Just Dial Ltd. · NSE:JUSTDIAL
Just Dial — Q3 FY20 Earnings Presentation
52 slides from Just Dial's earnings presentation, Jan 20, 2020
Slide 1: Exchange filing cover letter: Investor Presentation
lndio's No. 1 locol seorch engine BSE Limited Department of Corporate Services of lndia Limited Listing Department Listing Department 4th Floor, Vibgyor Towers, P J Towers, Exchange Plaza, Plot No. C 62, Dalal Skeet, Plot no. C/1 , G Block, G Block, Opp. Trident Hotel, Mumbai - 400001 Bandra-Kurla C
Slide 2: Corporate Presentation January 2020
CORPORATE PRESENTATION January 2020
Slide 3: Disclaimer
DISCLAIMER This Presentation has been prepared by Just Dial Limited (“Just Dial”) for investors, shareholders, analysts and other relevant stakeholders, solely for informational purposes. The information set out in this Presentation, including business overview, traffic related numbers, products rel
Slide 4: Business Overview
ER BUSINESS OVERVIEW
Slide 5: Company Overview
C O M PA N Y O V E R V I E W Justdial’s services connect High user engagement, 105.9 sellers of products & services million ratings & reviews with potential buyers/ users 157 million quarterly unique Database of 28.6 million visitors in Q3-FY20 listings Scalable and profitable 534,960 active paid bu
Slide 6: Key Strengths
KEY STRENGTHS ❑ First Mover Advantage in Indian Local Search Market ❑ Strong Brand Recognition with 157 million unique quarterly visitors^ in Q3 FY20 ❑ Comprehensive database of 28.6 million listings ❑ Attractive Value Proposition For Local SMEs ❑ Experience and Expertise in Local Indian Market ❑ Ad
Slide 7: Nationwide Presence
N AT I O N W I D E PRESENCE Chandigarh Delhi NCR (Noida) Nationwide coverage, branches in Jaipur 11 cities across India Ahmedabad Kolkata Corporate Headquarters in Mumbai, Technology operations and R&D division in Bengaluru Mumbai Pune Hyderabad 4,202 employees in tele-sales, 5,671 feet-on-street sa
Slide 8: Platforms
P L AT F O R M S Traffic 81% Share Q3 FY20 MOBILE Mobile Site & Apps 157 million^ 14% D E S K TO P/ P C www.justdial.com 5% VOICE 88888-88888 ^ Unique visitors are aggregated across various mediums – Voice, Desktop/ PC, Mobile; these may not necessarily be mutually exclusive
Slide 9: Mobile
MOBILE Android, iOS & Windows Apps Predictive Auto-Suggest Company, Category, Product Search Map View of Category Search Location Detection Voice Search App Notifications JD Pay JD Social Maps & directions Location-based search service Ratings & Reviews Friends’ Ratings Favorites Search Plus
Slide 10: Website
WEBSITE Predictive Auto-Suggest Company, Category, Product Search Location Detection Maps & directions Operating hours Business logos Pictures & videos Ratings & reviews Friends’ Ratings Favorites Search Plus Popular Category Searches
Slide 11: Voice
VOICE 88888-88888 Operator-assisted Hotline Number One number across India 24 Hours a day x 7 Days a week Multi-lingual support Zero-ring Pickup Personalized Greeting Multiple queries in one call Instant Email & SMS
Slide 12: Value Proposition for SMEs
VA L U E P R O P O S I T I O N FOR SMEs LISTING OWN WEBSITE PAYMENTS RATINGS REACH Every SME should Justdial can create SMEs can accept Ratings are key to JD Social, a social be listed on websites for SMEs digital payments users’ decision- media platform Justdial - India's instantly, which are from
Slide 13: User Engagement
USER ENGAGEMENT 105.9 million Ratings & Reviews Mobile-verified, unbiased ratings Friends’ Ratings 10-Point Rating Scale Facebook & Twitter-shareable Photos Upload with Review Ratings shared on JD Social Robust Audit Mechanism
Slide 14: Traffic / Visitors: Quarterly Unique Visitors
T R A F F IC / V IS ITOR S Quarterly Unique Visitors (million) 175 161.3 157.0 156.1 150 139.1 131.3 134.2 125.2 125 111.6 107.6 100 75 50 25 0 3Q FY18 4Q FY18 1Q FY19 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20
Slide 15: Traffic / Visitors: Quarterly Unique Visitors split
T R A F F IC / V IS ITOR S Quarterly Unique Visitors split (million) 175 150 125 100 125.1 129.8 127.9 75 100.5 105.3 110.4 92.3 73.6 79.0 50 25 25.0 24.0 23.5 21.8 20.3 20.6 22.3 23.3 21.6 9.0 8.6 9.4 8.9 8.6 8.1 8.7 8.1 7.6 0 3Q FY18 4Q FY18 1Q FY19 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20
Slide 16: User Engagement: Ratings & Reviews
