MonotaRO Co., Ltd. Masaya Suzuki President & CEO March 2, 2016
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MonotaRO Co., Ltd.Masaya SuzukiPresident & CEO
March 2, 2016
Contents1: About US2: Our Business‐1 Domestic Direct Marketing Business ‐2 Procurement Management Solution Business
for Large Accounts‐3 Oversea Business
3: Our Future
1‐1: About US
Founded in 2000Listed on TSE Mothers in 2006Listed on TSE 1st section in 2009
Locates in Amagasaki, Hyogo
We areselling MRO products to business users through Internet
1‐2: About US /MRO Products-Safety
-Packing, Material handling, Cleaning
-Cutting Tools, Abrasives ,Product Processing Tools
-Hand tools, Power tools, Pneumatics
-Chemicals, Adhesive, Welding
-FA, Mechanical Parts
-Fasteners
-Electrical
-Auto/Cargo Truck Maintenance & Parts
-Motor Bike/Bicycle Maintenance & Parts
-Construction, Painting/Interior
-Air conditioning/Electric Facilities, Piping, Plumbing
-Laboratory
-Office supplies
-Agricultural equipment & supplies
-Kitchen equipment & supplies
-Medical & Nursing equipment & supplies
1‐3: About US/Our Solution for the Current Inefficient Market
Fragmented demand
More cost for process than products
Scale & Aggregationthrough the Internet
Efficient & Simple Purchase Platform
1‐4: About US / Our Differentiation
Most Efficient MRO procurement platform
Big dataCustomerProductTraffic
TechnologySearch EngineData mining
Domestic Direct Marketing Business
Procurement Management Solution for Large Accounts
Overseas Business
FY2015 Result FY2016 PLAN
（Million Yen） Amount Ratio to Sales Amount Ratio to
Sales YonY
Sales 57,563 71,076 +23.5%GrossProfit 17,327 30.1% 21,746 30.6% +25.5%
SGA Exp. 10,239 17.8% 12,446 17.5% +21.5%OperatingIncome 7,087 12.3% 9,300 13.1% +31.2%CurrentIncome 7,120 12.4% 9,295 13.1% +30.5%NetIncome 4,439 7.7% 6,051 8.5% +36.3%
1‐5: About US /2015 Result & 2016 Plan
Contents1: About US2: Our Business‐1 Domestic Direct Marketing Business ‐2 Procurement Management Solution Business
for Large Accounts‐3 Oversea Business
3: Our Future
2‐1‐1:Domestic Direct Marketing-Safety
-Packing, Material handling, Cleaning
-Cutting Tools, Abrasives ,Product Processing Tools
-Hand tools, Power tools, Pneumatics
-Chemicals, Adhesive, Welding
-FA, Mechanical Parts
-Fasteners
-Electrical
-Auto/Cargo Truck Maintenance & Parts
-Motor Bike/Bicycle Maintenance & Parts
-Construction, Painting/Interior
-Air conditioning/Electric Facilities, Piping, Plumbing
-Laboratory
-Office supplies
-Agricultural equipment & supplies
-Kitchen equipment & supplies
-Medical & Nursing equipment & supplies
0
50
100
150
200
250
300
350
0
2,000
4,000
6,000
8,000
10,000
12,000
Product lineup
No. of inventory sku
Product lineup & Inventory2‐1‐2:Domestic Direct Marketing
Product Lineup/Thousand skus Inventory/Thousand skus
2‐1‐3:Domestic Direct MarketingEfficient New Customer Acquisition
9 million products
20 million keywords for SEM
Potential customers’ search
Name recognition
Our Service
0
50
100
150
200
250
300
350
400
450
No. of Customers acquired in a year2‐1‐4:Domestic Direct Marketing
Thousand accounts
2‐1‐5:Domestic Direct MarketingOur Growth Cycle
More Products
More Customers
More TrafficMore Order
Scale↑⇒Convenience↑
Leverage Big Data to search next demand
2‐1‐6:Domestic Direct Marketing
Sophisticated Search Engine
Well targeted promotion
1.8 million customers
9 million products
250,000 SKU Inventory
Private Label Brand products
68,639
0
500
1000
1500
2000
2500
0
10,000
20,000
30,000
40,000
50,000
60,000
70,000
80,000
Sales
No.of Registered customers
2‐1‐7:Domestic Direct Marketing
No. of customer/Thousand accounts Sales/Million Yen
Continuous Growth of Customer Base and Sales
1
1.1
1.2
1.3
1.4
1.5
1.6
1.7
1.8
1.9
2008 2009 2010 2011 2012 2013 2014 2015
Customers registered in 2008Customers registered in 2009Customers registered in 2010Customers registered in 2011Customers registered in 2012Customers registered in 2013Customers registered in 2014Customers registered in 2015
Registered Customers’ Sales Growth History2‐1‐8:Domestic Direct Marketing
31.0%
17.1%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
GP rate SG&A cost rate
Profitability2‐1‐9:Domestic Direct Marketing
Contents1: About US2: Our Business‐1 Domestic Direct Marketing Business ‐2 Procurement Management Solution Business
for Large Accounts‐3 Oversea Business
3: Our Future
2‐2‐1:Procurement Management Solution for Large Accounts
0
20
40
60
80
100
120
Easy to control Difficult to control
Only MonotaRO covers this wide range
We have PRODUCTSPurchase volum
e
Cost saving simulation
2‐2‐2:Procurement Management Solution for Large Accounts
We save customers’ purchase process cost.
Example: No. of purchase orders/month : 1,000Hourly wage of purchase persons : Yen2,500
Before After SaveTime(hour) 2,793 300 ‐2,493
Cost(yen) 6,984,167 750,000 ‐6,234,167
0
50
100
150
200
250
300
0
1,000
2,000
3,000
4,000
5,000
6,000
2010 2011 2012 2013 2014 2015 2016(P)
SalesNo.of companies
2‐2‐3:Procurement Management Solution for Large Accounts
Sales /million Yen No. of companies
Contents1: About US2: Our Business‐1 Domestic Direct Marketing Business ‐2 Procurement Management Solution Business
for Large Accounts‐3 Oversea Business
3: Our Future
2‐3‐1:Overseas Business
We know Website managementEfficient new customer acquisition
Product Lineup developmentSupply chain development
Own Local business business
Advisory business Export business
Navimro(South Korean subsidiary) Sales
0
5,000
10,000
15,000
20,000
25,000
30,000
2013 2014 2015 2016(P)
Million won
2‐3‐2:Overseas Business
Contents1: About US2: Our Business‐1 Domestic Direct Marketing Business ‐2 Procurement Management Solution Business
for Large Accounts‐3 Oversea Business
3: Our Future
Oversea Business
57.5 B yen 100～150 B yen
3‐1: Our Future
DomesticDirect Marketing Business
ProcurementManagement Solution Business
2015 2018〜2020
We value
3‐2: Our Future
“Respect each other”
“Constant small trial for Innovation”
“Innovation based on the results of the trial”
Thank you.
Contact Us
E-mail：[email protected]: 81-6-4869-7190
Cautionary Statement Concerning Forward-looking StatementsThis presentation may include forward-looking statements relating to our future plans, forecasts, objectives, expectations and intentions. Actual results may differ materially, for a wide range of possible reasons. In light of the many risks and uncertainties, you are advised not to put undue reliance on these statements.
IR information: www.monotaro.com/main/ir/english/
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