company presentation - migros...focus on horeca penetration c p14 multi-channel synergistic offering...
TRANSCRIPT
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P0
Company Presentation 1H 2018
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P1
1
2
Agenda
Migros in a snapshot
Operating environment
2
6
Review of historical financial performance & projections
27
3
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Geographical Footprint
Operating in 3 countries
— Turkey (81 cities out of 81)
— Macedonia and Kazakhstan
2,011 Stores1
1,742 (supermarkets)
50 (upscale supermarkets)
161 (Supermarkets and Hypermarkets)
17 (wholesale and foodservice stores)
41 (international stores)
Migros Online
— 1.7m members and 56% mobile orders
— Acquisition and re-launch of Tazedirekt
Innovation, Loyalty & Customer Service
7.7m active households Money Club Card
Introduced more than 100 innovations for the retail market
Sustainability and Corporate Governance
Only retail company in the “BIST Sustainability Index”
Included Corporate Governance Index since 2015
27,596 employees of which 40% are women
Best retailer of the country 14 years in a row2
Migros at a Glance
80% of HH
+100 38% of HH
A-
2017 CDP Grade:
64th Year!
1 as of June 30, 2018 2 Capital Business magazine.
P2
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Ownership Structure
Shareholding Structure as of June 2018
JV Structure between BC Partners & Anadolu Group
Kenan Investments
S.A.
15.13%
MH Perakendecilik ve Ticaret A.Ş.
50.00%
AG Anadolu Grubu Holding
A.Ş.
Free Float
26.8%
Migros Ticaret A.Ş.
Moonlight Capital S.A.
8.07%
BC Partners
& related funds
P3
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Istanbul Municipality/ State Institutions (49%) & Private Sector (Koç Holding 51%)
Private Sector (Koç Holding 51%) & Public 49%
BC Partners 23.2% & Anadolu Group 50.0% Joint Venture Free Float 26.8%
Foreign investment (Swiss Migros 50%) & Istanbul Municipality/State Institutions (50%) Joint Venture
BC Partners 80.51% & Public 19.49%
1st era (1954–1974)
2nd era (1975–1990)
3rd era (1991–2008)
4th era (2008–2015)
5th era (2015–…)
Migros has been a leading supermarket operator since its foundation 64 years ago
Migros was established in 1954 (as a joint venture between Swiss Migros & Istanbul Municipality/State Institutions).
Throughout its history, the company had 5 different ownership structures.
Ownership changes did not interfere with the long established Company operating principles and management.
P4
Note: Shareholder structure as of June 30, 2018
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P5
1
2
Agenda
Migros in a snapshot
Operating environment
2
6
Review of historical financial performance & projections
27
3
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Operating Environment
Experienced management
Multi-channel synergistic offering with a footprint in 81
Turkish cities and abroad
#1 supermarket operator with an outstanding reputation
Flexible and efficient business model combined with state of
art facilities
Attractive market with significant upside potential to
support future growth
A
C
F B
E
Retail technology and innovation leadership
D
P6
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Population (m) Total Grocery Spend per Capita ($)
Attractive market with significant upside potential to support future growth
Source: Planet Retail
83 81
66 65 61
46 38
Total Grocery Spend in 2017
[~ TL 380bn]
Turkish Food Retail Market MGD Grocery Market Share (%)
Unorganized 66%
Organized 34%
P7
A Attractive domestic market
3,670 3,516
3,200 3,008
2,031 1,781
1,282
85%
82%
81%
80%
54%
43%
34%
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Market Share Evolution
Migros on a consolidated basis maintained its market shares in FMCG markets.
However, Migros brand continued its market share gains.
