Q&A at the Briefing of FY2020 Results ended March 31, 2021
(held on May 14, 2021)
Questioner 1:
I would like to ask about your view in preparation for the recovery of job change
market in the future. As a result of the termination of “an” business, the number ofcareer advisor was increased for FY2020. How many career advisors do you
currently have in placement business compared to before the COVID-19? And now
that the first year of the Mid-term Management Plan has passed, I would also liketo ask you to show some cases of technology, if any, that can be used in placement
and job recruitment media businesses in addition to the existing technologies suchas “doda+” and “doda Recruiters”.
CFO Seki:Firstly, we have the headcount of approx. 620 career advisors as of Q4 of FY2020.
As for change of the headcount before COVID-19, after the termination of “an”
business, hundreds of the workers engaged in “an” business were transferred toplacement business, and we focused on providing them with necessary training forhigh productivity. Under the COVID-19, we have implemented deployment of
personnel strategically. Currently, we are working on redeployment of workforce,
aiming at the next stage of growth. Thus, we think that we are gradually recovering
productivity to the same level before COVID-19. Secondly, concerning technology
case, we are very successful in receiving orders through direct recruiting such as“ doda Recruiters” and the number of orders received increased each quarter.
Therefore, we expect that we will grow toward the end of March 2022 throughenhanced performance by increasing the use of “doda+” and “doda Recruiters” andfurther transferring functions as well.
President Wada:
In technology area, we are challenging various things. In job recruitment media
business, we are challenging automation of advertising listings as well as
automation of sales activities. In direct recruiting, we are also working actively on
drastic enhancement of performance through systematization. With repeated trial& error, we believe that we can achieve growth of our businesses by using thesetechnologies.

Questioner 2:
Is the Mid-term Management Plan progressing better than initially expected?
CFO Seki:
Sales forecast for FY2021 will be JPY 1,000 billion, which seems that the target for
the final year of the Mid-term Management Plan has already been achieved.
However, it includes the effect of exchange rate changes amounting to JPY 35 billion.
As for the figure targets for FY2022, we are progressing as planned in general.
Questioner 3:
I think Professional Outsourcing SBU is the third pillar business and it is also an
integrated business of engineers in different areas that used to be operated
separately. What will it take to reach the profit level of your competitors? Also, howlong will it take?
President Wada:Professional Outsourcing SBU is highly expected business and I recognize thatimproving its profitability is our critical issue. Also, I think the discussion aboutbusiness portfolio review to be a theme. It will take some time, but I firmly believethat the SBU has potential to become definitely a highly profitable business unit. Inaddition, we also have absolute strengths in the areas such as IoT and MaaS
(Mobility as a Service) that are expected to grow in the coming years. Expanding
the business in these areas will surely contribute to improving profitability.
Although we struggled in the assignment of new-graduate engineers in 1H ofFY2020, realizing the assignment within a short period of time by improving ourcapability in sales and developing new customers will also greatly contribute to theenhancement of profitability.