If at any point you require assistance, please press star zero on your telephone keypad and you will be connected to an operator. I will now hand you over to our hosts, Mark Dixon, CEO, and Eric Hageman, CFO, to begin today's call. Thank you.
Thank you, Operator, and good morning, everyone. Thank you for joining this call as we present our 2020 interim results virtually for the first time. I'm joined on the call today by Eric Hageman, our CFO, and we'll both be taking questions at the end of the presentation. This has been truly an unprecedented trading period. We've experienced and managed our way through numerous previous crises, but nothing like we have seen during this COVID-19 pandemic. However, some good news to start. Despite the pandemic, we've reported positive revenue growth for H1, quite remarkable in the circumstances, and of course, greatly helped by a record Q1 performance. Total revenue was up 3.5%, open center revenue up 10.2% to GBP 1.3 billion, and pre-2019 revenue, pretty much like-for-like, increased by 0.2%. Achieving any sort of revenue growth is a very good result in the circumstances.
The result could have been better if it were not for the impact of COVID-19 on our variable service revenues, which are not contracted and represent about 10% of group revenue. Excluding the one-off COVID-19 related adjusting items, which are detailed in today's interim statement, and Eric will talk about later in the call, the pre-COVID-19 EBITDA was up 17.1% to GBP 212.6 million, and we generated cash of GBP 125.4 million. We are in a very strong financial position. Net debt's at just GBP 15.9 million as of 30th of June, and today is almost zero. With our cash resources and facility headroom, we have GBP 830 million available liquidity. A good place to be given the opportunities we believe will result from the COVID-19 pandemic. Notwithstanding our strong cash position, we're running the business with a laser focus on cash generation now and into 2021.
This is done daily, no stone is left unturned, and this is now the company's lead KPI. As we've said on previous occasions, we ended 2019 strongly, and we brought that momentum into Q1, making it the best start to the year we have experienced so far, with open center revenue up almost 18% and pre-COVID-19 revenue, which is a true like-for-like measure, growing at 7.6%. Occupancy itself increased 6.6 percentage points to 78.8%. This demonstrates what this business can do and will do again. The emergence of the COVID-19 pandemic started to impact our business in March, particularly in Asia, and as the number of lockdowns and COVID-associated business disruptions increased around the world, the effect on our business intensified.
Overall, the second quarter was a very challenged period and resulted in a 4.4% decline in group revenue and open center revenue growth was reduced to 2.5% for Q2, respectively. We now anticipate these challenging conditions remaining in the third quarter. We have, as a consequence, further intensified our cost-saving program. Today we announce a comprehensive range of actions to reduce costs, improve cash flow, and liquidity. To update you, we've achieved GBP 180 million of savings so far. This number will grow substantially and rapidly in the coming months. We've also announced a one-off COVID-19 related charge of GBP 155.8 million split between cost saving in H1 and a provision for network rationalization during H2. Later, Eric will call out the individual actions that led to this charge.
The very clear V-shaped recovery we saw in China and other Asian markets, although we saw it there, it's not been universal, and it's this that's made Q3 a more challenging period than we previously anticipated. We're definitely seeing green shoots for improvement into Q4, and we can see those green shoots today. Inquiries are trending up, customer retention is improving week by week, and we experience enormous interest from more companies looking to work in a more dispersed way, our key offering. We have focused on cash, which has been the number one theme for the group, and despite the pandemic, we've generated positive cash flow each month, which is a testament to the huge efforts of our team.
At the same time, we supported tens of thousands of companies bridge short-term financial difficulties, and Eric, again, will outline some of the things we've done here. That focus on the equity placing in May puts us in an even stronger position financially to look at the growing number of opportunities to accelerate growth, which we will do in a cautious way, bearing in mind the current global scenario. Even though we anticipate these growth opportunities, franchising remains the key growth driver at the moment, and we've seen continued momentum of our strategy in this area. In addition, we started to add to the franchising a small number of new centers. We have been doing acquisitions, takeovers, and rescues, but so far that hasn't required any cash and almost all of them have not had any IFRS 16 liabilities. There's no rent liability either, so they're very good deals.
We expect to add more of those in H2. We will fill gaps and broaden the network as we do it. Both franchising and we've got the beginnings of some consolidation, but we're taking a cautious stance and doing the very straightforward stuff, not the more difficult, which we'll leave to a little bit later on in the year. Our laser focus on cost has been an important part of the comprehensive actions we've taken to mitigate the impact of the crisis on our revenue. We announced during the capital raise savings of GBP 150 million achieved so far. We've now reached GBP 180 million of cash savings, and we're looking for much more than this as we believe things may get more challenging before they get better.
