Just Dial Ltd. · NSE:JUSTDIAL
Just Dial — Investor Presentation (October 2020)
69 slides from Just Dial's investor presentation, Oct 30, 2020
Slide 1: Exchange filing cover letter for investor presentation
October 30, 2020 To BSE Limited National Stock Exchange Metropolitan Stock Exchange Department of Corporate of India Limited of India Limited Services Listing Department 4th Floor, Vibgyor Towers, Listing Department Exchange Plaza, Plot No. C 62, P J Towers, Plot no. C/1, G Block, G Block, Opp. Trid
Slide 2: Corporate Presentation October 2020
CORPORATE PRESENTATION October 2020
Slide 3: Disclaimer
DISCLAIMER This Presentation has been prepared by Just Dial Limited (“Just Dial”) for investors, shareholders, analysts and other relevant stakeholders, solely for informational purposes. The information set out in this Presentation, including business overview, traffic related numbers, products rel
Slide 4: COVID-19 Impact & Response
C O V I D - 1 9 I M PA C T & R E S P O N S E ❑ As a result of lockdown imposed by the Government in March 2020 owing to COVID-19, the Company moved to Work-from-Home (WFH) for all employees. Post lockdown relaxations, Company has opened its offices across India with limited workforce in line with Go
Slide 5: Business Overview
ER BUSINESS OVERVIEW
Slide 6: Company Overview
C O M PA N Y O V E R V I E W Justdial’s services connect High user engagement, 111.9 sellers of products & services million ratings & reviews with potential buyers/ users 130.6 million quarterly Database of 30 million listings unique visitors in Q2-FY21 448,600 active paid Scalable and profitable ca
Slide 7: Key Strengths
KEY STRENGTHS ❑ First Mover Advantage in Indian Local Search Market ❑ Strong Brand Recognition with 130.6 million unique quarterly visitors^ in Q2 FY21 (100 million in Q1 FY21) ❑ Comprehensive database of 30 million listings ❑ Attractive Value Proposition For Local SMEs ❑ Experience and Expertise in
Slide 8: Nationwide Presence
N AT I O N W I D E PRESENCE Chandigarh Delhi NCR (Noida) Nationwide coverage, branches in Jaipur 11 cities across India Ahmedabad Kolkata Corporate Headquarters in Mumbai, Technology operations and R&D division in Bengaluru Mumbai Pune Hyderabad 3,138 employees in tele-sales, 4,524 feet-on-street sa
Slide 9: Platforms
P L AT F O R M S Traffic 80.8% Share Q2 FY21 MOBILE Mobile Site & Apps 130.6 million^ 14.5% D E S K TO P/ P C www.justdial.com 4.7% VOICE 88888-88888 ^ Unique visitors are aggregated across various mediums – Voice, Desktop/ PC, Mobile; these may not necessarily be mutually exclusive
Slide 10: Mobile
MOBILE Android & iOS Apps Predictive Auto-Suggest Company, Category, Product Search Map View of Category Search Location Detection Voice Search App Notifications JD Pay JD Social Maps & directions Location-based search service Ratings & Reviews Friends’ Ratings Favorites Search Plus
Slide 11: Website
WEBSITE Predictive Auto-Suggest Company, Category, Product Search Location Detection Maps & directions Operating hours Business logos Pictures & videos Ratings & reviews Friends’ Ratings Favorites Search Plus Popular Category Searches
Slide 12: Voice
VOICE 88888-88888 Operator-assisted Hotline Number One number across India 24 Hours a day x 7 Days a week Multi-lingual support Zero-ring Pickup Personalized Greeting Multiple queries in one call Instant Email & SMS
Slide 13: Value Proposition for SMEs
VA L U E P R O P O S I T I O N FOR SMEs LISTING OWN WEBSITE PAYMENTS RATINGS REACH Every SME should Justdial can create SMEs can accept Ratings are key to JD Social, a social be listed on websites for SMEs digital payments users’ decision- media platform Justdial - India's instantly, which are from
Slide 14: User Engagement
USER ENGAGEMENT 111.9 million Ratings & Reviews Mobile-verified, unbiased ratings Friends’ Ratings 10-Point Rating Scale Facebook & Twitter-shareable Photos Upload with Review Ratings shared on JD Social Robust Audit Mechanism
Slide 15: Traffic / Visitors: Quarterly Unique Visitors
