PRIVATE CLIENT RESEARCH

INITIAL PUBLIC OFFER

MARCH 20, 2018

IPO NOTE ICICI SECURITIES LTD

Jatin Damania SUBSCRIBE
jatin.damania@kotak.com COMPANY BACKGROUND
+91 22 6218 6440
ICICI Securities is a leading technology-based securities firm in India that offers a
wide range of financial services including brokerage, financial product distribution
and investment banking and focuses on both retail and institutional clients. The
company has been the largest equity broker in India since fiscal 2014 by brokerage
revenue and active customers in equities on the National Stock Exchange (Source:
CRISIL), powered by their significant retail brokerage business, which accounted
for 90.5% of the revenue from their brokerage business (excluding income earned
on the funds used in the brokerage business) in fiscal 2017. As of September 30,
2017, ICICIdirect, their award winning proprietary electronic brokerage platform,
had approximately 3.8 million operational accounts of whom 0.7 million had
traded on NSE in the preceding 12 months. Since inception, the company has
acquired a total of 4.4 million customers through this platform as of September
30, 2017.
Details of Offer
Particulars Details
Price band (Rs/share) 519-520
Date of the issue 22nd March 2018 -26th March 2018
No. of shares pre-issue (nos. mn) 322
No. of shares post-issue (nos. mn) * 322
Book Building
QIBs 75%
Non-Institutional 15%
Retail 10%
Lead managers DSP Merrill Lynch, Citi, CLSA, Edelweiss, IIFL & SBI Cap
Source: Company RHP

Shareholding pattern
Pre issue Post issue
Promoter holding (%) 100 76.02
Public shareholding (%) 23.98
Total (%) 100 100
Source: Company RHP

Management Team
Name Designation Background
Shilpa Naval Kumar Managing Director and A graduate diploma in management from Indian
Chief Executive Officer Institute of Management Calcutta. She has
previously worked with ICICI Bank for over 27 years
in the areas of planning, project finance, corporate
banking and treasury at ICICI Bank.
Harvinder Jaspal Chief Financial Officer He holds a bachelor’s degree in engineering from
Maulana Azad College of Technology, Bhopal and
holds a post graduate diploma in business
management from Indian Institute of Management
Society, Lucknow. He has previously worked with
ICICI Prudential Life Insurance Company Limited for
approximately 10 years in the finance and accounts
division.
Raju Nanwani Company Secretary He holds a bachelor’s degree in commerce from the
University of Mumbai and holds a bachelor’s
degree in law (general) from University of Mumbai.
He has over 19 years of experience in capital
markets and financial services industry.
Source: Company RHP
 INITIAL PUBLIC OFFER March 20, 2018

