Company Research and Analysis Report
FISCO Ltd.
http://www.fisco.co.jp

eGuarantee
8771 Tokyo Stock ExchangeFirst Section

12-May-15

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru Sato伪伪Sustained earnings growth atop steady increases inthe balance of credit guarantees outstanding
eGuarantee, Inc.’s (8771) core business is to provide credit risk guarantee services targeting
sales credits issued by companies to their customers. The Company hedges the credit risk
it assumes by transferring the guarantees to financial institutions via reassurance contracts.
It follows a recurring revenue business model in which net sales equates to the product of
the balance of outstanding guarantee times the guarantee fee ratio. As the number of clientcompanies has increased, the Company’s balance of credit guarantees outstanding has risen.
As a result, eGuarantee has delivered sustained growth.
Looking at the Company’s financial results, net sales and earnings have both remained on a
growth trajectory owing to steady increases in the balance of credit guarantees outstanding.
As of December 31, 2014, the balance of credit guarantees outstanding stood at \227,734mn,
an increase of 16.8% year on year (yoy), reaching an all-time high. As of March 31, 2015, thebalance of credit guarantees outstanding appears to have surpassed more than \230,000mn.
The balance has increased because the Company’s credit guarantee services are becoming
better known and its sales channels are expanding via alliances with regional financial
institutions. In the fiscal year ended March 31, 2015 (FY3/15), net sales were slightly sluggish
due to a decline in the average guarantee fee ratio as a result of fewer corporate bankruptcies.
However, the Company is expected to achieve its operating profit forecast for the full fiscal
year (\1,530mn, up 17.7% yoy) based on an increase in profitability mainly underpinned by lower
securitization costs.
In FY3/16, the Company is expected to deliver annual profit growth of around 20%, mainly
based on an anticipated increase in the balance of credit guarantees outstanding. eGuarantee
is implementing growth strategies to drive further business expansion. These strategies include
upgrading and expanding the Company’s line of credit guarantee products, along with developing
new customers by strengthening alliances with regional financial institutions. Besides launchinga small-ticket credit guarantee service via its subsidiary in 2014, eGuarantee is strengthening
sales of its export credit guarantee service in China, South Korea and elsewhere in Asia.
Although each of these services still represents only a several percent of the overall balanceof credit guarantees outstanding, the small-ticket credit guarantee service has a high degreeof profitability and the export guarantee service has significant growth potential. Accordingly,
these two services serve as the core drivers of the Company’s financial results over the
medium and long terms.
Looking at the Shareholder Return Policy, eGuarantee’s basic policy is to pay dividends in linewith earnings while retaining the internal reserves needed to aggressively expand business andensure a strong financial position. In FY3/15, eGuarantee plans to issue an annual dividendof \28.00 per share, representing a dividend payout ratio of 32%. If earnings growth continues
in FY3/16, the Company is likely to continue increasing its dividend. As for the company’s
shareholder gift program, eGuarantee awards a QUO card worth ¥1,500 to each shareholder atthe end of March every year.

We encourage readers to review our complete legal statement on “Disclaimer” page.
1

伪伪Check PointeGuarantee

・ Record-high financial results delivered for Q1-Q3 FY3/15 owing to cost cutting andincreases in the number of contracts
・ Targeting growth in the number of contracts by establishing a follow-up support
structure for financial institution partners
・ Strong prospects for maintaining the dividend payout ratio at the 30% level andincreasing dividends in line with improved earnings

8771 Tokyo Stock ExchangeFirst Section㻺㼑㼠㻌㼟㼍㼘㼑㼟㻌㼍㼚㼐㻌㼞㼑㼏㼡㼞㼞㼕㼚㼓㻌㼜㼞㼛㼒㼕㼠

12-May-15(¥mn)

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Important disclosuresand disclaimers appear
at the end of this document.

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FISCO Ltd. Analyst
Yuzuru Sato

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伪伪Company Profile
Expanding business by partnering with overseas financial
institutions and setting up subsidiaries(1) Company History
eGuarantee can trace its origins to its establishment as a subsidiary of ITOCHU Corp. (8001)
by Mr. Masanori Eto, the current president and CEO of eGuarantee, during his third year as
an ITOCHU employee. Initially, eGuarantee set out to provide a service to hedge the risk of
uncollectible sales credits, such as trade notes and accounts receivable, for B2B transactions
over the Internet. However, demand for these services was lower than initially anticipated.
Therefore, eGuarantee evolved into a provider of credit risk guarantee services for sales
credits in real B2B business transactions that do not involve the Internet.
In 2008, eGuarantee arranged its first fund to invest in corporate credit and invested in thefund itself. Until this fund was arranged, eGuarantee had packaged its guarantees according
to the degree of risk and sold these packages to financial institutions for hedging the risks.
Arranging a new fund to invest in corporate credit has enabled the Company to diversify its
opportunities for profit and increase the amount of credit it underwrites, adding further impetus
to growth.

