Dabur Q4FY18 Concall Summary


Financial Highlights

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  • Consolidated revenue from operations grew at 16.2%, with domestic growth of 11.1%
  • Domestic FMCG business had a growth of 10% driven by a growth of 7.7% in volume
  • PAT growth was 18.9% with operating margins growing by 140 basis points
  • Operating margins increased from 21.8% to 23.9%
  • A&P spends of domestic business saw increase of 19.1%; 10.8% on consolidated basis
  • CapEx for the FY19 is projected to be around Rs.250 crores to Rs.300 crores; Currently it is around Rs.240 crores

Category wise performance

 Healthcare and HPC

  • Healthcare and HPC verticals showed a strong growth
  • Healthcare vertical grew by 11.2% with health supplements growing by 14% due to double digit growth in Chyawanprash and Honey
  • There was an uptrend observed in the market shares of both categories
  • Dabur honey continues its strong brand equity base with more investments adding to its momentum


  •  This category grew by 7.2% due to the good growth in Hajmola tablets
  • The most trusted brand survey by brand equity reveals that there is enhanced visibility and ranking
  • This is mainly due to new variants, focused market inputs and distribution expansion

OTC and Ethical

  •  A growth of 8.8% was realized in this category
  • Products like Hanitus Madhuvaani and Dashmularishta Asaavs posted good growth; backed by marketing initiatives and activations
  • Growth in classical ethical portfolio due to medico marketing initiatives and on-ground activation

 Personal Care

  • Strong performance in healthcare and oral care has resulted in 10% growth in this vertical
  • Oral care grew by 11% with 13.7% growth in toothpastes
  •  Red gel, launched this FY, recorded good sales; Increasing penetration, aggressive marketing and visibility initiatives has led to an good performance of Red franchise
  • Blended growth of toothpaste reduced from 17-18% mark to 13-14% mark due to high competition; high margin brands have done well
  • Hair Oils category grew by 8.8%; expanded by around 60 basis points
  •  Shampoo grew by 31%; supported by focused marketing activities

Home Care

  • Muted performance due to the moderate performance of Odomos (lower incidence of mosquito borne diseases)
  •  Odonil and Sani Fresh accounted good growth
  • Skincare registered 8.5% growth driven by strong performance of Gulabari brand


  •  Moderate quarter; increased competitive intensity from value players and increased promotions across the board
  • Profitability margins increased on account of network optimization
  • Aggressive media spends, tactical consumer promotions and sampling being used to counter competition
  • Fruit drink sub brand ‘Koolers’ launched
  • Reduction in market share from 56% to 54% YoY; Overall Juice, Nectars and Still Drinks (JNSD) market share is consistent in 10% levels

International Performance

  • Constant currency growth of 16.8% in the quarter
  • GCC markets grew by 51%, led by 82% growth in Saudi Arabia; Egypt market grew by 38%
  • Currency translation impacted top line by 1%
  • SAARC business posted good growth led by Pakistan and Nepal
  • Recovery in the international business of 18% in the top line and 34% in the bottom line

Diidend announcement

  • Special dividend of Rs.5 per share announced apart from the final dividend of Rs.1.25 per share
  • Will entail additional payout of close to Rs.1100 crores out of surplus in the balance sheet
  • The company will retain Rs.2000 crores of cash post payout


  • There are price increases in several categories due to margin issues with regards to cost; these are not dramatic
  • Price increases in coconut oil, Odonil and Glucose; the company has the pricing power to increase prices in case of any inflation, especially due to the variation of oil prices
  • Margins in juices is pretty favorable as there is a decrease in the price of raw materials


  • Couple of small acquisitions done in South Africa
  • Looking for potential targets in India; did not come up well till the moment
  • With a cash reserve of over Rs. 2000 crores, the company has the ability and the resources to undertake acquisitions


Vedanta Q1FY18 Concall Summary


Key Performance Highlights

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  • Significantly higher production quarter-on-quarter at Zinc India.
  • Gamsberg zinc project on track for mid-calendar year 2018 production.
  • First quarter EBITDA at Rs.4,965 crores, represented 40% increase in year-on-year EBITDA
  • First quarter fiscal year 2018 profit after tax of Rs. 1,525 crore is more than double back of last year
  • Delivery savings of nearly Rs.856 million over the last nine quarters
  • Recognized as a role model in the mining sector by FTI Consulting Asia. Overall in India only three companies are ahead on this course scoring 10 on 10 and Vedanta as a joint second with few other companies at 9.1 out of 10
  • Completed merger with Cairn India

Financial Highlights

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  • EBITDA is up by Rs. 1400 Crores, 40% higher year-on-year basis with an EBITDA margin of 36% driven by strong operating performance.
  • Pot failure at Jharsuguda and the TSPL power plant impacted earnings by approximately Rs.500 crores
  • Improvement in the commodity prices held through currency appreciation especially Indian rupee by 4.2% and the South African Rand by 13%, and input commodity inflation impacted EBITDA adversely resulting into a net positive impact of Rs.750 crores on the market factors
  • Attributable PAT before exceptional items, which at Rs.1,525 crores more than doubled over the previous year
  • Depreciation and amortization decreased due to change in depreciation methods consequent to the accounting guidance changes under Ind AS in the oil & gas business effective 1st April and lower mine production at Zinc India.
  • Strong liquidity of Rs.48,000 crores, low gearing and low net debt-to-EBITDA of 0.8x amongst the best-in-class in Indian conglomerates
  • Q-o-Q Finance cost marginally increased due to capitalization of new capacities at aluminium, temporary borrowing at Zinc India offset by lower interest rate and gross debt reduction.
  • Cost of borrowing for the quarter was below 8% at 7.9% lower compared to 8.2% in Q4 FY17
  • Reduced gross debt by nearly Rs. 9,000 crores in the first four months of fiscal year 2018
  • Term debt refinanced 80 basis points to 100 basis points, overall cost of borrowing is likely to be 20 basis points to 25 basis points lower than last year.
  • Blended rate of return on investment for the quarter was around 6.7%, reflecting the interest rate curve as well as the mark-to-mark on the bond investments.
  • The tax rate guidance for the year at mid-20s to 30% as articulated during the May 2017 meetings still holds.
  • The rate of interest on outstanding term loan portfolio was reduced by about 80 basis points to 100 basis points
  • Liquidity of the group remains strong with over Rs.48,000 crores or $7.5 billion of cash and about $1.1 billion of undrawn lines credit
  • The net cash from operations was around Rs.4,100 crores, which was invested back in CAPEX and working capital
  • Net debt post dividends and preference shares stayed at almost the same level more or less over the last quarter

Business Highlights

Zinc Business

Hindustan Zinc (Zinc India):

