FSN E-Commerce Ventures Limited

(lor111er/\ 'FS1\ £-Commerce l'e11t11res Private Limited ')

August 05 , 2022

National Stock Exchange of India Limited BSE Limited

Exchange Plaza, 5 th Floor, Corporate Relationship Department,
Plot No. C/1, G Block, 2nd Floor, New Trading Wing,
Bandra - Kurla Complex, Rotunda Building, P.J. Towers,
Bandra (E), Mumbai - 400 051 Dalal Street, Mumbai - 400 001

Symbol: NYKAA Scrip Code: 543384

Dear Sirs,

Sub: Investor Presentation

Pursuant to Regulation 30 of the SEBl (Listing Obligations and Disclosure Requirements) Regulations,
2015, we are enclosing the Investor Presentation for the quarter ended June 30, 2022, to be used by the
Company for the analyst / institutional investors meeting(s) scheduled today i.e., August 05 , 2022.

Kindly take the same on record.

Thanking You.

Yours faithfully ,
For FSN E-Commerce Ventures Limited
(formerly 'FSN £-Comm ~"f::1'11:f'"'t:J rivate Limited')

c~
Head - Legal, Company ecretary
Mem. No.: A9785
ompliance Officer

Registered Office: 104 Vasan lldyog Bhavan \ Sun Mill Compound\ S. B. Marg\ Tulsi Pipe Road \ Lower Pare( (W) \ Mumbai-400013
Website: n1rn.nykaa.com \ Phone: +91 22 6614 9696 \ Email- compan't'secretary a nYkaa.com
CIN: L52600MH2012PLC230136
Investor Presentation
Quarter ended June 30, 2022

FSN E-Commerce Ventures Limited

Disclaimer

By attending the presentation or by reading the presentation slides you agree to be bound as follows:

This Presentation is prepared by FSN E-Commerce Ventures Limited (“Company”) and is for information purposes only without regards to specific objectives, financial situations or needs of any
particular person and is not and nothing in it shall be construed as an invitation, offer, solicitation, recommendation or advertisement in respect of the purchase or sale of any securities of the
Company or any affiliates in any jurisdiction or as an inducement to enter into investment activity and no part of it shall form the basis of or be relied upon in connection with any contract or
commitment or investment decision whatsoever. This Presentation does not take into account, nor does it provide any tax, legal or investment advice or opinion regarding the specific investment
objectives or financial situation of any person. This Presentation and its contents are confidential and proprietary to the Company and/or its affiliates and no part of it or its subject matter be used,
reproduced, copied, distributed, shared, or disseminated, directly or indirectly, to any other person or published in whole or in part for any purpose, in any manner whatsoever.

The information contained in this Presentation is a general background information of the Company. We don’t assume responsibility to publicly amend, modify or revise any information contained in
this Presentation on the basis of any subsequent development, information or events, or otherwise. This Presentation should not be considered as a recommendation to any investor to subscribe to
any security. This Presentation includes certain statements that are, or may be deemed to be, “forward-looking statements” and relate to the Company and its financial position, business strategy,
events and courses of action. Forward-looking statements and financial projections are based on the opinions and estimates of management at the date the statements are made and are subject to a
variety of risks and uncertainties and other factors that could cause actual events or results to differ materially from those anticipated in the forward-looking statements and financial projections.
Forward-looking statements and financial projections include, among other things, statements about: our expectations regarding our expenses, sales and operations; our future customer
concentration; our anticipated cash needs, our estimates regarding our capital requirements, our need for additional financing; our ability to anticipate the future needs of our customers; our plans for
future products and enhancements of existing products; our future growth strategy and growth rate; our future intellectual property; and our anticipated trends and challenges in the markets in which
we operate. Forward-looking statements are not guarantees of future performance including those relating to general business plans and strategy, future outlook and growth prospects, and future
developments in its businesses and its competitive and regulatory environment. No representation, warranty or undertaking, express or implied, is made or assurance given that such statements,
views, projections or forecasts in the Presentation, if any, are correct or that any objectives specified herein will be achieved.

We, or any of our affiliates, shareholders, directors, employees, or advisors, as such, make no representations or warranties, express or implied, as to, and do not accept any responsibility or liability
with respect to, the fairness, accuracy, completeness or correctness of any information or opinions contained herein and accept no liability whatsoever for any loss, howsoever, arising from any use or
reliance on this Presentation or its contents or otherwise arising in connection therewith. The information contained herein is subject to change without any obligation to notify any person of such
revisions or change and past performance is not indicative of future results.

