New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service....
Transcript of New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service....
![Page 1: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/1.jpg)
![Page 2: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/2.jpg)
New York/Boston road show – 11-12 May 2011
President and CEO Mikael Mäkinen
![Page 3: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/3.jpg)
Strategy and financial targets
May 2011 3
![Page 4: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/4.jpg)
Vision and missionOur vision is
• to be the world’s leading provider of cargo handling solutions
Our mission is
• to improve the efficiencyof cargo flows
May 2011 4
![Page 5: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/5.jpg)
Company values
May 2011 5
![Page 6: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/6.jpg)
Solutions for ports and container handling
Portfolio
Solutions for marine cargo handling and offshore load handling
Solutions for industrial and on-road load handling
May 2011 6
![Page 7: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/7.jpg)
Next corporate theme
May 2011 7
2007-2010
2010-2015
Late 80s/ early 90s
-1997 1997-2002
2004-2007
2002-2004
2015-
From “lime stone” to
engineering
More engineering
One Partek Kone Cargotec One
Cargotec
Customer focus
globallyCustomerSolutions
Excellence in purchasing
Outsourcing
Growth in services
Creation of stand-alone company
Listing to stock exchange
Support, Supply and Services centralised
Hiab and Kalmar merged
Capacity scaledto demand
Regions
Key accounts
Segment development
Footprint, outsourcing
Segment based
Knowledge based solutions
![Page 8: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/8.jpg)
Strategic focus areas 2011–2015
May 2011
Customers and customer segments• Improve knowledge of customer needs
• Invest in attractive customer segments
• Decide which segments to keep and which to divest
Services• Spare parts logistics• Regional distribution centres• Growing up in the value chain towards more preventive maintenance
• Support customers’ operations outsourcing
Emerging markets• Position in Chinese market• Develop other growth markets (India, Brazil, Russia and Africa)
• Acquisitions, partnerships, organic growth
Internal clarity• Common processes• Harmonisation of information systems• Further development of I&T organisation
8
![Page 9: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/9.jpg)
Customer segmentation - priorities
• Grow business through customer focus• Acquisitions• Prioritise R&D to expand offering• Account management• Grow market share/defend position
• Develop new business models• Growing market• High Services potential
• Product sales approach• Basic services• Standard business models• Standard offering• Cash cow
• Review annually possibilities to Green or Red
• Scan potential M&A targets
• Prepare for divesture• No R&D• Maximise short term profits• Organise for carve-out• Focused growth strategy
• Do not matrix with the rest• Allow independent distribution
Invest
Harvest &
Consider
Divest
May 2011 9
![Page 10: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/10.jpg)
Financial targets
Annual sales growth exceeding 10% (incl. acquisitions)
Raising the operating profit margin to 10%
Gearingbelow 50% (over the cycle)
Dividend30–50% of
earningsper share
May 2011 10
Dividend
Sales growth
GearingOperating profit margin
![Page 11: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/11.jpg)
January–March 2011 financials
May 2011 11
![Page 12: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/12.jpg)
Highlights of January–March 2011 report
• Market activity up in both segments and all geographies
• Order intake and sales grew 37% y-o-y
• Operating profit margin increased to 6.6%
• Cash flow strong despite working capital increasing with volume
• Navis acquisition closed, consolidation from Q2
May 2011 12
![Page 13: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/13.jpg)
Market environment in January–March 2011
• Markets for load handling equipment developed positively. Demand for particularly loader cranes, truck-mounted forklifts and tail lifts grew clearly. In Americas, demand continued at a low level in construction-related customer segments.
• The revival in demand in container handling equipment for ports began to show in the form of larger project orders. Demand for rubber-tyred gantry cranes in particular was strong.
• The marine cargo handling equipment markets remained healthy. While demand for equipment for bulk vessels is showing signs of slowing, that for container ship equipment has picked up.
• The services markets continued to improve. Demand picked up for various refurbishment and modernisation projects.
