Utkal Speciality Industries India Limited

1. Overview

Utkal Speciality Industries India Limited (USIIL) is a paper-based disposable products and packaging materials manufacturer headquartered at the IDCO Food Processing Park, Khurda, Odisha. Originally incorporated on September 1, 2015 as a private limited entity, the Company was converted into a public limited company on January 22, 2025, in preparation for its listing. The Company is promoted by Mr. Akash Agrawal, Mrs. Meena Agarwal and Mr. Manoj Kumar Agrawal.

USIIL operates a fully integrated, single-location manufacturing facility spanning approximately 84,000 sq. ft. of RCC built-up space. The operation handles every production stage in-house — material preparation, extrusion coating, lamination, printing (flexo), slitting, die punching, forming, quality control and packaging — minimizing third-party dependency. The product portfolio extends to over 200 SKUs covering coated rolls, coated sheets, paper cups, glasses, plates, bowls, napkins, tissues, aluminium foils, pizza/bakery/sweet boxes and food wraps.

The Company has built an India-wide footprint covering 15 states, with Odisha (49.5% of stub-period revenue) and West Bengal (17.0%) as the largest geographies. Export activity has been discontinued in favour of higher-realisation domestic sales.

2. Business Model and Revenue Streams

Revenue Architecture by Segment (₹ in Cr; FY25)

B2B-Dominant Revenue Mix

Paper Products — the principal segment — is split between B2B (96% in FY25) and B2C (4% in FY25). B2B customers are predominantly mid-sized converters and small manufacturers purchasing intermediate-stage outputs (coated rolls, coated sheets) for downstream conversion. Large corporate manufacturers buy in container-level lots (minimum ticket size ₹10 Lakhs+). B2C is fulfilled via search-engine-led inbound discovery, served from finished-goods inventory on cash-and-carry terms.

Trading Operations

• Polyethylene — opportunistic resale of imported polymer (sourced from multinational converters' agents), leveraged during periods of domestic shortage.
• Corrugated Boxes — facilitated alongside paper sales for paper cup/plate manufacturer customers seeking single-source procurement.

Contract Manufacturing

Limited, infrequent activity involving extrusion coating on customer-supplied paper for legacy clients. Revenue contribution has declined from 1.1% (FY23) to 0.3% (FY25).

Customer Stickiness and Concentration

USIIL reports no client concentration risk — revenue is spread across small/mid converters and end retailers. Customer loyalty has scaled materially: revenue from repeat customers grew from 44 clients (₹30.07 Cr, 67.3% of FY23 revenue) to 184 clients (₹38.04 Cr, 78.2% of FY25 revenue) and 203 clients (₹35.24 Cr, 88.6%) in the stub period — a strong indicator of platform stickiness.

Geographic Revenue Mix (FY25, top 5 states)

3. Products and Service Portfolio

Product-Wise Revenue Mix (₹ in Cr)

Position in the Manufacturing Value Chain

USIIL operates across the full multi-stage paper-product conversion cycle, allowing it to monetise output at multiple stages:

• Stages 1–2 (Coated Rolls, including Specialty Multi-Layered) — sold to medium-size converters who do downstream sheeting/forming themselves. FY25 share: 39.4%.
• Stages 3–4 (Coated Sheets — Blanks/Fans/Circles) — sold to small paper-cup/plate manufacturers as raw input. FY25 share: 32.8%.
• Stages 5+ (Finished products — Cups, Plates, Bowls, Napkins, Wraps, Boxes) — sold to retailers and end users. FY25 share: ~26.4% combined.

Product Pipeline Expansion (Track Record)

• FY23 launches: Coated Circles, Coated Bowls, Coated Plates, Napkins & Tissues, Foil Rolls
• FY24 launches: Sweet Boxes, Pizza Bakery Boxes, Specialty Multilayer Rolls, Foil Container Lids
• FY25 launches: Food/Dosa/Idli Serving Sheets, Wraps (Sheets and Rolls), Paper Bags/Pouches.

Installed Manufacturing Capacity Highlights

• The plant houses 48 categories of major plant & machinery, with key assets including:
• Extrusion Laminating Machines (2 units, FY22) — 2-layer and 3-layer extrusion coating capability
• Flexo Printing Machines (3 units) — RBYS-D950 and RBYS-D1200 for high-quality printing on coated rolls
• Paper Cup Machines (60+ units across FY22–FY23 capex) — high-volume cup production capacity
• Paper Napkin Machines (4 different sizes) — 20x20, 27x29, 30x30, 540mm formats
• Paper Plate & Bowl Machines — multiple models including a Double-Die High-Speed unit
• Recent (FY25) additions: Paper Bag Making Machine, Kitchen Foil Rewinding Machine, Wrap Sheet Making Machine
• All machinery is owned (no leased equipment), supporting cost predictability and asset-backed leverage.

Raw Material Sourcing — Cost Advantage

• 49–57% of raw material is sourced from South India (where major paper mills are located).
• Khurda sits on the Kolkata–Chennai highway corridor, yielding inbound freight of ~₹1.60/kg (₹1,600/tonne) — claimed by management to be materially below the freight cost competitors incur from Kolkata.
• Outbound freight from Odisha is also cheaper as the state is a net importer; many returning vehicles travel empty.

4. Key Business Strengths

• Diversified SKU portfolio of 200+ products — wide range across sizes, shapes, coatings and customization options, mitigating exposure to any single product or use case.
• Fully integrated end-to-end manufacturing — every stage (material prep, coating, printing, slitting, die punching, forming, QC, packaging) executed in-house across 84,000 sq. ft. of RCC-built capacity, supporting consistent quality and bulk-procurement-led cost control.
• Strategic location on the Kolkata–Chennai highway corridor — facilitates efficient inbound freight from South Indian paper mills and competitive outbound logistics on backhaul-availability dynamics.
• Highly diversified, non-concentrated customer base — revenue spread across 200+ active customers (small/mid converters, traders, retailers), with no client concentration risk and growing repeat-customer share (88.6% of stub-period revenue).

5. Future Growth Strategy

• Capacity expansion via Net Proceeds — ₹9.60 Cr of issue proceeds earmarked for purchase of machinery for the new manufacturing facility at Khurda, Odisha, expanding installed capacity and enabling participation in higher-value product categories.
• Working capital deepening — ₹5.31 Cr from issue proceeds will fund incremental working capital, supporting both raw-material stocking depth (critical given South-India sourcing lead times) and trade-receivables growth as the customer base expands.
• Balance sheet repair — ₹11.00 Cr of issue proceeds allocated to repayment of existing borrowings, expected to drive interest-cost savings and further improve ROE/PAT margin profile.
• Continued SKU expansion — track record of 3–5 new product launches per fiscal suggests continued portfolio broadening. Recent launches (Food/Dosa Sheets, Wraps, Paper Bags) align with rising consumption of paper-based alternatives in QSR, cloud-kitchen and retail channels.
• Domestic market deepening — exports have been wound down due to inland-port logistics disadvantage from Odisha; growth focus is firmly on expanding India-wide footprint beyond current 15 states, prioritizing higher-realisation domestic sales.
• B2B platform strengthening — continued investment in long-term relationships with mid-sized converters (203 repeat customers in the stub period, up from 44 in FY23) anchors revenue visibility and reduces marketing-led customer acquisition expense.
• Capture of regulatory tailwind — secular shift away from single-use plastics toward paper-based alternatives in food service, packaging and disposable tableware applications positions the product portfolio in a structurally growing addressable market.