Results Briefing Material 決算説明資料 FY3/2017 Q3 …...Q3 Cumulative Sales Trends Strong acquisition of new subscribers translated into 13.1%YoY sales growth and the recording

決算説明資料

2017年3月期3Qオイシックス株式会社

Results Briefing Material

Oisix Inc.

FY3/2017 Q3

Fabulous food. To as many people as possible.

Our Corporate Philosophy

At Oisix (pronounced oishix), we are driven to provide aservice that simply allows more families to enjoy agreater and healthier variety in what they eat.

Our philosophy is not to think like a producer, but todeliver delicious ingredients to our customers whereverand whenever they want them.

1

Contents

1FY3/2017 Q3 Results Overview 2FY3/2017 Q3

Activities Overview 3FY3/2017 Q3Tokushimaru Inc.

Activities Overview

This material is intended to provide an understanding of Oisix activities, not to solicit investment. Forecasts of Oisix’s operating

results and future performance are based on information available to Oisix at the time this material was drafted and are not

guaranteed to be accurate. Actual operating results may differ from the future outlooks contained in this material.

1FY3/2017 Q3 Results Overview

FY3/2017 Q3 Cumulative Results

Unit：Million yenFY3/2016 Q3 Result

(Parent)

FY3/2017 Q3 Result

(Consolidated)

FY3/2017Target

(Consolidated)

Increase/Decrease

(YoY)

Aspercentage

(YoY)

Target Achievemen

t rate

Sales 15,117 17,113 23,000 +1,996 113.2% 74.4%

OperatingProfit 634 625 820 -9 98.5% 76.2%

Recurring Profit 657 647 830 -10 98.4% 77.9%

Quarterly Net Profit(Quarterly Net Profit attributable to Oisix)

427 429 580 +2 100.4% 73.9%

EC sales grew (+12.9% YoY ) thanks to an increase in subscribers and an increase in transaction volumes centered around Kits. New EC Consultancy projects won and other business resulted in overall growth of 13.2% YoY

■Sales

■Operating ProfitsProfits fell slightly to 98.5% YoY as a result of an increase in goodwill amortization and the booking of some costs relating to evaluation of the Daichi wo Mamoru Kai merger, etc.

4

4,622 5,311

6,205

9,282

11,199

11,973

13,576

15,118

17,113

0

2,000

4,000

6,000

8,000

10,000

12,000

14,000

16,000

18,000

FY3/2009 FY3/2010 FY3/2011 FY3/2012 FY3/2013 FY3/2014 FY3/2015 FY3/2016 FY3/2017

Q3 Cumulative Sales Trends

Strong acquisition of new subscribers translated into 13.1% YoY sales growth and the recording of a historical high for the sixteenth consecutive year

+13.1% YoY

Q1

Q1–Q3

Q2

(¥mn)

Q3

5

Q1–Q3Q1–Q3 Q1–Q3Q1–Q3 Q1–Q3 Q1–Q3Q1–Q3 Q1–Q3

76,937 75,816 77,475

82,081

87,018

91,540 93,470

96,718

101,079 102,780

107,539

111,036

118,124

124,283

130,673

125,000

65,000

75,000

85,000

95,000

105,000

115,000

125,000

135,000

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Target

There has been strong growth in our most important KPI, the number of subscribers who make regular purchases (NRPS), thanks to healthy sales of our Premium Jitan Service centered around Kit Oisix. Aided by the success of events such as Oisix Day (Oct 16th) and our Black Friday Sale, NRPS grew from 111,000 at the end of FY3/2016 to 130,000

Subscriber Trends

Since end FY3/16 +17.6%Total No. Subscribers

6

FY3/2014 FY3/2015 FY3/2016 FY3/2017

2.08

2.01

2.12 2.15

2.11

2.07 2.09

2.16 2.15

2.07

2.11

2.07 2.06

2.00 2.00

1.80

1.85

1.90

1.95

2.00

2.05

2.10

2.15

2.20

2.25

2.30

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3

Frequency of Purchase Trends

YoY94.7%

While there were signs of improvement with the success of Collabo Kits and PR events, fine-tuning of sales campaigns that had been growing experimentally meant frequency of purchases (FoP) fell to 2.00 (94.7% YoY).