T R A F F IC / V IS ITOR S Quarterly Unique Visitors (million) 175 161.3 156.1 157.0 150 139.1 138.9 131.3 134.2 130.6 125 100.0 100 75 50 25 0 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY21
Slide 16: Traffic / Visitors: Quarterly Unique Visitors split
T R A F F IC / V IS ITOR S Quarterly Unique Visitors split (million) 175 150 125 100 125.1 129.8 127.9 75 100.5 105.3 110.4 111.2 105.5 50 81.0 25 21.8 20.3 20.6 22.3 23.3 21.6 21.1 19.0 15.6 0 8.9 8.6 8.1 8.7 8.1 7.6 6.6 3.4 6.1 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY2
Slide 17: User Engagement: Ratings & Reviews
USER ENGAGEMENT Ratings & Reviews (million) 120 109.7 110.5 111.9 105.9 100.8 95.6 98.1 100 91.3 88.0 80 60 40 20 0 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY21
Slide 18: Data Enrichment: Active Listings
D ATA E N R I C H M E N T Active Listings - period end (million) 29.4 29.6 30.0 30 28.6 27.6 26.5 25.7 24.8 25 23.8 20 15 10 5 0 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY21
Slide 19: Data Enrichment: Listings with Geocodes
D ATA E N R I C H M E N T Listings with Geocodes (million) 18 17.0 16.5 16.8 15.9 16 15.2 14.5 14.0 14 13.4 12.3 12 10 8 6 4 2 0 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY21
Slide 20: Data Enrichment: Images in Active Listings
D ATA E N R I C H M E N T Images in Active Listings (million) 100 96.6 90 84.2 85.1 78.4 80 73.4 70 66.8 60.3 60 55.3 51.4 50 40 30 20 10 0 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY21
Slide 21: Mobile Apps: Cumulative App Downloads
MOBILE APPS Cumulative App Downloads (million) 30 27.1 27.6 26.1 26.6 25.4 24.5 25 23.7 22.8 21.9 20 15 10 5 0 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY21
Slide 22: Product Overview
PRODUCT OVERVIEW
Slide 23: JD - Mobile
JD - MOBILE = English Justdial All Categorie: @ Restaurants < Justdial Q. Restaurants Near Me Search Maps Images Popular + Up & Down The Lounge & S... Malad West « 1.17 KM 3.8 kkk 22 Ratings Verified imma] © 4 rave Dilli Deli Bander Junct + 1.52 KM 3.9 kkk 77 Ratings Verified © 36 roy trom ‘ount on
Slide 24: B2B - Products
B2B - PRODUCTS Justdial aa < Justdial Q Men Shirts =) (eal) E Search B2B Maps News Videos_—Shor @ P| = AllCategories Request Industrial Plants Industrial Category ¥ With Price For Quotation & Machinery Supplies Men Shirts Verified © National Uniforms GET VERIFIED SELLERS Ghatkopal Mumbai FROM JUSTDI
Slide 25: B2B - Seller Detail
B2B — SELLER DETAILS Justdial National Uniforms Ghatkopar East - Mu 47 kkk KS 11yrs—vorified © Jd pay escrow Products = All Categories Hospital Uniforms Popular Products Caps & Jackets %550 About us = § File Folders Housekeepin g Uniform Factory Uniforms = 450 Men SH Justdial National Uniforms Ghatk
Slide 26: JD Social
JD SOCIAL & For You — Coronavi Donald Tr... Narendra. WD The Times Of India - Following Blood group 0+ least vulnerable to Covid-19 Two recent studies have showcased that certain blood groups have a lower susceptibility to the inf. A] i Jd a) wa 2)
Slide 27: Voice Search
VOICE SEARCH Justdial Mainland China restaurant Q. Mainland China Maps _ Share Price Mainland China Restaurant Malad West * 1.92 KM 1 42 kkk S aff Mainland China Restaurant Akurli Road Kand... * 2.72 KM 4.1 tek keke & 3822 Ratings Mainland China Restaurant New Link Road An... * 6.76 KM 4.3 %& kk 107
Slide 28: News / Live TV
NEWS / LIVE TV Latest For You Coronavirus 8 Publishers + Topics ¥ English weet Nepal's stance softening? PM KP Oli’s defence minister change a positive sign - Times of India S “Nitish Kumar Is Tired. Can't Pe | d8& @ © 8B Home Leads Stocks News More Latest For You Coronavirus Publishers ¥ Topics + E
Slide 29: Radio / Movies Online
RADIO / MOVIES ONLINE Gulabo Sitabo (2020) © c < © Movies Online Q Search Trending Songs Hindi Movies » Languages ~ Ratings ~ Popular Ringtone Saari Ki Saar. Bewafai °124Min » Hindi » Comedy » Drama Trending Songs English Gulabo and Sitabo are from Uttar Pradesh, their story is full of local humour
Slide 30: JD Pay
J D PAY Seamless digital payment solution
Slide 31: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Stocks Augmented Reality Pay via UPI … and many more.
