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Annual and General MeetingJUNE 15, 2018
Fiscal 2017 Annual General Meeting
JUNE 15, 2018
President & Chief Executive Officer
Jim Gabel
Agenda
1. Formal business
2. Corporate presentation
3
Chairman of the Board
Erol Uzumeri
Disclaimer
All figures discussed in this presentation are stated in $CAD millions, unless otherwise noted.
Non-IFRS Measures and Industry Metrics
This presentation makes reference to certain non-IFRS measures including certain metrics specific to the industry in which we operate. These measures are not recognizedmeasures under IFRS, do not have a standardized meaning prescribed by IFRS and, therefore, may not be comparable to similar measures presented by other companies.Rather, these measures are provided as additional information to complement those IFRS measures by providing further understanding of our results of operations frommanagement’s perspective. Accordingly, these measures are not intended to represent, and should not be considered as alternatives to net income or other performancemeasures derived in accordance with IFRS as measures of operating performance or operating cash flows or as a measure of liquidity. In addition to our results determined inaccordance with IFRS, we use non-IFRS measures including Adjusted DTC Gross Margin, EBITDA, Adjusted EBITDA, Adjusted net income, and Adjusted net income per share.This presentation also refers to comparable sales growth, a commonly used metric in our industry but that may be calculated differently compared to other companies. Webelieve these non-IFRS measures and industry metrics provide useful information to both management and investors in measuring our financial performance and conditionand highlight trends in our core business that may not otherwise be apparent when relying solely on IFRS measures. Definitions and reconciliations of non-IFRS measures tothe relevant reported measures can be found in our Management Discussion &Analysis (MD&A) dated June 12, 2018 under “Cautionary Note Regarding Non-IFRS Measuresand Industry Metrics”, which is available on SEDAR at www.sedar.com.
Forward-Looking Information
Certain information in this presentation contains forward-looking information. This information is based on management’s reasonable assumptions and beliefs in light of theinformation currently available to us and are made as of June 15, 2018. Actual results and the timing of events may differ materially from those anticipated in the forward-looking information as a result of various factors. Information regarding our expectations of future results, performance, achievements, prospects or opportunities or themarkets in which we operate is forward-looking information. Statements containing forward-looking information are not facts but instead represent management’sexpectations, estimates and projections regarding future events or circumstances. Many factors could cause our actual results, level of activity, performance orachievements or future events or developments to differ materially from those expressed or implied by the forward-looking statements.
See “Forward-Looking Information” and “Risk Factors” in the Company’s MD&A and Annual Information Form dated April 17, 2018, which are available on SEDAR atwww.sedar.com, for a discussion of the uncertainties, risks and assumptions associated with these forward-looking statements. Readers are urged to consider theuncertainties, risks and assumptions carefully in evaluating the forward-looking information and are cautioned not to place undue reliance on such information. We have nointention and undertake no obligation to update or revise any forward-looking statements, whether as a result of new information, future events or otherwise, except asrequired by applicable securities law.
5
6
Formal Business
• Presentation of Financial Statements
• Election of Directors
• Re-appointment of Auditors
Corporate Presentation
President & Chief Executive Officer
Jim Gabel
9
Unlocking the potential of a brand with a 44-year history
9
Ensuring the Roots brand consistently appeals to, and connects with, our
target global omni-channel consumer, while respecting Roots heritage and
longstanding core values.
Strategically investing in people, systems, processes and infrastructure to fuel accelerated and sustainable long-term growth.
Modernizingthe Brand
Transforming the Business
10
Roots Today: The Brand
Our Brand Position
11
For the life and style collectors, who, like us, believe clothesshould feel as good as they look.
Roots is the brand that unites the worlds of cabin and city.
As the grounded and groundbreaking connector, we createapparel, leather and footwear with unique Legendary Feel, so ourconsumers can confidently express their best self.
