BUSINESS OVERVIEW · 2018-05-21 · D I S C L A I M E R This Presentation has been prepared by Just Dial Limited (“JustDial”)for investors, shareholders, analysts and other relevant

CORPORATE PRESENTATIONMay 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.

Q4 FY18 means the period Jan 1, 2018 to Mar 31, 2018FY18 or FY 17-18 or FY 2018 means the Financial Year starting Apr 1, 2017 and ending Mar 31, 2018

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, ~82 million ratings & reviews

Database of 21.8 million listings

~445,100 active paid campaigns

Figures as on Mar 31, 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

4,057 employees in tele-sales, 4,073 feet-on-street sales force

On-the-ground presence in 250+ cities pan India, covering 11,000+ pin codes

TrafficShare

Q4 FY18

111.6 Million^

71%M O B I L EMobile site & Apps

21%D E S K T O P / P Cwww.justdial.com

8%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

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

~82 Million Ratings & Reviews

Mobile-verified, unbiased ratings

Friends’ Ratings

10-Point Rating Scale

Facebook & Twitter Shareable

Photo 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

71.3 75.9 76.6

80.5 86.8

100.5 105.0 107.6

111.6

0

20

40

60

80

100

120

4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18

Unique Visitors (million)

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

14% 14% 13% 12% 10% 10% 9% 8% 8%

35% 35% 33%30% 29% 28% 25% 23% 21%

52% 51% 54% 58% 60% 62% 66% 68% 71%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%


Unique Visitors split %

Voice Web Mobile

U S E R E N G A G E M E N T

60.6 62.6 64.8

67.9 70.5

73.1 76.1

79.0 81.9

0

10

20

30

40

50

60

70

80

90


Ratings & Reviews (million)

D ATA E N R I C H M E N T

16.3 16.6 16.9 17.3 17.9

18.8 19.8

20.7 21.8

-

2.5

5.0

7.5

10.0

12.5

15.0

17.5

20.0

22.5


Active Listings - period end (million)


5.9 6.1 6.2 6.3 6.8

7.8

9.2

10.1

10.9

0

1

2

3

4

5

6

7

8

9

10

11

12


Listings with Geocodes (million)


19.7

22.5

25.4 27.9

31.7

35.6

38.5

41.4

44.8

0

5

10

15

20

25

30

35

40

45

50


Images in Active Listings (million)

M O B I L E A P P S

9.6 10.1

10.7 11.6

13.3

15.4

17.3

18.7 19.8

0

5

10

15

20


Cumulative App Downloads (million)

P R O D U C T O V E R V I E W

J D - M O B I L E

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

Flowers

Loans

Wallet Options

… and many more.

Price Comparison

Hail a Cab

Flight Tickets

Train Tickets

Bus Tickets

Hotel Bookings

Bills & Recharge

Movie Tickets

Flowers

Loans

Wallet Options

… and many more.



Price Comparison

Hail a Cab

Flight Tickets

Train Tickets

Bus Tickets

Hotel Bookings

Bills & Recharge

Movie Tickets

Flowers

Loans

Wallet Options

… and many more.


Price Comparison

Hail a Cab

Flight Tickets

Train Tickets

Bus Tickets

Hotel Bookings

Bills & Recharge

Movie Tickets

Flowers

Loans

Wallet Options

… and many more.


Price Comparison

Hail a Cab

Flight Tickets

Train Tickets

Bus Tickets

Hotel Bookings

Bills & Recharge

Movie Tickets

Flowers

Loans

Wallet Options

… and many more.


Price Comparison

Hail a Cab

Flight Tickets

Train Tickets

Bus Tickets

Hotel Bookings

Bills & Recharge

Movie Tickets

Flowers

Loans

Wallet Options

… and many more.


Price Comparison

Hail a Cab

Flight Tickets

Train Tickets

Bus Tickets

Hotel Bookings

Bills & Recharge

Movie Tickets

Flowers

Loans

Wallet Options

… and many more.


Price Comparison

Hail a Cab

Flight Tickets

Train Tickets

Bus Tickets

Hotel Bookings

Bills & Recharge

Movie Tickets

Flowers

Loans

Wallet Options

… and many more.


Price Comparison

Hail a Cab

Flight Tickets

Train Tickets

Bus Tickets

Hotel Bookings

Bills & Recharge

Movie Tickets

Flowers

Loans

Wallet Options

… and many more.


Price Comparison

Hail a Cab

Flight Tickets

Train Tickets

Bus Tickets

Hotel Bookings

Bills & Recharge

Movie Tickets

Flowers

Loans

Wallet Options

… and many more.


Price Comparison

Hail a Cab

Flight Tickets

Train Tickets

Bus Tickets

Hotel Bookings

Bills & Recharge

Movie Tickets

Flowers

Loans

Wallet Options

… and many more.

