Slide 1: Cover letter to BSE and NSE
6th floor. ~~~:ra2~A~~!~~!~!~!Sc~es~:r~;'1 Plot No.22. Sec 135. Noida-201305. U.P. Cali Us: +91 - 9696969696 indiamart® E: customercare@indiamart.com Website: www.indiamart.com Date: July 21, 020 To The Manager - isting BSE Limited (BSE: 542726) The Manager - isting National Stock xchange of India L
Slide 2: IndiaMART InterMESH Ltd. Quarter Ended June 30, 2020
QUARTER ENDED JUNE 30, 2020 IndiaMART InterMESH LTD. India’s largest online B2B marketplace connecting buyers with suppliers
Slide 3: Table of Contents
Table of Contents Diesel Generator 05 BUSINESS OVERVIEW 22 O P E R AT I O N A L P E R F O R M A N C E 32 PRODUCT OVERVIEW 41 F I N AN C I AL P E R F O R MAN C E 64 T E AM O V E RV I E W 69 C O V I D 1 9 U P D AT E IndiaMART InterMESH IndiaMART InterMESH Ltd Ltd
Slide 4: Safe Harbour
Safe Harbour Harbour Crane • This Presentation has been prepared by IndiaMART InterMESH Limited (“IndiaMart”) for investors, shareholders, analysts and other relevant stakeholders, solely for informational purposes. • The information related to business overview, traffic related numbers, products re
Slide 5: Q1FY21 Results Overview (Consolidated)
Q1FY21 Results Overview (Consolidated) Total Income ₹ 187 Cr 16% Revenue from Operations EBITDA Deferred Revenue ₹ 153 Cr ₹ 73 Cr ₹ 628 Cr 4% 100% 3% 48% Margin Cash generated from Net Profit Cash and Investments Operating Activities ₹ 74 Cr ₹ 954 Cr ₹ 3 Cr f r om t e o n r oect r eat ed popcor nar
Slide 6: Business Overview
Ash Bricks IndiaMART InterMESH Ltd
Slide 7: India's Largest Online B2B Marketplace
India’s Largest Online B2B Marketplace Large and Strong Well Growing Network Diversified Behavioral Subscription Addressable 2-way Effects Market data driven based revenue discovery Algorithmic model with marketplace matchmaking negative working capital 6 IndiaMART InterMESH Ltd
Slide 8: Services that Empower Businesses
Services that Empower Businesses Buyers Suppliers Access to diverse set of Products and Suppliers Access to buyer RFQ Price discovery Web Storefront Comprehensive specifications Cloud Telephony Multiple payment options CRM tools 7 IndiaMART InterMESH Ltd
Slide 9: Machinery Demand Landscape on IndiaMART
Machinery Demand Landscape on IndiaMART 8 IndiaMART InterMESH Ltd
Slide 10: Traditional Marketplace to Online Marketplace
Traditional Marketplace to Online Marketplace Offline discovery Online Discovery, Anytime, Anywhere Price Post RFQ Post RFQ 9 IndiaMART InterMESH Ltd
Slide 11: How RFQ Works
How RFQ Works Buyer Supplier Enrichment & Relevant RFQ Buyer Submits Interaction Broadcasting by Selection by RFQ through CRM IndiaMART Supplier tools 10 IndiaMART InterMESH Ltd
Slide 12: Behavioral Data Driven Algorithmic Matchmaking
Behavioral Data Driven Algorithmic Matchmaking Product Location Buyer Requirement Supplier preferences AI/ML Algorithm Quantity Price 11 IndiaMART InterMESH Ltd
Slide 13: Strong Network Effects
Strong Network Effects 68 Mn Product Listings 100,000+ Categories Product Discovery 6.1 Mn 107 Mn Supplier Storefronts More More Registered Buyers Suppliers Buyers 36% Suppliers 55% Repeat are Buyers Buyers More Enquiries 44 Mn (1) Monthly Business Enquiries Delivered ~100% Organic Note: All figures
