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Monro, Inc.Fourth Quarter Fiscal
2020Earnings Call
May 28, 2020
Certain statements in this presentation, other than statements of historical fact, including estimates, projections, statementsrelated to our business plans and operating results are forward-looking statements within the meaning of the PrivateSecurities Litigation Reform Act of 1995. Monro has identified some of these forward-looking statements with words suchas “anticipates,” “believes,” “expects,” “estimates,” “is likely,” “predicts,” “projects,” “forecasts,” “may,” “will,” “should,” and“intends” and the negative of these words or other comparable terminology. These forward-looking statements are basedon Monro’s current expectations, estimates, projections and assumptions as of the date such statements are made, and aresubject to risks and uncertainties that may cause results to differ materially from those expressed or implied in the forward-looking statements, to include the significant uncertainty relating to the duration and scope of the COVID-19 pandemic andits impact on our customers, executive officers and employees. Additional information regarding these risks anduncertainties are described in the Company’s filings with the Securities and Exchange Commission, including in the “RiskFactors” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations” sections of ourmost recently filed periodic reports on Forms 10-K and Form 10-Q, which are available on Monro’s website athttps://corporate.monro.com/investors/financial-information/. Monro assumes no obligation to update or revise theseforward-looking statements for any reason, even if new information becomes available in the future.
In addition to including references to diluted earnings per share (“EPS”), which is a generally accepted accountingprinciples (“GAAP”) measure, this presentation includes references to adjusted diluted earnings per share, which is a non-GAAP financial measure. Monro has included a reconciliation from adjusted diluted EPS to its most directly comparableGAAP measure, diluted EPS in Slide 8. Management views this non-GAAP financial measure as a way to better assesscomparability between periods because management believes the non-GAAP financial measure shows the Company’score business operations while excluding certain non-recurring items and items related to our Monro.Forward or acquisitioninitiatives.
This non-GAAP financial measure is not intended to represent, and should not be considered more meaningful than, or asan alternative to, its most directly comparable GAAP measure. This non-GAAP financial measure may be different fromsimilarly titled non-GAAP financial measures used by other companies.
Safe Harbor Statement and Non-GAAP Measures
2
COVID-19 Response
Executing on Key Priorities During This Critical Period
3
Protecting the well-being of our
teammates
Promoting the safety of our
customers and communities
Prioritizing health &
safety in all aspects of
our business
Providing essential services to
support customers’ needs and
delivering a consistent 5-star
experience
Maximizing financial flexibility
and operating on a cash flow
positive basis in COVID-19
environment
Ensuring business
continuity to serve our
customers
Executing strategic
Monro.Forward initiatives
Streamlining costs and rapidly
adjusting plans to strengthen
operating performance
Emerging stronger post
COVID-19 crisis
COVID-19 Response
Prioritizing Health and Safety in All Aspects of Our Business
4
Protecting the Health and Well-being of Our Teammates and Customers:
Enhanced daily cleaning procedures and rigorous hygiene protocols
Offering key drop and contact-less services
Following CDC social distancing and PPE guidelines
Reduced operating schedule in stores and remote working where feasible
Extending expiration of vacation days for teammates impacted by COVID-19
COVID-19 Response
Ensuring Business Continuity to Serve Our Customers
5
Operations Update
Stores remain open to provide essential services
Reducing store hours and aligning labor to match
demand levels
Opportunity to flex cost structure and accelerate
transformation initiatives
Leveraging diverse supply chain
Ready to capitalize on the improving sales
environment
Financial Update
Solid balance sheet and strong liquidity providing
ample flexibility to support business operations
Operating on a cash flow positive basis in current
environment
Deferring store reimage and rebrand initiative, as
well as other non-essential investments
