Frankfurt, March 25 th, 2014 ANALYST CONFERENCE FISCAL YEAR 2013

Transcription

1 Frankfurt, March 25 th, 2014 ANALYST CONFERENCE FISCAL YEAR 2013

2 KEY HIGHLIGHTS 2013 EXECUTIVE SUMMARY Sales up by 44.1% to m Recurring EBITDA up by 16.1% to 77.2 m Operating cash flow increased by 39.4 m to 59.7 m positive free cash flow of 20.9 m* TOM TAILOR: continued market outperformance both, in Retail and Wholesale BONITA: accelerated sale of old inventory end of 4Q13 impacting top-line and profitability * Excludes changes in consolidation scope 2

3 A COMPELLING PORTFOLIO OF COMPLEMENTARY, DIFFERENTIATED BRANDS WOMEN MEN 40+ years POLO TEAM WOMEN MEN DENIM FEMALE DENIM MALE c years BABY MINIS c years KIDS 0 c. 14 years 3

4 TRACK RECORD OF SUPERIOR GROWTH AND CONSISTENT MARKET OUTPERFORMANCE ( m) Group net sales Group recurring EBITDA 907 CAGR 09-13E * * * 2013 Net sales Recurring EBITDA 32% 20% BONITA Sales growth 5.9% 15.8% 18.4% 53.0% 44.1% LFL growth Market growth*** Recurring EBITDA margin 16.5% 16.8% 6.8% 4.6% (14.6%)** -0.7% (5.9%)** 0% 3% 0% -2% -2% 12.6% 11.5% 11.7% 10.6% 8.5% Consistent market outperformance * Includes BONITA since August 2012; ** TOM TAILOR Brand, stand alone L-f-L; *** Source: TextilWirtschaft-Testclub

5 SUSTAINED MULTI-CHANNEL GROWTH WITH FOCUS ON CONTROLLED DISTRIBUTION Retail Segment Wholesale Segment TOM TAILOR BONITA TOM TAILOR Retail Stores E- Commerce Retail- Stores E- Commerce Franchise- Stores Shop-in- Shops Multi- Label 354 in Europe EU-wide E-shop 1,010 in Europe E-shop 197 in Europe 2,269 in Europe ~7,522 Worldwide +39 Stores in 2013 in 21 countries +28 Stores in 2013 in Germany +22 Stores in Shopin-Shops in 2013 Positive Development Openings: 47 Closings: 8 Openings: 47 Closings: 19 As of December 31,

6 ESTABLISHED INTERNATIONAL FOOTPRINT AS STRONG BASIS FOR FUTURE GROWTH Sales split FY 13 35% 65% International footprint Retail and franchise stores Germany International TOM TAILOR BONITA Total Germany Austria Switzerland France Benelux* Poland South Eastern Europe** Other Total 551 1,010 1,561 International core operations focused on stable economies Attractive select exposure to fast-growing markets Strong demand from international wholesale partners Figures as of December 31, 2013 * Benelux comprises Belgium and the Netherlands only; ** South Eastern Europe comprises Bulgaria, Croatia, Serbia, Slovenia, Kosovo, Romania, Bosnia 6

7 WHERE WE WILL GO FROM HERE Until today Market outperformance in both, Retail and Wholesale 20 quarters of positive LFL Systematic market share winner Integration well on track Sell-off of old inventory New management team Established as a leading fashion retailer in Germany and Europe Reached meaningful size and scale Our future Further market share gains Now ready to realise bottom line margin improvements Leading best-ager player in Continental Europe Increased focus on profitable growth 7

8 SUCCESSFUL PLATFORM ESTABLISHED TO DRIVE PROFITABLE GROWTH FOR THE FUTURE 8

9 DYNAMIC DEVELOPMENT OF BRAND PERFORMANCE INDICATORS Brand awareness % 93% 97% 62% Willingness to buy Brand ownership 88% Brand ownership 49% 57% 88% Brand awareness 22% 26% Willingness to buy 76% 79% Growth brands in Germany TOM TAILOR among Top 5 of 276 brands from 39 sectors Source: Spiegel Outfit Study 8.0 (2013); Spiegel Outfit Study 7.0 (2011); Spiegel Outfit Study 6 (2007) Source: Best Brands

