Drägerwerk AG & Co. KGaA Capital Markets Presentation October, 2018
Disclaimer This presentation does not constitute an offer of securities for sale or a solicitation of an offer to purchase any securities. No money, securities or other consideration is being solicited by this presentation. This presentation contains forward-looking statements regarding the future development of the Dräger Group. These forward-looking statements are based on the current expectations, presumptions, and forecasts of the Executive Board as well as the information available to it to date, and have been made to the best of its knowledge and belief. No guarantee or liability for the occurrence of the future developments and results specified can be assumed in respect of such forward-looking statements. Rather, the future developments and results are dependent on a number of factors; they entail risks and uncertainties beyond our control and are based on assumptions which could prove to be incorrect. Notwithstanding any legal requirements to adjust forecasts, we assume no obligation to update the forward-looking statements contained in this presentation. Interim financial reports as well as preliminaries are not audited. 2
Dräger The Company Financials Outlook 3
Dräger products protect, lives support and save. 4
Net sales development Strong growth independent of the global economy Dräger net sales in EUR million Global gross domestic product Net sales development 3,000 Debt crisis 2,500 2,000 1,500 1,000 Gulf War Mexican peso crisis Russian financial crisis Stockmarket crash Stockmarket crash Iraq War Financial crisis 500 0 1983 1984 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 2013 2014 2015 2016 2017 Source: International Monetary Fund, World Economic Outlook Database 5
Dräger worldwide Net sales, sites and employees Safety ~35 % 25% 20% Net Sales: EUR ~2.6 billion in 2017 55% Medical ~65 % 10% 11% 14% Dräger-Sites Production sites in Europe, America, Africa and Asia Sales and Service organizations worldwide Sales & Service R&D 21% 16% 13,739 employees in 2017 Production, Quality, Logistics, Purchasing Administration 70% Europe Africa, Asia, Australia Americas 58% 6
Markets Our customers Hospital Fire services Oil and gas industry Mining Chemical industry Other markets 7
Intensive Care Operating Room Neonatal Care Hospital wide Solutions Anaesthesiology Ventilation Thermoregulation Anaesthesia workstations and vaporizers #1 in Europe and #2 in the US market Emergency & Transport-, Neonatal- and Intensive Care ventilators Respiratory monitoring #1 in Europe Patient Monitoring & Clinical IT Infinity Acute Care System Clincal software solutions Telemetry and IT-solutions Workplace Infrastructure Medical supply units Medical Gas supply systems Medical lights and video solutions Incubators and Warming Therapy #2 worldwide and #1 in Europe Note: Market position based on Dräger s market knowledge and its own assessment of market position; positions ranked according to net sales. Hospital Consumables & Service Consumables and accessories Classical-, Multivendor product service, Professional Service Training 8
Fire Service Oil & Gas Chemical Mining Other Markets Breathing Systems Gas Detection Systems Self-contained Breathing Appartus for fire fighters #2 worldwide and #1 in Europe Impairment Check Equipment Alcohol- and drug screening devices Interlock devices #1 worldwide and #1 in Europe Fixed and mobile gas detection systems #1 worldwide and #1 in Europe Personal Protection Equipment Protection equipment for hazardous working environments Body and Head protection, rescue and escape devices, Masks and Filters, etc. Note: Market positions based on Dräger s market knowledge and its own assessment of market position; positions ranked according to net sales. Engineered Solutions Service Customer specific solutions mobile and stationary firefighting training systems Rescue chambers Spareparts and consumables Product Service Rental, On-site shops and Shutdown Service Marine-Offshore Service 9
