WE ARE. SHOWROOMPRIVE.com FY2015 RESULTS February, 16 th 2016

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1 WE ARE SHOWROOMPRIVE.com FY2015 RESULTS February, 16 th 2016

2 I BUSINESS UPDATE AND 2015 RESULTS HIGHLIGHTS

3 2015: A YEAR FULL OF ACHIEVEMENTS A STRONG AND PROFITABLE GROWTH 443m net sales and 24m EBITDA +27% net sales growth and 5.4% EBITDA margin, up 0.9%pt MORE MEMBERS, MORE BUYERS, MORE BRANDS THE LAUNCH OF SEVERAL PROMISING INITIATIVES Innovative conversion tools: Infinity & unique basket #CollectionIRL our private label Look Forward: our Fashion and Innovation hub MORE MOBILE From 43% to 48% of net sales Increased Visibility and NOTORIETY IPO 3

4 CONTINUED SUCCESS IN RECRUITING AND DRIVING LOYALTY WITH MEMBERS AND BRANDS MEMBERS TRAFFIC & MOBILE BRANDS 24.6 MM MEMBERS (+4.4 MM) 92% OF FREE TRAFFIC >750 NEW BRANDS (vs. 600 in 2014) 2.9 BUYERS (+0.5 MM) 8.0 MM APP DOWNLOADS 73% RETURNING BRANDS IN 2015 (2) 72% OF SALES FROM REPEAT BUYERS (1) 48% OF SALES FROM MOBILE (1) (vs. 43% in 2014) 76% OF SALES (1) FROM RETURNING BRANDS Note: Data for FY 2015 as of 31/12/ Based on gross internet sales; 2 Based on top 300 brands 4

5 LAUNCH OF SEVERAL PROMISING INITIATIVES UNLIMITED FREE DELIVERY FOR 20 PER YEAR (1) LAUNCHED IN OCTOBER 2015 VERY POSITIVE FIRST RESULTS Increase in order frequency Stable average order value OUR PRIVATE LABEL BUILT AROUND OUR VALUES FOR REAL WOMEN, IN REAL LIFE BASED ON BIG DATA ANALYTICS LAUNCHED IN OCTOBER sale events in 2015 OUR FASHION-TECH START-UP INCUBATOR 6 START - UPS WEARABLE AWARDS (9 TH - 14 TH FEBRUARY 2016) PROMOTE INNOVATIVE INITIATIVES THAT WILL DISRUPT FASHION BOOST CONVERSION NEW SEGMENT DRIVE INNOVATION 1 Minimum basket size of 20 2 As of 31/12/2015 5

6 A YEAR OF STRONG PROFITABLE GROWTH Net revenue & growth million EBITDA & margin million Recurring cash from operating activities before tax post Capex (1) million +27% 4.4% +53% 5.4% 110% OF EBITDA 349,8 442,8 23,7 22,1 26,1 15,5 FY14 FY15 FY14 FY15 FY14 FY GUIDANCE 2015 MARGIN GUIDANCE 2015 CF GUIDANCE MM 5.1%-5.3% 100% + CASH CONVERSION 1 Non recurring adjustments are detailed on slide 14 6

7 FRANCE AND INTERNATIONAL PERFORMANCE France International MEMBERS (1) 16.8 MM (+21 21%) 7.8 MM (+24 24%) BUYERS (1) 2.4 MM (+24 24%) 0.5 MM (+10 10%) ORDERS (1) 10.0 MM (+30 30%) 1.7 MM (+24 24%) REVENUE PER BUYER (2) 155 (+4%) 132 (+9%) NET INTERNET REVENUES (2) 370 MM (+29%) 63 MM (+20 20%) Strong growth in France across all metrics and 20% growth in international operations 1 Data as of 31/12/2015 and growth vs. 31/12/ For fiscal year 2015 and growth vs. fiscal year

8 II Q AND FY2015 RESULTS

9 REVENUES GROWTH UNDERPINNED BY CONTINUED STRONG PERFORMANCE OF FRANCE Revenues breakdown million 349,8 11,3 52,7 285,8 27% 442,8 9,6 63,2 370,0 yoy growth 20% 29% 196,0 6,1 30,8 159,1 24% 243,4 4,2 31,7 207,6 Net Revenue Q m (+23%) yoy growth 3% 31% FY2014 FY2015 H H France International Non-Internet Net Internet revenues +27% revenues growth in 2015 despite adverse market conditions in Q

