EX-99.2 3 piperjaffrayslides.htm PIPER JAFFRAY CONFERENCE PRESENTATION SLIDES Piper Jaffray Conference Presentation Slides
EXHIBIT 99.2
 
 
Piper Jaffray
  26th Annual Consumer
Conference
June 7, 2006
 
 

 
Dorrit J. Bern
 
Chairman, CEO and
President
 
 
Steven R. Wishner
 
Sr. Vice President
 Finance, Strategy and Business
Development
 

Gayle M. Coolick
Director of Investor Relations
 
2

 
Forward-Looking Statements
This presentation contains certain forward-looking statements concerning the Company's operations, performance, and financial condition. Such forward-looking statements are subject to various risks and uncertainties that could cause actual results to differ materially from those indicated. Such risks and uncertainties may include, but are not limited to: failure to implement the Company’s business plan for entry into the outlet store distribution channel, the failure to implement the Company’s business plan for increased profitability and growth in the Company’s retail stores and direct-to-consumer segments, the failure to successfully implement the Company’s expansion of Cacique through new store formats, the failure to successfully implement the Company’s integration of operations of, and the business plan for, Crosstown Traders, Inc., adverse changes in costs vital to
catalog operations, such as postage, paper and acquisition of prospects, declining response rates to catalog offerings, failure to maintain efficient and uninterrupted order-taking and fulfillment in our direct-to-consumer business, changes in or miscalculation of fashion trends, extreme or unseasonable weather conditions, economic downturns, escalation of energy costs, a weakness in overall consumer demand, failure to find suitable store locations, the ability to hire and train associates, trade and security restrictions and political or financial instability in countries where goods are manufactured, the interruption of merchandise flow from its centralized distribution facilities, competitive pressures, and the adverse effects of natural disasters, war, acts of terrorism or threats of either, or other armed conflict, on the United States and international economies. These, and other risks and uncertainties, are detailed in the Company's filings with the Securities and Exchange Commission, including the Company's Annual Report on Form 10-K for the fiscal year ended January 28, 2006 and other Company filings with the Securities and Exchange Commission.  Charming Shoppes assumes no duty to update or revise its forward-looking statements even if experience or future changes make it clear that any projected results expressed or implied therein will not be realized.
 
3

 
*Management Estimate, Fiscal Year 2007
A Multi-Brand,
Multi-Channel
Retailer
$3 Billion* In Annual
Sales
 
4

 
Our Retail Store Brands
 
5

 
Apparel Catalog Titles
 
6

 
Footwear, Gift And Home
Catalog Titles
 
7

 
A Multi-Brand,
Multi-Channel
Retailer
Our Goal Is To Grow To
$4 Billion In Annual
Sales Over The Next
Three To Four Years
 
8

 
Multi-Channel
Growth Strategies
 
9

 
Single Channel
Customer
e-Com First Customers
Are Worth Almost
3x More Than A Single
Channel Shopper
Retail First Customers
Are Worth 4x More
Than A Single Channel
Shopper After 3 Years
*Source: Forrester Research (WSJ 09/03/04) and Charming Shoppes Research
Multi-channel Customers
Have A Higher Annual Spend
Than Single-channel Customers
 
10

 
Bricks And Mortar
Growth Strategy
 
11

 
Stores
*Working Title of Catalog
lanebryant.com
.com
Woman*
Outlet
Catalog
Cacique
Side By
Side
Retail
Catalog
Apparel
Home
Leveraging The Brand
 
12

 
Expand Lane Bryant From 750
To 1,000 Stores*
Organic Store Growth
*Management Estimate
 
13

 
Store Growth Plan Is Centered On
Expanding The Lane Bryant Store
Portfolio
Lane Bryant Stores Generating The
Highest Store 4-Wall Contributions
Compared To Our Sister Brands
Primarily Strip and Lifestyle Based,
Providing Higher Returns Than
Malls
New Store Concept Is Cacique
Side By Side
Organic Store Growth
 
14

 
Migrating Our Store Locations To
Strip And Lifestyle Centers*
Organic Store Growth
*Management Estimate
 
