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2 0 1 8ANNUAL RESULTS

SANY HEAVY EQUIPMENT INTERNATIONAL HOLDINGS CO., LTD

(Incorporated in the Cayman Islands with limited liability)

(Stock code: 631)

CONTENTS

01 02 03

Operating

ReviewIndustry

OutlookBusiness

Strategies

• Operating results

• Operation highlights

• Mining equipment

• Logistics equipment

• R&D and innovation strategy

• Best customer experience strategy

• Digitalisation strategy

• Internationalisation strategy

• Human resources strategy

• Business model innovation strategy

Part two Part threePart one

2

Contents

3

➢ Operating results

➢ Operation highlights

01 OPERATING REVIEW

1. Revenue (in RMB million) 2. Net profit (in RMB million)

Revenue increased significantly and outperformed

the industry due to our enlarged market share, new

products and international market development.

Operating Review - Operating results

78.0% 161.0%

Net profit also recorded a significant increase as a

result of the notable revenue growth, enhanced

operational efficiency and decrease in expense ratios.

4

1842

2481

4417

2016 2017 2018-658

231

603

2016 2017 20182017 2018

702

263 342

898

326

1079 966

551

1305

428

掘进机综采大港机小港机后市场

3. Revenue by product (in RMB million)

Revenue of each product segment increased significantly, and revenue of integrated mining

products increased by 268% year-on-year.


53.8% 267.9% 61.3% 45.3% 31.3%

5

Roadheaders Integrated mining productsLarge port

machineriesSmall port

machineriesAftermarket

2017 2018

4. Gross margin by product


6

(Note: Due to changes in accounting standards in 2018, freight rates were included in the calculation of gross profit margin, and retrospective adjustments were

made to the figures for the same period last year.)

39.9%

Roadheaders

14.7%

Integrated coal

mining products

39.8%

Front loaders

Overall gross profit margin has risen steadily. Our two core products, roadheaders and front loaders, continued to maintain

high gross margins, while the gross profit margin of integrated coal mining products widened significantly year-on-year.

27.4%

Overall gross

profit margin


7

5. Net profit margin 6. ROE

7. Turnover days of trade receivables (Trade receivable + bills receivable)

8. Turnover days of inventory (excluding provision for write-down of inventory)

4.3 ppts 5.8 ppts

139.8 days 100.6 days

9.3%

13.6%

2017 2018

3.6%

9.4%

2017 2018

389.2

249.4

2017 2018

305.6

205

2017 2018

A 70-ton quayside container

crane was successfully

delivered to HIT

Electric products, such as electric

trucks and electric stackers, were

launched

SKT90 widebody vehicle

was launched

Global launch of our

gripper products

SCR series mining

machines were introduced

to the market

The world’s first batch of

pure water hydraulic

supports commenced

operations at Shenhua

March

August November

October

October

August

1. Various new products were launched

Operating Review - Operation highlights

8

2. Significant increase in market share


Competitive products such as roadheaders, front loaders and stacking machines continued to lead the market, and

the market share of integrated mining machinery and mine trucks increased rapidly.

9

47.0%

60.1%

43.2%

53.0%

65.1%

48.5%

掘进机正面吊堆高机

3.8%1.3%

9.8%13.4%

4.7%

15.6%

支架采煤机矿车

6.0 ppts 5.0 ppts 5.3 ppts 9.6 ppts 3.4 ppts 5.8 ppts

2017 2018

Roadheaders Front loaders Stacking machines Hydraulic supports Coal mining machines

Mining trucks

3. Outstanding R&D results

3.1 Mining equipment


10

• STR series tunnel roadheaders and SCR series excavation machines were sold in batches, marking the

development of excavation technology to the field of excavation and mining.

• SRT95 series and 55 series mining trucks were extensively introduced in the market, and they are in good

conditions and have received favorable comments from customers.

• The new SKT90 widebody vehicle, a mine transportation vehicle which far surpassed industry standards, is

put into mass production. The 90S widebody vehicle was successfully launched.

