Three-Year Rolling Plan Sales Strategies

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1 Three-Year Rolling Plan Sales Strategies November 17, 2011 Fuji Electric Co., Ltd. Sales Headquarters 2011 Fuji Electric Co., Ltd. 1

2 Market Conditions Outlook Market conditions outlook Japan Although the market is likely to recover due to restoration demand, there is concern over reduction in the pace of recovery due to yen appreciation/slowdown in overseas demand. Asia Although growth rate may soften due to global economic trends and wage inflation, it is likely to continue growing. China Despite lower growth rates as a result of global economic trends and monetary tightening, it is expected to continue growing. Americas and Europe Although the outlook is for continuing modest growth, uncertainty is heightening over such issues as Europe s problems. 100% Market growth rate, with 2011 as 100 (manufacturing industry) 101% 108% 103% China 117% 110% 102% Asia Japan 130% 110% Americas/ Europe 90% (Fuji Electric s estimate) 2011 Fuji Electric Co., Ltd. 2

3 Basic Direction Strengthen local sales systems, increase overseas volume Expand and improve sales bases focusing on Asian region Develop new areas through operational collaborations with local partners Increase market share by introducing new products that match market needs Strengthen solutions-based sales, increase domestic market share Strengthen initiatives for restoration support through project systems Enhance customer satisfaction by strengthening systems of service divisions Increase market share and develop new customers by introducing new products 2011 Fuji Electric Co., Ltd. 3

4 Net Sales / Operating Income Targets Net Sales ( billion) Operating Income 1, % % % % 5.5% Operating Income to Net Sales 3.1% +41% 4.0% FY2015 goal [ Net Income] Assumed exchange rates US$ EURO Fuji Electric Co., Ltd. 4

5 Net Sales (by segment) Increase net sales significantly through power electronic devices s (inverters, UPSs), power semiconductors, social systems (energy management) ( billion) % (+60.0) % (+70.0) vs. growth rate (+4.1) (-1.5) (-3.0) (+3.4) (+11.9) (+12.8) (+11.3) (+3.5) (+25.4) vs. growth rate Others Vending Machines Electronic Devices (Magnetic Disks) ED&C Components (+5.0) Electronic Devices (Semiconductors) (+23.0) Power Electronics (+31.0) Social Systems (+15.0) Industrial Systems (+11.0) Energy (-12.0) Elimination 2011 Fuji Electric Co., Ltd. 5

6 Net Sales (percentage from overseas sales) Increase percentage of net sales from overseas sales from 2011: 25% > 2013: 32% ( biliion) +8% % Japan +26% % vs. growth rate (+32.7) Overseas vs. growth rate (+57.0) Percentage of overseas sales 25% 28% 32% 2011 Fuji Electric Co., Ltd. 6

7 Overseas Net Sales (by region) Increase net sales in Asia/China significantly : billion > : billion ( billion) +26% (+57.0) vs. growth rate ( biliion) Americas 22.1 (+9.2) % (+32.7) (+2.0) (+4.8) (+16.6) Europe vs. growth rate China (+2.5) (+23.2) (+9.4) Asia (+22.1) 2011 Fuji Electric Co., Ltd. 7

8 Priority Measures by Region (by segment) Japan Asia China Americas Europe Energy Industrial Systems Social Systems Strengthen restoration support initiatives Strengthen sales capabilities for services Strengthen order-winning activities targeting full turn-key projects for geothermal and thermal power generation plants Increase orders centered on materials industry area Advance energy management businesses in smart community market Strengthen ability to cater to local needs by expanding and improving sales network Enter new area through operational collaborations with local partners Power Electronics Increase market share and enter end-user market (inverters) by introducing new products matching market needs Increase sales of medium-capacity and large-capacity UPSs through operational collaborations with local partners Electronic Devices Increase volume of power semiconductors for EVs/HEVs Grow share of power semiconductor market by introducing new products and increasing sales engineers ED&C Components Expand and improve sales network and product lineup 2011 Fuji Electric Co., Ltd. 8

9 Priority Measures by Region (Asia/China) ( billion) %: vs growth rate ( billion) %: vs growth rate 57.4 Asia +9% China +29% % % 97.2 Priority measures Strengthen ability to cater to local needs by newly establishing/bolstering sales bases Enter energy-saving businesses in earnest focusing on materials industry area Advance energy management businesses in smart community market Increase share of inverter market by introducing new products Increase UPS sales through operational collaborations with local partners Priority measures Increase share of component market by expanding and improving sales network Expand systems business through operational collaborations with local partners Increase share of inverter, ED&C component market by introducing new products matching market needs Increase market share for power semiconductors for industry and new energy by increasing sales engineers 2011 Fuji Electric Co., Ltd. 9

10 Sales Bases Expand and strengthen functions of systems sales network centered on power electronic devices Europe China Thailand Sales base North America Middle East Sales base Asia Vietnam Sales base India sales bases (Ahmedabad, Pune, Kolkata, Bangalore, Hyderabad) Sales companies Existing sales bases Sales bases currently under consideration for new establishment Australia Sales base Brazil Sales base 2011 Fuji Electric Co., Ltd. 10

11 Disclaimer 1.These materials are outside the scope of auditing procedures required by law, and as of the date of this results presentation, financial statement auditing procedures required by law have not yet been completed. 2. Statements made in this documents or in the presentation to which they pertain regarding estimates or projections are forward-looking statements based on the company s judgments and assumptions in light of information currently available. Actual results may differ materially from those projected as a result of uncertainties inherent in such judgments and assumptions, as well as changes in business operations or other internal or external conditions. Accordingly, the company gives no guarantee regarding the reliability of any information contained in these forwardlooking statements. 3. These documents are for information purpose only, and do not constitute an inducement by the company to make investments. 4. Unauthorized reproduction of these documents, in part or in whole, is prohibited Fuji Electric Co., Ltd.

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