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2 – 2008 Luxottica Plan and Growth Platforms
Andrea GuerraChief Executive Officer, Luxottica Group
Fabio d’AngelantonioHead of Marketing, Luxottica Group
Antonio MiyakawaEVP Wholesale and Marketing, Luxottica Group
Valerio GiacobbiEVP, Luxottica Retail North America
Kerry BradleyChief Operating Officer, Luxottica Retail North America
2
Safe Harbor Statement
Certain statements in this investor presentation may constitute “forward-looking statements” as defined in the Private Securities Litigation Reform Act of 1995. Such statements involve risks, uncertainties and other factors that could cause actual results to differ materially from those that are anticipated. Such risks and uncertainties include, but are not limited to, the ability to successfully integrate Oakley’s operations, the ability to realize expected synergies from the merger with Oakley, the ability to successfully introduce and market new products, the ability to maintain an efficient distribution network, the ability to predict future economic conditions and changes in consumer preferences, the ability to achieve and manage growth, the ability to negotiate and maintain favorable license arrangements, the availability of correction alternatives to prescription eyeglasses, fluctuations in exchange rates, the ability to effectively integrate other recently acquired businesses, as well as other political, economic and technological factors and other risks referred to in Luxottica Group’s and Oakley’s filings with the U.S. Securities and Exchange Commission.
Although Luxottica Group believes its expectations are based on reasonable assumptions, it cannot assure the expectations reflected herein will be achieved. This forward-looking information may prove to be inaccurate and actual results may differ significantly from those anticipated if one or more of the underlying assumptions or expectations proves to be inaccurate or is unrealized or if other unexpected conditions or events occur.
These forward-looking statements are made as of the date hereof and, under U.S. securities regulation, Luxottica Group undertakes no obligation to subsequently update or revise the forward-looking statements made in this presentation to reflect events or circumstances after the date of this presentation.
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2008: Plan introduction
Be ready to take advantage of good opportunities
Manage costs, be efficient, be highly flexible
Leverage strong fundamentals
Leverage brand portfolio
Execute streamlined operational plans
Take advantage of the great improvements made over the
past few years
Be quick, simple and flexible
Stay attuned to consumers and our customers
Improve efficiency and productivity all around
Uncertainties, backdrops,slowdown
A year of execution
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Well-balanced and significantly improved over the past few yearsNew licensesTerminating non-strategic brands
Continuously managing the balance of the brand portfolio, covering all segments
House vs. license brandsRegions and geographiesMen and womenSun and opticalDifferent price segments
Simply the best portfolio of brands in the industry
Leading category trends with Ray-Ban, Oakley and key luxury/fashion brands
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Great double-digit growth overall! Brand on fire in the US: + 30% in wholesale sales, exceeding best projections
…but most important, in strategic Rx line:43% global growth 4-fold increase in our retail sales
A great year in terms of growth A great year in terms of value
Ray-Ban: great results in 2007 and greater opportunities in 2008
AUR to all-time high in wholesale, still with huge potential in 2008 thanks to:
Titanium project in Rx Polarized focus in sun
Amazing reaction to the NEVER HIDE communication platformAbsolute leadership in global share of voice & still growing 180 shop-in-shop concepts in 2007 worldwide
A great year in terms of branding A great year in terms of consumers
Younger target buying into the brandCelebrities endorsing the brand spontaneously all over the world7.4 million visits to website; increase of 107% vs. 2006Wayfarer-mania re-ignited worldwide“Waiting list” for Ray-Ban ULTRA GOLD limited editions at US and UK Department Stores
Quentin Tarantino received the Ray-Ban Visionary Award during 2008 Sundance Film Festival
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The “New York Jeweler” Collection: timeless, classic designs above fashion
A luxury collection for the high-end, cultivated consumer inspired by Tiffany’s exclusive diamond and silver designs:
12 sun and 12 optical styles true to Tiffany’s long-standing values of superior quality and craftsmanship Premium Luxury pricing: Sun/Optical : US$380 - US$1,100
5 price points: US$380; US$430; US$480; US$600; US$1,100Core of the collection: US$380 - US$480
Asian-fitting line and styles specifically designed for Asian consumers
Luxury eyewear with a jeweler’s touch
