Investor Presentation - Matrimony.com€¦ · 1 Based on ^Market study of Online Matrimony &...
Transcript of Investor Presentation - Matrimony.com€¦ · 1 Based on ^Market study of Online Matrimony &...
Investor Presentation
May 2019
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
Company Overview
Q4 and Full year FY19 Results
Growth Strategy
Management Team
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Contents
2
4
1
Company Overview
Matrimony.com at a glance
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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
#1 Leader for Matchmaking Services
1 As on March 31 2019
300+Community Matrimony sites
15Regional Matrimony sites
3.72 mnActive Profiles 1
34.54 mnTotal registrations since January 2006 1
731,000Paid subscriptions in FY2019
INR 3,427 mn
FY19 Billings (4.9% YoY growth)
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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
An Early Mover to Online Matchmaking services…..
…. Coupled with a Network effect resulting in a large database of profiles…
A Differentiated Growth Story
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1 Based on “Market study of Online Matrimony & Marriage Services in India” report by KPMG dated May 4, 2017;2 As on March 31 2019
Unmarried Population in 2016 - 107 Mn 1
Active Seekers in 2016
63 Mn 1
Active users of online matrimony in 2016
6 Mn 1
Active Profiles on Matrimony.com
3.72 Mn 2
… Resulting in Market Leadership
Large Database
More
Matches
Attracts
More
UsersMore
Responses
Large Market Opportunity
Mobile
Offline
Website
12.4 million app installs 1
Mobile sites and mobile apps accounts for 2
93% of Profile views
84% of Personalized messages sent and received
85% of the total number of free profiles registered
88% of Express Interest messages
81% of Phone numbers viewed
Source: 1 According to www.androidrank.org as updated on 02 February 2019 ;2 For the month of March 2019
Multi-Channel Customer Outreach…
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Increasing Mobile Usage
Strong Technology PlatformReliable and Scalable technology with focus on Information security
Big Data & AnalyticsIn-house Intelligent Matchmaking Algorithm (“MIMA”) Data Analytics algorithms to track trends to assist in driving monetization of user base
Campaign ManagementIBM Unica systems to improve customer experience and subscriptions
… Backed by Strong
Technology and Analytics Backbone…
Additional Avenues for Growth through Forward Integration..
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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 , Hyderabad Bangalore and Kochi
A relationship manager helps customer avail wedding-related services and recommends suitable vendors
Currently available in Chennai, Coimbatore, Madurai and Trichy
Strong Consumer Brand
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Featured in Limca Book of Records for record number of documented marriages online
2015 NASSCOM “Certificate of Excellence for innovative application of analytics for business solution”
Bharatmatrimony.comawarded India’s mosttrusted onlinematrimony brand byBrand Trust ReportIndia Study 2014
Special jury mentionfor gender sensitivity(2013-2014) for TVC(Bharat Matrimony-Career) at NationalLaadli Media andAdvertising Awards,2015
Certified as mostused matrimonialsearch website in2013-14 for Indianonline customersby 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
…Our Brand Ambassadors
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Q4FY19 Financials
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In ₹ millionEnterprise Performance
Note: Matchmaking + Marriage services includes other income
892 893862 855
948
843
895 876
853 861
200 212174
10181
168 156 134
68 73
23.6% 23.6%
19.7%
11.7%
9.3%
0%
5%
10%
15%
20%
25%
30%
35%
0
100
200
300
400
500
600
700
800
900
1000
Q4FY18 Q1FY19 Q2FY19 Q3FY19 Q4FY19
Billing Revenue EBITDA PAT EBITDA Margin
Q4FY19 Financials
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Matchmaking Services Marriage Services
In ₹ million
30 36
24 27
40
(43)
(31) (35)(39) (36)
(60)
(40)
(20)
0
20
40
Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Q4 FY2019
Segment Revenue Segment EBITDA
814 859 851 826 822
264 277 235
174 148
32.5%32.2%
27.7%21.1%
18.0%
0%
10%
20%
30%
40%
50%
0
200
400
600
800
1,000
Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Q4 FY2019