It is clarified that this Presentation is not intended to be a document or advertisement offering for subscription or sale of any securities or inviting offers or invitations to offer or solicitation to offer from
the public (including any section thereof) or any class of investors. This document has not been and will not be reviewed or approved by a regulatory authority in India or by any stock exchange in
India. No rights or obligations of any nature are created or shall be deemed to be created by the contents of this Presentation.

2
 Table of Contents
Agenda

1. Quarterly Highlights

2. Business Highlights

3. Financial Performance

4. Other Updates

3
1 Q1 FY23 Highlights
Q1 FY23: Macro Indicators
Challenges

Reduction in Discretionary
Rising Inflation Increasing Interest Rate
Spend by Consumers

Rising inflation can be considered to be

The Repo rate has been increased by 50 Consumer spending on Discretionary has
one of the biggest challenges which is
bps to 4.90% to control the rise of inflation dropped by 18% in India
having an impact on consumption
demand recovery. The CPI Inflation rate
as of Jun’22 was 7.0

Positive Indicators

Purchasing Manager
GST Collection Demand Recovery
Index

The Average Monthly Gross GST Demand Recovery led by increasing Manufacturing PMI increased to 56.40
Collection in Q1 FY23 saw a growth of 37% economic activities (Domestic Vehicles in Jul-22, at an eight month high
YoY (all time high) sales grew by 2.2x in Jun’22 compared to
Jun’19)

5
Source: RBI Data, Deloitte Report (June 2022), CBRE, RAI, SIAM, The Hindu, Trading Economics
Q1 FY23: Continue to deliver Strong Performance

GMV Revenue Gross Profit

Rs. 21,558 MM Rs. 11,484 MM % Rs. 5,099 MM

₹
+47% YoY Growth +41% YoY Growth +54% YoY Growth
Gross Margin of 44.4%

EBITDA PBT PAT (2)

Rs. 461 MM Rs. 83 MM Rs. 50 MM

+71% YoY Growth 165% YoY Growth 42% YoY Growth

EBITDA Margin of 4.0% PBT Margin of 0.7% PAT Margin of 0.4%

1. Margin% is on Revenue
6
2. PAT is after considering share of loss of associate
Q1 FY23: Maintaining growth momentum in GMV
All Values in Rs million % YoY Growth

69,332
3-year CAGR: 61%
Consolidated GMV

80% 239% 63% 49% 45% 47%

40,460

26,849
20,428 21,558
16,229 17,979
16,501 14,696
12,410

FY19 FY20 FY21 FY22 Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23

7
Q1 FY23: Maintaining growth momentum in GMV
All Values in Rs million % YoY Growth

3-year CAGR: 46% 50,089

BPC GMV

33,542 57% 175% 37% 31% 31% 39%

24,899
16,219 15,105 14,888
10,699 11,698 12,587
9,645

FY19 FY20 FY21 FY22 Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23
Fashion GMV

3-year CAGR: 296%

267% 752% 205% 129% 84% 59%

17,516

6,530 5,820
1,868 2,619 3,660 4,188 4,841 4,827
282
FY19 FY20 FY21 FY22 Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23
Others GMV

302% 1279% 319% 252% 288% 153%

1,727
389 483 565 850
83 145 336 343

FY20 FY21 FY22 Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23

1. Others includes our new business NykaaMan, eB2B platform “SuperStore by Nykaa”, and International 8
2. Previous quarters’ numbers are restated to align with the new vertical definition
2 Business Highlights
2a Beauty & Personal Care
BPC: Omnichannel Business Highlights

Nykaa Everyday's value proposition for consumers – A One Stop destination for all
1 Everyday Beauty and Personal Care needs with assurance of 100% authentic
products and great value on the basket

Nykaa partnered with Estee Lauder to bring the much-awaited and popular The Ordinary
2 international brand "The Ordinary" to India (Canada)

Launched multiple international brands such as Victoria’s Secret, Pat

3 McGrath Labs across premium and luxe categories
Victoria’s Secret Pat McGrath Labs
(US) (US)

Accelerated our offline expansion this quarter with 8 physical stores across cities
4 like Pune, Coimbatore, Delhi, Ranchi, Ahmedabad and Kolkata. Our total
physical stores count were 112 stores across 52 cities as of June 30, 2022

Nykaa Summer Super Saver Days from 3rd May – 8th May, featured widest curation
5 of authentic brands and irresistible offers across 1,200+ beauty brands including many
global to homegrown brands
11
BPC: Leveraging Content to Drive Commerce

