Mike Baur - 2010 ScanSource POS & Barcoding Partner Conference
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Transcript of Mike Baur - 2010 ScanSource POS & Barcoding Partner Conference
Intellectual Property
All materials from this deck are confidential and for intended use only* and cannot be distributed outside this use without prior written consent of ScanSource.
* Copyright © 2010. All Rights Reserved. Unless expressly authorized in writing by the copyright owner, any copying, reproduction, exhibition, export, distribution or other use of this product or any part of it is strictly prohibited. External sources and external trademarks are the property of the referenced sources.
ScanSource, Inc. Confidential
What’s Hot?
• Anything Green……• NFL and NCAAF• Tea Party• Organic gardening• Ipad and AppStore• Savannah in Sept• Electric Cars
Packers or Vikings?
ScanSource, Inc. Confidential
Recession's over, economists say to a skeptical public
• A declaration that the turning point came in June 2009 gets an indignant reaction, showing that many Americans see little difference between the recession and current conditions.
ScanSource, Inc. Confidential
IBM Global CEO Study
• 1500 CEO interviews, 33 industries, 60 countries
• Face-face interviews and subsequent analysis of 23 questions and 10,000 interview quotes
• Discussion on impact to business in the New Economic Environment
Thanks to IBM for permission to use
ScanSource, Inc. Confidential
Key Findings
• CEOs must navigate in a highly volatile, increasingly complex environment
– Massive global shifts increase uncertainty– Continued rise of technology as key external factor– Challenges are compounded by regional
differences
Thanks to IBM for permission to use
ScanSource, Inc. Confidential
Capitalizing on Complexity• Embody creative leadership• Reinvent Customer relationships• Build operating dexterity
ScanSource, Inc. Confidential
Thanks to IBM for permission to use
Reinvent Customer Relationships
• Honor your customers above all else• Use two –way collaboration to sync with
customers• Profit from the information explosion
ScanSource, Inc. Confidential
Thanks to IBM for permission to use
Embody Creative Leadership
• Embrace ambiguity; act despite uncertainty!• Take risks that disrupt legacy business models• Leapfrog beyond “tried and true”
management styles
ScanSource, Inc. Confidential
Thanks to IBM for permission to use
Build operating dexterity
• Simplify whenever possible• Manage systemic complexity• Promote a mindset of being fast and flexible• Be “glocal” – global where possible, local
where necessary
ScanSource, Inc. Confidential
Thanks to IBM for permission to use
What is ScSc doing in North America in 2011?
• Trying to make doing business with ScSc easier!
• Investing in new communication tools• Testing new ideas and new vendor
relationships• Talking a lot about the E-word!
ScanSource, Inc. Confidential
2010 Highlights
• Return of Large Deals• Record sales in June Quarter• Record number of customers• Significant increase in Inventory and accounts
receivable
ScanSource, Inc. Confidential
Net
Sal
es
($ i
n M
illi
on
s)
Fiscal Years Ended June 30th
'93 '94 '95 '96 '97 '98 '99 '00 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 $0
$500
$1,000
$1,500
$2,000
$2,500
2 1634 56
100183
298
497
631
842
991
1200
1469
1666
1995
2175
1848
2,115
A History of Growth and Profitability
ScanSource, Inc. Confidential
Worldwide AIDC/POS/Security Revenue (millions $)
$1,050
$1,100
$1,150
$1,200
$1,250
$1,300
$1,350
$1,400
2008 2009 2010
ScanSource, Inc. Confidential
North American SalesJune Quarter (millions $)
$700
$750
$800
$850
$900
$950
$1,000
2008 2009 2010
ScanSource, Inc. Confidential
ScanSource Inventory $$ Worldwide (millions)
$0
$50
$100
$150
$200
$250
$300
$350
2008 2009 2010
ScanSource, Inc. Confidential
SOLID CAPITAL STRUCTURE
$250 million available for borrowing on revolving credit facility as of June 30, 2010.
Deb
t to
Eq
uit
y R
atio
Our Debt to Equity Ratios reflect our financial strength... vs. our Competition…
21.8%
*Data from latest available Quarterly filings with SEC
31.8%
12.1%
0%
10%
20%
30%
40%
June 07
June 08
June 09
June 10
34.2%
16.2%
7.0% 6.3%
ScanSource, Inc. Confidential
2011 Challenges and Opportunities
• Vendor Supply Chain management – ScanSource will continue to invest to buffer
customers and vendors• Customer Growth opportunities
– ScanSource will work harder to expand A/R flexibility and manage spikes in business
• Partnering and collaboration opportunities – SUMO and ScanSource Community– AppSource
ScanSource, Inc. Confidential
Investing for Growth
ScanSource, Inc. Confidential
• First Auto-ID Applications Marketplace• Unique Value-added Services• Independent Professional Mobile Store• Respect channels and indirect approach
• SCSC Resellers are given equal opportunity to enjoy applications as AppSource is built to be device and platform independent, while content developers reach a wider audience.
ScanSource, Inc. Confidential
Application Framework & App Store Environment
Manufacturers
Resellers
Value Chain Participants
ScanSource, Inc. Confidential
Summary
• 2011 will be growth opportunity; marketshare is always a Jump Ball
• ScSc ready to invest in growth opptys• E-Word is sacred at ScSc ; channel is the Best
Route to Market• You must drive your success but we want to
help• Partnering is Profitable and Smart!
ScanSource, Inc. Confidential
23
SPECIAL THANKS TO OURPLATINUM SPONSORS