Zozo, Inc. · TSE:3092

Zozo — Q1 FY2020 Earnings Presentation

43 slides from Zozo's earnings presentation, July 2019

  1. Slide 1: Consolidated Business Results

    CONSOLIDATED BUSINESS RESULTS #st@HZOZO f 202053Amw1mEN gz aK a ia i K

  2. Slide 2: 企業理念

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  3. Slide 3: 1Q results highlights

    20/0383] 1Q/\f 57h i O BmaRRS 792 fF (BERRI I2.5%18), BRAM 7 7A (32.6%38) BRAA O ZOZOTOWNES Bm RRE : 763.0 faF (ASE IRATE 11.7 %38) Sitvay7/726.2tA(A13.0%8) ARYay7/1.0f8A(132.7%i#) ZOZOUSED/35.7aFi(il10.8% ik) O PBS BmRRs : 4.64897 (306.7 8) O SFM tS 8,335 FA(12.6%18). Fiaean ii 3,877FA (1.9%) © Bto

  4. Slide 4: 1Q topics

    20/O38f 1Q/\¢T7Th ana tt O BRABS (MBM A)9.8% (AFR 8.3%) ‘ABENERA : ZOZOSUTMRARMS CASAS SAEOES. TOMRALEOE ES, AFREORE BREA : BNROR. MRM Ast OR RAL ROLFR kEyZ O [ZOZO/N4 he) e444. ZOZOBASETHK PIL/INA KORE. RA, SOOMASISZLY, HmMRMROMAS RIAA, MEIC 2,OOOAZIRAA(201955F) O ZOZOTOWNAARYI—-VR—-hEYA—. PNDIVEAR

  5. Slide 5: Consolidated

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  6. Slide 6: 1Q consolidated results vs forecast

    20/03] 1Q BiRMORR weacanm 70,406 79,237 12.5% 367,000 21.6% LH - - RUBLE reed BRA XT IRIS LE re | 5,859 7,618 30.0% 32,000

  7. Slide 7: Consolidated statement of income

    I CRMAORR (OMB) (tt: BAF) 19/03%4 20/0354 NS TOL, Bama BSE IRAE REE BSF el RALE RRS Le BRR Hi 35 Fe RALE Sia tt

  8. Slide 8: Operating profit change factors

    MRA OMIA (KAT le) ALE) BAEOEF -10.248F MAMA EM “MAA b +2.318F RARE “SBR Pia) : ra a “ARIGATORIBISEE -2.0%8F) PRBS «ZOZOSUITBATH +15.8f%A ne -ZOZOSUIT Rtn RRA +7.38F BRA 20/0388 1Q 19/0398 1Q

  9. Slide 9: Balance sheet

    Ee xB AA AA AK BE nae 35. RAE 5d. BRRORA HERE avaERE RVAERE (tt: BAF) cagtee 34981 ERA cgetee 34981 eR MSE |e HBR MARTE | BRA (20193318) Soeeem ace (201Bs321E) (2019%6A308) 57,904 21,560 21,056 22,219 6,318 7,976 3,277 78,961

  10. Slide 10: Operating margin trend

    ROEO HES - 4 AAMAS (Han IR) 100% 90% 80% 70% 60% 50% 40% 30% 20% © MF (HEIR) 9 6.2% 5.9% 5.5% 5.8% 5.6% 8.0% 6.1% (#8) 08/03 09/03 10/03 11/03 12/03 13/03 14/03 15/03 16/03 17/03 18/03 19/03 20/03 (3) 9% 8% 7% 6% 5% 4% 3% 2% 1% 10

  11. Slide 11: Gross merchandise value by business

    THEE LD) Ra AA Fe 4 439 Sy ALLL StH ABIL (ZOZOTOWNS 2) SIDA Rst 10.88 Mammal Hosea: 1.4% © Rtvav7 @ PBR @RRYav7 © BtoBR @ ZOZOUSED © WVBR 3,500 3,231.2 | 3,000 27054 Mose, | | 2,500 = i mci Beau . 2,120.9 359% Derm 2.000 1595.0 Moz, Boo" @6.1% O 91.2% @ 01% ® 90.5% 1,290.5 ME © 13.7% 1,146.7 ® 13.4%

  12. Slide 12: Quarterly gross merchandise value

    1,000 800 600 400 200 (fF) fe) Pan ANI es OD HES (DOF RA) Bu SE Ta BALE +12.5% ® Si Yav7 @®ZOZOUSED © BtoBss 988.0 880.9 ED @® . @RRYay7 © PBRE © WUVER HE o00% mm O00% ©3.0% FR o27% 773.3 735.5 @17% ®06% 792.3 = oor. — 704.0 708.1 ©5.4% @4.9% = © 0.0% ® 0.0% %o @0.0% 1% a © 2.9% BE ©0.0% mm @00% EEO

