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1
INVESTOR PRESENTATIONNovember 2019
2
Information provided during this presentation and responses to various questions may contain
statements relating to current expectations, estimates, forecasts and projections about future events that
are "forward-looking statements" as defined in the Private Securities Litigation Reform Act of 1995.
These forward-looking statements relate to the Company's plans, objectives and expectations for future
operations, including expectations of the results of its business optimization initiative, projected results
of operations, adjusted EBITDA and gross profit. These forward-looking statements are based upon
management's current estimates and projections of future results or trends. Actual results may differ
materially from those projected as a result of certain risks and uncertainties. These factors include, but
are not limited to: the ability of the company to realign aspects of its business based on the business
optimization initiative, the strength of the home renovation and construction sectors; intense competitive
pressures; the outcome of silicosis and other bodily injury claims; regulatory requirements relating to
hazards associated with exposure to silica dust; manufacturing of existing products and managing
required changes in production; economic conditions within any of our key existing markets changes in
raw material prices; fluctuations in currency exchange rates; the success of our expansion efforts in the
United States; unpredictability of seasonal fluctuations in revenues; delays in manufacturing and other
factors discussed under the heading "Risk Factors" in our most recent annual report on Form 20-F and
other documents filed with the Securities and Exchange Commission.
These forward-looking statements are made only as of the date hereof, and neither the Company, nor
any of its respective agents, employees or advisors intend, undertake or have any duty or obligation to
supplement, amend, update or revise any of the forward-looking statements contained in this
presentation, whether as a result of new information, future events or otherwise. The information and
opinions contained in this document are provided as at the date of this presentation and are subject to
change without notice.
This presentation includes certain non-GAAP measures, which should all be considered in addition to,
and not as a substitute for, comparable GAAP measures. A reconciliation of GAAP net income to
adjusted EBITDA, reconciliation of GAAP gross profit to adjusted gross profit, and adjusted net income
are provided below. The Company provides these non-GAAP financial measures because it believes
that they present a better measure of the Company’s core business and management uses the non-
GAAP measures internally to evaluate the Company’s ongoing performance. Accordingly, the Company
believes that they are useful to investors in enhancing an understanding of the Company’s operating
performance. However these measures should not be considered as substitutes for GAAP measures
and may be inconsistent with similar measures presented by other companies.
DISCLAIMER
3
• Leading designer and producer of high-end
engineered quartz surfaces used in
residential and commercial buildings
• Founded in 1987 and HQ in Israel
• Invented and pioneered quartz category
expansion via powerful Caesarstone® brand
• Customer-centered approach built on
culture of safety and high-quality reputation
• 3 production sites in Israel and the U.S.
• Sales of $576M and Adj. EBITDA1 of $75M
in 2018
• Attractive balance sheet and capital position
COMPANY OVERVIEWQuartz
Countertop Inventor
PowerfulBrand
High Quality
PremiumProducts
GlobalReach
StrongGrowthPlatform
3(1) A reconciliation of GAAP metrics to non-GAAP metrics is included at the end of this presentation.
4
Inspiring Design Lovers with Innovative
Products and Solutions Around the World
4
5
DRIVING GROWTH THROUGH INNOVATIVE DESIGN AND COLORS
TREND SETTER
COLOR LEADERSHIP
PROPIETARY
TECHNOLOGY
INNOVATIVE DESIGNS
5
6
PIONEERING INNOVATIVE DESIGNS & TECHNOLOGY
Classico MetropolitanSupernatural
PREMIUM POSTIONING
Wide range of evergreen colors and designs
Inspired by the industrial trend
Proprietary technology
Inspired by nature
Luxurious marble & granite designs
Proprietary technology
6Unrivaled breadth of premium products
7
SUPERIOR VALUE PROPOSITION
Caesarstone quartz products are superior to any other material
Impact Resistant
Scratch Resistant
Stain Resistant
Heat Resistant
Non Porous
Flexible
Easy Fabrication
Multi Functional
Versatile Designs
Food Safety - NSF Certified
7
8
ATTRACTIVE GLOBAL QUARTZ INDUSTRY LANDSCAPE
$105B2 Global Counter-top Market
2010 2016 2018
Quartz Countertop Global Share1
Granite 28% 27% 23%
Quartz 7% 16% 18%
Laminate 17% 10% 10%
8
82%
32%
9%5%
87%
45%
24%
14%
80%
46%
25% 22%
Israel Australia Canada U.S.
