 Happy evening. We build Bharat Matrimony.com and most of other brands. We run multiple brands. Bharat Matrimony, a flagship brand. We run various brands like Tamil Matrimony in Tamil Nadu, Telugu Matrimony in Andhra. We have an exclusive Matrimony site for Rich and Affluent under the brand called Elite Matrimony. We also have 300 plus community sites. We do promote some of these community Matrimony sites like say Nair Matrimony or Iyer Matrimony.com. So we build our brands largely through TV advertisements. We are one of the yearly movers in the online space, being in this space for almost 20 years. We listed our company a couple of years before. So things are changing. You all know that today youngsters are moving into mobile and online. But still we do believe TV is the most effective medium to build a brand. So when you started a company, initially you are targeting parents and that has changed. Today most of our target audience are singles. Today Matrimony.com almost 70% of the profiles what we get are through individual or single registering by themselves. Today they are good market share, almost 60% market share in the matchmaking space. Till recently the brands built through various advertisements and two years ago we got one of the iconic cricket player, Yamaz Dhoni, who is a brand ambassador. We launched a campaign called Find Your Equal. That campaign doing well. Today we get close to 1 million members signing up on a quarterly basis. And the good thing that today the brand has built over a period of time, we get almost 80% of the 1 million plus members signing up are through direct sources. Meaning like people come to our website creating a profile or people searching for brand names or registering or downloading our app. So that's the power of brand what we created. The digital contributes only around less than 20% of profile acquisition is largely through the brand building what we have done. Why TV is still relevant today? There's no other better way to reach our target audience in a cost-effective way than TV. Because TV the advantage is that we know that who is our target audience and we can choose and we can decide what is the effective reach, whether you want to reach them 3 times or 5 times and which is able to do it in the TV medium. And also I said the cost per reach we still believe the TV is the better compared to the digital forms of advertisement. And also know for sure that when you advertise you know that 8 to 10 o'clock we know that the spots were run compared to digital. We don't know sure whether what and the people are watching. While the TV thing is that we know for sure that people have seen the advertisement. If you go to other digital advertisements whether you know on the side the TV commercial will be playing. Sometimes the playing without even the sound is playing in the mute. But contrary to the TV since people are watching it you know for sure that people are looking at our commercial. And also the storytelling is effective only in the TV medium. Because at digital the people skip the advertisements. They watch for you know 10 seconds you know people skip the advertisements. If you really want to communicate your story it's possible in the TV channel. The digital in my view that it's not possible. And also the most importantly the perception. The perception what you can create through to your advertisement the largeness comes. It's not possible in my view with the digital advertisement. I just saw the article about the Facebook water results. The number of advertisers on Facebook jumped from 2 million into 4 million. Look at the number of advertisers on Facebook. So when it comes to TV it's not possible that not anyone can come on the TV. The perception what you can get the largeness of the brand. That's possible only in the TV medium. So for all the reason they talk about whether the cost per reach. And know for sure you are able to reach the right target audience. And how many times you are able to reach the target audience. Whether the storytelling is no effective in the TV advertisement. Plus as I told you the largeness of the brand comes only with the TV advertisement. For all the reasons TV advertisement is the most effective way to build a brand. What are the challenges definitely there are challenges we all know that. Today well the brand like matrimony.com where 70% of the audience are the members are creating a profile for themselves. You know that these audience the core target audience. They are definitely moved to mobile. They are definitely moved to mobile and you know the 4G smart phone. All these things causing an effect on the number of minutes. Or the time they spend on watching the TV channels. There are multiple platforms you know that. And so many channels and so many what it is platform. There's a multi-screen. But still to watch TV. But it's important that you have to understand what channel they watch. When they watch. You have to understand these things. And effective media planning becomes very critical. In the changing scenario of youngster moving to mobile and smart phones. Say there's something very very critical. If you are the effective media planning. To reach your target audience. TV is still by far the best way to reach your core target audience. So what you do is since you have millions of members. We do reach out to members. Ask questions on what channel they watch. When they watch. So we take those insight from our target audience. Or already with us. To do the effective planning of our media buying. And the media strategies. And one of the challenge on the advertisement advertisement. Whether be it a TV or whether digital. It's a return on investment. The return on investment whether is what is better. Whether the TV is better. Whether the digital is better. I think one common code or thing everybody knows about the advertisement. You