dip corporation first section of the tokyo stock exchange ... · the data of dip members is...

Copyright © 2020 DIP Corporation, All Rights Reserved.

DIP Corporation

First section of the Tokyo Stock Exchange code 2379

January 10, 2020

FY2020 Q3Financial Results


CONTENTS

1

2 FY2020 Q3 Business Performance by Site

3 Main Topics in the Personnel Recruiting Services Business

5

6 Appendix

Revision of FY2020 Operating Results Forecast

4 Progress in the AI/RPA Business

1 FY2020 Q3 Summary of Financial Results P 2

P 9

P 17

P 26

P 41

P 45


The Company announced consolidated financial results for FY2019 Q3, but it is announcing financial results for FY2020 Q3 on a non-consolidated basis. Therefore, the financial results for the third quarter of the previous fiscal year are stated here on a non-consolidated basis for purposes of comparison.

1 FY2020 Q3 Summary of Financial Results

2

Copyright © 2020 DIP Corporation, All Rights Reserved. 3

【Business Performance】

Sales increased significantly

FY2019 Q3 FY2020 Q3 YoY

Results ResultsAmount of increase

Ratio of change

Sales 11,072 11,925 ＋853 ＋7.7％

（Million yen）

【Background】

1. Impact of the closure of “an”, a competitor service to Baitoru

(business activities at “an” were terminated on November 25, 2019）

・Sales of Baitoru increased in large part due to significant growth in sales through agents.

・In terms of direct sales, resources have been allocated on a priority basis to win former “an”customers, strengthen the customer base and increase sales going forward.(The contribution to sales in the 3rd quarter is limited, partly because some of the terminationcampaigns developed by “an” continued through till the middle of the third quarter.)

2. Full-scale operation of AI/RPA sales

・Refinement of proposals by sales staff in the personnel recruiting services business to theirclient companies in the staffing, restaurant, and retail industries.



Operating income expanded favorably

FY2019 Q3 FY2020 Q3 YoY

ResultsPercentage

of SalesResults

Percentageof Sales

Amount ofincrease

Ratio of change

Operating Income 3,660 33.1% 3,944 33.1% ＋283 ＋7.8%

Ordinary Income 3,682 33.3% 3,951 33.1% ＋269 ＋7.3%

Quarterly Net Income

2,494 22.5% 2,713 22.8% ＋219 ＋8.8%

（Million yen）

【Background】

・Improved efficiency in promotional spending.・Costs related to the AI/RPA business increased slightly.



Operating margin remains high

33.1％

Operating Margin

33.1％

営業利益率

■Operating Margin

5

40%


FY2019 Q3 FY2020 Q3 YoY

BackgroundResults

Percentageof Sales

ResultsPercentage

of SalesAmount of increase

Ratio of change

SG&A 6,728 60.8％ 7,222 60.6％＋493 +7.3％

Personnel*1 2,785 25.2％ 3,015 25.3％＋230 ＋8.3％

・Increase in personnel(new graduates, AI/RPAmid-career employment)

Advertising Costs*2 3,035 27.4％ 3,097 26.0％＋61 ＋2.0％

・Improved efficiency inallocation of promotion expenses

・Increase in incentives foragencies for achievinghigh sales targets

Land & OfficeRental

261 2.4％ 264 2.2％＋3 ＋1.3％

Others 645 5.8％ 844 7.1％＋198 ＋30.8％

・Development-related costs in AI/RPA business

・Replacement of PCs foremployees

6


Strategic promotional spending to minimize cost increases

（Million yen）■Selling, General & Administrative Expenses

*1 Personnel costs include salaries, welfare benefits, etc., as well as recruitment related expenses and educational expenses.*2 Advertising costs includes sales promotion expenses.


0%

+5%

+10%

+15%

+20%

Mar. Apr. May Jun. Jul. Aug. Sep. Oct. Nov.