• A breakthrough was achieved in the oil and gas suspension technology, which improved the life of the

frame, axle and other parts for over 6 years as well as the overall loading and running capacity of the widebody

vehicle.

• The integrated excavation, bolting and self-protection machine greatly improved the speed and safety of

roadway excavation, and realized upgrading of one-way comprehensive excavation.

• 730C thin-seam series coal mining machinery gained recognition from domestic customers for its extremely

high cost effectiveness and has successfully launched in the international market.

• The pure water hydraulic support has obtained 14 patents and established 8 industry standards. Since

commencement of operation, it has been highly recognized by China Energy Investment Corporation and

industry associations for its high efficiency, zero pollution and low cost.

3. Outstanding R&D results

3.2 Logistics equipment


11

• SRSC45T new front loader with fully enhanced performance successfully entered the railway market. With

five core patented technologies including intelligent weighing and smart open wagon alignment, it will become

a major product of the railway front loaders in future.

• The new gripper with superior performance solves the loading and unloading problems in river terminals and

railways, and realizes strong sales after introduction to the market.

• The pure electric stacking machine adopts energy-saving measures such as kinetic energy recovery and

all-electric drive to reduce operation and maintenance costs, meet the high-intensity and long-term operation

demand and help ports achieve green operation and environment protection.

• STS8070, the newly developed and the largest quayside container crane in the world, was put into operation

in Qingdao Port, representing a future technology development trend for quayside container cranes.

• Since its delivery and operation, Hutchison Whampoa’s STS7065 heavy-weighted quayside container crane

sets the highest record of Mean Time Between Failures of quayside container cranes for HIT wharf.

• The newly developed RTG made several breakthroughs in core technologies and exceeded targets of

reduction of one-third of the weight and 20% of the energy consumed.

• The automated container yard RMG container crane received orders from major ports such as Tianjin,

Tangshan, Hangzhou and Suzhou.


12

4. Enhanced marketing development

497.3686.7

952.9

2016 2017 2018

International sales (in RMB million)

`

●

● ●

●

●

●

●

●●

●

●

●

●

●●

●●

●●

●

●

●

●

●

●

●

● ●●

●

●

●

●

●●

●

●●

●

●

●●

●

● Logistics

equipment

customers

Mining equipment

customers

●●●●

●●

●●

●

Segment product results

• Numerous domestic large coal mining customers was acquired for

integrated mining products;

• The new front loader successfully entered the railway market;

• The gripper made a breakthrough in customers such as Thailand SP

and Ayutthaya;

• The railway container heavy forklift gained access to the Nanning

Railway Bureau.

Rapid growth in the international market: revenue from overseas sales

increased by 38.8% year-on-year, and the products now cover over 40

countries and regions in the six continents including the United States,

Russia, India, Thailand and South Africa.

• An order for front loaders at a value of RMB60 million was placed by

Indian container companies;

• An order for UN forklifts from Bangladesh was received;

• The Company achieved a breakthrough for its small port machineries in

Thailand PSA.

Targeted marketing for major customers

• As a breakthrough, our pure water hydraulic support sets gained access

to Shenhua Group;

• Our eco-friendly electric trucks with low operating costs gained access

to Qingdao Port;

• Automated quayside container cranes and transtainers gained access to

Tianjin Port, Suzhou Port, Wuhan Port and Tangshan Port;

• Small port machinery gained access to China Merchants, Ningbo Port

and COSCO Port.

5. Enhanced per-capita efficiency and lower costs

➢ With online transformation and informatization of our business and disposal of non-core operations, per-capita sales increased by 60%.

➢ Through implementing transparent cost breakdown by objectives, assignment of responsibilities to specific persons and regular assessments, the

expense ratio was lowered by 8 percentage points.


