COMMERCIAL REPORT FOR JANUARY 2018

Transcription

1 1 OVERVIEW INDUSTRIES Activities this month Tradeshows and events Progress Point activities Leads from online channels FP related activities are registered within the industries. See Progress Point section for corporate and cross-industry activities. In the last 12 months Compared to last report 0.9% 3.6% 4.7% 10.0% Thereof open leads 1.8% % 5.6% Days to closure within month Closed in month within 24 hrs 29% 26% 31% 13% Business opportunities In the last 12 months 9,700 6,600 8,900 3,900 New opportunities 0.5% % 1.8% Best case opportunities 0.9% 0.2% 0.3% 6.2% Visit reports All industries (not just FP) In the last 12 months 7,000 3,100 3,600 21,400 Compared to a year ago 1.2% 0.9% 0.7% 0.9% Industry related web traffic Monthly visitors 19,400 10,700 11,600 6,800 Compared to a year ago 33% 30% 28% 20% Viewed a product 2 33% 27% 20% PROGRESS POINT ACTIVITIES COMMERCIAL TOOLS PRICELISTS REPORTS Year-to-date 28 Last 12 months 3.2% 2.8% GLOBAL SERVICE WORK ORDERS ON-SITE RESPONSE TIME FIRST TIME FIX PRODUCTIVITY Created in TTM Current month on target 10% 85% 95% 61% WEBTRAFFIC Compared to a year ago REGIONAL TRAFFIC VISITORS Compared to a year ago Marel websites Western Europe 40,300 20% Competitor visitors 6% Northern America 12,100 Product groups (by size) Latin America 8,900 55% W/G/B 13% Asia Pacific 8,700 10% Portioning 31% Eastern Europe 5,300 8% Innova 26% Middle East & Africa 4,600 27% End of Line 9% Inspection 59% WEB CHAT COMPLETED CHATS CHAT SATISFACTION Skinning 31% Most recent month 64 87%

2 2 TRADESHOWS AND EVENTS INDUSTRIES Tradeshows and events IPPE (US) IPPE (US) - IPPE (US) COMMERCIAL & CORPORATE Events and other highlights INVESTORS / PUBLIC RELATIONS - OTHER HIGHLIGHTS Expanded scope of cross-industry product families Note: Tradeshow information is retrieved from the exhibition overview on the MyMarel Intranet. Investor events are based on published information on marel.com. Other is based on featured MyMarel news from the Intranet. 3 PROGRESS POINT ACTIVITY OVERVIEW CORPORATE & CROSS- INDUSTRY UNITS Activities year-to-date Activities by type Meetings Training Customer demos Dinner Events Events held in Customer demonstrations this month by industry and customer location I-Cut 130 (DE) StreamLine (SE) I-Cut 11 (UK) - TIS Innovation (IS) Portioning & Robot Loading (BE) I-Cut Portioning (NL) I-Cut 130 & Robot test (DK) GUESTS TOTAL* GUESTS IN 2018 Year-to-date 174 Thereof internal activities 53% * Guests that are associated with multiple activities within the same month are only counted once within that month. Meetings Training Demonstrations Dinner Events 1 25% 8% 53%

3 4 COMMERCIAL TOOLS ACTIVE USERS OF CRM SYSTEM Users CRM REPORTS BY TYPE Run in the last 12 months Salesforce and ServiceMax 1,724 Service 2% 6% 20% Logged on in last 3 months 98% Users by function Sales Marketing 10,890 reports Sales and marketing 31% Unfiled Service 69% 72% PRICING In the last 12 months CRM REPORTS BY TIME Run in the last 12 months* Products in quotations retrieved from Excel or SAP 9,481 Most recent month Compared to last report Products retrieved from Excel pricelist 30% 3.2% 29% In the previous two months Not in the last three months 42% 10,890 reports 41% SAP Both Neither 7% 3 * Includes automatic run of reports through dashboards, unless the user does not have access rights to the underlying reports. 17% 5 GLOBAL SERVICE KEY INDICATORS Work orders On-site response time First time fix Productivity Created TTM (rounded) Set targets 62,600 Thereof closed 87% Year-to-date On target Not on target - 61% 85% 95% Closed in month (rounded) On target in current month 5,600 85% 95% 61% Compared to last month : Closed vs Open On target vs Off

