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Transcript of 2017 CAPITAL MARKETS EVENT - bunzl.com · ORDER VIA SCANNING . OR WEBSHOP - AUTOMATIC . ... –...
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CAPITAL MARKETS EVENT SEPTEMBER 2017
2017
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INTRODUCTION:
SEPTEMBER 2017 CAPITAL MARKETS EVENT
FRANK VAN ZANTEN CHIEF EXECUTIVE
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AGENDA
INTRODUCTION: FRANK VAN ZANTEN
UK & IRELAND: ANDREW TEDBURY
CONTINENTAL EUROPE: PAUL BUDGE
BREAK
LATIN AMERICA: JONATHAN TAYLOR
NORTH AMERICA: PAT LARMON
CLOSE: FRANK VAN ZANTEN
SEPTEMBER 2017 CAPITAL MARKETS EVENT 3
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BUNZL
ESSENTIAL PRODUCTS
LOW VALUE, BULKY PRODUCTS
SMALL % OF CUSTOMER SPEND
GLOBAL SCALE DIVERSIFIED ACROSS SIX MARKET SECTORS
ENTREPRENEURIAL CULTURE
ONE-STOP-SHOP
GEOGRAPHICAL SPREAD ACROSS 30 COUNTRIES
DECENTRALISED MANAGEMENT STRUCTURE
WHAT MAKES BUNZL UNIQUE?
BESPOKE CUSTOMER SOLUTIONS
SEPTEMBER 2017 CAPITAL MARKETS EVENT 4
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VALUE PROPOSITION
Outsourcing adds value for our customers
• In-house procurement and self-distribution is costly • Bunzl applies its resources and expertise to reduce or eliminate many of the "hidden" costs of
in-house procurement and self-distribution • The benefits to customers are a lower cost of doing business and reduced working capital and
carbon emissions
INVENTORY INVESTMENT CASH FLOW DIRECT LABOUR & OVERTIME INVENTORY FINANCE COST EXPEDITED ORDERS INBOUND FREIGHT PURCHASE ORDER ADMINISTRATION INVENTORY DAMAGE & SHRINKAGE ACCOUNTS PAYABLE ADMIN STORAGE SPACE CAPITAL EMPLOYED
PRODUCT COST
COST TO PROCESS
COST TO ACQUIRE
SEPTEMBER 2017 CAPITAL MARKETS EVENT 5
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UK & IRELAND:
SEPTEMBER 2017 CAPITAL MARKETS EVENT
ANDREW TEDBURY THE BUNZL SERVICE OFFERING TO SKANSKA AND COMPASS
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UK & IRELAND OVERVIEW
Sector focused 15% of 2016 Group revenue
Safety
2%
29%
10%
12% 16%
11%
20% Foodservice
Grocery
Retail
Other
Cleaning & hygiene
Healthcare
CAPITAL MARKETS EVENT SEPTEMBER 2017 7
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Service offering
ON-TIME IN-FULL DELIVERY
ONE ORDER ONE DELIVERY ONE INVOICE
CUSTOMISED DIGITAL SOLUTIONS
OWN BRAND AND MANUFACTURER BRANDED
LOCAL AND NATIONAL DISTRIBUTION NETWORK
DEDICATED FIELD SALES FORCE
ONE-STOP-SHOP
CUSTOMISED MANAGEMENT INFORMATION
RANGE OF DELIVERY OPTIONS INCLUDING OWN FLEET
SERVICE OFFERING
EXPERT KNOWLEDGE AND ADVICE
SEPTEMBER 2017 CAPITAL MARKETS EVENT 8
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INSIGHT
Helping our customers to manage their businesses more efficiently
DEDICATED FIELD SALES FORCE
Quality people Market knowledge
Expert advice
OWN BRAND AND MANUFACTURER BRAND
Simplification
Rationalisation Correct choice
CUSTOMISED MANAGEMENT INFORMATION
Use of data
Consumption Compliance
SEPTEMBER 2017 CAPITAL MARKETS EVENT 9
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INSIGHT ENHANCES OUR CUSTOMER OFFERING:
SEPTEMBER 2017 CAPITAL MARKETS EVENT
CUSTOMER VIDEO
Dale Turner: Procurement Director Ian Murphy: Category Development Director
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IMPLEMENTATION
Helping our customers to focus on their core activities
ONE ORDER ONE DELIVERY ONE INVOICE
Ease of business Multiple products
ON-TIME IN-FULL DELIVERY
Dedicated teams Complex mobilisations
RANGE OF DELIVERY OPTIONS INCLUDING OWN FLEET
Local & national Flexible solutions
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IMPLEMENTING NEW CUSTOMER CONTRACTS:
SEPTEMBER 2017 CAPITAL MARKETS EVENT
CUSTOMER VIDEO
Dale Turner: Procurement Director Ian Murphy: Category Development Director
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INNOVATION
Helping our customers to benefit from the very latest service and product innovation
EXPERT KNOWLEDGE AND ADVICE
