HomeToGo SE · XETR:HTG
HomeToGo — Investor Presentation (December 2021)
48 slides from HomeToGo's investor presentation, December 2021
Slide 1: Disclaimer
Disclaimer Forward-Looking Statements This Presentation contains certain forwarcHooking statements, including statements regarding HomeToGo's future business and financial performance. These forward-looking statements generally are identified by the words “believe,” “project,” “expect,” “anticipate,
Slide 2: December 2021
December 2021
Slide 3: Make your vacation legendary
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Slide 4: Making incredible homes easily accessible to everyone
Slide 5: HomeToGo Highlights
HomeToGo Highlights World’s #1 Marketplace for alternative accommodation®, removing friction for Supply & Demand through Technology Online travel agencies Consumers Property managers Travelers Homeowners Demand —— Technology Supply platform
Slide 6: An accomplished team with deep travel sector expertise
An accomplished team with deep travel sector expertise and a unique culture Management Board Senior Management and Company SO pens Audrys Kazukauskas Anke Fiedler aes be Technology & Engineering Consumer Products technology” [swoo Doo BE KA )y AX] lastminute.com (fff) Hotels.com a ss, Carolin Christ
Slide 7: Key investment highlights
Key investment highlights Market: Huge, highly fragmented, non-transparent market that is underserved and growing Brand & Marketing: Powerful and growing brand complemented by proven marketing playbook Supply: Largest and most comprehensive supply of alternative accommodations fueled by direct and m
Slide 8: Q3 2021 Financial Results & Earnings
Q3 2021 Financial Results & Earnings A > 4 - y Booking Revenue | IFRS Revenue €28M Q3/21 €44M Q3/21 €100M+ 9M/21 €74M9M/21 +49% vs. Q3/19 | +10% vs. Q3/20 +40% vs. Q3/19 | +27% vs. Q3/20 +53% vs. 9M/19 | +42% vs. 9M/20 +23% vs. 9M/19 | +28% vs. 9M/20 ' y \ y | Take Rate Adjusted EBITDA 9.5% Q3/21 €1
Slide 9: Market overview: highly fragmented accommodation market
MARKET OVERVIEW. The market for accommodation is highly fragmented — even the large online travel agencies (OTAs) cover only a fraction of it Global stays in accommodation® ° ia 92% Others market 3% Vibo/ Expect Market shares 202000 2% Airbnb® €1tnt+ 5 3% Booking.com®) Opportunity today Long-term Op
Slide 10: Alternative accommodation, a structural trend accelerated by Covid-19
Q ane ’ aa — —= — WwW zeitgeist Alternative accommodation — a structural trend only further accelerated by Covid-19 Own home wins over crowded hotel as countries encourage citizens to holiday at home — the home turf of vacation rentals Home office can be anywhere Glenn Fogel, CEO Booking.com, Skift,
Slide 11: How the market is organized
MARKET OVERVIEW. How the market is organized 2 Consumers home to go. é home 7 Technology solutions for everyone > . ogo. : 2 ae g Marketpl : . 3 arketplace : @tipadvisor i px(/9¢7) ~— Booking.com (2 2 ey PMs list directl 2 pion TA: , Cy HomeToGo/ Py SCesfieds not on OTAs ovo A INF Dinterhome vacatio
Slide 12: Enabling the market with technology by building its operating system
HomeToGo is enabling the market with technology by building its operating system Operating System Payment services SaaS & technology solutions for Fully Integrated Marketplace partners incl. prices / yield, channel management & syncing, supply etc. Direct onsite booking engine with high | * 3° party
Slide 13: We continue to solve the key pain points of the market