Just for reference, board remuneration remains at 50%, all capital expenditures are vigorously questioned, and network rationalization, while the last result will feature more prominently in the months to come. The dividend share buybacks remain suspended for the moment. We continue to accelerate and invest in innovation, both in IT and procurement which really is helping the savings but it hurts us a little on cash flow because we are investing in it. These investments will further enhance our ability to reduce costs and grow top- line in new growth areas, in particular homework. All projects are rapidly implemented to maximize the short-term benefits. By doing all of this, even when our revenue is challenged, we believe that we will be able to achieve a better and better result through cost savings going into 2021, and then enhance further as the revenue comes back in.
There are well-documented structural growth drivers in our industry, I won't read out the list as we talked about these many times before. These drivers were already getting more powerful pre-COVID. What the pandemic has done has been to do a better job than any marketing campaign we've ever done to really generate massive interest and demand for our services, in particular in the homework, remote work, and decentralized areas. The growth of remote working and working closer to home will be huge in the future. Pretty much all companies are looking at this. It is universal. The only thing that slows it down, in fact, is they already have existing commitments, it's that they will make the change if they can now. Obviously, growing companies go immediately into this type of working.
Companies with existing infrastructure need to get out of some of that before they can move. It's definitely what their employees want and increasingly so now. They want to work close to home, not all at home, but close to home. It's what companies want. It improves efficiency, it can improve productivity, and it's a third of the price. It's a very strong cost driver as well. Watch this spot. The way people work are changing. When we are ready and able to support this, momentum is picking up week by week, and this is an area we are quite excited about, even in the middle of this terrible storm as we stand at the moment. We've got a clear view of this new world post the pandemic. Just for absolute clarity, there will still be a need for offices.
It's just that those offices are going to be used differently. There's going to be much more use of flexible space and drop-in space. It's going to be more distributed, more people working closer to home. The thing people will least want to give up post what they've experienced during the crisis is the ability to not commute, and it's really commuting that's driving many of the decisions. The reason people don't want to come into city centers is more the commute than the office when they get there. One bright spot we've got in addition to homework is the strength of our sales in suburban areas. This is evidenced by real pickups in suburban and provincial towns around the country, each country.
The good part of our growth strategy with franchising is a lot of the places we're opening are in exactly the places people want to be in the future. We think this is going to be one of the lasting legacies from this pandemic, and it will fundamentally change the way people think about work and office, and we should be able to benefit from this in years to come. We're quite looking forward to this new future. Briefly, our network is really helping us. The scale and coverage, really critical. You just don't want to be concentrated into big metropolitan cities at the moment. Those are the difficult places, and they're going to continue to be difficult places for a few months to come. The discipline of our forward order book also helps.
You can see 90% of our forward order book was contracted at the beginning of the pandemic. That's what's helping the revenues remain stable. We're very focused on this. We have been for years, and we're, of course, focused on it looking forward. This plus coverage, you can see here more than 1,100 cities, lots of centers. It's that spread that gives us a lot of stability which some of our peers do not have. Dealing very briefly with how people are working, just to look at the spread. This is a look here at the High Wycombe area, so west of London. This is just around High Wycombe. You can see lots of choices for people to work, and they are voting with their feet and going into these centers. You can see the same thing, Paris or Dallas, lots of these.
We've focused over the years of making sure that we're covering the suburbs, not just the city center. New enterprise wins. Huge amount of interest at the moment, as I described earlier. You can see network customers here using the network, hub and spoke coverage over multiple geographies or national networks. These are just a few. There's a lot more coming through in this area, and unprecedented interest. This is a very encouraging sign as we move towards the end of the year. Just dealing with growth. As we said at the time of placing with regards to growth, everything we said there with regard to growth, nothing has changed. The opportunities are all still there. In fact, the number of rescue and M&A opportunities since the placing that are in our pipeline has doubled in that period of time.
Where we're focused on are the first two, organic and rescue. These are ability to grow without taking any rent liability or IFRS 16 liability with small costs, small CapEx. These are the ones we've been doing in the interim. The rest, the larger acquisitions, we're just working there on timing. It's very important to get that timing right. During the whole period, though, continued progress with franchising. That is a steady drumbeat that's occurring. We're not doing the large MFAs, of course, although some of those discussions have restarted in the past couple of weeks. It's more the franchising in the provinces. First deals agreed in many countries, and quite enthusiastic about this area as well. We will grow. We're just going to be very careful at how we do it this year. With that, I'll hand over to Eric. Thank you very much.
