CORPORATE PRESENTATION January 2018 D I S C L A I M E R This - - PowerPoint PPT Presentation

CORPORATE PRESENTATION

January 2018

D I S C L A I M E R 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 related information, historical financial performance and any forecasts should not be considered as advice or a recommendation to investors or potential investors in relation to holding, purchasing or selling securities or other financial products. Before acting on any information, you should consider the appropriateness of the information having regard to these matters, any relevant offer document and in particular, you should seek independent financial advice. This presentation may contain forecasts/ forward looking statements based on facts, expectations, and/or past figures relating to the business, financial performance and results of the Company. As with all forward-looking statements, forecasts are connected with known and unknown risks, uncertainties and other factors that may cause the actual results to deviate significantly from the forecast. Readers are cautioned not to place undue reliance on these forward looking statements. Forecasts prepared by the third parties, or data or evaluations used by third parties and mentioned in this communication, may be inappropriate, incomplete, or falsified. Neither the Company or any of its subsidiaries or any of its Directors, officers or employees thereof, provide any assurance that the assumptions underlying such forward-looking statements are fully free from errors nor do any of them accept any responsibility for the future accuracy of the opinions expressed in the Presentation or the actual occurrence of the forecasted

• developments. Neither the Company nor its directors or officers assumes any obligation to update any forward -

looking statements or to confirm these forward-looking statements to the Company’s actual results. The contents of this presentation are confidential, and they must not be copied, distributed, disseminated, published

• r reproduced, in whole or in part, or disclosed by recipients directly or indirectly to any other person. Just Dial makes

no representation or warranty as to the accuracy or completeness of this information and shall not have any liability for any representations (expressed or implied) regarding information contained in, or for any omissions from, this information or any other written or oral communications transmitted to the recipient in the course of its evaluation of the Company. Any information provided in this presentation is subject to change without notice. Q3 FY18 means the period Oct 1, 2017 to Dec 31, 2017 FY18 or FY 17-18 or FY 2018 means the Financial Year starting Apr 1, 2017 and ending Mar 31, 2018

B U S I N E S S O V E R V I E W

C O M PA N Y O V E R V I E W

High user engagement, 79 million ratings & reviews Database of 20.7 million listings ~440,600 active paid campaigns

Figures as on Dec 31, 2017

K E Y S T R E N G T H S

^ Unique visitors are aggregated across various mediums – Voice, Desktop/ PC, Mobile; these may not necessarily be mutually exclusive

N AT I O N W I D E P R E S E N C E

Nationwide coverage, branches in 11 cities across India Corporate Headquarters in Mumbai, Technology operations and R&D division in Bengaluru

Chandigarh Delhi NCR (Noida) Jaipur Ahmedabad Mumbai Bengaluru Coimbatore Chennai Hyderabad Pune Kolkata

3,840 employees in tele-sales, 3,737 feet-on-street sales force On-the-ground presence in 250+ cities pan India, covering 11,000+ pin codes

Traffic Share Q3 FY18 107.6 Million^

69%

M O B I L E Mobile site & Apps

23%

D E S K T O P/ P C www.justdial.com

8%

V O I C E 88888-88888 P L AT F O R M S

^ Unique visitors are aggregated across various mediums – Voice, Desktop/ PC, Mobile; these may not necessarily be mutually exclusive

M O B I L E

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

W E B S I T E

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

V O I C E

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

88888-88888

LISTING OWN WEBSITE PAYMENTS RATINGS REACH

Every SME should be listed on Justdial - India's leading local search engine &

• nline

marketplace Justdial can create websites for SMEs instantly, which are mobile-ready, dynamic & have transactional capabilities SMEs can accept digital payments from their customers - via JD Pay, an online payment mechanism Ratings are key to users’ decision- making, JD Ratings tool helps SMEs gather more ratings & reviews JD Social, a social media platform with curated content, provides great visibility to businesses rated by users

