Fsn E-commerce Ventures Ltd. · NSE:NYKAA
Fsn E-commerce Ventures — Investor Day (June 2022)
99 slides from Fsn E-commerce Ventures's investor day presentation, Jun 23, 2022
Slide 1: Exchange filing letter: Investor Presentation
FSN E-Commerce Ventures Limited ([ormerlv 'FSN £-Commerce Ventures Private Limited') June 23, 2022 National Stock Exchange of India Limited BSE Limited Exchange Plaza, 5 th Floor, Corporate Relationship Department, Plot No. C/1, G Block, 2 nd Floor, New Trading Wing, Bandra -Kurla Complex, Rotunda B
Slide 2: Investor & Analyst Day
Investor & Analyst Day June 2022 FSN E-Commerce Ventures Limited
Slide 3: Disclaimer
Disclaimer By attending the presentation or by reading the presentation slides you agree to be bound as follows: This Presentation is prepared by FSN E-Commerce Ventures Limited (“Company”) and is for information purposes only without regards to specific objectives, financial situations or needs of
Slide 4: Today's Presenters
Today’s Presenters Falguni Nayar Anchit Nayar Adwaita Nayar Executive Chairperson, Chief Executive Officer, Co-Founder & Chief Executive Officer, Managing Director and Chief Executive Officer Beauty E-Commerce(1) Fashion(2) Vikas Gupta Arvind Agarwal Chief Executive Officer, Chief Financial Officer
Slide 5: Agenda
Agenda 1. Beauty & Personal Care 16:00 – 16:30 2. Fashion 16:30 – 17:00 3. eB2B: SuperStore by Nykaa 17:00 – 17:30 4. Financials 17:30 – 17:45 5. Key Strategy 17:45 – 18:00 6. Q&A 18:00 – 19:00
Slide 6: Section 01: Beauty & Personal Care
SECTION 01 Beauty & Personal Care
Slide 7: Total Addressable Market – BPC (India)
Total Addressable Market – BPC (India) All Values in USD Bn 5-year CAGR 12% 28 Evolving to serve the rapidly growing BPC Market ~34 - 40% 20-25% • Adoption of Omnichannel play at early stage to address the rapidly growing BPC market 16 ~23 – 26% 30-35% • Launch of eB2B and GT/MT stores to connect wi
Slide 8: Key Drivers for Growth – BPC
Key Drivers for Growth – BPC Growth in BPC spend by Rise of spend in specialized Premiumization Millennials & Gen Z BPC Categories Growth in Discretionary spend Emergence of efficacious Upgrading to more premium products among the Millennials and Science-Led, Conscious, Clean due to increased awaren
Slide 9: One of India's largest Specialty BPC Platform
One of the India’s largest Specialty BPC Platform(3) Rs 49,987 MM(1) GMV (+49% YoY) 8.4 MM(1) Annual Unique Transacting Customers (+49% YoY) 4.4 MM(1) New Customers (+49% YoY) 47.3 MM(1) App download 20.8 MM(1) Monthly Average 27 MM(1) Orders 73%(1) from existing buyers vs 55%(2) Unique Visitors (GM
Slide 10: Deep relationships with a diverse set of domestic & international brands
Deep relationships with a diverse set of domestic & international brands GMV – Category Mix Curation SKU Count (1) FY22 YoY Makeup 97K+ 1.4x Skin 45K+ 1.5x Hair 21K+ 1.6x Others 134K+ 1.8x Others: Personal Care, Fragrance, Mom & Baby, Health & Wellness, and Appliances 3,000+(1) Brand Partners 1. As
Slide 11: Creating, acquiring, and scaling a portfolio of consumer-first brands
Creating, acquiring, and scaling a portfolio of independent and new age consumer-first brands Derma based Skincare Skincare India’s first Korean Makeup Celebrity Beauty beauty brand 3.1 million Annual Unique Transacting customers transacted in Owned Brands in FY2022
Slide 12: Creating, acquiring, and scaling a portfolio of consumer-first brands (cont.)
