Investor Presentation: November 2018
Investor Presentation: November 2018
November 2018
Forward-looking statements
Certain information in this presentation, including statements relating to winning shelf space, cross-selling our brands through our global distribution platform, extending our international reach, delivering on our growth plan, increasing sales and profitability in the future,
and our financial guidance for Fiscal 2018 and Fiscal 2020, constitutes forward-looking information. In some cases, but not necessarily in all cases, forward-looking information can be identified by the use of forward-looking terminology such as “plans”, “targets”, “expects” or
“does not expect”, “is expected”, “an opportunity exists”, “is positioned”, “estimates”, “intends”, “assumes”, “anticipates” or “does not anticipate” or “believes”, or variations of such words and phrases or state that certain actions, events or results “may”, “could”, “would”,
“might”, “will” or “will be taken”, “occur” or “be achieved”. In addition, any statements that refer to expectations, projections or other characterizations of future events or circumstances contain forward-looking information. Statements containing forward-looking information
are not historical facts but instead represent management’s expectations, estimates and projections regarding future events.
Forward-looking information is necessarily based on a number of opinions, assumptions and estimates that, while considered reasonable by MAV Beauty Brands as of the date of this presentation, are subject to known and unknown risks, uncertainties, assumptions and other
factors that may cause the actual results, level of activity, performance or achievements to be materially different from those expressed or implied by such forward-looking information, including but not limited to the factors described in greater detail in the “Risk Factors”
section of the final prospectus dated June 28, 2018, which is available at www.sedar.com. These factors are not intended to represent a complete list of the factors that could affect MAV Beauty Brands; however, these factors should be considered carefully. There can be no
assurance that such estimates and assumptions will prove to be correct. The forward-looking statements contained in this presentation are made as of the date of this presentation, and MAV Beauty Brands expressly disclaims any obligation to update or alter statements
containing any forward-looking information, or the factors or assumptions underlying them, whether as a result of new information, future events or otherwise, except as required by law.
If any such risks or uncertainties materialize, or if the opinions, estimates or assumptions underlying the forward-looking information prove incorrect, actual results or future events might vary materially from those anticipated in those forward-looking information.
Although we have attempted to identify important risk factors that could cause actual results to differ materially from those contained in forward-looking information, there may be other risk factors not presently known to us or that we presently believe are not material
that could also cause actual results or future events to differ materially from those expressed in such forward-looking information. There can be no assurance that such information will prove to be accurate, as actual results and future events could differ materially from
those anticipated in such information. Accordingly, readers should not place undue reliance on forward-looking information, which speaks only as of the date made. The forward-looking information contained in this presentation represents our expectations as of the date of
this presentation (or as the date they are otherwise stated to be made), and are subject to change after such date. However, we disclaim any intention or obligation or undertaking to update or revise any forward-looking information whether as a result of new information,
future events or otherwise, except as required under applicable securities laws.
Non-IFRS Measures
This presentation makes reference to certain non-IFRS measures. These measures are not recognized measures under IFRS, do not have a standardized meaning prescribed by IFRS and are therefore unlikely to be comparable to similar measures presented by other companies.
Rather, these measures are provided as additional information to complement those IFRS measures by providing further understanding of our results of operations from management’s perspective. Accordingly, these measures should not be considered in isolation nor as a
substitute for analysis of our financial information reported under IFRS. We use non-IFRS measures including “Adjusted EBITDA”, “Adjusted Net Income” and “Adjusted Gross Profit”. These non-IFRS measures are used to provide investors with supplemental measures of our
operating performance and thus highlight trends in our core business that may not otherwise be apparent when relying solely on IFRS financial measures. We also believe that securities analysts, investors and other interested parties frequently use non-IFRS measures in the
evaluation of issuers. Our management also uses non-IFRS measures in order to facilitate operating performance comparisons from period to period, to prepare annual operating budgets and to determine components of management compensation. Definitions and
reconciliations of non-IFRS measures to the relevant reported measures can be found in the Company’s MD&A dated November 9, 2018 and in Appendix “A” to this presentation.
To assist readers in assessing year-over-year performance, we have included selected pro forma financial information in this presentation. Pro forma financial information gives effect (as if they occurred on January 1, 2017) to: (i) the acquisition of Renpure, LLC; (ii) the entry
into the Company’s new credit facility and the re-payment of the Company’s prior indebtedness; and (iii) the completion of the Company’s initial public offering and concurrent changes to the share capital.
Unless otherwise stated herein, financial information in this presentation is presented in United States dollars.