Vedanta Q1FY18 Zinc India Business.png
  • Zinc India went through a successful transition from open cast to underground mines in thelast 12-months with significant increase in the current quarter volume.
  • Hindustan Zinc business commenced the year achieving mined metal production of 233,000 tons.
  • Cost of production was higher due to the sharp increase and input commodity prices and lower asset realization
  • On track on the goal of achieving 1.2mt of mined metal capacity in fiscal year 2020
  • Underground mining move 80% in the current year before completely transitioning to underground mining in fiscal year 2019
  • Production at SK Mines were at 1.5 mt in new mill contracts to L&T, which will take mill capacity at SK up to 5.8 mtper year
  • Expected production of refined zinc metal in FY 2018 is 950,000 tons. Silver production is expected to be over 500 tons while cost of production is expected to be marginally higher compared to fiscal year 2017

Zinc International

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  • Despite of a plant shut down at Skorpion, delivered a strong EBITDA because of higher sales volume of Black Mountain.
  • Cost of production was higher at $1,690/t due to shutdown at Skorpion.
  • The Gamsberg project is on track for first production bymiddle of calendar year 2018 andphase-1 is expected to give 250,000 tons of zinc production. Phase-2 could be another 180,000 to 200,000 tons.
  • FY 2018 production and cost of production guidance at Skorpionremains unchanged with production of about 160,000 tons and cost of production at $1500/ton.
  • Hosting a Zinc Day is being planned based on good feedback from most of the sell side analyst

Oil & Gas Business

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  • Oil & Gas business continues to deliver stable production volume with higher free cash flows and low operating cost
  • Commenced growth journey on both exploration and development fronts.
  • Co-fields continue to deliver along expected lines with gross production across three assets at 187,000 boepd for the quarter.
  • Rajasthan production was around 160,000 bpd.
  • Mangala EOR continues to deliver strong performance with a volume of 56,000 barrels a day.
  • The Rajasthan asset recorded an uptime of over 99%.
  • Gas production from RDG increased to average of 35 million cuffs per day.
  • Commenced production from two satellite fields named Cambay II and Gudha in Rajasthan.
  • Offshore asset production was at 28,000 bpd with Ravva producing 18,000 barrels and Cambay 10,000 barrels
  • Offshore assets also recorded excellent uptime of over 99%.
  • Operating cost at the lower end among global peers. Rajasthan water flood OPEX was 5.5% lower than Q4 at US$4.3/barrel.
  • Blended operating cost for Rajasthan was also lower by 1.2% at US$6.2/barrel with the polymerized liquid injection at 420,000 bpd in Q1.
  • Raageshwari Gas project- Phase-1 of the project is on track to complete in Q2 which would increase gas production to 40- 45 million cuffs per day
  • Phase-2 is expected to increase the gas production to over 100 million cuffs per day and condensate production to about 5000 boepd by H1 calendar 2019
  • 15-well infill drilling program to commence at Mangala to monetize the reserves early
  • Liquid handling capacity will go up from 950,000 to 1200,000 bpd increasing water injection capacity from about 650,000 to 850,000 bpd.
  • Bhagyam EOR field development is under discussion withJV partner ONGC.
  • The Field Development Plan for Aishwariya EOR is also under discussion with a JV partner.
  • Aishwariya Barmer Hill Phase-1 has been approved and the production is expected commence from July 2017
  • The fiscal 2018, is expected to have steady production volume from Rajasthan at 165,000 bpd with the potential upside from the execution of growth projects.
  • The net CAPEX is estimated to be $250 million with further optionality for a growth project
  • Re-commencement of investment in the exploration and development projects to realize the full potential of the Barmer basin.
  • Target of 500,000 barrels per day has been set for Barmer basin which would contribute to 50% of India’s domestic production.

Aluminium Business

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  • Stabilised Aluminium production run rate of about 1.4 mtper year
  • The BALCO 325,000 tons smelter is fully operational and capitalized.
  • There was on outage at 500,000 tons Jharsuguda-I smelter in April 2017 that damaged 228 out of total 608 pots. 35 pots have been restarted.
  • The second line at Jharsuguda-II has been fully ramped up and capitalized.
  • Realized significantly higher premium on year-on-year basis because of increase in alumina prices.
  • Hot metal costs were $1,727/ton, mainly because of higher import prices for alumina, Indian rupee appreciation, increased input cost and some temporary cost pertaining to pot outages.
  • As production cost of Lanjigarh alumina is much lower than the purchase cost of seaborne alumina, Vedanta is increasing procurement of own and third-party bauxite which will allow to ramp up Lanjigarh.
  • Estimated hot metal cost production in the second half of the fiscal 2018 to be between $1,575 to $1,600/ton.
  • Expected fiscal 2018 alumina production in the range of 1.5 MT to 1.6 MT implying about 50% of alumina requirement is met via captive production.
  • At BALCO mines, expected to ramp up existing capacity of1.8 mt to 2 mt of bauxite in fiscal 2018
  • The company continues to work with the Odisha government on the allocation of bauxite to drive future expansion at Lanjigarhrefinery.

Power Business

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  • At TSPL, all three units have been restarted. Currentlyrunning availability of about 90%
  • BALCO 600 MW and Jharsuguda 600 MW sequentially lower offtake in the first quarter.
  • Long-term power purchase agreements for about 60% ofthe 600 MW capacity of BALCO which are being substantially met and serviced.
  • The 100 MW Nalco power plant is under care and maintenance effective from the 26th May 2017 due to lower demand in southern India. The plant generated a significant cumulative EBITDA of about $170 million over eight years.
  • Observed temporary disruptions in domestic coal supply, which meant some increased power costs.
  • Reduced dependence on importedcoal at BALCO and Jharsuguda despite increasing coal requirements.
  • Secured 2 mt of coal linkages in July during the linkage auctions. This is in addition to the 6 mt that was secured a year ago to ensure longterm security of coal sourcing at competitive price.

Iron Ore Business

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  • Achieved a sales of 2.28 mt and production of 3.24 mt.
  • Production at Goa was lower primarily due to the early onset of the monsoon as well as the temporaryhalt in mining in some areas by the government.
  • Sales dipped due to lower pricing environment and a widening of discount for 56% grade as compared to the 62% iron grade.
  • To improve realizations per ton and narrow the current discounts, working on product upgrade with higher grades so that overall iron content is increased to about 57.7% grade as well as the alumina content is reducedfrom 4.2% to3.5%.
  • At Karnataka, achieved 50% of annual mining cap reproduction of 1.09 mt during the quarter.
  • Sales were lower at 0.42 mt due to muted e-auction sales. Beneficiation of ore, however, has resulted in improved prices at $24/ton compared to $18/ton in the first quarter of fiscal 2017.