Creating, acquiring, and scaling a portfolio of independent and new age consumer-first brands Sustainable Skin & Fragrance Nutraceutical Premium skincare Personal care Bath & Body beauty brand solutions Acquisition 11.2% of the BPC GMV from Owned Brands in FY2022
Slide 13: Importer and Distributor for some of the renowned global brands
Importer and Distributor for some of the renowned global brands Brand Importer Distributor Retailer Customer NYKAA ONE STOP SHOP MARKET ENTRY REGISTRATION IMPORT LOGISTICS WAREHOUSING BRAND CUSTODIANS RETAIL STRATEGY Importer-Distributor business: operates like a Brand Satellite office, co-creates s
Slide 14: 22 Global Brands
Importer and Distributor for some of the renowned global brands 22(1) Global Brands Charlotte Tilbury Huda Beauty e.l.f. Cosmetics Lime Crime Morphe Murad Nudestix Pixi Rimmel London Sally Hansen Sol de Janeiro Tangle Teezer Enabling International Brands to target ~15 million (1) beauty enthusiasts
Slide 15: Nykaa is Most Loved & Largest Beauty Retail Platform
Nykaa is Most Loved & Largest Beauty Retail Platform(3) TV Campaigns Digital Only Campaigns Strength Across Platforms #InnerDevi 13 million+(1) Social Media followers #12DaysOfJoy as on March 31, 2022 5,403(1) #NykaatakesPride Influencers as on March 31, 2022 ~23 million(1) Explore (Watch & Buy) pos
Slide 16: Being a Content First Retailer
Being a Content First Retailer: Perceived as an educator, helping customers keep up with trends Participate in Pop culture to stay relevant Toast to individuality Nykaa differentiated* v/s Competition on: • Best in class on beauty and personal care •Educator of beauty tips/complete look •Keeps me up
Slide 17: New ways of shopping: Watch & Buy Live
New ways of shopping: Watch & Buy Live
Slide 18: Expanding our Physical Stores network
Expanding our Physical Stores network Stores Count 34 67 73 105 3,293 1,916 1,734 728 GMV (Rs million) FY2019 FY2020 FY2021 FY2022 GMV Share(1) 7.5% (As % of Overall BPC) 4.5% 7.0% 5.7% 6.6% Q4 FY2022 Capex (Rs million) 124 192 33 185 Cities Count 21 37 38 49 ~80%(4)of Stores were EBITDA +ve in FY20
Slide 19: Strengthening our Omnichannel Model
Strengthening our Omnichannel Model • Dedicated BA support of 479(1) with strong training for personalized selling through recommendations • Capability for hyperlocal delivery, and to accept endless aisle orders making its entire online • Displays the prestige brands assortment available to the stor
Slide 20: Nykaa: Partner of choice for Estee Lauder Premium Salons
Nykaa: Partner of choice for Estee Lauder Premium Salons AVEDA • 9,000+ Aveda Salons & Spas across 40 countries • Owned by Estee Lauder Companies, Aveda is one of the global leader in natural luxury hair products and services One-stop-destination AVEDA partnership Salon footprint In the form of a un
Slide 21: Fulfillment Centre
Fulfillment Centre
Slide 22: National Fulfillment to Regional Fulfillment
National Fulfillment to Regional Fulfillment – Going closer to Customers Particulars FY2021 FY2022 27,800+(1) pincodes served Warehouse (#) 18 23 Improving serviceability from 86% in Capacity (Lacs sq. ft) 5.8 8.2 FY2021 to 98% in FY2022 Capacity (YoY growth) +40% Cities (#) 6 11 Punjab (1) Delhi (7
Slide 23: Enhancing the fulfilment capabilities
Enhancing the fulfilment capabilities Split Shipment Ratio Air Shipments Share Reduced Split Shipment Ratio over the last 4 Quarters Reduced Air Shipment share over the last 4 Quarters Q1FY2022 Q2FY2022 Q3FY2022 Q4FY2022 Q1FY2022 Q2FY2022 Q3FY2022 Q4FY2022 Fulfilment Expenses (As % of Consol. Revenu
Slide 24: Section 02: Fashion
SECTION 02 Fashion
Slide 25: Total Addressable Market – Fashion (India)
Total Addressable Market – Fashion (India) All Values in USD Bn 5-year CAGR Key Drivers 18% 124 Growth in Fashion spend by Millennial + Gen Z ~33 -39% 22-27% Increasing Fashion spend beyond Tier 1 cities ~ 25 -29% 35-40% 54 STORE Rising influence of Social Media 12% 26% Emergence of microsegment dem
Slide 26: Existing Gaps in the online Fashion Market
