summer infant investor presentation - november 2016
TRANSCRIPT
Certain statements in this presentation that are not historical fact may be deemed “forward-looking
statements” within the meaning of the Private Securities Litigation Reform Act of 1995, and Summer
intends that such forward-looking statements be subject to the safe harbor created thereby. Such
forward-looking statements include statements regarding the market position of Summer; the growth
prospects of Summer; anticipated sales and operating results; the development of new products;
demand for Summer’s products; and Summer’s business strategy. Summer cautions that these
statements are qualified by important factors that could cause actual results to differ materially from
those reflected by such forward-looking statements. Such factors include the concentration of
Summer’s business with retail customers; the ability of Summer to compete in its industry; Summer’s
dependence on key personnel; Summer’s reliance on foreign suppliers; the costs associated with
pursuing and integrating strategic acquisitions; the costs associated with protecting intellectual
property; and other risks as detailed in Summer’s Annual Report on Form 10-K for the fiscal year
ended January 2, 2016, and subsequent filings with the Securities and Exchange Commission. The
information contained in this presentation is accurate as of the date set forth on the cover page.
Summer assumes no obligation to update the information contained in this presentation.
Safe Harbor
2
Investor Highlights
Leading provider of juvenile products with strong, well-known brands and emerging sub-brands
• Summer - Monitors, Safety, Gear, & Bath
• SwaddleMe - Nursery
• Born Free - Feeding
Positive industry dynamics
• Stabilization of birth rates and 1st child spend are up
• More Millennial parents with higher disposable income
New management
• Enhanced experience across functional areas
• Focus on improving operating performance, and reducing debt
Expanding revenue potential
• Focus on consumer driven innovation in core categories
• International markets and specialty retail
Earnings expansion underway
• Streamlined operations
• Exited poorly performing products / licensing arrangements
• Focus on high-margin categories and effective pricing strategies 3
Business Overview
Unique Positioning
to Meet Moms Needs
Brand
KeyCategories
Creating a safe, calm feeding
experience
Innovative Care & Safety
products that provide
peace of mind
The authority on safe sleep
A Portfolio of A Portfolio of A Portfolio of A Portfolio of SSSStrong trong trong trong BBBBrands with Focus on Key Parenting Needsrands with Focus on Key Parenting Needsrands with Focus on Key Parenting Needsrands with Focus on Key Parenting NeedsServing Key Consumer Touch Points in Safety, Safe Sleep, and Feeding
Leveraging Brand Positioning, Breadth of Product Offering &
Innovation to Improve Consumer Relationship
Monitors
Gates
Bath & Potty
Strollers
Travel Accessories
Highchairs/Boosters
Swings/Bouncers
Bottles
Pacifiers
Teethers
Feeding
Electronics
Wearable Blankets
Infant Sleep Aids
Bedding
4
Business Overview
Turnaround Progressing
Streamlined, Focused Operations
• Exited non-core, low-margin areas & licensing
agreements
• Slashed $4M in annual costs
- G&A expenses down 25% versus 2015
• Reduced inventory 26% year-over-year, to lowest
level in recent memory
- Also improved quality of inventory
• Restructured credit facilities, saving $1M in cash
annually
• Now focused on high-margin, targeted growth
markets
• Continue to drive cash flow
• Further reduce debt and delever balance sheet
Summer Infant in Strong Position to Accelerate
Top Line Expansion5
Focus on Core Brands & Channel Diversification
Focus on Core Brands
• 2015 sales from core brands increased 6.1% on
a constant currency basis
• Reduction in lower profit licensed brands
• Product innovation focus on Summer,
SwaddleMe and Born Free brands and sub
brands
• Goal of new product introductions each year
representing at least 20% of annual revenue
Customer & Channel Diversification
• Top 7 customer; 73% 2015 vs. 74% 2014
• Increased focus and growth from e-commerce; up
15% year-over-year
• Future revenue opportunities identified in
International, emerging sub brands, and new
product introductions
• Working with select large retailers to enhance our
presence on their websites
• Working to improve mobile and e-commerce
capabilities on summerinfant.com
$-
$50,000,000
$100,000,000
$150,000,000
$200,000,000
$250,000,000
2012 2013 2014 2015
Sales by Brand
Summer Owned Brands Private Label Licensed Brands
All Other
6%
Baby Specialty
24%
Dept Stores
3%
Discount/Outlet
3%
E-Comm
23%
International
15%
Mass
23%
Specialty
3%
2015 Sales by Channel
Babies R Us
BuyBuyBaby
(Excl Drop-Ship)
Walmart (US)
Target (US)
(Excludes
.COM)
Canada
EMEA
APLAAmazon
Diapers.com, Zulily
(US & Int Retailers/Drop Ship)6
Monitors Expansion
Social Engagement
Content
Apps & Software
Expansion
Monitor
Nursery
Feeding
Safety
On-the-Go
Demonstrated Strength in New Product Development
Monitors
Product Refresh
& Expansion
SwaddleMe
Line Expansion
Refreshed Branding
Safety
“Pop” Sub Brand
New Gates &
My Size Potty
Gear
Stroller Line
Expansion and
New Products
2017 Opportunities
7
Product Priorities
Understanding Millennial Moms
59% bought a
product
recommended by
another mom on a
parenting site 44% make
purchases online
via their
smartphone
85% of the time
they spend
online is using
APPS
9,000 Babies each day are
born to our
Millennial Mom
Millennials
represent $170 billion in annual
purchasing power
Connected:
Texting, pinning, tweeting,
status updating; she
spends on average 17.4
hours a week on Social
media.
