Tesco and Booker Merger completed - IGD.com

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Tesco and Booker Merger completed - IGD.com
Tesco and Booker
                Merger completed

                    March 2018

© IGD 2018                         Page 1
Tesco and Booker Merger completed - IGD.com
What has
    happened?

                                       TERMS COMPLETION
              PROPOSAL                                                            PERSONNEL

                                          Following regulatory approval in    Booker CEO Charles Wilson
      The process to merge was
                                          December 2017, shareholders of      has joined the new combined
      launched in January 2017, with
                                          both companies approved the         group board and executive
      Tesco plc and Booker Group plc
                                          deal on 28th February. The          committee, and now has the
      announcing an agreed merger.
                                          merger was formally completed       role of CEO Tesco UK.
                                          on 5th March.
      The deal valued Booker at                                               Dave Lewis remains as
      £3.7bn.                             Approval granted by the             Group Chief Executive of
                                          Competition and Markets             Tesco.
                                          Authority was unconditional, with
                                          neither party required to make
                                          any remedies to progress the
                                          merger.

© IGD 2018                                                                                                  Page 2
Tesco and Booker Merger completed - IGD.com
Who’s who?

   Tesco is an international retailer,
   based in the UK.

   It sells both grocery and non-
   grocery lines.                                                               Dave Lewis
   It has operations in 11 countries in                                     Group Chief Executive
   Europe and Asia, although the UK
                                            Tesco statistics, latest year
   remains the largest market.

   In most countries, Tesco operates        Group sales                     £55,917m (3.7%)
   across several grocery channels
                                            Group operating profit          £1,280m (29.9%)
   (the India operation is more limited).
                                            Group stores                         6,789
   Tesco also offers retail banking and
   has a franchise package for              UK & ROI sales                  £43,524m (1.4%)
   independent retailers, branded One
   Stop (not all One Stops are              UK & ROI operating profit       £803m (59.6%)
   franchises – some are owned and
   managed centrally by Tesco).             UK stores                           3,433

© IGD 2018   Source: Company                                                                        Page 3
Tesco and Booker Merger completed - IGD.com
Who’s who?

   Booker is a food and drink
   wholesale business serving a
   mixed customer base.                                                                          Charles Wilson
                                                                                                      CEO
   It serves (mostly) small businesses
   in independent retailing and            Booker statistics, latest year
   catering.
                                           Group sales                                        £5,328m (+6.7%)
   Its primary format is cash & carry,
   though it has capability in delivery.   Group operating profit                             £176m (+13.5%)

   It supports nearly 5,500 symbol         No. of trading sites                                    206
   convenience stores under the
   Premier, Londis, Budgens and            Countries of operation                    UK (200 sites), India (6 sites)
   Family Shopper fascias.                                                  1,199,000 (117,000 retailers, 441,000 caterers,
                                           Customer numbers
                                                                                          641,000 ‘others’)
   Online now accounts for 22% of
                                           Sales by key customer
   group sales.                                                             Retail = £3.4bn          Catering = £1.7bn
                                           group
© IGD 2018   Source: Company                                                                                              Page 4
Tesco and Booker Merger completed - IGD.com
Objectives and                                                          The merger has formed a vertically-integrated business, with annual UK
                                                                            sales of £47bn (annual UK sales are £42bn for Tesco and £5bn for

    rationale for                                                           Booker).

                                                                            The new business covers both the established “at-home” food market and
    merger                                                                  the smaller, fast-moving “out-of-home” market.
                             The merger document                            According to the merger announcement, the creation of the joint business
                              identifies synergies of                       offers various benefits for multiple stakeholders:
                            £200m pa after 3 years,
                           ie: £25m of revenue gains
                                 and £175m of cost
                              savings (55% coming
                                from procurement).

        SHOPPERS                        CUSTOMERS 1                           SUPPLIERS                           COLLEAGUES                                SHAREHOLDERS

       Better choice of                  Enhanced ranges                      Access to more                         Career growth                               Revenue growth
       fresh food in c-                                                         distribution                         opportunities
                                           Lower prices,                                                                                                             Increased
            stores                                                               channels                            within a larger
                                         obtained through                                                                                                          business scale
                                                                                                                        business
       Lower prices in                   increased buying                      More efficient                                                                      and efficiency
       c-stores and at                         scale                             logistics                          Experience of a
                                                                                                                                                                 Higher earnings-
         foodservice                                                                                                 multi-channel
                                           Cheaper, more                     Increased scale                                                                        per-share
                                                                                                                       business
       More click and                     efficient logistics                  and reduced
                                                                                                                     environment
      collect locations                                                      waste, improving
                                          Improved IT and
      for online orders                                                         efficiency
                                          support services

© IGD 2018     Source: Summarised from merger document issued 27 Jan 2017              (1) In this context, “customers” denotes business clients buying at wholesale from Booker    Page 5
Tesco and Booker Merger completed - IGD.com
Shopper behaviour                                                    IGD shopper data illustrates some of the points made in the
                                                                         merger document.
    shows why multiple                                                   A “full service” grocery business is one capable of serving
    routes to market may                                                 shoppers that split spending across several channels.

