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DISCLAIMER
Forward Looking Statements
Certain statements in this presentation and oral statements made from time to time by our representatives are forward-looking
statements within the meaning of the Private Securities Litigation Reform Act of 1995. In particular, statements regarding our
guidance, future financial and operating results and any other statements about our future expectations, beliefs or prospects
expressed by management are forward-looking statements. These forward-looking statements are based on managements
current expectations and beliefs, but they involve a number of risks and uncertainties that could cause actual results or events to
differ materially from those indicated by such forward-looking statements, including, but not limited to, our ability to respond to
changing customer preferences, execute our growth strategy, expand into new markets, effectively compete with other retailers,
enhance our brand image and other factors that are detailed in our registration statement on Form S-1 (333-175299), including
those detailed in the section titled Risk Factors contained in that registration statement, and in our other filings with the SEC,
which are available from the SECs website at www.sec.gov and from our website at www.tillys.com under the heading Investor
Relations. Readers are urged not to place undue reliance on these forward-looking statements, which speak only as of the date
such statements are made. We do not undertake any obligation to update or alter any forward-looking statements, whether as a
result of new information, future events or otherwise.
Use of Non-GAAP Financial Measures
In addition to reporting financial measures in accordance with generally accepted accounting principles in the United States
(GAAP), the company provides non-GAAP adjusted selling, general and administrative expenses, adjusted operating
income, adjusted income before income taxes, adjusted income tax provision, adjusted net income, adjusted basic
earnings per share and adjusted diluted earnings per share. These amounts are not in accordance with, or an alternative to,
GAAP. The companys management believes that these measures provide investors with transparency by helping illustrate the
financial results: (i) as if the company had been a publicly traded C Corporation during the relevant time periods, in order to
provide a better comparison of past periods to current periods as a C Corporation; and (ii) to exclude items that may not be
indicative of, or are unrelated to, the companys core operating results, providing a better baseline for analyzing trends in the
underlying business. A reconciliation to U.S. GAAP can be found in our most recent earnings release, available on our website at
www.tillys.com.
Introductions
4 Dan Griesemer
4 Bill Langsdorf
Who We Are
2007
2011
500 +
140
73
2007
2011
Potential
Operating Income
Operating Margin
$400.6mm
20.5%
10.7%
$34.9mm
8.7%
4 The Tillys
Experience
Long-Term Targets
Store Count
Annual Square
Footage Growth
Annual Comparable
Store Sales Growth1
500+
Mid-teens
4% 5%
High-single
digits
High-teens
DRAFT CONFIDENTIAL
I. Business Strategy
Proprietary
Brands
31%
Third-Party
Brands
69%
Off-Mall
47%
Mall
53%
10
Brand Partnerships
e-Marketing
4 Builds awareness, drives
traffic to stores and
website and highlights
local in-store promotions
and events
4 Email marketing serves as
effective channel to
introduce new brands
and products
4 Website blog, Facebook
and Twitter used as viral
marketing platform to
communicate to
customers while allowing
them to interact with one
another and provide
feedback
11
4 Over $30 million invested in highly automated distribution center and information
systems since 2003
4 Existing infrastructure can support national retail footprint in excess of 500 brickand-mortar stores with minimal incremental investment
4 Best-in-class distribution and allocation capabilities
4 Recent investments focused on systems automation, material-handling
equipment, RF technologies and automated sortation
Distribution Facilities
Location
Irvine, CA
Stores
Irvine, CA (2012)
26,000
Stores
Irvine, CA (2013E)
81,000
e-Commerce
Total
233,000
12
DRAFT CONFIDENTIAL
14
$2,200,000
$300,000
$400,000
Net Investment
$500,000 $550,000
Payback Period
~18 Months
7,500 8,000
99
111
125
140
140
73
2007
2008
28
2009
2010
2011
2012
15
16
4 Grow e-commerce business from ~11% of total net sales today to ~15% over time
4 Wider selection of merchandise than offered in-store, including internet exclusives
4 e-Commerce channel allows us to:
4 Reach customers where we dont currently have stores
4 Communicate with customers about upcoming events and promotions
4 Drive customers to website through search, affiliates, catalog, email marketing and social media
$ 43.6
$ 32.8
$ 22.5
$ 12.2
% of Total
Net Sales
$ 15.4
2007
2008
2009
2010
2011
5.0%
6.1%
8.0%
9.9%
10.9%
17
18
DRAFT CONFIDENTIAL
($ in millions)
Net Sales
Operating Income
$ 400.6
$ 282.8
$ 34.9
$ 332.6
$ 21.4
YoY % Growth
Net Sales
Sq. ft.
2009
10.9%
11.2%
2010
2011
17.6%
12.1%
20.5%
13.2%
% Margin
$ 24.9
2009
2010
2011
7.6%
7.5%
8.7%
Capital Expenditures
$ 39.1
$ 32.1
$ 27.1
$ 17.5
$ 20.2
$ 15.7
$ 4.1
$ 6.4
$ 11.1
2009
2010
2011
$ 13.3
2009
2010
New Stores and Remodels
$ 16.1
2011
Infrastructure
20
Q3 2012 Results
($ in millions)
Operating Highlights
4 Comparable store sales of 1.9% on top of 8.5%
increase in Q3 11
$49.8
Accounts receivable
$8.1
Inventories
$49.9
Current liabilities
$50.1
Shareholders equity
$106.7
Working capital
$68.1
Adjusted numbers assume an effective tax rate of 40% for both periods and include an ongoing charge for stock compensation expense in Q3
2011 that equals a similar ongoing charge in Q3 2012
(1)
21
Holiday Sales
Updated Outlook
Reported Holiday Sales 2012
4 Comp store sales for the 10 weeks to January 5, 2013 of -1%, compared to +5% for the prior year period to
January 7
(1)
Q4 and full year adjusted to 40% long-term expected tax rate; full year also reflects exclusion of one-time stock comp
expense charge in Q2 2012 but includes ongoing stock comp expense charges and incremental public company costs.
22
DRAFT CONFIDENTIAL
IV. Appendix
#of Stores
18
79
3
1
16
1
1
2
2
1
2
2
1
1
6
State
New Jersey
New York
N. Carolina
Ohio
Oregon
Pennsylvania
South Dakota
Tennessee
Texas
Utah
Virginia
Washington
Wisconsin
Total
#of Stores
7
3
2
1
2
2
1
1
2
3
3
2
3
168