Selective distribution in line with Tiffany’s values of luxury and exclusivity, targeting top space and top branding:
High-end department stores: Neiman Marcus and Saks Fifth AvenueTop independent opticiansILORISelected Tiffany stores worldwide
Worldwide distribution covering 70% of selected doors during full year 2008
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Extensive global coverage with successful business model adapted to local needsMature markets Emerging markets Asia and Japan
Powerful brand portfolio and strategy tailored to different consumer segmentsLuxuryPremium fashionFashionLifestyle
Excellence in product development
Stronger, more focused marketing organizationBrand managementPR activitiesTrade marketing
Differentiated strategy for different channels/customers, creating an even more efficient distribution
Strong platform already in place but still room for improvement
Key strengths / Long-term drivers for wholesale
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Mainstream independents
A great evolution in distribution approach
Traditional sales organization by brand
Standardized point of sale materials
Extensive distribution coverage
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Trend-setting independents
A great evolution in distribution approach
Mainstream independents
Selected by location and quality of the point of sale
Centrally-managed relationship
A customized, dedicated program of brand visibility
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Chains and buying groups
A great evolution in distribution approach
Trend-setting independents
Mainstream independents
Annual planned sales and visibility program
Supply chain initiatives
Central and local key accounts-dedicated teams
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Travel retail
A great evolution in distribution approach
Chains and buying groups
Trend-setting independents
Mainstream independents
Worldwide sales channel management approach with a corporate-level dedicated team
Promoting eyewear in a multi-category environment
Tailor-made marketing and visibility activities
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Dept. stores
A great evolution in distribution approach
Travel retail
Chains and buying groups
Trend-setting independents
Mainstream independents
Dedicated sales teams in North America, Japan, Europe and the Middle East
Permanent high-quality fixture program
Sales associates brand-specific training program
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STARS
A great evolution in distribution approach
Dept. stores
Travel retail
Chains and buying groups
Trend-setting independents
Mainstream independents
Automatic replenishment service on store sell-out
Active management of product assortment
Dedicated trade marketing budget
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Lifestyle
Number of doors
100,000-140,000
Global coverage, selective distribution
200,000 doors worldwide, with a different distribution strategy by brand
Market coverage Distribution strategy by brand
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Lifestyle
Number of doors
100,000-140,000
Global coverage, selective distribution
200,000 doors worldwide, with a different distribution strategy by brand
Market coverage Distribution strategy by brand
Fashion 60,000-100,000
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Lifestyle
Number of doors
100,000-140,000
Global coverage, selective distribution
200,000 doors worldwide, with a different distribution strategy by brand
Market coverage Distribution strategy by brand
Fashion60,000-100,000
Premium Fashion
15,000-25,000
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Lifestyle
Number of doors
100,000-140,000
Global coverage, selective distribution
200,000 doors worldwide, with a different distribution strategy by brand
Market coverage Distribution strategy by brand
Fashion60,000-100,000
Premium Fashion
15,000-25,000
Luxury8,000-12,000
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Geographic specific opportunitiesCross opportunities
Highlights of 2008 growth drivers by geography
Another year of double-digit growth
Still-growing demand for eyewear as fashion accessory
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Growing distribution of Polo Ralph Lauren2
Launch of Tiffany in 14 countries3
Leverage Rx opportunity4
Strong marketing investment5
Europe: Execution excellence: strengthened and focused organizations Effectiveness: from customers to partners, right brands, right doors, right displays
1
North America: Distribution coverageIn-store share of fashion segment
2
Japan and Asia: Area-specific dedicated productsImprove display and brand experience at POS
3
Emerging markets: Growing consumer purchasing power with strong demand for luxury and fashion productsFully utilize local presence to increase market penetration
4
19