                                                                         Just 2% of shoppers claim to have used only one channel
    be beneficial                                                        for food and grocery shopping in the last month.

      Claimed number of channels used monthly

        2%                                 6%                   16%                            22%                  54%
   1 channel only                        2 channels             3 channels                       4 channels         5+ channels

© IGD 2018   Source: ShopperVista, IGD Research, October 2017         Base: 1,700 UK grocery shoppers                                  Page 6
Tesco and Booker Merger completed - IGD.com
UK
    convenience                                            Better-serving the convenience retail market is
    retail                                                     central to the rationale for the merger

                                                Convenience is a close match with    UK convenience is fragmented and
                                                UK shopper needs and the channel     highly competitive.
                                                has seen consistent growth in
                                                recent years.                        Multiple operators (eg: Tesco
                                                                                     Express, M&S Simply Food,
             £39.2bn                            Since 2012, convenience sales        Sainsbury’s Local) have grown
              2017                              have grown by £7bn, reaching         share in recent years, with a
                                                £39.2bn in 2017, or around 21% of    modern high-quality offer.
                                                all grocery sales.
                                                                                     Symbol groups (eg: Booker
                                       45,652   Further growth is expected over      Premier, SPAR and Costcutter)
                                                the next five years, although        play an important role, allowing
                22%                    stores   growth is slowing, as the channel    independent retailers to compete
                25%                                                                  with the offer – and the pricing -
              growth                            matures.
              growth                                                                 available within multiples.
                over                            Other grocery channels, especially
             over last
               last 5                           discounting and online, are also     UK convenience continues to
             5 years                            competing with convenience for       develop. Important avenues
              years                             growth.                              include the provision of food-to-go
                                                                                     and use of stores to deliver online
                                                                                     shopping.

© IGD 2018      Source: IGD Research                                                                                       Page 7
Tesco and Booker Merger completed - IGD.com
Booker and                                          With 1,744 stores, Tesco’s company-owned Express fascia
                                                         is the biggest in the ‘convenience multiples’ segment. A

    Tesco                                                strong focus on fresh appeals to the mainly ABC1 target
                                                                                  shopper.
    convenience                                     One Stop is aimed at C2DE shoppers. Sales exceed £1bn with 775
    fascias                                           company-owned stores and a further 166 stores operated as
                                                                   franchises by independent owners.

                                                         The largest fascia both within Booker Retail Partners and
                                                              the total convenience channel comprising 3,394
                                                          independently owned stores. Shoppers are 39% ABC1
                                                                       making over 16m visits a week.

                                                        Purchased as part of the Musgrave GB acquisition in 2015
                                                      Budgens offer a more premium retail package for independent
                                                     retailers. It has sales of c.£330m from 176 stores. With a strong
                                                            focus on fresh to appeal to its 71% ABC1 Shoppers.

                                                         Also part of the Musgrave deal, the Londis symbol group
                                                          has 1,829 sites and a strong presence in forecourts. It
                                                        generates sales of c.£750m from its shoppers who are 49%
                                                                                  ABC1.

                                                    Now in its fifth trading year, Booker’s Family Shopper brand provides
                                                      its retailers with a discount format symbol group targeting C2DE
                                                                        shoppers: 61 stores, sales c.£50m.

© IGD 2018   Source: Company reports October 2017                                                                        Page 8
Tesco and Booker Merger completed - IGD.com
Booker:                                        With an estimated 70,000 UK retailers amongst its registered customers,
                                                   Booker has an unrivalled reach within the independent retail sector, though by
                                                   no means all are regular, ‘main’ customers.
    independent                                    But alongside its core independent retail customers, Booker now has a

    and multiple                                   growing customer base of multi-site operators, especially in the forecourt
                                                   sector, serviced through its Booker Retail Partners delivery division. This
                                                   business has been notably enhanced by gaining several significant contracts
    retail customers                               left vacant by the collapse of the incumbent wholesaler, Palmer & Harvey, in
                                                   November 2017.

