MonotaRO Co., Ltd. · 2017. 6. 15. · -Kitchen equipment & supplies (May 2014-)-Agricultural...
Transcript of MonotaRO Co., Ltd. · 2017. 6. 15. · -Kitchen equipment & supplies (May 2014-)-Agricultural...
MonotaRO Co., Ltd.Masaya SuzukiPresident & CEO
February 28, 2017
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Contents
1: About US
2: Our Business
-1 Domestic Direct Marketing Business
-2 Procurement Management Solution Business
for Large Accounts
-3 Oversea Business
3: Appendix
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1-1: About US
• Founded in 2000
• Listed on TSE Mothers in 2006
• Listed on TSE 1st section in 2009
• Head office is located in Amagasaki, Hyogo
• New distribution center starts in Ibaragi Pref.
• Selling Indirect Material (Maintainace, Repair,
and Operation) products to business users
through Internet
• Major shareholder: W. W. Grainger, Inc. 50.46%
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Overview
-Safety
-Packing, Material handling, Cleaning
-Cutting Tools, Abrasives
-Measuring & Surveying tools
-Hand tools, Power tools, Pneumatics
-Chemicals, Adhesive, Welding
-Hydraulics, Pneumatics, Hose
-Bearing, Mechanical Parts, Caster
-Electrical
-Construction, Painting/Interior
-Air conditioning/Electric Facilities, Piping, Plumbing
-Fasteners
-Auto/Cargo Truck Maintenance & Parts (May 2008-)
-Motor Bike/Bicycle Maintenance & Parts
-Laboratory (Oct. 2010-)
-Kitchen equipment & supplies (May 2014-)
-Agricultural equipment & supplies (May 2014-)
-Medical & Nursing care equipment & supplies
(May 2015-)
-Office supplies
1-2: About US
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MRO Product Categories
1-3: About US
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Million JPY
• Consolidated basis including Domestic Direct Marketing Business, Procurement Management Solution Business for Large Accounts,Royalties, and Oversea Business
Our Progress of Growth
1-4: About US
Fragmented demand
More cost for process than
products
Scale & Aggregationthrough the Internet
Efficient & Simple Purchase Platform
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Factory
QuoteQuoteQuote
QuoteQuotePurchaseOrder
QuoteQuoteAccountingRecord
QuoteQuoteSettlement
Our Solution for the Current Inefficient Market
AutomobileMaintenanceFactory/Shop
ConstructionSite
1-5: About US
Most Efficient MRO procurement platform
Big dataCustomerProductTraffic
TechnologySearch EngineData mining
Domestic Direct Marketing Business
Procurement Management Solution
for Large AccountsOverseas Business
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SupplyChain
NB/PB
Scale Scale Advanced
Our Differentiation
Contents
1: About US
2: Our Business
-1 Domestic Direct Marketing Business
-2 Procurement Management Solution Business
for Large Accounts
-3 Oversea Business
3: Appendix
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2-1-1:Domestic Direct Marketing
No. of customer/Thousand accounts Sales/Million Yen
Continuous Growth of Customer Base and Sales
9• Non-consolidated basis including Domestic Direct Marketing Business, Procurement Management Solution Business for Large
Accounts, and Royalties
2-1-2:Domestic Direct MarketingOur Growth Cycle
More Products
More Customers
More TrafficMore Order
Scale↑⇒Convenience↑
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10 million
2.2 million JPY 80 billion Sales
2-1-3:Domestic Direct Marketing
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-Safety
-Packing, Material handling, Cleaning
-Cutting Tools, Abrasives
-Measuring & Surveying tools
-Hand tools, Power tools, Pneumatics
-Chemicals, Adhesive, Welding
-Hydraulics, Pneumatics, Hose
-Bearing, Mechanical Parts, Caster
-Electrical
-Construction, Painting/Interior
-Air conditioning/Electric Facilities, Piping, Plumbing
-Fasteners
-Auto/Cargo Truck Maintenance & Parts (May 2008-)
-Motor Bike/Bicycle Maintenance & Parts
-Laboratory (Oct. 2010-)
-Kitchen equipment & supplies (May 2014-)
-Agricultural equipment & supplies (May 2014-)
-Medical & Nursing care equipment & supplies
(May 2015-)
-Office supplies
MRO Product Categories
Product lineup & Inventory2-1-4:Domestic Direct Marketing
Product Lineup/Thousand skus Inventory/Thousand skus
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10,000
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2-1-5:Domestic Direct MarketingEfficient New Customer Acquisition
10 million products
Potential customers’ search
Our Service13
Expandingnumber of keywords for SEM
Namerecognition
Number of Customers acquired in a year2-1-6:Domestic Direct Marketing
Thousand accounts
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Leverage Big Data to search next demand2-1-7:Domestic Direct Marketing
Sophisticated Search Engine
Well targeted promotion
2.2 million customers
10 million products
298,000 SKU Inventory
Private Label Brand products
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“Monotaro” “Otokomae Monotaro” “Osaka Spirits”
NB Quality at
Lower PriceOne-up in Quality
Seeking Lower
Price
Expanding Private Label Brand Products2-1-8:Domestic Direct Marketing
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Catalog for PB “Cost-cut Catalog Vol. 4” issued in June 2016
Containing about 13,000 skus of PB products selected
No. of Private Label Brand skusThousand
2-1-9:Domestic Direct MarketingNew Distribution Center in Kasama, Ibaraki Pref.