10 GROWTH OF ALL CUSTOMER KPIS AND INCREASING MEMBER ENGAGEMENT Revenues underpinned by success in converting members into buyers and inducing more repeat purchases Million Members Members (cumulative) Buyers Orders Higher product quality offer leading to improved ARPB Average Internet revenues per buyer +22% +22% +29% +5% 20,2 24,6 2,4 2,9 9,1 11,7 143,7 151,1 FY2014 FY2015 FY2014 FY2015 FY2014 FY2015 FY2014 FY Cumulative buyers Average orders per buyer Average basket size +22% +22% +27% +3% 20,2 24,6 1,7 2,1 5,1 6,5 109,5 112,9 H H H H H H H H

11 CONTINUED PROFITABILITY IMPROVEMENT DRIVEN BY OPERATING LEVERAGE EBITDA million +0.9%pt Total EBITDA margin 4.4% 5.4% 4.0% 4.7% 23,7 15,5 19,2 30,9 7,7 11,5 11,4 16,7 (3,6) (7,2) (3,7) (5,3) FY2014 FY2015 H H France EBITDA margin France International % FY2014 FY2015 H H %pt France EBITDA margin 6.4% 8.1% 7.0% 7.9% +1.0%pt increase in EBITDA margin (+1.7%pt in France) in 2015 driven by operating leverage 11

12 ATTRACTIVE GROSS MARGINS Gross margins million Product mix evolution % of gross Internet revenues 42,0% 40,5% 41,6% 40,4% % 23% 44% 19% 146,9 179,2 81,6 98,2 60% 77% 56% 81% FY2014 FY2015 H H Fashion vs Non Fashion Firm vs consignment Fashion vs Non Fashion Firm vs consignment % of net revenues Non-fashion Fashion-related Firm Consignment Evolution of gross margin driven by change in product mix and firm vs. consignment sales 12

13 OPERATING LEVERAGE ACROSS ALL COST STRUCTURE Opex evolution In million and as % of net revenues Marketing costs (as % of net revenues) 6,3% 6,1% 7,4% 7,8% -2,2%PT FY2014 Logistics costs FY2015 H H (as % of net revenues) 38,2% 36,0% 38,4% 36,5% 24,3% 23,2% 23,8% 22,8% FY2014 FY2015 H H ,7 159,4 75,2 88,9 G&A costs (as % of net revenues) FY2014 FY2015 H H ,7% 6,7% 7,3% 5,9% FY2014 FY2015 H H %pt efficiency gains in 2015 thanks to operating leverage 13

14 STRONG CASH FLOW GENERATION EBITDA to net change in cash bridge 2015 million 110% CONVERSION Net Cash Position 31/12/2015 (1,2) 99 55,3 23,7 9,1 (6,4) 1.4% of net sales (0,3) 26,1 (4,0) (1) (9,4) (2) (5,1) 7,5 48,9 EBITDA Recurring change in net WC Capex Other Recurring Op. CF after Capex and before tax Non recurring Opex Non recurring WC items Taxes Net CF from Op. and Inv. activities IPO proceeds Other Net change in cash 1 Of which 3.5 MM of IPO related expenses 2 Of which 4.2 MM of opportunistic inventory purchases in Q4 and 5.2 MM due change in timing of marketing campaigns vs

15 III VISION AND OUTLOOK

16 OUR OPPORTUNITY IS HUGE OPPORTUNITY FOR MORE VOLUME WITH BRANDS OPPORTUNITY FOR MORE MEMBERS AND BUYERS Structural excess inventory Vast untapped market of new brands to recruit Multiple opportunities to grow our business with existing brands Secular ecommerce/ mcommerce trend New and disruptive way to shop resonating with changing consumer behaviours WE ADDRESS A STRUCTURAL NEED AND BENEFIT FROM FAVORABLE TAILWINDS 16

