Ladies and gentlemen, good day and welcome to Zinka Logistics Solutions Limited Q2 and H1 FY 2025 Earnings Conference Call hosted by EY. As a reminder, all participant lines will be in the listen-only mode, and there will be an opportunity for you to ask questions after the presentation concludes. Should you need assistance during this conference call, please signal the operator by pressing star and then zero on your touch-tone phone. Participants who have joined via webcast can adjust their viewing quality by pressing the settings button on the bottom right of your viewing panel. Please note that this conference is being recorded. I now hand the conference over to Mr. Kanav Khanna from EY. Thank you, and over to you, sir. Thank you, and good evening. Welcome to Zinka Logistics Solutions Limited Q2 and H1 FY 2025 Earnings Call. Please note that a copy of the disclosure is available on the investor section of the website as well as on the stock exchanges. Anything said on this call which reflects the outlook towards the future or which could be construed as a forward-looking statement must be reviewed in conjunction with the risk that the company faces. Please note that the audio of the earnings call is a copyright material of Zinka Logistics Solutions Limited and cannot be copied or rebroadcast or attributed in the PR media without specific or written consent of the company. To give you an in-depth understanding of the company and answer to all your queries, we have from the management side, Mr. Rajesh Kumar Naidu Yabaji, CMD and CEO, and Mr. Satyakam G N, CFO. With this, I would like to hand over the call to Mr. Yabaji. Over to you, sir. Thanks, Kanav. I'll take it from here. Good evening, everyone. Welcome to BlackBuck's first earnings call as a public company. I hope I'm audible. Yeah. Taking you into the results directly, the snapshot of Q2 2025. As a company, we delivered close to about INR 104 crores in overall revenues, which is about close to 54% growth on a year-on-year basis. Most of our revenues typically convert into contribution margin with a very high efficiency because of very small direct costs. We made close to about INR 95.36 crores in contribution margin, which is a growth of about roughly 56% on a year-on-year basis. Continuing to play on the operating leverage story of the company, we've been able to deliver an adjusted EBITDA of close to INR 25 crores, which on a year-on-year basis is roughly INR 30 crores over the previous year quarter. Because previous year quarter, we made roughly about close to negative of INR 5 crores in adjusted EBITDA, which now is +INR 25 crores. Most of these financial numbers are basically delivered through an underlay of very strong operating key KPIs. As you can see, we had close to about 7 lakh transacting customers in the last quarter, which is roughly close to about 20% of India's truck operators. India has about 3.5 million truck operators. Of that, 7 lakh have transacted with us on the platform, which is about close to 22% growth on a year-on-year basis. As our customers continue to use our services, as we continue to get better at multiple services delivering to them, users who use greater than or equal to two services on the platform have risen to about 330,000 users in the last quarter, which is again about 33% growth on a year-on-year basis. Payments is one of the core revenue verticals for us today, which basically contributes to the overall revenue of the company today. And the GTV in payments is a leading indicator of how revenue in this particular vertical compounds. Close to about 5,300 crores of GTV in payments is what we did in the last quarter, with about close to 32% kind of a growth on a year-on-year basis. So the Q2 2025 for us was a strong growth quarter, at the same time delivering strong profitability while not compromising on our long-term vision of organizing India's transportation. When I move to the next slide, taking a step back and looking at what we really are solving as a company. If you look at trucking, trucking is the core of how transportation gets executed in the country today. One of the largest unorganized sectors with about $180 billion kind of a spend happening, growing at a very strong pace of 8-9% from a cargo perspective. And India, from a logistics spend perspective, spends about between 14-16 percentage points in logistics, and a bulk of that goes into transportation. And compared to that, the Western world is like 7-9 percentage points. So, there's a big delta which essentially can be turned around and can be a future of transportation of India can be built. Now, if you zoom down into at the microeconomic level, this entire transport in India is executed by small and medium-scale truck operators who own less than five trucks largely. And India has around 3.5 million truck operators who own 12.5 million trucks. Now, if you look at each of the activities which these truck operators are involved in, right from entering this business, buying a truck, right to financing which is done by local pawn brokers, load which has multiple intermediaries, any value chain which serves this small truck operator in the country is layered by middlemen and has a lot of leakages. What we believe is that the answer towards disrupting India's trucking, disrupting India's transportation, and creating a very efficient trucking network for the country, the answer starts with organizing the truck operator, which is going to help us in transforming Indian trucking. So in that direction, we have a very robust strategy which we've been executing over the last five years. Our strategy hasn't changed. We continue to execute on this strategy. There are three key pillars. We have offerings which we build for our truck operators. Offerings essentially are problems we are solving for our customers, problems around fleet management, where the first era of problems around making their payments efficient through tolling, through fueling, making their entire fleet management effective through helping them do vehicle tracking, launching fuel sensors, helping them get access to loans on the platform, helping them access to loads to be able to fill their capacities on time. So we've been solving every possible problem in the life of a truck operator which digitally can be delivered 10x better and 10x efficient, and they continue to double down in that area. Next, as these offerings are delivered through our platform, through our app, the BlackBuck app, which essentially keeps getting stronger. As consumers, when we use mobile apps, apps on our mobile phone, we typically will have social media apps or browsers which typically will take largest mind share. For a truck operator, we are an app. I'm very proud that we form in the top two to three apps what he uses on a daily basis. And on an average, a truck operator on a daily basis is using our app for like 41 minutes, which is continuously going up on a year-on-year basis. We are talking about customers who are typically uneducated, middle-aged, and need handholding in really leapfrogging into the digital era. We have a very unique omnichannel strategy where we are equipped with 10,000 physical touchpoint networks on the ground, combining salespeople, technicians who install a device, a fuel sensor, channel partners who keep our products and services available in their points, like be it a