Investor Presentation February 2019
Disclaimer This presentation may contain statements which reflect the management’s current views and estimates and could be construed as forward looking statements. The future involves certain risks and uncertainties that could cause actual results to differ materially from the current views being expressed. Potential risks and uncertainties include such factors as general economic conditions, foreign exchange fluctuations, competitive product and pricing pressures and regulatory developments.
Contents 1 Company Overview 2 Q3FY19 Results 3 Growth Strategy 4 Management Team
Company Overview
Matrimony.com at a glance 300+ 15 Leader for #1 Matchmaking Services Community Matrimony Regional Matrimony sites sites 3.59 mn 33.46 mn We deliver matchmaking services to our users in Active Profiles 1 Total registrations since India and the Indian January 2006 1 diaspora through our websites, mobile sites and INR 3,418 mn 745,000 mobile apps complemented by our on-the-ground Paid subscriptions in FY18 Revenues network in India FY2018 (15.2% YoY growth) 1 As on December 31 2018 5
A Unique Proposition Large Online Matrimony Market Opportunity Leading Provider of Online Matchmaking Services in India Micro-Market Strategy with Targeted and Personalized Services Strong Consumer Brand Robust Technology and Analytics Continued Expansion into Marriage Services Segment Key Business Metrics Drive Revenue Growth & Operating Leverage 6
A Differentiated Growth Story Large Market Opportunity An Early Mover to Online Matchmaking services….. Unmarried Population in 2016 - 107 Mn 1 Active Seekers in 2016 Large Database 63 Mn 1 More Matches Active users of online matrimony in 2016 Attracts 6 Mn 1 More Users More Active Profiles on Matrimony.com Responses 3.59 Mn 2 …. Coupled with a Network effect resulting in a large database of profiles… … Resulting in Market Leadership 1 Based on “Market study of Online Matrimony & Marriage Services in India” report by KPMG dated May 4, 2017; 2 As on December 31 2018 7
Multi- Channel Customer Outreach… Increasing Mobile Usage Offline 11.8 million app installs 1 Mobile sites and mobile apps accounts for 2 92% of Profile views 83% of Personalized messages sent and received Website 85% of the total number of free profiles registered 87% of Express Interest messages 80% of Phone numbers viewed Mobile Strong Technology Platform … Backed by Reliable and Scalable technology with focus on Information security Strong Big Data & Analytics Technology In-house Intelligent Matchmaking Algorithm (“MIMA”) Data Analytics algorithms to track trends to assist in driving monetization of user base and Analytics Campaign Management Backbone… IBM Unica systems to improve customer experience and subscriptions Source: 1 According to www.androidrank.org as updated on 02 February 2019 ; 8 2 For the month of December 2018
Additional Avenues for Growth through Forward Integration.. Marriage Services : Complements online matchmaking services to provide organized services in the marriage services market Provides professional wedding photography and videography services Launched in Tamil Nadu, Kerala, Andhra Pradesh, Telangana and Karnataka A relationship manager helps customer avail wedding- related services and recommends suitable vendors Currently available in Chennai, Coimbatore, Madurai and Trichy A wedding venue discovery platform with 500+ wedding venues A wedding classified portal with 50,000+ listings to connect customers with right service provider Currently available at Chennai, Coimbatore, Madurai and Trichy , Hyderabad Bangalore and Kochi 9
Strong Consumer Brand Featured in Limca Book of Records for record number of documented marriages online 2015 NASSCOM Bharatmatrimony.com BharatMatrimony “Certificate of awarded India’s most mobile app - Best app Excellence for trusted online in the social category. innovative matrimony brand by Global Mobile App application of Brand Trust Report Summit and Awards - analytics for India Study 2014 July 2016 and July Special jury mention business solution” 2017 Certified as most for gender sensitivity used matrimonial (2013-2014) for TVC search website in (Bharat Matrimony- 2013-14 for Indian Career) at National online customers Laadli Media and by JUXT Advertising Awards, 2015 Profile authentication features such as “Identity Trust Badge” help in maintaining and continuously improving the quality of database further increasing consumer trust 10