LensCrafters / PearleAcquired / integrated 157 stores (D.O.C/Canada)Opened 65 new stores (mostly LensCrafters)Remodeled / Relocated 76 stores (LensCrafters)New POS rollout (Pearle)New Central Lab (Columbus) and premium AR / Hydrophobic / DST lens technologies (Memphis, Dallas, Columbus)
Sunglass HutOpened 199 new storesRemodeled/relocated 249 stores
EyeMed Vision CareMore than 400 new clients, 23MM insured lives
ILORILaunched brand, opened 6 stores (New York / Los Angeles Flagships)
2007: busiest investment year yet
Retail North America
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Right brand positioning – now fully delivering each brand’s positioning / experience
Leverage 2004 – 2007 investments / efficiencies (stores, labs, IT)All brands new / consistent / integrated POS systemsCentral labs able to process all lens technologies in-houseMore Sunglass Hut and LensCrafters store environments “up-to-date”
Fewer “disruptive” initiatives (focus on running the business and execution)
Trim costs to improve profitability / flow-through; flex / adjust quickly to salesStore efficiencyManufacturing and supply chainSourcingWaste removal initiativesMore efficient advertising investments
Continue to grow / upgrade stores, but more selectively150 new stores (versus 410 in 2007)250 fully remodeled / relocated stores (versus 367 in 2007)> 125 sun
Focus, execute, grow
Retail North America
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Driving brand image with storesDramatic front doors to drive store traffic with trend and brand themes40 new stores and 125 full remodels planned for 2008 (double-digit comp sales improvement)200 partially retrofitted storeswith new Sunglass Hut design components in 200870% of in-line fleet will be new remodels (2006 or later) by end of 2008
Driving brand image with communicationPast Customer: direct mail and online email stream throughout the year to maintain an emotional connection New Customer: advertising in magazines, online, outdoor billboards, street “theaters” (subway, trains, taxis) in key markets (New York, Los Angeles, Miami)New website launched in January 2008, and working on e-commerce for June 2008
Continuous effort to introduce our customers to great brandsTiffany launch in March 2008Distinct marketing programs with strong brands such as Prada, Dolce & Gabbana, Bvlgari, Ray-Ban and Ralph Lauren
Create incremental sales with Sunglass Hut and Oakley programs
Sunglass Hut
Retail North America
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Focus on most prestigious real estate, protect the brand exclusivity with paced roll-out
Expect to have 30+ stores by end of year
Brand focus on building the store experience and development of the world’s best customer relations program
Creating a new luxury niche by connecting fashion eyewear with exclusive styles to the most sophisticated customers
Initial results better than expectations100% incremental to surrounding stores
ILORI
Retail North America
23
30 new stores, 54 remodels / relocations
Expansion of tested “mind-blowing experience” merchandising and sales / service model
Merchandising by “look” (bold, etc.) vs. brand onlyStronger doctor role/connection: “eye health report”Host at entrance, lenses on sales floor, dispensing “triage”
News / Product / Service-oriented marketing messagesGuaranteeOakley / DST lensesMore segmentation by consumer type
New product initiativesOakley ophthalmic and sunPremium progressive lenses with digital surfacing technology
Drive conversion / units via more focused and flexible frame assortmentsEntry-priced framesMore “traditional” men’s stylesMore tailoring by store type, geography
Cost reduction (outside lab, lenses, damages, remakes, labor)
LensCrafters
Retail North America
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Execution
100% focus on executing “Trusted Eyecare” experience (following a 2007 of integrating / converting acquisitions, converting POS, etc.) to drive comp sales
OptomapRolled-out Optomap Digital Retinal imaging technologies to 50% of locations in 2007; expecting additional benefits in 2008Significantly higher patient satisfaction / intent to return
Pearle Vision
Retail North America
On-line eye appointments: new for 2008
Managed Vision Care: gaining access to more insurance lives
EyeMed (“share” initiatives)Other panels
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TargetStrong comp sales expectations (“simple / fun / in-style” model)Adding 30 new stores (326 by year-end)Target guests (and Target host) very happy with new model – now must focus on customer attraction
More aggressive front door messaging (“why pay more?”)Permission: Bring Your Rx, Buy Beyond Your Insurance
SearsFocus on profit maintenance in struggling host
Cost reductionMaintain comp sales
Expanding ESP (“Everyday Simple Pricing”) based on successful tests and consumer preference
BJ’sLicense agreement not being renewedBusiness not in alignment with Licensed brands strategy
Licensed brands
Retail North America
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Driving groups of customers to our retail stores – targeting record numbers in 2008!