10 CONTINUED STRENGTHENING AND EXPANSION OF OUR BRANDS Sharpening TOM TAILOR Update of collection content TOM TAILOR brand further strengthened with a clear, more international profile Arriving at POS in Aug 14 10

11 E-COMMERCE AS KEY STRATEGIC GROWTH CHANNEL Launch of TOM TAILOR E-Shop in Dec-06 c. 645,000 registered online customers Launch of BONITA E-Shop in Jun-13 c. 9,500 registered online customers E-Commerce sales 2013: 40.8 m (+15.5% y-o-y) BONITA to leverage on TOM TAILOR s state-of-the-art E-Commerce infrastructure 4.5% of group sales in FY 13 Mid-term target: ~10% 11

12 TOM TAILOR BRAND: SUBSTANTIALLY STRENGTHENED AS A VERTICAL RETAILER Significant boost in retail share to 46% of TOM TAILOR sales in 2013 ( m) % retail share Wholesale Retail 31% 25% 16% % % % 43% Retail-Stores Rec. EBITDA ( m) % margin % % % % % % % 12

13 TOM TAILOR RETAIL CONTINUES TO SYSTEMATICALLY OUTPERFORM THE MARKET Like-for-like development Q1-Q4 13 in % German textile market* TOM TAILOR BONITA -6.0% 2.3% -15.0% 13.1% -1.0% -1.0% -5.0% 7.8% 5.3% -5.0% 2.9% Q1 Q2 Q3 Q4-3.5% Overall, FY 13 was influenced by unfavourable weather conditions, especially in spring and summer Decline in footfall Market environment was competitive and very promotional TOM TAILOR Retail continued its track record to outperform the market 20th consecutive quarter of positive LFL BONITA development impacted by revitalisation measures and sell-off of old inventory * Source: TextilWirtschaft-Testclub

14 BONITA STRATEGIC RATIONALE Group Strategy perspective BONITA s retail excellence meets TOM TAILOR s product excellence Making TOM TAILOR GROUP a relevant player in the apparel industry Intelligent Retail Concept High level of Synergies Strong new Brand and customer base High level of distribution due to high no. of stores in top locations Same store size and same product range enable easy controlling State-of-the-art logistics ensures product deliveries at stores on a daily basis Already realising significant sourcing potential Synergies of product development are underway, e.g. design team of BONITA men now located in Hamburg TOM TAILOR GROUP enlarged its customer base considerably Having now an own brand for a new, attractive and steadily growing target group 14

15 WELL-POSITIONED TO BECOME A LEADER IN THE GROWING BEST-AGER SEGMENT Less competitive target market segment Gerry Weber Attractive and growing customer base EU Perceived brand strength in sizes Gelco Basler Olsen Bianca Lerros Strong competition Betty Barclay Cecil Esprit Casual Mexx Street One Taifun Perceived brand strength in sizes Less competition in the BONITA segment with fewer differentiated fashion specialists s. Oliver Casual TommyHilfiger Marc O Polo Female population (m) Thereof >50 years (m) Source: Eurostat Average target customer aged 40+ Relatively high expenditures for clothing Increasing share in population Only few specialist apparel retail chains servicing the best-ager segment BONITA well-positioned to gain market share and become the leading best-ager apparel specialist Source: DOB Coordinates 2012 (TextilWirtschaft); management view for BONITA since not part of wholesale survey Note: Survey based on wholesale partners view with respect to brands strength in respective sizes 15

