Investor Presentation • Aug 26, 2022
Investor Presentation
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August 2022
Table of contents
Overview
Outlook
Appendix







€35.4bn (+62% YoY) GMV1

€6.6bn (+89% YoY) Total Segment Revenue
Positive adj. EBITDA in the Platform business3 and investments of up to €475m in Integrated Verticals
GMV is Gross Merchandise Value (GMV) and represents the total value paid by customers (including VAT, delivery fees, other fees and subsidies)
Group Outlook, including Glovo on a pro-forma basis

6

Overview Business Model Value Creation Outlook

1.Total Segment Revenue is defined as revenue in accordance with IFRS 15, excluding the effect of vouchers and other discounts. Difference between total segment revenue and the sum of segment revenues is mainly due to intersegment consolidation adjustments for services charged by the Platform Businesses to the Integrated Verticals Businesses (Q2 2022: -€49.2m). All values including Woowa and excluding Delivery Hero Korea 2. Includes reported current growth rates for Argentina, Lebanon and Turkey in the constant currency calculation due to the effects of hyperinflation in Argentina, Lebanon and Turkey RC=Reported Currency / CC=Constant Currency
Expect 7% QoQ growth in Q3 to €10.6bn (€11.5bn incl. Glovo)
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Growth Achieve €200bn to €350bn GMV by 2030
By 2030, we plan to grow our GMV substantially, invest in tech & innovation to expand our leadership as the #1 delivery player globally, and deliver on our path to profitability with attractive long-term margins and cash flow


| Quick Commerce | ||||
|---|---|---|---|---|
| rd 3 Party Vendors (Shops) |
|||||
|---|---|---|---|---|---|
| Financial Reporting | Delivery Hero acts as Agent Revenues reported in Platform business |
Delivery Hero acts as Principal Revenues reported in Integrated Verticals |
|||
| Coverage | 48 countries with multi-vertical offering1 |
1,125 Dmarts across 45 countries1 | |||
| Choice | Large number of vendors across groceries, pharmacy, flowers, electronics, etc |
Customer-focused assortment targeting up to ~6,000 products |
|||
| Shopping Occasion | Weekly and monthly shopping needs or specialty purchases |
Convenience products and weekly top-up grocery purchases ordered at any time |
|||
| Speed | 30-60 minutes | 20-30 minutes |


We leverage our proprietary data insights into customer behavior and preferences to enable our brand and CPG1 partners to optimize their sales and marketing performance

| Reporting lines | Platform | Integrated Verticals |
||
|---|---|---|---|---|
| Jan-22 unit economics ex-Woowa (€ per order) |
Marketplace | Own delivery | Best-in-class Dmarts2 |
|
| AOV / Basket size | 10.0 | 10.0 | 10.0 | |
| (+) Commission revenue per order | 0.86 | 1.90 | - | |
| (+) Product gross margin | - | - | 2.50 | |
| (+) Delivery fee per order | - | 1.07 | 0.75 | |
| (+) Other fees per order | 0.08 | 0.08 | - | |
| (-) Delivery costs | - | (1.99) | (1.82) | |
| (-) Payment costs and other costs1 | (0.24) | (0.46) | (0.79) | |
| = Gross profit per order (GPO) | 0.70 | 0.59 | 0.64 | |
| % gross profit margin Excludes advertising3 |
7% | 6% | 6% |
Note: Gross profit presented based on Jan-22 actuals for DH excluding Woowa, scaled to €10 order values and excluding advertising revenue. Delivery fees and gross profit adjusted for intercompany charges. Other fees include distribution centres, store managers, utilities and store maintenance. Gross Profit is based on Internal Management accounts definition of GP and not IFRS Gross Profit
Other costs for Dmarts include shrinkage, packaging, pickers and other fixed costs. 2. Dmarts figures based on 7 best-in-class countries only
Primarily advertising revenues and other non-commission revenue (excluding Woowa)

Existing cohorts generate higher GMV over time. Newly acquired cohorts even generate higher GMV than previous cohorts. High predictability of future revenue streams



Upselling of additional services to existing food customers, higher utilization of our rider fleet, positive spill-over effects on food ordering, additional income stream for riders, raising market entry barriers

Delivery Hero expects to generate high-margin advertising revenues of more than €2.0bn by FY 2024/25 In the long-term, advertising revenues of 3-5% of group GMV targeted

