Slide 1: MakeMyTrip Limited Investor Presentation
MakeMyTrip Limited (NASDAQ: MMYT) Investor Presentation February 2022
Slide 2: Safe Harbour
Safe Harbour This presentation contains certain statements concerning MakeMyTrip’s (MMYT) future growth prospects and forward-looking statements, as defined in the safe harbor provisions of the U.S. Private Securities Litigation Reform Act of 1995. These forward-looking statements are based on the M
Slide 3: Key Highlights
Key Highlights 1 India is fast growing economy with a large travel market and growth opportunity 2 Strong Market Leadership across Travel Segments in India 3 Travel Super App – One Stop Shop for All Types of Travel and Related Ancillary Services 4 Top Brands in the Travels space with significant bra
Slide 4: Multiple Tailwinds to Drive India's Low e-commerce Penetration Higher
Multiple Tailwinds to Drive India’s Low e-commerce Penetration Higher Large Economy with High Growth Forecasted1 Largest Young Population3 to Drive Digital Adoption 2020 2021 2022 44% 49% 7% -8.0% 11.5% 6.8% 29% 59% 12% 2.3 % 8.1% 5.6% -3.4% 5.1% 2.5% 31% 52% 17% India to Become $5 Trillion Economy
Slide 5: Large Travel Segments with Low Online Penetration and Long Term Growth Potential
Large Travel Segments with Low Online Penetration and Long Term Growth Potential Flight Ticketing Hotel Booking Inter-City Bus Ticketing ✓ Leading Domestic & International Market ✓ Large Domestic & Outbound Opportunity Share in Long Term Growth Air Travel Market ✓ High Fragmentation of Bus Operators
Slide 6: Wide Range of Hotel Options
Wide Range of Hotel Options Premium (5 stars) Mid Tier (3 & 4 stars) Budget • Positioning MakeMyTrip as Premium Brand • Expanding Selection & Choice • Budget Certification Program • Leveraging Loyalty Programs to Drive Retention • Further Driving Online Bookings • Good Ratings & Standard Amenities •
Slide 7: Alternative Accommodations – Emerging choice during pandemic
Alternative Accommodations – Emerging choice during pandemic and Long Term Growth Opportunity • Alternative to Traditional Hotel Experience – Social Distancing Friendly • Supported by Customer Service Pledge & Guarantee • Broadens Customer Reach • Marketing via Traditional & Social Media Channels •
Slide 8: redBus – Leading Bus Ticketing Brand with Full Stack Technology Solutions
redBus – Leading Bus Ticketing Brand with Full Stack Technology Solutions including Supply GDS • Leading Bus Ticketing Brand with Superior Customer Experience • Comprehensive Selection & Choice of Intercity Bus Operators (Public & Private) • Live Bus Tracking & Fleet Management Platform • Supplier P
Slide 9: Holidays & Activities Integration Further Driving Connected Trip Experience
Holidays & Activities Integration Further Driving Connected Trip Experience Curated Holiday Packages with Deep Integration of Add On & Cross Sell Services Wide Availability of Activities (Cabs & Activities) & Experiences Offered 9
Slide 10: Ground Transportation – Cabs, Trains & Metro Ticketing Extending Customer Reach
Ground Transportation – Cabs, Trains & Metro Ticketing Extending Customer Reach Outstation Cabs Airport Cabs • Convenience of online booking • Convenience of attaching cab while booking • Option to pay via multiple payment options a flight • Ability to compare prices & cab categories • Easy and quic
Slide 11: Increasing Focus on Gaining Greater Corporate Travel Wallet Share
Increasing Focus on Gaining Greater Corporate Travel Wallet Share India’s First Comprehensive Self Serve Solution 100% Online Enterprise Platform • Simplified User & Booking Experience • Personalized Content and Features for Travel Policy Approvals Bookings Corporates • Automated Invoice 2 Product M
Slide 12: Brand Expansion into Gulf Cooperation Council (GCC) Region
Brand Expansion into Gulf Cooperation Council (GCC) Region International Platform with Localized Offerings • Growth Market with High Digital Reach • Global Supply Inventory Provides Competitive Advantage • High GDP per Capita • Targeted Products Catering to Local Travel Preferences • Primarily Offli
Slide 13: Robust & Innovative Technology Platform to Drive Super App Vision
