8-K

UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

FORM 8-K

CURRENT REPORT

Pursuant to Section 13 or 15(d) of

the Securities Exchange Act of 1934

Date of Report: April 22, 2013

UNITED STATIONERS INC.

(Exact name of registrant as specified in its charter)

Delaware	0-10653	36-3141189
(State or other jurisdiction of incorporation)	(Commission File Number)	(IRS Employer Identification No.)

One Parkway North Blvd. Suite 100 Deerfield, Illinois	60015-2559
(Address of principal executive offices)	(Zip Code)

Registrant’s telephone number, including area code (847) 627-7000

Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions (see General Instruction A.2. below):

¨ Written communications pursuant to Rule 425 under the Securities Act (17 CFR 230.425)

¨ Soliciting material pursuant to Rule 14a-12 under the Exchange Act (17 CFR 240.14a-12)

¨ Pre-commencement communications pursuant to Rule 14d-2(b) under the Exchange Act (17 CFR 240.14d-2(b))

¨ Pre-commencement communications pursuant to Rule 13e-4(c) under the Exchange Act (17 CFR 240.13e-4(c))

United Stationers Inc.

Item 2.02  Results of Operations and Financial Condition.

The following information, including Exhibit 99.1 and Exhibit 99.2, shall not be deemed “filed” hereunder for purposes of Section 18 of the Securities Exchange Act of 1934, as amended (the “Exchange Act”), or incorporated by reference in any filing under the Securities Act of 1933, as amended, or the Exchange Act, except as shall be expressly set forth by specific reference in such a filing.

On April 22, 2013, United Stationers Inc. (the “Registrant”) issued a press release announcing its financial results for the three-month period ended March 31, 2013. A copy of the Registrant’s press release is attached as Exhibit 99.1 hereto and is incorporated herein by reference. In addition, a slide presentation summarizing earnings and financial results is attached as Exhibit 99.2 hereto and is incorporated herein by reference.

Item 9.01 Financial Statements and Exhibits.

(d) Exhibits

Exhibit No.	Description
99.1*	Press Release, dated April 22, 2013, announcing financial results for the three-month period ended March 31, 2013.
99.2*	Earnings Presentation, a slide presentation summarizing earnings and financial results.

* — Included herewith.

SIGNATURES

Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned thereunto duly authorized.

	UNITED STATIONERS INC.
	(Registrant)
Dated: April 22, 2013	/s/ Fareed A. Khan
	Fareed A. Khan
	Senior Vice President and Chief Financial Officer

-2-

EXHIBIT INDEX

(d) Exhibits

Exhibit No.	Description
99.1*	Press Release, dated April 22, 2013, announcing financial results for the three-month period ended March 31, 2013.
99.2*	Earnings Presentation, a slide presentation summarizing earnings and financial results.

* — Included herewith.

-3-

EX-99.1

Exhibit 99.1

    n e w s r e l e a s e

Executive Offices	For Further Information Contact:
One Parkway North Blvd.
Suite 100
Deerfield, IL 60015-2559	Cody Phipps
	President and Chief Executive Officer
	or
	Fareed Khan
	Senior Vice President and Chief Financial Officer
	United Stationers Inc.
	(847) 627-7000

UNITED STATIONERS REPORTS FIRST QUARTER 2013 RESULTS

DEERFIELD, Ill., April 22, 2013 – United Stationers Inc. (NASDAQ: USTR) reported results for the first quarter 2013.

First Quarter Financial Summary

• Net sales of $1.25 billion were flat to the prior year’s first quarter sales after adjusting for one less workday in the current year quarter.

• Diluted earnings per share were $0.34. Adjusted earnings per share grew 24% to $0.56⁽¹⁾, compared with $0.45⁽¹⁾ in the prior-year quarter.

• First quarter gross margin was $188.5 million or 15.1% of sales, up 85 basis points versus the prior-year quarter.

• Operating expenses were $163.3 million. Adjusted operating expenses were $148.9 million⁽¹⁾ or 11.9%⁽¹⁾ of sales, up 66 basis points compared to the adjusted prior-year quarter results.

