1. Company Overview
2. Financial Highlights and Policy
3. Towards Becoming a Technology Platformer Offering End-to-End Management
Solutions to SMEs
4. Governance Policy and ESG Initiatives
5. Reference Material
Towards Becoming a Technology Platformer Offering End-to-End Management Solutions to SMEs 4. Governance Policy and ESG Initiatives 5. Reference Material
balance sheet Pursuit of capital efficiency Future Direction Financial Policy Domains What Assures Continuous Growth BETTER SYSTEMS, BETTER WORLD Expanding TAM Technology & data infrastructure Continuous M&A execution capabilities Highly recognized among SMEs Main Business Transaction (Vertical platform) Software Finance Synergy creation with common ID (RAKSUL ID) Vision Summary: Investment Highlights
4,866 7,091 9,803 12,295 17,192 191 256 1 1,030 1,634 3,145 4,547 FY2018 FY2019 FY2020 FY2021 FY2022 FY2023 FY2024 FY2025 Revenue Gross Profit EBITDA 61,000 - 63,000 Growth Track Record （in JPY MM） (1) Notes Results prior to FY2021 are calculated based on the new revenue recognition standards 21,000 - 22,000 5,500 - 6,000 ◼ Continued steady growth in all businesses in line with the full-year forecast that was revised upward in March 2024, resulting in a slight upward revision to the forecast ◼ Quality Growth (business expansion with profit/CF) continues, and this policy remains unchanged for FY2025 (Forecast)
non-operating production equipment, owned by suppliers in various industries across the country, we are able to provide high-quality customized products and marketing services at low prices ◼ Providing value through software: We provide one-stop services from the website for software that designs printed materials and manages customers, as well as offline advertising services such as newspaper inserts and posting, to provide overwhelming convenience ◼ Through the above, we have an unusually high gross profit margin and sticky sales in EC 3. Delivery Users 3. Software Supplier Supplier Supplier Supplier 1. Order 1. Payment 2. Order 2. Payment Online designs Marketing DX TV commercial effectiveness analysis Posting area designation Optimal ordering algorithm automated checking of submitted data Raksul Novasell
that provide customized products and optimal marketing solutions for a variety of business environments, including offices, stores, and e-commerce ◼ We will continue to evolve our platform to be able to provide end- to-end solutions to the management issues faced by our customers at each stage, from the opening of their business through to growth and expansion, and beyond
SMEs account for more than 90% of the total number of companies in Japan, and our strength lies in our customer base of SMEs. Orders from SMEs account for 70% of our revenue ◼ Our customer base is around 2% of the national total, leaving great room for expansion ◼ We plan to proceed with the integration of multiple brands and formation of cross-business sales organizations by leveraging our high brand recognition and image as a supporter of SMEs This Year’s Brand Recognition Survey Results(3) (% of Customers that Answered “Yes”) Do you know Raksul? 81% Do you see Raksul as supporting SMEs? 61% Would you like to purchase new products from Raksul that you have not purchased before? 65% 0.5MM companies 23.4MM people 10,000 companies 14.4MM people Large enterprises Small enterprises Medium- sized enterprises 560k users 520k users 60k users Number of companies/employees in Japan (1) Number of registered enterprise users of Raksul (2) 2.9MM companies 9.7MM people Penetration 0.4% 2% 5%
of each market is progressing ◼ Based on our positioning as the country's No.1 in print and other customized EC areas, and our ability to create CF, we will continue to expand into new areas and target new markets in the future Stable and Large TAM Digital Market Expansion Increase in Market Share (M/S) CAGR (over the past five years) Transaction JPY 7.8 Tn Software＆ Marketing JPY 6.5 Tn Finance JPY 2.5Tn Printing E-commerce 7% SaaS for domestic enterprises 24% Corporate Cards 30% Digital Advertising 12% B2B E-commerce 5% Digital finance for SMEs Online/offline marketing Indirect material procurement EC Future development, Increasing M/S Top M/S in Japan, Further M/S Expansion with EC Penetration Printing EC Business Stamps EC Packaging Materials EC SaaS for domestic enterprises Notes Please see Reference Materials for source information Our Edge #2 Expanding TAM
technology infrastructure, thereby integrally expanding the range of services that solve the business challenges of SMEs ◼ At the same time, we will create synergies more efficiently with group companies joined through M&As Core Capabilities & Assets Domain Capabilities User Facing Services Procurement Platform Software & Marketing Platform Finance Platform Novelties Store Supplies Business Supplies Apparel Business Stamps Offline Marketing Commercial Printing Packaging Cardboard Enterprise Solutions Procurement Capabilities Recommendation / DTP / Customer Support / Data Checking / Design / Coupon / Supply Chain Management / Inventory Management TV Advertising Digital Marketing Effectiveness Measurement Website Builder CRM Bank Accounts Payments Bill Management Pay Later Finance Domain Capabilities Transaction / Account Management / Embedded Fintech Core Capabilities Software Development / User Interface Optimization / Data Analysis / AI / Security / Enterprise Sales / Marketing Core Assets 2.7 Million Userbase / Transaction Data / Supply Chain Software & Marketing Domain Capabilities Marketing Spend Optimization / Media Buying / Creative Dashboard / Consulting & Reporting RAKSUL Technology Platform (Finance Platform to be developed sequentially) Our Edge #3 Tech & Data Integrating Multiple Businesses
