Zozo, Inc. · TSE:3092
Zozo — Q2 FY2012 Earnings Presentation
43 slides from Zozo's earnings presentation, October 2011
Slide 1: Fiscal 2012 Q2 earnings presentation
FR24ESAMB20O+ MRR (E23 F4A1B~ Fe 239 AZ0B) RR RAS RH
Slide 2: Fact data analysis
ee > ee eres ln ~~?
Slide 3: Q2 FY2012 highlights
ie) 12/03 B20 4RANTITE 1. MRS. Ht BH cst SEM “MRR 34.1425 5A (a SRM 46.1 it) RLS 13.773 BAF (ai MALE 34.5 43H) SRA 3,366 BAP (ail Fi HB ht 36.4 %SHt) 2.2 RMI3I69HFA.PIT 1 FSAMIISIDASERR "SAR 3,698,962 A (aU MALE + 565,871 A) *PIFAFHEAM 1,515,500 (AMAL + 298,802 A) BRMYayvTA-TFy 2011 FOR ARBROATH ‘AA
Slide 4: Q2 financial results overview
o 12/031 S20 +H SRRBORZ 12/0384 582 a! MA (Mi : BAD) 03
Slide 5: Quarterly sales and operating results
e] 04 i on RRR D HEB 12/03 820 +84 O fice MRS lt 341.4 A Sa MIS lt 253.8 1A. x-A-BHECRIEMRS (329.418 MAT RBCS SB 2 DOAN ABS AR CO tes 40.6 % (ARM 40.9 %) Fi cio AR a oe bd 8 2 BA Se at BAD at BE SUARHASTRRS *ZOZOTOWN(ANP SMR APES SH) BOER 6.7 BA MAMRMSCHHSMS: 2.0 % +X-A-BHECR HE POMEMRH 0.9 BA MaMRB
Slide 6: Quarterly merchandise trends
re] 05 Bm Mihm Owes (+ HB) BEBO GRRAEY—7 MRM + 50.2187 (+41.4%) . 168.2 169.3 169.7. 171.6 7.8 7 MK - 1% 160 @ +-y7-AHECKEER a @ zr teense Peiertret tT. 123.4 121.4 tan 107.6 me 112.3 4.7% (8) 10/03 8 10/03 4 10/0398 10/0398 11/0398 11/0388 11/0398 11/0398 12/038 12/0388 wia w2a0 B30 m4a mia m2a 30
Slide 7: Gross merchandise value trend
rc) 06 5b i D HB + 20 HA Rat HA St eis + AYLI + 34.5% 30,000 @ Bb TLH a —— @ 4-A-BHECKERERH 27,000 @ SRRHFRH @ AKKELE w20
Slide 8: Gross merchandise value by segment
ie] 50 £ sO He (OE A) ROB SLATE FAH + 60.8%. X-A-BHECK EMH +87.3% 7,000 _ a - S tOURER @ *-y+-HHECRRERH 5,541 6,000 72 5,351 @ SKRRFHH 1b 137 eere 4,958 4891 1) 5,000 70 57 : 119 2,118 210 5 3,587 fe 2151 4,000 _ 3,071 72_ 1,934 56 26 #8 \ 3,000 V75 3,205 1,083 = b a 2.999 2.865 : 2,688 coe 2,292 1.
Slide 9: Operating margin
o 08 kt SIEBOAR (itt > BR) 12/0398 5% 200 4 0A SR Bt 4.0% 9.0% ANAT = 17.7% RAG RLNEAFRESATHHET.
Slide 10: Quarterly sales results
re] 09 BRAM: BRIURBZOHnRB + BRR MFM +36.4% 5,851 30.0 @ BRFlz @ SKF H(%)
Slide 11: Operating income and margin trend
it] 10 BRR BR REO HB (+H) ee a 1843 30.0 1,800 ectaeens 1,722 25.0 1,400 1,200 20.0 1,000 15.0 800 600 10.0 400 200 5.0 (BAA) (%) (WB) 10/038 10/03%8 10/0388 10/03 98 11/0388 11/0388 11/038 11/0388 mia #20 30 B40 Bia m2Q0 #30 B40
Slide 12: Segment breakdown
9 11 (att : BA) a 2 2 12/0398 we B20emRt Neem uae #mEa SRBC LS Da HA BH Flt WO #e7va70- 1,737 1,323 413 sinwoxuoum a! = —— = RABIES RRASHIFIL-GaLWN #ryyaz7o- BATU rE EES Ste ~ RYSOXW b 4773 A221 A551 4462 a7] MBAHICLS te evyv270= RERVAKEASHWO wR 7,792 2,638 —
Slide 13: Slide 13
Slide 14: Cumulative shoppers
ie] 3.698.962 ZARONHSB 12/0338 B20+HBSSAM 308,135 A = “REAM + 1.256.706 a v 3,500,000 3,390,827 -~ 308,135 3,133,091, .--amm ~~~ (18) 06/03 07/03 08/03 09/03 10/03 11/03 12/03 12/03 mia w2a
Slide 15: Quarterly new shoppers
o 14 O+HBOMmBSAH “MMS AR MEMME +25.7% 450,000 308, 135.5 360,115 fi 330,720 300.000 266.756 257,736 245,109 1 ie anteememaniinn | 38;303. 116,096 10/0398 10/03 98 10/03 10/0394 11/0394 11/03 4 11/03 4 11/034 12/0394 12/03 A Bia 20 #30 w4a Bia m20 m30 w40 mia 20