Slide 32: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Stocks Augmented Reality Pay via UPI … and many more.
Slide 33: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Stocks Augmented Reality Pay via UPI … and many more.
Slide 34: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Stocks Augmented Reality Pay via UPI … and many more.
Slide 35: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Stocks Augmented Reality Pay via UPI … and many more.
Slide 36: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Stocks Augmented Reality Pay via UPI … and many more.
Slide 37: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Stocks Augmented Reality Pay via UPI … and many more.
Slide 38: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Stocks Augmented Reality Pay via UPI … and many more.
Slide 39: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Stocks Augmented Reality Pay via UPI … and many more.
Slide 40: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Stocks Augmented Reality Pay via UPI … and many more.
Slide 41: New Initiatives
N E W I N I T I AT I V E S
Slide 42: JD Mart – Exclusive B2B Platform, a New Wholesale Experience
JD Mart – Exclusive B2B Platform, a New Wholesale Experience View Demo
Slide 43: JD Mart – Exclusive B2B Platform, a New Wholesale Experience
JD Mart – Exclusive B2B Platform, a New Wholesale Experience View Demo
Slide 44: JD Mart – Exclusive B2B Platform, a New Wholesale Experience
JD Mart – Exclusive B2B Platform, a New Wholesale Experience View Demo
Slide 45: JD Mart – Product Stack
JD MART - Explore Buyers Product Search Marketplace uy Retailers Auto Complete PRODUCT STACK ) Logistics Business *K Discover * Lending eal Industrial Buyers RFQ By Bulk Upload r = WU LH | ec aT Barcode Scan Turnkey Project Managers RFQ By Product Name
Slide 46: JD Mart – Product Stack
JD MART - PRODUCT STACK Content Transact Protection & : e s® Product Images Catalogue RFQ Buy Online © Jd Pay Escrow Verified Jd Pay Verified Escrow Lv) Catalogue Management (Mobile & Desktop) Videos Specification Trust Trade Assurance Real Time Lead Management = Description Ss Chat & Manage RFQ Pri
Slide 47: JD Mart – Product Stack
JD MART — PRODUCT STACK Support Analytics Platform Availability 4) Real Time Dashboard fi Logistics Integration iOS iPhone App Paes alal Lead Management Payment Escrow = i”! Android App a4 Grab Lead Complaint Redressal @ Website Mobile Site
Slide 48: JD Xperts – One Stop Solution for On-Demand Services
JD XPERT S – ONE S TOP S OLUT ION F OR ON -DEMA N D S ER V ICES View Demo
Slide 49: JD Xperts – One Stop Solution for On-Demand Services
JD XPERT S – ONE S TOP S OLUT ION F OR ON -DEMA N D S ER V ICES View Demo
Slide 50: JD Omni – Cloud-Hosted Solution for Digitalizing Businesses
JD Omni – Cloud-Hosted Solution for Digitalizing Businesses View Demo
Slide 51: JD Omni – Cloud-Hosted Solution for Digitalizing Businesses
JD Omni – Cloud-Hosted Solution for Digitalizing Businesses View Demo
Slide 52: JD Omni – Product Stack
JD OMNI —- PRODUCT STACK Services Sell Offline Sell Online Platforms “=== Online Store / “& Business Website Dp Cloud Based ERP ie | Sell Online =] Receives Inquiries esa Book Appointment 6b PF OS Bf he Mobile Focused Pwerful Cart & Prefilled Address Discount/ Wishlist Reviews & Design Search Checko
Slide 53: JD Omni – Product Stack
Product Cataloguing JD OMNI - PRODUCT STACK Payments Fulfilment Communication al Bulk Upload Add Products csv via Barcode Lim|> Jd Pay UPI Credit Debit Card GENIE Shipyaari Swiggy (Couries Aggregator) Genie Integration 16 Million Product Catalogue Library Create Custom Product —e Wallets Net CoD Ban
Slide 54: Financial Overview
Lord FINANCIAL OVERVIEW
Slide 55: Efficient & Profitable Business Model
E F F I C I E N T & P R O F I TA B L E B U S I N E S S M O D E L ▪ Paid Advertisers pay a fixed fee to run search- led advertising campaigns for their businesses on Justdial’s platforms ▪ Various premium & non-premium listing packages available which determine placements in search results ▪ Multiple
