FY2023 Investor Update

Day 2

Help Businesses
Work Smarter
Yoshihiro Kitamura
Executive Vice President and Head ofMatching & Solutions Business

Recruit Holdings | Help Businesses Work Smarter 2-01

HR Solutions
Approx.

Annual Revenue
1

￥300B

forMatching & Solutions

Approx.

1: Outlook and estimated breakdown for FY2023, refer to p3 of the FY2023 Q3 Earnings Release FAQ.
1:FY2023 Q3のFAQ、3ページを参照ください。またこの数字は、ガイダンスとして開示している数字とその内数です。

¥800B

1

Marketing Solutions
Approx.

1￥500B

Recruit Holdings | Help Businesses Work Smarter 2-02

Our Services - Matching Platforms and Business SaaS
Matching
Platforms

SaaS

Housing &Real Estate

BeautyTravelDiningBridalAutomobile

Education

Vertical SaaS

Horizontal SaaS

Recruit Holdings | Help Businesses Work Smarter 2-03

RecruitGroup

Individual Users

Business Clients

Matching Platforms for

Housing &Real Estate

BeautyTravelDiningBridalRecruit Holdings | Help Businesses Work Smarter 2-04

Cost Management
コストマネジメント

Investment Prioritization
投資優先順位
Recruit Holdings | Help Businesses Work Smarter 2-05

Job Boards

Marketing Media

Paper-based
Media

Online Media
Booking Media

1960 - 2010

Matching
Platforms + SaaS2010 -2024

1: Fintech Services Matching & Solutions provides as of February, 2024 are Air PAY, Air CASH, Air WALLET, Air WORK Payroll, Air CARD, Air INVOICE
1: 2024年2月末時点でマッチング&ソリューション事業が展開しているフィンテックサービスはAir ペイ、Air キャッシュ、 Air ウォレット、Air WORK 給与支払、Air カード、 Air インボイスです。

Matching
Platforms +SaaS + Fintech
Services1

FutureRecruit Holdings | Help Businesses Work Smarter 2-06

Matching &Solutions
MarketingSolutions

HR Technology

Staffing

HR Solutions

HR Matching Businesses

Less affected byeconomic environment
経済環境の影響を受けにくい

More affectedby economic environment

経済環境の影響を受けやすい
Recruit Holdings | Help Businesses Work Smarter 2-07

Others

Housing & Real EstateApprox.

￥140B2

Beauty + Travel + Dining +SaaS Solutions

Annual RevenueforMatching & Solutions

Approx.

1: Outlook and estimated breakdown for FY2023, refer to p3 of the FY2023 Q3 Earnings Release FAQ.
2: Revenue in each vertical are unaudited internal measures
1:この数字は、ガイダンスとして開示している数字とその内数です。FY2023 Q3のFAQ、3ページを参照ください。
2:各バーティカルの数字は未監査の数字です。

¥500B

1Approx.

￥100B2

Recruit Holdings | Help Businesses Work Smarter 2-08

Advertising
広告掲載型

Pay-for-performance
従量型

Subscription
サブスクリプション型

Recruit Holdings | Help Businesses Work Smarter 2-09

Offline
DataActionData

Slide9Matching
Technologies

Maximize the number of actions
Recruit Holdings | Help Businesses Work Smarter 2-10

420M

2, 3

YoY+34%300M
2, 32, 333M

FY2011

Number of Actions

1

FY2021

FY2022

1:The total of the number of applications on Rikunabi NEXT, TOWNWORK, and RECRUIT AGENT, the number of individual users who were mediated to our business clients at SUUMO Counter, the number of online reservation on Hot Pepper Beauty, the number of hotel
bookings on Jalan, the number of seats reserved on Hot Pepper Gourmet, the number of payments through AirPAY.
2:During the period from April 1 to March 31 for each year.
3:Rounded down to the whole number.
1:リクナビNEXT応募数、タウンワーク応募数、リクルートエージェント応募数、SUUMOカウンター来店個人ユーザーの当社企業クライアントへの送客数、HotPepper Beautyオンライン予約数、じゃらん宿泊予約数、HotPepperグルメオンライン送客数(予約人数)、Airペイ決済回数の合計
2:各年4月1日から3月31日までの年間累計
Recruit Holdings | Help Businesses Work Smarter 2-11
3:小数点第1位を切り捨て

