matrimony. com · 2018-05-11 · for june 2017 3 …. resulting in market leadership a...

matrimony. com

May 04,2018

lonal Stock Exchange of India LtdExcha aza, 5th FloorPlot No:C/1, GSandraKurlaComplex, ~o:>rIl·'"Mumbai- 400 051

Corporate Relationship DepartmentSSE Ltd.,PhirozeJeejheebhoyTowersDalalStreet,Mumbai - 400 001

DearSir/Madam,

Sub: Submission of the copy of Investor presentation under regulation 30 of SEBI(Listing Obligations & Disclosure Requirements) Regulations. 2015.

Ref: BSE Scrip code: 5407041NSESymbol: MATRIMONY

Pursuant to Regulation 30 of the SESI (Listing Obligations & Disclosure Requirements)Regulations,2015, please find enclosed the copy of the presentation of the Company for thequarter and year ended March 31, 2018.

The aforesaid information is also being hosted on the website of the Company viz.,www.matrimony.com.

Submittedfor your information and records.

Thankingyou

Yours faithfully,

ForMatrimony.com Limited2 -

S~dCompany Secretary & Compliance OfficerACS: 18951No.94,TVH Beliciaa Towers, Tower II, 10th Floor, MRCNagar, Chennai - 600028

matrimony. com ltd.(CIN: U63090TN2001PLC04'7432)

Corporate 8: Registered office: No:94, TVHBeliciaa Towers,10th Floor, Tower 2, MRCNagar,Mandaveli, Chennai - 600 028. Tamilnadu, India. Phone: 044-24631500

Investor PresentationMay 2018

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.

Disclaimer

1

2

3

4

5

Q4FY18 Results

Company Overview

Financials

Growth Strategy

Management Team

Contents

Q4 FY18 Financials

4

Matchmaking Services Marriage Services & Related Sale of Products

In ₹ million

Note : Q4 of FY17 financials as per IGAAP

Matchmaking + Marriage Services

754

839 836 837 844

158 197 206

174 200

20.9%

23.5% 24.6% 20.8% 23.6%

0%

5%

10%

15%

20%

25%

30%

0

200

400

600

800

1,000

Q4 FY2017 Q1 FY2018 Q2 FY2018 Q3 FY2018 Q4 FY2018

Revenue EBITDA EBITDA Margin (%)

717 790 790 797 814

215 261 267 250 264

30.1%33.1% 33.8%

31.4%32.5%

0%

10%

20%

30%

40%

50%

0

200

400

600

800

1,000


Segment (₹ million) Segment EBITDA EBITDA Margin %

37 49 46

39 30

(31)(36) (38)

(51)(43)

(60)

(40)

(20)

0

20

40


Segment Revenue Segment EBITDA

121

164

(122)

(168)(200)

(100)

0

100

200

FY17 FY18

Segment Revenue Segment EBITDA

FY18 Financials

5


In ₹ millionMatchmaking + Marriage Services

2,808

3,191

814 1,043

29.0%

32.7%

0%

10%

20%

30%

40%

0

500

1,000

1,500

2,000

2,500

3,000

3,500

FY17 FY18

Revenue EBITDA EBITDA Margin %

2,929

3,355

590 777

20.1%

23.2%

0%

5%

10%

15%

20%

25%

30%

0

500

1,000

1,500

2,000

2,500

3,000

3,500

FY17 FY18

Revenue EBITDA EBITDA Margin (%)

Q4 FY18 and FY18 Sales

6

In ₹ million

Note : Q4 of FY17 financials as per IGAAP

Sales – FY Performance

Sales – Quarterly Performance

8% Y-o-Y Growth of Sales in Q4

15% Y-o-Y Growth of Sales

826

856

814

856

892

754

839 836 837 844

600

700

800

900


Sales Revenue

2,967

3,418

2,929

3,355

1,500

2,000

2,500

3,000

3,500

FY17 FY18

Sales Revenue

Q4 FY18 Key Metrics

7

Ever Registrations (in mn) Active Profiles (in mn) Free Registrations (in mn)

Paid Subscription (000's) ATV (in Rs) Matchmaking Sales (in Rs mn)

26.7527.65

28.5129.47

30.47

20

22

24

26

28

30

32

Q4FY17 Q1FY18 Q2FY18 Q3 FY18 Q4 FY18

3.03 3.083.19

3.293.40

2.0

2.4

2.8

3.2

3.6


0.91 0.900.87

0.95 0.99

0.4

0.6

0.8

1.0


186 190

177

187 192

100

125

150

175

200


4,245 4,242

4,339 4,371

4,489

3800

4000

4200

4400

4600


789 808

770

822

867

650

700

750

800

850

900


Company Overview

Matrimony.com at a glance

300+Community Matrimony sites

15Regional Matrimony sites

139Retail Outlets

3.40mnActive Profiles 2

30.47mnTotal registrations since January 2006

459mnTotal Page Views. More than 9x views of other sites 1

745,000Paid subscriptions in FY2018

INR 3,418mnFY18 Sales(15.2% YoY growth)

23.2%FY18 EBITDA margin (against 20.1% in FY17)

#1Leader for Matchmaking Services 1

We deliver matchmaking services to our users in India and the Indian diaspora through our websites, mobile sites and mobile apps complemented by our on-the-ground network in India.

