Partner of Choice. Investor Presentation

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1 Partner of Choice Investor Presentation

2 Content 1. WashTec at a Glance 2. Market & Strategy 3. Facts & Figures 2 WashTec Investor Presentation March 2014

3 WashTec at a Glance Leading provider of carwash solutions worldwide Complete product portfolio along the carwash value chain Distribution of Revenue ( 299.7m 2013) Equipment > 55% Service ~ 30% Chemicals ~ 11% Marketing <3% Operations <3% Financing <3% Production facilities in Ger, CZ, USA, CHN Innovation Leader Technology leader based on over 40 years experience in the carwash business Focus on customer value: profitability, speed and convenience Market Leader Only stock listed carwash provider, > 2* bigger than next competitor Largest installed machine base with high share of recurring revenues Solid balance sheet structures High cash flows Sustainable profitability 3 WashTec Investor Presentation March 2014

4 WashTec at a Glance WashTec characteristics Global setup Broad direct sales & service setup with regional footprint represented in over 60 countries with more than 1,600 employees Subsidiaries in all major markets of Core Europe, Central Eastern Europe, North America and Asia/Pacific and numerous independent sellers Leading market position & longterm customer base Stable business model due to long-term relationships with key accounts and private operators High share of recurring revenues through over 30,000 installed carwash systems Solid profitability and further growth potential Solid profitability (operating EBIT margin for the last 5 years constantly above 5%*) Ongoing efficiency measures to improve profitability in EUR Further expansion of the business in growth markets with a focus on: North America after successful turnaround 2012/13 Asia Eastern Europe Growth along the value chain (e.g. chemicals) Attractive investment Attractive return policy Solid shareholder base SRI pass status as sustainable investment * For 2011: Adjusted by non-recurring effects from North America 4 WashTec Investor Presentation March 2014

5 WashTec at a Glance Global setup and revenue share Core Europe Bollebygd (Chemicals) North America Recklinghausen Grebenau (Chemicals) Nyrany Eastern Europe Augsburg Denver, CO Shanghai Asia/Pacific Distribution of revenue 2013: North America ~ 15% Eastern Europe <5% Asia/Pacific <5% Core Europe >80% Headquarters Augsburg WashTec/Mark VII direct Sales partners Production sites 5 WashTec Investor Presentation March 2014

6 WashTec at a Glance Solid Customer base ensures stable revenues Commercial vehicle wash Large accounts operating gas stations Supermarket chains Independent operators Non-commercial vehicle wash Car dealers and workshops Transport companies and car hire agencies More than 2 million cars are washed by WashTec equipment per day! 6 WashTec Investor Presentation March 2014

7 WashTec at a Glance Financials Solid Balance Sheet Structures Free Cash Flow 19,6 19,1 Equity ratio of >50% Net debt/ebitda <1 Sustainable cash flows 15,7 8,4 15,5 ROCE > 14% Attractive return policy Solid Business Model 40% of net income distributed to shareholders, special dividend of 40% for 2012 paid out May 2013 Stable revenues; robust against economical cyclicality Proven Track Record of successfull restructuring EBIT 299,7 301, ,3 17.6* , , * After adjusting for non-recurring effects based on North America 7 WashTec Investor Presentation March 2014

8 Content 1. WashTec at a Glance 2. Market & Strategy 3. Facts & Figures 8 WashTec Investor Presentation March 2014

9 Market & Strategy Key Drivers for automatic Carwash Growth Carwash Business model Automatization & capacity need Profitability of professional carwash Consumer demand Convenience & speed of carwash Quality of carwash Automated carwash vs. carwash by hand Market drivers Economy GDP & distribution of income Number of cars Infrastructure Cultural imprint & technology affinity Environment Degree of Urbanization Environmental Friendliness/regulation Weather conditions Dirt index 9 WashTec Investor Presentation March 2014

10 Market & Strategy Global car wash markets and WashTecs position Core Europe North America Eastern Europe Asia/Pacific (incl. AUS&NZ) Middle East and Africa Central and Latin America Number of cars 1) 203 Mio. 149 Mio. 77 Mio. 310 Mio. 50 Mio. 80 Mio. Market growth 2) 0% 7 8% 2 5% +15% +x% +3-5% +x% WashTec revenues 231m (75%) 45m (15%) 12m (5%) 12m (5%) (<1%) (<1%) 1) OICA ) Market development WT estimate 2013 Keep leading market position Ongoing innovations with focus on carwash customer demands Ongoing efficiency measures Grow market share Gain efficiency by using synergies from global setup Grow with the market Strengthen position with local key accounts and private investors Strengthen market position in cooperation with local partners Defend market position in Australia Analyse and evaluate market potential First Cooperation in Latin America 10 WashTec Investor Presentation March 2014