13

99.2

158.4

2017 2018

Per capita sales (RMB0'000)

60%9.0%

12.1%

4.8%5.7%

7.5%

5.5%

管理费用率销售费用率研发费用率

2017 2018

Management

expense ratio

Sales expense ratio R&D expense ratio


6. Tentatively successful digitalisation

6.1 Three types of real-time data and device interconnection

➢ Remote monitoring in a real situation, real place, and real objects way is realized

through production equipment and intelligent monitoring network, which increased

the utilization rate of equipment by over 50%.

On-site

monitoring

Device

status

monitoring

Production

process

control

Three types of real-time data

➢ Production area is under 100% monitoring coverage with 1014 intelligent surveillance

cameras. 929 devices were interconnected and over 95% of them are online, which

enhanced the operating rate by 10 percentage points.

➢ Face recognition and security alarm system reduced security issue by 40%.

14

✓ Open access to systems and businesses are achieved by the business end-to-end

optimized design;

✓ Open access to marketing to production execution plans are achieved through the

APS system, and procurement business collaboration and seamless integration of

marketing operations are achieved through the upgrading of GSP and CRM;

✓ Data interconnection is achieved through IBP, MDM and PDM system upgrades,

standardizing data management, eliminating duplicated serial numbers for an item

and enhancing transparent management;

✓ Financial integration within our businesses from order taking to delivery is

achieved through business process optimization.

SC

M A

ch

ieve

me

nts

15


6.2 Online transformation for the entire process through CRM

Online management of the entire process of sales activities is achieved

through system support and process guarantee, which forms a customer lifecycle view.

Marketing process under

management and control

External payment and overdue

payment system under control

Problem identification and solution

system support

Automatic generated marketing reports

Instant display and decision support


6.3 Established a customer cloud that provides an intuitive, real-time, intelligent, mobile big

data analytics solution.

SanyCustomer

Cloud Platform

ObjectiveToC: Helping customers

succeedToB: Win-win with

partnersToE: Improving employee

productivity

Equipment

management

platform

Services

support

platform

Community

Platform

Product

purchase

platform

Equipment condition

Equipment distribution

Equipment authorization

Equipment naming

Track playback

Electric fence

Error alarm

Management report

Real-time condition

Fuel consumption

analysis

Construction efficiency

Construction statistics

16

17

➢ The mining equipment industry

➢ The logistics equipment industry

02 INDUSTRY OUTLOOK

Contents

Business segments and positioning

矿山装备Mining

equipment

Coal mining machinery

Non-coal mining

Mining transport equipment

Logistics equipment

Container equipment

Bulk material equipment

General equipment

Roadheader ShearerHydraulic

support system Scraper

Tunnel roadheader

Mechanical-

wheeled mining

truck

Widebody

vehicle

Mining

machine

Quayside and depot

container craneElectric truck

Front loader, heavy-

weight forklift

GripperElevated

hoisting arm

Heavy-weight forklift Telehandler

18

Electrical-wheeled

mining truck

Industry outlook - Mining equipment

1. Analysis of the coal industry

19

✓ Coal price were basically stable in 2018 and will remain

stable in 2019. Coal accounts for 58% of the primary

energy consumption structure.

✓ The 13th Five-Year Plan for the coal industry requires the

establishment of an intensive, safe, efficient and green

modern coal industry system, production will reach 3.9

billion tons in 2020.

✓ Fixed asset investments in the coal industry resumed

positive growth for the first time in six years.

✓ The number of smart comprehensive mining work interface

in China has rapidly increased to 140.

✓ The National Coal Mine Safety Administration released

"Key R&D Catalogue of Coal Mine Robots", and the

promotion and application of smart coal mine equipment

has been included in the scope of fund support with RMB3

billion treasury bonds.

