24
Business performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31, 2014) Kazuo Nakai General Manager, Corporate Planning Department Toshiharu Sakai Manager, IR Department Kyoko Yoshimi IR Department Trusco Fiorito Building 10th floor, 4-28-1 Shinbashi, Minato-ku, Tokyo 105-0004, Japan Phone: +81-3-3433-9840 Fax: +81-3-3433-9881 E-mail[email protected] Announced on February 9, 2015 Tokyo Head Office Osaka Head Office Planet Tokai Planet Higashi-Kanto Planet Kobe Trusco Nakayama Corporation

Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

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Page 1: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

Business performance data analysis Fiscal year ended December 31, 2014

The 52nd business year (nine-month period from April 1, 2014 to December 31, 2014)

Kazuo Nakai

General Manager, Corporate Planning Department

Toshiharu Sakai Manager, IR Department

Kyoko Yoshimi IR Department

Trusco Fiorito Building 10th floor, 4-28-1 Shinbashi,

Minato-ku, Tokyo 105-0004, Japan

Phone: +81-3-3433-9840 Fax: +81-3-3433-9881

E-mail: [email protected]

Announced on February 9, 2015

Tokyo Head Office Osaka Head Office

Planet Tokai Planet Higashi-Kanto Planet Kobe

Trusco Nakayama Corporation

Page 2: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

◇ Introduction ◇

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

Change in the fiscal term

Due to the change in the fiscal term, the period of fiscal year

ended March 31, 2014 is the nine-month period from April 1, 2014

to December 31, 2014.

1st quarter 2nd quarter 3rd quarter 4th quarter

FY ended Mar.

2014

Apr. to Jun.

2013

Jul. to Sep. 2013 Oct. to Dec. 2013 Jan. to Mar. 2014

FY ended Dec.

2014

Apr. to Jun.

2014

Jul. to Sep. 2014 Oct. to Dec.

2014 -The 52nd

business year

(Current fiscal year)

Quarterly period of the previous and current fiscal year

The 51st

business year

(Previous fiscal year)

➣Reasons to change the fiscal term

(1) The Company aims to lessen the burden of clerical work caused by the overlap of the fiscal year-end

and the fiscal term of the Company.

(2) The Company aims to clarify the correlation between the publication of its catalogue, Orange Book,

and its business performance by matching the catalogue publication date (January every year) and

the starting month of the accounting term.

(3) The Company aims to lessen the burden of clerical work for the settlement of accounts and auditing

by avoiding the busy season.

(4) The Company aims to increase the number of shareholders and shareholders who attend the

shareholders’ meeting by holding the shareholders’ meeting in March.

(5) The Company aims to match its accounting term with the global standard.

Page 3: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

115,477

129,912 132,295

145,882

114,473

141,000164,500

192,400212,500

231,300

平成23年

(2011)

平成24年

(2012)

平成25年

(2013)

平成26年

(2014)

平成26年

(2014)

売上高(百万円)

在庫アイテム数

➣Line of business

Wholesale of machine tools; distribution

equipment; maintenance, repair, and operations

(MRO) merchandise including environmental

safety equipment; and planning and

development of Trusco brand products

◇Company overview◇

Representative Tetsuya Nakayama

Head officesTokyo Head Office (Minato-ku, Tokyo)Osaka Head Office (Nishi-ku, Osaka City)

Offices101(2 head offices, 83 branches, 16 distribution centers)

Capital stock 5,022,370,000 yen

Listed stock exchange First section of the Tokyo Stock Exchange (Code number: 9830)

Number of employees 1,972 (1,280 full-time employees, 692 part-time employees)

Founding May 15, 1959

Accounting month December

SuppliersAround 2,000 manufacturers both in Japan and abroad(71 manufacturers abroad)

CustomersAround 5,400 companies nationwide (dealers of machine tools, welding consumables, tubing materials, home centers, Internet mail order companies, etc.)

Credit rating A-(Rating and Investment Information, Inc.)

➣Business flow

Man

ufa

ctu

rers Factory route

Home center route

Other (mail order)

Manufacturers, construction-related businesses,

etc.

Construction-related businesses, general

consumers, etc.

Manufacturers, construction-related businesses,

general consumers

Suppliers Trusco Nakayama Sales agents Target markets (users)

Dealers of machine tools, welding consumables, other

manufacturers, construction-related businesses

Home center route

Mail order companies, etc.

➣Change in net sales and the number of

inventoried items

As of December 31, 2014

9か月決算

※今期以降は12月決算

* The fiscal term ends in December from 2014.

Business performance for

the nine-month period

Net sales (million yen)Number ofInventoried items

FY endedMar. 2011

FY endedMar. 2012

FY ended Mar. 2013

FY ended Mar. 2014

FY ended Dec. 2014

Page 4: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

- Table of contents -FY ended Dec. 2014 (The 52nd Business Year)

◆Reference materials◆

P20 Financial statements

P21 Comparison with competitors

P22 Change in sales from the top 10 customers

(home center route)

P23 Business performance for FY ended Dec. 2014 on a

quarterly basis

P24 Forecast of business performance for FY ending Dec.

2015 on a quarterly basis

P25 Company data

P26 Sales route by customer

P27(1) Sales index of Trusco Nakayama and competitors

(2) Sales index of Trusco Nakayama and industrial

production index

P28 Topics in the 3rd quarter of the 52nd business year

P29 Future capital expenditures (plan)

AReports on business performance

P2 Business performance

P3 Change in monthly sales of Trusco Nakayama in FY ended Dec. 2014

BReports on sales by merchandise

P4 Change in sales of goods newly listed in the Orange Book, the number of inventory items and the hit rate (excluding home center)

P5 Sales by category of goodsP6 Sales of private brand (PB) goods

CReports on sales performance

P7 Change in monthly sales by sales route and regionP8 Actual results by sales routeP9 Sales to distributors using Trusco’s electronic central purchase system and

sales to mail order companiesP10 Change in the number of accounts and sales from new accounts

DOther business data

P11 System utilization P12 Selling, general and administrative expensesP13 Capital expenditures

EReports on Trusco Nakayama’s strategies for FY ended Dec. 2014 and later

P14 Strategies for FY ended Dec. 2014 (52nd business year)P15 Strategies for FY ending Dec. 2015 (53rd business year)P16 Mid-term management plan

FInformation on Trusco Nakama’s stocks and corporate governanceP17 Information on Trusco Nakama’s stocksP18 Comparison of stock prices between Trusco Nakayama and competitorsP19 Corporate governance of Trusco Nakayama

P.1

Page 5: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

A-◇Business performance◇

3rd Q of FY ended Mar. 2014FY ended Dec. 2014

* Business performance for

nine-month period

Year-on-

year

change

Budget

(million yen)

Comparison with the

budget

Change

(million yen)

Comparison

with the budget

Net sales 103,980 million yen 114,473 million yen +10.1% 114,000 +473 +0.4%

Gross profit 21,165 million yen(20.4%)

23,982 million yen (20.9%) +13.3%23,800

(20.9%)+182 +0.8%

Selling, general and

administrative

expenses (SGA)

14,382 million yen(13.8%)

15,504 million yen (13.5%) +7.8%15,500

(13.6%)

+4 +0%

Operating income 6,782 million yen (6.5%)

8,477 million yen (7.4%) +25.0%8,449

(7.4%)+28 +0.3%

Ordinary income 6,779 million yen(6.5%)

8,494 million yen (7.4%) +25.3%8,440

(7.4%)+54 +0.6%

Net income 4,063 million yen(3.9%)

5,474 million yen(4.8%)

+34.7%5,267

(4.6%)+207 +3.9%

Sales of PB goods 20,117 million yen(19.3%)

22,883 million yen (20.0%) +13.8%23,142

(20.3%)

-258 -1.1%

Net income per share 123.23 yen 166.02 yen +42.79 yen - - -

Figures inside the parentheses

show the composition ratio.

For details of SGA, please

refer to Page 12.

For details of sales of PB

goods, please refer to Page 6.

