Zozo, Inc. · TSE:3092

Zozo — Start Today Co.,ltd. — Q3 FY2015 Earnings Presentation

47 slides from Zozo's earnings presentation, February 2016

  1. Slide 1: 3Q FY2015 Consolidated Business Results

    3Q FY2015 CONSOLIDATED BUSINESS RESULTS 4) APRIL1,2015-DECEMBER31,2015 START TODAY CO.,LTD.

  2. Slide 2: FY2015 3Q Highlights

    FY2015 3Q HIGHLIGHTS G) 16/034] 3Q/\45Th

  3. Slide 3: Business Performance FY2015 3Q Consolidated Business Results

    BUSINESS PERFORMANCE FY2015 3Q CONSOLIDATED BUSINESS RESULTS APRIL1,2015- DECEMBER31,2015

  4. Slide 4: 連結経営成績

    連結経営成績 92,112 111,941 +21.5% 168,200 66.6% 29,253 37,750 +29.0% 53,800 70.2% 27,672 34,836 +25.9% - - 30.0% 31.1% +1.1% - - 17,020 23,092 +35.7% - - 18.5% 20.6% +2.1% - - 10,652 11,744 +10.3% 19,140 61.4% 11.6% 10.5% -1.1% 11.4% - 10,699 11,898 +11.2% 19,160 62.1% 6,879 7,927 +15.2% 12,520 63.3%

  5. Slide 5: 連結経営成績

    連結経営成績 27,224 28,849 36,039 36,946 33,271 34,142 44,526 12.0% 14.2% 14.2% 10.2% 22.2% 18.4% 23.5% 8,401 9,218 11,633 11,929 10,856 11,560 15,333 5,167 5,585 6,267 6,672 6,453 7,444 9,193 23.5% 16.0% 5.4% 9.0% 24.9% 33.3% 46.7% 19.0% 19.4% 17.4% 18.1% 19.4% 21.8% 20.6% 2,883 3,160 4,609 4,431 3,733 3

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

    INCREASE-DECREASE ANALYSIS OF OPERATING PROFIT (YoY COMPARISON) BRNROBRAH (RE)

  7. Slide 7: 35,296 22,390 13,744 16,141 24,713 6,243 6,719 10,333 1,319 1,362 1,613 6,055 9,281 15,106

    35,296 22,390 13,744 16,141 24,713 6,243 6,719 10,333 530 1,319 1,362 1,613 6,055 9,281 15,106 17,755 2,819 3,285 25,504 13,351 1,440 3,513 -2,817 -12,647 1,795 2,482 26,244 13,917 41,351 31,672 41,351 31,672

  8. Slide 8: ROE

    80% ROE 70% 7.4% 60% 6.8% 7.0% 6.2% 57.2% 50% 5.9% 5.8% 5.5% 5.6% 5.1% 40.4% 50.0% 40% 37.8% 34.8% 41.5% 40.4% 30.4% 30% 26.3% 20% 10% 0%

  9. Slide 9: 1,800 1,700 1,682 1,600 1,500 1,400 1,290.5 1,300 1,200 1,146.7 13.7％ 1,119.4 1,100 13.4％

    1,800 1,700 1,682 1,600 1,500 1,400 1,290.5 1,300 1,200 1,146.7 13.7％ 1,119.4 1,100 13.4％ 3.4％ 9.5% 1,000 958.9 2.0％ 0.6％ 4.7% 4.7％ 0.4% 900 11.8% 802.4 0.6% 85.4% 800 8.5% 9.1% 700 82.2％ 600 561.4 12.8% 79.9％ 500 7.5% 400 366.6 19.0% 79.1% 300 3.9% 27.3% 200 78.1% 73.5% 100 68.8% 0 10/03 11/03 12/0

