Uluru Co., Ltd. · TSE:3979

Uluru — FY2024 Earnings Presentation

101 slides from Uluru's earnings presentation, May 14, 2024

Slide 1: Financial Results for the Fourth Quarter and Full Fiscal Year Ended March 31, 2024
Financial Results For the Fourth Quarter and Full Fiscal Year Ended March 31, 2024 Uluru Co., Ltd. Securities Code: 3979 May 14, 2024
Slide 2: Contents
Contents Mid-term Management Plan Review and Executive １ Summary (Quarterly and Full-year) ２ Full-year Consolidated Financial Highlights ３ Quarterly Consolidated Financial Highlights ４ Business Segment Highlights ５ Forecast for the Fiscal Year Ending March 31, 2025 ６ Appendix 1 Copyright 2024© .CO.,
Slide 4: Review of Mid-term Management Plan (Growth Process)
Review of Mid-term Management Plan(Growth Process) ● As a result of the implementation of the Mid-term Management Plan from FY2020 to FY2024 based on the concept of “enhancing corporate value over the medium to long term rather than pursuing short-term profits,” net sales grew 2.6 times compared to
Slide 5: Review of Mid-term Management Plan (Comparison w/ Planned Values)
Review of Mid-term Management Plan(Comparison w/ Planned Values) ● The Five-year Mid-term Management Plan was released in May 2019. Furthermore, the Plan was revised in May 2021 with an upward revision of net sales. ● For FY2024, the final year of the Plan, net sales exceeded the revised Mid-term Ma
Slide 6: Review of Mid-term Management Plan (Evaluation by Segment)
Review of Mid-term Management Plan(Evaluation by Segment) Comparison before/after the Plan (JPY mm) Business Rating FY2019 FY2024 Compar- Details Item （Before Plan） (Final Year) ison • Net sales grew significantly, 2.6 times compared by FY2019, the year before the Plan. Net Sales 2,243 5,937 2.6x ◎
Slide 7: Executive Summary (Quarterly)
Executive Summary(Quarterly) (JPY mm) Net Sales EBITDA・Operating Profit Whole ARR (Quarterly) (Quarterly) (NJSS, fondesk, en-photo) +34.8% YoY 〈 EBITDA 〉〈 Operating Profit 〉 +21.2% YoY 1,822 4,577 +520 YoY +496 YoY 514 460  New quarterly record high due to sales  Record quarterly EBITDA and opera
Slide 8: Executive Summary (Full-year)
Executive Summary(Full-year) (JPY mm) FY2024 JPY mm) Business Rating Achieve- Details Full-year Item Forecast ment Results Rate • Although net sales fell slightly short of the initial forecast, the numerical targets set at Net Sales 6,000 5,937 99.0% the beginning of the fiscal year and in the Mid-t
Slide 10: Business Result Trends
Business Result Trends ● Net sales reached a record high for the eighth consecutive FY since listing and continued to grow by more than 20%. ● EBITDA and operating profit increased significantly due to net sales growth and restrained investment in accordance with the Mid-term Management Plan. Net Sa
Slide 11: Sales Composition
Sales Composition ● SaaS services such as NJSS, nSearch, fondesk, and en-photo are the foundation of growth 1.7% 1.2% 0.7% 0.6% 0.4% 26.8% 25.0% 24.9% 30.6% 33.8% 11.3% 13.6% 14.0% Ratio of SaaS 2.4% 8.7% 7.6% 8.3% 11.5% Net Sales * 11.8% 12.2% 72.6% 54.5% 51.1% 49.6% 49.1% 48.4% FY20/3 FY21/3 FY22/
Slide 12: ARR (Annual Recurring Revenue)
ARR (Annual Recurring Revenue) ● Company-wide ARR, which is the sum of ARR of SaaS such as NJSS, nSearch, fondesk, and en-photo, has already exceeded 4.5 billion yen and is on a growing trend. (JPY mm) ARR： 4,577 ARR：844 ARR：858 ( OurPhotoは含まず) ARR：2,875 (Including nSearch from 1Q of FY24) 1Q 2Q 3Q
Slide 13: Analysis of Increase/Decrease in Operating Profit
Analysis of Increase/Decrease in Operating Profit ● Growth in core businesses such as SaaS services (NJSS, fondesk, en-photo) and BPO led operating profit growth. ● Landed in the black despite large-scale investments that exceeded the previous FY's level to achieve med- to long-term growth. (JPY mm)
Slide 15: Net Sales Trends
Net Sales Trends ● Record-high quarterly net sales were up 34.8% YoY. ● SaaS net sales increased 23.7% YoY due to growth in SaaS such as NJSS, nSearch, fondesk, and en-photo. +34.8% (JPY mm) 1,822 ■ The other sales (OurPhoto・BPO・shufti) ■ SaaS Sales (NJSS・nSearch・fondesk・en-photo) 1,473 627 1,352 1,
Slide 16: Gross Profit Trends
Gross Profit Trends ● Gross profit continued to grow on steady net sales growth. Gross profit margin declined due to large sales growth in BPO, which has a relatively low gross profit margin. ■ Gross Profit (JPY mm) ｰ〇ｰGross Profit Margin (%) 74.7 73.8 72.7 72.2 72.0 72.1 70.2 70.1 70.6 71.1 70.8 70
