#1zoop ZOOPLUS AG INVESTOR PRESENTATION DR. CORNELIUS PATT, CEO ANDREAS MAUERÖDER, CFO September 2020 zooplus#2DISCLAIMER zooplus This document includes supplemental financial measures that are or may be non-GAAP financial measures. These supplemental financial measures should not be viewed in isolation as alternatives to measures of zooplus' financial condition, results of operations or cash flows as presented in accordance with IFRS in its Consolidated Financial Statements. Other companies that report or describe similarly titled financial measures may calculate them differently. This document contains statements related to our future business and financial performance and future events or developments involving zooplus that may constitute forward-looking statements. We may also make forward-looking statements in other reports, in presentations, in material delivered to stockholders and in press releases. In addition, our representatives may from time to time make oral forward- looking statements. Such statements are based on the current expectations and certain assumptions of zooplus' management, and are, therefore, subject to certain risks and uncertainties. A variety of factors, many of which are beyond zooplus' control, affect zooplus' operations, performance, business strategy and results and could cause the actual results, performance or achievements of zooplus to be materially different from any future results, performance or achievements that may be expressed or implied by such forward-looking statements or anticipated on the basis of historical trends. Further information about risks and uncertainties affecting zooplus is included throughout our most recent annual and interim reports, which are available on the zooplus website, investors.zooplus.com. Should one or more of these risks or uncertainties materialize, or should underlying assumptions prove incorrect, actual results, performance or achievements of zooplus may vary materially from those described in the relevant forward-looking statement as being expected, anticipated, intended, planned, believed, sought, estimated or projected. zooplus neither intends, nor assumes any obligation, to update or revise these forward-looking statements in light of developments which differ from those anticipated. Due to rounding, numbers presented throughout this and other documents may not add up precisely to the totals provided and percentages may not precisely reflect the absolute figures. ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 2#3ZOOPLUS AG A LEADING PLAYER IN THE BOOMING PET SUPPLIES CATEGORY zooplus zooplus Search the store Shopping Basket Dog Cat Small Pet Bird ⭑Exclusives + Vet Top Brands Special Offers My zooPoints 348 Dog Dry Dog Food Wet Dog Food Dog Treats & Dog Bones * Exclusive Dog Food & Treats Dog Specialist Diets & Supplements Dog Beds & Dog Baskets All Cat Dry Cat Food Wet Cat Food Foo ✰ Top Brands at zooplus: WOLF ROYAL CANIN ARDEN GRANGE Applaws NATURAL WILDERNESS Hills zooplus 1) in terms of sales and active customer base; 2) as of end of H1 2020, based on LTM ✓ Number one online retailer in Europe and second in total market 1 ✓ EUR 1.5 bn in sales (2019) ✓ 95% revenue retention rate 2 ✓ 8.1 million active customers 2 ✓ Digital offering for pet owners in 30 countries and 24 languages ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 3#4zooplus 20+ YEARS INTO THE BUSINESS, WE KNOW WHAT WE STAND FOR - OUR USPS Specialist retailer Customer benefits first 100% ecommerce Efficiency-driven Product=Data+Tech driven Strategic Partner ☐ Pan-European Governance compliant ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 4#5ZOOPLUS IS THE DEDICATED PET SPECIALIST THAT CARES Zooplus WE'RE DOING ALL WE CAN TO SUPPORT YOU BECAUSE WE LOVE PETS... ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 5#6MEGATRENDS ARE FUELING GROWTH PROSPECTS IN zooplus PET SUPPLY CATEGORY GROWING PET POPULATION Over 80m households in Europe with one pet or more HUMANIZATION OF PETS Pets are increasingly viewed as a family member with spend per pet increasing SPECIALIZED PET NUTRITION Premiumisation trend in pet food driving specialty trade to grow faster than grocery segment HUGE COMMERCIAL OPPORTUNITY IN PETS zooplus ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 6#7PET SUPPLIES RETAIL LANDSCAPE IN EUROPE COMPETITION FALLS INTO THREE CATEGORIES We're operating in a highly fragmented market ONLINE PURE PLAY zooplus Valuable industry partner to suppliers ✓ Ideally positioned to capture growing online share ✓ Low CAPEX requirements and significant scale advantages ✓ Strong logistics network ✓ Own brand portfolio adds to differentiation and supports incremental value creation MASS GENERALIST amazon Limited access to premium brands Supporting digitization of category Low offering overlap: only 20% of zooplus Top 500 Sellers available on amazon prime High e-commerce and logistics competencies - - - - BRICKS AND MORTAR pets at home ARCAPLANET. Pet store. Pet stories. Musti GROUP FRESSNAPF Tiendanimal Online offering competing with physical store presence High CAPEX requirements Low logistics / FC capacity High dependancy towards own white label products Low e-commerce competencies zooplus REGIONAL ONLINER fetch The pet store from Ocado Wanin EAST MedicAnimal.co ZooRoyal® CARL WITH A CONSCIENCE Low scale advantages Pricing is only USP High operating cost Low logistics / FC capacity Mostly no own brands ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 7#8ZOOPLUS AG IS DOMINATING THE EUROPEAN ONLINE SPACE FOR PET SUPPLIES zooplus channel shift still ongoing 16% online € 25bn market opportunity in Europe¹ » CAGR ~3% p.a. ● Pet Supplies still underrepresented in the online sphere compared to other categories zooplus is an important retail partner in Europe for brands and driving digitization of category o Market is resilient to economic cycles ● Highly recurring and fast turnover of product due to constant demand o Low return rates and future growth prospects make for an attractive category to operate in 1) total net market for pet supplies in Europe = online + offline market, based on Euromonitor International 2020 and management estimates ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 8#9ZOOPLUS OFFERS A UNIQUE CUSTOMER PROPOSITION IN EUROPE AND AN EXCELLENT CONSUMER EXPERIENCE zooplus ACCESS TO ALL LEADING PREMIUM BRANDS zooplus BEST VALUE FOR MONEY & REWARDS SEAMLESS SHOPPING EXPERIENCE 1. + 2. 3. + DEDICATED CUSTOMER CARE 4. FAST & CONVENIENT DELIVERY our key drivers for consumer satisfaction in a digital world 5. ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 9#10ZOOPLUS IS THE ONLY CATEGORY SPECIALIST WITH A PAN-EUROPEAN LOGISTICS NETWORK SCALE ADDING TO RESILIENCE ADVANTAGE OF ZOOPLUS IN COVID-19 TIMES zooplus Fulfillment center (FC) Hubs (DSP) shown are selected relations from FC to Hub of DSPs TECH DRIVEN CAPACITY & REPLENISHMENT > FCS RUNNING AT FULL OUTPUT SHELF SPACE FOR STOCKING UP N PRODUCT AVAILABILITY COMPETITIVE DELIVERY TIME YODEL post n GLS DHL chronopost CORREOS BRT Post dpd 11 fulfillment centers across Europe operated by partners with low CAPEX requirement ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 10#11COVID-19 AND PET SUPPLIES CATEGORY IN EUROPE TACTICAL IMPACT ON BUSINESS Helped us temporarily reduce our ad spend without losing reach Served as a push for first-time e-commerce usage in our category Consumption patterns remained unchanged in our category Offliners were