決算説明資料
Financial Results Briefing Materials

2017年3月期1Q
オイシックス株式会社
First Three Months of the Fiscal YearEnding March 31, 2017
Oisix Inc.

Corporate Philosophy
A rich variety of food for the maximum number of people

Oisix Inc. adheres to a corporate philosophy that calls for us
to provide services so as many ordinary households aspossible can easily achieve a rich diet.
We strive to deliver quality products in the most convenient
way from the customers’ perspective, not based on the logicof the producers.

Contents

1 2
3 4

1QFY2016
Results Overview

1QFY2016Summary ofActivities

1QFY2016
Summary ofActivities ofTokushimaru Inc.

OthersThis document is provided as a reference to enable investors to have a better understanding of the business of Oisix Inc. (the “Company”) and not intended for the purpose of soliciting investments for any specificproducts. The results estimates and forecasts represent the best judgments of the Company based on the information available at the time that these materials were created and the Company does not guarantee theaccuracy of this content. Actual financial performances or results may differ from the forward-looking statements contained in this document.

11QFY2016Results Overview

1. 1QFY2016 Results Overview(i) 1QFY2016 Actual■ Sales
Overall sales increased by 13.9% year on year mainly due to increased sales resulting from a larger numberof KitOisix Course subscribers (an approximate increase of 11% year on year) and large consulting projects
acquired by the Others Segment.
■ Operating profit
Operating profit increased by 4.9% year on year, due to the cost ratio improvement of approximately 0.2% yearon year, despite increases mainly in sub-contracting, and freight expenses.

million yen

1QFY2015
Actual(Non-consolidated)

1QFY2016
Actual(Consolidated)

FY2016
Plan(Consolidated)

YoY(Amount)

YoY(Rate)

Progress

4,719

5,379

23,000

660

13.9%

23.3%

Operating profit

161

169

820

84.9%

20.6%

Recurring profit

169

179

830

105.9%

21.5%

Net profit

107

119

580

1211.2%

20.5%

Sales

(attributable to Oisix Inc.)4

1. 1QFY2016 Results Overview(ii) Changes in Sales
16 consecutive years of record-high sales as a result of the steady increase in subscribers.
16 consecutive years of growth!

5,379(million yen)

(14% increaseyear on year)

6,000

4,719

5,000

4,104
4,000

3,603

3,749

3,000

2,407
2,000

1,407

1,637

1,862

1,00002009年3月期1Q
1QFY2008

2010年3月期1Q
1QFY2009

2011年3月期1Q
1QFY2010

2012年3月期1Q
1QFY2011

2013年3月期1Q
1QFY2012

2014年3月期1Q
1QFY2013

2015年3月期1Q
1QFY2014

2016年3月期1Q
1QFY2015

2017年3月期1Q
1QFY20165

1. 1QFY2016 Results Overview(iii) Changes in the Number of Subscribers
The number of subscribers, the most important indicator, increased from 111 thausand to 118 thousand(6.3%growth from prior year end). We aim to have 125 thousand subscribers by the end of the current year end,
March 31, 2017.

118,124(People)

6.3% increase
From prior year end

125,000

115,000

125,000

111,036
107,539

105,000

101,079

102,780

96,71895,00091,54093,47087,01885,00082,081
76,93775,816

1Q

2Q

77,47575,00065,0003Q
FY20134Q

1Q

2Q
FY2014

3Q

4Q

1Q

2Q

3Q
FY20154Q

1Q

4Q (plan)
4Q計画
FY2016

61. 1QFY2016 Results Overview(iv) Changes in ARPU
The purchase frequency was 2.06 (a decrease of 4.2% year on year). The purchase price per order was 5,874 yen(an increase of 2.0% year on year). The ARPU stood at 12,087 yen (down 2.6% year on year).
(Yen)

13,00012,84312,75012,80012,682

12,644
12,514

12,60012,402

12,40012,227

12,20012,087
12,072

12,13911,98412,00011,827

Down 2.6% year on year

11,80011,593

11,60011,400
11,20011,00010,800
1Q

2Q
FY2013

3Q

4Q

1Q

2Q
FY2014

3Q

4Q

1Q

2Q

3Q
FY20154Q

1Q
FY2016* ARPU: Average Revenue Per User
* Subscribers’ purchase frequency × Purchase price per order* Starting in the fiscal year under review, the numbers indicate average numbers for the relevant quarter (compared to numbers at the end of the relevant quarter).

