CORPORATE PRESENTATIONOctober 2018
D I S C L A I M E R
This Presentation has been prepared by Just Dial Limited (“Just Dial”) for investors, shareholders, analysts and otherrelevant stakeholders, solely for informational purposes. The information set out in this Presentation, includingbusiness overview, traffic related numbers, products related information, historical financial performance and anyforecasts should not be considered as advice or a recommendation to investors or potential investors in relation toholding, purchasing or selling securities or other financial products. Before acting on any information, you shouldconsider the appropriateness of the information having regard to these matters, any relevant offer document and inparticular, you should seek independent financial advice.
This presentation may contain forecasts/ forward looking statements based on facts, expectations, and/or past figuresrelating to the business, financial performance and results of the Company. As with all forward-looking statements,forecasts are connected with known and unknown risks, uncertainties and other factors that may cause the actualresults to deviate significantly from the forecast. Readers are cautioned not to place undue reliance on these forwardlooking statements. Forecasts prepared by the third parties, or data or evaluations used by third parties andmentioned in this communication, may be inappropriate, incomplete, or falsified. Neither the Company or any of itssubsidiaries or any of its Directors, officers or employees thereof, provide any assurance that the assumptionsunderlying such forward-looking statements are fully free from errors nor do any of them accept any responsibility forthe future accuracy of the opinions expressed in the Presentation or the actual occurrence of the forecasteddevelopments. Neither the Company nor its directors or officers assumes any obligation to update any forward -looking statements or to confirm these forward-looking statements to the Company’s actual results.
The contents of this presentation are confidential, and they must not be copied, distributed, disseminated, publishedor reproduced, in whole or in part, or disclosed by recipients directly or indirectly to any other person. Just Dial makesno representation or warranty as to the accuracy or completeness of this information and shall not have any liabilityfor any representations (expressed or implied) regarding information contained in, or for any omissions from, thisinformation or any other written or oral communications transmitted to the recipient in the course of its evaluation ofthe Company.
Any information provided in this presentation is subject to change without notice.
Q2 FY19 means the period Jul 1, 2018 to Sep 30, 2018FY19 or FY 18-19 or FY 2019 means the Financial Year starting Apr 1, 2018 and ending Mar 31, 2019
B U S I N E S S O V E R V I E W
C O M P A N Y O V E R V I E W
High user engagement, 88 million ratings & reviews
Database of 23.8 million listings
~470,620 active paid campaigns
Figures as on Sep 30, 2018
K E Y S T R E N G T H S
^ Unique visitors are aggregated across various mediums – Voice, Desktop/ PC, Mobile; these may not necessarily be mutually exclusive
N AT I O N W I D EP R E S E N C E
Nationwide coverage, branches in 11 cities across India
Corporate Headquarters in Mumbai, Technology operations and R&D division in Bengaluru
Chandigarh
Delhi NCR (Noida)
Jaipur
Ahmedabad
Mumbai
Bengaluru
Coimbatore
Chennai
HyderabadPune
Kolkata
4,312 employees in tele-sales, 4,854 feet-on-street sales force
On-the-ground presence in 250+ cities pan India, covering 11,000+ pin codes
77%M O B I L EMobile site & Apps
16%D E S K T O P / P Cwww.justdial.com
7%V O I C E88888-88888
P L AT F O R M S
^ Unique visitors are aggregated across various mediums – Voice, Desktop/ PC, Mobile; these may not necessarily be mutually exclusive
TrafficShare
Q2 FY19
131.3 million^
M O B I L E
Android, iOS & Windows Apps
Predictive Auto-Suggest
Company, Category, Product Search
Map View of Category Search
Location Detection
Voice Search
App Notifications
JD Pay
JD Social
Maps & directions
Location-based search service
Ratings & Reviews
Friends’ Ratings
Favorites
Search Plus
W E B S I T E
Predictive Auto-Suggest
Company, Category, Product Search
Location Detection
Maps & directions
Operating hours
Business logos
Pictures & videos
Ratings & reviews
Friends’ Ratings
Favorites
Search Plus
Popular Category Searches
V O I C E
Operator-assisted Hotline Number