Total Views:
~2 Mn Total Views:
~210 K
Mothers Day Brand Hero Content
Nykaa celebrates what makes mother super and Nykaa Everyday
human - as against superhuman - through light Ultimate Guide To Shower & Hygiene
and relatable microfilms for Mother’s Day Routine ft. @Nishka Bhura
Total Reach:
~8 Mn

Total Reach:
~26 Mn

Coachella Ready
with Nykaa
Top Indian beauty
creators attended one of
the largest and most
The Ordinary launch was EXTRA-Ordinary! famous music festival Cannes 2022
Coachella as part of a
Unique and engaging content featuring mega influencer, Nykaa activation with Exclusive Collaboration
Malvika Sitlani, a watch & shop live PR kit unboxing multiple brand with L'Oréal Paris to
with mega influencer Aashna Shroff and an Instagram participation showcase live content from
Live with the CEO and Co-Founder, Nicola Kilner Cannes to consumers

12
BPC: Expanding depth and width of House of Brands Portfolio (1/2)
% YoY Growth # Owned Brand Count
Strong Channel Presence
GMV of Owned Brands (Rs million)
Online - India
96% 19% 61% 95%

5 7 10 10 nykaa.com nykaaman.com dotandkey.com

5,578 earthrhythm.com 3P Platforms(2)

Offline – India(3)
3,459
2,898 • 112 own physical stores across 52 cities (Owned Brands available
across all our physical stores)
• 1,820 general trade & 134 modern trade outlets in 138 cities
1,663 • Expanded to 1,216 retailers through eB2B “SuperStore”

International
FY20 FY21 FY22 Q1FY23
• Expanding our international presence in UAE, Mauritius, US
11.6% 10.3% 11.1% 11.2%

% Contribution of Owned Brands to Nykaa BPC GMV

1. Previous years’ numbers are restated to align with the new vertical definition
2. Dot & Key and Earth Rhythm sells through other 3P Online Platforms 13
3. Stats does not include Earth Rhythm, as Company holds a minority stake in the brand
BPC: Expanding depth and width of House of Brands Portfolio (2/2)
New Product Launches

4-in-1 eyeshadow Color 20% Vitamin C Cica + Niacinamide Watermelon +

palette in 7 variants Corrector Serum SPF 50 Sunscreen AHA Toner
1

10% Vitamin C Day Moisturizer Night Deodorant Facial Oils Lash & Brow Hair Serum Foaming
Serum - Oily Moisturizer Serum Cleansers

Marketing Marketing
2 Campaigns Introduction of
campaign
focusing on
Nykaa SkinRX Vitamin C Mother’s Day
Nykaa Matte Lip night moisturizer Moisturizer Campaign
Gloss featuring vitamin C (8% featuring Athiya featuring Soha
Janhvi Kapoor niacinamide) Shetty Ali Khan

14
 BPC: Focus on customer acquisition and order volume to drive long term
sustainable growth
% YoY Growth Orders (in million)

27% 212% 54% 31% 33% 40%

TTM Customers (in million) GMV (Rs million)

8.1
7.5
7.2
5% 37% 37% 41% 46% 33% 5.8 6.0 57% 175% 37% 31% 31% 39%
5.4

8.6 Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23

15,105 14,888
8.0
7.5 Improved order conversion per visits over the last quarters 12,587
11,698
7.0 along with 10,699
6.5 9,645
Consistent AOV for the last five quarters
through investing in quality traffic
5.5

AOV (Rs)

1,910 1,967
1,750 1,832 1,780
1,716

Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23
Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23

Note: Previous quarters’ numbers are restated to align with the new vertical definition
15
2b Fashion
Fashion: Business Highlights

Launched multiple International brands such Little Mistress,

1 LC Waikiki, Oxxo, Twist, Koton across apparels &
accessories
Little Mistress LC Waikiki Oxxo Twist Koton
(UK) (Paris) (Turkey) (Turkey) (Turkey)

Continue to expand our House of Brands Portfolio

2
Women’s Athleisure Brand Home Décor & Soft Furnishing Ethnic Jewellery Men’s Innerwear & Athleisure

Launched Nykaa Fashion’s First in Fashion Spring Summer’22 Collection, focused on

3 offering curated collection of trendy, stylish and new fashion for the season also including
new launches for numerous renowned brands

Nykaa Fashion Summer Soiree (May’22), an event in Mumbai celebrated the House
4 of Brands of Nykaa Fashion

