• Retail growth worldwide and in Russia • Top-10 Russian regions by retail sales • Analysis of non-food segments

1. RUSSIAN RETAIL
& ONLINE-RETAIL
CURRENT STATISTICS
1st - 2nd QUARTERS 2013
SEPTEMBER 2013

2. ABOUT CENTER OF STRATEGIC RESEARCH
«ENTER VISION»
CENTER OF STRATEGIC RESEARCH
ENTER VISION
was founded in 2011 by Enter company.
Our key target is to increase transparency of Russian retail & online-retail
markets for its players.
Consolidating information from our experts and conducting research of market
trends & performance, Enter Vision provides analytics of 3 types:
1. Market & industry reports
2. Competitive environment analysis
3. Ad-hoc research
CONTACTS:
Website: WWW.ENTER.RU/RESEARCH
E-mail: RESEARCH@ENTER.RU
Facebook: WWW.FACEBOOK.COM/RESEARCH.ENTER
SlideShare: WWW.SLIDESHARE.NET/RESEARCH_ENTER
«WORLDWIDE RETAILERS: BUSINESS
RESULTS FOR THE 1ST QUARTER 2013»
«WORLDWIDE AND RUSSIAN RETAIL MARKETS
2012-2016»
• Quarterly index of retail: analysis of 75
international and Russian retailers by revenue,
gross margin, turnover ratios, market
capitalization indexes
• Retail and e-commerce in Russia, USA, China:
volumes, growth rates, forecasts 2009-2016
• Perfumes, Furniture, Jewelry markets: key players,
retailers product mix, website traffic analysis
June 2013
July 2013
«CUSTOMER-CENTRISM:
METRICS, CASES, FACTS»
• Client service metrics: NPS, CSI, TLR, FCR, TRI*M
• Worldwide client service cases: Zappos, Costco,
USAA, Edward Jones, Southwest airlines, Starbucks
and others
February 2013
«CURRENT TRENDS IN ONLINE RETAIL:
FACTS AND FIGURES»
• Online retail indexes: costs of delivery by
regions, payment methods penetration,
product mix analysis, average prices etc.
October 2012
2

3. RUSSIA:
MACROECONOMIC INDICATORS
GDP
Nominal GDP
+1,2% Real GDP growth, year over year
In constant prices (excl. inflation), %
In current prices (inc. inflation), bln rub.
Retail share in nominal GDP
In current prices (inc. inflation), %
+1,2%*
+4,3%
11 925
14 646
13 348
15 880
16 350
15 013
34,3%
33,5%
1Q
2Q
3Q
2011
4Q
34,0%
34,1%
1Q
2Q
14 988
16 111
35,0%
13 802
35,1%
34,3%
17 434
35,0%
35,2%
4Q
1Q
2Q
33,6%
3Q
2012
2013
MACROECONOMIC SITUATION INDICATES THE
DECREASING OF RUSSIAN ECONOMY GROWTH RATES
* Rosstat estimation,06.09.2013
Source: Center of Strategic Research «Enter Vision» according to Rosstat.
3

4. WORLDWIDE AND RUSSIAN RETAIL
RETAIL GROWTH RATES IN 2Q 2013
Retail
USA
European
Union (27)
China
3,4% 3,0%
Non-Food Retail *
6,4% 5,0%
Top segments of non-food retail by
growth rate in 2Q 2013 (year over year)
Jewelry украшения
Ювелирные& Watches1
Товары для дома DIY
Household Goods &иDIY1
Мебель
Furniture1
Apparel & Footwear1
1,0% 0,5%
0,1% 0,5%
14,0% 13,6%
17,6% 20,0%
Health & Beauty Products1
Electronics1
7,6%
Brazil
10,3% 11.2%
Russia
11,8% 10,9%
9,9% 8,9%
6,3%
13,2%
* Non-food retail does not include retail sales of automobiles and fuel.
2Q 2012 to 2Q 2011
(Year over year)
-0,5%
ЮвелирныеJewelry & Watches1
украшения и часы
Telecommunication Appliances1
Телекоммуникационная техника
Apparel & Footwear1
Одежда и обувь
9,6%
(Year over year)
1,0%
0,8%
59,4%
36,3%
Furniture1
Мебель
South Africa
2Q 2013 to 2Q 2012
12,2%
9,3%
5,5%
Household Goods &иDIY1
Товары для дома DIY
Парфюмерия & косметика
Perfumes и Cosmetics1
10,2%
Perfumes и косметика
Парфюмерия & Cosmetics1
Товары для красоты и Products1
Health & Beauty здоровья
Товары для дома DIY
Household Goods &иDIY1
8,3%
Sports & Outdoor1
Спортивные товары
Автозапчасти
Auto Parts1
Книги, газеты magazines1
Books, newspapers & и журналы
27,1%
10,8%
10,1%
5,3%
WORLD RETAIL
GROWTH RATES
CONTINUE TO
SLOW DOWN
16,0%
13,9%
12,3%
34,6%
27,7%
11,7%
Source: Center of Strategic Research «Enter Vision» according to US Census,
Eurostat, NBSC, IBGE, Statistics South Africa, Rosstat
4

