Company Presentation December 2015 1 Untapped User Base Market - PowerPoint PPT Presentation

Company Presentation December 2015 1

Untapped User Base – Market Potential

India: One of the Largest Consumer Economies 3

India on the Go! India has the second largest internet user base in the world The 3G user base in India is projected to grow at a CAGR of 61.3% from 2013-17 As of June’15, internet users in India stood at over 350 million Source: IAMAI-KPMG Report 2015 4

Internet Infrastructure Data tariffs in India are declining… …and are already amongst the lowest in the world (2014) 5

Smart-phone market Price trends for phones in India New smart-phone launches in India 6

Business Overview

Company Overview India’s only Search Plus engine (Search & Transact) 71.5MM unique visitors in Q3FY16 (1) Multi platform search engine 58MM reviews and ratings (2) 16.1MM total business listings (2) 3,54,900 active paid campaigns (2) High rates of direct, mobile and repeat traffic Profitable business model Notes 1. Unique visitors are considered across various mediums – Voice, PC Internet, Mobile Internet – these may not necessarily be mutually exclusive. 2. As on 31 December, 2015 8

Justdial Everywhere: Connecting With Users Anytime, Anywhere Mobile Internet & Apps PC Internet Voice/SMS 8888888888 Operator assisted Hotline number Location-based search service User friendly features across India – Predictive auto-suggest Developed Android, iOS, Windows apps 24 hours a day, 7 days a week – Maps, directions, operating hours, logos, pictures, videos Multi-lingual support – Ratings and reviews Company/ category/product searches Search by company or category or product Popular category searches 9

User Community and Reviews Drive Engagement Reviews and Ratings Millions 70 58.3 60 55.3 53.1 51 48.4 50 45.1 41.3 40 37.1 33.7 30.3 30 20 10 0 Sept'13 Dec'13 Mar'14 June'14 Sept'14 Dec'14 Mar'15 June'15 Sept'15 Dec'15 Special focus on Friend’s Reviews & Ratings 10

Unique Visitors YOY Growth: 13% 80.00 75.2 75.9 71.5 66.7 70.00 63.2 60.00 36.3 37.7 36.6 30.9 50.00 27.3 40.00 11.3 10.9 10.0 10.7 30.00 10.6 20.00 27.6 27.3 25.8 25.2 24.3 10.00 0.00 Q3 FY15 Q4 FY15 Q1 FY16 Q2 FY16 Q3 FY16 Web Voice Mobile Voice, PC and Mobile – Unique Visitors Total Unique Visitors are considered across various mediums – Voice, PC Internet, Mobile Internet – these may not necessarily be mutually exclusive.

Attractive Value Proposition for Local SMEs Total Business Listings* Paid Campaigns* ‘000 Million 18 400 16.1 16 355 15 350 331 14 300 11.8 12 262 250 10 9.1 206 200 8 171 7.2 5.8 150 6 120 4 100 2 50 0 0 FY11 FY12 FY13 FY14 FY15 Q3FY16 FY11 FY12 FY13 FY14 FY15 Q3FY16 12

Charting New Heights - Important updates during the quarter • UI enhanced for Search Plus verticals (Travel/ Shop Online/ Grocery/ Pharmacy) • New payment options in the form of Wallets introduced (mobiKwik/ Pockets/ Payzapp/ Shmart) • New version of the Android App – Global • Comprehensive Profile section 13

Strategies for Growth Total: 44.8 Million SMEs (1) Broaden Enhance Further Develop New Geographic Grow SME User Strengthen Products & Reach Base Experience Brand Services Across India 1. Ministry of Small and Medium Enterprises Annual Report 2013 14

Engagement Driven Through Innovative Mobile Applications Justdial – Smart Phone Application With A Unique Social Interface Rate & Review Search & Tag Transact Friends 15

Search Plus – A natural extension of our core search business Leveraging The Three Cornerstones of Our Success to Do More Trusted Strong Brand Trusted Strong Brand Established Established Relationships Relationships with Local SMEs Large, Loyal Large, Loyal with Local SMEs Across India User Community User Community Across India Enabling Best Way to Discover Enabling “Offline to Online” Shift Information About Each Other Enabling Hyper Local Commerce and Transactions “Three Clicks to Find” “Three Clicks to Transact” 16

Search Plus Services • Water Purifier Servicing • Order Food • Mineral Water Order • Book A Table • Bus Ticketing • Book A Doctor’s Appointment • Schedule a Test Drive • Order Grocery • Book a Cab • Order Medicines/ Pharmacy • Hotels • Diagnostics • Movies • Shopfront / Shop Online • Books • Flight Tickets • Deals • Order Flowers • Events • Laundry Pick-up • Recharge & Bill Payments • Courier Pick-up • Loans • Car Servicing • Spa • AC Servicing • Insurance 17

Products and Services – Search Plus Shop Online Travel Order Grocery Options of Wallets for Payment 18

