Zalando Europe s leading online fashion destination. May 22, 2014 Zalando AG

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1 Zalando Europe s leading online fashion destination May 22, 2014 Zalando AG

2 Why are we here? Customer value: We believe online technology offers superior ways to the customers to shop fashion in terms of convenience, selection, personalization and inspiration. Proven model: When we started, our friends asked us: Who would buy shoes online? Today they ask us: Can I get another friendship-voucher? Mega trend: Almost everyone growing up in Europe today is a digital native. In the future, the majority of fashion purchases will be inspired and made online. Disruptive company: Over the last five years we have changed the way Europeans shop fashion. But when we look at Zalandotoday we think it still is small compared to what it could be. We are still at the beginning of our journey! Great team: We are a group of young, entrepreneurial and ambitious people. We want to continue to disrupt and shape the fashion industry, and to offer our customers the world s best online fashion experience. 1

3 Zalando at a glance 2.0bn run-rate revenue (1) at record breaking speed 332m visits in Q1 14 ~38% from mobile devices at end of Q m 150,000+ active customers (2) styles ~89% brand awareness 1,500+ (3) brands (1) Annualised Q revenue. (2) Active customers have shopped at Zalando at least once during the past 12 months. (3) Countries with Zalando shop launched before Zalando survey March

4 Zalando s key milestones 2013/ /09 Building Germany s online leader in shoes Broad product selection (no discount model), convenient shopping Fast brand building 2010 Category expansion Expansion into other fashion categories (clothing, sports, accessories) Expansion into private label 2011/12 Geographic expansion Presence in 15 markets reaching more than 400m people (1) Market leader in online fashion retail in majority of served countries Operational excellence and innovation Growth investments in technology and logistics to support future growth Front-end innovation to drive customer activity (1) Luxembourg followed as 15th countryy in

5 Unwrapping Zalando what s inside 1 Online fashion is a massive and highly attractive market opportunity 2 Zalando is in the pole position to win the online fashion market in Europe 3 Significant top-line growth at scale with history of profitability in core DACH region 4 Visionary founder-led team with proven track record of scaling at speed 4

6 1 Online fashion is a massive and highly attractive market opportunity e-commerce fashion Zalando s sweet spot Europe Largest online consumer product category with highly attractive margin profile Early on the curve of online adaption Intersection of attractive category and geographic market Targeting very sizable market opportunity for long-term growth Europeans have high fashion spending per capita and high density of fashion spending Early on the curve of online penetration 5

7 Unwrapping Zalando what s inside 1 Online fashion is a massive and highly attractive market opportunity 2 Zalando is in the pole position to win the online fashion market in Europe Zalando is the online fashion leader in Europe by brand awareness and website visitors Scale enables us to deliver the best value to customers and brands Highly localised operations in 15 regional businesses Integration of fashion, technology and operations creates disruptive business model 3 Significant top-line growth at scale with history of profitability in core DACH region 4 Visionary founder-led team with proven track record of scaling at speed 6

8 2 Zalando is the online fashion leader in Europe by brand awareness and website visitors Most visited fashion website outside China (Global Online Retail Websites Worldwide Unique Visitors, 2013) Strong brand driving top-of-mind awareness (Relative position by un-aided brand awareness (1) ) 1.4x 2.4x 2.3x 1.6x 1.2x Southern Europe DACH Nordics Europe (2) Other Net-a-Porter Yoox Sarenza Spartoo Dafiti Zappos La Redoute Inditex Asos Nike Myntra Bonprix H&M Zalando Source: Zalando survey March 2013 (right), ComScore(left). (1) Relative position relative to following competitor. Simple average of relative positions across markets assumed. (2) Poland and Netherlands (survey not conducted for UK and Belgium on an ongoing basis). 7

9 2 Scale enables us to deliver the best value to customers and brands Customers (>13.5m active customers) Zalando Scale ( 2bn run-rate revenue (1) ) Brands (>1,500 brands) Creating a compelling customer experience Generating scale driven network effects Helping brands to win online Broad selection of brands and styles Inspiration and emotional engagement Fast delivery and customer support Mobile experience Significant economies of scale More data leading to better insight Leverage in key areas: Marketing bidding Purchasing Logistics Access to 400 million Europeans Zalando as strategic partner to lead brands in online age Trusted brand experience Not a discount model (1) Annualised Q revenue. 8

10 2 Highly localisedoperations in 15 regional businesses Multi-country: 15 Countries Multi-lingual: 12 Languages Austria Belgium Denmark Finland France Germany Italy Luxembourg Multi-currency: 7 Currencies Netherlands Norway Poland Spain Sweden Switzerland UK Local brands: Hundreds of local brands Local payment methods: Over 20 methods Prepayment Invoice Local logistics partners: Over 12 partners 9

11 2 Successful integration of fashion, technology and operations creates disruptive business model Brand & Customer Base Online & Mobile Technology & Big Data Operations Fashion Zalando dimensions Customer experience 10

12 Zalando is the go-to online fashion destination in Europe High brand awareness across markets (1) Rapid growth in visitors In millions 89% (2) x 332 Zalando brand awareness in countries with Zalando shop launched before 2012 Q1'11 Q1'14 Brand & Customer Base Technology & Big Data Online & Mobile Rapid growth in active customers (4) In millions Operations Fashion (3) 74% 5.4x 13.5 Zalando brand awareness in countries with Zalando shop launched in Q1'11 Q1'14 (1) Zalando March 2014 survey. (2) Excluding U.K (survey not conducted on an ongoing basis). (3) Excluding Belgium (survey not conducted on an ongoing basis). (4) Active customers have shopped at Zalando at least once during the past 12 months. 11