Slide 14: Well Diversified Across 100,000+ Categories
Well Diversified Across 100,000+ Categories Consumer Electronics Construction Industrial & Industrial Plants, Construction Raw Apparel, Clothing & Packaging Material, Electrical Equipment & Household Machinery, Building Engineering Products, Machinery & Material Garments Supplies & Machines and Supp
Slide 15: End-To-End Discovery
End-To-End Discovery 14 IndiaMART InterMESH Ltd
Slide 16: Diversified Across Geographies
Diversified Across Geographies Paying Subscription Buyer % Metro Cities (8) Suppliers % Delhi NCR, Mumbai, Bengaluru, Hyderabad, Kolkata, Ahmedabad, Pune and Chennai 61% Tier II Cities (69) Population > 500,000 excluding the cities covered under Metros Rest of India (~4000) ~4000 cities in India wit
Slide 17: Nationwide sales and service coverage
Nationwide sales and service coverage Delhi Nationwide Coverage, 84 Branches across 39 cities Ahmedabad Kolkata 3,690 Sales and Service representatives Mumbai Hyderabad Pune Chennai Bengaluru Metro cities Tier II cities 16 IndiaMART InterMESH Ltd
Slide 18: Platform Engagement
Platform Engagement ~100% Organic traffic 4.7 Rating for the app on Google Play store 82% Total traffic through mobile 17 IndiaMART InterMESH Ltd
Slide 19: ROI driven Subscription based Revenue Model
ROI driven Subscription based Revenue Model Platinum Top 10% Key Offerings contributes ~ 43% of Gold revenue Subscription contributes ~ 95% of Web storefront Cloud Revenue from Telephony Silver operations Annual /Multi Year Priority listing RFQ Selection Credits Silver Monthly CRM Tools Online Payme
Slide 20: Constant Innovation and Technology Focus
Constant Innovation and Technology Focus 2009 2013 2017 Request for Price Payment Program Quotation Discovery Protection Voice, Video, Indic, AI/ML 2010 2015 2018 Cloud Telephony Behavioral CRM Matchmaking 19 IndiaMART InterMESH Ltd
Slide 21: Cloud Telephony
Cloud Telephony Suppliers Buyers ➢ Map Multiple Numbers ➢ Reward Supplier ➢ Instant Connect ➢ Missed Call notification Responsiveness ➢ All calls are answered ➢ Reduction in Calls from ➢ Ability to track call and ➢ Call Back from Suppliers Sellers/ Tele measure ROI in case of Missed Marketers ➢ Bran
Slide 22: Key Competitive Strengths
Key Competitive Strengths BRAND AND NETWORK DETAILED CATALOGUE EFFECT WITH PRICING • 100% organic search • 68 Mn Listed products • 55% repeat buyers • Product Specifications • 36% suppliers are buyers • Pricing • Photos and Videos EFFICIENCY & PRESENCE IN A HIGHLY EFFECTIVENESS THROUGH FRAGMENTED MA
Slide 23: Operational Performance
Chaff Cutter IndiaMART InterMESH Ltd
Slide 24: Indian Supplier Storefronts
Indian Supplier Storefronts (Figures in Millions) Yearly trends Quarterly trends 27% 8% CAGR YoY 6.1 6.0 6.0 5.5 5.9 4.7 5.7 5.6 3.2 2.3 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Jun'19 Sep'19 Dec'19 Mar'20 Jun'20 23 IndiaMART InterMESH Ltd
Slide 25: Paying Subscription Suppliers
Paying Subscription Suppliers (Figures in Thousands) Yearly trends Quarterly trends 19% 0.5% CAGR YoY 147 147 130 142 137 108 133 133 96 72 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Jun'19 Sep'19 Dec'19 Mar'20 Jun'20 24 IndiaMART InterMESH Ltd
