mcpherson’s limited fy20 results release · 2020. 8. 19. · innovation success driving...
TRANSCRIPT
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C R E A T I N G B E T T E R I N
Health Wellness & Beauty
M c p h e r s o n ’ s L i m i t e d
FY20 results release19th august 2020
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Agenda
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Introduction – LAURIE MCALLISTER
FY2020 Financial results – Paul Witheridge
CORE BRANDS – Donna chan
Channel & CUSTOMER – Lori Pirozzi
Export – DAVID FIELDING
Summary and OUTLOOK – Laurie mcallister
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2
3
4
5
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HEALTH, WELLNESS & BEAUTY – A $17
health($4.9 Billion, +3.9% vs YA)
WELLNESS($5.6 Billion, +3.8% vs YA)
beauty($6.5 Billion, +2.8% vs YA)
billion market
The intent of enhancing and restoring health via symptomatic treatment
Maintain the state of good health by pro -actively seeking to prevent the onset or
worsening of conditions
The subjective enhancement of physical perception for ones own satisfaction
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Ensure we have our team fit for the future with appropriate expertise , capabilities and values
7
Create a China facing business6
Stabilize and grow NZ & S ingapore and expand in Asia & International
8
Gain efficiencies and savings across Supply Chain infrastructure
9
Revitalise our own McPherson’s brands
2
strategic business imperatives
Refocus McPherson's on Health, Wellness & Beauty with sustainability and people at the core
1
Ensure a healthy balance sheet3
Move from transactional to strategic partnerships with our top s ix customers
4
Integrate and grow acquired skincare brands; Dr. LeWinn’s and A’kin
5 Create a new business team focused on s ignif icant M&A opportunit ies
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Australian Tea Tree Oil Detoxifying Mask
A ’ K I N
FY2020FINANCIALRESULTSHIGHLIGHTS
M c p h e r s o n ’ s
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FY20 SALES REVENUE BREAKDOWN BY PRODUCT CATEGORY
Owned brands: FY20 $m FY19 $m % change Comments
Skin, Hair and Body 63.8 40.0 59%• Strong export and domestic sales of Dr. LeWinn’s• DLW Export 130% Growth; DLW Domestic 18% Growth
Essential Beauty 57.3 56.9 1%• 3% growth in Manicare offset by 6% decline in Lady Jayne• Swisspers in line with prior period
Household Essentials & others 64.4 63.4 2%• 4% growth in Multix• 23% 2H20 growth in Multix on pcp.
Total Owned brands 185.5 160.3 16%
Agency Brands 13.1 23.3 (44%) • Termination of Trilogy and Karen Murrell agencies
Private Label 23.6 26.8 (12%) • Reduced volumes in Aldi
Total Sales 222.2 210.4 6%
Less Terminated Agencies (0.1) (11.1)
Total Sales excluding Terminated Agencies
222.1 199.3 11%
Sales revenue from owned brands increased by 16%
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RAPID GROWTH IN DR. LEWINN’S CHINA REVENUE
FY16$0.1m
FY17$0.5m
FY18$3.3m
FY19$16.7m
FY20$38.2m
0.0% 0.3%
1.6%
7.9%
17.2%
0%
5%
10%
15%
20%
25%
30%
$0m
$5m
$10m
$15m
$20m
$25m
$30m
$35m
$40m
$45m
FY16 FY17 FY18 FY19 FY20
DLW Export to Total Sales
DLW Export % DLW Export to Total sales
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STRONG GROWTH IN DR. LEWINN’S domestic REVENUE
FY16$10.9m
FY17$10.1m
FY18$11.4m
FY19$16.3m
FY20$19.3m
4.7% 4.9% 5.4%
7.7%8.7%
0%
2%
4%
6%
8%
10%
12%
14%
16%
18%
20%
$m
$5m
$10m
$15m
$20m
$25m
FY16 FY17 FY18 FY19 FY20
DLW Domestic to Total Sales
DLW Domestic Sales % DLW Domestic to Total Sales
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DR. LEWINN’S CHINA JV MCP & ABM
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BRIDGE OF FY19 TO FY20 SALES
FY19$199.3m
FY20$222.2m
Increase in Manicare$1.0m
Decrease in Private Label ($3.2m)
Others($1.2m)
Trilogy & Karen Murrell$11.1m
Increase in Dr. LeWinn's Export
$21.5m
Increase in Dr. LeWinn's Domestic
$3.0m
Increase in Multix$1.9m
$170
$180
$190
$200
$210
$220
$230
$240
$M
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BRIDGE OF FY19 TO FY20 UNDERLYING PBT
FY19$17.3m
FY20$22.8m
Decrease in Singapore & NZ
PBT($2.3m)
Adverse AUD/USD FX
Impact($4.3m)
Others$0.2m
Trilogy & Karen Murrell$1.7m
Increase in Dr LeWinn's
Export Contribution
$9.6m
Decrease in Commodity
Prices$3.3m
Increase in STI & LTI expense
($1.3m)Increase in
seed investment in
JVs($1.4m)
$10
$15
$20
$25
$30
$35
$M
PBT excluding impact of Trilogy &
Karen Murrell
