Indiamart Intermesh Ltd. · NSE:INDIAMART
Indiamart Intermesh — Q1 FY23 Earnings Presentation
114 slides from Indiamart Intermesh's earnings presentation, Jul 21, 2022
Slide 1: Filing letter to stock exchanges
July 21, 2022 To, BSE Limited National Stock Exchange of India Limited (BSE: 542726) (NSE: INDIAMART) Subject: Investor Presentation on the Audited (Standalone and Consolidated) Financial Results of the Company for the quarter ended June 30, 2022 Dear Sir/Madam, Pursuant to Regulation 30 of SEBI (Li
Slide 2: Quarter Ended June 30, 2022
QUARTER ENDED JUNE 30, 2022 IndiaMART InterMESH Ltd. India’s largest online B2B marketplace connecting buyers with suppliers Note: Map not to scale
Slide 3: Table of Contents
Table of Contents SolarPanels Solar Panels 04 BUSINESS OVERVIEW 31 S TA N D A L O N E O P E R AT I O N A L P E R F O R M A N C E 41 FINANCIAL PERFORMANCE 73 SUBSIDIARY – BUSY INFOTECH 80 OTHER SUBSIDIARIES 84 A S S O C I AT E S A N D O T H E R I N V E S T M E N T S 98 PRODUCT OVERVIEW 107 TEAM India
Slide 4: Safe Harbour
Safe Harbour Bamboo Woods This presentation and the accompanying slides (the “presentation”) contain selected information about the activities of IndiaMART InterMESH Limited Limited (the “Company”) and its subsidiaries and affiliates (together, the “Group”) as at the date of the presentation. It doe
Slide 5: Business Overview
Industrial Furnace Business Overview IndiaMART InterMESH Ltd
Slide 6: Traditional Marketplace to Online Marketplace
Traditional Marketplace to Online Marketplace Offline Discovery Online Discovery, Anytime, Anywhere Additional services for business enablement Conversational commerce Multiple payment options CRM – Lead Manager Accounting Tax & Invoicing Business enablement - SaaS Post RFQ 5 IndiaMART InterMESH Ltd
Slide 7: India's Largest Online B2B Marketplace
India’s Largest Online B2B Marketplace B2B 2-way discovery Strong marketplace is marketplace network a growing Diversified Behavioral effects Subscription market across data driven based revenue categories and algorithmic model with geographies matchmaking negative working capital 6 IndiaMART InterM
Slide 8: Services that Empower Businesses
Services that Empower Businesses Buyers Suppliers Diverse set of products & suppliers Web storefront Multi-lingual search RFQ – BuyLead AI driven matchmaking Cloud Telephony – PNS Specifications & reviews CRM – Lead Manager Price discovery Accounting Conversational commerce Business enablement - Saa
Slide 9: Well Diversified Across 95,000 Categories
Well Diversified Across 95,000 Categories Industrial Plants, Construction & Packaging Material, Consumer Electronics Electrical Equipment Construction Apparel, Clothing & Industrial & Machinery & Building Raw Material Supplies & Machines & Household and Supplies Machinery, Building Garments Engineer
Slide 10: End-To-End Value Chain Discovery - Truck
End-To-End Value Chain Discovery - Truck Raw Material Machinery Components Final Product Engine Body Plastic Steel Tyre Building Machine Bush Rubber Aluminium Tyre Steel Roll Plate Making Machine 9 IndiaMART InterMESH Ltd
Slide 11: End-To-End Value Chain Discovery - Slippers
End-To-End Value Chain Discovery - Slippers Raw Material Machinery Components Final Product Grinding/Finishing Sole Cutting Sole Straps Machine Machine Rubber Sheets Dies Drill Machine Strap Inserting Packaging Machine Materials 10 IndiaMART InterMESH Ltd
Slide 12: End-To-End Value Chain Discovery - Shirts
End-To-End Value Chain Discovery - Shirts Raw Material Machinery Components Final Product Fabric making Cutting Machines Shirt Fabric Cotton Yarn Dye machine Button Machine Stitching Machine Collar & Cuffs Threads & Buttons Collar & Cuff Machine 11 IndiaMART InterMESH Ltd
Slide 13: Well Diversified Across Geographies
Well Diversified Across Geographies Paying Subscription Buyers* % Suppliers % Metro Cities (8) Delhi NCR, Mumbai, Bengaluru, Hyderabad, Kolkata, Ahmedabad, Pune Metro and Chennai Cities Metro Tier II 55% Cities Cities Tier II Cities (69) 32% 25% Population > 500,000, excluding the cities covered und
Slide 14: 2-way Discovery Marketplace
2-way Discovery Marketplace Cloud Telephony Chat / Email CRM - Lead Manager CRM – Lead Buyer Manager Supplier Verification & Enrichment 13 IndiaMART InterMESH Ltd
Slide 15: Cloud Telephony – Premium Number Service
