Sally Beauty Holdings December 2013 1 Company Highlights Sally - - PowerPoint PPT Presentation

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Sally Beauty Holdings December 2013 1 Company Highlights Sally - - PowerPoint PPT Presentation

Sally Beauty Holdings December 2013 1 Company Highlights Sally Beauty Holdings is a leading international specialty retailer and distributor of professional beauty products Annual consolidated sales of over $3.6 billion Strong cash flow


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SLIDE 1

Sally Beauty Holdings

December 2013

1

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SLIDE 2

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Company Highlights

Sally Beauty Holdings is a leading international specialty retailer and distributor of professional beauty products

 Annual consolidated sales of over $3.6 billion  Strong cash flow generation  Approximately 4,669 stores located in 11 countries (1)  Experienced and motivated leadership team  Industry leading position with ~32% channel share  Proven resilience in recessionary cycles  Well-positioned for long-term growth  Two distinct business segments

(1) As of September 30, 2013

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SLIDE 3

Overview of Our Business

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Segments Customers FY2013 Financials

  • Retail consumers
  • 75% of sales
  • Professional stylists, small

salons, chair/suite rentals

  • 25% of sales

Consolidated Fiscal 2013 Results

  • Stores – Chair/suite rentals
  • 65% of sales
  • Full Service Sales – small to

medium sized salons

  • 35% of sales
  • Sales of $2.2b, up 1.4%
  • SSS down 0.6% vs.+6.5% in

FY12

  • Operating income of $437m
  • Profit margin of 19.6%
  • Sales of $1.4b, up 5.1%
  • SSS growth of 4.2% vs.

+6.1% in FY12

  • Operating income of $200m
  • Profit margin of 14.4%
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SLIDE 4

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Our Customer

Open-Line Retail Exclusive / Full-Service 3,424 stores 1,245 stores 982 consultants

Professional stylists Salons

`

Retail Consumers $$$ High-end $ Value

Customers: Distribution:

Note: Store count as of September 30, 2013.

SBH plays an important role in the supply chain

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SLIDE 5

5

$1.6 $1.7 $1.8 $2.0 $2.1 $2.2 $2.3 $2.4 $2.6 $2.7 $2.9 $2.9 $3.0 $3.1 $3.3 $3.4 $3.5 $3.7 $3.8 $3.8 $4.0 $4.2 $4.5

$- $0.5 $1.0 $1.5 $2.0 $2.5 $3.0 $3.5 $4.0 $4.5 $5.0

($ in billions)

U.S. Salon Industry Product Sales

(at wholesale $’s)

Growth

  • f 5.8%

Recession Resistant Industry

Stable & Consistent Industry Growth

Source: Professional Consultants & Resources, 2012 Study. (1) Based on manufacturer sales of professional beauty supplies in the U.S.

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Industry Channels of Distribution (U.S.)

Professional Beauty Products ~$4.49 billion (1) Distribution Channels Mega-Salon Manufacturer direct to large-format salons

13% (2) $0.6B 40% (2) $1.8B 34% (2) $1.6B 13% (2) $0.5B

Direct Manufacturer direct to manufacturer-owned salons or “high-end” salons Open-Line Distributes professional product to the public via retail stores Competition: Local and regional

  • perators

Exclusive / Full-Service Third party distribution to salons and beauty professionals via sales force and “professional

  • nly” stores

Competition:

L’Oreal’s

Area of focus for SBH

Source: Professional Consultants & Resources, 2012 Study. (1) Professional beauty supply channel size based upon a 2012 study of manufacturer-level sales conducted by Professional Consultants & Resources. The study estimates that 2012 manufacturer- level sales for professional beauty supplies were approximately $4.49 billion. The $4.49b includes all categories for professionals including haircare, hair color, nailcare, hard goods, sundries, etc. (2) Represents an estimated breakdown of salon haircare product sales in 2012 by channel of distribution.

Sally Beauty Holdings 2012 estimated U.S. channel share is over 32%

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SLIDE 7

Business Overview

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SLIDE 8

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Sally Beauty Supply: Overview

 Sally Beauty Supply global footprint

 3,424(1) stores worldwide  2,710 stores in U.S. (including Puerto Rico)

 714 stores in Canada, the UK, Ireland,

Belgium, Netherlands, France, Germany, Spain, Chile & Mexico

 Average store size 1,700 sq. ft., 90% selling

space

 Professional open-line business -

merchandise assortment not available through mass retailers

 Destination for Professional hair care

and solutions

(1) As of September 30, 2013.

