LogoplasteCaptar negócio.Estratégias e

problemas Desafios da internacionalização

2015

The natural choice in the supply of rigid plastic packaging

by providing, in partnership with our clients

an overall service in the rigid plastic packaging research &

development

dedicated custom designed manufacturing facilities

long term supply perspective

Mission

2

76%

15%

9%

Growing the business

The “hole through the wall” model

“A partner more than a supplier”

• Logoplaste is a specialist of the dedicated factories

model since its inception in 1976

• An independent plant is set in the partner’s

premises. 1 customer = 1 contract = 1 plant

• Mid to Long term supply contracts (5-10 years),

with long renewal periods (5 years)

• Logoplaste is responsible for:

• Machinery equipment and utilities investment

• Total management of the packaging production

• Producing containers “just-in-time”

Breakdown of Logoplaste

facilities by type:

3

“In-house”

Nearby

Off-site

Logoplaste today

2015 (E) Highlights

Our mission: to be the natural choice in the supply of rigid

plastic packaging solutions4

What we do

Footprint

Partnerships

Financials

Production

Human ResourcesWe have a highly skilled and diverse workforce of 2,000

Logoplaste employees (representing 32 nationalities)

~12,6 billion units produced

~274k tons converted RMPET 67% HDPE 32% PP 1%

59 Plants, 43 Clients

~467M EUR Turnover

~76M EUR EBITDA

16 Countries 4 Continents

We design and produce rigid plastic packaging

We operate fully dedicated plants (in-house or off-site)

We have long term partners that are many of the world’s favorite and strongest multi nationals

We have key differentiation:

iLab – fully dedicated to Packaging Design and Development

Focused Service – Logoplaste prides itself on world class operations and exceeding our partners needs

Product Portfolio and Partners

Partners

5Strong portfolio of Partners

Sectors

Dairy

Beverages

Food

Products & Brands

Product Portfolio and Partners

Sectors Products & Brands Partners

Lubricants

Others

6

Personal

Care

Home Care

Strong portfolio of Partners

Internal and External

Growing the business

8Organization successfully expanded on a global scale

Local / Regional

Logoplaste in 1992

International / Global

Last

23 y

ears

Logoplaste in 2015

20%

18%

11%11%

8%

8%

7%

4%3%

3%6%

2015 (E) Product sales breakdown

9

Others

Italy

Canada

Netherlands

Spain

France

Brazil

USA

Portugal

UK

Mexico

USA steadily

increased its

relevance

Logoplaste North America

growing step by step

The emergence of an additional growth engine10

2008

Syracuse

(USA)

2009

Toluca

(MEX)

Edmonton,

Burnaby

Ottawa (CAN)

2010

Preforms from

Plainfield (USA)

iLab Chicago

(USA)

2012

S. Luis Potosi

(MEX)

Racine

(USA)

2014

Chicago(USA)

(2014)

Fort Worth (USA)

2011

Chicago,

Plainfield (USA)2013

Kansas City (USA)2015

Beer Kegs

Joliet (USA)

Orientation for

leveraging present

clients with a focus

on existing Markets

and Geographies

High selectiveness

criteria with

defined profitability

metrics

Logoplaste Strategy

Fully committed to “dedicated sites” business model

Emphasis on cash flow generation

Continued

commitment to

innovation

anticipating

customer

expectations

Consolidating best

practices within the

Group

Focus on increasing

profitability

Geographies,

Markets & PartnersInvestment

iLab

(Innovation)

Operational

Excellence

&

Profitability

iLab development is continually

strengthening our R&D capabilities

• Concentrates all of the Group’s Development activities

• 4 Regional Hubs (Europe, USA, UK and Brazil) increasingly supporting

R&D activities for Logoplaste main Partners

iLab: a complete packaging development solution

enabling fast and efficient time to market

bling

iLab: a complete packaging development solution

enabling fast and efficient time to market

iLab: a complete packaging development solution

enabling fast and efficient time to market

Sustainability commitment of Logoplaste:

At Logoplaste we take our corporate responsibilities very

seriously and we are deeply committed to sustainability

Renew

Reduce

Reuse

RemoveRead

(Educate)

Revenue

Recycle

We have a strong

commitment to

remove all

un-necessary

packaging

We promote the weight

reduction of our products

Our industrial concept

removes all unnecessary

transporting of empty

containers, thereby reducing

Carbon Foot Print

We promote the

correct and

balanced use of

recycled material,

such as RHDPE and

RPET

We promote and

develop the means to

rightly communicate

to our partners and

clients the advantages

and disadvantages of all

existing Materials and

technologies.

