# 1. Financial Performance ## A. Key Figures * **Revenue:** **₹206 Cr** Q2 FY'26 (+11% YoY) * **EBITDA:** **₹2 Cr** Q2 FY'26 (+18% YoY) · **29% margin** (+221 bps) * **PAT:** **₹24 Cr** Q2 FY'26 (+22% YoY) · **12% margin** * **EPS:** **₹7.25** Q2 FY'26 (+24% YoY) * EBITDA (Q2): ₹60 Cr (+18% YoY) ## B. Revenue Growth * **Diversified Segment Strength:** Robust top-line growth driven by strong performance in both **radiology and pathology segments**, underpinned by strategic test mix optimization. * **Pricing Power:** Mid-single-digit price growth achieved in H1, supported by WPI-linked escalations in contracts and sustained demand for high-value tests. * **Value-Based Mix Shift:** Revenue per test rising due to focus on **high-priced, high-value tests**, amplified by physician engagement and retail team execution. ## C. EBITDA & Margins * **Margin Expansion Trajectory:** EBITDA margin improved significantly on cost discipline and operating leverage, with ROCE approaching **15%** and expected to strengthen. * **Operational Excellence:** Strong execution and cost leadership continue to drive profitability, with margin expansion outpacing revenue growth. ## D. Profit After Tax * **Bottom-Line Acceleration:** Net profit growth outpaced revenue, reflecting operating leverage and effective tax management, with EPS nearly tripling YoY. ## E. Cash Flow & Receivables * **Working Capital Unlock:** Receivables expected to decline to **~100 days**, generating **~₹100 Cr** in working capital release to fund Rajasthan expansion. --- # 2. Retail & Direct-to-Consumer ## A. Key Figures * Retail Revenue: ₹18 Cr for the quarter * **Retail Contribution:** **~8%** of total revenue (H1 FY26) → targeted **8%–10% by FY26**, **15%–20% in FY27** ## B. Revenue Contribution * **Robust DTC Momentum:** Direct-to-consumer business delivered strong quarter-on-quarter growth, driven by rising patient volume and recurring customer engagement. * **Strategic Brand Leverage:** Expansion focused on high-recall regions—Maharashtra, Punjab, Assam, Odisha—amplifying reach through trusted stakeholder relationships. * **Dual-Mode Growth Engine:** Retail growth fueled by a hybrid model combining legacy infrastructure with AI-driven, patient-centric innovations enhancing accessibility and value delivery. * **Senior-Centric Value Proposition:** Retail offering resonates strongly with senior citizens, enabling differentiated market penetration and expanded customer base. ## C. Touchpoint Expansion * **Rapid National Footprint:** Network scaled to **over 2,800 touch points** in one year via asset-light, partnership-led models including franchises, phlebos, and KRC centers. * **Scalable Workforce Development:** One of the sector’s largest upskilling initiatives underway, building deep talent pools across technical and operational roles. * **Phlebo Fleet Optimization:** Strategic deployment of phlebotomists—leveraging existing PPP resources and expanding selectively—to balance coverage, cost, and margin sustainability. ## D. Margin Accretion * **Margin Turnaround Achieved:** Retail segment has turned **margin accretive** and is no longer a loss-making unit, reflecting improved operational efficiency. * **Operating Leverage Emerging:** Margins expanding alongside revenue growth, with further upside expected from scale, shared infrastructure (e.g., RPL), and the **Rajasthan contract rollout**. * **Investment Phase Underway:** Elevated OPEX persists due to brand building, AI integration, and retail setup costs, but breakeven is anticipated in coming quarters. * **Growth-First Margin Strategy:** Despite near-term cost pressure, company is prioritizing scale—adding manpower and centers—to capture momentum and solidify market position. --- # 3. Segment & Service Performance ## A. Key Figures * B2G Revenue Growth: **lower in the region of 2%** (ex-receivables impact minimal) ## B. Radiology & Pathology * **Sustainable Model in Capital-Intensive Segment:** Maintains steady growth and competitive margins despite operating with **40–60% lower pricing** than peers, underscoring operational efficiency and cost leadership. ## C. B2G & PPP Growth * **Unmatched Leadership in Public Healthcare Delivery:** Positioned as the leading quality-driven diagnostics provider in government partnerships, with no peer matching its scale, accessibility, and quality in B2G/PPP space. * **Near-Term Revenue Inflection from PPP Projects:** Several marquee PPP projects