q3 2020 earnings call. · 2020. 11. 5. · s&d costs (in % of sales) q3 2019 key financials....
TRANSCRIPT
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Q3 2020 EARNINGS CALL.PRESENTATION.
SHOP APOTHEKE EUROPESTEFAN FELTENS, CEOJASPER EENHORST, CFO
05 NOV 2020
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TODAY‘S
PRESENTERS.
STEFAN FELTENS
CEO SHOP APOTHEKE EUROPEJASPER EENHORST
CFO SHOP APOTHEKE EUROPE
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PRESENTING TODAY FROM OUR NEW HEADQUARTERS IN SEVENUM.
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FINANCIAL PERFORMANCE
UPDATE ON BUSINESS AND STRATEGY Q+A
TODAY’S AGENDA.
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HIGHLIGHTS.
Q3 2020.
Accelerated growth – fully organic – driven by excellent execution.Growth of 39.7% to EUR 238.7M in Q3 and of 38.1% to EUR 703.3M YTD.
Record number of new customers.Active customer base up 400,000 in Q3 and 1.4M YOY to 5.9M customers.
Adj. EBITDA margin 1.8% in Q3 and 2.2% YTD.9M adj. EBITDA at EUR 15.5M, YOY improvement of EUR 27.2M; operating cash flow EUR +10.9M.
Successful early conversion/redemption of the EUR 135M 4.5% convertible bonds initiated in Q3.Substantial improvement of SAE’s equity ratio and significant lower financing costs.
Focus strategic initiatives.Venlo 2020, e-Rx, SHOP APOTHEKE NOW!, portfolio expansion.
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Q3 DACH sales | vs. prior year(in EUR million)
Q3 Group sales | vs. prior year(in EUR million)
KEY FINANCIALS.
IMPRESSIVE FULLY ORGANIC TOPLINE GROWTH. ACTIVE CUSTOMERS +400,000 in Q3, +1,400,000 YOY.
150.0
200.6
Q3 2019 Q3 2020
170.9
238.7
+40% +34%
Q3 INTERNATIONAL sales | vs. prior year(in EUR million)
Q3 2019 Q3 2020
20.9
+82%
Q3 2019 Q3 2020
38.1
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EXPANSION OF ACTIVE CUSTOMER BASE. PLUS 400,000 IN Q3 (RX & OTC).
# Active customers(in million)
Q3 2019 Q3 2020
4.5M
5.9M
AVERAGE SHOPPING BASKET VALUE. (Q3 2019: EUR 66.91)€ 66.87
NPS-SCORE. (Q2 2020: 70) 70+1.4M
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Weekly Website Visits (Desktop & Mobile)
Source: SHOP APOTHEKE EUROPE.Source: SHOP APOTHEKE EUROPE.
Total(Visits Web Traffic)
YOY Growth(%)
43-2020
140%
120%
100%
80%
60%
40%
20%
0%
6,000,000
5,000,000
4,000,000
3,000,000
2,000,000
1,000,000
0
27-2020
KPIs.
STRONG WEB TRAFFIC GROWTH MOST POPULAR PHARMACY WEBSITE IN GERMANY.*
* Source: Traffic rank Similarweb, July 2020 (health category wordwide): SHOP APOTHEKE.COM (#55); MEDPEX (#102); DOCMORRIS (#144).
13-202001-2020
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Source: SHOP APOTHEKE EUROPE.
Number of orders(in ‘000)
KPIs.
SHARE OF REPEAT ORDERS REMAINS HIGH DESPITE LARGE NUMBERS OF NEW CUSTOMERS.
Share of repeat orders(in %)
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KEY FINANCIALS.
ADJ. EBITDA FROM EUR —11.7M LAST YEAR TO +15.5M NOW.
(in EUR million) YTD Q3
Q3 2019 Q3 2020Better/
(Worse)9M 2019 9M 2020
Better/
(Worse)
Sales 170.9 238.7 40% 509.2 703.3 38%
Gross profit margin 18.9% 21.9% 3.0 pp 19.6% 22.3% 2.7 pp
Selling & distribution
as percentage of sales -17.4% -17.6% (0.2) pp -19.0% -17.5% 1.5 pp
Administrative costs (adj.)
as percentage of sales -3.0% -2.6% 0.4 pp -2.9% -2.6% 0.3 pp
Adj. EBITDA -2.1 4.2 6.3 -11.7 15.5 27.2
Adj. EBITDA margin -1.2% 1.8% 3.0 pp -2.3% 2.2% 4.5 pp
EBITDA -3.3 2.8 6.1 -14.4 12.1 26.5
9M last year and this yearQ3 last year and this year
Adjustments in 9M 2020 of EUR 3.4M are mainly related to the non-cash employee stock option programme.
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Gross margin(in % of sales)
Q3 2019
KEY FINANCIALS.
GROSS MARGIN UP 3.0 PP VS. LAST YEAR.
Q3 2020Sourcing Net Pricing OtherCountry/
Product Mix
0.9%
21.9%
– 2.1%
3.6%
0.6%
18.9%
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S&D costs(in % of sales)
Q3 2019
KEY FINANCIALS.
MARKETING EXPENSES UP, REFLECTING GROWTH INVESTMENTS.OPERATIONAL COSTS WELL CONTROLLED.
