second quarter 2018 investor presentation · growing market ecolab’s share in 2017: $14 billion...
TRANSCRIPT
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Second Quarter 2018
Investor Presentation
For additional information contact:
Michael J. Monahan
Senior Vice President External Relations
Telephone: 651-250-2809
Andy Hedberg
Director Investor Relations
Telephone: 651.250-2185
Ecolab Inc.
1 Ecolab Place
St. Paul, MN 55102
www.ecolab.com
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CAUTIONARY STATEMENT
Forward-Looking Information This communication contains forward looking statements as that term is defined in the Private
Securities Litigation Reform Act of 1995. These forward-looking statements include, but are not limited to, statements regarding our
future financial and business performance and prospects, including sales, operating income and return on invested capital growth,
margins, impact of oil prices, macro trends and long-term potential of our business, new business, innovation, targeted credit rating
metrics, dividends, and share repurchase and acquisition activity. These statements are based on the current expectations of
management of the Company. There are a number of risks and uncertainties that could cause actual results to differ materially from
the forward-looking statements. These risks and uncertainties are set forth in our most recent Form 10-K, Form 10-Q and other public
filings with the Securities and Exchange Commission (the “SEC”) and include the vitality of the markets we serve, including the
markets served by our Global Energy segment; the impact of worldwide economic factors such as the worldwide economy, credit
markets, interest rates and foreign currency risk; exposure to economic, political and legal risks related to our international operations;
the costs and effects of complying with laws and regulations relating to our operations; the occurrence of litigation or claims; and other
uncertainties or risks reported from time to time in our reports to the SEC. In light of these risks, uncertainties and factors, the forward-
looking events discussed in this communication may not occur. We caution that undue reliance should not be placed on forward-
looking statements, which speak only as of the date made. Ecolab does not undertake, and expressly disclaims, any duty to update
any forward-looking statement except as required by law.
Non-GAAP Financial Information This communication includes Company information that does not conform to generally accepted
accounting principles (GAAP). Management believes that a presentation of this information is meaningful to investors because it
provides insight with respect to ongoing operating results of the Company and allows investors to better evaluate the financial results
of the Company. These measures should not be viewed as an alternative to GAAP measures of performance. Furthermore, these
measures may not be consistent with similar measures provided by other companies. Reconciliations of non-GAAP measures to
GAAP results are available in our most recent Form 10-K, Form 10-Q and other of our SEC filings.
Market Share Information Market share data points presented today are merely current estimates of the relevant immediately
addressable market.
2
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SAFE
FOOD
CLEAN
WATER
ABUNDANT
ENERGY
HEALTHY
ENVIRONMENTS
ECOLAB: UNIQUELY POSITIONED
TO DELIVER WHAT MATTERS MOST
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EVERY YEAR, ECOLAB HELPS:
550 MILLION
Fuel
cars
45 BILLION
Serve
meals42%Produce
of the global processedmilk supply
Generate
22%of the world’spower
1 BILLION+Clean
hotel rooms