  10. Slide 10: 445.2 6.7% 5.7% 0.3% 360.3 369.4 360 335.3 332.7 341.4 340 13.9% 13.4% 320

    500 480 460 445.2 440 6.7% 420 400 5.7% 0.3% 380 360.3 369.4 360 335.3 332.7 341.4 340 13.9% 13.4% 320 315.6 9.5% 87.3% 13.4% 4.0% 13.2％ 300 14.3% 288.4 4.3% 0.7% 4.2% 2.3% 272.2 0.3% 3.9% 0.6% 280 2.4% 12.9% 252.6 1.9% 81.8% 0.5% 260 243.0 4.1% 14.7% 2.9% 240 12.1% 2.1% 0.8% 81.4% 220 13.8% 1.8% 81

  11. Slide 11: 54,000 53,800 51,000 48,000 45,000 42,000 41,182 37,750 38,580 1,766 39,000 1,573 35,050 4,477

    54,000 53,800 51,000 48,000 45,000 42,000 41,182 37,750 38,580 1,766 39,000 1,573 35,050 4,477 2,056 36,000 4,016 2,614 31,806 2,389 4,446 33,000 2,285 2,662 2,976 5,242 30,000 766 577 5,381 1,917 27,000 515 23,801 8,139 24,000 1,397 10,282 21,000 1,065 18,000 17,159 657 338 10,701 15,000 29,725 27,

  12. Slide 12: 16,000 15,333 14,000 11,929 2,518 12,000 11,633 11,560 489 10,804 491 10,856 770 146

    16,000 15,333 799 14,000 706 11,929 2,518 12,000 11,633 11,560 489 10,804 491 10,856 770 146 10,308 417 1,233 487 1,245 814 10,000 352 8,931 1,153 1,161 9,218 1,471 1,093 1,556 1,417 8,536 385 766 8,401 429 272 604 121 1,307 197 417 356 965 8,000 819 818 881 170 463 1,294 1,032 833 450 585 234 1,731

  13. Slide 13: 20,000 19,140 18,000 16,000 15,084 14,000 12,388 11,744 12,000 11.7% 10.4% 10.5% 9.6% 10.8%

    20,000 19,140 18,000 16,000 15,084 14,000 12,388 11,744 12,000 11.7% 10.4% 10.5% 9.6% 10.8% 10,000 8.8% 8,529 8.9% 8,000 7,704 6,000 5,851 4,000 3,236 2,000 0 10/03 11/03 12/03 13/03 14/03 15/03 16/03 3Q

  14. Slide 14: 4,449 4.8% 5,689 5.1% 0.3% 3,362 3.6% 4,607 4.1% 0.5% 2,231 2.4% 2,710 2.4%

    4,449 4.8% 5,689 5.1% 0.3% 3,362 3.6% 4,607 4.1% 0.5% 2,231 2.4% 2,710 2.4% 0.0% 1,202 1.3% 3,088 2.8% 1.5% 480 0.5% 1,441 1.3% 0.8% 721 0.8% 1,646 1.5% 0.7% 1,906 2.1% 2,040 1.8% -0.3% 1,273 1.4% 1,317 1.2% -0.2% 577 0.6% 544 0.5% -0.1% 277 0.3% 529 0.5% 0.2% 1,739 1.9% 2,563 2.3% 0.4% 17,020 18.5%

  15. Slide 15: 5,000 20.0% 4,735 4,609 4,500 4,431 18.0% 4,000 16.0% 3,748 3,733 3,500 3,276 14.0%

    5,000 20.0% 4,735 4,609 4,500 4,431 18.0% 4,000 16.0% 3,748 3,733 3,500 3,276 14.0% 3,198 3,160 2,873 2,883 3,000 12.8% 12.0% 2,568 12.0% 10.6% 11.8% 11.2% 11.0% 11.2% 2,500 10.6% 10.0% 10.2% 10.1% 9.6% 2,000 8.0% 1,500 6.0% 1,000 4.0% 500 2.0% 0 0.0%

