Investor Presentation
May 2015
Index
2
Executive Summary
Key Company Milestones
Industry in Growth Phase
Key Differentiators
Capturing the Entire Value Chain
Location Count
Teaching Methodology
Growth Strategy
Experienced Management Team
Financial Overview and Operating Leverage
Shareholding Pattern
Executive Summary
4
Mahesh Tutorials – a 26 year old brand; Coaching services being provided by Mr. Mahesh
Shetty since 1988 under the brand name ‘MAHESH TUTORIALS’
Operates under three business verticals – School, Science and Commerce; Diversified product
offerings catering to students right from Std. VIII to students appearing for Engineering and Medical
Entrance Exams (including IIT Entrance), exams for CA course and MBA aspirants
Network consists of 128 coaching locations (including 3 franchisee locations) in 7 states/union
territories including Maharashtra, Karnataka, Tamil Nadu, Gujarat, Punjab, Haryana and Chandigarh
82,110 students serviced in FY15; Total headcount strength of 2,500+ with 1,200+ faculty
members
Focus on result oriented quality coaching with technology enabled classrooms and digitized
content and emphasis on teacher training through intensive workshops
Experienced management team consisting of senior professionals having strong background in
academics and administration
Asset light business model with negative working capital
Shareholding pattern (as on March 2015 ): ~52% held by Promoter/Directors/KMPs and ~31%
held by DIIs/FIIs/Bodies Corporate
Milestones
6
First
Branch of
MT Setup
1988 2001
Introduction of
Science
Coaching for XI
and XII
Introduction of
Commerce
Coaching for XI
and XII
2003 2007
PE Investment of USD
8mn by Helix
Investments Company
for expansion in
Mumbai
2009
Introduction of
Technology Aided
Teaching (TAT)
2011
Acquisition of 51%
stake in Chitale’s
Personalised
Learning Pvt. Ltd.
2012
Listing in April 2012;
Acquisition of 51%
stake in Lakshya Forum
for Competitions Pvt.
Ltd. in Nov. 2012
2013
Inauguration of Mahesh
PU College at
Mangalore
2014
Tie-up with Sri
Gayatri Educational
Society in
Telangana and A.P.
2015
Learning
Management
System (LMS)
Launch
Large Addressable Market
8
24,418
40,187
75,629
2006-07E 2010-11P 2014-15P
Market Size - Classroom based coaching industry
Rs. Cr
13% CAGR
17% CAGR
Rising disposable income
Increasing household spend
on education
Infra bottlenecks for formal education
Increasing private sector participation
Growth in addressable market
INDIAN EDUCATION SYSTEM
Informal Education
Vocational Education
Formal Education
Open & distance learning
Multimedia in Pvt Schools
ICT in public schools
Play School
Higher Education
K-12 Coaching Classes
The Indian coaching industry is expected to grow from Rs. 40,187 crore in 2010-11 to Rs. 75,629 crore in 2014-15.
Strong structural factors aiding the growth of this sector A large market opportunity
No. of Students appearing in various examinations
Source: Crisil Source: Crisil
Source: Websites of JEE, IIT Delhi, AIEEE, MHRD, Annual report of ICAI, Maharashtra Directorate Of Medical Education and Research
1,325,936
1,061,566
769,929
1,065,100
468,240
282,096
135,617
574,259
120,195
100,151
80,077
0 400,000 800,000 1,200,000
MSB Higher Secondary
CBSE Xth
CBSE XIIth
AIEEE
IIT JEE 2011
Com Ent Exams, Mah.
