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Medium-term Management Plan(From March 2010 to February 2013)
•This handout contains forward-looking statements that are based on management’s estimates, assumptions and projections at the time of presentation.•The performance forecasts and other information described in these financial statements do not include possible impact from the strategic capital and business alliance or related transactions that may or may not subsequently occur.•A number of factors could cause actual results to differ materially from expectations. Amounts less than a full unit are omitted, and percentages are rounded to one decimal place.
June 10, 2010Aderans Holdings Co., Ltd.
Overseas PresenceEuropeEuropeFrance
GermanyBelgium
NetherlandsUnited Kingdom
Sweden
Overseas PresenceAsiaAsia
TaiwanSouth Korea
ChinaThailand
PhilippinesSingaporeMalaysia
Global Brand Development by the Aderans Group
Overseas PresenceNorth AmericaNorth America
United StatesCanadaMexico
Hair TransplantsHair Transplants
WigsWigsJapan
1
EuropeEurope
AsiaAsia United States
Status of the Aderans Group
0
100
200
300
400
500
600
700
800
900
85.2 86.2 87.2 88.2 89.2 90.2 91.2 92.2 93.2 94.2 95.2 96.2 97.2 98.2 99.2 00.2 01.2 02.2 03.2 04.2 05.2 06.2 07.2 08.2 09.2 10.2-50
0
50
100
150
200Net sales Operating income
Fontaine joins the Group
Changes in Consolidated Net Sales and Operating Income for the Aderans Group100 millions of yen
20th anniversary
Samson joins the Group
MHR joins the Group
Sweden-based Carl M Lundhjoins the Group
2
Years ended February 28 or 29
U.S.-based Bosley joins the Group
30th anniversary
U.K.-based Trend Hair Supplies joins the Group
Long-running decrease in number of new clients and significant downturn in market share, due to insufficient content and failure in marketing strategies, including competitive strategy.
Main Causes of Prolonged Sluggish PerformanceSince the Fiscal Year Ended February 2002
1
Sales to repeat clients deviated considerably from internally established business practices, a repercussion of prolonged sluggish performance, and caused a decrease in the number of clients.
2
Decreased investment in core business and decentralization of management resources, due to misguided investment in non-core operations.3
Despite prolonged sluggish performance, absence of reform plan to improve management efficiency.4
Lack of appropriate management for overseas business activities, and extended period of sluggish performance. 5
3
Return to core operations and disposal of non-core operations and associated assets
1. Identify and address problem areas in Domestic Core Business(Analyze the business structure that has underpinned operations for 40 years and shift toward a business model designed to boost profits.)
Management Reform Plan (Effective June 2009 to February 2010)
4
(1) Enhance marketing strategy• Create a marketing structure.• Pinpoint client needs through comprehensive market research andimplement new marketing strategy.
(2) Correct deviation from established in-house practices for sales to repeat clients.
(3) Disposition of non-core operations and non-core assets.
i. Disposition of unprofitable businessesGolf business and beauty and hairdressing salon business.
ii. Disposal of unprofitable non-core assetsFocus on marketable securities, golf club membership and real estate.
Management Reform Plan (From March 2010 to February 2011)
5
Make Group management more transparent and enhance management efficiency
1. Action plan to improve domestic core business
(1) Integrate operations through a three-company merger—scheduled for September 1, 2010— that is designed to eliminate duplicate functions, accelerate decision-making processes and make the structure of executive responsibility more transparent. (approved)
(2) Change company name. (approved)(3) Relocate head office—in May—to facilitate the creation of a global
headquarters and make three-company merger as effective as possible. (completed)
(4) Continue to introduce new marketing approaches.(5) Develop new-concept salon network, remodel existing salons and maintain
the scrap-and-build process to create an efficient, streamlined salon network.(6) Promote company-wide cost cutting projects.(7) Integrate and improve IT system.(8) Introduce a new personnel evaluation process and a stock option system.
Management Reform Plan (From March 2010 to February 2011)
2. 問題海外事業の改革・改善
6
2. Restructure and improve unprofitable overseas business
(1) Businesses in North America• Bring all head offices in North America under one roof by relocating the Group’s New York head office, Bosley’s hair-transplant business, and local wig companies into the new Bosley head office. (partially completed)Hair-Transplant Business• Merge Bosley and MHR. (completed)• Shift call center operations overseas. (completed)• Dispose of unprofitable operations. (completed)Wig Business• Merge five wig companies into one company (Aderans Hairgoods, Inc.) (completed)• Reorganize and consolidate headquarters and warehouses. (completed)
(2) Asia, excluding Japan and China• Improve profitability at Aderans brand outlets in Taiwan, South Korea and Thailand.
(1) Eliminate excess, cut back-office costs through three-company integration.
(2) Trim costs through head office relocation, along with reassignment of personnel from back-office divisions to marketing divisions.
(3) Enhance efficiency and cut costs by establishing optimal structure for production and distribution.
(4) Reduce costs through centralized purchasing system.(5) Integrate and improve IT systems.