P.2

• Sales increased by 10.1% from the previous year because market participants valued the Company’s extremely unique service centering on Distribution, Inventory and Catalogue, which it continued to

offer regardless of the business environment.

• Gross profit increased by 13.3% (year-on-year) and gross profit margin improved by 0.5 point (year-on-year) due to the following factors: a decline in purchasing prices due to the maintenance of an

inventory of goods that used to be sent from manufacturers after placing orders, growth in sales of goods with higher profit margins by expanding long tail goods, and an increase in the constituent ratio

of private brand goods to total sales.

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

Page 6: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

11,91911,499

12,417

13,527

11,313

13,05113,609

12,569

14,564

+7.7 +7.2

+16.4

+11.6

+9.7

+15.4

+9.2

+2.1

+12.0

+7.5

+10.4+10.7

+10.5

+11.4

+11.0

+9.8 +10.1

△ 10.0

+0.0

+10.0

+20.0

+30.0

+40.0

+50.0

0

2,000

4,000

6,000

8,000

10,000

12,000

14,000

16,000

4月 5月 6月 7月 8月 9月 10月 11月 12月

2014年12月期単月売上高

前年同月比

累計前期比

(11,065)

(10,725)

(10,670)

(13,005)

(12,307)

(12,120)

(10,311)

(11,313)

(12,462)

■Upward revision of business performance■Trusco Nakayama revised the forecast of business performance on

October 28, 2014.

( ) Figures inside the parentheses show the year-on-year change.

568 575 591615 629

653619

698

767

+ 7.7

+ 12.6+ 10.8

+ 11.6+ 9.7 + 9.6 + 9.2

+ 13.5+ 12.0

4月 5月 6月 7月 8月 9月 10月 11月 12月

営業日1日当たり売上高前年同月比

(527)

(684)

(615)

(566)(595)

(573)(551)(534)(511)

(0) (-1) (+1) ( 0) ( 0) (+1) ( 0) (-2) ( 0) Total (-1)

Number of

business days 21 20 21 22 18 20 22 18 19

A-◇Change in monthly sales of Trusco Nakayama in FY ended Dec. 2014 ◇

Total

Comparison with

previous year

Monthly sales

(million yen)

Change in average daily sales Unit: million yen, %

Year-on-year

change in sales (%)

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

( ) Sales in the same month previous year

当初予算 業績予想上方修正

売上高 1,096億円 (+5.4%) 1,140億円(+9.6%)

営業利益 69億円  (+1.7%) 83億円  (+22.4%)

経常利益 68.9億円 (+1.6%) 82.9億円 (+22.3%)

当期純利益 43億円  (+5.8%) 51.8億円 (+27.3%)

( )前年同月1日当たり売上高

P.3

Monthly sales in FY ended Dec. 2014

Monthly sales year-on-year change

Aggregate sales year-on-year change

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

Initial forecast Forecast revised upward

109,600 million yen (+5.4%)

6,900 million yen (+1.7%)

6,890 million yen (+1.6%)

4,300 million yen (+5.8%)

114,000 million yen (+9.6%)

8,300 million yen (+22.4%)

8,290 million yen (+22.3%)

5,180 million yen (+27.3%)

Sales per business day

Year-on-year change

Sales per business day in the same month previous year

Net sales

Operating income

Ordinary income

Net income

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

Page 7: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

141,000

164,500

192,400

212,500

231,30080.7

82.383.1

84.084.9

0

50,000

100,000

150,000

200,000

250,000

300,000

2011年

3月期

2012年

3月期

2013年

3月期

2014年

3月期

2014年

12月期

在庫アイテム数(個)

在庫ヒット率(%)

0

5000

10000

15000

20000

25000

30000

35000

40000

2010年版

(1~12月)

2011年版

(1~12月)

2012年版

(1~12月)

2013年版

(1~12月)

2014年版

(1~12月)

2014年版

2013年版

2012年版

2011年版

2010年版

364億円

40億円

110億円

195億円

273億円

B-①◇ Change in sales of goods newly listed in the Orange Book, the number of inventory items,

and the hit rate (excluding home center)◇

Number of inventory items and inventory hit rate

(excluding home centers) Unit: piece, %

Change in sales of goods newly listed in the Orange Book

▮Number of goods newly listed: 135,324 items (2010 to 2014)

▮New suppliers: SMC Corporation, Bosch Corporation, ASICS Japan

Corporation, Asahipen Corporation

Inventory hit rate

Number of rows shipped from inventory divided by

the number of rows ordered

9か月決算

Orange Book

P.4

4,000 million yen

11,000 million yen

19,500 million yen

27,300 million yen

36,400 million yen

2014 edition

2013 edition

2012 edition

2011 edition

2010 edition

2010 edition

(Jan. to Dec.)

2011 edition

(Jan. to Dec.))

2012 edition

(Jan. to Dec.)

2013 edition

(Jan. to Dec.)

2014 edition

(Jan. to Dec.)

Number of inventory items

(piece)

Inventory hit rate (%)

FY ended

Mar. 2011

FY ended

Mar. 2012

FY ended

Mar. 2013

FY ended

Mar. 2014

FY ended

Dec. 2014

Business performance for

the nine-month period

Page 8: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

商品分類(大分類) 中分類 全社売上高 構成比 前年同期比 粗利率 商品分類(大分類) 中分類 全社売上高 構成比 前年同期比 粗利率

切削工具 切削工具 2,408 2.1 +5.1 10.3 環境安全用品 保護具 6,825 5.9 +13.7 25.1穴あけ・ネジきり工具 2,383 2.1 +7.2 21.9 安全用品 4,331 3.8 +10.9 25.0

生産加工用品 測定計測 4,363 3.8 +6.3 16.9 環境改善用品 987 0.9 △0.5 21.9メカトロニクス 2,079 1.8 +4.7 14.9 冷暖房用品 1,962 1.7 △2.2 16.4工作機工具 1,425 1.3 +17.1 19.9 防災・防犯用品 430 0.4 +2.4 19.7電動機械 1,613 1.4 +1.5 9.9 物置・エクステリア用品 1,335 1.2 +49.3 17.0

工事用品 油圧工具 1,020 0.9 +11.6 12.8 物流保管用品 荷役用品 3,400 3.0 +18.5 17.9ポンプ 1,903 1.7 +6.9 16.5 コンベヤ 847 0.7 △5.2 15.5溶接用品 1,218 1.0 +13.0 18.3 運搬用品 5,664 5.0 +17.5 21.6塗装・内装用品 982 0.8 +6.8 23.0 コンテナ・容器 2,061 1.8 +15.4 28.5土木建築 1,129 1.0 +6.7 11.0 スチール棚 2,075 1.8 +9.5 25.7はしご・脚立 1,462 1.3 +17.8 22.1 研究管理用品 ツールワゴン 541 0.4 +16.1 28.2配管・電設資材 1,600 1.4 +17.8 23.0 保管・管理用品 680 0.6 +16.3 32.8部品・金物・建築資材 3,224 2.8 +11.2 28.1 作業台 720 0.6 +9.5 27.6

作業用品 切断用品 837 0.7 +4.2 23.4 ステンレス用品 1,004 0.9 +14.9 17.8研削・研磨用品 4,250 3.7 +8.7 24.1 研究開発関連用品 1,702 1.5 +15.8 16.3化学製品 10,766 9.4 +4.6 22.8 オフィス住設用品 清掃用品 2,839 2.5 +10.8 21.9工場雑貨 1,922 1.7 +4.9 15.2 文具用品 637 0.6 △8.9 17.6梱包結束用品 2,570 2.3 +8.4 30.5 オフィス雑貨 1,076 0.9 +23.8 27.1キャスター 1,863 1.6 +6.4 17.6 電化製品 1,831 1.6 +14.8 23.7

ハンドツール 電動工具・用品 5,919 5.2 +15.9 15.1 OA事務用機器 807 0.7 +24.1 25.5空圧工具用品 3,790 3.3 +3.6 18.9 事務用家具 1,910 1.7 +19.2 23.7手作業工具 9,671 8.5 +9.2 21.8 インテリア用品 159 0.1 +0.4 16.0工具箱 728 0.6 +8.4 28.2 その他 全体 1,503 1.3 +8.9 13.3

(単位:百万円) 合計 114,473 100.0 +10.1 20.9

4,513

8,899

11,254

20,962

18,290

14,220

12,268

4,053

8,138

1,381

4,791

9,481

12,542

22,21020,109

15,872

14,049

4,649

9,262

1,503

切削工具 生産加工用品 工事用品 作業用品 ハンドツール 環境安全用品 物流保管用品 研究管理用品 オフィス

住設用品

その他

2014年3月期3Q売上高(百万円)

2014年12月期売上高(百万円)

( )

Sales in the same month previous year

* Environmental safety equipment > environment improvement goods and air conditioning goods: Sales of environment improvement goods and air conditioning goods decreased by 0.5% and 2.2% from the previous year, respectively, due to sluggish sales of air conditioning goods in the summer.