Total Addressable Market for Matching & Solutions

Advertising Expenses
Opportunities

Other SG&AExpenses Opportunities

広告宣伝費

販売管理費

Recruit Holdings | Help Businesses Work Smarter 2-12

Revenue for Marketing Solutions

FY2023 OutlookApprox.

¥500B

FY2011

Beauty2Housing¥250B
11

1:The financial statements have been prepared based on “IFRS” from FY2017 and based on "J-GAAP" before FY2016.
2:Outlook for FY2023 refers to p3 of the FY2023 Q3 Earnings Release FAQ.
1:当社は2017年3月期以前はJ-GAAPに基づいて、2018年3⽉期以降はIFRSに基づいて、財務諸表を作成しています。
2:FY2023 Q3のFAQ、3ページを参照ください。またこの数字は、ガイダンスとして開示している数字とその内数です。

Recruit Holdings | Help Businesses Work Smarter 2-13

Operation Management

Recruit Holdings | Help Businesses Work Smarter 2-14

Organization Structure
Housing &Real Estate

BeautyTravelDiningBridalAutomobile

EducationCorporateSalesProductRecruit Holdings | Help Businesses Work Smarter 2-15

Deployment of Talent
Flexibility

Consistent Quality
Enabled by Data

ClientRelationship

Bet on Passion
CultureHousingCorporateSales
ProductImprove Productivity
生産性の向上Expand adj. EBITDA margin
調整後EBITDAマージンの増大

Recruit Holdings | Help Businesses Work Smarter 2-16

FY2023 Investor Update

Day 2

Help Businesses
Work Smarter
Jun Akiyama
Senior Vice President of Recruit Co., Ltd.
Product Management and Product Development
for Marketing Solutions

Recruit Holdings | Help Businesses Work Smarter 2-17

FY2023 Investor Update

Day 2

Help Businesses
Work Smarter
Keiichi UshidaSenior Vice President of Recruit Co., Ltd.
Product Management of SaaS

Recruit Holdings | Help Businesses Work Smarter 2-18

Improve
User Experience

Improve
Clients’ Productivity

Optimize
Customer/ClientAcquisition CostFuture
Opportunities

ユーザー・エクスペリエンスの向上

顧客の生産性の向上

獲得コストの最適化

将来的な可能性
Recruit Holdings | Help Businesses Work Smarter 2-19

Booked!

Booked!

Recruit Holdings | Help Businesses Work Smarter 2-20

Recruit Holdings | Help Businesses Work Smarter 2-21

Too many
administrative tasks…
管理業務が多すぎる…

InventoryManagement
在庫管理Customer
ManagementYay! Now I can focus
on serving customers!

接客サービスに集中できる！

顧客管理Marketing

マーケティング

Business Clients

HiringBusiness Clients

採用・・・Recruit Holdings | Help Businesses Work Smarter 2-22

HOT PEPPER Beauty WORK
Job Advertisement

User review fromHOT PEPPER Beauty

Businesses can manage the hiring
process through SALON BOARD

Recruit Holdings | Help Businesses Work Smarter 3-23

HOT PEPPER Beauty WORK

Business clients can manage the hiring
process through SALON BOARD

Recruit Holdings | Help Businesses Work Smarter 2-24

Recruit Holdings | Help Businesses Work Smarter 2-25

Marketing

マーケティング
Too manyadministrativetask…

管理業務が多すぎる …

Yay! Now I can focus
on serving customers!
接客サービスに集中できる！

Reservation
Management
予約管理

Inventory
Management
在庫管理

Business ClientsBusiness Clients

Hiring
採用・・・
Recruit Holdings | Help Businesses Work Smarter 2-26

RECRUIT ID

Marketing Solutions

87M
Approx.