Slide 26: Live Products Listing
Live Products Listing (Figures in Millions) Yearly trends Quarterly trends 28% 10% CAGR YoY 68 67 66 67 61 63 62 50 33 25 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Jun'19 Sep'19 Dec'19 Mar'20 Jun'20 25 IndiaMART InterMESH Ltd
Slide 27: Annualised Revenue Per Paying Subscriber
Annualised Revenue Per Paying Subscriber (Figures in Rupees Thousands) Yearly trends Quarterly trends 6% 4% CAGR YoY 45.3 45.0 45.5 42.3 44.6 43.6 37.2 38.4 32.9 32.1 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Jun'19 Sep'19 Dec'19 Mar'20 Jun'20 Represents Revenue from operations for the period divided by Pa
Slide 28: Registered Buyers
Registered Buyers (Figures in Millions) Yearly trends Quarterly trends 39% 22% CAGR YoY 107 102 102 98 83 93 88 60 39 27 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Jun'19 Sep'19 Dec'19 Mar'20 Jun'20 27 IndiaMART InterMESH Ltd
Slide 29: Traffic
Traffic* (Figures in Millions) Yearly trends Quarterly trends 30% 4% CAGR YoY 748 723 196 188 191 184 180 553 326 262 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Jun'19 Sep'19 Dec'19 Mar'20 Jun'20 ~82% of traffic is through mobile *Traffic is defined as the number of visits done on the desktop website, mobil
Slide 30: Business Enquiries Delivered
Business Enquiries Delivered (Figures in Millions) Yearly trends Quarterly trends 42% 16% CAGR YoY 464 131 449 123 113 116 112 290 157 115 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Jun'19 Sep'19 Dec'19 Mar'20 Jun'20 29 IndiaMART InterMESH Ltd
Slide 31: Unique Business Enquiries
Unique Business Enquiries* (Figures in Millions) Yearly trends Quarterly trends 35% 11% CAGR YoY 73 74 20 20 18 18 18 53 31 23 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Jun'19 Sep'19 Dec'19 Mar'20 Jun'20 * We consider a buyer posting an enquiry at least once as one unique buyer for that day. If the same bu
Slide 32: Total Sales and Service Representatives
Total Sales and Service Representatives* Yearly trends Quarterly trends 11% 4% CAGR YoY 3,929 3,917 3,929 3,874 3,316 3,690 2,921 3,536 2,631 2,638 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Jun'19 Jun'19 Sep'19 Mar'20 Jun'20 *Includes outsourced and Onroll Sales & Service Representative 31 IndiaMART InterM
Slide 33: Product Overview
mW) indiamart Product Overview 2 IndiaMART InterMESH Ltd
Slide 34: Buyer Journey
Buyer Journey Search Text Search Voice Search Autosuggest Result Search Soda mach Post Requirement Product & Company Details 33 IndiaMART InterMESH Ltd
Slide 35: Buyer Journey
Buyer Journey Specifications Matchmaking Search Post Requirement Product & Company Details Post 34 IndiaMART InterMESH Ltd
Slide 36: Buyer Journey
Buyer Journey Product Company Page Page Search Post Requirement Product& & Product Company Details Company Details 35 IndiaMART InterMESH Ltd
Slide 37: Seller Journey
Seller Journey Add/Edit products from here Content Management BuyLeads Lead Manager Pay With IndiaMART 36 IndiaMART InterMESH Ltd
Slide 38: Seller Journey
Seller Journey Content Management BuyLeads Lead Manager Pay With IndiaMART Buyer Details Available Post BuyLead Purchase Click on Contact Buyer Now to select RFQ 37 IndiaMART InterMESH Ltd
