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Esa Saarinen HNB Commercial Director

Esa Saarinen HNB Commercial Director. Intergraf GA / Helsinki. 2007. Heidelberg Nordic - Baltics. Heidelberger Druckmaschinen AG. Company Profile Heidelberg. Heidelberg is market and technology leader in sheetfed offset.

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Esa Saarinen HNB Commercial Director

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  1. Esa Saarinen HNB Commercial Director Intergraf GA / Helsinki 2007 Heidelberg Nordic - Baltics

  2. Heidelberger Druckmaschinen AG Company Profile Heidelberg

  3. Heidelberg is market and technology leader in sheetfed offset • World-wide technologically leading supplier of sheetfed offset solutions • Sole supplier of seamlessly networked solutions from prepress to postpress • Customer and market closeness as well as a strong service orientation result in clear differentiation from competition • More than 200,000 customers in 170 countries

  4. Internet Customers/ suppliers Delivery Prepress Postpress/Finishing Soft- and Hardcopy Proofs Offset Printing CtP The Heidelberg portfolio: Hardware, Software and Brainware around sheetfed offset printing process Systems and Services Consulting and Training

  5. 14 Production and Development Sites Amstetten (D) Bad Homburg (D) Brandenburg (D) Heidelberg (D) Kiel (D) Langgöns (D, Gallus)Leipzig (D) Ludwigsburg (D) Mönchengladbach (D)Wiesloch (D) Nove Mesto (CZ) St.Gallen (CH, Gallus) Eksjö (S) Sidney (USA) (in construction)

  6. The Heidelberg Team • Approx. 19,000 employees world-wide • Thereof in Germany: 11,700 • At Heidelberg and Wiesloch: 8,000 • Over 1,500 employees in R&D As at March 31, 2005

  7. Yearly investments in R&D of approx. 200 Mio. Euro (6 % of sales) Around 1,500 employees in R&D world-wide, thereof 350 software developers 5,500 patents in Germany and abroad Intensive involvement of customers in R&D projects International networking with universities, research establishments and suppliers Research and Development

  8. Research & Development

  9. Service • More than 250 agencies in over 170 countries stand for customer-tailored on-site service. • Around 3700 service experts work around the clock serving customers. • The World Logistics Center ensures fast and high availability of service parts. • Web-based Remote Service enables press inspections and maintenance without the need of an service technician on-site. • The world-wide branches of the Print MediaAcademy provide training for our customers and employees

  10. Key Figures FY 2006/ 2007 Incoming Orders Sales Sales abroad Operating result Year‘s net earnings after taxes Employees world-wide 3,853 Mio. Euro 3,806 Mio. Euro more than 85 % 362 Mio. Euro 263 Mio. Euro 19,171 • Name des Autors • Datum • Dateiname • Seite:

  11. Heidelberg Nordic&Baltics • Employees211 employees, of which 45 in the Baltics and 166 in the Nordics • Sales performance FY Sales 2006 129,7 mill. EUR 2007 126,5 mill. EUR

  12. The sky is falling Global Indicators Print production volume decoupling from gross domestic product (GDP) GDP & Print Production Volume (PPV) (value-based) Global Actual 1998-2004; Forecast 2005-2010 Forecast GDP CAGR: 3,4% Index (1998 = 100) Real PPV CAGR: 2,5% Nominal PPV CAGR: 4,7% Years Source: Industry statistics, PIRA, FAO, Jaakkoo Pöyry, Global Insight, UBS, CD-SD estimate Print Production Volume w/o print for manufacturing, corrugated packaging, metall packaging, glass packaging

  13. The sky is falling Global Indicators Online advertising and promotion growing at the expense of print Media Budget Allocation 2006-2007 Reallocate from online to offline 2% Allocate new spending for offline 5% Online spending to grow or shrink with overall marketing budget 23% Allocate new spending for online Promotion 41% Reallocate from offline to online 29% Total: 227 Respondents Source: Economist Intelligence Unit Survey of 300+ Senior Executives, Worldwide, February 2006

  14. The sky is falling Global Indicators Progress in display technologies substituting print

  15. The sky is falling Global Indicators Traditional printing not a sexy business to be in

  16. Print is alive and well Market Trends On a global basis, the printing business is recovering, after a tough start in 2000 Development of Global Printing Industry, Indexed (2000 – 2006) Value of Exported Sheetfed Offset Êquipment Value of Print Source: Import / Export VDMA, Global Insight

  17. Printers have to adapt Adapt Business Model Digital Print Digital printing continues to increase in importance, but it‘s a long process! CAGR‘(2000 – 2020) Total 1,4 % Development of Printing Process Shares by Print Production Volume (Mio €) (Actual 2000-2005; Outlook: 2006-2020) 600.000 500.000 Other 0,7 % 400.000 Digital 10,3 % Print Production Volume (Mio Euro) 300.000 Sheetfed offset 0,9 % 200.000 100.000 Web offset 0,4 % 0 2000 2004 2006 2008 2012 2016 2020 Actual Forecast Projection SOURCE: M-IM Estimates, PIRA 2002, GAMIS 2002, Industry Statistics, Jaakko Pöyry 2002 ‚CAGR is Compound Annual Growth Rate

