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FUCHS PETROLUB AGThe leading independent lubricantsmanufacturer of the world
Dr. Alexander Selent, Vice Chairman & CFODagmar Steinert, Head of Investor Relations
April 2013
FUCHS PETROLUB AG2
FUCHS – the leading independent lubricants manufacturer of the world
� Founded in 1931
� 2012 sales revenues: €1.8 bn
� 2012 number of employees: some 3,800 from 36 countries
� 33 production facilities
� 100,000 customers in more than 100 countries
� Member of the MDAX, the DAXplusFamily 30 and the STOXX Europe 600
FUCHS PETROLUB AG3
FUCHS - business model
� FUCHS is fully focussed on lubricants (advantage over major oil companies)
� Technology, innovation and specialisation leadership in strategically important product areas
� Independence allows customer and market proximity, responsiveness, speed and flexibility (advantage over major oil companies)
� FUCHS is a full-line supplier (advantage over most independent companies)
� Global presence (advantage over most independent companies)
FUCHS PETROLUB AG4
FUCHS - long-term strategic objectives
� Continue to be the world’s largest independent manufacturer of lubricants and related specialities
� Value-based growth through innovation and specialisation leadership
� Organic growth in emerging markets and organic and external growth in mature markets
� Creating shareholder value by generating returns above the cost of capital
� Remain independent which is decisive for FUCHS’ business model
FUCHS PETROLUB AG5 FUCHS PETROLUB AG5
39%52%
34%
28%
27%20%
Asia-Pacif ic & Rest of World Americas Europe
Lubricants Market
Western Europe
11% (14%)
Latin America9% (8%)
Eastern Europe
9% (13%)
Africa6% (5%) Middle East
5% (5%)
Asia-Pacific41% (29%)
North America
19% (26%)20
0020
12
2012
36.4 mn t 35.0 mn t
*without marine oils
Global lubricants demand 2012: 35.0 mn t
� The largest and fastest growing regional lubricants market is Asia Pacific.
� North America and Western Europe are mature markets. The focus is on higher value lubricants and specialities.
FUCHS PETROLUB AG6 FUCHS PETROLUB AG6
0
1.000
2.000
3.000
4.000
5.000
6.000
China
USA
India
Japa
nRus
siaBra
zilGer
many
Korea Ira
nMex
icoInd
ones
ia UKCan
ada
Franc
eTha
iland
Taiwan
Turke
yAus
tralia Italy
Egypt
K tons
Lubricants MarketRanking Top 20 Lubricant Countries 2012
FUCHS PETROLUB AG7
2012 per-capita lubricants demand shows significant growth opportunities
5.0
1.83.6
5.4
7.77.79.1
19.0
0
5
10
15
20
North
Amer
icaW
ester
n Eur
ope
Middle
East
Centra
l / Eas
tern
Eur
ope
Latin
Amer
icaAsia
-Pac
ific
Africa
Wor
ld
kg
Source: FUCHS Global Competitive Intelligence
FUCHS PETROLUB AG8
manufacturers:
130 major oil companies
590 independent manufacturers
720 manufacturers*
Competition – strong fragmentation
High degree of fragmentation continues in the industry
Concentration especially among smaller companies
Differences in the size of manufacturers are enormous. World-wide the top 10 finished lubricants manufacturers including FUCHS hold more than 50% of global volumes while the remainder of more than 700 manufacturers share less than 50%.
sizes:
manufacturers volumes
%
top 10 > 50.0
710 < 50.0
720 100.0
Source: FUCHS Global Competitive Intelligence
FUCHS PETROLUB AG9
FUCHS – strategic position
FUCHS PETROLUB AG10
FUCHS is strategically well positioned as we are the 9th largest lubricant company in the world*
SHELLEXXON BP
CHEVRON
TOTALPETROCHIN
ASIN
OPECID
EMITSU
FUCHS
LUKOIL
JX N
IPPON O
ILPETRONASPERTAM
INA
GULF / H
OUGHTON
VALVOLI
NE
* by volume
Source: FUCHS Global competitive Intelligence
FUCHS PETROLUB AG11
Among 590 independent lubricants companies FUCHS is the number 1.
FUCHS PETROLUB AG12
World Lubricants Market 2012
MWF/CP/Greases*
8%
Industrial Oils26%
Automotive Oils56%
Process Oils10%
FUCHS is the Specialist for Lubricants
FUCHS Finished Lubricants 2012
Process Oils1% Automotive
Oils44%
Industrial Oils24%
MWF/CP/Greases*
31%
*metalworking fluids/corrosion preventatives/lubricating greasesSource: FUCHS Global Competitive Intelligence
FUCHS PETROLUB AG13
FUCHS is the world market leader in strategically important and high-value business segments and niches
� High-performance speciality open gear No. 1 lubricants (cement industry etc.)