16 SUCCESSFUL IMPLEMENTATION OF KEY INITIATIVES TO UNLOCK BONITA POTENTIAL Status Quo Strengthened BONITA Management Sourcing Efficiencies Improved Product Design Established new senior management team for BONITA TOM TAILOR CPO now fully dedicated to improving BONITA performance Strengthened team of division managers and designers Streamlining of BONITA s sourcing and volume shift from Europe to Asia Gradual instalment of direct sourcing Majority of sourcing to be procured by TOM TAILOR Sourcing Ltd., Hong Kong by mid of 2014 Upgraded design capabilities to better match target customer preferences Optimisation of product mix Lead Time Reduction New design process and development cycle for BONITA established Lead times reduced by 16 weeks Inventory Rejuvenation Rigorous cleaning up of old inventory to reset BONITA for profitable growth Significant reduction of inventory age 16

17 SUCCESSFUL IMPLEMENTATION OF KEY INITIATIVES TO UNLOCK BONITA POTENTIAL Status Quo Optimised Inventory Planning and Controlling Seasonal merchandising plan optimised Implementation of new price architecture incl. retail price points Store Revitalisation Launch of BONITA E-Commerce Roll-out of BONITA Fashion Card Overhead Reduction Logistics Efficiencies Modernisation of ~800 BONITA stores until today Revitalisation process for all stores to be completed by mid 2014 Total investment of 3.1 m in FY 13 BONITA s E-Shop successfully launched in June 2013 Effective leveraging of TOM TAILOR s E-Commerce infrastructure Already reached ~9,500 registered online customers Highly successful launch in January 2013 ~390,000 registered customers as of today Attractive consumption profile of cardholders Reducing overhead costs at BONITA Streamlining measures, e.g. car fleet, insurances, electricity Combining departments, e.g. Expansion, IT, Retail, Logistics Pilot project for TOM TAILOR retail stores started in March 2013 Centralisation of outbound logistics 17

18 RESET AND REVITALISED TO BECOME A LEADING BEST-AGER PLAYER IN CONTINENTAL EUROPE 18

19 KEY STRATEGIC INITIATIVES TO UNLOCK BONITA POTENTIAL Further improve and streamline sourcing Merchandise planning and controlling Focus on target group and product quality Strengthen brand perception and store portfolio optimisation Streamlining of BONITA s sourcing and volume shift from Europe to Asia Shift of sourcing volume procured by TOM TAILOR Sourcing starting in summer 2014 Considerable gross margin improvements to be realised in 2014 Adaptation of price architecture to BONITA customer profile to unlock gross margin topline upside Adjustment of purchasing volume targeting on lower average stock and more room for open to buy In 2014 level of promotions already significantly reduced to increase quality of sales Revision of existing and target customer groups First signs of improved product performance, e.g. for outdoor, jeans, trousers and skirts Currently special focus on knitwear and blouses with substantial upside potential Revitalisation of c. 800 BONITA stores until today to be completed by mid 2014 Launch of new print campaign Select disinvestment of non-profitable BONITA stores Further optimise operational cost structure Store cost efficiencies as result of optimised store personnel planning tools Working hours in stores reduced at beginning of

20 BONITA SOURCING STREAMLINED AND SHIFTING TO DIRECT SOURCING BONITA sourcing by fob* turnover 2012 Feb 2014 Turkey Asia Germany 4% 4% 12% 33% Turkey Asia 1% 4% 20% Italy Netherlands Others 21% 26% Italy Others 75% TARGETS in 2012: BONITA s sourcing streamlined Reduction of suppliers Volume shift from Europe to Asia Gradual instalment of direct sourcing Joint use of TOM TAILOR s sourcing organisation Increased share of direct sourcing Bundled volumes at same suppliers Majority of BONITA to be procured by TOM TAILOR Sourcing Ltd. starting in summer 2014 Max % of volumes will be sourced out of Turkey (shorter distances), high level of flexibility Result: considerable improvement on gross margins * fob = free on board 20

21 DEVELOPMENT OF TOTAL BONITA SALES In m Pro forma based on calendar year % % 34.3% 7 105m m m Sales before discounts Dicounts Discounts at cashier s Net sales Sales before discounts increased from 483m in 2011 to 534m in 2013, but: Net sales after discounts decreased due to higher promotional activities 21