Percentage of agency sales is approx.20%

【Background of Q3 Results - Agencies】

Favorable results of sales through agencies

Because of the termination of the “an” service, sales of Baitoru at each agency increased.（Growth of sales in November: +16.9％ YoY）

■FY2020 Changes in growth ratio of sales through agencies (YoY)

“an”Termination

was announced

“an”Sales were terminated

“an” serviceterminated


83％

83％

Percentage of direct sales is approx.80%

Contact ratio with known “an” customers on the list

（as of the end of November）

*Customers that utilize “an” alone or “an” plus media other than Baitoru

【Background of Q3 Results - Direct Sales】Increase in new contact points with “an” customers for the future expansion of our customer base

Contact with known “an” customers by direct sales staff based on the “an” customers list by region we created. (Covers 23,000 companies)


2 FY2020 Q3 Business performance by Site

9


■Sales *Includes sales from Baitoru NEXT

【Business Performance at Baitoru】

Sales increased significantly

10

FY2019 Q3 FY2020 Q3 YoY


Raito of change

Baitoru 8,872 9,624 ＋752 +8.5%

Baitoru NEXT 1,319 1,488 ＋168 +12.8%

（Million yen）

【Background】Impact of the closure of “an”, a competitor service to Baitoru

(Business activities at “an” were terminated on November 25, 2019）

・Sales of Baitoru increased in large part due to significant growth in sales through agents.

・In terms of direct sales, resources have been allocated on a priority basis to win former “an”

customers, strengthen the customer base and increase sales going forward.(The contribution to sales in the 3rd quarter is limited, partly because some of the termination campaigns developed by “an” continued through till the middle of the third quarter.)


YoY

＋9.9％

Baitoru

■Growth in the number of monthly contracted companies (average)*Includes companies contracted with Baitoru NEXT

14,819Companies

Including Baitoru NEXT


Significant increase in the number of contracted companies

3,577 companies

Baitoru NEXT

（Company）

11

Baitoru NEXT

＋20.6%


YoY

＋14.9％

Baitoru NEXT

234


The number of applications also increased significantly

BaitoruIncluding Baitoru NEXT

149

■Growth in the number of applications (FY2017 Q3 referenced as 100)*Includes applications at Baitoru NEXT

12

100

116

130

136

194

50

100

150

200

250

FY2017 Q3 FY2018 Q3 FY2019 Q3 FY2020 Q3

Baitoru NEXT

＋20.7%


【Business performance at Hatarako.net】

Sales increased steadily

■Sales

13

FY2019 Q3 FY2020 Q3 YoY


Raito of change

Hatarako.net 1,817 1,969 ＋152 +8.4%

Dispatch 1,569 1,620 ＋50 +3.3%

Direct Employment 248 349 ＋101 +40.7%

（Million yen）

【Background】

・A significant increase in direct employment sales drove growth.

・Dispatch agencies and their clients need to be aware of, and be ready to implement,new guidelines regarding 'equal pay for equal work' that will take effect in April 2020.This has temporarily slowed recruiting activities at some dispatch agencies.

（Note）From its launch, Hatarako.net played the role of a go-between for dispatch companies to solicitapplications from those applying for dispatched employees. Since 2017, however, it has become a comprehensive website for dispatch companies and general client companies to solicit job applications directly.


Direct Employment

1,903 companies

Hatarako.net

3,454 companies

Including direct employment

【Business Performance at Hatarako.net】

The number of contracted companies increased dramatically

■Growth in the number of monthly contracted companies (average)

YoY

＋18.0％Direct Employment

＋29.8%

（Company）

14


YoY

＋12.1％

【Business Performance at Hatarako.net】

The number of applications also increased significantly

180

■Growth in the number of applications (FY2017 Q3 referenced as 100)

15

100

127

161

50

100

150

200

FY2017 Q3 FY2018 Q3 FY2019 Q3 FY2020 Q3


Refinement of Sales Proposal to Dispatch Companies

Solve customer issues by improving the rate of applications by usersand also by supporting the operational efficiency of the dispatch company.

The data of dip members is utilized to distribute iapproach directly.

i approachMedia KOBOT

Promote efficient

hiring activities

RPA (Kobot) responds to

applications on holidays and

during non-business hours.

DIP media is utilized for hiring targets.

Reduce back

office operationsForm population

of applicants

Age (younger)

Regular employment

Non-regular employment

Age (older)

Fully utilize the abundant data of members.Do not just wait, but take actions to hire.

Kobot responds during non-business hours.

For small to medium-sized staffing companies that are customers of Hatarako.net, a package comprised of media + i approach + KOBOT is being proposed (commenced in December 2019).