2010
2016
2018
Quartz Share of Total Countertop Market (By Volume)
³1
(1) Source: Freedonia July 2019 and February 2017 studies
(2) Source: Freedonia July 2019 study. Sales figures are based on retail price (end-user consumer installed price, which includes installation and other related costs)
(3) Company estimations
Material
Segmentation
(2018 sales)
Marble 9%
Laminate 10%
Other 19%
Solid Surfaces 22%
Engineered
Quartz 18%
Granite 23%
9
2018
Region
Split17% - Canada
7% - Israel
6% - Europe
5% - ROW
23% - Australia
42% - USA
A GLOBAL LEADER IN THE ATTRACTIVE QUARTZ SURFACE MARKET
#1 or #2 player in key regions served
A global market leader with ~7% global
market share (*) (1)
Diversified geographic revenue with
North America portion of ~59%
Focused on high-end residential and
commercial applications
Solid global distribution platform across
approximately 45 countries
2018 by Region
Premium brand, with superior
customer value proposition
70 models and 180 SKUs across
4 distinct product collections
Extensive manufacturing, R&D
and marketing capabilities
(*) By volume
(1) Source: Freedonia July 2019 study; company market share derived fromcompany volume sales data and Freedonia global market size 9
10
MANAGEMENTKEY INITIATIVES
10
11
OUR JOURNEY
Establishing Global
Leadership Team
Enhancing Global
Infrastructure,
Global DNAVision, Strategy, Values,
Organization
Global Growth
Acceleration Plan
Implementation
12
EXECUTING THE GLOBAL GROWTH ACCELERATION PLAN
Go-to-Market Branding
Product
Innovation
Business
Development
People and
Organizations
12
Production
Efficiency
Supply Chain
Excellence
Technology
TransformationProcesses
Re-engineering
Health & Safety
Infrastructure & Efficiency Growth & Innovation
Better allocate resources to reignite growth
13
FINANCIAL SUMMARY & OUTLOOK
13
14
REVENUE & PROFITABILITY
198.8
259.7296.6
356.6
447.4499.5
538.5588.1 575.9
2010 2011 2012 2013 2014 2015 2016 2017 2018
78.3104.3
127.4
162.1
189.7200.2
212.5197.2
165.5
39.4% 40.2%43.0% 45.5% 42.4%
40.1% 39.5%33.5%
28.7%
2010 2011 2012 2013 2014 2015 2016 2017 2018
50.558.8
69.4
91.7
116.6125.7 130.3
100.4
75.2
25.4%22.6% 23.4%
25.7% 26.1% 25.2% 24.2%
17.1%
13.1%
2010 2011 2012 2013 2014 2015 2016 2017 2018
29.834.8
44.0
64.0
82.583.7 81.2
49.8
36.1
15.0%13.4%
14.8%
17.9% 18.4% 16.8%15.1%
8.5%
6.3%
2010 2011 2012 2013 2014 2015 2016 2017 2018
Revenue ($M) Adjusted Gross Profit and % Margin1 ($M)
Adj. EBITDA and % Margin1 ($M) Adj. Net Income and % Margin ($M)
14(1) A reconciliation of GAAP metrics to non-GAAP metrics is included at the end of this presentation.
