Zozo, Inc. · TSE:3092

Zozo — Start Today — FY2011 Earnings Presentation

41 slides from Zozo's earnings presentation, April 2011

  1. Slide 1: FY March 2011 Full-Year Results Briefing

    F234 3 ARR (Fm22%4818~#R23 #3 A318) RARMASRE

  2. Slide 2: Slide 2

  3. Slide 3: Results highlights for fiscal year ended March 2011

    (@ START TODAY CO.LTD. 11/03 MiB MV 4b 1. % 1% °555 Revolution” = iE “LR «23,801 SHI MEAL 38.7%) “HRB 57,131 (ME 54.2%) 2.2 RM13130 A, PIF AFBABWI2AGFACRH ‘RAR 3,133,091 A (0 EAH: + 1,104,384 A) (it HUE RMRBS AR £395,616 A) *‘PIF4FRAB 1,216,698 A (MERAH: + 415,212 A) 3.RAKARKRKRBXRR7IOVIFbAERK ZOZOT

  4. Slide 4: Consolidated income statement summary

    @ START TODAY CO.LTD. 11/03 9A Bt RM (Rt ORR (Mfr : BF) ——f AB | 11/039 Mi Kw CR Et) SBM 0 MA 57,131 37,054 +54.2% = 23,801 17,159 +38.7% _+— 5,851 3,236 +80.8% 1— + eens 5,865 | 3,247 + 80.6% 4 MA BA at 3,103 1,859 + 66.9% P.03

  5. Slide 5: Quarterly merchandise volume trend

    (@ START TODAY CO.LTD. KLANKB “AME em “MERE +38.7% 24,000 22,000 WMtneres 20.000 Ws-»-Stece#eas BekReFAe 18,000 Bistia 16,000 14,000 12,000 10.000 8.000 6.000 4.244 1825 t 2.000 (BR) } 1,243 | 1.821 | (me) 04/03 05/03 06/03

  6. Slide 6: Merchandise volume by business

    START TODAY CO.LTD. 5 iO HEB ( A) + POSER NRL 47.6%, BMF RAH +57.8%, x-A-GHECREMR +124.6% 6,801 6,755 7,000 88 126 332 325 ee Woes @is-»-steceseas BSkheFnn seco Boseia 4,000 3,030 46 2,447 2,410 52 34 os/o3m 09/03" og/o3m 09/03 10/038 10/03 10/03m 10/03™ 11/03 11/0388 103m 103m mia m2a 30 maa mia m2

  7. Slide 7: Net sales trend

    (@ START TODAY CO.LTD. P.06 Fi oo AR Gh i OD HEB 211/03 5h MA SR St HA Me OD i eI AB IS 571.3 A, SMR 412.4 EA. A-A-BHECKMRRBS 41.9 8A BARRE AM ee eK 70 Sat RS *-ZOZOTOWN(ALP EMME ANPRSSM) BR 44.58 MAMRRCHHSMS: 8.4% +*4-h-BHECR SB MMR 4.685 MAMRS SHsMe: 11.0% 500 Wis-v+-BHECK ESS |} WArreaeeae 400 Br

  8. Slide 8: Operating income trend

    (@ START TODAY CO.LTD. P.07 i dh AR HR OD HES ( 2411/0354 00 Wi Et ME fe OME de MIR lt 169.318, BMRB 127.2 HA. A-A-BHECK MRM 12.5 8A BERROMARMARBEY—7 + MEME + 45.9189 (+37.1%) 156.2:189.3 is-y-SHECHHEES 140 WArrcaeeae BAzrreeesae 107.6 4.7% 09/03m os/o3m 09/03m 09/03 10/03 10/038 10/03 10/03 1/038 1

  9. Slide 9: SG&A expenses breakdown

    START TODAY CO.LTD. P.08 Ak 56 & 3B HO AER (wit: BAA) ——— ———— 11/03 BAR St A Bs mMe Os mm 11/0355 384 Wh ot A na a an HERR | MHLRH | MRR wmewne | 2a MRSA | HHLRH me of maswmeet |) 10.475 | 18.3% | 44.0% | 7,135 | 19.3% | 41.6% “1.0% | 2.4% | 3.119 | 18.4% | 46.2% AfER 1,410 | 2.5% 5.9% | 1,248 3.4%

