Investor Presentation - Cision
Investor Presentation - Cision
Investor Presentation - Cision
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TOMRA<br />
INVESTOR<br />
PRESENTATION<br />
TOMRA SYSTEMS ASA<br />
18th of July 2013<br />
© TOMRA
SAVE THE DATE<br />
2013 CAPITAL MARKETS DAY<br />
BRUSSELS - NOV 6<br />
2
TOMRA was founded on an innovation in 1972<br />
that began with design, manufacturing and sale of<br />
reverse vending machines (RVMs) for automated<br />
collection of used beverage containers<br />
Today, TOMRA creates sensor-based solutions for<br />
optimal resource productivity<br />
3
THE WORLD POPULATION AND STANDARD<br />
OF LIVING IS INCREASING DRAMATICALLY
WORLD RESOURCES ARE UNDER<br />
UNPRECEDENTED PRESSURE
RESOURCE PRODUCTIVITY MUST INCREASE<br />
TO ENSURE SUSTAINABLE DEVELOPMENT
THE DAWN OF THE RESOURCE REVOLUTION<br />
THE CHALLENGE:<br />
THE OPPORTUNITY:<br />
3 billion more middle-class<br />
consumers expected to be in the<br />
global economy by 2030<br />
$2.9 trillion of savings in<br />
2030 from capturing the resource<br />
productivity potential<br />
Up to $1.1 trillion<br />
spent annually on resource<br />
subsidies<br />
At least $1 trillion<br />
more investment in the resource<br />
system needed each year to meet<br />
future resource demands<br />
SOURCE: McKinsey<br />
7
TOMRA IN SHORT
THE TOMRA TRANSFORMATION JOURNEY<br />
FROM:<br />
2000 2004 2008<br />
2012<br />
TO:<br />
100%<br />
5 %<br />
95 %<br />
16 %<br />
84 %<br />
40 %<br />
60 %<br />
A house of<br />
brands<br />
Collection<br />
Collection<br />
Sorting<br />
Collection<br />
Sorting<br />
Collection<br />
Sorting<br />
A branded<br />
house<br />
11
CREATING VALUE THROUGH TWO STRONG BUSINESS<br />
AREAS<br />
Two strong areas for value creation<br />
40%<br />
60%<br />
Collection<br />
Sorting<br />
• Stable<br />
• High margins<br />
• Low cyclicality<br />
• High growth<br />
• High margins<br />
• Medium cyclicality<br />
High technology - sustainable business<br />
Source: Rounded proforma revenue figures after BEST acquisition<br />
12
TOMRA’S TWO BUSINESS AREAS<br />
Share of ‘12 sales*<br />
Employees<br />
REVERSE VENDING<br />
~43%<br />
960<br />
RECYCLING<br />
~13%<br />
190<br />
Customers Grocery retailers Material recovery facilities, scrap dealers, metal shredder operators<br />
Market share ~65%<br />
~50-60%<br />
COMPACTION<br />
MINING<br />
Share of ‘12 sales*<br />
Employees<br />
Customers<br />
Market share<br />
~4%<br />
75<br />
Retail, manufacturing industry, restaurant, catering & hotel,<br />
warehouse & distribution<br />
~15-20% in active markets<br />
~3%<br />
50<br />
Mining companies<br />
~40-60%<br />
MATERIAL RECOVERY<br />
FOOD<br />
Share of ‘12 sales*<br />
Employees<br />
Customers<br />
Market share<br />
~13% ~24%<br />
400 560<br />
Grocery retailers and beverage manufacturers<br />
Food growers, packers and processors<br />
~60% in USA (markets served)<br />
~25%<br />
* Based on 2012 proforma numbers (including BEST for the full year)<br />
13
TOMRA INSTALLED BASE<br />
REVERSE VENDING COMPACTION RECYCLING<br />
MINING<br />
FOOD<br />
Nordic<br />
Germany<br />
Other Europe<br />
Japan<br />
North America<br />
South America<br />
~15,300<br />
~24,400<br />
~12,500<br />
~650<br />
~17,000<br />
~1,050<br />
Nordic<br />
UK<br />
Other Europe<br />
Asia/Oceania<br />
North America<br />
Middle East/Africa<br />
~16,500<br />
~17,500<br />
~28,200<br />
~4,100<br />
~4,200<br />
~500<br />
Europe<br />
US / Canada<br />
Asia<br />
Other<br />
~2,180<br />
~620<br />
~270<br />
~400<br />
Europe<br />
US / Canada<br />
Australia<br />
South Africa<br />
Other<br />
~70<br />
~35<br />
~20<br />
~50<br />
~25<br />
Europe<br />
US/Canada<br />
Asia/Oceania<br />
South America<br />
Middle East/<br />
Africa<br />
~3,265<br />
~2,580<br />
~450<br />
~190<br />
~515<br />
TOTAL<br />
~70,900<br />
TOTAL<br />
~71,000<br />
TOTAL<br />
~3,470<br />
TOTAL<br />
~200<br />
TOTAL<br />
~7,000<br />
Numbers per year end 2012<br />
14
USING THE POWER OF BUSINESS TO DO GOOD<br />
EMPLOYEES<br />
• 83% of our employees say<br />
TOMRA is a “Great Place to<br />
Work” (2012)<br />
ETHICAL BUSINESS BEHAVIOUR<br />
• Member of UN Global Compact<br />
since end 2009<br />
• Implementing ethical<br />
policies worldwide<br />
ENVIRONMENT<br />