VA L U E P R O P O S I T I O N F O R S M E s

U S E R E N G A G E M E N T

79 Million Ratings & Reviews Mobile-verified, unbiased ratings Friends’ Ratings 10-Point Rating Scale Facebook & Twitter Shareable Photo Upload with Review Ratings shared on JD Social Ratings distribution over time Robust Audit Mechanism

T R A F F I C / V I S I T O R S

71.5 71.3 75.9 76.6 80.5 86.8 100.5 105.0 107.6 20 40 60 80 100 120 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Unique Visitors (million)

T R A F F I C / V I S I T O R S

15% 14% 14% 13% 12% 10% 10% 9% 8% 34% 35% 35% 33% 30% 29% 28% 25% 23% 51% 52% 51% 54% 58% 60% 62% 66% 69% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Unique Visitors split

Voice Web Mobile

Unique visitors are aggregated across various mediums – Voice, Desktop/ PC, Mobile; these may not necessarily be mutually exclusive

U S E R E N G A G E M E N T

58.3 60.6 62.6 64.8 67.9 70.5 73.1 76.1 79.0 10 20 30 40 50 60 70 80 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Ratings & Reviews (million)

D ATA E N R I C H M E N T

16.1 16.3 16.6 16.9 17.3 17.9 18.8 19.8 20.7 3 6 9 12 15 18 21 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Active Listings - period end (million)

D ATA E N R I C H M E N T

5.6 5.9 6.1 6.2 6.3 6.8 7.8 9.2 10.1 1 2 3 4 5 6 7 8 9 10 11 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Listings with Geocodes (million)

D ATA E N R I C H M E N T

17.0 19.7 22.5 25.4 27.9 31.7 35.6 38.5 41.4 5 10 15 20 25 30 35 40 45 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Images in Active Listings (million)

M O B I L E A P P S

9.1 9.6 10.1 10.7 11.6 13.3 15.4 17.3 18.7 2 4 6 8 10 12 14 16 18 20 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Cumulative App Downloads (million)

P R O D U C T O V E R V I E W

J D - M O B I L E

B E Y O N D S E A R C H

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

B E Y O N D S E A R C H

B E Y O N D S E A R C H

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

B E Y O N D S E A R C H

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

B E Y O N D S E A R C H

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

B E Y O N D S E A R C H

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

B E Y O N D S E A R C H

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

B E Y O N D S E A R C H

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

B E Y O N D S E A R C H

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

B E Y O N D S E A R C H

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

B E Y O N D S E A R C H

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

B E Y O N D S E A R C H

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

B E Y O N D S E A R C H

Price Comparison Hail a Cab Grocery Flight Tickets Train Tickets Bus Tickets Hotel Bookings Bills & Recharge Movie Tickets Flowers Insurance Loans Wallet Options … and many more.

J D PAY

Seamless digital payment solution

N E W P R O D U C T I N I T I AT I V E S

R E VA M P E D M O B I L E P L AT F O R M

J D S O C I A L

Wider reach for ratings & reviews, curated content for user engagement

S E A R C H A N A L Y T I C S F O R C L I E N T S

R E A L - T I M E C H AT M E S S E N G E R

F I N A N C I A L O V E R V I E W

• Paid Advertisers pay fixed monthly or annual

fees to run search-led advertising campaigns for their businesses on Justdial’s platforms

• Various premium (Platinum, Diamond, Gold) &

non-premium packages available which determine placements in search results

• Multiple factors determine pricing, such as

business categories of advertiser, geographies targeted, type of package

• Add-on products such as website banner,

framed Justdial Ratings Certificate,

• wn

website, JD Pay, JD Ratings, etc. available

• Advertisers can pay annual amount upfront or

through monthly payment plans, ability to manage campaign online

• Justdial

also runs multi-city/ national campaigns for pan-India advertisers

• Sales team comprises of 3,840 employees in

tele-sales, 1,382 feet-on-street (marketing), and 2,355 feet-on-street (JDAs - Just Dial Ambassadors) as on Q3 FY18