  10. Slide 10: Merchandise and cost of sales trends

    eo START TODAY CO.LTD. P.o9 SRNR - SSMREOKnEGB SRNRRLBAKRRBEVY-7 + RMR Mth +80.8% 5.200 4.800 30.0 kins wm tans > SRN F(%) 4,000 26.0 3.600 3.200 20.0 2.800 2.400 15.0 2.000 1.600 10.0 1,200 800 5.0 400 a met a Ht} a i uo (=) 04/03 05/03 06/03

  11. Slide 11: Cost trends (continued)

    (@ START TODAY CO.LTD. P.10 BRAB- BSRNREOKS (+H) W4D+MStMAORRANs- BRNRKCLCMARERRBEY-7 = 1843 x0 1,800 Wa eens SRK) 09/038 09/038 09/03 09/03 10/03 10/03 10/038 10/03 11/038 1/03 11/03 11/03 mia 20 m3Q maa mia m2a m3a maa mia m2Q maa maa

  12. Slide 12: Balance sheet and cash flow

    (@ START TODAY CO.LTD. Plt F¥rvyVY17O-OHD#KB (tft : BAR) T= 11/0301 aM n=Am Wi REG Pai ganas 3.935 | 2,461 1 an | ee es Bigs bl A 586 A 1 01 A 485 a T ee27a70- 4462 4306 4156 perene ,270F)) manvmanemo | 19.939! 7,160 2.879 | - _ to a |

  13. Slide 13: Slide 13

  14. Slide 14: Registered members

    (@ START TODAY CO.LTD. BRANES “RMR BBSAM 1,104,384 A ‘MERAH + 54.4% 3,000,000 7 / 2,500,000 f 1,104,384 2207 2,000,000 1205.76) 1,000,000 818,448 - Pes 200.09 se 246, 601_ = 119,452 _ <- 100,000 —_— 72,671 {Ad (m8) 04/03 05/03 07/03 08/03

  15. Slide 15: Active shoppers

    (@ START TODAY CO.LTD. Pla + 8A O ot ESR RRMEBAARLARRRRBMEY—-7 ‘HRMBSAM WERM +35.0% 150,000 122.114 09/03 09/03 09/03 09/03" 10/03 10/03 10/03 8 10/038 11/03 8 11/03 11/03 mia m2a m30 maa mia m2a 30 maa mia m2a 30

  16. Slide 16: PIF members

    (@ START TODAY CO.LTD. PS PIF4 FSR PIF 4 7RA=BE1 SUA 1 BUERMAL KSA *MERMK +415,.2124 (Mme MH +119.213A) 1,100,000 1,000,000 900.000 648,932 545.284 = 483,504 436.455 1010 61 307 306.015. “ee” F | 300.000 09/038 09/038 os/03m 09/03 10/03 10/03 10/03 10/038 11/03 8 11/03 11/03 mia m2a m30 maa mia m2a

  17. Slide 17: Shoppers and PIF membership analysis

    (@ START TODAY CO.LTD. P16 ERBOMMRUBEPIT 1 7TARR PIF 4 7RA=BR1 SUA 1 BUEMALLSA BARS MELAMMARADIS, 56.0% PIF1IRAIE MOB Re, BERBORKTIT17TSARERE 250,000 Weer IF FAA MRA, MEEBO AHA H1) WrRRNSAODS, MMCP IF TELASA (#2) 200,000 et eA @ne 1. SROMAAI SURE RARE. | MBOOBS 1 FHACSARBERY 2.Bnt SN ASB Ya< 2. uo!

  18. Slide 18: Tenant and brand count trend

    PA? (@ START TODAY CO.LTD. V & (2) 18 Ww WrvstvomanEe ‘2009 2008% 2009% 2009% 2009% 2009% 2009% 2009% 2009% 2010% 2010% -_ 2010% 2010% 2010% 210% 2010% 210% 2010% 210% 2O10% 2011 2011 # 2011 F SA 6A OTA 4a 8A 110A 1A 128 1K 2A 5A 6A TR 8A an

  19. Slide 19: Customer demographics

    (@ START TODAY CO.LTD. P18 4 a Rtt (11 3A RM RA) AN -H I% ami 4% 4.000.000 MEN WOMEN 3,000,000 4h; 56x He-BH 27% (RHR 15.7% ) 2,000,000 athe - Fiza 5% Ra RAG 1,000,000 (Ad EMD (MR) 1 10 15 20 25 30 35 40 45 50 55 60...