policy from FY2024 and executed continuous M&A to supplement organic growth. Strengthened structure by forming a dedicated M&A team ◼ 6 new companies were consolidated in FY2024. The investment amount was approx. JPY 5.1Bn(1). These EV/EBITDA multiples were all less than 5x of the earnings in the first year of consolidation ◼ We have already resolved to carry out the M&A for two companies in FY2025. The pipeline for future acquisitions is also steadily building up Marketing Platform Business Procurement Platform Business Merged in Aug 2023 Consolidated in Oct 2023 Consolidated in Aug 2023 Consolidated in Feb 2022 Consolidated in Mar 2024 Investedin Oct 2020 Consolidatedin Jul 2024 Consolidated in Aug 2023 Invested in Sep 2021 To be Consolidated in Jan 2025 Consolidated in Nov 2024 Company in Printing & Solutions domain Before FY2023 FY2025 FY2024 Consolidated in Jun 2024 DANBALL ONE Peraichi RAKSUL FACTORY Notes (1) Stock acquisition costs include future earnout consideration, etc./ exclude net cash DANBALL ONE Peraichi
roll-up M&A model on top of our platform that enables organic growth, we have created a business model that supplements both challenges and has a high probability of growth ◼ We are steadily evolving into a company capable of realizing the above model Platform Roll-up M&A model Our Growth Model Advantages • Based on the business/ technology foundation, synergies between businesses and replicability of organic growth is guaranteed • Many acquisition opportunities • Large room for profit growth through PMI • Given that there is a business/technology foundation, the repeatability of growth and synergies between businesses can be ensured • Many acquisition opportunities in adjacent areas • High probability of increasing profits of the acquired companies during PMI Challenges • Difficult to generate profits in the short term due to upfront investment in business infrastructure • Requires time for business development • Unlikely to create organic growth through roll-up M&A alone • Goodwill impairment risk for high M&A valuations • A high degree of organizational competence is required to fulfill the prerequisites • Software development capability • Brand • Sales organization • Strong balance sheet • Appropriate valuation upon M&A • M&A and PMI structure • All prerequisites listed on the left Our company satisfies all prerequisites Prerequisites
five years, there are many attractive investment opportunities in our adjacent domains that will solidify our growth and competitive edge, and we will prioritize continuous M&As and investments that will drive business growth ◼ With stable and growing cash flow established, we will return minimum 10% of the cash generated through our business (min. JPY 2.5Bn) to shareholders over the next 5 years, mainly through share buybacks Cash In Cash Out Cash Flow from Business JPY 25Bn+ Future Borrowings approx. JPY 15Bn Growth Investments JPY 17.5Bn - 40.0Bn CB Redemption approx. JPY 5.0Bn Borrowings already made JPY 12.7Bn Capital Allocation Cumulative Total for FY2024 - FY2028 Continuous M&A Capex and R&D Maximum repayment if the loans are not renewed is approximately JPY 14Bn over the next 5 years March 2024 Share buyback of JPY 700MM October 2024 Dividend of JPY 1.7 per share December 2024 Share buyback of JPY 700MM October 2024 Dividend of JPY 3.0 per share planned Shareholder Return JPY 2.5Bn+ Continuous M&A 6 companies were newly consolidated in FY2024, and JPY 5.1Bn (including future earning out consideration, etc.) was invested in M&A related costs Borrowings • In January 2025, we announced a new loan of JPY 6Bn . After deducting the amount to be repaid during the term, we raised approximately JPY 4.5Bn Capital Allocation
Towards Becoming a Technology Platformer Offering End-to-End Management Solutions to SMEs 4. Governance Policy and ESG Initiatives 5. Reference Material
2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q FY21 FY22 FY23 FY24 FY25 Revenue per Order Number of Orders 303 331 0 200 400 1Q2Q3Q4Q1Q2Q3Q4Q1Q2Q3Q4Q1Q2Q3Q4Q1Q2Q FY21 FY22 FY23 FY24 FY2025 raksul.com Done AmidA 177 Procurement PF Business KPI Trends(1) ◼ The organic growth rate of the number of purchasing users was 5.3%. Excluding individual events such as the impact of New Year's cards and Hankoya.com invoice, the growth rate was +11.6%. Individual events are explained on page 30 ◼ Order unit prices are continuously increasing due to the growth of the Enterprise business ◼ The number of infrequent users decreased due to the impact of New Year's cards, etc., which led to an increase in the number of purchases per user. From 3Q onwards, the number of users and the number of purchases are expected to normalize raksul.com +9.2％ Entire segment including new M&A +6.5％ Number of Purchasing Users per quarter (Organic growth rate of existing services only) Average number of purchases 2.1 times +3.5% Average revenue per order JPY 12,586 +4.6% 509 174 Organic growth +5.3％ Services acquired through M&A Quarterly Average Number of Orders & YoY Average Revenue per Order (unit: 1,000 users) Danball One Notes (1) For each indicator disclosed in December 2024, please refer to the excel sheet on our IR website A-LINK Services