classfied as essential and did not go out of business Organic Traffic Paid Traffic C O OPEN zooplus ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 11#12KEY FINANCIAL HIGHLIGHTS - STRONG PERFORMANCE IN Zooplus H1 2020 SALES (in EUR m) 643 +24% vs. PY 727 862 +19% vs. PY vs. PY +13% EBITDA (in EUR m, in % of sales) 29.4 +3.4% +0.6% -0.8% 4.5 H1 2018 H1 2019 H1 2020 1,342 +21% vs. PY 1,524 +14% vs. PY 1,765 +16%E vs. PY -5.0 H1 2018 H1 2019 H1 2020 ≥40.0 +2.3% E +0.8% +0.6% 11.8 8.6 FY 2018 FY 2019 FY 2020E FY 2018 FY 2019 FY 2020E New Customer Sales Existing Customer Sales ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 12#13STRATEGIC BUSINESS KPIS - ALL INDICATORS SIGNIFICANTLY IMPROVED IN H1 2020 H1 2018 H1 2019 H1 2020 Revenue Retention Rate 94% 92% 95% New Customer 2nd Order Sales +20% -8% +21% Customer Acquisition Cost (in €) 11 16 10 Own Brands Share (% of food Sales) 14% 15% 17% Gross Margin (% of Sales) 27.7% 28.4% 30.5% Basket Size (in €) 54 55 57 Operational Efficiency 1) (in % of Sales) 22.0% 21.0% 20.8% 1) Logistics costs + payment costs + customer care costs zooplus Revenue Retention and NC 2nd Order Sales are the key contributors to sustainable top line growth o Customer Acquisition Cost significantly reduced Own Brands Share is a key driver for Gross Margin Basket size increase is helpful for operational efficiency ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 13#14BETTER NEW CUSTOMER QUALITY IN H1 2020 TRANSLATES INTO SUSTAINABLE GROWTH zooplus Repeat purchasing H1 2019 H1 2020 new accounts 1) o Sales -8% +21% ○ Accounts -4% +14% Sales per Account -5% +6% Share of new 28% 32% accounts with repeat purchases 2) 1)At least one consecutive order 2) Of all new accounts, note - only limited opportunity for repurchases after 6 months into the year of acquisition o Key lesson taken from 2019 – we need to focus on quality customers. Only repurchasing accounts contribute to future growth o Improved early stage cohort behavior compared to H1 2019 cohort reflects revised acquisition channel mix, unbiased customer value proposition and better use of loyalty & retention tools o Sales volume from 2nd order on with strong increase - both driven by loyalty and basket size ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 14#15ZOOPLUS HAS A GROWING LOYAL CUSTOMER BASE AND A HIGH REVENUE RETENTION RATE ACTIVE CUSTOMER BASE1 (in k) zooplus 7,195 8,062 +12% H1 2019 H1 2020 ACTIVE REPEAT CUSTOMER BASE 2 (in k) 4,781 +16% 95% Revenue Retention Rate 3 4,117 H1 2019 H1 2020 1)All customers with one order in LTM; 2) All customers with one consecutive order (=at least 2 orders) in LTM; 3) Sales retention 12 months rolling (net, non-BMF); All figures based on H1 2020 figures ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 15#16OUR NEW STRATEGY BALANCES CUSTOMER QUALITY, SCALING AND EFFICIENCY SPEND ON CUSTOMER ACQUISITION AND LOYALTY (AS % OF SALES) 5.9% Traffic Acquisition 4.2% 3.3% 3.8% 1.7% 1.9% 0.2% New Customer 1) Discount 0.5% Repeat Customer 2) 1.7% Discount 2.1% Loyalty Program 0.4% 2019 EUR 727 m 1.7% 2.3% 0.6% 2020 EUR 862 m zooplus o Massive increase in new business acquisition efficiency: budget at 50%, with new business at 120% of PY ● Tactical situation in months March, April and May helped efficiency • 91% 95% revenue retention increase driven by quality focus and better use of retention and loyalty tools o Main driver for growth: consistently positive customer experience throughout Q1 & Q2 1) New: Starter coupons; 2) Repeat: SaverPlan discounts ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 16#17LOYALTY PROGRAMS DRIVING CUSTOMER RETENTION AND REPURCHASE RATE SaverPlan 3% für 2 Jahre Best Value for Money zooPoints + 25 Interactive Shopping Experience