May 2011 13
![Page 14: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/14.jpg)
Key figures in January–March 2011
May 2011 14
Q1 2011 Q1 2010 Change % 2010Orders received, MEUR 819 598 37 2,729
Order book, MEUR 2,373 2,239 6 2,356
Sales, MEUR 763 555 37 2,575
Operating profit, MEUR 50.6 13.5 131.4
Operating profit margin, % 6.6 2.4 5.1
Cash flow from operations, MEUR 36.2 46.5 292.9
Interest-bearing net debt, MEUR 335 336 171
Earnings per share, EUR 0.59 0.13 1.21
![Page 15: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/15.jpg)
Q1: Industrial & Terminal’s order intake grew 29% y-o-y and 16% q-o-q
May 2011 15
MEUR • 54% of orders from EMEA
• Orders grew strongest in APAC
![Page 16: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/16.jpg)
Q1: Marine’s order intake continued healthy
May 2011 16
MEUR • 70% of orders from APAC
• Demand for equipment for bulk ships high
![Page 17: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/17.jpg)
Q1: Industrial & Terminal sales grew 41% and Marine sales 34% y-o-y
May 2011 17
MEUR
800
1,000
600
400
200
0
![Page 18: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/18.jpg)
Q1: Industrial &Terminal operating margin improving step-by-step
May 2011 18
EBIT% Q1/08–Q4/10 excluding restructuring costs* Excluding EUR 1.8 million cost related to Navis acquisition
MEUR %
![Page 19: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/19.jpg)
Q1: Marine’s profitability remained strong
May 2011 19
%
EBIT% Q1/08–Q4/10 excluding restructuring costs
![Page 20: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/20.jpg)
Gross profit development
May 2011 20
%
![Page 21: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/21.jpg)
Cash flow from operations remained strong
May 2011 21
MEUR• Q1 cash flow remained
strong• Net working capital
increased to EUR 83 million due to increased volumes
![Page 22: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/22.jpg)
Services sales recovering slowly
May 2011 22
MEUR• Services sales 23 (28)
percent of total sales• According to the specified
services definition, Marine services slightly lower
800
1,000
600
400
200
0
![Page 23: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/23.jpg)
Earnings per share continued to improve
May 2011 23
EUR
Basic earnings per share
3.00
0.50
0.00
1.00
1.50
2.00
2.50
![Page 24: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/24.jpg)
EMEA and APAC equal in size by sales
May 2011 24
Sales by reporting segment 1-3/2011, % Sales by geographical segment 1-3/2011, %
Equipment 88% (84)Services 12% (16)
Equipment 70% (64)Services 30% (36)
Marine Industrial & Terminal Americas APAC EMEA
(57)
(43)
(40)
(42)
(18)
![Page 25: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/25.jpg)
Navis acquisition – accounting treatment effects
• Transaction costs – all of EUR1.8 million booked in Q1/2011
• Acquisition accounting – preliminary purchase price allocation (PPA) calculation results in annual depreciation cost of approximately EUR 5 million as of Q2/2011 for multiple years
• Deferred revenue on acquisition date – under IFRS (and US GAAP) when consolidating into Cargotec deferred revenue adjustment will decrease post-acquisition sales of Navis for slightly over one year. The amount of deferred revenue to be deducted from sales is estimated at approximately EUR 10 million.
Navis result will have limited impact on Cargotec’s consolidated sales and profitability in 2011, situation will improve from 2012 as only PPA depreciation will continue
May 2011 25
![Page 26: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/26.jpg)
Strategic focus areas 2011–2015
May 2011
Customers and customer segments• Improve knowledge of customer needs
• Invest in attractive customer segments
• Decide which segments to keep and which to divest
Services• Spare parts logistics• Regional distribution centres• Growing up in the value chain towards more preventive maintenance
• Support customers’ operations outsourcing
Emerging markets• Position in Chinese market• Develop other growth markets (India, Brazil, Russia and Africa)
• Acquisitions, partnerships, organic growth
Internal clarity• Common processes• Harmonisation of information systems• Further development of I&T organisation
26
![Page 27: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/27.jpg)
Cargotec’s key priorities in 2011• Responding to growing demand
• Service growth and service network expansion
• Customer segments
• Position in Chinese market
• Cargotec ERP
May 2011 27
![Page 28: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/28.jpg)
Outlook
• Cargotec’s 2011 sales are estimated to grow approximately 20 percent.
