Presentation Materials

EX-99.1 2 dex991.htm PRESENTATION MATERIALS Presentation Materials

GSI Commerce, Inc.

SG Cowen Internet Conference

December 8, 2005

GSI Commerce, Inc.

SG Cowen Internet Conference

December 8, 2005

Exhibit 99.1

Safe Harbor Statement

All

statements

made

this

presentation,

other

than

statements

historical

fact,

are

forward-

looking statements. The words “anticipate,”

“believe,”

“estimate,”

“expect,”

“intend,”

“may,”

“plan,”

“will,”

“would,”

“should,”

“guidance,”

“potential,”

“continue,”

“project,”

“forecast,”

“confident,”

“prospects,”

and similar expressions typically are used to identify forward-looking

statements.

Forward-looking

statements

are

based

the

then-current

expectations,

beliefs,

assumptions, estimates and forecasts about the business of GSI Commerce and the industries and

markets in which GSI Commerce operates. These statements are not guarantees of future

performance and involve risks, uncertainties and assumptions, which are difficult to predict.

Therefore, actual outcomes and results may differ materially from what is expressed or implied by

these

forward-looking

statements.

Factors

which

may

affect

GSI

Commerce’s

business,

financial

condition and operating results include the effects of changes in the economy, the impact of FASB

123(R), consumer spending, the financial markets and the industries in which GSI Commerce and

its

partners

operate,

changes

affecting

the

Internet

and

e-commerce,

the

ability

GSI

Commerce

to develop and maintain relationships with strategic partners and suppliers and the timing of its

establishment, extension or termination of its relationships with strategic partners, the ability of

GSI Commerce to timely and successfully develop, maintain and protect its technology and product

and service offerings and execute operationally, the ability of GSI Commerce to attract and retain

qualified

personnel,

the

ability

GSI

Commerce

successfully

integrate

its

acquisitions

other

businesses,

any,

and

the

performance

acquired

businesses.

information

about

potential

factors

that

could

affect

GSI

Commerce

can

found

its

most

recent

Form

10-K,

Form

10-Q

and

other

reports

and

statements

filed

GSI

Commerce

with

the

SEC.

GSI

Commerce

expressly

disclaims

any

intent

obligation

update

these

forward-looking

statements,

except

otherwise

specifically stated by GSI Commerce.

Non-GAAP Financial Measures

This presentation contains the non-GAAP measures merchandise sales, certain ratios that use

merchandise sales and adjusted EBITDA. Merchandise sales represent the retail value of all sales

transactions,

inclusive

freight

charges

and

net

allowances

for

returns

and

discounts,

which

flow

through

the

GSI

Commerce

platform,

whether

not

the

company

the

seller

the

merchandise,

records the full amount of such sales on its financial statements. GSI Commerce uses merchandise

sales as a metric for operating its business. Variable costs such as fulfillment and customer service

labor expense, order processing costs such as credit card and bank processing fees and business

management costs such as department staffing levels for partner services are related to the amount

sales

made

through

GSI

Commerce’s

platform,

whether

not

GSI

Commerce

records

the

revenue

from

such

sales.

GSI

Commerce

believes

that

investors

will

have

thorough

understanding

its historical expenses and expense trends if they have visibility to both GAAP net revenue as well as

the

non-GAAP

financial

measure

merchandise

sales

and

the

percentages

that

such

expenses

bear

net revenues and merchandise sales.

GSI Commerce also uses adjusted EBITDA, which represents earnings (or losses) before interest

income/expense, taxes, depreciation, amortization, and stock-based compensation. GSI Commerce

uses adjusted EBITDA as a means to evaluate its performance period to period without taking into

account

certain

expenses,

particularly

stock-based

compensation

expense,

which

may

fluctuate

materially

due

fluctuations

the

price

GSI

Commerce’s

common

stock

both

quarterly

and

annual

basis,

and

does

not

consistently

reflect

GSI

Commerce’s

results

from

its

core

business

activities.

These financial measures should be considered in addition to, and not as a substitute for, or superior

to, other measures of financial performance prepared in accordance with GAAP. The non-GAAP

financial measures included in this presentation have been reconciled to the nearest GAAP measures

as required under Securities and Exchange Commission rules.

Leading Provider of Outsourced e-Commerce Solutions

•

50+ major retailers & brands, 7 merchandise categories

•

Comprehensive, centralized e-commerce platform

•

1,300+ employees

•

Net revenues –

$335 million in FY2004 estimated to

grow 29% to $432 million in FY2005.