01 02 03
01 About MAV
Beauty Brands
2016 OntarioWinner
WORLD CHAMPION
& CELEBRITYHAIRSTYLIST
2018
2017
Renpure is 2016
founded by the
Redmond family
IPO
The original Marc
Anthony Salon opens Cake Beauty is 2008
in the very location founded by
where his father Heather Reier
practiced the craft Marc Anthony
launches nationally
Partnered with TA
across the U.S. in
2003 Associates, highly Substantial increase in
Ulta Beauty and
experienced growth C-level executives and
Marc launches CVS 2002 private equity firm value-add Board
his first product:
Marc Anthony members
“Marc Anthony
products sell Implemented processes to
International”
internationally, support innovation, new
beginning in product development and
1998 Europe operations
$94mm 42%
TTM pro forma Q3 2018 pro forma
revenue(1) revenue growth
1) Trailing 12 months as of Sept 30, 2018; pro forma for ownership of Renpure as of January 1, 2017 and includes Cake Beauty as of January 23, 2018.
MAV Beauty Brands 6
Pioneering the Masstige category
SALON &
SALON-DIVERTED
PRODUCT
S
Modern, salon-inspired brand that Plant-based, naturally-inspired products that Lifestyle brand that provides a fun,
consumers trust to solve their unique don’t sacrifice performance or affordability vibrant and rich sensorial experience
hair concerns
176 SKUs across 20 collections 124 SKUs across 8 collections 54 SKUs across 3 collections
Positioned to address a variety of consumers, industry trends and
retailer needs with limited competitive overlap
MAV Beauty Brands 8
How we are winning shelf space
DRUG
MASS
CVS, Rite-Aid, Shoppers Drug
Mart, Walgreens
Target, Walmart
100+
FOOD HEB, Kroger, Loblaws
retailers
CLUB
SPECIALTY
Costco
Ulta Beauty
BABY CAGR:
PRODUCTS(2) 3.8% $73 $75
3.5% $69 $71
$66
$465B
HAIR $63
CARE $58 $60
ORA $53 $54 $55
L 16.2% $48 $50
$45 $46
CAR
5.2%
5.0%
E
4.8%
4.5%
4.4%
4.4%
4.2%
3.9%
9.5%
3.3%
3.3%
2.9%
2.8%
FRAGRANCES
2.4%
2.4%
10.6%
COLOUR
MEN'S COSMETICS
14.2%
GROOMING
2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017
1
0.7%
Strategically positioned in highly attractive end markets
Source: Euromonitor International, Beauty and Personal Care 2018 Edition.
1) As per Euromonitor International’s Skin Care and Bath & Shower definitions.
2) As per Euromonitor International’s Baby and Child Specific definitions. MAV Beauty Brands 11
We are aligned with key growth trends Millennials spend
disproportionally
high amounts on
Growing demand for
beauty & personal
natural personal care
care
Increasing popularity products
Strong consumer
of authentic,
independently-
founded brands +10% +30%
demand for higher Anticipated increase in millennials’
+22%
4-year CAGR of the global
share of the total U.S. retail
quality products natural and organic personal
expenditure by 2020P(3)
care products market(2)
that are convenient
SHIFTING AWAY FROM SALON 3-year CAGR of independently-
PROFESSIONAL
founded brands (excluding brands
MASSTIGE that were acquired >3 years ago)(1)
01 02 03 04
1) Includes Hask, Marc Anthony, Maui Moisture, Not Your Mother’s, OGX, Renpure and Shea Moisture; U.S. retail sales data per Nielsen downloaded May 2018 (3-year CAGR from Q1 2015 - Q1 2018).
2) Source: Persistence Market Research – Global natural & organic personal care market, 2018 report purchased in April 2018.
