millercoors seminar · 2016-10-05 · millercoors seminar november 2010 our speakers today ed...
TRANSCRIPT
![Page 1: MillerCoors seminar · 2016-10-05 · MillerCoors Seminar November 2010 Our speakers today Ed McBrien (1994) 2010 President, Sales and Distributor Operations - MillerCoors 2008 President,](https://reader034.vdocument.in/reader034/viewer/2022050404/5f8200d503816b7dbf4df4ba/html5/thumbnails/1.jpg)
MillerCoors seminar
Leo Kiely, Chief Executive Officer MillerCoors
Gavin Hattersley, Chief Financial Officer MillerCoors
Ed McBrien, President of Sales MillerCoors
Gary Leibowitz, SVP Investor Relations, SABMiller
Dave Dunnewald, VP Global Investor Relations, MCBC
New York, December 2, 2010
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MillerCoors Seminar November 2010MillerCoors Seminar December 2010© SABMiller plc 2010 2
Forward looking statements
This presentation includes „forward-looking statements‟. These statements contain the words
“anticipate”, “believe”, “intend”, “estimate”, “expect” and words of similar meaning. All statements
other than statements of historical facts included in this presentation, including, without limitation,
those regarding the Company‟s financial position, business strategy, plans and objectives of
management for future operations (including development plans and objectives relating to the
Company‟s products and services) are forward-looking statements. Such forward-looking
statements involve known and unknown risks, uncertainties and other important factors that could
cause the actual results, performance or achievements of the Company to be materially different
from future results, performance or achievements expressed or implied by such forward-looking
statements. Such forward-looking statements are based on numerous assumptions regarding the
Company‟s present and future business strategies and the environment in which the Company
will operate in the future. These forward-looking statements speak only as at the date of this
presentation. The Company expressly disclaims any obligation or undertaking to disseminate any
updates or revisions to any forward-looking statements contained herein to reflect any change in
the Company‟s expectations with regard thereto or any change in events, conditions or
circumstances on which any such statement is based.
All references to “EBIT” in this presentation refer to earnings before interest, tax, amortization of
intangible assets and exceptional items. All references to “organic” mean as adjusted to exclude
the impact of acquisitions, while all references to “constant currency” mean as adjusted to
exclude the impact of movements in foreign currency exchange rates in the translation of our
results.
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MillerCoors Seminar November 2010
Our speakers today
Leo Kiely (1993)
2008 President and Chief Executive Officer, MillerCoors
2005 President and Chief Executive Officer, Molson Coors Brewing
Company
2000 Chief Executive Officer, Coors Brewing Company
1993 Chief Operating Officer, Coors Brewing Company
MillerCoors Seminar December 2010
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MillerCoors Seminar November 2010
Our speakers today
Gavin Hattersley (1997)
2010 Executive Vice President and Chief Financial Officer , MillerCoors
2008 Chief Financial Officer, MillerCoors
2002 Senior Vice President, Finance, Miller Brewing Company
1999 Chief Financial Officer, SAB Limited, South Africa
1997 Joined SAB Limited
1987 Barlows Limited
MillerCoors Seminar December 2010
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MillerCoors Seminar November 2010
Our speakers today
Ed McBrien (1994)
2010 President, Sales and Distributor Operations - MillerCoors
2008 President, Western Division Sales - MillerCoors
2005 Chief Revenue Officer - Coors Brewing Company
2003 Vice President and General Manager, National Accounts - Coors
Brewing Company
1999 Vice President, East Region - Coors Brewing Company
1994 Key Account Director - Coors Brewing Company
1981 Procter & Gamble
MillerCoors Seminar December 2010
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MillerCoors Seminar November 2010MillerCoors Seminar December 2010© SABMiller plc 2010 7
North America in context
Volumes* Revenue EBITA**
* Excludes contract brewing, includes soft drinks and other alcoholic beverages
** Before corporate costs and excluding exceptional items and the amortisation of intangible assets (excluding software)
Latin America Europe North America Africa Asia South Africa
North America – a significant contributor to group EBITA**
Twelve months to 30 September 2010
21%
16%11%
19%
17%
16%
23%
20%
11%
7%
20%
19%
32%
17%12%
2%
22%
15%
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MillerCoors Seminar November 2010
North America in context
Stronger organization
More effective brand marketing & innovation
Stronger chain and field sales capabilities
Better cost efficiency
ROIC > WACC
0
100
200
300
400
500
600
700
800
F06 F07 F08 F09 F10 H1 F11