* Environmental safety equipment category > closets and exterior goodsDistribution and storage equipment category > loading goods, transportation goods, Office and housing facility equipment category > office furniture: Sales of closets and exterior goods in the environmental safety equipment category, loading goods and transportation goods in the distribution and storage equipment category, and office furniture in the office and housing facility equipment category grew by 19%, 21.1%, and 18.9% from the previous year, respectively, since demand for capital expenditure-related goods remained strong.

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

B-◇Sales by category of goods◇ Sales graph by large category and details of medium

category

(+6.2)

(+11.6)

(+9.9)

(+6.0)

(+11.4)

(+6.5)

(+14.5)

(+13.8)

(+8.9)

(+14.7)

Sales of distribution and storage equipment, research

management equipment, and office and housing facility

equipment increased by 14.5%, 14.7%, and 13.8% from

the previous year, respectively, due to strong capital

expenditures by enterprises.

4.24.2

8.3

10.9

19.4

17.6

13.9

12.3

4.0

8.1

1.3

構成比

P.5

Sales for the 3rd Q of FY ended Mar. 2014 (million yen)

Sales for FY ended Dec. 2014 (million yen)

Cutting tool

Cutting tool

Production

processing goods

Production processing goods

Construction

goods

Construction goods

Work supply

Work supply

Hand tool

Hand tool

Environmental safety equipment

Environmental

safety equipment

Distribution and

storage equipment

Distribution and storage equipment

Research management

equipment

Research management equipment

Office and housing facility

equipment

Office and housing facility equipment

Other

Other

Constituent ratio

Category of goods(large category) Medium category Trusco’s sales Constituent ratio

Year-on-year change

Gross profit margin

Category of goods(large category) Medium category Trusco’s sales Constituent

ratioYear-on-year

changeGross profit

margin

Cutting tools

Drilling and thread cutting tools

Measurement equipment

Mechatronics

Tools for machine tools

Electric machinery

Hydraulic tools

Pumps

Welding equipment

Painting and interior goods

Civil engineering and building goods

Ladders and stepladdersPiping and materials of electric equipmentComponent, hardware, and building materials

Cutting goods

Grinding and polishing goods

Chemical products

Factory miscellaneous goods

Casters

Electric power tools and accessories

Pneumatic tools and accessories

Tools for manual work

Tool boxes

Protective equipment

Safety goods

Environment improvement goods

Air conditioning goods

Disaster and crime prevention goods

Closets and exterior goods

Loading goods

Conveyors

Transportation goods

Containers and vessels

Steel shelves

Tool wagons

Storage and management goods

Work benches

Stainless goodsResearch and development-related goods

Cleaning utensils

Stationery

Office miscellaneous goods

Electric appliances

OA business machinery

Office furniture

Interior goods

Other total

Total(Unit: million yen)

Packing and binding goods

Page 9: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

占有率 91.7% 占有率 2.9% 占有率 5.4%

粗利率 35.7% 粗利率 35.8% 粗利率 28.4% 粗利率 37.1%

売上高 前年同期比 売上高 前年同期比 売上高 前年同期比 売上高 前年同期比

合計 22,883 +13.8% 20,978 +12.5% 656 +5.7% 1,248 +46.6%

切削工具 347 +13.9% 281 +14.7% 45 △7.9% 20 +95.8%

生産加工用品 814 +12.8% 736 +10.9% 12 △16.1% 65 +51.8%

工事用品 1,832 +9.9% 1,662 +8.3% 44 △0.7% 124 +44.4%

作業用品 4,346 +9.5% 4,100 +8.3% 53 △4.1% 193 +50.1%

ハンドツール 2,483 +13.8% 2,222 +12.7% 89 △4.7% 172 +46.8%

環境安全用品 3,710 +12.6% 3,462 +11.4% 66 +7.1% 180 +46.7%

物流保管用品 5,738 +16.3% 5,079 +15.2% 337 +15.9% 321 +38.1%

研究管理用品 1,801 +15.5% 1,727 +14.5% 2 +1.3% 71 +49.4%

オフィス住設用品 1,804 +21.9% 1,703 +20.4% 1 △45.4% 98 +59.8%

その他 4 △7.3% 1 +49.7% 3 △15.4% 0 -

全体 ファクトリー その他(ネット通販など)ホームセンター

25,593 25,57428,328

22,883

33,100(予想)

2012年3月期 2013年3月期 2014年3月期 2014年12月期 2015年12月期

(予想)

19.7% 19.3% 19.4% 20.0% 20.3%

35.3% 35.7% 35.5% 35.7% 35.8%

B-◇Sales of private brand (PB) goods◇

● Sales of distribution and storage

equipment, research management

equipment, and office and housing facility

equipment increased by 16.3%, 15.5%, and

21.9% from the previous year, respectively, due

to the continuation of strong capital

expenditures by enterprises.

PB constituent ratio

■ Change in sales of private brand goods (Unit: million yen, %) ■ PB sales ratio by category of goods (%)

■Sales of PB goods by category of goods (Unit: million yen)

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

PB gross profit margin

9か月決算

切削工具

1.5% 生産加工用品

3.6%

工事用品

8.0%

作業用品

19.0%

ハンドツール

10.9%環境安全用品

16.2%

物流保管用品

25.1%

研究管理用品

7.9%

オフィス

住設用品

7.9%

その他0.0%

P.6

Entire company Factory route Home center routeOther (Internet mail order

companies, etc.)

Gross profit margin

Constituent ratio

Gross profit margin

Constituent ratio

Gross profit margin

Constituent ratio

Gross profit margin

Business performance for

the nine-month period

Net sales Net sales Net sales Net salesYear-on-year

changeYear-on-year

changeYear-on-year

changeYear-on-year

change

Total

Cutting toolProduction processing goods

Construction goods

Work supply

Hand tool

Environmental safety equipmentDistribution and storage equipmentResearch management equipment

Office and housing facility equipment

Other

(Forecast)

FY ending

Dec. 2015

(Forecast)

FY ended

Mar. 2012

FY ended

Mar. 2013

FY ended

Mar. 2014

FY ended

Dec. 2014

Cutting tool Production

processing goods

Construction goods

Work supply

Hand tool

Environmental safety

equipment

Distribution and

storage equipment

Research management equipment

Office and housing facility

equipment

Other

Page 10: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

10,448 10,19811,078

11,975

9,974

11,52912,008

10,973

12,753

+ 8.0

+ 7.7

+ 16.4

+ 11.5

+ 9.3

+ 15.5

+ 9.7+ 2.0

+ 11.1

+ 7.8+ 10.7 + 10.9

+ 10.6

+ 11.4

+ 11.1+ 9.9

+ 10.1

4月 5月 6月 7月 8月 9月 10月 11月 12月

2014年12月期F売上高(百万円)

前年同月比(%)

累計前期比(%)

(9,893)(9,746)

(9,693)

(10,213)

(9,355)

(11,006)(11,755)

(11,045)

