ANALYST PRESENTATION FY 2010 March 1, 2011 COMPANY PRESENTATION

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1 ANALYST PRESENTATION FY 2010 March 1,

2 Disclaimer This document contains forward-looking statements, which are based on the current estimates and assumptions by the management of TOM TAILOR Holding AG. Forwardlooking statements are characterized by the use of words such as expect, intend, plan, predict, assume, believe, estimate, anticipate and similar formulations. Such statements are not to be understood as in any way guaranteeing that those expectations will turn out to be accurate. Future performance and the results actually achieved by TOM TAILOR Holding AG and its affiliated companies depend on a number of risks and uncertainties and may therefore differ materially from the forward-looking statements. Many of these factors are outside TOM TAILOR Holding AG s control and cannot be accurately estimated in advance, such as the future economic environment and the actions of competitors and others involved in the marketplace. TOM TAILOR Holding AG neither plans nor undertakes to update any forward-looking statements. 2

3 Differentiation criteria from competitors HIGHLIGHTS FY 2010 Dieter Holzer 3

4 TOM TAILOR highlights FY 2010 Sales development significantly up to 348m (+16%) Adjusted EBITDA up to 40m (+6%) Significant jump in adjusted net income up to 12.4m versus 0.6m Controlled distribution area expanded by 71 retail stores and 333 shop-in-shops Retail accounts for 31% (PY: 25%) of sales on the back of strong growth dynamics 4

5 TOM TAILOR delivered more than promised Guidance 2010 Actual performance 2010 Sales EBITDA > 12 % Moderate increase in absolute terms % % growth Capex 21 23m 25.4m Net debt Adjusted net income 52 57m Slightly positive in absolute terms 52.1m 12.4m TOM TAILOR on track for future profitable growth 5

6 TOM TAILOR OPERATING HIGHLIGHTS FY 2010 Dieter Holzer 6

7 Controlled distribution area expansion FY 2010 Number of retail stores Retail +71 Number of shop-in-shops Shop-in-shops % +25% Total selling space sqm sqm sqm sqm New openings Retail International 52 Germany 19 New openings Shop-in-shops International 70 Germany 263 7

8 Accelerated growth in Southeast Europe: Joint venture Sportina Joint venture Sportina Take-over of 23 franchise stores in segment retail Objective: speed up retail expansion in Southeast Europe (Slovenia, Croatia, Bosnia, Serbia, Bulgaria) Usage of local know-how of a reliable partner who is successful in these markets for many years About 25 new stores until end of 2013 Joint venture Sportina as a model for accelerated international growth 8

9 Systematic expansion of e-shop CAGR : 62% Sales in m +31% Highlights Internet relaunch in % +73% Number of registered customers (in thousands) CAGR : 101% +70% +99% % Start of social marketing activities to promote the brand Launch of the TOM TAILOR App casual fashion to go! E-commerce supports the TOM TAILOR brand: 16.9m visitors in 2010 E-commerce sales expected to represent 10% of overall sales in the medium term Further internationalization of e- commerce 9

10 Sourcing situation FY 2010 Situation TOM TAILOR response Raw material price increases Shortage of production capacity and increased labour costs Higher freight costs due to longer lead times Temporarily weak Euro Smart pricing across all collections by keeping starting price points Bundling of production capacities Earlier commitment to secure raw material availability Diversification of production schedule Longterm and stable relationship with suppliers pays off 10

11 Diversified and balanced sourcing portfolio Indonesia 13% TOM TAILOR sourcing country split 2010 Based on FOB turnover Europe 10% Others 7% China 32% TOM TAILOR sourcing 2011: Strengthen management capacities at the sourcing front in Asia Balanced split between sourcing countries Further concentration on core suppliers Bangladesh 18% India 20% Overall goal: Get the right product in the right quality and quantity at the right time to the point of sale! 11

12 Differentiation criteria from competitors OUTLOOK Dieter Holzer 12

13 Outlook 2011: Value creation continues Net sales: > 400m EBITDA: 48m - 51 m TOM TAILOR on track for future profitable growth 13

14 MANAGEMENT target 2014 Doubling of sales to approx. 700m Increase in EBITDA to approx. 100m How? Consequent rollout of the TOM TAILOR business model Further internationalization Ongoing retail expansion Potential line extensions Realization of significant economies of scale 14

15 Long term growth potential based on three pillars Growth potential Sales channels Geographics Products Retail store expansion Controlled Wholesale E-Commerce Existing markets New markets f.e. Poland, Turkey WOMEN Casual and Denim Female Licences 15

