Wayfair presented information on partnering with them to sell products in Europe and North America. They discussed their partnership model which involves Wayfair handling fulfillment, customer service, and marketing while partners provide products and inventory. Becoming a partner involves an onboarding process to set up accounts and list products. Partners were encouraged to sell through Wayfair's platform to gain access to their large customer base.

1. Partnering with Wayfair in
Europe and North America

2. 2
Martin Medo
Head of International
Supply Chain
Get to know the Wayfair team - Your host(s) today

3. 3
Partnering with
Wayfair
1. The Wayfair Story
2. Our Partnership Model
3. Becoming a New Partner
4. Q&A

4. WAYFAIR INVESTOR PRESENTATION | 2020 - Q4
Wayfair is a platform focused
exclusively on the $800B+ home goods market.
>16,000
Suppliers
>31 Million
Active Customers
>22 Million
Products
Strong brand
recognition in
North America
and Western
Europe
Purpose-built
technology
solving unique
category
challenges
Fragmented
and largely
unbranded
supplier base
Proprietary
end-to-end
logistics
network
Profitable
growth at
scale
Co-founders
lead the
business and
are the largest
shareholders
4
>16,000
Employees
Data as of Q4 2020

5. 5
United Kingdom
Germany
Europe
~$290B
~$320B
Canada
United States
North
America
● $83B TAM
● CastleGate opened Q1 2018
● Berlin office (EU HQ) with ~900
employees
● Aided awareness 42% as of Q4 2020
Germany
● ~$20B TAM
● CastleGate opened Q2 2018
● Aided awareness 84% as of Q4 2020
● $49B TAM
● CastleGate opened 2016
● London office with ~100 employees
● Aided awareness 77% as of Q4 2020
Canada UK
Source: Euromonitor (2018 report) for all TAM estimates except Canada; Wayfair estimates for Canada TAM and all aided awareness figures
● $297B TAM
● CastleGate opened 2014
● Wayfair.com aided brand awareness
of 85% as of Q4 2020
● Net revenue $14B in Q4 2020 LTM
U.S.
Our brands provide you with access to the two major home
and living markets globally

6. 6
Our growth:
Strong track record, and we are just getting started
We Are Driving
Robust Growth at Scale
240+ Niche Websites;
Platform Development
Wayfair Brand
Launched
Wayfair U.S.
Brand Building
U.S. Net Revenue ($M)
International Net Revenue ($M)
$9,127
$2,250
$3,380
$4,721
$6,779
$14,145
Wayfair
Canada & U.K.
Brand Building
Wayfair DE
Brand Building

7. 7
Our growth:
Strong Active Customer growth as basis for the future

8. WAYFAIR INVESTOR PRESENTATION | 2020 - Q4
Giving Confidence
Not being able to touch or handle a product,
customers naturally need advice and reassurance
about their purchase.
Visualising Products
Being able to visualise a sofa or a dining room
table at home is a determining factor in the
purchase decision.
Inspiration and Product Discovery
Clients looking for styles as unique and personal as
their interiors.
Customer Service and Delivery
A mastered logistics network and excellent
customer service.
Meeting the Challenges
of Online Shopping

9. 9
Confidence To Buy:
Inspires Confidence in the Purchase
● In-depth product information
& specifications
● Customer Q&A
● Specialized sales team
● Swatches and samples
● Customer reviews
● Visualization tools
● Plus more...
9
We Have Built an Experience that Enables Customers
to Confidently Shop for Their Home Online

10. 10
Visualizing Products:
Customers “See” Before They Buy
● 3D View in Room
● Room Ideas
● “Shop the Look” offerings
● Search with Photo
● Customer-uploaded product photos
● Plus more...
We Help Shoppers Visualize Their Purchase Through
Technology

11. 11
Inspiration and Product Discovery:
Find the Right Product Faster
● Product recommendations
● Personalization
● Visual filters
● Idea Boards
● Plus more...
We Help Inspire Shoppers and Equip Them to Plan
Their Perfect Room

