Slide 1: Q4 & FY 2020 results
MM inPost Q4& FY 2020 results March 30, 2021
Slide 2: Disclaimer
X\ Mi Disclaimer ~(inPost isclaimer Please read the following before continuing. The following applies to this presentation, any aral or video presentation of the information in this presentation bylnpostS.4. a public limited liability company (société anonyme), incorporated and existing under the l
Slide 3: Agenda
~\ lM Agenda ~(inPost 1 | FY 2020 Highlights 2 | Accelerating the flywheel effect to drive sustainable long-term growth out of the box 3
Slide 4: FY 2020 Highlights
X\ MN FY 2020 Highlights ~(inPost Significant acceleration in pan-European growth strategy with exceptional financial results ant i j Oy Doubled revenue to > PLN 25 billion ft 50% increase in # of APM locations and 78% increase in # of APM lockers ka] Much-loved consumer brand with NPS of 71 70% inc
Slide 5: COVID-19 pandemic has accelerated the shift to the digital economy
\ Mi COVID-19 pandemic has accelerated the shift to the digital ~(inPost economy E-commerce Consumer 85% of consumers Shift from “bricks Greater focus on penetration in behaviour unlikely in Poland not and mortar” retail sustainability and Poland accelerated to return to pre- expecting to to e-comme
Slide 6: Supporting our society and economy during COVID-19 crisis
Supporting our society and economy during COVID-19 crisis InPost APMs are the safest way to pick up deliveries . Se@ Y Donated more than 100,000 face masks to hospitals in Poland = ~ v CareBox Project - funding , in for mobile epidemiological point for Lodz hospital Y Assistance in providing The onl
Slide 7: Key developments in 2020
Ml Key developments in 2020 APM v v v v v out of the box Commercial APMs became the most frequently chosen form of delivery in Poland 15M consumers used our APMs — share of “heavy users” increased from 27% to 40% 50% of Polish population within 7- minute walk of our APMs ~1.5 million lockers in Pola
Slide 8: Unique customer experience
MN) Unique customer experience ry Best-in-class NPS InPost Mobile App fz, =a, Best UX for APM deliveries v 5.7 million active users (+ 4.6 million in 2020) ¥ 24/7 availability vy Contactless pick-ups v Speed of delivery — 98% of parcels delivered within v Labelless C2X sending 24 hours vy 5.0 rating
Slide 9: Best-in-class net promoter score
\ Best-in-class net promoter score, including leading ~(inPost internet brands “How likely are you to recommend the following company to a friend or your family?” Polish NPS score by providers [%, N=2,002] 2Door EZ Logistics L nPost NPS of 66% | © oulube 6 Spotify Uber amazon ® zalando of, com avera
Slide 10: A greener solution for increasing e-commerce delivery volumes
X\ NA greener solution for increasing e-commerce delivery volumes ~(inPost reducing pollution and congestion Our offering aligns with the goals of cities and e-tailers looking to reduce their impact on the environment 73k tons of CO, equate to approximately... v planting c. 3,000 hectares of forest
Slide 11: Agenda
MN Agenda IBY) Fy 2020 Highlights 2 | Accelerating the flywheel effect to drive sustainable long-term growth out of the box ~\ = CinPost - 4 1
Slide 12: Accelerating the flywheel effect to drive sustainable long-term growth
Accelerating the flywheel effect to drive sustainable long-term growth Greater convenience Growth Network roll-out / tech investment Lower unit costs 2 Improved customer experience 4 Scale economies End-Customer Data and Technology Wider merchant Sustainability adoption Source: Company information ~
Slide 13: Priorities for 2021
Priorities for 2021 Further accelerate Continue to scale- the flywheel effect up the UK and in Poland to drive Italian operations consumer and merchant adoption out of the box Close and start integration of proposed Mondial Relay acquisition InPost Leverage Data to enhance consumer experience and op
