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M I C R O F I N N C E
May 4, 2016
The Secretary
BSE Limited
Phiroze Jeejeeboy Towers
Dalai Street
Mumbai-400001.
SKS M icrofinance Limited
Head Office: 3rd Floor , My Hom e Tycoon, Block A, 6-3-1192
Kundanbagh, Begumpet, Hyderabad - 500 016, Telangana, India
T: 91 40 4452 6000 F: 91 40 4452 6001
[email protected] I www.sksindia.com
C or por a te Iden t it y N um ber : L65999M H 2 3PLC 25 5 4
The V ice President - Listing
National Stock Exchan ge of India Lim ited
Exchange Plaza,
Bandra - Kuria Com plex
M umbai - 400 051
Dear Si r / M adam,
Sub: Earn ing Upda te
This is inform you that Board of Directors of the Com pany at i ts meet ing held today i .e . M ay 4 ,
201 6, had approved the audited financial results for the quarter / year ended M arch 31, 20 16 and
the same have been sent to you.
A copy of the Earning Update for the aforesaid quarter / year, which we plan to host on our
website www.sksindia.com
is attached for y our informa tion and records.
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EARNINGS UPDATE Q4FY16
1
SKS Microfinance LimitedBSE: 533228 ● NSE: SKSMICROCorporate Identity No. L65999MH2003PLC250504
www.sksindia.com
This presentation is solely for viewing. No part of it may be circulated, quoted, or reproduced for distribution without prior written approval from SKS Microfinance Limited.
MAY 2016
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CONTENTS
2
Particulars Slide No.
Executive Summary 3
Investment Hypothesis 5
Company Overview 8
Clarity on Major Uncertainties Post AP MFI Crisis 13
Future Strategy 18
Q4FY16 Performance Highlights 24
Review of Financials 31
Financial Architecture 42
Risk Management 46
Capital Structure 48
Annexures 51
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3
EXECUTIVE SUMMARY
3
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4
158
278
423
714
FY-13 FY-14 FY-15 FY-16
2,0162,837
4,171
7,677
Mar-13 Mar-14 Mar-15 Mar-16
Overview AUM Growth (Non-AP portfolio) Growing Net Interest Income
Attractive Financial Metrics Balanced Geographical mix Diversified Shareholding
Marginal cost of borrowing# 9.2%
Cost to income 48.3%
Return on Equity 25.1%
Return on Asset* 4.2%
EXECUTIVE SUMMARY
• Second largest microfinance companyin India with gross loan portfolio of INR7,677 Cr., 56 Lakhs members in Non- AP states and 1,324 branches
• Lowest lending rate (19.75%) amongMFIs
• Company’s non-AP Portfolio grew by84% (YoY) and 24% (QoQ) to INR7,677 Crs. as of March 31, 2016
• PAT of INR 303 Cr. for FY16.
Note: Shareholding As of March 31, 2016
Net worth (INR Cr.) 1,383
Capital Adequacy 23.1%
Cash & Cash equivalent(INR Cr.)
1,660
Gross NPA 0.1%
Note: Portfolio As of March 31, 2016
Strong Balance sheet and liquidity
Efficiency and Profitability
INR Cr. INR Cr.
*Interest income on Portfolio loans + Excess interestspread on securitization/Income from Assignment + Loan
processing fees + BC Fee – Financial Cost
Note: FY16Non-AP = excluding states of AP and Telangana# includes on and off b/s borrowings (excluding processing fees) for
Q4FY16*includes securitized, assigned and managed loansFigures roun ded off to the nearest digit across the presentat ion
Odisha18%
Karnataka14%
Maharashtr a
12%Bihar 11%
WestBengal10%
UttarPradesh
9%
Kerala
6%
MadhyaPradesh
5%
Rajasthan5%
Jharkhand4%
Others6%
2.5%
2.7%
2.8%
3.0%
3.3%
3.4%
3.6%
4.1%
4.2%
4.4%
Baron Capital…
Kismet Microfinance
Indus Capital Partners
Tree Line
Vinod Khosla
IDFC Mutual Fund
Max Life Insurance…
Sandstone
Amansa Capital PTE…
Morgan Stanley SG PTE
Top 10 Shareholders
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5
INVESTMENT HYPOTHESIS
5
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INVESTMENT HYPOTHESIS
There is a huge demand/ supply gap for microfinance
SKS is the lowest cost MFI lender across the globe
Diversified earnings stream with cross-sell / Non-Loan revenue contributing 9% to PAT
Pan-India presence with no unbalanced geographic sectoral exposure
Strong solvency (Capital Adequacy of 23.1%) and sufficient liquidity
RBI’s comprehensive regulatory framework mitigates political and regulatory risks
RBI and MoF acknowledge microfinance as a key component of financial inclusion
Entry barriers and supervisory standards are significantly enhanced thwarting future competition
No credible alternative for microfinance emerges even after 5.5 years of AP MFI Act
PSL requirement of banks to enhance funding availability and value of the franchise
Steady state RoA of 4% still the highest among financial services play
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Segment -1
70 mn households in India
with some assets (INR
90/day PPP)
Segment -2 (BPL)
80 mn households in India
with no assets (INR 55/day
PPP)
THERE IS A HUGE UNMET DEMAND FOR MICROFINANCE
Assumpt ions
• Target households: 150 mn•Basis: World Bank poverty statistics, India
• Avg. credit requirement: Rs 20,000 per household•Basis: EDA Rural Systems, World Bank, Access to Finance
• Adjustment for service difficulties: 20%•Basis: adjustment made to reflect inaccessible poor in rural areas (~7%) and half ofunderserved urban poor (0.5 x 26% = 13%)
Source: World Bank; Sa-Dhan Bharat Microfinance reports
38,55859,860
24,017
27,582
2014 2015
MFIs SHG
Micro-Credit Demand In India
covered in part bymoneylenders andinformal sources,but largely untapped
*Disbursement in INR Crs.
Demand
Rs. 2,40,000 Crs.
* *
Rs.87,442 crsRs.62,575 crs
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COMPANY OVERVIEW
8
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Survey a village Recruit members
Deliver doorstep service Provide training
SKS USES GRAMEEN MODEL TO PROVIDE UNSECURED CREDIT AT THE
DOORSTEP OF LOW INCOME RURAL WOMEN
Put loan
officers pic
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1,484
2,8753,503
FY 12 FY 13 FY 14
Drawdowns
AP exposure of Rs. 1,360
crore written off/ providedfor
Q3FY11 Q4FY14 Var.
Branches 2,403 1,255 -48%
Other Opex (INR
crore)51 21 -60%
Headcount 25,735 8,932 -65%
Personnel Cost
(INR crore)89 43 -52%
3,526
1,185
2,837
Q3FY11 Q3FY12 Q4FY14
Non –AP Gross Loan
Portfolio
(13.6) (3.0)
70
FY12 FY13 FY14
Return To Profitability
Bn Bn
INR crore
BUILDING BLOCKS OF TURNAROUND POST AP MFI CRISIS
Balance Sheet Cleansed Supply-side Shock Managed Credit Growth Resumed
Cost Structure Optimization
10
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14%
8%1,229
Oct’10 June’12 Dec’15
28.300
14.600
Non-AP Portfolio Outstanding
3,945
SKS
Others
INR Crs.
Net worth - Rs. 1,383 crs
CAR - 23.1% (RBI Requirement
15%)
# On and Off balance sheet loans including processing fee
2015 -16
SKS
Disbursement
share 18%* in
Q3FY16
* Industrydisbursementsfor Q3FY16 isRs.16,580 crs.
