december 2017 - matrimony.com · 1 based on ^market study of online matrimony & marriage...

Investor PresentationDecember 2017

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

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2

3

4

5

Q2FY18 Results

Company Overview

Financials

Growth Strategy

Management Team

Contents

Q2 FY18 Financials

4

Matchmaking Services Marriage Services & Related Sale of Products

In ₹ millionMatchmaking + Marriage Services

28 30 26

37 49 46

(37)

(23)(30) (31)

(36) (38)(50)

(30)

(10)

10

30

50

Q1 FY2017 Q2 FY2017 Q3 FY2017 Q4 FY2017 Q1 FY2018 Q2 FY2018

Revenue EBITDA

Note : Q3 and Q4 of FY17 financials as per IGAAP

714 736 725 754

839 837

122 148 162 158 197 206

17.1%20.1%

22.4%20.9%

23.5%24.6%

0%

5%

10%

15%

20%

25%

30%

35%

0

200

400

600

800

1,000


Revenue EBITDA EBITDA Margin (%)

685 706 700 717 790 790

183 200 216 215 261 267

26.7%28.3%

30.9% 30.1%

33.1% 33.8%

0%

10%

20%

30%

40%

0

200

400

600

800

1,000


Revenue EBITDA EBITDA Margin %

H1 FY18 Financials

5


In ₹ million

1,450

1,675

270 404

18.6%

24.1%

0%

5%

10%

15%

20%

25%

30%

35%

0

500

1,000

1,500

H1FY17 H1FY18

Revenue EBITDA EBITDA Margin (%)

Matchmaking + Marriage Services

58

95

(60)(74)(100)

(50)

0

50

100

150

H1FY17 H1FY18

Revenue EBITDA

1,391 1,580

383 529

27.5%

33.5%

0%

10%

20%

30%

40%

0

500

1,000

1,500

H1FY17 H1FY18

Revenue EBITDA EBITDA Margin %

Q2 FY18 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)

24.2725.02

25.8426.75

27.6528.51

20

22

24

26

28

30

Q1FY2017

Q2FY2017

Q3FY2017

Q4FY2017

Q1FY2018

Q2FY2018

2.662.75

2.893.03 3.08

3.19

2.0

2.4

2.8

3.2

Q1FY2017

Q2FY2017

Q3FY2017

Q4FY2017

Q1FY2018

Q2FY2018

0.74 0.75

0.82

0.91 0.900.87

0.4

0.6

0.8

1.0

Q1FY2017

Q2FY2017

Q3FY2017

Q4FY2017

Q1FY2018

Q2FY2018

177 170 169

186 190

177

100

125

150

175

200

Q1FY2017

Q2FY2017

Q3FY2017

Q4FY2017

Q1FY2018

Q2FY2018

3,946 4,002

4,057

4,245 4,242

4,339

3800

4000

4200

4400

Q1FY2017

Q2FY2017

Q3FY2017

Q4FY2017

Q1FY2018

Q2FY2018

Company Overview

Matrimony.com at a glance

300+Community Matrimony sites

15Regional Matrimony sites

140Retail Outlets

3.19mnActive Profiles 2

28.51mnTotal registrations since January 2006 2

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

702,000Paid subscriptions in FY2017 3

INR 2,929mnFY17 Revenues (14.7% YoY growth)

20.2%FY17 EBITDA margin (against 2.8% in FY16)

#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.

81 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 Sept 30, 2017; 3 According to Key Business Metrics Report dated August 8, 2017 prepared by R.G.N. Price & Co

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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 3.19 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


28.51 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

101 Based on “Market study of Online Matrimony & Marriage Services in India” report by KPMG dated May 4, 2017; 2 As on Sept 30, 20173 Source: Traffic distribution data from April 2014 to June 2017 for Matrimony.com, and others complied by ComScore.Inc

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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

• Achieved 6.8 million app installs (BM)1

• Mobile sites and mobile apps accounts for 2

✓ 87% of Profile views

✓ 67% of Personalized messages sent and received

✓ 77% of the total number of free profiles registered

✓ 81% of Express Interest messages

✓ 70% of Phone numbers viewed

Source: 1 According to www.androidrank.org as on 30 September 2017 ;

2 For the month of September 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…

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http://www.androidrank.org/

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 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

14

Robust Revenue Growth

15

Matchmaking + Marriage Services


Note: 1. Financials as per IGAAP2. CAGR (%): Calculated as [{(Revenue in FY17/Revenue in FY13)^0.25}-1]*100 | 3. Segment EBITDA=Segments Results + Depreciation

In ₹ million

13

66

94108

121

-335%

-122%

-138%-161%

-101%

-400%

-350%

-300%

-250%

-200%

-150%

-100%

-50%

0%

0

20

40

60

80

100

120

140

FY13 FY14 FY15 FY16 FY17

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

1,8882,073

2,428 2,554

2,929

8.6%6.3% 7.3%

2.8%

20.2%

0%

5%

10%

15%

20%

25%

30%

0

500

1,000

1,500

2,000

2,500

3,000

FY13 FY14 FY15 FY16 FY17Revenue (INR mn) EBITDA Margin (%)

1,873 1,989

2,320 2,440

2,808

14.1% 13.5%

17.1%

14.7%

29.0%

0%

5%

10%

15%

20%

25%

30%

35%

0

500

1,000

1,500

2,000

2,500

3,000

FY13 FY14 FY15 FY16 FY17Matchmaking Revenue (INR mn) EBITDA Margin (%)

… Resulting in Operating Leverage

16

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

39.8%42.4%

43.6%

49.0%

39.8%

24.5%23.2%

21.9% 21.1%

17.8%

27.1% 28.1% 27.1% 27.0%

22.2%

8.6%

6.3%7.3%

2.8%

20.2%

0%

5%

10%

15%

20%

25%

30%

0%

10%

20%

30%

40%

50%

60%

FY13 FY14 FY15 FY16 FY17

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%

16.6%15.4%

21.6% 20.6%

23.5%24.6%

0%

5%

10%

15%

20%

25%

30%

0%

10%

20%

30%

40%

50%

60%

Q1 FY18 Q2 FY18

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

Operating Cash Flow

17

136

201 232205

496

296

0

100

200

300

400

500

600

FY13 FY14 FY15 FY16 FY17 H1 FY18

Cash from Operating activities before exceptional items (INR mn)

In ₹ million

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

18

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

Nikhil KhattauNominee Non-Executive Director

Key Managerial and Senior Management Personnel

Sanjeev MisraSenior Vice President, Sales and Operations – Matchmaking Business

Vaasen V.Vice President of Finance

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

december 2017 - matrimony.com · 1 based on ^market study of online matrimony & marriage...

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