Q3 2020MarketingShipping,
Packaging and Payments
OtherOperational
Labour
17.4%17.6%
– 0.9%
– 0.1%0.0%
1.2%
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Adjusted EBITDA(in EUR millionand % of sales)
Q3/2019
KEY FINANCIALS.
EBITDA UP EUR 27.2 M YEAR OVER YEAR.
Q3/2020 9M/2019 9M/2020
Q3 vs. Q3 9M vs. 9M
–2.8%
– 2.3%– 2.1M
4.2M
– 11.7M
15.5M
1.8% 2.2%
-1.2%
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KEY FINANCIALS.
CASH BALANCES UP DUE TO A POSITIVE CASH FLOW IN Q3.
(15.8)4.1
OPERATING RESULTadjusted for
depreciation, taxes provisions
WORKING CAPITALMOVEMENTS
FINANCING CASH AND SHORT-TERM FINANCIAL
ASSETSQ2 2020
Cash from operations in Q3 a positive EUR 5.1 million.
157
13.2
CASH AND SHORT-TERM FINANCIAL
ASSETSQ3 2020
154
1.0
INVESTMENTS
Investments on track. In Q3 EUR 15.8 million mainly in the new logistics centre in Sevenum and IT.
Cash from financing in Q3 a positive EUR 13.2 million. Mainly related to ESOP minus interest payments.
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FINANCIAL PERFORMANCE
UPDATE ON BUSINESS AND STRATEGY Q+A
TODAY’S AGENDA.
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FROM A PUREE-PHARMACYRETAILER …
… TO ACUSTOMER-CENTRICE-PHARMACYPLATFORM.
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FOCUSSING ON OUR CUSTOMERS’ NEEDS TO INCREASECUSTOMER LOYALTY &PROFITABILITY.
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VENLO 2020:
NEW LOGISTICS CENTRE TO MEET THE HIGHER FUTURE DEMAND EXPECTED DUE TO E-SCRIPT.
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TODAY:20,000 sqmon one level.
TOMORROW: 40,000 sqmplus 8,000 sqm on 2nd level.
PARCELS SENT 2019:> 39,000 A DAY.
TOMORROW: > 100,000 A DAY.INTRODUCING A NEW LEVEL OF AUTOMATION.
CAPACITY OF > 35 MILLION PARCELS PER YEAR.
VENLO 2020:
AMPLE CAPACITYFOR OUR AMBITIOUS GROWTH PLANS.
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NEW LOGISTICS CENTRE FULLY ON SCHEDULE.
A SEAMLESS MOVE TO GUARANTEE OPTIMAL OPERATIONS.
• OCTOBER 21, 2020:SHIPPING OF FIRST PARCELS TO ITALY.
• JANUARY 2021:INTRODUCTION OF A SIGNIFICANTLYHIGHER LEVEL OF AUTOMATION.
• Q2 2021:COMPLETION OF THEENTIRE LOGISTICS CENTRE.
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VENLO 2020
INSPIRING OPEN SPACE ENVIRONMENT FOR OUR EMPLOYEES.
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FOCUS ON SUSTAINABILITY.
REDUCING OUR ENVIRONMENTAL FOOTPRINT.
“VERY GOOD“ ACCORDING TO THE DUTCH BREEAM CERTIFICATION STANDARDS.
VENLO 2020.
CREATING ASUSTAINABLE BUILDING.
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OWN BRANDS.EXTENSION OF REDCARE PRODUCTS.
MARKETPLACE.• SHOP APOTHEKE NOW!• PORTFOLIO EXPANSION.
ONLINE DOCTOR SERVICE.CO-OPERATION WITH ZAVA IN GERMANY.
E-SCRIPT.INTERNAL PREPARATONS FULLY ON TRACK.
CUSTOMER-CENTRIC SERVICES
KEY STRATEGIC INITIATIVES.
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DEDICATED TEAM OF EXPERTS.TASK FORCE ”E-RX FIRST“ ESTABLISED 2019.
DEEP INHOUSE EXPERTISE.ALMOST 20 YEARS OF RX EXPERIENCE (EUROPA APOTHEEK / SMART).
TECHNOLOGY ALREADY IN USEHUNDREDS OF ONLINE PRESCRIPTIONS FILLED EVERY DAY THROUGH OUR CO-OPERATION WITH ZAVA.
EXTENSION OF PARTNERSHIPS.JOINED TK PILOT.
E-RX FIRST:
ALREADY PREPARED TO GET STARTED.
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LOOKING FORWARD.
2020 SALES AND EBITDA GUIDANCE RAISED AGAIN.
Full-year sales growth at least 35% (up from previously: at least 30%).
Full-year adj. EBITDA margin around 2% (up from previously: 1-2%).
Long-term target profitability in excess of 6% EBIT unchanged.
Continued investments in growth: capacity, IT and customer acquisition.
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FINANCIAL PERFORMANCE
UPDATE ON BUSINESS AND STRATEGY Q+A
TODAY’S AGENDA.
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NOW IT’S TIME FOR Q&A.
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CONSOLIDATED SEGMENT FINANCIALS.
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UNAUDITED CONSOLIDATED STATEMENT OF PROFIT AND LOSS.
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UNAUDITED INTERIM CONSOLIDATED STATEMENT OF FINANCIAL POSITION.
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UNAUDITED INTERIM CONSOLIDATED STATEMENT OF CASH FLOWS.