Dec-15 data as per MFIN; (excludes data for Bandhan bank; Equitas -Q1FY16 and Ujjivan -Q2FY16)
15%6,177
42.251
DURABLE FOUNDATION FOR SUSTAINABLE GROWTH (1/2)
Market Share Regained
Technology Upgraded
Capital Reinforced
Efficiency Gains
InstalledComputers atall brancheswith In-Houselendingsystem
All branchconnectivitywith daily datareceipt (1,215remotelocations)
Refactoring ofIn-house lendingsystem
Equipped
LoanOfficers withtablets
Mobile/ digital/cashlesstransactions
74.5%
61.1%48.3% 47.5%
FY14 FY15 FY16 Q4FY16
Cost to Income
12.6% 11.9% 10.2% 9.3%
FY14 FY15 FY16 Q4FY16
Marginal Cost ofBorrowing#
11
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29.25%
24.55%23.55%
22.00%20.75%
19.75%
Oct-10 Jan-11 Oct-14 Jul-15 Oct-15 Dec-15
Lowest interest ratecharged by any privatesector MFI in the globe
4.8% reduction in one year
GLP: Gross Loan PortfolioTerm loan and cash credit facilities
Interest rate on income generation loans
74%
50%
Mar-13 Mar-16
Share of borrowing from top 5banks
53%
44%
Sep-10 Mar-16
Top three states share in GLP
Political Risk Mitigation through interest rate reduction
Reduced Borrowing Dependence Lower State Concentration
DURABLE FOUNDATION FOR SUSTAINABLE GROWTH (2/2)
12
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CLARITY ON MAJOR UNCERTAINTIESPOST AP MFI CRISIS
13
WHAT DOESN’T KI YOU MAKES YOU STRONGER POSITIVE DEVE OPMENTS
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WHAT DOESN’T KILL YOU, MAKES YOU STRONGER - POSITIVE DEVELOPMENTSPOST AP MFI CRISIS
14
Will there be multipleregulators?
Regulatory clarity – RBI to be the sole regulator
Funding uncertainty?
Priority sector status continues
MFIs are the only indirect priority sector dispensation
Will there be contagion?
No contagion
Since past 5.5 years no other state has followed suit
Has the operating model
been challenged?
Collection efficiency maintained despite disbursements being a fractionof collections during the wind-down mode i.e. Oct’2010 to June’2012.
No alternative credit delivery model has gained currency.
What will be the economics
under regulated interest
rate regime?
RoA of 3-4% on a steady-state basis
Concerns Clarity
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OPERATING MODEL VAILIDITY ESTABLISHED
15
3,942
3,526
2,706
2,101
1,635
1,185 1,320 1,229
Q2FY11 Q3FY11 Q4FY11 Q1FY12 Q2FY12 Q3FY12 Q4FY12 Q1FY13
Collection efficiency of 97% during wind-down mode dispels ever greening myth
Non-AP
Loan
Portfolio
No. of non-AP borrowers who repaid on-timeduring this period 5.2
No. of non-AP members who availed loansduring this period
3.3
No. of non-AP members who didn’treceive any incremental credit from SKS
during this period
1.9
in Millions
1.9 million borrowers repaid loans
without incremental lending
INR crs
Internal generation -- and not incremental debt --
aids prompt repayment
MFI Industry non- AP Portfolio Outstanding (Rs Cr)
Oct’10 28,300
June’12 14,600
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Sector outstanding
Non-AP PortfolioOct ’10 – 28,300
Mar’14 – 24,615
Mar’15- 40,138
Dec’15- 42,251#
Market ShareDynamics
2nd, 3rd, 4th and 5th
largest MFI playerswith 40% Non-APmarket share areunder CDR.
Institutional
InfrastructureCredit Bureaus-
- Equifax & Highmarkare functional
- 95% of MFIs now useCB reports fordisbursements
COMPETITIVE LANDSCAPE CHANGES TO SKS’ ADVANTAGE
16
INR crore
• No. of loan records - 17.8 Crore• No. of borrower records – 7.0 Crore• No. of loan records (live) – 4.6 Crore• No. of borrower records (live) – 3.3 Crore• No. of MFIs reporting – 117• Frequency of sharing the records – Weekly
Snapshot of Equifax Credit Bureau*:
* Source: Equifax (as on Jan 2016)
# Dec-15 data as per MFIN; excludes data for Bandhan bank;Equitas (Q1FY16) and Ujjivan (Q2FY16)
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STEADY-STATE ROA OF 4% CAN BE TARGETED
17
Processing fee
Interest rate
RevenueProfitTaxesProv. &
Write-off
Operating
cost
Financial cost
Marginal Cost ofborrowings: 9.3%.
Portfolio funded by debt:80%
7.4
7.1
1.0 1.5
4.5
1.7
19.75
21.5
*interest rate charged is 19.75% for new loans effective from 7 th Dec’15#Processing fee is calculated based on weighted average portfolio mix of 70% IGL (1 Yr. loan) and 30% LTL (2 Yr. loan).
*
#
Minimum Alternate Tax @ 21%
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FUTURE STRATEGY
18
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OPPORTUNITIES CHALLENGES
A COMPARATIVE STUDY OF STRUCTURAL OPPORTUNITIES & CHALLENGES
Access to low cost funds/deposits Bank accounts to customers Political risk mitigation
× CASA can be competitive only in the longterm
× CRR and SLR drag× No PSL benefit on bank borrowings× Interbank borrowings capped at 3x Net
Worth
× Cannot act as Business Correspondent(BC) to other banks
× Investment in technology, infrastructureand functional capabilities for banking
SFB
Generate Agri-allied/ PSL for banks
Leverage Business Correspondent (BC)model to offer bank accounts and savingproducts to customers without CRR andSLR drag
× Political risk beyond a size
× Cannot access deposits
NBFC-MFI
19
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Political Risk mitigation Sub-20% interest rate mitigates political risk• SKS becomes the lowest cost lender with 19.75%
interest rate1
Access to refinance Access to refinance is now available to NBFCs also• SKS has accessed Rs.100 Cr refinance from
MUDRA @ 10%2
Bank accounts forcustomers• Migration to cashless
regime to reduce opex
• Seed Jan-Dhan accounts of members• Open bank accounts for members as BC for other
banks3
Downward adjustment of
risk premium to reducecost of borrowings
• Lowest borrowing cost in the sector • Highest rating in the MFI sector - A1+ for short
term and A+ for long term• Strong Balance Sheet : Strong solvency and
sufficient liquidity• Relationship premium from credit grantors
4
Rationale for SFB application Mitigants / Counter Strategies
SFB - MISSED OPPORTUNITY BUT NOT A SETBACK
20
UNMATCHED LEADERSHIP
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UNMATCHED LEADERSHIP
21
UniqueOperating Model
Extensive Reach
Best of Breed
financial ratios
Lowest Cost
Producer
External
endorsements
Parameter
Interest rate
No. of districts
No. of customers
Group Lending
Rural customer base
Opex to GLP
Cost to Income
Earnings growth
RoA, RoE
Rating
Status
100%
75%
Lowest interest rate of
19.75% among global
private sector MFI
305
5.6 Mn
7.1%
48.3%
61% yoy
4.2%, 25.1%
Highest Long-term rating (A+) and
Short-term rating (A1+) amongstNBFC-MFIs
THE MOST EFFICIENT MFI IN THE GLOBE
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THE MOST EFFICIENT MFI IN THE GLOBE
10
Metric
Sub-20
Interest
Rate to
Borrower
Cost to
Income
Ratio
Balance sheet
strength
Stellar
repayment
record
Judicious
sources mix
Technology
initiatives
Scale
AUM
growth
Operating
leverage
Non-Loan
revenue
Drivers
Marginal
cost of
Borrowing
Cumulative
next 2
years salary
increase to
field staff
Target %
Annualised
earnings
growth
Medium Term Strategic Priorities:
20 30 40 50
Low marginal
cost of borrowing
Scale &
Efficiency
Productivity &
Efficiency
Status –
FY16
22
9.3* 19.75* 15 48.3 61
*Q4FY16
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CREATIVE DISTURBANCE TO ASSET-REVENUE-EARNING CORRELATION
23
15%
85%
Revenues
10%
90%
Assets*
20%
80%
Earnings
*Note: Core microfinance will continue to be more than 90% of credit assets
Medium-Term Targets
MFINon - MFI
Non-MFI Actuals – FY16
9.3%
3.8%
1.3%
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Q4FY16PERFORMANCE HIGHLIGHTS
24
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HIGHLIGHTS OF Q4FY16
Incremental drawdowns of Rs.3,224 Crs. in Q4FY16 (Rs.2,414 Crs. Q4FY15) and full year drawdowns in FY16
were Rs.7,317 Crs. (growth of 46% YoY) excluding origination under managed loans. SKS also originated Rs.326
Crs. and Rs.1,064 Crs. loans under managed portfolio in Q4FY16 and FY16 respectively.
Completed securitization transactions of Rs.1,621 Crs rated as ‘AA (SO)’ and asset assignment of Rs.507 Crs. in
Q4FY16.
Loan disbursement of Rs.4,066 Crs. in Q4FY16 (growth of 63% YoY and 36% QoQ). Disbursements in FY16 was
Rs.12,088 Crs (growth of 75% YoY).
