Zozo, Inc. · TSE:3092

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

45 slides from Zozo's earnings presentation, May 2016

  1. Slide 1: 4Q FY2015 Consolidated Business Results

    4Q FY2015 CONSOLIDATED BUSINESS RESULTS APRIL1,2015 -MARCHS31,2016 Go START TODAY CO.,LTD.

  2. Slide 2: FY2015 Highlights

    FY2015 HIGHLIGHTS 16/030 MRA T YU — ‘Bah 1,595) (aRAL23.6%18) SRAM 177.5 (17.7%) > [RRC] CHOPRORERYSSRMREAM (KEL. SetetHlsRE) 01 SRHAR *ZOZOTOWNS: Mimi 1.46178) (aA 31.2%38) Rtvay7 1,374.518F) (i 29.5%t#) AYav7 6.9185 (fl 9.5%iK) ZOZOUSED 79.5f8F3 (Il 79.0%$#) —16/O3Hi Bic 5,099F) (8.8%) . WS 9,669F

  3. Slide 3: Business Performance FY2015 4Q

    BUSINESS PERFORMANCE FY2015 4Q CONSOLIDATED BUSINESS RESULTS APRIL1,2015- MARCH31,2016

  4. Slide 4: 129,059 159,500 23.6% 168,200 94.8% 41,182 54,422 32.1% 53,800 101.2% 38,777 50,085 29.2% -

    129,059 159,500 23.6% 168,200 94.8% 41,182 54,422 32.1% 53,800 101.2% 38,777 50,085 29.2% - - 30.0% 31.4% 1.4% - - 23,693 32,328 36.4% - - 18.4% 20.3% 1.9% - - 15,084 17,756 17.7% 19,140 92.8% 11.7% 11.1% -0.6% 11.4% - 15,139 17,883 18.1% 19,160 93.3% 8,999 11,988 33.2% 12,520 95.8% 40.4% 55.5% - -

  5. Slide 5: 27,224 28,849 36,039 36,946 33,271 34,142 44,526 47,559 12.0% 14.2% 14.2% 10.2% 22.2% 18.4%

    27,224 28,849 36,039 36,946 33,271 34,142 44,526 47,559 12.0% 14.2% 14.2% 10.2% 22.2% 18.4% 23.5% 28.7% 8,401 9,218 11,633 11,929 10,856 11,560 15,333 16,671 5,167 5,585 6,267 6,672 6,453 7,444 9,193 9,236 23.5% 16.0% 5.4% 9.0% 24.9% 33.3% 46.7% 38.4% 19.0% 19.4% 17.4% 18.1% 19.4% 21.8% 20.6% 19.4%

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

    INCREASE-DECREASE ANALYSIS 05 OF OPERATING PROFIT (YoY COMPARISON) SRNBOMMS (HAR) ASRS 7Ot-YayRA +21.6f% -19.5f% BIB AGEIA bS -7.5{8 RR EICA Loft -3.4 | +35.5f8 RBS HM : 1,29088 2M: 1,59518 SRF 177.5f% BRA 150.8fa Ga) 15/03 16/03

  7. Slide 7: Increase-Decrease Analysis of Operating Profit (Plan Comparison)

    INCREASE-DECREASE ANALYSIS | 06 OF OPERATING PROFIT (PLAN COMPARISON) BRHROKMIH (tH) bt eg +7 248 yot—yay FARE -17.38 GaRie Eh +0.6f8 it : 1,68218 ZOZOUSEDR REIL SH: 1,595 iti seeHlas Pr 16/03 16/03

  8. Slide 8: 35,296 24,822 13,744 15,374 24,713 11,343 6,719 7,901 1,191 1,362 1,610 6,055 10,094 15,106

    35,296 24,822 13,744 15,374 24,713 11,343 6,719 7,901 530 1,191 1,362 1,610 6,055 10,094 15,106 16,984 2,819 3,157 25,504 17,413 1,440 3,272 -2,817 -11,757 1,795 3,664 26,244 17,932 41,351 34,916 41,351 34,916

  9. Slide 9: 10,487 12,027 1,539 -501 -2,175 -1,674 -3,109 -23,222 -20,113 24,713 11,495 -13,217

    10,487 12,027 1,539 -501 -2,175 -1,674 -3,109 -23,222 -20,113 24,713 11,495 -13,217