Slide 14: Priorities for 2021
Priorities for 2021 out of the box Continue network expansion with 60%” of Polish population in walking distance of an InPost APM, bringing significant economic and environmental benefits, especially in cities. KA “uN Continually improve consumer experience and brand “love” through mobile app develo
Slide 15: Priorities for 2021: Poland
Priorities for 2021: Poland Accelerating the densification of the APM network #APMs 7.2K #Lockers 830K pee Abarat % of Population within 7 mins walk 43% of InPost APM out of the box 15
Slide 16: Priorities for 2021 - UK
Priorities for 2021-— UK Hi Expand and densify network in key urban areas 2020 2021 APMs x) »> 3k) out of the box () App-based consumer experience \ X ~(CinPost “| {)) Expanding our partnerships PARKING =" E-) THG ZARA Parcel2C©... CO wise morizens boohoo MISSGUIDED Launching instant returns in QI C
Slide 17: Priorities for 2021 - France
§) Priorities for 2021 -— France Close and start integration of proposed acquisition of Mondial Relay Hi InPost Hi Mondial Relay Ma out of the box \ X ~(CinPost “| Fast-forwarding our mission to become Europe's leading out-of-home automated parcel solution for e-commerce Significantly accelerates In
Slide 18: In 2021, data will continue to super-charge our flywheel
In 2021, data will continue to super-charge our flywheel out of the box APM location recommendation: identify the best locations thanks to our unique 7 party data Network roll-out / tech investment i Lower unit costs Customer data platform: a single view of customers for an end-to-end omnichannel ex
Slide 19: Agenda
MN Agenda | FY 2020 Highlights | 2 | Accelerating the flywheel effect to drive sustainable long-term growth 3 | Financial Review out of the box ~\ = CinPost - 4 19
Slide 20: Summary of FY 2020 financial performance
\ M™ Summary of FY 2020 financial performance ~(inPost in PLN m, unless otherwise stated FY 2019A FY 2020A YoY growth Revenue 1,242.6 2,532.1 104% Doubling in revenue, benefitting of which Poland 1,235.6 2,514.4 103% incermn ibpMiNSEl SHES of which International 7.0 17.7 153% Operating EBITDA 350.1
Slide 21: Poland: FY 2020 and Q4 2020 financial highlights
\ Ml Poland: FY 2020 and Q4 2020 financial highlights ~(inPost Strong performance in 2020, with acceleration in YoY growth and margin expansion in Q4 Parcel volume [million] Revenue [PLN million] Share of Allegro revenue [%] 2019 G4 03% 2020 i Allegro Merchants Il Allegro Smart 307.8 2,514.4 143.5 1
Slide 22: Poland APM Segment: revenue drivers
Mi Poland APM Segment: FY2020 and Q4 2020 revenue drivers = (inPost 134% YoY growth in FY 2020, ahead of previous expectations, with strong Q4 performance Parcel volume [million] Giso% APM revenue” [PLN million] GHD 18153 86.0 770.4 632.1 Yt Ve 247.2 103.1 2019 2020 Revenue per Parcel [PLN] Q4 2019
Slide 23: Poland APM Segment: network and utilisation
MN) Poland APM Segment: FY2020 and Q4 2020 revenue drivers 50% increase in APMs and 78% increase in locker capacity, with improving utilisation for new and mature cohorts 1) No. of APMs —® No. of Lockers (k) APM network size +50% Y 10,776 9,783 FY 2019 Q1 2020 Q2 2020 Q3 2020 Q4 2020 Locker utilisat
Slide 24: Poland To-Door Segment: revenue drivers
§) Poland To-Door Segment: FY 2020 and Q4 2020 revenue drivers 50% YoY growth in FY 2020, with acceleration of growth in Q4 Parcel volume [million] 60.5 18.5 2019 2020 Q4 2019 Q4 2020 Revenue per Parcel [PLN] 10.53 10.22 2019 out of the box 2020 Note: (I) Revenue and Other Operating Income. 4 2019 4
Slide 25: Poland Gross Margin performance
\ Mi Poland FY 2020 and Q4 2020 Gross Margin performance ~(inPost 800 basis points of GM expansion in FY 2020, driven by significant productivity gains and scale benefits Direct cost per Parcel [PLN] 458 2019 2020 Gross Profit per Parcel™ [PLN] 3.66 413 2019 out of the box 2020 Note: (1) APM and To-