Slide 16: Active members
o 15 PFIF4FSaR PIF47SA=8E1 SUA 1BUEMALE EA RUM +541,5154 (MM +145.205A) 1,400,000 ; 1,370,295 1,216,698 1,200,000 1,097,485 1,000,000 973,985 wr aneenae 871,316 801,486 800,000 648,932 Laan 545,284 483,504 h) » 400,000 % " ‘ a i i 200,000 ‘ a i (A) ; 4 x 4 PT 4 . 10/03" 10/0398 10/03 m4 10/039 11/03
Slide 17: Page views
o 16 PV & (2) 1,700 ee ee — 7 7 1,600 16 =n _ i 1,400 SV iPvstvomsewaw } 6 pall ‘ - — 1,300 + dro 13 1,200 rusty 12 1,100 W 1,000 10 200 ° 800 8 100 ’ 600 6 500 5 400 4 300 3 2 2 100 1 (B7PV) (FA) 2010% «2010 2010% 2010% 2010% 2010% 2010% 2010% 2010% 2011 2011% 2011% 2011% 2011% 2011% 2011% 2011% 20
Slide 18: Customer age composition
o 17 = =| EB TE (11 FOR RA me) 5 0.2% 250,000 AM HM 9.2% cmt 4.0% Rit 6.3% 200,000 pH: Oe 7.9% MENIe) WOMEN 150,000 (HER 15.8% ) = 5d. Bak /aae,| Sesh) A SER D 7 (#) 1 10 15 20 25 30 35 40 45 50 55 60...
Slide 19: Number of brands and items
e] SF 32) th Toy BS {it HE FSS) He Ter fl (2D ZOZOTOWN OM ARIAS FAM MO MMR CRI CCIE Fi9h B 12/O3H)R20+% 12.397 AeA 41.7%) ae 12/0398 # 200+ ih 6.275 F(a HR = 6.627 FA) 412/03 AR 1 EMF 1 UF 4 Te ERS (CBS: FH UF ATO IPE SOPH MA 11,891 A/ BRM 6.379 9) 15,237 14,000 13,470 12,536 19 397 00 44,831 11,486
Slide 20: Average items per order
oe 19 PITAFBSAIAGHSEVOFABASR hd a 55,000 ~ 50,000 47.993 ®_ 46393 41,478 40,000 (Fa) 4,000 - ~~ 13988 en 4-936 44,659 i So en, 42,697 10/038 10/03 98 10/03 94 10/039 11/03 11/034 11/03 11/03 12/0394 12/03 94 1a 20 #30 w40 mia 2a 30 m4a 10 20
Slide 21: Shipments trend
oe 20 tH tar (Fe HE HS RUE + 41.2% 1,268,643 1,200,000 1,141,9 1,001,588 1,000,000 Se 967,533 880.55 800,000 723, 6,491 615.935 600,000 540,25. 400,000 200,000 (fF) 10/03 A 10/03 8 10/03 10/03 11/0388 11/038 11/0394 11/0388 12/03 A 12/03 #8 mia m™2Q 30 4a 1a #20 #30 40 mia w20
Slide 22: Balance sheet and cash flow
SRNR ORR MRP IT 17 SAS EA en — —< Hm tte me ——— he Rm armas _# RAAB (A) - 590,420 (126,420) - 413,549 - — — - & PIF «<7 BABA) 219.809 405.140 (126,420) 185,331 237,015 “i tiie Se | * ° PIF4TB (%) - 68.6% (100.0%) = t 57.3% a a a tind = se — 1ASRVOMARE (FB) 19.853 16,354 (10,767) 43.499 19.422 _ - *
Slide 23: Slide 23
Slide 24: Q2 forecast vs. results
.) 23 12/03 HB BRR - R4E nn aacene Ht (%) 840.0 «A 47.0 i 14 WR 8 Hae ; BA. 19 A BH ak : = TEM Ge (FE) : ; ie aa (3 EBA R) AP wR 5670.0 88 AP RBM RHR 95.018 418.7 x-A-AMECERBR = -75.008R {rw ex N4cen§ 417 § 20.081 88.0
Slide 25: Slide 25
Slide 26: FY2012 initiatives: EFM and CFM
ie] 2012%3F WS Rat GB n!! 840 START TODAY EFM (Employee Friendship Management) * (Customer Friendship Management) q D PRECBERKREN EDC . HRAMLMRROESI * Eh REP BRE HE _ “HAY —PNOAT IS eB A + BT VhAREB% © *AY—h7avEwes Fr vN—-y EFMSPi Bam 25
Slide 27: Gross merchandise value and brand initiatives
ie) AhVBSBSHSR 3 ™ oie BRD RB AM : 67,000 FHP (ATE HE 462.4%) ——_— “SARS RRHE. PryvyavRMmomr *2011F4A RKRRHY YFALOEMEH EMM ARTY EPH SR RWB MR: 9500 RGA (MEHL 418.7%) Di a a aor FEMS. HMARIDY KOR M- RRC. *AYRYAVTREIP IVY AVF AT AbBCKRA M27 a YF E42 TIA) X-7-BHECREBR SS eS = Tz w" MmRRS AR: 75008 FR (
