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MSC INDUSTRIAL SUPPLY CO. General Investor Presentation Fiscal 2019

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Page 1: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

MSC INDUSTRIAL SUPPLY CO.

General Investor Presentation

Fiscal 2019

Page 2: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

Safe Harbor Statement

CAUTIONARY STATEMENT UNDER THE PRIVATE SECURITIES LITIGATION REFORM ACT OF 1995.

This presentation contains forward-looking statements within the meaning of U.S. securities laws, including guidance about expectedfuture results, expectations regarding our ability to gain market share, expected benefits from our investment and strategic plans, includingfrom our recent acquisitions, and expected future margins. These forward-looking statements involve risks and uncertainties that could causeactual results to differ materially from those anticipated by these forward-looking statements; are based on our current expectations; and weassume no obligation to update them. Factors that could cause actual results to differ materially from those in forward-looking statementsinclude: general economic conditions in the markets in which we operate; changing customer and product mixes; competition, including theadoption by competitors of aggressive pricing strategies and sales methods; industry consolidation and other changes in the industrialdistribution sector; volatility in commodity and energy prices; the outcome of government or regulatory proceedings or future litigation; creditrisk of our customers; risk of customer cancellation or rescheduling of orders; work stoppages or other business interruptions (including thosedue to extreme weather conditions) at transportation centers, shipping ports, our headquarters or our customer fulfillment centers;dependence on our information systems and the risks of business disruptions arising from changes to our information systems and disruptionsdue to catastrophic events, power outages, natural disasters, computer system or network failures, computer viruses, physical or electronicbreak-ins and cyber-attacks; recent U.S. tax legislation and increased volatility in the effective tax rate; retention of key personnel; retention ofqualified sales and customer service personnel and metalworking specialists; risk of loss of key suppliers, key brands or supply chain disruptions;risks associated with changes to trade policies, including the impact from significant restrictions or tariffs; risks associated with opening orexpanding our customer fulfillment centers; litigation risk due to the nature of our business; risks associated with the integration of acquiredbusinesses or other strategic transactions; financial restrictions on outstanding borrowings; failure to comply with applicable environmental,health and safety laws and regulations; goodwill and intangible assets recorded as a result of our acquisitions could be impaired; risks associatedwith the volatility of our common stock; and our principal shareholders exercise significant control over us.

Information about these risks is noted in the Risk Factors and MD&A sections of our latest annual and quarterly reports filed with the SEC, aswell as in our other SEC filings. Investors are cautioned not to place undue reliance on these forward-looking statements.

Throughout this presentation we will reference both GAAP and adjusted financial results, which are non-GAAP financial measures. Please referto the reconciliation tables at the end of this presentation for a reconciliation of the adjusted financial measures to the most directlycomparable GAAPmeasures.

2

Page 3: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

MSC Industrial Direct: Company Overview

MSC is a leading value-add industrial distributor offering products, services and solutions

that enable its customers to achieve higher levels of growth, productivity, and profitability

1Year Ended September 1, 2018220-Year CAGR calculated through September 1, 20183Over the last three fiscal years ended September 1, 2018; see reconciliation table in appendix4Over the last three fiscal years ended September 1, 2018

3

31 2

2 41

Value-add solutions: metalworking expertise, supply chain management, e-commerce, productivity improvement and training

Leader in the highly fragmented industrial distribution market

6,500+ associates

100 branches and 5 primary distribution centers

Broad offering: 1.6 million+ SKUs from 3,000+ suppliers

Founded in 1941 and listed on NYSE (MSM) since 1995

13.1%Operating

Margin

11%20-Year EPS

CAGR

(over the last 3 years)

$3.2BTotal

Revenues

9%20-Yr Sales

CAGR

$808MFree Cash

Flow

$849MReturned to

Shareholders

(over the last 3 years)

Page 4: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

Key MSC Investment Highlights

4

Leader in the highly fragmented North American industrial distribution

market with significant opportunities for organic and acquisitive growth

Value-added solutions approach focuses on addressing customer total

cost of ownership with highly technical expertise and a broad portfolio of

products and services

Industry-leading customer satisfaction ratings driven by customer-centric

culture and obsession with delivering solutions that enable customer

success

Profitable and scalable business model driven by investment in people,

infrastructure and technology

Capital allocation strategy based on an owner mindset and focused on

long-term value creation for shareholders

Page 5: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

The top 50

distributors

represent less

than 30% of

the market

5

Highly Fragmented Industrial Distribution Market

The North American industrial distribution market is very large and highly fragmented

both across the addressable market and the customer landscape

Customer

Count

1%

2%

11%

86%

Revenue

Potential

39%

26%

20%

16%Simple

Transactions

Complex

Solutions

Company Size

(# employees)

Medium

(50-249)

Small

(10-49)

Very Small

(1-9)

Large

(>250)

Industrial Distribution Customer Landscape

MSC

Highly fragmented with ~150K distributors in the US1

1MDM Analytics (figures are approximate)2Calculation performed by MSC (figures are approximate)

Total Addressable Market(~$200 Billion in Sales)

