february 26, 2016 · lfl performance 4q 2015, january, february (week 1 - 7, 2016) september....
TRANSCRIPT
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GEOX GROUP – INVESTOR DAY February 26, 2016
GEOX GROUP – INVESTOR DAY February 26, 2016
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FY2015 RESULTS PRESENTATION
Livio Libralesso, CFO
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DOS – FW15 LFL AND CURRENT TRADING
7%
17%
Slightly positive
8%
0%
3%
6%
9%
12%
15%
18%
LFL PERFORMANCE 4Q 2015, JANUARY, FEBRUARY (WEEK 1 - 7, 2016)
September October Novemberand
December
Januaryand
February(w1-w7)
• 4Q: DOS LFL has been solid
+4.8% …
• … however below expectation
(4Q budget: +9.5%) and
materially impacted by two
non company specific issues:
the tragic events in Paris
record warm weather in
EU
• Current trading (January and
February, w1-w7) is up 8.1%
(vs 5.9% LY)
SOLID GROWTH IN LFL
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EBITDA 2015: ACTUAL VS BUSINESS PLAN
2015 B. PLAN 2015 ACTUAL
(+)Strong overperformanceof all business KPI’s compared to Business Plan assumptions in core products and markets
(-)Non company specific issues:- Early termination of the China Distribution agreement (-9m) - macroeconomic
turmoil inHK, Ucraine, MEA
(-) LFL DOS 4Q:+4.8% vs+9.5% budget
Euro 68/70m
62m ACTUAL
€.million, for illustrative purpose
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FY 2015 KEY FACTS
• Sales: Euro 874.3 million +6.1% (+3.9% constant FX)
• Directly Operated Stores Same Store Sales: +4.2% (vs +7.9% in FY14);
• EBITDA: Euro 61.8 million +45.0% (Euro 42.6 million in FY14)
• EBIT: Euro 24.9 million +409.0% (Euro 4.9 million in FY14)
• Net Result: Euro 10.0 million (Euro -2.9 million in FY14)
• Net Cash: Euro +20.8 million (Euro -13.0 million Net Debt as of FY14)
• Geox board proposed an annual dividend of Euro 0.06 per share
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GROSS MARGIN
NET SALES
FY 2015 KEY FACTS
• Sales: Euro 874.3 million +6.1% (+3.9% constant FX)
• Sales 4Q15: +6.1% (+4.1% constant FX)
• 120 million increase over the 2014-2015 period, +7.7% CAGR754
824
874
2013 2014 2015
351404
451
46.6%49.0%
51.6%
2013 2014 2015
+6%
+9%
+12%+15% • Gross Margin: 260 bps increase in 2015, driven by a favourable
full price performance, lower promotional sales, cogs reduction
and channel mix effect (just 30bps)
• 500 bps increase over the 2014 – 2015 period
HEALTHY GROWTH IN NET SALES
GROSS MARGIN EXPANSION DELIVERED
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EBITDA
EBIT STEADY ENHANCEMENT OF NET CASH POSITION (DEBT)
POSITIVE OPERATING LEVERAGE
FY 2015 KEY FACTS
-16 (*)
5
25
2013 2014 2015
11
43
62
2013 2014 2015
+45%
+299%
+409%
* EBIT Adj.
-28
-13
21
2013 2014 2015
+34M
• 50% of the gross margin increase turned
into greater operating profitability
• Strong cash flow generation
transformed the net financial position
into positive net cash
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NET SALES BY CHANNEL
Franchising 16%[18%*]
DOS 43%[42%*]
Wholesale 41%[40%*]
330
149
346
824
354
142
378
874
Wholesale Franchising DOS Totale
+7.2%+4.1% c.fx
-4.4%-3.6% c.fx
+9.5%+6.9% c.fx
+6.1%+3.9% c.fx
• Franchising: -4.4% due to space effect partially offset by LFL of + 3.9% (vs 5.6% in FY14)
• DOS: +9.5% due to space growth and to a LFL of +4.2% (vs +7.9% in FY14); LFL Fall/Winter 2015 season (from
week 35 to week 52) +5.4%
€.million[* FY14]
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GEOX SHOPS NETWORK
December 31, 2015 December 31, 2014 FY2015
Geox of which Geox of which Net
Shops DOS Shops DOS Openings Openings Closings
Italy 360 131 421 173 (61)** 11 (72)**
Europe 348 179 350 167 (2) 22 (24)
North America 47 47 44 44 3 7 (4)
Rest of World * 406 119 410 93 (4) 81 (85)
Total Geox Shop 1,161 476 1,225 477 (64) 121 (185)
* includes Under Distribution Agreement Shops (142 as of December 2015) which are shops opened under license by partners in the Middle East and in the Far East.
** includes 41 small total look concession that have been closed due to the dismissal of total look apparel
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NET SALES BY PRODUCT
Apparel 10%[12%*]
Footwear 90%[88%*]
€.million[* FY14]
722
103
824785
89
874
Footwear Apparel Total
+8.8%+6.3% c.fx
-12.9%-13.0% c.fx
+6.1%+3.9% c.fx
• The strong performance of Footwear (+63 million) has offset the decrease of 14 million of Apparel due to the
discontinued categories
• However the LFL performance of the new FW15 Apparel collection in the DOS channel is + 14% (w35-w52)
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NET SALES BY REGION
NA 7%[7%]Europe 43%
[44%*]
273359
56137
824
281
376
63
155
874
Italy Europe Nord America RoW Total
+3.1% +4.6%+4.0% c.fx
+13.1%+5.8% c.fx
• Healthy growth spread all over the regions
• Row: the strong performance of the Row have more than offset the slowdown experienced by China, HK, Ucraine
and Greece. Excluding these countries the Row was up 17.7% c.fx
Italy 32%[33%*]
Row 18%[17%]
+13.1%+2.8% c.fx
+6.1%+3.9% c.fx €.million
[* FY14]
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SUMMARY INCOME STATEMENT
(Euro.m) 2015 % 2014 % ∆ %
Net Sales 874.3 100% 824.2 100% 6.1%
Cost of sales (423.5) (48.4%) (420.4) (51.0%)
Gross Profit 450.8 51.6% 403.8 49.0% 11.6%
Selling & Distribution (49.4) (5.6%) (48.5) (5.9%)
G&A (334.2) (38.2%) (308.3) (37.4%)
A&P (42.3) (4.8%) (42.1) (5.1%)
EBIT 24.9 2.8% 4.9 0.6% 409.0%
Net Interest (5.8) (0.7%) (6.3) (0.8%)
EBT 19.1 2.2% (1.4) (0.2%)
Income Taxes adj* (7.1) (0.8%) (1.5) (0.2%)
Tax rate adj* 37.4%* (104%)
NET INCOME adj 12.0 1.4% (2.9) (0.4%)
Tax assets adj* (1.9) (0.2%)
NET INCOME 10.0 1.1% (2.9) (0.4%)
EBITDA 61.8 7.1% 42.6 5.2% 45.0%
* Italian Law no. 208 dated 28/12/2015 (the so-called ‘2016 Stability Law’) introduced a reduction in the IRES (Italian Corporate Income Tax) rate from 27.5% to 24%, valid from the 2017 tax year onwards. This positive reduction in future tax rate however implied an adverse non cash non recurring impact in 2015 taxes (Euro 1,947 thousand) due to the consequent adjustment to the 2015 deferred tax assets made in order to decrease the reversal effect from 2017 onwards from 27.5% to 24%. Without this effect, the tax rate for the year would have been 37.4%.
