FUCHS GROUP Setting Standards - Worldwide Roadshow Presentation November 2016 Dagmar Steinert, CFO Thomas Altmann, Investor Relations
Agenda 01 The Leading Independent Lubricants Company 02 Q1-3 2016 03 Shares 04 Appendix l 2
01 The Leading Independent Lubricants Company
Top 20 lubricants manufacturers 2015 (by volume) A top-10 ranking lubricants manufacturer Number 1 among the independent lubricants companies l 4
Our business model Technology, innovation and specialisation leadership in strategically important product areas FUCHS is fully focussed on lubricants Independency allows customer and market proximity, responsiveness, speed and flexibility FUCHS is a full-line supplier Global presence Advantage over major oil companies Advantage over independent companies l 5
Our mission statement reflects the business model LUBRICANTS. 100% focus TECHNOLOGY. Holistic solutions PEOPLE. Personal commitment l 6
We are where our customers are l 7
Full-line supplier advantage Sales 2015: 2.1 bn (~80% international) by customer location Automotive lubricants ~40% Industrial lubricants ~60% e.g. Industrial oils, MWF/CP* and greases 100,000 customers in more than 150 countries Car industry Manufacturing Engineering Construction Mining Trade, Services & Transportation Heavy Duty Steel & Cement Aeronautic Agriculture industry Wind energy Food *metalworking fluids/corrosion preventives l 8
Well balanced customer structure FUCHS sales revenues 2015: 2.1 bn Industrial goods manufacturing Vehicle manufacturing 7% 9% 20% Energy and mining Trade, transport and services 29% 26% Agriculture and construction 9% Engineering/ machinery construction l 9
Investments Investment focus on Construction of new plants in growth regions Modernisation and expansion of existing plants mn 80 70 60 50 40 30 20 36 70 61 26 27 28 52 30 50 39 36 PPA Expansion of R&D capacities 10 0 2011 2012 2013 2014 2015 Capex Regular amortisation/depreciation l 10
Further Investments 2016 2018: Planned investments of 300mn Expansion of the Mannheim site, Germany Expansion of the Kaiserslautern site, Germany Expansion of the Chicago site, USA New plant in WuJiang, China New plants in Australia and Sweden l 11
Acquisitions Revenues (p.a.) 2016 Ultrachem (US) Chevron (US) 15 mn 11 mn 2015 2014 2010 Statoil Fuel & Retail Lubricants AB (SVE) Deutsche Pentosin-Werke GmbH (GER) Lubritene (ZA) Batoyle (UK) Cassida (global) 140 mn 135 mn 15 mn 15 mn 21 mn l 12
02 Q1-3 2016
Highlights Q1-3 2016 Revenues +11% to 1,703 mn EBIT + 6% to 276 mn Europe 1,080 mn Asia-Pacific, Africa 451 mn Americas 260 mn Outlook 2016 reaffirmed l 14
Q1-3 2016 Group Sales 1,800 mn +176 (+11.5%) 1,700 1,600 +40 (+2.6%) -52 (-3.4%) 1,703 1,500 1,400 1,539 +164 (+10.7%) 1,300 1,200 Q1-3 2015 Organic Growth Acquisitions FX Q1-3 2016 l 15
Organic growth in Europe & Asia Pacific, Africa Q1-3 15 ( mn) Q1-3 16 ( mn) Total Growth Organic Growth External Growth Currency Effects Europe 893 1,080 +21.0% +3.8% +19.2% -2.0% Asia-Pacific, Africa 443 451 1.7% +5.1% +2.6% -6.0% Americas 267 260-2.6% -1.9% +2.5% -3.2% Consolidation -64-88 - - - - Total 1,539 1,703 +10.7% +2.6% +11.5% -3.4% l 16
EBIT by regions Q1-3 2016 (Q1-3 2015) mn 300 280 260 240 220 200 180 160 140 120 100 80 60 40 20 0 EBIT margin before at equity 148.7 (127.6) 89.8 (87.1) 47.3 (50.4) -9.6 (-4.2) 276.2 (260.9) Europe Asia Pacific, Africa Americas Holding/cons. Group 13.7% (14.2%) 17.2% (17.3%) 18.2% (18.9%) 15.4% (16.2%) l 17
