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Management Presentation
A Confidential Presentation June 23, 2015
An amended and restated preliminary base PREP prospectus containing important information relating to the securities described in this presentation
has been filed with the securities regulatory authorities in each of the provinces and territories of Canada. A copy of the amended and restated
preliminary base PREP prospectus, and any amendment, is required to be delivered with this presentation. The amended and restated preliminary
base PREP prospectus is still subject to completion. There will not be any sale or any acceptance of an offer to buy the securities until a receipt for the
final base PREP prospectus has been issued. This presentation does not provide full disclosure of all material facts relating to the securities offered.
Investors should read the amended and restated preliminary base PREP prospectus, the final base PREP prospectus, the supplemented PREP
prospectus and any amendments thereto, for disclosure of those facts, especially risk factors relating to the securities offered, before making an
investment decision. Capitalized terms used but not otherwise defined herein shall have the respective meaning ascribed thereto in the amended and
restated preliminary base PREP prospectus.
Disclaimers
2
Prospective investors should rely only on the information contained in the amended and restated preliminary base PREP prospectus dated June 23, 2015 (the “preliminary prospectus”). This presentation is qualified in its entirety by reference to, and
must be read in conjunction with, the information contained in the preliminary prospectus. Neither the Company nor any of the Underwriters has authorized anyone to provide prospective investors with different or additional information. If anyone
provides prospective investors with additional or different or inconsistent information, including information or statements in media articles about the Company, prospective investors should not rely on it. Prospective investors should not assume that
the information contained in this document is accurate as of any date other than the date of the preliminary prospectus, or where information is stated to be as of a date other than the date of the preliminary prospectus, such other applicable date. No
securities regulatory authority has expressed an opinion about the securities described herein and it is an offence to claim otherwise. An investment in the securities described herein is speculative and involves a number of risks that should
be considered by a prospective investor. Prospective investors should carefully consider the risk factors described under “Risk Factors” in the preliminary prospectus and other information included in the preliminary prospectus
before investing in the Company and purchasing the securities described herein.
The Company is not offering, or soliciting offers to acquire, the securities described herein in any jurisdiction in which such offer or solicitation is not permitted. For prospective investors outside Canada, neither the Company nor the Underwriters
have done anything that would permit the offering or distribution of this document together with the preliminary prospectus in any jurisdiction where action for that purpose is required, other than in Canada. Prospective investors are required to inform
themselves about and to observe any restrictions relating to the offering and the distribution of this document and of the preliminary prospectus.
In this presentation, all amounts are in Canadian dollars, unless otherwise indicated. Terms undefined herein have the meanings ascribed to them in the preliminary prospectus.
Forward-looking Information
This presentation contains “forward-looking information” within the meaning of applicable Canadian securities laws. Forward-looking information may relate to the Company’s future outlook and anticipated events or results and may include
information regarding the financial position, business strategy, growth strategy (including the objectives to open new stores, to drive annual SSSG (1)
and to increase revenue and Operating EBITDA
(1)
over the next five to seven years), budgets,
operations, financial results, taxes, dividends, plans and objectives of the Company. Particularly, information regarding future results, performance, achievements, prospects or opportunities of the Company or the Canadian or U.S. market is
forward-looking information. In some cases, but not necessarily in all cases, forward-looking information can be identified by the use of forward-looking terminology such as “plans”, “targets”, “expects” or “does not expect”, “is expected”, “an
opportunity exists”, “is positioned”, “estimates”, “intends”, “assumes”, “anticipates” or “does not anticipate” or “believes”, or variations of such words and phrases or state that certain actions, events or results “may”, “could”, “would”, “might”, “will” or
“will be taken”, “occur” or “be achieved”.
Discussions containing forward-looking information in this presentation may be found, among other places, under the headings “Stable long-term growth”, “Future same store sales growth”, “Roadmap to growth – Continued implementation of
enhanced store design”, “Roadmap to growth – Add stores in new, existing and satellite markets”, “Attractive financial model results in strong cash flow conversion”, “National scale has economic benefits”, “Regional dominance adds profitability and
barrier to entry”, “Select Financial Highlights and Growth Targets”, “Capitalization”, “Investment Highlights” and “Summary of the Initial Public Offering”. These forward-looking statements include, among other things, statements relating to:
 the Company’s expectations regarding its revenue, expenses and operations;
 the Company’s future growth plans, including new store openings and store closures, entry into existing, satellite and new markets, and acquisitions;
 the Company’s expectations with respect to SSSG and growth of revenue and Operating EBITDA;
 the Company’s expectations with respect to growth resulting from its marketing and advertising efforts;
 the Company’s expectations with respect to growth resulting from the continued implementation of the enhanced store design;
 the Company’s expectations with respect to growth resulting from the continued implementation of its sales associate training programs;
 the Company’s intention to declare dividends and the anticipated quantum of any dividends;
 the Company’s expectations with respect to its relationships with its suppliers;
 the Company’s expectations with respect to its ability to leverage its scale to improve margins;
 anticipated trends and challenges in the Company’s business and the market in which it operates;
 the Company’s anticipated use of the net proceeds of the Offering and completion of the Acquisition; and
 the market price for the Common Shares.
In addition, the Company’s assessment of potential new store openings and SSSG and increases in revenue and Operating EBITDA over the next five to seven years is considered forward-looking information. See “Management’s Discussion and
Analysis of Financial Condition and Results of Operations of SCCI — Outlook” in the preliminary prospectus for additional information concerning the Company’s strategies, assumptions and outlook in relation to this assessment.
These statements and other forward-looking information are based on opinions, assumptions and estimates made by the Company in light of its experience and perception of historical trends, current conditions and expected future developments, as
well as other factors that the Company believes are appropriate and reasonable in the circumstances, but there can be no assurance that such estimates and assumptions will prove to be correct. In addition, if any of the assumptions or estimates
made by management prove to be incorrect, actual results and developments are likely to differ, and may differ materially, from those expressed or implied by the forward-looking statements contained in this presentation. Accordingly, prospective
purchasers are cautioned not to place undue reliance on such statements.
Forward-looking information is necessarily based on a number of the opinions, assumptions and estimates that, while considered reasonable by the Company as of the date such statements are made, are subject to known and unknown risks,
uncertainties, assumptions and other factors that may cause the actual results, level of activity, performance or achievements to be materially different from those expressed or implied by such forward-looking information, including but not limited to
the following factors described in greater detail in “Risk Factors” in the preliminary prospectus: industry risk and economic sensitivity; effectiveness and efficiency of advertising expenditures; ability to maintain profitability and implement growth
strategy; fluctuations in same store sales; damage to the Company’s reputation; competition; seasonality and weather; real estate; dependence on key personnel; labour relations; relationship with suppliers; intellectual property; dependence on
distribution centres and timely delivery to customers; dependence on management information systems; insurance; comfort and price guarantees; debt covenants in New Credit Facility; dependence on operating subsidiaries; fluctuations in product
cost, inflation and foreign currency; legal proceedings; government regulation; third-party consumer financing arrangements; absence of a prior public market for the Offered Shares; price volatility of the Offered Shares; forward-looking information;
risks relating to the Acquisition; significant ownership by the Birch Hill Entities; future sales of Common Shares by the Birch Hill Entities and directors and officers of the Company; payment of dividends; pro forma financial information; public
company status; financial reporting and other public company requirements; dilution; and securities analysts’ research or reports could impact the price of the Common Shares. These factors and assumptions are not intended to represent a
complete list of the factors and assumptions that could affect the Company. These factors and assumptions, however, should be considered carefully.
All of the forward-looking information in this presentation is qualified by these cautionary statements. Statements containing forward-looking information contained herein are made only as of the date of the preliminary prospectus. The Company
expressly disclaims any obligation to update or alter statements containing any forward-looking information, or the factors or assumptions underlying them, whether as a result of new information, future events or otherwise, except as required by law.
(1) See “Non-IFRS Measures and Retail Industry Metrics” in the Prospectus.
