# 1. Financial Performance ## A. Key Figures * **Net Revenue:** **₹2,346 Cr** (+25% YoY) * **Gross Profit:** **₹1,054 Cr** (+28% YoY) · **Gross Margin:** **44.9%** (+111 bps) * EBITDA: ₹159 Cr (+53% YoY) · EBITDA Margin: 6.8% (+125 bps) * **PAT:** **₹33 Cr** (+154% YoY) · **PAT Margin:** **4%** ## B. Revenue Growth * **Sustained Momentum:** Revenue growth remains firmly in the mid-20s range for the 12th consecutive quarter, with both Beauty and Fashion outpacing industry trends. ## C. Gross Profit & Margin * **Margin Expansion:** Gross margin reached a 12-quarter high, driven by favorable pricing and improved product mix. ## D. EBITDA & PAT * **Profitability Inflection:** EBITDA margin expanded sharply to the highest level since IPO, fueled by P&L-wide efficiencies and a **significant reduction in marketing expenses**. * **Leverage in Verticals:** Fashion EBITDA margin improved by **550 bps**, while Superstore saw **422 bps expansion**, reflecting operating leverage and structural cost optimization. * **Earnings Outperformance:** PAT growth significantly outpaced revenue and EBITDA, indicating strong bottom-line operating leverage and margin flow-through. ## E. Cash Flow & ROCE * **Capital Efficiency:** ROCE nearly doubled over three years on stronger profits and tighter capital control, while fixed asset turnover hit **7x**, signaling high asset productivity. * **Working Capital Strength:** Net working capital days reduced to approximately **one month**, underscoring disciplined inventory and payables management. --- # 2. GMV & Segment Growth ## A. Key Figures * **GMV:** ₹4,744 Cr Q2 (+30% YoY) · ₹1,180 Cr Fashion Q2 (+37% YoY) * **NSV:** ₹1,981 Cr Beauty Q2 (+27% YoY) · ₹346 Cr Fashion Q2 (+27% YoY) * **House of Nykaa GMV:** ₹2,900 Cr annualized (+54% YoY) · ₹627 Cr Beauty brands Q2 (+74% YoY) * **Dot & Key GMV:** ₹1,500 Cr+ (+110% YoY) · **high teens EBITDA margins** * **Annualized Group GMV:** **$2 billion** across all platforms ## B. Beauty GMV & NSV * **Accelerating Momentum:** Beauty GMV growth accelerated to 30% YoY, the strongest in six quarters, driven by omnichannel demand and successful category expansion in sunscreens and fragrances. * **Premiumization & Engagement:** Two-thirds of in-store GMV from premium brands underscores Nykaa’s role in driving brand discovery, while **7 crore beauty products sold** and **45 crore app visits** reflect deep consumer engagement. * **Owned Brands & eB2B Strength:** Growth supported by owned brands and eB2B, with **Nykaa Cosmetics achieving INR 400 Cr+ annualized GMV**, 20% of which comes from recent innovations. * **GST Impact Contained:** Despite 5% GST rate reduction on 40% of Superstore portfolio causing temporary deferral, overall GMV impact was negligible (<1%), with no effect on NSV or profitability. ## C. Fashion GMV & NSV * **Record Growth & Strategic Refocus:** Fashion delivered record quarterly GMV with strong 37% YoY growth, fueled by exit from low-margin third-party channels and focus on D2C via Nykaa’s platform. * **Own Brands Recovery:** Despite being growth-constrained, fashion own brands showed **meaningful operating leverage** and margin improvement, reversing prior drag on performance. * **H&M Partnership Launched Online-Only:** Full H&M portfolio, including H&M Beauty, now available online at price parity; **no offline rollout planned**, limiting near-term volume upside. * **Platform Upside Potential:** Fashion remains earlier in tech and maturity cycle vs. beauty, but strong brand interest signals significant runway for customer acquisition and retention. ## D. House of Brands GMV * **Owned Brands Scaling Rapidly:** House of Nykaa now at **INR 2,900 Cr annualized GMV**, growing 54% YoY, with beauty brands contributing over 75% and growing at 74% YoY. * **Diversified Distribution:** Only **9% of beauty brand GMV from Nykaa stores**, with **44% via external channels** (GT/MT/marketplaces), highlighting successful multi-channel monetization. --- # 3. Customer & Channel Metrics ## A. Key Figures * Cumulative Customer Base: 49 Mn (4.9 Cr) (+32% YoY) * Annual Unique Transacting Customers (AUTC): 17.5 million (1.75 Cr) (+27% YoY) * Marketing & S&D Expenses: 13.1% of NSV ## B. Customer Acquisition * **Accelerating Growth:** Customer acquisition momentum accelerated across all categories, with **nearly 50% YoY growth in new customers** and strong funnel expansion. * **Broad-Based Traction:** Growth driven by revival in women’s, **men’s (fast-growing)**, **kids (fast-growing)**, and **home (70–80% YoY)** segments, not just marketing spend. * **Strategic Branding & Reach:** Onboarding of brand ambassador Deepika