① Strengthen Sales in Suburban and Regional Areas

② Conduct a New Campaign

③ Promote App Usage

3Main Topics in the Personnel Recruiting Services Business

17


■Market size of job information service*1,DIP share and salesgrowth rate

3 metropolitan areas

Suburban

Regional

① 【Strengthen Sales in Suburban and Regional Areas】

Sales in regional and suburban areas increased substantially

*1 Estimated by DIP*2 Three metropolitan areas Urban : ・Tokyo 23 wards, Nagoya City, Osaka City ・Three metropolitan areas Suburban: Tokyo metropolitan area 7 prefectures,

Tokai 3 prefectures, Kinki 6 prefectures, excluding the above cities ・Regional: Other prefectures

Approximately 100 billion yen

Market Size

＋9.0%

＋23.3%

＋6.6%

FY2020 Q3 Sales YoY*2DIP Share

Over 20％

10~20％

Under 10％

18

3 metropolitan areas

UrbanApproximately 105 billion yen

Approximately 60 billion yen


New TV commercial featuring Nogizaka46

begins airing on January 14

② 【Conduct a New Campaign】New TV commercial showcases our unique site functions vol.2


Please watch the new TV commercial featuring Nogizaka46

Access the following URL below to see the commercial (Japanese only)https://campaign.baitoru.com/46/

20


② 【Conduct a New Campaign】

New Promotion Utilizing Signage in Shibuya vol.2

21

Displayed new content on a large screen at the scramble intersection

in Shibuya（occupy half of the airtime）

【Air New Year content from January 1 to 12, 2020】


Continue to air commercials for part-time workers on the signage at the cash registers at AEON*1 and Ito Yokado*2 nationwide (once every 5 min.)

【Image】

22

*1 May 2015-*2 February 2019-

② 【Conduct a New Campaign】Continue to air commercials at major supermarkets as a measure to encourage housewives/husbands to apply for part-time work


Main measures for promotion of app

・May 2017-, Jan. 2018-

Nogizaka46 TVCM

・June 2018-

Team labo guest pass

・July 2019-

Movie Tenkinoko(Weathering With You)

23

FY2020 Q3 YoY

＋9.3%

■Trend in the number of app downloads

③ 【Promote App Usage】

The number of app downloads increased steadily

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3

FY2017 FY2018 FY2019 FY2020

（Downloads）


③ 【Promote App Usage】Applications via app continue expanding

24

Looking at the total number of applications, the rate of applications via the app has been increasing steadily. Aim at retaining users by expanding app usage.

FY2020 Q3 YoY

27.1%

■Trend in percentage of application via app

0%

5%

10%

15%

20%

25%

30%

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3

FY2017 FY2018 FY2019 FY2020

The ratio of applications via app has

steadily increased


③ 【Promote App Usage】

The rate of conversion to application is high among app users

25

Web app

100

161

Rate of conversion to

application among app users

Web users*2

1.6 Times

*1 Rate of conversion to application: Number of applicants from each channel ÷ Number of visitors*2 Web users: Users via browsers on PCs and smartphones

■FY2020 Q3 Rate of conversion to application*1（Web users: 100）


4 Progress in the AI/RPA Business

26


Targets for the AI/RPA Business

Based on the broad network built through RPA sales, going forward we aim to establish the DIP Automation Platform, which will be equipped with AI tools.

RPA

AI service

Utilization of data

DIP service

DIP AutomationPlatform

Coordination of services

Utilization of AI


Characteristics and Advantages of FAST RPA Service KOBOT by DIP

Utilize the customer base of the personnel recruiting services business for product development/sales

28

1

Remote introduction/maintenance support system２

No development/introduction cost for customers３

Monthly fees also cover maintenance４

Operational efficiency support, FAST PRA

KOBOT


【Characteristics of KOBOT ①】Utilize the existing customer base of personnel recruiting services business for AI/RPA product development/sales

Recruitment support

Need to improve work efficiency

RPA tool

A broad customer basebuilt on existing clients of the personnel recruiting

services business

Sales personnel who have a good understanding of the

industry and workflow of client companies

Unable to contact an applicant...

It takes time to carry out simple tasks...Short on

manpower…

29


【Characteristics of KOBOT ②】

Remote Introduction/Maintenance Support System

・Person (pre-sale) in charge of development at DIP introduces the system remotely

・Implementation takes as little as one hour

30

Client company

Send URL of the download tool

Introduce the tool remotely

①

②


【Characteristics of KOBOT ②】

Remote Introduction/Maintenance Support System

31

・Adjust the robot appropriately in line with the environment or changes in the system

POINT 2

Determine the steps

necessary for a fix

POINT 1

Automatic detection of errors

Developer of robots

Supervisor of robots

POINT 3-B

Launch repair remotely

POINT 3-A

Alert the client company to

amend the defected data

or


【KOBOT for Dispatch Companies】

The number of contracted companies has been increasing steadily

Q1 Q2 Q3 Q4

ContractPre-salesTrial

operationProduct planning

FY 2020

As of the end of November, we had concluded contracts with a total of 150 companies, which is far more than the target（100 companies).