• We contribute to<br />
avoided emissions of<br />
about ~20 mill tons<br />
CO 2 annually (2012)<br />
INCREASING CUSTOMER<br />
VALUES<br />
• Productivity<br />
• Revenues<br />
• Quality<br />
15
TOMRA IN DEPTH
TOMRA Collection Solutions<br />
17
TOMRA REVERSE VENDING<br />
– TRANSFORMING BEHAVIOR
THE USED BEVERAGE CONTAINER RECYCLING<br />
VALUE CHAIN<br />
Generic used beverage container (UBC) recycling value chain<br />
RVM-based UBC recycling value chain<br />
RVM<br />
TECHNOLOGY<br />
SERVICE/<br />
SUPPORT<br />
DATA ADMIN/<br />
CLEARING<br />
MATERIAL<br />
PICK-UP<br />
MATERIAL<br />
PROCESSING<br />
MATERIAL<br />
BROKERAGE<br />
MATERIAL<br />
RECYCLING<br />
19
RVM PRODUCT PORTFOLIO<br />
20
RVM VALUE PROPOSITION<br />
Reduced<br />
costs<br />
• RVMs reduce need for manual labour and will<br />
typically have a payback period of 12-18<br />
months for medium sized stores<br />
• Improved logistics and handling<br />
Clearing of<br />
deposits<br />
• RVMs keep track of all deposit transactions –<br />
in Germany alone the total transaction volume<br />
has an annual value in excess of ~4 bn EUR<br />
• RVMs have several fraud detection features to<br />
prevent paying out deposit on non-eligible<br />
containers<br />
High<br />
consumer<br />
convenience<br />
• RVMs make it convenient and easy for<br />
consumers to return their empty containers<br />
• RVMs are clean and efficient and ensure<br />
correct redemption of containers<br />
21
Number of installed RVMs<br />
COMPETITIVE LANDSCAPE<br />
>65,000<br />
Annual revenue<br />
from RVM<br />
…<br />
10,000-20,000<br />
2,500-5,000<br />
30<br />
Source: TOMRA estimates and analysis<br />
Number of RVM markets<br />
22
COST LEADER AMBITION<br />
Ambition: Reduce COGS on new RVMs by 40% from 2010 to 2015<br />
2010 2015<br />
20%<br />
15% 5%<br />
Aggressive sourcing<br />
and production<br />
strategy<br />
Technology and design<br />
for low cost manufacturing<br />
Other<br />
• 2010: 80% sourcing in high<br />
cost countries vs. 2015: 70%<br />
of sourcing from low-cost<br />
countries<br />
• Flexible and quicker assembly<br />
close to main markets<br />
• New production techniques<br />
• Automation<br />
• Volume<br />
• Modularity – building block<br />
principle<br />
• Smarter design , e.g.<br />
combining processors and<br />
sensors<br />
Project on track: Halfway in time & halfway in cost reduction<br />
23
RECENT TOMRA INNOVATIONS<br />
T-820 Touch<br />
MultiPac<br />
SoftDrop MK3<br />
Flake<br />
Setting new standards in<br />
usability for consumer,<br />
owner and operator<br />
Taking uptime to new levels<br />
Enabling simpler store<br />
operations<br />
Boosting operational uptime<br />
and logistical efficiency<br />
TOMRAPlus<br />
DMR<br />
Doublefeed<br />
A new management tool for<br />
proactive admin of your<br />
reverse vending systems<br />
Minimizing border fraud<br />
issues in Michigan<br />
Customer-specific solution<br />
enabling space-efficient<br />
operations<br />
24
PRESENT AND PROSPECTIVE DEPOSIT SCHEMES<br />
Canada<br />
Saskatchewan<br />
Manitoba<br />
Alberta<br />
Ontario<br />
Northwest Territories<br />
Nunavut<br />
Yukon<br />
Prince Edward Island<br />
Nova Scotia<br />
New Brunswick<br />
Newfoundland<br />
Quebec<br />
Europe<br />
Norway<br />
Iceland<br />
Finland<br />
Sweden<br />
Croatia<br />
Germany<br />
Denmark<br />
Netherlands<br />
Israel<br />
Estonia<br />
Scotland<br />
Spain<br />
Czech Republic<br />
Montenegro<br />
Serbia<br />
Lithuania<br />
Latvia<br />
USA<br />
Australia<br />
California<br />
Oregon<br />
Conneticut<br />
New York<br />
Massachusettes<br />
Vermont<br />
Maine<br />
Hawaii<br />
Iowa<br />
Michigan<br />
Florida<br />
Georgia<br />
North Carolina<br />
Virginia<br />
Kentucky<br />
Missouri<br />
Northern Territory<br />
South Australia<br />
General Australia<br />
States / provinces with a<br />
running deposit system<br />
States / provinces in<br />
advanced discussion<br />
States / provinces in<br />
Initial discussions<br />
25
THE BOTTLE RECYCLE LOOP<br />
NON-DEPOSIT SYSTEM<br />
DEPOSIT SYSTEM<br />
26
Industry growth<br />
Recurring<br />
revenue<br />
Profitability<br />
(ROCE)*<br />
Market share<br />
Geographical<br />
diversity<br />
Cyclicality<br />
COLLECTION SOLUTIONS –<br />
FINANCIAL DASHBOARD<br />
