百世物流路演课件.docx

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Oixlinan-Shares.Beneficiallv Owned.Poor to This Offeiiiig NumberPercentageDirectoi-s and Executive Officers停*:Shao-Ning Johnny Chou47,790.69814.7Wenhong Tong Jun Chen——Mark Qiu Chin-Chin Yans J Shijia Yang Yinehao Zhang Weifeng Wane Nlanzli Zhaiis w w Georse Chow J6,027,9071.9Lei Guo*Shaohua Zhou•#*Jun Zhou*Bo Liu Ran Zhou Yanbing Zhang**Juiiei Liu Directors and Executive ofi&cers as a Group58,419,979ISOPiincipal[and/or Selling]Shareholders:Alibaba Investment Limited、Y75.831,69223.4Shao-Ning Johnny Chou47,790.69814.7CR Entities’2^11.3IDG-Accel China Capital’’Cauuao Smart Logistics Investment Limited")18.243,557.$?Loucnv/es/-5.6百世物流最大股东为阿里巴巴,持有75,831,692股,持股比例为23.4%,第二大股东为百世物流创始人周韶宁，持有47,790,698股，持股比例为14.7%。百世物流第三大股东为CR Entities,持有36,589,651股，持股比例为11.3%,第四大股东为IDG,持股比例为6.2%,菜鸟网络持有18,243,557股,占股5.6%。百世物流当前路演的PPT也首次曝光，周韶宁在路演中介绍了百世物流的金融、云、商店等业务，并强调了百世物流与阿里巴巴集团、菜鸟网络的合作。以下为百世物流路演PPT:Offering Summary l$Sl€R 3EST he.&快o卜卜tHNG USTING/TICMER NYSE/BSTI gy 1B6%Prtmaty/14%Secondary 1 ADS傍&台臼怕1 Cla%A ordinary ftharft)(ATRALLOTMCNT OPDON Fll ING RANGF$13 OD-$15 00 periUiare EXPECTED PRICING DATE Sentemb^r 19.2017>Czmtinued irr^tments In lechnoJcgy Inftasvacture.dewlopmeni of adarttonsl and sdutone IKFOFKIOCFFD5>Further eKpnrsian of rtergrated logistk:&□nd&jppy chiiin server network und BFST Store*network>General corpora^purposes,ircludingacxiutsition cr investment in technologes.solutions or bus Esa如that comaenwnt dxi&ung bu8inea&x L0CM4JP>18C。野弓for Conrpery;directors and offic&rs.and Brefehocers JCHMBOOKRthNERS Cltl Crldit:牌V"J.PMorgan Deutsche Bank 0 COMAMAGFRS CHIC CLSA|KcyBancl OppjnnciTior I St.tcl 0孙信号:touciweb BEST INC.白112百世物流路演摘要Today s Presenters o BEST INC.百ty Johnny Chou Chaimwi Chief O^cbt AbceGuo Wee Presxfenr of Einas.Gecefa)of AFSTOrpOI George Chew CMSw>5*rtd出席路演的百世物流高管Technology Disrupts Consumer-Centric Ecosystem to Support Growth Disruption Comes from Outsiders Core Competence百世物流的商业模式Increasing Importance of Technology InfumabonS^Ufn InwntDn Model n InftHnutiun KkY DRIVERS OF 1HL I RAlIOM PULL Model Inventor/CrfwiMnv才Ihtmaru^iC OurScale&Growth 4881 BEST I Technology Integrated Supply Chain Solutions Last Mile Services Value-Added Services百世物流的体系C雳「nc.RMB8.8bn 314k memoenrio Mores’2016 Revenue UCai«D 10mm da ty(»C4l volsr^12k tonnes iar.fre<rt 2007 2008 2009 2010 I.delete 9 b•sn af t d—KJAHf Mil 2012 2013 2014 2015 2016’放信•号:2 Addressing a US$1 Trillion Market Opportunity Supply Mamem例1 E呻20111心相攻m Dune•SOME Market Slw In Oiim CAGRI^n2O10lu2(ntr蛔8liC8&So ppIyCMiin hW倾GMV of FMCG B2fi Plattehtb 1646 on1 US$21 bn1印netrab。/、Q微弄础野市场时机Disrupting through Innovation Innovative Culture with Stability&Experience Senior team members combining strong technology and industry experience.Most have been working at BEST since inception.Scalable&Robust Proprietary Technology Infrastructure MerdeiH■Fmp^w■Fr^rchew■胃。