(11,228)

北海道・東北9.4%

北関東11.0%

首都圏

16.7%

信州・北陸6.9%

東海

16.2%

近畿19.7%

中国・四国9.9%

九州9.5%

その他0.7%

1,005

823875

1,018

876

977 9601,010

1,186

△ 1.4

△ 7.1

+ 10.8

+ 5.4+ 7.2

+ 0.9

△ 10.7△ 7.8

+ 8.0

△ 4.0+ 0.3 + 1.7 + 2.7

+ 2.4+ 0.2 △ 1.0

+ 0.2

4月 5月 6月 7月 8月 9月 10月 11月 12月

2014年12月期HC売上高(百万円)

前年同月比(%)

累計前期比(%)

(1,014)

(882)(786)

(965)

(814)

(961)

(1,094)

(1,091)(1,070)

北海道・東北9.6%

北関東10.1%

首都圏21.2%

信州・北陸4.7%

東海16.7%

近畿20.2%

中国・四国8.8%

九州

8.5%

その他0.2%

10,07210,692

22,218

4,618

17,187

21,028

8,920 9,039

202

11,017 11,590

24,218

5,335

19,132

23,105

10,061 9,737

274

北海道・東北

ブロック

北関東

ブロック

首都圏

ブロック

信州・北陸

ブロック

東海ブロック 近畿ブロック 中国・四国

ブロック

九州ブロック その他

2014年3月期3Q

2014年12月期

(+9.4%) (+8.4%)

(+9.0%)

(+15.5%)

(+11.3%)

(+9.9%)

(+12.8%) (+7.7%)

(+35.3%)

( )内前年同期比

C-◇Change in monthly sales by sales route and region◇

■Sales constituent ratio by region

■ Sales by region

■Home center route [HC]■Factory route [F]

(0) (-1) (+1) ( 0) ( 0) (+1) ( 0) (-2) ( 0)

(Unit: million yen, %)

Figures inside the parentheses show sales in the same month

previous year

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

営業日数 21 20 21 22 18 20 22 18 19

Sales through the home center route:

(April and May 2014) The number of customers visiting home centers decreased from the previous year nationwide due to the

reaction to last-minute purchases before the consumption tax hike. Consequently, the Company’s sales

decreased by 1.4% and 7.1%, respectively.

(October 2014) The Company’s sales decreased by 10.7% from the previous year, due to the reaction to brisk sales in the

previous year supported by several projects and the postponement of new store opening till December.

3rd Q of FY ended Mar. 2010 FY ended Dec. 2014

Reason for the increase in the sales

constituent ratio:

Sales of e-business expanded.

( 0) (-1) (+1) ( 0) ( 0) (+1) ( 0) (-2) ( 0)営業日数 21 20 21 22 18 20 22 18 19

Figures inside the parentheses show sales in the

same month of the previous year

P.7Sales of F for FY ended Dec. 2014 (million yen)

Monthly sales year-on-year change (%)

Aggregate sales year-on-year change (%)

Number of

business days

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

Sales of HC for FY ended Dec. 2014 (million yen)

Monthly sales year-on-year change (%)

Aggregate sales year-on-year change (%)

Apr. May Jun. Jul. Aug. Sep. Oct. Nov. Dec.Number of

business days

3rd Q of FY ended Mar. 2014

FY ended Dec. 2014

Figures inside the parentheses

show year-on-year change.

Hokkaido and

Tohoku regions

Kita-Kanto

region

Tokyo Metropolitan

region

Shinshu and

Hokuriku regions

Tokai region Kinki region Chugoku and

Shikoku regions

Kyushu region Other

Hokkaido and Tohoku regions

Kyushu region

Chugoku and Shikoku regions

Other

Kinki region

Tokai region

Shinshu and Hokuriku regions

Tokyo metropolitan

region

Kita-Kanto region

Other Hokkaido and Tohoku regions

Kyushu region

Kita-Kanto region

Tokyo metropolitan

region

Tokai region

Shinshu and

Hokuriku regions

Kinki region

Chugoku and Shikoku regions

Page 11: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

実績 売上総利益率 実績 前年同期比 実績 前年同期比 売上高(百万円)

予算比

ファクトリールート(集中購買、一部ネット通販含む)

917億10百万円 20.6% 1,009億38百万円(集中購買:約27億円、通販:約13億円)

+10.1% 21.0% + 0.4 100,457 +0.5%

ホームセンタールート 87億19百万円 16.7% 87億33百万円 +0.2% 17.1% + 0.4 8,856 △1.4%

その他(ネット通販など) 35億50百万円 24.1% 48億01百万円 +35.2% 26.1% + 2.0 4,687 +2.4%

全社合計 1,039億80百万円 20.4% 1,144億73百万円 +10.1% 20.9% + 0.5 114,000 +0.4%

平成26年(2014)3月期第3四半期

平成26年(2014)12月期

販売ルート予算売上高 売上高 売上総利益率

49,130

53,406

12,46313,997

15,00517,056

15,11116,478

C-◇Actual results by sales route◇

■Sales by sales route

■ Factory route sales by industry

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

(+12.3)(+13.7)

(+8.7)

(+9.0)

Unit: million yen, %, figures inside the parentheses show year-on-year change

* Sales to some stores that were classified to the factory route segment in the past are transferred to the Other segment from the first quarter of fiscal year ended December 31, 2014, due to the

organizational change on April 1, 2014.

* The Company creates the e-business route segment from the 53rd business year to classify sales to Internet mail order companies to this segment.

2014年3月期3Q

2014年12月期

2014年3月期3Q

2014年12月期

2014年3月期3Q

2014年12月期

2014年3月期3Q

2014年12月期

20.4 21.1 20.9 20.7 20.4 21.0 21.0 21.1

売上総利益率(%)

機械工具商 溶接材料商その他製造業関連

(理化学・伝導機・梱包材商など)建設関連

P.8

3rd Q of FY ended

Mar. 2014 FY ended Dec. 2014

Sales routeActual results

Gross profit

margin Actual resultsActual results

Year-on-year change

Year-on-year change

Net sales Net sales Gross profit margin Budget

Sales (million yen)

Comparison with the budget

Factory route(including central purchasing and some Internet mail order companies)

Total

Home center route

Other(Internet mail order companies, etc.)

91,710 million yen

8,719 million yen

3,550 million yen

103,980 million yen

100,938 million yen

8,733 million yen

4,801 million yen

114,473 million yen

-1.4%

Machine tool dealers Welding material dealersOther manufacturing related

(physical and chemical material, transmission machinery, packing material dealers)

Construction related

3rd Q of FY ended

Mar. 2014

FY ended

Dec. 2014

3rd Q of FY ended

Mar. 2014

FY ended

Dec. 2014

3rd Q of FY ended

Mar. 2014

FY ended

Dec. 2014

3rd Q of FY ended

Mar. 2014

FY ended

Dec. 2014

Gross profit margin

Central purchase: around 2,700 million yen; Mail order: around 1,300 million yen

Page 12: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

541 855 1,254 1,388 1,414

1,893 2,377

2,532 3,286

2,727

4,000

276 335 450 540 644 1,160

2,467

4,440

6,579 6,116

10,000

818 1,190 1,705 1,929 2,059 3,053

4,844

6,972

9,866 8,843

14,000

2006年

3月期

2007年

3月期

2008年

3月期

2009年

3月期

2010年

3月期

2011年

3月期

2012年

3月期

2013年

3月期

2014年

3月期

2014年

12月期

2015年

12月期

(予想)

541 855

1,254 1,388 1,414 1,893

2,377 2,532

3,286

2,727 10 18 26

40 5392

123180

196 215社

61 7692

140 171

285 332

430540

605工場

2006年

3月期

2007年

3月期

2008年

3月期

2009年

3月期

2010年

3月期

2011年

3月期

2012年

3月期

2013年

3月期

2014年

3月期

2014年

12月期

電子集中購買売上高

オレンジコマース連携企業数

オレンジコマース連携工場数

C-◇ Sales to distributors using Trusco’s electronic central purchase system

and sales to mail order companies◇■ Change in the number of companies participating in Orange Commerce

(Trusco’s electronic central purchase system)

* Sales to mail order companies consist

of sales of the factory route segment

and sales to mail order companies that

are included in the Other segment.