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Strong Financial Track Record

$1,132 $1,208 $1,296 $1,359 $1,419 $1,567 $1,673 $1,696 $1,835 $2,012 $2,199 $2,230 $0 $400 $800 $1,200 $1,600 $2,000 $2,400 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013

($ in millions)

Sally Beauty Supply Net Sales

2.7% 6.8% 6.0% 5.7% 2.7% 3.8% 2.4% 2.4% 2.7% 1.2% 2.1% 4.1% 6.3% 6.5%

  • 0.6%
  • 2.0%

0.0% 2.0% 4.0% 6.0% 8.0% 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013

Sally Beauty Supply Same Store Sales Growth

Growth

  • f 1.4%
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SLIDE 10

8% 8% 14% 10% 16% 23% 22%

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Sally Beauty Supply: Merchandise Offering

Hair Care Hair Color Skin and Nail Care Electrical Appliances Brushes, Cutlery and Accessories Ethnic Products Other Beauty Items

We offer a diversified mix

  • f beauty products

Note: Percentage of sales by merchandise category for fiscal year 2013.

45% of Sales from Hair Care & Color

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SLIDE 11

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2,511 2,694 2,844 2,923 3,032 3,158 3,424 3,309 1,000 2,000 3,000 4,000 2006 2007 2008 2009 2010 2011 2012 2013

Sally Beauty Supply Growth Initiatives

 Expand store base organically and through acquisitions; domestic and international

 Plan to grow store base 3 to 4 percent in FY2013 and beyond  Potential for store base to grow to over 4,500 stores globally

 Increase customer traffic through loyalty programs and customer relationship management (CRM)  Further expand Internet channel  Drive gross margin expansion

 Customer mix shift to retail  Shift to exclusive brands  Low-cost sourcing

Growth Initiatives

92 83 110 60 108 Organic 100 40 19 1 Openings Acquisition

Capital Required $70k Average Inventory $85k Positive Contribution Margin 4 Months Cash Payback on Investment 2 Years

Worldwide Sally Beauty Supply Stores Sally Beauty Supply Store Economics (USD)

126 129 22 113 2

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SLIDE 12

CRM and Beauty Club Card Driving Sales

12

  • Retail customer is most attractive growth opportunity
  • In 2008, launched U.S. customer acquisition program (CRM) to attract new, retail customers
  • Increased efforts to convert retail customers to Beauty Club Card (BCC) members
  • CRM program targeting new retail customers; driving store traffic
  • 3rd party profiled best BCC customers
  • Identified non-customers that have the same attributes

as our best BCC customers

  • Send direct mailers to potential customers
  • BCC membership doubled in four years
  • Over 7 million members today
  • BCC members represent over 50% of retail sales
  • Members shop more often and spend more per visit
  • BCC database tracks customer shopping behavior
  • Provides rewards for purchases
  • Provides insight into customers hair care regime
  • Provides ability to target communication

based on customers shopping behavior

$5.00 fee for card; annual renewal

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Grow Sally Beauty Supply Internationally

 714 Sally Beauty stores located in 10 countries

 Stores located in Canada, the UK, Ireland, Belgium, France, the Netherlands, Germany, Spain, Chile & Mexico  Opening first store in Lima, Peru by December 2013

 23% of Sally Beauty Supply sales from

international

 Sales mix differs from U.S.

 ~80-85% professional  ~15-20% retail

Existing International Platform Long-Term Store Growth Potential (1)

(1) Store count as of September 30, 2013.

(Canada)

~250

(Mexico)

166 ~250

(UK / Ireland)

256 ~300

(Belgium, France, Germany, Spain, Netherlands)

166 600-800

(Chile)

38 ~45

Other South American Countries

green field

Total

714 ~1,500+ Potential Current 88

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Beauty Systems Group: Overview

 Beauty Systems Group – 1,245 professional stores

& 982 professional distributor sales consultants  1,084 company-operated / 161 franchised stores (Armstrong McCall)  982 professional distributor sales consultants

 Average store size 2,700 sq. ft.  Sells to salons and salon professionals  Professional exclusive / full-service business –

includes merchandise assortment of premium brands sold through salons and not available in mass or at Sally stores

(1) BSG operates stores under the CosmoProf service mark.

As of September 30, 2013

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BSG: Strong, Consistent Financial Track Record

$535 $616 $802 $895 $954 $945 $975 $941 $1,081 $1,257 $1,325 $1,392 $0 $200 $400 $600 $800 $1,000 $1,200 $1,400 $1,600 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013

($ in millions)

BSG Net Sales

5.8% 15.5% 14.4% 8.3% 4.4% 4.6% 8.5% (0.6%) 4.1% 10.1% 6.9% 1.0% 6.2% 5.5% 6.1% 4.2% (4.0%) 0.0% 4.0% 8.0% 12.0% 16.0% 20.0% 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013

BSG Same Store Sales Growth

Growth

  • f 5.1%
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BSG: Merchandise Offering

We offer a diversified mix of beauty products not carried in Sally stores or mass retail

7% 5% 10% 12% 30% 36% Hair Care Hair Color Skin and Nail Care Electrical Appliances Promotional Items Other Beauty Items

Note: Percentage of sales by merchandise category for fiscal year 2013.