4 6 LEAD GENERATION THROUGH ONLINE CHANNELS WEB LEADS BY INDUSTRY Generated business leads in the last 12 months (rounded) Compared to last report's accumulated leads 0.9% 3.6% 4.7% 10.0% By lead status Open 31% 2% 1% 26% 1% 28% 2% 3% 29% 6% 1% Contacted Qualified 66% 69% 67% 6 Lost interest Days to first action last month Acted on within 24 hours (change in lead status) 29% 26% 31% 13%

5 7 NEW BUSINESS OPPORTUNITIES NEW BUSINESS OPPORTUNITIES New opportunities in the last 12 months (rounded) 9,700 6,600 8,900 3,900 Thereof Further Processing 22% 20% 2% - Compared to last report's accumulated opportunities 0.5% % 1.8% New opportunities in the last 12 months Marketing 40% 8% 15% 37% Sales call 56% 77% 77% 59% Other (including customer) New opportunities in the last 12 months Lost Rejected 18% 15% 28% 1% 16% 12% 8% 6% 20% Low probability (< 60%) 1 9% 7% 49% 49% 48% 5 Won CONVENIENCE SAUSAGES FRESH New opportunities in the last 12 months (rounded) 3, ,900 Compared to last report's accumulated opportunities 1.1% % 1.8% New opportunities in the last 12 months Poultry Meat 10% 0% 1% 0% 20% 3% 3% 0% 8% 0% Fish 22% 6 33% 55% Other 78% 75% Uncategorized New opportunities in the last 12 months Lost Rejected Low probability (< 60%) 11% 7% 21% 8% 21% 1 7% 12% 6% 3% 8% 26% 20% 55% 50% 50% 5 Won

6 8 BUSINESS OPPORTUNITIES FROM BEST CASE AND ONWARDS FROM BEST CASE AND ONWARDS Reached best case in the last 12 months (rounded) 5,100 2,800 4,600 1,300 Thereof Further Processing 13% 17% 0% - Compared to last report's accumulated opportunities 0.9% 0.2% 0.3% 6.2% Reached best case in the last 12 months Marketing 40% 3% 3% 29% 23% 31% 3% Sales call 57% 68% 73% 66% Other (including customer) Reached best case in the last 12 months Lost Rejected Low probability (< 60%) 46% 7% 7% 36% 55% 8% 6% 27% 66% 2% 5% 9% 18% 43% 10% 11% 26% 10% Won CONVENIENCE SAUSAGES FRESH Reached best case in the last 12 months (rounded) 1, ,300 Compared to last report's accumulated opportunities 6.2% 8.8% 0.0% 6.2% Reached best case in the last 12 months Poultry Meat Fish Other 2% 9% 2% 0% 2% 10% 40% 25% 56% 62% 77% 88% 1% 7% 1% 8% 25% 15% 77% 66% 8% 2% 1% 37% 39% 50% 59% Uncategorized Reached best case in the last 12 months Lost Rejected Low probability (< 60%) 38% 1 18% 11% 15% 11% 10% 30% 49% 9% 60% 8% 11% 12% 49% 28% 62% 7% 1% 12% 16% 12% 13% 48% 12% 6% 10% 8% 11% 20% 43% 10% 5 26% Won

7 Thousands COMMERCIAL REPORT FOR JANUARY VISIT REPORTS BY ASSOCIATED ACCOUNT ALL INDUSTRIES (including Other) Registered visit reports in the last 12 months (rounded) 7,000 3,100 3,600 21,400 Compared to accumulated visit reports from last report 1.2% 0.9% 0.7% 0.9% 10 OVERALL AND INDUSTRY RELATED WEB TRAFFIC Monthly visitors Compared to a year ago MAREL WEBSITES 83,400 Global site 49,000 21% Local sites 34,400 17% Share of users Compared to a year ago Mobile users 37% 31% Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan INDUSTRIES Monthly visitors 19,400 10,700 11,600 6,800 Visited local section only 39% 12% 23% - Viewed a product 2 33% 27% 20% Read industry news 12% 10% 13% 6% Downloaded a document 8% 11% 10% 10% Watched a video 7% 8% 11% 10% Contacted a specialist Visited through paid advertising (AdWords) 3 13% 27% 36% Viewed a product from a Product Group 6% 13% 8% 6% Compared to a year ago 33% 30% 28% 20% Published news and customer stories on marel.com in

