terminals – elements for growth in place – elements for growth in place ... port container...

Terminals – Elements for growth in place

Unto Ahtola, EVP Terminals (as of 1 January 2012)

Cargotec Capital Markets Day 2011, Helsinki

Port container terminals

17 Nov 2011 3

Source: Drewry 2011; Bain analysis

Rethinking the market

Customer performance

Cost per move In-depth knowledge of customers’ business,

operational excellence

Fleet performance

Cost per hour Life-cycle cost,

maintenance excellence Product fit

Cost per item

Product-application knowledge

4 17 Nov 2011

The new Terminals business area • Our customers

Sea and river ports, container depots, intermodal terminals and other diverse customers

• Our mission is to improve the efficiency of cargo flows

• Our strategy is to help our customers’ business run better

17 Nov 2011 5

The most comprehensive offerings in the industry

17 Nov 2011 6

Equipment Complete set of equipment

for terminal processes

Systems & Automation Terminal operating systems

Automated equipment Automated terminals

Packaging & integration & operationalisation

Services Global service network

Rebuilding and refurbishing Service contracting

Terminal development

Industrial & Terminal sales and operating margin - growth and margin improvement potential for Terminals

6.7 7.9

5.9

2.5 1.2

-1.5 -2.2

-0.6

-2.3

2.0

4.2 4.4 4.3 4.5 4.5

-4

-2

0

2

4

6

8

10

0

200

400

600

800

Q1/08 Q2/08 Q3/08 Q4/08 Q1/09 Q2/09 Q3/09 Q4/09 Q1/10 Q2/10 Q3/10 Q4/10 Q1/11 Q2/11 Q3/11

Sales EBIT %

7

EBIT% Q1/08–Q4/10 excluding restructuring costs

MEUR %

17 Nov 2011

Research, Technology

and Engineering

Customer driven way of thinking

Product Areas

Global Sales

and Service

Projects and

Offerings

CU

STO

ME

R

Customer focus

18.11.2011 8

TEC

HN

OLO

GY

Navis acquisition boosts terminal development innovation • Adding Navis to portfolio enables

us to offer complete solutions for terminal customers and enlarge the accessible market

9 17 Nov 2011

Establishing competence centres in Singapore and Tampere bring more customer focus on R&D

10 17 Nov 2011

Tampere Technology and Competence Centre Focus on technology

Singapore Competence Centre Focus on customers and terminal processes

Repositioning in the heavy cranes market • With the planned joint venture

with Rainbow Heavy Industries our target is to achieve a leading position in heavy cranes

• The aim is to • Further strengthening our presence

in China • Create growth globally • Improve production capacity and

cost efficiency

11 17 Nov 2011

Winning with products

12

Bolivariana de Puertos, S.A., Venezuela

Indonesia

17 Nov 2011

Winning with projects

13

London Gateway TraPac Inc, Los Angeles, USA

17 Nov 2011

Winning with services

14

GMP Le Havre, France Northport (Malaysia) Bhd

17 Nov 2011

Focus areas for Terminals • Offering development, including

equipment, systems & automation and services

• Project sales and delivery capabilities

• Sales management capabilities

• Cost efficiency

15 17 Nov 2011

16 17 Nov 2011

Pure and simple box thinking – how to move containers evermore effectively!

Box thinking