ULURU.CO.,LTD. Q4 FY2026 earnings call

• Company Vision and Core Value Proposition
  • Ururu's mission is to solve labor shortage in Japan caused by aging population and declining birthrate, which is projected to lead to a loss of 16 million working people and 69 trillion yen in lost labor output by 2040.
  • The company uses a unique hybrid 'Human × IT/AI' model: it leverages idle spare time from underutilized labor pools (primarily housewives who cannot work full-time outside the home) to fill the last-mile quality gap that pure IT/AI cannot address, delivering high-quality SaaS services to corporate clients.
• Historical Financial and Strategic Performance
  • Over the past 5 years, Ururu achieved a 22% compound annual growth rate (CAGR) for revenue, growing total revenue from 2.4 billion yen 5 years ago to 6.7 billion yen in FY25/3 (a 2.7x increase).
  • The company maintains a 5-year average gross profit margin of 70%, with FY25/3 EBITDA of 1 billion yen and an EBITDA margin of 15%, achieving both growth and high profitability. It has hit its EBITDA profit target for 6 consecutive years since listing.
  • The 2020-2024 mid-term management plan was successfully completed: the company increased revenue CAGR from 14.1% to over 20%, and achieved the targeted 1.5 billion yen EBITDA in the final year, with revenue exceeding the original target to reach 5.9 billion yen.
• Recent Operational Updates
  • The company launched taxi advertisements for its fondesk IVR service to increase market penetration.
  • Ururu completed the full acquisition of Yokohama Sogo Photo Co., Ltd. to support the growth of its en Photo product segment.
  • The company is currently operating under a newly formulated medium-to-long term management strategy after the conclusion of the 2020-2024 plan.

1. CGS (Crowd Generated Service) SaaS Segments: Combined total annual recurring revenue (ARR) of 5.2 billion yen, accounting for 70% of Ururu's total revenue.

• NJSS (Bid Information Speed Report Service): The largest revenue contributor, accounting for 50% of total company revenue. It currently has approximately 8,000 paid contracts, with a total addressable market of around 400,000 bidding companies, leaving significant room for growth.
• Other CGS SaaS offerings: fondesk (telephone reception agency service), en Photo, eas, all operating as subscription-based SaaS products.

1. Legacy BPO/Shufti Crowdsourcing Segment: Shufti, the company's early crowdsourcing matching platform, currently has 470,000 registered home workers (most of whom are housewives). This segment is no longer a core growth focus.

• The company projects FY26/3 total revenue to reach approximately 7.7 billion yen.
• The company guides FY26/3 EBITDA to land in the range of 1.05 billion yen to 1.2 billion yen.
• For the new medium-to-long term plan, Ururu targets annual growth rates of over 20% for both total revenue and EBITDA.
• The company has committed to a progressive dividend policy for shareholders, aiming for continuous dividend increases.

No explicit material business, operational, or financial risks were discussed in the provided transcript.

Q: What specific initiatives does Ururu have to improve employee engagement and build corporate culture as the organization scales? / A: Founded as a small 4-person team, Ururu aims to preserve the close, collaborative culture of its early days even as it has grown to several hundred employees. The company prioritizes building open, honest relationships between employees, and regularly creates new events and policies to foster connection. It designed its recent office expansion layout to encourage interaction, and hosts regular internal community events like "Uru-sui" lightning talk socials, where employees share fun, non-work presentations over food and drinks to build personal connections. These efforts are intended to keep engagement high as the company scales.