EX-99.1 2 dex991.htm PRESENTATION MATERIALS Presentation Materials
©
Copyright 2007 –
GSI Commerce
GSI Commerce
First Quarter 2007
Exhibit 99.1


2
Safe Harbor Statement
All statements made in this presentation, other than statements of historical fact, are forward-looking statements. The
words “anticipate,”
“believe,”
“estimate,”
“expect,”
“intend,”
“may,”
“plan,”
“will,”
“would,”
“should,”
“guidance,”
“potential,”
“continue,”
“project,”
“forecast,”
“confident,”
“prospects,”
“schedule”
and similar expressions typically are
used to identify forward-looking statements.  Forward-looking statements are based on the then-current expectations,
beliefs,
assumptions,
estimates
and
forecasts
about
the
business
of
GSI
Commerce.
These
statements
are
not
guarantees of future performance and involve risks, uncertainties and assumptions which are difficult to predict. 
Therefore, actual outcomes and results may differ materially from what is expressed or implied by these forward-
looking statements.  Factors which may affect GSI Commerce’s business, financial condition and operating results
include the effects of changes in the economy, consumer spending, the financial markets and the industries in which
GSI Commerce and its partners operate, changes affecting the Internet and e-commerce, the ability of GSI Commerce
to develop and maintain relationships with strategic partners and suppliers and the timing of its establishment,
extension or termination of its relationships with strategic partners, the ability of GSI Commerce to timely and
successfully develop, maintain and protect its technology, confidential and proprietary information, and product and
service offerings, the ability of GSI Commerce to execute operationally and attract and retain qualified personnel, the
ability of GSI Commerce to successfully integrate its acquisitions of other businesses, if any, the performance of any
acquired businesses and the impact of SFAS 123(R).  More information about potential factors that could affect GSI
Commerce can be found in its most recent Form 10-K, Form 10-Q and other reports and statements filed by GSI
Commerce with the SEC. GSI Commerce expressly disclaims any intent or obligation to update these forward-looking
statements.


3
Non-GAAP Financial Measures
This presentation contains or may mention the non-GAAP measures merchandise sales, adjusted EBITDA, non-GAAP
net income, free cash flow and certain ratios that use those measures.
Merchandise sales –
Merchandise sales represent the retail value of all sales transactions, inclusive of freight charges
and net of allowances for returns and discounts, which flow through the GSI Commerce platform, whether or not the
company is the seller of the merchandise or records the full amount of such sales on its financial statements.  GSI
uses merchandise sales as a metric for operating its business.  Variable costs such as fulfillment and customer service
labor expense, order processing costs such as credit card and bank processing fees and organizational costs such as
business management are related to the amount of sales made through GSI’s platform, whether or not GSI records
the revenue from such sales.  GSI believes that investors will have a more thorough understanding of its historical
expenses and expense trends if they have visibility to GAAP net revenue as well as the non-GAAP financial measure
merchandise
sales
and
the
percentages
that
such
expenses
bear
to
net
revenues
and
merchandise
sales.
Adjusted
EBITDA
GSI
defines
adjusted
EBITDA
as
income
from
operations
excluding
stock-based
compensation
and
depreciation and amortization expenses.  Although we previously defined adjusted EBITDA by reference to net
income, there is no material difference in the resulting adjusted EBITDA calculation.  We consider adjusted EBITDA to
be a useful metric for management and investors because it excludes certain non-cash items.  We believe that given
the recent adoption of SFAS 123R, it is difficult for investors to evaluate our income from operations relative to prior
periods because our income from operations prior to fiscal 2006 calculated our stock-based compensation expense in
a manner differently than required under SFAS 123R.
Non-GAAP
Net
Income
GSI
defines
non-GAAP
net
income
as
net
income
excluding
stock-based
compensation
expense, amortization of acquisition-related intangibles, cumulative effect of change in accounting principle related
to the adoption of SFAS 123R and income tax benefits related to the release of the company’s valuation allowances.
Free Cash Flow –
GSI defines free cash flow as net cash provided by operating activities minus capital expenditures,
including capitalized software development.  We consider free cash flow to be a liquidity measure that provides
useful information to management and investors about the amount of cash generated by the business that, after the
acquisition of property and equipment, including information technology infrastructure, can be used for strategic
opportunities, including investing in the business, making strategic acquisitions and strengthening the balance sheet.
These financial measures should be considered in addition to, and not as a substitute for, or superior to, other
measures of financial performance prepared in accordance with GAAP. The non-GAAP financial measures included in
this presentation have been reconciled to the nearest GAAP measures as required under Securities and Exchange
Commission rules and can be found in the appendices of this presentation.