Non-IFRS Measures and Retail Industry Metrics
3
This presentation makes reference to certain non-IFRS measures. These measures are not recognized measures under International Financial Reporting
Standards (“IFRS”) and do not have a standardized meaning prescribed by IFRS. They are therefore unlikely to be comparable to similar measures presented by
other companies. Rather, these measures are provided as additional information to complement IFRS measures by providing further understanding of the
Company’s results of operations from management’s perspective. Accordingly, they should not be considered in isolation nor as a substitute for analysis of the
Company’s financial information reported under IFRS. The Company uses non-IFRS measures, including “Adjusted Net Income”, “EBITDA”, “Free Cash Flow”,
“Free Cash Flow Conversion”, “Operating EBITDA” and “Working Capital”. This presentation also makes reference to certain operating metrics that are commonly
used in the retail industry, including “AUSP”, “conversion” and “Same Store Sales Growth” or “SSSG”. These non-IFRS measures and retail industry operating
metrics are used to provide investors with supplemental measures of the Company’s operating performance and thus highlight trends in its core business that
may not otherwise be apparent when relying solely on IFRS financial measures. The Company also believes that securities analysts, investors and other
interested parties frequently use non-IFRS measures and these retail industry metrics in the evaluation of issuers and to compare the Company’s performance
against others in the retail industry. The Company’s management also uses non-IFRS measures in order to facilitate operating performance comparisons from
period to period, to prepare annual operating budgets and to determine components of management compensation. See “Selected Consolidated Financial
Information” in the preliminary prospectus.
Prospective investors should review this information in conjunction with SCCI’s consolidated financial statements and the Company’s pro forma financial
statements, including the notes thereto, as well as “Management’s Discussion and Analysis of Financial Condition and Results of Operations of SCCI”, “Use of
Proceeds”, “Capitalization” and “Description of Material Indebtedness”, included in the preliminary prospectus.
Sleep Country’s Executive Team
4
David Friesema Stewart Schaefer Robert Masson
Chief Executive Officer
President, Dormez-vous?
and Chief Business
Development Officer
Chief Financial Officer
and Corporate
Secretary
Stephen Gunn Christine Magee
Founder and Executive
Co-Chair
Founder and Executive
Co-Chair
Investment Highlights
5
The Leading Specialty Mattress Retailer in Canada
Best-in-Class Retailer Driven by Superior Strategy and Execution
Clear Growth Strategy
Attractive Financial Model with Strong Cash Flow Conversion
Compelling Industry Fundamentals
Experienced and Committed Management Team
Compelling Industry Fundamentals
Stable, long-term growth
7
(1) Source: ISPA.
 Necessity purchase not a fashion item; even during an economic downturn sales are typically deferred and not
lost
 Recurring demand driven by 10-12 year replacement cycle
 Consumer preferences evolving toward premium quality, larger mattresses given growing health awareness
and preference for high-quality sleep
 Price increases due to inflation are typically passed through to consumers
U.S. Mattress and Foundation Wholesale Sales (US$ billions) (1)
Recession
$0.8 $0.9 $0.9 $1.0 $1.1 $1.2 $1.3 $1.4 $1.4
$1.6 $1.7 $1.8 $1.9 $2.1 $2.3 $2.3 $2.3 $2.4 $2.6 $2.8
$3.0 $3.2 $3.3
$3.6
$4.0
$4.4
$4.6 $4.6 $4.8
$5.2
$5.8
$6.5
$6.8 $6.9
$6.2
$5.7
$5.9
$6.3
$6.8 $7.0
$7.5
1974
1975
1976
1977
1978
1979
1980
1981
1982
1983
1984
1985
1986
1987
1988
1989
1990
1991
1992
1993
1994
1995
1996
1997
1998
1999
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
2013
2014
Similar trends experienced in the Canadian market
Specialty
Mattress
Retailers
58%
Furniture
Retailers
26%
Others
9%
Department
Stores
7%
2014
Shift in consumer shopping preferences
8
(1) Source: Furniture Today.
 North American retail mattress industry has undergone a fundamental shift in consumer preference toward
specialty mattress retailers like Sleep Country
U.S. Specialty Mattress Retailers Taking Share (1)
Specialty
Mattress
Retailers
32%
Furniture
Retailers
42%
Others
13%
Department
Stores
13%
2000
2000 2013
The Leading Specialty Mattress
Retailer in Canada
Largest mattress retailer in Canada
10
 215 stores and 16 distribution centres across 8 provinces
(1)
 Has opened 78 stores since the beginning of 2007
 Only specialty mattress retailer with a national and regionally diverse footprint
(1) Store count as of March 31, 2015.
(2) LTM as of March 31, 2015.
BC
AB
SK
MB
ON
QC
NL
NB
PE
NS
36
26
6
7
86 747
Sleep Country's National Footprint (# of stores)
LTM (2)
(C$ millions)
Sales $406
Operating EBITDA $56
Leading market share
11
(1) Source: Market Survey, September 2014. Purchase data based on six months ended September 2014.
Note: Leon’s Furniture Ltd. owns both Leon’s and The Brick banners.
The Brick
12%
IKEA 8%
Leon's
4%
Hudson's
Bay 4%
Others 33%
Sleep Country
Canada
24%
Sears Canada
15%
BMTC 13%
IKEA
7%
The Brick
5%
Matelas
Bonheur
5%
Leon's
2%
Hudson's
Bay 2%
Others 38%
Sears Canada
11%
Dormez-vous?
17%
Canadian Mattress Industry Share of Consumer Transactions (1)
Leading specialty mattress retailer with an estimated national market share of 23%
Best-in-Class Retailer Driven by
Superior Strategy and Execution
Highly focused strategy with exceptional execution
13
“Best-in-Class” Retailer
Strong Brand Recognition
1
Unrivalled In-Store Customer
Experience
2
Highly Trained and Dedicated
Workforce with a Strong
Culture of Customer Service
4
Superior Home Delivery
Experience and Ongoing
Customer Relationships
3
Leading brand recognition and traffic
14
(1) Source: Market Survey, September 2014.
(2) Participants polled were asked: “Thinking about stores that sell mattresses, that you would shop at if you were buying a mattress, please tell me the name of the store that
comes to mind first.”
(3) Traffic data based on six months ended September 2014.
Note: Leon’s Furniture Ltd. owns both Leon’s and The Brick banners.
"Top-of-Mind" Unaided Brand Awareness (1) (2)
27%
18%
12%
6%
5%
Dormez-
vous?
BMTC Sears
Canada
Matelas
Bonheur
The Brick
36%
15%
13%
8%
5%
3%
Sleep
Country
Canada
Sears
Canada
The Brick IKEA Leon's Hudson's
Bay
Advertising strategy driving “top-of-mind” unaided brand awareness
and leading share of customer visits
41%
34%
30%
16%
14%
13%
Sleep
Country
Canada
Sears
Canada
The
Brick
IKEA Leon's Hudson's
Bay
Customer Traffic (% of Shoppers Who Visited Store) (1) (3)
30%
27%
26%
16%
9%
Dormez-
vous?
Sears
Canada
BMTC The Brick Matelas
Bonheur
Unrivalled in-store customer experience
15
Customers Need Assistance
Sleep Country Offering
 Effective sales force
 Differentiated, multi-vendor product mix
 Customer-oriented policies
 Infrequent purchase
 Big-ticket item
 Highly personalized tastes, preferences, needs
and budgets
 Constantly evolving, difficult to compare product
landscape
Leading shopper to buyer conversion
16
Shopper to Buyer Conversion (% of Shoppers that Purchase) (1) and
Canadian Mattress Industry Share of Consumer Transactions (2)
(1) Source: Market Survey, September 2014. Conversion data based on six months ended September 2014.
(2) Source: Market Survey, September 2014. Purchase data based on six months ended September 2014.
Note: Leon’s Furniture Ltd. owns both Leon’s and The Brick banners.
31%
31%
50%
40%
44%
59%
Hudson's
Bay
Leon's
IKEA
The Brick
Sears
Canada
Sleep
Country
Canada
4%
4%
8%
12%
15%
24%
Shopper to Buyer ConversionShare of Consumer
Transactions
40%
33%
50%
31%
70%
41%
50%
57%
Hudson's
Bay
Leon's
Matelas
Bonheur
The Brick
IKEA
Sears
Canada
BMTC
Dormez-
vous?
2%
2%
5%
5%
7%
11%
13%
17%
Share of Consumer
Transactions
Shopper to Buyer Conversion
Superior home delivery experience and ongoing customer relationships
17
 Home delivery is critical
• Customers are sensitive about home
delivery
• Final impression left with customers
Customers Sensitive to Service
 Better people, better trained
• Uniformed delivery personnel
• Shoe covers to protect floors
 Efficient delivery logistics
• Enterprise-wide IT system supports
delivery logistics
• Three-hour delivery time window
 Recycle/donation of picked-up mattress sets
Sleep Country Offers Superior Execution
Creates high customer satisfaction and word-of-mouth marketing benefits
Ontario
Rank Retailer 2014
1 81.2
2 Kitchen Stuff Plus 75.9
3 Williams-Sonoma 71.0
4 Stokes 66.9
5 IKEA 59.2
6 Crate&Barrel 58.9
7 Pier 1 Imports 57.0
8 Sears Home Décor 56.2
9 The Brick 55.6
10 Home Sense 50.7
Strong culture of customer service
18
(1) Source: WOW! Retailer Ranking by Sector by Leger Metrics Inc.