Slide 17: EBITDA・Operating Profit Trends
EBITDA・ Operating Profit Trends ● Both EBITDA and operating profit increased significantly due to steady net sales growth in each business segment and the restraint of upfront investments that had been made until the previous FY in accordance with the Mid-term Management Plan. EBITDA Operating Profi
Slide 18: Major Expense Trends
Major Expense Trends ● Restrained upfront investment in advertising and system-related outsourcing expenses up until the previous FY, in accordance with the Mid- term Management Plan. ● In 4Q, personnel expenses_COGS increased due to the impact of a large BPO project. In addition, one-time expenses
Slide 19: Employee Status
Employee Status ● In FY2024, recruitment is restrained. Full-time employees: +10 YoY, ▲2 QoQ (Full-timer 213) (Full-timer 206) (Full-timer 211) (Full-timer 201) (Full-timer 206) (# of Employees) 344 346 357 ■ Headquarters (Full-timer 183) 331 338 341 ■ shufti 318 324 42 ■ BPO 301 38 38 40 43 280 37
Slide 20: PL
PL ● Achieved record-high EBITDA by growing net sales and gross profit while restraining SG&A expenses considered as up-front investments. FY24/3 (JPY mm) FY24/3_4Q FY23/3_4Q YoY FY24/3 FY23/3 YoY Forecast Progress Rate Net Sales 1,822 1,352 +34.8% 5,937 4,862 +22.1% 6,000 99.0% NJSS 769 640 +20.2%
Slide 21: Supplement: Impairment Loss on Goodwill
Supplement : Impairment Loss on Goodwill Photo Segment (en-photo + OurPhoto) Performance Trends Background Leading to Impairment Loss Segment Income before 売上高 Net のれん償却前セグメント利益 Amortization of Goodwill セグメント利益 Segment Income Sales • Due to the longer-than-expected loss of OurPhoto, the entire amoun
Slide 24: NJSS｜Sales & EBITDA Trends (Full-year)
NJSS｜Sales & EBITDA Trends (Full-year) ● Steady growth in subscription sales, the foundation of the Company's business, led to a 20.5% increase in net sales YoY. ● Achieved record-high EBITDA due to restrained investment and growth in gross profit in accordance with the Mid-term Management Plan. Sal
Slide 25: NJSS｜Sales & ARR Trends (Quarterly)
NJSS｜Sales & ARR Trends (Quarterly) ● Net sales increased 20.2% YoY (nSearch sales amounted to 20 million yen out of 769 million yen in sales). ARR continued its growth trend: +16.3% YoY. ● Bidding BPO started to contribute to sales in 3Q, and spot sales increased significantly due to net sales grow
Slide 26: NJSS｜Gross Profit Margin & EBITDA Trends (Quarterly)
NJSS｜Gross Profit Margin & EBITDA Trends (Quarterly) ● Improved business processes resulted in a gross profit margin of 92.2%, a higher level than before the Mid-term Management Plan. ● EBITDA increased significantly due to the restraint of controllable investments such as advertising expenses and s
Slide 27: NJSS｜KPI Tree
NJSS｜KPI Tree ● Currently, the priority is to increase net sales by growing the number of fee-paying contracts while controlling LTV. ● In the med-term, aiming for further sales growth in the future by increasing LTV through continuous release of new features, etc. ARPU × LTV Ave. Contract (Life Tim
Slide 28: NJSS｜Fee-paying Contracts Trends (Quarterly)
NJSS｜Fee-paying Contracts Trends (Quarterly) ● Steady increase in the number of NJSS fee-paying contracts, up 16.1% YoY. ● Number of non-consolidated NJSS fee-paying contracts increased 14.8% YoY. ● Growth in the number of nSearch fee-paying contracts has slowed slightly, but the temporary increase
Slide 29: NJSS｜ARPU & Churn Rate Trends (Quarterly)
NJSS｜ARPU & Churn Rate Trends (Quarterly) ● Bidding BPO services were added in 3Q, and upsell accelerated in 4Q, resulting in a large increase in ARPU combined with existing NJSS. ● Churn rate remained stable at a low level, partly due to enhanced customer success. ARPU（nSearch not included） Churn R
Slide 30: NJSS｜LTV Trends (Quarterly)
NJSS｜LTV Trends (Quarterly) ● ARPU and churn rate settled down, and LTV remained at the same level for the past 2 years. 2,337 2,318 (JPY thousand) 2,220 2,255 2,264 2,196 2,189 2,229 2,255 * Incl. Bidding BPO & not incl. nSearch 2,153 2,189 2,208 22 129 ■ LTV_Bidding BPO 1,917 ■ LTV_NJSS 1,748 1,69
Slide 32: fondesk｜Sales & EBITDA Trends (Full-year)