13 Zalando is successfully riding the mobile wave Mobile is critical for driving: Mobile share of Zalando traffic (1) Anywhere, anytime access Incremental engagement & transactions App 3.0 End of Q % In store comparison App 1.0 Brand & Customer Base Online & Mobile Zalando.de first m.site Technology & Big Data Operations Fashion #2 lifestyle app on ios store in Germany 4-Star user rating on ios store in Germany Best tablet site amongst fashion sites TextilWirtschaft (2) Source: Webtrekk. (1) Mobile is defined as tablets, mobile site and apps. (2) Textilwirtschaft ( ): Mobile-Studie: Zalando bei Tablets vorn 12

14 Zalando has created a go-to fashion destination with a broad and compelling offer Large global brands Local relevant brands Brand & Customer Base Technology & Big Data Online & Mobile 150,000+ styles 1,500+ brands Fast fashion brands Operations Fashion Private labels Partner program Higher availability Better selection 13

15 Recent investments in logistic infrastructure are starting to pay off Centralised distribution from the center of Europe Total >250,000 sq.m. combined capacity Custom-tailored and semi-automated warehouses Capital-light investments through leasing of building Brieselang 30,000 sq.m. Brand & Customer Base Technology & Big Data Online & Mobile Mönchengladbach 75,000 sq.m. (+45,000 sq.m. expansion ongoing) MG EF B Operations Fashion Erfurt 120,000 sq.m. >50% of population and >80% of customers within radius of 750km (= 9 hour drive) from Erfurt Note: Brieselang, Erfurt and Mönchengladbach represent Zalando s in-house operations, another warehouse in Großbeeren is operated by a service provider and not displayed. Großbeeren is expected to ramp-down / close by year-end. 14

16 All business processes supported by best in class in-house technology and big data solutions Strategic ownership of technology platform Consistent use of big data Examples Demand model Marketing vs. discount Cross-sell recommendation Brand & Customer Base Technology & Big Data Online & Mobile Payment option steering Operations Fashion Return forecast Order forecast 400+ IT professionals Plus 60+ data scientists 15

17 Unwrapping Zalando what s inside 1 Online fashion is a massive and highly attractive market opportunity 2 Zalando is in the pole position to win the online fashion market in Europe 3 Significant top-line growth at scale with history of profitability in core DACH region 4 Visionary founder-led team with proven track record of scaling at speed 16

18 3 Zalando has shown strong growth, reaching 2bn run-rate (1) after 5 years Revenue development in millions DACH (2) 1,762 1, % + 129m % + 68m country countries countries countries 1, countries 223 Q countries +28% + 61m 284 Q countries (1) Annualised Q revenue. (2) DACH = Germany, Austria, Switzerland. 2009: Only Germany. 2010: Added Netherlands and France Added Italy, U.K., Austria and Switzerland Added Finland, Norway, Sweden, Belgium, Spain, Poland and Denmark Launch of Zalando Luxembourg in November 2013 operated through Zalando Belgium. 17

19 3 Track record of profitability in core DACH region with significant margin upside Group EBIT margin development percent Q1 2014A and 2014E -15.0% -11.7% Negative margins in DACH (1) due to fast brand building & scaling -7.2% -6.5% DACH breakevenas business model matures Group EBIT margin improved significantly year-on-year in Q1 14 Higher fulfillment productivity Increased marketing efficiency Good start into spring/summer season Q1 14 trends underline our plan to take a significant step toward, but not quite reach, EBIT break even at Group level in FY2014 (1) DACH = Germany, Austria, Switzerland. 18

20 Unwrapping Zalando what s inside 1 Online fashion is a massive and highly attractive market opportunity 2 Zalando is in the pole position to win the online fashion market in Europe 3 Significant top-line growth at scale with history of profitability in core DACH region 4 Visionary founder-led team with proven track record of scaling at speed 19

21 4 Visionary founder-led team with proven track record and well capitalised business Management Board David Schneider Zalando as a fashion company Robert Gentz Zalando as an online company Rubin Ritter Zalando as a process machine Management Board supported by strong second and third level management team Equity shareholder base (1) Anders Holch Povlsen Zalando is well capitalized: Net cash position > 350m at the end of 2013 (1) Shareholder structure includes: Investment AB Kinnevik: 36.5%, European Founders Found: 17%, Anders Holch Povlsen: 10%. 20

22 We want to provide the best online fashion experience Customer want more Innovate the customer experience Win in all contexts Thinking in usage situations Strategic brand partnerships Storytelling, Smart Data, etc. Advice and inspiration Social shopping experience Smartphone in the morning Relevant recommendations Desktop during the day Process innovations Tablet in the evening 21

23 Disclaimer This presentation and its contents may not, in whole or in part, be reproduced, redistributed, publishedorpassedontoanyotherpersonbytherecipient. The information in this presentation has not been independently verified. No representation or warranty, express or implied, is made as to the accuracy or completeness of the presentation and the information contained herein and no reliance should be placed on such information. No responsibility is accepted for any liability for any loss howsoever arising, directly or indirectly, from this presentation or its contents. 22

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