Investor & Analyst Presentation Semi-Annual Report 2016 Dr. Cornelius Patt, CEO August 18 th , 2016
Safe Harbor Statement This document includes supplemental financial measures that are or may be non-GAAP financial measures. These supplemental financial measures should not be viewed in isolation as alternatives to measures of zooplus’ financial condition, results of operations or cash flows as presented in accordance with IFRS in its Consolidated Financial Statements. Other companies that report or describe similarly titled financial measures may calculate them differently. This document contains statements related to our future business and financial performance and future events or developments involving zooplus that may constitute forward-looking statements. We may also make forward-looking statements in other reports, in presentations, in material delivered to stockholders and in press releases. In addition, our representatives may from time to time make oral forward-looking statements. Such statements are based on the current expectations and certain assumptions of zooplus’ management, and are, therefore, subject to certain risks and uncertainties. A variety of factors, many of which are beyond zooplus’ control, affect zooplus’ operations, performance, business strategy and results and could cause the actual results, performance or achievements of zooplus to be materially different from any future results, performance or achievements that may be expressed or implied by such forward-looking statements or anticipated on the basis of historical trends. Further information about risks and uncertainties affecting zooplus is included throughout our most recent annual and interim reports, which are available on the zooplus website, www.zooplus.de. Should one or more of these risks or uncertainties materialize, or should underlying assumptions prove incorrect, actual results, performance or achievements of zooplus may vary materially from those described in the relevant forward-looking statement as being expected, anticipated, intended, planned, believed, sought, estimated or projected. zooplus neither intends, nor assumes any obligation, to update or revise these forward-looking statements in light of developments which differ from those anticipated. Due to rounding, numbers presented throughout this and other documents may not add up precisely to the totals provided and percentages may not precisely reflect the absolute figures. Investor & Analyst Presentation 201608 | page 2
zooplus profitable sales growth continued in H1 2016 » Sales increased by 29% to € 428 m − European market leader position in online retailing sustained − Double-digit growth rates in all 30 European markets » Further improvement of cost structure − Improvements in all major cost positions support cost leadership position in the category » Positive result before tax (EBT) of € 5.1 m − Increased from € 3.6 m in prior year » Positive free cash flow of € 8.7 m − Increased from € 5.8 m in prior year » Sales guidance for 2016 raised, EBT guidance confirmed − Sales of more than € 900 m expected (before: more than € 875 m) − Earnings before tax (EBT) between € 14 m and € 18 m Investor & Analyst Presentation 201608 | page 3
zooplus’s strong sales growth will continue and more than € 900 m sales should be reached in 2016 Sales 2010 – 2016 e >189 >900 +168 New customer sales 71 1 (1 st year) +136 543 +88 +74 407 93% +67 319 Repeat customer sales 94% 245 91% 178 85% 79% 81% 38% 30% 28% 33% 31% >26% Sales growth vs. PY 2010 2011 2012 2013 2014 2015 2016e in € m, Based on organic growth in European countries Investor & Analyst Presentation 201608 | page 4
Sales have seen another strong increase in H1 2016 Sales ( € m) Sales growth by category (in % vs. PY) +29% 428 333 33% in € m 1 1% H1 2015 H1 2016 Food Non-Food Investor & Analyst Presentation 201608 | page 5
Sales growth in Q2 2016 has even been stronger than in Q1 2016 Sales ( € m) Sales growth by category (in % vs. PY) +31% 221 168 35% 16% in € m Q2 2015 Q2 2016 Food Non-Food Investor & Analyst Presentation 201608 | page 6
Strong quarter on quarter sales development Quarter 1 Quarter 2 Quarter 3 Quarter 4 2 2 2 3 3 3 4 4 4 220.6 207.8 200.3 + 52.3 + 43.2 178.0 168.3 164.6 158.3 140.0 124.1 120.7 1 14.3 102.5 97.4 92.8 in € m 2013 2013 2013 2014 2013 2014 2014 2014 2015 2015 2015 2015 2016 2016 2016 2016 2013 2013 2014 2013 2013 2014 2014 2014 2015 2015 2015 2015 2016 2016 2016 2016 2013 2013 2013 2013 2014 2014 2014 2014 2015 2015 2015 2015 2013 2014 2013 2013 2013 2014 2014 2014 2015 2015 2015 2015 Investor & Analyst Presentation 201608 | page 7