fondesk｜Sales & EBITDA Trends (Full-year) ● Net sales increased 26.3% YoY, driven by continued corporate promotion of DX, etc. ● EBITDA turned positive due to net sales growth and restrained advertising expenses such as mass advertising. Net Sales EBITDA +26.3% 833 (JPY mm) (JPY mm) 269 660 454 280
Slide 33: fondesk｜Sales & EBITDA Trends (Quarterly)
fondesk｜Sales & EBITDA Trends (Quarterly) ● Net sales increased 17.2% YoY due to steady acquisition of fee-paying contracts. ● Despite a steady increase in the number of fee-paying contracts, ARPU declined due to a slight slump in pay-as-you-go revenues, which are difficult to control (see p. 35), a
Slide 34: fondesk｜KPI Tree
fondesk｜KPI Tree ● Continuously improve services to increase the number of fee-paying contracts and reduce the churn rate. ARPU (Monthly sales per case) Net Sales × # of Existing Fee-paying contracts × # of Renewal Rate Fee-paying (1- Churn Rate) contracts + # of New Fee-paying contracts 33 Copyrigh
Slide 35: fondesk｜Fee-paying Contracts Trends (Quarterly)
fondesk｜Fee-paying Contracts Trends (Quarterly) ● The number of fee-paying contracts continued to grow against the backdrop of corporate promotion of DX, up 18.3% YoY. +18.3% 4,794 4,682 (# of Contracts) 4,272 4,469 4,054 3,896 3,718 3,550 3,315 3,105 2,814 2,552 2,230 1,897 1,540 1,017 346 118 168
Slide 36: fondesk｜ARPU・Churn Rate Trends (Quarterly)
fondesk｜ARPU・Churn Rate Trends (Quarterly) ● ARPU increased due to the increase in metered charge revenues from the rate revision implemented in July 2022. ● This pay-as-you-go revenue is difficult for us to control, and it fluctuates slightly from quarter to quarter. ● Average monthly churn rate fo
Slide 38: en-photo｜Sales & EBITDA Trends (Full-year)
en-photo｜Sales & EBITDA Trends (Full-year) ● Despite cooling consumer sentiment due to rising prices, sales of daily photos in kindergartens were firm, and sales of up-sell and cross-sell products were strong, resulting in net sales up 31.2% YoY. ● EBITDA turned profitable due to net sales growth an
Slide 39: en-photo｜Sales & EBITDA Trends (Quarterly)
en-photo ｜Sales & EBITDA Trends (Quarterly) ● Net sales for 4Q grew 46.9% YoY due to a significant increase in sales of graduation albums, a cross-sell product. ● EBITDA turned profitable in 4Q due to higher net sales and lower SG&A expenses. Net Sales EBITDA (JPY mm) (JPY mm) 69 +46.9% 214 28 146 1
Slide 40: en-photo｜KPI Tree
en-photo｜KPI Tree ● Maximize net sales by increasing the number of new contracted kindergartens/nursing schools through referrals, the number of photos uploaded per school, and the unit purchase price by expanding the lineup of photo books, graduation albums, and other products. ● Since the fee for
Slide 41: en-photo｜Contracted Schools and Net Sales per School
en-photo ｜Sales & EBITDA Trends (Quarterly) ● Fee-paying contracts steadily increased. ● Despite cooling consumer sentiment due to rising prices, kindergarten/nursery school sales increased YoY mainly due to significant growth in sales of graduation albums, a cross-sell product. 45,397 ■ # of kinder
Slide 43: OurPhoto｜Photo Shoot Number Trends (Quarterly)
OurPhoto｜Photo Shoot Number Trends (Quarterly) ● Net sales growth in the photo studio industry as a whole, an adjacent field, remained sluggish due to the impact of high prices of commodities and other factors. ● Although the number of photo shoots stalled, down 1.7% YoY due to the impact of the abo
Slide 45: BPO｜Sales & EBITDA Trends (Full-year)
BPO｜Sales & EBITDA Trends (Full-year) ● Net sales reached a record high, up 21.4% YoY, due to strong growth in scanning operations as DX demand increased, as well as sales growth in the BPaaS area, which provides human resources support to SaaS providers. ● EBITDA increased significantly YoY due to
Slide 46: BPO｜Sales & EBITDA Trends (Quarterly)
BPO｜Sales & EBITDA Trends (Quarterly) ● Net sales increased 65.4% YoY, partly due to the impact of large project sales in 4Q, and EBITDA was substantially positive. ● Sales of this large project amounted to 150 million yen in 4Q and are expected to amount to 250 million yen in FY2025. Net Sales EBIT
Slide 48: ULURU｜Sustainability Pages Open to the Public
ULURU｜Sustainability Pages Open to the Public ● Launched the sustainability pages summarizing the social issues that the Company addresses, its value creation process, materiality, and ESG- related initiatives, etc. Sustainability Page URL https://www.uluru.biz/sustainability Main Contents • ESG Dat