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SUMMARY BALANCE SHEET
(Euro.m) Dec, 2015 Dec, 2014 ∆Intangible Assets 57.8 60.1 (2.4)
Tangible Assets 68.4 64.5 3.9
Other Fixed Assets, net 51.7 54.8 (3.1)
Total Fixed Assets 177.8 179.4 (1.6)
Operating Working Capital 193.8 226.7 (32.9)
Other current assets (liabilities), net (13.6) (10.6) (3.0)
Invested Capital 357.9 395.5 (37.5)
Net Financial Position (Cash) (20.8) 13.0 (33.8)
Staff Severance and Risk Fund 7.9 8.8 (1.0)
Shareholders’ Equity 370.9 373.7 (2.8)
Invested Capital 357.9 395.5 (37.5)
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OPERATING WORKING CAPITAL
(Euro.m) Dec, 2015 Dec, 2014 ∆ ∆ %
Inventories 304.8 287.7 17.1 5.9%
Account receivables 113.0 106.5 6.5 6.1%
Account payables (224.0) (167.6) (56.4) 33.7%
Operating Working Capital 193.8 226.7 (32.9) (14.5%)
Sales 874.3 824.2 50.1 6.1%
% on sales 22.2% 27.5%
% on sales
24.5% 23.8% 28.3% 27.5% 22.2%
218
192
214
227
194
2011 2012 2013 2014 2015
STRONG PERFORMANCE OF NWC
• The operating working capital as a
percentage on sales decreased to
22.2%
• The strong improvement in net
working capital is due to the process
undertaken to strengthen long term
partnerships with suppliers, allowing
for the optimization of payments
• The increase of inventories is mainly
due to 2016 Spring Summer products
• The increase in account receivables is
in line with wholesale and franchising
sales growth
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FREE CASH FLOW
NET CAPITAL EXPENDITURES
OPERATING CASHFLOW
FINANCIAL HIGHLIGHTS
3933
38
2013 2014 2015
-22
11
85
2013 2014 2015
-61
-22
47
2013 2014 2015
+69M
STRONG CASH FLOW GENERATION
• 38 million CAPEX fully
covered by operating cash
flow
• Strong cash flow generation
turned net financial position
into cash15
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SUMMARY CASH FLOW STATEMENT
(Euro.m) 2015 2014 ∆Net result 10.0 (2.9) 12.9Depreciation & Amortization 36.9 37.8 (0.8)Other Non-Cash Items (9.0) (1.5) (7.6)Funds from Operations 37.9 33.3 4.6Change in Operating Working Capital 43.3 (15.4) 58.7Change in Other Current Assets, net 3.6 (6.8) 10.4Operating Cash Flow 84.8 11.0 73.7Capital Expenditures (39.2) (35.8) (3.5)Disposals 1.1 2.9 (1.8)Capital expenditures, Net (38.1) (32.8) (5.3)Free Cash Flow 46.6 (21.8) 68.4Dividends 0.0 0.0 0.0Change in Net Financial Position 46.6 (21.8) 68.4
Net Financial Position prior to fair value adj, beg. of the period (41.0) (18.3) (22.7)Changes in Net Financial Position 46.6 (21.8) 68.4Effect of translation differences (1.4) (0.9) (0.5)
Net Financial Position prior to fair value adj, end of the period 4.2 (41.0) 45.2Fair value adjustment of derivative contracts 16.6 28.0 (11.5)Net Financial Position 20.8 (13.0) 33.8
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2014-2015 CUMULATED RESULTS
2014 2015 TOTAL
• Wholesale growth +2,0% +7,2% +9,4%
• L4L DOS growth +7,8% +4,2% +12,3%
• Franchising L4L performance +5,7% +3,9% +9,8%
• Gross Margin expansion +240bps +260bps +500bps
• Back to profitability
• Efficiency in working capital management
• 100 mln operating cash flow
• 75 mln capex fully paid
• Back to positive net financial position
• Increase in share price
• Reinstituting annual dividends TURNAROUND ACCOMPLISHED
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GIORGIO PRESCA
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2014-2016 Geox business plan
19
0
100
200
300
400
500
600
700
800
900
1000
2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015
CAGR‘01-’08
CAGR‘09-’13
CAGR‘14-’15
+29% -3% +8%
+43% -40% +141%
Birth & Growth Diversification & Expansion
Master GEOX DNA Fundamentals
NET SALES
EBITDA
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EXTERNAL FACTORS: NON COMPANY SPECIFIC
CHINA UKRAINE
TURKEYASIA
WORLD TURMOIL E-COM
CURRENCY IMPACT WEATHER
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Master the Geox DNA Fundamentals to Grow
Simplification, Focus, Skill, Specialization
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KEY TAKE OUTS
WE ACHIEVED A LOT, FACING RESTRUCTURING GOALS AND UNFORESEEN CHALLENGES, DELIVERING SOLID GROWTH ON TOP AND BOTTOM LINE RESULTS WITH A FOCUSED STRATEGY AND A SOLID SPECIALISED ORGANIZATION IN PLACE
the world has changed and is changingwe learned from 2013-2015 past strategic cycleour strategy is successful and needs to adapt to the changed environment and to evolve to the
next step22
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WHERE DOES OUR BRAND STAND
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CORE MARKETS HEALTHIER AND BRAND RICHER THAN
EVER
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HEALTHIER AND RICHER BRAND THAN EVER
25
HIGH BRAND AWARENESSSTABLE IN ALL CORE MARKETS
THANKS TO A&P SUPPORT AND WIDESTREAD
DISTRIBUTION
STABLE TOP SCORES IN ALL CORE MARKETS THANKS TO A&P SUPPORT
AND WIDESPREAD DISTRIBUTION
Base: Total sample Adults 25-55 years old;
ITALY: 1000 respondents / DE, FR, ES : 500 respondents per Country
*INDIPENDENT SOURCE: IPSOS – ADVERTISING TRACKING UPDATE DECEMBER 2015
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HEALTHIER AND RICHER BRAND THAN EVER
26
TOP FIVE BRANDS LIST BY VALUE SHARE IN CORE EUROPEAN MARKETS
ABSOLUTE LEADER IN ITALY, IN WOMEN AS WELL AND ONE OF THE MAIN PLAYERS IN THE FRAGMENTED EUROPEAN MARKETS
SOURCE : SITARICERCA SRL YEAR ENDING JUNE 2015
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HEALTHIER AND RICHER BRAND THAN EVER
27
LEADING BRAND AMONG ALL CONSUMER TARGETS
GEOX SCORES BRAND EQUITY TOP POSITIONS IN ITALY, GERMANY, FRANCE AND
SPAIN ON WOMEN, MEN AND KIDS
SOURCE : BAV - BRAND ASSET VALUATOR BY Y&R (France 2014, Spain 2015, Italy 2013, Germany 2014)
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HEALTHIER AND RICHER BRAND THAN EVER
28
GEOX – FEMALE 30-70 YEARS OLD
0
50
100
0 50 100
BRAN
D ST
REN
GTH
BRAND STATURE
NEW BRAND
NICHE BRAND LEADERSHIP
EROSION
MASS MARKET
UNFOCUSED BRAND
Low
High
Low High
GEOX – MALE 30-70 YEARS OLD
0
50
100
0 50 100
BRAN
D ST
REN
GTH
BRAND STATURE
NEW BRAND
NICHE BRAND
LEADERSHIP
EROSION
Low
High
Low High
UNFOCUSED BRAND
MASS MARKET
CORE MARKETS REPRESENT THE HIGHEST POTENTIAL DEVELOPED BY THE BRAND WITH STRONG
HEALTH BOTH ON FEMALE AND MALE
SOURCE : BAV - BRAND ASSET VALUATOR BY Y&R (France 2014, Spain 2015, Italy 2015, Germany 2014)
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HEALTHIER AND RICHER BRAND THAN EVER
29 SOURCE : BAV - BRAND ASSET VALUATOR BY Y&R (France 2014, Spain 2015, Italy 2015, Germany 2014)
0
50
100
0 50 100
GEOX – KIDS 2 -11 YEARS OLDBR
AND
STRE
NG
TH
BRAND STATURE
NEW BRAND
NICHE BRAND LEADERSHIP
EROSION
MASS MARKET
UNFOCUSED BRAND
Low
High
Low High
CORE MARKETS REPRESENT THE HIGHEST POTENTIAL DEVELOPED BY THE BRAND WITH STRONG HEALTH ON
KIDS
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HEALTHIER AND RICHER BRAND THAN EVER
30
RICHER THAN EVER BRAND IMAGE PROFILE IN ALL CORE EUROPEAN
MARKETSTOP SCORES ON SHOES PURCHASE KEY
DRIVERS OF► COMFORT► QUALITY
► WELL-ENDURING*SOURCE: IPSOS – ADVERTISING TRACKING UPDATE DECEMBER 2015.
AN OVERVIEW OF THE KEY FINDINGS IN ITALY, GERMANY, FRANCE, SPAIN.
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HEALTHIER AND RICHER BRAND THAN EVER
31
KEY ADULT BRAND DIFFERENTIATORS IN ALL CORE EUROPEAN MARKETS
*SOURCE: IPSOS – ADVERTISING TRACKING UPDATE DECEMBER 2015. AN OVERVIEW OF THE KEY FINDINGS IN ITALY, GERMANY, FRANCE, SPAIN.
GEOX HISTORICAL PERSONALITY OF INNOVATIVE, RELIABLE, RATIONAL, PRAGMATIC, FAMILY, HEALTHY AND
INTERNATIONAL
new key assets, emerged during the last two years areworth more, socially responsible, dynamic, feeling
you can do more, high performance, well fitting
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TO CLASSIC AND COOL
FEELING GOODQUALITY (MUMS)INDESTRUCTIBLE
(MUMS)
HEALTHIER AND RICHER KIDS BRAND THAN EVER
32
RADICAL BRAND APPEAL TRANSFORMATION:from 2008 «comfortable» and «the shoe that breathes» but
«serious» «for adults» «few colours» «chosen by the mum» «boring» «not cool»
SOURCES: IPSOS ADV TRACKING – DIC 2015 + BAV OCT 2015
*VERBATIM OF KIDS 4-10 Y.O. IN 50 FOCUS GROUPS
FUNA BRAND FOR ALL
COLOUREDIT’S FAMOUS
A LOT OF KIDS WEAR ITSOURCE: KIDS INTERNATIONAL QUALITATIVE RESEARCH 2008 (IT) + KIDS INTERNATIONAL 2015 (IT+ FR)
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HEALTHIER AND RICHER BRAND THAN EVER
33
FAST GROWING CRM REDEMPTION THRU GEOX LOYALTY PROGRAM “BENEFEET” IN EUROPE
2015**2013*
1.4 Mio 2.9 MioLOYAL CUSTOMER BASE + 107%
€ 93 Mio € 207 Mio BENEFEET TURNOVER + 122%
27% 41%BENEFEET TURNOVER /GEOXSTORES’TURNOVER
+ 52%
CUSTOMER* RETENTION 22% 35% + 59%
VAR
*YEAR TO DATE NOV.2013 / **TURNOVER TOTAL 2015 SOURCE : BENEFEET DATABASE MANAGED BY VALUE LAB .PERIMETER: SUBSCRIBERS IN PARTICIPATING GEOX STORES ( DOS +FRANCHISING ) FROM THE LAUNCH IN AT, BE+LU, DE, ES, FR, GB, IT.
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HEALTHIER AND RICHER BRAND THAN EVER
DIGITAL CENTRIC STARTEGY IS DELIVERING CONSTANT INCREASES IN ENGAGED AUDIENCE
GEOX SOCIALCOMMUNITY
ACROSS ALL SOCIAL TOUCHPOINTS
BENEFEETSUBSCRIBERS
GEOX LOYALTY PROGRAM
GEOX.COMUNIQUE VISITORS
WORLDWIDE
+ 37% YOY + 38% YOY + 24% YOY
34
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HEALTHIER AND RICHER BRAND THAN EVER
35
GEOX SOCIAL IN 2015A POWERFUL COMMUNITY WITH AN ENGAGED
AUDIENCEOPENING SOON
+32%YOY
NUMBER OF CLICKS TO WEBSITE
FROM SOCIAL MEDIA ADVERTISING
SOURCE: GEOX ANALYSIS
+26% YOY
FACEBOOK ENGAGEMENT (LIKE, COMMENTS, SHARES,
VIDEO VIEWS)FACEBOOK
SOURCE: FACEBOOK
+429% ABOVE THE FASHION INDUSTRY AVERAGE:
FACEBOOK INTERACTIONS (LIKES, COMMENTS,
SHARES)
SOURCE: SOCIAL BAKERS
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36
CHINA FOCUSA GROWING BRAND BOTH IN
AWARENESS AND POSITIONING
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0%
10%
20%
30%
40%
50%High quality shoes
Improve breathability
Comfortable shoes
Trustworthy brand
Long lasting products
Range of women's shoesFashionable brand
Well-fitting shoes
Features unique and peculiar
Innovative brand
Shoes particularly beautiful
Products for the whole family
FW15 FW14
TOP BOX* %
GEOX BRAND IMAGE IN CHINA
37 *SOURCE: IPSOS – ADVERTISING TRACKING UPDATE DECEMBER 2015
GEOX RECOGNISED AS BREATHABILITY
UNIQUENESSTRUSTFULNESS.
