TopDelivery 2.0!Expanding Regional Delivery Aggregator!

to SaaS Delivery Leader!

August 2014!

Elevator Pitch!

•  3 year-old delivery aggregator company!

•  with 100%+ annual consecutive growth rates, $ XM Sales in 2014 and full last-mile couriers IT integration!

•  is seeking $1M in funding under $3M pre-money valuation!

•  to expand physical coverage and develop SaaS platform that would bridge e-commerce and last-mile!

•  concept is proven by British metapack.com (Index Ventures baked, $33M Series B in 2013)!

TopDelivery Snapshot!

•  Founded in 2011!•  Door-to-door & Door-to-Terminal delivery!•  33 major cities & 800+ suburbs!•  IT system for e-shops & direct integration

with regional last-mile couriers!•  Reached $ M Sales in 2013, aims for $ M

Sales in 2014!•  Clients include: Westwing, Tele2,

Quicksilver, BeautyClub, Savage, Crocs, Samsonite, Fabylonia, DeoShop, Pichshop, and others!

•  Startup of the year 2011 (fastest launch), Top50 Fastest Startups List of 2013!

•  Featured in Vedomosti, RBC Daily, Shopolog.ru, Retail.ru!

33!cities!800+!

suburbs!

Market Problem & Current Solution!

e-shop!& shipment!

first-mile!courier!

sorting!warehouse!

regional!transportation!

regional!warehouse!

last-mile!courier!

bored!customer!

•  Long, expensive and ineffective delivery!•  Typical online store has one or very few delivery partners!•  Delivery partner may have own, but frequently – outsourced

transportation and regional partners!•  This limits the number of delivery options (type, time and

money wise)!

Our Solution – !courier management system (CMS)!

e-shop!& shipment!

happy!customer!

•  CMS will organize all internet logistics in one place!-  there are 300-400 couriers, 300+ transportation companies,!

Z sorting facilities, and W other logistics infrastructure!•  CMS will automatically offer to the users the most reasonable

delivery option (type, time, or money wise)!

all first-mile!couriers!

all sorting!warehouses!all regional!

transportation!all regional!warehouses!all last-mile!

couriers!

Our Solution –!makes all buddies happy :)!

on-line retailers! last-mile couriers! e-shopaholics!

•  Dynamic delivery options!•  Dynamic service query!•  Customer locations and habits!•  Product logistics!•  Alternative courier services!•  Delivery service rules!•  Contingency!•  Returns!•  Statistics!•  Rankings!•  Documents/e-circulation!

•  Additional sales-channels!•  Statistics & data analysis!•  No integration costs with

e-commerce!•  Decrease in other costs!

•  Cheap delivery!•  Fast delivery!•  Great service!

Market Opportunity!

TAM! SAM! SOM!

•  Russian Shipments in 2013!

-  Total Available Market: 156M, incl. Russian Post (88M) and cross-border shipment (3M)!

-  Serviceable Available Market: 65M!

-  Serviceable Obtainable Market: 13M / 0% volume market share!

•  Annual average market volume growth rate @ 15%!

•  With and average of 10 rubles per shipment processing we are aiming for 2017 Sales of ~ M rubles (SaaS only)!

Competition!

on-line & off-line!on-line!

federal & regional couriers integration!

federal couriers integration (no regional)!

local!coverage!

federal!coverage!

full customization!

standard / commodity!

TD!

Competitive Advantages!

integration with last-mile! customization!

lowest price!

immediate physical !delivery volumes!

for last-mile!

1.0!

2.0!immediate regional!

last-mile access!for Moscow e-commerce!

Business Model –!Key Revenue Streams!

•  TopDelivery 1.0 (aggregation)!-  Commission per shipment 400

rubles!-  Commission per return 290

rubles!-  Commission on CoD 3%!-  Commission on first-mile pick-

up 300 rubles!-  Insurance fee 30 rubles!-  Other services!

•  TopDelivery 2.0 (CMS):!-  Small Business – 5 rubles/

shipment, but not less than 2,000 rubles/month!

-  Medium Business – 5 rubles/shipment, but not less than 7,000 rubles/month!

-  Big Business – 5 rubles/shipment, but not less than 19,500 rubles/month!

-  Enterprise – 3 rubles/shipment, but not less than 50,000 rubles/month!

-  Courier Enterprise – 3-5 rubles/shipment!

Team!