Slide 50: Forecast of Consolidated Financial Results for FY2025｜The Whole Company
Forecast of Consolidated Financial Results for FY2025｜The Whole Company ● Net sales are expected to continue to grow over 20% in FY2024. ● EBITDA is set at 1 billion yen, with growth investments centered on human capital investments and advertising expenses. The Whole Company By Segment FY25/3 FY25/
Slide 51: EBITDA・Operating Profit Increase/Decrease (Forecast)
EBITDA・Operating Profit Increase/Decrease (Forecast) ● Investment in human capital and other growth investments such as advertising and system-related outsourcing costs are expected to result in EBITDA of 1.0 billion yen and operating profit of 750 million yen. (JPY mm) +193 ▲12 +7 ▲109 ▲70 Main Exp
Slide 52: Mid- and Long-Term Policies for FY2026 and Thereafter
Mid- and Long-Term Policies for FY2026 and Thereafter ● Aim for continuous net sales and profit increase through disciplined investment in growth, centered on human capital investment, for the purpose of realizing the vision and the mid- to long-term growth of the Company. FY2026 and thereafter Net
Slide 53: Mid- to Long-term Growth Image
Mid- to Long-term Growth Image ● In addition to organic growth in existing businesses, aim for further growth through expansion into peripheral areas utilizing accumulated assets, creation of new businesses, and M&A. 3 Growth through Creation of New Businesses 4 Growth through M&A Growth through cre
Slide 54: Business Strategies
Business Strategies ● To achieve mid- to long-term growth, the Company intends to pursue three specific business strategies. 1a A Growth of Existing Businesses Expansion of the bidding market with NJSS at the core Growth in Peripheral Areas of 2 Existing Businesses 1b B Growth of New Businesses Furt
Slide 55: A. Expansion of the Bidding Market with NJSS at the Core
A . Expansion of the Bidding Market with NJSS at the Core ● With NJSS as the core, the Company will capture a share of the bidding market through the development of peripheral services and database rollout. Bidding Markets for Private Companies New products Avg. Customer Spend Expansion by developin
Slide 56: B. Further Development of fondesk, en-photo, & BPO
B. Further Development of fondesk, en-photo, & BPO • Growth potential in the • Lack of recognition • Growing need for DX in society Current Status & Market kindergarten photo-related market • Room for market development in • Increase in SaaS products in Environment • Photographer shortage becoming a
Slide 57: C. M&A and Creation of New Businesses
C. M&A and Creation of New Businesses ● To accelerate growth with a high probability of success, the Company will proactively pursue M&A and new business creation, prioritizing investment areas. Investment Past Achievements Priority And areas where the Company's unique assets New Mid New Areas can b
Slide 58: Shareholder Return
Shareholder Return ● In FY2024, for the first dividend payment, the Company plans to pay a dividend with a payout ratio of 33.6% of net income attributable to owners of the parent company as a special dividend to shareholders who have supported the Mid-term Management Plan. ● Aiming to increase divi
Slide 59: Capital Allocation Image
Capital Allocation Image ● Investment in human resources, M&A and other investments for mid- to long-term growth while also achieving stable shareholder returns. Future CF EBITDA Aim for 20% growth every Strategic Operating CF fiscal year. Investments/M&A: Approx. 85％・Human capital investment with
Slide 60: Our Vision: Solve the Labor Shortage and Enrich People and Companies
Our Vision Solve the Labor Shortage and Enrich People and Companies Japan is now facing the major social problem of a labor shortage. The problem is worsening every day, with a loss of approximately 16 million workers and 69 trillion yen in the labor force by 2040. In the growth of Japan, we cannot
Slide 62: PL (Full-year / Consolidated)
PL(Full-year / Consolidated) FY24/3 (JPY mm) FY24/3 FY23/3 YoY Forecast Progress Rate Net Sales 5,937 4,862 +22.1％ 6,000 99.0％ Cost of sales 1,689 1,368 +23.5％ - - Gross profit 4,248 3,493 +21.6％ - - SG&A 2,924 3,485 ▲16.1％ - - SG&A margin 49.2％ 71.7％ - - - EBITDA 1,517 105 - 1,500 101.2% EBITDA mar
Slide 63: PL (Quarterly / Consolidated)
