earnings call may 20, 2021 september 2021
TRANSCRIPT
FOURTH QUARTER FISCAL 2021 EARNINGS CALL MAY 20, 2021Monro, Inc. Investor Presentation September 2021
Certain statements in this presentation, other than statements of historical fact, including estimates, projections, statementsrelated to our business plans and operating results are forward-looking statements within the meaning of the PrivateSecurities Litigation Reform Act of 1995. Monro has identified some of these forward-looking statements with words suchas “anticipates,” “believes,” “expects,” “estimates,” “is likely,” “predicts,” “projects,” “forecasts,” “may,” “will,” “should,” and“intends” and the negative of these words or other comparable terminology. These forward-looking statements are basedon Monro’s current expectations, estimates, projections and assumptions as of the date such statements are made, and aresubject to risks and uncertainties that may cause results to differ materially from those expressed or implied in the forward-looking statements, to include the significant uncertainty relating to the duration and scope of the COVID-19 pandemic andits impact on our customers, executive officers and employees. Additional information regarding these risks anduncertainties are described in the Company’s filings with the Securities and Exchange Commission, including in the “RiskFactors” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations” sections of ourmost recently filed periodic reports on Forms 10-K and Form 10-Q, which are available on Monro’s website athttps://corporate.monro.com/investors/financial-information/. Monro assumes no obligation to update or revise theseforward-looking statements for any reason, even if new information becomes available in the future.
In addition to including references to diluted earnings per share (“EPS”), which is a generally accepted accountingprinciples (“GAAP”) measure, this presentation includes references to adjusted diluted earnings per share, which is a non-GAAP financial measure. Monro has included a reconciliation from adjusted diluted EPS to its most directly comparableGAAP measure, diluted EPS in Slide 10. Management views this non-GAAP financial measure as a way to better assesscomparability between periods because management believes the non-GAAP financial measure shows the Company’score business operations while excluding certain non-recurring items and items related to our Monro.Forward or acquisitioninitiatives.
This non-GAAP financial measure is not intended to represent, and should not be considered more meaningful than, or asan alternative to, its most directly comparable GAAP measure. This non-GAAP financial measure may be different fromsimilarly titled non-GAAP financial measures used by other companies.
2
Safe Harbor Statement and Non-GAAP Measures
Company Overview
▪ Dominant in the Northeastern U.S. and expanding in Southern and
Western markets
▪ Fiscal 2021 sales of $1,125.7 million
▪ 1,290 company operated stores in 32 states and 91 franchised
locations as of August 28, 2021
▪ 40 acquisitions in the past 9 fiscal years, adding 535 locations,
$730 million in revenue and entry into 13 new states
▪ Operating two store formats in key markets
−Service brand stores – 429 stores
• 75% maintenance service, 25% tires
• $675,000 a year in sales per store
−Tire brand stores – 861 stores (excluding wholesale)
• 55% tires, 45% maintenance service
• $1.0 million a year in sales per store
▪ 7 wholesale locations and 3 retread facilities
A Leading Chain of Independently Owned and Operated Tire and Auto Service Locations
3
Store locations as of 8/28/21
A Unique Operating Model
Monro Has a Diversified Supply Chain, Sourcing High Quality, Low-Cost Parts Direct and a Strong Portfolio of Tire Brands
PARTS
Secondary parts distribution:Monro sources these parts from leading
aftermarket parts suppliers:
▪ Brake Rotors and Pads
▪ Filters
▪ Steering and Suspension
▪ Wipers
▪ Belts
4
TIRES
Store locations as of 8/28/21
Investment Highlights
Well-positioned to capitalize
on a favorable industry
backdrop
Strong balance sheet and
operating cash flow reaching
record ~$185M in FY21
Focus on operational
excellence to increase
customer lifetime value
Delivering consistent
shareholder returns through
dividend program
Scalable platform with
significant growth opportunity in acquisitions and greenfield
Leading national
automotive service and
tire provider with 1,290
locations in 32 states
Commitment to driving Monro.Forward Responsibly
Low-cost operator with solid operating margins
5
220,000
230,000
240,000
250,000
260,000
270,000
280,000
290,000
2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021
A Favorable Industry Backdrop
Favorable Industry Backdrop for Automotive Services
Despite a Decrease in Miles Traveled in 2020 Resulting from the COVID-19 Pandemic
U.S. Annual Light Vehicle Sales
Total Miles Traveled in U.S.
