Earnings Call Transcript Analysis Report #
Financial Performance #
Key Financial Metrics #
- Q3 FY25 Revenue: INR 340.1 crores (11.5% YoY increase from INR 305.1 crores in Q3 FY24).
- Q3 FY25 Gross Profit: INR 38.3 crores (flat compared to Q3 FY24).
- Q3 FY25 Gross Profit Margin: Marginal decline to 11.8% in 9MFY25.
- Q3 FY25 Adjusted EBITDA: INR 25.8 crores (down from INR 29.7 crores in Q3 FY24).
- Q3 FY25 Adjusted EBITDA Margin: 7.6% (down from 9.7% in Q3 FY24).
- Q3 FY25 PAT: INR 16.9 crores (down from INR 20.0 crores in Q3 FY24).
- Q3 FY25 PAT Margin: 5% (down from 6.6% in Q3 FY24).
- Q3 FY25 Diluted EPS: INR 3.2 (down from INR 3.7 in Q3 FY24).
- 9M FY25 Revenue: INR 977.7 crores (14.5% YoY increase from INR 853.9 crores in 9M FY24).
- 9M FY25 Gross Profit: INR 115 crores (up from INR 101.7 crores in 9M FY24).
- 9M FY25 Gross Profit Margin: 11.83% (almost in line with 9M FY24 and aligned with guidance).
- 9M FY25 Adjusted EBITDA: INR 77.1 crores (up from INR 76.1 crores in 9M FY24).
- 9M FY25 Adjusted EBITDA Margin: 7.9% (down from 8.9% in 9M FY24).
- 9M FY25 PAT: INR 50.1 crores (slightly down from INR 50.7 crores in 9M FY24).
- 9M FY25 PAT Margin: 5.1% (down from 5.9% in 9M FY24).
- 9M FY25 Diluted EPS: INR 9.3 (in line with 9M FY24).
- Cash Flow from Operations (9M FY25): INR 36.5 crores (significant improvement from negative INR 32.9 crores in 9M FY24).
- Working Capital Cycle: 30 days (down from 58 days in the last quarter).
- Net Worth (as of Dec 31, 2024): INR 284.8 crores.
- Cash and Reserves Balance (as of Dec 31, 2024): INR 1,134.5 crores.
Comparison with Previous Periods #
- Q3 revenue grew YoY, but profitability metrics (Gross Profit, Adjusted EBITDA, PAT, and related margins) declined YoY, primarily attributed to changes in volume mix due to banks’ spend-based programs and increased hiring costs for expansion.
- 9M revenue showed strong growth, while gross profit also grew. Adjusted EBITDA saw a slight increase, but margins contracted. PAT was marginally lower.
Revised Guidance or Forecasts #
- Gross margin guidance for FY25 remains 11% to 13%.
- No specific revised revenue or PAT guidance for FY25 or FY26 was provided beyond outperforming industry growth.
Areas of Growth or Decline #
- Growth: Revenue (Q3 & 9M YoY), contribution from services other than India Airport lounge (increased to 6.9% in 9M FY25 from 5.2% in 9M FY24), client base (13 new enterprise clients, new banking clients).
- Decline/Pressure: Gross margins (Q3 YoY, though 9M FY25 in line with guidance), EBITDA margins (Q3 & 9M YoY), PAT margins (Q3 & 9M YoY). The primary reason cited for margin pressure was “structural change by our bank clients as part of the spend-based program implementation” and “hired top talent in India and out of India, which slightly impacted our margins.”
Strategic Initiatives & Business Updates #
Major Strategic Announcements #
- Focus on diversification across services, clientele, and geographies.
- Expansion of services beyond travel into lifestyle.
New Products, Services, or Markets Discussed #
- New Services:
- Baggage Wrapping: Currently at 12 airports in India, expanding.
- Coffee at Malls: Designed to elevate the overall shopping experience.
- Lounge Expansion:
- Domestic: 2 new lounges at Ayodhya Airport and Goa Dabolim Airport, bringing total domestic airport lounge touchpoints to 76 (maintaining 100% coverage at Indian Airports). Maintained 100% coverage at 13 railway lounge touchpoints.
- International: Addition of 10 international lounges, total outside India now 671.
- Golf Network: New golf clubs in Maharashtra, total of 63 in India. 605 golf courses outside India.
- Meet and Assist Services: Extended to more than 380 airport terminals worldwide.
- F&B Outlets: 18 new F&B outlets in Dubai and Abu Dhabi, and 9 in India mentioned in Q&A.
Significant Operational Changes #
- Hiring top talent in India and outside India to support expansion.
- Banks increasing minimum spending thresholds on cards impacting volume mix.
Ongoing or Completed Projects #
- Client Addition: Successfully added 13 enterprise clients, including MakeMyTrip and TBO. Also added new banking clients, some transitioning from competitors.
- Technology Platform: Continuous enhancement of proprietary, cloud-based technology platform. Clients leveraging platform for “spend-based options and other tools for existing products and new product launches.”
Market & Competitive Landscape #
Insights about Industry Trends #
- Air Traffic & Credit Card Growth: Grew by 6.7% and 13.7%, respectively.
- India’s Travel Industry Outlook: Projected to grow at 6.9% annually and expand to $512 billion by 2028.
- Government Initiatives: Focus on stimulating growth, generating employment and developing infrastructure in the sector. Under the modified UDAN scheme, 120 airports will be connected and carry 4 crores new passengers in the next 10 years. Focus on spiritual and medical tourism.
- Credit Card Industry Expansion: Driven by digital push, innovation, regulatory reforms, and changing consumer habits.
Competitive Positioning Statements #
- Against Priority Pass: Confidence in their differentiated model.
- Winning Banking Clients from Competition: Clear indicator of superior service quality and the trust earned with clients.
Market Challenges or Opportunities Mentioned #
- Challenge: Banks implementing spend-based programs leading to volume mix changes and margin pressure.
- Opportunity: Expanding beyond travel to lifestyle services. Opportunity in enterprise clients and global expansion.
Comments about Market Share or Positioning #
- Dominant position in India.
- Maintaining 100% coverage at Indian Airports and railway stations with lounge touchpoints.
Risk Factors & Challenges #
Concerns or Challenges Acknowledged by Management #
- Margin Pressure: Due to banks increasing minimum spending thresholds on cards.
- Short-term Margin Impact from Investments: Hiring impacting margins in the short term.
- Gestation Period for International Client Onboarding: Longer onboarding time for new clients, especially banks.
- Reduced Volumes from Specific Bank Program Changes: Increase in spending limits impacting volumes.
- Risk related to GMR/Adani setting up own lounges: Management downplayed this.
- Risk related to airline consolidation: Management believes this does not impact them.
Supply Chain or Operational Constraints #
- The change in “volume mix” due to bank client strategies was noted as an operational factor affecting margins.
Forward-Looking Statements #
Outlook and Future Projections #
- Top-line Growth: Expect to continue outperforming industry growth (air traffic and credit card growth).
- Diversification Benefits: Strategic endeavors in diversifying services, expanding clientele, and global reach.