zalando Doubling Zalando by 2020 Keynote Capital Markets Day 2018 Rubin Ritter June 5, 2018 10 amazing years: from an online shoe store to Europe’s leading online fashion platform ● zalando 2
→ zalando Zalando is targeting a massive market opportunity with great potential due to an ever increasing online penetration Fashion & Lifestyle (Europe) Consumer Electronics (USA) 1) 4 Source: Euromonitor International, May 2017, 2017 values based on actuals and essimates; fixed exchange rates. Fashion data incl. apparel and footwear, bags and luggage, jew watches. Beauty data incl. beauty and personal care. Home data incl. home textiles and window covering. All market figures for Europe (excl. Russia) inclusive of sales tax. This continued shift from offline to online leads to long-term ambition of 5% market share... Total home textiles market Europe Additional opportunities Total beauty market Europe Total fashion market Europe ～ €420bn 2017(a): ~13% online penetration
Total fashion online potential > €120bn 2022(e): ~30% online penetratio ge, jewelry and watches. Beauty data incl, be cl. home textiles and window covering. All market figures Russia) inclusive of sales tax
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7 Assortment:
Assortment Assortment expansion supported by Partner Program Driving traffic through an unique assortment mix Launch of new adjacent (sub-)categories � zalando
Demand Generation Localized merchandizing, product, onsite content and pricing Data-driven marketing steering and top-of-mind brand Expansion to new adjacent countries d zalando
Digital Experience Continued optimization based on research and testing Next generation digital experience Customer desire to shop mobile → zalando
Convenience Expansion of delivery & return proposition Acceleration of Zalando Fulfillment Solutions Innovation in payment services � zalando
Site visits zalando
Direct type-ins, CRM, Social Media and SEO channels.

Active customers Defined as the transactional revenue (incl. VAT and transactional volume of Partner Program) after cancellations or returns divided by the number of orders. Those customers shopping on Zalando spend in total on average around 1,100€ for fashion p.a.; source: Zalando, external online survey, country DE, November 2016. Sample description: size = 1,976; non Zalando customers = 70%, Zalando customers = 30%. 1) 13  ²)
Total GMV per cohort¹ and order year
"Cohort" refers to customers grouped by the calendar year in which they first placed an order with Zalando.
zalando
Total GMV per cohort¹ and order year zalando
"Cohort" refers to customers grouped by the calendar year in which they first placed an order with Zalando.

Total GMV per cohort¹ and order year zalando
"Cohort" refers to customers grouped by the calendar year in which they first placed an order with Zalando.

Total GMV per cohort¹ and order year zalando Today our teams show you how we push our value proposition to double again by 2020 ▶ zalando
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 capabili inadequate data security, lack of market knowledge, risk of strike and changes in competition levels.