17 WE ARE ADDRESSING THE LARGE AND UNDER- PENETRATED EUROPEAN ONLINE FASHION MARKET Large online fashion market yet under-penetrated Online retail spending by category in Europe (2014) Online retail penetration by category in Europe (2014) 41bn 32bn 13bn 4bn 15% 10% 5% 5% Fashion Consumer appliances/ electronics Home and garden Beauty and personal care Consumer appliances/ electronics 1 Fashion Home and garden Beauty and personal care Significant upside in our countries Online retail penetration by country (2014) Mobile is amplifying our opportunity M-commerce market size ( billion) 12% 8% 6% 6% 3% 2% % CAGR UK Germany Europe France Spain Italy E 2016E 2017E 2018E Source: Euromonitor International (June 2015). Data represents retail/online sales inclusive of sales tax Notes: Fashion includes apparel & footwear, bags & luggage, jewellery & watches, and personal accessories & eyewear; home & garden includes home & garden, home care, home improvement, housewares and furnishings; beauty & health products includes beauty, health & personal care products; media & games includes media products, toys & games and video games 1 Calculated based on unit volume as opposed revenues 17

18 OUR VISION, METHOD AND PRIORITIES FOR 2016 OUR VISION OUR METHOD OUR PRIORITIES FOR 2016 Continue to grow, expand and disrupt apparel retail staying true to our core fashion & innovation DNA Disciplined and harmonious growth around our 3 pillars: Members Brands Operations A test & learn approach with minimal upfront investment that we have practiced since day 1 Continue to innovate Focus on quality and client satisfaction International: Become more local 18

19 CONTINUE TO DRIVE GROWTH WITH NEW INITIATIVES Boost engagement & loyalty Reinforce our business SEARCH ENGINE PRIVATE LABEL DRIVE TO STORE OFFER MORE BIG DATA AND PREDICTIVE ANALYSIS CONVENIENCE AND USER EXPERIENCE M&A 19

20 INTERNATIONAL: BECOME MORE LOCAL TO DRIVE CONVERSION AND PROFITABILITY Our international footprint today Our priorities for 2016 SPAIN Opened Jul-2010 ITALY Opened Mar-2011 PORTUGAL Opened Jul-2013 POLAND Opened Jul-2013 UK Opened Mar-2011 NETHERLANDS Opened Jul-2013 Open local sourcing offices (Madrid, Milan) Consolidate our offer to better match local needs BELGIUM Opened Jan-2013 Our assets in international markets STRONG MEMBER BASE GERMANY Opened Oct-2015 Still a pilot LARGE AUDIENCE Roll-out innovative conversion tools (infinity and unique basket) Implement specific local strategies INCREASING BRAND AWARENESS GROWING ARPB (1) (+9% in 2015) Boost conversion 1 Average revenues per buyer 20

21 GUIDANCE SUMMARY 2016 MEDIUM TERM NET REVENUES (y-o-y growth) m (+19% +25%) c. 750m by 2018 o/w 25% from international EBITDA MARGIN MARGIN % c. 8.5% in France % by 2018 c. 9.5% in France CASH FLOW 100%+ CASH CONVERSION (1) % Capex AS % NET REVENUES 1 Excluding exceptional items 21

22 IV APPENDICES

23 WE CONVERT MEMBERS INTO BUYERS AND DRIVE REPEAT PURCHASES INCREASINGLY QUICKLY Our members convert to buyers increasingly rapidly and in greater proportion Member to buyer conversion (France) A significant share of first-time buyers become repeat buyers increasingly quickly First-time buyer to repeat buyer conversion (France) 35% 30% 25% 20% 15% 10% 5% 8% Q Member cohort 15% 19% 13% Q Member cohort 24% 29% 23% 27% 13% Q Member Cohort 100% 90% 80% 70% 60% 50% 40% 30% 20% 10% 26% Q Buyer cohort 54% 64% 32% 62% Q Buyer cohort 71% 62% 70% 35% Q Member Cohort 0% 0% Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q Note: We believe the Q member and buyer cohorts are representative of the trend observed more generally across other cohorts in France 23

24 WE ARE ALL ABOUT DRIVING MEMBER ENGAGEMENT AND LOYALTY Attractive economics (1) Our members have significant lifetime value Gross internet revenues generated from Q member cohort (France) c.30% Conversion of members into buyers within 2 years, c.70% AND 29x COUNTING! GROSS REVENUE/ MARKETING SPEND 4,8m 4,3m 3,9m 6,0m Conversion of new buyers into repeat buyers within 2 years 6,1m 4,4m 6,1m 42,9m >20% Contribution margin ( 1,5m) Q1 14 total marketing cost 7,2m Q1 14 Q2 14 Q3 14 Q4 14 Q1 15 Q2 15 Q3 15 Q4 15 Total at Q4 15 (1) : Based on Q2 2011, Q and Q member cohorts 24