Cloud Telephony – Premium Number Service Buyers Suppliers ➢ Instant connect ➢ Missed call notification ➢ Call responsiveness ➢ Buyer profile ➢ Call back from suppliers ➢ No unsolicited calls Helps Measure ROI and Responsiveness 14 IndiaMART InterMESH Ltd
Slide 16: CRM – Lead Manager & Conversational Commerce
CRM – Lead Manager & Conversational Commerce ~73.5mn Replies* and Callbacks** during Q1 FY23 Reviews & Ratings Ratings Call Option & Alerts Direct Buyer Callback Share Link Add Notes, Set Reminders * Total Replies via desktop, Mobile site, Email and App ** Total Callbacks via Mobile site and App AI-
Slide 17: How RFQ / BuyLead Works
How RFQ / BuyLead Works Buyer Supplier Buyer Submits AI-driven RFQ Selection by Interaction through Industry Specific Enrichment & Supplier CRM – Lead RFQ Matchmaking Manager 16 IndiaMART InterMESH Ltd
Slide 18: Behavioral Data Driven Algorithmic Matchmaking
Behavioral Data Driven Algorithmic Matchmaking Product Location Buyer Requirement Supplier Preferences AI/ML Algorithm Quantity Price 17 IndiaMART InterMESH Ltd
Slide 19: Strong Network Effects
Strong Network Effects 86 Mn Product Listings 95,000 Categories Product Discovery 7.2 Mn 154 Mn Supplier Storefronts Buyers Registered Buyers Suppliers 36% Suppliers 54% Repeat Buyers are Buyers ~100% Organic Traffic Enquiries & Conversations 22 Mn(1) Unique Business Enquiries 73.5 Mn(1) Replies* &
Slide 20: ROI-driven, Subscription Based Revenue Model
ROI-driven, Subscription Based Revenue Model Key Offerings Platinum Web Cloud Telephony Gold Storefront – PNS Subscription contributes 95% + of revenue from Silver operations Priority RFQ Selection Annual / Multi Year Listing Credits - BuyLead Silver CRM – Lead Online Payment Monthly Manager Freemiu
Slide 21: Subscription Tier Wise RFQ Quota
Subscription Tier Wise RFQ Quota Daily RFQ Quota Weekly RFQ Quota Top 1% contributes ~ 17% of revenue Top 10% contributes ~ 46% of revenue (ARPU* ~ Rs. 790K) 3–4 50 – 100 (ARPU* ~ Rs. 220K) Platinum Gold 2 20 – 30 Silver 1 10 Annual / Multi Year Silver 1 7 Monthly *ARPU represents Revenue from opera
Slide 22: Nationwide Sales and Service Coverage
Nationwide Sales and Service Coverage Strong presence across the length and breadth of the country Reach to 1,000+ cities Field, Tele and Online Sales ~3,000 Own Sales & Client Servicing team (Renewal & Upsell) 100+ Channel Sales Partners Note: Figures as of June 30th, 2022 Note: Map not to scale 21
Slide 23: Constant Innovation and Technology Focus
Constant Innovation and Technology Focus 2009 2013 2017 2019 2020 Request for Price Payment Order Supplier Quotation – Discovery Program Management Reviews & BuyLead Protection System Ratings (Pooraa) 2010 2015 2018 2019 Cloud Behavioral CRM – Lead Voice and Telephony – Matchmaking Manager Multi- PN
Slide 24: Key Competitive Strengths
Key Competitive Strengths BRAND AND NETWORK DETAILED CATALOGUE EFFECT WITH PRICING • ~100% organic search • 86 mn listed products • 54% repeat buyers • Product specifications • 36% suppliers are buyers • Pricing, photos & videos • 4.7 play store rating • Review and ratings • ~73.5mn(1) replies & cal
Slide 25: Strategic Outlook
Strategic Outlook Improve Engagement • Commerce enablement • Fintech and accounting • Business enablement SaaS Brands Strategy • Focus on large and medium enterprises Core SME Business • Keep expanding buyer and supplier network 24 IndiaMART InterMESH Ltd
Slide 26: Enterprise Solutions – ROI Driven Model With PAN India Reach
Enterprise Solutions – ROI Driven Model With PAN India Reach All trademarks, logos and brand names are the property of their respective owners. Use of any third-party names, trademarks and brands are for reference purposes only. 25 IndiaMART InterMESH Ltd
Slide 27: Enterprise Solutions – ROI Driven Model With PAN India Reach
Enterprise Solutions – ROI Driven Model With PAN India Reach All trademarks, logos and brand names are the property of their respective owners. Use of any third-party names, trademarks and brands are for reference purposes only. 26 IndiaMART InterMESH Ltd
Slide 28: Journey Towards Commerce and Business Enablement
Journey Towards Commerce and Business Enablement Enablement of Commerce Discovery Conversation Commerce Products Specifications & Prices Buyer & Supplier Negotiations Payments Photos / Videos Customer History & Reminder Logistics / Tracking Reviews & Ratings Quotations & Invoicing Transaction Financ