lubricant shop, we'll be having our products, a garage will be having our products all across the country. So these are the three key levers of our strategy which we have continuously doubled down, and we are doubling down as we keep moving forward. As we work on these strategies, our metrics continue to improve. This is a broad representation of how our metrics have improved on a quarter-on-quarter basis from a year-on-year perspective and from a half-year perspective. Most of our metrics, the way they are trending on a quarter-on-quarter basis, also represent directionally the half-year trend metrics. So we'll largely focus on quarter-on-quarter performance and call out selectively wherever the half-year performance has to be mentioned. The leading metric for us in terms of how many customers continue to transact with us, that's 7 lakh this quarter, which grew from INR 5.7 lakh the previous year the same quarter, which is close to about 22% growth on a year-on-year basis. Users who are using greater than or equal to two services, that's about 329,000 this quarter. Last year was close to 250,000, which is a 33% growth. Time spent on the app by our customer is close to 41 minutes this year, which last year was 38 minutes, which is an 8% growth over year-on-year. So that's like describing that users are using us, users are using us deeply. Now, from getting into more use cases, GTV on payments, which is one of the leading vectors of revenues, moving from INR 4,000 crores to INR 5,300 crores, which is a 32% growth on a year-on-year basis. Again, similar to that on a half-year basis is 35% growth. Number of payment transactions is again trending in line with the GTV of payments. When all of these metrics go in, gross revenues continue to compound. As I mentioned, close to about INR 104 crores is what we've made in gross revenues this quarter, which is a 54% growth over the last year. Revenue from continuing operations, if you segment, that's INR 99 crores this quarter, growing from INR 63 crores from the last quarter, which is a 56% growth. Cutting out the revenue from growth businesses, which basically removes tolling revenues and vehicle tracking service revenues because they contribute to the majority part of the revenues, we have grown at about close to 150% from a year-on-year basis, growing from INR 5.5 crores to close to INR 3.5 crores. And from a revenue mix perspective, roughly 8-9% of the revenue was contributed by the growth businesses, which are breaking out, which are scaling at a rapid pace. That number now is close to 14% in the recent quarter. That defines that the new businesses continue to do well and continue to break out. At a contribution margin level, INR 61 crores last quarter to this quarter, INR 95 crores, which is 56% growth on a quarter-on-quarter, on a year-on-year basis. Contribution margin continues to be in the range of 91-92% because of the quality of revenues what we have. And as all of these compound, the platform continues to show a very strong operating leverage where the company has delivered close to about INR 25 crores in adjusted EBITDA, adjusted for exceptional items and ESOP expenses, which is roughly a turnaround of INR 30 crores from the previous year of negative of 5 to this year of +INR 25, INR 30 crores of movement in year-on-year adjusted EBITDA. When you look that into the half-year basis, consistently negative of 11 years last year, H1 to this year, plus of INR 43 crores, which is a INR 54-crore shift in Adjusted EBITDA metric for the business. Moving forward, summarizing these things in like five key highlights, there is a strong performance on overall revenues, growing at 54% on a year-on-year basis in the last quarter. The core businesses continue to compound strongly, leveraging the digital tailwinds of the Indian economy and the modernization story of the truckers. We've grown at 47% in this quarter on a year-on-year basis. New business verticals continue to break out. The revenue momentum right now is demonstrated from loads marketplace and vehicle finance businesses. These are the ones which are driving the revenue growth, about 144% in the recent quarter on a year-on-year basis. As I mentioned, operational metrics continue to grow stronger with 22% growth in monthly transacting truck operators, 32% growth in payments, and 8% growth in the time spent by the users on the app. All of this has helped us turn around our adjusted EBITDA story. In the first quarter, we have improved by, on a year-on-year basis, improved by INR 30 crores in adjusted EBITDA, moving from negative of 5 to positive of +INR 25 crores in this quarter. And on a half-year basis, we've created a displacement of INR 54 crores in the overall adjusted EBITDA basis, moving from negative of 11 crores to positive of INR 43 crores this particular half-year. Now, just explaining the operating leverage story in a more zoomed-in fashion, if you see, I have put two comparisons. One comparison is a year-on-year comparison of the Q2 2025 from Q2 2024. Other comparison is the sequential quarter, Q2 2025 with Q1 2025. If you see, the revenue change in the year-on-year basis between quarters is close to INR 37 crores, and the Adjusted EBITDA change is close to INR 30 crores. So that's an 81% efficiency in the revenue growth to the Adjusted EBITDA flow-through. And that's something which is demonstrated generally on a sequential quarter basis as well. As you can see, there is only a change of INR 6 crores in revenues, but the Adjusted EBITDA continued to climb at about INR 6.5 crores, which is 107% efficiency. The core reason for this is our revenues are recurring in nature, which means FY 2020 customers, FY 2021 customers, which we acquired a long time back, there is no cost below the contribution margin line item which we really incur for the revenues which we have acquired from them in those years. And hence, those revenues continue to become free and continue to basically help us demonstrate operating leverage. And the expense which we incur this quarter generates newer revenues, and that's largely the CAC for those revenues and gets paid back in a very healthy fashion in between like 9-12 months, whatever CAC we invest in our business. And number two, the reason is that the revenues, when they're translated into contribution margin, because of the platform nature of revenues, because of net income-based kind of businesses, it translates into efficiency of contribution margin of 91%-92%. And user churn is at a very low level on a year-on-year rolling basis. That again contributes to a very strong operating leverage. And there is no real asset involved in our business in majority of the revenues what we deploy today. These four reasons enable us to build a profile of revenues which creates a strong operating leverage, and we have seen this phenomenon play out with us over the last eight quarters and would sufficiently be playing out as we keep building the company into the future as well. Now, wrapping up with the financial metrics, the P&L snapshot, broadly on the similar lines as the KPIs as we have mentioned, calling out the revenue from operations growing at 56%, other income growth 27%, largely interest income, total income growing at 54% from 68 crores to 104 crores. Direct costs, because some direct costs are more like semi-variable in nature, so some operating leverage seeking