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9M 2011 Results

Magnit reported its 9M 2011 results. The document provides an overview of Magnit's convenience store and hypermarket formats, including key metrics such as the number of each type of store, average store size, product range, and target customers. It also summarizes Magnit's strategy of further expanding its convenience store network while growing its hypermarket operations, with a focus on improving efficiency and profitability.

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9ММММ 2011 Results
Disclaimer This presentation (the “Presentation”) is strictly confidential and is being provided to you solely for your information and may not be reproduced in any form, retransmitted, further distributed to any other person or published, in whole or in part, for any purpose. The materials contained in this Presentation have been prepared solely for the use in this Presentation and have not been independently verified. No representation, warranty or undertaking, express or implied, is made as to, and no reliance should be placed on, the fairness, accuracy, completeness or correctness of the information or the opinions contained herein. None of OJSC “Magnit” (“the Company”), nor any shareholder of the Company, nor any of its or their affiliates, advisors or representatives shall have any liability whatsoever (in negligence or otherwise) for any loss howsoever arising from any use of this Presentation or its contents or otherwise arising in connection with the Presentation. No part of this Presentation, nor the fact of its distribution, should form the basis of, or be relied on in connection with, any contract or commitment or investment decision whatsoever. This Presentation is not directed to, or intended for distribution to or use by, any person or entity that is a citizen or resident or located in any locality, state, country or other jurisdiction where such distribution, publication, availability or use would be contrary to law or regulation or which would require any registration or licensing within such jurisdiction. This Presentation is not an offer for sale of securities in the United States and is only addressed to and is only directed at persons who are “qualified institutional buyers” (as defined in Rule 144A under the U.S. Securities Act of 1933, as amended) in the United States. The Company has not registered and does not intend to register any of its securities in the United States. This Presentation is only being distributed to and is only directed at (i) persons who are outside the United Kingdom or (ii) to investment professionals falling within Article 19(5) of the Financial Services and Markets Act 2000 (Financial Promotion) Order 2005 (the “Order”) or (iii) high net worth companies, and other persons to whom it may lawfully be communicated, falling within Article 49(2)(a) to (d) of the Order (all such persons in (i), (ii) and (iii) above together being referred to as “relevant persons”). Any person who is not a relevant person should not act or rely on this Presentation or any of its contents. This Presentation is only addressed to and is only directed at qualified investors in EU Member States within the meaning of the Directive 2003/71/EC. Information contained in this Presentation does not constitute a public offer or an advertisement of any securities in Russia, is not an offer, or an invitation to make offers, to purchase any securities in Russia, and must not be passed on to third parties or otherwise made publicly available in Russia. Matters discussed in this Presentation may constitute forward-looking statements. Forward-looking statements include statements concerning plans, objectives, goals, strategies, future events or performance, and underlying assumptions and other statements, which are other than statements of historical facts. The words “believe,” “expect,” “anticipate,” “intends,” “estimate,” “forecast,” “project,” “will,” “may,” “should” and similar expressions identify forward-looking statements. Forward-looking statements include statements regarding: strategies, outlook and growth prospects; future plans and potential for future growth; liquidity, capital resources and capital expenditures; growth in demand for products; economic outlook and industry trends; developments of markets; the impact of regulatory initiatives; and the strength of competitors. The forward-looking statements in this Presentation are based upon various assumptions, many of which are based, in turn, upon further assumptions, including without limitation, management’s examination of historical operating trends, data contained in the Company’s records and other data available from third parties. These assumptions are inherently subject to significant uncertainties and contingencies which are difficult or impossible to predict and are beyond the Company’s control and the Company may not achieve or accomplish these expectations, beliefs or projections. In addition, important factors that, in the view of the Company, could cause actual results to differ materially from those discussed in the forward-looking statements include the achievement of the anticipated levels of profitability, growth, cost, recent acquisitions, the timely development of new projects, the impact of competitive pricing, the ability to obtain necessary regulatory approvals, and the impact of general business and global economic conditions. Past performance should not be taken as an indication or guarantee of future results, and no representation or warranty, express or implied, is made regarding future performance. Neither the Company, nor any of its affiliates, agents, employees, advisors or any other person intend or have any duty or obligation to supplement, amend, update or revise any of the forward-looking statements contained in this Presentation or to update or to keep current any other information contained in this Presentation. The information and opinions contained in this document are provided as at the date of this Presentation and are subject to change without notice. By reviewing this Presentation and/or accepting a copy of this document, you acknowledge and agree to be bound by the foregoing. 2
Table of Contents 1. Magnit at a Glance 2. Strategy 3. Operational Overview by Format - Convenience Store - Hypermarket 3 4. Financial Overview 5. General Business Overview 6. Summary Conclusions Appendix
1. Magnit at a Glance
Our History 1994 – 1998 Early years: wholesale distribution Foundation of wholesale business by Mr. Galitskiy Tander becomes one of the major distributors of household products and cosmetics in Russia Decision to expand into 1998 – 1999 Entrance into food retail First convenience store opened in Krasnodar Experiments with format Stores merged into Magnit discounter retail chain 2001 – 2005 Extensive roll-out to capture market share Rapid regional roll-out: 1,500 stores by the end of 2005 Adoption of IFRS Strict financial control Performance-linked compensation 2006 – 2009 crisis Continued growth with focus on margin expansion and multi-format Leading food retailer in Russia by number of stores IPO in 2006 Independent director elected to the Board Audit Committee established Corporate governance 2010-2011 Strong performer compared to peers Acceleration of growth – 800 convenience stores and 27 hypermarkets added in 2010 Large investment program for 2011: plan to make CAPEX of about US$ 1 Bn in 2H 2011 (US$ 780 MM spent in 1H 2011) Total of 4,767 stores as of 30 5 food retail market rules established to comply with best practice SPO – 2008, 2009 24 hypermarkets opened in 2007-2009 636 convenience stores opened in 2009 September 2011 with plan to open up to 400 convenience stores and up to 20 hypermarkets during 4Q 2011 Ongoing efficiency improvement Expansion into complementary business – plan to open up to 200 cosmetics stores in 2011 (98 stores already launched in 9M 2011) Plan to develop vertical integration via own vegetables and other food production