Priority Management Reforms in Fiscal 2011 (June 2010 to February 2011)
7
Implement thorough, companywide cost-cutting projects
Embrace new management philosophy and pursue new vision and performance targets.
Management Philosophy, Vision and Targets
By offering clients high-quality products and services based on advanced technological capabilities,
we will strive to become the world’s No.1 provider of total hair solutions with a reputation for reliability and putting smiles on the faces of customers.
We go beyond the realm of national borders.We transcend the boundaries of gender and generation.
We remain a group, imbued with a universal spirit and providing products and services matched to the many hair-related needs of our clients.
These ideas underpin our development as the Unihair Group.
Universal Truth, Only for You. Unihair Group
Management Philosophy
Vision
8
0
200
400
600
800
1,000
1,200
1,400
1,600
Fiscal 2011 Fiscal 2012 Fiscal 2013 Fiscal 2015 Fiscal 2017
Domestic Overseas
Performance Targets for the Group
Net sales at ¥100 billion
Net sales at ¥150 billion
Return to the black in fiscal
2012
Net salesat ¥70 billion
Ratio of operating
income to net sales at 8%
Enhance management transparency and improve management efficiency
Selectively invest in growth fields and growth markets
Strengthen market powerthrough M&A
100 millions of yen
9
The Next Three Years(Fiscal 2011 to Fiscal 2013)March 1, 2010 through February 29, 2012
Issues Requiring Resolution over the Next Three Years
- Shift from suboptimization to total optimization.• Integrate Aderans Holdings, Aderans and Fontaine.• Transform the corporate culture and atmosphere and promote personal awareness of
corporate issues.- Achieve a thorough improvement in management efficiency. - Strengthen brand power with continued application of new marketing strategy.
Restructure domestic operations and return the segment to growth status
- Shift from suboptimization to total optimization.• Create supervisory function for overseas operations.• Execute business realignment in each region.
- Aderans for men: Halt the dwindling number of clients - Fontaine for women: Consolidate global ladies’ brands without duplication- Bosley for the hair-transplant business: Promote Bosley in Japan, China and Europe
Establish global integrated brand strategy
Restructure overseas operations and return the segment to growth status
10
・Establish regional headquarters structure to centralize functions and aggressively invest in growth markets.
・In China, resourcefully promote global integrated brands and boost sales through active expansion of salon network.
・Undertake in-depth review of unprofitable operations in Asia and realign operations accordingly.
Steps to Address Issues Requiring Resolution over the Next Three Years (1)
・Open new corporate chapter as Unihair Co., Ltd.・Integrate business structure and personnel evaluation systems. ・Undertake employee training and business management from a global perspective. ・Boost productivity through personnel reassignments. ・Apply a scrap-and-build approach to salons, depending on performance contributions, and
foster higher profitability・Promote business improvement to raise productivity and enhance efficiency.・Develop new businesses, with an emphasis on the beauty and hairdressing salon route,
medical-use wigs, and the women’s market, specifically girls—‘tweens and teenagers—and women in their 20s, who are particularly fashion-conscious.
Restructure domestic operations and return the segment to growth status
Restructure overseas operations and return the segment to growth status
11
Establish global integrated brand strategy
Steps to Address Issues Requiring Resolution over the Next Three Years (2)
Aderans for men
Fontaine for women
Bosley for the hair-transplant business
Aderans Research Institute (Hair-regeneration technique)
12
・Halt the dwindling number of clients by promoting products and services at flat rates and increase the domestic client base・Verify success of new business model for men’s market (one-stop solution services) and apply it worldwide.
・Enrich product selection to facilitate access to range of wigs, from ready-made to custom-made, throughout the salon network・Enrich product lineup based on market needs. ・Execute effective advertising campaigns to improve the Fontaine brand image and have it permeate the market.・Consolidate women’s brands worldwide without duplication and expand investment in markets around the world with growth potential.
・Verify success of new business model for men’s market (one-stop solution services) and apply it worldwide.
・Draft market entry strategy.
Fiscal 2011 Fiscal 2012 Fiscal 2013
Roadmap of Basic Strategies for Domestic Operations
Halt the dwindling number of clients by promoting products and services at flat rates.
Expand client base in the medium term through flat rate options and maintain stable profits.
Explore the potential of total hair services highlighting Bosley’s hair-transplant techniques and develop this business.
Promote business by reinforcing joint activities with affiliated clinics.
Bring faltering performances to an end and return to profitability through the merger of Aderans and Fontaine into Aderans Holdings.
Boost productivity through personnel reassignments.
Promote business improvement to raise productivity and enhance efficiency.
Selectively invest in promising areas of the domestic women’s market as well as new marketing channels to attract more interest from women.
Apply a scrap-and-build approach to salons, depending on performance contributions, and foster higher profitability.
Aderans and Bosley
(For men’s market)
All domestic operations
13
Roadmap of Basic Strategies for Domestic Operations
Fiscal 2011 Fiscal 2012 Fiscal 2013
Boost sales to beauty and hairdressing salons.
Boost sales of ladies’ wigs for medical use.
Boost sales to girls—‘tweens and teenagers—and women in their 20s, who are particularly fashion-conscious.