there as well have not grown with the pace of revenues, grown at only 39% on a year-on-year basis. Contribution margin grew slightly at a higher pace, 56% on a year-on-year basis. Total expenses grew at a meager 7% on a year-on-year basis, which led to Adjusted EBITDA turnaround of +INR 30 crores on a year-on-year basis. The important story is that we continue to deliver profitability on a PAT basis in the last few quarters. On a PAT, when we exclude the exceptional line items and the discontinued operation, which was discontinued operation was positive, exception was negative, we have delivered a PAT of INR 12.36 crores the last quarter, which compared to the previous year same quarter was negative of close to INR 40 crores, which is a turnaround of close to about +INR 52 crores on a PAT basis. That's the summary on an overall P&L snapshot basis. Walking you through the entire numbers from PAT to adjusted EBITDA, the key points to note over here is that from PAT of negative INR 270 crores, we have made a one-time profit from the discontinued operations, which was the hive-off of the enterprise business which we had, contract trade business which we used to operate, and which was hived off in the last quarter. The INR 40-crore gain is coming from there. And exceptional item of close to INR 321 crores, which was a share-based payment as per India's accounting, it was supposed to be accounted in this quarter, which was largely through conversion ratio change by the existing investors prior to DRHP in the month of July. So July, August, September is the quarter by which this expense has come over here. Two other line items which basically are material is the depreciation amortization, which is going to be in the range of INR 7 crores, INR 7-8 crores continually every quarter. The ESOP expenses, which will be again in the range of INR 4-5 crores every quarter. So if you less the discontinued operations and add back these items, you get to the adjusted PAT of INR 25 crores in this quarter. Similarly, the same commentary holds good for the first half of this year. Now, if you look at cash flow, cash flow again, the story from PAT of - INR 240 crores on the overall H1 of 2025, adding back the exceptional item of INR 320 crores of share-based payment, and employee share-based payments of about INR 8 crores, and the enterprise trade sale of INR 41 crores. If you add back the rest of the items, we get down to an operating cash flow of INR 28 crores. This number largely guides alongside Adjusted EBITDA. This is for the first half of the full year. This number generally guides along with the Adjusted EBITDA. This time, it's lower by about INR 12-13 crores because of one-time cash flow associated with IPO expenses, which basically has led to this small dent in cash flow in this particular H1. This should, in the long term, trend with the Adjusted EBITDA with some approximations of the cash flow for GPS devices which we'll be installing. That's a broad summary of the earnings from our side. Now we can open the floor for questions. Thank you very much. We will now begin the question and answer session. Anyone who wishes to ask a question may press star and one on their touch-tone telephone. If you wish to withdraw yourself from the question queue, you may press star and two. Participants are requested to please use handsets while asking a question. Ladies and gentlemen, we will now wait for a moment while the question queue assembles. We have the first question from the line of Gaurav Rateria from Morgan Stanley. Please go ahead. Hey, hi. Thank you for taking my question and congrats on good execution. My first question is on tolling business. If you'd be able to share some metrics around GTV revenues and our market share there, that would be helpful. Yeah. So Gaurav, as you have seen, we've reported the GTV of payments already. GTV of payments basically has grown by close to about 32% at a quarter level on a year-on-year basis. That metric we've shared and we will continue to report that as we keep moving forward. On the market share, that's again an estimate which we had shared in the RHP. That's an estimate which we make basis that we engaged a market research company which helped us build that estimate. We calculate that estimate internally more from the NETC data on a monthly basis. On the market share, the company has actually improved really well over the past two quarters. But we will not be sharing that number on the earnings call because the estimation is more an internal number and GTV is a very strong proxy to understand how the market share would have grown. Got it, Rajesh. Secondly, I just want to understand from monetization point of view, we have improved our monetization. Our pools have been going up because we were able to charge our truck operators also apart from the commission income. So where are we in that journey and how to think about those monetization levers over the next one to two years? Yeah. So I think we as a company, three, four years back, as you rightly said, largely it was plain vanilla services. The first service out of the stack was the payment stack, which gave us our first 100-200,000 users. Then we launched the telematics stack where vehicle tracking solution was the next deeply penetrated solution. And then we launched the loads marketplace vertical, which again was a big success with users getting to 100,000 in no time in that particular vertical. So I think the way to look at monetization is that existing verticals, which basically is the payments telematics, how can we monetize better and deeper in those verticals? Second is, how are we able to launch new verticals with the same customer base? And customer, you typically take a higher mind share of the customer. Be useful for the customer for newer areas by cracking multiple services for them. So our growth story, as you can see from a revenue compounding perspective, has been a mix of all of these levers. The way to look at is that in terms of revenues from the core verticals, from the key KPIs what you're seeing, they will be growing at that base definitely as we keep moving forward. Because that comes from a function of how India is building roads, how the number of roads in India is growing at a CAGR of like 5-6% on a year-on-year basis. Number of trucks in the market are growing. They are growing again at a CAGR of 5-6%. How the toll fares, fuel prices, all of them are trending. Toll fares are growing at like 7% on a year-on-year basis. So modeling all of this with the GTV gives rise to how really the monetization continues to expand in the core businesses itself. Multiplied by that, we offer to customers various different value-added services. We charge them for different incremental services what they get us from the platform. Penetration of those services with the customers is the next lever because different services have varying degrees of penetration anywhere in the range of like 10% to like 20-25 percentage points. They are penetrating at a different level. Penetration of those services gives rise to that. Third is our ability to charge these customers. Earlier, even if to charge for the platform to use tolling, the one-time fees for tolling, be it the replacement fee for a FASTag, be it the service fee for a repair for a GPS device, be it the upfront cost of the first-year program of the GPS device. All