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Investor Presentation September 2016

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  • Investor PresentationSeptember 2016

  • 2

    This document may contain certain forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. Such statements

    may be identified by words such as anticipate, believe, estimate, expect, intend, predict, hope, should, plan, will or similar expressions. Any statements

    contained herein that are not statements of historical fact may be deemed forward-looking statements. These statements are based on management's current

    expectations and accordingly are subject to uncertainty and changes in circumstances. Actual results may vary materially from the expectations contained

    herein due to various important factors, including (but not limited to): consumer preferences, spending and debt levels; the general economic and credit

    environment; interest rates; seasonal variations in consumer purchasing activities; the ability to achieve the most effective product category mixes to

    maximize sales and margin objectives; competitive pressures on sales; pricing and gross sales margins; the level of cable and satellite distribution for our

    programming and the associated fees; our ability to establish and maintain acceptable commercial terms with third-party vendors and other third parties with

    whom we have contractual relationships, and to successfully manage key vendor relationships and develop key partnerships and proprietary brands; our

    ability to manage our operating expenses successfully and our working capital levels; our ability to remain compliant with our credit facilities covenants; our

    ability to successfully transition our brand name and corporate name; customer acceptance of our new branding strategy and our repositioning as a digital

    commerce company; the market demand for television station sales; changes to our management and information systems infrastructure; challenges to our

    data and information security; changes in governmental or regulatory requirements; litigation or governmental proceedings affecting our operations;

    significant public events that are difficult to predict, or other significant television-covering events causing an interruption of television coverage or that directly

    compete with the viewership of our programming; our ability to obtain and retain key executives and employees; our ability to attract new customers and

    retain existing customers; changes in shipping costs; our ability to offer new or innovative products and customer acceptance of the same; changes in

    customers viewing habits of television programming; and the risks identified under Risk Factors in our recently filed Form 10-K and any additional risk

    factors identified in our periodic reports since the date of such Form 10-K. More detailed information about those factors is set forth in our filings with the

    Securities and Exchange Commission, including our annual report on Form 10-K, quarterly reports on Form 10-Q, and current reports on Form 8-K. You are

    cautioned not to place undue reliance on forward-looking statements, which speak only as of the date of this announcement. We are under no obligation (and

    expressly disclaim any such obligation) to update or alter our forward-looking statements whether as a result of new information, future events or otherwise.

    Adjusted EBITDA

    EBITDA represents net income (loss) for the respective periods excluding depreciation and amortization expense, interest income (expense) and income

    taxes. We define Adjusted EBITDA as EBITDA excluding non-operating gains (losses); activist shareholder response costs; executive and management

    transition costs; distribution center consolidation and technology upgrade costs; Shareholder Rights Plan costs and non-cash share-based compensation

    expense. We have included the term Adjusted EBITDA in our EBITDA reconciliation in order to adequately assess the operating performance of our

    television and online businesses and in order to maintain comparability to our analyst's coverage and financial guidance, when given. Management believes

    that the term Adjusted EBITDA allows investors to make a more meaningful comparison between our business operating results over different periods of time

    with those of other similar companies. In addition, management uses Adjusted EBITDA as a metric to evaluate operating performance under our

    management and executive incentive compensation programs. Adjusted EBITDA should not be construed as an alternative to operating income (loss), net

    income (loss) or to cash flows from operating activities as determined in accordance with generally accepted accounting principles and should not be

    construed as a measure of liquidity. Adjusted EBITDA may not be comparable to similarly entitled measures reported by other companies. We have included

    a reconciliation of Adjusted EBITDA to net income (loss), the most directly comparable GAAP financial measure, on Slide 12 of this presentation.

    Data in this presentation may be unaudited.

    Percentage changes represent Q2 2016 as compared to Q2 2015.

