Railtel Corporation Of India Limited has informed the Exchange about Transcript of Analysts/Institutional Investor Meet/Con. Call
Ref: RailTel/Sectt/21/SE/S- 16
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Listing Department, National Stock Exchange of India Limited 'Exchange Plaza', C- 1, Block G, Bandra - Kurla Complex, Bandra (E), Mumbai - 400051 Scrip Symbol- RAIL TEL
Corporate Relationship Department, BSE Limited, Rotunda Building, P J Towers, Dalal Street, Fort, Mumbai - 400 001
Scrip Code- 543265
Sub: Outcome of Analyst/Investor Conference.
Dea r Sir/Madam,
to our previous communication dated 14th February, 2022 regarding In reference Analyst/Investor Conference Call, we are forwarding herewit h the transcript (duly signed by CIRO) of t he Conference Ca ll held on 16th February, 2022, organised by M/ s. IDBI Capital Markets & Securities Limited.
2. This is submitted for your informat ion and record.
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~ ct>1cifh 1-1 3TflJ> ~ ~ ft:le-s (1fffif m<fITT' <m ~ ) RailTel Corporation of India Ltd. (A Government of India Undertaking) CIN : L64202DL2000GOI107905 Registered & Corporate Office: Plate-A, 6th Floor, Office Block, Tower-2, East Kidwai Nagar, New Delhi - 110023 T : +91 11 22900600, F +91 11 22900699 I Website : www.railtelindia.com
145240/2022/O/o ED/Finance/CO/RCIL
"Railtel Corporation of India Limited Q3 FY-22 Earnings Conference Call"
February 16, 2022
MANAGEMENT: SHRI PUNEET CHAWLA - CHAIRMAN & MANAGING
DIRECTOR SHRI SANJAI KUMAR - DIRECTOR (NETWORK PLANNING & MARKETING) SHRI ANAND KUMAR SINGH - DIRECTOR (FINANCE) & CFO
MODERATOR: MR. VISHAL PERIW AL - IDBI CAPITAL
page 1 &f 16
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Moderator:
Ladies an d gentlemen, good day and welcome to the Railtel Corporation of India Limited Q3
Rai/Tel Corporation of India Limited February 16, 2022
FY22 Earnings Conference Call. This conference call may contain forward- looking statements
about the Company, which are based on the beliefs, opinions and expectations of the Company
as on date of this call. These statements are not the gu arantee of future performance and involve
risks and uncertainties that are difficult to predict. As a reminder, all participant lines will be in
the listen-only mode and U1ere will be an opportunity for you to ask questions after the
presentation concludes. Should you oeed assistance during the con ference call, please signal an operator by pressing '*' then "0" on your touchtone phone. Please note Uiat this eonfercocc is
being recorded. I now hand U1e conference over to Mr. Vishal Periwal from IDB[ Capital. Thank
you and over to you, sir.
Vishal Pcriwal:
Good afternoon everyone. Thanks for taking time out for the post result Quarter 3 earnings call
of RailTel Corporation. From the management side, we have Shri Sanjai Kumar - Director,
Network Planning and Marketing and Shri Anand Kumar Singh - Director, Finance and CFO.
As usual, we' ll start the call with a briefoverview from the Company and then we'll go in Q&A
session. Sir, over to you.
Sanjai Kumar:
Very good afternoon to all. MyselfSanjai Kumar - Director, Network P lanning and Marketing
from RailTcl side. It gives me great pleasure to interact with you on the Company's performance
in the backdrop ofQ3 Results for FY22, which was declared by the Company on 14th Febmary,
2022.
The Company achieved consolidated total revenue of Rs. 4 74 crores for Q3 as against Rs. 38 1
crores in Q2 ofFY2 l-22 registering the growth of24% QoQ basis. Year-on-year growth, in total
revenue, for the third quarter of FY22 has been 13% as compared to corresponding period of
last year. For nine-month period, the Company registered the growth or 17% with total turnover
of Company at Rs. 1140.28 crorcs as compared to Rs. 971.57 crores in the corresponding period
last year. RailTel posted profit before tax amounting to Rs. 88 crores and profit after tax of Rs.
66 crores during the third quarter of Financial Year 2021-22 on consolidated basis.
Thus, for nine-monU1 period, the Company earned profit before tax of Rs. 207 crores as
compared to 156 crores in the corresponding period last year registering an increase or 33%
compared to last year. Earnings per share has grown to Rs. 4.82 per share as compared to Rs.