Existing Gaps in the online Fashion Market Current Market Gaps Discount-driven platforms with limited focus on trends and new season styles Customers feel overwhelmed with the excessive number of SKUs they have to sort through to find the right pieces for themselves Brands don’t get the avenue to bu
Slide 27: Our vision for Nykaa Fashion
Our vision for Nykaa Fashion “ “ Inspiring Indian women and men to make fashion & lifestyle choices that best suit them. • Offer breadth of categories while • Acquire customers that are driven by fashion forward trends, design and quality curating the depth in each category Ensuring Acquiring a comp
Slide 28: Our Pillars of Growth: Assortment – Achieved significant scale
Our Pillars of Growth : Assortment – Achieved significant scale in a short span Our teams have scaled onboarding dramatically over years From being a predominantly women’s business, we’ve - brands have grown ~4x in the last 2 years and SKUs have rapidly expanded into new divisions and categories wit
Slide 29: Our Pillars of Growth: Assortment – Differentiated assortment
Our Pillars of Growth : Assortment – Maintaining a differentiated assortment While scaling our assortment in absolute terms, we’ve ensured that we cater to our customers across different price points and have a differentiated offering across price ranges We have created on-site properties like Budge
Slide 30: Our Pillars of Growth: Hidden Gems range
Our Pillars of Growth : Assortment – Maintaining a differentiated assortment A glimpse of our Hidden Gems range…
Slide 31: Our Pillars of Growth: Hidden Gems range
Our Pillars of Growth : Assortment – Maintaining a differentiated assortment A glimpse of our Hidden Gems range…
Slide 32: Our Pillars of Growth: Building Our Brand – Awareness Campaigns
Our Pillars of Growth : Building Our Brand – Awareness Campaigns We launched Alaya F as the face of Nykaa Fashion with TV and digital campaigns Created celebrity campaigns for festivals like Rakhi, Onam, Durga Our first ever campaign during Diwali season got a reach of 17.5 million Puja to dominate
Slide 33: Our Pillars of Growth: Building Our Brand – Content and Education
Our Pillars of Growth : Building Our Brand – Content and Education Worked with 1,170 influencers with 135 M reach for IG, YT, FB, etc. Influencer Partnerships Collaborated with Filter Copy for digital Revamped media assets – Style reach of ~4M Advisory services Integrated video content and shopping
Slide 34: Our Pillars of Growth: Product Discovery – Division-led focus
Our Pillars of Growth : Product Discovery – Division-led focus across touch points Across different points in the buying journey, we enable our customers to easily choose their division to view the assortment and engage with the content that’s truly meaningful for them Streamlined the journey by hel
Slide 35: Our Pillars of Growth: Product Discovery – Curated Stores and Collections
Our Pillars of Growth : Product Discovery – Curated Stores and Collections We’ve built curated stores and purchase journeys across PLPs and PDPs, keeping in mind key categories and buyer segments to truly inspire and guide our customers
Slide 36: Our Pillars of Growth: Product Discovery – An engaging shopping flow
Our Pillars of Growth : Product Discovery – An engaging shopping flow We’ve added product features core to the Fashion business to nudge the customer to experience more from collections, brands and styles they might be interested in My Nykaa Fashion section has Introducing widgets like pair it been
Slide 37: Our Pillars of Growth: Flexible fulfilment models supported by Tech
Our Pillars of Growth : Flexible fulfilment models supported by Tech While majority of our business is driven by marketplace, we’ve built the tech and ops capabilities in-house to cater to our customers via inventory-led and other hybrid models Our Capabilities Inventory Led Marketplace B2B2C Buys f
Slide 38: Where we stand today
