Zozo, Inc. · TSE:3092

Zozo — Q1 FY2021 Earnings Presentation

46 slides from Zozo's earnings presentation, August 2021

  1. Slide 1: FY2021 1Q ZOZO, Inc. Consolidated Business Results

    FY2021 1Q ZOZO,Inc. CONSOLIDATED BUSINESS RESULTS WXBRUAZOZO 20225 3AM BIE RAR é — SER PL CAMBIG) Bet Ato BE th

  2. Slide 2: dR BROS SX

    dR BROS SX RABY ES cone hEETOEY 8 ark Reve OY yarn hei esd CALS is & Pog NW iogy | SEN ed PR \ i oS" OED soos) e a aie weet y fg = ghavens) 2 al IO Rro tas. ConcoMpanEOLeUc ESIC OM 22/0388 1Q \F3Th

  3. Slide 3: 1Q FY2021 results summary

    22103) 1Q I\SBF & O DURE 1,168.18 (MERML22.5% i) / MAIR (TO (MIRA SAR) 1,06 7189 ([6]11-9%H#) MEO 1M SMBIOTVAWVAOKIT 4 TE (FO RIVYT b) DFID ER Th OED, HIE ISP PLE E.. MEE REO/\— KIL RUA, TVCMS ORE BRO BI, PayPayE—IOPMIC KY 10% EORRE EHR. O BRA 125485 (i 20.8%38) BARRE: KSBROKRRIESBNOGM, AAO KR (MRME

  4. Slide 4: 1Q topics and initiatives

    22103) 1Q I\SBF & Wes te O BRB (MMAR) 11.8% (HRM M 10.9%) ARERSRA : LEBRSOREICHIANLONE, ORM AAERME ORS LS ORMBREO EM, RERSRACHIKSARFARLO ECR ARE BCEA : TVCMSORERROMMPZOZOGLASSORAHILEERREOLA RERMRB ERAS CHARS (TO GARE ERK) CRUTHMLTHV ES. hey Ov Y hw TEAZY] CRS MEE AICZOZOTOWNS RAMONE. [ESA CKSMARRRRU

  5. Slide 5: Slide 5

  6. Slide 6: Consolidated results

    Rsasle (tt: AF) fd al 21/03M 108m | 22/03M 1Q%m | AAEM want em RE 95,330 116,812 22.5% 472,800 24.7% BERS 95,330 106,700 11.9% 450,400 23.7% LE 33,674 38,866 15.4% 162,600 23.9% LFA 32,283 36,924 14.4% . - meme «6©| «633.0% | 346% | o7% | - | - | tg 21,860 24,333 11.3% . - | Mmm || «=| 22.9% | 22.8%

  7. Slide 7: Quarterly consolidated results trend

    CHROME @LMS) (Sift: BF) 21/0388 22/03%8 S10 a Evy eS Some 4pm S1ee Baw 95,330 90,301 118,611 115,194 116,812 SERRE 95,330 90,195 115,247 106,999 106,700 ~~ aeSET AE “19.5% | 13.0% | 22.2% | 173% | 11.9% | Le 33,674 32,818 41,987 38,922 38,866 Ree 21,860 21,571 25,742 26.714 24,333 ADEA 18.3% | 43% |

  8. Slide 8: Operating profit change factors

    BEMAOWBOIn (WML) FOAM +9.008F1 Bea cmvanicesinm “HAH Sach +6.08R) : eee -9.5484 cael MLR | ze) PRICE Pett) MOIR a ee ray RER ‘TVCM ORR FST *Onan eR +31.38F REET SHES BAIA ANB EDA PRIS LRP SRE | RBA PayPayE—8) ARASRRICDNS SANE ALL MA EA RSLS I_E SRR 0 [RTE (dt A RE (MRM) - AG RHRMRESATEUET. (RO! (LMR

  9. Slide 9: Balance sheet

    ole aIG A (fit: FA) (20216A30B) (202146A308) RR 99,796 60,877 RHA 65,180 56,207 35. RAE 61,648 27,034 55. AMAR 20,000 20,000 96. HBRURG 1,792 2,223 Brea 4,968 5,126 HERe 25,860 24,848 Aiweeaat 70,149 61,333 ALEERE 12,019 12,010 RERA 55,651 24,445 RUAERE 2,915 2,790 36. Boat -24,146 -56,143 RRS 10,92