(2) Mercer Retail Industry Compensation and Benefits Survey, August 2014.
Note: Ontario survey based on 113 Ontario retailers. Over 500 recent customers 15 years of age or older were asked to respond to 16
dimensions. Québec survey based on 148 Québec retailers. Over 400 recent customers 15 years of age or older were asked to respond to 10 to
16 dimensions.
Québec
Rank Retailer 2014
1 Ameublement Tanguay 80.7
2 67.7
3 Stokes 67.6
4 Williams-Sonoma 67.5
5 Brault & Martineau 66.4
6 Germain Larivière 65.2
7 Linen Chest 64.7
8 J.C. Perrault 63.8
9 IKEA 60.6
10 Pier 1 Imports 58.5
Leading Home Decor Customer Satisfaction Score
(1)
Sleep Country’s Award Wining Corporate Culture
 Low turnover rate
(2)
• Sleep Country at 16%
• Retail industry average of 44%
Clear Growth Strategy
In 2012, implemented and invested in a number of strategic programs
aimed at driving future growth
20
Revamped the
Advertising Strategy
 Increased internal and external marketing resources to bolster traditional and online
marketing strategies
 Expanded the creative messaging to create better breakthrough with consumers
Enhanced the Sales
and Service Training
 Enhanced already comprehensive onboarding and initial training programs
 Supplemented on-going training workshops and advanced training with a focus on
enriching the knowledge base and skill sets of its sales associate team
Redesigned and
Expanded Accessories
Line
 Focused on creating a broader selection of sleep accessories
 Additional training programs in sales and operations
 More than doubled complementary sleep products and accessories revenue
between 2006 and 2014
Broadened Real Estate
Footprint Across
Canada
 Placed greater focus on locating appropriate in-fill, satellite and new market stores
• Added 30 new stores since the beginning of 2012
Upgraded Logistics
Systems and Software
 Upgraded point-of-sale software, leading to improved communication between
stores and distribution centres
 Additional upgrades to the logistics and routing software allowed Sleep Country to
schedule and complete home deliveries in a more efficient manner
Differentiated strategy has delivered strong results and momentum
21
Sleep Country Quarterly Same Store Sales Growth
(1)
(1) Source: Company report. See ‘‘Non-IFRS Measures and Retail Industry Metrics’’ and ‘‘Selected Consolidated Financial
Information’’ in the Prospectus.
3.8%
(10.2%)
(2.5%)
(7.4%)
(3.9%)
(0.1%)
0.8%
7.3%
1.3%
9.1%
11.1%
10.2% 10.5%
(15.0%)
(10.0%)
(5.0%)
0.0%
5.0%
10.0%
15.0%
Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1
2012 2013 2014 2015
Began to realize benefits of
strategic operational initiatives
22
Future same store sales growth
Increase Traffic
 Increased marketing investment
 Expand messaging
Increase Conversion
of Shoppers to Buyers
 Continued focus on hiring the best people
 Additional training initiatives
Higher AUSP
 Continued shift to higher quality mattresses
 Larger sizes are increasing in popularity
Expand Accessory
Sales
 Expand and improve product lines
 Additional marketing messaging
 Enhanced training
Enhanced Store
Design
 Contemporary design creates bright and welcoming atmosphere
 Greater emphasis on accessory displays
$31
$73
2006 2014
Roadmap to growth – Increase accessories sales
23
 Bedframes
 Pillows
 Mattress pads
Key Accessories Sleep Country Accessories Revenue
(1)
(C$ millions)
 Sheets
 Duvets
 Headboards and
Footboards
Opportunity to capture market share in an estimated $830 million
highly fragmented yet addressable market in Canada
(1) Source: Company report.
11.5% CAGR
Roadmap to growth – Continued implementation of enhanced store design
24
Results for the four stores renovated in 2014 show an 18% increase in revenues
Roadmap to growth – Add stores in existing, satellite and new markets
25
(1) Source: Based on Statistic Canada’s total 2014 population in each province.
Note: Store Count as of March 31, 2015.
(2) Assuming a 2% population growth per year for seven years.
(3) Source: Company filings.
Significant white space is available given its low store density
84
60
All Markets High Density Markets
Population Per Store (thousand)
(1)
Population Per Store (thousand)
(3)
162
140
Today 5-7 Years
Leading U.S. Specialty Mattress Retailer
(2)
 Modest net new store cost of approximately $325,000 comprising of capex and working capital investment
 Typically, new in-fill and satellite stores are cash flow positive within 6 and 12 months, respectively
In-Fill Store Opportunity – Demonstrated Success
26
 Sleep Country’s most tenured market
 Added six new stores from 2012 to 2014, growing
the regional store footprint from 19 to 25 stores
 Leveraged highly scalable centralized support
infrastructure
• Regional advertising
• Management
• Fixed distribution centre costs
New In-Fill Stores Continue to Drive Sales Growth in
Longstanding Richmond Market
(1) See “Non-IFRS Measures and Retail Industry Metrics” in the Prospectus.
(2) Inner blue circle indicates 3 km radius; outer blue circle indicates 10km radius
B.C. Case Study
19 Existing Stores
6 In-Fill Stores
Cities
Results
 Total sales in region increased by 29%
• Existing stores achieved same store sales
growth of 7%
(1)
• New stores contributed 22%
Scale: 20 km
Expanded View
(2)
Legend
Attractive Financial Model with
Strong Cash Flow Conversion
Attractive financial model results in strong cash flow conversion
28
Attractive Financial Model
National Scale Creates Economic Advantages
1
Regional Scale Optimizes Economics on a Per-Store Basis
2
Working Capital Funds Growth
3
Low Capital Expenditure Requirements
4
National scale has economic benefits
29
 Vendor relationships
• Buying Power
 Advertising efficiency
• National buys
 Leveraging centralized corporate overheads
Leading Suppliers to Sleep CountrySleep Country’s Economic Advantages
Regional store density adds profitability and barrier to entry
30
Regional
Store
Density
Regional
Store
Density
High barrier to entry
for competition
Leverage regional
fixed costs
Build leadership
position quickly
Add in-fill stores
over time
Working capital funds growth
31
Sleep Country Working Capital Cycle
Day 33-48:
 Pay Supplier
Day 0:
 Customer Purchase
 Customer Payment
Day 3:
 Mattress Delivered
to Warehouse
Day 0 Day 33 Day 48Day 1
Day 1:
 Mattress Ordered
Day 3
30-45 Day Payment Terms from Supplier
Day 4
Day 4:
 Mattress Delivered
to Customer
“Just-in-time” inventory relationship with mattress suppliers results in
cash flow generated from working capital to fund growth
Low capital expenditure model
32
Maintenance capital expenditures have averaged 1.0% of revenue from 2008 to 2014
(1) Source: Company report.
Sleep Country Maintenance and Growth Capital Expenditures (% of sales)
(1)
1.4%
0.8% 0.8%
1.0%
1.3% 1.2%
0.5%
1.1%
0.7%
0.5%
0.9%
1.5% 1.9%
1.3%
2.6%
1.5%
1.2%
1.9%
2.9%
3.1%
1.8%
2008 2009 2010 2011 2012 2013 2014
Maintenance Growth
(C$ million unless otherwise stated) 2012 2013 2014 LTM (31-March-15) 5-7 Year Targets
Revenue $332.6 $353.9 $396.1 $406.4 $575 to $640
Same Store Sales Growth (4.2%) 1.0% 8.3% 10.3% 3-6%
Net New Stores 10 13 4 4 50-70 Total
Gross Profit $80.9 $88.1 $103.4 $108.0
Gross Margin 24.3% 24.9% 26.1% 26.6%
SG&A $42.6 $50.2 $54.9 $55.0
% of sales 12.8% 14.2% 13.9% 13.5%
Operating EBITDA $38.4 $39.4 $50.6 $55.8 $80 to $90
Operating EBITDA Margin 11.5% 11.1% 12.8% 13.7%
Select Financial Highlights and Growth Targets
(1)
33
(1) See “Non-IFRS Measures and Retail Industry Metrics” in the Prospectus.
Capitalization
34
(1) At Closing, the Company is expected to have outstanding long term debt of approximately $157 million, consisting of
$155 million drawn under the New Credit Facility and finance leases of approximately $2 million.
(2) Revolving credit facility in the maximum amount of $175 million which will mature five years from the Closing Date.