Magnit Today #1 Russian food retail chain in terms of number of stores Broad geographic coverage with focus on cities and towns with population under 500,000 people Strong platform for rapid hypermarket operations expansion Efficient logistics system Sophisticated IT systems Experienced management team Strong financial performance Number of Stores, eop 3 204 4 004 Source: Company Note: (1) Including 98 cosmetics stores 4 691 2 197 3 228 4 767 2 194 2 568 368 610 1014 1500 1893 2 582 4 055 5 000 4 000 3 000 2 000 1 000 0 2002 2003 2004 2005 2006 2007 2008 2009 2010 9M2011 Convenience stores (1) Hypermarkets (US$ MM) (%) 7 000 5 000 3 000 6 Sales, LFL Growth (RUB terms) 4,1 4,9 9,2 18,6 14,3 18,8 13,9 (%) 25 20 15 10 5 0 FY2007- FY2006 FY2008- FY2007 FY2009- FY2008 1H2010- 1H2009 FY2010- FY2009 1H2011- 1H2010 9M2011- 9M2010 Financial Performance 5 348 5 354 7 777 23,5 21,7 22,4 7,5 9,5 8,1 3,5 5,1 4,3 1 000 2008 2009 2010 25 20 15 10 5 0 Sales Gross Margin EBITDA Margin NI Margin Source: Company Source: Company, IFRS accounts
2. Strategy
Strategy at a Glance 8 Further expansion of convenience store operations Hypermarket roll-out Efficiency and profitability improvement
Further Expansion of Convenience Store Operations Further penetration in existing regions Further expansion of convenience store operations Hypermarket roll-out Areas with low modern format penetration Expansion into towns with population as low as 5,000 people Expansion into new locations within regions where Magnit is already present Adjusting format to Flexible SKU matrix adjustable to consumers’ disposable income Gradual shift to larger convenience store size to improve store attractiveness Efficiency and profitability improvement Promotion of one-stop shopping concept for everyday needs 9 customers’ needs Medium term plans High level growth of convenience store operations Plan to add up to 1,000 convenience stores in 2011 (591 of which already opened in 9M 2011) Acquisition of land plots and premises to secure pipeline for future stores Store opening decision factors Proximity to existing distribution centres Ability to find suitable retail space Level of modern format penetration and consumer disposable income
Hypermarkets Roll-Out Roll-out plan Locations are chosen on the basis of competition from other hypermarkets in the area, the strongest growth of disposable income of the population and minimum negative impact on existing Magnit convenience stores In small towns hypermarkets will be located in central locations which will give advantage of targeting consumers who do not own cars Hypermarkets’ total selling space (1) will vary from 2,000 to 12,500 sq. m. depending on availability of land plots Further expansion of convenience store operations Hypermarket roll-out Efficiency and profitability improvement 10 Strong operational platform Strong brand name recognition and customer awareness generated by a large regional network of convenience stores Economies of scale in purchasing and efficient logistics system capable of supporting both formats in existing and new locations Existing retail expertise strengthened by a team of hypermarket specialists brought in to manage execution risks Increasing number of owned stores Target locations Low or limited competition from other hypermarkets or modern retail formats Relatively low prices of land plots for hypermarket construction in towns with population of 50,000 to 500,000 people Benefiting from strong growth of disposable income and consumer spending in the Russian regions Note: (1) Including selling space designated for leases to third parties
Efficiency and Profitability Improvement Further growth of the share of high margin products, including fresh food products, ready-made meals and private label Increase the share of products distributed through own logistics system Efficient utilisation of in-house logistics system – Increase in the share of goods distributed through the company’s distribution centres from c. 81% of cost of goods sold in 9M 2011 up to 90-92% (1) in the long term – Reduction of third party logistics costs Improve the product mix Further expansion of convenience store operations Hypermarket roll-out Efficiency and profitability improvement Fresh food products and ready-made meals are expected to motivate customers to shop at our stores 11 more frequently Achieve synergies Synergies arising from operation of neighboring hypermarkets and convenience stores, allowing to increase the economies of scale Increase purchasing power Increasing the penetration of convenience store operations in areas of presence with relatively low market share, which is expected to result in greater purchasing or negotiating power vis-à-vis local suppliers and landlords Optimise labor productivity Investing in various technologies that have significant potential for productivity increases Measures to improve retention rates for employees and management, that will reduce costs associated with losing experienced employees and recruiting and training new ones Note: (1) For convenience stores
3. Operational Overview by Format
A Shift to Multi Format Convenience Store Hypermarket Number of stores 4,691 (1) as of 30 September 2011 76 as of 30 September 2011 Average store size Total space – 466 sq. m. Selling space – 322 sq. m. Total space: 7,126 sq. m. Magnit selling space (2): 3,031 sq. m. Share in total revenue 86.8% (9M 2011) 13.2% (9M 2011) 13 Product range 3,069 SKUs on average Private label – 15% of retail sales 13,827 SKUs on average (may vary by format) Private label – 7.9% of retail sales Positioning (format) Walking distance from home Ground floor stores or freestanding Open 12 hrs/7 days All hypermarkets are built in convenient locations All easily accessed by public transport Target group People living within 500 metres from the store People living within 15 minutes by car / 30 minutes by public transport from the store. Effective radius – 7 km Ownership 33.32% owned / 66.68% leased as of 30 September 2011 84.21% owned / 15.79% leased Notes: (1) Including 98 cosmetics stores ; (2) Excludes selling space designated for leases
Geographical Coverage Urals Region 2 hypermarkets 313 convenience stores 1 distribution center North-Western Region 4 hypermarkets 290 convenience stores 1 distribution center 1,325 locations in Central Region 12 hypermarkets 1,128 convenience stores 4 distribution centers Southern Region 33 hypermarkets 7 federal districts 14 Source: Company, as of 30 September 2011 Siberian Region 45 convenience stores North-Caucasian Region 6 hypermarkets 274 convenience stores Volga Region 19 hypermarkets 1,465 convenience stores 5 distribution centers 1,176 convenience stores 3 distribution centers
Convenience Store
Format Description Format Highlights Low prices Convenient locations Carefully selected product mix Standardised exterior and car parking Functional interior design Attention to customers Increasing customer convenience Main target group: all consumers living within 500 m radius Number of Convenience Stores (1) 610 1 014 1 500 1 893 2 194 2 568 3 204 4 004 4 691 5 000 4 000 3 000 2 000 1 000 0 368 2002 2003 2004 2005 2006 2007 2008 2009 2010 9M2011 Source: Company Convenience store Hypermarket Operating Statistics (sales / sq. m. / year) Geographical Breakdown (% of total stores) 16 (‘000 RUB) (‘000 US$) 5.3 6.3 7.5 5.8 6.5 145 161 186 184 197 8.0 6.0 4.0 2.0 0.0 200 150 100 50 0 2006 2007 2008 2009 2010 RUB US$ Source: Company Source: Company Note: (1) Including cosmetics stores Southern 25% Volga 31% North-Caucasian 6% Central 24% North-West 6% Urals 7% Siberian 1%
