Business model & Business summary

Transcription

1 Basic Information Last updated: Nov 25, 2014 Business model & Business summary Gulliver International Co.,Ltd. (7599)

2 Contents Ⅰ. Transitions in business model P4 P5 P7 Switching from wholesale business to retail sale business Car Distribution Flow at Gulliver s Directly Managed Stores(past) Car Distribution Flow at Gulliver s Directly Managed Stores(present) Ⅱ. Wholesales Development P9 P10 P11 Characteristics of used-car business Realizing leveling and optimization of the purchasing process Gulliver trajectory achieved through enhancement of purchasing business Ⅲ. Retail sales Development P13 P14 P15 P16 P17 P18 P19 P20 Key Factor for Success of retail sales Gulliver s 3 core strengths ~(1) Brand power Gulliver s 3 core strengths ~(2) Attracting customers Gulliver s 3 core strengths ~(3) Inventory Dolphinet System Ratio of new cars and used cars in Japan and the U.S Car max, example for leading company in the U.S used car market Reference: 4th straight year ranked in "Great Place to Work" 2

3 Ⅰ.. Transitions in business model 3

4 Switching from wholesale business to retail sale business Eco car subsidiary assistance program The Great East Japan Earthquake Closing down a subsidiary Operating Income Expanding wholesale Expanding retail 12/2 13/2 14/2 15/2 4

5 Car Distribution Flow at Gulliver s Directly Managed Stores (past) General Consumers Luxury foreign cars Foreign cars People movers Eco-cars Light cars Older model cars Appraisal Directly managed store 160,000 Cars Franchise store 50,000 Cars Purchase(Stock) Inventory time: limited to two weeks (hard-and-fast rule) Auction Sites Approx. 120 sites USS JU JAA Aucnet Bought by Used-car dealers 110,000 Cars gross profit (Whole sale) Wholesale B to B 5

6 Car Distribution Flow at Gulliver s Directly Managed Stores (past) General Consumers Luxury foreign cars Foreign cars People movers Eco-cars Light cars Older model cars Appraisal Directly managed store 160,000 Cars Franchise store 50,000 Cars Purchase(Stock) Inventory time: limited to two weeks (hard-and-fast rule) Pool Center Auction Sites Approx. 120 sites USS JU JAA Aucnet Bought by Used-car dealers 110,000 Cars gross profit (Whole sale) Wholesale B to B 6

7 Car Distribution Flow at Gulliver s Directly Managed Stores (present) General Consumers Luxury foreign cars Foreign cars People movers Eco-cars Light cars Older model cars Appraisal Directly managed store 160,000 Cars Franchise store 50,000 Cars Purchase(Stock) 50,000 Cars gross profit (retail + wholesale) Retail Sales B to C Monthly retail Low price cars unit sales 30 units /month Average unit price 0.8 million yen Light car specialist 30 units /month 1.0 million yen Original Gulliver Stores 12 units /month 1.2 million yen Mid-sized car show space 50 units /month 1.5 million yen Large-sized car show space 100 units /month 1.7 million yen hybrid car specialist 50 units /month 2.0 million yen Foreign car specialist 10 units /month 3.0 million yen Luxury foreign car specialist 5 units /month 10 million yen 110,000 Cars gross profit (Whole sale) Inventory time: limited to two weeks (hard-and-fast rule) Auction Sites Approx. 120 sites USS JU JAA Aucnet Bought by Used-car dealers Wholesale B to B 7

8 Ⅱ.. Wholesales Development 8

9 Characteristics of used-car business Industry for which multi-store expansion is difficult Assessing value of used cars requires a discerning eye Detailed inventory management is required Industry trending toward select specialists Environment perpetuates illicit dealings Thorough employee management and education is required 9

10 Realizing Standardization and optimization of the purchasing process Centralization of storefront workflow at an HQ (central kitchen method) to achieve leveling of storefront workflow, which made multi-store expansion possible Consolidate at HQ Attracting Customer Pricing Inventory management Overland freight Sale Attracting Customer Receiving customers Inspections Pricing Negotiations Contract Inventory management Overland freight Sale Retail purchases Realization of low-cost operations 10

11 Gulliver trajectory achieved through enhancement of purchasing business Establishment of Gulliver International Co. Ltd Establishment of listing on OTC market in 2nd fastest time ever Launch of Dolphinet System operations Achieving 500th Gulliver store opening Listed on TSE Second Section in fastest time ever from founding Moved head office to Marunouchi, Tokyo Designated for TSE First Section Becoming Japan s only Hyper Growth Company Received Porter Prize * *Words of praise in America for being a company that achieved net sales of $1 billion within 10 years of the company s founding 11