16 TOM TAILOR at a glance MEN CASUAL WOMEN CASUAL KIDS - MINIS - BABY Licenses/Accessories Denim Male Denim Female Figures for FY 2010 (compared to FY 2009) Balanced product portfolio Strong international presence Multi-channel distribution Focus on core markets Denim 16% Denim Male 9% Licenses and other 1% KIDS & MINIS 13% Denim Female 7% Casual 83% MEN 38% WOMEN 32% Total revenues 347.7m (+ 15.8%) International 32% Germany 68% Stable sales split Germany/abroad Retail 31% Wholesale/ 69% Increasing share of Retail business (+ 6% points) Other markets 10% Core markets 90% Increasing share of sales achieved in core markets (+ 1% point) 16

17 TOM TAILOR PRODUCT EXCELLENCE Christoph Rosa 17

18 Competitive advantages TOM TAILOR TOM TAILOR brand Strong brand awareness Clearly two brand with TOM TAILOR Casual and TOM TAILOR Denim Increasing penetration into women s fashion market Business model Systematic and analytic design in combination with short lead-times Fast vertical, integrated system supplier with control over the entire value chain Focus on controlled distribution areas Growth potential Significant potential for future market share gains in existing markets Rollout of existing business model in new markets Economies of scale and cost dilution should lead to future profitable growth 18

19 TOM TAILOR: A premium lifestyle brand at affordable prices Lifestyle matrix TOM TAILOR USPs Exclusive segment Bridge segment Medium price segment Low/ medium price segment Low BOGNER BONITA KIK JIL SANDER STRELLSON TAKKO C&A GERRY WEBER STRENESSE ESPRIT MEXX S. OLIVER BENETTON STREET ONE CECIL LERROS MAX MARA RALPH LAUREN HUGO BOSS TOMMY HILFIGER MARC O POLO STEFANEL Fashion degree NEW YORKER PIMKIE ESCADA DIESEL REPLAY G-STAR BESTSELLER GROUP ORSAY CLOSED MANGO H&M ZARA PRADA High Strong market position in the young lifestyle segment Primarily targeting the middleincome consumer segment with a highly attractive valuefor-money proposition Fashion Follower Concept Act premium, sell volume Strongly increasing consumer acceptance and brand recognition 19

20 Lean and vertical business model Full information control across all value chain processes Product development Sourcing Logistics Distribution e.g. Women Design Technical preparation Buying / purchasing Product management Complete outsourcing of manufacturing and procurement Centralised warehousing system Points-of-sale Low fashion risk with 12 collections per year ~90% of purchasing in wholesale segment via pre-order system minimising stock risk Outsourced to DHL with B2B portal ensuring 24/7 availability for business partners Multi-channel distribution approach with focus on controlled distribution Focus on core value added processes: product development and distribution Track record for system expertise and meticulous supply chain management 20

21 TOM TAILOR system leads to outperformance of the market Collection development Operational value chain allows for 12 collections per year for each product line Collection development jointly by designer and market scout (4eye-principle) Systematic research of market intelligence and identification of successful fashion trends Fast incorporation of market-proven fashion styles Bestseller-management Retail like-for-like development 16.5% 16.8% 14.0% 3.0% 0.0% Product cycle time-to-market Standard process Fast track Spot style Lead time Lead time ~23-26 weeks; up to 65% of collection Lead time ~11 weeks; ~20-25% of collection Lead time ~5 weeks; ~10-15% of collection -4.0% 2008 Retail LFL sales incl. e-commerce Textile market growth (Source: Textilwirtschaft) 21

22 Differentiation criteria from competitors FINANCIAL HIGHLIGHTS FY 2010 Dr. Axel Rebien 22

23 Profit & loss Q TOM TAILOR Group: Accelerated growth momentum in Q4 Sales Gross profit Recurring EBITDA Recurring net income Key Figures Q % Q Q % -24.5% % 98.9 Q Q Q Q Q Q Comments Sales growth in both segments: Wholesale up 17.7% to 61.4m, Retail up 43.1% to 37.5m First consolidation of Sportina stores has an impact of 3.1m sales in segment Retail Gross profit margin decreases from 48.4% to 45.6% mainly due to higher freight cost Recurring EBITDA Wholesale hit by lower gross margin Recurring EBITDA Retail up by 77.4% to 8.0m Decrease of recurring net income due to a lower operational result partly compensated by a better interest result of 2.4m 23