Slide 39: Seller Journey
Seller Journey Content Management Chat History BuyLeads Lead Manager Pay With IndiaMART Add Labels Call Alerts Add Notes & Set Reminders Direct Buyer Callback Send Quote Smart Reply Suggestions 38 IndiaMART InterMESH Ltd
Slide 40: Seller Journey
Seller Journey Content Management BuyLeads Lead Manager Pay With IndiaMART Multiple options 39 IndiaMART InterMESH Ltd
Slide 41: Strategic Outlook
Strategic Outlook Improve Supplier Engagement • Fintech • SaaS Brands Strategy • Focus on on-boarding Large and Medium Enterprises Core SME Business • Focus on expanding buyer and supplier network 40 IndiaMART InterMESH Ltd
Slide 42: Standalone Basis
Egg Incubator Standalone Basis IndiaMART InterMESH Ltd
Slide 43: Revenue from Operations - Standalone
Revenue from Operations - Standalone (₹ in Crores) Yearly trends Quarterly trends 27% 5% CAGR YoY 624 166 497 161 153 151 404 144 309 238 FY16 FY17 FY18 FY19 FY20 Q1 FY20 Q2 FY20 Q3 FY20 Q4 FY20 Q1 FY21 ~43% of revenue contributed by top 10% of paying subscription suppliers 42 IndiaMART InterMESH Lt
Slide 44: Collections from Customer - Standalone
Collections from Customer - Standalone (₹ in Crores) Yearly trends Quarterly trends 24% (44)% CAGR YoY 722 661 202 502 173 178 168 377 306 94 FY16 FY17 FY18 FY19 FY20 Q1 FY20 Q2 FY20 Q3 FY20 Q4 FY20 Q1 FY21 43 IndiaMART InterMESH Ltd
Slide 45: Deferred Revenue - Standalone
Deferred Revenue* - Standalone (₹ in Crores) Yearly trends Quarterly trends 28% 3% CAGR YoY 684 684 629 647 626 585 609 423 325 62% 61% 61% 62% 256 60% 61% 61% 61% 64% 63% Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Jun'19 Sep'19 Dec'19 Mar'20 Jun'20 Current * Refers to contract liabilities in the financial
Slide 46: EBITDA - Standalone
EBITDA - Standalone (₹ in Crores) Yearly trends Quarterly trends 173 75 80 54 49 44 38 37 FY16 FY17 FY18 FY19 FY20 (4) (54) Q1 FY20 Q2 FY20 Q3 FY20 Q4 FY20 Q1 FY21 EBITDA (23%) (1%) 12% 16% 28% 26% 24% 27% 33% 50% Margin The company has adopted IND AS -116 from 1st April 2019, impacting EBITDA by in
Slide 47: EBIT - Standalone
EBIT - Standalone (₹ in Crores) Yearly trends Quarterly trends 152 71 76 46 48 38 33 32 FY16 FY17 FY18 FY19 FY20 (8) (56) Q1 FY20 Q2 FY20 Q3 FY20 Q4 FY20 Q1 FY21 EBIT (24%) (2%) 12% 15% 24% 23% 21% 24% 29% 47% Margin 46 IndiaMART InterMESH Ltd
Slide 48: PAT - Standalone
PAT - Standalone (₹ in Crores) Yearly trends Quarterly trends 146 76 63 13 40 33 FY16 FY17 FY18 FY19 FY20 (13) 10 (59) 1 2 (72) Q1 FY20 Q2 FY20 Q3 FY20 Q4 FY20 Q1 FY21 PAT (24%) (4%) (18%) 2% 21% 21% 6% 36% 22% 41% Margin Note: 1.Net Profit for the quarter ending September 30, 2019 included one-time
Slide 49: Margin Leverage - Standalone
Margin Leverage - Standalone (Total expenses as a % of revenue from operations Standalone) Yearly trends Quarterly trends 123% 76% 74% 73% 67% 101% 88% 84% 50% 72% 51% 55% 54% 50% 71% 65% 58% 56% 38% 52% FY16 FY17 FY18 FY19 FY20 Q1 FY20 Q2 FY20 Q3 FY20 Q4 FY20 Q1 FY21 Employee benefit and outsourced
Slide 50: Cash Generated From Operating Activities - Standalone
Cash Generated From Operating Activities - Standalone (₹ in Crores ) Yearly trends Quarterly trends 104% (92)% CAGR YoY 259 264 183 95 71 56 42 59 15 5 FY16 FY17 FY18 FY19 FY20 Q1 FY20 Q2 FY20 Q3 FY20 Q4 FY20 Q1 FY21 49 IndiaMART InterMESH Ltd