RVM<br />
Dashboard<br />
Material<br />
Recovery<br />
Orwak<br />
RVM<br />
Material<br />
Recovery<br />
Orwak<br />
0-5% 0-3% 3-5%<br />
65% 80% 25%<br />
~75% 90-100% 25%<br />
20-30 markets 10 markets<br />
30 markets<br />
30-40% ~15% 10-15%<br />
Low<br />
Low<br />
Medium<br />
TARGETS 2010 -2015<br />
Yearly growth 4 – 8%<br />
40% reduced COGS on new RVM machines from 2010 to 2015<br />
EBITA-margin 17%-22%<br />
* Ex goodwill<br />
27
TOMRA Sorting Solutions<br />
28
STRONG REVENUE GROWTH SINCE INCEPTION IN 1996<br />
Revenue development and key milestones<br />
EURm<br />
BEST<br />
acquired<br />
190.4<br />
• Total revenue growth (organic plus<br />
inorganic) of ~37% per year from<br />
2004-12<br />
— Organic growth for the same<br />
period was ~21%<br />
Ultrasort<br />
acquired<br />
Odenberg<br />
acquired<br />
• Technology base and<br />
segment/application knowledge<br />
expanded both through acquisitions<br />
and in-house ventures<br />
TITECH<br />
Visionsort AS<br />
established<br />
0.5<br />
Real Vision<br />
Systems<br />
acquired<br />
CommoDas<br />
acquired<br />
TITECH<br />
acquired by<br />
TOMRA<br />
14.5<br />
QVision AS<br />
established<br />
1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012<br />
• Growth driven by:<br />
− Price increases in food,<br />
commodities & landfill costs<br />
− Favorable changes in regulatory<br />
framework<br />
(DSD, WEEE, ELV, etc)<br />
− Strong sales and service network<br />
− Technology leadership<br />
− Higher quality and food safety<br />
demands<br />
29
OUR CORE TECHNOLOGY:<br />
THE EYES AND BRAIN OF SORTING AND PROCESSING<br />
• High-tech sensors to identify objects on a transport system<br />
• High speed processing of information (material, shape, size, color, defect, damage and<br />
location of objects)<br />
• Precise sorting by air jets or mechanical fingers<br />
• Product specific equipment design often including multiple technologies to maximize sorting<br />
efficiency<br />
Food |<br />
larger products<br />
Food |<br />
smaller products<br />
Recycling<br />
Mining<br />
30
A COMMON SENSOR BASED TECHNOLOGY PORTFOLIO<br />
Gammaradiation<br />
X-ray<br />
Ultraviolett (UV)<br />
Visible light (VIS)<br />
Near Infrared (NIR)<br />
Infrarot (IR)<br />
Microwaves<br />
Radio waves<br />
Alternating current<br />
(AC)<br />
[m]<br />
10 -12<br />
10 -11<br />
10 -10<br />
10 -9<br />
10 -8<br />
10 -7<br />
10 -6<br />
10 -5<br />
10 -4<br />
10 -3<br />
10 -2<br />
10 -1<br />
10 1<br />
10 2<br />
10 3<br />
10 4<br />
Sensor/<br />
Technology<br />
Material Property<br />
Segment<br />
RM (Radiometric) Natural Gamma Radiation Mining<br />
XRT (X-ray transmission)<br />
Low Energy X-ray<br />
XRF<br />
COLOR (CCD Color Camera)<br />
Laser attenuation and<br />
PM (Photometric)<br />
NIR / MIR (Near/Medium<br />
Infrared Spectrometry)<br />
LIBS<br />
EM (Electro-<br />
Magnetic sensor)<br />
Atomic Density<br />
X ray fluorescence (Elemental<br />
Spectroscopy)<br />
Reflection, Absorption,<br />
Transmission<br />
Monochromatic Reflection<br />
/Absorption of Laser Light<br />
Scattering analysis of Laser Light<br />
Reflection, Absorption<br />
(Molecular Spectroscopy)<br />
Laser induced breakdown<br />
spectroscopy<br />
Conductivity,<br />
permeability<br />
Recycling, Mining, Food<br />
Recycling, Mining<br />
Recycling, Mining, Food<br />
Mining, Food<br />
Recycling, Mining, Food<br />
Recycling, Mining<br />
Recycling, Mining, Food<br />
31
CUTTING-EDGE TECHNOLOGY DRIVEN BY<br />
SIGNIFICANT INVESTMENTS IN R&D<br />
Electromagnetic Sensor (EM)<br />
Material property detected:<br />
electromagnetic properties like<br />
conductivity and permeability<br />
CCD Color Camera (COLOR)<br />
Material property detected:<br />
color properties in the color are<br />
as red, green and blue<br />
SENSOR PORTFOLIO<br />
Radiometry (RM)<br />
Material property detected:<br />
radioactivity<br />
IR Camera (IR)<br />
Material property detected: heat<br />
conductivity and heat dissipation<br />
• In-house R & D department with more<br />
than 305 people<br />
• Partnership with leading R&D<br />
institutions: SINTEF, CTR, Fraunhofer<br />
ILT; universities like RWTH and Brussels<br />
• 8% of revenue invested in R&D<br />
• 15 test centers worldwide<br />
X-ray Transmission (XRT)<br />