    Safe Harbor Statement

  • Company: Evine

    Headquarters: Eden Prairie, MN

    Additional Locations: Bowling Green, KY

    Employees: 1250

    Exchange / Ticker: NASDAQ.GS / EVLV

    Market Cap.: $100 million

    2015 Revenue: $693.3 million

    2015 Adj. EBITDA: $9.2 million

    Digital commerce company with long-

    term distribution contracts in 88 million

    cable and satellite television homes

    Merges entertainment with shopping

    via TV, online, and mobile devices;

    creating an interactive, and community-

    driven environment

    New leadership team with substantial

    retail, media & entertainment, and e-

    Commerce experience

    Introduced refocused strategic plan

    designed to build shareholder value

    3

    Company Overview

  • Bob Rosenblatt

    Chief Executive

    Officer

    40 years experience:

    Tommy Hilfiger

    HSN

    Bloomingdales

    Boards

    (Ideeli.com,

    RetailNext,

    Newgistics)

    Tim Peterman

    CFO & Head of

    Operations, CPA

    25 years experience:

    J. Peterman

    E.W. Scripps

    IAC

    Sinclair Broadcast

    Tribune Company

    KPMG

    Nicole Ostoya

    Chief Marketing

    Officer & Head of

    Broadcasting

    20 years experience:

    Co-Founder of The

    Cocktail Lab,

    Boldface, Gold

    Grenade

    Studio USA

    LVMH Brands

    Nordstrom

    Damon Schramm

    SVP General Counsel

    & Corporate

    Secretary

    25 years experience:

    Lakes

    Entertainment, Inc.

    Gray Plant Mooty

    Boards (Make-A-

    Wish Foundation,

    Animal Humane

    Society)

    Michael Henry

    Chief Merchandising

    Officer

    35 years experience:

    Eastern Home

    Shopping

    QVC Italia

    HSN

    Lancme, L'Oral

    YSL Beauty

    Sunil Verma

    Chief Digital Officer

    20 years experience:

    Macys

    The Childrens

    Place

    Ideeli.com

    Vineyard Vines

    4

    Evine Leadership Team

  • Evine is part of a 3 member oligopoly generating $9.5B in annual U.S. revenues*

    Strategic focus on contribution margin and profitability beginning to yield results

    Emerging Brands gaining traction and acceptance from market place

    Established Brands continuing to provide stable cash flows and financial impact

    Improved Distribution through Bowling Green Facility with new WMS system

    Utilizing new technologies in mobile and logistics to drive better connectivity between

    internet, TV, and mobile platforms

    Future Expansion of TV Properties to improve customer penetration

    New Management Team Additions Chief Executive, Chief Marketing, Chief

    Merchandising, and Chief Digital Officers

    *$9.5 billion in US revenue for QVCUS, HSN (excluding Cornerstone), and Evine.5

    Investment Highlights

  • *Includes QVC domestic sales, HSN (excl. Cornerstone) and Evine

    $0.0

    $1.0

    $2.0

    $3.0

    $4.0

    $5.0

    $6.0

    $7.0

    $8.0

    $9.0

    $10.0

    2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015

    Sale

    s (B

    illio

    ns)

    10-Year Industry CAGR = 3%10-Year GDP CAGR = 1.4%

    6

    Industry Sales Growth

  • Driving Long Term Sustainable Growth

    and Profitability

    Strengthen Internal Culture

    Drive Innovation & Efficiency

    Grow Customer Base

    Improve Quality of Merchandise

    Drive Profitability

    7

    2016 Strategic Plan

    Focused on Profitable Growth

  • +52%Bob Rosenblatt

    named

    Permanent

    CEO

    Improvement in

    Adjusted

    EBITDAImprovement

    in Earnings

    per Share

    +40%

    *Percentage changes represent Q2 2016 as compared to Q2 2015.

    -2%Net Sales

    GrowthGross Profit

    Margin

    +160 bps

    Increase in

    Total Cash

    +150%

    8

    Second Quarter 2016 Highlights

  • Net Sales

    %-2

    Gross Profit

    Dollars

    %+2

    -2%Net Sales

    GrowthGross Profit

    Margin

    +160 bps

    *Percentage changes represent Q2 2016 as compared to Q2 2015. 9

    Focus on Driving Improved Contribution Margin

  • 10

    Brands with a Plan

  • During fiscal 2014, Evine began an initiative to consolidate its distribution facility and to upgrade technology in an effort to support increased levels of shipments and units

    New sortation and warehouse management systems were phased into production during the first half of 2016

    The strategic initiative included adding:

    ~350,000 (for a total of 600,000) sq. ft. to its existing distribution facility, which was completed in fiscal 2015

    New high-speed parcel shipping and item sortation system coupled with a new warehouse management system