One number across India
24 Hours a day x 7 Days a week
Multi-lingual support
Zero-ring Pickup
Personalized Greeting
Multiple queries in one call
Instant Email & SMS
88888-88888
LISTING OWN WEBSITE PAYMENTS RATINGS REACH
Every SME should be listed on
Justdial - India's leading local
search engine & online
marketplace
Justdial can create websites for SMEs
instantly, which are mobile-ready, dynamic & have
transactional capabilities
SMEs can accept digital payments
from their customers - via JD
Pay, an online payment
mechanism
Ratings are key to users’ decision-
making, JD Ratings tool helps
SMEs gather more ratings &
reviews
JD Social, a social media platform
with curated content, provides great visibility to businesses rated
by users
V A L U E P R O P O S I T I O N F O R S M E s
U S E R E N G A G E M E N T
88 million Ratings & Reviews
Mobile-verified, unbiased ratings
Friends’ Ratings
10-Point Rating Scale
Facebook & Twitter-shareable
Photos Upload with Review
Ratings shared on JD Social
Robust Audit Mechanism
T R A F F I C / V I S I T O R S
76.6 80.5
86.8
100.5 105.0 107.6
111.6
125.2 131.3
0
20
40
60
80
100
120
140
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Unique Visitors (million)
9.9 9.5 9.0 9.9 9.6 9.0 8.6 9.4 8.9
25.2 24.3 25.6 28.0 26.5 25.0 24.0 23.5 21.8
41.5 46.8 52.2
62.7 69.0 73.6 79.0 92.3 100.5
0
20
40
60
80
100
120
140
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Unique Visitors split
Voice Web Mobile
T R A F F I C / V I S I T O R S
Unique visitors are aggregated across various mediums – Voice, Desktop/ PC, Mobile; these may not necessarily be mutually exclusive
64.8 67.9
70.5 73.1
76.1 79.0
81.9 85.1
88.0
0
10
20
30
40
50
60
70
80
90
100
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Ratings & Reviews (million)
U S E R E N G A G E M E N T
16.9 17.3 17.9
18.8 19.8
20.7 21.8
22.7 23.8
-
2.5
5.0
7.5
10.0
12.5
15.0
17.5
20.0
22.5
25.0
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Active Listings - period end (million)
D ATA E N R I C H M E N T
6.2 6.3 6.8
7.8
9.2
10.1
10.9
11.8 12.3
0
1
2
3
4
5
6
7
8
9
10
11
12
13
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Listings with Geocodes (million)
D ATA E N R I C H M E N T
25.4 27.9
31.7
35.6 38.5
41.4
44.8 47.9
51.4
0
10
20
30
40
50
60
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Images in Active Listings (million)
D ATA E N R I C H M E N T
10.7 11.6
13.3
15.4
17.3
18.7 19.8
20.8 21.9
0
3
6
9
12
15
18
21
24
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Cumulative App Downloads (million)
M O B I L E A P P S
P R O D U C T O V E R V I E W
J D - M O B I L E
J D S O C I A L
N E W S / L I V E T V
C H AT M E S S E N G E R
J D P AY Seamless digital payment solution
B E Y O N D S E A R C H
Price Comparison
Hail a Cab
Flight Tickets
Train Tickets
Bus Tickets
Hotel Bookings
Bills & Recharge
Movie Tickets
Loans
Wallet Options
… and many more.
Price Comparison
Hail a Cab
Flight Tickets
Train Tickets
Bus Tickets
Hotel Bookings
Bills & Recharge
Movie Tickets
Loans
Wallet Options
… and many more.
B E Y O N D S E A R C H
B E Y O N D S E A R C H
Price Comparison
Hail a Cab
Flight Tickets
Train Tickets
Bus Tickets
Hotel Bookings
Bills & Recharge
Movie Tickets
Loans
Wallet Options
… and many more.
B E Y O N D S E A R C H
Price Comparison
Hail a Cab
Flight Tickets
Train Tickets
Bus Tickets
Hotel Bookings
Bills & Recharge
Movie Tickets
Loans
Wallet Options
… and many more.
B E Y O N D S E A R C H
Price Comparison
Hail a Cab
Flight Tickets
Train Tickets
Bus Tickets
Hotel Bookings
Bills & Recharge
Movie Tickets
Loans
Wallet Options
… and many more.
B E Y O N D S E A R C H
Price Comparison
Hail a Cab
Flight Tickets
Train Tickets
Bus Tickets
Hotel Bookings
Bills & Recharge
Movie Tickets
Loans
Wallet Options
… and many more.
B E Y O N D S E A R C H
Price Comparison
Hail a Cab
Flight Tickets
Train Tickets
Bus Tickets
Hotel Bookings
Bills & Recharge
Movie Tickets
Loans
Wallet Options
… and many more.
B E Y O N D S E A R C H
Price Comparison
Hail a Cab
Flight Tickets
Train Tickets
Bus Tickets
Hotel Bookings
Bills & Recharge
Movie Tickets
Loans
Wallet Options
… and many more.
B E Y O N D S E A R C H
Price Comparison
Hail a Cab
Flight Tickets
Train Tickets
Bus Tickets
Hotel Bookings
Bills & Recharge
Movie Tickets
Loans
Wallet Options
… and many more.
B E Y O N D S E A R C H
Price Comparison
Hail a Cab
Flight Tickets
Train Tickets
Bus Tickets
Hotel Bookings
Bills & Recharge
Movie Tickets
Loans
Wallet Options
… and many more.