24 Profit & loss FY 2010 TOM TAILOR Group: Significant growth in all lines Key Figures FY 2010 Comments Sales % Sales growth clearly ahead of guidance Growth driven by both Retail and Wholesale TOM TAILOR growth strategy pays off Gross profit Recurring EBITDA Recurring net Income % % % Gross profit margin at 46% on last year s level Cost of materials negatively influenced by higher transport cost, cotton prices and increasing wages Reduction of margin in Wholesale segment offset by growth in the higher-margin Retail segment Recurring EBITDA margin reaches 11,5% (2009: 12.6%) Profitability effected by higher cost of materials as well as upfront costs for new stores Increase of operational result and significant reduction of interest expenses (impact + 9.7m) lead to jump of recurring net income up to 12.4m 24

25 Profit & loss Segment Wholesale: Gaining market share Sales Gross profit Recurring EBITDA Key Figures Wholesale FY % % - 9.0% Comments Pleasant growth of 7.7%; Wholesale represents 69% of Group sales Core markets are up 11.6% mainly driven by Germany, Austria and Switzerland. Although, all core markets increased compared to prior year Within non core markets sales shift from Wholesale to Retail out of taking over Sportina stores in South East Europe and taking over former franchise stores in Hungary Stabilization of Greater Russian markets in second half of FY 2010 due to a recovery of the economy and taking over of the distribution rights Gross margin declined from 40.1% to 38.9% primarily due to higher freight costs in Q4 Recurring EBITDA margin decreases from 12.8% to 10.8% due to sourcing impacts (lower gross margin) 25

26 Profit & loss Segment Retail: Segment reveals its potential Key Figures Retail FY 2010 Comments Expansion in the retail segment leads to impressive growth figure of almost 40% Sales % Lfl growth reaches 16.8% and clearly outperformes the German textile market (3%) Segment Retail represents 31% of Group sales E-commerce lfl-growth by 41.4% and represents 20% of Retail sales Gross profit % 66.0 Stable growth margin development Recurring EBITDA % Strong increase in recurring EBITDA despite higher pre-opening costs due to various store openings Recurring EBITDA margin increases from 12.0% to 13.1% Earnings expected to accelerate in this segment in the coming years 26

27 Capex FY 2010: Used for expansion in controlled distribution areas Capex FY 2010 Comments TOM TAILOR Group Strong expansion of controlled distribution areas leads to Capex of 25.4m Repair & Maintenance Capex 2.4m Wholesale Increase in Capex due to 333 additional shop-in-shops Increase in Capex due to the new opening of 47 additional retail-stores Retail Investments and store equipment amount to 11.7m Taking over of 23 former Sportina franchise stores included in total investments of 27.5m 27

28 Net income and EPS FY 2010: Convincing increase Recurring net income Recurring EPS Reported net income Reported EPS ( ) ( ) 12.4 > 20 x > 7 x ,12 0,

29 Net debt FY 2010: Conservative financing post IPO Usage of IPO proceeds Net debt IPO proceeds *Cash outs Reduction of debt Growth Capex 13 Cost of IPO* Net debt/ recurring EBITDA

30 Transparent and detailed profit view FY Reported EBITDA IPO Cost in P&L Other oneoff cost Recurring EBITDA Depreciation Recurring EBIT Interest Recurring EBT Taxes Recurring net income 30

31 Outlook 2011: Growth & Profitability Net sales: > 400m Sales split: Wholesale 60% Retail 40% EBITDA: 48m - 51 m Amortisation: PPA impact 5.3m ( 8.1m) Interest expenses: decrease due to lower debt level TOM TAILOR on track for future profitable growth 31

32 TOM TAILOR QUESTIONS? ANSWERS! 32

33 TOM TAILOR APPENDIX 33

34 Focus on controlled distribution areas Controlled Distribution Retail / B2C Wholesale / B2B Retail E-commerce Franchise Shop-in-shops Multi-label POS (as of Dec. 31, 2010) 158 in Europe 175 in Europe in Europe ~6.000 worldwide Highlights + 71 stores versus Dec. 31, 2009 Lfl-growth 41.4% to prior year Increasing number and proportion of stores with revenue share-concept Shop-in-shops versus Dec. 31, 2009 Number of POS remains stable 34

35 Contact details Investor Relations Please do get in touch with us: TOM TAILOR HOLDING AG Garstedter Weg Hamburg Dr. Andrea Rolvering Head of Investor Relations & Corporate Communications Tel: +49 (0) Fax: +49 (0) Mobile: +49 (0)

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