Redcare Phamacy Unsp/Adr

A very warm welcome to everybody from my side. Before we get into our presentation today, I would like to give some initial statements. First of all, we announced on the 26th of September that Jasper has stepped down as CFO of Redcar, but will remain with the company until the end of the year for a smooth transition. As part of this smooth transition, Jasper and myself will today make this on-earning call like we did also in the past. Yeah. Secondly, we also announced on the 26th of September that we will present a successor rather soon. This statement still holds true. Please be aware that due to strict market regulations, we cannot give any additional information on this topic today. And number three, as you have seen the development of our share price this year, as you can imagine, we are not satisfied with this at all. and we take it very serious. To us, it is an incentive to continue to deliver on our strategy and execution and to deliver results. We want to use this earning call also to bring three key messages across. First of all, we are scaling RX across the entire P&L from top line to full results. Secondly, we are strengthening our already positive operating cash flow and are fully funded to execute on our strategy. And number three, our Capital Light business model is set up to scale and generate cash. Having said this, let's have a look into the agenda of today. First of all, we would like to talk about financial performance, then an update on RX Germany, and then number three, outlook and guidance 2025. We start with the financial performance Let's look into the nine-month financial highlights. Our group sales are up 27% year-over-year. It's a continued strong growth. It's fully organic, and it happens both in non-RX and in DRX business areas. Our non-RX growth is up 18%, 15% in DACH and 26% in the international segment. And I think that's an important message, particularly in Germany, with strong market share gains. Our year-over-year growth in Rx in Germany continues to be fast. It's 122% compared to the nine months of the previous year. Our adjusted EBITDA is at 2.1%, or 44 million, already in line with the full year guidance range. Phamacy Unsp-Adr Phamacy Unsp-Adr by 46.4% growth on Rx. If we go to the next slide, you can see, first of all, our development of the active customers. We added another 0.2 million active customers in Q3 of 2025. And you know, you need to keep in mind Q3 is always the weakest quarter in terms of adding active customers to the file because of seasonal effects. And I think it's also fair to say that only because of ruling and rounding, we are almost talking about 0.3 million. But I think that that's not the most important message. It's really about the seasonal effects here. If you look into the NPS, we are really happy to report that the NPS is back on track compared to previous quarters. And actually, it's the second best ever for Q3 reporting. And you know, we had the discussion in the past. I mean, why did our NPS come down? And now we can say, especially on Narex, we learned what is relevant to the customer. We now better understand the patient journey. We understand the needs better. We communicate better. We optimized our product, including the app, but also the last mile. So we're really proud and happy to see that we brought this NPS up to a level above 70. And then if we look into our basket size, Also here you can see the impact of RX, a strong increase now to 67 euros. And as you all know, the higher the basket, the better it is for our business model. So overall, very good news on the customer side. And again, we're really proud of bringing the Net Promoter Score back to 72. If you go to the next slide, you can see we are following the typical pattern of our business. So Q3, Always being a little bit stronger, a little bit weaker than the other quarters. But overall, we're pretty much in line. It's 22% the orders are up and you saw the sales are up a little bit higher. So this is also, of course, the impact of RX. And also, I think important to point out our customers are happy customers. You can see we have a share of repeat orders of 90% now. So that means customers are happy. NPS is up and happy customers are returning customers. And this is what we really want. Having said this, I would like to hand this over to Jasper.

