1st Quarter FY2017 · PDF filefeedback through WeChat Virtual currency for corporate HR staff...

1st Quarter FY2017

IR Presentation Zhaopin Limited

November 2016

This presentation contains forward-looking statements made under the “safe harbor” provisions of

Section 21E of the Securities Exchange Act of 1934, as amended, and the U.S. Private Securities Litigation

Reform Act of 1995. These forward-looking statements can be identified by terminology such as “will,”

“expects,” “anticipates,” “future,” “intends,” “plans,” “believes,” “estimates,” “confident” and similar

statements. Zhaopin may also make written or oral forward-looking statements in its reports filed with or

furnished to the U.S. Securities and Exchange Commission, in its annual report to shareholders, in

presentations and other written materials and in oral statements made by its officers, directors or

employees to third parties. Any statements that are not historical facts, including statements about

Zhaopin’s beliefs and expectations, are forward-looking statements that involve factors, risks and

uncertainties that could cause actual results to differ materially from those in the forward-looking

statements. Such factors and risks include, but not limited to the following: Zhaopin’s goals and strategies;

its future business development, financial condition and results of operations; its ability to retain and grow

its user and customer base for its online career platform; the growth of, and trends in, the markets for its

services in China; the demand for and market acceptance of its brand and services; competition in its

industry in China; its ability to maintain the network infrastructure necessary to operate its website and

mobile applications; relevant government policies and regulations relating to the corporate structure,

business and industry; and its ability to protect its users' information and adequately address privacy

concerns.

Further information regarding these and other risks, uncertainties or factors is included in the Company's

filings with the U.S. Securities and Exchange Commission. All information provided in this presentation is

current as of the date of the presentation, and Zhaopin does not undertake any obligation to update such

information, except as required under applicable law.

Safe Harbor Statement and Disclaimer

1

Who We Are

Zhaopin is a Leading Career Development Platform in China

Who We Are

A leading career development platform in China focused on the needs of job seekers

throughout their entire career lifecycle

Graduation Skills and

Personality Assessment

Job Changes Education & HR Training

Career Advancement

Campus Recruitment Assessment services White-collar recruitment

Vocational training High-end recruitment

platform

3 Market

Leadership Strategic

Expansion Product

Innovation Mobile

Dominance Inorganic Growth

Growth Pillars

4

Notes:

All the rankings are measured among major players that exclusively focus on recruitment and career related services during white-collar job seekers’ career lifecycle based on

publicly available information from third party and competitors.

(1) Source: a third-party survey report in 2014;

(2) Source: company data, registered users as of September 30, 2016;

(3) Source: company data, unique customers for the quarter ended September 30, 2016; a “unique customer” refers to a customer that purchases our online recruitment services

during a specified period. We make adjustments for multiple purchases by the same customer to avoid double counting. Each customer is assigned a unique identification

number in our information management system. Affiliates and branches of a given customer may, under certain circumstances, be counted as separate unique customers;

(4) Source: company data, average daily unique visitors for the quarter ended September 30, 2016;

(5) Source: iResearch, average monthly visits per user for the quarter ended September 30, 2016.

Our Strong Market Leadership Position and Track Record of Growth

12.4

Average monthly visits per user(5)

25%

Job placement rate(1)

125.2mn

Registered users(2)

391,782

Unique customers(3)

3.1mn

Average daily unique visitors(4)

Highest growth in revenue and no. of unique customers

#1

#1

#1

#1

#1 #1

What Our Market Opportunities Are

44

144

177

Zhaopin's active registered users

Zhaopin's registered users

Number of online job seekers in China

Under-penetrated and Growing User(1) Base

Multiplier effect of the number of placements as a result of increase in job changes per user

(3)

2016e 2018e (2)

125

Penetration

rate: 31%

(1)

Q1 FY2017

Highly Underpenetrated Job Seeker Market

Frequency of Changing Jobs(4)

Post-1970s: every 4-5 years

Post-1980s: every 2-3 years

Post-1990s: every 1.5 years

Online Job Seekers in China(1)

115.3 128.9

143.6 159.7

177.1

2014 2015 2016e 2017e 2018e

6

Zhaopin registered users vs. China online job seekers

(in millions)

(in millions)

Notes:

(1) Source: iResearch reports;

(2) Number of active registered users refer to the number of Zhaopin's registered users who logged on to the website during the past 12 months ended September 30, 2016;

(3) Zhaopin’s number of registered users as of September 30, 2016;

(4) Source: Zhaopin survey.