7

1. 1QFY2016 Results Overview(v) Changes in Purchase Frequency
The purchase frequency was 2.06 (a decrease of 4.2% year on year), due to an increase in thetemporary suspension of subscriptions during the holidays when trips also increase, reflecting anincrease in the number of subscribers who are mothers (families with small children).
(Number of purchase)

2.30
2.25
2.20
2.16

2.15

2.15

2.15

2.12

2.11

2.11

2.10

2.09

2.08

2.07

2.07

2.05

2.07

2.06

2.01

Decrease
4.2%
year on year

2.00
1.95
1.90
1.85
1.80
1Q

2Q

3Q
FY2013

4Q

1Q

2Q

3Q
FY2014

4Q

1Q

2Q

3Q
FY20154Q

1Q
FY2016* Starting in the fiscal year under review, the numbers indicate average numbers for the relevant quarter (compared to numbers at the end of the relevant quarter).

8

1. 1QFY2016 Results Overview(vi) Changes in Purchase Price per OrderThe purchase price per order was 5,874 yen (an increase of 2.0% year on year), attributable to the advanced saleof premium products with higher unit prices (asparagus, Japanese plum juice kit using handpicked Japaneseplums, etc.).
(Yen)

6,800
6,600
6,400
6,200

6,081

6,049

5,988

5,932

6,000
5,800

5,757

5,806

5,757

5,878

5,841

5,800

5,874

5,756
5,701

Up
2.0%year on year

5,600
5,400
5,200
5,000
1Q

2Q

3Q
FY2013

4Q

1Q

2Q

3Q
FY2014

4Q

1Q

2Q

3Q
FY20154Q

1Q
FY2016* Starting in the fiscal year under review, the numbers indicate average numbers for the relevant quarter (compared to numbers at the end of the relevant quarter).

9

1. 1QFY2016 Results Overview(vii) Medium-Term Growth Strategy - Total distribution amount There was a focus on the expansion of the subscription commerce platform while developing the existing
own/collaborative/contracted business.There was also a challenge to expand the newly launched business (withTamahiyo, a subscription service for mothers) and the acquired business (Tokushimaru-mobile supermarket) andto increase the total distribution amount.
PremiumOwnContracted

FY2018
Total distribution amountCollaborative

Own
Hong Kong

40.0Ownbillion yen per year
CollaborativeNew* Excluding Store Business andCorporate Business

20’s

30’s

40’s

50’s

60’s
Own

70’s~NewConvenient101. 1QFY2016 Results Overview(vii) Medium-Term Growth Strategy – Changes in Total distribution Amount –The total distribution amount was 5.75 billion yen, an increase of 25% year on year.

5.75(Billion yen)
6

■ Tokushimaru mobile supermarket■ Alliance/Globalup 25% year on year

5.59

■ EC

5.08

54.57

1Q2Q

4.30

4.12
44.584.81

3.90

3210

1Q

2Q

3Q
FY2014

4Q

3Q
FY20154Q

1Q
FY201611

2

1QFY2016
Summary ofActivities2. 1QFY2016 Summary of Activities(i) Growth in the EC Business– Evolving the Sales Site with Unique Features to Make Oisix’s Products Stand Out –MajiVege Declaration■ Shared our earnest stance toward vegetables.

■ Strengthened business visually by introducing movies and recipes only offered by Oisix.

13

2. 1QFY2016 Summary of Activities(i) Growth in the EC Business– Evolving the Sales Site with Unique Features to Make Oisix’s Products Stand Out –Category Restructuring■ Visualized categories and added sorting functions for each category.

14

2. 1QFY2016 Summary of Activities(i) Growth in the EC Business – Evolving the Subscription Box –Purchase price for fruit and vegetables improved, due to initiatives such as better-sized photographs, anoptimized amount of information, additional choices of fruit other than the recommended fruit, and otherconvenient functions.
■ Previous subscription box■ New subscription box

Link to pages that show other fruit15

2. 1QFY2016 Summary of Activities(ii) Changes in Number of KitOisix Course Subscribers
A net increase in the number of KitOisix subscribers, driven by the launch of confectionery Kits and a newmenu.The number of subscribers exceeded 38 thousand(an increase of 16.1% year on year) at the end of thefirst quarter of the fiscal year ending March 31, 2017（person）■ What is KitOisix?
・Oisix safety standards

38,18140,000・Only takes 20 minutes to prepare
the main and side dishes.