4
Leading Platform for Outsourced e-Commerce
Approximately 60 major retailers &
brands, 11 merchandise categories
*
and an international offering
End-to-end e-commerce
platform
Technology
Logistics and customer care
Marketing services
Delivers customized solutions
to partners through platform
Marketing Services
Marketing Services
* Target retail categories include apparel, accessories & footwear, appliances & tools, baby products, consumer electronics, cosmetics &
fragrances, home furnishings, jewelry, music & videos, personal care, sporting goods & apparel, toys & video games as reported in the
“US e-Commerce: Five-Year Forecast and Data Overview”
published by Forrester Research, Inc., Oct. 2006.


5
Large Addressable Domestic Market
2007 U.S. Online General
2007 U.S. Online General
Merchandise Market *
Merchandise Market *
$124.5 billion
$124.5 billion
*
GSI
Commerce
excludes
automobiles
and
parts,
food,
beverage,
grocery,
travel,
and
event
and
movie
tickets,
when
discussing
the
U.S.
online
general
merchandise
market.
Source:
“US
e-Commerce:
Five-Year
Forecast
and
Data
Overview,”
Forrester
Research,
Inc.,
Oct.
2006.
$ in billions
$ in billions
Baby Products
Baby Products
Apparel, Accessories & Footwear
Apparel, Accessories & Footwear
Consumer
Consumer
Electronics
Electronics
Music &
Music &
Video
Video
Personal
Personal
Care
Care
Jewelry
Jewelry
Cosmetics &
Cosmetics &
Fragrances
Fragrances
Toys & Video Games
Toys & Video Games
Appliances & Tools
Appliances & Tools
Home
Home
Furnishings
Furnishings
Sporting Goods & Apparel
Sporting Goods & Apparel
$16.4
$16.4
$7.0
$7.0
$1.9
$1.9
$11.9
$11.9
$12.5
$12.5
$1.0
$1.0
$4.8
$4.8
$9.9
$9.9
$1.6
$1.6
$7.0
$7.0
$6.8
$6.8
2007 Estimated
Target Categories
Worth $80.8 billion
2007 Estimated
Target Categories
Worth $80.8 billion


6
The U.S. Online General Merchandise Market *
The U.S. Online General Merchandise Market *
The U.S. Online General Merchandise Market *
$ in billions
$ in billions
$ in billions
Strong Growth Projected for e-Commerce
*
GSI
Commerce
excludes
automobiles
and
parts,
food,
beverage,
grocery,
travel,
and
event
and
movie
tickets,
when
discussing
the
U.S.
online
general
merchandise
market.
Source:
“US
e-Commerce:
Five-Year
Forecast
and
Data
Overview,”Forrester
Research,
Inc.,
Oct.
2006.
$50
$100
$150
$200
$250
2011E
$211.3
$211.3
2010E
$190.2
$190.2
2009E
$168
$168
2008E
$146
$146
2007E
$124.5
$124.5
2006E
$104.9
$104.9


7
Compelling Reason for Prospects to Outsource
Online business
is too large to
ignore, but not large
enough to justify the
investment required
to achieve in-house
competency for multi-
channel e-commerce.
Total estimated sales of retail categories* targeted by GSI Commerce
Estimated online sales of retail categories targeted by GSI Commerce
expressed as a % of total sales of the same categories
$ billions
$ billions
2007E
2008E
2009E
2010E
2011E
$1,004.2
$1,004.2
*
Target
retail
categories
include
apparel,
accessories
&
footwear,
appliances
&
tools,
baby
products,
consumer
electronics,
cosmetics
&
fragrances,
home
furnishings,
jewelry,
music
&
videos,
personal
care,
sporting
goods
&
apparel,
toys
&
video
games.
For
GSI
Commerce
partners,
online
sales
generally
average
3%
to
4%
of
total
sales.
Source:
“US
e-Commerce:
Five-Year
Forecast
and
Data
Overview,”
Forrester
Research,
Inc.,
Oct.
2006.
800
850
900
950
1,000
1,050
9.3%
9.3%
10.7%
10.7%
12.0%
12.0%
13.2%
13.2%
14.4%
14.4%
$967.8
$967.8
$933.2
$933.2
$900.3
$900.3
$868.9
$868.9