� Mining specialities (fire-resistant No. 1hydraulic fluids for underground coal mining and high-performance lubricants
� Environmentally friendly and No. 1 biodegradable lubricants and processing fluids
FUCHS PETROLUB AG14
FUCHS is the world market leader in strategically important and high-value business segments and niches
� Metalworking fluids No. 2-4
� Corrosion preventives No. 2
� Forging lubricants No. 2
� Greases No. 3-4
FUCHS PETROLUB AG15
10% of total staff – more than 350 chemists, engineers and other technical experts – work in R & D around the globe and ensure technical leadership in key products and application areas.
FUCHS research and development
FUCHS PETROLUB AG16 FUCHS PETROLUB AG16
FUCHS PETROLUB Group Customer PortfolioCustomer Sectors*
Trade 25%
Energy & M ining 9%
Engineering 8%
Vehicle Components 10% Vehicle M anufacturing 15%
Producer Goods 14%
Capital & Consumer Goods 6%
Transport & Service 3%Construction 2%
Other Sectors 2%
Agriculture & Forestry 6%
*Breakdown as percentage of sales 2012Source: FUCHS Global Competitive Intelligence
FUCHS PETROLUB AG17
FUCHS manufactures in 33 production plants all over the world
FUCHS PETROLUB AG18
Comments
around € 1.8bn in sales (70% outside Germany, Asia Pacific is FUCHS’ 2nd largest regional market), #9 worldwide and by far the largest independent producer, close to customers
leader in innovation, specialisation& technology, clear focus on high-value products & market segments, basis for strong profitability, high cash flows & value creation
optimized and highly flexible cost structure, highly committed teams in management, production, R&D, sales and admin supported by company’s independence, steering via FVA tool successful
Size & GlobalPresence
Focus On Higher ValueLubricants
High DegreeOf Specialisation &
Technical Excellence
MotivatedEmployees
Local & FlatOrganisation
Independence & Financial Strength
FUCHS’ strategic position is a combination of…
FUCHS PETROLUB AG19
The business model has paid dividends
FUCHS PETROLUB AG20
During the past 10 years, sales revenues have increased by 5.5% p.a.
1,17
8
1,39
4
1,36
5
1,32
3
1,19
2
1,04
1
1,06
5
1,45
9
1,65
2
1,81
9
1,09
6
0
300
600
900
1.200
1.500
1.800
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011* 2012
Euro mn
CAGR 5.5%1,800
1,500
1,200
900
600
300
0
* comparable
FUCHS PETROLUB AG21
5.6%39.0% 11.2%4.8%-12.0%21.1%25.2%35.9%12.3%4.7%--EBIT growth
During the past 10 years, EBIT has increased by 13.8% p.a.
293.
0
263.
5
250.
1
179.
9
171.
7
195.
2
161.
2
128.
8
94.8
84.4
80.6
15.3%
7.6% 8.1% 8.8%10.7%
12.1%
14.1%12.1%
16.6% 15.6%
14.7%
020406080
100120140160180200220240260280300320
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011* 2012
EB
ITD
A (
EU
R m
n)
5%
7%
9%
11%
13%
15%
17%
19%
EBIT EBIT margin before at equity income
EB
IT (
Eur
o m
illio
n)
EB
IT m
argi
n be
fore
at e
quity
in
com
e
CAGR 13.8%
* comparable
FUCHS PETROLUB AG22
183.
1
207.
3
34.7
40.2
48.7 74
.2 97.2
120.
3
110.
3
121.
4
171.
6
0
50
100
150
200
250
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011* 2012
During the past 10 years, earnings after tax have increased by 19.6% p.a.
