US Foods Holding Corporation Q3 FY2016 Results November 8, 2016
Cautionary Statements Forward-Looking Statements This presentation contains “forward - looking statements” within the meaning of the “safe harbor” provisions of the United States Private Securities Litigation Reform Act of 1995. Forward- looking statements can be identified by words such as “believe,” “expect,” “project,” “anticipate,” “intend,” “plan,” “estimate,” “target,” “seek,” “will,” “may,” “would,” “should,” “could,” “forecasts,” “mission,” “strive,” “more,” “goal,” or similar expressions. Because forward-looking statements relate to the future, they are subject to inherent uncertainties, risks and changes in circumstances that are difficult to predict and many of which are outside of our control. Our actual results and financial condition may differ materially from those indicated in the forward-looking statements. Therefore, you should not rely on any of these forward- looking statements. Important factors that could cause our actual results to differ materially from the forward-looking statements contained in this presentation include, among others: our ability to remain profitable during times of cost inflation, commodity volatility, and other factors; industry competition and our ability to successfully compete; our reliance on third-party suppliers, including the impact of any interruption of supplies or increases in product costs; risks related to our indebtedness, including our substantial amount of debt, our ability to incur substantially more debt, and increases in interest rates; any change in our relationships with GPOs; any change in our relationships with long-term customers; our ability to increase sales to independent customers; our ability to successfully consummate and integrate future acquisitions; our ability to achieve the benefits that we expect from our cost savings programs; shortages of fuel and increases or volatility in fuel costs; any declines in the consumption of food prepared away from home, including as a result of changes in the economy or other factors affecting consumer confidence; liability claims related to products we distribute; our ability to maintain a good reputation; costs and risks associated with labor relations and the availability of qualified labor; changes in industry pricing practices; changes in competitors’ cost structures; our ability to retain customers not obligated by long-term contracts to continue purchasing products from us; environmental, health and safety costs; costs and risks associated with government laws and regulations, including environmental, health, safety, food safety, transportation, labor and employment, laws and regulations, and changes in existing laws or regulations; technology disruptions and our ability to implement new technologies; costs and risks associated with a potential cybersecurity incident; our ability to manage future expenses and liabilities associated with our retirement benefits; disruptions to our business caused by extreme weather conditions; costs and risks associated with litigation; changes in consumer eating habits; costs and risks associated with our intellectual property protections; and risks associated with potential infringements of the intellectual property of others. For a detailed discussion of these risks and uncertainties, see the section entitled “Risk Factors” in our prospectus dated M ay 25, 2016, which was filed with the Securities and Exchange Commission on May 27, 2016, pursuant to Rule 424(b)(4) of the Securities Act of 1933, as amended. All forward-looking statements made in this presentation are qualified by these cautionary statements. The forward-looking statements contained in this presentation speak only as of the date of this presentation. We undertake no obligation, other than as may be required by law, to update or revise any forward-looking or cautionary statements to reflect changes in assumptions, the occurrence of events, unanticipated or otherwise, or changes in future operating results over time or otherwise. Comparisons of results between current and prior periods are not intended to express any future trends, or indications of future performance, unless expressed as such, and should only be viewed as historical data. Non-GAAP Financial Measures Some of the information included in this presentation is derived from our consolidated financial information but is not presented in our financial statements prepared in accordance with U.S. generally accepted accounting principles (“GAAP”). Certain