Markets continue to be price competitive – zooplus well prepared to defend its strategic position H1 2016 Product mix 1 Gross margin 2 Total margin 3 In % of sales In % of sales » Continued focus on +2.9%p -1.1%p -2.5%p sustainable dog / 82.0% cat food customers 79.1% 27.4% 30.7% 29.6% for higher life-time- 24.9% value » Ongoing strong competition in the markets » zooplus will defend its high customer retention H1 2015 H1 2016 H1 2015 H1 2016 H1 2015 H1 2016 1 Share of food on sales 2 Sales - CoGS 3 Gross margin + other income on sales Investor & Analyst Presentation 201608 | page 8
Additional efficiency gains and scaling effects lead to a further reduction of the cost ratio in H1 2016 Total margin & Cost structure (in % of sales) H1 2016 29.6% 30.7% Total margin 1 -1.1%p 29.6% 28.4% » Extremely efficient 1.6% 1.6% marketing and new customer acquisition » Further cost reduction 20.1% 19.7% in logistics and payment » Scaling effects in 1.1% 1.0% personnel & IT /Admin 3.1% 2.9% 3.6% 3.2% H1 2015 H1 2016 Advertising / Marketing Logistics Payment IT /Admin / (incl. depreciation & interest) Personnel 1 Gross margin + other income on sales Investor & Analyst Presentation 201608 | page 9
H1 2016 continues in the strong effort to further improve cost leadership position in the category Total margin & Cost structure (in % of sales) Total 40.9% 36.1% 32.8% 31.6% 29.6% margin 1 42.4% 6.1% 35.2% 2.6% 31.1% 29.7% 28.4% 1.8% 1.5% 1.6% 24.0% 22.8% 21.2% 20.1% 19.7% 1.7% 1.5% 1.3% 1.1% 5.6% 1.0% 3.6% 2.9% 3.5% 2.9% 5.0% 4.7% 3.9% 3.5% 3.2% … 2011 2013 2014 2015 H1 2016 Advertising/ Marketing Logistics Payment IT / Admin / (incl. depreciation & interest) Personnel 1 gross margin + other income on sales Investor & Analyst Presentation 201608 | page 10
zooplus EBITDA and earnings before tax (EBT) above prior year EBITDA ( € m) EBT ( € m) +1.6 +1.5 5.7 5.1 4.1 3.6 1.2% 1.3% 1.1% 1.2% in % of sales in % of sales H1 2015 H1 2016 H1 2015 H1 2016 Investor & Analyst Presentation 201608 | page 11
Free cash flow continues to be positive in H1 2016 Free Cash Flow ( € m) H1 2015 H1 2016 10.6 7.2 8.7 -1.9 5.8 -1.4 Cash Flows Cash Flows Free Cash Flow Cash Flows Cash Flows Free Cash Flow from operating from investing from operating from investing activities activities activities activities Investor & Analyst Presentation 201608 | page 12
zooplus dominates online – and is rapidly catching up with the offline leaders Market share zooplus and competitors 2015 Pets at Home Fressnapf Sales 2015: Sales 2015 : ~ € 1.0 bn (+ 7%) ~ € 1.5 bn (+ 7%) Online: ~ € 0.02 bn Online: ~ € 0.045 bn Other onliners: (+ 2% vs. PY) Total pet supplies market Europe (incl. VAT) : ~ € 25 bn (~ € 21 bn net) CAGR: 2011-15: 2 - 3% ~ 50 % market share zooplus online ~ 3.4 % market share online and offline Sales 2015: € 0.7 bn Sales 2015: n/a CAGR: 2011-15: + 30% Source: Euromonitor, company information, zooplus estimation; Investor & Analyst Presentation 201608 | page 13
zooplus is the online market leader in all geographies of Europe – with the widest possible base for further growth Sales 2016 DK, SE, FI, NO » Sales H1 2016: € 428 m, 42 m +35% sales growth rate +29% 3.0% » Double-digit sales growth 67 m +35% rates in all countries +20% 1.6% » Full year 2016e > € 900 m 84 m UK, IE +20% 5.5% 236 m Total market +45% Size of total NL, BE, LU 68 m 2015 market offline and online (sales) 4.1% PL, CZ, SK, HU, Sales growth in 21 bn 5.3% RO, SI, HR, BG, HU Sales zooplus D,A,CH H1 2016 rounded TR, GR 711 m in 2015 +30% 119 m to 5%p steps zooplus 3.4% market share 2.8% FR in 2015 57 m +35% 2.1% IT 38 m +40% 2.6% ES, PT Source: zooplus sales, unaudited data, growth rates compared to H1 2015 rounded to 5%p-steps; market shares based on extrapolation of Euromonitor 2013 market data, zooplus estimation 2% growth p.a. Investor & Analyst Presentation 201608 | page 14
Logistics capacity will be increased still in 2016 – next step is a new fulfillment center in Antwerp » New fulfillment center planned for Q4 2016 in Antwerp, Belgium with focus on container products and fast moving products » Capacity increase in other existing fulfillment centers 2009 2013 » Further locations still in planning Q4/2016 2000/2011 phase 2015 » All FCs operated by partners; 2015 no capex for zooplus » Orderrouting and packing algorithms intellectual property of zooplus Fulfillment center (FC) Potential FC under investigation New fulfillment center Antwerp Investor & Analyst Presentation 201608 | page 15
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