  10. Slide 10: ROE

    100% 10% ROE 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%

  11. Slide 11: 1,800 1,600 1,595.0 0.1% 8.3% 5.0% 1,400 0.4% 1,290.5 1,200 1,146.7 13.7％ 13.4％ 3.4％

    1,800 1,600 1,595.0 0.1% 8.3% 5.0% 1,400 0.4% 1,290.5 1,200 1,146.7 13.7％ 13.4％ 3.4％ 86.2% 0.6％ 1,000 958.9 2.0% 11.8% 4.7％ 802.4 0.6% 800 8.5% 9.1% 82.2％ 561.4 12.8% 600 79.9％ 7.5% 19.0% 400 366.6 79.1% 3.9% 27.3% 78.1% 200 73.5% 68.8% 0 10/03 11/03 12/03 13/03 14/03 15/03 16/03

  12. Slide 12: 475.5 0.2% 445.2 5.7% 5.7% 6.7% 0.4% 5.7% 380 360.3 369.4 0.3% 88.0% 87.3%

    500 480 475.5 0.2% 460 445.2 5.7% 440 5.7% 420 6.7% 0.4% 400 5.7% 380 360.3 369.4 0.3% 88.0% 87.3% 360 335.3 341.4 340 13.9% 332.7 320 315.6 13.4% 9.5% 13.4% 4.0% 13.2% 300 14.3% 288.4 4.3% 0.7% 4.2% 0.3% 3.9% 280 2.3% 272.2 0.5% 0.6% 252.6 2.4% 12.9% 1.9% 260 243.0 4.1% 14.7% 2.9% 81.8% 240 12.1% 2

  13. Slide 13: 60,000 54,422 3,192 50,000 3,256 7,958 41,182 40,000 38,580 1,766 1,573 693 35,050 4,477

    60,000 54,422 3,192 6 50,000 3,256 7,958 41,182 40,000 38,580 1,766 1,573 693 35,050 4,477 4,016 31,806 2,389 4,446 2,976 2,285 2,662 766 30,000 577 5,381 1,917 23,801 8,139 1,397 10,282 1,065 20,000 39,313 17,159 657 10,701 338 29,725 25,324 10,014 20,968 10,000 16,943 10,635 6,147 0 10/03 11/03 12

  14. Slide 14: 20,000 18,000 16,671 16,000 15,333 1,136 14,000 6 2,716 11,633 11,929 2,518 12,000 489

    20,000 18,000 16,671 16,000 15,333 1,136 5 799 642 14,000 706 2,716 11,633 11,929 2,518 12,000 489 11,560 178 10,804 491 10,856 770 146 10,308 417 1,233 487 1,245 814 352 10,000 8,931 1,161 9,218 1,471 1,093 1,153 1,417 8,536 385 766 8,401 429 1,556 604 272 1,307 197 417 819 356 965 121 8,000 818 17

  15. Slide 15: 20,000 20.0% 18,000 17,756 16,000 16.0% 15,084 14,000 12,388 12,000 11.7% 12.0% 10.4% 10,000

    20,000 20.0% 18,000 17,756 16,000 16.0% 15,084 14,000 12,388 12,000 11.7% 12.0% 10.4% 10,000 9.6% 8,529 10.8% 11.1% 8.8% 8.9% 8,000 7,704 8.0% 6,000 5,851 4,000 3,236 4.0% 2,000 0 0.0% 10/03 11/03 12/03 13/03 14/03 15/03 16/03

  16. Slide 16: 6,351 4.9% 8,166 5.1% 0.2% 4,729 3.7% 6,596 4.1% 0.4% 3,119 2.4% 3,867 2.4%

    6,351 4.9% 8,166 5.1% 0.2% 4,729 3.7% 6,596 4.1% 0.4% 3,119 2.4% 3,867 2.4% 0.0% 1,651 1.3% 3,992 2.5% 1.2% 641 0.5% 1,932 1.2% 0.7% 1,009 0.8% 2,059 1.3% 0.5% 2,558 2.0% 2,860 1.8% -0.2% 1,691 1.3% 1,802 1.1% -0.2% 786 0.6% 765 0.5% -0.1% 409 0.3% 744 0.5% 0.2% 2,395 1.9% 3,534 2.2% 0.3% 23,693 18.

