rolled shelf edges for care - supercheap...

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TRADE PARTNER FORUM 2016 – CHRIS WILESMITH Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”

LTIFR 2.78hrs lost per million hours

“Aspiring to Zero injuries”

LTIFR 2.78hrs lost per million hours

worked -69% on prior year 12 people

had time off due to injury.

Total work related injuries 464(Including 128 customers)

“Aspiring to Zero injuries”

Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”

Galvanized Shelving was upgraded to roll edge and uprights version so customers and store team won’t be injured by sharp edge during handling.

? What can we do together to make products safer

3

Rolled shelf edges for Care

Trade Partner

Forum

Group Update

Peter Birtles

Group Managing Director

and Chief Executive Officer

2

1972 Reg and Hazel Rowe started trading from their North Brisbane home

1974 First retail store – International Car Accessories

1979 Store name changed to Super Cheap Auto

1999 50 stores

2002 100 stores

2003Acquisition of Marlows and Rocca Bros

Launched first stores in New Zealand

2004 IPO on the Australian Stock Exchange

2005 200 stores; Launch of BCF

2008 300 stores; Acquisition of Goldcross Cycles

2010400 stores; Acquisition of Rays Outdoors

Company name change to Super Retail Group

2011 500 stores; Acquisition of Rebel and Amart Sports

2014 600 stores

Super Retail Group History

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500

1000

1500

2000

2500

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Super Retail Group sales growth

20% compound

growth over 20

years

SPORTSSPORTS

LEISURELEISURE

AUTOAUTO

Retail Operations

Merchandising

Marketing

LeisureAuto

308 stores 131 stores 17 stores

Group Supply Chain

Group ServicesFinance Human Resources Information Services Property International Operations

Sports

65 stores101 stores

Retail Operations

Merchandising

Marketing

Retail Operations

Merchandising

Marketing

Commercial

Group Structure

• Safety performance improved by 48%

• Increase in team engagement from 68% to 71%

• Strong sales and profit performance from Auto and Sports

• Rays transformation and good second half from BCF

• DC transformation starting to deliver

SAFETY

TEAM

CUSTOMER

BUSINESS

IMPROVEMENT

• Group focus on Customer Centricity

• Customer Net Promoter Score increasing

Super Retail Group Highlights 2015/16

3

2015/16 ($m) Growth on PCP LFL Growth

Auto 923 8% 4.2%

Leisure 582 7% 4.4%

Sports 910 9% 6.3%

Divisional Sales Growth

2015/16 is a 53 week year – this increases total growth by about 1.5% but does not

impact LFL growth

Changing Retail MarketHow are external market forces shaping our strategy?

Globalisation DigitalisationCustomer

Power

Evolving

Business

Models

Workforce

Demographic

Forces

impacting on

Retail

Historical levers of differentiation (range and price) will no longer succeed

Building a stronger emotional connection with customers is a must

Organisational capabilities have to be ‘World class’ not ‘Australasian class’

Aligning team member behaviour and culture with the customer offer will be a

sustainable advantage

Implications

for Super

Retail Group

Customer

Understanding

& Engagement

Providing

Differentiated

Solutions (not

just products)

Multi channel

retail,

inspiration,

community

Supply Chain

and IT

capability

Team

engagement and

development

Key elements

of the strategy

Inspiring you to live your passion

To provide solutions and engaging experiences that enable our customers

to make the most of their leisure time

To be one of the five

largest Australasian

retail companies

To achieve the

highest team

member

engagement across

the retail industry

To provide returns

to our shareholders

that exceed the

ASX 200 by 5%

To achieve higher

customer

engagement ratings

than our

competitors

To grow return on capital to

greater than 15%

To deliver compound annual

growth in EPS of greater than 15%

Passion Openness Integrity Care Discipline

OUR VISION

OUR PURPOSE

OUR GOALS

OUR FINANCIAL TARGETS

OUR VALUES

Our Strategic RoadmapWhat is our vision for the future?

• ‘Every injury is preventable’

• Building team engagement and capability

• Customer Centricity, Alignment and Agility

• Achieving our performance targets

• Progressing our strategic initiatives

Super Retail leadership focus 2016/17

SAFETY

TEAM

CUSTOMER

BUSINESS

IMPROVEMENT

• Engagement and solutions focus

• Thinking about the impact on the customer of every decision

4

� Store developments – new stores/superstore extension/refurbs

� Multi-channel development

� Customer connection - Club marketing and events

� Clarity on our joint standards

� Ethical Sourcing – supply chain visibility

� ‘How can we work together to be more efficient?’