PL(Quarterly Cumulative / Consolidated) (JPY mm) FY24/3_4Q FY23/3_4Q YoY FY24/3_3Q QoQ Net Sales 1,822 1,352 +34.8％ 1,473 +23.6％ Cost of sales 596 396 +50.6％ 411 +45.0％ Gross profit 1,225 956 +28.2％ 1,062 +15.4％ SG&A 765 992 ▲22.9％ 727 +5.2％ SG&A margin 42.0％ 73.4％ - 49.4％ - EBITDA 514 ▲6 - 386 +33.
Slide 64: Segment Information (Full-year / Consolidated)
Segment Information (Full-year / Consolidated) The Whole Crowd- Company (JPY mm) NJSS fondesk Photo Other CGS BPO sourcing (Headquarters) Sales 2,874 833 726 0 1,476 26 - EBITDA 1,582 269 70 ▲40 242 ▲10 ▲597 EBITDA margin 55.1% 32.3% 9.7% - 16.5% - - Segment Profit 1,492 268 37 ▲40 187 ▲10 ▲610 Segm
Slide 65: Segment Net Sales / Profit / EBITDA (Quarterly) ①
Segment Net Sales / Segment Profit / Segment EBITDA (Quarterly / Consolidated) ① (JPY mm) FY23/3_4Q FY24/3_1Q FY24/3_2Q FY24/3_3Q FY24/3＿4Q Net Sales 640 672 709 722 769 NJSS Profit 256 323 380 386 401 EBITDA 265 344 401 410 426 Net Sales 180 201 206 214 211 fondesk Profit ▲72 62 61 75 69 EBITDA ▲72
Slide 66: Segment Net Sales / Profit / EBITDA (Quarterly) ②
Segment Net Sales / Segment Profit / Segment EBITDA (Quarterly / Consolidated) ② (JPY mm) FY23/3_4Q FY24/3_1Q FY24/3_2Q FY24/3_3Q FY24/3_4Q Net Sales 364 255 291 326 602 BPO Profit 1 3 25 28 130 EBITDA 11 13 37 44 147 Net Sales 6 6 7 7 5 Crowd-Sourcing Profit 0 ▲4 ▲1 ▲2 ▲2 EBITDA 0 ▲4 ▲1 ▲2 ▲2 Net S
Slide 67: Expense Details (Quarterly/Consolidated)
Expense Details (Quarterly/Consolidated) (JPY mm) FY23/3_4Q FY24/3_1Q FY24/3_2Q FY24/3_3Q FY24/3_4Q Personnel Expenses- *2 174 114 99 102 111 COGS Net Sales Ratio 8.5% 7.7% 7.6% 7.6％ 9.6％ Personnel Expenses- SG&A (incl. recruiting *1 394 372 361 383 *2 392 expenses) Net Sales Ratio 29.2% 28.8% 26.8%
Slide 68: Major Expenses Invested by Business Segment
Major Expenses Invested by Business Segment (JPY mm) FY23/3_4Q FY24/3_1Q FY24/3_2Q FY24/3_3Q FY24/3_4Q Personnel Expenses-COGS 15 15 14 12 ※2 13 153 152 138 151 ※2 161 Personnel Expenses-SG&A (incl. recruiting expenses) NJSS Advertising Expenses 77 56 55 48 38 System-related Outsourcing Expenses 29
Slide 69: BS (Full-year / Consolidated)
BS (Full-year / Consolidated) (JPY mm) FY24/3 FY23/3 YoY Current assets 4,367 2,931 +49.0% Cash and deposits 3,589 2,396 +49.8% Non-current assets 1,684 1,690 ▲0.4% Property, plant and equipment 219 201 +9.1% Intangible assets 685 680 +0.8% Goodwill 225 434 ▲48.0% Investments and other assets 778 80
Slide 70: CF (Full-year / Consolidated)
CF (Full-year / Consolidated) (JPY mm) FY24/3 FY23/3 CF from operating activities 1,474 328 Net profit for the period 1,153 5 before taxes Depreciation 119 68 Amortization of goodwill 73 28 Impairment Loss (Goodwill) 135 - Increase due to contract 115 282 liabilities CF from investing activities ▲44
Slide 71: Changes in Number of Employees by Employment Type
Changes in Number of Employees by Employment Type 346 357 (# of Employees) 338 344 341 331 324 ■ Temporary Employment 318 ■ Permanent Employment 301 280 133 146 262 138 134 132 137 247 124 130 219 222 118 210 106 202 92 192 85 176 164 75 77 72 69 146 65 62 57 51 201 206 207 213 211 194 194 199 174 1
Slide 72: Decrease in Working-age Population
Decrease in Working-age Population ● Due to the declining birthrate and aging population, the working-age population in Japan is expected to decline by 16 million by 2040, resulting in a loss of 69 trillion-yen worth of the labor force. 〈LHS〉〈RHS〉 Total Age 0 to 14 Age 15 to 64 Age 65 & over Ratio
Slide 73: Alternative Candidates for Scarce Labor Force
Alternative Candidates for Scarce Labor Force ● 69 trillion-yen labor force that will have disappeared by 2040 is expected to be replaced by crowd workers, elderly workers, and labor productivity improvement/DX. Complementary Labor Amt. of Compensation/worker Potential Value of Candidate Alternative
Slide 74: Value Creation Process
Value Creation Process ● Under the philosophy and vision of "Be a Company that the World Looks Up to and Supports" and "Solve the Labor Shortage and Enrich People and Companies," the Company develops businesses that leverage our strengths to make a sustainable contribution to society and increase co
Slide 75: CGS Business-bidding information flash service, NJSS
CGS Business-bidding information flash service, “NJSS” ● A service that provide a database of bidding information ordered by public offices and other agencies. ● Hundreds of crowd workers collect information from approx. 8,300 bidding agencies, and the Company builds a database of information on bi