Large and Growing Employer Market

0.51

4.1

5.5

Zhaopin's number of unique customers

Number of online employers in China

Under-penetrated and Growing Employer(1) Base

Penetration

rate: 12%

(2)

2016e 2018e FY2016

Zhaopin unique customers vs. China online employers

(in millions)

Number of SMEs in China(1)

62.8 68.9 75.1 81.3 87.8

2014 2015 2016e 2017e 2018e

Number of Online Employers in China(1)

2.5 3.3

4.1 4.8

5.5

2014 2015 2016e 2017e 2018e

(in millions)

(in millions)

7 Notes:

(1) Source: iResearch reports; online employers refer to companies in China that use Internet to conduct business;

(2) Zhaopin’s number of unique customers for fiscal year 2016.

(1)

8

Deepen Our Penetration in Recruitment Value Chain

Zhaopin’s value-added services

• Priority listing

• Olive Branch

• Easy Hire

• Quick Feedback

Customers’ willingness

to pay

Actual cost 5%-10% 90%-95%

Untapped budget

What Employers Need

What We Can Offer

Source: Zhaopin survey conducted in 2014, which showed the average HR budget for filling a job vacancy is about one month salary.

• Increase recruitment efficiency for HR staff • Significant monetization potential for Zhaopin

Purchase services from other vendors

Spent on Zhaopin’s services

Basic recruitment

products:

~¥30/ job posting

~¥20-40/ resume

download

Low take rate

at the stage

Campus recruitment

service

Assessment service

Education & training service

Recruitment process

outsourcing

Highpin.cn

How We Are Capturing These Opportunities

Zhaopin’s market leadership(1) is leading to faster growth of jobseekers and employers

Competitive Advantages vs. Other Players

No. of Unique Customers(2) (in ‘000)

322 329 352 384 392 296 287 302 322 334

109% 115% 117% 119% 117%

Q1 FY16 Q2 FY16 Q3 FY16 Q4 FY16 Q1 FY17

Zhaopin Player 2

Zhaopin/ Player 2

105 110 115 120 125

94 96 100 104 106

112% 115% 115% 115% 118%


Zhaopin Player 2

Zhaopin/ Player 2

No. of Registered Users(2) (in millions)

10

High-end niche recruitment websites

General websites which offer recruitment

as part of their services

TMT vertical recruitment websites

Professional networking websites

Full-scale recruiting business model

Zhaopin offers full suite of services vs. vertical and niche players

Vertical players

Zhaopin/ Player 2 in Monthly Visits per User and Daily

Unique Visitors(3)

YoY Growth in No. of Quarterly Unique Customers(2)

21% 21% 21% 22% 22%

4% 3% 5%

7% 13%


Zhaopin Player 2

Notes:

Traffic of Player 2 (51job) does not include the traffic of the subsidiary that it acquired in 2015.

(1) Zhaopin's website is the most popular career platform in China as measured by average daily unique visitors in each of the 12 months ended September 30, 2016, the number of

registered users as of September 30, 2016 and the number of unique customers for the three months ended September 30, 2016. All the rankings are measured among players that

exclusively focus on recruitment and career related services during white-collar job seekers’ lifecycle; (2) Source: company data; (3) Source: iResearch.

207% 186%

153% 157% 172%

122% 125% 120% 117% 119%


Monthly visits per user

Daily unique visitors

Highly productive nation-wide sales network

Strong Sales and Marketing Capabilities to Support Growth

Sales Force of ~3,450

2 Call

Centers

5 Key

Industries

33

Regional Offices

Covering >250 Cities

Actively promote Zhaopin’s self-service platform and use of “Zhaopin Currency”.

11

= =

=

+ TMT

+ Finance

+ Real Estate

+ Consumer/ Retail

+ Education/ Training

Main Industry Sectors(1)

ꔷ Top 5 industries with highest recruiting demand in China

ꔷ Diversified customer portfolio to de-risk our business

Note: (1) According to company data of the quarter ended September 30, 2016.

Product vision: Good to Use + Simple to Use + Fun to Use

Focus on Delivering Value to Users (1/2)

Recent Product Innovation (1/2)

12

Priority Listing Quick Feedback Easy Hire Zhaopin Virtual

Currency

Premium charged for

higher search results,

generating better

recruiting results for

employers.