All India Pre Med/Pre-Dental Test…
CA CPT
CA PCC
CA IPCC
CA Final
Organized and Diversified Player
Large Pool of Quality Faculty
Members
Result Oriented Quality Methods
of Coaching
Corporatized Structure and Experienced
Management Team
No one man show or ‘Star Teacher’ concept 10
Key Differentiators…
Well Recognized Brand &
Experience
6th AIR in JEE Advanced ; 31st AIR in AIPMT
2nd in HSC Exam in Science; 1st in HSC Exam in Commerce
Mar 2014
2,055 scored ≥ 90% in Xth Std. SSC Exam; 1st in Mumbai
A.Y 2014
94 locations in Mumbai
December 31, 2014
Currently operates 38 locations in Rest of Maharashtra, T.N., Gujarat, Karnataka , Punjab, Haryana and Chandigarh
1,100+ faculty members
300+ faculty Post Graduates (CA, MBA, B.Ed)
Multiple faculty teaching each subject
Continuous training
Increased visibility amongst governments and international educational institutions
Listed status makes it easier for fund raising
Scientific coaching methods and system
Focus on conceptual knowledge and holistic development
Technology to supplement coaching via TAT and Robomate
December 31, 2014
11
Brilliant results this season…
Business Overview – Capturing the entire Value Chain
13
CA Final
CA IPCC, MBA Entrance (CAT &
CMAT)
Entrance Exams – CA CPT, CS Foundation
JEE Mains, JEE Advanced (IIT) and NEET
Std. XI and XII (Science and Commerce)
IX & X (All Subjects – SSC, ICSE & CBSE)
Business Overview
Science Section Commerce Section Others School Section
XIth and XIIthstandard
Test prep for the
engineering and medical
entrance examinations (JEE
Mains and JEE Advanced,
NEET)
XIth and XIIthstandard
CA-IPCC , CA Final, CA-CPT
CS-Foundation and
Executive
IXth and Xth standard
Maharashtra, Gujarat,
Karnataka State Board
CBSE
ICSE
Coaching for MBA Entrance
i.e. CAT, CMAT
Coaching services in Dubai
Government Programmes
Sale of Content under
‘Robomate ‘ brand
14
In the Secondary and Higher Secondary School Pursuing graduate degrees
Undertaking CA examinations.
A coaching services provider for students…
Preparing for various competitive examinations
Geographical Presence (as of March 31, 2015)
16
v
87
15
16
2
2
FY No. of Locations
FY 15 128
FY 14 136
FY 13 122
FY 12 114
FY 11 103
1
5 Historical No. of Locations over the years
Career Counselling:
Through seminars and exhibitions
Symphony:
A mix of music, yoga and diet controlling techniques to reduce stress, enhance memory and improve communication skills.
Hum Se Poocho:
A 24 hour helpline during exam time
Counselling Sessions:
To facilitate communication between the teachers, students and parents on the students’ requirements.
Value Added Services
18
…Teaching Methodology
Personalized attention by way of regular parent teacher meetings, day-to-day assistance, doubt solving during exam time
Teaching with the help of digital content developed in-house by expert faculties after extensive brain storming
Increasing focus on assessments, learning management systems
Exhaustive test series with mock board exams
Superior study material developed along with Chetana Publications for School section (MKeys)
State of the art infrastructure facilities at the centers
Implementing Flipped Classroom
Student studies at home & comes with basic preparation
Teacher teaches in the classroom
Discussion, Learning &Evaluation happens in the classroom
Active learning in classroom vs. passive earlier Increased ability of learners to control pace due to self learning Use of 21st century technology through a state of the art Learning Management System (LMS) Increased focus on higher order skills and critical thinking Increased social interaction
Advantages
Four-pronged Growth Strategy
20
Focus on National Level Exams
Entry and expansion with college tie-ups offering test prep in college campuses Asset light with lower infrastructure spend
Asset light college tie-ups
Focus on nationwide common entrance and professional examinations such as CA, IIT JEE Advanced, JEE Mains, CAT, CMAT, CBSE etc.
Concentration on future growth in Rest of Maharashtra for School and Science section Expansion in North India, Karnataka, Andhra Pradesh and Telangana for Science and Commerce
Geographical & Vertical Diversification
Robomate
Technology driven growth through sale of digital content for higher scalability Allows the company to tap newer geographies across India
Growth Strategy – School Division
21
Overall market trend moving towards IX-X Combo, IX-X Combo admissions up from ~2,000 in FY 09 to
~7,000+
Focus on developing the CBSE & ICSE business verticals as a pillar of strength to enable rapid scalability of
operations in the school segment across all states in India
Our unique product “Robomate” with entire content in digital form developed in-house by our faculties
from the school section already launched for this academic season and has received a good response from
our students. Flipped classroom teaching methodology with tablets to be implemented from the academic
year 2015-16
Expansion in Maharashtra outside Mumbai with expanding in current cities like Pune and Kolhapur
Tie up with local coaching classes in tier-III and tier-IV towns in Rest of Maharashtra and Gujarat for sale of
Robomate to their students and providing TAT and teacher training. 16 such tie ups concluded and revenue
to kick-in in FY 15-16.
Growth Strategy – Science Division
22
JEE Advanced coaching in North India carried out
through a wholly owned subsidiary, Lakshya Forum
for Competitions Pvt. Ltd.