Slide 29: Strategic Investments Done So Far
Strategic Investments Done So Far Business Legal Tech Transport Invoice Discounting Enterprise Resource Vertical Accounting HR Tech Platform Management and Factoring Planning Software Commerce Software 27.5% 15.4% 25% 7.7% 100% 26% 10% Aug’19 Mar’21 Apr’21 Nov’21 Jan’22 Feb’22 Mar’22 May’20 Apr’21 A
Slide 30: Accounting – Strategic Fit for IndiaMART
Accounting – Strategic Fit for IndiaMART Supplier Access to New • Business Necessity Recommendations Companies • High Customer Stickiness • Large and Growing Market Invoice Discounting / Accounting Access to SKU Transaction Software Level Data • Subscription based Revenue Model Financing Accurate Ac
Slide 31: Investments in Accounting
Investments in Accounting ~ 1 Mn businesses ~ 6 Mn1 businesses on Tally Large Provide mobile and cloud Client Enterprises Served functionality to Tally users Medium Small Logistics Tracking, Mobile First Cloud Traditional On-Premise Freight Aggregation, etc. Service Delivery Model Source 1: Media re
Slide 32: Standalone Operational Performance
Air Compressors IndiaMART InterMESH Ltd
Slide 33: Traffic
Traffic* (Figures in Millions) Yearly trends Quarterly trends 26% (4)% CAGR YoY 1071 284 960 268 260 259 257 723 748 553 326 262 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Jun'21 Sep'21 Dec'21 Mar'22 Jun'22 ~80% of traffic is through mobile *Traffic is defined as the number of visits on the de
Slide 34: Indian Supplier Storefronts
Indian Supplier Storefronts (Figures in Millions) Yearly trends Quarterly trends 21% 10% CAGR YoY 7.2 7.1 7.1 7.0 6.5 6.7 6.0 6.6 5.5 4.7 3.2 2.3 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Jun'21 Sep'21 Dec'21 Mar'22 Jun'22 Figures have been rounded off` 33 IndiaMART InterMESH Ltd
Slide 35: Paying Subscription Suppliers
Paying Subscription Suppliers (Figures in Thousands) Yearly trends Quarterly trends 15% 23% CAGR YoY 179 169 169 147 152 156 130 150 146 108 96 72 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Jun'21 Sep'21 Dec'21 Mar'22 Jun'22 Figures have been rounded off` 34 IndiaMART InterMESH Ltd
Slide 36: Total Products Live
Total Products Live (Figures in Millions) Yearly trends Quarterly trends 22% 16% CAGR YoY 83 86 83 72 80 67 61 76 74 50 33 25 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Jun'21 Sep'21 Dec'21 Mar'22 Jun'22 Figures have been rounded off` 35 IndiaMART InterMESH Ltd
Slide 37: Registered Buyers
Registered Buyers (Figures in Millions) Yearly trends Quarterly trends 33% 17% CAGR YoY 154 149 149 138 143 131 125 102 83 60 39 38 38 38 38 38 37 35 29 30 22 13 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Jun'21 Sep'21 Dec'21 Mar'22 Jun'22 Last 12 months active buyers* * Active buyers indicate buyers
Slide 38: Unique Business Enquiries
Unique Business Enquiries* (Figures in Millions) Yearly trends Quarterly trends 27% (15)% CAGR YoY 26 26 96 97 23 23 22 73 74 53 31 23 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Jun'21 Sep'21 Dec'21 Mar'22 Jun'22 * Buyer posting an enquiry is one unique buyer for that day. If the same buyer po
Slide 39: Business Enquiries Delivered
Business Enquiries Delivered* (Figures in Millions) Yearly trends Quarterly trends Total to Unique 5.1 x 5.1 x 5.5 x 6.2 x 6.3 x 6.4 x 5.7 x Business 6.3 x 5.9 x 5.2 x 5.2 x 5.2 x Enquiries Ratio 610 162 550 151 449 464 117 120 115 290 157 115 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Jun'21
Slide 40: Annualised Revenue Per Paying Subscriber
Annualised Revenue Per Paying Subscriber (₹ in ‘000s) Yearly trends Quarterly 5% (4)% CAGR YoY 44.3 49.7 42.3 43.6 48.4 48.0 47.4 47.6 37.2 38.4 32.9 32.1 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Jun'21 Sep'21 Dec'21 Mar'22 Jun'22 Represents Revenue from operations for the period divided by
Slide 41: Employees
Employees Yearly trends Quarterly trends 459 437 459 685 466 520 458 436 419 464 475 424 2,631 2,106 1,942 2,249 2,524 2,150 3,065 2,376 2,343 2,586 3,065 3,002 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 Total 3,249 2,713 2,539 2,915 3,150 2,701 3,672 employees 2,982 2,959
Slide 42: Consolidated Section
Fly Ash Bricks Consolidated Section IndiaMART InterMESH Ltd