Almost 70% of Sales from Hair Care & Color

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828 874 929 991 1,027 1,151 1,190 400 800 1,200 2006 2007 2008 2009 2010 2011 2012 2013

Beauty Supply Group Growth Initiatives

 Expand store base organically

 Further penetrate existing geographies  Enter new territories  Opened 43 net new stores in FY2013; 12 acquired

Expand gross margins as sales shift

to the stores  Improve profitability

 Optimize distribution network  Continue integration efforts  Broaden offerings with new suppliers

 Seek potential fold-in acquisition

  • pportunities

6 46 44 16 36 11 46 Organic Openings Acquisition

Capital Required $80k Average Inventory $150k Positive Contribution Margin 4 Months Cash Payback on Investment 2 Years Growth Initiatives BSG Stores BSG Store Economics

39 85 39 43 12 1,245

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Numerous Opportunities for Growth

Increase Sales Productivity of our Stores Expand our Store Base Organically Grow Internationally Increase Operating Efficiency and Profitability

      

Pursue Strategic Acquisitions

 

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Consolidated Financial Results

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Solid Balance Sheet

 No near-term maturities

 In November 2011, refinanced Sr. and Sr. Sub Notes for $750mm of 6.875% Senior Notes due 2019  In May 2012, refinanced the Term Loan B with $700mm of 5.75% Senior Notes due 2021

 Targeted consolidated pro forma leverage

ratio of 2.0x – 2.5x

 Ample liquidity

 Strong cash flow  ABL Revolver of $500 million

 Refinanced July 26, 2013; lowered rate and

increased availability to $500 million

 October 2013, issued $200 million aggregate

principal amount of 5.50% Senior Notes due 2023.

Source: Company filings. (1) Represents pre-acquisition debt of Pro-Duo NV and Sinelco Group BVBA (“Sinelco”) and capital leases. (2) Excludes “Other” debt which matures between 2012 and 2014.

Long-term debt (as of 9/30/13) Maturity Profile (as of 9/30/13) (2)

Amount ($mm) % of Total Debt 5.750% Senior Notes (FY2022) $858.4 50.9% 6.875% Senior Notes (FY2020) $750.0 44.5% Other (1) $1.3 0.1% Total Debt $1,685.7 100.0% Total Capitalization $1,282 100.0% $750 $859 $- $100 $200 $300 $400 $500 $600 $700 $800 $900 $1,000

2012 2013 2014 2015 2016 2017 2018 2019 2020 2021

ABL $76.0 4.5%

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21 $59.5

Sales and EPS Growth for total Company

Sales

$2,514 $2,648 $2,637 $2,916 $3,269

$0 $500 $1,000 $1,500 $2,000 $2,500 $3,000 $3,500 FY07 FY08 FY09 FY10 FY11 FY12 FY13

($ in millions)

EPS (ADJUSTED)

$0.32 $0.44 $0.52 $0.77 $1.07 $0.00 $0.20 $0.40 $0.60 $0.80 $1.00 $1.20 2007 2008 2009 2010 2011 2012 2013

Net Income $142.4 $95.9 $80.5 $200.3 4.5% Same Store Sales 4.6% 1.8% 2.6% 6.1%

2.8%

YoY

6.4%

4.2% YoY

$267.2

$3,524

$1.48

0.8%

$3,622

$261.2

$1.42

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Investment Highlights

Leader in Stable, Growing Professional Beauty Supply Channel Multi-channel Platform with Differentiated Value Proposition Strong, Consistent Financial Track Record Significant Cash Flow Generation Experienced and Motivated Management Team Solid Growth Potential

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Questions and Answers

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Cautionary Notice Regarding Forward-Looking Statements

Statements in this presentation and the schedules hereto which are not purely historical facts or which depend upon future events may be forward-looking statements within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended. Words such as “anticipate,” “believe,” “estimate,” “expect,” “intend,” “plan,” “project,” “target,” “can,” “could,” “may,” “should,” “will,” “would,” or similar expressions may also identify such forward-looking statements. Readers are cautioned not to place undue reliance on forward-looking statements as such statements speak only as of the date they were

  • made. Any forward-looking statements involve risks and uncertainties that could cause actual events or results to differ materially from the

events or results described in the forward-looking statements, including, but not limited to, risks and uncertainties related to: the highly competitive nature of, and the increasing consolidation of, the beauty products distribution industry; anticipating changes in consumer preferences and buying trends and managing our product lines and inventory; potential fluctuation in our same store sales and quarterly financial performance; our dependence upon manufacturers who may be unwilling or unable to continue to supply products to us; the possibility of material interruptions in the supply of products by our manufacturers; products sold by us being found to be defective in labeling

