Zozo, Inc. · TSE:3092

Zozo — Start Today — Q3 FY2016 Earnings Presentation

42 slides from Zozo's earnings presentation, February 2017

  1. Slide 1: 3Q FY2016 Consolidated Business Results

    3Q FY2016 CONSOLIDATED BUSINESS RESULTS APRIL1,2016-DECEMBER,31,2016 (9 start TODAY co.LTD.

  2. Slide 2: FY2016 3Q Highlights

    FY2016 3Q HIGHLIGHTS 01 17/038 3QN4F4b RRR + aR 1 480 (ARRAS 2.3%18) . BRPNR1SZEA (FI64.3%3#) Hin RR RAR SL. BURR SH. BRIAR *ZOZOTOWNSS MimRIRS 1,429.00 (AiERIRILL41.0%i18) Rtyvay7 1,334.8f8F) (39.7 %i#) AYav7 1.4f8F5 (117 1.9% 3%) ZOZOUSED 92.7f8FI (I76.8%!%) — Bie Bi 5,236F) (11.8%) . Hite 10,143F

  3. Slide 3: Business Performance FY2016 3Q

    BUSINESS PERFORMANCE FY2016 3Q CONSOLIDATED BUSINESS RESULTS APRIL1,2016- DECEMBER, 31, 2016

  4. Slide 4: 111,941 148,090 32.3% 195,000 75.9% 37,750 53,694 42.2% 69,030 77.8% 34,836 48,659 39.7% -

    111,941 148,090 32.3% 195,000 75.9% 37,750 53,694 42.2% 69,030 77.8% 34,836 48,659 39.7% - - 31.1% 32.9% 1.8% - - 23,092 29,367 27.2% - - 20.6% 19.8% -0.8% - - 11,744 19,291 64.3% 22,140 87.1% 10.5% 13.0% 2.5% 11.4% - 11,898 19,433 63.3% 22,150 87.7% 7,927 14,117 78.1% 15,260 92.5%

  5. Slide 5: 33,271 34,142 44,526 47,559 42,284 44,210 61,595 22.2% 18.4% 23.5% 28.7% 27.1% 29.5% 38.3%

    33,271 34,142 44,526 47,559 42,284 44,210 61,595 22.2% 18.4% 23.5% 28.7% 27.1% 29.5% 38.3% 10,856 11,560 15,333 16,671 15,386 16,180 22,127 6,453 7,444 9,193 9,236 8,788 9,228 11,350 24.9% 33.3% 46.7% 38.4% 36.2% 24.0% 23.5% 19.4% 21.8% 20.6% 19.4% 20.8% 20.9% 18.4% 3,733 3,276 4,735 6,011 5,011 5,5

  6. Slide 6: Increase-Decrease Analysis of Operating Profit (YoY Comparison)

    INCREASE-DECREASE ANALYSIS OF OPERATING PROFIT (YoY COMPARISON) RRALOWAD HH (HME) BRA 117.448 JOE—YsayRE Te $12.18 “AURATVCMe i HANKS +25.7f8 “EOL -ZOZOUSEDE# EF BiaaRaex +37.9f% Game 201643AHi 3Q: 1,119f8 201743AHi 3Q: 1,480f8 __ => Zoe -0.2%8 | 05 oe kg 192.918 G) 16/03 3Q 17/03 3Q

  7. Slide 7: 24,822 39,369 15,374 22,644 11,343 11,507 7,901 13,592 1,191 1,532 1,610 1,784 10,094 12,142

    24,822 39,369 15,374 22,644 11,343 11,507 7,901 13,592 1,191 1,532 1,610 1,784 10,094 12,142 16,984 24,429 3,157 3,493 17,413 26,544 3,272 2,570 -11,757 -11,758 3,664 6,078 17,932 27,082 34,916 51,511 34,916 51,511

  8. Slide 8: 100% 10% 90% 9% 80% 7.8% 8% 7.5% 7.0% 70% 6.8% 7% 6.2% 5.9%

    100% 10% 90% 9% 80% 7.8% 8% 7.5% 7.0% 70% 6.8% 7% 6.2% 5.9% 5.8% 67.5% 60% 5.5% 5.6% 55.5% 6% 5.1% 50% 5% 40.4% 50.0% 40% 37.8% 4% 34.8% 41.5% 40.4% 30.4% 30% 26.3% 3% 20% 2% 10% 1% 0% 0%