� Supply chain and inventory management

Building our partnership

OPPORTUNITY

RESPONSIBILITY

CUSTOMER

ENGAGEMENT

EFFICIENCY

� New products

� Content

� Packaging and Information

Thank you for your supportThank you for your supportThank you for your supportThank you for your support

We look forward to growing our partnershipWe look forward to growing our partnershipWe look forward to growing our partnershipWe look forward to growing our partnership


ENTER TITLE HERE

TRADE PARTNER FORUM 2016 – SCA UPDATE CHRIS WILESMITH Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”

Some reflections on the year that was?

5


60.00%

62.00%

64.00%

66.00%

68.00%

70.00%

72.00%

74.00%

76.00%

78.00%

80.00%

2011 2012 2013 2014 2015

Retention & Engagement

Engagement

Retention

Linear (Engagement)

Linear (Retention)

Team engagement we achieved 76%

Our aspirational target is to move to +80%


Our Team and Business has been recognized for excellence


Our Team and Business has been recognized for excellence

Roy Morgan

“Customer Satisfaction

Award 2015”

Auto Store of the Year

Inside Retail

Finalist

‘Loyalty Program Experience Award’

Retail Customer Excellence Awards

NRA

Rewards for Excellence

2015

Large Retailer of the Year

ALL STAR BASH

2016

Supercheap Auto

“Top Automotive Retailer”

Recognition of outstanding

achievement in Digital Retail

Australian Auto Aftermarket

Supercheap Auto

“Certificate of Achievement”

2015 Most Innovative Digital Marketing

Campaign

SCA “Big Break Competition”

Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”20

Achieving

7979

7575

55

1818

33

535355

4444

Now 310STORES ACROSS

AUSTRALIA & NEW ZEALANDand growing…

2828

Holden Hill

6


Consolidate Extend EnhanceNew Zealand Australia Service - solutions


Cost Increase Pressures / FX exchange rates

$30M impact to our business FY15 -16

increasing the cost as currency falls

Danger increasing prices are reducing unit

sales


The World is changing


7


P


So why change ???

Weare going to before

somebody else does.

Could have been

Could have been

???????


OUR CHALLENGEWe enjoy top line growth but the factors that made us

successful are changing.

CARS WITH ELECTRIC ENGINES

Cars with combustion engines

Car ownership = best form of transport

Ability to service the car yourself

CAR SHARING & AUTONOMOUS

VEHICLES

VIRTUAL SERVICING /CLOSED ECO SYSTEM

REQUIRE LESS SERVICING, LESS OFTEN

LESS CARS TO SERVICE

LESS ABILITY TO DIY SERVICE


THE CONDITIONS WE NEED TO BE SUCCESSFUL?

CHANGES TO ONE OF THESE WILL MAKE OUR BUSINESS FRAGILE AND

OVERTIME NICHE

Cars with combustion enginesCar ownership = best form of

transportAbility to service the car

yourself

1. MARKET 2. GOVERNMENT 3. COMPETITION

8


IN THE LAST CENTURY NEARLY EVERY INDUSTRY HAS UNDERGONE RADICAL CHANGE…

COMMUNICATIONS ENTERTAINMENTFLIGHT SCIENCE

1900s

2010s

SILENT MOVIES

NETFLIX

12” FLIGHT

ISSIPHONE

TEL. EXCHANGE CHEM. LAB

HADRON


BUT, IN THE LAST 100 YEARS ‘THE PRIMITIVE GAS-BURNING CAR HAS BECOME A BETTER GAS BURNING CAR’

Source: Wait by Why by Tim Urban

1920 2015


REGULATORS & GOVERNMENT: CREATING A ‘NON-COMBUSTION ENGINE’ RACE

ESTABLISHMENT OF US EPA AND SIMILAR

BODIES

NEED TO REDUCE RELIANCE ON ‘FOREIGN OIL’

30% OF GLOBAL WARMING IS TRANSPORT

POLITICALLY UNSTABLE MIDDLE EAST*

US$2.4B GRANT TO DEVELOP NEXT GEN VEHICLES & GREEN

COLLAR JOBS

53 YEARS OF CRUDE OIL EXTRACTION

LEFT

50%WORLD’S OIL

RESERVES IN THE

MIDDLE EAST

SOURCE: US ENERGY INFORMATION ADMINISTRATION 2013; Wait by Why, and Union of Concerned Scientists, 2015 ; * at least more than normal with Arab Spring, ISIS and US disturbance

