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Erfolge im Einkauf messen, darstellen und publik machen Jahreskongress 2015 Einkauf & Supply Management
Bernhard Goliasch, Head Group Raw Material Supply
RHI AG A World Leader in Refractories Technology
Refractories Indispensable for industrial high-temperature processes
Ceramic refractory products are used in all high-
temperature industrial processes (>1,200°C) since they
protect the production units/furnaces against thermal
(and also mechanical and chemical) stress
Base materials are Magnesite and Dolomite
(melting point of fused magnesia above 2,800°C)
RHI is a vertically integrated global provider of high-grade refractory products, systems and services,
which are indispensable for industrial high-temperature processes exceeding 1,200°C
Steel production
Cement /
lime production
Glass production
Bricks Mixes Linings
Magnesite Dolomite
Nonferrous metals
production
Refractory products High temperature
production processes
3
RHI at one glance
Focus on production, sale and installation of high-grade
refractory products
Revenues of € 1,721 mio. and EBIT of € 109 mio. in 2014
32 production sites and more than 70 sales and service
sites, roughly 8,000 employees
Global partner for over 10,000 customers in more than 180
countries
Technology leadership with close to market R&D facilities
and tailor-made products
Steel Cement Glass Nonferrous
4
Key facts Selected key customers
Sales
Production
Headquarters
Technology Center
Mines and
raw material production
5
Market leader through global presence and comprehensive portfolio with broad customer base
Customer Industries Revenues by industry
Global Market Coverage Revenues by region
Steel 63%
Division Steel
RHI Group
Division Industrial
USA & Canada
Western Europe
Australia & Japan
43% Developed
Economies
South America &
Mexico
Asia
Middle East &
Africa
57% Emerging
Markets
CIS
Eastern Europe
Industrial 35%
Raw Materials 3%
Steel 64% NFM 9%
Glas 7%
UEC 5% UEC 5%
30%
13%
1%
5% 8%
12%
13%
18%
Cement 12%
Glass 7%
EEC 5%
28%
14%
1%
5% 7%
13%
13%
19%
21%
15%
2% 5% 7%
15%
14%
21%
Comprehensive offering of products, services and solutions
Investment goods
Longer replacement cycles
Customized solutions based on
the specific requirements of
various industrial production
processes
Complete lining concepts
including refractory engineering
Wide areas of application
Project driven demand cycles
Cement /
Lime annually Kilns
Glass up to 10 years Glass furnace
Nonferrous
Metals 1 – 10 years
Copper-
converter
Energy /
Environment /
Chemicals
5 – 10 years Secondary
reformer
Steel
Basic oxygen-,
electric arc furnace,
casting ladles
20 minutes to
2 months
~12%
~8%
~11%
~4%
~63%
Consumable product Systems and solutions for
complete refractory management
Demand correlated to steel output
Key industries Applications Replacement Revenue Refractory characteristics
6
Slide gates
Different kind of refractory products
Refractory Linings
Bricks Mixes Linings
Flow Control & Functional Products
Selected Raw Materials
Nozzles Shrouds Purge plugs
Magnesite ore
Fused magnesia
Dead-burned magnesia
7
Refractories production process (schematic)
8
Strategic mining and raw material production assets
9
Porsgrunn/NOR (Magnesia)
Drogheda/IRL (Magnesia)
Hochfilzen/AT (Magnesite)
Breitenau/AT (Magnesite)
Marone/IT (Dolomite)
Radenthein/AT (Magnesite)
Eskisehir/TR (Magnesite)
Dashiqiao/CN (Magnesite)
Strategy Focus
Profitable growth
Participate in the further catching-up process of the
emerging countries;
revenue contribution emerging markets: 57% => 70%
Strengthening #2 position in the flow control segment:
sales: 290 => >400 million €
Margin over volume
Raw material integration
Magnesia based raw materials only
Maintain 80% self sufficiency level also at turnover level
of 3bn € (still having an eye on market developments)
NOT become a trader of raw materials (but opportunistic
selling of raw materials to support mine and plant
utilization)
Innovation
Development of solutions that are tailored to customer
trends
4 strategic research areas: substitution of raw materials,
energy efficiency, functional products and recycling
New recipes and brand concept based on European
raw materials
Business Excellence
Optimize plant structure (adjust production capacities
and shift closer to customers) to ensure optimal
utilization of plants worldwide (EU: lower growth)
Adapt business processes continuously to better serve
customers and optimize costs
Lower growth of selling and administration costs
compared to revenue growth
10
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Results 2014
in € Mio. 2014 2013 Change in %
Revenue 1.721,2 1,754.7 (1.9)%
EBITDA 199.4 260.7* (23.5)%
EBITDA margin 11.6% 14.9% (3.3)%
EBIT 109.3 111.1 (1.6)%
EBIT margin 6.4% 6.3% 0.1pp
Profit before income tax 84.8 89.3 (5.0)%
Profit 52.5 63.4 (17.2)%
Dividend per share (in €) 0.75 0.75 -
Employees as of 12/31 8,016 8,121 (1.3)pp
* 2013 adjusted for income from the reversal of investment grants recognized as liabilities
RHI share price & shareholder structure
Corporate calendar
Information on RHI share
12
< 65% Free float
> 25% MS Privatstiftung, Austria
> 5 % Chestnut Beteiligungsgesellschaft mbH*,
Germany
> 5 % Silver Beteiligungsgesellschaft mbH*,
Germany
Shareholder structure
Result 2014: March 27, 2015
Number of shares issued: 39,819,039
ISIN: AT000676903
Dividend per share: € 0,75
* Joint voting rights
RHI share performance
Established brands
The RHI brand comprises a series of successfully established trade marks:
13
RHI history
Veitsch-Radex
1830 – 1900 1900 – 2000 2000 – today
14
2013: Acquisition of
69.6% stake in
ORL/IN
In 1881 Carl Spaeter discovered a magnesite
deposit in Veitsch (Austria) and founded Veitscher
Magnesitwerke Actien-Gesellschaft in 1899.