Slide 76: Characteristic of NJSS
Characteristic of NJSS Providing Service with SaaS Model １ Providing a bid/offer database created by utilizing Crowd-Sourcing via the Cloud. It maintains a high gross profit margin. (Gross profit margin: 92.0% in FY2023 & 92.4% in FY2024) Sales are by Subscription ２ Sales are stock-based, consisting
Slide 77: NJSS｜nSearch
NJSS｜nSearch ● On January 4, 2023, we acquired 100% of the outstanding shares of Brainfeed, Inc. which operates nSearch, a bidding information search service, for 270 million yen. The start of revenue attribution in the consolidated financial statements is scheduled for April 1, 2023. Annual sales f
Slide 78: NJSS｜Positioning / Differences & Synergies with nSearch
NJSS｜Positioning / Differences & Synergies with nSearch ● Aiming to maximize the market and expand market share by offering both NJSS and nSearch Positioning Differences and Synergies between nSearch and NJSS Fee (High) nSearch NJSS Synergies Reduce NJSS’ data-collection costs by leveraging nSearch'
Slide 79: NJSS｜NJSS's Potential (How to think of TAM)
NJSS｜NJSS’s Potential（How to think of TAM） ● The number of both NJSS’s and nSearch’s fee-paying contracts combined is approximately 2% of the roughly 400,000 companies that have won bids, and approximately 10% of the roughly 70,000 companies that have unified qualifications for all ministries and ag
Slide 80: NJSS｜Development of Peripheral Services
NJSS｜Development of Peripheral Services ● NJSS was introduced in September 2008 and has grown to become a pillar of our sales. ● Focus on developing peripheral services to further expand the bidding market. Service Start Date Description URL A business support service that enables batch search and m
Slide 81: Customer Journey
Customer Journey ● NJSS and nSearch cover only a part of the bidding business processes, and peripheral services covering other processes are also being developed. ● Also, utilizing the NJSS database, the Company is developing services for local governments. Market Analysis Bidding Service Project I
Slide 82: Bidding Market Overview
Bidding Market Overview Bidding Market Trends Ratio of Industries ● Stable market worth over 25 trillion yen per year * ● Construction, civil engineering, and other construction projects accounted for about 40% in terms of value. ● Orders other than construction, such as goods and ■ For non-SMEs ■ F
Slide 83: NJSS｜MRR
NJSS｜MRR +16.3% *Change in the 235 237 239 calculation method 229 230 232 233 224 227 217 221 213 (JPY mm) 203 205 195 197 199 192 194 187 189 181 184 179 Apr. May Jun. Jul. Aug. Sep. Oct. Nov. Dec. Jan. Feb. Mar. Apr. May Jun. Jul. Aug. Sep. Oct. Nov. Dec. Jan. Feb. Mar. 2022 2023 2024 * MRR (Month
Slide 84: CGS Business- fondesk
CGS Business- fondesk ● “A smart phone answering service starting at 10,000 yen per month.” ● Crowd workers receive incoming calls on behalf of the company and relay the messages via chat tools such as Slack, Chatwork, and Microsoft Teams. 83 Copyright 2024© .CO.,LTD. All rights reserved.
Slide 85: fondesk｜Positioning / Strengths
fondesk ｜Positioning / Strengths ● By having a human operator answer the phone, it is possible to provide services that match the needs of customers, which is difficult to do with an automated voice response system, and the simple service design makes the price competitive. ● In addition, by leverag
Slide 86: fondesk｜Market Environment
fondesk｜Market Environment ● The COVID-19 pandemic (2020-2023) greatly expanded demand for teleworking. ● Following the transition to the category V infectious diseases of the novel coronavirus infection, companies are now following the trend toward a DX approach. Total Addressable Market（TAM） Surve
Slide 87: CGS Business-en-photo
CGS Business-en-photo ● A photo sales system that drastically reduces time and effort of kindergartens, nursery schools, and parents. ● Providing added value by arranging for a crowd worker/photographer at kindergarten events. 86 Copyright 2024© .CO.,LTD. All rights reserved.
Slide 88: en-photo｜en-photo's Potential (How to think of TAM)
en-photo｜en-photo’s Potential（How to think of TAM） ● Many public preschools have yet to introduce ICT tools, leaving ample room for growth. ● Not currently included in possible TAMs but may be expanded to include kids' sports clubs in the future. TAM # of Facilities 135,328 # of Students 22,605,914