Exterior view of Kasama DC (Jan. 2017)
• Construction completed on February 7• Operations to start late March• Automated operations to realize higher productivity (improving
picking operation by self-directed delivery robots)• With Amagasaki DC and Kasama DC, MonotaRO capable to
handle shipments up to 150 billion sales
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Amagasaki,Current distribution center
Kasama,New distribution center
Tokyo
Within 100km from downtown Tokyo
Location of Kasama DC
2-1-10:Domestic Direct MarketingSG&A Expense related to Distribution Operation
• In preparing for Kasama DC in 1st
Half, 2017, incurring higher costs related to distribution operation
• Kasama DC’s higher productivity enables to lower Labor & Outsourcing Expenses in 2nd Half, 2017, and thus Sales ratio of distribution cost to be lowered to 5.4%
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Launch ofOperation at Kasama DC
Sales Ratio of Cost of SG&A Expense
related Distribution Operation
Self-directed
Delivery Robot
写真追加
Inside view of
Kasama DC
Contents
1: About US
2: Our Business
-1 Domestic Direct Marketing Business
-2 Procurement Management Solution Business
for Large Accounts
-3 Oversea Business
3: Appendix
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2-2-1:Procurement Management Solution for Large Accounts
Sales /billion Yen No. of companies
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Sales and Number of Companies
Scattered procurements & difficult to administrate at HQ
Flexible procurement with centralized administration at HQ
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Retailer Retailer Retailer
HQ HQ
Factory
No detailed
information for MRO Procurement
Detailed information for
MRO Procurement
FactoryFactory
Order
Invoice
Sales Person
Retailer
Factory
Order
Invoice
Sales Person
Factory
Order
Invoice
Sales Person
Factory
Order
Invoice
Sales Person
Factory Factory
SystemOrder Order
Invoice
Payment Payment PaymentPayment
Order
Payment
2-2-2:Procurement Management Solution for Large AccountsConvenience MonotaRO Provides with
Contents
1: About US
2: Our Business
-1 Domestic Direct Marketing Business
-2 Procurement Management Solution Business
for Large Accounts
-3 Oversea Business
3: Appendix
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2-3-1:Overseas Business
We know website management
Efficient new customer acquisition
Product lineup developmentSupply chain development
Own Local business business
Advisory business Export business
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NaviMRO Sales(South Korea)
2-3-2:Overseas Business
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0
5,000
10,000
15,000
20,000
25,000
30,000
35,000
40,000
2013 2014 2015 2016 2017 (Plan)
0
5,000
10,000
15,000
20,000
25,000
30,000
2016 2017 (Plan)
MONOTARO INDONESIA Sales
Million Won Million IDR
• Planning to reach break-even on a single month basis in latter half in 2017 and exceed annual break-even in 2018
• Consolidated in 4th Quarter, FY2016
Contents
1: About US
2: Our Business
-1 Domestic Direct Marketing Business
-2 Procurement Management Solution Business
for Large Accounts
-3 Oversea Business
3: Appendix
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Appendix 1:
FY2016 Result FY2017 Plan
million AmountRatio to
SalesAmount Ratio to Sales YonY
Sales 69,647 84,239 +21.0%
Gross Profit 21,895 31.4% 26,182 31.1% +19.6%
SGA Expense 12,401 17.8% 14,585 17.3% +17.6%
OperatingIncome 9,493 13.6% 11,596 13.8% +22.2%
CurrentIncome 9,514 13.7% 11,607 13.8% +22.0%
Net Income 6,349 9.1% 7,840 9.3% +23.5%
Net Income attributable to owners of the parent
6,368 9.1% 7,934 9.4% +24.6%
26※ MONOTARO INDONESIA consolidated since the beginning of 4th Quarter
2016 Result & 2017 Plan
Appendix 2:
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Gross Profit and SG&A Expense Ratios to Sales
• Consolidated basis
※ Charges of credit card payment to be reported asCost of Sales from FY 2017 (-0.4 point /sales)
Registered Customers’ Sales Growth HistoryAppendix 3:
1.00
1.10
1.20
1.30
1.40
1.50
1.60
1.70
1.80
1.90
2.00
2008 2009 2010 2011 2012 2013 2014 2015 2016
Purchase growth of customers registered in 2008Purchase growth of customers registered in 2009Purchase growth of customers registered in 2010Purchase growth of customers registered in 2011Purchase growth of customers registered in 2012Purchase growth of customers registered in 2013Purchase growth of customers registered in 2014Purchase growth of customers registered in 2015
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Thank you.
Contact Us
E-mail:[email protected]
TEL: 81-6-4869-7190
Cautionary Statement Concerning Forward-looking Statements
This 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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