22 REFINEMENT OF PRICING POLICY Strong development of Item per ticket (IPT) 2013 compared to 2012 Number of customers significantly increased 2013 compared to % + 3.1% + 7.8% % BONITA BONITA men BONITA BONITA men Average price per ticket decreased (APT) 2013 compared to 2012 (11.3%) (10.1%) BONITA BONITA men Comments Strong increase of IPT and no. of customers for BONITA and BONITA men Footfall development very healthy allthough sales in 2013 suffered from promotional activities In 2014 promotions have been already significantly reduced Strive for careful increase of APT during

23 PROMISING BRAND DEVELOPMENT AND RECOGNITION OF CONSUMER PROPOSITION BONITA 2013 BONITA consumer perception % Willingness to buy 77% 77% Brand ownership Brand awareness BONITA included in Spiegel Outfit study for the first time BONITA reached a remarkable rank under the 91 participating fashion companies Shop design Customer advice Customer service Product presentation Product arrangement Atmosphere Cleanliness Amicability Helpfulness Customer-tailored advice Competence Staff availability Speed in service and at the cashier cashier Product reservation Return policy Average BONITA Source: Spiegel Outfit Study 8.0 (2013) Source: ServiceAtlas Fashion Shops 2013 study 23

24 LAUNCH OF NEW PRINT CAMPAIGN FOR BONITA Print campaign in 20 German magazines between March and May 2014 (among others Brigitte, Gala, Bunte, Bild der Frau) In total four visuals per 1/3 page Gala March

25 STORE MODERNISATION PLAN FULLY ON TRACK Revitalisation of ~800 stores successfully completed by December 2013 Revitalisation process of remaining ~200 stores to be finished by mid 2014 Boutique interior and flair 25

26 ANALYSIS OF BONITAS TARGET CUSTOMER Positioning of Target Customer Group Aspiration level Lower Market Middle Market Upper Market Current Customer Group Target: enlarge customer group Classical/Conservative Modern Trendy Comments on Target Customer Analysis Key customer group appreciates BONITA s wearing comfort, fit, quality, compatibility and design Average fashion spending of 1,000 with focus on solid selection and fashionable pieces BONITA s target customer group shows strong accordance with current customer profile Move towards target profile requires higher level of topicality and fashionable pieces to enlarge customer group Average target customer aged 40+ with increasing share in population Only few specialist apparel retail chains servicing the best-ager segment Source: Study made by Dr Ertelt, 2013 Fashion grade 26

27 KEY CUSTOMER CHARACTERISTICS Lifestyle BONITA women are in the middle of the best time of their lives! Best Agers Eager consumers Purchasing power Quality conscious Complete outfit Comfortable garment Love & Passion They prefer clothes that are chic and casual Always well dressed Discover something new during holidays and relax in style Source: Study made by Dr Ertelt, 2013 Fashion & Apparel Good quality is a must At reasonable prices Super good fit Materials & workmanship must be perfect Event-related outfits She is happy to get advices from our shop assistants "The perfect outfit is so special as I am with a refined finishing touch, which others do not have." Values & Norms Look for a great shopping experience and new outfits Accessories play an important role great necklace or scarf gives any outfit the finishing touch "Fashion is not about the really-need. To me it's also about the have-want. " 27

28 UPGRADED DESIGN CAPABILITIES LEAD TIMES REDUCED BY 16 WEEKS New design and development cycle established for BONITA Heute (before) weeks Point-of-sale (today) Time saving: 16 weeks weeks New design process and development cycle for BONITA established First products designed under new lead times available in stores since July 2013 Positive performance of new collections 28

29 SUCCESSFUL LAUNCH OF BONITA FASHION CARD Highly successful launch in January 2013 Already ~390,000 registered customers Card holders represent impressive 33% of total sales Higher consumption of card holders compared to non-card holders: Average price per ticket : +59% Number of items sold: +41% 29

