Slide 1: FY2021 1Q ZOZO, Inc. Consolidated Business Results
FY2021 1Q ZOZO,Inc. CONSOLIDATED BUSINESS RESULTS f — SER PL CAMBIG) Bet Ato BE th
Slide 2: | (eee ORS URE S
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Slide 3: FY2021 1Q Highlights
FY2021 1QMIEGHLUGHTS Gross Merchandise Value 1 1 6.8 billion yen (+22.5% YoY / Achievement rate 24.7% ) Gross Merchandise Value 1 06.7 billion yen (excluding other GMV) (+11.9% YoY/Achievement rate 23.7% ) Operating Profit 12. 5 billion yen (+20.8% YoY / Achievement rate 26.3% ) Operating Profit Mar
Slide 4: Overview of Each Quarter
OVERVIEW OF EACH QUARTER (million¥) FY2020 FY2021 1Q 2Q 3Q 4Q 1Q Gross Merchandise Value 95,330 90,301 118,611 115,194 116,812 Gross Merchandise Value (excluding other GMV) YoY (%) _ 106,700 11.9% Net sales 38,866 ~ YoY (%) (%Gross Merchandise Value) 24,333 Operating profit (%Gross Merchandise Value
Slide 5: Business Results comic
Slide 6: Increase-Decrease Analysis of Operating Profit (YoY Comparison)
(NCREASE-DECREASE ANALYSIS OF OPERATING PROFITIVEY COMPARISON) Increase in sales from consignment shop commission +31 (bn¥) ' FY2020 1Q - Increase in gross merchandise value (including PayPay Mall) commission, etc.) logistics bases + Implementation of free shipping measures in the first quarter of t
Slide 7: Consolidated Balance Sheet
CONSOLIDAVED BALANCE SHEET (million¥) FY2020 (as of March 31, 2021) FY2021 1Q (as of June 30, 2021) FY2020 (as of March 31, 2021) FY2021 1Q {as of June 30, 2021) and net assets Current assets 99,796 60,877 Current liabilities 65,180 56,207 Cash and deposits 61,648 27,034 Short-term borrowing 20,000
Slide 8: Outline of Initiatives to Comply with the New TSE Market Segments (Prime Market)
OUTLINE OF INITIATIVES TO COMOLY WHTH THE NEW TSE MARKET SECMENTS(PRIME MARKET) a Issuance of stock acquisition rights Distribution to the market Purchase of treasury stock Date of resolution to determine conditions: May 27, 2021 Total number of issuable shares: 6,780,000 shares Ratio to the number
Slide 9: Gross Merchandise Value (Quarterly)
GROSS MERCHANDISE VALUE(QUARTERLY 9 @® Consignment sales 120 -- _—_‘® Outright Purchase / Production & Sales 118.6 115.1 @ USED sales [oz Blom @ PayPay Mall [_Josam 85.0% © BtoB Business 95.3 oe2% @ 105% 100 |- © Others oa — |O3.2% ES o2m L_|oes» oe D0.3% LJ oaen © 82.2% O74 79.7 79.8 80 - O31% 60 4
Slide 10: Selling, General and Administrative (SG&A) Expenses
SELLING, GENERAL AND ADMINISTRATIVECSG&A) EXPENSES (million¥) FY2020 1Q FY2021 1Q YOY Amount | yorchandee vaue | AMOUNE | jorchandiee vive | Merchanciee Vaio Increase decrease factors Payroll and staff costs(*) 6,465 6.8% 6,883 6.5% -0.3% Payroll costs for employee 2,409 2.5% 2,831 2.7% 0.2% ‘Transi
Slide 11: Operating Profit and Operating Profit Margin (Quarterly)
OPERATING PROFIT AND OPERATING PROFIT MAREGINGQUARTERLY) 16,000 14,000 12,000 10,000 8,000 6,000 4,000 2,000 (million) oO Operating Profit @ Operating Profit Margin (% Gross Merchandise Value) 13,880 10,428 | 10,358 9,482 || a 8,503 Pp | , | 7,786 | | | a Oo T | i ‘| (10.9% | Lo 12.0% 19.8% | Osx ro
Slide 12: Number of Total Buyers
) Number of total buyers = Active members and guest buyers who made at least one purchase within a year [iauest buyers = Total number of guest purchases within a year [Active members = Members who have made at least one purchase within a year 9,730,162 10,000,000 9,485,669 9,139,796 ate 8,662,560 8.
