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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%
4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18
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
4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18
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
4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18
Active Listings - period end (million)
D ATA E N R I C H M E N T
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
4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18
Listings with Geocodes (million)
D ATA E N R I C H M E N T
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
4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18
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
4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18
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.
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
Flowers
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
Flowers
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
Flowers
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
Flowers
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
Flowers
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
Flowers
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
Flowers
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
Flowers
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
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
4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18
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
4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18
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%
4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18
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
4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18
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
4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18
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
4Q FY16 1Q FY17 2Q FY17 3Q FY17 4Q FY17 1Q FY18 2Q FY18 3Q FY18 4Q FY18
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
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