In 1908 Emil Winter acquired the mining rights for a
magnesite deposit at Millstätter Alpe (Austria) and founded
the “Austro-American Magnesite Company“ (later Radex
Austria).
In 1834 Friedrich Ferdinand Didier founded
the factory Chamottefabrik F. Didier in
Podejuch near Stettin, then Prussia. Didier
thus became one of the first producers
of refractory bricks in Germany.
1993: Merger Veitsch-Radex
AG, today Veitsch-Radex
GmbH & Co OG is a 100%
subsidiary of RHI AG
2001: Deconsolidation
of GIT/Harbison-Walker,
NARCO
2006: Heraklith
sold
Since 1998: RHI AG,
previously Radex-Heraklith
Industriebeteiligungs AG
1995 RHI acquired a
majority holding in
Didier-Werke AG
1966: Acquisition
STOPINC
1989: Acquisition
NARCO
1993: Acquisition
REFEL
1993 RHI acquired a majority holding
of Dolomite Franchi.
1999: Takeover of
GIT/Harbison-Walker
2011: Acquisition
ZAO Podolsk/RU
Premier Periclase Ltd./IRL
SMA AS/NOR
2010: 100% acquisition of
Didier-Werke AG
2012: 100% acquisition
of Stopinc AG/CH
Founded in 1919 by Attilio Franchi.
2007: Integration
Monofrax
15
RHI Purchasing Volume 2014 total: 955.036.309 Euro
-Volume: based on purchase orders from SAP Legal Entities;
-Travelmanagement: projection (basis Europe)
Raw Material 419.988.309
43,98%
Packaging 23.107.277
2,42%
Energy 135.547.284
14,19%
Supplies 39.791.664
4,17%
Freight Inbound 38.555.484
4,04%
Freight Outbound 99.614.747
10,43%
Investment 61.726.833
6,46%
Resale 56.308.326
5,90%
Services 72.697.357
7,61% Travel Management
7.699.028 0,81%
Purchasing Volume 2014
955.036.309 Euro
16
SCM Raw Materials - tasks
The global economic cycles are getting shorter and worldwide availability of raw-
materials is more and more tight. This demands full-scale and dynamic Planning and
Scheduling of the main expanses for RHI – the raw-materials.
Logistics &
Inventory Mgmt.
Raw Mat. OML
Raw Materials Supply
OM
Purchasing Raw-
Materials
OMP
Plant Cluster Raw
Materials
OMR
Sales Raw-
Materials
OMS
• Demand Planning
• Dissolution/Explosition
• Raw Material Planning
• Disposition
• Inventory-Mgt.
• FC Inv. & Demands-
Inventory-Mgmt.
• Purchasing
• Supplier Development
• Purchasing Strategies
• Actions Primary R.
• FC MPV
• …
• Breitenau, Hochfilzen,
Eskisehir, Erzurum *‘),
Dashiquao, Drogheda,,
Porsgrunn,
MCC Raw Materials
Raw Material Qualität
Technics Raw Materials
• Sales Raw Materials
• FC Sales VE12
• …
Secondary Raw
Materials
OMM
B. Goliasch
• Global Purchasing of
SEK RM
• Securing the demands
for SEK RM
• Supplier Development
•Strategies / Projects
concerning use and
processing of SEK RM
•Inventory Mgmt.
17 B. Goliasch
Raw Material Explosion Captive Production – Budget 2014 (incl. ext. Sales)
18
Material Price Variance
19
Was messen wir?
• Einsparungen, Einsparungen,…
• Abweichungen zum Budget (Materialpreis, Energiepreis,…..)
• Anliefergenauigkeit der Rohstofflieferanten
• Qualität, Reklamationsreport
• Auslastung in Rohstoffwerken
• Forecast Genauigkeit
• Lagerstände Rohstoffe zentral, Werke
• Rezeptabweichungen (Material lt. Budget vs. ACTUAL eingesetztes
Material)
20
Wie messen wir?
• Schlüssel zum Erfolg: Group Controlling
• SAP Extract -> Visualisierung in Excel, PPT
• Monatlich, quartalsweise abhängig vom Report
• Schlüssel zum Erfolg: Messen ohne Aktion und Nachverfolgung nützt
nichts
• Detail Reporting muss mit Group Reporting übereinstimmen
• „glaube keine Statistik, die du nicht selbst gemacht hast“ – stimmt nicht!!
21
Einkaufserfolge intern kommunizieren
22
Danke für Ihre Aufmerksamkeit!
www.rhi-ag.com
Important notice:
These materials contain forward-looking statements based on the currently held beliefs and assumptions of the management of RHI AG
(“RHI”), which are expressed in good faith and, in their opinion, reasonable. Theses statements may be identified by words such as
“expectation” or “target” and similar expressions, or by their context. Forward-looking statements involve known and unknown risks,
uncertainties and other factors, which may cause the actual results, financial condition, performance, or achievements of RHI to differ materially
from the results, financial condition, performance or achievements express or implied by such forward-looking statements. Given these risks,
uncertainties and other factors, recipients of this document are cautioned not to place undue reliance on these forward-looking statements. RHI
disclaims any obligation to update these forward-looking statements to reflect future events or developments. All personal identifications are
valid for both sexes.
RHI AG, Group Raw Material Supply
Bernhard Goliasch
Wienerbergstraße 9, 1100 Vienna, Austria
Tel: +43(0) 50213-5404, E-Mail: [email protected]
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