Source: FRED Economic Data, Light weight Vehicle Sales: Autos and Light Trucks (annual average data)
U.S. Light Vehicles in Operation (VIO)
▪ Although a slight decrease in 2021, an overall growing
trend in total vehicle population related to consumers
owning vehicles longer
▪ 270+ million vehicles on the road
▪ Increasing age of vehicles (average of ~12 years)
▪ Increasing complexity of vehicles
▪ Vehicle miles traveled recovering from 2020 lows
Key Highlights
6Source: FRED Economic Data, Moving 12-Month Total Vehicle Miles Traveled (annual average data)
0
2
4
6
8
10
12
14
16
18
20
05 06 07 08 09 10 11 12 13 14 15 16 17 18 19 20
2,775,000
2,850,000
2,925,000
3,000,000
3,075,000
3,150,000
3,225,000
3,300,000
05 06 07 08 09 10 11 12 13 14 15 16 17 18 19 20
Source: Auto Care Association Factbook
A Favorable Industry Backdrop
Monro is Well-Positioned to Capitalize on Positive Industry Trends,
with Our Sweet Spot Experiencing the Fastest Growth in Vehicles in Operation
50
60
70
80
90
100
110
120
2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022
+6.56% CAGR -.03% CAGR
50
60
70
80
90
100
110
120
2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022
-3.97% CAGR +3.90% CAGR
Source for all data: Lang, IHS Markit, 2018 7
▪ Monro’s targeted market segment is the 6-12 year
cohort
▪ Strong growth in new vehicles (0-5 years) between 2012
and 2017 is creating a significant tailwind for the 6-12
year old vehicle cohort for the next couple of years
▪ 6-12 year cohort expected to grow the fastest at +3.9%
CAGR for the period 2017-2022
Key Highlights
Vehicles in Operation – 0 to 5 Years Vehicles in Operation – 6 to 12 Years
Vehicles in Operation – 13+ Years
50
60
70
80
90
100
110
120
2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022
+4.27% CAGR +1.47% CAGR
A Favorable Industry Backdrop
Monro Operates in the $252 Billion Do-It-For-Me* Segment of $325 Billion U.S. Automotive Aftermarket Industry
2010%
(outlets)2020
%
(outlets)CAGR
Dealers 18,460 14.3% 16,623 12.5% (1.0%)
General Repair
Garages76,108 58.8% 82,454 62.1% 0.8%
Tire Dealers 18,675 14.4% 20,327 15.3% 0.9%
Specialty Repair 8,663 6.7% 6,137 4.6% (3.4%)
Oil Change/Lube 7,518 5.8% 7,305 5.5% (0.3%)
Total 129,424 100.0% 132,846 100.0%
Source: Auto Care Association Factbook
8
Automotive Aftermarket DIFM vs. DIY Sales
▪ Industry still highly fragmented, with significant
opportunities for further consolidation
Key Highlights
▪ DIFM continues to account for a significant percentage
of the automotive aftermarket
▪ Vehicle complexity continues to drive shift to DIFM from
DIY
▪ Future technology advances expected to accelerate
shift to DIFM
DIFM vs. DIY Trends
* Includes Replacement Tire Segment
0
50,000
100,000
150,000
200,000
250,000
300,000
350,000
2012 2013 2014 2015 2016 2017 2018 2019 2020 2021
DIFM DIY
Source: Auto Care Association Factbook Census data for 2012; estimates for 2013-2020; 2021 forecast
Delivered Record First Quarter Sales and Strong Operating Cash Flow
9
First Quarter Fiscal 2022 Highlights
1Preliminary results through July 24, 2021
▪ Double-digit comps in all product and service categories
▪ Brakes: 57%
▪ Alignments: 54%
▪ Maintenance: 42%
▪ Front End/Shocks: 40%
▪ Tires: 25%
Q1FY22
Key Highlights
▪ Sales increased 38.4% to a record $341.8M
▪ Comparable store sales of 34.5% is trending above pre-
COVID performance and driven by strong demand
recovery
▪ Sales from new stores added $14.1M, including sales
from recent acquisitions of $13.6M
▪ Generated strong operating cash flow of ~$63M driven
by profitability and strong working capital management
Q1FY22
Key Highlights
-60%
-40%
-20%
0%
20%
40%
60%
80%
April May June July
FY21 FY22-30%
-20%
-10%
0%
10%
20%
30%
40%
Q1FY21 Q2FY21 Q3FY21 Q4FY21 Q1FY22
Quarterly Comparable Store Sales Trends Monthly Comparable Store Sales Trends
1
Solid Results Reflect Strong Momentum Entering Fiscal 2022
First Quarter Fiscal 2022 Results
1Excluded costs in Q1FY22 include $.09 per share related to one-time litigation settlement costs, $.01 per share of acquisition due diligence and integration costs and $.01 per share of benefit from an adjustment to the estimate for prior year store closing costs. Excluded costs in Q1FY21 include
$.06 per share in store closing costs. 2Adjusted EPS is a non-GAAP measure that excludes certain non-recurring items and items related to our Monro.Forward or acquisition initiatives. A reconciliation of net income to adjusted net income and diluted EPS to adjusted diluted EPS is included in our earnings release dated July 28, 2021.