Robomate for JEE Advanced completed
6th All India Rank from Chandigarh branch
expected to generate positive response in North
India market
About Lakshya: • Lakshya provides coaching to students appearing for IIT and medical entrance examinations • Lakshya started operations in 2006 in Patiala and currently operates from 6 locations in Punjab and Haryana
With importance now being provided to Boards
and JEE Mains for admission into the IITs/other
engineering institutes and JEE Mains becoming a
common engineering entrance exam across states,
this new exam pattern plays to the advantage of
Mahesh Tutorials Science.
Coaching for JEE Advanced (IIT Entrance Exam) in
Mumbai under the brand ‘Lakshya’ launched in FY
13-14
Lakshya now expanding to Pune, Kolhapur and
Nashik
Promising admissions growth from 330 initially in
2013 to 850+ in current year
Launch of Foundation courses (for Std. VIII-X) in
Mumbai to act as feeder for JEE Advanced batches
Plans to launch JEE Advanced coaching in Karnataka
in the next academic session
Growth Strategy – Science Division (Karnataka)
23
The Karnataka Pre-University (PU) College Tie-up Model is one of the most important growth areas under
the Science vertical. Today, ‘Mahesh PU’ brand is a well recognised brand in the state of Karnataka.
Standard PU College Revenue Sharing Model: • In a standard PU College Model, MT Educare Ltd. operates on a revenue sharing basis with the respective college trust
State of the art PU college at Mangalore with a
capacity of 3,000 students ready. Hostel facility
with a planned capacity of 900 students.
Mangalore PU College campus acts as a proof of
concept and is instrumental in all college tie-ups
14 operational college tie-ups across Karnataka, at
Mangalore, Udipi, Tumkur, Hubli, Bengaluru (3),
Kolar, Dharwad, Chitradurga, Davangere, Belgaum,
Mysore and Gulbarga
4 additional tie ups done for FY 15-16
Proposing to tie-up with total 30 colleges by 17-18
Revenue Streams
Mangalore Other PU Colleges
• Test Prep Fee
• College Rent
• Hostel Rent
• College Management Fee
• Hostel Management Fee
• Test Prep Fee
• College Management Fee
Services rendered in a standard PU College: • Test prep coaching for engineering and medical entrance examinations in college premises after college hours; every college student is a student enrolled with MT Educare for test prep • Management services provided viz. –
• Content for Std. XI and Std. XII • Sourcing of teachers and teacher training • Time-table management • Academic MIS
Growth Strategy – Commerce
24
Focus on expanding MT Educare’s reach in the CA coaching market throughout India
Chennai developed as a “Centre of Excellence” for CA with being a nerve centre for strategizing growth in
South India market. Excellent quality teaching and technology enablement has resulted in growth in
students serviced to 7,060 in FY 15.
Specialized batches for CA oriented and other students with focussed attention for Std. XI-XII Combo are
gaining traction in Mumbai and Pune. Acts as a feeder for admissions in CPT / IPCC.
Commerce Robomate Updates:
Robomate for CA Final - Recorded live lectures of expert faculties and doubt solving support launched
E Commerce portal offering sale of Robomate for CA-CPT and IPCC
Std. XI and XII Robomate ready for launch
Board of Directors Has over 29 years of experience and holds a bachelor’s degree in science and education. His foresight of delivering quality
education consistently with unique innovation ahead of the market has resulted in MT Educare being the premier institution in the Education sector and a household name. He was awarded the ‘Pride of the Nation Award’ by the All India Achievers Association in the year 2008
Mahesh Shetty (Chairman and MD)
26
A Non Independent, Non Executive Director of our Company. He has been associated with our Company since its incorporation. After completing his graduation in mechanical engineering, he has to his forte a rich 23 years of experience in the education sector. He was instrumental in establishing a culture of training and development in MT Educare.
Naarayanan Iyer (Non Executive Director)
Has over 20 years of experience in various sectors such as education, media, healthcare, constructions and manufacturing and has played a major role in corporatizing MT Educare , strategizing expansion plans of the Company and establishing it as a leading education services provider
Holds a multidimensional education qualification in the fields of allied medical sciences, law and management being the alumni of IIM Calcutta
Chhaya Shastri (Non Executive Director)
A fellow chartered accountant and holds a bachelor’s degree in commerce
Has 18 years of experience in the field chartered accountancy and taxation. She is a partner of Bansi S. Mehta & Co., B. S. Mehta & Co., and BSM Associates, Chartered Accountants. Her guidance and acumen on taxation matters has added significant value to MT Educare.
