Scout24 Se · XETR:G24
Scout24 — Investor Day (November 2019)
75 slides from Scout24's investor day presentation, Nov 26, 2019
Slide 1: Make it happen! Capital Markets Day 2019
Make it happen! Capital Markets Day 2019 Selected Slides Scout24 26 November 2019
Slide 2: Disclaimer
Disclaimer This document has been issued by Scout24 AG (the “Company” and, together with its direct and indirect subsidiaries, the "Group") and does not constitute or form part of and should not be construed as any offer or invitation to sell or issue, or any solicitation of any offer to purchase or
Slide 3: From strategy to reality - Making it happen
From strategy to reality - Making it happen . ImmoScout24: building the ecosystem for real estate in Germany . AutoScout24: driving innovation across the consumer and customer journey . Translating strategy into value creation . Shaping the marketplace of the future
Slide 4: 1. From strategy to reality — Making it happen
1. From strategy to reality — Making it happen
Slide 5: We are more relevant than ever
We are more relevant than ever Well positioned in an evolving industry many Page5 Capital Markets Day 2019 79% 57% ImmoScout24 is #1 in Germany and we are a leading player across AutoScout24 geographies Deep repository of consumer, listing and transactional data over 20 years Track record of sector
Slide 6: We have delivered on our commitments
We have delivered on our commitments Revenue growth at low double- digit oOoEBITDA margin at low-single- digit expansion p.a. Strong cash flow profile that de-levers at c.1x p.a. Improve Consumer Journey — Increase Lead Quality & Revenue. £ <6 4 Notes: 1. Defined as oo€ BITDA less operational capex
Slide 7: Online marketplaces are evolving beyond their traditional roles
Online marketplaces are evolving beyond their = traditional roles = C3 er Platform Dealer / agents manual search growth primarily from scale / specification of preferences price increases traffic leads listings + money Page? Capital Markets Day 2019 Scout24
Slide 8: As consumers' and customers' needs get more complex, marketplaces need to evolve
As consumers’ and customers’ needs get more complex, marketplaces need to evolve a @ needs a trusted partner ® highly localized A © predict demand » beyond listings cs) “ii deliver individualized results “» actively triggering demand oe £3 multi-choice & best-choice @ realtime ® amore transparent ma
Slide 9: Opportunity to expand beyond our attractive core market
Opportunity to expand beyond our attractive core market (immo) Scout24 Total Addressable Market expansion levers * Moving beyond the sale * Multiple touch points across ecosystem * Source of mandates for agents — not just leads c£0.4bn = Online Marketing Marketing spend Notes 4, Germany only Page9 C
Slide 10: We have a deep understanding of the needs of the Property and Auto ecosystem
We have a deep understanding of the needs of the Property and Auto ecosystem Consumers Sick and tired of real estate agents calling me with properties that | am not interested in Would love to sell my car at a decent price through a counterparty Ican trust Consumers Page10 Capital Markets Day 2019 I
Slide 11: Our product offering is stronger than ever for ImmoScout24
nd our product offering is stronger than ever for ImmoScout24... --- Premium membership: Subscription —_ package for users that reduces friction for rental applications \ oo) E Further investments Homeseller Hub: — One-stop-shop for all seller needs Realtor Lead-Engine (RLE): Leading avenue for sour
Slide 12: ... and AutoScout24
.. and AutoScout24 DirectSale: Lets consumers . ” > sell their car online with ease and convenience § #SocialTurbo: | thre Eintrittskarte zu den sozialen Medien: shew their stock on Facebook and Instagram OneClick: Enables transactions AutoScout24 OneClick: © for dealers by letting buyers purchase S
Slide 13: Our roadmap to long term shareholder value creation
Our roadmap to long term shareholder value creation Profitable growth Operational excellence ® Simple, lean, agile structure and processes ® “Growth Simply Done” (GSD) © Transition to fully networked +) program to further optimize marketplace efficiency — Increase TAM vV — Improve monetization — Acc
Slide 14: 2. ImmoScout24: building the ecosystem for real estate in Germany
2. ImmMoScout24: building the ecosystem for real estate in Germany Page14 Capital Markets Day 2019
Slide 15: At the heart of the German real estate ecosystem for years
