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Financial Results Presentation for FY2020 (Fiscal Year Ended April 30, 2021) June 2021 ITO EN, LTD

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Financial Results Presentation for FY2020 (Fiscal Year Ended April 30, 2021) June 2021 ITO EN, LTD Financial Results Presentation for FY2020 (Fiscal Year Ended April 30, 2021) June 2021 ITO EN, LTD. Copyright (C) All Rights Reserved. ITO EN, LTD. INDEX Soft Drink Market in Japan/ About achievements …P.3 Effects of COVID-19 Forecasts for FY 2021 …P.8 Application of revenue recognition standard Marketing & Management strategy …P.12 Appendix …P.26 Copyright (C) All Rights Reserved. ITO EN, LTD. 2 Soft Drink Market in Japan/ About achievements Copyright (C) All Rights Reserved. ITO EN, LTD. 3 Soft Drink Market in Japan Soft Drink Market Trends Coffee has become popular Tea has become Popular （¥ billion） Results 2020 year YoY －9% 4,000 Create a Unsweetened RTD Tea Market （¥ billion） 202.0 200.0 4,000 3,759.0 Others － ％ 187.0 Others 16 3,500 218.4 166.0 154.0 3,425.0 221.9 140.0 178.0 Vegetable ＋ 2 ％ 159.2 235.0 226.5 178.0 145.6 244.0 157.0 Vegetable 157.0 3,000 Sports Drink － ％ 1980 1985 276.3 15 3,000 Pioneering of Pioneering of 260.1 295.0 280.0 199.0 Canned Canned 305.0 193.0 Sports Drink Mineral Water － 10 ％ Oolong Tea Green Tea 221.0 376.4 289.0 284.0 224.0 447.4 2,000 Carbonated ＋ 0 ％ 934.0 267.0 259.0 Fruit 2,500 157.5 256.0 Coffee 97.7 － 12 ％ 740.0 733.0 Mineral Water 1,000 Tea total 720.0 － 9 ％ 538.5 745.0 2,000 648.9 735.0 of which Green tea － 6 ％ Carbonated 718.2 0 of which Other tea － 12 ％ 2019 2020 1,500 955.1 933.0 915.0 720.3 942.0 835.0 Coffee 922.3 805.0 Forecast 2021 year YoY ＋2% 843.5 1,000 （¥ billion） (931.3) (945.0) (966.5) (873.0) (877.0) (901.0) 4,000 Others － 1 ％ 699.3 (796.4) 484.3 500.0 521.5 (Tea total) 3,495.0 659.0 458.0 459.0 466.0 Other Tea 3,425.0 Vegetable ＋ ％ 500 597.2 (604.4) 579.3 0 519.2 3,000 Sports Drink ＋ 3 ％ 330.0 447.0 415.0 445.0 445.0 418.0 435.0 Green Tea 172.0 217.1 Mineral Water ＋ ％ 0 85.2 1 2,000 Carbonated ＋ 1 ％ Trends in sugar-free beverage market 52% 45% 49% Coffee ＋ 4 ％ 50% 38% 31% 25% 53% 1,000 Tea total ＋ 3 ％ 25% 12% of which Green tea 1% 2% More than half of all domestic beverages are sugar-free. ＋ 4 ％ 0% 0 of which Other tea ＋ 2 ％ 2021 （¥ billion） 1980 1985 1990 1995 2000 2005 2015 2018 2019 2020 2020 2021 Est. Est. Total - - 2,708 3,100 3,540 3,613 3,678 3,805 3,759 3,425 3,495 Source: ITO EN Sales of beverages that emphasize health value were strong. The trend is expected to remain the same during 2021. Copyright (C) All Rights Reserved. ITO EN, LTD. 4 Soft Drink Market in Japan and ITO EN Monthly Sales Volume Trends Beverage business of ITO EN (non-consolidated） (Unit: million yen) (%) FY 2020 21 ITO EN FY 2020 20 Sales YoY %Change 10 1 17 Results Composition -4 -1 0 -7 -7 -6 -6 -12 -11 -13 100.0 ％ － ％ -10 -2 -3 Drinks 313,777 7.5 -22 -7 -7 -5 -7 -7 -20 -12 -12 Market -16 Tea total 201,133 64.1 ％ － 7.8 ％ -30 -27 May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr