Keep commerce human.
Investor Presentation August 2020
Keep commerce human. Investor Presentation August 2020 2 This - - PowerPoint PPT Presentation
Keep commerce human. Investor Presentation August 2020 2 This presentation contains forward-looking statements within the meaning of the federal securities laws. Forward-looking Forward-looking statements include statements relating to our
Keep commerce human.
Investor Presentation August 2020
This presentation contains forward-looking statements within the meaning of the federal securities laws. Forward-looking statements include statements relating to our financial guidance for the third quarter of 2020 and key drivers thereof; the impact of our investments on topline growth the uncertain impacts that the COVID-19 pandemic may have on our business, strategy, operating results, key metrics, financial condition, profitability, and cash flows and changes in overall level of consumer spending and volatility in the global economy.. Forward-looking statements include all statements that are not historical facts. In some cases, forward-looking statements can be identified by terms such as “anticipates,” “believes,” “could,” “estimates,” “expects,” “may,” “plans,” “will,” “intends,” or similar expressions and the negatives of those words. Forward-looking statements involve substantial risks and uncertainties that may cause actual results to difger materially from those that we expect. These risks and uncertainties include: (1) risks related to the ongoing COVID-19 pandemic, which continues to impact our GMS, other key metrics and results of operations in numerous ways that remain volatile and unpredictable; (3) our failure to meet our publicly announced guidance or other expectations; (4) our ability to successfully execute on our business strategy or if our strategy proves to be inefgective; (5) our ability to attract and retain an active and engaged community of sellers and buyers; (6) our ability to maintain our growth; (7) macroeconomic events that are outside of our control; (8) our ability to recruit and retain employees; (9) the importance to our success of the trustworthiness of our marketplace and the connections within our community; (10) our ability to enhance our current ofgerings and develop new ofgerings to respond to the changing needs of sellers and buyers; (11) the efgectiveness of our marketing efgorts; (12) the efgectiveness of our mobile solutions for sellers and buyers; (13) our ability to expand our business in our core geographic markets; (14) regulation in the area of privacy and protection of user data; (15) our dependence on third-party payment providers; (16) acquisitions that may prove unsuccessful or divert management attention, including our acquisition of Reverb; and (17) the potential misuse or disclosure of sensitive information about members of our community and the potential for cyber-attacks. These risks and uncertainties are more fully described in our filings with the Securities and Exchange Commission, including in the section entitled “Risk Factors” in our Quarterly Report for the quarter ended March 31, 2020, and subsequent reports that we file with the Securities and Exchange Commission. Moreover, we operate in a very competitive and rapidly changing environment. New risks emerge from time to time. It is not possible for our management to predict all risks, nor can we assess the impact of all factors on our business or the extent to which any factor, or combination of factors, may cause actual results to difger materially from those contained in any forward-looking statements we may make. In light of these risks, uncertainties and assumptions, we cannot guarantee future results, levels of activity, performance, achievements or events and circumstances reflected in the forward-looking statements will occur. Forward-looking statements represent our beliefs and assumptions only as of the date of this presentation. We disclaim any obligation to update forward-looking statements. This presentation is a high-level summary of our Q2 2020 and financial results. For more information please refer to our press release dated August 5, 2020 and filings with the SEC.
Forward-looking Statements
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Etsy’s Value Proposition
One of a kind platform ofgering unique handcrafted goods from creative entrepreneurs around the world Significant early stage opportunity to
share of a very large and growing TAM Successfully executing a long-term growth strategy focused on our Right to Win Leveraging our strong brand awareness with marketing initiatives to drive frequency and growth
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Flexible business model, delivering strong top and bottom line operating & financial performance
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Agile team, able to execute successfully
through an extraordinary time to support
One of a kind platform ofgering unique handcrafted goods from creative entrepreneurs around the world
3.1 Million* Active Sellers 60.3 Million* Active Buyers Our marketplaces have two-sided vibrancy...
*Results are Consolidated as of June 30, 2020 and include Reverb buyers and sellers.
