Zozo, Inc. · TSE:3092
Zozo — Q3 FY2019/03 Earnings Presentation
42 slides from Zozo's earnings presentation, January 2019
Slide 1: ZOZO Q3 FY2019/03 Earnings Presentation
ZOZO Be unique. Be equal. FRXSHZOZO 2019F3AR ASMA RERASAA
Slide 2: 19/03期 3Q ハイライト
19/038A 3Q/\f 71 b Ea + Bien 23508 (RIFLL19.3%I8) . BFR 206A (112.4% i) + BOLO RIGO Hp) @ PAE A, 20195131 Aft CMT OBIE tT THEW ET. + 20184 A27A Nt CHRL E LEPBREB HBA MEIC OS EL CREME CH), (EEP DR CEs MAIR P OIC SAMS HULLET. 01 SRAIAER *ZOZOTOWNSS ian | 2,261.118A (AIELL18.1%38) BY ay 7 2,133.38 (18.
Slide 3: ZOZOARIGATOメンバーシッププログラム
ZOZOARIGATOS VIN-DYy TP Y-EAZRE ZOZOARIGATO X VNN-Y yy ZOZOTOWNIc C#it GHHSBY—-EXZERILELES BARS : 20184F12A258 MARE : ZOZOTOWNS EMD, TUY y hA— KERR A SB: 3,000 (Bik) / Alt SOOM (Bik) /A FRA : DO BimORA SHO 4 510% MNF15| EA. HS|MO-—BE LASHES. SHOES SHAAOBAPHABY 3 vy TAO CL CBAIPT RED (E+ +-N—L) MMABS
Slide 4: 業績
Slide 5: 19/03期 3Q 損益計算書・進捗率
19/03#4 3Q [Bite RRORE 04 (Bir : BAA) 5B 18/03H] 30544 | 19/03H) 30544 aise AALL ann Eaves Amos 196,987 235,030 19.3% 360,000 65.3% ale 147,000 61.1% se LRA ZS 40,000 51.6% RBS Le 11.1% EE HZ 40,000 51.7% Be ine | 16,285 13,665 16.1% 28,000 48.8% 20191 ASIA CHIR BORE tT oTHUNES. EACH MstMIEEROMF eC
Slide 6: 四半期業績推移
Hin eOWE ( a Ths qm et 05 (tt : BF) 18/034 19/0344 a 1 Oe RA 5B 2 tA 5 3 HA 4 HA 551 eA Bom HA Bom Bian RE 59,574 | 60,082 | 77,331 | 73,555] 70,406} 70,814] 93,809 BE fel A Ee 40.9% 35.9% 25.5% 14.9% 18.2% 17.9% | 21.3% be 21,451 | 21,242 | 28,220 | 27,517 | 26,552 | 27,212) 36,010 Ree 11,863 | 13,
Slide 7: 営業利益の増減要因
BRANRO MA (Ata HALL) CSR FERER EE es ed + RBH ALL 38 4H FE xB - i DEE 40.1 +28.1 88 + ZOZOSUITE2 7 + Ob LS +» PBBE I ‘BEBO SESS ARDUBS $6.4 ters wx +45.4 fA eames | Attest -16.4 #4 + TER BSS + MEDIC TE D RAS 06 EE las 235.5 fem uns Eira 206.3 9 18/03# 3Q 19/0318 3Q
Slide 8: 貸借対照表・キャッシュフロー
Ete RA DUA RE 07 (Bf : BAF) wang, | ASE STEEN | AME ea 53,574 56,489 RHA 27,243 52,942 54, RRS 24,571 8,234 | 35. mBHAS - 22,000 35, BisaRvea 2,194 5,068 BER 2,659 3,295 Beez 17,138 19,952 RRA 29,902 56,238 aVEERE 5,668 6,673 EBA 40,892 20,208 RVBERE 3,222 3,346 | 35. aati - “24,412 BES 8,247 9,932
Slide 9: ROEの推移