Thank you, Mark, and good morning to you all. Let us first have a look at a few points to make on the income statement. On the back of a very strong first quarter, our best ever start to the year, and a challenging second quarter given COVID-19, we increased revenues by 3.5% to just over GBP 1.3 billion. Open center revenue was up an impressive GBP 121.5 million, an increase of 10.2% compared to the same period last year, with all four regions contributing positively and with a particularly strong performance in EMEA, Asia Pacific and the U.K. As previously mentioned, the best earnings performance indicator of our business is the pre-2019 EBITDA. In the first half of this year, we generated GBP 212.6 million of EBITDA from a pre-2019 estate, up 17% compared to H1 2019.
Adjusted operating profit was very much in line with our expectations, and it is important to note that this number includes GBP 69 million investments we made in growth, meaning the new centers in 2019 and 2020, and one-off network rationalization costs to the tune of GBP 27.7 million, for a total H1 2020 earnings drag of GBP 96.7 million. That is GBP 50.5 million higher than in the same period last year. As Mark already mentioned in his opening statement, we have taken a charge of GBP 155.8 million relating to directly attributed gains and expenses resulting from COVID-19. These charges are considered to be adjusting items as they are both significant in nature and value to the results of the group. The adjusting items are as follows.
Network rationalization to the tune of GBP 134.5 million, which includes GBP 7.8 million for charges incurred in the first half of the year and GBP 126.7 million provision for network rationalization in the second half. We also took a GBP 9.4 million provision for expected credit losses given that some of the customers may struggle to navigate through these challenging times, as one would expect in a recession.
We also have GBP 5.8 million of transaction costs in respect of Master Franchise Agreements that have not yet completed. A small goodwill impairment of GBP 4.9 million was also taken as we felt now was the time to bite the bullet on some of these files. Lastly, other one-off items of GBP 1.2 million, which includes, for example, the charges for corporate restructuring, including severance. In total, GBP 155.8 million of adjusting items, which you see reflected in the adjusted operating profit and EBITDA for the period.
If we now look at our cash flow statement on page 14, notwithstanding the impact of the pandemic, we were able to generate cash before net investment in growth CapEx of GBP 125.4 million. Here we can clearly see the positive impact of the comprehensive actions we have taken to reduce costs, improve cash flow, and liquidity on our numbers. Particularly pleasing is the strong working capital inflow as we continue to actively manage this. As mentioned in the trading statement this morning, we generate cash every month, even during the midst of the pandemic. In combination with the GBP 313.9 million of cash we raised in May, we have close to zero net debt at the end of June and today. Equally important is to say that more than two months after the raise, we still have close to zero net debt.
This means we continue to generate cash, as these numbers also include the more than GBP 30 million we have spent on helping our customers during this crisis, cash we spent to finish centers that are opening, and paying final cost of centers that we opened some months ago. This is why we have flat cash, because we are generating cash that we are then investing. Let me summarize with the following comments. We have a very good balance sheet. We are in an excellent financial position, and we are producing cash month after month. You can also be rest assured that we continue to focus on cost savings and that we are doing everything possible to maximize cash flows in the coming months. Let me now hand back to Mark for our outlook and concluding remarks. Mark?
Thank you, Eric. We remain in challenging times. COVID-19 today looks like it will be more prolonged than we originally anticipated, and clearly it's changing on a week-by-week basis. We now expect a challenging Q3 and hence the actions we have announced today. These, along with the green shoots we are now seeing in the core business, lead us to believe that we'll see improvements coming through in Q4 and into 2021. What gives us some confidence in that? First and foremost, cost savings. We updated at the capital raise about GBP 150 million of savings. Two months later, we're GBP 30 million ahead of that, with much more to come. The entire business is laser focused on gaining efficiencies and, without affecting customer service, reducing costs. Inquiries are increasing. In fact, interest in what we're doing was described to me the other day as electric.
We've never seen anything like it in terms of especially larger companies coming in with requirements. We are converting into sales, record sales in all of our membership products, our home products, and our Superflex products, all at record levels. It's a small part of the business. It will clearly become a bigger part, but it's still just 8% of revenues today. Customer retention, which is a KPI that we've been looking at closely for obvious reasons, is picking up. There's lots of opportunities really all over for us to provide more services to customers going into the future. We were seeing many structural growth drivers pre-COVID-19, but it's clear that this has moved up a gear and accelerated, and the changes to the way the world was working are now going to become permanent with interest reaching entirely new levels.