Segment Revenue Segment EBITDA EBITDA Margin %
Segment Performance
Q4FY19 Key Metrics
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Ever Registrations (in mn) Active Profiles (in mn) Free Registrations (in mn)
Paid Subscription (000's) ATV (in Rs) Matchmaking Billing (in Rs mn)
30.4731.49
32.4933.46
34.54
20
22
24
26
28
30
32
34
36
Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Q4 FY2019
3.403.53 3.57 3.59
3.72
2.0
2.5
3.0
3.5
4.0
Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Q4 FY2019
0.99 1.02 1.00 0.97
1.08
0.4
0.6
0.8
1.0
1.2
Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Q4 FY2019
192 191 184
175 180
100
125
150
175
200
Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Q4 FY2019
4,489 4,477 4,542 4,699
5,025
3500
3700
3900
4100
4300
4500
4700
4900
5100
5300
5500
Q4 FY2018 Q1 FY2019 Q2 FY2019 Q3 FY2019 Q4 FY2019
867 860 835 823
908
650
700
750
800
850
900
950
1000
Q4 FY2018Q1 FY2019Q2 FY2019Q3 FY2019Q4 FY2019
FY19 Financials
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In ₹ millionEnterprise Performance
Note: Matchmaking + Marriage services includes other income
2967
34183559
2928
33543,484
590
777
567430
739
431
20.2%
23.1%
16.2%
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
0
500
1000
1500
2000
2500
3000
3500
4000
FY17 FY18 FY19
Billing Revenue EBITDA PAT EBITDA Margin
FY19 Financials
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Matchmaking Services Marriage Services
In ₹ million
121
164126
(122)
(168)(142)
(220)
(170)
(120)
(70)
(20)
30
80
130
180
FY17 FY18 FY19
Segment Revenue Segment EBITDA
Segment Performance
28083191 3358
8141043
834
29.0% 32.7%
24.8%
0%
10%
20%
30%
40%
50%
0
1000
2000
3000
4000
FY17 FY18 FY19
Segment Revenue Segment EBITDA EBITDA Margin %
FY19 Key Metrics
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Ever Registrations (in mn) Active Profiles (in mn) Free Registrations (in mn)
Paid Subscription (000's) ATV (in Rs) Matchmaking Billing (in Rs mn)
29.47 30.47
34.54
20
22
24
26
28
30
32
34
36
FY17 FY18 FY19
3.29 3.40
3.72
2.0
2.5
3.0
3.5
4.0
FY17 FY18 FY19
3.21
3.724.08
0.0
1.0
2.0
3.0
4.0
5.0
FY17 FY18 FY19
702 745 730
0
200
400
600
800
1000
FY17 FY18 FY19
4,065
4,361
4682
3000
3200
3400
3600
3800
4000
4200
4400
4600
4800
FY17 FY18 FY19
2854
32673427
0
500
1000
1500
2000
2500
3000
3500
4000
FY17 FY18 FY19
Q4 and FY19 Key Updates
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• Strong Q4 billing growth of 10.9% q/q and 6.3 % y/y, the best in the last 8 quarters
• Created about 104,000 success stories in FY19
• 3.72 million active profiles as at 31 March 2019, growth of 9.5%; Added 1.1M profiles in the quarter taking the total to
4.1M profiles for FY19; Paid subscriptions of 180,000 added in the quarter taking the total to 731,000 paid subscriptions
during the year
• Good traction in Marriage Services business in Q4: Revenue at Rs 3.95 crores, a growth of 48.3% q/q and 32.6% y/y. For
the full year losses have come down from about Rs 17 cr in FY18 to about Rs 14 cr in FY19.
• Excluding marketing expenses, EBITDA margins are stable in FY19 as compared to FY18. For the full year, marketing costs
increased from Rs 56 cr in FY18 to Rs 81 cr in FY19
• Our cash position is at Rs 204 crores. The EBITDA to operating cash flow conversion for the year has been robust at 87%
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 Our Growth Strategy
Our Growth Strategy
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Expand User Base
Continue Investmentsin Mobile Platforms
Continue to Expand into Marriage Services
Further Strengthen Brands
Drive Monetization
3
2
4
1
5
Highly Experienced Board of Directors and Management Team
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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
Prasad NelliparthiChief Human Resource Officer
R ChandrasekarChief Technology Operation and Infrastructure Officer
S. SaichitraChief Portal and Mobile Officer
Murugavel JanakiramanPromoter, Chairman and Managing Director
Sushanth PaiChief Financial Officer
S. VijayanandGeneral Manager-Company Secretary and Compliance
Officer
C K RanganathanNon-Executive Independent Director
J. KarthikHead - Matrimony Bazaar
KP JaikumarHead - Photography
Akila KrishnakumarNon-Executive Independent Director
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: [email protected]
CIN: L63090TN2001PLC047432