Material property detected: specific<br />
atomic density irrespective of size,<br />
moisture or pollution level<br />
X-ray Fluorescence (XRF)<br />
Material Property detected:<br />
elemental composition<br />
Visible Light Spectrometry (VIS)<br />
Material property detected: visible<br />
spectrum for transparent and opaque<br />
materials<br />
Near-Infrared Spectrometry (NIR)<br />
Material property detected: specific and<br />
unique spectral properties of reflected<br />
light in the near-infrared spectrum<br />
Laser<br />
Material property detected:<br />
scattering of laser light<br />
Infrared Transmission (IRT)<br />
Material property detected:<br />
light absorption<br />
Test center in Koblenz, Germany<br />
32
WHY SENSOR-BASED SORTING?<br />
INCREASE<br />
REVENUES<br />
• Increase purity of<br />
sellable materials<br />
• Increase recovery rate<br />
• Increase capacity<br />
• Increase recovery of<br />
valuable metals, minerals,<br />
diamonds and gems from<br />
ores<br />
• New technology give access<br />
to old dumps<br />
• Increase yield<br />
• Increase throughput<br />
REDUCE<br />
COSTS<br />
• Reduce labor<br />
requirements<br />
• Lower operating and<br />
service costs<br />
• Reduce energy<br />
consumption<br />
• Reduce water consumption<br />
• Less wear and tear<br />
• Less rocks needs crushing<br />
• Reduce labor<br />
requirements<br />
• Lower operating and<br />
service costs<br />
• Reduce waste<br />
OTHER<br />
BENEFITS<br />
• Consistent quality of<br />
output streams<br />
• Increase flexibility of<br />
production line<br />
• Monitor material<br />
composition<br />
• Less environmental impact<br />
• Reduce carbon footprint<br />
• Easier permitting<br />
• Food safety<br />
• Increased and consistent<br />
quality and safety<br />
• Increased flexibility of<br />
production line<br />
• Production reporting and<br />
analysis<br />
33<br />
a part of TOMRA
ADOPTION OF SENSOR-BASED SORTING AT DIFFERENT<br />
MATURITY LEVELS<br />
Maturity/<br />
industry<br />
adoption<br />
FOOD<br />
RECYCLING<br />
MINING*<br />
* In certain mining sub-segments, such as industrial minerals and diamonds, sensor-based sorting is a more mature technology.<br />
Time<br />
34
MARKET SIZE AND POTENTIAL<br />
Total annual market size for different sensor-based sorting segments<br />
EUR million<br />
~850-900<br />
~500-550<br />
400<br />
650<br />
Food<br />
Mining<br />
Metal<br />
Waste<br />
60<br />
20<br />
70<br />
40<br />
50<br />
90<br />
2010 2015<br />
Source: TOMRA estimates and analysis<br />
35
TOMRA SORTING: OUR STRATEGY<br />
1<br />
Expand geographically<br />
• Aggressively target promising regions and markets<br />
• Leverage market presence across entire portfolio<br />
2<br />
Maintain technology<br />
leadership position<br />
• Continue to invest heavily in R&D<br />
• Bring new and enabling technology to the market<br />
• Further develop web of partners<br />
3<br />
Cost leadership<br />
• Utilize our market leader position to maximize economies of<br />
scale effect<br />
• Effective sourcing in combination with product friendly R&D<br />
4<br />
M&A to consolidate market<br />
and enter new business<br />
streams<br />
• New verticals/business streams in sensor-based sorting<br />
• Increase footprint and scale through consolidation<br />
• *Now added through latest acquisition of BEST*<br />
36
TOMRA SORTING: GEOGRAPHICAL EXPANSION<br />
2012<br />
2011<br />
• Expansion into food through acquisitions brought a strong North American presence<br />
• ROW is the focus for geographical expansion going forward in order to capture the growth in new markets
NOK million<br />
TOMRA SORTING: ORDER BACKLOG DEVELOPMENT<br />
600<br />
500<br />
400<br />
300<br />
200<br />
100<br />
0<br />
1Q04<br />
2Q04<br />
3Q04<br />
4Q04<br />
1Q05<br />
2Q05<br />
3Q05<br />
4Q05<br />
1Q06<br />
2Q06<br />
3Q06<br />
4Q06<br />
1Q07<br />
2Q07<br />
3Q07<br />
4Q07<br />
1Q08<br />
2Q08<br />
3Q08<br />
4Q08<br />
1Q09<br />
2Q09<br />
3Q09<br />
4Q09<br />
1Q10<br />
2Q10<br />
3Q10<br />
4Q10<br />
1Q11<br />
2Q11<br />
3Q11<br />
4Q11<br />
1Q12<br />
2Q12<br />
3Q12<br />
4Q12<br />
1Q13<br />
2Q13<br />
38
Market share<br />
Geographical<br />
diversity<br />
Cyclicality<br />
FINANCIAL DASHBOARD –<br />
SORTING SOLUTIONS<br />
Dashboard<br />
Recycling<br />
