Slide 1: Financial Results Briefing Materials for FY2024/9
Makuake Financial Results Briefing Materials for FY2024/9 (Fiscal Year Ended September 30, 2024) Makuake, Inc. Securities code: 4479
Slide 2: Financial Results (Q4 FY2024/9)
Financial Results (Results for Q4 FY2024/9)
Slide 3: Overview of Q4 FY2024/9
Overview of Q4 FY2024/9 ~ In line with a partial change in the revenue structure, we began disclosing “total transaction volume (currently the sum of “support” pre-orders and secure system usage fees)” as a new indicator of the totalamount handled across all of our services Net sales grew 5.7% QoQ o
Slide 4: Differences Between Financial Forecasts and Results for FY2024/9
Differences Between Financial Forecasts and Results for FY2024/9 + Both net sales and profits exceeded the full-year financial forecast announced on July 30, as in Q4, there was a partial change in the revenue structure following a revision of Makuake commissions received from project owners and the
Slide 5: Total transaction volume
Total transaction volume* + From Q4, we began applying a secure system usage fee to all projects appeared after August 2024, in line with which the total amount handled across all of our services came to JPY 3,992 million (Unit: JPY million) Secure System Usage WM Feestincluding tax) oss An a 5,917
Slide 6: Net Sales and Take Rate
Net Sales and Take Rate + Net sales increased 5.7% QoQ due to the booking of secure system usage fees. The take rate increased 2.0pt QoQ due to the booking of secure system usage fees as well as some impact from an upward revision to Makuake commissions (to 20% excluding tax) (Unit: JPY million) —o-
Slide 7: Gross Profit and Gross Profit Margin
Gross Profit and Gross Profit Margin * Gross profit increased 2.7% QoQ, but the gross profit margin declined by 2.2pt QoQ as growth in “support” pre-orders through advertising agency services was weak, and the ratio of purchases to “support” pre-orders (= advertising agency sales cost) increased (Un
Slide 8: Selling, General, and Administrative Expenses
Selling, General, and Administrative Expenses + We have greatly improved our cost structure through rigorous management of SG&A expenses, which were down 24.8% YoY and 7.2% QoQ in Q4 (Unit: JPY million) [EMME Payment Fees/others [EI Advertising and Promotion Expenses [IME Personnel Expenses 4 99]. 9
Slide 9: Operating Profit (Loss) and Operating Profit Margin Relative to GMV
Operating Profit (Loss) and Operating Profit Margin Relative to GMV + We achieved a quarterly operating profit of JPY 51 million in Q4 thanks to the booking of secure system usage fees and reduction in SG&A expenses, especially advertising and promotion expenses (Unit: JPY million) —@— Operating Pro
Slide 10: Key KPIs
Key KPIs + The number of active projects during the month fell slightly QoQ in Q4 as did the monthly project unit value, also resulting ina marginal QoQ decline in monthly “support” pre-orders. Lackluster growth in the number of active projects remains a hindrance to earnings growth For the quarter:
Slide 11: Other KPI (1)
Other KPI (1) + The number of project publications increased 2.6% QoQ, mainly due to growth in publications for new project owners. The value of “support” pre-orders decreased slightly for both new and repeat owners, and at 77.7%, the weighting of repeat “support” pre-orders remained largely unchang
Slide 12: Other KPI (2)
Other KPI (2) + Although access UUs fell 11.4% QoQ due to the impact across the quarter of measures to prevent bot website access, a simple comparison is not appropriate, and we think a decrease in active project numbers likely contributed to the fa (Unit: thousand) No. of Access Unique Users’! —e c
Slide 13: Employee Count (Reference Values: Number of Published Projects)
Employee Count (Reference Values: Number of Published Projects) + We expect ongoing changes in employee numbers in line with management phase changes as we focus on improving our profit structure. At the same time, we will continue striving to increase productivity per employee by placing the right
Slide 14: TOPICS: Project Owner Support
TOPICS: Project Owner Support Change in Project Publication End Time and Extension of “Support” Pre-Order Acceptance Period B® e al e e sh JOSTIhRT MELE e e Attention! We changed the end time for projects listed on Makuake from 18:00 to 22:00 When analyzing data from Makuake, we found that the conve
Slide 15: TOPICS: OC TOKYO (Oshi Commerce Tokyo)