Slide 43: Q1 FY23 Results Overview (Consolidated)
Q1 FY23 Results Overview (Consolidated) Total Income ₹ 226 Cr 7% Revenue from Operations EBITDA Deferred Revenue ₹ 225 Cr ₹ 64 Cr ₹ 961 Cr 24% 28 % 34% 29% Margin Cash Generated from Net Profit Cash and Investments ₹ 47 Cr ₹ 1,882 Cr Operating Activities ₹ 75 Cr Cr eat ed by popcor nar t s f r om t
Slide 44: Financial Performance – Consolidated
Financial Performance – Consolidated (₹ in Crores) YoY QoQ Financial Metrics Q1 FY23 Q1 FY22 Q4 FY22 Change Change Revenue from Operations 225 182 24% 201 12% Other Income 1 29 (97%) 30 (97%) Total Income 226 211 7% 231 (2%) Manpower Cost1 85 54 58% 80 6% Outsourced Sales Cost 32 13 140% 29 7% Other
Slide 45: Balance Sheet - Consolidated
Balance Sheet - Consolidated (₹ in crores) FY22 FY23 As at end of FY21 Q1 Q2 Q3 Q4 FY22 Q1 Assets Fixed Assets (incl. intangible assets) 3 2 2 2 3 3 61 Goodwill* - - - - - - 456 Right-of-use assets 63 59 57 55 53 53 51 Other assets** 44 36 36 41 52 52 52 Cash, bank & current investments 2,365 2,421
Slide 46: Collections from Customer - Consolidated
Collections from Customer - Consolidated (₹ in crores) Yearly trends Quarterly trends 20% 49% CAGR YoY 934 318 738 711 671 254 509 223 222 386 171 315 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Note: Above figures have been calculated by dividing financials (in mn) by
Slide 47: Cash Generated From Operating Activities - Consolidated
Cash Generated From Operating Activities - Consolidated (₹ in Crores) Yearly trends Quarterly trends 402 158 323 255 261 99 84 75 179 61 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 -1 -56 % of -18% 0% 35% 38% 35% 45% 43% 36% 44% 38% 50% 29% Collections Note: Above figu
Slide 48: Deferred Revenue – Consolidated
Deferred Revenue* – Consolidated (₹ in Crores) Yearly trends Quarterly trends 23% 34% CAGR YoY 907 961# 907 726 790 685 756 715 586 424 325 257 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 • Refers to contract liabilities in the financial statements, i.e. including adva
Slide 49: Revenue from Operations – Consolidated
Revenue from Operations – Consolidated (₹ in Crores) Yearly trends Quarterly trends 20% 24% CAGR YoY 753 225 670 639 201 188 507 182 182 411 318 246 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY22 Note: Above figures have been calculated by dividing financials (in mn) by 1
Slide 50: EBITDA - Consolidated
EBITDA - Consolidated (₹ in Crores) Yearly trends Quarterly trends 328 89 308 83 79 64 57 169 82 47 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 (54) (126) EBITDA (51%) (17%) 11% 16% 26% 49% 41% 49% 46% 42% 28% 29% Margin The company has adopted IND AS -116 from 1st Apr
Slide 51: Adjusted EBITDA – Consolidated
Adjusted EBITDA – Consolidated (₹ in Crores) Yearly trends Quarterly trends 334 90 318 85 80 72 64 177 92% 50% FY16 FY17 47 82 169 328 308 (126) FY16 (54) FY17 FY18 FY19 FY20 FY21 FY22 (56)% 89 83 79 57 64 (127) Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 Adjusted (51%) (16%) 12% 18% 28% 50% 42% EBITDA 49% 4
Slide 52: EBIT - Consolidated
EBIT - Consolidated (₹ in Crores) Yearly trends Quarterly trends 312 85 296 80 76 58 54 148 78 44 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 (59) (129) EBIT (53%) (19%) 11% 15% 23% 47% 39% 47% 44% 40% 27% 26% Margin Note: Above figures have been calculated by dividing
Slide 53: PAT - Consolidated
PAT - Consolidated (₹ in Crores) Yearly trends Quarterly trends 88 82 298 280 70 57 47 147 55 20 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 (64) (132) PAT (52%) (19%) 13% 4% 21% 37% 34% 42% 38% 33% 25% 21% Margin Note: Above figures have been calculated by dividing fi
Slide 54: Revenue – Legal Entity View
Revenue – Legal Entity View (₹ in Crore) Particulars Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Revenue from Operations IndiaMART InterMESH Ltd 181 182 187 201 213 Pay With IndiaMART Pvt Ltd 0.7 0.7 0.6 0.6 0.7 Tolexo Online Pvt Ltd 0.1 0.3 0.3 0.3 0.3 Busy Infotech Pvt Ltd* - - - - 10.5 Finlite Techno
Slide 55: EBITDA – Legal Entity View
EBITDA – Legal Entity View (₹ in Crore) Particulars Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 EBITDA IndiaMART InterMESH Ltd 89.7 84.3 79.8 58.3 59.8 Pay With IndiaMART Pvt Ltd 0.1 0.0 0.1 0.1 0.1 Tolexo Online Pvt Ltd (1.1) (1.1) (1.2) (1.0) (0.2) Busy Infotech Pvt Ltd* - - - - 4.9 Finlite Technologi