Medical and safety technology providing long-term growth prospects in developed and emerging markets Hospital Oil&Gas Chemical Mining FireService Attractive growth prospects in sizeable markets Average expected annual market growth for the global medical equipment market significantly exceeding growth in many other sectors Strong growth prospects in both developed and emerging markets Very diversified markets with numerous product and service offerings Attractive growth prospects for target sectors (e.g. industry) and growing safety investments in developed markets Rapidly aging population and consequently increasing healthcare expenditure Increasing demand for medical equipment to improve clinical workflows and efficiency Increasingly stricter safety regulations Rising environmental awareness Improved outlook for target markets as well as in emerging markets Strong growth of GDP and population resulting in a demand for improved medical services Political benefits from investments in health care sector Increasingly higher safety standards Increasing industrial hygiene awareness Strong growth of key customer sectors 10
Strategy for profitable growth 1 Management of innovation rate through continuous improvements in quality and R&D processes 2 Expansion of market positions in attractive markets. Special focus on profitable growth in developing countries 3 Expansion of service and consumables business 4 Investments for future growth 11
1 Technology and innovation leadership to drive profitable growth Strong R&D focus Innovation to enhance future growth (examples) Approximately 1,300 employees in R&D around the globe. EUR 235 million spent for R&D activities in 2017 (9.1 % of net sales). Certified test-center at Lübeck headquarter supports innovation- and approval process. Qualitymanagement organization with >100 employees. Very close collaboration with customers to develop new and improve existing products. Technological competency and high quality standards result in leading market positions and high barriers to entry. Babyleo Incuwarmer: combination of a classical incubator and warming bed functionalities. Dräger X-am 8000 Multigas detector for measurement of up to 7 gases simultaneously. Oxylog VE300 Lightweight, ergonomic designed emergency ventilator for ambulance, ER and clinical patient transport. Note: no meaningful capitalization of R&D budget 12
2 Exploit growth potentials in developing countries 2 Investments in profitable growth in developing countries Focus on the specific needs of customer in developing countries Identify growth potential in strong growing markets like China, Brazil and India Capitalize on the significant investments into the Sales & Service infrastructure and specific market knowledge, especially in our Regions Asia / Pacific, Central- and South-America Enhance engagement with partners in developing countries to expand local presence with R&D, manufacturing, sales and after sales business Net sales 2017 Newly industrialized countries 23 % Focused product range Developed Markets 77 % Savina Color Vista 120 Fabius Plus XL 13
