Slide 1: Navigating the New World of Work: Preliminary Results
NAVIGATING THE NEW WORLD OF WORK PRELIMINARY RESULTS For the year ended 30 June 2021
Slide 2: Cautionary Statement
CAUTIONARY STATEMENT This presentation contains certain statements that are neither reported financial results nor other historical information. The information contained in this presentation is not audited, is for personal use and informational purposes only and is not intended for distribution to,
Slide 3: Agenda
AGENDA 1 OPERATING REVIEW ALISTAIR COX, CHIEF EXECUTIVE 2 FINANCIAL REVIEW PAUL VENABLES, FINANCE DIRECTOR 3 CURRENT TRADING PAUL VENABLES, FINANCE DIRECTOR 4 STRATEGY UPDATE ALISTAIR COX, CHIEF EXECUTIVE APPENDICES 3
Slide 4: Operating Review
OPERATING REVIEW ALISTAIR COX CHIEF EXECUTIVE
Slide 5: Our Strategy Considers All Our Stakeholders
OUR STRATEGY CONSIDERS ALL OUR STAKEHOLDERS ▪ We placed over 280,000 talented people in new jobs in FY21 OUR PURPOSE ▪ Significant engagement with Hays Thrive / MyLearning training platforms, with over 850,000 courses completed (c.26 million minutes of online learning) OUR PEOPLE, ▪ Hybrid working i
Slide 6: Recovery from the Pandemic Accelerated in H2
NET FEES -8% to £918.1m OP PROFIT ‡ -31% to £95.1m EPS ‡ -30% to 3.67p NET CASH* +12% to £410.6m RECOVERY FROM THE PANDEMIC ACCELERATED IN H2 WITH STRONG SEQUENTIAL FEE & PROFIT GROWTH. DIVIDEND PAYMENTS RESUMED Our focus remains on… Key developments in FY21 ▪ Fees down 8%. FY21 quarterly fee growth
Slide 7: Australia & New Zealand: Trading Conditions Improved Towards Year End
ANZ net fees (£m) TRADING CONDITIONS MATERIALLY IMPROVED TOWARDS FY19 FY20 170.5 198.5 THE END OF THE YEAR, PARTICULARLY IN PERM FY21 159.9 AUSTRALIA & NEW ZEALAND Net fees down 10%, operating profit down 21% 70% ▪ Pandemic impact was initially less severe in ANZ, with Temp 30% momentum returning af
Slide 8: Germany: Strong Sequential Fee Growth
Germany net fees (£m) £133m FY19 299.8 STRONG SEQUENTIAL FEE GROWTH, WITH RECORD JUNE FY20 259.8 £134m CONTRACTOR VOLUMES AND HIGH H2 TEMP HOURS FY21 244.8 GERMANY Net fees down 7%, operating profit down 42%‡ 85% ▪ Clear signs of rising business confidence Temp 15% ▪ Relative resilience in Contracti
Slide 9: UK & Ireland: Return to Profitability in H2
UK&I net fees (£m) FY19 263.8 STRONG SEQUENTIAL FEE IMPROVEMENT THROUGH FY20 225.6 THE YEAR DRIVING A RETURN TO PROFITABILITY IN H2 FY21 201.1 UK & IRELAND Net fees down 11%, operating profit down 31%‡ 62% ▪ Activity levels improved through the year, driving strong Temp 38% sequential fee growth Per
Slide 10: Rest of World: Significant Improvement in H2
RoW net fees (£m) FY19 367.6 SIGNIFICANT IMPROVEMENT IN FEES AND PROFITS IN H2, FY20 340.3 LED BY THE USA, MAINLAND CHINA AND EMEA FY21 312.3 REST OF WORLD Overall: Fees down 6%, operating profit down 26%‡ 36% ▪ Perm fell 8%, including H2 up 17%. Temp down 1%, Temp with H2 up 8%. Six annual country
