Marketplaces - Presentation by Peter F. Schmid, CEO of Wer Liefert Was at the NOAH 2015 Conference in London, Old Billingsgate on the 13th of November 2015.

1. Make Europe´s B2B products accessible worldwide
Peter F. Schmid, CEO • London, 13th of November 2015

3. B2B trade volume ~8 x larger than B2C trade volume
B2B online market materially larger than B2C
Source: IFH Retail Consultants: Industry report „B2B-E-Commerce-Markt in Deutschland“, 2013
B2B online space one of most significant future growth markets
B2C trade
volume
~400 €
billion
B2B trade
volume
~3,500 €
billion
x8

4. Example of customers representing the German “Mittelstand”
11.11.15
Milling cutters Heat pumps

5. low relevance high relevance
Which were the key reasons to offer products/services online?
Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM
01
02
Acquiring additional groups of customersCost saving in distribution and sales
04
03
05
Strengthening customer loyalty by offering another channelTime saving in distribution and salesCustomer queries (customer asked for possibility to shop online)
„What does the market want or need?“

6. Where do you start your purchase research for your company?
Search engines 91%
Telephonical request to suppliers 21%
Website/ Online shop for consumers (B2C) 12%
Stationary specialist retailers 18%
E-Procurement system (e.g. catalog SAP) 21%
Website/Online shop for business clients (B2B) 27%
Online catalog from supplier (e.g. PDF) 39%
Offline (e.g. catalogs) 18%
Marketplace for business clients (Mercateo, Amazon Supply) 12%

7. Which are the relevant issues to shop online for your business?
Source: 2015 „Online-Kaufverhalten im B2B-E-Commerce“ ibi research/VOTUM
Brand of a product / Trust in a product 71%
Awareness of a shop / marketplace operator 48%
Information about delivery time 95%
Technical data of a product 76%
Price of a product 86%

8. Key results for the B2B online search process
Source: Google 2014 / Millward Brown Digital
42%
use during a buying and
researching process a
mobile device
70%
of B2B buyers watch
videos during a buying
process
90%
of the online searching
target group use a search
engine
The majority
of the B2B target group is
digital nowadays

9. What are the offers today?

10. wlw becomes a classifieds marketplace business
Dosierpumpen

11. Products online per week
wlw becomes a classifieds business
28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45
100.000
300.000
500.000
700.000
900.000
1.100.000
1.300.000
1.500.000

12. 01
530,000 suppliers
in 47,000 categories
02
1,600,000
genuine buyers every month
wlw – Facts & Figures
03
24,000,000
visits a year
04
Founded 1932,
online since 1995,
located Hamburg,
200 employees
05
Every second one access
to a company profile,
every minute 5 concrete
offers are requested

13. wlw users & behaviour
47%
37%
32%
27%
23%
22%
20%
12%
Commercial employee /
administrator
Self-employed /
freelancer
Technical employee
Department head /
group leader
Assistant / secretary
Owner / co-owner
Division head
Management board /
managing directer
Decision-
maker
Share of wlw user within following
professional groups*
26%
20%
36%
6%
12%
-1,000 €
1,001 - 5,000 €
5,001 - 100,000 €
100,001 € +
don‘t know /
not stated
Purchasing volume of last
performed research*

14. View until 2016
Growing revenues of ~ 40 M EUR
(not trading volume)
Double digit profitability rate
2
40 M
3 M products by end of 15
10 M products by end of 16
Europe´s most comprehensive B2B marketplace
1
10 M
3 M

15. Thank you!

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Knowledge of and strong relationships
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Routine execution of M&A and financing
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transactions underline successful transfer of
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