Income Statement Q1-3 2016 mn Q1-3 15 Q1-3 16 Δ Mio. Δ in % Sales 1,539 1,703 164 10.7% Gross Profit 591 641 50 8.5% Margin 38.4% 37.7% Selling, admin., R&D expenses, others -342-378 -36 10.9% EBIT before at Equity 249 263 14 5.3% At Equity 12 13 1 EBIT 261 276 15 5.9% Earnings after tax 181 192 11 5.9% l 18
Free cash flow mn Q1-3 2015 Q1-3 2016 Earnings after tax 181 192 Amortisation/Depreciation 28 35 Changes in net operating working capital (NOWC) -34-45 Other changes -3 17 Capex -29-54 Free cash flow before acquisitions 143 145 Acquisitions -110-20 Free cash flow 33 126 l 19
Outlook 2016 reaffirmed Performance indicators Actual 2015 Outlook 2016 Sales Total Growth 2,079 mn +11.4% 7% to 8% Organic Growth External Growth (Acquisitions 2015) +0.3% +6.0% At the top end of 7% - 11% Currency +5.1% Negative Effect EBIT 342 mn 4% to 6% l 20 FVA Free cash flow before acquisitions 246 mn 232 mn Slightly above the previous year In the upper range of 170 mn to 200 mn
03 Shares
Breakdown ordinary & preference shares (September 2016) Ordinary shares Preference shares MDAX-listed Free float* 46% Fuchs family 54% Free float 100% Basis: 69,500,000 ordinary shares Basis: 69,500,000 preference shares *Voting rights notification: DWS Investment, Frankfurt: 5.2% (15 Dec. 2003) l 22
Continious dividends since IPO (1985) per share 1.00 Dividend per Preference Share mn 6,000 Market Capitalization 0.90 0.80 0.70 0.60 0.50 0.40 0.30 0.82 5,000 4,000 3,000 2,000 0.20 0.10 0.00 0.12 1,000 0 Payout Ratio 2015: 48% l 23
Disclaimer This presentation contains statements about future development that are based on assumptions and estimates by the management of FUCHS PETROLUB SE. 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 in the overall economic climate, procurement prices, changes to exchange rates and interest rates, and changes in the lubricants industry. FUCHS PETROLUB SE provides no guarantee that future developments and the results actually achieved in the future will match the assumptions and estimates set out in this presentation and assumes no liability for such. l 24
04 Appendix
Workforce Structure 4,823 employees globally Regional Workforce Structure Functional Workforce Structure Germany 1,397 (29%) Other European Countries 1,809 (38%) Marketing & Sales 2,209 (46%) Production 1,505 (31%) 2015 2015 Asia- Pacific, Africa 1,029 (21%) Americas 588 (12%) Admin 668 (14%) R&D 441 (9%) l 26
Long-term Objective: Focus on Shareholder Value Drive returns Organic growth through strict customer focus, geographic expansion and product innovation Improve operating profitability through margin and mix management, operating cost management and efficiency improvements Optimize capital Capex with returns above WACC Manage NOWC Strengthen portfolio Reinvest in the business Acquisitions l 27
Top 20 lubricant countries 2015 KT 7,000 6,000 5,000 China and the USA cover more than one third of the world lubricants market. FUCHS is present in every important lubricants consuming country 4,000 3,000 2,000 1,000 0 l 28
Regional per-capita lubricants demand 2015 kg 20 15 10 5 0 l 29
Organic growth potential in emerging countries Market Demand FUCHS Sales (by customer location) 36.4 mn t 35.6 mn t 902 mn +130 % 2,079 mn 27% 19% 28% 51% (1,064) 34% +100 % 39% 53% 59% (531) 24% (219) +66 % +328 % 18% (364) 31% (650) 17% (152) 2000 2015 2000 2015 l 30
Technology & Innovation fueled by strong R&D focus R&D expenses 40 39 mn 30 20 10 0 2011 2012 2013 2014 2015 l 31
Base oil / additives value split 20% 80% 60% 40% Base oil prices do not necessarily follow crude oil prices No direct link between additives and crude oil prices. We even face price increases for certain raw materials where supply/demand is not balanced or special situations occur Special lubricants consist of less base fluid and more additives Standard Lubricants Base Oils FUCHS Additives, etc. l 32