GEOX AWARENESS ARE INCREASING RAPIDLY OVER TIMEGENERAL BRAND AWARENESS OF GEOX FROM 32% ( FW14) TO 42% ( FW15)
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BRAND HEALTH SUMMARY
38
RICH BRAND PERSONALITY SHOWING STRONG DISTINCTIVE «CONTEMPORIZATION» AND «HIGHER PERCEIVED VALUES» OVER THE
PAST TWO YEARS
GROWING CONSUMER LOYALTY WITH UNTAPPED POTENTIAL IN CORE MARKETS
DIGITAL CENTRIC STARTEGY IS DELIVERING CONSTANT INCREASES IN ENGAGED AUDIENCE
A HEALTHY GROWING BRAND WITH TOP SCORES ON AWARENESS, KEY REQUIREMENTS INDICATORS AND BRAND EQUITY,
BOTH STRENGTH AND STATURE ON ALL CORE MARKETS
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KEY TAKE OUTS
39
THE NEW STRATEGIC CYCLE 2016-2018
ON TOP OF CONTINUING THE IMPROVEMENT OF SIMPLIFICATION, FOCUS, SKILLS AND
SPECIALIZATION
WILL ADDRESS THE NEXT STEP TOWARDS A WORLD CLASS BRAND DEVELOPMENT AND A MORE AGILE AND FLEXIBLE BUSINESS MODEL
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40
THE EVOLUTION OF GEOX DNA FUNDAMENTALS FOR
THE SMARTS OF TODAY AND TOMORROW
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Geox
design
industrialise, source,
deliver shoes & outerwear
utilising patented breathing system
THE STARTING POINT: THE BRAND THAT BREATHES WITH YOU
41
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OUR PURPOSE
42
WE ARE TO DELIVER STATE OF THE ART BREATHABLE WELLBEING HIGH
PERFORMING SHOES AND JACKETS DESIGNED AS DISTINCTIVE ITALIAN
CONTEMPORARY ITEMS
Enhancing everyday quality of life through our products and the way we operate
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OUR BRAND EVOLUTION
43
GEOX AIMS TO REPRESENT THE OVERLAP OF PERFORMANCE AND CONTEMPORARY EVERYDAY TRENDSPERFORMANCE PRODUCTS DESIGN
CONTEMPORARY FASHION DESIGN
ITALIAN KNOW HOW
SPORT ARENA FASHION ARENA
QUALITY
STYLE
AESTHETIC
TECHNOLOGY
FUNCTIONAL DESIGN
INNOVATION
PROTECTION
BREATHABILITY
GRIP
FLEXIBILITY
LIGHTWEIGHT
DESIGN
DAY WORK
ELEGANCE
CRAFTMANSHIP
COMFORT
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OUR BRAND DNA EVOLUTION
44
TO A HIGH CONFIDENCE BRAND THAT REPRESENTS THE DAILY LUXURY TREAT
THAT EVERYBODY CAN AFFORD AND THAT WILL ENHANCE THEIR EVERYDAY
LIFE
FROM A FUNCTIONAL BENEFIT BRAND
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OUR BRAND DNA EVOLUTION PILLARS
45
1
ITALIAN CONTEMPORARY DESIGN2
UNCOMPROMISED SUSTAINABLE QUALITY3
SEAMLESS “PHYGITAL” ASPIRATIONAL USER JOURNEY4
CONSUMER RELEVANT DISRUPTIVEINNOVATIVE PRODUCT STORIES
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FROM TECHNOLOGY AND BENEFITS
46
GEOX PATENTS AS SIGNATURE OF TECHNOLOGY, STYLE, UNIQUENESSAND RELENTLESS INNOVATION
CUOIO IMPERMEABILE
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1.2. CONSUMER RELEVANT DISRUPTIVE INNOVATIVE PRODUCT STORY + ITALIAN CONTEMPORARY DESIGN
47
MADE TO BREATHEVERYDAY MULTIPURPOSE ALL
YEAR ROUND SHOETHE ONE SHOE TO HAVE IN YOUR
LUGGAGE
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1.2. CONSUMER RELEVANT DISRUPTIVE INNOVATIVE PRODUCT STORY + ITALIAN CONTEMPORARY DESIGN
48
3D BREATHING ENGINEERING
3D PERFORMANCE UNIT
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1.2. CONSUMER RELEVANT DISRUPTIVE INNOVATIVE PRODUCT STORY + ITALIAN CONTEMPORARY DESIGN
49
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GEOX UNIQUE DESIGN WITH ENHANCED PERFORMANCE FEATURES
NORDPLUS
1.2. CONSUMER RELEVANT DISRUPTIVE INNOVATIVE PRODUCT STORY + ITALIAN CONTEMPORARY DESIGN
50
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2. ITALIAN CONTEMPORARY DESIGN
51
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OUR BRAND DNA EVOLUTION PILLARS
52
1
ITALIAN CONTEMPORARY DESIGN2
UNCOMPROMISED SUSTAINABLE QUALITY3
CONSUMER RELEVANT DISRUPTIVEINNOVATIVE PRODUCT STORIES
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53
Sustainability in Geox is a behaviour which embraces stakeholders interest that drives the growth of our company as well as the world around us
WE ARE COMMITTED TO DELIVERING HIGH QUALITY PRODUCTS WHICH COMES FROM FAIR WORK CONDITIONS AND ADVANCED,
SUSTAINABLE AND ENVIRONMENTAL RESPECTFUL PRODUCTIVE PROCESSES.
OUR BRAND DNA EVOLUTION PILLARS
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GEOX INSPIRED: ACTIVITIES IN PLACE
54
MATERIALS
DESIGN
ENVIRONMENT
SUPPLY CHAIN
SOCIAL
PEOPLE & CULTURE
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55
ACTIVITIES IN PLACE: MATERIALS HIGH QUALITY APPROACH
FW16: GEOX WILL BE THE FIRST BRAND TO BE AWARDED WITH TUV SUD FOOTWEAR
CERTIFICATION
MATERIALS: HIGH QUALITY APPROACH TUV SUD CERTIFICATION
• TÜV SÜD IS ONE OF THE WORLD’S LEADING TECHNICAL SERVICE PROVIDERSOF TESTING, PRODUCT CERTIFICATION, AUDITING, SYSTEMS CERTIFICATION, TRAINING AND KNOWLEDGE SERVICES.
• THE FOOTWEAR CERTIFICATION AND MARK MEANS THAT GEOX HAS COMPLETED A COMPREHENSIVE TESTING AND FACTORY INSPECTION PROGRAM TO SAFEGUARD AGAINST HAZARDOUS CHEMICALS.
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ACTIVITIES IN PLACE: CSR
56
• ALL MANUFACTURING PARTNERS HAVE SIGNED THE GEOX CODE OF CONDUCT;
• WITHIN 2016 ALL MANUFACTURING PARTNERS WILL BE AUDITED;
• SUSTAINABILITY HAS BEEN INTRODUCED TO THE SUPPLIER EVALUATION PROCESS WITH A
CO-EVOLUTION OBJECTIVE.
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ACTIVITIES IN PLACE: BUSINESS MODEL TO INCLUDE YOUNG PEOPLE WITH INTELLECTUAL DISABILITIES
57
BORN IN 2014, TODAY IT REACHED ITS 5TH EDITION
2015 OPENING OF A SOCIAL GREENHOUSE IN PADOVA, AS AN OPPORTUNITY FOR LABOR INCLUSION TO PEOPLE
WITH INTELLECTUAL DISABILITIES
2015 GEOX FOR VALEMOUR COMPETITION, TO STIMULATE NEW JOB INCLUSION PROJECTS. WE
ALREADY RECEIVED 98 APPLICATIONS.