  18. Paper consumption recent years

  19. GDP growth recent years

  20. Inflation recent years

  21. The sky is falling Local Indicators In addition, profitability has been a real challenge Printing Industry in FinlandLeading 100 Printers by Profit/Loss2006 25 Profitable 20 15 Number of Companies 10 5 0 -20% - -15% - -10% - -6% -5% - 0% 1% - 5% 6% - 10% 11% - 15% > 15% -16% -11% Profit Range (Percent) Source: Balance Consulting Oy, Ranking Report Printing Houses, January 2007

  22. Print is alive and well Market Trends Finland is expected to enjoy its share of growth in print production volume through 2010, coming from a low base… Development of Print Production Volume (billion €) (Actual 2005; Forecast 2010) +11%(CAGR: 2,2%) 2005 2010 +12%(CAGR: 2,3%) +13%(CAGR:2,5%) +8%(CAGR:1,5%) (2.3 bn €) (2.5 bn €) Print Per Capita (€) 2005 58 € 472 € 335 € 446 € Source: Heidelberg Estimate – March 2006, Industry statistics, PIRA, Jakkoo Pöyry, GAMIS *Base Year: 2004

  23. Print is alive and well Market Trends …and growth in individual print products is strong Forecast Annual Growth Rate 2005-2010 by Print Product Finland Denmark Nordic Germany USA World Magazines 2,4% 1,7% 1,6% 1,9% 1,5% 2,8% Advertising 2,3% 1,5% 1,4% 1,7% -0,8% 2,0% Catalogs 2,3% 1,7% 1,8% 1,6% -1,6% 2,2% Book Printing 2,3% 1,6% 1,6% 1,5% -2,5% 2,2% General Commercial 2,4% 1,6% 1,5% 1,7% 0,4% 2,0% Speciality 2,2% 1,5% 1,7% 1,2% 0,4% 1,7% Labels & Tags 3,6% 2,5% 2,8% 3,2% 2,2% 4,0% Folding Boxes 3,0% 1,9% 1,9% 2,2% 0,7% 3,1% Source: Heidelberg Estimate – March 2006, Industry statistics, PIRA, Jakkoo Pöyry, GAMIS *Base Year: 2004

  24. Printers have to adapt What to do ? Differentiate Offerings Increase Productivity Adapt Business Model

  25. Printers have to adapt Increase Productivity Workflow Integration From islands of automation… Administration Prepress Press Postpress

  26. Printers have to adapt Increase Productivity Workflow Integration Delivery/ Fulfillment Print Buyer Integration Print Buyer Integration Print Buyer Integration Print Buyer Integration … to workflow integration Administration Job ticket Job Data Central JDF und core data for each machine and every work position Prepress Press Postpress Color Press Integration Postpress Integration Prepress Integration Solutions

  27. Printers have to adapt Increase Productivity Workflow Integration Case Study 1: Direct savings of roughly 30% 3,5 m€ 35 employees 12,000 plates/year Indirect Savings (additional capacity) Reduced Cash-Out or additional Cash-In Efficient Order Preparationconsistent data entered and reused in production systems (i.e. job ticket) 0 € 0 % 71.000 € 2 % Efficient Order Management less internal resources required per job 0 € 0 % 61.000 € 1.7 % Prepress reduction of staff due to level of automation 636.000 € 18.1 % 0 € 0 % Press reduction of 3rd shift and material savings 285.000 € 8.1 % 0 € 0 % Job Costing less effort to gather data and charge services not charged in past 175.000 € 5.0 % 7.000 € 0,2 % Total 1.096.000 € 31.2 % 139.000 € 3.9 %

  28. Printers have to adapt Differentiate Offerings Print buyers are hungry for new effects Print Buyer Level of Interest in Embellishment Options „Everybody can print 4c – but how can I differentiate myself from competitors?“ Coating Die-cutting/Window cutting Perforating Laser micro cutting Iriodin Laminating Embossing Higher grammages * Hexachrome Printing on plastic Fluorescent inks Scented inks Hot-foil stamping 1 2 3 4 5 very interesting * > 300g/m² uninteresting Source: HDM Print Buyer Study, 2005

  29. The sky is falling Local Indicators As in most countries, the printing industry in Finland is composed of numerous small companies– typical next phase is consolidation! Printing Industry in FinlandLeading 100 Printers by Revenue(2006) Source: Balance Consulting Oy, Ranking Report Printing Houses, January 2007

  30. Printers have to adapt Adapt Business Model Beyond Ink on Paper Case Example „Tomorrow?“ Paper-based interfaces to the electronic world

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