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[LOGO]

 

CSFB 7th Annual Global Services
Growth Conference
March 15, 2005

 



[LOGO]

 

Forward Looking Statements

 

This presentation contains statements that are forward looking within the meaning of the Private Securities Litigation Reform Act of 1995.  These statements should be considered as estimates only and actual results may ultimately differ from these estimates.  Except to the extent required by applicable securities laws, CB Richard Ellis undertakes no obligation to update or publicly revise any of the forward-looking statements that you may hear today. Please refer to our annual report on Form 10-K and our quarterly reports on Form 10-Q, which are filed with the SEC and available at the SEC’s website (http://www.sec.gov), for a full discussion of the risks and other factors, that may impact any estimates that you may hear today. Our responses to questions must be limited to information that is acceptable for dissemination within the public domain.  In addition, we may make certain statements during the course of this presentation which include references to “non-GAAP financial measures,” as defined by SEC regulations.  As required by these regulations, we have provided reconciliations of these measures to what we believe are the most directly comparable GAAP measures, which are available in the fourth quarter earnings press release.

 

1



Participants

 

Brett White – President

 

Ken Kay – Senior Executive Vice President and Chief Financial Officer

 

2



Overview

 

3



The World Class Commercial Real Estate Services Provider

 

Leading Global
Brand

 

  99 years

 

•  50 countries

 

  #1 in key cities in U.S., Europe and Asia

 

 

 

Broad
Capabilities

 

  #1 commercial real estate brokerage

 

  #1 appraisal and valuation

 

  #1 property and facilities management

 

  #2 commercial mortgage brokerage

 

  $15.1 billion in investment assets under management

 

 

 

Scale, Diversity
and Earnings
Power

 

  2x nearest competitor

 

  Thousands of clients, more than 70% of Fortune 100

 

  2004 Revenue of $2.4 billion

 

  2004 Normalized EBITDA of $300.3 million(1)

 

  Strong organic revenue and earnings growth for 2004

 


(1) Excludes integration costs and one-time IPO compensation expense.

 

4



Global Reach & Local Leadership

 

2004 Revenue by Region

 

[CHART]

 

Leading
Market Positions

 

New York

 

 

London

 

 

Los Angeles

 

 

Chicago

 

 

Sydney

 

 

Paris

 

 

Washington, D.C.

 

 

Madrid

 

 

Singapore

 

CBRE is unique in offering customers global coverage and leading local expertise.

 

5



 

Diversified Blue Chip Client Base

 

2004 Revenue by Client Type

 

[CHART]

 

Representative Clients

 

[LOGO]

 

Top 20 customers are less than 9% of total revenue.

 

6



Full Services Platform

 

2004

Americas Revenue

 

Advisory Services

 

Outsourcing Services

 

 

 

Revenue

 

 

 

Revenue

 

 

 

Generation

 

 

 

Generation

 

 

 

 

[CHART]

 

 

 

 

Leasing, sales, divestitures

 

Commission

 

Manages properties for owners

 

Contractual

 

 

 

 

 

 

 

 

 

Mortgage brokerage

 

Commission and Servicing Fees

 

Comprehensive corporate real estate services

 

Contractual

 

 

 

 

 

 

 

 

 

Valuations, appraisals, research

 

Assignment and Subscription Fees

 

 

 

 

 

 

7



Fragmented Industry

 

$22 Billion US Commercial Real Estate Services Industry (1)

 

U.S. Market Share

Top 5 = 12.9% Share

 

[CHART]

 

 

The market has grown at a 4.8% CAGR from 1993 to 2003.

 

Source: External public filings and management estimates as of 12/31/03.

 


(1) Excluding investment management.

 

8



Superior Platform Drives Outperformance

 

Competitive Landscape

 

[CHART]

 

FY 2001 - 2004 CAGR

 

[CHART]

 

 

 

CBG

 

JLL

 

TCC

 

Business
Services (2)

 

 

 

 

 

 

 

 

 

 

 

FY05 P/E (as of 3/11/05)

 

17.1x

 

19.3x

 

17.1x

 

21.8x

 

 


(1)   Excluding merger related costs, integration costs and one-time IPO compensation expense.

(2)   Average based on ABM, ACN, ADP, CEN, FDC, KELYA, MAN, PAYX, RHI, and RMK.

 

Our full-service, global platform has allowed us to outperform competitors.