+ + +NO ALTERNATIVE TO PETROL-POWERED

CARS

ENFORCEMENT OF EMISSIONS STANDARDS

= = =


OUR CUSTOMERSSCOTT, BARRY & HERB ARE IN DECLINE

SCOTT BARRY HERBWORKED ON THE CAR LAST 3 MONTHS (FY11-15)

-3% -4% -2%

BOUGHT CAR ACCESSORIES IN LAST 3 MONTHS (FY11-15)

-3% -3% -2%

BOUGHT FRO SCA IN LAST 3 MONTHS (FY11-15)

-1% -1% 0%Source: Roy Morgan Single Source

9


GROWTH AFTER FY20 WILL FALL -3.5%CPI and Population adjusted

1.4% 1.4%

1.0% 1.0%

0.5%

0.0%

-0.6%

-1.2%

0.0%

1.2%

2.4%

FY17 FY18 FY19 FY20 FY21 FY22 FY23

Yo

Y %

Gro

wth


CONTRAST THIS TO THE DIFM MARKET,

BY 2018 THIS WILL BE NEARLY DOUBLE DIY and showing a growth trend of +3.6% PA

DIFM OPPORTUNITY INCLUDES: CAR WASH, CAR SHARE, TYRE RETAILING, ELECTRICAL SERVICES, BODY+PAINT+INTERIOR REPAIR, ENGINE AND PARTS REPAIR, DETAILING , AUTOPARTS AND ACCESSORIES, ENERGY GENERATORS + SOLAR PANELS

$13B

DIY 2018 $22B

DIFM 2018

3 YR CAGR +3.6% 3 YR CAGR -1.5%


So What will we be in the future ?


TODAY’S MINDSET

We need to move from inviting customers to being Invited

THE FUTURE IS NOT LOGICAL

FORGET WHAT YOU ‘KNOW’

BE A DEVIANT

FacebookApple

AirBNBUber

10


4 Cornerstones have been identified

for SCA’s growth strategy Retail Leadership

Taking the SCA offer to a wider audience including DIFM customers: Evolve from leading specialist to category killer in car-

related lifestyle

Service LeadershipDisrupt the traditional workshop-based service and repair

segment by offering selected fast-fit services at amazing value, with long awaited convenience, from a high confidence brand

Leadership in Digital EngagementPhysical and digital user experience that makes SCA top of mind

and first port of call for car related lifestyle: products, services, knowledge and shared community interest.

Trade Grow full service trade offer


OUR OPPORTUNITY is to EVOLVE

DIFM DDA

products ‘supplies’no service

appeals to the hard core enthusiast

mechanical serviceslimited supplies (longtail online)

appeals to ‘mainstream’ - little to no experience

information servicesgo to you

subscription modelsappeals to the next gen car buy

(digital native)

Have the best offer 18 months +12 - 18 months

HORIZON 1: NOW HORIZON 2: NEXT HORIZON 3: LATER

DIY


RETAIL LEADERSHIP

Service & Solution Leadership

Digital Leadership

1.DRIVING RETAIL LEADERSHIP(Pam, Angus will share more)

Team Customer connectionsNext Generation Stores

Academy Team DevelopmentSeamless Digital connections online

My Customer Promise

I will ensure I visibly champion the customer and share their voice in all I do.

I will support the team in delivering great customer outcomes.

I will always look for ways to surprise and delight the customer before they think they need it.


RETAIL LEADERSHIP

SERVICE LEADERSHIP DIGITAL LEADERSHIPCOMMUNITY

SOCIAL MEDIAASSET SHARINGSUBSCRIPTION

WWW.SHARE MY.COM.AU

2. BUILDING COMMUNITY, CONNECTING SOCIALLY(Angus, Matt Logan will share some exciting new initiatives)

11


Great range, innovation leadership from quality content delivering double digit growth


3.SERVICE & SOLUTION LEADERSHIP(Angus and Pam will tell you more)

RETAIL LEADERSHIP

SERVICE LEADERSHIP PERSONALISATION

THE WORKSHOPS

SERVICE BOOKINGSFITMENT & SERVICES


OUR FUTURE MODEL


Super CHEAP Auto

today tomorrow

ProductsPersonalised Social

technology for the car or planned tripmechanics of the car

DIYSubscription shared services

Partnerships solutionsownership

no services

OPPORTUNITY TO EVOLVE THE BRAND DNA FROM ‘CHEAP‘value products TO ‘SMART’ products, services & solutions.