Our FUCHS objectives 3C Grease Commitment - Objectives Globally identical production equipment Globally identical finishing equipment Globally identical quality control test devices Globally similar raw materials Globally identical quality standards l 33
Greases in Passenger Car Wiper motor Air condition flap Sunroof Hydraulic damper Tension pulley Wheel bearing Dual mass fly wheel Brake Door lock Battery Seat adjuster Steering Electric mirror adjustment Window lifter CV joints Chassis Belt retractor l 34
Further market consolidation to be expected Manufacturers High degree of fragmentation Concentration especially amongst smaller companies Independent lubricant manufacturers* 590 130 Major oil companies Market Shares Differences are enormous Other 710 manufacturers > 50% < 50% Top 10 manufacturers * > 1000 tons l 35
Acquisitions 2015 PENTOSIN Acquisition July 1st, 2015 2 legal entities around 200 new colleagues 2 plants in Wedel and Dormagen, Germany Low complexity 135 mn Sales revenues 112.3 mn Purchase Price OEM, Technology focus l 36
Acquisitions 2015 STATOIL Acquisition Oct. 1st, 2016 8 legal entities around 500 new colleagues 1 blending plant (rented) in Nynäshamn,Sweden Product Portfolio of 750 products 140 mn Sales revenues 72.5 mn Purchase Price Market leader in Scandinavia l 37
Acquisitions 2016 Deal Structure Focus FUCHS acquires ULTRACHEM INC (Share Deal) Business will continue to be operated from Delaware location 15 mn in sales p.a. Specialty Synthetic Lubricants for Compressor OEM and Industrial Maintenance Markets Closing in Q4 2016 Deal Structure Focus FUCHS acquires lubricants business from CHEVRON (Asset Deal) 11 mn in sales p.a.; 85 % in North America White Oils and Food Machinery Lubricants Closing 1 st June 2016 l 38
Unique Track Record for continued profitable growth mn Sales 2,079 250 Earnings After Tax 236 2,000 1,600 1,652 200 183 1,200 150 800 100 400 50 0 2011 2012 2013 2014 2015 0 2011 2012 2013 2014 2015 l 39
Unique Track Record for continued profitability and added value mn 350 EBIT 342 250 FVA (FUCHS Value Added) 246 300 250 264 200 186 200 150 150 100 100 50 50 0 2011 2012 2013 2014 2015 0 2011 2012 2013 2014 2015 l 40
Solid balance sheet and cash flow generation mn 2011 2012 2013 2014 2015 Total assets 985 1,109 1,162 1,276 1,490 Equity 658 782 854 916 1,070 Equity ratio 67% 71% 74% 72% 72% Net liquidity 65 135 167 186 101 Operating cash flow 89 203 221 255 281 Free cash flow before acquisitions 59 141 150 210 232 Free cash flow after acquisitions 59 140 150 188 62 l 41
Highlights FY 2015 Revenues +11% to over 2 bn EBIT +9% to 342 mn +7% higher dividend Europe up 10% to 1.23 bn Asia-Pacific, Africa up 13% to 583 mn Americas up 12% to 353 mn 2 acquisitions were completed: Pentosin & Statoil l 42
EBIT increase of more than 9% in 2015 mn 2014 2015 Δ Mio. Δ in % Sales 1.866 2.079 213 11.4 Gross Profit 693 791 98 14.2 Margin 37.2% 38.1% +0.9% points Selling, admin., R&D expenses, others -400-467 -67 16.6 EBIT before at Equity 293 324 31 10.9 At Equity 20 18-2 -12.7 EBIT 313 342 29 9.3 Earnings after tax 220 236 16 7.4 l 43
Regional Sales 2015 2014 ( mn) 2015 ( mn) Total Growth Organic Growth External Growth Currency Effects Europe 1,113 1,227 +10.3% +1.5% +9% -0.2% Asia-Pacific, Africa 517 583 +12.9% +0.5% +2.2% +10.2% Americas 316 353 +11.6% -4.1% +1.4% +14.3% Consolidation -80-84 - - - - Total 1,866 2,079 +11.4% +0.3% +6% +5.1% l 44
