Investor Relations Presentation -...
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Investor Relations Presentation Zhaopin Limited
November 13, 2014
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This presentation contains forward-looking statements made under the “safe harbor” provisions of Section 21E of the Securities Exchange Act of 1934, as amended, and the U.S. Private Securities Litigation Reform Act of 1995. These forward-looking statements can be identified by terminology such as “will,” “expects,” “anticipates,” “future,” “intends,” “plans,” “believes,” “estimates,” “confident” and similar statements. Zhaopin may also make written or oral forward-looking statements in its reports filed with or furnished to the U.S. Securities and Exchange Commission, in its annual report to shareholders, in presentations and other written materials and in oral statements made by its officers, directors or employees to third parties. Any statements that are not historical facts, including statements about Zhaopin’s beliefs and expectations, are forward-looking statements that involve factors, risks and uncertainties that could cause actual results to differ materially from those in the forward-looking statements. Such factors and risks include, but not limited to the following: Zhaopin’s goals and strategies; its future business development, financial condition and results of operations; its ability to retain and grow its user and customer base for its online career platform; the growth of, and trends in, the markets for its services in China; the demand for and market acceptance of its brand and services; competition in its industry in China; its ability to maintain the network infrastructure necessary to operate its website and mobile applications; relevant government policies and regulations relating to the corporate structure, business and industry; and its ability to protect its users' information and adequately address privacy concerns.
Further information regarding these and other risks, uncertainties or factors is included in the Company's filings with the U.S. Securities and Exchange Commission. All information provided in this presentation is current as of the date of the presentation, and Zhaopin does not undertake any obligation to update such information, except as required under applicable law.
Safe Harbor Statement and Disclaimer
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Executive Summary Page 3
Business Overview Page 4-5
Investment Highlights Page 6-10
Key Financials and Operational Metrics Page 11-16
Growth Strategy Page 17-19
Table of Contents
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Executive Summary
FY15 Q1 Results Highlights • Accelerated growth: total revenues ~23% YoY, net income increased
~27% YoY • Solid profitability: gross margin at ~93%, net margin at ~21% • Strong cash position: RMB1.5 billion
Key Drivers of Result
• Number of unique customers for FY15 Q1 was 264,978, representing ~28% YoY growth
• Continued penetration into low tier cities and expansion of SME customer base
• Market leadership in job seeker traffic (i.e. average daily unique visitors)
• Moderated decline in ARPU
Recent Developments • Southern China call center opened in Suzhou in October— will provide a highly cost-effective way to penetrate into lower-tier cities. • Prudent Capital Management: Zhaopin has reduced interest costs by
paying down a portion of its bank loans with surplus cash.
No. of Unique
Customers
+28% yoy Total Revenues
+23% yoy
Net Income
+27% yoy
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Overview of Zhaopin’s business and marketplace
Zhaopin engages white-collar users throughout their career lifecycle
Graduation Campus recruitment
xiaoyuan.zhaopin.com
Change job White collar recruitment
www.zhaopin.com
Career advancement High-end
Recruitment www.highpin.cn
Skills and personality assessment Assessment and testing services
ceping.zhaopin.com
Continuous education Vocational learning
and training edu.zhaopin.com
Complementary service offerings across the entire career lifecycle of our users
Jobseekers Employers Best search and matching experience
Core online recruitment platform
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Zhaopin – China’s leading career platform
Source: iResearch Public Data, iResearch Survey Note: 1) Simple average number of daily unique visitors each month in FY2014. 2) Average of monthly visits per user throughout FY2014. 3) According to iResearch Survey for CY2013. 4) As of September 30, 2014, including CJOL data. 5) For the fiscal year ended June 30, 2014., including CJOL data.
Zhaopin is a leading career platform in China which connects users with relevant job opportunities throughout their career lifecycle
Average daily unique visitors(1)
(in millions)
A large user and employer platform
Unique customers(5):
335,168 Job postings(5):
18.1mn
Registered users(4):
92.4mn Completed resumes(4):
68.8mn
Average monthly visits per user(2)
“Most frequently used job-search website in China” (3)
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(frequency)
Source: Company data.