  13. Slide 13: Annual net sales by business

    7 Eis DHE 140,000 © SH#Ya77 @®ZOZOUSED ® BtoBeK @ KSEK @RRYavy7 @©PBER © FWUVER © EN 118,405 ’ 120,000 ; | @ 12,984 1,426 98,432 ©0 100,000 BH ©2408 i © 2,056 00 Bo 2746 | © 1642 @ 16,372 80,000 |_ Fore) @ 148 76,393 © 1889 © 82670 mm 6731 © 166 60,000 @o OD 71,192 28,197 54,422 BB 5 1200 41,182 men

  14. Slide 14: Quarterly net sales by business

    5c Li HES (DUE HA) (RA) 18/03%81Q 18/03%2Q 19/03%1Q 7 UY BRE2O1TSCABOHS ETH -EAEBTURLELE. 18/03%3Q 18/03%4Q 19/03%2Q 36,010 40,000 - @ 8#Yayv7 @ZOZOUSED @BtoBEX © KSBK @RRYavy7 @©PBER © WUVBR © TO 35,000 30,000 eee 27,517 26,552 27,212 ° ANS ® 2,957 @3,176 ® 494 | @se4 25,000 =o 21,451 21,242 Ba | ©

  15. Slide 15: Gross profit trend

    | MESER ZS APRESS (MRI) OHS 45,000 40,000 35,000 30,000 25,000 20,000 15,000 Boast 4% 15/03. 16/03 17/03 18/03 19/03 20/03 1Q 15

  16. Slide 16: Cost of sales and SG&A

    (tt: BAF) #B MRERABHMB 18H6R KONE 19H6RHI,IZ0% RSEA ECHO ND eB BaEARMORD RHERAMRBSRLA) : MANCADERRON LAT ARTLMRRAOMMI Bf Meee HREM O RICA Hea Se ZOZOSUITERA OY qaanrna Fae Rae TO TSRSBOR %| 548| 07% 3% | acrtumows ancaromnarnimee a 0.4% 442 0.6% 0.2% OnAmae 0. 0.0% | Spresmismanicr0r7 9/09 RC Ma/NZB

  17. Slide 17: Operating profit trend

    SRA SRANRR (Ki Man MIR) OMB (OAR) 12,000 Besta 10,000 4,000 9,720 9,118 7,981 8,000 6,000 5, T 5, | 5,023 4,178 10,577 BOSE Pal ALE +32.6% 7,786 20% (RA) 18/03%81Q 18/03%2Q 18/03%3Q 18/03%4Q 19/03%1Q 19/03%2Q 19/03%3Q 19/03%4Q 20/03%1Q 17

  18. Slide 18: Operating income trend

    ARE ROHS (OER) 25,000 -— Boman (oem) 21,490 20,559 20,000 }- 18,376 18,882 18,483 15,000 10,000 5,000 (RA) 18/03%81Q 18/03%2Q 18/03%3Q 18/03%4Q 19/03%1Q 19/03%2Q 19/03%3Q 19/03%4Q 20/03%10

  19. Slide 19: SG&A breakdown

    ARE BOM (PUFA) | 1988 | 060 9% waa mane [aoe [oe [oer [oe 20/1 DSR RHERAMRBSRLA) 1.4% 1,017 1.4% 1,257 Maes 4,665 6.6% 5,076 7.2% 5,631 KS BUF | 2077 [ 29% | ——eee | es | [sh 0.8% 1.3% 1.116 1.2% 0.5% 0.5% 0.2% 2 | oa | se | om | | 20603 a KARR, BSE BS RMA MASE ARG, RSIS AD, CRESS EAM. BR EO-BRBESAT

  20. Slide 20: Active members

    2 Fal fa Ad x SERS A S518 31 DLAC LL ER ALP 951 PRBS ANB ABHOR FRAG ARBI I EMO FANE AROSE POF 1A PSAR=F 1 FUACIBULBALASRE 10,000,000 Bh r7s17SBH 8,073,672 8,126,524 8,121,663 8,000,000 7,769,546 7,392,126 6,963,986 MQOSTTE C2232 1,916,835 1,675,838 1,564,519 6,734,740 1,987,319 1,933,483 6,000,000 2