Clean
billion
hands34 Make
of the world’s processed food safe
25%
Meet 45%of the global demand for petroleum products
Manage
1 TRILLION+ gallons of
water
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HOW OUR PLATFORM DRIVES VALUE 5
Shared Business Model
Shared Technology
90%+ recurring revenue
Shared Digital Platforms
FOODSERVICE/HOSPITALITY
FOOD & BEVERAGE PROCESSING
HEALTHCARE/INFECTION
PREVENTION
INDUSTRIAL WATER
SERVICES
ENERGY SERVICES
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$0.00
$0.50
$1.00
$1.50
$2.00
$2.50
$3.00
$3.50
$4.00
$4.50
$5.00
2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017
6
STRONG, CONSISTENT GROWTH
2012 EPS include the Nalco merger2013 EPS include the Champion acquisition
EPS (adjusted)
EPS CAGR
Adjusted Earnings
Two decades of consistent,
double digit EPS growth
12%11% 11%
10%
6%7%
4%
5%
20 yrs 15 yrs 10 yrs 5 yrs
ECL S&P 500
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Predictable Quarterly EPS
Adjusted EPS
DELIVERING ON EXPECTATIONS7
$0.00
$0.20
$0.40
$0.60
$0.80
$1.00
$1.20
$1.40
$1.60
1992 1993 1994 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018
FORECAST+/- DELIVERY
VS. FORECAST
ACTUAL > ECOLAB FORECAST
103 OF 104 QUARTERS (EXCEPTION = 3Q 2001)
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FOCUSED ON SHAREHOLDER VALUE CREATION
8
Building Top-Line
Momentum
Delivering
Sustainable, Profitable
Growth
Strategically Deploying
Cash to Drive
Shareholder Returns
Extending leadership in fragmented and growing market
High recurring revenue stream
Low capital intensity
Investing in R&D
Leveraging digital platforms
Industry leading sales and service force with deep customer relationships
Significant margin initiatives underway
Double digit EPS growth over the last 5, 10, 15 and 20 year periods, well above S&P 500 average
Targeting 15% annual EPS growth
Targeting 20% ROIC
$8 billion returned to shareholders in dividends and share repurchases over last decade
Repurchased $2 billion+ shares 2015-2017
Increased dividend 26 consecutive years
Strategic, value-enhancing acquisitions to broaden capabilities
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9
BALANCED BUSINESSBIG OPPORTUNITY
®
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SALES BY REGION
2017 Sales $14 Billion
BALANCED BUSINESS
37%
18%
28%
17%
Safe food
Healthy
environments
Abundant energy
Industrial clean
water
SALES BY STRATEGY
SALES BY SEGMENT
Institutional
Industrial
Energy
Other
10
35%Institutional
36%Industrial
23%Energy
6%Other
58%North America
24%Europe,
Middle East + Africa
12%Asia Pacific
6%
Latin America
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OUR CORE CAPABILITIES
CHEMISTRY &
DISPENSING
ON-SITE
SERVICE
TRAININGDATA-DRIVEN
INSIGHTS
INTEGRATED DELIVERY MODEL
Core capabilities that drive the best results/lowest total costs for customers
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LEADING INNOVATION12
Driving core technologies
▪ Antimicrobials
▪ Hygiene
▪ Clean-in-Place
▪ Solids Chemistry
▪ Digital Solutions
▪ Scale, deposit, & corrosion control
▪ Polymers
▪ Dispensing & Monitoring
Better outcomes, savings, sustainably
▪ Save water, energy, labor & waste
▪ Improve efficiency with automation tools **
* Estimated 5th year product sales
** 30% sales from products introduced in prior 5 years
Best Solutions For Customer Needs
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13
SALES AND SERVICE FORCE
12,000
15,000
18,000
21,000
24,000
27,000
30,000
2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017
Customer Driven Insights Lead to Superior Solutions
Increasing Sales and Service Force
Experienced and Close to Customers
“Ecolab is among the best U.S.
