investor presentation november 2021
TRANSCRIPT
FOURTH QUARTER FISCAL 2021 EARNINGS CALL MAY 20, 2021Monro, Inc. Investor Presentation November 2021
Certain statements in this presentation, other than statements of historical fact, including estimates, projections, statementsrelated to our business plans and operating results are forward-looking statements within the meaning of the PrivateSecurities Litigation Reform Act of 1995. Monro has identified some of these forward-looking statements with words suchas “anticipates,” “believes,” “expects,” “estimates,” “is likely,” “predicts,” “projects,” “forecasts,” “may,” “will,” “should,” and“intends” and the negative of these words or other comparable terminology. These forward-looking statements are basedon Monro’s current expectations, estimates, projections and assumptions as of the date such statements are made, and aresubject to risks and uncertainties that may cause results to differ materially from those expressed or implied in the forward-looking statements, to include the significant uncertainty relating to the duration and scope of the COVID-19 pandemic andits impact on our customers, executive officers and employees. Additional information regarding these risks anduncertainties are described in the Company’s filings with the Securities and Exchange Commission, including in the “RiskFactors” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations” sections of ourmost recently filed periodic reports on Forms 10-K and Form 10-Q, which are available on Monro’s website athttps://corporate.monro.com/investors/financial-information/. Monro assumes no obligation to update or revise theseforward-looking statements for any reason, even if new information becomes available in the future.
In addition to including references to diluted earnings per share (“EPS”), which is a generally accepted accountingprinciples (“GAAP”) measure, this presentation includes references to adjusted diluted earnings per share, which is a non-GAAP financial measure. Monro has included a reconciliation from adjusted diluted EPS to its most directly comparableGAAP measure, diluted EPS in Slide 10. Management views this non-GAAP financial measure as a way to better assesscomparability between periods because management believes the non-GAAP financial measure shows the Company’score business operations while excluding certain non-recurring items and items related to our Monro.Forward or acquisitioninitiatives.
This non-GAAP financial measure is not intended to represent, and should not be considered more meaningful than, or asan alternative to, its most directly comparable GAAP measure. This non-GAAP financial measure may be different fromsimilarly titled non-GAAP financial measures used by other companies.
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Safe Harbor Statement and Non-GAAP Measures
Company Overview
Dominant in the Northeastern U.S. and expanding in Southern and
Western markets
Fiscal 2021 sales of $1,125.7 million
1,288 company operated stores in 32 states and 92 franchised
locations as of October 27, 2021
40 acquisitions in the past 9 fiscal years, adding 535 locations,
$730 million in revenue and entry into 13 new states
Operating two store formats in key markets
−Service brand stores – 428 stores• 75% maintenance service, 25% tires• $675,000 a year in sales per store
−Tire brand stores – 860 stores (excluding wholesale)• 55% tires, 45% maintenance service• $1.0 million a year in sales per store
7 wholesale locations and 3 retread facilities
A Leading Chain of Independently Owned and Operated Tire and Auto Service Locations
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Store locations as of 10/29/21
A Unique Operating Model
Monro Has a Diversified Supply Chain, Sourcing High Quality, Low-Cost Parts Direct and a Strong Portfolio of Tire Brands
PARTSSecondary parts distribution:Monro sources these parts from leading
aftermarket parts suppliers: Brake Rotors and Pads Filters Steering and Suspension Wipers Belts
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TIRES
Store locations as of 10/29/21
Investment Thesis
Well-positioned to capitalize on a favorable industry
backdrop
Strong balance sheet and operating cash flow
Focus on operational excellence to increase customer lifetime value
Delivering consistent shareholder returns through
dividend program
Scalable platform with significant growth opportunity
in acquisitions
Leading national automotive service and tire provider with 1,288locations in 32 states
Commitment to driving Monro.Forward Responsibly
Low-cost operator with solid operating margins
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220,000
230,000
240,000
250,000
260,000
270,000
280,000
290,000
2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021
A Favorable Industry BackdropFavorable Industry Backdrop for Automotive Services
Despite a Decrease in Miles Traveled in 2020 Resulting from the COVID-19 Pandemic
U.S. Annual Light Vehicle Sales
Total Miles Traveled in U.S.