Pausing M&A during this uncertain time
Monro.Forward Progress Update
Modernized store infrastructure, including new digital phone system, progressing as
planned
Expanded Amazon.com collaboration at more than 1,000 stores, supporting
omnichannel efforts
Enhance Customer-
Centric Engagement
Monro.Forward Progress Positions Us Well to Emerge Stronger Post COVID-19 Crisis
6
Data-driven store scheduling and staffing software in pilot stages with full rollout
expected to be completed by Q2FY21
Optimizing staffing schedules during COVID-19 crisis and beyond
Accelerate Productivity
& Team Engagement
New pricing and category management technology to drive margin improvement and
optimize product portfolio in pilot stages, rollout to be completed by end of Q2FY21Optimize Product &
Service Offering
Strong performance of rebranded stores prior to COVID-19
Substantially completed transformation of 42 recently acquired California stores in
Q4FY20
Pre-COVID plan to close 42 stores, six in Q4FY20 and 36 in Q1FY21, to streamline
portfolio supported by data analytics
Improve Customer
Experience
-10.5%
-8.5%
-6.5%
-4.5%
-2.5%
-0.5%
1.5%
3.5%
4QFY19 1QFY20 2QFY20 3QFY20 4QFY20
Fourth Quarter Fiscal 2020 Highlights
Comparable store sales of -9.5% driven by a
substantial decrease in traffic since mid-March due
to COVID-19 restrictions, as well as soft winter
weather conditions in January and February
Sales from new stores added $23.5M, including
sales from recent acquisitions of $21.9M
Navigating Uncertain Environment and Challenges Related to COVID-19
Maintenance: -8%
Tires: -9%
Front End/Shocks: -10%
Brakes: -11%
Alignments: -11%
Q4FY20
Key Highlights
Q4FY20
Key Highlights
7
Quarterly Comps Trends
1
Monthly Comparable Store Sales
1Results are adjusted for days
2Through 5/26/2020
-50.0%
-40.0%
-30.0%
-20.0%
-10.0%
0.0%
Jan-20 Feb-20 Mar-20 Apr-20 May-20
MTD2
Results Impacted by COVID-19 Crisis and Soft Winter Weather Conditions
Fourth Quarter Fiscal 2020 Results
1Q4FY19 and FY19 same store sales results are adjusted for days.2Excluded costs in Q4FY20 include $.10 per share of impairment costs related to planned store closures, $.05 per share of additional store impairment costs, $.03 per share of costs related to Monro.Forward initiatives, $.01 per share of costs related to litigation settlements and $.01 per share of
one-time costs related to the Company’s headquarters expansion. Excluded costs in Q4FY19 include $.01 per share of costs related to Monro.Forward initiatives and $.01 per share of costs related to acquisition due diligence and integration. Excluded costs in FY20 include $.15 per share of store
impairment costs, $.09 per share of costs related to Monro.Forward initiatives, $.03 per share of costs related to acquisition due diligence and integration and $.02 per share of additional one-time costs related to litigation settlements and the Company’s headquarters expansion. Excluded costs in
FY19 include $.06 per share in costs related to Monro.Forward initiatives, $.01 per share of non-recurring corporate and field management realignment costs and $.02 per share of costs related to acquisition due diligence and integration.3Adjusted Diluted EPS is a non-GAAP measure that excludes certain non-recurring items and items related to our Monro.Forward or acquisition initiatives. A reconciliation of net income to adjusted net income and diluted EPS to adjusted diluted EPS is included in our earnings release dated May
28, 2020. 8
Q4FY20 Q4FY19 Δ FY20 FY19 Δ
Sales (millions) $286.1 $287.2 (0.4%) $1,256.5 $1,200.2 4.7%
Same Store Sales1 -9.5% 0.5% (1,000 bps) -2.3% 2.3% (460 bps)
Gross Margin 35.7% 38.3% (260 bps) 37.9% 38.8% (90 bps)
Operating Margin 0.1% 9.9% (980 bps) 8.1% 10.6% (250 bps)
Diluted EPS ($.12) $.50 (124.0%) $1.71 $2.37 (27.8%)
Excluded Costs2 $.20 $.02 $.29 $.09
One-time income tax benefit - - - ($.06)
Adjusted Diluted EPS3 $.08 $.52 (84.6%) $2.00 $2.40 (16.7%)
Fourth Quarter Fiscal 2020 EPS Bridge
9
($0.30)
($0.12)
$0.08 ($0.10)
($0.10) ($0.12)
$0.50
-$0.20
-$0.10
$0.00
$0.10
$0.20
$0.30
$0.40
$0.50
$0.60
Q4 FY19 DilutedEarnings Per Share -
GAAP
Impact of -9.5% CompSales
COVID-19 BusinessImpact
Q4 FY20 AdjustedDiluted Earnings Per
Share
Planned StoreClosures
Other N/GAdjustments
Q4 FY20 DilutedEarnings Per Share -
GAAP
1Other N/G Adjustments includes $.05 related to store impairment charges, $.03 of one-time costs related to the store rebrand and reimage initiative, $.01 in provisions for legal settlements and $.01 in one-time costs related to the HQ expansion.