17
Fashion: Leveraging Content to drive Commerce

Curation
Nykaa Fashion’s
Hidden Gems
Collection helping
customers to
discover niche
labels

Nykaa Fashion Thank God It’s Sale (#TGIS)

Announcement of the Sales Event featuring Nykaa
Fashion’s Brand Ambassador “Alaya F”

Styling 101
Educating
Buying Guides customers on the
Comprehensive latest trends and
guide enabling styling tips in an
users to make a interactive fashion
better purchase
decision
BHUMI PEDNEKAR FOR NYKD
Latest Brand Campaign for Nykd featuring Brand
Ambassador “Bhumi Pednekar”
18
Fashion: Scaling tech to improve the shopping experience

Enabling user to view content on Connect and chat with the Nykaa
Allowing users to create a look by various apparel and latest trends and styles in-app Fashion Stylist through whatsapp by
accessories and improve the buying behavior means of an in-app whatsapp style
advice widget

Create the Look Explore Feed Style Advice

19
Fashion: Expanding depth and width of House of Brands Portfolio
% YoY Growth # Owned Brand Count

Channel Expansion
GMV of Owned Brands (Rs million)
Online - India
89% 212% 237%
Nykaa Platform D2C websites 3P Platforms
1 3 6 11
nykaafashion.com nykdbynykaa.com Multiple 3P
Online Channels
nykaa.com pipabella.com
1,372
iykykclub.com

twentydresses.com
706
kicaactive.com
440
gloot.co.in
233
Offline – India

FY20 FY21 FY22 Q1FY23 • Twenty Dresses - Live across 33 MBO outlets in 28 cities
• Nykd by Nykaa - Available in 330+ general trade outlets in 70+
12.5% 6.7% 7.8% 12.1% cities

% Contribution of Owned Brands to Nykaa Fashion GMV

20
Note: Previous years’ numbers are restated to align with the new vertical definition
Fashion: Entering new categories with our House of Brands

Brand Types FY20 FY21 FY22 Q1 FY23

Acquired

Built Internally

Masaba (NYKD), Nikhil

Collaborations Thampi (RSVP), AlayaF (XXD)

Women’s Western Jewellery,

Categories Lingerie Athleisure Bags, Footwear Home Men’s Inner wear Indian Wear
Wear Accessories

FY20

FY21

FY22

Q1 FY23
Fashion: Continue to expand width and depth of our House of Brands

Channel Expansion

Third party platforms D2C Websites MBOs

New Products Launched

Jewellery &
Denims Nazakat Collection Connect Collection Strapless Bra Sneakers Furnishing & Decor
Accessories

22
Fashion: Marketing campaigns to connect with the consumer

For Pride month (June), Marketing Campaign Marketing Campaign Launch of new products Introduction of Products
new collection added of featuring Brand focused on new Connect for Gloot and Brand Ethos of Twig
graphic tees Ambassador “Bhumi Collection & Twine
Pednekar” to announce
new product
23
 Fashion: Strong Sequential growth while maintaining focus on conversion

% YoY Growth for NykaaFashion.com Orders (1) (in million)

552% 1061% 369% 176% 102% 58%

TTM Customers(1) (in million) GMV (Rs million)

1.0 1.1
0.8 0.9 610% 1020% 358% 194% 117% 74%
0.7
445% 557% 417% 278% 182% 99% 0.5
5,820
Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23
4,841
2.0 4,827
1.8 Improved Order volume over the last quarters 4,188

3,660
1.6 along with
Improved AOV in the last five quarters 2,619
1.3
through investing in quality traffic
1.0
AOV (1) (Rs)
0.6 4,333 4,357
4,264
3,967 3,967 4,022
Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23

NykaaFashion.com Other Platforms

60% 370% 38% 18% -2% 10%

Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23
Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23

% YoY Growth for Other Platforms

1. For NykaaFashion.com 24
2. Previous quarters’ numbers are restated to align with the new vertical definition
3 Financial Performance
Q1 FY23: Strong and Consistent Revenue growth
All Values in Rs million % YoY Growth % Margin % to Revenue

183% 47% 36% 31% 41% 41.2% 40.6% 42.7% 46.3% 43.7% 44.4%

Gross Profit
Revenue

10,984 11,484
9,733
8,853
8,170
7,405

5,088 5,099
3,782 4,253
3,048 3,317

Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23

6.0% 3.3% 3.3% 6.3% 4.0% 4.0% 2.8% 0.4% 0.2% 3.4% 0.6% 0.7%

690
EBITDA

PBT
448 461
385 370
269 288
204

58 83
31 14
Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23 Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23