25 SELECTED KEY PERFORMANCE METRICS %Growth H2-14 H2-15 %Growth CUSTOMERS METRICS Total Members (in thousands) 16,205 20,178 24, % 20,178 24, % France 11,518 13,893 16, % 13,893 16, % International 4,687 6,285 7, % 6,285 7, % Cumulative Buyers (in thousands) 3,185 4,303 5, % 4,303 5, % France 2,670 3,536 4, % 3,536 4, % International 0,515 0,767 0, % 0,767 0, % Buyers (in thousands) 1,807 2,357 2, % 1,731 2, % France 1,464 1,922 2, % 1,424 1, % International 0,343 0,435 0, % 0,307 0, % Revenue per Buyer % % France % % International % % ORDERS Total orders (in thousands) 6,587 9,108 11, % 5,112 6, % France 5,628 7,728 10, % 4,297 5, % International 0,959 1,380 1, % 0,814 0, % Average Orders per Buyer (in number of orders) % % France % % International % % Average Basket Size % % France % % International % % 25

26 PROFIT & LOSS STATEMENT Income Statement Data ( thousands) %Growth H2-14 H2-15 %Growth Net revenues 256, , , % 195, , % Cost of goods sold -147, , , % -114, , % Gross margin 109, , , % 81,615 98, % Gross margin as % of revenues 42.5% 42.0% 40.5% 41.6% 40.4% Marketing -14,603-21,929-26, % -14,463-19, % As % of revenues 5.7% 6.3% 6.1% 7.4% 7.8% Logistics & fulfilment -61,381-84, , % -46,548-55, % As % of revenues 23.9% 24.3% 23.2% 23.8% 22.8% General & administrative expenses -22,450-26,828-29, % -14,226-14, % As % of revenues 8.7% 7.7% 6.7% 7.3% 5,9% Total Opex -98, , , % -75,237-88, % As % of revenues 38.3% 38.2% 36.0% 38.4% 36,5% Current operating profit 10,761 13,156 19, % 6,378 9, % Amortisation of intangible assets recognised upon business % % reorganisation Other operating income and expenses ,408-8, % -2,123-7, % Operating profit 9,458 9,965 10, % 3,863 1, % Net finance costs % % Other financial income and expenses % % Profit before tax 9,481 9,873 10, % 3,780 1, % Income taxes -3,805-4,003-5, % -1,336-1, % Net income 5,676 5,870 5, % 2,444 0, % EBITDA 1 12,445 15,531 23, % 7,746 11, % EBITDA as % of revenues 4.8% 4.4% 5.4% 4.0% 4,7% Notes: 1 The group calculates EBITDA as net income before expenses for amortisation, stock options expenses, non-recurring items, cost of financial debt, other financing income and expenses and income taxes 26

27 SEGMENTAL INFORMATION Revenues ( thousands) %Growth H2-14 H2-15 %Growth INTERNET REVENUES France 206, , , % 159, , % International 38,295 52,682 63, % 30,780 31, % Total Internet revenues 245,2 338, , % 189, , % Other revenues 11,659 11,264 9, % 6,118 4, % Net revenues 256, , , % 195, , % EBITDA ( thousands) %Growth H2-14 H2-15 %Growth France 12,236 19,156 30, % 11,481 16, % France EBITDA as a % of revenues 5.6% 6.4% 8.1% 7.0% 7.9% International 209-3,625-7, % -3,735-5, % International EBITDA as a % of revenues 0.5% -6.9% -11.3% -12.1% -16.6% Total EBITDA 12,445 15,531 23, % 7,746 11, % Total EBITDA as a % of revenues 4.8% 4.4% 5.4% 4.0% 4.7% 27