F I N A N C I A L O V E R V I E W
Paid Advertisers pay fixed monthly or annualfees to run search-led advertising campaignsfor their businesses on Justdial’s platforms
Various premium (Platinum, Diamond, Gold) &non-premium packages available whichdetermine placements in search results
Multiple factors determine pricing, such asbusiness categories of advertiser, geographiestargeted, type of package
Add-on products such as website banner, ownwebsite, JD Pay, JD Ratings, etc. available
Advertisers can pay annual amount upfront orthrough monthly payment plans, ability tomanage campaign online
Justdial also runs multi-city/ nationalcampaigns for pan-India advertisers
Sales team comprises of 4,312 employees intele-sales, 1,467 feet-on-street (marketing),and 3,387 feet-on-street (JDAs - Just DialAmbassadors) as on Q2 FY19
KEY BUSINESS
ATTRIBUTES
E F F I C I E N T & P R O F I TA B L E B U S I N E S S M O D E L
1,803 1,803 1,817 1,900 1,945 1,968 2,005
2,114 2,210
-
250
500
750
1,000
1,250
1,500
1,750
2,000
2,250
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Operating Revenue (Rs million)
R E V E N U E
253 298
359 373 429
508 489
624 631 14.0%
16.5%
19.7% 19.6%
22.1%
25.8%24.4%
29.5%
28.6%
0%
5%
10%
15%
20%
25%
30%
35%
-
100
200
300
400
500
600
700
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Adjusted EBITDA (Rs million) & Margin %
O P E R AT I N G M A R G I N
Note: Adjusted EBIDTA arrived after adjusting for ESOP & one-time expenses, if any. Numbers from 1Q FY19 onwards are based on IND AS 115. Due to application of Ind AS 115 from 1 April 2018 onwards, there has been an impact on sales incentives expense recognition. Consequently, Employee Benefit Expense for 1Q FY19 and 2Q FY19 is lower by Rs26.8 million and Rs15.7 million, respectively, vis-à-vis the amounts if erstwhile standards were applicable.
60.3% 59.8% 57.9% 53.7% 53.9% 52.5%57.7% 53.3% 53.6%
25.6% 23.7%22.4% 26.6% 24.0%
21.7%17.9%
17.2% 17.9%
5.7% 5.9%5.7% 5.1%
4.8%4.6% 4.2%
4.0% 3.8%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Expenses as % of Operating Revenue
Employee Costs (excl. ESOP expenses) Other Expenses Depreciation
C O S T S T R U C T U R E
Note: Numbers from 1Q FY19 onwards are based on IND AS 115. Due to application of Ind AS 115 from 1 April 2018 onwards, there has been an impact on sales incentives expense recognition. Consequently, Employee Benefit Expense for 1Q FY19 and 2Q FY19 is lower by Rs26.8 million and Rs15.7 million, respectively, vis-à-vis the amounts if erstwhile standards were applicable.
296 274 254
382 375
286
390 385
484
16.4%15.2%
14.0%
20.1%19.3%
14.5%
19.4%18.2%
21.9%
0%
3%
6%
9%
12%
15%
18%
21%
24%
27%
30%
-
50
100
150
200
250
300
350
400
450
500
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Net Profit (Rs million) & PAT Margin %
N E T P R O F I T M A R G I N
Note 2: PAT Margin is calculated as Net Profit (Profit After Taxes) as a percentage of Operating Revenue for the quarter
Note 1: Numbers from 1Q FY19 onwards are based on IND AS 115. Due to application of Ind AS 115 from 1 April 2018 onwards, there has been an impact on sales incentives expense recognition. Consequently, Profit after Taxes for 1Q FY19 and 2Q FY19 is higher by Rs17.5 million and Rs10.1 million, respectively, vis-à-vis the amounts if erstwhile standards were applicable.
