Business Strategy and Outlook
It is anticipated Sysco possesses a narrow moat, rooted in its cost advantages. It is concluded that the firm benefits from lower distribution cost given its closer proximity to customers, complemented by scale-enabled cost advantages such as purchasing power and resources to provide value-added services to its customers. While COVID-19 created a very challenging environment, the food-service market has nearly fully recovered, with sales at 95% of prepandemic levels as of the end of 2021, and Sysco has emerged as a stronger player, with $2 billion in new national account contracts (3% of prepandemic sales) and a 10% increase in independent restaurant customers.
In 2021, Sysco laid out its three-year road map, termed “recipe for growth” which will be funded by the elimination of $750 million in operating expenses between fiscals 2021 and 2024. The plan should allow Sysco to grow 1.5 times faster than the overall food-service market by fiscal 2024. Sysco is investing to eliminate customer pain points by removing customer minimum order sizes while maintaining delivery frequency and lengthening payment terms. It improved its CRM tool, which now uses data analytics to enhance prospecting, rolled out new sales incentives and sales leadership, and is launching an automated pricing tool, which should sharpen its competitive pricing while freeing up time for sales reps to pursue more value-added activities, such as securing new business. Sysco is also developing the industry’s first customized marketing tool, harnessing its significant customer data to generate tailored messaging that should resonate with each customer. In pilots, this practice increased Sysco’s share of wallet. Further, Sysco has switched to a team-based sales approach, with product specialists that should help drive increased adoption of Sysco’s specialized product categories such as produce, fresh meats, and seafood. Lastly, Sysco is launching teams that specialize in various cuisines (Italian, Asian, Mexican) that should drive market share gains in ethnic restaurants. Looking abroad, Sysco has a new leadership team in place for its international operations, increasing the confidence that execution will improve.
Financial Strength
It is seen Sysco’s solid balance sheet, with $3.4 billion of cash and available liquidity (as of December) relative to $11 billion in total debt, positions the firm well to endure the pandemic. Sysco has a consistent track record of annual dividend increases, even during the 2008-09 recession and the pandemic. It is foreseen 5%-10% annual increases each year of Analysts’ forecast, maintaining its target of a 50%-60% payout ratio.Sysco has historically operated with low leverage, generally reporting net debt/adjusted EBITDA of less than 2 times. Leverage increased to 2.3 times after the fiscal 2017 $3.1 billion Brakes acquisition, and above 3 times in fiscals 2020 and 2021, given the pandemic. But it is anticipated leverage will fall back below 2 by fiscal 2023, given debt paydown and recovering EBITDA. Analysts’ forecast calls for free cash flow averaging 3% of sales annually over the next five years. In May 2021, Sysco shifted its priorities for cash in order to support its new Recipe for Growth strategy. It’s new priorities are capital expenditures, acquisitions, debt reduction when leverage is above 2 times, dividends, and opportunistic share repurchase. Its previous priorities were capital expenditures, dividend growth, acquisitions, debt reduction, and share repurchases. In fiscal 2022-24, as it invests to support accelerated growth, Sysco should spend 1.3%-1.4% of revenue on capital expenditures (falling to 1.1% thereafter). Sysco completed the $714 billion acquisition of Greco and Sons in fiscal 2021, and it is projected for it to invest about $100 million to $200 million annually on acquisitions thereafter. Finally, Analysts’ model $500 million-$600 million in annual expenditures to buyback about 1% of outstanding shares annually. It is foreseen as a prudent use of cash when shares trade below Analysts’ assessment of intrinsic value.
Bulls Say’s
- As Sysco’s competitive advantage centers on its position as the low-cost leader, it is projected Sysco should be able to increase market share in its home turf over time.
- Sysco has gained material market share during the pandemic, allowing it to emerge a stronger competitor.
- Sysco’s overhead reduction programs should make it more efficient, enabling it to price business more competitively, helping it to win new business, and further leverage its scale.
Company Profile
Sysco is the largest U.S. food-service distributor, boasting 17% market share of the highly fragmented food-service distribution industry. Sysco distributes over 400,000 food and nonfood products to restaurants (66% of revenue), healthcare facilities (9%), education and government buildings (8%), travel and leisure (5%), and other locations (14%) where individuals consume away-from-home meals. In fiscal 2021, 83% of the firm’s revenue was U.S.-based, with 8% from Canada, 3% from the U.K., 2% from France, and 4% other.
(Source: MorningStar)
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