◼ Organic growth rate of segment revenue was 13.8%. Excluding temporary factors which affected revenue, the growth rate was 16.1%, trend unchanged and steady ◼ There were 2 individual factors which resulted in a total revenue decrease of JPY60M YOY ◼ (1) New Year's card sales fell sharply in 2024, partly due to drastic price increase for regular mail. Although our company's New Year's card- related sales have decreased, most of our annual sales are recorded in the 2Q, so the impact going forward will be minimal ◼ (2) At Hankoya, sales of stamps and other items were temporarily heightened last year due to nationwide introduction of invoice system. This year, revenues have normalized and declined. Since January, the Hankoya revenue has been higher than the previous year Decrease due to individual factors ▲ approx. 0.06 Organic growth excluding individual factors +approx.1.67 (YoY+16.1%) Breakdown of 2Q Revenue (in JPY Bn) Number of Purchasing Users YoY +11.6% 2Q revenue for the previous year 11.6 2Q revenue results 14.0 New consolidations +approx. 0.78
Companies ◼ In the procurement platform business, Rakusl Enterprise (Raksul for large companies) has grown rapidly. It has expanded to account for 16% of the Printing & Solutions domain ◼ The service provides customized functions such as workflow, design, and order management for large companies, and promotes printing E- commerce by making ordering operation cheaper, faster, and easier Pharmaceutical Industry Nursing Homes Tutoring Schools Case Studies 0 500 1000 1500 2000 2500 3000 3500 4000 4500 5000 0 100 200 300 400 500 600 700 800 900 1,000 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q FY23 FY23 FY24 FY25 Revenue (left axis) Number of companies (right axis) • With the closure of sales offices, we have built a printing infrastructure for over 1,000 sales representatives working remotely nationwide • Delivery time for printed materials arranged by HQ for sales has been reduced from an average of 2 weeks to a minimum of 2 working days • Raksul handles the design, printing and distribution of newspaper inserts, direct mails and calendars • We verify the number of pages read and work on design improvements • We have built an ordering system that can be used by classroom operators, reducing the cost and labor involved in offline measures for recruiting new students • By controlling the designs of flyers and establishing an approval flow, it is now possible to order flyers that are original to each classroom and in line with the brand image Raksul Enterprise sales and number of registered companies （in JPY MM） (Number of companies)
as well as SaaS business for large companies are growing continuously ◼The advertising agency business for large companies has a certain degree of volatility, but is gradually expanding in scale 2023/2-2024/1 2024/2-2025/1 353 312 Medium & Large Enterprises +13.1% 25,047 27,766 2023/2-2024/1 2024/2-2025/1 Sole Proprietors & SMEs（1） +10.9% 190 195 202 214 228 235 77 78 79 87 105 116 166 128 145 167 271 253 261 279 157 297 328 300 270 271 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q FY2023 FY2024 FY2025 Advertising agency services for large companies SaaS/Professional Services for large companies Marketing for SMEs (in JPY MM) Gross Profit Trends Number of companies using the service Notes (1) The number of users of Peraichi included in sole proprietors and small and medium-sized enterprises is calculated based on the number of registered users as at the time of financial closing
Net Assets Short-term borrowings Current portion of long-term borrowings and bonds Other Current Assets Current Liabilities (32.4% of Total Assets) (41.1% of Total Assets) Non-Current Assets Cash & Deposits Non-Current Liabilities Net Assets (in JPY MM) Consolidated Balance Sheet ◼ We continue to maintain a healthy balance sheet. Actions that will affect the balance sheet from 2Q onwards are as follows: Bank Loan 8,787 Goodwill 7,231 Share Capital 2,883 Capital Surplus 5,694 Retained Earnings 5,345 Treasury shares -1,481 Stock Acquisition Rights 1,414 Others 3,194 4,150 2,193 • Redeemed JPY 5Bn in CBs on November 29 • Announced a loan on January 21. Net debt at the end of 1Q was JPY 1.7 Bn • Transferred Hacobell shares on January 31
Hacobell took over the business of the truck berth reservation system “truck book” from Monoful Inc. • Capital participation by Environmental Energy Investment, SOMPO Growth Partners, and JA Mitsui Leasing participated in January 2025 • Quarterly revenue is approximately JPY 1.83Bn Consolidation possible in the future • Raised JPY 14Bn in venture debt financing to invest in customer support expansion • In addition to the IT device and SaaS management function, Josys released a request portal for employees and an access review function that simplifies inventory Hacobell Josys
led to an upward revision of the forecast for net profit for the current fiscal year ◼ Raising our dividend guidance given extraordinary gains and steady profit growth ◼ Although other financial items are not revised this time, the performance is overall on track against the full-year plan (in JPY MM) Y2025 Financial Forecast (2024/8-2025/7) FY2025 Forecast Initial forecast before the change FY24 Actual YoY Revenue 61,000-63,000 unchanged 51,121 +19.3-23.2% Gross Profit 21,000-22,000 unchanged 17,192 +22.1-28.0% EBITDA 5,500-6,000 unchanged 4,547 +20.9-31.9% Operating Profit (non-GAAP) (1) 4,700-5,200 unchanged 3,929 +19.6-32.3% Operating Profit (J-GAAP) 3,200-3,700 unchanged 2,523 +26.8-46.6% Net Profit (non-GAAP) 3,980-4,280 3,180-3,680 3,533 +12.6-21.1% Net Profit (J-GAAP) 2,480-2,780 1,780-2,280 2,118 +17.1-31.2% EPS (non-GAAP) JPY 68.3-73.5 JPY 54.6-63.2 JPY 60.5 +12.8-21.3% EPS (J-GAAP) JPY 42.6-47.7 JPY 30.6-39.2 JPY 36.3 +17.3-31.4% Dividend per Share 3.0 2.3 1.7 +76.5% Notes (1) Non-GAAP adjustments from operating profit to net profit of approx. 1.5 billion, including stock-based compensation expenses and amortization goodwill
