Oppenheimer 2013 Consumer Conference. Mark Flaherty, Sr. Vice President and CFO June 25, 2013
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1 Oppenheimer 2013 Consumer Conference Mark Flaherty, Sr. Vice President and CFO June 25,
2 Company Highlights Sally Beauty Holdings is a leading international specialty retailer and distributor of professional beauty products Annual consolidated sales of over $3.5 billion Strong cash flow generation Approximately 4,560 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 March 31,
3 Overview of Our Business Consolidated Fiscal 2012 Results Segments Customers Retail consumers 75% of sales Professional stylists, small salons, chair/suite rentals 25% of sales Stores Chair/suite rentals 65% of sales Full Service Sales small to medium sized salons 35% of sales 3 FY2012 Financials Sales of $2.2b, up 9.2% SSS growth of 6.5% Operating income of $430m Profit margin of 19.5% Sales of $1.3b, up 5.4% SSS growth of 6.1% Operating income of $183m Profit margin of 13.8%
4 Our Customer Open-Line Retail Exclusive / Full-Service Distribution: 3,357 stores 1,201 stores 944 consultants Customers: Professional stylists Salons ` $ Value Retail Consumers $$$ High-end SBH plays an important role in the supply chain Note: Store count as of March 31,
5 Stable & Consistent Industry Growth ($ in billions) $5.0 $4.5 $4.0 $3.5 $3.0 $2.5 $2.0 $1.5 $1.6 $1.7 $1.8 Recession Resistant Industry $2.0 U.S. Salon Industry Product Sales (at wholesale $ s) $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 Growth of 5.8% $4.2 $4.5 $1.0 $0.5 $- 5 Source: Professional Consultants & Resources, 2012 Study. (1) Based on manufacturer sales of professional beauty supplies in the U.S.
6 Industry Channels of Distribution (U.S.) Sally Beauty Holdings 2012 estimated U.S. channel share is over 32% Direct Manufacturer direct to manufacturer-owned salons or high-end salons Open-Line Distributes professional product to the public via retail stores Mega-Salon Manufacturer direct to large-format salons 13% (2) $0.5B 34% (2) $1.6B 13% (2) $0.6B Professional Beauty Products ~$4.49 billion (1) Distribution Channels 40% (2) $1.8B Exclusive / Full-Service Third party distribution to salons and beauty professionals via sales force and professional only stores Competition: L Oreal s Competition: Local and regional operators 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 manufacturerlevel sales for professional beauty supplies were approximately $4.49 billion. The $4.49b includes all categories for professionals including haircare, hair color, nailcare, hard goods, sundries, etc. (2) Represents an estimated breakdown of salon haircare product sales in 2012 by channel of distribution. 6
7 Business Overview
8 Sally Beauty Supply: Overview Sally Beauty Supply global footprint 3,357 (1) stores worldwide 2,660 stores in U.S. (including Puerto Rico) 697 stores in Canada, the UK, Ireland, Belgium, Netherlands, France, Germany, Spain, Chile & Mexico Average store size 1,700 sq. ft., 90% selling space Professional open-line business - merchandise assortment not available through mass retailers Destination for Professional hair care and solutions (1) As of March 31,
9 Strong, Consistent Financial Track Record Sally Beauty Supply Net Sales ($ in millions) $2,400 $2,000 $1,600 $1,200 $1,132 $1,208 $1,296 $1,359 $1,419 $1,567 $1,673 $1,696 $1,835 $2,012 $2,199 $1,115 Growth of 2.2% $800 $400 $ YTD13 Sally Beauty Supply Same Store Sales Growth 8.0% 6.0% 4.0% 2.0% 0.0% 6.8% 6.0% 5.7% 6.3% 6.5% 3.8% 4.1% 2.7% 2.7% 2.4% 2.4% 2.7% 2.1% 1.2% 0.00% YTD13 9
10 Sally Beauty Supply: Merchandise Offering We offer a diversified mix of beauty products Ethnic Products Brushes, Cutlery and Accessories Electrical Appliances 14% 8% 10% Other Beauty Items 8% 16% 22% 22% Hair Care Hair Color Almost 45% of Sales from Hair Care & Color Skin and Nail Care Note: Percentage of sales by merchandise category for fiscal year
11 Sally Beauty Supply Growth Initiatives Growth Initiatives Expand store base organically and through acquisitions; domestic and international Plan to grow store base 4 to 5 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 4,000 3,000 2,000 1,000 0 Openings Organic Acquisition Worldwide Sally Beauty Supply Stores 2,511 2,694 2,844 2,923 3,032 3,158 3, Sally Beauty Supply Store Economics (USD) Capital Required $70k Average Inventory $85k Customer mix shift to retail Shift to exclusive brands Low-cost sourcing Positive Contribution Margin Cash Payback on Investment 4 Months 2 Years 11
12 CRM and Beauty Club Card Driving Sales 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 3 rd 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 7 million members today BCC members represent ~50% of retail sales Members shop more often and spend more per visit BCC database tracks customer shopping behavior $5.00 fee for card; annual renewal Provides rewards for purchases Provides insight into customers hair care regime 12 Provides ability to target communication based on customer behavior
