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Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
Business Resultsfor the fiscal year ended December 31, 2012
Yuji Otsuka, President
February 1, 2013
OTSUKA CORPORATION
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 1
(Millions of yen)
Consolidated Non-Consolidated
Amount Ratio to Plan *
Change toLast Year Amount Ratio to
Plan *Change to Last Year
Net sales 515,771 102.6% +7.9% 474,259 101.8% +6.7%
Operating income 28,251 106.2% +22.3% 25,300 105.0% +20.9%
Ordinary income 29,079 106.5% +24.7% 26,053 105.0% +20.5%
Net income 16,277 106.6% +27.7% 14,500 104.8% +15.8%
Summary of Business Results,January – December, 2012
* Plan amended on August 1, 2012
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 2
Segment Company name Business domain Number of
employeesFY 2012 Net sales
(Millions of yen)
S I
OSK Co., LTD. Development and sale of packaged software 233 5,806
Net plan Co., LTD Electronic communications construction and interior construction 93 10,357
Alpha System Co., LTD. Consigned software development and ERP consulting business 163 1,822
Net World Corporation Sales and technology support for network-related equipment 325 53,071
S & S
Alpha Techno Co., Ltd Emergency repair of PC and peripheral equipment and data recovery service 318 4,503
Alpha Net Co., Ltd Comprehensive service and support for network systems 310 4,793
Others Otsuka Auto Service Co., Ltd Maintenance and body work for automobiles, and
commissioned sales of insurance 23 510
Consolidated subsidiaries
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
The environment was characterized by a slowdown in the global economy and mild recession in Europe. The economy in emerging countries showed signs of picking up while the U.S. economy remained on a gradual recovery path. Exports declined and production showed signs of bottoming out. Strong yen is being corrected, stock prices rose and power supply constraints continued. Reconstruction-related demand continued and the number of corporate bankruptcies remained at the same level. Investment in facilities and equipment was sluggish.
The domestic economy is weak, but has showed signsof bottoming out in some areas.
External Environment
IT investments achieved steady growth.3
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
• System proposals that lead to cost reductions, improvement of productivity and strengthening of competitiveness
• Strengthening of customer contact and frontline
• Activities “participated in by all employees”
• Strengthening of accumulated business: “tanomail” and “tayoreru”
• BCP measures and proposals for reducing power consumption
OTSUKA Group’s Activities
4
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 5
463,493 478,215515,771
19,01323,095
28,25119,508
23,315
29,079
12,74416,277
10,631
0
200,000
400,000
600,000
FY 2010 FY 2011 FY 20120
15,000
30,000
45,000
Net sales Operating incomeOrdinary income Net income
Net sales and ProfitsConsolidated
(Millions of yen)
Net salesOperating incomeOrdinary incomeNet income
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
104.6 114.5119.5
124.7118.3110.7
125.1123.9
131.5135.4 130.9 117.7
0
20
40
60
80
100
120
140
160
1Q 2Q 3Q 4Q
FY 2010 FY 2011 FY 2012
6
Consolidated Quarterly change of Net sales
(Billions of yen)
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
5,079
7,449
2,101
4,877
9,011
5,293
3,629
5,381
7,318
4,367
10,169
7,224
0
2,000
4,000
6,000
8,000
10,000
12,000
1Q 2Q 3Q 4Q
FY 2010 FY 2011 FY 2012
7
Quarterly change of Ordinary income
Consolidated
(Millions of yen)
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 8
6321,1301,942
225,298214,576208,008
289,840262,508253,541
0
200,000
400,000
600,000
FY 2010 FY 2011 FY 2012
463,493515,771
478,215
Net sales by segmentsConsolidated
(Millions of yen)SI business S&S business Other business
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 9
106,663 110,944106,981
111,408104,12698,048
32,15329,66528,072
200,135 203,852 219,753
0
200,000
400,000
600,000
FY 2010 FY 2011 FY 2012
432,919474,259
444,625
Net sales by 4 segmentsNon-Consolidated
(Millions of yen)SI related products Custom-made software, etc.
