Jefferies 2015 Healthcare ConferenceJune 1, 2015
2
Safe Harbor Provision
In accordance with the “Safe Harbor” provisions of the Private Securities Litigation Reform Act of 1995, we provide the following cautionary
remarks regarding important factors that, among others, could cause future results to differ materially from the forward-looking statements,
expectations and assumptions expressed or implied herein. All forward-looking statements made by us are subject to risks and uncertainties and
are not guarantees of future performance. These forward-looking statements involve known and unknown risks, uncertainties and other factors
that may cause our actual results, performance and achievements or industry results to be materially different from any future results,
performance or achievements expressed or implied by such forward-looking statements. These statements are identified by the use of such
terms as “may,” “could,” “expect,” “intend,” “believe,” “plan,” “estimate,” “forecast,” “project,” “anticipate” or other comparable terms. A full
discussion of our operations and financial condition, including factors that may affect our business and future prospects, is contained in
documents we have filed with the SEC and will be contained in all subsequent periodic filings we make with the SEC. These documents identify,
in detail, important risk factors that could cause our actual performance to differ materially from current expectations.
Risk factors and uncertainties that could cause actual results to differ materially from current and historical results include, but are not limited to:
effects of a highly competitive market; our dependence on third parties for the manufacture and supply of our products; our dependence upon
sales personnel, customers, suppliers and manufacturers; our dependence on our senior management; fluctuations in quarterly earnings; risks
from expansion of customer purchasing power and multi-tiered costing structures; possible increases in the cost of shipping our products or other
service issues with our third-party shippers; general global macro-economic conditions; disruptions in financial markets; possible volatility of the
market price of our common stock; changes in the health care industry; implementation of health care laws; failure to comply with regulatory
requirements and data privacy laws; risks associated with our international operations; transitional challenges associated with acquisitions and
joint ventures, including the failure to achieve anticipated synergies; financial risks associated with acquisitions and joint ventures; litigation risks;
the dependence on our continued product development, technical support and successful marketing in the technology segment; risks from
challenges associated with the emergence of potential increased competition by third party online commerce sites; risks from disruption to our
information systems; certain provisions in our governing documents that may discourage third-party acquisitions of us; and changes in tax
legislation. The order in which these factors appear should not be construed to indicate their relative importance or priority.
We caution that these factors may not be exhaustive and that many of these factors are beyond our ability to control or predict. Accordingly, any
forward-looking statements contained herein should not be relied upon as a prediction of actual results.
We undertake no duty and have no obligation to update forward-looking statements.
3
Henry Schein
Approximately 18,000
Employees
#292
Diluted Earnings
Per ShareMarket Cap
More Than 1,000,000
Customers
14 years
CAGRs from 1995 to 2014
Net Sales
Largest Distributor of Health Care Products and Services to Office-based
Dental, Animal Health and Medical Practitioners
ETHISPHERE
INSTITUTE
WORLD’S
MOST
ETHICAL
COMPANY
4 years
NASDAQ
100&
(S&P) 500®
Index Fund
14 years
ONE OF
AMERICA’S
BEST
EMPLOYERS
FORBES
MAGAZINE
Y
4
Technology and Value-Added Services
Corporate and Distribution Services
• Full-service provider of supplies, equipment and services
• Broadest merchandise product offering
• High technology equipment and services
• Exclusive and specialty products
Henry Schein’s Value-Added Market Approach
Dental Animal Health Medical
• Wide array of value-added products and services
• Education
• Practice management software solutions
• Leasing and financial services
• Office design services
• Practice transition services
5
Company Objective
Efficiency
Productivity
Profitability
Allowing our customers to focus on delivering
quality care to their patients
Improve
Practice
Our primary objective is to partner
with our customers
6
Leading Market Positions
Consistent
Growth
Fragmented
Competitors
Markets
Served
Recession
Resistant
Fragmented
Customer Base
Markets Served
#1 Global Dental distributor
#1 Global Animal Health distributor
#2 Physician and
Alternate Care distributor in U.S.
• Reliable track record
of growth
• Small number of large,
national competitors
• Approximately half target
markets served by smaller
companies that tend to be
undercapitalized
• Somewhat elastic
with macroeconomic
trends
• More than 1 million
customers; over 1
million practitioners
7
Positive Market Trends
Positive
Demographic
Trends
Technological
Improvements
Consolidation of
Practitioners in Dental,
Animal Health & Medical
Focus on
Preventive Care
• Aging population represents
increasing need for health care
services
• Global middle class is growing
• U.S. population continues to
become more diverse
• Improving access to care
• Affordable Care Act will lead to
more covered individuals
• Movement of procedures from
hospital to physician office
• Prosthetic solutions
• Software and services
• Patient communications
• Equipment and supplies
• Catering to multiple
locations under common
management
8
Our Global Distribution Network
8
Distribution Centers
• 9 Core North American Distribution
Centers serving Dental and Medical
• 12 U.S. Distribution Centers serving
Animal Health
• 20 Distribution Centers in Europe serving
Dental, Medical and Animal Health
• 17 Distribution Centers in Australia/New
Zealand serving Dental and Animal Health
• 7 Distribution Centers in Asia/Rest of
World serving Dental
• 75–80% utilization with capacity for growth
• 65 warehouses worldwide with over 4.5 million square
feet of warehouse for storage and processing8
9
Dental Market Position
• Only global dental distributor to general practitioners,
specialists and laboratories
• #1 in North America
• #1 in Europe
• #1 in Australia/New Zealand
• Active customers
• 90% of U.S. dental practices
• Over 70% of dental labs in North America
• Over 65% of European dental practices
• Over 80% of Australia/New Zealand dental
practices
• Multifaceted sales and marketing approach
• Over 2,500 dedicated field sales consultants
• Product specialists, e.g., capital equipment,
technology, etc.
