Slide 1: FY2021 3Q ZOZO, Inc. Consolidated Business Results
FY2021 3Q ZOZO, Inc. CONSOLIDATED BUSINESS RESULTS
Slide 2: (RR 3A BBE, ns,
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Slide 3: FY2021 3Q Highlights
FY2Z021 3Q HIGHLIGHTS
Slide 4: Overview of Each Quarter
OVERVIEW OF EACH QUARTER ‘ee Se le = SS _ 4+ a
Slide 5: ZOZOSALE about to start
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Slide 6: Increase-Decrease Analysis of Operating Profit (YoY Comparison)
(NGREASE-DEGREASE ANALYSIS OF OPERATING PROFIT(WOY COMPARISON) [ at oe
Slide 7: Consolidated Balance Sheet
CONSOLIOAVED BALANCE SWEET om | oS
Slide 8: Outline of Initiatives to Comply with the New TSE Market Segments
OUTLUNE OF INITIATIVES TO COMPLY WITH THE NEW TSE WARK ET SEGMENTS ONE meRKeT)_ sat
Slide 9: Gross Merchandise Value
GROSS MEREHANDISE veuveraunsrrenty aa +2
Slide 10: Selling, General and Administrative (SG&A) Expenses
SELLING, GENERAL AND ADMINISTRATIVECSGEA) EXPENSES [|
Slide 11: Operating Profit and Operating Profit Margin (Quarterly)
OPERATING PROFIT ANO OPERATING PROFIT MARGINGQUARTERLY)
Slide 12: i) @e ee >= = 2) z (= © (= on © CZ An)
i) @e ee >= = 2) z (= © (= on © CZ An) 62) z =) 2
Slide 13: Number of Shops on ZOZOTOWN
NUMBER OF SHOPS ON ZOZOTOWN c= ee =a ae ee | —_____| = = c oe eS a
Slide 14: Average Retail Price
AVERAGE RETAIL PRICE
Slide 15: Average Order Value
AVERAGE OROER VALUE
Slide 16: Consolidated Business Forecast and Dividend Forecast for FY2021
CONSONMDATED BUSINESS FORECAST ANO DIVIDEND FORECAST FOR FY2021 i ee ee
Slide 17: ZOZO
ev An ZOZO
Slide 18: Introduction of a newly appointed executive officer; ZOZOBASE Tsukuba 3; ZOZOCOSME
1 Introduction of a newly appointed executive officer 2 ZOZOBASE TSUKUBA 3 3 Current situation of ZOZOCOSME
Slide 19: Introduction of a newly appointed executive officer
1 Introduction of a newly appointed executive officer
Slide 20: Christine Edman, Executive Officer
Executive Officer CHRISTINE EDMAN EC Business Division / Category Promotion Division / ZOZOVILLA
Slide 21: ZOZOBASE Tsukuba 3
2 ZOZOBASE TSUKUBA 3
Slide 22: ZOZOBASE Tsukuba 3
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Slide 23: ZOZOBASE
ZOZOBASE P< lé3
Slide 24: Current situation of ZOZOCOSME
3 Current situation of ZOZOCOSME
Slide 25: The number of new buyers of ZOZOCOSME is continuously increasing
The number of new buyers of ZOZOCOSME is continuously increasing The accumulated number of new buyers 0 5 10 15 20 25 30 35 40 Weeks Source: From sales data ( March 18 ~ December 12, 2021 )
Slide 26: Composition rate of women, and 20s and 30s is higher than whole ZOZOTOWN
The composition rate of women, and 20s and 30s is higher than that of whole ZOZOTOWN Composition rate ZOZOTOWN 30% Women Men ZOZOCOSME 71% 29% 20% ZOZOTOWN ZOZOCOSME 10% Women Men 0% 92% 7% 10 20 30 40 50 60 Age Source: From sales data (March 18 ~ November 15, 2021 )
Slide 27: Makeup products have the majority in the category composition
Makeup products have the majority in the category composition Beauty products 11% Fragrance 10% Body products 13% 50% Makeup products Hair products 16% Skin care products Source: From sales data (October 1~ November 15, 2021 )
Slide 28: Luxury brands have the majority in the sales composition
Luxury brands have the majority in the sales composition Others Korean brands 10% 9% Brands for daily use 12% 51% Luxury brands 18% Natural and Organic brands Source: From sales data (November 2021)
Slide 29: Target sampling
Target sampling We include product samples in the shipping package We put the product samples into the special pouch at ZOZOBASE This is often conducted for the PR activity to promote new products In some cases, about 10% of the customers who received the sample products visited the brand's shop We
Slide 30: Special feature of Apparel and Cosmetics
Special feature of “Apparel and Cosmetics” We introduced brands’ latest trend in the video The sales of featured items increased by more than 40% on a weekly basis We arranged it with consideration for compatibility between apparel and cosmetic brands
Slide 31: The number of brands is continuously increasing
The number of brand is continuously increasing As of launch Present 2021.3 2021.12 566 brands 677 brands
Slide 32: AR makeup menu is scheduled to be released
AR makeup menu is scheduled to be released Several brands’ products will be available on the menu at the time of launch This enables users to experience AR makeup on their face with one tap Users can have an image of the product color on their face by adjusting virtual color and ON/OFF switch of mak
Slide 33: ZOZO
ev Aun ZOZO