accounts

As of February 2024

1: The number of recruit IDs as of February 29 2024, including active and non-active.
1: 2024年2月末時点でのリクルートIDの数であり、アクティブ及びノンアクティブを含みます

1

Housing & Real Estate

BeautyTravelDining

HR Solutions
Part-time Job Boards

Full-time Job Boards

New Graduates Job Boards

Partners

Recruit Holdings | Help Businesses Work Smarter 2-27

Recruit Holdings | Help Businesses Work Smarter 2-28

3.6M

2

As of December 2023

SaaS accounts

Potential# of SaaS accounts

1:The Company estimated the number of business locations andstores that can be potential users of SaaS solutions provided by
Matching & Solutions SBU as of February, 2024 in Japan byidentifying the total number of business locations and stores ofsmall and medium-sized enterprises in Japan (using the definition
used by Small and Medium Enterprise Agency) based on the 2021
Economic Census for Business Activity conducted by the Ministryof Internal Affairs and Communications and the Ministry ofEconomy, Trade and Industry.
Considering the solutions (including AirWORK ATS) provided by
Matching & Solutions SBU in Japan as of February, 2024, theCompany now believes it is possible to provide its SaaS solutions
to all business locations and stores of small and medium-sizedbusinesses regardless of the industry.
Accordingly, the Company decided to count all such businesslocations and stores as potential users of its SaaS solutions.
Matching & Solutions SBU continues to target potential users
among small and medium-sized businesses as defined by Smalland Medium Enterprise Agency based on the current major target
for potential users of SaaS solutions.
1:2024年2月末時点でマッチング &ソリューション事業が日本国内で提供している SaaSの潜在顧客事業所数の当社推定。
総務省・経済産業省「平成 33年経済センサス -活動調査結果」及び中小企業基本 法における中小企業者の定義等に基づく中小企業者の事業所数を潜在顧客事業所数としています。
2024年2月末時点でマッチング &ソリューション事業が日本国内で提供している SaaS(Airワーク 採用管理含む ) の内容に鑑み、業種にかかわらず全業種においても SaaS導入可能性があると判断し、すべての業種を潜在顧客事業所数の対象としています。
また、潜在顧客事業所数に算入する事業所の規模は、 SaaSの現時点における主たる顧客ターゲットに鑑みこれまでと同様、中小企業基本法における中小企業としています

4.38M

1

# of BusinessLocations& Stores✕

SaaSCross-Use
2: Cumulative number of registered accounts of paid and unpaid
SaaS solutions provided by Matching & Solutions SBU in Japanas of December 31, 2023. Registered accounts refer to thenumber of stores and business locations that haveregistered for each relevant service including both active andnon-active accounts.
2: 2023年12月末時点でマッチング &ソリューション事業が日本国内で提供する有料及び無料の SaaSサービス別累計アカウント数であり、各サービス登録加盟店舗数及び事業所数を指し、 アクティブ及びノンアクティブを含みます。

Recruit Holdings | Help Businesses Work Smarter 2-29

Clients in
Beauty and Dining
segments

55%

美容・飲食分野の企業クライアント

1

1: as of December, 2023

AirPAY Account

450K
ApproximatelyAccounts

Clients in non-matching
platform operated
segments

45%

小売業・サービス業・調剤薬局等

1

Recruit Holdings | Help Businesses Work Smarter 2-30

Matching Platform ONLY

Matching Platform + SaaS

HigherRevenueLower
Churn rate

1

Recruit Holdings | Help Businesses Work Smarter 2-31

Churn Rate

1

Single-use VS Cross-use

1/4

Matching Platform Only
1: The churn rate for customers who use the Matching Platform only for Beauty and Dining is 1.00 after 13 months.
1: 美容か飲食のマッチングプラットフォームのみを利用している顧客の13ヶ月後の離脱率を1.00とする

