Strengthening Portal-Site Store Operations

「The Company continued efforts to enhance delivery services through the stable operation of a same-day shipping system, including on Sundays and public holidays, while continuing to improve the usability of its revamped flagship website and optimize promotional initiatives.」

「The main sales channels comprise the company's own PC site, smartphone site and smartphone app, as well as internet shopping marketplaces such as Rakuten Ichiba, Yahoo! Shopping, Amazon.co.jp, au PAY Market, Qoo10, d Shopping and Mercari Shops.」

「At the company's own site, visits grew to 112.8% of the year-earlier level through advertising initiatives using AI, but the number of purchases fell below the prior-year level, causing sales to languish at 83.9%.」

「● Qoo10: Sales grew sharply to 184.3% of the previous fiscal year's level as lucky-bag and seasonal products combined with marketplace initiatives. In particular, Yahoo! Shopping won third place in the Fashion Group Overall category at the Best Store Awards 2023, while au PAY Market again won the grand prize in the Innerwear and Loungewear category at the BEST SHOP AWARD 2023, marking 10 consecutive years. The company was able to earn the support of many customers.」

「From late November, the company conducted a customer-acquisition initiative offering free LINE stickers and acquired approximately 1.2 million LINE friends in 10 days. Going forward, it will also focus on various initiatives through LINE.」

「Against this backdrop, in domestic sales the company cautiously proceeded with passing on higher procurement costs through prices while implementing various initiatives, including coupons, influencer promotions and live events. Nevertheless, sales languished at 94.4% of the year-earlier level. Visits rose to 108.6% and average order value to 108.7%, but the number of purchases fell to 86.8%, and the increases in visits and average order value were insufficient to offset the decline in purchases.」

「At the company's own site, although the number of purchases languished at 93.0% of the year-earlier level, reach among customers unfamiliar with the company expanded through affiliate initiatives, and visits grew to 142.5%. As a result, sales grew slightly to 101.7% of the year-earlier level.」

「As with private-label products, significant delivery delays from national-brand manufacturers continued in domestic sales, but sales grew to 111.2% of the previous fiscal year's level at Yahoo! Shopping (PayPay Mall), 120.5% at Amazon and 143.0% at Qoo10. In particular, PayPay Mall again ranked first in the Yahoo! Shopping (PayPay Mall) Best Store Awards 2022, winning the Annual Best Store 2022 award. au PAY Market again won the grand prize in the Innerwear and Loungewear category of the Best Shop Awards 2022, marking 9 consecutive years, and the company was able to earn the support of many customers.」

「Against this backdrop, domestic sales grew to 107% of the year-earlier level overall through brand sales, influencer promotions and advertising initiatives. In October, visits to PayPay Mall increased following its integration with Yahoo! Shopping and marketplace event initiatives. In November, performance remained strong, including a record-high historical share in the women's underwear, socks and loungewear category, and sales grew to 117% of the year-earlier level. At Amazon, the impact of Amazon's product-number consolidation continued, but optimization measures such as reviewing the products targeted for advertising lifted sales to 122% of the year-earlier level. At the company's own site, average order value improved despite sluggish growth in visits, and sales grew to 103% through initiatives such as brand sales. At Rakuten Ladies, the number of purchases declined slightly because of sluggish visits, but sales grew to 104% through influencer initiatives and higher average order value. At Qoo10, sales grew sharply to 149% of the year-earlier level, driven by wakudoki lucky-bag products, whose sales reached 209% of the prior-year level.」

「Against this backdrop, domestic sales grew to 108% of the year-earlier level overall, as aggressive initiatives such as brand sales and live-streaming events offset the impact of delivery delays. At the company's own site, sales grew to 106%, supported by strong performance from the private-label product HIMICO. Rakuten Ladies also grew to 106%, as visits remained strong through matching live streams for affiliates. At PayPay Mall, sales grew to 115% as the expansion of products eligible for preferred delivery increased new-customer acquisition and LINE coupon initiatives increased purchases by existing customers. At Amazon, although advertising exposure remained unavailable due to the impact of Amazon's product-number consolidation, sales grew to 128% year on year, supported by strong first-quarter performance.」

「In domestic sales, Amazon grew to 148% of the year-earlier level on the recovery in visits and advertising initiatives. At the company's own site, sales grew to 112% as HIMICO, a private-label product, and bundled-product sales remained strong, while orders generated through advertising and the LINE app increased. Rakuten Ladies grew to 103%, despite weak sales of loungewear, a bestseller the previous year, as marketplace events performed well. At PayPay Mall, average order value exceeded the year-earlier level due to marketplace coupon initiatives, but sales remained roughly flat year on year because the number of purchases fell below the prior-year level.」