Where we stand today Our growth levers have held us in good stead and helped us achieve rapid growth in a highly competitive environment… GMV (Rs million) New Customers (million) Orders (million) 2-year CAGR: 206% 17,516 5.2 1.6 6,530 2.4 0.6 1.1 1,868 0.1 FY2020 FY2021 FY2022 FY2020 FY2021 FY2022 F
Slide 39: Our Owned Brands have been critical in our growth story
Our Owned Brands have been critical in our growth story Key Drivers No. of owned brands in our portfolio 7.8% Rise in demand for D2C brands catering to specific / niche needs 6 Plugging assortment gaps in key categories like athleisure, occasion wear (Indian and 6.7% western) 12.5% 2 1 Expansion of
Slide 40: Our Portfolio continues to grow YoY across categories
Our Portfolio continues to grow YoY across categories Brand Types FY20 FY21 FY22 FY23 till now… Acquired Built Internally Masaba (NYKD), Nikhil Collaborations Thampi (RSVP), AlayaF (XXD) Women’s Western Categories Lingerie Athleisure Jewellery, Accs. Bags, Footwear Home Men’s Inner wear Indian Wear
Slide 41: Our Portfolio continues to grow YoY across categories
Our Portfolio continues to grow YoY across categories Apparel, Footwear & Jewelry & Bags Accessories Lingerie Indian wear Curated western & Athleisure wear Acquisition 0.2 million Annual Unique Transacting customers transacted in Owned Brands in FY2022
Slide 42: Our Portfolio continues to grow YoY across categories
Our Portfolio continues to grow YoY across categories Bags and Footwear Curated Indian wear Premium women’s Activewear Acquisition 7.8 % of the Fashion GMV from Owned Brands in FY2022
Slide 43: Strategic collaborations to build trend-forward brands
Strategic collaborations to build trend-forward brands Collaboration with renowned figures from Fashion Industry to launch new trendy collection under our House of Brands
Slide 44: Nikhil Thampi by Nykaa Fashion
nikhilthampi VC! BY NYKAA FASHIOl
Slide 45: Slide 45
Slide 46: Sleepwear designed by Masaba
SLEEPWEAR DESIGNED BY magaba LET'S TIE THE KNOT magaba Nigéd
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Slide 48: Channel Expansion across brands – building their own identity
Channel Expansion across brands – building their own identity EBOs Third party platforms (Myntra, Ajio, Amazon, etc.) D2C Websites MBOs
Slide 49: Channel Expansion across brands – D2C
Channel Expansion across brands – building their own identity (D2C)
Slide 50: Channel Expansion across brands – retail
Channel Expansion across brands – building their own identity (retail) Twenty Dresses MBO outlets Rendition for Nykd’s upcoming EBO
Slide 51: Looking ahead – the omnichannel play
Looking ahead – the omnichannel play Assortment in focus Owned Brands – avenue to acquire new customers and increase brand awareness Global Store brands – strategically partner with brands to position ourselves as a global brands’ retailer Curated Hidden Gems – As a key peg for Nykaa Fashion, showca
Slide 52: Section 03: eB2B: Serving the Underserved via Technology
SECTION 03 eB2B: Serving the Underserved via Technology
Slide 53: Market Overview
Market Overview sf SUPERSTORE
Slide 54: Unorganised Trade to Remain Significant, Despite High Growth in Organized Trade
Unorganised Trade to Remain Significant, Despite High Growth in Organized Trade All Values in USD Bn 28 12% 5-years CAGR ~34 - 40% 20-25% 16 41-50% consumption will continue to come ~23 – 26% 30-35% 8% from Unorganized trade (GT) while overall 19% market grows in double digits – 12% 72% ~0 - 4% 41-5
Slide 55: The Current Distribution Ecosystem Suffers from Many Inefficiencies
The Current Distribution Ecosystem Suffers from Many Inefficiencies Fragmented Distribution Retailer Remains Not a level playing field Little Innovation/ Underserved Capital infusion Dominance of large FMCG Poor fill rates, poor credit Next Generation not brands -> Entry barriers for coverage & limi
Slide 56: Introducing Superstore by Nykaa
Introducing Superstore by Nykaa 55
Slide 57: One Stop E-Commerce Platform for Retailers