  21. Slide 21: Number of shops

    ~~ Seas ZOZOTOWNHE Yay THORS 1400 - © BitVay7 _ 1,297 @ RBYay7 1183 cad 1,245 Os 1,200 1411 1,139 : @5 @5 @ 1,292 1,094 , Ds @5 © 1,250 [Mo 1,240 1,016 @6 @6 @ 1478 1,000 987 @7 o 1088 fm © 1105 wines Gere © 1,009 800 600 400 200 (ar7) ° (RA) 18/03%81Q 18/03%2Q 18/03%3Q 18/03%4Q 19/03%1Q 19/03%2Q 19

  22. Slide 22: Shipment and brand breakdown

    PIFIAIFSARE BRAK SAMA Acai 3.5% mre §=5.5% Ea \ $e-Oe 7.5% ae aN A1.1% en (RRR 17.2%) met SAFhath 350,000 sia se ii 300,000 250,000 3 3 / 6 200,000 St 91.8 150,000 MIE 33.8 100,000 50,000 e8) O(m®) 20 40 60 80 100 22

  23. Slide 23: Shipment trend

    PIF A FSZRIASLVOFMMRASH - FMBA ww 50,000 48,000 46,000 44,000 MMAR © 1, “e000 107___»—___»——* ___*__# 40,000 38,000 36,000 34,000 32,000 (Fa) 30,000 (RA) 18/03%81Q 18/03%2Q 18/03%3Q HAEMEDTIV A [ZOZOSUIT(TYA—Y)] OHEMALLI-F-SATRUETA. 18/03%4Q 19/03%1Q 19/03%2Q 19/03%3Q 19/03%4Q 20/0391 23 |

  24. Slide 24: Average items per order

    RErPI7 4 FSB1IASLVOFABASH: FRBARE 70,000 XRGPITISSR : SRSRDSIFUEBALTUNSPIT17ER MBAR @ 18 17 65,000 16 60,000 15 55,000 14 50,000 13.4 13.3 ' 12 45,000 | 11 (F) 40,000 (8A) 18/03%1Q — 18/03%2Q 18/03%3Q 18/03%4Q 19/03%1Q 19/03%2Q 19/03%3Q 19/03%4Q 20/03%1Q RESMETMTISTA [ZOZOSUIT(YYA—Y)] OHEMALEI—¥ -SA

  25. Slide 25: Buyers trend

    LH TE LOD HERS 10,000,000 BE ona 8,865,330 9,000,000 8,303,595 8,293,761 8,425,033 8,000,000 7,148,647 7,000,000 |- 6,787,599 6,000,000 5,000,000 4,000,000 3,000,000 2,000,000 1,000,000 (#) {e) (RA) 18/03%81Q 18/03%2Q 18/03%3Q 18/03%4Q 19/03%1Q 19/03%2Q XHSMEMTFITA [ZOZOSUIT(VYA—Y)] OAOHBLMSSATEUEEA

  26. Slide 26: Average order value

    Ee yz ty ie ciel fit (/D) HE % SF SSG dh BH IAZOZOT OWNS 20) Fain BR es PIA OD HT A CART TL YH (PBESE) 7,000 | Sd Pa 25% 20% 6,000 15% 5,000 4,888 4,759 10% 4,099 4,203 4,364 3,000 { 2,000 “10%: 3,953 % 4,000 3,664 3,655 e. 3,877 5% ll Le 0% (8A) 18/0310 18/03%2Q 18/03%3Q 18/03%4Q 19/0310 19/03%2Q 1

  27. Slide 27: Average order value by customer

    aE 5] a {By Bit +p) HE % SESS HH tar BH Ik ZOZOT OWN SO) Fi ER es IAA TOD A TK TRS TLIC KY MH (PBESE) 14,000 Bsn 25% 12,000 15% 10,000 8,186 8122 - 8,335 8,000 le 7777 5% 6,000 fl 4,000 -5% 15% -25% (RA) 18/03%81Q 18/03%2Q 18/03%3Q 18/03%4Q 19/03%1Q 19/03%2Q XZOZOTOWNS®- PBSROFSMNABHERVET. 19/03%3Q

  28. Slide 28: Consolidated

    en NSOLIDAI

  29. Slide 29: FY2020 forecast

    20/O038F HE tin PAS ACS 3,670faF 13.6% 1,360f8F) 14.9% BRA BRI Re _ Timuevumens ————dSSSSCSCrm | Timivmue@@ —SCiSSSSCSC*~s

  30. Slide 30: FY2020 gross merchandise value forecast

    20/03F) BRA Taam ZOZOTOWN= 3,55448 +14.4% Sityay7 3,385f8A +15.0% *ZOZOUSED 169f8F -0.4% BtoBB 8918 -1.3% 21187 +47.2% 30