Target Consumer
Life and Style Collector
12
13
Diversified Product Portfolio
* Percentage of FY2017 revenue
Footwear2%*
Kids13%*
Accessories12%*
Leather11%*
Apparel62%*
A Product Architecture Rooted in our Heritage
14
World famous iconic piecesSalt & Pepper Originals, Cooper Logo T-Shirt,
Awards Jacket, Banff Bag and Petite Banff, Student Pack, The Saddle Bag,
Cotton Cabin Sock, Roots Toque
Seasonal favourites that bring you back year after year
Fashion-Coloured Basic Sweats
Spring and Summer: Original Sweatshirt and Maple Baseball Cap
Fall and Winter: Algonquin Shirt, Packable Jacket,
Cabin Shawl Cardigan, Original Cabin Sock
Exciting products for repeat visits
On-trend, exciting and new
Monthly
Quarterly+
Seasonal
All-Year-Round
Seasonal Excitement ~30%
Perennial Favourites ~50%
Enduring Icons ~20%
Roots Today: The Business
44-year track record
Authentic premium lifestyle brand with global appeal and
world-famous product
International footprint
Multiple growth levers
Significant runway for growth
A GrowingCompany
15
Moving to a Single Global Brand Range
16
• Enhanced products and assortments
• Right product, right numberof units to the right locations
• Coordinated collections across categories
Operating efficiencies
Gross margin improvement
• Formalized, analysis-driven approach to building assortment
• Improved costing
• Greater scalability
Sales growth
Fewer markdowns
Increased units per transaction
Editing out slow-sellers and amplifying the best products
Leveraging Operational Investments to Drive Sales and Margin Expansion
17
+
Investments already made
Accelerating future growth
Margin expansionComparable sales growth
LeadershipFunctional expertise and operational experience
Merchandisingconsumer-focused strategy
InfrastructurePOS, HRIS, LMS
eCommerceFurther enhancing our
online storefront
Growth in Canada:Growing store network in high traffic areas
18
117StoresAs at Q1 Fiscal 2018
6-8Remainder of new stores to add to achieve end of Fiscal 2019 target of 8-10 new store openings
*See Disclaimer – Forward Looking Information
*
*
20%average sales uplift1
Growth in Canada:Renovate and expand high-potential performing stores
19
+
20%+average incremental contribution margin
(1) Sales uplift calculated as the sales in the period subsequent to renovation/expansion, compared to the sales in the same period from the fiscal year prior to renovation/expansion.
Lakeshore
before
Lakeshore after
24-28Store optimizations remaining to achieve end of Fiscal 2019 target
Lakeshore Store
After
Lakeshore Store
Before
*
*See Disclaimer – Forward Looking Information
Growth in Canada:Amplifying brand communication
Grow marketing investment from 2% to 4% of sales by end of Fiscal 2019
• Leveraging 99% aided brand awareness1
• Launching new products
• Fostering stronger connections with customers and store communities
20
Increase traffic across omni-channel network
(1) In home market primarily through word-of-mouth advertising and decades of celebrity and professional athlete affirmation.
.
Growth in Canada:e-Commerce, fastest growing part of business
• Progressive environment of ongoing innovation
• Seamless omni-channel experience
• Shipping to more than 50 countries (1)
21
20-22% of DTC salesTarget by end of Fiscal 2019
*
*See Disclaimer – Forward Looking Information
(1) In Fiscal 2017.
Strategically Expanding US Footprint
Washington ChicagoBoston
The Natick Mall, Massachusetts
Current Footprint• 3 locations (NY, MI, UT)
• Shipping to all 50 states(1)
Current Pipeline• Boston, June 2018
• Washington, August 2018
• Full Omni-channel, Summer 2018
• Chicago, 2019
22*See Disclaimer – Forward Looking Information
10-14Target new locations by end of Fiscal 2019
(1) In Fiscal 2017.
*
Expanding in International Markets:Taiwan & China
Shanghai No.1 Dept Store YaohanXindian FSS New Taipei City
Taipei 101
*See Disclaimer – Forward Looking Information
7-12New store opens remaining to achieve end of Fiscal 2019 target
23
Footprint as at end of Q1 2018• 112 Taiwan
• 30 China
New stores• 11 new stores H2 Fiscal 2017
• 2 new stores Q1 Fiscal 2018
*
Expanding in International Markets: other markets offer unique potential
• Progressing plans for Hong Kong, Singapore and/or Malaysia with existing partner
• Conversations underway with potential partners for expansion into other international markets
24
Hong Kong
Singapore
Malaysia
The Rest of the World
24
Deepening Offering in Leather and Footwear:Elevating leather goods
• Part of our DNA
• Leveraging longstanding genuine leather credentials that are deeply valued by our target consumers
• Modernizing the range of our leather goods with new styles
• Expanding leather customization in select bags and jackets, to enhance connection with the consumer
25
Setting stage for accelerated growth in Fiscal 2019
Deepening Offering in Leather and Footwear:Expanding footwear
• Where Roots started in 1973
• Cornerstone product category potential
• Significant footwear experience among management
• Premier design and manufacturing partner
• Opportunity to significantly grow the business
26
Setting stage for accelerated growth in Fiscal 2019
The Right Strategy and the Right Team
27
• Deep-rooted connection with consumers
• Recognized as one of Canada’s most iconic brands
• 24/7 access to brand through seamless omni-channel
• Product and brand values that have resonated for more than four decades – stronger today
• 44-year track record
• Authentic premium lifestyle brand with global appeal and world-famous product
• International footprint
• Multiple growth levers
• Significant runway for growth
Consumer Investor
Positioned for continued growth
Financial Review
Chief Financial Officer
Jim Rudyk
Record Fiscal 2017 Results
12.1%Fiscal 2017
COMPARABLE SALES GROWTH
+15.7%Fiscal 2017
SALES GROWTH
+26.6%Fiscal 2017
ADJUSTED EBITDA GROWTH1
+35.7%Fiscal 2017
ADJUSTED NET INCOME GROWTH1
30Note:
See Disclaimer – Non-IFRS Measures and Retail Industry Metrics.
(1) A reconciliation of historical Adjusted EBITDA and historical Pro Forma Adjusted Net Income to net income appears in the Company’s MD&A.