ROEO HES - 4HARFIZSS WER) 70% 60% 50% 40% 30% 20% 10% 0% ROE @ 4H FIZ (ABR) 55.5% 72.7% 57.4% 56.0% (i) 08/03 09/03 10/03 11/03 12/03 13/03 14/03 15/03 2019 1A31 At CHMRMP BOGE To THUET. Lita ES RRL THEW ELA. 16/03 17/03 18/03 19/03 (stil) 08 10% 9% 8% 7% 6% 5%
Slide 10: 商品取扱高の推移
Minn AR es OHS > SEAR GateianiRS (ZOZOTOWNS) SQSat 46.68 MaRS HH SEA: 2.1% 09 4,500 JUVEE 4,000 BtoBSe3e Pea 2,350.3 | 3,500 (0) zozousep ' t | | Beceres H 3,000 ! ! ey ay7 2,705.4 } } | | Ritvay 0.0% 28% 1 i 2.500 | on 2,120.9 5.9% 28% 0.4% o1% 1.0% 2,000 ME 2.9% 91.2% 5.4% 6.1% 0.1% 1 595.0 0.1% 9
Slide 11: 商品取扱高の四半期推移
Bion Mike OEE ( iii 35 eA +21.3% 1,000 JUVEE BtoB se PBEE 800 773.3 {§ Zozousep 0.0%735.5 . mc 704, . | eceered 6.2% 2.9% 0.0% 2.6% 89.9% Ray ay 6159 640.0 0.0% 62% fem 2e% [lll osx . : 595.7 600.8 0.1% 0.2% 5.1% 600 Bi stys»7 04% Moa, 90.8% 5.7% 0.1% i 26% am 0.1% [im 2.0% : 01% : 56% [i ore 26% 90
Slide 12: 売上高の推移
sTLAORE 150,000 140,000 130,000 120,000 110,000 100,000 90,000 80,000 70,000 60,000 50,000 40,000 30,000 20,000 10,000 (BARA) ie} 11 ZO it ie 3 H ! DUVRE BioB SE i H PBI ! i {0 zozousep By RRs 07 98,432 89,774 BB fitvso7 9498 1 H 9,506 0 Gross? 957 76,393 1,642 vst6 6,731 , 0 15,931 2,260 1,338 166
Slide 13: 売上高の四半期推移
TLEOHE ( 40,000 Z0Kb BER 35,000 DUT RE BtoBS = PRI 30,000 (0) zozousep 28.220 By RRo07 , 27,517 ar 2 2713 BB fitva7 0 2,957 2,942 25,000 494 0 45 22,127 22,699 — , 21,451 21,242 4812 |) o 460 1,697 ‘ 846 2 054 4,560 113 26,552 27.21 Bi FF fel A He +27.6% 36,010 3,387 620 Oo ie 1,601 2 4,919 76 3,539
Slide 14: ブランド別取扱高・在庫
BRAN: BRAND WHORES) OB 45,000 40,000 35,000 30,000 25,000 20,000 15,000 10,000 BM S24 BRA (%) (Aa) 11.7% 10.8% 8.9% 15,084 12,388 8,529 26,284 11.1% 12.4% 20,630 17,756 8. 20.0% 16.0% 12.0% 4.0% () 13/03 14/03 15/03 16/03 17/03 18/03 19/03 3Q 0.0%
Slide 15: 販売費及び一般管理費
PREM O PNR 14 (fir: EA) 18/03#8 3Q 19/03 3Q BERRA me a STAUB Lt ah URE LL | WIRE ORE Ate 11,655 | 5.9% | 15,549 | 66% | 0.7% ia 4,359 | 2.2% | 6,066 | 2.6% | 0.4% | pong rey ramomer/aeranogm g@eansy | 7296 | 37% | 9,482 | 4.0% | 0.3% | sawaonece sien masini >an sine conten | 3.045 | 1.5% | 3.270 | 1
Slide 16: 営業利益の推移
BRA BRAM 15,000 10,000 5,000 -5,000 14.1% 10.9% 12.6% 11.9% 8,703 5,011 6,992 5,576 : COHHao MRE) ORB (Bi 13.4% 9.7% 7,981 | 5,850 9,720 lI. FHA) he 13,464 14.6% 12.7% 2A a, 11.6% 11.3% 8,162 a. 3% | 9% (HB) PBSSELIN: SS Flas PBSSELIN: SSRFIZEH (%) (HIRE) -3,060 PBR Se FZ SRE RAE (%) -3,984 (te SLAR