Slide 28: Shipment targets
a SANA oORRA ZOZOZ& REE? 7747 BARR IG 800 A X 1AM SRA SH 66.313 A=# 600 24 “te ae ee ee —— RTP IT 1 7AM 6 660, 000 A x Aa Se 25,000 A=#9 165 er aE) EE age X—A- BRECKER 75087 8400 27
Slide 29: Initiatives for FY2012
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Slide 30: Point program and credit card
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Slide 31: Overseas expansion: China joint venture
re) 30 FARITNIrP yy avECt 7 KREA ne son Ons = SoftBank 50.1% 49.9% sete rv RRSHORATS N\ "4 HRFHESLEC. -Y , JV (#) . ZOZOTOWN HONGKONG CO.,LIMITED , eo : 4 100% F BH = PAA EER (Lis) STRBARAA y™ ZOZOTOWN.cn PYNKNGW—-TOHOSANADIFY b74-LEAAL, ZOZOTOWN €4HRADRY bY aAYEYTIYT bh ZOZOTOWN @ BIBI T REA SANA E
Slide 32: ZOZOTOWN overseas expansion
] 31 HBIIC TZOZOTOWNY Fy’ kA-TFyY PERADLAyEL TH h CHS(SA NA EI (fq SH) |KZOZOTOWNE MMT SELB, [ZANAIOTS yb I4-LEAMALE AdHtECH1hZOZOTOWNE BAR. ‘FI-EA-7FLB:201110A318 eacoueeeeer ee ‘FILER 4OFSLE RERUN ZOZOTOWN, ‘WREBRUAAZT—-4R-bRBIEIN-bF-(CBE = r — i ER (Li) STRRARAA Othe ot Es START TODAY CO.LT. — ,
Slide 33: Korea expansion with Gmarket
i] 32 &# l(c TZOZOTOWNY Fv KkA-TFv eBay KOREAPU SSBF 4@GRAOY ave 7+ 1 hleBay Gmarket] RU [eBay Auction] ACMA MeNSAFAV[BATILEI IC, BRD P pyYarFFVRERIECHIHELT, [ZOZOTOWNIOHW EERE. + ATLAS 20114F11A18 4 tht-—FrBROFI- KH: 110 FILE ' *BALW EMSK TH SRI BE JAPAN BRAND ZOZOTOWN ° (Gmarket +4 k4 x-—¥Y) Oe r
Slide 34: Crown jewel brand store business
i] 33 RASHIFIYVY ALWVORNIBIINGE (THEFSUHL) EH BRRABHIFZIYYaALW BRMEPryvavicMtklLit—Fyar+4h“CROWN JEWEL". PINL IVE RH TS (FE) CO BR RPO LEA C. PMQQH4A ISH HKHI SEBEL SAYMROSERSUIERA. BLSETW—-FYFS—-EMUW TSN, FRA8ECA CREF SAtlk. PNUNVIRRBHBCORRKAEHS. MPN IRIS: PND PARTS. ARB OSML ARE, SH AWEDERKCMALEWE
Slide 35: " jae eS oe
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Slide 36: Medium-term target
e] PRHE VAY MUTL-FOPRBAE 4 4 20XX4E3 A 8A AADREOPRMAR Fg aamke 5,000em a. Wy a LE 500 «a 12/03 20XX93 AM (Ba) (08) 10/03 11/03
Slide 37: Growth plan
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Slide 38: Slide 38
Slide 39: Services overview
16] 38 BARARNI7 rPyvYavBikt tbh (ZOZOTOWN by 7*— ¥) ZOZOTOWN http://z0z0.jp/ + Dryyvar PbeLEBARAMRO 1 2—RybYayEL Ith + 321 Yay. 1,666 FI>KO WAR. Ms HEI AR LF a BHIL1H 3,000 Ait. + Twitter, mixi ($724), GREE(7U—), Facebook# #J AL Tim WOIA-h BBP PRBHACED OTE. + AV—bIAVL AUNT TUMORS HS!) (ME ltiPhoneNs
Slide 40: Services overview (continued)
o 39 EOWY-EXOME CHM ZOZOPRESS http://z0z0.jp/zozopress/ ZOZOPEOPLE http://people.zozo.jp/ + Dpyyvaria-AR Et {ho AY aPWPE-KEERABE + ER(A) Sh (BEC) EF (PTF) ICHMEL EAR IEY Tho Bde COP 1 IO BA REREO 1 N-SICRUTTRIE. ZOZOQG&A http://qa.z0zo. jp/ ZOZONAVI hittp://navi.z0z0.ip/ Jryvar kK RbORNS SHY MCAS OR
Slide 41: Company information
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Slide 42: Group initiatives
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Slide 43: Notice regarding forward-looking statements
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