11 Market & Strategy innovation, iservice, iprod, isales value add and customer oriented Customer Expectations Experience Speed Convenience Quality Turbo-Nozzels Power-Foam Color-Foam Seasonal Programs Drive-In Polish to Go Customized Programs Drive-In Flexible Touch Pay Advanced Chemical System Wheel Jet Flex Stream Shine Tecs Rain Tecs Value based communication Operational excellence Innovation Efficiency Service Sales 11 WashTec Investor Presentation March 2014

12 Market & Strategy Global Production Leverage of global sourcing as key factor to drive efficiency Global Supply Chain Organization Final assembly close to end customer & engineering Optimized labor and logistics costs Optimal cost Structure supplying USA and Europe with same components Final Products 0 km Customized Components +500 km Standard Components Asia Efficient Structures Leverage global set up also for operations in North America Continuous expansion of Global Sourcing Standardization, modularization & automation Sole competitor in the carwash industry in a position to leverage global setup with german engineering, eastern european & asian supplies and american setup 12 WashTec Investor Presentation March 2014

13 Market & Strategy Strategy Summary Development of product portfolio Growth Organic and through selective acquisitions Culture, Team Sales Models Quality Growth Eastern Europe Efficiency Ongoing initiatives to improve efficiency Growth China Operational Excellence Transparency, Competitiveness Innovation Growth North America 13 WashTec Investor Presentation March 2014

14 Content 1. WashTec at a Glance 2. Market & Strategy 3. Facts & Figures 14 WashTec Investor Presentation March 2014

15 Facts & Figures Achievements * Revenues EBITDA EBIT Consolidated net income Earnings per share ** Net cash flow Equity ratio Net financial debt Gearing *** * Comparative figures adjusted as per IAS 8 ** Approx. Shares: 13.9m in 2011, 2012; 14.0m in 2013 *** Net financial dept/equity 15 WashTec Investor Presentation March 2014

16 Facts & Figures Revenues development across our offer in m Change New and used equipment Spare parts, service Chemicals Operations business and ,9 others Total WashTec Investor Presentation March 2014

17 Facts & Figures Balance sheet structure improved once again Equity ratio (in %) Net financial debt** (in m) Gearing*** * *Comparative figures adjusted as per IAS 8 ** Net bank debt plus long-term and short-term finance leasing debt *** Net finance debt divided by equity Independent funding of growth due to solid balance sheet structure 17 WashTec Investor Presentation March 2014

18 Facts & Figures Solid revenue and earnings development Revenues (in m) EBIT margin (in %) Net Cash Flow (in m) % 5.7% % WashTec Investor Presentation March 2014

19 Facts & Figures Revenues and earnings development Revenues total in m Revenues by segment in m Core Europe North America Eastern Europe Asia/Pacific EBIT total in m EBIT by segment in m Core Europe North America Eastern Europe Asia/Pacific WashTec Investor Presentation March 2014 Rounding differences possible

20 20 WashTec Investor Presentation March 2014

21 WashTec was formed by merging California Kleindienst + Wesumat Kleindienst Foundation of Kleindienst GmbH & Co. KG in Augsburg Invention of the first own car wash Launch of the first car wash for commercial vehicles Merger of California Kleindienst and Kleindienst GmbH & Co. KG & A. Rohé GmbH Acquisitions in Spain and USA Foundation of subsidiary in the Czech Republic Acquisitions in Australia, Canada and Scandinavia Foundation of subsidiary in Poland WESUMAT presents the first fully automated car wash IPO of Wesumat Holding AG Merger of Wesumat and California Kleindienst to WashTec Acquisition of Mark VII in the USA Acquisition of AUWA-Chemie; Foundation of the Chinese subsidiary Acquisitions in Spain and the Netherlands Wesumat 21 WashTec Investor Presentation March 2014

22 Board of Management Dr. Jürgen Rautert, CEO Doctorate in Mechanical Engineering (Dr.-Ing. Maschinenbau) Until 2010: management board member responsible for sales and technology at Heidelberger Druckmaschinen AG Until 2012: Senior Vice Executive at Dematic S.a.r.l Karoline Kalb Lawyer (Rechtsanwältin) Until 2013: Various management functions with WashTec, most recently director Key Account Management and Compliance 22 WashTec Investor Presentation March 2014

