On track. Investor and Analyst Presentation On the Occasion of the Release of the Preliminary Figures for FY 2011 Hanover, 19 January 2012

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1 On track. Investor and Analyst Presentation On the Occasion of the Release of the Preliminary Figures for FY 2011

2 Agenda Delticom at a Glance Business Model Profit & Loss Balance Sheet Outlook 2

3 Agenda Delticom at a Glance Business Model Profit & Loss Balance Sheet Outlook 3

4 Delticom at a Glance #1 European online tyre dealer > 100 online shops in 41 countries founded 1999, IPO Oct 2006, SDAX Dec more than 920 thousand new customers customer base: more than 5.3 million focus on replacement tyres: > 100 tyre brands, > 25,000 models other products: motorcycle tyres, bicycle tyres truck tyres, industrial tyres complete wheels and rims motor oil, car parts, accessories 116 employees, mainly in the Hanover head office global network with more than 30,000 fitting partners, e.g. DE 8139 US 2301 UK 1796 FR 3559 CH

5 Key Financials FY Q411 Q410 yoy % FY11 FY10 yoy % guidance* New Customers k Disappointing seasons (summer+winter).. Customer Base m but customer generation still ok. Revenues m ~ 10 % Strong revenues growth... Gross Margin % p p... with attractive prices. Ebit Margin % p p < 10.5% Q410 was a perfect quarter... Ebit m and Q411 comes close. Capex m More tyres = higher capex (racks) * as of 23 March 2011, guidance for FY11 FY performance in line with consensus 5

6 Agenda Delticom at a Glance Business Model Profit & Loss Balance Sheet Outlook 6

7 Tyres and the Internet PC & LT Replacement Tyres Europe: > 10 billion EE+CE 60 SA 52 Rest 21 NA 255 other 69 DE 59 Germany: sluggish 2011 after a very good % +3.3% 12.7% 1.3% 3.3% WE 220 in million tyres World Asia 239 ES 15 Source: Datamonitor, Continental, Michelin, own estimates IT 24 Western Europe FR 26 UK in million tyres * Source: BRV (car replacement tyres) * estimates as of Dec 2011 Europeans are increasingly online... adults online in % of total Desk Research GfK Austria, January and buy their tyres online. 35% think 30% about buying online (ADAC, 18-39) 25% think about buying online (ADAC, all) 20% 15% bought tyres on the Internet (ADAC, 18-39) 10% bought tyres on the Internet (BRV,GFK) 5% bought tyres on the Internet (ADAC all) 0% 30.8% 29.6% 27.8% 15.8% 16.5% 15.0% 6.4% 9.2% 3.2% 4.0% 7.9% 4.8% 4.8% 3.7% * Source: ADAC (new methodology vs. 2009), BRV, GFK 7

8 Redesign of the Tyre Distribution Chain Traditional Retail Delticom Redesign 8

9 Key Benefits for Our Partners Customers Fitting Partners Suppliers save time and money select from broad product offering fast delivery, even at peak times large network of service partners pre-/after sale services customer generation, free of charge no restrictions on fitting prices might offer other services (e.g. stock tyres until next changeover) customers review quality of fitting service favourable B2B offers Europe s leader in the online channel, strong growth, high volumes strong balance sheet, low credit risk efficient warehouse systems and processes for large and growing quantities versatile database (supply and demand, volumes and prices), supports consistent planning improved customer value well connected attractive partnership 9

10 Agenda Delticom at a Glance Business Model Profit & Loss Balance Sheet Outlook 10

11 Customers in thousands % New Customers CAGR +12 %...still the main growth driver % Repeat Customers CAGR +16 %...long replacement cycle and customers are happy Ratio Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4... repeat customers (slowly) Repeat customers constitute important growth potential 11

12 Quarterly Revenues in million % +12% % +12% +16% +31% +46% +17% q+28% +15% +10% +25% Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q Fluctuations in growth rates: seasons, weather, base effects, strategy 12

13 Quarterly Gross/EBIT Margins Gross Margin (simple) EBIT Margin % 25% 20% % % % % % % % % % % % % 30% 25% 20% 15% 10% 5% 0% % 8.6% 7.3% 13.4% 7.2% 11.0% 7.9% 15.2% 7.0% 11.3% 9.5% 13.2% Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 15% 10% 5% 0% No excessive price hikes like in Q

14 Quarterly EBIT in million % 3% % +49% +34% +96% +102% +49% +38% +11% +13% +51% Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 0 Nearly reached Q410 level! 14

15 P&L Drivers (Q4) EUR yoy % of Revenues Q411 Q410 % Q411 Q410 chng Revenues Cost of sales Gross Profit (ex ooi) Direct costs Direct costs (dep. on volume) Transportation costs Warehousing costs Operations centre costs Direct costs (dep. on revenues) Credit card fees Bad debt losses Marketing costs Contribution margin Indirect costs Personnel expenses Rents and overheads Financial and legal costs IT and telecommunications Other Contribution margin FX effects Other operating profit (w/o FX gains) EBITDA Depreciation / Amortization EBIT Net financial result EBT Income taxes Consolidated net income no extraordinary hikes, attractive prices more tyres from own warehouses wages E-commerce momentum new warehouse strong prior-year base 15

16 P&L Drivers (FY) EUR yoy % of Revenues FY11 FY10 % FY11 FY10 chng Revenues Cost of sales Gross Profit (ex ooi) Direct costs Direct costs (dep. on volume) Transportation costs Warehousing costs Operations centre costs Direct costs (dep. on revenues) Credit card fees Bad debt losses Marketing costs Contribution margin Indirect costs Personnel expenses Rents and overheads Financial and legal costs IT and telecommunications Other Contribution margin FX effects Other operating profit (w/o FX gains) EBITDA Depreciation / Amortization EBIT Net financial result EBT Income taxes Consolidated net income outlook: costs outlook: costs outlook: used warehouse capacity FX swings washed out low but increasing capital intensity low liquidity, low/no interest rates 16

17 Agenda Delticom at a Glance Business Model Profit & Loss Balance Sheet Outlook 17

18 Working Capital Management Accounts receivable follow the seasonal peaks. Inventories significant increase... Accounts payable funded w/ AP and credit lines 3.1 Q1 Q2 Q Q4 Q1 Q2 0.9 Q3 5.8 Q4 Q1 3.4 Q2 Q Q4 Working Capital swings are getting more pronounced quarterly delta in million 18

19 Liquidity Bridge in million Liquidity EBIT Depreciation other Provisions Inventories Receivables Payables Interest Taxes Propery, Plant and Equipment Intangible Assets Securities etc. Dividend Payments Other financing FX Translation Liquidity Net cash = 17.8 million 19

20 Agenda Delticom at a Glance Business Model Profit & Loss Balance Sheet Outlook 20

21 Outlook Current trading in Q1: normal start into 2012 price trend (summer): Market for replacement tyres Germany: FY11 est (BRV, as of Dec11): summer 1.3%, winter 5.2% Germany: Nov11 est (wdk): winter 13.6% ytd 2012 top- and bottom line drivers: more volume, less price strong inventory position labelling improves mix Other factors: seasonal effects customers are trading down Delticom is international Delticom is online summer/winter tyres online channel gains importance diversified country portfolio good prices, good sales, good margins Revenues FY12: Margins FY12: +10% yoy unchanged 21

22 Summary 1 #1 European online tyre retailer 2 Resilient and profitable business model 3 Strong cash flow, strong balance sheet 4 Redesign of the tyre distribution chain 5 Excellent growth opportunities Investor Relations: Melanie Gereke Delticom AG Brühlstr Hanover, Germany phone:

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