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[LOGO]
Annual Meeting of Shareholders
May 11, 2005
[GRAPHIC]
WELCOME
2005 Select Comfort
Shareholders Meeting
Agenda
• | Welcome/Introductions | Bill McLaughlin | |
| | | |
• | Formal Business | Mark Kimball | |
| | | |
• | Shareholder Voting | Mark Kimball | |
| | | |
• | Business Overview/Outlook | Jim Raabe | |
| | Bill McLaughlin | |
| | Robin Mears | |
| | | |
• | Voting Results | Mark Kimball | |
| | | |
• | Q&A | | |
[LOGO]
3
Introductions
• Board of Directors
• Senior Management
4
Mark Kimball
Senior Vice President, General Counsel
Introductions
• KPMG
• Wells Fargo
6
Formal Business Agenda
• Election of Directors
• Amendment of Employee Stock Purchase Plan
• Ratification of Appointment of Independent Auditors
7
Election of Directors
Board Nominees
Christopher P. Kirchen
Brenda J. Lauderback
Michael A. Peel
Jean-Michel Valette
8
Amendment of Employee Stock Purchase Plan
• Increase price payable by participants from 85% of Fair Market Value to 95% of Fair Market Value
• Increase number of shares reserved for issuance from 1,000,000 to 1,500,000
9
Independent Auditors
Ratification of Selection of KPMG LLP to serve as Independent Auditors for 2005 Fiscal Year
10
Shareholder Voting
• Election of Directors
• Amendment of Employee Stock Purchase Plan
• Ratification of Appointment of Independent Auditors
11
Forward Looking Statements
• Cautionary statements
• Certain risks on forward looking information
Statements used in this presentation that relate to future plans, events, financial results or performance are forward-looking statements that are subject to certain risks and uncertainties including, among others, such factors as our ability to continue to successfully execute our strategic initiatives and growth strategy; the efficiency and effectiveness of our advertising and marketing programs; consumer acceptance of our products, new product offerings and brand image; our ability to execute our retail store distribution strategy; our ability to execute our wholesale distribution strategy; our ability to maintain cost-effective sales, production and delivery of our products; inflationary pressures caused by rising fuel and commodity costs; the impact of outstanding litigation claims, including the potential impact of any adverse publicity; competitive trends in the bedding industry; uncertainties arising from general economic conditions, consumer confidence and global events, as well as the risk factors listed from time to time in the company’s filings with the SEC, including the company’s Annual Report on Form 10-K and other periodic reports filed with the SEC.
12
Business Update
Jim Raabe
Senior Vice President, Chief Financial Officer
2005: Execution and Growth
• Unit Growth
• Marketing Productivity
• Distribution Expansion
• Radisson Placements and Referrals
• Margin offset to inflation
• People/Culture
15
A Strong Start to 2005
| | 1st Quarter | | Versus 2004 | |
| | | | | |
Sales | | $ | 172.8M | | + 23 | % |
| | | | | |
Operating Profit | | $ | 13.4M | | + 17 | % |
| | | | | |
EPS | | $ | 0.22 | | + 22 | % |
| | | | | |
Cash | | $ | 101.2M | | $ | +17M | |
| | | | | | | |
Stock Repurchases ($7M in Q1, $27M last 12 months)
16
2005 Outlook ($MM)
| | Guidance 2005 | | 2004 | |
| | | | | |
Net Sales | | | | $ | 558 | |
+/- | | +18% - 20% | | +22 | % |
Same store sales | | 7% - 12% | | +16 | % |
| | | | | |
EPS | | $0.98 - $1.06 | | $ | 0.80 | |
| | >20% | | +16 | % |
| | | | | |
Operating Margin | | +1 ppt | | 8.9 | % |
| | | | | |
Capital Expenditures | | =$30 | | $ | 21 | |
| | | | | |
Free Cash Flow | | >$30 | | $ | 31 | |
17
[LOGO]
Bill McLaughlin
Chairman, CEO and President
Sustained Revenue Growth
Net Sales
[CHART]
[GRAPHIC]
19
Demonstrated Growth Opportunity
EPS
[CHART]
[GRAPHIC]
20
Not Complacent
“thou will do well in commerce as long as thou does not believe thine own odor is perfume”
Chairman of Bear Stearns
Alan C. Greenberg
[GRAPHIC]
Jean-Michel Valette
Select Comfort
Board Member
Mount Everest
May 2003
21
[GRAPHIC]
Mission: Improve peoples lives through better sleep
Vision: Leadership: Changing the way the world sleeps
Early Growth Opportunity
National
[CHART]
Lead Markets
[CHART]
23
Building Blocks of Growth
[GRAPHIC] | • Consumer Trend • Product/Brand • Distribution/Expansion Opportunities • Business Model • People |
24
Consumer Demand for Quality Sleep – Strong Trend
[GRAPHIC]
• Demographics
• Health Awareness
• Sleep Awareness
Quality Beds Leading
Industry Growth
25
[LOGO]
• Awareness
• Credibility
• Trial
• Improved lives
26
Sources of Competitive Advantage
[GRAPHIC] | • Unique product/Supply Chain • Brand • Controlled distribution • Integrated business model • “Secret Ingredient” |
27
Advantaged Business Model/Self-funded Growth
Cash/Debt
[CHART]
[GRAPHIC]
28
“Secret Ingredient” – Customer Passion
[GRAPHIC]
29
[LOGO]
Customer Loyalty: | [GRAPHIC] |
Our Secret Ingredient |
|
May, 2005 |
|
Robin Mears |
Customer Loyalty as an Explicit Strategy
[GRAPHIC]
Understand it, grow it and leverage it.