Delivery Hero plans to generate positive adj. EBITDA in the Platform business for FY 20222 and then on Group level for FY 2023. The long-term target for the adj. EBITDA/GMV margin is 5-8%
Management estimates based on publicly available data
Excluding Glovo. The Platform business corresponds to the four regional segments of Delivery Hero Group (Europe, MENA, Asia and Americas) including group costs. The Integrated Verticals segment is not part of the Platform business


Existing cohorts have strong loyalty and order more frequently over time
New cohorts usually exhibit a higher order frequency than previous cohorts
The cohort acquired in 2020 showed an exceptionally strong first year due to COVID lockdowns

(*) Markets ranked in terms of average monthly orders per capita
General assumptions: (1) Total population (DH + Glovo) at 2.2bn; (2) AOV held constant at €14

Note: The closing of the Glovo transaction is subject to certain customary conditions and regulatory approvals and is expected to occur early in the third quarter of 2022. Delivery Hero financials and KPIs as per latest public reporting and internal management information; addressable population represents the aggregate total population of all countries in which Delivery Hero operates in each region; Preliminary Glovo figures based on Delivery Hero management definitions; 1. Based on Delivery Hero management estimates

Source: Public company filings, The World FactSet, Management estimates
Assuming total country population as coverage from The World FactSet
FY21 figures for Delivery Hero pro forma for full year of Woowa and excluding Delivery Hero Korea, for other competitors' numbers are based on broker and outside-in estimates





Cost-per-click (CPC): various premium listing options to increase restaurant visibility on the platform. Automatic renewal of monthly ad booking. Vendor only pays if customer clicks on ad
Joker: pop-up banner with discounted offers displayed to customers. Restaurant only pays per order, tool highly focused towards new customer acquisition
| ःदि | |
|---|---|
Other products: Featured products highlights particular dishes in a restaurant's portfolio; banner advertising, etc.


July
Overview Business Model Value Creation Outlook

0.0 10.0 20.0 30.0 40.0 50.0 60.0 70.0 80.0 90.0 100.0

Note: The illustration above is excl. Glovo. Adj. EBITDA on a profitable countries level within Delivery Hero's Platform business. Numbers are after allocation of central group costs 1. Countries expected to be profitable in FY 2022
| Costs and margins (in % of GMV) |
FY 2021 | Long-term range | Main components | Selected levers | |
|---|---|---|---|---|---|
| Gross Profit | 5.1% | 10% to 13% | Revenues: Commission, delivery ▪ fees, service fee, advertising, subscription, Dmart products |
Increase average order value ▪ Increase delivery fee ▪ Add service fee ▪ Rider utilization ▪ Increased stacking ▪ |
|
| Gross Profit (excl. Woowa) |
7.2% | 11% to 13% | ▪ Costs: Delivery costs, payment fees, server hosting, POS systems, rider equipment, picker |
Better supplier terms ▪ Subscription ▪ Advertising ▪ Reduce payment fees ▪ Dynamic pricing ▪ |
|
| Marketing | (3.5)% | ~(3)% | Customer acquisition and retention costs, overhead, others |
Assumes continued high spending as we are early stage in most markets. Best-in-class markets below 1.5% |
|
| Opex and others |
General & administrative expenses, IT (3.4)% ~(3)% expenses, restaurant acquisition costs, R&D |
Scale and automation while still investing in being leading tech player. Best-in-class markets below 1.5% |
|||
| Adj. EBITDA | (1.7)% | 5% to 8% |


Note: The Platform business corresponds to the four regional segments of Delivery Hero Group (Europe, MENA, Asia and Americas) including group costs. The Integrated Verticals segment is not part of the Platform business 1. Excluding Glovo