the only GAAP adjustment item was stock-based compensation expense, however from 2Q, amortization of goodwill was added ◼ The amount in “Difference (stock- based compensation expense)” varies between operating profit and ordinary profit as RS held by retired/resigned employees are recorded as non- operating expenses (in JPY MM) FY2025 2Q (2024/11-2025/2) Actual (non-GAAP) Difference (stock-based compensation expense + amortization goodwill) Actual (J-GAAP) Revenue 15,043 - 15,043 Gross Profit 5,247 - 5,247 Operating Profit 1,261 333 927 EBITDA 1,387 63 1,323 Ordinary Profit 1,174 333 840 Net Profit 1,687 333 1,353
Towards Becoming a Technology Platformer Offering End-to-End Management Solutions to SMEs 4. Governance Policy and ESG Initiatives 5. Reference Material
is to become an end-to-end technology platformer that offers end-to-end management solutions to SMEs ◼ Business doimains include transactions, software, and finance ◼ These businesses are provided around a common ID (RAKSUL ID) ◼ Transaction business (BtoB EC) is positioned as a “order and supply platform” for various industries/demands, in line with our past messages RAKSUL ID Data provision Transactions (E-commerce, etc.) Data provision Software Finance A technology platform offering end-to-end management solutions to SMEs Customer base Data Growing GMV (transaction volume) Our core competencies
a shared Raksul ID, we will fulfil the diverse needs of our SME customers. In doing so, we will focus on providing an integrated user experience and creating synergies between businesses ◼ As we address the business challenges of SMEs, we will continue to expand our business domain and service lineup Current business domains Sequential rollout Transaction Diverse contact point with B2B users Maximizing group GMV Software Lock-in through data acquisition Finance Share of Wallet expansion, lock-in, enhanced monetization Customer needs / Values provided Get Items Procuring what is needed at the right price at the right time Manage Workers Improve efficiency of employee management Get Customers Acquire/manage customers Get Paid Simplify payment process Improve Cashflow Domain Purchasing & procurement Labor mgmt & Administration Marketing & CRM Accounting Finance Accumulated Data Purchasing data Employee data Purchasing data Credit data & Purchasing data Credit data & Purchasing data Specific Service Domains Custom products (Printing, novelty items, BtoB apparel) TBC Marketing Financial services for SMEs Non-custom products (product sales) Customer contact points (Peraichi (websites, payments, reservations)) CRM
as a printing EC company, but it has since expanded into custom EC areas other than printing, and has recently expanded into non-custom areas (product sales), continuously expanding its TAM 2024 2013 2015 2016 2017 2014 2018 2019 2020 2021 2022 2023 Cardboard & Packaging Apparel and Uniforms Printing Novelty Items Business Stamps Store supplies & packaging materials Printing EC Custom EC Non-Custom
We plan to provide financial services to SMEs/suppliers ◼ Established RAKSUL BANK INC. as a subsidiary on November 1, 2024 ◼ With GMV of over JPY 60Bn in revenue (payment side) and over JPY 40Bn in cost of sales (payment side) in FY2025 forecast; we will develop the business by taking advantage of the GMV of approx. JPY100Bn total Preparing to provide banking services Services offered (planned) • Financial services for SMEs and sole proprietors • Integration with Raksul’s E-commerce platform • Financial service for suppliers of our existing businesses Schedule (planned) CY2025 Purpose of the partnership To provide low-cost services by utilizing BaaS provided by online bank. Aim to provide customer value and generate revenue as soon as possible
a comprehensive software- based customer attraction system through diversified means to SMEs that use printed materials to attract customers ◼ We plan to provide software that enables integrated management and utilization of customer information (customer database), contents (flyers, DM, etc.), and commercial area data that customers have entrusted us with Marketing platform for small businesses targeted in the mid-to-long term Data Channel Products Offered Providing comprehensive services to attract customers through diverse means E-mail Website SNS Printed Materials CRM Content Management Advertising Operations SNS Operations Software Clients Database DM Customer Information Advertisement Contents Website On-site Video Shooting DM Users and business partners Flyers
Towards Becoming a Technology Platformer Offering End-to-End Management Solutions to SMEs 4. Governance Policy and ESG Initiatives 5. Reference Material
business segment/corporate function Governance System to Support Adequate Risk-Taking ◼ We have built a governance structure that preserves and maximizes corporate value while conducting portfolio management of businesses ◼ Both companywide optimization and autonomous business management are ensured ◼ Shifted to an executive structure centered with SVPs from FY2023 to clarify roles and responsibilities in execution. The number of internal directors to be reduced to 2 (1) to further refine the position of the Board of Directors as part of the governance Governance Companywide Optimization Autonomous Business Management SVP meeting CEO and Representative Director Board of Directors Companywide optimization/ decision-making (budgeting etc.) Nomination and Remuneration Committee Executive Committee (EC) Sustainability Committee Decides on Nomination/Remuneration of Directors (majority of the members are Outside Directors) Business portfolio/capital optimization etc., Long-term corporate value enhancement, Nomination of business CEO Long-term corporate value improvement through addressing management issues related to Sustainability and ESG Raksul Board Meeting Tatsuru Watanabe, SVP, Head of Raksul Division Novasell Board Meeting Masaki Tabe, SVP of Novasell Corporate Board Meeting Shinnosuke Nishida, SVP of Group CAO Audit function Management supervision function Notes (1) Of the retiring directors, Kozo Fukushima, Masaki Tabe and Sota Mizushima continue to serve as SVP (Senior Vice President) and be responsible for the execution of the Company's management Novasell Raksul Investment Committee Increase corporate value through continuous M&A