31
What is Loyalty?
Loyalty is more than satisfaction…
It’s:
• A strongly held preference
• An emotional attachment
• A deep level of engagement and commitment
…that drives behavior
32
Loyal Customers Drive Business Results
Loyal Customer [GRAPHIC] | Today | Year 10 |
| |
Increased Volume | Re-buy | [GRAPHIC] |
| |
Buy More | [GRAPHIC] |
| |
Recommend | [GRAPHIC] |
| | |
Increased Profits | | |
Pay Price Premiums | [GRAPHIC] |
| |
Cost Less to Serve | [GRAPHIC] |
| | [GRAPHIC] | |
33
Select Comfort Loyalty Indicators
Overall Customer Loyalty |
| | | | |
Preference | | Advocacy | | Expansion |
| | | | |
Customers’ likelihood to: | | Customers’ likelihood to: | | Customers’ likelihood to: |
| | | | |
• Repurchase again if had to do all over • Choose a hotel if had Sleep Number Beds | | • Recommend the bed • Actively encourage others to consider a Sleep Number bed • Give a formal testimonial for the bed | | • Purchase additional beds for others in home • Purchase additional beds for guest rooms • Purchase additional beds for self • Purchase gift card • Purchase bed as gift • Purchase bedding accessories |
34
Some
Survey
Highlights
[GRAPHIC]
35
Customer Loyalty
Current owners are highly committed to Select Comfort,
exhibiting strong preference and advocacy intentions
and healthy future purchase intentions.
Preference | | • Repurchase | | 92 | % |
| | • Choose Hotel with Beds | | 76 | % |
| | | | | |
Advocacy | | • Recommend | | 93 | % |
| | • Actively Encourage | | 81 | % |
| | | | | |
Expansion | | • Purchase More Beds for Self | | 67 | % |
| | • Purchase More Beds for Others | | 47 | % |
| | • Purchase Bedding Accessories | | 44 | % |
36
Actual Customer Behavior
Happy
Customers
[GRAPHIC]
94% have spread
positive word-of-mouth
about Select Comfort
and their bed!
Impact
Word of Mouth
Mean 15.59 people (20.52 for long-term customers!)
[GRAPHIC]
Bed Purchases from Customer Referral
Mean
1.52 people
[GRAPHIC]
37
Overall Performance
Rational | | Select Comfort has done a great job of positioning |
Benefits | | and delivering on its premium-based value |
| | proposition. |
| | |
Overall | | |
Experience | | 84% Excellent/Very Good |
| | |
Overall | | |
Value | | 85% Excellent/Very Good |
| | |
Sleep | | |
Number | | |
Bed | | 87% Excellent/Very Good |
38
Brand Associations
Emotional | | Customers feel a strong emotional attachment to |
Connections | | the Select Comfort brand |
Area’s of Brand Strength:
Image | | • Premium Brand |
| | • Known for High Quality |
| | • Innovative |
| | • Committed to Improving Sleep |
| | • Customer Focused |
| | • Living up to Promises |
| | • Easy to do Business With |
| | |
Personality | | • A Sleep Expert |
| | • Reliable & Dependable |
| | • Honest & Trustworthy |
| | |
Feelings | | • Feel Healthier |
| | • Feel More Energetic |
| | • Feel Pampered |
| | • Feel Fortunate |
39
Summary
This is a story of success as well as
opportunity
• Select Comfort is delivering on its core value proposition and creating passionately loyal customers as a result.
• There is a ready (and large) base of existing customers who can be stimulated to act on their willingness to serve as advocates for the company and their receptivity to purchase again from the company.
• There are many areas of strength that can be leveraged (and touted) to attract new customers.
40
Mission Driven – Select Team
Manufacture
[GRAPHIC]
Sales
[GRAPHIC]
Delivery/Service
[GRAPHIC]
Support
[GRAPHIC]
41
More than Doubled Company Size in Past Five Years
Revenue
[CHART]
Operating Profit
[CHART]
42
Goal: $1 Billion+ and 12%+ Margin by 2007
Revenue
[CHART]
Profit
[CHART]
43
Thank you for your support
[GRAPHIC]
• 2004 a good year, but we can and will do better
• Bold expectations for next 5 years
• Many customers in need of personal comfort and better sleep
44
[LOGO]
Shareholder Vote Results
Mark Kimball
Q&A