaming ## B. Showroom & Channel Strategy * **Kurlon-Led Expansion:** Aggressive FY '26 rollout marks a strategic shift from prior Sleepwell-focused growth, targeting underpenetrated North and West India. * **Network Synergy Realized:** Kurlon’s expansion leverages Sleepwell’s EBO relationships, enabling cross-brand scaling through a streamlined, integrated channel network. * **Net Additions Lower Than Gross:** Planned 1,000 new showrooms include conversions of high-throughput MBOs, moderating net outlet growth. ## C. Manufacturing & Supply Chain Optimization * **Significant Cost Synergies:** Integration has driven ₹190 Cr in savings to date, with further leverage expected from consolidated operations and logistics redesign. * **Efficiency Gains Despite Inflation:** Network redesign, truck upsizing, and fill rate improvements have offset rising fuel, toll, and insurance costs. * **Technology-Driven Cost Edge:** Jabalpur facility’s variable pressure foaming delivers **10–15% lower foam production costs**, supporting margin resilience. * **CAPEX Discipline:** No greenfield investments expected before 2029–2030; focus remains on brownfield maintenance and operational flexibility. ## D. Geographic Rollout * **Middle East Expansion Underway:** Six EBOs and seven MBOs now live in Dubai, with a direct retail model enabling control and brand consistency. * **GCC Pilot Informs Scale-Up:** Encouraging early traction among Indian expats in Dubai—where spring mattresses dominate—validates demand for value-added offerings ahead of broader rollout. --- # 6. Client & Demand Risks ## A. E-commerce Scalability * **Growth Ceiling Identified:** Management sees e-commerce growth beyond **50–60%** as operationally unviable due to logistics, sizing issues, and fulfillment complexity, risking unstable scaling. ## B. Seasonal Demand Risk * **Warranty Claims Moderate:** Average annual warranty claim rate of **7–9% of sales** managed through structured full replacement (Year 1) and pro-rated policies thereafter. * **Peak Seasonality Pattern:** Q3 and Q4 are strongest due to festive demand in north, east, and parts of west India; Q2 is weakest. * **Regional Demand Stability:** South India exhibits more consistent year-round demand, with potential Q2 uplift from early festival timing. * **Logistics Cost Challenge:** Mattress returns involve high handling costs due to bulk, but are mitigated via an established claims management process. --- # 7. Guidance & Outlook ## A. Key Figures * **FY '26 Revenue Target:** **₹370 Cr** (on track) · **FY '27 Revenue Projection:** **₹500–550 Cr** * **Q1 FY '26 Run Rate:** **₹350 Cr** (Jun-based annualized) · **Annual Run Rate:** **₹300 Cr** * **Other Income:** **₹9 Cr** (current quarter) · **Normalized:** **₹17–20 Cr/quarter** * **PAT Guidance:** **₹150–200 Cr** expected in current year * **EBITDA Margin Target:** **15% within 3 years** ## B. Revenue Projections * **Aggressive Growth Trajectory:** Targeting **50% growth**, significantly outpacing the ~25% market average, enabling rapid share gains and large-scale e-commerce scaling in 2–3 years. * **Sustained Momentum:** Revenue growth accelerating month-on-month with **high-double-digit MoM expansion**, exiting at a **15% run rate**, supported by strong subscriber acquisition. * **Confident FY Targets:** FY '26 target of ₹370 Cr on track; management maintains high conviction in reaching **₹550 Cr by FY '27**. * **Capital & Strategic Flexibility:** Plans to raise **₹100–125 Cr in equity** to fund growth; **IPO or acquisition** possible by FY '27, but no immediate sale plans. ## C. Profitability Targets * **Profitable Growth Focus:** Prioritizing sustainable expansion over margin maximization, reinvesting in **channel development, product launches, and management strengthening** to reignite growth. * **Margin Expansion Pathway:** Targeting **15% EBITDA margin** within three years via **cost savings and operating leverage**, with **>50% of 15% top-line growth expected to flow to EBITDA** amid modest fixed-cost inflation. * **Earnings Trajectory:** Current-year **PAT guidance of ₹150–200 Cr** supports deleveraging; EPS expected to trend positively despite periodic dilution from interest and margin pressures.