 

9



Capitalize on Favorable Industry Conditions

 

Improving Supply / Demand Outlook

 

[CHART]

 

Source: Torto Wheaton Research. Data as of Q4 2004.

 

10



 

Markets Clustering at Bottom of Cycle

 

[CHART]

 

•  The markets do not necessarily move along the curve in the same direction or at the same speed

Source: CB Richard Ellis

 

11



Key Growth Strategies

 

12



Growth Drivers

 

INDUSTRY TRENDS

 

RELATED STRATEGY

 

 

 

Increased vendor consolidation

 

Capitalize on cross-selling opportunities

 

Leverage geographic diversity of platform

 

Capitalize on breadth of service offerings

 

Selectively seek infill acquisition opportunities

 

 

 

 

Corporate outsourcing

 

Single point of contact management

 

Emphasize multi-market/cross-border capabilities

 

Focus on Fortune 500 penetration

 

Invest in enabling IT platforms

 

 

 

 

Increased capital allocations to  real estate

 

Leverage demographic-driven investment trends and  globalization of capital flows

 

Leverage expertise across all property types

 

Aggregate the fragmented private client market

 

 

 

 

 

 

 

 

Institutional ownership of real  estate

 

Match risk/return profiles

 

Develop innovative investment vehicles

 

Grow assets under management

 

Capitalize on “feet on the ground” global platform

 

13



Pursue Vendor Consolidation Opportunities

 

[LOGO]

 

                  CBRE is the exclusive service provider for Avaya’s portfolio

                  Transaction Management, Facilities Management and Lease Administration

 

[GRAPHIC]

 

                  350 locations

                  52 countries

                  Over 7 million square feet

 

CBRE delivers global solutions through leading local expertise.

 

14



Promote Cross-Selling

 

[LOGO]

 

 

 

Initial

 

Current

 

 

 

Services

 

Services

 

 

 

 

 

 

 

Facilities Management

 

 

 

 

 

 

 

 

 

Lease Administration

 

 

 

 

 

 

 

 

 

Transaction Management

 

 

 

 

 

 

 

 

 

 

Project Management

 

 

 

 

 

 

 

 

 

 

Strategic Planning

 

 

 

 

 

 

 

 

 

 

Location Consulting

 

 

 

 

 

                  23.4M square feet of facilities managed, 60% growth since 2000

                  117% growth in project management (2003 over 2000)

                  CBRE’s client-share has increased 50% and fees doubled over past four years

 

($ in millions)

 

[CHART]

 

15



 

Grow Investment Management Business

 

Real Estate Institutional Ownership

($ in billions)

 

[CHART]

 

Source:

Institutional Real Estate, Inc.

Note:

Ownership shown as of June 30th.

 

 

CBRE’s Assets Under Management

($ in billions)

 

[CHART]

 

Note:

Assets under management for 1998-2004 shown as of December 31st.

 

Substantial cross-selling of services currently drives approximately $50 million in revenue for CBRE.

 

16



Financial Overview

 

17



Consistent Long Term Growth

 

($ in millions)

 

[CHART]

 


(1) Normalized EBITDA excludes merger related costs, integration costs and one-time IPO compensation expense.

 

CBRE has consistently outpaced industry growth.

 

18



Annual Financial Results

 

 

 

 

 

2003

 

($ in millions)

 

2004

 

Reported(1)

 

% Change

 

Incl.
Insignia(
2)

 

% Change

 

Revenue

 

2,365.1

 

1,630.1

 

45

 

1,948.8

 

21

 

 

 

 

 

 

 

 

 

 

 

 

 

Cost of Services

 

1,203.8

 

796.4

 

51

 

968.9

 

24

 

Operating, Admin. & Other

 

909.8

 

678.4

 

34

 

826.9

 

10

 

Merger-Related Charges

 

25.6

 

36.8

 

-30

 

36.8

 

-30

 

Equity Income

 

-19.5

 

-14.4

 

36

 

-14.4

 

35

 

 

 

 

 

 

 

 

 

 

 

 

 

EBITDA

 

245.4

 

132.8

 

85

 

130.6

 

88

 

 

 

 

 

 

 

 

 

 

 

 

 

One Time Charges:

 

 

 

 

 

 

 

 

 

 

 

Merger-Related Charges

 

25.6

 

36.8

 

-30

 

36.8

 

-30

 

Integration Costs

 

14.3

 

13.6

 

5

 

13.6

 

5

 

IPO-Related Compensation Expense

 

15.0

 

 

100

 

 

100

 

 

 

 

 

 

 

 

 

 

 

 

 

Normalized EBITDA

 

300.3

 

183.2

 

64

 

181.0

 

66

 

 


(1)

Includes reported results of Insignia’s commercial operations which were purchased on 7/23/03.

