Omni-channel Growth and Financial Performance

Gaining market share in toys segment detsky mir Toys market and DM sales structure by channels Sales growth 2020-21 DM market shares Key categories enhancing growth 13% 12% 23% 26% 26% 31% Specialist retailers 9.0% +3.8p.p. 52.0 48.2 % % Transport Constructors A Games for preschoolers detsky mir 1.0% Other specialists BC 2020 2021 77% 74% 61% Online retailers 57% 29.0 % +1.1p.p. 43.4 Constructors olo 26.0 % % 42.3% 2020 2021 2020 Total market ■Specialists 2021 detsky mir Other 2020 2021 detsky mir online E-commerce Mass Merchant Sources: NPD report "Trends of the Russian toys market" Notes: Excluding Wildberries Dolls Sport goods & outside games 43

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