Slide 13: Number of Shops on ZOZOTOWN
NUMBER OF SHOPS ON ZOZOTOWN 1,600 1,400 1,200 1,000 800 600 400 200 (shops) oO @ Consignment sales @ Outright Purchase / Production & Sales FY2019 1Q FY2019 2Q FY2019 3Q FY2019 4Q FY2020 1Q * Shops of the private brand "ZOZO" and "Multi-Size" are not included to the number of shops FY2020 2Q FY2020
Slide 14: Average Retail Price
MLVERAGE RETAIL PRICE eee se /numper o pieces 7,000 = aoe 25% Average retail price © YoY comparison 6,000 15% 5,000 4,501 ts 4,301 3,903 3,909 am 5% 4,000 a ah 3,748 3,490 oon 3,443 "0 149 olu.4% : 3,381 O 1.4% [o|-3.9% iia 3,000 C C 4.1% 9 rON-5.6% -3.8% 4.5% pane 5% 5 110.7% i 2,000 C O*11.8% | i
Slide 15: Average Order Value
AVERAGE ORDER VALUE smnciisce 14,000 Average order value © YoY comparison 12,000 10,000 8,973 8,390 . 8,304 8,516 7991 8,000 ha Tal 2 al3.2% 7,529 / 7,409 7,370 ma ey - Ol:3.3% |. 21% | 6,000 / {| 70 =3.8% j | POY -6.3% -5.1% j i H) 4,000 1 O ! | Oz8% FY2019 1Q FY2019 2Q FY2019 3Q FY2019 4Q FY2020 1
Slide 16: Consolidated Business Forecast and Dividend Forecast for FY2021
CONSOLIDATED BUSINESS FORECAST ANG DIVIDEND FORECAST FOR FY2021 FY2021 Plan* YoY Gross Merchandise Value al 472.8 billion yen 12.7% ee ee te ue 450.4 billion yen 10.5% Net sales 162.6 billion yen 10.3% | Operating profit 47.8 billion yen 8.3% een eae 106% - Ordinary profit 47.8 billion yen 7.7% Prof
Slide 17: ZOZO
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Slide 18: Comparison with last year
Comparison with last year 2020 1Q (95.3 billion yen) GMV(excluding other GMV) Growth with extraordinary factors -Rapid digital shift from temporary closure of physical stores -Active liquidation of inventories - Huge discounts - Spending of promotional expenses - Push forward summer sale 18
Slide 19: Stabilization of users
Stabilization of users Active rate of users acquired in FY2020 is progressing in similar pace as past years. Next year purchase rate of users acquired in last year 4/\ 5/1 6/1 2016-2019 — 2020 19
Slide 20: Active digital shift of brands
Active digital shift of brands Amount of inventories arrived in ZOZO (1Q) Advertisement sales in ZOZO (1Q) FY19 1Q FY201Q FY211Q FY19 1Q FY20 1Q FY211Q Expansion of inventories arrived Active promotion in ZOZO 20
Slide 21: Continuous growth of PayPay Mall Shop
Continuous growth of PayPay Mall Shop GMV of ZOZOTOWN PayPay Mall Shop (1Q) The momentum from the late last year is continuing, and GMV grew more than a double. 9.8 billion yen +Held fashion festival, in addition to Summer PayPay Festival - With these festivals, we acquired many new users, and they
Slide 22: ZOZOCOSME Approach million existing users
ZOZOCOS M E Approach 9 million existing users Implementation of Guide 9 million active users campaigns such as COSMEWEEK etc. *About 60% of orders of cosmetics items are ordered with apparel items *Good sales of makeup items are distinctive 22
Slide 23: ZOZOCOSME ZOZOGLASS
ZOZOCOSME aozocrass = ZOZOIOWN Q zoz061As5 ZOZOGLASS AB TERTRE TT Prompt delivery with additional production Spreading impact from social media Increase the number of foundation items covered with ZOZOGLASS *L.11 million orders in total Purchase rate of foundation items by measured users is twice th
Slide 24: ZOZOCOSME Grand opening of globally renowned brands
ZOZOCOS M E Grand opening of globally renowned brands CHANEL 2021.7.15 NEW OPEN 24
Slide 25: Your Brand Project
YOUR BRAND PROJECT «Short-term made-to-order model (zero inventory), adopting multi-size and the number of orders is growing “Utilize ZOZO’ s production platform ENOF SHEER CAMISOLE ONE PIECE Volume sleeve long one piece ¥15,070 25
Slide 26: ZOZOBASE Tsukuba
ZOZOBASE Tsukuba 3 Construction will complete in February 2023 and operation will begin in the fall of the same year (Plan). With this, 500-to-600-billion-yen GMV can be handled by all logistics bases. 26
Slide 27: ZOZO
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