Categories
Unique goods listed across dozens of retail categories
Product Range
Large assortment of unique, original and vintage products from all over the world
Personalization
Made to customer specification
Etsy connects those who love unique, handcrafted and difgerentiated goods
Buyer Intent
People come to Etsy to browse and be inspired
*2019 survey of Etsy buyers
self-expression fun human personal In a sea of sameness, we ofger something unique...
Significant early stage opportunity to own “special” and capture a greater share of a large and growing TAM
~$100B
Market for “Special”
6 core geographies Across all relevant retail categories
2019 Global GMS Etsy Estimated Market Share: ~5%
Top Geographies: United States United Kingdom Canada Germany Australia France
Expanded to include online spend in ALL relevant retail categories and core geographies
Sources: Euromonitor (2018), Assoc. for Creative Ind. (Jan 2018), Art Basel (2018), Hiscox (2018), IBIS, Etsy Consumer Survey
2018 TOTAL RETAIL AND ONLINE TAM 2018
How we built our total available market opportunity in March 2019
2018
Many things count as “Special” - injecting ‘Joy into the Everyday’ Distinction between
meaningfully changed Buyers and sellers in every country around the world
COVID-19 challenged all of these assumptions - Etsy is not a niche marketplace: we believe our TAM starts with a “T” and not a “B”
Successfully executing a long-term growth strategy focused on our Right-to-Win
United States United Kingdom Canada Germany Australia France
1.
Focus on the core Etsy marketplace in our 6 core geographies
2.
Build a sustainable competitive advantage around four key elements
Best-in-Class Search and Discovery Human Connections A Trusted Brand Our Collection of Unique Items
× ×
Disciplined and focused long-term growth strategy
Best-in-Class Search and Discovery
Q2 Ex: Improved Saved Searches and Favoriting
A Trusted Brand
Q2 Ex: Free Shipping Bundles
Human Connections
Q2 Ex: Seller Listing Videos
Our Collection of Unique Items
Q2 Ex: Augmented Reality
✕ ✕
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Leveraging our strong brand awareness with marketing investments to drive buyer frequency and growth
Our buyers love Etsy, but many have traditionally only shopped once a year...
1x/year1
NPS score among recent purchasers2
*Active buyers for Etsy marketplace includes Reverb and were approximately 46.4 million, as of December 31, 2019.
1 Percent of buyers who have made purchases on only one day in the previous 12 months, as of December 31, 2019. 2Net Promoter Score for recent purchasers in Jan 2020 Etsy buyer survey; recent purchasers defined as having made purchase within past 30 days of answering survey.And while millions love us, they don’t know when to think of us...
Prompted Awareness Unprompted Awareness Visit Intent (Consideration) Purchase Intent Loyalty Advocacy
84% 41% 29% 23% 27% 25%
Etsy Brand Funnel: U.S., Q4 2019
We are moving our marketing investments to “full funnel” strategies; focused on delivering positive ROI
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FULL-FUNNEL MARKETING Natural shock absorber that varies dynamically with demand. More effjcient performance marketing - more sophisticated bidding, feed improvements Progress unlocking positive ROI social channels - i.e. through re-targeting Positive impact from TV; making other channels work harder
Content Affiliates
Etsy is bringing Joy to the Everyday
Etsy has everyday items that not only meet your functional needs, but also bring joy to your everyday life through quality/careful craftsmanship that lasts, beautiful design that reflects your unique style and the ability to personalize/customize items just for you/those you love
Improving the marketplace... and telling the world about it
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Etsy ‘Everyday Finds’ TV Campaign
buyers with more personalized messages
to drive repeat buys within 14 days
CRM Initiatives
Flexible business model, delivering strong top and bottom line operational and financial performance
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Rising to the occasion to deliver strong consolidated performance
Revenue
+137% Y/Y
GMS
+147% Y/Y
Currency-Neutral
Adjusted EBITDA1
+35% Margin
1Reconciliation of non-GAAP financial measures is contained in the appendixAll results are Consolidated and include Reverb financial results from the date of acquisition (August 15, 2019)
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Includes Reverb financial results Includes Reverb financial results 22.8% 31.1% 33.0% 32.6% Includes Reverb financial results 146.7% 36.8% 31.6% 35.0% 34.7% 136.7% 21.9% 21.3% 20.2% 24.1% 35.1% $1,095 $2,689 $1,353 $1,656 $1,200
Constant Currency GMS Y/YServices Revenue