Drushti Desai (Independent, Non Executive
Director)
Holds a bachelor’s degree in engineering from VJTI, Mumbai and a master’s degree in management studies from Jamnalal Bajaj Institute of Management Sciences, Mumbai.
Has over 27 years of varied experience in sales, marketing, business development and general management across industries. He specializes in corporate training and consults corporates on growth strategies.
Yatin Samant, (Independent, Non Executive
Director)
Holds a master’s degree in marketing management and a doctorate degree in physical chemistry from the Institute of Technology Mumbai.
Has over 20 years of experience in various capacities in industry and academics. He is presently, the Dean - management education & assistant vice president (training & development) with Reliance Infrastructure Limited, a Reliance ADAG company. He has established education institutions that are names to reckon with today and contributes to MT Educare on systems and processes.
Uday Lajmi (Independent, Non Executive
Director)
Our Top Management
27
Anish Thakkar (Business Head-
Commerce Section )
Chandresh Fooria (Business Head- Science Section )
Sujeet Koyoot (Business Head-
Karnataka )
Murali Subramanian
(Business Head- School)
Shrenik Kotecha (Business Head-
UVA)
A rankholder Chartered Accountant with over 18 years of experience. He was responsible for starting the Commerce wing of the company and adding various offferings including the Higher CA Wing.
Has completed his graduation in engineering with over 20 years of experience in the field of teaching and administration. He was instrumental in starting the Science wing for the company and has led this division to greater heights and into a formidable position in the industry today.
A post graduate in science with over 15 years of experience in the field of teaching and administration. He has contributed significantly towards company’s expansion in Karnataka and has established Company’s brand in Pre University college tie ups
Holds a bachelor’s degree in engineering (electronics) and has over 15 years of experience across various segments within MT Educare . He is responsible for steady growth in the School section in Mumbai and has led its expansion into Rest of Maharashtra.
Holds MBA degree and master’s degree in commerce . He is the co-founder of MT Commerce and the youngest Business Head of the company. He is spearheading company’s initiatives in the area of Skill Development.
Vipul Shah (Head – Brand
Development and Procurement)
Holds a bachelor’s degree in computer engineering and masters degree in marketing management. He heads marketing and procurement for the company and is instrumental in introducing new systems and processes across various verticals of the company.
Our Top Management
28
Mahtab Khan (Head- CSR )
Parag Chitale (Business Head -
MBA)
Yagnesh Sanghrajka (Chief Financial
Officer)
Ashwin Patel (Company Secretary
and Compliance Officer)
Holds a master’s in business administration (MBA) from Jamnalal Bajaj Institute of Management Studies (JBIMS). A Founder – Promoter of Chitale’s Personalised Learning Pvt. Ltd. (CPLPL), he is responsible for the MBA piece of the business .
Has over 20 years of experience especially in the services sector, in financial strategy planning, investor relations, management information reporting and corporate finance.
Before joining the Company, worked with large corporate houses (Hinduja Group) and a leading PE firm
Handles Finance & Accounts, Investor Relations and Acquisitions / Tie-ups
A member of the Institute of Company Secretaries in India and has a bachelor’s degree in law. He has over 20 years of rich experience in the corporate field . Handles Secretarial and Legal function for the company.