7.7%

-2.0%-9.5%

-14.4%

-24.2%

-12.3%

5.9%

-30%

-20%

-10%

0%

10%

2012 2013 2014 2015 2016 2017 2018

The growth rate of fixed asset investment in the coal industry

煤炭价格

150.00

350.00

550.00

750.00

950.00

18/0

1

18/0

2

18/0

3

18/0

4

18/0

5

18/0

6

18/0

7

18/0

8

18/0

9

18/1

0

18/1

1

18/1

2

19/0

1

19/0

2

19/0

3

大同动力煤秦皇岛动力煤5500大卡（元/吨）Datong thermal coal

Qinhuangdao thermal coal 5500 kcal (RMB / tonne)

Coal Price


2. Analysis of the mining equipment market

20

11461300 1360 1450 1540 1630

2017 2018 2019E 2020E 2021E 2022E

120

180230

260 280 300

2017 2018 2019E 2020E 2021E 2022E

• Engineering excavations：To grow steadily

and become favourable in the long term

Forecast of market capacity for roadheaders (no. of units)

Source: Coal Industry Machinery Manufacturing Annual Report and market research

• Coal excavations: To rebound from trough

and will remain steady over long term

In the next 3 years, coal production, coal prices and the

total number of roadheaders will be steady, with demand

mainly from replacements, upgrading and mechanisation.

According to the 13th Five-year Plan, highway, railway, subway

and hydraulic tunnel construction will aggregate approximately

18,000 km in length. The market demand for roadheaders will

increase steadily, up to around 300 units by 2020.

Forecast of market capacity for engineering roadheaders (no. of units)



21

Forecast of market capacity for coal mining machines

(no.of units)

• Coal mining machine: The total number of

units rebounds, comprising mainly mid- and

thick-seam machines (together account for

around 70%), and the proportion of thin-

seam machines increases. Coal mining

technology is developing towards remote

monitoring, memory cutting, coal and rock

identification, etc.

Forecast of market capacity for supports (0’000 tonnes) Forecast of market capacity for scrapers (0’000 tonnes)

• Hydraulic support: Demand recovers

and grows steadily, mainly for medium

and large drilling depths, and the

demand for electro-hydraulic controls is

trending upwards. Pure water hydraulic

support will bring about industry-wide

changes.

• Scraper: The overall demand

increases, with demand in medium

and large models accounting for

over 70% of the total. Technology is

developing towards super wear

resistance, self-perception, online

diagnosis, etc.

544600 630 670 710 750

2017 2018 2019E 2020E 2021E 2022E

124

161 166 171 176 181

2017 2018 2019E 2020E 2021E 2022E

27.7

29

30.5 3132 32.5

2017 2018 2019E 2020E 2021E 2022E

Source: Coal Industry Machinery Manufacturing Annual Report and market research



22

• Demand for mechanical wheel

mining trucks increases steadily,

and the products sold are mainly of

large tonnage.

• Demand for electric wheel mining

trucks grows steadily and the

trend is towards larger models.

Forecast of market capacity for mechanical wheel

mining trucks (no. of units)Forecast of market capacity for wide-body trucks

(no. of units)

• The cost effectiveness of wide-body

trucks is high, resulting in a significant

advantage. With the increase in mining

and engineering construction, sales

will increase rapidly.

Forecast of market capacity for electric wheel

mining trucks (no. of units)

22692723 3131 3444 3812 4215

105126

145159

175190

2017 2018 2019E 2020E 2021E 2022E

机械轮（全球）机械轮（国内）

634 760 875 962 1050 1132

1823

2731

3540

2017 2018 2019E 2020E 2021E 2022E

电动轮（全球）电动轮（国内）

858510300

1184513030

1428015510

2017 2018 2019E 2020E 2021E 2022E

Source: The Parker Bay of US, magazine Off-Highway Research of UK and the Construction and Transportation Machinery Branch of the China Construction Machinery Industry Association, consolidated

Mechanical

wheel (Global)Mechanical wheel

(Domestic)

Electric wheel

(Domestic)

Electric wheel

(Global)

Industry outlook - Logistics equipment

1. Analysis of the container equipment market

According to the “13th Five-Year Plan” railway container

development plan, by 2020, the container iron and steel

combined transport volume will increase by more than

10% annually, and the traffic volume will account for

about 20% of the total

The container throughput has increased year by year,

driving the steady growth of demand for container

handling equipment.