15

 
We Hold The #1 Market Share* In
Specialty Plus-Size Intimate Apparel
During 2005, We Tested A New Store
Concept For Additional Growth In
Intimates
Our Side By Side Format Is Producing
Not Only Increased Sales Of
Intimates, But Also Strong Sales
Growth In Sportswear Categories
Cacique Side By Side
*Source: Derived from NPD Group Research
 
16

 
 
17

 
 
18

 
 
19

 
New Store Format
Increases Sales By
       50% - 60%
Square Footage
Increase Of 40%
Productivity Increase Of
20% - 25%
Cacique Side By Side
Stores
 
20

 
Outlet Store Growth
Strategy
 
21

 
Stores
*Working Title of Catalog
lanebryant.com
.com
Woman*
Outlet
Catalog
Cacique
Side By
Side
Retail
Catalog
Apparel
Home
Leveraging The Brand
 
22

 
The Outlet Market For Apparel
Approximately $3.5 Billion(1)
Annually In Women’s Apparel
Shoppers Will Travel Up To 75
Miles To Outlet Centers, As
Opposed To An Average Of 10
Miles For Malls(2)
96% Of Outlet Shoppers Make
At Least One Purchase(3)
The Outlet Shopping
Channel
(1) Management Estimate; (2) ICSC; (3) Tanger Outlets market researchoverview
 
23

 
The Lack Of A Focus On
Plus Sizes In The Outlet
Channel Presents An
Excellent Opportunity For
Lane Bryant To Make An
Immediate, Significant
Impact
Our Opportunity
 
24

 
Entry Into The Outlet Channel
Approximately 75 Stores To
Open During July/August 2006
Projected Expansion To A Total
Of 150 Stores* Over Time
Anchored With Product
Developed Exclusively For Outlet
Lane Bryant Outlet™
*Management Estimate
 
25

 
Outlet Product Strategy
Primarily Updated, Key Items,
Utilizing Our Direct Sourcing Group
Top Picks Of Current Fashion
Best Sellers From Previous Season
Selected National Brands
Adding Footwear, Social Occasion
Lane Bryant Outlet™
 
26

 
 
27

 
Lane Bryant Outlet
Stores Are Expected To
Operate At Revenue
And Operating Margin
Levels That Meet Or
Exceed* Those Of Lane
Bryant's Average Retail
Store Units
Lane Bryant Outlet™
*Management Estimate
 
28

 
Lane Bryant
Catalog Growth
Strategy
 
29

 
Stores
*Working Title of Catalog
lanebryant.com
.com
Woman*
Outlet
Catalog
Cacique
Side By
Side
Retail
Catalog
Apparel
Home
Leveraging The Brand
 
30

 
The Lane Bryant
Catalog, Operated
By Redcats USA,
Today Produces
Annual Revenues
Of More Than
$300 Million*
The Lane Bryant Catalog
* Charming Shoppes’ Management Estimate
Lane Bryant Catalog Owned And
Operated by Redcats USA
 
31

 
The Reversion Of
The Trademark
For The
Lane Bryant
Catalog Occurs In
October 2007
The Lane Bryant Catalog
Lane Bryant Catalog Owned And
Operated by Redcats USA
 
32

 
Launch The Lane Bryant Woman Catalog In
October 2007
Product Strategy
Developing Product For The Baby Boomer – The Core
Customer
More Traditional, Fashion-Basics Driven
Ready To Wear, Casual, Intimate Apparel
Expand Into Non-Apparel Categories
Footwear, Home
Build Ecommerce Businesses To Complement
The Print Catalogs
Leverage The Operations And Infrastructure Of
Crosstown Traders
Lane Bryant Catalog:
Our Growth Strategy
 
33

 
Product And Brand
Extensions
 
34

 
Product And Brand
Extensions
 
35

 
Our Combined Customer Databases
Include 75 Million Unique Names
We Will Leverage Our Extensive
Database To Drive Sales In Our Core
Apparel Catalogs
Charming’s Database Provides
Cross-Selling Opportunities For
Crosstown, And A Vehicle To Drive
Increased Sales Through Existing And
Future Catalogs, Focusing On Footwear
And Home Categories
Catalog:
Our Growth Opportunities
 
