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Mindray Medical International Limited First Quarter 2008

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Page 1: Mindray Medical International Limited - IIS Windows Serverlibrary.corporate-ir.net/library/20/203/203167/items/305799/mindray... · description of risks and uncertainties associated

Mindray Medical International Limited

First Quarter 2008

Page 2: Mindray Medical International Limited - IIS Windows Serverlibrary.corporate-ir.net/library/20/203/203167/items/305799/mindray... · description of risks and uncertainties associated

1

Disclaimer

This material contains forward-looking statements with respect to the company's outlook regarding drivers, developments, and trends affecting its worldwide markets, opening of international offices, new product development and commercial launch dates, projected revenues, net income margins, earnings per share, revenue growth targets, net income growth targets, sales force and distributor targets, projections of the size of China's healthcare market, estimated government expenditures, research and development expenditure targets, the company's manufacturing development plan, and the anticipated results of its product development activities. These statements are based on information available at the time they are made and are subject to a number of risks and uncertainties. Actual results could differ materially from those anticipated by these forward-looking statements as a result of a number of factors, some of which may be beyond the company's control. Factors that affect the Company's business operations and product development, as well as a further list and description of risks and uncertainties associated with Mindray's business, are discussed in its reports filed with the Securities and Exchange Commission, including its most recent annual report on Form 20-F. Mindray disclaims any intention or obligation to update or revise any forward-looking statements, whether as a result of new information, future events or otherwise, except as required by law.

Page 3: Mindray Medical International Limited - IIS Windows Serverlibrary.corporate-ir.net/library/20/203/203167/items/305799/mindray... · description of risks and uncertainties associated

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Mission and Vision

To improve the health and well-being of the world’s people by providing thehighest quality medical equipment and services at the most competitive prices.

MISSION VISIONTo be a world-class medical equipment solutions provider by increasing accessibility to affordable quality health care while creating value for customers, employees, shareholders and society.

Page 4: Mindray Medical International Limited - IIS Windows Serverlibrary.corporate-ir.net/library/20/203/203167/items/305799/mindray... · description of risks and uncertainties associated

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Company Snapshot

Globally headquartered in Shenzhen, China with U.S. headquarters in Mahwah, New Jersey and over 4,800 employees worldwide

More than 1,200 total R&D staff in Shenzhen, Mahwah, Beijing and Seattle

The single largest sales & services platform in ChinaNationwide coverage with over 900 sales and sales support staff 1000 exclusive distributors and more than 2000 non-exclusive distributors

Established direct sales platforms in the U.S. & Western Europe57 direct sales staff in the U.S. covering 4,000 hospital customersDirect sales teams in the UK, France and Germany

Rapidly expanding international presenceWorking with over 1,600 distributorsSelling to more than 140 countries

Globally headquartered in Shenzhen, China with U.S. headquarters in Mahwah, New Jersey and over 4,800 employees worldwide

More than 1,200 total R&D staff in Shenzhen, Mahwah, Beijing and Seattle

The single largest sales & services platform in ChinaNationwide coverage with over 900 sales and sales support staff 1000 exclusive distributors and more than 2000 non-exclusive distributors

Established direct sales platforms in the U.S. & Western Europe57 direct sales staff in the U.S. covering 4,000 hospital customersDirect sales teams in the UK, France and Germany

Rapidly expanding international presenceWorking with over 1,600 distributorsSelling to more than 140 countries

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3-part Hematology

Patient Monitoring & Life Support ProductsPatient Monitoring & Life Support Products

In-Vitro Diagnostic ProductsIn-Vitro Diagnostic Products Medical Imaging SystemsMedical Imaging Systems