Copper India Business

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  • Copper India production was about 90,000 tons of cathodes.
  • Production was lower due to plant shutdown for 11 days for maintenance and 4 days due boiler leakage.
  • Post shutdown the Smelter is operating at high efficiency and is expected to produce 400,000 tons of cathode during the fiscal year of 2018
  • TcRcs has been at $20.08/pound on account of reduction of global benchmark to TcRc rates and lower spot TcRcs. Over 80% of concentrate requirement are sourced through long term agreements.
  • Net cost to conversion was higher year-on-year on account of higher coal and input commodity prices, lower realized asset prices and lower volumes due to the maintenance shutdown
  • Evaluation of expansion of Tuticorin smelter by further 400,000 tons per year is in progress

Industry Overview

  •  Lower commodity prices during the quarterexcept for aluminium where Chinese efforts to restrict excess capacity in aluminiumhelped.
  • Aluminium LME continues to shift to positive buyers for the first time in nearly a decade.
  • Rest of fiscal ‘18 expected to be more of a supply-driven story barring any macro shocks in the global economy
  • India’s strong demand growth for gasoline and diesel is continuing and is likely to continue for the next several years.
  • Over the longer-term, surge in electric vehicles will increase demand for base metals like copper, aluminium and lead giventheir extensive usage in transportation system and also electric batteries.
  • Urbanization and industrialization will continue to drive demand in all of sectors such as construction, transportation and infrastructure.
  • The continued shortage of new supply and the continuous draw down of refined zinc inventories have led to multi-year low stock levels, some ofthem going back more than 10-years.


Quick Heal Technologies Q2FY18 Concall Summary

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 Financial highlights

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  • In Q2 the retail sales team focused on efficient selling and managed the credit lines and as a result the cash position of the company has improved by 17.5%.
  •  The EBITDA has improved by about 10.5% and that is a result of multiple measures - the in-sourcing of the software basically instead of third party software using in-house software developed by the R&D.
  •  It can be seen that the EBITDA margin has improved by 6% this point over 600 BPS and EBIT and PBT also have gone up in the same sequence.
  • In the consolidated balance sheet , Cash-in-hand is of the Rs.250 Crores is in the balance sheet which is on account of cash submitted by the company
  • Rs.156 crore is on account of IPO money which has a very specific end use.
Quick Heal Tech Q2FY18 Cost Analysis.png
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  • Rs.24 Crores is the salary which is to be paid on the first day of the next month.
  • Volume growth and the license growth were around 3%.
  • In September 30, 02017 versus 2016 the working capital has come down and basically on account of debt, the debtors and receivable days went down from 71 to 51.
  • The Company has moved retail platform from primarily credit model to now cash carry model. The margins for the distributors have increased in the process.
  • The Company has in-sources some of the outsource activities using own skills and own software hence drop down cost substantially, which is visible in the direct cost and growth margins have gone up and operating cost have been kept under control.
Quick Heal Tech Q2FY18 Ratio Analysis.png

Effect of GST

  • After GST implementation, Company started collecting 18% from the customers, but then that has really impacted the pickup by the customers, so 10% to 11% have to be passed to discount to the partners, so that the sale does not get affected.
  • The lower end product is getting more sales, maybe this is because of GST impact.
  • Because of GST, there has been decline in sales, and company was not able to achieve any goal because of that in first quarter.
  • GST hit is more or less being compensated by the ITC, which is expected that will not affect the margin.

New products/offers

  • Company has launched the encryption offering in this quarter, so that gives the opportunity to cross sell this product and offering to all existing and the new customers.
  • Company recently launched Seqrite encryption which is available, which provides tool encryptions this encryption and this will give more opportunity to up sale to existing customers as well as open up those experienced customer.
  • Company is also focusing on HNS products, which was supposed to get released in last quarter, but due to some technical challenges that product is getting delayed by almost six months.
  • In February, Company will be launching a product to scale up to 5000 endpoints and also cloud version, which will help to get into the larger installations.
  • Products in the IoT and the cloud space are basically the product is in alpha stage right now, company is hiring some field trials. There are some hardware glitches that are being sorted out, but is planned to launch in Q4.
  • It is a home networking solution that is primarily for at homes where we have router, this network will definitely help to protect the devices that are connected to the router.
  • Company launched a feature called Safe Pane, which basically indicates if a mobile compromised and that is whole intent of showing to the consumer that while they are doing financial transaction they should be cautious and careful about what is going on the mobile, and company has seen good adoption in this.


  • Gross margin has improved because company has in-sourced a lot of work , company has cut out vendors or have re-negotiated and brought the cost down and much of it is using company’s own tech force and creating solutions, which would replace higher cost external vendors.
  • Company has grown the enterprise and the government sector sale by almost 27% compared to retail.
  • In retail, there is a decline, but when it comes to enterprise there is growth.
  • There has been 20% increase in the number of license sold into the enterprise and the government. Total number of licences sold are 267000.
  • Quick Heal monetizes via adds and the through paid subscription, which is Total Security
  • Mobile business is not growing too much and the management is really thinking on the entire mobile strategy,
  • Company has on boarded a large distributor in Q2 and will give expanded reach into the market and that push will continue to get more Sales and partners in the fold in Q3 and Q4.

Retail vs Enterprise

  • The goal for the government and enterprise business it is about 20% of the overall sales.
  • By two to three years’ time, company is expecting 50% to 50% of retail versus government and enterprise business.
  • In retail, company is focusing on home users as well as home offices and small offices.
  • Retail is going to have slower growth for sure because of the reduction in the laptop and desktops adoption.
  • Management wants to focus on the enterprise because the market, total addressable market is much bigger.
  • Just at a structure level there is a 3% to 4% growth on the retail business and round about 25% on enterprise and government, which has just turned about 10% of the total business.

Mobile business

  • The mobile business is 1%-2% of the total retail sales.
  • Company have stopped over 200 million Malware infections across Quick Heal users and the highest infection month being the month of July.
  • By having the good focus on acquisition, retention, and monetization, the company hopes to get more traction in mobile security.
  • Quick Heal Security Labs detected nine new Ransomware infections in this quarter with around thousands of more variant and on the mobile front the detection of Androidware in Q2 rose 40% in comparison with that of Q1, so potentially unwanted applications grew by more than 200%.
  • Monetization on the mobile happens to through advertisement in products where subscription is offered for free
  • Threat vector on mobile is not as strong, so the tool for customers from mobile security perspective is still not strong.