One Stop E-Commerce Platform for Retailers Brand/ Distributor Wholesaler Manufacturer Retailer Focus on Focus on Beauty and Underserved Personal Care & Retailers (beyond Wellness Kirana) categories Serving the Underserved
Slide 58: Our Value Proposition, to Serve the Underserved (1/2)
Our Value Proposition, to Serve the Underserved (1/2)
Slide 59: Our Value Proposition, to Serve the Underserved (2/2)
Our Value Proposition, to Serve the Underserved (2/2) A Democratised Distribution Channel Powered by Advisory & Advocacy
Slide 60: Our Right To Win Comes From Who We Are & the Choices We Made
Our Right To Win Comes From Who We Are & the Choices We Made Who we Are Choices we made Intimate customer ✓ Focus on BPC/Wellness category – High understanding value density, High margin category Deep brand ✓ Focus on underserved channels - beyond partnerships Kirana Beauty Expertise & ✓ Focus on se
Slide 61: Performance Snapshot
Performance Snapshot sf SUPERSTORE
Slide 62: Early Days of Performance Showing Strong Product Market Fit (1/3)
Early Days of Performance Showing Strong Product Market Fit (1/3) ~45K transacting retailers from 20X growth in GMV 500+ cities 20X 18X Oct Nov Dec Jan Feb March April May Oct Nov Dec Jan Feb March April May Total Customers (#) Monthly MRP Sales (Rs Lacs) 1. March’22, April’22 – Warehouse and Legal
Slide 63: Early Days of Performance Showing Strong Product Market Fit (2/3)
Early Days of Performance Showing Strong Product Market Fit (2/3) 80% of Sales coming from 2/3rd sales coming from T2 & below cities underserved channels outside Kirana 20% 45% 37% 63% 31% Metro & Tier 1 Tier 2 Tier 3 Non-Kirana Kirana 67% of sales coming from repeat customers at 2X order frequency
Slide 64: Early Days of Performance Reflecting Strong Product Market Fit (3/3)
Early Days of Performance Reflecting Strong Product Market Fit (3/3) Type of Brand Use Case Examples DTC/ Mamaearth, The Man Company, Access To A Large Retailer Base Challenger Brands Plum, WOW Enable Top-up Purchase & Tail SKUs HUL – Axe, P&G - Olay Enable Non-core Innovation Marico - Parachute – O
Slide 65: Building The Business Strategically
Building The Business Strategically
Slide 66: Healthy Mix of 150+ Brands Onboarded and Growing
Healthy Mix of 150+ Brands Onboarded and Growing Type of Brand Category Imports & Large MNC National DTC Regional Owned Brands Parachute (Marico), Keo Karpin, Hair Dove (HUL), Head & Chik, Indica, Nyle, WOW skin science Nykaa Naturals Kumarika Shoulders (P&G) Fem (Dabur), Olay SebaMed, VLCC, Just He
Slide 67: Technology Enabled Supply Chain To Achieve Service Excellence, at Best Cost
Technology Enabled Supply Chain To Achieve Service Excellence, at Best Cost Being Close To The Drive High Levels Of fill Achieve Best In-class Customer Distributed Warehouse Rates SLAs & Cost Superior Analytics to reduce Build hybrid logistics model Strategy focused on out of stock & build Demand de
Slide 68: Technology Powering Customer Acquisition & Growth Through Right Channels
Technology Powering Customer Acquisition & Growth Through Right Channels 1 2 3 Business Development PR & Executives (BDE) Tele-Sales Performance To drive upsell, Marketing To acquire and handhold retailers in frequency and To drive unassisted the transition loyalty management sales, from offline to
Slide 69: Building The Business Sustainably
Building The Business Sustainably 68
Slide 70: Unit Economics From A Store Perspective
Unit Economics From A Store Perspective Market Size Store Level Avg. 1.5 MN Outlet Universe INR 50K/store/month 500k Addressable Universe (Phase 1) Avg. INR 90K/ store/month (~60% contribution to sales) 1. Source: Nielsen, Internal Survey USD 3-4 BN GMV Opportunity 2. Store Level Numbers are for BPC
Slide 71: Understanding eB2B Industry Unit Economics
Understanding eB2B Industry Unit Economics Industry Benchmarking for Unit Economics (at scale) 10-12% 4-6% 5-6% Current Industry GM % Fulfillment S&D and Other Monetisation EBITDA GM% (at scale) Cost Overheads (data + advertising) Potential Revenue (at scale) 1. Source: Multiple Industry Reports 2.
