EX-99.1 2 dex991.htm INVESTOR PRESENTATION Investor Presentation
PSS World Medical
Investor Day
Conference
June 1, 2006
Atlanta Georgia
Exhibit 99.1


Robert Weiner
Vice President, Investor Relations
Investor Day
Conference
June 1, 2006
Atlanta Georgia
* * * * *
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Forward-Looking Statements
All
statements
in
this
presentation
that
are
not
historical
facts,
including,
but
not
limited
to,
statements
regarding
anticipated
growth
in
revenue,
gross
and
operating
margins,
cash
flow
from
operations
and
earnings,
statements
regarding
the
Company’s
current
business
strategy,
the
Company’s
ability
to
complete
and
integrate
acquired
businesses
and
generate
acceptable
rates
of
return,
the
Company’s
projected
sources
and
uses
of
cash,
and
the
Company’s
plans
for
future
development
and
operations,
are
based
upon
current
expectations.
Specifically,
forward-looking
statements
in
this
presentation
include,
without
limitation,
the
Company’s
expected
results
in
GAAP
EPS,
revenue,
operating
income
and
operating
margins
for
continuing
operations
and
discontinued
operations
for
both
the
consolidated
company
and
for
each
of
its
businesses
in
fiscal
years
2007
-
2009;
the
expected
operational
cash
flow
in
fiscal
years
2007
-
2009;
the
ability
to
sustain
revenue
growth
and
expected
growth
rates
of
the
marketing
programs
in
its
Physician
and
Elder
Care
Businesses;
expected
flu
vaccine
sales
during
fiscal
year
2007
and
subsequent
fiscal
years;
expected
sales
growth
from
durable
medical
equipment,
housekeeping,
revenues
derived
from
home
care,
hospice
and
assisted
living
customers,
expectations
for
revenue,
operating
income,
operating
margin,
cash
flow
from
operations
and
earnings
per
share
for
fiscal
years
2007
-
2009,
as
well
as
other
expectations
of
growth
and
financial
and
operational
performance.
These
statements
are
forward
-looking
in
nature
and
involve
a
number
of
risks
and
uncertainties.
Actual
results
may
differ
materially.
Among
the
factors
that
could
cause
results
to
differ
materially
are
the
following:
pricing
and
customer
credit
quality
pressures;
the
loss
of
any
of
our
distributorship
agreements
and
our
reliance
on
relationships
with
our
vendors;
our
reliance
on
a
limited
number
of
elder
care
customers;
the
availability
of
sufficient
capital
to
finance
the
Company’s
business
plans
on
terms
satisfactory
to
the
Company;
competitive
factors;
the
ability
of
the
Company
to
adequately
defend
or
reach
a
settlement
of
outstanding
litigations
and
investigations
involving
the
Company
or
its
management;
changes
in
labor,
equipment
and
capital
costs;
changes
in
regulations
affecting
the
Company’s
business,
such
as
the
Medicare
reimbursements
and
cliffs,
changes
in
malpractice
insurance
rates
and
tort
reform;
future
acquisitions
or
strategic
partnerships;
general
business
and
economic
conditions;
and
other
factors
described
from
time
to
time
in
the
Company’s
reports
filed
with
the
Securities
and
Exchange
Commission.
Many
of
these
factors
are
outside
the
control
of
the
Company. 
The
Company
wishes
to
caution
readers
not
to
place
undue
reliance
on
any
such
forward
-looking
statements,
which
statements
are
made
pursuant
to
the
Private
Securities
Litigation
Reform
Act
of
1995
and,
as
such,
speak
only
as
of
the
date
made.
The
Company
also
wishes
to
caution
readers
that
it
undertakes
no
duty
or
is
under
no
obligation
to
update
or
revise
any
forward-looking
statements.