STRENGTHS
Largest Equity Broker in India Powered by their Proprietary Technology
Platform: ICICIdirect
ICICI Securities has been the largest equity broker in India since fiscal 2014 by
brokerage revenue and active customers of approximately 0.7 million had traded
on the National Stock Exchange (Source: CRISIL) in the preceding 12 months,
powered by their significant retail brokerage business. The company’s retail
customers accounted for 94.3%, 93.2%, 93.0%, 91.9%, 90.5% and 89.0% of
the revenue from its brokerage business (excluding income earned on funds used
in the brokerage business) in fiscals 2013, 2014, 2015, 2016 and 2017 and the six
months ended September 30, 2017, respectively. The company was also one of
the pioneers in the e-brokerage business in India, having started offering online,
real-time execution of trades on stock exchanges in fiscal 2000 through
ICICIdirect. ICICIdirect, which is their award-winning proprietary electronic
brokerage platform, provides approximately 3.8 million customers (as at
September 30, 2017) access to a wide range of products and services. ICICI
Securities electronic brokerage platform is backed by robust infrastructure and has
processed, at peak usage, over 1.9 million orders and trades in a day.
Natural Beneficiary of Fundamental Transformation in the Indian Savings
Environment
The Indian economy is the fourth largest economy in the world in terms of GDP at
purchasing power parity, with an estimated GDP, in purchasing power parity
terms, for 2016 of approximately US$ 8.70 trillion (Source: CIA World Factbook,
as of November 14, 2017). Further, India has historically been and is expected to
continue to be a high savings economy with household savings as a proportion of
GDP at approximately 19% in 2016, as compared to 9% in USA, 6% in Brazil and
a global average of 9% in 2016 (Source: EIU). The share of financial savings as a
proportion of household savings has increased steadily from 31.1% in fiscal 2012
to 41.5% in fiscal 2016. The company believes that given their strong brand name,
large registered customer base, wide range of products across asset classes and
complimentary advisory services positions it to be the natural beneficiary of these
transformational changes in the Indian savings markets. The company’s average
daily turnover for cash equity and equity derivatives traded by their customers (i.e.
excluding any proprietary trading) increased from fiscal 2013 to the six months
ended September 30, 2017, at a CAGR of 61.4% as compared to the
corresponding market ADTO which increased at a CAGR of 38.6% (Source:
CRISIL).
Strong and Growing Distribution Business with an “Open-Source” Distribution
Model
The company has a strong and growing distribution business, where they
distribute third-party mutual funds, insurance products, fixed deposits, loans and
pension products to their retail customers for commission income. The company’s
revenues from the distribution business has increased from Rs 1,621.4 million in
fiscal 2013 to Rs 3,500.6 million in fiscal 2017 and were Rs 2,068.6 million in the
six months ended September 30, 2017. Revenue from the distribution of third-
party mutual funds accounted for 36.7%, 47.3% and 59.2% of its revenue from
the distribution business in fiscal 2013, 2017 and the six months ended September
30, 2017, respectively. The company has adopted an “open-source” distribution
model with respect to all its distribution products, except insurance products,
pursuant to which the company does not distinguish between the third-party
partners whose products they distribute based on affiliation. They also provide
their customers with recommendations of mutual funds based on various
qualitative and quantitative parameters. As a result of these factors, they are the
second largest non-bank distributor of mutual funds in India, in terms of the
revenues from such distribution of mutual funds, in fiscal 2017 (Source: CRISIL). In
addition to their strong online presence, their distribution business is supported by
their nationwide network, consisting of over 200 of their own branches and over
4,600 sub-brokers, authorised persons, IFAs and IAs as at September 30, 2017.
The company believes that their network enables them to augment the reach of
Kotak Securities – Private Client Research Please see the Disclosure/Disclaimer on the last page For Private Circulation 2
 INITIAL PUBLIC OFFER March 20, 2018

their electronic brokerage platform and also provides them with a way to drive
trading volume to their electronic brokerage platform.

STRATEGIES
Strengthen Leadership Position in the Brokerage Business
The company intends to strengthen its leadership position as the largest equity
broker in India by brokerage revenue and active customers in equities on the NSE.
In particular, they aim to enhance their market position in the growing retail
brokerage segment while continuing to focus on increasing their market share in
the institutional brokerage business. In retail brokerage business, the company
expects to continue to focus on acquiring and retaining customers, product
innovation, leveraging their electronic brokerage platform and brand to acquire
customers through their physical network, and analyzing customer behaviour and
tailoring recommendations. Through these strategies, the company aims to
increase their customer base and the frequency of transactions entered into by
their existing customers, thereby leading to higher retail brokerage revenues.
Continue Investing in Technology and Innovation
As one of the pioneers in the e-brokerage business and given that a large majority
of customers interact with them through their electronic brokerage platform, the
company needs to continuously invest in technology to ensure that they provide
their customers with a fast, seamless and secure experience. The company plans
to continue making investments in the IT infrastructure underlying their electronic
brokerage platform to augment capacity, deliver innovative products and improve
the user interface across devices. They also aim to increase the use of technology
in other parts of their business to optimise their operations, reduce costs and
errors, including in the areas of sales, customer relationship management,
information security and risk management. As customer base increases, the
company will have access to an increasing amount of data. ICICI Securities intends
to continue investing in their analytics capabilities to ensure that they are able to
gain actionable insights from such data.
Strategically Expand Financial Product Distribution Business through Cross-
Selling
The company intends to maintain the growth momentum in their financial product
distribution business and evaluate new opportunities to expand. ICICI Securities
believes that their significant retail brokerage customer base presents them with
significant potential to cross-sell third-party financial products. In particular, the
company believes that certain asset classes are underpenetrated among their
customer base and they will leverage their analytics capabilities to selectively target
customers based on their likelihood to purchase such products. The company also
intends to continue working with third-party providers to increase the number of
products available to their customers. The growing urbanisation and increasing
affluence are poised to benefit Tier-II and Tier-III cities, and increase retail
participation in financial instruments in such cities. To benefit from this trend, the
company will explore the expansion of their distribution network in such cities to
increase their customer base, including through the opening of new branch
offices, increasing their penetration in ICICI Bank branches, or through additional
sub-brokers, authorised persons, IFAs and IAs.
Diversify Revenue Streams and Continue Reducing Revenue Volatility
Over the years, the company has been working on diversifying its revenue streams
to reduce volatility in revenues associated with their brokerage business by
increasing the contribution from distribution and investment banking businesses.
As a result, the contribution of brokerage business to overall revenue has
decreased from 70.3% in fiscal 2013 to 62.6% in fiscal 2017. Within the
distribution business, the company will continue to offer new products and
services to reduce reliance on particular products. They also have increased their
focus on products that provide them with recurring revenue like mutual funds,
long-term life insurance policies and portfolio management services. Finally, the
Kotak Securities – Private Client Research Please see the Disclosure/Disclaimer on the last page For Private Circulation 3
 INITIAL PUBLIC OFFER March 20, 2018

