Alibaba Conversion And Penetration Rates

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TABLE 1 : Income Statement ALIBABA(in Renminbi '000's)

2005

2006 RMB'000

Revenue International marketplace China marketplace

527.23 211.07

991.87 371.99

Total

738.3

1,363,862

-126.51

-237.63

611.79

1,126,237

-393.95 -35.68 -101.08 16.49 97.57 5.85

-610.2 -105.49 -159.97 17.91 268.5 22.89

-

-

103.42 -32.97

291.39 -71.45

70.45

219.94

Cost of revenue

(1)

Gross profit Sales and marketing expenses (1) (2) Product development expenses (1) (2) General and administrative expenses(1) (2) Other operating income Profit from operations Finance Income, net Share of loss of associated companies, net of tax Profit before income taxes Income tax charges

Profit attributable to equity owners

* Source: Alibaba's finantial statements. Data for 2008; Citibanks estimates.

TABLE 2: Alibaba's Income Statement in USD Real Exchange rate 2005 2006 8.176 7.944

Renmimbi - USD

Source: ECONOMAGIC - http://www.economagic.com/em-cgi/data.exe/fedstl/exchus

Year ended December 31, 2005

2006 US Dollars

Revenue International marketplace China marketplace

$64,484,711 $124,863,130 $25,815,802 $46,828,977

TOTAL Cost of revenue

(1)

Gross profit Sales and marketing expenses (1) (2) Product development expenses (1) (2) General and administrative expenses(1) (2) Other operating income Profit from operations Finance Income, net Share of loss of associated companies, net of tax Profit before income taxes Income tax charges

Profit attributable to equity owners

$90,300,514 $171,692,106 $15,473,214 $29,913,831

$74,827,299

$141,778,27 6

$48,183,708 $4,363,748 $12,363,258 $2,017,368 $11,933,953 $715,142

$76,815,821 $13,279,286 $20,137,972 $2,254,883 $33,800,079 $2,881,799

-

-

$12,649,095 $36,681,878 $4,031,923 $8,994,606

$8,617,172

$27,687,27 2

TABLE 3: REGISTERED USERS, GOLD SUPPLIERS (GS) Y TRUST PASS (T 2005 1 Registered Users 2 International Marketplace 3 China Marketplace 4 Storefronts 5 International Marketplace 6 China Marketplace 7 Paying Members 8 Gold Supplier members (GS) International TrustPass members 9 (TP) 10 China TrustPass members

2006

10,968,955 19,764,226 1,949,741 3,115,153 9,019,214 16,649,073 1,295,182 2,072,765 292,414 514,891 1,002,768 1,557,874 141,614 219,098 12,192 18,682 7,791 10,843 121,631 189,573

*

TABLA 4: RATIONS AND RELATIONS FOR ALIBABA USERS (using data fr

GS as % of number of Storefronts (8/5) * Storefronts as % total registered users in International Marketplace (5/2) GS as % of total registered users in International Marketplace (8/2) China Trust Pass members as % total registered users in China Mktplace (10/3)

2005

2006

4.17%

3.63%

15.00%

16.53%

0.63%

0.60%

1.35%

1.14%

Int. MKTplace TP members as % total registered users in International Marketplace (9/2)

0.40%

0.35%

*** Comes from data shown in Table 3 Gold Supplier (GS) GS Conversion rate = A/B A = New GS acquired during year B = Number of new registered users

0.87% 10,148 1,165,412

Trust Pass International (TP-Int) TP-Int. Conversion rate New TP-Int. Acquired during year Number of new registered users

0.36% 4,221 1,165,412

Trust Pass China (TP-Chi) TP-Chi. Conversion rate New TP-Chi. Acquired during year Number of new registered users

