C O N N E C T I N G W I T H C O N S U M E R S W H E R E V E R T H E Y A R E W H E N E V E R T H E Y W A N T

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1 DISTRIBUTED COMMERCE CAPITAL MARKETS DAY 2016 NICOLAS BORG

2 C O N N E C T I N G W I T H C O N S U M E R S W H E R E V E R T H E Y A R E W H E N E V E R T H E Y W A N T 2

3 3 U S E R FLOW E X A M P L E

4 T H E C H A L L E N G E : O W N & O P E R A T E D S H O P P I N G A P P S D O N O T F U L F I L L M - C O M M E R C E P O T E N T I A L L I M I T E D R E A L E S T A T E F O R R E T A I L E R S D E S K T O P R E C I P E S A R E N O T W O R K I N G A S A R E S U L T M O B I L E C O M M E R C E I S L A G G I N G 2015 global app downloads 1 Online advertising conversion 2 Time 3 & money 4 spent online Facebook 671m 3.6% Instagram Messenger Snapchat Twitter 202m 189m 137m 378m 2.3% Mobile 52% Mobile 28% Amazon 111m ebay 52m Desktop Mobile Time spent Money spent 4 (1) App Annie. (2) Monetate. (3) emarketer UK (4) Euromonitor 2015 UK.

5 T H E O P P O R T U N I T Y F A S H I O N D I S C O V E R Y E X P E R I E N C E S D I V E R S I F Y M A R K E T P O T E N T I A L I N E U R O P E Social networks Fashion discovery apps Touch more user segments 20bn Product search Address more purchase occasions 8bn Advertizing Source: emarketer, Business Insider, Facebook annual report, Zalando internal estimates.

6 Z A L A N D O R E M A I N S T H E O W N E R O F T H E C U S T O M E R R E L A T I O N S H I P S O U R C I N G I N V E N T O R Y I N T E G R A T I O N T R A F F I C G E N E R A T I O N P A Y M E N T C H E C K O U T F U L F I L L M E N T P O S T S A L E S Brand relationships Structured product Targeting Payment processing Last-mile delivery Customer service Inventory data Optimization Money transfer Returns processing Reactivation, management Feeds / API Order Interface cross-selling Discovery, inspiration S O C I A L N E T W O R K S F A S H I O N D I S C O V E R Y A P P S P R O D U C T S E A R C H A D V E R - T I Z I N G 6

7 Z A L A N D O I S I N A G O O D P O S I T I O N T O B E S U C C E S S F U L W I T H C O N S U M E R S Solve conversion frictions with mobile friendly purchase experience W I T H B R A N D S Solve complex mobile shopping channel W I T H P U B L I S H E R S Solve mobile media monetization Transaction convenience and safety Checkout optimization Safety and privacy Build on existing relationships Proven ability to deliver sales volume Trusted to protect brand equity Ability to deliver yield Access to brands budget Conversion uplift Access to the right offering, on the fly Extensive selection Structured catalogue Superior fashion transaction data Leverage the platform infrastructure Ease of integration Channel management / audience building Customer insights Leverage the platform infrastructure Plug & Play integration based on platform stack Engaging user experience Visitors insights 7

8 W E O N L Y G O T S T A R T E D W H A T W E H A V E D O N E S O F A R H2/15: pitch, scope and plan Q1/16: initial team hires / 1 product Q2/16: iterate test & learn 8

9 P R I O R I T I E S P I L O T I N G T H E S O L U T I O N E X P A N D T H E O F F E R B U I L D A B U S I N E S S 9

10 P I L O T I N G T H E S O L U T I O N C O N N E C T T O P U B L I S H E R S O P T I M I Z E U S E R F L O W S O L V E I D E N T I F I C A T I O N AND PAYMENT S T R U C T U R E D C A T A L O G U E, R E A L T I M E A C C U R A C Y O R D E R M A N A G E M E N T S Y S T E M A D A P T C H E C K O U T T O I M P U L S E B U Y I N G T E S T A N D L E A R N T O I M P R O V E C O N V E R S I O N F R I C T I O N L E S S L O G I N S E C U R E O N E - T A P PAYMENT 10

11 E X P A N D T H E O F F E R L A R G E S O C I A L M E D I A AND SEARCH P L A Y E R S M I D S I Z E D F A S H I O N D I S C O V E R Y APPS L O N G T A I L A F F I L I A T E S A D V E R T I Z I N G Ad hoc integration Standard but customizable Standard package Specific technical challenges A la carte services Full plug & play solution 11

12 B U I L D A B U S I N E S S S A L E S O U T R E A C H T E C H N I C A L O N B O A R D I N G SUCCESS MANAGEMENT Acquire network participants Pick inventory connection option Marketing objectives Define monetization schemes Pick order management option Align targeting method Audience building Targeting optimization Secure Brands budgets Maintenance / technical sales Feedback loop 12

13 C O N N E C T I N G W I T H C O N S U M E R S W H E R E V E R T H E Y A R E W H E N E V E R T H E Y W A N T 13

14 14 Q U E S T I O N S?

15 D I S C L A I M E R These materials do not constitute an offer of securities for sale or a solicitation of an offer to purchase securities of Zal ando SE (together with its subsidiaries, the Company ) in any jurisdiction. The distribution of this presentation may be restricted by law in certain jurisdictions and p ersons into whose possession any document or other information referred to herein comes should inform themselves about and observe any such restrictions. Any failure to comply with these restrictions may constitute a violation of the securities laws of any such jurisdiction. This presentation contains certain forward-looking statements relating to the business, financial performance and results of the Company and/or the industry in which the Company operates. Forward-looking statements concern future circumstances and results and other statements that are no t historical facts, sometimes identified by the words believes, expects, predicts, intends, projects, plans, estimates, aims, foresees, anticipates, targets, and similar expressions. The forward-looking statements contained in this presentation, including assumptions, opinions and views of the Com pany or cited from third party sources, are solely opinions and forecasts which are uncertain and subject to risks. Actual events may differ significantly f rom any anticipated development due to a number of factors, including without limitation, changes in general economic conditions, in particular economic conditions in Germany, changes affecting interest rate levels, changes in competition levels, changes in laws and regulations, environmental damages, the potential impact of l egal proceedings and actions and the Group s ability to achieve operational synergies from past or future acquisitions. The Company does not guarantee that the as sumptions underlying the forwardlooking statements in this presentation are free from errors nor does it accept any responsibility for the future accuracy of the opinions expressed in this presentation or any obligation to update the statements in this presentation to reflect subsequent events. The forward -looking statements in this presentation are made only as of the date hereof. Neither the delivery of this presentation nor any further discussions of the Company with an y of the recipients thereof shall, under any circumstances, create any implication that there has been no change in the affairs of the Company since such date. Conseq uently, the Company does not undertake any obligation to review, update or confirm investors' expectations or estimates or to release publicly any revisio ns to any forward-looking statements to reflect events that occur or circumstances that arise in relation to the content of the presentation. This presentation contains summary information only and does not purport to be comprehensive and is not intended to be (and s hould not be used as) the basis of any analysis or other evaluation. In addition, the information in this presentation is subject to change. No representation o r warranty (express or implied) is made as to, and no reliance should be placed on, any information, including projections, estimates, targets and opinions, contained h erein, and no liability whatsoever is accepted as to any errors, omissions or misstatements contained herein. 15

16 INVESTOR RELATIONS