We encourage readers to review our complete legal statement on “Disclaimer” page.
2

■Company■
ProfileeGuarantee
8771 Tokyo Stock ExchangeFirst Section

12-May-15

In January 2012, eGuarantee acquired the factoring business of Coface Japan Finance Co.,
Ltd., the Japanese arm of Coface Group, which is a leading French credit guarantee group. The
purpose of the acquisition was to upgrade and expand the Company’s business foundations
and bolster its product development capabilities by obtaining expertise related to export credit
guarantees. By leveraging the expertise obtained through this acquisition, eGuarantee enteredinto business alliances with local financial institutions in South Korea in December 2013 andChina in June 2014, and has commenced business in those countries.
In step with expansion in its business volume, in 2013 eGuarantee established eGuarantee
Solution, Inc. as a wholly owned subsidiary to specialize mainly in contract-related administrative
work and data registration services. In 2014, eGuarantee set up wholly owned subsidiary RJG
Guarantee Co., Ltd. as a specialized provider of small-ticket credit guarantee services.
Company History

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru Sato

Month / year
Main events
Established in Minato-ku, Tokyo as a subsidiary of ITOCHU Corp.’s financial, real estate,
Sep-00
Nov-01
Feb-04Aug-04Mar-07Aug-08Nov-09Dec-11
Jan-12
Apr-12
Dec-12
Nov-13
Dec-13Mar-14Jun-14insurance and distribution company to guarantee financial credit held by factoring companies,
mainly as a result of the settlement of electronic commercial transactions.
Started offering a comprehensive guarantee service to non-financial companies throughwhich it guaranteed the sales credit accumulated by companies in their normal course ofbusiness.
Started offering an individual guarantee service through which it guaranteed the sales credit
accumulated by a single company.
Started a full-scale guarantee service for financial companies other than factoring
companies.
Listed shares on the JASDAQ Securities Exchange.
Arranged Credit Creation 1, the company’s first fund for investment in corporate credit risk.
Arranged Credit Investment 1, the company’s second fund for investment in corporate
credit risk.
Listed shares on the Second Section of the Tokyo Stock Exchange.
Purchased part of the business of Coface Japan Finance Co., Ltd., a member of a leading
French credit guarantee group.
Established Denshi Saiken Acceptance Ltd., a joint venture with NEC Capital Solutions.
This joint venture purchases electronically registered credits at a discount and engages infactoring and securitization.
Listed shares on the First Section of the Tokyo Stock Exchange.
Established eGuarantee Solution, Inc. as a subsidiary to conduct contract-related
administration work, data registration services and other related activities.
Entered into a business alliance with a leading local financial institution in South Korea andlaunched export credit guarantee services for exports to South Korea.
Established RJG Guarantee Co., Ltd. as a subsidiary to provide small-ticket credit guarantee
services.
Entered into a business alliance with the Tokyo Branch of China-based Bank ofCommunications and commenced export credit guarantee services for exports to China.

Generating profits by diversifying and upgrading methods oftransferring credit risk
(2) Description of Businesses
eGuarantee’s main business is insuring against the sales credit risk arising through transactions
among companies. This business is illustrated graphically below.

We encourage readers to review our complete legal statement on “Disclaimer” page.
3

■Company■
ProfileBusiness FloweGuarantee
8771 Tokyo Stock ExchangeFirst Section

12-May-15

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru Sato
Source: compiled by FISCO Ltd. from financial statements of eGuaranteeFirst, eGuarantee and its client company sign a contract by which eGuarantee promises to pay
to the client a fixed amount to compensate for a sales credit if it should become irrecoverable.
By paying a guarantee fee to eGuarantee, the client company minimizes its risk of loss from anirrecoverable sales credit. In other words, the client company is able to pay a certain guarantee
fee in exchange for minimizing its risk of loss from an irrecoverable sales credit. Most contracts
are effective for one year, and the client company pays the entire guarantee fee upfront,
in principle. eGuarantee divides the sales proceeds into 12 equal monthly installments andrecords the sales every month, so month-to-month sales fluctuations are relatively small.
As eGuarantee’s net sales are the product of its balance of guarantees outstanding times its
guarantee fee ratio, the Company follows a recurring revenue business model. Therefore, thekey to driving growth in net sales lies in increasing the balance of credit guarantees outstanding.

