N BROWN GROUP PLC HALF YEAR RESULTS 9 OCTOBER 2014
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1 N BROWN GROUP PLC HALF YEAR RESULTS 9 OCTOBER
2 HALF YEAR RESULTS AGENDA INTRODUCTION 2014/15 HALF YEAR RESULTS BUSINESS UPDATE Performance highlights Delivering our change programme SUMMARY Q&A 2
3 N BROWN GROUP PLC DEAN MOORE GROUP FINANCE DIRECTOR 3
4 FINANCIAL RESULTS OVERVIEW Financial strategy to drive value for all stakeholders Entered period of change / transition Financial model will alter over time First Half review Guidance 4
5 KEY FINANCIAL MOVEMENTS 26 weeks to 30 August m 2013 m vs.ly % Turnover % Operating Profit % Trading Profit % Pre-tax Profit % Adjusted Earnings per Share 11.56p 12.55p -7.9% Dividends per Share 5.67p 5.67p - Cash Inflow from Operations % Borrowings % Receivables % 5
6 GROUP REVENUE 26 weeks to 30 August m 2013 m vs.ly % Sale of goods % Services % Reported Group Turnover % 6
7 MAJOR REVENUE MOVEMENTS 26 weeks to 30 August 2014 m 440 Customer Base Growth Specialist Growth Rephase Marketing Spend to 2H Credit rule change 420 Stores Roll -out Improved arrears - lower F.I International
8 GROUP TRADING ACCOUNT 26 weeks to 30 August m 2013 m vs.ly % Group Revenue % Gross Profit % Gross Margin % 52.9% 52.5% +40bps Distribution Costs (36.6) (34.2) +7.0% Sales and Administration (133.8) (132.5) +1.0% Operating Profit % Operating Margin 11.1% 11.8% 8
9 m MAJOR OPERATING PROFIT MOVEMENTS 26 weeks to 30 August Net Customer Base Stores 0.6 Specialist 0.6 Marketing Rephase Cust Sales Incentive Credit Rule Change Dist Costs Efficiency Improved Arrears Lower F.I. International 2.0 Losses
10 GROUP PROFIT & LOSS ACCOUNT 26 weeks to 30 August m 2013 m vs.ly % Group Operating Profit % Finance Costs (net) (3.6) (3.4) +5.9% Group Trading Profit % Unrealised FX movement 1.1 (0.9) - Profit Before Tax % Taxation (9.3) (9.7) -4.1% Profit After Tax % 10
11 PRE-TAX MARGIN Gross Margin Operating Costs Product Bad Debt / Financial Income Yield -50bps +90bps -110bps Finance Costs Higher Borrowings -10bps Pre-tax margin (10.2%) -80bps 11
12 NET ASSET SUMMARY At 30 August m 2013 m vs.ly % Non Current Assets % Inventories % Receivables/Prepayments % Creditors/Accruals (138.8) (141.3) -1.8% Retirement Benefit Deficit (5.2) (3.2) +62.5% Net Borrowings (205.2) (197.9) +3.7% % Gearing 41% 43% 12
13 RECEIVABLES AND PROVISIONING At 30 August m 2013 m vs LY % Gross Trade Receivables % Opening Bad Debt Provision Bad Debt Charge % Debtors Written Off (40.8) (35.7) +14.3% Closing Bad Debt Provision % Provision Ratio 7.3% 9.3% 13
14 OPERATING CASHFLOW 26 weeks to 30 August m 2013 m Operating Profit Depreciation & Amortisation/Share Option Charge Increase in Stock (1.3) (2.8) Decrease/(Increase) in Receivables 7.5 (23.1) Increase in Payables Pension Obligation 0.1 (2.2) Cash Generated from Operations
15 GROUP CASHFLOW 26 weeks to 30 August m 2013 m Cash Generated from Operations Taxation Paid (13.0) (10.4) Dividends Paid (24.0) (23.0) Investing Activities (30.8) (8.5) ESOT Share Issue - net(purchases)/proceeds 0.5 (0.4) Finance Costs (net) (4.5) (3.4) Net Cash Inflow/(Outflow) 8.5 (9.2) Opening Borrowings (213.7) (188.7) Closing Borrowings (205.2) (197.9) 15
16 GROUP BORROWINGS At 30 August 2014 Facility m Drawndown m Securitisation Debt Bilateral Loans Overdraft 9 - Gross Borrowings Cash in Hand (45) Net Borrowings
17 GUIDANCE Period of change / transition continues September trading immediate impact Delayed impact Financial income Markdown Contingent costs Robust balance sheet Positive cashflow 17
18 HALF YEAR RESULTS AGENDA INTRODUCTION 2014/15 HALF YEAR RESULTS BUSINESS UPDATE Performance highlights Delivering our change programme SUMMARY Q&A 18
19 HIGHLIGHTS - Performance Trading profits of 41.6m Active customers up 3.7% 24% reduction in direct mail activity 58% online penetration (+2%) Customer service : No.3 in UK ICS rankings Significant improvement in quality of receivables 19
20 HIGHLIGHTS - Performance by brand Participation % Growth % JD WILLIAMS 33-3 SIMPLY BE JACAMO SUPPORT BRANDS SPECIALIST
21 HIGHLIGHTS - Performance by brand excl. Home & Gift JD WILLIAMS SIMPLY BE JACAMO SUPPORT BRANDS SPECIALIST Participation % Growth % Excl H/E CORE HOME
22 HIGHLIGHTS - Product categories m % of Total % Change Ladieswear Footwear Menswear Specialist Home & Gift
