SUCCESS CASE

Mobile

Commerce26th / NOVEMBER / 2014

SUMMARY

OVERVIEW

BUSINESS MODEL

RESULTS

KEY SUCCESS

FACTORS

KEY TAKE-AWAYS

PRIVALIA OVERVIEW

KEY DATA

SALES GROWTH (NET REVENUES)

2006 2007 2008 2009 2010 2011 2012 2013

2014

400

350

300

350

200

150

100

50

18M MEMBERS

3 000+ BRANDS

2006 2007 2008 2009 2010 2011 2012

2013

18

16

14

12

10

8

6

4

2

Monthly Visits: 34 M

Monthly Visitors: 4 M

Monthly Visit Frequency 8,5

PRIVALIA OVERVIEW

Inspiring people every

day

to look better and save

money

MISSION & VALUES

SUMMARY

OVERVIEW

BUSINESS MODEL

RESULTS

KEY SUCCESS

FACTORS

KEY TAKE-AWAYS

BUSINESS MODELESSENCE

BUSINESS MODELIMPACT ON CUSTOMER

BEST BRANDS & PRODUCTS

AGGRESSIVE DISCOUNTS

LIMITED TIME

LIMITED STOCK

NEW STUFF EVERY DAY

PUSH COMM

LOW PRICE POINTS

CATEGORIES

1

2

3

4

ATTRACTION

DESIRE

URGENCY

ENGAGEMENT

PURCHASING

AUTHONOMY

PRIVALIA OVERVIEWMAGIC RECIPE

DESIRE

+

URGENCY

+

ENGAGEMENT

+

AUTHONOMY

HIGHLY

MOBILE

FRIENDLY

SUMMARY

OVERVIEW

BUSINESS MODEL

RESULTS

KEY SUCCESS

FACTORS

KEY TAKE-AWAYS

RESULTS - MOBILE GROWTH

% Mobile Sales Privalia Global% Mobile traffic Privalia

Global

0%

10%

20%

30%

40%

50%

60%

70%

69%

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

52%

Note: Only Online Flash Sales Businesses

TRANSFORMING INTO A MOBILE BUSINESS

TRANSFORMING INTO A MOBILE BUSINESS

RESULTS - MOBILE GROWTH

TRAFFIC SALES

68,9

%

51,6

%

76,3% 61,1

%

51,2

%

43,7%

72,4% 54,9%

Data:: September 2014

RESULTS -PLATFORM BREAKDOWN

SMARTPHONE WINS…

Visits

Sales

82% 18%

70% 30%

70% OF MOBILE SALES COMING FROM SMARTPHONES

… AND APPS DRIVING

THE MOST OF MOBILE SALES

74% APPS

26%MOBILE

BROWSER

RESULTS - DOWNLOADS

Europe Worldwide

5 million 8.5 million

8.5 MILLION

WORLDWIDE

63% 37%

iTunes

Privalia

BuyVip

Vente-Privee

Google Play

26.815 27.431

1349 276

648 3285*

* Including France

Reviews

4,0 4,1

4,2 3,9

2,7 2,2

2.512.50

2.21

0.0

0.5

1.0

1.5

2.0

2.5

3.0

2010 2011 2012 2013 W44

Accumulated App Downloads (million)

Spain Italy Brazil Mexico

1,3

TRANSFORMING INTO A MOBILE BUSINESS

SUMMARY

OVERVIEW

BUSINESS MODEL

RESULTS

KEY SUCCESS

FACTORS

KEY TAKE-AWAYS

KEY SUCCESS FACTORS

UNDERSTANDING THE RIGHT METRICS1

2

3

4

CONTENT STRATEGY

PRODUCT DEVELOPMENT

ADVERTISING

BEYOND THE POSITIVE IMPACT OF THE BUSINESS MODEL

KEY SUCCESS FACTORSUNDERSTANDING THE RIGHT METRICS

SINGLE CUSTOMER VIEW

= NO SILOS

ALL VISITORS LOGGED-IN

SAME ACCOUNT IN ALL CHANNELS

KEY SUCCESS FACTORSCONTENT STRATEGY

PRE-SALES & EXCLUSIVE EVENTS

RUN & BUY PROMOTIONS

100% EMAILS MOBILE OPTIMIZED

SHARE THE APP PROGRAM (IN BETA)

KEY SUCCESS FACTORSPRODUCT DEVELOPMENT

MARCH - 2011

MAY - 2011

MARCH - 2012

OCTOBER - 2010

JAN - 2014

IPHONE

ANDROID

IPAD

M-SITE

WINDOWS PH,

BB10…

…

UX

PAYMENT METHODS

SAVE CARD

MULTIPLE PRODUCT VIEWS)

…

KEY SUCCESS FACTORSADVERTISING

ADVERTISING INVESTMENT %

4%

12%

23%

40%

50%

0%

10%

20%

30%

40%

50%

60%

2011 2012 2013 2014 2015

INSTALLSINTERNAL PROMOTION

KEY SUCCESS FACTORSADVERTISING STRATEGY

ACQUISITION ENGAGEMENT

MOBILE

NETWORKS

SUMMARY

OVERVIEW

CHANNEL

PERFORMANCE

KEY SUCCESS

FACTORS

KEY TAKE-AWAYS

KEY TAKE-AWAYS

1. STRATEGY ACCORDING TO YOUR BUSINESS MODEL

2. BE CAREFUL WITH THE SMALL PICTURE: GATHER THE

RIGHT INSIGHTS!

3. CONTENT STRATEGY IS KEY TOO SUCCESS

4. P. DEVELOPMENT: PLATFORMS, UX & FUNCTIONALITY

5. PUT MORE MONEY ON MOBILE ADVERTISING AND MAKE

ZUCKERBERG & OTHERS HAPPY

DO I BUILD AN APP?

THANKS!