of these, because of the market shares that we have, we are able to exercise pricing power. We have seen that over the last two quarters. Some of that continues to follow through into the next following years as well. Got it. Lastly, where are we in the journey of transition to the GNSS and how to see what kind of new opportunities or headwinds that can come in our core business because of that transition? Thank you. Yeah. I think one way to look at GNSS is because there is a change happening. I think that's why probably you use the word headwind. But the mechanism of how a GNSS is going to get implemented in the market, government has laid out that in a fully elaborate way. So today, when a truck is going to cross a toll plaza, the default position of the toll plaza is closed. And when the FASTag is authenticated, the plaza opens and the truck goes through. In the newer mechanism, the default position of the toll plaza is going to be open. The FASTag, if it is not in the positive balance status as a hotlisted or blacklisted, that's when basically the toll plaza will be closed and the truck won't be allowed to go through. That's point number one. Second biggest change is that today, if you cross a particular toll plaza, depending on the toll plaza, the actual fare is charged to you directly, regardless of whether you traveled one kilometer or you traveled 100 km on that particular highway. Tomorrow, the calculation of that distance of how much you traveled is going to be done through a GPS-based device, which is going to be fitted on the truck, which is going to be an ICAT certified device. So if you look at it, today we operate, and these are two of our core businesses, which are basically tolling and vehicle tracking, which also contribute to 85% of the revenue of the company. And today, only one is mandatory product. Second is not. Second is largely a modernization tailwind, which we are riding on. Tomorrow, with GNSS-based tolling, actually both the businesses become mandatory. And there is like a regulatory and a digitization tailwind, which we essentially are going to get access to. Today in the country, BlackBuck is the only provider which has dominant market shares in both these two areas, has an on-ground technician network across the country which can install, repair a GPS device, has an AI certified and a validated device, which we have an iCAT certified device, and we are ready to get into the new era of GNSS-based tolling. It has a very strong payment stack, which is best in class in the market. For a trucker, truck FASTag is a BlackBuck FASTag. We have been synonymous with that. The ability for BlackBuck to be able to play a dominant role in the new GNSS era is a 10x opportunity than probably a change management-driven headwind which we may face. There, government has launched the detailed notification. Government is conducting pilots. We still are yet to receive any incremental information on when this will essentially happen. A large initiative like this typically would take anywhere in the range of three to five years to sort of come through, is our estimate. We are fully prepared with both on the GPS side with AI certifications. Today, we have a large amount of sales in our vehicle tracking service devices on AI devices as well. On the payment stack, continue to dominate. Yeah, so that's the update from our side. That's what we think about how GNSS is going to be. Just to put in numbers, GNSS-based tolling will probably create a billion-dollar kind of opportunity in the telematics space in India, which today is a very smaller opportunity because still truckers are getting modernized continuously as months pass by. So that's going to unlock and make it an opportunity overnight. And we as a company really welcome that. Thank you, Rajesh. Very useful and all the very best. Thank you. The next question is from the line of Sachin Dixit from JM Financial. Please go ahead. Hey, hi Rajesh and Satya. Congrats on getting listed and having your first call. So my first question is regards to the data point that you shared in the presentation, which is this 41 minutes daily on the app. I mean, honestly thinking, obviously we are not able to visualize, but it seems quite a lot of time on the app. Can you also dive further into what exactly are they spending time on? Is it actually necessary or they are just slow in dealing with the app, which is why they're spending so much time? Yeah. So basically, starting with understanding, as you rightly said, 40 minutes, that's the engagement we are on the app. First of all, the entire app definition of BlackBuck for a truck operator is more like an app meant to run his business. Assuming probably if there is a stock trader, he would be really glued onto his app for trading things. For him, app is the eyes, hands, and legs, and ears for him on the ground when the truck is essentially getting executed somewhere far away. India is a land of truck operators where people own trucks three to five, and they employ drivers who drive the truck. So typical use cases, imagine a trucker who's sitting out of Chandigarh has three trucks as employed drivers. The truck is essentially going across the country. It is in Chennai. Now, if you look at it, so that's a use case. Number two, if you look at the use case in payments for them, we are talking about users who typically spend on our app per truck INR 16,000-INR 17,000 on tolling. On three more trucks would be like INR 50,000 on a monthly basis. Compared to a car user on FASTag, let's say I'm talking right now only on FASTag, compared to a car user on FASTag who spends like INR 5,000 probably in a year. So this truck guy who's spending INR 50,000 is also from the lower section of the demography. Because in the end, he ends up making INR 30,000-INR 35,000 on net earnings on a monthly basis. So he's hand to mouth and working capital. So he typically recharges every alternate day. Typically, 20-22 days is when he recharges. Second is, each of the swipe value is very high. Really monitoring this expense, where is it going? Each of the trucks looking at balances. If there are any wrong deductions, how does he really use the app to manage that wrong deduction, so payments is a very intense use case for him because he logs in, checks balances, does the entire account settlement management on the app. Next, obviously, somebody who's using all the payments, tax, fueling as well. That's again another use case which gets added to that. Second biggest use case, which is the vehicle tracking solution use case, is a very continuous use case. Every third day or fourth day, he has to deliver goods to the end customer. Now, the truck is in transit. What is the number of hours it's going to take to reach? Where is it? Navigating the driver to the final end location. Using the GPS device which is fitted on the truck, he's able to see it on the app. Then, in a day, how many rest stops has the driver taken? Is he stopping in wrong areas? How many kilometers has he driven? And managing the because if a truck doesn't travel for more than 400-450 km per day, he's going to incur a loss. So app essentially gives him the power to manage his operations on a click, sitting at the house with crossed legs. So that's the use case for the truck operator. Then, if you look at the next biggest use case, which is loads searching. So on a daily