3 Service- and consumables business a clear focus of our Sales activities 3 Further expansion of service and consumables business Capitalize on large installed base to expand after sales business Focus on combined sale of equipment and after sales contracts Expansion of disposable consumables business Dräger Services Dräger Consumables Globally over 3,000 service technicians Fast and reliable service (repairs and spare parts) is a critical factor for customers Dräger Service technicians important for customer loyalty Efficient service solutions via remote service Broad offerings of product service New services in the areas of Rental, Multi-Vendor and Marine-offshore Functionalities with added value, e.g. optimizing workflow with RFID-based communication between consumables part and therapy machine Dräger quality to improve hygienic standards Dräger value add especially in development of consumables. Production usually via suppliers Partly proprietary consumable products, e.g. Dräger-Tubes 14
4 Investments 2018/2019 will support future growth WE ARE INVESTING IN WE WILL ACHIEVE increasing sales resources & -capabilities Strengthening Safety sales channels FGDS System Centers Key Account Management Digital distribution channels Global roll out of Future Technician Workplace a strengthened sales force to support bringing the innovation road map to market. SG&A 2018/19 ~30% SG&A >2020 <30% accelerating R&D roadmap More R&D resources (focus on SWdevelopment) Partnership with external development partners Accelerate EM product portfolio major product releases in 2020, 2021 and 2022. Medical Innovation rate 2017 26% Medical Innovation rate 2020 >28% and will lift EBIT margin again from 2020 15
16 Financials
Business development Dräger Group 5y view 2013 2014 2015 2016 2017 9M 2017 9M 2018 million million million million million million million Net Sales 2,374.2 2,434.7 2,608.9 2,523.8 2,572.3 1,737.0 1,729.1 % growth 0.0% 2.5% 7.2% -3.3% 1.9% 1.9% -0.5% % growth (FX adjusted) 3.1% 4.0% 2.9% -1.5% 3.3% 2.4% 3.0% Gross margin 48.3% 46.7% 44.9% 45.0% 44.8% 44.7% 42.4% Functional Expenses -942.2-967.8-1,098.4-999.2-992.0-730.3-771.4 % of Net Sales -39.7% -39.7% -42.1% -39.6% -38.6% -42.0% -44.6% EBIT 200.8 178.6 66.7 136.9 155.7 43.5-41.0 EBIT Margin 8.5% 7.3% 2.6% 5.4% 6.1% 2.5% -2.4% DVA 113.9 81.6-46.3 49.8 70.7 67.0-16.1 Note: restructuring charges included in FY EBIT: EUR 35 million in 2015, EUR 10 million in 2016 Dräger Value Added (DVA) = EBIT less cost of capital of average invested capital 17
Key figures Dräger Group 5y view 2013 2014 2015 2016 2017 9M 2017 9M 2018 million million million million million million million Cashflow (from operating activities) 68.3 188.0 39.9 195.3 143.3 78.5-42.0 Investments 110.6 124.7 196.9 99.9 106.2 63.7 54.0 Cash and cash equivalents 1 232.1 296.9 172.8 221.5 247.6 200.4 135.8 Net financial debt 1 110.0 10.7 145.3 34.7-29.2 16.1 69.3 Net financial debt 1 /EBITDA 2 0.4 0.04 0.96 0.16-0.12 0.07 0.44 Capital employed 1 1,052.9 1,107.2 1,269.3 1,247.0 1,243.6 1,213.7 1,283.4 ROCE (EBIT 2 /Capital employed 1 ) 19.1% 16.1% 5.3% 11.0% 12.5% 12.6% 5.6% Net Working Capital 1 524.3 539.4 582.3 563.2 557.2 537.7 616.8 1 Values as of reporting date 2 EBITDA and accordingly EBIT of the last twelve months Note: Investments 2015 include EUR ~60m for M&A 18
19 Outlook
Outlook EXPECTATIONS FOR FISCAL YEAR 2018 Net sales 2017 2018e 3.3% +2.0 - +5.0 % (net of currency effects) (net of currency effects) EBIT margin 6.1% 2.0-3.5 % Dräger Value Added EUR 70.7 million EUR -40-0 million Note: Dräger Value Added (DVA) = EBIT less cost of capital of average invested capital Additional forecast figures in the appendix on page 25 20
21 Guiding philosophy What we stand for