Slide 51: Cash And Investments - Standalone
Cash And Investments* - Standalone (₹ in Crores ) Yearly trends Quarterly trends 57% 28% CAGR YoY 920 945 920 850 773 739 678 384 152 176 Mar'16 Mar'17 Mar'18 Mar'19 Mar'20 Jun'19 Sep'19 Dec'19 Mar'20 Jun'20 • Refers to Cash and Cash Equivalents and investments in Mutual Funds in the financial state
Slide 52: Financial Performance – Standalone
Financial Performance – Standalone (₹ in Crores) YoY QoQ Financial Metrics Q1 FY21 Q1 FY20 Q4 FY20 Change Change Revenue from Operations 151 144 5% 166 (9%) Other Income 33 14 134% 17 93% Total Income 185 159 16% 183 1% Manpower and Outsourced Sales Cost 57 74 (23%) 82 (31%) Other Operating Expense
Slide 53: Balance Sheet - Standalone
Balance Sheet - Standalone (₹ in Crores) Assets Q1 FY21 FY20 Equity and Liabilities Q1 FY21 FY20 PPE1,CWIP1 and Intangible assets, other 4.8 5.5 Total Equity 351.2 274.5 non -current assets Right-of-use asset 76.3 80.0 Investment in subsidiaries and associates 31.6 31.6 Financial liabilities Financi
Slide 54: Consolidated Section
Teak Wood Logs Consolidated Section IndiaMART InterMESH Ltd
Slide 55: Financial Performance – Consolidated
Financial Performance – Consolidated (₹ in Crores) YoY QoQ Financial Metrics Q1 FY21 Q1 FY20 Q4 FY20 Change Change Revenue from Operations 153 147 4% 170 (10%) Other Income 34 14 135% 17 96% Total Income 187 162 16% 187 (0%) Manpower and Outsourced Sales Cost 60 76 (21%) 86 (31%) Other Operating Exp
Slide 56: Balance Sheet – Consolidated
Balance Sheet – Consolidated (₹ in Crores) Assets Q1 FY21 FY20 Equity and Liabilities Q1 FY21 FY20 PPE1,CWIP1, Intangible assets, other non- 6.9 7.6 Total Equity 350.0 275.1 current assets Right-of-use asset 76.3 80.0 Investment in subsidiaries and associates 29.2 29.6 Financial liabilities Financia
Slide 57: Revenue – Legal Entity View
Revenue – Legal Entity View (₹ in Crore) Particulars Q1 FY20 Q2 FY20 Q3 FY20 Q4 FY20 Q1 FY21 Revenue from Operations IndiaMart Intermesh Ltd 144 153 161 166 151 Ten Times Online Pvt Ltd 2 3 4 4 1 Pay With IndiaMART Pvt Ltd 0.6 0.7 0.8 0.8 0.5 Tolexo Online Pvt Ltd 0.1 0.0 0.1 0.1 0.1 147 157 165 170
Slide 58: Historical Financial Metrics
Historical Financial Metrics (₹ in Crore Consolidated) Financial Metrics FY-16 FY-17 FY-18 FY-19 FY-20 Total Income 251 332 430 548 707 Revenue from Operations 246 318 411 507 639 EBITDA (126) (54) 47 82 169 EBITDA Margin (%) (51%) (17%) 11% 16% 26% EBIT (129) (59) 44 78 148 EBIT Margin (%) (53%) (1
Slide 59: Pharmaceutical Drug & Medical Care
Pharmaceutical Drug & Medical Care IndiaMART InterMESH Ltd
Slide 60: Pay With IndiaMART Private Limited
Pay With IndiaMART Private Limited Facilitates online collections via various online modes such as credit cards, debit cards, UPI,Netbanking etc 100% Buyer Protection Buy Now, Pay At Ease Multiple Payment Options World Class Security Pay with IndiaMART and Buy from premium suppliers and Buy from sel
Slide 61: 10times
10times 10times is used by millions every day to decide which event to go, whom to meet in over 10,000 cities across 150+ countries Helps people discover Builds an amazing Enables events to create relevant events participating experiences amazing experiences 60 IndiaMART InterMESH Ltd
