Business Domains. Five Business Domains

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1 Business Domains Five Business Domains We are active in five business domains: broadcasting services; the broadband business; retail businesses; the karaoke business; and Internet services. The sales compositions of each domain are indicated in the pie charts on the right. Combined revenues from these business domains in the current fiscal term were billion, an increase of billion from the previous fiscal term. In conjunction with the promotion of digitalization in the broadcasting services and the consolidation of offices, the number of employees on a consolidated basis was reduced from 6,929 at the end of the previous fiscal term to 4,492. We have positioned broadcasting services as our current mainstay business, the broadband business as a core business of the future, and the retail businesses, karaoke services, and Internet services as complementary businesses lines. 14 USEN annual report 23

2 Net Sales Broadcasting Services We have established the world's largest cable broadcasting services for music with an overwhelming 8% share of the domestic market. We install exclusive coaxial cable in homes and businesses and provide music and information broadcasting services to subscribers via leased tuners. We also broadcast via communications satellite. Our broadcasting services has the strong support of both individual customers and retail customers, and the accumulated expertise in raising customer satisfaction and the technical capabilities in installing cable are strengths in developing our other business lines. 68.6% 64,388 million yen Broadband Business Based on our infrastructure construction capabilities developed through the broadcasting services and our position with respect to cable installation on utility poles (in Japan, utility poles already have numerous cables installed and there are few points where additional cables can be installed), we launched the world s first optical fiber broadband services for commercial use in March 21. This service provides ultra-high speed Internet access to users at speeds of up to 1 Mbps and content services. We are using the housing complex cable installation technical and marketing expertise developed in the broadcasting services and concentrating on high-population density regions to develop business with high investment efficiency. 5.3% 4,94 million yen Retail Businesses We are using our entertainment business expertise to create unique and high value-added store/restaurant spaces. With the objective of operating pilot locations to gather information on end user needs and provide feedback to commercial establishments, who are our broadcasting services customers, we are currently operating nine cafe restaurants and other establishments, as well as 11 franchises. 7.5% 11,475 million yen Karaoke Business We conduct commission-based sales and maintenance of commercial-use transmission-type karaoke equipment. By offering an extensive product lineup and acquiring karaoke sites, we have garnered the largest share of the market. 12.2% 6,995 million yen Internet Services We provide Internet access services, hosting services, e-commerce systems, and other services and operate sites that allow users to search for food and beverage establishments. Offering a wide variety of merchandise, these services are positioned as a complementary business to broadcasting services. 3.% 2,818 million yen USEN annual report 23 15

3 Broadcasting Services Our broadcasting services began in The business model called for linking users with the company by coaxial cable to distribute multiple music channels. Today, we also distribute content by communications satellite. Performance Overview A performance overview of the broadcasting services for the current fiscal term is as follows: We have 747,561 retail customers and 468,689 individual customers for a total of 1,216,25 customers, a year-on-year decrease of 39,9. As a result of the stagnation of the Japanese economy, the number of food and beverage establishments in the country has declined, resulting in a downward trend in the number of customers, but the decline has bottomed out and the number of customers is currently stable. By using sales agencies, we have been able to steadily increase the number of individual customers. As a result of the digitalization project, we substantially decreased facility use costs, as well as personnel and other expenses. We were also able to shore up our profit structure. As a result, sales revenues were billion (a year-on-year decrease of.8%) and operating income was billion (a year-on-year increase of 382.7%). Improving profitability of broadcasting business Despite decreased sales, a large increase in operating income was achieved through successful cost-cutting measures. Net Sales (million yen) 7, Operating income (million yen) 15, 6, 5, 1, 4, 3, 2, 5, 1, Sept.'1 - Aug.'2 Sept.'2 - Aug.'3 16 USEN annual report 23

