I N V E ST O R P R E S E N TAT I O N
November 2017
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DisclaimerThe information in this presentation represents information concerning LXRandCo, Inc. (“LXR” or the “Company”) made available to the public as at the date of this presentation and other publicly available information.
This presentation, as supplemented or amended from time to time, is not, and under no circumstances is to be construed as, an advertisement or a public offering in Canada of the securities referred to in this presentation. No securities commission or similar authority inCanada has reviewed or in any way passed upon this presentation or the merits of the securities described herein and any representation to the contrary is an offence.
The securities of the Company have not been and will not be registered under the United States Securities Act of 1933, as amended (the “U.S. Securities Act”) or any state securities legislation and may not be offered or sold in the United States except in compliance with theregistration requirements of the U.S. Securities Act and applicable state securities legislation or pursuant to an exemption therefrom. This presentation does not constitute an offer to sell or a solicitation of an offer to buy any of the securities described herein within the UnitedStates.
Forward-LookingInformationCertainstatementsandinformationinthispresentationareprospectiveinnaturemayconstitute“forward-lookinginformation”and/orforward-lookingstatementswithinthemeaningofapplicablesecuritieslegislation(collectively,“forward-lookinginformation”).Allinformationcontainedherein,otherthanstatementsofcurrentandhistoricalfact,isforward-lookinginformation.
Generally, but not always, forward-looking information can be identified by the use of terminology such as “outlook”, “objective”, “may”, “could”, “would”, “will”, “expect”, “intend”, “estimate”, “forecasts”, “project”, “seek”, “anticipate”, “believes”, “should”, “plans” or“continue”, or similar expressions suggesting future outcomes or events and the negative of any of these terms. All of the forward-looking information herein is qualified by this cautionary statement.
With respect to the forward-looking information included in this presentation, management has made certain assumptions with respect to, among other things, the Company’s ability to meet its future objectives and strategies, the Company’s ability to achieve its futureprojects and plans and that such projects and plans will proceed as anticipated, the expected growth of the Company’s e-Commerce revenue, the expected number and timing of store openings in North America and internationally, entering into new and/or expanded retailpartnerships in North America and internationally, the Company’s ability to source products, the Company’s competitive position in the vintage luxury industry, and beliefs and intentions regarding the ownership of material trademarks and domain names used in connectionwith the marketing, distribution and sale of the Company’s products as well as assumptions concerning general economic and market growth rates, currency exchange and interest rates, competitive intensity, the Company’s ability grow as a public company as well as otherstatements with respect to management’s beliefs, plans, estimates and intentions, and similar statements concerning anticipated future events, results, outlook, circumstances, performance or expectations that are not historical facts.
Forward-looking information is not, and cannot be, a guarantee of future results or events. Forward-looking information reflects management’s current beliefs, expectations and assumptions and is based on information currently available to management, which includesassumptions about continued revenues based on historical past performance, management’s historical experience, perception of trends and current business conditions, expected future developments and other factors which management considers appropriate. Forward-looking information, while considered reasonable by management at the date the forward-looking information is provided, inherently is subject to significant risks, uncertainties, contingencies and other factors that may cause actual events, results, performance orachievements, to be materially different from those expressed or implied by the forward-looking information. Given these risks, uncertainties and other factors, investors should not place undue reliance on forward-looking information as a prediction of actual results. Althoughmanagement has attempted to list the risks that could cause actual results to differ materially from the forward-looking information contained herein, there are other factors that could cause results not to be as anticipated, estimated or intended. The forward-lookinginformation contained herein is current as of the date of this document and, except as required under applicable law, management does not undertake to update or revise it to reflect new events or circumstances.
Estimates of Run-rate Revenue are considered forward-looking information. The purpose of disclosing this information is to show readers the financial results that management currently believes are achievable based on the Company’s growth strategies. However, there can beno assurance that the Company will be able to achieve these financial targets as set out herein. All other financial forecasts herein rely on management judgment given assumptions concerning, among other things, general economic conditions, the ability to expand the numberof LXR’s retail locations in a timely manner, the ability to generate new retail relationships, that LXR will not experience material supply disruptions or the loss of key employees, the availability of funds and resources for development expenses, the Company’s ability to takeadvantage of business opportunities in the industry and that key customers continue to purchase consistent with their past experiences.
Non-IFRSMeasuresCertainnon-IFRSmeasuresareusedinthispresentationasindicatorsoffinancialperformance.ReadersarecautionedthattheyarenotdefinedperformancemeasuresunderIFRSandmaydifferfromsimilarcomputationsasreportedbyothersimilarentitiesand,accordingly,maynotbecomparabletofinancialmeasuresasreportedbythoseentities.