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4

■Company■
ProfileeGuarantee
8771 Tokyo Stock ExchangeFirst Section

12-May-15

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru Sato

The guarantee fee ratio differs depending on each individual contract. This is because the riskof recoverability and the amount of the guarantee are different for each case. In practice, theguarantee fee ratio is set based on the result of eGuarantee’s investigations and analyses of
the credit that will be guaranteed by the contract and investigations of risk associated with thecompanies subject to the guarantee. Furthermore, eGuarantee refers to various data, including
economic indicators published daily, trends in the number of corporate bankruptcies and theprobability of credit default based on past experience, and revises guarantee fees every monthbased on this data. When the number of corporate bankruptcies is decreasing, the credit risk islower. This means that the guarantee fee ratio will also be set lower. However, eGuarantee is
not bound by industry practice in setting its guarantee fee, but must set a fee that justifies thecost of hedging the risk for the client, if it wants to successfully conclude a contract. For thisreason, eGuarantee sets the guarantee fee in line with the needs of the user.
In regard to the credit risk assumed by the Company, eGuarantee packages its guarantees
into a portfolio of financial risk products according to risk. It then transfers the guarantees tofinancial institutions, investment funds and other entities (securitization), according to theirneeds. Upon the transfer of credit risk, eGuarantee pays guarantee fees and commissions
to the entities that accept its guarantee packages. These guarantee fees and commissions
constitute the bulk of eGuarantee’s cost of sales.
Therefore, eGuarantee’s gross margin depends mainly on the spread between the guarantee
fee ratio agreed upon by the Company and its clients and the reassurance fee ratio that applies
to fees and commissions paid by the Company to the entities that accept the transfer of credit
risk. eGuarantee has been reducing the cost-of-sales ratio by diversifying and upgrading its
methods of transferring credit risk. In addition, by arranging investment funds at a subsidiary,eGuarantee has reaped benefits such as reducing the amount of guarantee fees paid to third
parties, as well as increasing the amount of guarantees undertaken. These benefits have beena key factor behind the increase in eGuarantee’s operating margin in recent years.

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We encourage readers to review our complete legal statement on “Disclaimer” page.
5

■Company■
ProfileWinning new customers across a broad range of businesses
centered on the comprehensive guarantee service for non-financial
companies(3) Net Sales by ProducteGuarantee
8771 Tokyo Stock ExchangeFirst Section

12-May-15

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru SatoeGuarantee provides disclosure of its businesses in four product categories based on thecontract counterparty and the type of contract. The product category that generates thelargest net sales is comprehensive guarantees for non-financial companies (billing by guarantee
limit). This product category accounts for 70% of overall net sales.
The comprehensive guarantee service provides a guarantee contract that comprehensively
assumes the credit risk of 10 or more companies that are transaction counterparties of theclient company. The transaction counterparties whose credit risk is covered may be grouped ina number of ways, including by net sales ranking or transaction terms. This guarantee service
achieves risk dispersion by comprehensively transferring the credit risk of multiple transaction
counterparties. For this reason, the client company is able to benefit from a lower guarantee
fee than if it entered into separate guarantee contracts for each transaction counterparty.
Another benefit is that comprehensive guarantees allow the client company to mitigate its costof managing the credit of its transaction counterparties.

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Looking at the different types of billing methods for comprehensive guarantees, the billingby-sales method involves charging the client company a fee that is calculated by applying
a guarantee fee ratio set for each transaction counterparty to the client company’s actual
monthly net sales to each transaction counterparty. This billing method is optimal for providing
guarantees to client companies that experience well-defined busy and quiet seasons in theirbusinesses. On the other hand, the billing-by-guarantee-limit method involves charging theclient company a guarantee fee based on a guarantee limit set in advance, regardless of theactual amount of transactions between the client company and its transaction counterparties.
The comprehensive guarantee service based on the latter billing method has become
eGuarantee’s mainstay product category.
Company-specific guarantee contracts are contracts in which eGuarantee assumes thecredit risk of a transaction counterparty chosen by the client company on a single-company
basis. The only billing method available is the billing-by-guarantee-limit method. For financial
companies, eGuarantee provides a service that assumes the credit risk of various types ofreceivables held by financial institutions and other entities.

We encourage readers to review our complete legal statement on “Disclaimer” page.
6

■Company■
ProfileAs of March 2015, eGuarantee had approximately 1,500 client companies, ranging from small
and medium-sized enterprises to major corporations. Furthermore, the Company guarantees
the credit of approximately 40,000 companies. eGuarantee’s customers are spread out evenly
across a multitude of industries, including the wholesaling, retailing, and manufacturing sectors.
Accordingly, eGuarantee’s business performance is not susceptible to business volatility inany particular sector.

eGuarantee
8771 Tokyo Stock ExchangeFirst Section

12-May-15

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru Sato

Nationwide expansion achieved by setting up branches in corecities and forming alliances with 51 regional banks(4) Operational Structure
In addition to its head office in Tokyo, eGuarantee has opened branches in Osaka, Fukuoka,
Aichi, and Hokkaido in the course of expanding its network across Japan. The Company plans
to maintain its current operational structure in terms of its business locations. Meanwhile,eGuarantee has efficiently developed customers by forming business alliances with financial
companies, trading companies, leasing firms and other partners. Notably, eGuarantee has
strengthened its business alliances with regional banks, which have many local small andmedium-sized enterprises among their customers. As of March 31, 2015, eGuarantee hadentered into business alliances with 51 regional banks, establishing an alliance network spanningnearly all of Japan. Looking at the breakdown of the number of customer referrals, referrals
from regional banks account for around half of the total, followed by referrals via trading
companies and those from other channels.