Investor Day 2006
Building a unique culture of:
Sustainable above market growth
Customer & market focus
Execution & operational excellence


Meeting Agenda
David Smith
President & CEO
Gary Corless
COO
David Bronson
EVP & CFO
John Sasen
CMO
&
Kevin English
SVP, Shared Services
PSSI: We Are Unique
Our Environment
Growth
What Keeps the CEO Up at Night
What is the CEO Focused On
Vision for Our Future
Physician Business: FY 2007 Plan
Elder Care Business: FY 2007 Plan
Financial Performance Review
Financial Goals
Evaluation of Our Brand,
Select Medical Products


David A. Smith
President and
Chief Executive Officer
Investor Day
Conference
June 1, 2006
Atlanta Georgia


Investor Day 2006
Building a unique culture of:
Sustainable above market growth
Customer & market focus
Execution & operational excellence


PSSI: Investors Benefit from our
Strategies and Execution
-20
20
60
100
140
180
220
260
300
340
380
10/10/00
12/31/01
12/31/02
12/31/03
12/31/04
12/31/05
5/22/06
Prices as of May 22, 2006
PSSI
HSIC
PDCO
MCK
CAH


PSSI : We Are Unique
Performance-driven culture
Balance of customer satisfaction and profitability
Ethics
doing
more
than
legal
doing
what
is
right
Customer,
vendor
and
employee
surveys
help
to
guide
programs
Stick to the Strengths of Our Business Model
Unique and unparalleled customer service model
Delivery advantage, customer relationship advantage
Innovative programs and technologies
Focus on execution
Alignment of customer, shareholder, employee and vendors’
interests
with
our
3
year
strategic
plan
Focus on core competencies and competitive advantages
Limited by time, talent and money


5
10
15
20
25
30
35
PSSI: Employer of Choice
30%
26%
17%
16%
17%
15%
8/1/00
3/31/01
3/29/02
3/28/03
4/2/04
4/1/05
12%
4/1/06
% of Employee Turnover


Focused on Leveraging the
Strengths of Our Business Model
1000
1200
1400
1600
1800
FY 03
FY 04
FY 05
FY 06
$1,178
$1,350
$1,474
$1,619
($ in millions)


Focused on Execution of
our Strategic Plan
0
0.15
0.3
0.45
0.6
0.75
FY 03
FY 04
FY 05
FY 06
$0.12
$0.42
$0.51
$0.66
Earning Per Diluted Share
from continued operations
1
1 Excludes non-recurring tax benefit of $5.6 million,
or $0.09 per diluted share


Environment


Non-durable Medical Product
Home Health Care
Nursing Home Care
Physicians’
Care
Admin.
and Net Cost of
Private Health Insurance
Prescription Drugs
Hospital Care
Source: CMS
1975
Health Expenditures
As
% of GDP
13.8%
1995
Health Expenditures
As
% of GDP
14.4%
2005
Health Expenditures
As
% of GDP
15.5%
2015
Health Expenditures
As
% of GDP
19.3%
National Health Expenditures by type ($bn, chained 2000 dollars)
Accelerating to 3x the rate of growth
In the next 10 years (2005-2015)
compared to previous 10 years (1995-2005
24.5% expected total growth
2005-2015
7.6% actual total growth
1995-2005
US Healthcare Spending is Accelerating
Expected to Approach 20% of GDP


What Do the Experts Say?
U.S. Healthcare:
Growth
in
[health
care]
spending
over
the
coming
decade
is
projected
to
average
7.2%
a
year.”
–Wall
Street Journal, February 2006
Physicians:
The
AMA
has
forecasted
physician
market
growth
to
accelerate
to
4%
-
6%
in
2006.
“[The
American
College
of
Physicians]
has
proposed
a
[federally-based]
solution…
put
primary
care
doctors in charge of organizing a patient's care and giving patients more responsibility for monitoring
their own health and scheduling regular visits.”
Reuters News Service, January 2006
“According
to
the
American
Society
for
Aesthetic
Plastic
Surgery
(ASAPS)…
the
largest
increase
occurred
in
non-surgical
procedures,
which
grew
51
percent
over
the
previous
year.”
-
Dermatology
Times, May 2005
Home Care and Hospice:
“Home Health Agencies and Hospice organizations will see exponential growth over the next two
decades”,
CMS
January
2006 
Lewin Associates “estimates that for every $1.00 spent on hospice care, approximately $1.50 of
spend is avoided in other medical care categories.”
Diagnostic products:
“VC’s
increase
funding
for
medical-device
firms
by
25%
to
2.11
Billion
in
2005.”
Wall
Street
Journal,
March 2006