■Stern1■Cu旧irmr Pedal■Atxes■Pyttjf Purtal■Autnfn.Ukr H App■P【rtd■Portal Aa.・Twvt5R9.AsscTtwid A»ai arttw*zr/4&«:i>trverl Cm^.oxa NG.rOfMnftr Gaic<r«e w^tLaa vwwttstT1 gizor J夕m tsrlisM rarr，”m&—・Application Layer(0^.*AMS.TVS.P»ynit-nt,ERP.CRM.Skid t?U:|Technology Layer[Al.Routing.Address Maglrg日E Data Arsiytcs.BL etc)百世物流的云技术支撑MulthSided Platform with Integrated Services BEST SUPPLY CHAIN lntegrate0f CLSiDrrizebiesupnb1 chan manegfetre-n defaces 69,.^100 Supply Chan ManagGruent’for 1 EST EXPRESS Emm 668 d』而灯of oeredd jndef 15kg Uoor-ti>do3r teSythan-trucxlo^j ana full truckloea treeht seaioes custame than one smicc1 BEST GLOBAL Datx ki iIdcjc irlt^rsiltnl ertz^;border sulkily nhnn srvirci!；a；勺BEST UCARGO BEST CAPITAL Real lint?bidding pintfarn truckliviu cnpncity:uxircing Fin&ichl servees to supocr o」，ecosvgtem perticoants Q BEST INC.敖信号：。址百世物流的体系BEST Cloud-Connects Merchants,Suppliers and Distributors BEST SERVICE ONES■■■KI A・ms BEST CLOUD TMS.WMS,OMS.ERP.CRM,otc Merching’&DISTRIBUTORS百世物流的云技术支撑BEST Store*■Platform for Store Owners&Consumers■nrsT乩—rci>Platform for store owners to run their businesses>E-commefce for inventory ordering>Fulfillment and supply chain>Last^nile solutions>B2C value-added services for consumers O 1 041 Aft BEST STORE寸」〃立EST INC.Flexible Asset-Light Business Model for Control&Scale Tuhs&SoriatiDr 100%Self OperiKed 100%Leased Sep/ice Station 3 99%Franchised:cioud orcs 70%I raiwhised 10 0%Leased rrs^scortation 100%Outsourced~9,000 Franchisees|Flat Franchisee Structure Asset-Light©Control Critical Nodes 0 Operational Flexibility©Continuous Innovation顼"微信号：couchw^b、•-0 BEST INC.百世物流的管理Control&Scale-Real Life Examples CONTINUOUS NETWORK IMPROVEMENT Netwodt Optimization Rexi txlity to Reconfiguce&Optimize as Required Transportation Optimization 16 Tracuxs&Drivers 31 Swap Bodies Utilizing our Big Data and BEST Cloud analytics Beijing South liangsu>Langfang Sedation Center efcmineted>视B 7 million Inannu&>incroasod mtvicq Quality>Reduction in 16 driven>Cllrmrated 12 routes,lower drtvw嵋time>29%reduction，n unit transpori a»tzl•赋3 Sun««.7-会信学Clichy;eb O既SEC.百世物流在北京、江苏的布局More Real Life Examples・Xinyi Franchisee’Because of BEST,I am embatklng on a Xinyi Franchisee History 2013 Became Express Rachiscc 2014-Became Cloud OFC rronchisec 2015.Became Fre^it Frachisee 2016-Openea a new Cloud OFC in Gtangrrou 2017•Ungraded to Smart Ctoud OFC with automated sorting couipmcnt ood 40 AVGs powered by BEST Ctoud career worth lifedong pursuit"■ggs.3*Xinyi Franchise Today 290 emptoyccs 46.000 sqm warehouses 40 trucks 23 Ctoud OFC custorners 4.000 sqm operating area for Express&Freight O■百1U快遥BEST EXPRESS steinisns一x YCS\•.麹信.