Slide 89: CGS Business-OurPhoto
CGS Business-“OurPhoto” ● The on-site photography matching service OurPhoto. ● About 2,000 registered photographers and clients who want to preserve their memories in photographs are matched on the OurPhoto website. OurPhoto deducts the commission from the shooting fee and pays the photographer. 1.
Slide 90: BPO Business
BPO Business ● The Company is entrusted with non-core operations of our client companies and provide solutions by utilizing domestic and overseas partner companies and crowd workers. ● The Company has particular strengths in scanning and data entry to digitize paper-based information. 89 Copyright 2
Slide 91: Crowd-Sourcing Business
Crowd-Sourcing Business ● shufti, a crowd-sourcing platform matches client companies which want to request work with crowd workers who want to work without restrictions on time and location. ● It has over 460,000 registered crowd workers (as of March 31, 2024). 90 Copyright 2024© .CO.,LTD. All right
Slide 92: ULURU｜Our Approach to ESG
ULURU｜Our Approach to ESG ● Numerous initiatives to solve social issues such as improving administrative efficiency, providing work opportunities, and making strides in women's advancement ● Multiple award winners for services that contribute to society. Examples Awards Received for Social Contribut
Slide 93: ULURU｜Proactive IR Activities
ULURU｜Proactive IR Activities ● Actively conduct IR activities for institutional and individual investors to carefully explain the Company's growth potential and engage in constructive dialogue. ● Continuously disseminate useful IR information using IT tools such as X (formerly Twitter), Note, Peing
Slide 94: Starting Shareholder Benefits
Starting Shareholder Benefits ● Started a shareholder benefit program offering a 3,000-yen discount coupon for OurPhoto for the purpose of returning profits to shareholders and marketing OurPhoto. ● Shareholders who hold one unit (100 shares) or more of the Company's stock as of the reference date o
Slide 95: Shareholder Composition
Shareholder Composition ■ No. of Shares & Shareholders (As of Mar. 30,2024) ■Major Shareholders(Based on shareholder registry as of September 30, 2023; shareholding ratios are rounded down to two decimal places.) Total Number of Authorized Shares 11,199,200 Total Number of Issued Rank Name # of Shar
Slide 96: Share Price Trend
Share Price Trend Public Offering Price 1,500yen FY20/3 FY21/3 FY22/3 FY23/3 FY24/3 First Quotation 1,665yen(03/16/2017) PSR 1.5 4.1 2.3 2.8 1.9 All-time High 2,800yen(06/01/2017) PER - 317.9 - - 15.7 All-time Low 458.5yen(03/23/2020) * Calculated using the stock price on the closing date ■ Share Pr
Slide 97: Origin of Our Company Name
Origin of Our Company Name The world's largest monolith called "Uluru (Ayers Rock)" is located in the center of Australia. It is considered a sacred place by the Aboriginals, the indigenous people of Australia. When Tomoya Hoshi, the CEO of our company, traveled to Australia at the age of 20, he was
Slide 98: Management Team
Management Team Director President Vise President Director Director Director Director Tomoya Hoshi President ULURU BPO.CO.,LTD. CISO Chief Culture Officer Co-CFO (Govtech Business* 1) Yuhei Okeyama Yosuke Nagaya Shinsuke Kobayashi Hirokazu Kondo Takahiko Watanabe Outside Directors・Auditors・Outside A
Slide 99: Skills Matrix for Directors and Auditors
Skills Matrix for Directors and Auditors ● A team of executives with optimal and well-balanced skill sets to achieve our mission of "Solve the Labor Shortage and Enrich People and Companies.” Business Organization, HR, Inde- Strategy, General Finance and Human Legal and Name Title pendent Marketing,
Slide 100: Glossary of Terms
Glossary of Terms Acronym of Crowd Generated Service which was coined internally. It refers to a service/services Abbreviation of Lifetime Value. It is a calculation of how much one person, or one customer of a CGS created by utilizing crowd workers. In addition to our signature CGS, NJSS, a bidding
Slide 101: Notes
Notes Fractions in this report are rounded down (or rounded off in the case of %) in principle. The materials and information provided in this announcement include so-called "forward-looking statements". These are based on current expectations, forecasts and assumptions that are subject to risks and