(Optional value-added services) On-Site Advertising Shipping Label /Protection Other
Marketplace Revenue
Listing Fee Transaction Fee Payments Platform
$332.0M, up 145.6% YoY $96.7M, up 110.7% YoY
Includes Reverb results Etsy transaction fee 5% and Reverb transaction fee 3.5% both including shipping fees. Beginning in Q2 2020, transaction fees also include an additional fee related to Offsite Ads. Etsy Payments (3-4.5% +flat fee) plus Reverb Payments (2.5%-2.7% +flat fee)
2Q 2020 CONSOLIDATED REVENUE $428.7M, UP 137% YOY
Helped by our diversified revenue model consisting of marketplace fees and optional value-added services
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GMS per Active Buyer*
Year-over-year growth 1.3% 1.8% 3.8%
Active Buyers
1+ purchase days
+39% Y/Y
Repeat Buyers
2+ purchase days per year
+51% Y/Y
4.1% 24
5.9%
Habitual Buyers
6+ purchases days per year
+64% Y/Y
1.9% 3.8% 6.1% 6.1%
7.3%
2-year growth rate
Mask Only Buyers
Buyers with only mask purchases
Metrics represented are for the Etsy standalone marketplace and do not include Reverb *2Q Trailing twelve month GMS per Active Buyer excluding mask sales and mask only buyers
Improvement in key operating metrics signal continued progress improving frequency
Free Cash Flow2
Capital light business model delivers strong EBITDA and Free Cash Flow
Cash Balance 6/30/201
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Organic Growth Opportunistic M&A Return of Capital
Product and engineering resources Marketing Back offjce effjciencies to scale Geographies (e.g. DaWanda*) Adjacent marketplaces (e.g. Reverb) Technology (e.g. Blackbird) Vertical extensions $222.5m worth of shares repurchased from Q4 2017 through Q2 2020 ¹ Cumulative average repurchase price of $33.78 ¹
We use our cash to invest for growth and value creation
*DaWanda Referral Agreement June 2018 ¹ Pursuant to board approved plan; excludes concurrent purchase with Q3 2019 debt offering. In light of the macroeconomic situation related to COVID-19, our Board of Directors decided to temporarily share repurchases in the second quarter of 2020. 26
Founded in 2013 and based in Chicago with core markets in US, UK, Germany, France & Australia Mission & business model aligned with Etsy Focused on inspiring content, price transparency and musician focused e-commerce tools to create a significant competitive advantage Marketplace operated separately from Etsy.com Reverb’s 2020 focus areas include:
process and
growth
Reverb: the Etsy of musical instruments - acquired August 2019
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Agile team, able to execute successfully through an ‘extraordinary’ time to support our global community
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Josh Silverman
Chief Executive Offjcer
Rachel Glaser
Chief Financial Offjcer
Mike Fisher
Chief Technology Offjcer
Kruti Patel Goyal
Chief Product Offjcer
Jill Simeone
General Counsel and Secretary
Raina Moskowitz
Senior Vice President of People, Strategy, and Member Services
Our Leadership Team
Ryan Scott
Chief Marketing Offjcer
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Track record of making a positive impact
Unveiled Economic, Social and Ecological Impact Strategy and Goals
Set a goal to approximately double the percentage of Black and Latinx employees in Etsy’ s workforce by 2023 17% of YTD hires were Black and Latinx
2018 2019 2020
Set a goal to include more underrepresented minority groups in Etsy’s marketing creative Reverb began
100% of emissions from shipping
Social Ecological
We doubled the number of new hires from underrepresented minorities Curated lists of Black owned shops holds rank as the #1 Editors Picks page Set a goal to mitigate the carbon impacts of our marketplace that aligns with business growth Etsy became the first global ecommerce company to offset 100% of carbon emissions from shipping, making us a carbon neutral company
Economic
Set a goal to double U.S. Etsy sellers’ economic output by 2023 Contributed $6.16 billion to the U.S. economy, a 14.7% increase compared to 2018 Set a goal to advance public policies that increase economic security and reduce administrative burdens for creative entrepreneurs Initiated advocacy work urging Congress to pass COVID-19 relief for the self-employed
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Covid-19 focus areas: Team, Marketplace & Brand and Financial Performance
Sellers Employees Buyers Health and Safety Productivity Seller Performance Shipping Mindshare Brand Reputation
Focus Areas
Financial Model Expenses Free Cash Flow
Marketplace & Brand Our Team Financials
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Mask Sales
Sellers with a mask sale
*Reflects results from the Etsy standalone marketplace
Etsy supplies the world with COVID-related items in Q2...