• Operating income was $25.2 million. Adjusted operating income was $39.7 million⁽¹⁾ or 3.2%⁽¹⁾, up 19 basis points versus last year’s adjusted first quarter operating income.

• Net cash used in operating activities for the quarter totaled $13.4 million versus net cash provided in operating activities of $27.9 million in the prior-year quarter.

• Share repurchases totaled 0.2 million shares at a cost of $7.1 million during the current year quarter.

• Cash dividends of $5.6 million were paid during the current year quarter.

“We made progress on strategic initiatives, and delivered solid results in a difficult demand environment,” said Cody Phipps, president and chief executive officer. “First quarter demand conditions were impacted by corporate and government spending reductions, low inflation and continued weakness in the economy as real jobs growth and small business confidence remain soft. O.K.I. Supply was fully integrated into our industrial business during the quarter and we drove additional cost reduction programs in several of our other core businesses. Our financial results showed solid EPS growth and gross margin expansion despite flat top-line sales. We continued to build the capabilities needed to help our customers win in an increasingly digital and rapidly evolving marketplace.”

First Quarter Performance

Sales for the first quarter of 2013 were $1.25 billion, flat with the prior-year quarter after adjusting for workdays. Strong growth was seen in the industrial supplies and janitorial/breakroom categories with sales up 35.7% and 3.0%, respectively. These gains were offset by decreased sales in the technology, office products and furniture categories of 5.9%, 6.5%, and 3.0%, respectively.

(1) This is non-GAAP information. A reconciliation of these items to the most comparable GAAP measures is presented at the end of this news release. Except as noted, all references within this news release related to financial results are presented in accordance with U.S. Generally Accepted Accounting Principles.

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United Stationers Reports First Quarter 2013 Results

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Gross margin for the quarter was $188.5 million or 15.1% of sales, compared with $180.9 million or 14.2% of sales in the prior-year quarter. Gross margin improved due to a more favorable product mix, margin improvement initiatives, and higher purchase-related supplier allowances. War on Waste (WOW) cost savings also contributed to the improvement in gross margin. Partially offsetting these improvements in gross margin were lower inflation trends, net of LIFO inventory impacts, and increased transportation costs.

First quarter 2013 operating expenses were $163.3 million. This included a charge of $14.4 million for a workforce reduction and facility closures. Excluding this item, first quarter 2013 adjusted operating expenses were $148.9 million⁽¹⁾ or 11.9%⁽¹⁾ of sales, compared with last year’s adjusted $143.1 million⁽¹⁾ or 11.3%⁽¹⁾ of sales. Adjusted operating expenses for 2012 exclude a $6.2 million charge for a workforce reduction and facility closures. Higher operating expenses were driven by incremental costs related to the O.K.I. Supply Co. acquisition, and increased healthcare and workers compensation costs.

Operating income for the first quarter of 2013 was $25.2 million. Excluding the charges noted above, first quarter 2013 adjusted operating income was $39.7 million⁽¹⁾ or 3.2%⁽¹⁾ of sales, compared with $37.8 million⁽¹⁾ or 3.0%⁽¹⁾ of sales in the prior-year quarter.

Diluted earnings per share for the latest quarter were $0.34. Excluding the charges noted above, first quarter 2013 adjusted earnings per share were $0.56⁽¹⁾, compared with $0.45⁽¹⁾ in the prior-year period. The improvement was the result of increased operating income, lower interest expense, and the impact of share repurchases.

Cash Flow, Debt Trends and Share Repurchases

Net cash used by operating activities for the first three months of 2013 was $13.4 million. Operating cash flow was negatively impacted by the timing of payments for year end 2012 inventory investment buys. Cash flow used in investing activities totaled $9.0 million in the latest quarter. Capital spending for 2013 is expected to be approximately $35 million.

The company has approximately $1.0 billion of total committed debt capacity at March 31, 2013 and has maintained debt-to-EBITDA leverage at the low end of targeted levels. Outstanding debt at March 31, 2013 and 2012 was $537.0 million and $512.2 million, respectively. Debt-to-total capitalization at March 31, 2013 was 41.6%, compared with 42.9% at March 31, 2012. During the first quarter of 2013, the company paid $7.1 million to repurchase 0.2 million shares and paid $5.6 million in cash dividends. The amount remaining under Board share repurchase authorizations at April 19, 2013 was approximately $43.8 million.