Padukone amplified visibility, supporting customer growth despite elevated acquisition investments. * **Platform Appeal:** Investments in ad tech expanded a **highly relevant and scalable shopper base**, reinforcing Nykaa’s position as a preferred destination for beauty and fashion brands. ## C. AOV & Basket Penetration * **Resilient AOV:** Average order value remains robust across platforms, supported by premium positioning; **no meaningful AOV dilution expected** from new brand additions like H&M. * **Category Expansion Without Trade-Offs:** Fragrance sales are additive to core beauty categories, with active efforts to increase **basket penetration** among existing shoppers. * **Limited Deflation Impact:** eB2B saw ASP/ AOV pressure from GST, but beauty.com was insulated due to **higher mix of premium and category-specific products**. --- # 4. Product & Brand Portfolio ## A. Key Figures * **Owned Brand GMV:** **₹350 Cr+** Kay Beauty GMV achieved; top five makeup brand on platform * **Brand Portfolio Scale:** **4,200** beauty and **5,000** fashion brands available, including global exclusives and long-tail labels * **Customer Retention:** **50%** retention rate among Nykaa consumers who trial Dot & Key, indicating strong brand loyalty * **External Sourcing:** **44%** of owned beauty brand products sold outside Nykaa ecosystem, with GT/MT channels as major contributors ## B. Owned Brands Performance * **Hyperpersonalization Driving Conversion:** AI-powered skin analyzer and beauty profile features enable tailored recommendations, boosting platform engagement and category penetration. * **House of Nykaa Emerges as Major Homegrown Player:** Portfolio of ~10 brands includes four established and three to four with solid product-market fit, positioning Nykaa as the **second-largest homegrown brands business in India**. * **Dot & Key Confirmed as Power Brand:** Ranks among top five skincare brands on Nykaa, often #1 in key categories, with high repeat purchase behavior. * **Kay Beauty Reaches Scale Milestone:** Surpassed **₹350 Cr GMV**, now a top five makeup brand; successful product innovation includes cushion foundation with Korean tech for Indian skin. * **Strategic Brand Incubation:** Focus on scaling emerging brands next year across skincare, bath & body, fragrance, and clean beauty verticals. ## C. International & Exclusive Launches * **Exclusive Gateway for Global Luxury:** Q2 saw high-impact launches including Prada Beauty, IT Cosmetics, La Prairie, and Maison Margiela, reinforcing import and distribution leadership. * **K-Beauty Leadership in India:** Largest K-beauty assortment in market; dedicated app store and experiential marketing drive growth for brands like RYO, Mise En Scène, and Dr. Althea. * **International Expansion of Owned Brands Underway:** Kay Beauty launched in UK via **13 Space NK stores**, performing as top five brand in many locations; marks first step in measured global rollout. * **Platform Enhances Monetization via Advertising:** Rising brand ad spend driven by **PLAs, in-line widgets, and banners**, supported by personalized targeting and self-serve dashboards with real-time analytics. * **Strategic Partnerships Fuel Marketplace Growth:** Onboarding of H&M, GAP, GUESS, Colgate-Palmolive, Cetaphil, and emerging D2C players strengthens assortment and drives co-marketing upside. ## D. Category Growth Trends * **Long-Tail & Trend-Driven Fashion Expansion:** Increased focus on niche and trending fashion labels complements marquee brand strategy, enhancing customer choice and discovery. --- # 5. Store & Delivery Network ## A. Key Figures * **Physical Stores:** **265** across **90 cities** (+19 stores, +8 cities QoQ) * **Rapid Stores:** **53** hyperlocal delivery hubs across **7 cities** * Retail Space: **2.7 lakh sq. ft.** total footprint (37% YoY growth) * **Capex:** **INR 58 Cr** in H1 FY'26, now **1% of revenue** * **Delivery Performance:** **70% of orders** delivered next day in top 110 cities; **2 crore cumulative Nykaa Now orders** ## B. Physical Store Expansion * **Accelerated Store Rollout:** Expansion momentum intensified with **19 new stores** and **8 new city entries** in the quarter, reinforcing leadership in India’s specialized beauty retail. * **Strategic Category Focus:** **Fragrance** emerged as a key growth driver, underpinning store-level assortment strategy and informing new concept development. * **Capital Efficiency:** Capex discipline achieved despite aggressive expansion, now reduced to **1% of revenue**, supported by tech-enabled store models. ## C. Rapid Delivery Infrastructure * **Hyperlocal Scale & Speed:** **Nykaa