As I said earlier, this bodes very well for 2021. Finally, the current environment is presenting significant opportunities for us to accelerate growth and the development of the group. I repeat, everything we said at the equity raise remains valid, but it just may take a little longer. After a great start this year, the onset of COVID-19 and the swift actions we have taken, and continue to take, has turned 2020 into something, well, I think this is quite an understatement, of a transitional year. We are now absolutely focused on 2021, doing the right things now so that we enter 2021 as a more resilient, stronger, more profitable, more cash-generative business. Thank you all very much. With that, we'll hand back to the operator, open the call to questions.
Thank you very much. If you would like to ask a question, please press star one on your telephone keypad. If you change your mind and wish to withdraw the question, please press star two. Please ensure your line is unmuted locally, as you will be advised when to ask your question. We do have a couple of questions in the queue already. The first question comes from the line of Michael Donnelly from Investec. Please go ahead.
Good morning. Can you hear me?
Yes.
One question, probably for Eric. If I look at the mature book with occupancy up and revenues overall pretty much flat, it looks as if pricing has come down by about 5%. Is that 5% a number that you recognize?
Eric, we can't hear you.
You want me to take it, Mark?
Give us directions. I can take it if you'd like.
Yeah. I think in general term, people are interested in what you see on pricing.
Yes. I think that number is a number we recognize. Clearly, it's more difficult. This is not an easy period to get price rises. You've got a decline in price. We have to be more competitive to gain more conversion. Some of the cost savings will be used up with lower prices, but overall occupancy will rise.
Got it. Thank you.
The next question comes from the line of Andy Grobler from Credit Suisse. Please go ahead.
Hi. Good morning, everybody. Three from me, if I may, for now. Just on the network rationalization cost and the provision that you've taken, how much of that will be a cash cost in the second half versus non-cash cost? Secondly, on savings, you've given the target for the full year or the current target, how much of that was taken in the first half of the year, and how much will be in the second half as a result? Thirdly, just on enterprise, you talked about strong rising demand and inquiries and so forth. Again, could you provide any data on that in terms of how big enterprise is, what kind of growth you've seen and so forth? Thanks.
Okay. Just on question one, network rationalization. It's about 60/40, 50/50 to 60/40 cash. It could be as high as 60%. It's probably going to be nearer 50% cash to just writing off assets. The number moves because simply more things are added and more things are taken away. We're agreeing deals that get centers we would have closed off the list. It's a moving number. It's going to be that sort of range, cash to non-cash. I think the savings come by definition mostly in the second half, and it's going to be sort of 1/3 , 2/3 , I would think. That's a complete guess. I don't think we've looked at that number, Eric, have we?
No, not through that.
It's just the way for savings. Most of the savings are more permanent savings now.
Yeah.
They will come into second half and into 2021. Again, we're very focused on cash generation now and 2021 in particular, so we can get a good outcome there. In terms of the data on enterprise, there's a lot of data here. Look, what's clear is that enterprise is growing and will grow further. It's different demand sometimes. We've got two requirements for multiple tens of thousands of people that we're working on today. It goes from that extreme to just huge numbers of smaller groups of people coming into the centers, particularly in the provinces today. What we can see, we're starting to see new company startups. With rising levels of unemployment, you start to see more startups. Over the past couple of weeks, there's been a marked trend that we can see in some countries of that coming through.
Overall, inquiry levels have not reached the same levels of last year in aggregate, but they are coming up week by week. A second wave or whatever it may be may dent that in the short term. It's quite related to that and to how people feel. Certainly from an enterprise larger company point of view, it's pretty much up there on top of the list now for many, many companies around the world, and they are engaging with us. We're the market leader. We have the best coverage. We have a lot of engagement here. We're watching with interest, can we convert some of these really big contracts onto the network?
Mark, on that, because it's a topic you've talked about for a number of years and obviously more in recent times. Just trying to work out, and it's a question that comes up quite frequently, is where is your starting point in terms of enterprise clients versus SMEs?
It's about 50% of the business. Really, it comes down to the definition of enterprise. What is an enterprise client? For us, an enterprise client is someone that's using us in many locations. It's not a company that's just using us in a single location. It's not a small company. It's not an individual. We break our customer base into three groups: enterprise, very large company; companies, they're just companies using us, but they're companies; and individuals. It's the enterprise segment that is the one that's growing. It's sort of taking more share of the whole.