Products and Services – Search Plus Order Flowers Book Flight Tickets Insurance Loans 19

Search Plus: Win-Win for Users and SMEs • Enable O2O transformation • Choose vendor in local • App to better manage business neighborhood for product of choice • Shop front for customer • Convenience of ‘master app’, acquisition in local markets look no further • Enhance trust online • Personalized door-step (via JD guarantee) service experience • Leverage existing hyper local • Real-time price discovery delivery network • Increased engagement and stickiness of users • Increase in monetization streams from SMEs • Natural extension of core search business 20

The Search Plus Model New Revenue Streams Key Metrics to Track in Near Term Transaction fee User engagement Vendor app usage fee Vendor ad option and Shopfront rentals penetration Display ad revenue No. of listings in each segment Subscription fee from Vendors 21

Financial Overview

We have an Efficient and Profitable Business Model FY2010 FY2015 Paid Campaigns 61,500 3,31,200 Search Revenue INR 1,309 MM INR 5,898 MM Operating EBIDTA INR 304 MM INR 1,839 MM* Operating EBIDTA Margin 23% 31%* PAT INR 193 MM INR 1,389 MM PAT Margin 14% 22% * Note: Adjusted Operating EBIDTA is considered for FY15 which is excluding ESOP expenses and one time gratuity spend Quarter ended December 31, 2015 highlights: ► Total operating revenue: INR 1,713 MM ► Adjusted Operating EBITDA margin at 28% for quarter ending December 31, 2015* ► PAT margin at 15% for quarter ending December 31, 2015 * Note: Adjusted Operating EBIDTA is excluding ESOP expenses (INR 6.64crore) and one-time expenses (buyback & other expenses of INR 3.48 crore) during the quarter 23 Quarterly numbers are limited review, others are restated financials

Rapid Revenue Growth Key Business Model Attributes Operating Revenue INR Mn ► Paid Advertisers primarily across 11 large Indian cities (Contributes substantially to all of the company’s campaigns) 7000 ► Paid Advertisers pay fixed monthly or annual fees to run 5898 search-led advertising campaigns for their businesses on Justdial’s platform 6000 15 ► Various types of premium memberships: Platinum, Diamond, 4613 Gold and non-premium packages determine priority of 5000 placement in search results 21 3628 – 4000 Get direct leads to consumers (actual buyers) 51 YOY growth: 11 % – Paid in advance 2621 3000 5883 – 27 Automatic renewal 1839 1713 4592 2000 1544 ► Justdial also runs multiple city campaigns for pan-India 43 3577 customers 2594 1000 ► 3,212 tele-sales executives and 1,256 feet on street selling to 1796 1713 1544 SMEs and 1,533 Just Dial Ambassadors (JDAs) 0 FY11 FY12 FY13 FY14 FY15 Q3FY15 Q3FY16 Search Other Operating Revenue * Note: Q3FY15 revenue is after adjustment of revenue correction 24

Margin Expansion and Operating Leverage Key Expenses as a % of Operating Revenue Key Drivers Op. EBIDTA Margins 31% | 28% | 36%* ► More paid campaigns 90% ► Improved package pricings, increasing and 80% 5% 4% upgrading contracts 3% 3% 4% 4% 5% 5% 4% 70% 4% 4% 4% 4% ► Deepen and broaden SME coverage 4% 19% 18% 19% 60% 16% 18% 16% 13% ► New categories, new products and services 50% ► Increasing PC Internet and mobile internet 40% usage volume 30% 56% 52% 52% 51% 51% 50% 50% ► Increased brand awareness 20% 10% 0% FY11 FY12 FY13 FY14 FY15 Q3FY15 Q3FY16 * Note: For Q3FY16 Adjusted Operating EBIDTA margin excluding ESOP and one-time expenses is considered 25

Driving Profitability Growth Profit after Tax (PAT) INR Mn PAT MARGINS: 22% | 20% | 15% 1600 1389 1400 1206 1200 1000 800 685 600 506 400 321 288 269 200 0 FY11 FY12 FY13 FY14 FY15 Q3FY15 Q3FY16 26

Growing Cash Flows and Return on Capital Cash Flow from Operations Return on Net Worth (RoNW) INR Mn 2,000 60% 1,846 1,800 50% 50% 1,600 1,330 1,400 40% 36% 35% 1,200 1,023 957 1,000 30% 26% 25% 23% 800 20% 600 600 359 400 10% 200 0% 0 FY10 FY11 FY12 FY13 FY 14 FY15 FY10 FY11 FY12 FY 13 FY 14 FY 15 27

Key Strengths First Mover Advantage in the Indian Local Search Market Strong Brand Recognition Attractive Value Proposition For Local SMEs Experience and Expertise in Local Indian Markets Advanced and Scalable Technology Platform An Efficient and Profitable Business Model 28