~$200B of the MRO market in N. America directly

addressable by MSC2

Page 6: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

6

MSC’s Position in the Market

MSC’s target manufacturing market makes up about 50% of total addressable marketplace

spend, making brand awareness and equity critical to attract and maintain customers

Total Addressable Market(~$200 Billion in Sales1,2)

MSC Fiscal Year 2018 Sales($3.2 Billion)

MRO

Metalworking

VMI

Within the approximately ~17M total potential customers,

MSC can serve the ~650k metalworking customers2

MSC

~$200B of the MRO market in N. America directly

addressable by MSC1,2

Addressable market is comprised of approximately

~17M total potential customers2

The top 50

distributors

represent less

than 30% of

the market

1MDM Analytics (figures are approximate)2Calculation performed by MSC (figures are approximate)

These ~650k customers make up a large amount of the

overall spend in manufacturing2

~150K are larger customers, while ~500K are smaller

customers2

Page 7: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

MSC’s Differentiator in the Market:

Built to Make You Better

7

MSC’s value-added solutions approach focuses on addressing customer total cost of

ownership with highly technical expertise with a broad portfolio of products and services

Industry Model MSC Solutions Approach

Inventory and Operational Costs

ProcurementCosts

Inventory and Operational Costs

ProcurementCosts Product

Price

Product Price

(Total Cost of Ownership Focused)(Product Price Driven)

Customer Value

Drivers

Growth

Profitability

Productivity

Page 8: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

MSC Customer Care:

Ensuring Customer Satisfaction

MSC’s industry-leading customer satisfaction ratings driven by customer-centric culture

and obsession with delivering solutions that enable customer success

Top 5%MSC Contact Center Rating

Customer Care Center Satisfaction Levels

MSC

92%

Average

77%

8

Customer Care Delivery

1Foresee survey for the time period: 1H FY172Companies included: Allstate, Bass Pro Shops, Cabela’s, Citicard, CVS Caremark, Kohl’s, Marriott, Nordstrom, StubHub, T Rowe Price, Verizon, Walgreens

1

1

2

Customer Care Center

Customer Training

High-Touch Sales People

Onsite Metalworking Expertise

Page 9: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

SKU Consolidation Continuous Improvement MSC Solution

Product22 Oz. Multi-Purpose

Cleaner

22 Oz. Premium

Degreaser

32 Oz. All Purpose

Cleaner and Degreaser

Cost (per unit) $0.277 $1.32 $0.20

Usage (units) 45,936 792 46,728

Total Cost $12,740.88 $1,048.32 $9,345.60

Annual Cost Savings $4,443.60

MSC Solutions:

Turning Expertise and Data into Information and Savings

MSC provides continuous improvement solutions for customers by combining technical

expertise and data analytics, driving significant and documented customer cost savings

Consolidate to a single

Item and standardize in

all locations.

Technical Solutions Continuous Improvement (Ap Op™) New Opportunity Capture (Ap Op™)

Industry Aerospace Power Generation

Manufacturer Seco / Niagara Kennametal

Application Solid Milling Indexable Drilling

Objective Improve Tool Life Reduce Cycle Time

Cycle Time Reduction 62% 80%

Improved Productivity 157% 400%

Annual Cost Savings $231,031 $161,568

9

Page 10: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

$2.3 millionProductivity Savings

Global Truck Manufacturer One of North America’s largest

producers of heavy duty Class 8

trucks, engines and transmissions

15XImproved Tool Life

Prescott Aerospace A build-to-print machine shop specializing

in close tolerance CNC machining, with

applications in aluminum, stainless steel

and high-temp alloy

$1.5 million Savings in Tooling Costs

MoellerAircraft division specializes in

machined parts for the gas turbine

aircraft engine and power generation

industries, including airfoils

1,500%Face Mill Productivity Improvement

MSIOffers complete repair and

overhaul services for natural gas

compressors and engines

30%Tooling Waste Reduction

Thomason Machine WorksProduces fasteners, feed rollers and

transfer fingers and arms, and other

parts for automotive, aerospace and

drill rig customers

10

Customer Value:

True Stories. True Results.

Documentation program delivered

>$400 million in cost savings for

MSC customers in fiscal 2018

Page 11: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

Historical MSC Strategic Growth Drivers

MSC is well-positioned for long-term, sustainable growth by capitalizing on strong

organic growth drivers and M&A opportunities

7%Organic

Contribution

2%M&A

Contribution

SKU Expansion

Customer Spend

Consolidation

e-Commerce

Technical Expertise

Supply Chain Solutions

Salesforce Improvementand Growth

Deepened Metalworking

Expertise

Extension into

Strategic Adjacencies

Market Expansion in

North America

11

Page 12: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

12

Track Record of Growth and Resilience

Bill

ions

0%

10%

20%

30%

40%

50%

$0.0

$0.5

$1.0

$1.5

$2.0

$2.5

$3.0

$3.5

1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018

Revenue Operating Income Opex as a % of Revenue Operating Margin Gross Margin

Page 13: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

13

Strong Operating Cash Flow Generation

$0

$50

$100

$150

$200

$250

$300

$350

$400

$450

2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018

Operating Cash Flow CapEx

Mill

ion

s

Page 14: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

Cash Returned to Shareholders

0%

10%

20%

30%

40%

50%

0

100

200

300

400

500

600

2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018

Net Share Repurchases Special Dividends

Common Dividends Dividend Payout Ratio

1

Capital Allocation Philosophy

MSC’s capital allocation strategy is based on an owner mindset and focused on long-term

value creation for shareholders

141Dividend Payout Ratio calculated as common dividends per share / diluted EPS. 2018 ratio reflects the benefits to EPS from the Tax Cuts & Jobs Act.