Non-AP Portfolio grew by 84% YoY and 24% QoQ to Rs.7,677 Crs. as of March 31, 2016.
Marginal Cost of Borrowings* reduced from 9.9% in Q3 FY16 to 9.2% in Q4FY16 and Weighted Average cost of
Borrowings# (historical) also reduced from 11.5% in Q3 FY16 to 11.1% for Q4FY16.
The un-availed deferred tax benefit of Rs.357 Crs. and MAT credit of Rs.97 Crs. will be available to offset tax on
future taxable income.
PAT of Rs. 84 Crs. in Q4FY16 (growth of 108% YoY and 6% QoQ ) and Rs.303 crs for FY16 (growth of 61% YoY).
QoQ PAT movement has been impacted by increase in standard asset provisioning of Rs. 5 Crs and income
deferral of Rs. 6 Crs due to securitization and assignment.
Networth of Rs.1,383 Crs. and Capital adequacy at 23.1% as of March 31, 2016.
Cash & Cash equivalent^ of Rs.1,660 Crs.
25
Note:
^ Excluding security deposit.
# including processing fee of Rs.2.5 Crs paid on Loans on Balance sheet in Q4FY16.* Includes on and off b/s borrowings, excluding processing fees.
Figures rounded off to the nearest digit across the presentation. Figures and ratios have been regrouped wherever necessary.
OPERATIONAL HIGHLIGHTS
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OPERATIONAL HIGHLIGHTS
Particulars Mar-15 Mar-16 YoY% Dec-15 QoQ%
Branches# 1,268 1,324 4% 1,300 2%
Centers (Sangam) 227,125 246,647 9% 227,214 9%
- Centers in non-AP States 156,457 175,774 12% 156,341 12%
Employees (i) + (ii) + (iii) + (iv) + (v) + (vi) 9,698 11,991 24% 11,086 8%
• Field Staff (i) + (ii) + (iii) + (iv) + (v) 9,416 11,689 24% 10,794 8% – Sangam Managers* (i) 5,286 6,884 30% 6,415 7%
– Sangam Manager Trainees(ii) 777 1,008 30% 654 54%
– Branch Management Staff (iii) 2,266 2,576 14% 2,537 2%
– Area Managers (iv) 99 155 57% 144 8%
– Regional Office Staff (v) 988 1,066 8% 1,044 2%
• Head Office Staff (vi) 282 302 7% 292 3%
Members in non-AP States (in '000) 4,482 5,566 24% 4,957 12%
− Members added (in the quarter) (in ‘000) 483 806 67% 540 49% Active borrowers in non-AP States (in '000) 3,648 4,637 27% 4,158 12%
− Active borrowers added (in the quarter) (in ‘000) 382 845 121% 537 57%
No. of loans disbursed (in '000) 1,857 2,386 29% 1,899 26%
Disbursements (for the quarter) (INR Crs.) 2,494 4,066 63% 2,980 36%
Gross loan portfolio – Non-AP (INR Crs.) (A+B+C) 4,171 7,677 84% 6,177 24%
• Loans outstanding (A) 2,911 4,965 71% 5,035 -1%
• Securitized/Assigned (B) 918 2,023 120% 557 263%
• Managed loans (C) 342 688 101% 586 18%
Operational Efficiency – Non-AP :
Off-take Avg (Disbursements/ No of Loans disbursed) (INR) 13,443 17,049 27% 15,701 9%
Off-take Avg Excluding Cross Sell 15,473 20,578 33% 18,184 13%
Gross loan portfolio/ Active Borrowers (INR) 11,434 16,557 45% 14,857 11%
Gross loan portfolio/ No. of Sangam Managers (Rs. '000) 8,994 12,141 35% 10,611 14%
Active borrowers / No. of Branches 3,214 3,893 21% 3,563 9%
Active borrowers / No. of Sangam Managers 787 733 -7% 714 3%
*Sangam Managers are our loan officers who manage our centers (also called Sangams). As of March’16, we had 6,323 Sangam Managers inNon-AP States # Incl. 44 Gold loan branches 26
O O G O S G C S G O O S 3 S
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21% 10% 16% 56%
BORROWER GROWTH IS HIGHER THAN TICKET SIZE GROWTH FOR LAST 3 YEARS
Increase in
No. of
Borrowers
Increase in
Ticket sizeChange in Loan
duration^AUM growth
27% 22% 18% 84%FY16
12% 6% 24% 47%FY15
26% 4% 8% 41%FY14
Notes:^ Due to the impact of long term loans ( 2 years duration), which was piloted in FY14 and rolled out in FY15.
CAGR last
3 yrs.
27
PRODUCTIVITY GAINS & COST EFFICIENCY ENABLE SKS TO LEVERAGE THE
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PRODUCTIVITY GAINS & COST EFFICIENCY ENABLE SKS TO LEVERAGE THECONDUCIVE ENVIRONMENT
28
Best before
AP MFI
crisis
Worst
during AP
MFI crisis
FY14 FY15 FY16 Q4 FY16
Productivity – Non-AP:
Borrowers/ SM 489* 287 721 787 733 733
Gross Loan Portfolio/ SM ('000) 3,640* 1,320 6,275 8,994 12,141 12,141
Offtake Avg. 10,299* 9,237 11,849 12,273 15,024 17,049
Offtake Avg. (Excl Cross-sell) 10,383* 11,021 12,277 14,149 18,102 20,578
Cost Efficiency:
Financial Cost %$ 6.6% 9.8% 8.3% 8.3% 8.5% 7.7%
Cost of borrowings % (without
processing fees)9.7% 12.9% 12.7% 12.1% 11.4% 10.8%
Cost of borrowings % 10.3%^ 16.0%^ 13.6%# 12.8%# 11.6%# 11.1%#
Opex/ Gross Loan Portfolio % 10.4% 21.7% 9.6% 9.5% 7.1% 6.5%
Cost to Income Ratio 52.4% 275% 74.5% 61.1% 48.3% 47.5%
Credit Quality - Non-AP:
Gross NPA% 0.20%* 5.5% 0.1% 0.1% 0.1% 0.1%
Net NPA% 0.16%* 2.9% 0.1% 0.1% 0.04% 0.04%
Collection Efficiency % 99.8%* 94.9% 99.9% 99.8% 99.8% 99.8%
*Enterprise figures - includes figures from AP state$ Financial expenses to Avg. Gross Loan Portfolio^Includes processing fee for on and off balance sheet (b/s) funding# Includes processing fee for on b/s funding only, for FY 14 Rs. 13 Crs, FY15 Rs. 14.3 Crs. FY16 Rs.10.5 Crs. and for Q4FY16 Rs. 2.5 Cr
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PORTFOLIO MIX
29
CONCENTRATION NORMS
Metric % Cap on Disbursement* POS % Cap of Networth*
State
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As of Mar 2016
* Excludes 44 Gold Loan Branches.
VINTAGE OF NON-AP BRANCHES IS 7.1 YEARS PORTFOLIO OUTSTANDING BY ECONOMIC ACTIVITY
StateNo. of
Branches
Wt. Avg. Vintage
(in Yrs.)*
Karnataka 171 8.1
Odisha 150 7.7Uttar Pradesh 136 6.9
Bihar 133 6.1
West Bengal 126 7.4
Maharashtra 118 7.6
Madhya Pradesh 69 7.6
Rajasthan 59 7.4
Kerala 53 5.5
Jharkhand 47 6.4
Chhattisgarh 28 5.9
Haryana 22 4.8
Punjab 18 6.6
Uttarakhand 12 5.5
Himachal Pradesh 3 1.3
Delhi 1 6.7
Non-AP 1,146 7.1
Purpose % Mix
Livestock 32%
Tailoring, Cloth weaving 11%
Grocery stores and other retail outlets 10%
Agriculture 8%
Trading of Vegetable & fruits 7%
Masonry, Painting, Plumbing,Electrician, Carpenter and related
7%
Vehicle repairs 5%
Eateries 4%
Trading of Agri-commodities 4%
Garments & Footwear retailing 2%
Trading of Utensils, Plastic items 1%
Scrap business 1%
Bangles shop 1%
Other income generating activities 8%
30
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REVIEW OF FINANCIALS
31
ROBUST FY16 PERFORMANCE EXCEEDS COMBINED PERFORMANCE OF RECOVERY
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ROBUST FY16 PERFORMANCE EXCEEDS COMBINED PERFORMANCE OF RECOVERYPERIOD OF FY14 AND FY15
32
FY16
FY15
FY14
12,063
4,769
6,860
FY16 FY14+FY15
Non -A.P Disbursements
11,628
>
FY16
FY13
FY12
FY11
7,677
2,837
4,171
FY16 FY14+FY15
Non-A.P AUM
7,008
>303
70
188
FY16 FY14+FY15
PAT
258
>
7,677
2,706
1,320
2,016
FY16 FY11+FY12+FY13
Non-A.P AUM
6,041
>
6,949
3,790
857
1,320
FY16 FY11+FY12+FY13
Market Cap
5,967
>
FY 16 > FY14 + FY15
FY 16 > FY11+ FY12 + FY13
AND ALSO EXCEEDS COMBINED PERFORMANCE OF CRISIS PERIOD OF FY11, FY12 AND FY13
INR Crs.