USER ENGAGEMENT Ratings & Reviews (million) 110 105.9 100.8 100 98.1 95.6 91.3 90 88.0 85.1 81.9 79.0 80 70 60 50 40 30 20 10 0 3Q FY18 4Q FY18 1Q FY19 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20
Slide 17: Data Enrichment: Active Listings
D ATA E N R I C H M E N T Active Listings - period end (million) 30 27.6 28.6 27 26.5 25.7 24.8 23.8 24 22.7 21.8 20.7 21 18 15 12 9 6 3 0 3Q FY18 4Q FY18 1Q FY19 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20
Slide 18: Data Enrichment: Listings with Geocodes
D ATA E N R I C H M E N T Listings with Geocodes (million) 18 15.9 16 15.2 14.5 14.0 14 13.4 12.3 11.8 12 10.9 10.1 10 8 6 4 2 0 3Q FY18 4Q FY18 1Q FY19 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20
Slide 19: Data Enrichment: Images in Active Listings
D ATA E N R I C H M E N T Images in Active Listings (million) 90 80 78.4 73.4 70 66.8 60.3 60 55.3 51.4 50 47.9 44.8 41.4 40 30 20 10 0 3Q FY18 4Q FY18 1Q FY19 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20
Slide 20: Mobile Apps: Cumulative App Downloads
MOBILE APPS Cumulative App Downloads (million) 30 27 26.1 25.4 24.5 23.7 24 22.8 21.9 20.8 21 19.8 18.7 18 15 12 9 6 3 0 3Q FY18 4Q FY18 1Q FY19 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20
Slide 21: Product Overview
PRODUCT OVERVIEW
Slide 22: JD - Mobile
JD - MOBILE < Justdial aa < Justdial Trending Restaurants Link Road... |) (.Q Mainland China Restau... Search Maps images News Videos Search Maps _ Share Price mages Popular » — Rated 35+ _—_Distance Persia Darbar Evershine Nagar Ma... - 480 mts 4.4 kk kK 1628 Rati 20% Off - OPEN NOW Restaurants Doc
Slide 23: JD Social
JD SOCIAL Q. Search nglish ¥ Must Watch Be © Tripoto Cricbuzz_ © Sadhguru Hashem ~—MissM Al-Ghaili Sadhguru Scoopwho _ Guinness op World Re. - Anirudh shared Virender Sehwag 6, _ Indiatimes ig + Follow Lol Virender Sehwag tzin = ena Kapoor Khan | Jio MAMI M. ith Star If You Are A Slow Walker, You Ar
Slide 24: Voice Search
VOICE SEARCH Justdial ( Q Natural-Ice Cream Reta... Search Maps Shopping Images_—Videos Filter Rated 3.5+ Distance + Open Now Natural Ice Cream Parlour Giridharlal Marg Malad West + 1.16 KM 4.3 kk ek 1760 Ratings JdVerified Trusted) 50% Off (Cone) Natural Ice Cream Parlour (Inorbit... Link Road Mala
Slide 25: News / Live TV
NEWS / LIVE TV Justdial ao Top _Latest English Hindi Kannada DECLARATION @® Republic ft Watch Republic Live | English & nov — News 24x7 Daily Hearings In Supreme Court @ Daily Hearings In Supreme End, Verdict Reserved In Ayodhya Court End, Verdict Reserved... ER Times Now Case The Supreme Court has
Slide 26: Radio / Movies Online
RADIO / MOVIES ONLINE Music Q. Search Movies Online Trending Songs Hindi Megat. Chal Ghar. Trending Songs English Family Yummy Trending Songs Punjabi hp Wj Old Skool Superstar Movies ~ Garmi Billboard one Dit 5 ya Social Languages + GEMIT Videos Ratings » Kabir Singh (2019) A> Q 6.8/10 * 175 Min + H
Slide 27: JD Pay
J D PAY Seamless digital payment solution
Slide 28: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Loans Augmented Reality Wallet Options … and many more.
Slide 29: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Loans Augmented Reality Wallet Options … and many more.
Slide 30: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Loans Augmented Reality Wallet Options … and many more.
Slide 31: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Loans Augmented Reality Wallet Options … and many more.
Slide 32: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Loans Augmented Reality Wallet Options … and many more.
Slide 33: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Loans Augmented Reality Wallet Options … and many more.
Slide 34: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Loans Augmented Reality Wallet Options … and many more.
Slide 35: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Loans Augmented Reality Wallet Options … and many more.
Slide 36: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Loans Augmented Reality Wallet Options … and many more.
Slide 37: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Loans Augmented Reality Wallet Options … and many more.
Slide 38: Beyond Search
BEYOND SEARCH Price Comparison Hail a Cab Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Loans Augmented Reality Wallet Options … and many more.
