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[LOGO]

 

INVESTOR PRESENTATION
1
ST QUARTER
2004

 

[GRAPHIC]

 

We Put People to Work.

 



 

SAFE HARBOR STATEMENT

 

Cautionary Note about Forward-Looking Statements

 

Certain statements made by us in this presentation that are not historical facts or that relate to future plans, events or performances are forward-looking statements within the meaning of the federal securities laws. Our actual results may differ materially from those expressed in any forward-looking statements made by us. Forward-looking statements involve a number of risks of uncertainties including, but not limited to, the risks described in the Company’s most recent 10-K and 10-Q filings. All forward-looking statements are qualified by those risk factors.

 

[LOGO]

 



 

SENIOR MANAGEMENT TEAM

 

 

 

Years of Experience

 

 

 

Labor Ready

 

Professional

 

Joe Sambataro
CEO, president

 

7

 

32

 

 

 

 

 

 

 

Steve Cooper
CFO

 

5

 

18

 

 

 

 

 

 

 

Tim Adams
General Counsel

 

5

 

17

 

 

 

 

 

 

 

John Hopkins
VP, Operations

 

7

 

12

 

 

 

 

 

 

 

Gary North
VP, Operations

 

5

 

19

 

 

 

 

 

 

 

Tom Stonich
VP, Human Resources

 

8

 

27

 

 

 

 

 

 

 

Rick Christmas
CIO

 

1

 

27

 

 



 

EQUITY SNAPSHOT

 

Exchange/Symbol

 

NYSE/LRW

 

Share Price as 2/6/2004

 

$

13.50

 

Fully Diluted Shares

 

51.7M

 

Average Volume (3-month avg.)

 

357,000

 

Market Capitalization

 

$

600M

 

2003 Revenues

 

$

891M

 

2003 Operating Income

 

$

32M

 

 



 

COMPANY OVERVIEW

 

“We Put People to Work.”

 

Largest supplier of temporary day labor in the U.S.

 

Nearly 600,000 people employed annually

 

780 branches throughout the U.S., Canada and the U.K.

 

Headquarters in Tacoma, WA.

 

[GRAPHIC]

 



 

FRAGMENTED, GROWTH INDUSTRY

 

                  Staffing: $95 billion industry (a)

                  Industrial staffing: $16 billion (a)

                  Day labor market: $5 billion (b)

 

Day Labor Market Breakdown

 

[CHART]

 


(a)           2003 Staffing Industry Sourcebook

(b)           Research estimates

 



 

DIVERSIFIED CUSTOMER BASE

 

                  Nearly 275,000 customers

 

      Largest customer represents less than 2% of sales

 

•     Average yearly sales per customer of $3,000

 

      Over 400 industry classifications

 

Sales by Industry

 

 

 

Construction & Landscaping

 

33

%

Manufacturing

 

20

%

Hospitality, Services & Other

 

20

%

Transportation

 

10

%

Wholesale

 

10

%

Retail

 

7

%

 



 

BRANCH OFFICE MODEL

 

                  Real-time matching of customer and worker needs

 

BRANCH OFFICE:

 

         Process work orders

 

         Assign work orders

 

         Provide safety equipment and arrange transportation

 

WORK SITE:

 

         Work performed

 

         Customer endorses work order

 

BRANCH OFFICE:

 

         Workers exchange work order for payment

 



 

STRONG VALUE PROPOSITION

 

Attracting customers with:

 

                  Elimination of workers’ comp

 

                       and payroll tax administration

 

                  National scale and multiple locations

 

                  Dependable, temporary labor

 

      Just-in-Time

 

      President’s 100% Satisfaction Guarantee

 

Attracting workers with:

 

                  Flexibility

 

                  Work Today – Paid Today

 

                  Bridge to Permanent Employment

 

                  Safety Training

 

[GRAPHIC]

 



 

RAPID BRANCH EXPANSION

 

Number of Branch Offices

 

[CHART]

 

                  Quickly developed branch footprint

 

                  Optimizing investment to extract leverage

 



 

[LOGO]

 

[GRAPHIC]

 

United States:

 

699

Canada:

 

36

U.K. :

 

45

 

Labor Ready has 780 offices in the U.S., Canada and U.K.

 



 

KEY BUSINESS STRATEGIES

 

                  Grow current branch revenues and profits

 

                  Expand in smaller markets in the United States and Canada

 

                  Expand in the United Kingdom

 

[GRAPHIC]

 



 

GROW CURRENT BRANCH REVENUES & PROFITS

 

                 Increase same-branch revenues

 

      Current branches at 50% of recruiting capacity

 

                 Improve Branch Manager tenure

 

      Compensation tied to Profits

 

      Enhanced Training

 

      Mentoring and Development

 

                 Improve customer service

 

                 Pricing and cost controls

 



 

SMALLER MARKETS EXPANSION

 

                  Opened 25 new branches in U.S. and Canada in 2003

 

                  Plan to open 25 in 2004

 

                  Smaller market branch model

 

                  Smaller footprint with less cost

 

      Populations of approx. 50,000

 

      Minimal impact on existing branches

 



 

SMALLER MARKET BRANCH LOCATIONS

 

[GRAPHIC]

 

                  Current locations

 

                  2004 Projected Openings

 



 

UNITED KINGDOM EXPANSION

 

