HomeToGo SE · XETR:HTG
HomeToGo — FY2021 Earnings Presentation
46 slides from HomeToGo's earnings presentation, February 2022
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: February 2022
ebruary 2022
Slide 3: Make your vacation legendary
SUMMER 2021 Make your vacation legendary es Pics. fe world’s. & « n Q. Baltic Sea Q Baltic Sea v Sot.,6/5 Sat,6/12 0 Y \ Guests wy ) \ Your past searches Your recently viewed Similar offers you might i offers be interested in = Ostsee ya = Lh tetera F aco a
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 is a a - Audrys Kazukauskas ‘Anke Fiedler Technology & Engineering Consumer Products. ooood lastminute.com (Fl Hotels.com Carolin Christ Mahendra Roopa Dr. Thomas KrauBe SaaS Pr
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: 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® 92% Others market 3% Vrbo / Expedia® Market shares 2020 2% = Airbnb®) €1tnt+ | 3% Booking.com® © tunity today Long-term Opportu
Slide 9: Alternative accommodation, a structural trend accelerated by Covid-19
Q ane ! aa — —s — W 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, M
Slide 10: Market Overview: how the market is organized
MARKET OVERVIEW. How the market is organized 2 Consumers home to go. é home 7 Technology solutions for everyone 2 7 to go : 2 Marketpl : . 2 ERED : @tipadvisor —W’prf/9¢» ~—— Booking.com ® . a vet di ay PMs list directly on ’ a HomeToGo / partially cae not on OTAs ovo A INF Dinterhome vacation homes
Slide 11: HomeToGo is enabling the market with technology
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 | * 5°Party
Slide 12: We continue to solve the key pain points of the market
MARKET OVERVIEW. We continue to solve the key pain points of the market ‘flats com ESPRIT Zee. ABCROATIA Sgeewea!'. Abrritel @ vértgate — muchosol Dp nena: Es) Vittas mm Game SSE Qcirbnd — AMOMA cn amma NENOVABOL Odalys, — OwpersDyect ceusem wenn BB” — tats Eifags ornament [Be]mare —Bestfewode = ge
Slide 13: We are growing non-stop, even throughout Covid-19
Weare growing non-stop, even throughout Covid-19 Gross Booking Value € billions weighted average decline of other Online Travel Companies” 1.2 1.3 1.0 despite increasing Covid cases 1.4 2016 2017 2018 2019 2020 Covid-19 impacted (Weighted average Gross Booking Value growth of online travel companies
Slide 14: 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 15: Marketing: Success Factors
mmm MARKETING - SUCCESS FACTORS ...which leads to increasing demand while decreasing cost HomeToGo Visits millions >80x EY Traffic increase CPV reduction 2015-2020 2015-2020 Success factors 364 Cost per Visit (0 301 Excellent team with very strong digital Marketing experience Extensive automation of
Slide 16: 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% i HHomeToce. Aire 8.0
Slide 17: Increasing customer lifetime values
MARKETING ~ CONSUMER TRUST ..and leads to increasing customer lifetime values Users who first booked offsite —= 2017 cohort (ars) Users who first booked onsite®) —= 2017 cohort (ars) Consumer lifetime value (CLV) per user® by cohort == 2018 cohort (@t@4) Consumer lifetime value (CLV) per user® by co
Slide 18: 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 (wi
Slide 19: Supply uniqueness at large partners
PARTNER & SUPPLY - SUPPLY UNIQUENESS, Well distributed sources of vacation rentals lead to low uniqueness at large partners Share of unique inventory of our three largest Partners” 6% Croatia home to go_ 19
Slide 20: 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 21: Partner & Supply: Unit Economics
PARTNER & SUPPLY - UNIT ECONOMICS What supply Partners earn in the market and what we earn per booking Property Managers Cleaning, Key Service, Yield Management etc (up to 40% of basket size) €400 €400 €400 Homeowner €1,000 Up to 40% earnings Illustrative Total industry basket size commission pool O
Slide 22: Take Rate
TAKE RATE Constantly growing the Take Rate, esp. through new partnerships Avg. Take Rate per year % Overall Take Rate Guidance 13.1% Partners see the 8.4% value in HomeToGo 6% and distribute at 5.9% : 2021 Guidance a 5.5% of 57.2% competitive commission rates 2016 2018 2020 2021 ‘Avg. Take Rate of l