The U.S. Online General Merchandise Market *

$20

$40

$60

$80

$100

$120

$140

$160

$ in billions

Strong Growth Projected for e-Commerce

* GSI Commerce excludes automobiles and parts, food and beverage, and travel from the estimated

calculation of the U.S. online general merchandise market. Source: Forrester Research

2005E

$94.5

2006E

$111.7

2007E

$128.0

2008E

$143.9

2009E

$158.9

2010E

$173.1

$180

Large Addressable Domestic Market for GSI Commerce

2006 U.S. Online General

Merchandise Market *

$111.7 billion

* GSI Commerce excludes automobiles and parts, food and beverage, and travel from the estimated

calculation of the U.S. online general merchandise market. Source: Forrester Research

$10.0

$4.0

$5.4

$5.1

$4.1

$ in billions

$23.5

$15.2

2006 Estimated

Target Categories

Worth $67.3 billion

2006 Estimated

Target Categories

Worth $67.3 billion

Apparel

Home

Consumer

Electronics

Music & Video

Sporting Goods

Jewelry & Luxury Goods

Health & Beauty

* For GSI Commerce partners, online sales typically are between 2%-3% of total sales.

Compelling Reason for Prospects to Outsource

Online

general

merchandise

sales

estimated to

be 3.6% of

total retail

sales in

2004 *

Online

general

merchandise

sales

estimated to

be 3.6% of

total retail

sales in

2004 *

Too large

to ignore!

Too large

to ignore!

Most of

online retail

sales will

come from

multichannel

partners

Most of

online retail

sales will

come from

multichannel

partners

However

Multichannel

retailers

derive vast

majority of

revenue

offline

Multichannel

retailers

derive vast

majority of

revenue

offline

Online retail

is not

a core

competency!

Online retail

is not

a core

competency!

Enable

companies to

maximize

online

business in a

growing

e-commerce

market

Enable

companies to

maximize

online

business in a

growing

e-commerce

market

Significant

opportunity!

Significant

opportunity!

GSI Offers a Strong Value Proposition

•

A Complete Solution

Access to integrated suite of technology, supporting

infrastructure and partner services enables partners to

avoid non-leveragable

investments

•

Partner-centric / Brand-centric

Partners maintain full brand identity with consumers.

GSI Commerce has a transparent role

•

Expertise & High-Quality Components

GSI Commerce has a critical mass of expertise in integrated

online technology, marketing and retailing

•

Focus on Reinvestment

Multipartner

model

scale and operating leverage

•

Win/Win Economics

Financial predictability and aligned interests through long-

term contracts

Partnering with Top Brands

Apparel

Electronics

Health & Beauty

Sporting Goods

Entertainment

Home

Jewelry & Luxury Goods

Growth Strategy

Compounding

effect of

long-term

agreements

2008

2007

2006

2005

2004

•

Add new partners

•

Grow revenues from each partner

Secular e-commerce growth

Platform enhancements

Value-added partner services

Scope expansion

•

international, multichannel

Growing Faster than the Industry

50.0%

100.0%

150.0%

2001

2002

2003

2004

68%

25.4%

7.3%

5.3%

27.0%

58.2%

81.4%

25.6%

3.0%

135.2%

22.3%

2.7%

GSI Commerce Merchandise Sales **

E-Commerce Sales

Total Retail Sales

Percent Growth Y/Y *

* E-commerce Sales and Total Retail Sales Source: Census Bureau, U.S. Department of Commerce.

For

reconciliation

non-GAAP

financial

measures,

see

Appendices

this

presentation

and/or

see

our

results

for

fiscal

years

2001

2004

www.gsicommerce.com/news/news.jsp

Prior

2002,

GSI

Commerce

did

not

use

merchandise

sales

and so total net total revenue is used in this presentation for fiscal year 2001.

Category Expansion & Partner Growth

1999

2000

2001

2002

2003

2004

2005

10*

54*

Sports

Consumer Electronics

Health & Beauty

Entertainment

Home

Apparel

Jewelry & Luxury Goods

Categories

Total number of partners

New partners signed that year

* As reported through Nov. 16, 2005.

Net Revenues –

Trailing Four Quarters

Net Revenue $ in millions

$50

$100

$150

$200

$250

$300

$350

$400

$450

5.5

11.2

18.9

27.9

42.7

53.2

62.4

71.4

102.5

118.2

134.4

148.6

172.5

189.5

206.7

222.0

241.9

259.3

273.7

294.8

335.1

360.3

387.7

403.8

$475 M

Business Models Provide Balanced Gross Profit Contribution

Owned

Inventory

Non-Owned

Inventory

$275 M

$200 M

$275 M

$60 M

$335 M

Total Net Revenue

Net Revenue

Owned

Inventory

(Product Sales)

Net Revenue

Non-Owned

Inventory

(Service Fees)

$72 M

$60 M

$132 M

Gross Profit

Owned

Inventory

Gross Profit

Non-Owned

Inventory

Total Gross Profit

Merchandise Sales in 2004

2004 Expense Breakdown

$79.2 M

Sales & Marketing

$20.2 M

Product Development

$18.8M

G&A and Other

Fulfillment

Credit card processing

Customer care

Revenue share

Business management

Technology

HR, legal, finance, business

development, corp. development &

minority interest

$13.6 M

Adjusted EBITDA

$132 M

Total Gross Profit

Multiple Drivers of Margin Expansion

+1,880

Basis

Points

430 bp

800 bp

240 bp

410 bp

Gross Margin

Sales & Marketing

Product

Development

G&A and Other

Gross Profit

35.2% 39.3%

410

Sales & Marketing

31.6% 23.6%

800

Product Develop.