Note: The table may not add down +/- due to rounding 10
Q1FY22 Q1FY21 Δ
Sales (millions) $341.8 $247.1 38.4%
Same Store Sales 34.5% -25.8% 6,030 bps
Gross Margin 36.8% 35.4% 140 bps
Operating Margin 8.2% 4.6% 360 bps
Diluted EPS $.46 $.09 411.1%
Excluded Costs1 $.09 $.06
Adjusted Diluted EPS2 $.55 $.15 266.7%
Solid Financial Position
Ample Financial Flexibility to Support Growth Strategy and Business Operations
11
Disciplined Capital Allocation
First Quarter Fiscal 2022
▪ Capex of ~$5M
▪ Paid ~$62M for acquisitions
▪ Spent ~$10M in principal payments (financing
leases)
▪ Paid ~$8M in dividends
Second Quarter Fiscal 2022
▪ Increased Q2FY22 quarterly cash dividend by
18% compared to Q2FY21
▪ Generated ~$63M of operating cash flow during
Q1FY22
▪ Net bank debt of $181M as of June 2021
▪ Net bank debt-to-EBITDA ratio as of June 2021 of
1.1x
▪ Liquidity position of ~$396M as of July 24, 2021
Strong Balance Sheet and Liquidity
Advancing Our Vision To Be a Best-In-Class, Field-Led Service Organization
12
Enhance the customer experience and improve in-store execution to drive long-term organic growth
Capitalize on strategic acquisition opportunities and greenfield expansion to fill out footprint
Generate strong cash flow through operational improvements and working capital optimization
Invest in our people to drive an engaged, inclusive and high-performing team
Go-Forward Priorities
Monro.Forward Progress Update
Focused on Aspects of Business Within Our Control to Drive Profitable Growth and Operational Excellence
13
▪ Focused on advancing vision to be a best-in-class field-led service organization to increase
the overall lifetime value for customers
▪ Outperformance of rebranded and reimaged stores reinforces strength of strategy
Improve Customer
Experience
▪ Optimized marketing spend towards higher ROI channels to drive improved SEO
performance in tires and key service categories
▪ Leveraging modernized store infrastructure and phone system to improve customer
execution
Enhance Customer-
Centric Engagement
▪ Dynamically tracking demand trends to drive tire volume and margin expansion
▪ Focused on category management to capitalize on service attachment opportunities
Optimize Product &
Service Offering
▪ Well-positioned to drive labor productivity
▪ Focused on leveraging Monro University and in-store training and providing the Automotive
Service Excellence certification to drive operational excellence and improved in-store execution
Accelerate Productivity
& Team Engagement
Fiscal 2022 Acquisition Outlook
▪ Well positioned to execute attractive consolidation opportunities in highly fragmented industry
▪ Significant growth prospects in the attractive and dynamic Western region
▪ Evaluating a robust pipeline of attractive M&A opportunities that support our strategy while maintaining strong financial discipline
▪ Leveraging greenfields to fill out our footprint and optimize store density, where needed
Recently Completed Acquisitions
▪ Completed acquisition of 30 Mountain View Tire & Service stores in the Los Angeles area
▪ Further expands the Company’s geographic footprint in the Western United States
▪ Represents $45M in annualized sales
▪ Sales mix of 70% service and 30% tires
A Proven Acquisition Strategy
Executing Disciplined M&A Strategy to Capitalize on Significant Opportunities for Consolidation in the Aftermarket
A Proven Track Record
▪ 40 acquisitions in the past 9 fiscal years, adding 535 locations and $730M in revenue
▪ Entered 13 new states, expanding our presence in the Southern and Western markets
▪ Average acquisition size:
▪ 13 stores
▪ ~$20M in annualized sales growth
14
Fiscal 2022 Outlook – Financial Assumptions
16
Financial Assumptions as of July 28, 2021
Tire and Oil Costs Increase y/y
Interest Expense ~$25M to ~$27M
Depreciation and Amortization ~$82M to ~$87M
Tax Rate ~25%
Capital Expenditures ~$30M to ~$45M
Weighted Average Number of Diluted
Shares Outstanding~34M
Store Closure Operating Income Benefit ~$5M vs. Fiscal 2020
Structural Cost savings~$15M to $20M vs. Fiscal
2020
Q2 Outlook Considerations as of July 28, 2021
▪ Expect comparable store sales growth to
moderate as compared to the first quarter as
comparisons get less favorable
– Fiscal July comps of ~15%
– Comps expected to moderate in latter
part of Q2 due to less favorable y/y
comparison
▪ Expect continued gross margin improvement
versus prior year as service category sales
strengthen
Highlights and progress during fiscal 2021 included:
Corporate Responsibility at Monro
Monro’s corporate responsibility strategy is an important lens through which we identify Environmental, Social and
Governance (ESG) risks and opportunities that could meaningfully impact our business over the long term.
Looking ahead:
2.5 million
gallons of oil
3.3 million
tires
73,000 vehicle batteries
316 tons of
cardboard
In fiscal 2021, Monro recycled:
New Chief Human Resources Officer to
further align talent development with
business goals
Focusing on solidifying DE&I and
Community strategies
Considering additional metrics, goals and
targets relevant for investors
▪ Publishing inaugural CR report including mapping to SASB
standards
▪ Strengthening the Board of Directors’ ESG oversight Re-named Nominating and Corporate Responsibility Committee
▪ Enhancing Teammate engagement and prioritizing safety Reduced Workers’ Compensation claims by 32% & lowest
turnover rates in more than 5 years
▪ Fostering diversity, equity and inclusion (DE&I) Teammate Resource Group and training
▪ Making a positive impact in our communities 1.6 million meals served & 147 stores transformed
▪ Being good stewards of the environment 60% of our stores fitted with energy efficient lighting
17