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Cheri WalkerVP M&A North America
Merrill Lynch Global Pharmaceutical,
Biotechnology and Medical Device Conference
New York, February 8, 2006
W W W . Q I A G E N . C O MSlide: 2
Certain of the statements contained in this presentation may be considered forward-looking statements within the meaning of Section 27A of the U.S. Securities Act of 1933, as amended, and Section 21E of the U.S. Securities Exchange Act of 1934, as amended. To the extent that any of the statements contained herein relating to QIAGEN's products and markets and operating results are forward-looking, such statements are based on current expectations that involve a number of uncertainties and risks. Such uncertainties and risks include, but are not limited to, risks associated with management of growth and international operations (including the effects of currency fluctuations), variability of operating results, the commercial development of the DNA sequencing, genomics and synthetic nucleic acid-related markets, as well as the nucleic acid-based molecular diagnostics and genetic vaccination and gene therapy markets, competition, rapid or unexpected changes in technologies, fluctuations in demand for QIAGEN's products (including seasonal fluctuations), difficulties in successfully adapting QIAGEN’s products to integrated solutions and producing such products, the ability of QIAGEN to identify and develop new products and to differentiate its products from competitors, and the integration of acquisitions of technologies and businesses. For further information, refer to the discussion in reports that QIAGEN has filed with the U.S. Securities and Exchange Commission (SEC).
Forward Looking Statements
W W W . Q I A G E N . C O MSlide: 3
New developments in DNA forensicsApr 22nd 2004
CRAIG HARMAN was drunk when, in May 2003, he killed Michael Little by throwing a brick from a motorway overpass. He had neither motive nor connection to the victim, meaning that, under normal circumstances, his crime would have been almost impossible to solve…
QIAGEN Technologies in the News
January 7, 2006
From Roger Boyesin Salzburg
DNA solves the 250-year mystery of Mozart's skullMUSEUM staff in Salzburg refused for years to go near the case displaying the skull that had reputedly housed the brain of Wolfgang Amadeus Mozart.
GERM SENSORS
Money & Investing
By Peter Kang
02.13.06 Bird flu and bioterrorism threats are creating healthy opportunities for outfits that sniff out lethal bugs.
PRIVACY MATTERS By Jane Black
JUNE 26, 2003
Whose DNA Is It Anyway?Asking convicted felons to surrender their genetic privacy is one thing. TAKING `ROOTS' TO A DNA LEVEL
January 29, 2006
The chairman of Harvard University's Department of African and African-American Studies has just produced a four-part series for PBS, "African American Lives," in which DNA testing is used to trace the African ancestry of nine famous Americans.
W W W . Q I A G E N . C O MSlide: 4
Purification of Complex Biological Samples
DNADNASample PrepSample PrepBloodBlood
Nucleolus, Polymerases, Ceramides, Chromosomes, Chromatin, mRNA, Cytoplasm, Leucocytes, Sugars, Lipids, Salts, Urea, Carbonic acids, Cofactors, Precursors, Hemoglobins, Erythrocytes, Monocytes, Smooth endoplasmatic reticulum, Macrophages, Thrombocytes, Platelets, Lymphocytes, Basophils, Eosinophils, Neutrophils, Megacaryocytes, Plasma, Clotting factors, Actin, Microfilaments, Serum, Fibrin, Lysosomes, Ezrin, DNA, Hemaglobins, Heptaglobins, Transferrin, Fibrinogen, Serum albumin, tRNA, Salts, Polymerases, Centrioles, Immunoglobulins, Carrier proteins, Cytokines, Angiotensins, Chemokines, Bradykines, Plasma membranes, Ribosomes, Actin, Vesicles, Complement components, Nuclei, Rough endoplasmatic reticulum, Nucleoli, Golgi apparatus, Glycoproteins, Microtubules, Mitochondria, Mitochondrial nucleic acids, Vacuoles, Talin,
W W W . Q I A G E N . C O MSlide: 5
Multiple QIAGEN Product Dimensions
Nucleic Acids/Genetic Information
Assays/ApplicationsBiological Samples
W W W . Q I A G E N . C O MSlide: 6
QIAGEN’s Leadership
Focus and innovation
Leading market share and penetration
Science-driven culture
Brand excellence
Standard-setting technologies
Growing leadership in MDx
Strong and deep partnerships
W W W . Q I A G E N . C O MSlide: 7
A Global Company
Total Employees: 1599
Americas< 50% of Sales: Sales/Marketing Force: 210Low-teens growth in 2005
EuropeApprox 40% of SalesSales/ Marketing Force: 270Low-teens growth in 2005
AsiaApprox 10% of SalesSales /Marketing Force: 50Low-teens growth in 2005
W W W . Q I A G E N . C O MSlide: 8
Markets by Customer
Academia 45%
Mkt. growth 5-7%
PharmaBiotech
35%Mkt. growth
7-9%
Applied Testing
>1%Mkt. growth
20-30%
Molecular Testing
20%Mkt. growth
20-30%
Life Science Research
Academic Research
Solid in most countries
US solid
Europe strong
Japan still underperforms, outlook stronger
Pharma/Biotech Research
Strong in US, softer in EU
Key account management successful
Applied Testing
Still small - but accelerating growth rates
Molecular Diagnostics
Direct sales strong growth, outlook strong
OEM sales still off target
W W W . Q I A G E N . C O MSlide: 9
Life Science Growth Drivers
Collection Stabilization Homogenisation Lysis Purification
Preanalytical Standardization
Cloning
Sequencing
Gene Expression
Arrays
Real Time PCR
Genotyping
DNA, RNA Assays
Mouse Knock-outs
PCR
Multiplex Assays
Bacteria
Blood
Viruses
Tissue
Swabs
Yeasts
Stool
Urine
Hair
Saliva
Standardized analytes
Standardized analytes
W W W . Q I A G E N . C O MSlide: 10
Life Science Research Market Leadership
Mar
ket s
hare
100%
Home Brew
Competitors
Preanalytical Technologies
Highest market share
Large and growing market
Continue to penetrate
Strong brand
Sales leadership
Standard-setting technologies
Strong IP portfolio
Significant barriers to entry
Stable, cash generating business
QIAGEN SETS THE STANDARD!QIAGEN SETS THE STANDARD!