Slide 56: Historical Financial Metrics
Historical Financial Metrics (₹ in Crore Consolidated) Financial Metrics FY-16 FY-17 FY-18 FY-19 FY-20 FY-21 FY-22 Total Income 251 332 430 548 707 756 866 Revenue from Operations 246 318 411 507 639 670 753 EBITDA (126) (54) 47 82 169 328 308 EBITDA Margin (%) (51%) (17%) 11% 16% 26% 49% 41% EBIT (
Slide 57: Standalone Basis
Electric Vehicles Standalone Basis IndiaMART InterMESH Ltd
Slide 58: Financial Performance – Standalone
Financial Performance – Standalone (₹ in Crores) YoY QoQ Financial Metrics Q1 FY23 Q1 FY22 Q4 FY22 Change Change Revenue from Operations 213 181 18% 201 6% Other Income (3) 30 (109%) 25 (111%) Total Income 211 211 (0.1%) 226 (7%) Manpower Cost1 81 53 52% 79 2% Outsourced Sales Cost 32 13 140% 29 7%
Slide 59: Balance Sheet - Standalone
Balance Sheet - Standalone (₹ in Crores Standalone) FY22 FY23 As at end of FY21 Q1 Q2 Q3 Q4 FY22 Q1 Assets Fixed Assets (incl. intangible assets) 3 2 2 2 3 3 7 Right-of-use assets 63 59 58 55 53 53 50 Other assets 41 33 33 38 49 49 45 Cash, bank & other investments 2,359 2,417 2,461 2,509 2,414 2,41
Slide 60: Collections from Customer - Standalone
Collections from Customer - Standalone (₹ in Crores) Yearly trends Quarterly trends 20% 42% CAGR YoY 932 318 722 707 661 241 223 221 502 377 170 306 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1FY23 Note: Above figures have been calculated by dividing financials (in mn) by 10
Slide 61: Cash Generated From Operating Activities - Standalone
Cash Generated From Operating Activities - Standalone (₹ in Crores ) Yearly trends Quarterly trends 73% 9 % CAGR YoY 407 159 326 259 264 100 183 85 69 63 59 15 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 % of 5% 16% 36% 39% 37% 46% 44% 37% 45% 38% 50% 28% Collections N
Slide 62: Deferred Revenue - Standalone
Deferred Revenue* - Standalone (₹ in Crores) Yearly trends Quarterly trends 23% 31% CAGR YoY 935 907 907 790 756 715 726 684 585 423 325 256 63% 63% 62% 64% 62% 63% 63% 61% 61% 63% 61% 64% FY 16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 ~19% of deferred revenue gets recog
Slide 63: Revenue from Operations - Standalone
Revenue from Operations - Standalone (₹ in Crores) Yearly trends Quarterly trends 21% 18% CAGR YoY 751 213 665 201 624 181 182 187 497 404 309 238 79% 81% 80% 79% 80% FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 % of revenue recognized from opening deferred revenue ~46% of r
Slide 64: Adjusted EBITDA – Standalone
Adjusted EBITDA – Standalone (₹ in Crores) Yearly trends Quarterly trends 339 91 322 86 81 67 65 180 88% (53) (2)% 52% FY16 FY17 49 80 173 333 312 (54) FY16 (4) FY17 FY18 FY19 FY20 FY21 FY22 90 84 80 58 60 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 Adjusted (22%) (1%) 13% 18% 29% 51% 43% EBITDA 50% 47% 43%
Slide 65: EBITDA - Standalone
EBITDA - Standalone (₹ in Crores) Yearly trends Quarterly trends 333 312 90 84 80 58 60 173 80 49 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 (4) (54) EBITDA (23%) (1%) 12% 16% 28% 50% 42% 50% 46% 43% 29% 28% Margin The company has adopted IND AS -116 from 1st April 20
Slide 66: EBIT - Standalone
EBIT - Standalone (₹ in Crores) Yearly trends Quarterly trends 317 87 300 81 77 55 56 152 76 46 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 (8) (56) (24%) (2%) 12% 15% 24% 48% 40% EBIT 48% 45% 41% 28% 26% Margin Note: Above figures have been calculated by dividing fina
Slide 67: PAT - Standalone
PAT - Standalone (₹ in Crores) Yearly trends Quarterly trends 310 287 91 85 74 60 146 49 13 FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 (13) (59) (72) PAT 43% 23% (24%) (4%) (18)% 2% 21% 38% 36% 40% 36% 26% Margin Note: Above figures have been calculated by dividing fi
Slide 68: Margin Leverage - Standalone
Margin Leverage - Standalone (Total expenses as a % of revenue from operations Standalone) Yearly trends Quarterly trends 123% 101% 72% 71% 88% 84% 57% 72% 54% 50% 58% 50% 58% 56% 71% 65% 58% 56% 40% 43% 52% 37% 45% 38% FY16 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Emplo
Slide 69: Cash and Investments - Standalone
Cash and Investments* - Standalone (₹ in Crores ) Yearly trends Quarterly trends 59% (27)% CAGR YoY 2,359^ 2,414 2,417 2,461 2,509 2,414 1,773 920 678 384 152 176 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Mar'21 Mar'22 Jun'21 Sep'21 Dec'21 Mar'22 Jun'22 • Refers to Cash and Cash Equivalents and investments