  17. Slide 17: 7,000 30.0% 6,011 6,000 25.0% 5,000 4,609 4,735 4,431 20.0% 4,000 3,748 3,733 3,198

    7,000 30.0% 6,011 6,000 25.0% 5,000 4,609 4,735 4,431 20.0% 4,000 3,748 3,733 3,198 3,160 3,276 15.0% 2,873 2,883 3,000 2,568 12.6% 11.8% 10.2% 12.8% 11.0% 12.0% 11.2% 10.6% 10.6% 10.0% 10.1% 2,000 11.2% 9.6% 5.0% 1,000 0 0.0%

  18. Slide 18: 10,000 20.0% 9,193 9,236 9,000 8,000 16.0% 7,444 7,000 6,672 6,453 6,267 5,945 6,122

    10,000 20.0% 9,193 9,236 9,000 8,000 16.0% 7,444 7,000 6,672 6,453 6,267 5,945 6,122 6,000 5,585 12.0% 5,167 5,000 4,813 4,183 4,000 8.0% 3,000 2,000 3.7% 4.0% 2.6% 1.8% 1.9% 1,000 1.2% 1.3% 1.3% 1.2% 2.5% 2.0% 2.2% （百万円） 1.3% 0 0.0% （期）

  19. Slide 19: 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% 2,477 5.2% 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% 1,988 4.2% 663 2.4% 719 2.5% 849 2.4% 887 2.4% 810 2.4% 846 2.5% 1,053 2.4% 1,157 2.4% 331 1.2% 389 1.3% 481 1.3% 449 1.2% 583 1.8% 878

  20. Slide 20: 5,000,000 4,500,000 4,477,350 4,034,742 4,000,000 ゲスト購入者数 3,698,254 3,603,196 アクティブ会員数 3,522,575 3,571,252 3,557,244 …

    5,000,000 4,500,000 4,477,350 4,034,742 4,000,000 ゲスト購入者数 3,698,254 3,603,196 アクティブ会員数 3,522,575 3,571,252 3,557,244 3,406,119 1,790,424 3,500,000 3,215,737 1,512,242 3,000,173 3,000,000 1,201,775 1,296,937 2,802,245 1,284,019 1,225,505 1,305,525 2,657,467 1,278,527 1,178,934 2,500,000 1,037,802 901

  21. Slide 21: 買取ショップ 受託ショップ 45 659 23 30 27 621 18 17 600 581 16 556

    900 買取ショップ 839 867 24 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 40 843 400 811 694 662 656 658 627 642 300 605 543 517 474 200 100 （ショップ） 0 （期）

  22. Slide 22: Active Member Distribution

    ACTIVE MEMBER DISTRIBUTION 1 PIF 4 FRARE Bw Aa WE thins} th Beith AGIS.5% _ AH + HE B.1% 5.7% *AE - DUE] 7.8% q Wi 10010 WOMEN SER + FEB 27.3% a ISOM) 67% ACRE + FRIB AS 6.1%

  23. Slide 23: 50,000 10.0 47,937 48,000 47,140 9.5 46,135 8.9 9.4 46,000 .0 44,154 44,279 8.6

    50,000 10.0 47,937 48,000 47,140 9.5 46,135 8.9 9.4 46,000 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

  24. Slide 24: 5,000,000 4,871,419 140% 4,500,000 4,000,000 3,901,739 120% 3,500,000 3,330,674 100% 2,994,432 3,007,626 3,000,000 2,…

    5,000,000 4,871,419 140% 4,500,000 4,000,000 3,901,739 120% 3,500,000 3,330,674 100% 2,994,432 3,007,626 3,000,000 2,720,874 2,782,854 2,557,804 80% 2,500,000 2,367,837 2,372,373 2,183,933 62.7% 2,054,821 2,000,000 52.5% 60% 44.7% 1,500,000 52.4% 40% 23.1% 26.8% 1,000,000 18.2% 17.5% 17.1% 15.5% 20%