Slide 72: Investment Light Business Model In Steady State
Investment Light Business Model In Steady State Investments Inventory/ Warehouse Early years cash burn Working Capital Infrastructure/Capex to hit scale B2B investment as % revenue significantly lower than B2C business
Slide 73: Key Success Factors On The Path To Scale and Profitability
Key Success Factors On The Path To Scale and Profitability 1 2 3 4 5 New Customer SLA Repeat Gross Inventory Acquisition v/s Behavior Margins Cover Fulfillment Cost
Slide 74: Section 04: Financials
NIA SECTION 04 Financials
Slide 75: FY2022: Consolidated Financials
FY2022: Consolidated Financials All Values in Rs million Margin % to Revenue 3-year CAGR: 48% 37,739 38.9% 42.9% 38.9% 43.6% 16,439 Gross Profit Revenue 24,409 17,675 9,483 7,581 11,590 4,506 FY2019 FY2020 FY2021 FY2022 FY2019 FY2020 FY2021 FY2022 2.1% 4.7% 6.4% 4.3% (2.3)% (1.2)% 2.5% 1.1% 616 413
Slide 76: Gross Profit Margin & Key Operating Expenses
Gross Profit Margin(1) & Key Operating Expenses % of Revenue from operations Gross Margin 46.3% 42.9% 43.6% 42.7% 43.7% 41.8% 41.2% 40.6% 38.9% 38.9% 13.7% 13.7% 11.8% 11.4% 12.7% 9.5% 11.4% 12.0% 11.1% 9.5% 10.3% 10.6% 10.1% 10.5% 9.3% 9.7% 8.4% 11.1% 9.2% 9.3% 9.6% 8.9% 8.6% 7.5% 8.6% 8.9% 8.5% 7.
Slide 77: Vertical Financials – Strong EBITDA growth in BPC & investing in Fashion and New Business
Vertical Financials – Strong EBITDA growth in BPC & investing in Fashion and New Business for future growth (All amounts in ₹ million, unless otherwise stated) FY 2022 FY 2021 Particulars BPC Fashion Others Total BPC Fashion Others Total GMV 49,987 17,516 1,829 69,332 33,542 6,530 389 40,460 Growth
Slide 78: FY2022: Consolidated P&L
FY2022: Consolidated P&L (All amounts in ₹ million, unless otherwise stated) For the year ended Quarter Ended Particulars YoY Growth Mar-22 Mar-21 Mar-22 Mar-21 YoY Growth Dec-21 QoQ Growth Revenue from Operations 37,739 24,409 55% 9,733 7,405 31% 10,984 -11% Cost of goods Sold 21,300 14,926 43% 5,4
Slide 79: Section 05: Key Strategy
Others SECTION 05 Key Strategy
Slide 80: Diversification to address larger TAM in India
Diversification to address larger TAM in India Consolidated GMV FY2019 FY2020 FY2021 FY2022 2.6% 1.0% 7.0% 1.7% 16.1% 25.3% 98.3% 92.7% 82.9% 72.1% Rs. 16,501 million Rs. 26,849 million Rs. 40,460 million Rs. 69,332 million 63% YoY Growth 51% YoY Growth 71% YoY Growth BPC Fashion Others Others inclu
Slide 81: Growth cycle of BPC and Fashion business
Growth cycle of BPC and Fashion business 80000 All Values in Rs million 173% YoY Growth % 237% 271% 70000 101% 54% 35% 49% 60000 49,987 50000 BPC 40000 33,542 30000 24,899 20000 16,219 10000 8,079 2,958 236 797 0 FY2015 FY2016 FY2017 FY2018 FY2019 FY2020 FY2021 FY2022 562% 250% 168% 17,516 Fashion F
Slide 82: Accelerated customer acquisition through investments in marketing
