FUCHS GROUP New Thinking FUCHS Capital Market Day, June 2018 Stefan Fuchs, CEO Dagmar Steinert, CFO
FUCHS at a glance Established 3 generations ago as a family-owned business No. 1 among the independent suppliers of lubricants 2.5 bn sales The Fuchs family holds 54% of ordinary shares A full range of over More than 5,000 employees Preference share is listed in the MDAX 58 companies worldwide 10,000 lubricants and related specialties l 2
Full-line supplier advantage Sales 2017: 2.5 bn (~80% international) by customer location Automotive lubricants ~45% e.g. Engine & gear oils, hydraulic oils, shock absorber fluids, etc. Industrial lubricants ~55% 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 Aerospace Agriculture industry Wind energy Food l 3 *metalworking fluids/corrosion preventives
Well balanced customer structure Top 20 Customers account for ~ 25% of 2017 sales Engineering / Machinery construction Agriculture and construction Industrial goods manufacturing 7% 7% 19% Trade, transport and services 29% Sales 2017: 2.5 bn Vehicle manufacturing 29% 9% l 4 Energy and mining
FUCHS Strategy Profitable Growth: Internationalization of core activities Local production in 33 plants People: Utilize disruptions like e-mobility, digitalization, etc. as an opportunity Global standards, processes and branding Employer Branding Culture Talentmanagement Learning Agile network structure based on common values l 5
Employer Branding FUCHS as employer brand l 6
Investment in the future R&D, capex, regular amortisation & depreciation mn R&D expenses 2017: 47 mn Capex 2017: 105 mn 50 120 45 40 100 93 105 35 30 80 70 25 20 15 60 40 28 30 52 50 39 3 47 9 53 9 PPA 10 20 5 0 2013 2014 2015 2016 2017 0 2013 2014 2015 2016 2017 Capex Regular amortisation/depreciation l 7
Investment initiative Growth/replacement/efficiency For 2016-2018 around 300 mn capex was planned with focus on the expansion of Mannheim, Kaiserslautern and Chicago as well as new plants in China, Australia and Sweden. As of today we expect capex to be ~ 340 mn. From today s perspective more than 100 mn p.a. will be spent on growth and replacement investments as well as efficiency improvements in the years 2019-2021.The focus is on the expansion of the German, Chinese and US plants. Background is the significant volume increase, technological changes and a changed product mix. From 2022 onwards, investments should be back on par with the scheduled increased annual amortization/depreciation. l 8 Maintenance capex amounting to the level of amortization/depreciation
3C grease commitment Grease plant Harvey, IL/USA l 9
Investment initiative Beresfield (Newcastle), Australia l 10
Investment initiative 150 mn 100 50 0 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 l 11
Highlights Q1 2018 Sales +4% to 643 mn EBIT currency related down by 2% to 92 mn Strong organic growth across all three regions: Europe, Asia-Pacific, Africa and Americas Negative FX effect impacting sales and EBIT Outlook 2018 unchanged Sales +3% to +6% EBIT +2% to +4% Investments of around 140 mn l 12
Regional sales growth Q1 2018 Q1 2017 ( mn) Q1 2018 ( mn) Growth Organic External FX Europe 368 396 +8% +9% - -1% Asia-Pacific, Africa 181 199 +10% +18% - -8% Americas 104 95-9% +7% - -16% Consolidation -35-47 - - - - Total 618 643 +4% +10% 0% -6% l 13
Income statement Q1 2018 mn Q1 2017 Q1 2018 Δ mn Δ in % Sales 618 643 25 4.0 Gross Profit 226 225-1 -0.4 Gross Profit margin 36.6 35.0 - -1.6 %-points Other function costs -137-136 -1 0.7 EBIT before at Equity 89 89 0 0.0 At Equity 5 3-2 - EBIT 94 92-2 -2.1 Earnings after tax 66 67 1 1.5 l 14
Development EBIT Cost of Capital FVA mn 400 371 373 350 300 250 200 EBIT Cost of capital FVA 161 195 172 180 250 264 183 186 293 208 312 313 222 230 342 246 257 250 150 100 50 86 37 49 129 137 100 110 117 71 58 61 59 62 63 67 78 85 90 83 96 113 123 0 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 l 15