    Fulfillment Center: Bowling Green, KY

    11

    Improving Distribution

  • -160bpsReturn RatePurchase

    Frequency

    4.51%Increase Net

    Shipped Units

    *Percentage changes represent Q2 2016 as compared to Q2 2015. 12

    Improving Customer Experience

  • 13

    Well-Positioned for Dynamic Retail Landscape

    The Merchants Ideal Relationship is Directly With The Customer

    Merchant

    Traditional

    Media is

    Declining

    Brick &

    Mortar

    is

    Declining

    Consumer

    Direct to

    Consumer

    is

    Growing

    - Amazon

    - Jet.com

    - QVC

    - HSN

    - William Sonoma

    - Evine

    - Dell

    - Expedia

    - Wayfair

    Traditional

    MediaTraditional

    Retail

  • 1950s 1960 1970 1980 1990 2000 2010 2020s

    TV Stations Dominated Video Distribution

    MSO/Cable Dominated Video Distribution

    ISPs, On-Demand and OTT Distribution Will Dominate Video Distribution In The Future

    We Will Build Our Distribution Footprint On The Best Technology of The Day

    14

    Content Distribution Opportunities

  • It is not just how many homes It is also how many channels in each home.

    Invest In Higher Quality HD Distribution Rollout

    Key 2015 Metrics QVC* HSN* Evine

    Total U.S. Net Revenue $6.257 million $2.542 million $0.693 million

    Number of TV households1 107 million 94 million 88 million

    Revenue per Home $58/HH $27/HH $8/HH

    Cable Fees and

    Rate Structure*

    5% of TV rev

    (Est. ~ $2.50/HH)

    Blended

    (Est.~ $2.30/HH)

    Fixed fee

    (Avg. $1.15/HH)

    HD Presence2 56 million 55 million 15 million

    Second NetworkQVC Plus

    54 million

    HSN 2

    50 million

    Evine Too

    2.2 million

    Total Estimated Channel

    Count3217 million 200 million 105 million

    Cable Channel Positioning4 87% 83% 32%

    Cable Fees and

    Rate Structure*

    5% of TV rev

    (Est. ~ $2.50/HH)

    Blended

    (Est.~ $2.30/HH)

    Fixed fee

    (Avg. $1.15/HH)

    *Updated as of January 20161 Home counts and cable fees are from annual report/investor decks/analyst reports/assumptions

    2 HD presence includes cable, satellite and telecom homes per investor presentations or SNL Kagan reporting

    3 Estimated channel count is total homes, or primary channel feeds, plus HD and secondary channels

    4 Percentage of cable TV HHs on channels 2 to 50 per SNL Kagan reporting 15

    Competitive Landscape

  • 16

    Financials

  • $4.8

    $0.2

    $7.0

    $4.9

    $1.6

    $3.4

    $2.5

    $3.8

    $0

    $2

    $4

    $6

    $8

    F14Q3

    F15Q3

    F14Q4

    F15Q4

    F15Q1

    F16Q1

    F15Q2

    F16Q2

    Adjusted EBITDA ($ Millions)

    -$0.8

    -$5.2

    $3.3

    $0.7

    -$4.7 -$4.9

    -$3.0

    -$2.0

    -$6

    -$4

    -$2

    $0

    $2

    $4

    F14Q3

    F15Q3

    F14Q4

    F15Q4

    F15Q1

    F16Q1

    F15Q2

    F16Q2

    Net Income (Loss)

    *Percentage changes represent Q2 2016 as compared to Q2 2015. 17

    Second Quarter 2016 Financial Performance

  • Liquidity, Debt & NOLs

    I. Liquidity:

    As of July 30, 2016 (000s)

    PNC 5.0% Revolving Line of Credit Current Capacity: $72,000 *

    ($90M Total Revolver Capacity subject to Borrowing Base)

    Current Borrowings (60,900)

    Credit Line Availability (at 7/30/16) 11,100

    Cash, including restricted cash 40,100

    Total Potential Liquidity 51,200

    Less: PNC Required Minimum Liquidity (10,000)

    Net Available Liquidity $41,200

    II. Total Debt Outstanding (7/30/16):

    PNC 5.0% Revolver $59,900

    PNC 6.5% Term Loan 11,709

    GACP 12% Term Loan 16,717

    Total Debt $88,326

    *Does not include an additional $25M accordion in the current PNC Credit Facility,

    available only at PNCs discretion.