35,00032,878・vegetables seasonal.
30,00027,463■ Main initiatives for 1QFY2016
Launched confectionery Kit, easilymade using bread and fruit, that can beserved any time, unlike other Kits
mainly served for dinner. It contributed
to an increase in the number ofpurchase.

The “Kasahara Style ginger
and salt pork stir-fry” was a bighit. It contributed to theimprovement of the operation
rate and orders.

25,00023,144
20,17520,00015,00010,0002016年3月期1Q
1QFY2015 2016年3月期2Q
2QFY2015 2016年3月期3Q
3QFY2015 2016年3月期4Q
4QFY2015 2017年3月期1Q
1QFY2016

16

2. 1QFY2016 Summary of Activities(iii) Contribution of Non-EC Businesses to Revenues– Expansion of the Consulting Business –Using our knowledge about acquiring subscribers, we provided support for the promotional activities of Nestle
Japan Co., Ltd. for NESCAFÉ Dolce Gusto, a coffee machine, such as demonstrations on the use of the machine,coffee tastings, and soliciting subscriptions of coffee capsules.

■ An event hosted by Nestle Japan Co., Ltd.

■ Overview of the initiatives•

The coffee machine, NESCAFÉ Dolce Gusto,
which enjoys a high level of recognition from its
TV commercials, etc., was displayed and a freetasting was offered. As a result, we acquiredsubscribers for Nestle’s coffee capsules.

•Subscription arrangement was made using tablettarminal.

■ Alliance/Global Business Division
・Assigned Yusuke Tsutsumi, former
General Manager of the EC Business
Division, as the head of division.
・Rearranged and improved the B2B
menus and webpages for corporate
customers: Consulting Business, ShunYasai Novelty – “Taberuty”, andadvertisements for home delivery
subscribers, Ad Oisix.

17

2. 1QFY2016 Summary of Activities(iv) Acquisition of Tokushimaru Inc. as a Subsidiary
Acquired Tokushimaru Inc., a franchise operator in the mobile supermarket business thatconducts business in cooperation with supermarket operators nationwide, as a subsidiary.
■ Delivery van for Tokushimaru■ Winner of the Japan Service Award

Mr. Sumitomo, President of Tokushimaru . (on the right)

18

31QFY2016
Summary ofActivities ofTokushimaru Inc.

3. Summary of Activities of Tokushimaru Inc.
(i) Number of Vans in Operation
The number of vans operating in the mobile vending service increased by 37 from March 31, 2016, due to asteady increase in the number of new partner supermarket operators in addition to an increase in thenumber of vans for the existing partner supermarket operators. Launched new services, including productsampling for senior consumers.
(Number of van)
1601451401201081009280726050344027182034566791Q

2Q

3Q

4Q

1Q

2Q

3Q

9124Q

1Q

0FY2012FY20132Q

3Q

FY2014

4Q

1Q

2Q

3Q

FY20154Q

1Q
FY201620

3. Summary of Activities of Tokushimaru Inc.
(ii) Business Regions and Partner Supermarket Operators– as of June 30, 2016 –■ Business regions

35■ Partner supermarket operators

Tenmanya
Happy Town

GyutoraTOP WORLD
A-COOPprefectures(compared to 27 as of March 31, 2016)

58 companies

Kyoei* The yellow-colored prefectures are newadditions since March 31, 2016.

■The top three prefectures in terms of the number ofTokushimaru vans in use(compared to 53 as of March 31, 2016)

Nishizawa
FukuyaBunkado- Tokushima: 24- Okayama: 15

Hasratavista
SUNNY MARTIchii- Kochi: 1321

3. Summary of Activities of Tokushimaru Inc.
(iii) Total Distribution AmountThe total distribution amount for the first three months of the fiscal year ending on March 31, 2017 came to698 million yen (an increase of 36% year on year).
(million yen)

698

800

700

600

512

500

438

400

314300

232

200

100

0

1Q

2Q

3Q
FY20154Q

1Q
FY201622