Slide 1: MakeMyTrip Limited Investor Presentation
MakeMyTrip Limited (NASDAQ: MMYT) Investor Presentation December 2021
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 Investment Highlights
Key Investment Highlights 1 Large Travel Market in Large & Growing Economy 2 Strong Market Leadership with Multiple Well Recognized Online Travel Brands 3 Travel Super App – One Stop Shop for All Types of Travel and Related Ancillary Services Robust, Scalable and Secured Technology Platforms Servici
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: Long Term Growth Potential
Long Term Growth Potential Flight Ticketing Hotel Booking Inter-City Bus Ticketing Leading Domestic & International Market Share Large Domestic & Outbound Opportunity High Fragmentation of Bus Operators – in Long Term Growth Air Travel Market Available Seeking Digitization & Online Distributio
Slide 6: 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 7: Robust & Innovative Technology Platform to Drive Super App Vision
Robust & Innovative Technology Platform to Drive Super App Vision Travel Super App Trip Ideas Enhanced Big Data & AI Driven Discoverability Cross Sell Experience Universal Search Trip Planning Linked to Contextualized Prompts Common Backend Platform Booking to Drive Faster Innovations & Faster Produ
Slide 8: 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 • Further Driving Online Bookings • Good Ratings & Standard Amenities Retention •
Slide 9: Alternative Accommodations – Long Term & Nascent Growth Opportunity
Alternative Accommodations – Long Term & Nascent 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 • Partnering with State Tour
Slide 10: redBus – Leading Intercity Bus Ticketing Brand
redBus – Leading Intercity Bus Ticketing Brand with Full Stack Technology Solutions Across Entire Value Chain & Deep Operational Expertise • Leading Bus Ticketing Brand with Superior Customer Experience • Comprehensive Selection & Choice of Intercity Bus Operators (Public & Private) • Live Bus Track
Slide 11: 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 11
Slide 12: Ground Transportation – Cabs, Trains & Metro Ticketing
Ground Transportation – Cabs, Trains & Metro Ticketing Extending Customer Reach Outstation Cabs Airport Cabs • Convenience of online booking • Convenience of attaching cab while • Option to pay via multiple payment options booking a flight • Ability to compare prices & cab categories • Easy and quic
Slide 13: 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 14: 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 15: Multiple Tech Enabled Distribution Channels to Aggregate Demand
Multiple Tech Enabled Distribution Channels to Aggregate Demand B2C B2B2C myPartner – Offline & Local Franchise Network for Travel Agents Booking Platform Offline Sales Mobile Apps & Mobile Websites Holiday Experts Assisted Holiday Package Sales Desktop Websites 15
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 • Destination level integrated rural tourism pilot • Boost cleanliness and sanitation in • Dense afforestation using the initiative in Uttarakhand popular tourism spots – Miyawaki Tec
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 trip hi redBus ' “G° goibibo (ees)
Slide 20: Leading Indian OTA with Unrivaled Business Scale Entering COVID19 (FY2020)
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% 12.4% 6.6% 2.6% 3.4% Right sized unit economics 10% 5.9% 9.8% 1.4% 1.6% 2.3% 1.9% 3.6% 2.8% 0.8% 5% 0.9
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 $50 $50 $10 $38.2 $38.6 $40 $40 $35.6 $35.5 $11.0 $30 $26.0 $30 $25.2 $9.0 $10 $5.2 $7.9 $4.4 $19.2 $5 $4.1
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 Gross Booking $64.5 $213.0 $598.8 $7
Slide 25: Appendix
Appendix make ZZ trip ibi redBus “Biv goibibo (s) ..
Slide 26: Non-IFRS Metrics & Note on Unaudited Financials
Non-IFRS Metrics & Note on Unaudited Financials The following non-IFRS metrics will be used in this presentation: Gross Bookings represents total amount paid by our customers for travel services and products booked through us, including taxes, fees, and other charges, and are net of cancellations, d
Slide 27: Reconciliation of IFRS to Non IFRS Measures
Reconciliation of IFRS to Non IFRS Measures Reconciliation of Revenue per IFRS to Adjusted Margin Air Ticketing Hotels and Packages Bus ticketing Others Fiscal Year Ended Fiscal Year Ended Fiscal Year Ended Fiscal Year Ended March 31, March 31, March 31, March 31, 2018 2019 2020 2018 2019 2020 2018
Slide 28: Reconciliation of IFRS to Non IFRS Measures
Reconciliation of IFRS to Non IFRS Measures For the three months ended ( in $ thousands) September 30 Air ticketing Hotels and packages Bus ticketing Others 2020 2021 2020 2021 2020 2021 2020 2021 (1) Revenue as per IFRS 10,873 21,304 4,388 33,513 2,652 8,386 3,139 4,276 Add: Customer inducement cos
Slide 29: Reconciliation of IFRS to Non IFRS Measures
Reconciliation of IFRS to Non IFRS Measures ( in $ thousands) Reconciliation of Adjusted Operating Profit (Loss) For the three months ended September 30 2020 2021 Results from operating activities as per IFRS (26,070) (7,992) Add: Acquisition related intangibles amortization 3,529 3,478 Add: Employe
Slide 30: Reconciliation of IFRS to Non IFRS Measures
Reconciliation of IFRS to Non IFRS Measures ( in $ thousands) Reconciliation of Adjusted Operating Profit (Loss) For the three months ended September 30 2019 2020 Results from operating activities as per IFRS (31,880) (26,070) Add: Employee share-based compensation costs 8,808 9,616 Add: Acquisition