  16. Slide 16: 10,000 20.0% 9,193 9,000 18.0% 8,000 16.0% 7,444 7,000 6,672 14.0% 6,267 6,453 5,945

    10,000 20.0% 9,193 9,000 18.0% 8,000 16.0% 7,444 7,000 6,672 14.0% 6,267 6,453 5,945 6,122 6,000 5,585 12.0% 5,167 5,000 4,813 10.0% 4,183 4,000 8.0% 3,000 6.0% 3.7% 2,000 4.0% 2.6% 1.8% 1,000 1.2% 1.3% 1.3% 1.2% 2.0% 2.5% 2.0% 2.2% （百万円） 1.3% 0 0.0% （期） 14/03 第1Q 14/03 第2Q 14/03 第3Q 14/03 第4Q 15/03

  17. Slide 17: 1,414 5.2% 1,447 5.0% 1,587 4.4% 1,901 5.1% 1,643 4.9% 1,835 5.4% 2,209 5.0%

    1,414 5.2% 1,447 5.0% 1,587 4.4% 1,901 5.1% 1,643 4.9% 1,835 5.4% 2,209 5.0% 1,003 3.7% 1,166 4.0% 1,192 3.3% 1,367 3.7% 1,393 4.2% 1,521 4.5% 1,692 3.8% 663 2.4% 719 2.5% 849 2.4% 887 2.4% 810 2.4% 846 2.5% 1,053 2.4% 331 1.2% 389 1.3% 481 1.3% 449 1.2% 583 1.8% 878 2.6% 1,625 3.7% 123 0.5% 142 0.5

  18. Slide 18: Active members and guest purchasers

    4,500,000 ゲスト購入者数 4,034,742 4,000,000 アクティブ会員数 3,698,254 3,603,196 3,522,575 3,571,252 3,557,244 3,500,000 3,406,119 3,215,737 1,512,242 3,000,173 3,000,000 1,201,775 1,296,937 2,802,245 1,305,525 1,284,019 1,225,505 2,657,467 1,278,527 1,178,934 2,500,000 1,037,802 901,080 808,579 2,000,000 1,500,0

  19. Slide 19: Number of shops

    900 買取ショップ 839 28 800 受託ショップ 720 700 685 686 685 26 645 659 23 30 27 621 18 17 600 581 16 556 38 514 39 500 40 400 811 694 662 656 658 627 642 300 605 543 517 474 200 100 （ショップ） 0 （期）

  20. Slide 20: Customer demographics by gender and age

    400,000 350,000 300,000 250,000 32.7 MEN WOMEN 200,000 40％ 60％ 150,000 100,000 50,000 0 0 20 40 60 80 100

  21. Slide 21: 50,000 10.0 48,000 47,140 9.5 46,135 46,000 8.9 9.0 44,154 4,279 8.6 44,000 43,406

    50,000 10.0 48,000 47,140 9.5 46,135 46,000 8.9 9.0 44,154 44,279 8.6 44,000 43,406 43,700 43,646 43,405 42,972 43,214 43,529 8.5 8.0 42,000 8.0 7.7 7.5 7.6 7.5 7.4 40,000 7.3 7.5 7.2 7.1 38,000 7.0 36,000 6.5 34,000 6.0 32,000 5.5 (点） 30,000 5.0

  22. Slide 22: 18,000 16,000 14,000 12,389 12,126 12,000 10,674 10,680 10,651 10,201 9,791 9,605 10,000 9,376

    18,000 16,000 14,000 12,389 12,126 12,000 10,674 10,680 10,651 10,201 9,791 9,605 10,000 9,376 9,031 9,277 8,000 6,000 7,089 6,790 5,773 5,538 5,939 5,677 5,444 5,041 5,011 4,742 4,000 4,522 2,000 0

  23. Slide 23: 4,500,000 140% 4,000,000 3,901,739 120% 3,500,000 3,330,674 2,994,432 3,007,626 3,000,000 100% 2,720,874 2,782,854 2,…