Brand enhancing Innovation centres
OWN BRAND
Bespoke products Global sourcing
CUSTOMISED DIGITAL SOLUTIONS
Flexible approach Web & app
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BRINGING INNOVATION TO CUSTOMERS:
SEPTEMBER 2017 CAPITAL MARKETS EVENT
CUSTOMER VIDEO
Dale Turner: Procurement Director Ian Murphy: Category Development Director
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Service offering
ON-TIME IN-FULL DELIVERY
ONE ORDER ONE DELIVERY ONE INVOICE
CUSTOMISED DIGITAL SOLUTIONS
OWN BRAND AND MANUFACTURER BRANDED
LOCAL AND NATIONAL DISTRIBUTION NETWORK
DEDICATED FIELD SALES FORCE
ONE-STOP-SHOP
CUSTOMISED MANAGEMENT INFORMATION
RANGE OF DELIVERY OPTIONS INCLUDING OWN FLEET
SERVICE OFFERING
EXPERT KNOWLEDGE AND ADVICE
SEPTEMBER 2017 CAPITAL MARKETS EVENT 15
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UK & IRELAND:
SEPTEMBER 2017 CAPITAL MARKETS EVENT
QUESTIONS
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CONTINENTAL EUROPE: PAUL BUDGE INNOVATION OF THE BUNZL OFFERING TO THE HEALTHCARE MARKET IN THE NETHERLANDS
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48 sector focused businesses 15 countries 18% of 2016 Group revenue
CONTINENTAL EUROPE OVERVIEW
SEPTEMBER 2017 CAPITAL MARKETS EVENT
France
Netherlands
Germany
Spain
Belgium
Denmark
Switzerland
Austria
Italy
Czech Republic
Hungary
Romania
Slovakia
Israel
Turkey
5%
28%
7%
12%
27%
10%
11% Foodservice
Grocery
Retail
Other
Cleaning & hygiene
Healthcare
Safety
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SEPTEMBER 2017 CAPITAL MARKETS EVENT
C6 – AN INNOVATION OF THE BUNZL OFFERING TO THE HEALTHCARE MARKET IN THE NETHERLANDS
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Helping our customers save money
INNOVATING IN THE HEALTHCARE MARKET
SEPTEMBER 2017 CAPITAL MARKETS EVENT
CUSTOMERS NEED TO
DELIVER MORE FOR LESS
MATURE MARKET
AGEING POPULATION
RISING TREATMENT
COSTS OVERALL
BUDGETARY CONSTRAINTS
COMMODITISED PRODUCTS AND
SERVICES
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TYPICAL HEALTHCARE FACILITY INEFFICIENCIES
Key Takeaway
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C6 – WINNING THE CUSTOMER
BALANCING THE NEED TO SAVE COSTS WITH QUALITY
SEPTEMBER 2017 CAPITAL MARKETS EVENT
DEEP DIAGNOSTIC OF SPEND ON
CONSUMABLES (1,500 SKUs)
PROCESS ANALYSIS – PURCHASING, IT,
LOGISTICS, ADMINISTRATION
REPORT KEY FINDINGS AND
BUNZL PROPOSAL
WORKSHOP TO PROVE CONCEPTS AND AGREE HARD
SAVINGS
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C6 – TYPICAL OUTCOMES
SEPTEMBER 2017 CAPITAL MARKETS EVENT
USE TRACK AND TRACE TO MANAGE PRODUCT DATA
ORDER VIA SCANNING OR WEBSHOP - AUTOMATIC INTERFACE WITH CUSTOMER’S ERP
OUTSOURCE PROCUREMENT OF CONSUMABLES
TAKE OWNERSHIP OF & MANAGE WAREHOUSING INCLUDING STERILE PRODUCTS
RATIONALISATION OF SUPPLIER BASE
JIT DELIVERIES DIRECT TO WARD AND STORAGE CUPBOARDS
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Using our state of the art e-commerce solution to ensure seamless integration for each customer
BENEFITS : EASE OF USE CONTROL OF SPEND VIA AUTHORISATION PROCESS AND CONTROL USE OF DEFINED AND AGREED PRODUCT CATALOGUE
ORDER AUTOMATICALLY PLACED IN BUNZL SYSTEM
PROCUREMENT PLATFORM LINKS TO BUNZL WEBSHOP
SHOPPING CART APPROVAL IN ALRIJNE PROCUREMENT PLATFORM
C6 AND E-COMMERCE
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SEPTEMBER 2017 CAPITAL MARKETS EVENT
BUNZL NETHERLANDS C6 IMPLEMENTATION WITH HOSPITAL GROUP RIVAS: CUSTOMER TESTIMONIAL
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BUNZL NETHERLANDS C6 IMPLEMENTATION WITH HOSPITAL GROUP RIVAS:
SEPTEMBER 2017 CAPITAL MARKETS EVENT
CUSTOMER VIDEO
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BENEFITS OF C6 TO CUSTOMERS
IMPROVED SERVICE LEVELS SAVE CUSTOMERS’ TIME
BETTER PRODUCT PRICING DUE TO BUNZL SCALE
SIMPLER AND AUTOMATED PROCESSES
INCREASED OPERATING THEATRE AVAILABILITY
REDUCED CARBON FOOTPRINT
REDUCED NEED FOR STORAGE SPACE
REDUCED WORKING CAPITAL
INCREASED PROFITABILITY,
EFFICIENCY AND CASH
REDUCED ADMIN FOR CLINICAL STAFF