PSSI:
Profitable & Sustainable
Above Market Growth


Where are We Focused: FY 2007
Continued execution of customer-solutions-
focused programs
Offensive launch of surgery center programs
Increased sales rep productivity
Physician Business: Consistent Performance


Where Are We Focused:
FY 2007 -
FY 2009
We are targeting $3 Billion    
owned exclusively by practicing
physicians
1,470 Targeted ASC locations;
4,900 total market
11,500,000 Cosmetic &
Non-Surgical Procedures
Medicare payments to
ASC’s up 19% in 2005
Physician
83%
Non
Physician
17%
Physician Market: New PSS Opportunity
Total Ambulatory Surgery Center Markets: $10.0 Billion


Where We Are Focused: FY 2007
Re-align resources & strategies to distinct
market segments
Leverage service & delivery model: matched
to customers needs
Focus on Select Medical products conversion;
and growth of our brand
Elder Care Business: Re-Aligning Focus & Resources


Why Realignment
Shed $110 million of business that did not fit
the model
$10 Billion Home Care & Hospice markets
have the fastest growth
A better fit to our service model
Less competition
More profit contribution
Elder Care Business


What Keeps Me Up At Night:
David Smith, CEO
Sales Rep productivity
IT systems
Reimbursement and U.S. healthcare system


What Are We Doing About It?
$1.0
$1.5
$2.0
$2.5
FY 02
FY 03
FY 04
FY 05
FY 06
FY 07
FY 08
($ in Millions)
•Sales Rep Productivity
•Training &
Development
•Solution selling
•Automation
•New Sales
representatives


What Are We Doing About It?
IT systems
Focus on payoff
Moment of truth impact
Reimbursement and U.S. healthcare system
Financial credit parameters
Focus on gate keeper and patient
Physician market and home care


What Am I Focused On:
David Smith, CEO
Global Sourcing
People
IT systems
Corporate Governance


$340
Million
$340
Million
+15%*
BRAND
IMPORT
DIRECT
+30%*
of purchases,
based on today’s volume
PSS World Medical opportunity
*% of procurement savings
Where We Are Focused: FY 2007-FY 2009
Shared Services: Global Product Sourcing


Where We Are Focused: FY 2007-FY 2009
Shared Services: Global Product Sourcing
VP Global Sourcing
Tomas  D’Innocenzi
Admin
VP Sourcing Ops JAX
Director QA/QC
China Sourcing Mgrs: 2
Tiger Specialty
Sourcing: 22
LOOP Solution Ltd.
(Hong Kong)
Quality Control
Production Control
QA/QC Analyst
Sourcing: 3
Logistics: 3
Bus. Analyst
SELECT
Support: 2
MD Asia (SE Asia):4
Quality Control
Production Control
40+ Sourcing Team
5 Marketing Team


Where We Are Focused: FY 2006 -
FY 2008
Shared Services: Global Sourcing
8%
Branded
92%
12%
Branded
88%
Select Medical Product Mix
FY 2006
$1.5 Million
FY 2008
$10 -
$11 Million
Pre-Tax
Savings:
FY 2007
$3.5 –
4.0 Million
10%
Branded
90%


PSSI: CEO’s Vision
Revenue growth 2X the market, with earnings growing       
faster than revenue
Focused on customers that fit service model
Continued expansion and leadership in Physician market
Meaningful presence in home care and hospice markets
Global sourcing core competency (brand power)
Industry-leading shareholder returns


Thank You


Gary A. Corless
Chief Operating Officer
Investor Day
Conference
June 1, 2006
Atlanta Georgia
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Investor Day 2006
Building a unique culture of:
Positioning for growth
Customer & market focus
Execution & operational excellence


The Physician Business


The Physician Business:
Market Drivers
Office Based Physicians
in PSS Market: 528,984
Total Product Segmentation: $10.4 Billion
$5.1B
$3.6B
Medical
&
Surgical
Pharmaceuticals
Injectibles
&
Vaccines
Diagnostic
Equipment
Non-diagnostic
Equipment
$ 5.1B