zooplus APP Multi-platform Shopping Experience 44 3% für 2 Jahre REACTIVATION zooplus 25 + ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 17#18SALES VOLUME INCREASED BY EUR 136 m VS. H1 2019 - GROWTH PATH CONTINUED IN Q2 2020 SALES (in EUR m) zooplus vs. H1 2019 +19% 440 419 423 363 363 378 +13% vs. PY +14% vs. PY +14% vs. PY +14% vs. PY +21% vs. PY +16% vs. PY o zooplus continued to benefit from strong online demand and high loyalty of existing customers o Strong y-o-y development affirms successful efforts on improving customer activation and sales retention combined with solid sales execution o High growth of accessories sales (+32% vs. Q2 2019) proves success of the active steering of the product sales mix meeting increased customer demand in Q2 Q1 2019 Q2 2019 Q3 2019 Q4 2019 Q1 2020 Q2 2020 ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 18#19ZOOPLUS IS THE ONLINE MARKET LEADER IN EUROPE AND IS GAINING SHARE FROM OFFLINE TOTAL MARKET SHARE1 ZOOPLUS SALES BY REGION IN H1 2020 (in EUR m) 8% 6% DACH FR 142 9% BENELUX 95 +15% 14%2 PL 88 80 +25% 4% IT 71 +24% 3% UK, IE 69 69 +20% 5%2 CEE 61 +25% other than PL 6% NORDICS 51 +13% 5% ES,PT 49 +14% 246 zooplus +17% +19% Pet supplies market1 EUR 25.3 bn 1)Total net market = online + offline market, based on Euromonitor International 2020 and management estimates as of June 2020 in relation to zooplus FY 2019 sales figures; 2) change vs. prior disclosure due to updated market data reflecting an overall larger total market in Poland and CEE; zooplus continues to outperform total market growth in respective markets. ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 19#20GROSS MARGIN FURTHER IMPROVED IN Q2 2020 - STRONG INCREASE COMPARED TO PY GROSS MARGIN1 zooplus vs. H1 2019 +2.1% p 31.6% 30.2% 28.2% 28.7% 28.7% 29.4% +1.2% p +2.9% p vs. PY vs. PY Q1 2019 Q2 2019 Q3 2019 Q4 2019 Q1 2020 Q2 2020 1) Gross margin = sales - cost of goods (as a % of sales) o Sustainable increase in margin in food segment driven by active management of product sales mix o Surge in demand for accessories in Q2 and the continued trend towards own brand sales driving gross margin improvement Solid yield management focusing on loss leaders (avoidance) supports positive development of gross margin ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 20#21OWN BRANDS PORTFOLIO CONTINUES TO OUTPERFORM TOTAL FOOD AND LITTER SALES OWN BRAND SALES & SALES SHARE FOOD & LITTER (in EUR m) vs. H1 2019 +32% 64 64 61 Turizon DRY CAT FOOD FRESH WILL CHICKEN & FISH Purizon Single Meat 70 CONCEPT FOR LIFE WOLF COSHA COSMI COSMA SALEKIES zoolo TUNA GRAB SALMON WILDERNESS ELEMENTS zooplus CONCEPT FOR LIFE VETERNARY DET briantos PREWEN USE FI WILD FREEDOM Tigerino Special Care Rocco A Casa -ERVED TREFFI Tigeria MIX NOT SPIRIT C AFRIC Fukullus CLASSIC CONCEPT FOR LIFEA ROSIE'S FARM NER Date 52 48 49 17.9% 16.7% 16.5% 15.9% 15.6% 15.3% Q1 2019 Q2 2019 Q3 2019 Q4 2019 Q1 2020 Q2 2020 SHRIMPS COSMA TUNA SHIRTIES ليا будут o High-margin business in the mid to premium segment contributing to gross margin expansion o Growth index own brands / food 2.2 in Q2 2020 (H1 2020: 1.7) ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 21#22STRONG INCREASE OF BASKET VALUE - DRIVER FOR LOGISTICS EFFICIENCY AVERAGE BASKET VALUE (NON-BMF; in EUR) 54.2 55.2 54.8 55.6 +0.4 € vs. PY zooplus 57.2 +2.4 € vs. PY • Successful upselling measures and incentives drive basket value in H1 2020. Accessories sales make a helpful contribution ○ Bigger baskets correlate positively with repurchase likelihood o Increased basked value with - positive impact on logistics cost efficiency Price increases in delivery and additional logistics cost related to protective COVID- 19 measures fully compensated H1 2018 H2 