Slide 11: Operational Summary
OPERATIONAL SUMMARY ▪ Recovery in H2 accelerated, with strong sequential fee and profit growth ▪ £95.1m operating profit in the year, encouragingly £70.0m made in H2 ▪ Rising business and candidate confidence in all our key markets ▪ 10% consultant headcount growth in H2, which will drive fees in FY
Slide 12: Financial Review
2. FINANCIAL REVIEW PAUL VENABLES FINANCE DIRECTOR
Slide 13: GFC vs Covid-19 Net Fee Growth
WHILE TRADING STABILISED IN Q1, COVID IMPACTED H1 SIGNIFICANTLY, BUT WE SAW STRONG SEQUENTIAL H2 GROWTH ACROSS ALL REGIONS Net fee growth* – GFC vs Covid-19 pandemic Net fee growth*, by division (FY20 - FY21) 60% 60% 50% GFC (2008-10) ANZ 50% 40% Covid-19 (2020-21) 40% Germany 30% 30% UK&I 20% 20% R
Slide 14: Fee Recovery Accelerated Through the Year
H1 and H2 FY21 net fee growth* ANZ -23% +6% +29% Germany -26% +18% +44% FEE RECOVERY FROM THE PANDEMIC UK&I -27% +10% +37% ACCELERATED THROUGH THE YEAR RoW -21% +14% +35% H1 H2 Delta ▪ Despite rolling lockdowns, we saw strong sequential net fee growth across all Group net fee growth* our major marke
Slide 15: Net Fees, Operating Profit and Net Cash
RECOVERY FROM PANDEMIC ACCELERATED IN H2, WITH STRONG SEQUENTIAL FEE & PROFIT GROWTH. EXCELLENT CASH PERFORMANCE Net fees Operating profit‡ Net cash* FY17 £954.6m FY17 £211.5m FY17 £111.6m FY18 £1,072.8m FY18 £243.4m FY18 £122.9m FY19 £1,129.7m FY19 £248.8m FY19 £129.7m FY20 £996.2m FY20 £135.0m FY2
Slide 16: Profit and EPS Impacted by the Pandemic
Basic EPS‡ (p) PROFIT AND EPS SIGNIFICANTLY IMPACTED BY THE FY19 11.92 PANDEMIC BUT STRONGLY IMPROVED IN H2 FY20 5.28 FY21 3.67 Income Statement Year ended 30 June 2021 2020 Reported LFL* £m £m growth growth Turnover 5,648.4 5,929.5 (5)% (6)% Net fees 918.1 996.2 (8)% (8)% Operating profit‡ 95.1 135
Slide 17: Pandemic Impacted All Regions, Trading Improved in H2
PANDEMIC IMPACTED ALL REGIONS, BUT TRADING IMPROVED STRONGLY IN ALL MAJOR MARKETS IN THE SECOND HALF Australia & NZ (17% of net fees) Germany (27% of net fees) Net Fees £159.9m (10)% Net Fees £244.8m (7)% Op Profit £39.7m (21)% Op Profit‡ £31.4m (42)% ▪ Fees down 23% in H1, impacted by rolling lockd
Slide 18: Temp More Resilient Than Perm
Split of net fees FY19 57% Temp TEMP MORE RESILIENT THAN PERM, ALTHOUGH H2 FY20 59% Temp SEQUENTIAL GROWTH WAS INCREASINGLY PERM-LED FY21 61% Temp Review of Group Permanent and Temporary Businesses* Permanent placement business Temporary placement business (10)% net fee decline (6)% net fee decline
Slide 19: Cost Savings and Investment in Strategic Growth Initiatives
WE DELIVERED SIGNIFICANT COST-SAVINGS IN FY21 AND INVESTED IN OUR STRATEGIC GROWTH INITIATIVES FY21 Operating profit bridge (£m) 2.6 ~ Cost-related ~ 14.0 41.5 (3.8) (15.0) 135.0 (79.2) 95.1 FY20 FX 8% LFL fee Payroll cost Other overhead Govt support Strategic FY21 operating decline saving* savings*
Slide 20: FX Translation Sensitivities