3 .59 per share during corresponding period last year and Rs. 4.44 for the fu ll Financial Year of
2020-21. EBITDA for the Q3 FY22 is Rs. 126 crores and EBITDA margin is 26.58%. Marg in,
in the telecom segment , is lower in Q3 FY22 due to accounting of SLA of Rs. 32 crores in
respect of NKN project, which was IO-year project. However, Company's overall EBITDA
margin is intact at over 28% for nine-month period. There's no pressure on Company's healthy
EBITDA margin for the remaining period of FY21 -22. These results were achieved despite
second wave of COVID in Q I and Q2, the impact o f which was felt in the Q3 also.
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Further shortage of semiconductor chip impacted the supply o f equipment. I would like to share
with you that Company has bagged the prestigious ICAI award for excellence in financial
reporting for the Financial Year 2020-21 under Public Sector Entity category. The award was
received by the Company at a function organized by !CAI on 9th Febrnary, 2022 at New Delh i.
The award is a recognition of Company's finan cial reporting practices by the highest accounting
body of the country that is The Institute of Chartered Accountants of India.
Right now, we have a very healthy order book of about Rs. 5400 crores plus, which will translate
into revenue in coming quarters in phased manner. The Company is constantly expanding its
exist ing business, and constantly exploring new areas and activities to widen its profile.
The Company has already entered into a new acti vity of installing state-of-the-art integrated
tunnel communication system and recently achieved an order of Rs. 297.67 crorcs for installing
such a system in Katra-Dharam-Banihal section of the ongoing crncial Jammu and Kashmir rail
link. The technology to be used in installing this system will be first for Indian Railways and
these projects are very crncial and essential for safety of train operations. The program of RailTel
of providing free high-speed Wi-Fi faci lity at railway stations has now achieved a new landmark
with more than 6095 plus railway stations under its coverage. As a part of a new Railway Display
Network i.e., RON project, the Company will install large fonnat display screens at footover
bridges, platforms, waiting rooms and concourse at railway stations to provide the necessary
information, social messages, and become a medium of enriched infotainment. We plan to float
the tender by the end of this month. We have also refl oated tender for Content on Demand i.e.,
COD project to provide preloaded multilingual content to passengers on their devices in mail/
express/suburban trains. The tender is expected to be fin alized in few months. Both RON and
COD have high revenue potential.
RailTel also recently
implemented a web-based, multi-module, feature-rich, hospital
management information system (HMJS) in all the 695 hospitals and health units of lndian
Railways across the country giving a unique novel and improved experience of healthcare to
hospital administration and patients. All the 695 hospitals and healU1 centers oflndian Railways
across the country have been successfully integrated with Ayushman Bharat Digital Mission
also. RailTcl a lso intends to play a significant role in modernizing train control system through
execution of KA VACH that is train collision avoidance system, and implementing LTE based
high-speed mobile communication corridor for Indian Railways. In the present Union Budget,
the project of KA V ACH has been sanctioned for 2000 kilometers.
Our retail broadband service i.e., RailWire has reached 4.6 plus lakh subscribers and we are
targeting 5 lakh subscribers and more U1an Rs. 280 crorc turnovers by end of March, 2022. Ln
order to expand the reach of its RailWire services, MoU's are also being signed with state power
lrnnsmission companies for utilizing their OFC network. We are going to create I 02 edge data
p~e 3of 1B
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Rai/Tel Corporation of India Limited February 16, 2022
centers in different parts of the country jointly with private partners. We have floated EOl for
selection of partner also. Scope of investment in this data center project is to the tune of Rs.500
plus crore. We are confident about continuing the momentum of profit and growth in fu ture as
well. We are committed to provide best services to all our stakeholders and will continue to
expand, diversify and upgrade our profile.
The management humbly acknowledges the trust reposed by the investors in the Company and
would like to assure you all that in spite of the challenges still being faced by the count1y in
general and the economy in particular, the Company is and will continue to strive to achieve
new benchmarks in the current financial year and years to come. Thank you very much.
Moderator:
Thank you very much. We will now begin the question-and-answer session. The first question
is from the line of Nilesh Doshi from Prospero Tree. Please go ahead.
Nilcsh Doshi:
Good afternoon. Thank you for the opportunity. My question is related to the order book versus
execution of the order. You mentioned that the Company has the order book of around Rs. 5400
crore. Execution level, in the first three quarters, is only Rs. 436 crore. So, within how many
years, the Company is likely to complete that much o rder book or is Company in a position to
take any fresh order at this level?