2018 H1 2019 H2 2019 H1 2020 Based on order date ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 22#23COST EFFICIENT OPERATION CREATING MOAT FOR ONLINE AND OFFLINE COMPETITORS COST STRUCTURE (in % of SALES) zooplus Ad./Marketing 3.3% 1.7% Logistics 18.4% 18.1% Payment 1.1% 1.1% IT/Admin 2.5% 1.9% Personnel² 3.5% 3.7% FX gains & losses 0.0% 0.2% H1 2019 H1 2020 1) Impairment expenses on financial assets reclassified to payment 2) Including LTI & SOP; own work capitalized reclassified to personnel o Reduced marketing spend vs. PY - back in efficient territory while increasing new business intake o Larger baskets prompting for higher value per parcel, offsetting additional cost for higher FC capacity o Increase in IT/Admin cost base reflecting higher non-operating expenses for strategic projects ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 23#24EBITDA DRIVEN BY PRODUCT MIX & COST EFFICIENCY, SOLID FREE CASHFLOW IN H1 2020 EBITDA (in EUR m) CASH FLOW H1 2020 (in EUR m) +22.7 0.6% 4.5 H1 2019 +24.9 3.4% 29.4 6.9 H1 2020 H1 2019 % values: EBITDA margin (of sales) 29.6 H1 2020 zooplus ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 24#25STRONG FREE CASHFLOW GENERATION UNDERLINES OWN FINANCING CAPABILITIES OF ZOOPLUS CLEAR PRIORITIES FOR CASH: FUEL FUTURE GROWTH 1 REINVEST INTO CUSTOMER GROWTH & CUSTOMER LOYALTY 2 REINVEST INTO STOCK AND PRODUCT AVAILABILITY 3 REINVEST INTO ENHANCING CUSTOMER EXPERIENCE zooplus ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 25#26GUIDANCE 2020 (Updated on July 14, 2020) zooplus#27UPDATED FINANCIAL YEAR 2020 OUTLOOK - ZOOPLUS INCREASES TARGETS DUE TO RESILIENT DEMAND zooplus SALES GROWTH (in EUR m) 225 m approx. 240 m EBITDA (in EUR m) at least 20 m at least 40 m 2020 May 7, 2020 2020E July 14, 2020 2020 May 7, 2020 2020E July 14, 2020 UPDATED THE FINANCIAL YEAR 2020 OUTLOOK ON JULY 14, 2020 ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 27#28SHAREHOLDER STRUCTURE Others: 33.17 %* zooplus AG Management: 5.00 %** MFS Meridian Funds: 3.02 % Norges Bank Investment Management: 3.89 %** Luxempart S.A.: 4.99 % The Capital Group Companies, Inc.: 10.18% Maxburg Beteiligungen GmbH & Co. KG: 9.94% Ruane, Cunniff & Goldfarb: 8.91 % Union Investment: 5.62 % Kapitalforeningen Investin Pro: 5.17% Adelphi Capital LLP: 5.09 % Pelham Capital Ltd: 5.02% As of July 29, 2020; Calculation based on a total number ov voting rights of 7,149, 178; Share ownership according to published voting rights notifications; Free float of 90.06% according to the definition of Deutsche Börse: ** including equity instruments zooplus ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 28#29ZOOPLUS AG: THE DEDICATED PET SPECIALIST REASONS TO INVEST IN ZOOPLUS AG zooplus (1) Leading player in the resilient pet supplies category and a booming pet market (2) Dominating the European online space - only retailer present in 30 countries (3) Pet care is expected to prove resistant to the recession created by COVID-191 (4) Fast growing additional,,best value for money' own brands business next to classical brand retail (5) Revenue Retention Rate of 95% with an extremly loyal customer base (6) Strong free cashflow generation and self-financing capabilities (7) Underlying business is structurally profitable 1) Euromonitor International Pet Care Quarterly Statement Q3 2020; Passport Report August 2020 ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 29#30IR CONTACT & FINANCIAL CALENDAR Next publications 9-Monthly Report 2020 Date November 17, 2020 zooplus zooplus Investor Relations Diana Apostol Sonnenstr. 15 80331 Munich Germany tel: +49 89 95 006 210 fax: +49 89 95 006 503 email: [email protected] Web: investors.zooplus.com ZOOPLUS AG | INVESTOR PRESENTATION | SEPTEMBER 2020 30