23 HIGHLIGHTS - Ladieswear New customers up 26% for Autumn Winter Fast Fashion up 23% on LY in sizes exclusive to us Joe Browns up 41% on LY in sizes exclusive to us Maxi dresses up 40% YOY 23
24 HIGHLIGHTS - Footwear 11 styles in Curvy Plus boots Occasion footwear Occasion Footwear up 16% up 16% Sports footwear up 68% 24
25 HIGHLIGHTS - Menswear Fast Fashion sales up 51% Black Label own brand +105% vs.ly 25
26 HIGHLIGHTS - Home Famous Five categories +5% YOY HOME DECOR HOMEWARES BEDDING OUTDOOR LIVING GIFTS 26
27 HIGHLIGHTS - Growth in customers Active customer file +3.7% New customers up 3.0% for H1 64% of first order demand placed online New season recruits up 9% - JD Williams up 26% 27
28 HIGHLIGHTS - Channel Participation H1 H1 3% 39% 64% 58% 36% 2008/9 2013/14 Stores UK Phone UK Web 28
29 HIGHLIGHTS - Online growth fuelled by mobile 46% of traffic from mobile (+14%) 37% of demand from mobile (+11%) 68% 14.5% 17.5% Tablets lead the way Mobile optimisation to drive conversion 54% 19% 27% 29
30 HIGHLIGHTS - Service Improvements 7 day delivery service launched 8pm next day cut-off moving to 9pm from January Click & Collect parcel shops now at 4,000 increasing to 5,500 before Christmas Enquiries to order ratio improved by 2% Ranked No. 3 UK ICS ratings Tracked services now available for USA & Ireland 30
31 HIGHLIGHTS - Top 3 for customer satisfaction UKCSI Overall Retail - Non Food Amazon John Lewis JD Williams Boots Next Argos Superdrug Marks & Spencer Lloyds Pharmacy ebay Wilkinson B&Q Debenhams Homebase Matalan Primark New Look Ikea Currys/Dixons/PC World Sports Direct WH Smith Source: Institute of Customer Service 31
32 MISSION & STRATEGY Unique plus size capabilities Population is ageing & getting larger Consumer credit drives loyalty A winning formula Modernisation essential to deliver potential 32
33 2014 CALENDAR Phase 1 of Famous Five strategy for Home & Gift Introduced Pay by Card Adjusting our marketing mix & phasing Kick off systems development HLD phase Launch of new International team for Simply Be USA New store opening programme begins Re-launch JD Williams. - Ladieswear Improvements first New advertising for Power Brands plus Oxford Street opens Multichannel enhancements delivered prepeak PEAK TRADING PERIOD 33
34 2014 CALENDAR Phase 1 of Famous Five strategy for Home & Gift Introduced Pay by Card Adjusting our marketing mix & phasing Kick off systems development HLD phase Launch of new International team for Simply Be USA New store opening programme begins Re-launch JD Williams. - Ladieswear Improvements first New advertising for Power Brands plus Oxford Street opens Multichannel enhancements delivered prepeak PEAK TRADING PERIOD 34
35 CHANGE PROGRAMME - Famous Five Famous Five growth offset by managed decline in high risk categories Garden (+13%) & gifting (+29%) Offset by electrical (-26%) & H&B (-13%) YOY Total sales -8% vs. last year Lowest level of accounts in arrears since
36 2014 CALENDAR Phase 1 of Famous Five strategy for Home & Gift Introduced Pay by Card Adjusting our marketing mix & phasing Kick off systems development HLD phase Launch of new International team for Simply Be USA New store opening programme begins Re-launch JD Williams. - Ladieswear Improvements first New advertising for Power Brands plus Oxford Street opens Multichannel enhancements delivered prepeak PEAK TRADING PERIOD 36
37 CHANGE PROGRAMME - Recruiting cash customers New Ordering Accounts 100% 90% 80% 70% Roller Credit Rejects Non Roller Cash 60% 50% 40% 30% 20% 10% Typical level of non-rollers 0% SS13 SS14 Cash Non Roller Roller 2nd order rate 23% 27% 65% AOV Margin 46.5% 45.0% 44.5% 37
38 2014 CALENDAR Phase 1 of Famous Five strategy for Home & Gift Introduced Pay by Card Adjusting our marketing mix & phasing Kick off systems development HLD phase Launch of new International team for Simply Be USA New store opening programme begins Re-launch JD Williams. - Ladieswear Improvements first New advertising for Power Brands plus Oxford Street opens Multichannel enhancements delivered prepeak PEAK TRADING PERIOD 38
39 CHANGE PROGRAMME - Change in phasing (Illustrative) Newness Fashionability Back Winners Availability Value for money Mail order Investment Profile 4 3 Jan SS Book July AW Book Consumer Spending 2 1 Q1 Q2 Q3 Q4 Low Spend Jan Sale Early Easter Mid Spend Build for spring/summer June Peak Mid Spend Holiday Season A/W launch High Spend Xmas build through quarter 39