Slide 23: 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 24: 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 like flexible search payments ge
Slide 25: 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 26: 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 27: 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 yield management etc. qualified demand for supply Partners —— Technology _ Higher retention & CLVs drive platf
Slide 28: Financials
Slide 29: Summary
SUMMARY Preliminary Record FY2021IFRS Revenue of € 95m (+44% vs. FY 2020) ( 4 » Booking Revenues: Highest-ever Booking Revenues for both Q4/21 with €23 million (+111% vs. Q4/20) and FY/21 with €123 million Onsite Booking Revenue: Record onsite Booking Revenue in both Q4/21 (+244% vs. Q4/20) and FY/2
Slide 30: Financial Summary
Financial Summary Gross Booking Value (€ million): steady progress, with COVID impacts ‘estimated for CPC/ather an 433 booking Gav (CPA) 409 321 321 288 261 383 285 250 24 Ena 209 am | | | I | 212018 @2/2018 63/2018 4/2018 G1/2019 2/2019 5/2019 G4/2019 G1/2020 @2/202003/202004/2020 G1/2021 2/2021 48
Slide 31: Booking Revenue
BOOKING REVENUE Record Booking Revenue” driven by steep increase of share of onsite transactions and Subscriptions & Services 2021 Performance 4* Quarter Performance € million € million 123 So Woy change in onsite rr Y +51 20 55% 2021 vs. 2020: +64% +1% 80 a +1129 % ——4 9 4h P| 2021 vs. 2019: 3 ‘ +1
Slide 32: Gross Booking Value
GROSS BOOKING VALUE Record Gross Booking Value in 2021 Strongest Q4 Gross Booking Value in the history of HomeToGo influenced by strong onsite business; besides increasing Covid cases worldwide 2021 performance 4* Quarter performance € million € million Ql #Q2 §Q3 = a4 ° 1,438 {+17% t+14% 2a 1226 1.
Slide 33: 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 491 42% 269 34% 2n 3 5 9% 2% a — | 201
Slide 34: Record Take Rate in 2021
Record Take Rate” in 2021 driven by high share of onsite Strong Take Rate increase in Q4/21 supported by strong CPC 110% Overall Take Rate Guidance 10.0% 9.0% 8.0% 7.0% 6.0% 5.0% 4.0% a a2 fox} [erg ai a2 fox} [erg a a2 fox} for 2019 2020 2021 venues divided by Gross Booking Value (exe. Hotel, Fries
Slide 35: Revenue
REVENUE Preliminary record IFRS Revenue” of € 95m on the back of strong Onsite and Subscriptions & Services Subscriptions & Services revenues up significantly in Q4/21 to €2.6m (+168% vs. Q4/19 and +56% vs. Q4/20) and 2021 to €8.8m (+129% vs. 2019 and +38% vs. 2020) 2021 Performance € million On «95
Slide 36: Use of Proceeds
USE OF PROCEEDS Planned use of proceeds will further accelerate growth and provide adequate liquidity for unexpected market disruptions as W ene Targeted €250 million Organic Growth M&A primary capital Acceleration 65) Cash on Balance Sheet, Fees and h Other Expenses“ to 9o- (1) €42m VSOPs paid in c
Slide 37: Outlook: Booking Revenue
OUTLOOK - BOOKING REVENUE Booking Revenue” continues with record performance besides the increasing numbers of Covid Booking Revenue” 2019 =*=2020 =*=2021 =*-2022 ss . se ‘e Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec home _. togo_ ° 38
Slide 38: Shareholder Structure
SHAREHOLDER STRUCTURE Well distributed shareholder structure® with founders still invested Insight 7.9% Others 30.6% @ Klaus Hommels” WI% 127 million shares Treasury Shares 8.1% DN Capital (UK) LLP TruVenturo4.2% a 8.9% Management ee Board 7.0% % home togow | oe First Day of Trading: Issuer: Listing
Slide 39: Slide 39
Slide 40: HomeToGo
Slide 41: 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 42: 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 43: 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 44: Consolidated Cash Flow Statement
Consolidated Cash Flow Statement 3 2021YTD @32020 YTD (11,314) Adjustments for: Depreciation and amortization 2553 Noncash employee benefits expense share-based payments 89,403 8521 Finance costs-net 38,776 487 Net exchange differences 78) Change in operating assets and liabilities (Increase) / Decr
Slide 45: Glossary
Slide 46: 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