FINAL RESULTS FOR THE YEAR ENDED 29 FEBRUARY 2016 26 April 2016
FY16 HIGHLIGHTS Sales up 40% year on year (42% CER) UK up 38%, rest of Europe 25% (35% CER), rest of world up 56% (63% CER) Adjusted EBITDA 18.7m Over 4 million active customers, up 34% Launch of app in UK, USA and Australia Warehouse extension completed and in operation Range extension driving growth and inclusivity of the boohoo brand 2
FINAL RESULTS FOR THE YEAR ENDED 29 FEBRUARY 2016 NEIL CATTO, CFO
FY16 FINANCIAL HIGHLIGHTS Revenues of 195.4m up 40% (42% CER) on 2014/15 ( 139.9m) UK sales +38% year on year Rest of Europe +25% (+35% CER) Rest of world +56% (+63% CER) Gross margin 57.8% Retail gross margin 58.8% (FY15 60.8%) Adjusted EBITDA 18.7m (FY15-14.1m) Net cash 58.3m (FY15-54.1m) Earnings per share up 48% to 1.11p 4
SUMMARY INCOME STATEMENT ( m) FY16 FY15 Change Revenue 195.4 139.9 +40% Gross profit 112.9 85.0 +33% Gross margin 57.8% 60.8% -300bps Distribution costs 45.5 30.7 +48% Administrative expenses 53.8 43.8 +23% Other income 1.4 - - Operating profit 15.0 10.6 +42% EBITDA (adjusted) 18.7 14.1 +32% Profit before tax 15.7 11.1 +42% Gross margin at 57.8% reflects investment in customer proposition in UK and internationally along with growth in third party sales (-100bps impact) Adjusted EBITDA margin 9.6% after adding back share based compensation ( 0.6m), depreciation and amortisation ( 3.1m) 5
INTERNATIONAL Sales by geographic segment m FY16 FY15 Change CER UK 130.1 94.3 +38% +38% Rest of Europe 22.6 18.1 +25% +35% Rest of world 42.7 27.4 +56% +63% Total revenue 195.4 139.9 +40% +42% 104.6 International UK 90.8 33.6 67.2 72.6 31.7 51.4 58.4 21.6 23.9 18.3 20.5 71.0 59.1 40.1 45.6 48.7 30.9 H1 FY14 H2FY14 H1FY15 H2FY15 H1FY16 H2FY16 Continued strong growth globally Europe impacted by weak Euro but now showing potential Growth in rest of the world driven by USA and Australia 6
OPERATING COSTS Year ended 29 February m FY16 FY15 Change Marketing 19.8 18.5 +7% 50.1% 48.6% 53.4% 51.1% 53.6% 47.7% Distribution 45.5 30.7 +48% Other admin 33.3 23.7 +40% 15.4% 11.4% 17.1% 16.9% 17.3% 16.8% TOTAL 98.6 72.9 +35% Year ended 29 February, % revenue FY16 FY15 Change Marketing 10.2% 13.2% -300bps Distribution 23.3% 21.9% +140bps Other admin 17.0% 17.0% +0bps TOTAL 50.5% 52.1% -160bps 23.1% 20.9% 21.8% 22.1% 23.7% 22.9% 13.8% 14.1% 14.5% 12.1% 12.6% 8.0% H1 FY14 H2 FY14 H1 FY15 H2FY15 H1FY16 H2FY16 Other admin Distribution Marketing 7
EBITDA MARGIN DEVELOPMENT 18.0% 16.0% 14.0% 12.0% 10.0% 8.0% 6.0% 4.0% 2.0% 0.0% 65.0% 61.5% 62.2% 59.5% 60.5% 56.8% 15.4% 13.9% 10.1% 10.1% 10.6% 8.4% H1 2014 H2 2014 H1 2015 H2 2015 H1 2016 H2 2016 70.0% 60.0% 50.0% 40.0% 30.0% 20.0% 10.0% 0.0% Investing in the customer proposition (price, product promotion, delivery offering) to improve lifetime value has aided growth acceleration and EBITDA margin Adjusted EBITDA margin Gross profit margin development 8
KPIs Indicator FY16 FY15 Change 25.0 MONTHLY SESSIONS (MILLIONS) AND CONVERSION RATE 2 6.0% Active customers 1 4.0m 3.0m +34% 20.0 Sessions Conversion rate 5.0% Number of orders 8.3m 5.8m +44% Order frequency 4 2.08 1.93 +8% Conversion rate 2 4.0% 3.6% +40bps Average order value 3 33.59 35.28-4.8% 15.0 10.0 5.0 4.0% 3.0% 2.0% 1.0% Number of items in a basket 2.62 2.56 +2.3% - Mar-12 Jun-12 Sep-12 Dec-12 Mar-13 Jun-13 Sep-13 Dec-13 Mar-14 Jun-14 Sep-14 Dec-14 Mar-15 Jun-15 Sep-15 Dec-15 0.0% 1. Defined as having shopped in the last year 2. Defined as the number of orders as a percentage of website sessions 3. Gross sales including VAT/sales tax divided by the number of orders 4. Number of orders on last 12 months divided by number of active customers 9
WORLD CLASS ECOMMERCE CAPABILITY Attribution modelling Personalisation Data science with a commercial edge Improving customer lifetime value Multi variant testing Building order frequency Price elasticity analysis Marketing effectiveness/ ROI analysis Demand forecasting Promotion analysis 10
