T H E O P P O R T U N I T Y O N L I N E F A S H I O N I N E U R O P E

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1 CAPITAL MARKETS DAY 2016 MARTIN ROST

2 T H E O P P O R T U N I T Y O N L I N E F A S H I O N I N E U R O P E T O T A L O N L I N E F A S H I O N M A R K E T ~ 4 6 B N ~+1 0 % S H O P P I N G C L U B ~ 7 B N ~+1 5 % S H O W R O O M P R I V E B N V E N T E P R I V E E B N 2 Source: Internal estimates and Euromonitor International, January Data for Europe (excl. Russia) incl. apparel and foot wear, bags and luggage, jewelry and watches. All market figures inclusive of sales tax. (1) Company reports.

3 Z A L A N D O L O U N G E W E O P E N D O O R S T O E X C I T I N G F A S H I O N M O M E N T S F O R E V E R Y O N E C O N S U M E R E V E R Y DAY. B R A N D S E V E R Y W H E R E. 3

4 T H E V A L U E P R O P O S I T I O N C O N S U M E R B R A N D S Zalando Platform Illustration Exclusive members only platform, addressing discount affine customers Manage excess inventory Value for money with discounts of up to 50 70% Maintain brand image 2,785 brands in 2015 International distribution Exciting shopping experience through 5 7 daily sales campaigns Data analytics on sales campaigns and customer feedback 4

5 S Y N E R G E T I C M O D E L S O U R C I N G & B U Y I N G Strong brand relationships Solution to excess inventory C R M & M A R K E T I N G CRM & marketing expertise Cross-selling opportunity O P E R A T I O N S Strong operational capabilities Flexible on capacities with little complexity T E C H N O L O G Y Proprietary tech backbone Mobile first business model 5

6 Z A L A N D O G R O U P S E X P E R T I S E A N D I N T E R N A T I O N A L P R E S E N C E A L L O W F O R F A S T S C A L I N G A N D P L A T F O R M I N T E G R A T I O N L A U N C H Launch FR Launch.COM Launch AT Launch CH MyLounge Apps 8.5 M MEMBERS (DEC-15) >1m registered users Launch NL Launch BE Responsive design Launch UK S C A L I N G C O R E M A R K E T S E X P A N S I O N & O P E R A T I O N A L E X C E L L E N C E P L A T F O R M I N T E G R A T I O N 6

7 O U T S T A N D I N G F I N A N C I A L G R O W T H B R E A K - E V E N A C H I E V E D W I T H I N 3 Y E A R S >50% MOBILE TRAFFIC >55% REVENUE FROM NON-DE COUNTRIES 5% ADJ. EBIT MARGIN 166m REVENUE + 42% REVENUE GROWTH SUFFICIENT SCALE 7 Note: Financials refer to Segment Others and include revenues from Zalando Lounge, as well as two outlet stores in Berlin and Frankfurt and others.

8 C U R R E N T F O C U S D I M E N S I O N S M O B I L E F I R S T S T O C K I N T E G R A T I O N G E O G R A P H I C E X P A N S I O N 8

9 S H O P P I N G C L U B I S A V E R Y M O B I L E - F R I E N D L Y B U S I N E S S A N D W E W I L L F O C U S O N I M P R O V I N G T H E M O B I L E E X P E R I E N C E S H O P P I N G C L U B M O D E L H A S A S T R O N G M O B I L E DNA O U R P R I O R I T Y : B E C O M E # 1 M O B I L E S H O P P I N G C L U B #1 E N G A G I N G ios I N T E R N A T I O N A L R O L L O U T A N D M A R K E T I N G O F I O S A P P #2 F R E Q U E N T C O M M U N I C A T I O N L A U N C H O F A N D R O I D N A T I V E APP #3 P O T E N T I A L L Y V I R A L I N C R E A S E S O C I A L M E D I A A C T I V I T Y A N D C U S T O M E R - Campaign start (Push mailing) S P E C I F I C C O M M U N I C A T I O N E X C E L I N B I G D A T A ( C R O S S Breakfast Tablet Mobile Way to work Mobile Office time Desktop Way back home / Evening Mobile Tablet D E V I C E A N A L Y T I C S ) 9

10 S T O C K I N T E G R A T I O N - I N C R E A S E D E L I V E R Y S P E E D & O P T I M I Z E C O S T S 2016: brands can also fulfill customer order directly from brand warehouse NOW: brand sends inventory to the warehouse in Großbeeren NOW: Zalando Lounge fulfills ALL customer orders 10

11 G E O G R A P H I C E X P A N S I O N + Italy in m / 50bn Population / total fashion market 11 (1) Euromonitor International, January Data for Europe (excl. Russia) incl. apparel and footwear, bags and luggage, jewelry and watches; figure inclusive of sales tax.

12 12 Q U E S T I O N S?

13 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 or 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. 13

14 INVESTOR RELATIONS