C A P I T A L M A R K E T S

D A Y 2 0 1 6

D I S T R I B U T E D

C O M M E R C E

2 2 - 0 3 - 2 0 1 6

N I C O L A S B O R G

2

C O N N E C T I N G W I T H

C O N S U M E R S

W H E R E V E R T H E Y A R E

W H E N E V E R T H E Y W A N T

3

2 5 5 6 5 0

0 0 0

2 5 5 2 5 5 2 5 5

1 1 5 1 2 2 1 3 2

2 2 9 2 2 9 2 2 9

2 4 3 2 4 3 2 4 3

1 0 9 1 0 9 1 0 9

2 5 4 1 6 6 1 0 1

2 5 5 2 1 0 1 7 8

U S E R F L O W E X A M P L E

4

2 5 5 6 5 0

0 0 0

2 5 5 2 5 5 2 5 5

1 1 5 1 2 2 1 3 2

2 2 9 2 2 9 2 2 9

2 4 3 2 4 3 2 4 3

1 0 9 1 0 9 1 0 9

2 5 4 1 6 6 1 0 1

2 5 5 2 1 0 1 7 8

T H E C H A L L E N G E : O W N & O P E R A T E D S H O P P I N G A P P S

D O N O T F U L F I L L M - C O M M E R C E P O T E N T I A L

L I M I T E D R E A L E S T A T E

F O R R E T A I L E R S

A S A R E S U L T M O B I L E

C O M M E R C E I S L A G G I N G

D E S K T O P R E C I P E S

A R E N O T W O R K I N G

(1) App Annie.

(2) Monetate.

(3) eMarketer UK 2015.

(4) Euromonitor 2015 UK.

2015 global app downloads1 Online advertising conversion2 Time3 & money4 spent online

671m

378m

202m

189m

137m

111m

52m

Facebook

Instagram

Messenger

Snapchat

Twitter

Amazon

eBay

3.6%

2.3%

Desktop Mobile

Mobile

28% Mobile

52%

Money spent Time spent

5

2 5 5 6 5 0

0 0 0

2 5 5 2 5 5 2 5 5

1 1 5 1 2 2 1 3 2

2 2 9 2 2 9 2 2 9

2 4 3 2 4 3 2 4 3

1 0 9 1 0 9 1 0 9

2 5 4 1 6 6 1 0 1

2 5 5 2 1 0 1 7 8

T H E O P P O R T U N I T Y

F A S H I O N D I S C O V E R Y

E X P E R I E N C E S D I V E R S I F Y M A R K E T P O T E N T I A L I N E U R O P E

Source: eMarketer, Business Insider, Facebook annual report, Zalando internal estimates.