4 Business Activities The broadcasting services, which is centered on the provision of multiple music channels, has been the foundation of our business since its establishment. We use our own coaxial cable as well as communications satellites to provide music and information broadcasts to subscribers via leased tuners. Our flagship service is USEN44, which has become established as a 44-channel entertainment service. We have solidified a profitable structure with long-term stability through development of local, customeroriented services. USEN44 is used to provide background music in numerous commercial establishments, but is also used by many consumers for entertainment purposes, with individual customers accounting for one in three of all subscribers. In addition, we launched SOUND PLANET, a digital satellite music broadcasting service via communications satellite, in May 21. This service provides a wide variety of music based on high-quality sound that can only be offered by digital communications satellite broadcasting and allows us to expand our business into areas where cable installation has hitherto been difficult. USEN44 The world s most extensive cable-based music broadcasting service that provides a wide variety of programming non-stop, 24 hours a day. Broadcasting services subscribers A total of approx million subscribers as of August 31, 23 SOUND PLANET Consumer approx.47 thousand Retail approx.75 thousand Provides 422 popular music channels with clear and dynamic sound quality broadcast from communications satellites. Tuner Antenna-tuner Sound output Speaker output External antenna Tuner-stereo Tuner-speaker SOUND PLANET System Setup Business Strategies Our business strategies for the broadcasting services are as follows: Retail Customer Market By providing not only background music but also products and services that can contribute to sales to retail customers, we intend to maintain and expand the revenue from this business segment. Individual Customer Market Our main approach to the individual customer market is gaining new customers. In order to accomplish this, we are forming tie-ups with cable television to provide programming services using their networks and multimedia satellite broadcasts to mobile receivers. The latter in particular is intended as a response to the growing demand for our programming in automobiles and on cell phones, and we are working with Mobile Broadcasting Corporation to launch the first service of its type in Japan in the spring of 24. USEN annual report 23 17

5 Broadband Business We launched the world s first commercial broadband service using optical fiber cable in March 21. As a result of the rapid expansion of ADSL, awareness of broadband is increasing at a rapid pace today. With the expansion of the broadband market, we expect that our business will also enter a growth phase. Performance Overview A performance overview of the broadband business for the current fiscal term is as follows: The number of subscribers was 148,21 and the number of installations was 89,96 (as of the end of August, 23). In order to expand the individual customer market, we concluded a basic agreement with Sony Communication Network Corporation (So-net) for joint business development in December 22, and in February 23, we launched Sonet Hikari (UCOM), a service using the optical fiber infrastructure owned by U s Communications, one of our consolidated subsidiaries. In August 23, we established Moranet Inc. as a joint venture with ITX Corporation to strengthen our presence in the corporate market and reorganized our sales channels. In September 23, we tied-up with SKY Perfect Communications Inc. in order to provide TV program delivery services using our Group optical fiber cable network. Preparations are already underway with services scheduled to commence in spring, 24. These tie-ups have resulted in powerful partnerships that will serve as the foundations for a successful broadband business. Sales revenues during the current fiscal year were 4.94 billion (a year-on-year increase of 387.9%) and operating losses were billion (against losses of billion in the previous fiscal term). Optical fiber broadband services (FTTH) market Until now, ADSL has played a leading role in the expansion of broadband, but in the future, there will be a migration from ADSL to the optical fiber broadband (Unit: Apartment complexes) 2, (Unit: Households) 4 15, 3 1, 2 5, 1 Oct. Nov. Dec. Jan. Feb. Mar. Apr. May. Jun. Jul. Aug

6 Changes in the Number of Housing Complex Installations and the Average Number of Subscribers per Housing Complex Market Trends According to an announcement by the Ministry of Public Management, Home Affairs, Posts and Telecommunications, the Our marketing strategy of focusing on housing complexes in urban areas has been successful, and the number of optical fiber line installations is increasing steadily. At the same time, the number of subscribers per housing complex is also increasing. (Number of subscribers) 7, number of Internet users in Japan at the end of 22 was million (an increase of million from the previous year) and users of broadband including DSL, CATV, and FTTH, which make possible transfer of large volumes of data at high speeds, numbered million at the end of August 23 (a year-onyear increase of 14%). Demand for high-speed communications services is expected to continue growing in the future. For this reason, it is expected that our optical fiber broadband business will play a central role in the market. 6, 5, 4, 3, 2, 1, 68,45 subscribers Feb. Apr. Jun. Aug. Oct. Dec. Feb. Apr. Jun. Aug The main markets for our optical fiber broadband business are housing complexes and office buildings in the Tokyo metropolitan area and other key cities, where approximately 7% of households are located in housing complexes. Existing housing complexes account for an overwhelming share of the market compared to individual houses and newly constructed housing complexes. Our current strategy is to focus on this market and install optical fiber lines in housing complexes and office buildings, and then acquire the residents as new customers. Optical fiber lines also offer the benefit of being able to provide a variety of bundled services such as IP telephony. Business Strategies Our business strategies for the broadband business are as follows: Approach to Housing Complexes When targeting housing complexes in the Tokyo metropolitan area and other key cities, the main subjects are new and existing housing complexes. In the case of new housing complexes, we aim to have our optical fiber broadband business selected and installed before properties are offered for sale, so we are making proposals for high value-added Internet housing complexes to developers to garner orders. With respect to existing housing complexes, when installing optical fiber lines, it is necessary to obtain the approval of the housing complex owner or housing complex association, and in the case of leased housing, of the owner, and in the past this has been an obstacle. By conducting marketing activities to explain to such persons the superiority of our optical fiber lines and convince them to give their consent, we have obtained approval in numerous instances. We believe that in the future, we will be able to acquire new customers with extremely high efficiency by increasing our penetration rate to individual units within complexes. The Superiority of USEN in Housing Complexes In the broadband business, a key point is the installation of lines to each residence. Our ability to easily install the so-called last one mile into subscribers homes as well as to perform the final installation work within structures are our major fortes. Through our many years in broadcasting services, we have accumulated extensive expertise in the technical ability to perform construction and line laying work as well as in the marketing abilities to obtain approval from residents, housing complex associations, and building owners, which are both essential factors to succeed in this business. USEN annual report 23 19