Store Opening Dynamics Convenience store Hypermarket 2003 2004 2005 2006 2007 2008 2009 2010 9M 2011 Southern 387 550 684 783 888 1,005 1,153 1,076 1,176 North-Caucasian 260 274 Central 100 224 379 461 545 638 802 952 1,128 Volga 114 214 368 536 628 743 950 1,235 1,465 North-West 9 26 61 84 88 115 160 215 290 Urals 8 29 45 67 139 245 313 Siberian 21 45 Total 610 1,014 1,500 1,893 2,194 2,568 3,204 4,004 4,691 New openings 259 438 550 513 409 452 702 865 750 Closings 17 34 64 120 108 78 66 65 63 Net openings 242 404 486 393 301 374 636 800 687 1,567 convenience stores launched in 2009-2010, 750 convenience stores opened in 9M 2011 17 63 convenience stores were closed in 9M 2011 – 19 due to poor performance – 33 were relocated to better locations – 11 were shut due to disagreements with landlords Source: Company Note: Including cosmetics stores
Key Operating Statistics Traffic (tickets / sq. m. / day) 3,3 3,1 3,1 3,0 6,0 4,0 2,0 0,0 2008 2009 2010 9M2011 Average Ticket (RUB) (US$) Convenience store Hypermarket 149 158 169 183 6,0 5,0 5,6 6,4 200 150 100 50 0 2008 2009 2010 9M2011 8,0 6,0 4,0 2,0 0,0 Source: Company Sales Mix Average Floor Size (%) (sq. m.) 600 400 200 18 Source: Company 11,7 12,3 12,8 11,6 88,3 87,7 87,2 88,4 100 80 60 40 20 0 2008 2009 2010 9M2011 Food Non Food 458 470 469 466 299 306 314 322 0 2008 2009 2010 9M2011 Selling Space Total Space Source: Company Note: (1) In US$ terms Source: Company RUB US$
LFL Sales Growth Analysis Convenience store Hypermarket Traffic Growth, LFL 0,4% 1,2% 2,4% 3,0% 6,0% 4,8% 2,4% (0,8%) (1,1%) (1,5%) (0,7%) 1Q09-1Q08 1H09-1H08 9M09-9M08 FY09-FY08 1Q10-1Q09 1H10-1H09 9M10-9M09 FY10-FY09 1Q11-1Q10 1H11-1H10 9M11-9M10 13,7% Average Ticket Size Growth, LFL (RUB Terms) 11,1% 8,4% 5,8% 3,2% 3,3% 3,8% 5,8% 13,9% 13,7% 12,3% 1Q09-1Q08 1H09-1H08 9M09-9M08 FY09-FY08 1Q10-1Q09 1H10-1H09 9M10-9M09 FY10-FY09 1Q11-1Q10 1H11-1H10 9M11-9M10 Sales Growth, LFL (RUB Terms) Note: LFL analysis is based on the result of convenience stores that had been operating for not less than six months and have achieved a mature level of sales Source: Company 19 14,1% 10,2% 7,3% 4,1% 2,4% 4,6% 6,4% 8,9% 20,7% 19,2% 15,0% 1Q09-1Q08 1H09-1H08 9M09-9M08 FY09-FY08 1Q10-1Q09 1H10-1H09 9M10-9M09 FY10-FY09 1Q11-1Q10 1H11-1H10 9M11-9M10
Hypermarket
Format Description Format Highlights 3 principal hypermarket sub-formats – Small: selling space (1) of up to 3,000 sq. m. – Medium: selling space (1) of 3,000 – 5,000 sq. m. – Large: selling space (1) of over 5,000 sq. m. The decision with regards to hypermarket format principally depends on the following factors: – Consumer disposable budget of the region Convenience store Hypermarket Number of Hypermarkets and Selling Space (No of hypermarkets, eop) (‘000 sq. m.) 24 51 76 56 3 14 78 165 12 230 80 60 40 20 0 2007 2008 2009 2010 9M2011 250 200 150 100 50 0 Number of Hypermarkets Selling Space Source: Company 21 Source: Company – 5-7 year budget forecast – Percentage of the consumer budget, attributable to hypermarket – Population of the region – Competition Breakdown by Sub-format (2) Breakdown by Population Small 63% Medium 30% Large 7% 50 - 100 41% 100 - 250 21% (ths.) 500 22% 250 - 500 16% Source: Company Notes: (1) Excluding rental space; (2) Based on selling space Source: Company
Key Operating Statistics Average Ticket Traffic (tickets/sq. m./day) 0,8 1,0 1,0 1,2 1,5 1,0 0,5 0,0 2008 2009 2010 9M2011 (RUB) (US$) 21 16 17 18 528 521 527 508 600 400 200 0 2008 2009 2010 9M2011 RUB US$ Convenience store Hypermarket Source: Company Source: Company Sales Mix LFL Analysis (RUB Terms) (1) 18 (%) 15 12 9 6 3 22 8,7 6,5 2,9 1,3 11,9 7,9 0 1H11-1H10 9M11-9M10 Average Ticket Size Growth Traffic Growth Sales Growth 23 22 24 23 77 78 76 77 100 75 50 25 0 2008 2009 2010 9M2011 Food Non Food (%) Source: Company Note: (1) Based on hypermarkets that had been operating for not less than 8 months and have achieved a mature level of sales Source: Company
4. Financial Overview
Summary PL US$ MM 2009 2010 1H2010 1H2011 1H11 / 1H10 Y-o-Y Growth Net sales 5,354.5 7,777.4 3,447.7 5,470.7 58.7% Cost of sales (4,097.2) (6,036.9) (2,707.2) (4,233.6) 56.4% Gross profit 1,257.3 1,740.5 740.5 1,237.1 67.1% Gross margin, % 23.5% 22.4% 21.5% 22.6% SGA (760.3) (1,127.1) (497.2) (908.2) 82.6% Other income/(expense) 12.5 18.2 8.5 30.0 EBITDA 509.5 631.6 251.8 359.0 42.6% EBITDA margin,% 9.5% 8.1% 7.3% 6.6% Depreciation amortization (103.1) (150.4) (66.5) (122.5) 84.4% EBIT 406.4 481.2 185.3 236.4 27.6% Net finance costs (51.7) (32.6) (8.3) (43.7) 425.8% Profit before tax 354.7 448.6 177.0 192.7 8.9% Taxes (79.5) (114.9) (45.8) (52.4) 14.4% Effective tax rate 22.4% 25.6% 25.9% 27.2% Net income 275.2 333.7 131.2 140.4 7.0% Net margin, % 5.1% 4.3% 3.8% 2.6% 24 Source: IFRS accounts
Gross Margin / EBITDA Margin Bridges Gross Margin Bridge (as % of Sales) (%) 23.3 (0.2) (1.1) (0.5) 21.5 2.9 (1.4) (0.4) 22.6 25 20 15 10 5 0 GM 1H2009 Trading Margin % Transport Losses GM 1H2010 Trading Margin % Transport Losses GM 1H2011 25 10 8 6 4 2 Source: Company, IFRS accounts EBITDA Margin Bridge (as % of Sales) 9.4 (1.8) (0.1) (0.1) (0.1) (0.1) 7.3 1.1 (1.7) (0.1) (0.0) 6.6 0 EBITDA 1H2009 GM Rent and utilities Foreign exchange gain Advertising Other EBITDA 1H2010 GM Payroll and related taxes Advertising Other EBITDA 1H2011 (%)
Balance Sheet US$ MM 2009 2010 1H2011 ASSETS Property plant and equipment 1,638.5 2,651.1 3,542.6 Other non-current assets 28.5 61.0 95.8 Cash and cash equivalents 371.0 132.6 75.8 Inventories 415.2 659.8 806.9 Trade accounts receivable 11.4 20.6 45.7 Advances paid 48.4 69.2 52.2 Taxes receivable 4.4 58.7 19.3 Short-term financial assets – 28.9 138.7 Other current assets 11.1 7.1 12.0 TOTAL ASSETS 2,528.5 3,689.0 4,789.1 EQUITY AND LIABILITIES Equity 1,424.8 1,722.7 1,977.5 Long-term debt 152.3 810.3 1244.2 Other long-term liabilities 27.3 66.4 107.6 Trade accounts payable 572.3 782.4 813.8 Short-term debt 266.6 196.8 444.9 Dividends payable – – 35.6 Other current liabilities 85.2 110.4 165.4 TOTAL EQUITY AND LIABILITIES 2,528.5 3,689.0 4,789.1 26 Source: IFRS accounts
1H 2011 Capex (1) Analysis (US$ MM) Capex Breakdown (1H 2011) Capex Dynamics (US$ MM) 1,500 1,000 Other assets Land 5% 19% Construction in progress and buildings 55% 500 27 Total: US$ 780 MM Note (1) Capex calculated as additions + transfers of PPE during the respective period Source: IFRS accounts 612 439 1,189 780 0 2008 2009 2010 1H2011 Machinery and equipment 21%
Cash Flow Statement US$ MM 2009 2010 1H2011 OPERATING ACTIVITIES: Operating cash flows before movements in working capital 508.7 634.1 359.8 Net cash generated from operating activities 376.2 428.7 263.3 INVESTING ACTIVITIES: Net Cash used in investing activities (448.1) (1,230.0) (904.7) FINANCING ACTIVITIES: Net cash generated from financing activities 339.2 565.2 581.3 Effect of foreign exchange rates on cash and cash equivalents (11.3) (2.3) 3.2 Net increase/decrease in cash and cash equivalents 256.0 (238.4) (56.9) Cash and cash equivalents, end of the year 371.0 132.6 75.8 28 Source: IFRS accounts
Working Capital and Leverage Analysis Inventory Management Days (2) 32.4 29.4 32.1 31.2 40 30 20 10 2009 1H 2010 2010 1H 2011 Working Capital (US$ MM) (1) (173.7) (123.8) (77.5) (43.2) 0 (50) (100) (150) (200) 2009 1H 2010 2010 1H 2011 2.5 2.0 1.5 1.0 0.5 29 Trade Accounts Payable Days (3) 46.4 37.7 40.0 33.5 50 40 30 20 2009 1H 2010 2010 1H 2011 Notes: (1) Current assets (less CCE and short-term investments) – current liabilities (less short-term debt) (2) 360 / (Cost of sales/period average inventory) (3) 360 / (Cost of sales/period average trade accounts payable) (4) Net debt = long / short-term bonds and borrowings + finance lease liabilities – cash and cash equivalents Source: Company, IFRS accounts Net Debt (4) / LTM EBITDA (x) 1.4 2.2 0.1 0.5 0.0 2009 1H 2010 2010 1H 2011
5. General Business Overview