3) Source: U.S. Census Bureau and Fung Global Retail & Technology. MAV Beauty Brands 12
We innovate better than our competitors
Ability to consistently deliver fast and highly successful new product launches
MAV Beauty Brands 13
Innovation in action
• Recognized significant unmet demand for products to style curly hair in • We were asked by a U.S. retailer in July 2017 to provide a body wash
the early 2000s • Using our in-house chemist, we developed and presented body wash
• Launched nationally in Canada and the U.S. primarily as a styling options to the buyer one month later, from which two formulas were
product in 2001 chosen to launch in January 2018
• Strictly Curls has been on the shelf since 2001 and continues to grow • Ultimately shipped four body wash SKUs in January 2018, less than six
significantly in excess of the broader market months after meeting the body wash buyer
• Continued product innovation, through new products and packaging, • Our body wash SKUs have been extremely successful and buyer has
has resulted in a loyal consumer following expanded the line in 2018
Most purchase
decisions are
made at shelf
$4.2mm
earned media value(1)
1) For the year to date ending Sept 30, 2018. MAV Beauty Brands 16
Our model is working
+47%
POS growth for Marc Anthony #1
True Professional
Fastest-growing brand in
U.S. drug channel
+20%
POS growth for Renpure
(Marc Anthony True Professional)
Source: Nielsen AOD, BC SUPER CATEGORY: HAIR CARE; Total U.S.; YTD W/E 10-06-18; Excludes Private Label MAV Beauty Brands 17
About MAV Growth Financial
Beauty Brands Strategies Overview
01 02 03
02 Growth
Strategie
s
MAV Beauty Brands 18
Business model provides visibility and stability
$
BYE BYE
NUMBER OF FRIZZ
SHELF SPACE
TOTAL
x = POINTS OF
DISTRIBUTION x VELOCITY = REVENUE GROW LONG
GROW LONG
COCONUT
(PODS) COCONUT
COCONUT
FACINGS PER COCONUT
STORE (SKUS)
STRICTLY CURLS
STRICTLY CURLS
STRICTLY CURLS
STRICTLY CURLS STRICTLY CURLS
TIME
01 Incremental sales of
existing brands to
existing partners
U . S . T O T A L D I S T R I B U T I O N P O I N T S (1)
02 CANADIAN
Cross-selling our
complementary
brand portfolio
U.S.
03 Extending our reach
into new international
markets
29
RETAILER RETAILERS
S 47 total retailers Countries
26 total retailers
today
36
3,322
Q1 2018A AVERAGE OF
TOP 10 HAIR CARE BRANDS(2)
17
11
39 Target countries with
hair care sales of
≥US$100+ million(3)
488
9
1) U.S. Nielsen downloaded May 2018. Based on the Brand High Total Distribution Points (“TDP”) of the Marc Anthony and Renpure namesake brands as at March 31, 2018. TDP is an approximate measurement of the distribution of a brand (or ‘‘product aggregate’’) while
taking into account the number of retail locations and Universal Product Codes, or UPCs, selling within that brand or aggregate; the calculation is the sum of % ACV across UPCs. The Company believes that this metric provides a relative indication of retail penetration
factoring in both distribution breadth and distribution depth.
2) Top 10 hair care brands include L'Oréal, Garnier, TRESemmé, Pantene, Suave, Head & Shoulders, OGX, Dove, Conair and Herbal Essences.
3) Euromonitor International, Beauty and Personal Care 2018 Edition. MAV Beauty Brands 20
Incremental opportunities beyond current outlook
01 Entering new or
adjacent high-growth
categories 02 Strategically acquiring
complementary
businesses 03 Expanding our
distribution to new
retail partners
(US$ BILLIONS)
$164
$465 Global beauty &
personal care market
$66 $75
$44 $49 $50
$16
ORAL CARE BABY PRODUCTS(1) FRAGRANCE MEN’S GROOMING COLOUR COSMETICS HAIR CARE BODY CARE(2)
Acquire fast-growing
independent brands 01 Demonstrated ability to
execute and integrate
03
Unlock sales potential • Access to new consumer end-
Cross-sell 100+
through global markets
retailers • Demonstrated innovation capabilities
operating platform
• Revenue and integration synergies
Operational efficiencies
and best practices 04 Scale and synergies
in supply chain
01 02 03
03 Financial
Overview
24.3% 13.7%
$94.1
$47.2
16.6% 13.3%
18.6% $41.5
$75.7
$29.8
$62.0
$34.4 11.9%
$30.5 $26.3
$53.8
$21.0 $20.4
F2015 F2016 F2017 Pro LTM Q3 F2015 F2016 F2017 Pro LTM Q3 F2015 F2016 F2017 Pro LTM
Combined Combined Forma (1) 2018 Pro Combined Combined Forma (1) 2018 Pro Q3
Forma Forma Combined Combined Forma (1) 2018
(2) (2) Pro
Forma (2)
1) Pro forma for ownership of Renpure as of January 1, 2017 and excludes Cake Beauty.
2) Pro forma for ownership of Renpure as of January 1, 2017 and includes Cake Beauty as of January 23, 2018. MAV Beauty Brands 24
Q3 2018 pro forma financial results
(US$ Millions)
REVENUE ADJUSTED ADJUSTED NET INCOME
GROSS PROFIT EBITDA
26.2
11.9
18.4
7.3 3.0
10.3
6.1 2.5
Raymond James
RBC Capital Markets
5.Strong financial performance with diverse revenue streams and attractive cash flow characteristics 06
The pro forma numbers presented by management give effect to the above transactions as if they have been consummated on January 1, 2017.
