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Delivery Club Guvenc Donmez Delivery Club 1 Russian food delivery market remains underdeveloped Share of online food delivery users in 2019 Online food delivery market per capita in 2019, USD (% of employed population) 63% 73 60% 59% 68 67 49% 49% 44% 42% 33% 32% 36 26% 29 23 13 12 8 6 UK UK USA USA India India Brazil Brazil China China Russia Russia Turkey Turkey France France Austria Austria Netherlands Netherlands Source: Statista, tradingeconomics.com Source: Statista, tradingeconomics.com 2 Food delivery market is expected to show strong growth, driven by online aggregators, where DC is the leader Russian food services market in 2018… …and in 2022E Food service market Food delivery, 132 RUB bn Food service market Food delivery, 242 RUB bn CAGR 16% 45% 1,498 83% 91% 9% RUB bn 1,683 86% 14% RUB bn 17% 55% Dining at restaurants Delivery by restaurant Delivery by aggregator Source: Sberbank CIB 3 Delivery Club is the food delivery market leader in terms of users… 3.5 Monthly active users, mln 3.0 2.5 2.0 1.5 1.0 0.5 0.0 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2019 2019 2019 2019 2019 2019 2019 2019 2019 -01 -02 -03 -04 -05 -06 -07 -08 -09 -10 -11 -12 -01 -02 -03 -04 -05 -06 -07 -08 -09 Delivery-club Dodo Pizza Dominos Pizza Papajohns Яндекс Еда Source: Mediascope, Russia, desktop and mobile, cities 100k+, age 12-64. 4 …and downloads Downloads, iOS and Android combined, ths 800 700 600 500 400 300 200 100 0 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2019 2019 2019 2019 2019 2019 2019 2019 2019 -01 -02 -03 -04 -05 -06 -07 -08 -09 -10 -11 -12 -01 -02 -03 -04 -05 -06 -07 -08 -09 Delivery club Dodo Pizza Dominos Pizza Papajohns Яндекс Еда Source: AppAnnie. Delivery Club includes ZakaZaka. 5 New benchmark of 3m monthly orders achieved in September, with a balance between 3P and 1P 1P orders 1P/3P orders split 7.1x 3P 1P Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 2017 2017 2017 2017 2018 2018 2018 2018 2019 2019 2019 2017 2017 2017 2017 2018 2018 2018 2018 2019 2019 2019 6 Strong network effect 1 2 Marketing New customers More More orders customers per customer #1 market positions supported by powerful network effect 4 3 New More restaurants More orders Retention restaurants 7 Available in 120+ cities. 1P covers 30 cities with a combined population of 42m (30% of RU total) RUSSIA Tver’ Perm Saint-Petersburg Nizhniy Novgorod Novosibirsk Kazan Ekaterinburg Moscow Krasnoyarsk Khabarovsk Omsk Samara Ufa Irkutsk Belgorod Ryazan Chelyabinsk Voronezh Tolyatti Vladivostok Rostov-on-Don Saratov Orenburg Volgograd Krasnodar Sochi Note: as of September 2019 8 improving previous years’ cohorts years’ previous improving as as well customers new by driven are Orders Orders by year of customer acquisition ofcustomer year by Orders 2014 2014 2015 2016 2017 2018 2019 2015 2016 2017 2018 2019 12 2018-09 - month retention rate retention month 2018-10 2018-11 2018-12 2019-01 2019-02 2019-03 2019-04 2019-05 2019-06 2019-07 2019-08 2019-09 9 With further acceleration in Q3 2019 business is firmly on track to more than double revenues in 2019 Revenue, RUB mln 2.9x 1 244 881 865 646 424 433 427 Q1 2018 Q2 2018 Q3 2018 Q4 2018 Q1 2019 Q2 2019 Q3 2019 10 1P unit economics improvement Balance 1P and 3P models for sustainable growth • 1P for better service and better choice • 3P for better margins ↘ Optimization of logistic costs per order ↗ Auto-assigned orders share Q1 2019 Q1 2019 Q3 2019 Q3 2019 11 Addressing food needs of customers 24/7 Food delivery B2B Marketplace delivery Catering Own couriers delivery Group orders Coffee delivery Canteens: food allowance QSR New retail Dark kitchens Users Prepared food kiosks Standard dark kitchens Self-service minimarkets Established brands Decentralized model Hyperlocal model Food subscription Ready-to-eat Mealkits E-Groceries In-restaurant experience Payment services Online hypermarket Order via app inside Corner shop Meal pre-ordering POS integration 12.
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