Sanjai Kumar:
I'll answer your question. Actually, in this o rder book, there are orders ranging from two quarters,
even a year, some projects are even three to four years because there are some projects, which
are AMC (annual maintenance contract). There are some proj ects, which are execution projects
where we need to deliver the project and then hand it over to the customer. So, these order books
are not spread over some fixed period. They are spread over different periods depending upon
the nature of the project. For example, there is one project, which is video surveillance system
which will be installed at railway stations. So, this will take around two years. This project is
roughly 700 crores and then its OPEX part will continue even further, another three, four years,
fi ve years after the project is executed. Likewise, there would be different types of projects
having difTercnt periods of execution and then post execution AMC period will also be there.
This is not the end of getting orders because we are continuously participating in tenders, getting
orders from government and we are also having our own monetizing proposals like I to ld in my
statement that we are going for I 02 data centers, we are going lo install, and EOI is already
there. So, this is our own monetization project. This is not awarded by anybody to us. So, this
type of activity will continue to be there.
Nilcsh Doshi :
It's nice that we have a very good order book, which provides the stability and sustainability of
the business, but once our execution level is for us, it is 436 crores and suppose we end the year
by Rs. 1000 crore also. Then also the current order book can be executed by roughly the average
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Rai/Tel Corporation of India Limited February 16, 2022
run rate. ll is the five years order book, and in tcchuology business, can we receive the order,
which will be executed in the next five years, is it possible?
Sanjai Kumar:
As ! told you, U1ere wi ll be annual maintenance contracts also, which are' of the long gestation
period. There will be projects, which have louger gestation, longer period of execution. Like we
have one order from Defense, which has five years maintenance contract. So, this w ill, of course,
continue for five years.
Nilesh Doshi:
What would be the average run rate, yearly it is 1000 crores, 1200 crores'/ What the Company
is expecting to execute?
Sanjai Kumar:
Last year, we made a revenue of approximately J 366 crores. This year, we are targeting to be
around 1700. So, this growth will continue to be there. We are sure about it.
Nilesh Doshi:
But does it mean that Rs. 5400 crore is including the telecom service also or it is only related to
the project work.
Sanjai Kuma r:
Tl includes tclccom services a lso.
Nilesh Doshi:
So, for telecom business, can we expect Rs. 250 crore plus quarterly revenue run rate?
Sanjai Kumar:
Telecom business segment will continue to be under pressure, not in absolute terms, but in
percentage terms because most of the revenue in the future will of course be coming from project
side and since we are in JCT category, there will always be te lecom portion in most of the
projects. So, there will be telecom portion in projects, but the revenue, per se, will not be growing
that much, as it will grow in the project side.
Nilesh Doshi:
Suppose there will be Rs. 2000 crore revenue, can we expect Rs. I 000-1000 crore from the
telecom, as well as from the project in years to come?
Sanjai Kumar:
No, I think telecom revenue w ill be, if you say of say 2000 crores, then telecom revenue can be
say 800-900 crores.
Nilesh Doshi:
Okay. Why there is so much volatility in the telecom margin business? In the opening number,
I think you have mentioned that something Rs. 32 crorc is provided for SLA. That we don't
understand.
Sanjai Kumar:
This was a IO years project, which started on January i ' 1, 20 I 0. So, over this I 0-year period, this
project concluded last year, 3 I st December, 201 9 and then it was extended again. So, it became
I I years project. Actually, this SLA reconciliation was a huge activity because there were more
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Rai/Tel Corporation of India Limited February 16, 2022
than 1000 links. So, reconciliation took some time that is why this SLA has come as a single
impact kind of on this thing, but this is not going to make impact and this is very rare, [ wou ld
say. O ur Director, Finance, will also throw light on this.
Anand Kumar Singh:
The NKN project SLA, which we have adjusted, it was a JO-year project of 1000 plus crores.
So, SLA of initial periods we have now adjusted once that contract was completed and a fresh
agreement was executed. So, if we just take that po,tion out, we have a profit of 23% in the
telecom business also, wl1ich in the second quarter was around 26%. So, the percentage of profit
margin is being maintained, and I would like to add here one more thing. In this current quarter
of Q3, we have accounted for electricity on an actual basis. What we were doing in the last two
quarters was we were taking it on a provisional basis and adjusting it going forward . But in the
third quarter, we decided to take up billing on actual basis. So, there is no provision, actual basis.
So, electricity cost of 7 crores has been impacted in this quarter. That has also impacted the
EBITDA to some extent, but going forward, now the electricity charges will be on actual basis,
which wi ll not be this high. It will be around IO crores per quarter.
Sanjai Kumar:
Regarding telecom revenue, I am very s ure that telecom revenue margins will not be impacted.
ln fact, we have very healthy telecom margi11 and thereby we are compensating lower project
margins in our projects.