• Telesales
• Direct marketingSource: Henry Schein Estimates
10
Dental Market
Market Share:
North America: 35% to 40%
Europe: 20+%
Australia/New Zealand: 30%
Available Market:
$20 billion
2014 Henry Schein
Global Dental Sales
By Geography
$5.4B or 51.9%
of Net Sales
Market information excludes
specialty products, services and
precious metals
Market Share and Available Market
Represent Henry Schein Estimates
11
Dental Growth Opportunities
• Geographic expansion
• Advancing practice management
solutions
• Acceleration of high-technology
solutions
• Continued focus on large
group practices
• Digitalization of prosthetic solutions
• Greater penetration of specialty
markets
Key Distribution Acquisitions
• Iwase (2014)
• Sirona Direct (2014)
• Dental Speed Graph (2014)
• Lincoln Dental Supply (2014)
• Arseus (2014)
• BioHorizons (2014)
• Dental Warehouse (2013)
• Optident (2013)
• Accord (2012)
• Ortho Technology (2012)
• SOGIM (2011)
• Brasseler USA (2010)
Key Technology and Value-Added
Services Acquisitions
• Maddox (2013)
• Exan (2012)11
12
Dental Specialty Markets
Dental Specialties• More than $500 million in annual revenue
Implants• High-margin business
• Traditionally faster growth than core dental market
• Ability to leverage existing relationships with specialty practitioners
• General practitioners increasingly performing specialty procedures
Orthodontics• Focus on orthodontic specialist
• Opportunity to expand product offering
• Specialist and general practitioner education
Endodontics• Up to 25 million root canal treatments performed in U.S. each year
• General Practitioners perform approximately 80% of root canal treatments in the U.S.
• U.S. market accounts for approximately 31% of the worldwide endodontic market
• Aging population retaining more teeth and electing root canal treatments as opposed
to extraction will continue to fuel opportunity for growth
Available Market:
$6.6 billion
Available Market is a Henry Schein Estimate
Market Share: 6%
Market Share: 4%
Market Share: 20%
Market Share:
8%
13
Animal Health Market Position
Only global distributor to veterinarians• #1 in North America (Companion Animal Health)
• #1 in Europe
• #1 in Australia/New Zealand
Active customers of Henry Schein• 75% of veterinarians in U.S.
• 70% of veterinarians in Europe
• 70% of veterinarians in Australia/New Zealand
Nearly 400 dedicated field sales consultants
Source: Henry Schein Estimates
14
Animal Health Market
$2.9B or 27.9%
of Net Sales
2014 Henry Schein
Global Animal Health Sales
By Geography
Market Share:
North America: 35%
Europe: 20%
Australia/New Zealand: 20%
Available Market:
$10 billion
Sales on U.S. GAAP basis not grossed up for agency sales
Market Share and Available Market
Represent Henry Schein Estimates
15
Animal Health Growth Opportunities
• Geographic expansion
• Advancing technology
solutions, including practice
management
• Continued focus on large
group practices
• Focus on practice-building
products and services
Key Distribution Acquisitions
• scil (2015)
• SmartPak (2014)
• Medivet (2014)
• C&M Vetlink (2012)
• AUV Veterinary Group (2012)
• Veterinary Instrumentation (2012)
• Provet (2011)
• Butler (2010)
• 0 Key Technology Acquisitions
• McAllister/ImproMed (2011)
16
Medical Market Position
#2 U.S. distributor — to primary care physicians
and specialists, group practices, physician-owned labs
and ambulatory surgery centers
U.S. market focus — significant growth opportunities
• Over 55% of U.S. physician practices
are active customers of Henry Schein
• Select international opportunities
• Specialization
• Segmentation
Agreement with Cardinal Health (Nov 2014)
• Acquired Cardinal’s Physician Office Business
• Entered into multi-year supply agreement
• Opportunities to target IDN business
600 dedicated field sales consultants
• Multi-channel capabilities
Source: Henry Schein Estimates
17
Medical Market
$1.7B or 16.8%
of Net Sales
2014 Henry Schein
Global Medical Sales
By Geography
U.S. Market Share:
Approximately 20%
Available Market:
$9 to $10 billion
Market Share and Available Market Represent Henry Schein Estimates
Market information excludes
certain specialty and oncology
pharmaceutical products, software
and certain other services
18
Technology & Value-Added Services Market Position
Practice Management Solutions• Two-thirds of revenue is recurring
- Technical support
- E-claims and credit card processing
• Only practice management software
solutions provider servicing dental, animal
health and medical practitioners
• U.S. penetration
- Over 40% dental practices
- Over 50% animal health practices
- Growing physician presence
• A leader in servicing large practices
in Dental and Animal Health
• Direct access to over 85% of dental
schools in North America
• In 14 countries outside the U.S.