MARKET OVERVIEW. We continue to solve the key pain points of the market Zoe MRCROATIA. «EE — agoda se Smee itt faassen | muita wince umoaeass A, casapilo - Pe we ‘flats.com ESPRIT Abritel’ @auemte. — muchosol ib pemea =] Vittas Qycironb MOM Ase smeonmnann NOEL Odalys QwnersDirect Phare — Gaaaeo Play
Slide 14: We are growing non-stop, even throughout Covid-19
Weare growing non-stop, even throughout Covid-19 Gross Booking Value petal tec seine € billions Online Travel despite increasing Companies? Covid cases 1.2 13 12 6s 0.6 9M/21| I9M/19 M/20 9M/18 0.2 2016 2017 2018 2019 2020 2021 Covid-19 impacted (Weighted average Gross Booking Value growth of online
Slide 15: Marketing: consumer trust
MARKETING ~ CONSUMER TRUST Consumers trust us... Customer reviews?) 4.7 OREVIEWSio App store ratings() Google Pla Pp g y 4.8 4.1 home to go. “They provided a service which | was on the Internet.” “looked at Vrbo, Airbnb, booking.com, TripAdvisor etc. | got the best deal in the keys! I saved 70%. Abs
Slide 16: Marketing success factors
mmm WARKETING - SUCCESS FACTORS ...which leads to increasing demand while decreasing cost HomeToGo Visits millions >80x -73% Traffic increase CPV reduction 2015-2020 2015-2020 Success factors 321 315 Cost per Visit (02 Excellent team with very strong 266 digital Marketing experience Extensive automa
Slide 17: Marketing: SEO & PR
MARKETING ~ SEO & PR Success in building a strong SEO profile has been one of the major drivers behind our increase of Brand & Organic... SEO visibility score Number of page #1 keyword rankings Visibility By Sistrix as of October 2021 By Sistrix as of October 2021 Visits t) 54% 50 H HometoGo ) Airbn
Slide 18: Increasing customer lifetime values
MARKETING ~ CONSUMER TRUST ..and leads to increasing customer lifetime values Users who first booked offsite —= 2017 cohort (ar4) Users who first booked onsite®) —= 2017 cohort (ar4) Consumer lifetime value (CLV) per user® by cohort == 2018 cohort (@t@4) Consumer lifetime value (CLV) per user® by co
Slide 19: HomeToGo provides the best solution for every supplier type
PARTNER & SUPPLY - HOMETOGO SOLUTIONS. HomeToGo provides the best solution for every supplier type Providing higher quality traffic for the OTAsthan traditional sources, thereby converting bookings more effectively Incentives are alignedas most of OTAs only pay a commission for confirmed bookings (w
Slide 20: Supply uniqueness
PARTNER & SUPPLY - SUPPLY UNIQUENESS, Well distributed sources of vacation rentals lead to low uniqueness at large partners (1) Share of unique inventory of our three largest Partners Logon © Te ceemerenie 20
Slide 21: Optimizing conversion for supply
PARTNER & SUPPLY - OPTIMIZING CONVERSION FOR SUPPLY We can make a difference for 90+% of our Partners A case study Number of bookings received by Partner() Partners have seen an eo—— uplift of bookings of up to 60x after switching Q2 2017 Q3 2017 Q2 2020 Partner switches 9x booking 60x booking to Ho
Slide 22: Partner & supply unit economics
PARTNER & SUPPLY - UNIT ECONOMICS What supply Partners earn in the market and what we earn per booking Property Managers €400 e400 e400 Cleaning, Key Service, Yield Management etc. (up to 40% of basket size) Homeowner €1,000 Up to 40% earnings Mlustrative Total industry basket size commission pool O
Slide 23: Take rate
TAKE RATE Constantly growing the Take Rate, esp. through new partnerships Avg. Take Rate per year % 5.5% 2016 home to go_ 5.9% 2018 6.4% 2020 9M/2021 2021 Guidance of 7.2% 13.3% Avg. Take Rate of last 100 Partners added to HomeToGo platform Partners see the value in HomeToGo and distribute at compet