23 Supervisory Board Independent & institutional representatives with broad knowledge of industry & finance Michael Busch (Chairman) Chair of the Personell Committee, member of the Audit Committee Independent Business Consultant, former Board Member of Dyckerhoff AG Jens Große-Allermann Chair of the Nominating Committee, member of the Audit Committee Board Member of Investment-AG für langfristige Investoren TGV and Fiducia Treuhand AG Roland Lacher Member of the Personell Committee Independent Businessman former CEO of Singulus Technologies AG Massimo Pedrazzini (Deputy Chairman) Member of the Personell Committee Chairman of the Board of Sterling Strategic Value Limited Dr. Sören Hein Member of the Nominating Committee, CEO & Founder of Compound Disk Drives Dr. Hans Liebler Chair of the Audit Committee, Member of the Nominating Committee Investment Manager, Managing Director Lehnbach Capital GmbH 23 WashTec Investor Presentation March 2014

24 WashTec uniquely addresses business drivers in the carwash industry Key Account Management Service Network Technological Expertise Central KAM at headquarters in Augsburg & regional contacts Regional contacts by own organizations in key markets 500 own technican (EUR) technicians at sales partners Consistent service performance with uptimes of 98%+ Innovation leader Equipment and Wash Process Know How > 300 active patents Cost Leadership Successive projects to improve cost structure Most modern logistic and manufacturing processes Installed Equipment Base/ Carwash Expertise More than 30,000 installed car washes worldwide* More than 40 years experience in carwash Quality High product quality standard, reliability and availability Highest standards in HSE 24 WashTec Investor Presentation March 2014

25 Competition Core Europe North America Eastern Europe Asia/Pacific (incl. AUS&NZ) Middle East and Africa Central and Latin America Customer Structure Consolidated High share of Key Accounts Fragmented High share of independent operators / conveniencestores See Core Europe plus local Key Accounts AUS/NZ: MOC + independent Key Accounts CHN: local Key Accounts, Cardealers, independent Key Accounts Local Key Accounts Few european players Competition Consolidated 3 major players: Christ Istobal Kärcher Fragmented 25+ players: Ryko (friction wash) PDQ (touchfree) Sonny s (Tunnel) See Core Europe Some local jetwash suppliers AUS: US + european competitors CHN: local competitors +Japan (Daifuku) +Taiwan Mainly european + some US 25 WashTec Investor Presentation March 2014

26 Development phases Cost of Operation (labour, natural resources,...) high Automatic wash Mature markets Jet Wash Growing markets low low Hand wash market volume high Customer sophistication & environmental regulation (time, spending, education, ressources) Base enabler: increasing gdp, # of cars, carwash demand 26 WashTec Investor Presentation March 2014

27 GDP, Number of cars and cost of operation drive carwash business + Market Growth Assess market Distribution via dealers Increase in professionalism/tech. Development of sales partners Development of own key accounting Highly competitive mature Mainly hand wash Automatic car wash sites High ROI-growth Own sales and service High quality & tech. expectation Expansion of service offerings Asia, China Eastern Europe, USA Mature Europe + GDP per capita/no. of cars/ cost of operation/ Capacity needs/ Consumer demand 27 WashTec Investor Presentation March 2014

28 Car Wash Drivers Technology Continued innovations with focus on measurable added value for operators & wash customers Compliance: Quality and Safety Equipment quality & reliability and availability Better wash and drying result for customer Compliance with stricter regulations Reduction of operating costs ACS advance chemical system Speed & Convenience Time is money high throughputs at limited space High speed while top wash quality Easy to use for operator and customer Remote programming, sales / service reporting Easy drive-in and start-up process SoftLine2 SLX Experience & Operations Car wash experience Color, flavors, lighting, waiting time, etc. Combining hardware and operational support Chemicals, marketing, consulting, training, etc. ShineTecs 28 WashTec Investor Presentation March 2014

29 CarWash operations costs and profit CarWash Operations with 15-30% profit as % of revenue Setup Costs for Operator Running Costs for Operator Building and Land (i.e.rent) CarWash Equipment Equipment Lease/Rent Services Consumable Business Water, Elec. Chemicals Operations Marketing, HR Training etc. CW Ops Profit Profit as % of Revenue 15-30% % 10-15% 13-15% 17-20% 13-15% Cost as % of Revenue 29 WashTec Investor Presentation March 2014