GEOX FOR VALEMOUR : A UNIQUE, TRUE NEW BUSINESS MODEL
FOCUSED ON THE SOCIAL AND LABOR INCLUSION, IT BOUNDS THE TWO SOULS PROFIT AND NO PROFIT,
PROVIDING A REAL WORK OPPORTUNITY TO YOUNG PEOPLE WITH INTELLECTUAL DISABILITIES
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OUR BRAND DNA EVOLUTION PILLARS
58
1
ITALIAN CONTEMPORARY DESIGN2
UNCOMPROMISED SUSTAINABLE QUALITY3
SEAMLESS “PHYGITAL” ASPIRATIONAL USER JOURNEY4
CONSUMER RELEVANT DISRUPTIVEINNOVATIVE PRODUCT STORIES
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FROM THE SHOE THAT BREATHS
OUR BRAND EVOLUTION
TO ASPIRATIONAL ITALIAN STYLETO WELLBEING THAT EMBRACES
BREATHABILITYTHERMAL REGULATION
VENTILATIONCOMFORT
SUSTAINABLE PRODUCTS TO PERFORMANCE
TO PRODUCT CONTENT AND STORYTELLING
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FROM TRADITIONAL
OUR BRAND EVOLUTION
60
TO SEAMLESS DIGITAL AND PHYSICAL EXPERIENCE
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FROM FUNCTIONAL AND TECHNICAL
OUR BRAND EVOLUTION
TO EMOTIONAL, ENGAGING, EYE CATCHING CONTENT STORY TELLER
61
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FROM ONE WAY
OUR BRAND EVOLUTION
TO RELATIONSHIP
62
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FROM MAINSTREAM FOCUS
OUR BRAND EVOLUTION
TO ASPIRATION DRIVEN
63
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ASPIRATIONAL PRODUCT AND BRAND
OUR BRAND EVOLUTION
64
WORLDCLASS BRANDHIGHER DEMAND
HIGHER PERCEIVED VALUEHIGHER AVERAGE PRICE
MARGIN INCREASE
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THE EVOLUTION OF OUR FOCUSED AND SPECIALISED
STRATEGY
OUR BUSINESS MODEL EVOLUTION
65
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MARKET CENTRIC STRATEGY: GEOX FOCUS
MARKET POTENTIAL
LOW
HIGH
LOWGEOX BRANDAWARENESS
HIGH
CORE MARKETSDEVELOPMENT MARKETS
ITALY
FRANCE
IBERIA
GERMANY
SHANGHAI
BEIJING
HK
SOUTH KOREA
CHINA
RUSSIA USA
UK
CANADA
BELUX
SINGAPORE
GREECE
PENETRATION MARKETS
INDONESIA
AUSTRIA SWITZERLAND
66
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OUR BUSINESS MODEL EVOLUTION PILLARS
67
1
2
3
4
FLEXIBILITY & EFFICIENCY
RETAIL BUSINESS MODEL TO WHOLESALE
KEY STRATEGIC WHOLESALE PARTNERSHIPS
OFFER AND DISTRIBUTION SEGMENTATION
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1. OFFER AND DISTRIBUTION SEGMENTATION
HIGH
PREMIUM
PRICERANGE
MEDIUM
ENTRYK ACC MASS
SPECIFIC PROJECT
KEY ACCOUNTS
MASS
PRICE DRIVEN «BOXES»
TALENT SCOUT / OPINION LEADERS
KEY ACCOUNTS
CONTEMPORARYINDEPENDENT MONOBRAND
RETAIL
OFFER SEGMENTATION DISTRIBUTION ON/OFF-LINE SEGMENTATION
CORE OFFER
RADICAL INNOVATIONSPECIFIC PROJECTS
K ACC MASSSPECIFIC PROJECT
CORE OFFER
RADICAL INNOVATIONSPECIFIC PROJECTS
68
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THE WORLD HAS CHANGED AND WILL CHANGE EVEN FURTHER
2. FLEXIBILITY & EFFICIENCY
SEAMLESS MULTICHANNEL REALITY
ON-LINE AND OFF-LINE INTEGRATION
US DOLLAR STRENGTH CHANGE MORE THAN A DECADE OF SOURCING PRACTICE
NEW RETAIL AND COMPANY REQUIREMENTS
69
FLEXIBILITY TO CATCH MARKET TRENDS AND REDUCE RISKS
FLEXIBLE SOURCING PLATFORMS TO BALANCE CURRENCY VOLATILITY
REDEFINE B&M MONOBRAND ROLE
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SEASONAL COLLECTION
NOS
CARRY OVER
SEASONAL CORECOLLECTION
NOS
CARRY OVER
NOW PRODUCTSSTOCK ON HANDREDUCTION
LONG LIFE CYCLE
PLANNED SUPPLY CHAIN ACTIVITIES
TO INCREASE MARGINS
REACT TO TRENDREDUCE OVERBUYING RISK
1. INTRODUCE “NOW PRODUCTS” TO CATCH THE RIGHT TREND WITH FAST LANE APPROACH AND LOW INVENTORY RISKS
2. MAXIMISE THE CORE BEST SELLERS THROUGH REPLENISHMENT
3. SPECIALIZED SUPPLY CHAIN TO BETTER SERVE THE MARKET NEEDS AND DELIVER BETTER MARGINS
2. FLEXIBILITY TO CATCH MARKET TRENDS AND REDUCE RISKS
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2. FLEXIBILITY: SOURCING
1. REDUCTION in sourcing from CHINA2. INCREASE in sourcing from «DUTY FREE»
AREAS and other ASIAN COUNTRIES OFFERING MORE COMPETITIVE COSTS
3. INCREASE sourcing from EUROPE to favourfast replenishment and an INCREASING PERCENTAGE OF OWN PRODUCTION
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2. FLEXIBILITY: MONOBRAND STORES
1. NEW, MORE STRICT FWC CRITERIA2. FURTHER MONOBRAND RATIONALIZATION
3. NEW RETAIL FORMAT4. BRANDED SPACE MANAGEMENT: SIS AND
CORNERS DEVELOPMENT WITH KEY PARTNERS
MONOBRAND BRICK & MORTAR STORES WILL EVOLVE TO A DIFFERENT ROLE AS A PART OF A SEAMLESS OMNICHANNEL REALITY
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3. RETAIL BUSINESS MODEL TO WHOLESALE
DOS
CONCESSIONS/ CORNERS
CONSIGNEMENT CORNERS/
SPACES
EDI CONNECTED
STORES
KEY DOORS
BRANDED MANAGED SPACEFULL PRICE SELL-THRU FOCUSED
CORE & NOW PRODUCTSINTEGRATED IN-SEASON MANAGEMENT
E-COMMERCE
MONOBRAND STORES KEY DISTRIBUTOR PARTNERSMONOBRAND STORESKEY DISTRIBUTOR &
WHOLESALE PARTNERSON AND OFF-LINE
FRANCHISING
GEOX RETAIL BUSINESS MODEL
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THE SEAMLESS REALITY WILL CHALLENGE THE BOUNDARIES OF TODAY’S BUSINESS REALITY
4. KEY STRATEGIC WHOLESALE PARTNERSHIP
DEFINE CLEAR ALLIANCES WITH THE KEY RETAIL PLAYERS OF THE INDUSTRY TO BETTER COOPERATE IN
CREATING A WINNING BUSINESS MODEL IS KEY
KEY PARTNERSHIP WITH ON AND OFF-LINE ARE ALSO KEY TO OUR FURTHER DEVELOPMENT ACCELERATION
IN EVERY COUNTRY WE OPERATE
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SEGMENTED SELL-THRU FULL PRICE FOCUSED BUSINESS MODEL
OUR BUSINESS MODEL EVOLUTION
FOSTER GROWTHENHANCED BRAND AND PRODUCT
PRESENTATIONHIGHER AVERAGE PRICES
LOWER INVENTORIESBETTER MARGINS
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ACTIVITIES IN PLACE: PATH TO NEW BUSINESS MODEL
2016 2017
EXTENDED AGGRESSIVE ISM TEST
NEW RETAIL FORMAT TEST
«NOW» & «CORE»PRODUCTS PROCESS TEST
«NOW» & «CORE» PRODUCTS ROLL-OUT
NEW SIS&CORNERS FORMAT TEST
NEW RETAIL FORMAT ROLL OUT
NEW SIS & CORNERS FORMAT ROLL OUT
KEY STRATEGIC PARTNERSHIPS IN PLACE
SEGMENTATION IN PLACE
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KEY TAKE OUTS
we built a solid foundation for profitable, sustainable, brand-led and market-centric growth
we believe the current macro environmentand competitive landscape creates untapped
opportunities we are poised to exploit
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Cesare FranchinaVP Brand
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THE 3 TOPICS
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THE STRATEGIC DRIVERS TO FUEL THE BUSINESS THRU BRAND EQUITY AND PROFITABILITY
BREATHABILITY‘’DNA CANNOT CHANGE … IT CAN EVOLVE’’
REINFORCE CREDIBILITYENHANCE THE VALUE OF OUR PRODUCT AND BRAND STATURE
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OUR DNA
‘’DNA CANNOT CHANGE… IT CAN EVOLVE’’
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OUR DNA
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BREATHABILITYFOR US MEANS
IMPROVE EVERYDAY PEOPLE LIVES THRU WEARABLE WELLBEINGand CONTEMPORARY STYLES
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WHO WE ARE
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INNOVATORS
WHO WE ARE
ON BREATHABILITY & WEARABLE WELLBEING
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QUALITY, COMFORT and PERFORMANCE in STYLE
HIGH CONFIDENCE BRAND
WHO WE ARE
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OUR CONSUMER‘’AN HIGH CONFIDENCE BRAND
CREATES STRONG LOYALTY’’
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OUR CONSUMER
GEOX HOLDSA WIDE‘’VARIETY’’ OF AUDIENCES
A MULTIAGE CORE TARGET
41% ARE ALREADY CONSOLIDATED BRAND LOYAL
0-12 30-70
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OUR CONSUMER
THEY CARE… INNOVATION & WELLNESS
HEALTH CONSCIOUS, SOCIALLY RESPONSIBLEWORTH MORE
THEY ARE…IN METROPOLITAN KEY CITIES
RATIONAL AND FASHION AWARESMART AND DYNAMIC
* CORE TGT: 30-70 YRS OLD87
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WHAT WE DO
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WHAT WE DO
EVERYDAY PRODUCTAN UP TO DATE ITALIAN DESIGN
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WHAT WE DO
CONTEMPORARY
IRRESISTABLE COMFORT COMFORT
CONTEMPORARY
SUSTAINABLE
LIGHT DRYFEELING
DURABLE
BREATHABLE
WATERRESISTANT GRIP
STABLE EASY TO
WEAR
FOR A LONG LASTING WEARING EXPERIENCE
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WHAT WE DO
PATENTSTHE SIGNATURE FOR
TECHNOLOGY AND RELENTLESS INNOVATION
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WHAT WE DO
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TAILOR MADE PRODUCTSFOR EACH FAMILY MEMBER
MEN’S, WOMEN’S & KIDS’IN EACH MARKET WE OPERATE
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TO CREATE VALUEIS REINFORCING OUR
CREDIBILITY
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WHAT WE DID MORE…
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WHAT WE DO MORE… WE CREATE VALUE
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THERMAL REGULATIONNOT ONLY AN IMPROVED MEMBRANE
BUT ALSO VENTILATION AND INSULATION
PERFORMANCE… GRIP, STABILITY , WATERPROOF
HIGHER FOOTBED FOR BETTER POSTURE
SUPERIOR COMFORTCONSISTANCY ON FIT, SOFT MATERIALS,
CUSHIONED AND SUPERLIGHT BOTTOM & FOOTBED
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UNIQUE DESIGN… DISTINCTIVE ITALIAN DESIGN
MATCHING FASHIONABILITY & FUNCTIONALITY
WHAT WE DO MORE… WE CREATE VALUE
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QUALITY:GEOX TRANSPIRATION INDEX , MONITORED MATERIALS & TANNERIES,
NATURAL CHROME FREE FOOTBED FOR KIDS
SUSTAINABILITYCERTIFIED PRODUCT LIFECYCLE AND MATERIALS (TUV, SATRA..)