Mining<br />
Food<br />
Industry<br />
Growth<br />
10-15%<br />
50-60 % 40-60 %<br />
25%<br />
Recurring<br />
revenue<br />
10-15%<br />
40-50 markets 20-30 markets<br />
45-50 markets<br />
Profitability<br />
(ROCE)*<br />
40-60%<br />
High<br />
High<br />
Medium<br />
TARGETS 2010 -2015<br />
Yearly organic growth 10-15%<br />
Geographical expansion<br />
EBITA-margin 18-23%<br />
* Ex goodwill<br />
39
TOMRA SORTING FOOD –<br />
SECURING QUALITY, EFFICIENCY, AND PRODUCTIVITY
SYNERGIES IN THE FOOD DIVISION<br />
BEST and ODENBERG – True complimentary companies<br />
Sales synergies<br />
Operational and<br />
supply chain<br />
efficiencies<br />
Workforce<br />
Technology and R&D<br />
economies of scale<br />
Branding and<br />
marketing synergies<br />
Geographical reach<br />
41
FROM FARM TO FORK:<br />
SOLUTIONS THROUGHOUT THE VALUE CHAIN<br />
Providing access to data points throughout the value chain<br />
42
AFTER ACQUIRING BEST TOMRA HAS A BROAD<br />
FOOTPRINT WITHIN THE FOOD SORTING UNIVERSE<br />
# 1 # 1<br />
Free fall Belt Lane<br />
SK<br />
Rice,<br />
Seeds &<br />
Kernels<br />
NDF<br />
Nuts &<br />
Dried Fruit<br />
PFV<br />
Processed<br />
Fruits & Veg<br />
FV<br />
Fresh<br />
Vegetables<br />
FF<br />
Fresh Fruits<br />
Other<br />
Confectionary,<br />
etc.<br />
Circa 40%* of annual<br />
global sorter sales<br />
revenue<br />
Circa 30%* of annual<br />
global sorter sales<br />
revenue<br />
Circa 25%* of<br />
annual global<br />
sorter sales<br />
revenue<br />
Circa 5%* of<br />
annual global<br />
sorter sales<br />
revenue<br />
* TOMRA estimates<br />
43
THREE WAYS OF SORTING WITHIN THE FOOD SEGMENT<br />
Free fall (Channel / Chute)<br />
Free fall<br />
60 %<br />
Application<br />
Companies<br />
Sensor tech.<br />
Seeds, rice, grains<br />
Buhler, Key, Best,<br />
Satake, Daewon, Hefei,<br />
Orange<br />
Camera (simple)<br />
Belt<br />
Belt<br />
20 %<br />
Application<br />
Companies<br />
Sensor tech.<br />
Prepared /preserved<br />
veg. and fruit<br />
Best, Key, Odenberg,<br />
Raytec<br />
Several (complex)<br />
Lane<br />
Lane<br />
20 %<br />
Application<br />
Companies<br />
Sensor tech.<br />
Fresh produce<br />
MAF, Aweta, Greefa,<br />
Compac<br />
Several (medium)<br />
Note: Piechart showing estimated total revenue within the food sorting segment<br />
44
# of installed machines<br />
FOOD MARKET POSITIONING – SIZE AND PRESENCE<br />
>3,000<br />
1,000-<br />
3,000<br />
0-1,000<br />
10-25<br />
markets<br />
25-50<br />
markets<br />
>50<br />
markets<br />
Revenue from sensorbased<br />
sorting<br />
Geographic presence<br />
Source: TOMRA estimates and analysis<br />
45
FOOD: APPLICATIONS AND SENSOR TECHNOLOGY<br />
FOOD<br />
SENSOR<br />
TECHNOLOGY<br />
POTATO FRUIT VEGETABLE<br />
• Whole<br />
• Field<br />
• Seed<br />
• Table/ware<br />
• Sweet<br />
• Processed<br />
• Peeled<br />
NIR<br />
VIS<br />
• Tomato<br />
• Citrus<br />
• Dried fruits<br />
• Nuts<br />
• Peach & pear<br />
NIR<br />
VIS<br />
• Beet<br />
• Corn<br />
• Carrot<br />
• Green bean<br />
• Jalapenos/<br />
Pepper<br />
• Onion<br />
• Pickles<br />
• Cucumbers<br />
NIR<br />
VIS<br />
MEAT/SEAFOOD<br />
• Beef<br />
• Pork<br />
• Seafood<br />
NIR<br />
VIS<br />
FOOD<br />
SENSOR<br />
TECHNOLOGY<br />
DRIED FRUIT NUTS FRESH CUT<br />
• Apricots<br />
• Raisins<br />
• Figs<br />
• Prunes<br />
• Craisins<br />
LASER<br />
X-RAY<br />
• Almonds<br />
• Cashews<br />
• Hazelnuts<br />
• Macademias<br />
• Peanuts<br />
• Pecans<br />
• Pistachios<br />
• Seeds<br />
• Walnuts<br />
LASER<br />
X-RAY<br />
• Iceberg<br />
• Mixed salad<br />
• Leaves<br />
• Spinach<br />
• Spring Mix<br />
LASER<br />
CAMERA<br />
FRUIT VEGETABLES POTATO SEAFOOD<br />
• Apples<br />
• Apricots<br />
• Blackberries<br />
• Blueberries<br />
• Cherries<br />
• Cranberries<br />
• Pineapple<br />
• Raspberries<br />
• Strawberries<br />
LASER<br />
CAMERA<br />
• Peas<br />
• Beans<br />
• Broccoli<br />
• Carrots<br />
• Corn<br />
• Garlic<br />
• Mixed vegetables<br />
CAMERA<br />
LASER / FLUO<br />
• Chips<br />
• Flakes<br />
• French fries<br />
LASER<br />
CAMERA<br />
• Scallops<br />
• Mussels<br />
• Shrimp<br />
LASER<br />
CAMERA<br />
X-RAY<br />
46
SORTING UNWASHED POTATOES: WORKING PRINCIPLE<br />
• The Field Potato Sorter is ODENBERG’s first venture<br />