Time

Immunoassay

Addr

essa

ble

Mar

ket

3-Part Hematology

5-Part Hematology

Biochemistry

Addr

essa

ble

Mar

ket

B/W Ultrasound

Digital Radiography

Time

Other Imaging Products

Color UltrasoundPatient Monitoring

Devices

Anesthesia Machines

Addr

essa

ble

Mar

ket Defibrillator & Surgical

Beds and Lights

Time

30+ models currently 10+ models currently30 hematology reagents and 35 biochemistry reagents

10+ models currently

Product Roadmap

Patient Monitor Anesthesia Machine Hematology Analyzer Biochemistry Analyzer Color Portable Ultrasound Digital Radiography

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Leading Market Position in China

Strong Brand Recognition Brand loyalty enjoyed among domestic hospitals across ChinaHigh-quality products and customer support services

Extensive Sales Network1000 sales and service staff in 29 sales and sales support officesOver 1000 exclusive distributors

Competitive Price to Performance Ratio

Around 30% discount vs. international players20% premium vs. domestic players

Sales Force ManagementLow turnover rateEffective incentive scheme

Strong Brand Recognition Brand loyalty enjoyed among domestic hospitals across ChinaHigh-quality products and customer support services

Extensive Sales Network1000 sales and service staff in 29 sales and sales support officesOver 1000 exclusive distributors

Competitive Price to Performance Ratio

Around 30% discount vs. international players20% premium vs. domestic players

Sales Force ManagementLow turnover rateEffective incentive scheme

Urumchi

Shenyang

DalianBeijing

QingdaoJinan

Taiyuan

Zhengzhou

Xi’an

Lanzhou

ShanghaiNanjing

Hangzhou

Fuzhou

HefeiWuhan

NanchangChangsha

Guangzhou

Hong Kong

ShenzhenNanning

Chengdu

Chongqing

Kunming

Guiyang

Changchun

Shijiazhuang

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Other11.9%

North America

6.8%

Europe18.4%

Other Asia13.5%

China49.4%

6

Revenue Breakdown by RegionRevenue Breakdown by Region

2003 Total Revenues: RMB 460 million

(US$56 mm)

2007 Total Revenues: RMB 2,231 million

(US$306 mm)

Rapidly Expanding International Presence

Other3.1%

NorthAmerica

7.7%Europe6.7%

OtherAsia7.3%

China75.2%

2003 – 2007 CAGR2003 – 2007 CAGR

America

91.2% 73.0%44.0% 33.5% 48.4%

Other Asia EuropeOther North China Total

108.7%

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1Q08 Achievements

Delivered robust growth despite a challenging currency environmentNet revenues RMB626.0 million, an increase of 48.2% YoYNon-GAAP net income RMB199.2 million, an increase of 42.7% YoY

Accelerated domestic growth solidified No.1 market position in China40%+ YoY growth for the 4th consecutive quarter driven by both tender and distributor sales

Sustainable high growth of international business supported by acquisition49.4% growth rate (60%+ in constant dollar terms) in international markets excluding DPMAdded 440+ employees from Datascope’s patient monitoring divisionGained an established brand line, extensive sales networks and experienced engineers in U.S. & Western Europe

Expanded current product offerings to broaden market reachLaunched two new products (DC-3, EX-55/65)

Maintained a disciplined cost focus57.4% gross margin, 35.2% operating margin and 31.8% net margin

Delivered robust growth despite a challenging currency environmentNet revenues RMB626.0 million, an increase of 48.2% YoYNon-GAAP net income RMB199.2 million, an increase of 42.7% YoY

Accelerated domestic growth solidified No.1 market position in China40%+ YoY growth for the 4th consecutive quarter driven by both tender and distributor sales

Sustainable high growth of international business supported by acquisition49.4% growth rate (60%+ in constant dollar terms) in international markets excluding DPMAdded 440+ employees from Datascope’s patient monitoring divisionGained an established brand line, extensive sales networks and experienced engineers in U.S. & Western Europe

Expanded current product offerings to broaden market reachLaunched two new products (DC-3, EX-55/65)