EBITDA Levers:
1. Gross Margin improvement 3. Salary Increment effective from Q1 FY23
2. New Businesses – SuperStore by Nykaa, NykaaMan & International 4. Continued Expansion of fulfilment capacity and physical stores across India 26
Gross Profit Margin & Key Operating Expenses
% of Revenue from operations

Gross Margin
46.3%
43.6% 43.7% 44.4%
42.9% 42.7%
41.2% 40.6%
38.9% 38.9%

13.7% 13.7%
11.8% 12.7% 11.4% 11.1% 12.0%
11.4%
8.6% 10.6% 12.0%
9.5% 10.3% 9.7%
9.6% 10.5% 10.0%
9.2% 8.6% 9.1%
8.9% 9.5% 9.3%
7.9% 8.5% 9.3% 8.9% 8.5%
6.9% 7.8%
3.3% 3.5% 3.2% 4.2%
2.6% 3.3% 2.7% 2.4%
2.7% 4.1%

FY19 FY20 FY21 FY22 Q4FY21 Q1FY22 Q2FY22 Q3FY22 Q4FY22 Q1FY23

Marketing & advertisement expense Selling & distribution expense Fulfilment expense Employee benefits expense

Gross Profit margin improvement of 380 bps YoY in Q1 FY23

Notes:
1. Fulfilment expense includes Freight Expense, Packaging Expense & Payment Gateway Charges
2. Selling & distribution expenses includes Warehouse Outsource Manpower Cost, Selling Expenses, Beauty Advisor Fees, Warehouse Operation Management Expenses
27
3. Warehouse outsource manpower cost has been reclassified from Employee Benefit expense to Other expenses and disclosed separately. Previous period numbers are recasted to make it comparable.
Vertical Performance: Consistent performance with focus on profitable growth
(All amounts in ₹ million, unless otherwise stated)
Q1 FY23 Q4 FY22 Q1 FY22
Sr No Particulars
BPC Fashion Others Total BPC Fashion Others Total BPC Fashion Others Total

1 GMV 14,888 5,820 850 21,558 12,587 4,827 565 17,979 10,699 3,660 336 14,696
2 Growth 39% 59% 153% 47% 31% 84% 288% 45% 175% 752% 1279% 239%

3 NSV 9,199 1,733 341 11,272 7,918 1,506 226 9,650 6,687 1,258 105 8,050
4 Growth 38% 38% 224% 40% 29% 61% 471% 36% 147% 845% 653% 182%

5 Revenue from Operation 10,161 1,007 316 11,484 8,636 883 214 9,733 7,372 712 85 8,170
6 Growth 38% 41% 270% 41% 26% 68% 413% 31% 164% 823% 511% 183%

7 Gross Profit 4,213 791 95 5,099 3,492 709 51 4,253 2,746 547 23 3,317
8 Growth 53% 45% 313% 54% 29% 113% 363% 40% 333% 1020% 595% 384%
9 Gross Profit Margin % to Revenue 41.5% 78.5% 30.0% 44.4% 40.4% 80.3% 24.0% 43.7% 37.3% 76.8% 26.9% 40.6%

10 Fulfilment expense 800 207 43 1,050 739 176 34 949 792 130 12 934
11 Fulfilment expense % to Revenue 7.9% 20.5% 13.6% 9.1% 8.6% 20.0% 15.7% 9.7% 10.7% 18.2% 14.2% 11.4%

12 Marketing & advertisement expense(5) 785 440 63 1,288 689 422 52 1,163 517 307 39 863
13 Marketing and Advertisement % to Revenue 7.7% 43.7% 19.8% 11.2% 8.0% 47.8% 24.5% 12.0% 7.0% 43.1% 45.6% 10.6%

14 Selling and Distribution expense 306 90 85 481 281 71 44 396 143 47 3 193
15 Selling and Distribution Margin % to Revenue 3.0% 8.9% 26.8% 4.2% 3.3% 8.1% 20.6% 4.1% 1.9% 6.6% 3.7% 2.4%

16 Contribution Profit 2,322 55 -96 2,281 1,783 40 -79 1,744 1,294 63 -31 1,326
17 Contribution profit Margin % to Revenue 22.9% 5.4% -30.3% 19.9% 20.7% 4.5% -36.8% 17.9% 17.6% 8.8% -36.6% 16.2%