TOPICS: “Fan-Gathering” Shopping Event, OC TOKYO (Oshi Commerce Tokyo) © Makuake We coined the name “OC (Oshi Commerce)” for the fandom-based shopping experiences like those O C T 8) offered by Makuake, organizing OC TOKYO (Oshi Commerce Tokyo) as an offline event affording #£ LIy, A ca more people
Slide 16: Major Projects Launched in Q4 FY2024/9 (Small and Medium-Sized Enterprises)
Major Projects Launched in Q4 FY2024/9 (Small and Medium-Sized Enterprises) + Popularity was greatest for high-performance, high-priced new products and services that improve quality of life Fl. F577 Boog inne = rs) RUD < aise PT TLE... nis See. NMR HAN | Cor E= SPL Vacuum cleaner with powerful suct
Slide 17: Major Projects Launched in Q4 FY2024/9 (Large Companies)
Major Projects Launched in Q4 FY2024/9 (Large Companies) + Aswith projects for SMEs, we debuted many products aimed at enriching lifestyles. The percentage of large companies that use Makuake repeatedly is high. More than half of the products introduced in Q4 were from companies using Makuake three
Slide 18: SDGs-Related Projects Launched in Q4 2024/9
SDGs-Related Projects Launched in Q4 2024/9 + We continued to showcase products that contribute to realization of the SDGs, mainly upcycled products made from sustainable raw materials, with an emphasis on environmental protection and conservation when developing materials =m ee, 7 setae! —A-1AD BOE
Slide 19: FY2025/9 Financial Forecasts
FY2025/9 Financial Forecasts
Slide 20: FY2025/9 Financial Forecasts
FY2025/9 Financial Forecasts + Weaim to grow net sales and profits and achieve profitability for the full fiscal year by maintaining the same level of revenue YoY from the Makuake business while laying the groundwork for expanding revenue from our various ancillary services (Unit: JPY million) Total
Slide 21: Growth Strategy for FY2025/9
Growth Strategy for FY2025/9 + Inthe Makuake business, we seek to improve operational stability by acquiring projects from quality project owners and reducing seasonal fluctuations, while also working to solidify our revenue base and build a track record so that we can further expand revenue from an
Slide 22: New Management Structure for FY2025/9
New Management Structure for FY2025/9 + Atthe Board of Directors meeting held today, we resolved to change our management structure subject to approval at the 12th Ordinary General Meeting of Shareholders to be held on December 12, 2024 Details of Changes + Number of full-time directors reduced from
Slide 23: Basic Policy for Future Growth
Basic Policy for Future Growth
Slide 24: For Project Owners: Provide End-to-End Support Backed by Data
For Project Owners: Provide End-to-End Support Backed by Data, Our Competitive Strength, for Businesses to Expand and Thrive + By leveraging the data accumulated via our various services and providing seamless support for business development, we aim to increase the transaction amount per project ow
Slide 25: For Supporters: Enhance the Unique Purchasing Experience
For Supporters: Enhance the Unique Purchasing Experience We Offer, Further Bolstering Our Competitive Advantage + As consumer needs diversify, the value of consumption is shifting from goods and experiences to meaning (purpose, social contribution), unique experiences (participation in unique events
Slide 26: Release of New Medium-Term Management Plan (FY2025/9-FY2027/9)
Release of New Medium-Term Management Plan (FY2025/9-FY2027/9) Currently, we are analyzing and fine-tuning our assumptions concerning the revenue and growth trajectory of the Makuake service Additionally, we are carefully assessing the future revenue impact and growth prospects for ancillary service
Slide 27: Appendix
Appendix
Slide 28: The World Makuake Aspires For
The World Makuake Aspires For * Guided by our vision and mission, we are striving for society enriched through the connection of the "new" that consumers seek and the "new" that companies wish to introduce to the world Create a world where worthy things Vision can come to be, grow and endure Connect
Slide 29: History
History 2016 2020 Jan. Began providing Makuake Incubation Studio (MIS) Aug. Opened the Nagoya office Mar. Began providing Makuake STORE Dec. Formed a business tie-up with Mizuho Bank 2018 Oct. Opened the Kyushu office 2013 May. Established as a wholly owned subsidiary of CyberAgent Inc. Aug. Launche
Slide 30: Makuake—Venue for Launch of New Products and Services
Makuake—Venue for Launch of New Products and Services + Weare a marketplace where consumers can buy premiering new products and services faster through “support* pre-orders ®Makuake REDD YY 3 AEXRAEA CE TRB. Hee ILE Gmmet ~/ 0 49H) sxocusent 19,056,950F) =z Ee) =! [a eS PIBLA BOPUHBEMEBAL AS. a ACTF