36

 
E-Commerce
Growth Strategy
 
37

 
Stores
*Working Title of Catalog
lanebryant.com
.com
Woman*
Outlet
Catalog
Cacique
Side By
Side
Retail
Catalog
Apparel
Home
Leveraging The Brand
 
38

 
E-Commerce Sales Have Nearly
Doubled In Each Of The Last 3 Years
Use Multi-Channel Structure To Drive
Additional Growth In E-Commerce,
Utilizing Improved Systems Support
And Integrated Customer Service
Increased Product Assortments,
Including Additional National Brands
Accelerate Growth In
   E-Commerce
 
39

 
Revenue Contributors
$3 Billion Base
 
40

 
Revenue Contributors
$4 Billion Base
 
41

 
OUTLETS
CATALOG
$4 Billion
$100 Million+
$800 Million
MULTI-BRAND
MULTI-CHANNEL RETAILER
BRICKS &
MORTAR
$2.9 Billion
E-COMMERCE
$200 Million
Our Three To Four
Year Financial
Plans Include:
 
42

 
Financial Review
 
43

 
Highlights:
18% Revenue Growth
Improvement In Gross Profit Margin And Pre-Tax Margin
54% Net Income Growth, Following 70% Growth In The Prior
Year
Year Over Year Financial
Performance
(Fiscal Years Ended January 28, 2006 and January 29, 2005)
 
44

 
Highlights:
22% Revenue Growth, With 1% Same Store Sales Increase
Improvement In Gross Margin And Merchandise Margin For
Retail Stores Segment
7% Improvement In Net Income
1st Quarter Financial
Performance
(Fiscal Quarters Ended April 29, 2006 and April 30, 2005)
 
45

 
* Management Estimate
FY 2007 Projected Financial Plan*
(Fiscal Year Ending February 3, 2007)
Revenue Growth Of 11% - 13%, To
$3.0 - $3.1 Billion
Gross Margin Of 29.0% - 29.5%
Continued Merchandise Margin
Expansion In The Retail Brands
SG&A Ratio Of 23.5% - 24.0%
EPS Growth Of 10% - 12%, To $0.81
- $0.83
Includes Pre-Opening Expenses For
The Outlet Division Of Approximately
$0.04 Per Diluted Share
 
46

 
*Please Refer To http://www.charmingshoppes.com/investors/earnings/index.aspFor A
Reconciliation Of GAAP To Non-GAAP Financial Measures.
(e) Management Estimate
FY 2007 Financial Metrics(e)
(Fiscal Year Ending February 3, 2007)
Capital Expenditures Projected At
Approximately $140 - $150 Million(e)
Compared To $115 Million In The
Previous Year
Approximately 160 New Stores,
Including 75 - 80 Outlets
Free Cash Flow* Projected At
Approximately $60 Million(e)
Depreciation And Amortization Of
$95 - $100 Million(e)
 
47

 
Highlights:
$100 Million In Cash Utilized For The Purchase Of
Crosstown Traders During FY 2006
Additional Debt Of $110 Million Associated With
Purchase Of Crosstown Traders During FY 2006
Selected Balance Sheet Data
($ in Millions)                           4/29/06                 1/28/06                        4/30/05
Cash and                      $167                     $150                           $276
Investments
Long Term Debt           $203                     $207                           $200
Total Assets              $1,649                  $1,567                        $1,385
 
48

 
Key Investment Highlights
Based On Our Growth Opportunities And
Building On Our Multi-Channel Strategy,
Our Three To Four Year Financial Plans
Include:
CAGRs In The Low-Teens For Net Sales
CAGRs In The Mid-Teens For Net Income
EBIT Margins In The 7% - 8% Range, On The
Higher Revenue Base
Maintain Strong Liquidity From Internally
Generated Free Cash Flow and Bank
Credit Line
 
49

 
Piper Jaffray
  26th Annual Consumer
Conference
June 7, 2006