■Trusco’s electronic central purchase system

Conducting business among customers, distributors and

Trusco Nakayama by connecting customer’s purchasing

system with Trusco’s central purchase system

OrdersReceipt of

order data

A purchase system in which the Company places orders to a

limited number of suppliers intensively via the Internet. The

Company can streamline operations and reduce costs

because it purchases materials in one operation.

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

■ Change in e-business sales (million yen)

[Reference] Year-on-year comparison

9か月決算

Sales to mail order companies

Sales to distributors that operate mail order business

Sales to distributors using Trusco’s electronic central purchase system

Sales to distributors that are doing business with customers by using

Trusco’s electronic central purchase system

e-business sales

Total of sales to mail order companies and sales to distributors

using Trusco’s electronic central purchase system

1st Q to 3rd Q

of FY ended

Mar. 2014

FY ended

Dec. 2014

e-business

sales 6,8128,843

(+129.8%)

( ) Sales in the same month previous year

9か月決算

P.9

Number of companies participating in Orange Commerce

Sales to distributors using Trusco’s electronic central purchase system (million yen)

Number of factories participating in Orange Commerce

605 factories

215 companies

FY ended

Mar. 2006

FY ended

Mar. 2007

FY ended

Mar. 2008

FY ended

Mar. 2009

FY ended

Mar. 2010

FY ended

Mar. 2011

FY ended

Mar. 2012

FY ended

Mar. 2013

FY ended

Mar. 2014

FY ended

Dec. 2014

Business performance for

the nine-month period

Business performance for

the nine-month period

FY ended

Mar. 2006

FY ended

Mar. 2007

FY ended

Mar. 2008

FY ended

Mar. 2009

FY ended

Mar. 2010

FY ended

Mar. 2011

FY ended

Mar. 2012

FY ended

Mar. 2013

FY ended

Mar. 2014

FY ended

Dec. 2014

FY ending

Dec. 2015

(Forecast)

Orange Commerce (Trusco’s electronic central purchase system)

Orange Commerce

Customers search for items that they

want to purchase from the Orange Book.

Trusco

Nakayama Delivery of

goods

DealersCustomers

(manufacturers)Delivery of

goods

Page 13: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

0

2,000

4,000

6,000

8,000

10,000

12,000

14,000

16,000

18,000

2010年実績

(1~12月)

2011年実績

(1~12月)

2012年実績

(1~12月)

2013年実績

(1~12月)

2014年実績

(1~12月)

2014年開設

2013年開設

2012年開設

2011年開設

2010年開設

機械工具商

14%溶接材料商

5%

その他製造業関連

(理化学、伝導機、

梱包資材商)

14%

建設関連

(電材・管材商)

14%ホームセンター

13%

その他

(ネット通販など)

40%

16,60817,199

16,789 16,800

18,432

19,60320,156

21,24322,375

23,683

5,886 5,758 5,6385,299 5,333 5,320 5,298 5,367 5,415 5,447

4, 000

5, 000

6, 000

7, 000

8, 000

9, 000

10, 000

10, 000

12, 000

14, 000

16, 000

18, 000

20, 000

22, 000

24, 000

26, 000

2006年

3月期

2007年

3月期

2008年

3月期

2009年

3月期

2010年

3月期

2011年

3月期

2012年

3月期

2013年

3月期

2014年

3月期

2014年

12月期

口座数 法人数

C-◇ Change in the number of accounts and sales from new accounts ◇

1) Change in the number of accounts

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

■ Expansion of sales routes

1. After the Lehman shock in the fall of 2008, the Company saw the number of transactions with large companies that operate multiple stores nationwide increase. This is why the number of accounts grew after fiscal year ended March 31, 2009, although the number of companies having accounts with the Company remained flat in the same period.Requests to open accounts from physical and chemical material and electrical material dealers, new industries for the Company, increased.Consequently, the number of accounts rose by 6,883 for the six years from the fiscal year ended March 31, 2009.

2. Sales from new accounts opened in the most recent five years amounted to 15,600 million yen, strongly driving the Company’s growth.

3. Sales from Other manufacturers, Construction related industries, and Internet mail order companies, which include many new industries for the Company, account for 68% of sales from new accounts.

2) Change in the number of new accounts and sales from new accounts

Lehman shock

(the fall in 2008)

3. Constituent ratio of new accounts by sales route, Unit: million yen, %

* The figures are based on the results of January 2014 to December 2014.

* The calculation method is different from that used in the last time, since the Company re-

classifies sales to Internet mail order companies.

700

million yen

3,000

million yen

6,200

million yen

10,400

million yen

15,600 million yen

6,213

2,1632,079

2,265

7442,205

P.10

Accounts opened in 2014

Accounts opened in 2013

Accounts opened in 2012

Accounts opened in 2011

Accounts opened in 2010

Results in 2010 Results in 2011 Results in 2012 Results in 2013 Results in 2014

(Jan. to Dec.) (Jan. to Dec.) (Jan. to Dec.) (Jan. to Dec.) (Jan. to Dec.)

Number of

accounts

Number of companies having

accounts with Trusco Nakayama

FY ended

Mar. 2006

FY ended

Mar. 2007

FY ended

Mar. 2008

FY ended

Mar. 2009

FY ended

Mar. 2010

FY ended

Mar. 2011

FY ended

Mar. 2012

FY ended

Mar. 2013

FY ended

Mar. 2014

FY ended

Dec. 2014

Welding material dealersMachine tool dealers

Other manufacturing related (physical

and chemical material, transmission

machinery, packing material dealers)

Construction related (electrical

and piping material dealers)Home center route

Other

(Internet mail order

companies, etc.)

Page 14: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

95 110 112

120 123

1,219 1,178 1,179 1,219 1,271

2011年

3月期

2012年

3月期

2013年

3月期

2014年

3月期

2014年

12月期

社員一人当たりの売上高(百万円)

社員数(人)

■ Improvement of work efficiency by computerization

D-◇ System utilization ◇

■ Orders obtained through the Internet (including FAX-OCR)

Productivity per employee has been improving every year over the most recent five years.

* The figures of Trusco Nakayama for fiscal year ended December 31, 2014 are calculated by

combining results for the fiscal year ended March 31, 2011 and the forecasted figures for the

January 2015 to March 2015 period of the fiscal year ending December 31, 2015.

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

[Reference] Number of rows inquired about: DOTKUL, around 1,100 cases/day; WEB, around 63,100 cases /day

ネット受注内訳 行数 占有率DOTKUL (ドットクル)FAX-OCR 666,769 6.4%オレンジブック.Com(販売店様、ユーザー様)インターネット受発注

7,950,353 76.3%

トラスコEDI販売店様発注システムとのデータ連携 883,399 8.5%Orange Commerce(オレンジコマース)ユーザー様購買システムとの連携 913,564 8.8%

合計 10,414,085 100.0%

ルート ネット受注比率全受注行数

(行)行数

前年同期比受注金額(百万円)

金額前年同期比

ファクトリー、その他 73.0% 10,414,085 +10.5% 56,298 +10.1%

ホームセンター(EOS) 96.8% 3,567,399 - 7,787 -

合計 77.9% 13,981,484 - 64,085 -

■Breakdown of orders by system (the factory and other routes)

P.11

RouteRatio of orders

obtained through the Internet

Number of rows for total orders

(rows)

Number of rows Year-on-year change

Order amount (million yen)

Order amount Year-on-year

change

Factory and other

Home center (EOS)

Total

Breakdown of orders obtained through the Internet Number of rows Constituent ratio

orange-book.com

(distributors, customers) orders through the

Internet

Trusco EDI

Connecting with the distributor’s ordering system

Connecting with the customer’s purchasing system

Total

Sales per employee (million yen)

Number of employees (persons)

FY ended

Mar. 2011

FY ended

Mar. 2012

FY ended

Mar. 2013

FY ended

Mar. 2014

FY ended

Dec. 2014

Page 15: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

D-◇ Selling, general and administrative expenses ◇

*1:Freightage and packing expenses shown in the flash earnings report consist of the above stated 1. Freightage and packing

expenses, and 2. Car hiring expenses.