At the heart of the German real estate ecosystem for 21 years The #1 platform serving home owners, agents and consumers Superior value proposition with unique localized data capabilities Well positioned to capitalize on market dynamics to increase monetization and TAM Scout24
Slide 16: We have changed the way home owners, agents and consumers transact
We have changed the way home owners, agents and consumers transact Home Owners Agents Consumers Page16 Capital Markets Day 2019 “Print era” Complex and non-transparent sale and rent process Simple property marketing in newspapers and branches Cumbersome search process focused on local areas Rise of
Slide 17: Shaping the German real estate market over the past years
Shaping the German real estate market over the past 20 years “Print era” Rise of online classifieds Home f Private f Branchenbuch Real estate Realtor Real estate Home owners listings directory valuation lead-engine Atlas Seller Hub Premium Virtual property partner tours Agents awards Tailored Revati
Slide 18: Uninterrupted and resilient growth delivered since our inception
Uninterrupted and resilient growth delivered since our inception “Print era” Rise of online classifieds German real estate market value €Bn 200 450 400 160 350 300 120 250 80 ~~ 156 200 149 129 150 102 40 53 4% 100 a 7 50 0 1 3 6 8 8 0 0 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 «+2008 ~=200
Slide 19: We have delivered on our 2017 CMD promises
We have delivered on our 2017 CMD promises 2017 Capital Markets Day objectives... Increase listings market share Continue product innovations, support with marketing activities Continue to drive VIA usage and further expand ARPA alongside strategy Drive sales force performance Create a€100m+ Consume
Slide 20: Demonstrated listing and usage leadership
Demonstrated listing and usage leadership ImmoScout24 regional listing leadership development ImmoScout24 regional usage leadership development Sep 2016 Sep 2019 Sep 2016 +16pp +10pp Increase in regions with leading position Sep-16 vs Sep-19 Increase in regions with leading position Sep-16 vs Sep-19
Slide 21: The greatest listing advantage in the most valuable areas
The greatest listing advantage in the most valuable areas Ratio of Immoscout24 / next competitor listings 0.64x 1x >3.2x Hamburg has = Berlin Essen Dortmund Leipzig Disseldorf Cologne — Frankfurt — 87% Stuttgart Percentage of total regions where Munich ImmoScout24 has leading position Page21 Capital
Slide 22: Massive TAM expansion opportunity
Massive/ TAM expansion opportunity TAM expansion levers Multiple touch points Source of mandates for Moving into the . Mortgage business . across ecosystem agents — not just leads transaction providing additional opportunity c€0.4bn c£€0.7bn c.€6bn+ c.€184bn c€2400n Online Marketing Agent Real estat
Slide 23: We are taking advantage of changing market conditions as we head into 2020
We are taking advantage of changing market conditions as we head into 2020 Competition The German economy Competition with existing players Perception a. . Multiple regulatory headwinds is intensifying; new players is slowing down are entering the market © 14% realestate prices CAGR 95-17 * New Best
Slide 24: Building the ecosystem for real estate in Germany
Building the ecosystem for real estate in Germany Indicative digitization levels 24 Capital Markets Day 2019 Home owners Y Find the right agent v Maximise property value yv Ensure transaction certainty and efficiency Rising digital sawviness Acquire new mandates and lead Mandate acquisition focus ma
Slide 25: Sale: we are the place where sellers start their journey
Sale: we are the place where sellers start their journey N ‘Consumers 1 Discovery of 2 Stefanie joins HomesellerHub - -_ Realtor Lead Engine: The agent sells her Immobilienatlas and enters her personal data 3 ImmoScout24 sells the apartment at a price above Se lead to relevant agents minimum thresho
Slide 26: Illustrative ImmoScout24 costs for acquisition performance product
Illustrative ImmoScout24 Agent commission ROI for agents costs for acquisition performance product
Slide 27: Investing into sales to demonstrate our products' value
Investing into sales to demonstrate our products’ value %, ‘Consumers MaklerPuls report: clear insights... ... getting us closer than ever before to our agents Listing and home owner acquisition performance Business-driven sales conversation Boosting OTP product sales NINIS 41% +4pp OTP penetration!