23

Source: www.portcontainer.cn/Year Book of China Transportation & Communications Source: Railway Statistical Bulletin/Railway Container Multimodal Transport Development

Plan for the 13th Five-Year Plan)

Domestic containerized freight transportation by rail (0’000 TEU)Port container throughput (‘00 million TEU)

546761

11261425

1887

2371

2971

2015 2016 2017 2018 2019E 2020E 2021E

Domestic port

throughputGlobal port (20 major ports)

throughput

2.20 2.37 2.45

2.62 2.83

3.063.17 3.36 3.45

3.623.82

4.03

2016 2017 2018E 2019E 2020E 2021E



24

Forecast for market capacity of transtainers (no. of units)

• Transtainer: Demand steady with considerable growth

The “Belt and Road” initiative and containerized railway transport will

drive the growth of transtainer. It is expected to reach a total of 750

units (RMB9.0 billion) globally and 170 units (RMB2 billion) in China

by 2021.

Forecast for market capacity of quayside container cranes (no. of units)

• Quayside container crane: Demand remains stable

The demand for traditional large terminals tend to be

saturated, thus demand will be stable. The demand is

expected to reach 255 units (RMB11.5 billion) globally and

35 units (RMB1.6 billion) in China by 2021.

(Source: PEMA, industry forecasts)

170 117 130 140 150 170

534513

555 560 565 580

2016 2017 2018E 2019E 2020E 2021E

国内销量国际销量

7334 35 33 32 35

162

250220 210 200

220

2016 2017 2018E 2019E 2020E 2021E

国内销量国际销量Domestic Domestic InternationalInternational



25

Forecast of market capacity for front loaders

(no. of units)Forecast of market capacity for stacking machines

(no. of units)

Stacking machines: Domestic demand will increase

steadily while international demand remains stable

Demand will reach 780 units (RMB1.2 billion) for the

international market and 180 units (RMB300 million) for

China by 2021.

Front loaders: Future demand will increase steadily

as container throughputs continue to grow

Demand will reach 1,630 units (RMB4.1 billion) for the

international market and 350 units (RMB900 million) for

China by 2021.

Source: PEMA\Industry Forecasts Source: PEMA\Industry Forecasts

552 583 585 590 595 600

153 150 162 165 170 180

2016 2017 2018E 2019E 2020E 2021E

国内国际

1182 1254 1260 1265 1270 1280

271 301 320 325 330 350

2016 2017 2018E 2019E 2020E 2021E

国内销量国际销量Domestic DomesticInternational International


26

3. Analysis of general equipment market

• Heavy-weight forklift: Due to the

automation of logistics and the increase in

steel consumption, the world demand will

rise steadily in the next three years. The

annual average demand for 10-tonnage

heavy-weight forklifts is 2,880 units (2.1

billion), including 720 units (560 million) in

China.

• Telehandler: Affected by the overall

recovery in the construction machinery

industry, the global economy will grow

steadily in the next three years. The global

average demand is 55,000 units (30 billion),

concentrated in Europe and the Americas.

It is estimated that the world demand will

reach about 67,000 units by 2020.

Forecast of market capacity

for heavy-weight forklifts (no. of units)Forecast of market capacity for

telehandlers (0’000 units)

2. Analysis of bulk material

equipment market

Forecast of market capacity for grippers

(no. of units)

• Gripper: Domestically benefiting from

upgrading of the steel industry during

the 13th Five-Year Plan period, the use

of scrap steel increased, and the

catcher maintained rapid growth. In

2021, the world demand is expected to

reach 2,700 units (RMB7 billion).