Suppliers, Purchasing and Private Label Magnit is the largest buyer for many domestic and international FMCG producers Weekly Assortment Committee approves the assortment and suppliers Direct purchasing and delivery contracts Economies of scale and wide geographical presence enable low prices and favorable contract terms – Volume discounts – Compensation of external and internal logistics costs – Average credit term in 2010 was 40 days Private label products are designed to replace the cheapest SKUs to maximise returns on each meter of shelve space 661 private label SKUs Private label products accounted for 15.0% (convenience format) / 7.9% (hypermarket) share of retail revenue in 9M 2011 Approximately 89% of private label products are food Share of non-food products in private label is expected to increase (No. of items) 800 600 400 200 31 Share of Private Label Products in Revenue (%) 10,9 551 12,1 12,1 12,3 12,7 14,1 700 700 8,2 530 614 661 508 0 2005 2006 2007 2008 2009 2010 9M2011 15 12 9 6 3 0 Number of Items Share in Retail Sales – Contract term is typically 1-year – Often can be unilaterally terminated by Magnit with no penalties Supplier bonuses criteria is based on – Meeting sales targets – Store promotions – Loyalty Source: Company
Logistics System As of September 30, 2011 approximately 81% of COGS vs. 57% in 2005 were distributed through the company’s distribution centers and the long-term target is to increase this share up to 90-92% for convenience stores and up to 80% for hypermarkets (vs. 63% today) At the moment the Company’s logistics system includes: Automated stock replenishment system 14 distribution centers with approximately City Federal District Effective Space sq. m. No. of Serviced Stores 1 Bataysk Southern 17,407 404 2 Kropotkin Southern 30,048 442 3 Slavyansk-on-Kuban Southern 20,496 341 4 Engels Volga 19,495 314 5 Togliatti Volga 19,157 421 6 Erzovka (Volgograd) Volga 26,074 297 7 Tver Central 13,136 181 8 Oryol Central 14,326 331 9 Tambov Central 26,733 332 10 Ivanovo Central 43,365 377 11 Veliky Novgorod North-Western 21 060 205 12 Chelyabinsk Urals 17,623 437 13 Dzerzhinsk Volga 30,523 380 14 Izevsk Volga 23,988 305 Convenience stores Hypermarkets 32 323 431 sq. m. capacity Fleet of 3,705 vehicles Total 323 431 4 767 DC Processed Goods Source: Company 9M 2011 9M 2011 Target Outsourced 16% Owned 84% Outsourced 8% Owned 63% Outsourced 37% Owned 80% Target Owned 92% Outsourced 20% Source: Company
Well-Trained Dedicated Personnel Average Number of Employees vs. Average 59.1 Salary, 2008-2010 75.7 16.5 91.0 13.1 13.7 100 80 60 40 20 2008 2009 2010 20 15 10 5 0 Average Headcount Average Monthly Salary The average number of employees (1) in the Group amounted to 121,840 during 9M 2011: – 85,961 in-store personnel, – 24,497 people engaged in distribution, – 7,797 people in regional branches, – 3,585 people employed by head office The average age of our employees is approximately 25 years The gross average monthly salary in 2010 was RUB 16,503 (c. US$543(2)) per month of which approximately 75% was basic salary Special performance-linked bonuses and incentives help to motivate the employees at all levels Key members of the Management hold Company’s shares Performance monitoring and evaluation on a regular basis Career development programs for all levels to ensure (No. of employees, ’000) (’000 RUB per month) 33 – Lower staff turnover – Increased motivation – Higher productivity Personnel training – 174 classrooms for trainings at all levels – Regular meetings and seminars between mid-level managers to exchange best practices – Coaching for top-management Strong corporate culture aimed at development of loyalty of employees – The Company publishes a corporate newspaper every two months – Team building events to ensure integrity of the team Source: IFRS accounts Notes: (1) Total number of employees as of September 30, 2011 is 138,815 (2) Converted to US$ using average exchange rate for 2010 of 30.38 RUB/US$ (CBR)
6. Summary Conclusions
Summary Conclusions Leading Russian retailer: broadest geographic coverage with 4,767 stores (as of 30 September 2011) in more than 1,325 cities in seven out of eighth federal districts in Russia Strong foothold in Russia’s cities and towns with population under 500,000 people: first mover advantage (first retailer in many locations to establish a modern format); low competition from other chains outside of Russia’s large cities Further organic growth of store operations: continued roll-out of established business model in existing markets and selective expansion into new geographic areas Expanding hypermarket operations: leveraging strong existing platform (operations, logistics, brand, scale) to develop a leading hypermarket chain in the European part of Russia Additional measures to improve profitability: enhancing product mix, shifting to direct import contracts, increasing private label and increasing distribution through own logistics system to achieve margin improvements and cost savings Financing of expansion program: implementation of the Company’s mid-term strategy will be executed through a mix of operating cashflow and debt (bank loans and bonds) 35
Appendix
Typical Convenience Store Opening Process Considerable experience of store openings Acquisitions and construction are preferred in existing markets with already high penetration Key store opening criterion is payback period of not more than 3 years if leased; 4 – 6 years if owned Identification of a property or a land plot Feasibility report and opening budget prepared Approval by the regional director and branch director MOU signed with landlord Legal due diligence Technical due diligence W 1 W 2 W 3 W 4 W 1 W 2 W 3 W 4 W 1 W 2 W 3 W 4 Month 1 Month 2 Month 3 37 Average total cost of a new convenience store is US$800 – 2,500 per sq. m. of total space (excl. VAT) New stores reach their average traffic and sales target within 6 months from opening Rationalisation of store portfolio Approval by Committee on Store Openings Lease agreement or SPA signed Repair and maintenance Purchasing and installation of equipment Personnel hiring and training Sublet agreements signed Store opened
Typical Hypermarket Store Opening Process M 1 M 2 M 3 M 4 M 5 M 6 M 7 M 8 M 9 M 10 M 11 M 12 M 13 M 14 M 15 M 16 M 17 M 18 Identification Land plot audit Land plot approval SPA signed Ownership right received Key store opening criterion is payback period from 6 to 9 years Average total cost of a new hypermarket varies between US$1,500 – 3,500 per sq. m. of total space depending on format (excl. VAT) Expected store maturity pattern: 8 - 15 38 Construction permit Building design Construction Financing Interior design / equipment Licences approval Hypermarket launch Ownership rights received months from opening
Store Ownership Structure As of 30 September 2011 the company owned 1,563 convenience stores and leased 3,128 Store ownership is gained on the basis of the following documents: – Sale-purchase agreements – Lease agreements with redemption rights – Construction share holding agreements – Investment contracts Store Ownership Structure Convenience stores Hypermarkets 39 Owned 33% Leased 67% Source: Company (as of 30 September 2011) Owned 84% Leased 16%
2006-2010 IT Systems Update Transport management system – Optimal route planning – All cars are equipped with GPS locating systems Warehouse management systems – Introduction of WiFi operated data collection terminals – Warehouses are customised to work with hypermarket product traffic Oracle IT platform introduced to convenience store format New price management system introduced to both formats Electronic document traffic system with suppliers Introduction of Corporate Information System based on 1C platform Stores Main Office 40 Cashiers Internet Database Server Store Director Mail Server ADSL / GPRS Database Server (cluster) Distribution Centres Tasks Processor (robot)

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9M 2011 Results

  • 1.
  • 2.
