Investor Meeting Presentation Mark Langer, CEO Frank Böhme, Investor Relations Manager Premium Review Conference Paris Société Générale December 01, 2016
HUGO BOSS has been impacted by some profound changes in the industry Premium and luxury apparel markets have weakened in all regions Global price transparency has rendered large price imbalances unsustainable Changing customer behavior requires adjustments to the route to market Growing importance of e-commerce provides challenges and opportunities Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 3
These changes have affected financial performance across the market Luxury apparel market growth 1 (fx-adjusted) Mean adjusted EBITDA margin in premium and luxury apparel & footwear peer group 2 12% 19.1% 20.7% 21.6% 21.1% 19.3% 18.3% 17.3% 8% 8% 2% 2% 2% 2010 2011 2012 2013 2014 2015 2016e (4)% 2010 2011 2012 2013 2014 2015 2016e 1 Source: Bain & Altagamma 2 Peers include Brunello Cucinelli, Burberry, Ralph Lauren, Prada, PVH, Ted Baker and Tod s. Source: Bloomberg Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 4
and the Groupʼs financial performance has also deteriorated Sales (in EUR million), adj. EBITDA margin (in %) 2,346 2,432 2,572 2,809 2,059 1,968 2,059 1,562 1,729 17.2% 20.5% 22.8% 22.5% 23.2% 23.0% 21.2% 20.5% 17.6% 2009 2010 2011 2012 2013 2014 2015 9M 2015 9M 2016 Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 5
In addition to these industry pressures HUGO BOSS faces four key challenges Current brand positioning is unclear Go-to-market approaches differ by market Current business model neglects the potential of digital Organizational inertia affects the speed of decision-making and key operational processes Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 6
HUGO BOSS has taken immediate actions 1 2 3 4 5 Cost savings Reduced operating expense growth and investments significantly Consolidation of store network Initiated program to close unprofitable stores Restructuring of US wholesale business Discontinued distribution formats not in line with brand positioning Global price harmonization Aligned global price levels more closely Digitization of business model Insourced online fulfillment, redesigned online store and launched mobile app Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 7
Overall objective The return to profitable and sustainable growth Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 8
Vision Be the most desirable premium fashion & lifestyle brand Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 9
Corporate goals Employ the best people in the industry PROFITABLE & SUSTAINABLE GROWTH Offer the best products in our segment Maximize customer satisfaction Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 10
Strategic and operational framework D I G I T A L G L O B A L A G I L E C U S T O M E R - C E N T R I C S U S T A I N A B L E Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 11
Fields of action D I G I T A L I. REFOCUS THE BRAND III. DRIVE THE DIGITAL TRANS- FORMATION G L O B A L A G I L E II. REFINE THE WAY WE SELL C U S T O M E R - C E N T R I C IV. INNOVATE THE WAY WE OPERATE S U S T A I N A B L E Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 12
REFOCUS THE BRAND Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 13
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate What has made our current brand positioning unclear? Brand s DNA diluted by an over-ambitious push into the luxury segment and neglect of the core menswear business Brand lines miss clear positioning and differentiation Pricing strategy inconsistent between markets and regions Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 14
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate From a product & distribution-led brand portfolio to a customer-centric approach Fashion level A large variety of customers with different expectations, needs and shopping behavior Extravagant Edgy Fashionable Modern Classic Occasion Formal Business Business Casual Smart Casual Casual Athleisure Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 15
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate From a product & distribution-led brand portfolio to a customer-centric approach Fashion level Focus on 2 strategically relevant customer segments Extravagant Edgy Open-Minded Life Enthusiast Fashionable Modern Demanding Quality Seeker Classic Occasion Formal Business Business Casual Smart Casual Casual Athleisure Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 16
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate Demanding Quality Seeker Open-Minded Life Enthusiast Attitude Status-oriented, traditional, rational Attitude Open-minded, individual, spontaneous Style Classic, modern, sophisticated Style Fashionable, progressive, contemporary Expectations Top quality, personal assistance Expectations Latest fashion trends, urban atmosphere Shopping Retail & department stores, online Shopping Online, mobile, retail & department stores Purchase frequency Low - Medium Purchase frequency High Price per unit High Price per unit Medium Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 17
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate Focus on two clearly positioned brands TWO brands I TWO brand identities I TWO target customers Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 18