A PC and mobile-based

product that allows

employers to provide

instant feedback to job

applicants once the

application has been

submitted.

A mobile-based product

that provides employers

with a user-friendly

platform to track

applications to their job

postings and offer quick

feedback through WeChat

anytime anywhere.

Virtual currency for

corporate HR staff to

purchase various products

and services on Zhaopin’s

self-service platform.

Olive Branch (Invite job seekers to apply)

Direct Interview Scheduling (Request interviews with employers)

Employers send “Olive Branches” to selected

candidates allowing job seekers to instantly access

the job application once accepted, and employers to

access the job seeker’s contact information.

Direct Interview Scheduling is a mobile-based app that

allows job seekers to skip the application process and

directly request an interview. By removing a step in the

interview scheduling process, interview conversation rates have doubled.

Product vision: Good to Use + Simple to Use + Fun to Use

Focus on Delivering Value to Users (2/2)

Recent Product Innovation (2/2)

13

Past Now

Job applications Confirmed interviews

Uncertainty Certainty

Advertisement-based Transaction-based

Product roadmap: Matching → Stickiness → Monetization → Eco-system

Re-defining Recruiting Success for the Industry

Great Monetization Opportunities

Source: company data.

14

15

New Products & Services are Deepening Our Relationships and Value Proposition to Employers and Job Seekers

RPO provides one-stop recruiting professional

service.

Recruitment Process Outsourcing

NET offers a new means of

identifying talent irrespective of a

graduate's academic credentials, not taking

into account the prestige of his or her

university.

National Employability Test

Note:


(1) Online car share service that recently acquired Uber China.

Focus on high-end job seekers with

RMB100K+ annual salary (~RMB200K for tier-

1 cities)

Highpin.cn

In Didi’s(1) app, Highpin has become its exclusive partner in its high-end recruiting column.

A training program for fresh-graduate

employees.

Training program

A new student loan program launched with

insurance agencies.

Student Loan

16

Highpin’s Revolutionary Dispatch Business Model

1.Corporate HRs post job vacancies

to Highpin Dispatch platform

2. Job vacancies automatically

dispatched to suitable individual

headhunters using Highpin’s

proprietary matching algorithm

3. Headhunters recommend CVs to

Corporate HRs

4. Corporate HRs download

interested CVs and pay a fee

Capture Rapidly Growing Mobile Audience

17

• A large number of quick

feedbacks are confirmed

through mobile channel

• Mobile serves a crucial role

for our strategy to redefine

recruiting success for the

industry

• Mobile plays an important

role in building Zhaopin’s

closed-loop transaction

platform


Mobile Growth(1)

Daily unique visitors +106%

Daily page views +83%

Mobile as % of Total Internet Traffic

Daily unique visitors 61%

Daily page views 81%

Identify and match job

seeker needs at various

stages in their career

lifecycle through

personalized services.

Leveraging Big Data to Accelerate Expansion

Database 125mn

registered users(1)

& 44mn active

users(1)

Evolve our service offerings to deliver more value, opening up large opportunities across the human capital management industry 18

Leverage Zhaopin’s big

data pool to establish

virtual assets for users.

Eg. creditability, reputation.

Leverage data to create new marketing solutions for employers.

Eg. precision marketing.

Help HR staff make better

decisions with our market

and competition

intelligence based on our

proprietary data analysis.

Our career-related data can be leveraged to re-shape the

transaction value chain for other business categories.

Note: (1) Source: company data as of September 30, 2016.

Seek inorganic growth opportunities to accelerate growth

Actively Assessing M&A Opportunities

19

M&A philosophy

+ Improve our competitive dynamics in targeted geographies

+ Help address the needs of our users

+ Find highly synergistic adjacent technologies or services which

complement our core businesses

+ Add to EPS growth & cash generation

+ Carry acceptable risk

Key Financial and Operational Metrics

* All quarterly financial numbers are unaudited.

10.8%

89.2%

Online recruitment services revenue

Other Services Revenue

• Campus recruitment

services, assessment

services and other

human resource related

services delivered

strong growth despite

intensified competition.

Key Financial Highlights for Q1 FY17

21

Notes:

(1) Total revenue and margins refer to the quarter ended September 30, 2016.