Nilesh Doshi
Suppose we exclude tbe Rs. 32 crore from the current quarter EBITDA and we add back. So,
does it mean that the EBITDA margin was maintained around 23-24%? Is it right, my
understanding?
Management:
T he te lecom margin will continue. We have a guidance of 25-26% and we achieved 26% in Q2.
If you take this out, we are achieving 23% in Q3.
Nilesh Doshi
One last question. On ECL provisioning, last year we provided a certain ECL, which the three
years older debt we have made a provision and now we are revert back. So, does it mean we are
receiving the money or it 's a management perception or management guidance tbat no more
ECL provision is required or actual money is received from the outstanding debtor?
Anand Kumar Singh:
Tt' s both ways. We are rece iving money and further we had done a provision on a very
conservative basis in the previous financia l year. W e need to report the ECL also, but in a
manner, which is rational. So, we have rationalized the calculation of ECL also and this is
resulting in the write-back, but yes recovery is also on. We are recovering.
Nilesh Doshi:
Why is there a huge Other Income in this quarter? What is the component of the O ther Income?
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Rai/Tel Corporation of India Limited February 16, 2022
Management:
It is because of the SLA, which we just talked about 32 crores. Thal 32 crores was in the debtors.
It has come out o f the debtors and it has come out from the turnover part, and it has gone to
Other Income because it is a write-back of the ECL 011 it. This 32 crores was provided as ECL,
fu ll I 00%. Now, since this SLA reconciliation has been done, it has been taken to the Other
Income.
Nilcsh Doshi:
So, from next quarter onwards, there will be no margin shrinkage in telecom business, and there
is no more Other Income like Rs. 32 crore. Am I right?
Anand Kumar Singh:
Y cs, you arc right, 32 crorcs is not there. It will not come in the other quarter, but yes for the
fourth quarter, since the 32 crores has impacted in Q3, there will be a slight impact on the telecom
margin overall on a year-on-year basis. But going forward from FY23, things will nonn alize
again.
Moderator:
The next question is from the line of Sanjesh Jain from ICICI Securities. Please go ahead.
Sanjesh Jain:
Good aftemoon s ir. Thanks for taking my question. From my side, just a clarification of the
Other Income, T did not understand what was in that. There was a 32 crores impact on the cost
side and we have taken proportionate 32 crores benefit on the Other Income side. Was thal you
wanted lo hint at?
Anand Kumar Singh:
I'll explain this. 32 crores was as receivable in the books, and it was more than three years o ld.
So, it was provided. I 00% ECL was accounted on this. Now, in the Q3, this order was reconciled
and 32 crores came out as SLA. With SLA, the revenue portion of the telecom business revenue
of Q3 was reduced by 32 crores and the debtors also reduced by 32 crores. With the reduction
in the debtors, the ECL provision reduced by 32 cro res, which has been taken in the OU1er
Income.
Sanjcsh Jain:
So, net-net from the cash Dow perspective, there is no impact?
Anand Kumar Singh:
No, there is no impact.
Sanjcsh Jain:
Basically we have taken a 32 crores lower revenue and we have taken a 32 crore higher Other
Income. On an EBLDTA basis, there is no impact on the margin from this, right? My second
question is on the cost inflation. There is a significant cost inflation in the employee cost this
quarter, quarter-on-quarter. It has jumped up by more than probably 2x, if I am right, ,md then
there is a cost inflation in the license fee and spectrum user charges, and then there is a significant
inflation in the access charges. These revenues are predominantly linked to the telecom services
where the revenue growth is only 10% while the growth in these cost line ite ms was between
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Rai/Te/ Corporation of India Limited February 16, 2022
15-26%. Can you explain why these costs, which are linked to the revenue, have such a high
inflation?
Anand Kumar Singh:
Thad just said previously that there is an electricity cost, which has increased. We were providing
for electricity cost on a provisional basis. I'll take my time to explain this to you. We used to
consider tl1e electricity charges of ilie last financial year and on the current financial year four
quarters, we provided on provision basis. Now, provision in Q I, and in Q2, the actual bill ofQ I
used to come, we used to account for that bi ll, reversal of provision or addition, and further
provision. So, this used to give a reduction in provision or increase in provision, as the case may
be. So, in September second quarter, we accounted for electricity only 3 crores because there
was substantial reduction in the provision. We said that this spike doesn't meet the proper
guidance. So, let us account for the electricity on actual. So, upon actual, the electricity charges
for Q3 has come to 12 crores. So, you see that there is an impact of electricity charges as expense.