Robust & Innovative Technology Platform to Drive Super App Vision Travel Super App Trip Ideas Enhanced Discoverability Big Data & AI Driven Cross Sell Experience Contextualized Prompts Universal Search Trip Planning Linked to Common Backend Platform Booking Area Guides to Build Trust to Drive Faster
Slide 14: Multiple Tech Enabled Distribution Channels to Aggregate Demand
Multiple Tech Enabled Distribution Channels to Aggregate Demand B2C B2B2C myPartner – Offline & Local Travel Franchise Network for Offline Agents Booking Platform (22,000+ Sales Mobile Apps & Mobile Websites registered travel agents) Holiday Experts Assisted Holiday Package Sales Desktop Websites 14
Slide 15: Market Leader with Superior Domestic Brand Awareness
Market Leader with Superior Domestic Brand Awareness Top Of Mind Awareness1 47 15 6 2 MakeMyTrip gobibo Yatra Others Consideration Top Box Score2 46 14 6 3 MakeMyTrip gobibo Yatra Others Source: September 2021 KANTAR Brand Health Report commissioned by Company 1 Top of Mind Awareness; Survey Questio
Slide 16: Improved Loyalty Programs & High Repeat Business
Improved Loyalty Programs & High Repeat Business MMTBLACK (MakeMyTrip) goTribe (Goibibo) • Relaunched September 2020 • Spend based program • More benefits for members – extra discounts, cashbacks, free • 2 tiered program with upgrade options upgrades • Exclusive discounts & perks (early check ins, w
Slide 17: The MakeMyTrip Foundation - Corporate Social Responsibility
The MakeMyTrip Foundation - Corporate Social Responsibility Responsible Tourism Ecological Balance Upcoming Projects • Boost cleanliness and sanitation in • Dense afforestation using the • Destination level integrated rural tourism popular tourism spots – Miyawaki Technique of Plantation pilot initi
Slide 18: Experienced Founding & Management Team Driving Execution
Experienced Founding & Management Team Driving Execution Deep Kalra Rajesh Magow Mohit Kabra Founder & Group Executive Chairman Co-Founder & Group CEO Group Chief Financial Officer • Started MakeMyTrip in 2000 • Senior founding team member • 27+ Years of Experience • Group Chairman • Member of the B
Slide 19: Financial Overview
Financial Overview make yy trip goibibo 7 ' Dil toh roaming hai
Slide 20: Leading Indian OTA with Unrivaled Business Scale & Strength Entering COVID19 Pandemic
Leading Indian OTA with Unrivaled Business Scale & Strength Entering COVID19 Pandemic (FY2020) Hotels & Packages Bus Ticketing Air Ticketing $886 million $3.6 billion $1.6 billion Gross Bookings Gross Bookings Gross Bookings 42.1 million 78.6 million 29.6 million Flight Segments Booked Bus Tickets S
Slide 21: Adjusted Margin Growth & Improving Business Mix Since ibibo Group Merger
Adjusted Margin Growth & Improving Business Mix Since ibibo Group Merger $ in Millions Air Ticketing Hotels & Packages $249.7 $360.1 $351.6 $234.2 $313.7 $202.1 FY18 FY19 FY20 FY18 FY19 FY20 Adjusted Adjusted 7.5% 7.3% 7.0% 22.6% 23.2% 22.1% Margin % Margin % Segment Segment 35.0% 34.8% 34.5% Mix %
Slide 22: Cost Structure Optimizations Since Merger
Cost Structure Optimizations Since Merger Focused on Marketing, Sales Promotion & Customer Inducement Spend Efficiencies 20% Operating Costs as % of Gross Bookings 15.9% 15% 1.7% 14.2% 12.9% 12.6% 11.1% 6.6% 2.6% 10% 5.9% Right sized unit economics 9.8% 1.4% 3.5% 2.3% 1.8% 3.6% 2.8% 0.8% 5% 1.6% 1.5
Slide 23: Strong Business Recovery Following End of Nationwide Pandemic Lockdown
Strong Business Recovery Following End of Nationwide Pandemic Lockdown & 2nd COVID Wave Peak in May 2021 $ in Millions Adjusted Margin Air Ticketing Hotels & Packages $20 Bus Ticketing Others $60 $60 $54.1 $52.9 $10 $50 $14.1 $50 $38.2 $38.6 $40 $35.6 $35.5 $11.0 $40 $9.0 $5.9 $10 $7.9 $5.2 $30 $25.
Slide 24: Accelerated Cost Optimization to Recover Faster & Better Post Pandemic
Accelerated Cost Optimization to Recover Faster & Better Post Pandemic Significantly Improved Liquidity to Weather Near Term Volatility via Convertible Note Issuance Covid19 2nd Wave Peak in May 2021 (in $ millions) Q1 FY21 Q2 FY21 Q3 FY21 Q4 FY21 Q1 FY22 Q2 FY22 Q3 FY22 Gross Booking $64.5 $213.0 $
Slide 25: Thank You
Thank You make yy trip goibibo 0s ' Dil toh roaming hai