  9. Slide 9: 2,400 2,200 2,000 1,950.0 1,800 1,595.0 1,600 0.1% 1,480.9 .3% 0.5% 5.0% 1,400 3.1%

    2,400 2,200 2,000 1,950.0 1,800 1,595.0 1,600 0.1% 1,480.9 8.3% 0.5% 5.0% 1,400 3.1% 1,290.5 0.4% 6.3% 1,200 1,146.7 13.7% 0.1% 13.4% 3.4% 90.0% 1,000 958.9 2.0% 0.6% 11.8% 4.7% 802.4 0.6% 86.2% 800 8.5% 9.1% 12.8% 600 561.4 7.5% 82.2% 19.0% 79.9% 400 79.1% 78.1% 200 73.5% 0 11/03 12/03 13/03 14/03

  10. Slide 10: 615.9 0.4% 2.6% 6.7% 0.1% 475.5 90.2% 0 445.2 0.2% 5.7% 442.1 440 6.7%

    680 640 615.9 0.4% 600 2.6% 560 6.7% 0.1% 520 475.5 90.2% 480 445.2 0.2% 5.7% 442.1 440 6.7% 5.7% 422.8 0.4% 0.5% 2.8% 5.7% 0.4% 400 5.8% 360.3 369.4 0.3% 4.0% 0.1% 6.2% 360 332.7 341.4 0.1% 13.9% 13.4% 87.3% 9.5% 88.0% 91.0% 320 4.0% 288.4 4.3% 13.2% 4.2% 280 272.2 12.9% 0.3% 0.7% 3.9% 0.6% 0.5% 89

  11. Slide 11: 80,000 70,000 69,030 60,000 54,422 53,694 3,192 4,885 50,000 3,256 0 988 7,958 41,182

    80,000 70,000 69,030 60,000 54,422 53,694 3,192 4,885 6 50,000 3,256 0 988 7,958 41,182 9,270 40,000 38,580 1,766 693 35,050 1,573 4,477 145 4,016 31,806 2,389 4,446 2,976 2,285 30,000 2,662 766 577 5,381 1,917 23,801 8,139 1,397 10,282 1,065 20,000 39,313 38,405 10,701 29,725 25,324 10,000 20,968 1

  12. Slide 12: 25,000 22,127 1,697 20,000 4,114 16,671 16,180 1,136 5,333 5 15,386 39 1,666 15,000

    25,000 22,127 1,697 0 20,000 325 4,114 16,671 16,180 1,136 15,333 5 15,386 39 1,666 15,000 799 642 1,521 0 706 0 274 2,716 387 2,554 2,518 11,633 11,929 11,560 178 2,601 491 489 10,856 770 146 42 1,233 63 1,245 487 814 10,000 9,218 1,471 1,093 8,401 1,556 1,417 429 272 1,307 197 356 965 121 15,951 1

  13. Slide 13: 25,000 20% 22,140 20,000 19,291 16% 17,756 13.0% 15,084 15,000 12% 10.8% 10.4% 11.7%

    25,000 20% 22,140 20,000 19,291 16% 17,756 13.0% 15,084 15,000 12% 10.8% 10.4% 11.7% 11.1% 9.6% 12,388 8.9% 10,000 8% 8,529 7,704 5,851 5,000 4% 0 0% 11/03 12/03 13/03 14/03 15/03 16/03 17/03 3Q

  14. Slide 14: 5,689 5.1% 7,791 5.3% 0.2% 4,607 4.1% 6,233 4.2% 0.1% 2,710 2.4% 3,729 2.5%

    5,689 5.1% 7,791 5.3% 0.2% 4,607 4.1% 6,233 4.2% 0.1% 2,710 2.4% 3,729 2.5% 0.1% 3,088 2.8% 2,873 1.9% -0.9% 1,441 1.3% 1,229 0.8% -0.5% 1,646 1.5% 1,644 1.1% -0.4% 2,040 1.8% 2,609 1.8% 0.0% 1,317 1.2% 1,512 1.0% -0.2% 544 0.5% 610 0.4% -0.1% 529 0.5% 648 0.4% -0.1% 2,563 2.3% 3,358 2.3% 0.0% 23,09

