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Company Presentation
June 2016
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Business Overview
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Company Overview
3
Notes
1. Unique visitors are considered across various mediums – Voice, PC Internet, Mobile Internet – these may not necessarily be mutually exclusive.
2. As on 30 June, 2016
India’s only Search Plus engine (Search & Transact)
Multi platform search engine
High rates of direct, mobile and repeat traffic
3,89,400 active paid campaigns(2)
62.6MM reviews and ratings(2)
75.9MM unique visitors in Q1FY17 (1)
16.6MM total business listings(2)
Profitable business model
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Justdial Everywhere: Connecting With Users Anytime, Anywhere
PC Internet Mobile Internet & Apps Voice/SMS
User friendly features
– Predictive auto-suggest
– Maps, directions, operating hours, logos, pictures, videos
– Ratings and reviews
Search by company or category or product
Search Plus
Popular category searches
Location-based search service
Voice Search
Search Plus
Developed Android, iOS, Windows apps
8888888888 Operator assisted Hotline number
across India
24 hours a day, 7 days a week
Multi-lingual support
Company/ category/product searches
Search Plus
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User Community and Reviews Drive Engagement
Reviews and Ratings
Millions
5
Special focus on Friend’s Reviews & Ratings
30.3
33.7
37.1
41.3
45.1
48.4
51 53.1
55.3
58.3 60.6
62.6
0
10
20
30
40
50
60
70
Sept'13 Dec'13 Mar'14 June'14Sept'14 Dec'14 Mar'15 June'15Sept'15 Dec'15 Mar'16 June'16
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Voice, PC and Mobile – Unique Visitors
Total Unique Visitors are considered across various mediums – Voice, PC Internet, Mobile Internet – these may not
necessarily be mutually exclusive.
Unique Visitors
25.2 25.8 27.6 27.3 24.3 24.8 26.7
10.7 10.0 11.3 10.9
10.6 9.7 10.3
27.3 30.9
36.3 37.7
36.6 36.8
38.9
0.00
10.00
20.00
30.00
40.00
50.00
60.00
70.00
80.00
Q3 FY15 Q4 FY15 Q1 FY16 Q2 FY16 Q3 FY16 Q4 FY16 Q1 FY17
Web Voice Mobile
63.2
75.2
66.7
71.5 75.9
71.3
75.9
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Attractive Value Proposition for Local SMEs
Paid Campaigns
‘000
Total Business Listings
Million
7
5.8
7.2
9.1
11.8
15.0
16.3 16.6
0
2
4
6
8
10
12
14
16
18
FY11 FY12 FY13 FY14 FY15 FY16 Q1FY17
120
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206
262
331
369
389
0
50
100
150
200
250
300
350
400
450
FY11 FY12 FY13 FY14 FY15 FY16 Q1FY17
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Engagement Driven Through Innovative Mobile Applications
Justdial –Smart Phone Application With A Unique Social Interface
Tag
Friends
Search &
Transact
Rate & Review
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Search Plus – A natural extension of our core search business
9
Leveraging The Three Cornerstones of Our Success to Do More
Enabling Best Way to Discover
Information About Each Other
Trusted Strong Brand
Established
Relationships
with Local SMEs
Across India
Large, Loyal
User Community
“Three Clicks to Find”
Enabling Hyper Local Commerce
and Transactions
Trusted Strong Brand
Established
Relationships
with Local SMEs
Across India
Large, Loyal
User Community
Enabling “Offline to Online” Shift
“Three Clicks to Transact”
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Search Plus Services
10
• Order Food
• Book A Table
• Book A Doctor’s Appointment
• Order Grocery
• Order Medicines/ Pharmacy
• Order Books
• Diagnostics
• Shopfront / Shop Online
• Flight Tickets
• Order Flowers
• Laundry Pick-up
• Courier Pick-up
• Car Servicing
• AC Servicing
• Water Purifier Servicing
• Mineral Water Order
• Bus Tickets
• Train Tickets
• Schedule a Test Drive
• Book a Cab
• Hotels
• Movie Tickets