Bajaj Corp Q2FY18 Concall Summary

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Financial Highlights

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  • The Company has closed the quarter with a turnover of Rs.204 Crores
  • The growth in turnover vis-à-vis the second quarter of last financial year is 3.84% with volume growth being 5.1%
  • The EBITDA for the quarter is Rs.59.6 Crores, which is a decline of 12.74% over EBITDA of Q2 of last financial year
  • The refund announced by the Government of India for units under the excise free zones in Uttarakhand, Himachal, and Assam have not been accounted while calculating above
  • The EBITDA without the refund being calculated is a very healthy 29.3%, but would have been over 32% if the refund has been accounted for
  • The profit before tax and profit after tax are Rs.64.5 Crores and Rs.50.7 Crores respectively.
  • In terms of cost of raw materials and packaging materials, the strain continues
  • The average purchase price of LLP as well as refined mustard oil  in the second quarter is  Rs.51.80 which is much higher than the Rs.44.55 per kg that was the purchase price in the second quarter of last financial year
  • There is increase in overheads as salary costs are increased by 32% YOY, as the management is building bench strength in all the departments
  • The sale of Nomarks cream, which is being actively promoted, has grown by 48% in this quarter
  • The price increase in raw materials has been largely compensated by input tax credit
Segmentwise Qtr wise Sales Bajaj Corp Q2FY18.png

GST Impact

  • The wholesalers continue to be watchful and have not reacted positively post the implementation of GST
  • 22317 wholesalers listed in the ERP system out of which 8801 have not yet started buying from our distributors after the implementation of GST
  • Though the Government of India have extended the dates for filing GST returns for July and August most of the distributors are finding it very difficult to file the GST return
  • With the strain on wholesale channel the importance of direct distribution would be very high, so focus is on increasing numbers of distributors as well as outlook covers by field force

Distribution Channel

  • The share of wholesale was more than 50% of the total turnover, it has dropped to below 40% already and is expected to drop even further
  • As of September the total number of distributors has gone up from 9695 as against 7707 as on March 17, 2017
  • During Q@FY18, two sales verticals namely canteen stores department and international business have shown a negative trend as a result the sales to CSD have declined by 21% in the second quarter.
  • The outlook for CSD, which is now under 5% of the total business, does not look very promising for the remaining part of this financial year

International Business

  • International business, which has been a growth driver for the company, had also declined during the second quarter by 15.4%
  • The regions of MENA have shown the highest decline of 35% led by loss of sales in UAE and KSA


  • The Innovations Center started in April by housing the R&D Center in Mumbai has started working
  • With help of R & D the company plan to launch at least differentiated and well researched product every quarter from here on

Industry Update

  • The volumes in the hair oil industry have grown by 6.7% as against 50.6% during the last quarter
  • The volumes of the light hair oil industry have slowed down a little and slowed down to 2.6% however  the lead brand  of the company Bajaj Almond Drops continues to outpace the light hair oil industry with an off take growth of 4.8%
  • The rural volume growths of the total hair oil had dropped from 12% in the first quarter to 4.8% in the second quarter of this financial year.

Future Prospects

  • Going forward the primary objective is to be able to reach as many people as possible
  • Focus is also on increasing the reach of direct distribution otherwise company would lose a bit of what it is communicating as a brand as you cannot control the reach of the advertisement
  • The growth in CSD is not expected in future quarters because of policies (to scale down)the  Ministry of Defense and Canteen Store Department is following
  • The volume growth in Nomarks is expected to grow in future quarters as the company is moving into more settees with the concentrated chemist plant which will increase its base


Arihant Superstructures Q1FY18 Concall Summary


 Financial Highlights

Arihant Superstructures Q1FY18 Financial Highlights.png
  • Revenues was Rs.576 million in Q1FY18 while EBITDA was Rs.109 million
  • PAT in Q1FY18 was Rs.49 million and Minority interest was Rs.39 million
  • The company’s target was to sell 1800 flats annually (1.7 to 1.8 million square feet)- 450 per quarter. The company could sell 361 flats
  • Rs.100 Crores sales for 361 flats (333000 square feet)
  • Distribution of 361 flats- 225+from Arihant Anchal, Jodhpur; and rest from Navi Mumbai
  • From Q1FY17 to Q1 FY 2018 basis, there is no improvement 
  • From Q4FY17 to Q1FY18 there is a decrease
  • The project in FY 2018 is Arihant Aloki Project, which is sub Rs.3000 per square feet of product line
  • Projects  in Q1FY18 were from group of lesser margins, like ArihantAloki as well as Arihant Adita where the margins has been relatively lesser than the 25%
Arihant Superstrcutures Q1FY18 Highlights.png

Two different baskets of projects

  • There are two baskets of projects with different behaviour of profit of margins and revenue
  •  Some projects are with margins of 15% and below and some of them are 25% and more
  • Where the project is on area sharing basis to the landowner, it is on asset light model, the margins are comparatively higher
  • In an area sharing or in JDA or in JV or in where landowners, the topline for the sales from our side remains the same, but the expenditure goes down totally to the project
Arihant Superstructures Future Monetization Q1FY18.png

New members in Company’s Board

  • Two respected people in the industry joined the company's board
  • The additional independent director- Mrs. VijayalakshmiIyer, who is a former Chairperson,Bank of India; and the independent director- Mr. Raj Narain Bhardwaj, who is the former LIC chairman

Effects of RERA and GST

  • There had been a slowdown in real estate sales
  • From the RERA, the after effects at Jodhpur was not that much as the customers were less affected with RERA coming in or not
  • The company completed the second phase launch of Arihant Anchal, which was priced at Rs.22 lakhs
  • The no of flats in second phase was around 400 flats-the company could sell 206 flats in the first 15 days starting from May 1, 2017
  • In Navi Mumbai, people had been vigilant about RERA- the customers had been in a wait-&-watch mode
  • At present, around 4% rebate is being given to old and new clients
  • It appears that it is a matter of only 2%, which they try to get it bargained from the price point of view and be satisfied with the purchase
  • There is a huge burden of GST, as it is being passed on by the developer under anti-profiteering clause

Cash flows

  • Cashflows due to GST had been good in the month of June- People paid up a large amount of due amounts to get benefited from 6% of the total cost from service tax and VAT tax vis-à-vis to the 12%
  • At present, the correction cycle has moved out to around 60-90 days, even 100 days in some projects

Future effects

  • Uncertainty from the customer side how real estate pricing would be post GST,that is after the first quarter and post RERA registration
  • GST as well as RERA effects will fade in the next two quarters
  • There will be a completely different scenario in real estate- in terms of sales as well as implementation of the projects
  • From the point of view of collection cycle, the company hopes there would not be a large lagover

Registration of Projects under RERA

  • The company has registered all the projects, which fall into the category of regulation of RERA
  • Total 14 projects across Mumbai as well as Jodhpur fall in the category
  • The projects, which falls into completion category in Jodhpur as well as in Navi Mumbai are not registered as that was not required after getting the occupancy and the completion certificate once
  • The company has made all the applications on July26, 2017- the last project, which was registered under RERA
  • Registration certificate is being received on daily basis
  • Around 70% to 75% certificates have been received in Mumbai and other are to be followed up in the next 10 to 15 days