“Our balance sheet, liquidity and access to capital remains strong”, said Phipps. “We will maintain a balanced capital deployment approach of prudent investments in growth, productivity enhancements, targeted acquisitions, and returning capital to shareholders through cash dividends and share repurchases. We continue to have ample funds to pursue our diversification strategy.”

Outlook

“While we have responded to a difficult economy by taking cost reduction actions in the near-term, we have not lost sight of the importance of investing in the capabilities that will drive our business in the future,” Phipps stated. The first quarter cost actions are expected to result in annual savings in excess of the related charge. These actions will right size United’s business and fund growth initiatives. “Looking forward, we continue to be proactive in taking actions that will positively impact earnings, notwithstanding the uncertain economy that we face. Our efforts remain focused on enabling our supply chain partners to succeed in a rapidly changing environment,” concluded Phipps.

Conference Call

United Stationers will hold a conference call followed by a question and answer session on Tuesday, April 23, 2013, at 10:00 a.m. CDT, to discuss first quarter 2013 results. To participate, callers within the U.S. and Canada should dial (877) 317-6789, and international callers should dial (412) 317-6789 approximately 10 minutes before the presentation. The passcode is “10026667”. To listen to the webcast, participants should visit the Investors section of the company’s website (link: http://investors.unitedstationers.com), and click on the “Q1-13 Earnings Release” button on the right side of the page, several minutes before the event is broadcast. Interested parties can access an archived version of

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United Stationers Reports First Quarter 2013 Results

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the call, this news release, a financial slide presentation and other information related to the call, also located on the Investors section of United Stationers’ website, about two hours after the call ends. You may also download the native iOS United Stationers iPhone app by visiting the iTunes store and searching for the United Stationers app, or you may view the app in your internet browser by clicking here: http://investors.unitedstationers.com/m/. The browser app can be viewed on all supported smartphone devices including iPhone^®, Android^TM and BlackBerry^® devices.

Forward-Looking Statements

This news release contains forward-looking statements, including references to goals, plans, strategies, objectives, projected costs or savings, anticipated future performance, results or events and other statements that are not strictly historical in nature. These statements are based on management’s current expectations, forecasts and assumptions. This means they involve a number of risks and uncertainties that could cause actual results to differ materially from those expressed or implied here. These risks and uncertainties include, but are not limited to the following: prevailing economic conditions and changes affecting the business products industry and the general economy; United’s ability to effectively manage its operations and to implement growth, cost-reduction and margin-enhancement initiatives; United’s reliance on key customers, and the risks inherent in continuing or increased customer concentration; United’s reliance on key suppliers and the supplier allowances and promotional incentives they offer; United’s reliance on independent resellers for a significant percentage of its net sales and, therefore, the importance of the continued independence, viability and success of these resellers; continuing or increasing competitive activity and pricing pressures within existing or expanded product categories, including competition from product manufacturers who sell directly to United’s customers; the impact of a loss of, or substantial decrease in, the availability of products or service from key vendors at competitive prices; United’s ability to maintain its existing information technology systems and the systems and eCommerce services that it provides to customers, and to successfully procure, develop and implement new systems and services without business disruption or other unanticipated difficulties or costs; the creditworthiness of United’s customers; United’s ability to manage inventory in order to maximize sales and supplier allowances while minimizing excess and obsolete inventory; United’s success in effectively identifying, consummating and integrating acquisitions; the risks and expense associated with United’s obligations to maintain the security of private information provided by United’s customers; the costs and risks related to compliance with laws, regulations and industry standards affecting United’s business; the availability of financing sources to meet United’s business needs; United’s reliance on key management personnel, both in day-to-day operations and in execution of new business initiatives; and the effects of hurricanes, acts of terrorism and other natural or man-made disruptions.