Slide 28: Seamless experience + continued investment in our product suite
Seamless experience + continued investment in our product suite = outstanding consumer satisfaction ed Product engineering to drive 40> consumer-facing product roadmap (e.g. native app feed, search upgrade, etc.) < Z Rebranding of ImmoScout24 with LA subsequent re-branding campaign in 2020 , Local m
Slide 29: Clear strategic vision to deliver on the new ImmoScout24
Clear strategic vision to deliver on the new |mmo) Scout24. @ Consolidating our #1 market position in German real estate classifieds OL of ° Building comprehensive ecosystem for sale and rent Page29 Capital Markets Day 2019 ¢i GS? Driving secular Capitalizing on a changes in our changing market ecos
Slide 30: 3. AutoScout24: driving innovation across the consumer and customer journey
3. AutoScout24: driving innovation across the consumer and customer journey Page30 Capital Markets Day 2019
Slide 31: We are a leading European automotive platform
We are aleading European automotive platform Largest leadi Europe wide sjeading 2. 9 m+ 43k online vehicle platform ict] 1 5 EU Markets listings partners? Scout24
Slide 32: We have consistently delivered double digit growth and margin expansion
We have consistently delivered double digit growth and margin expansion over the last decade 21% c. 17% 9M'19 YoY growth 189 20108" zona! 20128! 20138) 201a! 2016! 20168" 2017A 2018A Notes: Revenue? (€m) || EBITDA? margin 1, Proxy for IFRS effects. 2. Excluding Finanzcheckde. Page32 Capital Markets
Slide 33: We are a leading player in our markets
We are a leading player in our markets. ‘== Netherlands Wl Germany Brands: (Auto Scout24 s*AutoTrader Brands: (Auito Scout24 ~ 200,000 dealer listings! ~ 1.0m dealer listings! ~ 11m visits per month? ~ 54m visits per month? Total listings’ vs. Main competitor: 1.5x Total listings’ vs. Main competito
Slide 34: ... and continue to improve monetization
.. and continue to improve monetization... Germany ARPU (€) Other European Counties ARPU (€) = — ii = is CAGR: 30% 339 246 210 Q317 Q3'19 Q317 Q319 Page 34 Capital Markets Day 2019 ‘Scout24
Slide 35: ... and accelerate product innovation
..and accelerate product innovation 207s 2018-2019 > 2020 Online Transaction 7 ss I 360 Improved lead distribution f, i Real time statistics VIP Showroom Free master account = P inent New (& used) car leasing deals ~~ romunen Free 360 capturing Contact Center dealer finance Free FinanceBoost Light #
Slide 36: We are led by what our customers want
We are led by what our customers want Dealer requirements What we deliver ada Access to pan EU demand Maximize reach p of inventor y Options toineréase Visibility to drive turnover Stand out from On the ground sales, account and support teams competition Digitizing Track record of product innovation
Slide 37: ... with further headroom from value added products
... with further headroom from value added products Key On Top Products (“OTP”) 2.4X MIA driven lead uplift to dealers! VIP Showroom Platzhirsch #SocialTurbo 14m dealer listings viewed through #SocialTurbo Notes 1, Based on contact emails from January 2019 - November 2019 Page37 Capital Markets Day
Slide 38: 0% (2%) (4%) (6%) (8%) (10%)
0 10 20 30 40 50 60 70 80 90 100 0% (2%) (4%) (6%) (8%) (10%)
Slide 39: Unmatched value proposition for our consumers
Unmatched value proposition for our consumers Consumer needs What we deliver : . Easy Find the right car Trustworthy Transparent Want a trusted ° counterparty Proactive support Personalized guidance Price transparency Connecting buyers, sellers and others Page39 Capital Markets Day 2019 ‘Scout24
Slide 40: We have built a highly engaged and mobile audience base
We have built a highly engaged and mobile audience base 2017 20192 A % More sessions 4) Sessions! (m) 94 108 415% Highly mobile % mobile? 67% 76% +9% Notes 4, Monthly average session; includes AutoTrader in NL and gebrachtwagen in AT . 2 Average from Jan-19 to Oct-19 Page40 Capital Markets Day 2019
Slide 41: Large and attractive German car market...