5. RUSSIAN RETAIL MARKET
DYNAMICS & STRUCTURE
FOOD RETAIL
2 050
+8,2%
2 299
2 200
+12,4%
2 555
2 840
2 211
2 530
2 381
Food retail sales
2 676
2 477
In current prices (inc. inflation), bln rub.
Non-food retail sales
In current prices (inc. inflation), bln rub.
1Q
2Q
3Q
4Q
1Q
2Q
2011
3Q
4Q
1Q
2012
2Q
2013
Non-food retail sales (exc. auto & fuel)
In current prices (inc. inflation), bln rub.
NON-FOOD RETAIL
+9,7%
+15,1%
2 135
1Q
2 602
2 373
2Q
3Q
2 890
4Q
2 479
1Q
2 963
2 731
2Q
2011
3Q
3 260
4Q
2 762
2 995
1Q
2012
2Q
2013
THE STRONGEST SLOW DOWN IS
SHOWN IN NON-FOOD RETAIL
GROWTH RATE
NON-FOOD RETAIL (excl. auto & fuel sales)
+8,3%
+13,2%
1 700
1 846
2 002
2 231
1 955
2 090
2 250
2 524
1Q
2Q
3Q
4Q
1Q
2Q
3Q
4Q
2011
2012
2 150
2 262
1Q
2Q
Source: Center of Strategic Research of Enter according to Rosstat
Growth in current prices (year over year), %
2013
5

6. RUSSIAN RETAIL MARKET
REGIONAL STRUCTURE
RETAIL SALES IN 2Q 2013
Food retail share, %
< 300 RUR bln.
300 – 499 RUR bln.
500 – 999 RUR bln.
1000 – 1499 RUR bln.
> 1500 RUR bln.
FOOD NONFOOD
44% 56%
Food retail share, %
Non-food retail share, %
Non-food retail share, %
47% 53%
GROWTH OF RETAIL SALES IN 2Q 2013
(year over year), %
+ 10,9%
+10,7%
50% 50%
North Western FD
49% 51%
+10,4%
Central FD
45% 55%
+10,6%
+ 12,0%
+ 11,2%
Far Eastern FD
47% 53%
48% 52%
TOTAL IN RUSSIA
+12,5%
Ural FD
Volga FD
Southern FD
45% 55%
+ 8,8%
Siberian FD
47% 53%
+ 12,8%
North Caucasian FD
Source: Center of Strategic Research «Enter Vision» according to Rosstat
Growth in current prices (year over year), %
6

7. RUSSIAN RETAIL MARKET
TOP-10 REGIONS BY NON-FOOD RETAIL SALES IN 2Q 2013*
Region
Non-food turnover** Growth rate in 2Q 2013
(year over year, in current prices)
RUR bln.
Top segments of non-food retail by growth rate in 2Q 2013
(year over year)
Jewelry & Watches
#1
Moscow region
166
-0,1%
53%
Kids` Products
25%
17%
Electronics & Home appliances
#2
#3
Sverdlovskaya
region
Krasnodar
region
Furniture
124
+12,1%
27%
Books, newspapers & magazines
18%
Kids` Products
18%
Jewelry & Watches
99
+9,0%
54%
41%
Kids` Products
39%
Books, newspapers & magazines
#4
Republic of
Tatarstan
Auto Parts
94
+3,3%
45%
35%
Apparel & Footwear
27%
Electronics & Home appliances
Sports & Outdoor
#5
Tyumen region
92
+15,3%
15%
Medical goods & Drugs
Apparel & Footwear
* excluding Moscow and St. Petersburg
** non-food retail excludes retail sales of automobiles and fuel
24%
9%
Source: Center of Strategic Research «Enter Vision» according to Rosstat. Growth in current prices (year over year), %
7

