apresentação do powerpoint · competitors 1p 3p 1p² 3p³ average grade¹ 8.3 7.5 6.9 6.5...
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4Q18 ResultsMarch 21, 2019
2
AGENDA
1| Results
2| Operational Highlights
3| Q&A
3
1| Results
THE GREATEST BLACK FRIDAY OF BRAZIL
Leverage of 45x
Black Friday Sales (3P)
Average daily sales (3P)
According to e-bit, e-commerce grew 25% on Black
Friday (vs. the expectation of +15%)
B2W was again the sole leader of the event, driving the
biggest Black Friday in history
Marketplace Sellers sold the
equivalent of 45 days of sales
The B2W Marketplace accounted for 63%
of items sold in the event
Black Friday 2018
4
1| Results
4Q18 RESULTS
TOTAL GMV (R$)
5,078 MM +31.9%
MARKETPLACE GMV(R$)
2,898 MM +61.3%
MARKETPLACE(% of Total GMV)
57.1%+10.4 p.p.
MARKET SHARE (%)
29.6% +4.2 p.p.
NEW SELLERS(# Sellers Connected)
+3.1 K(vs. Sep/18)
B2W ENTREGA(# Sellers Connected)
+3.5 K(vs. Sep/18)
5
1| Results
2018 RESULTS
TOTAL GMV (R$)
15,005 MM +26.8%
MARKETPLACE GMV(R$)
7,740 MM +70.7%
MARKETPLACE(% of Total GMV)
51.6%+13.3 p.p.
MARKET SHARE (%)
28.2% +3.4 p.p.
SELLER BASE(# Sellers)
21.9 K(+12.2 K vs. 2017)
B2W ENTREGA(# Sellers Connected)
18.5 K(+13.6 K vs. 2017)
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1| Results
CASH GENERATION (CONSUMPTION)
Cash generation of R$ 215 MM in 4Q18 and a reduction in consumption of R$ 716 MM in 2018 (improvement of 75%)
-955
2017
-239
2018
Reduction of ~R$ 716 MM
Cash generation (Consumption) (R$ MM)
7
Marketplace Participation (% Total GMV)
1,796
2,898
4Q15 4Q16
862
358
4Q17 4Q18
9.5%
19.4%
46.7%
57.1%
7,740
2017
4,533
2018
38.3%
51.6%
Marketplace GMV (R$ MM)
+1.7x
1| Results
EVOLUTION OF THE MARKETPLACE
GMV of R$ 2.9 Bn in 4Q18 and R$ 7.7 Bn in 2018
8
4Q15 4Q16
9.7
21.9
4.7
4Q17 4Q18
+2.2 K
Sellers (Thousand)
+21.6 thousand Sellers
0.3 2.5
2014
+2.2 K
+5.0 K
+12.2 K
Seller Base of 21.9 thousand in 2018
2| Operational Highlights
EVOLUTION OF THE SELLER BASE
2019E
40.0
9
4Q15 4Q16
4.6
8.1
2.2
1.2
4Q17 4Q18
+0.4 MM
SKUs (MM)
+7.3 MM SKUs
0.8
2014
+1.0 MM
+2.4 MM
+3.5 MM
8.1 MM SKUs in 2018
2| Operational Highlights
EVOLUTION OF ASSORTMENT
2019E
20.0
mundo
Free International Freight
Sellers from around the world
Up to 10x interest free installments10x
10
11
Dec/17
700
Dec/18Dec/17
200
Dec/18
+900
Jun/18
(Pilot)
10
Dec/18
LASA Seller (# Cities¹)Click and Collect (# Stores) Click and Collect Now (# Stores)
2| Operational Highlights
O2O – ONLINE TO OFFLINE
+1,480 +2,300
+1,100 1,490 3,000
In March/18, launch of pilot for LASA Entrega (Ship From Store).
¹ Cities with LASA sales through B2W Marketplace.
12
18.5
Mar/17
(launch)
Dec/17
4.9
0.2Dec/18
# Sellers connected to B2W Entrega (Thousand)
18.5 thousand Sellers connected in Dec/18, representing 84.5% of the total base
2| Operational Highlights
RAPID EVOLUTION OF B2W ENTREGA
84.5%
Mar/17
(launch)
Dec/17
50.5%
3.0%Dec/18
B2W Entrega penetration of Seller base
+4.7 K
+13.6 K
+47.5 p.p.
+34.0p.p.
COMPETITORS
1P 3P 1P² 3P³
Average grade¹ 8.3 7.5 6.9 6.5
Solution index¹ 90.0% 83.3% 80.2% 78.9%
Would buy again¹ 76.2% 61.1% 54.9% 50.8%
“Época Reclame Aqui” Award: sixth consecutive year in the category e-commerce large operations (Americanas.com) and for the third consecutive time (Direct) in Logistics and Transportation.
¹ According to Reclame Aqui: last 06 months / Base 03/01/2018.
² Considers the sites Pontofrio.com, Casasbahia.com, Extra,com, Walmart.com and Magazineluiza.com.
³ Considers the Marketplace operations of Pontofrio.com, Casasbahia.com, Extra,com, Walmart.com and Mercado Livre.
• 45% of orders are being tracked with
WhatsApp.
• Every month 4 million messages are sent
with a tracking request.
• Client base that opted to receive
communication by the App reached 4.3
million.
2| Operational Highlights
CUSTOMER SERVICE
New Customer Service Channel
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Roadmap
09/21/18Expansion
06/26/18Expansion
06/05/19Launch
01/22/19Expansion
Launch in Physical World
Oct/18 Dec/18 Mar/19
0630
500
1.8MMDOWNLOADS
in 9 months
14
15
Off Us
$$
Cellular Recharge
Bill Payment
Cash-in LASA (POS of LASA)
Cash-in / Cash-out
15
Roadmap
The Digital Platform that connectsPeople, Businesses, Products and Services.
4Q18
Results Investor Relations
ri.b2w.digital
Telephone: +55 (21) 2206-6000