Earnings growth 15.9% 21.1% 52.4% 31.0% 23.8% -8.3% 10.1% 41.4% 6.7% 13.2%
CAGR 19.6%
Ear
ning
s af
ter
tax
(in E
uro
mn)
* comparable
FUCHS PETROLUB AG23
Fuchs Value Added (FVA) 10.3 24.1 37.4 71.4 100.3 136.5 110.1 116.8 182. 7 186.0 208.2
0
50
100
150
200
250
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012
During the past 10 years, FUCHS Value Added has increased by 35% p. a. and generated a significant premium on our cost of capital
CAGR = 35.1%
FVA = Fuchs Value Added
FUCHS PETROLUB AG24 FUCHS PETROLUB AG24
During the past 10 years, dividends have been increased by 24.5%
CAGR (preference shares): 10.9% since 1985€
* proposal to the Shareholders Assembly on 8 May 2013
0,00
0,20
0,40
0,60
0,80
1,00
1,20
1,40
1985
1986
1987
1988
1989
1990
1991
1992
1993
1994
1995
1996
1997
1998
1999
2000
2001
2002
2003
2004
2005
2006
2007
2008
2009
2010
2011
2012
*
1.40
1.20
1.00
0.80
0.60
0.40
0.20
0.00
CAGR 24.5%
FUCHS PETROLUB AG25
In 2012, the world economy slowed down
FUCHS PETROLUB AG26
7.1
9.2
-0.7
3.0
1.4
1.7
2011
5.9
8.2
1.2
0.6
-0.2
2.0
2013 (e)
4.5India
7.8China
2.0Japan
0.9Germany
-0.4Euro Area
2.3USA
2012Country
World GDP forecast (growth yoy in %)
3.53.2
3.8
5.2
-0.7
2.8
5.45.3
4.64.9
3.6
2.9
2.3
4.8
3.5
2.6
-2
-1
0
1
2
3
4
5
6
1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013(p) Source: IMF
During the year of 2012, the world economy slowed down
FUCHS PETROLUB AG27
In 2012 the key industries developed weakly, but still considerably
2.0%
4.0%
1.2%
6.3%
-0.5%
-2% 0% 2% 4% 6% 8%
lubricants
chemical
automotive
steel
engineering
Production 2012
FUCHS PETROLUB AG28
Financial statement 2012
FUCHS PETROLUB AG29
2012 at a glance
� Double-digit growth in sales and earnings
� Sales growth has been driven by volume, sales price increases and positive currency effects
� Gross margin up to previous year’s level
� Planned cost increases due to our growth initiative
� Cash, equity and equity ratio up again
� We have earned a premium on our cost of capital again.
� 30% increase in dividends signals confidence into the future.
FUCHS PETROLUB AG30
Sales revenues 2012
FUCHS PETROLUB AG31
Double-digit growth in sales driven by organic growth and currency effects
Increase in sales by 10.1% or €167.6 mnto €1,819.1 mn
Euro mn
� Organic growth +6.4% or €107.0 mn
� External growth 0.1% or €1.8 mn
� Currency effects 3.6% or €58.8 mn
58.8 1,819.1
1,651.5
107.0 1.8
1400
1450
1500
1550
1600
1650
1700
1750
1800
1850
organic growth
sales2011
sales 2012
external growth
currency effects
FUCHS PETROLUB AG32
The segment automotive lubricants has grown faster than the segment industrial lubricants
Product portfolio
Sales of automotive lubricants increased overproportionally by 14.7%.
Industrial lubricants increased by 6.8%.
other3.4% (3.1)
industrial lubricants
57.1% (58.9)
automotive lubricants
39.5% (38.0)sales revenues
€1,819.1 mn
FUCHS PETROLUB AG33
Total growth in % +7.4 +18.1 +13.3 +10.1
Organic growth in % +6.3 +10.1 +7.2 +6.4
1.81.8 0.0 0.0
58.8
17.332.98.9
107.0
20.4
41.663.3
0
50
100
150
200
Again high growth rates in Asia-Pacific, Africa
Euro mn 74.5Asia/Pacific,
Africa
37.7North and
South America
* incl. consolidation effects of -€18.6 mn
167.6Group*
74.0Europe
Organic growth
External growthCurrency effects
FUCHS PETROLUB AG34
Profit and loss statement 2012
FUCHS PETROLUB AG35
Further increase in profitability
7.920.4258.4
(15.6%)
278.8(15.3%)
EBIT before participations included at equity
24.2
7.4
2.1
29.5
9.1
-11.6
29.4
61.4
167.6
∆ € mn
9.676.784.1Taxes
13.2183.1
(11.1%)
207.3(11.4%)
Earnings after taxes
-56.8-3.7-1.6Financial result
11.2263.5293.0Earnings before interest and tax (EBIT)
178.45.114.2Result from participations included at equity
n.a.0.5-11.1Other operating result
8.5-346.7(21.0%)
-376.1(20.7%)
Sales, admin., R&D expenses
10.2604.6
(36.6%)
666.0(36.6%)
Gross profit
10.11,651.51,819.1Sales revenues
∆ %20112012Euro mn
FUCHS PETROLUB AG36
Tax rate has been stable at 30%*