Shareholders, potential investors and other readers are urged to consider these risks and uncertainties in evaluating forward-looking statements and are cautioned not to place undue reliance on the forward-looking statements. For additional information about risks and uncertainties that could materially affect United’s results, please see the company’s Securities and Exchange Commission filings. The forward-looking information in this news release is made as of this date only, and the company does not undertake to update any forward-looking statement. Investors are advised to consult any further disclosure by United regarding the matters discussed in this release in its filings with the Securities and Exchange Commission and in other written statements it makes from time to time. It is not possible to anticipate or foresee all risks and uncertainties, and investors should not consider any list of risks and uncertainties to be exhaustive or complete.

Company Overview

United Stationers Inc. is a leading wholesale distributor of business products, with 2012 net sales of $5.1 billion. The company stocks a broad and deep line of approximately 130,000 items on a national basis, including technology products, traditional office products, janitorial and breakroom supplies, office furniture, and industrial supplies. A network currently comprised of 65 distribution centers allows it to deliver these products to over 25,000 reseller customers. This network, combined with United’s depth and breadth of inventory, enables the company to ship most products overnight to more than 90% of the U.S. and offer next-day delivery to major cities in Mexico and Canada. For more information, visit unitedstationers.com.

United Stationers’ common stock trades on the NASDAQ Global Select Market under the symbol USTR.

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United Stationers Reports First Quarter 2013 Results

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United Stationers Inc. and Subsidiaries

Condensed Consolidated Statements of Income

(unaudited)

(in thousands, except per share data)

	For the Three Months Ended March 31,
	2013		2012
Net sales	$	1,250,485	$	1,271,647
Cost of goods sold		1,061,960		1,090,718
Gross profit		188,525		180,929
Operating expenses:
Warehousing, marketing and administrative charges		163,284		149,337
Operating income		25,241		31,592
Interest expense, net		3,113		7,166
Income before income taxes		22,128		24,426
Income tax expense		8,254		9,314
Net income	$	13,874	$	15,112
Net income per common share – diluted	$	0.34	$	0.36
Weighted average number of common shares – diluted		40,628		42,420

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United Stationers Reports First Quarter 2013 Results

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United Stationers Inc. and Subsidiaries

Condensed Consolidated Balance Sheets

(dollars in thousands, except share data)

	(unaudited) March 31,						(audited) As of
	2013			2012			Dec. 31, 2012
ASSETS
Current assets:
Cash and cash equivalents	$	20,522		$	11,198		$	30,919
Accounts receivable, net		632,247			642,028			658,760
Inventories		726,217			672,274			767,206
Other current assets		33,356			31,109			30,118
Total current assets		1,412,342			1,356,609			1,487,003
Property, plant and equipment, net		139,345			126,931			143,523
Intangible assets, net		65,497			55,020			67,192
Goodwill		357,907			328,061			357,226
Other long-term assets		22,179			21,653			20,260
Total assets	$	1,997,270		$	1,888,274		$	2,075,204
LIABILITIES AND STOCKHOLDERS’ EQUITY
Current liabilities:
Accounts payable	$	431,940		$	433,725		$	495,278
Accrued liabilities		172,726			173,059			205,228
Short-term debt		1,162			50,000			—
Total current liabilities		605,828			656,784			700,506
Deferred income taxes		15,680			14,975			18,054
Long-term debt		535,885			462,150			524,376
Other long-term liabilities		85,763			71,750			94,176
Total liabilities		1,243,156			1,205,659			1,337,112
Stockholders’ equity:
Common stock, $0.10 par value; authorized – 100,000,000 shares, issued – 74,435,628 shares in 2013 and 2012		7,444			7,444			7,444
Additional paid-in capital		405,039			405,588			404,196
Treasury stock, at cost – 33,760,943 and 33,323,963 shares at March 31, 2013 and 2012, respectively and 34,116,220 shares at December 31, 2012		(957,124	)		(940,564	)		(963,220	)
Retained earnings		1,351,631			1,262,791			1,343,437
Accumulated other comprehensive loss		(52,876	)		(52,644	)		(53,765	)
Total stockholders’ equity		754,114			682,615			738,092
Total liabilities and stockholders’ equity	$	1,997,270		$	1,888,274		$	2,075,204

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United Stationers Reports First Quarter 2013 Results