Change in process under RERA

  • The RERA regulator used to take seven days initially
  • At present, because of online process, one can give his file where the approval stage has moved across
  • Maximum of the applications of Maharashtra- around 10000 has been filed up in the last one week of July, so it would take little more time than one week
  • RERA is very fast to process up the applications- doing up 10000 in one month

Changes in company procedures post GST

  • For the implementation of the GST, the new chart of masters has been prepared and accordingly the book keeping is being done and accounts are being maintained
  • To pass on to the benefit of the GST input credit, the company has worked out on real time basis on project basis
  • Sale price and construction cost are the two factors, which maps out the total benefit to the company in terms of input credit
  • The company has already written letters to all customers of different projects with the outcome of the maps
  • 3.5% to 5% of input credit to be given as GST discount
  • The method of passing of the discount is not on rate basis
  • The bill format’s example- Say 1 lakh is the bill amount and 12,000 is the GST, so the bill amount would be 1,12,000; GST payable by customer is 8000 and GST payable by developer is 4000
  • Under anti-profiteering act, the company has taken up the right measures, where the department as well as the customer can identify that this is what has been passed to us

CLSS Interest Subsidy

  • The CLSS interest subsidy has to be availed by the flat owner himself directly by doing an application to the housing loan bank
  • People have filed up their cases with SBI Jodhpur where they fall into this category of availing the interest subsidy
  • The company does not have information on the numbers
  • The company has got some of the housing loans disbursed and some are still in process
  • People have applied for the benefits and it takes some time for the process
  • In the next quarter, one people get this benefit, the housing loan would be disbursed to the company

Input Credit

  • The company has kept 0.5% input credit benefit not to be passed- that would be additional cost towards the management setup and consultants and all the administrative work

Company strategy

  • The business development and land department have already got a good pile of projects, which the company are filtering out
  • The company worked on increasing its strength in the last quarter, in workforce for sales, admin and management
  • As of now, around 70 to 75 people are there both in Navi Mumbai as well as Jodhpur
  • People are getting ready for the increasing demand for the affordable housing as well as to cater to the projects, which have kick started marketing/sales as well as engineering
  • The management’s basic principles- affordable housing would be taken on outright basis by purchase of land
  • The company would prefer any project, which is above Rs.5000 per square feet
  • The projects will be taken on an asset-light model, where the company has to shell out less cash for the land payments

Company outlook

  • Company is hopeful of making up the shortfall of 20% in coming quarters
  • Blended EBITDA margins as per projections and the business plans,  is 33%, around 1-2% plus minus,
  • The projection is on the total project and total project cycle
  • This year the company expects to achieve EBITDA margins of say 27%- 30%, which would come to know more clarity only after Q3
  • The company is looking forward for project sales from new launches
  • Arihant Akanksha as well as ongoing Arihant Aalishan, which are within little higher ticket
  • size with higher margins and Arihant Anshula with higher margins

Industry outlook

  • Those companies which would adopt to the regulator and the processes set by it, they would always be in a good position
  • Those companies, which had been doing things not in a proper fashion and did not have any attitude towards servicing their clients, they will face some issues
  • All small companies will go off and the big would remain.
  • Undoubtedly the bigger developers would consolidate and strengthen the position because they are adhering to the act and the regulations

Annual Cycle

  • Real estate season, in reality, starts from October and last till March
  • April, May, June are always vacation period
  • July, August something seasonal,
  • This time due to RERA and GST, it would take one more quarter to get the momentum up
  • The company’s call centre at Navi Mumbai has generated something around 6000 to 7000 leads in the last 1-2 months


Greenply Industries Q1FY18 Concall Summary

Greenply Industries.png

 Financial Highlights 

Grenply Q1FY18 Financial Highlights.png
  • Top line was lower by 6% compared to the y-o-y quarter due to extensive de-stocking by dealers
  • Currency losses of Rs. 8.58 crores on long-term borrowings for the new MDF plant in Andhra Pradesh impacted the MDF margins as well as the overall margins
  • Gross margins expanded owing to better capacity utilizations and improvement in domestic MDF realization by 4%
  • Gross margins improved by 230 basis points year-on-year to 47.9%
  • Ad expenditure of 3.7% compared to 3.3% in the corresponding quarter
  • Operating margins down by about 100 basis points at 14.5%
  • Capacity utilizations of 101% for plywood and 117% for the MDF segment compared to 111% and 106%, respectively, in the corresponding year quarter
  • Profit after tax down by 10% primarily due to the currency losses
  • Working capital days improved by 2 days to 45 days compared to y-o-y quarter
  • Debt equity ratio at 0.55 as on June 30th owing to incremental debt for CAPEX
  • Expected 5 to 7% growth in top line for FY18 and real growth from FY19
  • In Q1FY18 price increase only for the amount of GST
  • Company is underperforming as compared to Century, however, industry growth would benefit the company
  • Restricting the credit terms due to CAPEX
  • About €32 million and USD 4 million borrowings for the new plant in AP
  • Increase in raw material prices in March quarter, but prices have stabilized in the first quarter
  • Unorganized players have taken price increases in the range of 5% to 7%
  • Rs. 6 crores out of Rs. 8 crores in Other Income is refund of excise duty relating to our Nagaland unit
  • The overall tax rate will be stable for the current year and from next year tax outflows will be in MAT
Greenply Q1FY18 MDF and Plywood Contribution.png


  • Degrowth of 13.6% due to destocking as dealers hold inventories of 30 to 45 days
  • Volume growth of about 6% in the outsourced segment
  • Average realizations lower by about 4% partly due to end of excise exemption at Pantnagar unit
  • Unorganized sector was impacted more than organized
  • 2% increase in plywood prices from August 1st
  • 5% expected growth in plywood


  • MDF top line grew by 9%
  • Blended margin of about 23% to 24% for the MDF business in future
  • No destocking as dealers normally carry inventory of about 10 to 12 days
  • Steep 73% volume increase in MDF exports to 6,009 cu. Mt. at Rs. 15,095 / cu. Mt. which 12% of overall volume
  • Last year, exports were 3472 cubic meters, roughly 7% of overall volumes
  • Export prices at a discount of 40% to 45% compared to the domestic MDF
  • 5% increase in prices in MDF and discount to dealers so domestic realization higher by 4.19%
  • 8 to 10% expected growth in MDF
  • Market could grow at rates between 15% to 20% during the next two years
  • Domestic realizations for plain MDF are Rs. 26,000 /cu. Mt. and imports are 14-15% cheaper