Slide 70: Functional P&L - Standalone
Functional P&L* - Standalone (₹ in Crores) FY22 FY23 During the period FY18 FY19 FY20 FY21 Q1 Q2 Q3 Q4 FY22 Q1 Revenue from Operations 404 497 624 665 181 182 187 201 751 213 Customer service cost (135) (158) (174) (122) (33) (36) (39) (52) (160) (51) Surplus over customer service 269 339 450 543 14
Slide 71: Gross Profit (Surplus over customer service cost) - Standalone
Gross Profit (Surplus over customer service cost) - Standalone (₹ in Crores) Yearly trends Quarterly trends 591 543 162 450 148 148 149 146 339 269 196 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 Gross 63% 67% 68% 72% 82% 79% 82% 80% 79% 74% 76% Margin Refer to Note no. 34
Slide 72: Selling & Distribution costs - Standalone
Selling & Distribution costs - Standalone (₹ in Crores) Yearly trends Quarterly trends 113 110 41 44 100 90 77 80 27 20 21 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 18% 12% 15% % to 25% 22% 20% 11% 12% 14% 21% 21% revenue Refer to Note no. 34 of Standalone Financial State
Slide 73: Technology & Content costs - Standalone
Technology & Content costs - Standalone (₹ in Crores) Yearly trends Quarterly trends 38 111 102 104 32 85 27 28 81 24 71 FY17 FY18 FY19 FY20 FY21 FY22 Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22 Q1 FY23 17% 13% 15% % to 23% 20% 21% 13% 15% 15% 16% 18% revenue Refer to Note no. 34 of Standalone Financial Stateme
Slide 74: Subsidiary – Busy Infotech
Harbour crane Subsidiary – Busy Infotech IndiaMART InterMESH Ltd
Slide 75: Busy – Business Accounting Software
Busy – Business Accounting Software Invest in Team & Awareness Accelerate Revenue growth Increase New Licenses Sold https://busy.in/ IndiaMART acquired 100% in Busy Infotech Pvt. Ltd. 74 IndiaMART InterMESH Ltd
Slide 76: Product Features
Product Features Financial Inventory Analytics/ Configurable TDS and TCS Accounting Management Reports Invoicing Production GST Scheme GST E - Way and Job Reconciliation Management Invoicing Bills Work 75 IndiaMART InterMESH Ltd
Slide 77: Growth Opportunity – Geographic Expansion
Growth Opportunity – Geographic Expansion Distribution of Businesses in India* Cumulative Busy Licenses Sold East West East West 17% South 8% 11% 21% 8% South North 25% North 73% 37% Significant penetration opportunity across regions * Based on the data of GST registered businesses (i.e. 13Mn+) acro
Slide 78: Q1 FY23 Results Overview
Q1 FY23 Results Overview Total Income ₹ 10.9 Cr Deferred Revenue and Revenue from Operations Billing Advances ₹ 10.5 Cr ₹ 13.0 Cr ₹ 25.6 Cr Cash Generated from Net Profit Cash and Investments Operating Activities ₹ 7.3 Cr ₹ 4.0 Cr Cr eat ed by popcor nar t s f r om t he oun r oject ₹ 69.4 Cr 77 Indi
Slide 79: License Sold
License Sold (Figures in ‘000) Yearly trends Quarterly trends 10% 10% CAGR YoY 301 311 278 253 23 228 26 301 9 25 34 294 7 289 5 283 7 4 FY19 FY 20 FY21 FY 22 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 New License sold 78 IndiaMART InterMESH Ltd
Slide 80: Billing
Billing* (₹ in Crores) Yearly trends Quarterly trends 9 % 70% CAGR YoY 46 15 41 13 35 12 32 11 8 FY19 FY 20 FY21 FY 22 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 *Billing indicates value of invoices, excluding GST, issued during the period 79 IndiaMART InterMESH Ltd
Slide 81: Other Subsidiaries
PVC Pipes Other Subsidiaries IndiaMART InterMESH Ltd
Slide 82: Livekeeping – Mobile Integration with Tally
Livekeeping – Mobile Integration with Tally Tally on Mobile - Integration with Tally software to provide Value Added Services with Mobile and Cloud first approach Invoicing Tally • GST compliant Invoicing • Record entries on mobile • Remote invoice and PO • Auto back-up on cloud creation Receivables
Slide 83: Pay With IndiaMART – Instant online collections and payments
Pay With IndiaMART – Instant online collections and payments Facilitates online collections via various online modes such as credit / debit cards, UPI, Netbanking etc. Robust Buyer Protection Buy Now, Pay At Ease Multiple Payment Options Strong Security EMI enabled Buy from sellers across All major
Slide 84: Pooraa – Order to Cash Management