Slide 26: Poland Operating EBITDA performance
X\ ™ Poland FY 2020 and Q4 2020 Operating EBITDA performance ~(inPost Significant operating leverage despite 60% YoY increase in G&A to support long term growth General cost [PLN million] 2946 1845 951 56.4 2019 2020 Q4 2019 General cost per Parcel [PLN] 1.29 | 0.96 42020 2019 2020 out of the box 42
Slide 27: International: operational highlights
Bs il \ M International: FY 2020 and Q4 2020 operational highlights ~(inPost Significant momentum in volumes throughout 2020, supported by network growth and merchant expansion APM network size 1,478 1,166 "UK HB italy 2019 2020 FY 2020 highlights ¥ APM network increased by 27% YoY, driven by 38% Yo
Slide 28: International: financial highlights
as Tt M International: FY 2020 and Q4 2020 financial highlights ~Cinpost 4 Improved YoY operating EBITDA margin despite significant investments, early signs of flywheel effect Revenue™ [PLN million] : 82 16 24 2127203 Mux i tay za, 17.7 2019 2020 Q4 2019 Q42020 Revenue per Parcel [PLN] 2019 out of t
Slide 29: Capital Expenditure: investing to support long-term growth
Capital Expenditure: investing to support long-term growth with improving APM capex economics Group Capex Split (incl. International) [PLN milion] 536.5 319.7 1 APM network development (Poland & International) Hl Logistics & depot automation CAPEX in Poland Bl maintenance CAPEX in Poland 2 IT Develo
Slide 30: 10x increase in Free Cash Flow
\ 10x increase in Free Cash Flow, with conversion improving to 38% ~(inPost Significant improvement in conversion, driven by higher EBITDA margin and lower capex intensity PLN million 78.0 179 489.1 295 379.8 2019 Group 2019 Group 2020 Group Group Change Maintenance Expansion International 2020 Grou
Slide 31: Adjusted EBITDA will be key measure of profitability in 2021
\ Mi Adjusted EBITDA will be key measure of profitability in 2021 ~(inPost and beyond Improved disclosure will provide better visibility of underlying profitability and greater alignment of operating profit and cashflows FY2020 [PLN million] v Adjusted EBITDA shows operating EBITDA, adjusted for cos
Slide 32: Bridge from EBITDA to pro forma net leverage
\ li) Bridge from EBITDA to pro forma net leverage ~(inPost PLN million, unless otherwise stated Operating EBITDA 350.1 994.3 Share-based compensation 17 101 Adjusted EBITDA 351.8 1,004.4 Borrowings 618.2 1,998.4 Lease liabilities 276.7 536.7 Cash and Cash equivalents (113.0) (139.4) Net Debt 781.9
Slide 33: Agenda
MN Agenda | FY 2020 Highlights | 2 | Accelerating the flywheel effect to drive sustainable long-term growth out of the box ~\ = CinPost - 4 33
Slide 34: Targets - InPost
Targets — InPost out of the box Number of APMs Parcel Volumes (millions) Revenue (millions) Adjusted EBITDA margin Total Capex (millions) Cash Flow Conversion (%) FY 2020A 12,254 310 PLN 2,532 39.7% PLN 537 38% FY 2021E 16.5-18.5k 445-465 PLN 3,460-3,610 Low 40s PLN 700-745 Mid 40s Pro-forma™ FY 202
Slide 35: Targets - Poland Segment
Targets — Poland Segment out of the box FY 2020A FY2021E Number of APMs 10,776 14.5-15.5k APM parcel volumes 9 (millions) and growth 247.2 45-50% YoY To-Door parcel volumes 5 (millions) and growth GOs BESO MON APM revenue 9, (millions)/growth PLN 1,815.3 40-45% YoY To-Door revenue (millions)/ PLN 63
Slide 36: Targets - International Segment
X\ . ~(InPost “targets — International Segment Be Pro-forma 1) Pro-forma ()@) FY 2020A FY 2021E FY 2020A FY 2021E Number of APMs 1,478 2-3k Parcel volume (millions) 22 10-15 Total revenue (millions) PLN 17.7 PLN 60-80 Break-even by Adjusted EBITDA margin (249%) mid-2022 Total Capex (millions) PLN 29
Slide 37: Appendix
InPost 20
Slide 38: Agenda
MN Agenda | FY 2020 Highlights | 2 | Accelerating the flywheel effect to drive sustainable long-term growth out of the box ~\ = CinPost - 4 38