Market Share Gain
Source: Nielsen Note: FMCG stands for Fast Moving Consumer Goods; Modern FMCG market and total FMCG market include all food-retail formats
Migros FMCG Market Share Evolution (%)
6.8
16.1
6.8
16.0
Total FMCG Market Share Modern FMCG Market Share
1H17 1H18 1H18 1H17
* including Kipa
B #1 supermarket operator with an outstanding reputation
P8
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Macro Fundamentals
Product Innovation
Format Evolution Inorganic /
Acquisitions International
Proven ability to launch new, successful formats and products, achieve business transformations
2008 2014
1997
1997 2010
2011
1 The format started operating in 2010 on a trial basis and was fully launched in 2011
2012 2017
2016 2013
2005
Launch of new concept
Launch of 1 Space optimization of Hypermarkets
Launch of Migros jet in petrol stations
Introduction of self check-out
Launch of online
Club Card launch
Acquisition of
Acquisition of
Conversion of Tansas stores into Migros
format
Private label relaunch
Acquisition of
Growth Levers
2009
C
With a clear strategy to organically and inorganically drive growth in the decades ahead
Multi-channel synergistic offering with a footprint in all 81 Turkish cities and abroad
P9
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Multi-channel expertise anchored around large, full-service supermarkets
C Multi-channel synergistic offering with a footprint in all 81 Turkish cities and abroad
Banner Key concept Sales
area split Supermarkets Large SPMs & HPMs Total # of stores
(Target size) 40-800 sqm 800-7,000 sqm
Core supermarkets
expertise anchored
around large
supermarkets
67% (Migros)
7% (5M)
[680]
[593]
[333]
[23]
[113]
[1,742]
Focused on the Western
regions of Turkey 2 19%
[69]
[45] [47] [161]
Well positioned in upper
income segment 3% [50] [50]
International operations 3% [21] [20] [41]
First and leading e-
commerce food retail
website
Wholesale & Food Service 1%
[17]
[17]
Total # of
stores [1,425] [586] [2,011]
(#): Number of stores as of June 30, 2018
P10
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Number of stores: 1,742 including 469 5M, MMM & MM stores and 1,273 Migros Jet & M stores,
Penetration: 81 cities
─ (40*-4,500) sqm / (1,800* – 18,000) SKUs
─ Differentiated offering and service on fresh product categories
─ Wide branded assortment of FMCG products
─ Consistent Every Day Low Pricing on commodity Private Label products
─ Fashionable, complementary and seasonal non-food selection
Migros
Migros, Largest National Supermarket Chain
Focus on proximity supermarkets
680 Migros Jet and 593 M Migros
Proximity Stores, (40*-300) sqm,
1,800* – 3,000 SKUs
CRM applications for different customer segments
─ Customized & Differentiated Offering for Money Club Card holders
─ Club Card Loyalty Program for 17 years
Loyalty Program
(*): including Migros Jet stores and Migros Jet 7/24 forecourt stores as of June 30, 2018
C
P11
Multi-channel synergistic offering with a footprint in all 81 Turkish cities and abroad
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Exclusive shopping
Penetration: 6 cities
Number of stores: 50
400 - 2,500 sqm / 10,000 SKUs
─ Upscale gourmet store serving with strong brand
loyalty
─ Wide product range in delicatessen, appetizers and
spirits. Premium quality in fresh products
─ Complementary and premium non-food
Customized service such as banquet ready meal delivery
C
P12
Multi-channel synergistic offering with a footprint in all 81 Turkish cities and abroad
Macrocenter
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Focused on the Western regions of Turkey
Number of stores: 161
Space optimization in 4 Kipa stores completed in 2017
Space optimization in 8 more stores completed so far in 2018, 6 more in 2018 pipeline
Product portfolio optimization is in progress
Penetration: 20 cities
C
P13
Multi-channel synergistic offering with a footprint in all 81 Turkish cities and abroad
Kipa as of June 2018
(#): Number of stores as of June 30, 2018
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Currently operating in 7 regions through dedicated sales team.
Dedicated warehouses and customer delivery
17 Wholesale stores
Penetration: 12 cities
Focus on Horeca Penetration
C
P14
Multi-channel synergistic offering with a footprint in all 81 Turkish cities and abroad
Wholesale & Food Service
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Turkey’s first and leading e-commerce web site in food retail
Top-line growth is significantly higher than the Company average
Improved operational efficiency through picking automation
Direct delivery from stores (111 stores in 28 cities across Turkey)
Natural
Fresh
Organic
Healthy
C
P15
Multi-channel synergistic offering with a footprint in all 81 Turkish cities and abroad
Online Business
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Kazakhstan Macedonia
1.3% of consolidated sales from Kazakh operations
Number of stores: 16, including 2 hypermarkets, 13 supermarkets and 1 Macrocenter.
