We do what we say we will do.

Transcription

1 We do what we say we will do. Investor Presentation 1 November 2013

2 Forward-Looking Statements Certain statements in this document are forward-looking statements, which reflect management s current beliefs and expectations regarding the DATA Group s future growth, results of operations, performance, and business prospects and opportunities. Forward-looking statements involve risks and uncertainties related to factors that could cause actual results to differ materially from anticipated results, including those factors discussed in the DATA Group s periodic filings with Canadian securities regulatory authorities. Should one or more of these risks or uncertainties materialize, or should assumptions underlying the forwardlooking statements prove incorrect, actual results may vary materially from those described in this document. Unless required by applicable securities law, the DATA Group does not intend and does not assume any obligation to update these forwardlooking statements. 2

3 Agenda DATA s Strategic Growth Plan Q3 Results Dividends Value proposition and capabilities Industry Dynamics The data supports our growth plan Social Responsibility Investor Highlights Summary 3

4 DATA at a glance DATA s Strategic Growth Plan Launched February 2011 Our Goals Achieve sustainable growth in the markets we have defined; Document Management Marketing Communications New capabilities in growing areas. Aggressive selling efforts. Radical cost reductions in legacy business. 4

5 DATA S DATA s Growth Plan Transform our Capabilities Launch new products and services that will transform DATA into a leading Business Communications Outsourcing provider We re the ones that make document intensive processes work better not just the actual print, but the entire process. Through greenfield start up as well as acquisitions In the areas of digital communication and outsourcing services for Document Management and Marketing Communications Leverage our current assets to sell the new products and services; Strong blue chip customer relationships National presence Experience with developing customized solutions New products and services generally require less capital cost than traditional printing 5

6 DATA S Growth Plan Strong DATA at Core Fueling a glance New Growth Aggressive sales effort to win market share in our core business Adding new sales talent and leadership Expanding into the U.S. with existing clients Stable customer relationships Due to our strong customer service ( We do what we say we will do ) and the critical nature of our service 6

7 DATA S Growth Plan Strong DATA at Core Fueling a glance New Growth Aggressive Cost Savings Aggressive cost reduction programs $12 million an annualized savings realized YTD. 7

8 DATA S Growth Plan Mission Statement DATA is a communications management company. We excel by providing exceptionally innovative and reliable marketing and document management solutions in electronic and print media. We begin by understanding our client s needs. Then we combine our talented people and progressive technology to provide solutions that grow revenue, reduce costs and avoid risk. 8

9 Results of the Strategic Growth Plan 9

10 Financial Results Early growth plan was implemented Revenue and Adjusted EBITDA stabilized in Revenue and gross profit grew in 2012, while Adjusted EBITDA declined due to investment in our growth strategy YTD revenue and Adjusted EBITDA have declined due to investment in our growth strategy and decline in core business market share 10

11 New Talent to Support Growth 2010 to Significant change in Senior Management to support the growth strategy New Chief Executive Officer New VP Sales and Marketing (DATA East division) New Chief Information Officer New VP of Digital Marketing Solutions New VP, Strategic Services (DATA East division) New VP, Digital Print Operations & Marketing Campaign Management New VP, Document Process Management 11

12 New Products and Services Web Based Direct Marketing Launched September 2011 Direct Marketing via , web pages, mobile messaging. Creative design and copy writing services for marketing programs. Compliments our existing direct mail services. Steady growth in sales volume since inception. 12

13 New Products and Services FSA Group and FSA Datalytics Acquired November 2011 Acquired The Fulfillment Solutions Advantage Inc. ( FSA ) Markham, Ontario based direct marketer. Focused on digitally printed direct mail, fulfillment and related call center services. Acquired a 70% (now 100%) interest in FSA Datalytics Canada Inc. ( Datalytics ) Provides data analysis services for smart direct marketing programs (i.e., predictive purchasing behaviour of consumers, social media monitoring of marketing programs, etc.). Helps direct marketing programs send relevant, effective marketing offers to consumers who are most likely to respond positively., Expands DATA s marketing communications services and fits well with our web based direct marketing and creative design services. $19.4 million in annual revenue 13