companies to sell for.” Selling Power Magazine
2003 2017
26,500+ field associates
• 30% > 10 years
• 50% > 5 years
• Providing critical customer intimacy,
yielding better customer solutions
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DIGITAL INNOVATIONDelivering Data-Driven, Real-time Actionable Insights and Smarter Customer Solutions
14
Big Payoffs
Domain and customer expertise
Scale and customer reach
Experienced – 3DT (20+ years; 36,000 installs)
◄ Predictivity driving risk avoidance – food safety,
HAI risk
◄ Compliance
◄ Lower costs and optimal operating performance
◄ Real time monitoring and data analytics
“Stickiness” – 95% retention experience
Margin/price expansion
New business / further customer penetration
Productivity – lower total cost-to-serve
Future upside potential driven by continuous innovation
Ecolab Digital Scale Nearly 3 million customer sites
4 million+ devices
12 million service reports/audits
26,500 strong sales/service team –
already digital
Global monitoring center
Material advantages
Enabling better customer outcomes
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$0
$2,000
$4,000
$6,000
$8,000
$10,000
$12,000
$14,000
LEADER IN HIGHLY FRAGMENTED, LARGE AND
GROWING MARKET
ECOLAB’S
SHARE in 2017:
$14 BILLION
Ecolab Competitors
Market share data are current estimates of the
relevant immediately addressable market
15
0
20
40
60
80
100
120
140
1995 2000 2005 2010 2017
MARKET GROWTH SINCE 1995
$125B
$57B
$39B$32B$18B
Ecolab
11%
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$0 $5,000 $10,000 $15,000 $20,000 $25,000
Other
Building Services
Pharma
Ed./Government
Food Retail
Lodging
Paper
Health Care
Light Industry
Heavy Industry/Mining
Energy
Food & Beverage
Food Service
Estimates by market
MAJOR OPPORTUNITIES IN EXISTING MARKETS16
$ MILLIONS Ecolab Remaining Market
Market share data are current estimates of the
relevant immediately addressable market
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DIVERSIFIED GLOBAL CUSTOMER BASENearly 3 Million Customer Locations
Largest customer is less than 2% of sales
Top 10 customers are less than 15% of sales
17
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SAFE, SUSTAINABLE OPERATIONS18
We innovate to help our customers meet environmental and social challenges,
and we reflect that capability in our own operations.
RESOURCE
EFFICIENCY
ENVIRONMENTAL
SAFETY
EMPLOYEE
SAFETY
GOVERNANCE OF
ENVIRONMENTAL AND
SOCIAL
PERFORMANCE
2020 targets established (Intensity reduction from 2015 baseline):
Reduce water intensity by 25%
Reduce greenhouse gas emissions intensity by 10%
Goal – zero environmental releases
ISO14001 environmental management certification at 60% of facilities
Product safety team screens raw materials for chemical safety compliance
Goal – zero accidents and incidents
8% drop in total recordable injury rate from 2016 to 2017
Board level Safety, Health and Environmental Committee with responsibility for SHE policies, programs and risks
Human rights commitments aligned with UN Global Compact principles (signatory since 2012)
SMART INVESTMENT IN SUSTAINABILITY OPERATIONS HAS EARNED FAVORABLE THIRD PARTY RECOGNITION
✓
12th Consecutive
YearRanked #3 in
Chemicals Industry
Ranked #2 U.S.
500 List
100 Most Sustainable
Companies (2017)
Ranked #29
ESG RATINGS
AAAMSCI ESG
(scale AAA to CCC)
✓ ✓ ✓
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PROVENSTRATEGY
19
®
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Circle the Customer – Circle the Globe
20
Custom program design
tailored at customer HQ
Increasing the solutions
and services to better
meet our customers
global needs
PROVEN STRATEGY
Sell
Program design
delivered unit by
unit around the world
Service
Penetrate
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IN A RESTAURANT…
Water
Filtration
Drain Treatment
Restroom
Cleaning
Specialty
Items
Food Safety
Consulting
Pest
Elimination
Surface
Cleaners
Employee
Safety
Food Safety
Auditing
Grease
Management
Food
Treatment
Field
Data
Food
Preparation
Machine
Warewashing
Manual
Warewashing
Health Dept.
