Preliminary Results 19 May 2005

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1 Preliminary Results 19 May 2005

2 Ben Gordon Chief Executive

3 Highlights Successful 2nd year of turnaround Strong profit growth Strong cash position Dividend doubled Growth plans gaining momentum

4 Steven Glew Finance Director

5 Profit and loss summary Financials m Inc/Dec % Sales Operating profit Interest Profit before exceptionals and tax Operating exceptionals (6.5) 0.8 Non operating exceptionals Profit before tax Taxation (4.4) 7.3 Profit after tax EPS 19.5p Dividend 8p

6 Sales & profit by channel Financials Channel Sales Operating profit* Operating margin m Inc % m Inc % % % 2005 Over LY 2005 Over LY* Total UK International Total * pre exceptionals

7 Net margin movement Financials Gross margin Distribution costs + 0.5pp + 0.1pp Other costs - Prior year one-off item Total - 0.2pp + 0.4pp

8 UK sales analysis Financials m Increase Sales (ex VAT) % Operating profit* % % to sales 2.7% 2.4% * Pre operating exceptionals Sales analysis Like for like Net space change Home shopping Total Sales 1.3 % (0.6)% (0.2)% 0.5 %

9 UK stores Like for like sales trend Financials 2003/4 2004/5 9.9% 4.8% 5.8% 4.7% 3.4% 1.1% 0.2% 0.8% Qtr 1 Qtr 2 Qtr 3 Qtr 4 15 weeks 13 weeks 13 weeks 11 weeks

10 International Financials m Increase Sales (ex VAT) Operating profit % to sales Sales analysis Franchisee like for like sales increase 10% 220 stores 30 new stores

11 Operating exceptional item Financials NDC move m Coventry exit 0.3 Unutilised capacity 3.5 Move programme

12 Balance sheet Financials m Fixed assets Stock 46.8 Debtors Creditors (68.1) (64.9) Cash Net assets Net Assets per share 2.00

13 Cashflow Financials m Operating profit Depreciation Operating Cashflow Working capital (7.3) 8.0 Pension contribution (10.0) (0.0) Exceptional items Capital expenditure (18.4) (8.5) Interest Dividend (4.6) - Other Cashflow (3.3) 32.6

14 Capital expenditure Financials m est Store refits New stores Systems Distribution Other Total capex

15 Pensions Financials Company special voluntary contribution of 10m FRS 17 deficit the same: m Deficit Net of deferred tax

16 Taxation Financials m Tax losses brought forward 36 Utilised in year (13) Tax losses carried forward 23

17 Ben Gordon Chief Executive

18 Strategy highlights Revamped product range Direct sourcing increased Supply chain more efficient Stores in better shape Customer service improved New UK and international stores

19 Brand strength Well known and well perceived brand In our catchment areas: Over 80% pregnant mothers Circa 75% mothers with 0-2 yr olds Circa 60% mothers with 3-6 yr olds Market share gains

20 Recovery programme Stabilisation Turnaround Long Term Growth Dec 2002 May 2003 May 2004 May 2005 May 2006 May 2007 Distribution Cash Trading Store proposition Product & sourcing Supply chain Infrastructure Customer service International New UK store development Direct

21 Transformed high street Store Proposition 100 stores converted 66% space / 70% sales 20% ROCE Project largely completed Remaining 61 stores 31 low cost refit 20 to relocate/downsize 10 to close

22 Out-of-town stores Store Proposition 70 OOT stores Trialled refits in 4 stores Lessons learnt merchandising mix store layout product adjacencies Only minor upgrades

23 Fashion, quality & value Product & Sourcing

24 Product & pricing strategy Product & Sourcing 2003 Best Better Good

25 Product & pricing strategy Product & Sourcing Best Best Good Good Better Better

26 Staying competitive good Product & Sourcing

27 Offering more best Product & Sourcing

28 Home & Travel award winner Product & Sourcing

29 New maternity sub-brand Product & Sourcing

30 Gift range in store Product & Sourcing

31 First bedroom in store Product & Sourcing

32 Improved sourcing Product & Sourcing Clothing Suppliers down by 30% Direct sourcing up to 35% Direct target 50% in 2-3 yrs Home & Travel Direct sourcing up from 0-12% Direct target 35% in 2-3 yrs Improvements through technology and manufacturing, product development

33 National Distribution Centre Supply Chain

34 Low risk move Supply Chain Coventry Phase 1 Mid 2005 New bespoke Daventry warehouse Daventry Daventry Hanging space Phase 2 Autumn 2005 to Summer 2006 Phase 3 Retained Daventry Hanging space

35 The benefits Supply Chain Distribution costs Down from 8.5% to 6.4% of sales Target 6% then 5% Availability Currently over 85% Target 95% Provides flexibility for growth

36 New improved systems Infrastructure Merchandising planning system benefits EPOS Successful test period Now in 75 stores Transaction times down by a third Rolling out to all stores

37 Better customer service Customer Service Retail standards in place Customer Service Training Incentivisation Specialisms Mystery Shopper

38 Recovery programme Stabilisation Turnaround Long Term Growth Dec 2002 May 2003 May 2004 May 2005 May 2006 May 2007 Distribution Cash Trading Store proposition Product & sourcing Supply chain Infrastructure Customer service International New UK store development Direct

39 International business Long Term Growth Successful business 220 stores 30 countries Rapid growth 30 new stores last year 40 new stores this financial year

40 International growth Long Term Growth Retail Sales m Profit m /02 02/03 03/04 04/ /02 02/03 03/04 04/05 CAGR 12% CAGR 22%

41 International franchisees Brno, Czech Republic Long Term Growth

42 International presence Long Term Growth

43 International growth Jakarta, Indonesia Long Term Growth

44 International - logistics Long Term Growth 3 warehouse network - Singapore - Dubai - UK More direct shipping Reduced transportation costs Improved delivery times

45 New UK stores Long Term Growth Significant expansion opportunities 20 Out of Town 40 High Street stores Represents c. 2-3% additional space p.a. 3 new stores last year 8 confirmed for current year

46 Direct - business profile Long Term Growth Multi-channel business - Catalogue, telephone, internet at home, internet in stores 270,000-strong customer base Propensity to use mix of channels Convenience a key factor

47 Direct growth strategy Long Term Growth Website enhancements Range expansion Web in-store to all stores (now in 138) More targeted direct mail campaigns Micro catalogues Database sophistication Delivery convenience

48 Summary The Business 2 years into turnaround Growth to come through: Ongoing improvements to UK business New UK stores Multi-channel offer International expansion Stable platform for growth

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