FUCHS PETROLUB GROUP

Region Europe

I 08.09.2016 I Capital Market Day I Mannheim

Dr. Ralph Rheinboldt

l

Agenda

2

01

02

03

Status Quo

Key Success Factors and Growth Strategy

Challenges

Status Quo

01

Europe as Part of FUCHS´ Global Activities*

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Europe 63%

ROW 37%

Sales

Europe 64%

ROW 36%

Employees

Europe 54%

ROW 46%

EBIT

Europe 53%

ROW 47%

Capex

* 1st Half Year 2016

Europe – The Lubricant Market

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RU 19%

GER 15%

UK 10%

FR 8%

IT 6%

ES 6%

UA 5%

PL 3%

Ro€ 28%

Top 8 countries

GER 28%

UK 18%

FR 16%

IT 11%

ES 10%

Nordics 8%

RoW€ 9%

Western Europe

RU 42%

UA 11%

PL 8%

RoCEE 39%

CEE

0

1,000

2,000

3,000

4,000

5,000

6,000

7,000

8,000

2015 2014 2013 2012 2011

Lube Market (in KT)

Germany as Nucleus of FUCHS´ activities

in Europe

European

Product

Management

Product Portfolio,

Product Pricing

Main R&D Lab incl. Test Field

Approvals

Home of OEM

and LUBRITECH

Divisions

Customer

Relation

Highest Market Penetration

Customer Base

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We are where our customers are

In 26 countries with 32 legal entities and 15 plants

Kaluga

Gliwice

Kiel

Mannheim

Turin

Brussels

Stoke on

Trent

Paris

Barcelona

Stockholm

Kaiserslautern

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Supply Chain Network

Europe – Financial Track Record

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1,227 1,113 1,104 1,081

1,007

0

500

1,000

1,500

2015 2014 2013 2012 2011

Sales in €m

160 161 151

133 130

13.1% 14.4% 13.7%

12.3% 13.0%

0.0%

5.0%

10.0%

15.0%

20.0%

0

50

100

150

200

2015 2014 2013 2012 2011

EBIT in €m

721

571

0

200

400

600

800

2016 2015

Sales in €m Half Year

94

82

13.1% 14.4%

0.0%

5.0%

10.0%

15.0%

20.0%

0

25

50

75

100

2016 2015

EBIT in €m Half Year

Key Success Factors

02

Our business model

Since 1931

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LUBRICANTS. 100% focus

TECHNOLOGY. Holistic solutions

PEOPLE. Personal commitment

Key Success Factors

Organizational Set up

02

Management Structure and Organisation

Strong Focus on Sales and Technical

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52% Sales and

Technical

34% Manufacturing and

Logistics

14% Administration

ca. 3.100

Management Structure and Organisation

Organisational Structure

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EUROPE

Finance /

Controlling

VP

North. Europe

VP

South. Europe

VP

Germany

OEM

VP

CEE

Supply

Chain

Lubritech

Key Success Factors

Profitable Sales Growth

02

Profitable Sales Growth through Acquisitions

2 plants in Wedel

and Dormagen,

Germany

Low complexity

€ 135 mio.

Sales revenues

around 200 new colleagues

July 1st, 2015 2 legal entities

OEM,

Technology focus

PENTOSIN

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1 blending plant (rented)

in Nynäshamn,Sweden

Product Portfolio of

750 products

€ 140 mio. Sales revenues

around 500 new colleagues

Oct. 1st, 2015 8 legal entities

Market

leader

in Scandinavia

STATOIL

Profitable Sales Growth through Acquisitions

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Integration finalized

Acquisitions – Status Quo

Integration ongoing

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Challenges 02

Challenges in Europe

Regulations

Integration/Consolidation

Pentosin/Statoil

Key Account Management

Customer Requirements

Market trends like

electrification

Complexity Management

Challenges

Chemical Inventories Raw Material Landscape

BREXIT

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Thank you for your attention!

www.fuchs.com