zooplus AG
Annual General Meeting
Munich, May 22nd 2012
Management Report FY 2011
Dr. Cornelius Patt, CEO
AGM, May 22nd 2012
2
Highlights 2011
Total Sales up 33% at € 257 mm
Launch of new Eisenach-Hörselgau logistics hub – performance base for further
European expansion
Fulfillment capacity increased to more than €
400 mm in annual sales
€ 19,7 mm capital increase successfully completed
SDAX member since June 2011
AGM, May 22nd 2012
3
2011: Key metrics
2010
Total Sales, € mm
193,6
257,1
84,1
100,0
Ebit, € mm
3,3
-7,6
Net profit / loss, € mm
2,0
-6,0
58,4
75,1
36
47
Op. Cash Flow, € mm
-3,1
-11,7
New customer accounts (k)
989
1213
CM 1, € mm
Balance Sheet volume, € mm
Equity ratio, %
AGM, May 22nd 2012
2011
4
Perspectives 2012 - 2016
Dr. Cornelius Patt, CEO
AGM, May 22nd 2012
5
Strategy Update 2012 – 2016
Further internationalization – we want to get access to more
than 600 mm consumers until 2016
Logistics network –
a small number of hubs guarantee 24 h delivery times(¹)
within all core markets on the back of increasing cost efficiency
Invest into our product – Optimized pricing and product offering bolster consumer
loyalty and marketing efficiency. Result: Growth across all markets
This value-added strategy also delivers our competitive edge. zooplus keeps
its dominant online position and successfully enlarges its distribution channel
(¹) Order intake, fulfillment and feed-in into local parcel delivery networks.
AGM, May 22nd 2012
6
The zooplus customer experience
2008
2012
2016
DE, FR, UK, NL, PL, BE, IE, COM
IT, ES, CZ, SK, FI, DK, CH, RO, HU, SI
SE, NO, EE, LT, LV, UA, BG, SR, BA, HR, PT, TR
Sites
18
8
30+
Consumers
(of which pet-keeping (1))
Delivery
270 mm/
440 mm/
> 600 mm/
~ 90 mm
~ 150 mm
~ 200 mm
30%
50%
85%
(of which next day (2))
Value-added experience
(accessible to)
(1) rounded, estimates, own analysis
AGM, May 22nd 2012
27 mm
75 mm
170 mm
(2) Order intake until noon / 6pm, overnight delivery service
7
Logistics network
2012
Regional demand hubs
> 50 mm
SE,
NO, FI
2016
UK,
IE
DE, AT
DK
DE, AT,
DK
FR, BE,
NE,LUX
FR, BE,
NE,LUX
PL, CZ,
SK, HU
IT, SI
ES, PT
L
L
L
Logistics hubs
(Capacity p.a.)
€ 170 mm
L
L
L
€ 250 mm
L
L
Efficiency level (¹)
76%
L
~ 90%
(¹) Cost efficiency, influenced by hub productivity, distribution efficiency, utilization, 100% = ideal case
AGM, May 22nd 2012
8
Marketing efficiency
3000 k
€800
800Mio.
mm
Accounts
Total Sales
2200 k
+ 23,8% p.a.
+ 30,1% p.a.
€ 600 mm
1520 k
€1520
320 Tsd
mm
472 k
472
€
85 Tsd
mm
CAC (€)
2008
2012
2016
11.23
9.26
~ 10.00
Loyalty (1)
2008
COGS
Marketing
2012
2008
2012
2016
87%
86%
88%
2016
58,7 %
62,2 %
60-64 %
6,2 %
4,4 %
3-4%
(1) customer cohort analysis, follow-on sales, (year 3 vs year 2)
AGM, May 22nd 2012
9
2008
delivery t+1
delivery t+2 / t+3
270 mm
1 bln
L
€ 85 mm
Total Sales
AGM, May 22nd 2012
10
2012
delivery t+1
delivery t+2 / t+3
440 mm
1 bln
L
L
€ 320 mm
Total Sales
AGM, May 22nd 2012
11
2016
delivery t+1
delivery t+2 / t+3
L
> 600 mm
1 bln
L
L
L
€ 600 mm € 800 mm
L
Total Sales
L
L
L
AGM, May 22nd 2012
12
Strategy 2012 – 2016
We pursue a strategy
Core elements are:
of independence and organic growth.
1. Internationalization
2. Cost leadership through network and scale effects
3. Clear value-added for our customers
From our perspective, this represents a superior strategy in terms of sustainable
market success, corporate value creation and long-term outlook.
We will, therefore, work continuously towards the acceleration
of
our growth.
AGM, May 22nd 2012
13
Organic growth: sustainable + efficient
Marketing spending – cumul € mm
67
67
1,9
CAC / Account
€ 11,52
Sales / Account
€ 200,52
Marketing / Account
5,8 %
00 01 02 03 04 05 06 07 08 09 10 11 12
Sales forecast per annum, € mm
5,8
5800
0,06
00 01 02 03 04 05 06 07 08 09 10 11 12
Total sales, cumul, € bln
1,16
1163
0,002
00 01 02 03 04 05 06 07 08 09 10 11 12
AGM, May 22nd 2012
2012
2,35 mm account
320 mm total sales
Customer accounts – cumul mm
266
13
229
14
210
15
201
16
194
185
177
170
164
158
17
18
19
20
21
22
Our repeat customer base as of YE 2012
is good for an estimated extra € 2,0 bln in
future sales
Sales / Account
€ 540
Marketing / Sales
2,1 %
14