basis, about a lakh users come and search loads on the platform. Now, these guys typically come to the platform to search for the loads when their core networks essentially are getting broken today. Today, that is a use case. And when typically he's coming onto the app, there are various transporters he has to call to, searching for the load, searching for the right truck type for his load, or doing a price comparison for the loads which he's taking in the market, searching for an alternate way he can get a better price. So for all of these use cases, he uses the app, and that's where he spends 40 minutes on the app daily. And I would say GPS use case probably will be the highest time spent. Second is the payments use case. Third will be the loads use case. This will be the descending order today on the app. Understood. Thanks for that. My second question is on basically the GNSS piece again. So there were some media articles that there's a pilot going on, I think, Dwarka Expressway around Delhi NCR. If there are any updates regarding that with you. Secondly, there were also some articles which suggest that there could be a potential of this, instead of FASTag being the default payment ecosystem, it can shift to something like a bank account directly. I do find it slightly weird that bank accounts should get linked. But if you have any updates regarding those things, please appreciate. Yeah. So talking about the update which you're talking about, Dwarka Expressway, they are doing a pilot on ANPR, Automatic Number Plate Recognition. That is to detect which truck is going through. That's another mechanism they want to use to authenticate the truck. So it's the pilot which is a recent one. The pilot before which the government released the detailed notification of GNSS-based tolling was a pilot on the Bangalore-Mysore Highway, in which execution of that pilot, we as BlackBuck were as well involved because the truck was organized, the FASTag was ours, and we had done that pilot. So if you're asking me, the ANPR pilot is still an exploration. And because it's a way to recognize the truck, I would say that's the broad scope of the pilot. And really, details of implementation on when is it going to really go through, that's still really uncertain at this point in time. Next question on attaching the bank account. FASTag, today also you can attach a bank account. Because if you have a car tag, you can attach any bank account which you use today, and your money will get debited from the bank account itself. That's a facility available today. That's a facility which will be available tomorrow, but our customers typically don't like attaching their bank account. They want control over their spends. They control over their operations. They want to load money onto the BlackBuck account and from there use it and look at each of these use cases, and BlackBuck provides so many 10 times better value propositions to manage their tolling payments with us that they continue to use the BlackBuck as the primary area to recharge and manage their tolling expense. Fair enough. Just one final housekeeping question. Your EBITDA and revenue numbers, I believe, are inclusive of other income, right? The ones you mentioned in the presentation. Are inclusive of interest income? Yeah. Right. Right. Yes. All right. Thanks. Thanks so much. Thank you. The next question is from the line of Ankur Pant from IIFL. Please go ahead. Hi Rajesh. Hi Satya. Congrats on a successful listing. I have a few questions. The first is on tolling. I'm not sure if I missed this, but what was the market share that you mentioned? And going ahead, where do you see that, how much of a runway do we have in the tolling business to increase this market share? That's the first question. Yeah. So basically, you would have seen that in the RHP, the last year full market share was close to 33%. As we ended the last quarter, we were close to at 40%. And we continue to trend ahead. Yeah. And if you're asking me on future, I mean, we continue to acquire market share in the range of 0.4%-0.5% every month and continue to add customers on tolling very strongly on the platform. We, as a, I would say, as a guideline, have decided not to give guidance. So I think, yeah. Sure. Thank you. And on the tolling piece, are you thinking of increasing monetization by increasing the activation fees or the gold fees in the near future, or that is something that will happen over time and not really looking at it on an immediate or on a near-term basis? There is an increase in fees in the range of 20%-40%, depending on different fees and charges on the tolling and the GPS product, both on renewals, both on first-time activation, and the various different charges. That has already gotten effect in the last quarter. And you would see some of that helping us in driving revenue growth as we keep moving forward. So for this year, that charges growth has already been implemented for this financial year, has gotten also implemented very smoothly with no churn at all. And yeah. And so ongoing growth has been very strong at 55% for revenue. And so going ahead into H2, is there anything that should be aware of in the base for last year that could lower growth for 2H, or this is a normalized growth that we can see on a longer term? So just trying to understand the base. Yeah. I can answer probably the middle part of your question. I don't think there will be any base impact because it was pretty much a BAU. And yeah, I mean, it's going to be a normal base of H2, and we continue to compound the way we are compounding right now. Sure. Thank you so much. Yeah. That's all from my side. Thank you. And all the best. Thank you. We have the next question from the line of Manish Poddar from Invesco Asset Management. Please go ahead. Yeah. Hi, Rajesh. Just two data points. One is, have you all shared gold members in the tolling business? That data point as a trend there? Sorry. Can you come again, Manish? Members which have this gold program? No, no. We have not shared that. We have not shared that. Can you help me understand how is that number trending? Broadly in line with the growth of the users, yeah, on the platform. Okay. And on the new businesses, in terms of the lending part, can you talk about the pipeline of lenders getting added up there? Thanks. Yeah. So basically, right now, we have discussions with a lot of players because everybody is excited. They've seen the model break out with multiple financiers and banks. So everybody wants to partner. But as we speak, in terms of active technology integrations, we have one partner, incrementally new two partners in pipeline. And in terms of discussions, we definitely have about five to seven partners in pipeline. And some of this should materialize over the next two to three quarters. Okay. Fair enough. Thank you so much. Thank you. The next question is from the line of Prateek Poddar from Bandhan AMC. Please go ahead. Yeah. Hi. Just could you split? Hi, Rajesh. Could you just split the newer businesses into loads and how much revenue would have come from, let's say, the vehicle finance business this quarter? Yeah. So basically, these revenues are very small. So at this point in time, we're thinking that we'll keep this at console level. As the businesses mature, we'll start splitting this in the upcoming results. So probably for about next maybe