30 Segment development in 2013 Core Europe: Revenues: 244.5m (2012: 246.5m) / EBIT (adjusted): 15.5m (2012: 19.2m) General business development stagnating Continued growth in the chemicals segment North America: Revenues: 45.0m (2012: 44.9m) / EBIT (adjusted): 1.5m (2012: -0.2m) Stable revenues slightly higher in local currency with significantly better earnings due to the successful restructuring Positive development in the direct account and key account Eastern Europe: Revenues: 13.2m (2012: 13.7 m) / EBIT (adjusted): 0.6m (2012: 0.8m) Slight decline in revenues and earnings Expansion of the sales and service structures Asia/Pacific: Revenues: 12.3m (2012: 11.9m) / EBIT (adjusted): 0.0m (2012: -0.7m) Slight increase in revenues and break-even achieved Continued expansion of the China business 30 WashTec Investor Presentation March 2014

31 Core Europe clear market leader in a mature market ~ 40%* Market & setup WashTec objectives Largest installed base & proprietary sales & service network Mature markets with declining market volumes in southern Europe Main competitors Christ (D), Istobal (E), Kärcher (D) Revenues 2013: 244.5m (2012: 246.5m) EBIT 2013: 15.5m (2012: 19.2m) Defend leading position & improve profitability through synergies, innovations and cost optimization Expand chemical business Focus on efficiency measures to off-set cost increases Defend current Revenue- & improve EBIT-level * WashTec market share based on units sold 31 WashTec Investor Presentation March 2014

32 North America growing market after drop > 10%* Market & setup Number of cars and automatic wash volume high Completed and competitive product portfolio and access to large & regional accounts Succesful turnaround Direct & indirect Sales and Services with focus on Key Accounts Main Competitors: PDQ, Ryko, Sonny s, Bellanger, Hanna/Coleman, MacNeil Revenues 2013: 45.0m (2012: 44.9m) EBIT 2013: 1.5m (2012: -0.2m) WashTec objectives Increase market share by: Gain of new accounts also in customer segments outside gas station operators (e. g. car dealers) Grow business and overproportianlly participate in market growth after market recovery Efficiency improvement especially through global sourcing Check growth Increase market share after successful turnaround * WashTec market share based on units sold 32 WashTec Investor Presentation March 2014

33 Eastern Europe market with low saturation ~ 30%* Market & setup WashTec objectives Markets dominated by strong local key accounts Strong decline following financial crisis; Mid-term growth to pre-crisis level Main competitors: European players + small local suppliers Revenues 2013: 13.2m (2012: 13.7m) EBIT 2013: 0.6m (2012: 0.8m) Strengthen own position with focus on high potential markets: Rep. offices & own sales and service setup in selected markets, check cooperation possibilites Strengthen dealer network Support customers in development of their carwash business Revenue >10%+ p. a. & positive EBIT development; Investments into sales and service structures * WashTec market share based on units sold 33 WashTec Investor Presentation March 2014

34 Asia/Pacific (incl. AUS&NZ): significant growth in CHN < 5%* Market & setup Own presence in AUS, close contact to local key accounts in CHN CHN offers significant growth potential in the mid-term Competition: local manufacturers (CHN), Aus/NZ: European + US competitors Revenues 2013: 12.3m (2012: 11.9m) EBIT 2013: 0.0m (2012: -0.7m) WashTec objectives CHN: Actively develop Chinese market as first mover and build sales & service network Expand product portfolio tailored to local market demands Evaluation of cooperation possibilities AUS/NZ: Maintain position & stabilize business China: growth opportunities / AUS/NZ: Stable revenue & EBIT midterm to Group level * WashTec market share based on units sold 34 WashTec Investor Presentation March 2014

35 Key figures * Revenues EBITDA EBIT Consolidated net income Earnings per share ** Net cash flow Equity ratio Net financial debt Gearing *** * Comparative figures adjusted as per IAS 8 ** Approx. Shares: 13.9m in 2011, *** Net financial dept/equity 2012; 14.0m in WashTec Investor Presentation March 2014

