Investor Presentation December 2017
Disclaimer This presentation may contain statements which reflect the management’s current views and estimates and could be construed as forward looking statements. The future involves certain risks and uncertainties that could cause actual results to differ materially from the current views being expressed. Potential risks and uncertainties include such factors as general economic conditions, foreign exchange fluctuations, competitive product and pricing pressures and regulatory developments.
Contents 1 Q2FY18 Results 2 Company Overview 3 Financials 4 Growth Strategy 5 Management Team
Q2 FY18 Financials Matchmaking + Marriage Services In ₹ million 1,000 35% 839 837 30% 754 800 736 725 714 24.6% 23.5% 25% 22.4% 20.9% 600 20% 20.1% 17.1% 15% 400 10% 206 197 162 158 148 200 122 5% 0 0% Q1 FY2017 Q2 FY2017 Q3 FY2017 Q4 FY2017 Q1 FY2018 Q2 FY2018 Revenue EBITDA EBITDA Margin (%) Matchmaking Services Marriage Services & Related Sale of Products 1,000 49 46 50 37 40% 790 790 33.8% 30 33.1% 28 26 800 717 706 30 700 685 30.9% 30.1% 30% 600 10 28.3% 26.7% 20% 400 (10) 267 261 216 215 200 183 (30) 10% 200 (23) (30) (31) (36) (37) (38) (50) 0 0% Q1 FY2017 Q2 FY2017 Q3 FY2017 Q4 FY2017 Q1 FY2018 Q2 FY2018 Q1 FY2017 Q2 FY2017 Q3 FY2017 Q4 FY2017 Q1 FY2018 Q2 FY2018 Revenue EBITDA EBITDA Margin % Revenue EBITDA 4 Note : Q3 and Q4 of FY17 financials as per IGAAP
H1 FY18 Financials Matchmaking + Marriage Services In ₹ million 1,675 35% 1,450 30% 1,500 25% 24.1% 1,000 20% 18.6% 15% 404 500 10% 270 5% 0 0% H1FY17 H1FY18 Revenue EBITDA EBITDA Margin (%) Matchmaking Services Marriage Services & Related Sale of Products 1,580 150 40% 1,391 1,500 95 100 33.5% 58 30% 50 1,000 27.5% 20% 529 0 383 500 10% (50) (60) 0 0% (100) (74) H1FY17 H1FY18 H1FY17 H1FY18 Revenue EBITDA EBITDA Margin % Revenue EBITDA 5
Q2 FY18 Key Metrics Ever Registrations (in mn) Active Profiles (in mn) Free Registrations (in mn) 30 1.0 28.51 0.91 0.90 3.19 0.87 27.65 28 3.2 3.08 0.82 3.03 26.75 2.89 25.84 0.8 0.75 0.74 26 25.02 2.75 2.8 2.66 24.27 24 0.6 2.4 22 20 2.0 0.4 Q1 Q2 Q3 Q4 Q1 Q2 Q1 Q2 Q3 Q4 Q1 Q2 Q1 Q2 Q3 Q4 Q1 Q2 FY2017 FY2017 FY2017 FY2017 FY2018 FY2018 FY2017 FY2017 FY2017 FY2017 FY2018 FY2018 FY2017 FY2017 FY2017 FY2017 FY2018 FY2018 Paid Subscription (000's) ATV (in Rs) 200 190 186 4400 177 177 4,339 170 169 175 4,245 4,242 4200 150 4,057 4,002 3,946 4000 125 100 3800 Q1 Q2 Q3 Q4 Q1 Q2 Q1 Q2 Q3 Q4 Q1 Q2 FY2017 FY2017 FY2017 FY2017 FY2018 FY2018 FY2017 FY2017 FY2017 FY2017 FY2018 FY2018 6
Company Overview
Matrimony.com at a glance We deliver matchmaking services to our users in India and #1 the Indian diaspora through our websites, mobile sites and Leader for Matchmaking mobile apps complemented by our on-the-ground network in India. Services 1 300+ 15 140 Community Matrimony Regional Matrimony Retail Outlets sites sites 3.19mn 28.51mn 459mn Active Profiles 2 Total registrations since Total Page Views. January 2006 2 More than 9x views of other sites 1 702,000 INR 2,929mn 20.2% Paid subscriptions in FY17 Revenues FY17 EBITDA margin FY2017 3 (14.7% YoY growth) (against 2.8% in FY16) 1 In terms of average number of website pages viewed by unique visitors in June 2017 as per the Traffic Share Distribution data from April 2014 to June 2017 compiled by Comscore, Inc. 2 As on Sept 30, 2017; 3 According to Key Business Metrics Report dated August 8, 2017 prepared by R.G.N. Price & Co 8
A Unique Proposition 1 2 Large Online Matrimony Market Leading Provider of Online Opportunity Matchmaking Services in India 3 4 5 Micro-Market Strategy with Strong Consumer Brand Robust Technology and Targeted and Customized or Analytics Personalized Services 6 7 Key Business Metrics Drive Revenue Continued Expansion into Marriage Growth and Operating Leverage Services Segment 9
A Differentiated Growth Story Unmarried Population in 2016 An Early Mover to Online Active Profiles on 3% 107 Million 1 Matchmaking services….. Matrimony.com 3.19 Million 2 6% Active users of online Large Database matrimony in 2016 – 6 Million Attracts 100% More 28.51 Million Total Users 59% registrations since 2006 2 More Matches/ Responses Active Seekers in 2016 - 63 Million …. Coupled with a Network effect resulting in a large database of profiles… …. Resulting in Market Leadership Unique visitors (‘000s) Time Spent (minutes in millions) Total pages viewed (millions) for June 2017 3 for June 2017 for June 2017 149 459 991 420 348 33 26 46 48 Matrimony Site1 Site2 Matrimony Site1 Site2 Matrimony Site1 Site2 1 Based on “Market study of Online Matrimony & Marriage Services in India” report by KPMG dated May 4, 2017; 2 As on Sept 30, 2017 10 3 Source: Traffic distribution data from April 2014 to June 2017 for Matrimony.com, and others complied by ComScore.Inc