REDUCTION OF OVERLAYING & STITCHES
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WHAT WE DO MORE… WE CREATE VALUE
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RE-IGNITE ATTENTION ON LIGHTS
SHOES KID’S LIKES:COOL & EYE CATCHING
TO PLAY & FUNWITH A ‘’SHOE LIKE SOUL’’
BEST IN COMFORT
THE MOST PREFERRED CHOICE BY OUR WOMEN’S CONSUMERS
WOMENS’BEST IN DESIGN
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WHAT WE DO MORE… WE CREATE VALUE
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INNOVATED STYLEON EXISTING PATENTS
CONTEMPORIZING PRODUCTS WITH ADDITIONAL BENEFIT COMING FROM USAGE OF CORE PATENTS
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WHAT WE DO MORE… WE CREATE VALUE
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PORTFOLIO DRIVERS
A FULL YEAR INNOVATION SCHEDULE
PRELAUNCH
BACK TO SCHOOL + CHROME FREE LEATHER INNERS
PROJECT & STORYTELLING SCHEDULE
SUSTAINABILITY
INNOVATION
TO ENGAGE CONSUMERS
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WHAT WE DO MORE… WE CREATE VALUE
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2012
SS62%
FW38%
* ref: whl uts - worldwide
2015
SS55%
FW45%
SHIFTING FW SEASON FROM …
TO
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WHAT WE DO MORE… WE CREATE VALUE
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MASTER ON CORE PRODUCTA DISTINCTIVE ITALIAN DESIGN,
Geared by performance features
AN UP TO DATE WOOL COAT BREATHABLE, SUPERLIGHT
WATER REPELLENT
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.THE PROMISE OF 2013 BUSINESS PLANTHE PRECURSOR OF A NEW PDT CATEGORY
A FOUR SEASON SHOE CONVEYING: • ALL MAIN RELEVANT TECHNOLOGIES
• ALL MAIN PRODUCT FEATURES• FOR CONTEMPORARY WALKERS
WHAT WE DO MORE… WE CREATE VALUE
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MASTER ON CORE PRODUCTA DISTINCTIVE ITALIAN DESIGN,
Geared by performance features
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BRAND
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FUEL BUSINESS PLAN 2016-18BEYOND
THE BROWN SHOE SEGMENT
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BRAND
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DEVELOPCONSUMER CENTRIC PROJECT
TO REDUCE RISK AND CREATE SUCCESSFUL STORYTELLING
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DEVELOP CONSUMER CENTRIC PROJECT
PRODUCT DESIGN
PRODUCTENGINEERING
LAB TESTINTERNAL WEARING TESTEARLY VALIDATION FROM CUSTOMER SPECIALIST
Product PRELAUNCHIn segmented distr.
Product LAUNCH
INVESTIGATE
ACTI
VATE
ENG
INEERIN
GSpecific Consumer Research
MKTG LaunchTRUE STORY TELLING
TRY ON
FROM NEEDS TO INNOVATIVE
SOLUTIONS
FROM NEEDS TO
DELIVERABLES
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A REVERSED ENGINEERING
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BRAND
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THE STRATEGIC DRIVERSFOR BRAND EQUITY
AND PROFITABILITY
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2016/18 THE STRATEGIC DRIVERS
8
INCUBATORS-> TO SHOWCASE
NEXT INNOVATION
ACCELERATORS-> TO BUILD BRAND &
AVG PRICE
ESTABLISHERS-> TO DRIVE MARGIN S
WOMAN 2.0CONTEMPORARIZATION
REIGNITELIGHTS
STRATEGIC DRIVERS PROJECTS
CONSOLIDATED BEST SELLERSON ADULTS & KIDS
MEN’S FORMAL
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THE INCUBATORS: SHOWCASE THE FOREFRONT OF THE NEXT INNOVATION
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LOW IMPACT: Limited number of components
Limited consumption of glue &Energy
NATURAL:Metal free leather (ICEC)
Natural rubber sole - 100% recyclable
CONSUMER FOCUS: HEALTH CONSCIOUS COMMUNITY
THE INCUBATORS: SHOWCASE THE FOREFRONTOF THE NEXT INNOVATION
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NEW :DOIT’S NOT JUST ABOUT
A NEW PRODUCTIT’S A NEW BEHAVIOUR
A NEW WAY TO DO THINGS
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3D BREATHING ENGINEERINGNet outsole and inner breathing lining
3D PERFORMANCE UNITIt’s about Engineering Comfort
Flexibility, cushioning, stability & grip
AVAILABLE FORMEN’S, WOMEN’S, BOYS’ & GIRLS’
AVAILABLE ONFOOTWEAR & APPAREL
THE ACCELERATORS: TO DRIVE GROWTH, AWARENESSAVERAGE PRICE & MARGINS
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WELL-THNESS INSPIREDA NEW WAY OF THINKING A
WALKING SHOE
IMPROVE BREATHABILITY,
FLEXIBILITY & STABILITY
BEST IN STYLE, COMFORT and LIGHTNESS
THE ACCELERATORS: TO DRIVE GROWTH, AWARENESSAVERAGE PRICE & MARGINS
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111
THE ACCELERATORS: TO DRIVE GROWTH, AWARENESSAVERAGE PRICE & MARGINS
THE WATERPROOF TECHNOLOGY ON STYLE
ALL WEATHER – ALL SEASONSALL COLLECTIONS111
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ITALIAN FORMAL ELEGANT DESIGN
WITH TECHNOLOGICAL FEATURES
FUNCTIONAL DESIGN:MADE IN ITALY
LEATHER WATERPROOF SOLEGRIP DESIGN
for a non slipperyoutsole
THE ACCELERATORS: TO DRIVE GROWTH, AWARENESSAVERAGE PRICE & MARGINS
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THE ACCELERATORS: TO DRIVE GROWTH, AWARENESSAVERAGE PRICE & MARGINS
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WOMAN 2.0 CONTEMPORARIZATION
* SELL IN CAMPAIGN / UTS
** SELL OUT on RTL UTS: ALL MKTS (NO OUTLET)
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THE ACCELERATORS: TO DRIVE GROWTH, AWARENESSAVERAGE PRICE & MARGINS
RE-IGNITE ATTENTION ON
LIGHTS
SHOES KID’S LIKES:COOL & EYE CATCHING
TO PLAY & FUNWITH A ‘’SHOE LIKE CARE’’
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THE ESTABLISHERS MARGIN BUILDERS TO MAXIMIZEGROSS MARGINS
THE BEST OF GEOXCONSOLIDATED BESTSELELRS
CORE OF GEOX DNA‘’ANCHOR’’ SPACE
LONGLASTINGEXCELLENCE ON STANDARDS
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MIRRORING PRODUCTS MOM’s & DAD’s LIKE
THE ESTABLISHERS MARGIN BUILDERS TO MAXIMIZEGROSS MARGINS
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MARKETING PRESENTATION
Giovanni Peracin,
VP MARKETINGAND COMMUNICATION
MASTER THE GEOX DNA FUNDAMENTALS TO GROW
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AGENDA
2013-2014: CONTEMPORIZING THE BRAND - RE-CREATING THE “TRUST”
2015-2016: FROM TECH/PRODUCT CENTRIC TO HUMAN CENTRIC
COMMUNICATION
2018: TO BE A MULTILOGUE MULTI CONTENT FOR MULTIAUDIENCES
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2013-2014: CONTEMPORIZINGTHE BRAND – RE-CREATING THE “TRUST”
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2013-2014 COMMUNICATION FOCUS
•BREATHE AT THE CENTER•SHOWING THE PRODUCTS AND STYLES•NEW PROJECTS (AMPHIBIOX)•CHINA: RE-BUILDING THE BRAND IMAGE WITH LOCAL CELEBRITIES
•WEB AND SOCIAL START UP
RE-CREATING THE “TRUST “ AND “CONTEMPORIZING”THE BRAND
SETTING THE BASE FOR A DIGITAL DRIVEN COMMUNICATION
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2015-2016: FROM TECH/PRODUCT CENTRICTO HUMAN CENTRIC COMMUNICATION
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IT’S A «MULTILOGUE» UNFOLDING IN REAL TIME ACROSS A NETWORK OF MEDIA-TECHNOLOGY PLATFORMS WHERE CONSUMERS ARE ACTIVE
PARTICIPANTS
THE CONSUMER JOURNEY GOES THRU MORE THAN 20 TOUCHPOINTS RANGING FROM INTERNET SEARCHTO SOCIAL MEDIA TO STORE VISITS
2015-2016 THE WORLD HAS CHANGED
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•HIGH QUALITY STORY TELLING CONTENTS FOR DIFFERENT AUDIENCES
•BE CONSISTENT IN EVERY TOUCHPOINT•DEVELOP A NEW COMMUNICATION PLATFORM FOR A NEW BRAND PERCEPTION AND BRAND ADVOCACY
•CREATE THE COMMUNITY
2015-2016 A NEW MARKETING MODEL
FROM A TECH/FUNCTIONAL COMMUNICATION FOCUS TO AN EMOTIONAL, ASPIRATIONAL
“MULTILOGUE”
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ITALY
IBERIAN
DACH
FRANCE
2015-2016 FOCUS ON 8 KEY COUNTRIES
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CORE POTENTIALUK USA RUSSIA CHINA
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WE HAVE TO BE AS MUCH A PUBLISHING MEDIA CONTENT COMPANY AS WE ARE A DESIGN AND R&D COMPANY ANDA DISTRIBUTION COMPANY
2015-2016 A NEW MARKETING MODEL
WE CREATE HIGH QUALITY STORYTELLING FOR A FAST MOVING AND FRAGMENTED
ECOSYSTEM
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2015-2016 INTRODUCING LIFESTYLE CONTENTS:BREATHE MAGAZINE
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2015-2016 INTRODUCING LIFESTYLE IMAGESIN THE STORES AND STORY TELLING
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2015-2016 BE CONSISTENT IN EVERY TOUCHPOINT
Make Geox as accessible as possible – expanding touchpoints
• Breathe Magazine: Mobile Lifestyle Shopping APP
• Geox Kids Books: Platformof interactive books for Kids
• Geox Watchface: Wellness meets style for AndroidWear watches
APPS• GEOX.COM integrated brand and e-com platform• GEOX.BIZ dedicated site for IR and Corporate• Mini-Sites to experience specific projects
(Nebula, Sustainability, Valemour….)
