AO World plc - ao.com | Washing Machines | TVs | Computers...

AO World plc

Capital Markets Day

Bolton Head Office and Crewe National Distribution Centre

21st September 2015

Introduction John Roberts

Interactive update Split in to groups

Vision and category update John Roberts

Trading update Mark Higgins

Brand Andrew Kirkcaldy

Germany Kevin Monk

Lunch Group executive team

Travel to Crewe

Logistics Dave Ashwell

Warehouse tour Split in to groups

Depart 16:00

Today’s Programme

Strategy at IPO

1. Continue to grow UK MDA business

2. Develop UK SDA

3. Launch new category AV

4. Roll UK categories to Germany and surrounding countries.

February 2013

Key messages today

Long term strategy Brand

Interactive update

Today’s Speakers

Mark HigginsCFO

Dave AshwellGroup Logistics Director

Kevin MonkGroup International Director

John RobertsCEO

Andrew KirkcaldyGroup Brand Director

Vision and category update

AO Vision

Core Values: We care more

CORE PURPOSE:Being exceptional in the moments that matter

BIG HAIRY AUDACIOUS GOAL:We will become the best electrical retailer in Europe

MDA Market in countries surrounding Germany

Sweden

Population 9.5m

Population Density(1) 23.0

MDA Market Size(2)(3) £0.9bn

Online Penetration(3) 13%

Denmark

Population 5.6m

Netherlands

Population 16.8m

Belgium

Population 11.1m

France

Population 65.7m

Poland

Population 38.5m

Czech Republic

Population 10.5m

Austria

Population 8.5m

Switzerland

Population 8.0m

Germany

Population 81.9m

Source: The World Bank other than where indicated.Note: Population Density as of 2011, Population and MDA Market Size as of 2012 and Online Penetration rates for 2013E. Market size data includes VAT.(1) Population density defined as people per sq. km of land area.(2) Includes VAT and excludes MDA ancillaries.(3) OC&C Strategy Consultants, Strategic Review October 2013, commissioned by AO, referencing Euromonitor International.

Further addressable markets – in total a £40bn+ opportunity

Germany

TV Market Size £4.8bn

SDA Market Size £2.4bn

Home Audio & Cinema Market Size

£1.0bn

Denmark

£0.1bn

Netherlands

£0.2bn

Belgium

£0.1bn

France

£1.1bn

Sweden

£0.1bn

Poland

£0.1bn

Czech Republic

£0.0bn

Austria

£0.1bn

Switzerland

£0.0bn

Source: OC&C Strategy Consultants, Strategic Review October 2013, commissioned by AO, referencing Euromonitor International.Note: TV, AV and SDA data reflects 2012 actual market size, including VAT.

AV Category

Best electrical retailer in Europe

Launch AV Category – May 2014

Range Margin

Content Traffic / Customers

Delivery Proposition

People / Learn

Internal control – Brand (customer & culture)

External negotiation- Brand (revenue & offering)

SDA Category

Launch SDA Category – June 2013

Range Margin

People / Learn

Mark – UK revenue growth & brand

Andrew – Our brand journey

Kevin – German progress leveraging internal brand

Mark Higgins

Expected Q2 Revenue Growth

UK ao.com revenue growth +30% year on year

UK revenue growth 20% - 21% year on year

Other progress

Accelerated UK brand investment Encouraged by development of German business

Andrew Kirkcaldy

Group Brand Director

Brand and Customer

The AO perspective of a brand

Consumer Brand

Advertising

PR & Comms

Content Marketing

Social Media

EmployerBrand

Internal Comms

Corporate PR

Content Marketing

Advertising

People

Development

Recruitment

Engagement19

Team structure

Getting culture front and centre

Caring – Genuine people make the differenceYou can’t pay people to care.

Driven – We are relentlessWe deliver what others can’t. We don’t give up and do whatever it takes.

Smart – We find the best wayWe are smart through understanding and innovation.

Bold – We have the courage to tryWe think in an unconstrained way to go beyond conventional limits.

Fun – If you enjoy what you do, you do it betterWork is serious and we do it with a smile on our face.

Our Values

Embedding our values

Embedding our values in

‘everything we do’Recruitment

InductionPerformance | Development

EngagementOffice Environment

Internal Communication

AO Vision

Core Values: We care more

CORE PURPOSE:Being exceptional in the moments that matter

BIG HAIRY AUDACIOUS GOAL:We will become the best electrical retailer in Europe

Consumer Brand

• In February 2015 AO.com had higher market share than brand awareness

• We are simplifying the message and how we communicate to consumers

• We are creating consistency across all customer touch points & channels

• We need more consumers to be aware of us

Brand agency review

Brand world

Let customers tell the story

Social Media engagement

Fueling customer recommendations

Customer centric content

Destination for content & advice

PR / Content Marketing - Grow brand awareness & recover SEO

“Focus on the user and all else will follow.”Google

PR / Content Marketing - Grow brand awareness & recover SEO

• Making good progress

• Current activity working well for UK and Germany

• Accelerating investment in

– TV advertising

– PR & Content Marketing

– Other above the line activity

• Investing for the medium / long term brand build

Key Focus on Growing Awareness

Kevin Monk

Group International Director

• Introduction

• Ao.de Business

• Ao.de Structure

• Highlights from our first year

• Bergheim

• Leveraging our assets across Europe

Ao.de Business

• Started Trading 1st October 2014

• Located in Heppendorf & Bedberg

• One Hub – 4 outbases

• Delivering 6 days a week

• Currently 365 employees

Ao.de Management Structure

• Dual Horizontal and Vertical Structure

• Local day to day operational and tactical control to react fast

• Best practice and strategic direction run through group

• Matrix management structure works through strength of culture across Group Executive Team

Kevin Monk

Group International Director

People Logistics Ecommerce Trading Operations Finance

AO World

Group Executive Team

Gaining Manufacturer Support

Launch ao.de –October 2014

Range Margin

People / Learn

Market Leading Service

• Reference Trusted shops and Trust pilot and idealo

Television Adverts

Bergheim Ground-Breaking

Bergheim

Leveraging Bergheim

Introducing the rest of the Executive Team

Steve CaunceCOO

Danny EmmettGroup Retail Operations Director

John CoulterGroup Trading Director

Dave LawsonGroup Ecommerce Director

Dave Ashwell

Group Logistics Director

Outbases 2014

Outbases 2015

Additional Warehousing

Drivers

• Challenges– Ageing

– New legislation

• Solutions– Driver academy

• The fleets we now run

– 7.5t

• Core

• ao

– 3.5t

• Driver academy

• Double run

– Premium install

– Same day

• Pick and pack

• Changing client mix

• Changing product mix

• System enhancements

• New trailers56

The past 18 months…..

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