Owns 1 shopping mall in Almaty
Total sales area of 23,789 sqm
─ Serving in the cities of Almaty and Astana in a large
country
Operates in multi-format since 1999
1.4% of consolidated sales from Macedonian operations
Number of supermarkets: 25
Owns 1 shopping mall in Skopje
Total sales area of 21,485 sqm
Operations started in 2005
1 Shopping Mall 2 Hypermarkets 13 Supermarkets 1 Macrocenter
1 Shopping Mall 25 Supermarkets
International Operations
C
P16
Multi-channel synergistic offering with a footprint in all 81 Turkish cities and abroad
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Migros Intelligent Office
Mkolay Scan&Go
Migros Mobile App & Personalized
Campaign Engine Self-Service Checkout+
BKM E-Wallet & Self-Service
Checkout Integration
Electronic Smart Tag
Mi-Fi
Me-Mobil Supplier Information
Center
Migros
R&D Center
Innovations
Sales Over ‘pin-on-receipt’
Technologies
P17
D Retail technology and innovation leadership
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D
Money Club & CRM
Retail technology and innovation leadership
P18
Advanced Segmentation Turkey’s
largest loyalty programme
Effective Communication
Network
10.3 Million Active Cards
75% of Loyalty Card
Sales
887 k Followers
6.1 Million
Mobile Phones
1.1 Million
E-Mails
25 Communication &
CampaignChannels
6 Life Style Segments
7.7 Million Active Households
Partnerships With Strong
Brands 305 k
1 Money = 20 Miles
48.0 Million Money Points
900k customer benefited "Just For You" campaigns
Programme With Highest Customer
Interaction
1.7 Million Money Winning Customer
Store Segmentation
Customer Value Model
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Self-service technologies
Self-service revolution in retail
2009:
1 pilot store (4 SSCO)
2014:
189 stores (603 SSCO)
3.5
30%
61%
Million transactions per month
% average transaction ratio2
Generation cash register
Top 10 stores’ average transaction ratio1 %
2018:
250 stores (860 SSCO1)
D
Turkey’s First In-store self scanning experience
Statistical fraud and security algorithm
Hassle free direct bagging and payment
System will be available over 20 stores by the end of the year
Mkolay – Scan&Go
1 SSCO stands for Self Service Check Out 2 Share of transactions made via self-service checkouts in equipped stores
3.
P19
Retail technology and innovation leadership
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Mi-Beacon, Migros mobile apps and Mi-Fi
Personalized – Customer Communication Channel
At the right place– At the right time
New I-beacon technology
Highlights of Mi-Beacon, Migros mobile apps
D
Free wireless internet access during shopping – a first in Turkey
Available for 200 5M and MMM stores in large cities, stores where pedestrian traffic and tourist potential are high
Highlights of Mi-Beacon, Migros mobile apps
Turkey’s First Mobile wallet integration on a physical store payment
Currently available on 860 self service checkout and will be available over 6400+ regular checkouts Q2 2018
BKM E-Wallet & Self-Service Checkout Integration
P20
Retail technology and innovation leadership
IOS & Android platform
4,5 M downloads
Core functionalities
‒ Mkolay –self scan shopping experience
‒ ‘Just For You’ campaign offers
‒ Closest store finder
‒ Migros Wi-Fi access
‒ Easy access to Migros TV
‒ Migros ‘İyi Gelecek Elçileri’ platform
‒ Call center
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Capex as a percentage of sales 2017 (%)¹
Largely rented business model
Flexible lease terms
‒ Leases can be exited on average with a 1-3 month notice
‒ Termination rights of landlords more limited (selected leases locally registered with the Land Registry)
Well-invested facilities and low capex requirements
‒ One of the lowest capex as a percentage of sales amongst peers
‒ The meat plant, the distribution center sorter system and a centralized control systems on energy savings are examples of major one off investments realized over the last years
Leveraging “must have” anchor tenant position in malls and in the high street
‒ Preferred relationship status
‒ Power to (re-)negotiate size of the store
Flexible / capital light model with preferred tenant status
P21
2.5% 2.6% 2.6% 2.7% 2.8%
2.9% 2.9% 2.9%
3.7% 4.0%
4.6%
6.9%
Tes
co
Mo
rris
on
Mig
ros
Ah
old
Del
hai
ze
Sain
sbu
ry
Dix
y
Car
refo
ur
Cas
ino
Sho
pri
te
Co
lru
yt
Mag
nit
X5
Source: Company estimates, Reuters ¹ Latest reported fiscal year
Flexible / capital light model
E Flexible and efficient business model
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Unparalleled capabilities in fresh categories
P22
E
Highlights
Focusing on fresh products (vegetables, fruit, fresh meat, etc.)