“Run-rate Revenue” is used in the context of discussing LXR’s financial outlook for 2021 and represents management’s estimate of the sum of net revenue from retail networks, e-Commerce and wholesale activities for the year, assuming that stores, excluding those that arescheduled for closure, have been operating for 12 months in any given year, and have achieved their estimated long-run normalized revenue productivity target. Management believes that Run-rate Revenue is a useful measure of future performance as it includes an estimate ofretail network revenue on a run-rate basis, which in management’s view better describes the revenue potential of the retail network on a full year and ongoing basis that would otherwise not be reflected in net revenue due to the timing of store openings during the course of agiven year. LXR also uses Run-rate Revenue to facilitate a comparison of LXR’s performance to that of other retailers that may not be opening new stores as rapidly, and whose percentage of new store openings in a given year may be substantially lower than that of LXR.
“Adjusted EBITDA” is a non-IFRS measure that management believes is a useful measure of operating performance in that it excludes the effects of financing and investing activities from operating results by removing the effects of amortization and depreciation expense, financecosts, expenses that are not reflective of underlying business performance, and other non-cash or non-recurring expenses. Management uses Adjusted EBITDA to facilitate a comparison of its operating performance on a consistent basis from period-to-period and to provide fora more complete understanding of factors and trends affecting LXR’s business. Management defines Adjusted EBITDA as net income (loss) before amortization and depreciation expenses, finance costs and income tax expense, adjusted for the impact of certain items, includingdebt extinguishment costs, foreign exchange loss (gain), convertible redeemable preferred shares dividends, non-recurring gain on loss of control of a subsidiary, non-recurring gain from step combination, excess of fair value over net assets acquired, non-recurring acquisitioncosts and gain on expiration of warrants which management considers to be not representative of LXR’s ongoing operating performance.
“Adjusted Net Loss” is a non-IFRS measure that management believes is a useful measure of LXR’s performance, as it provides a more relevant picture of results by excluding the effects of expenses that are not reflective of underlying business performance, and other non-cashor non-recurring expenses. Management uses Adjusted Net Loss to facilitate a comparison of its performance on a consistent basis from period-to-period and to provide for a more complete understanding of factors and trends affecting LXR’s business. Management definesAdjusted Net Loss as net loss adjusted for the impact of certain items, including non-cash items such as debt extinguishment costs, foreign exchange loss (gain), convertible redeemable preferred shares dividends, non-recurring gain on loss of control of a subsidiary, non-recurring gain from a step combination, excess of fair value over net assets acquired, non-recurring acquisition costs and gain on expiration of warrants which management considers to be not representative of LXR’s ongoing operating performance, net of related tax effects.
CertainOtherMattersExceptasrequiredbyapplicablesecuritylaws,theCompanyexpresslydisclaimsanyliabilityforallfacts,analysesprojectionsrepresentationsandwarranties,expressorimplied,containedinthispresentation.Anygraphs,tables,factsorotherdata demonstratingthehistoricalperformancecontainedinthispresentationareintendedonlytoillustratepastperformanceandarenotnecessarilyindicativeofthefutureperformanceofLXR.
All financial disclosure in this presentation is in Canadian dollars, unless otherwise noted. Unless otherwise stated, growth rates are expressed at an annual compounded growth rate over a given period of time (“CAGR”).
The re-use economy is here.
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3
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€249 billion €16 billion
SOURCE: STUDIES BY BAIN & COMPANY AND EUROMONITOR INTERNATIONAL.