With a Highly Customised “Micro - Market” Strategy…. Matchmaking Services: 15 Regional Language Portals and Over 300 Community Matrimonial Sites A range of targeted and customized products and services….. • Classic, Classic Advantage and Classic Premium • Till-U-Marry BharatMatrimony • Assisted Service • Gold, Diamond and Platinum CommunityMatrimony • Till-U-Marry • Assisted Service • Gold, Blue, Platinum EliteMatrimony • Till-U-Marry .…Catering to Customer Needs through a Layered Product Offering… Model Developed to Cater to Unique Requirements of the Indian Market 11
Multi- Channel Customer Outreach… Offline Mobile matrimony.com • Achieved 6.8 million app installs (BM) 1 • Mobile sites and mobile apps accounts for 2 ✓ 87% of Profile views ✓ 67% of Personalized messages sent and received Website ✓ 77% of the total number of free profiles registered ✓ 81% of Express Interest messages ✓ 70% of Phone numbers viewed Strong Technology Platform … Backed • Reliable and Scalable technology with focus on Information security by Strong Technology Big Data & Analytics • In-house Intelligent Matchmaking Algorithm (“MIMA”) and • Data Analytics algorithms to track consumer trends to assist in driving monetization of user base Analytics Campaign Management Backbone… • IBM Unica systems to improve customer experience and subscriptions Source: 1 According to www.androidrank.org as on 30 September 2017 ; 12 2 For the month of September 2017
Additional Avenues for Growth through Forward Integration.. Marriage Services : Complements online matchmaking services to provide organized services in the marriage services market • Provides professional wedding photography and videography services • Launched in Tamil Nadu, Kerala, Andhra Pradesh, Telangana and Karnataka • A relationship manager helps customer avail wedding- related services and recommends suitable vendors • Currently available in Chennai, Coimbatore, Madurai and Trichy • A wedding venue discovery platform with 500+ wedding venues • Currently available at Chennai, Coimbatore, Madurai and Trichy in Tamil Nadu, Hyderabad and Secundrabad in Telangana, Bangalore in Karnataka and Kochi in Kerala A wedding classified portal with 50,000+ listings to connect customers with right service provider 13
Strong Consumer Brand Featured in Limca Book of Records for record number of documented marriages online BharatMatrimony 2015 NASSCOM Bharatmatrimony.com mobile app - Best app “Certificate of awarded India’s most in the social category. Excellence for trusted online Global Mobile App innovative application matrimony brand by Summit and Awards - of analytics for Brand Trust Report July 2016 and July business solution” India Study 2014 2017. Special jury mention for gender sensitivity Certified as most (2013-2014) for TVC used matrimonial (Bharat Matrimony- search website in Career) at National 2013-14 for Indian Laadli Media and online customers Advertising Awards, by JUXT 2015 Profile authentication features such as “Identity Trust Badge” help in maintaining and continuously improving the quality of database further increasing consumer trust 14
Robust Revenue Growth Matchmaking + Marriage Services In ₹ million 2,929 30% 3,000 2,554 2,428 25% 2,500 20.2% 2,073 1,888 20% 2,000 15% 1,500 10% 1,000 8.6% 5% 500 7.3% 6.3% 2.8% 0 0% FY13 FY14 FY15 FY16 FY17 Revenue (INR mn) EBITDA Margin (%) Matchmaking Services Marriage Services & Related Sale of Products 2,808 3,000 35% 0% 140 2,440 121 29.0% 2,320 30% 2,500 -50% 120 108 1,989 -122% 1,873 25% 94 -100% 2,000 100 -101% -150% 17.1% 20% -138% 80 66 1,500 -200% -161% 15% 60 -250% 14.7% 1,000 14.1% 13.5% 10% 40 -335% -300% 13 500 5% 20 -350% 0 0% 0 -400% FY13 FY14 FY15 FY16 FY17 FY13 FY14 FY15 FY16 FY17 Matchmaking Revenue (INR mn) EBITDA Margin (%) Marriage Services Revenue (INR mn) EBITDA Margin (%) Note: 1. Financials as per IGAAP 15 2. CAGR (%): Calculated as [{(Revenue in FY17/Revenue in FY13)^0.25}-1]*100 | 3. Segment EBITDA=Segments Results + Depreciation
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