  10. Slide 10: Share split and shareholder benefit plan

    SRST D (7G FAR) AD BST LOMAS Reverie WisA :2021%5A258 WSK: 8,544,000 RTHARWINT SNS: 2.7% BAK: TOSTNeT-3 SARE RMA: 2021%5A27R ATMA BH : 6,780,000 RATHARBINT SNA 192.2% #48 :2021%6A158 ARF AAT RT REL 2021%6A16H~2023%6A 158 Matls, C22F4AIPEENTUSR MES MOMH wa [SIL] AOBTERANLTHVET. [FI thie] DGSREO—ICHS,

  11. Slide 11: Annual trend of results

    BOER BO Hai 6.000 — & Biba © sam aD sot 5,000 | @ OnNAAR ® 4,565 4,000 | ® A 3,635 © ® 3,352 3,500 3,000 |- 393 fF] 4 & 75 Ei @2,200 2,000 - . = 92,045 051 i | 477 | t ® 825 1,518 J ; H 1,107 | 843 [| os12 aged ‘ 1,000 es al @989 i \ (A) 17/03 18/03 19/03 20/03 21/03 22/03 (iti) 1

  12. Slide 12: Cash flow

    O BRAG KS4+97170— © MBAMICLS4+y5170— @ PRAM SS4~97170— © RB7WV—FeyYsa7o0— (OD + @ — MMRICLSRH ) 45,000 71® 44,790 35,000 25,000 15,000 5,000 (A) -5,000 \@ -8,219 jane | 9,215, : 20185! i iat BCMA ESR 24,412 2015118 (BAR) SOHADGIC LEH: 19,002 -35,000 ® 12,059 -15,000 -25,000

  13. Slide 13: Equity ratio and ROE

    100% — @ROE © “WAiTias (HRMS) 8.0% 90% e@-_ z4% 78% 7.4% oe >———« 80% % 72.7% 70% @_ 3 60% N 4.9% O- — a 57.47,°— 51.4% 50% ~~ ° 50.5% 40% 30% 20% (A) 17/03 18/03 19/03 20/03 21/03 22/03 (itil) MM AERA EADIE (FOG ARB ERK) TRUTRHL TEES. 9% 8% T% 6% 5% 4% 3% 2% 1%

  14. Slide 14: Business results

    VRAIS VESBBROBSEO OS 60 VHSEVORMEe © tt 50 40 41.5% 30 20

  15. Slide 15: Merchandise value (annual)

    ; Asya) LENS Oe BUD 24 SRE IE Ht RS RIS (ZOZOTOWNESE) SID: 6.268 Mmmm SHSEA: 0.7% i) 5.000 @ Si © FUVHR 4,500 QR ME DEO Tea @ USEDAE 4,194.3 a4 @ PayPay=—Jb © BtoBB 18/03 0/03 22/03 10 XT UTBRIEZO17FCASONEE ITH -ERERTUALELZ. K202253AMLUBREPERELTHVET. HMEP.34 [BRAPORBCO IT) TBM KS. LA LAROMBCLVET,

  16. Slide 16: Merchandise value (quarterly)

    CLMRBORS Dew 1,200 — © SRR © BtoBR 1151.9 1,168.1 ORR MERE © TOK [om [Josm ® 5.0% 5.3% © USED 942.7 . 1 105% @8.4% 1,000 | @ PayPayt— 7 12. . Dom 797.4 798.4 800 |— @ 867% (8) =: 20/03981Q 20/03%2Q 20/03%3Q 20/03%4Q 21/03%81Q 21/03%2Q 21/03%3Q 21/03%4Q 22/03%1Q RAE BLS [OT O fh) AROLBAMBBI THHLTHVET

  17. Slide 17: Net sales (annual)

    BLAH 180,000 160,000 140,000 120,000 100,000 80,000 60,000 40,000 20,000 (BAF) O (A) XV BRIE2OITE GC AZOAEE 2TH -EAERTURLELE. R202253AMLY EREDERALTHVET. HMISP.34 [BRAPORBICDNT) STBMK ESL, LMIREROMBCAVET. HQ2OZZESAMEVS MING SLHSE EM ALTE VES, 2021 SAME TERR RO— MBER ELTEUELERT YhMERESBROKED SMBLEBREG

  18. Slide 18: Net sales (quarterly)

    SLB ORS (WS) 45,000 ® SEEM © BtoB @QRn- Make © DSRR @® USEDIR ® EOth @ PayPayt—IL 40,000 35,000 34,645 30,000 25,000 03,354 = 0 310 20,000 20897 15,000 10,000 (A) 20/03%81Q 20/03%2Q 20/03%3Q 33,629 4) © 820 im © 1,660 >| @ 3,807 |@673 20/03%4Q 33,674 32,818 | |osea7 [| @©875 E036 1,284 @2611 41,987