Source: FRED Economic Data, Light weight Vehicle Sales: Autos and Light Trucks (annual average data)
U.S. Light Vehicles in Operation (VIO)
Although a slight decrease in VIO for 2021, an overall growing trend in total vehicle population related to consumers owning vehicles longer
270+ million vehicles on the road Increasing age of vehicles (average of ~12 years) Increasing complexity of vehicles Vehicle miles traveled recovering from 2020 lows
Key Highlights
6Source: FRED Economic Data, Moving 12-Month Total Vehicle Miles Traveled (annual average data)
02468
101214161820
05 06 07 08 09 10 11 12 13 14 15 16 17 18 19 20
2,775,000
2,850,000
2,925,000
3,000,000
3,075,000
3,150,000
3,225,000
3,300,000
05 06 07 08 09 10 11 12 13 14 15 16 17 18 19 20
Source: Auto Care Association Factbook
A Favorable Industry BackdropMonro is Well-Positioned to Capitalize on Positive Industry Trends,
with Our Sweet Spot Experiencing the Fastest Growth in Vehicles in Operation
50
60
70
80
90
100
110
120
2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022
+6.56% CAGR -.03% CAGR
50
60
70
80
90
100
110
120
2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022
-3.97% CAGR +3.90% CAGR
Source for all data: Lang, IHS Markit, 2018 7
Monro’s targeted market segment is the 6-12 year cohort
Strong growth in new vehicles (0-5 years) between 2012 and 2017 is creating a significant tailwind for the 6-12 year old vehicle cohort for the next couple of years
6-12 year cohort expected to grow the fastest at +3.9% CAGR for the period 2017-2022
Key Highlights
Vehicles in Operation – 0 to 5 Years Vehicles in Operation – 6 to 12 Years
Vehicles in Operation – 13+ Years
50
60
70
80
90
100
110
120
2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022
+4.27% CAGR +1.47% CAGR
A Favorable Industry Backdrop
Monro Operates in the $252 Billion Do-It-For-Me* Segment of $325 Billion U.S. Automotive Aftermarket Industry
2010 % (outlets) 2020 %
(outlets) CAGR
Dealers 18,460 14.3% 16,623 12.5% (1.0%)
General Repair Garages 76,108 58.8% 82,454 62.1% 0.8%
Tire Dealers 18,675 14.4% 20,327 15.3% 0.9%
Specialty Repair 8,663 6.7% 6,137 4.6% (3.4%)
Oil Change/Lube 7,518 5.8% 7,305 5.5% (0.3%)
Total 129,424 100.0% 132,846 100.0%
Source: Auto Care Association Factbook
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Automotive Aftermarket DIFM vs. DIY Sales
Industry still highly fragmented, with significant opportunities for further consolidation
Key Highlights DIFM continues to account for a significant percentage
of the automotive aftermarket Vehicle complexity continues to drive shift to DIFM from
DIY Future technology advances expected to accelerate
shift to DIFM
DIFM vs. DIY Trends
* Includes Replacement Tire Segment
0
50,000
100,000
150,000
200,000
250,000
300,000
350,000
2012 2013 2014 2015 2016 2017 2018 2019 2020 2021DIFM DIY
Source: Auto Care Association Factbook Census data for 2012; estimates for 2013-2020; 2021 forecast
-20%
0%
20%
July August September October
FY21 FY22-15%
-5%
5%
15%
25%
35%
Q2FY21 Q3FY21 Q4FY21 Q1FY22 Q2FY22
Second Quarter Fiscal 2022 Highlights
Sales increased 20.5% to a record $347.7M Comparable store sales increase of 14.8%
trending above pre-COVID performance Sales from new stores added $17.8M, including
sales from recent acquisitions of $17.2M Generated strong operating cash flow of ~$40M
driven by profitability and working capital management
Delivered Second Consecutive Record Quarterly Sales
Double-digit comps in all product and service categories Brakes: 33% Alignments: 31% Front End/Shocks: 16% Service: 15% Tires: 10%
Q2FY22Key Highlights
Q2FY22Key Highlights
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Quarterly Comparable Store Sales Trends Monthly Comparable Store Sales Trends
1
1Preliminary results through October 23, 2021
Solid Fiscal First Half Reflects Demand Recovery and Strong Operational Execution
Second Quarter Fiscal 2022 Results
1Excluded costs in Q2FY21 include $.01 per share in Monro.Forward Initiatives and management transition costs. Excluded costs in 1HFY22 include $.09 per share related to one-time litigation settlement costs, $.01 per share of acquisition due diligence and integration costs and $.01 per share of benefit from an adjustment to the estimate for prior year store closing costs. Excluded costs in 1HFY21 include $.06 per share related to store closing costs and approximately $.01 related to management transition and Monro.Forward costs.2Adjusted EPS is a non-GAAP measure that excludes certain non-recurring items and items related to our Monro.Forward or acquisition initiatives. A reconciliation of net income to adjusted net income and diluted EPS to adjusted diluted EPS is included in our earnings release dated October 27, 2021.Note: The table may not add down +/- due to rounding 10