15
Q3 2019 FINANCIAL PERFORMANCE
$147.7M$142.8M
Q3'18 Q3'19
(1.5%) CCB
( 3.3%)
$43.8M $42.8M
Q3'18 Q3'19
29.7% 29.9%% margin
(2.4%)
$21.6 $22.5M
Q3'18 Q3'19
14.6% 15.8%% margin
4.5%
(10.0%) 4.6% (12.1%) 7.6%
• Increased manufacturing unit costs due
to lower fixed cost absorption
• lower average selling price
• FX headwinds
• Favorable geographic and product mix
• Lower raw material costs
$10.8M $10.0M
Q3'18 Q3'19
$0.31 $0.29Adj. EPS
(7.7%)
Revenue Adj. Gross Profit
Adj. EBITDA Adj. Net Income
CCB:
15
16
OUR MAIN MARKETS
Total Market
72.2M SQM (2.3%)
Marble 5%(1.8%)
Laminates 33%(-0.6%)
Other 17%(2.8%)
Solid
Surfaces 11%(1.6%)
Engineered
Quartz 22%(6.6%)
Granite 12%(1.5%)
Total Market
6.0M SQM (1.4%)
Marble 1%(3.7%)
Laminates 36%(-1.4%)
Other 13%(1.7%) Solid
Surfaces 13%(1.0%)
Granite 12%
(1.1%)
Engineered
Quartz 25%(5.1%)
Total Market
4.4M SQM (1.1%)
Marble 1%(4.8%)
Laminates 35%(-0.8%)
Other 7%(1.2%)
Solid
Surfaces 5%(0.8%)
Engineered
Quartz 46%(2.4%)
Granite 5%(0%)
(1) Source: Freedonia July 2019 study;
16
Countertop Demand by Material1 (By Volume)
(%) CAGR 2018-2023
17
CAPITALIZE ON STRONG NORTH AMERICA OPPORTUNITY
Combined
Canada and
U.S. into one
regionEnhanced
leadership and
synergies
Big box
penetrationU.S. tariffs
on Chinese
imports
17
Improve
channel
management
More
efficiently
streamline
operations
18
STRONG LIQUIDITY, CASH FLOW AND CAPITAL DEPLOYMENT
Disciplined Capital
Deployment
• 3-year avg. above 50%
operating cash flow of Adj. EBITDA
• Prudent management of
capital expenditures at ~4%
of sales since 2016
• Excess capacity to scale
up operations
• Global growth acceleration
plan–strong returns
• M&A flexibility
• Quarterly dividend policy
aligned with profits
(1) As of September 30, 2019
(2) Cash and cash equivalents and short-term
bank deposits as of September 30, 2019
• No bank debt1
• Cash of $116.8M2
18
Strong Capital
Position
Track Record of Cash
Generation
19
POSITIONED TO DELIVER LONG-TERM PROFITABLE GROWTH
Long
Term Target
Gross Margin
32-35%
Adj. EBITDA Margin
17-18%
2018
Performance
Adj. Gross Margin1
28.7%
Adj. EBITDA Margin1
13.1%
Technological
Transformation
North American
OpportunityGo-to-market
Strategy
Production &
Supply Chain
Efficiencies
Accretive
Investments
Leverage
Premium
Brand
19(1) A reconciliation of GAAP metrics to non-GAAP metrics is included at the end of this presentation.
20
THANK YOU
21
APPENDIX
21
22
ADJUSTED EBITDA RECONCILIATION
(1) Consists of legal settlements expenses and loss contingencies, net, in 2017 related primarily to Kfar Giladi arbitration, as well as to product liability claims and other adjustments to on-going legal claims.
(2) One time bonus paid by a shareholder to Company's employees.
(3) Consists of charges to cost of goods sold for the difference between the higher carrying cost of the inventory of two of the Company's subsidiaries- Caesarstone USA's inventory at the time of its acquisition and inventory that was purchased from
its distributor and Caesarstone Australia Pty Limited's inventory that was purchased from its distributor, and the standard cost of the Company's inventory- which adversely impacts the Company's gross margins until such inventory is sold. The
majority of the inventory acquired from Caesarstone USA was sold in 2011, and the majority of the inventory acquired from the Australian distributor was sold in 2012.