30 FINANCIAL HIGHLIGHTS 30

31 STRONG GROUP PERFORMANCE FUELED BY TOM TAILOR MOMENTUM AND BONITA CONSOLIDATION ( m) Sales Gross profit Recurring EBITDA Recurring net income Q4 12 Q4 13 FY 12* FY % % +7.0% +49.8% margin 56.7% 55.8% 52.9% 55.0% margin margin % +16.1% % % 12.0% % 10.6% 8.5% -88.8% % % 0.2% FY 13 was the first full financial year with consolidation of BONITA Group sales increased by 44.1% to m Fulfilling company guidance Sales growth primarily driven by the strong momentum of the TOM TAILOR brands as well as FY consolidation of BONITA in FY 13 compared to FY 12 Gross profit increased by 49.8% to m due to continuous expansion of retail share and positive impact from sourcing shift to Asia. Gross margin increased by 210 bps to 55.0% (PY: 52.9%) Recurring EBITDA increased to 77.2 m (+16.1%). Operational improvements and reorganisation at BONITA impacting Group profitability, with EBITDA margin at 8.5% (PY: 10.6%) Despite increase of recurring EBITDA of 10.7 m recurring net income was 17.2 m lower due to: Higher depreciation of 16.3 m Higher recurring financial expenses 3.7 m Higher taxes of 7.9 m * Includes BONITA since August

32 ANOTHER GOOD YEAR FOR TOM TAILOR BRANDS ON TOP-LINE AND PROFITABILITY ( m) Q4 12 Q4 13 FY 12 FY 13 Sales Gross profit margin % % % % 48.9% 53.3% 48.7% 50.9% TOM TAILOR brands reached a satisfying year in FY 13, both on top-line and profitability Sales increased by 17.0% to m, representing 61.3 % of Group sales Recurring EBITDA increased by 27.7% to 55.8 m Gross margin for TOM TAILOR brands continued to increase by 220 bps to 50.9% (PY: 48.7%), driven by: Higher Retail-share within TOM TAILOR brands increased to 45.7% (PY: 43.3%) Positive effects from direct sourcing Continued dynamic expansion of EBITDA and margins: Recurring EBITDA margin increased to 10% (PY: 9.2%) Recurring EBITDA +14.5% +27.7% margin 13.9% 13.8% 9.2% 10.0% 32

33 STRONG FINANCIAL PERFORMANCE OF WHOLESALE DESPITE SECTOR CHALLENGES ( m) Q4 12 Q4 13 FY 12 FY 13 Sales Gross profit margin Recurring EBITDA margin % % +35.8% +19.2% % 43.7% 40.9% 43.5% % % 9.4% 7.6% 8.6% 10.0% Strong performance of TOM TAILOR Wholesale, increasing top-line by 12.0% to m, representing c. 33% of Group sales Systematic increase in controlled selling areas: Number of franchise stores increased by 22 to 197 Number of Shop-in-Shops increased by 238 to 2,269 Successful wholesale development driven by: Additional business with existing customers Expansion of controlled selling areas Expansion into new markets EBITDA in Q4 '13 was lower mainly due to higher expenditures for TV campaign Improvement of recurring EBITDA margin to 10% (PY: 8.6%) 33

34 CONTINUOUS DYNAMIC EXPANSION OF TOM TAILOR RETAIL ( m) Q4 12 Q4 13 FY 12 FY 13 Very strong performance of TOM TAILOR Retail, growing top-line by 23.5% to m Sales % % Gross profit % % margin 59.5% 62.4% 58.9% 59.7% Systematic roll-out of retail store network, increasing by 39 stores to 354 by the end of FY 13 Q4 13 represents the 20th quarter in a row of positive like-for-like growth, with LFL at 2.9% in the fourth quarter Strong development of gross profit and recurring EBITDA, also supported by top-line expansion Recurring EBITDA margin maintained at 10.0% on prior years level despite a challenging market environment and sector trading overall Recurring EBITDA margin % % % 19.7% 10.0% 10.0% 34