(2)

Includes reported results of Insignia’s commercial operations prior to the acquisition on 7/23/03. The financial information including Insignia is presented for informational purposes only and does not purport to represent what CB Richard Ellis’ results of operations or financial position would have been had the Insignia acquisition in fact occurred prior to the first seven months of 2003.

 

19



 

Strong Momentum Across Business Segments

 

2004 Revenue Breakdown

 

[CHART]

 

Growth in Business Segments

 

($ in millions)

 

 

 

 

 

 

 

Y-O-Y

 

 

 

2004

 

2003 (a)

 

%

 

 

 

 

 

 

 

 

 

Investment Sales

 

$

807

 

$

569

 

42

%

 

 

 

 

 

 

 

 

Leasing

 

986

 

890

 

11

%

 

 

 

 

 

 

 

 

Property & Facilities Mgmt

 

185

 

176

 

5

%

 

 

 

 

 

 

 

 

Appraisal & Valuation

 

156

 

130

 

20

%

 

 

 

 

 

 

 

 

Mtg Brokerage

 

107

 

82

 

31

%

 

 

 

 

 

 

 

 

Investment Mgmt

 

91

 

67

 

36

%

 

 

 

 

 

 

 

 

Other

 

32

 

35

 

-8

%

 

 

 

 

 

 

 

 

Total

 

$

2,365

 

$

1,949

 

21

%

 


(a)          Includes reported results of Insignia’s commercial operations prior to the acquisition on 7/23/03.

 

20



EBITDA Margins

 

[CHART]

 

2003 incl. Insignia(2)

 

9.3

 

 

 

 

 

2003

 

11.2

 

 

 

 

 

2004

 

12.7

 

 

Continued margin improvement due to:

 

•     Robust revenue growth

 

                  Productivity improvements

 

                  Operating leverage

 

Variable vs. Fixed Detail

 

 

 

% of Revenue

 

 

 

2003

 

2004

 

 

 

 

 

 

 

Revenue

 

100.0

 

100.0

 

 

 

 

 

 

 

Total Variable Costs

 

55.4

 

57.0

 

 

 

 

 

 

 

Total Fixed Costs

 

33.4

 

30.3

 

 

 

 

 

 

 

Normalized EBITDA (1)

 

11.2

 

12.7

 

 


Notes:

(1)          EBITDA margins exclude merger-related charges, integration expenses, amortization of Insignia revenue backlog and IPO related compensation expense.

(2)          The financial information including Insignia is presented for informational purposes only and does not purport to represent what CB Richard Ellis results of operations or financial position would have been had the Insignia acquisition in fact occurred prior to 2003.

 

21



Capitalization Capitalization

 

 

 

As of

 

%

 

($ in millions)

 

12/31/2004

 

12/31/2003

 

Change

 

Cash

 

256.9

 

163.9

 

57

 

 

 

 

 

 

 

 

 

Revolver

 

 

 

 

 

 

 

 

 

 

 

 

Tranche B loan

 

277.1

 

297.5

 

-7

 

 

 

 

 

 

 

 

 

Other debt(1)

 

22.5

 

39.2

 

-43

 

 

 

 

 

 

 

 

 

9¾% senior notes

 

130.0

 

200.0

 

-35

 

 

 

 

 

 

 

 

 

11¼% senior subordinated notes(2)

 

205.0

 

226.2

 

-9

 

Total CB Richard Ellis Services debt

 

634.6

 

762.9

 

-17

 

 

 

 

 

 

 

 

 

16% senior notes

 

 

35.5

 

-100

 

Total debt

 

634.6

 

798.4

 

-21

 

 

 

 

 

 

 

 

 

Shareholders’ equity

 

558.9

 

332.9

 

68

 

Total capitalization

 

1,193.5

 

1,131.3

 

5

 

 

 

 

 

 

 

 

 

Total net debt

 

377.7

 

634.5

 

-40

 

 


1.               Excludes $138.2 million and $230.8 million of warehouse facility at December 31, 2004 and December 31, 2003, respectively.