of these data are considered “Non -GAAP Financ ial Measures” under SEC rules. These Non-GAAP Financial Measures supplement our GAAP disclosures and should not be considered an alternative to the GAAP measure. Reconciliations to the most directly comparable GAAP financial measures can be found in the Appendix to this presentation. These Non-GAAP Financial Measures are provided as supplemental measures to GAAP regarding our operational performance. Management uses these Non-GAAP Financial Measures (a) to ev aluate the company’s historical and prospective financial performance as well as its performance relative to its competitors as they assist in highlighting trends, (b) to set internal sales targets and spending budgets, (c) to measure operational profitability and the accuracy of forecasting, (d) to assess financial discipline over operational expenditures, and (e) as an important factor in determining variable compensation for management and employees. EBITDA and Adjusted EBITDA are also used for certain covenants and restricted activities under our debt agreements. We believe these Non-GAAP financial measures are frequently used by securities analysts, investors, and other interested parties to evaluate companies in our industry. 1
Third quarter highlights • Top-line momentum continued with 4% total and 5.5% independent restaurant case growth • Solid earnings growth and margin expansion in a deflationary environment • New innovative products and a growing suite of leading e-commerce tools for customers • Two new cost initiatives launched following successful rollout of field operating model • Recent acquisitions successfully integrated, 2 more announced • Raising full-year guidance to 9-10% Adjusted EBITDA growth 2
Top-line growth momentum continues Case Volume Growth with Independent Restaurant customers R ESULTS S UMMARY Organic YoY percent change Acquisitions 4% total case volume growth in Q3 8.0% 6.8% • 5.5% independent restaurant growth 5.5% 4.4% 4.7% 4.0% • Broad-based customer wins 2.5% 6.5% 4.6% • Planned chain exits wrapped in Q3 3.5% Q1 Q2 Q3 Q4* Q1 Q2 Q3 2.5% total case volume growth YTD 2015 2016 4.0-4.5% organic run-rate • 6.5% independent restaurant growth adjusted for calendar timing and weather • 4.0-4.5% organic run-rate with Total Case Volume Growth independents when normalized for YoY percent change calendar timing and weather 4.0% 2.4% Positive restaurant market growth 1.2% • 1-2% real growth outlook 0.0% (0.6%) (0.6%) (0.7%) • Independent restaurants faring better Q1 Q2 Q3 Q4* Q1 Q2 Q3 than chains 2015 2016 * Q4 2015 results normalized to adjust for 53 rd week 3
Growing portfolio of exclusive offerings to independent restaurants supports market share growth T IPPING P OINT New • Server Training Program 48% trial rate over • Easy-to-use kit first 7 • Focused on categories that increase weeks of launch check average • Over 4,000 independent restaurants have participated F OOD C OST M ANAGEMENT New E-C OMMERCE A DOPTION WITH • Generates predictive sales forecast I NDEPENDENT R ESTAURANT C USTOMERS – Purchase history % of sales via e-commerce – Promotional events 55% – Weather 45% • Integration with e-commerce 35% – Seamless ordering 25% – Automatic inventory update 15% 5% 2011 Q3 2016 4
Five strategic acquisitions in the past 10 months O PERATIONS A NNUAL A CQUISITIONS F INANCIAL S ALES AND S ALES T ARGETS I NTEGRATION S YSTEMS S TRATEGY ANNOUNCED $ Millions • Market share growth with independent restaurant customers $120 • Convert to USF systems, optimize Wisconsin and operate facility December 2015 • Market share growth with independent restaurant customers $107 • Fold-in to USF facilities Massachusetts March 2016 • Strengthen produce distribution and value-added processing $130 capabilities Ohio • Operate facility May 2016 • Market share growth with independent restaurant customers $26 Announced September 2016 New York • Fold-in to USF facility September 2016 • Strengthen seafood sourcing and distribution capabilities $80 Announced October 2016 • Operate facility Florida October 2016 5
Net Sales results impacted by significant deflation Q3 Net Sales Q3 Net Sales Growth Drivers Deflation Trends: Beef & Dairy $ Millions $ Millions Average selling price/case $5,841 INDEX:100 = Q3 2015 +0.8% $5,796 4.0% Dairy Beef 100 0.8% 2015 2016 YTD Net Sales $ Millions Case Growth Net Sales vs. PY Growth vs. PY $17,241 80 100% = 320 bps +0.3% Freshway $17,192 Acquisition & Mix Product Q3 2015 Q4 Q1 2016 Q2 Q3 Deflation 2015 2016 6
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