※From this fiscal year, figures have changed from end-of-quarter monthly to quarterly average.

(FoP)

7

FY3/2014 FY3/2015 FY3/2016 FY3/2017

Customer Spending Trends

99.7% YoY

Thanks to the contribution from special demand for Christmas-related products and a ‘to-your-door’ campaign, average customer spend came in at ¥5,975 (99.7% YoY)

(¥)

※From this fiscal year, figures have changed from end-of-quarter monthly to quarterly average.

8

FY3/2014 FY3/2015 FY3/2016 FY3/2017

5,757 5,757

6,049

5,932

5,806 5,841

6,081

5,800 5,756

5,701

5,988 5,878 5,874

5,799

5,975

5,000

5,200

5,400

5,600

5,800

6,000

6,200

6,400

6,600

6,800

7,000


11,984

11,593

12,843 12,750

12,227

12,072

12,682

12,514 12,402

11,827

12,644

12,139 12,087

11,586

11,955

10,800

11,000

11,200

11,400

11,600

11,800

12,000

12,200

12,400

12,600

12,800

13,000


※ARPU：Average Revenue Per User (Monthly sales attributable to each subscriber)※Purchase frequency of regular customers x amount spent/no. purchases ※From this fiscal year, figures have changed from end-of-quarter monthly to quarterly average.

ARPU Trends

Mainly as a result of a lower frequency of purchase compared to Q3 FY3/2016, ARPU was ¥11,955 (94.5% YoY)

94.5% YoY

(¥)

9

FY3/2014 FY3/2015 FY3/2016 FY3/2017

2

10

FY3/2017 Q3Activities Overview

FY3/2017 Strategy & Action

Evolution of Oisix.com

Brand Strengthening

①

②

④

③ Food x Healthcare

Business Affiliations and M&A

11


①

②

④

③

12


Brand Strengthening

Food x Healthcare


Sales of OSECHI (traditional new year cuisine)

Launched in October, new OSECHI hors d’oeuvre and HONKAKU CHUKA hors d’oeuvre products were well received. Unit sales of the ever-popular standard OSECHI were also as buoyant as in previous years, translating into historical highs for both unit sales and revenue.

Unit sales41,000

(+5.4% YoY)

Revenue

¥660mn(+11.8% YoY)

■Top Seller Takasa Nidanju

13

■New！OSECHI Hors d’Oeuvre

■New！HONKAKU CHUKA Hors d’Oeuvre

Evolution of Kit Oisix

14

We have beefed up our Premium Jitan Service to support the significantly larger number of women in work for whom time is tighter than ever.■What is Kit Oisix?

19,978

22,480

27,488

32,381

37,827

44,290

47,390

10,000

15,000

20,000

25,000

30,000

35,000

40,000

45,000

1Q 2Q 3Q 4Q 1Q 2Q 3Q

Kit subscriber numbers have continued to rise thanks to the development of new menus and the success of Collabo Kits, reaching 47,000 during Q3, up 46.3% since the end of FY3/2016. 47,000

+46.3% YoY

Evolution of Kit Oisix : Subscriber No. Trends

15

FY3/2016 FY3/2017

No. Subscribers■ Even further evolution of Kit Oisix

Beefing up of Kits through collaborative affiliation with events such as Halloween, characters and regional bodies, etc.

Series of recipes that mean a main and a side can be cooked in half the Kit Oisixnormal time of 20 minutes.

To mark the 3rd

anniversary of Kit Oisix, we have intensified collaborations with Michelin star chefs, famous restaurants and food researchers

Chef Menus

QUICK 10 Series

Collabo Kits

Under the supervision of Nami Iijima, launched Collabo Kits for Yakiniku Teishoku and Tonjiru soup, to enable our customers to enjoy dishes that feature in the movie Midnight Diner, in the comfort of their homes.

Cumulative unit sales

Tonjiru Kits Yakiniku Teishoku Kits

Evolution of Kit Oisix – Midnight Diner x Oisix

2,345 3,134

16

■Tonjiru soup kits broke the record for single-item unit sales in a week! (approx. 1,300 kits sold [average 500]). Both products were so successful that we plan to make them available again.


