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UAP 27 INC - S-1 - 20040407 - THE_OFFERING
We purchase products from over 100 suppliers, including some of the largest chemical, seed and fertilizer companies in the world. We have strong long-term
relationships with our suppliers, and our relationships with our ten largest suppliers date back to the original acquisition of UAP by ConAgra Foods, Inc. (ConAgra Foods) in 1978. We are a critical part of our suppliers
route-to-market because we are able to help them access a highly fragmented customer base. We believe we are one of the largest customers of agricultural inputs of our seven largest suppliers, and our purchasing scale provides us with a competitive
advantage relative to smaller businesses. We believe that our strategic relationships with our suppliers provide us with reliable access to inventory, volume purchasing benefits and the ability to deliver a diverse product offering on a
cost-effective basis.
Diversified Product Offering
We provide our customers with a comprehensive offering of agricultural
inputs, comprised of over 70,000 active SKUs as of January 26, 2004, consisting of a broad variety of crop protection chemicals, seeds, and fertilizers, with no single brand accounting for more than 5% of our net sales in fiscal 2003. We offer a
full line of branded products such as CleanCrop, ACA, Savage, Shotgun, Signature and Dyna-Gro, in areas such as plant nutrition, seed treatment, crop protection, adjuvants and seed. The breadth and diversity of our products and services allows us to
act as a one-stop-shop that is tailored to meet the region-specific needs of our customers.
In addition, we are the largest independent distributor of agricultural seed products in the United States and Canada, and we believe we are well
positioned to benefit from the expected future growth of this market. We believe the trend in seed distribution is migrating towards using agricultural distributors such as ourselves, as this allows formulators supplying bio-engineered seeds with
complementary chemical products to reach the market.
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Proven and Incentivized Management Team
Our senior management team has an average of over 18 years of experience in the agricultural inputs industry. Kenny Cordell
joined the company in 2001 and served as President and Chief Operating Officer from February 2002 until December 2003, when he was promoted to Chief Executive Officer of United Agri Products. Our current senior management team has been responsible
for developing our recent business strategy, including store rationalization, enhanced credit policies and an increased focus on working capital management, which has resulted in operational improvements and margin expansion. Largely as a result of
initiatives implemented by our management team during fiscal 2002 and fiscal 2003, we successfully increased our margins and reduced working capital. After giving effect to this offering, our management will own approximately
% of our common stock on a fully diluted basis, a portion of which is subject to time and performance vesting criteria. See Security Ownership of Certain Beneficial Owners and Management.
OUR STRATEGY
Our financial and operational success has largely been driven by providing customers with high quality products at
competitive prices, supported by consistent and reliable service and expertise. We will continue to seek to improve margins and reduce working capital through the principal strategies outlined below.
Target Continued Margin Enhancement and Working Capital Management
We believe we are well positioned to achieve further margin enhancements and
reductions in working capital through the continued implementation of our cost saving initiatives. We intend to monitor performance regularly through detailed management reporting on productivity, profitability, inventory flow and return on assets.
At a company-wide level, our senior management will continue to:
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focus on our credit policies in order to seek to maximize our profitability;
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optimize our product mix through increased centralized pricing controls;
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improve company-wide performance through the dissemination of best practices;
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optimize procurement through increased centralized purchasing controls;
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rationalize our infrastructure by closing or selling unprofitable facilities;
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reduce our investment in working capital through the use of enhanced management information systems; and
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reduce selling, general and administrative expenses through centralization efforts in our formulation operations and administration.
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In August 2002, management initiated a monthly scorecard of key performance
indicators linked to the management incentive plan, to drive return-based financial performance within divisions of our company. In addition, our management has centralized credit and procurement functions to better coordinate various working
capital initiatives and has adopted a discounted cash flow approach to capital investments.
Expanded Presence in Seeds, Branded and Non-Crop Products
Seed.
