Distribution Solutions Group, Inc. · NASDAQ:DSGR
Distribution Solutions — Lawson Products — Q3 2020 Earnings Presentation
20 slides from Distribution Solutions's earnings presentation, 2020
Slide 1: Investor Presentation Third Quarter 2020
Investor Presentation Third Quarter 2020 Presenters: Michael DeCata, President & CEO Ronald Knutson, EVP & CFO © 2020 Lawson Products, Inc. All rights reserved. Confidential Material, Reproduction, In Whole or in Part, Prohibited.
Slide 2: Safe Harbor Statement
Lawson Products, Inc. "Safe Harbor" Statement under the Securities Litigation Reform Act of 1995: This presentation contains certain forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995 that involve risks and uncertainties. The terms “may,” “should,”
Slide 3: Lawson Products: At a Glance
Lawson Products: At a Glance • Leading service based provider of consumables in MRO market • Serves industrial, commercial, institutional and government markets in all 50 states, Canada, Mexico, Puerto Rico and the Caribbean • Headquartered in Chicago, IL – Strategically located distribution centers
Slide 4: Competitive Advantages and Differentiators
Competitive Advantages and Differentiators What differentiates Lawson: • Service intensive “high touch” value proposition • Vendor managed inventory or “keep fill” • Deep product knowledge • Broad geographic sales and service coverage throughout the US and Canada • Leverage investments in sales team
Slide 5: Our Commitment to our 70,000+ Customers
Our Commitment to our 70,000+ Customers High touch service and technical expertise drives customer relationships Before After One Company, Zero Headaches Inventory Management Options Access to Industry Knowledge & Expertise • Comprehensive line of products • Lawson Managed Inventory • Product recomm
Slide 6: Customer and Product Profile
Customer and Product Profile Customer Mix (1) Aftermarket Product Mix Safety Automotive 6% Supplies Welding and 7% Metal Repair Kent Electrical 1% Bolt Supply Automotive Partsmaster 10% 11% 15% 2% Cutting Tools Strategic and Government 13% Abrasives Other 11% 13% 15% Other Specialty 1% Chemicals Reg
Slide 7: Partsmaster Acquisition
Partsmaster Acquisition What adds to • Very good strategic fit • Key statistics Similar high touch, consumable MRO • $63 million annual sales provider • 16,000 customers High quality VMI service to customers • 200 sales reps in US and Canada Diverse, complimentary product • 40,000 SKUs portfol
Slide 8: COVID-19 Impact
COVID-19 Impact Ever-Changing Environment Limited Bright-Lines Flexibility Coming Out: Current Nimble Decision-Making • Customer Environment: loyalty • Lawson • Strong deemed an financial essential position business • Engaged • Distribution team network members- operating company • Sales team trust
Slide 9: Financial Highlights for Third Quarter 2020
Financial Highlights for Third Quarter 2020 • Sales increased 25.1% compared to • Significant Actions in Q2 2020 Response to COVID-19 • Includes $5.4 million from Partsmaster Provided team members with acquisition PPE to ensure safety • MRO at 93% of pre-COVID run rates Eliminated non-critical t
Slide 10: Historical Financial Performance
Historical Financial Performance Recent sales growth and earnings expansion providing financial flexibility Consolidated Revenues Adjusted Reg G EBITDA $400,000 $40,000 $35,000 $350,000 $30,000 $25,000 $300,000 $20,000 $15,000 $250,000 $10,000 $5,000 $200,000 $0 2015 2016 2017 2018 2019 TTM 2015 201
Slide 11: Capital Allocation Priorities
Capital Allocation Priorities • $17.2 million cash on hand and no outstanding borrowings under our credit Maintain Strong agreement at the end of Q3 Balance Sheet • Outstanding debt of $32.5 million at end of Q3 related to Partsmaster acquisition; scheduled to be paid in May 2021 • Increased our bor
Slide 12: Lawson Growth Strategy
Lawson Growth Strategy Sales Growth Driven By New Sales Sales Rep Acquisitions Reps Productivity Foundational Support ERP Network Sales Lean Six Website Optimization Transformation Sigma 12 © 2020 Lawson Products, Inc. All rights reserved. Confidential Material, Reproduction, In Whole or in Part, Pr
Slide 13: 2020 Focus: Actions Across the Value Chain Driving Growth
2020 Focus: Actions Across the Value Chain Driving Growth Add New Sales Reps and Drive Rep Productivity Customer Product Sales Process / Sourcing / Service / Order Management / DC Operations Sales Reps Purchasing Entry Pricing • Increase sales rep • Reduction of • Leverage vendor • Reduce cycle time
Slide 14: Longer Sales Rep Tenure Drives Rep Productivity
Longer Sales Rep Tenure Drives Rep Productivity 350 $500,000 $450,000 300 $400,000 250 $350,000 Number Of Sales Reps Average Annual Sales $300,000 200 $250,000 150 $200,000 100 $150,000 $100,000 50 $50,000 0 $0 < 12 Mos. 1 - 2 Yrs. 3 - 5 Yrs. 5 - 10 Yrs. > 10 Yrs. Tenure With Lawson (as of 9/30/20)
Slide 15: Lawson Products: Poised for Growth
Lawson Products: Poised for Growth • Leverage Current Infrastructure • Continued Sales Growth • Foundational Investments Completed • Operational Excellence • Large Fragmented Market 15 © 2020 Lawson Products, Inc. All rights reserved. Confidential Material, Reproduction, In Whole or in Part, Prohibi
Slide 16: For More Information
For More Information Contact: Ronald J. Knutson EVP, CFO Investor Relations (773) 304-5665 ron.knutson@lawsonproducts.com And see our Website at http://www.lawsonproducts.com/company-info/investor-relations.jsp 16 © 2020 Lawson Products, Inc. All rights reserved. Confidential Material, Reproduction,
Slide 17: Appendices
Appendices 17 © 2020 Lawson Products, Inc. All rights reserved. Confidential Material, Reproduction, In Whole or in Part, Prohibited.
Slide 18: Significant Activities
Significant Activities Appendix P-1 August 2011 Implemented SAP October 2011 Commenced construction of new McCook, Ill distribution center May 2012 Relocated corporate headquarters June 2012 Restructured senior team. Announced $20M cost savings plan Transitioned packaging facility to McCook, Il
Slide 19: Regulation G – GAAP Reconciliation
Appendix P-2 Regulation G – GAAP Reconciliation Non GAAP Reconciliation of Adjusted EBITDA to Sales Percentage The Company reports its financial results in accordance with U.S. generally accepted accounting principles (GAAP). However, the Company's management believes that certain non-GAAP financial
Slide 20: Consolidated Balance Sheet
Appendix P-4 Consolidated Balance Sheet 20 © 2020 Lawson Products, Inc. All rights reserved. Confidential Material, Reproduction, In Whole or in Part, Prohibited.