referring to external guidelines such as SASB and SDGs, as well as multiple discussions with stakeholders and the Board of Directors ◼ We will further strengthen our ESG initiatives in accordance with this materiality map ◼ We will review the map every 1-2 years, taking into account changes in social conditions and dialogues with stakeholders
includes Japanese companies with that have taken excellent ESG (Environmental, Social and Governance) measures (2) An index constructed by FTSE Russell that reflects the relative performance of Japanese companies with superior ESG (environmental, social and governance) performance in their respective sectors (3) An index developed jointly by S&P Dow Jones Indices and the Japan Exchange Group, which selects companies with excellent levels of carbon efficiency and environmental information disclosure in the TOPIX constituents (4) Designed by Morningstar, this index is constructed with an emphasis on companies with established gender diversity policies embedded in their corporate culture and a commitment to equal opportunities for employees regardless of gender 1. FTSE Blossom Japan Index(1) 2. FTSE Blossom Japan Sector Relative Index(2) 3. S&P/JPX Carbon Efficient Index(3) 4. Morningstar Japan ex-RET Gender Diversity Tilt Index(4) ◼ Selected as a constituent of 4 of the 6 ESG indices adopted by the GPIF: ESG External Evaluation
the organization continuous to expand Number of Employees (1) Average Age (2) Average Years of Service (2) Male/Female Ratio (1) 929 Employees 36.3 Years old 4.1 Years Male 46.9% Notes (1) Headcount as of July 2024, including full-time, part-time, and contract employees of RAKSUL, consolidated subsidiaries, and overseas development center (non-consolidated subsidiary) (2) Full-time employees of RAKSUL, consolidated subsidiaries, and overseas development center (non-consolidated subsidiary) as of July 2024 Female 53.1%
objective of realizing the vision and maximizing long-term corporate value Our Vision and RAKSUL Style • Organizational design that places the highest priority on our vision “BETTER SYSTEMS, BETTER WORLD” and the Raksul Style (Code of Conduct)* to realize such vision *Reality/System/Transparency/Team first Diversity & Inclusion • We will take advantage of the fact that the ratio of female employees in the company is already about 53% and the ratio of foreign nationals is about 9%, and provide an environment and opportunities to recruit and retain the best talents from both Japan and overseas • In the coming future, we plan to increase the ratio of female and foreign- national members in management positions Productivity Improvement • To improve productivity (gross profit per employee, gross profit divided by labor cost) year by year is the long-term policy for new hire planning in each business Strengthening Our Technology Team • Investment in technology is essential in redesigning the industry structure, and we will focus on strengthening our teams in Japan and overseas • Drive both new technology initiatives and efforts to eliminate technical debt Incentive Design Linked to Long-term Equity Value • In addition to cash remuneration, we have a stock-based compensation system (stock options and restricted stock), which provides compensation for individual performance through long-term increases in equity value
and approach to equity incentives have remained the same since the disclosure of our RS system implementation in FY2019 Q4 Purpose • To align the incentives and commitment of directors and employees with the maximization of long-term shareholder value • To ensure the competitiveness of our compensation level in order to attract and retain talent which is the foundation of our competitive advantage Structure • Structure: restricted stock (RS) and stock options • Simple design that both investors and recipients can expect Dilution • Expected dilution of max. 10% over 10 years from FY2019 (around 1% per year) • Designed with flexibility for variation in each year • Our percentage of dilutive shares was 7.3% at IPO and 3.9% as of the end of FY2024 - lower than other growing companies (see other page for stock incentive balance) Impact on P&L/CF • Stock-based compensation expense for FY2024 was JPY 473MM per year • Stock-based compensation expense for FY2025 will be max. JPY 400MM per year (1) • We disclose non-GAAP profits, excluding the impact of stock-based compensation