Future Prospects and Strategy

  • Gabon plant for veneer production commenced operations of three peeling units, and three units would commission in Nov-Dec, 2018
  • 13.5 Mn sq. meter plywood manufacturing unit in UP to commence production in second half of FY19
  • Decorative veneer unit in Gujarat is expected to start operations in the second quarter of FY19
  • Domestic margin is about 27%, and there will be 13% to 14% margin on exports
  • Timber inventories available till October or November, so if Myanmar shuts down, then timber will be procured from Gabon and Indonesia
  • Will invest US $4 or $5 million apart from investments in land which will be spread over three year.For UP CAPEX of Rs. 115 crores: Rs. 55 crore this year and Rs. 60 crore the next year.
  • Rs. 40 crores CAPEX for Gujarat to be spread 50-50 in next two years
  • MDF could threaten low-end plywood in next 4-5 years
  • Expected 6-7% premium on MDF compared to imported MDF because of
    • superior quality,
    • after-sales service and
    • currency issues
  • Debt of Rs. 650 to 700 crore possibly closer to about Rs. 670 crore in FY19

Andhra Pradesh Plant

  • Annual depreciation should be in the range of about Rs. 32 crore
  • CAPEX of Rs. 450 crores and remaining Rs. 200 to 225 crore in the current year and about Rs. 75 to 100 crore in the next financial year
  • 12-13% of freight cost saving with the new plant in AP
  • New MDF plant will be starting commercial production in September-October 2018
  • The company will be exporting about 30% to 40% of production from the new plant till demand improves in the domestic markets
  • Import for MDF would decrease once AP plant starts operation
  • Blended borrowing cost for the new plant should be about 7.5%
  • Exports would be completely shifted to this plant


HCL Tech Q1FY18 Concall Summary


HCL’s overall performance in Q1 FY18

HCL Tech Q1FY18 Financial Highights.png
  • Fifth consecutive quarter of industry-leading performance
  • HCL Tech is emerging as one of the most reliable performers in the IT sector Q-o-Q
  • HCL’s success is due to their consistent focus driven by our Mode-1-2-3 strategy
  • Phil Fersht – the CEO of a leading industry analyst firm Horses for Sources described HCL’s reputation as “consisted of a rolled the sleeves up attitude' and a no-nonsense approach to business, determined, humbled, focused, quite but aggressive”

Prestigious company level recognitions

  • Ranked the “Number One IT Services Company” and “Sixth Overall” in LinkedIn “India's Most Sought After Companies List”
  • Included in the “Most Honoured Companies List” for Asia by Institutional Investors
  • Emerged as “No. 2 in Nikkei Asia's 300 Companies List”, which is a compilation of high-performing listed companies in Asia
  • HCL was no. 1 among the India listed companies in the Nikkei Asia’s 300 list

Financial Highlights

HCL Tech Q1FY18 Constant Currency Revenue Growth.png
  • In dollar terms HCL did 3.7% quarter-on-quarter and 11.4% on year-on-year at an EBIT of 20.1%, and from a constant currency point of view it is 2.6% and about 12% for the year-on-year
  • EBIT has enhanced, in-spite of currency headwinds due to accelerated execution of integration of acquired entities and assimilation of the IP investments made in the last few quarters
  • HCL bought home 13 transformational deals which represented a well-balanced mix across service lines, industry verticals and geographies
  • HCL delivered industry-leading revenue per employee of $63.5K, which is a 6% increase YoY
  • HCL had a pretty healthy mix of contribution from organic and inorganic
HCL Tech Q1FY18 Revenue Analysis.png

Net income  

  • HCL had the benefit of tax reversal of $45.5 million in Q1FY18 which is not available this quarter
  • Net income has come down from $349.9 million to $336.7 million
  • From a Y-o-Y basis, the net income has grown 10.3% against revenue growth in dollar terms of 11.4%
  • Acquisition of the company Urban Fulfilment Services (UFA), whose revenue for calendar year 2016 was $48million, is getting delayed

Profit margins

  • There is an expansion of 10 bps from 20% to 20.1% in EBIT margin
  • There was a negative impact of 40 bps primarily on account of rupee depreciation, without which this would have been 50 bps increase in margins this quarter
  • Factors contributing to increase in EBIT margin are
    • Superior Execution
    • SG&A benefit due to acquisition
    • Increase of utilization
  • Net income to operating cash flows has been at 104% while EBITDA to free cash flow has been healthy at 76%
  • HCL bought back Rs. 3,500 crores in July and declared a dividend of Rs.2 per share

Days sales outstanding (DSO)

  •  DSO continues to be 82 days, both billed and unbilled put together, same level as it was last quarter.

Hedge book

  • Hedge book is at $13.51 million, primarily consisting of cash flow hedges and to some extent balance sheet hedges
  • Hedge gain of $16.5 million recorded this quarter which is reflected below the EBIT line
  • Last year HCL had several mega deals and a large contribution from one of the acquisitions

Margin guidance

  • HCL’s margin guidance is at 65.5 and they are probably at upper end of the range

Share count

  •  Share count has gone up by 1%
  • Buy back was about 2.5%

Revenue from new clients

  • Percentage of revenue of new client compared to existing client is 2.4% and this is the lowest number HCL has had at the beginning of year
  • New client does not show reset every year beginning and is continued on LTM basis
  • In terms of revenue translation new accounts are taking a little bit more time while the quarter two materializes into revenues

IP Amortization

  • HCL does amortization of IP on basis of expected revenue
  • A significant portion of that gets reduced from the revenues directly and other portion is getting shown in the line of amortization
  • In Q1FY18 , close to 12 million got amortized against the revenue, total is 17 million which got amortized and the balance got written-off in the line of amortization

Employee cost

HCL Tech Q1FY18 Employee Cost.png
  • HCL has added 1.6% Employee in IMS QoQ so that costhas gone up only 0.9%
  • Overall HCL had a net addition of 1800 people and a lot of it was offshore
  • HCL had productivity gain (revenue per employee) of 6% on LTM basis
  • Multiple factors like the revenue profile and managed services contracts, fixed price contracts and some of the high-end offerings are contributing to this productivity gain

US protectionism

  • In US market there is slowdown in decision making
  • Traditional headwinds around smaller deal sizes due to automation, new consumption models are part of the slower growth
  • HCL has to factor in some softness in Infrastructure business

Performance in European market

  • Europe weakness has been contributed by two factors
    • One was Financial Services customer whose BPO scope of work was insourced due to regulatory reasons
    • The se  cond is the large Infrastructure deal, which entered in to the second year, there is a structural reduction in revenues
  • HCL has done their bit to make sure our costs are also reducing in line with the committed productivity benefits that HCL is passing on
  • Apart from these two reasons, Europe did very well in terms of generating growth

Industry Sector perspective

  • Four verticals - Financial Services, Manufacturing, Life Sciences and Retail-CPG delivered sequential growth greater than 3%