8.4% 6.0%

240

G&A and Other

9.9% 5.6%

430

2001

2004

As a % of net revenues

Basis Point

Variance

Cash *

$75.4

$112.2

Inventory

$37.8

$33.9

Net Fixed Assets

$74.4

$86.0

Total Assets

$231.8

$276.2

Debt

$14.5

$71.4

A/P & Accrued

$89.9

$57.3

Total Liabilities

$113.8

$135.0

Equity

$118.1

$141.1

* Cash and cash equivalents, short-term investments and marketable securities

Strong Balance Sheet

($ millions)

Jan. 1, 2005

Oct. 1, 2005

Appendix A

December 29,

January 1,

2001

2005

Adjusted EBITDA:

Net gain (loss) excluding interest income and expense,

taxes and charges for stock-based compensation

and depreciation and amortization

(15,051)

13,559

Reconciliation of Adjusted EBITDA to GAAP results:

Adjusted EBITDA

(15,051)

13,559

Interest expense

608

538

Interest income

(3,049)

(1,162)

Taxes

Stock-based compensation

10,282

3,576

Depreciation and amortization

6,662

10,944

Net loss

(29,554)

(337)

Fiscal Year Ended

GSI COMMERCE, INC. AND SUBSIDIARIES

ADJUSTED EBITDA AND RECONCILIATION TO GAAP RESULTS

(In thousands)

(Unaudited)

Merchandise sales

(1)

(a non-GAAP financial measure):

Category:

Sporting goods

128,489

200,394

Other

(2)

153,538

274,586

Total merchandise sales

(1)

(a non-GAAP

financial measure)

282,027

474,980

Net revenues -

(GAAP basis):

Net revenues from product sales:

Category:

Sporting goods

128,361

165,380

Other

(2)

88,149

109,608

Total net revenues from product sales

216,510

274,988

Service fee revenues

25,409

60,116

Total net revenues -

(GAAP basis)

241,919

335,104

GSI COMMERCE, INC. AND SUBSIDIARIES

MERCHANDISE SALES

(1)

AND RECONCILIATION TO GAAP RESULTS

(Dollars in thousands)

(Unaudited)

Appendix B

96,669

81,631

178,300

96,669

58,150

154,819

17,819

172,638

Fiscal Year 2004

Fiscal Year 2003

Fiscal Year 2002

Appendix B . . . continued

GSI COMMERCE, INC. AND SUBSIDIARIES

MERCHANDISE SALES

(1)

AND RECONCILIATION TO GAAP RESULTS

(Dollars in thousands)

(Unaudited)

Reconciliation of merchandise sales

(1)

to net revenues:

Merchandise sales

(1)

(a non-GAAP financial measure):

Category:

Sporting goods

128,489

200,394

Other

(2)

153,538

274,586

Total merchandise sales

(1)

(a non-GAAP

financial measure)

282,027

474,980

Less:

Sales by partners

(3)

Category:

Sporting goods

(128)

(35,014)

Other

(65,389)

(164,978)

Total sales by partners

(3)

(65,517)

(199,992)

Add:

Service fee revenues

25,409

60,116

Net

revenues

(GAAP

basis)

241,919

335,104

(1)

Merchandise

sales

represents

the

retail

value

all

sales

transactions,

inclusive

freight

charges

and

net

allowances

for

returns

and

discounts,

which

flow

through

the

GSI

Commerce

platform,

whether

not

GSI

Commerce

the

seller

the

merchandise

records

the

full

amount

such

sales

on its financial statements.

(2) The "Other" categories of both merchandise sales and net revenues from product sales include $1,034 and $10 for the year

ended Fiscal Year 2003 and Fiscal Year 2004, respectively, related to Ashford.com.

(3) Represents the retail value of all product sales through the GSI Commerce platform where the inventory is owned by the partner and the partner is the

seller

the

merchandise.

GSI

Commerce

records

service

fee

revenues

these

sales.

96,669

81,631

178,300

(23,481)

17,819

172,638

Fiscal Year 2004

Fiscal Year 2003

Fiscal Year 2002