8
GSI Offers a Strong Value Proposition
A Complete Solution
Increased
efficiency
one
vendor
Improved
integration
built
to
work
together
360°
understanding of business
GSI Commerce is Invisible to Consumers
Uncompromised
Not in conflict with partner’s business
Scale & Operating Leverage with Enterprise Focus
Platform expertise
Premium quality components
Focus on Growth and Innovation
International platform
Marketing services
New/enhanced functionality (e.g., parametric search /
alternative
payments
/
express
shop
&
mini
cart
)
Win/Win Economics
Financial predictability and aligned interests through
long-term contracts


9
Platform Enables E-Commerce for Top Brands
1. Apparel, Accessories &
1. Apparel, Accessories &
Footwear
Footwear
2. Consumer Electronics
2. Consumer Electronics
6. Cosmetics & Fragrances
6. Cosmetics & Fragrances
7. Personal Care
7. Personal Care
5. Sporting Goods &
5. Sporting Goods &
Apparel
Apparel
8. Music & Video
8. Music & Video
3. Home Furnishings
3. Home Furnishings
4. Appliances & Tools
4. Appliances & Tools
9. Jewelry
9. Jewelry
10. Toys & Video Games
10. Toys & Video Games
11. Baby Products
11. Baby Products


10
Growth Strategy
Compounding
effect of
long-term
agreements
Yr. 5
Yr. 4
Yr. 3
Yr. 2
Yr. 1
Add new partners
Grow transaction revenues from each partner
Develop incremental revenue streams
from each partner
Marketing & design services
International
Multichannel capabilities
Site enhancements


11
Competition
Web Platform
IBM, ATG, Microsoft, Amazon Services
Customer/Web Analytics /CRM
Siebel, WebSideStory, Coremetrics
Order Processing /Warehouse Mgmt.
/Merchandising Systems
SAP, Yantra, Manhattan Assoc.
Fulfillment and Logistics
DHL/Exel, UPS, Accretive Commerce
Design
aQuantive/Razorfish, AKQA,
Blast Radius, Digitas
E-mail Management
Experian/CheetahMail,
DoubleClick/Performics,
Epsilon Interactive
Online Marketing
aQuantive, Digitas,
Grey Interactive, LinkShare
Strategic Consulting
McKinsey & Co., Boston
Consulting Group, Accenture
System Integrator
Accenture, IBM, BearingPoint,
EDS, Sapient
Call Center
West, Convergys


12
Growing Faster than the Industry
GSI Commerce Merchandise Sales **
E-Commerce Sales
Total Retail Sales
Percent Growth Y/Y *
Percent Growth Y/Y *
*
E-commerce
Sales
and
Total
Retail
Sales
Source:
Census
Bureau,
U.S.
Department
of
Commerce.
**
For
a
reconciliation
of
non-GAAP
financial
measures,
see
Appendices
A
thru
B-1
and/or
see
our
results
for
fiscal
years
2002
-
2006
at
www.gsicommerce.com/news.
2005
20%
40%
60%
80%
100%
2002
81.3%
31.0%
2.3%
2003
58.2%
24.7%
4.2%
2004
68.0%
24.3%
7.1%
44.0%
24.6%
7.7%
2006
74.0%
23.5%
5.8%


13
Category & Geographic Expansion Partner Growth
10
10
20
20
1999
4
4
1
1
2000
3
3
7
7
1
1
30
30
2001
6
6
13
13
1
1
2002
10
10
23
23
4
4
2003
8
8
31
31
6
6
2004
8
8
39
39
7
7
2005
10
10
49
49
9
9
2006
60
60
6
6
5
5
11
11
GSI
Commerce
participates
in
11
retail
categories
as
defined
by
Forrester
Research:
apparel,
accessories
&
footwear,
appliances
&
tools,
baby
products,
consumer
electronics,
cosmetics
&
fragrances,
home
furnishings,
jewelry,
music
&
videos,
personal
care,
sporting
goods
&
apparel,
toys
&
video
games.
Total domestic partners
Current partners that launched or will launch
with GSI Commerce during that year
40
40
50
50
60
60
International partners
Number of Categories