into the unwashed potato market<br />
• The machine uses unique near infra-red technology<br />
to remove soil clods, stones and rotten potatoes, in<br />
addition to the foreign material commonly found in<br />
fields such as golf balls, plastics, wood etc<br />
• The FPS sorter should be used after a soil remover<br />
and is designed to fit existing grading equipment or<br />
be used as a standalone unit and can operate on<br />
harvested potato crop before and after storage<br />
• The system also provides online potato size data for<br />
logging, plus sorter operating information<br />
47
TOMRA SORTING RECYCLING -<br />
TRANSFORMING EFFICIENCY AND QUALITY
RECYCLING: APPLICATIONS AND SENSOR TECHNOLOGY<br />
HOUSEHOLD<br />
WASTE PACKAGING C & D<br />
AUTOMOBILE<br />
SHREDDER<br />
ELECTRONIC<br />
SCRAP<br />
MATERIAL<br />
• Hard plastics<br />
• Plastic film<br />
• Mixed paper<br />
• RDF<br />
• Metals<br />
• Organics/<br />
Biomass<br />
• Plastics<br />
• Plastic film<br />
• Cardboard<br />
• Mixed paper<br />
• Deinking paper<br />
• Metal<br />
• Inert material<br />
• Plastic film<br />
• Metals<br />
• Wood<br />
• Paper &<br />
Cardboard<br />
• Plastics<br />
• NF metal<br />
• Stainless steel<br />
• Copper cables<br />
• Copper<br />
• Brass<br />
• Aluminum<br />
• Meatball sorting<br />
• Printed circuit<br />
boards<br />
• Non-ferrous metal<br />
concentrates<br />
• Cables<br />
• Copper<br />
• Brass<br />
• Stainless steel<br />
• Meatball sorting<br />
SENSOR<br />
TECHNOLOGY<br />
NIR<br />
VIS<br />
XRT<br />
NIR<br />
VIS<br />
EM<br />
NIR<br />
VIS<br />
XRT<br />
EM<br />
NIR<br />
VIS<br />
XRT<br />
EM<br />
COLOR<br />
XRF<br />
XRT<br />
EM<br />
NIR<br />
COLOR<br />
XRF<br />
Mixed paper PE/PP flakes Cleaned wood Copper Wire Brass<br />
49
AUTOMATED WITH TOMRA SORTING UNITS<br />
NIR for packaging waste<br />
Baler<br />
Focus on the PET stream<br />
PE Natural<br />
PE Colored<br />
PP<br />
Mixed Paper cleaning<br />
ONP Cleaning<br />
PET<br />
Manual sorting for oversize materials<br />
Sorting of Municipal Solid Waste, Cyprus<br />
Packaging<br />
ONP Double Deck Screen<br />
Ballistics (removing films)<br />
Input<br />
50
Cost advantage<br />
High<br />
Low<br />
Cost advantage<br />
High<br />
Low<br />
RECYCLING COMPETITIVE LANDSCAPE<br />
Waste recycling<br />
Metal recycling<br />
Low<br />
High<br />
Low<br />
High<br />
Technological advantage<br />
Technological advantage<br />
Source: TOMRA analysis<br />
51
TOMRA SORTING MINING<br />
– FINDING MINDFUL SOLUTIONS
MINING: APPLICATIONS AND SENSOR TECHNOLOGY<br />
INDUSTRIAL<br />
MINERALS<br />
BASE &<br />
Fe METALS<br />
FUEL/<br />
ENERGY<br />
PRECIOUS<br />
METALS<br />
DIAMONDS<br />
& GEMS<br />
METAL SLAG<br />
COMMODITY<br />
• Calcite<br />
• Quarts<br />
• Feldspar<br />
• Magnesite<br />
• Talcum<br />
• Dolomite<br />
• Salt<br />
•Copper<br />
• Zinc<br />
• Nickel<br />
• Tungsten<br />
• Iron<br />
• Manganese<br />
• Chromite<br />
• Coal<br />
• Uranium<br />
• Gold<br />
• Platinum<br />
• Diamonds<br />
• Tanzanite<br />
• Colored<br />
gemstones<br />
• Stainless steel<br />
• Copper<br />
• Chrome<br />
SENSOR<br />
TECHNOLOGY<br />
COLOR<br />
XRT<br />
NIR<br />
XRF<br />
XRT<br />
COLOR<br />
EM<br />
NIR<br />
XRT<br />
RM<br />
XRT<br />
COLOR<br />
XRF<br />
NIR<br />
COLOR<br />
XRT<br />
XRF<br />
NIR<br />
XRT<br />
XRF<br />
EM<br />
Calcite Copper<br />
Coal Gold<br />
Diamonds<br />
Ferro Silica Slag<br />
53
THE CONCEPT OF SENSOR-BASED SORTING IN MINING<br />
Run of Mine<br />
Primary Crushing<br />
Sensor Based Sorting<br />
Beneficiation Plant<br />
Milling<br />
Screening<br />
DMS<br />
Flotation<br />
Product<br />
Tailings (fines)<br />
Key observations:<br />
• 15% to 50% of the ROM can be rejected in an<br />
early stage of the process (application dependent)<br />
• These low grade waste rocks do not need to be<br />
crushed, grinded and further treated<br />
54
Cost advantage<br />
Low<br />
High<br />
MINING COMPETITIVE LANDSCAPE<br />
Low<br />
High<br />
Technological advantage<br />
Source: TOMRA analysis<br />
55
Historical financial performance<br />
56
NOKm<br />
NOKm<br />
NOKm<br />
NOK per share<br />
KEY FINANCIALS DEVELOPMENT<br />
Revenues<br />
Gross Contribution and margin<br />
4 500<br />
4 000<br />
3 500<br />
3 000<br />
2 500<br />