KEY BUSINESS ATTRIBUTES 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

R E V E N U E

1,662 1,716 1,763 1,803 1,803 1,817 1,900 1,945 1,968

• 250

500 750 1,000 1,250 1,500 1,750 2,000 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Operating Revenue (Rs million)

O P E R AT I N G M A R G I N

Note: Adjusted Op. EBIDTA adjusted for ESOP & one time expenses. Financials up to FY15 are based on Indian GAAP, FY16 onwards based on Ind AS.

392 374 345 253 298 359 373 429 508 23.6% 21.8% 19.6% 14.0% 16.5% 19.7% 19.6% 22.1% 25.8% 0% 5% 10% 15% 20% 25% 30%

• 100

200 300 400 500 600 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Adjusted EBITDA (Rs million) & Margin %

C O S T S T R U C T U R E

53.6% 57.4% 58.6% 60.3% 59.8% 57.9% 53.7% 53.9% 52.5% 23.3% 21.6% 21.9% 25.6% 23.7% 22.4% 26.6% 24.0% 21.7% 4.9% 4.9% 5.1% 5.7% 5.9% 5.7% 5.1% 4.8% 4.6% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Expenses as % of Operating Revenue

Employee Costs (excl. ESOP expenses) Other Expenses Depreciation

N E T P R O F I T M A R G I N

Note: PAT Margin is calculated as Net Profit (Profit After Taxes) as a percentage of Operating Revenue for the quarter

259 403 389 296 274 254 382 375 286 15.6% 23.5% 22.1% 16.4% 15.2% 14.0% 20.1% 19.3% 14.5% 0% 3% 6% 9% 12% 15% 18% 21% 24% 27%

• 50

100 150 200 250 300 350 400 450 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Net Profit (Rs million) & PAT Margin %

PA I D C A M PA I G N S

354,900 368,800 389,400 408,800 424,830 435,360 435,980 439,700 440,600

• 50,000

100,000 150,000 200,000 250,000 300,000 350,000 400,000 450,000 500,000 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Active Paid Campaigns - period end

S A L E S F O R C E

3,212 3,544 4,017 4,024 4,049 4,350 4,026 3,951 3,840 1,256 1,327 1,373 1,433 1,440 1,484 1,427 1,376 1,382 1,533 1,911 2,062 2,034 1,801 2,055 2,308 2,170 2,355

• 1,000

2,000 3,000 4,000 5,000 6,000 7,000 8,000 3Q FY16 4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18

Sales Strength

Tele-Marketing Feet-on-Street (Marketing) Feet-on-Street (JDAs)

JUST DIAL LTD - 3Q FY18 (Quarter ended December 31, 2017) PERFORMANCE SUMMARY Metric Unit 3Q-FY18 3Q-FY17 YoY change 2Q-FY18 QoQ change Operating Revenue (₹ million) 1,968 1,803 9.2% 1,945 1.2% Operating EBITDA (₹ million) 465 465 257 80.9% 396 17.5% Operating EBITDA Margin % 23.7% 14.3% 938 bps 20.4% 328 bps Adjusted EBITDA (excl. ESOP exp.) (₹ million) 508 508 298 70.3% 429 18.4% Adjusted EBITDA Margin (excl. ESOP exp.) % 25.8% 16.5% 927 bps 22.1% 375 bps Other Income, net (₹ million) 26 26 197

• 86.9%

200

• 87.1%

Profit Before Taxes (₹ million) 401 401 348 15.35% 503

• 20.33%

Net Profit (₹ million) 286 286 274 4.2% 375

• 23.7%

Net Profit Margin % 14 14.5% 15.2%

• 69 bps

19.3%

• 473 bps

Unearned Revenue (period end) (₹ million) 2,852 2,559 11.5% 2,774 2.8% Cash & Investments (period end) (₹ million) 10,853 9,677 12.2% 10,453 3.8%