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BALANCE SHEET❑ Net debt excluding lease liabilities has remained
stable at $9.2m over the last 12 months
❑ Key additional investments in Aware ($3.0m) and joint ventures ($2.7m) made over last 12 months
❑ Gearing modest at 9.3%, excluding lease liabilities
* Excluding lease liabilities
32.3%
29.2%
9.9%
7.2%9.3%
2016 2017 2018 2019 2020
Gearing* % (30 June)
49.9
36.4
9.8 7.5 9.2
2016 2017 2018 2019 2020
Net Debt* ($m - 30 June)
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CASHFLOW❑ Strong underlying cash conversion of 103%
❑ Vastly improved 2H20 underlying cash conversion due to seasonal factors
➢ Strong second half customer receipts
➢ Second half reduction in inventory net of trade payables
76%113%
82%
117%103%
2016 2017 2018 2019 2020
Underlying Cash Conversion
24.9 24.2
6.9
19.8 19.3
2016 2017 2018 2019 2020
Operating Cashflow before interest and tax ($m)
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FY20 ORDINARY DIVIDENDS
❑ Final ordinary dividend of 7.0 cents per share fully franked (2H19 6.0 cents per share)
❑ Full year ordinary dividend of 11.0 cents per share fully franked (FY19: 10.0 cents per share and 2.0 cents per share interim special dividend)
❑ Payout ratio of 72% of FY20 underlying earnings per share
❑ Final dividend payable 24 September 2020
❑ Dividend reinvestment plan retained, 2.5% discount to VWAP re-introduced
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15Ultra R4 Collagen Surge Plumping Gel
D r . L e w i n n ’ s
CORE BRANDSM c p h e r s o n ’ s
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FY20 Core brands IN MARKET PERFORMANCE
+21% DOMESTIC GROWTH +1.3 SHARE POINT GAIN +1 SHARE POINT GAIN
+1.7 SHARE POINT GAIN 70% SUSTAINABLE SHARE MAINTAIN SHARE
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RESILIENT PORTFOLIO DURING COVID
STRONG CHINA EXPORT DEMAND CONTINUES for DR. LEWINN’S DELIVERING +140% GROWTH DURING ABM 6.6 FESTIVAL
MCP CORE BRANDS GROWING 1.5X AHEAD OF THE CATEGORIES IT PARTICIPATES IN
BEAUTY AT HOME DRIVING +15% GROWTH IN MANICAREMULTIX +13% DUE TO INCREASED BAKING & COOKING SWISSPERS +11% OUTPACING CATEGORY GROWTH
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Innovation SUCCESS driving sustainable growth
10.4%
15.3%
20.5%
28.3%
FY17 FY18 FY19 FY20
MCP Core Brands NPD Cumulative Share %Rolling 3FY
3
R&D
6
R&D
11
R&D
13
R&D
220 PROJECTS IN THE INNOVATION FUNNEL
#1 FACIAL SKINCARE NPD PHARMACY
AUSTRALIA & EXPORT CHINA NPD FIRST TO MARKET LASH NPD
#1 HAIR BRUSH NPD PHARMACY
Foreign market registrations
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LEVERAGE MACRO TRENDS to drive future growth
• +133% Dr. LeWinn’s China Export Sales Growth vs YA
• #1 Hero Product Triple Action Day Defence Winning Awards in China
• New China Hero’s developed via NPD
• Convergence of Wellness & Beauty
• NEW Dr. LeWinn’s Inner Beauty Collagen Shot
• 64% look to purchase products which contain the most natural ingredients
• NEW Scientifically Proven A’kin Volumising Haircare
• Multix #1 Sustainable brand in Bags, Wraps & Foil growing +36%
• Swisspers #1 Sustainable brand in Cotton Tips growing +133%
• Expanding sustainability footprint with NPD
CHINA EXPORT
PROACTIVEBEAUTY
SUSTAINABLE SOLUTIONS
• 46% working from home
• +121% increase in Multix social engagement
• Rise of DIY Beauty delivering +95% increase in MCP Video Views
• +270% increase in digital reach
The little iron
八胜肽小熨斗
COVID NEW NORM
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THINK BEYOND GROWTH OPPORTUNITIES
▪ 12 KEY PROJECTS
▪ AGILE WORKING TEAM MEETING FORTNIGHTLY
▪ CROSS FUNCTIONAL REPRESENTATION
▪ Leadership Team
▪ Marketing
▪ R&D
▪ Sales
▪ Supply Chain
▪ Commercial Finance
▪ $50K - $3M INCREMENTAL OPPORTUNTIES
Mcpherson’s think beyond team Everyday hygiene new product development
Incremental channel & portfolio expansion
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Channel & customer
M c p h e r s o n ’ s
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MCP performance FY20 in traditional
Total Pharmacy and Grocery market
Pharmacy
Grocery
Channels
MCP Growth X1.5 AHEAD Of Essential Beauty Categories
MCP Growth X4.5 AHEAD of Pharmacy Facial skincare categoryDr. Lewinn’s shelf presence increase +33% in Priceline +25% Chemist Warehouse
MCP SWISSPERS Growth X 1 .6 AHEAD OF Grocery cotton Category Portfolio management driving profitability in Grocery Channel
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Add images