91 In terms of average number of website pages viewed by unique visitors in June 2017 as per the Traffic Share Distribution data from April 2014 to June 2017 compiled by Comscore, Inc. 2 As on Mar 31 2018

10

1Large Online Matrimony Market

Opportunity

2Leading Provider of Online

Matchmaking Services in India

3Micro-Market Strategy with Targeted and Customized or

Personalized Services

4Strong Consumer Brand

5Robust Technology and

Analytics

7Key Business Metrics Drive Revenue

Growth and Operating Leverage

6Continued Expansion into Marriage

Services Segment

A Unique Proposition

Unmarried Population in 2016107 Million 1

Active Seekers in 2016 - 63 Million

Active users of online matrimony in 2016 –6 Million

100%

59%

6%

Active Profiles on Matrimony.com 3.4 Million 2

3% An Early Mover to Online Matchmaking services…..

Large Database

More Matches/Responses

AttractsMoreUsers

…. Coupled with a Network effect resulting in a large database of profiles…

991

420 348

Matrimony Site1 Site2

149

26 33


459

46 48


30.47 Million Total registrations since 2006 2

Total pages viewed (millions) for June 2017

Time Spent (minutes in millions) for June 2017

Unique visitors (‘000s) for June 2017 3

…. Resulting in Market Leadership

A Differentiated Growth Story

111 Based on “Market study of Online Matrimony & Marriage Services in India” report by KPMG dated May 4, 2017; 2 As on Mar 31 20183 Source: Traffic distribution data from April 2014 to June 2017 for Matrimony.com, and others complied by ComScore.Inc

12

With a Highly Customised “Micro-Market” Strategy….

BharatMatrimony

CommunityMatrimony

EliteMatrimony

• Classic, Classic Advantage and Classic Premium• Till-U-Marry• Assisted Service

• Gold, Diamond and Platinum• Till-U-Marry• Assisted Service

• Gold, Blue, Platinum• Till-U-Marry

A range of targeted and customized products and services…..

.…Catering to Customer Needs through a Layered Product Offering…

Matchmaking Services: 15 Regional Language Portals and Over 300 Community Matrimonial Sites

Model Developed to Cater to Unique Requirements of the Indian Market

Mobile

Offline

Website

• 8.4 million app installs 1

• Mobile sites and mobile apps accounts for 2

89% of Profile views

72% of Personalized messages sent and received

80% of the total number of free profiles registered

82% of Express Interest messages

73% of Phone numbers viewed

Source: 1 According to www.androidrank.org as updated on 21 January 2018 ;2 For the month of December 2017

matrimony.com

Strong Technology Platform• Reliable and Scalable technology with focus on Information security

Big Data & Analytics• In-house Intelligent Matchmaking Algorithm (“MIMA”) • Data Analytics algorithms to track consumer trends to assist in driving monetization of user base

Campaign Management

• IBM Unica systems to improve customer experience and subscriptions

… Backed by Strong Technology and Analytics Backbone…

Multi-Channel Customer Outreach…

13

http://www.androidrank.org/

Additional Avenues for Growth through Forward Integration..

14

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 wedding classified portal with 50,000+ listings to connect customers with right service provider

• A wedding venue discovery platform with 500+ wedding venues

• Currently available at Chennai, Coimbatore, Madurai and Trichy in Tamil Nadu, Hyderabad and Secundrabad in Telangana, Bangalore in Karnataka and Kochi in Kerala

• A relationship manager helps customer avail wedding-related services and recommends suitable vendors

• Currently available in Chennai, Coimbatore, Madurai and Trichy

2015 NASSCOM “Certificate of Excellence for

innovative application of analytics for

business solution”

Bharatmatrimony.com awarded India’s most

trusted online matrimony brand by Brand Trust Report India Study 2014

Featured in Limca Book of Records for record number of documented marriages online

Special jury mention for gender sensitivity (2013-2014) for TVC (Bharat Matrimony-Career) at National Laadli Media and

Advertising Awards, 2015

Certified as most used matrimonial search website in 2013-14 for Indian online customers

by JUXT

BharatMatrimonymobile app - Best app in the social category.

Global Mobile App Summit and Awards -

July 2016 and July 2017.