14 New Products and Services Document Process Management Launched September 2012 Outsourcing of document intensive business functions from our customers to DATA. New revenue opportunity for DATA by adding services that address entire document lifecycle. Workflow automation, call center services, scanning, archiving and storage of completed documents. Excellent fit with current Document Management Services offering and customer base. Research indicates strong demand and future category growth. Low capital expenditure requirements. First clients won and sales funnel expanding. 14

15 New Products and Services Marketing Campaign Management Launched October 2012 Software that automates marketing campaign planning and development. This creates collaborative workflow between our clients, their advertising agencies, and fulfillment of the campaign by DATA. New revenue opportunity for DATA by adding services that address entire marketing campaign workflow. Makes our client s more competitive by helping create more effective campaigns, faster campaign development and by reducing their costs. Excellent fit with current product/service offering and customer base. Research indicates strong demand and future category growth. Low capital expenditure requirements. First client won and successfully implemented. 15

16 New Products and Services Managed Business Communications Services Launched Q All of DATA s new products and services, bundled together with our traditional print management services, into a comprehensive offering. Delivers cost reduction and revenue enhancement for our clients. Marketed as a single source, multi-year outsourcing solution. Addresses management of administrative documents and marketing communications requirements of our clients. Creates expanded, consultative, long term relationship between DATA and existing clients in areas that are aligned with our growth strategy. Low capital expenditure requirements. Major financial institution won and implemented for North America. 16

17 U.S. Expansion U.S. expansion with selected existing clients Launched Q Expand relationship with existing clients who have U.S. operations by offering our Managed Business Communications Services on a North American basis. Allows DATA to expand into the U.S. with the support of multi-year, single sourcing agreements with known clients. Provides a solution for our clients that addresses their broader business needs all of North America. Low capital expenditure requirements. First client won and implemented. This is a large Canadian financial institution with significant U.S. operations. DATA established a location in the Chicago area and began shipments to locations across the U.S. 17

18 2013 Financial Results Revenue decreased 7.5% vs Due to competitive activity and technological change Revenue Q C$ Millions Q Q

19 2013 Financial Results Gross Profit decreased 10.2% vs Due to revenue decline, partially offset by cost savings Q3 Gross Profit 30.0 C$ Millions Q Q

20 2013 Financial Results Adjusted EBITDA decrease due to investment in our growth strategy and revenue decline. Q3 Adjusted EBITDA 9.0 C$ Millions Q Q

21 Balance Sheet Balance Sheet Selected Balance Sheet Information September 30, 2013 (C$ millions) December 31, 2012 (C$ millions) Cash & Equivalents - - Net Working Capital Revolving Bank Facility Convertible Debentures Total shareholder/unitholder equity Senior Debt/Adjusted EBITDA ratio of 2.07 at September 30,

22 Financial Financial Results Results 2013 Financial Results YTD Revenue Q3 Revenue decrease due to competitive activity and technological change C$ Millions Q Q

23 2012 Financial Results 2013 Financial Results YTD Gross Profit decreased by 7.5% vs Due to revenue decline, partially offset by cost savings YTD Q3 Gross Profit C$ Millions Q Q

24 Financial Financal Results Adjusted EBITDA decrease due to investment in our growth strategy and revenue decline. YTD Q3 Adjusted EBITDA C$ Millions Q Q

25 Dividends Dividends November 8, 2013 Our transformation will take a number of years and will require a continued and intensely focused effort. Consequently, the Board of Directors has decided to suspend our dividend, effective immediately, until further notice. The funds will be redirected to debt repayment as well as investment in new capabilities, talent and cost reducing initiatives all of which will fuel our goal of long term enterprise value appreciation for investors. 25

26 Value Proposition and Capabilities 26

27 Value Proposition Customer Value Proposition DATA offering Document Management solutions Marketing Communications Stable operational and financial platform Managed Business Communications Services Customer Value Reduce costs Build revenue Avoid risk All of the above Market Differentiation Superior economic value delivered in terms of cost saving and revenue enhancement for our clients. DATA s range of products and services, and geographic scope of services, are the key drivers of this. Outstanding customer service; on time, full delivery of promises made. We do what we say we will do. 27