Slide 17: 営業利益の四半期推移
[I- i ARS ROHS (MOH) SI 16 25,000 20% B nee (om) JRE-Y a RES ER DURS) 21,490 20,559 20,000 16% 18,376 16,476 15,000 12% 13,561 11,350 11,863 10,000 8,788 9,228 8% 5,000 4% 2.3% (ABR) 0 (17/03 381Q 17/03%82Q 17/03383Q 17/03#84Q 18/03 381Q 18/03%82Q 18/03%83Q 18/03%84Q 19/03%1Q 19/03%2Q 19/03 3830 0%
Slide 18: 販管費の詳細
RREHOAER ( 17 (Bf: BAP) 18/0388 19/0388 HE 20 HSE aoe HE 20 Perna #8 ae fimmer| em [vmmee] em |vmmen| am ium] em |ymoee] em |vmmen| em |amanty] Ata 3534] 5.9%| 3814] 63%] 4307) 56%| 4198] 57%} 4825| 69%| 5,017] 7.1%] 5,706] 6.1% +A 1,423} 2.4%| 1,465] 24%| 1,469] 1.9%] 1,299] 1.8%| 1,988] 28%| 2060]
Slide 19: アクティブ会員数
aloes AB aX 8,000,000 7,000,000 6,000,000 5,000,000 4,000,000 3,000,000 2,000,000 1,000,000 ie) 0 18 ERMA BMS LIPS EMA LET IF 1 TRBRETA MBABMO SE 8,073,672 FH BABB EOS A MA MEBOSE 7,769,546 PIF 4 FRBBOBA ELIA BLL EMA LES BR 7,205,777 7,223,227 7,392,126 FR hA BE 6,963,986 6,734,740 1,916,835 Gbrvors
Slide 20: ZOZOTOWN ショップ数
ZOZOTOWNWS VY ay PROG 19 BRYayv7 1,400 Wi stra 07 1,255 1, 183 1,200 1,094 att 1,139 1 ne 1,000 800 1,250 600 1,178 +088 1.105 1,134 1,009 400 200 (vav7) 0 ( 48) 17/03581Q 17/03%2Q 17/03%83Q 17/03%84Q 18/03381Q 18/03%2Q 18/03383Q 18/03%4Q 19/03%81Q 19/03%2Q 19/03%#3Q RTZIN—-bIDYK [ZOZO (VY) | bY ayT
Slide 21: アクティブ会員数の推移
S| PIF 1 FEAR 20 m Sxtt Bee BR i 200,000 AbBi3.5% AN - itis 8.9% HALS.5% 250.000 PEL - AB 7.5% 200,000 ALBE - {SH 5.7% w 0 20 «0 60 80 100
Slide 22: 購入者数と購入頻度
PITFT(FISRIASEW OFRBASH + FHA RE D1 50,000 14 48,644 48,556 4g o75 SAS OMAR 47,661 48,000 46.417 47,119 46,818 46,707 46,870 , 46,120 46,009 13 46,000 44,000 12 42,000 ° —O—__» 7 WS 442 444 40,000 10 38,000 ‘7 b1l-¥-O eMC SSO 36,000 9 34,000 8 32,000 (Fa) (58) 30,000 7 GH) 17/03881Q —17/03%2Q —-17/0
Slide 23: 年間購入者数と客単価
BLEEP 77 4 TSRIA HEV OPA SE - HERA RE BET IF 1 7SB: SBS S 1 EWERBL CST IF1 TSB 70,000 18 22 SMASH @FmMAAK 68.000 64,290 7 63,004 62,761 60,929 61,770 61,098 16 60,106 59,569 60,000 | 58,953 ; 57,563 15 460 145° 14.4 56,304 55,000 14 13 50,000 11.8 ‘SBRORU MET 7714 7SBO ARF PHM 12 > SBRrRUnsRuiee 45,
Slide 24: ZOZOSUIT 計測数
