Investor Presentaiton

SCALE DRIVES POWERFUL NETWORKS EFFECTS Active Customers' (in thousands) 7 million+ Home Products 1,775 61% 2,858 More Customers wayfair Repeat Orders2 (as % of total orders) 49.1% More Repeat 44.5% LTM Q3 '13 LTM Q3 '14 Advertising Spend ($M) $173 $92 88% LTM Q3 '13 LTM Q3 '14 Brand Purchases wayfair Enables Awareness Fuels Strategic Investment More Revenue Ability to Invest in Merchandising, Marketing, Technology, and Operations 1 Defined as customers who have purchased at least once on our brands' sites during the preceding 12 month period. 2 Defined as total orders delivered from repeat customers. LTM Q2 '13 LTM Q2 '14 Net Revenue ($M) Direct Retail Other 50% Total $1,206 $802 75% $978 $559 $243 $227 LTM Q3 '13 LTM Q3 '14 17

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