This is one point.
Sanjesh Jain:
Why does it come in employee cost or a license fee or license charges'/
Anand Kumar Singh:
No, no. I am talking about the electricity charges. Employee cost, we had paid hard and soft
furnishing in Q3, around I crore was paid for bard and son furnishing. This is a one-time
expenditure. I crore was paid as ex gratia for the deputalionist employees in Q3. This is also a
one-time expenditure and the service tax on the SLA part bas been expensed off. So, that is also
a one-time expenditure.
Sanjesh Jain:
We used to have 30 crores kind of a run rate. Suddenly, it has come at 50 odd crores. So, we are
seeing about 20 crores difference quarter-on-quarter basis.
Anand Kumar Singh:
Well, there is an increase of totalling 15 crores in Q3, total expenses, electricity charges,
maintenance. Maintenance expenses have gone up. Another point lo be stressed here is, we bad
done a major CAP EX three years back. That warranty period is over. We have to now enter into
AMC. So, that AMC cost is now also factored in.
Sanjesh Jain:
No, no. Why wi ll it come in employee cost'/ We are talking about employee cost here, right'/
Anand Kumar S ingh:
Employee cost, as I said, is basically o nly 4 crores increase in employee cost.
Sanjesh Jain:
Let me come back on that number. Why there is a license fee, spectrum usage charges grown by
16% while the telecom revenue is up only 9%?
Anand Kumar Singh:
The write-back, which has taken place, for that you are seeing a revenue reduction, but the
license fee to DoT is paid on the actual revenue. So, that has been paid, but since the top line that
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is the revenue from telecom business has been reduced by 32 crores, you are finding this sort of
so-called anomaly.
Sanjesh Jain:
Got the point. Second thing, on the p roject execution side, now that you said that there was an
issue with chipset availability and that bas hampered execution of some of the projects. ls it fair
to a~sume that Q4 will see a significant execution, and there will be a significant acceleration in
the proj ect revenue?
Sanjai Kumar:
Regarding semiconductors availability and then related supply, situation is still not significantly
improved , but we arc expecting post this third wave that things will improve. So, certainly we'll
come out of this, but this will take some time. So, to some extent, yes, Q4 is also expected to get
impacted, but we expect that another s ix to nine months, this sho uld be over.
S11njcsh Jain:
Got it. If you follow up on the initial remarks sir that you made, first on the RON and second on
the Content On Delivery, on the Railway Display Network, and both together, when should they
start contributing fo r us in terms of revenue and what could be the potential for that?
Anand Kumar Singh:
So, if you talk of COD, this is a ten years venture and on an average, minimum, we expect
roughly 600 crores over IO years period in COD, more than 600. If you talk of RON, there we
are expecting somewhere around 1000 plus crores over IO years.
Sanjes h Jain :
When should this start reflecting in our P&L, from first quarter FY23 or more in the second half
o f 2023.
Sanjai Kumar
Yes, COD in QJ o f FY23 and RDN maybe Q2 or depends on the participation in the response.
So, we are expecting to quickly fi nalize RON also. RON is likely to be fl oated soon. COD is
under finalization. So, Q I ofFY23, we expect COD revenues to come.
Sanjesh Jain:
Got it. And on the tower rollout and 4 G, which Railways was planning for the high-speed data
network, when is that project expected to start?
Sanjai Kumar
Tenders for moderniz ing train control, those have started basically com in g in, and L TE, which
you are talking about 4G and L TE, that is yet to get frozen. So, we are expecting that w ill come
soon, but at least the modernization of signaling, that has been sanctioned for 2000 kilometers.
So, we are expected to get pie for RailTel in this.
Sanjcsh Jain:
So that signal work will invo lve us also? What kind o f ro le are we p lanning to play in the
signaling part of it?
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Rai/Tel Corporation of India Limited February 16, 2022
Sanjai Kumar:
See, signaling, basically in RailTel mostly we have qualified signal engineers. Most of us are
IllSSE, Railway Service of Signal Engineer. We already have experlise and we being from
Railways, no other than us can be better system integrator for doing these works.
Sanjesh Jain:
So, we will be providing more of services in this case?
Sanjai Kumar:
We will be executing in project mode. Basically, it will be kind of project mode only. We w ill
be integrating with, coordinating, liaising with Railways, underslanding technology and then tie
up with the OEM's. Kind of in the same manner as ICT project.