1
Maximizing Financial Flexibility
We Have Taken Proactive Measures to Operate on a Cash Flow Positive Basis During COVID-19 Pandemic
10
Disciplined Capital Allocation
Fiscal 2020
Capex of $55.9M, of which $25M was related to
store rebrand and reimage
Spent approximately $104M on acquisitions
Paid $30M in dividends during FY20
Near-term Priorities
Deferring non-critical capex including store
rebrand and reimage initiative
Pausing M&A during this uncertain time
Paying dividend in June 2020
Additional Actions to Enhance Financial Flexibility
Drew down remaining $350M from revolving credit facility in March 2020
Reducing selling, general and administrative expenses with focus on flexing cost structure
Bolstering working capital position
Strong Balance Sheet and Liquidity
Healthy Balance Sheet and Ample Liquidity to Support Ongoing Business Operations
Strong liquidity position of ~$375M as of May 26, 2020
Generated $120M of operating cash flow during FY20
Net bank debt of $221M as of March 2020
Net debt-to-EBITDA ratio as of March 2020 of 3.29x
11
Fiscal 2020 Accomplishments
Strong Progress on Building a Scalable Platform For Sustainable Growth
12
Store Rebrand and Refresh Initiative: Completed transformation of 219 stores to date, migrating 71 stores to a
tire-oriented brand, with rebranded stores in key markets outperforming store base
Investments in Technology: Launched pilot stages of network infrastructure upgrade, store staffing cloud-based
model and tire category management pricing tool, which are all progressing on track
Strategic Acquisitions: Completed acquisitions of 89 stores and one distribution center, expanding geographic
footprint into the attractive Western region and further solidifying position in the South
Expansion of Amazon.com Collaboration: Expanded collaboration to over 1,000 stores in 32 states in Q1 FY21
to support online tire retailer installation strategy and omnichannel efforts
Customer Experience: Executed customer satisfaction and online reputation management program across store
base to drive increased online reviews and star rating to all-time high of 4.6
1
2
3
4
5
Fiscal 2021 Outlook
While Environment Remains Uncertain, We Are Focused on Elements in Business Within Our Control
and Are Well-Positioned to Deliver Long-term Value Once the COVID-19 Crisis Subsides
13
Not issuing FY21 guidance at this time due to uncertainty surrounding COVID-19 pandemic
Expect COVID-19 to have a significant impact on Q1 FY21 results
Streamlining costs and making continued progress on Monro.Forward initiatives to emerge
stronger once pandemic subsides
Rollout of cloud-based store scheduling model and tire pricing tool by end of Q2 FY21 will be
critical to driving margin improvement
Cautiously optimistic for demand recovery following the suspension of stay-at-home orders
Well-positioned to capitalize on significant opportunities for M&A post COVID-19 crisis
Appendix
14
Fiscal 2021 Outlook – Financial Assumptions
15
Assumptions as of May 28, 2020
Tire and Oil Costs Stable to slight decrease year-over-year
Interest Expense ~$30 million to ~$32 million
Depreciation and Amortization ~$72 million to ~$78 million
Tax Rate ~24%
Capital Expenditures ~$25 million to ~$45 million
Weighted Average Number of Diluted
Shares Outstanding~34 million
Planned Store Closure Costs in Q1 FY21 ~$2.5 million
Store Closure Operating Income Benefit ~$3.8 million
Fixed Cost Reductions ~$10 million to ~$15 million
7 Stage Transformation Process from Beginning to End Takes ~17 Weeks
161Steps are only required for stores that are being rebranded from service format to tire format
BEFORE AFTER
Store Readiness
for Change
Parts Inventory
Rebalanced1
Inventory Assortment
Reset for Tire Focus1
Store Team Trained
on New Operating
Procedures
Store Inventory Storage
Configured for Tires1
Store Exterior Painted
and New Signage
Installed
Store Interior Remodel
and Technology
Installed
~17 WEEKS
Store Refresh Transformation Timeline
Monro.Forward: Investments in Technology
Significant Investments in Technology to Support Monro.Forward Strategy
17
Area Strategic Rationale Timing
Business Intelligence • KPI dashboards for stores and management• Launched in Q4 FY18
• Ongoing company-wide expansion
Monro University
Learning Management System
• Ensures consistent onboarding and teammate training
• Develop clear career paths
• Deliver standard operating procedure training
• Launched in Q3 FY19
• Ongoing expansion across store base
Store Network
Infrastructure Upgrade
• Enable and support cloud based merchandising strategy
• Enable customer-facing technology
• Installed in 840 stores
• To be implemented across base by Q1
FY21
Digital Phone and Customer
Communication System
• Eliminate cost of analog phone system
• Simplify phone execution for store personnel
• Enable customer-centric call and text messaging management
• In more than 700 stores
• To be implemented across base by Q1
FY21
Store Staffing Model &
Scheduling System
• Eliminate paper-based scheduling
• Optimizes store staffing and day part scheduling
• Improves part-time scheduling capabilities
• Pilot in Q4 FY20
• To be launched across base by Q2 FY21
Tire Category Management &
Pricing System
• Enterprise solution to dynamically manage pricing at the SKU level
• Partially automates optimization of tire volume/margins by providing
real-time elasticity
• Pilot launched in Q4 FY20
• To be launched across base by Q2 FY21
Cloud-Based Car Inspection
Scanning Tool
• State of the art technology for technicians to provide industry-
leading service
• Provides efficient tool for actively managing customer needs
• In pilot stages
• To be implemented in FY21
Q2 FY19 Q3 FY19 Q4 FY19 Q2 FY20 Q3 FY20 Q4 FY20FY20 FY21
Monro.Forward Strategic Initiatives
Data-driven “new customer” marketing
Store staffing & scheduling system
Improve Customer Experience
Enhance Customer-Centric Engagement
Optimize Product & Service Offering
Accelerate Productivity & Team Engagement
Scheduled maintenance in-store selling
Data-driven CRM
New websites
Scale store refresh & operational excellence
= Completed Initiatives18
Pilot store refresh & operational excellence
Monro University (includes career path, LMS)
Foundational Technology & Tools
Store network infrastructure upgrade
Digital phone and customer communication system
Optimize tire assortment
Cloud based car inspection tool
Tire category management & pricing system
Q2FY21FY19
New store comp plans
New in-store sales packages