| 2021 | 2022 | ||||||||
|---|---|---|---|---|---|---|---|---|---|
| in €m |
Q 1 |
Q 2 |
H 1 |
Q 3 |
Q 4 |
F Y |
Q 1 |
Q 2 |
H 1 |
| Delivery Hero Group |
|||||||||
| GMV | 7.769.7 | 8.388.8 | 16.158.5 | 9.562.6 | 9.640.4 | 35.361.5 | 10.145.8 | 9.877.8 | 20.023.6 |
| % YoY Growth (RC) |
83.2% | 74.2% | 78.4% | 64.8% | 38.8% | 62.2% | 30.6% | 17.7% | 23.9% |
| % YoY Growth (CC) |
92.2% | 80.8% | 86.1% | 64.6% | 39.8% | 65.6% | 28.7% | 13.7% | 20.9% |
| Total Segment Revenue |
1.351.6 | 1.549.9 | 2.901.6 | 1.788.7 | 1.918.5 | 6.608.8 | 2.051.5 | 2.134.2 | 4.185.7 |
| % YoY Growth (RC) |
114.1% | 104.6% | 108.9% | 89.0% | 66.5% | 89.5% | 51.8% | 37.7% | 44.3% |
| % YoY Growth (CC) |
127.0% | 115.1% | 120.5% | 89.9% | 65.9% | 94.1% | 47.4% | 30.8% | 38.5% |
| Intersegment consolidation1 | (19.2) | (35.2) | (54.5) | (38.0) | (42.8) | (135.2) | (46.2) | (49.2) | (95.5) |
| Adj. EBITDA |
(332.3) | (780.6) | (323.0) | ||||||
| EBITDA Margin % (GMV) |
-2.1% | -2.2% | -1.6% | ||||||
| Asia | |||||||||
| GMV | 5.129.4 | 5.588.6 | 10.718.0 | 6.659.9 | 6.529.2 | 23.907.0 | 6.948.7 | 6.489.8 | 13.438.6 |
| % YoY Growth (RC) |
83.2% | 68.2% | 75.0% | 72.1% | 40.1% | 63.1% | 35.5% | 16.1% | 25.4% |
| % YoY Growth (CC) |
88.3% | 71.0% | 78.9% | 70.0% | 40.8% | 64.4% | 34.9% | 13.7% | 23.8% |
| Segment Revenue | 620.1 | 720.2 | 1.340.4 | 853.7 | 876.6 | 3.070.7 | 928.0 | 937.8 | 1.865.8 |
| % YoY Growth (RC) |
113.2% | 84.2% | 96.6% | 89.7% | 61.8% | 83.5% | 49.7% | 30.2% | 39.2% |
| % YoY Growth (CC) |
121.5% | 90.2% | 103.5% | 88.4% | 60.6% | 85.6% | 46.7% | 25.4% | 35.3% |
| Adj. EBITDA |
(202.2) | (396.6) | (80.5) | ||||||
| EBITDA Margin % (GMV) |
-1.9% | -1.7% | -0.6% | ||||||
| MENA | |||||||||
| GMV | 1.537.7 | 1.617.3 | 3.155.0 | 1.763.4 | 1.837.5 | 6.755.9 | 1.932.4 | 2.015.0 | 3.947.5 |
| % YoY Growth (RC) |
60.7% | 96.7% | 77.4% | 46.2% | 36.1% | 55.8% | 25.7% | 24.6% | 25.1% |
| % YoY Growth (CC) |
83.2% | 123.8% | 102.0% | 52.0% | 38.9% | 68.4% | 18.4% | 13.1% | 15.7% |
| Segment Revenue | 325.5 | 359.3 | 684.9 | 418.5 | 459.6 | 1.562.9 | 491.1 | 514.9 | 1.006.0 |
| % YoY Growth (RC) |
60.9% | 116.6% | 86.0% | 70.0% | 64.2% | 74.8% | 50.9% | 43.3% | 46.9% |
| % YoY Growth (CC) |
79.4% | 142.4% | 107.8% | 74.2% | 63.2% | 84.6% | 41.3% | 28.6% | 34.6% |
| Adj. EBITDA |
65.0 | 105.7 | 40.1 | ||||||
| EBITDA Margin % (GMV) |
2.1% | 1.6% | 1.0% |
Q1 2022 figures retrospectively adjusted, mainly due to operations in Turkey, qualifying as hyperinflationary economy according to IAS 29
For Group, MENA, Americas and Integrated Verticals, revenues, adj. EBITDA, Gross Merchandise Value (GMV) as well as the respective growth rates are impacted by the Argentinian, Lebanese and/or Turkish operations qualifying as hyperinflationary economies according to IAS 29. RC = Reported Currency / CC = Constant Currency
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| Overview | Business Model | Value Creation | Outlook | Appendix | |||||
|---|---|---|---|---|---|---|---|---|---|
| Delivery Hero KPIs (Pro Forma Data) | |||||||||
| 2021 | 2022 | ||||||||
| in €m |
Q 1 |
Q 2 |
H 1 |
Q 3 |
Q 4 |
F Y |
Q 1 |
Q 2 |
H 1 |
| Europe | |||||||||
| GMV | 682.4 | 718.7 | 1.401.1 | 625.9 | 713.7 | 2.740.7 | 706.6 | 698.6 | 1.405.1 |
| % YoY Growth (RC) |
112.9% | 71.0% | 89.1% | 46.8% | 25.1% | 57.7% | 3.5% | -2.8% | 0.3% |
| % YoY Growth (CC) |
112.6% | 68.3% | 87.5% | 45.8% | 24.0% | 56.4% | 3.6% | -1.8% | 0.9% |
| Segment Revenue | 136.6 | 149.3 | 285.9 | 132.7 | 152.8 | 571.4 | 155.5 | 155.9 | 311.4 |
| % YoY Growth (RC) |
137.5% | 96.3% | 114.0% | 65.2% | 40.0% | 76.9% | 13.8% | 4.4% | 8.9% |
| % YoY Growth (CC) |
