earnings release 4q15 · 4q15 earningscall and webcast investor relations ri@b2wdigital.com...

MARCH 11, 2016

EARNINGS RELEASE4Q15

AGENDA

1. 2013-2015 ACHIEVEMENTS

2

2. 4Q15 RESULTS

3. COMMERCIAL AND OPERATIONAL HIGHLIGHTS

4. 2013-2015 INVESTMENTS

2012 2015

3

1. IMPORTANT ACHIEVEMENTS - 2013/2015

1 Refers to 1H12 for 2012 and 4Q15 for 2015; 2 % Total GMV refers to 4Q15; 3 Refers to last quarter of the year (4Q12 and 4Q15); 4 Considers the number of brands with the highest level of customer service reputation (RA 1000), according to the website ReclameAqui.

Investments in logistics, technology and shopping experience created significant barriers to entry of new competitors in the Brazilian e-commerce market.

11.35.4GMV – LTM

(R$ BN)

860 / 10%–Marketplace GMV – LTM (R$ MM / % Total GMV)2

39%5%Mobile

(% of traffic)3

26.8%19.9%Market Share1

4 of 40 of 4RA1000(Customer Service)4

+6 MM net new customersNet New Customers

41 Last twelve months.

2. MAIN INDICATORS – 4Q15

3,749 MM

+18.5%

GMV (R$)

359 MM

+581.7%

GMV MARKETPLACE (R$)

38%

+14.3 p.p.

MOBILE (% OF TRAFFIC)

26.8%

+0.7 p.p.

MARKET SHARE (%)

9.6%

+7.9 p.p.

MARKETPLACE (% TOTAL GMV)

LTM

+1.6 MM

NET NEW CUSTOMERS

1

5

2. GMV GROWTH

14 consecutive quarters of GMV growth above the market.

1Q154Q143Q142Q141Q144Q133Q132Q131Q134Q123Q12 2Q15 3Q15

+32%

+19%

+28%2H12 vs 2H11

+28%2013 vs 2012

+31%2014 vs 2013

+23%2015 vs 2014

2H12 2013 2014 2015

4Q15

CAGR 2012-2015: 28%

6

2. MARKET SHARE EXPANSION

Strong market share gain, consolidating our leadership position in Latin America.

1H12 3Q15

+ 5.8 p.p.

+ 2.9 p.p.

19.9%

26.5%

17.0%

20.7%#2 player

15.3%

26.8%

+ 11.5 p.p.

4Q15

Source: e-Bit (Market) and public filings (#2 player).

7

3. COMMERCIAL AND MARKETING

Strong performance on Black Friday and Christmas, with excellence in inventory management, increased assortment and efficiency in delivery time.

CustomerInventory

management(Stock-out level

below 10%)

Efficiency in delivery times(Productivity gainsin DCs of 11%)

Assortment(+60% in 4Q15)

8

3. MARKETPLACE GMV GROWTH

Marketplace GMV grew 577% vs. 4Q14

More than 2.500 Sellers in just two years of operation.

Integration of Shopgram: new sales channels (Whatsapp and Instagram)

3Q152Q154Q143Q14 1Q152Q14

<1%

261

158

82

533210

Marketplace GMV (R$ MM) Marketplace Participation (% GMV)

359

10%

4Q15

11 DCs – over 500.000 m2 (+ 35% yoy)

142 Hubs (+49% vs. 2014)

LOGISTICS NETWORK

SHIPPING MENU

Same Day

Next Day Fast

Standard Click & Collect

Scheduled

DISTRIBUTION

Distribution Centers

Nationwide coverage with 142 hubs

25

2

1

1

3. LOGISTICS AND OPERATIONS

Expansion of order tracking technology capacity.

B2W Distribution Unit: participation of 70% at the end of 2015.

9

3. “MOBILE FIRST”

B2W Digital’s leadership in migration from

e-commerce to m-commerce.

Nov/15: All apps together were downloaded 1 million times (4x Oct/15).

Increase of 280% in the number of downloads in 4Q15 compared to 4Q14.

38.7%

24.4%

4Q14 4Q15

+ 14.3 p.p.

Mobile Traffic

Americanas.com App: most downloaded on the App Store and on Google Play (on Black Friday).

10

3. DIGITAL SERVICES

11

B2W Services offers complete solutions in the technology

and logistics verticals.

Co-branded credit cards offered for all B2W brands.

In 2015, the portfolio of receivables exceeded the R$ 1.0 billion mark (+40% yoy).

2006 2014 2015

DIGITAL FINANCE

350k cards issued since launching at the end of 2014.

Accelerated learning curve (+75%financial activation rates).

ADVANTAGES TO B2W

Lower MDR.

Greater customer loyalty (+2,1x purchase frequency).

Higher average ticket (+22%).

3. FINANCIAL SERVICES

ADVANTAGES TO THE CLIENT

Exclusive discounts.

Rewards program.

Additional credit limit to purchase on B2W websites.

SUBMARINO FINANCE

1.5 million issued cards.

35% participation in Submarino.com sales.

1 Compared to those observed at the beginning of the Submarino Finance operation.12

In 2015, B2W won the main awards in customer service excellence.

Marcas dos Cariocas:

Best e-commerce brandsAmericanas | Submarino

3. CUSTOMER SERVICE

Marcas Mais:

Best e-commerce brandsAmericanas | Submarino

Top of Mind Internet over the last 8 years

Americanas

Época Reclame Aqui AwardAmericanas | Submarino

eBit DiamanteAmericanas | Submarino

RA 1000 Certification

Americanas | Submarino | Shoptime | SouBarato

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3. DIGITAL TALENT MAGNET

14

Launch of the advanced office of research and innovation at MIT (Boston/USA).

Launch of the International Summer Internship, recruiting students from top North American universities.

Sponsorship of HackPuc, 36-hour hackathon organized by PUC-Rio.

Sponsorship of EmTech Brasil, conference in Rio de Janeiro organized by MIT Technology Review.

3. CORPORATE SUSTAINABILITY

B2W Digital is the first and only e-commerce company to be part of BM&FBovespa’s Corporate Sustainability Index portfolio.

Commitment to sustainable development.

Launch of the TecEscola1 program to train 150 teachers from 50 schools, benefitting 15,000 students.

Support of social projects in education, vocational training and income generation of the Social and Environmental Stock Exchange (BVSA) of the Bovespa Institute.

1 With the support of the Secretary of Education of the State of Rio de Janeiro (Seeduc). 15

B2W will continue investing in the digital platform it has built.

4. 2013-2015 INVESTMENTS

16

201520142013

During the 3-year investment cycle, capex has steadily declined as a % of GMV…

3-year Investment

Cycle

201520142013

3-year Investment

Cycle

…while the coverage of capex by EBITDA has continued to trend upwards.

Note: Total capex of R$ 714mm, R$ 812mm and R$ 808mm in 2013, 2014 and 2015, respectively.

12%9%

7%

60%68%

76%

The Digital Platform that connects People, Business, Products and Services.

4Q15 Earnings Calland Webcast

Investor Relationswww.b2wdigital.com

ri@b2wdigital.comTelephone: +55 (21) 3722-3618