Maintained a disciplined cost focus57.4% gross margin, 35.2% operating margin and 31.8% net margin

Note: All numbers here are non-GAAP figures which exclude impact from share-based compensation expenses and amortization of intangibles

Page 9: Mindray Medical International Limited - IIS Windows Serverlibrary.corporate-ir.net/library/20/203/203167/items/305799/mindray... · description of risks and uncertainties associated

(in millions, except EPS) 2007 2008E YoY growth (%)

Net sales RMB 2,230.9 USD 560~580

Gross margin (%) 54.9% 53%~54%

Net income2 RMB 672.0 USD 132 ~135 43~47%

Diluted EPS3 RMB 5.95 USD 1.16~1.18 42~44%

Capital expenditure RMB 350.1 USD 90~110

Share-based compensation RMB 58.4 USD 11

Acquisition-related intangible amortization expenses (net of tax impact)

USD 20

Financials -- 2008 Guidance1

1 Forecast financials as publicly provided on May 8, 2008 2 Non-GAAP net income excluding impact from share-based compensation, amortization/expense of acquired intangibles (net of tax impact)3 2008 fully diluted EPS is calculated using an estimated 114 million total shares outstanding

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9

23

35

92

13

53

30.1%

27.5%

25.6%

26.0%22.0%

20

40

60

80

100

2003 2004 2005 2006 20070%

25%

50%

75%

100%

Maximizing Shareholder Value

1.22

2.463.16

5.95

4.33

0.0

1.0

2.0

3.0

4.0

5.0

6.0

7.0

2003 2004 2005 2006 2007

EPS³EPS³Net Income1,2Net Income1,2

1 Foreign exchange rate: using the noon buying rate of the Federal Reserve of New York at the quarter/year end 2 Non-GAAP net income excluding impact from share-based compensation, amortization/expense of acquired intangibles (net of tax impact)³ Non- GAAP; 2007 using unaudited data as of December 31, 2007

(US$mm) Net Margin

CAGR = 63.1%

(RM

B)

DividendDividend

2007 2008

Dividend (US$)

0.15 0.18

CAGR = 49%

Page 11: Mindray Medical International Limited - IIS Windows Serverlibrary.corporate-ir.net/library/20/203/203167/items/305799/mindray... · description of risks and uncertainties associated

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Patents

Authorized (in China): 261

Pending (in China): 602

Authorized (outside China): 7

Pending (outside China): 117

Proven R&D Capabilities

1.6 3.0 4.87.4

13.2

19.1

29.5

57.0

10%9.6%9.8%9.8%

8.8%8.6%8.1%

6.6%

0.0

10.0

20.0

30.0

40.0

50.0

60.0

2001 2002 2003 2004 2005 2006 2007 2008E0.0%

2.0%

4.0%

6.0%

8.0%

10.0%

12.0%

R&D InvestmentR&D Investment

Note: GAAP R&D investment as percentage of sales is 8.8% in 2004, 9.6% in 2005 and 9.4% in 2006

(US$ mm) % of sales (%)

R&D Headcount R&D Headcount

PatentsPatents

Note: As of June 31, 2008

Degree Functionality

R&D StructureR&D Structure

PhD2.9%Others

6.3% Bachelor36. 0%

Master54.8%

Mechanic14.6%

System 25.9%

Others22.6%

Software22.5%

Hardware14.5%

189 207 246

200 208288

145 155

217150 149

258

188283

472

1,551

154

0

200

400

600

800

1,000

1,200

1,400

1,600

1,800

2001 2002 2003 2004 2005 2006 2007 2008E

OthersUltrasoundDiagnosticPMDR&D Team Size

700 719

1036

Over 1,000 staffOver 1,000 staff

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11

iPM Monitor(4Q 2008)

Defibrillator(4Q 2008)

BC-5300/5380 5-PartHematology Analyzer(Apr. 2008)

BS-380 Biochemistry Analyzer(4Q 2008)

