MakeMyTrip Limited (NASDAQ:MMYT) Q3 2023 Earnings Call Transcript

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Mohit Kabra: Sure, Aditya. Like I had called out, if you really look at it, in terms of recovery during the reported quarter, domestic air rate recovery, the industry recovery was more about 95%, whereas our recovery was close to about 100%. So, from that way, if you look at it, possibly our kind of market share, kind of gains continue to kind of help us. And we are kind of growing ahead of the market. Could the overall industry growth been higher? Yes. I mean, clearly, the potential is there for the overall domestic industry numbers to kind of keep increasing. But quite a few challenges there in terms of the prevailing kind of inflationary pressures, et cetera, and the overall capacity and some of them are — some amount of challenges being faced by the airlines also on the maintenance and spares availability, as a result of which, some of the kind of planes are also kind of right now grounded.

So as all of this capacity comes back, hopefully in the coming quarters, we should see the industry expanding faster as well.

Rajesh Magow: Sorry Aditya. I was just going to add one more point. I think the important point is, given what we all sort of get excited about at times, including us, is the peak numbers for certain days. But I think the important point will be just to look at the full quarter numbers, even from sort of overall the domestic market traffic. And you will realize that was sort of up and down and overall as more he pointed out, can only the trafficker would recovery was for the market, it was about 95%. And if I can just give you additional data point on flight departures and given the fact that we just literally have every flight, and we sort of monitor that very, very closely as compared to what it used to be pre-pandemic was actually 92%.

And then the reason for that was, is that, the load factors have been high, the airlines have been very, very careful in deploying more traffic, because they’ve all been and rightly so coming out of the tough period of pandemic focused on, higher load factors, more yield, per passenger, and thereby reducing the losses for them. As we get into the steady state market and all the sort of the health, the financial health of the airlines starts to improve with some of these results. And we’re getting some news from Air India that they might turn profitable, et cetera. Some of these things that happen, it’ll further stabilize. We’ll get more capacity for sure, and then because of that, the demand and the growth will also come back.

Aditya Chandrasekar: And just a very quick question on the marketing side again. So, next quarter, it came at 5.2%, even though we did TV campaigns, et cetera, after a while. I mean, you’ve mentioned multiple times that it probably stays in that 5%, 6% range. Do you think there’s also a potential for it to come down also from these levels. Because going forward, if we kind of don’t do some of these TV or ad campaigns, which we probably won’t do quarter, right? And we are seeing efficiencies in the other side of the other marketing costs. So you think it could head to that 5% or be 4.8%, 4.9%, or you think largely 5% to 6% is where we should aim for?

Rajesh Magow: Like I was calling out, Aditya, we should be kind of currently estimated to remain in the 5% to 6% range. I think it’s good that at least in the peak seasonality in the reported quarter, we were able to kind of keep it more closer to the lower end of the range while reviving the brand campaign. So, let’s see, as we kind of keep making progress, we’ll keep sharing color, but the current estimate remains 5% to 6%.

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