Q2FY22 Q2FY21 Δ 1HFY22 1HFY21 Δ
Sales (millions) $347.7 $288.6 20.5% $689.5 $535.6 28.7%
Same Store Sales 14.8% -11.4% 2,620 bps 23.8% -18.7% 4,250 bps
Gross Margin 37.6% 36.2% 140 bps 37.2% 35.8% 140 bps
Operating Margin 9.9% 8.5% 140 bps 9.0% 6.7% 230 bps
Diluted EPS $.62 $.38 63.2% $1.08 $.47 129.8%
Excluded Costs1 $.00 $.01 $.09 $.07
Adjusted Diluted EPS2 $.62 $.39 59.0% $1.17 $.54 116.7%
Solid Financial Position
Strong Operating Cash Flow Supports Growth Strategy and Cash Dividend to Shareholders
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Disciplined Capital AllocationFirst Half Fiscal 2022
Capex of ~$10M
Paid ~$62M for acquisitions
Spent ~$19M in principal payments for financing leases
Paid ~$17M in dividends
Generated ~$102M of operating cash flow during the first half of fiscal 2022
Net bank debt of $163M as of September 2021
Net bank debt-to-EBITDA ratio as of September 2021 of 0.9x
Liquidity position of ~$407M as of September 2021
Strong Balance Sheet and Liquidity
Strategic Priorities
Take Advantage of Growing Retail Demand to Sustain Long Term Growth
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Execute store reimage program with current focus on recent West Coast acquisitions
Continue to be the acquirer of choice for family-owned businesses with our easily scalable platform
Further integrate Corporate Responsibility efforts into our strategy and operations
Improve in-store operational execution with a focus on the “Big Five” - Staffing, Scheduling, Training, Attachment Selling and Outside Purchase Management
Monro.Forward Progress Update
Focused on Aspects of Business Within Our Control to Drive Profitable Growth and Operational Excellence
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Focused on advancing vision to be a best-in-class field-led service organization to increase the overall lifetime value for customers
Outperformance of rebranded and reimaged stores reinforces strength of strategy
Improve Customer Experience
Optimized marketing spend towards higher ROI channels to drive improved SEO performance in tires and key service categories
Leveraging modernized store infrastructure and phone system to improve customer execution
Enhance Customer-Centric Engagement
Dynamically tracking demand trends to drive tire volume and margin expansion Focused on category management to capitalize on service attachment opportunities
Optimize Product & Service Offering
Well-positioned to drive labor productivity Focused on leveraging Monro University and in-store training and providing the Automotive
Service Excellence certification to drive operational excellence and improved in-store execution
Accelerate Productivity & Team Engagement
Acquisitions Announced acquisition of 17 stores, including 6 in Southern California and 11 in Iowa Further expands the Company’s geographic footprint in the Midwest and Western United States Represents $25M in annualized sales Expected to close in fiscal third quarter Brings fiscal year-to-date acquisition total to 47 stores and ~$70M in annualized sales
A Scalable Platform: Recent Acquisitions
Executing Disciplined M&A Strategy to Capitalize on Significant Opportunities for Consolidation in the Aftermarket
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Fiscal 2022 Acquisition Outlook Financial flexibility to continue to roll up attractive opportunities in a highly fragmented industry Significant growth prospects in the attractive and dynamic Western region Evaluating a robust pipeline of attractive M&A opportunities that support our strategy while
maintaining strong financial discipline
Appendix
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Fiscal 2022 Outlook – Financial Assumptions
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Financial Assumptions as of September 25, 2021
Tire and Oil Costs Increase y/y
Interest Expense ~$25M to ~$27M
Depreciation and Amortization ~$82M to ~$87M
Tax Rate ~25%
Capital Expenditures ~$30M to ~$45M
Weighted Average Number of Diluted Shares Outstanding ~34M
Store Closure Operating Income Benefit ~$5M vs. Fiscal 2020
Structural Cost savings ~$15M to $20M vs. Fiscal 2020
Q3 Outlook Considerations
Fiscal October comps of ~14%
Expect continued gross margin improvement versus prior year as service category sales strengthen