百世物流、百世快运、百世供给链Superior Growth Across Multiple Service Lines—Oxs 52 IfHStHtKMHnREST SUPPLY C^AIN 2SopplyChalnA87%3B77%4C55%5D38S BEST Supply Chain MaiMgftinefit#|tif 2址V D”Zb 3 BFSI Storz c—■BE^T FREIGHT 2F^fihtA100%3B15%4cu%5D1%BEST Freight filuuies BEST Express“Hlaa>xl qKjivc Rapidly Expanding New 310.0CO merriburship stores 48 cites 67x 2016 YdY orders fulfilled面cv/th 2016 YbY rr^mbership Fitore and BEST G.CSA1 RFST CAPITA!BEST UCARCO S W«Kir・n覆，口百世的业务成长Rich&Growing Ecosystem Franchisee Partners:empower-9,000 franchisee partners POWERFUL NETWORK EFFECTS：More bring noru pirbctpunt^DmgrTxvit usage create mtxe data create more services Consunnois:enhance o BEST INC.百也Suppliers：partner with over 1.100 suppliers shoppingexpenenoe for millions of consumers Merchants:over 500 MNCs；large en terprises.wd SMEs-丁信号：刀匕咿INC o百世的生态Strategic Relationship with Alibaba&Cainiao Alibaba&Cainiao Network are together our largest shareholders&strategic partners We manage one of the largest cross border bonded warehouses servicingTmaM Global We manage 3 major warehouses for Tmotl Supermarket与阿里巴巴集团、菜鸟网络有深度合作Our Competitive Strengths...1 Disrupting through Innovation 2 Scalable&Robust Proprietary Technology Infrastructure 3 Multi-Sided Platform with Comprehensive Integrated Services 4 Flexible Asset-Light Business Model for Control&Scale 5 Superior Growth across Multiple Service Lines 6 Rich&Growing Ecosystem 7 Strategic Relationship with Alibaba&Cainiao Network、壬,•御信号：BEST INC.百世物流的竞争策略Reaching the Inflection Point 3%Grass Margin 2016 Q2 2016 Q3 2016 Q4 20WQ1 2016 QI 201/Q2 Our Growth Strategies We are buildinga leading Smart Supply Chain platform leveraging technology and business model innovation Grow through M&Aand Strategic Alliances\Expand/Global Reach B益\Enhance Operational°Efficiency&Quality**Broaden Service Offerings EST Store*Expand Market Share Continue Innovation百世物流的开展策略Key Financial Highlights Expanding Monetization◎g Operational Efficiency Economies of Scale Inflection Point Superior Revenue Growth RM9mm Key Growth Drivers lMriMislvarar«r mtb■amaSaawtfvwf 5.■mwvb•2<1 HifMRevwUmfM IBUa”rHr——an^tetUal*•.5is4g倒能百世物流的增长数据Revenue Growth across All of Our Service Unes RFST 5ilIPPI V CHAIN▲52%2014 16 CAGR A 30%2O16H1 2O17H1Y<*ni si i xpw ss▲54%2014-16 CAGR▲129%’2O16H1・2O17HlY<Af Key Growth Potential>CorUnuous^chnoogy Innovation>Imprc^ingetflcloncy>Increase ng custotYMX penetration>Technolo^and executior>Cfos^selling>Expanding Iasi milo capabii tics BEST FREIGHT 1146%2014-16 CAGR▲123%’2O16H1-2O17H1 YB>Differentiated doo to door services>Valuoadded sorvees>Expbjrdinit kNl-num cupudiMig EESTS-ORE-A57x 20i5^16Grawth▲13x 2O16H1•20i7HlY<<>Fast growing momoershlp storos>Deepening customer engagement>Expanding u I mW&VAS>d»<nnkM tvaaoertM A—%1 F?r r 1既S「NC.Quarterly Gross Margin Improvement Gross Margin.%o BEST INC.2016 QI。