Thank you, Olaf. So where did all those orders lead to? And you had it already in the highlights, but here a little bit more granularity. So here the customary table with the numbers of quarter three and year to date for the total group from sales up to and including the adjusted and regular EBDA. Sales in the third quarter ended at 790 million, which was an increase of more than 25% versus last year's third quarter. And after nine months, our sales increased from a rounded 1.7 billion to 2.15 billion this year, which is an increase, to be precise, of 451 million, or almost half a billion of sales more than over the first nine months of last year. a growth of close to 27%. It's organic growth, same websites, same countries. And then this time later, you will see that we added more slides to point out a couple of relevant margin developments that we are seeing, and I will show these later. On this slide, the key messages are more, if we go from the sales immediately to the adjusted EBDA, where the margin of current quarter, as you can see, at 2.4% was zero, And with the increased margin that we had, 0.4, and the fast sales growth that we had, if you multiply that, you get to the adjusted EBIT. And the adjusted EBITDA in euros increased from 11 million to 17 and is 6 million, albeit still small numbers, is an increase of 50% of our EBIT and with that of our cash generation. And also year to date, you see a number that you pointed out already. After nine months, the adjusted EBITDA stands at 44 million and the regular EBIT at 39 million. And later in the cash flow bridge, I will also get back to these numbers. And before we go to the next slide, one other thing, because that is not including mix that's relevant from a total company perspective. On the line administrative cost margin, you see that we are achieving scale there We are moving away from the around 3% of sales and are now going into the direction of 2.8, 2.7% of sales. And then the first more granular level of detail is, of course, the split in our two reporting segments, DAG and international. And let us start with international because that story is easier. So the total of the Netherlands, Belgium, France and Italy did grow after nine months, let me see, 25.8%. So we were crossing after nine months already the 400 million of sales. And subsequently at the same time, because profit margin improved, the selling and distribution did, and the admin did. And with that, we are 2.7 percentage points better there than we were last year. you see that the fully-loaded adjusted EVDA is minus 0.9%. Admin is 4.9%, so that makes clear that the contribution margin is not a little bit, but is very solidly into the positive now also in international. And only in 2020, this number was still adjusted EVDA minus 10%, minus 9.8%, then it was minus 6%, but we are now here in positive territory. So improvements across the board in international from scale, market leadership, and a couple of actions that we took. And then to DAG after nine months. So the 26.7% increase, but there's also an asterisk on this page if you look at the margins, because if you compare the margins, it's relevant to realize again that the NFC carting solution started mid April last year. So the numbers include Last year, four and a half months of really a push after the NFC into growing RX and also in fast growth of RX. And this year includes nine months. In total, the adjusted EBDA in DAG is 0.8 percentage point lower than last year. But still, the title is saying that DAG grows strongly and scales in RX. And for that, it's important to combine this nine-month view with the current quarter, which is on the next slide. And to go here then, 2Q3 immediately, two-day. You see that our growth is 25% and our adjusted EBDA was roughly flat. It was 0.1 below last year at 3% of sales. But with that and a fast sales growth, you see that our adjusted EBIT increased by four or almost 30% compared to the year before. So in Q3, you really see the scale in DAG kicking in. International, the same story in Q3, even stronger than it was in nine months with improvements across the board. On the next slide, please. If we now again look from a total company perspective, first to the gross profit margin developments as we used to do, and then to the SG&A as a percentage of sales in the bridge graph, it's the nine month view and we achieved a better product margin. So that's check. We achieved a country mix. That's a check. And other, for example, from the benefits, particularly also from our platform model, all check. And then you see that there's the mathematical impact of RX in Germany. But remember, it's a lower percentual gross profit margin, but in euros, it is not lower. And to the left, you see Q3, which is giving the same picture, but a little bit more because it is including more of the RX sales. The next slide, please. SDNA, also here. across Europe and also particularly in RX. So in two of our business areas, we achieved efficiency and we benefited from our market leadership and scale. We already alluded to the fact that we improved admin as a percentage of sales. And this on total group level included some mixed impact. And I can be precise there. Actually, this country and platform mix that you're not as fast as our total company. And here you see that the platform expenses are defined as by the net sales and not by GMV. So after nine months, a slight improvement of 0.1. But what you see in Q3, that's to the left side, you actually see that we have been improving from 21.3% to below 20% of sales, to be precise, 19.7%. Now a new slide. that we're having here. And the header is operating cash flow and operating cash flow straightforward defined as in the IFRS cash flow statements. This even, for example, including the impact of income