MAT
$m
illi
on
EB
ITA
0%
2%
4%
6%
8%
10%
12%
14%
16%
EB
ITA
ma
rgin
on
gro
ss
rev
en
ue
EBITA EBITA margin %
MillerCoors Seminar December 2010
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SABMiller Investor Relations Seminar
Leo Kiely, Chief Executive Officer
Gavin Hattersley, Chief Financial Officer
Ed McBrien, President of Sales
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What we’ve accomplished
2008 – 2010 Recap
Synergy Savings: $500 million
Cost Savings: $250 million
Merged brewery networks
Created best team in beer
Delivered successful, business-driving
innovations
Created local market model
Created successful chain team
Created Tenth and Blake
On target
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MillerCoors Outperforms CPGs
Win
e &
Sp
irits D
ivis
ion
Percentage Change in Operating Income vs. Prior Year
Source: Company 10Ks and quarterly earnings
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Delivered $1 Billion in EBITA
in 9 months
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Organic growth strategy
• Driving Premium Lights
– Positioning, innovation,
multicultural
• Growing in Imports/Crafts
– Tenth and Blake
• Winning at Retail
– Distributors, execution, revenue
management, chain
The MillerCoors
Advantage
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Industry Environment
Gavin Hattersley
Chief Financial Officer
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U.S. Beer Shipments
170,000
175,000
180,000
185,000
190,000
195,000
200,000
205,000
210,000
215,000
220,000
19
80
19
81
19
82
19
83
19
84
19
85
19
86
19
87
19
88
19
89
19
90
19
91
19
92
19
93
19
94
19
95
19
96
19
97
19
98
19
99
20
00
20
01
20
02
20
03
20
04
20
05
20
06
20
07
20
08
20
09
Tho
usa
nd
s o
f B
arre
ls
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Unemployment
• Key beer drinkers (KBDs), Hispanics and African-Americans each
have higher unemployment rates than the general population.
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Unemployment impact on beer category
0%
2%
4%
6%
8%
10%
12%
205,000
206,000
207,000
208,000
209,000
210,000
211,000
212,000
213,000
214,000
215,000
1/1
/20
07
4/1
/20
07
7/1
/20
07
10
/1/2
00
7
1/1
/20
08
4/1
/20
08
7/1
/20
08
10
/1/2
00
8
1/1
/20
09
4/1
/20
09
7/1
/20
09
10
/1/2
00
9
1/1
/20
10
4/1
/20
10
7/1
/20
10
Un
em
plo
yme
nt
Rat
e
Ship
me
nts
('0
00
)Beer Institute Shipment Data vs Unemployment Rate
US Recession 12MM Shipments Unemployment Rate (SA)
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Beer has lost volume and servings share to wine and
spirits due to price discounting
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Beer has increased in value relative to wine and spirits
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Premium Lights are the drivers for growth
Premium Lights are:
• 35% of industry revenue
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Winning in multicultural
• Latinos represent 24% of 21 to 25 year olds …
• And that soars to 31% in 5 years
• Index higher on beer consumption, premium lights
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Craft and Imports
• In 2010, Imports and Crafts have both grown and are
expected to continue to grow.
Source: Beer Marketers Insights, Impact, Addams, Craft Brewers Association
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Winning with Big Brands
Leo Kiely
Chief Executive Officer
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Core brands outperforming
• Outperforming the category
• Outperforming in Premium Light, Craft, Below Premium
• Coors Light, Keystone Light, Blue Moon and Miller Lite
gaining share
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Premium Light strengths
• Biggest segment and profit pool
• Refreshment and sociability are key drivers for KBDs
• Over-index among Hispanic consumers
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Sources: Nielsen Cross Channel, all periods ending 11/06/10
4.0%
1.0%
-2.0%
3.0%
2.0%
0.7%
4.1%
1.3%
2.1%
-3.0%
-2.0%
-1.0%
0.0%
1.0%
2.0%
3.0%
4.0%
5.0%
4 Week 12 Week YTD
0.4%
0.2%
0.1%
0.3%
0.1% 0.1%
0.1%
-0.1%
-0.2%
-0.3%
-0.2%
-0.1%
0.0%
0.1%
0.2%
0.3%
0.4%
0.5%
Winning share in premium light
• Coors Light accelerating, Miller Lite rebounding
Sources: Nielsen Cross Channel, all periods ending 11/06/10.
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Innovation driving business results
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Winning in multicultural
African
AmericanHispanic All Other
Share of
Population 11.5% 13.2% 75.3%
Share of Beer 13.6% 15.9% 70.5%
Index 118 120 94
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Multicultural strategy is delivering … and we’re investing more
• Multicultural (Hispanic + AA) Premium Light volume share
and STRs continue to grow faster than general market:
– YTD multicultural volume share up +1.2pts vs. general
market
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Sources: Nielsen Grocery, all periods ending 10/09/10.