Sanjesh Jain:
Fair enough sir. Just one small suggestion, since lhe lPO, we have seen too many accounting
changes. We flip-flop a lot as in this time eleclricity, earlier ECL and then SLA. It will be very
very helpful ifwe have a very consistent and a conservative accounting system thal will help us
understand results better. Because of this volalility, l think, comparing on a quarter-on-quai1er
basis has become really difficult. That's a small request and if you can help us in mak ing this,
that wi II be very helpfu 1.
Anand Kumar Singh:
You have made a very valid point, b ut we are still one week away from the fi rs! anniversary of
gelling listed. So, we are in lhe process of streamlining everything so U1at going forward we have
a very clean, clear and consistent reporting for the benefit of the shareholders and the
stakeholders.
Sanjesh Jain:
Fair enough sir. Completely appreciate that point.
Anand Kumar Singh:
But with U1e changes in schedule, changes in U1e guidelines, chai1ges in the Ind-AS as when it
is, we have to apply it.
Sanjesh Jain:
Sure sir, well taken. Thank you.
Moderator:
Thank you. The next queslion is from the line of Dutta R., an indiv idual investor. Please go
ahead.
Dutta R.:
Sir, I just wanted to know this Content On Demand, this project you said the revenue will be
around 600 crores. Have you taken into consideration this 400 new trains, which were announced
in this budge!, the revenue addition considering this addition of 400 additional I rains? New trains
that Finance Minisler announced the new Railway network, wherein there is addition.
Anand Kumar S ingh:
We have not taken into consideration those new trains, but once those trains are started then
certain ly we will take them also into the scope of this, but right now we have nol done it.
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Rai/Tel Corporation of India Limited February 16, 2022
Dutta R.:
Because those are long route trains.
Anand Kumar Singh:
I understand. Because once they are operating, actually it is Railways who decides tbal these
trains will be given lo you. Once this project is commissioned, then of course, they will be given
to us, but right now we have not taken into our consideration.
Dutta R.:
Sir, one more thing, Ibis Content On Demand project you have removed from your website quite
silently, is there any particular reason it doesn't appear anymore on your website? There is a
window of new projects on your website. Content On Demand was there conspicuously since
!PO, but since last two months, it has been removed from the website, why is it so?
Sanjai Kumar:
Content On Demand, this was already awarded to a Company, but then there was some failure
on the account of that Company. So, we have terminated their contract and forfeited their bank
guarantee also and now we are again coining with it . So, this was in operation for a year and a
half.
Dutta R.:
Since last two months, it does not appear anymore there on the website.
Sanjai Kumar:
Because that project was not there. Now, once it is live, it will again be figuring on the website.
Dutta R.:
Sir you said about 10 years project, you mean to say it will not continue after 10 years or the
tenure of the tender contract wi ll be 10 years?
Sanjai Kumar:
Tenure of the contract will be IO years and it has provision for extension or extension to the
same partner or it can again be floated if the partner does not agree to our terms and conditions
after IO years. So, there is provision for, and the project will continue to be there with Rail Tel.
Dutta R.:
Sir, because of your vast network ofOFC cable all over the country, are there any feelers or any
interest being evinced by the private parties to take advantage of your network?
Anand Kumar Singh:
No, private parties, they are taking bandwidth from us, they are taking long lease lines, huge
capacity bandwidth from us. So, that is the advantage they are taking. Arc you talking of some
other advantage?
Modern tor:
Sorry to interrupt, Mr. Dutta, but may we request you to please rejoin the queue. We have
participants waiting for their tum.
Dutta R.:
Considering the government thrust on this digital expansion of digital services, do you foresee
more interest from the private parties for your network offer?
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Sanjai Kumar:
As far as our business is concerned, private parties are taking services from us from this network.
If you are talking of something else, as a Company, we are not aware of any other knowledge.
Dutta R.:
r am asking your opinion as an expert in this field because of non-availability private parties
cannot install such infrastructure on their own.
Saujai Kumar:
What I feel, railway operation bei11g related to safety and security of the passengers, so the right
of way along the railway track, I don't think will be given to any private party because it has the
danger of basically putting the safety of the passengers into risk.
Moderator:
Thank you. The next question is from the line of Dhvani Shal1 from Investec. Please go ahead.
Dhvani Shah:
T hank you for giving me this opportunity. Just wanted two things. One was the breakup of the
telecom services by NLD, ISP and ILD, if you can provide'!
Anand Kumar Singh:
I will provide you the figure for nine months. NLD is 330 crores, ISP is 261 crores, and TP-1 is
149 crorcs.
Dhvani Shah:
Thank you. Also, can you provide us the Content On Demand contr ibution for last year and this
year?