(Source: Prof Research)

2524 2578 2620 2656 2687 2714

2016 2017 2018E 2019E 2020E 2021E

5.53 5.85 6.2 6.56 6.96 7.4

2016 2017 2018E 2019E 2020E 2021E

(Source: Technavio) (Source: Technavio)

723

1084

392300

12-15T 15-17T 17-25T 25T以上

27

03 BUSINESS STRATEGIES

➢ R&D and innovation strategy

➢ Digitalisation strategy

➢ Human resources strategy

➢ Best customer experience strategy

➢ Internationalisation strategy

➢ Business model innovation strategy

Contents

28

1. R&D and innovation strategy

Flagship products

EBZ200M-2 Excavating and bolting machine

STR260 Tunnel roadheader

SGZ1000/2×855-250m Scraper

SKT90 Wide-body truck

SRT95S Mining truck

SET55D Mining truck

MG730 Thin-seam coal mining machine

CS Pure water hydraulic support

SCR260 Mine excavator

Green and efficient Unmanned Smart Development

• Synchronised excavation, automated

excavation, effective dust-removal,

cutting of super-hard rocks

• Efficient mining of thin-seam coal

• Pure water hydraulic system

• Application technology of power battery,

electric drive system

• Smart operation management of mining

vehicles

• Transparent integrated mining work interface

• Automatic precision positioning

• Intelligent identification of coal rock

• Big data platform, real time data transmission

and processing

• Automatic cutting of excavation cross

section

• Long distance visible wireless remote

control technology

• Driverless technology

Key R&D directions Smart mining Smart terminals

29


Flagship products

45V/45E Front loader

45T Railway front loader

Dual hoist/double trolley

quayside container crane

Transtainer/quayside container

crane single machine automation

Transtainer/quayside container

crane integrated electric control

90K7V Stacking machine

90K7E Electric stacking machine

Unmanned electric truck

Ace tyre/rail-mounted transtainer

Automatic/hybrid-power

transtainer

Automation Smart Development Big Data

• Equipment health monitoring

• Working condition data mining

• Driverless control technology

• Human body recognition technology

• Fleet intelligent scheduling

• Multi-sensor integration technology

• Remote control technology

• Market demand forecast

• Anti-shake control

technology

• Automatic boxing

technology

• Truck positioning

technology

• Anti-collision control

technology

• Path control

technology

• Anti-twist control

technology

• Ship scanning

technology

• Box number

identification technology

Key R&D directions Smart mining Smart terminals

Automation

Institute

Smart

Development

Institute

System

Software

Institute

Unmanned

research

institute

Beijing Sany Intelligent Mining Technology Co., Ltd.

has been established to develop intelligent related technologies.

➢ Electro-hydraulic control

system

➢ Unmanned technology

development

➢ Intelligent control system

➢ IntelliSense system

➢ Smart mining machinery and

equipment system integration

➢ Overall design and

integration of the mine

➢ Smart Mine Operations and

Data Software Platform

➢ Analysis and application of big

data in smart mine operation

➢ Development of unmanned

mining vehicles

➢ Development of robotics

➢ Development of vehicle control

systems

➢ Electric drive system

➢ Intelligent mine equipment

intelligent basic technology

➢ Environmental awareness

system

➢ Control System

➢ Device control core algorithm

➢ Equipment synergy and

automation

➢ AI Mine: Big Data Acquisition,

Analysis and Application

30


2. Best customer experience strategy

31

“Two Exceeds” service philosophy

Reshape the “Two Exceeds”

marketing service philosophy

- “exceeding customers’

expectation and exceeding

industry standard”, and

deliver best customer

experience in the entire

process of order-delivery-

collection.

Establish signature sample

projects to increase customer

awareness of our products

Proper promotion of products

and strengthen technical

communication with customers.

Customised services, providing

customer with complete

solutions.

Provide customised services

such as spare part sales,

overhaul, maintenance, training

and support according to actual

needs of customers.

Traditional service: the engineer

will go to equipment location to

provide after-sales services after

receiving client’s call.

Resident service: the engineer will

be based at equipment location

and provide services according to

needs at any time.

Full maintenance service: entire

process of equipment maintenance,

repair and spare parts taken up by

Sany, and the customer only

requires to provide equipment and

operating personnel.