know that even TV advertisement you know that it's works. But we don't know which. I know the 50% of the advertisement work. I don't know which 50% it is this case. With the digital as well. You could return on investment. Both TV and digital is a negative return on investment. But definitely it is a brand over a period of time. As I said 80% of 1 million customers who resist on our matrimonial sites. Come directly or search for our brand name. Today the brands have become a synonym of the category. People type BharatMatrimonial.com. It's not looking for typing that I'm looking for Indian girl. Or looking for the bride or groom. Just simply type our brand name. Today we are able to drive the benefit of. The majority of the core audience are coming and directly creating a profile with us. So the thing is that. Advertisement is the TV advertisement in my view. Is the best way to build a brand. What are the. My recommendation for the people looking at the TV advertisement. A TV advertisement is as I said is buy for the best way to brand building. The digital advertisement can be supplement. To your brand building exercise. Keep the TV advertisement as the core. Today we spend almost more than under crore on advertisement per year. Out of that almost 80% is spent on TV advertisement. Another 20% is spent on digital. So digital can be a supplement to your TV advertisement to build a brand. So build a brand. And if you are a brand we are online. So we can use SEO and SCM. Which is no search engine marketing or search in optimization. To convert the brand what is built into a business. So build a brand through TV and digital supplement. And convert through those brand building things what you have done. Through to business by your SEO and SCM strategy. Because that works for BharatMathryami.com. Not every brand may be online brand. In this case you have to figure out whether you have any effective. SEO, SCM strategy. So that what I would say that. Since there are TV channels here. I have some suggestion for the TV channel as well. Because considering that today you all fight a monster called digital. And OTT platform. And what's happening that 10 years ago advertisement very easy. The number of channel as someone said there are 700 plus channel today. It was not the case. 10 years ago with a limited channel. In Tamil Nadu where I come from. You put advertisements and TV is good enough. We pretty much covered almost 80% of the market. Today there are so many channels. So it's increasingly difficult. It's becoming difficult for the people like us. There are so many channels to advertise in every market. And not only that. What's today the channels are doing. They are splitting the audience between the SD channel and HD channel. And today not only that there is SD channel and HD channel. Today they are the own OTT channels. So what happened to reach the same audience which you are reaching 10 years ago. Today you have to invest behind the multiple properties. So what should not happen. The way you are trying to splitting and monetizing. That not pay way for digital becoming all the more effective. In fact looking at can we give the best reach for the advertiser. So instead of splitting it and keep increasing. Because fighting three battles. The one in that the cost is keep on increasing every year. On the other hand that the channels are splitting between the SD channel and HD channel. Then the digital channel. So it's becoming digital. So it's becoming increasingly difficult. So it's not happening tomorrow. On the other hand. The digital becoming more and more innovative. Today I had a meeting with one of the top digital company yesterday. They told yeah we can still able to do what the start for doing. In fact they had a meeting yesterday. They came. You advertise on start for IPL. This is what able to they give. The same thing you spend money on the online property what you have. We could able to do that in a probably a certain cost. But what's not happen tomorrow that the digital becoming all the more viable economy. Because the way things are happening on the TV channel. That's not become you know the you know. Giving that opportunity for digital becoming a much more effective. I just because it's become difficult for us. Because we have multiple brands advertise. So it's becoming challenge for us. That's my request to the TV channel. That you know see whether how we can give the maximum benefits for the advertiser. We have been spending a lot of money on the TV channel. We continue to believe TV is the best way to do the brand building. It definitely works because a long time brand building can happen only through TV advertisements. While there may be cases of people would have built brand through digital advertisement. But I'm a strong proponent of TV is the best way forward to build a brand. As I told you the points I told you cost per reach. You know for sure you are reaching target audience. You know how many times you would reach the storytelling. And more importantly that perception what you can be able to build out of advertising on TV channels. All the more effective. And also the another point is that when people are watching a TV channel. Then they know they have time and they want to spend there. You know want to watch it is so for something like that. It's not the case with the digital because we go to various sites and all the thing. The ads are shown even you are not in a frame of mind to consume that particular advertisement. So TV is the way forward. I just want to take you to some of the advertisements what you have done in the past. Initially you are just targeting parents. How we have used TV commercial to build a brand. It's not really build a brand build the perception. Because what is the word brand is trying to do. The brand is trying to build a perception about the brand in the