Car Group Limited · ASX:CAR
Car — Investor Presentation (September 2023)
31 slides from Car's investor presentation, Sep 11, 2023
Slide 1: webmotors Investor Presentation
webmotors Investor Presentation 11 September 2023
Slide 2: Disclaimer and Non-IFRS Information
Disclaimer and Non-IFRS Information Disclaimer What is IFRS and non-IFRS financial information? The material in this presentation has been prepared by carsales.com • IFRS financial information is financial information that is presented in Limited (ASX: CAR) ABN 91 074 444 018 (“carsales") and is gen
Slide 3: Contents
Contents Contents # Section Pages 1 Introduction 4–9 2 National Expansion Update 10 – 15 3 Dealer and Cockpit Overview 16 – 22 4 Media 23 – 27 5 Adjacent Opportunities 28 – 31 3
Slide 4: 1. Introduction
1. Introduction HH) webmotors carsales@)com ltd
Slide 5: webmotors Growth Opportunity
webmotors Growth Opportunity 1 2 3 4 Significant upside The Brazilian auto webmotors has clear Exciting pipeline of to penetration and market is highly attractive audience leadership growth initiatives monetisation • Fifth biggest automotive • Underpenetrated market • Clear market leadership • Key g
Slide 6: The Brazilian Auto Market is Highly Attractive With Upside to Penetration and Monetisation
The Brazilian Auto Market is Highly Attractive With Upside to Penetration and Monetisation Enormous automotive industry in Brazil with large Scope to grow penetration, monetisation and 1 2 addressable market and strong growth potential increase contribution from other revenue sources Annual Transact
Slide 7: webmotors has Clear Audience Leadership and an Exciting Pipeline of Growth Initiatives
webmotors has Clear Audience Leadership and an Exciting Pipeline of Growth Initiatives webmotors has clear audience leadership over Key marketplace, finance and emerging 3 4 horizontal and vertical competitors digital opportunities Media & Membership Unique Audience (m)1 Visits (m)2 Significant oppo
Slide 8: Strong Track Record of Financial Performance
Strong Track Record of Financial Performance Strong and resilient revenue growth through Inherent operating leverage with more economic cycles upside to come Revenue (BRLm) EBITDA (BRLm) 450 180 400 160 396 161 350 140 136 300 318 120 250 100 111 252 200 219 80 89 81 187 150 60 139 100 40 53 50 20 0
Slide 9: Strategic Priorities
Strategic Priorities Trader Interactive’s Priorities National • Increase market share in large areas outside São Paulo and Rio de Janiero Expansion • Deliver increased value for dealer customers through more leads and high Dealer value premium products Growth • Align increased value with growth in y
Slide 10: 2. National Expansion Update
2. National Expansion Update
Slide 11: National Expansion Plan
National Expansion Plan Established leadership Phase 1 target states Other Eastern States Phase 2 target states Strengthen leadership in core markets while growing share in target areas 4% Fortaleza Existing market strength in São Paulo and Rio de Janeiro Recife First phase has delivered market 96%
Slide 12: Marketing Strategy
Marketing Strategy Performance Marketing Brand Awareness Google TV & Pay TV Facebook & Instagram Radio Out-of-home Media Event Sponsorship 12
Slide 13: Marketing Strategy
Marketing Strategy National television advertising across Brazil 13
Slide 14: Marketing Strategy
Marketing Strategy Digital billboards, bus shelters and transit media 14
Slide 15: Marketing Strategy
Marketing Strategy Sponsorship of the Mineiro and Gaúcho Championship in 2023, also in expansion regions Mineiro Championship 2023 Gaúcho Championship 2023 15
Slide 16: 3. Dealer and Cockpit Overview
3. Dealer and Cockpit Overview
Slide 17: Dealer Business Overview
Dealer Business Overview Sophisticated software products and integrations Overview Core Offering • webmotors provides products and services to 17k active dealers • Dealers pay a monthly subscription for access to the Leads Premium platform and are then charged a fee per customer enquiry Provides dea
Slide 18: Dealer Growth Strategic Priorities