32

(Target)(Actual results)

Cooperation with providers of core systems

to staffing companies

・Union Technology System Co., Ltd.・Business Application Co., Ltd.・SI System Corporation

→ Promote the introduction of KOBOT toapproximately 5,000 user companies*

*Total combined number of existing customers of three companies. Some are already existing customers of DIP.

（Non-paid）（Paid）

Receivedthe order

150 Companies

350companies



Evaluations by companies that have introduced KOBOT①

33

Improvement of 8pts from 45％ to 53％KOBOT effect on rate of interviews

Reduction of 33 hours per monthKOBOT effect on

hours of human labor

Applicant KOBOT in PC Person in charge at company A

Information gathering tool

Core system

Check duplicationOutput of results

KOBOT responds by sending an e-mail as soon as

an application is received

Automatically sets an interview schedule

Case of Company A which introduced KOBOT to streamline response protocols to the 250 applications it receives each month



Evaluations by companies that have introduced KOBOT ②

34

Case of Company B that implemented KOBOT to respond during

non-business hours to the 100 applications it receives each month.

Improvement of 22pts from 41％ to 63％Effect on rate of interviews

Applicant

KOBOT

Person in charge at company A

KOBOT sends e-mail/SMS

KOBOT

Notify the content that KOBOT received from the applicant

Ask the applicant for their preferred

date/time of contactApplication received

during non-business hours

Image of exchange of e-mail messages

Choose your preferred

date/time of contact

Choose your preferred

date/time of contact


【Interview KOBOT Light for Restaurant Business/Retailers】Launched in November, concluded contracts with 300 companies(end of November）

■When an application is filed, a chat function is used to check the preferred interview date with the applicant.This greatly reduces the burden on the person in charge of recruitment (store manager) ,while also improving the rate of interviews/recruitment.

Plan to launch Interview KOBOT (tentative name) with enhanced functions in April

35

An applicant applies for a job opening

Media Control Screen

July 6, 2019, right?

TomorrowCompany Applicant

Notify the applicant of the date of the interview

Obtain information on the applicant from each

control screen using the application e-mail

as a hook Images may differ from those in the actual app.

・Tomorrow・Day after

tomorrow・Other than

the above

Image of chat screen

*A cloud-type of service without installing robot on client’s PC. Sold together with media listing (Baitoru and Hatarako.net)


Presentation Video of Interview KOBOT Light

Access the following URL to see the video（Japanese Only）:https://youtu.be/5i4gAj70cr0

Introduction movie ofInterview KOBOT Light


The AI/RPA division has 70 employees at present（As of January 2020), and aims to have 100 employees by the end of FY2020

SupervisorSupport for sales force of recruiting service business

Product MangementDevelopment of the robot

Customer SupportCustomer support after introduction

Pre-SalesConsult and implement

Organizational Chart of AI/RPA Business Division

Sales carried out by 1,500 salespeople of job ad business

Dispatch companies National companies SME

37

AI/RPA Division

Sales（Sales Support）

Development CSCS(5 people)

Sales (20 people)(Sales Support)

Development(45 people)


Progress in Development of Tools for Real Estate Business

Product development

Launch Forecast in April 2020

Operations

Workflow

In store trial

operations

In collaboration with House Partner Holdings Co., Ltd.*, product development is underway to improve efficiency in the rental real estate management/rental agent industry (trial operations are underway).

*In 2018 ranked 1st in the number of rental agent services in Chiba Prefecture for the tenth consecutive year（data by Zenkoku Chintai Jutaku Shimbun）


Sales Forecast

KOBOT for staffing companies

300 companies

150 companies

End of Nov. 2019

Interview KOBOT Light for restaurant

business/retailers

End of Feb. 2020

1,500 companies

350 companies

*cumulative

Total 450 companies 1,850 companies

Forecast securing contracts with 1,850 companies by the end of FY 2020


Attendance Management

ContractManagement

Job adsManagement

Application Acceptance &

Interview setting

DispatchAgency

FoodRetail

RecruitmentAgency

Security AdvertisingMedical

careReal estate

UnderDevelopment

Under TestOperation

AdvertisementManagement

Billing Procedure

PlannedDevelopment

Sales

Progress of Development/Provision of KOBOT

Targ

et B

usin

ess

Flo

ws

Target Fields 40

• Commence commercial sales of KOBOT for dispatch companies (September)…①

• Plan to start sales of Interview KOBOT Light for restaurant business/retailers (November)…②