10,000,000 9,000,000 8,000,000 7,000,000 6,000,000 5,000,000 4,000,000 3,000,000 2,000,000 1,000,000 (fh) HH tel BNO HEA MB hte ATCEIIBBLE 8,303,595 8,293,761 8,425,033 7,148,647 6,931,318 6 787.599 5,886,580 5,391,093 4,652,101 54.7%, O19 50.9% 42.3% 5.9% 82.6% 41.1% 19.7% 24.1% 23 9,512,052 8,865,
Slide 25: 出荷単価の推移
|-] PSR om SS lh 2) HE AS Sia an fh |SZOZOTOWNS EOP oR & PAID HA CRG C CIC KW RH (PBEBE) 24 7000 | eae ail 25% RUSE IBBL 20% 6,000 5,236 15% 5,000 4,858 4,759 Joy, 4,468 4,474 4203 4,099 , . 4,000 3,855 3,664 3,953 5% 3,655 0% 3,000 J 0.2% 2.0% 3.6% 5% 9.19 6.1% 11.8% 9.1% 83% 5.0% 7.2% 2,000 11.4%
Slide 26: 出荷件数の推移
14,000 12,000 10,000 8,000 6,000 4,000 H fay BA OD EAS HH far ff ($ZOZOTOWNO Mia UR ES & ROW CRT CCI KUGH (PBESt) Bonet AOE IAAL 10,14 Ones 9,560 GM 17/03%1Q 17/03%2Q 17/03%3Q 17/03%84Q 18/03H1Q 18/03%82Q 18/03583Q 18/03%84Q 19/03%1Q 19/03%2Q 19/0330 %XZOZOTOWNSS » PRHEOVIH GMC WET. 25 25% 15% 8.955
Slide 27: デバイス別比率
FINA Al HW ta LER 100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% PC ONT @AY-hIFY 26 85.3% 86.6% 80.4% te 75.2% 0, 69.9% 716% ‘0, 29.7% 98 1% 0, 24.6% 5 4, ; 20.5% 195% 17.8% . ‘0 0, 16M! 18.71% 14.7% 43.4% 0.4% 03% 02% 0.2% 01% 01% 01% 01% 0.1% 0.0% 0.0% Ne Oe eo O- (#8) 17/03 1Q 17/03 #2Q 17/03 %3Q 17
Slide 28: 19/03期会社計画
Slide 29: 19/03期 通期業績予想
19/O33A i FRE HS eT 78 - Acs ee | BeRR(%) Aas 3,270 | 20.9% LS 1,18018 9 19.9% Fe las 26518 -18.9% Ee 2 ila 8.1% ea elles 26518 -19.1% PAD ALTAS (Cha BT SS AA ES 1788 -11.7% 14K 7 +) SBA SS 58.1 WRAY OEME (PE) 24 20197 1A31AM CHMRMPBOER €f1o THUET. Lac MeeEROMEC EU ET. 28
Slide 30: 営業利益の推移
inn Na DH 29 4,000 SLURS 12.4% 12.4% 7 7 11.7% 12% © 22h WEARS) 3,500 10.8% 10.4% ° 3,270 10% 3,000 8.8% 8.1% 2,500 8% 2,120 2,000 6% 1,595 1.600 1,290 1,146 ‘ee 958 1,000 802 561 2% 500 | 366 (A) ie) 0% GA) 10/03 11/03 12/03 13/03 14/03 15/03 16/03 17/03 18/03 19/03 (tii) 32019 1A31AM CHMRMFMOER €f
Slide 31: 設備投資の推移
ax ie ix A O HE 5,000 4,500 4,000 3,500 3,000 2,500 2,000 1,500 1,000 30 ax te 4,565 amen 4,100 OnAteeea 2,162 480 1,174 825 1,047 1107 744 312 409 1,800 466 570 231 353 843 989 113 150 586 786 765 mics | | 277 | 322 GB) 11/03 12/03 13/03 14/03 15/03 16/03 17/03 18/03 19/03 (F#)
Slide 32: 50% 45% 40% 35% 30% 25% 20% 15% 10% 5% 0%
50% 45% 40% 35% 30% 25% 20% 15% 10% 5% 0%
Slide 33: 中長期計画
Slide 34: 中長期の商品取扱高目標