Financial Services Business

Banking and Insurance

  • HCL relatively had strong growth sequentially in US Banking & Retail
  • In last couple of quarters,HCL had significant new account wins in North America and Europe, especially in the Fortune500 set of financial firms, both Banking and Insurance sector
  • Reason for this win is repositioning of HCL’s offerings which are more engineering-oriented, more technology at core
  • Financial sector is hugely impacted by millennial and buying behaviour is intended towards need for mobile and always connected customers


  • SAP customers now recognize the fact that there is fair amount of bolt-on work for which HCL’s Mode-2 services can be used
  • HCL is doing additional work on top of SAP largely on Supply Chain side, partially also on the way merchandizing was being done and trade promotion in few areas

Retail and digital marketing

  • Driver for change of projects is the integration and onlineprocess in almost individually at each Retail shops
  • For the past three years a lot of the Digital transformation focus was in the frontend transformation on customer facing platforms
  • Now the focus has been around modernization of the back end, using APIsand micro services technologies

Client-partner program

  • Client-partner program “One-HCL” is driving increased revenues from HCL’s Top 150 accounts
HCL Tech Q4FY17 Client Metrics.png

Mode 1 

  •  A large percentage of HCL’s large deal wins comes fromMode-1 Services - focused on gaining market share in HCL’s existing offerings
  • DryICE platform has become an essential and highly differentiating part of HCL’s solution in both Infrastructure and Application Services
  • DryICE focuses on automation, Artificial Intelligence, etc., to help customers reduce cost
  • HCL renewed and enhanced all of the deals that came up for renewal in the past quarter

Infrastructure Management Services

Achievements in Infrastructure Services

  •  HCL’s 360 Degree SDI solution called “Velocity” achieved VMware Validated Design Product Zero Certification globally, and this is a first in HCL’s peer set
  • “Number One IoT” in Everest Peak Matrix for IT Infra Automation in 2017
  • Recognised “Star Performer of the Year” for cloud native and Infrastructure Services by Everest
  • Gartner sighted HCL as a leader in “Gartner Magic Quadrant” for data centre outsourcing and Infrastructure, Utility Services in North America

Margins in IMS

  • IMS margins have improved significantly quarter-on-quarter, about 130 basis points
  • IMS is a very large component of managed services or fixed price kind of revenue construct

Delays in decision making by clients around IMS

  • Some significant component of infrastructure deals comefrom a solution perspective with cloud or little bit of security
  • There is no change in solution or new solution that is causing delay
  • Delay is because clients are taking a very deep look at what they are trying to do from a large-scale outsourcing perspective

Future scope in Infrastructure services

  • IMS is a sub-10% growth business for HCL Tech which is clearly a growth driver
  • IMS pipeline is more or less same and deal sizes are smaller, so the number of deals could be slightly higher
  • In the near-term there is little bit of sluggishness, but the long-term trend is still significantly underpenetrated market segment
  • Infrastructure Services from a global delivery model and India Heritage Provider addressable opportunity perspective, the penetration is in single-digit
  • HCL is very strongly focused in US, UK, Nordics,Australia and it will venture in several other markets where HCL’s presence is small
  • HCL is expecting that the current couple of quarters or may be this year could be an aberration due to US protectionism

Engineering services

  • HCL’s focus was on for the acquired entities – Butler and Geometric, portfolio rationalization initiativesto drive better margins and synergies
  • Butler and Geometric acquisitions reinforced HCL’s Engineering Services position in Aero and Defence Manufacturing and PLM respectively
  • Engineering services had traditional organic growth, some of it could have been subdued in the last quarter because of the ramp downs in the previous large deals
  • HCL’s strategy has been to add more Mode-1 services toEngineering Services in terms of acquisition, so the add different service lines like PLM adds strength into verticals like automotive, industrial and heavy engineering

Technology disruption in engineering services

  • Technology disruption is more positive for HCL, because they end up in participating in making those technologies so that they can be applied in rest of the IT
  • Some services in online an ISP space have marked to new services, but in traditional space which are more hardware engineering and mechanical engineering oriented, that disruption is not as high as in the rest of the IT services

Application Services

  •  At Sapphire 2017, HCL launched SAP S/4HANA solutions tailored specifically for the aerospace and defence industry
  • HCL's “Base90 Aerospace Company Solution” solution has been validated by SAP's A&D business unit
  • HCL focusses more on the margin as a whole of the business
  • Also IPDs are only positively impacting the margins

Mode 2

  • Mode 2 services consists of Digital and Analytics, IoT Works, Cloud Native Services and Cyber Security
  • Digital we won several deals, some notable engagements are in the “Investor Release”
  • HCL was featured in IDC's report on Design Thinking in European Digital transformation
  • HCL’s collaborative and ecosystem based approach to Digitalization was recognized as a strong differentiator


  •  Positioned in the “Winner Circle” and “Number 1 IOP” in HFS Blueprint Guide on industry 4.0 Services
  • HCL signing a deal to operationalize and run a dedicated remote operations centre for a global 2000 European consumer electronics major

Cloud Native Services

  • HCL achieved Amazon Web Services Storage Competency status
  • This status recognizes that HCL provides design implementation and managed services to help successfully clients achieve their storage goals on the AWS platform

 Cloud SaaS

  • HCL PowerObjects was placed in the “Winner Circle” of HFS' FIRST BLUEPRINT GUIDE on MS dynamics
  • HCL PowerObjects also won “2017 Microsoft Worldwide Partner of the Year Award” for Dynamics365, Consulting and System Integration Services

 Pharma solutions

  •  HCL launched Next Generation Research platform, which will reimagine the new drug discovery process in the pharma industry

 Cyber Security

  • HCL launched GDPR services to enable organizations to comply with EU GDPR regulations

 Mode 3

  • Under Mode-3 Products & Platform business HCL focusseson both in-house IPs and strategic IP partnerships
  • This quarter HCL filed 35 patents in next generation Engineering, Products & Platform in various domains like IoT, Machine Learning, Analytics, Automobile Engineering, Wireless Devices and machine to machine communications
  • Announced new solutions like “DryICE Cognitive Orchestrated Process Autonomics” (COPA Platform)
  • This solution extends HCL’s capacity to provide an end-to-end AI powered automation work flow for the business processes
  • Future investments on IP strategy depend upon opportunities in Mode 2 and Mode 3 services
  • Margins due to IP strategy are better than the company level margins seen so far
  • HCL intends, over a period of next couple of years to build a good portfolio across multiple technology providers

 IP partnership with IBM

  • HCL invested nearly $780 million (10% of HCL revenue) in IBM partnership and expect $200 million value from the deal
  • Partnership help Built HCL's expertise through solutions, innovation labs and Centers of Excellence across multiple product segments such as DevOps, Automation, Legacy Modernization and Data Transformation solutions
  • Partnership enabled expansion in marketing automation space
  • HCL has invested $140 million in this extended partnership
  • HCL has a revenue share relationship with IBM from the existing install base and the new product sales
  • HCL also has the permission to renovate these products based on the IP license
  • HCL had an annual impact of $35-30 million due to this deal
  • The very first investment that HCL did as part of IBM partnership has finished four quarters and HCL is above plan on that program