STRONG SOLVENCY AND SUFFICIENT LIQUIDITY
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STRONG SOLVENCY AND SUFFICIENT LIQUIDITY
33
INR Crs.
Capital AdequacyNetworth
Cash and Cash Equivalent^Drawdowns*
^ Excluding security deposit
15.0%
23.1%RBI Requirement
Q4FY16
2,4141,478
3,224
5,020
7,317
Q4FY15 Q3FY16 Q4FY16 FY15 FY16
1,046
1,2921,383
Q4FY15 Q3FY16 Q4FY16
*Excluding Managed Loans
1,437
886
1,660
Q4FY15 Q3FY16 Q4FY16
PAT GROWS TO RS 303 CRS
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PAT GROWS TO RS. 303 CRS
34
PATOperating CostNet Interest Income*
*Interest income on Portfolio loans + Excess interest
spread on securitization/Income from assignment +Loan processing fees + BC Fee – Financial Cost
Disbursements Non-AP Gross Loan Portfolio Gross Revenue
INR Crs.
2,494 2,9804,066
6,891
12,088
Q4FY15 Q3FY16 Q4FY16 FY15 FY16
75%YoY
63%
YoY
36%QoQ
4,171
6,177
7,677
Q4FY15 Q3FY16 Q4FY16
84%YoY 24%
QoQ
226343 370
803
1,321
Q4FY15 Q3FY16 Q4FY16 FY15 FY16
64%YoY
8%QoQ
64%YoY
112182 207
423
714
Q4FY15 Q3FY16 Q4FY16 FY15 FY16
13%QoQ
84%YoY
69%YoY
84 99 112
320404
Q4FY15 Q3FY16 Q4FY16 FY15 FY16
13%QoQ
34%YoY
26%YoY
Tax
Exp:
Rs.
6 Crs
Rs.
24 Crs
Rs.
26 Crs
Rs.
6 Crs
Rs.
91 Crs
4179 84
188
303
Q4FY15 Q3FY16 Q4FY16 FY15 FY16
61%YoY108%
YoY
6%QoQ
ROBUST EARNINGS MODEL DELIVERS IMPROVED PROFITABILITY
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ROBUST EARNINGS MODEL DELIVERS IMPROVED PROFITABILITY
35
Particulars Q4FY15 Q4FY16 YoY%
Q4FY16
As % of Total
Revenue
Q3FY16 QoQ%
Income from Operations
Interest income on Portfolio loans 152 239 58% 65% 263 -9%
Excess interest spread on securitization/ Assignment
25 61 144% 16% 17 256%
Loan processing fees 13 23 79% 6% 19 22%
Other Income
Income on investments 14 12 -12% 3% 14 -16%
Recovery against loans written off 4 3 -42% 1% 4 -34%
Facilitation fees from Cross-sell 10 15 49% 4% 9 61%
BC fees 8 18 117% 5% 16 12%Other miscellaneous income 0.5 0.2 -60% 0.1% 1.1 -80%
Total Revenue 226 370 64% 100% 343 8%
Financial expenses 85 134 57% 36% 133 1%
Personnel expenses 60 80 33% 22% 72 12%
Operating and other expenses 22 29 30% 8% 25 19%
Depreciation and amortization 1 3 - 1% 3 4%Total Operating Cost 84 112 34% 30% 99 13%
Provision & Write-offs 11 14 30% 4% 9 59%
Total Expenditure 180 260 45% 70% 240 8%
Profit before Tax 46 110 137% 30% 103 7%
Tax expense 6 26 - 7% 24 9%Profit after Tax 41 84 108% 23% 79 6%
INR Crs.
QOQ PROFITABILITY ANALYSIS
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QOQ PROFITABILITY ANALYSIS
36
Particulars Q4FY15 Q1FY16 Q2FY16 Q3FY16 Q4FY16 FY16 FY15
AUM growth rate (QoQ) Closing 31% 15% 14% 13% 24% 84% 47%
AUM growth rate (QoQ) Monthly Averages 21% 22% 17% 10% 22% 80% 42%
PAT 41 61 78 79 84 303 188
PAT Growth rate ( QoQ) -1.3% 51% 27% 2% 6% 61% 169%
Non-Core Drivers
Cross sale fee (Facilitation fees) 10.0 12.8 12.7 9.3 14.9 49.7 29.2
Cash & Bank balance (net of security deposit) Avg.
Daily712 1,036 439 789 681 735 470
Non-Core Drags
AP Recovery 4.0 3.5 3.4 2.5 1.4 10.8 31.3
Income deferred (net*) on account of
Securitisation/assignment5.8 (0.9) (1.0) 2.3 8.7 9.1 3.3
Standard Asset Provision (Inc. off b/s provision upto
1%) 9.4 4.9 6.1 7.3 12.5 30.8 12.1
% Securitised & assigned / Non-AP AUM (Based on
Closing figs)22.0% 9.9% 3.3% 9.0% 26.4%
Average gross interest yield (Non-AP) QTR average 23.24% 23.2% 23.6% 21.7% 21.2% 22.0% 22.9%
Interest rate on new loans 23.55% 23.55% 22.0%20.75%
& 19.75%19.75%
INR Crs.
*Net of flow back from earlier deferrals
PAT GROWS BY 61% YOY
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PAT GROWS BY 61% YOY
37
Particulars FY15 FY16 YoY%
FY16
As % of Total
Revenue
Income from Operations
Interest income on Portfolio loans 566 954 68% 72%
Excess interest spread on securitization / Assignment
67 110 65% 8%
Loan processing fees 46 73 60% 5%
Other Income
Income on investments 44 56 27% 4%
Recovery against loans written off 26 15 -44% 1%
Facilitation fees from Cross-sell 29 50 70% 4%
BC fees 23 62 167% 5%Other miscellaneous income 2 2 15% 0%
Total Revenue 803 1,321 64% 100%
Financial expenses 279 485 74% 37%
Personnel expenses 232 292 26% 22%
Operating and other expenses 84 103 22% 8%
Depreciation and amortization 5 8 83% 1%Total Operating Cost 320 404 26% 31%
Provision & Write-offs 10 39 285% 3%
Total Expenditure 609 927 52% 70%
Profit before Tax 194 394 103% 30%
Tax expense 6 91 - 7%
Profit after Tax 188 303 61% 23%
INR Crs.