THE AUSTRALIAN DOLLAR AND EURO REMAIN SIGNIFICANT FX TRANSLATION SENSITIVITIES FOR THE GROUP Key FX rates and sensitivities Year ended 30 June 2021 Average Closing Australian $ 1.8037 1.8418 Euro € 1.1294 1.1652 Impact of a one cent change per annum Net fees Op profit Australian $ +/- £0.9m +/- £0.3
Slide 21: Full-Year Conversion Rate
FULL-YEAR CONVERSION RATE* DECREASED TO 10.4% BUT THIS INCLUDED A STRONG IMPROVEMENT IN THE SECOND HALF TO 14.1% Conversion Rate* (CR) FY19 FY20 H1 21 H2 21 FY21 Rolling lockdowns impacted H1. CR improved in H2 as ANZ 33.5% 28.3% 22.6% 26.8% 24.8% lockdowns eased and trading materially improved in Q
Slide 22: Finance Charge and Taxation
‘ETR’ DRIVEN BY PROFIT MIX AND RECOGNITION OF UK DEFERRED TAX ASSETS Finance charge and taxation Year ended 30 June 2021 2020 £m £m Finance charge Net interest charge on debt* (0.6) (1.1) Other interest payable (0.1) (0.3) IFRS 16 interest on lease liabilities (non-cash) (5.0) (5.3) IAS 19 pension c
Slide 23: Strong Cash Performance
Cash from operations** (£m) STRONG CASH PERFORMANCE, DRIVEN BY FY19 263.0 FY20 247.4 CONTINUED EXCELLENT CREDIT CONTROL FY21 130.8 Operating profit to free cash flow conversion (£m) FY21 uses of cash flow Cash from operations** £130.8m (FY20: £247.4m) Net capex £18.8m 7.4 78.3 Pensions £16.7m Purcha
Slide 24: Credit Control and Debtor Days
SINCE FY19, EXCELLENT CREDIT CONTROL HAS DELIVERED A 6-DAY REDUCTION IN DEBTOR DAYS AND DRIVEN CASH BENEFIT OF c.£90 MILLION Debtor Days (Days Sales Outstanding) Cumulative cash flow benefit 39 39 FY19 FY20 FY21 36 Net trade receivables* (£m) 629.7 499.8 510.2 33 Debtor days (DSO) 39 36 33 Positive
Slide 25: Strong Cash Position
Free cash flow* (£m) STRONG CASH POSITION DRIVEN BY CONTINUED FY19 184.8 FY20 216.2 EXCELLENT CREDIT CONTROL & FY20 EQUITY RAISE FY21 98.1 Closing net cash (£m) 410.6 NET CASH POSITION 379.5 366.2 ▪ FY21 ended with net cash of £410.6m £210 MILLION BANK FACILITY ▪ £210m facility in place to November
Slide 26: A Strong Balance Sheet
A STRONG BALANCE SHEET Balance sheet analysis 30 Jun 30 Jun £m 2021 2020 RETIREMENT BENEFITS Goodwill & intangibles 244.7 257.9 ▪ Decrease in surplus is primarily due to a reduction in scheme Property, plant & equipment 27.4 31.4 asset values, partially offset by changes to financial assumptions, no
Slide 27: Highly Cash Generative Business Model and Cash Flow Priorities
HIGHLY CASH GENERATIVE BUSINESS MODEL, WITH CLEAR CASH FLOW PRIORITIES ▪ Our strategy is predominantly based on organic growth HIGHLY CASH ▪ We are highly cash generative GENERATIVE ▪ Strong track record of paying cash to shareholders ▪ £374.3m in total dividends paid in respect of FY17 to FY19 FREE
Slide 28: Dividend Policy and Payment of Surplus Cash
Calculation of surplus cash as at 31- Dec-20 (£m) 130 380 100 DIVIDEND POLICY AND PAYMENT OF 250 150 150 SURPLUS CASH H1 FY21 Net cash* Working capital Increased year-end Surplus cash rebuild cash buffer BALANCE ▪ The Group’s trading, cash generation and working capital management have continued to