40 CHANGE PROGRAMME - Adjusting our marketing mix Recrutiment Brand Retention 100% 90% 80% 70% 60% 50% 40% 30% 20% Recruitment investment increased to 42% of total Retention investment below 40% Direct mail spend down 24% in the first half 10% 11/12 12/13 Year 13/14 14/15 0% 40
41 CHANGE PROGRAMME - Increasing customer recruitment Online recruitment value maintained Pre-campaign brand awareness for JD Williams at 4% TV for the season over 40% of recruitment spend 41
42 2014 CALENDAR Phase 1 of Famous Five strategy for Home & Gift Introduced Pay by Card Adjusting our marketing mix & phasing Kick off systems development HLD phase Launch of new International team for Simply Be USA New store opening programme begins Re-launch JD Williams. - Ladieswear Improvements first New advertising for Power Brands plus Oxford Street opens Multichannel enhancements delivered prepeak PEAK TRADING PERIOD 42
43 CHANGE PROGRAMME - Systems Infrastructure Development (2014/15) 43
44 2014 CALENDAR Phase 1 of Famous Five strategy for Home & Gift Introduced Pay by Card Adjusting our marketing mix & phasing Kick off systems development HLD phase Launch of new International team for Simply Be USA New store opening programme begins Re-launch JD Williams. - Ladieswear Improvements first New advertising for Power Brands plus Oxford Street opens Multichannel enhancements delivered prepeak PEAK TRADING PERIOD 44
45 CHANGE PROGRAMME - - USA 2014/15 First Half Product demand growth of 16% Dedicated international team Credit & loyalty offer exceeds expectations Won Retailer of the Year at Full Figured Fashion Week 2014/15 Second Half Continued focus on service Marketing activity utilising loyalty proposition Marketing refocused on proven activity 45
46 2014 CALENDAR Phase 1 of Famous Five strategy for Home & Gift Introduced Pay by Card Adjusting our marketing mix & phasing Kick off systems development HLD phase Launch of new International team for Simply Be USA New store opening programme begins Re-launch JD Williams. - Ladieswear Improvements first New advertising for Power Brands plus Oxford Street opens Multichannel enhancements delivered prepeak PEAK TRADING PERIOD 46
47 CHANGE PROGRAMME - All stores performance 14 stores by year end % Halo effect in store catchments 17% store LFL sales growth Existing stores deliver 1m profit Customers recruited in stores 34% more profitable than non-store 47
48 2014 CALENDAR Phase 1 of Famous Five strategy for Home & Gift Introduced Pay by Card Adjusting our marketing mix & phasing Kick off systems development HLD phase Launch of new International team for Simply Be USA New store opening programme begins Re-launch JD Williams. - Ladieswear Improvements first New advertising for Power Brands plus Oxford Street opens Multichannel enhancements delivered prepeak PEAK TRADING PERIOD 48
49 CHANGE PROGRAMME - Ladieswear improvements Improved product phasing Improved fabrics & finishing Improved styling & fit Improved value for money Improved product presentation Improved brand awareness Best selling blouse..ever! 49
50 CHANGE PROGRAMME - Ladieswear improvements Improved product phasing Improved fabrics & finishing Improved styling & fit Improved value for money Improved product presentation Improved brand awareness New Premium fabrics 50
51 CHANGE PROGRAMME - Ladieswear improvements Improved product phasing Improved fabrics & finishing Improved styling & fit Improved value for money Improved product presentation Improved brand awareness Further improvements in manufacturing techniques 51
52 CHANGE PROGRAMME - Contemporary presentation Improved product phasing Improved fabrics & finishing Improved styling & fit Improved value for money Improved product presentation Improved brand awareness 52
53 CHANGE PROGRAMME - Ladieswear improvements Improved product presentation From. Slippers from 15 in width fittings unique to us 53
54 CHANGE PROGRAMME - Ladieswear improvements Improved product presentation To. Slippers from 15 in width fittings unique to us 54
55 CHANGE PROGRAMME - Ladieswear improvements Improved brand awareness Media Value: 3m 55
56 2014 CALENDAR Phase 1 of Famous Five strategy for Home & Gift Introduced Pay by Card Adjusting our marketing mix & phasing Kick off systems development HLD phase Launch of new International team for Simply Be USA New store opening programme begins Re-launch JD Williams. - Ladieswear Improvements first New advertising for Power Brands plus Oxford Street opens Multichannel enhancements delivered prepeak PEAK TRADING PERIOD 56