• Events
• Recharge & Bill Payments
• Loans
• Spas & Salons
• Insurance
• Tyres & Batteries
• On Demand Services
• Automobiles
• Jobs
• International SIM cards
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Products and Services – Search Plus
11
Options of Wallets for Payment
Hail a Cab Shop Online
Order Grocery
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Products and Services – Search Plus
12
Book Train Tickets Insurance
Book Movie Tickets Loans
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Search Plus: Win-Win for Users and SMEs
13
• Enable O2O transformation
• App to better manage business
• Shop front for customer
acquisition in local markets
• Enhance trust online
(via JD guarantee)
• Leverage existing hyper local
delivery network
• Choose vendor in local
neighborhood for product of choice
• Convenience of ‘master app’,
look no further
• Personalized door-step
service experience
• Real-time price discovery
• Increased engagement and stickiness
of users
• Increase in monetization streams
from SMEs
• Natural extension of core
search business
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The Search Plus Model
14
New Revenue Streams Near Term Areas of Focus
User engagement
Vendor adoption and
penetration
No. of listings in each
segment
Transaction fee
JD Omni
Display ad revenue
Subscription fee from Vendors
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JD Omni
15
JD Omni enables businesses to be online and ecommerce ready with the ability to control everything from supply
chain to customer management.
Key features of Omni are:
• Choose your own domain name
• Transaction capable website with Payment gateway integration
• Android/iOS App that customers can download
• POS
• Delivery tracker
• Inventory management system
• One click PO
• Vendor management
• Customer credits
• Promotions
• HR payroll
• Accounting
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JD Omni for Products
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JD Omni for Services
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Financial Overview
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We have an Efficient and Profitable Business Model
Quarter ended June 30, 2016 highlights:
► Total operating revenue: INR 1,763 MM
► Adjusted Operating EBITDA margin at 20% for quarter ended June 30, 2016*
► PAT margin at 19% for quarter ended June 30, 2016
19 Financials up to FY16 are based on Indian GAAP, and 1QFY17 based on Ind AS | Quarterly numbers are limited review, others are re-stated financials
FY2011 FY2016
Paid Campaigns 120,200 3,68,800
Operating Revenue INR 1,839 MM INR 6,908 MM
Operating EBIDTA INR 455 MM INR 1,958 MM*
Operating EBIDTA Margin 25% 28%*
PAT INR 289 MM INR 1,418 MM
PAT Margin 15% 19%
* Note: Operating EBIDTA for FY16 is adjusted for ESOP expenses and one time spends
* Note: Adjusted Operating EBIDTA is after ESOP expenses of Rs. 5.28crore during the quarter
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Rapid Revenue Growth
► Paid Advertisers primarily across 11 large Indian cities
(Contributes substantially to all of the company’s campaigns)
► Paid Advertisers pay fixed monthly or annual fees to run
search-led advertising campaigns for their businesses on
Justdial’s platform
► Various types of premium memberships: Platinum, Diamond,
Gold and non-premium packages determine priority of
placement in search results
– Get direct leads to consumers (actual buyers)
– Paid in advance
– Automatic renewal
► Justdial also runs multiple city campaigns for pan-India
customers
► 4,017 tele-sales executives and 1,373 feet on street selling to
SMEs and 2,062 Just Dial Ambassadors (JDAs)
Key Business Model Attributes Operating Revenue
INR Mn
20
1796
2594
3577
4592
5883
6852
1655 1713 1699
43
27
51
21
15
3 64
0
1000
2000
3000
4000
5000
6000
7000
