Customer concentration & future growth targets15 Jan 2023 13:52
From their latest annual accounts;
"In FY22 we experienced greater customer concentration with the revenue contribution from our largest client increasing to 78% of sales as a consequence of their international expansion being ahead of their US competitors (FY21: 72%). The second largest customer accounted for 6%, up from 4% last year. These two contracts are expected to continue long-term due to the close relationship and technology integration achieved by ZOO."
As per the capital markets day presentation shared below, Zoo estimated their FY22 market share was ~4%, a market that they estimate is worth ~$1.6b ($70m turnover). This is derived from 9 studios, as per P76 of the CMD presentation, of which Netflix is the largest at $500m.
It seems obvious that 78% of Zoo's FY22 revenue came from Netflix, a total of ~$55m, so we can work out their share of Netflix spend was 11%. We can also work out that their share of the rest of market spend is ~1.5%. I suspect the 6% customer is Disney.
The key questions going forwards are;
- Is Zoo's 11% share of Netflix spend sustainable?
- Can they grow their share of non Netflix spend to anywhere close to 11%?
I think we have to assume their 'long term' revenue target of $400m relates to FY2030, as this is the timeframe given on the previous slide, showing their TAM growing to ~$2.8b by this point. 400/2800 = 14.2%. Not sure why they don't just quote this on slide 77 though...
Of note is that Netflix spend (Studio A), isn't forecast to grow at all between now and FY2030. So their future growth to a 14% industry market share appears to be dependent on generating $345m of revenue ($400m target - $55m netflix), from non Netflix market growth of $1.2b ($1.6b today, growing to $2.8b via internationalisation). That would mean taking 345/1200 = 28.8% of the incremental spend between now and 2030.
To me that looks highly ambitious...
Interested to hear existing shareholder thoughts on the above. On a PE of 25x this looks to have priced in a lot of future growth, if they struggle to gain success with non Netflix customers then I'm not sure how they can attain their near term targets.
On the flipside, if they can replicate their success with Netflix then this is actually very cheap!