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• Solid sales improvement with 5% growth, 2% growth in local currency− Soft spring and calendar effects of -2%
impacting sales growth• Improved profit at 17 MSEK− Driven by improved gross margin
and cost efficiency • Closing the year at 610 MSEK, close
to record level• Further steps on our strategic agenda− Developing our customer offer− Strengthening position in Germany− Executing UK store optimisation programme
Fourth quarter highlights
4
859095
100105110
5
Source: www.konj.se
96
99
102
105
108
Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4
Consumer Confidence
Retail Index
Source: HUI
Source: www.hui.se
• Strengthened consumer confidence• Strengthened retail growth− Large variations between sectors with
soft development in our sectors
13/14 14/15 15/16 16/17
SwedenStable retail market
• Soft sales development over the quarter with 1% sales growth
• Broadening of our service offer− Installation service of robotic lawnmower
• Total 87 stores (85)− 1 new store during Q4− 2 additional stores net compared
to preceding Q4
Solid position
6
98
100
102
104
106
Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4
NorwayStable retail market
7
-12-9-6-30369
Source: SSB
Consumer Confidence
Retail IndexSource: www.opinion.no
Source: www.ssb.no
13/14 14/15 15/16 16/17
• Strengthened consumer confidence• Total retail growth fairly flat
• Stable sales development in the quarter with sales growth of 4% in local currency
• Implementing new store formats − First Clas Ohlson Compact Store opened
• Total 80 stores (72)− 3 new stores during Q4− 8 additional stores net compared
to preceding Q4
Steady performance
8
0
5
10
15
20
96
98
100
102
104
Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4
FinlandSlight recovery in retail market
9
Source: www.tilastokeskus.fi
Source: www.tilastokeskus.fi
Consumer Confidence
Retail Index
13/14 14/15 15/16 16/17
• Increased consumer confidence, not fully reflected in the market
• Challenging retail market
• Sales growth of 8% in local currency in a challenging market
• We keep strengthening our position and optimising our store network
• Total 37 stores (34)− 1 new store during Q4− 3 additional stores net compared
to preceding Q4
Strong position
10
• High energy in our Hamburg agenda− Positive customer feedback− Keep build up of brand and
strengthening position• Executing UK store optimisation programme− Closure of 2 stores according to plan− Continued focus on London cluster− Continued positive trend in new format stores
• Total 12 stores (14)− No new stores during Q4− 2 less stores net compared to preceding Q4
High activity in new markets
UAE
DE
UK
11
1,2741,386
1,498 1,504 1,575
Q412/13
Q413/14
Q414/15
Q415/16
Q416/17
• Sales 1 575 MSEK, up 5%− Sweden +1%− Norway +11%− Finland +11%− Outside Nordic countries -21%*
• Sales up 2% in local currencies − LFL down 1%− 2% negative calendar effect
• 11 additional stores net compared to end of period last year (7)
Solid sales improvementMSEK +5%
*Effected by store optimisation in the UK
13
5269 74 71 56
Q412/13
Q413/14
Q414/15
Q415/16
Q416/17
13 14 16 17 19
Q412/13
Q413/14
Q414/15
Q415/16
Q416/17
Sales development per market
14
595651 676 703 707
Q412/13
Q413/14
Q414/15
Q415/16
Q416/17
461501
551 576 600
Q412/13
Q413/14
Q414/15
Q415/16
Q416/17
MNOKMSEK MEUR MSEK
*Effected by store optimisation in UK
Sweden
Norway
Finland
Outside Nordic countries
40.5 41.1 41.4 40.8 42.0
Q412/13
Q413/14
Q414/15
Q415/16
Q416/17
• Gross margin up 1.2 percentage points to 42.0%− Positively effected by strengthened
sales currency (NOK)− Positively effected by lower sourcing costs− Negatively effected by currency hedging (NOK)
Strengthened gross margin
15
%
39.0 39.3 39.1 39.2 38.3
Q412/13
Q413/14
Q414/15
Q415/16
Q416/17
• Share of selling expenses 38.3%, down 0.9 p.p. in the quarter− Positively effected by lower costs in UK− Partly offset by costs for Germany