12 Ⅲ.. Retail sales Development 12

13 Key Factor for Success of retail sales Growth of retail sales operations as a second business (1)Brand power (2) Attracting customers (3)Inventory P15 Slide A P16 Slide B P17 Slide C Over 60 bn in accumulative advertising fees Nationwide network of primarily directly managed stores 1.2 million customers annually Strong customer appeal Regular inventory of 6,000 cars Strengths of Gulliver s purchasing business 13

14 Gulliver s 3 core strengths (1) Brand power 1 Over 60 bn in total accumulative advertising fees since establishment 2 Approx. 420 stores nationwide, primarily directly managed stores (unit: million yen) 70,000 Slide A Slide B Slide C 60,000 50,000 40,000 30,000 20, Naoto Takenaka commercials 2003 Hideki Matsui commercials 2002 Norika Fujiwara commercials 1996 Yuri Mitsui Aug commercials Listed on the first section of the TSE Dec Listed on the second section of the TSE Dec IPO (now JASDAQ) 2007 Title sponsor of the pro baseball all-star game 420 Approx. 420 stores 10, /2 98/2 99/2 00/2 01/2 02/2 03/2 04/2 05/2 06/2 07/2 08/2 09/2 10/2 11/2 12/2 Brand awareness 96% 2008 survey of 12,800 people 14

15 Gulliver s 3 core strengths (2) Attracting customers スライドA Slide A スライドB Slide B スライドC Slide C Online assessment application Combined service call center Store visits 1.2 million online applications and store visits annually New car buyers 1.2 mil x 33%=400,000 Used car buyers 1.2 mil x 33%=400,000 *Ratio of buyer types estimated by Gulliver 15

16 Gulliver s 3 core strengths (3) Inventory Number of cars purchased by major car purchasing companies スライドA Slide A スライドB Slide B スライドC Slide C (unit: car) 250, , , ,000 A commanding lead as No.1 in car purchases An enormous lead over car purchase-only operators NO.1 A regular inventory of 6,000 cars 50,000 Franchise store car purchases Directly managed store car purchases 0 Gulliver Rabbit T-UP Apple Carchs CARSEVEN U-POHS Access Shop COW COW Source: Above figures and breakdown of directly managed and franchise stores compiled by Gulliver based on Yano Research Institute, 2008 results of Used Car Distribution Industry 2009 (includes estimates) 16

17 Dolphinet System Purchased vehicles are registered on Dolphinet and can be viewed at stores nationwide Registered information Detailed vehicle information Vehicle exterior / interior images Model / Make / Year / Distance driven Main equipment (options, features) Past repair history Exterior condition (small dents and scratches) Interior cleanliness rank (5 levels: A - E) Valuation score (out of 100) Schedule leading up to wholesales 17

18 Ratio of new cars and used cars in Japan and the U.S. Japan s ratio of used cars is less than that of the U.S./Europe, and there is room for expansion in the Japanese used car market. New cars : Used cars Japan 3 2 U.S.A

19 Car max, example for leading company in US used car market (unit: car) ,000 Earnings before income taxes Wholesale (unit: million dollars) Earnings before income taxes 800, , , , , , ,000 Retail million dollars (70 billion yen) Number of wholesale 320 thousand cars Number of retail car sales 440 thousand cars , Source:Car Max Annual Report 19

20 Reference: 4th straight year ranked in "Great Place to Work" Unique ranking created using survey results from employees Released in Japan since This year marks the 8th release of rankings st Rank Company 10th Record High 1 st Microsoft Japan Co., Ltd. 2 nd Works Applications Co., Ltd. 20th 29th 23th 29th 20th 3 rd American Express International, Inc. 4 th CyberAgent, Inc. 5 th The Prudential Life Insurance Co,. Ltd. 30th 40th 50th ranked 4 years in a row January 7, 2014 Great Place to Work Institute Japan "Great Place to Work" 2014 Ranking: Companies with more than 1,000 employees 15 th Ryohin Keikaku Co., Ltd. 16 th Renaissance, Inc. 17 th Tokio Marine&Nichido Systems Co.,Ltd. 18 th ABBOTT Japan Co., Ltd. 19 th Mitsubishi UFJ Information Technology Ltd. 20 th Gulliver International Co.,Ltd. 20