underway, expected to deliver meaningful revenue accretion from **Q4 FY’25**, with full contribution visible in **FY’27**. * **Pipeline Momentum Intact:** Multiple PPP contracts in pipeline with upcoming announcements; management confirms **no major contract expirations** and affirms sustained growth trajectory. * **Structural Advantage in Senior Care Access:** Serves senior citizens predominantly through **free diagnosis and pocket-friendly PPP model**, achieving broader geographic reach across states and districts—far exceeding metro-focused competitors. * **Tailwinds from National Health Programs:** Rising patient inflows driven by **Ayushman Bharat and senior citizen insurance schemes**, boosting cross-segment traction. ## D. Wellness & Preventive Care * **Strategic Shift Toward Wellness Fuels Future Volumes:** Increasing focus on preventive care expected to drive **higher repeat testing and long-term volume growth**, supported by strong unit economics and service agility. * **Innovation in Youth-Centric Health Solutions:** Exploring AI-driven platforms and **Gen Z-targeted test menus** aligned with mobile health trends, while maintaining focus on underserved populations. * **Disclosure Evolution Ahead:** Revenue split between wellness and illness-based services not yet available, but company commits to providing greater transparency as segment scales. --- # 4. Capacity & Network Expansion ## A. Key Figures * **Radiology Fleet:** **200+ CT/MRI centers** deployed or under implementation, the largest in India * **CAPEX Guidance:** **₹150–170 Cr** planned for the year, with **₹80 Cr already incurred** (₹50 Cr capitalized, ₹30 Cr WIP), primarily for radiology equipment ## B. Lab & Center Rollout * **National Scale-Up Accelerating:** Expansion on track to add **177 labs and 1,600+ collection points** by year-end, significantly deepening penetration across high-potential regions. * **Rajasthan PPP Flagship Project:** India’s largest diagnostic PPP progressing on schedule, with **10 labs soon to be operational** and full rollout expected by Q4, setting foundation for long-term growth. * **Faster Deployment via Supply Chain Gains:** Enhanced logistics have shortened commissioning timelines, enabling quicker ramp-up and improved capital efficiency. * **Rural & Franchise Leverage:** RPL initiative has driven an **almost 5x increase in touchpoints**, highlighting success in hybrid network scaling. ## C. Equipment & Fleet * **Market-Leading Radiology Infrastructure:** Maintains largest installed and planned CT/MRI base in India, reinforcing competitive moat in advanced diagnostics. * **Equipment Financing Strategy:** Utilizing deferred payments and selective leasing for large assets; **vendor financing** to support ongoing CAPEX, though GST constraints limit leasing uptake. * **Maharashtra Expansion Momentum:** **15 MRIs under implementation**, with **10 nearing completion**, awaiting formal inauguration. ## D. Utilization Efficiency * **Asset Efficiency Rising:** Sharpened focus on advanced radiology modalities is driving superior utilization, translating into stronger revenue and margin performance. * **Operational Resilience Across Tiers:** Trained workforce enables consistent service delivery from metros to rural clusters, maximizing output from existing infrastructure. * **SNA-SPARSH Systems Stabilizing:** Initial operational challenges resolved, with systems expected to sustain performance beyond **100 days**, supporting future efficiency gains. --- # 5. Customer & Volume Trends ## A. Key Figures * **Annual Patient Volume:** **Over 1 crore** patients scanned annually * H1 Volume Growth: Flat at 32 million volume base * **YoY Trends:** **+4% patient growth** · **-4% test volume decline** ## B. Patient Volume * **Divergent Volume Trends:** Strong patient inflow with **4% YoY growth** amid a **4% decline in test volumes**, reflecting shifting patient needs and utilization patterns across the diagnostic chain. * **Growth Drivers:** H1 volumes held flat despite macro pressures, supported by strategic momentum in **PPP wellness packages** and uptake of advanced testing through enhanced awareness. * **Demographic Strength:** Senior citizen utilization rising steadily, underpinned by the company’s **affordable and accessible care model** in underserved and remote regions. ## C. Brand Recall & Trust * **Leading Clinical Network:** Largest physician panel in Indian diagnostics with **350+ radiologists and 120+ pathologists**, signaling deep trust in Krsnaa’s technology, quality standards, and reporting reliability. * **Tech-Driven Experience:** Automation across reporting, billing, and monitoring has improved turnaround times and **significantly increased Net Promoter Score (NPS)**, reinforcing patient and clinician loyalty. * **Expansion Confidence:** High trust from clinicians and positive patient feedback are validating the scalable model, fueling confidence in addressing gaps in affordable, quality diagnostic access. --- # 6. Risks & Receivables ## A. Key Figures * **Receivables Days:** **150 days** current target · **100 days** year-end goal * **Receivables Increase:** **₹80 Cr** linked to Punjab and Himachal legacy timing * **Recent Collections:** **Over ₹50 Cr** collected recently from delayed receivables ## B. State Collection Delays * **Elevated Receivables Due to Systemic Shifts:** Current 150-day DSO reflects temporary misalignment from new central payment guidelines requiring state-RBI integration, not credit deterioration. * **Legacy Timing Issues, Not Credit Risk:** Recent ₹80 Cr increase attributed to delayed settlements in Punjab and Himachal, deemed **timing-related** with **zero historical bad debts**, and partially resolved by ₹50 Cr+ collections. * **Working Capital-Driven Borrowing:** Higher H1 borrowings are strictly for working capital, aligned with a conservative capital philosophy; interest cost rise tied to short-term fund utilization, not structural leverage. * **Debt Discipline Maintained:** CAPEX and PPP pipeline may prompt future debt adjustments, but company remains committed to **minimal leverage** and internal capital efficiency. ## C. Natural Calamity Impact * **Operational Resilience Amid Disruptions:** Floods in Punjab and Himachal caused temporary collection delays due to administrative suspensions, not facility damage, with operations quickly stabilized. * **Reinforced Public Health Role:** Krsnaa leveraged its infrastructure to support disaster-affected patients, strengthening community trust and visibility in underserved regions. ## D. PPP Competition * **Tender Pipeline Intact Despite Delays:** State-controlled tendering continues with **no reduction in active pipelines**, countering concerns over award slowdowns; updates will follow upon formal wins. * **Leadership Position Defended Amid Rising Rivalry:** Increasing competition in PPP space acknowledged, but Krsnaa retains edge via **proven expertise and scale**, with **no material impact** from recent GST or CGHS pricing changes. --- # 7. Guidance & Outlook ## A. Key Figures * **RPL Revenue Contribution:** **8–10%** this year · **15–20%** targeted next year * **Retail Sales Target:** **₹600–1,000 Cr** over five years · **₹100 Cr annualized run rate** expected by Q4 * **B2G/B2B Sales Projection:** **₹1,500–2,000 Cr** over five years (up from ₹1,100–1,200 Cr) * **Revenue Growth Guidance:** **Higher teens** expected for next year or two ## B. Revenue Growth Target * **Outperformance Aspiration:** Positioned to grow faster than the industry by capturing unpenetrated retail markets and strengthening brand equity. * **RPL Scaling Accelerating:** On track to reach 20% revenue contribution within the next year, supported by strong multi-year growth momentum. * **Seasonality Expected:** Q3 to remain seasonally subdued due to winter lull, with recovery anticipated in Q4, in line with historical industry trends. * **Near-Term Resilience:** No significant revenue drop expected in coming quarter despite external disruptions; Rajasthan contract to begin in Q3 with no current-quarter impact. ## C. Retail Expansion Plan * **Five-Year Retail Ambition:** Aims for **40–50%** of total sales from retail within five years, signaling strategic pivot toward consumer-facing scale. * **Capital Flexibility:** Future expansion in Rajasthan and PPP projects to be funded via optimal **debt-equity mix**, with no commitment to new equity. * **Breakeven Imminent:** Retail segment expected to reach breakeven at **₹100 Cr revenue**, with profitability acceleration anticipated thereafter. ## D. Margin Trajectory * **Profitable Growth Focus:** Strategy centered on operational efficiency, margin improvement, and sustainable revenue per test expansion via premiumization. * **Model Resilience Validated:** Achieved **11% YoY growth** despite PPP contract expirations, underscoring self-sustaining diagnostics platform.