Arcbest Corporation · NASDAQ:ARCB
Arcbest — Bank of America Merrill Lynch 2019 Transportation and Industrials Conference
30 slides from Arcbest's conference presentation, May 15, 2019
Slide 1: Bank of America Merrill Lynch 2019 Transportation and Industrials Conference
BANK OF AMERICA MERRILL LYNCH 2019 TRANSPORTATION AND INDUSTRIALS CONFERENCE May 15, 2019
Slide 2: Forward Looking Statements
FORWARD LOOKING STATEMENTS Certain statements and information in this presentation may constitute “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995. Terms such as “anticipate,” “believe,” “could,” “estimate,” “expect,” “forecast,” “foresee,” “int
Slide 3: The ArcBest Story: A Transformed Company
THE ARCBEST STORY A TRANSFORMED COMPANY. PERFORMANCE ACCELERATING. A transformed company A differentiated business model The future: performance accelerating 3
Slide 4: Profile of an Industry Leader
PROFILE OF AN INDUSTRY LEADER Asset-Based service Years of transportation Safety award winner Coverage of centers across North and logistics experience in Industry U.S. America >240 >95 #1 >98% Owned and operated Approved contract Strong balance 2018 financial assets carriers sheet results >27,000 >
Slide 5: Broad Suite of Logistic Solutions and Services
A R C B E S T TO D AY BROAD SUITE OF LOGISTIC SOLUTIONS AND SERVICES TRUCKLOAD PREMIUM LTL FREIGHT MANAGED TIME CRITICAL PRODUCT LOGISTICS TRANSPORTATION & EXPEDITE LAUNCH Door-to-door reliability and Less-than-truckload services Best-in-industry freight ArcBest offers a variety of A one-stop shop f
Slide 6: Execution Is Well-Underway to Transform the Company
EXECUTION IS WELL-UNDERWAY TO TRANSFORM THE COMPANY To: An innovative logistics company • 31% of revenue from logistics versus 7% in 2012 From: An LTL trucking company • Four key acquisitions since 2012 • Innovative asset-based space- based pricing • Realignment and enhanced market approach under Ar
Slide 7: Our Strategy Is Delivering Impressive Results
S T R AT E G Y I N A C T I O N OUR STRATEGY IS DELIVERING IMPRESSIVE RESULTS ArcBest Revenues Operating Income ($B) ($M) 7% CAGR $3.1 $3.1 >3X $147 $142 Increase $2.7 $2.8 $64 $43 2016 2017 2018 1Q'19 TTM 2016 2017 2018 1Q'19 TTM Up 15% from 2016 Up 230% from 2016 7 *Operating Income adjusted for ce
Slide 8: Improvement in Asset-Based Operating Ratio
S T R AT E G Y I N A C T I O N IMPROVEMENT IN ASSET-BASED OPERATING RATIO* 97.1% 93.5% 93.5% 360 bps improvement One of the best improvements in the industry 2017 2018 1Q'19 TTM 8 *Operating Ratio adjusted for certain unusual items. See Reconciliations of GAAP to non-GAAP Financial Measures in the A
Slide 9: The ArcBest Story: A Differentiated Business Model
THE ARCBEST STORY A TRANSFORMED COMPANY. PERFORMANCE ACCELERATING. A transformed company A differentiated business model The future: performance accelerating 9
Slide 10: Leveraging a Differentiated Business Model
LEVERAGING A DIFFERENTIATED BUSINESS MODEL 1. Target large attractive 2. Deepen customer markets relationships VALUES-DRIVEN CULTURE 5. Strong financial profile 3. Develop innovative solutions 4. Winning customer proposition 10
Slide 11: At the Center of Our Company: A Values Driven Culture
AT THE CENTER OF OUR COMPANY: A VALUES DRIVEN CULTURE COLLABORATION GROWTH We work We grow our together people and our business INTEGRITY EXCELLENCE We do the We exceed right thing expectations CREATIVITY WELLNESS We create We embrace solutions total health 11
Slide 12: Positioned in Large Markets
OUR BUSINESS MODEL #1 POSITIONED IN LARGE MARKETS Less-Than- Expedite Domestic Truckload Shipping Transportation Management $41B $5B $72B Premium International Warehousing & Logistics Distribution $20B $54B $40B Moving Services Final Mile Maintenance & Repair $17B $13B $43B ArcBest® Opportunity: ~$3
Slide 13: Deepen Customer Relationships: Large Cross-Sell Opportunity
OUR BUSINESS MODEL #2 DEEPEN CUSTOMER RELATIONSHIPS: LARGE CROSS-SELL OPPORTUNITY Percent of customers indicating a need of Percent of customers using ArcBest for MORE THAN ONE MORE THAN ONE logistics service offered by ArcBest logistics service 75% Opportunity 37% An increase to 40% adds ~$30M reve
Slide 14: Laser Focus on Deepening Customer Relationships
OUR BUSINESS MODEL #2 LASER FOCUS ON DEEPENING CUSTOMER RELATIONSHIPS Our Focus Advantages Higher customer retention rates Recommend Higher profitability Profitability Advise & Cross-Sell Greater share of customer business Increased customer referrals Loyalty Satisfaction New Service Custome
Slide 15: Almost $3B Cross-Sell Opportunity