Even with launch of Bud Select 55, MGD 64 has maintained its share
0.00
0.20
0.40
0.60
0.80
1.00
1.20
1.40
4 W/E 08/15/09
4 W/E 09/12/09
4 W/E 10/10/09
4 W/E 11/07/09
4 W/E 12/05/09
4 W/E 01/02/10
4 W/E 01/30/10
4 W/E 02/27/10
4 W/E 03/27/10
4 W/E 04/24/10
4 W/E 05/22/10
4 W/E 06/19/10
4 W/E 07/17/10
4 W/E 08/14/10
4 W/E 09/11/10
4 W/E 10/09/10
Nielsen Grocery: MGD 64 and Bud Select 55 Share Trend
MGD 64 Bud Select 55
Mlt
/Cd
r Sh
are
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Miller Lite trends improving
11/6/1012/6/08
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Driving Coors Light momentum
11/6/1012/6/08
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New innovation: Super Cold Activation
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Craft and Imports
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Goal: Accelerate share and profit growth
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Craft and Imports strategy built on three platforms
Operating Model- Independent New Division
- Beer Merchant Culture / Capability
Brand Portfolio- Acceleration of Current Assets
- Create / Build / Expand
Distributor- Focused Sales Coverage
- Strategic Plans / Portfolio Strategy
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Blue Moon seasonals
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• +8% (Nielsen)
• Draft up nearly 10%
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Winning at Retail
Ed McBrien
President – Sales and Distributor Operations
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Beer is a local business
• U.S. beer business is highly variable
• Local distributors are important
• Competition is fierce and things move fast
5 to 1
8 to 1
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Tamarron Survey: Ahead of the pack
National View – All Respondents
Scale:
1=Poor
2=Fair
3=Good
4=Very Good
5=Excellent
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Tamarron Survey: Ahead of industry on key sales measures
3.16
3.19
3.20
3.21
3.29
3.30
3.30
3.30
3.31
3.35
3.35
3.36
3.47
Finance/Revenue Management
Sales Training
Field Sales – Annual Planning
National Accounts – On Premise
Field Sales – Quarterly/Monthly Programming & Measurement
Leadership
Distributor Relationship Management
Brand Marketing
Innovation
National Accounts – Off Premise
Trade/Retail Marketing
Field Sales – Execution
Field Sales – Communication
MILLERCOORS AVERAGE PERFORMANCE SCORE INDUSTRY AVERAGE PERFORMANCE SCORE
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Building execution excellence at retail
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BEER GAP ANALYSIS
Bonbright DistributingMarch 2010 Results
Displays
• Internal display incentive for all MillerCoors brands in April/May
• Set summer display targets and pre-sell displays for the entire summer
• Goal of 90% execution on DSOF for Memorial Day
Merchandising
• One week POS off-premise crew drive focused on current theme refresh and increased presence to better compete with ABI in Grocery and Independents.
On Premise
• One week FEATURE crew drive in the On Premise (feature doesn‟t necessarily mean discounting) for MillerCoors portfolio; emphasis on biggest opportunities of MGD 64 and MHL
• POS refresh to include Lite Aluminum Pint and Vortex bottle
Gap Closing Ideas…
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Building execution excellence at retail
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Driving distribution
4.0% 8.8%
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Up
7.5 Pts
Improving display support of feature
Bud Light
YTD08 YTD08 YTD08 YTD09 YTD10YTD09 YTD10YTD09 YTD10
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Display differential
3.2 vs 2.8ABI
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National display management routine
“4 on the Floor” Selling Tools Relentless Measurement
Goals
Close the display gap to ABI
Rally the total system
Establish and track against unambiguous goals
Above Premium
Miller Family
Coors Family
Below Premium
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GMs direct local pricing
• Beer pricing is fragmented
• GMs responsible for profitable share growth
• Price gaps matter
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Managing price gaps
$4.15 $4.13 $4.09
$3.62
$3.79
$3.60
$2.82
$3.34 $3.38
(0.2) (0.5)0.0 (0.9)
0.4
1.1
2.7
1.1 1.2
(4.0)
(3.0)
(2.0)
(1.0)
0.0
1.0
2.0
3.0
4.0
$2.50
$2.70
$2.90
$3.10
$3.30
$3.50
$3.70
$3.90
$4.10
$4.30
6/19/2010 7/17/2010 8/14/2010 9/11/2010 10/9/2010
Wk 10/09/10
Wk 10/16/10
Wk 10/23/2010
Wk 10/30/10
PREM PRICE GAP TO BELOW PREM TTL PREMIUM – SHARE CHG
Avg
Cas
e P
rice
Gap
Case
Share
PREMIUM PRICE GAP TO BELOW PREMIUM: DALLAS
• Consumers will trade down from premiums if gaps
get too wide
• Shrinking the price gap drives share and improves mix
• Optimal gaps vary by market and segment
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Source: AC Nielsen Grocery /C-Store data ending 11/06/10
MillerCoors trends continuing to improve in Premiums
MillerCoors $ Share Change of Premium Lights
4 Weeks
12 Weeks
24 Weeks
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Winning in Chain
MillerCoors Advantage
2009 Results
•Top 25 of all CPGs
•Top 20 Category Management
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Winning in Chain
MillerCoors Advantage
Supplier of the Year
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Category Management
• Category Management matters to…
– Distributors
– MillerCoors
– Retailers
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Category captaincy
Captaincy =
MillerCoors Advantage+2.5%
Out performance
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Our category approach benefits retailers
• MillerCoors captained accounts outperformed
competitive markets
Retailer Dollar Sales % Chg vs. YA
Source - Nielsen data, 52 wks end 12/26/09 vs. YAG.