  20. Slide 20: Average order and shipments trend

    (@ START TODAY CO.LTD. Pag SF 35) He ter BA fill ( 5 BE EI) D HEB THHBMELOEMO EC EROKRARRRERMMOWMMETRIPCER SUR Fie i Ba 11/0388 4Q 13.470 FA (ASEM + 12.1%) 1THARMOMALS 11/0340 40.8%. (10/03MB4Q 53.3%) ‘Bete 11/0398 4Q 7,212 3. (10/0398 4Q 7,454) 16,197 16,000 7 oF 15,237 14000 13,660 : 13,470 13,554

  21. Slide 21: Number of shoppers per quarter

    @ START TODAY CO.LTD. P.20 PIFAFBZBRAIAHSLVOFMRAEH 60.000 55,000 51,228 00 51.212 a 50,409 45.412 44,936 44,659 45,000 43,988 40.000 (AD ~ 09/03 09/03 09/03" 09/03 10/03 10/03" 10/034 10/03 11/03 11/037 11/03 78 11/03 mia m20 m30 m4a mia m20 m3a m4Q mia m20 m30 maa

  22. Slide 22: Average order value trend

    (@ START TODAY CO.LTD. P.21 HH fer 1 SH HE BERROKMFMEY—-7 “HFRMK + 18% 1,200,000 \Sen.o00 967.533 800,000 723,51 615,935 600,000 540,25 416.620 400-009 358,835 351,354 376.407 -“— 200,000 (fF) a os/osm os/03m 09/03 03/03 m 10/03 10/03" 10/038 10/03 103m 1/03 103m 1/03" mia m20 m3a maa mia m2a m3a ma

  23. Slide 23: Member and PIF targets

    (@ START TODAY CO.LTD. SRUBRAMRRE ES MMAR 184 A mR MRMERBE ree nm rT aie ‘AUR CORASAMAMGHMCHLAB. omenmwn(A) 1,500,000 1,104,375 4395,625 rm EERE LLL ‘60.000 rr = PITT HSU AMC LUM. POF«7w (m) “ax 60.0% 16.0% 1AMLUORASE (Fi) 28.000 25.715 £2,285 ia A # bs | [axenan cen "ane pa aie) “SRSAOAMRA RARER. —

  24. Slide 24: Outlook for FY March 2012

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  25. Slide 25: FY2012 forecast

    @ START TODAY CO.LTD. 12/03 FW BMERRAP SR - RUS — RE (%) 840.0 Fy [ 47.0 BER 322.0 #FA 35.3 85.6 @Fi 46.3 ee ND 85.7 #1 46.1 1) A BS 48.0 #F 54.7 TREK RS ( FE) (35 £m FAR) ey BRO BAVRR | RR(%) KLR RE (%) AhPRLSBER 670.0 @F 62.4 183.1 @F 72.2 | ECHR AhPPHELER #95085 418.7 | 114.88 41.7 X-A-BHECKMHR 7

  26. Slide 26: i {=| ET] / /

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  27. Slide 27: FY March 2012 priorities

    © START TODAY CO.LTD. 20124 3A WS Rat 840 START TODAY CFM © EFM | : (Customer Friendship Management) (Employment Friendship Management) ERCSERSRBO EDI RRAMLHRAOSLC / > MaeHteme - RRFSEMG + Rf ybRRES% , (RAY —INOAT YVR (FE) » CRM&BRMCFMEE~ + AVHRIAYERCIS 4 YAY (FE) , (> EFMSPiS6 £m (FE) J ‘ P.26

  28. Slide 28: Growth targets by business

    (@ START TODAY CO.LTD. P.27 AV BBSRER | BR MRBAR: 67,000 RFA (MMH +62.4%) “HNEREMRMHE. Pry yay RRORK. 201154A RARAYy TACORMEM EMS. ALY ERMEBR MGMRABR: 9 500G FF (ee 418.7%) BERS MRARTITY FORR-RECEN. *XYRYaAVTEPP YY avTAAbhBCRA IVa yTeAY ay TIRE) x*-7A-BHECRESR G2 RRB AR: 7.500 FHA (aH +78.8%) OS RRM

  29. Slide 29: Merchandise volume plan

    @ START TODAY CO.LTD. P.28 SRAUN BRR ORK ZOZO#& | REP 754 7BAB IO4 800 A X 1AM LY SRMASM 66,313 F=# 600 as] | MRP IT 4 FTBRB 660,000 A x 1AKLY SRMASM 25,000 A=# 165 an) + X-A-BeECRESR 758A + 840 er

  30. Slide 30: New initiatives

    @ START TODAY CO.LTD. P.29 EBA IC DUT 20115F 3A HAMZOZOTOWNI- St SSBARERA 1 fF v 20127F3A HA *FO-NWVYTbKOA-TFyY -PRECTNIryyYaveECt/’ KR