(4) Share-based compensation includes expenses related to st
(5) ock options and restricted stock units granted to employees of the Company. In addition, includes expenses for phantom awards granted and related payroll expenses as a result of exercises.
(6) Consists of direct expenses related to a follow-on offering that closed in June 2014.
(7) Relates to an adjustment of provision for taxable employee fringe benefits as a result of a settlement with the Israel Tax Authority and with the National Insurance Institute of Israel.
(8) Relates mainly to non-recurring import related expenses and relocation expenses of Caesarstone USA headquarters (Company's subsidiary).
22
23
ADJUSTED NET INCOME ATTRIBUTABLE TO CONTROLLING INTEREST RECONCILIATION
(1) Consists of legal settlements expenses and loss contingencies, net, in 2017 related primarily to Kfar Giladi arbitration, as well as to product liability claims and other One time bonus paid by a shareholder to Company's employees.
(2) Consists of charges to cost of goods sold for the difference between the higher carrying cost of the inventory of two of the Company's subsidiaries- Caesarstone USA's inventory at the time of its acquisition and inventory that was purchased from its
distributor and Caesarstone Australia Pty Limited's inventory that was purchased from its distributor, and the standard cost of the Company's inventory- which adversely impacts the Company's gross margins until such inventory is sold. The majority
of the inventory acquired from Caesarstone USA was sold in 2011, and the majority of the inventory acquired from the Australian distributor was sold in 2012.
(3) Share-based compensation includes expenses related to stock options and restricted stock units granted to employees of the Company. In addition, includes expenses for phantom awards granted and related payroll expenses as a result of exercises.
(4) Consists of direct expenses related to a follow-on offering that closed in June 2014.
(5) Relates to an adjustment of provision for taxable employee fringe benefits as a result of a settlement with the Israel Tax Authority and with the National Insurance Institute of Israel.
(6) Relates to an adjustment of provision for taxable employee fringe benefits as a result of a settlement with the Israeli Tax Authority and with the National Insurance Intitute of Israel.
(7) Relates mainly to non-recurring import related expenses and relocation expenses of Caesarstone USA headquarters (Company's subsidiary).
(8) Tax adjustments for the three and twelve months ended December 31, 2017 and 2016 were based on the effective tax rates for these periods, respectively.
23
24
ADJUSTED GROSS PROFIT RECONCILIATION
USD (0,000) 2010A 2011A 2012A 2013A 2014A 2015A 2016A 2017A 2018A
Gross profit $78,288 $104,294 $127,395 $162,118 $189,651 $200,225 $212,486 $197,223 $163,414
Non- recurring items (1) $0 $0 $0 $0 $0 $0 $0 $0 $2,104
Adjusted Gross profit $78,288 $104,294 $127,395 $162,118 $189,651 $200,225 $212,486 $197,223 $165,518
% of sale 39.4% 40.2% 43.0% 45.5% 42.4% 40.1% 39.5% 33.5% 28.7%
(1) Relates mainly to non-recurring import related expenses.
24
25
ADJUSTED EBITDA RECONCILIATION
25
Three months ended
September 30,
Nine months ended
September 30,
U.S. dollars in thousands 2019 2018 2019 2018
Reconciliation of Net Income to Adjusted EBITDA:
Net income $ 7,128 $ 10,587 $ 13,137 $ 23,084
Finance expenses, net 4,053 1,551 6,200 1,542
Taxes on income 1,758 1,892 4,849 4,106
Depreciation and amortization (*) 6,755 7,156 21,617 21,538
Legal settlements and loss contingencies, net (a) 1,853 (172) 5,158 5,001
Share-based compensation expense (b) 968 541 2,852 933
Non-recurring import related income - - (1,501) -
Other non-recurring items (c) - - 993 1,157
Adjusted EBITDA (Non-GAAP) $ 22,515 $ 21,555 $ 53,305 $ 57,361
(a) Consists of legal settlements expenses and loss contingencies, net, related to product liability claims and other
adjustments to on-going legal claims, including related legal fees.
