Detsky Mir Expansion Strategy

High revenue growth and solid gross margin driven by private-label expansion Group revenue is growing across all segments(1) (RUB m) Keep investing gross margin in price leadership +15.0% 35 672 +14.3% 44 488 4 -116 38 915 336 438 1 410 53 158 1166 31 020 203 68 170 974 37 101 42 623 34 001 29 605 113 326 1 232 34,1% detsky mir 31,1% 29,3% 29,6% +4.5% 13 845 13 255 +16.1% 10 550 9 085 Q4'19 Q4'20 Q1'20 Q1'21 Gross profit (RUBm) -Gross profit margin (%) 39.7% 40.7% 39.1% 40.4% Q4 '19 Detsky Mir in Russia Zoozavr Source: Company data. Q4'20 Q1'20 Q1'21 Detsky Mir in Kazakhstan ELC &ABC Detmir in Belarus Private label & direct imports (Russia), % of revenue(2) (1) Hereinafter, revenue is net of value added tax and includes revenue from the sale of goods as well as fees charged by the Group to third-party sellers for selling their goods through the Group marketplace. Detsky Mir in Russia includes all sales of children's goods in Russia, as well as the sales results of the Detmir Pickup chain. Zoozavr includes all sales of pet products, including sales made via the Company website and mobile app. (2) Sales of private labels and direct imports in Russia include sales of all children's goods in Russia, including through the Company website and mobile application. 32

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