Key Expenses Ratios as a % to NSV

18 Gross Profit Margin % 45.8% 45.7% 27.8% 45.2% 44.1% 47.1% 22.7% 44.1% 41.1% 43.5% 21.8% 41.2%
19 Fulfilment expense % 8.7% 11.9% 12.6% 9.3% 9.3% 11.7% 14.8% 9.8% 11.8% 10.3% 11.5% 11.6%
20 Marketing and Advertisement expense(5) % 8.5% 25.4% 18.4% 11.4% 8.7% 28.0% 23.2% 12.1% 7.7% 24.4% 37.0% 10.7%
21 Selling and Distribution expense % 3.3% 5.2% 24.9% 4.3% 3.5% 4.7% 19.5% 4.1% 2.1% 3.8% 3.0% 2.4%
22 Contribution Margin % 25.2% 3.2% -28.1% 20.2% 22.5% 2.6% -34.8% 18.1% 19.3% 5.0% -29.7% 16.5%
Notes:
1. Previous quarters’ numbers are restated to align with the new vertical definition
2. Other Vertical includes NykaaMan, eB2B business “Superstore by Nykaa” and International
3. Fulfilment expense includes Freight Expense, Packaging Expense & Payment Gateway Charges
4. Selling & distribution expenses includes Warehouse Outsource Manpower Cost, Selling Expenses, Beauty Advisor Fees, Warehouse Operation Management Expenses
5. Branding Media & Production Cost is not considered for Contribution Profit considering its benefit to accrue over long term
6. NSV refers to Net Sales Value calculated basis GMV minus discounts, cancellation & returns and taxes 28
7. GMV and NSV YoY growth may have reverse trend due to change in discount %, returns % and mix effect (NSV of other channel is getting favorable impact due to the mix of eB2B Business)
Q1 FY23: Continued Revenue growth with sustained EBITDA margin
(All amounts in Rs million, unless otherwise stated)

Sr Quarter Ended Year Ended

Particulars YoY Growth
No Jun-22 Jun-21 YoY Growth Mar-22 QoQ Growth Mar-22
1 Revenue from Operations 11,484 8,170 41% 9,733 18% 37,739 55%
2 Cost of goods Sold 6,385 4,853 32% 5,481 17% 21,300 43%
3 Gross Profit 5,099 3,317 54% 4,253 20% 16,439 73%
4 Gross Profit Margin % 44.4% 40.6% 380 bps 43.7% 71 bps 43.6% 471 bps
5 Fulfilment expense 1,050 934 12% 949 11% 3,956 82%
6 Marketing & advertisement expense 1,376 906 52% 1,165 18% 4,781 183%
7 Selling and distribution expense 481 193 149% 396 21% 1,246 95%
8 Employee benefits expense 1,147 726 58% 908 26% 3,259 40%
9 Other expense 585 287 104% 449 30% 1,564 45%
10 Operating Expenses 4,638 3,047 52% 3,867 20% 14,807 87%
11 EBITDA 461 269 71% 385 20% 1,633 4%
12 EBITDA Margin % 4.0% 3.3% 71 bps 4.0% 5 bps 4.3% -209 bps
13 Depreciation 84 53 58% 90 -7% 262 41%
14 Amortisation 226 142 59% 215 5% 702 33%
15 Finance Cost (Net of other income) 67 43 56% 22 202% 195 3%
16 Profit/(Loss) before Tax 83 31 165% 58 43% 473 -28%
17 Total tax expense /(income) 27 -4 -18 60
18 Net Profit after Tax 57 35 61% 76 -25% 413 -33%
19 Share in loss of associate -7
20 Net Profit/(Loss) 50 35 42% 76 -34% 413 -33%

21 Fulfilment cost % to Revenue 9.1% 11.4% 230 bps 9.7% 61 bps 10.5% -156 bps
Marketing & advertisement expense % to
22 12.0% 11.1% -89 bps 12.0% -1 bps 12.7% -575 bps
Revenue
23 Selling & distribution expense % to Revenue 4.2% 2.4% -182 bps 4.1% -11 bps 3.3% -330 bps
24 Employee expense % to Revenue 10.0% 8.9% -110 bps 9.3% -66 bps 8.6% 91 bps
Notes:
1. Other Expense are excluding Fulfilment expense, Marketing & Advertisement Expense and Selling & Distribution Expenses
2. Selling & distribution expenses includes Warehouse Outsource Manpower Cost, Selling Expenses, Beauty Advisor Fees, Warehouse Operation Management Expenses
3. Selling & distribution expense was higher in Q1 FY23 on account of Business Development Executives deployed into eB2B business and owned brands offline channel, and commission to third party platforms
4. Finance cost includes the interest cost on lease liabilities of Rs 74 Mn in Q1 FY23 vs Rs 31 Mn in Q1 FY22 (139% YoY)
5. Amortisation includes the Lease rentals of Rs 188 Mn in Q1 FY23 vs Rs 112 Mn in Q1 FY22 (68% YoY) 29
4 Other Updates
Other Business Updates