• Plan to start sales of tools for real estate business (April, 2020)…③

①

① ②

③


5 Revision of FY2020 Operating Results Forecast

41


■Changes in GRP(Gross Rating Point) at each company (quarterly)

The number of ads placed in other media increased significantly compared to Q2.

0

2,000

4,000

6,000

Q1 Q2 Q3

Indeed

バイト訴求

バイトル

ＴＷ

マイナビ

an

B

C

D

Baitoru

A（Promote

part-time job）

Following Announcement of the Termination of “an” Business, Competition Among Other Media to Acquire Market Share has Intensified


-5%

+5%

+15%

+25%

Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4

（forecast）

FY2019 FY2020

Gross Rate of Advertising Cost(YoY)

43

【Estimate】

FY2020 Q4 Advertising Cost

YoY Forecast

+22％

+22％

Intensive Investment in Advertising for the Personnel Recruiting Services Business

■ Changes in the growth rate of investment in ads（compared to the same quarter of the previous year）

Implement a temporary change in our investment principle which links the growth rate in sales to the growth rate of applications. Aim to attract a large share of “an” users through an intensive investment in advertising.


Incomes grew larger than previous forecast due to improved efficiency in allocation of promotion expenses.

We revised operating income, ordinary income and net income upwardly.

Operating Results Forecast

【Non-consolidated Operating Results Forecast for FY2020】

SalesOperatingIncome

OrdinaryIncome

Net Income

Previous forecast(A)

¥ million ¥ million ¥ million ¥ million

45,500 12,800 12,800 8,700

～46,600 ～13,600 ~13,600 ~9,300

Revised forecast(B)45,500 13,500 13,500 9,200

～46,600 ～14,000 ～14,000 ～9,500

(Reference)Results for FY2019

42,167 12,828 12,859 9,112


6 Appendix

45


Corporate Profile

Company name

March 1997 (23th fiscal term)

President & CEO, Hideki Tomita

3-2-1 Roppongi, Minato-ku, Tokyo

¥1,085 million(As of end of February 2019)

¥42,176 million(For the fiscal year ended February 2019 consolidated)

1,883(As of November 30st, 2019 full time)

Provision of online job information

First section of the Tokyo Stock Exchange(code:2379)

Established

Representative

Location

Capital

Sales

Employees

Main Business

Market

DIP Corporation

46


Expanding Our Business Domain with a New Vision

Labor force solution company

Human labor force(Personnel Recruiting Services Business)

Digital labor force(AI/RPA Business)

KobotBaitoru Baitoru NEXT

Hatarako.net Nurse de Hatarako

47

As a “General Trading Company Dealing in the Labor Force”,DIP provides clients with personnel recruiting services and

AI/RPA services to solve diverse labor-related issues.


A Corporate Culture that Builds the Foundation Necessary to Realize our Corporate Philosophy and Vision

48

DIP seeks to tap into dreams, ideas, and passion to create a better society.

Vision

“Labor force solution company” As a “General Trading Company Dealing in the Labor Force”,DIP provides clients with personnel recruiting services andAI/RPA services to solve diverse labor-related issues.

Corporate Culture

Three pillars underpinning our corporate culture

・People are everything, people are assets

・Full-scale implementation of the “user first” policy

・Corporate philosophy featuring the founder’s spirit

1 See tough situations as opportunities.2 Continue to take on new challenges.3 Never give up.4 Go beyond expectations.5 Enjoy your work, enjoy your life. 6 Each employee works on creating DIP.

Management Philosophy


（％）

428 employees are due to join in April 2020

■ Percentage of new graduates among the total number ofemployees in the personnel recruiting services business

83.0

88.1

91.9 92.3 92.593.3

70%

80%

90%

100%

FY2015 FY2016 FY2017 FY2018 FY2019 FY2020

(Forecast)

Job offer ceremony October 2019

【Organization and Personnel Strengths】

Recruiting new graduates to develop and strengthen their skills based on our corporate culture

Regular Employees (New Graduates) Who Will Carry on the Corporate Culture


A Variety of Efforts to Improve Employee Motivation

■ Award system

[Monthly, Quarterly, and Half-Yearly Award Recipients]

BBQ party at the recreation facility (Dream House/Zushi city)

[Full-Year Award Recipients] (10% of all employees)

Free trip to Hawaii

For both events, executive officers act as hosts on-site and

reward award recipients for their services.