8. RUSSIAN RETAIL MARKET
TOP-10 REGIONS BY NON-FOOD RETAIL SALES IN 2Q 2013*
Region
Non-food turnover** Growth rate in 2Q 2013
(year over year, in current prices)
RUR bln.
Top segments of non-food retail by growth rate in 2Q 2013
(year over year)
Electronics & Home appliances
#6
Rostov region
91
+9,3%
27%
12%
Apparel & Footwear
10%
Books, newspapers & magazines
#7
Republic of
Bashkortostan
Auto Parts
84
+14,4%
42%
36%
Household Goods & DIY
34%
Electronics & Home appliances
Furniture
#8
Samara region
76
+21,4%
64%
43%
Kids` Products
35%
Books, newspapers & magazines
#9
Nizhni Novgorod
region
Auto Parts
68
+11,9%
20%
13%
Medical goods & Drugs
#10 Chelyabinsk
region
Perfumes & Cosmetics
13%
29%
Perfumes & Cosmetics
67
-3,6%
6%
Household Goods & DIY
* excluding Moscow and St. Petersburg
** non-food retail excludes retail sales of automobiles and fuel
Medical goods & Drugs
6%
Source: Center of Strategic Research «Enter Vision» according to Rosstat. Growth in current prices (year over year), %
8

9. RUSSIAN RETAIL MARKET
GROWTH RATE IN RETAIL SEGMENTS
1Q 2013 to 1Q 2012
2012 to 2011
(Year over year)
(Year over year)
Food
Food 3,6% 9,4%
Non-food
Non-food
Non-food (exc. auto, fuel)
Non-food (без авто, бензина)
13,4%
Auto Parts
Автозапчасти
14,2%
Books, newspapers & журналы 0,5%
Книги, газеты и magazines
Ювелирные украшения Watches -1,0%
Jewelry & и часы
Косметика и парфюмерия
Perfumes & Cosmetics
8,2%
Одежда и обувь
Apparel & Footwear
12,9%
3,0%
14,1%
5,2%
24,0%
Мебель
Furniture
10,4%
Товары для детей
Toys & Games
14,0%
4,8%
3,0%
11,5%
3,4%
15,4%
26,3%
Growth in constant prices (excl. Inflation), year over year
11,7%
1,6%
10,8%
3,8%
10,5%
16,6%
9,3% 8,3%
4,0%
7,4%
7,7%
3,2%
11,8%
7,6%
0,3%
10,0%
8,8%
27,7%
19,6%
5,4%
11,3%
13,6%
14,6%
7,5%
4,8%
8,3%
34,6%
14,5%
37,5%
13,1%
13,4%
БТиЭ
Electronics & Home appliances
Товары для дома и& DIY
Household Goods DIY
0,0%
7,0%
8,3%
28,1%
20,1%
31,8%
9,7%
4,5%
10,7%
20,7%
4,7%
10,0%
5,5%
12,4%
2,0%
11,4%
6,0%
6,0% 13,4%
(Year over year)
12,1%
1,6%
8,6% 14,3%
Sports & Outdoor
Спортивные товары
2Q 2013 to 2Q 2012
24,4%
5,3%
6,7%
6,5%
ELECTRONICS & HOME
APPLIANCES – THE ONLY
SEGMENT OF NON-FOOD
RETAIL WHICH SHOWED
DECREASE IN PRICE LEVEL
& INCREASE IN PHYSICAL
VOLUME OF SALES
Growth in current prices (inc. inflation), year over year
Electronics & Home Appliances include computers, mobile phones, audio, video- & foto equipment, TVs, Fridges, Wash Mashines and storage devices.
Household Goods & DIY include textiles, household chemical goods, tableware, floor coverings, building materials.
Source: Center of Strategic Research «Enter Vision» according to Rosstat
9

10. RUSSIAN RETAIL MARKET
GROWTH RATES OF SOME COMPANIES
1Q 2013 to 1Q 2012
2012 to 2011
(Year over year)
(Year over year)
FOOD RETAIL
9,4%
33,6%
Lenta
43,7%
O’KEY
(excl. auto & fuel sales)
26,0%
2,2%
12,4%
30,4%
29,1%
21,9%
17,0%
22,4%
Dixy
NON-FOOD RETAIL
(Year over year)
12,1%
Magnit
X5 Retail Group
2Q 2013 to 2Q 2012
7,5%
5,9%
10,0%
13,4%
Detsky Mit
20,6%
M.Video
20,0%
K-Rauta
19,6%
32,4%
26,4%
23,3%
21,5%
8,3%
40,8%
27,8%
14,7%
12,0%
-2,2%
5,5%
Growth rates in current prices (including inflation), year over year
Revenue growth rate of taken companies, year over year
Source: Center of Strategic Research «Enter Vision» according to Rosstat, financial reporting of the companies, mass media.
10