㻺㼡㼙㼎㼑㼞㻌㼛㼒㻌㼞㼑㼓㼕㼛㼚㼍㼘㻌㼎㼍㼚㼗㼟㻌㼣㼕㼠㼔㻌㼎㼡㼟㼕㼚㼑㼟㼟㻌㼍㼘㼘㼕㼍㼚㼏㼑㼟㻌㼣㼕㼠㼔㻌㼑㻳㼡㼍㼞㼍㼚㼠㼑㼑(Banks)

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Reaping first-mover profits on the back of domestic economic
recovery and market growth potential(5) Market Size and Competition
The size of the market for sales credits (trade notes and accounts receivable) targeted by
the eGuarantee’s mainstay service is estimated to be more than \200tn. Certainly, not all ofthese sales credits will require credit risk guarantee services. However, the size of the sales
credit market shows that sales credit guarantee services harbor considerable growth potential.

We encourage readers to review our complete legal statement on “Disclaimer” page.
7

■Company■
ProfileeGuarantee
8771 Tokyo Stock ExchangeFirst Section

Furthermore, there are almost no other companies in Japan like eGuarantee that specialize
in providing sales credit guarantees for non-financial companies and that could compete with
the Company. Competition has been limited to certain subsidiaries of major trading companies
that have provided these services in the past. In the field of small-ticket sales credit guarantee
services, eGuarantee faces some competition from Trust&Growth Co., Ltd., which is a subsidiaryof Raccoon Co., Ltd. (3031). Looking ahead, the market for credit risk guarantee services forsales credits is projected to continue expanding. Based on this outlook, new entrants are
forecast to increase in number. However, it should take some time before these companies
are able to catch up with eGuarantee because they must first build up management expertisein fields such as credit risk management and portfolio structuring. In the near term, it is highly
likely that eGuarantee will be able to reap first-mover profits as the market continues to grow.

12-May-15

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru Sato

In addition, the number of corporate bankruptcies, which has an impact on the guarantee fee
ratio, has continued to decline since peaking out in 2009. In 2014, the number of corporatebankruptcies decreased 11.1% yoy to 9,180, falling below the 10,000 mark for the first time ineight years. The ongoing recovery of the Japanese economy, albeit at a gradual pace, forms the
backdrop to the declining number of corporate bankruptcies. The fewer number of corporatebankruptcies has been accompanied by a decline in the guarantee fee ratio. Currently, theguarantee fee ratio stands at about 2% (compared with about 3% around 2009). A decline in theguarantee fee ratio is a negative factor that pushes down net sales. Meanwhile, consideringthat a lower guarantee fee ratio reduces the fees paid to acceptors of securitized guarantees,
a decrease in the guarantee fee ratio is a neutral factor that has no impact on the gross margin.
Moreover, during an economic recovery, companies tend to see an increase in the number of
their new transaction counterparties in step with sales growth, and tend to generate surplus
cash that can be used to hedge the credit risk of sales credits. For these reasons, the balanceof credit guarantees outstanding tends to increase in times of economic recovery.

㻺㼡㼙㼎㼑㼞㻌㼛㼒㻌㼏㼛㼞㼜㼛㼞㼍㼠㼑㻌㼎㼍㼚㼗㼞㼡㼜㼠㼏㼕㼑㼟㻌㼕㼚㻌㻶㼍㼜㼍㼚㻺㼡㼙㼎㼑㼞㻌㼛㼒㻌㼎㼍㼚㼗㼞㼡㼜㼠㼏㼕㼑㼟㻌㻔㼘㼑㼒㼠㻌㼟㼏㼍㼘㼑㻕㼅㻙㼛㻙㼥㻌㼏㼔㼍㼚㼓㼑㻌㻔㼞㼕㼓㼔㼠㻌㼟㼏㼍㼘㼑㻕(No. of bankruptcies)㻝㻠㻘㻜㻜㻜

(%)

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We encourage readers to review our complete legal statement on “Disclaimer” page.
8

伪伪Financial results
Record-high financial results delivered for Q1-Q3 FY3/15 owing
to cost cutting and increases in the number of contracts

eGuarantee(1) Financial results for Q1-Q3 FY3/15

8771 Tokyo Stock ExchangeFirst Section

On January 30, 2015, eGuarantee announced its financial results for the first three quarters of
FY3/15 (Q1-Q3 FY3/15). eGuarantee continued to deliver record-high financial results for thenine-month period. Net sales were \3,003mn, up 7.4% yoy and operating profit was ¥1,159mn,
up 18.3% yoy.