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United Stationers Inc. and Subsidiaries

Condensed Consolidated Statements of Cash Flows

(unaudited)

(in thousands)

	For the Three Months Ended March 31,
	2013			2012
Cash Flows From Operating Activities:
Net income	$	13,874		$	15,112
Adjustments to reconcile net income to net cash (used in) provided by operating activities:
Depreciation and amortization		9,475			8,607
Share-based compensation		2,420			1,926
Loss (gain) on the disposition of plant, property and equipment		14			(49	)
Amortization of capitalized financing costs		224			241
Excess tax benefits related to share-based compensation		(1,477	)		(464	)
Deferred income taxes		(2,079	)		(1,944	)
Changes in operating assets and liabilities:
Decrease in accounts receivable, net		26,267			17,640
Decrease in inventory		40,828			69,959
(Increase) decrease in other assets		(3,999	)		15,681
Decrease in accounts payable		(77,404	)		(63,520	)
Increase (decrease) in checks in-transit		14,201			(1,758	)
Decrease in accrued liabilities		(27,304	)		(19,427	)
Decrease in other liabilities		(8,407	)		(14,108	)
Net cash (used in) provided by operating activities		(13,367	)		27,896
Cash Flows From Investing Activities:
Capital expenditures		(9,096	)		(4,479	)
Proceeds from the disposition of property, plant and equipment		86			84
Net cash used in investing activities		(9,010	)		(4,395	)
Cash Flows From Financing Activities:
Net borrowings under debt arrangements		12,672			15,393
Net proceeds (disbursements) from share-based compensation arrangements		10,840			(942	)
Acquisition of treasury stock, at cost		(7,124	)		(33,575	)
Payment of cash dividends		(5,571	)		(5,436	)
Excess tax benefits related to share-based compensation		1,477			464
Payment of debt issuance costs		(345	)		—
Net cash provided by (used in) financing activities		11,949			(24,096	)
Effect of exchange rate changes on cash and cash equivalents		31			10
Net change in cash and cash equivalents		(10,397	)		(585	)
Cash and cash equivalents, beginning of period		30,919			11,783
Cash and cash equivalents, end of period	$	20,522		$	11,198

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United Stationers Reports First Quarter 2013 Results

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United Stationers Inc. and Subsidiaries

Reconciliation of Non-GAAP Financial Measures

Adjusted Operating Income, Net Income, and Diluted Earnings Per Share

(unaudited)

(in thousands, except per share data)

	For the Three Months Ended March 31,
	2013						2012
	Amount			% to Net Sales			Amount			% to Net Sales
Net sales	$	1,250,485			100.0	%	$	1,271,647			100.00	%
Gross profit	$	188,525			15.08	%	$	180,929			14.23	%
Operating expenses	$	163,284			13.06	%	$	149,337			11.74	%
Workforce reduction and facility closure charge		(14,432	)		(1.15	)%		(6,247	)		(0.49	%)
Adjusted operating expenses	$	148,852			11.91	%	$	143,090			11.25	%
Operating income	$	25,241			2.02	%	$	31,592			2.49	%
Operating expense items noted above		14,432			1.15	%		6,247			0.49	%
Adjusted operating income	$	39,673			3.17	%	$	37,839			2.98	%
Net income	$	13,874					$	15,112
Operating expense items noted above, net of taxes		8,948						3,873
Adjusted net income	$	22,822					$	18,985
Diluted earnings per share	$	0.34					$	0.36
Per share operating expense items noted above		0.22						0.09
Adjusted diluted earnings per share	$	0.56					$	0.45
Adjusted diluted earnings per share - growth rate over the prior year period		24.4	%
Weighted average number of common shares — diluted		40,628						42,420

Note: Adjusted Operating Expenses, Operating Income, Net Income and Earnings Per Share in the first quarter of 2013 and 2012, respectively, exclude the effects of a $14.4 million charge and $6.2 million charge, each related to workforce reductions and facility closures. Generally Accepted Accounting Principles require that the effects of this item be included in the Condensed Consolidated Statements of Income. Management believes that excluding this item is an appropriate comparison of its ongoing operating results to last year. It is helpful to provide readers of its financial statements with a reconciliation of these items to its Condensed Consolidated Statements of Income reported in accordance with Generally Accepted Accounting Principles.

