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Supplementary Information Supplementary information Financial results briefing for the Q4 of FY2018 November 13, 2018 GMO Payment Gateway, Inc. (3769: Tokyo Stock Exchange section - 1 ) h t t p s : / / c o r p . g m o - pg. c o m / e n / Three business segments Continuing 25% OP growth based on payment processing and peripheral businesses (Q1-4 FY2018 actual) Payment enhancement Sales OP business composition composition Online advertising service 12% Asia payment enhancement business (MK)* and others 20% 15% 56% 85% 24% Payment processing business Money Service Business (MSB) Online payment GMO payment after delivery Recurring payment Remittance Card-present payment* Transaction lending System development Early payment service Biz with banks/Processing Finance lease and others and others *MK : MACROKIOSK GMO-FG: GMO Financial Gate, Inc. Copyright (C) 1995 GMO Payment Gateway, Inc. All Rights Reserved. 2 Our ecosystem An ecosystem where our value-adding services benefit our main business so both continue to grow More payment processing Payment processing (Gross margin 85%) Money Service Payment Business processing Payment business enhancement business Customer growth Main Value-adding services for the expansion of the main business business Copyright (C) 1995 GMO Payment Gateway, Inc. All Rights Reserved. 3 Business outline - the role of our group Connecting merchants and payment companies on contract, payment data and money flow Consumer Merchant Our Company & Service Payment company Merchants=Our Customers 40+ Credit card 102,484 stores company (end of September 2018) EC Convenience store BtoB・BtoC・CtoC E-money Public money Cash on delivery NHK Online NTA, automobile tax Carrier payment Municipalities (e.g. Tokyo) PC Comprehensive payment service Online banking Subscription Money service business Wallet payment Video distribution Software, clothes Online advertising Account transfer (Demand generation) Service commerce Smartphone Digital goods Donation, travel, policy GMO Payment After Delivery 34,559 terminals Global payment Offline (end of September 2018) BitCoin payment Comprehensive payment service Apple Pay Physical store Money service business etc. Copyright (C) 1995 GMO Payment Gateway, Inc. All Rights Reserved. 4 Revenue structure of credit card payment Revenues determined by merchant type/size ■Our four revenue types ■Revenues by merchant type/size Initial (Initial revenue) ① Initial introduction fees Coefficient: Number of new merchants acquired Municipalities Revenue: Number of new merchants acquired × _Yen (at the time of introduction) Enterprise ① ② ③ Stock (Monthly revenue) Customer support and maintenance fee ② Coefficient: Number of merchants Revenue:Operating merchants × _Yen Middle-sized merchants Fee (Transaction processing revenue) ③ Fee based on transaction volume ① ② ③ ④ Coefficient: Number of payments processed Revenue:Number of payments processed × _Yen Startup Spread (Merchant acquiring service revenue) Fee based on transaction value ④ ④ Coefficient: Amount of payments processed Revenue:Amount of payments processed × _% Copyright (C) 1995 GMO Payment Gateway, Inc. All Rights Reserved. 5 Two types of contracts We introduced a new contract system and changed the flow of sales proceed Payment Payment Direct contract processing processing mainly for large companies and municipalities Our group Credit card 2.8% charge company Sales proceed Merchant Payment company 0.5% Spread (Merchant acquiring revenue) Representative 3.0% charge 2.5% charge contract mainly for SME’s but covers some large companies Sales proceed Our group Sales proceed Credit card company 3.2% charge (Charge that is applied under direct Merchant contracts with payment company) Payment company *Numbers are provided for illustration purposes only. Flow of sales proceed/charge Copyright (C) 1995 GMO Payment Gateway, Inc. All Rights Reserved. 6 Revenue breakdown Target a balanced revenue growth by various initiatives (Million yen) J-GAAP IFRS 32,000 30,000 28,000 26,000 Spread 24,000 22,000 20,000 18,000 16,000 14,000 12,000 Fee 10,000 8,000 6,000 4,000 Stock 2,000 Initial 0 2004/9 2005/9 2006/9 2007/9 2008/9 2009/9 2010/9 2011/9 2012/9 2013/9 2014/9 2015/9 2016/9 2017/9 2018/9 2019/9E Listed 2008 2011 2013 2014 2015 2016 on the Launched Launched Launched Launched Renewed Launched TSE Early Online Payment Transaction Early business with Payment Advertising After Lending Payment banks ※MK :MACROKIOSK Service Service Delivery Service GMO-FG and MK * GMO-FG:GMO Financial Gate Group became subsidiaries Copyright (C) 1995 GMO Payment Gateway, Inc. All Rights Reserved. 