SEPTEMBER 2017 CAPITAL MARKETS EVENT 27
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CONTINENTAL EUROPE:
SEPTEMBER 2017 CAPITAL MARKETS EVENT
QUESTIONS
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CAPITAL MARKETS EVENT BREAK
2017
CAPITAL MARKETS EVENT SEPTEMBER 2017
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LATIN AMERICA:
JONATHAN TAYLOR DEVELOPMENT OF A BUSINESS AREA
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BUNZL LATIN AMERICA
MARKET ENTRY IN 2008 15 ACQUISITIONS 7 COUNTRIES >2,000 EMPLOYEES
6%†
14%† BRAZIL
MEXICO
COLOMBIA
PERU
URUGUAY CHILE
ARGENTINA
Cleaning & Hygiene
71% 13%
10%
6% Safety
Foodservice
Healthcare
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LATIN AMERICA EVOLUTION 278.4
2008 2009 2010 2011 2012 2013 2014 2015 2016
REVENUE (£m)
37.4
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BUILDING A BUSINESS AREA
3 stages: From a group of independent companies to a business area
COORDINATING COMMON FUNCTIONS
Stage 1
INTEGRATION & SYNERGIES
Stage 2
PLATFORM FOR GROWTH
Stage 3
SEPTEMBER 2017 CAPITAL MARKETS EVENT 33
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SEPTEMBER 2017 CAPITAL MARKETS EVENT
Commercial and operational decisions stay with local management Ex-owners given freedom and autonomy to continue to run their businesses This principle is key to retaining ex-owner management teams
DECENTRALISED MANAGEMENT
Finance director Purchasing Logistics Sales &
marketing
Supplier relationships
Operating platform
Customer relationships
Ex-owner management
Commercial decisions made locally
34
Finance & administration
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1 – COORDINATING COMMON FUNCTIONS
Control & compliance – immediate implementation
Financial reporting – common international standards
Management systems – business performance and strategy
Administrative processes – pooling support functions
LEGAL & COMPLIANCE
HUMAN RESOURCES
FINANCE
TAX
IT
HEALTH & SAFETY
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2 – INTEGRATION & SYNERGIES
Coordination – grouping similar businesses creates synergies
Purchasing – additional volume benefits
Logistics – rationalisation of distribution facilities
Management model – ex-owner divisional leadership
Company 1 Company 2 Company 3 Company 4
Purchasing
Logistics
Sales
Purchasing
Logistics
Sales
Purchasing
Logistics
Sales
Purchasing
Logistics
Sales
Company 1+2 Company 3+4
Joint purchasing
Joint logistics
Local purchasing
Local logistics
Sales segment 1
Local purchasing
Local logistics
Sales segment 2
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6 safety acquisitions completed 8 distribution centres merged Safety division created
BRAZIL SAFETY
DIVISIONAL LEADERSHIP
PURCHASING/IMPORTS
MARKET INTELLIGENCE
SERVICE INNOVATIONS
End-user business Redistribution business
Brazil Safety
SEPTEMBER 2017 CAPITAL MARKETS EVENT
Market focused businesses 37
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3 – PLATFORM FOR GROWTH IN BRAZIL
New acquisitions – easily incorporated into structure
Common platforms – benefit from increasing scale
Digital solutions – innovations shared across sectors
Safety acquisitions
Hygiene acquisitions
Healthcare acquisitions
New Sector acquisitions
Common digital platforms
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Significant growth opportunities in existing markets and sectors New sector opportunities in existing countries Further potential for new countries
GROWTH OPPORTUNITIES LATAM
COUNTRY FOODSERVICE GROCERY C&H SAFETY RETAIL HEALTHCARE
Brazil ● ● ●
Chile ● ● ● ●
Colombia ● ● ● ● ●
Argentina ● ● ● ● ●
Peru ● ● ● ● ●
Uruguay ● ● ● ● ●
Mexico ● ● ●
Other Latin America ● ● ● ● ● ●
30 – new sector opportunities in countries with existing presence
13 – potential new country opportunities (excluding Caribbean)
● No existing presence
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CONCLUSIONS
• Rapid acquisition growth brought both scale and organisational complexity