OUR BUSINESS MODEL #2 ALMOST $3B CROSS-SELL OPPORTUNITY Revenue Opportunity from ArcBest Revenue Opportunity from ArcBest TOTAL ASSET-BASED EXPEDITE CROSS-SELL Customers Customers OPPORTUNITY $1.7B $1.2B $2.9B We have identified “Ideal” customers = loyal and not price sensitive 15
Slide 16: Cross-Sell Case Study Demonstrates Success of Our Approach
OUR BUSINESS MODEL #2 CROSS-SELL CASE STUDY DEMONSTRATES SUCCESS OF OUR APPROACH Situation Results/Benefits Increased Monthly Revenues Client: $1.8M/mo • High-end home appliance manufacturer, revenues >$15 billion 4X Client Needs: • Serve retailers: reduce damages, ensure $430K/mo on-time final mile
Slide 17: Cross-Sell Case Study Demonstrates Success of Our Approach
OUR BUSINESS MODEL #2 CROSS-SELL CASE STUDY DEMONSTRATES SUCCESS OF OUR APPROACH Situation Results/Benefits Increased Monthly Revenues Client: $1.8M/mo • High-end home appliance manufacturer, revenues >$15 billion 4X Client Needs: “Working with ArcBest has been a wonderful • Serve retailers: reduce
Slide 18: Investments in Innovation
OUR BUSINESS MODEL #3 INVESTMENTS IN INNOVATION CUSTOMER ARCBEST CAPACITY EXPERIENCE • Customer engagement focus • Serving shippers and capacity • Digital connectivity to − Voice of the customer providers in the channels they capacity sources − Customer analytics desire • Algorithmic matching of • O
Slide 19: Integrated Logistics Provider
OUR BUSINESS MODEL #3 INTEGRATED LOGISTICS PROVIDER Full Supply Chain Solutions 1 International shipping from warehouse to port 2 Managed transportation options for vendor consolidation at port 3 Multiple transportation options from port to warehouses 4 TL, LTL, and Expedite options from warehouse t
Slide 20: Winning Customer Proposition
OUR BUSINESS MODEL #4 WINNING CUSTOMER PROPOSITION ArcBest… Solves my logistics Is a trusted Makes it and transportation provider easy to challenges and partner do business Customer visibility Unmatched Digital and access to vital assured capacity Channels & information options Tools Broad logistics
Slide 21: Customer Experience Improvement
OUR BUSINESS MODEL #4 CUSTOMER EXPERIENCE IMPROVEMENT +13% +11% +8% +103% Solves my logistics Is a trusted provider Makes it easy Net Promoter and transportation and partner to do business Score challenges December 2018 versus December 2017 21
Slide 22: Improved Free Cash Flow Business Model
OUR BUSINESS MODEL #5 IMPROVED FREE CASH FLOW BUSINESS MODEL $M $250 Cash Flow from Operations $200 Growing Free Cash Flow $150 Dividends $100 $50 Capex $0 2016 2017 2018 22
Slide 23: Balanced Capital Allocation
OUR BUSINESS MODEL #5 BALANCED CAPITAL ALLOCATION GROWTH AND OPERATING INITIATIVES • Capital investments consistent with service initiatives and strategy • Invest in operational efficiencies and innovation • Selective tuck-in and strategic acquisitions BALANCED SOLID FINANCIAL POSITION CAPITAL STRAT
Slide 24: The ArcBest Story: Performance Accelerating
THE ARCBEST STORY A TRANSFORMED COMPANY. PERFORMANCE ACCELERATING. A transformed company A differentiated business model The future: performance accelerating 24
Slide 25: Continuing to Execute Three Point Strategy
GOING FORWARD CONTINUING TO EXECUTE THREE POINT STRATEGY – A MULTI-YEAR PROFIT IMPROVEMENT PLAN 3 2 Optimize Cost Structure • Accelerate adaptation of More Balanced 1 innovative technologies Business Mix • Continue to grow asset-light Expand Revenue Opportunities • Deepen customer relationships • Se
Slide 26: Clear Long-Term Financial Goals
CLEAR LONG-TERM FINANCIAL GOALS Low 90s 50% Expanded of Revenues from Asset-Based Asset-Light business Earnings Multiple Operating Ratio (currently 31% of $3B) 26
Slide 27: 2019 Initiatives
2019 INITIATIVES • Deepen customer relationships – customers use multiple services • Build on success of our CMC (space-based) pricing initiative • Enhance and expand carrier relationships Priorities • Improve customer experience and Net Promoter Score • Further develop and integrate technology and
Slide 28: Current Low Valuation – Set to Improve
CURRENT LOW VALUATION – SET TO IMPROVE AS STRATEGY EXECUTION ADVANCES P/E March 2019 (Based on FY2019 consensus estimates) Peer Average 15.2X 8.4X Logistics Peers Include • Landstar • C.H. Robinson • J.B. Hunt • Echo • Hub Group • Schneider Source: FactSet 28
Slide 29: Why ArcBest Will Continue to Outperform
IN SUMMARY WHY ARCBEST WILL CONTINUE TO OUTPERFORM Strong financial profile Winning customer proposition Develop innovative solutions Deepen customer relationships Target large attractive markets 29
Slide 30: Bank of America Merrill Lynch 2019 Transportation and Industrials Conference
BANK OF AMERICA MERRILL LYNCH 2019 TRANSPORTATION AND INDUSTRIALS CONFERENCE May 15, 2019
ArcBest — Bank of America Merrill Lynch 2019 Transportation and Industrials Conference on 6ix