136.5% | 92.0% | 111.2% | 63.6% | 38.2% | 74.7% | 14.0% | 5.6% | 9.6% |
| Adj. EBITDA | 1.0 | (34.9) | (20.3) | ||||||
| EBITDA Margin % (GMV) |
0.1% | -1.3% | -1.4% | ||||||
| Americas | |||||||||
| GMV | 420.1 | 464.3 | 884.4 | 513.4 | 559.9 | 1.957.8 | 558.1 | 674.4 | 1.232.5 |
| % YoY Growth (RC) |
159.2% | 86.1% | 114.9% | 70.4% | 53.9% | 81.8% | 32.8% | 45.3% | 39.4% |
| % YoY Growth (CC) |
172.6% | 90.9% | 123.0% | 71.8% | 54.0% | 85.4% | 31.0% | 40.1% | 35.8% |
| Segment Revenue | 107.0 | 119.9 | 226.9 | 131.9 | 150.7 | 509.6 | 149.3 | 177.9 | 327.1 |
| % YoY Growth (RC) |
182.8% | 109.6% | 138.8% | 82.1% | 67.7% | 98.0% | 39.4% | 48.4% | 44.2% |
| % YoY Growth (CC) |
196.7% | 114.7% | 147.4% | 83.4% | 67.9% | 101.6% | 37.6% | 43.3% | 40.6% |
| Adj. EBITDA | (80.2) | (157.5) | (80.0) | ||||||
| EBITDA Margin % (GMV) |
-9.1% | -8.0% | -6.5% | ||||||
| Integrated Verticals | |||||||||
| GMV | 190.7 | 250.3 | 440.9 | 310.9 | 347.2 | 1.099.1 | 410.0 | 438.8 | 848.7 |
| % YoY Growth (RC) |
317.4% | 246.2% | 273.8% | 199.6% | 133.1% | 196.5% | 115.0% | 75.3% | 92.5% |
| % YoY Growth (CC) |
354.8% | 271.2% | 303.6% | 204.1% | 137.9% | 209.1% | 109.3% | 66.8% | 85.2% |
| Segment Revenue | 181.6 | 236.4 | 418.0 | 289.8 | 321.6 | 1.029.4 | 373.8 | 396.9 | 770.8 |
| % YoY Growth (RC) |
314.6% | 237.3% | 267.0% | 183.8% | 127.4% | 188.0% | 105.9% | 67.9% | 84.4% |
| % YoY Growth (CC) |
351.7% | 263.3% | 297.3% | 187.6% | 131.4% | 200.3% | 100.1% | 59.6% | 77.2% |
| Adj. EBITDA | (115.8) | (297.2) | (182.3) | ||||||
| EBITDA Margin % (GMV) |
-26.3% | -27.0% | -21.5% |
GMV is accounted for in the respective Platform segments and shown in the Integrated Verticals segment for illustrative purposes only
Q1 2022 figures retrospectively adjusted, mainly due to operations in Turkey qualifying as hyperinflationary economy according to IAS 29
For Group, MENA, Americas and Integrated Verticals, revenues, adj. EBITDA, Gross Merchandise Value (GMV) as well as the respective growth rates are impacted by the Argentinian, Lebanese and/or Turkish operations qualifying as hyperinflationary economies according to IAS 29. RC = Reported Currency / CC = Constant Currency
| Strategic rationale |
• Glovo's complementary geographical footprint adds a population of more than 700m and increases the Group's addressable market to a total population of ∼2.2bn • Leading presence in Europe, Central Asia and Africa with over 70% of the GMV being generated in leading countries o Strong presence and competitive positioning in Africa, a clearly underpenetrated market with compelling growth prospects • Attractive synergies by leveraging expertise in tech (logistics, product design, subscription, SaaS for restaurants), marketing (advertising products, customer targeting) and Quick Commerce partnerships |
|---|---|
| Closing of the transaction |
• On July 4, 2022, Delivery Hero announced it had taken all actions to close the transaction in regard to becoming the majority shareholder of Glovo • The registration of DH share capital increase was registered on July 21, 2022 and the subsequent admission for trading took place on August 2, 2022 • Delivery Hero is now the majority shareholder of Glovo, holding approximately 94% of its shares on a non-diluted basis, with the remainder mostly held by management and employees of Glovo |
| Issuance of DH shares |
• 10.3m Delivery Hero shares have been issued to sellers of Glovo shares • Final settlement and allocation of Delivery Hero shares to the sellers is ongoing with the listing agent |
| Glovo FY 2022 Guidance |
• GMV of € 3.7 to 3.9 billion and adj. EBITDA of up to € -300 million |