  19. Slide 19: Operating profit

    Bees ° 50,000 45,000 40,000 35,000 30,000 25,000 20,000 15,000 10,000 5,000 (BAF) O (] s3Hzs © BRAN (%) (HAIR) (A) 17/03 18/03 19/03 X GRARK ARAB EGADMS (TOMAR ERK) TRUTHHLTHVET, NAB (HGRRRE) OB 44,144 7 22/03 1Q 20% 16% 12% 8% 4% 0%

  20. Slide 20: SG&A expenses

    BR FARR (Sift: BF) 21/0388 1Q 22/03K1 1Q — | aterraaLt fen SSRURBL 2h SIBURBLE | RRL as At 6465] 68% | 6883} 65% | -0.3% EB 2,409 25% 2,831 27% 0.2% | awamnnns:2006R%1.200% + 216Rx1.2914 REE RMRHAT) 4056| 4.3% | 4,051] 3.8% | -0.5% | BRB, 27/AonmcmaoxeAmcaoaa oes EBS oORMARIA) 1197] 1.3% | 1,429] 1.

  21. Slide 21: Operating margin

    oetas © BHR (%) (SREB) 5| 11.8% Vo7% (A) 20/03%81Q 20/03%2Q 20/03383Q 20/03%4Q 21/03%81Q 21/03%2Q 21/03%3Q 21/03%4Q 22/03%81Q X RRARR SARA EGAVBRK (TOMMARRBER<L) TRUTRMLTHVET, 30% 25% 20% 15% 10% 5% 0% 21

  22. Slide 22: Operating profit by quarter

    BOR (OM) IRE (EWA) 30,000 [_ © Fot-yarweRe 20% (i ERA) oe714 25,742 2 — me") 24,333 25,000 - — | | | (| 16% 20.683 | | 21,283 «7860 at571 H | 4 20,000 |. —*18,483 = | . | i fh), i | ‘ i | 12% ssoco |_| iI | | | | 1 os rose [ I Bannan 4% = 0% (aA) 20/033%81Q 20/03%2Q 20/03%3Q 20/0334Q 21/0381 21/03%2

  23. Slide 23: SG&A expenses (quarterly)

    ARE OER (GPL) (84: BFA) 21/03%h 22/03%4 wie R20 BoM 4D mio ae SER 2a RRB 2h SHR 2h RRB 2h SHUR MER 6,465 68% 6,294 7.0% 6,639 5.8% 7,844 73% 6,883 65% He 2,409 2.5% 2,484 2.8% 2,497 2.2% 3,666 3.4% 2,831 27% WREBBamecac| 4,056 4.3% 3,809 4.2% 4141 3.6% 4177 3.9% 4,051 3.8% REAR eonmsen 1,197 1.3% 1,

  24. Slide 24: Active members

    MABE SMBASR= BS ISUACIBULEBALEP IT 1 PSABCTARBARMOSH FANBASR=BE1FMOTA BARRO Sat PIF 4 FSRB=BSIFUACIBULEMALESRER 10,000,000 8,000,000 6,000,000 4,000,000 2,000,000 W Lo) 9,730,162 9,485,669 9,139,796 1 iw. 8,662,560 8,805,155 [| 1.347940 . 8121663 8,226,388 8,156,256 [a] 1,385,856 Le 1,488,807 “ee 26

  25. Slide 25: ZOZOTOWN shipping units

    ZOZOTOWNMEY® 1.600 - @ SEMI @ HM SURMIE 1,488 1,433 «1.468 — 1,348 1,404 O18 F @20 1,400 1,297 1,312 1,345 1,337 we los @6 01.450 le © 1488 mn los (los ie: © 1,399 poise? | | 1,200 | Ot aee +307 | 1.340 © 1,332 © 1,343 | | | } | 1,000 | | | 800 | | | | | | | | | 600 | | | 4 | | wh ffi) | or | lf | |

  26. Slide 26: Merchandise value by member usage

    PIF SISEBE SABA SRMMAH SRA 400,000 350,000 300,000 250,000 SEER 200,000 S fe} 150,000 ste 318 100,000 50,000 (A) O(a) 20 40 60 80 100 % [PayPayE—I] BBATEUEEA, 26

  27. Slide 27: Active members and purchase frequency

    PVF PREVA) OFMBA RR - SOBA RE 50,000 15 47,506 47,593 O 48,000 | 46,934 14 46,000 44,000 8 42,363 42,000 11.6 W7 118 ze 2 11.3 -© ; —o— g o 40,000 11. 11. @ oe 8 S17 ite 2 11.4 "1 38,000 36,000 10 34,000 © MBAS 9 32,000 = © SMA re aw 30,000 (88) = 20/03%81Q 20/03%2Q 20/03%3Q 20/03%4Q 21/0381 21/03%8