  • r content; compliance with laws and regulations or becoming subject to additional or more stringent laws and regulations; product diversion

to mass retailers or other unauthorized resellers; the operational and financial performance of our Armstrong McCall, L.P. franchise-based business; the success of our internet-based business; successfully identifying acquisition candidates and successfully completing desirable acquisitions; integrating businesses acquired in the future; opening and operating new stores profitably; the impact of the health of the economy upon our business; the success of our cost control plans; protecting our intellectual property rights, particularly our trademarks; conducting business outside the United States; disruption in our information technology systems; severe weather, natural disasters or acts of violence or terrorism; the preparedness of our accounting and other management systems to meet financial reporting and other requirements and the upgrade of our existing financial reporting system; being a holding company, with no operations of our own, and depending on our subsidiaries for cash; our substantial indebtedness; the possibility that we may incur substantial additional debt; restrictions and limitations in the agreements and instruments governing our debt; generating the significant amount of cash needed to service all of our debt and refinancing all or a portion of our indebtedness or obtaining additional financing; changes in interest rates increasing the cost of servicing our debt or increasing our interest expense due to our interest rate swap agreement; the potential impact on us if the financial institutions we deal with become impaired; the costs and effects of litigation; the representativeness of our historical consolidated financial information with respect to our future financial position, results of operations or cash flows; our reliance upon Alberto-Culver for the accuracy of certain historical services and information; the share distribution of Alberto-Culver common stock in our separation from Alberto-Culver not constituting a tax-free distribution; actions taken by certain large shareholders adversely affecting the tax-free nature of the share distribution

  • f Alberto-Culver common stock; the voting power of our largest stockholder discouraging third party acquisitions of us at a premium; and the

interests of our largest stockholder differing from the interests of other holders of our common stock. Additional factors that could cause actual events or results to differ materially from the events or results described in the forward-looking statements can be found in our most recent Annual Report on Form 10-K for the year ended September 30, 2013, as filed with the Securities and Exchange Commission. Consequently, all forward-looking statements in this presentation are qualified by the factors, risks and uncertainties contained therein. We assume no obligation to publicly update or revise any forward-looking statements.

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Addendum: Adjusted EBITDA Reconciliation

Adjusted EBITDA and EPS Reconciliation

($ in millions)

Adjusted EBITDA FY06 FY07 FY08 FY09 FY10 FY11 FY12 FY13 Net Earnings (GAAP) 110.2 $ 44.5 $ 77.7 $ 99.1 $ 143.8 $ 213.7 $ 233.1 $ 261.2 $ Interest expense, net of interest income 0.1 146.0 159.1 132.0 113.0 112.5 138.4 $ 107.7 $ Provision for income taxes 69.9 38.0 46.2 65.7 84.1 122.2 127.9 $ 151.5 $ Depreciation and amortization 38.0 42.6 48.5 47.1 51.1 59.7 64.7 $ 72.2 $ Share-based compensation 5.2 13.1 10.2 8.6 12.8 15.6 16.9 $ 19.2 $ Transaction expenses (1a, 1b) 41.5 21.5

  • Sales-based service fee charged by Alberto-Culver

28.9 3.8

  • Non-recurring items
  • 5.7
  • Litigation settlement and non-recurring charges
  • (27.0)

10.2

  • Adjusted EBITDA

293.8 $ 309.5 $ 341.7 $ 352.5 $ 404.8 $ 502.5 $ 591.1 $ 611.8 $ Adjusted net earnings and adjusted diluted earnings per share Net Earnings (GAAP) 143.8 $ 213.7 $ 233.1 $ 261.2 $ Marked-tomarket adjustment for certain interest rate swaps (2.4) $

  • Loss on extinguishment of debt
  • 37.8

Interest expense on redeemed debt

  • 5.1

Amortization of deferred financing costs

  • 0.2

Litigation settlement and non-recurring items, net (2) (21.3) 10.2 Tax provision for the adjustments to net earnings 0.9 7.9 (19.2) Adjusted net earnings 142.3 $ 200.3 $ 267.2 $ 261.2 $ Diluted adjusted net earnings per share (non-GAAP): 0.77 $ 1.07 $ 1.42 $ 1.48 $ Diluted GAAP net earnings per share: 0.78 $ 1.14 $ 1.24 $ 1.48 $ (1a) Transaction expenses of $41.5 for termination of the Regis transaction. (1b) Transaction expenses of $21.5 for separation of the Company from Alberto-Culver in November 2006.

(2) Results for the nine months ended June 30, 2011, reflect a $27.0 million benefit of a litigation settlement and non-recurring charges of $5.7 million.