Slide 29: Actions Strengthening the Business and Long-Term Profitability
OUR ACTIONS SINCE THE START OF THE PANDEMIC HAVE STRENGTHENED OUR BUSINESS AND WILL INCREASE OUR LONGER-TERM PROFITABILITY Potential cost-savings Expected saving Development Timeframe vs pre-pandemic levels (per annum) Not extending some leases, consolidating and reducing our Property overall office
Slide 30: Financial Summary
FINANCIAL SUMMARY FEES DECLINED 8% TO £918.1M, BUT STRONG SEQUENTIAL GROWTH THROUGH THE YEAR ▪ FY21 began with arguably the toughest macro-economic backdrop we have seen ▪ However, we then saw the sharpest sequential improvement in Hays’ history. Our quarterly fee growth through FY21 was -29%, -19%,
Slide 31: Current Trading
3. CURRENT TRADING PAUL VENABLES FINANCE DIRECTOR
Slide 32: Good Start to FY22
GOOD START TO FY22, WITH STRONG MARKET CONDITIONS AND GOOD TEMP AND PERM MOMENTUM Current trading conditions and outlook by region ▪ Q4’s strong sequential fee improvement continued in July & August. It is too early to quantify the duration of and ANZ negative impact on activity and sentiment from r
Slide 33: Strategy
4. STRATEGY ALISTAIR COX CHIEF EXECUTIVE
Slide 34: Pandemic Accelerated Recruitment Megatrends
THE PANDEMIC HAS EVOLVED AND ACCELERATED RECRUITMENT MEGATRENDS. OUR STRATEGY IS DESIGNED TO CAPITALISE ON THEM ORGANISATIONS CANDIDATES & SKILL SHORTAGES JOBS ARE INCREASINGLY COMPANIES ARE ARE MAGNIFIED IN CHANGING, SKILLS NEED EXPERT HELP SEEKING NEW TECHNOLOGY & ARE SHORT TO FIND THE WAYS OF WOR
Slide 35: Strategic Growth Initiatives
STRATEGIC GROWTH INITIATIVES: TARGETING THE MOST IN-DEMAND RECRUITMENT SECTORS OF THE FUTURE Split of SGI projects (£m): FY22 (outer) & FY21 (inner) Asia, 9% Am ericas, STRUCTURALLY ATTRACTIVE MARKETS 11% ▪ Investment in Technology, HTS, Life Sciences, Asia, 7% Engineering and Digitisation ANZ, 20%
Slide 36: Hays Technology Fee Growth Over the Long Run
HAYS TECHNOLOGY HAS DELIVERED EXCELLENT FEE GROWTH OVER THE LONG RUN Hays Technology net fees* (FY10-19, £m) Breakdown of Technology net fees* (FY21 vs FY10) FY10 Asia, 5% ANZ, 9% Americas, 1% EMEA ex-Ger, 9% UK&I, 19% Germany, 57% FY21 Asia, 5% ANZ, 9% Americas, 13% EMEA ex-Ger , FY10 FY13 FY16 FY1
Slide 37: Ambition to Double Hays Technology Fees to £500m by 2026
AMBITION TO DOUBLE HAYS TECHNOLOGY FEES FROM c.£250M PRE- PANDEMIC TO £500M BY 2026 PRODUCTS & GEOGRAPHIES NEWER VERTICALS NEW CLIENTS SERVICES Strong opportunities to Increasing our products Pushing deeper and We are able to service all grow in every region and services further into new verticals s
Slide 38: Conclusion
CONCLUSION We have good fee We have invested We are driving self- Our strong recovery and profit ahead of markets improvement in trading, financial momentum and recovering and are initiatives and see a strength and highly strength of the targeting significant clear route back to- experienced cyclica