JUST DIAL LTD - 3Q FY18 (Quarter ended December 31, 2017) PERFORMANCE SUMMARY Metric Unit 3Q-FY18 3Q-FY17 YoY change 2Q-FY18 QoQ change Unique Visitors (million) 107.6 80.5 33.6% 105.0 2.4%

• Mobile

(million) 73 73.6 46.8 57.3% 69.0 6.7%

• Desktop/ PC

(million) 25.0 24.3 3.1% 26.5

• 5.5%
• Voice

(million) 9.0 9.5

• 5.1%

9.6

• 6.2%
• Mobile

% share 68.4% 58.1% 1029 bps 65.7% 273 bps

• Desktop/ PC

% share 23 23.3% 30.1%

• 689 bps

25.2%

• 195 bps
• Voice

% share 8.3% 11.7%

• 340 bps

9.1%

• 77 bps

Total Listings (period end) (million) 20.7 17.3 19.7% 19.8 4.6% Net Listings Addition 908,973 389,342 133.5% 1,021,158

• 11.0%

Total Images in Listings (period end) (million) 41 41.4 27.9 48.3% 38.5 7.7% Listings with Geocodes (period end) (million) 10.1 6.3 60.8% 9.2 10.1% Ratings & Reviews (million) 79.0 67.9 16.4% 76.1 3.8% Paid campaigns (period end) 440,600 424,830 3.7% 439,700 0.2% Total App Downloads (period end) (million) 18.7 11.6 61.0% 17.3 8.3% App Downloads per day 19,103 12,416 53.9% 23,871

• 20.0%

Number of Employees (period end) 10,948 11,185

• 2.1%

10,892 0.5%

Ramani Iyer

B O A R D O F D I R E C T O R S

V S S Mani V Krishnan Sanjay Bahadur B Anand Malcolm Monteiro Anita Mani Pulak Prasad

Independent Non-Independent Non-Executive Directors Executive Directors

L E A D E R S H I P T E A M

Name Designation Experience Functional Areas V S S Mani Chief Executive Officer 29 Years Overall growth strategy, planning, execution & management Shreos Roychowdhury Chief Technology Officer 20 Years Technological Innovation and R&D Abhishek Bansal Chief Financial Officer 9 Years Finance, Strategy, Accounting, Treasury, Audit, Legal, Compliance & Traffic Vishal Parikh Chief Product Officer 16 Years Leads Product, Design & Technology teams, Project Management Sumeet Vaid Chief Revenue Officer 20 Years Revenue growth & Business development Rajesh Madhavan Chief People Officer 22 Years Human Resource Functions Sandeep Kanchan Chief Product Officer, Payments & Voice 21 Years Heads Payment Products & Voice operations Jaimin Shah Chief Technology Officer, Omni 17 Years Leads Omni & related products Ajay Mohan Group Vice President, Sales 21 Years Sales platform management, Strategic alliances, Corporate partnerships & Business expansion Rakesh Ojha Group Vice President, Sales 22 Years Sales & Expansion (West Region) Prashant Nagar Vice President, Sales 18 Years Sales & Expansion (Delhi, Just Dial Ambassadors) Suhail Siddiqui Vice President, Sales 21 Years Sales & Expansion (North & East Region) Rajiv Nair Vice President, Sales 18 Years Sales & Expansion (South Region) Shwetank Dixit Head, Database & Content 6 Years Database augmentation, Curation, Content enrichment

S H A R E H O L D I N G PAT T E R N

34.3% 44.5% 13.9% 7.3%

P R O M O T E R S F O R E I G N I N V E S T O R S D O M E S T I C I N V E S T O R S I N D I V I D U A L S A S O N D E C 3 1 , 2 0 1 7

End of P re s e ntation