  31. Slide 31: Credit card and payment initiative

    (@ START TODAY CO.LTD. FA-NWY bOA-TFY (Fa-Matt ht a-Z) 2011 5AFHMOA-FYFE TFARY-TFFIYVIO—R SEB BAT + BARR + Pla (RAS) + PElEa (MAS) a ESD + Ria YIbA-TFVEDFIVER:# 600 FIVE RRA lSPaypalNa HH 8S2AHAOMKERHPE P.30

  32. Slide 32: Overseas expansion and joint venture

    @ START TODAY CO.LTD. P.31 HETOP Py YavECtt hE .] — START TODAY CO.LTD. — Soft Bank 50.1% 49.9% suinianrviinsiomnrs HOF HMSKRC. JV (#4) START TODAY HONGKONG Co.,Ltd ({R #5) + 100% F S#t | is aca WAM A START TODAY SHANGHAI Co.,Ltd ({&#%) ye me ZOZOTOWN PYNNGU—TOWISANADI I b74-LERMAL, ZOZOTOWN FR RADA

  33. Slide 33: Slide 33

  34. Slide 34: Long-term vision

    (@ START TODAY CO.LTD. PRHEYaY 4HIL-FOPRMEAR 20XX#3A Mi BARRROPRMER BARRE 5,000 «rm B *annz eens 500en 370.5 12/08 20XX53. 0 11/93 2 ean

  35. Slide 35: Platform expansion

    (@ START TODAY CO.LTD. Th He tk K HK BB Prva LECH ICM EEBS, ZOZOTOWNDKA EMD S—A, ECR RIC SURAEI ry yay RRA ORME MRSS PRGA Bw rsvenset i A2-bhhoF (RATE+ MER) @ Z0zoR MH e(RA) PRM AaRRRSR 9,000 F P.34

  36. Slide 36: Slide 36

  37. Slide 37: Service introduction

    (@ START TODAY CO.LTD. BARKRONI7 PyYavGmte hb ZOZOTOWN iitp://2020.ip/ + Deyva>PDeELABARAMRD 1 S-—AyvbyayvEL Ith + 249 Yax7.1,555 FI>F OMA. MBM 13 AL, PM BRIA 3,000 Abb. + Twitter, mixi (37/4), GREE(7U—), Facebookt WAL TH RADIA bP RARA GEM OT RE. + AY-hI*-AUONPTVOMKRSES!) (MA tiPhoneNs). 2010# 12A[

  38. Slide 38: Service introduction (continued)

    (@ START TODAY CO.LTD. ENHht-EAODRERe BA ZOZOPRESS http://zoz0.)p/zozopress/ + Deyyaria-ARfit {ho AYaPVPE-KECBAAK SOUTHS eNO RMR RERHEOIN-VICRUTTRE ZOZONAVI http://navi.zozo.jp/ + DeyvarvayT Ic PHELERRIET—Yart th. 2H 5, 000UtLoOR at. ZOZOGALLERY ttto://gattery.z0z0.)p/ + KMTPIHFONVIAL AF AT hy TS RR

  39. Slide 39: @ START TODAY CO.LTD. P.38

    @ START TODAY CO.LTD. P.38 1555737 4 7.638% 4 ERAS [HARP eAY IES, TE RHIC KB » | K 31384 YarvHtOsER

  40. Slide 40: Membership program

    (@ START TODAY CO.LTD. P.39 AhPEMASR (BHM) ZOZOTOWNEKT, 1-FO-APFI=—- SES AOGHAVG FWY ayv TERA, FIVKA-A-SNEMERVBIMETSHRX. "FLR = Sav 7ORARAS Ab? ESEBRR (REF) ZOZOTOWNEK TAF 4 FyF PO-APE—AAZ, ZOZOVILLATH Y—FYTIAFALL 19 ENAL S41 YsvFOMRRRERE. Sb-EROAMESRBATMPSEMVUAINOREL CURR, ELK = Srav7ORARRS X REFUR

  41. Slide 41: Notes on forward-looking statements

    (@ START TODAY CO.LTD. ABB. SHARE TBRULEC LOORHTH4), RAMREBHWeCTSENTISHVEKA. BRAHMS NT SRAPBRVGKPMI Oe ELTIS. Rig CAF PRES HRICBOS SHTML LEDTHV ETF. PRI SESCEERRERRONELTE, RBORMIS CNSORRARBLERGERBAMHVET. <==

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