We expect one of the results of COVID-19 will be even more interest. From something that was not talked about, people didn't get to real estate, it's high on the list right now, and it's going to remain there, we think, for the rest of this year, and companies will continue to change strategies on how they support their people.
Okay. Thank you.
The next question comes from the line of Daniel Cane from Toscafund. Please go ahead.
Good morning. Couple of questions from me. On the GBP 5.8 million charge you've taken for deferred deals, would that have included fees for the sale of the U.S. business?
That is what it is predominantly. I think it was a well-kept secret that COVID had an impact on that. That's the reason why you can take it as a one-off charge. You have to be able to demonstrate that you're in touching distance from doing that. So the money is not wasted. I think that's the important part. All the work that we did on the accountancy and debt side is still there, and we can still benefit from whenever that transaction becomes in sight again, whether that's this year or next year. I think we talked about how important master franchises are for us in addition to the other things we've talked about. That continues to be the case.
That region is included in the comment Master Franchise discussions ongoing?
Absolutely.
Second question is on the provision, the GBP 127 million provision. It is common practice to provide an idea of the annual benefit, when you are making these sorts of provisions to adjust the size of the business. I would say the normal rule of thumb is to get an annual profit benefit in the following year of about 1.5x the provision. If that were the case, that would give you a benefit of the order of GBP 190 million. How does that feel? Is that in the ballpark?
Well, may I do that one, Eric? I would say that might be a little aggressive in the circumstances. I think on a good day, you would not be wrong. I think certainly from a cash position, you would be more than correct. For cash plus asset write-offs, it's possible, Daniel. Everything would have to be going well, and we're quite cautious on that outlook. Certainly, you would expect to have a 1x return from that investment in 2021. You could do better, but one would be reasonable. Eric, would you agree with that?
Absolutely. I think at this moment in time, a bit of prudence is smart. If I think about the direction of travel of that operating profit line that this impacts, I think that's a good number to work with. If you take a number north of GBP 100 million in the year-on-year comparison, I think it comes close to 1x. We obviously want to do better. We will work very hard for it. At this moment in time, from this vantage point, that is, I think, a good assumption to work with for people.
Okay, thank you.
The next question comes from the line of Andrew Shepherd-Barron from Peel Hunt. Please go ahead.
Andrew, you can...
Andrew, please go ahead. You're unmuted. It appears we're getting no answer from Andrew's line. The next question comes from the line of Calum Battersby from Berenberg. Please go ahead.
Morning, guys. Can you hear me?
Yes.
Great. Just checking. Three questions, if I may. You made a couple of references to customer retention figures that you're tracking. Just hoping you could give slightly more color there, i.e., what customer retention is in a normal month or year and what it has been in recent periods. Secondly, there were some articles from, I believe it was the end of May, saying that you had taken over an office that WeWork had vacated in Hong Kong. Just wondering if with WeWork or other competitors, that would be something that you think you might be doing en masse, and if so, what the size of this opportunity could be over the coming 6- 18 months? Thirdly, one probably for Eric.
In terms of the nine and a half provision for expected credit losses, just hope you give slightly more color on how you came to that figure, if the expectation there is that we get recovery from Q4 onwards, or if you think bad debts could take off as the crisis continues on for longer period of time?
Okay. Look, on customer retention, I could give you the numbers, but that would be too much information. If you looked at the graph, you'd see that customer retention has improved. We're looking at it weekly, and it's improved each week over the last four weeks. It had a shock at the beginning. Customer retention went down, and then it's now recovering week on week. As I say, it's a key data point. It would be way too much data for us to start sharing. That is showing some positive trends. The second on taking over failed operations. Yes, absolutely. Those ones, we have numerous conversations underway, and some takeovers have already happened. They're just too small to announce. Again, we're taking a cautious view even on those, even if they're free.
We are doing some where they fill in gaps in the network. The first WeWork one we did in Hong Kong has done very well. Both we are very happy with it, our partners are also very happy with it. They can work well. If timing's right, the place is right. The pipeline has grown substantially in that area. Credit losses, Eric, I'll leave to you.
Yeah. Thanks. Very prudent approach. Of course, very much in line with our thinking of how the recovery will take place. Very much reflecting that challenge in Q3 and then improvements in Q4 that we have talked about. For me, this is one of the surprising things. If I think about March, April, when we first started to take the actions, and this was one that obviously everyone was worried about. The positive surprise that we've seen, and it doesn't really matter which geography you look at how businesses across the globe, almost irrelevant of their size, how people have been paying us. Of course, they are paying later because that happens in an economic recession.