Anand Kumar Singh:
Content On Demand contract got terminated in this financial year. In the first year, commitment
of minimum guarantee of 63 crores was received by us. In this year, the contract has been
terminated. 1 mean a part of this financial year, a part of the revenue when I say about 63 crores,
part of that was spilled over to the current financial year and now we have refloated the tender.
So, coming in FY23 first quarter onwards, we hope to start earning revenue from that COD.
Moderator:
Thank you. The next question is from the line of Nilesh Doshi from Prospero Tree Capital
Management. Please go ahead.
Nilesh Doshi:
Thank you sir for providing one more time an opportunity to ask the question. What is the size
of the AMC business in the total order book?
Saujai Kumar:
AMC size of the total order book would be to the tune of around 1500 to 2000 crores. We have
not worked out in exact terms, but it would be somewhere in that range.
Nilesh Doshi:
So, the word AMC means Annua l Maintenance Contract, U1en Rs. 1500 crores order book has
to be executed within one year?
Sanjai Kumar:
No, I told you these are 4 to 5 to 6 years, even few of the projects are 8 years.
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Nilesh Doshi:
So, 1500 crores is the AMC order book, which will be executed over a period of time, is it right
sir?
Sanjai Kumar:
Yes. 5400 crores order book is actually not stagnant. We are continuously adding to it. We are
continuously getting orders, which you might be seeing on stock exchange notices also.
Nilesh Doshi:
And sir, generally AMC business carries the higher margin, is it right for our business also?
Anand Kumar Singh:
Certainly, better than project but not as good as Telecom.
Nilesh Doshi:
Sir, you mentioned that the COD revenue potential is around Rs. 600 crore for 10 years. Does
the COD provider provide any minimum guarantee that irrespective of the volume or usage, the
Company will provide around Rs. 60 crore plus to RailTel?
Sanjai Kumar:
That's what I told you, this is the minimum guarantee, which we are expecting. The bidder is
expected to quote more than this. Th is is minimum. That will be, again, minimum guarantee and
then over and above that, based on the actual utilization, there'll be revenue share also.
Anand Kumar Singh:
So, just to add lo what San jay Sir just said, I'll just give you the correct. . . 63 crores is the
minimum guarantee that has to be quoted for each year, minimum guarantee. So, over a period
of IO years, the total minimum guarantee is 630 crores. Beyond 63 crores, there is a table made
for sharing of revenue that increases from say 20% to up to 45% of the revenue generated. So,
when we are talking, we are talking about the minimum revenue that will come from this project,
the maximum - sky is the limit.
Nilesh Doshi:
So, the content will be provided by the bidders and network and other faci lities will be provided
by RailTel and so any CAPEX or OPEX will be incurred by Rai)Tel, only the content will be
provided by the bidder, am I right?
Sanjai K umar:
No, all the CAPEX will be done by the bidder who is coming on board. We will be providing
the connectivity only. Entire setup is to be done by the bidder.
Nilesh Doshi:
Sir, last question. Earlier, I think we had an agreement with ZEE or subsidiary of ZEE network
and that agreement is terminated. Have they raised any objection because it is terminated by
Rai!Tel, have they raised any objection or any litigation is pending or now that chapter is
pennanently over and we can float the new tender from the new bidder'/
Anand Kumar Singh:
As far as our infonnation goes, they arc looking into some legal recourse because there's been a
termination. So, obviously the other party has the right to look for legal recourse as per the
contract conditions.
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Rai/Te/ Corporation of India Limited February 16, 2022
Sanjay Kumar:
But that will not affect o ur new tender because they had earlier approached Honorable High
Court of Delhi against the termination of this contract, which was quashed by the Honorable
High Court of Delhi. So, there is no doubt about th is new tender, this is nowhere in do ubt.
Nilesh Doshi:
So, when the tender will be allotted to any eligible party, can we expect in Q4?
Sanjai Kumar:
We are expecting it to be finalized in Q l of 2023.
Nilcsh Doshi:
Okay sir. Thank you very much and best of luck to Company and everybody.
Moderator:
Thank you. The next question is from the line of Yishal Periwal from IDBI Capital. Please go
ahead.
Vishal Pcriwal:
Thanks for the opportunity. Sir, I think you j ust briefly touched that the orders that we are
receiving earlier mentioned in exchanges, so will it be possible lo share? Is there any other order
that we have received, whic h is not part of the total order info that we have received in this
quarter and nine months?
Sanjai Kumar:
We have included al l the orders in whatever figures I have shared, so there is nothing new. But
yeah, there are orders in pipeline, which might be received and will be of course displayed on
the notice board of the stock exchange.