Supplies
Maintenance, etc.
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
-5.4
7.69.6
5.5
23.7
6.6
-5.9
2.8
9.1
3.3
7.0
12.3
16.1
7.5
2.5
1.7
11.1
-7.7
-16.0
7.9
5.0
8.85.6
7.8 11.8
-4.2
7.1 7.18.5
7.18.5
2.6
6.67.1
7.7
6.2
6.8 7.27.3
-0.8
2.3
-0.9
-1.1
2.01.2
4.0
5.1
2.5 3.1-2.1
0.1 0.0
-25.0
-20.0
-15.0
-10.0
-5.0
0.0
5.0
10.0
15.0
20.0
25.0
SI related products Custom-made software etc.Supplies Maintenance, etc.
4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q FY 2009 FY 2010 FY 2011 FY 2012
10
( % )
Non-Consolidated
Quarterly Net Sales by 4 segments( % change year-on-year )
SI related products 12.3Custom-made software etc. 11.8 Supplies 7.2Maintenance, etc. 3.1
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 11
25.8
17.8
23.1
-4.8-7.5
-4.6 -5.1-5.2 -4.2-10
-5
0
5
10
15
20
25
30C/F from operating C/F from investing C/F from financing
Cash flowsConsolidated
(Billions of yen)
FY 2010 FY 2011 FY 2012
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 12
128,471116,633
108,255
7,802 8,415 9,367
50.750.850.7
3.73.73.70
40,000
80,000
120,000
As of Dec. 31, 2010 As of Dec. 31, 2011 As of Dec. 31, 20120
20
40
60
Equity Interest-bearing debtEquity ratio Interest-bearing debt ratio
Equity and Interest-bearing debtConsolidated
(Millions of yen) ( % )
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 13
27.94% 28.31% 43.75%
27.58% 28.83% 43.59%
26.50% 29.18% 44.32%
0% 20% 40% 60% 80% 100%
FY 2010
FY 2011
FY 2012
Less than 1 billion of yen 1 to less than 10 billions of yen 10 billions of yen and above
Net sales structure on customers’ total annual business scale
Non-Consolidated
* “Less than 1 billion yen” includes public offices.
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 14
Manufacturingindustries
23.93%
Wholesaleindustries
20.98%
Buildingindustries
8.14%
Retailingindustries
4.57%
Education,Public offices
4.75%Service
industries29.27%
Lease, Creditfirms, etc.
8.36%
FY 2012
Sales breakdown by customers’ type of industryNon-
Consolidated
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 15
2,641
3,418
1,850
194
8,103
(32.6%)
(42.2%)
(22.8%)
(2.4%)
Personnel organization(regular employees)
Consolidated
As of Dec. 31, 2012
Technical personnel
Sales personnel
Corporate staff
Others
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 16
195.5 212.8202.4
187.9184.0
170.8151.7
134.0
116.6102.0
89.783.681.585.280.088.8
70.463.557.852.950.0
44.945.545.246.842.1
39.037.7
35.234.0
32.230.127.525.9
28.927.424.2
22.124.125.126.125.0
0
50
100
150
200
250
1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 20120
10
20
30
40
50Net sales of Supplies and Maintenance agreement
Accumulated business sales share
Accumulated business sales share (%)
Non-Consolidated Growth of accumulated business
Net sales of Supplies and Maintenance agreementAccumulated business sales share
As reference (1992-1999)
Net sales of Supplies and Maintenance agreement(Billions of yen)
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 17
0
100,000
200,000
300,000
400,000
500,000
1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 201260
70
80
90
100
110Net salesBreak-even point ratio
81.0%
Change of Net salesand Break-even point ratio
Non-Consolidated
(Millions of yen) ( % )
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 18
45,000
47,500
50,000
52,500
55,000
57,500
60,000
62,500
65,000
67,500
70,000
72,500
1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 20120
500
1,000
1,500
2,000
2,500
3,000
3,500
4,000
4,500
5,000
5,500Net sales per employeeOperating income per employee
Number of employees 6,621 6,316 6,272 6,251 6,236 6,222 6,294 6,297 6,379 6,585 6,736 6,778 6,760 6,684 6,638
Non-Consolidated
Change of Net sales per employee and Operating income per employee
Operating income per employee (Thousands of yen)
Net sales per employee (Thousands of yen)
Relative to 1998Net sales per employee increased 51.7%Operating income per employee grew 11.9 times
(Difference to last year, -46)
Operationof “SPR”
Full operation of“DAISENRYAKU”
Full-fledgedoperation of
“SPR”
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 19
Support Innovation through “S-SPR”Support Innovation through “S-SPR”
• “SPR” for Support Engineer.