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EX-99.2

April 23, 2013

1

United Stationers Inc.

Earnings Presentation

First Quarter 2013

TO BE FILED IN

CONJUNCTION WITH

PRESS RELEASE

Exhibit 99.2

April 23, 2013

2

Forward Looking Statements and

Non-GAAP Measures

This presentation contains forward-looking statements, including references to goals, plans, strategies, objectives, projected costs or

savings, anticipated future performance, results or events and other statements that are not strictly historical in nature.  These statements

are based on management’s current expectations, forecasts and assumptions.  This means they involve a number of risks and uncertainties

that could cause actual results to differ materially from those expressed or implied here.  These risks and uncertainties include, but are not

limited to the following:  prevailing economic conditions and changes affecting the business products industry and the general economy;

United’s ability to effectively manage its operations and to implement growth, cost-reduction and margin-enhancement initiatives; United’s

reliance on key customers, and the risks inherent in continuing or increased customer concentration; United’s reliance on key suppliers and

the supplier allowances and promotional incentives they offer; United’s reliance on independent resellers for a significant percentage of its

net sales and, therefore, the importance of the continued independence, viability and success of these resellers; continuing or increasing

competitive activity and pricing pressures within existing or expanded product categories, including competition from product manufacturers

who sell directly to United’s customers; the impact of a loss of, or substantial decrease in, the availability of products or service from key

vendors at competitive prices; United’s ability to maintain its existing information technology systems and the systems and eCommerce

services that it provides to customers, and to successfully procure, develop and implement new systems and services without business

disruption or other unanticipated difficulties or costs; the creditworthiness of United’s customers; United’s ability to manage inventory in

order to maximize sales and supplier allowances while minimizing excess and obsolete inventory; United’s success in effectively identifying,

consummating and integrating acquisitions; the risks and expense associated with United’s obligations to maintain the security of private

information provided by United’s customers; the costs and risks related to compliance with laws, regulations and industry standards affecting

United’s business; the availability of financing sources to meet United’s business needs; United’s reliance on key management personnel,

both in day-to-day operations and in execution of new business initiatives; and the effects of hurricanes, acts of terrorism and other natural

or man-made disruptions. 

Shareholders, potential investors and other readers are urged to consider these risks and uncertainties in evaluating forward-looking

statements and are cautioned not to place undue reliance on the forward-looking statements. For additional information about risks and

uncertainties that could materially affect United’s results, please see the company’s Securities and Exchange Commission filings.  The

forward-looking information in this presentation is made as of this date only, and the company does not undertake to update any forward-

looking statement.  Investors are advised to consult any further disclosure by United regarding the matters discussed in this release in its

filings with the Securities and Exchange Commission and in other written statements it makes from time to time.  It is not possible to

anticipate or foresee all risks and uncertainties, and investors should not consider any list of risks and uncertainties to be exhaustive or

complete.

* This is non-GAAP information.  A reconciliation of these items to the most comparable GAAP measures is presented on the company’s

Website (www.unitedstationers.com) under the Investor Information section.  Except as noted, all references within this presentation to

financial results are presented in accordance with U.S. Generally Accepted Accounting Principles.

Certain prior-period amounts have been reclassified to conform to the current presentation.

April 23, 2013

3

Q1 2013 Headlines

Workday adjusted sales were down 0.1%, compared to Q1 2012, at $1.25

billion.

Adjusted earnings per diluted share were $0.56* up 24%, compared

to an

adjusted Q1 2012 EPS of $0.45*.

Gross margin of $188.5 million, or 15.1% of sales, was up from $180.9

million, or 14.2% of sales, in the prior-year.

Adjusted operating expenses in Q1 2013 were $148.9 million* or 11.9%* of

sales compared to an adjusted $143.1 million* or 11.3%* of sales.

Adjusted operating income was $39.7 million*, or 3.2%* as a percent of

sales, and up from $37.8 million*, or 3.0%* of sales, in the prior-year

quarter.

Adjusted net income was $22.8 million*, compared to $19.0 million* in Q1

2012.