*2:Some parts of the breakdown are changed. The details are as follows:

7. Salaries and bonuses include salaries and bonuses and provisions for bonuses for part-time employees.

14. The Commission fee includes expenses for dispatching temporary transferees.

17. Taxes and dues include enterprise taxes.

*3: 14. Commission fee is included in Other in the flash earnings report’s balance sheet.

■ Breakdown of selling, general and administrative expenses

• Factory route and e-businessRise in shipments associated with the increase in sales of branches

• Freight charge hike by transportation companies

• Increase in the number of employees: full-time employees (+68 persons); part-time employees (+39 persons)

• Increase in monetary incentives and overtime costs due to good business performance

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

(Unit: million yen, %)

Main items

• Tokyo Head Office, Trusco Fiorito

Building (124 million yen)

• Real-time information base, SORA

(99 million yen)

• 55th anniversary ceremony(Outside the company: 139 million yen)(Inside the company: 26 million yen)

Main factors

2014年3月期第3四半期

2014年12月期 増減額 前年同期比

1 運 賃 荷 造 費 1,239 1,457 217 +17.52 傭 車 料 1,053 1,095 42 +4.03 広 告 宣 伝 費 259 221 △37 △ 14.54 販 売 促 進 費 43 45 2 +4.65 車 両 費 137 125 △12 △ 9.16 役 員 報 酬 193 280 86 +44.97 給 与 及 び 賞 与 5,487 6,118 631 +11.58 賞与引当金繰入額 946 671 △274 △ 29.09 福 利 厚 生 費 1,151 1,265 113 +9.8

10 接 待 交 際 費 45 194 149 +331.611 旅 費 及 び 交 通 費 288 302 14 +5.112 通 信 費 212 216 3 +1.613 借 地 借 家 料 337 241 △95 △ 28.514 支 払 手 数 料 686 733 46 +6.715 消 耗 品 費 158 176 17 +11.216 水 道 光 熱 費 165 174 9 +5.917 租 税 公 課 426 538 112 +26.318 減 価 償 却 費 1,259 1,477 218 +17.319 そ の 他 290 167 △123 △ 42.4

14,382 15,504 1,121 +7.8計

• 55th anniversary ceremony(Inside the company: 67 million yen)

P.12

• Directors’ bonuses are included in selling, general and administrative expenses for fiscal year ended December 31, 2014, since the bonus amount is finalized at the end of the business year. (Directors’ bonuses are included in Other in the balance sheet for the third quarter of fiscal year ended March 31, 2014, since the bonus amount is not finalized; around 71 million yen.)

3rd Q of FY

ended Mar.

2014

FY ended

Dec. 2014Changes

Year-on-year

change

Freightage and packing expenses

Car hiring expenses

Advertising expenses

Promotion expenses

Vehicle expenses

Directors' compensations

Salaries and bonuses

Provisions for bonuses

Welfare expenses

Entertainment expensesTraveling expenses and transportation expenses

Communication expenses

Leasehold and office rents

Commission fee

Supplies expenses

Utilities expenses

Taxes and dues

Depreciation

Other

Total

-37

-12

-274

-95

-123

-14.5

-9.1

-29.0

-28.5

-42.4

Page 16: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

8,796 4,816 3,423 10,889過去5年間

投資実績

1,580

2,426

1,294

805

835

444

703

588

2015年

12月期

(予定)

2014年

12月期

物流センター 支店 情報システム その他

*

D-◇ Capital expenditures ◇

■ Number of bases (as of December 31, 2014)

■ Capital expenditures

■ Change in capital expenditures (Unit: million yen)

Facilities under construction

➣Planet Osaka (relocated and newly constructed)

Capital expenditure in the 53rd business year (plan):

1,580 million yen

➣Koriyama branch (relocated and newly constructed)

Capital expenditure in the 53rd business year (plan): 718

million yen

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

4,412 million yen

3,506 million yen

27,924 million yen invested for the most recent five years

Expenses included in Capital expenditure Other

Tokyo Head Office expenses, equipment of

distribution centers

* The Capital expenditures for the most recent five

years include 8,900 million yen of the Tokyo Head

Office construction costs.

合計 101か所

本社 2か所

支店 83か所

物流センター 16か所

- 718

- 835

稼動予定 (百万円)

2015/05 1,580

- 207

- 369

郡山支店

その他

プラネット大阪

沼津支店

稼動予定

情報システム関連

プラネット九州

第52期  設備投資 内訳

1,596

第53期第1四半期以降 設備投資 予定

2015/01

-

133情報システム関連

大分支店

プラネット埼玉

福利厚生施設(京都ゲストハウス)

大分支店

プラネット大阪 2015/05

東京本社 -

-

(百万円)

251

1562017

その他- 3,506- 332

- 113

21

合計

904

- 703

合計 - 4,412

P.13

Details of capital expenditures for the 52nd business year

Completion(Million

yen)Details of capital expenditures for the 1st quarter

of the 53rd business year and later (plan)Completion

(Million yen)

Planet Kyushu

Planet Osaka

Planet Saitama

Oita branch

Welfare facilities (Kyoto Guest House)

Information system

Tokyo Head Office

Other

Total

Planet Osaka

Koriyama branch

Numazu branch

Oita branch

Information system

Other

Total

Distribution centers Branches Information system Other

FY ending

Dec. 2015

(plan)

FY ended

Dec. 2014

Capital

expenditures for

the most recent

five years

Head Office

Branches

Distribution centers

Total

2 places

83 places

16 places

101 places

Page 17: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

4. Sales strategy

Promoting positive actions

Female manager (supervisor)

➣ 4 persons

Upgrading a human resource training system, TRUSCO Stage Trial

➣ Newly establishing overseas business courses

1. Overseas business course: Trusco Nakayama Thailand

2. Overseas business course: Trusco Nakayama Indonesia

3. Overseas business course: Global Challenge

* (Reference) The number of employees who participated in

overseas training in the past: 14 persons

Increasing the number of inventory items

➣ 212,500 items 231,000 items

Raising the inventory hit rate

➣84.0% 86.8%

E-◇ Strategies for FY ended Dec. 2014 (52nd business year) ◇

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

1. Goods strategy 2. Distribution strategy

3. IT strategy 5. Human resources strategy

P.14

Strengthening private brand goods

The number of private brand goods newly listed in

the 2015 edition of the Orange Book

4,245 items

Continuously expanding the number of national-brand goods handled

The number of suppliers that began business with the Company in the 52nd

business year (nine-month period): 52 companiesThe number of manufacturers newly listed in the 2015 edition of the Orange Book:

94 companies (4,205 items)

Upgrading the capability to cope with information system risks in a

large-scale disaster

➣ Relocating the data center to Trusco Fiorito Building

Raising the ratio of the factory route orders received through the

Internet to 80%

➣77.7% ⇒ 77.9% (number of rows)

Expanding e-business

The number of factories that participate in Orange Commerce

(electronic central purchase system)

➣ 540 factories ⇒ 605 factories Continuously expanding sales in the factory route segment

The number of accounts in the factory route segment

➣ 16,694 accounts ⇒ 17,967 accounts

Page 18: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

E-◇ Strategies for FY ending Dec. 2015 (53rd business year) ◇

1. Goods strategy

Expanding product lineups (manufacturers and items)

• Obtaining sales rights of overseas brands

• Strengthening the lineup of goods for the aircraft-related market and the infrastructure replacement market

Enhancing capabilities to develop unique PB

2. Distribution strategy

Continuously expanding distribution facilities

• Planet Kyushu (completed in January 2015), Planet Osaka (to be completed in May 2015), Planet Saitama (to be completed

in 2017)