DC-3 Ultrasound (Apr. 2008)

DR-50 Digital Radiography(Jun. 2008)

DR-51(4Q 2008)

2008 New Product Pipeline

Patient Monitoring & Life Support ProductsPatient Monitoring & Life Support Products

In-Vitro Diagnostic ProductsIn-Vitro Diagnostic Products Medical Imaging SystemsMedical Imaging Systems

5 new reagents(1H 2008)

Start shipping time

Expected launching time

Additional reagents (2H 2008)

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12

Post-Acquisition Integration UpdateFirst Quarter 2008

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Mindray World Map Post-acquisition

EUROPE

ASIA-PACIFIC

AFRICA

Vancouver

Mexico City

Indonesia

Amsterdam

Moscow

Istanbul

Mumbai

Seattle

Toronto

Sao Paulo

Global HQ in Shenzhen

30 Offices in China

London

FranceGermany

Mahwah

AMERICAS

Current Offices

Opening Soon

Direct sales & service areas through DatascopePatient Monitoring, a Mindray company

Headquarters

Italy

Page 15: Mindray Medical International Limited - IIS Windows Serverlibrary.corporate-ir.net/library/20/203/203167/items/305799/mindray... · description of risks and uncertainties associated

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Clear Roadmap for Successful Integration

Product Portfolio Integration

Brand Transition

Integration of R&D Platform

Integration of Supply Chain

Create Shareholder Value Through

Successful Integration

Page 16: Mindray Medical International Limited - IIS Windows Serverlibrary.corporate-ir.net/library/20/203/203167/items/305799/mindray... · description of risks and uncertainties associated

Integration Milestones

15

Outsource manufacturing to ChinaCurrent situation: Majority of components are outsourced to U.S. vendorsIntegration plan: Step one, move component outsourcing to Shenzhen. Step two, redesign components or platforms as necessary. Timetable: 18 months for DPM’s existing products. Ongoing long-term process for future products.

Outsource some R&D to ChinaCurrent situation: About half of the R&D is outsourced at a high costIntegration plan: Step one, move outsourced R&D projects to Shenzhen. Step two, optimize combined R&D resources for project pipeline.Timetable: 18 months for DPM’s existing projects. Ongoing long-term process for future projects.

Maximize cross-selling opportunitiesCurrent situation: 100% patient monitoring business on DPM sideIntegration plan: Begin to sell Mindray’s patient monitors and ultrasound products through DPM’s hospital channels Timeline: Early 2009

Outsource manufacturing to ChinaCurrent situation: Majority of components are outsourced to U.S. vendorsIntegration plan: Step one, move component outsourcing to Shenzhen. Step two, redesign components or platforms as necessary. Timetable: 18 months for DPM’s existing products. Ongoing long-term process for future products.

Outsource some R&D to ChinaCurrent situation: About half of the R&D is outsourced at a high costIntegration plan: Step one, move outsourced R&D projects to Shenzhen. Step two, optimize combined R&D resources for project pipeline.Timetable: 18 months for DPM’s existing projects. Ongoing long-term process for future projects.

Maximize cross-selling opportunitiesCurrent situation: 100% patient monitoring business on DPM sideIntegration plan: Begin to sell Mindray’s patient monitors and ultrasound products through DPM’s hospital channels Timeline: Early 2009

Page 17: Mindray Medical International Limited - IIS Windows Serverlibrary.corporate-ir.net/library/20/203/203167/items/305799/mindray... · description of risks and uncertainties associated

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More than the Sum of its Parts

DPM’s direct sales and service team in U.S. & Europe

Mindray’s efficient component sourcing and China-based R&D

Enhanced ability to tailor / add functionality to DPM products, better and faster response to customer needs

Cross-selling opportunities, better distribution for Mindray’s high price-to-performance products

Page 18: Mindray Medical International Limited - IIS Windows Serverlibrary.corporate-ir.net/library/20/203/203167/items/305799/mindray... · description of risks and uncertainties associated

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Summary

Mindray’s mission to provide high-quality medical devices at competitive prices has proven effective in delivering high growth in both developed and developing markets.