    Net Operating Losses NOLs

    NOL Balances:

    $312M Federal

    $200M State

    18

    Financial Stats

  • 19

    Appendices

  • (In thousands, except per share data) F12 FY* F13 FY F14 FY F15 Q1 F15 Q2 F15 Q3 F15 Q4 F15 FY F16 Q1 F16 Q2

    2/2/2013 2/1/2014 1/31/2015 5/2/2015 8/1/2015 10/31/2015 1/30/2016 1/30/2016 4/30/2016 7/30/2016

    Net Sales 586,820$ 640,489$ 674,618$ 158,451$ 161,061$ 162,258$ 211,542$ 693,312$ 166,920$ 157,139$

    Cost of Sales 374,448 410,465 429,570 101,146 102,205 106,348 145,133 454,832 105,472 97,311

    Gross Profit 212,372 230,024 245,048 57,305 58,856 55,910 66,409 238,480 61,448 59,828

    Gross Profit % 36.2% 35.9% 36.3% 36.2% 36.5% 34.5% 31.4% 34.4% 36.8% 38.1%

    Operating Expenses:

    Distribution and selling 193,037 191,695 202,579 50,799 51,357 51,038 56,134 209,328 53,425 51,605

    General and administrative 18,297 23,799 23,983 5,712 6,391 5,975 6,442 24,520 5,769 5,878

    Depreciation and amortization 13,224 12,320 8,445 2,131 2,107 2,131 2,105 8,474 2,107 1,977

    Executive & Mgmt transition costs - - 5,520 2,590 205 754 - 3,549 3,601 242

    FCC License Impairment 11,111 - - - - - - - - -

    Activist Shareholder Response Cost - 2,133 3,518 - - - - - - -

    Distribution facility consolidation and technology upgrade costs - - - - 972 294 81 1,347 80 300

    Total operating expense 235,669 229,947 244,045 61,232 61,032 60,192 64,762 247,218 64,982 60,002

    Operating income/(loss) (23,297) 77 1,003 (3,927) (2,176) (4,282) 1,647 (8,738) (3,534) (174)

    Other income (expense):

    Interest income/(expense) (3,959) (1,419) (1,562) (596) (667) (688) (761) (2,712) (1,203) (1,604)

    Gain/(Loss) on sale of investments or assets 100 - - - - - - - - -

    Debt extinguishment (500) - - - - - - - - -

    Total other income/(expense) (4,359) (1,419) (1,562) (596) (667) (688) (761) (2,712) (1,203) (1,604)

    Income tax provision/(benefit) (20) (1,173) (819) (205) (205) (205) (219) (834) (205) (205)

    Total Net Income/(Loss) (27,676)$ (2,515)$ (1,378)$ (4,728)$ (3,048)$ (5,175)$ 667$ (12,284)$ (4,942)$ (1,983)$

    EBITDA, as adjusted 4,494$ 18,012$ 22,773$ 1,579$ 2,532$ 169$ 4,926$ 9,206$ 3,425$ 3,836$

    Weighted average number of common shares outstanding (000's) 48,875 49,505 53,459 56,641 57,093 57,125 57,158 57,004 57,181 57,259

    Net income/(loss) per common share (0.57)$ (0.05)$ (0.03)$ (0.08)$ (0.05)$ (0.09)$ 0.01$ (0.22)$ (0.09)$ (0.03)$

    *Includes 53rd week

    20

    Summary P&L

  • (In thousands)

    F12 F13 F14 F15 F16 Q1 F16 Q2

    Current assets: 02/02/13 02/01/14 01/31/15 01/30/16 04/30/16 07/30/16

    Cash & restricted cash and investments 28,577$ 31,277$ 21,928$ 12,347$ 33,173$ 40,094$

    Accounts receivable, net 98,360 107,386 112,275 114,949 99,472 93,246

    Inventories 37,155 51,162 61,456 65,840 63,623 58,789

    Prepaid expenses and other 6,620 6,032 5,284 5,913 5,812 6,047

    Total current assets 170,712 195,857 200,943 199,049 202,080 198,176

    Property and equipment, net 24,665 24,952 42,759 52,629 51,431 50,506

    FCC broadcasting license 12,000 12,000 12,000 12,000 12,000 12,000

    Other assets 725 896 1,989 2,085 1,697 1,661

    212,099$ 233,705$ 257,691$ 265,763$ 267,208$ 262,343$

    Current liabilities:

    Accounts payable 65,719$ 77,296$ 81,457$ 77,779$ 70,341$ 64,423$

    Accrued liabilities and other 30,681 38,620 38,504 37,570 37,092 40,220

    Total current liabilities 96,400 115,916 119,961 115,349 107,433 104,643

    Capital lease liability - 88 36 - - -

    Deferred revenue 420 335 249 164 142 121

    Deferred tax liability - 1,158 1,946 2,734 2,931 3,129

    Long term debt 38,000 38,000 50,971 70,537 84,432 83,766

    Total liabilities 134,820 155,497 173,163 188,784 194,938 191,659

    Common stock, preferred stock and warrants 1,024 1,031 564 571 572 573

    Additional paid-in capital 407,244 410,681 418,846 423,574 423,806 424,202

    Accumulated deficit (330,989) (333,504) (334,882) (347,166) (352,108) (354,091)

    Total shareholders' equity 77,279 78,208 84,528 76,979 72,270 70,684

    212,099$ 233,705$ 257,691$ 265,763$ 267,208$ 262,343$

    21

    Summary Balance Sheet

  • (In thousands)

    F13 F14

    FY* FY FY Q1 Q2 Q3 Q4 FY Q1 Q2

    EBITDA, as adjusted 4,494$ 18,012$ 22,773$ 1,579$ 2,532$ 169$ 4,926$ 9,206$ 3,425$ 3,836$

    Less:

    Executive and management transition costs -$ -$ (5,035)$ (2,590)$ (205)$ (754)$ -$ (3,549)$ (3,601)$ (242)$

    Distribution facility consolidation and technology upgrade costs - - - - (972) (294) (81) (1,347) (80) (300)

    Activist Shareholder Response Costs - (2,133) (4,003) - - - - - - -

    Shareholder Rights Plan costs - - - - (364) (82) - (446) - -

    FCC license impairment (11,111) - - - - - - - - -

    Gain on sale of investments or asset 100 - - - - - - - - -

    Debt extinguishment (500) - - - - - - - - -

    Non-cash share-based compensation (3,257) (3,218) (3,860) (609) (768) (762) (135) (2,274) (237) (398)

    EBITDA (as defined) (10,274) 12,662 9,875 (1,620) 223 (1,723) 4,710 1,590 (493) 2,896

    A reconciliation of EBITDA to net income (loss) is as follows:

    EBITDA, as defined (10,274) 12,662 9,875 (1,620) 223 (1,723) 4,710 1,590 (493) 2,896

    Adjustments:

    Depreciation and amortization (13,423) (12,585) (8,872) (2,307) (2,399) (2,559) (3,063) (10,328) (3,041) (3,070)

    Interest income 11 18 10 2 2 2 2 8 2 2

    Interest expense (3,970) (1,437) (1,572) (598) (669) (690) (763) (2,720) (1,205) (1,606)

    Income taxes (21) (1,173) (819) (205) (205) (205) (219) (834) (205) (205)

    Net income (loss) (27,676)$ (2,515)$ (1,378)$ (4,728)$ (3,048)$ (5,175)$ 667$ (12,284)$ (4,942)$ (1,983)$

    *Includes 53rd week

    F12 F15 F16

    22

    Adjusted EBITDA Reconciliation

  • (In thousands) Year Ending Year Ending Year Ending Year Ending Year Ending Year-to-Date

    January 28, February 2 February 1 January 31, January 30, July 30,

    2012 2013 2014 2015 2016 2016

    OPERATING ACTIVITIES:

    Net loss (48,064)$ (27,676)$ (2,515)$ (1,378)$ (12,284)$ (6,925)$

    Adjustments to reconcile net loss to net cash

    provided by (used for) operating activities-

    Depreciation and amortization 12,827 13,424 12,585 8,872 10,327 6,111

    Share-based payment compensation 5,007 3,257 3,217 3,860 2,275 635

    Asset impairments and write-offs - 11,111 - - - -

    Amortization of deferred revenue (1,061) (87) (85) (86) (85) (43)

    Amortization of debt discount & deferred financing costs 1,184 249 178 231 271 262

    Write-off of deferred financing costs - 2,306 - - - -

    Debt extinguishment 25,679 500 - - - -

    Deferred Income Taxes - - 1,158 788 788 395

    Gain on sale of property and investments or assets (416) (102) - - - -

    Changes in operating assets and liabilities:

    Accounts receivable, net 9,909 (18,086) (9,026) (4,889) (2,674) 21,703

    Inventories, net (3,676) 6,321 (14,007) (10,294) (4,384) 7,051

    Prepaid expenses and other 40 (2,066) 649 815 (565) (134)

    Accounts payable and accrued liabilities (15,447) 2,367 21,799 766 (3,080) (11,597)