Slide 39: Appendix 1: FY21 Results Supporting Materials
APPENDIX 1 FY21 Results supporting materials
Slide 40: Like-for-Like Summary
LIKE-FOR-LIKE SUMMARY Year ended 30 June 2020 FX impact Organic 2021 LFL* £m £m £m £m growth Net fees Australia & New Zealand 170.5 7.0 (17.6) 159.9 (10)% Germany 259.8 2.5 (17.5) 244.8 (7)% United Kingdom & Ireland 225.6 0.1 (24.6) 201.1 (11)% Rest of World 340.3 (8.5) (19.5) 312.3 (6)% Group 996.2
Slide 41: Full-Year and Half-Year Growth Analysis by Division
H1 - H2 FY21 sequential improvement ANZ -23% +6% +29% Germany -26% +18% +44% UK&I -27% +10% +37% FULL-YEAR AND HALF-YEAR GROWTH ANALYSIS RoW -21% +14% +35% BY DIVISION H1 FY21 H2 FY21 Net fee growth* Q1 20 Q2 20 H1 20 Q3 20 Q4 20 H2 20 FY20 Q1 21 Q2 21 H1 21 Q3 21 Q4 21 H2 21 FY21 versus same period
Slide 42: Prioritised Pipeline of Opportunities to Rebuild Profitability
A PRIORITISED PIPELINE OF OPPORTUNITIES TO REBUILD PROFITABILITY FUTURE MATERIAL MEANINGFUL CORE PROFIT DRIVERS CONTRIBUTORS NETWORK PROFIT £20m+ £10m+ £5m+ CRITICAL DRIVERS TARGET TARGET TARGET SWITZERLAND AUSTRIA CHINA 16 POLAND GERMANY SPAIN OTHER MALAYSIA HAYS AUSTRALIA FRANCE BELGIUM NEW ZEALAN
Slide 43: Rest of World Performance by Country / Market
REST OF WORLD PERFORMANCE BY COUNTRY / MARKET Country/Region FY21 Net Net fee # of # of Rest of World net fees (ranked by net fees) fees growth offices consultants £m (LFL*) France 52.7 (11)% 20 396 USA 44.4 4% 12 302 Other** France Benelux 29.6 (14)% 11 191 China 26.1 (6)% 6 229 Switzerland 24.6 0%
Slide 44: Technical Specialisms Add Balance and Resilience
TECHNICAL SPECIALISMS ADD TO OUR BALANCE AND RELATIVE RESILIENCE Attributes of Technical* vs In FY21, Technical specialisms represented >60% Group net Professional** net fees fees Investment-led hires 1. rather than purely candidate-driven 49% 52% 54% 55% 58% 60% 60% 60% 61% 62% 62% 62% 63% 64% More
Slide 45: Building Scale and Diversity Across Our Global Platform
CONTINUED INVESTMENT IN BUILDING FURTHER SCALE AND DIVERSITY ACROSS OUR GLOBAL PLATFORM Temp & Contracting Temp/Contractor business as % of FY21 net fees CLEAR STRUCTURAL CANADA NETHERLANDS POLAND 1. GROWTH 27% OPPORTUNITIES 73% 29% SWITZERLAND RELATIVE RESILIENCE 2. TO THE CYCLE 82% 66 FRANCE % BEL
Slide 46: Consultant Headcount
CONSULTANT HEADCOUNT Number of consultants As at As at Change As at Change As at Change 30 Jun 31 Dec since Dec 30 Jun since Jun 31 Dec since Dec 2021 2020 2020 2020 2020 2019 2019 Australia & New Zealand 945 818 16% 811 17% 1,006 (6)% Germany 1,620 1,557 4% 1,560 4% 1,759 (8)% United Kingdom & Irel
Slide 47: Office Network
OFFICE NETWORK Number of offices 30 June Opened/ 30 June 2021 (Closed)* 2020 Australia & New Zealand 41 (1) 42 Germany 25 - 25 United Kingdom & Ireland 89 (6) 95 Rest of World 101 (3) 104 Group 256 (10) 266 47 * Offices opened is shown net of closed and merged offices.
