2Q18 ResultsAugust 10, 2018
2
AGENDA
1| Results
2| Operational Highlights
3| Q&A Session
3
1| Results
2Q18 RESULTS
TOTAL GMV (R$)
3,201 MM +25.0%
MARKETPLACE GMV(R$)
1,511 MM +85.3%
MARKETPLACE(% Total GMV)
47.2%+15.3 p.p.
MARKET SHARE (%)
27.0% +2.6 p.p.
SELLER BASE(# Sellers)
15.4 K+3.3 K (vs. 1Q18)
B2W ENTREGA(# Sellers)
11.3 K+3.6 K (vs. 1Q18)
4
1| Results
CASH GENERATION (CONSUMPTION) – 2Q18
Evolution of 91% in cash consumption in 2Q18, totaling a reduction of R$ 328 MM.
3Q16
-487
-362
-1,146
-447
339
509
44
3Q17 4Q16 4Q17 1Q17 1Q18 2Q17 2Q18
-34
-R$ 328 MM
Cash generation (Consumption) (R$ MM)
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1| Results
CASH GENERATION (CONSUMPTION) - LTM
Positive cash generation of R$ 42 MM in 2Q18 LTM
-1,656
2Q17 (LTM)
42
2Q18 (LTM)
Reduction of ~R$ 1.7 Billion
Cash generation (Consumption) (R$ MM)
6
Marketplace Participation (%/ Total GMV)
816
1,511
2Q15 2Q16
397
158
2Q17 2Q18
6.8%
16.7%
31.9%
47.2%
5,897
2Q17 LTM
3,021
2Q18 LTM
24.1%
45.1%
Marketplace GMV (R$ MM)
+2.0x
2| Operational Highlights
EVOLUTION OF THE MARKETPLACE
GMV of R$ 1.5 Bn in 2Q18 and R$ 5.9 Bn in 2Q18 LTM
7
1H15 1H16
6.0
15.4
4.0
1H17 1H18
+0.7 K
Sellers (Thousands)
+15.1 thousand Sellers
0.31.0
2014
+3.0 K
+2.0 K
+9.4 K
15.4 thousand Seller Base in 1H18
2| Operational Highlights
EVOLUTION OF THE SELLER BASE
8
1H15 1H16
3.6
6.4
2.0
1.2
1H17 1H18
+0.4 MM
SKUs (MM)
+5.6MM SKUs
0.8
2014
+0.8 MM
+1.6 MM
+2.8 MM
6.4 MM SKUs in 1H18
2| Operational Highlights
EVOLUTION OF ASSORTMENT
Purchase quickly at americanas.com and shoptime to
receive money back (cashback)
Transferir Carregar saldo
R$ 512,00
9
2| Operational Highlights
LAUNCH OF AME DIGITAL
Transfer and Receiptof Funds
Cash In
Transferência e recebimentode recursosCarregar saldo
R$ 1.024,00
DigitalPayment Account
10
Throughout 2018, AME has a fantastic roadmap of new services
and functionalities to be launched.
2| Operational Highlights
ROADMAP AME DIGITAL
60 days
300
Thousand (Accts)
06/05/2018
Official
Launch
06/26/2018
Official
Launch
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CLIENT
Improved delivery and freight terms
Expansion of delivery area
Free shipping and immediate withdrawal
Ease of searching for items online/offline
Assortment Diversification
More Convenience
B2W/LASA
Greater Flow in stores and sites
Capturing new customers
Lower shipping cost
Increase in delivery capillarity
Click &Collect
Higher Sales
Click &CollectNow
LASASeller
2| Operational Highlights
LET’S: O2O – ONLINE TO OFFLINE
12
14K
Mar/18 Jun/18
10K
6K
Dec/18
…
+4K
800
Mar/18 Jun/18
580
400
Dec/18
…
+180+1,000
Jun/18
(pilot)
Aug/18
100
10
Dec/18
…
+90
LASA as a Seller (SKU’s)Click and Collect (# of Stores) Click and Collect Now (# of Stores)
2| Operational Highlights
LET’S: O2O – ONLINE TO OFFLINE
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2| Operational Highlights
FAST DELIVERY: NEW FREIGHT MENU
Click & Collect Now
Click & Collect
2 Hours Same Day Next Day 2 Days Standard
1 hour(available for
pick-up)
48 hours(delivery terms)
2 hours(delivery terms)
8 hours(delivery terms)
24 hours(delivery terms)
48 hours(delivery terms)
within 7 days(delivery terms)
MainCapitals
BRAZILNationwide
SP and RJ SP and RJ SP and RJSP, RJ, MG, PR,SC, RS
and PE
BRAZILNationwide
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2| Operational Highlights
DIRECT COLLECT: LAST MILE START UP
Seller B2WMarketPlace
FIRSTMILE HUB B2W LAST MILE CLIENT
OPTION 1Fulfillment
Storage + Delivery
OPTION 2Pick Up
Withdrawal from Seller DC
(Large Operations)
OPTION 3Drop Off
Direct Hubs
OPTION 4Drop Off in StoreLojas Americanas
Direct Collect will withdrawal products sold by Marketplace Sellers (Small and Medium). The new service will allow more sellers to be connected to B2W Entrega
(Small and Medium)
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2| Operational Highlights
RAPID EVOLUTION OF B2W ENTREGA
#Sellers % Seller Base
Jun/18 11.3 K 73.4%
Mar/18 7.7 K 63.6%
Dec/17 4.9 K 50.5%
Sep/17 2.5 K 32.1%
Jun/17 1.4 K 23.3%
Mar/17
(launch)150 3.0%
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2| Operational Highlights
CUSTOMER SERVICE
Average grade¹ 7.0 5.9 5.6 4.9
Solution index¹ 89% 81% 80% 74%
Would buy again¹ 72% 59% 56% 49%
B2W continues to be recognized for the highest customer service.
1P 3P 1P² 3P³
COMPETITORS
¹ According to Reclame Aqui: Last 12 months / Base 7/31/2018.
² Considers the sites Pontofrio.com, Casasbahia.com, Extra,com, Walmart.com and Magazineluiza.com.
³ Considers the Marketplace operations of Pontofrio.com, Casasbahia.com, Extra,com, Walmart.com and Mercado Livre.
The Digital Platform that connectsPeople, Businesses, Products and Services.
2Q18
Results Investor Relations
ri.b2w.digital
Telephone: +55 (21) 2206-6000