    Net cash provided by (used for) operating activities (12,949) (8,482) 13,953 (1,315) (9,411) 17,458

    INVESTING ACTIVITIES:

    Property and equipment additions, net or proceeds from sale of (10,680) (6,157) (8,247) (25,119) (22,014) (3,892)

    Purchase of NBC trademark license - (4,000) (2,830) - - -

    Purchase of EVINE trademark - - - (59) - -

    Proceeds from sale of investments or assets - 102 - - - -

    Change in restricted cash 2,861 - - - 1,650 -

    Net cash used for investing activities (7,819) (10,055) (11,077) (25,178) (20,364) (3,892)

    FINANCING ACTIVITIES:

    1 Payments for deferred financing costs (306) (552) (390) (307) (537) (1,432)

    2 Payments on capital lease - - (13) (50) (52) (27)

    3 Proceeds from issuance of revolving loan - 38,215 - 2,700 19,200 -

    4 Proceeds from issuance of term loan - - - 12,152 2,849 17,000

    5 Payments on long term debt - (25,715) - (145) (2,076) (1,355)

    6 Proceeds from exercise of stock options 1,828 109 227 2,794 2,460 -

    7 Proceeds from issuance of common stock, net 55,500 - - - - (5)

    Net cash provided by (used for) financing activities 7,254 12,057 (176) 17,144 21,844 14,181

    Net increase (decrease) in cash (13,514) (6,480) 2,700 (9,349) (7,931) 27,747

    BEGINNING CASH 46,471 32,957 26,477 29,177 19,828 11,897

    ENDING CASH 32,957 26,477 29,177 19,828 11,897 39,644

    23

    Cash Flow

  • F12 FY* F13 FY F14 FY F15 Q1 F15 Q2 F15 Q3 F15 Q4 F15 FY F16 Q1 F16 Q2

    Homes (Average 000s) 82,761 86,120 87,481 88,303 88,334 88,248 87,719 88,105 87,851 87,417

    Net Shipped Units (000s) 5,620 7,152 9,055 2,230 2,434 2,282 2,907 9,853 2,417 2,461

    Average Selling Price 96$ 81$ 67$ 65$ 60$ 65$ 66$ 64$ 62$ 57$

    Return Rate % 22.1% 22.3% 21.5% 20.3% 21.4% 18.9% 18.9% 19.8% 19.2% 19.8%

    Internet Sales % 45.7% 45.2% 44.6% 45.2% 45.9% 46.0% 49.7% 46.9% 48.8% 47.9%

    Transaction Costs per Unit 2.60$ 2.48$ 2.52$ 2.78$ 2.92$ 3.00$ 2.69$ 2.84$ 2.82$ 2.63$

    Total Variable Costs % of Net Sales 7.3% 8.0% 8.7% 9.7% 9.5% 9.1% 8.7% 9.2% 10.0% 9.6%

    Mobile % of Internet Sales 16.9% 25.2% 33.5% 39.6% 42.4% 41.8% 44.5% 42.3% 45.6% 45.2%

    Distribution cost per home - annualized 1.33$ 1.07$ 1.13$ 1.13$ 1.13$ 1.14$ 1.15$ 1.15$ 1.16$ 1.18$

    Interactive Voice Response % 27% 25% 29% 30% 29% 26% 24% 27% 26% 25%

    Total Customers (000s)** 1,132 1,357 1,446 592 593 610 749 1,436 619 611

    Average Purchase Frequency - Items 5.4 5.8 7.0 4.1 4.5 4.1 4.3 7.5 4.3 4.5

    % of Net Sales by Category:

    Jewelry & Watches 52% 43% 42% 45% 42% 36% 35% 39% 43% 41%

    Home & Consumer Electronics 27% 35% 30% 26% 22% 33% 39% 31% 24% 21%

    Beauty 13% 11% 12% 13% 15% 13% 13% 14% 15% 16%

    Fashion & Accessories 8% 11% 16% 16% 21% 18% 13% 16% 18% 22%

    100% 100% 100% 100% 100% 100% 100% 100% 100% 100%

    *Includes 53rd week

    **Customers can be active within one to four quarters per year and therefore quarterly active customer counts are not additive.

    ***Certain fiscal 2013, 2014 & 2015 product category percentages in the above table have been reclassified to conform to our fiscal 2016 product group hierarchy.

    24

    Key Operating Metrics

  • 25

  • 26

  • 27

  • 28