As at March 31, 2015
(C$ millions) (unaudited) Pro Forma(1)
Revolving Credit Facility $30.0 $155.1
Senior Term Loan $125.1 --
Credit Facility $155.1 $155.1
Finance Leases $2.1 $2.1
Total Debt $157.2 $157.2
Debt / LTM Operating EBITDA 2.8x 2.8x
(2)
Capital structure provides financial flexibility to grow the business
Experienced and Committed
Management Team
Proven management team committed to growing the business and
shareholder value
36
Member
Years at
Sleep Country
Relevant
Experience
Biography
Dave Friesema
 Chief Executive Officer
20+ 20+  Held numerous senior positions at Sleep Country including Head of Sales, General
Manager and Chief Operating Officer
 Chairman of the Better Sleep Council Canada
 Helped establish and manage mattress retail organizations in the United States
Robert Masson
 Chief Financial Officer and
Corporate Secretary
2 20+  Chief Financial Officer of Second Cup from 2009 to 2013
 Prior to joining Sleep Country, Robert had extensive management experience with several
other public and private companies including, IBM Canada, Manchuwok, Ernst & Young,
Deloitte & Touche and Sappi
Stewart Schaefer
 President, Dormez-vous?
 Chief Business Development
Officer
10 20+  Founded Dormez-vous? in 1994; grew the business to five stores before being acquired by
Sleep Country in 2006
 In 1992, co-founded Heritage Classic Beds, a distributor of metal beds
 Commodity Broker in Chicago from 1986 to 1992, later returning to Montreal to work at
Dean Witter Reynolds and Refco Futures
Dave Howcroft
 Senior Vice President, Sales
20+ 20+  Created programs to consistently build, develop and motivate a first-class sales team
 Instrumental in developing and implementing various sales workshops, training programs
and sales processes
Sieg Will
 Senior Vice President, Operations
14 20+  Instrumental in development and implementation of standard operating policies and
procedures across organization
 Held senior positions with Canadian Tire and PepsiCo in the sales, operations and account
management areas
Eric Solomon
 Senior Vice President,
Merchandising and Marketing
20+ 20+  Instrumental in growing the business by increasing "top-of-mind" brand awareness
 Provides oversight to the marketing department
Stephen Gunn
 Founder & Executive Co-Chair
20+ 20+  Co-founded Sleep Country in 1994
 Co-founded and was President of Kenrick Capital, a private equity firm
 Management Consultant at McKinsey and Company from 1981 to 1987
 Serves on the Board of Directors of Dollarama, Golfsmith International, Cara and
Mastermind Toys
Christine Magee
 Founder & Executive Co-Chair
20+ 20+  Co-founded Sleep Country in 1994
 Senior Manager of Corporate and Commercial Lending with National Bank from 1985 to
1994
 Serves on the Board of Directors of Sirius XM Canada, Trillium Health Partners and the
Advisory Board of the Ivey School of Business
Investment Highlights
37
Compelling
Industry
Fundamentals
 North American mattress and foundation industry is characterized by stable, long-term growth and a high degree of resiliency to economic
swings
 Industry demand driven by essential nature of product and replacement cycle of 10-12 years
 Shift in consumer preference towards larger size mattresses and premium quality products
 Consumers have shifted preference towards specialty mattress retailers due to big-ticket nature of mattress purchase and lack of consumer
product knowledge
 Low vulnerability to online competition and showrooming due to highly tactile purchase decision,
The Leading
Specialty Mattress
Retailer in Canada
 Only specialty mattress retailer in Canada with a national and regionally diverse footprint
 National footprint of 215 stores and 16 distribution centres across 8 provinces
 Leading specialty mattress retailer with an estimated national market share of 23%
Best-in-Class
Retailer Driven by
Superior Strategy
and Execution
 Largest share of customer visits across Canada driven by “top-of-mind” unaided brand awareness and 20-year advertising investment
 Unrivalled in-store customer experience drives high conversion of sales, repeat business and superior sales per associate metrics
 Superior home delivery experience and ongoing customer relationships drives high customer satisfaction, repeat sales and word-of-mouth
advertising
 Highly trained and dedicated workforce with a strong culture of customer service
 Convenient and highly visible locations
Clear Growth
Strategy
 Opportunity to grow Revenue and Operating EBITDA to $575-$640 million and $80-$90 million, respectively, in 5-7 years
 Strong same store sales growth(1) potential driven by increased mattress and accessories sales growth and continued implementation of
enhanced store design
 Opportunity to open 50-70 net new stores in the next 5-7 years in existing, satellite and new markets
 Operating leverage on sales growth through highly scalable centralized support infrastructure
 Selectively consider strategic acquisitions that are accretive and enhance market opportunities
Attractive Financial
Model with Strong
Cash Flow
Conversion
 National scale creates economic advantages
 Regional scale optimizes economics on a per-store basis
 Negative working capital operating model facilitated by "just in time" inventory relationship with suppliers, funds growth
 Low capital expenditure requirements due to asset-light business model (~1.0% maintenance capex requirements)
 Compelling new store economics with in-fill locations typically becoming cash flow positive within 6 months of opening
Experienced and
Committed
Management Team
 Highly experienced management team with proven track record
 On average 15+ years of experience with Sleep Country and 20+ years of relevant industry experience
 Proven track record of success as a public company
 Co-founders remain committed to the business and its long-term success
(1) See “Non-IFRS Measures and Retail Industry Metrics” in the Prospectus.
Summary of the Initial Public Offering
Amount  $200 million plus 15% over-allotment option
Offering Price  $14.00 – $16.00 per Common Share
Initial Dividend Yield  ~2.8% – ~3.2%
DRIP  3% discount to the 5-day VWAP
Use of Proceeds
 Partially satisfy the purchase price for the acquisition of Sleep Country Canada Inc., Sleep Country
US Holdco Canada Inc. and SC Management Holding Inc. from Existing Shareholders
 Redeem Class A Common Shares held by the Birch Hill Entities
 Subscribe for additional common shares of Sleep Country Canada Inc.
Retained Interest
 Birch Hill Entities & Co-Investors: ~54% to ~59%
(1)
 Management and Directors: ~7%
Standstill / Lock-up  180 days for the Company, the Existing Shareholders and each director of the Company
Eligibility  RRSPs, RRIFs, TFSAs, RESPs, RDSPs and DPSPs
Listing  Closing of IPO conditional on TSX listing approval
Pricing  Expected the week of July 6th, 2015
Closing  Expected the week of July 13th, 2015
38
(1) Including Common Shares held by the Co-Investors
Comparables
39
In accordance with Section 13.7(4) of National Instrument 41-101 – General Prospectus Requirements, all the information relating to Sleep Country’s
comparables and any disclosure relating to the comparables, which is contained in the presentation to be provided to potential investors, has been removed from
this template version for purposes of its filing on the System for Electronic Document Analysis and Retrieval (SEDAR).
Description of Non-IFRS Measures and Retail Industry Metrics
40
The financial statements included in the preliminary prospectus have been prepared in accordance with IFRS as issued by the International Accounting
Standards Board and accounting policies adopted in accordance with IFRS. However, this presentation makes reference to certain non-IFRS measures
including:
“Adjusted Net Income” is defined as net income (loss) from continuing operations adjusted for: (i) interest expense on the Series A and Series B promissory
notes of SCCI; (ii) interest expense and fair value adjustment on Class A convertible shares and Class B common shares of SCCI; (iii) reduction in management
bonuses; (iv) reduction in management compensation; (v) certain non-recurring items (shareholder capital reorganization, professional fees and customer deposit
breakages and other provision); and (vi) share based compensation.
“AUSP” is defined as the average unit selling price of a mattress or foundation.
“EBITDA” is defined as net earnings (loss) from continuing operations before: (i) net interest expense and other financing charges; (ii) income taxes; (iii)
depreciation of property, plant and equipment; and (iv) amortization of other assets.
“Conversion” is defined as the number of customers who entered a store and made a purchase divided by the total number of customers who entered the store
(expressed as a percentage).
“Free Cash Flow” is defined as EBITDA less: (i) maintenance capital expenditures; and (ii) changes in Working Capital.
“Free Cash Flow Conversion” is defined as Free Cash Flow divided by EBITDA.
“Operating EBITDA” is defined as EBITDA adjusted for: (i) reduction in management bonuses; (ii) reduction in management compensation; (iii) certain non-
recurring items (shareholder reorganization, professional fees and customer deposit breakages and other provision); and (iv) share based compensation.
“Same Store Sales Growth” or “SSSG” is a retail industry metric used to compare sales derived from the established stores of certain period over the same
period in prior year. SSSG helps to explain what portion of sales growth can be attributed to growth in established stores and what portion can be attributed to the
opening of the new stores. Sleep Country calculates SSSG as the percentage increase or decrease in sales of stores opened for at least 12 complete months
relative to the same period in the prior year.