company aims to increase the adoption by their customers of SIPs, pursuant to

which their customers regularly invest funds into mutual funds and which provides
them with revenue visibility.

VALUATIONS
At the higher end of the issue price of Rs 520 per share, the stock is being offered
at 31.5x 9MFY18 annualized earnings. In the past two years, the broking industry
in India has witnessed growth in terms of increase in new accounts, higher income
from distribution business and sharp rise in primary market transactions. Activities
in the capital markets business will remain a direct beneficiary of an improving
macro environment, shift from physical assets to financial assets and stable
government and its policies. Given ICICI Securities presence across the different
segment and its customer base helps the company to explore new opportunities.
We recommend Subscribe to the issue.

FINANCIALS
Income Statement
Y/E Mar (Rs Mn) FY15 FY16 FY17 9MFY18
Revenue from operations
(a) Brokerage income 7,554 6,607 7,759 7,490
(b) Income from services 3,363 3,499 4,983 4,694
Total Revenue 10,917 10,107 12,742 12,184

Expenses
(a) Employee benefits expenses 3,921 4,014 4,847 4,148
(b) Operating expenses 1,045 1,015 1,290 1,103
(e) Other expenses 2,158 2,058 2,244 1,603
Total expenses 7,124 7,087 8,380 6,854

EBITDA 3,793 3,020 4,362 5,330

EBITDA Margin (%) 35 30 34 44

Depreciation 163 160 155 116

EBIT 3,630 2,860 4,207 5,214

Finance Costs 311 258 287 352

Other Income 1,178 1,139 1,301 1,263

Profit before tax 4,497 3,741 5,220 6,126

Tax expense
(a) Current tax 1,631 1,475 1,904 2,216
(b) Deferred tax (73) (122) (69) (81)
Total tax expense 1,558 1,354 1,835 2,135

Profit after tax 2,939 2,387 3,386 3,991

Source: Company RHP

Kotak Securities – Private Client Research Please see the Disclosure/Disclaimer on the last page For Private Circulation 4
 INITIAL PUBLIC OFFER March 20, 2018

Balance Sheet
Y/E Mar (Rs Mn) FY15 FY16 FY17 9MFY18
EQUITY AND LIABILITIES
Shareholder's funds
(a) Share capital 1,611 1,611 1,611 1,611
(b) Reserves and surplus 1,912 2,371 3,285 5,141

Non-current liabilities
(a) Other long term liabilities 525 628 827 846
(b) Long-term provisions 161 268 338 398

Current liabilities
(a) Short-term borrowings 2,265 1,729 3,954 8,607
(b) Trade payables
(i) Micro, small and medium enterprises 0 0 0 0
(ii) Others 5,569 5,925 8,699 10,397
(c) Other current liabilities 1,545 1,402 1,710 2,129
(d) Short-term provisions 41 42 51 89

Total 13,629 13,975 20,474 29,217

ASSETS
Non-current assets
(a) Fixed Assets
(i) Property, plant and equipment 253 251 242 261
(ii) Intangible assets 96 103 104 102
(iii) Capital work-in-progress 7 4 1 35
(iv) Intangible assets under development 30 20 28 24

(b) Non-current investments 12 12 21 19

(c) Deferred tax assets (net) 387 509 578 659
(d) Long-term loans and advances 1,147 1,293 1,362 1,233
(e) Other non-current assets 162 270 812 49

