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ANALYST PRESENTATION
Q1 2012
8 May, 2012
DISCLAIMER
This document contains forward-looking statements, which are based on the
current estimates and assumptions by the management of TOM TAILOR Holding
AG. Forward-looking 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 forward-looking statements.
2
Sales significantly up to € 103.6m (+20%)
TOM TAILOR HIGHLIGHTS Q1 2012
3
Recurring EBITDA up to € 4.6m (+15.0%) despite higher
marketing spendings
Gross margin improved by 2.7 percentage points to 47.5%
Controlled distribution area expanded by 10 retail stores
and 81 shop-in-shops
Early refinancing in February 2012 successfully concluded
Jump in e-commerce sales to € 7.0m (+60%) driven by TV-
marketing campaign
TOM TAILOR – EXPANSION OVERVIEW
4
E-commerce Retail Franchise Shop-in-shops Multilabel
Controlled
distribution
258
in Europe
+ 10 stores
vs. Dec. 2011
60 – 70
new stores
5 E-shops
(de, at,
nl, be, fr)
Change of
logistic
provider on
track
Further
expansion /
opening of
tom-tailor.eu
157
in Europe
+ 2 stores
vs. Dec. 2011
20 – 25
new stores
1,867
in Europe
+ 81
vs. Dec. 2011
200 – 250
new shop-in-
shops
~6,300
worldwide
Figure stable
Figure
expected to
remain stable
Points-of Sale (as of March
31, 2012)
Highlights
Target 2012
Wholesale Retail
SALES OVERVIEW –
GROWTH DRIVEN BY BOTH SEGMENTS
5
Sales development
Q1 2011 Q1 2012
+20.0%
(€m)
86.3 103.6
27.4
40.2
TOM TAILOR
Group
Retail +46.7%
Comments
Sales growth in both segments: Retail up 46.7%
to € 40.2m; Wholesale up 7.6% to € 63.4m
Share of international sales reaches 36.7%
Lfl growth of 18.2% in Q1 2012
Jump in e-commerce sales to € 7.0m (+60.6%)
Opening of 10 new retail stores in Q1 2012
Retail represents 39% of Group sales
Sales in core markets are up 9.7%
Wholesale represents 61% of Group sales
+7.6%
Wholesale
58.9 63.4
EXPANSION FULLY ON TRACK – RETAIL
ACCOUNTS FOR ALMOST 40% OF SALES
6
Increasing international presence
37%
63%
International
Germany
Share of sales abroad up 1%-point
39%
61%
Retail
Wholesale
Increasing share of Retail
business (+7%-points)
Figures for Q1 2012 (compared to Q1 2011)
Multi-channel-distribution
Q1 2011: 68%
Q1 2011: 32%
Q1 2011: 64%
Q1 2011: 36%
FUTURE ORIENTED REFINANCING
UNTIL 2017
7
57 40
35 85
65
100
old structure new structure
Finance structure Comments
Refinancing allows to secure the pre-
financing needs (net working capital)
for new TOM TAILOR retail stores
Securement of more favourable
conditions and lower interest rates
Interest payments are variable and based
on the 3/6 months Euribor plus an
additional margin of 1.35% to 2.50%
Duration of 3 years plus a renewal option
for additional 2 years
225
157
(€m)
LC
+
guarantee
line
cash
line
term
loan
Working capital
financing
TV MARKETING CAMPAIGN BOOSTS
E-SHOP SALES IN Q1 2012
8
Sales in Q1 2012 jumped to
€7.0m (+60%)
Jan - March 2011 €99.200
Jan - March 2012 €149.500
+50.7%
Average daily order volume:
INCREASING IMPACT OF MATURED STORES
ON PROFITABILITY GOING FORWARD
9
21% 19% 25% 28%
43%
48%
36%
39%
51%
41%
31%
45% 36%
21% 16%
Dec. 31, 09 Dec. 31, 10 Dec. 31, 11 Dec. 31, 12e Dec. 31, 13e
new stores
exisiting stores(< 3 years)
matured stores(> 3 years)
pre IPO post IPO going forward
No. of retail stores 87 158 248 > 310 > 370
Increasing annual proportion of matured stores and decreasing annual proportion of
new stores as percentage of total stores will boost profitability going forward
FINANCIAL GUIDANCE 2012:
ONGOING VALUE CREATION
10
Outlook 2012
Net sales
Recurring EBITDA
Capex
Own retail network
> € 470m (> 14% to PY)
€ 51 – 53m
€ 23 – 25m
60 – 70 new stores
FINANCIALS Q1 2012
4.0
4.6
38.7 49.2
PROFIT & LOSS Q1 2012:
ACCELERATED GROWTH MOMENTUM
12
Key figures Q1 2012
Sales
Q1 2011 Q1 2012
-0.7 -2.0
Gross profit
Recurring
EBITDA
Recurring
net income
+20.0%
+27.1%
+15.0%
-185.7%
(€m)
Comments
Sales growth in both segments: Wholesale up
7.6% to € 63.4m; Retail up 46.7% to € 40.2m
Like-for-like sales growth reached 18.2% in
Q1 2012
Gross margin increases from 44.8% to 47.5%