Key Investment Highlights
Nationwide sales and customer services network & large and diversified customer base
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Evolving career platform exposed to a large and growing addressable market
1
Backed by a leading strategic investor and new IPO investors
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Market leading career platform and highly recognized brand
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Zhaopin is underpenetrated and exposed to a large, growing market opportunity across job seekers and employers
Zhaopin registered users vs. China online job seekers Zhaopin unique employers vs. China online employers
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(in millions) (in millions)
Source: Company data and iResearch Survey Notes: (1) # of online job seekers in China. (2) # of online employers in China. (3) Zhaopin’s number of registered users as of December 31, 2013.(Zhaopin standalone data) (4) Zhaopin’s number of unique employers for the 12 months ended December 31, 2013. (Zhaopin standalone data)
Multiplier effect on the number of placements as a result of increase in job changes per user
Under-penetrated and growing user(1) base … …and employer base(2)
Penetration
=71.3% Penetration
=13.5%
(3)
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Oct 2013 1st 2nd 5th
Nov 2013 1st 2nd 5th
Dec 2013 1st 2nd 5th
Jan 2014 1st 2nd 6th
Feb 2014 1st 2nd 7th
Mar 2014 1st 2nd 8th
Apr 2014 1st 2nd 7th
May 2014 1st 2nd 7th
Jun 2014 1st 2nd 7th
Jul 2014 1st 2nd 7th
Aug 2014 1st 2nd 6th
Sep 2014 1st 2nd 5th
Market leader focused on recruitment and career related services
Players that focus exclusively on recruitment and career-related services
High-end niche recruitment websites
Does not provide full suite of recruitment and career-related services
Professional networking websites
Student-focused niche websites
General websites which offer recruitment as part of their services
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Source: iResearch Public Data.
Based on job seeker metrics, Zhaopin is consistently the market leader focused on recruitment and career-related services
Ranking by average daily unique visitors
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Extensive nationwide network leading to a strong and diversified customer base
Our nationwide sales footprint enables us to develop business relationships with customers in targeted local markets and industry verticals
Cities with online coverage only Cities with online and newspaper City with online and centralized call center Regions covered by centralized call center
Shanghai
Chongqing
Chengdu
Changsha
Wuhan
Xian
Fuzhou Xiamen
Shenzhen Guangzhou
Hangzhou
Suzhou Hefei
Zhengzhou
Dalian Shijiazhuang Tianjin
Beijing
Jinan Qingdao
Shenyang More than 2,400 sales and account management representatives in 33 regional offices nationwide
Taiyuan
Haerbin
Nanjing
Kunming
Ningbo
Wuxi
Changchun Jilin
Nanchang Guiyang
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Real estate
Automotive
Consumer / retail
Technology
Financial services
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*
* Numbers are calculated as of end of September.
Strong shareholder support from SEEK & other new shareholders
SEEK is a global online employment business
Largest global online employment marketplace by earnings and market cap
Operations in 14 countries
Strong growth track record (FY10 to FY14) − Revenue CAGR = 34% − EBITDA CAGR = 50%
Total shareholder returns (“TSR”) at c.7 times S&P/ASX 200(1) since SEEK’s IPO in April 2005
Source: Seek public filings, Seek website, CIA world Factbook and Internet World Stats
Note: 1) Total shareholder returns include dividends and share price appreciation to 31 October, 2014
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New Shareholders since the IPO
Apax Partners came in as the Concurrent Private Placement investor
Other new shareholders include leading institutional investors across U.S., Europe, Asia and Australia markets
Zhaopin is currently covered by Credit Suisse & UBS
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Strong Q1 result with total revenues and net revenues growth of 22.6% and 24.0% YoY, respectively
Total revenues FY2015 Q1 revenue breakdown (RMB million)
Net revenues
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(RMB million)
Source: Company data.
Assessment Services
Online recruitment services revenues Number of unique customers and ARPU
(RMB million) (Average Revenue per Customer ("ARPU") in RMB)
Acceleration of online revenue with growth of 23.2% YoY driven by growth in unique customers
• Faster growth in online recruitment services revenues primarily driven by strong growth in customer volume, which is a reflection of our strategic focus on growing expansion of SME base and further penetrating in lower tier cities.