MOBILE-READY WEBSITES
• Global and Local strategy for a relevant presence in all key markets
SOCIAL• Direct e-mails & SMS for Benefeet Loyalty customers• Direct e-mails for Geox.com Subscribers
DEM & SMS
RETAIL SIGNAGE& INTERACTIVE SCREENS
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A FAST- GROWING COMMUNITY (2.9 Mio)+ 107% in 2015* vs 2013
A HIGH CUSTOMER RETENTION : 35% (22% in 2013)
SOURCE: Benefeet database managed by Value lab . PERIMETER:Subscribers in participating Geox stores ( DOS +FRANCHISING) from the launch in AT, BE+LU, DE, ES, FR, GB, IT. *Turnover ytd 2013 ( WK1-WK42) ** Turnover total 2015
INCIDENCE ( %) BENEFEET TURNOVER 41% (2015)
On the Geox store turnover (27% in 2013)
2015-2016 REINFORCING OUR RELATIONSHIP WITH OUR LOYAL CUSTOMERS
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2015-2016 BUILDING BRAND ADVOCACY
130
Increase Brand Awareness and Brand Affinityby partnering with Credible Bloggers and Influencers
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THE KSF OF A STORY IS A STRONG ANDEMOTIONAL EYE CATCHING VISUAL AND COPY
TO CATCH THE ATTENTION IN 1 SECGREAT SOUND TO DRIVE EMOTIONS
GREAT STORYTELLING TO CREATE REAL ENGAGEMENT
DIGITAL WORLD IS A LOT ABOUT EMOTIONS, PROXIMITY, REACTIVITY. IT REQUIRES A DIFFERENT OPERATING MODEL FOR PRODUCING CONTENT
2015-2016 A NEW MARKETING MODEL
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It’s A Call To Action To Be More Mindful Of How You’re Spending Your Life,
Be More Active An Invitation To Start Breathing With
Geox
2016 A NEW PLATFORM OF COMMUNICATION
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2016 PRESENT THE SUSTAINABILITY ATTRIBUTES AND BENEFITS OF OUR PROJECTS IN A WAY WHICH IS DESIRABLE AND ASPIRATIONAL
NEW:DO IS THE FIRST SHOE FROM OUR SUSTANAIBILITY INSPIRED RANGE.
A LINE DESIGNED TO WORK IN HARMONY WITH YOUR LIFE AND THE
WORLD YOU LOVE.133
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2016 PRESENT THE SUSTAINABILITY ATTRIBUTES AND BENEFITS OF OUR PROJECTS IN A WAY WHICH IS DESIRABLE AND ASPIRATIONAL
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ASSOCIATING NEBULA WITH STRIKING, AVANT-GARDE FORMS OF MOVEMENT
SUCH AS DANCE. GIVING EXPRESSION TO THE EXCITING POSSIBILITIES THAT CAN
HAPPEN WHEN YOU #STARTBREATHING.
2016 A NEW PLATFORM OF COMMUNICATION
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A PRODUCT LED ROUTE FOR A MASS AUDIENCE THAT INTRODUCES NEBULA’S
BREATHABLE SOLE.
2016 A NEW PLATFORM OF COMMUNICATION
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WOMAN
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2016 BE RELEVANT IN THE MOST IMPORTANT CITIES WORLDWIDE
139
SEOULNEW YORK MILAN
MADRID
LONDON BERLIN
SHANGHAI
PARIS
HONG KONG
MOSCOW
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2016 MULTIAUDIENCE APPROACH VIA A SEGMENTETED MEDIA STRATEGY
141
Leading edgeMagazine, bloggers
Fashion Magazines, Facebook, Instagram, Social Media,Product Placement
Opinion Leaders
Fashion aware, Younger audience
Mainstream Outdoor, Web site dominations
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PRIORITY IS THE IMPLEMENTATIONOF A HIGHLY ENGAGING CONTENT
STRATEGY GIVEN THE MULTIPLICITY OF PLATFORMS ON WHICH THE BRAND NEEDS
TO BE PRESENT
2016 A NEW MARKETING MODEL
COMPLETE CONSISTENCY AND COHERENCE ACROSS ALL OF BRAND’S CONSUMER TOUCHPOINTS BECOMES CRITICAL
142
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2016 CREATING A HIGH ENGAGING CONSUMER CENTRIC CONTENT ACROSS ALL THE TOUCHPOINTS ALONG THE USER JOURNEY
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2016 NEBULA SOCIAL STRATEGY
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100+ CONTENTS COVERING THE COMPLETE CUSTOMER JOURNEYWith TARGETED STORYTELLING
OPENING SOON
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2018: TO BE A MULTILOGUE MULTI CONTENT FOR MULTIAUDIENCES
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2018 OUR CHALLENGE: A SEAMLESS CUSTOMER EXPERIENCE
COMPELLING INNOVATIVE PRODUCT RANGE CLEARLY POSITIONED FOR A WELL DEFINED AUDIENCE
ENGAGING, RELEVANT AND CONSISTENT STORIESTO TELL
EMOTIONALLY STRONG VISUAL, PHOTOGRAPHY, FILM, COPY AND SOUND CONTENTS
WEBSITE GEOX STORES
MULTIBRAND STORES
MOBILESTORE KIOSKS
E-MAIL SOCIAL MEDIA
CUSTOMER CARE
DIGITAL PRINT
SEARCH
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• 2013-2015 CONTEMPORIZING THE BRAND, SHOWING THE PRODUCT/NEW PROJECTS, THE STYLE, RE-CREATING THE “TRUST” AND SETTING THE BASE FOR A DIGITAL DRIVE COMMUNICATION
• 2016-2017 FROM TECH/PRODUCT CENTRIC TO HUMAN CENTRIC COMMUNICATION, HIGH QUALITY STORYTELLING CONTENTS FOR ALL THE TOUCHPOINTS. BE MORE EMOTIONALLY AND ASPIRATIONALLY ENGAGING
• 2018 TO BE A MULTILOGUE MULTI CONTENT FOR MULTIAUDIENCES
CONCLUSION
A SEAMLESS AND OMNICHANNEL BRAND EXPERIENCE
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Emanuele Malacarne
VP – PRODUCT DEVELOPMENT
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WHAT WE DELIVERED
151
Reduced the COMPLEXITY
Enhanced the QUALITY
Implemented COLLECTION PLANNING & MONITORING systems
Perfected the DESIGN TO COST
Levereged on INNOVATION
83% carry over outsoles Investments only in key strategic projects Reduce by 44% number of raw materials
Strongly specialized Pdt Dvlp Organization 100% certified raw materials sourcing plat Increase to 55% the carry over materials
PLM fully implemented Introduction Geox Inspired Design Tool
Effective and tangible results coming from very close collaboration with Opt and Vendors
Implemented engineering process matching performance expectations with a consumer centric approach
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We built an efficient and effective ENGINE Now is time to boost a SUSTAINABLE GROWTH
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WHAT WE PROMISE NOW
153
FUEL RETAIL PERFORMANCE
DRIVERS INITIATIVES
EFFICIENCY
ENABLERS
PROFITABILITY
GROWTH
INNOVATE THE ENGINEERING
QUALITY & INNOVATION
OUTSOLES PERFORMANCE
• Material sourcing optimization• Material Certification Process• Digital Outsole
• New collection development model
• OUTSOLE PERFORMANCE SEGMENTATION
• GLOCAL – FIT ProgramSECURE THE BUSINESS
AND LOCALIZE
• GEOX – FIT Program
2018
2018
2018
2016
2016
2016
2016
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154
Our SHORT TERM achievements
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WHAT WE PROMISE NOW
155
DRIVER HOWWHAT
PROFITABILITY
Material sourcing optimization:Reduce leftovers coming from prototypes dvlp and sales men samples
Regulate and monitor material color/chart setting
Revise the process of the sample leather process by an actual “where used” basis approach
* SS17 Order Size Adjusted to reflect forecasted order on Second Exit
PROFITABILITY
Material Certification Process:Efficient internal process to shorten our collection development Lead Time
Anticipate leather quality and style certification for nominated materials, during sms launching
Anticipate nominated materials unlocking for bulk orders
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WHAT WE PROMISE NOW
156
DRIVER HOWWHAT
GROWTH
New collection development model:transform collection development process to better serve the different needs of distribution channels (both Wholesales and Retail)
Clearly identify a proper selection of “NOS and Carry Overs”
Earlier go-to-market with “Core Collection” in one exit
Introduce monthly capsules of “Now Products”
CORE
C.O. & NOS
NOW PRODUCTS
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WHAT WE PROMISE NOW
157
DRIVER HOWWHAT
QUALITY & INNOVATION
GEOX – FIT Program:Standardize GEOX Lasts Volumetric measures securing the constancy on fit
• Creation lasts 3D digital database and standardization
• Digital engineering and modification with 3D CAD
• Electronic Transmission to certified and nominated suppliers
Higher control and qualitydue to electronic engineering and nominated suppliers
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158
Our MEDIUM TERM ambitions
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WHAT WE AIM TO ACHIEVE
159
DRIVER HOWWHAT
PROFITABILITY
3D-Digital Outsole:reduce Lead Time of innovation and fitting process by creating sole mock ups with 3D-digital models and printing
3D-CAD designs (Mock-Ups) for NOW PRODUCTS in-house realization
3D Print of the outsoles for the INDUSTRIAIZATIONS
3 advantages Reducing industrialization lead time Guarantee a quick response in NOW
PRODUCT development Get a quicker and more efficient
decision making process to access the real profitability of each project
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WHAT WE AIM TO ACHIEVE
160
DRIVER HOWWHAT
GROWTH
GLOCAL – FIT Program:standardize GEOX lasts volumetric measures in each strategic market
Acquisition of biometric consumer data (Shop Foot scanner) into strategic market
Population of database for each strategic market
Last development according to market needs
Increased customer engagement
and in store Experience
Increased market penetration especially
trough E-commerce
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WHAT WE AIM TO ACHIEVE
161
DRIVER HOWWHAT
QUALITY & INNOVATION
OUTSOLE PERFORMANCE SEGMENTATION: certify GEOX outsole excellence in terms of performance features setting a new market benchmark
Benchmark the market and position our excellence
Identify and certify key performance drivers in GEOX portfolio
Organize a segmented offer according to the end use
Set a new benchmark in outsole
performance
Gain a competitive advantage from existing assets
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WRAP-UP: WHAT MUST YOU REMEMBER OF THIS?