mainly due to lower input cost, scale effects and
higher ratio of retail business
Recurring EBITDA at € 4.6m (+15.0%) despite
TV-marketing expenses of € 1.6m
Recurring net income is below prior year due to
higher depreciation of € -1.0m and a lower
interest result of € -1.4m partly compensated by a
lower amortisation of € 0.6m and lower taxes of
€ 0.5m
86.3 103.6
-0.3 -0.4
15.6 22.3
PROFIT & LOSS RETAIL:
STRONG DEVELOPMENT IN Q1 2012
13
Key figures Retail Q1 2012 Comments
Ongoing expansion leads to impressive growth
figure of 46.7%
Like-for-like growth of 18.2% and clear
outperformance of German textile market (+1%)
E-commerce sales increased by 60.6% to € 7.0m
driven by successful TV-marketing campaign
Gross margin reaches 55.5% following 56.7% in
Q1 2011 mainly due to higher ratio of joint venture
business
Gross margin seasonally weak in Q1
TV markting expenses effect profitability and lead
to a recurring EBITDA on prior year
s level
Sales
Q1 2011 Q1 2012
Gross profit
Recurring
EBITDA
+46.7%
+42.9%
-33.3%
(€m)
27.4
40.2
58.9
63.4
PROFIT & LOSS WHOLESALE:
STRONG INCREASE IN PROFITABILITY
14
Key figures Wholesale Q1 2012 Comments
Solid sales increase of 7.6%; Wholesale
represents 61% of Group sales
Similar growth momentum in core markets
and other countries
Order intake collections Jan-Aug 2012 are
9.0% above prior year
Gross margin increased strongly from 39.3%
to 42.4% mainly due to lower input cost and
increased average selling prices
Recurring EBITDA margin reaches 8.0%
following 7.3% in Q1 2011 due to higher gross
margin
Sales
Q1 2012 Q1 2012
4.3
5.0
Gross profit
Recurring
EBITDA
+7.6%
+16.6%
+16.3%
(€m)
23.1
26.9
GROSS MARGIN Q1 2012:
WELL ABOVE Q1 2011 AND BEYOND
15
Improvement of 2.7%-points to 47.5% in Q1 2012 compared to Q1 2011 driven by
lower input cost and scale effects
44.5 44.4 45.8
48.4 45.9 47.0 47.6
44.4 45.6 46.0
44.8
50.0
46.7
53.5
49.0 47.5
Q1 Q2 Q3 Q4 FY
2009
2010
2011
2012
(in %)
16
€m
40.2
0.0
4.9
7.6 0.3
Q1 2011 LFL stores New stores Expansion Closings Q1 2012
SALES DEVELOPMENT OF RETAIL SEGMENT
IN Q1 2012
27.4
17
2.0 1.9
3.2
2.7
Capex Q1 2012
Q1 2011 Q1 2012
-11.5%
(€m)
-5.0%
TOM TAILOR
Group
Wholesale
5.2
4.6
Comments
Expansion of controlled distribution areas
leads to Capex of € 4.6m (Q1 2011 € 5.2m)
Repair & maintenance Capex of €0.8m
(Q1 2011 € 0.9m)
10 new stores in Q1 2012 opened in Germany,
Austria and Switzerland
81 additional shop-in-shops in Q1 2012
€ 1.0m invested in controlled distribution
areas
Retail -15.6%
CAPEX Q1 2012: USED FOR EXPANSION IN
CONTROLLED DISTRIBUTION AREAS
APPENDIX
TOM TAILOR – OVERVIEW
19
MEN CASUAL WOMEN CASUAL
KIDS, MINIS & BABY
Denim Male POLO TEAM Licenses & Accessories
Denim Female Balanced product portfolio Q1 2012
MEN CASUAL 32%
WOMEN CASUAL 33%
KIDS/MINIS/BABY 12%
Denim Male 10%
Denim Female 10%
POLO TEAM 2%
Licenses 1%*
Total revenues € 103.6m (+20%)
Age group 25 - 45
Age group 0 - 14
80% of Group sales (-2%-p) 20% of Group sales (+2%-p)
* Licenses sold in TOM TAILOR stores and e-shop
Age group 15 - 25
Age group 25 - 45 Age group 15 - 25
TOM TAILOR – A PREMIUM LIFESTYLE BRAND
AT AFFORDABLE PRICES
20
low high
JIL SANDER
STRENESSE
ESCADA PRADA
BOGNER HUGO BOSS
MARC O’POLO
TOMMY HILFIGER
STEFANEL
BONITA
GERRY WEBER
ESPRIT MEXX
ZARA
MANGO STREET ONE
CECIL
S. OLIVER
H&M
ORSAY
NEW YORKER
PIMKIE
BESTSELLER GROUP
TAKKO
KIK
C&A
DIESEL REPLAY
G-STAR
RALPH LAUREN
CLOSED
Exclusive
segment
Bridge
segment
Medium
segment
Low/medium
segment
GAASTRA
CAMP DAVID
ARQUEONAUTAS
NAPAPIJRI
PARAJUMPERS
Primarily targeting the middle-income consumer segment (55% of German households)
with a highly attractive value-for-money proposition
Fashion degree
Pepe
FINANCIAL CALENDAR 2012
21
Date Event
18 May, 2012
8 August, 2012
8 November, 2012
Annual General Meeting
H1 results 2012
9M results 2012
CONTACT DETAILS
INVESTOR RELATIONS
TOM TAILOR HOLDING AG
Garstedter Weg 14
22453 Hamburg
Tel: +49.40.589 56 - 429
Fax: +49.40.589 56 - 199
Mobile: +49.172 399 59 13
Email: [email protected]
22
Dr Andrea Rolvering, Head of Investor Relations & Corporate Communications