Supplementary Financial
Information
First Quarter of FYE Jan. 2023

02

Summary - First Quarter of FYE Jan. 2023

1Q Results Summary
Fashion-related EC & luxury market did not improve, and the external environment remained challenging due to the yen being weak.
We have started to take a series of measures essential for medium- to long-term growth, including measures to entice back inactive
members by utilizing data, expanding the scope of concierge services for loyal customers, expanding tie-ups with overseas
corporations, adding tie-up delivery services, and strengthening other operations that will promote sales. As such, we plan tocontinue to invest in growth from a long-term perspective.

FYE 2023/1
Q1
GMV*Includes fees forsettlement of payment

FYE 2022/1
Q1(Reference Info.)
Applying New AccountingStandards FYE 2022/1Q1(Reference Info.)
Applying New AccountingStandards YoY

15,170million

16,128million

16,128million

94%

Sales

1,671million

1,831million

1,788million

94%

Gross Pro t

1,338million

1,477million

1,434million

93%

SGA

794million

766million

725million

110%

Advertisingexpenses

299million

309million

261million

115%

personal
expenses

350million

316million

316million

111%

Operating income

544million

710million

716million

76%

Ordinary income

545million

713million

719million

76%

Net proft

381million

495million

498million

77%(Unit: JPY)

fi

03

Overview of
BUYMA business04

Major KPI

Number of BUYMA members (Unit: person)

Number of active BUYMA members (Unit: person)

9,898,925
8,849,002
7,588,336

1,119,647

1,145,957

FYE Jan.
2020 Q1FYE Jan.
2021 Q1

1,373,888

1,343,295

FYE Jan.
2022 Q1FYE Jan.
2023 Q1

990,481

6,416,891
5,240,818

FYE Jan.
2019 Q1FYE Jan.
2020 Q1FYE Jan.
2021 Q1FYE Jan.
2022 Q1FYE Jan.
2023 Q1FYE Jan.
2019 Q1BUYMA number of transactions handled(Unit: no. of transactions)

BUYMA GMV (Unit: million yen)

16,128

11,727

11,607FYE Jan.
2020 Q1FYE Jan.
2021 Q1

699,474
15,170621,961

583,869
530,360

526,5829,887

FYE Jan.
2019 Q1FYE Jan.
2022 Q1FYE Jan.
2023 Q1FYE Jan.
2019 Q1FYE Jan.
2020 Q1(Note) GMV: Includes fees for settlement of payment, etc.; active members: Number of members who have made one purchase or more within the past year

FYE Jan.
2021 Q1FYE Jan.
2022 Q1FYE Jan.
2023 Q105

GMV

Despite the continuing dif cult external environment,
there was no signi cant change in trends,
and GMV grew at the same rate as in the previous quarter.

GMV(million yen)YoY 97%2-year CAGR 110%

25,000YoY 94%2-year CAGR 114%

20,00015,00010,0005,000

0FYE Jan.2020

FYE Jan.2021

Q4FYE Jan.2022

FYE Jan.2021

FYE Jan.2022

FYE Jan.2023

Q1fifi06

GMV break down

ARPU increased, but GMV declined 94% YoY,
due to a decline in active members in Q1.

Q1 Numberof active members

ARPU

YoY

YoY

90.9%

103.5%

07

ARPU break down

There was a slight decrease in the number of transactions per person.

Average annual number oftransactions per person

Average unit
price per transaction

ARPU

No.

Unit Price

YoY

YoY

YoY

103.5%

97.8%

105.8%* Unit price could be impacted by trends, having
a kind of uncontrollable aspect

08

GLOBAL BUYMA

GMV declined slightly by 92% YoY due to a decrease in sessions
caused by a problem with ad placement on Google
and the failure of key products to rank higher
on the BUYMA product search results page.

GMV(Unit：million yen)

Number of sessions

250

4,000,000
3,500,000

Regarding the decreasein overall trading volume200
3,000,000
2,500,000

150

2,000,000
100

1,500,000
1,000,000‣Sessions decreased significantly due to product adplacement issues on the Google side caused by UI/UX modifications (addition of product inquirypopups).
‣Also, the rate of adding products to the cart
decreased due to the fact that key products for
GLOBAL BUYMA were not displayed at the top of
the product search results page.
‣The above issues have already been addressed.

50500,0000

FYE Jan.
2021 Q1GMV

FYE Jan.
2022 Q1FYE Jan.
2023 Q10Session

09Life style category

Outdoor and travel-related products performed well,up 119% YoY (2-year CAGR 156%)

GMV(unit：million yen)

600

500

400300200

1000
FYE Jan.2021 Q1

FYE Jan. 20 22 Q1

FYE Jan. 20 23 Q110Measures to Improve Levelof Recognition

11Measures to Improve Level of Recognition

TV commercials will begin airing on June 24.
Unaided recall will be rmly established through two campaigns,
one in summer and the other in winter.
We will develop a campaign with a mix of TV commercials and digital media (YouTube, Instagram, etc.),
and will secure placement volume in winter, the commercial season,
while raising awareness on an annual average basis

Attitude surAttit

udesurv

vey

Actio

n ana

lysis

Actio
n analysiseyAttitude change check(Lift unaided recall)⬇

Action response checkCreative Evaluation
Each media evaluation

Evaluation ofmenus/frame granularity(Lift of DL/visit)

Measure winter CP
e ectiveness⬇

Recognition
Measure summer CP
e ectiveness

Analyze summer CP,
then boost winter CPfiffff

Time

12

Expected E ects of Mass Media Campaign

Aim to gain recognition of 9.1 million people through biannual campaigns.

At the end of the campaign in December 2022

Population *1

Increase in recognition *2

Obtain recognition

EC Users

46.1 million

×10% UP＝4.61 million

Online shopping/non-EC users

24.9 million

×18% UP＝4.49 million

Total 9.1 million

ffff

Our calculations based on the "Ministry of Internal A airs and Communications 2020 Telecommunications Usage Trends Survey" and the "Digital Agency: Japan's Digital Degree 2021" (for people aged 15-64)
Our planned gures based on our own survey
fi

*1*2

13

Share Buybacks

14

Share Buybacks

We had repurchased 328 million yen worth of treasury stock by the end of May
amid continued undervalued stock price levels.

Purchase amount

Number of shares purchased

Amount repurchasedby the end of May

328 million yen

592,400

Planned repurchase *1.5 billion yen

2,500,000*March 2022 to February 28, 2023

15

These presentation materials are provided solely for thepurpose of better understanding of our company and are
not intended for the purpose of solicitation.
Forward-looking projections and forecasts contained
within this document are made based on information
available as of today.
Actual business performance may differ from projections
due to risks and uncertainties in the future.