7 Summary chart of Segments and Revenue models Reporting in 3 Segments and 4 revenue models ■Segments ■Business model Payment processing Payment processing(MK) Initial SSL Payment processing Services for banks/Processing (Initial revenue) System development business System development Payment processing (MK) GMO-FG Stock Services for banks/Processing (Monthly revenue) GMO payment after delivery Online advertising service Remittance service Payment processing (MK) Money service Transaction lending Fee GMO payment after delivery(Fee) business (Transaction Early payment service processing revenue) Remittance service Shipping service Finance lease Payment processing (MK) Online advertising service GMO payment after delivery (Spread) Spread Payment SSL enhancement (Merchant acquiring Transaction lending service revenue ) business Shipping service Early payment service MACRO KIOSK Finance lease GMO-FG:GMO Financial Gate MK:MACRO KIOSK Copyright (C) 1995 GMO Payment Gateway, Inc. All Rights Reserved. 8 Growth potential of Ecommerce market in Japan Lower Ecommerce ratio and higher cash payment ratio than other advanced countries ■Ecommerce ratio ■Card usage to private final consumption expenditure (%) 16.2 Credit+Debit usage UK Credit card Debit card to private final 15.0 14.5 (2017) US usage rate usage rate consumption expenditure rate Japan 12.5 South Korea 74 % 19 % 93 % 11.3 10.4 10.0 9.2 8.8 UK 12 % 53 % 65 % 8.1 8.2 7.6 7.3 7.0 6.4 US 31 % 25 % 56 % 6.0 5.8 5.8 5.4 5.0 5.0 4.6 4.1 5.4 Australia 3.6 4.8 26 % 20 % 46 % 4.4 (2016) 3.7 3.1 2.8 Japan 2.5 17% - 17 % 1.8 2.1 (2016) 0.0 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 *Rate=(Amount handled by CC or DC) / Private final consumption expenditure References:METI. “FY2017 Building infrastructure for information- and service- oriented Japanese economy and society (Ecommerce market survey)” *Estimated by GMO-PG with reference from CPSS Red Book “Statistics on payment, clearing U.S. Bureau of the Census. “The 1st Quarter 2018 Retail E-Commerce Sales Report”; and settlement systems in the CPMI countries - Figures for 2017” Office for National Statistics “Retail Sales, May 2018” THE WORLD BANK ”Household final consumption expenditure (current USD)” Copyright (C) 1995 GMO Payment Gateway, Inc. All Rights Reserved. 9 Cashless field expansion Cashless payment trends in Japan is our growth accelerator B2B B2C C2C Enormous market Narrowly-defined Developing market potential B2C EC market ¥1 trillion ¥1,000 trillion ¥16.5 trillion EC ratio: 5.8% (growing 10% pa) Online Merchandising Flea market Payment via app internet, etc. 2017 2020E 2025E EC rate 5.8% 7-8% 15-20% Market size ¥16.5T ¥22-24T ¥45-50T Service commerce B2B Public fund・utility fee Digital content ・Local tax ¥39 trillion Credit card ・National tax ¥62 trillion Offline payment (card-present) Flea market Payment with a Consumer spending reader at a physical store ¥300 trillion *References:METI. “FY2017 Building infrastructure for information- and service-oriented Japanese economy and society (Ecommerce market survey)”. Figures 2020 and after are our estimates. *MIC “Breakdown of national tax and local tax revenue (FY2018 Budget and Local Government Finance Plan)” *THE WORLD BANK ”Household final consumption expenditure (current USD)” Copyright (C) 1995 GMO Payment Gateway, Inc. All Rights Reserved. 10 Payment processing: Public due & utility payments We have been cultivating card payments in this field since the revision of the Local Autonomy Law in 2006 Sapporo Local :Local Taxes (Automobile tax, light vehicle tax, city governments fixed assets tax, etc.) etc. Water bill, gas bill, hometown tax National tax credit card payment website NHK :National broadcasting subscription fee Credit card usage rate at the end of FY2017: 14.9%(yoy +1.2%) Tokyo Expansion expected to continue Fukuoka Maintenance fee, cram school tuition fee city Aichi pref. parking fee, school meal charge, etc. Osaka pref./city *Japan Broadcasting Corporation “Business Report for FY2017” Copyright (C) 1995 GMO Payment Gateway, Inc. All Rights Reserved. 11 Offline (card-present) payment IoT services to go full scale to take in cashless & inbound demands ■Offline payment GMO Financial Gate delivers payment terminals for physical store payments Embedded EMV * terminals Revised Installment Sales Act: Replacement demands for IC chip equipped terminals from the conventional magnetic ones Tokyo Olympics: with PIN with PIN with PIN without PIN Cashless payment demands to surge as more *EMV: Unified standard for credit cards with IC chip determined by Visa and MasterCard foreign visitors come to Japan Future target and potential Vending machine Ticket vending Auto payment Office coffee Self check out, EV (Drink/food) machine machine machine charger, goods selling (Railway company) (Parking, hotel, hospital) machine, laundromat, touch pad for orders *These illustrations do not necessarily imply plans for future implementations. Copyright (C)
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