Financial Services• Full-service provider of financial services
• Providing value-add to clients
Source: Henry Schein Estimates
• Synergies with broader
distribution business
• Leveraging R&D,
marketing, and
technology across
business units
• Technology
development for a
“global” business
19
Technology & Value-Added Solutions
$348.9M or 3.4% of Net Sales
2014 Henry Schein
Global Technology
& Value-Added Services
By Geography
Key Acquisitions
• Exan (2012)
• McAllister/ImproMed
(2011)
Approximately 14% of Total 2014
Company Operating Income
Financial Performance
21
Growth Since Going Public
($ in millions, except per share data)
1995 2014Compound Annual
Growth Rate
Net Sales $616.2 $10,371.4 16%
Operating Income $19.3 $715.1 21%
Operating Margin 3.1% 6.9% 20 bp
Net Income $9.1 $466.1 23%
Diluted EPS $0.34 $5.44 16%
22
Full Year 2014
($ in millions, except per share data)
Financial Highlights
¹ Excludes certain non-recurring items to provide a more comparable basis for analysis
2013 2014 Growth
Sales $9,560.6 $10,371.4 8.5%
Operating Income¹ $677.1 $715.1 5.6%
Operating Margin¹ 7.08% 6.89% (19) bp
Net Income1 $433.4 $466.1 7.5%
Diluted EPS1 $4.95 $5.44 9.9%
2014 EPS Results Exceeded Top of our November 2013
Guidance Range by 5¢
23
Q1 2015
($ in millions, except per share data)
Financial Highlights
Q1 2014 Q1 2015 Growth
Sales $2,430.2 $2,463.6 1.4% 1
Operating Income 2 $157.3 $168.2 6.9%
Operating Margin 2 6.47% 6.83% 36 bp
Net Income 2 $102.1 $108.4 6.2%
Diluted EPS 2$1.18 $1.28 8.5%
1 7.4% in constant currency
2 Excludes restructuring costs recorded in Q1 2015 to provide a more comparable basis for analysis.
24
Diversified Sales in Complementary Markets
Future Sales
Sales outside of North Americaexpected to grow at a faster rate
• Fragmented markets
• Large market penetration in North America
• Geographic expansion
By Product By Geography
2014 Worldwide Sales:$10.4 billion
25
Sales Highlights
Long-Term
Financial
Model and
Goals
Goal:Grow 1% to 2% faster than end market growth rates (organic)
Result: Sales Growth
2010 20111 20121 2013 2014
Internal 3% 5% 5% 4% 5%
Acquisition 12% 5% 3% 3% 4%
Total Local Currency Sales Growth 15% 11% 7% 7% 9%
Foreign Exchange/Other - % 2% (2%) - % - %
Total Sales Growth 15% 13% 5% 7% 9%
As originally reported except as noted1 Adjusted for extra week in 2011
7%
26
Operating Income and Margin Highlights
Long-Term
Financial
Model and
Goals
Goal:
Continued operating margin expansion
Approximately 20 basis points expansion in current environment (on a “same store” basis)
Higher as end markets and sales accelerate
Result:1995 2014 (Average Annual
Operating Margin 3.1% 6.9% Increase of 20 bp)
7%
27
Earnings Highlights
Long-Term
Financial
Model and
Goals
Goal:
High single to low double digit organic diluted EPS growth enhanced by
share repurchases and acquisitions
Result: 1995 2014
Diluted EPS $0.34 $5.44 (CAGR of 16%)
28
Cash Flow Highlights
Long-Term
Financial
Model and
Goals
Annual operating cash flow has exceeded net income
by nearly $600 million since 2009
29
Cash Return to Shareholders
Share Repurchases
30
Investing in the Future
Net of Cash Acquired
Goal is to invest $200 to $300 million annually in strategic M&A
31
Strong Balance Sheet
Net Debt to Total Capitalization Ratio($ in millions)
March 28, 2015
Cash & Equivalents
Working Capital
Total Assets
Total Debt
Equity
DSO
Inventory Turns
Net Debt to Total Capitalization Ratio
$59.2
$1,255.4
$5,939.3
$831.3
$2,735.9
41.2 days
5.3x
22.0%
32
Investment Merits
• Multiple organic and strategic growth
opportunities
• Proven financial track record
• Operating model goals set the stage for
attractive long-term growth
• Experienced Management Team