Uluru — FY2024 Earnings Presentation on 6ix

Uluru — FY2024 Earnings Presentation

Slide 1: Financial Results for the Fourth Quarter and Full Fiscal Year Ended March 31, 2024

Slide 2: Contents

Slide 3: Mid-term Management Plan Review and Executive Summary

Slide 4: Review of Mid-term Management Plan (Growth Process)

Slide 5: Review of Mid-term Management Plan (Comparison w/ Planned Values)

Slide 6: Review of Mid-term Management Plan (Evaluation by Segment)

Slide 7: Executive Summary (Quarterly)

Slide 8: Executive Summary (Full-year)

Slide 9: Full-year Consolidated Financial Highlights

Slide 10: Business Result Trends

Slide 11: Sales Composition

Slide 12: ARR (Annual Recurring Revenue)

Slide 13: Analysis of Increase/Decrease in Operating Profit

Slide 14: Quarterly Consolidated Financial Highlights

Slide 15: Net Sales Trends

Slide 16: Gross Profit Trends

Slide 17: EBITDA・Operating Profit Trends

Slide 18: Major Expense Trends

Slide 19: Employee Status

Slide 20: PL

Slide 21: Supplement: Impairment Loss on Goodwill

Slide 22: Business Segment Highlights

Slide 23: NJSS

Slide 24: NJSS｜Sales & EBITDA Trends (Full-year)

Slide 25: NJSS｜Sales & ARR Trends (Quarterly)

Slide 26: NJSS｜Gross Profit Margin & EBITDA Trends (Quarterly)

Slide 27: NJSS｜KPI Tree

Slide 28: NJSS｜Fee-paying Contracts Trends (Quarterly)

Slide 29: NJSS｜ARPU & Churn Rate Trends (Quarterly)

Slide 30: NJSS｜LTV Trends (Quarterly)

Slide 31: fondesk

Slide 32: fondesk｜Sales & EBITDA Trends (Full-year)

Slide 33: fondesk｜Sales & EBITDA Trends (Quarterly)

Slide 34: fondesk｜KPI Tree

Slide 35: fondesk｜Fee-paying Contracts Trends (Quarterly)

Slide 36: fondesk｜ARPU・Churn Rate Trends (Quarterly)

Slide 37: en-photo

Slide 38: en-photo｜Sales & EBITDA Trends (Full-year)

Slide 39: en-photo｜Sales & EBITDA Trends (Quarterly)

Slide 40: en-photo｜KPI Tree

Slide 41: en-photo｜Contracted Schools and Net Sales per School

Slide 42: OurPhoto

Slide 43: OurPhoto｜Photo Shoot Number Trends (Quarterly)

Slide 44: BPO

Slide 45: BPO｜Sales & EBITDA Trends (Full-year)

Slide 46: BPO｜Sales & EBITDA Trends (Quarterly)

Slide 47: Corporate Headquarters

Slide 48: ULURU｜Sustainability Pages Open to the Public

Slide 49: Forecast for the Fiscal Year Ending March 31, 2025

Slide 50: Forecast of Consolidated Financial Results for FY2025｜The Whole Company

Slide 51: EBITDA・Operating Profit Increase/Decrease (Forecast)

Slide 52: Mid- and Long-Term Policies for FY2026 and Thereafter

Slide 53: Mid- to Long-term Growth Image

Slide 54: Business Strategies

Slide 55: A. Expansion of the Bidding Market with NJSS at the Core

Slide 56: B. Further Development of fondesk, en-photo, & BPO

Slide 57: C. M&A and Creation of New Businesses

Slide 58: Shareholder Return

Slide 59: Capital Allocation Image

Slide 60: Our Vision: Solve the Labor Shortage and Enrich People and Companies

Slide 61: Appendix

Slide 62: PL (Full-year / Consolidated)

Slide 63: PL (Quarterly / Consolidated)

Slide 64: Segment Information (Full-year / Consolidated)

Slide 65: Segment Net Sales / Profit / EBITDA (Quarterly) ①

Slide 66: Segment Net Sales / Profit / EBITDA (Quarterly) ②

Slide 67: Expense Details (Quarterly/Consolidated)

Slide 68: Major Expenses Invested by Business Segment

Slide 69: BS (Full-year / Consolidated)

Slide 70: CF (Full-year / Consolidated)

Slide 71: Changes in Number of Employees by Employment Type

Slide 72: Decrease in Working-age Population

Slide 73: Alternative Candidates for Scarce Labor Force

Slide 74: Value Creation Process

Slide 75: CGS Business-bidding information flash service, NJSS

Slide 76: Characteristic of NJSS

Slide 77: NJSS｜nSearch

Slide 78: NJSS｜Positioning / Differences & Synergies with nSearch

Slide 79: NJSS｜NJSS's Potential (How to think of TAM)