(No we are not changing the brand)

Super SMART Autoand Mobility Solutions

Products

Social

12

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TRADE PARTNER FORUM 2016 – MARKETING UPDATE DAVID BAUERManagers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”46

How do we move from inviting customers into our stores, To being invited into our customers lives?

Where do we want to be?


To inspire our customers through understanding

their passions, needs and wants; providing

solutions and knowledgeable service in a

relevant and engaging way.

How do we get there? Being invited into our customers lives

Context Content

Personalised,

engaging customer

experience,

tailored to the

individual.

Offer a physical and digital user experience that makes SCA top of mind and first

stop for car related lifestyle: products, services, knowledge and shared

community interest.

13

Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”49 Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”50

Being invited into our customers lives

Context Content

Personalised,

engaging customer

experience,

tailored to the

individual.

52

Alex

Barry

Cathy Herb

Luca

Scott

14


Leveraging Club data

55

• Partnership to develop, test and implement innovation

• Create an internal culture of innovation

• Maintain leadership into an ever changing retail and automotive environment

Innovation Lab : Addressing the Future Challenges

15


Context Content

Personalised,

engaging customer

experience,

tailored to the

individual.

16

To be involved…

Contact:

David Bauer – SCA Marketing [email protected](07) 3482 7745

Reece Moger – Content [email protected](07) 3482 7959

or your Category Manager


2.5 Million Unique Views!

17

Creating a stronger connection through digital

Contact:

David Bauer – SCA Marketing [email protected](07) 3482 7745

Janet Bulloch – Promotions ManagerJanet [email protected](07) 3482 7562

or your Category Manager

We are also developing a calendar of key events, and we will be in contact with opportunities for your brands and products.


Context Content

Personalised,

engaging customer

experience,

tailored to the

individual.

Delivering the “Super Experience”Delivering the “Super Experience”

18

Supercheap Auto measures CX via our NPS program. NPS is defined by one question:

“How likely are you to recommend Supercheap Auto to your family & friends?”

Score 0 = Highly unlikely VS 10 = Highly Likely

Measuring CX | NPS

% Promoters% Promoters % Detractors% Detractors Net Promoter ScoreNet Promoter Score- =

Extremely unlikely

Extremely likely Drivers are questions that help us understand more

Driver Statement

Competitive Pricing The prices were competitive

Responsive Staff The staff were responsive

Knowledgeable Staff The staff were knowledgeable

Product Availability The products I wanted were offered

Customer Needs I am confident that the products I have purchased will meet my needs

Ease It was easy to find what I was looking for

Store Appearance The store was clean and tidy

66%

19

81%

How can we make customers want our tattoo?

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TRADE PARTNER FORUM 2016 – LOGISTICS UPDATE GRAHAM BINGHAM

20


Supply Chain Focus FY17 What are our goals?• Reducing our cost cost to serve across Super Retail Group by $10m+ pa

• Step change improvement with our delivery in full on time service (DIFOT)

What have we been doing?• Distribution Centre’s ~30% more productive year on year

– Planning resource, volume and product flows (reduced/removed premium time)

– Layout (slotting) simultaneously increased stock at pick while reducing pick path

– Process improvement (EG: cluster picking 6 + orders per pick cycle)

• Transport carriers delivering ~ 25% more cube per pallet year on year– Market review of all carriers and more disciplined scheduling

– Optimising routing & reducing non value added movements

• Trade Partner delivery in full on time from below 90% to above 95%– Sharing information and performance

• Network – Reviewed our current network configuration in light of changing customer requirements


Supply Chain Focus FY17 – FY20

What are we working on?• Network plan for next 3-5 years

– Ranging by Distribution centres (EG: Consolidating very slow moving sku’s, Dark stores etc.)

• Distribution Centre’s and Transport– Optimising flow of products from source to customer by channel

What are we not ready to do right now?• Primary Freight

– We will not be receiving stock into one DC and then distributing it across our network

– We are not ready to complete factory gate pick-ups on any scale in FY17

– We will work with compliant trade partners but not force onerous obligations that add cost but are not required

What we need help with from our Trade Partners?• Working collaboratively

– Where can we improve service and/or lower cost?