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...And nearly everything else...
Non-Mask Sales*
Growth in non-mask sales demonstrates the depth and breadth of the Etsy marketplace and growth
sellers 79% 93% April 2Q
*Reflects results from the Etsy standalone marketplace
1Y/Y growth in the trailing 12 month GMS per active seller from the Etsy standalone marketplace reflected based on 2Q20 vs 2Q19GMS per Active Seller1
34 +128% +50% +59% +138% +11%
Tremendous growth in many of our traditional top categories
Category GMS ($M) and Y/Y Growth
TTM Category GMS $
$2.0B $1.2B $826M $774M $316M $431M
+187% *Category GMS $ exclude mask sales Chart data is reflected based on Q2 Category GMS $
Q2 Category Y/Y
Top 6 Categories
75% of Overall GMS +92% Y/Y
~1.9B 2Q19 2Q20
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And ~$609M in quarterly GMS from items that don’t fit into one
categories
Other
25% of Overall GMS
~$609M 2Q19 2Q20 +376% Y/Y
Etsy’s growth is distributed among many retail categories
*Reflects results from the Etsy standalone marketplace
Influx of new buyers creates
build loyalty with a new cohort
Repeat Purchase Rate*
% of buyers with a second purchase within 30 days
Engagement
Create a comfort-filled home withCozy home decor
Shop now >TV Paid Social PLA & SEM
+520 bps Q/Q
New buyers and those who have not purchased for a year or more*
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Email Push Organic Social
*Etsy standalone data reflecting buyer purchases in Q2 2020.
4 or more purchases across 2 or more categories *
During Q2, we pivoted our brand strategy, messaging and spend to support Etsy sellers and drive buyer engagement beyond our traditional use cases
Brand Platform Category Alignment TV Creative Engagement Strategies
Open for Business Everyday Essentials #StandWithSmall Pivoted inventory to favor in demand products and categories Delivering the Etsy story through the lens of our sellers Enhancing investments to expand exposure and reach
TV & Social Investments
Building loyalty and retention among buyers (CRM, other targeting tools)
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Reverb’s 3.5% seller transaction fee now 5%* Spend compared with 2019:
teams to increase 25% and 40%, respectively
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% of Order for New Gear
% International GMS
*Effective August 4, 2020
Q3 Guidance
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*Based on the mid-point of Q3 2020 revenue guidance. Reconciliation of non-GAAP financial measures is contained in the Appendix. Key factors potentially impacting our 2020 guidance are contained in the Appendix.
GMS ($) GMS Growth (%) Revenue ($) Revenue Growth (%)
Q3 Consolidated Guidance August 5, 2020 ~$2.2B-$2.5B 80% - 110% ~$366M-$426M 85% - 115% ~$111M-$127M 28% - 32%
The Reverb acquisition was completed on August 15, 2019, adding approximately 20 percentage points of growth to Q2 2020. We fully lap the Reverb acquisition midway through Q3 2020.
We anticipate that the key factors impacting Q3 GMS and revenue guidance will be:
dynamics, government stimulus, demand for face masks and mask adjacent items, frequency of new buyer cohorts, economic environment, job losses, and consumer confidence
elections, and the potential for geopolitical events that impact trade, including, among other things, the COVID-19 pandemic.