28 CASH FLOW STATEMENT Cash flow statement data ( thousands) H2-14 H2-15 Net income for the period 5,676 5,870 5,143 2,444 0,085 Adjustments for non-cash items 2,638 3,956 8,640 2,338 6,308 Cash flow from operations before finance costs and income tax 8,314 9,826 13,783 4,782 6,393 Elim of accrued income tax expense 3,805 4,003 5,470 1,336 1,23 Elim of cost of net financial debt Impact of change in working capital 9,341 13,091-0,303 20,034 16,864 Cash flow from operating activities before tax 21,621 27,064 19,087 26,229 24,471 Income tax paid -2,374-7,195-5,141-2,567-2,600 Cash flow operating activities 19,247 19,869 13,946 23,662 21,871 Acquisitions of property plant & equipment and intangible assets -4,955-4,920-6,348-1,323-4,189 Changes in loans and advances Disposal of fixed assets Net cash flows from investing activities -5,527-5,059-6,408-1,644-4,174 Increase in share capital and share premium reserves 48, ,888 Issuance of indebtedness Repayment of borrowings , Net interest expense Net cash flows from financing activities , ,432 28

29 BALANCE SHEET Balance Sheet Data ( thousands) NON-CURRENT ASSETS Goodwill 81,576 81,576 81,576 Other intangible assets 26,901 27,726 28,861 Tangible assets 10,583 14,141 14,833 Other non-current assets 1,032 1,256 1,180 Total non-current assets 120, , ,450 Current assets Inventory 28,016 41,691 57,068 Accounts receivable 11,822 14,925 24,014 Deferred tax assets 1,367 2,744 3,058 Other current assets 13,879 19,388 27,952 Cash and cash equivalents 33,571 47, ,982 Total current assets 88, , ,074 Total assets 208, , ,524 Long term financial debt 1,829 3,625 2,962 Obligations to personnel Deferred taxes 9,203 9,239 9,883 Total non-current liabilities 11,103 12,953 12,961 Short-term financial debt 492 1,005 0,916 Accounts payable 47,370 75, ,108 Other current liabilities 25,040 31,141 39,492 Total current liabilities 72, , ,516 Total liabilities 84, , ,477 Total shareholders equity 124,74 130, ,047 Total liabilities and shareholders equity 208, , ,524 29

30 BRIDGE OF GROSS TO NET SALES (in thousands) H2-14 H2-15 Total gross Internet sales 1 327, , , , ,092 VAT 2-51,056-72,223-93,515-40,449-55,456 Revenue recognition impacts 3-35,053-51,647-68,900-28,998-36,388 Non-internet revenue and other 4 15,368 14,916 13,573 7,866 6,163 Net revenues (IFRS) 256, , , , , ,411 Notes: 1 Corresponds to the total amount billed to buyers during a given period 2 Value added tax is applied on every sale. The applicable value-added tax rate depends on the country where buyer is located 3 Accounting adjustments for revenue recognition as described in section 1.13 of the Group s annual consolidated financial statements, including: (i) timing differences due to the fact that certain criteria must be fulfilled before recognising revenue; (ii) the impact of reimbursements granted for cancellations and return which are recognised as a reduction of the revenue; and (iii) the effect of presenting certain travel sales on a net basis where the Group acts as an agent 4 Non-internet sales corresponds primarily to revenues generated from offline sales to wholesalers, including offline re-sales of returned Internet sales items 30

31 DISCLAIMER This presentation contains only summary information and does not purport to be comprehensive. This document may contain forward-looking information and statements about the Group and its subsidiaries. These statements include financial projections and estimates and their underlying assumptions, statements regarding plans, objectives and expectations with respect to future operations, products and services, and statements regarding future performance. Forward-looking statements may be identified by the words believe, expect, anticipate, target or similar expressions. Although the Group believes that the expectations reflected in such forward-looking statements are reasonable, investors and holders of the Group s securities are cautioned that forwardlooking information and statements are subject to numerous risks and uncertainties, many of which are difficult to predict and generally beyond the control of the Group, that could cause actual results and developments to differ materially and adversely from those expressed in, or implied or projected by, the forward-looking information and statements. These risks and uncertainties include those discussed or identified in filings with the Autorité des Marchés Financiers made or to be made by the Group. The Group undertakes no obligation to publicly update its forward-looking statements, whether as a result of new information, future events, or otherwise. This document contains historical information on the behavior of certain cohorts of buyers and members of the Group. Although the Group believes that the purchase and repurchase behavior of the member and buyer cohorts is generally consistent with the historical performance of the Group s cohorts, the performance of future cohorts may vary and even decline. There can be no assurance that future cohorts will demonstrate the same purchase or repurchase behavior or perform consistently with the trends described in this document. 31

32 THANK YOU.

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