€8bn

€20bn

2016 2019

Social

networks

Fashion

discovery

apps

Product

search

Advertizing

Touch more user

segments

Address more purchase

occasions

6

2 5 5 6 5 0

0 0 0

2 5 5 2 5 5 2 5 5

1 1 5 1 2 2 1 3 2

2 2 9 2 2 9 2 2 9

2 4 3 2 4 3 2 4 3

1 0 9 1 0 9 1 0 9

2 5 4 1 6 6 1 0 1

2 5 5 2 1 0 1 7 8

• Targeting

• Optimization

• Discovery,

inspiration

S O U R C I N G

• Brand relationships

• Inventory

management

T R A F F I C

G E N E R A T I O N

P A Y M E N T

C H E C K O U T

• Last-mile delivery

• Returns processing

I N V E N T O R Y

I N T E G R A T I O N

• Structured product

data

• Feeds / API

P O S T S A L E S

• Customer service

• Reactivation,

cross-selling

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

F U L F I L L M E N T

• Payment processing

• Money transfer

• Order Interface

• Discovery,

inspiration

P R O D U C T

S E A R C H

A D V E R -

T I Z I N G

S O C I A L

N E T W O R K S

F A S H I O N

D I S C O V E R Y

A P P S

7

2 5 5 6 5 0

0 0 0

2 5 5 2 5 5 2 5 5

1 1 5 1 2 2 1 3 2

2 2 9 2 2 9 2 2 9

2 4 3 2 4 3 2 4 3

1 0 9 1 0 9 1 0 9

2 5 4 1 6 6 1 0 1

2 5 5 2 1 0 1 7 8

Transaction convenience and safety

• Checkout optimization

• Safety and privacy

Access to the right offering, on the fly

• Extensive selection

• Structured catalogue

• Superior fashion transaction data

Z A L A N D O I S I N A G O O D P O S I T I O N T O B E S U C C E S S F U L

W I T H C O N S U M E R S W I T H P U B L I S H E R S W I T H B R A N D S

Solve conversion frictions with

mobile friendly purchase experience Solve complex mobile shopping channel

Build on existing relationships

• Proven ability to deliver sales volume

• Trusted to protect brand equity

Leverage the platform infrastructure

• Ease of integration

• Channel management / audience building

• Customer insights

Ability to deliver yield

• Access to brands budget

• Conversion uplift

Leverage the platform infrastructure

• Plug & Play integration based on

platform stack

• Engaging user experience

• Visitors insights

Solve mobile media monetization

8

2 5 5 6 5 0

0 0 0

2 5 5 2 5 5 2 5 5

1 1 5 1 2 2 1 3 2

2 2 9 2 2 9 2 2 9

2 4 3 2 4 3 2 4 3

1 0 9 1 0 9 1 0 9

2 5 4 1 6 6 1 0 1

2 5 5 2 1 0 1 7 8

W E O N L Y G O T S T A R T E D

• H2/15: pitch, scope and plan

• Q1/16: initial team hires / 1 product

• Q2/16: iterate – test & learn

W H A T W E H A V E D O N E S O F A R

9

2 5 5 6 5 0

0 0 0

2 5 5 2 5 5 2 5 5

1 1 5 1 2 2 1 3 2

2 2 9 2 2 9 2 2 9

2 4 3 2 4 3 2 4 3

1 0 9 1 0 9 1 0 9

2 5 4 1 6 6 1 0 1

2 5 5 2 1 0 1 7 8

2 0 1 6 P R I O R I T I E S

P I L O T I N G T H E S O L U T I O N E X P A N D T H E O F F E R B U I L D A B U S I N E S S

10

2 5 5 6 5 0

0 0 0

2 5 5 2 5 5 2 5 5

1 1 5 1 2 2 1 3 2

2 2 9 2 2 9 2 2 9

2 4 3 2 4 3 2 4 3

1 0 9 1 0 9 1 0 9

2 5 4 1 6 6 1 0 1

2 5 5 2 1 0 1 7 8

P I L O T I N G T H E S O L U T I O N

S T R U C T U R E D C A T A L O G U E ,

R E A L T I M E A C C U R A C Y

O R D E R M A N A G E M E N T

S Y S T E M

A D A P T C H E C K O U T T O

I M P U L S E B U Y I N G

T E S T A N D L E A R N T O

I M P R O V E C O N V E R S I O N

F R I C T I O N L E S S L O G I N

S E C U R E O N E - T A P

P A Y M E N T

C O N N E C T T O P U B L I S H E R S O P T I M I Z E U S E R F L O W S O L V E I D E N T I F I C A T I O N

A N D P A Y M E N T

11

2 5 5 6 5 0

0 0 0

2 5 5 2 5 5 2 5 5

1 1 5 1 2 2 1 3 2

2 2 9 2 2 9 2 2 9

2 4 3 2 4 3 2 4 3

1 0 9 1 0 9 1 0 9

2 5 4 1 6 6 1 0 1

2 5 5 2 1 0 1 7 8

E X P A N D T H E O F F E R

L A R G E S O C I A L

M E D I A A N D

S E A R C H P L A Y E R S

Ad hoc integration

M I D S I Z E D

F A S H I O N

D I S C O V E R Y A P P S

Standard but customizable

A la carte services

L O N G T A I L

A F F I L I A T E S

Standard package

Full plug & play solution

A D V E R T I Z I N G

Specific technical challenges

12

2 5 5 6 5 0

0 0 0

2 5 5 2 5 5 2 5 5

1 1 5 1 2 2 1 3 2

2 2 9 2 2 9 2 2 9

2 4 3 2 4 3 2 4 3

1 0 9 1 0 9 1 0 9

2 5 4 1 6 6 1 0 1

2 5 5 2 1 0 1 7 8

Align targeting method

Maintenance / technical sales

Pick order management option

Pick inventory connection option

B U I L D A B U S I N E S S

S A L E S O U T R E A C H S U C C E S S M A N A G E M E N T T E C H N I C A L O N B O A R D I N G

Define monetization schemes

Secure Brands’ budgets

Acquire network participants Marketing objectives

Audience building

Targeting optimization

Feedback loop

13

C O N N E C T I N G W I T H

C O N S U M E R S

W H E R E V E R T H E Y A R E

W H E N E V E R T H E Y W A N T

14

Q U E S T I O N S ?

15

2 5 5 6 5 0

0 0 0

2 5 5 2 5 5 2 5 5

1 1 5 1 2 2 1 3 2

2 2 9 2 2 9 2 2 9

2 4 3 2 4 3 2 4 3

1 0 9 1 0 9 1 0 9

2 5 4 1 6 6 1 0 1

2 5 5 2 1 0 1 7 8

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.

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accepted as to any errors, omissions or misstatements contained herein.

D I S C L A I M E R

i n v e s t o r . r e l a t i o n s @ z a l a n d o . d e

2 2 - 0 3 - 2 0 1 6

I N V E S T O R R E L A T I O N S