Pragmatic positioning in each market and segment optimizes earnings by striking a balance between profit and market share.

World-class R&D capabilities and operational efficiency ensures quality consistency, pricing competitiveness and abundant cash flow.

Diversified product portfolio and geographic distribution reduces earnings fluctuations and maximizes exposure to growth opportunities across segments and geographies.

Acquisition of Datascope’s patient monitoring division adds highly complementary assets to Mindray, including a recognized global brand and direct sales & service infrastructure in the U.S. and Europe.

Page 19: Mindray Medical International Limited - IIS Windows Serverlibrary.corporate-ir.net/library/20/203/203167/items/305799/mindray... · description of risks and uncertainties associated

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Thank you!

Q&A

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Others15.7%

Teknova3.9%

Emperor5.2%

Aloka8.5%

Hitachie1.5%

SIUI5.8%

Landwind4.2%

Sonoscape1.6%

Toshiba2.7%

Siemens7.1%

Medison2.5%

Mindray27.8%

Sysmex14.4%

Maxco1.3%

Others4.4%

Bayer2.4%

Procan2.2%

BLT5.5%

Perlong3.1%

Tecom11.4%

NK3.9%

Beckman2.2%

ABX2.4%

Biote3.7%

Mindray43.1%

Mindray27.1%

Olympus11.2%Beckman

5.4%

Toshiba7.6%

Glamour3.5%

Neusoft2.4%

Sinnowa5.6%

荷兰威图4%

BT2.0%

Sysmex4.2%

Others8.9%

AMS2.9%

Hitachi15.6%

Leading Market Positions in China

Spacelabs2.1%

Drager3.8%

BLT1.6%

Others13.3%Goldway

3.3%

GE13.5%

NK3.5%

Philips18.4%

Mindray40.4%

RMB 1,025mm

RMB 457mm

Patient Monitoring DevicesPatient Monitoring Devices

3-Part Hematology Analyzer3-Part Hematology Analyzer

200~400 T/H Biochemistry Analyzer200~400 T/H Biochemistry Analyzer

RMB 590mm

Source: 2007 Frost & Sullivan Report

RMB: 702mm

B/W UltrasoundB/W Ultrasound

GE13.50%

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GE29.8%

Others4.8%Tearson

0.7%

SonoSite0.4%

Esaote3.5%SIUI

0.3%

SonoScape1.7%

Toshiba5.3%

Hitachi3.1%

Aloka6.7%

Medison5.0%

Philips18.3%

Mindray4.8%

Bayer4.0%

NK8.9%

Sysmex33.8%

Others4.6%

Beckman18.2%ABX

7.9%

Abbott8.6%

Mindray13.9%

New Growth Areas in China

Drager24.2%

英国百斯0.9%

Zhongyuan14.5%

Others2.6%

Yi'an4.3%

Kaitai3.4%

长峰8.9%

Kontron2.5%

GE(欧美达)29.2%

Penlon2.1%

Mindray4.0%

RMB 307mm

5-Part Hematology Analyzer5-Part Hematology Analyzer

Source: 2007 Frost & Sullivan Report

RMB 2,562mm

Color UltrasoundColor Ultrasound

RMB 654mm

Anesthesia MachineAnesthesia Machine Biochemistry AnalyzerBiochemistry AnalyzerHitachi16.5%

Others10.1%AMS

1.6%Caihong

2.5%Rayto1.5%

长春光机1.3%

Vital Scientific2.4%

Neusoft1.8%

Bayer1.5%

Sysmex2.1%Roche

5.8%

Sinnowa4.1%

BT1.0%

Glamour3.8%

Abbott2.0%

Toshiba6.5%

Beckman9.7%

Olympus12.1%

Mindray14.8%

RMB 1,182mm

Siemens

15.50%

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Financials – 1Q08 Results Highlights