Slide 39: Poland: Quarterly revenue progression
Poland: Quarterly revenue progression Parcel volume [million] ~Cinpost / APM Ell To-Door 150%) 109% 1045 3078 aa 812 73) 49.0 474 143.5 28.7 325 34.9 Q12019 Q12020 Q2 2019 Q2 2020 Q3 2019 Q3 2020 Q4 2019 Q4 2020 2019 2020 Revenue [PLN million] ™ apm Mil to-Doo | Revenue per Parcel [PLN] 8211 8.26 82
Slide 40: To-Door Segment quarterly revenue drivers
\ . ) To-Door Segment quarterly revenue drivers ~(inPost To-door parcel volume [million] To-Door revenue” [PLN million] 185 189.0 16.0 144 168.4 1536 : : a 7 : a | Q4 2019 Q12020 Q22020 Q32020 4 2020 Q4 2019 Q12020 Q22020 Q32020 Q4 2020 Revenue per Parcel [PLN] v To-door has continued the growth tra
Slide 41: Poland: Quarterly Gross Margin progression
™ Poland: Quarterly Gross Margin progression Direct cost per Parcel™ [PLN million] 458 427 J i : 42019 12020 22020 Q3 2020 Gross Profit per Parcel [PLN] 4.23 ; i i 42019 12020 22020 Q3 2020 out of the box Note!) APM and To-Door in Poland only. aS ~ = (CinPost 2 / Gross Profit and Gross Profit Margin
Slide 42: International Segment quarterly revenue drivers
as Tt MN International Segment quarterly revenue drivers Mux Mi tay APM network size Parcel volume [million] +400% 427%, 1 v 10 1,478 1166 1176 1,239 1,288 os os 02 344 344 344 FY 2019 Q12020 Q22020 Q32020 Q42020 Q12020 = Q22020.--Q32020.)- Q42020 Revenue [PLN million] Revenue per parcel [PLN] 312%
Slide 43: Group income statement
Group income statement PLN million, unless otherwise indicated Parcel volumes (m) Revenue per parcel (PLN) Revenue” % YoY growth Direct Cost % revenue Gross Profit % margin General Cost % revenue Operating EBITDA % margin D&A % revenue Net Profit (Loss) % revenue EoP APMs EoP Lockers (k) (Poland onl
Slide 44: Income statement by segments - Poland
MN Income statement by segments — Poland PLN million, unless otherwise stated Parcel volumes (m) Revenue per parcel (PLN) Revenue” % YoY growth Direct Cost % revenue Gross Profit % margin General Cost % revenue Operating EBITDA % margin D&A % revenue EoP APMs EoP Lockers (k} Lockers per APM out of t
Slide 45: Income statement by segments - International
MN Income statement by segments - International PLN million, unless otherwise stated Parcel volumes (m) Revenue per parcel (PLN) Revenue % YoY growth Direct Cost % revenue Gross Profit % margin General Cost % revenue Operating EBITDA % margin D&A % revenue EoP APMs Note: (1} Revenue and Other Operat
Slide 46: Group Balance Sheet
X\ Mi Group Balance Sheet ~(inPost Total Assets W773 1,569.8 2,486.8 Non-current assets 904.0 1,201.5 1,828.5 ofw Property, plant and equipment 687.4 998.0 1564.4 Current Assets 267.7 368.3 658.3 olw Trade Receivables and Other Receivables 180.1 2158 443.0 ofw Cash and Cash Equivalents 61s 713.0 139
Slide 47: Group Cash Flow Statement
1) Group Cash Flow Statement PLN million, unless otherwise indicated Operating EBITDA % margin Change in NWC CF from Operations % conversion Maintenance Capex % revenue Expansion Capex % revenue o/w International Capex % revenue Free Cash Flow Before Taxes % conversion IFRS-16 Lease Payments Free Ca
Slide 48: EBITDA reconciliation
X\ MN EBITDA reconciliation ~(inPost PLN million, unless otherwise indicated 2018 2019 2020 Q4 2019 Q4 2020 Net profit (loss) from continuing operations 03 54.0 362.6 33.7 152.7 Income tax expense 88.9 32.7 13.1 13.8 448 Profit (loss) before tax from continuing operations (88.6) 86.7 475.7 475 197.5
Slide 49: Contact details
Contact details out of the box ~\ = (CinPost i” Sherief Bakr Head of Investor Relations sbakr@inpost.co.uk Visit InPost’s websites: www.inpost.pl/en www.inpost.eu InPost Headquarters EQUAL BUSINESS PARK Building B ul. Wielicka 28 Krakow, 30-552 Poland 49
Slide 50: ~CinPost
out of the box ~CinPost /