• ARPU decline mainly due to change in customer mix as we acquired more SMEs who typically purchased introductory, lower-priced products.
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Source: Company data.
No. of unique customers('000) ARPU
Strong growth in campus and assessment services
Campus recruitment services Assessment services
Other human resources related services
(RMB million) (RMB million)
(RMB million)
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Strong profitability despite a focus on re-investment to grow Zhaopin’s market share
Operating expenses (unaudited)
Operating profit and margin (unaudited)
(RMB million)
(RMB million)
(RMB million)
* All quarters refer to fiscal quarters. Zhaopin’s fiscal year refers to the 12 months ended June 30. ** Reported net profits for FY13 Q3 and Q4 included withholding taxes associated with cash dividends by a subsidiary to Zhaopin Ltd. in an amount of RMB12.5 million and RMB 9.9 million respectively. Excluding such taxes, the net profits and net margins would be RMB 35.8m and 16.8% for FY13 Q3 and RMB47.5m and 20.4% for FY13 Q4, respectively. ***Excluding the one-time tax expense of RMB4.8 million arising from the ownership change of a consolidated affiliated entity, our net profit and net margin for FY15, 1Q would have been RMB64.7 million
and 22.4%, respectively.
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Net profit and margin (unaudited)
(RMB million)
1
Gross profit and margin (unaudited)
49.645.2
23.3
37.647.2
40.5 43.4
55.5 59.9
25.0%20.3%
10.9%16.2%
20.3%14.4% 16.5%
19.9% 20.7%
13 Q1 13 Q2 13 Q3 ** 13 Q4 ** 14 Q1 14 Q2 14 Q3 14 Q4 15 Q1***
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Source: Company data. All quarterly margins are calculated as a % of quarterly net revenue.
Growing deferred revenue balance supports revenue growth in future periods and strong cash balance positions Zhaopin for investment opportunities
Deferred revenue Cash balance*
(As of fiscal year-end )
(RMB million)
• Including restricted cash, time deposits and restricted time deposits.
** Q1 FY15 cash balance dropped because the company used surplus cash to pay down a tranche of debt of higher interest.
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Source: Company data.
(As of quarter-end )
(RMB million)
(As of fiscal year-end )
(RMB million) (As of quarter-end )
(RMB million)
**
Healthy growth in key operating metrics*
No. of Registered Users No. of Completed Resumes
No. of Job Postings (in million)
Average Daily Unique Visitors (in million)
1.4 1.8 2.2 2.0 2.1
FY2012 FY2013 FY2014 FY14Q1 FY15Q1
* Includes CJOL’s metrics for the four months ended June 30, 2013 and for the fiscal year ended and as of June 30, 2014, when both Zhaopin Ltd. and CJOL were under common control of SEEK 16
(As of fiscal year-end / quarter-end)
(in million)
(As of fiscal year-end / quarter-end)
( in million)
Source: Company data.
Our vision and strategy going forward
Our vision is to connect the largest number of users with
career opportunities throughout their career lifecycle
Attract and retain more users and customers through branding and enhanced user experience
Leverage our core platform to expand into adjacent product offerings
Continue to pursue our mobile strategies
Pursue strategic investment and acquisition opportunities
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Continue to strengthen our core online recruiting business
1 2
3 4
Geographic expansion Expand to areas outside of tier-
one and tier-two cities to over 100 cities
Cooperation with local government
SME customer base growth Increase the number of SMEs with
products like Zhilian iPin Design special product package for
SMEs like YiPin
Customer retention and loyalty Further build brand loyalty and
increase repeat usage of our website by providing key account services
Customer lifecycle engagement ("Moment of Truth")
Targeted industries penetration Acquire new customers from key
industry verticals where we are already well established, such as real estate, finance, high-tech, and automotive
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White-collar Higher end White-collar College
Learning
Recruiting
Assessment
Leverage our core platform to expand into adjacent product offerings
智 联 培 训
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(Corporate Training) edu.zhaopin.com
(Campus Recruitment) xiaoyuan.zhaopin.com
(High-End Recruitment) www.highpin.cn
(Candidate Assessment Service) ceping.zhaopin.com