Matching Platform + SaaS
Recruit Holdings | Help Businesses Work Smarter 2-32

Gross Payment Volume

11.8T

FY2023 Outlook¥¥

FY2022

1.3T

2

YoY+38%2

YoY+69%1 Total gross payment volume of offline payments through AirPAY terminals, including QR code payments through AirPAY QR, and online payments through AirPAY ONLINE. (Since the revenue generated from thepayment processing fee we collect is based on a very small percentage basis of total gross payment volume, changes in total gross payment volume are not necessarily proportional to changes in our total revenue)
2 Rounded down to the second decimal place.
1 Airペイ端末を通じた店舗決済金額(Airペイ QRによるQR決済を含む)及びAirペイ オンラインを通じたオンライン決済における決済金額の合計金額(決済流通額のうちの、ごく一部に当たる決済手数料が当社の売上収益となるため、流通決済額の増減は当社の売上収益の増減と必ずしも比例しません)
Recruit Holdings | Help Businesses Work Smarter 2-33
2 小数点第2位を切り捨て免責条項
将来見通しに関する注意事項
本資料には、将来の見通しに関する記述が含まれています。将来の見通しに関する記述には、別段の記載がない限り本資料の発表日現在における当社が入手可能な情報並びに当社の計画及び見込みに基づいた当社の想定、将来の見通し及び推測が含まれますが、これらが達成される保証はありません。経済状況の変化、個人ユーザーの嗜好及び企業クライアントのニーズの変化、他社との競合、法規制の変化
環境、為替レートの変動その他の様々な要因により、将来の予測・見通しに関する記述は実際の業績と大幅に異なる場合があります。したがって、将来見通しに関する記述に過度に依拠することのないようお願いします。当社は、適用ある法令又は証券取引所の規則により要求される場合を除き、本資料に含まれるいかなる情報についても、今後生じる事象に基づき更新又は改訂する義務を負うものではありません。
外部資料に関する注意事項
本資料には、当社が事業を行っている市場に関する情報を含む、外部の情報源に由来し又はそれに基づく情報が記述されています。これらの記述は、本資料に引用されている外部の情報源から得られた統計その他の情報に基づいており、それらの情報については当社は独自に検証を行っておらず、その正確性又は完全性を保証することはできません。
本資料の利用に関する注意事項
本資料は、一般的な参考情報の提供のみを目的に作成されたものです。本資料及びその記載内容について、第三者が、当社の書面による事前の同意なしに、その他の目的で公開し又は利用することはできません。当社は、本資料に含まれる情報の正確性又は完全性について表明するものではなく、本資料の使用から生じるいかなる損失又は損害についても責任を負いません。
Recruit Holdings | Help Businesses Work Smarter 2-34

Disclaimer
Forward-Looking Statements
This material contains forward-looking statements, which reﬂect the Company's assumptions, estimates and outlook for the future based on the Company'splans and expectations as of March 28, 2024 unless the context otherwise indicates. There can be no assurance that the relevant forward-looking statements
will be achieved. Please note that signiﬁcant diﬀerences between such forward-looking statements and actual results may arise due to various factors,
including changes in economic conditions, changes in individual users' preferences and business clients' needs, competition, changes in the legal and regulatoryenvironment, ﬂuctuations in foreign exchange rates, and other factors. Accordingly, readers are cautioned against placing undue reliance on any suchforward-looking statements. The Company has no obligation to update or revise any information contained in this document based on any subsequentdevelopments except as required by applicable law or stock exchange rules and regulations.

Third-Party Information
This material includes information derived from or based on third-party sources, including information about the markets in which we operate. Thesestatements are based on statistics and other information from third-party sources as cited herein, and the Company has not independently veriﬁed and cannot
assure the accuracy or completeness of any information derived from or based on third-party sources.

Notes Of This Document
This material has been prepared for the sole purpose of providing general reference information. Neither this material nor any of its contents may be disclosed
or used by any third party for any other purpose without the prior written consent of the Company. The Company makes no representation as to the accuracy
or completeness of the information contained in this material and shall not be liable for any loss or damage arising from the use of this material.

Recruit Holdings | Help Businesses Work Smarter 2-35