12-May-15

Consolidated financial results for Q1-Q3 FY3/15

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru Sato

Q1-3 FY3/14
Ratio to net
Actual
sales
2,795
798
28.6%
1,017
36.4%
979
35.0%
994
35.6%
557
19.9%

Net sales
Cost of sales
SG&A expenses
Operating profit
Recurring profit
Net profit

Actual
3,003
740
1,103
1,159
1,176
693

(Unit: ¥mn)
Q1-3 FY3/15
Ratio to net
Y-o-y change
sales
7.4%
24.7%
-7.3%
36.7%
8.5%
38.6%
18.3%
39.2%
18.3%
23.1%
24.4%

Net sales were slightly lower than forecast, mainly reflecting a decline in the guarantee fee ratio
due to a fewer number of corporate bankruptcies in step with Japan’s economic recovery.
However, the balance of credit guarantees outstanding stood at \227,734mn as of December
31, 2014, an increase of 16.8% from December 31, 2013, largely in line with the Company’s
forecast. The main factor was steady growth in the number of contracts, primarily driven by anincrease in the number of financial institution partners, stronger small-ticket credit guarantee
services, and enhanced sales productivity. With regard to the enhanced sales productivity,in April 2014, eGuarantee started fully operating a sales support system that increases thetransparency of the sales flow. This led to an improvement in the contract completion ratio.
Moreover, the cost-of-sales ratio decreased dramatically. This reflected several factors,
including a decrease in fees paid to acceptors of securitized guarantees in line with a fewer
number of corporate bankruptcies. Another factor was that the Company was able to structure
funds at a lower cost, against the backdrop of a lower expected rate of return from investors
primarily due to the Bank of Japan’s qualitative and quantitative monetary easing (QQE). The
much lower cost-of-sales ratio was a positive factor that pushed up profit margins. Looking
at the quarterly operating margin trend, the operating margin increased to 40.9% in the third
quarter (Q3) of FY3/15 (October to December 2014), surpassing the 40% mark for the firsttime.

We encourage readers to review our complete legal statement on “Disclaimer” page.
9

■Financial■
results

㻮㼍㼘㼍㼚㼏㼑㻌㼛㼒㻌㼏㼞㼑㼐㼕㼠㻌㼓㼡㼍㼞㼍㼚㼠㼑㼑㼟㻌㼛㼡㼠㼟㼠㼍㼚㼐㼕㼚㼓㻌㼍㼚㼐㻌㼚㼑㼠㻌㼟㼍㼘㼑㼟㻌㻔㼝㼡㼍㼞㼠㼑㼞㼘㼥㻌㼎㼍㼟㼕㼟㻕㻮㼍㼘㼍㼚㼏㼑㻌㼛㼒㻌㼏㼞㼑㼐㼕㼠㻌㼓㼡㼍㼞㼍㼚㼠㼑㼑㼟㻌㼛㼡㼠㼟㼠㼍㼚㼐㼕㼚㼓㻌㻔㼘㼑㼒㼠㻌㼟㼏㼍㼘㼑㻕㻺㼑㼠㻌㼟㼍㼘㼑㼟㻌㻔㼞㼕㼓㼔㼠㻌㼟㼏㼍㼘㼑㻕

(¥bn)

(¥mn)
㻝㻘㻜㻟㻝㻌

㻞㻡㻜㻚㻜

eGuarantee
8771 Tokyo Stock ExchangeFirst Section

㻝㻘㻜㻞㻜
㻞㻜㻜㻚㻜

㻥㻤㻢㻌

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12-May-15

㻥㻟㻥㻌

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㻥㻢㻜㻞㻜㻠㻚㻣㻌

㻞㻝㻜㻚㻟㻌

㻞㻞㻣㻚㻣㻌FISCO Ltd. Analyst
Yuzuru Sato

㻥㻠㻜
㻥㻞㻜

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Important disclosuresand disclaimers appear
at the end of this document.

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㻟㻽㻝㻡

Achieved almost all forecasts, for both the balance of credit
guarantees outstanding and profits(2) Forecasts for FY3/15
For FY3/15, the Company is forecasting net sales of \4,200mn, up 12.4% yoy, and operating
profit of \1,530mn, up 17.7% yoy. Recurring profit is projected at \1,550mn, up 17.5% yoy. The
Company is forecasting net income of \900mn, up 27.5% yoy.
The achievement rates for the Company’s financial results for Q1-Q3 FY3/15 against its fullyear forecasts were 71.5% for net sales and 75.8% for operating profit. Accordingly, although
net sales fell slightly behind schedule relative to the full-year net sales forecast, operating
profit finished the Q1-Q3 FY3/15 period largely as planned. Moreover, the balance of credit
guarantees outstanding is projected to surpass \230,000mn as of March 31. Therefore, theCompany appears to have achieved its initial forecast.

Strong financial position owing to high profitability and a wellbalanced capital structure(3) Financial condition and indicators
As of December 31, 2014, total assets were \9,055mn, up \572mn from the previous fiscal
year-end. The main factors were an increase of \395mn in cash and deposits tracking higher
profits and an increase of \173mn in prepaid expenses to acceptors of securitized guarantees
in line with an increase in the balance of credit guarantees outstanding.
Total liabilities were \3,173mn, a decrease of \58mn from the previous fiscal year-end. Here,interest-bearing debt decreased \37mn over the same time period. In addition, net assets were
\5,881mn, an increase of \630mn from the previous fiscal year-end. The main factors wereincreases of \468mn in retained earnings and \131mn in equity attributable to noncontrollinginterests. The higher equity attributable to noncontrolling interests reflected the decision toestablish a silent partnership (Credit Guarantee 1 Silent Partnership) at the end of September
2014 in order to invest in a new fund, and the conversion of this partnership into a subsidiary.
(investment in silent partnership: \300mn, eGuarantee’s investment ratio: 51%, investment
period: 5 years).