They're not paying much later, and they're paying pretty much everything, which is why if you look at the size of the balance sheet that we have or the monthly bill runs that we have, that and GBP 9.5 million sounds like a small number, it is another example of how resilient the business model is. We don't expect that to go up in the remainder of the year. As I said, it's a cautious, prudent approach. Yeah, we're quite happy with it that what our business shows is that we don't need to do more on this topic.
Calum, and I'll just come back to your second question, just thinking about it a bit more. A feature here, what we have to do as a business is, and we're doing it with franchising, in that we grow the business without huge requirements for capital investment. We do not grow our IFRS 16 liability or have volatility in the numbers. That's what franchising does. The deals that we're doing are much more, we're doing a lot more management deals and variable deals that have the same characteristics as a franchise. That's why we're doing them without question now. This is they don't require capital investment. They do not have a rent liability that causes the IFRS liability, and we're putting a lot more focus. We think that going into 2021, landlords generally globally are going to have a problem.
Fixed space is going to become unpopular. Companies are going to change. What they're going to change to needs our software, our platform, and our expertise. We think we can work on getting a lot more of these franchise-like deals in order to grow the network that get us to what I count as the promised land. The promised land is grow without having a drag. Eric talks about it in his words. We took a drag of something like GBP 50 million in the first half from opening new centers, plus the cash cost, plus the IFRS 16 liability goes up, and so on. We've got to find a way around that. Franchising does it, and I'm quite optimistic that we'll see more of these deals, and it gives us far more sort of attractive and beneficial growth than we have been doing in the recent past.
Yeah, that's very helpful. Thanks. Sorry if I could just ask a follow-up to that. Is that implying, say, more deals in the future will be signed as a variable rent with landlords? Is that something that you would be aiming for, something that you see as beneficial for the owner group?
Yeah. About 30% of them already are, but that's pretty much all we do at the moment, and probably for the rest of this year anyway. I think my guess is that the property market's going to be unbelievably weak in 2021, really weak. That is a market where people have to then start being innovative, and working with us is an innovation that gives them cash flow.
They have to invest a bit to get there, it's going to become more attractive, and certainly, that's what we are working towards. Then we can increase the coverage by getting a lot more partnerships than we 30% is about in that genre now. Let's build that number and build franchise, and let's sort of slow down this drag that we've had on investing in new centers and all the things I described earlier. There's a big pipeline building now. We're just being very cautious on what we pick up.
Sure. Thank you, guys.
The next question comes from the line of Steve Woolf from Numis Securities. Please go ahead.
Morning, all. Just a couple from me. In terms of the cost savings themselves, can you just sort of outline, off that GBP 180 million, where we're at at the moment? How much of that is going to be benefiting in 2020? Secondly, in terms of the breakdown of some of those cost savings, is it possible to sort of give a bit more of a detail on where some of that is, rental savings, internal efficiencies, just some sort of split, if that's possible. Then finally, on the closures, you mentioned in the statement that 32 are specifically COVID-19 related. Just a bit more color on exactly what that means relative to maybe a normal closure. Is it centers that you can't actually get to or have breached something with landlords? Thanks.
I'll deal with the last one first. It's just those centers would not have closed had it not been for COVID-19. It's not that they were closed because of COVID-19. It's the effects of COVID-19 meant that we had to close them because we couldn't see a future in them, whereas under normal circumstances, we would have seen a future in them. That's the test that we have to prove.
Okay.
Okay. If we then look at the savings, the GBP 180 million is GBP 180 million of savings in 2021, some are in 2022. Most of it is second half of 2020 and 2021. That's when most of the savings hit. Some of them actually are long-lasting savings that then continue.
Shall I give the split?
Yeah. If you've got the split, that would help.
Yeah. What I'll do is, I'll give people we said in May. If you think about the GBP 150, because it's all prorated pretty much. Of the GBP 150 we had in May, there was GBP 100 was related to the landlord discussions we had, i.e., rent abatements. About GBP 30 million were supplier contracts, so procurement savings, and then the remainder, i.e., GBP 20 million, is people related. Contractors who are no longer with us, natural attrition, not hiring, et cetera. That's pretty much really. The bulk of the GBP 180 is related to the [COGS] of goods sold because of the landlord discussions.