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Dräger management Stefan Dräger Gert-Hartwig Lescow Rainer Klug Dr. Reiner Piske Anton Schrofner Chairman of the Executive Board (Chief Executive Officer) Vice Chairman of the Executive Board Executive Board member for Finance and IT Executive Board member for Purchasing, Production and Logistics Executive Board member for Human Resources Executive Board member for Innovation and Quality At Dräger since 1992 At Dräger since 2008 At Dräger since 2015 At Dräger since 2015 At Dräger since 2010 Fifth generation of the Dräger family to lead the company Responsible for the Americas region Responsible for the Europe region Responsible for the Africa, Asia and Australia regions 23
Shareholder structure 10,160,000 common shares (28.8 % free float) 7,600,000 preferred shares (100.0 % free float) Shareholding Common shares Shareholding Dr. Heinrich Dräger GmbH 28.8% 4.0% 18.1% 58.7% 67.2 % 23.2% Dr. Heinrich Dräger GmbH Free float Members of the Dräger family Stefan Dräger GmbH Dräger Foundation Successors of Dr. Heinrich Dräger 24
Guidance 2018 EXPECTATIONS FOR FISCAL YEAR 2018 Net sales 2017 2018e 3.3% +2.0 - +5.0 % (net of currency effects) (net of currency effects) EBIT margin 6.1% 2.0-3.5 % Dräger Value Added EUR 70.7 million EUR -40-0 million Other forecast figures: Gross margin 44.8 % 42.5-44.0 % Research and development c EUR 234.7 million EUR 245-260 million Interest result EUR -12.8 million Slight improvement Days working capital (DWC) 111.7 days on prior year's level Investment volume EUR 106.2 million EUR 85-100 million* Net financial debt EUR -29.2 million Slight deterioration *excluding company acquisitions 25
Business Development Segments 5y view 2013 2014 2015 2016 2017 SEGMENT EUROPE Order Entry 1 million 1,322.4 1,357.0 1,391.0 1,382.5 1,447.8 Net Sales 1 million 1,333.5 1,362.2 1,420.7 1,384.3 1,415.5 EBIT million 131.2 128.5 59.4 84.5 108.1 EBIT margin % 9.8 9.4 4.2 6.1 7.6 SEGMENT AMERICA Order Entry 1 million 465.2 461.5 496.8 515.0 509.2 Net Sales 1 million 458.7 471.2 509.1 503.7 510.4 EBIT million 8.5-0.4-18.6 10.3 4.0 EBIT margin % 1.8-0.1-3.7 2.0 0.8 SEGMENT AFRICA, ASIA, AUSTRALIA Order Entry 1 million 597.0 597.0 644.5 641.2 657.6 Net Sales 1 million 581.9 601.3 679.1 635.8 646.4 EBIT million 61.2 50.5 25.8 42.1 43.7 EBIT margin % 10.5 8.4 3.8 6.6 6.8 1 years 2012 2014 were adjusted pro-forma due to the change in segment reporting. 26 For further analysis, this data (including quarterly figures) can be downloaded as an Excel file from the Dräger website
Business development Q3 Segments Europe Americas Africa, Asia, Australia Dräger Group Q3 2017 Q3 2018 Q3 2017 Q3 2018 Q3 2017 Q3 2018 Q3 2017 Q3 2018 million million million million million million million million Order entry 343.2 341.9 120.4 135.1 162.7 180.4 626.3 657.4 Net Sales 342.4 339.3 117.1 116.6 161.5 157.3 621.0 613.3 EBITDA 33.3 22.8-0.1-7.4 12.6 0.7 45.7 16.2 EBIT 23.0 12.9-5.5-12.8 6.9-4.6 24.4-4.4 EBIT-margin 6.7 3.8-4.7-11.0 4.3-2.9 3.9-0.7 Capital Employed 1 565.6 587.5 284.2 310.8 364.0 385.2 1,213.7 1,283.4 ROCE 1,2 17.9 15.5 3.4-10.5 11.5 3.3 12.6 5.6 DVA 61.8 50.9-11.2-53.3 16.4-13.7 67.0-16.1 1 Values at due date 2 EBIT of the last twelve months 27
Business development 9M Segments Europe Americas Africa, Asia, Australia Dräger Group 9M 2017 9M 2018 9M 2017 9M 2018 9M 2017 9M 2018 9M 2017 9M 2018 million million million million million million million million Order entry 1,050.0 1,048.5 379.5 363.2 498.9 519.5 1,928.3 1,931.2 Net Sales 960.7 984.1 344.7 317.7 431.5 427.3 1,737.0 1,729.1 EBITDA 72.3 56.1 6.6-29.7 27.0-4.4 105.8 22.0 EBIT 42.3 25.4-9.4-46.0 10.6-20.5 43.5-41.0 EBIT-margin 4.4 2.6-2.7-14.5 2.5-4.8 2.5-2.4 Capital Employed 1 565.6 587.5 284.2 310.8 364.0 385.2 1,213.7 1,283.4 ROCE 1,2 17.9 15.5 3.4-10.5 11.5 3.3 12.6 5.6 DVA 61.8 50.9-11.2-53.3 16.4-13.7 67.0-16.1 1 Values at due date 2 EBIT of the last twelve months 28