consumer minds. I just want to show a couple of commercial what you have done to showcase that what you have done in order. Can you just play those commercials? Can someone help me with the commercial? So as I told you we have pioneered the brand way back in 2000s. Initially our challenge was how to move the consumers from print into online matrimony. So initially our target audience was parents. So just move on to the next page. And this commercial it took in 2013. Because one of the core insight was that the marriages are happier and successful. If you get married to someone who cares for what you love. This commercial was rated as one of the top 10 commercial by economic times. Can I play the commercial? Can someone help me to play the commercial? Can someone play the commercial possible? This commercial basically the girl is coming back from work. And the conversation between the parents and the son saying that the girl needs to still work. Because you got the promotion that Sudha needs to still work. Then the son is saying that to his father daddy that she is working because not for money. She is working because she likes to work. Because the insight was that the girls wants to work after marriage. And many times you know kind of once they get married that the groom side you know they don't want the girls to work. The insight was that if you get married to someone who really cares for what you love. It could be that you want to work after marriage. Or someone could be an entrepreneur who wants to be an entrepreneur. Then you get to marry to the girl. In my case before I got married I got married to Bharatmati Muinat. I told my wife I want to be an entrepreneur. My wife was working with that thing. So otherwise it could have been challenging my family life. So basically you get married to someone to support what you are really passionate about. That was a commercial. And I don't know whether the problem is playing in the commercial. But you can watch it. That this commercial was one of the best commercials by economic times. I said you topped in commercial. The next commercial was we want to communicate the largences of brand Bharatmati Muinat. We have lakhs of choices. And we want to give the individual control over what kind of life partner you want to choose. So basically lack of my ache. So here the maasi is trying to find a match. Typically happens in any Indian family that you know and trying to help you to get married. Then she is telling to a maasi that maasi why only limited choice. I have a lakh plus choice on the Bharatmati Muinat.com. So you want to communicate the largences of the brand. The lack of my ache commercial did very well for us. The next commercial obviously the commercial currently run with the iconic Indian crickets sports star. The inside came from a consumers. What are the inside is that the girls are looking for equality in the relationships. There is no more of that you know the man being a superior and the woman being inferior. That you know today the girl saying that look I want equality in the relationship. This commercial portrays about the equality in the relationship. Here in the commercial our donies helping our spouse are supposed to be. The girl dreaming about the kind of life partner she is aspiring to get married to. Our donies in the commercial you know helping the spouse in all different walks of life. And this commercial will find your equal. It's not only that we run the commercial. We also translated that insight into the product offering. What we did is in Bharatmati Muinat.com we're asking both men and women particularly men. What is their views on equal relationship. That you know we're asking all these questions they need to select some other questions. You know it's not that they can take more kitchen every question. Yes I'm supportive of our interests and hobbies. I'm supportive of our career. I respect our personal space. We also participate in the household chores. And so these are some other things. So it's basically the woman looking at the men's profile to know what is the views of men with respect to equality. So it's not only that you know communication in terms of the TV saying that okay there's equality. We also got that insight embedded into the product so that you know people the girls know that what is the men's views on equal relationship. And this is another commercial which run for Maharashtra. It's the actor's Murunmai Despande. She got married through MarathiMati Muinat.com. So we run this commercial in the Maharashtra to communicate. There are people are all walks of life who are getting married through Bharatmati Muinat. In this case Marathi Mati Muinat. As I said we have a lot of sites like community matrimony or 300 plus sites on community matrimony. This commercial community matrimony is a Christian matrimony commercial. And we run a commercial for divorce matrimony. One of that site is divorce matrimony which is India's largest website for while one hand we're helping millions of Indians to find a life partner. So India thankfully the diverse rate is less than one percentage or little over one percentage. But the diversity is increasing. We also want to help the people who are diverse for whatever reasons to find a life partner again. So this commercial also has kind of come up again. I wish we can play the commercial. How to overcome the stigma attached to divorce and help people to find a life partner. So basically we have taken so many commercials for different communities or different languages. As I said Tamil matrimony we have a lot of commercials. Telugu matrimony, Kerala matrimony so many commercials. We probably taken probably 40-50 commercials in the last couple of years. So we use TV advertisement as the most effective way to build a brand. So this is what I want to say and thanks for this opportunity. Thank you so much.