Slide 56: Revenue: Operating Revenue
REVENUE Operating Revenue (Rs million) 2,500 2,402 2,426 2,323 2,354 2,349 2,268 2,210 2,000 1,624 1,675 1,500 1,000 500 - 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY21
Slide 57: Operating Margin
O P E R AT I N G M A R G I N Adjusted EBITDA (Rs million) & Margin % 900 40% 800 34.0% 32.6% 35% 30.3% 700 28.6% 28.7% 29.0% 28.5% 30% 26.7% 26.1% 600 25% 500 20% 400 800 689 703 712 15% 300 631 606 607 546 463 10% 200 100 5% - 0% 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY
Slide 58: Cost Structure
COST STRUCTURE Expenses as % of Operating Revenue 90% 3.8% 80% 3.4% 3.4% 3.2% 3.8% 3.8% 3.6% 3.2% 3.1% 0.9% 3.3% 3.1% 10.6% 1.5% 70% 2.3% 10.0% 17.9% 20.2% 18.9% 1.0% 17.5% 16.0% 14.9% 5.4% 60% 13.4% 5.9% 2.6% 2.4% 0.8% 1.9% 1.2% 1.8% 2.4% 50% 40% 30% 60.9% 57.4% 53.6% 53.1% 55.0% 53.9% 55.0% 54.8%
Slide 59: Other Income
OT H E R I N CO M E Other Income (Rs million) 800 769 700 600 500 441 400 381 341 322 311 300 264 267 200 184 100 - 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY21
Slide 60: Net Profit Margin
NET PROFIT MARGIN Net Profit (Rs million) & PAT Margin % 900 60% 800 51.3% 50% 700 600 40% 31.7% 32.4% 28.3% 500 26.9% 26.4% 30% 25.3% 833 400 23.9% 769 21.9% 760 300 625 620 20% 573 573 484 473 200 10% 100 - 0% 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY21 Note: PAT Margin
Slide 61: Paid Campaigns: Active Paid Campaigns
PA I D C A M PA I G N S Active Paid Campaigns - period end 600,000 528,915 534,960 536,236 515,300 500,838 500,000 485,410 470,620 444,934 448,600 400,000 300,000 200,000 100,000 - 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY21
Slide 62: Cash and Investments
CASH AND INVESTMENTS Cash & Investments - period end (Rs million) 18,000 16,432 15,913 16,000 15,357 14,411 14,680 13,967 14,274 14,000 13,580 13,310 12,000 10,000 8,000 6,000 4,000 2,000 - 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2Q FY21 Note: 2018 Buy-back for Rs2.2bn was co
Slide 63: Sales Force: Sales Strength
SALES FORCE Sales Strength - Period End 10,000 8,000 4,411 4,168 3,866 3,387 3,650 3,896 3,924 3,324 6,000 3,232 1,467 1,448 1,526 1,515 1,503 1,461 1,480 4,000 1,363 1,292 2,000 4,312 4,143 4,072 4,291 4,307 4,202 3,972 3,413 3,138 - 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 4Q FY20 1Q FY21 2
Slide 64: 2Q FY21 Performance Summary
JUST DIAL LTD - 2Q FY21 (Quarter ended September 30, 2020) PERFORMANCE SUMMARY Metric Unit 2Q FY21 2Q FY20 YoY change 1Q FY21 QoQ change Operating Revenue (₹ million) 1,675 2,426 -30.9% 1,624 3.1% Operating EBITDA (₹ million) 447 672 -33.5% 375 19.2% Operating EBITDA Margin % 26.7% 27.7% -104 bps 23
Slide 65: 2Q FY21 Performance Summary
JUST DIAL LTD - 2Q FY21 (Quarter ended September 30, 2020) PERFORMANCE SUMMARY Metric Unit 2Q FY21 2Q FY20 YoY change 1Q FY21 QoQ change Unique Visitors (million) 130.6 161.3 -19.0% 100.0 30.6% - Mobile (million) 105.5 129.8 -18.7% 81.0 30.3% - Desktop/ PC (million) 19.0 23.3 -18.6% 15.6 21.7% - Voi
Slide 66: Board of Directors
BOA R D OF DIR ECTOR S EXECUTIVE DIRECTORS Founder, Managing Director and Chief Executive Officer of Justdial with over 32 years of experience in the field V S S Mani of media and local search services. Whole-time Director with 27 years of experience, working with Justdial in the field of strategic
Slide 67: Leadership Team
LEADERSHIP TEAM Name Designation Experience Functional Areas Overall growth strategy, planning, execution & V S S Mani Chief Executive Officer 32 Years management Finance, Strategy, Accounting, Treasury, Audit, Abhishek Bansal Chief Financial Officer 12 Years Legal, Compliance & Traffic Leads Produc
Slide 68: Shareholding Pattern
S H A R E H O L D I N G PAT T E R N 11.99% 34.28% INDIVIDUALS PROMOTERS 19.45 AS ON DOMESTIC SEP 30, 2020 INVESTORS 34.28% FOREIGN INVESTORS
Slide 69: End of Presentation
End of Presentation