Dealer Growth Strategic Priorities Grow • Upside to dealer penetration with 11k incremental addressable dealers 1 customer base • Increased focus on national expansion cities through dedicated sales teams • Increased marketing investment and improved consumer experience to drive lead Grow lead volum
Slide 19: Grow Customer Base
1 Grow Customer Base Large and underpenetrated addressable dealer market Total Addressable Dealers (000)1 Strong focus on increasing dealer subscriptions • webmotors sales team supported by c. 800 Santander sales staff with webmotors KPIs Dealers who are Santander customers 3 • Establishment of an i
Slide 20: Grow Lead Volumes
2 Grow Lead Volumes We are focused on delivering the highest volumes of leads to our dealer customers Dealer Leads1 Traffic growth and improved conversion are driving lead growth Dealer Leads Session to lead conversion (%) • Traffic growth has been moderate during period of elevated interest rates •
Slide 21: Expand Product Offering and Penetration
3 Expand Product Offering and Penetration Focus on development and increased penetration of key products Key Products Dealer Take Rates1 (Average fees per car sold/ average gross margin per car) • Large offline and online • Auto-specialised CRM for • ‘Boost’ is a depth product • Development of new p
Slide 22: Expand Product Offering & Penetration
3 Expand Product Offering & Penetration We continue to increase investment in Cockpit to drive dealer value Strategy 17k+ Training Acquisition Dealers University Inventory Performance Relationship 61 Dealer NPS Inventory +Fidelidade All in 1 place Parceria certa 360k+ After sales Publication Listing
Slide 23: 4. Media
4. Media HH) webmotors carsales(@)com ltd
Slide 24: Media Strategy
Media Strategy Grow direct sales • Increased focus on media segment team to engage 1 OEMs and • Develop and grow direct sales team to build relationships with key agencies and OEMs agencies Expand media 2 product set and • Implement key media products from carsales Australia into webmotors capabilit
Slide 25: Grow Direct Sales Team
1 Grow Direct Sales Team The OEM advertising market is significant with opportunity to increase share Key Brands The Brazilian new car market is highly competitive Market Market Brand Brand Share Share • Approximately 60 brands competing for market share. webmotors is a good place for advertisers 22
Slide 26: Expand Media Product Set
2 Expand Media Product Set webmotors can increase advertiser demand by implementing key products from carsales webmotors app today carsales Australia product set Homepage Buyout Native Ads Creative Native Video Partnerships Branded Content 26
Slide 27: Explore Key Technology Programs
3 Explore Key Technology Programs carsales has a suite of technologies that can enhance webmotors’ media offering Programmatic • Plan is to implement carsales Using match advertisers can match their ignition enables advertisers to plan, create, 1• • programmatic ad tech into webmotors first-party-da
Slide 28: 5. Adjacent Opportunities
5. Adjacent Opportunities HH) webmotors carsales(@)com ltd
Slide 29: Car10 - Market Overview
Car10 - Market Overview Significant opportunity to leverage webmotors audience and capture value across the entire buy-sell-own value chain BUY Brazilian Automotive Repair Market Opportunity • Private listings • Dealer listings • Home Delivery • Feirão (sale event) 320k+ Auto Shops2 • Inspection rep
Slide 30: Car10 Strategy
Car10 Strategy Car10 can leverage webmotors’ audience to generate Strategy to acquire consumers and monetise powerful network effects repair shops repair Consumer Offering Repair Shop Offering More shops Features Features • Vehicle detailing • White-label solutions • Vehicle body work • Unique landi
Slide 31: Progress Update
Progress Update We are continually growing the number of participating auto shops, growing revenue and generating small profits Subscribed Auto Shops (000)1 14 12 10 8 6 4 2 0 Sep-21 Dec-21 Mar-22 Jun-22 Sep-22 Dec-22 Mar-23 Jun-23 (1) webmotors internal data. 31