Continuously increasing the number of inventory items to 350,000

Raising the storage ratio of distribution centers by pursuing high-density storage and developing equipment

3. IT strategy

Expanding and improving the goods database

• Increasing the number of items registered in orange-book.com

Pursuing usability

• Disclosing real-time information,

developing a system from the standpoint of users

Streamlining operations by raising the ratio of orders received through the Internet to 80%

4. Sales strategy

Increasing the number of new accounts including industries with which the Company is not familiar

Pursuing affinity with Internet-related companies

Expanding the scale of branches and streamlining operations through consolidation

5. Human resources strategy

Reviewing operations by delivering goods using its own trucks

Raising the salary level

P.15

Page 19: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

予算 構成比 予算 構成比 51期比 予算 構成比 前期比 予算 構成比 前期比

(百万円) (%) (百万円) (%) (%) (百万円) (%) (%) (百万円) (%) (%)

114,473 100.0 163,000 100.0 111.7 174,000 100.0 106.7 185,000 100.0 106.3

ファクトリールート 100,938 88.2 136,983 84.0 - 143,700 82.6 104.9 150,100 81.1 104.5

ホームセンタールート 8,733 7.6 11,716 7.2 - 12,200 7.0 104.1 13,000 7.0 106.6

13,594 8.3 - 17,300 9.9 127.3 20,800 11.2 120.2

707 0.4 - 800 0.5 113.2 1,100 0.7 137.5

23,982 20.9 34,500 21.2 116.1 37,000 21.3 107.2 39,600 21.4 107.0

21,238 21.0 28,700 21.0 - 30,500 21.2 106.3 32,100 21.4 105.2

1,489 17.1 2,050 17.5 - 2,100 17.2 102.4 2,300 17.7 109.5

3,570 26.3 - 4,200 24.3 117.6 4,900 23.6 116.7

180 25.5 - 200 25.0 111.1 300 27.3 150.0

15,504 13.5 22,600 13.9 115.4 23,400 13.4 103.5 24,600 13.3 105.1

8,477 7.4 11,900 7.3 117.4 13,600 7.8 114.3 15,000 8.1 110.3

16 - 0 - - 0 - - 0 - -

8,494 7.4 11,900 7.3 118.1 13,600 7.8 114.3 15,000 8.1 110.3

- - - - - - - - - - -

5,474 4.8 7,360 4.5 123.6 8,772 5.0 119.2 9,675 5.2 110.3

166円02銭 - 223円18銭 - - 266円 - - 293円38銭 - -

42円 - 56円 - - 66円50銭 - - 73円50銭 - -

(株) 33,004,372 - 33,004,372 - 100.0 33,004,372 - 100.0 33,004,372 - 100.0

プライベート・ブランド商品売上高 22,883 20.0 33,100 20.3 116.8 35,400 20.3 106.9 37,600 20.3 106.2

ファクトリールート 20,978 20.8 28,600 20.9 - 30,100 20.9 105.2 31,300 20.9 104.0

ホームセンタールート 656 7.5 940 8.0 - 1,100 9.0 117.0 1,200 9.2 109.1

3,400 25.0 - 4,000 23.1 117.6 4,800 23.1 120.0

160 22.6 - 200 25.0 125.0 300 27.3 150.0

プライベート・ブランド商品粗利率 (%) 35.7 - 35.8 - - 35.8 - - 35.8 - -

プライベート・ブランド商品アイテム数 38,700 - 42,000 - 118.6 45,000 - 107.1 48,000 - 106.7

3,506 - 4,412 - 72.2 9,455 - 214.3 5,150 - 54.5

内システム投資 251 - 835 - 118.9 625 - 74.9 960 - 153.6

1,513 - 2,250 - 129.0 2,120 - 94.2 1,840 - 86.8

内システム投資 441 - 578 - 117.5 551 - 95.3 420 - 76.2

商品在庫 21,759 - 22,500 - 110.8 23,000 - 102.2 23,500 - 102.2

社員数 (人) 1,280 - 1,360 - 111.6 1,405 - 103.3 1,450 - 103.2

第52期(2014年12月期)実績9ヶ月間

4,801 4.2eビジネスルート

その他(海外)

eビジネスルート

その他(海外)

ファクトリールート

減価償却費

経 常 利 益

特別損失

当 期 純 利 益

1株当たり当期純利益

1株当たり配当金

発行済株式数

その他(海外)

eビジネスルート

設備投資額

第55期(2017年12月期)予算

営業外収支

第54期(2016年12月期)予算

売  上  高

売上総利益

販売費及び一般管理費

営業利益

ホームセンタールート

第53期(2015年12月期)予算

1,254 26.1

1,248 26.0

E-③◇Mid-term management plan◇

Since the mid-term management plan is based on the Company’s judgment when preparing the materials, the Company does not guarantee the

accuracy of the information. Please note that actual business performance and results may differ from the forecast due to various factors.

■ Mid-term management plan

The Company has been using the total of each branch’s annual budget formulated by its manager as its entire company’s budget from the 51st businessyear. Though the Corporate Planning Department decided the budget in the past, the Company lets each branch manager, who is familiar with the market,take ultimate responsibility for formulating its branch’s budget by developing its strategy, including the allocation of personnel. Since the total of eachbranch’s budget will become the entire company’s budget in the future, the Company will review the mid-term management plan every business year.

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

9か月決算

P.16

Business performance for

the nine-month period

Net sales

Factory route

Home center route

e-business route

Other (overseas)

Factory route

Home center route

e-business route

Other (overseas)

Gross profit

Selling, general and administrative expenses

Operating income

Non-operating revenues and expenses

Ordinary income

Extraordinary loss

Net income

Net income per share

Dividend per share

Number of outstanding shares

Sales of private brand goods

Factory route

Home center route

e-business route

Other (overseas)

(shares)

Gross profit margin of private brand goods

Number of private brand goods

Capital expenditures

Investment in systems

Investment in systems

Depreciation

Inventory

Number of employees (persons)

166.02 yen 223.18 yen

66.50 yen

293.38 yen

73.50 yen42 yen 56 yen

266 yen

Results of the 52nd business

year (FY ended Dec. 2014)

(9 months)

Budget of the 53rd business year

(FY ending Dec. 2015)

Constituent ratio(%)

Budget (million yen)

Change from the 51st

business year

Budget (million yen)

Constituent ratio(%)

Budget (million yen)

Constituent ratio(%)

Budget of the 54th business year

(FY ending Dec. 2016)

Change from the previous

year(%)

Budget (million yen)

Constituent ratio(%)

Change from the previous

year(%)

Budget of the 55th business year

(FY ending Dec. 2017)

Page 20: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

100.0

トラスコ中山

日経平均

TOPIX

■ Information on shareholders Unit: persons

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

■ Change in share prices

The movement of each index is digitalized by taking the level in April 2008 as a base of 100.

Trusco Nakayama

Nikkei 225

TOPIX

December 2014April 2008

2012.9末 2013.3末 2013.9末 2014.3末 2014.9末 2014.12末

株主合計 13,578 16,963 13,734 15,940 12,640 15,567

単元株主 12,798 16,223 12,926 15,243 11,908 14,884

単元未満株主 780 740 808 696 732 683

金融機関・証券会社 62 56 60 52 58 54

国内法人 641 648 618 614 577 589

外国法人等 109 120 127 135 139 163

個人その他 12,765 16,138 12,929 15,139 11,866 14,761

■ Change in ROE

<Trusco Nakayama’s view concerning ROE:>

Under its management policy, the Company does not

use ROE as its management index.

The Company, therefore, will not adopt a strategy of

fluctuating its equity capital on a short-term basis in

order to raise its ROE. Instead, the Company adopts

a strategy of expanding profit by continuously

investing in growth sectors to achieve stable profit

growth over a long period.

Management strongly believes that this strategy will

lead to the expansion of the Company’s corporate

value.