Accounts with available „Remaining Comp Market‟ Data as well as either AB or MillerCoors listed as Captain were included (no „shared‟ or
„other‟ captains were included)
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Winning share of outlets
30%
20%
10%
0%2008 2009 2010
24%27%
~30%
% Outlets Controlled by Set Captain Role
Total U.S.
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Financial Highlights
Gavin Hattersley
Chief Financial Officer
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$750 million in synergies and cost savings by 2012
$800
$700
$600
$500
$400
$300
$200
$100
$ 0
Dolla
rs
in m
illio
ns
$750
Million$500
million
$200
million
$50 million
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2010 Q3 Results
• Underlying EBITA +33.9%
• Net Producer‟s Revenue +0.1%
• Domestic NRPB +2.4%
• STRS -4.0%
• COGS per barrel down 0.2%
• Synergy and cost savings delivering $83 million
Q3 10 Q3 09 Change %
Underlying EBITA $371M $277M 33.9%
MillerCoors IFRS
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95% of synergies attained in 2.5 years
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Origin of synergies
COGS / Supply Chain
MSG&A
• Of total $500 million in
synergies, split between
MSG&A and Supply
Chain
55%
40%60%
45%
• Balance of remaining
synergies come from
COGS / Supply Chain
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Origin of cost savings
• Lion‟s share of cost
savings come from
COGS / Supply
Chain
75%25%
COGS / Supply Chain
MSG&A
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Brewery optimization
• 14.5 million barrels
of annual beer
production
transitioned
• 7 breweries
producing
new products
• 38 products and
packages moved
Irwindale
Golden
Fort Worth
Albany
Milwaukee
TrentonEden
Shenandoah
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Agency consolidation
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Less spending … more value
$ 30
Million
$ 20
Million
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Mexican Primera Division Soccer
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COGS
• After 7 quarters of mid single digit growth, H2 of 2010
and 2011 COGS per barrel will be roughly flat (IFRS)
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Commodities
• MillerCoors hedging programs have helped avoid large
swings in commodity costs
Aluminum
250 Day Moving
Average
2005 2006 2007 2008 2009 2010
Gas
250 Day Moving
Average
2005 2006 2007 2008 2009 2010
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Pricing strong despite a tough economy
• Net revenue per barrel up +2.5% over PY
2009 YTD 2010 YTD
$ p
er
barr
el
$135M
DUE TO
STRONG
PRICING
+
$100
$105
$110
$115
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Capital expenditures
• By end of 2010, we will have invested nearly $750
million to improve our supply chain
• Moving forward, we see capital spending dropping to
range of 4 to 4.5% of NPR beginning with 2010 capital
expenditures
Capital spending as a % of Net Producer revenue
2008 2009 2010 (e) 2011 (e)
5.0% 5.3% 4 - 4.5% 4 - 4.5%
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Mid term guidance
• We expect roughly 300 basis points of additional
expansion through 2013
0
100
200
300
400
500
600
700
800
2009 2010 (e) 2011-2013 (e)
EBITA margin expansion since inception
Basis
Poin
ts
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MillerCoors Seminar December 2010© SABMiller plc 2010 89
MillerCoorsMedium-term value driver outlook
Volume growth
As employment levels improve among key beer drinkers,
anticipated eventual return to average annual growth of
0.5-1.0%
Revenue per hl
In line with recent performance
EBITA margin
Growth of +100 bps average per year, weighted towards F13 and F14
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