■ General Meeting of Employees

All employees gather in March, the month in which

DIP was founded, for announcements of

management policy, the full-year awards ceremony,

and a social gathering.

At the full-year awards ceremony all participants

congratulate the award recipients.

Copyright © 2020 DIP Corporation, All Rights Reserved.51

A Variety of Efforts to Improve Employee Motivation

■Others【Long service award】

・Monetary gift, special paid leave, and

commendation every five years

【Education/personal development support】

・DIP University

(Online video learning, GLOBIS select training, etc.)

・Dip English Course

【Career development】

・Tsukiichi (Monthly individual interview)

・Job posting system/self-certification system

・Dream incubation system

■Facilitating Communication

between Employees

・In-house social network,

“TUNAG”

・In-house magazine,

“Dreamers”

・Inter-department networking,

“Tsunaguba!”

・Club support

■Employee Satisfaction Survey

(ES survey)

All employees are surveyed once a year to grasp the

current status of the company and reflect those results in

the development of future measures and policies.

■Ways of working/

benefit packages

・A variety of childbirth/childcare leaves systems

・Flexible work

・Flexible work hours

・Telework system

・Side business

・ESOP (Retirement Benefit System)

・Employee stock ownership

・Comprehensive benefit package

(Benefit Station) etc.


FY2020 Q3 Balance Sheet

（Million yen）

52

33,704 36,464 +2,760

Cash and Cash Equivalents 14,741 15,686 +945

Trade and Other Receivables 4,783 5,490 +706

Other Financial Assets

Other Net Assets774 391 -383

Fixed Assets 6,251 6,885 +634

Investments and other assets 7,152 8,010 +857

7,804 7,557 -246

Trade and Other Payables 227 204 -22

Other Liabilities 6,693 6,370 -323

Fixed Liabilities 883 982 +99

25,899 28,907 +3,007

Capital Stock 1,085 1,085 0

Capital Surplus 1,958 1,969 +11

Treasury Shares -2,401 -4,169 -1,767

Retained Earnings 24,414 29,060 +4,645

Total Valuation and Translation Adjustments -8 -18 -10

Share Acquisition Rights 851 980 +128

Comparison to

the last year

Net ASSET

FY2019

(As of February 28,2019)

FY2020 Q3

(As of November 30,2019)

Assets

Liabilities


FY2020 Q3 Income Statement

（Million yen）

*1 Personnel cost include salaries, welfare benefits, etc., as well as recruitment related expenses and educational expenses.*2 Advertising cost includes sales promotion expenses.

53

*The results for FY2020 Q3 presented above are on a non-consolidated basis to facilitate comparison.

Result Percentage of Sales Result Percentage of Sales Increase Ratio

Sales 11,072 100.0% 11,925 100.0% +853 +7.7%

Cost of sales 683 6.2% 759 6.4% +75 +11.0%

Gross Income 10,388 93.8% 11,166 93.6% +777 +7.5%

6,728 60.8% 7,222 60.6% +493 +7.3%

Personnel*1 2,785 25.2% 3,015 25.3% +230 +8.3

Advertising Cost*23,035 27.4% 3,097 26.0% +61 +2.0

Land & office Rental 261 2.4% 264 2.2% +3 +1.3%

others 645 5.8% 844 7.1% +198 +30.8%

Operating Income 3,660 33.1% 3,944 33.1% +283 +7.8%

Ordinary Income 3,682 33.3% 3,951 33.1% +269 +7.3%

2,494 22.5% 2,713 22.8% +219 +8.8%

Selling, General &

Administrative expense

Net Income

FY2019 Q3 FY2020 Q3Comparison to

the last year


FY2020 Q3 Statement of Cash Flow

Cash and Cash equivalentsBeginning of FY 2020

Cash and Cash EquivalentsEnd of FY2020 Q3

Operating Activities

Purchase of treasury shares

15,686

Expenditures for acquisitionof intangible fixed assets

Cash dividends paid

(Million yen）

+8,167

-439

-1,602

+71

-1,805

-2,983

Investi

ng

Acti

vit

ies

Purchase of investment securities

Purchase of sharesof subsidiaries and associates

Other

Fin

an

cin

g A

cti

vit

ies

Other

-380

-84

14,741

54


■Sales

（Reference）Business Performance at Nurse de Hatarako

55

FY2019 Q3 FY2020 Q3 YoY


Raito of change

Nurse deHatarako

379 322 -57 -15.0%

（Million yen）


上位100社

上位20社

上位10社

*Sales dependence:：Total of net sales to the highest-ranking customers ÷ Sales

11.9%

17.1%

30.1%

56

■Sales to highest-ranking customers in gross sales（FY2020 Q3)