• Realize one-stop support to enhance customersatisfaction and increase productivity.
• Develop multi-skilled engineers and promoteautomatic assignment of suitable engineers.
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 20
Overview of “S-SPR”Overview of “S-SPR”
One-stop support
Reform of support operation processes (promote automatic assignment, etc.)
Realize expansion of support business and sufficient support without increasing manpower
Develop multi-skilled engineers and promote centralization
Behavior management of engineers and management reform
Efforts toward resolving issues
Aims of “S-SPR”Enhance
technological capability
Increase productivity
Enhancecustomer
satisfaction
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 21
95
100
105
110
115
2008 2009 2010 2011 2012
Maintenance of the number of copiers conducted per engineer(index number)
113.0
Results of “S-SPR” (1)Results of “S-SPR” (1)
Maintenance of the number of copiersconducted per engineerincreased 13.0% vs. 2009
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 22
66%
68%
70%
72%
74%
2008 2009 2010 2011 2012 2013
Direct man-hours ratio
72.6%
67.0%
(73.7%)
Results of “S-SPR” (2)Results of “S-SPR” (2)
Direct man-hours ratioIncreased 5.6 percentage pointsvs. 2009
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 23
<Amount of Sales> (Millions of yen)
FY 2010 FY 2011 FY 2012
Amount AmountChange to Last year
AmountDifference to
Last yearChange to Last year
“tanomail” 100,980 107,934 +6.9% 117,381 +9,447 +8.8%SMILE 6,708 7,774 +15.9% 9,006 +1,231 +15.8%ODS21 38,778 40,680 +4.9% 42,226 +1,546 +3.8%OSM 43,887 47,113 +7.4% 48,069 +955 +2.0%
<As reference: Number of Sales> (Units)
Copier 27,003 29,153 +8.0% 32,104 +2,951 +10.1%(of whichColor copier) 21,703 24,296 +11.9% 27,332 +3,036 +12.5%
Server 36,405 37,582 +3.2% 39,205 +1,623 +4.3%PC 666,332 697,057 +4.6% 714,616 +17,559 +2.5%
(ODS: Otsuka Document Solutions OSM: Otsuka Security Management)
Key strategic businessNon-Consolidated
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
100,980107,934
117,381
22,234
7,152
6,004
4,555
4,218
3,776
2,465
2,313
1,128
92,99089,192
82,493
71,088
59,062
46,369
33,036
19,885
9,6193,302545
2,5523,245
11,335
16,76625,212
0
20,000
40,000
60,000
80,000
100,000
120,000
1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012Accounts of “tanomail” 506 133,105 153,609 169,148 322,720 385,895 448,812 506,263 564,489 626,932 698,999 773,882 849,567 932,547
Annual sales transition of “tanomail”Non-Consolidated
(Millions of yen)
Non-“tanomail” MRO“tanomail”
Started “tanomail”
“MA tanomail”
“personal tanomail”
“tanomail plus”
TANOSEE
Procurement service for large company
Procurement ASP service
Private brandMail-orderservice forindividual “tanomail” achieved
sales of over100 billion yen
Alliance withLION OFFICE PRODUCTS CORP.