Slide 39: Financial Overview
Lord FINANCIAL OVERVIEW
Slide 40: Efficient & Profitable Business Model
E F F I C I E N T & P R O F I TA B L E B U S I N E S S M O D E L ▪ Paid Advertisers pay a fixed fee to run search- led advertising campaigns for their businesses on Justdial’s platforms ▪ Various premium & non-premium listing packages available which determine placements in search results ▪ Multiple
Slide 41: Revenue: Operating Revenue
REVENUE Operating Revenue (Rs million) 2,700 2,402 2,426 2,400 2,323 2,354 2,210 2,268 2,114 2,100 1,968 2,005 1,800 1,500 1,200 900 600 300 - 3Q FY18 4Q FY18 1Q FY19 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20
Slide 42: Operating Margin: Adjusted EBITDA
O P E R AT I N G M A R G I N Adjusted EBITDA (Rs million) & Margin % 750 35% 675 29.5% 29.0% 30.3% 28.6% 28.7% 30% 600 26.7% 26.1% 25.8% 24.4% 525 25% 450 20% 375 689 703 712 624 631 15% 300 606 607 508 489 225 10% 150 5% 75 - 0% 3Q FY18 4Q FY18 1Q FY19 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY2
Slide 43: Cost Structure
COST STRUCTURE Expenses as % of Operating Revenue 90% 80% 4.6% 4.2% 3.8% 3.5% 3.3% 3.2% 4.0% 3.8% 3.6% 2.2% 2.1% 2.3% 70% 0.7% 0.9% 1.0% 17.9% 21.7% 17.2% 17.9% 20.2% 18.9% 17.5% 16.0% 14.9% 60% 1.6% 2.2% 2.3% 2.6% 2.4% 0.8% 1.9% 1.2% 1.8% 50% 40% 30% 57.7% 52.5% 53.3% 53.6% 53.1% 55.0% 53.9% 55.0%
Slide 44: Net Profit Margin
NET PROFIT MARGIN Net Profit (Rs million) & PAT Margin % 800 40% 700 31.7% 35% 600 26.4% 30% 26.9% 25.3% 500 23.9% 25% 21.9% 19.4% 400 18.2% 20% 769 14.5% 625 300 620 15% 573 573 484 200 390 385 10% 286 100 5% - 0% 3Q FY18 4Q FY18 1Q FY19 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20 Note: PAT Mar
Slide 45: Paid Campaigns: Active Paid Campaigns
PA I D C A M PA I G N S Active Paid Campaigns - period end 550,000 534,960 528,915 515,300 500,838 500,000 485,410 470,620 452,900 450,000 440,600 445,110 400,000 350,000 300,000 250,000 3Q FY18 4Q FY18 1Q FY19 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q FY20 3Q FY20
Slide 46: Sales Force: Sales Strength
SALES FORCE Sales Strength - Period End 12,000 10,000 8,000 4,411 3,866 4,168 3,025 3,387 3,650 3,896 2,663 2,355 6,000 1,480 1,467 1,448 1,461 1,526 1,515 1,503 1,382 1,410 4,000 2,000 3,840 4,057 4,285 4,312 4,143 4,072 4,291 4,307 4,202 - 3Q FY18 4Q FY18 1Q FY19 2Q FY19 3Q FY19 4Q FY19 1Q FY20 2Q
Slide 47: 3Q FY20 Performance Summary
JUST DIAL LTD - 3Q FY20 (Quarter ended December 31, 2019) PERFORMANCE SUMMARY Metric Unit 3Q FY20 3Q FY19 YoY change 2Q FY20 QoQ change Operating Revenue (₹ million) 2,354 2,268 3.8% 2,426 -2.9% Operating EBITDA (₹ million) 671 552 21.5% 672 -0.3% Operating EBITDA Margin % 28.5% 24.3% 415 bps 27.7%
Slide 48: 3Q FY20 Performance Summary (operating metrics)
JUST DIAL LTD - 3Q FY20 (Quarter ended December 31, 2019) PERFORMANCE SUMMARY Metric Unit 3Q FY20 3Q FY19 YoY change 2Q FY20 QoQ change Unique Visitors (million) 157.0 134.2 17.0% 161.3 -2.6% - Mobile (million) 127.9 105.3 21.4% 129.8 -1.5% - Desktop/ PC (million) 21.6 20.3 6.1% 23.3 -7.6% - Voice (
Slide 49: Board of Directors
BOA R D OF DIR ECTOR S EXECUTIVE DIRECTORS Founder, Managing Director and Chief Executive Officer of Justdial with over 31 years of V S S Mani experience in the field of media and local search services. Whole-time Director with 26 years of experience, working with Justdial in the field of strategic
Slide 50: Leadership Team
LEADERSHIP TEAM Name Designation Experience Functional Areas Overall growth strategy, planning, execution & V S S Mani Chief Executive Officer 31 Years management Finance, Strategy, Accounting, Treasury, Audit, Legal, Abhishek Bansal Chief Financial Officer 11 Years Compliance & Traffic Leads Produc
Slide 51: Shareholding Pattern
S H A R E H O L D I N G PAT T E R N 5.44% 32.95% INDIVIDUALS PROMOTERS 11.28% AS ON DOMESTIC DEC 31, 2019 INVESTORS 50.33% FOREIGN INVESTORS
Slide 52: End of Presentation
End of Presentation