  28. Slide 28: Annual spend per member

    GEV IF 1 IAN AGE IALARA GD SHAE MREPIT (ISR : SRBRP SIFU LRBLTUSPIT1 IE 20 85.000 [© SMASH © #HBARH 19 60,000 18 17 55,048 54,750 54,092 55,000 53,027 59.175 16 51,523 51,066 50,139 1s 50,000 a 40287 14 -O- -6- o— o=-——~o 45,000 13.3 13.4 13.4 13.4 13.6 13.6 13.6 13.5 13.2 13 12 () (a) 40,000 (88) =

  29. Slide 29: Cumulative members

    Pe A ORES 14,000,000 ae 140% 12,085,053 © WRN 11,960,223 ” amt 12,000,000 11,472,548 44,011,990 Fr 11,162,186 ie | 120% 10,347,938 . Hil i 10,101,875 | | | 10,000,000 i] 9,757,344 | aa | 100% 9,209,344 | | || 7 | | | i 8,000,000 | i | | | 80% | | | | 6,000,000 | 4 | | | | 60% | | t | | | | | 4,000,0

  30. Slide 30: Orders

    Po MOORS 7,000 6,000 5,000 4,000 3,000 2,000 SPAS © amet 4,501 3,903 ra 7 3,516 -1.4% e [G]-3.9% i N-5.6% O 10.7% C¥F11.8% 3F39 Bich Bilt ZOZOTOWNO Mm AMO THR TRS CCIE 4,301 3,748 -4.5% 3,490 O 1.4% (8) 20/03%1Q 20/03%2Q 20/03%3Q 20/03%4Q XZOZOTOWNSROPSGBRMHELVET, ¥ [PayPayE—I] RBATHVEA. 21/03%81Q 2

  31. Slide 31: ZOZOTOWN order trends

    12) a) iy HEEB SESSA ML HTIs ZOZOTOWNO AREER & AINA ENV 5 HO BCORTZ EI LU 14,000 PSH © weer 12,000 10,000 8,973 8,390 Pl 8,304 8,516 7991 cml y 8,000 13.2% iat ' iia 7,409 7370 pe 4 os O1:3.3% 21% | | 6,000 + fal LL terse | i 1 rOL-6.3% “5.1% i 4,000 a la L | (Om2.5% | (88) 20/03%1Q 20/03%2Q 20/03%3

  32. Slide 32: RE TN ei :

    RE TN ei : ps pena Sener ae Seine 22/0378

  33. Slide 33: Q1 results by segment

    QQ/O3) BUNCE Le 22/038 Hi RM Eee (%) Bam 4,728 12.7% Hm tomammmen<) 4,504faF 10.5% LH : 1,62618F3 10.3% SRA 478A 8.3% ee ee Bets 10.6% Whi! ta tetas al ZS 478A 7.7% PARKER ST SYA AE 333A 7.7% TARE 8) BAA ZS 109FI5& - MAWES coe) 555 - KERN EEARN EADS (TO MALRHERS) TRUTMHLTEV ES. HQO22ESAMEVREBRICG SA

  34. Slide 34: Forecast and merchandise value outlook

    2 HES COLIC 20225 3AM KUAFORUEREPEAELT. MADRS CLBLMRUELES. = BK SEV BET. 2021F SAMLIMORMIC DS ELT, MROICMERAELTMRUELET. IR (20214 3ARET) MRD (2O223 ARLE) ZOZOTOWN# : ; ZOZOTOWNSS 5D ee 2S | eae 8 Bm-SuSIRZ | PayPay=— }—————————PayPayt- sid BtoBE# = BtoB RK Ei EMtb | 34

  35. Slide 35: Merchandise value forecast by segment

    22/038) BAWOE mma BR BURALE _ZOZOTOWNSS _ | 3984 | 410.1% BN: RUEIRTE 86 fRF 104.7% ee ee USEDIRSE | a — 1188 | +1.5% PayPay=—/b 3308 +17.0% BtoBs# 240/89 +7.3% BaRRm TOmaawMmRsee<) 4,504 +10.5% EMI 2248 +92.0% MmaRinm 4,728f%F +12.7% FLeaR RURAL BEB 49484 +19.0% 35

  36. Slide 36: Merchandise value outlook trend

    RENE SEA ORS 12.4% 5,000 114% 4,728 12% 4,500 10.6% 10% 4,000 Oj Bam 3,500 OC BRAe (MRS) B% 3,000 2,717 2,500 6% 2,000 1,595 om 1,500 1,000 2% 500 he 0% (fF) 0 = 22/03 (stil) (A) 16/03 17/03 18/03 RERARE SRA EBARRS (TORMARRBER<L) TRUTRMLTHUET, 21/03

  37. Slide 37: NL eeregs Ka!

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  38. Slide 38: Appendix

    REIL CWRPZDY ILK WHMIEBBE.