Gleb Nikulin (27)!Business Development Director!•  COO TrendsBrands4Friends!•  IT Implementation Manager!•  Institute of Radio-Engineering Electronics and Automation (MIREA)!•  Cart-racer & snowboarder!

Alexey Vlasov (26)!IT Director!•  Key developer of the current IT platform, Python junkie & freeware apologist!•  Moscow State University of Aerospace Technologies (MAI)!•  Ex stand-up comedy (KVN) and guitar player!

Kirill Yagodkin (27)!General Director!•  Manager in Moscow Institute of Steel and Alloys!•  Trainee in Philip Morris!•  Moscow Institute of Steel and Alloys (MISIS)!•  Fan of martial arts!

Ruslan Ziganshin (25)!Director of Operations!•  Creator of current paperwork circulation in the company!•  Moscow State University of Aerospace Technologies (MAI)!•  Strategy games freak!

Mentors, Advisors, Future Hires!

Kirill (36)!Mentor, IR and Non-Executive Director!•  Venture Partner at AVC Investments!•  CIO at Rusnano, VP at ABN Amro & UniCredit-Aton!•  BA from Moscow State University of Aerospace Technologies (MAI)!•  MBA from The University of Chicago Booth School of Business!•  Kiteboarder, street baller, surf junkie!

Evgeny (47)!E-commerce & Fulfillment Advisor!•  COO in eBay Russia & COO Ozon.Ru!•  Founder at Soyuzgroup Fulfillment Company!•  BA from Moscow State Institute of Aviation Technology!•  MBA from The University of Chicago Booth School of Business!•  1990s Rock-star & vintage whisky worshipper !

SaaS Team!CTO, programmers, manager!•  SaaS experience!•  E-commerce & logistics understanding!•  Easygoers and team players!

Breakeven volume: ~ 000 shipments/month!

Traction – TopDelivery 1.0!

•  We have successfully reached the breakeven volume and were cash flow positive few times in 2013 and in 1H2014!

•  Current traction and retrospective seasonality analysis suggest a profitable P&L in 2H2014, and onwards!

Financial Projections – TopDelivery 1.0!

Financial Projections – TopDelivery 2.0!

The Ask!

•  $1M funding for 25% equity!

•  Pre-money of $3M is based on x 2014 Sales multiple!

•  Uses of funds:!

-  physical operations – expansion to 26 cities – $500K!

-  SaaS IT solution – developers and sales team – $500K!

Contact Details!

Kirill!Investor Relations & NED!kk@avc.me !+7 916 XXX-XX-XX!

Gleb!Business Development Director!gleb@topdelivery.ru!+7 963 XXX-XX-XX!

Appendices !

Current market standing – !the fact sheet!

•  Number of logistics companies!-  Federal couriers!-  Cross Regional couriers!-  Regional/local couriers!-  Aggregators!

•  More than available delivery options!-  Same day, Next day, 2 to 3 days, Before 12:00 noon, Evening

delivery, 2 man delivery, Dynamic change of delivery location, other options!

•  Enormous inefficiency:!-  Difference in time for the same price: 5 days!-  Difference in price for the same time: 200 Rub ($5.7)!

•  Number of delivery companies integrated by aggregators:!-  Checkout – 6, Multiship – 8, Sheepla – 11!

CMS Value Proposition!Business Type!(shipments/day)!

Description! Client’s problems! TD 2.0 Solutions!

Small!!

(< 30)!

•  90% local / 10% other regions!•  Uniform product mix (size/weight)!•  No back-office, no IT resources!•  Hands-on every shipment!•  Often offer same day delivery!

•  High costs per shipment!•  In-house couriers are

difficult to manage!•  All delivery types in 1

window!•  Decrease in cost per

shipment!•  All Russia coverage under 1

service agreement!•  Turn-key IT solution to work

with any courier (in 1 click)!•  All courier discounts are

integrated into IT solution!•  Access to other regional/

local couriers with lowest prices possible (economy of scale)!

•  Full-blown e-circulation: traction, status reports, issues. etc.!

Medium!!

(30 – 200)!

•  75% local / 25% other regions!•  90% Uniform product mix (size/

weight) / 10% oversized/weight!•  Some back-office & IT!•  Few outsourced couriers!

•  High courier management and IT costs!

•  Losses in delivery data!•  Data inconsistency

(outsource couriers)!

Big!!

(200 – 1000)!

•  60% local / 40% other regions!•  Either large uniform product mix or

size/weight product mix matrix!•  Strong back-office!•  Several outsourced couriers!