It'll be about the same percentage going forward. I mean, it's sort of that mix sounds about right, looking at what we've achieved. Again, our focus really is on 2021 and sort of building the cash flow between now and 2021. It's about real cash savings and permanent savings. A deferment is helpful, but it is not a saving. It is a deferment. That helps the cash. We're very focused on permanent savings. As we said on the placing, about half of the savings were, at that time, deferment to longer term savings. Pretty much all the savings now are longer term savings because it's not about deferments anymore.
Okay. Let me just go back to that, the 2020 and then the 2021 split of those cost savings. I'm just trying to work out what annualizes into next year as a potential going forward saving from that. I appreciate that's the firm part.
Yeah. I would deal with it, then a couple of points Eric, you may want to add to that. Look, as Daniel said earlier, Daniel Cane mentioned earlier, the rationalization this year produces a big cash contribution next year because that's all cash. That's one building block. The cash flow that we have today, if we're not spending it, then it becomes a positive cash flow next year. With less growth that costs money, you start to get more real cash flow from that. You've got the savings on top of that supply chain, more efficiency, less people, and overhead contracting. A bit more investment into IT product development. You can sort of build it up into our internal target for cash in 2021. Now, Eric, I'm not sure what color we want to put on that, if any. Anything you want to add to that?
Yeah, I think from my side, of course, we're very laser-focused on cash, certainly where we were a couple of months ago. I think now we're sort of shifting gears into also where that will then lead for profitability, because that's what you guys are interested in. The way I think about it is just assume whatever number you're thinking of for 2020 in my operating profit, and Mark just gave you a good sense of what you then need to add on top. You said half of the GBP 150 in May was permanent, so that's GBP 75. We've added another GBP 30 million already, of which the vast majority is permanent. That adds another GBP 30 million, that's GBP 105. We still have five months to go. Where really we are laser-focused on getting permanent savings.
Whatever comes on top of that GBP 105 is the extra EBIT in 2021 compared to where we are. Clearly that is north of where consensus sits at the moment. Depends on what your starting point for 2020 EBIT is, of course. That's the way we think about it when we talk about putting the building blocks in place for a great performance in 2021. Yes, there is the cash angle, but there's also this EBIT angle.
Perfect. That's great. Thank you.
The next question comes from the line of Andy Grobler from Credit Suisse. Please go ahead.
Hi. Hello again. Sorry, I might be asking the same question as Steve just did, but just for clarity. You said in the answer to that the savings came on top of any of the rationalization benefits. As you did the bridge, they didn't. Just to clarify, we shouldn't be taking that run rate of savings of, say, GBP 100 million, and then the payback from the network rationalization as well. Those two things are combined, and it's just one of those, not both. Secondly, and again, just following up from actually from the first question about the 5% price decrease. How much of that is down to some of your variable income, coffee and car parking and so forth decreasing? How much is like-for-like workstation pricing?
I think, look, Eric. You should be adding one to the other because we haven't yet done the network rationalization. You should mitigate. Don't let your numbers run away with you because we will have to be more competitive on price. It's going to be a recessionary period. We're going to have to be far more on the front foot with price going into the coming months and into next year. You get yourself into a very good position, and there's certainly a lot of upside in cash flow from what we're doing.
Maybe just to build on that one way, Andy, to think about it is you have the cost savings from all sorts of areas. Think about the centers that we still have, but where we haven't negotiated the better contract. That permanent saving obviously adds to the kitty. A center that previously, just to make the board, was loss-making, I've rationalized it, so it no longer exists in my portfolio.
Obviously, I have the benefit of that as well. In the sort of simplest way of thinking about it, if I have one center and I save money on it, that means I have more profit going forward. If I close the one that actually was a drag on my earnings, that will help me. It depends on what we end up with at the full year, of course. That is, I guess, the unknown factor. It is, as Mark said, that is a combination of those two.
I think, look, I'll answer your last question in a moment. Just to echo what Eric's saying, we're taking a super cautious view of everything, so therefore, nothing can be guaranteed. We have to absolutely just get every cost out of the business, and that is a given that has to be done. We have to continue to innovate, especially in the homework and the drop-in product lines. It's about 8% of the business. With a bit of focus there, we can get very good revenue growth in that area. There will be an effect on price and so on. The thing that we can do that is in our control is absolute focus on the costs and product development. Do those two things and clearly maximize sales. We're focused on a 2021 outcome that is perhaps better than expected to much better than expected.
That's where we'd like to end up from what we're doing. The much better than expected comes because basically the revenue line moves up quicker than we thought. If you look, coming back to your final question, Andy, the ancillary service revenues, we've lost about 8% of those, of our revenues just through that. Those are heavily affected. That's the sort of spot services. It is things like coffee because people aren't there, meeting rooms, people aren't using them. I say that, some people are using them, but not as many as before. That's just more or less straight to the bottom line. As that comes back in the months to come, as people start to come back to the city center offices, that will naturally help revenues recover.