                  Estimated 100 - 125 locations available

 

                  Currently operating close to 50 branch locations

 

                  Expanded geographic reach for core business

 



 

UNITED KINGDOM EXPANSION

 

[GRAPHIC]

 

                  Current locations

 

                  Projected locations

 



 

FINANCIAL HIGHLIGHTS

 

                  Improving revenue and profitability

 

                  Consistent gross margins

 

                  Controlled operating costs

 

                  Significant operating leverage

 

                  Strong balance sheet

 



 

FINANCIAL PERFORMANCE

 

 

 

2001

 

2002

 

2003

 

2004
Forecast(a)

 

 

 

 

 

 

 

 

 

 

 

 Revenue

 

$

917M

 

$

863M

 

$

891M

 

$940-$960M

 

Growth

 

(-6

)%

(-6

)%

3

%

7

%

EPS

 

$

0.23

 

$

0.28

 

$

0.41

 

$0.49-$0.52

 

 Operating Income

 

$

14M

 

$

21M

 

$

32M

 

$39M-$42M

 

Growth

 

(-15

)%

47

%

54

%

28

%

 


(a) Based on management guidance issued on February 4, 2004

 



 

LONG-TERM GROWTH

 

Annual Revenue and Operating Income

 

[CHART]

 

No. of Branches

 

51

 

106

 

200

 

316

 

486

 

687

 

816

 

756

 

748

 

780

 

810

 

 


(a) Based on management guidance issued on February 4, 2004

 



 

SEASONAL BUSINESS

 

Quarterly Revenue

 

EPS

 

$

(0.09

)

$

0.08

 

$

0.18

 

$

0.08

 

$

(0.08

)

$

0.12

 

$

0.22

 

$

0.12

 

$

(0.02

)

 


(a) Based on management guidance issued on February 4, 2004

 



 

20 YEAR TRENDS IN TEMPORARY STAFFING

 

U.S. Help Supply

 

[CHART]

 

Cycle Expansions and Contractions: (1) Economic expansion began in November 1982; (2) Economic contraction began in July 1990 and expansion began in March 1991; (3) Economic contraction began in March 2001.

 

Source:  Bureau of Labor Statistics and NBER

 



 

THREE YEAR TRENDS IN TEMPORARY STAFFING

 

[CHART]

 


* Not seasonally adjusted.

 



 

BILL RATE ECONOMICS

 

$12.25/hr. Bill Rate Illustration (a)

 

Workers’ Wages

 

$

7.00

 

$12.25 per hour bill rate

 

 

 

 

 

Workers’ Compensation

 

$

0.90

 

 

 

 

 

Payroll Taxes

 

$

0.75

 

 

 

 

 

Gross Margin ~ 30%

 

$

3.60

 

 


(a)           Illustration only.  Amounts could vary depending on location, job type and stage of economic cycle

 



 

CONSISTENT GROSS MARGINS

 

Gross Margins As a Percentage of Revenue

 

[CHART]

 



 

GROSS MARGIN TRENDS

 

[CHART]

 


E - Based on management guidance issued on February 4, 2004

 



 

SELLING, GENERAL & ADMIN. COSTS

 

Trailing four quarters as a percentage of sales

 

[CHART]

 


E - Based on management guidance issued on February 4, 2004

 



 

BRANCH MATURITY DRIVES REVENUE

 

2003 Branch Revenue and Maturity

 

[CHART]

 

Average branch age = 5.6 years

 



 

2005 Estimated Branch Revenue and Maturity

 

[CHART]

 

Average branch age = 7 years

 



 

BRANCH PROFIT POTENTIAL

 

 

 

Sensitivity analysis based on

 

 

 

 

 

 

 

Revenue

 

$

1,100,000

 

$

1,300,000

 

 

 

 

 

 

 

Gross Profit

 

330,000

 

390,000

 

Gross Profit Margin

 

30

%

30

%

 

 

 

 

 

 

Branch Expenses

 

200,000

 

210,000

 

As a% of Revenue

 

18

%

16

%

 

 

 

 

 

 

Operating Income

 

$

130,000

 

$

180,000

 

Operating Income Margin

 

12

%

14

%

 



 

OPERATING LEVERAGE DRIVES PROFITS

 

Earnings Per Share Sensitivity Analysis (a)

 

[CHART]

 


(a)          Earnings per share sensitivity analysis based on 790 offices, 30% gross profit margin, management’s estimates of fixed and variable expenses, regional and back office overhead and related assumptions, at varying levels of per office revenues.

 



 

STRONG BALANCE SHEET

 

 

 

 

Q4 2003

 

Q4 2002

 

Cash and investments

 

$

108M

 

$

91M

 

Current ratio

 

2.9

 

3.0

 

Restricted cash

 

$

111M

 

$

95M

 

Workers’ compensation reserve

 

$

101M

 

$

86M

 

Long term debt

 

$

75M

 

$

76M

 

Shareholders’ equity

 

$

154M

 

$

132M

 

DSOs

 

~30 days

 

~30 days

 

 



 

INVESTMENT HIGHLIGHTS

 

Market leader in fragmented industry

Large and growing market

Diverse customer base

Scalable and flexible model

 

[GRAPHIC]

 

Labor Ready is poised to realize significant operating leverage as it benefits from an economic recovery and the maturation of its branch expansion program executed in the 1990s.