Renewed meat production facility
Exclusive licensing from Ministry of Agriculture: “Good Agricultural Practice”, covering now poultry & red meat
Broader range of bakery products and self service bakery model.
Fresh and ready to cook fish range in MAP packaging (modified atmosphere packaging),
Flexible and efficient business model
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Meat processing/production plants – Miget and Gebze
Location Closed Area # of Employees
Miget Meat Production Plant Izmir Torbali 11,356 m2 249
Gebze Meat Production Plant Kocaeli GOSB 3,632 m2 43
Service Products Special Products
Packed Veal and Lamb Products Special Gourme Products
Lamb Parts Packed Meatballs
Vacuum Packed Meatball Patty Offal
Packed Minced Meat
Vacuum Packed Minced Meat Dough
2 meat production plants, for meat processing
18,455 ton production capacity per year per shift, in product groups
E
P23
Flexible and efficient business model
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Distribution centers and logistics - overview
E
24 Distribution Centers (including 1 Kipa DC and 7 Fruit and Vegetable DCs)
19,000 active SKUs
% of sales delivered centrally to the stores has reached 83%
Continuing to improve round trip store distances
Sorting and picking automation started
Bayrampasa Gebze Gebze (Meat)
Bursa (F&V)
Izmir (F&V)
Kemalpasa Pinarbasi
Miget (Meat)
Mugla
Kumluca (F&V)
Antalya (F&V)
Antalya
Mersin (F&V)
Adana (Meat)
Saray
Gölbaşı
Samsun (F&V)
Erzurum
Antalya (Meat) Adana
Saray (Meat)
Esenyurt
Torbalı
Tarsus (F&V)
P24
Flexible and efficient business model
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Best-in-class quality management and recognized excellence
E
CDP Turkey “Climate Leadership Award”
Capital “Most Admired Retailer”
Grand Stevie “Stevie Awards for Great
Employers”
Mobile Marketing Association “The Smarties Awards”
Association for Talent Development “Excellence in Practice Awards”
Annual records Selected awards
ISO Certificates
Laboratories and Audits
1,000+ supplier audits
30,000 product analysis
7,000 approvals of new products for sales
3,200 store audits
ISO 9001 Quality M.S.
ISO 22000 Food Safety M.S.
OHSAS 18001 Occupational Health & Safety M.S.
TS EN ISO 14001:2004 Environmental M.S.
ISO 10002 Customer Satisfaction M.S
13 owned laboratories
10 outsourced laboratories and audit firms
P25
Flexible and efficient business model
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P26
1
2
Agenda
Migros in a snapshot
Operating environment
2
6
Review of historical financial performance & projections
27
3
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19.3% Domestic sales growth w/o Kipa operations in 2Q 2018 Strong growth momentum despite high base of last year
Consolidated sales turnover increased by 20.3% and reached TL 8,463 million in 1H2018
Domestic sales growth excluding Kipa was stronger in 2Q 2018 with 19.3% vs 17.9% in 1Q 2018
Sales Growth in 2Q18 15.3%
Sales Growth in 1H18 20.3%
Sales in 1H 2018
*Kipa’s financial results have been consolidated since 01 March 2017.