Continued focus on Execution DRIVING
Share of Shelf GainsIN STORE REALESTATECategory Solutions
Innovation success ONLINE FocusCustomer first to market launches
Sustainable Growth
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2424
Demonstrated Agility and RESILIENCE DURINGCovid
Incremental Channel EXPANsION
I N C R E M E N T A L R A N G I N G
Oz Hair & Beauty 25 skus A’kin | 24 skus Dr. LeWinn’s
Active Skin10 skus A’kin
Discount Vitamin Express (DVE)21 skus A’kin
Catch42 skus Multix & Swisspers
N E W C U S T O M E R S
Accelerated FOCUS ONLINE RETAILI N V E S T M E N T
+ 30% INVESTMENT TO CUSTOMER ONLINE PLATFORMS VIA TRADING TERMS VS FY19
A ’ K I N I N G R O C E R Y N Z
N E W C H A N N E L S
WOOLWORTHS B2B
C O R E R A N G E D I S T R I B U T I O N
+ 10% INCREASE IN CORE RANGE COMPLIANCE VS FY19 INDEPENDENT CHANNELS
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ANZ business Growth PillarsOutlook
EXECUTION & Innovation
Expansion
Range and Investment Optimisation
NZ Brand Expansion into Grocery
New Channel Penetration
KOTIA Distribution Expansion
A’kin in Woolworths
Drive growth from CORE AND Innovation
DATA Led BUSINESS PLANNING
Strategic participation In Private Label
Continued PORTFOLIO MANAGEMENT
Promotional effectiveness
INCREASE in ONLINE INVESTMENT
RESHAPE TRADING TERMS
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POWERFUL AUSTRALIAN BEAUTY
2626
CHANNEL EXPANSION Driving visibility and SCALE
Pharmacy GroceryONLINE
Grocery Partnerships ANZ
+5000D I S T R I B U T I O N
P O I N T S
Naturals in Grocery AU
Dept Stores
$48,438,298
$34,902,754
$13,456,798
$3,452,296
Natural FacialSkincare
Natural Hair Care Natural Soap &Body Wash
NaturalDeodorants
Grocery Natural Offering - Value
LY TY
$100M Category +44% vs YA
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27Line Smoothing Complex S8
D r l e w i n n ’ s
exportM c p h e r s o n ’ s
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Dr. lewinn’s
DELIVER SUSTAINABLE GROWTH – DR. LEWINN’S +133% vs FY191
Expand Hero product scope – 3 skus in fy19 to 5 skus in fy202
Launch new products and accelerate innovation pipeline – 4 new skus introduced in fy20 3
BUILD ENGAGEMENT WITH ABMERS – MONTHLY EVENTS, BRAND DAY, TOP SELLER REWARDS 5
4 Expand marketing touch points – NEW PLATFORMS, TMALL FLAGSHIP STORE, INFLUENCER endorsements
Strategy
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ABM 3RD
ANNIVERSARY1,200
employees in 4 locations
5 million people in the
abmnetwork
ONLINE TO OFFLINE
Expansion across nz,
north America,
Europe & SEA
Milestones
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DR. LEWINN’S
FY18$3.1m529% growth2 hero products
FY19$16m413% growth3 hero products
FY20$37m133% growth5 hero products
FY17$500k1 hero product
Year on Year Growth
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CHINA
DR. LEWINN’S RETAINS A TOP 3
POSITION IN THE ABM PORTFOLIO
SKU MIX IS DE-RISKED AS HERO PRODUCT SCOPE GROWS STRONGER
Wechat search history shows building awareness in china
Top Performer
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DAIGOU FESTIVAL JUNE 2020NO. 3 BRANDTOP PRODUCTS #6 & #7More than 500,000 units soldPurchases from 9 countries & 879 cities
Event Results
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Aware manufactures over 25% of all dr. lewinn’s products
IN FY20 MCP PROGRESSIVELY INCREASED THEIR EQUITY
STAKE IN THE AWARE GROUP TO 10%
Over 50 skusHAVE Successfully undergone a tech transfer
IN May 2020 Aware produced the
1 millionth unit of dr. lewinn’s
EXPORT The Aware Group
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Natural Australian Skincare
A ’ K i n
M c p h e r s o n ’ s
SUMMARY AND OUTLOOK
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SUMMARY AND OUTLOOK
STrONG brand and channel MIX –OWNED brands +16% vs FY191
Exceptional demand for Dr. LeWinn’s in domestic / export channels 75%2Strategic JV with ABM secures china growth. Aware investment supporting supply chain
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Growth through M&A is a strategic priority –experienced new business team laser focussed on h,w & b targets
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Investments in key capabilities supporting innovation agenda
Extremely healthy balance sheet / Low gearing ( 9%) , facilitating dividend payout ratio of 72%
FIT FOR THE FUTURE; SHORT, MEDIUM & LONG TERM8
Management Closely monitoring coronavirus situation
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Q & A