     MFG - 300 stores                            Shell - 500 + stores                        MRH - 370 stores
                                                 Oil company Shell has the largest           Another post P&H win for Booker,
     Booker gained the contract to supply        single ownership forecourt network in       MRH is the largest fuel dealership
     some 300 forecourt stores operated by       the UK. A long term customer of             operator in the UK with a total of 491
     fuel dealership Motor Fuel Group in         Palmer & Harvey, Booker gained this         stores.
     2016.                                       account in December 2017 after P&H
                                                 ceased trading.                             While a proportion trade as (and are
     These stores have been converted                                                        supplied by) SPAR, the majority
     into Booker retail fascias, primarily       Shell stores mainly trade under their       operate under the Hursts fascia and
     Londis.                                     own fascias (Select/deli2go), though        are now supplied by Booker.
                                                 bigger sites are being converted to
                                                 Budgens.
© IGD 2018    Source: IGD Research & companies                                                                                        Page 9
Tesco and Booker Merger completed - IGD.com
Wholesale for
    foodservice                                                         The merger is also intended to create a stronger
                                                                                 proposition in foodservice

    Numerically the largest of Booker customer
    group is foodservice operators.
    The company has invested in developing
    ranges and service in this area.
    Ambient, chilled and frozen goods are
    available.
    Foodservice clients are offered a
    multichannel service (i.e: delivery or pickup
    from depot).
    Foodservice clients can be divided into three      Several Booker brands are aimed at                                   The Ritter Courivaud service
    broad groups:                                      foodservice customers, in order to                                   specialises in high-quality, low-volume
                                                       offer a complete business solution, eg:                              items.
    • Large / multi-site (e.g: restaurant chains
      such as Carluccio’s and Wagamama) –              • Chef’s Essentials – Entry level                                    This service is focused primarily on
      served through Chef Direct                                                                                            London, but is also available in other
                                                       • Chef’s Larder – Standard range
                                                                                                                            selected locations.
    • Small / independent (e.g: pubs) – served         • Chef Central – Tools, equipment
                                                                                                                            Most business is delivered, although
      through Booker cash & carry depots               • Cleanpro – Hygiene products                                        some depots have dedicated sections.
    • High end / specialist (e.g: premium
      restaurants) – served through Ritter
      Courivaud

© IGD 2018     Images: Retail Analysis, IGD Research      Shows Booker depot at Enfield, May 2016, photos with permission                                            Page 10
Foodservice
    and food-to-go
    at retail

    Tesco offers a wide range of foodservice and
    food-to-go solutions for shoppers.
    Foodservice is offered in large stores through
    in-store cafes.
    After experimenting with “in-house” concepts,
    Tesco now focuses on working with well-
    known external partners to create a branded
    foodservice offer.
    In addition, Tesco offers a range of food-to-
    go solutions for breakfast, lunch and dinner,
    e.g:                                               Branded coffee and doughnuts on                                   For shoppers in search of a “sit-down”
                                                       offer at Tesco.                                                   foodservice solution, some larger
    • Chilled sandwiches                                                                                                 stores have cafes.
                                                       Note the “grab and go” signage, meant
    • Meal deals                                       to appeal to shoppers in a hurry.                                 Note that the fresh coffee offered is
                                                                                                                         still Costa branded.
                                                       Automated coffee machines require
    These ranges bridge the gap between food           less staff time and less expertise than
    retail and foodservice.                            a “barista” style approach.

© IGD 2018     Images: Retail Analysis, IGD Research      Shows Tesco at Newmarket, March 2016, photos with permission                                           Page 11
The combined group will seek synergies in
    Online                                                                                                     online services

    ordering and                                                                                 Tesco is the largest online grocery retailer in the
                                                                                                 UK.
    fulfilment                                                                                   Online ordering is available via multiple
                       UK online grocery retail                                                  platforms and delivery is offered to-home or on
                                                                                                 a click and collect basis.
                      Value market shares, 2017
                                                                                                 During 2017, Tesco began to roll-out one-hour
                                                                                                 grocery delivery across parts of London.
                                                                                                 Most order fulfilment is through in-store picking,
                                                                                                 although six dark stores are also in operation.
                                                                                                 Grocery delivery is supported through other
                                                                                                 online services (eg: the Real Food meal
                                                                                                 inspiration website).
                                                                                                 Non-grocery items are available through the
                                                                                                 Tesco Direct service.

                                                                                                 Like other wholesalers, Booker offers online
                                                                                                 ordering for clients, with annual sales of £1.1bn.

                       Tesco                     Asda       Sainsbury's                          Note that online ordering in wholesale is not
                                                                                                 necessarily via a browser – many clients prefer
                       Ocado                     Waitrose   Morrisons                            a handheld scanner for the purpose.

© IGD 2018   Source: IGD Research, August 2017                Data is for major retailers only                                                         Page 12
Tesco Business Update 2018

              23 May 2018
             ExCeL, London

       Understand Tesco’s key
       priorities and what they
      mean for your business at
        the 2018 IGD Tesco
          Business Update
           Find out more
                                  Confirmed speakers include:

             Book now »

© IGD 2018                                                      Page 13
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