• Latin America organisational structure created to:
− manage and control complexity
− preserve decentralised decision-making
− capitalise on synergies
− benefit from increasing scale
− enable further high growth
• Latin America presents huge growth potential and we are structured to take advantage
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LATIN AMERICA:
QUESTIONS
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CLOSE:
FRANK VAN ZANTEN CHIEF EXECUTIVE
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SUMMARY
UK & Ireland - Differentiating our service proposition
Continental Europe - Delivering outsourcing solutions through process innovation
Latin America - Building a platform for future growth
North America - Deepening our customer relationships
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CONSISTENT AND PROVEN COMPOUNDING STRATEGY
High ROIC despite significant acquisition spend
PROFITABLE ORGANIC GROWTH
Use competitive
advantage to grow market
share in a profitable way
OPERATING MODEL IMPROVEMENTS
Daily focus on making
our business more efficient
ACQUISITION GROWTH
Use strong balance sheet and excellent
cash flow to consolidate
our markets further
ROIC 16.4%
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2.4
7.4
04 05 06 07 08 09 10 11 12 13 14 15 16
FINANCIAL TRACK RECORD 2004-2016
Proven compounding growth strategy CAGR
* Before adjusting items (customer relationships amortisation and acquisition related items) and the associated taxation, where relevant - 04-05 continuing operations only
REVENUE (£bn) ADJUSTED OPERATING PROFIT* (£m)
ADJUSTED EPS* (p) DIVIDEND PER SHARE (p) 04-12 restated on adoption of IAS 19 (revised 2011)
169
525
04 05 06 07 08 09 10 11 12 13 14 15 16
31.7
106.1
04 05 06 07 08 09 10 11 12 13 14 15 16
13.3
42.0
04 05 06 07 08 09 10 11 12 13 14 15 16
10%-11%
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No representation or warranty (express or implied) of any nature can be given, nor is any responsibility or liability of any kind accepted, by Bunzl plc with respect to the completeness or accuracy of the content of or omissions from this presentation. This presentation is for information purposes only and does not constitute and shall not be deemed to constitute an offer document or an offer in respect of securities or an invitation to purchase or subscribe for any securities in any jurisdiction. Persons in a jurisdiction other than the United Kingdom should ensure that they inform themselves about and observe any relevant securities laws in that jurisdiction in respect of this presentation. The presentation does not constitute an offer of securities for sale in the United States. None of the securities described in the presentation have been registered under the U.S. Securities Act of 1933. Such securities may not be offered or sold in the United States except pursuant to an exemption from such registration. This presentation contains forward-looking statements. They are subject to risks and uncertainties that might cause actual results and outcomes to differ materially from the expectations expressed in them. You are cautioned not to place undue reliance on such forward-looking statements which speak only as of the date hereof. Bunzl undertakes no obligation to revise or update any such forward-looking statements. Where this presentation is being communicated as a financial promotion it will only be made to and directed at: (i) those persons who have professional experience in matters relating to investments falling within Article 19(5) of the Financial Services and Markets Act 2000 (Financial Promotion) Order 2005 (the “Order”); (ii) those persons falling within Article 49 of the Order; or (iii) to persons outside of the United Kingdom only where permitted by applicable law (all such persons together being referred to as “relevant persons”) and must not be acted on or relied on by persons who are not relevant persons.
DISCLAIMER
SEPTEMBER 2017 CAPITAL MARKETS EVENT 75