  25. Slide 25: 10,000 25% 9,000 20% 8,000 15% 7,089 7,000 6,790 10% 5,773 ,939 6,000 5,677

    10,000 25% 9,000 20% 8,000 15% 7,089 7,000 6,790 10% 5,773 5,939 6,000 5,677 5,538 5% 5,444 5,011 5,041 4,922 5,000 4,742 0% 4,522 4,000 -3.1% -5% -4.4% -4.1% -4.1% -5.4% -4.2% -4.6% -7.0% -7.4% 3,000 -10% -8.6% -11.1% 2,000 -12.5% -15% 1,000 -20% 0 -25%

  26. Slide 26: 18,000 30% 25% 16,000 20% 14,000 12,389 12,126 15% 12,000 % 10,674 10,680 10,651

    18,000 30% 25% 16,000 20% 14,000 12,389 12,126 15% 12,000 10% 10,674 10,680 10,651 10,201 9,791 9,605 9,277 10,000 9,376 9,031 9,189 5% 8,000 0% 0.1% 2.7% 0.4% -1.9% -3.7% -5% -2.1% 6,000 -4.0% -10% 4,000 -7.7% -12.2% -15% -14.0% 2,000 -20% -18.5% -20.8% 0 -25%

  27. Slide 27: 100% 90% 80% 70% 66.0% 68.2% 62.3% 59.1% 60.4% 60% 57.9% 54.6% 55.5% 52.2%

    100% 90% 80% 70% 66.0% 68.2% 62.3% 59.1% 60.4% 60% 57.9% 54.6% 55.5% 52.2% 52.7% 50.5% 50.1% 50% 45.9% 47.1% 40% 43.2% 44.9% 43.5% 42.8% 40.8% 39.7% 38.7% 36.9% 30% 33.4% 31.3% 20% 10% 4.6% 3.6% 2.8% 2.4% 1.9% 1.7% 0.6% 1.4% 1.1% 0.9% 0.7% 0.5% 0% （期）

  28. Slide 28: Efforts Towards Accelerating the Total Transaction Value

    EFFORTS TOWARDS ACCELARATING THE TOTAL TRANSACTION VALUE PAR SAIC NT 72 LIE] SROM' He TRG 1-F—-QN=—ZAlHMG LEE Sa BALE1—-O#RZ EESWNRERONN-BP YT AYN-Fayb—khMEAORUAA FIL-YaAyAFT 1 PNBKEEH, RERFUIO Rie Le ee CFM2.0 WWFF RIV. VWFTIST AZ, YPWS4 HAR ALF—Y a YAO FILKI-KY RICO SB TVCM R&ALTET web7Ht—Yay YS—-

  29. Slide 29: Preparation to Discover Our Growth Field

    e PAYH+=1-4-7 [Material Wrld.com] TUAT KAKA LEN RTE TryvvavECTFIybhI74z—-L PREPARATION TO DISCOVER OUR GROWTH FIELD | 5g RASERECAVLAG a4 [WearYouWant.com|] RMABO KOYTY yEVIEF IN FRIVAYECTIyhI4A—-L e e VLU-YP [ FashionValet.com | FMR ARO mir ZS FRIVAYECTIYhKIA—-L

  30. Slide 30: Business Plan for FY2016

    BUSINESS PLAN FOR FY2016 17/03 MBttate

  31. Slide 31: Consolidated Business Forecast and Dividend Forecast for FY2016

    CONSOLIDATED BUSINESS FORECAST AND DIVIDEND FORECAST FOR FY2016 17/030 BMEBRAFA- RAS 30 17/O3Hiitei RRH (%) Bains 1,950f%F 22.3% rc Lis 690.0f&FI 26.8% BRAS 221.448 24.7% Ete Flze 221.5f8F9 23.9% MBAR oe TS BFS 152.6%F 27.3% TPR BZ |) APS 146.99 - TRBEU RAS (FE) 60F] -

  32. Slide 32: 2,500 40.0% 35.0% 2,000 1,950 30.0% 1,595 25.0% 1,500 1,290 1,146 20.0% 1,000 958

    2,500 40.0% 35.0% 2,000 1,950 30.0% 1,595 25.0% 1,500 1,290 1,146 20.0% 1,000 958 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%