three to four quarters, we'll continue to keep this in this way. And where does the fuel part of the business get reported? It's a part of the growth business only? Growth. It's part of the growth business only. Okay. But it's too minuscule to call out. I'm assuming that, and then. Yes. Yes. Yes. Okay. Okay. The second was just on this lending part. Today, this is not on our books, right? These are all partner books? These are all partner books. In the lifetime, again, repeating the metric, about 8% kind of a number is what we've disbursed on our own book. 92% continues to be on the partner book. Incrementally, the same strategy would continue. We only would be using our book for new partner development and for new product development, as we have done before as well and into the future as well. Got it. And the MTU numbers which you disclose, is it the September exit MTU numbers or for the quarter, the average? No. It's the average of three months: July, August, September. July monthly transacting, August monthly transacting, September monthly transacting, average of the three numbers. The exit is higher than the average, right? That's a fair understanding. Given that you called out your gaining 0.5%. That's why you'll see H1 number will always be lower than the Q2 number. Yeah. That answers the question. Okay. Okay. Yeah. And just last question. When you say time spent, again, 41 would be a function of number of services which a customer takes, right? If he has taken the telematics services, his time spent will be higher versus someone who has not yet taken. Will be higher. So this 41. I think that one customer who standalone will yeah. One customer standalone on tolling or standalone on vehicle tracking. Standalone vehicle tracking will be much higher because the sessions per day are way, way, way higher than the tolling user. But if it's combined, then it's like this breaks out, right? And loads marketplace will not be more like everyday usage. But the day usage comes in, it will be very intense, and the next couple of days, there'll be very high usage. So this 41 is an average of all the things. That's the way to understand? Yeah. So let's say, yeah, when you have assuming that you had, we have, let's say, seven lakh monthly transacting users, right? Which, let's say, on a daily basis, let's say, will be four lakh transacting users, three lakh transacting users. Those four lakh transacting users on that day spent that multiplier of 41 minutes, basically, right? So it's basically all the transacting day averages is what this number is. It's a sum product, right? It will be a sum product. Yeah. Perfect. Thanks. It should mostly be a sum product. We'll get back to you on that, Manish. Pratik. Yeah. Thanks. Thanks, Rajesh. Thanks. See you. Bye. Pratik. Thank you. The next question is from the line of Chintan Shah from JM Financial Family Office. Please go ahead. Hi. Thank you so much for the opportunity. So I had a couple of questions. So first one is on our tolling business. So please help me understand. Currently, we already have a high market share. So my sense is within two, three, three years, there's a limit on basically how much market share that we gain. So is it fair to say that within two, three, three years, the growth rate would be largely the macro factors, that is the increase in tolling rate as well as new routes that get added, and the growth could slow down to, say, somewhere around the range of 15%-20%? That is my first question. And second one is in terms of profitability and the loads business. Now we have done very well in terms of acquisition of truck operators. But for the load business to materially kick in, we also need a lot of shippers on the other end. So would you please help us understand if we require shippers, we'll have to incur costs. So that could probably impact our profitability. So what's your sense on this business? Could that impact our profitability materially or something else to say? Those are broadly my two questions. Yeah. Answering the first question, as you rightly said, the growth of revenues in tolling for us is a function of three vectors. First vector is basically the how India macro grows. As you rightly articulated, 15%-20% growth directly comes from how India macro grows because government is laying more roads. State highways get replaced by national highways. So more toll spend happens. More flow-through through FASTag happen, right? So that's and the number of trucks keep growing. So 15%-20% growth typically comes in from the macro factors, right? Second area is that we continue to gain market share, right? We've always been positively surprised ourselves because with higher at a very higher market share position, we've always gained higher percentage points of market share. That has happened continuously. We've always tried to project that internal to the company that we'll grow a little lower. But I think somebody really delivering a very strong value proposition to a small-scale trucker in the country, I think we are the only ones who are doing, and we continue to gain market share, right? Last FY 2024, we as a company gained like 7 percentage points market share over the previous year. This year again, probably we'll be gaining similar or more, right? So I think the market share growth is a second lever of growth. Third lever of growth is our penetration of value-added services. We provide much more better value to our customers than others, and we also charge our customers for these value streams, right? That has helped us break out and add another alpha on top of that, which has helped us compound our revenues at like 47% kind of a level and in the core verticals, right? So I would say that, as you rightly said, the base growth will always be available. But I think we will, as a company, continue to generate some alpha from being a superior tag in the market and continue to keep gaining market share for a good long time of probably three to five years. And on top of that, for our value-added services, which we provide. So that's answered to the question number one. Question number two, in building the, as you rightly said, the freight marketplace is at its nascent stages, and we continue to double down in that area. And that's one of the very core dreams of the founding team and the management team here at BlackBuck to crack that as well, right? Important to understand is that one of our first attempts at cracking the freight marketplace couldn't happen largely because of non-availability of supply, sticky supply on the platform, and a wrong choice of a business model, right? And as you see, the fragmented side of the marketplace typically takes the larger cost. And in this case, truck operators, high resistance to get to a digital platform usage, learn a platform, trust the platform, right? So by having INR 7 lakh users actively transacting on a monthly basis on our platform, we've already solved one side of the marketplace problem. And we broke a two-sided marketplace problem into more of one side because supply is getting solved through the fleet management use cases, which we are solving, right? Now, a lot of money, a lot of money to build this marketplace was needed for supply, which is again solved for. Then a lot of money which was needed to build demand, we have actually incurred that money over the past three-to-four years. And