STRONG CAPITAL BASE AND ROBUST LIQUIDITY DRIVE SKS BALANCE SHEET
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STRONG CAPITAL BASE AND ROBUST LIQUIDITY DRIVE SKS BALANCE SHEET
38
Particulars Q4FY15 Q4FY16 YoY% Q3FY16 QoQ%Equity Share Capital 126 127 1% 127 0.2%
Stock Options Outstanding 25 25 -2% 25 -1%
Reserves And Surplus 895 1,231 38% 1,140 8%
Capital & Reserves 1,046 1,383 32% 1,292 7%
Loan Funds 3,280 5,130 56% 4,651 10%
Payable Towards Assignment/Securitisation 180 247 37% 57 -
Expenses & Other Payables 23 44 91% 29 52%Provision For Taxation 2 2 0% 3 -50%
Unamortised Loan Processing Fees 31 64 105% 48 32%
Employee Benefits Payable 19 24 31% 20 20%
Interest Accrued But Not Due On Borrowings 10 38 - 52 -27%
Interest Accrued And Due On Borrowings 6 - - - -
Provision For Leave Benefits & Gratuity 14 21 46% 20 8%
Statutory Dues Payable 3 4 36% 7 -45%
Unrealised Gain On Securitisation Transactions 42 124 191% 54 129%
Provision For Standard And NPA - Non-AP 42 74 76% 63 18%
Provision For Standard And NPA - AP 0.1 0.1 -17% 0.1 -22%
Liabilities 3,652 5,771 58% 5,004 15%Total Liabilities 4,699 7,154 52% 6,295 14%
Fixed Assets 5 11 122% 13 -9%
Intangible Assets 5 5 0% 5 -2%
Investment 0.2 0.2 - 0.2 -
Cash And Bank Balances (Incl. Security Deposits) 1,659 1,942 17% 1,085 79%
Trade Receivable 9 6 -26% 2 249%
Interest Accrued And Due On Loans 1 0 -77% 1 -66%
Interest Accrued But Not Due On Loans 11 10 -6% 12 -17%
Interest Accrued But Not Due On Deposits With Banks 8 12 53% 11 8%
Interest Strip On Securitization Transactions 42 124 191% 54 129%
Portfolio Loans -- Non-AP 2,824 4,806 70% 4,984 -4%
Portfolio Loans -- AP 13 11 -17% 14 -22%
Loans Placed As Collateral 86 160 85% 51 212%
Security Deposits For Rent And Other Utilities 4 4 3% 4 0%
Advances For Loan Cover Insurance 1 1 10% 1 -39%
Loans To SKS Employee Benefit Trust 5 3 -44% 5 -44%
Advance Income Tax 14 16 11% 14 11%
Prepaid Insurance 3 4 35% 5 -25%
Other Advances / Other Assets 8 39 399% 34 15%
Total Assets 4,699 7,154 52% 6,295 14%
Note:1 Non-AP Securitized/Managed/Assigned Portfolio 1,260 2,711 115% 1,142 137%
2. Non-AP Gross Loan Portfolio 4,171 7,677 84% 6,177 24%
INR Crs.
BEST OF BREED RATIOS
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BEST OF BREED RATIOS
39
Particulars Q4 FY15 Q3 FY16 Q4 FY16
Spread Analysis (as % of Avg. Gross Loan Portfolio)
Gross Yield (I) 24.2% 23.5% 21.3%
Portfolio Yield* 18.9% 19.2% 17.3%
Financial Cost (a) 9.1% 9.1% 7.7%
Operating Cost (b) 8.9% 6.8% 6.5%Provision and Write-offs (c) 1.1% 0.6% 0.8%
Taxes (d) 0.6% 1.6% 1.5%
Total Expense II = (a+b+c+d) 19.8% 18.1% 16.5%
Return on Avg. Gross Loan Portfolio (I) - (II) 4.3% 5.5% 4.9%
Efficiency:
Cost to Income 59.4% 46.9% 47.5%
Asset Quality – Non-AP:Collection Efficiency 99.8% 99.8% 99.8%
Portfolio at Risk >30 Days 0.2% 0.2% 0.1%
Gross NPA 0.1% 0.1% 0.1%
Net NPA 0.05% 0.1% 0.04%
Gross NPA (INR Crs.) 2.4 6.3 4.1
Net NPA (INR Crs.) 1.3 3.0 1.9
Leverage:
Debt : Equity 3.1 3.6 3.7Debt : Equity (Incl. Securitised, Assigned & Managed Loans) 4.5 4.5 5.9
Capital Adequacy: 31.7% 23.9% 23.1%
Profitability:
Return on Avg. Assets (Incl. Securitised, Assigned & Managed Loans) 3.2% 4.5% 3.9%
ROE 15.9% 25.5% 25.3%
EPS - Diluted (INR) (Not Annualised) 3.2 6.2 6.6
Book Value (INR) 82.9 101.6 108.6* Portfolio Yield = (Int. income on portfolio loans + Excess interest spread on securitization and Asset Assignment ) /Avg. GLP
OPERATING AND FINANCIAL LEVERAGES PLAY OUT
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OPERATING AND FINANCIAL LEVERAGES PLAY OUT
40
Particulars FY15 FY16
Spread Analysis (as % of Avg. Gross Loan Portfolio)
Gross Yield (I) 23.9% 23.3%
Portfolio Yield* 18.8% 18.8%
Financial Cost (a) 8.3% 8.5%
Operating Cost (b) 9.5% 7.1%
Provision and Write-offs (c) 0.3% 0.7%
Taxes (d) 0.2% 1.6%
Total ExpenseII =
(a+b+c+d)18.3% 17.9%
Return on Avg. Gross Loan Portfolio (I) - (II) 5.6% 5.3%
Efficiency:
Cost to Income 61.1% 48.3%
Asset Quality – Non-AP:Collection Efficiency 99.8% 99.8%
Portfolio at Risk >30 Days 0.2% 0.1%
Gross NPA 0.1% 0.1%
Net NPA 0.05% 0.04%
Gross NPA (INR Crs.) 2.4 4.1
Net NPA (INR Crs.) 1.3 1.9
Leverage:
Debt : Equity 3.1 3.7Debt : Equity (Incl. Securitised, Assigned & Managed Loans) 4.5 5.9
Capital Adequacy: 31.7% 23.1%
Profitability:
Return on Avg. Assets (Incl. Securitised, Assigned & Managed Loans) 4.3% 4.2%
ROE 21.6% 25.1%
EPS - Diluted (INR) 15.0 23.6
Book Value (INR) 82.9 108.6
* Portfolio Yield = (Int. income on portfolio loans + Excess interest spread on securitization and Asset Assignment ) /Avg. GLP
SKS BEATS THE GUIDANCE INR C
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SKS BEATS THE GUIDANCE
41
FY16 FY17
Guidance Actual Guidance
Incremental debt requirement 7,000 8,385 10,000
Non-AP Disbursement 10,000 12,063 16,500
Non-AP Gross Loan Portfolio 6,250 7,677 11,000
Profit After Tax(Post MAT @ 21%) 290 303 450^
INR Crs.
MAT credit will be recognised from FY17, including unrecognized MAT credit of Rs.97Crs (as on 31st March’16).
Recognition is based on extant guidance note issued by ICAI.
^ Excludes MAT credit recognition
Note on MAT credit recognition:
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FINANCIAL ARCHITECTURE
42
FINANCIAL ARCHITECTUREINR Crs
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On Balance Sheet* Q4FY15 Q3FY16 Q4FY16
State Bank Group 8% 12% 13%
Dena Bank 8% 10% 12%
Yes Bank 15% 14% 10%
SIDBI 7% 9% 8%
IDFC Bank 3% 7% 8%
IDBI Bank 6% 3% 7%
ICICI Bank 7% 4% 5%
HDFC Bank 5% 4% 5%
Bank of Maharashtra 6% 6% 4%
Standard Chartered Bank 3% 2% 4%
HSBC Bank 3% 2% 3%
Kotak Mahindra Bank 4% 5% 3%
Andhra Bank 6% 5% 3%
Ratnakar Bank 3% 3% 2%
Mudra 0% 3% 2%
South Indian Bank 2% 1% 2%
Bank of India 4% 3% 2%
Barclays Bank PLC 0% 0% 2%
Citi Bank 2% 2% 1%
Union Bank of India 0% 1% 1%
DCB Bank 1% 1% 1%
Axis Bank 4% 1% 1%
Others 5% 1% 1%
Total 2,990 3,748 4,440
FINANCIAL ARCHITECTURE
43
Diversified Source MixLenders Mix (On B/S) Devoid Of Dependence Risk
* Includes Term loan and cash credit facilities
Q4FY
15% Mix
Q3FY
16% Mix
Q4FY
16% Mix
Term Loans 2,867 61% 3,660 62% 4,307 53%
Securitisation 1,090 23% 610 10% 1,886 23%
Managed
Loans348 7% 595 10% 708 9%
Assigned - - - - 367 5%
NCD 200 4% 400 7% 400 5%
CP 89 2% 503 9% 290 4%
CC 124 3% 89 2% 133 2%
Total 4,718 100% 5,857 100% 8,091 100%
Securitised / Assigned Q4FY15 Q4FY16
Yes Bank 58% 32%
IDBI Bank 4% 22%Bank of India - 16%
ICICI Bank 19% 11%
Kotak Mahindra Bank - 9%
HDFC Bank 6% 8%
Ratnakar Bank - 2%
DCB Bank 5% -
IndusInd Bank 9% -
Total 1,090 2,253
Investor Mix (Off B/S) Broad-based
INR Crs.