7 Broadband Business Business Activities Our optical fiber broadband services are offered to individual customers under the service name BROAD-GATE 1 and to corporate customers under the service name BROAD-GATE 2. Both services provide high-speed, always-on and stable communications, and integrate optical fiber network infrastructure, Internet service provider functions, and broadband content. GATE CALL, our optical fiber IP telephony service, does not use conventional telephone lines, enabling users to reduce their overall communications expenses, and as a result, the number of subscribers is increasing steadily. (Installations) 15, 1, Trend in number of contracts and installations In conjunction with the increasing awareness of our broadband business, both the number of subscribers and the number of installations are increasing Installations: 89,96 (8,75 households; 81,21 housing complexes) No. of contracts: 148,21 5, Aug.'1 Feb.'2 Aug.'2 Feb.'3 Aug.'3 BROAD-GATE 1, Individual Customer Service BROAD-GATE 1 is our optical fiber broadband services for individual customers. Both upload and download speeds are at a maximum of 1 Mbps, making BROAD-GATE 1 the world s fastest Internet service for individual customers. In addition to a fixed fee (no ISP or telephone line charges), the service also provides portal sites with a variety of different broadband content, significantly greater than other service providers. This is truly the archetype of the broadband business. BROAD-GATE 2, Corporate Customer Service BROAD-GATE 2 is our Internet access service for corporate customers and boasts a gigabit-class backbone with direct optical fiber connections to users with speeds in excess of 1 Mbps. We have also launched BROAD-GATE 2 Optical Gigabit Access, an ultra-high speed Internet access service that offers speeds of 1 Gbps, considerably higher than conventional services. This service fulfills the needs of companies that want to connect large numbers of PCs to the Internet at low cost and in a convenient environment. GATE CALL, IP Telephony Service GATE CALL, our IP telephony service that offers high-quality voice communications at low cost using our optical fiber lines, is expected to enable users to lower their overall communications costs, since it does not use conventional telephone lines, and as a result, the number of subscribers is increasing steadily. The high quality of the service has been praised as rivaling that of conventional subscriber telephone services. It also offers IP telephony s first service of enabling subscribers to use regular telephone line area codes starting with (3) or (45). 2 USEN annual report 23

8 Future Vision In response to the current expansion of the broadband market, high-speed, high-volume communications services are expected to become the norm in the future. The current mainstream service is ADSL, but in the future, we expect that the optical fiber broadband business, which offers a higherspeed stable communications environment, will take on the leading role. Optical fiber lines not only offer overwhelming superiority in terms of communications speeds, stability, and bi-directionality, but with respect to scalability, the adoption of WDM technology makes possible the simultaneous provision of a variety of applications using a single medium, meaning optical fiber lines will take on a central role in urban infrastructure. In anticipation of these market developments, we are promoting the installation of optical fiber lines in urban areas, providing a variety of services, and making our optical fiber communications routes available to other service providers as well. We are confident that as the provision of diverse services via optical fiber cabling is made possible, our optical fiber networks will become an extremely important information transmission medium in urban areas. The ultimate urban infrastructure:optical fiber broadband Through WDM, optical fiber cable can be used to easily provide various services, including broadcasting services and IP telephony, and we expect that it will be an important urban infrastructure in the future. Internet Broadcasting Network Ubiquitous Distance Education Security etc. Telephone Network Optical Fiber Telephone Home Appliances Television PC USEN annual report 23 21

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