Expenses
1. Concurrent with the closing of the IPO, the Company entered into a new $107,500 term loan credit facility and a $20,000 revolving credit facility available. This
refinancing will result in the Company's cost of borrowing reducing to an effective interest rate of approximately 5.15%. The refinancing will result in a reduction
of interest expense of $6,083 and $742 for pro forma Q3 2018 and Q3 2017 respectively, after considering commitment fees on the unused revolving credit
facility and the amortization of the financing costs on the refinanced debt. Financing costs of $1,765 are expected to be incurred as part of the issuance of the
New Credit Facility. An additional $5,165 for proforma Q3 2018 and $11 for proforma Q3 2017 has been adjusted for related to transaction costs for the IPO
and Renpure Acquisition incurred by MAV which are non-recurring in nature and would not reflect the expenses of the combined entity on an ongoing basis.
2. Adjusted for incremental amortization of $169 for proforma Q3 2017 as a result of the fair value adjustment to customer lists in connection with IFRS 3
accounting.
3. In conjunction with the acquisition of Cake Beauty Inc. January 23, 2018 and Renpure, LLC on March 8, 2018, the fair value adjustment of inventory as part of
the initial purchase price allocation was amortized.
4. Adjusted for related party commissions of $1,092 and related party salaries and benefits of $29 as a result of these expenses being non-recurring in nature and
would not reflect expenses of the combined entity on an ongoing basis.
Expenses
Selling and administrative 6,312 2,710 17,988 8,473
Foreign exchange loss (gain) 4 248 (147) 124
Amortization and depreciation 783 560 2,220 1,665
Finance and other charges 12,073 2,346 23,415 6,999
19,172 5,864 43,476 17,261
(Loss) income before income taxes (7,574) 407 (14,110) 769
Income (recovery) tax expense
Deferred (1,763) 76 (3,463) 234
(1,763) 76 (3,463) 234
Net (loss) income and comprehensive (loss)
income for the period (5,811) 331 (10,647) 535
EBITDA 945 3,231 3,856 9,141
Adjusted EBITDA 7,271 3,498 18,835 10,274
Adjusted Net Income (1,098) 516 512 1,321
(in thousands of US dollars) (unaudited) Q3 2018 Q3 2017 YTD Q3 2018 YTD Q3 2017
Net (loss) income and
comprehensive (loss) income
for the period (5,811) 331 (10,647) 535
Transaction-related costs (1) 5,256 88 9,965 316
Non-recurring charges (2) 392 113 1,551 689
Purchase accounting adjustments (3) 297 - 2,727 -
Share-based compensation (4) 110 88 322 210
Foreign exchange (gain) loss 271 (22) 414 (82)
Tax impact of the above adjustments (1,613) (82) (3,820) (347)
Adjusted Net (loss) Income (1,098) 516 512 1,321
1. On July 10, 2018 we successfully completed the IPO and our Shares are listed on the Toronto Stock Exchange under the stock symbol “MAV”. Costs associated with
the IPO of $749, extinguishment of debt associated with the proceeds of the IPO of $3,418 and costs associated with the 2018 Acquisitions of $170 have been
recorded as Finance and Other Charges in our unaudited condensed consolidated statement of operations and comprehensive (loss) income for the Q3 2018.
During Q3 2018, there were $919 of transaction-related costs of the Company incurred in connection with the offering and the Acquisitions, which have been
accounted for in selling and administrative. YTD 2018, $7,669 of transaction-related costs of the Company have been incurred in connection with the offering and
Acquisitions, which have been accounted for as finance and other charges and $2,296 of transaction-related costs of the Company incurred in connection with the
IPO and the 2018 Acquisitions, which have been accounted for as selling and administrative expenses.
2. Comprised of $356 for Q3 2018 and $1,237 for YTD 2018 of non-recurring costs representing predominantly expenses incurred in respect of the following
matters: (i) recruiting costs incurred as part of the Company’s efforts to put in place additional senior management, (ii) consulting fees in respect of finance
support and operations relating to transaction-related matters, (iii) severance costs incurred in respect of certain employees and payments related to the
termination of certain consulting contracts on acquisition, (iv) salary and wages related to staff integration to operate one salon, and (v) non-recurring private
company board expenses, which have been accounted for as Selling and Administrative expenses of the Company. Q3 2018, $36 of non-recurring costs related
to salary and wages related to stylist integration to operate one salon, which were accounted for as cost of sales. YTD 2018, $314 of non-recurring costs have been
incurred by the Company in cost of sales, which includes $94 related to the stylist integration and $220 of non-recurring costs related to disposal of raw materials.
3. In conjunction with the acquisition of Cake Beauty Inc. January 23, 2018 and Renpure, LLC on March 8, 2018, the fair value adjustment of inventory as part of
the initial purchase price allocation was amortized.
4. Represents recognition of share-based payments in respect of the options granted to management, which have been accounted for as Selling and
Administrative expenses of the Company