408,800 424,830 435,360 435,980 439,700 440,600 445,110 452,900
470,620
-
50,000
100,000
150,000
200,000
250,000
300,000
350,000
400,000
450,000
500,000
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Active Paid Campaigns - period end
P A I D C A M P A I G N S
4,024 4,049 4,350 4,026 3,951 3,840 4,057 4,285 4,312
1,433 1,440 1,484
1,427 1,376 1,382 1,410 1,480 1,467
2,034 1,801 2,055
2,308 2,170 2,355 2,663
3,025 3,387
-
1,000
2,000
3,000
4,000
5,000
6,000
7,000
8,000
9,000
10,000
2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18 1Q FY19 2Q FY19
Sales Strength - Period End
Tele-Marketing Feet-on-Street (Marketing) Feet-on-Street (JDAs, Cold Calling)
S A L E S F O R C E
JUST DIAL LTD - 2Q FY19 (Quarter ended September 30, 2018) PERFORMANCE SUMMARY
Metric Unit 2Q-FY19 2Q-FY18 YoY change 1Q-FY19 QoQ change
Operating Revenue (₹ million) 2,210 1,945 13.7% 2,114 4.5%
Operating EBITDA (₹ million) 575 396 45.0% 574 0.1%
Operating EBITDA Margin % 26.0% 20.4% 563 bps 27.2% -116 bps
Adjusted EBITDA (excl. ESOP exp.) (₹ million) 631 429 47.1% 624 1.3%
Adjusted EBITDA Margin (excl. ESOP exp.) % 28.6% 22.1% 650 bps 29.5% -93 bps
Other Income, net (₹ million) 184 200 -8.2% 82 123.7%
Profit Before Taxes (₹ million) 674 503 34.0% 573 17.8%
Net Profit (₹ million) 484 375 29.2% 385 25.6%
Net Profit Margin % 21.9% 19.3% 263 bps 18.2% 367 bps
Unearned Revenue (period end) (₹ million) 3,749 2,774 35.1% 3,713 1.0%
Cash & Investments (period end) (₹ million) 13,585 10,453 30.0% 12,888 5.4%
JUST DIAL LTD - 2Q FY19 (Quarter ended September 30, 2018) PERFORMANCE SUMMARY
Metric Unit 2Q-FY19 2Q-FY18 YoY change 1Q-FY19 QoQ change
Unique Visitors (million) 131.3 105.0 25.0% 125.2 4.8%
- Mobile (million) 100.5 69.0 45.7% 92.3 8.9%
- Desktop/ PC (million) 21.8 26.5 -17.5% 23.5 -7.1%
- Voice (million) 8.9 9.6 -6.9% 9.4 -4.8%
- Mobile % share 76.6% 65.7% 1090 bps 73.7% 283 bps
- Desktop/ PC % share 16.6% 25.2% -857 bps 18.8% -214 bps
- Voice % share 6.8% 9.1% -233 bps 7.5% -69 bps
Total Listings (period end) (million) 23.8 19.8 20.0% 22.7 4.7%
Net Listings Addition 1,073,032 1,021,158 5.1% 943,367 13.7%
Total Images in Listings (period end) (million) 51.4 38.5 33.6% 47.9 7.2%
Listings with Geocodes (period end) (million) 12.3 9.2 34.2% 11.8 4.7%
Ratings & Reviews (million) 88.0 76.1 15.7% 85.1 3.5%
Paid campaigns (period end) 470,620 439,700 7.0% 452,900 3.9%
Total App Downloads (period end) (million) 21.9 17.3 26.3% 20.8 5.3%
App Downloads per day 13,555 23,871 -43.2% 14,351 -5.5%
Number of Employees (period end) 12,417 10,892 14.0% 12,281 1.1%
Ramani Iyer
B O A R D O F D I R E C T O R S
V S S Mani
V Krishnan
Sanjay Bahadur
B Anand
Malcolm Monteiro
Anita Mani
Pulak Prasad
Independent Non-Independent
Non-Executive Directors
Executive Directors
L E A D E R S H I P T E A M
Name Designation Experience Functional Areas
V S S Mani Chief Executive Officer 30 YearsOverall growth strategy, planning, execution & management
Shreos Roychowdhury Chief Technology Officer 21 Years Technological Innovation and R&D
Abhishek Bansal Chief Financial Officer 10 YearsFinance, Strategy, Accounting, Treasury, Audit, Legal,Compliance & Traffic
Vishal Parikh Chief Product Officer 17 YearsLeads Product, Design & Technology teams, Project Management, Payments Product & Voice Operations
Sumeet Vaid Chief Revenue Officer 22 Years Revenue growth & Business development
Rajesh Madhavan Chief People Officer 22 Years Human Resource Functions
Jaimin Shah Chief Technology Officer, Omni 18 Years Leads Omni & related products
Ajay Mohan Group Vice President, Sales 22 YearsSales platform management, Strategic alliances, Corporate partnerships & Business expansion
Rakesh Ojha Group Vice President, Sales 23 Years Sales & Expansion (West Region)
Prashant Nagar Vice President, Sales 18 Years Sales & Expansion (Delhi, Just Dial Ambassadors)
Suhail Siddiqui Vice President, Sales 21 Years Sales & Expansion (North & East Region)
Rajiv Nair Vice President, Sales 18 Years Sales & Expansion (South Region)
Shwetank DixitAVP & Head, Database & Content
6 Years Database augmentation, Curation & Content enrichment
S H A R E H O L D I N G P AT T E R N
33.91%
44.33%
12.59%
9.17%
P R O M O T E R S
F O R E I G N I N V E S T O R S
D O M E S T I CI N V E S T O R S
I N D I V I D U A L S
A S O NS E P 3 0 , 2 0 1 8
E n d o f P re s e n t a t i o n
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