ATLAS COPCO COMPRESSOR TECHNIQUE...AGENDA Compressor Technique Atlas Copco Capital Markets Day 2015...

ATLAS COPCO

COMPRESSOR TECHNIQUE

Capital Markets Day – Focus on Service

November 17, 2015

Nico Delvaux, Business Area President

AGENDA

Compressor Technique

Atlas Copco Capital Markets Day 2015

2

1. Facts in Brief

2. Vacuum Solutions

- Status update

3. Innovation

4. Service

5. Summary

FACTS IN BRIEF



3



Global leader

providing innovative

compressed air,

air and gas

treatment and

vacuum solutions for

sustainable

productivity

Profitable growth

with asset light and

agile organization


4




5

Medical gas solutions & air treatment

Compressors &vacuum pumps

Textile

Medical

Wood & paper Food & beverages

Electronics Chemical /petrochemical …and more

Assembly


In Brief

Leverage investments in presence and innovation

Grow market share and customer share

Grow the vacuum solutions business

Strengthen service platform and extend service offer

Support organic growth with more acquisitions

Q3 2015

Growth in service

Weak order intake for equipment

Record revenues and operating profit

– Operating margin at 22.8% (22.1)

Orders, revenues and operating margin

0%

5%

10%

15%

20%

25%

30%

0

2 500

5 000

7 500

10 000

12 500

15 000

Q12013

Q22013

Q32013

Q42013

Q12014

Q22014

Q32014

Q42014

Q12015

Q22015

Q32015

Orders received, MSEK Revenues, MSEK

Operating margin, % Adjusted operating margin, %



6

ROCE

38%

ORDERS RECEIVED - LOCAL CURRENCY



7


100 -3 -6

22 -12 -21

5 +2 +4

29 -1 +2

7 -1 -31

35 0 +2

1 +22 +11September 2015

A Share of orders received, year-to-date, %

B Year-to-date vs. previous year, %

C Last 3 months vs. previous year, %

VACUUM SOLUTIONS

Status update



8

Rough

$0.7bn

Process

$0.9bn

Industrial

$1.1bn

Semiconductor

$2.0bn

Thin Film

$0.8bn

Instr’

$0.4bn

R&D

$0.4bn

>1 >10-2 10-2 -10-6 1 -10-6 10-3 -10-6 10-3 -10-10 10-3-10-10

VACUUM SOLUTIONS



9

Packaging

(excl. food)

Medical

Central vacuum

Printing &

paper handling

Pick-up &

Conveying

Fine chemicals

Petrochemicals

Pharmaceuticals

Plastics

Food

Beverage

Textile

Paper

Ceramics

Freeze drying

Power

Metal degassing

Automotive

Others

Vacuum

metallurgy

Vacuum

heat technology

Laser technology

Electron tubes

TV tubes

Lamps, bulbs

Industr. leak

detection

TFT-LCD display

MEMS

Crystal growth

Silicon semiconductors

Compound semiconductors

Glass / web /

optical coating

Solar

Data storage

Surface coatings

Display coatings

Mass

spectrometer

Electron

microscope

Metrology

Surface

analysis

Gas analysis

X-ray analysis

MRI & NMR

Sample

preparation

Universities

Other

scientific

research

Space

simulation

National and

government

labs

100

20

0

80

60

40

Sub-S

ecto

r (%

)

Typical operating pressure (mbar)

Sector:

Value:

Total

$6.3bn

Leak

detection

VACUUM SOLUTIONS

Synergies identified Achievements



10

Update

Sales and service synergies between vacuum

and compressed air

– Leverage customer relationships of Atlas Copco

and Edwards to supply more compressors and

vacuum systems

– Leverage Atlas Copco’s geographical footprint with

Edwards product offering

Cross-breeding of similar technologies

Cost and efficiency synergies

Grow service offering

Innovation – new products

Strengthened position in semiconductor

Investments in capacity close to customer

Investments in Atlas Copco’s market

organization

Growth in utility vacuum

Strengthened position in industrial vacuum

Accelerated service growth

INNOVATION



11

THE STRATEGIC PILLARS FOR PROFITABLE GROWTH


PeoplePresence Innovation ServiceOperational

excellence


12

LIFE CYCLE COST COMPRESSOR / VACUUM INSTALLATION



13

Energy cost

Maintenance cost

Investment cost

NEW GA45-75VSD+

Extension of break-trough concept

Industry-leading performance

– Specific Energy Requirement: -50%

– Free Air Delivery: +5%

Very low noise level: 67 d(B)A

Compact and smart design

– Easy service

– Footprint: - 50%



14

GHS VSD+ VACUUM PUMPS

Atlas Copco state of the art oil injected screw elements

– Breakthrough efficient variable speed drive vacuum pumps

Superior alternative to the traditional oil injected vane

pumps:

– Reduction in energy consumption – on average 50%

– Silent technology, best in class noise levels

– Clean operation: insignificant oil emissions

– Compact all-in-one package with advanced controls

Game changer in the utility vacuum segment

Patented designs

Extension to higher capacities



15

SERVICE



16

GLOBAL SERVICE SUPPORT – 24 HOUR OPERATIONS

Pro-active support anywhere at anytime

Energy management & air optimization

Superior solutions to reduce operational

cost and increase up-time

Committed, trained and experienced people

Close, long-term customer relationships

More than 8 600 people in service

“A complete lifecycle offering”



17

COMPRESSOR TECHNIQUE SERVICE

Service revenues Organic growth



18

0

2

4

6

8

10

12

2011 2012 2013 2014 2015 YTD

Growth % - Service organic

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

0

2 000

4 000

6 000

8 000

10 000

12 000

14 000

16 000

18 000

20 000

2010 2011 2012 2013 2014 Sept. 2015

Service revenues, MSEK Service, share of revenues, %

MAINTENANCE ACTIVITY LIST GA7-37VSD+

A visit B visit – covers A visit activities D visit – covers B visit activities

Overhaul / change drivetrain

Change air filter

Check temperatures & pressures Check cooler condition

Change cubicle filter mats

Change drain

Change oil separator

Change oil filter

Change oil drain

Change MPV

Change thermostatic valve

Oil drain + change

Change cubicle filter mats



19

SERVICE EXCELLENCE

Correct Service at the Right Time in an Efficient wayCompressor Technique


20

Logistic centers across the world

Voice picking for quality control

Overnight delivery in Service Van

Direct Delivery to customers worldwide

LOGISTICS

Night DeliveryVoice Picking

Direct Delivery

All Service Job information communicated to technician on mobile devices

Connected Navigation for travel optimization

Breakdown jobs communicated through connected navigation

Service job includes activity list and required parts

Complete Service Job reporting, Customer signature, Visit Report once the Service

Job is finished

SERVICE ACTIVITY

BreakdownForward PlanningService JobAllocation

ConnectedNavigation

Service JobExecution

Service JobReporting

PLANNING

Forward Planning for Service Plan

Urgent response to Breakdown

Technician allocation based on competence and travel optimization

BreakdownForward Planning

STRATEGY FOR GROWTH

100%

1 TO 1 RATIO 100%

CU

ST

OM

ER

SH

AR

E Climbing the Service

Ladder

2

PopulationManagement 1



21

FROM INFORMATION TO ACTIONS


22

Traffic light concept

Traffic lights

Units under direct service

in the last 12 months

Total units available

for direct service

1 to 1 =

Every unit requires at least one service

intervention per year – every machine should

get a minimum of one quote per year

1 to 1 ratio

Not serviced during

the last 12 months

Chargeable service

during the last 12 months

Serviced under contract


MAXIMUM EQUIPMENT AVAILABILITY

AT MINIMUM TOTAL OPERATING COST



23

Hig

hL

ow

High LowLIFE CYCLE COST

MA

CH

INE

AV

AIL

AB

ILIT

Y

SPARE PARTS

AD-HOC

FIXED PRICE

SERVICE PLANS

CONNECTIVITY& OPTIMIZATION

PERIODIC INSPECTION

PARTS FOR MAINTENANCE

MAINTENANCE LABOR

WARRANTY OVERHAUL ECB

INSPECTION PLAN

PARTS PLAN

MAINTENANCE PLAN

EXTENDED WARRANTY+

TOTAL RESPONSIBILITY

SERVICE PLAN - SCOPE OF SUPPLY



24

MAINTENANCE-RELATED COSTS – EXAMPLE



25

Main

tenance b

y c

usto

mer

Fix

ed p

rice

Pre

ventive M

ain

tenance P

lan

Tota

l R

esponsib

ility

Pla

n

0

50 000

100 000

150 000

200 000

250 000

300 000

350 000

400 000

MBC FP PM TR

Customer labor

Parts supply

Product price

THE VERY FIRST CONFUSING CUSTOMER PICTURE




26

0

50 000

100 000

150 000

200 000

250 000

300 000

350 000

400 000

MBC FP PM TR

Customer labor

Parts supply

Product price

IS IT AN APPLES-TO-APPLES COMPARISON?

Production loss

Repair risk

Overhauls

Extra energy

Management

Execution

Parts supply

Product price




27

0

50 000

100 000

150 000

200 000

250 000

300 000

350 000

400 000

MBC FP PM TR

CONNECTIVITY: SMARTLINK


Service on time

SMS/E-mail warnings

Energy consumptionanalysis

Customer Benefits Product Development

Running conditions and machine behavior identifies areas for product improvement

Operational Efficiency

Service visits planned on actual running hours

Pro-active service response towards customers

Maximum Productivity

Minimum Operating Cost


28

SUMMARY



29

SUMMARY

Leverage investments in presence and innovation

Grow market share and customer share

Grow the vacuum solutions business

Strengthen the service platform and extend the

service offer

Support organic growth with acquisitions

The organization is strong and “fit for more”



30


COMMITTED TO

SUSTAINABLE PRODUCTIVITY.



31

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