We anticipate that the key factors impacting our Q3 Adjusted EBITDA guidance will be:
speculative returns, as well as incremental investments in marketing spend related to our new Offsite Ads product.
Q2 2020 Financial Results
Key factors impacting our Q3 Guidance
*These and other risks and uncertainties are more fully described in in our Quarterly Report on Form 10-Q for the quarter ended June 30, 2020 that we filed with the SEC, and subsequent reports that we file with the SEC. 41
Three Months Ended 6/30/20 Three Months Ended 6/30/19 (in thousands) Revenue $428,737 $181,095 Cost of revenue 111,381 58,605 Gross profit 317,356 122,490 Marketing 114,707 45,994 Product development 45,233 28,765 General and administrative 38,276 29,883 Operating expenses 198,216 104,642 Income from operations 119,140 17,848 Other expense, net (6,824) (1,479) (Provision) benefit for income taxes (15,891) 1,854 Net income $96,425 $18,223 Net income per share — diluted $0.75 $0.14
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Condensed Consolidated Statements of Operations
Q2 2020 Financial Results
Condensed Consolidated Statements of Cash Flows
Six months ended
6/30/20
Six months ended
6/30/19 (in thousands) Net Income $108,947 $49,802 Net cash provided by operating activities 250,095 81,294 Net cash provided by (used in) investing activities 22,732 (47,955) Net cash used in financing activities (38,503) (40,604) Efgect of exchange rate changes on cash (93) (561) Net increase (decrease) in cash, cash equivalents, and restricted cash 234,231 (7,826) Cash, cash equivalents, and restricted cash at the beginning
448,634 372,326 Cash, cash equivalents, and restricted cash at the end of the period $682,865 $364,500
43 Q2 2020 Financial Results
Merilee Buckley Comment Cancel
Condensed Consolidated Balance Sheets
44 Q2 2020 Financial Results
As of June 30,2020 As of December 31, 2019 (in thousands) Cash and cash equivalents $677,524 $443,293 Short-term investments 365,659 373,959 Accounts receivable, net 16,527 15,386 Property and equipment, net 126,187 144,864 Other current and non-current assets 576,134 564,850 Total assets $1,762,031 $1,542,352 Accounts payable $15,978 $26,324 Long-term debt, net 803,227 785,126 Other current and non-current liabilities 418,651 324,268 Total liabilities 1,237,856 1,135,718 Total stockholders’ equity 524,175 406,634 Total liabilities and stockholders’ equity $1,762,031 $1,542,352
2Q20 2Q19 (in thousands) Net income $96,425 $18,223 Excluding: Interest and other non-operating expense, net 8,294 1,287 Provision (benefit) for income taxes 15,891 (1,854) Depreciation and amortization 14,171 9,810 Stock-based compensation expense 16,725 10,837 Foreign exchange (gain) loss (1,470) 192 Acquisition-related expenses 592 1,206 Adjusted EBITDA $150,628 $39,701
Q2 2020 Financial Results
Reconciliation of Quarterly Net Income to Adj. EBITDA
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Six months ended
6/30/20
Six months ended
6/30/19 (in thousands) Operating Cash Flow $250,095 $81,294 Purchases of property and equipment (209) (3,747) Development of internal-use software (2,043) (4,669) Free Cash Flow $247,843 $72,878
Q2 2020 Financial Results
Reconciliation of Operating Cash Flow to Free Cash Flow
Free cash flow is considered to be a non-GAAP financial measure. We believe that free cash flow, which measures our ability to generate cash from our business operations, is an important financial measure for use in evaluating the company's financial performance. Free cash flow should be considered in addition to, rather than as a substitute for, consolidated net income as a measure of our performance and net cash provided by operating activities as a measure of our liquidity. We believe it is important to view free cash flow as a measure that provides supplemental information to our Consolidated Statements of Cash Flows. 46 2019 2018 $206,920 $198,925 (7,528) (1,019) (7,750) (19,537) $191,642 $178,369