Slide 1: ESI Technologies
ESI Technologies Morgan O’Brien & Senior Vice President Flow Technology BA Flow Technology
Slide 2: ESI − More than equipment suppliers…solution providers
ESI − “More than equipment suppliers …solution providers” Valve & Pump Actuation Safety Division Division Division Control Aseptic & Design & Build Valve High Purity Vaccum systems Division Division Skid Design Filtration Instrumentation & Division Division Build Division
Slide 3: The ESI Technologies Sales Journey
The ESI Technologies Sales Journey Total Sales units Euro 000s 35 000 30 000 25 000 Quote To WIN 20 000 Implemented By Sales Team MBO 15 000 1992 Morgan 10 000 Joined Sales 650k 5 000 0 96/97 97/98 98/99 99/00 00/01 01/02 02/03 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 20
Slide 4: Quote Smart / Quote To Win
Quote Smart / Quote To Win ▪ Born out of the 2008 / 2009 recession ‒ Conversion Ratio ‒ Prioritise ‒ Follow Up In Advance ‒ Quote to Win ‒ Fight for every % ‒ Black Holes ▪ Winning habits formed /Became “Fit for Fight” ▪ In 3 years T/O was back to pre recession levels ▪ Continued & refined Quote Sma
Slide 5: The ESI Technologies Sales Journey
The ESI Technologies Sales Journey Total Sales units Euro 000s 35 000 30 000 Acquired by Indutrade 25 000 20 000 15 000 10 000 5 000 0 96/97 97/98 98/99 99/00 00/01 01/02 02/03 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 Year on Year Growth 5
Slide 6: 2010 – First visit from Peter Eriksson Indutrade…
2010 – First visit from Peter Eriksson Indutrade… Already had experience of 2 previous approaches from Large Multi Nationals Growth Objectives-oriented The Indutrade model management ‒ too good to be true” Decentralised organisation Acquire Develop Entrepreneurship 6
Slide 7: ESI or ITG Adapted the Indutrade strategy of growth via acquisition
ESI or ITG Adapted the Indutrade strategy of growth via acquisition Total Sales units Euro 000s 80 000 70 000 Strategy of Growth 60 000 Via Acquisitions 50 000 40 000 30 000 20 000 10 000 0 96/97 97/98 98/99 99/00 00/01 01/02 02/03 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 201
Slide 8: While continuing to grow organically we acquired
While continuing to grow organically we acquired From 2013 to 2017 we had grown organically by 44% and via acquisition by 139% as we added 8
Slide 9: BA Flow Technology – Succession
BA Flow Technology – Succession R12M 2018 Q3 Net sales EBITA margin 21% of Indutrade’s total net sales 3,371 MSEK 11.2% 9
Slide 10: BA Flow Group structure
BA Flow Group structure BA Flow ▪ > 30 companies in total Morgan O`Brien in the business area ▪ Business Area Financial Controller – Magnus Gustavsson Jan- Erik Larsson Daniel Börjesson Per-Olow Jansson Thony Lundell Peter Fredriksson Declan Field Peter Eriksson / Morgan Joachim Samuelsson (14 years
Slide 11: Summary – key message
Summary – key message ▪ Planned succession completed ▪ Organisation in place for future growth ‒ Growth through Acquisitions ‒ Each MD hunting for acquisitions & open to Stand alone & smaller add-on opportunities/acquisitions 11
Slide 12: Summary – key message
Summary – key message ▪ Organic growth ‒ Quote Smart / Fight For Every % tool box ▪ Working with our people to be the best they can be ‒ Challenge / Best Practice / Copy with Pride ▪ Networking across Indutrade ‒ China Cluster ‒ Pump Cluster ‒ Power Of Procurement BA Flow a Wining Team We will deliv
Slide 13: Indutrade
IIT indutrade