14
Net Revenues –
Trailing Four Quarters
Net Revenue
$ in millions
4Q
99
1Q
00
2Q
00
3Q
00
4Q
00
1Q
01
2Q
01
3Q
01
4Q
01
1Q
02
2Q
02
3Q
02
4Q
02
1Q
03
2Q
03
3Q
03
4Q
03
1Q
04
2Q
04
3Q
04
4Q
04
1Q
05
2Q
05
3Q
05
4Q
05
1Q
06
2Q
06
$100
$100
$600
$200
$300
$400
$500
3Q
06
4Q
06
$700


15
Business Models Provide Balanced Gross Profit
Contribution
Owned
Owned
Inventory
Inventory
Non-Owned
Inventory
100%
100%
2006
2006
Merchandise Sales
Merchandise Sales
0%
0%
$1,187.8
$1,187.8
61%
$726.6
61%
$726.6
2006
2006
Gross Profit
Gross Profit
$278.3
$278.3
53%
$148.4
53%
$148.4
47%
$129.9
47%
$129.9
2006
2006
Net Revenue
Net Revenue
$609.6
$609.6
76%
$461.2
76%
$461.2
$ in millions
$ in millions
24%
$148.4
24%
$148.4
39%
$461.2
39%
$461.2
For a reconciliation of non-GAAP financial measures, see Appendices A thru B-1 and/or see our results for fiscal years
2001 -
2006  at www.gsicommerce.com/news/news.jsp.


16
2006 Expense Breakdown
-
-
Fulfillment
Fulfillment
-
-
Credit card proc.
Credit card proc.
-
-
Customer care
Customer care
-
-
Revenue share
Revenue share
-
-
Business mgmt.
Business mgmt.
-
-
Marketing services
Marketing services
-
-
Technology
Technology
-
-
HR
HR
-
-
Legal
Legal
-
-
Finance
Finance
-
-
Business development
Business development
For a reconciliation of non-GAAP financial measures, see Appendices A thru B-1 and/or see our results for fiscal years
2001
-
2006
at
www.gsicommerce.com/news/news.jsp.
Expense
lines
and
adjusted
EBITDA
exclude
stock-based
compensation.
Gross
Gross
Profit
Profit
Adjusted
Adjusted
EBITDA
EBITDA
$38.5 M
$38.5 M
Product
Product
Development
Development
$44.4 M
$44.4 M
General
General
& Admin.
& Admin.
$33.1 M
$33.1 M
$278.3 M
$278.3 M
Sales &
Sales &
Marketing
Marketing
$162.3 M
$162.3 M


17
Multiple Drivers of Margin Expansion
Gross Margin
Gross Margin
Sales & Marketing
Sales & Marketing
Product Development
Product Development
General & Admin.
General & Admin.
Gross Profit
Gross Profit
35.2%
35.2%
45.7%
45.7%
Sales & Marketing
Sales & Marketing
31.6%
31.6%
26.6%
26.6%
Product Develop.
Product Develop.
8.4%
8.4%
7.3%
7.3%
G&A
G&A
9.9%
9.9%
5.4%
5.4%
2001
2006
As a % of
As a % of
net revenues
net revenues
+2,110 basis points
+2,110 basis points
1,050 bp
1,050 bp
500 bp
500 bp
110 bp
110 bp
450 bp
450 bp


18
Cash *
Cash *
$156.7
$156.7
$184.5
$184.5
Inventory
Inventory
$34.6
$34.6
$46.8
$46.8
Net Fixed Assets
Net Fixed Assets
$87.9
$87.9
$106.2
$106.2
Total Assets
Total Assets
$332.6
$332.6
$463.6
$463.6
Debt
Debt
$71.2
$71.2
$70.9
$70.9
A/P & Accrued
A/P & Accrued
$101.7
$101.7
$149.3
$149.3
Total Liabilities
Total Liabilities
$179.5
$179.5
$235.9
$235.9
Equity
Equity
$153.2
$153.2
$227.7
$227.7
* Cash and cash equivalents and marketable securities.
Strong Balance Sheet
($ millions)
($ millions)
Dec. 31, 2005
Dec. 30, 2006