“Working Capital” is defined as the sum of trade and other receivables, inventories, prepaid expenses and deposits less trade and other payables and customer
deposits.
These measures are not recognized measures under IFRS and do not have a standardized meaning prescribed by IFRS. They are therefore unlikely to be
comparable to similar measures presented by other companies. Rather, these measures are provided as additional information to complement IFRS measures by
providing further understanding of the Company’s results of operations from management’s perspective. Accordingly, they should not be considered in isolation
nor as a substitute for analysis of the Company’s financial information reported under IFRS.
See “Selected Consolidated Financial Information” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations of SCCI” in the
preliminary prospectus.
Management Presentation

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Management Presentation

  • 1. Management Presentation A Confidential Presentation June 23, 2015 An amended and restated preliminary base PREP prospectus containing important information relating to the securities described in this presentation has been filed with the securities regulatory authorities in each of the provinces and territories of Canada. A copy of the amended and restated preliminary base PREP prospectus, and any amendment, is required to be delivered with this presentation. The amended and restated preliminary base PREP prospectus is still subject to completion. There will not be any sale or any acceptance of an offer to buy the securities until a receipt for the final base PREP prospectus has been issued. This presentation does not provide full disclosure of all material facts relating to the securities offered. Investors should read the amended and restated preliminary base PREP prospectus, the final base PREP prospectus, the supplemented PREP prospectus and any amendments thereto, for disclosure of those facts, especially risk factors relating to the securities offered, before making an investment decision. Capitalized terms used but not otherwise defined herein shall have the respective meaning ascribed thereto in the amended and restated preliminary base PREP prospectus.
  • 2. Disclaimers 2 Prospective investors should rely only on the information contained in the amended and restated preliminary base PREP prospectus dated June 23, 2015 (the “preliminary prospectus”). This presentation is qualified in its entirety by reference to, and must be read in conjunction with, the information contained in the preliminary prospectus. Neither the Company nor any of the Underwriters has authorized anyone to provide prospective investors with different or additional information. If anyone provides prospective investors with additional or different or inconsistent information, including information or statements in media articles about the Company, prospective investors should not rely on it. Prospective investors should not assume that the information contained in this document is accurate as of any date other than the date of the preliminary prospectus, or where information is stated to be as of a date other than the date of the preliminary prospectus, such other applicable date. No securities regulatory authority has expressed an opinion about the securities described herein and it is an offence to claim otherwise. An investment in the securities described herein is speculative and involves a number of risks that should be considered by a prospective investor. Prospective investors should carefully consider the risk factors described under “Risk Factors” in the preliminary prospectus and other information included in the preliminary prospectus before investing in the Company and purchasing the securities described herein. The Company is not offering, or soliciting offers to acquire, the securities described herein in any jurisdiction in which such offer or solicitation is not permitted. For prospective investors outside Canada, neither the Company nor the Underwriters have done anything that would permit the offering or distribution of this document together with the preliminary prospectus in any jurisdiction where action for that purpose is required, other than in Canada. Prospective investors are required to inform themselves about and to observe any restrictions relating to the offering and the distribution of this document and of the preliminary prospectus. In this presentation, all amounts are in Canadian dollars, unless otherwise indicated. Terms undefined herein have the meanings ascribed to them in the preliminary prospectus. Forward-looking Information This presentation contains “forward-looking information” within the meaning of applicable Canadian securities laws. Forward-looking information may relate to the Company’s future outlook and anticipated events or results and may include information regarding the financial position, business strategy, growth strategy (including the objectives to open new stores, to drive annual SSSG (1) and to increase revenue and Operating EBITDA (1) over the next five to seven years), budgets, operations, financial results, taxes, dividends, plans and objectives of the Company. Particularly, information regarding future results, performance, achievements, prospects or opportunities of the Company or the Canadian or U.S. market is forward-looking information. In some cases, but not necessarily in all cases, forward-looking information can be identified by the use of forward-looking terminology such as “plans”, “targets”, “expects” or “does not expect”, “is expected”, “an opportunity exists”, “is positioned”, “estimates”, “intends”, “assumes”, “anticipates” or “does not anticipate” or “believes”, or variations of such words and phrases or state that certain actions, events or results “may”, “could”, “would”, “might”, “will” or “will be taken”, “occur” or “be achieved”. Discussions containing forward-looking information in this presentation may be found, among other places, under the headings “Stable long-term growth”, “Future same store sales growth”, “Roadmap to growth – Continued implementation of enhanced store design”, “Roadmap to growth – Add stores in new, existing and satellite markets”, “Attractive financial model results in strong cash flow conversion”, “National scale has economic benefits”, “Regional dominance adds profitability and barrier to entry”, “Select Financial Highlights and Growth Targets”, “Capitalization”, “Investment Highlights” and “Summary of the Initial Public Offering”. These forward-looking statements include, among other things, statements relating to:  the Company’s expectations regarding its revenue, expenses and operations;  the Company’s future growth plans, including new store openings and store closures, entry into existing, satellite and new markets, and acquisitions;  the Company’s expectations with respect to SSSG and growth of revenue and Operating EBITDA;  the Company’s expectations with respect to growth resulting from its marketing and advertising efforts;  the Company’s expectations with respect to growth resulting from the continued implementation of the enhanced store design;  the Company’s expectations with respect to growth resulting from the continued implementation of its sales associate training programs;  the Company’s intention to declare dividends and the anticipated quantum of any dividends;  the Company’s expectations with respect to its relationships with its suppliers;  the Company’s expectations with respect to its ability to leverage its scale to improve margins;  anticipated trends and challenges in the Company’s business and the market in which it operates;  the Company’s anticipated use of the net proceeds of the Offering and completion of the Acquisition; and  the market price for the Common Shares. In addition, the Company’s assessment of potential new store openings and SSSG and increases in revenue and Operating EBITDA over the next five to seven years is considered forward-looking information. See “Management’s Discussion and Analysis of Financial Condition and Results of Operations of SCCI — Outlook” in the preliminary prospectus for additional information concerning the Company’s strategies, assumptions and outlook in relation to this assessment. These statements and other forward-looking information are based on opinions, assumptions and estimates made by the Company in light of its experience and perception of historical trends, current conditions and expected future developments, as well as other factors that the Company believes are appropriate and reasonable in the circumstances, but there can be no assurance that such estimates and assumptions will prove to be correct. In addition, if any of the assumptions or estimates made by management prove to be incorrect, actual results and developments are likely to differ, and may differ materially, from those expressed or implied by the forward-looking statements contained in this presentation. Accordingly, prospective purchasers are cautioned not to place undue reliance on such statements. Forward-looking information is necessarily based on a number of the opinions, assumptions and estimates that, while considered reasonable by the Company as of the date such statements are made, are subject to known and unknown risks, uncertainties, assumptions and other factors that may cause the actual results, level of activity, performance or achievements to be materially different from those expressed or implied by such forward-looking information, including but not limited to the following factors described in greater detail in “Risk Factors” in the preliminary prospectus: industry risk and economic sensitivity; effectiveness and efficiency of advertising expenditures; ability to maintain profitability and implement growth strategy; fluctuations in same store sales; damage to the Company’s reputation; competition; seasonality and weather; real estate; dependence on key personnel; labour relations; relationship with suppliers; intellectual property; dependence on distribution centres and timely delivery to customers; dependence on management information systems; insurance; comfort and price guarantees; debt covenants in New Credit Facility; dependence on operating subsidiaries; fluctuations in product cost, inflation and foreign currency; legal proceedings; government regulation; third-party consumer financing arrangements; absence of a prior public market for the Offered Shares; price volatility of the Offered Shares; forward-looking information; risks relating to the Acquisition; significant ownership by the Birch Hill Entities; future sales of Common Shares by the Birch Hill Entities and directors and officers of the Company; payment of dividends; pro forma financial information; public company status; financial reporting and other public company requirements; dilution; and securities analysts’ research or reports could impact the price of the Common Shares. These factors and assumptions are not intended to represent a complete list of the factors and assumptions that could affect the Company. These factors and assumptions, however, should be considered carefully. All of the forward-looking information in this presentation is qualified by these cautionary statements. Statements containing forward-looking information contained herein are made only as of the date of the preliminary prospectus. The Company expressly disclaims any obligation to update or alter statements containing any forward-looking information, or the factors or assumptions underlying them, whether as a result of new information, future events or otherwise, except as required by law. (1) See “Non-IFRS Measures and Retail Industry Metrics” in the Prospectus.
