Business model & Business summary

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Barry Mosley
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1 Basic Information Last updated: April 14, 2016 Business model & Business summary Gulliver International Co.,Ltd. (7599)

2 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

3 Car max, example for leading company in US used car market (unit: car) 800, , , ,000 Earnings before income taxes Wholesale Retail (unit: million dollars) 900 Earnings before income taxes million dollars (115 Number of wholesale 370 thousand cars Number of retail car sales 580 thousand cars '10/2 '11/2 '12/2 '13/2 '14/2 '15/2 Source:Car Max Annual Report 3

4 Generationally Differentiated Research Increase in interest among younger generation in buying used cars Ratio of respondents who bought a used car for their first car Ratio of respondents who would consider buying a used car for their next car Ratio of respondents who would consider buying a used car more seriously than before (unit:%) % 35% 38% (unit:%) % 51% 62% (unit:%) % 33% 42% s 30s 20s People in their 20s 20 years ago People in their 20s 10 years ago 0 40s 30s 20s 0 40s 30s 20s * Result from an Internet survey conducted in August 2014 (target: 1000 persons) 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 Purchase(Stock) Pool Center 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 5

50,000 1997 Naoto Takenaka commercials 2002 Norika Fujiwara commercials 40,000 30,000 20,000 1996 Yuri Mitsui commercials section of the TSE Dec.

6 Gulliver s brand power 1 Over 70 bn in total accumulative advertising fees since establishment 2 Approx. 500 stores nationwide, primarily directly managed stores (unit: million yen) 70,000 60, Hideki Matsui commercials 2007 Title sponsor of the pro baseball all-star game 50, Naoto Takenaka commercials 2002 Norika Fujiwara commercials 40,000 30,000 20, Yuri Mitsui commercials section of the TSE Dec Listed on the second section of the TSE Dec IPO (now JASDAQ) Aug Listed on the first Approx. 500 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 13/2 14/2 15/2 Brand awareness 96% 2008 survey of 12,800 people 6

Gulliver trajectory achieved through enhancement of purchasing business 1994 1998 1999 2000 2003 2004 2006 Establishment of Gulliver International Co., Ltd.

7 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 7

8 Number of cars purchased by major car purchasing companies (unit: car) 250, , , ,000 A commanding lead as No.1 in Directly managed store car purchases A regular inventory of 6,000 cars Franchise store car purchases 50,000 Directly managed store car purchases 0 Gulliver Rabbit T-UP Apple Carchs U-POHS CARSEVEN Source: Above figures and breakdown of directly managed and franchise stores compiled by Gulliver based on Yano Research Institute, 2014results of Used Car Distribution Industry 2015 (includes estimates) 8

9 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 Purchase(Stock) Pool Center 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 9

10 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 Purchase(Stock) Retail Sales B to C Low price cars Light car specialist Original Gulliver Stores Mid-sized car show space Large-sized car show space hybrid car specialist Foreign car specialist Luxury foreign car specialist 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 10

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 /

11 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 11

12 Overseas business Thailand Export U.S.A Australia New Zealand 12

13 Top U.S. Companies New car sales AutoNation( Used car sales CarMax( Net sales 19,108 million USD (Approx. 2,149.6 Net sales 14,268 million USD (Approx. 1,605.1 Net income 418 million USD (Approx Net income 597 million USD (Approx Market capitalization 6.80 billion USD (Approx Market capitalization billion USD (Approx. 1,380.1 Net sales Net income Market capitalization Internet TrueCar( 206 million USD -48 million USD 505 million USD (Approx (Approx (Approx Internet / Infrastructure CoxAutomotive ( Manheim(Auctions) Autotrader(Internet media) Kelly Blue Book(Internet media) V Auto(Software) and others are included as subsidiaries. Group employees number approximately 24,000. *Net sales and net income converted at 1 USD = yen *Market capitalization based on closing price on October 13, Converted at 1 USD = yen 13

14 Gulliver Group (As of February 29, 2016) Gulliver International Co., Ltd. Direct Stores 414 Franchise Stores % 100% 100% 100% 100% 100% 100% 49% G-One Financial Services Co., Ltd. Gulliver Insurance Co., Ltd. Smart Connect Inc. Motoren Global Co., Ltd. Direct Stores 2 Motoren Glanz Co., Ltd. Direct Stores 12 Consolidated Consolidated Tokyo My Car Sales Co., Ltd. Direct Stores 3 Consolidated Direct Stores 3 Gulliver U.S.A. 100% Direct Stores 1 Gulliver EAST Consolidated Consolidated USA Gulliver New Zealand Direct Stores 1 New Zealand V-Gulliver Franchise Stores 8 Thailand Consolidated Car loans (Business activities terminated) Consolidated Insurance agency Advertising agency BMW/Mini Dealer Overseas Business 14

Business model & Business summary

Basic Information Last updated: Nov 25, 2014 Business model & Business summary Gulliver International Co.,Ltd. (7599) Contents Ⅰ. Transitions in business model P4 P5 P7 Switching from wholesale business