13 Grow Sally Beauty Supply Internationally Existing International Platform Long-Term Store Growth Potential (1) 697 Sally Beauty stores located in 10 countries Stores located in Canada, the UK, Ireland, Belgium, France, Netherlands, Germany, Spain, Chile & Mexico 22% of Sally Beauty Supply sales from international Sales mix differs from U.S. ~80-85% professional ~15-20% retail (Canada) (Mexico) 158 (UK / Ireland) 258 (Belgium, France, Germany, Spain, Netherlands) Current (Chile) 37 Other South American Countries 0 Potential ~250 ~250 ~ ~45 green field (1) Store count as of March 31, Total 697 ~1,
14 Beauty Systems Group: Overview Beauty Systems Group 1,201 professional stores & 994 professional distributor sales consultants 1,042 company-operated / 159 franchised stores (Armstrong McCall) 994 professional distributor sales consultants Average store size 2,700 sq. ft. Sells to salons and salon professionals Professional exclusive / full-service business includes merchandise assortment of premium brands sold through salons and not available in mass or at Sally stores (1) BSG operates stores under the CosmoProf service mark. As of March 31,
15 BSG: Strong, Consistent Financial Track Record ($ in millions) BSG Net Sales $1,400 $1,200 $1,000 $800 $600 $400 $200 $0 20.0% 16.0% 12.0% 8.0% 4.0% 0.0% (4.0%) 5.8% $535 $616 $802 $895 $954 $945 $975 $ YTD % 14.4% 8.3% BSG Same Store Sales Growth 4.4% 4.6% 8.5% (0.6%) 4.1% 10.1% 6.9% $1, % $1,257 $1, % 5.5% 6.1% YTD13 $689 Growth of 3.8% 3.4% 15
16 BSG: Merchandise Offering We offer a diversified mix of beauty products not carried in Sally stores or mass retail Skin and Nail Care Promotional Items Electrical Appliances 10% 12% 5% Other Beauty Items 7% 36% Hair Care 30% Hair Color Almost 70% of Sales from Hair Care & Color Note: Percentage of sales by merchandise category for fiscal year
17 Beauty Supply Group Growth Initiatives Growth Initiatives Expand store base organically Further penetrate existing geographies Enter new territories Opened 39 net new stores in FY2012 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 opportunities 1, Openings Organic Acquisition BSG Stores 1,151 1, , BSG Store Economics Capital Required $80k Average Inventory $150k Positive Contribution Margin 4 Months Cash Payback on Investment 2 Years 17
18 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 18
19 Consolidated Financial Results
20 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 $700mm of 5.75% Senior Notes due 2021 Targeted consolidated pro forma leverage ratio of 2.0x 2.5x Ample liquidity Long-term debt (as of 3/31/13) Maturity Profile (as of 3/31/13) (2) Amount ($mm) % of Total Debt 5.750% Senior Notes (FY2022) $ % 6.875% Senior Notes (FY2020) $ % ABL $ % Other (1) $ % Total Debt $1, % Total Capitalization $1, % Strong cash flow ABL Revolver of $400 million On Sept. 5, 2012, issued $150 million aggregate principal amount of 5.75% Senior Notes due Funds to be used for general corporate purposes $1,000 $900 $800 $700 $600 $500 $400 $300 $200 $100 $- $750 $ 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.
21 Sales and EPS Growth for total Company Sales EPS (ADJUSTED) ($ in millions) $3,500 $3,000 $2,500 $2,514 $2,648 $2,637 $2,916 $3,269 $3,524 $1.42 $ % YoY $1.00 $0.80 $0.77 $ % YoY $2,000 $1,500 $0.60 $0.44 $0.52 $1,000 $0.40 $0.32 $500 $0.20 $0 (1) FY07 FY08 FY09 FY10 FY11 FY12 $ Same Store Sales 4.5% 2.6% 1.8% 4.6% 6.1% 6.4% Net Income $59.5 $80.5 $95.9 $142.4 $200.3 $267.2 (1) Includes a negative impact from unfavorable foreign currency exchange of $86 million, or 3.2% of sales. 21
22 Investment Highlights Leader in Stable, Growing Professional Beauty Supply Channel Multi-channel Platform with Differentiated Value Proposition Solid Growth Potential Strong, Consistent Financial Track Record Significant Cash Flow Generation Experienced and Motivated Management Team 22
23 Addendum: Adjusted EBITDA Reconciliation Adjusted EBITDA and EPS Reconciliation ($ in millions) Adjusted EBITDA FY06 FY07 FY08 FY09 FY10 FY11 FY12 1Q13 Net Earnings (GAAP) $ $ 44.5 $ 77.7 $ 99.1 $ $ $ $ 59.0 Interest expense, net of interest income $ $ 26.7 Provision for income taxes $ $ 36.2 Depreciation and amortization $ 64.7 $ 16.8 Share-based compensation $ 16.9 $ 9.1 Transaction expenses (1a, 1b) Sales-based service fee charged by Alberto-Culver Non-recurring items Litigation settlement and non-recurring charges (27.0) Adjusted EBITDA $ $ $ $ $ $ $ $ Adjusted net earnings and adjusted diluted earnings per share Net Earnings (GAAP) $ $ $ $ 59.0 Marked-tomarket adjustment for certain interest rate swaps $ (2.4) Loss on extinguishment of debt Interest expense on redeemed debt Amortization of deferred financing costs Litigation settlement and non-recurring items, net (2) (21.3) Tax provision for the adjustments to net earnings (19.2) - Adjusted net earnings $ $ $ $ 59.0 Diluted adjusted net earnings per share (non-gaap): $ 0.77 $ 1.07 $ 1.42 $ 0.32 Diluted GAAP net earnings per share: $ 0.78 $ 1.14 $ 1.24 $ (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 (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.
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