taxes and working capital. And the header is saying this operating cash flow on a rolling base, rolling because we want to neutralize the seasonality of working capital, is without RxGermany already at 100 million. There are three key messages on this slide and they are to the right hand of the slides, but I would like to point them out. Number one is we have fundamentally a strong operating cash conversion. I get back to that later. Number two, even with our significant ERX marketing at the moment, we have and we are on a rolling base continuously in a positive operating cash flow territory. So we do in RX what we believe is the right level of RX to push into the market leadership and into the market. And Olaf will later show you all the successes that we achieved there. But with spending in the RX opportunity, we actually see that, and a part also because we already get a contribution margin from those RX sales. But you see that as a total company, that's the black line. We stayed in positive operating cash flow. Number three of the key messages is that our, what Heather is saying, driver and improving significantly is also the business excluding our external. To make this a bit more clear, everything that I'm saying here, let's start with the upper graph. In the upper graph, the black line that you're seeing there is the operating cash flow as we reported in our cash flow. It's simply our operating cash. So the last number 32.8 that you're seeing there is actually a little bit not the most favorable point to show here, but it is exactly what it is. But it still includes what you find at the bottom, the minus 5 million of adjusted EBITDA that we achieved last year. And there was some timing, negative timing impact in Q3 that will reverse in Q4. But having said that, and why is that? And that is actually because our adjusted EBDA, our EBDA in total, translates very strongly into operating cash and that's what we name the operating cash conversion. It has been consistently over the past years above 90% and actually in the last two quarters it was even 95%. What you're seeing here is that we were able, that's the red line, that's the two and a half billion of sales that we will do this year. We have been able to build there a strongly growing market leadership position, cash generating business. That's what you're seeing here. And this is only the start of the line. This will continue to go up because the sales will increase and our margin will increase further. With that, are funding the RX opportunity. And that means that actually with the knowledge that we have with the business that we had already applying that to also the RX, that means that the black line, the total cash will go up extra fast because not only because of our ongoing business, but also of the improvement that we will achieve in RX. To the next please. So after the rolling view, Let's look at where we stand here today. So this is the customary cash flow bridge. We started the year with 178 million of cash and we're standing at the end of September. We stood at the end of September at 266 million. Start to the left. So the operating results translated into cash. If you remember adjusted EVDA 44 million, total EVDA 39 and the operating cash impact of that is 41 million. We indicated here that that's including the spending that we're doing in the very attractive RX market and then still remaining at 41 million positive. But moreover, if you include working capital as well, we're standing here today at 50 million. And if you then include our regular investment level, which has been consistently the past years of around 40 million, we are still This means that we are funding with our business not only our growth that we are having, but also the working capital requirements and also our regular investments. In regards to the regular investments, we have targeted investments, a temporary peak, and we have a clear slide on that on the next page. and the increase of the financing I explained already last quarter. But just to repeat there, this is the result of our successful transactions that we did on April 8th, where we basically rolled forward our debts that we have in a concurrent transaction where we first placed successfully a new convertible bond and then bought back the far majority of our existing bonds. Again, generating operating cash, as you can see, which is, of course, a driver of value creation. And we are very solidly financed with 266 million of cash at the end of September. And to address certain questions that we also sometimes got about the increase of our investments, but there is nothing new here. It's exactly the same as we disclosed to you earlier, for example, at the start of the year with our full year results of 2024. Phamacy Unsp & Adr in the automation of our logistics. That is this year leading to a peak and to a smaller extent also the coming year, but then for many years after that, we will have the capacity and a step change in our efficiency. And we can easily finance that with our balance sheet. We also have the option to potentially later decide to lease a large part of the logistics automation, but this to clarify that the increase Sorry, the increase of investment that you might have seen in Q2 and Q3 is here on the slide. It's only in 2025 and 2026 because to the best of our expectations, we believe that we will go back to below the 2% in the years after these investments. Being at around 2% of sales, that means that we are, in my classification, Capital Light Business Model. You know that our longer term, mid to longer term adjusted EBDA guidance stands, so it's 8% of sales or more, but only requiring around 2% of sales, even if you include those peaks, if you look at it from a couple of years average perspective. Olaf, that was a lot.