Large and attractive German car market... (Auto Scout24! Total Addressable Market Our product suite expansion levers sets us up for the future €156bn spent on cars annually €61bn spend on insurance and financing . Expanding across the entire consumer and dealer journey €64bn spent on after sales Hig
Slide 42: ... with stable trends across core European countries
.. with stable trends across core European countries # used and new cars sold (‘000s) g 1 -“ @O @ Sources Krone Grafik (Staistk Austria, SPF Mobilté & Transports -FEBIAC, Cars sles Automotive Management Netherlands, UNRAE, ACI Notes: share of walt analysis based on AS24 car dealers who have marketed
Slide 43: We have reviewed multiple market trends to position ourselves for the future
We have reviewed multiple market trends to position ourselves for the future Rise of shared mobility New car ownership models Changes in driving license application trends 4 New players with disruptive business models eo Purchasing of new cars online Page43 Capital Markets Day 2019. “Scout24
Slide 44: Robust opportunity for the core business
Robust opportunity for the core business German used car market to remain relevant in the mid term ge age of passenger car Transfers of car ownership Average lifespan of passenger car Rural areas make up bulk of vehicle ownership Increasing adoption of financing Of German population Share of used ca
Slide 45: AutoScout 2.0 - The way forward
AutoScout 2.0 The way forward
Slide 46: We have a clear vision and plan for the future
We have a clear vision and plan for the future © Car-as-a-Service Leasing ! Advanced Focus on Advanced Churn ‘ ! Segmentation Customer Success Management \ Transactional [Ld [LY H Scout24 H \ Differentiated Value-based / \ packaging & bundling pricing / and new propositions © Direct Sales . ” New Ca
Slide 47: Our strategic vision is based on principles
Our strategic vision is based on 5 principles Scout24 -_ Strategic Vision Page47 Capital Markets Day 2019 Focusing on customer AND consumer centricity / simplicity + Remaining assetlight > Covering the full transaction aa Driving dealer growth through various car ownership and financing models > Inv
Slide 48: Our focus is on key operational areas
Our focus is on 5 key operational areas 5 key areas > Objectives V3) Need-based customer segmentation Targeted to needs © Customer success / satisfaction Improve dealer profitability aa Advanced churn management Proactively data driven ty Customized packaging and bundling Optimized for value ees Val
Slide 49: We want to extend across the entire consumer and customer journey
We want to extend across the entire consumer and customer journe It’s a boy! They need a new family car 3 They use AutoScout24 Al search * Personalized recommendations * Reviews * Find the best car for you! They start to check which car is best for a family with a baby better better more 1: better d
Slide 50: ... and close the transaction loop
.. and close the transaction loop | want to sell my old car fh hassle? deal with? * How fast can! ti Scout24 quick and easy DirectSale “tells” him where the closest AS24-Hub is to perform a neutral third-party evaluation of his car Scout2s He receives multiple attractive offers and decides to sell t
Slide 51: Finanzcheck - Pursuing the next stage of growth
Finanzcheck - Pursuing the next stage of growth Page51 Capital Markets Day 2019
Slide 52: An integrated two-sided marketplace beneficial for consumers and partners
An integrated two-sided marketplace beneficial for consumers and partners Consumer centric interface and lender integration Marketplace G- Borrowers Lenders Partners Consumer Low customer acquisition cost & little induced cost 2x success rate Tech platform Data and analytics for interest rates predi