    Disclaimer This presentation(the “Presentation”) is strictly confidential and is being provided to you solely for your information and may not be reproduced in any form, retransmitted, further distributed to any other person or published, in whole or in part, for any purpose. The materials contained in this Presentation have been prepared solely for the use in this Presentation and have not been independently verified. No representation, warranty or undertaking, express or implied, is made as to, and no reliance should be placed on, the fairness, accuracy, completeness or correctness of the information or the opinions contained herein. None of OJSC “Magnit” (“the Company”), nor any shareholder of the Company, nor any of its or their affiliates, advisors or representatives shall have any liability whatsoever (in negligence or otherwise) for any loss howsoever arising from any use of this Presentation or its contents or otherwise arising in connection with the Presentation. No part of this Presentation, nor the fact of its distribution, should form the basis of, or be relied on in connection with, any contract or commitment or investment decision whatsoever. This Presentation is not directed to, or intended for distribution to or use by, any person or entity that is a citizen or resident or located in any locality, state, country or other jurisdiction where such distribution, publication, availability or use would be contrary to law or regulation or which would require any registration or licensing within such jurisdiction. This Presentation is not an offer for sale of securities in the United States and is only addressed to and is only directed at persons who are “qualified institutional buyers” (as defined in Rule 144A under the U.S. Securities Act of 1933, as amended) in the United States. The Company has not registered and does not intend to register any of its securities in the United States. This Presentation is only being distributed to and is only directed at (i) persons who are outside the United Kingdom or (ii) to investment professionals falling within Article 19(5) of the Financial Services and Markets Act 2000 (Financial Promotion) Order 2005 (the “Order”) or (iii) high net worth companies, and other persons to whom it may lawfully be communicated, falling within Article 49(2)(a) to (d) of the Order (all such persons in (i), (ii) and (iii) above together being referred to as “relevant persons”). Any person who is not a relevant person should not act or rely on this Presentation or any of its contents. This Presentation is only addressed to and is only directed at qualified investors in EU Member States within the meaning of the Directive 2003/71/EC. Information contained in this Presentation does not constitute a public offer or an advertisement of any securities in Russia, is not an offer, or an invitation to make offers, to purchase any securities in Russia, and must not be passed on to third parties or otherwise made publicly available in Russia. Matters discussed in this Presentation may constitute forward-looking statements. Forward-looking statements include statements concerning plans, objectives, goals, strategies, future events or performance, and underlying assumptions and other statements, which are other than statements of historical facts. The words “believe,” “expect,” “anticipate,” “intends,” “estimate,” “forecast,” “project,” “will,” “may,” “should” and similar expressions identify forward-looking statements. Forward-looking statements include statements regarding: strategies, outlook and growth prospects; future plans and potential for future growth; liquidity, capital resources and capital expenditures; growth in demand for products; economic outlook and industry trends; developments of markets; the impact of regulatory initiatives; and the strength of competitors. The forward-looking statements in this Presentation are based upon various assumptions, many of which are based, in turn, upon further assumptions, including without limitation, management’s examination of historical operating trends, data contained in the Company’s records and other data available from third parties. These assumptions are inherently subject to significant uncertainties and contingencies which are difficult or impossible to predict and are beyond the Company’s control and the Company may not achieve or accomplish these expectations, beliefs or projections. In addition, important factors that, in the view of the Company, could cause actual results to differ materially from those discussed in the forward-looking statements include the achievement of the anticipated levels of profitability, growth, cost, recent acquisitions, the timely development of new projects, the impact of competitive pricing, the ability to obtain necessary regulatory approvals, and the impact of general business and global economic conditions. Past performance should not be taken as an indication or guarantee of future results, and no representation or warranty, express or implied, is made regarding future performance. Neither the Company, nor any of its affiliates, agents, employees, advisors or any other person intend or have any duty or obligation to supplement, amend, update or revise any of the forward-looking statements contained in this Presentation or to update or to keep current any other information contained in this Presentation. The information and opinions contained in this document are provided as at the date of this Presentation and are subject to change without notice. By reviewing this Presentation and/or accepting a copy of this document, you acknowledge and agree to be bound by the foregoing. 2
  • 3.
    Table of Contents 1. Magnit at a Glance 2. Strategy 3. Operational Overview by Format - Convenience Store - Hypermarket 3 4. Financial Overview 5. General Business Overview 6. Summary Conclusions Appendix
  • 4.
    1. Magnit ata Glance
  • 5.
    Our History 1994– 1998 Early years: wholesale distribution Foundation of wholesale business by Mr. Galitskiy Tander becomes one of the major distributors of household products and cosmetics in Russia Decision to expand into 1998 – 1999 Entrance into food retail First convenience store opened in Krasnodar Experiments with format Stores merged into Magnit discounter retail chain 2001 – 2005 Extensive roll-out to capture market share Rapid regional roll-out: 1,500 stores by the end of 2005 Adoption of IFRS Strict financial control Performance-linked compensation 2006 – 2009 crisis Continued growth with focus on margin expansion and multi-format Leading food retailer in Russia by number of stores IPO in 2006 Independent director elected to the Board Audit Committee established Corporate governance 2010-2011 Strong performer compared to peers Acceleration of growth – 800 convenience stores and 27 hypermarkets added in 2010 Large investment program for 2011: plan to make CAPEX of about US$ 1 Bn in 2H 2011 (US$ 780 MM spent in 1H 2011) Total of 4,767 stores as of 30 5 food retail market rules established to comply with best practice SPO – 2008, 2009 24 hypermarkets opened in 2007-2009 636 convenience stores opened in 2009 September 2011 with plan to open up to 400 convenience stores and up to 20 hypermarkets during 4Q 2011 Ongoing efficiency improvement Expansion into complementary business – plan to open up to 200 cosmetics stores in 2011 (98 stores already launched in 9M 2011) Plan to develop vertical integration via own vegetables and other food production
  • 6.
    Magnit Today #1 Russian food retail chain in terms of number of stores Broad geographic coverage with focus on cities and towns with population under 500,000 people Strong platform for rapid hypermarket operations expansion Efficient logistics system Sophisticated IT systems Experienced management team Strong financial performance Number of Stores, eop 3 204 4 004 Source: Company Note: (1) Including 98 cosmetics stores 4 691 2 197 3 228 4 767 2 194 2 568 368 610 1014 1500 1893 2 582 4 055 5 000 4 000 3 000 2 000 1 000 0 2002 2003 2004 2005 2006 2007 2008 2009 2010 9M2011 Convenience stores (1) Hypermarkets (US$ MM) (%) 7 000 5 000 3 000 6 Sales, LFL Growth (RUB terms) 4,1 4,9 9,2 18,6 14,3 18,8 13,9 (%) 25 20 15 10 5 0 FY2007- FY2006 FY2008- FY2007 FY2009- FY2008 1H2010- 1H2009 FY2010- FY2009 1H2011- 1H2010 9M2011- 9M2010 Financial Performance 5 348 5 354 7 777 23,5 21,7 22,4 7,5 9,5 8,1 3,5 5,1 4,3 1 000 2008 2009 2010 25 20 15 10 5 0 Sales Gross Margin EBITDA Margin NI Margin Source: Company Source: Company, IFRS accounts
  • 7.
  • 8.
    Strategy at aGlance 8 Further expansion of convenience store operations Hypermarket roll-out Efficiency and profitability improvement
  • 9.
    Further Expansion ofConvenience Store Operations Further penetration in existing regions Further expansion of convenience store operations Hypermarket roll-out Areas with low modern format penetration Expansion into towns with population as low as 5,000 people Expansion into new locations within regions where Magnit is already present Adjusting format to Flexible SKU matrix adjustable to consumers’ disposable income Gradual shift to larger convenience store size to improve store attractiveness Efficiency and profitability improvement Promotion of one-stop shopping concept for everyday needs 9 customers’ needs Medium term plans High level growth of convenience store operations Plan to add up to 1,000 convenience stores in 2011 (591 of which already opened in 9M 2011) Acquisition of land plots and premises to secure pipeline for future stores Store opening decision factors Proximity to existing distribution centres Ability to find suitable retail space Level of modern format penetration and consumer disposable income
  • 10.