(2) Cash position as of September 30, 2016.

(3) All margins are calculated as a % of net revenue.

Total Revenue

+

RMB426.2mn +21.9% YoY

Online Revenue

+

RMB380.3mn +21.6% YoY

Cash Position

RMB2.3bn +2.6%

vs. 30-June-2016

Deferred Revenue

RMB717.1mn +0.6%

vs. 30-June-2016 Gross

Margin

91%

Operating Margin

20% Net Cash per ADS

US$5.87, +2.3% vs. 30-June-2016

Q1 FY17 Revenue Breakdown

Continuation of Strong Revenue Growth Underpinned by Growth in Unique Customers

222 257

335 418

510

322 392

FY2012 FY2013 FY2014 FY2015 FY2016 Q1 FY16 Q1 FY17

3,114 2,991 2,633 2,556 2,565

972 971


821.5 908.9 1,079.8

1,289.9 1,542.9

349.5 426.2


Total Revenue

(RMB millions) (‘000)

692.8 769.1 882.5

1,069.4

1,307.6

312.7 380.3


Online Recruitment Services Revenue

(RMB millions)

Average Revenue per Customer (ARPU)

(RMB)

No. of Unique Customers

22

High Cash Generation and Strong Visibility on Forward Revenue

Strong cash balance and opportunities to re-invest

and grow the business

Technology and product –

personnel and development

costs for new products or

service offerings

Marketing – offline or online

advertising

Strengthen sales force

Explore M&A opportunities

23 Note: (1) Including restricted cash and cash equivalent, time deposits and restricted time deposits.

330.0 390.7

488.7

603.2

712.7 717.1

FY2012 FY2013 FY2014 FY2015 FY2016 Q1 FY17

Deferred Revenue (As of fiscal year-end or quarter-end)

(RMB millions)

617.8

944.9

1,536.7

1,910.1

2,289.2 2,348.7

FY2012 FY2013 FY2014 FY2015 FY2016 Q1 FY17

(As of fiscal year-end or quarter-end)

(RMB millions)

Cash Balance(1)

1

2

3

4

Strong Cash Flow Due to the Scalability of Online-focused Business Model

54

103

75 92

75

164

79

133

45

151

101

131

62

Q1 FY14 Q2 FY14 Q3 FY14 Q4 FY14 Q1 FY15 Q2 FY15 Q3 FY15 Q4 FY15 Q1 FY16 Q2 FY16 Q3 FY16 Q4 FY16 Q1 FY17

Operating cash flow (RMB millions)

Operating Cash Flow (Unaudited)

50

98

62

84

61

156

71

130

39

143

96

124

54

Q1 FY14 Q2 FY14 Q3 FY14 Q4 FY14 Q1 FY15 Q2 FY15 Q3 FY15 Q4 FY15 Q1 FY16 Q2 FY16 Q3 FY16 Q4 FY16 Q1 FY17

Free cash flow (RMB millions)

Free Cash Flow (Unaudited)

24

109 138 128 131 133 165 156 160 171 201 210 195 207

47% 49% 49%

47% 46% 49% 50%

48% 50% 50%

56%

49% 49%

Q1

FY14

Q2

FY14

Q3

FY14

Q4

FY14

Q1

FY15

Q2

FY15

Q3

FY15

Q4

FY15

Q1

FY16

Q2

FY16

Q3

FY16

Q4

FY16

Q1

FY17

as % of net revenues

25

Sales and Marketing Expenses and Margin (Unaudited)

(RMB millions)

165 194 185 192 200 228 216 225 246 287 274 271 300

71%

69%

70%

69% 69%

68%

69%

68%

71% 71%

73%

68%

71%

Q1

FY14

Q2

FY14

Q3

FY14

Q4

FY14

Q1

FY15

Q2

FY15

Q3

FY15

Q4

FY15

Q1

FY16

Q2

FY16

Q3

FY16

Q4

FY16

Q1

FY17


Operating Expenses and Margin (Unaudited)

(RMB millions)

56 56 56 61 67 63 60 65 74 86 64 76 94

24%

20% 21% 22% 23%

19% 19% 19% 22% 21%

17% 19%

22%

Q1

FY14

Q2

FY14

Q3

FY14

Q4

FY14

Q1

FY15

Q2

FY15

Q3

FY15

Q4

FY15

Q1

FY16

Q2

FY16

Q3

FY16

Q4

FY16

Q1

FY17


General and Administrative Expenses and Margin (Unaudited)

