CONSTRUCTION SUMMIT ISTANBUL Zafer Arız Gökhan Kenar Johan Abrahamsson Commercial Aftersales Manager Hub Business Manager EMEA Hub South Senior Customer Finance Manager MEENA, Market East Volvo Construction Equipment Volvo Construction Equipment Volvo Trucks Volvo Group We are one of the world’s leading manufacturers of trucks, buses, construction equipment and marine and industrial engines. We also provide complete solutions for financing and service. Volvo Group Construction Summit Istanbul 2019 2 09-10-2019 What we do Like a circulatory system, our trucks, buses, engines, construction equipment and financial services are involved in many of the functions that most of us rely on every day. ON THE ROAD IN THE CITY Our products help ensure that Our products are part of the daily people have food on the table, life. They take people to work, can travel to their destination and distribute goods and collect roads to drive on. garbage. We are developing to- morrow’s public transport solutions. AT THE SITE AT SEA We contribute to the extraction Our products and services are with of some of the world’s most important you, regardless of whether you are raw materials. Our engines, machines and at work on a ship or on holiday in vehicles can be found at mining and construction your pleasure boat. sites and in the middle of forests. Volvo Group Construction Summit Istanbul 2019 3 09-10-2019 Our vision To be the most desired and successful transport solution provider in the world Volvo Group Construction Summit Istanbul 2019 4 09-10-2019 Strong brands Our brand portfolio consists of Volvo, Volvo Penta, UD, Terex Trucks, Renault Trucks, Prevost, Nova Bus, Mack and Arquus. We partner in alliances and joint ventures with the SDLG, Eicher and Dongfeng brands. By offering products and services under different brands, we address many different customer and market segments in mature as well as growth markets. Volvo Group Construction Summit Istanbul 2019 5 09-10-2019 Volvo – Complete Supplier for Sustainable Transport Solutions The only supplier who can offer a complete solution for trucks and machines for every work step in the construction project • One supplier for big part of required products in construction project • Global presence and support • Quality products securing safety, high reliability and productivity Volvo Group Construction Summit Istanbul 2019 6 09-10-2019 Volvo – Complete Supplier for Sustainable Transport Solutions One Supplier TCO Uptime • Trucks, machines and gensets • Flexible financial solution • Service and maintenance schedules available in product portfolio • Industry-leading fuel efficiency • Availibility of spare parts • Supply of majority of required products in construction project • Productivity of equipment • Remote monitoring and management of equipment • Synergies in aftermarket - support • Productivity training for operators for trucks, machines and gensets and drivers • Competence and components commonality Volvo Group Construction Summit Istanbul 2019 7 09-10-2019 The Volvo Group - A Global Company Europe Net Sales 38% North America Employees 55% Asia Net Sales 32 % Net Sales 18% Employees 17% Employees 19% Total January - July 2019 Net Sales: 228 BSEK Employees: 107,300 South America Other Net Sales 6% Net Sales 6% Employees 3% Employees 6% Volvo Group Construction Summit Istanbul 2019 8 09-10-2019 Volvo Trucks Volvo Trucks is the second largest heavy-duty truck brand in the world with trucks sold and serviced in more than 140 countries and supported by over 2.300 dealerships and workshops. Volvo Trucks offers a range of medium and heavy duty trucks with more than 95% of the trucks over 16 tons. The company also provides aftermarket products and service as well as specific offers. Volvo Trucks has a production structure based on global presence. About 95% of the company’s production capacity is located in Sweden, Belgium, Brazil and the USA. Volvo Group Construction Summit Istanbul 2019 9 09-10-2019 Volvo Trucks International Sales Area Active in 4 markets CHINA HUB 1 market company 49 SITES VTI 128 countries 70 active 3 private importers 455 SITES markets 52 OWNED 11 market companies 47 private importers KOREA HUB 1 market company 31 SITES 3 owned sites Active in 40 markets MEENA 2 market companies HUB 29 private importers 112 SITES 4 owned sites SOUTH Active in 10 markets EAST 4 market companies ASIA HUB 5 private importers 109 SITES 23 owned sites Active in 6 markets SOUTHERN Active in 6 markets AUSTRALIAN 1 market company AFRICA Active in 3 markets 1 market company INDIA HUB HUB 3 private importers HUB 1 JV company 5 private importers 26 SITES 102 SITES 12 owned sites 26 SITES 2 private importers 10 owned sites Volvo Group Construction Summit Istanbul 2019 10 09-10-2019 Volvo Construction Equipment Volvo CE is the world’s leading manufacturer of articulated haulers and one of the world’s leading manufacturers of wheel loaders, excavators, road construction machines and compact equipment. Founded in 1832 in Eskilstuna, Sweden Volvo Construction Equipment has grown to become one of the leaders in the development