Believe strongly that recommendations
by other parents (46%)
and experts (35%) is
important
Share Everything/Share Often:
Online and in-person, she
talks about her product
experiences and solicits
feedback from her peers
when planning a purchase.
8*various sources and Company data
Understanding Millennial Moms
Summer Monitors
10
Wide View 2.0
• Large 5” color LCD video display
• Wide view lens technology
• Soft glow night light
• Automatic night vision
• Digital zoom
• Talk back to baby
• Sound lights
• Add up to 4 cameras
• 800ft range
• Adjustable swivel camera
• Table top or wall mountable
Wide view lens allows parent’s to see 4x more
of baby’s room
Summer Safety
� My Size Pottyo Look and feel of an adult toilet
o Helps ensure a comfortable and confident
transition to the real thing.
o Toilet handle makes a flushing sound
o With built in wipe dispenser
o Exceeding all expectations
o 4.3 stars on Amazon
� Waterfall Baby Bathero Soothing waterfall feature circulates water to
help clean and warm baby
o Removable bolster to support newborns
11
Summer StrollersIn Industry Top Five in 3 Years
12
3Dtote
• Convenience stroller with large storage
• XXL expandable storage basket
• Diaper bag hooks on handlebars
• Side & back storage pockets
• Cup holder, baby bottle holders, & toy loops
• 1 hand recline
• Large canopy with peek window
• Compact fold with auto-lock & carry strap
• Smooth glide wheels
• Super padded contoured hand grips
• Holds up to 50lbs
� SwaddleMe – 4 Stages of Swaddles
o SwaddleMe knows that when your baby sleeps
better, you sleep better. Our entire line of sleep
products has been expertly designed and tested to
keep babies snug, safe, and comfy every night
throughout their first year.
SAFER SLEEP. BRIGHTER DAYS.
SwaddleMe Wearable Blanket• Mother & Baby Awards, Best Newborn Sleep Aid – BRONZE 2010• She Knows Parenting Awards 2013• American Baby, BESTS 2013• Mom’s Choice Awards, SILVER 2015
13
� Pop Line – Portable On The Go ProductsPop ‘n Jump is the perfect entertainer for parents and
babies on the go! It’s compact, light-weight folding frame
comes fully assembled and sets up in seconds.
• Pop ‘n Sit Portable Booster makes feeding time
easy with a removable, BPA free tray, innovative pop
and fold set-up, and over the shoulder carrying bag.
Rated 4.8 stars
• Pop ‘n Sit High Chair is perfect for dining on-the-go or
even in the patio with your little one. When your baby
needs a place to eat, just pop it open.
• Pop’n Play Ultimate Playard allows you to create a
safe portable play area for baby.