Profile authentication features such as “Identity Trust Badge” help in maintaining and continuously improving the quality of database further increasing consumer trust

Strong Consumer Brand

15

Robust Revenue Growth

16

Matchmaking + Marriage Services


Note: 1. Financials as per IGAAP2. CAGR (%): Calculated as [{(Revenue in FY18/Revenue in FY14)^0.25}-1]*100 | 3. Segment EBITDA=Segments Results + Depreciation

In ₹ million

2,0732,428 2,554

2,929

3,355

6.3% 7.3%

2.8%

20.2% 23.2%

0%

5%

10%

15%

20%

25%

30%

0

500

1,000

1,500

2,000

2,500

3,000

3,500

FY14 FY15 FY16 FY17 FY18

Revenue (INR mn) EBITDA Margin (%)

1,9892,320 2,440

2,808

3,191

13.5%

17.1%

14.7%

29.0%

32.7%

0%

5%

10%

15%

20%

25%

30%

35%

0

500

1,000

1,500

2,000

2,500

3,000

3,500


Matchmaking Revenue (INR mn) EBITDA Margin (%)

66

94 108121

164

-122%

-138% -161%-101%

-103%

-400%

-300%

-200%

-100%

0%

0

20

40

60

80

100

120

140

160

180


Marriage Services Revenue (INR mn) EBITDA Margin (%)

… Resulting in Operating Leverage

17

Fixed Costs as % of Revenues have started to taper resulting in Margin Expansion

Note: FY13, FY14, FY15, FY16 and FY17 financials as per IGAAP

39.8%

42.4%43.6%

49.0%

39.8% 39.6%

24.5%23.2%

21.9% 21.1%

17.8%16.7%

27.1%28.1%

27.1% 27.0%

22.2%20.5%

8.6%

6.3%7.3%

2.8%

20.2%23.2%

0%

5%

10%

15%

20%

25%

0%

10%

20%

30%

40%

50%

60%

FY13 FY14 FY15 FY16 FY17 FY18

Employee benefit expenses as % of revenues - LHS

Advertisement and promotion expenses as % of revenues - LHS

Other expenses as % of revenues - LHS

EBITDA Margin (%) - RHS

38.3%39.3%

40.6%40.2%

16.6%15.4%

17.5% 17.2%

21.6%20.6% 21.1%

18.9%

23.5%24.6%

20.8%

23.6%

0%

5%

10%

15%

20%

25%

0%

10%

20%

30%

40%

50%

Q1 FY18 Q2 FY18 Q3 FY18 Q4 FY18

Employee benefit expenses as % of revenues - LHS

Advertisement and promotion expenses as % of revenues - LHS

Other expenses as % of revenues - LHS

EBITDA Margin (%) - RHS

Operating Cash Flow

18

In ₹ million

136

201232

205

644

830

0

100

200

300

400

500

600

700

800

900

FY13 FY14 FY15 FY16 FY17 FY18

Cash from Operating activities after tax and before exceptional items (INR mn)

Profiles:• Fueled by Increasing internet

and smartphone penetration

• Social adoption & Trust

Conversion Rate:• Continuous product

improvements in online &

mobile

• Leverage campaign

management & Analytics

ATV:• Sustained price increase due

to leadership position

• Higher price packages

Increased

Sales

Matchmaking Growth Cycle

Expand User Base1

Continue Investments in

Mobile Platforms2

Drive Monetization3

Further Strengthen Brands4

Continue to Expand into Marriage Services5

Our Growth Strategy

Our Growth Strategy

19

Highly Experienced Board of Directors and Management Team

20

Board of Directors

George ZachariasNon-Executive Independent Director

Milind S SarwateNon-Executive Independent Director

Murugavel JanakiramanPromoter, Chairman and Managing Director

Deepa MurugavelNon-Executive Director

Key Managerial and Senior Management Personnel

Sanjeev MisraSenior Vice President, Sales and Operations –

Matchmaking Business

R ChandrasekarChief Technology Operation and Infrastructure Officer

S. SaichitraChief Portal and Mobile Officer

Murugavel JanakiramanPromoter, Chairman and Managing Director

K BalasubramanianChief Financial Officer

S. VijayanandGeneral Manager-Company Secretary and Compliance

Officer

C K RanganathanNon-Executive Independent Director

Investor Contacts:

Vijayanand S

Company Secretary

Matrimony.com Ltd.

No: 94, TVH Beliciaa Towers, Tower 2, 10th

Floor,

MRC Nagar, Mandaveli, Chennai - 600 028,

Tamil Nadu, India.

Phone: 044-24631500

Email: [email protected]

CIN: U63090TN2001PLC047432

matrimony. com · 2018-05-11 · for june 2017 3 …. resulting in market leadership a...

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