(RMB millions)

217 250 238 258 268 300 279 308 322 356 340 368 385

93%

88%

90%

93% 93%

89% 89%

93% 94%

88% 91% 92% 91%

Q1

FY14

Q2

FY14

Q3

FY14

Q4

FY14

Q1

FY15

Q2

FY15

Q3

FY15

Q4

FY15

Q1

FY16

Q2

FY16

Q3

FY16

Q4

FY16

Q1

FY17

as % of net revenues (RMB millions)

Gross Profit and Margin (Unaudited)

Notes:

All quarters refer to fiscal quarters. Zhaopin’s fiscal year refers to the 12 months ended June 30. All quarter numbers refer to unaudited financial results.

All quarterly margins and expenses percentage are calculated as a % of quarterly net revenue.

Sustained Levels of Profitability Despite Re-investment to Sustain Future Growth

26

62 59 63 74 77 78 69 86 82 73 59 98 87

26%

21% 24%

26% 27%

23% 22%

26% 24%

18% 16%

24%

21%

Q1

FY14

Q2

FY14

Q3

FY14

Q4

FY14

Q1

FY15

Q2

FY15

Q3

FY15

Q4

FY15

Q1

FY16

Q2

FY16

Q3

FY16

Q4

FY16

Q1

FY17


Non-GAAP Operating Income and Margin (Unaudited)

(RMB millions)

57 44 53 63 68 68 64 76 76 66 55 92 83

25%

16%

20% 23% 24%

20% 20% 23% 22%

16% 15%

23% 20%

Q1

FY14

Q2

FY14

Q3

FY14

Q4

FY14

Q1

FY15

Q2

FY15

Q3

FY15

Q4

FY15

Q1

FY16

Q2

FY16

Q3

FY16

Q4

FY16

Q1

FY17


Non-GAAP Net Profit and Margin (Unaudited)

(RMB millions)

Notes:

All quarters refer to fiscal quarters. Zhaopin’s fiscal year refers to the 12 months ended June 30. All quarter numbers refer to unaudited financial results.

All quarterly margins and expenses percentage are calculated as a % of quarterly net revenue.

(1) Excluding the one-time tax expense of RMB5 million arising from the ownership change of a consolidated affiliated entity, our net profit and net margin for Q1 FY15 would have

been RMB65 million and 22%, respectively.

Sustained Levels of Profitability Despite Re-investment to Sustain Future Growth（Cont.）

52 56 53 67 68 72 63 83 77 69 66 96 84

22% 20% 20%

24% 24% 21%

20%

25%

22%

17% 18%

24%

20%

Q1

FY14

Q2

FY14

Q3

FY14

Q4

FY14

Q1

FY15

Q2

FY15

Q3

FY15

Q4

FY15

Q1

FY16

Q2

FY16

Q3

FY16

Q4

FY16

Q1

FY17


Operating Profit and Margin (Unaudited)

(RMB millions)

47 41 43 56 60 62 58 73 71 62 62 90 81

20%

14% 17%

20% 21%

18% 19%

22% 21%

15% 17%

22%

19%

Q1

FY14

Q2

FY14

Q3

FY14

Q4

FY14

Q1

FY15

Q2

FY15

Q3

FY15

Q4

FY15

Q1

FY16

Q2

FY16

Q3

FY16

Q4

FY16

Q1

FY17


Net Profit and Margin (Unaudited)

(RMB millions)

(1)

Strong Growth in Key Operational Metrics

27

1.4

1.8 2.2 2.3

2.7 2.4

3.1


No. of Completed Resumes

41.3

57.1 66.5

73.9 83.6

75.2

86.3


56.6

76.9 89.5

100.8

120.0

104.8

125.2


No. of Registered Users (As of fiscal year-end)

(in millions)

7.6 11.0

18.1

25.6

36.9

8.4 11.5


No. of New Job Postings (in millions)

Average Daily Unique Visitors

(in millions)

(As of fiscal year-end)

(in millions)


Check Out What’s New About Zhaopin

1. Twitter account: https://twitter.com/Zhaopin_com 2. Scan for ZPIN IR official account on WeChat!

28

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