We encourage readers to review our complete legal statement on “Disclaimer” page.
10

■Financial■
results

Looking at financial indicators, eGuarantee has maintained an extremely strong financial
position. The Company is virtually debt free with interest-bearing debt of only \144mn. In termsof indicators of financial stability, eGuarantee’s current ratio stood at more than 200% and its
equity ratio was more than 50%. Furthermore, in terms of profitability, ROA and ROE have bothbeen steadily maintained above 10%. Additionally, the operating margin has been increasing
continuously. All in all, eGuarantee is to be commended as a highly profitable enterprise.

eGuarantee
Consolidated balance sheets

8771 Tokyo Stock ExchangeFirst Section

12-May-15

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru Sato

Current assets
Cash and deposits
Fixed assets
Total assets
Current liabilities
Fixed liabilities
Interest-bearing debt
Total liabilities
Shareholders’ equity
Equity attributable to noncontrolling interests
Net assets(Stability)
Current ratio
Equity ratio
Interest-bearing debt ratio(Profitability)
ROA (recurring profit ÷ total assets)
ROE (net profit ÷ equity)
Operating margin

FY3/12
5,874
4,617
757
6,631
2,282
65
0
2,348
3,667
572
4,283

FY3/13
6,732
5,429
1,296
8,029
2,793
291
268
3,084
3,877
1,028
4,944

FY3/14
6,655
4,827
1,827
8,483
2,971
259
181
3,231
4,451
776
5,251

FY12/14
7,233
5,223
1,821
9,055
2,943
230
144
3,173
4,949
907
5,881

257.3%
55.3%-

241.0%
48.3%
6.9%

223.9%
52.5%
4.1%

245.8%
54.7%
2.9%

14.0%
15.1%
24.7%

14.3%
15.3%
28.5%

16.0%
17.0%
34.8%

(Unit: ¥mn)
Change
578
395
-6
572
-28
-29
-37
-58
498
131
630

伪伪Growth strategy
Targeting growth in the number of contracts by establishing afollow-up support structure for financial institution partners
eGuarantee’s strategy is to develop its businesses with a view to achieving the following
medium-term growth trajectories: increase net sales and the balance of credit guarantees
outstanding by 10-20% per year, and increase profits by 20-30% per year. The Company ispursuing growth strategies such as improving the service utilization rate at the financial
institutions that are its sales partners, along with strengthening small-ticket sales credit
guarantee services in Japan and the export credit guarantee service for exports to Asia.
(1) Improving the service utilization rate at financial institution partners
eGuarantee has delivered growth by efficiently developing customers through the formationof business alliances primarily with regional banks, shinkin banks, and other partners who have
many customers among local small and medium-sized enterprises. As of March 31, eGuarantee
had a network spanning almost all of Japan with 51 financial institution partners. Accordingly,
the Company plans to enhance measures designed to improve the service utilization rate at its
financial institution partners going forward.

We encourage readers to review our complete legal statement on “Disclaimer” page.
11

■Growth■
strategy

eGuarantee
8771 Tokyo Stock ExchangeFirst Section

12-May-15

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru Sato

Currently, eGuarantee is able to constantly conclude new contracts on a monthly basis at onlyaround 30-40% of all of its financial institution partners. The challenge for eGuarantee is thatthe service utilization rate at the remaining 60-70% of its partners is low. eGuarantee believes
that the main reason for this low service utilization rate is that certain financial institution
partners have not provided sales representatives with the incentive to sell eGuarantee’s
services. Going forward, eGuarantee will encourage these financial institutions to introduce
such incentives. The most effective incentive is to incorporate the number of contracts
sold into the performance reviews of the sales representatives. In fact, sales of guarantee
contracts are far higher at financial institutions that have actually introduced these incentives.
Furthermore, eGuarantee will establish a finely-tuned follow-up structure by taking steps suchas assigning one dedicated staff member to each regional bank. In doing so, the Company’s
strategy is to increase the number of contracts by steadily improving the service utilization
rate.