  33. Slide 33: Breakdown of the Total Transaction Value and Each Policy

    BREAKDOWN OF THE TOTAL TRANSACTION VALUE | 39 AND EACH POLICY SHH BMBROAH AS—hhoF 1B Bina Be : 1,950 (Ale +22.3%) ZOZOTOWN# Mmbiwe Bie: 1,850 (At +26.6%) “BEY aY7 © 1,72808F) (AME +25.7%) ‘BRyav7 2f8FA (ATRALL -7 1.2%) +» ZOZOUSED 120f8F9 (AIHALL +50.8%) BtoB## BmWRe Be : SOA (aL -62.4%) FUVBR Balik

  34. Slide 34: 2,500 2,162 2,000 1,500 1,174 1,047 1,000 1,000 231 570 466 980 500 150

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

  35. Slide 35: 60.0 41.8% 40.3% 40.6% 40.8% 47.0 35.6% 34.3% .0 24.9% 24.8% 24.1% 30 21.5%

    70 60.0 60 41.8% 40.3% 40.6% 40.8% 50 47.0 35.6% 34.3% 40 34.0 24.9% 24.8% 24.1% 30 21.5% 25.0 20.0 20 15.0 10 7.0 2.8 4.2 2.2 0

  36. Slide 36: Future Strategies

    FUTURE STRATEGIES PRAT

  37. Slide 37: 2,800 2,600 5,000 2,400 2,200 2,000 1,950 1,800 1,595 1,600 1,400 1,290 1,200 1,146

    2,800 2,600 5,000 2,400 2,200 2,000 1,950 1,800 1,595 1,600 1,400 1,290 1,200 1,146 1,000 958 802 800 600 561 400 366 200 0

  38. Slide 38: Market Expansion Strategy

    MARKET EXPANSION STRATEGY TIAA ZOZOTOWN (BtoC) / me A-7SM8MA oy 2 ez / ma awe © ZOZOUSED @_ (CtoBtoC) aa __——_; ZOZOIUYZ ie & CtoCRSl (CtoC) 37

  39. Slide 39: Reference Data

    REFERENCE DATA BSzRH

  40. Slide 40: Corporate Principles

    CORPORATE PRINCIPLES AG-—bhbhVF1ERBS 3,531.5.» 783: VERERCCLET PY YayvIFyK HERR (FFI 30.088) HR Pe Avr tk. HER PIR ed Make the world a better place Bring smiles to the world. 3,788. 447: FRIAS 39

  41. Slide 41: Major Services

    MAJOR SERVICES ERY-ER BARKRO7 Py YAaVieik kT ZOZOTOWN | STPIYAYERDELEARRAROD TYR—-—RYKYAVYEYIVT kh. +8677 4877. 3,5317 74 KORRL. Baws i411 Dab, WSs ees 12,700 E SYATh, FEAY. MRE, ECIMbD SMES BAT TR. FRIVAYIVIITFY[ZOZOAV |! + ZOZOTOWNPWEARE SiS SC Cihimniaes Pein RRORMEZANT SURES < MBC Hind Sc CATA.

  42. Slide 42: Our Subsidiaries

    OUR SUBSIDIARIES FRACOUT MASHAS—hhIT 4 LE VAT LMR. WEBFY¥4 Y-CRM, RABE - REDS BRARSAIIVYV1ALI 1-f—SP oP 7 7 yy ay eMeRRY. MELTS —RRBSRERM. HXBHTIIT Vb 4YS—KY bEPRAOLE WEBS. BABA IST ECY4 ha#lf—. WEBY—7 F447, WEBt+1U74 ECM? IU 7—Yay nia. 41 ZI—bhoFt ZOZOTOWN 333 *AMvay7 “Ritvay7 + ZOZOUSED

  43. Slide 43: Business Model

    BUSINESS MODEL EPRAETH ZOZOTOWN=X& -RityvayvT7 ZOZOTOWNICHIES S843EOA VST VY ay TOBSSHERE. HS—ESOERESHUA CAM SERY ZIORELEWBR, CLE = Say TORRE X VEFMAS -BRYav7 ZOZOTOWNEIZT. 24582EH. THY KX-A-KVEMZRUMY MET SAR. Rha =S7ay7OawRs - ZOZOUSED 1-¥-SPShE7 Py YAY RMERDY. SAS RRERSSEM. Rhea = 4YayTORAVRS XZOZ

  44. Slide 44: 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。

  45. Slide 45: START TODAY CO.,LTD.

    @ START TODAY CO.,LTD.

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