Net cash used in operating activities was $13.4 million in Q1 2013.

During the quarter, the Company repurchased 0.2 million shares for $7.1

million and paid a cash dividend of $5.6 million to common shareholders.

April 23, 2013

4

First Quarter 2013 P&L

% to sales change

$

% to Sales

$

% to Sales

$ change

% change

Fav (Unfav)

$ thousands (except EPS)

QTD Q1 2013

QTD Q1 2013

QTD Q1 2012

QTD Q1 2012

Fav (Unfav)

Fav (Unfav)

basis points

Net Sales

1,250,485

$ 

1,271,647

$ 

(21,162)

$  

(1.6%)

Workday Adjusted Sales Growth

(0.1%)

Gross Margin

188,525

15.08%

180,929

14.23%

7,596

4.2%

85

Operating Expense

163,284

13.06%

149,337

11.74%

(13,947)

(9.3%)

(132)

Operating Income

25,241

2.02%

31,592

2.49%

(6,351)

(20.1%)

(47)

Interest & Other

3,113

7,166

4,053

Taxes

8,254

9,314

1,060

Net Income

13,874

$      

15,112

$      

(1,238)

$   

Diluted Shares (000s)

40,628

42,420

(1,792)

(4.2%)

Diluted EPS

0.34

$         

0.36

$         

(0.02)

$     

(5.6%)

Adjusted to exclude non-operating items *

Adjusted Operating Expense

148,852

$    

11.91%

143,090

$    

11.25%

(5,762)

$   

(4.0%)

(66)

Adjusted Operating Income

39,674

3.17%

37,839

2.98%

1,835

4.9%

19

Adjusted Net Income

22,822

18,985

3,837

20.2%

Adjusted Diluted EPS

0.56

$         

0.45

$         

0.11

$      

24.4%

April 23, 2013

5

Sales

by Product Category –

Q1 2013

Sales

Sales

Sales

Sales

Sales

growth (decline)

growth (decline)

growth (decline)

growth (decline)

growth (decline)

Q1 2013

Q4 2012

Q3 2012

Q2 2012

Q1 2012

Category

vs Q1 2012

vs Q4 2011

vs Q3 2011

vs Q2 2011

vs Q1 2011

Technology

(5.9%)

(0.1%)

(4.5%)

(2.8%)

(6.2%)

Office Products

(6.5%)

1.2%

1.3%

(0.8%)

1.8%

Janitorial/

Breakroom

3.0%

1.9%

2.3%

5.9%

12.0%

Industrial

35.7%

30.3%

7.0%

13.2%

21.3%

Furniture

(3.0%)

3.9%

(2.9%)

0.3%

0.8%

Technology

30%

Office Products

26%

Janitorial/

Breakroom

27%

Furniture

6%

Industrial

11%

Q1 2013

Sales Mix

April 23, 2013

6

Sales by Channel –

Q1 2013

Sales growth

Sales growth

Sales growth

Sales growth

Sales growth

(decline)

(decline)

(decline)

(decline)

(decline)

Q1 2013

Q4 2012

Q3 2012

Q2 2012

Q1 2012

Channel

vs Q1 2012

vs Q4 2011

vs Q3 2011

vs Q2 2011

vs Q1 2011

Independent

& Other

0.1%

3.8%

1.0%

3.6%

6.0%

Nationals

(1.3%)

1.9%

(7.4%)

(12.2%)

(14.8%)