Slide 24: State-of-the-art consumer platform
e-of-the-art consumer platform Modular SaaS solutions for Partners supporting everyone in the alt. accommodation ecosystem to be more successful
Slide 25: Product & technology: consumer product
PRODUCT & TECHNOLOGY ~ CONSUMER PRODUCT Our superior consumer experience offers choice, transparency, highly relevant content and trust & safety when booking Broad choice Smart and personalized Trusted checkout & combined with smart tools by data and machine learning payments like flexible search ge
Slide 26: Product & technology: core technology
PRODUCT & TECHNOLOGY - CORE TECHNOLOGY We leverage deep inventory knowledge to optimize inventory both for partners and customers Proprietary Al-based images enhancement Analyze, correct and enrich supplied data Image recognition Natural language processing (NLP) based content checks Deduplication A
Slide 27: SaaS solutions for homeowners
PRODUCT & TECHNOLOGY - SAAS SOLUTIONS FOR HOMEOWNERS A shopify-like convenient all-in-one SaaS solution to connect homeowners more easily to our Partners — enabling the whole supply side to be more successful Overview via central cockpit Click-and-Build own Synchronise data incl. guest communication
Slide 28: Fueling the scalable flywheel with network effects
Fueling the scalable flywheel with network effects by building the tech enabler for the whole alternative accommodation ecosystem gEaig Better leveraged data drives higher conversion = more qualified demand for supply Partners —— Technology platform Increased rentability from qualified demand combin
Slide 29: Financials
Slide 30: Executive Summary
SUMMARY Executive Summary: Record performance continues with high Q3 EBITDA resulting in raise of Revenue guidance @ Booking Revenues: Highest-ever Booking Revenues for both Q3/21 with €28 million and 9M/21 with >€100 million Onsite Booking Revenue: Record onsite Booking Revenue in both Q3/21 and 9M
Slide 31: Financial Summary
Financial Summary Gross Booking Value (€ million): steady progress, with COVID impacts ana 4526 408.8 397 eso 3a13 3207 18 225.0 298 2608 B43. 208.9 m2 | | | 2 01/2018 62/2018 5/2018 4/2018 GII2O19 G2/2O19 G8/2019 4/2017 Gr/2020 2/2020 8/2020 @4/2020 1/2021 G2/2021 43/2021 Revenue Mix (%): mix shift
Slide 32: Booking Revenue
BOOKING REVENUE Record Booking Revenue” driven by steep increase of share of onsite transactions and Subscriptions & Services 9 Months Performance 3'4 Quarter Performance € million € million a . . 28 . . = y/y change in onsite + +10% y/y change in onsite 9 |+ao% 6 = [53% 1 9M/21 vs. 9M/20: | *A9% Bm
Slide 33: Record Gross Booking Value in 9M/21
Record Gross Booking Value in 9M/21 24 best Q3 Gross Booking Value in the history of HomeToGo influenced by strong onsite business; Q4 demand well ahead of 2019 and 2020 9 Months performance 34 Quarter performance € million € million Q1 =#Q2 G3 1 +18% t+9% 194 383 le 1093 ~ ]+34x | (24)% =| | : 321
Slide 34: Onsite Booking Revenue
ONSITE BOOKING REVENUE Onsite Booking Revenue” in Europe makes up more than 50%, while North America is on a steep growth trajectory Onsite Share Europe Onsite Share North America # of onsite bookings % of Booking Revenues % of Booking Revenues “000 of bookings 410 ee 42% 34.2% 9 242 14% 27% — 1” OM
Slide 35: Record Take Rate in 2021