Business Development medical and safety products 5y view 2013 2014 2015 2016 2017 Medical Order Entry million 1,559.3 1,569.8 1,646.0 1,662.6 1,683.7 Net Sales million 1,545.2 1,577.2 1,698.8 1,647.4 1,668.0 EBIT million 126.1 107.6 46.2 85.3 92.9 EBIT margin % 8.2 6.8 2.7 5.2 5.6 Safety Order Entry million 825.3 845.7 886.2 876.1 931.0 Net Sales million 829.0 857.5 910.1 876.5 904.3 EBIT million 74.7 71.0 20.5 51.6 62.8 EBIT margin % 9.0 8.3 2.2 5.9 6.9 For further analysis, this data (including quarterly figures) can be downloaded as an Excel file from the Dräger website 29
Business development Medical Q3 2017 Q3 2018 Change Change 9M 2017 9M 2018 Change Change million million % % (FX adj.) million million % % (FX adj.) Order entry 412.4 427.8 3.7 6.2 1,253.4 1,242.9-0.8 2.8 Europe 210.0 206.6-1.6 0.3 624.7 619.1-0.9 0.6 America 84.0 95.7 13.8 19.0 265.5 249.2-6.1 2.0 Africa, Asia, Australia 118.4 125.5 6.0 7.6 363.2 374.6 3.1 7.2 Net Sales 399.9 376.0-6.0-3.8 1,106.3 1,080.2-2.4 1.1 Europe 202.4 195.0-3.6-2.2 564.2 571.8 1.3 2.7 America 83.2 77.1-7.3-3.2 233.4 212.8-8.8-1.0 Africa, Asia, Australia 114.3 103.9-9.1-7.0 308.6 295.6-4.2-0.3 EBIT 9.1-14.0 > -100 4.7-56.2 > -100 EBIT-margin (%) 2.3-3.7 0.4-5.2
Business development Safety Q3 2017 Q3 2018 Change Change 9M 2017 9M 2018 Change Change million million % % (FX adj.) million million % % (FX adj.) Order entry 213.9 229.7 7.4 10.4 674.9 688.3 2.0 5.7 Europe 133.2 135.3 1.6 3.9 425.3 429.4 1.0 3.0 America 36.3 39.5 8.6 13.9 114.0 114.0 0.0 8.7 Africa, Asia, Australia 44.3 54.9 23.9 27.3 135.6 144.9 6.8 11.5 Net Sales 221.1 237.3 7.3 10.3 630.7 648.9 2.9 6.5 Europe 140.0 144.3 3.1 5.5 396.5 412.2 4.0 6.0 America 33.9 39.6 16.8 21.7 111.3 104.9-5.8 2.0 Africa, Asia, Australia 47.2 53.4 13.0 16.5 122.9 131.7 7.2 12.0 EBIT 15.2 9.6-37.0 38.8 15.1-61.0 EBIT-margin (%) 6.9 4.0 6.1 2.3
Functional expenses 5y view 2013 2014 2015 2016 2017 9M 2017 9M 2018 million million million million million million million R&D -201.5-212.0-231.1-219.0-234.7 171.7 191.6 % of Net Sales -8.5% -8.7% -8.9% -8.7% -9.1% 9.9% 11.1% SG&A -738.4-749.2-861.2-762.1-764.0 556.1 581.7 % of Net Sales -31.1% -30.8% -33.0% -30.2% -29.7% 32.0% 33.6% Other operating income -2.2-6.6-6.1-18.1 6.7 2.5-1.9 Functional Expenses total -942.2-967.8-1,098.4-999.2-992.0 730.3 771.4 % of Net Sales -39.7% -39.7% -42.1% -39.6% -38.6% 42.0% 44.6% Headcount 1 13,334 13,737 13,936 13,263 13,739 13,642 14,233 1 Values as of reporting date 32
Cash-flow statement 2013 2014 2015 2016 2017 9M 2017 9M 2018 million million million million million million million Group net profit 119.9 104.7 33.3 81.7 98.5 24.5-34.7 Change in inventories -36.5-1.2-5.4 17.4-30.0-84.4-132.8 Change in receivables -69.5 1.6-44.6 31.3-22.4 109.2 98.4 Change in payables 6.4 25.2-22.8-10.2 22.2-10.9-14.3 Depreciation and amortization 69.0 77.0 84.2 85.8 84.2 62.4 63.1 Other operating cash flow items -31.1-19.3-4.8-10.6-9.3-22.3-21.7 Operating cash flow 68.3 188.0 39.9 195.3 143.3 78.5-42.0 Investing cash flow -86.5-102.6-167.0-77.3-65.5-48.8-44.1 Free cash flow -18.2 85.4-127.1 118.1 77.8 29.7-86.1 Financing cash flow -70.8-26.3-1.3-70.0-41.9-43.0-23.4 Change in cash 1-88.9 59.0-128.4 48.1 35.9-13.3-109.5 Cash and cash equivalents 2 232.1 296.9 172.8 221.5 247.6 200.4 135.8 1 Change in cash and cash equivalents, i.e. without any effect of exchange rates 2 Values as of reporting date 33