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 25
Support Services for Procurementand Purchase Operations
Clients in which services were
introduced (Buyers)
Suppliers
OTSUKA CORPORATION
(“tanomail”)
Supplier A
Supplier B
Supplier C
Supplier D
OTSUKA CORPORATIONASP service
“tanomail plus”
Services commenced in 2005Number companies in operation: 136 companiesPass-through amount: 65.4 billion yen (38.4% increase)
Applicant (factory)
Applicant (worksite)
Applicant (office)Approver (headquarters)
“tanomail plus”
The Internet
Orderapplication
Orderapproval
Inspectionprocess
Request for estimate
Approval of receipt and inspection
Inspectionconfirmation
Orderconfirmation
Response toestimate
Shipment process
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
<customer>
OTSUKA CORPORATION supports customers’ procurement duties across the board
Total support by OTSUKA CORPORATION
Information System Office
Server Room
Accounting Dept.
HR Dept.President's Office
General Affairs Dept.
Sales Dept.Office supply mail-order service
“tanomail”932,547 accounts
Procurement ASP service“tanomail plus”
136 companies
Office supply mail-order service for large company
“MA tanomail” 20,790 accounts
Mail-order service for individual“personal tanomail”
256,632 membersMerchandisefor individual
Indirectmaterial
Corporate employees, general individuals
OfficeDirect material
(As of Dec. 31, 2012)
26
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 27
81208
304384
509 560638
722822
9031,039
1,2601,162
40
100
200
300
400
500
600
700
800
900
1,000
1,100
1,200
1,300
1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012
1.26 million peopleused services in 2012
Number of Users of Main Web Services (ASP)Number of Users of Main Web Services (ASP)
(Thousand people)
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
Future Plans
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
The Basic Principle and Mid-Term Plans
< Basic principle >• Grow with customers by realizing the Mission Statement< Mid-term plans >• Workforce basically remains flat• Strive to expand business by increasing revenues and
profitsAim to achieve 7% in operating income to net sales ratioand ordinary income to net sales ratio
• Cultivate new demand by utilizing customer information• Effective use of people/materials/money to improve per
head productivity
29
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
• Strong demand by companies for IT utilization
• Replacement by purchase and upgrade demand
• Expansion of mobile and tablet device market
• Power supply constraints, price increases andenergy-saving needs
30
IT Market Forecast in 2013IT Market Forecast in 2013
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 31
Overview of Green University of Tokyo Project
(As of January 28, 2013)
Industry-academia cooperative consortium
Specification design WG Protocol standardization WGCommercialization WG
Concept WG Control verification WG Visualization WG
[Sectional meetings and working groups (WG)]
66 members (45 companies, 21 NPOs)
A shift toward practical business application phase based on the verification experimentsconducted at the Building No. 2 of Faculty of Engineering since 2008.
Interview about the Green Universityof Tokyo’s verification experimentsthat realize university’s smart grid
Hiroshi Esaki (Ph.D. Professor,Graduate School, University of Tokyo)
“Mini-Green University of Tokyo”Verification Experiment
- Introduction Test at the OTSUKA’s Head Office Building -
Visualization by light, air conditioning and socket
BEMS verification test conducted at The University of Tokyo using IEEE1888-supported Smart Plug
Verified interconnect technology in a multi-vendor environment
Smart Plug
Receivingdevice
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
Smart Plug (Measuring power consumption)
Sting
Stealth
Sting+(base unit)
StickStingSend to
base unit
Send to base unit
View data using PC with Stick
inserted
Power visualization starter pack The pack comprises 1 Stick, 1 Sting+ and3 Stings. Possible to measure 4 devices.Set price: 120,000 yen (excl. tax) Sales commenced in June 2012
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
LED Lights Proposed byOTSUKA CORPORATION
【Straight-tube LED lamps for office-use】LumiDas-FL series
Type-40, type-20 and type-110 LED lights are available according to customer needs.