(Reference) Dependence of Sales on Specific Customers is Low

Top 10companies

Top 20companies

Top 100 companies


248809194 355 442 636 631 711

1,288

316 210803 1,057

1,714

4,806

7,162

9,119

10,826

12,828

0

2,000

4,000

6,000

8,000

10,000

12,000

FY2003 FY2004 FY2005 FY2006 FY2007 FY2008 FY2009 FY2010 FY2011 FY2012 FY2013 FY2014 FY2015 FY2016 FY2017 FY2018 FY2019

9,142

809

852 1,805 3,0865,171

8,434 9,37411,506

7,9699,524

11,4329,951

13,050

19,530

26,798

33,178

38,060

42,176

0

10,000

20,000

30,000

40,000

FY2003 FY2004 FY2005 FY2006 FY2007 FY2008 FY2009 FY2010 FY2011 FY2012 FY2013 FY2014 FY2015 FY2016 FY2017 FY2018 FY2019

Sales

Operating Profit

Listed onMothers TokyoStock exchange

Listed onthe first section

of the TokyoStock exchange

※ Affected by the change in sales of Nurse de Hatarako

※ Affected by the change in sales of Nurse de Hatarako

Operating Results

57

（Million yen）

（Million yen）


Sales of Baitoru

（Million yen）

Sales of Baitoru NEXT

Operating Results in the Personnel Recruiting Services Division

58

（Million yen）

86 590 1,364 2,585

4,486 5,319 6,901

5,517 7,178

8,406 6,528

9,579

15,089

20,975

26,615

30,558 33,567

0

5,000

10,000

15,000

20,000

25,000

30,000

35,000


Sales of Hatarako.net

Sales of Nurse de hatarako ※ Affected by the change in sales of Nurse de Hatarako

Operating Results in the Personnel Recruiting Services Division

1,573

59（Million yen）

（Million yen）

29 306

762 1,205

1,685 1,930

2,335 2,596

3,259

1,564 1,112 1,134 1,054 1,030

1,827

2,938

3,945

5,526

7,010

0

1,000

2,000

3,000

4,000

5,000

6,000

7,000


3,395 3,374 3,355 3,345 3,302 3,288 3,317 3,367 3,4233,476

1,7271,763 1,812 1,816

1,910 1,967 1,986 2,023 2,036 2,120

0

1,000

2,000

3,000

4,000

2009 2010 2011 2012 2013 2014 2015 2016 2017 2018

【The Market Environment】

The Number of Part-Timers and Dispatch Workers has Increased

Increase in employment among females and seniors

■Trend in the number of employees by type of employment

（Ten thousand）

Regular employees

YoY

+530,000workers

(+1.6%)

Part-timers and dispatch workers etc…

YoY

+840,000workers

(+4.1%)

Source: Statistics Bureau, MIC.

60


359370

385372

397 396407

397387

415

215 212 205227

202215

229 234224

242

0

100

200

300

400

500

2009 2010 2011 2012 2013 2014 2015 2016 2017 2018

■Trend in the number of employees newly recruited, or changing jobs* by type of employment

（Ten thousand）

【The Market Environment】Increase in the Number of New Recruits and Workers Changing Jobs in the Part-Time and Dispatch Segments

Workers changing jobs: Employees who have left their previous job within the past yearNewly recruited employees: Total number of employees who joined a new part-time or dispatch job

Regular Employees

YoY+180,000workers

Part-timers and dispatch workers etc…

YoY+280,000workers

Source: Statistics Bureau, MIC.