* years 2002 – 2004 adjusted by planned goodwill amortization
Tax rate (in %)
30.330.131.1
29.1
32.2
35.534.934.435.9
34.436.4
15
20
25
30
35
40
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012
FUCHS PETROLUB AG37
Quarterly development 2012
FUCHS PETROLUB AG38
439.9469.2461.6448.4
412.3420.9414.6403.8
0
100
200
300
400
500
Q1 '11 Q2 '11 Q3 '11 Q4 '11 Q1 '12 Q2 '12 Q3 '12 Q4 '12
Previous year‘s figures have been adjusted for reasons of comparability
Quarterly sales revenues
Euro million
FUCHS PETROLUB AG39
Gross profit increases quarter by quarter and reaches previous year’s level
* comparable
11.5%
50.4
68.8
65.3(14.8%)
91.6(20.8%)
163.0(37.1%)
439.9
Q4 12€ mn Q1 12 Q2 12 Q3 12 2012 2011
Sales revenues 448.4 461.6 469.2 1,819.1 1,651.5
Gross profit 161.9(36.1%)
168.2(36.4%)
172.9(36.8%)
666.0(36.6%)
604.6(36.6%)
Sales, admin., R&D expenses 92.2(20.6%)
96.7(20.9%)
95.6(20.4%)
376.1(20.7%)
346.7(21.0%)
EBIT before income from particip. 68.4(15.3%)
69.5(15.1%)
75.6(16.1%)
278.8(15.3%)
258.4(15.6%)
EBIT 72.5 72.9 78.8 293.0 263.5
Earnings after tax 51.5 50.4 55.0 207.3 183.1
Net profit margin 11.5% 10.9% 11.7% 11.4% 11.1%
FUCHS PETROLUB AG40
2012 gross profit margin increases quarter by quarter
Gross profit margin(as a percentage of sales)
37.136.836.436.135.836.236.937.239.840.140.034.232.1 38.538.3 37.742.235.235.936.6
20
25
30
35
40
45
Q1'08
Q2'08
Q3'08
Q4'08
Q1'09
Q2'09
Q3'09
Q4'09
Q1'10
Q2'10
Q3'10
Q4'10
Q1'11
Q2'11
Q3'11
Q4'11
Q1'12
Q2'12
Q3'12
Q4'12
FUCHS PETROLUB AG41
Quarterly EBIT and quarterly EBIT margin before at equity income
EB
IT E
uro
mn
EB
IT m
argi
n be
fore
at e
quity
inco
me
16.1% 14.8%15.1%15.3%15.3%15.5%15.5%16.3%15.4%17.1%16.8%17.1%18.2%17.9%13.1%8.9%12.4%13.3%13.7% 8.6%
010203040506070
Q1 '08 Q2 '08 Q3 '08 Q4 '08 Q1 '09 Q2 '09 Q3 '09 Q4 '09 Q1 '10 Q2 '10 Q3 '10 Q4 '10 Q1 '11* Q2 '11* Q3 '11* Q4 '11* Q1 '12 Q2 '12 Q3 '12 Q4 '120%
5%
10%
15%
20%
* comparable
FUCHS PETROLUB AG42
Balance sheet and cash flow
FUCHS PETROLUB AG43
Solid balance sheet – increase of equity ratio to 70.5% and net payment items of €134.8 million
72.8x
+64.9
39.1%
31.0%
66.8%
658.2
20113
54.2x
+72.4
42.7%
36.6%
61.1%
546.5
2010
25.7x
+31.7
32.8%
35.3%
52.7%
392.9
2009
70.5%44.8%45.6%Equity ratio
183.1x
+134.8
39.7%
29.0%
781.7
2012
23.2x
-7.7
38.3%
37.1%
325.9
2007
33.3%Return on equity (ROE)
-104.6Net debt 1 (-) / net cash (+)
315.3Equity
19.3xEBIT/financial result 2
32.0%Return on capital employed (ROCE)
2008Euro mn
1 excl. pensions2 adjusted by participation write-offs3 comparable
FUCHS PETROLUB AG44
Free cash flow more than doubled
-59.9-24.9Changes in net current assets
-0.4-0.9Acquisitions
59.0140.4Free cash flow
7.29.6Other changes
-37.0-71.4Investments
89.2203.1Operating cash flow
14.29.0Changes in other current assets
134.9219.0Gross cash flow
20112012Euro mn
FUCHS PETROLUB AG45
NOWC
year
Net operating working capital (NOWC) at previous year’s level
39
52
79
369.9
21.0
2012
44
54
73
294.1
19.6
2010
44
55
78
347.4
21.1
2011
229.9283.5251.3242.3NOWC(Euro mn)
46
51
74
18.9
2009
50
55
72
18.8
2007
51
57
68
18.7
2006
37Payables/days
52Debtors/days
83Inventories/days
22.8NOWC/sales(%)
2008Year
21.0%
18.9%
22.8%
18.8%18.7%
19.6%19.8%20.0%
21.0%
19.6%
21.1%
15%
16%
17%
18%
19%
20%
21%
22%
23%
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012
FUCHS PETROLUB AG46
Highest investment in the company’s history
71.437.032.530.146.624.428.818.7 22.2 18.228.827.9
26.422.520.020.819.724.327.2 26.920.027.0 30.2 23.9
3.8%
2.3%
2.2%
2.6%
3.3%
2.0%
1.8%
2.7%
3.0%
2.4%
1.4%
1.8%
0
10
20
30
40
50
60
70
80
2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 20120%
1%
2%
3%
4%
5%
6%
investments
depreciation
investments as a percentage of sales
Euro mn
Apart from the construction of the new sites in growing regions such as Russia and China or the modernization of existing plants such as in the U.S., we have inaugurated the new research and development centre in Mannheim.