Slide 48: Trading Days in Major Markets
TRADING DAYS IN MAJOR MARKETS Australia Germany UK Number of trading days H1 H2 Year H1 H2 Year H1 H2 Year Year ending 30 June 2020 129 124 253 128 122 250 129 125 254 Year ending 30 June 2021 129 123 252 130 122 252 129 124 253 Year ending 30 June 2022 129 123 252 131 123 254 129 123 252 48
Slide 49: Appendix 2: Hays Business Model & Strategy for Growth
APPENDIX 2 The Hays business model & strategy for growth
Slide 50: The Data Dilemma
THE DATA DILEMMA: DRIVING MORE VALUE FROM DATA THAN HR TEAMS AND COMPETITORS Access to more and better data Convert data effectively into insights Drive real actions from insight CLICK LIKE TWEET REVIEW DOWNLOAD VIEW MILLIONS DATA SHARE OF NEW QUALITY & DATA POINTS INSIGHTS COMMENT COMPLIANCE EACH D
Slide 51: Clear, Well-Established Strategic Priorities
WE HAVE CLEAR, WELL-ESTABLISHED STRATEGIC PRIORITIES TO DELIVER OUR LONG-TERM AIMS MATERIALLY INCREASE & DIVERSIFY GROUP PROFITS BUILD CRITICAL GENERATE, MASS & DIVERSITY REINVEST & ACROSS OUR DISTRIBUTE GLOBAL PLATFORM MEANINGFUL CASH INVEST IN PEOPLE, TECHNOLOGY, COLLABORATIONS & INNOVATION 51
Slide 52: Strength of Our Model Through the Cycle
THE STRENGTH OF OUR MODEL IS KEY TO DELIVERING FOR CLIENTS AND DRIVING FINANCIAL PERFORMANCE THROUGH THE CYCLE Unrivalled … the best …delivers … a resilient … and scale, people, the best financial leverages balance and sector- solutions for performance the Group to diversity… leading clients & in to
Slide 53: Leading Global Expert in Specialist Recruitment
HAYS IS A LEADING GLOBAL EXPERT IN QUALIFIED, PROFESSIONAL AND SKILLED RECRUITMENT EXECUTIVE SEARCH (head-hunting) PROFESSIONAL RECRUITMENT (mostly white collar) ▪ Contingent fee model ▪ Focus on high-skilled roles ▪ Clear structural growth markets GENERALISTS (mostly blue collar) 53
Slide 54: Proven Track Record of Organic Growth
A PROVEN TRACK RECORD OF ORGANIC GROWTH New country & specialism entries Key: Organic Acquisition 33 COUNTRIES / MARKETS 20 SPECIALISMS Pre 1990 UK Australia Ireland A&F C&P Technology Early 1990s Banking Fin Services Office Pros Late 1990s Czech Rep. France New Zealand Contact Ce. Education 2000 Be
Slide 55: Purpose, Values & UN Sustainability Goals
PURPOSE, VALUES & UNITED NATIONS SUSTAINABILITY GOALS (UNSDGs) We benefit society by helping people succeed and enabling organisations to PURPOSE thrive - creating opportunities and improving lives. Passionate VALUES Expert Ambitious Insightful Innovative about people Hays endorses three UNSDGs (#5,
Slide 56: Acting Responsibly Embedded in Strategic Priorities
ACTING RESPONSIBLY IS EMBEDDED IN OUR STRATEGIC PRIORITIES MATERIALLY GENERATE, INVEST IN BUILD CRITICAL INCREASE AND REINVEST AND FY21 PEOPLE & MASS & DIVERSIFY DISTRIBUTE ACHIEVEMENTS TECHNOLOGY DIVERSITY PROFITS CASH STAKEHOLDERS We take huge pride in Hays’ culture, career paths and reputation fo
Slide 57: Worldwide Platform and Market Positions
OUR WORLDWIDE PLATFORM PROVIDES A PIPELINE OF FUTURE GROWTH OPPORTUNITIES & LEADERSHIP IN ALL CORE MARKETS Hays’ market positioning* Market Leader Top 3 position Top 5 position Other TOP 3 Australia (#1) Malaysia Belgium New Zealand (#1) Brazil Poland (#1) France Portugal (#1) Germany (#1) Russia Gr
Slide 58: Strategic Focus on Building Scale in Key Markets