• Healthy first quarter order intake both in Industrial & Terminal and Marine segments together with the recovery in the market situation supports a more positive growth expectation. Sales growth and significant efficiency improvement measures executed during the past years support profitability, but there is cost pressure on the markets.
• Cargotec’s 2011 operating profit margin is estimated to be approximately 7 percent.
May 2011 28
![Page 29: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/29.jpg)
Appendices
May 2011 29
![Page 30: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/30.jpg)
Source: Global Insight Q42010
0
200 000
400 000
600 000
800 000
1 000 000
1 200 000
1 400 000
EMEA AMER APAC
Heavy Truck Sales GVW over 15 ton
2007 2008 2009 2010 2011 2012 2013 2014 2015
Units
-60
-40
-20
0
20
40
60
80
EMEA AMER APAC
Heavy Truck Sales growth GVW over 15t
2007 2008 2009 2010 2011 2012 2013 2014 2015
Annual change (%)
Macro indicator trends for Industrial
May 2011 30
![Page 31: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/31.jpg)
0100200300400500600700800900
EMEA AMER APAC
Total Construction Output
2007 2008 2009 2010 2011 2012 2013 2014 2015Billion EUR
020406080100120140160180
0
2
4
6
8
2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015
APAC: Construction Output
Output Index Change (%)
Annual change (%)
Index 2005 = 100
Annual change (%)
Index 2005 = 100
Source: Oxford EconomicsQ1/ 2011
90
95
100
105
110
115
120
-8
-6
-4
-2
0
2
4
6
2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015
EMEA: Contruction output
Output Index Change (%)
Annual change (%)
Index 2005 = 100
Annual change (%)
Index 2005 = 100
Annual change (%)
Index 2005 = 100
Annual change (%)
Index 2005 = 100
Annual change (%)
Index 2005 = 100
Annual change (%)
Index 2005 = 100
0
20
40
60
80
100
120
-14-12-10
-8-6-4-202468
1012
2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015
AMER: Construction Output
Output Index Change (%)
Annual change (%)
Index 2005 = 100
Annual change (%)
Index 2005 = 100
Macro indicator trends for Industrial
May 2011 31
![Page 32: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/32.jpg)
Macro indicator trends for TerminalDrewry (Throughput TEU % change)Drewry (Throughput TEU units)
32May 2011
Source: Drewry Container Forecaster Q12011
![Page 33: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/33.jpg)
Ship contracting and delivery forecast
May 2011 33
Source: Clarkson research 3/2011
![Page 34: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/34.jpg)
May 2011 34
Automatic stacking cranes Automated horisontal transportation
Trucks Ship-to-shore cranes
ASC block
Terminal operating system
![Page 35: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/35.jpg)
May 2011
Automated horisontal
transportation
Trucks
Ship-to-shore cranes
Automatic stacking cranesand ASC block
Terminal operating system
35
![Page 36: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/36.jpg)
Cargotec Supply has developed
May 2011 36
Suppliers Suppliers Suppliers
Assembly Unit
Assembly Unit
Assembly Unit
Customers Customers Customers
Local & independent plants
• No co-ordination between Hiab, Kalmar and MacGregor.• Tradition manufacturing style (high level of buffers)• Many small, local factories serving global product lines• All factories worked in different ways and no common processes• Sourcing, logistics and quality was locally driven
• One single Supply organisation• A global network• Lean production concept (reducing waste)• Factories assemble a wide range of equipment• New ways of working - One Company approach• A global sourcing, logistics and supplier quality