Current assets
(a) Current investments 0 0 1 1,000
(b) Stock-in- trade 338 1,413 311 291
(c) Trade receivables 1,731 2,933 7,101 3,559
(d) Cash and bank balances 8,531 6,394 8,824 14,303
(e) Short-term loans and advances 310 254 359 6,789
(f) Other current assets 625 519 734 892

Total 13,629 13,975 20,474 29,217

Source: Company RHP

Cashflow Statement
Y/E Mar (Rs Mn) FY15 FY16 FY17 9MFY18
Cash flow from operating activities 2,213 2,322 1,653 (268)
Cash flow from investment activities 889 (165) (170) (1,159)
Cash flow from financing activities (3,315) (2,715) (541) 2,203
Net change in cash & cash equivalents (214) (557) 942 776
Cash & cash equivalents at the end of the period/year 821 264 1,206 1,982
Source: Company RHP

Kotak Securities – Private Client Research Please see the Disclosure/Disclaimer on the last page For Private Circulation 5
 INITIAL PUBLIC OFFER March 20, 2018

RATING SCALE
Definitions of ratings
BUY – We expect the stock to deliver more than 12% returns over the next 12 months
ACCUMULATE – We expect the stock to deliver 5% - 12% returns over the next 12 months
REDUCE – We expect the stock to deliver 0% - 5% returns over the next 12 months
SELL – We expect the stock to deliver negative returns over the next 12 months
NR – Not Rated. Kotak Securities is not assigning any rating or price target to the stock. The report has been prepared for information
purposes only.
SUBSCRIBE - We advise investor to subscribe to the IPO.
RS – Rating Suspended. Kotak Securities has suspended the investment rating and price target for this stock, either because there
is not a Sufficient fundamental basis for determining, or there are legal, regulatory or policy constraints around publishing,
an investment rating or target. The previous investment rating and price target, if any, are no longer in effect for this stock
and should not be relied upon.
NA – Not Available or Not Applicable. The information is not available for display or is not applicable
NM – Not Meaningful. The information is not meaningful and is therefore excluded.
NOTE – Our target prices are with a 9-month perspective. Returns stated in the rating scale are our internal benchmark.

FUNDAMENTAL RESEARCH TEAM

Sanjeev Zarbade Ruchir Khare Amit Agarwal Nipun Gupta K. Kathirvelu
Capital Goods, Engineering Capital Goods, Engineering Logistics, Paints, Transportation Information Technology Production
sanjeev.zarbade@ kotak.com ruchir.khare@ kotak.com agarwal.amit@ kotak.com nipun.gupta@ kotak.com k.kathirvelu@ kotak.com
+ 91 22 6218 6424 + 91 22 6218 6431 + 91 22 6218 6439 + 91 22 6218 6433 + 91 22 6218 6427

Teena Virmani Ritwik Rai Jatin Damania Jayesh Kumar

Construction, Cement FMCG, Media Metals & Mining Economy
teena.virmani@ kotak.com ritwik.rai@ kotak.com jatin.damania@ kotak.com kumar.jayesh@ kotak.com
+ 91 22 6218 6432 + 91 22 6218 6426 + 91 22 6218 6440 + 91 22 6218 5373

Arun Agarwal Sumit Pokharna Pankaj Kumar

Auto & Auto Ancillary Oil and Gas Midcap
arun.agarwal@ kotak.com sumit.pokharna@ kotak.com pankajr.kumar@ kotak.com
+ 91 22 6218 6443 + 91 22 6218 6438 + 91 22 6218 6434

TECHNICAL RESEARCH TEAM

Shrikant Chouhan Amol Athawale
shrikant.chouhan@ kotak.com amol.athawale@ kotak.com
91 22 6218 5408 + 91 20 6620 3350

DERIVATIVES RESEARCH TEAM

Sahaj Agrawal Malay Gandhi Prashanth Lalu Prasenjit Biswas, CMT
sahaj.agrawal@ kotak.com malay.gandhi@ kotak.com prashanth.lalu@ kotak.com prasenjit.biswas@ kotak.com
+ 91 79 6607 2231 + 91 22 6218 6420 + 91 22 6218 5497 + 91 33 6625 9810

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 INITIAL PUBLIC OFFER March 20, 2018

Disclosure/Disclaimer
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