57 57
58 CHANGE PROGRAMME - Brand Ambassadors 46.3m adults had at least 1 opportunity to view Highest ever traffic to site 30x previous peak hour Christmas Ad airs in November 58
59 CHANGE PROGRAMME - Brand Ambassadors 59
60 CHANGE PROGRAMME - Brand Ambassadors 60
61 CHANGE PROGRAMME - Brand Ambassadors 61
62 2014 CALENDAR Phase 1 of Famous Five strategy for Home & Gift Introduced Pay by Card Adjusting our marketing mix & phasing Kick off systems development HLD phase Launch of new International team for Simply Be USA New store opening programme begins Re-launch JD Williams. - Ladieswear Improvements first New advertising for Power Brands plus Oxford Street opens Multichannel enhancements delivered prepeak PEAK TRADING PERIOD 62
63 CHANGE PROGRAMME - Multichannel improvements Platform fast and stable Optimised for different devices Web chat roll-out Improvements to zoom Improvements to sequencing & crossselling Rolled out product recommendations Cash to credit online conversion 63
64 CHANGE PROGRAMME - Multichannel improvements Platform fast and stable Optimised for different devices Web chat roll-out Improvements to zoom Improvements to sequencing & crossselling Rolled out product recommendations Cash to credit online conversion 64
65 CHANGE PROGRAMME - Multichannel improvements Platform fast and stable Optimised for different devices Web chat roll-out Improvements to zoom Improvements to sequencing & crossselling Rolled out product recommendations Cash to credit online conversion 65
66 CHANGE PROGRAMME - Multichannel improvements Platform fast and stable Optimised for different devices Web chat roll-out Improvements to zoom Improvements to sequencing & crossselling Rolled out product recommendations Cash to credit online conversion 66
67 CHANGE PROGRAMME - Multichannel improvements Platform fast and stable Optimised for different devices Web chat roll-out Improvements to zoom Improvements to sequencing & cross-selling Rolled out product recommendations Cash to credit online conversion 67
68 CHANGE PROGRAMME - Multichannel improvements Platform fast and stable Optimised for different devices Web chat roll-out Improvements to zoom Improvements to sequencing & crossselling Rolled out product recommendations Cash to credit online conversion 68
69 CHANGE PROGRAMME - Multichannel improvements Platform fast and stable Optimised for different devices Web chat roll-out Improvements to zoom Improvements to sequencing & crossselling Rolled out product recommendations Cash to credit online conversion 69
70 OUR AMBITION - Route map to growth Recruit more Customers Grow! Build Loyalty Grow Profits! CAPACITY & CAPABILITY Be. Fit for the Future Grow Company Value! 70
71 OUR AMBITION - Route map to growth Recruit more Customers Grow! Brand Awareness Multichannel Cash & Credit International CAPACITY & CAPABILITY Build Loyalty Grow Profits! Be. Fit for the Future Grow Company Value! 71
72 OUR AMBITION - Route map to growth Recruit more Customers Grow! Brand Awareness Multichannel Cash & Credit International CAPACITY & CAPABILITY Build Loyalty Grow Profits! Value Newness Service Communication Be. Fit for the Future Grow Company Value! 72
73 OUR AMBITION - Route map to growth Recruit more Customers Grow! Brand Awareness Multichannel Cash & Credit International CAPACITY & CAPABILITY Build Loyalty Grow Profits! Value Newness Service Communication Be. Fit for the Future Grow Company Value! Systems Supply Chain People 73
74 OUR TARGETS - Seven KPIs Progress so far 1. Increase customer satisfaction 2. Grow ladieswear share 3. Grow menswear share 4. Increase online penetration 5. Increase home & gift penetration 6. Grow international revenues No. 3 in UK No.1 online retailer for size 16+ Market share increases to 3.5% 58% (up 2%) Quality of sales improved US demand up 16% 7. Increase operating margin Changes impacted profit in short term 74
75 SUMMARY Significant change already delivered to ensure the business is fit for the future Difficult Autumn trade has affected outturn projections New customers fuelling growth in customer base which underpins confidence for accelerated growth next year Progress made on 6 of the 7 key performance indicators 75
76 THANK YOU, ANY QUESTIONS? No.1 online plus size retailer in the UK 76
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