MEET - Danish-Chinese Business Forum presentations combined.pdfMore than 30,000 laboratories use a...

Dedicated Analytical Solutions MEET

Torben Ladegaard, CEO

DCBF Annual Meeting April 3, 2014

Dedicated Analytical Solutions

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THE FOUNDATION OF FOSS

In 1956, Nils Foss identified the need for a portable moisture analyser

Fast, easy-to-use and dedicated, the Cera-Tester was the first FOSS innovation

Matching innovative technology to the demands of particular industries has been the foundation of FOSS ever since

FOSS SOLUTIONS ANALYTICAL DEDICATED INTRODUCTION


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FOSS VISION


The world’s best Dedicated Analytical Solutions

We want to contribute to the sustainable use of our planet’s agricultural resources and thus to the nutrition and health of the people of the world.

We want to provide the World’s best Dedicated Analytical Solutions, which add value to our customers by improving quality and optimising production.

We want to be a world class company being first mover in innovation based on unrivalled quality of products and services as well as competent and engaged employees.


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A HISTORY OF GROWTH

1950s 2000s 1960s 1970s 1980s 1990s 2010s

Mio Dkr.

1,600

1,500

1,400

1,300

1,200

1,100

1,000

900

800

700

600

500

400

300

200

100

0


NIRSystems


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HOW WE ADD VALUE

”We deliver rapid, reliable and dedicated analytical solutions for routine testing to allow for fast decisions on how to maximise value of production of agricultural food products”

Improved predictability and control of manufacturing processes

Safe products and compliance with regulatory requirements

On-farm Receiving points

At-line/In-line production

Quality Control Laboratories

Finished products


Payment, segregation and quality control of raw material


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DEDICATED TO THE FOOD & AGRICULTURAL INDUSTRIES



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OUR CUSTOMERS


19 out of 20 of the world’s largest feed companies use

FOSS NIR solutions

The ‘top 100’ companies in food and agriculture

use FOSS solutions

85% of the world’s milk is tested by a FOSS solution

More than 40,000 customers world-wide

80% of grain traded on the world market is analysed

with a FOSS solution

More than 30,000 laboratories use a FOSS solution for chemical

analysis work


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FOSS INNOVATION GOALS

Reinvest more than 10% of turnover in customer-driven innovation

5 new solutions per year - based on new solution concepts

One new ’quantum leap’ every second year


FOSS innovation facts

More than 100 patents

More than 20 world first introductions

First to integrate analysis directly in line


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SETTING THE GLOBAL BUSINESS STANDARDS - EXAMPLES


MilkoScan™ The de-facto global standard for testing of milk and dairy products

FT-IR

Infratec™ 1241 The de-facto global standard for payment analysis of whole grain for more than 25 years

NIR

NIRS™ DS2500 and NIRS™ DA1650 The latest generation of the most used NIR platform in food and agriculture

NIR


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SETTING THE GLOBAL BUSINESS STANDARDS - EXAMPLES

SOLUTIONS ANALYTICAL DEDICATED INTRODUCTION FOSS

BactoScan™ FC+ The world’s first automated bacteriological milk analyzer

Flow-cytometry

MeatMaster™ The first X-ray based analytical solution to provide 100% control of meat

X-ray

Fossomatic™ FC The world’s first (and leading) somatic cell counter for improved milk quality

Flow-cytometry


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> 270 employees

FOSS’ WORLD-WIDE COMMITMENT

Quality HR &

Comm. Finance IT

Denmark Sweden China Russia

> 200 employees > 290 employees > 230 employees > 310 employees > 25 employees

Corporate Mgmt.

Business & Product Innovation

Production & Supply Chain

Sales & Marketing

Customer & Sales Support Lattec


28 countries

Distributors in 50+ countries

28 countries

Distributors in 50+ countries

JV with DeLaval (On-farm dairy

solutions)

Denmark

Denmark Sweden China


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FOSS’ WORLD-WIDE COMMITMENT

FOSS Companies

FOSS Distributors


FOSS Research, Development and Manufacturing Centres

FOSS Analytical FOSS Denmark

FOSS Analytical Sweden

FOSS Analytical China


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KEY FIGURES

100%

98%

228 mill.