FUCHS PETROLUB AG47
Major projects
CHINA: Shanghai (2008)India: Mumbai (2010) Russia: Kaluga (2011/2012)CASSIDA
Germany: Mannheim Germany: KielGermany: Kaiserslautern Germany: Mannheim
FUCHS PETROLUB AG48
Regions
FUCHS PETROLUB AG49
29.4%***(25.6)
17.9%***(17.5)
52.7%***(56.9)
Regional sales revenues and EBIT in 2012*
* companies’ locations ** before at equity***customers’ locations
Euro mn(variance to LY %)
Sales FUCHS1,819
EBIT margin** 15.3% (15.6)
Europe*Sales 1,080.7 +7.4%EBIT 133.6 +1.4%EBIT margin** 12.3% (13.0)
North and South America*Sales 320.3 +13.3%EBIT 67.5 + 7.0%EBIT margin** 21.1% (22.3)
Asia-Pacific, Africa*Sales 486.8 +18.1%EBIT 96.3 +33.2%EBIT margin** 17.1% (16.6)
FUCHS PETROLUB AG50
Employees
FUCHS PETROLUB AG51
FUCHS is expanding and acquired 285 employees since 2009.
We have budgeted for another increase in 2013. 3,488
3,5843,773 3,669
1.000
1.500
2.000
2.500
3.000
3.500
4.000
2012 2011* 2010 2009
Number of employees (on 31 Dec.)
FUCHS is expanding with an increased focus on personnel development
4,000
3,500
3,000
2,500
2,000
1,500
1,000
* comparable to 2012
FUCHS PETROLUB AG52
Outlook
FUCHS PETROLUB AG53
Outlook for the FUCHS Group
Outlook year 2013
� The Group is planning for organic growth in 2013 in the low single-digit percent range. To what extent external growth will be possible through acquisitions or whether sales revenues will be influenced by changes in currency exchange rates remains to be seen.
� The Group anticipates a further increase in earnings before interest and tax (EBIT), profit after tax, and earnings per share in 2013.
� In 2013, the Group is planning capital expenditure at the same level as 2012.
� FUCHS also wants to generate a significant premium on the cost of capital (FVA) in 2013.
FUCHS PETROLUB AG54
Shareholder structure
FUCHS PETROLUB AG55
Shareholder structure as of 31 December 2012
Ordinary shares in %Maw er Investment Management Ltd.,
Canada 3.0%
Others40.1%
Fuchs family51.7%
DWS Investment, Frankfurt
5.2%
Total equity in %
Others74.2%
Fuchs family25.8%
Base: 35,490,000 shares Base: 70,980,000 shares(ordinary shares) (ordinary and preference shares)
FUCHS PETROLUB AG56
Disclaimer
This presentation contains statements about future development that are based on assumptions and estimates by the management of FUCHS PETROLUB AG. Even if the management is of the opinion that these assumptions and estimates are accurate, future actual developments and future actual results may differ significantly from these assumptions and estimates due to a variety of factors. These factors can include changes to the overall economic climate, changes to exchange rates and interest rates and changes in the lubricants industry. FUCHS PETROLUB AG provides no guarantee that future developments and the results actually achieved in the future will agree with the assumptions and estimates set out in this presentation and assumes no liability for such.