28 Value Proposition Strong Document Management Market Position Over $150 million in annual Document Management revenue We provide services for the total document lifecycle Destruction Archiving (paper or electronic) Destruction Archiving (paper or electronic) Data entry / extraction Filing (paper or electronic) Scanning Data entry / completed documents extraction Scanning Mailing completed documents Send for approval or filling Mailing out Filling out Send for approval or filling out Filling out Printing Printing Creative / Design Document Creative prep and / review Design Document Administrative prep costs and review Administrative Warehousing / costs Archiving Warehousing Fulfillment / / Archiving Distribution Inventory Fulfillment / obsolescence Distribution Inventory obsolescence 28

29 Value Proposition Strong Marketing Communications Market Position Approximately $70 million in annual Marketing revenue We provide services for the total direct marketing and marketing promotional print lifecycle. Creative Design and Copy Marketing Campaign Management Call Center Services MARKETING Consumer & Social Media Data Analysis Fulfillment Fulfillment Printed Marketing Material E-Marketing web pages, , mobile 29

30 Value Proposition Blue Chip Customers Multi-year, multi-product contractual relationships Majority of top 25 customers > 10 year relationships No single customer > 10% of our total revenue 30

31 Value Proposition Strong Core Strong current product mix to leverage industry growth areas DATA s Product Mix aligns with industry growth areas: (see slide for industry data) Labels Digital Marketing Solutions Digital Document Management Document Process Outsourcing 31

32 Industry Dynamics Research data supports our strategic plan 32

33 Industry Dynamics Evolving to blended digital & paper solutions, professional services and document outsourcing Increase in digitization Blending electronic and paper based solutions Increase in Professional Services Document Management technology solutions Marketing Services (content management, data analysis, creative design, program management) Increase in outsourcing of document related functions In-house printing, graphic design, scanning, archiving, call centers Decline in long run printed products Phone books, newspapers, catalogues, magazines, forms Sources: Infotrends: U.S. Document Outsourcing Market Forecast (November 2010) Infotrends: Evolution of Document Process Outsourcing (February 2011) 33

34 Industry Dynamics There s growth if you know where to look! E-marketing growing 20% Outsourcing of document related processes growing 14.5% Digital colour printing growing 9% Data and content management growing 5.2% Pressure sensitive labels growing 4.8% Document print outsourcing growing 2.2% Direct mail growing 2% Sources: Kodak: Canadian Media Directors Council Media Digest, Statistics Canada Infotrends: U.S. Document Outsourcing Market Forecast (November 2010) Infotrends: Evolution of Document Process Outsourcing (February 2011) Converting Quarterly: AWA Label Release Liner Industry (September 2010) 34

35 Industry Dynamics Opportunity for the right companies Customers are seeking help with increasingly complex, blended electronic and paper options Opportunity for trusted, innovative, single-source providers to expand Add new products and services for existing clients Take market share from slower moving competitors Sources: Infotrends: U.S. Document Outsourcing Market Forecast (November 2010) Infotrends: Evolution of Document Process Outsourcing (February 2011) 35

36 Social Responsibility We are committed to employment equity We are committed to the environment We are committed to maintaining a safe workplace We support charities in our communities For more information on our programs visit 36

37 Investor Highlights Summary Strategic Growth Plan Grow profitability through transformational revenue growth and aggressive cost reduction. Revenue growth fueled by; aggressive market share gains in our core markets, new product development, bundled solutions, selective U.S. expansion, acquisitions. Cost reduction program launched in late 2012 that has generated $12 million in annualized savings in YTD Moderate cap-ex requirements. Financial Strategy Reduce debt Invest in our growth strategy TSX symbols Shares: DGI million shares outstanding Debentures: DGI.DB.A 37

38 For more information: Michael Suksi PRESIDENT AND CEO Paul O Shea CFO poshea@datagroup.ca TSX symbols: DGI (shares) and DGI.DB.A (debentures) 38

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