Establish standard service

actions and reshape the brand of

Sany brand services.

Service personnel dress, tools,

terms, service processes, etc.

establish standards.

Reasonable layout of service outlets,

increase of service personnel and

vehicles, must arrive at the location

within 2 hours after call.

Conduct service skills training to

improve the technical level of

service personnel. The proportion of

senior service personnels in service

outlets exceeds 60%, and the rate

of customer call for faults is 100%.

Provide customers with convenient,

efficient, visual and intimate after-

sales solutions.

Reduce the cost of using customer

equipment.

Improve equipment efficiency.

Help the customer industry to take

root and deepen.

Provide customers with intuitive, real-

time, intelligent and data analysis.

Customer cloud Customised services Standardised

services

✓ Enable business processes to

cover customers->distributors-

>factory marketing service.

CRM-SCM-PLM循环管理，

支持未来C2M业务模式

（个性化定制研发和生产）

✓ Service management system

based on big data

malfunctioning forecasts.

✓ Establish internet marketing

model, enhance market

forecast and ability to secure

orders.

Extend the digital management of

R&D demand/simulation/testing and

trial to enhance R&D quality and R&D

innovation capacity.

Virtual simulation and iterative

optimisation from R&D, manufacturing

to the entire factory, to enhance

efficiency of product R&D,

manufacturing and production.

⚫ Integration of various IT systems

ERP6.0+MDM+GSP+MES+APS+PO.

⚫ Enable supply chain business processes

to cover from order to delivery, from

purchase to payment and from sales to

collection.

⚫ Establish pilot smart factories that support

scaled customized production based on

modern information technology such as

IOT, artificial intelligence, cloud computing.

3. Digitalisation strategy

CRM-SCM-PLM

cyclical management,

supports future C2M

business model

(customised R&D and

production)

32

3. Digitalisation strategy

Control Center

(ECC)

Construction

Project

C-side

device

interconnect

ion

• Comprehensively apply resource monitoring

and control of the Internet of Things and

production and service units to improve the

operational level and efficiency of

enterprises.

• Process optimization and centralized control

of core businesses such as R&D,

procurement, manufacturing, inspection,

product delivery, supplier and customer

relationships.

• Through equipment positioning and electronic

fences, ensure that the equipment is

constructed in a controllable area, and

abnormalities are found, and the remote locks.

• Check vehicles with abnormal fuel

consumption through fuel consumption

statistics and improve equipment utilization.

• Analyze equipment health data, predict failures,

reduce downtime maintenance, improve the

accuracy of parts planning, and improve

equipment efficiency.

33

4. Internationalisation strategy

34

Mining equipment: Focus on the four major international markets of Southeast Asia, India, Ukraine and

Russia, with sales of major customers accounting for 60%.

Logistics equipment: deepen the Asia-Pacific, launching Europe, the United States and Australia,

breaking through the six major operators of MSK/DPW/PSA/HPH/COSCO/China Merchants.

Concentrate competitive resources to enhance brand influence through mutual visits between top

officers, policy support and establishment of overseas sample projects.

Expand market coverage by selecting prime distributors and providing commercial policy support, helping

marketing service and signing performance contract.

Localise marketing services, establish advantage in salary and resources and maintain employee

stability.

Twin foci

3

One Country,

One Strategy

Localisation

Targeted

marketing

Contributions from international market sales of logistics equipment and mining equipment

will be above 60% and 30%, respectively by 2022.

5. Human resources strategy

35

• Implement a comprehensive

salary system reform to improve

the competitiveness of

remuneration packages.

• Through equity incentives and

other means, we will achieve

medium- and long-term incentives

for key positions and core talents,

and share the company's value to

enhance dividends.

Incentives for

talents

• Improve the team of talents and build

an efficient team of professionals.

• Implement the Talent Empowerment

Program and carry out postgraduate

and retraining of employees through

group project manager certification

training.