– What fixed costs (EG: DC storage) can we collectively reduce?

– What is the “silly stuff” that adds costs to your business?

– How do we flow stock from source to store more effectively


Trade Partner Engagement

• Key SRG Contacts:

– Paul Armitage (Supply Chain Planning Manager)

• [email protected]

– Graham Bingham (GM – Distribution Network)

• [email protected]

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TRADE PARTNER FORUM 2016 – MERCHANDISING MATT LOGAN

21


Merchandise UpdateMatthew Logan – General Manager Merchandise

Alex

Barry

Cathy

Herb

Luca

Scott


Occasions & Solutions

Shopper Mission

Pathways to Purchase

OUR PARADIGM SHIFTS

OUR STRATEGIC PILLARS

INNOVATION

AND NEW

OPPORTUNITIES

ENABLERS

Assortment Productivity

Customer Understanding

and Insight

Space Management

Capability

Multi-Channel Ranges and Endless Aisle

Store Clustering

New Range Extensions

On-Line Range Width

Private and Exclusive Brands

Inventory and Supply Chain

Efficiency

Multi-Channel Promotional

Program

OUR DELIVERY

Trade Direct Ranges

In-Store Brand Presence

Store Layouts

Multi-Channel

Ease of Shopping

Digital Engagement

Cross Chanel NPD Launches

Range Clustering

Multi-Channel Offers

Merchandise Strategic Framework


Traditional Hierarchical Category Approach moves to Solutions and Occasion based

Caring for My Car

Solutions

Service & Maintenance

Solutions

Adventure on the Road

Solutions

Safety & Comfort on the road

Solutions

Parts & Diagnostics

Solutions

Impulse & Gift Giving SolutionsTechnology

to Enhance the Driving Experience Solutions

Garage & Workshop Solutions

Space management, pricing, promotions and planning will form an integral part of our retail disciplines to deliver, getting us closer to the customer through range development and insights to support range evolution

and the development of engaging solutions that support in-store occasions.


Store Occasion PLU/Planogram

Occasions & Shopper Pathways

National Ranging One Size Fits All by Category

In-Store Space Allocation by Occasion & Category

Segmented Ranging by Occasion & Store Cluster Type

22

Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate” Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”86

On-Line & Trade channels pace of growth will be greater than Bricks & Mortar

2015/16 2016/17

307 Stores

4.3% GROWTH

PLAN

320 Stores

72% GROWTH

PLAN

15% GROWTH

PLAN

60%+ growth in

mix

10%+ growth in

mix


What does it all mean

What will you need to consider

Online and Digital experiences must meet or exceed the experience of physical stores. How can your

brands play a bigger part, what are you prepared to invest to support customer engagement across

channels.

Clustering will impact range and brands, width and depth as we invest to grow, maintain and decline

space across occasions.

On-line curation of our endless aisles to provide choice and support new product launches

Range and Brand opportunities across channels to support our growth pillars.

Working Capital hurdles will increase to support improved inventory productivity.

Our instore experience with respect to service, product availability and general hygiene must be

frictionless


$-

$200,000

$400,000

$600,000

$800,000

$1,000,000

$1,200,000

$1,400,000

$1,600,000

89.00%

90.00%

91.00%

92.00%

93.00%

94.00%

95.00%

96.00%

97.00%

Dec-15 Jan-16 Feb-16 Mar-16 Apr-16 May-16 Jun-16 Jul-16 Aug-16

Sales Maximisation

Average DIF % Missed Revenue

Target 95%

How do you Maximise your Opportunity?

MISSED REVENUE OPPORTUNITY = $9,097,987

23


We are moving to Prime Revenue.

• We are rolling out a new supply chain finance platform, called Prime Revenue.

• Inviting all trade partners to join the platform.

• Your SRG representative will be in contact to discuss further

Better for Super Retail Group, better for our trade partners.

• Prime Revenue offers us the ability to better manage all invoices and payments, especially as we continue to grow.

• Consolidating onto the one platform will further improve our efficiency, and give you more flexibility over your payment terms.

• Enables earlier access to cash for you.

New supply chain finance platform


Flexibility over payment terms The Prime Revenue platform allows trade partners to choose when you are paid – from as soon as their invoices are approved.

