Z A L A N D O F A S H I O N S T O R E

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1 Z A L A N D O F A S H I O N S T O R E C A P I T A L M A R K E T S D A Y M O R I T Z H A H N, D E L P H I N E M O U S S E A U, N U Z H A T N A W E E D

2 T A B L E O F C O N T E N T S 1. Introduction and Overview 2. Localization Drives Growth 3. The App Opportunity 4. Q&A

3 1. I N T R O D U C T I O N & O V E R V I E W

4 Y O U R F A S H I O N C O M P A N I O N F O R E V E R Y O C C A S I O N 4

5 5 Recommended to listen to audio webcast as slides were animated and content delivered verbally

6 6 Recommended to listen to audio webcast as slides were animated and content delivered verbally

7 7 Recommended to listen to audio webcast as slides were animated and content delivered verbally

8 8 Recommended to listen to audio webcast as slides were animated and content delivered verbally

9 9 Recommended to listen to audio webcast as slides were animated and content delivered verbally

10 10 Recommended to listen to audio webcast as slides were animated and content delivered verbally

11 C O M P R E H E N S I V E R E L E V A N T F R I C T I O N L E S S L O V A B L E A S S O R T M E N T P E R S O N A L I Z A T I O N E X P E R I E N C E BRAND Y O U R F A S H I O N C O M P A N I O N F O R E V E R Y O C C A S I O N 11

12 C O M P R E H E N S I V E A S S O R T M E N T E V E R Y T H I N G F O R Y O U 12

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

14 R E L E V A N T P E R S O N A L I Z A T I O N D A T A T A I L O R S T H E E X P E R I E N C E 14

15 R E L E V A N T P E R S O N A L I Z A T I O N D A T A T A I L O R S T H E E X P E R I E N C E 15

16 F R I C T I O N L E S S E X P E R I E N C E M I N I M U M E F F O R T M A X I M U M J O Y 16

17 L O V A B L E BRAND T R U S T W O R T H Y & B O L D C O M P A N I O N 17

18 L O V A B L E BRAND T R U S T W O R T H Y & B O L D C O M P A N I O N 18

19 F R I C T I O N L E S S E X P E R I E N C E M I N I M U M E F F O R T M A X I M U M J O Y 19

20 Y O U R F A S H I O N C O M P A N I O N F O R E V E R Y O C C A S I O N 20

21 2. L O C A L I S A T I O N D R I V E S G R O W T H

22 D I F F E R E N T S T R O K E S F O R D I F F E R E N T F O L K S Our customers follow different trends, expect different service, and consume different media. Because, simply put, shopping for fashion means something different to each of them 22

23 : N P S A T A L L - T I M E H I G H - M A K I N G O U R C U S T O M E R S H A P P I E R T H A N E VER C O M P R E H E N S I V E & R E L E V A N T F R I C T I O N L E S S L O V E B R A N D U N I Q U E A S S O R T M E N T P E R S O N A L I S A T I O N E X P E R I E N C E 30 new partners 250+ new brands 7 exclusive fashion collections Sorting of local brands Highlights of locally relevant assortment +3,000 PuDos 2 Reduced lead time by ~1.5 days in selected countries (UK & IT) Growing brand value of 3.6bn or +50% 3 Joint campaigns with Topshop and Calvin Klein Increased fast fashion Strong specialty categories 1 growth: on average >50% Reimbursement time cut in half Same Day delivery in 5 cities Premiered social media campaign #shareyourstyle with 99% positive buzz 23 (1) Kids, Underwear, Sports Women, Maternity, Petite and Plus Size. (2) Pick-up and drop-off solutions. (3) Horizont

24 M A K E S U R E A M E L I E F I N D S T H E B R A N D S S H E S F A M I L I A R W I T H THE ZALANDO ASSORTMENT ILLUSTRATIVE SAMPLE OF BRANDS CORE ASSORTMENT Local merchandising inputs into our planning ADDITIONAL BRANDS ADDITIONAL STYLES ADDITIONAL DEPTH Partner program planning 24

25 C O N V E N I E N C E C A S E S T U D I E S : F R O M C O V E R I N G T H E B A S I C S T O I N N O V A T I N G T H E E X P E R I E N C E R E T U R N I N B O I T E AUX L E T T R E S R E T U R N O N D E M A N D I N A M S T E R D A M ( P I L O T ) 70% of French people have a standardized letter box 65% of Zalando parcel can fit in 60,000 Zalando customers covered Free pick-ups within 60 minutes, whenever (almost), wherever within the area 25

26 S P E A K T H E S A M E L A N G U A G E Original picture content removed due to copyright. CO- B R A N D E D C A M P A I G N : Z A L A N D O / T O P S H O P P A R O D Y F R O M T H E U N I V E R S I T Y O F C L E R M O N T - F E R R A N D ( K V I E W S ) T O P S H O P EST M A I N T E N A N T D I S P O N I B L E À C L E R M O N T - F E R R A N D C A R A D E L E V I N G N E 26