Holds a bachelor’s degree in science and education and a post graduate degree in science (electronics). Has been associated with the company since incorporation and has spearheaded the CSR activities
Key Financials
Revenue (INR Mn) EBITDA (INR Mn)
PAT (INR Mn) Networth (INR Mn)
8321,055
1,3061,573
2,018 2,270
0500
1,0001,5002,0002,500
FY 10 FY 11 FY 12 FY 13 FY 14 FY 15
125190 231
293
425 46615%
18% 18% 19% 21% 21%
0%
10%
20%
30%
0
200
400
600
FY 10 FY 11 FY 12 FY 13 FY 14 FY 15EBITDA EBITDA Margins
5281
132 180 210
258
6%8%
10%11%
10%11%
0%
10%
20%
0
100
200
300
FY 10 FY 11 FY 12 FY 13 FY 14 FY 15PAT PAT Margins
258
30
411 476 571
1011 1120 1257
13%17%
23%18% 19%
21%
0%
10%
20%
30%
0
500
1,000
1,500
FY 10 FY 11 FY 12 FY 13 FY 14 FY 15
Networth RoE
FY 10-15: 22 % CAGR
FY10-15: 38% CAGR
FY10-15: 30% CAGR
QUARTERLY AND YEAR FINANCIALS – CONSOLIDATED
31
INR in Lakhs
Consolidated PAT for the year ended March 31, 2015 includes one time gain of change in depreciation policy and useful life of depreciable fixed assets of Rs. 390 lakhs on net of tax basis
Particulars
Quarter
Ended March
31,2015
Quarter
Ended March
31,2014
Year Ended
March 31,
2015
Year Ended
March
31,2014
Fees 3,808 4,080 20,890 19,579
Operating income 1,259 277 1,808 601
Total Revenue 5,067 4,357 22,699 20,180
Cost of Good Sold 42 20 70 39
Direct Expenses 2,583 2,148 11,296 9,955
Employee Benefits 733 779 2,946 2,856
Other Expenses 851 588 3,728 3,096
EBITDA 858 823 4,659 4,235
EBITDA % 16.9% 18.9% 20.5% 21.0%
Finance costs 121 0 402 1
Depreciation & Amortization 375 334 891 1,284
Other income 223 23 708 239
PBT 585 512 4,074 3,189
Tax 15 219 1,168 1,114
PAT (Before Minority Interest) 570 293 2,906 2,076
Minority Interest 64 (9) (67) (28)
PAT 506 302 2,972 2,103
Depreciation Gain - - 390 -
Adjusted PAT 506 302 2,583 2,103
Adjusted PAT % 10.0% 6.9% 11.4% 10.4%
32
Division Wise Revenue - Consolidated
FY 15 FY 14
Revenue 7,654 6,266
No. of Students Serviced*
22,461 18,595 Scie
nce
FY 15 FY 14
Revenue 3,854 4,017
No. of Students Serviced*
23,668 27,311 Co
mm
erc
e FY 15 FY 14
Revenue 9,506 8,801
No. of Students Serviced*
34,431 34,841
Sch
oo
l
*No. of Students Serviced represents students coached for a course during the period under consideration. While a student is included in the no. of students serviced from the start of the course, the corresponding revenue for that student is accrued evenly over the course duration. Thus, the revenue recognized for the student builds up as the financial year progresses which is reflected by the annual average fee realization per student being higher than the average fee realization for the interim periods. The average fee realization per student serviced for the period under consideration is not comparable with the average fee realization for the full year.
FY 15 FY 14
Revenue 147 -
No. of Students Serviced*
1,550 -
Skill
D
evel
op
men
t
FY 15 FY 14
Total Students Serviced
82,110 80,829
(Revenue - INR in lakhs)
FY 15 FY 14
Revenue 296 57
Ro
bo
mat
e
Robomate Revenue from sale to non-MT students
Includes revenue from Science (Mah), Karnataka, Lakshya (Mumbai and North India)
33
Key Balance Sheet Trends
Advance Fees from Students
(3,870)
(4,899) (4,961)
(3,403) (3,607)
(6,000)
(5,000)
(4,000)
(3,000)
(2,000)
(1,000)
-
FY 10-11 FY 11-12 FY 12-13 FY 13-14 FY 14-15
INR
in L
akh
s
Advance Fees
INR Mn FY10 FY11 FY12 FY 13 FY 14 FY 15
Total Operating Income 8320 10550 13060 15728 20180 22700
EBITDA 1250 1900 2310 2930 4230 4660
EBITDA Margins 15% 18% 18% 19% 21% 21%
Profit Before Tax 700 1280 1920 2540 3200 4073
PBT Margin 8% 12% 15% 16% 16% 18%
PAT 520 830 1320 1800 2100 2583
PAT Margins 6% 8% 10% 11% 10% 11%
Networth 4110 4760 5710 10110 11200 12573
Growth Rate 13% 16% 20% 77% 11% 12%
Capital Employed 4110 5210 5710 10110 11200 12573
RoE 13% 16% 23% 18% 19% 21%
Historical Financials
34
(INR in lakhs)
Shareholding Pattern as of March 31, 2015
36
43%
9%
25%
6%
17%
% Share-holding
Promoter & Promoter Group
Directors/Top Management
Mutual Funds / FI /FII / Banks
Bodies Corporate
Large / Small Individual Investors
Category % Share-holding
Promoter & Promoter Group 42.8
Directors/Top Management 9.0
Mutual Funds / FI /FII / Banks 25.1
Bodies Corporate 5.8
Large / Small Individual Investors 17.3
Total 100.0
Thank You
39
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