12. 12
Customer Service and Delivery:
“Customer service is the greatest ever, kind, understanding and very professional.”
“I bought two chairs and they were delivered on time and the product
in good condition. The Wayfair app is awesome!”
“The customer service department has a team that is very friendly,
knowledgeable, and helpful, always listening to the customer’s needs
and find the right solutions immediately.”
In-house customer service team of over 4,000 people in the U.S. and Europe.
NPS incentivized compensation structure, making customer experience our top
priority.
Specialized customer service staff with deep expertise in specific
product categories.
Our WDN is specially designed for seamless large parcel delivery.
Customer Service and Delivery is a Competitive
Differentiator

13. 13
Partnering with
Wayfair
1. The Wayfair Story
2. Our Partnership Model
3. Becoming a New Partner
4. Q&A

14. 14
A Platform Exclusively
Focused on the Home
We bring together suppliers and customers. Our technology and
services create market-leading experiences for both.
Customers
>31M Active
Wayfair offers its customers
a 1P experience that
enhances and unifies every
step of shopping
for the home
Suppliers
>16,000
Wayfair partners with our
suppliers via a 3P model
to ensure marketplace
success for each vendor
Shopping
Experience
Customer
Service
Fulfillment
Supplier
Services
Technology &
Infrastructure
14
We are building a platform that helps you reach millions
of customers with your assortment

15. 15
Dedicated Team
Assortment and Availability
Merchandising
Pricing
Fulfillment
Systems Integration
Customer satisfaction
The Basics Enablers Accelerants
CastleGate
Online channel management
Exclusive Brands
Promotions
Lifestyle Brands
Geographic expansion
B2B for Pro/Trade
Media/Marketing
The “Wayfair Recipe” and the team behind it help our
partners to successful on our platform

16. 16
Returns & Replacements
Returns, replacements & refunds
are handled by the Wayfair
Customer Service
Delivery to Customer
The order is delivered to the final
customer in
Review Order in PH
Supplier reviews his/her orders in
PartnerHome and prints the order summary
and automatically-generated shipping labels
Pick & Pack Order
Supplier picks orders and packs
them into Dropship-suitable
packaging
Order Placement
Order is placed by our customers on
Wayfair.de or Wayfair.co.uk
Carrier Delivery
Wayfair’s carrier partners come to
the suppliers warehouse to pick up
the orders
How We Operate - The Flow of an Order

17. 17
Partnering with
Wayfair
1. The Wayfair Story
2. Our Partnership Model
3. Becoming a New Partner
4. Q&A

18. 18
1. Local warehouse
Wayfair covers all costs of shipping and asks that you have
inventory in stock anywhere in Europe for Wayfair Europe (or
in your US or Canadian warehouse or 3PL for Wayfair.com).
1. Drop-ship Fulfillment
Fast, reliable and consistent fulfillment of orders from your
warehouse.
1. Product Liability Insurance
We ask all supplier partners to have Product Liability Insurance
with Wayfair listed as additionally insured.
1. Great Products in the Home Space!
Wayfair is known for furniture and decor but we sell so much
more, e.g we have a very successful renovation business!
Requirements to become a Wayfair partner

19. 19
Three main onboarding stages
1. Account creation 2. Product addition 3. Final Account setup
A. Sign-up form
B. Requirements check
C. Contracts
D. New supplier setup
A. Basic product
information
B. Class specific product
information and
pictures
A. SKUs creation
B. Inventory setup
(manual or automated)
and data integration
C. Logistics setup
Dedicated support and trainings along the entire onboarding process
You (supported by Wayfair) Wayfair

20. 20
Option 1 - fast track:
● Go to any of the Wayfair websites, scroll down, and click on Sell on Wayfair
● Fill out the form, and one of our onboarding associates will reach out to you
● Complete the assisted onboarding and start selling
Option 2 - not yet sure, let’s have a 1-1 chat about the joint opportunity
● Reach out to Felix via mail regarding Wayfair EU (fhuber@wayfair.com) or
Charlie Reichenbach (creichenbach@wayfair.com) regarding Wayfair US, or
send us a note on LinkedIn with your contact details and we will get back to you
How to get started
Adjust OPTION 2
based on
speaker(s)

21. 21
Partnering with
Wayfair
1. Our Story
2. Our Partnership Model
3. Becoming a New Partner
4. Q&A

22. Q&A Session
Please open the Q&A window on the bottom
of your screen and ask your questions.
Thank you!
UPDATE

23. Thank you!
We are looking forward to
partnering with you!
UPDATE