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate Focus on two clearly positioned brands BOSS offers confident business wear and refined casual wear for the demanding customer HUGO offers designer clothes at an affordable price which give the wearer a 24-hour look Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 19
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate Two competitive environments Upper Premium Premium Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 20
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate BOSS: Impeccably dressed whatever the occasion B U S I N E S S S M A R T C A S U A L A T H L E I S U R E Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 21
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate HUGO: Designer clothes at an affordable price B U S I N E S S C A S U A L Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 22
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate Attractive pricing will contribute to the expansion of HUGO across all regions Entry price point for suits United States (in USD) Euro Countries (in EUR) China (in CNY) 399 599 595 795 3,700 5,600 Global sales share by brand, FY 2015 (in %) 10% 90% Average HUGO prices are around 30% below BOSS Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 23
R E F I N E T H E WAY W E S E L L Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 24
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate Our distribution strategy places equal importance on all channels Wholesale Both brands Focus on strengthening the core Grow online, consolidate offline where necessary C U S T O M E R - C E N T R I C Retail Both brands Focus on strengthening the core Grow online and integrate with offline Our distribution strategy is solely focused on serving the needs of our customers Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 25
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate Ongoing evolution of the store network Openings Takeovers Renovations Closures Selective white space opportunities Relocations First HUGO pilot stores No further major franchise acquisitions planned Selective shop-in-shop takeovers in department stores Renovation of around 100 retail points-of-sale per year Closure of 20 underperforming stores worldwide progressing as planned Rightsizing of Chinese store base completed Selected shop-in-shop closures/return to partners Rental contracts extended on a case-by-case basis The pace of expansion in retail space will moderate significantly compared to historic levels Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 26
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate Increasing sales productivity the key focus of retail management Sales productivity by retail format, FY 2015 (in EUR/m 2 ) Sales productivity by region, FY 2015 (in EUR/m 2 ) 12,000 ~9,600 12,000 ~9,600 8,000 8,000 4,000 4,000 0 Freestanding store Shop-in-Shop Outlet Group 0 Europe Americas Asia/Pacific Group Target of increasing the Group s sales productivity by 20% over the next few years Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 27
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate Adjustment of brand and merchandising strategy expected to increase sales volumes Growth enabler Traffic Brand desirability Brand communication CRM Store location VM Units/ Average Conversion transaction price x x x = Merchandising Service quality Product mix Service quality Product Pricing Store layout availability Product availability Comp store sales growth Future potential Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 28
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate In-store merchandising changes will better balance offerings across price points Illustration of composition of product assortment in directly operated stores Price Price Luxury Future Upper Premium Today Volume Volume Offering of traffic-driving premium price points to be broadened Breadth of luxury offerings to be reduced Selected high-end luxury products to support desirability of brand through halo effect on rest of product range Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 29
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate and different wearing occasions To be added to the product range In-store today Smart casual Athleisure Business Womenswear S&A Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 30
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate New BOSS pricing architecture clears up historical imbalances Americas BOSS prices to remain virtually unchanged Around 20% above European levels Europe Single-digit % increase overall All Euro countries fully aligned Asia Mid-teens % decline overall Max. 30% above European levels The effect of BOSS price adjustments will be neutral on a global level Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 31
D R I V E T H E D I G I TA L T R A N S F O R M AT I O N Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 32
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate The Group s digital roadmap Enable the cultural transformation Set the foundations Takeover of website frontend management Insourcing of European online fulfilment hugoboss.com and app (re)launches Omnichannel pilots Improve performance Rollout of omnichannel services Commercial optimization of hugoboss.com and app Develop the model Digitization of existing business model Addition of new business models Nov 2016 Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 33