8000
FY11 FY12 FY13 FY14 FY15 FY16 Q1FY16 Q4FY16 Q1FY17
Search Other Revenue
56
5
1839
2621
3628
4613
5898
YOY growth: 6%
6908
1763 1660 1716
Financials up to FY16 are based on Indian GAAP, while the quarterly numbers are based on Ind AS
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Margin Expansion and Operating Leverage
Key Expenses as a % of Operating Revenue Key Drivers
►More paid campaigns
►Improved package pricings, increasing and
upgrading contracts
►Deepen and broaden SME coverage
►New categories, new products and services
►Increasing PC Internet and mobile internet
usage volume
►Increased brand awareness
21
Adj. Op. EBIDTA Margins*
28% | 32% | 22% | 20%
52% 51% 50% 50% 52% 55% 53%
56% 62%
18% 19% 18% 16%
16%
17% 16%
18%
18% 5% 5%
4% 4%
4%
3% 3%
5%
4%
4% 3% 4%
4% 4%
5%
4%
5%
5%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
FY11 FY12 FY13 FY14 FY15 FY16 Q1FY16 Q4FY16 Q1FY17
* Note: Operating EBIDTA is adjusted for ESOP expenses and one time spends
Financials up to FY16 are based on Indian GAAP, while the quarterly numbers are based on Ind AS
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Driving Profitability Growth
Profit after Tax (PAT)
INR Mn
22
PAT MARGINS: 19% | 20% | 20% | 19%
288
506
685
1206
1389 1418
360 396 389
0
200
400
600
800
1000
1200
1400
1600
FY11 FY12 FY13 FY14 FY15 FY16 Q1FY16 Q4FY16 Q1FY17
YOY growth: 8%
Financials up to FY16 are based on Indian GAAP, while the quarterly numbers are based on Ind AS
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Growing Cash Flows and Return on Capital
Cash Flow from Operations
INR Mn
359
600
9571,023
1,330
1,846
1,492
0
200
400
600
800
1,000
1,200
1,400
1,600
1,800
2,000
FY10 FY11 FY12 FY 13 FY 14 FY 15 FY16
Return on Net Worth (RoNW)
35% 36%
50%
26% 25%23%
21%
0%
10%
20%
30%
40%
50%
60%
FY10 FY11 FY12 FY13 FY 14 FY15 FY16
23
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Impact on Profit and Loss on account of Transition to
Ind AS from Indian GAAP (IGAAP)
24
S.N
o.
Particulars
Three months ended June 30, 2016 Three months ended Mar 31, 2016 Three months ended June 30, 2015
I GAAP Effect of
transition to
Ind AS
Ind AS I GAAP Effect of
transition to
Ind AS
Ind AS I GAAP Effect of
transition to
Ind AS
Ind AS
1. Income from operations
Revenue from operations 17,358 271 17,629 17,961 (801) 17,160 16,862 (260) 16,603
Total Income from operations 17,358 271 17,629 17,961 (801) 17,160 16,862 (260) 16,603
2. Expenses
a) Employee benefits expense 10,757 94 10,851 9,776 121 9,897 8,811 51 8,861
b) Depreciation & amortisation expense 896 - 896 841 - 841 673 - 673
c) Other expenses 3,819 33 3,852 3,685 17 3,703 3,209 14 3,222
Total expenses 15,472 127 15,599 14,302 138 14,441 12,693 64 12,756
3. Profit from operations before other
income and finance costs (1-2)
1,886 144 2,030 3,659 (939) 2,719 4,169 (324) 3,847
4. Other income 800 2,066 2,866 1,554 1,130 2,684 712 654 1,365
5. Profit from operations before finance
costs (3+4)
2,686 2,210 4,896 5,213 191 5,402 4,881 330 5,212
6. Finance costs - - - - - - - - -
7. Profit from ordinary activities before
tax (5-6)
2,686 2,210 4,896 5,213 191 5,402 4,881 330 5,212
8. Tax expense (net) 845 158 1,003 1,680 (242) 1,438 1,564 43 1,607
9. Net Profit for the period (7-8) 1,841 2,052 3,893 3,533 432 3,964 3,317 288 3,605
10. Other comprehensive income - 27 27 - 27 27 - 27 27
11. Total comprehensive income (9+10) 1,841 2,079 3,920 3,532 459 3,991 3,317 315 3,632
(Rs. in Lacs)
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Key Strengths
Attractive Value Proposition For Local SMEs
Experience and Expertise in Local Indian Markets
First Mover Advantage in the Indian Local Search Market
Strong Brand Recognition
Advanced and Scalable Technology Platform
An Efficient and Profitable Business Model
25
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