Investor Presentaiton

INVESTOR PRESENTATION 13 SELLING, GENERAL AND ADMINISTRATIVE EXPENSES GENERAL AND ADMINISTRATIVE EXPENSES RUB mln -28% 7,280 6,922 10% 5,235 SELLING EXPENSES RUB mln 3,318 4,822 -5% 4,560 9% 7% -2 p.p. 6% 6% 5% FY 18 FY 19 FY 20 G&A G&A as % of revenue Source: IFRS Financial statements, y-o-y change was calculated without rounding FY 18 FY 19 Selling expenses FY 20 Selling expenses as % of revenue • Selling, general and administrative expenses continue to decline in RUB terms Current efforts aimed at streamlining business processes and Company structure lead to a 28% drop in G&A expenses Selling expenses in RUB terms were down by 5%, even after new contract sales in monetary terms grew by 3% y-o-y

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