OUR STRATEGIC FOCUS IS ON BUILDING SCALE IN KEY MARKETS HAYS MARKETS HAYS SPECIALISMS 2021 2021 33 20 11 10 2002 2002 ▪ Market leaders in seven countries ▪ Leading market positions across including: UK, Australia, Germany professional and technical areas ▪ Top-3 market position in a further 13 ▪ Lon
Slide 59: Market-Leading Breadth and Depth of Platform
MARKET-LEADING BREADTH AND DEPTH OF PLATFORM 20 SPECIALISMS 33 COUNTRIES New Zealand Luxembourg Netherlands Czech Rep. Switzerland Singapore Colombia Germany Denmark Romania Australia Malaysia Hungary Portugal Belgium Sweden Canada Mexico Poland Austria France Russia Ireland Japan China Spain Brazil
Slide 60: Five Pillars of the Hays Business Model
BALANCE, SCALE AND DIVERSIFICATION ARE WHAT SETS THE HAYS THERE ARE BUSINESS 5 PILLARS MODEL WHICH APART AND UNDERPIN DRIVES THE OUTPERFORMANCE LONG-TERM STRENGTH OF OUR BUSINESS MODEL ▪ Exposure to structural growth and more mature areas 1. BALANCE ▪ Long-established across technical, white-collar
Slide 61: A Balanced Portfolio
A BALANCED PORTFOLIO FY21 net fees by type* Public sector Top 50 Recruitment Public ~15% ANZ 17% 18% Recruitment contracts ~25% sector Technology 26% contracts 15% Rest of World Other** Professional 36% Perm 39% Perm ~25% 31% 32% 42% Germany 27% A&F 14% Office Sup. 8% C&P 12% United Kingdom & Irelan
Slide 62: Balanced Model: Structural and Cyclical Markets
BALANCED BUSINESS MODEL: WELL DIVERSIFIED IN STRUCTURAL AND CYCLICAL MARKETS Net fees by market maturity* (percentages in table show % of Group net fees in FY21) ESTABLISHED: DEVELOPING: >70% penetration 30-70% penetration 27% of Group net fees 26% of Group net fees (9)% LFL net fee growth (11)% LFL
Slide 63: Balanced Model: Temp/Contractor and Perm Exposure
BALANCED BUSINESS MODEL: SECTOR-LEADING EXPOSURE TO KEY TEMP/CONTRACTOR MARKETS, PERM-GEARED IN HIGH GROWTH AREAS FY21 net fees by geography and contract type Temp Perm 15% 30% 38% 64% 85% 70% 62% 36% ANZ - 17% Germany - 27% UK&I - 22% RoW - 34% PROPORTION OF GROUP NET FEES 63
Slide 64: Appendix 3: Divisional Profiles and Historical Data
APPENDIX 3 Divisional profiles and historical data
Slide 65: Financial Archive: Net Fees, Operating Profit & Headcount
FINANCIAL ARCHIVE – NET FEES, OPERATING PROFIT & HEADCOUNT £ Net fees by division (£m) % Operating profit‡ by division (£m) 1,130 243 249 1,073 955 996 212 918 41 42 810 339 368 164 181 27 734 719 725 764 340 114 140 15 47 49 135 672 291 128 126 22 42 312 1 7 17 558 163 196 230 4 6 52 95 142 168 177
Slide 66: ANZ Represents 17% of Group Net Fees
ANZ REPRESENTS 17% OF GROUP NET FEES, WITH AUSTRALIA REPRESENTING 93% OF DIVISIONAL NET FEES Year ended 30 June 2021 Net fees by specialism Net fees by region Net fees: £159.9m Operating profit: £39.7m 12% 21% 21% 26% Conversion rate: 24.8% 7% Countries: 2 4% 10% Consultants: 945 4% 14% Offices: 41
Slide 67: Historical Profile of Hays ANZ
HISTORICAL PROFILE OF HAYS AUSTRALIA & NEW ZEALAND Historical headline net fees (£m) Historical headline operating profit ‡ (£m) 210 87 199 199 81 182 179 181 72 171 69 66 163 160 64 63 60 135 138 139 134 129 49 48 45 44 44 40 FY08 FY09 FY10 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18 FY19 FY20 FY21 FY0
Slide 68: Germany Represents 27% of Group Net Fees