Accelerated customer acquisition through investments in marketing BPC Fashion New Customers (in million) New Customers (in million) 45% 34% 30% 27% 100% 91% 74% 4.4 3.1 3.0 1.6 2.4 0.6 0.003 0.1 FY2019 FY2020 FY2021 FY2022 FY2019 FY2020 FY2021 FY2022 13.7% 12.1% 5.9% 9.5% 19.2% 17.6% 27.4% Marketing
Slide 83: BPC: Focus on visitor quality optimization and platform experience
BPC: Focus on visitor quality optimization and platform experience to drive long term sustainable user behavior Orders (in million) 27.0 17.0 17.1 Existing vs New(1) Customers Visits (in million) 11.0 (GMV Share) 881 Existing New FY2019 FY2020 FY2021 FY2022 Visit to Order Conversion 2.9% 3.0% 2.6% 3
Slide 84: Fashion: Focus on visitor quality optimization and platform experience
Fashion: Focus on visitor quality optimization and platform experience to drive long term sustainable user behavior Early Stage Visits (mn) vs Orders (mn) Scale Up FY2021 FY2022 AOV (₹) 1.4 3,590 3,632 140 1.4 1.3 1.3 3,170 3,257 3,064 2,905 1.2 120 1.2 2,343 2,207 115 115 113 100 1 98 0.8 80 0.8 0.
Slide 85: Acceleration in growth through portfolio of owned brands
Acceleration in growth through portfolio of owned brands Owned Brands GMV (Rs million) - BPC Owned Brands GMV (Rs million) - Fashion 5,578 Includes Dot & Key GMV post acquisition 3,459 2,898 1,372 435 233 FY2020 FY2021 FY2022 FY2020 FY2021 FY2022 11.6% 10.3% 11.2% 12.5% 6.7% 7.8% Acquired 18.51% sta
Slide 86: Improving Unit Economics through Strategic Focus
Improving Unit Economics through Strategic Focus (All amounts in ₹ million, unless otherwise stated) FY 2022 Q4 22 Particulars BPC Fashion Others Total BPC Fashion Others Total GMV 49,987 17,516 1,829 69,332 12,485 4,827 667 17,979 Growth 49% 168% 371% 71% 29% 84% 359% 45% NSV 30,632 5,728 758 37,11
Slide 87: Glossary
Glossary Term Description Unique customers identified by their email-id or mobile number who have placed at least one Order on our websites, mobile applications or physical stores during the last 12 months ended as on Annual Unique Transacting Customers measurement date. Annual Transacting Customers
Slide 88: Thank you
Thank you
Slide 89: Annexure
Annexure
Slide 90: BPC: Driving customer acquisition and retention across the funnel journey
BPC: Driving customer acquisition and retention across the funnel journey All values in million unless mentioned otherwise App Downloads(1) 47.3 881 659 575 Visits 32.8 378 22.7 14.3 FY2019 FY2020 FY2021 FY2022 FY2019 FY2020 FY2021 FY2022 27.0 20.8 MAUV(2) Orders 17.0 17.1 13.5 12.2 11.0 9.1 FY2019
Slide 91: BPC: Driving customer acquisition and retention across the funnel journey
BPC: Driving customer acquisition and retention across the funnel journey All values in million unless mentioned otherwise 8.4 New Customers TTM Customers 5.3 5.6 4.4 3.1 3.5 3.0 2.4 FY2019 FY2020 FY2021 FY2022 FY2019 FY2020 FY2021 FY2022 Existing vs New(1) Customers Existing New 1,963 30% 27% 34% 1