①

②

④

③

17


Brand Strengthening

Food x Healthcare


Report on result of TOKYO HARVEST 2016

18

TOKYO HARVEST 2016. Done! Professionals from many different areas of expertise provided a wealth of content that attracted approx. 40,000 visitors to our event which was covered by 37 media companies (+17 YoY).

Renewal of 19 existing Shop in Shops completed. During Q3 several new stores opened, including those in Queen’s Isetan Motoyawata, Tachikawa and Hibarigaokastores, bringing the total to 31.

■No. Shop in Shopsshops

Shop in Shop

■Sales of Kit Oisix begun at Queen’s Isetan Shinagawa Store

■Queen’s Isetan Hibarigaoka Store ■Queen’s Isetan Honhacho Store

19

25

31

0

5

10

15

20

25

30

2016年3月期4Q 2017年3月期3QQ4 FY3/2016 Q3 FY3/2017


①

②

④

③

20


Brand Strengthening

Food x Healthcare

Regarding Management Integration

Tests began after successful recruitment of Umami Diet Kit monitors. Resulted in some change in monitors’ sense of taste and weight loss.

Umami Diet Research Laboratory

■1200 people applied for 100 places! ■Physicians conducted sense of taste tests

■DetailsUmami Diet Kits, worth around ¥20,000, wereprovided for a two week course (week days only= 10 days). Taste tests, weight checks and stateof health questionnaires were completed at thebeginning, during, at the end, and four weeksafter the course. Where possible, participantsunderwent sense of taste tests with a physician.

Liquid umami drops of of different concentration were placed on various parts of the tongue to measure monitors’ taste response (if any). Many participants also lost weight.

21


①

②

④

③

22


Brand Strengthening

Food x Healthcare


Discussions underway towards establishment of JV with Isetan Mitsukoshi Holdings.

23

From contractor business centered around fulfillment to also committing to the sell side as a JV owner and partner.■ What JV will look like

Isetan Mitsukoshi Products

Oisix Products

■Extensive product line-up■Product planning power

■Oisix Online Marketing

■Oisix fulfillment

■Approx. 5mn Isetan Mitsukoshi GroupCard holders & Online subscribers

■Isetan Mitsukoshi Brand Power

Commencement of consultations with Daichiwo Mamoru Kai towards merger

We’re all about food We’re all about farmers

×

24

In accordance with initial plans, preparatory committees have been set up to begin concrete discussions towards the merger. Already, regular departmental sub-meetings are being held and deliberations at the grassroots level are going well with staff at both companies communicating.

23 Feb 2017 Stock Swap Approval – General Shareholders’ Meeting (Daichi wo Mamoru Kai)27 Feb Stock Swap Approval – General Shareholders’ Meeting (Oisix)31 Mar Effective Date of Stock Swap

Together we’ll be all about resolving society’s problems by multiplying Food and Business

3

25

FY3/2017 Q3Tokushimaru Inc.

Activities Overview

3 4 5 6 6 7 9 9 1218

2734

50

72

92

108

145

168

189

0

20

40

60

80

100

120

140

160

180

200

1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q

(No. Vehicles)

Number of Operational Vehicles

New business from new and existing partner supermarkets has been trending well, resulting in an increase of 81 vehicles (mobile supermarkets) since the end of FY3/2016. Some new vehicles carry not only food but also clothing.

26

FY3/2016 FY3/2017FY3/2015FY3/2014FY3/2013

232

314

438

512

698

852

1,022

0

200

400

600

800

1000

1200

1Q 2Q 3Q 4Q 1Q 2Q 3Q

(¥mn)

FY3/2017 Q3 Total Transaction Value was ¥1.02bn (99.6% growth since end FY3/2016)

Total Transaction Value

27

FY3/2016 FY3/2017

Q1 Q2 Q3 Q4 Q1 Q2 Q3

28

Documents

Results Briefing Material 決算説明資料 FY3/2017 Q3 …...Q3 Cumulative Sales Trends Strong acquisition of new subscribers translated into 13.1%YoY sales growth and the recording