35 A CRUCIAL TRANSITION YEAR TO ALIGN BONITA FOR PROFITABLE GROWTH ( m) Q4 12 Q4 13 FY 12* FY Sales -0.2% n.m Gross profit % n.m margin 67.6% 60.0% 66.0% 61.5% FY 13 was an important operational year for BONITA, which underwent significant improvement initiatives to strengthen the business for the future BONITA financial performance influenced by revitalisation measures and sell-off of old inventory as well as a challenging sector environment (weather conditions and promotional environment) BONITA contributed 21.4 m to recurring Group EBITDA reflecting a share of c. 28% EBITDA margin decreased to 6.1% (PY: 14.8%), primarily due to lower gross margins and higher marketing expenses to revitalise the brand Recurring EBITDA % % margin 17.5% 9.0% 14.8% 6.1% * Includes BONITA since August

36 GROSS MARGIN CONTINUOUSLY IMPROVING SINCE 2010 TOM TAILOR GROUP gross margin development (%) ,8 55, Q1 Q2 Q3 Q4 FY Systematic improvement of gross margins as a result of increased verticalisation, best-inclass design capabilities and successful sourcing initiatives Increase by c. 900 bps from FY 10 to FY 13 36

37 STRONGER OPERATING CASH FLOW GENERATION IN FY 13 ( m) Operating cash flow Capex Q1 Q2 Q3 Q4 FY Capex and interest payments comfortably covered by operating cash flow of 59.7 m Free cash flow (defined as operating cash flow capex* net interest) increased to 20.9 m (PY: m) Capex in 2013 was lower due to less capex in segment Wholesale and reduction of capex/m 2 in segment Retail as a result of renegotiation of prices for furniture & fittings * Excludes changes in consolidation scope FY 37

38 KEY FINANCIAL FIGURES STRENGTHENED OF THE BALANCE SHEET Key figures FY 12 FY 13 Equity ratio (%) Net debt ( m) Net working capital, thereof: Inventories Trade receivables Trade payables Net working capital/sales* (%) (93.3) (111.8) 8.1 * In 2012 ratio is calculated on FY sales of BONITA including Jan July on pro forma basis 38

39 OUTLOOK 39

40 A UNIQUE INVESTMENT CASE International fashion & lifestyle company with two strong umbrella brands Vertically-integrated retail and wholesale with full control over entire value chain Fast moving trend manager with short lead times Profitability and cash flow generation upside Highly sophisticated product development: No dreams just facts! 40

41 OUTLOOK FOR Growth Group sales over 950 m Profitability Group recurring EBITDA margin around 10% Operations Increased focus on profitability going forward, underpinned by strengthened scale and quality of operations Outgrowing the market and gaining market share 41

42 VISION TOM TAILOR GROUP We are creating desirable brands and make them accessible to all 42

43 CONTACT DETAILS INVESTOR RELATIONS Date Event March 25, 2014 May 8, 2014 May 27, 2014 August 6, 2014 November 6, 2014 Publication results FY 2013 & Analyst Conference Interim report Q1/2014 Annual General Meeting, Hamburg Half-yearly financial report 2014 Interim report Q3/2014 Felix Zander, Head of Investor Relations & Corporate Communications TOM TAILOR HOLDING AG Garstedter Weg Hamburg Phone: Fax: Mobile:

44 DISCLAIMER This document contains forward-looking statements, which are based on the current estimates and assumptions by the management of TOM TAILOR Holding AG. Forwardlooking statements are characterized by the use of words such as expect, intend, plan, predict, assume, believe, estimate, anticipate and similar formulations. Such statements are not to be understood as in any way guaranteeing that those expectations will turn out to be accurate. Future performance and the results actually achieved by TOM TAILOR Holding AG and its affiliated companies depend on a number of risks and uncertainties and may therefore differ materially from the forward-looking statements. Many of these factors are outside TOM TAILOR Holding AG s control and cannot be accurately estimated in advance, such as the future economic environment and the actions of competitors and others involved in the marketplace. TOM TAILOR Holding AG neither plans nor undertakes to update any forwardlooking statements. 44