• Recruit graduates from well-known

institutions and cultivate reserve

talents through the “R&D Talent

Program” to enhance team vitality.

Cultivating

talents

• To introduce 8 industry leaders and

iconic talents for each product through

cross-border recruitment.

• To introduce 28 technology leaders in

the fields of intelligent, unmanned,

electrified and digital, and expanding the

number of R&D personnel to more than

650 by the end of 2020.

• Introduced 33 senior project managers.

• Provide salary compensation of 75 cents

or more in the industry.

Introduction

of talents

6. Business model innovation strategy

36

Transition from equipment manufacturer to service operator

Step 01

Comprehensive

equipment supplier

Step 02

Comprehensive

intelligent equipment supplier

Step 03

Smart mining

total solution provider (EPC)

Step 04

Smart mining operator

(EPCO)

Roadmap

⚫ The 13th Five-Year Plan for the Coal Industry: Building an intensive, safe, efficient and green modern coal intelligent industrial system;

⚫ Coal as the main energy status of the country will not change, and will still occupy more than 50% of the market share in the future;

⚫ The problem of rising labor costs and the shortage of industrial workers has become increasingly prominent, and human control

substitution and smart development has become an inevitable trend.

Opportunities

⚫ Sany is the only manufacturer of comprehensive mining, comprehensive excavation and mine transportation equipment in China, and has

established a leading service guarantee system;

⚫ With the industry's leading machine, electricity, liquid and intelligent technology, it has the most powerful R&D team in the industry;

⚫ "Root Cloud Platform" with one of China's three major industrial Internet;

⚫ The strong brand advantage and abundant resources of Sany Group provide a solid guarantee for the transformation.

Advantages

6.1 Mining equipment


37

Transition from equipment manufacturer to service operator

Step 01

Comprehensive

equipment supplier

Step 02

Yard automation

equipment supplier

Step 03

Smart Terminal

Total Solution Provider (EPC)

Step 04

Smart Port Operator (EPCO)

Roadmap

⚫ The 13th Five-Year Plan for Port Construction: To build energy-efficient, efficient, green and environmentally friendly ports to achieve zero

emissions from ports;

⚫ As a fixed-scenario transportation mode, the port has few external disturbances, and there are prerequisites for unmanned and intelligent;

⚫ Railway containerization, multimodal transport mode and the construction of the Yangtze River Economic Belt will help upgrade logistics

and terminal equipment.

Opportunities

⚫ Sany integrated logistics equipment, unmanned card and terminal management system, and established a leading service guarantee system

and terminal operation management system;

⚫ Take the lead in the development of unmanned carts as a strategic direction, and the first and second generation of electric cars have been

recognized by the market;

⚫ It has one of China's three major industrial Internet “root cloud platform”.

Advantages

6.2 Logistics equipment

6.3 Smart terminal strategy

38

Gradually complete the transition from partial to overall,

from stand-alone manufacturing to system total package

Key technology

breakthroughs and field

bridge single machine

automation.

Primary Stage

Third Stage

Fourth Stage

Second Stage

Development and

promotion of automated

yard systems.

The development of

terminal level

transportation automated

loading and unloading

system.

Development and

promotion of fully

automated terminal

handling systems.

Key measures:

➢ Three key product designs: automatic field bridge, ground

automatic transport vehicle SAGV, automatic double

trolley shore bridge.

➢ Must be equipped with series technology development:

automatic control system, remote monitoring system,

real-time simulation analysis platform.

➢ Simultaneous implementation of product design platform

and core technology research and development platform.

➢ Prepare a port smart operation center based on big data.

➢ Form a stable professional technical team.

➢ Jointly develop intelligent operating systems with

Siemens, ABB, Sumitomo and other companies to form

automated terminal system solutions and acceptance

criteria.


IR Hotline: 86-24-89318111 IR E-mail: [email protected]

Website: www.sanyhe.com.cn Address:No.25,16Kaifa Road, Shenyang Economic and Technological Development Zone, Shenyang, Liaoning Province, PRC

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