Intelligence
Warewashing
Equipment
Water
Treatment
Hand Hygiene
Floor Care
Carpet
Care
Food Contact
Sanitization
Food
Rotation
Time and
Temperature
Beverage
Quality
Data-driven
Insights
21
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IN A HOTEL…
Warewashing
Food Safety
TrainingStone Care
Carpet Care
Pool & Spa
Pest
EliminationHand Hygiene
Surface Cleaners
& Disinfection
Floor Care
Restroom
Cleaning
Water Filtration
Employee Safety
Laundry Training
Quality
Assurance
Stain
Management
Food Contact
SanitizationHousekeeping
Training
Housekeeping
Tools
Food Safety
Solutions
Cooling WaterTreatment
Boiler Water Treatment
On Premise
Laundry
Warewashing
Equipment
22
Data-driven
Insights
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IN A FOOD & BEVERAGE PLANT…CIP
Conveyor Lubrication
Environmental Drain Sanitation Pest
Elimination
MembraneCleaning
Effluent Treatment
Hygiene Testing
Sterilants for Aseptic Packaging
Antimicrobial Treatments Energy Recovery
Boiler Water Treatment
Filtration Solutions
Process WaterTreatment
Janitorial Products
23
Surface Cleaning
Cooling Water Treatment
Dispensing & Control Systems
Sanitizers Hand Cleaners/ Sanitizers
Doorway System
Floor Care
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IN A REFINERY…Foam Control
Raw & Waste
Water TreatmentCooling Tower
Water Treatment
Desalting and
Emulsion Breaking
Fouling Control
Boiler Water
Treatment
Inventory
Management
On-Site Service
Challenged
Crude
Processing
Cold Flow
ImproversCorrosion Control
Refinery Information
Management
Fuel Stabilizers
Correlated Data and
Actionable Insights
Fuel Additives
H2S Scavengers
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Leading Scale and Global Footprint Enables Us To Grow
With Customers Around The World
25
BUILD SHARE WITH LARGEST PLAYERS
UNSOLD CUSTOMERS CIRCLE THE
CUSTOMER
$42B$69B
$14B2017 SALES
Focus where the growth is
Leveraging innovation
Circle the Globe
Market share
New technologies and services
Circle the Customer
Growth synergies
Market share data are current estimates of the
relevant immediately addressable market
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RIGHT DRIVERSFOR GROWTH
®
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MACRO TRENDS IN OUR FAVOR
Growing demand in:
▪ Population + 50% by 2050
▪ Growing middle class
▪ Aging population
Population dynamics
▪ Food processing
▪ Foodservice
▪ Healthcare
▪Diet shifts: protein vs grain
▪ Increase in food industry regulation
▪ Increase healthcare needs
▪ Food
▪ Water
▪ Energy
Resource shortage
▪ Globalization
▪ Internet
▪ Social Media
Interconnected world
Vital solutions for:
▪ Protecting food supply
▪ Water reduction, reuse, recycle
▪ Harder to reach, treat energy sources
Customers looking for
innovations to:
▪ Protect reputation
▪ Minimize risk
▪ Global travel and trade:new food safety + health risks
▪ Technology to monitor + improve efficiency
▪ Instant consumer feedback
▪ 25% more Energy
▪ 35% more Food
▪ 40% more Water
Opportunities…Trends… Impacts…
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Labor
Asset ProtectionWater &
Energy
Maint./Other
STRONG CUSTOMER VALUE PROPOSITIONBest results, lowest use cost
Ecolab’s customer value proposition
The best results and consistent
improvement in customer satisfaction
Lower total operating costs
Improved sustainability
Specific customer application cost
28
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Ecolab Innovation Advantage: Food ServiceDIGITALLY ENABLED WAREWASH PROGRAM: BEST RESULTS, LOWEST TOTAL COSTS
29
Powerful chemistry – best results regardless of
water or soil conditions
Digital monitoring – key metrics visibility drives
wash process optimization
On-site service and training – preventive
maintenance avoids unexpected shutdown,
sustainably superior results
Reduces rewash
by 60% and hand
polishing by 30%
Annual Customer Value
50 Unit Chain / 30% rack reduction
Metric Cost Before Cost After Value Created