    Hypermarkets Roll-Out Roll-outplan Locations are chosen on the basis of competition from other hypermarkets in the area, the strongest growth of disposable income of the population and minimum negative impact on existing Magnit convenience stores In small towns hypermarkets will be located in central locations which will give advantage of targeting consumers who do not own cars Hypermarkets’ total selling space (1) will vary from 2,000 to 12,500 sq. m. depending on availability of land plots Further expansion of convenience store operations Hypermarket roll-out Efficiency and profitability improvement 10 Strong operational platform Strong brand name recognition and customer awareness generated by a large regional network of convenience stores Economies of scale in purchasing and efficient logistics system capable of supporting both formats in existing and new locations Existing retail expertise strengthened by a team of hypermarket specialists brought in to manage execution risks Increasing number of owned stores Target locations Low or limited competition from other hypermarkets or modern retail formats Relatively low prices of land plots for hypermarket construction in towns with population of 50,000 to 500,000 people Benefiting from strong growth of disposable income and consumer spending in the Russian regions Note: (1) Including selling space designated for leases to third parties
  • 11.
    Efficiency and ProfitabilityImprovement Further growth of the share of high margin products, including fresh food products, ready-made meals and private label Increase the share of products distributed through own logistics system Efficient utilisation of in-house logistics system – Increase in the share of goods distributed through the company’s distribution centres from c. 81% of cost of goods sold in 9M 2011 up to 90-92% (1) in the long term – Reduction of third party logistics costs Improve the product mix Further expansion of convenience store operations Hypermarket roll-out Efficiency and profitability improvement Fresh food products and ready-made meals are expected to motivate customers to shop at our stores 11 more frequently Achieve synergies Synergies arising from operation of neighboring hypermarkets and convenience stores, allowing to increase the economies of scale Increase purchasing power Increasing the penetration of convenience store operations in areas of presence with relatively low market share, which is expected to result in greater purchasing or negotiating power vis-à-vis local suppliers and landlords Optimise labor productivity Investing in various technologies that have significant potential for productivity increases Measures to improve retention rates for employees and management, that will reduce costs associated with losing experienced employees and recruiting and training new ones Note: (1) For convenience stores
  • 12.
  • 13.
    A Shift toMulti Format Convenience Store Hypermarket Number of stores 4,691 (1) as of 30 September 2011 76 as of 30 September 2011 Average store size Total space – 466 sq. m. Selling space – 322 sq. m. Total space: 7,126 sq. m. Magnit selling space (2): 3,031 sq. m. Share in total revenue 86.8% (9M 2011) 13.2% (9M 2011) 13 Product range 3,069 SKUs on average Private label – 15% of retail sales 13,827 SKUs on average (may vary by format) Private label – 7.9% of retail sales Positioning (format) Walking distance from home Ground floor stores or freestanding Open 12 hrs/7 days All hypermarkets are built in convenient locations All easily accessed by public transport Target group People living within 500 metres from the store People living within 15 minutes by car / 30 minutes by public transport from the store. Effective radius – 7 km Ownership 33.32% owned / 66.68% leased as of 30 September 2011 84.21% owned / 15.79% leased Notes: (1) Including 98 cosmetics stores ; (2) Excludes selling space designated for leases
  • 14.
    Geographical Coverage UralsRegion 2 hypermarkets 313 convenience stores 1 distribution center North-Western Region 4 hypermarkets 290 convenience stores 1 distribution center 1,325 locations in Central Region 12 hypermarkets 1,128 convenience stores 4 distribution centers Southern Region 33 hypermarkets 7 federal districts 14 Source: Company, as of 30 September 2011 Siberian Region 45 convenience stores North-Caucasian Region 6 hypermarkets 274 convenience stores Volga Region 19 hypermarkets 1,465 convenience stores 5 distribution centers 1,176 convenience stores 3 distribution centers
  • 15.
  • 16.
    Format Description FormatHighlights Low prices Convenient locations Carefully selected product mix Standardised exterior and car parking Functional interior design Attention to customers Increasing customer convenience Main target group: all consumers living within 500 m radius Number of Convenience Stores (1) 610 1 014 1 500 1 893 2 194 2 568 3 204 4 004 4 691 5 000 4 000 3 000 2 000 1 000 0 368 2002 2003 2004 2005 2006 2007 2008 2009 2010 9M2011 Source: Company Convenience store Hypermarket Operating Statistics (sales / sq. m. / year) Geographical Breakdown (% of total stores) 16 (‘000 RUB) (‘000 US$) 5.3 6.3 7.5 5.8 6.5 145 161 186 184 197 8.0 6.0 4.0 2.0 0.0 200 150 100 50 0 2006 2007 2008 2009 2010 RUB US$ Source: Company Source: Company Note: (1) Including cosmetics stores Southern 25% Volga 31% North-Caucasian 6% Central 24% North-West 6% Urals 7% Siberian 1%
  • 17.
    Store Opening Dynamics Convenience store Hypermarket 2003 2004 2005 2006 2007 2008 2009 2010 9M 2011 Southern 387 550 684 783 888 1,005 1,153 1,076 1,176 North-Caucasian 260 274 Central 100 224 379 461 545 638 802 952 1,128 Volga 114 214 368 536 628 743 950 1,235 1,465 North-West 9 26 61 84 88 115 160 215 290 Urals 8 29 45 67 139 245 313 Siberian 21 45 Total 610 1,014 1,500 1,893 2,194 2,568 3,204 4,004 4,691 New openings 259 438 550 513 409 452 702 865 750 Closings 17 34 64 120 108 78 66 65 63 Net openings 242 404 486 393 301 374 636 800 687 1,567 convenience stores launched in 2009-2010, 750 convenience stores opened in 9M 2011 17 63 convenience stores were closed in 9M 2011 – 19 due to poor performance – 33 were relocated to better locations – 11 were shut due to disagreements with landlords Source: Company Note: Including cosmetics stores
  • 18.
    Key Operating Statistics Traffic (tickets / sq. m. / day) 3,3 3,1 3,1 3,0 6,0 4,0 2,0 0,0 2008 2009 2010 9M2011 Average Ticket (RUB) (US$) Convenience store Hypermarket 149 158 169 183 6,0 5,0 5,6 6,4 200 150 100 50 0 2008 2009 2010 9M2011 8,0 6,0 4,0 2,0 0,0 Source: Company Sales Mix Average Floor Size (%) (sq. m.) 600 400 200 18 Source: Company 11,7 12,3 12,8 11,6 88,3 87,7 87,2 88,4 100 80 60 40 20 0 2008 2009 2010 9M2011 Food Non Food 458 470 469 466 299 306 314 322 0 2008 2009 2010 9M2011 Selling Space Total Space Source: Company Note: (1) In US$ terms Source: Company RUB US$
  • 19.
    LFL Sales GrowthAnalysis Convenience store Hypermarket Traffic Growth, LFL 0,4% 1,2% 2,4% 3,0% 6,0% 4,8% 2,4% (0,8%) (1,1%) (1,5%) (0,7%) 1Q09-1Q08 1H09-1H08 9M09-9M08 FY09-FY08 1Q10-1Q09 1H10-1H09 9M10-9M09 FY10-FY09 1Q11-1Q10 1H11-1H10 9M11-9M10 13,7% Average Ticket Size Growth, LFL (RUB Terms) 11,1% 8,4% 5,8% 3,2% 3,3% 3,8% 5,8% 13,9% 13,7% 12,3% 1Q09-1Q08 1H09-1H08 9M09-9M08 FY09-FY08 1Q10-1Q09 1H10-1H09 9M10-9M09 FY10-FY09 1Q11-1Q10 1H11-1H10 9M11-9M10 Sales Growth, LFL (RUB Terms) Note: LFL analysis is based on the result of convenience stores that had been operating for not less than six months and have achieved a mature level of sales Source: Company 19 14,1% 10,2% 7,3% 4,1% 2,4% 4,6% 6,4% 8,9% 20,7% 19,2% 15,0% 1Q09-1Q08 1H09-1H08 9M09-9M08 FY09-FY08 1Q10-1Q09 1H10-1H09 9M10-9M09 FY10-FY09 1Q11-1Q10 1H11-1H10 9M11-9M10
  • 20.