2 000<br />
1 500<br />
1 000<br />
500<br />
0<br />
2007 2008 2009 2010 2011 2012<br />
2 000<br />
1 800<br />
1 600<br />
1 400<br />
1 200<br />
1 000<br />
800<br />
600<br />
400<br />
200<br />
0<br />
2007 2008 2009 2010 2011 2012<br />
48%<br />
46%<br />
44%<br />
42%<br />
40%<br />
38%<br />
36%<br />
34%<br />
32%<br />
30%<br />
EBITA and margin<br />
Earnings per share<br />
800<br />
20%<br />
3,5<br />
700<br />
600<br />
500<br />
400<br />
300<br />
200<br />
100<br />
18%<br />
16%<br />
14%<br />
12%<br />
3,0<br />
2,5<br />
2,0<br />
1,5<br />
1,0<br />
0,5<br />
0<br />
2007 2008 2009 2010 2011 2012<br />
10%<br />
0,0<br />
2007 2008 2009 2010 2011 2012<br />
57
FINANCIAL HIGHLIGHTS<br />
BALANCE SHEET, CASH FLOW AND CAPITAL STRUCTURE<br />
Amounts in NOK million<br />
30 June<br />
2013<br />
30 June<br />
2012<br />
31 Dec<br />
2012<br />
ASSETS 5,572 4,028 5,159<br />
• Intangible non-current assets 2,396 1,405 2,295<br />
• Tangible non-current assets 599 504 563<br />
• Financial non-current assets 266 282 257<br />
• Inventory 917 669 789<br />
• Receivables 1,259 1,076 1,078<br />
• Cash and cash equivalents 135 92 177<br />
LIABILITIES AND EQUITY 5,572 4,028 5,159<br />
• Equity 2,407 2,098 2,283<br />
• Minority interest 94 89 74<br />
• Interest bearing liabilities 1,735 727 1,551<br />
• Non-interest bearing liabilities 1,336 1,114 1,251<br />
Ordinary cashflow from operations<br />
• 120 MNOK (109 MNOK in 2Q 2012)<br />
Cashflow from investments (ex M&A)<br />
• 62 MNOK, (52 MNOK 2Q2012)<br />
Solidity<br />
• 45% equity<br />
• NIBD/EBITDA = 1.8 (Rolling 12 months)<br />
BEST Kwadraat NV<br />
• Fully consolidated from 2 July 2012<br />
58
CURRENCY EXPOSURE<br />
Revenues and expenses per currency;<br />
NOTE: Rounded figures<br />
EUR* USD NOK SEK OTHER TOTAL<br />
Revenues 50 % 30 % 5 % 10 % 5 % 100 %<br />
Expenses 45 % 25 % 15 % 10 % 5 % 100 %<br />
EBITA 80% 60 % - 55 % 10 % 5 % 100 %<br />
* EUR includes DKK<br />
10% change in NOK towards other currencies will impact;<br />
Revenues Expenses EBITA<br />
EUR* 5.0% 4.5% 8.0%<br />
USD 3.0% 2.5% 6.0%<br />
SEK 1.0% 1.0% 1.0%<br />
OTHER 0.5% 0.5% 0.5%<br />
ALL 9.5% 8.5% 15.5%<br />
HEDGING POLICY<br />
• TOMRA hedges B/S items that will have<br />
P/L impact on currency fluctuations<br />
• TOMRA can hedge up to one year of<br />
future predicted cash flows. Gains and<br />
losses on these hedges are recorded in<br />
the finance line, not influencing EBITA<br />
* EUR includes DKK<br />
59
COLLECTION SOLUTIONS –<br />
SEGMENT FINANCIALS<br />
Revenue development<br />
NOK million<br />
Gross and EBITA margin development<br />
Percent<br />
3000<br />
2500<br />
50<br />
45<br />
40<br />
38 39<br />
41 42 41<br />
43<br />
2000<br />
35<br />
30<br />
1500<br />
1000<br />
25<br />
20<br />
15<br />
13 13<br />
16 16<br />
19 19<br />
500<br />
10<br />
5<br />
0<br />
2007 2008 2009 2010 2011 2012<br />
0<br />
2007 2008 2009 2010 2011 2012<br />
Q1 Q2 Q3 Q4 Full year<br />
GM<br />
EBITA<br />
60
SORTING SOLUTIONS –<br />
SEGMENT FINANCIALS<br />
Revenue development<br />
NOK million<br />
Gross and EBITA margin development<br />
Percent<br />
1600<br />
1400<br />
1200<br />
1000<br />
800<br />
600<br />
400<br />
70<br />
60<br />
50<br />
40<br />
30<br />
20<br />
64<br />
28<br />
62 62<br />
26<br />
17<br />
58<br />
22<br />
54<br />
51<br />
18 17<br />
200<br />
10<br />
0<br />
2007 2008 2009 2010 2011 2012<br />
0<br />
2007 2008 2009 2010 2011 2012<br />
Q1 Q2 Q3 Q4 Full year<br />
GM<br />
EBITA<br />
61
Appendices<br />
62
TOMRA MATERIAL RECOVERY<br />
– TRANSFORMING EFFICIENCY
TOMRA’S INTEGRATED VALUE CHAIN IN NORTH<br />
AMERICA<br />
RVM<br />
TECHNOLOGY<br />
SERVICE/<br />
SUPPORT<br />
DATA ADMIN./<br />
CLEARING HOUSE<br />
MATERIAL<br />
PICK-UP<br />
MATERIAL<br />
PROCESSING<br />
MATERIAL<br />
BROKERAGE<br />
RVM BUSINESS<br />
MATERIAL RECOVERY BUSINESS<br />
In the US, offering an integrated solution to the<br />
customer is required in order to sell RVM technology<br />
64
MID-WEST, EAST COAST & QUEBEC OPERATIONS<br />
In addition to RVM sales/service,<br />
TOMRA is also involved in:<br />
• Logistics management:<br />
Pick-up and transportation<br />
of collected containers<br />
• Material processing: Sorting,<br />
cleaning, shredding/flaking/<br />
crushing and baling materials into<br />