8 11 PRODUCT GROUP RELATED WEB TRAFFIC PRODUCT GROUPS W/G/B PORTIONING INNOVA END OF LINE Monthly visitors who viewed products 1,870 1,450 1, Downloaded a document 30% 26% 18% 26% Watched a video 23% 3 15% 2 Contacted a specialist Paid traffic 6% 9% 18% Compared to a year ago 13% 31% 26% 9% INSPECTION SKINNING Monthly visitors who viewed products Downloaded a document 2 29% Watched a video 23% 25% Contacted a specialist Paid traffic 7% 8% Compared to a year ago 59% 31%

9 Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Jan COMMERCIAL REPORT FOR JANUARY REGIONAL TRAFFIC, INVESTORS AND WEB CHAT REGIONS Western Europe Eastern Europe Middle East & Africa Asia Pacific Monthly visitors 40,300 5,300 4,600 8,700 Compared to a year ago 20% 8% 27% 10% Northern America 12,100 Latin America 8,900 55% Monthly visitors Compared to a year ago INVESTORS 3,800 65% Business leads from the web Open In 2018 In most recent month Published corporate news articles on marel.com in Closed or contacted Qualified WEB CHAT Total chats Chat satisfaction Chat duration Time to first response Trailing twelve months % 00:15:01 00:02:05 Most recent month 64 87% 00:17:09 00:02:09 Compared to last month (worse)

10 13 TOP PRODUCTS ONLINE AND COMPETITOR INTEREST TOP 10 PRODUCTS ON THE WEB Products sorted by number of visitors within given month Unique pageviews Rank change Industry or product group M1100 Scale Weighing, Grading, Batching SensorX x-ray bone detection system Poultry (Inspection) Salmon Deheader MS New Fish Filleting Machine MS Fish ATLAS live bird handling system Poultry Cattle Slaughter Lines Meat Marine Scales Fish FleXicut Fish RoboBatcher Flex Poultry (Batching) Pig Slaughter Lines Meat COMPETITOR WATCH Identified visitors in month Compared to last month Top products (three or more identified competitors viewing ATLAS live bird handling system None meets criterium Salmon Deheader MS 2720 RevoPortioner 500/600/700 AMF-i breast cap filleting system Filleting Machine MS 2730 PGI-Nuova Deslimer SmartWeigher Salmon Skinner MS 1355 Poultry opening machine VO-20 RS Food Procesing Scale M1100 SmarLine Grader FleXicut Automatic Fat Remover Nuova eviscerator Identified competitors (three or more visits) Meyn SFK Leblanc Baader/Linco Handtmann Baader/Linco Handtmann Kaj Olesen Provisur Technologies Foodmate Cabinplant Uni-Food Technic Alco Food Machines Cabinplant Marelec Marelec Provisur Technologies Weber

11 Thousands COMMERCIAL REPORT FOR JANUARY MYMAREL SITES Monthly visits Compared to last year INTRANET VISITS 101,900 6% Videos played in 2018 Top video in 2017 MyMarel TV 1,600 Innova looking forward Visits compared to last year Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec INDUSTRY SECTIONS Accumulated visits in Change compared to 2017 (year-to-date) 8% 1 12% 8% MONTHLY TOP 10 NEWS ARTICLES ON THE MYMAREL INTRANET News article Visits Rank Expanded scope of cross-industry product families 1,500 1 Embracing Change Medal of Honor for Marel Poultry Changes in reply / forward signatures Promising changes in Italy New Specialist in Corporate Communications CAO verhoging en reiskosten per 1 januari 2018 (local: Boxmeer) Appointment of Federico Missale Oakey meat story

12 15 VIEWED VIDEOS ONLINE OUR YOUTUBE CHANNELS Top video in 2018 Medal of Honour awarded to Marel Poultry StreamLine - Beef deboning, trimming and packing Bremnes Seashore MasterFormer Cordon Bleu Total video views in ,300 4,700 24,600 3,900 Views this month 6,300 4,700 24,600 3,900 Compared to last month Average view duration 00:59 01:34 02:22 01:37 Available videos OUR OWN WEBSITES Top video in 2017 ATLAS live bird handling system Software Fish industry video RevoPortioner 500/600/700 Total video views in ,300 1,600 2,200 1,400 Most recent month 2,300 1,600 2,200 1,400 Compared to last month 16 DOWNLOADED MARKETING MATERIAL INDUSTRIES Downloads in ,400 2,000 2,200 1,400 Thereof newsletters 16% 1 9% 6% Top product brochure Batching and Grading Pig slaughter lines Grading and batching RevoPortioner Other publication World of Poultry Processing Meat Insight vol 6 Fish Insight 2017 Step-by-step Author: Ragnar Gudmundsson, Manager of Marketing Analytics, Gardabaer, Iceland