  15. Slide 15: 9,000 8,703 30% 8,000 25% 7,000 6,011 6,000 20% 5,576 5,011 5,000 4,609 4,735

    9,000 8,703 30% 8,000 25% 7,000 6,011 6,000 20% 5,576 5,011 5,000 4,609 4,735 4,431 15% 4,000 3,160 3,733 14.1% 2,883 12.8% 3,276 12.6% 12.6% 11.9% 11.0% 12.0% 3,000 10.6% 10.6% 10% 11.2% 9.6% 2,000 5% 1,000 0 0%

  16. Slide 16: 12,000 11,350 20% 10,000 9,193 9,236 9,228 16% 8,788 8,000 ,444 12% 6,672 6,453

    12,000 11,350 20% 10,000 9,193 9,236 9,228 16% 8,788 8,000 7,444 12% 6,672 6,453 6,267 6,000 5,585 5,167 8% 4,000 3.7% 4% 2,000 2.6% 2.3% 1.9% 2.0% 1.5% 1.8% （百万円） 1.2% 1.3% 1.3% 1.2% 0 0% （期）

  17. Slide 17: 1,643 4.9% 1,835 5.4% 2,209 5.0% 2,477 5.2% 2,472 5.8% 2,383 5.4% 2,935 4.8%

    1,643 4.9% 1,835 5.4% 2,209 5.0% 2,477 5.2% 2,472 5.8% 2,383 5.4% 2,935 4.8% 1,393 4.2% 1,521 4.5% 1,692 3.8% 1,988 4.2% 1,837 4.3% 2,073 4.7% 2,321 3.8% 810 2.4% 846 2.5% 1,053 2.4% 1,157 2.4% 1,043 2.5% 1,108 2.5% 1,578 2.6% 583 1.8% 878 2.6% 1,625 3.7% 903 1.9% 650 1.5% 1,006 2.3% 1,216 2.0% 183

  18. Slide 18: 6,000,000 5,783,381 5,252,541 5,000,000 4,832,558 4,477,350 2,361,941 4,034,742 2,192,550 4,000,000 3,698,254 1,988,3…

    6,000,000 5,783,381 5,252,541 5,000,000 4,832,558 4,477,350 2,361,941 4,034,742 2,192,550 4,000,000 3,698,254 1,988,387 3,522,575 3,571,252 3,557,244 3,603,196 1,790,424 3,406,119 1,512,242 3,000,000 1,201,775 1,296,937 1,284,019 1,225,505 1,305,525 1,278,527 2,000,000 3,421,440 3,059,991 2,844,171

  19. Slide 19: 1,000 86 685 26 645 659 23 27 30 17 18 600 500 927

    1,000 934 7 900 867 872 839 24 842 7 28 10 800 720 700 685 686 685 26 645 659 23 27 30 17 18 600 500 927 865 843 832 400 811 694 642 662 656 658 300 627 200 100 （ショップ） 0 （期）

  20. Slide 20: Active Member Distribution

    ACTIVE MEMBER DISTRIBUTION PIF 7RARte | Peedi WE thins th ACiHIS.4% TU: PRE 8.7% RAL5.6% El - OE 7.8% q / PAR 40.9% SM + HG 27.6% ACRE + FRIB i 6.0% (RR1 7.5%) 19

  21. Slide 21: 50,000 11.0 48,644 48,556 48,275 47,937 48,000 47,140 46,135 9.9 10.4 10.5 10.0 46,000

    50,000 11.0 48,644 48,556 48,275 47,937 48,000 47,140 46,135 9.9 10.4 10.5 10.0 46,000 9.4 44,279 44,000 43,405 43,214 43,529 42,972 8.9 9.0 8.6 42,000 8.0 40,000 8.0 7.7 7.5 7.6 7.4 38,000 7.0 36,000 34,000 6.0 32,000 (点） 30,000 5.0

  22. Slide 22: 7,000,000 140% 6,000,000 5,886,580 5,391,093 120% 5,000,000 4,871,419 4,652,101 100% 4,000,000 3,901,739 80% 3,330,674

    7,000,000 140% 6,000,000 5,886,580 5,391,093 120% 5,000,000 4,871,419 4,652,101 100% 4,000,000 3,901,739 80% 3,330,674 2,994,432 3,007,626 62.7% 61.9% 3,000,000 2,782,854 52.5% 54.7% 60% 2,557,804 50.9% 2,372,373 2,000,000 40% 26.8% 19.7% 1,000,000 15.5% 17.5% 17.1% 20% 10.1% 0 0% （期）