Slide 92: Fashion: Early-stage business focused on customer acquisition and penetration
Fashion: Early-stage business focused on customer acquisition and penetration All values in million unless mentioned otherwise App Downloads(1) 25.2 441 Visits 10.9 172 2.2 38 0.0 0.1 FY2019 FY2020 FY2021 FY2022 FY2019 FY2020 FY2021 FY2022 15.3 MAUV(2) Orders 5.2 5.8 2.4 1.7 1.1 0.4 0.03 FY2019 FY20
Slide 93: Fashion: Early-stage business focused on customer acquisition and penetration
Fashion: Early-stage business focused on customer acquisition and penetration All values in million unless mentioned otherwise New Customers TTM Customers 1.8 1.6 0.6 0.6 0.1 0.1 0.003 0.003 FY2019 FY2020 FY2021 FY2022 FY2019 FY2020 FY2021 FY2022 Existing vs New(1) Customers Existing New 3,420 AOV (
Slide 94: Beauty and Personal Care | Visits and Monthly Average Unique Visitors
Beauty and Personal Care | Visits and Monthly Average Unique Visitors Visits (in million) 34% YoY 881 FY2021 FY2022 659 575 220 232 214 171 201 194 215 378 93 FY2019 FY2020 FY2021 FY2022 Q1 Q2 Q3 Q4 Monthly Average Unique Visitors (in million) 54% YoY FY2021 FY2022 21 21 22 21 19 16 17 14 12 13 9 8
Slide 95: Beauty and Personal Care | Orders and AOV
Beauty and Personal Care | Orders and AOV Orders (in million) 58% YoY 27.0 FY2021 FY2022 17.0 17.1 11.0 7.6 7.3 5.9 6.1 5.8 5.4 4.0 1.9 FY2019 FY2020 FY2021 FY2022 Q1 Q2 Q3 Q4 AOV (₹) -5% FY2021 FY2022 YoY 2,158 1,963 2,092 1,976 1,864 1,966 1,913 1,763 1,837 1,732 1,433 1,448 FY2019 FY2020 FY2021 F
Slide 96: Beauty and Personal Care | Annual Unique Transacting Customers and GMV
Beauty and Personal Care | Annual Unique Transacting Customers and GMV Annual Unique Transacting Customers (in million) 49% YoY FY2021 FY2022 8.4 8.4 7.9 7.2 6.7 5.6 5.5 5.6 5.3 5.1 4.8 3.5 FY2019 FY2020 FY2021 FY2022 Q1 Q2 Q3 Q4 GMV (in ₹ million) 49% YoY 49,987 FY2021 FY2022 33,542 24,899 16,219 1
Slide 97: Fashion | Visits and Monthly Average Unique Visitors
Fashion | Visits and Monthly Average Unique Visitors Visits (in million) 156% YoY 441 FY2021 FY2022 172 115 115 113 98 77 56 38 29 0 10 FY2019 FY2020 FY2021 FY2022 Q1 Q2 Q3 Q4 Monthly Average Unique Visitors (in million) 166% FY2021 FY2022 YoY 16 16 16 15 13 10 7 6 4 2 2 0 FY2019 FY2020 FY2021 FY202
Slide 98: Fashion | Orders and AOV
Fashion | Orders and AOV Orders (in million) 120% YoY 5.2 FY2021 FY2022 2.4 1.2 1.3 1.4 1.3 1.1 0.7 0.8 0.6 0.4 0.2 FY2019 FY2020 FY2021 FY2022 Q1 Q2 Q3 Q4 AOV (₹) 25% FY2021 FY2022 YoY 3,590 3,632 3,420 3,170 3,257 3,064 2,739 2,905 2,343 2,207 1,604 655 FY2019 FY2020 FY2021 FY2022 Q1 Q2 Q3 Q4 Orde
Slide 99: Fashion | Annual Unique Transacting Customers and GMV
Fashion | Annual Unique Transacting Customers and GMV Annual Unique Transacting Customers (in million) 182% FY2021 FY2022 YoY 1.8 1.8 1.6 1.3 1.0 0.6 0.6 0.4 0.2 0.2 0.1 0.003 FY2019 FY2020 FY2021 FY2022 Q1 Q2 Q3 Q4 GMV (in ₹ million) 168% YoY 17,516 FY2021 FY2022 6,530 4,188 4,841 4,827 3,660 1,868