61


0

200,000

400,000

600,000

800,000

1,000,000

1,200,000

Mar. 2018Market share of

recruitment websites 69.9%

Apr. 2015Recruitment websites

exceeded entire paper-based job information

* Total of paid job information magazines, free papers, and job ad leaflets

Source: Association of Job Information of Japan (AJIJ)

■Changes in the total number of ads* on job websites and paper media

62

The number of job ads

【The Market Environment】

Online job advertisements continue to increase share over paper-based media


• Received Eruboshi certification (highest level) from the Minister of MHLW • Introduced a holiday and rest system to support childbirth and childcare • The rate of employees returning to work after taking childbirth or childcare

holidays is 100%*3

■ Female employee ratio*1 ■ Female manager ratio*1*2

*1. As of December 1, 2019 *3. Results for fiscal year ended Feb. 2018

*2. The average of all companies is 7.7% (Aug 2019) (source: Teikoku Databank)

63

【Sustainability】

Efforts to promote diversity

■ Female director ratio *1

Efforts to increase work opportunities for women

Promotion of employment for people with disabilities

■ Changes in the employment rate of people with disabilities

FY2016 FY2019

46.3% 31.9% 33.3%

1.02% 2.07%• Supported the Association of Job Information of Japan campaign to increaseemployment opportunities for people with disabilities

• Launched campaigns such as the free advertisement of job opportunities for people with disabilities on the company websites


【Sustainability】Contribute to the Creation of Employment in Rural Areas Through Kurashi Taiken Tours (Life Experience Tours)

Conduct Kurashi Taiken Tours (Life Experience Tours) in cooperation with local governments across Japan

Held 45 events by the end of FY2019, attracting a total of around 900 people

64

■Kurashi Taiken Tours in Nakatsu and Hita, Oita Pref. (July 2019)231 applications were received for 20 openings.

Baitoru Kurashi Taiken Tours website： https://www.baitoru.com/rr/


Corporate Governance（As of January 1st, 2020）

Board Directors

HidekiTomita

Executive President and Chief Executive Officer

KazuhisaIwata

Chief Operating Officer and Executive Manager of Personnel Recruiting Services Headquarters and Executive Manager of Business Management Headquarters

KatsumiUeki

Chief Information Officer and Executive Manager of Service Development Headquarters

MichiyoMaehara

External Director*

MasatsuguShidachi

External Director*

ErikoTanabe

External Director*

Executive Officers

TakatsuneInoue

Personnel Recruiting Services Headquarters General Manager of East Japan Area Division and Tokyo Urban Area Division

SuguruIkeda

Personnel Recruiting Services HeadquartersGeneral Manager of Central and West Japan Area Division

TomohiroKitazato

Personnel Recruiting Services HeadquartersGeneral Manager of HR Division

JunSagano

Personnel Recruiting Services HeadquartersGeneral Manager of Business Solution Division

GoryuHada

Personnel Recruiting Services HeadquartersGeneral Manager of Job Advertisement Business Planning Division

HidekiMiura

General Manager of AI/RPA division

ToshiakiKasamatsu

Service Development HeadquartersGeneral Manager of Media Producing Division, Senior Manager of DIP Research Institute and Application Promotion Division

KeiSinto

Service Development HeadquartersGeneral Manager of Next-Generation Business Preparing Division

Nobuaki Kitou

Chief Human Officer and Executive Manager of Personnel Headquarters

MakikoHamabe

Business Management HeadquartersGeneral Manager of Corporate Communication Division

HaruhikoArai

Business Management HeadquartersGeneral Manager of Business Planning Division

Corporate Auditors

TsuneyoOtomo

Full-Time Corporate Auditor

KoichiKobayashi

External Auditor*

TakashiEjiri

External Auditor

AkihikoMochizuki

Auditor

65* Designated as an independent director as required by Tokyo Stock Exchange, Inc. and reported to the Stock Exchange.


IR inquiries

DIP Corporation IR management E-mail [email protected]

URL https://www.dip-net.co.jp

Disclaimer

Information contained in this Website may include forward-looking statements with respect to financial conditions, results of operations and various aspects of the businesses of DIP. Actual results may differ from the forecast depending on a variety of factors.

Information contained herein regarding companies other than DIP is quoted from public sources and others. DIP has neither verified nor is it responsible for the accuracy of such information.

Any statements made herein are made solely for provision of information and are not an inducement to investment in DIP securities. It is recommended to refrain from making investment decisions that are fully dependent on this material.

English documents are prepared as a courtesy to our shareholders. In the event of any inconsistency between English-language documents and the Japanese-language documents, the Japanese-language documents will prevail.

Disclaimer and Contact

66

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