the profitability of the freight marketplace business is also converging over the years as well, right? And the growth in the revenue of the marketplace business is also coming through, right? So the team which onboards supply because we need to continue to grow the team which onboards demand because we need to continue to grow demand on the platform is again an independent team. It's a 200-250 member sales team which is already there. The cost of that is already baked into the cost which you are seeing, right? So to build the entire marketplace platform, which is a classified space way to crack the loads platform, is already costs are already loaded, and it's converging on profitability. Second part, which is the brokerage platform where we close loop the transaction, and we basically are making money not out of subscription only, but we are making money from the take rate in a transaction, right? That is a model again where we again have to incrementally spend for demand. That's a model which we have tested out in Bangalore. We've expanded to five hubs. That's a model we're going to double down onto. That's going to be one of the newer vectors of growth for the company in the coming years. In probably one to two years down the line, you will see that being one of the strongest vectors of growth for the company, right? If you're asking me, the first model, as I told you, is converging on burn. The second model doesn't need that burn because at a hub level, you need less money to break even, and then you generate surplus cash, right? We don't see in the foreseeable future this being a drain on profitability on the overall company at this point in time and continue to converge on the profitability from this business vertical. Got it, Rajesh. It's very well explained, but just one follow-up on this. I mean, when you see that this segment becomes of a significant scale for us in terms of revenue mix, because my sense is payment sometime in terms of TAM, there's a limitation to it. But this is the real segment which can offer the larger TAM. So unless it will just shift materiality, there should be some constraint in terms of TAM for us. So when you think this will achieve material kind of a level for us? Yeah. So I mean, if you're asking me, so just to put it in perspective, the way we are organized as a company, right? The core businesses which are contributing to 85% of the revenue, right? From a management bandwidth perspective, takes up only like 20% of the management bandwidth, right? Management bandwidth is actually new initiatives and more so in the marketplace businesses, which is both the brokerage and the marketplace platform, is where a significant amount of time is invested today, right? Now, the answer to the question, we as a company have got into a zone where we don't let an initiative break out until we have very high level of confidence on that initiative, right? And that initiative incrementally generates higher contribution profit, right? I would say that freight marketplace platform is generating contribution profit continuously, and that is probably we're going to converge. But brokerage is where I would say your answer is also there. When we make revenue out of the net commission from a brokerage transaction, that's where the largest part of the revenue is. I would say it'll take at least a couple of years to show really strong signs on when that would break out. I mean, but if you're asking me from a mindshare perspective, cracking that problem perspective, it's at the top of the mind for us as a management team on the brokerage business. Okay. Got it. Understood. That's good to hear. Thank you so much for answering all my questions. All the best. Thank you. The next question is from the line of Nilesh Jain from Astute Investments. Please go ahead. Hi. Thank you for the opportunity. I mean, we were studying global peers, what are there in similar businesses in all your different platform offering. So when we looked at FTA, it does around 160 million orders against us currently, which we are doing 2 million orders. I mean, like you mentioned in your previous answer, there are various challenges, but over time, you feel that we can scale this model. Do you think that in India, we can move? There's a growth. There's a story where India can move towards how there's FTA operating in China, or it's going to be limited. I mean, if you can answer that. Yeah. If you're asking me in terms of the FTA kind of a model coming in place directly by anyone starting from scratch, assuming, right? India is a land where, as I was mentioning, fleet operators are the ones who own the truck. Drivers drive it. In China, the large majority of the market is owner-cum drivers who drive the truck themselves and own it as well, right? So the entire building of supply for Full Truck Alliance was largely about capturing drivers and getting the phone, their smart app, their app installed in their smartphone. And they were able to get the truck location as well as the truck owner's mindshare, right? In India, the location of the truck and the location of the truck owner is different. And you need to acquire the truck operator and also know the location of the truck, right? We as a company, through the entire tolling dominance and the vehicle tracking solution dominance, have been able to solve both the truck operator mindshare and the location of the truck, right? And on top of that, we are able to launch the entire loads marketplace platform, right? And now, as we speak, we are into very intensely building it. We have definitely, you would have seen the DRHP that the growth rates in the marketplace vertical businesses are very strong, and we are able to also successfully close loop the transactions as well. So yes. So I mean, if you're asking me whether the line of building is in the line of Full Truck Alliance, the answer is yes, but India will have a very independent path. India will have an independent problem-solving where probably the pit stops are going to look very different. We probably as a company stand with the very highest level of engagement with truck operators and probably at the same time also have the burden to crack this model. So yeah, a lot of work is on, and I mean, we believe we will be able to crack it in a few years to come. Okay. Thank you. My second question was, right now we have around close to a million truck operators. So just wanted to understand, a truck operator, like you mentioned, owns around five or six trucks. So currently, out of the 9 million truck operators, how many trucks would we have on a platform? So that gives us an idea in terms of from existing truck operators, there's further scope there apart from adding on new truck operators. If you can give some numbers on that. Just correcting the numbers. Yeah, just correcting the numbers there. India has 3.5 million truck operators who own 12.5 million trucks in the country, right? So of this 3.5 million truck operators, right, on a monthly transacting active is roughly 700,000 users, which is 20%. This is what I was mentioning, right? The 1 million number was full financial year 2024, which was the annual transacting truck operators. More relevant number is a monthly transacting truck operator because their business and everything happens on a monthly basis, right? So we have, from a truck operator share