Water $197,000 $138,000 $59,000
Energy $153,000 $107,000 $46,000
Labor $1,825,000 $1,277,000 $548,000
Total Value Created $653,000
Next generation digital and chemical technology
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Ecolab Innovation Advantage: Food and BeverageNEXT GENERATION MEMBRANE CLEANING PROGRAM FOR DAIRY PRODUCERS
Annual Customer Value
Whey Protein Manufacturer
MetricBefore UMC 2.0
Program
After UMC 2.0
ProgramValue Created
Plant Capacity $5,139,00 $5,566,000 $427,000
CIP Time 205 Minutes/Cycle 170 Minutes/Cycle $166,000
Water and Energy $153,000 $122,000 $31,000
Membrane Cost $42,000 $38,000 $4,000
Total Value Created $628,000
Reduces CIP cycle
times and water/
energy use by 15%
Increases membrane
life and plant capacity
by 10%
UltrasilTM MembraneCARE 2.0
30
▪ Increases productivity and asset life
▪ Reduces cycle time, energy and water use
▪ Significantly reduces residue risks,
improves productivity
▪ Environmentally friendly chemistry
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OMNI FOR CHEMICAL PLANT WATER COOLING SYSTEMS
INNOVATION: TOTAL COST SOLUTIONS
Combines chemistry, 3DT digital technology, sensors & data analytics to:
▪ Predict performance of critical heat exchangers
▪ Prevent unscheduled downtime and lost production
▪ Prolong asset life & production runtime with the optimized mix of chemistry & tech intervention at the right time
OMNI For Heat Exchangers
An unplanned critical
heat exchanger
outage costs our
customers up to
$500K/day in production
losses and costs
Annual Customer ValueVinyl Chloride Monomer (raw material for PVC) Plant
MetricBefore OMNI
HX Program
After OMNI HX
ProgramValue Created
Production
Improvement$35,000,000 $35,700,000 $700,000
3rd Party Heat
Exchanger
Cleaning Costs
$150,000 $75,000 $75,000
Energy Costs $1,400,000 $1,150,000 $250,000
Total Value Created $1,025,000
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3232
STRONGFINANCIALS
®
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FINANCIAL OBJECTIVES Positioned to Drive Sustainable, Profitable Growth
EPS GROWTH
~2x net debt / adjusted
EBITDA
RETURNS: IMPROVE
ROIC ANNUALLY
LEVERAGE
1. Grow dividend in line with
EPS growth
2. Acquisitions
3. Share repurchase
CASH PRIORITIES
15% +100
bps
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$8 BILLION IN CASH RETURNED TO SHAREHOLDERS SINCE 2007
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$0.1 $0.2 $0.4 $0.5 $0.7 $1.0 $1.2
$1.6 $2.0
$2.4 $2.8
$0.4 $0.7
$0.8 $1.1
$1.8
$2.0
$2.3
$2.8
$3.5
$4.3
$4.9
$0.5
$1.0 $1.2
$1.6
$2.5
$3.0
$3.5
$4.3
$5.5
$6.6
$7.7
$-
$1.0
$2.0
$3.0
$4.0
$5.0
$6.0
$7.0
$8.0
2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017
Common Dividends Paid Shares Repurchased
Cumulative Annual Cash Returned 2007-2017Increased cash
dividend for
26 consecutive
years
Total Returns
2007-2017
$5B SHARES REPURCHASED
$3B DIVIDENDS TO
SHAREHOLDERS
($ Billions)
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SUMMARY®
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ECOLAB SUMMARY
GLOBAL LEADER WITH SMALL SHARE OF $125+B, GROWING MARKET
$110+ Billion Remains to be Sold
SERVING FUNDAMENTAL, GLOBAL AND INCREASINGLY COMPLEX LONG-TERM NEEDS
Water, Food Safety, Energy, HAI Prevention, Sustainability
POWERFUL, PROVEN STRATEGY TO DRIVE TOP-LINE GROWTH
Circle the Customer – Circle the Globe, High Recurring Revenue
MULTIPLE OPPORTUNITIES FOR NEW GROWTH
Geographic and Market Expansion, Emerging Businesses, Bolt-on M&A
SIGNIFICANT MARGIN IMPROVEMENT WORK UNDERWAY
Simplification, Scale, Leverage, Process Efficiency
SUBSTANTIAL COMPETITIVE ADVANTAGE
Scale, Global Reach, Product Technology, Corporate Accounts, Sales/Service Force, Field Technology, Brand Name, Data and Actionable Insights
STRONG AND CONSISTENT FINANCIALS, FREE CASH FLOW, RETURNS
Strong Business Model For Consistent, Superior Growth
Market share data are current estimates of the
relevant immediately addressable market