recyclable fractions<br />
• Material marketing/trading: Sale<br />
and trading of processed materials<br />
on behalf of industry,<br />
which owns the collected materials<br />
Key facts:<br />
• Own transportation<br />
network in some states,<br />
outsourced to 3rd<br />
parties in other states<br />
• Processing of UBCs in<br />
own facilities plus<br />
outsourced facilities<br />
• Annual volumes<br />
processed (pounds):<br />
— Alu 130+ mill.<br />
— Glass 500+ mill.<br />
— Plastic 130+ mill<br />
Bottlers pay a fee to TOMRA linked<br />
to volume of containers picked-up,<br />
processed and marketed<br />
Material Recovery: An enabler and support segment to our North American reverse vending operation<br />
65
TOMRA COMPACTION<br />
– SMALL SPACES CREATE BIG SOLUTIONS
VALUE CHAIN IN THE BUSINESS STREAM COMPACTION<br />
SORTING AND<br />
COMPACTION<br />
AT SOURCE<br />
PICK-UP:<br />
BALES AND<br />
BRIQUETTES<br />
TO RECYCLING<br />
STATION OR<br />
RECYCLING PLANT<br />
MATERIAL<br />
RECYCLING<br />
67
COMPACTION: THE CONCEPT<br />
68
MARKET SEGMENTS<br />
The four main market segments:<br />
Revenue breakdown on customer segments:<br />
Public<br />
inst.<br />
Fast food, service,<br />
other<br />
FOOD RETAIL<br />
NON-FOOD RETAIL<br />
Waste<br />
Management<br />
8 %<br />
3 %<br />
6 %<br />
28 %<br />
International food<br />
retailers<br />
Industry<br />
25 %<br />
13 %<br />
17 %<br />
Regional food<br />
retailers<br />
MANUFACTURING<br />
INDUSTRY<br />
HOTELS AND<br />
RESTAURANTS<br />
Non-food retailers<br />
69
TOMRA - taking a bigger role in the<br />
resource revolution<br />
70
DISCLAIMER<br />
Copyright<br />
The material in this Document (which may be a presentation, video, brochure or other material), hereafter called Document , including<br />
copy, photographs, drawings and other images, remains the property of TOMRA Systems ASA or third party contributors where<br />
appropriate. No part of this Document may be reproduced or used in any form without express written prior permission from TOMRA<br />
Systems ASA and applicable acknowledgements. No trademark, copyright or other notice shall be altered or removed from any<br />
reproduction<br />
Disclaimer<br />
This Document (which may be a presentation, video, brochure or other material), hereafter called Document, may include and be based<br />
on, inter alia, forward-looking information and statements that are subject to risks and uncertainties that could cause actual results to<br />
differ. The content of this Document may be based on current expectations, estimates and projections about global economic conditions,<br />
including the economic conditions of the regions and industries that are major markets for TOMRA Systems ASA and its subsidiaries and<br />
affiliates. These expectations, estimates and projections are generally identifiable by statements containing words such as “expects”,<br />
“believes”, “estimates” or similar expressions, if not part of what could be clearly characterized as a demonstration case. Important<br />
factors that could cause actual results to differ materially from those expectations include, among others, changes in economic and<br />
market conditions in the geographic areas and industries that are or will be major markets for TOMRA Systems ASA. Although TOMRA<br />
Systems ASA believes that its expectations and the Document are based upon reasonable assumptions, it can give no assurance that<br />
those expectations will be achieved or that the actual results will be as set out in the Document. TOMRA Systems ASA does not guarantee<br />
the accuracy, reliability or completeness of the Document, and TOMRA Systems ASA (including its directors, officers and employees)<br />
accepts no liability whatsoever for any direct or consequential loss arising from the use of this Document or its contents. TOMRA Systems<br />
ASA consists of many legally independent entities, constituting their own separate identities. TOMRA is used as the common brand or<br />
trade mark for most of these entities. In this Document we may sometimes use “TOMRA”, “TOMRA Systems”, “we” or “us” when we refer<br />
to TOMRA Systems ASA companies in general or where no useful purpose is served by identifying any particular TOMRA Company
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