ASSORTMENT: WHAT THE CUSTOMER WANTS

Transcription

1 ASSORTMENT: WHAT THE CUSTOMER WANTS

2 CUSTOMERS 70% 23.9M 77% female active customer mobile > 4.1 orders/year > 29 min. time spent/wau > 3.0 orders/year > 24 min. time spent/wau

3 OFFERING THE MOST DESIRABLE AND UNLIMITED ASSORTMENT TO OUR CUSTOMERS

4 WHY? NPS = PRODUCT RANGE,... SCALE NO FOMO & SEARCH COSTS

5 HOW? ALL CATEGORIES ALL BRANDS ALL PRICES ALL SIZES PERCEPTION DRIVERS

6 ALL CATEGORIES Head to Toe 86% O of GMV from crosscategory purchases FROM TOP TO TOE ACROSS TOUCHPOINTS Cross-category buyers purchase of what x 4 mono buyers purchase

7 BEAUTY Potential Underdeveloped Beauty market EU Beauty Market Size & Share (2017) dominated by traditional offline players Germany: Cosmetic Sales by Distribution Channel Beauty Fashion 12% 16% 9% 8% Online Online Share Total Beauty (Offline + Online) 46% 7% 6% 3% 4% 1% 84bn 4bn Total EU Beauty Market Source: Statista, Euromonitor

8 BEAUTY Proposition ZALANDO FASHION CREATE YOUR STYLE ZALANDO BEAUTY COMPLETE THE LOOK ZALANDO AS YOUR STYLE DESTINATION WITH FASHION + BEAUTY EXPERTISE

9 FROM LOW TO HIGH BEAUTY Portfolio 142 brands & SKUs MAKE UP SKINCARE BATH & BODY NAILS HAIRCARE TOOLS & ACC

10 ALL PRICES High to Low MID LOW HIGH

11 WE KEEP IT FRESH

12 FRESHNESS 1900 new items activated every day

13 ALL SIZES Everyone fits Already now we have 10% special sizes share of total women s textiles

14 ALL BRANDS Global Superstars & Local Heroes Curate a fashion assortment with high local relevance in each market 350 NEW IN 2018 ALONE

15 PERCEPTION DRIVER Sustainable Our Vision: Become Europe's leading sustainable platform by 2020 Our Goal: x10 our sustainable assortment

16 If Exclusives were a brand, it would be in our top 20 PERCEPTION DRIVER Exclusives

17 ASSORTMENT USP USED IN MARKETING

18 PERCEPTION DRIVER Exclusive Offerings and outstanding experiences for Zalando Customers B&B: experiential marketing platform for generation next blending physical with digital 6 big exclusive brand collaboration campaigns celebrating 10 years Zalando

19 PERFORMANCE MARKETING Relevant and effective Effective steering through dynamic, ROI-based allocation of resources Personalised marketing experiences based on insights of 23.9m active customers

20 OFFERING THE MOST DESIRABLE AND UNLIMITED ASSORTMENT TO OUR CUSTOMERS

21 PARTNER PROGRAM

22 PP Key Enabler to Unlimited Assortment PP Wholesale Wholesale 2016 Midterm strategy 20-30%

23 3 REASONS Partners Love PP EASY ACCESS PARTNERS IN CONTROL INCREMENTAL REVENUE

24 EASY ACCESS PP Powered by Merchant Operations ENGINEERING SALES & ACCOUNT MANAGEMENT OPERATIONS QUALITY ASSURANCE

25 IN CONTROL Price & Assortment Steering Partner selects assortment Controls their presence Partner sets price One seller per article Partner books full retail revenues

26 IN CONTROL An Evolving Range of Resources to Power Your Business BRAND SHOP CONSUMER INSIGHTS

27 MORE REVENUE Increase Brand Reach Vestibulum congue FRANCE BELGIU M N L 23M+ active customers DENMAR K GERMAN Y SWITZERLAN D AUSTRI A ITAL Y POLAN D 15 markets

28 3 TYPES Partners That We Attract VERTICAL RETAILER MULTI-BRAND RETAILER BRICK & MORTAR

29 VERTICAL RETAILER Adaptable Business Model: DTC to DTC

30 VERTICAL RETAILER New Distribution Model: B&M to DTC

31 MULTI-BRAND RETAILER More Access To Adjacent Products

32 BRICK & MORTAR Unlocking A Brand s Full Potential WHOLESALE PARTNER PROGRAM DTC PP ZFS

33 ZFS Enabler for PP Growth BROADER ASSORTMENT SCALE TO ALL MARKETS HIGHER ECOM LOGISTIC EFFICIENCIES SHARED PARCEL

34 ZFS Gaining Momentum % 2X BRANDS 2017 PP ORDER SHARE 2018 AMBITION

35 ZALANDO WINS Accelerated Growth Growth Levers: (1) Brand Acquisition (2) Sku Mix (3) Internationalization (4) New Customer Acquisition

36 +83 BRANDS Diversified Portfolio of 500+ Partners

37 SKU MIX Optimizing Our Assortment Mix DE

38 Internationalization More Market Coverage YTD DE DACH DACH REST OF EUROPE REST OF EUROPE (W/O DACH) W/O DACH

39 CUSTOMERS PP Drives New Customer Acquisition* ~1.0M+ Brand 1 0.5M+ 0.25M ~150K ~100K Brand 2 Brand 3 Brand 4 Brand 5 PP only brands *New Customer: customers who placed their 1st non-cancelled order in the selected Shop and ordered Women s in this first order. New customers are not unique across brands ~25K Brand 6

40 WIN WIN WIN Happy Trifecta

41 EXPANSION

42 LET S WELCOME IE, CZ, DE_eng & CH_it IRELAND SERVE NEW ADJACENT COUNTRIES 15.4M POTENTIAL CUSTOMERS CZECH REPUBLIC ENHANCE SHOPPING EXPERIENCE OF NON-NATIVE CUSTOMERS GERMANY IN ENGLISH SWITZERLAND IN ITALIAN

43 LEAN SET-UP New Markets PARENT - CHILD APPROACH PERSONALISED MARKETING SOLID BASICS ALL DEVICES FROM THE START

44 D I S C L AI M E R Certain statements in this communication may constitute forward looking statements. These statements are based on assumptions that are believed to be reasonable at the time they are made, and are subject to significant risks and uncertainties. You should not rely on these forward-looking statements as predictions of future events and we undertake no obligation to update or revise these statements. Our actual results may differ materially and adversely from any forward-looking statements discussed in this presentation due to a number of factors, including without limitation, risks from macroeconomic developments, external fraud, inefficient processes at fulfillment centers, inaccurate personnel and capacity forecasts for fulfillment centers, hazardous material / conditions in production with regard to private labels, lack of innovation capabilities, inadequate data security, lack of market knowledge, risk of strike and changes in competition levels.