Now** leverages **53 rapid stores** as fulfillment hubs, enabling **30–120 minute delivery** across mass to **luxury beauty**, with **7-minute deliveries** possible in optimal proximity. * **Unplanned Luxury Advantage:** Rapid delivery of **luxury SKUs** has become a key differentiator, not part of initial design but now central to value proposition. * **Market Share Gains:** **Nykaa Now** is driving penetration in fragmented personal care, with **2 crore orders fulfilled** and presence in all **top 7 metros**. ## D. Experiential Retail Initiatives * **Elevated In-Store Experience:** Stores now feature **skin diagnostics**, **fragrance finder bars**, and **branded experiential zones** like **Kay Cafe**, boosting engagement and education. * **New Concept Pipeline:** **Nykaa Perfumery**, a fragrance-dedicated retail format, to launch in key metros, signaling category-specific experiential scaling. * **Gen Z Ecosystem Play:** Partnership with **Snapchat** to launch India’s first **Gen Z beauty creator incubator**, expanding market reach through community building. --- # 6. Demand & Consumer Trends ## A. Key Figures * **Gen Z Population & Consumption:** **26%** of India's population · **~50%** of consumption * **K-Beauty Growth:** **+60% YoY** * **Campus Ambassador Output:** **7,000+ content pieces** · **45 million reach** (Q1) ## B. Gen Z Engagement * **Strategic Focus:** Gen Z positioned as the **next frontier for beauty consumption**, with targeted initiatives to capture early brand loyalty and shape future purchasing behavior. * **Multi-Channel Activation:** Engagement driven through a dedicated app store with **advanced recommendation engines**, on-ground campus events, and a scalable Campus Ambassador Programme amplifying reach via peer-led content. ## C. Premiumization & K-Beauty * **High-Growth Category:** K-Beauty experiencing **robust double-digit growth**, fueled by strong resonance with Gen Z and young millennials due to innovation, value, and aesthetic appeal. ## D. Fragrance Adoption * **Emerging Growth Pillar:** Fragrance is a **fastest-growing category** on platform and in stores, acting as a key driver of **higher average order value** and in-store traffic through experiential sampling. * **Behavioral Shift Underway:** Nykaa is actively cultivating fragrance usage in India through education, aiming to normalize daily use and close the gap with mature markets where fragrance contributes **15–25% of retail sales**. --- # 7. Risks & Margin Pressures ## A. Key Figures * Contribution Margin: **-62 bps** short-term dip due to field force investments in Q2 * Marketing & S&D Expenses: 15.7% of revenue (+44 bps) * Fulfilment Expenses: 9.7% of revenue (+34 bps) ## B. Mix Shift Impact * **Short-Term Margin Pressure:** Contribution margin temporarily compressed by strategic field force expansion, with productivity ramp expected in **Q3 and Q4** driving future leverage. * **Growth-Driven Spend:** Higher marketing investment boosted **new customer acquisition** and **AUTC growth**, reflecting efficient spend despite near-term margin impact. * **Improving Operating Leverage:** Both beauty and fashion verticals show **expanding EBITDA margins**, with individual businesses in beauty gaining scale despite mix headwinds from fast-growing eB2B. ## C. Fulfilment Cost Trends * **Delivery Acceleration Costs:** Fulfilment inflation driven by **fashion air shipments**; beauty maintained cost discipline despite rapid delivery investments. --- # 8. Guidance & Outlook ## A. Seasonal Momentum * **Outperformance Amid Seasonal Lull:** Strong quarterly results in a typically slower period, driven by rising customer penetration and premiumization in Beauty. * **Sustained Growth Trajectory:** H1 growth significantly outpaced the broader market, with momentum expected to continue due to strengthening business fundamentals. * **Resilient Segment Dynamics:** No major long-term headwinds anticipated; near-term demand shifts in Fashion are offset by low-end pickup, while Beauty poised for strong Q3 via Pink Friday and Nykaaland events. ## B. Strategic Investment Plans * **International Expansion in Focus:** Positive traction of Kay Beauty in the UK is spurring strategic evaluation of broader global rollout. * **Reinvestment to Fuel Penetration:** Ongoing investments in Beauty to capture India’s low base of beauty penetration, with efficiency gains redirected toward customer acquisition, brand building, and faster delivery. * **Long-Term Category Ambition:** Fragrance targeted for **meaningful and balanced share** of GMV over time, though no short-term targets set to preserve category neutrality.