LumiDas-C series
LED 55W (equivalent to 200~300W mercury lamp)
LED 80W (equivalent to 300~400W mercury lamp)
【Flood light-type and Mercury lamp-type LEDs for warehouses and plants】
LED 22W(General fluorescent responding to type-40)
Length: 1,198mm
LED 12.3W (General fluorescent responding to type-20)
Length: 580mm
LED 53W (General fluorescent responding to type-110)
Length: 2,367mm
LumiDas-SL series(Fixed type)
LED 80W/120W/150W
LED 200W (equivalent to 700W mercury lamps)
New productsSales commenced
in January 2013
Actively proposing to customers (Introduced at 14,000 business sites)
Newly developed top model
(Pendant type)
33
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
Power Reduction through PC Replacements
Laptop + LCD monitorWindows7
Approx. 60%reduction
34
Approx.111W
In the case of OTSUKA CORPORATION
Approx. 45W(Approx. 25W for
Laptop only)
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
OTSUKA’s Electricity-SavingCountermeasure Domains
35
Demand alarm (alarm, e-mail notification)
Demand monitoring device Eco.WebIII
Reduce basic fees
Demand monitoring device
Reduce electricity chargesLighting OA equipment Air conditioning
LAN
Lighting system
Air-conditioning system Outlet
CT sensor
G-Pilot
Router
Distribution board
PLC power supply control
Multi-circuit monitor
Visualization of power
Power line
LED lightsReplacement
with the latest laptops
Utilization of energy-saving multifunction
machines
Counterm
easure products
Visualization of individual equipm
ent
Plugwise (stealth)
Most advanced OA equipment
Plugwise 15A (Smart Plug)
Overall visualization
(BE
MS
)
Latest air conditioning unit
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 36
Policies and Measures in 2013Policies and Measures in 2013
< Slogan >“Live up to customers’ trust from a customer viewpointand vitalize office with IT”
• Strengthen customer contact by placing greater emphasison one-stop solutions and one-stop support
• Identify IT needs and needs for saving energy
• Deepen ties with existing customers while cultivating newcustomers
• Promote comprehensive proposals and combined systemproposals
• Strengthen accumulated business
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 37
536,000515,771478,215
30,50028,251
23,095
31,00029,079
23,315
12,74418,09016,277
0
200,000
400,000
600,000
FY 2011 FY 2012 FY 20130
15,000
30,000
45,000
Net sales Operating incomeOrdinary income Net income
Plans of Net sales and profitConsolidated
(Plan)
(Millions of yen)
Net salesOperating incomeOrdinary incomeNet income
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 38
6406321,130
234,400225,298214,576
300,960289,840262,508
0
200,000
400,000
600,000
FY 2011 FY 2012 FY 2013
536,000515,771478,215
Plans of Net sales by segmentsConsolidated
SI Business S&S Business Other Business (Millions of yen)
(Plan)
Copyright©2013 OTSUKA CORPORATION All Rights Reserved. 39
Review costs with ITand vitalize office
Jissen (Practical) Solution Fair 2013
Dates : February 6 (Wed) – February 8 (Fri)Venue: The Prince Park Tower Tokyo
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
Community
Employees
Customers
ShareholdersBusiness Partners
We live up to ourStakeholders’ confidence
Copyright©2013 OTSUKA CORPORATION All Rights Reserved.
1. This material is intended to provide information about the business performance of fiscal year2012 and strategy of the OTSUKA CORPORATION and Group companies. It is not intended and should not be construed as an inducement to purchase or sell stocks ofOTSUKA CORPORATION.
2. Forward-looking statements in this material with respect to OTSUKA CORPORATION’s strategies,plans, beliefs, and other statements related to future trends and performance are not historicalfacts, and as such involve risks and uncertainties. Such statements are not guarantees of futureperformance. Actual results may differ considerably from projections due to unpredictable changes to the economic situation, and a number of factors. Key factors that could affect actual results aregeneral economic conditions, social trends, change of relative competitiveness in demand actionfor products and services provided by OTSUKA CORPORATION. Key factors that may affectbusiness performance are not limited to these items described here.
3. Statements in this document are based on the current beliefs, estimates and expectations ofmanagement. OTSUKA CORPORATION undertakes no obligation to update any forward-lookingstatements.
4. OTSUKA CORPORATION shall in no event be liable for any damages arising out of the use orinterpretation of this material.
Cautionary statement
41