4imprint Group Plc · LSE:FOUR
4imprint — Investor Presentation (2011)
21 slides from 4imprint's investor presentation, 2011
Slide 1: 4imprint Direct Marketing
4imprint Direct Marketing Promotional Products Distribution Driving growth by serving the market differently. 4imprint Direct Marketing Driving growth by serving the market differently.
Slide 2: 4imprint Direct Marketing
4imprint Direct Marketing • Promotional products market • 4imprint position and market opportunity • 4imprint model and competitive advantage • Delivering growth Driving growth by serving the market differently. 4imprint Direct Marketing 2 Driving growth by serving the market differently.
Slide 3: Promotional products
Promotional products Merchandise custom printed with the logo or name of an organisation to promote a brand, service or product. 4imprint Direct Marketing 3 Driving growth by serving the market differently.
Slide 4: One pen. Many uses.
One pen. Many uses. Marketing Director – “Tradeshow Giveaway” HR Director – “Item For Our Welcome Kit” Sales Director – “Client Thank You” Executive Assistant – “Meeting Materials” Safety Director – “Safety Reminder” Office Manager – “Office Supply” Recruiter – “Promo Giveaway” Store Manager – “Fron
Slide 5: Promotional product range
Promotional product range 2010 Promotional product US sales by Computer Automotive, Games, 1.52% 1.69% category Products/Accessories, 1.97% Personal, 1.37% Magnets, 2.02% Buttons/Badges/Ribbons, Food, Clocks/Watches, 0.96% 1.98% 1.53% Sporting Goods, 2.06% Stickers/Decals, 2.26% Housewares, 2.41% Ot
Slide 6: The promotional products market
The promotional products market A large, well established market. 4imprint Direct Marketing 6 Driving growth by serving the market differently.
Slide 7: Industry structure
Industry structure Supplier Distributor Customer/User Corporate Programmes •Large, 1-3 year contracts with a (relatively) small •Manufacturer or number of large ‘blue chip’ •Multi-national to sole importer of blank companies trader product •Stocking of pre-branded •Non-profits, education, •Custom im
Slide 8: 4imprint Direct Marketing
4imprint Direct Marketing • Promotional products market • 4imprint position and market opportunity • 4imprint model and competitive advantage • Delivering growth Driving growth by serving the market differently. 4imprint Direct Marketing 8 Driving growth by serving the market differently.
Slide 9: Fragmented market
Fragmented market 4imprint addresses the The largest distributor ‘direct-to-customer’ represents just 2% of segment predominantly total sales. served by traditional distributors. Distributor size data source: PPAI Sales by Distributor type based on 4imprint management estimate and ASI State of the 4
Slide 10: 4imprint Direct Marketing
4imprint Direct Marketing • 5th largest US distributor (distributors 1-4 in Corporate Programmes/Field sales) • Largest Direct Marketer of Promotional Products - $190 million 2010 sales • CAGR of 14% over the past 5 years. Fastest growth of the top 10 • Less than 2% market share in the c.$12bn US ‘d
Slide 11: US & Canada - 4imprint Sales vs. Industry
US & Canada - 4imprint Sales vs. Industry Growth significantly ahead of the market. 4imprint Direct Marketing 11 Driving growth by serving the market differently.
Slide 12: 4imprint Direct Marketing
4imprint Direct Marketing • Promotional products market • 4imprint position and market opportunity • 4imprint model and competitive advantage • Delivering growth Driving growth by serving the market differently. 4imprint Direct Marketing 12 Driving growth by serving the market differently.
Slide 13: 4imprint competitive advantage
4imprint competitive advantage 4imprint Model Traditional Distributor Model • Addresses millions of • Reliant on local/regional potential purchasers customer base • Scalable phone/web • Field sales model sales model • Deep, focused supplier • Limited, ‘order-by-order’ partnerships supplier relations
Slide 14: Millions of individual customers with wide ranging tastes
Millions of individual customers with wide ranging tastes, objectives, timescales and artwork. 4imprint delivers a unique combination of marketing, service and technology to interface this need. …hundreds of thousands of products requiring rapid customisation of styles, colours and imprint methods.
Slide 15: Innovative marketing: Customer Acquisition
Innovative marketing Customer Acquisition • Catalogue circulation drives new customers to the telephone and web creating demand. • Search marketing captures demand. • Prospective customers sign up to receive relevant marketing e-mails. Catalogues Search Internet Samples E-Mail •Mailed to known •Pay
Slide 16: Innovative marketing: Customer Retention
Innovative marketing Customer Retention • Targeted Blue Box® sample mailings ‘deliver the showroom to the customer’. • Specific ‘mini-catalogues’ and targeted emails. • Key account management and telephone contact based on purchasing history. Blue Boxes ® E-Mail Telephone Internet •Targeted product
Slide 17: Consistent Retention of Customers Acquired
Consistent Retention of Customers Acquired Customers acquired % Customers ordering % Customers ordering again in 12 months again in 24 months Consistent repurchase rates. 4imprint Direct Marketing 17 Driving growth by serving the market differently.
Slide 18: 4imprint Direct Marketing
4imprint Direct Marketing • Promotional products market • 4imprint position and market opportunity • 4imprint model and competitive advantage • Delivering growth Driving growth by serving the market differently. 4imprint Direct Marketing 18 Driving growth by serving the market differently.
Slide 19: Orders Received
Orders Received Rapid order growth from new and existing customers. 4imprint Direct Marketing 19 Driving growth by serving the market differently.
Slide 20: Divisional Sales & Operating Profit ($)
Divisional Sales & Operating Profit ($) * *Analyst published estimates (Peel Hunt June 30th 2011) UK Direct Marketing business translated at average US dollar 4imprint Direct Marketing 20 rate in each year. Driving growth by serving the market differently.
Slide 21: Summary
Summary • Large, fragmented market • Unique operational model • No. 1 Direct Marketer, growing faster than market • Consistent double-digit growth Driving growth by serving the market differently. 4imprint Direct Marketing 21 Driving growth by serving the market differently.