    4,500,000 140% 4,000,000 3,901,739 120% 3,500,000 3,330,674 2,994,432 3,007,626 3,000,000 100% 2,720,874 2,782,854 2,557,804 2,500,000 2,367,837 2,372,373 2,183,933 80% 2,054,821 2,000,000 52.4% 52.5% 60% 1,500,000 44.7% 40% 1,000,000 26.8% 23.1% 19.7% 18.2% 17.5% 17.1% 15.5% 20% 500,000 10.1% 0 0%

  24. Slide 24: 100% 90% 80% 70% 66.0% 62.3% 59.1% 60.4% 60% 57.9% 54.6% 55.5% 52.2% 52.7%

    100% 90% 80% 70% 66.0% 62.3% 59.1% 60.4% 60% 57.9% 54.6% 55.5% 52.2% 52.7% 50.5% 50.1% 50% 43.2% 47.1% 40% 45.9% 44.9% 43.5% 42.8% 40.8% 39.7% 38.7% 36.9% 30% 33.4% 20% 10% 4.6% 3.6% 2.8% 2.4% 1.9% 1.7% 1.4% 1.1% 0.9% 0.7% 0.6% 0%

  25. Slide 25: Efforts Towards Accelerating the Total Transaction Value

    EFFORTS TOWARDS ACCELARATING THE TOTAL TRANSACTION VALUE PER cits HR res FRR BE = Ta) UF 7 RY)

  26. Slide 26: Main Promotion for FY2015

    MAIN PROMOTION FOR FY2015 (5) 20154105 -12ANE CHR EGR *ININ—t—WORH -BEDYCIIVKI-KVERA -FLECMOXK (Al) BBDUAFIYEI—-ARY /\4 N\— 2 —ORHE : 2015 F11A178~11A308

  27. Slide 27: Launched the Fashion Flea Market App ZOZOFURIMA

    LAUNCHED THE FASHION FLEA MARKET APP “ZOZOFURIMA” TRIVAYIYVIPTY [ZOZOTY | SHE

  28. Slide 28: START TODAY and LINE Tie-up for the Fashion Beacon Business

    START TODAY AND LINE TIE-UP FOR THE FASHION BEACON BUSINESS. AS—hEIFTELINE, 779 YARIS SE—-AVY RRC

  29. Slide 29: Restructuring

    RESTRUCTURING START TODAY ENGINEERING Co., Ltd Mat [AS—hhVF( LBA] CRU

  30. Slide 30: Business Plan for FY2015

    BUSINESS PLAN FOR FY2015 16/03 Hisetitei

  31. Slide 31: Consolidated Business Forecast and Dividend Forecast for FY2015

    CONSOLIDATED BUSINESS FORECAST AND DIVIDEND FORECAST FOR FY2015 16/030 BUBBRATR - RAS

  32. Slide 32: Change of Business Segment

    CHANGE OF BUSINESS SEGMENT 6) BRESOREBCOWT E—WR ZOZOTOWN 3 Rityay7 BRYay7 ZOZOUSED Att EC Rik BR BtoB 3 FUVBR (Biz)

  33. Slide 33: 40.0% 1,682 35.0% 1,290 30.0% 1,146 25.0% 20.0% 15.0% 561 11.7% 11.4% 10.8% 9.6%

    40.0% 1,682 35.0% 1,290 30.0% 1,146 25.0% 958 20.0% 802 15.0% 561 11.7% 11.4% 10.8% 9.6% 366 8.9% 10.0% 10.4% 8.8% 5.0% 0.0%

  34. Slide 34: Breakdown of the Total Transaction Value and Each Policy

    BREAKDOWN OF THE TOTAL TRANSACTION VALUE s) AND EACH POLICY Sar MERODH AS—hboF ZK

  35. Slide 35: 2,500 2,162 2,000 1,500 1,047 1,000 1,000 6 500 1,009 150 353 786 113

    2,500 2,162 2,000 1,500 842 1,047 1,000 1,000 409 231 570 466 500 1,009 150 353 786 113 586 277 322 153 0 11/03 12/03 13/03 14/03 15/03 16/03