Source: ITO EN, (Chart) May 2020 to Apr 2021 Japanese Tea/Healthy Tea 182,681 58.2 ％ － 5.5 ％ Chinese Tea 4.7 ％ － ％ (%) FY 2019 Market 14,611 15.1 10 3 4 3 2 3 2 1 ％ － ％ -3 Black Tea 3,841 1.2 50.0 0 -4 -4 4 -1 2 Vegetable 43,622 13.9 ％ － 0.8 ％ -10 -3 -2 -4 -3 -3 -7 -19 -5 -23 -20 ITO EN Coffee 34,486 11.0 ％ － 5.6 ％ -21 -23 -30 ％ － ％ May Jun Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr Mineral Water 7,752 2.5 17.5 Source: ITO EN, (Chart) May 2019 to Apr 2020 Carbonated 9,916 3.2 ％ － 11.3 ％ News Related to Soft Drink Market Others 16,868 5.4 ％ － 16.4 ％ 2020 May Declaration of a State of Emergency Jul Record amount of rainfall and long rainy season Ratio of sugar-free beverages： 75 % 2021 Jan Restriction on New Year's events such as shrine ITO EN Product Development Concept： visits Declaration of a State of Emergency (2nd time) “Natural, Healthy, Safe, Well-designed, Delicious” Apr Declaration of a State of Emergency(3rd time) *Conventional standard Source: ITO EN Copyright (C) All Rights Reserved. ITO EN, LTD. 5 Financial Results for FY2020 Full year（May 2020 to Apr 2021） (Unit: million yen, thousand dollars) FY 2019 FY 2020 Upper: Net Sales FY 2019 FY 2020 Results Sales Results Sales YoY % Bottom: Operating Income Results Results YoY % Composition Composition Change Change Net Sales 483,360 100.0% 446,281 100.0% -7.7% Domestic 102,885 91,732 -10.8% Subsidiaries 3,196 13 -99.6% Gross Profit 232,755 48.2% 215,003 48.2% -7.6% Tully's Coffee 32,811 26,215 -20.1% Sales Commission 80,537 16.7% 74,313 16.7% -7.7% Japan Co., Ltd. 1,725 - 1,374 - Advertising 11,206 2.3% 9,808 2.2% -12.5% Chichiyasu 14,251 13,897 -2.5% Freight 14,651 3.0% 13,833 3.1% -5.6% Company 410 702 71.4% Depreciation and 10,957 2.3% 10,207 2.3% -6.8% -2.5% Amortization Overseas 36,282 35,355 Selling, General and Subsidiaries Consolidated 44.0% 44.4% -6.8% 1,617 1,864 15.3% Administrative Expenses 212,814 198,327 30,971 30,068 -2.9% Operating Income 19,940 4.1% 16,675 3.7% -16.4% US 654 717 9.7% Ordinary Income 19,432 4.0% 17,029 3.8% -12.4% Business $ 285,736 $ 283,135 -0.9% Extraordinary Losses Performances of Subsidiaries - - - and Income -5,064 -3,634 $ 6,034 $ 6,758 12.0% Net Income 7,793 1.6% 7,011 1.6% -10.0% Other Overseas 5,311 5,286 -0.5% 0.0% 0.0% 0.0% 0.0% 0.0% Subsidiaries 963 1,146 19.1% FY 2019 FY 2020 Results Sales Results Sales YoY % - 33,595 - 33,538 - Composition Composition Change Elimination of Internal Transactions Net Sales 377,787 100.0% 352,732 100.0% -6.6% - 1,500 - 962 - Exchange rate (US$) 108.39 106.20 Gross Profit 180,977 47.9% 169,621 48.1% -6.3% (average during a year) Operating Income 16,626 4.4% 15,759 4.5% -5.2% Non-Consolidated Ordinary Income 18,142 4.8% 17,565 5.0% -3.2% Copyright (C) All Rights Reserved. ITO EN, LTD. 6 Effects of COVID-19 １Q ２Q ３Q ４Q Main impact on sales *4Q ( Feb to Apr, 2021 ) Establishing a home-based work style (non-consolidated) ITO EN - Decrease in visits to convenience stores particularly in urban areas ( Feb to Apr, 2021 ) - The impact of vending machine sales is even more pronounced due to Self-quarantine ＋１.