Investor & Analyst Presentation German Equity Forum, Frankfurt, Nov. 23rd – 25th, 2015 Dr. Cornelius Patt, CEO Andreas Grandinger, CFO
Safe Harbor Statement This document includes supplemental financial measures that are or may be non-GAAP financial measures. These supplemental financial measures should not be viewed in isolation as alternatives to measures of zooplus’ financial condition, results of operations or cash flows as presented in accordance with IFRS in its Consolidated Financial Statements. Other companies that report or describe similarly titled financial measures may calculate them differently. This document contains statements related to our future business and financial performance and future events or developments involving zooplus that may constitute forward-looking statements. We may also make forward-looking statements in other reports, in presentations, in material delivered to stockholders and in press releases. In addition, our representatives may from time to time make oral forward-looking statements. Such statements are based on the current expectations and certain assumptions of zooplus’ management, and are, therefore, subject to certain risks and uncertainties. A variety of factors, many of which are beyond zooplus’ control, affect zooplus’ operations, performance, business strategy and results and could cause the actual results, performance or achievements of zooplus to be materially different from any future results, performance or achievements that may be expressed or implied by such forward-looking statements or anticipated on the basis of historical trends. Further information about risks and uncertainties affecting zooplus is included throughout our most recent annual and interim reports, which are available on the zooplus website, www.zooplus.de. Should one or more of these risks or uncertainties materialize, or should underlying assumptions prove incorrect, actual results, performance or achievements of zooplus may vary materially from those described in the relevant forward-looking statement as being expected, anticipated, intended, planned, believed, sought, estimated or projected. zooplus neither intends, nor assumes any obligation, to update or revise these forward-looking statements in light of developments which differ from those anticipated. Due to rounding, numbers presented throughout this and other documents may not add up precisely to the totals provided and percentages may not precisely reflect the absolute figures. Investor & Analyst Presentation EKF 201511 | page 2
zooplus strong sales growth will continue and more than € 1.1 bn total sales should be reached already by 2017 Total sales 2010 – 2017 e > 200 > 1,100 Total sales > 160 New customer sales > 900 (1 st year) + 169 + 144 ~ 740 + 91 571 Repeat customer + 79 sales 427 + 63 336 93% Retention rate 93% 257 94% 91% 194 85% 79% 81% 9M Total sales growth 22% 22% 33% 34% 32% 31% 27% vs. PY 2010 2011 2012 2013 2014 2015e 2016e 2017e in € m, based on organic growth in European countries Investor & Analyst Presentation EKF 201511 | page 3
In a large and fragmented niche market zooplus dominates online – and is rapidly catching up with the offline leaders Market share zooplus and competitors 2014 Total net sales: Total net sales: € 0.9 bn ~ € 1.4 bn Online: € ~ 0.01 bn (< 2%) 1 Growth 2014: 7% Growth 2014: 10% Online 2014: ~ € 0.04 bn Other onliners: (+ 3% vs. PY) Total pet supplies market Europe (incl. VAT) : ~ € 25 bn (~ € 21 bn net) CAGR: 2011-14: 2 - 3% ~ 50 % market share zooplus online Net sales: ~ 2.6 % market share online and offline Net sales: € 0.54 bn ~ € 0.25 bn CAGR: 2011-14: 30% Source: Euromonitor, company information, zooplus estimation; 1 online share of total net sales Investor & Analyst Presentation EKF 201511 | page 4
zooplus is the online market leader in all geographies of Europe – with the widest possible base for further growth Net sales 2015e DK, SE, FI, NO » Net sales ~ € 710 m 40 m +30% 2.9% » Double-digit sales growth rates in all countries 70 m +45% » zooplus market share of +25% 1.6% 80 m total market 3.4% +20% 5.3% 235 m +50% NL, BE, LU 70 m 4.1% PL, CZ, SK, HU, 5.2% RO, SI, HR, BG, HU D,A,CH TR, GR +30% 120 m Total market Size of total market 2015 offline and online 2.7% (net sales) 21 bn 55 m +40% ~ 710 m Net sales zooplus 2.1% 3.4% 40 m +30% zooplus 2.6% market share ES, PT Source: zooplus net sales, unaudited data, rounded to 5 m EUR steps, growth rates compared to 2014, rounded to 5%p-steps; market shares based on extrapolation of Euromonitor 2013 market data, Investor & Analyst Presentation EKF 201511 | page 5 zooplus estimation 2% growth p.a.