  • 3. Non-IFRS Measures and Retail Industry Metrics 3 This presentation makes reference to certain non-IFRS measures. These measures are not recognized measures under International Financial Reporting Standards (“IFRS”) and do not have a standardized meaning prescribed by IFRS. They are therefore unlikely to be comparable to similar measures presented by other companies. Rather, these measures are provided as additional information to complement IFRS measures by providing further understanding of the Company’s results of operations from management’s perspective. Accordingly, they should not be considered in isolation nor as a substitute for analysis of the Company’s financial information reported under IFRS. The Company uses non-IFRS measures, including “Adjusted Net Income”, “EBITDA”, “Free Cash Flow”, “Free Cash Flow Conversion”, “Operating EBITDA” and “Working Capital”. This presentation also makes reference to certain operating metrics that are commonly used in the retail industry, including “AUSP”, “conversion” and “Same Store Sales Growth” or “SSSG”. These non-IFRS measures and retail industry operating metrics are used to provide investors with supplemental measures of the Company’s operating performance and thus highlight trends in its core business that may not otherwise be apparent when relying solely on IFRS financial measures. The Company also believes that securities analysts, investors and other interested parties frequently use non-IFRS measures and these retail industry metrics in the evaluation of issuers and to compare the Company’s performance against others in the retail industry. The Company’s management also uses non-IFRS measures in order to facilitate operating performance comparisons from period to period, to prepare annual operating budgets and to determine components of management compensation. See “Selected Consolidated Financial Information” in the preliminary prospectus. Prospective investors should review this information in conjunction with SCCI’s consolidated financial statements and the Company’s pro forma financial statements, including the notes thereto, as well as “Management’s Discussion and Analysis of Financial Condition and Results of Operations of SCCI”, “Use of Proceeds”, “Capitalization” and “Description of Material Indebtedness”, included in the preliminary prospectus.
  • 4. Sleep Country’s Executive Team 4 David Friesema Stewart Schaefer Robert Masson Chief Executive Officer President, Dormez-vous? and Chief Business Development Officer Chief Financial Officer and Corporate Secretary Stephen Gunn Christine Magee Founder and Executive Co-Chair Founder and Executive Co-Chair
  • 5. Investment Highlights 5 The Leading Specialty Mattress Retailer in Canada Best-in-Class Retailer Driven by Superior Strategy and Execution Clear Growth Strategy Attractive Financial Model with Strong Cash Flow Conversion Compelling Industry Fundamentals Experienced and Committed Management Team
  • 7. Stable, long-term growth 7 (1) Source: ISPA.  Necessity purchase not a fashion item; even during an economic downturn sales are typically deferred and not lost  Recurring demand driven by 10-12 year replacement cycle  Consumer preferences evolving toward premium quality, larger mattresses given growing health awareness and preference for high-quality sleep  Price increases due to inflation are typically passed through to consumers U.S. Mattress and Foundation Wholesale Sales (US$ billions) (1) Recession $0.8 $0.9 $0.9 $1.0 $1.1 $1.2 $1.3 $1.4 $1.4 $1.6 $1.7 $1.8 $1.9 $2.1 $2.3 $2.3 $2.3 $2.4 $2.6 $2.8 $3.0 $3.2 $3.3 $3.6 $4.0 $4.4 $4.6 $4.6 $4.8 $5.2 $5.8 $6.5 $6.8 $6.9 $6.2 $5.7 $5.9 $6.3 $6.8 $7.0 $7.5 1974 1975 1976 1977 1978 1979 1980 1981 1982 1983 1984 1985 1986 1987 1988 1989 1990 1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 Similar trends experienced in the Canadian market
  • 8. Specialty Mattress Retailers 58% Furniture Retailers 26% Others 9% Department Stores 7% 2014 Shift in consumer shopping preferences 8 (1) Source: Furniture Today.  North American retail mattress industry has undergone a fundamental shift in consumer preference toward specialty mattress retailers like Sleep Country U.S. Specialty Mattress Retailers Taking Share (1) Specialty Mattress Retailers 32% Furniture Retailers 42% Others 13% Department Stores 13% 2000 2000 2013
  • 9. The Leading Specialty Mattress Retailer in Canada
  • 10. Largest mattress retailer in Canada 10  215 stores and 16 distribution centres across 8 provinces (1)  Has opened 78 stores since the beginning of 2007  Only specialty mattress retailer with a national and regionally diverse footprint (1) Store count as of March 31, 2015. (2) LTM as of March 31, 2015. BC AB SK MB ON QC NL NB PE NS 36 26 6 7 86 747 Sleep Country's National Footprint (# of stores) LTM (2) (C$ millions) Sales $406 Operating EBITDA $56
  • 11. Leading market share 11 (1) Source: Market Survey, September 2014. Purchase data based on six months ended September 2014. Note: Leon’s Furniture Ltd. owns both Leon’s and The Brick banners. The Brick 12% IKEA 8% Leon's 4% Hudson's Bay 4% Others 33% Sleep Country Canada 24% Sears Canada 15% BMTC 13% IKEA 7% The Brick 5% Matelas Bonheur 5% Leon's 2% Hudson's Bay 2% Others 38% Sears Canada 11% Dormez-vous? 17% Canadian Mattress Industry Share of Consumer Transactions (1) Leading specialty mattress retailer with an estimated national market share of 23%
  • 12. Best-in-Class Retailer Driven by Superior Strategy and Execution
  • 13. Highly focused strategy with exceptional execution 13 “Best-in-Class” Retailer Strong Brand Recognition 1 Unrivalled In-Store Customer Experience 2 Highly Trained and Dedicated Workforce with a Strong Culture of Customer Service 4 Superior Home Delivery Experience and Ongoing Customer Relationships 3
  • 14. Leading brand recognition and traffic 14 (1) Source: Market Survey, September 2014. (2) Participants polled were asked: “Thinking about stores that sell mattresses, that you would shop at if you were buying a mattress, please tell me the name of the store that comes to mind first.” (3) Traffic data based on six months ended September 2014. Note: Leon’s Furniture Ltd. owns both Leon’s and The Brick banners. "Top-of-Mind" Unaided Brand Awareness (1) (2) 27% 18% 12% 6% 5% Dormez- vous? BMTC Sears Canada Matelas Bonheur The Brick 36% 15% 13% 8% 5% 3% Sleep Country Canada Sears Canada The Brick IKEA Leon's Hudson's Bay Advertising strategy driving “top-of-mind” unaided brand awareness and leading share of customer visits 41% 34% 30% 16% 14% 13% Sleep Country Canada Sears Canada The Brick IKEA Leon's Hudson's Bay Customer Traffic (% of Shoppers Who Visited Store) (1) (3) 30% 27% 26% 16% 9% Dormez- vous? Sears Canada BMTC The Brick Matelas Bonheur
  • 15. Unrivalled in-store customer experience 15 Customers Need Assistance Sleep Country Offering  Effective sales force  Differentiated, multi-vendor product mix  Customer-oriented policies  Infrequent purchase  Big-ticket item  Highly personalized tastes, preferences, needs and budgets  Constantly evolving, difficult to compare product landscape
  • 16. Leading shopper to buyer conversion 16 Shopper to Buyer Conversion (% of Shoppers that Purchase) (1) and Canadian Mattress Industry Share of Consumer Transactions (2) (1) Source: Market Survey, September 2014. Conversion data based on six months ended September 2014. (2) Source: Market Survey, September 2014. Purchase data based on six months ended September 2014. Note: Leon’s Furniture Ltd. owns both Leon’s and The Brick banners. 31% 31% 50% 40% 44% 59% Hudson's Bay Leon's IKEA The Brick Sears Canada Sleep Country Canada 4% 4% 8% 12% 15% 24% Shopper to Buyer ConversionShare of Consumer Transactions 40% 33% 50% 31% 70% 41% 50% 57% Hudson's Bay Leon's Matelas Bonheur The Brick IKEA Sears Canada BMTC Dormez- vous? 2% 2% 5% 5% 7% 11% 13% 17% Share of Consumer Transactions Shopper to Buyer Conversion
