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

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

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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

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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

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

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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 downloads

1

Online advertising conversion

2

Time

3

& money

4

spent online

671m

378m

202m

189m

137m

111m

52m

Facebook

Instagram

Messenger

Snapchat

Twitter

Amazon

eBay

3.6%

2.3%

Desktop

Mobile

28%

Mobile

52%

Money spent

Time spent

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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

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•

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

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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 B R A N D S

W I T H P U B L I S H E R 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

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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

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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

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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

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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

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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

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

S U C C E S S M A N A G E M E N T

Define monetization schemes

Secure Brands’ budgets

Acquire network participants

Marketing objectives

Audience building

Targeting optimization

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

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