…Our Brand Ambassadors 11
Q3FY19 Financials Enterprise Performance In ₹ million Billing Revenue EBITDA PAT EBITDA Margin 1000 35% 893 895 892 876 900 862 856 855 853 843 837 30% 800 25% 700 23.6% 23.6% 600 20% 20.8% 19.7% 500 15% 400 11.7% 300 10% 230 212 200 174 174 168 200 156 134 5% 101 68 100 0 0% Q3FY18 Q4FY18 Q1FY19 Q2FY19 Q3FY19 Note: Matchmaking + Marriage services includes other income 12
Q3FY19 Financials Segment Performance In ₹ million Matchmaking Services Marriage Services 39 1,000 50% 36 40 30 859 851 27 826 24 814 797 800 40% 20 31.4% 32.5% 32.2% 27.7% 600 30% 0 21.1% (20) 400 20% 277 264 250 235 174 (40) (31) 200 10% (35) (39) (43) (60) (51) 0 0% Q3 FY2018 Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Q3 FY2018 Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Segment Revenue Segment EBITDA Segment Revenue Segment EBITDA EBITDA Margin % 13
Q3FY19 Key Updates • Revenue declined in the quarter mainly due to lower volumes and price optimization. As a result, pricing has shown an increase of 3.4% QoQ and 7.5% YoY • Matchmaking segment revenue grew 3.6% YoY; Marriage services segment revenue grew by 9.1% QoQ • Marketing costs in the quarter were Rs 22.2 crores, an increase of 18.5% QoQ and 51.2% YoY. This has mainly caused the EBITDA and PAT to decline. These are on-going investments to fuel future growth. • Excluding marketing, the EBITDA margin for match making are at 47%, broadly stable over the quarters. • Excluding exceptional income of Rs 12.8 crores in Q3 FY18, PAT declined by 32.9% YoY. • Our cash position is at Rs 200 crores. The EBITDA to operating cash flow conversion for 9 months ended 31 Dec, has been robust at 90%. 14
Q3FY19 Key Metrics Ever Registrations (in mn) Active Profiles (in mn) Free Registrations (in mn) 36 4.0 33.46 1.2 34 3.59 3.57 32.49 3.53 31.49 3.40 1.02 32 3.5 1.00 0.99 30.47 3.29 0.97 0.95 29.47 1.0 30 28 3.0 0.8 26 24 2.5 0.6 22 20 2.0 0.4 Q3 FY2018 Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Q3 FY2018 Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Q3 FY2018 Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Paid Subscription (000's) ATV (in Rs) Matchmaking Billing (in Rs mn) 200 192 4800 900 191 4,699 187 867 184 860 175 4,542 835 4600 850 823 4,489 822 4,477 175 4,371 4400 800 150 4200 750 125 4000 700 100 3800 650 Q3 FY2018 Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Q3 FY2018Q4 FY2018Q1 FY2019Q2 FY2019Q3 FY2019 Q3 FY2018 Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 15
Our Growth Strategy Our Growth Strategy Matchmaking Growth Cycle 1 Expand User Base Conversion Rate: • Continuous product improvements in online & Profiles: mobile Continue Investments • Fueled by Increasing internet 2 • Leverage campaign and smartphone penetration in Mobile Platforms management & Analytics • Social adoption & Trust 3 Further Strengthen Brands 4 Drive Monetization Increased ATV: • Sustained price increase due Continue to Expand into Sales to leadership position 5 • Higher price packages Marriage Services 16
Highly Experienced Board of Directors and Management Team Board of Directors Key Managerial and Senior Management Personnel Murugavel Janakiraman Murugavel Janakiraman Promoter, Chairman and Managing Director Promoter, Chairman and Managing Director C K Ranganathan Sushanth Pai Non-Executive Independent Director Chief Financial Officer George Zacharias Prasad Nelliparth i Non-Executive Independent Director Chief Human Resource Officer Milind S Sarwate S. Vijayanand Non-Executive Independent Director General Manager-Company Secretary and Compliance Officer Deepa Murugavel Non-Executive Director R Chandrasekar Chief Technology Operation and Infrastructure Officer Akila Krishnakumar Non-Executive Independent Director S. Saichitra Chief Portal and Mobile Officer J. Karthik Head - Matrimony Bazaar KP Jaikumar Head - Photography 17
Investor Contacts Mr. Vijayanand S Company Secretary matrimony.com No: 94, TVH Beliciaa Towers, Tower 2, 10th Floor, MRC Nagar, Mandaveli, Chennai - 600 028, Tamil Nadu, India. Phone: 044-24631500 Email: investors@matrimony.com CIN: L63090TN2001PLC047432
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