  39. Slide 39: ZOZO overview

    FS CROMRAAZOZO AEITE 1.331. 14,293. CHD ii 32.97) ZOZOTOWNORYRUTDY KR ZOZOTOWNO FE RBAS SAI. D/San

  40. Slide 40: ZOZOTOWN business features

    By -ER ORBRRAY? vy OTR Th “ZOZOTOWN, O TPYPAVERDELEBRRARO I YS—AYbYAVYEYIUT hb. O 14884397, 8490757 KOR. BEMIS SSH RL, Posse wIs1A2, 900K UE O YATFL. FAY MREC, ECIMD SMHS AM TR. O MARRY—-ERZ / FTRIVEYIY—-ER / YT BE O V7-#KSAD BE SF SPayPayE—IICZOZOTOWNS HIS GRBARAT P VY DY D—FaR= bP TY) WEAR, O BRRA

  41. Slide 41: ZOZOTOWN and PayPay Mall integration

    ZOZOTOWNANEL PayPayE—WisORL ZOZOTOWN ZOZOTOWN PayPay=—Jbi& TRIP AAIHCLEREOY -—ERZERRTS TPIVALAF AVA SORUEVICOMBLE BABAROT? YY avECY Th RWI-Y—-MICHBTSECIT HEY ay TR 1,488(202156AARA) 1,347(202156A RMA) RP TTL DW vto7 S739 TERIOR a IRE WI. DALT—T Ab, BIRDS = ERAS EC BERTN TORE ae Yr tb), UMAR, IDI, FA

  42. Slide 42: ZOZOTOWN business models

    CYRREF OL ROZOTOWNESSE O AR Bushes ZOZOTOWNEICT, 2052 RA. SFY KX-D-KVEMERUMUY MET SHAS VIC, DILKA-D— BRASOV INL YY -OLBNEAAL, BROLEELTRETSAR. RLSB= Say OBA © Seatik7e ZOZOTOWNIHET 31, 468EOAY F137 FOBEEREREE, HS—-EROEBERECK CAPSERVIAIORELLUBR. RLB= Say 7OBARRE X SFR Kx O USEDAR 1-¥-SP Sp? ry yay RMe

  43. Slide 43: Share price and shareholder benefits

    Since at 2o1gr4A 20204448 2oae4A 20208 4A 2o2an4n wae HERE A(M) I l l l 34,000 2020%3Axi8T +H2 91,500 ss = Fs 19,500 20205 4A78T | 58,000 2020%6AXT | (eZ | 55,000 bs Re ——— = i: — || 65,000 2019% 107 sit | a =) 72,000 20205 3A mi | a ST _— 98,500 20205510 #88 za Ga 137,000 2023%2AKe [> J KFR2 RM USH

  44. Slide 44: IR information and ESG

    : SB R8 IRFT KOCHI MHIRG1 ICT. FRBREBRLTHUET. CUCR<K ESL. DLN. IR=13—2 ... ingame BMLTHUET. ESG/CSROR') #4 ... ua ESG/cSRORYMAIZDWTRALTHUKT. RBINIFA Ab ... 8359 04H ORMF—SEBMUTHVRT. PDF-I7EVTIOVO—KEMETS. IRX—WOTHBN MHIRX—IAC XP KUAST BRUCE, BRO I—AVU—-ALRE, MAIR MS SAREMBSAMSCULLET. THB FRURLAVSMUUE

  45. Slide 45: Disclaimer

    RLME, IIS SC SEM EE SAO BE CO AGES E DAL J SOO ClEHVECA« ARB SSO ENE | DEE PORO BP Mle > SALT SUES CAPA Ec AOeSACAGLES © CHUA FUSE SS BULLE IVELE Als SIRO PAIGE RS ORAL EREABSOGHVRT. aa

  46. Slide 46: ALOE

    eo” 4D 2020 ALOE Zoobh tate Dube e dreads ar oro cliidn Lot AT KE BU aah 14, UU Ba 3et thse Bho BORCL MM a REE Ze.0T a RHE Ut. Bons ater t eo? Bie 2200 LU. He ohh a gh IB obit Beklaiaes geba Dee 18121088, Dred Uke Bu, (6% LAG EtG, pal. 7 2d. w0eay f\ «it

ZOZO — Q1 FY2021 Earnings Presentation on 6ix