Independent

& Other

87%

Nationals

13%

Q1 2013

April 23, 2013

7

Gross Margin

dollars in millions

Q1 12

Q2 12

Q3 12

Q4 12

Q1 13

Dollars

$180.9

$188.3

$203.8

$201.7

$188.5

Rate

14.2%

14.8%

15.8%

16.2%

15.1%

10.0%

12.5%

15.0%

17.5%

20.0%

$-

$25.0

$50.0

$75.0

$100.0

$125.0

$150.0

$175.0

$200.0

April 23, 2013

8

Adjusted Operating Expense*

dollars in millions

Q1 12 *

Q2 12

Q3 12

Q4 12

Q1 13 *

Dollars

$143.1

$137.9

$140.1

$146.3

$148.9

Rate

11.3%

10.8%

10.9%

11.8%

11.9%

7.5%

10.0%

12.5%

15.0%

$-

$25.0

$50.0

$75.0

$100.0

$125.0

$150.0

April 23, 2013

9

Adjusted Operating Income*

dollars in millions

Q1 12 *

Q2 12

Q3 12

Q4 12

Q1 13 *

Dollars

$37.8

$50.3

$63.6

$55.4

$39.7

Rate

3.0%

3.9%

4.9%

4.4%

3.2%

2.0%

3.0%

4.0%

5.0%

6.0%

$-

$10.0

$20.0

$30.0

$40.0

$50.0

$60.0

$70.0

April 23, 2013

10

Adjusted Earnings per Share*

shares in millions

Q1 12 *

Q2 12

Q3 12

Q4 12

Q1 13 *

EPS

$0.45

$0.66

$0.91

$0.81

$0.56

Diluted Shares

42.420

40.887

40.530

40.406

40.628

-

1.000

$-

$0.10

$0.20

$0.30

$0.40

$0.50

$0.60

$0.70

$0.80

$0.90

April 23, 2013

11

Working Capital Summary

$ Millions

3/31/2012

6/30/2012

9/30/2012

12/31/2012

3/31/2013

Accounts Receivable

642.0

$        

655.0

$        

669.0

$        

658.8

$           

632.2

$           

Inventories (LIFO)

672.3

692.9

643.6

767.2

726.2

Accounts Payable

433.7

446.6

443.0

495.3

431.9

Q1 12

Q2 12

Q3 12

Q4 12

Q1 13

Net Trade A/R DSO

40

40

40

40

39

Inventory Turns

6.2

6.4

6.5

5.9

5.7

A/P as % Inventory (LIFO)

65%

64%

69%

65%

59%

A/P as % Inventory (FIFO)

56%

56%

59%

57%

52%

April 23, 2013

12

Cash Flows

QTD

QTD

QTD

QTD

2012

QTD

$ Millions

Q1 12

Q2 12

Q3 12

Q4 12

YTD

Q1 13

Net Income

15.1

$          

27.0

$          

36.8

$          

32.9

$          

111.8

$        

13.9

$          

Depreciation & Amortization

8.8

9.0

9.2

10.1

37.1

9.7

Share-based compensation

1.9

1.3

2.0

3.5

8.7

2.4

Change in Accounts Receivable

17.6

(13.2)

(13.7)

31.1

21.8

26.3

Change in Inventory

70.0

(21.1)

49.7

(88.2)

10.4

40.8

Change in Accounts Payable

(65.3)

12.8

(3.5)

40.3

(15.7)

(63.2)

Change in Other Working Capital

(2.4)

5.4

19.4

(0.5)

21.9

(30.6)

Change in Working Capital

19.9

(16.1)

51.9

(17.3)

38.4

(26.7)

Other

(17.8)

(0.8)

7.5

4.9

(6.2)

(12.7)

Adjusted cash provided by operating

activities

27.9

20.4

107.4

34.1

189.8

(13.4)

Capital Expenditures

(4.5)

(5.8)

(10.0)

(12.5)

(32.8)

(9.1)

Proceeds from disposition of fixed assets

0.1

0.0

0.1

0.6

0.8

0.1

Net cash used for capital expenditures *

(4.4)

(5.8)

(9.9)

(11.9)

(32.0)

(9.0)

Free Cash Flow *

23.5

$          

14.6

$          

97.5

$          

22.2

$          

157.8

$        

(22.4)

$         

April 23, 2013

13

Debt and Capitalization

$ Millions

3/31/2012

6/30/2012

9/30/2012

12/31/2012

3/31/2013

Debt

512.2

$     

527.1

$     

455.0

$     

524.4

$     

537.0

$     

Equity

682.6

689.2

710.8

738.1

754.1

Total capitalization

1,194.8

$   

1,216.3

$   

1,165.8

$   

1,262.5

$   

1,291.1

$   

Debt-to-total capitalization

42.9%

43.3%

39.0%

41.5%

41.6%