Slide 62: Tolexo Online Private Limited (Pooraa)
Tolexo Online Private Limited (Pooraa) Pooraa brings a simple & easy-to-use system that helps manage business better while offering a world-class ordering experience to customers Inventory Management Customer Management Analytics & Reports Tally Pricing Integration Management Order Management Catalo
Slide 63: Simply Vyapar Apps Private Limited
Simply Vyapar Apps Private Limited Vyapar, a mobile-based business accounting software for small businesses Record Bank Business Data Safety Expenses Accounts Status and Security Receivables Track Business Regular/ and Payable Cash Flow Reports Thermal Printer Delivery GST Cheques GST Challan Invoic
Slide 64: Mobisy Technologies Private Limited
Mobisy Technologies Private Limited Provider of Sales force automation (SFA) and Distributor Management System (DMS) Application Order Distributor BI & Retailer App Management Management Analytics Field Force Claims Vans Sales Retail Execution Management Management Automation & Merchandising Asset T
Slide 65: Team Overview
Lathe machine w IndiaMART InterMESH Ltd
Slide 66: Senior Management Team
Senior Management Team Dinesh Chandra Agarwal Brijesh Agrawal Prateek Chandra Dinesh Gulati Amarinder S. Dhaliwal Managing Director and Chief Whole-time Director Chief Financial Officer Chief Operating Officer Chief Product Officer Executive Officer Education Education Education Education Education
Slide 67: 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 • Bac elor’s degree from • Bac elor’s degree in • Chartered Fin
Slide 68: Stronger Together
Stronger Together ~ 22% Of Our Employees Are 3,150 Employees 24% Employees with 5+ years Women 67 IndiaMART InterMESH Ltd
Slide 69: Shareholding Pattern
Shareholding Pattern Few of the Foreign Portfolio Investors, Foreign Companies and Mutual Funds holding 1% or Total Shares Outstanding as on more of the total number of shares June 30, 2020 - 28,919,820 • Steadview Capital Mauritius Limited • Saif India Vi Fii Holdings Limited 16% • Malabar India Fu
Slide 70: COVID 19 Update
N95 Mask IndiaMART InterMESH Ltd
Slide 71: COVID Challenges
COVID Challenges Employee Safety Business Mortality Business Continuity Fall in demand 70 IndiaMART InterMESH Ltd
Slide 72: Business Impact
Business Impact 1. Buyer Traffic – Back to normal on an overall basis 2. Monthly Collections from customers – 2/3rd of pre lockdown levels 3. Customer Mortality - 10% till 30th June 4. Expenses- ~15% savings of pre lockdown levels 5. No Employee layoffs 71 IndiaMART InterMESH Ltd
Slide 73: Long Term Opportunities
Long Term Opportunities Accelerated internet Openness to online and adoption Tele-sales Make in India push 72 IndiaMART InterMESH Ltd
Slide 74: Our Edge in these testing times
Our Edge in these testing times Negative working capital driven Strong Balance sheet with by long term subscription Cash Reserves Diversification across Categories & Geographies Brand Awareness 73 IndiaMART InterMESH Ltd
Slide 75: Corporate Office and Registered 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