Develop services for the Asian market, while incorporating smallticket credit guarantees(2) Strengthening small-ticket credit guarantees and the export credit guarantee service
As part of efforts to upgrade and expand its line of guarantee products, eGuarantee set up
subsidiary RJG Guarantee Co., Ltd. in March 2014. This subsidiary specializes in small-ticket
sales credit guarantee services for micro, small and medium-sized enterprises. Customers forthese services are being developed through agency channels, in addition to the Internet via
acceptance of online service applications.
eGuarantee has not set clear standards regarding the definition of small-ticket sales credit.
Looking at the average guarantee amount per client company for the credit guarantee service,
the average amount for eGuarantee as a whole is between \600mn and \700mn. In contrast,
RJR Guarantee assumes guarantee amounts that can be as small as between \100mn and\200mn. As of March 31, 2015, the balance of credit guarantees outstanding for RJG Guarantee
was \1,000mn, and the number of its client companies was less than 100. RJG Guarantee’s
performance appears to have largely tracked the Company’s forecasts. Because of the highdegree of risk, RJG Guarantee has an average guarantee fee ratio of around 6-10%, which ishigher than the Company-wide average of 2%. RJG Guarantee also appears to have higher
profit margins.
Meanwhile, in terms of the export credit guarantee service for exports to Asia, eGuarantee
formed alliances with leading local financial institutions in South Korea, such as an alliancewith a major non-life insurance company, in December 2013 and began providing these
services in earnest. Additionally, in June 2014, eGuarantee entered into a business alliancewith the Japanese branch of China-based Bank of Communications and launched export credit
guarantee services for exports to the Chinese market.
Nippon Export and Investment Insurance (NEXI) provides export credit guarantee services, but
it primarily focuses on services with large guarantee amounts. Trading companies often carryout export transactions, including credit guarantees, for small and medium-sized enterprises.
However, the guarantee fee ratio is high for these services, at 10-20%. Therefore, we believethat eGuarantee has considerable scope to enter this market.
eGuarantee has set a guarantee fee ratio of around 5% for the export credit guarantee service,
which is higher than its ordinary guarantee fee ratio. The balance of guarantees outstanding
for the export credit guarantee service appears to have increased to around \10,000mn as ofMarch 31, 2015. The profit margin is lower than eGuarantee’s ordinary guarantee service forJapanese companies.

We encourage readers to review our complete legal statement on “Disclaimer” page.
12

■Growth■
strategy

eGuarantee is conducting negotiations aimed at increasing the number of financial institution
partners, with a view to bolstering its ability to assume the risk of export credit going forward.
At the same time, the Company is developing business in Southeast Asian regions where theamount of exports from Japan is increasing, such as Thailand, Malaysia and Singapore.

eGuarantee
8771 Tokyo Stock ExchangeFirst Section

eGuarantee positions the next one or two years as a period for solidifying its businessfoundations for services targeting the Asian market. However, the yen’s depreciation in recent
years has shaped a favorable environment that offers prospects for export growth for not
only major corporations but also small and medium-sized enterprises. Future developments
will be watched closely as this business has the potential to become a core growth driver for
eGuarantee over the medium and long terms.

12-May-15

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru Sato

Increase sales division personnel and continuously seek out M&A
candidates(3) Personnel strategy and M&As
eGuarantee plans to increase its personnel by 10-20 employees every year. (There were 110
employees as of March 31, 2014.) Personnel expenses are projected to continue increasingby just over \100-150mn a year, but the Company should be able to absorb these cost
increases through higher net sales. Looking at eGuarantee’s personnel mix, the ratio of sales
division personnel to administrative division personnel currently stands at 6:5. Going forward,
eGuarantee plans to focus on increasing its sales division personnel.
In addition, in regard to M&A strategy, eGuarantee plans to continue seeking out M&A candidates
worldwide, targeting businesses related to credit guarantee services and peripheral businesses.

伪伪Shareholder Return Policy and Risks to Business
Strong prospects for maintaining the dividend payout ratio at the
30% level and increasing dividends in line with improved earnings(1) Shareholder Return Policy
In terms of its dividend policy, eGuarantee’s basic policy is to pay dividends in line withearnings while retaining the internal reserves needed to aggressively expand business andensure a strong financial position. Looking at the historical dividend trend, eGuarantee has
consistently increased dividends since paying out dividends from FY3/09 to FY3/14. In
FY3/15, eGuarantee plans to continue increasing dividends. The Company is projecting anannual dividend per share of \28.00 per share for FY3/15, up \6 per share from the previous
fiscal year. eGuarantee appears to be targeting a dividend payout ratio of around 30%. In
FY3/16 and beyond, barring any major funding requirements, we believe that eGuarantee ishighly likely to continue increasing its dividends in line with earnings growth.
In addition, the Company has introduced a shareholder gift program. Specifically, eGuarantee
uniformly awards a QUO card worth ¥1,500 to each shareholder who holds 100 or more sharesat the end of March every year. Based on the share price (\1,919) as of April 3, 2015, the total
return on investment for each shareholder holding one unit of shares was 2.2%.