Pooraa – Order to Cash Management Pooraa brings a simple & easy-to-use system that helps manage business better while offering quality experience to customers Inventory Management Customer Management Analytics & Reports Tally Pricing Integration Management Order Management Catalog Payment Management
Slide 85: Associates & Other Investments
CT Scan Machine Associates & Other Investments IndiaMART InterMESH Ltd
Slide 86: RealBooks – Online Accounting Software
RealBooks – Online Accounting Software A cloud-based GST compliant accounting-inventory-payroll software that helps users take better financial decisions GST Multiple Location Access Integrated Tax Fully Automated Compliances Branch Accounting Dashboard Dashboard && Analytics Analytics Works Works o
Slide 87: AERCHAIN – AI-Driven Procurement Platform
AERCHAIN – AI-Driven Procurement Platform Aerchain is a Source to Pay platform helping enterprises optimize their procurement by leveraging Artificial Intelligence Strategic Tail Spend Aerchain Pay Procure to Pay Sourcing Automation Automation Automation • E-Sourcing using RFXs • Right sourcing from
Slide 88: EasyEcom – Inventory and Warehouse Management
EasyEcom – Inventory and Warehouse Management Easy Ecom offers SaaS based commerce enablement solutions to merchants for inventory management Warehouse and Inventory Management Accounting Automation • Supplier & PoS Management • Real time ERP integration • Automated PO Generation • Automated Tax Rep
Slide 89: IB Monotaro – B2B Commerce Platform
IB Monotaro – B2B Commerce Platform Industrial B2B E-Commerce marketplace with exclusive range of utility products MRO Category Commerce • Partnership with MonotaRo - Japanese B2B E-commerce leader • 6 Lakh + SKUs across 40+ categories IndiaMART Holding: 26% in IB Monotaro Pvt. Ltd. 88 IndiaMART Int
Slide 90: Shipway – Shipping Operations Automation
Shipway – Shipping Operations Automation SaaS solutions for automating shipping workflows COD Fraud Prevention Automated Fulfillment Returns & Automation Instant Refunds 50+ API Integrations Automated Track & Notify Non-delivery with Real Time Follow-ups Notifications https://shipway.com/ IndiaMART
Slide 91: Fleetx – Logistics Tracking
Fleetx – Logistics Tracking Freight and fleet management platform which helps businesses digitize their logistics operations and provides real-time actionable insights Inbound Logistics Fleet Operations • Real time vendor • Digitise operations & Collaboration workflows • Risk analysis • Monitor vehi
Slide 92: Legistify – Legal Tech Platform
Legistify – Legal Tech Platform Legal tech platform that helps businesses to manage and resolve legal disputes Litigation Legal Notices SaaS enabled Lawyer IP Tracking Management marketplace Performance Management Track existing Track & Discover, hire Based on Patent/ litigations manage relevant pas
Slide 93: Bizom – Distribution and Salesforce Management
Bizom – Distribution and Salesforce Management Bizom is an integrated platform for distribution and salesforce management of businesses Retailer Automation Distributor Automation Advance Analytics Sales and Financial Salesforce Automation Backoffice Management Integration https://bizom.com/ IndiaMAR
Slide 94: M1xchange – Invoice Discounting & Factoring
M1xchange – Invoice Discounting & Factoring M1xchange is a TReDS platform with RBI license offering online trade invoice discounting solutions to SMEs T+1 Settlement Collateral Free 24 hours Basis Buyer’s Disbursal past track record MSMEs Buyers Large Corporates/ PSUs Financier Approve the Invoice C
Slide 95: Vyapar – DIY Business Accounting
Vyapar – DIY Business Accounting A mobile-based business accounting software for small businesses Customised Stock/Inventory Auto data Critical business GST professional GST Management backup reports and status Invoices Paperless with Vyapar Receivable/ E-Way Bill Online Software Payable Generation
Slide 96: Tentimes – Events Discovery and Management
Tentimes – Events Discovery and Management Used by millions every year to decide which events to go to, in many cities across several countries 10 Times Floor Leading B2B Virtual Software to Event Discovery Platform host live events Smart Event Unique Recommendation Engine Engagament Tools Global Ev
Slide 97: SuperProcure – Simplified Transport Management