  • 17. Superior home delivery experience and ongoing customer relationships 17  Home delivery is critical • Customers are sensitive about home delivery • Final impression left with customers Customers Sensitive to Service  Better people, better trained • Uniformed delivery personnel • Shoe covers to protect floors  Efficient delivery logistics • Enterprise-wide IT system supports delivery logistics • Three-hour delivery time window  Recycle/donation of picked-up mattress sets Sleep Country Offers Superior Execution Creates high customer satisfaction and word-of-mouth marketing benefits
  • 18. Ontario Rank Retailer 2014 1 81.2 2 Kitchen Stuff Plus 75.9 3 Williams-Sonoma 71.0 4 Stokes 66.9 5 IKEA 59.2 6 Crate&Barrel 58.9 7 Pier 1 Imports 57.0 8 Sears Home Décor 56.2 9 The Brick 55.6 10 Home Sense 50.7 Strong culture of customer service 18 (1) Source: WOW! Retailer Ranking by Sector by Leger Metrics Inc. (2) Mercer Retail Industry Compensation and Benefits Survey, August 2014. Note: Ontario survey based on 113 Ontario retailers. Over 500 recent customers 15 years of age or older were asked to respond to 16 dimensions. Québec survey based on 148 Québec retailers. Over 400 recent customers 15 years of age or older were asked to respond to 10 to 16 dimensions. Québec Rank Retailer 2014 1 Ameublement Tanguay 80.7 2 67.7 3 Stokes 67.6 4 Williams-Sonoma 67.5 5 Brault & Martineau 66.4 6 Germain Larivière 65.2 7 Linen Chest 64.7 8 J.C. Perrault 63.8 9 IKEA 60.6 10 Pier 1 Imports 58.5 Leading Home Decor Customer Satisfaction Score (1) Sleep Country’s Award Wining Corporate Culture  Low turnover rate (2) • Sleep Country at 16% • Retail industry average of 44%
  • 20. In 2012, implemented and invested in a number of strategic programs aimed at driving future growth 20 Revamped the Advertising Strategy  Increased internal and external marketing resources to bolster traditional and online marketing strategies  Expanded the creative messaging to create better breakthrough with consumers Enhanced the Sales and Service Training  Enhanced already comprehensive onboarding and initial training programs  Supplemented on-going training workshops and advanced training with a focus on enriching the knowledge base and skill sets of its sales associate team Redesigned and Expanded Accessories Line  Focused on creating a broader selection of sleep accessories  Additional training programs in sales and operations  More than doubled complementary sleep products and accessories revenue between 2006 and 2014 Broadened Real Estate Footprint Across Canada  Placed greater focus on locating appropriate in-fill, satellite and new market stores • Added 30 new stores since the beginning of 2012 Upgraded Logistics Systems and Software  Upgraded point-of-sale software, leading to improved communication between stores and distribution centres  Additional upgrades to the logistics and routing software allowed Sleep Country to schedule and complete home deliveries in a more efficient manner
  • 21. Differentiated strategy has delivered strong results and momentum 21 Sleep Country Quarterly Same Store Sales Growth (1) (1) Source: Company report. See ‘‘Non-IFRS Measures and Retail Industry Metrics’’ and ‘‘Selected Consolidated Financial Information’’ in the Prospectus. 3.8% (10.2%) (2.5%) (7.4%) (3.9%) (0.1%) 0.8% 7.3% 1.3% 9.1% 11.1% 10.2% 10.5% (15.0%) (10.0%) (5.0%) 0.0% 5.0% 10.0% 15.0% Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 2012 2013 2014 2015 Began to realize benefits of strategic operational initiatives
  • 22. 22 Future same store sales growth Increase Traffic  Increased marketing investment  Expand messaging Increase Conversion of Shoppers to Buyers  Continued focus on hiring the best people  Additional training initiatives Higher AUSP  Continued shift to higher quality mattresses  Larger sizes are increasing in popularity Expand Accessory Sales  Expand and improve product lines  Additional marketing messaging  Enhanced training Enhanced Store Design  Contemporary design creates bright and welcoming atmosphere  Greater emphasis on accessory displays
  • 23. $31 $73 2006 2014 Roadmap to growth – Increase accessories sales 23  Bedframes  Pillows  Mattress pads Key Accessories Sleep Country Accessories Revenue (1) (C$ millions)  Sheets  Duvets  Headboards and Footboards Opportunity to capture market share in an estimated $830 million highly fragmented yet addressable market in Canada (1) Source: Company report. 11.5% CAGR
  • 24. Roadmap to growth – Continued implementation of enhanced store design 24 Results for the four stores renovated in 2014 show an 18% increase in revenues
  • 25. Roadmap to growth – Add stores in existing, satellite and new markets 25 (1) Source: Based on Statistic Canada’s total 2014 population in each province. Note: Store Count as of March 31, 2015. (2) Assuming a 2% population growth per year for seven years. (3) Source: Company filings. Significant white space is available given its low store density 84 60 All Markets High Density Markets Population Per Store (thousand) (1) Population Per Store (thousand) (3) 162 140 Today 5-7 Years Leading U.S. Specialty Mattress Retailer (2)  Modest net new store cost of approximately $325,000 comprising of capex and working capital investment  Typically, new in-fill and satellite stores are cash flow positive within 6 and 12 months, respectively
  • 26. In-Fill Store Opportunity – Demonstrated Success 26  Sleep Country’s most tenured market  Added six new stores from 2012 to 2014, growing the regional store footprint from 19 to 25 stores  Leveraged highly scalable centralized support infrastructure • Regional advertising • Management • Fixed distribution centre costs New In-Fill Stores Continue to Drive Sales Growth in Longstanding Richmond Market (1) See “Non-IFRS Measures and Retail Industry Metrics” in the Prospectus. (2) Inner blue circle indicates 3 km radius; outer blue circle indicates 10km radius B.C. Case Study 19 Existing Stores 6 In-Fill Stores Cities Results  Total sales in region increased by 29% • Existing stores achieved same store sales growth of 7% (1) • New stores contributed 22% Scale: 20 km Expanded View (2) Legend
  • 27. Attractive Financial Model with Strong Cash Flow Conversion
  • 28. Attractive financial model results in strong cash flow conversion 28 Attractive Financial Model National Scale Creates Economic Advantages 1 Regional Scale Optimizes Economics on a Per-Store Basis 2 Working Capital Funds Growth 3 Low Capital Expenditure Requirements 4
  • 29. National scale has economic benefits 29  Vendor relationships • Buying Power  Advertising efficiency • National buys  Leveraging centralized corporate overheads Leading Suppliers to Sleep CountrySleep Country’s Economic Advantages
  • 30. Regional store density adds profitability and barrier to entry 30 Regional Store Density Regional Store Density High barrier to entry for competition Leverage regional fixed costs Build leadership position quickly Add in-fill stores over time
  • 31. Working capital funds growth 31 Sleep Country Working Capital Cycle Day 33-48:  Pay Supplier Day 0:  Customer Purchase  Customer Payment Day 3:  Mattress Delivered to Warehouse Day 0 Day 33 Day 48Day 1 Day 1:  Mattress Ordered Day 3 30-45 Day Payment Terms from Supplier Day 4 Day 4:  Mattress Delivered to Customer “Just-in-time” inventory relationship with mattress suppliers results in cash flow generated from working capital to fund growth
  • 32. Low capital expenditure model 32 Maintenance capital expenditures have averaged 1.0% of revenue from 2008 to 2014 (1) Source: Company report. Sleep Country Maintenance and Growth Capital Expenditures (% of sales) (1) 1.4% 0.8% 0.8% 1.0% 1.3% 1.2% 0.5% 1.1% 0.7% 0.5% 0.9% 1.5% 1.9% 1.3% 2.6% 1.5% 1.2% 1.9% 2.9% 3.1% 1.8% 2008 2009 2010 2011 2012 2013 2014 Maintenance Growth
  • 33. (C$ million unless otherwise stated) 2012 2013 2014 LTM (31-March-15) 5-7 Year Targets Revenue $332.6 $353.9 $396.1 $406.4 $575 to $640 Same Store Sales Growth (4.2%) 1.0% 8.3% 10.3% 3-6% Net New Stores 10 13 4 4 50-70 Total Gross Profit $80.9 $88.1 $103.4 $108.0 Gross Margin 24.3% 24.9% 26.1% 26.6% SG&A $42.6 $50.2 $54.9 $55.0 % of sales 12.8% 14.2% 13.9% 13.5% Operating EBITDA $38.4 $39.4 $50.6 $55.8 $80 to $90 Operating EBITDA Margin 11.5% 11.1% 12.8% 13.7% Select Financial Highlights and Growth Targets (1) 33 (1) See “Non-IFRS Measures and Retail Industry Metrics” in the Prospectus.
