Itsumo : Financial Results Briefing Materials(For the period April 1,2021 to June 30,2021)

Q1 Financial Results

Fiscal Year Ended March 2022

13 August, 2021

D ２C ・E - C O M M E R C E M A R K E T I N G

I t su m o I n c .	Ticke r : 7694

Contents

１．Q1 FY2022 Highlights	２
２．Q1 FY2022 Summary of Results	５
３．FY2022 Guidance	10
４．Appendix	13
５．Disclaimer	17

© 2021 itsumo. Inc.		1

Q1 FY2022 Highlights: Primal Management Indicators

Gross Sales

2,633mil.

Q1 FY2021	up 10.8%
2,377 mil.

Gross Margin

653mil.

Q1 FY2021	up 19.3%
547 mil.

Adjusted EBITDA*

178mil.

Q1 FY2021	Down 7.7%
193 mil.

Upward our guidance, perform satisfactory throughout its primal management indicators

FY2022 Guidance (% to YoY):

Gross Sales 114.5 mil. Up 30.0％| Gross Margin 28.9 mil. up 36.7％| Adjusted EBITDA 8.2 mil. up 42.3％

■ YOY Sales of EC Market Place Service Increased 6.1％ Increased 39.3％ aside from a temporary incremental of 474 mil. due to stay-at-home demand at the same quarter last year.

■ YOY Sales of EC Marketing Service Increased 34.8％ ■ YOY Total Gross Margin Increased 19.3%

■ YOY Labor Charge Increased 66 mil.

Incremental of up-front expenditure by new hiring according with healthy growth of new business

168 hired: at the end of FY2021 → 203 hired: at the end of Jun. 2021

■ Adjusted EBITDA performed well compared to our projection

* Adjusted EBITDA：OP＋Depreciation＋Depreciation of good will＋M&A cost

Note: The figures during Q1 2021 and adjusted EBITDA are outside of audit company's reviews

© 2021 itsumo. Inc.		2

Q1 FY2022 Highlights: Act over EC Operation

# of Newly Added Brand Partners*

５

On track

FY2022 Expected # of

Newly Added Brand Partners：15

• The above includes the number which the same brand launches stores on the different platforms.
• The above numbers has been entered into contract at the end of June 2021. Generally it requires 3-6 months to go-alive.

FY2022 Newly Added Brand Partner

Roadmap (planned)

1H（ Apr-Sep 2021 ） 8 brands

Basic Strategy of Act over E-Commerce Operation

We purchase products directly from domestic major brands and sell them through EC sites.

Change in Average Growth Rate after Implementing Our Service

x3.5

Comparison to the 1st year

x2.0

Benchmark

After 1 Year

2 years

3 years

Contribution of newly added brands to our sales is full-fledged from the 2nd years, after launching renovated websites, proliferation of brands and penetration of name brand values in the market.

© 2021 itsumo. Inc.		3

Q1 FY2022 Highlights: M&A "Brand Value Up" Project

# of Newly Acquired Brands* M&A "Brand Value Up" Project

	Size of M&A Brands:	Add onto our gross sales
	50 mil.-300 mil.	# of M&A Brands ×
５× of annual sales	＝Annual Sales × Growth Rate
On track
FY2022 Expected # of	FY2022 M&A Roadmap (planned)
Brands to Acquire: 25	1H（ Apr-Sep 2021 ） 10 brands

• The above includes the number which the same brand launches stores on the different platforms.
• The above numbers has been entered into contract.

Basic Strategy of M&A "Brand Value Up" Project

Target to purchase mid-small brands which have continuous and robust sales performance as well as competency of product development and management know-how regardless of service fields or visibility. Seeking for a quick topline growth and higher investment efficiency

© 2021 itsumo. Inc.		4