We encourage readers to review our complete legal statement on “Disclaimer” page.
13

■Shareholder■
Return Policy and Risks to Business㻰㼕㼢㼕㼐㼑㼚㼐
(¥)

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(%)

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㻟㻜

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eGuarantee
8771 Tokyo Stock ExchangeFirst Section

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12-May-15
㻡㻚㻜㻟㻚㻤㻌

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru Sato

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㻲㼅㻟㻛㻝㻡㻱

㻺㼛㼠㼑㻦㻌㻲㼕㼓㼡㼞㼑㼟㻌㼒㼛㼞㻌㼔㼕㼟㼠㼛㼞㼕㼏㼍㼘㻌㼐㼕㼢㼕㼐㼑㼚㼐㼟㻌㼍㼞㼑㻌㼍㼐㼖㼡㼟㼠㼑㼐㻌㼒㼛㼞㻌㼟㼠㼛㼏㼗㻌㼟㼜㼘㼕㼠㼟㻚

Negligible impacts from sharp economic downturns, newcorporate entrants and enactment of new statutory regulations(2) Risks to Business
Finally, we examine the risks that should be taken into consideration when looking ateGuarantee’s business performance. The following are the primary risks that could affect theCompany’s business results. However, we believe that these risks do not present any major
concerns at this time.
・ In the event of a sharp downturn in the Japanese economy, the number of corporatebankruptcies could increase. This could lead to a larger-than-anticipated increase in
the execution of guarantees by eGuarantee and increase the cost of transferring risk toacceptors of securitized guarantees. This, in turn, could reduce profitability.
・ During periods of weak economic growth in Japan, eGuarantee may raise the guarantee fee
ratio it charges. This could reduce the number of new contracts, the Company’s contract
renewal rate, and its balance of guarantees outstanding.
・ Competition could intensify as a result of new corporate entrants into the credit guarantee
business. This could lower eGuarantee’s market share.
・ Currently, credit risk guarantee services are not subject to statutory regulations such as the
Insurance Business Act and the Financial Instruments and Exchange Act. In the event of theenforcement of new statutory regulations, the Company may have to change its businessmodel.

We encourage readers to review our complete legal statement on “Disclaimer” page.
14

■Shareholder■
Return Policy and Risks to Business

Income Statements

eGuarantee
8771 Tokyo Stock ExchangeFirst Section

12-May-15

Important disclosuresand disclaimers appear
at the end of this document.
FISCO Ltd. Analyst
Yuzuru Sato

Net salesy-o-y
Cost of sales
Cost-of-sales ratio
SG&A expenses
SG&A expense ratio
Operating profit
y-o-yMarginRecurring profit
y-o-yMarginPretax profit
y-o-yMarginIncome taxes
Effective tax rate
Net income attributable tononcontrolling interests
Net profit
y-o-yMarginKey performance indicators
Number of shares issued (thousand)Earnings per share (\)
Dividend per share (\)
Book value per share (\)
Number of employees(Unit: \mn)
FY3/15E
4,200
12.4

FY3/11
3,291
4.3
1,448
44.0
1,110
33.7
732
21.2
22.2
744
20.2
22.6
743
20.0
22.6
303
40.9
10

FY3/12
3,416
3.8
1,321
38.7
1,251
36.6
842
15.1
24.7
854
14.8
25.0
885
19.2
25.9
358
40.5
58

FY3/13
3,617
5.9
1,297
35.9
1,287
35.6
1,031
22.3
28.5
1,048
22.7
29.0
1,016
14.8
28.1
391
38.6
45

FY3/14
3,737
3.3
1,027
27.5
1,409
37.7
1,300
26.1
34.8
1,319
25.8
35.3
1,309
28.9
35.0
450
34.4
153

429
25.3
13.0

468
9.2
13.7

578
23.5
16.0

706
22.0
18.9

900
27.5
21.4

8,080
53.1
10.0
314.4
88

8,659
54.1
12.5
363.3
98

10,112
57.2
17.5
381.4
98

10,211
69.2
22.0
434.9
110

10,236
87.9
28.0
-

1,530
17.7
36.4
1,550
17.5
36.9

Note: T he Company conducted a 2-for-1 stock split on March 1, 2013. All per-share figures for fiscal years
before FY3/13 have been retrospectively restated to reflect this stock split.

We encourage readers to review our complete legal statement on “Disclaimer” page.
15

Disclaimer
FISCO Ltd. (the terms "FISCO", "we", mean FISCO Ltd.) has legal agreements with the Tokyo
Stock Exchange, the Osaka Exchange,and Nikkei Inc. as to the usage of stock price and index
information. The trademark and value of the "JASDAQ INDEX" are the intellectual properties of
the TokyoStock Exchange, and therefore all rights to them belong to the Tokyo StockExchange.
This report is based on information that we believe to be reliable, but we do not confirm or
guarantee its accuracy, timeliness,or completeness, or the value of the securities issued bycompanies cited in this report. Regardless of purpose,investors should decide how to use thisreport and take full responsibility for such use. We shall not be liable for any result of its use.
We provide this report solely for the purpose of information, not to induce investment or any
other action.
This report was prepared at the request of its subject company using information provided
by the company in interviews, but the entire content of there port, including suppositions andconclusions, is the result of our analysis. The content of this report is based on information thatwas current at the time the report was produced, but this information and the content of thisreport are subject to change without prior notice.
All intellectual property rights to this report, including copyrights to its text and data, areheld exclusively by FISCO. Any alteration or processing of the report or duplications of thereport, without the express written consent of FISCO, is strictly prohibited. Any transmission,
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The final selection of investments and determination of appropriate prices for investment
transactions are decisions for the recipients of this report.
FISCO Ltd.