Improved cost efficiency
16
%
-19 -18
-8
-19
17
-5
-3
-1
1
3
Q412/13
Q413/14
Q414/15
Q415/16
Q416/17
*
• Operating profit increased to 17 MSEK• Operating margin increased to 1.1%• Earnings per share increased to 0.31 SEK
Profitable fourth quarter
17
Operating profit, MSEKOperating margin, %
* Excluding non-recurring cost of 107 MSEK
• Sales 7,990 MSEK, up 5%• Sales up 4% in local currencies • LFL sales up 1%• 11 additional stores net compared
to end of period last year (7)
Solid sales development
19
6,519 6,8087,330 7,602 7,990
12/13 13/14 14/15 15/16 16/17
MSEK +5%
Profit at record levels• Operating profit 610 MSEK− Negatively effected by currency hedging (NOK)− Positively effected by strengthened
sales currency (NOK)− Positively effected by cost savings in the UK,
amounting to 35 MSEK 2016/17− Partly offset by costs for Germany
• Operating margin 7.6%• Earnings per share 7.59 SEK
431
531596 613 610
0
2
4
6
8
10
12
12/13 13/14 14/15 15/16 16/17* Excluding non-recurring cost of 107 MSEK in Q4
*
Operating profit, MSEK
Operating margin, %
20
167 172192
274 264
12/13 13/14 14/15 15/16 16/17
Continued investmentsMSEK• Total investments 264 MSEK (274)
• New stores and refurbishments 128 MSEK (90)
• IT-systems 106 MSEK (133)− Implementation of new business system
according to plan
21
Continued strong financial position• Cash flow from operating activities was 699 MSEK (705)− Inventory 1,631 MSEK (1,639)− Inventory turnover rate DC 6.6 (6.5)
• Cash flow after investments and financing activities of 17 MSEK (95)• Net cash holdings of 625 MSEK (604)
22
• Proposed dividend 6.25 SEK per share (5.75)• Equivalent to 86% (100) of net profit• Inline with dividend policy
At least 50 per cent of earnings per share after tax, with consideration for the financial position
Proposed dividend
23
4.254.75
5.255.75
6.25
12/13 13/14 14/15 15/16 16/17
SEK+9%
455512
554 540 566
May12/13
May13/14
May14/15
May15/16
May16/17
• Sales 566 MSEK, up 5%• Sales up 3% in local currencies− Sweden 2%− Norway 9%− Finland 9%− Outside Nordic countries -34%*
• 10 additional stores net compared to end of May last year (9)
May sales
25
MSEK
*Effected by store optimisation in the UK
+5%
• Developing and expanding own brands portfolio− Increased focus on design− Build up of competence and resource
• New range launches− Promising start of new workwear and
solar cell range− New LED and lighting range to be launched
• Growing importance of complementing range with service offer, i.e. rentals, installations, spare parts
Keep strengthening our customer offer
27
• Developing integrated sales channels through the entire customer journey
• Optimising store formats and store network− Relevant offer with regards to location− Introducing Clas Ohlson Compact Store
• Upgrading e-com platform to improve speed and flexibility
Continued development of sales channels
28
• New sustainability goals adopted− Products for a more sustainable lifestyle is to
represent at least 25 per cent of sales by 2020− Reduce emissions of CO2 over time in relation
to turnover• Expanding range for more sustainable lifestyle− Clas Ohlson Product Innovation Challenge
• Initiatives to engage the public− Batterijakten (The Battery Hunt) changing
attitudes and behaviour on recycling− 50,000 fourth grade students
in Sweden and Norway
New steps in sustainability
29
• United Kingdom - London cluster strategy − Keep commercial focus on brand, traffic and
new store format
• Germany - First phase ongoing− Keep building brand and strengthening position− Complementing network with one more store
in prime location− Total network 4 stores in Hamburg and e-com
New markets development
30
• Solid sales growth• Profit at record levels• Further steps on strategic agenda• High energy for the future
Summary
31
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