AAA

23%

70%

A 100% family-owned company – HQ in Hilleroed, Denmark

98% of turnover outside Denmark

A turnover of more than 228 million EUR

AAA-rated by D&B

EBITA of 23% of turnover

Solvency ratio 70%



CHINA - THE PAST AND THE FUTURE OF A CHINESE SALES AND SERVICE ORGANIZATION Lau Diderichsen Senior Vice President | Sales & Marketing, Europe/Asia/Pacific

3 April 2014

http://dcbf.dk/


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GROWTH IN TURNOVER (MUSD)

37,0

32,429,8

11,0

1,5

24,0

+23,8%

2013 2005 1998 2010 2011 2012


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FOSS – CHINA’S PAST

Late

1979 FOSS BUSINESS START WITH DISTRIBUTOR Major business was done via DANIDA projects in the dairy industry

1998 FOSS REPRESENTATIVE OFFICE IN BEIJING This office used to be the Representative office of Tecator in China Employees: 5

2000/2001 ESTABLISHMENT OF TWO NEW REPRESENTATIVE OFFICE

1) Shanghai

2) Guang Zhou

2003 FOSS CHINA ESTABLISHED Replacing representative office

2005 SIGNIFICANT GROWTH 33% CAGR since establishment of representative office

Employees: 30

2011 FOSS CHINA: A CHINESE COMPANY FOR THE CHINESE MARKET

2013 FOSS CHINA: 12% OF THE OVERALL SUBSIDIARY/DISTRIBUTOR TURNOVER Turnover 37MUSD

Employees: 74


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LOCATION OF OUR STAFF

Customer and Sales Support team: 33 Sales team: 32

2013


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DEDICATED TO THE FOOD & AGRICULTURAL INDUSTRIES


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MARKET SHARES

40%

60%

80%

20%

60%

40%

Chemical Analysis CMT Dairy

50% 50%

20%

80% 80%

20%

Feed & Forage Grain & Milling Meat

Other

FOSS


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FUTURE OF FOSS IN CHINA 3 YEARS FORWARD

The preferred supplier of analytical instruments within the Food/Agri industry.

Maintain our market shares within Dairy, CMT, CA and Meat markets.

Increase market shares within Feed & Forage and Grain.

Develop and promote our in/on-line solutions in China.

Increase turnover of After Sales service to 20% of the total turnover.


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FUTURE OF FOSS IN CHINA 3 YEARS FORWARD

“Think Global - Act Local” – Foss China, A Chinese Company for the Chinese Market.

Maintain the growth rate of >15%

Yearly turnover > 300 million RMB

Size of the company: approx. 90-100 people


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FOSS PRODUCTION AND DEVELOPMENT IN CHINA


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FOSS ANALYTICAL, SUZHOU

”Foss Scino (Suzhou) Co., Ltd” was established in August 2008, in Suzhou Industrial Park, 80 km West of Shanghai

New facility opened November 2012 o 6.000 Square meters o 140 employees o Turnover 2013 at 74 M RMB

Welcome to FOSS Scino (Suzhou) Co.,Ltd 欢迎来到福斯赛诺分析仪器（苏州）有限公司


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PRODUCTS AND FUNCTIONS

Complete product range of Chemical Analysis instruments for the global Laboratory market is now being supplied from FOSS Analytical, Suzhou – 2 brands Tecator and LabTec line


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o All functions established to support the

global market:

• Business Innovation

• Product Innovation

• Production and Supply Chain

• Customer Service and S. Support

• Regional Demo- and training lab

• In house service repair shop

o Future activities (2014)

• NIR products from Sweden

(More than 200 employees)

MEET - Danish-Chinese Business Forum presentations combined.pdfMore than 30,000 laboratories use a...

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