27 B E A N I N S P I R A T I O N W I T H A L O C A L T W I S T Original picture content removed due to copyright. CO- B R A N D E D C A M P A I G N : Z A L A N D O / C A L V I N K L E I N P A R O D Y F R O M T H E U N I V E R S I T Y O F C L E R M O N T - F E R R A N D ( K V I E W S ) G E R M A N Y = S P O R T Y F R A N C E = L A C E 27

28 U S E T H E R I G H T W O R D S & B E P R E S E N T O N T H E G R O U N D Original picture content removed due to copyright. S E I N I C H T A L T M O D I S C H L O S H O P P I N G A C A S A T U A S E I N I C H T A L T M O D I S C H 28

29 29 Recommended to listen to audio webcast as slides were animated and content delivered verbally

30 3. T H E APP O P P O R T U N I T Y

31 M O B I L E C O N N E C T E D N E S S E X P L O D E D I N [1] [2] [3] 31 (1) Global Mobile 2016 Report; Why 2016 is the Global Tipping Point for the Mobile Economy [TUNE]. (2) Top 5 Retail Trends to Watch in 2016, Retail Info Systems News, Jan 04, (3) Forrester statistic cited in Top 5 Retail Trends to Watch in 2016, Retail Info Systems News, Jan 04, 2016.

32 T H E C O N N E C T E D C U S T O M E R F U E L E D O U R O W N I N T E R N A L M O B I L E D I S R U P T I O N M O B I L E R E P R E S E N T S 6 0 % O F O U R T R A F F I C S H A R E T O D A Y A P P D O W N L O A D S H A V E R E A C H E D M O R E T H A N 1 6 M I L L I O N desktop 60% 16m mobile Q Q2 Q3 Q4 Q Q2 Q3 Q4 Q Q2 Q3 Q4 Our mobile share has grown from 48% 12 months ago to 60% and as high as 70% during the Christmas period We have experienced double digit growth in App downloads over the past 12 months 32

33 A P P S P R E S E N T A U N I Q U E O P P O R T U N I T Y F O R U S T O A C Q U I R E AND N U R T U R E L A S T I N G R E L A T I O N S H I P S W I T H O U R C U S T O M E R S APP CUSTOMERS ARE LOYAL APP CUSTOMERS ARE HIGHLY ENGAGED App customers: Spend 2x as much as they do on our desktop site Spend 4x as much as they do on our m.site Order more & place more items in their order App customers: Spend longer on the app Visit us up to 6 times more than on other channels Interact with their wishlist 2-4 times more Our app proposition and recent brand positioning has attracted a younger loyal audience. Near to half our app customers are under the age of 30. With our broad assortment we hope to cultivate long lasting relationships with our app customers. 33

34 OUR CUSTOMER S FASHION COMPANION 34

35 C R E A T I N G T A I L O R E D E X P E R I E N C E S A C R O S S T H E E N T I R E S H O P P I N G J O U R N E Y O R I E N T A T I O N A N D G U I D A N C E T H R O U G H A P E R S O N A L I Z E D F E E D R E C O M M E N D A T I O N S A T T H E H E A R T A N D S O U L O F A P P E X P E R I E N C E S The feed launched on our app in 2015, offering a personalized stream of brands, products and curated content The coming year will see recommendations and personalization across the entire mobile app experience Big data enabled feed of recommended products and brands that learns and adapts based on customer interaction and behavior A start screen experience with a stream of relevant offers, brands, products and fashion stories where customization and personalization blend together Assortment pages adapting to customer tastes based on 35 smart filtering and segmented sorting

36 L E A D I N G I N F R I C T I O N L E S S S H O P P I N G L A Y I N G T H E F O U N D A T I O N S F O R F R I C T I O N L E S S S H O P P I N G Resolving digital friction was a key focus for The app has been transformed using mobile intuitive browsing in all of its navigational elements M A K I N G T H E P U R C H A S E J O U R N E Y A S C O M F O R T A B L E A N D E A S Y A S P O S S I B L E The coming year will see significant investment in improving every element of the shopping journey assisted by native mobile features 36 Several browsing methods catering to different shopping behavior Effortless login and payment enabled through fingerprint technology and Apple Pay Adoption of universal linking to allow customers to seamlessly be connected directly to our app Effortless payment and checkout with card scanning, one click and fingerprint technology Self serve chat connecting to customer care Further investment into impeccable search including visual search

37 C R E A T I N G M E M O R A B L E M O M E N T S B E G I N N I N G T O R E F L E C T O U R B R A N D P E R S O N A L I T Y I N O U R A P P 2015 saw an overhaul of the Zalando app. It now reflects our brand personality, inspires and showcases our fashion competence E M P O W E R I N G C U S T O M E R S W I T H I N S P I R A T I O N L E A D I N G T O M E A N I N G F U L C O N N E C T I O N S The customer experience will be further evolved and built fully native catering for more engagement and exploration A commitment to fresh content curated specifically for the app Brand exploration through, lookbooks, trend hubs and videos Brand Shops will be launched on mobile Customers will be constantly inspired through style advice, inspirational fashion storytelling in native and interactive ways 37

38 Z A L A N D O A P P V I D E O R E I M A G I N E. R E D E S I G N E D. R E B U I L T. O U R APP I N

39 39 Q U E S T I O N S?

40 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. 40

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