We increased net sales of our seed products from $196.2 million in fiscal 2001 to $270.8 million in fiscal 2003, and
believe that there is the potential for significant further growth in this area. We believe that seed varieties that have been enhanced through biotechnology will serve as a platform for growth due to the increased value-added nature of their sale
to the customer, coupled with an increased need for ancillary services when compared with sales of conventional products. In addition, advancements in seed varieties and technologies have
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increased our customers needs for real-time information and access to the genetic varieties in branded and non-branded lines, which we believe benefits
larger suppliers such as UAP. We intend to leverage our growth in this business through: (i) advanced technical training for our sales personnel; (ii) hiring and strategically placing experienced sales people; (iii) incentivizing our
sales organization with seed-specific performance goals and incorporating specific targets for individual sales people in their respective performance management plans; (iv) nurturing our relationships with seed suppliers; and
(v) continuing to focus the resources of our management and sales force in our seed distribution infrastructure.
As part of our strategy, we will focus on increasing our sales of our Dyna-Gro brand of proprietary seed products as part of our effort to increase
overall seed sales. We believe that Dyna-Gro is recognized in the marketplace for its high quality and yield, and we currently market Dyna-Gro in corn, soybeans, sorghum and alfalfa, as well as other minor crops. The margin contribution to us for
our Dyna-Gro brand is higher than that of a commodity brand because we use internal resources to source and market it.
Proprietary Branded Products.
We intend to focus on increasing sales of our proprietary branded products, which provide
value-added features to benefit customers and higher margins to us as compared with other products we sell for third parties. Increased sales of our proprietary branded products have contributed to our margin improvement from fiscal 2001 through
fiscal 2003, largely as a result of providing enhanced formulations and tailoring the products to fit growers needs in specific regions, including unique dry herbicide formulations and specialized Nortrace brand micronutrients and Dyna-Gro
seed. We seek to further improve our product mix through internal development and close cooperation with our major suppliers, and introduced new proprietary products during the fourth quarter of fiscal 2004.
Non-Crop.
We also distribute agricultural
chemicals, seed and fertilizers for many non-agricultural markets, and are the only distributor in our markets with a presence in the three major non-crop market product areas of turf and ornamental (golf courses, resorts, nurseries and
greenhouses), pest control operators and right-of-way vegetation management. This non-crop business has a distinctly different customer base from the agricultural markets, and requires different service levels and locations closer to suburban or
leisure centers. We believe that many non-crop markets are experiencing natural growth with general demographic trends. For example, as population growth expands in the Southern United States, we expect increased opportunities for sales to pest
control operators. As leisure spending increases, we expect increased opportunities for sales to turf, golf course, resort and nursery businesses. The non-crop market is an important strategic growth area for UAP, and as such we are focused on
expansion of our current non-crop business through small acquisitions, increased sales of branded products, introduction of new branded products and improving operational performance through consolidation.
Leverage Our Scale
We believe that our scale and extensive network of distribution facilities provides us with competitive advantages over
smaller regional competitors, including an enhanced competitive position with our suppliers, the ability to leverage our fixed costs and the ability to attract and retain a strong management team and sales force. We intend to capitalize on these
advantages by continuing to: (i) strengthen our relationships with our suppliers in order to maintain a diversified product offering and capture higher levels of incentives; (ii) cost-effectively invest in information systems to ensure efficient
inventory management; and (iii) provide high levels of value-added services to our customers by maintaining an experienced and well-trained sales force. We believe this provides us with a strong platform for continued growth and profitability.
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THE TRANSACTIONS
THE AMENDED CREDIT FACILITIES
Concurrently with the closing of this offering, United Agri Products will amend its existing $500 million revolving credit facility and enter into a new
$150 million senior secured second lien term loan facility. In this prospectus, we refer to the revolving credit facility, as amended, and the new senior secured second lien term loan facility, collectively, as the Amended Credit
Facilities. The Amended Credit Facilities will be guaranteed by UAP Holdings and each of United Agri Products domestic subsidiaries. While the Amended Credit Facilities will permit us to pay interest and dividends to IDS holders and to
pay interest to holders of the separate senior subordinated notes under certain circumstances, they will contain significant restrictions on our ability to make interest and dividend payments to such holders and on our subsidiaries ability to
make dividend and interest payments to us. The existing revolving credit facility matures on November 24, 2008 and the new senior secured second lien term loan facility will have a seven-year maturity. See Description of Other
IndebtednessThe Amended Revolving Credit Facility and Description of Other IndebtednessSenior Secured Second Lien Term Loan Facility.
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