Trade Partners- Improved cash flow

- Increased invoice visibility

- Discounted liquidity

- Off-balance sheet funding

- Free to use, no IT investment or need for new bank account

Buyers- Improved cash flow

- Stronger supply chain

- Optimized working capital needs

Funders- Good quality credit

- Reduced payment risk

- Attractive asset pool


Win-win for both sides

Trade PartnersSuper Retail Group

Improved cash flowImproved cash flow

All trade partners on one

platform

All trade partners on one

platform

Optimised working capital

needs

Optimised working capital

needs

Provides flexibility over

payment terms

Provides flexibility over

payment terms

Improves cash flow

without increasing debt

Improves cash flow

without increasing debt

Greater visibility over cash

flows

Greater visibility over cash

flows

Mutual Benefits

Free to use, no IT

investment or need for new

bank account

Free to use, no IT

investment or need for new

bank account

Increased invoice

visibility

Increased invoice

visibility


Where to find out further information:

1. Handout about Prime Revenue on your table

2. Your usual SCA key contact will be providing you with further information

and materials about the platform in the next few weeks via email.

3. Visit www.PrimeRevenue.com

4. Support will be provided by Super Retail Group and Prime Revenue to

help you on this journey

5. Contact your usual Super Cheap Auto contact with any queries.

92

Further information to come

24

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TRADE PARTNER FORUM 2016 – DIGITAL & TRADE ANGUS MCDONALD

Trade and Digital Team StructureAngus McDonald

Trade and Digital Manager

Aus. trade and product

support team

NZ trade and product support

team

Fulfilment operations

Matt RowseDigital Business

Manager

Daniel CrabtreeTrade Business

Manager

Online user experience and

capabilities

[email protected]+61 (0) 478 478 709

[email protected]+61 (0) 438 172 933

[email protected]+61 (0) 418 208 971

• Trade program• Customer orders and Oscar

catalogue• Product support for retail team

• SCA AU & NZ Websites, eBay, Trademe

• Online fulfilment• Digital touch-points in-store

Natalie MitchellServices Business

[email protected]

+61 (0) 7 3480 7540

• Development of our services beyond in-store fitment

Trade:

100% growth on LY

• Launched the Trade Direct brand

• Extension of additional services in the Australian market

• Specialised trade team continuing to build and grow this program

Continued refinement of our offer this year, with a number of tactical activities underway

• Launched 90 minute click and collect �� Seamless experience across channels

• Many extensions in product and services

• 30,000,000 visitors throughout FY16

• NRA Multichannel Retailer of the Year 2016

• Power Retail top 100 2016: Top Automotive Retailer

Digital:

84% growth on LY

25

Seamlessly merging the physical and the digital

Integration between the in-store offer and experience, and the digital offer beyond the four walls

98

+73% greater spend

+4 extra transactions

Supercheap Auto club customers who shop across multiple channels, vs. in-store only:

New website live now, many improvements to continue throughout the year

26

Digital Selection Guides• Supporting customer selection at

the shelf edge

• Redesigned customer journey, improved look and feel, consistent customer experience

• Rolling out to a number of additional locations in all stores

• Autoi Oscar catalogue data Providing solutions for our customers beyond what we can do in-store

27

Maximising exposure and opportunity for your brands:

Endless Aisle

Vehicle application cataloguing

Maximising Online Exposure

• Thousands of extra products online

• Great opportunity to expose your full assortment, supporting online and order in-store

• Still the highest website traffic in the industry

• Support connection with rich content, information

• New product launches, campaigns and events

Oscar cataloguing – vehicle applications need to be in Oscar for both customers online, team members & customers in-store

Thank you for your continued support!

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TRADE PARTNER FORUM 2016 – RETAIL UPDATE PAM PUGSLEYManagers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”

How we will address “Training and knowledge for team?”

108

Supercheap Auto Retail Learning Academy

Vision

• Empowering our Team to meet the changing, evolving needs and expectations of our Customers using a robust, intuitive, user friendly learning platform

Objective

• Increased Customer Satisfaction – ‘Customer Super Experience’

• Build a robust e-learning style training, product and team development platform facilitated by the Product Trainer

• Build a platform which enables team to engage through self directed learning whilst allowing them to “work the way they live”

28


4 Corner stones have been identified for SCA’s growth strategy

Retail LeadershipTaking the SCA offer to a wider audience including DIFM

customers: Evolve from leading specialist to category killer in

car-related lifestyle

Solutions & Service Leadership

Disrupt the traditional workshop-based service and repair segment by offering selected fast-fit services at amazing

value, with long awaited convenience, from a high confidence

brand

Leadership in Digital EngagementPhysical and digital user experience that makes SCA top of mind and first port of call for car related lifestyle: products,

services, knowledge and shared community interest.