the shareholders’ viewpoint, in order to ensure that the new CEO will not merely be a hired successor, but become a "founder" who will be responsible for increasing the company's value over the next 10 years ◼ While monetary compensation level is lower than that of other listed companies, the ratio of equity compensation is set at the highest possible level to encourage long-term commitment ◼ All incentive grants to be contingent upon approval of the grant of RSUs at the 14th Annual General Meeting of Shareholders Name Format Number of Shares (Dilution %(1)) Conditions of Exercise, etc. PL/BS Impact(2) Monetary Compensation ｰ ｰ Executive compensation expenses Stock-Based Compensation (Service requirement + Single year performance requirement) Total for 10 years Maximum 877,000 Shares (1.50%) Removal of restrictions on the transfer of 87,700 shares each after the end of each fiscal year, provided that the following two conditions are met (if not met, the share will be forfeited for that fiscal year) ・Remain as CEO until the end of each fiscal year ・Consolidated gross profit growth of over 15% YoY Expense of approx. JPY 120MM per year Performance Target Linked (Stock price requirement + Performance requirement) 877,000 Shares (1.50%) 3 tranches setting (share price requirement and performance requirement) 1. Share price of 8,500 yen (market capitalization of approximately 500 billion yen) + EBITDA of 10 billion yen: 20% exercisable 2. Share price 12,000 yen (market cap of approx. 700 billion yen) + EBITDA of 15 billion yen: 33% exercisable 3. Stock price of 17,000 yen (market capitalization of approximately 1 trillion yen) + EBITDA of 20 billion yen: 47% exercisable Performance evaluation after 5 years for a period of 10 years Expense of approx. JPY 80MM per year Capital Gain 877,000 Shares (0.00%) No dilution due to the fact that this is a secondary transaction and not an issuance of new shares Company stocks will be purchased from the founder, Yasukane Matsumoto, and the stock market in a negotiated transaction (We lend part or all of the funds) - Total Expense of approx. JPY 200MM per year Monetary Compensation Stock Options （Paid-in SO） Restricted Stock Units （RSU） Negotiated Transaction Notes (1) Based on 58,476,092 shares (581,858 voting rights), the total number of outstanding shares of the Company as of July 31, 2023 (2) Calculated based on an estimated share price of JPY 1,400 yen 1,754,000 Shares + 877,000 Shares (3.00%) (0.00%)
Towards Becoming a Technology Platformer Offering End-to-End Management Solutions to SMEs 4. Governance Policy and ESG Initiatives 5. Reference Material
revenue and gross profit through winning customer trust and maximizing added value to customers and suppliers ◼ In addition to our existing Ecommerce business (transaction based), our SaaS business is expected to expand. Although the revenue size of SaaS is small, its gross margin is high; we consider gross profit to be the indicator which directly links to enterprise value Gross Profit Customer Trust Added Value to Customers and Suppliers Revenue Gross Margin Platform Value Financials* KPI Number of users Value added services COGS reduction / improved productivity of suppliers ARPU *Accounting standards applied to our revenue and gross profit (excluding the broadcasting services of Novasell) Revenue = gross of payments from customers Gross profit = gross revenue - cost of sales Frequency of purchases Unit price
of business expansion with profit/CF) continues ◼ By placing the highest priority in creating a virtuous cycle in the aspects of business, finance/investment, and organization, we are dedicated to pursuing customer value and improving competitiveness of our existing businesses (Raksul/Novasell), and thereby increasing profits as a result ◼ Define uses for cash to be generated in the future in addition to expanding cash flow Pursuit of Customer Value and Profit Growth in Existing Businesses Business Organization Domain Expansion and Customer Synergies through M&A Investment into Existing Businesses Achieving High ROE and Long- term Corporate Value Wider Financial Options such as M&A and Increase in Capital High Productivity and Retention Competitive Compensation Design Trust between Company and Employees and amongst Employees Increasing Companywide Profits through Disciplined Management Financial/ Investment Customer Synergies between Businesses
Domestic mail-order printing market is expected to grow to JPY 134Bn in 2022(1), and the EC rate has grown to 5.1%(2) 543 599 659 751 910 1,040 1,176 1,209 1,237 1,340 1.9% 1.9% 2.1% 2.6% 3.0% 3.4% 4.0% 4.6% 4.6% 5.1% 0.0% 1.0% 2.0% 3.0% 4.0% 5.0% 6.0% 7.0% 0 200 400 600 800 1,000 1,200 1,400 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 Domestic Online Printing Market EC Penetration Rate (in JPY 100MM) (1) (2) Notes (1) Yano Research Institute "Survey on the Domestic Online Printing Market," February 2023 (2) Calculated by dividing the market size of Yano Research Institute “Survey of the Domestic Online Printing Market” by the market size of Commercial printing and office printing, which we estimated based on “Summary of the Economic Census of Activities by industry (manufacturing industry, summary version)” and “Current Production Statistics: Paper, Printing, and Plastic” (METI)
Penetration ◼ There is still huge potential for E-commerce penetration in the printing industry (3) （2018 Actual） Domestic Online Printing Market (2) JPY 134Bn Domestic Business Stationery and Commercial Printing Market (1) JPY 2.6Tn 5.1% ~30% Source : Yano Research Institute, METI Notes (1) Calculated based on “Current Production Statistics: Paper, Printing, and Plastic” (METI) (2) Calculated based on the financial information of domestic online printing companies (2019) (3) Source : zipcon consulting (2019)
Expand as BtoB Platform Notes (1) Raksul and MonotaRO are based on the number of registered accounts including sole proprietor, while ASKUL based on the number of companies Source IR materials and website of BUSINESSMART CORPORATION ▪ Number of Users of Major BtoB Platform Leaders in Japan(1) Enterprise (unit: 1,000 users) Individuals Raksul