  23. Slide 23: 10,000 25.0% 9,000 20.0% 8,000 15.0% 7,000 6,790 10.0% 6,000 5,939 5.0% 5,444 5,538

    10,000 25.0% 9,000 20.0% 8,000 15.0% 7,000 6,790 10.0% 6,000 5,939 5.0% 5,444 5,538 5,236 5,041 4,922 5,000 4,742 0.0% 4,522 4,468 4,000 3,855 -5.0% -4.1% -4.1% -5.4% -4.2% -4.6% -7.4% 3,000 -10.0% -11.1% -11.4% -12.5% -11.8% 2,000 -15.0% -14.7% 1,000 -20.0% 0 -25.0%

  24. Slide 24: 18,000 25.0% 16,000 14,000 15.0% 12,126 12,000 10,680 10,651 10,143 10,000 9,791 9,605 9,277

    18,000 25.0% 16,000 14,000 15.0% 12,126 12,000 10,680 10,651 10,143 10,000 9,791 9,605 9,277 9,189 5.0% 9,031 8,680 7,941 8,000 0.1% 2.7% -2.1% -1.9% -3.7% -5.0% 6,000 -4.0% -4.8% 4,000 -9.6% -12.2% -15.0% -14.0% -14.4% 2,000 0 -25.0%

  25. Slide 25: 100% 90% 80% 75.2% 71.6% 69.9% 70% 68.2% 66.0% 62.3% 59.1% 0.4% 60% 57.9%

    100% 90% 80% 75.2% 71.6% 69.9% 70% 68.2% 66.0% 62.3% 59.1% 60.4% 60% 57.9% 54.6% 55.5% 50% 43.5% 42.8% 40.8% 39.7% 38.7% 40% 36.9% 33.4% 31.3% 29.7% 28.1% 30% 24.6% 20% 10% 1.9% 1.7% 1.4% 1.1% 0.9% 0.7% 0.4% 0.3% 0.2% 0.6% 0.5% 0% （期）

  26. Slide 26: Preparation to Discover Our Growth Field

    PREPARATION TO DISCOVER OUR GROWTH FIELD BRD RRC BT Ea PAYA-=1—-4A-7 @ ‘Material World.com, TFUAT KA— KERALA ND RTE TPIVAYECTIYhI4—-L af ‘Wear YouWant.com, WBHOKOY IPED IEFIO TPIVAVYECTIYhI4A—-L zL-yP e "Fashion Valet.com; AWARD MAES TRIVAYECT IY h74—-L =1-9-FvkK ‘Stretch Sense Limited. ITALY F LY Y

  27. Slide 27: Slide 27

  28. Slide 28: Consolidated Business Forecast and Dividend Forecast for FY2016

    CONSOLIDATED BUSINESS FORECAST AND DIVIDEND FORECAST FOR FY2016 17/030 BU RRRAF 2: RAS 27 17/O3%hitHi RR (%) Minn AIRS 1,950 22.3% LR 690.3% 26.8% SRA 221.448 24.7% ea pik ry 221.518 23.9% MASAREeleT S BAMA 152.648F) 27.3% 17 |) BRASS *48.9F - THALYS (FE) *20.7F - %2016F9A30RZESACUTHADSERMLTHEVES. 1

  29. Slide 29: 2500 40.0% 35.0% 2000 1,950 30.0% 1,595 25.0% 1500 1,290 1,146 20.0% 1000 958

    2500 40.0% 35.0% 2000 1,950 30.0% 1,595 25.0% 1500 1,290 1,146 20.0% 1000 958 15.0% 802 561 11.4% 8.8% 11.7% 11.1% 10.0% 10.8% 500 10.4% 9.6% 8.9% 366 5.0% 0 0.0% （％）

  30. Slide 30: Breakdown of the Total Transaction Value and Each Policy

    BREAKDOWN OF THE TOTAL TRANSACTION VALUE | 29 AND EACH POLICY SHUEMBROAH AS—hhoF TB mwa A: 1,950 (AL +22.3%) ZOZOTOWN# Bawa Be : 1,850 (MA +26.6%) “REYay7 — 1,72808F) (AMAL +25.7%) “BRyav7 28 (AURALE -71.2%) +» ZOZOUSED 120f8F) (WHALE +50.8%) BtoB3= MaWiRm Bs : SOA (HHL -62.4%) FUVER BimiRia Be : SO

