Aidma Holdings,Inc. Q3 FY2025 earnings call

Core Business Strategies

• Three core strategic priorities for the fiscal term: 1) Leverage AI extensively to optimize costs, 2) Expand beyond custom client support to build work infrastructure that directly connects businesses and workers, 3) Broaden service scope beyond traditional sales support to include web marketing, PR, and recruitment support to increase client value.
• Long-term vision: Treat Japan's shrinking labor force as a growth opportunity; target small and medium-sized enterprises, which account for 60% of Japan's total market and largely remain underserved by DX and BPO services. The company aims to build a self-sustaining infrastructure connecting cloud workers, digital workers (AI), and businesses, earning transaction fees for facilitating connections.

AI Product Development

• Launched in-house testing for two new AI calling tools: AI Reception Pass-kun, which handles gatekeeper passing for cold calls, already used for 50% of the company's internal cold calls; and AI Call-kun, which fully automates calling through appointment setting and document delivery, with patent-pending functionality, costing 1/10th the price of human calling. Internal pilot testing is ongoing, with limited client trials scheduled to begin in Q4.
• Developed AI Production-san, which automates web design, landing page creation, and sales material generation, and AI Development-san, which automates system development. AI Production-san is already in internal use, can generate a full coded landing page first view in ~1 minute. Management expects these tools to cut monthly external development/production costs from 65 million yen to 25 million yen when fully deployed, while expanding BPO service capacity.
• Additional internal AI tools: AI-powered meeting monitoring and sales role-playing, replacing work that previously cost millions of yen per year in manual labor.

Business Expansion & M&A

• Restructured the Sales Support segment into a modular unit-based offering, covering outbound testing, web marketing, media creation, commercial negotiation, and offline event attendance. Clients can select single or multiple customized units, with a long-term target of 20,000 total clients and 3 trillion yen in total revenue opportunity across five units.
• Completed the M&A of Kaimaku Co., Ltd. on June 27, 2025, a firm focused on performance-based appointment outsourcing for HR and a transparent engineer SES business that lets workers select projects based on publicly disclosed pay and project rates. Kaimaku will operate independently to create synergies: the partnership will deepen vertical support for specific corporate departments, build out the company's Product Bank service and transparent talent platform, and leverage external sales resources to scale without heavy internal hiring.
• Launched the Spotworks on-demand work platform, which lets companies post task-based work and offers instant pay to workers, with AI digital workers able to complete qualified tasks automatically. The platform experienced minor delays in bank integration but is still on track to launch within the current fiscal term. The company is also rebuilding its core Sales Crowd platform to enable full sales completion via digital workers and direct client-cloud worker connections without Aidma intermediation.

Capital Return

• Maintained the planned full-year dividend of 30.00 yen per share, unchanged from the prior year. Approved a new share repurchase program with an upper limit of 1 billion yen for 250,000 shares, which will bring total treasury shares to ~3% of outstanding stock, to be used for future cancellation, M&A share exchanges, or incentive programs to boost corporate value.

For the 3rd quarter of the 2025 August term, consolidated revenue reached 3.4 billion yen, representing a 25% year-over-year increase. Operating income hit 0.83 billion yen, with an operating margin of 24.4%. Total order volume across all services grew approximately 70% year-over-year, driven by 60% year-over-year growth in the Sales Support segment and over 90% year-over-year growth in the Talent Support segment, both reaching all-time record order counts. Cumulative revenue, gross profit, and operating income for the first nine months all grew approximately 20% year-over-year. Order volume is at 90% of full-year target progress, revenue is at 75%, and operating income is at 80%.

• Full-year progress remains on track with the original plan, with 75% of revenue target, 80% of operating income target, and over 80% of order target achieved through the first three quarters. Management expects solid full-year results in line with projections.
• The 3.4 billion yen Q3 revenue reflects prior period order growth, and the record Q3 order volume is expected to drive future revenue and profit growth in coming quarters.
• Management maintains its long-term target of reaching 20,000 total clients for the unit-based support business, with a total revenue opportunity of 3 trillion yen.

• Current commercialization barrier for AI tools: For small clients with less than 500 monthly call activities, the customization cost for AI Reception Pass-kun exceeds the benefit, so the company is prioritizing internal optimization and quality improvement before broader commercial rollout.
• Spotworks on-demand platform launch is slightly delayed due to issues with financial institution integration, with the rollout schedule pushed back incrementally, though management still expects launch within the current fiscal term.
• AI-related investment, service development, and production costs are increasing, leading to a 3.6% year-over-year increase in other cost of goods sold, though this is framed as planned strategic investment and not an urgent concern.

No Question and Answer section was included in the provided transcript.