Priorities

Organic

Investments

Cash Returned to

Shareholders

Opportunistic M&A

1

2

3

Page 15: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

Key MSC Investment Highlights

15

Leader in the highly fragmented North American industrial distribution

market with significant opportunities for organic and acquisitive growth

Value-added solutions approach focuses on addressing customer total

cost of ownership with highly technical expertise and a broad portfolio of

products and services

Industry-leading customer satisfaction ratings driven by customer-centric

culture and obsession with delivering solutions that enable customer

success

Profitable and scalable business model driven by investment in people,

infrastructure and technology

Capital allocation strategy based on an owner mindset and focused on

long-term value creation for shareholders

Page 16: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

APPENDIX

16

Page 17: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

Recent Acquisitions

DECO Tool Supply Co. All Integrated Solutions (AIS)

Expands metalworking leadership position in the

Midwest and in attractive industry segments

Extends capabilities into custom tool and production

fastener solutions

~$100 million (2016) $66 million (2017)

~$42 million ~$86 million

Neutral to slightly accretive in FY18

Accretive thereafter

ROIC > WACC by year 3

~$0.05 dilutive in FY18

Neutral impact in FY19

Accretive thereafter

ROIC > WACC by year 3

• Increases market share and customer relationships in

the Midwest

• Brings greater product offerings, service levels, and

value-added solutions to DECO customers

• Delivers incremental value to DECO customers with

MSC’s industry-leading website and next-day delivery

model

• Capitalizes on MSC's buying scale higher-margin

MSC products and solutions

• Extends MSC expertise in delivering solutions that

help customers solve their mission-critical challenges

• Extends AIS production fastener and VMI solutions to

MSC manufacturing customers

• Provides AIS customer base with access to MSC's 1.5

million-plus product portfolio to support their full

metalworking and MRO needs

• Complements Class C fastener offering and VMI

solutions

17

Strategic Rationale

Revenues

Transaction Terms

Financial Returns

Opportunities

MSC focuses on inorganic growth opportunities that deepen its metalworking expertise,

extend its capabilities into strategic adjacencies, and expand its markets in North America

Page 18: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

18

FY 2019 Annual Operating Margin Framework

Base Business Excluding Acquisitions1

MSC Growth Level

13.9%(+/- 50 bps)

14.4%(+/- 50 bps)

13.7%(+/- 50 bps)

13.2%(+/- 50 bps)

Moderate(4% to 8%)

Strong(8% to 12%)

MS

C G

ros

s M

arg

in R

an

ge

(42

.5%

to

43

.3%

)(4

3.3

% to

44

.1%

)

Co

ntr

ac

tio

nE

xp

an

sio

n

1Excludes the impact of the acquisition of AIS, which closed April 30, 2018

Page 19: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

FY 2019 Annual Operating Margin Framework

Including AIS and MSC Mexico(1)

19| 10-Apr-2019

MSC Growth Level

Moderate(5.5% to 9.5%)

Strong(9.5% to 13.5%)

MS

C G

ros

s M

arg

in R

an

ge

(42

.2%

to

43

.0%

)(4

3.0

% to

43

.8%

)

Co

ntr

ac

tio

nE

xp

an

sio

nMSC Growth Level

13.6%(+/- 50 bps)

14.1%(+/- 50 bps)

13.3%(+/- 50 bps)

12.8%(+/- 50 bps)

(1) Includes the impact of AIS acquisition, which closed on April 30, 2018, and the impact from MSC Mexico, which commenced

operations on February 1, 2019.

Page 20: General Investor Presentation · MSC’s target manufacturing market makes up about 50% of total addressable marketplace spend, making brand awareness and equity critical to attract

20

Cash Flow Reconciliation

MSC INDUSTRIAL SUPPLY CO. AND SUBSIDIARIES

Reconciliation of GAAP and Non-GAAP Information

Years Ended September 1, 2018, September 2, 2017, and September 3, 2016(dollars in thousands)

GAAP Measure Items Affecting Comparability Non-GAAP Measure

Net cash provided by operating activities Expenditures for property, plant and equipment Free cash flow

Fiscal Year Ended Fiscal Year Ended Fiscal Year Ended

September 1,

2018

September 2,

2017

September 3,

2016

September 1,

2018

September 2,

2017

September 3,

2016

September 1,

2018

September 2,

2017

September 3,

2016

$ 339,658 $ 246,841 $ 401,103 $ (44,919) $ (46,548) $ (87,930) $ 294,739 $ 200,293 $ 313,173