Can you take it over? That was a lot, but thank you very much for giving this update. which clearly shows that our asset-light model is ready to scale, I would say. And three key messages again here. First of all, but Jasper pointed this really nicely out, with a strong operating cash conversion from EBITDA to cash. Secondly, already today in 2025, our operating cash flow that we generate is more than sufficient to finance our X scaling and at the same time to fund the level of our regular investments. In 2025 and 2026, we have a temporary and targeted investments in personal logistics and logistics automation, and we will look into that in the two upcoming slides. But also for this, we are very well funded. So if I look at this picture, I think, Jasper, it's fair to say we have everything we need in our hand. So over the past years, we have achieved market leadership, and the cash generating business in non-RX through excellence and execution. And now we will do the same kind of thing and conquer the RX market. So therefore we are all on our way and the initial numbers clearly support that we are in that direction also of scaling the RX business. Let's have a look into the two investments. Very good news on our new site in Pilsen. So our new site in Pilsen is now operational. Many thanks to our operations team for delivering this on time and on budget. It's a great job. Thank you very much. The first parcels have been dispatched. So now we are starting to scale the site. Please remember the main targets for Pilsen are really to achieve shorter delivery times and hence strengthening the customer satisfaction on the one hand and on the other hand, lower cost per order. With Pilsen, we are adding 15 million capacity of 15 million orders per year for our European non-RX distribution. Please keep in mind from the Czech Republic, you are not allowed or we are not allowed to send RX products, but for our non-RX business, we are adding 15 million orders per year for European distribution. If we look into the next slide, you can see our automation project in Sevenhut. This is our next generation of inter-logistics and it is fully on track. Just some highlights from our really major investment. With this investment, we will double our capacity. We will double our capacity at the beginning of 2027. Special focus is on Rx, but the solution also works very well for non-Rx orders. And we will not only increase our Capacity, but we will also increase our competitive advantage by reducing labor cost per order by 70%. And with this, we have a great break-even calculation for this investment. And on top, we will increase efficiency, more streamlined order fulfillment, more automation, and of course, also more speed. So looks very good, very promising. We are on track starting 2027. We are really looking forward to having then more updates from these nice visuals and then beginning of 2027 also to really show you the fully automized flow. Having said this, I would like to go to the next chapter, which is really the update on Rx development. Let's start with the first slide. Looks so easy, but just to remind all of us the huge opportunity which is ahead of us. If we look into the German market, we have this 11 billion non-Rx market. And this market has today an online penetration of 23% to 25%, and us owning a very good share of that one. And then we look into the Rx market. It's a 55 building market. It hasn't changed. It's even increasing. And here we see the online penetration. It's still at 1% to 2%. So it's a huge, huge opportunity out there. And I think it's always important Keep this in mind. This is something, a new opportunity we can grab in the future. If we look into the next slide, also here, you are familiar with this slide, but we added some additional information. But first, let's look into what we usually report, and that is the market share here. Now, looking into the definition of the market, 55 billion, and then looking into our total RX sales, You know, we started last year Q1 at a market share of 0.27%, which was at that point in time an annualized sale of 150 million. And now if we look into this year, Q3, we are at a market share of 0.94%, which is actually an annualized sale of 520 million. So it's a huge step up, and that only happened within less than two years. So it's really great. Development already today annualized sales above 500 million. And then we added a second line here and that is the line what we call the market share e-scripts only. You know in Germany we have not all of the market is an e-script market but for the market which is e-script we would like to give you some more details and insights. So we have here also the line of the market share and of course it has to correspond somehow with the But it's interesting to see that on the ERX business, which is the more dynamic business, we are now already at 1.19% market share, so 1.2% market share, and we keep on growing. So we think we added that information because a lot of you guys have asked for that one and to give some more transparency about the, let's say, the eScrip business on its own, we added this number. If we go to the next slide, you are also familiar with this one. This is our view into the cohorts, and the RX cohorts continue to perform stronger than the non-RX cohorts. So the way it works, we look into a certain quarter. Here you can see three quarters, the first quarter of last year, the second, and the third quarter. And then we see the follow-up performance of those customers we acquired. And what you can see there, we see five times the sales we're making on an Rx cohort compared to a non Rx cohort. And again, the non Rx cohorts are already strong. We are generating more than 100 million operating cash out of the non Rx. So it is a great business, but the Rx business is even greater. If you look into the cohorts comparable, look into sales and also on the right hand side, if you look into the gross margin, Phamacy Unsp & Adr All of those things you are familiar with, but you can also clearly see in the numbers that even after six quarters, those cohorts continue to outperform the non-Rx cohorts. Having said this, I would like to give this back to you, Jasper.