“What are the key strategies for the immediate future?”


Generation 1- Up until 2006


Generation 3- Store of the Future

111 Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”

29


The Evolution of In Store ServicesFitment Service Launched

2007

Battery Recycling 2009

Paint Mixing 2013Oil Recycling 2014

Vehicle Diagnostics 2014

Services Message Refresh 2015

Battery Fitment 2015

Fixed Price Car Service launch 2016

Fit What We Sell Launch September 2016Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”


Providing The SolutionDIY

DIFM

DDA - Don’t Do Anything

Repair Kits

In Store Repair

“They help me fix it”

“They do it all for me”

“They Just Make it happen”

Barry Scott

Alex Cathy

Monica Matt


Why are we measuring NPS?

Visitmore

Buymore

Tell their friends

Promoters of our stores…

We can use NPS to…

Identify and do more of the things that create Promoters

Identify and do less of the things that create

detractors

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In Summary…..……what we do with the info is what counts!

Listen Learn Act

It’s all about the Customer Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”Managers Conference 2015 “Accelerate”

NPS – What our customers really think about us

118

Launch - August 2015 41%

Current - September 2016 51%


We couldn’t do it without your Support

ENTER TITLE HERE

TRADE PARTNER FORUM 2016 – CLOSE

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Looking to become better Store of the Future customer driven

Quality vs. Quantity Research is ongoing.

It starts and ends with the Customer

121

We continue to think like No.2


Key Messages and Opportunities1. Merch – Sales Maximisation, we must improve order fulfilment to meet customer need

(NPS net promoter score)

2. Safety, support us to achieve zero injuries.

3. Customer Centricity training our teams to deliver great experiences.

4. Retail – Supporting us in store to empower our teams through knowledge.

5. Supercheap Auto Trade Direct, please support this great growth opportunity.

6. Content we need your help to build Social Digital communities.

7. Online - New Product Launches and Promotions, allowing us to personalise customer

connection.

8. Oscar Cataloguing – please work with Auto I to ensure your products are on catalogue.

9. Merch – Working Capital Efficiency, trade finance, inventory efficiency, we need your

support.

10. DC – DIFOT and communicating the silly things we do

All our teams collaborating will deliver our success.


As we leave for home this forum

Be safe and look after yourself and others

around you, safe travels home and thank you

for supporting an outstanding year

2016 SUPERCHEAP AUTO NZ TRADE

PARTNER AWARD RECIPENTSTrade Partner of the Year: DIRECTED ELECTRONICS NZ

Outstanding Safety Record:

KARCHER LTD

Outstanding Logistics Trade Partner:

GRIFFITHS EQUIPMENT LTD

Most Consistent Trade Partner:

ACCENT TOOLS LTD

Most Improved Trade Partner:

MONACO CORPORATION

Outstanding Endless Aisle Trade Partner:

EXEDY NEW ZEALAND LTD

Retailers Choice:

GUD NZ LTD

Outstanding Trade Partner Gold:

KARCHER LTD

Outstanding Trade Partner Platinum:

ILANA ACCESSORIES PTY LTD

Outstanding Trade Partner Diamond:

CRC INDUSTRIES (NZ) LTD

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2016 SUPERCHEAP AUTO AUS TRADE

PARTNER AWARD RECIPENTSTrade Partner of the Year: ILANA ACCESSORIES

Outstanding Marketing Campaign:NULON PRODUCTS

Outstanding Safety Record:ILANA ACCESSORIES

Outstanding Logistics Trade Partner:LN MARKETING

Most Consistent Trade Partner:SPECTRUM BRANDS

Most Improved Trade Partner:AUSTRALIAN AUTOMOTIVE PARTS

Innovative Product Launch Trade Partner:GNG SALES

Outstanding Endless Aisle Trade Partner:TRIDON AUSTRALIA

Retailers Choice:MOTORACTIVE

Outstanding Trade Partner Gold:FULCRUM SUSPENSIONS

Outstanding Trade Partner Platinum:GNG SALES

Outstanding Trade Partner Diamond:NULON PRODUCTS

rolled shelf edges for care - supercheap...

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