presentación de powerpoint · sound performance in 2015… 7.3% expenses operating income . margin...

Carlos Arroyo Central America

Sound performance in 2015…

7.3%

Expenses Operating Income Margin Sales

Growth

2014 2015 +0 bp +30 bp

2014 2015 2014 2015 +40 bp

2014 2015

7.4%

22.8%

22.4% 4.6% 17.7% 17.7% 4.9%

We continue gaining the preference of our customers

Q1 Q2 Q3 Q4

2015 2014

Comp Stores Customer Count

+2.8% +3.2%

+3.7% +3.7%

+2.4% +2.5%

+0.1%

+1.2% +2.5%

+2.7% +0.8%

+1.2%

We continue increasing market share...

*Source: Nielsen: Comp Sales / Dec 2015

740bp

-0.03% -0.04%

740bp

7.4%

Traditional Market

Walmart CAM

Other Retailers

Good start for 2016 (Jan-Feb)...

2015 2016

Comp Stores Customer Count

2015 2016

Total Sales

+20.5%

+14.8%

+2.9%

+5.9%

+3.0%

2015 2016

Comp Sales

+8.6%

+6.2%

+11.8%

+8.7%

ONE AMBITION Doubling the business size

2014 - 2024

1

4

2 3

+4% Same Stores

Profits > Sales +3% New Stores

Way of Working

Competitiveness Expansion Profitability

Strategy: Continuous Improvement

Multiformat 1

+4% Same Stores

Competitiveness Price Gap

Generating traffic

Our formats

57%

43%

Proportion of total

retail market

C/D

A/B

Multiformat: Growth Potential

Income levels

Market Share: Formal market

Opportunity

70% 30%

85% 15% Descuentos

Customer Pledges

Multiformat: Customer profile

Customer Count Growth

Customer expectations Luisa

Claudia

Karla

Gaby

Actual Price Gap

Price Perception

+40 bp

+80 bp

2015 vs. last year

+50bp Goal: 2016

Increasing our price gap

Leveraging Agribusiness Quality and Freshness Supply Price parity vs. informal

Sales Customers 2015

+6.5%

+3.4%

Traffic: Fresh

Sales Customers 2015

Leveraging International

Programs

+10.5% +10.2%

Traffic: General Merchandise

Repositioning Synergy w/other markets 2016: 2X Central America Comp Sales

2015

+4.6%

Traffic: Private Label

Value proposition

Communication

POP Execution

“You always find what you need and pay

less”

Traffic: Merchandising & Communication

Traffic: Exclusive Events

+510 bp

2016 2015 2014

Traffic: Fillrate +250

bp

Walmart Supercenter Prototype 62 • -25% m2

• 44,000 inhabitants

2

+3% New Stores

Expansion Supermarket Prototype 22 • Productivity: 57 to 70%

Bodegas and Discount Stores • 78% of 2016 Grand Openings

UPLH

12 Initiatives = 1% Expenses We Operate for Less

2015 2016

3

Profit > Sales Profitability

+1.9%

+2.0%

Way of Working

Leadership Accountability Challenge status quo “Recognize the Kings”

4

March 10, 2016

Centroamérica Walmart