(in millions) 1Q08RMB US$

1Q07RMB US$

CY2007RMB US$ YoY (in RMB terms)

Net Revenues 626.0 89.3 422.4 54.7 2,230.9 305.8 48.2%

Gross Profit¹Non-GAAP GP

353.9359.4

50.551.3

237.1242.2

30.731.4

1,224.51,245.3

167.9170.7

49.3%48.4%

Operating Income¹Non-GAAP OI

199.8220.5

28.531.4

124.6142.6

16.118.5

606.6683.8

83.293.7

60.3%54.6%

Net Income¹Non-GAAP NI

179.4199.2

25.628.4

122.4139.6

15.818.1

591.6672.0

81.192.1

46.6%42.7%

Cash and Cash Equivalents

1,487 212 1,479 191 1,379 189

Account Receivables 234 33 99 13 210 29Inventories 202 29 171 22 181 25Total Liabilities 700 100 511 66 505 69Total Shareholder’s Equity

2,768 395 2,198 284 2,728 374

A/R Days 32 22 26

Inventory Days 64 72 55

A/P Days 68 75 591 GAAP figures including impact from share-based compensation expenses and amortization of intangibles

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Working Capital Management

26

2119

17

0

5

10

15

20

25

30

2004 2005 2006 2007

Accounts Receivable

5560

71

87

0

10

20

30

40

50

60

70

80

90

100

2004 2005 2006 2007

Inventory Days

59

3835

27

0

10

20

30

40

50

60

70

2004 2005 2006 2007

Accounts Payable

166

363

545

663

0

100

200

300

400

500

600

700

2004 2005 2006 2007

Operating Cash Flow

(Day

s)

(Day

s)(D

ays)

(RM

B M

illio

ns)

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DPM Transaction Overview

Assets Included:

Patient Monitoring business (“DPM”) Mahwah manufacturing facility Trademarks Global Technology Services business associated with Patient Monitoring business Direct sales force Intellectual property Netherlands warehouse facility

Purchase Consideration1,2: $209 million (as adjusted for working capital)

Timing: Deal closed in May 2008

Financing: Financed by cash on balance sheet and debt

Non-GAAP EPS Impact: Expected to be accretive in 09

Mindray is pleased to announce the execution of a definitive agreement with Datascopeto acquire its patient monitoring business, to be integrated into the global strategy of Mindray

Note:1 Based on reported CY07 revenue for patient monitoring business of $161.3mm2 All account receivables will be retained by Datascope

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Broadens Mindray international presence and significantly increases US operational footprintIncreases MR total 07 revenue base by an estimated 53%

Mindray expects to achieve approximately $30mm of run-rate synergies (annual) in the areas of manufacturing, SG&A and R&D within 3 years from closing

The Mindray/DPM combination will bring together two leading brands in patient monitoringUse of the Datascope brand through 2015

Significant Operating Synergies

Significant opportunity to improve gross margins on DPM stand-alone monitorsEnhanced product offerings with access to China-based R&D capabilities

Manufacturing and R&D Outsourcing

Savings

Global Footprint

Strong Brand

Provides immediate direct sales and service capabilities in US Enhances R&D capabilities for the combined entityCreates cross-selling opportunities for MR’s product lines

US Infrastructure & Direct Distribution

Transaction Highlights

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DPM Direct Service Network in U.S.

A strong field presence with a solid reputation

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Long standing contractual relationships with all major GPO’s

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Leading positions in U.S.

DPM has built a strong business in specific sub-segments of US Patient Monitoring Market¹:

> 50% share in Ambulatory Surgery Centers

10-15% in Hospital Anesthesia Market

~ 20% in Vital Signs Monitoring

Note: 1 Millennium Research report

27