Slide 53: Well positioned in the consumer loan market with significant penetration upside
Well positioned in the consumer loan market with significant penetration upside potential Share of individuals either managing their investments, purchasing insurance products, or taking out loans via the internet (%) Online » _-c* 60%-70% 15-20% 3 -7 - ec . 7 / > - / / / c15-20% / / 4 ’ 4 7 Consume
Slide 54: Finanzcheck controls the value chain end-to-end
Finanzcheck controls the value chain end-to-end solution creating market efficiency and becoming system relevant Optimize processes to drive conversion Product Provide In-house Compare Use consulting Sign & handin Clearing Acceptance Re-engage and overview personalized data scoring offers support co
Slide 55: To recap
To recap © Leading platform with track record of and Q Material TAM Page55 Capital Markets Day 2019 Ooll. Improving monetization with acceleration of product transaction ne) es Clear value proposition to our customers and consumers Finanzcheck well positioned
Slide 56: AutoScout24 strategic review is still ongoing
AutoScout24 strategic review is still ongoing Objective: long-term shareholder value creation Scout24 Implementation of 2-vertieal structure: Focus, Agility and Efficiency mw {Defined organic value ereation plan J Review “organic vs. inorganic” value creation Further review update When appropriate P
Slide 57: 4. Translating strategy into value creation
4. Translating strategy into
Slide 58: We are on track in the first months of 2019
We are on track in the first 9 months of 2019 Revenue (in €m) y-0-y% change SIMA SIMI AK) reported — L-f-I? ImmoScout24 186 201 8.1% 9.0% 126 138 68.9% +0.8pp) AutoScout24 122 139 13.9% 18.1% 64 80 57.9% +5.6pp Consumer Services 78 17 49.6% 13.3% 31 26 22.3% -4.5/0/p Scout24 386 456 18.3% 12.7% 214
Slide 59: We have delivered a strong performance in Q3 2019
We have delivered a strong performance in Q3 2019 Revenue (in €m) y-0-y% change Q32018 3.2019 reported LER ImmoScout24 64 69 79% 8.7% AutoScout24 43 47 11.0% 14.6% Consumer Services 29 40 39.8% 10.9% Scout24 135 156 15.6% 11.0% Notes: 42 25 "1 75 48 29 10 83 70.2% 61.4% 23.8% 53.0% +3.2pp +330) -4.0
Slide 60: We have implemented a number of measures
We have implemented a number of measures in Two-vertical organizational structure to drive efficiency, agility and accountability Acceleration in product roll-out to: Get closer to ImmoScout24 and AutoScout24 customers and consumers Better monetize respective ecosystems Drive revenue growth “Growth
Slide 61: Our cost base optimization is "simply done"
Our cost base optimization is “simply done” Area Identified efficiency gains | Included in 2020 guidance General and Administration ~£4m ~€2m Sales Support ~€6m ~€6m Marketing ~<6m ~=4mn ~€4.5m ~€2m Other Product / Engineering Page61 Capital Markets Day 2019
Slide 62: Our capital allocation priorities remain the same
Our capital allocation priorities remain the same Re-invest into growth We will continue to re-invest into growth as first priority Any potential M&A activities will be undertaken in a disciplined manner with a focus on value creation and strengthening of the market position of our two core vertical
Slide 63: We are adapting our reporting to our new two-vertical organization
We are adapting our reporting to our new two-vertical organization Old structure New structure Scout24 —+ ' Auto Scout24 Scout24 Scout24 Consumer Scout24. Services FinanzCheck Page63 Capital Markets Day 2019
Slide 64: We are folding back Consumer Services into ImmoScout24 and AutoScout24