FUCHS Group EBIT 2015 (EBIT 2014) 400 350 300 mn +16 mn +13 mn +29 mn 65 (52) -7 (-7) 250 200 150 122 (106) 342 (313) 100 50 0 EBIT margin before at equity (previous year) 162 (162) Europe Asia Pacific, Africa Americas Holding costs/cons. Group 13.1% (14.4%) 18.2% (16.8%) 18.4% (16.3%) 15.6% (15.7%) l 45
Purchase Price Allocation - Acquisitions 2015 mn 250 200 35 55 150 30 25 100 185 220 84 50 76 0 purchase price net debt short term assets/liabilities fixed assets deferred taxes intangible assets Goodwill l 46
Acquisitions fully financed by operating cash flow mn 2014 2015 Gross cash flow 258 274 Changes in net operating working capital -14 0 Other changes 11 7 Operating cash flow 255 281 Capex -52-50 Other changes 7 1 Free cash flow before acquisitions 210 232 Acquisitions -22-170 Free cash flow 188 62 l 47
Net Liquidity 2015 mn 450 400 350 300 232 220 250 200 150 100 186 106 50 101 0 net liquidity December 2014 free cash flow before acqu. acquisitions (purchase price + net debt) dividend other changes net liquidity December 2015 l 48
FUCHS Value Added Increase by 7.2% mn Cost of Capital 83 Cost of Capital 96 EBIT 313 FVA 230 EBIT 342 FVA 246 2014 2015 Cost of Capital = CE (2014: 833 mn; 2015: 960 mn) x WACC (10%) l 49
Regional Sales Q1 & Q2 2016 l 50 Q1 2015 ( mn) Q1 2016 ( mn) Total Growth Organic Growth External Growth Currency Effects Europe 278 349 +25.5% +1.8% +24.9% -1.2% Asia-Pacific, Africa* 147 144-1.4% +2.0% +2.9% -6.3% Americas 88 85-4.3% -3.4% +2.0% -2.9% Consolidation -20-28 - - - - Total 493 550 +11.7% +1.1% +13.7% -3.1% * Adjustment organic / external growth Q2 2015 ( mn) Q2 2016 ( mn) Total Growth Organic Growth External Growth Currency Effects Europe 293 372 +26.8% +4.7% +24.4% -2.3% Asia-Pacific, Africa 156 154-1.1% +2.5% +4.8% -8.4% Americas 88 87-0.5% +1.8% +3.4% -5.7% Consolidation -22-27 - - - - Total 515 586 +13.8% +3.7% +14.9% -4.8%
Regional Sales Q3 2016 Q3 2015 ( mn) Q3 2016 ( mn) Total Growth Organic Growth External Growth Currency Effects Europe 321 359 11.8% +4.7% +9.3% -2.2% Asia-Pacific, Africa 141 153 7.9% +11.0% +0.0% -3.1% Americas 91 88-3.0% -4.0% +2.1% -1.1% Consolidation -22-33 - - - - Total 531 567 +6.7% +3.0% +6.0% -2.3% l 51
EBIT development Q1 15 Q3 16 mn 100 +4.7% 97.5 95 93.5 90 89.9 89.3 85 80 81.7 81.3 85.2 75 70 Q1 '15 Q2 '15 Q3 '15 Q4 '15 Q1 '16 Q2 '16 Q3 16 l 52
The executive board Stefan Fuchs: CEO, Corporate Development, HR, PR, Americas Dr. Lutz Lindemann: R&D, Technology, Supply Chain, Sustainability, OEM, Mining Dr. Timo Reister: Asia-Pacific / Africa Dr. Ralph Rheinboldt: Europe, LUBRITECH, SAP/ERP Systems Dagmar Steinert: CFO, Finance, Controlling, IR, Compliance, Internal Audit, IT, Legal, Tax l 53
Executive Compensation Changes as of 2015 Executive Board 25% of variable compensation must be invested in FUCHS PETROLUB SE preference shares with a 3 year lock-up period Supervisory Board 50% of variable compensation must be invested in FUCHS PETROLUB SE preference shares with a lock-up period of 5 years. The vesting period is waived when the member leaves the Supervisory Board Individual mandatory notices were published (Director s Dealings) l 54
FUCHS PETROLUB SE Investor Relations Financial Calendar Contact March 21, 2017 Full Year Results 2016 April 28, 2017 Quarterly Statement Q1 2017 May 5, 2017 Annual General Meeting August 1, 2017 Financial Report H1 2017 Investor Relations Thomas Altmann Friesenheimer Str. 17 68169 Mannheim, Germany Tel. +49 (0) 621 3802 1201 ir@fuchs-oil.de October 27, 2017 Quarterly Statement Q1-3 2017 l 55