  36. Slide 36: Dividends per Share and Payout Ratio

    DIVIDENDS PER SHARE AND PAYOUT RATIO Gs) 1HSEYRASRORAEM OHS —_—

  37. Slide 37: Future Strategies

    FUTURE STRATEGIES PRAT

  38. Slide 38: 2,800 2,600 5,000 2,400 2,200 2,000 1,800 1,682 1,600 1,400 1,290 1,200 1,146 1,000

    2,800 2,600 5,000 2,400 2,200 2,000 1,800 1,682 1,600 1,400 1,290 1,200 1,146 1,000 958 802 800 600 561 400 366 200 0 10/03 11/03 12/03 13/03 14/03 15/03 20XX 3 16/03

  39. Slide 39: Market Expansion Strategy

    MARKET EXPANSION STRATEGY TARR TPIVAYHSIMEEBS.ZOZOTOWNOUXKEELEDS—FA. ECR KYRAE IP YY AY RARAORMEMRSES rp Fe BA Bar N\vvmmets Mian Wie Be Wi 25—h ho 5-7 e (PEE) AS—bhbOFT (WHE) 5,000 fA

  40. Slide 40: Plans to Achieve Our Long-Term Vision

    PLANS TO ACHIEVE OUR LONG-TERM VISION BME a VERA EER ' BERRES 10K CMETSCER<. RF BROR IA Y OH. TP Y YAY RRICSIS MRMEPRAMMICEY, RWC VAYOPHERS BT > BRRAFLZI—KYY 7 - A—KFROA—#FL—bhANFYVA>A—kle HUTS. SREOKRGHKERCPRMEMEARITRASCUTRZICHE - REMESEIC MV ERBBR 12% ROE : 30% MRA CRE IO U ein DERABR

  41. Slide 41: Reference Data

    REFERENCE DATA Sent

  42. Slide 42: Corporate Principles

    CORPORATE PRINCIPLES AS—bh AVF TEREBR 3,482... 786. VBRZRDECLETPYYAYITYK HERR (FED 29.97) HhpPeAvak<, HHI KAS. Make the world a better place Bring smiles to the world. 4,386 403,, FRAG

  43. Slide 43: Major Services

    MAJOR SERVICES ERY-ER BARAROT Py VY avVieRUt kT ZOZOTOWN | IRPIVAYIVVIPTY [ZOZOFVT | HARAROJ PyVava—Ft*RITKFTY [WEAR] WEAR _http://wear.jp/

  44. Slide 44: Subsidiary

    SUBSIDIARY FRHIDWT HMASHIFIY SALW / 1-9-8 PSRET 7 yay RHERBY, RTI AKERS. BRRUATTT Yb * F7S-KRYFEVRAOLE- AR-BE. MAXSHAR—hhos 4 LS + VAT LHR. WEBFY 4 Y-CRM. RHE - REDS BUNASHAP IST + ECU btff. WEBY—7 F777, WEBt+3) 74 ECHB?7US—LavOR. mantis

  45. Slide 45: Business Model

    BUSINESS MODEL EPRAET I

  46. Slide 46: 本資料は、会社内容をご理解いただくための資料であり、 投資勧誘を目的とするものではありません。 本資料に記載されている業績予想及び将来予測につきましては、 現時点で入手可能な情報に基づき当社で判断したものであります。 予想にはさまざま…

    本資料は、会社内容をご理解いただくための資料であり、 投資勧誘を目的とするものではありません。 本資料に記載されている業績予想及び将来予測につきましては、 現時点で入手可能な情報に基づき当社で判断したものであります。 予想にはさまざまな不確定要素が内在しており、実際の業績は これらの将来見通しと異なる場合があります。

  47. Slide 47: START TODAY CO.,LTD.

    g START TODAY CO.,LTD.

Start Today Co.,ltd. — Q3 FY2015 Earnings Presentation on 6ix