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    TBO Tek Q4 FY25 earnings call

    TBOTEKGood
    Consumer Services·22 May 2025
    Management Summary

    TBO Tek delivered a strong performance in FY25, characterized by a successful strategic pivot toward the high-margin hotel and ancillary segment. The company hit a major scale milestone with ₹30,000 crore in GTV while maintaining profitability despite aggressive investments in international sales teams and market expansion. Management remains bullish on international growth, particularly in Europe and North America, while focusing on cross-selling hotels to its established air-travel agent base in India.

    Highlights

    8

    • Gross Transaction Value (GTV) crossed the ₹30,000 crore milestone, growing 16% YoY.

    • Full-year Revenue from Operations grew 24.7% to ₹1,737.47 crore.

    • Adjusted EBITDA for FY25 reached ₹328.81 crore, up 22% YoY, with margins maintained despite heavy investment.

    • Hotel and Ancillary segment now contributes 59% of GTV and a significant 84% of total Gross Profit.

    • International business GTV grew 43% YoY (30% organic excluding Jumbonline acquisition).

    • Strong balance sheet with ₹1,455.50 crore in cash and cash equivalents as of March 31, 2025.

    • Enterprise take rate improved significantly to 5.73% in Q4 FY25 from 4.91% YoY due to higher hotel saliency.

    • Added 15 new markets in FY25, including Australia, France, and Germany.

    Concerns

    1

    • Geopolitical Tensions and Tourism Disruption

    Key financials

    Single quarter

    05 metrics
    1. 01Revenue₹1,737.47 Cr+24.7%YoY
    2. 02Adjusted EBITDA₹328.81 Cr+22%YoY
    3. 03PAT₹229.89 Cr
    4. 04GTV₹30,000 Cr+16%YoY
    5. 05Enterprise Take Rate5.7%

    Segment breakdown

    Hotels and Ancillaries
    59% GTV Contribution84% Gross Profit Contribution19% International GTV Growth
    Air
    13% Gross Profit Contribution24% Q4 Gross Profit Growth
    India Business
    ₹14,151 Cr Total GTV₹2,213 Cr Hotel GTV8% Hotel GTV Growth
    List

    Guidance & targets

    4
    CategoryTargetPriority
    Headcount
    Salesforce Additions
    100
    		High
    Market Share
    New Country Expansion
    20
    		High
    Margin
    EBITDA Margin Preservation
    Maintain current levels
    		Medium
    Profitability
    Operating Leverage Inflection
    Visible traces
    		Medium

    Risks & concerns

    5
    RiskSeverity

    Geopolitical Tensions and Tourism Disruption

    The Pahalgam incident and India-Pakistan tensions led to significant cancellations in domestic and international travel during the peak summer season. — Management acknowledged

    high

    Forex Volatility

    The company took a hit on Forex in Q3 FY25 due to US election volatility; they have now started hedging exposures. — Management acknowledged

    medium

    Commoditization of Air Business

    The air business is largely commoditized, leading to GTV degrowth in India as the company prioritizes margin retention over volume. — Both acknowledged

    medium

    Areas of Evasion(2)

    • Specific churn numbers for the international agent base (called it a 'difficult metric to report').
    • Specific NPS numbers (stated it is 'very high' but did not disclose the figure).

    Q&A highlights

    3

    “Our headroom for growth still remains irrespective of the macroeconomic situation... given our growth right now is more driven by market expansion and adding new markets.”

    Management clarifies that their growth is driven by market share aggregation from a small base, making them less sensitive to global macro headwinds than larger incumbents.

    asked by Karan Uppal

    2 min read5 chapters

    Detailed Narrative

    01

    Strategic Pivot to Hotels and Ancillaries

    TBO Tek has successfully shifted its business mix toward the higher-margin hotel and ancillary segment, which now accounts for 84% of total Gross Profit. While the air business remains a key customer acquisition tool, management is focusing on cross-selling, with 37% of air buyers now transacting in non-air products. This shift drove an improvement in the enterprise take rate to 5.73% in Q4 FY25.

    02

    Aggressive International Expansion

    The company is aggressively expanding its global footprint, with international GTV growing 43% in FY25. Europe has surpassed the Middle East to become the company's largest market, contributing 36% of hotel GTV. To sustain this, TBO plans to add 100 salespeople and enter 20 new countries in FY26, targeting high-value markets like the US, France, and Germany.

    03

    India Market Challenges and Opportunities

    In the domestic Indian market, the air business faced headwinds due to commoditization and geopolitical disruption🌐s, including the Pahalgam incident which impacted summer bookings. However, hotel GTV in India grew 8% YoY. Management is leveraging its massive distribution network of 23,000 transacting agents in India to drive 'non-air saliency,' which rose from 14% to 16% of India GTV.

    04

    Platinum Program and Demand Aggregation

    The newly launched TBO Platinum program, which offers preferred placement to luxury hotels in exchange for exclusive value-adds, showed early success with a 22-30% improvement in share-of-wallet. Management views their role as 'demand aggregators' for fragmented travel agents, allowing them to grow even in mature markets where they currently hold a very small market share.

    05

    Financial Discipline and M&A Outlook

    Despite heavy investments in growth, TBO Tek maintained its Adjusted EBITDA margins at approximately 19% for the full year. The company ended FY25 with a robust cash position of ₹1,455 crore. While management is actively exploring M&A opportunities globally, they emphasized a cautious approach, prioritizing 'good assets' over opportunistic cheap buys.

    This is an AI-generated summary of a publicly available earnings call transcript.