162
What we achieved2015 vs BP2013
We reduced the COMPLEXITY, enhancing the
QUALITY and ensuring a proper SPECIALIZATION
Focus on PROFITABILITY and CHANNELS GROWTH, with
particular attention to RETAIL (NEW BUSINESS
MODEL)
Focus on ADDED VALUE PROJECTS that will drive our
Company to the future
BP2018Short Term Run
BP2018Medium Term Run
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OPERATIONS AND SUPPLY CHAIN EXCELLENCE
Fabio Sartori, Operations
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OPERATIONS AND SUPPLY CHAIN EXCELLENCE
FLEXIBLE, SOLID AND SUSTAINABLE SOURCING
BEST IN CLASS LEVELS OF SERVICE
WORLD CLASS QUALITY
THREE KEY PILLARS
164
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SOURCING : FLEXIBLE
EUInsource (Est EU)
F.EAST (no duty)
F.EAST (excl China)
China
2013
EU Insource (Est EU)
F.EAST (no duty)
F.EAST (excl China)
China
2016
EU
Insource (Est EU)
F.EAST (no duty)
F.EAST (excl
China)
China
2018
Reduction in sourcing from China in favour of other countries such as Europe, «Duty free» areas and countries offeringmore competitive costs.
Increase in sourcing from Europe to favour fast replenishment and an increasing percentage of own production (ownproduction in Serbia from 4% of total production in 2016 to 15% expected in 2018).
Potential upside from the elimination of duty in Vietnam, currently representing more than 30% of total production(expected in early 2018, according to the latest EU announcement - dated December 2015).
Opportunities created by trends of local currencies and raw material costs.
STRATEGIC SOURCING EVOLUTION
165
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SOURCING: OWN PRODUCTION THE SERBIAN HUB
• Plant covering 21,000 m2• 1,250 employees• 11 production lines covering the entire
production cycle• 1.6 m pairs/year + HUB for outsourcing in
Eastern Europe• Focus on formal Men/Women and Amphibiox• Increase product know-how• Opportunity to supply Russia duty free• Short lead time
THE PROJECT
• 8 out of 11 production lines are running• 850 employees• Full production by the end of 2016 • Sharing and monitoring an improvement plan
PROJECT STATUS (FEBRUARY 2016) • The plant in Serbia will be able to handle around
15% of total production. If necessary, thispercentage can also be increased in a shortspace of time (reaching up to 30%), with theSerbian plant becoming a hub for production inneighbouring areas where there is extensiveknow-how in the field of shoe manufacturing(Albania, Macedonia, Bulgaria).
TARGET
166
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SOURCING: SOLID PARTNERSHIP
• Signed terms and conditions of supply and Codeof Conduct
• Launch of supplier audit process
LONG TERM AGREEMENTS
• Geox shares KPIs (sustainability, quality, costperformance, service level) with manufacturerswith the aim of continuously improving ourbusiness relationships
• Highlighting trends, benchmark vs. CountryAverage, benchmark vs. Global Average, strengths,weaknesses and critical issues
• Sharing and monitoring an improvement plan
SUPPLIER CO–EVOLUTION PROGRAMME
• Supporting suppliers in production planning andcontrol with a centralised structure and localpresence
CONSISTENT AND RELIABLE PRODUCTION PLANNING
SUSTAINABILITY
QUALITY SERVICELEVEL
COST PERFORMANCE
GLOBAL AVERAGEFACTORY
167
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SOURCING: SUSTAINABILITY
168168
Our audits are carried out by internationally recognized, independent certificationbodies (Intertek Group Plc).Each audit is focused on three main categories, verifying compliance with localregulations regarding:
• Environmental impact• Social impact
• Workplace health and safety
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LEVELS OF SERVICE AS A STRATEGIC LEVER
• KPI system implemented and operational with specific objectives being defined and monitoredfor each department
• Meeting the expected Time to Market with an increasing number of “On Time deliveries”. Performance increased more than 10% SS16 vs FW15 and Geox aims to achieve further improvements also by customizing servicesfor key clients.
• Implementation of state-of-the-art Demand & Production Planning systems, improving forecasting ability, the release of products onto the market and the service level
• Supply Chain integration between the different levels of suppliers, encouraging collaboration in order to boost overall performance
• Local Supply Chain teams among suppliers allowing for constant supervision of the production process
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
FW15 SS16 FW16 SS17
Service level Improvements
169
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WORLD CLASS QUALITY
• GEOX STANDS FOR HIGHER QUALITY: quality assurance approach
• All shoes undergo to the certification process TÜV SÜD Footwear Mark, guaranteeing the quality of the production process and the substances used (from FW16, Geox will be the first shoe manufacturer to be awarded this certification)
• Constant supervision of production sites (senior, local and quality technicians)
RESPECT FOR THE ENVIRONMENT
PRODUCTCOMFORT
SAFE FOR CHILD GROWTH
CONSUMERHEALTH
170
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WORLD CLASS QUALITY
• Meticulous checks and controls in order to minimize returns from market for quality reasons
• Collecting market feedback and immediate launch of actions plans for all phasesof the process
PRODUCT PROCESS INSPECTION
Testing activity on collection materials and specifications
Checks into specifications &
Confirmation Sample
Testing activity on the finished product
Pre-Delivery checksand controls
Analysis of Returns and Customer Service
support
Inbound checks and controls
171
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WHOLESALE & RETAIL PRESENTATION
Enrico Morra,
WHOLESALE & RETAIL
EMEA & AMERICA
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WHOLESALE & RETAIL PRESENTATION
RESULTS
WHOLESALE & RETAIL STRATEGY
3Y PLAN TARGETS
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WHOLESALE RESULTS
174
BACK TO GROWTH (2014/15)
BUSINESS MODEL AND FTW SALES FORCE SPECIALIZED BY CHANNEL
GROWTH ON EVERY CHANNEL (2014/15) +20% +1% +34%
KACCOUNT INDEPENDENTS WEB
+11% +5%CAGRNET SALES
FTW +13% RTW (COMP) +23%
FTW +6% RTW (COMP) +11%
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175
NETWORK RAZIONALIZATION (2014/15)
NEW OPENINGS (2014/15)
L4L DOS(2014/15)
MARKDOWN REDUCTION(2014/15)
-350 DOORS
+8,2% (2014) +4,3% (2015)
L4L FRANCHISING(2014/15) +5,6% (2014) +3,9% (2015)
103BPS 342BPSDOS FRANCHISING
+212 DOORS
RETAIL RESULTS
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176
CATCH THE MARKET GROWTH (2014/15) - WHOLESALE
BUSINESS MODEL SPECIALIZATION
DEVELOPMENT OF THE DIRECT E-COMMERCE BUSINESS (2014/15)
+34% +16%
DONE
CAGRNET SALES
+149% +58%CAGRNET SALES
15%WEIGHT
E-COMMERCE RESULTS
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EXPLOITING POTENTIAL IN EVERY AND IN EVERY WE OPERATE
177
BECOMING THE PREFERRED WHOLESALEAND FRANCHISING PARTNER
MULTICHANNEL SPECIALIZATION PREPARE OMNICHANNELLING
OUR MISSION WHOLESALE
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AS TOP LINE DRIVER
178
BUY LESS & SELL MOREREADY TO BUY “NOW” PRODUCTS
CORE PRODUCTSIN SEASON MANAGEMENT
OUR MISSION RETAIL
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BECOME A DESTINATIONFOR E-SHOPPERS
OUR MISSION E-COMMERCE
179
E-COM KEY PARTNERSTAILOR MADE MARKET STRATEGY
OUTSTANDING CONSUMER JOURNEY THRU GEOX.COM AND 3RD PARTIES
WEB SITES
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SALES FORCE SPECIALIZATION BY CHANNEL
BRAND & CHANNEL LED ASSORTMENT
IMPLEMENTING PER COUNTRY
180
COUNTRY/CHANNEL CENTRIC STRATEGY
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DRIVERS WHOLESALE RETAILIZATION
181
KEY PARTNERS
DOSFRANCHISINGCONCESSIONSGEOX.COM
RETAIL WHOLESALEINDEPENDENTSKEY-ACCOUNTS
CONTEMPORARYMASS
E-COMMERCE
RETAIL KNOW HOW
INDEPENDENTSKEY-ACCOUNTS
CONTEMPORARYMASS
E-COMMERCE
BRANDED SPACESSPACES IN PREMIUM LOCATION
TO ENHANCE SHOPPING EXPERIENCE
MODEL – NOW AND CORE PRODUCTSIN SEASON MANAGEMENT
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182
MARKET PRIORITIESCHANNEL MIX
GENDER MIXWHOLESALE RETAILIZATION
ALLIANCE WITH KEY STRATEGIC PARTNERSCOLLECTION SEGMENTATION
DRIVERS WHOLESALE FTW
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183
SPECIALIZED SALES FORCERTW RETAILERS SPECIALISTKEY CITIES IN KEY MARKETS
ALLIANCE WITH RTW BRAND BUILDERS
FOCUS..FOCUS..FOCUSGROWTH OPPORTUNITY
DRIVERS WHOLESALE RTW
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184
NETWORK RAZIONALIZATIONSELECTED CAPEX
NEW BUYING MODELAGGRESSIVE ISM
MONETARY COST OPTIMIZATION
CUSTOMER CENTRICITY AS VOLUME DRIVERNEW BUSINESS MODEL AS PROFIT BUILDER
DRIVERS RETAIL
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MARKETS CENTRIC STRATEGY
MARKET POTENTIAL
LOW
HIGH
LOWGEOX BRANDAWARENESS
HIGH
CORE MARKETSDEVELOPMENT MARKETS
ITALY
FRANCERUSSIA
UK
CANADA
BELUX
PENETRATION MARKETS
GREECE
185
IBERIAN
GERMANY
USA
AUSTRIA SWITZERLAND
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WHOLESALE BUSINESS PLAN TARGETS
186
GROWTH ~27%, CAGR ~ 8%
2014 2015 2018
303ML326ML
404-437ML
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RETAIL BUSINESS PLAN TARGETS
187
GROWTH ~ 13%, CAGR ~ 4%
2014 2015 2018
463ML
480ML
526-563ML
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188
GROWTH ~ 56%, CAGR ~ 16% E-COMMERCE BUSINESS PLAN TARGETS
2014 2015 2018
43ML
59ML
89-94ML
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RETAIL AND WHOLESALE
189
GROWTH ~ 19%, CAGR ~ 6%
2014 2015 2018
766ML806ML
930MLN-1BLN
RTL 463ML
WHL303ML
RTL 480ML
WHL 326ML
WHL404-437ML
RTL 526-563ML
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WHOLESALE & RETAIL PRESENTATION
Mauro Malta,
WHOLESALE & RETAIL
APAC
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APAC AGENDA
MAIN STRATEGY
CHINA NEW WHS DISTRIBUTORS
RETAIL & WHS NETWORK 2018 TARGETS
KEY MARKETS
BUSINESS PLAN TARGETS
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MAIN STRATEGY APAC - RETAIL
192
• Excellent Retail Model
• E-Commerce development
• Retail Support to Distributors (Operations, Visual Merchandising, Data Analysis, Training , MKTG).