36 Profit/Loss Statement P+L Revenues Gross margin (59.3%) (58.2%) Personnel expenses (106.4) [35.5%] (100.2) [33.2%] Other operating expenses (48.8) [16.3%] (51.7) [17.2%] Increase due to change in product mix and implementation of cost-cutting measures Wage increases especially in Ger, positive special effect of 1.4 m PY Lower valuation allowances for accounts receivables and stringent cost management EBITDA Depreciation (9.9) (10.0) EBIT 17.1 [5.7%] 19.2 [6.4%] Financial Result (1.3) (2.7) Lower indebtedness and lower effect from hedging instruments EBT Tax Expenses (4.6) (6.4) Lower tax ratio by use of unrecognized loss carryforwards Net income WashTec Investor Presentation March 2014

37 Very solid balance sheet structure Dec. 31, 2013 Dec. 31, 2012 Balance sheet total Goodwill Equity Net finance debt Net cash flow Equity ratio at 50.4% Net finance debt significantly reduced Lower prepayments Net current assets Cash outflow from investing activities (5.3) (3.5) 1.3m one-off in 2012 due to sale of land Free cash flow WashTec Investor Presentation March 2014

38 Positive development of Cash Flow in 2012 Net Cash Flow in m Investments (CAPEX) in m , ,3 3, WashTec Investor Presentation March 2014

39 39 Backup Share outperforms SDAX Share performance Analyst (+ Date) Analyst Coverage Recommendation Target Price ( ) Berenberg (05/12) Hold 8.40 SDAX BHF (02/13) Overweight Hauck & Aufhäuser (02/14) Buy WashTec HSBC (07/13) Overweight MM Warburg (03/14) Buy Average EQMC Europe Development Capital Fund plc 14.66% 4) Kempen European Participations N.V % Investment AG für langfristige Investoren, TGV 5.43 % Trade Volume (Xetra) Free Float % Lazard Frères Gestion S.A.S % Paradigm Capital Micro Cap Value Fund 6.01 % Desmarais Family Residuary Trust 3.48% 1) Period Volume (pcs.) Dr. Kurt Schwarz 8.38% 2) Jan.-Mar. 225, ,074 Diversity Industrie Holding 6.19% BNY Mellon Service Kapitalanlage- Gesellschaft mbh 5.61% 3) SDAX-Ranking Turnover Source: Notifications pursuant to WpHG 1) Setanta Asset Management 2) Leifina GmbH & Co. KG et al. 3) Shareholder Value Management AG 4) Nmás1 Asset Management, SGIIC, S.A Mar Rounding differences of up to 0.1 m possible 39 WashTec Investor Presentation March 2014

40 WashTec share: Value-oriented with attractive return policy Distribution of approx. 40% of annual net income to shareholders as a dividend payment and/or share buy backs at a gearing ratio of <1 2010: 40% 2011: No dividend because of North America effects 2012: 40% + special dividend to compensate for 2011 Company Distribution Bertrandt 39,23% Vossloh 40,54% SMT Scharf 35,14% Grammer 23,66% Bauer AG 24,48% Wacker Neuson 38,89% Dürr 34,94% Elring Klinger 31,88% GEA 33,48% Leoni 31,41% 40 WashTec Investor Presentation March 2014

41 Financial calendar May 5, Q/14 report June 4, 2014 Annual general meeting 2014 August 7, H/14 report November 4, Q/14 report November 24-26, 2014 Equity Forum 41 WashTec Investor Presentation March 2014

42 Contact WashTec AG Argonstr. 7 D Augsburg www. Washtec.de Karoline Kalb Tel.: Mail: 42 WashTec Investor Presentation March 2014

43 No offer: This document does not constitute or form part of an offer for sale or subscription or an invitation or solicitation of an offer to subscribe for or purchase any securities and neither this document nor anything contained herein shall form the basis of any contract or commitment whatsoever. neither this document nor any copy of it may be taken or transmitted into the united states or provided or transmitted to any U.S. person (within the meaning of regulations under the U.S. securities act of 1933, as amended). Confidentiality: This document is strictly confidential to the recipient, is being supplied to you solely for your information, may not be distributed to the press or other media (including information vendors and wire services) and may not be reproduced in any form or redistributed or passed on, directly or indirectly, to any other person or published, in whole or in part, for any purpose. Cautionary Note Regarding Forward-Looking Statements: This document refers to statements relating expressly and implicitly to the future. Such forward-looking statements are based on current expectations, estimates, forecasts and prognoses concerning the development of the market as well as management estimates and assumptions. Such forward-looking statements are no guarantee that events or results will actually materialise in the future and are subject to risks, uncertainties, assumptions and other factors that could lead to actual events or results deviating substantially from those anticipated in these forward-looking statements. The company assumes no obligation to update any forward-looking information. 43 WashTec Investor Presentation March 2014

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