8,000 7,500 7,000 6,500 6,000 5,500 5,000 4,500 4,000 3,500 3,000 2,500 2,000 1,500 1,000 mHAE Yay Moa PH aR 0 waaus 7,150 ray ! 44 FIL—- TODA | ! 2021 463A #4 to ! RBI 7.15008 1 | Ee Silas 90018 FA 5,080 ! Clete] I ! 1 , ot i! to Pyotr ! 1 3600 +} 1} mi ofa ota rot i! rot 270 4 | 8 t 4 ft rot roy H
Slide 35: 中長期計画の業績目標
RIE a EEA 34 (Bt : BAF) 20193 #8 2020435 ff 20213A 8 atiei{a REE at Eis REE at Eis REE MaRS 360,000 33.1% 508,000 41.1% 715,000 40.7% ZOZOTOWN3335 330,000 25.5% 408,000 23.6% 485,000 18.9% PBS 20,000 - 80,000 300.0% 200,000 150.0% 35, HA 18,000 - 60,000 233.3% 120,000 100.0% 36. BMH 2,000 - 20,000 9
Slide 36: 参考資料
Slide 37: 株式会社ZOZO 概要
RANSAZOZO PRR 36 7,115... 1,077: BRE EPDt LEIP y Yar IZLE FERA ( HH 32.478 ) Te Pe Ava ek < , HR ic KB e Make the world a better place, Bring smiles to the world. 36,276. 807». HE ARAL
Slide 38: 事業紹介
$EBY-ER AABAROI yy VavjRt 1 k [ZOZOTOWN] (Dry vaveRbe LLARRARD 1 a-Ay bY avevItt bo +1,255Y a7. 711577 FORR MmBsRBOSARLLL, Hae memaRlt1A3,100R Lb SYRTL, FHI. Wie E. ECICAAb SHERE @ BRT CAR AARRARMDI Py Yavi-F41H%-—bVTY [WEAR] * ARRAROD Py Yava-F+H-bhP Ty /D-F 4 R-bhEBBLEW, BATT FAC ESRCRED ORRTESOTT
Slide 39: グループ会社
FStHlC DT ‘HA tk SttZOZOF F/OY—-X VAF LB, WEBF O41 Y, CRM, F274 FAH - REDS #RXBt*LZOZOUSED 1-¥-SpP5phory ys eee RD), Ree TILK ASS RH BASU TAF EC hale, WEBY-7 54% WEBL +374, ECRIEP FU7—-Yar niet ie ZOZO Apparel USA, Inc.(AU 74JV=7) ZOZO Germany GmbH (wv) TFI{N—bIF~Y EF [Z0ZO (JY) | OAS REF Stl 38 Mao
Slide 40: 事業の定義
EVRAEF IV ZOZOTOWN#33 -SivayT ZOZOTOWNIC HIE $ 31,2506 O4A LIT YY ay SORES tit. bS—-EROEE t LAVA CHAY SERV ZIOKRELCUSE, BLE = Bay TOMMDRS* x STFA ‘BMY ayT7 ZOZOTOWNEN (, Shit RB. FIY RK XA-D-KV EME RUB! MST SAS. RLS = 8a» JORGDRS* + ZOZOUSED 1-¥-Sp ohh ry Valve eR), Ake e113 KBR t RE. Le = AMEBOMMMM
Slide 41: IR情報
SE aR IRF KOCHI (ZOZO IRR by TX-Y) URL : https://corp.zozo.com/ir-info/ MHIRGT ROT. Pattee l THU ET. COUCHES. *IRo3a-2% +++ IRE ATER & BERS LTE HW ET. URL : https://corp.zozo.com/ir/ *ESGAOMW AA + + + 4MHDESGAORY MAIC OU THT LTHV ET. URL : https://corp.zozo.com/ir-info/management-policy/esg/ “MNF hk
Slide 42: 注意事項
REEL, SHARE CHRBUE EK EODBH CS"), KREMAEANCTSENCLHW ECA, REECE S 1 CUS ABP ARO PBC OS EL Td, BAG CAF ARE CISCO & Bt CHM LEED CHW ET. FRCS ESEGMEEBRPAELTS!), RRORMIS CNSOHRKREL CRE SHEP HW ET.