• Focused on expanding fulfilment centers to increase the reach and penetration

• Launched an app “DISHA” for the on-ground business development team to enable them
to sell better
1 • Transacting retailers in Q1 FY23 was 45,030 (2.4x compared to last quarter) in 516 cities
(1.7x compared to last quarters)
• 165 brands listed on the SuperStore app

• Nykaa’s Owned Brands (BPC) available in Mauritius in partnership with a local retailer
INTERNATIONAL • Nykaa’s Onwed Brands (BPC) listed on horizontal e-commerce platform – Noon.com in UAE
2 BUSINESS • Nykaa Arabia – Social Media handle to deliver localized content for the UAE customers
• Nykaa Natural’s products – Hair and Bath & Body range, listed on Amazon.com (US)

With a focus to create a better consumer experience, Nykaa has continually

focused on expanding its network of fulfilment centers. There were 30
3 fulfilment centers in 14 cities with a total capacity of 10.5 Lacs sq. ft., as of
June 30, 2022

31
Q1 FY23: Acquisition Updates

• Nykaa acquired a minority stake of 18.51% in Earth Rhythm, a science-focused beauty

brand, for an aggregate amount of Rs 417 million
1
• Earth Rhythm’s active focus on research-based and results-oriented products has earned
its credentials as a sustainable and inclusive brand amongst Indian beauty consumers

• In a joint venture with Onesto Labs, Nykaa ventured into nutricosmetics to unlock a new but
high-potential category of edible beauty in India by acquiring 60% stake for an aggregate
amount of Rs 36 million
2
• Nykaa and Onesto Labs have joined hands owing to the latter’s expertise in creating
ingredient-conscious products under the brand name “Nudge”, a vital prerequisite in
nutricosmetics

• Nykaa acquired Kica, an activewear brand for women, for an aggregate amount of Rs 45
million
3
• Through this acquisition, Nykaa aims to connect with the growing active-wear community
of athletes and everyday fitness seekers with greater variety and curation in this category

32
Glossary
Term Description

Unique customers identified by their email-id or mobile number who have placed at least one Order on our websites, mobile applications or physical stores during the last 12 months ended as on
measurement date. Annual Transacting Customers, with respect to beauty and personal care, denotes Annual Transacting customers on the Nykaa websites and mobile applications and physical stores.
Annual Unique Transacting Customers
Annual Transacting customers, with respect to Fashion, denotes Annual Transacting customers on the Nykaa Fashion website and the mobile application, with respect to Others, denotes Annual
Transacting customers on the Nykaa Man website and the mobile application, “SuperStore by Nykaa” website and mobile application

Average Order Value / AOV GMV generated across our websites, mobile applications and physical stores divided by Orders considered for such GMV.

Contribution Profit is a non-GAAP financial measure. Contribution Profit refers to Gross profit for the period, after the adjustment of Fulfillment Expenses, Marketing Expenses (Other than branding), Selling
Contribution Profit
& Distribution Expenses.

Cost of Goods Sold Cost of Goods Sold is a non-GAAP financial measure. cost of goods sold refers to cost of material consumed, purchase of traded goods, changes in finished goods and stock-in-trade.

EBITDA is a non-GAAP financial measure. EBITDA refers to our profit/(loss) before Tax for the period, as adjusted to exclude (i) Other Income, (ii) Depreciation and Amortization Expenses, (iii) Finance
EBITDA
Costs. EBITDA Margin refers to the percentage margin derived by dividing EBITDA by Revenue from Operations

Gross Profit is a non-GAAP financial measure. Gross Profit refers to Revenue from Operations less Cost of Material Consumed, Purchase of Traded Goods, Changes in Finished Goods and Stock-in-
Gross Profit
trade. Gross Profit Margin refers to the percentage margin derived by dividing Gross Profit by Revenue from Operations.
Monetary value of Orders inclusive of taxes and gross of discounts, if any, across our websites, mobile applications and physical stores prior to product returns or order cancellations and including sales to
Gross Merchandise Value/ “GMV” and through third party channels. GMV, with respect to BPC, denotes GMV of BPC vertical. GMV, with respect to Fashion, denotes GMV of Fashion vertical. GMV, with respect to Others, denotes GMV of
Other Verticals