•  High courier management and IT costs!

•  Losses in delivery data!•  Data inconsistency

(outsource couriers)!

Enterprise!!

(> 1000)!

•  Same as Big (above), and:!•  Up to 40-60% regional shipments!•  Strong in-house logistics!•  Some agents network!

•  Same as Big (above)!•  No hands-on expertise in

small regions/remote areas!•  High IT investments!

Couriers!!

(any)!•  Any courier company serving e-

commerce!

•  Big e-commerce shops insist in their interface / IT / reporting, thus creating high integration costs, and decreasing service quality!

•  Access to TD clients (new to Federal Couriers)!

•  Back-office!•  Front-office for clients!

!

Why no one, but us?!

Aggregation!& customization!

experience!

IT!integration!

skills!

Hands-on!regional!

experience!

Best in class!courier management!

system!

Metapack!

•  Internet site: metapack.com !•  Founded: 1999!•  Founders: Patrick Wall!•  Employees: 30!•  Headquarters: London!•  Total Funding: >$40M!•  Funding rounds: April 2000, April 2001, June 2011, Nov 2013!•  Investors: WPP Group, Cross Atlantic Capital Partners, Brainspark, DFJ Esprit, William Currie

Group, individual investor, Artemis Ventures, Index Ventures!•  Categories: E-Commerce, Online Shopping, Software!•  M&A: Metapack acquired German Xlogics in December 2013 shortly after $32.18M funding

from Index Ventures!

MetaPack provides eCommerce and multi-channel delivery technology to leading retailers. MetaPack’s highly configurable platform connects shippers with parcel carriers, as well as a wide range of alternative delivery, collection and returns services. MetaPack works with all parcel carriers to help improve the delivery experience for shoppers and serves over 75% of the top 100 UK retailers, as well as many SMEs and suppliers. Increasingly its customers are using MetaPack technology to expand overseas, as well as utilising new data-related and anti-fraud services. MetaPack has offices in London and Hamburg and includes many large continental European retailers as customers.!

The XLogics Group offers state of the art logistics, technology and dispatch solutions as well as consultancy services to global retailers combining both B2B and B2C expertise. XLogics solutions are utilised by customers in over 30 countries, across 4 continents. Clients include information specialist KOMSA Kommunikation Sachsen AG, covering all areas of the toy market Simba Dickie Group, national post services provider in The Netherlands PostNL, Hermes Logistik Gruppe Deutschland and global logistics provider Kühne + Nagel, whose operations in contract and integrated logistics areas are supported by XLogics. Their technology offers high level automation of warehouse and dispatch services, resulting in the capacity to print rapidly thereby improving efficiency and output.!

Credits (icons & graphics)!

•  Russia by Sergey Bakin from The Noun Project!

•  Mountain Climbing by Juan Pablo Bravo from The Noun Project!

•  Mobile Shopping by Benny Forsberg from The Noun Project!

•  Delivery by Evgeniy Kozachenko from The Noun Project!

•  Elevator by Bohdan Burmich from The Noun Project!

•  Money Bag by Roman J. Sokolov from The Noun Project!

•  Checked Results by Tommy Lau from The Noun Project!

•  Delivery by Rafael Farias Leão from The Noun Project!

•  Shopping by Claire Jones from The Noun Project!

•  Cloud by Agus Purwanto from The Noun Project!

•  Computer by Philip Glenn from The Noun Project!

•  Chart by Wilson Joseph from The Noun Project!

•  Warehouse by Wilson Joseph from The Noun Project!

•  Warehouse by Wilson Joseph from The Noun Project!

•  Online Shopping by Wilson Joseph from The Noun Project!

•  Question by Christopher Holm-Hansen from The Noun Project!

•  Delivery by Rigo Peter from The Noun Project!

•  Signpost by Joris Hoogendoorn from The Noun Project!

•  User by Wilson Joseph from The Noun Project!

•  Users by Wilson Joseph from The Noun Project!

•  Approve by Icons8 from The Noun Project!

•  Handle With Care by MarkieAnn Packer from The Noun Project!

•  Networking by gilbert bages from The Noun Project!

•  teamwork by Yazzer Perez from The Noun Project!

•  Light bulb with a dollar sign by Till Teenck from The Noun Project!

•  Heart, clip, favorite, pin, pinned, clipped, attach, paperclip, sticky, stick, join, attach, attached, attachment by Kumar Anchal from The Noun Project!

•  medal by Mundo from The Noun Project!