Consumer Digest Best Buy
14
Recent Financials
Gross Margin Growth Year/Year
15
October 1, 2016 October 3, 2015 October 1, 2016 October 3, 2015
Net sales 48,552$ 50,205$ 148,797$ 155,025$
Cost of goods sold 33,026 34,600 101,344 108,674
Gross profit 15,526$ 15,605$ 47,453$ 46,351$
General and administrative expenses(1) 9,735 12,953 30,469 35,235
Selling expense 3,667 4,119 11,484 13,295
Depreciation and amortization 1,127 1,275 3,443 3,927
Operating income/(loss) 997$ (2,742)$ 2,057$ (6,106)$
Interest expense 633 589 1,901 2,753
Income/(loss) before taxes 364$ (3,331)$ 156$ (8,859)$
Income tax expense/(benefit) 131 (1,500) - (3,313)
Net income/(loss) 233$ (1,831)$ 156$ (5,546)$
Income/(loss) per diluted share 0.01$ (0.10)$ 0.01$ (0.30)$
Shares used in fully di luted EPS 18,581,824 18,309,381 18,454,926 18,239,490
(1) Includes s tock based compensati on expense
Three Months Ended Nine Months Ended
Balance Sheet
Restructured Debt, Reduced Inventory, and
Lowered Working Capital Over Past 12 Months16
October 1, 2016 January 2, 2016
(unaudited)
Cash and cash equivalents $ 1,011 $ 923
Trade receivables, net 37,295 40,514
Inventory, net 32,285 36,846
Property and equipment, net 10,673 12,007
Other intangible assets, net 17,983 18,512
Other assets 4,470 4,336
Total assets $ 103,717 $ 113,138
Accounts payable $ 25,550 $ 29,541
Accrued expenses 7,579 9,584
Current portion of long-term debt 4,500 3,318
Long term debt, less current portion (1) 43,921 48,767
Other long term liabilities 2,666 2,962
Total l iabilities 84,216 94,172
Total stockholders’ equity 19,501 18,966
Total l iabi lities and stockholders’ equity $ 103,717 $ 113,138
Adjusted EBITDA & EPS Reconciliation
17
October 1, 2016 October 3, 2015 October 1, 2016 October 3, 2015
Reconciliation of Adjusted EBITDA
Net income/(loss) (GAAP) 233$ (1,831)$ 156$ (5,546)$
Plus: interest expense 633 589 1,901 2,753
Plus: expense/(benefit) for income taxes 131 (1,500) - (3,313)
Plus: depreciation and amortization 1,127 1,275 3,443 3,927
Plus: non-cash stock based compensation expense 176 280 394 700
Plus: permitted add-backs 327 4,324 3,193 9,339
Adjusted EBITDA (Non-GAAP) 2,627$ 3,137$ 9,087$ 7,860$
Reconci liation of Adjusted EPS
Net income/(loss) (GAAP) 233$ (1,831)$ 156$ (5,546)$
Plus: permitted add-backs 327 4,324 3,193 9,339
Plus: unamortized financing costs - - - 428
Tax impact of items impacting comparabil ity (118) (1,946) (1,149) (3,493)
Adjusted Net income/(loss) (Non-GAAP) 442$ 547$ 2,200$ 728$
Adjusted Earnings per diluted share (Non-GAAP) 0.02$ 0.03$ 0.12$ 0.04$
Three Months Ended Nine Months Ended
Investor Highlights • Leading Designer &
Supplier of Juvenile
Products
• Strong Well-Known
Brands
• Positive Industry
Dynamics
• Experienced
Management Team
• Focused on Core
Strengths: NPD,
Leveraging our Brands,
and Operational
Excellence
• Targeted Growth
Strategies in all our
Product Categories
• 2016 Leverage
Infrastructure
18
Use of Non-GAAP Financial Metrics
This presentation includes certain financial information not derived in accordance with generally
accepted accounting principles (“GAAP”). This presentation includes references to EBITDA, which is
defined as income before interest and taxes plus depreciation, amortization, deal-related fees and
non-cash stock option expense. Summer believes that the presentation of this non-GAAP measure
provides information that is useful to investors as it indicates more clearly the ability of Summer’s
assets to generate cash sufficient to pay interest on its indebtedness, meet capital expenditure and
working capital requirements and otherwise meet its obligations as they become due. This
presentation includes references to adjusted EBITDA and adjusted earnings per diluted share.
Adjusted EBITDA is defined as income before interest and taxes plus depreciation, amortization, non-
cash stock option expense and bank permitted add-backs.
Recipients of the presentation and other interested persons are advised to read all reports and other
filings made by Summer with the Securities and Exchange Commission under the Securities Act of
1933, as amended, and Securities Exchange Act of 1934, as amended, including, but not limited to,
Summer’s Annual Report on Form 10-K for the year ended January 3, 2015. You can obtain a copy of
any of these filings, without charge, by directing a request to Summer Infant, Inc., 1275 Park East
Drive, Woonsocket, RI 02895, or on the Internet at the SEC’s website, www.sec.gov.
19