Number of unique devices (laptops, mobile phones, etc.) which recorded at least one Visit to our websites or mobile applications during the month. Monthly Average Unique Visitors, with respect to BPC,
denotes Monthly Average Unique Visitors on the Nykaa websites and mobile applications. Monthly Average Unique Visitors, with respect to Fashion, denotes Monthly Average Unique Visitors on the
Monthly Average Unique Visitors
Nykaa Fashion website and the mobile application. Monthly Average Unique Visitors, with respect to Others, denotes Monthly Average Unique Visitors on the Nykaa Man website and the mobile
application, “SuperStore by Nykaa” website and mobile application

Net Sales Value “NSV” NSV refer to Net Sales Value and calculated basis GMV minus Discounts, Cancellation & Returns, and Taxes.

All orders placed on our websites, mobile applications and physical stores prior to any cancellations and returns. Orders, with respect to BPC Vertical, includes all Orders that placed on Nykaa websites &
mobile applications and Physical Store, having at least one BPC product. Orders, with respect to Fashion Vertical, includes all Orders that placed on Nykaa website & mobile application, and Fashion.com
Orders
website & mobile application having at least one fashion product . Orders, with respect to Others includes all Orders that placed on Nykaa Man website & application, and “SuperStore by
Nykaa” website & mobile application.

Number of visits to our websites and mobile applications. A visit is considered ended when no new request has been recorded in more than 30 minutes from the same device to the website or the mobile
Visits application. Visits, with respect to beauty and personal care, denotes Visits to the Nykaa websites and mobile applications. Visits, with respect to Fashion, denotes Visits to the Nykaa Fashion website and
the mobile application. Visits with respect to Others, denotes Visits to Nykaa Man website and mobile application, “SuperStore by Nykaa” website and mobile application

BPC refers to Beauty and Personal Care and includes Beauty business from Nykaa.com, Physical store and sale of Beauty Owned Brands through 3P online and offline channels.
Verticals Fashion includes Fashion business from NykaaFashion.com, Nykaa.com, Physical Stores and sale of Fashion Owned Brands through 3P online and offline channels
Others includes businesses from NykaaMan, eB2B business “SuperStore by Nykaa” and International

33
Thank you

34
Key Operational Metrics

Quarter Ended Year Ended

Sr No Metric Unit Jun-22 Jun-22
Jun-21 Sep-21 Dec-21 Mar-22 Jun-22 FY22 YoY Growth
YoY growth Seq. growth

A Number of Visits
Beauty and Personal Care Million 205 211 221 204 222 8% 9% 841 30%
Fashion Million 98 115 115 113 118 20% 5% 441 156%
Others Million 9 9 11 11 14 51% 25% 41 210%
B Monthly Average Unique Visitors
Beauty and Personal Care Million 17 19 20 19 22 26% 18% 19 46%
Fashion Million 13 16 16 16 16 21% 1% 15 166%
Others Million 2 2 2 2 3 58% 22% 2 217%
C Orders
Beauty and Personal Care Million 5.8 6.0 7.5 7.2 8.1 40% 13% 26.5 57%
Fashion Million 1.1 1.3 1.3 1.3 1.5 28% 15% 5.0 114%
Others Million 0.1 0.1 0.2 0.2 0.3 70% 40% 0.6 188%
D Average Order Value (AOV)
Beauty and Personal Care ₹ 1,832 1,910 1,967 1,716 1,780 -3% 4% 1,857 -5%
Fashion ₹ 3,153 3,242 3,558 3,616 3,732 18% 3% 3,400 25%
Others ₹ 2,274 2,502 2,927 3,084 3,199 41% 4% 2,726 52%
E Annual Unique Transacting Customers
Beauty and Personal Care Million 6.5 7.0 7.5 8.0 8.6 33% 6% 8.0 46%
Fashion Million 1.0 1.3 1.6 1.8 2.0 99% 10% 1.8 182%
Others Million 0.2 0.3 0.3 0.4 0.4 86% 8% 0.4 193%
F Gross Merchandise Value (GMV)
Beauty and Personal Care ₹ in Million 10,699 11,698 15,105 12,587 14,888 39% 18% 50,089 49%
Fashion ₹ in Million 3,660 4,188 4,841 4,827 5,820 59% 21% 17,516 168%
Others ₹ in Million 336 343 483 565 850 153% 50% 1,727 344%
Total ₹ in Million 14,696 16,229 20,428 17,979 21,558 47% 20% 69,332 71%

35