Capital Markets Day 2011 Focus on Facility Services. Dr. Joachim Ott, CEO of Bilfinger Berger Facility Services GmbH November 30, 2011
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1 Capital Markets Day 2011 Focus on Facility Services Dr. Joachim Ott, CEO of Bilfinger Berger Facility Services GmbH November 30, 2011
2 Our Philosophy We are an internationally active facility services partner with German roots providing our customers with integrated, sustainable solutions that can be customized to suit their needs. We have many years of experience and solid market leadership in Germany. A high degree of self-performance and motivated employees are an integral part of our concept for first-rate facility services. Our market leading specialists cover the entire facility services portfolio. We only offer services in which we excel. Interests of the customer = our own interests To promote a strategic partnership we accompany our customers over the long-term and with the highest level of service quality in all national and international projects. Our professional understanding of processes and lifecycle means our customers receive the greatest possible optimization potential in an integrated service approach. In cooperation with our clients, we create value added through innovative, creative and individual solutions. Page 2
3 Our full service portfolio Market leading specialists offer international facility services Integrated Facility Management Building Technology Asset and Property Management Infrastructural and Health Care Services Water Technologies Output volume 2010: 701m Output volume 2010: 151m Output volume 2010: 118m Output volume 2010: 78m Output volume 2010: 101m Technical FM Infrastructural FM FM consulting Energy management Energy contracting Heating Sanitation Ventilation Cooling Fire protection Electrical engineering Building automation / MSR Renewable energy systems Asset management Fund management Investment consulting Property management Rental services Area management Center management Retail development Service and hospitality Cleaning and housekeeping Gastronomy and catering Water, wastewater and sewage sludge treatment Water purification Wastewater disposal Vacuum sanitation technology Industrial Filtration 2010: 13,000 employees and 1.2 billion output volume in 30 countries Page 3
4 International presence Delivery business Regional companies Regional companies in 30 countries: Austria Brazil Bulgaria China Croatia Czech Denmark Egypt Germany Hungary India Ireland Italy Jordan Kazakhstan Republic Liechtenstein Luxembourg Poland Portugal Romania Russia Switzerland Slovakia Slovenia Spain Turkey UK Ukraine USA UAE Page 4
5 Growth in output volume and employees Integrated Facility Management Growth in revenues and number of employees Building Technology 13,000 EE 1,200m Asset and Property Management Infrastructural and Health Care Services 2,000 EE 195m Water Technologies Output volume [in millions] Employees Page 5
6 More than 20 successful integrations Mergers, acquisitions and insourcing since 2002 Irland Asset Deal, CZ (Signed) 70% (Signed) 30% Page 6
7 Business model Cost Reduction Value Enhancement Single Services Fund Management Investment Consulting Rental Services Area Management Center Management Cleaning Catering HR Services Landscaping Bundled Services Asset and Property Management Infrastructural FM Integrated Facility Services Single-Source Provider Outsourcing Energy Management HVAC Sanitary Systems Electrical Engineering Fire Protection Technology Technical FM Key Account Model Principal Model Supply Cooperation Strategic Partnership Page 7
8 Customer Structure 2010 Our Top 10 customers Banking and Insurances 32% 1. Deutsche Bank Industry Public authorities/ Public service 14% 24% 2. IBM 3. EADS 4. DZ Bank IT/Telecommunication Healthcare Energy, traffic and trade 6% 5% 5% 5. DG Immobilien Anlagegesellschaft 6. MEAG 7. Union Investment 8. IVG 9. Goodyear Other services 14% 10.Sparkasse Bremen Page 8
9 The German Facility Services market Bilfinger Berger Facility Services is market leader* Our leading position in the German market will be expanded and solidified. Bilfinger Berger Facility Services BBFS Strabag Deutsche Bahn Compass Dussmann Total market volume 2010: 57 bn. (+8,5%)* Wisag Hochtief Vinci Sodexo Cofely Gegenbauer Klüh National output volume in 2010 [in millions] Total output volume in 2010 [in millions] *) Source: Lünendonk Research 2011 Page 9
10 Market segments and competitive position in Germany* Facility Management in total BBFS 20 BBFS BBFS Wisag Hochtief Dussmann Strabag Securitas CBRE Technical FM Infrastructural FM Entrepreneurial FM Hochtief Wisag Cofely Strabag Voith Dussmann Wisag Piepenbrock Gegenbauer Klüh ISS BBFS Hochtief JLL Wisag Strabag *) Source: Lünendonk Research 2010; Numbers represent how often a certain company was mentioned in first place by participants Page 10
11 Competitive position in European Facility Services market What sets us apart from our competitors Integrated Service Offerings Carillion Strabag Hochtief FM Vinci Facilities BBFS Johnson Controls 360 Facility Services Market leading specialists JLL Self-performance Single Service Offerings Wisag Piepenbrock Manutencoop Gegenbauer Cofely Klüh ISS Sodexo Dussmann Compass Customization Balanced client portfolio International orientation and regional presence Regional focus International focus Comparable service range to BBFS Graphical sizes indicate European FS revenues (partly estimated) Page 11
12 Bilfinger Berger Facility Services and Johnson Controls Main differences BBFS Johnson Controls BBFS Johnson Controls Balanced client portfolio Management & self performance Lifecycle approach Competence driven Bottom-up approach Focus on big clients Management approach only No lifecycle capabilities Product driven Top-down approach Page 12
13 Trends in the Facility Services Market Performance Orientation Globalization Complex Customer Solutions Page 13
14 Trends in the Facility Services Market What characterizes this trend? Ongoing price pressure Flexible billing models Profit-sharing models Performance measurement What is our response to this trend? Increased value chain integration Reduction of interfaces for the customer Performance Orientation Compensation models based on KPIs Creation of win-win situations Creation of scale effects Page 14
15 Trends in the Facility Services Market What characterizes this trend? International consolidation of suppliers/competitors/clients Multinational tenders and contract awards Increasing number of cross-border M&As Increasing fragmentation into small, regional specialists vs. global players What is our response to this trend? Integrated cross-border solutions Follow our friends strategy Globalization Multinational partnership network and cross-border M&As BBFS is becoming a global player Page 15
16 Trends in the Facility Services Market What characterizes this trend? Blurring of boundaries to other industries Multinational and multiservice tenders What is our response to this trend? Complex solutions and products instead of single services 360 customer solutions Management and integration of interfaces Complex Customer Solutions Bilfinger Berger one Key Account Model, Principal Model, Outsourcing Page 16
17 Our strategy Maintaining and expanding market leadership Goals Strategy Recent examples of implementation Profitability Economies of scale Innovative niche markets Group-internal synergies Cost efficiency DB Principal Model Solar power systems Bilfinger Berger one Process optimization Growth Organic growth External growth Outsourcing Carl Zeiss Argoneo Axa Internationalization Cross-border M&As Development of Key Accounts Rollout / buildups HTFM, Diemme, Actys BASF, Faurecia MENA region Long-term partnerships Mutual optimization Mutual internationalization Interface management Key Account management Follow our friends First tier supplier Page 17
18 Our USP 360 Facility Services Lifecycle approach Comprehensive service range High level of value added through self-performance Internationality Global quality assurance (Service Level Agreements) Efficient interface management Page 18
19 Capital Markets Day 2011 Focus on Facility Services Dr. Joachim Ott, CEO of Bilfinger Berger Facility Services GmbH November 30, 2011
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