More Customers with Vision Insurance23 million eligible insurance customers, up +8% versus 2007Relationships with Aetna, Wellpoint, Humana and other major insurance leadersAlso sell EyeMed direct: NY, Indiana and Illinois State Employees, American Express, Verizon, Lockheed Martin, JP Morgan, etc.
EyeMed
Also Growing Group “Discount Plans”AARP and AAA – exclusive relationshipsAdding discount plans for eyewear to HMOs with insured eye exams (~30%)
Growing Luxottica Retail Group-Directed CustomersDirect-to-employee marketing (new in 2008)Over 1,000 on-site visits to employers (health fairs, enrollments, etc.)
Managed Vision Care
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December 2007
905 LensCrafters in-store labs
8 central labs
Optical manufacturing central lab
•
•
•
••••
• ••
Winnipeg
Salt Lake City
Dallas
Memphis Knoxville #1
Knoxville #2
Richmond (closed)
Toronto (closed)
Columbus
Cincinnati
Retail North America
Covering all of North America
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Retail North America
Reduce outsourcing with increased internal capacity (+45% since 2005)Capacity is in place, reductions have started, and we are positioned to be self-sufficient. Represents a $30+MM annual opportunity within 2 years
Service and cost improvementConsistent 3 to 5-day service. Cost is continually improving. With new POS and SAP supply chain systems, there is a $20+MM annual opportunity over the next 2 to 3 years
Introduction of new technologiesOur labs are now equipped with state-of-the-art anti-reflective, super hydrophobic and digital surfacing (free form) technologies. With increased penetration, there are significant opportunities to increase the average transactionWe have ready access to lens and coating technologies and the ability to develop proprietary products
Optimize the lab networkTwo older plants have been closed and a new, modern plant built in Columbus, Ohio. Pearle labs have been removed from stores and stores are served from central labs. LensCrafters in-store labs are being leveraged to serve Sears and Pearle as well. We are well positioned to adjust our network as needed for customer advantage and emerging technologiesWe have opened our network to all Pearle franchisees
Strategies for optimizing our labs
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Australia/New Zealand: strong positioning
Successful multi-brand strategy: clear positioning for each brandOPSM as a stylish and fashionable destinationL&P, now the second-largest premium retail brand in Australia (“the eye people”)
Exploring new channelsExploring OPSM expansion through franchising in rural areasExclusive concession with Myer: L&P@Myer, 60 stores in the next three years
MarketingDemographic marketing with segmented approachThe “defining moments”
Improving lens offering, emphasis on education in eyecareOffering ultra-premium “free form” progressive lenses
Improving organizational structureGreat leadership and high-performance cultureUpgraded, talented organization
Retail Australia / New Zealand
Looking at a positive long-term trend, potential for opening 100-150 stores over the next three years
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FY08 sales expected to rise to €100 million, targeting breakeven
China: leadership from day one
Integration and rebranding completed in 2007Maintaining Ming Long brand in specific areas
A single organization now fully focused on in-store execution and expansionMuch stronger management teamBusiness routines; business-driven organization
Infrastructure now in placeCommon IT systemsSupply chain: labs and warehouses streamlined
2008: year of further expansionOpening 31 stores, €15 million expected capexEvaluating acquisitionsHeavy advertisement on LensCrafters brandLeverage 2008 Beijing Olympic Games (sun introduction: Oakley and Ray-Ban)
Retail China