SUB 10% MARGINAL COST OF BORROWING
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# processing fees is amortized for marginal cost calculation.
*The above percentages are based on monthly averages. Expenses towards loan processing fees are recognized upfront whereas loan processing feesreceived from borrowers are amortized over the period of contract.
Metric FY14 FY15 FY16 Q4FY15 Q3FY16 Q4FY16
Marginal cost of
borrowing
on and off b/s loans (excluding
processing fees)12.2% 11.7% 10.1% 11.0% 9.98% 9.2%
on and off b/s loans (including
processing fees)#12.6% 11.9% 10.2% 11.1% 10.0% 9.3%
on b/s loans (excluding
processing fees)12.9% 12.3% 11.0% 12.0% 10.8% 10.3%
on b/s loans (including
processing fees)#13.6% 12.6% 11.1% 12.2% 10.9% 10.3%
Wt. avg. cost of
borrowing (on b/s
loans) *
excluding processing fee paid
& other charges12.7% 12.1% 11.4% 11.4% 11.3% 10.8%
including processing fee 13.6% 12.8% 11.6% 11.8% 11.5% 11.1%
Loan Processing Fees (INR Crs.) 17.3 16.9 11.6 4.7 1.4 3.6Drawdowns (INR Crs.) 3,503 5,020 7,317 2,414 1,478 3,224
Financial Cost^ 8.3% 8.3% 8.5% 9.1% 9.1% 7.7%
Funding Cost Analysis
^ Financial expenses to quarterly Avg. Gross Loan Portfolio.
39% 43% 47%
61% 57% 53%
Q4FY15 Q3FY16 Q4FY16
Floating Fixed
* Excludes managed loans ALM data includes Securitized/ Assigned loans
Positive ALM Mismatch
4.9 5.76.4 6.26.3
9.2
11.510.2
FY14 FY15 Q3FY16 Q4FY16
Avg maturity of assets Avg maturity of liabilitiesNo. of
months
Interest Rate Mix of Borrowings*
EXTERNAL ASSESMENT
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Rating Instrument Rating Rating Agency
Rating Amount Limits
(Rs. Crs.)
Q3Y16 Q4FY16
MFI Grading MFI 1 CARE Ratings N/A N/A
Bank Loan Rating (Long-term
facilities)CARE A+ CARE Ratings
4,500 4,500Bank Loan Rating (Short-term
facilities)CARE A1+ CARE Ratings
Long-term Debt (NCD) CARE A+ CARE Ratings 400 400
Short-term Debt (CP/NCD) CARE A1+ CARE Ratings 200 200
Long-term Debt [ICRA] A+ ICRA Limited750 750
Short-term Debt [ICRA] A1+ ICRA Limited
Securitisation PoolCARE AA (SO) CARE Ratings 327 1,731*
ICRA AA (SO) ICRA Limited 372 589*
*Amount aggregates to 5 transactions rated by CARE Ratings and 2 transactions rated by ICRA
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RISK MANAGEMENT
46
KEY RISKS AND MANAGEMENT STRATEGIES
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Management
Strategy
Key Risks
RiskManagement
Political Risk
Responsible
lending and fairpricing
ConcentrationRisk
Geographic &
dependencenorms
Operational Risk
Cash
managementsystem andprocess controls
Liquidity Risk
Liquidity metrics
o Low cost lender
o Voluntary Cap onRoA from corelending
o Robust Customer
grievance redressal(CGR) Mechanismwith Ombudsman
o Calibrated Growth
o Geographicconcentrationnorms
- DisbursementRelated Caps
- PortfolioOutstanding
Related Caps
o Borrowing
dependence norms
- Cap on borrowingfrom any single
credit granter (15%
of funding
requirement)
o Integrated cashmanagement system
o Product and processDesign
o ISO Certified Internal
audit
o Well defined metricsfor
- Cash burn
- Business continuity
- Growth
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CAPITAL STRUCTURE
48
CAPITAL STRUCTURE AS ON 31ST MARCH 2016
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49
Excludes no. of Outstanding ESOPs 0.3 Crs.Note: The Investment under different accounts by a fund are clubbed
under their respective names
SHAREHOLDING PATTERN
41.8%
1.0%
1.1%
1.2%
1.2%
1.3%
1.3%
1.4%
1.5%
1.5%
1.6%
1.6%
1.7%1.7%
1.9%
2.2%
2.2%
2.5%
2.7%
2.8%
3.0%3.3%
3.4%
3.6%
4.1%
4.2%
4.4%
Others
Columbia Threadneedle…
Credit Suisse Singapore
SIDBI
GMO
Morgan Stanley Mauritius
ICICI Prudential Mutual Fund
Vanguard
Wasatch Funds
Kotak
Amundi
William Blair
WellingtonGoldman Sachs
Kismet SKS II
Birla Sun Life Mutual Fund
Alliancebernstein
Baron Capital Management
Kismet Microfinance
Indus Capital Partners
Tree LineVinod Khosla
IDFC Mutual Fund
Max Life Insurance Company…
Sandstone
Amansa Capital PTE Limited
Morgan Stanley SG PTE
No. of shares -12.7 Crs.
FII, 33.5%
DomesticMFs,
Insuranceco's & FIs ,
18.1%
ForeignCorporates,
9.8%
FPI, 23.2%
DomesticIndividuals,
9.4%
NRI, 4.3%
DomesticCorporates,
1.7%
ADJUSTED PRICE TO BOOK COMPUTATION
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ADJUSTED PRICE TO BOOK COMPUTATION
50
Mar-16
Book value per share (A) 109
Present value of DTA per share (B)^ 22
MAT per share (C)* 8
Book value per share – Including PV of DTA and MAT (A+B+C) 139
Adjusted Price to Book Ratio (times) 4.3
Note:
^ Estimated Present Value of Deferred Tax Assets(DTA).* MAT credit as on Mar 31, 2016 is Rs.97 Crs.DTA as on Mar 31, 2016 is Rs. 357 Crs.Discount rate assumed at 10.9% and applied over next 3 years’ estimated profit.SKS Market Price as of May 04, 2016 – Rs. 596
INR
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ANNEXURES
51
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ANNEXURES - OPERATIONS
52
DIFFERENCES IN LENDING MODEL BETWEEN SHG & JLG
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SHG JLG (SKS)
ModelSavings led (Members collectively savemoney for 6 months to avail credit)
Credit led (No savings required, members havean access to the finance as per the requirement)
Borrowers Segment Women/Men Women
Lending Methodology Group (Size 10-20 members) Group (5 members)
Loan Processing time 4 Months 1 week
Repayment frequency Monthly Weekly
Credit DecisionGroup leader decides the quantum ofloan for the member
Entire group and the center decides the quantumof loan
Credit Bureaus Reporting
Not much information available (RBI
mandated the SHGs to share data fromJuly 2016)
Weekly sharing of the data with CICs
NPAs 7.4% as on Mar-15 0.1%
Top 5 States % Mix in Portfolio (Mar-15) Portfolio O/S (Mar-15) INR Crs.
Andhra Pradesh & Telangana 47% 24,187
Tamil Nadu 12% 6,218
Karnataka 11% 5,928
West Bengal 6% 2,864
Kerala 4% 2,237
Others 20% 10,111
Total 100% 51,545
SHG Concentration:
Source: Philip capital report , NABARD
PRODUCT OFFERINGS
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IGL MTL LTL
Other product
offerings^^
Loan portfolio (INRCrs) / (% Mix)
3,702 (48%) 1,593 (21%) 2,259 (29%) 102 (1%)
Ticket size range(w.e.f 7th Dec’15)
INR 9,100 toINR 29,565
INR 9,100 toINR 15,010
INR 30,915 toINR 49,785
INR 1,786 toINR 5,001
Avg. Ticket Size (INR)For Q4FY16
20,951 14,783 36,812 2,422
Eligibility*
Completion of CGT /GRT
Age limit 18 years to55 years
Maximum limit ofINR. 20,010 for
IGL 1
With IGL - Between
20th to 46th week With LTL – Between
20th to 96th week
Minimum Two IGLLoan cycle completed
Maximum limit of INR.38,635 for
LTL 1
With IGL – Between
4th to 46th week With LTL – Between
4th to 100th week
Tenure 50 weeks 104 weeks 25 weeks
Annual effective
interest rate
19.75%
(w.e.f 7th
Dec’15 for new loans) 19.60% - 20.20%
Processing fee (Incl.Service Tax)
1.14% 0.94% -1.14%
* Eligibility criteria over and above the criteria prescribed by the RBI
Stopped disbursement of gold loans from January 2016 (Portfolio outstanding as on 31st March 2016 is Rs. 21 Crs.)^^Loans for Mobile Phones, Solar lamps, Sewing Machines, Bio-Mass Stove, Water-purifier, Solar fan and Bicycle.