Consolidated balance sheet 31 Dec 2016 31 Dec 2017 Change million million % Intangible Assets 347.6 342.5-1.5 Property, plant and equipment 420.9 432.3 2.7 Other noncurrent assets 150.1 154.0 2.6 Noncurrent assets 918.6 928.8 1.1 Inventories 386.8 387.7 0.2 Trade receivables 681.7 669.2-1.8 Other current assets 103.8 121.1 16.7 Cash and cash equivalents 221.5 247.6 11.8 Current assets 1,393.8 1,425.5 2.3 Total assets 2,312.3 2,354.4 1.8 34
Consolidated balance sheet 31 Dec 2016 31 Dec 2017 Change million million % Equity 1,003.5 1,068.3 6.5 Liabilities from participation certificates 22.7 23.8 4.7 Provisions for pensions and similar oblig 318.3 313.0-1.7 Noncurrent interest bearing loans 188.6 137.8-27.0 Other noncurrent liabilities 108.6 114.0 5.0 Noncurrent liabilities 638.2 588.6-7.8 Current Provisions 211.2 195.1-7.6 Current loans and liabilities to banks 57.0 71.5 25.4 Trade payables 179.8 202.9 12.9 Other current liabilities 222.6 228.0 2.4 Current liabilities 670.6 697.4 4.0 Total equity and liabilities 2,312.3 2,354.4 1.8 35
Earnings per share Net profit (less the share of earnings attributable to non-controlling interests) 2015 2016 2017 '000 33,575 81,391 98,530 Scenario: 100% pay-out ratio 100% 100% 100% = tax benefit from pay-out to PCs* '000 3,188 7,888 9,493 Earnings attrib. to shares and PCs (incl. tax benefit) '000 36,763 89,279 108,023 100% Earnings attributable to PCs** '000 11,719 28,425 34,420 32% Earnings attributable to shares '000 25,044 60,855 73,603 68% EPS (common share) 1.40 3.40 4.12 EPS (preferred share) 1.46 3.46 4.18 Scenario: actual/proposed pay-out ratio 12.9% 5.3% 11.6% tax benefit from pay-out to PCs* '000 340 341 960 Earnings attrib. to shares and PCs (incl. tax benefit) '000 33,915 81,732 99,490 100% Earnings attributable to PCs** '000 1,249 1,236 3,482 3% Earnings attributable to shares '000 32,665 80,496 96,008 97% EPS (common share)*** 1.83 4.51 5.38 EPS (preferred share)*** 1.89 4.57 5.44 * tax benefit arises from the tax deductible pay-out to the PCs; please refer to Annual Report 2017, note 19 ** without minimum dividend (as interest, the minimum dividend is already included in net earnings) ** the EPS is not calculated in accordance with IAS 33 PCs = participation certificates (Genussscheine) + 36
Selection of new products 2017 SAFETY MEDICAL IACS VG6/VG7 Vista 120 S Oxylog VE300 Movita Lift Strong 37 Savina 300 Select Pulsar 7000 Secor 7000 Dräger X-am 8000 Dräger-Tubes App Dräger Alcotest 5000
Innovation rate Share on new products and upgrades medical 1 45% 40% Net sales Upgrades New products 35% 30% 25% 20% 15% 10% 34% 28% 32% 22% 27% 20% 20% 18% 26% 22% 28% 23% 5% 0% 6% 2013 10% 2014 7% 2015 2% 2016 4% 2017 5% 2018H1 1 Launched in the last 3 years; products are regarded as new, if they enable Dräger to either enter a new market segment or if products are regarded as completely new according to Dräger s customers and Dräger s sales force. Upgrades are those products, which serve existing Dräger markets, but their functionality is perceived as significantly enhanced by Dräger s customers and Dräger s sales force. 38
Financial calendar 2019 March 7, 2019 - Analysts meeting April 25, 2019 - Report for the first three months 2019 Conference call May 10, 2019 - Annual shareholders' meeting, Lübeck, Germany August 8, 2019 - Report for the first six months 2019 Conference call October 30, 2019 - Report for the first nine months 2019 Conference call 39
Contact Melanie Kamann Corporate Communications Thomas Fischler Investor Relations Drägerwerk AG & Co. KGaA Drägerwerk AG & Co. KGaA Moislinger Allee 53 55 Moislinger Allee 53 55 23558 Lübeck, Germany 23558 Lübeck, Germany Tel +49 451 882-3998 Tel +49 451 882-2685 Fax +49 451 882-3944 Fax +49 451 882-3296 Mobile +49 170 8558152 Mobile +49 151 12245295 melanie.kamann@draeger.com www.draeger.com thomas.fischler@draeger.com www.draeger.com 40