1.13% 86,187 7,629,859

Churn rate* GS 30%

TP 15%

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inbi '000's) 2008 est.*

2007 RMB'000 1547.7 615.06

2162.76

3008.000

-280.11

1882.64 -736.81 -131.5 -229.87 19.88 804.35 345.1

1218.000 259.000

-

ge rate

1149.44 -181.65

1477.000 -232.000

967.8

1245.000

Renmimbi - USD 2007 2008 7.578 7.047

c.com/em-cgi/data.exe/fedstl/exchus+2

nded December 31, 2007

2008 est.*

Income Statement as % of sales 2008 2005 2006 2007 est.**

US Dollars $204,237,981 $281,565,029 $81,165,230 $145,271,161

71% 29%

73% 27%

72% 28%

66% 34%

933522 481643

$285,403,212 $426,836,190 $36,964,462 $51,444,805

100% -17%

100% -17%

100% -13%

100% -12%

1415165 -170564

$248,438,75 $375,391,38 0 5

83%

83%

87%

88%

1244601

$97,231,819 $133,466,520 $17,352,433 $22,334,352 $30,333,998 $44,976,654 $2,623,022 $21,738,661 $106,143,523 $196,352,520 $45,540,189 $49,350,687

-53% -5% -14% 2% 13% 1%

-45% -8% -12% 1% 20% 2%

-34% -6% -11% 1% 37% 16%

-31% -5% -11% 5% 46% 12%

-442505 -74049 -149119 72074 651002 163621

-

0

$151,683,712 $245,703,206 $23,970,889 $35,422,972

$127,712,8 $210,280,2 23 35

0% 14% -4%

21% -5%

53% -8%

58% -8%

814623 -117444

10%

16%

45%

49%

697179

RS (GS) Y TRUST PASS (TP) MEMBERS IN ALIBABA 2007

2008 est.*

27,599,959 36,664,096 4,405,557 7,269,830 23,194,402 29,394,266 2,956,846 4,325,738 697,563 887,335 2,259,283 3,438,403 305,545 419,750 27,384 28,975 12,152 15,250 266,009 375,525

ABA USERS (using data from Table 3) 2007

2008 est.***

AVERAGE

3.93%

3.27%

3.75%

15.83%

12.21%

14.89%

0.62%

0.40%

0.56%

1.15%

1.28%

1.23%

0.28%

0.21%

0.31%

AVERAGE 1.11% 14,307 1,290,404

0.34% 9,806 2,864,273

0.77%

0.23% 2,935 1,290,404

0.17% 4,921 2,864,273

0.25%

1.60% 104,872 6,545,329

2.41% 149,417 6,199,864

1.71%

Aprox monthly registered users 2006 2007 2008 732,939 97,118

652,978 107,534

755,345 238,689

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TABLE 5: China's GDP and Exports growth rate

2003 2004 2005 2006 Exports growth rate GDP Growth rate

34.60% 35.40% 28.40% 27.20% 10% 10.10% 10.40% 11.10%

*

TABLE 6: Number of chinese exporting companies and ALIBABA's pen

2003 2004 2005 2006 Number of SME's in china ### ### Number of companies ### ### Number of exporting chinese companies65,494 81,042 96,590 ### Number of Gold Suppliers / Number 12.6% 9.8% of exporting companies Sources: - Chinese Government website http://www.gov.cn/english/2005-12/08/content_121412.htm - Paper "China's Exporters and Importers, Firms, Products and Trade Partners", Federal Reserve Bank of San Francisco. http://www.frbsf.org/publications/economics/papers/2008/wp08-28bk.pdf - Beijing Review http://www.bjreview.com.cn/print/txt/2007-02/14/content_58839.htm - "People's Republic of China: Development of Small and Medium-Sized Enterprise Credit Guarantee", Asian Development Bank http://www.adb.org/Documents/Reports/Consultant/36024-PRC/36024-PRC-TACR.pdf

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2007 2008 25.70% 24.10% 11.40%

and ALIBABA's penetration rate

2007 2008 Privadas ###

2005 ###

2006 ###

###Average

13.3% 11.9% 11.9%

Partners", Federal Reserve

bk.pdf

m ed Enterprise Credit

24-PRC-TACR.pdf

m

Colectivas 456000 364800 Estatales192000 153600

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2001 ###

190000 180000 170000 160000 150000

Series1

140000 130000 120000 110000 100000 90000

### 80000 http://ir.download.alibaba.com/download/200804/Annual_Report_ENG.pdf ### 70000

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2

3

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