◼ Novasell provides a one-stop service from research & planning, video production, broadcasting to analysis in the advertising market (TV commercials, in-taxi commercials, digital marketing, etc.) ◼ Suite of software (SaaS) enables clients to visualize effectiveness and select the right strategy in marketing ◼ Novasell Professional is a consulting and execution service, offering a third party perspective and services in addition to software and transaction ◼ We aim to build long-term relationships with our clients and provide neutral campaign design, evaluation, and execution services that only Novasell can provide Execution Process Consulting Creation of media planning and evaluation mechanisms/improvement of business processes through professional staffing and analysis using proprietary tools Resolving advertisers' lack of resources for ad operations and analysis through the dispatch of professional staff and analysis using proprietary tools Analysis of TV commercial effectiveness for the client company and other companies Visualization of the impact of variables that can affect business KPIs Integrated Vertical Platform Transactions E-commerce / Marketplace Software SaaS Services BPO etc. Analysis of the effectiveness of TV commercials, including CVs (Conversions) Novasell Analytics Novasell Trend Novasell MMM MMM Agency Business (Creative, Media Transactions in TV, Taxi ads, Web, etc.) Agency Services
with "Novasell Analytics" and launched "Novasell Trends" in April 2022 in response to the need for competitive comparison Novasell Trend enables comparison of the effectiveness of our client’s and other companies' TV commercials using "nominated searches" as an indicator Novasell Analytics (SaaS) enables real- time visualization of the broadcast stations, time slots, programs, and creative materials that worked well Novasell Analytics Novasell Trend
Technology and business organizations are also appointing the next generation of leaders Director and Chairman Yasukane Matsumoto Established the Company in September 2009 after working for A.T. Kearney. Established a business model using the sharing economy to utilize idle assets in the printing industry Joined the Company in April 2014 after working at Mizuho Securities, Carlyle, and DeNA. Specializes in all aspects of financial strategy through extensive experience in financial and investment companies Representative Director, President and Group CEO Yo Nagami Joined the company in August 2014, after working for Marui Group and Take and Give Needs. Specializes in new customer acquisition, especially for TV commercials, and stabilizing the repeat rate through data-driven CRM, oversees not only promotions but also 4P strategies Group CMO / SVP of Novasell Masaki Tabe Joined the Company in October 2017 after working for IBM Japan and DeNA, engaged as CPO and product owner of printing business. Launched the Design Promotion Office in 2020, leading problem-solving design and corporate branding for each business Group CPO / SVP of Design Sota Mizushima Joined the Company in December 2022 after holding key HR leadership positions at several U.S.-based companies, including GE/IBM. She has extensive knowledge in strategic planning and organizational transformation of HR organizations, and oversees HR of the group Group CHRO / SVP of HR Yukiko Shiozaki Joined the company in July 2017, after working for Toyota Motor Corporation. Leading the supply strategy planning for RAKSUL’s BtoB printing platform, BPR for partner factories, new business development, and PMI of M&A partners SVP of Raksul Tatsuru Watanabe Joined the Company in August 2014 after working for Mori Building and DeNA Responsible for the 2018 Mothers listing and all corporate actions over the past few years, leading the planning, design and execution as Chief Administrative Officer Group CAO / SVP of Corporate Shinnosuke Nishida Joined the Company in November 2023 from Goldman Sachs, where he worked as an analyst in the technology industry, and XICA, where he served as CFO. Leading corporate value enhancement with a focus on IR Group CFO / SVP of Finance & Sustainability Masaru Sugiyama Joined the Company in February 2024 after working as General Manager and Head of Data Utilisation in the Media and Entertainment Division at Rakuten Group, and CTO at WealthNavi. Leading the company-wide engineering organization and maximizing group synergies Group CTO / SVP of Technology Supervisory Toshiharu Takeuchi
Long standing career at ORIX Corporation since 1964, previous positions include Representative Executive Officer, Chairman, and CEO • Senior Chairman of ORIX Corporation since 2014 • Joined RAKSUL as Outside Director in October 2019 • Joined Tohmatsu & Co. (currently Deloitte Touche Tohmatsu LLC) in 1997 • Joined Asahi & Co. (currently KPMG AZSA LLC) in 1998 • Joined Makoto Sato Accounting Office in 2013 • Joined RAKSUL as Outside Corporate Auditor in October 2014 • Registered as attorney at law and joined a law firm, Nagashima Ohno & Tsunematsu in 2000 • Temporarily transferred to the Tokyo Stock Exchange, Inc. in 2007 • Established Utsunomiya Law Office in 2011 • Established a law firm, Utsunomiya Shimizu & Haruki, and assumed office as Partner since 2018 • Joined RAKSUL as Outside Corporate Auditor in October 2018 Yoshihiko Miyauchi Outside Director • Joined Corporate Direction, Inc. in 2005 • Joined DeNA Co., Ltd., where he served as a director and executive officer (2009-2017) • Co-Founder of Signifiant Inc., since 2017 • Joined RAKSUL as Outside Director in October 2020 Kenji Kobayashi Outside Director Masahiro Kotosaka Outside Director, Audit & Supervisory Committee member Junko Utsunomiya