organisation that take full advantage of the total product volumes
Suppliers
Assembly Unit
Assembly Unit
Assembly Unit
Global & collaborating network
From “Site oriented”… …to “Supply industrial system”
CustomersCustomers Customers
![Page 37: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/37.jpg)
Global factory set-up today
May 2011 37
Cargotec factory
Growth economies
![Page 38: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/38.jpg)
EMEA Eastern EU AMER APAC
2006 2009
Volume in USA decreased from 2006 to 2009 mainly due to weakening market
2011
Increasing sourcing from Eastern EU and APAC
38May 2011
![Page 39: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/39.jpg)
May 2011 39
ProdOH Direct
Labor
Inbound and outbound freight
Direct Material
Total COGS
Optimising cost of Supply means optimising all parts of cost of goods sold (COGS)
![Page 40: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/40.jpg)
Services geographical growth opportunities
May 2011 40
![Page 41: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/41.jpg)
Growing up the value chain
Spare parts
On demand service
Operations outsourcingPreventive
maintenance
May 2011 41
![Page 42: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/42.jpg)
Services
Truck-mounted forklifts DemountablesLoader cranes
Forestry cranes Tail lifts Stiff boom cranes
Hiab offering
42May 2011
![Page 43: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/43.jpg)
Key competition with Hiab offeringKnuckle-boom
Cranes Demountables Truck-mountedForklifts
ForestryCranesTail LiftsStiff boom
Cranes
XXXXXX
XXX
XXXX
XXX
X XXX
XX
XX
XX
XXX
XX
XXX
• Hiab• Palfinger• Hyva• Fassi• Effer• PM• Unic• Tadano• National• Meiller• Marrel• Stellar• Shimaywa• D’Hollandia• MBB• Maxon• Manitou• Chrisman• Donkey• Kesla • Prentice
43May 2011
![Page 44: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/44.jpg)
Terminal tractors Forklift trucksReachstackersStraddle carriers
Ship-to-Shore cranes RTGs, RMGs ServicesSpreaders
Kalmar offering
44May 2011
![Page 45: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/45.jpg)
Key competition with Kalmar offeringShip-to-ShoreCranes
MobileHarbourCranes
RTG/RMGCranes
StraddleCarriers
ReachStackers
Fork LiftTrucks
TerminalTractors.
AGVsServicesSpreaders
XXX
XXXX
XXX
X
X
XX
XXXXXXXXX
X
X
XXXX
X
X
XX
XXXXX
X
X
XXXXXXX
X
X
X
X
XXX
• Kalmar• ZPMC• Liebherr• Demag• Mitsubishi• Mitsui• Terex-Fantuzzi• Konecranes• TCM• CVS Ferrari• Hyster Heavy• Taylor• Kion• Sany• Svetruck• Capacity• Terberg• Sinotruck• Stinis• RAM
X
XX
45May 2011
![Page 46: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/46.jpg)
Link spans
Ship cranes SecuringHatch covers
RoRo ServicesBulk loaders
Offshore deck equipment
MacGregor offering
46May 2011
![Page 47: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/47.jpg)
Key competition with MacGregor offering
• MacGregor• TTS• Seohae• IHI• Nakata• Liebherr• Oriental Precision• NMF• MHI• Luzhou (KGW)• German Lashing• SEC• Krupp• Buhler• FLS• Sumitomo• National Oilwell• Rolls Royce• Dreggen• ODIM• Coops & Nieborg• Ainoura (ex-Tsuji)
HatchCovers
DeckCranes OffshoreLashing
equipment Services
XXXXX
XX
XX
X
XXXXX
X
X
X (cement)X (coal)
X (coal)X (grain)XX (coal)
XX
XX
XXXX
XX
X
X
XX
X
(X)
RoRoequipment
XXX
X
Bulksystems
X
XX
47May 2011
![Page 48: New York/Boston road show – 11-12 May 2011 · 2017. 8. 10. · Spare parts On demand service. Operations outsourcing Preventive maintenance. May 2011 41. Services ... • Kesla](https://reader035.fdocuments.net/reader035/viewer/2022071416/611207ca32122b32d748cce6/html5/thumbnails/48.jpg)