Anand Kumar Singh:
The information on orders received had been shared w ith the stock exchanges and has been
considered in o ur order book.
Vishal Periwal:
Okay, fine sir. We will calculate from there. And second on ARPU, can you share what is the
Q3 number forthat in ...
Anand Kumar Singh:
It's around Rs, 500 only. There is no significant change in ARPU.
Sanjai Kumar:
You are interested in figures? The RailWire revenue till Q3 is 2 17 crores. These RailWire
subscribers are 4.34 as on 3 1" December. So, you w ill see the ARPU is around 500.
Vishal Pcriwal:
Ok sure sir. That's helpful. And next, in Telecom, this is more like a generic question, in Voice
side, we have seen a tari fT increase by Telecom players, so in the services that we provide, are
we seeing any uptick in terms of ARPU or probably tariff revision on a higher side?
Sanjai Kumar:
No, actually you are right that telecom service providers, they have at least now come out of that
rat race of reducing the tariffs. So, as far as impact on RailTel is concerned, there will be slightly
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Rai/Tel Corporation of India Limited February 16, 2022
relaxation basically on southward pressure on our prices, but it will have only marginal impact.
As far as data is concerned, I don't think any significant change is going lo be there.
Vishal Periwal:
Okay, but is there any lease-lag impact or in the sense Telecom player in the Voice have
increased, and then later on it happens in data?
Sanjai Kumar:
Most of the telecom service providers, today, have theirown network. They are hardly dependent
on others, and wherever they are dependent on us, where they have no connectivity at all, like
remote and rw-al areas, so we never give them any leeway in those areas because they are
completely dependent on us, and il is supply and demand. So, there will be no impact. Wherever
they have taken capacities from us, they will continue to be al the same rates.
Vishal Periwal:
Okay, and you brie fly touched upon this modem train contro l system. There was announcement
in the budget of Kavach also which you mentioned, so this 2000 km, whal is the size of this
order in crores'/ Or probably project I will say.
Anand Kumar Singh:
This is actually only announced in the Parliament, but it is yet to be passed, but yes you are
right. So, this will be around Rs. 24-25 lakh per km, this is just an estimate. There is no confirmed
figure. Once it is passed by the Parliament, then only we can comment 011 that.
Vishal Pcriwal:
Okay, and again in the sense when you are mentioning this 24-25 lakh, so this includes the
technology and everything or signaling part will be different where we have a forte, how exactly
the structure will be?
Anand Kumar Sing h:
No, this is complete trackside equipment cost. In addition to that, there will be cab equipment
also that I have not included because once the Parliament clears this proposal, then we will know
how many trains they are going to implement this, and how many engines and cabs they are
going implement. So, then only sizing will be done.
Vishal Pcriwal:
And sir earlier we have briefly mentioned there is a pilot work, which is going on for this modem
train control system and the technology part is yet to be decided, so is that thing frozen?
Sanjai Kumar:
Yes, th is is the one.
Vishal Pcriwal:
Okay, so the technology part is frozen and now we are moving in an implementation phase of
it? And since this still is in terms of tender activity, I think in PSU earlier there was a norm
w ithin PSU, the awarding has to happen, but now it is open, so any player, like private, public
any player can come and participate in this opportunity.
Sanjai Kumar:
Yes, that is true.
Rai/Tel Corporation of India Limited February 16, 2022
Vishal Periwal:
Okay, and last thing from my side, sir. This is again generic, since the country is moving in 5G
side, there will be a CAPEX rollout, so what will be our role and how can we benefit out of this
opportunity?
Sanjai Kumar:
5G is very industry-specific technology. So post 5G loT driven mechanisms will come into
place, which is yet to be seen in India. So, of course, RailTel will get benefited by getting IoT
based projects. As far as 5G is concerned, RailTel's investment won' t be there.
Vishal Pcriwal:
Okay. I think that's all from my side. Thanks for taking my question.
Moderator:
Thank you. As there are no further questions, I would now like to hand the conference over to
Mr. Vishal Periwal for closing comments.
Vishal Pcriwal:
I like to thank the RailTel Management for giving us the opportunity to host the call and also
thank especially Anil Kumar Saxena Ji, Advisor, Media RailTel, for this call and I wi ll hand
over the call over to Rituja now or sir any closing comments from your side.
Sanjai Kumar:
Thank you very much to a ll our stakeholders to spare their lime to attend this call. Thank you.
Moderator:
Thank you. On behalf of RailTel Corporation that concludes this conference. Thank you for
joining us and you may now disconnect your lines.
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