Go-To-Market strategy for Mode 3

  • HCL intends to launch several products on top of some of the IPs acquired
  • HCL has an independent go-to-market team within Mode-3 organizations to reach out to clients and build a HCL generated pipeline and sales for the Mode-3 services
  • HCL is also looking forward to in-house development of IPs which is really an offshoot of their DryICE proposition


  • 12 months back three to four quarters were muted where the company had its share of in-sourcing
  • They are happening now more on the margin rather than impacting the revenue. So, growth is kind of compensating for that at this point of time


 Training HCLites

  • Focus remains on training HCLites on Next Gen Technologies, “Skill Lease Academy”
  • HCL has built a Proprietary Automated Assessment Platform for next gen full stack technology skills to ensure rapid and upscale, employee upskilling and employee acquisition processes

Women advancement initiatives

  • Hired more than 10 senior women leaders, including our New Risk and Compliance Lead and the top leader for Digital workplace SI business


  • Under the “Power of One program”, 2400 HCL employees volunteered in community activities, contributing 14000 hours, reaching out to 32,000 beneficiaries
  • HCL is working very closely with “Women Connect Groups” in Global Development or Delivery Centers” in North Carolina
  • In Frisco, Texas HCL was recognized as a “Trustee Partner” in the “Frisco Chamber of Commerce”
  • The centre is very powerful showcase for positioning and convincing customers on HCL’s onshore presence and solution that need onshore collaboration

 Future outlook

  • HCL is putting lot of leadership and attention in bandwidth to be very successful in Mode-2 and Mode-3 services
  • HCL is also trying to continue to strengthen their sweet spot in Mode-1 services
  • The company believes that it is best positioned in the industry to really emerge as the next generation services firm


Quick Heal Technologies Q3FY18 Concall Summary

Quick heal tech.png

Financial Highlights:

Quick Heal Tech Q3FY18 Financial Performance.png
  • There has been continued and steady growth in the revenue driven by a strong uptick of retail products by partner communities and following the stabilisation of GST.
  • Comparing Q3FY18 to Q3FY17, as seasonal comparison, it shows that revenue growth is of 18%. 
  • Growth in Seqrite brand for enterprise and government is 37% Q3-to-Q3, which is substantial, and retail, which was 7% up over the same period of last year. 
  • License in sales increased for retail in volume terms is higher than revenue, i.e. there is stabilization at the middle end for the product. 
  • On other hand, enterprise products, the volume growth is actually slightly lower than revenue growth, which means that there is better ARPU or better price per license from the company from entry level corporate to mid corporate customers. 
  • Net impact on working capital is that it has decreased from 86 days to 52. 
  • There is a PAT of Rs.6.6 Crores versus Rs.1.6 Crores last year. 
  • Revenue of Rs.6.6 Crores is the bottom-line for this quarter, for nine-months it is Rs.33.8 Crores despite bad Q1.
  • The EBITDA for three months 17.8% for the entire nine-month period at 27.5%.
  • Cash generated is Rs.280 Crores by the end of quarter. It is about Rs.40 Crores higher than what is was in last quarter. 
  • Employee cost has decreased substantially over the last one year, which was around 10 Crores and decreased to 7 Crores.
  • The net cash is around Rs.430 Crores on the balance sheet.
Quick Heal Tech Q3FY18 Ratio Analysis.png

New products/Offers

  • Cloud based end point security is launched this quarter and solutions for managed service provide as MSP product launched, that it will enable the service provider to provide solutions through Cloud Solutions i.e. it enables service providers to offer the solution and have a Cloud based solution to gives lot more efficiency for offering the solutions. 
  • Company is launching a mid-priced mobile security solution primarily targeting e-commerce channel so that should help to get more customers who want to adopt it first time and it will help to get in more paid customers. 
  • Company is driving more partnerships to get more free users who want to just have a footprint of mobile security solutions and hopefully they would upgrade from free to paid solution down the course. 
  • Company has launched a UTM product in December so far about 30 plus installation done successfully.
  • Company launched UTM 2.0, portfolio is increasing and the plan is to give more value for solution and also increasing the number of solutions in the portfolio.

Growth Updates

  • Company entered in technology collaboration with Finland Based Company, Jetico and introduced end-point encryption solution to enterprise customer under Seqrite. This product has received an encouraging response from businesses and government establishments.
  • The flagship products continue to win in sale recognitions which Seqrite end point security and Quick Heal Total Security receiving best Triple Plus Certificate from AV Labs.
  • In line with the commitment to secure digitization of our nation, collaboration with Government Cyber Swachhta Kendra to offer a free Botnet removal tool has resulted in a 51% decrease in Malware infection in all networks across the country, which demonstrates a robustness of our products.
  • There is lot of focus on strengthening the distribution network and primarily looking at the dealers, Currently company has brought 20000 dealers on board with Quick Heal.
  • In the encryption position, Company had a partnership with the Finland company and launched that solution in this quarter and things are progressed. 
  • Company bought the source code from Jetico and company will be using that source code for doing derivative of that. 
  • In Q2FY18 company had around 26 warehouses across India, but after GST then it has to be reduced to three warehouses across India, so the transportation time is taking play a bit time and that is the reason company has stared closing quarterly sales four to five days before quarter end actually because the delivery is important.

Enterprise vs Retail

  • In the enterprise and government segment, the strategy to focus on customer retention while adding new customer had led positive result with Seqrite successfully retaining 80% of its customers. 
  • In the enterprise business, there has been growth in both enterprise and government. Company has a good footprint of end point security solutions. There is opportunity to cross sell and up sell. The solutions in the portfolio like data loss prevention, we have added encryption, Company has MDM which is a mobile device management, all these are great products to get more value to our customers for not only to add more customers but for existing customers will give more value. 


  • Company is acquiring about 21 new customers every day and there is increased focus to have more larger accounts with 500 plus users
  • Company has added about 25 new customers with 500 plus users and that shows that the products solutions are getting adopted not only into plus 500 user accounts but in a larger account and that will drive further. 
  • The total number of customers that company have is about 25000 and the total number 500 plus user accounts that company have right now is about 100 plus. The largest account company have is about 5000 users. 
  • The median for per customer currently it is about 150 to 200 endpoints. 
  • Retention is about 75% as a percentage of active license.
  • The Retention on enterprise royalty, around 79% of the customers that are getting expired, will get renewed and company will retain them and on retail front, retention rate it is close to 35%. 
  • The maximum number of the users’ company serve in government is 5000 users company have installed and the highest for private players will about 3500 to 4000 users.