Partnership to Success Ulrich Gros CFO Immowelt Capital Markets Day Berlin, December 8 th, 2016 1
Immowelt s Partnership to Success Immowelt is growing successfully together with their Real Estate Professionals We ve done our homework and almost completed our post-merger integration Our products generate strong consumer demand Leading to excellent relationships with our customers And making us a reliable partner for real estate professionals Combined with accelerating revenue growth 2
Immowelt and Immonet integration almost completed After successful PMI focus fully on our professional customers and private consumers Antitrust approval Joined DUO product & pricing Aligned organizational structures DUO for private listings & April 2015 June 2015 July 2015 Sep. 2015 Jan. 2016 Feb. 2016 March 2016 Jan. 2017 Preparation of databases Structure for service-oriented architecture Integrated Digital Marketing Common data center 3
Immowelt is a full member of the Axel Springer family Tangible advantages in areas of value creation In-depth peer-to-peer exchange Best practice initiatives & exchange Data Innovation (User Profiling & Analytics) CxO Summits 10 Best Practice Clubs e.g. Performance Marketing, UX, Product management, Recruiting, Design Thinking Preferred partner for Corporate services & benefits Legal Services Corporate law Copyright Other Corporate Services M&A Advice and Support Tax, audit etc. Corporate Communication Other Benefits Frame purchase agreements Further education & training 4
Integrated Digital Marketing organization in place Activities per brand after reallocation of budgets and partnerships Focus Performance Brand Core Brand Immowelt with 91% brand awareness 1 Team SEA Performance, e.g. Team Affiliate Team Display/ Social / Retargeting Performance only Team Analytics 83% 91% Branding, e.g. Budgets reallocated Display TV Video Newspaper Billboard Radio Cinema May-15 Nov-16 Performance & Brand 1) Aided brand awareness for immowelt.de (May 2015 / Nov. 2016) Sources: Innofact AG, Immowelt 5
Traffic levels on all-time high Surge especially via mobile devices D e m and S u pply M o n etize Total visits increased by 8%, visits to IW brand by >15% Mobile traffic share at 66% Visits Mobile share +8% +18% 38m 42m 56% 66% 1 Oct-15 Oct-16 Oct-15 Oct-16 Domains immowelt.de/ immonet.de 1. 34% desktop 46% mobile sites (incl. tablet) 20% apps (phone + tablet) Sources: Adobe Analytics/ Google Analytics 6
Unique audience growth above competition Rising lead generation: Immowelt delivers value to its customers D e m and S u pply M o n etize Unique audience has grown by 5% Number of leads per listing has increased by 176% for DUO customers Unique audience 1 Number of leads per listing (Ø) 2 14m 12m -7% IS24 +176% 10m 8m 6m +5% IW + IN unduplicated audience 1 IW 4m IN 2m 0m Oct-15 Jan-16 Apr-16 Jul-16 Oct-16 Jan-15 Oct-16 1) Estimated on MMX Desktop (assumption: share of duplicated audience (multiplatform) of IW+ IN is equal to share of duplicated audience (desktop) of IW+ IN) 2) Internal evaluation, n = 3,068 Sources: Comscore (MMX Desktop), Immowelt, Immonet 7
Lead growth improves customer satisfaction Excellent feedback on our product from customer survey in 2016 D e m and S u p p l y M o n etize 84% of our customers would recommend IW/ IN in 2016 1 Would you recommend immowelt.de/ immonet.de? Key reason for non recommendation in 2014 successfully reduced 2 Would you not recommend us because of the number of leads? 71% 38% 100% 84% 2014 2016 n = 108 n = 119 16% yes n/a Customers yes no 1) Survey among German DUO customers of immowelt.de and immonet.de in June 2016 (n=793) 2) Survey among German customers of immowelt.de in June 2014 (n=1.004) Sources: Immowelt, Immonet, Gapfish 8
Customer growth in 2016 despite DUO migration Churn below expectations, already 80% of customers migrated D e m and S u p p l y M o n etize Total number of customers has increased since January by 4%.... while customers were migrated to DUO-product at the same time Number of customers 1 Share of contracts by type 2 4% 80% DUO 20% Single + Double Jul- 15 Oct- 15 Jan- 16 Apr- 16 Jul- 16 Oct- 16 Jul-15 Oct-15 Jan-16 Apr-16 Jul-16 Oct-16 1) Real estate professionals with an IW/IN contract (term usually 12 months) 2) DUO: 1 contract, 2 portals Single: 1 contract, 1 portal Double: 2 contracts, 2 portals GER only Sources: Immowelt, Immonet 9
15% ARPU increase YOY with room for more Positioning as reliable partner for real estate professionals D e m and S u pply M o n e t i z e 15% ARPU increase year-over-year with accelerated growth ARPU 1 [ /month] +2% +15% +4% +3% +5% Proposition Partner for professionals Excellent product Reliable, transparent pricing No share of commission 214 218 224 234 246 Q3/15 Q4/15 Q1/16 Q2/16 Q3/16 Differentiation Expectation Value for money Product gap to horizontals Price gap to market leader Rising lead generation More to come DUO contract renewals Future pricing headroom Double-digit ARPU growth YOY 1) Average Revenue Per User (Agent): monthly revenues of Immowelt + Immonet, divided by the number of agents YOY = Year-Over-Year Sources: Immowelt, Immonet 10
Outlook: Pursue our successful partnership approach! Continuous growth in brand-awareness, performance, revenues and EBITDA 2016 2017 Marketing Investments in the Immowelt brand Continue with significant marketing efforts Operations New cooperations (meinestadt, kalaydo) Create value from user data (profiling & analytics) +xx% Revenues Double-digit CAGR Double-digit CAGR 40% E B I T DA m a r g i n Profitability EBITDA margin to increase to +40% after a period of brand investments mid-term target 11