  • 21.
    Format Description FormatHighlights 3 principal hypermarket sub-formats – Small: selling space (1) of up to 3,000 sq. m. – Medium: selling space (1) of 3,000 – 5,000 sq. m. – Large: selling space (1) of over 5,000 sq. m. The decision with regards to hypermarket format principally depends on the following factors: – Consumer disposable budget of the region Convenience store Hypermarket Number of Hypermarkets and Selling Space (No of hypermarkets, eop) (‘000 sq. m.) 24 51 76 56 3 14 78 165 12 230 80 60 40 20 0 2007 2008 2009 2010 9M2011 250 200 150 100 50 0 Number of Hypermarkets Selling Space Source: Company 21 Source: Company – 5-7 year budget forecast – Percentage of the consumer budget, attributable to hypermarket – Population of the region – Competition Breakdown by Sub-format (2) Breakdown by Population Small 63% Medium 30% Large 7% 50 - 100 41% 100 - 250 21% (ths.) 500 22% 250 - 500 16% Source: Company Notes: (1) Excluding rental space; (2) Based on selling space Source: Company
  • 22.
    Key Operating Statistics Average Ticket Traffic (tickets/sq. m./day) 0,8 1,0 1,0 1,2 1,5 1,0 0,5 0,0 2008 2009 2010 9M2011 (RUB) (US$) 21 16 17 18 528 521 527 508 600 400 200 0 2008 2009 2010 9M2011 RUB US$ Convenience store Hypermarket Source: Company Source: Company Sales Mix LFL Analysis (RUB Terms) (1) 18 (%) 15 12 9 6 3 22 8,7 6,5 2,9 1,3 11,9 7,9 0 1H11-1H10 9M11-9M10 Average Ticket Size Growth Traffic Growth Sales Growth 23 22 24 23 77 78 76 77 100 75 50 25 0 2008 2009 2010 9M2011 Food Non Food (%) Source: Company Note: (1) Based on hypermarkets that had been operating for not less than 8 months and have achieved a mature level of sales Source: Company
  • 23.
  • 24.
    Summary PL US$MM 2009 2010 1H2010 1H2011 1H11 / 1H10 Y-o-Y Growth Net sales 5,354.5 7,777.4 3,447.7 5,470.7 58.7% Cost of sales (4,097.2) (6,036.9) (2,707.2) (4,233.6) 56.4% Gross profit 1,257.3 1,740.5 740.5 1,237.1 67.1% Gross margin, % 23.5% 22.4% 21.5% 22.6% SGA (760.3) (1,127.1) (497.2) (908.2) 82.6% Other income/(expense) 12.5 18.2 8.5 30.0 EBITDA 509.5 631.6 251.8 359.0 42.6% EBITDA margin,% 9.5% 8.1% 7.3% 6.6% Depreciation amortization (103.1) (150.4) (66.5) (122.5) 84.4% EBIT 406.4 481.2 185.3 236.4 27.6% Net finance costs (51.7) (32.6) (8.3) (43.7) 425.8% Profit before tax 354.7 448.6 177.0 192.7 8.9% Taxes (79.5) (114.9) (45.8) (52.4) 14.4% Effective tax rate 22.4% 25.6% 25.9% 27.2% Net income 275.2 333.7 131.2 140.4 7.0% Net margin, % 5.1% 4.3% 3.8% 2.6% 24 Source: IFRS accounts
  • 25.
    Gross Margin /EBITDA Margin Bridges Gross Margin Bridge (as % of Sales) (%) 23.3 (0.2) (1.1) (0.5) 21.5 2.9 (1.4) (0.4) 22.6 25 20 15 10 5 0 GM 1H2009 Trading Margin % Transport Losses GM 1H2010 Trading Margin % Transport Losses GM 1H2011 25 10 8 6 4 2 Source: Company, IFRS accounts EBITDA Margin Bridge (as % of Sales) 9.4 (1.8) (0.1) (0.1) (0.1) (0.1) 7.3 1.1 (1.7) (0.1) (0.0) 6.6 0 EBITDA 1H2009 GM Rent and utilities Foreign exchange gain Advertising Other EBITDA 1H2010 GM Payroll and related taxes Advertising Other EBITDA 1H2011 (%)
  • 26.
    Balance Sheet US$MM 2009 2010 1H2011 ASSETS Property plant and equipment 1,638.5 2,651.1 3,542.6 Other non-current assets 28.5 61.0 95.8 Cash and cash equivalents 371.0 132.6 75.8 Inventories 415.2 659.8 806.9 Trade accounts receivable 11.4 20.6 45.7 Advances paid 48.4 69.2 52.2 Taxes receivable 4.4 58.7 19.3 Short-term financial assets – 28.9 138.7 Other current assets 11.1 7.1 12.0 TOTAL ASSETS 2,528.5 3,689.0 4,789.1 EQUITY AND LIABILITIES Equity 1,424.8 1,722.7 1,977.5 Long-term debt 152.3 810.3 1244.2 Other long-term liabilities 27.3 66.4 107.6 Trade accounts payable 572.3 782.4 813.8 Short-term debt 266.6 196.8 444.9 Dividends payable – – 35.6 Other current liabilities 85.2 110.4 165.4 TOTAL EQUITY AND LIABILITIES 2,528.5 3,689.0 4,789.1 26 Source: IFRS accounts
  • 27.
    1H 2011 Capex(1) Analysis (US$ MM) Capex Breakdown (1H 2011) Capex Dynamics (US$ MM) 1,500 1,000 Other assets Land 5% 19% Construction in progress and buildings 55% 500 27 Total: US$ 780 MM Note (1) Capex calculated as additions + transfers of PPE during the respective period Source: IFRS accounts 612 439 1,189 780 0 2008 2009 2010 1H2011 Machinery and equipment 21%
  • 28.
    Cash Flow Statement US$ MM 2009 2010 1H2011 OPERATING ACTIVITIES: Operating cash flows before movements in working capital 508.7 634.1 359.8 Net cash generated from operating activities 376.2 428.7 263.3 INVESTING ACTIVITIES: Net Cash used in investing activities (448.1) (1,230.0) (904.7) FINANCING ACTIVITIES: Net cash generated from financing activities 339.2 565.2 581.3 Effect of foreign exchange rates on cash and cash equivalents (11.3) (2.3) 3.2 Net increase/decrease in cash and cash equivalents 256.0 (238.4) (56.9) Cash and cash equivalents, end of the year 371.0 132.6 75.8 28 Source: IFRS accounts
  • 29.
    Working Capital andLeverage Analysis Inventory Management Days (2) 32.4 29.4 32.1 31.2 40 30 20 10 2009 1H 2010 2010 1H 2011 Working Capital (US$ MM) (1) (173.7) (123.8) (77.5) (43.2) 0 (50) (100) (150) (200) 2009 1H 2010 2010 1H 2011 2.5 2.0 1.5 1.0 0.5 29 Trade Accounts Payable Days (3) 46.4 37.7 40.0 33.5 50 40 30 20 2009 1H 2010 2010 1H 2011 Notes: (1) Current assets (less CCE and short-term investments) – current liabilities (less short-term debt) (2) 360 / (Cost of sales/period average inventory) (3) 360 / (Cost of sales/period average trade accounts payable) (4) Net debt = long / short-term bonds and borrowings + finance lease liabilities – cash and cash equivalents Source: Company, IFRS accounts Net Debt (4) / LTM EBITDA (x) 1.4 2.2 0.1 0.5 0.0 2009 1H 2010 2010 1H 2011
  • 30.