54
HIGHLIGHTS - LONG TERM LOANS (LTL)
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Product Details
Purpose Income generating activity
Ticket Size Rs.30,915 to Rs.49,785
Tenure 104 Weeks
Eligibility Minimum Two IGL Loan cycle completed Maximum limit of INR. 38,635 for LTL 1
Product design Equal weekly installment (EWI) similar to IGLEg.: IGL Rs.15K Ticket size : Rs. 330 EWI
LTL Rs. 30K Ticket size : Rs. 360 EWI
LTL Enterprise % Mix LTL
Q4FY
15
Q3FY
16
Q4FY
16
Q4FY
15
Q3FY
16
Q4FY
16
Q4FY
15
Q3FY
16
Q4FY
16
No. of Loans Disbursed in '000 127 226 168 1,857 1,899 2,386 6.8% 11.9% 7.1%
Avg. Ticket Size INR 28,903 31,968 36,812 13,435 15,689 17,041
Amount of Loan Disbursed ('In Crs.) 367 724 619 2,494 2,980 4,066 14.7% 24.3% 15.2%
Portfolio Outstanding (in Crs.) 675 1,980 2,259 4,171 6,177 7,677 16.2% 32.0% 29.4%
*Disbursement capped at 25% of overall disbursement^ Income Generating Loans with ticket size of Rs.9,100 to Rs.29,565 with tenure of 50 weeks
Snapshot
INCREASE IN IGL TICKET SIZE LOWERS SHARE OF LTL DISBURSEMENT
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Product
Avg. Offtake
% IncreaseOfftake1
st Oct -
7th Dec
2016
8th Dec -
Mar 2016
IGL 14,759 20,836 41%
LTL 30,339 36,719 21%
Product
Disbursement Mix %
% Change1st Oct - 7thDec 2016
8th Dec -Mar 2016
IGL 42% 61% 19%
LTL 27% 16% (11%)
MTL 28% 21%
CrossSell
2% 3%
Total 100% 100%
* Revised ticket sizes from 7th December 2016 post RBI notification dated November 26th, 2015
LEVERAGING THE DISTRIBUTION STRENGTH
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FY14 FY15 FY16Cumulative past
3 years
Mobile Phone 2.5% 7.4% 12.7% 22.7%
Solar Lamp 1.5% 6.5% 9.5% 17.6%
Sewing Machine - 0.2% 2.3% 2.5%
Bicycle - - 1.9% 1.9%
Bio-mass stove - 0.3% 0.8% 1.1%
Water Purifier - - 0.6% 0.6%
Solar Fan - - - -
Total 4.0% 14.5% 27.9% 46.4%
57
FY15 FY16 Q4FY16
TotalMobile
phone
Solar
lampSewing
MachineCycle
Others
^Total
Mobile
phone
Solar
lamp
Sewing
MachineCycle
Others
^Total
No. of Units Facilitated (inLacs)
8.4 7.1 5.3 1.3 1.0 0.8 15.6 2.0 1.4 0.6 0.5 0.1 4.6
Gross Fees (after servicetax) INR Crs.
28.3 21.9 18.2 4.1 3.1 2.4 49.7 5.9 4.9 2.2 1.5 0.4 14.9
Less: Incentives INR Crs. 4.6 6.3 4.7 1.2 0.9 0.7 13.8 1.7 1.2 0.5 0.5 0.1 4.0
Net Fees INR Crs.# 23.7 12.2 10.6 2.3 1.7 1.4 28.3 3.3 2.9 1.3 0.8 0.2 8.6
Loan Portfolio INR Crs. 58.3 36.3 24.6 22.0 16.8 2.3 101.9 36.3 24.6 22.0 16.8 2.3 101.9
Net Fee Income as % ofPAT
12.6% 4.0% 3.5% 0.8% 0.6% 0.4% 9.3% 4.0% 3.4% 1.6% 1.0% 0.3% 10.2%
Loan Portfolio Mix 1.4% 0.5% 0.3% 0.3% 0.2% 0.03% 1.3% 0.5% 0.3% 0.3% 0.2% 0.03% 1.3%
# Net fee post the incentive payout and sans transfer pricing of other operating cost.
^Loans for Bio-Mass Stove, Water-purifier and Solar Fans
Cumulative Cross-sell Penetration % among our existing Non-AP Member base of 5.57 mn for last 3 years is 46%
Frequency of
Loans (for the
period)
FY14 FY15 FY16Cumulative
past 3 years
#1 3.7% 12.3% 21.6% 27.0%
#2 0.2% 1.1% 2.8% 7.2%
#3 - - 0.3% 1.9%
#4 - - - 0.4%
#5 - - - 0.1%
Total 3.9% 13.4% 24.7% 36.7%
Penetration Based On Total No. Of Loans Frequency of Loans Based On Current Member Base
CREDIT BUREAU DATA
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58
15.0%
23.0% 23.0%
FY-15 FY-16 Q4-FY16
FY-15 FY-16 Q4-FY16
Major Initiatives Impacting Credit Bureau Decision:
Submission of 2 KYCs mandatory (with Primary as Aadhar or Voter id) from October 2014. 75% of our customers have provided Aadhar as
KYC (April’16) .
Internal CAP of Rs. 60,000 for total indebtness of the borrower for JLG loans, including loans from other MFIs.
29%
38%
46%
FY-15 FY-16 Q4-FY16
Rejection rate for Long Term loansRejection rate for All Products
87.0%
83.0%
80.0%
FY-15 FY-16 Q4-FY16
FY-15 FY-16 Q4-FY16
Hit rate^ for all products
^ Hit rate = % of loanapplications withmatching record incredit bureau
Reasons All Products LTL
Loans from =>2 MFIs 84% 72%
Eligibility < Min TicketSize
9% 23%
Outstanding Balance >60K 4% 2%
Default History 3% 3%
Total 100% 100%
Rejection Reasons* - FY16 % Mix
*Note: Rejections done by based on data inputs from Creditbureau
SKS FINANCIAL INCLUSION COVERAGE…
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59
Doorstep Service Financial literacy Dedicated customer service
Doorstep delivery (i.e. at Center meetings)
2 day process consisting of hour-longsessions designed to educate clientson SKS processes and credit
discipline.
Toll-free helpline number with sevendifferent vernacular languages
Strong reach in under-banked areas Weaker & Minority section coverage
68% of SKS branches are in RBI under-banked district list
SKS covers 68% of below average &low financial districts identified byCRISIL
20096 175
SKS 296 districts RBI 375
districts*
68%
CRISIL level of financial
inclusion
SKS Coverage
of thosedistricts
High 18%
Above average 15%
Below average 51%
Low 16%
Grand Total 100%
68%
16%
71%
100%
Minority
Economically Weaker
section
Women
…. IS SUPPORTED BY ROBUST CUSTOMER CENTRIC PRACTISES
* Source: RBI under-banked districts data
[1] Source: CRISIL Inclusix: An index to measure India’s progress on Financial Inclusion, June 2013
WHAT ARE CLIENTS DOING POST THE ANDHRA PRADESH MFI CRISIS?
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Interest rates charged by informal sources (in the
absence of MFIs)
Willingness to repay
Data relates to An dhra Pradesh & Telangana
Source: “What are Clients doing post the Andhra Pradesh MFI Crisis?”, MicroSave, 2011
59%
37%
22%
12%
29%
0%
10%
20%
30%
40%
50%
60%
70%
Mone Lender SHG Pawn Broker Bank DFC
Sources of Credit (in the absence of MFI Loans) Reasons for not repaying MFI loans
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ANNEXURES - FINANCIALS
61
HISTORICALLY, AUM GROWTH IS STRONGEST IN Q4 & NII GROWTH ISSTRONGEST IN Q1
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NII Growth QoQ Growth %AUM Growth
Reasons:
• Deferral of income due to higher volume of securitisation and asset assignment in Q4;or/and
• Higher Cash balances at the end of Q4
FY15 FY16FY14
35%
-1%
1%
17%20%
-2%
9%
5%
31%
15% 14% 13%
24%
16%
26%
7%
2%
11%
25%
19%
12%
28%26%
1%
13%
-3%
2%
7%
12%
17%
22%
27%
32%
37%
CASH AND CASH EQUIVALENT BALANCES
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^fixed deposits, excluding margin money deposits.^^Includes current account and cash balances
Note: Daily Average figures
INR Crs.