平成24年3月期

平成25年3月期

平成26年3月期

ROE 5.1 6.0 7.0

F-◇Information on Trusco Nakayama’s stocks◇P.17

End of Sep. 2012

End of Mar. 2013

End of Sep. 2013

End of Mar. 2014

End of Sep. 2014

End of Dec. 2014

Number of shareholders

Number of shareholders holding shares more than one unit

Number of shareholders holding shares less than one unit

Financial institutions and stock brokers

Enterprises in Japan

Overseas enterprises, etc.

Individuals and other

Trusco Nakayama

Nikkei 225

FY ended Mar.

2012

FY ended Mar.

2013

FY ended Mar.

2014

Page 21: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

0

500

1,000

1,500

2,000

2,500

3,000

3,500

4,000

4,500

平成21年12月末 平成22年12月末 平成23年12月末 平成24年12月末 平成25年12月末 平成26年12月末

(Unit: yen)

Change in ROE

2012 2013 2014

ROE Dividend ROE Dividend ROE Dividend

Company A 11.9 15.0 yen 13.2 15.0 yen 10.3 15.0 yen

Company B 10.8 23.2 yen 10.2 27.4 yen 10.7 32.1 yen

Company C 31.0 16.0 yen 34.9 16.0 yen 35.9 12.0 yen

Trusco Nakayama 5.1 34.5 yen 6.0 37.0 yen 7.0 45.5 yen

The above competitors are included in the JPX Nikkei Index 400.

(Unit: %)

The scoring elements, which serve as an index of the JPX Nikkei Index 400, are: 3-year average ROE, 3-year cumulative

operating income, and market capitalization.

F-◇Comparison of stock prices between Trusco Nakayama and its competitors◇P.18

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

■ Comparison of stock prices between Trusco Nakayama and its competitors included in the JPX Nikkei Index 400

Trusco Nakayama

Company A

Company C

Company B

End of Dec. 2009 End of Dec. 2010 End of Dec. 2011 End of Dec. 2012 End of Dec. 2013 End of Dec. 2014

Page 22: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

F-◇Corporate governance of Trusco Nakayama◇P.19

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

Shareholders’ meeting

Appointment and dismissal

Board of Corporate Auditors(4 persons)

Full-time corporate auditor: 2 persons (external corporate auditors)Part-time corporate auditor: 2

persons (external corporate auditors)

Four corporate auditors supervise four directors.

1. Board of Directors (the highest decision-making body)

2. Management committee

Report

Accounting auditor

Deloitte Touche

Tohmatsu LLC

Report

Report

Company attorney

Advice

Election and removal

Report

4. Evaluation by around 150 executives using Director OJS

Business execution

Audit Cooperative Office

Supervise using an electronic audit

system, Hinomiyagura

Audit/Guidance Representative Director and President

Tetsuya Nakayama

President

Supervise/Instruction

Compliance Committee

Report

Compliance Office

Direct contact by employees(Hotline)

Compliance Officer(111 persons)

Corporate Management Division

Managing DirectorGeneral Manager of Corporate

Management DivisionTadahisa Yabuno

Products DivisionManaging Director

General Manager of

Products Division

Takashi Hirai

Sales DivisionSenior Managing Director

General Manager of Sales

Division

Hiroyuki Ozu

Regular cross organizational personnel change

Appointment and dismissal Appointment and dismissal

: Holding the shareholders’ meeting at two places simultaneously by avoiding days on which many companies hold their shareholders’ meetings; Disclosing the results of vote execution by shareholders who attend the shareholders’ meeting

President OJS

Page 23: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

▮Published Orange Book 2015 and launched Orange Book Junior 2015The Company launched Orange Book

Junior in addition to the Orange Book.

Though it has been made compact, Orange

Book Junior covers 85 merchandise

categories, the same number as the

Orange Book, and contains typical items in

each merchandise category. This catalogue

comes in handy even at a worksite.

▮Started the operation of Solemare, a data center in the Tokyo Head Office

On January 5, 2015, the Company

relocated its data center from its

Osaka Head Office to its Tokyo

Head Office with a stronger seismic

isolation structure and

countermeasures against disasters.

The Company will prepare facilities

that enable us to continue supplying

goods without stopping systems in

any emergency, including disasters.

The word “Solemare” means Sun (Sole) and

Water or Sea (Mare) in Spanish.

▮Delivery of Tesla Model S

The Company purchased Tesla Model S to gain

knowledge about electric vehicles that are expected

to become widely available in the future.

The Company will consider the possibility of

handling electric and electronic components and

semiconductors.

オレンジブック2015 オレンジブックジュニア2015

発刊部数 約28万部 約10万部

総ページ数 10,956(+1,302)ページ 2,400ページ

掲載アイテム数 247,000(+18,000)アイテム 57,000アイテム

掲載メーカー数 1,349社 1,300社

在庫商品 225,000(+18,000)アイテム 50,100アイテム

即納率 91% 89%

メーカー希望価格(税別) 8,500円 3,000円

SORA

Zaikon 2Selfi

Paradise

eBASE

orange-book.com

Trulogis

Distribution

control system

(755 million yen)

Article data control

(139.3 million yen)

Article data controlSales analysis

Ordering system for

employees

(4,558 million yen)

Ordering system for distributors

(254 million yen)

Details of investments in systemsThe figures inside the parentheses are the investment amounts.

Information base

(Total: 776 million yen)

Connected systems

Investment in systems

Total: 6,482.3 million yen

Reference materials : Topics in the 3rd quarter of the 52nd business yearP.28

Orange Book 2015 Orange Book Junior 2015

Circulation

Total pages

Number of listed items

Number of listed manufacturers

Number of inventory items

Rate of prompt delivery

Manufacturer’s recommended price (excluding tax)

Around 280,000 copies

10,956 (+1,302) pages

247,000 (+18,000) items

1,349 companies

225,000 (+18,000) items

8,500 yen

Around 100,000 copies

2,400 pages

57,000 items

1,300 companies

50,100 items

3,000 yen

Page 24: Business performance data analysisBusiness performance data analysis Fiscal year ended December 31, 2014 The 52nd business year (nine-month period from April 1, 2014 to December 31,

Reference materials : Future capital expenditure (plan)

©2015 TRUSCO NAKAYAMA CORPORATION All Rights Reserved TRUSCO NAKAYAMA Investor Relations

▮Planet Osaka (relocated and newly constructed)

▮Planet Saitama (newly constructed)

▮Koriyama branch (relocated and newly constructed)

▮Numazu branch

(relocated and newly

constructed)Address: Fuji City, Shizuoka Prefecture

Land area: 983 tsubo (3,248.81 m2)

▮Oita branch (newly constructed)Address: Mukaibaruhigashi, Oita City, Oita

Prefecture

Land area: 770 tsubo (2,544.85 m2)

Capital expenditure in this fiscal year:

133 million yen

Address: Sakai-ku, Sakai City, Osaka

Prefecture

Land area: 3,138 tsubo (10,371.09 m2)

Total floor area: 6,195 tsubo (20,474.47 m2)

Completion: May 2015

Capital expenditures in this fiscal: 904

million yen

Address: Satte City, Saitama Prefecture

Land area: 10,653 tsubo (35,208.16 m2)

Completion: 2017

Capital expenditures in this fiscal:

156 million yen

▮Kashima branch

(relocated and newly constructed)Address: Kamisu City, Ibaraki Prefecture

Land area: 605 tsubo (1,999.52 m2)

Completion: 2016

Address: Koriyama City, Fukushima Prefecture

Land area: 1,098 tsubo (3,628.89 m2)

Total floor area: 828 tsubo (2,736.54 m2) (plan)

Completion: January 2016

FY 2015▮Planet Kyushu (relocated and commenced operations)

Address: Tosu City, Saga Prefecture

Land area: 3,427 tsubo (11,329.24 m2)

Total floor area: 6,864 tsubo (22,689.63 m2)

Structure: steel-frame, steel-reinforced

concrete structure, four-story building

FY 2016

FY 2017

P.29