The Physician Business:
Competitive Landscape


The Physician Business:
Unique Value Proposition
We offer office -
based physicians a clear choice
Customer solutions-focused programs
Industry-leading reliable and efficient delivery services
Personalized sales, services and support
Industry-leading comprehensive diagnostic equipment offering
Biomed
services


The Physician Business:
FY 2007 Plan
Sales
Focus on Select Medical products conversion and
growth
Surgery center market roll-out
Rx focus and roll-out of controlled Rx to
PSS  field
Continued leverage of industry-leading diagnostic
equipment offering


The Physician Business:
FY 2007 Plan
Operations
Strengthen delivery advantage
Continuous improvement of customer
touch points
Continued focus on driving metrics and
performance improvement programs


The Physician Business:
FY 2007 Plan
Marketing
Market blitzes
Customized surgery center solutions-
based programs
Smartscan
growth


Smartscan: Progress Report
Smartscan:
Over 1,200 customers have Smartscan
$919 average order size placed on Smartscan
Compared to:
$738 average order placed on MyPSS.com
$516 average order placed with Customer Service
$427 average order placed on ICON (Sales rep ordering technology)  


Smartscan: Progress Report
0
100
200
300
400
500
600
700
800
900
1000
1100
1200
1300
1400
1500
Oct-05
Nov-05
Dec-05
Jan-06
Feb-06
Mar-06
Net sales
($ In thousands)
Number of orders
$1,370
1,516


The Physician Business:
FY 2007 Financial Goals
Revenue growth goal of 11% -
14%
Operating margin goal of 7.0%


The Elder Care Business


The Elder Care Business:
Targeted Approach
HME
HSP
HHA
Skilled
Nursing
Home Care
SNF
16,000 Customers
12,000 Customers
2,500 Customers
110,000 Customers
Large
Medium
Small
15%
61%
17%
69%
79%
8%
Target 76%
or $3.0 Billion
Target 86%
or $6.9 Billion
Target 87%
or $1.1 Billion


The Elder Care Business:
Targeted Value Proposition
We offer elder care providers a clear choice:
Service and delivery model matches customer
needs
Our programs are matched to needs of Home
Health and Hospice agencies
Select Medical Products offer compelling value
Technology systems reduce provider costs


The Elder Care Business:
FY 2007 Plan
Sales
Focus on Select Medical Products conversion & growth
Align compensation plans to growth opportunities
Expand sales representative bandwidth
Operations
Improved patient home delivery
Marketing
Enhance product marketing team
Market blitzes


The Elder Care Business:
Market Blitzes
Focused Quarterly Blitzes
What:
Q1 -
Compensation plan
Q2 -
Select Medical products
Q3 -
Proclaim
Q4 -
Answers Plus
Why:
Focus drives results
Where:
SNF (Reg
& Ind)
HHA (Reg
& Ind)
Success
Growth in sales
Measurements
Growth in profit contribution


The Elder Care Business:
FY 2007 Financial Goals
Revenue goal of 3% -
5%
(excluding lost business in FY05)
Operating margin goal of 3.9%


Thank You


David M. Bronson
Executive Vice President
and Chief Financial Officer
Investor Day
Conference
June 1, 2006
Atlanta Georgia


Investor Day 2006
Building a unique culture of:
Positioning for growth
Customer & market focus
Execution & operational excellence


Revenue Growth:
FY 2004 -
2006
1000
1200
1400
1600
1800
FY 03
FY 04
FY 05
FY 06
$1,178
$1,350
$1,474
$1,619
($ in millions)


Operating Income Growth :
FY 2004 -
2006
20
40
60
80
FY 03
FY 04
FY 05
FY 06
$25.9
$47.8
$61.6
$72.4
($ in millions)


Operating Margin Growth:
FY2004 -
2006
1
2
3
4
5
FY 03
FY 04
FY 05
FY 06
2.2%
3.5%
4.2%
4.5%
(Scale in %)