  31. Slide 31: Gross merchandise value trend

    Pian AN IR eh O HES 4,000 BE sanns 3,670 ms 3,500 3,231 som 3.000 2,705 8% 2,500 2,120 2,000 6% 1,595 1.500 1,146 2290 4% 1,000 s02 a56 561 2% 500 366 (3A) 10/03. 11/03 12/03 13/03 14/03 15/03 16/03 17/03 18/03 19/03 20/03 (t1#i)

  32. Slide 32: Annual trend data

    aR fied EO HES 9,000 8,000 7,000 6,000 5,000 4,000 3,000 Oe rat © WET 70 ® ONARAR 1 (O) 4,565 ® 3,635 ® 2,162 | ® ® ® |_| w © 1,047 1174 1,107 acs ao om ue Mess | | ie | fee 488 avs | | mato | |W oon25? sees | fame | mee | [Tce o153 2277 re 2322 sae 11/03 12/03 13/03 14/03 15/03 16/03 17/03 18/03 19

  33. Slide 33: Schedule table

    Wit P MIL SR ET 20193 AKA 2020%3A 202153AKA ERB (mi) cao <n ee — = Co att TY FR4 58,000 | 2020%6AAT > RHA 65,000 | 20182F10A ak > [x2 | [65.000 | oomonme [ t™~—SS [3] [110.000 | sosomtonme [ ( D FREQ Re SH TRE

  34. Slide 34: Annual trend by year

    14 7) HCY SRV Be STE) O HEB °° Bb itacvomye 45 40 + so: L 29.0 30.0 25 227 24.0 15.6 11.3 fob 8.3 5.0 6.6 | ® 0.7 09 1.4 2.3 08/03 09/03 10/03 11/03 12/03 13/03 14/03 15/03 16/03 17/03 18/03 19/03 20/03 (iif) 34 j

  35. Slide 35: Slide 35

  36. Slide 36: Slide 36

  37. Slide 37: ZOZO overview

    BF THORN StH ZOZO ZABITH ER 1130. 40,635. (SEH 32.7) ZOZOTOWNORURUT SY KR ZOZOTOWNO RAB FX 1,349 35x B12 51

  38. Slide 38: Business overview

    $Ey-eZ HARRAROT Py Yaviemy fb [ZOZOTOWN] O PFPYYAYERDCLEARBAROT YS —AY bY AYEY IVT he O 11,2977 897. 7,3497FY KORG, Bans SHR L. 9a SIS 13,200 mE O YAFL. FFI. MHBE, ECKM DS MEE AA CRF. O MBREY—-ER / F¥TRIVEVIY—-ER / VFM BE AARAROT Py YavA—F4R-bhF TY [WEAR] O BRRKAROTP YY avA—F4tR-bP TY O A-F4%-h ERML

  39. Slide 39: Business structure

    FAEHIZDUT RAStHtZOZOFI/OY—A VATLAR. WEBF¥4 Y. CRM, sith He. REDS XS tt ZOZOUSED 1-¥-—SPShh7 ry Yay maeve ARM, MRRETS— RUHBRRERA MASH? IAT ECt biilf—. WEBY—7 7447, WEBt41UF4, ECHEP TUF7—-Yavoirit matics ZOZO ZOZOUSED 59/09-X ZOZOTOWNE “BRST BtoBE# ‘REYay7 +ZOZOUSED 39

  40. Slide 40: Business description

    EVRAEFI ZOZOTOWN#& BtoBS O Bityva v7 AFAF GKPO-ABEDARECA YF 4 4 Yay 7OUT bE EMS Ri. VHEWI5 F BKLE= A-D-HAMRSX<RCFRAF ZOZOTOWNI-HE$ 31,2924 13-44 yay TOERER ERE. XBLACLRALBORHTOWMA MMHEFERH, ZAMAS) Bass. SS-EENERERECA TRPSERVATIORSELAUER. RLB= £7577 ORARRSYXSEFRAS DSB ORRYay7 tee ZOZOTOWNROWEARMI—¥—H

  41. Slide 41: IR links

    https://corp.zozo.com/ir-info/ https://corp.zozo.com/ir/ https://corp.zozo.com/ir-info/management-policy/esg/ https://corp.zozo.com/ir-info/financial-highlights/ https://corp.zozo.com/ir-info/mail-magazine/

  42. Slide 42: Cautionary notes

    ABRIL. SHAR S CERUEE<K EOORA THY. RADMREBHCTSEONTISHVECA. AARNE RENTW SRG PB ROGRF ACD EET. WEF CAF A eS RICE SMe CHMLESON CHV ET. PMCS SES ECTHELZROANELTHSEY. ERRORS ONSORRABLCRESRAPHVET. 42

  43. Slide 43: Slide 43

ZOZO — Q1 FY2020 Earnings Presentation on 6ix