We are folding back Consumer Services into ImmoScout24 and AutoScout24 Revenue and ooEBITDA / 20181 (in €m) Scout24 Scout24 Consumer Services Consumer Services 2 Consumer Services 72 1 68 al 22 1 37 a z= an Finance Services 3rd party Total OoEBITDA Finance Services 3rd party Total OoEBITDA Finance 3
Slide 65: We are folding back Consumer Services into ImmoScout24 and AutoScout24
We are folding back Consumer Services into ImmoScout24 and AutoScout24 Revenue and ooEBITDA / 9M 2019 (in €m) Scout24 Scout24 Consumer Services Consumer Services Consumer Services 24 17 38.4% » 66 | 8 16 57 aE aE : Finance Services 3rdparty Total oo EBITDA Finance Services 3rdparty Total oo EBITDA F
Slide 66: The new ImmoScout24 segment
The new ImmoScout24 segment 247.8 3159 234.3 259.9 Revenue with Residential real estatepartners 1226 Revenue with Residential real estate partners 152.2 126 1265 12.3% Revenue with Business realestate 53.5 Revenue with Business real estate 53.5 39.3 439 1.7% Revenues with private listersand others 7
Slide 67: The new AutoScout24 segment
The new AutoScout24 segment Revenue with Dealers Germany 799 Revenue with Dealers in European Core Countries 748 Other Revenue 59 Ordinary Operating EBITDA | a56 | Ordinary Operating EBITDA margin 53.3% Revenue 1 Revenue with Finance partners 80.1 Services Revenue 279 3rd Party Display Revenue 318 O
Slide 68: We will grow simply and efficiently, driving process optimization for a lean organization
We will grow simply and efficiently, driving process optimization for a lean organization Scout24 Scout24 ¥Y Continued strong growth in residential real v ARPU growth opportunity based on estate due to value-based OTP and despite customer value approach Bestellerprinzip impact vY Well balanced innov
Slide 69: Guidance for 2020...
Guidance for 2020... New World Old World growth Scout24 Group 8.0 to 110% Scout24 Group 8.0 to 11.0% operating margin Scout24 Group Up to 56.0% Scout24 Group Up to 56.0% Page69 Capital Markets Day 2019 ‘Scout24
Slide 70: ... and beyond
... and beyond 2021 2022 Revenue groutn” -‘Mmobilenscout2s = tow teens ImmobilienScout2s = tow tod teens Scout24 Group low to mid teens Scout24 Group mid teens operating margin Scout24 Group Up to 57.0% Scout24 Group Up to 58.0% Page70 Capital Markets Day 2019 ‘Scout24
Slide 71: 5. Shaping the networked marketplace of the future
2 5. Shaping the networked! marketplace of the future
Slide 72: ImmoScout24: Building the ecosystem for real estate in Germany
ImmoScout24: Building the ecosystem for real estate in Germany Immo Scout24 TAM Product profile Monetisation levels Revenue opportunity Notes: c£0.7 Bn German real estate marketing spending Marketing platform Market maker in a sellers’ market Home owners Agents Consumers €318m' FY18 4, ImmoScout24 r
Slide 73: AutoScout24: Driving innovation across the consumer journey
AutoScout24: Driving innovation across the consumer journey Networked marketplace of the Auto Today fut Scout24 uture c£0.3 Bn c£0.7Bn | €260Bn StrongGerman car TAM German automotive Automotive dealer ! Total automotive Geoathchendinethoreea - - Feil rket! classifieds spending marketing ' market EU
Slide 74: Our roadmap to long term shareholder value creation
Our roadmap to long term shareholder value creation Profitable growth @ The best positioned online classifieds platform in Europe e |ransition to fully networked marketplace — Increase TAM — Improve monetization — Accelerate product rollout +) Operational excellence © Simple, lean, agile structure a
Slide 75: Investor Relations contacts
Ursula Querette Head of Investor Relations Kai Knitter Director Investor Relations