SuperProcure – Simplified Transport Management SaaS TMS for digitising freight e-sourcing & end to end transportation management. Freight Sourcing Dedicated Fleet 01 For procuring vehicles For managing dedicated vehicles 06 02 Indent Allocation For indent against contract Freight Accounting For seam
Slide 98: Zimyo
Zimyo A unified HR and Payroll Software that automates HR processes, eliminate payroll errors and foster positive employee experiences https://www.zimyo.com/ IndiaMART Holding: 10% in Zimyo Consulting Pvt Ltd. 97 IndiaMART InterMESH Ltd
Slide 99: Product Overview
mW) indiamart Product Overview 2 IndiaMART InterMESH Ltd
Slide 100: Platform Engagement
Platform Engagement (1) ~100% Organic traffic (1) 80% Total traffic through mobile (2) 4.7 Rating for the app on Google Play store Note: Figures have been rounded off (1) For the quarter ending June 30, 2022 (2) As of June 30, 2022 99 IndiaMART InterMESH Ltd
Slide 101: Buyer Journey
Buyer Journey Text Search Voice Search Search Auto-Suggest Results Search Post Requirement Product & Company Details 100 IndiaMART InterMESH Ltd
Slide 102: Buyer Journey
Buyer Journey Enter Product Requirement Share Details Name Posted Search Post Requirement Product & Company Details 101 IndiaMART InterMESH Ltd
Slide 103: Buyer Journey
Buyer Journey Search Product Company Page Page Page Search Post Requirement Product & Company Details 102 IndiaMART InterMESH Ltd
Slide 104: Seller Journey
Seller Journey Online Store Management BuyLeads Lead Manager Pay With IndiaMART Easy store Add details to your management Quickly add products in easy options products steps 103 IndiaMART InterMESH Ltd
Slide 105: Seller Journey
Seller Journey Online Store Management BuyLeads Lead Manager Pay With IndiaMART Details of Buyer available to Select Buy leads from View available Buyer build credibility multiple categories Contact Details 104 IndiaMART InterMESH Ltd
Slide 106: Seller Journey
Seller Journey Online Store Management Reviews & BuyLeads Ratings Ratings Lead Manager Call Option & Alerts Pay With IndiaMART Add Notes, Set Reminders Share Link Direct Buyer Callback AI-based Smart Reply 105 IndiaMART InterMESH Ltd
Slide 107: Seller Journey
Seller Journey Online Store Management BuyLeads Lead Manager Pay With IndiaMART Seller can send payment Seller can check past and Buyers can pay through link to collect payments pending payments at one multiple payment options from buyers place 106 IndiaMART InterMESH Ltd
Slide 108: Team
Water Treatment Plants Team IndiaMART InterMESH Ltd
Slide 109: Senior Management Team
Senior Management Team Name Qualification Previous Experience Dinesh Agarwal B.Tech(HBTI),Kanpur Founder(IndiaMART),HCL America, C-Dot,CMC CEO Brijesh Agarwal BMS Lucknow University, PGDBM NIILM, Delhi Co-Founder, IndiaMART, Miebach Logistics India Pvt .Ltd. Whole time Director Prateek Chandra CA, B
Slide 110: Independent and Non-Executive Directors
Independent and Non-Executive Directors Vivek Narayan Gour Rajesh Sawhney Elizabeth Lucy Chapman Dhruv Prakash Independent Director Independent Director Independent Director Non-executive Director Education Education Education Education • Bachelor’s degree from • Bachelor’s degree in • Chartered Fin
Slide 111: Stronger Together
Stronger Together 3,835* Employees 23% Employees with 5+ years ~ 24% Females *Employees for IndiaMART standalone business as on 30th June 2022 110 IndiaMART InterMESH Ltd
Slide 112: Shareholding Pattern
Shareholding Pattern Institutional investors holding greater than 1% of the total number of shares Total Equity Shares Outstanding as on June 30, 2022 – 30,614,574 • Arisaig Asia Consumer Fund Limited 18% • Westbridge Crossover Fund, LLC 5% • UTI Flexi Cap Fund 49% • Arisaig Global Emerging Markets
Slide 113: Awards & Recognitions
Awards & Recognitions “Most Promising ‘Bada Aasaan Hai’ received “Certificate of Company of the the ‘Best Video Content in a Recognition” for Year” at the CNBC B2B Marketing Campaign cooperation with Awaaz CEO Awards Award’ at the Video Media Intellectual Property Right Awards & Summit, 2020 Holders
Slide 114: Corporate Office
Corporate Office Tower 2, Assotech Business Cresterra, Floor No.6, Plot No.22, Sec 135, Noida-201305, U.P. Registered Office: 1st Floor, 29-Daryaganj, Netaji Subash Marg, Delhi – 110002. For any queries, please contact: investors@IndiaMART.com CIN :L74899DL1999PLC101534