Profitableand
SustainableBusiness
Retail Business
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MAIN STRATEGY APAC - WHOLESALE
• Intensive offline business development in some key market (i.e. China)
• Major Middle term focus on China, South Korea, Indonesia markets
Profitableand
SustainableBusiness
WholesaleBusiness
193
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194
• Distribution agreement with Pou Sheng International, listed on the HK Stock Exchange, one of the leading retailersin China in the lifestyle and sportswear market.
• The agreement includes:> the exclusive offline distribution of Geox Men and
Women collections in Mainland China except Beijing and Shanghai.
> Both Online and Offline business.> Both Mono brand store and Multi brand store for
Adult.> Total 229 mono-brand and 199 multi-brand stores in
3 years.
CHINA NEW WHOLESALE DISTRIBUTORS
Wholesale(Men & Women
Collections)
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195
• Distribution agreement with Goodbaby China Commercial CO. LTD one of the largest multi-brand retailerin the country specialized in Kid’s products.
• Both online and Offline, but only under ‘Kids station’
• Total 225 Geox Corners in ‘Kids Station’ stores in 3 years
CHINA NEW WHOLESALE DISTRIBUTORS
Wholesale(Kids Collections)
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196
APAC: DOS NETWORK EVOLUTION 2015 - 2018
65
2114
10099
22 20
141
0
20
40
60
80
100
120
140
160
CHINA HONG KONG JAPAN TOTAL
2015 2018
~ 40 DOS IN 3 YEARS
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197
APAC: WHOLESALE DOORS EVOLUTION 2015 - 2018
460
53
349448
653
5100
401
1.159
0
200
400
600
800
1.000
1.200
1.400
CHINA HONG KONG JAPAN ASIA OCEANIA TOTAL
2015 2018
~ 700 WHOLESALE DOORS IN 3 YEARS
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MARKET CENTRIC STRATEGY
198MARKET POTENTIAL
LOW
HIGH
LOWGEOX BRANDAWARENESS
HIGH
CORE MARKETSDEVELOPMENT MARKETS
SHANGHAI
BEIJING
HK
SOUTH KOREA
CHINA (WHS)
SINGAPORE
PENETRATION MARKETS
INDONESIA
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APAC SALES BUSINESS PLAN TARGETS
199
2014 2015 2018
GROWTH +26~31ML€, +~42%, CAGR +~12,5%95~100 ML €
58ML €
69ML €
Total Sales: Retail and Wholesale
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LONG TERM STRATEGIC PLAN
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GEOX BY 2018: A CLEAR SET OF TARGETS
Sales€.Million
EBITDA% on sales
N. OF GEOX SHOPSDOS & FRANCHISINGUNDER LICENCE AGREEMENT
2015 2018
874,3 1.025 – 1.100
7,1% ~ 10% -11%
1.1611.019
142
1.190 -1.260980-1.030
210-230
CAGR
~ 6,5%
~ 22%
201
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THE PATH TO 2018: FLEXIBILITY TO REACT
202
20142015
2018
2016
2017SECURE
THE BUSINESSBUILD
THE NEW
IMPACT
ACCELERATE
2013
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• Improved time to market and level of service
• Ahead of market standard in anticipating entire
product ranges
• New products, projects
• Market share growth
• Exploit full potential of core markets
• Increase penetration in markets with healthy
brand awareness
• New high potential market development
• Channel specialization
• Positive LFL
• Ecommerce management and development
• Implementing ideal channel mix per country
874
2015 2018
KEY ASSUMPTIONS: TOP LINE HEALTHY GROWTH
203
1025-1100
TOTAL SALES
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281
2015 2018
376
2015 2018
SALES BY REGION
204
300-320
• Retail growth mainly driven by LFL performance that
will more than offset the residual portfolio optimization
• Exploit full potential of wholesale distribution through
alliances with strategic key accounts
• Retail growth mainly driven by LFL performance
• Exploit full potential of core markets: Iberia, France,
Germany, Austria, Switzerland
• Increase penetration in markets with healthy brand
awareness: Belgium, Luxembourg
• Develop high potential markets: UK
ITALY
EUROPE (*)425-455
(*) Germany, France, Spain , Portugal, Benelux, Austria, Switzerland, UK, Scandinavia
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62
2015 2018
155
2015 2018
SALES BY REGION
205
95-100
• US and Canada growth mainly driven by wholesale
expansion
• Selected DOS openings and high single digit positive LFL
expected
• Intensive roll out of off line business development:
DOS: add 40 net openings to target 140 stores
Wholesale: add 700 new doors to target 1.150 POS
• China roll out made by the two new distributors
• E-commerce development
• increase penetration in South Korea and Singapore and further
expansion of Indonesia
AMERICAS
ASIA & ROW205-225
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785
2015 2018
89
2015 2018
SALES BY PRODUCT
206
• Focus on innovation and new products
• Product range extention
• Exploit “end user” categories still uncovered
• Development in new markets by means of winter
collections for northern countries
• Focus on outerwear
• Specialized sales force
• RTW retailer specialists
• Key cities strategy in key markets
• Alliances with RTW brand builders
FOOTWEAR
APPAREL 100-110
925-990
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354
2015 2018
521
2015 2018
SALES BY CHANNEL
207
• Product offer and distribution segmentation
• Wholesale “retailization”
• Preparing “omnichannelling”
• Alliances, collaborations, integrations with strategic KA
• Retail best practice to wholesale: “branded space”
management in SIS, concession and corners
• Brand presentation: unique shopping experience
• Customer centricity as top line driver
• Network rationalization and selective new openings
• Geox.com sales expansion
• Network refurbishment: new store concept to come
WHOLESALE
RETAIL580-620
445-480
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KEY ASSUMPTIONS: RETAIL SPACE
208
• Store footprint executed in core markets
• Strong focus on profitability and cash flow
• Stricter financial criteria
• Selected new openings in EMEA, Americas and
ROW
• Planned development in China: 40 new openings
• Still room for portfolio optimization due to
residual closures of non performing stores and
lease expiry
476
2015 2018
DOS & FRANCHISING
• China new distribution agreement
• Asian distributors
UNDER LICENSE AGREEMENT
543
2015 2018
142
2015 2018
460-480
520-550
210-230
DOORSFRANCHISING
DOORSDOS
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KEY ASSUMPTIONS: RETAIL PERFORMANCE
209
• New business model: a “buy less, sell
more approach”
• Fast lane to catch trends
• New buying model to reduce stock on
hands
ENHANCED PROFITABILITY AND CASH FLOW SHARE OF VOLUME SOLD AT FULL PRICE
INVENTORYTURN
RISK OFOVERBUYING
AVERAGE MARKDOWNON ARTICLES SOLD
LIKE FOR LIKE
AVERAGE MARKDOWN REDUCTION
• Mid single digit CAGR expected both in
DOS and Franchising channel
• Increased share of full price sell through
• Aggressive in season management to
chase customers demand
2016 2017 2018 TOTAL
DOS 5% 6% 6% 19%
FRANCHISING 4% 5% 5% 15%
2016 2017 2018 TOTAL
DOS 0% -1% -1% -2%
FRANCHISING 0% -2% -1% -3%
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351
451
46,6%
51,6%
2013 2015 2016 2018
KEY ASSUMPTIONS: GROSS MARGIN
210
• Gross Margin dilution expected in 2016 due to
USD strengthen (200-300 bps)
• Regain gross margin expansion 2017 onwards
• Sales Growth in USD based countries will
rebalance currency geographic footprint
improving the natural hedge.
• Pricing and product mix improvement in terms
of profitability, sales dilution reduction
• Strategic sourcing evolution
• Opportunities from local currencies
• Opportunities from raw materials trends
• Strong commitment to reduce complexity
• Focus on existing structures to improve lines
efficiencies and product lifecycle
GROSS MARGIN
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ALREADY BEYOND THE PEAK OF CAPEX CYCLE
211
48
4036
39 3835 35
2012 2013 2014 2015 2016 2017 2018
2016-2018
• Approx. 17 mln each year for
store new openings and
restylings
• Approx. 17 mln each year for
patents and trademarks,
supply chain, IT, HQ, moulds
and machinery
• Approx. 3million to complete
the Serbian Plant
• The Group is planning to invest
approximately an amount
equal to D&A
3941
39 38 38 39 40
2012 2013 2014 2015 2016 2017 2018
CAPEX
D&A
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OPERATING WORKING CAPITAL - % ON SALES
212
23,8%
28,3% 27,5%
22,2%
0%
5%
10%
15%
20%
25%
30%
2012 2013 2014 2015 2016 2017 2018
22%
25%