Investor Presentaiton
Opportunity for Further Growth Through Cross-selling
Currently, only 7% of customers make multiple transactions, so there is still a lot of room for future
growth.
☐
☐
The TLC Members Service was formed in December 2014 with the aim of capturing the business of customers engaging in multiple transactions,
and currently the Service has 440 thousand members.
The effect of the Service has been that 40% less members terminate their contracts as compared to non-members. Looking ahead, it will
effectively reduce costs by anchoring customers.
☐
Cross-selling by vigorously recruiting members has led to TOKAI gaining results from over five times as many members as non-members.
93%
7%
50
50
Number of members of the TLC Members Service
44
42
40
40
38
36
30
29 31
33
20
30
20
25
16
9
10
0
March 31, Sept. 30, Sept. 30, Dec. 31, March 31, Sept. 30, Sept. 30, Dec. 31, March 31, Sept. 30, Sept. 30,
2013 2013 2013 2013
2015
2014
2014
2014
2014
2015
2015
The ratio of terminated contracts
of members and non-members
TLC non-member
Ratio of customers doing multiple transactions
Note1: The ratio of terminated contracts is the result of calculating the number of terminated contracts during
the year of FY2014 divided by the number of customers at the beginning of each month in FY2014
Note2: The ratio of cross-selling contracts is the result of calculating the number of customers who did cross-
selling each month during FY2014 divided by the number of customers at the beginning of each month in
FY2014
TLC member
(Note 1)
The ratio of cross-selling
of members and non-members (Note2)
TLC non-member 0.67%
1.19%
0.88%
0.00%
0.50% 1.00% 1.50%
TLC member
3.55%
0.00% 1.00% 2.00% 3.00% 4.00%
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