OPERATING CASH FLOW Year ended 29 February, m FY16 FY15 Profit for the period 12.4 8.4 Depreciation/amortisation 3.1 2.0 Share-based payment charges 0.6 0.3 Tax expense 3.2 2.7 Finance income (0.6) (0.5) Increase in inventories (7.5) (1.4) Increase in receivables (2.5) (0.5) Increase in payables 17.0 3.1 Operating cash flow 25.7 13.9 Capital expenditure (13.6) (8.2) Free cash flow 12.1 5.8 Efficient conversion of EBITDA to cash with free cash flow up 109% year on year. Working capital inflow of 7m or 3.6% of sales. Operating cash flow increase of 85% year on year. Capital expenditure reflects investment in warehouse extension and purchase of two properties in Burnley and Manchester. Positive free cash flow with significant infrastructure investment to underpin future growth. 11
BALANCE SHEET At 29 February, m FY16 FY15 Assets Intangible assets 4.5 4.6 Property, plant and equipment 21.4 10.9 Deferred tax 0.2 - Non-current assets 26.2 15.5 Working capital (4.2) (2.9) Net financial assets (4.9) 0.8 Cash and cash equivalents 58.3 54.1 Current tax liability (2.0) (1.2) Continued investment in warehouse and IT infrastructure. Negative net working capital. Capital employed 15.1m, excluding excess cash. Net assets 73.4 66.4 12
CAPEX Capital expenditure M 4.5 3.3 0.9 8.2 3.1 4.7 1.5 2.5 9.0 FY 14 FY15 FY16 guidance 13.0 13.6 3.4 0.6 1.8 7.8 FY16 actual 16.0 2.0 2.5 11.5 FY17 guidance Capital expenditure of 13.6m for FY16 included 3.4m expenditure to purchase two properties: one in Burnley to increase the ultimate capacity of the distribution centre (cost of 1.8m) and one in Manchester to secure the future of the head office functions in Manchester (cost of 1.6m). Property investments Other IT Warehouse 13
GUIDANCE Revenue growth c.25% EBITDA in line with current expectations Management will look at opportunities to further invest in customer lifetime value and market reach which may impact margins in the short term CAPEX 16.0m 14
FINAL RESULTS FOR THE YEAR ENDED 29 FEBRUARY 2016 CAROL KANE, JOINT CEO
BRAND UPDATE THE LEADING ONLINE FASHION BRAND FOR ALL 16-24 YEAR OLDS We are the young inclusive brand Think of us as your fashion best friend We Are Us, We Are You, We Are Boohoo UP TO DATE FASHION INCREDIBLE PRICES UNBEATABLE CHOICE FANTASTIC SERVICE GREAT QUALITY INTERNATIONAL REACH 16
UP TO DATE FASHION Trend led authoritative fashion Inclusive fashion for all Maximising the best Fast response supply chain, test and repeat model Plus, Petite, Tall, Main Range 17
INCREDIBLE PRICES Best price in the market for fashion Clear price architecture and stretch with entry and exit prices Promotional strategy to attract and convert visits to site 18
UNBEATABLE CHOICE 30,000 styles delivered to site in the last twelve months Best choice with nearly 20,000 styles available to shop Investment: 9,000 new styles in petite, plus and footwear New: 1,000 new styles in tall, lingerie and soft tailoring Continued introduction of new collections and Boohoo brands: e.g. wedding guest and prom 19
FANTASTIC SERVICE Free UK delivery after 9pm and international markets with thresholds 1.99 next day delivery promotion throughout the day for next day service available until 9pm Order up to midnight for next evening delivery (6pm-10pm) available seven days a week Free returns in UK, Ireland and France Collect returns service in the UK, Ireland and France. Introduction of web chat service, looking to start a trial at the beginning of May 20
GREAT QUALITY Expanded QA team focused on UK supply chain, and all off-shore supply Supplier education with training & development program for key supply base Building block library to standardize fits 21
UK Continued focus on our Marketing Strategy, a combination of content created for above the line, and all Digital Channels Retention Marketing, to increase lifetime value of our Customer Utilise our Social Activity, so Customers become our Brand Ambassadors 22
23 USA
24 FRANCE
MENSWEAR BOOHOO MAN - Website now Launched Looking to market directly to a Male Consumer To do this we have unified a Menswear Focussed Team Faced the brand with Celeb Scotty T Working with Male Influencers, across, TV, Gaming, Football, etc MTV Male dedicated Idents 25
SUMMARY We have had a strong 12 month period We continue to be the brand with the leading fashion and price points We invest in our proposition to give our customers the best possible service We completed the first phase of our warehouse extension We launched our mobile app showing exciting results We remain focussed on on our key international markets 26