Q1FY16 Q2FY16 Q3FY16 Q4FY16 FY15 FY16
Interest Yielding^ 860 255 581 427 314 530
Non InterestYielding^^
176 184 208 254 156 205
Total 1,036 439 789 681 470 735
OUR PROVISIONING POLICY
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RBI norms for NBFC-
MFIs
SKS compliance
Asset
Classification
Standard Assets 0-90 days 0-60 daysSub-Standard Assets 91-180 days 61-180 days
Loss Assets >180 days >180 days
Provisioning
Norms
Standard Assets
1% of overall Portfolio reducedby Provision for NPA (Ifprovision for NPA < 1% ofoverall Portfolio)
0.30-1% depending on NPA or
as stipulated by RBI,whichever is higher
Sub-Standard Assets 50% of instalments overdue* 50% of outstanding principal*
Loss Assets 100% of instalments overdue* 100% of outstandingprincipal/ write-off*
Provisioning
Norms for
Securitized &
Managed loans
-1% of outstanding portfolioas per company provisioningpolicy, net-off losses, if any.
* The aggregate loan provision will be maintained at higher of 1% of overall portfolio or sum of provisioning for sub-standard and lossassets.
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ANNEXURES - TECHNOLOGY
65
TECH ADVANCEMENTS DRIVEN BY INDUSTRY LEADING PARTNERSHIPS
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Initiatives SolutionTechnology Partner Benefits
New Lending
Management Software
TABLETS’ - Hand helddevice for field staff
Migrated from on-
premises email system
to hosted exchange
Data Centre – Migrationto Cloud
Network protection
ERP Implementation
In-House Team SKS SMART
Enterprise Mobility
Office 365
Data Centre Hosting
Enterprise Web and
Network Security
ERP
Enhances Productivity of SMs- Reduced timespent at both center meeting and back office
Paper less transaction - Pre-printed loanapplication form.
Enhanced email security, 99.99% uptime, Onmobile office 365 access.
Additional products such as One-Drive,
Enterprise Skype etc. for easy access of dataand better communication.
On-demand capacity scale-up. Business Continuity Plan.
Improved performance and reliability of networkinfrastructure and applications.
A robust framework that encompassesworkflow/reporting and analytic engines
Works in online/offline mode to mitigateconnectivity challenges.
ERP - Automation of financial accounting/investment management, procurement andpayment process.
66
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ANNEXURES – HR
67
ATTRITION RATE AT SANGAM MANAGER LEVEL IS LARGELY CONTRIBUTED BY STAFF WITHRELATIVELY LOWER PERFORMANCE AND WITHIN 6 MONTHS OF THEIR JOINING
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Who?
When?
Sangam
Manager
Attrition %
Why?
Retention
Strategy
27% for FY16
Sangam managers who earn lesser average monthly performance incentive i.e. ~Rs.5,000 vis-à-vis ~Rs. 7,600 for other Sangam Managers .
~50% of staff who leave the job, decides to leave within 6 Months from joining date.
Work conditions such as :− Average distance travelled per day is ~30 kms.
− Work location is different from home location
− Branch Reporting time at 6:30 AM
2ND Best paying job (~Rs.16,000 pm) in the local milieu (1st – Govt. Job) High growth career path – No lateral recruitments till 4 levels above loan officer.
68
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ANNEXURES - COMPLIANCE
69
COMPLIANCE WITH RBI NBFC-MFI REGULATORY FRAMEWORK (1/2)
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RBI norms for NBFC-MFIs SKS compliance
NBFC –MFIs Qualifying assets to constitute not less than 85% of its
total assets (excluding cash and bank balances)
At least 50% of loans for income generation activities
Qualifying assets - 95% Income generation loans 98%
Pricing Guidelines
Income of
Borrower’s Family
Rural :
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RBI norms for NBFC-MFIs SKS compliance
Pricing Guidelines
Interest Rate A. Margin cap – 10% above cost of borrowings B. Avg. base rate of top 5 commercial banks X 2.75 Lower of the A and B.
Interest rate 19.75% w.e.f 7th December’15 for newloans
Processing Fees
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Note:* As per RBI notification dated 16th July 2015 Banks are directed to ensure overall direct lending to non-corporate farmers does not fallbelow the system wide average of last three years achievement, which is notified as 11.57% as per RBI notification dated 18 th
November 2015. They should also continue to maintain all efforts to reach the level of 13.5% direct lending to beneficiaries..Refer Slide no.30 for details on purpose wise loan portfolio outstanding.
72
RBI SKS
S.no. Sector Category Target for Banks %Qualifying
Portfolio of SKS %Explanation
1
Agriculture Target 18%
38% Livestock, Agri & Allied- Direct Agriculture* Sub-target ~13.5%*
- Direct Small &Marginal farmers*
Sub-target7% (Mar’16)
8% (Mar’17)
2 Weaker Target 10% 100%
100% Loans are to womenbeneficiaries (with less thanRs.1 lac).
Further, Minority communitiesconstitute 16% andeconomically weaker sections71% of loan portfolio.
3 Micro-enterprises Target7% (Mar’16)
100%Loans to MFIs for on-lending tomicroenterprises.7.5% (Mar’17)
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ANNEXURES – INTERNAL AUDIT
73
INTERNAL AUDIT PLAYS A CRITICAL ROLE IN ASSESSING PROCESS CONTROLS
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Scope of Audit
Audit areaFrequenc
y
Client
Acquisitio
n
Center
Meeting
Proces
s
Document
verification
(KYC, Loan
utilization checketc.)
Monitoring
process by
supervisor
s
Adheren
ce to
Process
/Policies
Statutory
Requirement
s
(Credit
bureau, Fairpractices
etc.)
Client
Visits
*
High
Risk
items
(Frauds etc.)
Fixed
Assets
verific
ation^
IGL Branches Monthly √ √ √ √ √ √ √ √ √
Gold Loan
Branches45 days √ - √ √ √ √ - √ √
RegionalOffices
Quarterly - - - - √ √ - - √
Head office Quarterly - - - - √ √ - - √
Note:
* Approximately 30% of the clients are covered by Internal Audit in an year during the branch audits. Clients visited on a sample basis to check forLoan confirmations, Loan utilization (LUC) , arrears and awareness on Client Protection Principles (CPP)^ Fixed Assets are verified on Annual basis
• 206 strong headcount• ISO 9001:2008 certified process• All branches are inspected monthly based on a 4 tier grading system• Grading linked to incentives/appraisals of field staff • Head Office audit by KPMG
Strength
• Branches 1,324• Branches per Internal Audit staff 6• Regional Offices 22Scope
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This report is for information purposes only and does not construe to be any investment, legal or taxation advice. It is not intended as an offer or solicitation for the purchase or sale of any financialinstrument . Any action taken by you on the bas is of the information contained herein is your responsibility alone and SKS and its subsidiaries or its employees or directors, associates will not bel iable in any manner for the consequences of such act ion taken by you. We have exercised duediligence in checking the correctness and authenticity of the information contained herein, but do notrepresent that it is accurate or complete. SKS or any of its subsidiaries or associates or employeesshal l not be in any way responsible for any loss or damage that may arise to any person from anyinadvertent error in the information contained in this publication. The recipient of this report shouldrely on their own invest igat ions. SKS and/or i ts subsidiar ies and/or directors, employees or associates may have interests or positions, financial or otherwise in the securities mentioned in thisreport
Forward Looking StatementCertain statements in this document with words or phrases such as “will”, “should”, etc., and similar expressions or variation of these expressions or those concerning our future prospects are forwardlooking statements. Actual results may differ materially from those suggested by the forward lookingstatements due to a number of risks or uncertainties associated with the expectations. These risksand uncertainties include, but are not limited to, our ability to successfully implement our strategy andchanges in government policies. The company may, from time to time, make additional written andoral forward looking statements, including statements contained in the company’s f il ings with thestock exchanges and our reports to shareholders. The company does not undertake to update anyforward-looking statements that may be made from timeto time by or on behalf of the company
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