  • 31.
    Suppliers, Purchasing andPrivate Label Magnit is the largest buyer for many domestic and international FMCG producers Weekly Assortment Committee approves the assortment and suppliers Direct purchasing and delivery contracts Economies of scale and wide geographical presence enable low prices and favorable contract terms – Volume discounts – Compensation of external and internal logistics costs – Average credit term in 2010 was 40 days Private label products are designed to replace the cheapest SKUs to maximise returns on each meter of shelve space 661 private label SKUs Private label products accounted for 15.0% (convenience format) / 7.9% (hypermarket) share of retail revenue in 9M 2011 Approximately 89% of private label products are food Share of non-food products in private label is expected to increase (No. of items) 800 600 400 200 31 Share of Private Label Products in Revenue (%) 10,9 551 12,1 12,1 12,3 12,7 14,1 700 700 8,2 530 614 661 508 0 2005 2006 2007 2008 2009 2010 9M2011 15 12 9 6 3 0 Number of Items Share in Retail Sales – Contract term is typically 1-year – Often can be unilaterally terminated by Magnit with no penalties Supplier bonuses criteria is based on – Meeting sales targets – Store promotions – Loyalty Source: Company
  • 32.
    Logistics System Asof September 30, 2011 approximately 81% of COGS vs. 57% in 2005 were distributed through the company’s distribution centers and the long-term target is to increase this share up to 90-92% for convenience stores and up to 80% for hypermarkets (vs. 63% today) At the moment the Company’s logistics system includes: Automated stock replenishment system 14 distribution centers with approximately City Federal District Effective Space sq. m. No. of Serviced Stores 1 Bataysk Southern 17,407 404 2 Kropotkin Southern 30,048 442 3 Slavyansk-on-Kuban Southern 20,496 341 4 Engels Volga 19,495 314 5 Togliatti Volga 19,157 421 6 Erzovka (Volgograd) Volga 26,074 297 7 Tver Central 13,136 181 8 Oryol Central 14,326 331 9 Tambov Central 26,733 332 10 Ivanovo Central 43,365 377 11 Veliky Novgorod North-Western 21 060 205 12 Chelyabinsk Urals 17,623 437 13 Dzerzhinsk Volga 30,523 380 14 Izevsk Volga 23,988 305 Convenience stores Hypermarkets 32 323 431 sq. m. capacity Fleet of 3,705 vehicles Total 323 431 4 767 DC Processed Goods Source: Company 9M 2011 9M 2011 Target Outsourced 16% Owned 84% Outsourced 8% Owned 63% Outsourced 37% Owned 80% Target Owned 92% Outsourced 20% Source: Company
  • 33.
    Well-Trained Dedicated Personnel Average Number of Employees vs. Average 59.1 Salary, 2008-2010 75.7 16.5 91.0 13.1 13.7 100 80 60 40 20 2008 2009 2010 20 15 10 5 0 Average Headcount Average Monthly Salary The average number of employees (1) in the Group amounted to 121,840 during 9M 2011: – 85,961 in-store personnel, – 24,497 people engaged in distribution, – 7,797 people in regional branches, – 3,585 people employed by head office The average age of our employees is approximately 25 years The gross average monthly salary in 2010 was RUB 16,503 (c. US$543(2)) per month of which approximately 75% was basic salary Special performance-linked bonuses and incentives help to motivate the employees at all levels Key members of the Management hold Company’s shares Performance monitoring and evaluation on a regular basis Career development programs for all levels to ensure (No. of employees, ’000) (’000 RUB per month) 33 – Lower staff turnover – Increased motivation – Higher productivity Personnel training – 174 classrooms for trainings at all levels – Regular meetings and seminars between mid-level managers to exchange best practices – Coaching for top-management Strong corporate culture aimed at development of loyalty of employees – The Company publishes a corporate newspaper every two months – Team building events to ensure integrity of the team Source: IFRS accounts Notes: (1) Total number of employees as of September 30, 2011 is 138,815 (2) Converted to US$ using average exchange rate for 2010 of 30.38 RUB/US$ (CBR)
  • 34.
  • 35.
    Summary Conclusions LeadingRussian retailer: broadest geographic coverage with 4,767 stores (as of 30 September 2011) in more than 1,325 cities in seven out of eighth federal districts in Russia Strong foothold in Russia’s cities and towns with population under 500,000 people: first mover advantage (first retailer in many locations to establish a modern format); low competition from other chains outside of Russia’s large cities Further organic growth of store operations: continued roll-out of established business model in existing markets and selective expansion into new geographic areas Expanding hypermarket operations: leveraging strong existing platform (operations, logistics, brand, scale) to develop a leading hypermarket chain in the European part of Russia Additional measures to improve profitability: enhancing product mix, shifting to direct import contracts, increasing private label and increasing distribution through own logistics system to achieve margin improvements and cost savings Financing of expansion program: implementation of the Company’s mid-term strategy will be executed through a mix of operating cashflow and debt (bank loans and bonds) 35
  • 36.
  • 37.
    Typical Convenience StoreOpening Process Considerable experience of store openings Acquisitions and construction are preferred in existing markets with already high penetration Key store opening criterion is payback period of not more than 3 years if leased; 4 – 6 years if owned Identification of a property or a land plot Feasibility report and opening budget prepared Approval by the regional director and branch director MOU signed with landlord Legal due diligence Technical due diligence W 1 W 2 W 3 W 4 W 1 W 2 W 3 W 4 W 1 W 2 W 3 W 4 Month 1 Month 2 Month 3 37 Average total cost of a new convenience store is US$800 – 2,500 per sq. m. of total space (excl. VAT) New stores reach their average traffic and sales target within 6 months from opening Rationalisation of store portfolio Approval by Committee on Store Openings Lease agreement or SPA signed Repair and maintenance Purchasing and installation of equipment Personnel hiring and training Sublet agreements signed Store opened
  • 38.
    Typical Hypermarket StoreOpening Process M 1 M 2 M 3 M 4 M 5 M 6 M 7 M 8 M 9 M 10 M 11 M 12 M 13 M 14 M 15 M 16 M 17 M 18 Identification Land plot audit Land plot approval SPA signed Ownership right received Key store opening criterion is payback period from 6 to 9 years Average total cost of a new hypermarket varies between US$1,500 – 3,500 per sq. m. of total space depending on format (excl. VAT) Expected store maturity pattern: 8 - 15 38 Construction permit Building design Construction Financing Interior design / equipment Licences approval Hypermarket launch Ownership rights received months from opening
  • 39.
    Store Ownership Structure As of 30 September 2011 the company owned 1,563 convenience stores and leased 3,128 Store ownership is gained on the basis of the following documents: – Sale-purchase agreements – Lease agreements with redemption rights – Construction share holding agreements – Investment contracts Store Ownership Structure Convenience stores Hypermarkets 39 Owned 33% Leased 67% Source: Company (as of 30 September 2011) Owned 84% Leased 16%
  • 40.
    2006-2010 IT SystemsUpdate Transport management system – Optimal route planning – All cars are equipped with GPS locating systems Warehouse management systems – Introduction of WiFi operated data collection terminals – Warehouses are customised to work with hypermarket product traffic Oracle IT platform introduced to convenience store format New price management system introduced to both formats Electronic document traffic system with suppliers Introduction of Corporate Information System based on 1C platform Stores Main Office 40 Cashiers Internet Database Server Store Director Mail Server ADSL / GPRS Database Server (cluster) Distribution Centres Tasks Processor (robot)