「In domestic sales, although lockdowns in overseas production countries due to COVID-19 caused significant delays in deliveries from national-brand manufacturers, PayPay Mall grew to 125.4% of the previous fiscal year's level through customer-acquisition initiatives using social media, coupons and product-advertising optimization. Amazon grew to 131.8% through product-range expansion and product-advertising optimization. In particular, PayPay Mall won first place in the Women's Fashion category of the Annual Best Store 2021 awards, up from second place the previous year. au PAY Market again won the grand prize in the Innerwear and Loungewear category of the Best Shop Awards 2021, and the company was able to earn the support of many customers.」

「In domestic sales, PayPay Mall benefited significantly from customer-acquisition initiatives such as coupons and from product advertising, achieving 113.8% of plan and 126.4% of the year-earlier level for the cumulative nine-month period. Amazon also grew sales above plan and the prior year, reaching 118.4% of plan and 130.1% of the year-earlier level, supported by an expanded product range and optimized advertising.」

「In domestic sales, sales on PayPay Mall grew to 138.2% of the cumulative total for the same period of the previous year, partly due to the effectiveness of customer acquisition initiatives. Sales at the flagship site and major malls also exceeded the cumulative amount for the same period of the previous year and remained firm.」

「During the cumulative period of the first quarter, sales on PayPay Mall were 148.4% of the same period of the previous year and sales at Rakuten Ladies were 114.0%, both progressing steadily, which also contributed to achieving the quarterly plan.」

「We also received the grand prize in the Innerwear and Loungewear category of the 2020 au PAY Market Best Shop Awards and second place in the Women's Fashion category of PayPay Mall's 2020 Annual Best Store awards, thereby gaining support from many customers.」

「In particular, orders on PayPay Mall progressed steadily at 133.3% of the previous year's third-quarter level.」

「We received the grand prize in Yahoo! Shopping's Innerwear and Loungewear category of the 2019 Annual Best Store awards and the grand prize in the Innerwear and Loungewear category of the 2019 au Wowma! Best Shop Awards, thereby gaining support from many customers.」

「October 2019 Opened a store on the online shopping mall PayPay Mall as a new sales channel replacing Yahoo! Shopping」

「Against this operating backdrop, under our corporate philosophy, “A moving innerwear life is wonderful!”, we opened the original lingerie brand LA VIE A DEUX (ラヴィアドゥ) on ZOZOTOWN, one of Japan's largest fashion e-commerce sites, in September as our 15th store in total across Japan and overseas, followed by the handled brand Mode Marie (モードマリー) in October as our 16th, and worked to strengthen branding and acquire new customer segments.」

「Against this operating backdrop, under our corporate philosophy, “A moving innerwear life is wonderful!”, we opened a store in June on the fast-fashion e-commerce site SHOPLIST.com by CROOZ, our 15th store in total across Japan and overseas, and worked to expand our sales channels targeting F1 women,」

「Against this operating backdrop, we actively worked to expand our sales channels by opening the LAZADA Malaysia store in April, our 14th store in total across Japan and overseas.」

「October 2018 Opened a store on the online shopping mall LOHACO November 2018 The original loungewear brand blooming FLORA opened a store on the online shopping mall ZOZOTOWN」

「We have worked to create stores that provide valuable products and high-quality services and earn customers' trust and support.」

「Under our corporate philosophy, “A moving innerwear life is wonderful!”, we continued to focus on handling new brands, expanding our product range and strengthening sales of OEM products in order to differentiate ourselves from other sites. We worked to operate sites that gained customer support, including by receiving first place in the innerwear and loungewear category of Yahoo! Shopping's 2017 Annual Best Store awards.」

「As a result, we gained support from many customers, including by receiving the Rakuten Ichiba Shop of the Year award for the 11th consecutive year and the Innerwear and Loungewear Category Award at the Wowma! Best Shop Awards.」

「As a result of focusing on various sales initiatives to further improve customer satisfaction, we received the Rakuten Ichiba Shop of the Year award for the 10th consecutive year, first place in the women's fashion category of Yahoo! Shopping's 2016 Annual Best Store awards, and the Innerwear and Loungewear Category Award at the 2016 Wowma! Best Shop Awards, thereby gaining support from many customers.」

「While also working to improve profit margins, including by launching sales of OEM products whose development had been delayed, we implemented various initiatives to differentiate ourselves from other sites by improving customer satisfaction. As a result, we received first place in the women's fashion category of Yahoo! Shopping's 2016 Annual Best Store awards and the Innerwear and Loungewear Category Award at the 2016 Best Shop Awards on Wowma (formerly DeNA).」

「By continuing to implement various initiatives to improve customer satisfaction, we received the Rakuten Ichiba Shop of the Year award for the 10th consecutive year.」

「While gaining support from many customers on shopping mall sites, including through receiving the Shop of the Year award on Rakuten Ichiba for 9 consecutive years and the Annual Best Store award on Yahoo! Shopping,」

「In addition to promoting the strengthening of store operations on marketplaces,」