of products and services for the construction, extraction, waste processing, forestry and materials handling sectors. Brands Volvo, SDLG (Lingong) and Terex Trucks. Volvo Group Construction Summit Istanbul 2019 11 09-10-2019 Volvo Construction Equipment Sales Region EMEA Continental Europe Presence in 34 countries 3 owned dealers 31 independent dealers EU North and Central Asian countries Presence in 19 countries 3 owned dealers Africa, Turkey and 15 independent dealers Middle East Presence in 55 countries 24 independent dealers (14 represent SDLG) Volvo Group Construction Summit Istanbul 2019 12 09-10-2019 Volvo Penta Volvo Penta is the world’s largest producer of diesel engines for leisure boats and a leading, independent producer of industrial engines and is associated with innovative and performance-oriented products. The company provides engines and power systems for leisure and commercial boats, as well as for industrial applications such as power generation and container trucks. Penta has been a registered trademark for almost 100 years and Volvo Penta since 1935. Volvo Group Construction Summit Istanbul 2019 13 09-10-2019 Volvo Financial Services Volvo Financial Services offers competitive financial solutions which strengthen long term relationships with Volvo Group customers and dealers. As the number one provider of financial solutions for Volvo Group product sales, VFS delivers value to customers and builds loyalty to the Group brands through ease of doing business, speed to market, and knowledge and expertise of the industry. VFS conducts customer financing in 44 countries around the world. Volvo Group Construction Summit Istanbul 2019 14 09-10-2019 3 Airport Project Project Details • Project defined as biggest scale airport in the world, aiming 200 M passengers per year. • Time plan for first stage 2014-2019 • 1 Mtons earthmoving per day. • Working 24h/day with 3 shifts. Challenges • Reliability. (Manage overload) • Uptime. • Drivers. • Parts availability. Volvo Group Construction Summit Istanbul 2019 15 09-10-2019 Actions • Product experts visited construction site before defining the tech. specification of Trucks • VT was the only brand which could offer 3 months delivery for 10x4 tipper trucks from factory mounting. • 615 units tailor made VT in operation since 2014. • Site workshop working 2 shift with 30 technicians. • Parts availability secured by 95% with on site warehouse with auto refill system. • Continues driver trainings provided. Volvo Group Construction Summit Istanbul 2019 16 09-10-2019 Introduction to Volvo CE and Trucks Customer Finance Istanbul, 9th October 2019 Volvo CE and Trucks - Customer Finance • For the emerging markets in EMEA (Europe, Middle-East, and Africa) Customer Financing is organized within Sales Regions in Volvo CE and Volvo Trucks International. • Our mission to support sales activities related to the financing needs of our independent dealers and end customers, in markets where Volvo Financial Services are not present. • We structure the financing as a Supplier’s Credit with support from credit insurance providers and financial institutions within our network, including both international and regional banks. • Volvo CE EMEA and VTC International arranged financing of 700 Mn USD to dealers and customers in 2018. Volvo Group Construction Summit Istanbul 2019 18 09-10-2019 How does financing from Volvo CE/Trucks add value for customers? • Through co-operation with EKN and our banks, Volvo can offer customers with financing to attractive terms even in challenging markets • Enhanced financial flexibility as a finance solution provided by Volvo is an alternative source of financing, customer can keep established bank lines intact • Security in the product being financed is enough for Volvo, no other securities required from customer • EKN is a stable partner and for the long-term, with a politically driven mission rather than short- term profit maximization Volvo Group Construction Summit Istanbul 2019 19 09-10-2019 Supplier’s Credit from Volvo – key facts • Selling entity is either Volvo CE / Trucks or local independent dealer which offer deferred payment terms to customer • Repetitive business or specific project • Credit tenor normally 3 to 5 years with quarterly amortizations • Documented through a Sales Contracts and Bills of Exchange or Promissory notes • Credit process include ordinary credit risk assessment and CSR/KYC • No application fee charged Volvo Group Construction Summit Istanbul 2019 20 09-10-2019 Supplier Credit Deal Structure EKN Credit Insurance Discounting Agreement Bank/SEK Volvo Payments Sales Contract Off-shore Local Buyer market Local Dealer Equipment Title/Pledge Volvo Group Construction Summit Istanbul 2019 21 09-10-2019 Example of Supplier Credit Framework Offer to EPCs • Volvo CE and Trucks offered together a non-binding credit limit of 30 MEUR to a European based EPC, valid for 6+6 months. Minimum drawdown of 5 MEUR. • Buyer is the parent company in Europe and/or international subsidiary, subject to satisfactory legal opinions, KYC and parent company guarantee.