11. RUSSIAN ONLINE-RETAIL
INTERNET PENETRATION BY REGIONS
DEVELOPED
80
Average = 9%
Circle size corresponds to the population of
federal district in 2012
Moscow
75
St. Petersburg
70
North West
Federal District
(excl. St. Petersburg)
Central
Federal District
(excl. Moscow)
65
Urals
Federal District
60
55
Far East
Federal District
Volga
Federal District
Southern
Federal District+
North Caucasian
Federal District
Siberian
Federal District
50
Average = 59
DEVELOPING
45
0%
2%
4%
6%
8%
10%
12%
14%
16%
18%
20%
INTERNET PENETRATION GROWTH RATE, SPRING 2013 to SPRING 2012 (Year over Year), %
Source: Center of Strategic Research «Enter Vision» according to Public Opinion Foundation (FOM)
11

12. RUSSIAN ONLINE-RETAIL
TOP-30 ONLINE RETAILERS BY WEBSITE TRAFFIC IN 2Q 2013
(UNIQUE WEEKLY VISITORS FOR THE PERIOD FROM 1ST OF APRIL TILL 30TH JUNE 2013)
Company
Retail
segment
Weekly traffic
growth
2Q to 1Q 2013, %
Average weekly
traffic, in thousand
unique visitors
#1
Sotmarket.ru
Electronics & Home
Appliances
#2
Wildberries.ru
Apparel & footwear
#3
Ozon.ru
Mixed product range
#4
Svyaznoy.ru
#5
Ulmart.ru
#6
Mvideo.ru
Electronics & Home
Appliances
Electronics & Home
Appliances
Electronics & Home
Appliances
1 647
#7
Lamoda.ru
Apparel & footwear
1 504
#8
Dns-shop.ru
Electronics & Home
Appliances
1 462
#9
Wikimart.ru
Mixed product range
1 165
#10
Kupivip.ru
Apparel & footwear
1 137
#11
Eldorado.ru
Electronics & Home
Appliances
1 051
#12
Exist.ru
Auto parts
994
#13
Enter.ru
Mixed product range
716
#14
Citilink.ru
Electronics & Home
Appliances
715
#15
E5.ru
Mixed product range
682
3 798
3 437
Weekly traffic
growth
2Q to 1Q 2013, %
Average weekly
traffic, in thousand
unique visitors
Foto.ru
Utinet.ru
Electronics & Home
Appliances
Electronics & Home
Appliances
503
Sapato.ru
Apparel & footwear
497
17%
Sportmaster.ru
Sports & Outdoor
477
14%
#21
-5%
Apparel & footwear
#20
1%
Quelle.ru
#19
-21%
#16
#18
-2%
1 709
Retail
segment
#17
17%
3 040 -16%
2 251
Company
Yves-rocher.ru
Perfumes & Cosmetics
420
Euroset.ru
Electronics & Home
Appliances
416
30% #22
584
539
20%
-25%
23%
-3%
-11%
-14%
#23
Vseinstrumenti.ru
Do It Yourself (DIY)
411
-11%
#24
Butik.ru
Apparel & footwear
399
-19%
#25
Pleer.ru
-16%
#26
Holodilnik.ru
Electronics & Home
Appliances
Electronics & Home
Appliances
333
#27
Bay.ru
Cross-border sales
314
#28
E96.ru
Mixed product range
307
#29
Rutaobao.com
Cross-border sales
280
-18%
#30
Klubkrasoti.ru
Perfumes & Cosmetics
276
-19%
15%
1%
-19%
-9%
382
48%
130%
-19%
-8%
-14%
-6%
Source: Center of Strategic Research «Enter Vision». All the data is consolidated to be comparable and based on internet statistics
12