Customer loyalty – the winning factor of the business model – is further improving Retention rates – Cohort analysis (Net sales incl. VAT in € m) + 3 %p Ø 94% 2015 a Ø 91% ~ 200 Ø 85% 2014 a <= 2009 174 to Ø 79% 2014 a+1 2013 a 2013 a+1 135 78% 105 2012 a 94% ~ 510 125 2012 a+1 2012 a+2 70% 2011 a 91% 87 79 63% 100 2011 a+1 2011 a+2 2011 a+3 90% 99% 62 55 56 2010 a+1 2010 a+2 2010 a+4 2010 a+3 84% 98% 55 99% 44 46 45 <=2009 <=2009 <=2009 <=2009 100% 101% 94% 86 86 90 85 2011 2012 2013 2014 2015e Reading example: 2011 a+1= sales of 2011’s new customers in 2012 Investor & Analyst Presentation EKF 201511 | page 6
Account value and customer account retention increase significantly with length of customer life Sales per active account 2014 (in € ) 354 273 Cumulated 256 242 235 235 sales per account created over 151 ten years: € 1,290 a: year of a a+1 a+2 a+3 a+4 a+5 … a+10 acquisition Remaining 100% (1) 77% 61% 54% 50% 46% 33% accounts (1): customers with at least one consecutive purchase after first transaction. Investor & Analyst Presentation EKF 201511 | page 7
Additional efficiency gains and scaling effects lead to a further reduction of the cost ratio in 9M 2015 Gross Margin & Cost structure 9M 2015 Gross 30.1% 38.9% 34.5% 31.2% 29.8% Margin » Margin reduction mainly due to higher 40.5% food share and exchange rate effects 5.8% 33.5% 29.6% 2.5% » Extremely efficient 28.1% 27.1% 1.7% marketing and new 1.4% 1.2% customer acquisition 22.9% 21.7% 20.2% 19.2% » Further cost reduction 18.7% in logistics 7.0% 4.8% 4.0% » Scaling effects in 4.1% 3.9% 4.8% 4.5% 3.7% 3.4% 3.3% personnel … 2011 2013 2014 9M 2015 Q3 2015 Advertising/ Logistics IT/Admin/Payment Personnel Marketing (incl. depreciation & interest) in % of total sales Investor & Analyst Presentation EKF 201511 | page 8
Unit economics will further improve in logistics Logistics costs 1 2014 23.9% 20.6% 20.2% 18.1% best-in-class 13.8% 14.1% 15.0% zooplus zooplus PL CZ DE ES ES logistics logistics Q3 2015 all-in only variable 1 Inbound & outbound logistics, line haul, distribution, packaging as a percentage of total sales Investor & Analyst Presentation EKF 201511 | page 9
zooplus continues on its profitable growth path Earnings before tax (EBT) + 3.0 » Total sales growth + 32% 9.1 » Accessories sales growth impacted by FX development » FX impact on purchasing costs 6.1 compensated by higher other income and cost savings » Start-up costs of new French fulfillment center compensated In % total 1.5 % 1.7 % 1.6 % 1.2 % sales by additional efficiency gains. 9M 2014 9M 2015 in € m Investor & Analyst Presentation EKF 201511 | page 10
zooplus shows largely positive results in repeat customer business, overall result impacted by customer acquisition Net sales & EBT distribution 2014 ( € m) - unaudited Repeat customers New customers (consecutive year’s sales) (sales in the year of acquisition) Net % of EBT EBT- Net EBT % of EBT- sales total z+ margin sales total z+ margin Total 369 68% 15 + 4% 174 32% - 6 - 3% zooplus EBT zooplus 2014: € 8.8 m Outlook: » Further efficiency gains especially from continued built-up of pan-European logistics » Scaling effects in IT/Admin and personnel » Strategic advantages from size (purchasing power / private label) Investor & Analyst Presentation EKF 201511 | page 11
Countries with optimized supply chains show EBT-margins for repeat customer business of 5% already today Net sales & EBT distribution 2014 ( € m) - unaudited Repeat customers New customers (consecutive year’s sales) (sales in the year of acquisition) Net % of EBT EBT- Net % of EBT EBT- sales total z+ margin sales total z+ margin Direct / optimized 218 40% 1 1 + 5% 80 15% - 3 - 3% supply chain 1 Indirect / 151 28% 4 + 3% 94 17% - 3 - 3% intermediate stage supply chain 2 369 68% 15 + 4% 174 32% - 6 - 3% Total EBT zooplus 2014: € 8.8 m 1 DE, AT, CH, NL, BE, PL, CZ 2 Other countries Source: zooplus data (unaudited) Investor & Analyst Presentation EKF 201511 | page 12
Logistics capacity will be doubled in the next three years, product quality and efficiency will further improve » FC in Chalon-sur-Saône started in Q1/2015 » Capacity increase in other existing fulfillment centers » Overall capacity increase by 40% since beginning of 2015 2013 2009 » All FCs operated by partners; 2000/2011 no capex for zooplus Q1/2015 » Orderrouting and packing algorithms Q1/2015 intellectual property of zooplus Fulfillment center (FC) Potential FC under investigation Investor & Analyst Presentation EKF 201511 | page 13
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