J D P AY

N E W P R O D U C T I N I T I AT I V E S

R E V A M P E D D E S I G N

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

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,framed Justdial Ratings Certificate, 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 4,057 employees intele-sales, 1,410 feet-on-street (marketing),and 2,663 feet-on-street (JDAs - Just DialAmbassadors) as on Q4 FY18

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

R E V E N U E

1,716 1,763 1,803 1,803 1,817 1,900 1,945 1,968 2,005

-

250

500

750

1,000

1,250

1,500

1,750

2,000

2,250


Operating Revenue (Rs. million)

O P E R AT I N G M A R G I N

Note: Adjusted Op. EBIDTA adjusted for ESOP & one time expenses

374 345

253 298

359 373 429

508 489

21.8%

19.6%

14.0%

16.5%

19.7% 19.6%

22.1%

25.8%24.4%

0%

5%

10%

15%

20%

25%

30%

-

100

200

300

400

500

600


Adjusted EBITDA (Rs. millions) & Margin %

C O S T S T R U C T U R E

57.4% 58.6% 60.3% 59.8% 57.9% 53.7% 53.9% 52.5%57.7%

21.6% 21.9%25.6% 23.7%

22.4% 26.6% 24.0%21.7%

17.9%

4.9% 5.1%5.7% 5.9%

5.7% 5.1%4.8%

4.6% 4.2%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%


Expenses as % of Operating Revenue

Employee Costs (excl. ESOP expenses) Other Expenses Depreciation

N E T P R O F I T M A R G I N

Note: PAT Margin is calculated as Net Profit (Profit After Taxes) as a percentage of Operating Revenue for the quarter

403 389

296 274 254

382 375

286

390

23.5%

22.1%

16.4%15.2%

14.0%

20.1%19.3%

14.5%

19.4%

0%

5%

10%

15%

20%

25%

-

100

200

300

400

500


Net Profit (Rs. million) & PAT Margin %

P A I D C A M P A I G N S

368,800 389,400

408,800 424,830

435,360 435,980 439,700 440,600 445,110

-

50,000

100,000

150,000

200,000

250,000

300,000

350,000

400,000

450,000

500,000


Active Paid Campaigns - period end

S A L E S F O R C E

3,544 4,017 4,024 4,049 4,350 4,026 3,951 3,840 4,057

1,327 1,373 1,433 1,440

1,484 1,427 1,376 1,382

1,410

1,911

2,062 2,034 1,801 2,055

2,308 2,170 2,355 2,663

-

1,000

2,000

3,000

4,000

5,000

6,000

7,000

8,000

9,000


Sales Strength - Period End

Tele-Marketing Feet-on-Street (Marketing) Feet-on-Street (JDAs, Cold Calling)

JUST DIAL LTD - 4Q FY18 (Quarter ended March 31, 2018) PERFORMANCE SUMMARY

Metric Unit 4Q-FY18 4Q-FY17 YoY change 3Q-FY18 QoQ change

Operating Revenue (₹ million) 2,005 1,817 10.3% 1,968 1.9%

Operating EBITDA (₹ million) 458 322 42.2% 465 -1.7%

Operating EBITDA Margin % 22.8% 17.7% 510 bps 23.7% -85 bps

Adjusted EBITDA (excl. ESOP exp.) (₹ million) 489 359 36.2% 508 -3.8%

Adjusted EBITDA Margin (excl. ESOP exp.) % 24.4% 19.7% 461 bps 25.8% -146 bps

Other Income, net (₹ million) 166 127 31.2% 26 545.1%

Profit Before Taxes (₹ million) 540 346 56.09% 401 34.55%

Net Profit (₹ million) 390 254 53.6% 286 36.3%

Net Profit Margin % 19.4% 14.0% 548 bps 14.5% 490 bps

Unearned Revenue (period end) (₹ million) 3,330 2,743 21.4% 2,852 16.7%

Cash & Investments (period end) (₹ million) 12,006 10,172 18.0% 10,853 10.6%

JUST DIAL LTD - 4Q FY18 (Quarter ended March 31, 2018) PERFORMANCE SUMMARY

Metric Unit 4Q-FY18 4Q-FY17 YoY change 3Q-FY18 QoQ change

Unique Visitors (million) 111.6 86.8 28.6% 107.6 3.7%

- Mobile (million) 79.0 52.2 51.4% 73.6 7.3%

- Desktop/ PC (million) 24.0 25.6 -6.3% 25.0 -4.2%

- Voice (million) 8.6 9.0 -4.4% 9.0 -4.2%

- Mobile % share 70.8% 60.2% 1066 bps 68.4% 241 bps

- Desktop/ PC % share 21.5% 29.5% -801 bps 23.3% -177 bps

- Voice % share 7.7% 10.4% -265 bps 8.3% -64 bps

Total Listings (period end) (million) 21.8 17.9 21.7% 20.7 5.0%

Net Listings Addition 1,044,435 569,516 83.4% 908,973 14.9%

Total Images in Listings (period end) (million) 44.8 31.7 41.3% 41.4 8.3%

Listings with Geocodes (period end) (million) 10.9 6.8 60.0% 10.1 8.0%

Ratings & Reviews (million) 81.9 70.5 16.2% 79.0 3.7%

Paid campaigns (period end) 445,110 435,360 2.2% 440,600 1.0%

Total App Downloads (period end) (million) 19.8 13.3 49.7% 18.7 5.8%

App Downloads per day 15,501 19,687 -21.3% 19,103 -18.9%

Number of Employees (period end) 11,452 11,334 1.0% 10,948 4.6%

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

Malcolm is CEO India, DHL eCommerce & member of

DHL eCommerce Management Board. He holds a degree from IIT

Bombay & IIM Ahmedabad.

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 9 YearsFinance, Strategy, Accounting, Treasury, Audit, Legal,Compliance & Traffic

Vishal Parikh Chief Product Officer 16 YearsLeads Product, Design & Technology teams, Project Management, Payments Product & Voice Operations

Sumeet Vaid Chief Revenue Officer 20 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 Dixit 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

33.99%

45.19%

13.21%

7.61%

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 NM A R 3 1 , 2 0 1 8

E n d o f P re s e n t a t i o n

BUSINESS OVERVIEW · 2018-05-21 · D I S C L A I M E R This Presentation has been prepared by Just Dial Limited (“JustDial”)for investors, shareholders, analysts and other relevant

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