About You : Earnings Call Presentation FY 2024 Results

FY 23/24

EARNINGS CALL PRESENTATION

May 7, 2024

It's ABOUT YOU | aboutyou.com

AGENDA

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BUSINESS UPDATE

FINANCIAL UPDATE

OUTLOOK

Q&A

BUSINESS UPDATE

FY 23/24 KEY TAKEAWAYS

01	FY guidance achieved with Group revenue growth of 1.6% YoY to EUR 1,935.2m and significantly improved adjusted
EBITDA1 of EUR 3.2m (FY 22/23: EUR -137.0m)
02	Improvements across all cost lines: Gross margin increase of 80bp to 38.7% - fulfillment down 150bp to
23.0%, marketing down 500bp to 10.9%, and admin down 10bp to 4.6% (all as a percentage of revenue)
03	Profitability improvements across all segments: DACH delivers a 3.6% adjusted EBITDA margin (FY 22/23: 1.5%),
Rest of Europe (RoE) at -6.8% (FY 22/23: -18.7%), and Tech, Media, and Enabling (TME) at 26.7% (FY 22/23: 16.1%)
04	Positive free cash flow generation of EUR 9.0m (FY 22/23: EUR -261.0m) driven by significantly improved EBITDA,
lower CAPEX, and working capital dynamics
05	Strong progress in strategic initiatives around Commerce and SCAYLE creates basis for sustainable, profitable
growth - underpinned by a visible growth acceleration in Q4 23/24 and a good start into FY 24/25
06	Guidance for FY 24/25: Expected to grow Group revenue between 1% and 10% YoY and increase adjusted
EBITDA1 to a range of EUR 10m to 30m

1. EBITDA adjusted for (i) equity-settledshare-based compensation expenses, (ii) restructuring costs, and (iii) one-time effects

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DELIVERING ON GUIDANCE DESPITE MARKET HEADWINDS

FY 23/24 ACTUALS VS. GUIDANCE

REVENUE

ADJUSTED EBITDA

CAPEX

NWC

+1.6%	EUR 3.2M	EUR 38.8M	EUR (16.9)M
NARROWED GUIDANCE:	GUIDANCE:	GUIDANCE:	GUIDANCE:
AROUND LOWER END OF 1-11%	BREAK-EVEN	EUR 30-50M	AROUND FY 22/23 (EUR 40.7M)

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STRONG CONTROL OVER KEY COST LINES

EXCERPT Q3 22/23 PUBLICATION

FY 23/24 ACTUALS - BRIDGE AS % OF REVENUE

							0.1%		0.2%
					5.0%
	(7.2)%
				1.5%
			0.8%
Adjusted	Gross	Fulfillment Marketing	Admin	Adjusted
EBITDA	margin	costs	costs	costs	EBITDA
FY 22/23						FY 23/24

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TRANSITIONING TOWARDS HIGHER CUSTOMER VALUE

ABOUT YOU COMMERCE REVENUE BY COHORT1

BY CUSTOMER VALUE

(EUR M)

1,114

249

692 211

170

131 250

392 404

FY 19/20

FY 20/21

		1,800		1,825
1,586						229
		278
						141
311
	196
		243
236		336		287
355		324		302
249		238		222
435		428		399
FY 21/22	FY 22/23	FY 23/24

(ILLUSTRATIVE, TOTALS IN EUR M)

1,800 1,825

1,586

1,114

692

FY 19/20

FY 20/21

FY 21/22

FY 22/23

FY 23/24

New customers	19/20 Cohort	21/22 Cohort	23/24 Cohort	New	Unprofitable	Profitable
1st transaction
Cohorts 18/19	20/21 Cohort	22/23 Cohort
and earlier

1. ABOUT YOU Commerce DACH and RoE countries, transactional revenue only, i.e., excluding internal and other revenue, including revenues from ABOUT YOU employee cohorts

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THREE INITIATIVES UNLOCK THE NEXT GROWTH WAVE

KEY COMMERCE GROWTH INITIATIVES FOR FY 24/25

CUSTOMER ENGAGEMENT	FASHION ASSORTMENT	OPERATING MODEL
A DRIVERS	B EXPANSION	C EXTENSION

BUILDING THE MOST COMPLETE FASHION PLATFORM IN EUROPE

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ANEXT LEVEL ENGAGEMENT ENABLED BY AI

EXEMPLARY ENGAGEMENT INITIATIVES FOR FY 24/25

PERSONALIZED ACCESS

• AI shopping assistants
• 3D size & fit features

SMART PROMOTIONS

• Personalized coupons
• Personalized campaigns

ENRICHED CONTENT

• GenAI editorials
• Live shopping

GAMIFICATION

• Reward program
• Collection mechanisms

A_CUSTOMER ENGAGEMENT DRIVERS

B_FASHION ASSORTMENT EXPANSION

C_OPERATING MODEL EXTENSION

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