Enrich product selection to facilitate access to range of wigs, from ready-made to custom-made, throughout the salon network.
Execute effective advertising campaigns to improve the Fontaine brand image and have it permeate the market.
Enrich product lineup based on market needs.
New Businesses
Fontaine(For women’s
market)
14
Roadmap of Basic Strategies for Overseas Operations
Fiscal 2011 Fiscal 2012 Fiscal 2013
Promote fashion wig retailing operations.
Market research
Europe
North America
Improve profitability through consolidation of U.S. companies under one roof and organizational restructuring.June
Integrate brands.
Promote one-stop solutions hinging on the Bosley brand.
Explore potential of business presence in South America.
Start business activitiesin South America.
Prepare to establish European headquarters.
Establish European headquarters, which will centralize functions and strengthen marketing capabilities.
Undertake market research and prepare for the start
of Bosley business.Launch activities in key markets, starting with Sweden.
Integrate brands and products.
Promote fashion wig retailing operations.
Consider entry into markets, where the Group has yet to establish a presence.
Gradually begin operations in other countries with demand potential.
Worldwide Draft market entry strategy for ARI’s hair-regeneration technique15
Men
Women
Men
Women
Roadmap of Basic Strategies for Overseas Operations
Fiscal 2011 Fiscal 2012 Fiscal 2013
Asia
China
July onward
Prepare for the start of services.
Begin services.
Execute thorough review of business to bring swift return to profitability.
Explore possibility of turning Bosley into a viable business in South Korea.
Explore potential of Bosley business in China.
Withdraw from markets where the potential for a return to profitability is unlikely.
September
Promote fashion wig retailing operations in Taiwan and Singapore.
16
Prepare and establish Chinese headquarters.
Raise the curtain on the ladies’ fashion wig business with the opening of a flagship salon.
Men
Women
Men
Women
Expand sales through aggressive salon development (more than 90 locations during three years of management plan).
Group Net Sales (Fiscal 2010 to Fiscal 2013)
383 397437
472
125 124122
12934 3541
52
4714
45
0
100
200
300
400
500
600
700
800Japan North America Europe Asia
Fiscal 2010 (actual)
Fiscal 2011 Fiscal 2012 Fiscal 2013
By Region
¥54.7billion
※excluding withdrawn
business
¥56.0billion
109 105 108 110
336 355404
460
102 100
102
130
0
100
200
300
400
500
600
700
800 Hair Transplants (Bosley)Women (Fontaine)Men (Adedrans)
By Brand100 millions of yen
17
100 millions of yen
¥61.4billion
¥70.0 billion
¥54.7billion
※excluding withdrawn
business
¥56.0billion
¥61.4billion
¥70.0 billion
Fiscal 2010 (actual)
Fiscal 2011 Fiscal 2012 Fiscal 2013
Group Operating Income and EBITDA (Fiscal 2010 to Fiscal 2013)
-53
-29
6
56
-29
-3
38
84
-60
-40
-20
0
20
40
60
80
100
Fiscal 2010(actual) Fiscal 2011 Fiscal 2012 Fiscal 2013
Operating income EBITDA
100 millions of yen Operating income and EBITDA
18
Group Numerical Targets (Fiscal 2010 to Fiscal 2013)
Fiscal 2010(actual)
Fiscal 2011 Fiscal 2012 Fiscal 2013
Sales 547 560 614 700
Operating Income -53 -29 6 56
(%) -10% -5% 1% 8%
EBITDA -29 -1 38 84
(%) -5% 0% 6% 12%
ROE - - 1% 8%
19
※excluding withdrawn business
100 millions of yen
Reference Materials
475 480 480475
470 469 470 470
49 56 6666
67 69 70 72
352356 357 358 359
65 98 111131 146 165 161
925921
918920980
1,0201,010
1,005
349351352
12
Trend in the Hair Market
2005 2006 2007 2008 2009 2010F 2011F 2012F
1,893 1,962 2,013 1,984 1,944 1,959 1,983 1,987
Trend in the Hair Market
Average annual growth (%)
Hair-growth agents used by doctors (44.9%)
Over-the-counter hair-growth agents (0.3%)
Hair transplants (5.7%)
Healthy hair growth services(-0.2%)
Wigs and other hair-volumizingproducts (-1.2%)
Wigs27%
Healthy hair growth services
29%Hair transplants6%
Over-the-counter hair-growth agents
28%
Hair-growth agents used by doctors
10%
Market Composition (Men) in 2008(Size of men’s market: ¥107.3 billion)
20Source: Yano Research Institute Ltd.
100 millions of yen
Market Composition (Women) in 2008(Size of women’s market: ¥91.1 billion)
Wigs76%
Over-the-counter hair-growth agents
6%Healthy hair growth services
18%
Domestic Net SalesFontaine for Women’s Market and Growth in New Businesses
109 110
244308
30
54
0
100
200
300
400
500
Fiscal 2010(actual) Fiscal 2013
New business (Beauty and medical route)
Fontaine for Women
Aderans for Men
383
472
21
+1
+64
+24
100 millions of yen