Luxury vintage is a fast-growing segment of the personal luxury accessories market
New Personal Luxury Goods Pre-Owned Personal Luxury Goods
Personal Luxury Goods are Big BusinessAccessories account for 30% of global market and handbags are the largest category within accessories
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A Smarter Way to Buy Personal Luxury
Consumers are on the hunt for greater luxury value for their money
Mid-income, aspirational shoppers are fostering the growth of upper premium brands and the second-hand market
Extending product lifecycle
“Pre-owned” becoming integral part of overall customer engagement strategy
Allowing broader consumer base to experience the brand
Re-use plays to environmentally conscious theme
Financially Beneficial
On-Trend with Evolving Consumer Preferences Toward “Re-Use”
Vintage luxury segment anchored on substantial size of primary market and positive demographics
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Our Business
66
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Guaranteed authenticity and condition
Iconic pieces with good to excellent level of quality
Connecting Consumers withPre-loved Personal Luxury Goods
Curated inventory sold through an omni-channel strategy
Source Certify Sell
High quality, high demand
SHOP-IN-SHOP RETAIL
FULL LICENSE
HYBRID
E-COMMERCE
WHOLESALE
HERMÈS
LOUIS VUITTON
GUCCI
CARTIER
ROLEX
TIFFANY
DIOR
PRADA
…AMONG OTHERS
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A Deep and Highly Curated Product Offering
Third-party suppliers
>30,000Well-established supplier relationships
Steady source of high quality inventory from the substantial pre-owned vintage luxury goods market in Japan
100% indemnification with full authenticity guarantee
Non-Japan suppliers>12% today and growing
Items
Average order value of
Inventory of
>$750
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Rigorous and Sophisticated Product Authentication
1. Product Check-InIn-house team matches product with purchase
2. InspectionRigorous physical inspection of all products
3. PhotographyRecording of product detail, condition and specific wear
4. Database EntryAll product information is catalogued and tracked in a proprietary database
5. Final InspectionAll products are re-inspected prior to shipping
Trust is a cornerstone of the LXR brand
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Uniquely Positioned to Lead the Market as an Omni-Channel ProviderTargeting the underserved traditional retail segment while growing e-commerce as a channel
TraditionalRetail
Online
OwnedInventory
ConsignmentInventory
TodayTarget
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Unique and Compelling Shop-in-Shop Retail Model
PROVEN, CAPITAL EFFICIENT MODEL
(1) PRODUCTIVITY IS A NON-IFRS MEASURE. SEE “DISCLAIMER” IN THIS PRESENTATION
ATTRACTIVE AND WELL RECEIVED VALUE PROPOSITION FOR MAJOR RETAILERS
250 sq. ft.
~$37,500Estimated store capital cost
Targeted optimal store layout of
$162
$2,2751per sq. ft.VS
per sq. ft.
2016 average annualized revenue
Average annual department store sales2
(2) SOURCE: SELECTED DEPARTMENT STORES’ 2015 FINANCIAL RESULTS (MACY’S, DILLARDS, HBC) AND CANACCORD GENUITY RESEARCH
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100% $2,275
Capex StaffingCosts
Inventory
$1,000
100% LXR OwnedFull License
Hybrid
Hybrid Light
100% 50-75% LXR Owned
50-80% 0-50% Partner Owned
% o
f cos
ts L
XR
pay
s
Consistent look and feel at all stores
Revenueper sq. ft.
Flexible Store ModelAllows for penetration of significantly larger number of partner stores while maintaining target 10 to 15% 4-wall EBITDA margin
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Growing Retail Network
128STORES
6COUNTRIES
10PARTNERS
Strong momentum in both new retail partners and store openings
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Accelerating Growth of the Retail Network
2014 2015 2016 2017 2018
5
15
46
128
205
61 STORES AT Q2-17
86 STORES AT Q3-17
RETAIL STORE EXPANSION PLAN1
Targeted retail network of > 200 stores by end of 2018
EXPANDING OUR INTERNATIONAL PRESENCE1
Increased Penetration in EstablishedMarkets and Entry into New Markets
U.S.
CANADA
EUROPE & U.K.
U.S.
EUROPE & R.O.W
Existing Stores
(1) FUTURE STORE NET ADDITIONS CONSTITUTE FORWARD-LOOKING INFORMATION. SEE “DISCLAIMER” IN THIS PRESENTATION
New Store Openings Through 2018
22%
7%
71%
12%
88%
SURPASSED 2017TARGET OF 122 STORES
(2) PRO FORMA ANNOUNCED SCHEDULED OPENINGS OF 27 LOCATIONS WITH TWO MAJOR US RETAIL PARTNERS TO BE COMPLETED DURING NOVEMBER 2017
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67New locations since June 30
Expansion into UK with new partner (House of Fraser)
Increased penetration with existing US partner (Lord & Taylor)
Expansion into Netherlands with existing partner (Hudson’s Bay)
Rapid Retail Expansion Throughout 2017 YTD
Total newlocations in 2017
82Total store
count today
128Targeted store count for 2017
122
Increased penetration with existing partner in Germany (Galeria Kaufhof )
New partner in US (Stein Mart)
New partner in US (Burlington Stores)
5 stores
12 stores
5 stores
4 stores
18 stores
10 stores
New partner in US (Bon-Ton) 12 stores
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Latest Store AppearanceGaleria Kaufhof – Leipzig, Germany
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Latest Store AppearanceHouse of Fraser – Guildford, England
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Latest Store AppearanceBon-Ton – Des Moines, Iowa
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Significantly UnderpenetratedE-Commerce OpportunityGrowing retail network drives new users
5.7% of net revenue vs. 5.1% as of Q3-2016
TripledCustomer/email database since start of 2017
+108%Unique users on www.lxrco.com since start of 2017
Today: 20% items sold online
Long-term Target:
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Investing in Story-Telling to Further Our Omni-Channel Brand
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Strategic Priorities
Leverage success in handbags and accessories
Selectively expand product offering to other women's categories
Introduce a curated assortment of men’s products
Optimize Supply Economics Add New Product Categories
~88% sourced from Japan third party suppliers ~12% sourced directly from consumers
Goal:
Today:
Opportunistically Extend Business LinesExpand Gross Margin
50% sourced from third party suppliers and 50% sourced directly from consumers
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22(1) 2016 RESULTS DO NOT INCLUDE THE REVENUE CONTRIBUTION FROM GROUP GLOBAL, LXR’S UNCONSOLIDATED SUBSIDIARY, BETWEEN JUNE 11 AND DECEMBER 31, 2016
(2) ESTIMATES OF RUN-RATE REVENUE REPRESENTS A NON-IFRS MEASURE. SEE “DISCLAIMER” IN THIS PRESENTATION.