Sales in 2Q 2018 (TL million)
4,523
3,923
2Q 2017 2Q 2018
Sales in 1H 2018 (TL million)
8,463
7,037
1H 2017 1H 2018
P27
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Capital Expenditures
Capex (TL million)
12 Kipa stores Space optimization completed
TL 440m Targeted consolidated capex in 2018 Capex as a percentage of sales is expected to remain at 2017 level at the year end
Capex as a Percentage of Sales
297
399
2016 2017
154
271
1H 2017 1H 2018
2.2% 3.2% 2.7% 2.6%
P28
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Consolidated Gross Profit in 1H 2018
Targets exceed in gross profit Further synergies expected following the legal merger with Kipa
Consolidated Gross profit reached TL 2,338 million with an increase of 27.6% in 1H 2018
2018 FY gross profit margin expansion is expected to exceed the Company’s targets for the year
Gross Profit 2Q (TL million)
1,261
1,015
2Q 2017 2Q 2018
Margin 27.9% 25.9%
Gross Profit in 1H (TL million)
2,338
1,832
1H 2017 1H 2018
Margin 27.6% 26.0%
P29
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Consolidated EBITDA(R) in 1H 2018
*EBITDA(R)= Operating Profit+Amortization+Employee Termination Benefits +Unused Vacation Provision-Other Income+Other Expenses+(Rent Expenses)
42.9% EBITDA increase in 2Q18
11.3% EBITDAR margin in 2Q18
EBITDA 1H (TL million)
Margin 5.7% 5.0%
486 348
1H 2017 1H 2018
EBITDA 2Q (TL million)
Margin 6.1% 4.9%
2Q 2017 2Q 2018
275 193
EBITDAR 1H (TL million)
Margin 11.1% 10.0%
936 704
1H 2017 1H 2018
EBITDAR 2Q (TL million)
Margin 11.3% 9.9%
2Q 2017 2Q 2018
512 387
P30
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Track Record of Deleveraging
Migros 1H 2018 Cash and Leverage Position
Cash & Debt Items Total TL m TL m EUR m
Cash & Cash equivalents 1,359 1,238 23
Financial Debt* 4,092 865 608
Net Debt 2,733
Net Debt / EBITDA LTM 2.7x
Deleveraging Profile - Net Debt / EBITDA LTM
4.0x
3.2x 2.9x 2.7x 2.6x
2013 2014 2015 2016 2017
Net debt/EBITDA improved in 1H 2018 y-o-y despite hard currency appreciation
* Based on amortised costing as indicated in financial statements
Euro/TL Currency : 2.9365 2.8207 3.1776 3.7099 4.5155
3.2x 2.7x
1H 2017 1H 2018
4.0030 5.3092
P31
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Expectations and Guidance
Management Agenda in 2018
Merger of Migros & Kipa by the end of August 2018
Space optimisation in large Kipa stores will continue
Total gross Euro debt decreased
by almost 10% in 1H18 versus 2017 year-end
Migros TL bond debut with
TL 150 million
Focus on digitalization of physical stores and online business growth
Strengthening our pioneer position in Turkish Retail
2018 Guidance [Consolidated]
2018E Previous Guidance New Guidance
Sales Growth 15-18% ~20%
EBITDA Margin 5.5-6.0% 5.5-6.0%
Expansion Target 120-150
new stores 200+
new stores
CAPEX Target TL 400 mn TL 440 mn
P32
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IFRS Consolidated Income Statement Summary
SUMMARY OF INCOME STATEMENT – 1H 2018
Net Sales 8,463.4 7,036.9
Cost of sales -6,125.4 -5,205.1
Gross Profit 2,338.0 1,831.9
Operating Expenses -2,054.7 -1,667.1
Other Operating Income / (Expense) -154.3 -111.9
Operating Profit 129.0 52.8
Income / (Expense) from Investment activities 0.2 1,065.2
Operating Income Before Finance Income / (Expense) 129.2 1,118.0
Financial Income / (Expense) -631.6 -320.2
Income/Loss Before Tax From Continuing Operations -502.4 797.8
Tax Income / (Expenses) -37.9 -12.0
Deferred Tax Income 8.8 0.8
Net Profit / Loss -531.5 786.6
Net Profit / Loss - Non-controlling interest -3.3 -2.9
Net Profit / Loss - Equity holders of parent -528.2 789.5
EBITDA 486.3 348.5
EBITDAR 935.8 703.8
(TL Million) 1H 2018 1H 2017
P33
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IFRS Consolidated Balance Sheet Summary
SUMMARY OF BALANCE SHEET – 1H 2018
Current Assets 3,623.0 3,776.3
Non-current Assets 6,684.7 6,526.4
Total Assets 10,307.8 10,302.7
Current Liabilities 5,778.3 5,516.1
Non-current Liabilities 3,512.7 3,259.4
Total Liabilities 9,291.0 8,775.5
Equity 1,016.7 1,527.1
Total Liabilities and Equity 10,307.8 10,302.7
(TL Million) 1H 2018 2017
P34