Slide 31: Makuake's Business Model
Makuake's Business Model + Businesses can pre-sell their new products and services still in the planning phase on Makuake, while consumers, in the spirit of cheering on, can pre-purchase their products of interest through “support” pre-orders E98 20% Businesses commission* Consumers =Project Owners
Slide 32: Factor Analysis of Makuake's Service Structure
Factor Analysis of Makuake's Service Structure + Gross amount of “support" pre-orders, a KG! of Makuake, can be broken down into factors relating to project owners and supporters. These factors multiply to drive accelerated growth | ! Solving issues faced by projectowners <—+—=—= ——-—= Fulfilling ne
Slide 33: Makuake Incubation Studio (MIS)
Makuake Incubation Studio (MIS) + We accompany businesses in accurately conveying the value of their technology and in branding it, supporting "social implementation of R&D technologies." We receive commissions based on the support we provide Product and Business Planning Based on Technology Product
Slide 34: Other Services
Other Services + We aim to maximize the value of the Makuake ecosystem by offering various services related to Makuake’s operations ® Makuake STORE ® Makuake SHoP ® Advertising Delivery Agency Service selling products Service exhibiting/selling Online advertising agency created in Makuake on product
Slide 35: Ecosystem of Makuake Service in the Distribution Market
Ecosystem of Makuake Service in the Distribution Market + By providing wide-ranging support from new product and service planning phase to their launch and sales expansion after mass production, we accumulate various market data. Using these data, we provide businesses insights for their next new pr
Slide 36: Financial Results Summary: YoY (Full-Year)
Financial Results Summary: YoY (Full-Year) (Unit: JPY million) Total transaction volume* ‘Sum of “support” pre-orders and secure system usage fees including tax) Net Sales Gross Profit Operating Profit (Loss) Ordinary Profit (Loss) Net Income (Loss) FY2023/9 17,609 3,810 3,059 (489) (482) (491) * Fr
Slide 37: Financial Results Summary: YoY (Standalone Quarter)
Financial Results Summary: YoY (Standalone Quarter) oy an FY2023/9 (Unit: JPY million) @1 (eencelend Total transaction volume* ‘Sum of “support” preorders and secure 4,679 system usage fees (including tax) Net Sales 1,030 Gross Profit 813 Operating Profit (Loss) (29) Ordinary Profit (Loss) (28) Net
Slide 38: Financial Results Summary: QoQ (Standalone Quarter)
Financial Results Summary: QoQ (Standalone Quarter) (Unit: JPY million) Total transaction volume* ‘Sum of “support” pre-orders and secure system usage fees including tax) Net Sales Gross Profit Operating Profit (Loss) Ordinary Profit (Loss) Net Income (Loss) FY2024/9 Q3 (standalone) 4,094 871 667 (1
Slide 39: KPIs: YoY (Full-Year)
KPIs: YoY (Full-Year) No. of Published Projects No. of Published Projects by Repeat Project Owners Project Owners’ Repeat Rate (%)? Amount of Repeat "Support" Pre-orders (JPY million) Repeat “Support” Pre-order Rate (%)'2 No. of Access Unique Users No. of Members No. of “Support” Pre-orders FY2023/9
Slide 40: KPIs: YoY (Standalone Quarter)
KPls: YoY (Standalone Quarter) FY2023/9 Q4 (standalone) No. of Published Projects 1,951 No. of Published Projects by Repeat Project Owners 1,088 Project Owners’ Repeat Rate (0)? 55.8 Amount of Repeat "Support" PIPY milli 3,561 Pre-orders (JPY million) Repeat praia 16.1 No. of Access Unique Users 11,
Slide 41: KPIs: QoQ (Standalone Quarter)
KPls: QoQ (Standalone Quarter) FY2024/9 Q3 (standalone) No. of Published Projects 1,549 No. of Published Projects by 968 Repeat Project Owners Project Owners’ Repeat Rate ‘ou 62.5 Amount of Repeat "Support" Pre-orders (JPY million) 3,187 Repeat praia 178 No. of Access Unique Users 9,021,256 No. of M
Slide 42: Dividend Policy
Dividend Policy Copyright © Ma As the company is currently in a state of growth, we believe that by retaining profits and prioritizing investment in expanding business size and improving earning power will lead to maximization of our corporate value and a continuous stream of profit return to shareh
Slide 43: Disclaimer and Cautions Regarding Future Outlook
Disclaimer and Cautions Regarding Future Outlook @ While the content of this document has been prepared based on generally recognized economic and social conditions as of October 29, 2024 and certain assumptions deemed reasonable by Makuake, Inc., it may change due to shifts in business environment
Slide 44: IR Inquiries
Copyright € IR Inquiries IR@makuake.co.jp 44
Slide 45: Makuake
@® Makuake