(b) Share-based compensation includes expenses related to stock options and restricted stock units granted to employees and directors of the Company.
(c) Relates to non-recurring expenses related to North American region establishment, one time charge related to reduction in headcount,
and in 2018 also relocation expenses of Caesarstone USA headquarters (Company's subsidiary).
(*) Nine months ended September 30, 2019 figures include one time amortization of machinnery equipment with no future alternative use.
(Unaudited)
Caesarstone Ltd. and its subsidiaries
(Unaudited)
26
v
ADJUSTED NET INCOME ATTRIBUTABLE TO CONTROLLING INTEREST RECONCILIATION
26
Nine months ended
September 30,
U.S. dollars in thousands (except per share data) 2019 2018 2019 2018
Reconciliation of net income attributable to controlling
interest to adjusted net income attributable to controlling
interest:
Net income attributable to controlling interest $ 7,128 $ 10,536 $ 13,137 $ 23,039
Legal settlements and loss contingencies, net (a) 1,853 (172) 5,158 5,001
Share-based compensation expense (b) 968 541 2,852 933
Non cash revaluation of lease liabilities (c) 1,123 - 3,349 -
Non-recurring import related income - - (1,501) -
Other non-recurring items (d) - - 2,193 1,157
Total adjustments 3,944 369 12,051 7,091
Less tax on non-tax adjustments (e) 1,063 59 3,249 1,071
Total adjustments after tax 2,881 310 8,802 6,020
Adjusted net income attributable to controlling interest (Non-GAAP) $ 10,009 $ 10,846 $ 21,939 $ 29,059
Adjusted diluted EPS (f) $ 0.29 $ 0.31 $ 0.64 $ 0.84
(a) Consists of legal settlements expenses and loss contingencies, net, related to product liability claims and other
adjustments to on-going legal claims, including related legal fees.
(b) Share-based compensation includes expenses related to stock options and restricted stock units granted to employees and directors of the Company.
(c) Exchange rate diffrences deriving from revaluation of lease contracts in accoradance with FASB ASC 842.
(d) Relates to non-recurring expenses related to North American region establishment, one time charge related to reduction in headcount,
one time amortization of machinnery equipment with no future alternative use, and in 2018 also relocation expenses of Caesarstone USA headquarters (Company's subsidiary).
(e) Tax adjustments for the three and nine months ended September 30, 2019 and 2018, based on the effective tax rates for these periods.
(f) In calculating adjusted diluted (Non-GAAP) EPS, the diluted weighted average number of shares outstanding excludes the effects of
share-based compensation expense in accordance with FASB ASC 718.
(Unaudited)
Three months ended
September 30,
Caesarstone Ltd. and its subsidiaries
(Unaudited)
27
ADJUSTED GROSS PROFIT RECONCILIATION
27
Three months ended
September 30,
Nine months ended
September 30,
U.S. dollars in thousands 2019 2018 2019 2018
Reconciliation of Gross profit to Adjusted Gross profit:
Gross profit $ 42,624 $ 43,771 $ 113,656 $ 126,344
Share-based compensation expense (a) 136 $ 61 274 $ 78
Non-recurring import related income - - (1,501) -
Other non-recurring items (b) - - 1,367 -
Adjusted Gross profit (Non-GAAP) $ 42,760 $ 43,832 $ 113,796 $ 126,422
(a) Share-based compensation includes expenses related to stock options and restricted stock units granted to employees and directors of the Company.
(b) Nine months ended September 30, 2019 figures include one time amortization of machinnery equipment with no future alternative use.
Caesarstone Ltd. and its subsidiaries
(Unaudited) (Unaudited)