perspective, you can assume we have close to about 20% share. Number one. Number two, of the visibility of fleet, what we have in terms of he either taking a FASTag or putting a truck on GPS on the platform, the visibility of what trucks we have of the truck operators who transact roughly 7 lakh truck operators, the ratio is roughly closer to two trucks per truck operator on our platform, right? That is only for the trucks which he's putting it up for use case with us. What we believe through our research is that he typically would be having another one or two trucks more as well, right? So I would assume a similar market share from a truck share perspective as well, which is roughly in the range of 20% as well. Right. Right. Okay. Okay. Just last question. I was just going through your application. So the INR 700, which is the platform fee. So is it a recurring basis or is it just one-time? If I have to onboard a truck, that's a one-time fee I have to pay? Yeah. So on tolling, obviously, there are various different charges. The charge which you are referring to, that charge is a one-time fee to buy a tag from us and use the platform for tolling. Yeah. And the way charges work on the platform, just to explain, elaborate, our app is more like, let's say, more like an à la carte. You come in, you can use the app for free. The only service which is fully freely available, you don't have to pay even a single rupee, is the lowest tier of the marketplace program, which is not a premium program, it's a standard program, where you can come, you can see loads, and get in touch with the shippers on the platform, right? Other than that, if you have to use anything else, assuming that you need to buy a fuel sensor, you need to request for a fuel sensor. Fuel sensor will be installed in your truck, and then you can start seeing the fuel sensor product, right? So if you pay for fuel sensor, fuel sensor will get unlocked. If you want to buy a FASTag from us, you pay the platform fee for FASTag of INR 700, and then you start, get a FASTag from us, and you start using the FASTag on the platform, right? So it's more like there's no mandate that somebody has to come and use everything. He can come, select what he wants to use, and start using that platform. Obviously, shorter answer, 700 is the one-time fee for the FASTag what he's buying from us. Okay. Sure. Thank you so much, and I wish you all the best. Thank you. The next question is from the line of Devender Wadhwa from Value Prolific. Please go ahead. Hello. I saw you were audible. You may proceed. Sir, I just wanted to ask that I just want to understand how you partner with the FASTag companies and how is your business model different from the other banks that's who's providing FASTags? Yeah. So basically, first thing is that in terms of differentiation, I'll answer the differentiation question, and then I'll ask the partnership question. We as a company have solely focused on the truck operator as a customer segment, and we are cracking everything for them. Now, when it comes to tolling, right, if you look at a truck operator, a truck operator is a 100 times more powerful user than a car FASTag user. Car FASTag user annually probably spends INR 5,000-INR 10,000 on a FASTag. A truck operator who has three trucks, average monthly is INR 16,000 per truck. Three trucks monthly is INR 48,000-INR 50,000. Annually is INR 6 lakh, right? And average swipe value ranges in the range of INR 500-INR 800 for a truck operator, right? So any sort of issues, double deduction issues, right, and in terms of incremental value-added services as a truck, what he really needs, we are the only company which is building very specific FASTag-specific value-added services for this on the platform. And to support such a user, we also have a very strong on-ground network of close to 10,000 physical touchpoint networks. So this is the differentiation which he gets, which is not there with any other competing tag. And this is the reason why we've gained market share tremendously. That's the answer to the second question. Answer to the first question is that how do we partner? We have partner banks on the backend whose tag we use, whose prepaid switch we use. Technically, the tag is from the bank, but it's a white label tag with the value-added services with the front-end customer interface of the mobile app and the on-ground network. It is the BlackBuck app which he uses to do the tolling end-to-end, right? So we have two partner banks, one PPI issuer we have partnered with to do tolling. So we have three partners live as we speak on tolling on the backend. Okay. Okay. My next question is that we know that you are entering into the NBFC business. So why can't we do just like channelizing the fund and arranging loans? Entering into NBFC, we are getting exposure of loans in our books. So can't we do by just being a channel partner, not entering into NBFC? Of course. I mean, your question is absolutely right. We as a company do not have aspirations to be a large NBFC. We as a company are doing majority of the business, as I mentioned before also, roughly in the lifetime of the vehicle finance business we have done over the last two years, only 8% of the loans, right, have been originated on our balance sheet. A lot of that has been originated for compliance because as an NBFC, you need to kickstart a business and demonstrate more than 50% of your assets are deployed in NBFC-oriented nature of business. So as a first quarter of call, NBFC is not the mainstay business. 92% + of the business has been originated as a channel partner to the banks and NBFCs we have partnered with. We make our majority of the revenue stream there comes from origination fee income and the loan management fee income. That's the core business model which you are rightly guiding to. And we use the NBFC only to launch a new partner, to build new processes, right? That's the use case of the NBFC, but not to build a balance sheet-heavy business and to really outscale that. And hence, you will never see a lot of growth in the NBFC business. It will only be used as a partner development or a product development lever in our business. Okay. Got it. Thank you. Thank you. As there are no further questions, I would now like to hand the conference over to the management, Mr. Yabaji, for closing comments. Over to you, sir. Yeah. Thank you so much for joining our call. And this was our first earnings call in the public markets. I think we released the results just very close to 10-15 minutes just before the earnings call start. I think that was a miss from our side. I think we will ensure that results are released one and a half to two hours before the earnings call presentation, and because this time we had a very short time to get prepared, that was a miss from our side. We'll ensure we'll not repeat this as we move forward, and yeah, I think we are back to BAU after the whole IPO journey, which took out a bit of mindshare from execution, but I think we are back, heads down, executing from the last two weeks, and yeah, and focused on really building the future of trucking for India because lots of work to do. Thank you so much for attending the call, and see you the next quarter. Thank you. On behalf of Zinka Logistics Solutions Limited, that concludes this conference. Thank you all for joining us. You may now disconnect your lines.