Outside Director, Audit & Supervisory Committee member Naomi Mori Outside Director, Audit & Supervisory Committee member • United Nations Transitional Authority in Cambodia in 1991 • Managing Director at Goldman Sachs and Co in 1997 • Managing Director at Credit Suisse Securities (Japan) Limited in 2009 • Founded MPower Partners Fund L.P. General Partner in 2021 • Joined RAKSUL as Outside Director in October 2021 • Joined McKinsey & Company, Inc. in 2004 • Associate Professor of College of Business Administration, Ritsumeikan University in 2013 • Associate Fellow at the Foundation France-Japon de L’École des Hautes Études en Sciences Socials in 2015 • Associate Professor at Faculty of Policy Management, Keio University since 2016 • Joined RAKSUL as Outside Corporate Auditor in June 2017 Kumiko Kurosawa Outside Director, Audit & Supervisory Committee member • Joined ChuoAoyama Audit Corporation (later to become MISUZU Audit Corporation) in 2002 • Joined ShinNihon LLC (currently Ernst & Young ShinNihon LLC) in 2007 • Supervisory Board at Japan Organization of Occupational Health and Safety (to present) in 2024 • Joined RAKSUL as Outside Corporate Auditor in October 2024
based on “Current Production Statistics: Paper, Printing, and Plastic” (METI), production volume basis Novelty items Calculated based on Yano Research Institute’s “Gift Market White Paper (2022)”, “Conducted research on the corporate gift market (2024)”, “Conducted research on the character business (2023)”, and Mitsubishi UFJ Research & Consulting’s “Survey results on the domestic creator economy” Promotional media = Offline advertising Total of inserts, DMs, and free magazines from “Advertising Expenditures in Japan” (Dentsu, 2023) Packaging materials Shipment volume of Japan packaging industry 2023 Japan Packaging Institute, paper and cardboard products Software & Marketing TV commercials "Advertising Expenditures in Japan" (Dentsu, 2023) Digital advertising "Advertising Expenditures in Japan" (Dentsu, 2023) Digital signage “Digital Signage Advertising Market Study 2023” (CARTA HOLDINGS) Software “Software Business New Markets 2023” (Fuji Chimera Research Institute) Finance Financial services Calculations based on Yano Research Institute’s “Actual Conditions and Outlook for the Credit Card Market in 2022”, “Actual Conditions and Future Forecasts for the Domestic Cashless Payment Market in 2024”, Bank of Japan’s ”Payment Trends”, and Small and Medium Enterprise Agency’s “Statistics on Small and Medium Enterprises” Digital Market Expansion Corporate cards “Credit Card Market Facts and Outlook 2022” (Yano Research Institute) SaaS for domestic enterprises “Software Business New Markets 2023” (Fuji Chimera Research Institute) Digital advertising "Advertising Expenditures in Japan" (Dentsu, 2023) Printing E-commerce “Conducted a survey on the domestic print mail-order market (2022)” (Yano Research Institute) BtoB E-commerce “Market Survey on Electronic Commerce 2022” (METI) P9 Number of companies/employees in Japan Source: Small and Medium Enterprise Agency, “Number of enterprises, number of regular employees, and total number of employees by prefecture and metropolitan area (private, non-primary industry, 2021)” Small enterprises: 20 or less employees (5 or less for wholesale, retail, and service industries); Medium-sized enterprises: Rubber product manufacturers with capital of JPY 300MM or less or 900 employees or less; other manufacturers, construction, and transportation companies with capital of JPY 300MM or less or 300 employees or less; hospitality companies with capital of JPY 50MM or less or 200 employees or less; wholesale companies with capital of JPY 100MM or less or 100 employees or less; retailers with capital of JPY 50MM or less or 50 employees or less, other industries vary Number of registered enterprise users of Raksul Small enterprises: less than 10 employees; Medium enterprises: less than 500 employees Recognition Survey Results Survey period: June 26, 2024 - July 7, 2024 Survey targets: 18-69 year olds, monthly budget of at least JPY100,000 for printed materials, and those who place orders at least once a year (excluding students, housewives/househusbands, part-timers, and unemployed) - ‘I have the authority to order printed materials or select a printing company for my job’ n=543 - ‘I do not have the authority to make decisions on ordering printed materials or selecting a printing company, but I am involved in the selection process’ n=526 P8
statements. These forward-looking statements were created based on the information available at the time they were created. They do not guarantee our future results and involve certain risks and uncertainties. Please note that actual results may differ materially from those discussed in the forward-looking statements due to changes in environments surrounding Raksul or any other factors. The factors which may affect actual results include but are not limited to: Japanese and global economic conditions, and conditions of markets in which Raksul operates. Raksul is not obligated to update or revise any content of the forward-looking statements within this material, even in cases such as where new information becomes available or future events take place. Information contained within this material on other topics besides Raksul is quoted from published information and other sources. As such, the accuracy, appropriateness, etc. of such information has not been verified, nor do we guarantee them thereof. Contact Us IR Group E-mail: [email protected] IR Information: https://corp.raksul.com/en/
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