Gross Transacted Value (GTV) refers to the total value paid by users (food value + fees), incl. promos. GTV deviates from Delivery Hero's Gross Merchandise Value (GMV) definition
Contribution profit is defined as profit after variable costs (courier costs, customer service, etc.) excluding sales, marketing and fixed costs, according to Glovo
Delivery Hero operations in Bosnia and Herzegovina, Bulgaria, Croatia, Montenegro, Romania, and Serbia; Mercadao; Lola Market; and others
| Best-in-class | Dmarts overall |
|
|---|---|---|
| Incl. 7 countries | Incl. 42 countries |
|
| Daily orders per store | 540 | 244 |
| Average basket value (vs. Platform) | 120% | 121% |
| % Free delivery orders | 11.1% | 21.7% |
| Delivery time (min) | 25.4 | 21.5 |
| Listed SKUs per store | 5.2k | 3.2k |
| Items per order | 8.5 | 8.0 |
| Best-in-class | Dmarts overall |
||
|---|---|---|---|
| Incl. 7 countries | Incl. 42 countries | ||
| Product margin | 25.0% | 26.7% | |
| Delivery fee | 7.5% | 6.2% | |
| Advertising revenue1 | 2.5% | 2.0% | Other costs includes shrinkage, |
| Delivery cost | (18.2)% | (22.8)% | packaging, and others |
| Picker cost | (3.9)% | (7.9)% | |
| Other costs | (4.0)% | (10.4)% | |
| Gross Profit | 8.9% | (6.3)% | |
| Vouchers | (2.3)% | (5.7)% | |
| Gross profit after vouchers | 6.6% | (12.0)% |
Relevant gaps to profitability can be improved through increased scale and business maturity
Note: Data from January 2022. Unit economics percentages calculated based on revenue. Delivery costs and gross profit adjusted for intercompany charges. Other fixed costs include distribution centres, store managers, utilities and store maintenance. 1. Includes primarily advertising revenues and other non-commission revenue
| Orders / store levers |
Coverage Visibility Assortment DH deals CPG deals |
Increase delivery areas (and times) Improve visibility in app Targeting up to 6k SKUs / store Focus DH spend on first-time orders by existing food customers Run supplier-funded campaigns |
✓ Achieve scale More new customers / higher ✓ Low shrinkage CPO penetration ✓ Low shopper CPO ✓ Lower other CPO ✓ Higher frequency ✓ Low voucher CPO |
||
|---|---|---|---|---|---|
| Basket value | Increase minimum order value | ||||
| Revenue levers | Product margin | Use key value items pricing and get better supplier terms | ✓ Higher revenue per order |
||
| Delivery fee | Increase delivery fees and introduce service fees | ||||
| Advertising1 | Sell visibility products to CPGs | ||||
| Shrinkage | Reduce inventory via demand planning and distribution centres | ||||
| Cost levers | Picker | Increase picker efficiency in low performing stores |
✓ | ||
| Packaging | Cut packaging cost (reduce # of bags used) | Lower CPO | |||
| Delivery cost | Increase stacked delivery |



pandapro customers benefit from free delivery, discounts and attractive deals both in food delivery and quick commerce
Subscribers exhibit significantly higher order frequency and buy larger baskets. More users are converging from monthly to half-yearly or yearly subscription
pandapro was launched in early 2021 in APAC and quickly gained traction. For 2022, we plan to roll out subscription services also to other regions
pandapro APAC



Dennis Bader Director IR [email protected]

Laura Hecker Manager IR [email protected]

Loredana Strîmbei Senior Executive Assistant [email protected]
T: +49 (0)30 54 4459 105 Oranienburger Straße 70, 10117 Berlin, Germany

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