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate 2017 will be about the commercial optimization of our website Net Sales = x x x Traffic Conversion # of Units Avg Price SEO improvements Product availability Usability Page speed Customer-centric information architecture Improved content linking Cross-selling recommendations Extend LiveChat to Style Advice Assortment optimization Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 34
I N N O VAT E T H E WAY W E O P E R AT E Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 35
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate Agility is the basis of innovation Establish flexible structures Empower our people Foster entrepreneurial thinking Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 36
Refocus the brand Refine the way we sell Drive the digital transformation Innovate the way we operate Speed drives commercial success Replenish sold-out bestsellers in-season Adjust collection content based on short-term trends Become more flexible in our approach towards seasons Demand-driven supply Supplement the regular collection development process with a fast track concept which reduces the time to market to weeks rather than months Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 37
Wrap-Up Financial & Operational Outlook Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 38
HUGO BOSS continues to be focused on profitable and sustainable growth Improved speed-tomarket and agility Refocusing of BOSS and HUGO Acceleration in Asia Future Growth Drivers Further enhancement of retail management Solid growth in established key markets Online and omnichannel Low- to mid-single-digit retail comp store sales growth needed to expand operating margin Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 39
Disciplined cost management will support profitability Key influencing factors on gross margin and major cost items, medium-term trend as a % sales OPEX Gross profit margin Retail costs Marketing & CX 1 G&A Channel mix Reduction of rebates Reduction of collection complexity Wage cost inflation Brand investments Growing share of online CX investments IT and digital Wage cost inflation Quality investments Easing rent pressures Growing share of online Increased effectiveness Reduction of organizational complexity Strict overhead cost management Future trend Group confident to maintain current gross margin level and limit future cost inflation 1 CX = Customer Experience Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 40
Our return path to profitable and sustainable growth Stabilization Acceleration Profitable growth Completion of store closure program Continuation of US distribution upgrade Go-live new merchandising strategy Go-live new brand strategy Next steps global price alignment 2017 2018 2019 Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 41
Continuously strong free cash flow generation supports shareholder returns in %** 4.00 3.50 3.00 2.50 2.00 1.50 1.00 0.50 64% 1.00 65% 1.19 66% 1.45* 85% 1.37 64% 0.96 75% 2.02 2.88 70% 3.12 70% 3.34 70% 3.62 75% 3.62 78% 100 90 80 70 60 50 40 30 20 10 0.00 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 0 Group reconfirms dividend policy of paying out between 60% and 80% of net income *Excluding special dividend of 5.00 per share **As a percentage of net income attributable to shareholders Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 42
HUGO BOSS reconfirms sales and profit outlook for 2016 Outlook 2016 Sales (currency adjusted) Stable or decline by up to 3% Gross margin Stable EBITDA before special items Decrease between 17% and 23% Capex EUR 160 million to EUR 180 million Free cash flow Stable Wholesale sales decline of up to 10% to weigh on Group sales performance Greater benefit from cost savings supports earnings and free cash flow outlook Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 43
2016 A year of change Strategic adjustments gear HUGO BOSS towards the return to profitable and sustainable growth Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 44
Financial Calender 2017 Date March 9, 2017 May 3, 2017 May 23, 2017 August 2, 2017 November 2, 2017 Event Press and Analysts Conference Publication of the First Quarter Results Annual Shareholders Meeting Publication of the First Half Year Report Publication of the Nine Months Results Investor Relations Contact Dennis Weber, CFA Head of Investor Relations Phone: +49 (0) 7123 94-86267 E-Mail: Dennis_Weber@hugoboss.com Frank Böhme Investor Relations Manager Phone: +49 (0) 7123 94-87581 E-Mail: Frank_Boehme@hugoboss.com Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 45
Forward looking statements contain risks This document contains forward-looking statements that reflect management's current views with respect to future events. The words "anticipate ", "assume ", "believe", "estimate", "expect", "intend", "may", "plan", "project", "should", and similar expressions identify forward-looking statements. Such statements are subject to risks and uncertainties. If any of these or other risks and uncertainties occur, or if the assumptions underlying any of these statements prove incorrect, then actual results may be materially different from those expressed or implied by such statements. We do not intend or assume any obligation to update any forward-looking statement, which speaks only as of the date on which it is made. Premium Review Conference Paris // Société Générale HUGO BOSS December 01, 2016 46