７ % - Growing interest in leaf (tea bags) and other products for home use as home demand Nationwide re-expansion of the number of cases (severe cases) - The Government announced “Stricter COVID-19 measures” and “Declaration of a State Reference: Feb to Apr, 2020 －８.５ % of Emergency” *Stricter COVID-19 measures: from Apr 20, 2021 *Declaration of a State of Emergency: from Jan 7 to Mar 21, and from Apr 25, 2021 Tully's Coffee Japan ( Feb to Apr, 2021 ) Strengths in store locations such as urban areas and around ＋２２ % transportation, on the other hand, significant impact of closed or shortened business hours due to declared emergency in the area Reference: Feb to Apr, 2020 －３４ % Targeted Prefectures at the end of Apr 2021 April Declaration of a State of Emergency : 4 prefectures Sales results YoY February March of last year April Stricter COVID-19 measures ： 7 prefectures Sales - 25% + 13% - 75% + 212% Ratio of shops that suspended operations* 1% 1% 76% 11% Targeted Prefectures Ratio of shops that shortened business hours* 24% 22% 21% 35% *at the end of the month at the end of Apr 2020 Declaration of a State of Emergency All prefectures Copyright (C) All Rights Reserved. ITO EN, LTD. 7 Forecasts for FY 2021 Copyright (C) All Rights Reserved. ITO EN, LTD. 8 Forecasts for FY 2021 (Unit: million yen, thousand dollars) FY 2020 FY 2021 Upper: Net Sales FY 2020 FY 2021 Results Sales Forecast Sales YoY % Bottom: Operating Income Results Forecast YoY % Composition Composition Change Change Net Sales 446,281 100.0% 472,300 100.0% 5.8% Domestic 91,732 98,918 7.8% Subsidiaries 13 2,501 18287.8% Gross Profit 215,003 48.2% 228,400 48.4% 6.2% Tully's Coffee 26,215 31,500 20.2% Sales Commission 74,313 16.7% 77,894 16.5% 4.8% Japan Co., Ltd. - 1,374 1,000 - Advertising 9,808 2.2% 11,079 2.3% 13.0% Chichiyasu 13,897 13,610 -2.1% Freight 13,833 3.1% 14,101 3.0% 1.9% Company 702 680 -3.2% Depreciation and 10,207 2.3% 9,608 2.0% -5.9% 6.5% Amortization Overseas 35,355 37,643 Selling, General and Subsidiaries Consolidated 44.4% 44.1% 5.1% 1,864 2,285 22.5% Administrative Expenses 198,327 208,400 30,068 32,204 7.1% Operating Income 16,675 3.7% 20,000 4.2% 19.9% US 717 1,124 56.6% Ordinary Income 17,029 3.8% 19,800 4.2% 16.3% Business $ 283,135 $ 298,191 5.3% Extraordinary Losses Performances of Subsidiaries - - - and Income -3,634 -1,300 $ 6,758 $ 10,410 54.0% Net Income 7,011 1.6% 12,800 2.7% 82.5% Other Overseas 5,286 5,439 2.9% 0.0% 0.0% 0.0% 0.0% 0.0% Subsidiaries 1,146 1,161 1.2% FY 2020 FY 2021 Results Sales Forecast Sales YoY % - 33,538 - 34,261 - Composition Composition Change Elimination of Internal Transactions Net Sales 352,732 100.0% 370,000 100.0% 4.9% - 962 - 1,786 - Exchange rate (US$) 106.20 108.00 Gross Profit 169,621 48.1% 178,400 48.2% 5.2% (average during a year) Operating Income 15,759 4.5% 17,000 4.6% 7.9% *Conventional standard Non-Consolidated Ordinary Income 17,565 5.0% 17,600 4.8% 0.2% Copyright (C) All Rights Reserved.
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