Financial Results Q3 2021

Q3 and 9M 2021

Unaudited Financial Results

Multi-vertical digital retailer and the leader in the children's goods sector in Russia and Kazakhstan

November 2021

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9M and Q3 2021 Highlights

1	Accelerated top-line growth

2	Explosive online sales growth

3	Continuous retail chain expansion

4	Superior EBITDA growth and
margin

5	Strong return to shareholders and
sound financial discipline

9M 2021	Q3 2021
 20.7% total GMV growth	 16.4% total GMV growth
 18.9% net revenue growth	 14.0% net revenue growth

	43.5% total online sales growth		45.1% total online sales growth
	27.3% online sales share		26.2% online sales share

 146 new stores: 48 Detsky Mir, 67	 85 new stores: 24 Detsky Mir, 34
Detmir mini , 31 Zoozavr	Detmir mini, 27 Zoozavr

 Adj. EBITDA growth of 21.4%	 Adj. EBITDA growth of 12.5%
 Adj. EBITDA margin at 11.4%	 Adj. EBITDA margin at 13.3%

• Total dividend payment in 2021 amounts to RUB 8.3bn1 (7% increase YoY)
• Net debt/ adj. EBITDA LTM at 1.2x

Hereinafter, the Company's consolidated financial measures for 2020-2021 and related interim periods are based on proforma financial information prepared as if IFRS 16 'Leases' had not been adopted, and thus do not represent IFRS measures.
The data on comparative dynamics are given year-on-year.	2
(1) Includes final dividends paid for 2020 in Q3 2021 and the recommended amount of interim dividends to be paid for 9M 2021

Strategy execution progress:

further consolidation of children's goods market

	Leader		Continuous omni-channel retail platform development and growth
				2020		Q3 2021		2021		Mid-term
							target
			Number of stores	848		1 014		1 018		~1 9001
			Distribution	2 Federal		2 Federal		2 Federal		4 Federal
			centers	1 Regional		3 Regional2		3 Regional		4 Regional
			Online sales share	25.0%		27.0%		35.0%		45.0%
			of revenue (Russia)
Multi-vertical	Digital		Private label share	44.5%		53.0%		n/a		65.0%
			of revenue

1. Only including Detsky Mir and Detmir stores, not including pet supplies stores
2. In October 2021 (past the reporting date) the Company launched its third Regional Distribution Center in Novosibirsk

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Strategy execution progress:

enhancement of customer and user experience

		Mobile-first concept with best-in-class app
	Leader			Over 50 features introduced to the mobile app year-to-date,
				Q3 2021 achievements included:
				 Launch of mobile app in Belarus
				 More than 80% orders done via the app in Kazakhstan
				 Updated search engine and with an improved UI
				 Quick second order function
				 Barcode scanner
		Detsky Mir 3.0 successful pilot and further roll-out
				Detsky Mir 3.0 digital store concept was introduced to
				support the growth in online sales and improve customer
Multi-vertical	Digital			experience:
				 Up to 20% NPS increase vs traditional stores
				 The same capex for new 3.0 stores opening as for
				traditional stores
				 All new stores will be opened in 3.0 format

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