High-Growth OpportunityTarget run-rate revenue of$130-$150 million by end of 20182
2014 2015 20161 Q3 20161 Q3 2017
30% CAGR
REVENUE ($ MILLION) REVENUE ($ MILLION)
$12.9
$15.3
$21.9
$4.8
$8.8
5 STORES
15 STORES
46 STORES
29 STORES
86 STORES
REVENUE ($ MILLION)
82%
YTD 20161 YTD 2017
$12.8
$22.1
29 STORES
86 STORES
73%
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NEW STORES
TOTAL STORES
REVENUE
GROSS MARGIN %
ADJUSTED EBITDA1
Q3-2017Financial Highlights
Q3 2017 Q3 2016 YTD 2017 YTD 2016
25 8 43 15
86 29 86 29
$8,793,081 $4,823,124 $22,113,766 $12,804,951
32.5% 29.8% 30.3% 31.0%
$(832,645) $112,218 $(1,709,156) $(88,892)
(1) ADJUSTED EBITDA AND ADJUSTED NET INCOME REPRESENT NON-IFRS MEASURES. SEE “DISCLAIMER” IN THIS PRESENTATION.
Over 70% year-over-year revenue growth
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Cam di Prata Executive ChairFounder &Chief Executive OfficerGibraltar & Company
Javier San JuanManaging DirectorL’Oreal Latin America
Joe MimranChair, International Business Development CommitteeCo-Founder & ChairmanGibraltar & Company
Luc MannellaManaging PartnerMannella, Gauthier, Tamaro and Assoc.
Fred MannellaFounder &Chief Executive OfficerLXRandCo
Steven GoldsmithChief Executive Officer& President, Brookstone
Kei IzawaCo-Founder & Chief Operating OfficerLXRandCo
PositionYears of
Experience
Fred Mannella Chief Executive Officer 6
Kei Izawa Chief Operating Officer 6
Jeremy Stepak Interim Chief Financial Officer
14
Todd Howard EVP Global Business Development
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Masami Inamura Vice President, Sourcing 10
Sam Gebran Vice President, Sales 5
Pierre-Andre Vungoc
Chief Technology Officer
10
Charlotte Parnet Chief Marketing Officer 15
Elise Dufour Senior Advisor, BusinessDevelopment
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Aligned Management & Board with Extensive Retail Experience
Management and board ownership >50%
Board of Directors Management
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Market Facts and Capital StructureAs Of November 17, 2017 TICKER LXR (TSX)
MARKET CAP 65.4 M
SHARES O/S 13.0 M
CURRENT PRICE $5. 05
52-WEEK PRICE RANGE $4.75 – 9.90
BOARD AND MANAGEMENT OWNERSHIP
> 50%
WARRANTS – LXR.WTEXERCISE PRICE: $11.50EXPIRATION: JUNE 2022
10.9 M
OPTIONS OUTSTANDING 285,744
LONG-TERM DEBT nil
OWNERSHIP SUMMARY:
Founders & Management 4.6 M
Gibraltar1 2.5 M
Others 5.9 M
Total 13.0 M
% OF SHARES O/S NON-TRADERESTRICTED
23%
(1) GIBRALTAR OWNERSHIP INCLUDES POSITIONS HELD THROUGH SEVERAL ENTITIES RELATED TO GIBRALTAR & COMPANY, INC.
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Well-positioned at the intersection of the high-growth personal luxury goods market and the rapid emergence of the re-use economy
Differentiated omni-channel strategy anchored by high-growth store-within-store model
Attractive and well-received value proposition for retail partners
Capital-efficient retail network expansion strategy
Significantly under-penetrated e-commerce opportunity
Hands-on board of directors composed of successful retail business builders and marketing and branding experts with extensive industry relationships
Investment Highlights
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I N V E S T O R P R E S E N T A T I O N
NOVEMBER 2017