Mark, sorry, just on that, because that in of itself is a big drag on revenue per occupied workstation or revenue per square foot of space. Are you also seeing like-for-like revenue, so on contract renewals or new deals that are in that region of 5% lower as well?
No, it's not renewals. No. They're pretty flat. It's not that. That's not reducing. It's just new sales. The people that want to stay are quite happy to stay. Where we'd normally get good price rises there, we're just pretty flat on price rises. It will be slightly up, but it's not down.
Okay. Thank you very much.
The next question comes from the line of Sam Dindol from Stifel. Please go ahead.
Morning, guys. Three questions from me, please. Firstly, I think you mentioned you invested GBP 30 million into helping customers. Can you give any color on the initiatives and tell us if that's still ongoing? Secondly, on closures, can you give any color in terms of the 4% in the second half provision? Is there any sort of particular locality or region that it is more impacted? Just that'd be quite interesting. Finally on MFAs, looking to next year, given you previously disclosed it as a multiple of past sales, would you be tempted to wait until sort of revenues have gone back to a more normalized level post-COVID before doing an MFA? Just how you think about that would be great. Over to you.
Okay, I'll deal with those in reverse. On the MFA, we are in discussions on a couple of MFAs today, and those places the revenues already have got back to normal. You're quite right. It would be probably not smart to be entering into discussions if there's too much volatility in the numbers. As I say, a couple of those places we're working, they're small. They're small but interesting. They will help. I think the network rationalization, that's pretty much across the board. Yeah, pretty much across the board. There's no particular geographic concentration.
Very much related to if you think about EMEA, Asia Pacific, U.K., and Americas, if you think about the proportion as you saw on the pie chart earlier where we are, that's pretty much where they are happening.
Yeah. The GBP 30 million is basically, this is simply deferments and other to help the ones that. This is very difficult in our business because people are opportunistic. We have to split people that are in genuine financial difficulties to people that are just being opportunistic. That's where this GBP 30 million is coming from. They are deferments and other that basically allow the customer to survive over this period. In terms, Sam, will there be more? As Eric mentioned earlier, look, this is a moving feast, isn't it? It's hard for any of us on this call to know what the coming weeks and months will bring.
This was typically in certain countries, and it's in particular where governments start to intervene and where there's uncertain outcomes in terms of whether or not people should be paying other people. It's where you get that sort of breakdown where you see more of it. From where we are today, Eric, we do not see much more, if any more, but I just don't want to be on record to say never on this one because anything could happen in the coming months.
Yeah, I think that's right. I think where we stand now, we don't expect it. If things change, things will change.
Brilliant. Thank you.
There are currently no questions in the queue. As another reminder, please press star one if you would like to ask a question. We've just had another question come through. This comes from the line of Edward Donohue from One Investments. Please go ahead.
Good morning. Just going back to the point you made about metropolitan centers and the lack of activity. What are you seeing on pricing for yourselves in those areas when you were talking about the 5% price decline? The offset of that being, what are you seeing with regard to pricing trends in the suburban areas?
Look, as you would expect, there's less or no decline in suburban areas. The decline is concentrated in those metropolitan areas. We have little competition in the suburbs, more competition in city centers.
Okay.
Yeah. Demand's coming back even in the city centers. We can see it because there's a lot of companies downsizing. If they can get out of the lease, they will, but they need to keep something. We're seeing downsizing. It's not a total one-way street. There's a lot of companies doing projects. Certainly, the market's moving shorter. No one's going to take long-term space at the moment, so it's not totally dead. We are seeing movement, and that movement is increasing. It is done. It's more competitive, just to be very clear.
If you don't mind, what level of your square footage or meterage is what you would classify as suburban versus the more competitive metropolitan centers?
Probably about 2/3, I would think. That's straight off the top of my head. It's maybe 2/3 or a little bit less than that, maybe 60%. It's just by quantum. In the U.K., we've got well over 300 locations, and in central London, there's 50, as an example. Then you've got Manchester and Birmingham, with Central Birmingham maybe eight, Central Manchester another eight. I would say 60% to 2/3 would be suburban. From a revenue perspective, it's not 2/3 of the revenue.
Yeah.
The metropolitan districts, they have a higher revenue. The base costs are higher, the revenue is higher.
Great. Thank you very much.
Thanks.
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