Cash flow Q1 2018 mn Q1 2017 Q1 2018 Earnings after tax 66 67 Amortization/Depreciation 13 14 Changes in net operating working capital (NOWC) -25-33 Other changes 2-9 Capex -14-18 Free cash flow before acquisitions 42 21 Acquisitions - -1 Free cash flow 42 20 l 16
Net operating working capital (NOWC)* 600 21.8% 22.3% 22.3% 22.5% 550 21.0% 21.0% 21.3% 500 21.0% 450 19.9% 81 82 400 78 79 19.5% 350 300 77 77 73 2012 2013 2014 2015 2016 2017 Q1 2018 NOWC (in mn) NOWC (in %) NOWC (in days) 18.0% Inventories/days 79 75 76 80 84 84 81 Debtors/days 52 53 56 54 57 56 58 Payables/days 39 43 43 42 48 45 45 l 17 * In relation to the annualized sales revenues of the last quarter
Q1 2018 earnings summary Strong organic growth across all regions, particularly in Asia-Pacific, Africa Strong negative FX-effects impacting sales and earnings; This effect will most likely weaken over the course of the year Before currency translation increase in gross profit as a result of higher sales prices and volumes Increase in earnings after tax; tax rate decreased to 28% (31) due to lower withholding tax for dividends and due to the American tax reform Capex increase according to plan ( 140 mn for the full year 2018) l 18
Outlook 2018 Performance indicator Actual 2017 Outlook 2018 Sales 2,473 mn +3% to +6% EBIT 373 mn +2% to +4% FUCHS Value Added 250 mn At previous year s level Free cash flow before acquisitions 142 mn At previous year s level l 19
Breakdown ordinary & preference shares (December 31, 2017) Ordinary shares Preference shares MDAX-listed Free float 46% Fuchs family 54% Free float 100% Basis: 69,500,000 ordinary shares Characteristics: Dividend Voting rights Basis: 69,500,000 preference shares Characteristics: Dividend plus preference profit share (0.01 ) Restricted voting rights in case of: preference profit share has not been fully paid exclusion of pre-emption rights (e.g. capital increase, share buyback, etc.) l 20
Stable dividend policy Dividend per Preference Share mn Market Capitalization 1.00 0.90 Payout Ratio 2017: 47% 0.91 7,000 6,000 0.80 0.70 5,000 0.60 4,000 0.50 0.40 0.30 0.20 0.10 0.00 0.25 3,000 2,000 1,000 0 Our target: Increase the absolute dividend amount each year or at least maintain previous year s level. l 21
Disclaimer The information contained in this presentation is for background purposes only and is subject to amendment, revision and updating. Certain statements and information contained in this presentation may relate to future expectations and other forward-looking statements that are based on management s current views and assumptions and involve known and unknown risks and uncertainties. In addition to statements which are forward-looking by reason of context, including without limitation, statements referring to risk limitations, operational profitability, financial strength, performance targets, profitable growth opportunities, and risk adequate pricing, other words such as may, will, should, expects, plans, intends, anticipates, believes, estimates, predicts, or continue, potential, future, or further, and similar expressions identify forward-looking statements. By their nature, forward-looking statements involve a number of risks, uncertainties and assumptions which could cause actual results or events to differ materially from those expressed or implied by the forward-looking statements. These factors can include, among other factors, 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. Statements contained in this presentation regarding past trends or activities should not be taken as a representation that such trends or activities will continue in the future. The company does not undertake any obligation to update or revise any statements contained in this presentation, whether as a result of new information, future events or otherwise. In particular, you should not place undue reliance on forward-looking statements, which speak only as of the date of this presentation. l 22