GERMANY REPRESENTS 27% OF GROUP NET FEES AND 33% OF GROUP PROFIT Year ended 30 June 2021 Net fees by specialism Net fees by contract type 0% 5% 4% Net fees: £244.8m Operating profit: £31.4m 6% 15% Conversion rate: 12.8% Consultants: 1,620 42% Offices: 25 16% 25% 60% Private : Public sector 23% 86% 1
Slide 69: Historical Profile of Hays Germany
HISTORICAL PROFILE OF HAYS GERMANY Historical headline net fees (£m) Historical headline operating profit ‡ (£m) 300 91 276 86 260 81 245 230 62 60 63 58 164 158 175 52 53 150 136 36 38 106 31 88 80 26 63 24 FY08 FY09 FY10 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18 FY19 FY20 FY21 FY08 FY09 FY10 FY11 FY
Slide 70: UK & Ireland Represents 22% of Group Net Fees
UK & IRELAND REPRESENTS 22% OF GROUP NET FEES, WITH THE UK REPRESENTING 96% OF DIVISIONAL NET FEES Year ended 30 June 2021 Net fees by specialism Net fees by region Net fees: £201.1m Operating profit: £11.5m 8% Conversion rate: 5.7% 19% 25% 9% Consultants: 1,759 33% Offices: 89 12% 7% 18% Temp : Per
Slide 71: Historical Profile of Hays UK & Ireland
HISTORICAL PROFILE OF HAYS UK & IRELAND Historical headline net fees (£m) Historical headline operating profit ‡ (£m) 453 137 331 272 272 244 242 246 253 258 264 225 222 226 201 64 46 52 47 49 42 26 11 17 12 4 (7) 6 FY08 FY09 FY10 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18 FY19 FY20 FY21 FY08 FY09 FY10
Slide 72: Rest of World Represents 34% of Group Net Fees
REST OF WORLD REPRESENTS 34% OF GROUP NET FEES, WITH FRANCE OUR LARGEST RoW MARKET Net fees by specialism Year ended 30 June 2021 Net fees by specialism Net fees by market Net fees: £312.3m Operating profit: £12.5m 23% 17% Conversion rate: 4.0% 25% 26% Countries: 28 Consultants: 2,866 14% 5% Offices
Slide 73: Historical Profile of Rest of World
HISTORICAL PROFILE OF REST OF WORLD Historical headline net fees (£m) Historical headline operating profit ‡ (£m) 368 41 42 339 340 312 291 230 27 196 22 163 168 177 17 15 142 12 13 108 117 105 7 (2) (6) 1 (4) (3) FY08 FY09 FY10 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18 FY19 FY20 FY21 FY08 FY09 FY10 F
Slide 74: Local Currency: Net Fees and Operating Profit
LOCAL CURRENCY – NET FEES AND OPERATING PROFIT Australia & New Zealand Australia & New Zealand Historical net fees (AUDm) Historical operating profit‡ (AUDm) 365 182 347 359 323 321 293 293 305 274 288 263 273 130 134 232 245 116 120 120 106 98 91 88 83 90 80 72 FY08 FY09 FY10 FY11 FY12 FY13 FY14 FY
Slide 75: Financial Archive: Quarterly Net Fee Growth
FINANCIAL ARCHIVE – QUARTERLY NET FEE GROWTH % Australia & New Zealand % Germany 38% 28% 23% 16% 19% 16% 13% 15% 15% 12% 13% 14% 12% 14% 12% 11% 7% 7% 8% 7% 16% 6% 3% 15% 2% 0% (3%) (2%) (7%) (9%) (7%) (13%) (5%) (10%) (19%) (20%) (28%) (26%) (33%) (31%) Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3
Slide 76: Financial Archive: Quarterly Net Fee & Headcount Growth
FINANCIAL ARCHIVE – QUARTERLY NET FEE & HEADCOUNT GROWTH % Temp % Perm 67% 24% 20% 12% 13% 15% 11% 5% 6% 8% 11% 9% 11% 8% 9% 5% 7% 7% 11% 9% 7% 3% 2% 0% 0% 0% 0% 1% (3%) (7%) (6%) (5%) (13%) (10%) (13%) (26%) (25%) (26%) (44%) (35%) Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q
Slide 77: Further Information
FURTHER INFORMATION DAVID PHILLIPS HEAD OF INVESTOR RELATIONS & ESG CHARLES CHALKLY INVESTOR RELATIONS & ESG MANAGER ir@hays.com +44 (0)333 010 7122 For more information about the Group: haysplc.com/investors or @haysplcIR