Record Take Rate” in 2021 driven by high share of onsite Strong Take Rate increase in Q3/21 supported by strong CPC 100% Overall Take Rate Guidance 95% 9.0% 85% 9M/2021 avg, take rate: 8.2% fie 80% 75% 7.0% 9M/2020 avg. take rate: 6.4% 68% WL TLS SILL De --------- =e 60% ~ “™__ ——— 5.5% 5.0% a Q2 fo
Slide 36: Revenue
REVENUE Record Q3 and 9M (IFRS) Revenues on the back of strong e e e e onsite and Subscriptions & Services Subscriptions & Services revenues up significantly in 2021: Q3/21 to €2.4m (+158% vs. Q3/19 and +58% vs. Q3/20) and 9M/21 to €6.2m (+116% vs. 9M/19 and +32% vs. 9M/20) 3'4 Quarter Performance 9
Slide 37: Adj. EBITDA
ADJ. EBITDA Major travel season Q3 drives positive EBITDA” 9 months EBITDA of 2021 adjusted for €13m of SPAC related costs 9 Months performance 3'4 Quarter performance € million € million 16.7 4S ei na L ! Hi ! | 16 ! H 1 aos | 1 1 | ! H 1 1 t----l 16.6 9M/19 9M/20 9M/21 aay Q3/20 Q3/21 Adj. EBITDA
Slide 38: Use of Proceeds
USE OF PROCEEDS Planned use of proceeds will further accelerate growth and provide adequate liquidity for unexpected market disruptions IAS SY Targeted €250 million M&A primary capital Ot Organic Growth Acceleration 65) Cash on Balance Sheet, Fees and Other Expenses“ to go. (1) €42m VSOPs paid in ca
Slide 39: Outlook: Booking Revenue
OUTLOOK - BOOKING REVENUE Booking Revenue" continues with record performance besides the increasing numbers of the Delta-Variant of Covid Booking Revenue 2019 =*=2020 =e=2021 Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec 39
Slide 40: Shareholder Structure
SHAREHOLDER STRUCTURE Well distributed shareholder structure® with founders still invested Insight 7.9% Others 30.6% @ Klaus Hommels 1.7% 127 million shares Treasury Shares 8.1% DN Capital (UK) LLP. 5 89% TruVenturo4.2% Management ee Board 7.0% home togow oe First Day of Trading: Issuer: Listing Ven
Slide 41: HomeToGo
Slide 42: Appendix
Slide 43: Consolidated Statement of Profit or Loss — 9M/2021
Consolidated Statement of Profit or Loss — 9M/2021 Jan 1, 2021- Jan1,2020- Sep 30, 2021 Sep 30, 2020 Revenue 73,633 57,361 Cost of revenues (3,028) (2,053) Gross profit 70,604 55,307 Product development and operations (15,949) (11,306) Marketing and sales (80,726) (62,742) General and administrative
Slide 44: Consolidated Statement of Profit or Loss — Q3/2021
Consolidated Statement of Profit or Loss — Q3/2021 Jul, 2021- Jul, 2020- Sep 30, 2021 Sep 30, 2020 Revenue 43,601 34,305 Cost of revenues (1197) (762) Gross profit 42,403 35,543, Product development and operations (7,162) (3,600) Marketing and sales (27,369) (14,818) General and administrative (69.4
Slide 45: Consolidated Statement of Financial Position
Consolidated Statement of Financial Position Assets in € thousan Sep 30, 2021 Intangible assets 65,914 Property, plant and equipment 15,428 Trade and other receivables (noncurrent) 1a Income tax receivables (non-current) 79 Other financial assets (non-current) at, Other assets (non-current) 197 Non-
Slide 46: Consolidated Cash Flow Statement
Consolidated Cash Flow Statement 32021 YTD @32020 YTD (11,314) Adjustments for: Depreciation and amortization Esa Non-cash employee benefits expense- share-based payments 89,403 821 Finance costs-net =a aa Net exchange differences 78) Change in operating assets and liabilities (Increase) / Decrease
Slide 47: Glossary
Slide 48: Glossary
Glossary Agriturismo Website for rural Italian inventory operated by Feries Booking Revenues NonFRS operating metric to measure intra-month performance view defined as net Euro value generated by transactions (CPA, CPC, CPL, Subscriptions & Services etc.) before cancellation Brand & Organic traffic