19
Appendix A
December 31,
December 30,
December 31,
December 30,
2005
2006
2005
2006
Reconciliation of GAAP Income from operations to Adjusted EBITDA:
GAAP Income from operations
12,287
$              
23,462
$              
2,878
$                
9,647
$                
Stock-based compensation
1,231
1,692
3,805
7,578
Depreciation and amortization
4,203
6,385
14,635
21,297
Adjusted EBITDA
17,721
$              
31,539
$              
21,318
$              
38,522
$              
(1)
Adjusted EBITDA no longer includes other income (expense) as a
reconciling item between Adjusted EBITDA and GAAP results.
Twelve Months Ended
Three Months Ended
GSI COMMERCE, INC. AND SUBSIDIARIES
ADJUSTED EBITDA
(1)
AND RECONCILIATION TO GAAP RESULTS
(In thousands)
(Unaudited)


20
January 3,
January 1,
2004
2005
Merchandise sales
(1)
-
(a non-GAAP financial measure):
Category:    
Sporting goods
128,489
$           
200,394
$           
Other
(2)
153,537
274,586
Total merchandise sales
(1)
-
(a non-GAAP
financial measure)
282,026
$           
474,980
$           
Net revenues -
(GAAP basis):
Net revenues from product sales:
Category:    
Sporting goods
128,360
$           
164,530
$           
Other
(2)
88,150
110,458
Total net revenues from product sales
216,510
274,988
Service fee revenues
25,409
60,116
Total net revenues -
(GAAP basis)
241,919
$           
335,104
$           
GSI COMMERCE, INC. AND SUBSIDIARIES
MERCHANDISE
SALES
(1)
AND
RECONCILIATION
TO
GAAP
RESULTS
(Dollars in thousands)
(Unaudited)
Appendix B
December 28,
2002
96,669
$           
81,631
178,300
$           
96,669
$           
58,150
154,819
17,819
172,638
$           
Fiscal Year 2004
Fiscal Year 2003
Fiscal Year 2002
Year Ended
December 31,
2005
261,568
$           
420,429
681,997
$           
212,932
$           
142,442
355,374
85,018
440,392
$           
Fiscal Year 2005
385,950
$           
801,849
1,187,799
$        
314,696
$           
146,487
461,183
148,370
609,553
$           
December 30,
2006
Fiscal Year 2006


21
Appendix B . . . continued
January 3,
January 1,
2004
2005
Year Ended
GSI COMMERCE, INC. AND SUBSIDIARIES
MERCHANDISE SALES
(1)
AND RECONCILIATION TO GAAP RESULTS
(Dollars in thousands)
(Unaudited)
Reconciliation of merchandise sales
(1)
to net revenues:
Merchandise sales
(1)
-
(a non-GAAP financial measure):
Category:    
Sporting goods
128,489
$           
200,394
$           
Other
(2)
153,537
274,586
Total merchandise sales
(1)
-
(a non-GAAP
financial measure)
282,026
474,980
Less:
Sales by partners
(3)
:
Category:    
Sporting goods
(129)
(35,864)
Other
(65,387)
(164,128)
Total sales by partners
(3)
(65,516)
(199,992)
Add:
Service fee revenues
25,409
60,116
Net revenues -
(GAAP basis)
241,919
$           
335,104
$           
(1)  Merchandise
sales
represents
the
retail
value
of
all
sales
transactions,
inclusive
of
freight
charges
and
net
of
allowances
for
returns
and
discounts,
which
flow
through
the
GSI
Commerce
platform,
whether
or
not
GSI
Commerce
is
the
seller
of
the
merchandise
or
records
the
full
amount
of
such
sales
on its financial statements.
(2)   The "Other" categories of both merchandise sales and net revenues from product sales include $1,034 and $10 for the year
ended
January
3,
2004
and
January
1,
2005,
respectively,
related
to
Ashford.com.
(3)   Represents the retail value of all product sales through the GSI Commerce platform where the inventory is owned by the partner and the partner is the
seller
of
the
merchandise.
GSI
Commerce
records
service
fee
revenues
on
these
sales.
December 28,
2002
96,669
$           
81,631
178,300
--
(23,481)
(23,481)
17,819
172,638
$           
Fiscal Year 2004
Fiscal Year 2003
Fiscal Year 2002
December 31,
2005
Fiscal Year 2005
261,568
$           
420,429
681,997
(48,636)
(277,987)
(326,623)
85,018
440,392
$           
385,950
$           
801,849
1,187,799
(71,254)
(655,362)
(726,616)
148,370
609,553
$           
December 30,
2006
Fiscal Year 2006