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

3

Contents

2

4

1

Company Overview

Matrimony.com at a glance

5

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)

6

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

7

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…

8

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…

http://www.androidrank.org/

Additional Avenues for Growth through Forward Integration..

9

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

10

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

11

Q4FY19 Financials

12

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

13

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


Segment Revenue Segment EBITDA EBITDA Margin %

Segment Performance

Q4FY19 Key Metrics

14

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


3.403.53 3.57 3.59

3.72

2.0

2.5

3.0

3.5

4.0


0.99 1.02 1.00 0.97

1.08

0.4

0.6

0.8

1.0

1.2


192 191 184

175 180

100

125

150

175

200


4,489 4,477 4,542 4,699

5,025

3500

3700

3900

4100

4300

4500

4700

4900

5100

5300

5500


867 860 835 823

908

650

700

750

800

850

900

950

1000

Q4 FY2018Q1 FY2019Q2 FY2019Q3 FY2019Q4 FY2019

FY19 Financials

15

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

16

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

17

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

18

• 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

19

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

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

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

investor presentation - matrimony.com€¦ · 1 based on ^market study of online matrimony &...

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