  31. Slide 31: 2500 2,162 2000 1500 1,174 1,047 1,000 1000 570 466 980 500 150 353

    2500 2,162 2000 1500 860 1,174 1,047 744 1,000 1000 409 231 570 466 980 500 150 353 786 765 113 586 277 322 153 0 11/03 12/03 13/03 14/03 15/03 16/03 17/03

  32. Slide 32: 41.8% 42.2% 40.3% 40.6% 35.6% 34.3% 20.7 24.9% 4.8% 15.6 15 24.1% 21.5% 11.3

    35 30 41.8% 42.2% 25 40.3% 40.6% 35.6% 34.3% 20.7 20 24.9% 24.8% 15.6 15 24.1% 21.5% 11.3 10 8.3 6.6 5.0 5 2.3 0.7 0.9 1.4 0 ※株式分割調整後の内容で記載しております。

  33. Slide 33: Slide 33

  34. Slide 34: 2800 2600 5,000 2400 2200 2000 1,950 1800 1,595 1600 1400 1,290 1200 1,146

    2800 2600 5,000 2400 2200 2000 1,950 1800 1,595 1600 1400 1,290 1200 1,146 1000 958 802 800 600 561 400 366 200 0

  35. Slide 35: Market Expansion Strategy

    MARKET EXPANSION STRATE HetARS ZOZOTOWN 2H & CtoCHl G\ ZOZOUSED (CtoBtoC) ZOZOIUY (CtoC) 34

  36. Slide 36: Reference Data

  37. Slide 37: Corporate Principles

    CORPORATE PRINCIPLES 36 AS—bhhOF TERE 3,821... 811. HERERO LET PY YAYITyK HERA (7) 30.6) Hh RP e Av ak<. HRP RAS. Make the world a better place Bring smiles to the world. 6,023. 578: RABEL

  38. Slide 38: Major Services

    MAJOR SERVICES =RY-ER BARKROT? yy avy kT ZOZOTOWN | TRIVAYERDELEBRRARO 1Y9—-RIbYAVEYIUT b. *934Y4 77, 3,8217 7) KORR. BaRseR41 Hak, Pee aws1A2, 700K E (YATL, FHIY, MRELS, ECKMbD SMES BATHE. WRIVAYIVVIPTY [ZOZOFUT | + ZOZOTOWNPWEARE BRS SCC CRs PR nla ORMEANT SURE < BBC Han SF Sc CATR. *BY—-EACOIDSMI

  39. Slide 39: Our Subsidiaries

    OUR SUBSIDIARIES | 38 FRHICOUT BRANBSHAS—hbhOT 4 LE VAF LAR. WEBF ¥4 Y-CRM, HMR -REDF MASHIFIY VALI 1-9—BPShEI7 yay BMERBY, MREHSIRAMBRERM, v RI—bhOFT ZOZOTOWN Se *AMYav7 *REYsy7 » ZOZOUSED RNBAP IST ECH4 hilff. WEBY—7 F477. WEBt+aUF4 ECMEPTUT—Laromtt.

  40. Slide 40: Business Model

    BUSINESS MODEL 39 EPRAEFW ZOZOTOWN=X& -SityayvT ZOZOTOWNICHIES S927HOA YI VY Ay TOBSEBESE. 5F—-EROHHEERVA CHM SER) ZIORELEWBE. Rle = Say TOR MURS X SFA -BRyav7 ZOZOTOWNEICT. 7EHERM. FIV KX—-A-KVHBZRUMY ET SAK. Rha =S7ay7OawRs * ZOZOUSED 1-Y—-SP SRE 7 Py VaAVeMEAM!). REATO“ RUBBER. Bla =AVayv7ORmMBMS

  41. Slide 41: BABS. SHARES CHMUEE< EONRATHY.

    BABS. SHARES CHMUEE< EONRATHY. RADRZBWCTSENTISAVECA. RAACHRE NT SRAPEROGR FMC DES ECTS. WGA CA FARES ICBO S tt THR LEBEN THVETF. PRICES KE KGTHELZRONELTH). ROR CHSORRABLEREOREVHVET.

  42. Slide 42: Start Today Co., Ltd.

    g START TODAY CO.LTD.

Start Today — Q3 FY2016 Earnings Presentation on 6ix