Logoplaste is a

paragon of reusing

its products for the

same or new

purposes

We promote when

indicated and

proven, the use of

renewable

resources on the

base Raw Materials

Our business model

promotes cost of

packaging

reduction

CADin, a Child Development Center promoted as

a non-profit organization since 2003, by Logoplaste

in Portugal, is a non profit private institution.

Clinic

Vision: Being a center of excellencefor the treatment and study ofneurodevelopmental disorders.

Mission: Promoting the integrationin society of children, adolescents andadults with neurodevelopmentaldisorders.

Training

Research

Results in 12 years

• We have welcomed 20.000 users

• 1.650 families received the support of the Social Fund

• And we opened our first delegation in Setúbal (others will follow soon….)

• But what makes us the most proud is to help each one to write their story

with a Happy Ending

A Centre for everyone

What Who

A fund for supporting

the cost of medical

consultations and

therapy sessions

Children and adolescents

from families that cannot

pay for care or that are

in foster care

How

Co-financing the cost of

care

Funding

Donations

Porquê a internacionalização?

Necessidade

Dimensão do mercado interno

Aumentar a capacidade competitiva através da escala

Credibilidade

Oportunidade

Reorganização das empresas europeias

Conceitos de gestão prevalecentes (downsizing de activos,

concentração no core business, ROI,EVA)

Generalização das redes empresariais

Imagem de Portugal.

Enquadramento macroeconómico.

Proposta de valor e fatores diferenciadores simples e claros.

Prioridades claras em termos de mercado e clientes. Centralizar

esforços.

Uma nova atitude comercial. Informação, proactividade e

proximidade.

Orçamento realista para a promoção da internacionalização.

Organização para a internacionalização. Descentralização.

Contratação de talentos locais

Internacionalização – Desafios

Pensar global e agir local. Perceber as culturas e as tradições.

Preservar a cultura Logoplaste.

Organizar um cluster. Estrutura de fornecedores. Velocidade de

resposta e qualidade.

Financiamento local.

Sistemas fiscais.

Deslocalização dos centros de competência.

Internacionalização dos headquarters.

Limitar a expansão geográfica. Reconhecer o limite dos recursos.

Oriente e Ocidente. Mundos diferentes

Internacionalização – Desafios

Herdade São Miguel

PME.

40 trabalhadores.

Quinto maior produtor privado do Alentejo.

4.100.000 garrafas vendidas em 2015

70% das vendas são para exportação.150 clientes em 30

mercados. Bélgica, Alemanha, Estados Unidos.

Herdade São Miguel

Exportação - DesafiosHerdade São Miguel

Proposta de valor. Preço como fator decisivo. Identidade.

Flexibilidade.

Mercados. Prioridades claras mas com maior amplitude.

Clientes. Reduzir a cadeia de valor. Minimizar a intervenção de agentes.

Contacto direto com a grande distribuição.

Uma nova atitude comercial. Informação, proactividade e

proximidade.

Orçamento realista para exportar. Investimento significativo.

Organização para a exportação. Equipa própria. Central.

Permanência sistemática nos mercados.

Disponibilidade para estabelecer alianças e parcerias com concorrentes.

Beneficiar das ações oficiais e interprofissionais. Mas ter uma agenda

própria como base da atividade.

Participar ativamente em todas as ações dos clientes. Espírito de

parceria.

Promover relações com a imprensa local e especializada. Convites a

jornalistas.

Presença dinâmica e sistemática nas redes sociais.

Participar em todos os concursos promovidos nos diversos mercados.

Despertar o interessa da distribuição.

Exportação - Desafios

Herdade são Miguel

OBRIGADO

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