Zozo, Inc. · TSE:3092
Zozo — Q3 FY2020/3 Earnings Presentation
40 slides from Zozo's earnings presentation, January 2020
Slide 1: Consolidated Business Results
27070 F CONSOLIDATED BUSINESS RESULTS 202053 AMR | RABS AS
Slide 2: Slide 2
Slide 3: 20/03 3Q highlights
20/034 3Q/\T 77h Piao WIR res 2,038 (a5 (BUSI HALE +7.8% / 12 KE 69.2%) Fil) tt 193 Ff (AUSF BALL -6.0% / 12K 60.6%) Fil Ze 1.6 % (ATSEDIRALE -1.24-7 Vb)
Slide 4: Quarterly results trend
AS ELI, BRmRMAOME (Hw) (ti: BF) 19/0334 20/0334 iB 20+ S3O+h Same 31D B20 +h Ee be aR RRMA : ARR PRA SIC LOARECOVRS QIEED ‘BRAK MARMCRA: biceR AI KSBNORE. PGA-NAFP RSC KORERM S30+h
Slide 5: Slide 5
Slide 6: Merchandise volume (GMV) breakdown
PERE RIZS ITT (ATE IMAL) EOL “MMZQPS + PBRH RTE tvav7 ES Senne +20.9/8F “Bane ZOWRAN+ OBIE PRAM 13 |, BaD Ped 206.3faA wee Hae 193.8% 3 ERI Id ARSE (MABRY - HEA MRM REEATHUES, [2OH] SMRBER (RBARCSE) -WECA- KRANFWHLSATHVET. FEO RAL (sR! & (RHR) LAOSTOMBRESATHUET. 19/0318 3Q 20/03%8 3Q
Slide 7: Eee
Eee x A AAA ASSES (St: BAF) 2436 S00 AR ee 436 300A meatal ARSE | see etal (2019%3A318) GORSELEO (NEES) (2019%12A318) 55. GAROMR 4,533 3,476 Hea 4,059 4,112 a
Slide 8: GMV quarterly trend
Paine AN es FES (POE RA) "0.3% 1,000 = 940.0 : O RRYayT ® PBS @® BtoBs# - ) = 884.0 @ ARyay ® MSP ® FUY @RRyay ® BR ® WUVHR E... = ; ® ZOZOUSED oi M2974 708.4 04% 800 T1767 7364 @5.4% . . 5.0% @ PayPay=—J- . 705.0 709.0 @0.0% 4 © 0.0% @899% ©06% PEcocx. Boom © 90.6% @45% @01% 600 — 51% D917% DO% DOM
Slide 9: Quarterly trend
AR ROHS (+R) 30,000 Bowes (oem) 20% 25,000 16% 20,559 21,490 20,683 20,000 18,376 18,882 18,483 16,476 15,770 12% 15,000 13,684 8% 10,000 4% 0% (BA) 18/03%1Q 18/03%2Q 18/03%3Q 18/03%4Q 19/03%1Q 19/03%H2Q 19/03%H3Q 19/03H4Q 20/03H1Q 20/03H2Q 20/03%3Q
Slide 10: (St: BAF)
(St: BAF) 19/03# 3Q PO fo —(i‘“CSsSsSCSC*z REBRERH Po Jot—yay Meee | C(isisSsSSsSr FSRSBOR SSR ABR | | ek AOE 20S DnAhaMs KAP RM, OSE, BS RMA MASE AMA, RSIS AM, CRESM OI IEAM. BMEO-BRBESATRUET. Gb BEAD HAI EER BLU ELA, [MMR EPIC b- TR EAA) BLORBRERODS WARBLER SA ROAM RMLML VES.