Earnings Per Diluted Share Growth*:
FY 2004 -
2006
0
0.15
0.3
0.45
0.6
0.75
FY 03
FY 04
FY 05
FY 06
$0.12
$0.42
$0.51
$0.66
*From continued operations
1
1 Excludes non-recurring tax benefit of $5.6 million,
or $0.09 per diluted share


Operating Cash Flow Growth:
FY 2004 –
FY2006
$21.9
$36.3
$67.7
($ in millions)
0
10
20
30
40
50
60
70
FY 04
FY 05
FY 06


Fiscal Year 2006:
Increased Shareholder Value
-40
-20
0
20
40
60
80
PSSI -
69.7%
MCK -
38.8%
CAH -
34.1%
HSIC -
33.5%
PDCO -
(29.5%)
3/31/05
3/31/06


Fiscal Year 2006:
Shared Services Achievements
Continued to leverage fixed costs on revenue growth
Reduced bank debt by $25.0 million to $0 at year-end FY2006
Interest expense reduced by $900k to $5.9 million
SAS and CSSI acquisitions completed
Significant investments in contract and rebate administration
Global sourcing traction and profitability


Shared Services: FY 2007 Plan
Develop and support growth of Select Medical Products brand
Continued focus on cash conversion cycle improvements
Optimize IT platforms –
focus on user effectiveness & efficiency
Support Smartscan
device and user growth
ETDBW


Fiscal Years 2007-
2008
Financial Goals


FY 2006 -
FY 2008:
EPS Growth Goals
Earnings per diluted share
from continuing operations
FY 2007*
$0.77
FY 2008*
$0.94
FY 2006
$0.66
FY 2005
$0.51
Growth
29%
Growth
17%
Growth
22%
FY2006 –
FY2008: Average Annual Growth of 23%
1
Excludes non-recurring tax benefit of $5.6 million or $0.09 per diluted share
* Mid point of goals of FY2007 of $0.76 -
$0.78 and FY2008 of $0.93 -
$0.95
1


Operating Margin Growth:
FY 2007 -
FY 2008
1
2
3
4
5
6
FY 03
FY 04
FY 05
FY 06
FY 07
FY 08
2.2%
3.5%
4.2%
4.5%
4.8%-5.0%
5.4%-5.6%
Actual
Goal


FY 2007: Financial Goals
Consolidated revenue growth
8%-10%
(Includes expected sale of 5 million influenza doses)
Operating cash flow
$58.0 -
$60.0 million
Earnings per diluted share
$0.76 -
$0.78
Consolidated operating margin growth
30-50 bps


Fiscal Year 2003 -
2005:
Historical Earnings Progression By Quarter
10%
15%
20%
25%
30%
35%
1st Qtr
2nd Qtr
3rd Qtr
4th Qtr
FY 2005
FY 2004
FY 2003
FY 2003 -
FY 2005
FY2005: excludes tax benefit of $5.6 million or $0.09 per diluted share


Fiscal Year 2003 -
2006:
Historical Earnings Progression By Quarter
10%
15%
20%
25%
30%
35%
1st Qtr
2nd Qtr
3rd Qtr
4th Qtr
FY 2005
FY 2004
FY 2003
FY 2003 -
FY 2006
FY 2006
FY2005: excludes tax benefit of $5.6 million or $0.09 per diluted share


Acquisition Strategy:
FY 2007 -
FY 2008
Target assets complementary to core business strategy
-
Fold-ins
-
Strategic
Size range $10mm -
$50mm of revenues
Accretive within 12 months
Funded with cash flows and bank debt
1 -
2 each year, both businesses


What Does the CFO Focus On:
FY2007 –
FY2008
Achievement and reporting of business plan metrics
Cost effective sources of capital for growth
Shared services cost leverage
Contingency planning
Acquisition strategy to complement and augment 3-year
business plan
Corporate governance and internal business controls


PSSI: Partner with our growth
Strong corporate governance and ethics
Leader in markets served, with significant new growth opportunities
Unique business and service model –
barriers to entry
Strong balance sheet and flexibility to fund growth
Growing operating cash flows and operating margin
Sustainable revenue and earnings growth momentum
20%+ Compounded EPS growth: FY2006 –
FY2008
Investment considerations


Thank You