Also excludes non-recourse debt relating to a building investment in Japan of $43.7 million at December 31, 2003.

 

2.               The 2004 balance does not reflect $26.4 million of notes repurchased year-to-date in 2005.

 

22



2004 Normalized Internal Cash Flow

 

                  Strong cash flow generation

 

                  Low capital intensity

 

                  2004 capital expenditures exclude $12.0 million related to the integration of Insignia

 

[CHART]

 


(a) Reconciliation of net income to net income, as adjusted provided on page 27.

 

23



Key Drivers of Earnings Growth

 

Revenue

 

Margin

 

Deleveraging

 

Significant

Growth

+

Expansion

+

Balance Sheet

=

EPS Growth

 

 

 

 

                  Market  growth

                  Operating leverage

                  Minimum $50 million debt paydown targeted

                  High teens to low 20% annual EPS growth

 

 

 

 

 

 

 

•     Market share gains

 

•     12% - 14% annual EBITDA growth

 

 

 

 

 

 

 

 

 

 

 

•     7% - 9% annual revenue growth

 

 

 

 

 

 

 

Revenue growth, margin expansion and deleveraging allow CBRE to achieve substantial earnings growth.

 

24



 

2005 Guidance

 

 

 

2004

 

2005

 

 

 

 

 

 

 

Revenues

 

$

2.4B

 

8% Growth

 

 

 

 

 

 

 

Net Income

 

$

118M

 

$149M - $156M (26% - 32% Growth) (1)

 

 

 

 

 

 

 

EPS

 

$

1.65

 

$1.95 - $2.05 (18% - 24% Growth) (1)

 

 


(1) Excluding residual one-time Insignia and debt buy-back charges of approximately $15 million pre-tax.

 

25



Remember Who We Are

 

We are:

 

                  A growth-oriented business services enterprise with 215 offices around the world

 

                  A full service provider with a diverse suite of services to address any commercial real estate need

 

                  More than 2X the size of our nearest competitor in terms of 2004 revenue

 

                  Focused on growing existing client relationships through cross-selling opportunities and a multi-market approach

 

                  Focused on outperforming the industry in terms of margin expansion and market penetration

 

                  Able to significantly leverage our operating structure

 

                  A strong cash flow generator

 

We are not:

 

                  Asset intensive

 

                  Capital intensive

 

                  A REIT or direct property owner

 

                  Dependent on a few markets, producers or clients

 

                  Interest rate dependent

 

26



Appendix

 

27



Reconciliation of Net Income to Net Income, As Adjusted

 

2004 Results

 

[CHART]

 


(a) Intangible asset amortization expense related to Insignia net revenue backlog

 

(b) Insignia merger and integration related costs

 

(c) One-time IPO related compensation expense

 

(d) Costs of extinguishment of debt related to the IPO

 

28



Consolidated Net Income to EBITDA Reconciliation

 

($Mill)

 

 

 

Twelve Months Ended
December 31

 

 

 

2004

 

2003

 

Net Income (Loss)

 

$

64.7

 

$

(34.7

)

Add:

 

 

 

 

 

Depreciation and amortization

 

54.9

 

92.6

 

Interest expense

 

65.4

 

71.3

 

Loss on extinguishment of debt

 

21.1

 

13.5

 

Provision (benefit) for income taxes

 

43.5

 

(6.3

)

Less:

 

 

 

 

 

Interest income

 

4.3

 

3.6

 

EBITDA

 

$

245.3

 

$

132.8

 

 

29



Reconciliation of Reported EBITDA to Normalized EBITDA

 

($Mill)

 

 

 

Twelve Months Ended
December 31

 

 

 

2004

 

2003

 

 

 

 

 

 

 

Reported EBITDA

 

$

245.3

 

$

132.8

 

 

 

 

 

 

 

One Time Costs:

 

 

 

 

 

Merger Related Costs

 

25.6

 

36.8

 

Integration Costs

 

14.3

 

13.6

 

IPO - Related Compensation Costs

 

15.0

 

 

Total One Time Costs

 

$

54.9

 

$

50.4

 

 

 

 

 

 

 

Normalized EBITDA

 

$

300.3

 

$

183.2

 

 

30



[LOGO]