13. RUSSIAN ONLINE-RETAIL
WEBSITE TRAFFIC GROWTH BY SEGMENTS IN 2Q 2013 (year over year) *
Average in 2Q = -4,8%
2 500
Home Appliances
& Electronics
DEVELOPED
2 000
Apparel & Footwear
Mixed product range
1 000
Average in 2Q = 553
400
Auto Parts
DEVELOPING
300
Perfumes & Cosmetics
200
Furniture
Kids’ Goods
Household Goods
Jewelry & Watches
-45%
-35%
-25%
-15%
-5%
Sports & Outdoor
Do It Yourself (DIY)
100
5%
15%
25%
35%
45%
GROWTH RATE OF AVERAGE UNIQUE WEEKLY VISITORS 2Q TO 1Q 2013, %
* Traffic of retail segments is estimated by top-5 companies in each segment according to 1half 2013
(except «Auto Parts» - top-3 companies are taken: Exist.ru, 4tochki.ru, Emex.ru, and «Household Goods» - companies
Mrdom.ru, Redcube.ru, Yuterra.ru, Domosti.ru)
Source: Center of Strategic Research «Enter Vision».
All the data is consolidated to be comparable and based on internet statistics
13

14. DIRECT INVESTMENTS IN E-COMMERCE
IN 1st HALF 2013
E-Commerce
30
7 870 RUR mln.
2,7%
1,4%
16,2%
Online-retail
Agregators
25
Tourism
19,7%
20
B2B
60,0%
Soft
Other
590 RUR mln.
15
Circle size corresponds to the volume of
investments made in 1st half 2013
10
Search
470 RUR mln.
5
0
0
100
200
Games
780 RUR mln.
300
400
500
600
700
AVERAGE DEAL, RUR MLN.
Source: Center of Strategic Research «Enter Vision» according to mass media, startupafisha.ru
14

15. KEY INVESTMENTS IN ONLINE-RETAILERS
IN 2012 AND 1st HALF 2013
Company
Lamoda
Holodilnik.ru
Esky.ru
Trendsbrands.ru
Apparel & Footwear
Electronics & Home appliances
Investments, $ mln.
Investor
Online Retail segment
130
Access Industries, Summit Partners, Tengelmann
~ 10-15
Media Capital
Kids` Products
Ru-Net
Apparel & Footwear
Ventech
TOTAL IN 1st HALF 2013
Lamoda
Apparel & Footwear
Apparel & Footwear
$154 mln.
JP Morgan
Shoptime
6
3
KupiVIP
~ 55-80
50
Ulmart
Electronics & Home Appliances
KupiVIP
Apparel & Footwear
Accel Partners
DIY
Zoom Capital
30
30
Vseinstrumenti.ru
45
Svoboda Corp., Koshigi Ltd.
38
Wikimart
Mixed Product Range
Tiger Global Management
Obuv.com
Apparel & Footwear
D. Kostygin, A. Meyer
Sotmarket
Mixed Product Range
IQ One (Utinet` managing company)
~ 15-20
KupiVip
Apparel & Footwear
MCI Management
15,5
Mebelrama.ru
003.ru
HomeMe.ru
Furniture
Mixed Product Range
Furniture
25
10
Rocket-Internet
Media-Saturn
6,5
AddVenture, ABRT, Mangrove Capital Partners
5
TOTAL IN 2012
Source: Center of Strategic Research «Enter Vision» according to Startupafisha.ru, Capital IQ; GP Bullhound
$340 mln.
15

16. ДАРИМ ВРЕМЯ ДЛЯ НАСТОЯЩЕГО.
ЧЕСТНО. С ЛЮБОВЬЮ. КАК ДЛЯ СЕБЯ.
This research was conducted by Center of Strategic Research «Enter Vision» team:
Alexander Prokhorov, Igor Kulyukhin, Zhanna Bogdashina, Vladimir Titov.
Electronic publication by Enter.ru «Retail & online retail in Russia: current statistics 1st - 2nd quarters 2013».
Editorial office: 11/10 Ordjonikidze street. Managing editor: Kolotenko Andrei Vladimirovich.
Authors: Center of Strategic Research «Enter Vision». Release date: 13.09.2013.
Certificate of mass media registration: Эл. №ФС77-48467, date of issue: 06.02.2012.
Issued by Federal Service for Supervision in the Sphere of Telecom, Information Technologies and Mass
Communications.
This research was conducted by «Enter» LLC exclusively for the purpose of informing and designed for private use.
Any copying and utilization of materials of this research is welcomed and allowed without written consent upon
condition of mentioning Center of Strategic Research «Enter Vision» (CSR Enter Vision, Enter Vision) as a source.
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