Slide 11: Shipments by quarter
i fal fii AX hy SEPM A Bid de ELPA EN ALP 9F 1 PREBLE A NAS EO SH FANART EO AR MAMBO St POF 4 FS AMRAS FU AIG LBALASRR 10,000,000 Bros 1 7288 8,073,672 8,126,524 8,121,663 8,226,388 8,156,256 8,000,000 7,769,546 7,392,126 egeao8e 7,205,777 7,223,227 1916835 1.675.838 1,564,519 1.477.376 6,734,740 1,
Slide 12: Active members
RSS ZOZOTOWNE Y ay THORS 1,400 @ SHYay7 ia 4.297 1,312 1,345 @RRYay7 1,183 , es 1245 os wieo? 1940 T2009 1004 1.111 S189, Boss fll tof 1,016 ° es al 1,000 987 or 3 1000 ll ©1105 fa 2) @979 Onan 800 600 400 200 (av) ° (BA) 18/03%1Q 18/03%2Q 18/03#%3Q 18/03%4Q 19/03H1Q 19/03%H2Q 19/03H3Q 19/03H4Q 20/0
Slide 13: ZOZOTOWN trends
oie ara 5) ia] on Bi fih 1p) HERS PSST ih BS ZOZOTOWNO Pi cn IRS & AO HT CRIS CM EY (PB: MSP#S6) 7000 FB oman eee 20% 6,000 15% 5,000 4,880 4,770 10% 4,206 4,379 4,501 4,110 3,959 3,903 5% 4,000 3,702 3,660 A — | 3,516 , A " 0% 3,000 -B% 2,000 10% 15% 1,000 -20% -25% (BA) 18/03%1Q —-18/03#2Q_—«18/03
Slide 14: ZOZOTOWN trends
aT aE ry Hi {By ih (+) HERS SPSS HH tar BA lk ZOZOTOWNO Fi in IR ES SA OH TR CRG TEI KY (PB -MSP#Sb) 25% E 5 # 14,000 Bown 12,000 E 15% 9,581 9,487 10,000 9,084 8.618 8554 3970 erga ef 8,390 8,973 . 8,000 | , | 7,788 | 7,529 fo 6,000 J | ‘se 4,000 15% 2,000 -25% (BA) 18/03%1Q 18/03%2Q 18/03H3Q 18/03
Slide 15: 20/03 progress
20/038) Bt Rin ye AAS 20/03%stH EEE (%) 3,670f8F 13.3% 1,360f8F 14.9% eS 3 BRIBE _ a 0
Slide 16: ZOZO
ev An ZOZO
Slide 17: ZOZO
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Slide 18: NONOH
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Slide 19: SE. KSICBUWTU< SOD.
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Slide 20: Slide 20
Slide 21: Eli ay y yay Bes —228
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Slide 22: 3DD.PONESCE.
3DD.PONESCE.
Slide 23: 3ID.POENECLE.
3ID.POENECLE. Fashion apparel Fashion OOO OND DONW
Slide 24: 3IDN.PENECTE.
3IDN.PENECTE. Fashion apparel OND DONW Fashion OOO inn Rte —> <— 8a ——————>
Slide 25: PayPay Mall
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Slide 26: PayPay campaign
A-TFVR.GMVSIBICIBX ZOZO JryvavaAr§Ay FEfeB NO.1 MZE8 yeec mAeD MAKE MEF MBG % PayPay=—J) + YSHP 2% 2% 2019/12/17 ~ 2020/1/26 RR
Slide 27: PayPay point campaign
1/17 Bt—I) 98 ZOZOTOWN PayPayt—-IDADZAKYV TC 5c_£ No.1
Slide 28: SRRRECEA. MARI
SRRRECEA. MARI MAN ZOZOTOWNHEYay7Oo5. 296 2D sHA= HILO LayIHSM 20201 A8ERA
Slide 29: ZOZOTOWN and PayPay Mall
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Slide 30: ZOZOTOWN and PayPay Mall
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Slide 31: Z Holdings
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Slide 32: ZOZO China open
e 4% ZOZO FFI hi ZOZOTOWN 2019.12.10 OPEN https://zozo.cn/
Slide 33: Slide 33
Slide 34: Res BAD SOBIE CHORES BU.
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Slide 35: 3IDN.PENECTE.
3IDN.PENECTE. Fashion apparel OND DONW Fashion OOO inn Rte —> <— 8a ——————>
Slide 36: Slide 36
Slide 37: Size data
YHAVIF YT (HEE) ERE EO 25.0cm 27% 62% 25.5cm aa a 40% 76% 84% 26.0cm =! ==> ———=D 91% 5B% 57% 52% 26.5cm ===» a=» am==D a=D 70% 85% 27.0cm oD =D 27.5cm em===D
Slide 38: Y—EAR I
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Slide 39: 3IDN.PENECTE.
3IDN.PENECTE. Fashion apparel Fashion OOO OND DONW hi <— 2k ——————
Slide 40: ZOZO
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