Comparable Sales Growth
8.3%Fiscal 2016
12.1%Fiscal 2017
3.3%Q1 Fiscal 2017
6.4%Q1 Fiscal 2018
31
Since start of transformation in 2016, Company has delivered 9 consecutive quarters of positive comparable sale growth
Note:
See Disclaimer – Non-IFRS Measures and Retail Industry.
Sales
Fiscal 2017($ millions)
Q1 Fiscal 2018($ millions)
Fiscal 2016 Fiscal 2017
+16.3%YoY Increase in DTC Sales
+15.7%YoY Increase in Total Sales
Q1 Fiscal2017
Q1 Fiscal2018
+9.0%
+5.8%
281.9
326.1
48.2
51.0
32
YoY Increase in DTC Sales
YoY Increase in Total Sales
Note:
See Disclaimer – Non-IFRS Measures and Retail Industry Metrics.
Adjusted DTC Gross Margin
Fiscal 2017 Q1 Fiscal 2018
+206Basis Points 56.4%
59.1%
Q1 Fiscal2017
Q1 Fiscal2018
+271Basis Points
~100% benefit from:
• Reductions in costs
• More favourable product mix of higher-margin items
• More full-price selling
Negligible net F/X gains
33
90% benefit from:
• Reductions in costs
• More favourable product mix of higher-margin items
• More full-price selling
10% net F/X gains
57.3%
59.4%
Fiscal 2016 Fiscal 2017
Note:
See Disclaimer – Non-IFRS Measures and Retail Industry Metrics.
Key Investments
Supporting higher sales
Driving long-term growth
• Enhanced consumer experience• More stores• Renovations, relocations
and expansions
• e-Commerce platform
• Great leaders and professionals joining the team
• Building a global brand
34
Investing in the
growth of the
business
Adjusted EBITDA
• Sales growth
• Gross margin improvements
• Strategic investments in growth
35
Fiscal 2017 ($ millions)
41.6
52.6
Fiscal 2016 Fiscal 2017
-1.7
-3.1
Q1 Fiscal 2017 Q1 Fiscal 2018
Q1 Fiscal 2018 ($ millions)
Note:
See Disclaimer – Non-IFRS Measures and Retail Industry Metrics.
Adjusted Net Income Per Share
36
• Better effective tax rate
• Reduction in interest expense
0.51
0.69
Fiscal 2016 Fiscal 2017
-0.09
-0.11
Q1 Fiscal 2017Q1 Fiscal 2018
Fiscal 2017 ($)
Q1 Fiscal 2018 ($)
Note:
See Disclaimer – Non-IFRS Measures and Retail Industry Metrics.
Balance sheet
37
• Generate strong free cash flow
• Improve net debt leverage ratio approx. ½ turn YoY
• Improving turns with target of 4
• Improving aging
• Very low maintenance capex requirements
• Growth capex primarily focused on retail stores and eCommerce
• Additional capex investments based on growth of business
Debt Inventory Capex
New Integrated Distribution Centre
Leveraging 44-years of in-house experience
Support accelerated long-term growth
Single inventory for stores and eCommerce
Improve speed, productivity and overall throughput
Drive efficiencies
Anticipated cost per unit savings of 20% or more in Fiscal 2020 and beyond1
38
~$16M capex investment through end of Fiscal 2019
• Integrated fulfillment center for stores and eCommerce
• Bringing Roots-operated retail fulfillment and third-party eCommerce fulfillment into single Roots-operated facility
• 209,000 sq. ft
• 40 shipping/receiving docks
• 30 ft racking
• Tier 1 Warehouse Management System
• Increased automation
(1) Comparison to current solution and based on cost per unit estimates starting in Fiscal 2020
.See Disclaimer – Forward Looking Information
Fiscal 2019 Financial Targets
39
Sales(in $ millions)
282
410-450
FY2016A FY2019E
Adjusted EBITDA (in $ millions)
42
61-68
FY2016A FY2019E
Adjusted Net Income (in $ millions)
21
35-40
FY2016A FY2019E
FY2016A –FY2019E CAGR
13-17%
FY2016A –FY2019E CAGR
14-18%FY2016A –FY2019E CAGR
18-23%
+300 bpsAdjusted DTC margin over FY2016
See Disclaimer – Forward Looking Information
See Disclaimer – Non-IFRS Measures and Retail Industry Metrics.
Modernizing the Brand & Transforming the Business
40
2/3 growth from Canada
Strategically investing in growth
Stronger foothold in US market
e-Commerce 20-22% of DTC sales
Expanding presence in Taiwan and China
Positioned to enter new international markets
Solid foundation for growthin leather and footwear
Opportunity to double business in Canada
100+ store opportunityin the US
Further growth of e-Commerce as percent of total DTC sales
Stronger global brand with larger international presence
Accelerated growth in leather and footwear
By end of Fiscal 2019 Fiscal 2020 and Beyond
See Disclaimer – Forward Looking Information
Annual and General MeetingJUNE 15, 2018
Fiscal 2017 Annual General Meeting
JUNE 15, 2018