  • 34. Capitalization 34 (1) At Closing, the Company is expected to have outstanding long term debt of approximately $157 million, consisting of $155 million drawn under the New Credit Facility and finance leases of approximately $2 million. (2) Revolving credit facility in the maximum amount of $175 million which will mature five years from the Closing Date. As at March 31, 2015 (C$ millions) (unaudited) Pro Forma(1) Revolving Credit Facility $30.0 $155.1 Senior Term Loan $125.1 -- Credit Facility $155.1 $155.1 Finance Leases $2.1 $2.1 Total Debt $157.2 $157.2 Debt / LTM Operating EBITDA 2.8x 2.8x (2) Capital structure provides financial flexibility to grow the business
  • 36. Proven management team committed to growing the business and shareholder value 36 Member Years at Sleep Country Relevant Experience Biography Dave Friesema  Chief Executive Officer 20+ 20+  Held numerous senior positions at Sleep Country including Head of Sales, General Manager and Chief Operating Officer  Chairman of the Better Sleep Council Canada  Helped establish and manage mattress retail organizations in the United States Robert Masson  Chief Financial Officer and Corporate Secretary 2 20+  Chief Financial Officer of Second Cup from 2009 to 2013  Prior to joining Sleep Country, Robert had extensive management experience with several other public and private companies including, IBM Canada, Manchuwok, Ernst & Young, Deloitte & Touche and Sappi Stewart Schaefer  President, Dormez-vous?  Chief Business Development Officer 10 20+  Founded Dormez-vous? in 1994; grew the business to five stores before being acquired by Sleep Country in 2006  In 1992, co-founded Heritage Classic Beds, a distributor of metal beds  Commodity Broker in Chicago from 1986 to 1992, later returning to Montreal to work at Dean Witter Reynolds and Refco Futures Dave Howcroft  Senior Vice President, Sales 20+ 20+  Created programs to consistently build, develop and motivate a first-class sales team  Instrumental in developing and implementing various sales workshops, training programs and sales processes Sieg Will  Senior Vice President, Operations 14 20+  Instrumental in development and implementation of standard operating policies and procedures across organization  Held senior positions with Canadian Tire and PepsiCo in the sales, operations and account management areas Eric Solomon  Senior Vice President, Merchandising and Marketing 20+ 20+  Instrumental in growing the business by increasing "top-of-mind" brand awareness  Provides oversight to the marketing department Stephen Gunn  Founder & Executive Co-Chair 20+ 20+  Co-founded Sleep Country in 1994  Co-founded and was President of Kenrick Capital, a private equity firm  Management Consultant at McKinsey and Company from 1981 to 1987  Serves on the Board of Directors of Dollarama, Golfsmith International, Cara and Mastermind Toys Christine Magee  Founder & Executive Co-Chair 20+ 20+  Co-founded Sleep Country in 1994  Senior Manager of Corporate and Commercial Lending with National Bank from 1985 to 1994  Serves on the Board of Directors of Sirius XM Canada, Trillium Health Partners and the Advisory Board of the Ivey School of Business
  • 37. Investment Highlights 37 Compelling Industry Fundamentals  North American mattress and foundation industry is characterized by stable, long-term growth and a high degree of resiliency to economic swings  Industry demand driven by essential nature of product and replacement cycle of 10-12 years  Shift in consumer preference towards larger size mattresses and premium quality products  Consumers have shifted preference towards specialty mattress retailers due to big-ticket nature of mattress purchase and lack of consumer product knowledge  Low vulnerability to online competition and showrooming due to highly tactile purchase decision, The Leading Specialty Mattress Retailer in Canada  Only specialty mattress retailer in Canada with a national and regionally diverse footprint  National footprint of 215 stores and 16 distribution centres across 8 provinces  Leading specialty mattress retailer with an estimated national market share of 23% Best-in-Class Retailer Driven by Superior Strategy and Execution  Largest share of customer visits across Canada driven by “top-of-mind” unaided brand awareness and 20-year advertising investment  Unrivalled in-store customer experience drives high conversion of sales, repeat business and superior sales per associate metrics  Superior home delivery experience and ongoing customer relationships drives high customer satisfaction, repeat sales and word-of-mouth advertising  Highly trained and dedicated workforce with a strong culture of customer service  Convenient and highly visible locations Clear Growth Strategy  Opportunity to grow Revenue and Operating EBITDA to $575-$640 million and $80-$90 million, respectively, in 5-7 years  Strong same store sales growth(1) potential driven by increased mattress and accessories sales growth and continued implementation of enhanced store design  Opportunity to open 50-70 net new stores in the next 5-7 years in existing, satellite and new markets  Operating leverage on sales growth through highly scalable centralized support infrastructure  Selectively consider strategic acquisitions that are accretive and enhance market opportunities Attractive Financial Model with Strong Cash Flow Conversion  National scale creates economic advantages  Regional scale optimizes economics on a per-store basis  Negative working capital operating model facilitated by "just in time" inventory relationship with suppliers, funds growth  Low capital expenditure requirements due to asset-light business model (~1.0% maintenance capex requirements)  Compelling new store economics with in-fill locations typically becoming cash flow positive within 6 months of opening Experienced and Committed Management Team  Highly experienced management team with proven track record  On average 15+ years of experience with Sleep Country and 20+ years of relevant industry experience  Proven track record of success as a public company  Co-founders remain committed to the business and its long-term success (1) See “Non-IFRS Measures and Retail Industry Metrics” in the Prospectus.
  • 38. Summary of the Initial Public Offering Amount  $200 million plus 15% over-allotment option Offering Price  $14.00 – $16.00 per Common Share Initial Dividend Yield  ~2.8% – ~3.2% DRIP  3% discount to the 5-day VWAP Use of Proceeds  Partially satisfy the purchase price for the acquisition of Sleep Country Canada Inc., Sleep Country US Holdco Canada Inc. and SC Management Holding Inc. from Existing Shareholders  Redeem Class A Common Shares held by the Birch Hill Entities  Subscribe for additional common shares of Sleep Country Canada Inc. Retained Interest  Birch Hill Entities & Co-Investors: ~54% to ~59% (1)  Management and Directors: ~7% Standstill / Lock-up  180 days for the Company, the Existing Shareholders and each director of the Company Eligibility  RRSPs, RRIFs, TFSAs, RESPs, RDSPs and DPSPs Listing  Closing of IPO conditional on TSX listing approval Pricing  Expected the week of July 6th, 2015 Closing  Expected the week of July 13th, 2015 38 (1) Including Common Shares held by the Co-Investors
  • 39. Comparables 39 In accordance with Section 13.7(4) of National Instrument 41-101 – General Prospectus Requirements, all the information relating to Sleep Country’s comparables and any disclosure relating to the comparables, which is contained in the presentation to be provided to potential investors, has been removed from this template version for purposes of its filing on the System for Electronic Document Analysis and Retrieval (SEDAR).
  • 40. Description of Non-IFRS Measures and Retail Industry Metrics 40 The financial statements included in the preliminary prospectus have been prepared in accordance with IFRS as issued by the International Accounting Standards Board and accounting policies adopted in accordance with IFRS. However, this presentation makes reference to certain non-IFRS measures including: “Adjusted Net Income” is defined as net income (loss) from continuing operations adjusted for: (i) interest expense on the Series A and Series B promissory notes of SCCI; (ii) interest expense and fair value adjustment on Class A convertible shares and Class B common shares of SCCI; (iii) reduction in management bonuses; (iv) reduction in management compensation; (v) certain non-recurring items (shareholder capital reorganization, professional fees and customer deposit breakages and other provision); and (vi) share based compensation. “AUSP” is defined as the average unit selling price of a mattress or foundation. “EBITDA” is defined as net earnings (loss) from continuing operations before: (i) net interest expense and other financing charges; (ii) income taxes; (iii) depreciation of property, plant and equipment; and (iv) amortization of other assets. “Conversion” is defined as the number of customers who entered a store and made a purchase divided by the total number of customers who entered the store (expressed as a percentage). “Free Cash Flow” is defined as EBITDA less: (i) maintenance capital expenditures; and (ii) changes in Working Capital. “Free Cash Flow Conversion” is defined as Free Cash Flow divided by EBITDA. “Operating EBITDA” is defined as EBITDA adjusted for: (i) reduction in management bonuses; (ii) reduction in management compensation; (iii) certain non- recurring items (shareholder reorganization, professional fees and customer deposit breakages and other provision); and (iv) share based compensation. “Same Store Sales Growth” or “SSSG” is a retail industry metric used to compare sales derived from the established stores of certain period over the same period in prior year. SSSG helps to explain what portion of sales growth can be attributed to growth in established stores and what portion can be attributed to the opening of the new stores. Sleep Country calculates SSSG as the percentage increase or decrease in sales of stores opened for at least 12 complete months relative to the same period in the prior year. “Working Capital” is defined as the sum of trade and other receivables, inventories, prepaid expenses and deposits less trade and other payables and customer deposits. These measures are not recognized measures under IFRS and do not have a standardized meaning prescribed by IFRS. They are therefore unlikely to be comparable to similar measures presented by other companies. Rather, these measures are provided as additional information to complement IFRS measures by providing further understanding of the Company’s results of operations from management’s perspective. Accordingly, they should not be considered in isolation nor as a substitute for analysis of the Company’s financial information reported under IFRS. See “Selected Consolidated Financial Information” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations of SCCI” in the preliminary prospectus.