W W W . Q I A G E N . C O MSlide: 11
Applied Testing Markets
Source: company estimates, various industry research reports
Food Pathogens
Food GMO
BioSecurity
QC PharmaPharmacogen.
Veterinarian
Human ID
Estimated market: >US$ 500 million (2008)
W W W . Q I A G E N . C O MSlide: 12
Total Diagnostics Markets
Molecular Diagnostics
6%
Diabetes Care21%
Other IVD23%
Clinical Chemistry
14%
Immunochem25%
Near Patient Testing
11%
Source: company estimates for 2006, various industry research reports
$2 B Market
W W W . Q I A G E N . C O MSlide: 13
QIAGEN – a Leader in Molecular Diagnostics
Oncology 11%
Blood Banks/Other
25%
Genetic Testing 13%
Viral infections 39%
Non-Viral Infections
12%
Estimated market:> US$ 2 billion (2006)
Source: company estimates, various industry research reports
RocheGenprobeQIAGENBayerAbbottDigeneOthers .
W W W . Q I A G E N . C O MSlide: 14
QIAGEN MDx Strategy Evolution
Expanding portfolio of assays
Artus acquisition
PG Biotech acquisition
Setting standards in preanalytical solutions
Linking with tests (assays)
CE and FDA regulated products
Numerous strategic alliances
Impressive new product pipeline
More than 20 assay developers
>12 new assays to come in next 4 months
W W W . Q I A G E N . C O MSlide: 15
QIAGEN Real Time PCR Assays
CMV LC CECMV RG CECMV TM CEHSV 1/2 RG CEHSV 1/2 TM AbbottHHV 6 LC CEHHV 6 RG CEVZV RG CEC. pneumoniae TM CEC. pneumoniae RG CECandida RG CEAspergillus RG CEInfluenza LC CEM. pneumoniae LC CERSV LC CEAdenovirus LC CEB. pertussis LC CEEnterovirus LC CEEnterovirus RG CEEnterovirus TM AbbottL. pneumophila LC CEL. pneumophila RG CEMTB diff LC RUOMTB diff RG RUO
C. pneumoniae LC CEParainfluenza LC CEBorrelia LC CEHAV LC RocheHAV TM AbbottNorovirus LC CEWNV TM ASRInfluenza RG CERSV RG CEAdenovirus RG CEB. pertussis RG CEM. pneumoniae RG CENorovirus RG CEParainfluenza RG CEMTB diff TM CEB. pertussis RG CEC. trachomatis PLUS TM CEC. trachomatis PLUS TM LCC. trachomatis PLUS TM RGHCV LC CEHCV RG CEHIV-1 RNA RG CEGeneral bacteria detectionHHV-6 TM Abbott
L. pneumophila TM AbbottMalaria diff QC LCM. paratuberculosis LC CEM. diff LC CEM. diff TMM. diff RGHemachromatosis LC CEFactor II/V C LC CEDengue RGHTLV LCInfluenza TML. pneumophila TM AbbottMalaria diff QC LCM. paratuberculosis LC CEM. diff LC CEM. diff TMM. diff RGHemachromatosis LC CEFactor II/V C LC CEDengue RGHTLV LCInfluenza TM
Representative but not complete list
W W W . Q I A G E N . C O MSlide: 16
Shenzhen PG Biotech
sFDA approved to sell qPCR diagnostic kits
GMP manufacturing plant certified by SFDA for extrinsic diagnostic reagent in China
Only manufacturer in China possessing certificates for HIV, HCV and HBV necessary for blood banking testing
First company approved for PCR-based avian flu test for veterinarian and quarantine testing
US$ 6-7 million in 2006 (>1 million assays!)
Expect to close in 1Q06
W W W . Q I A G E N . C O MSlide: 17
The Total MDx Solution
Applied Biosystems
Abbott Laboratories
Roche Diagnostics
Applied Biosystems
Roche Applied Science
Bio-Rad, Stratagene
Cepheid
Molecular DiagnosticsLife Science Research
Mirrored Capabilities
Open ArchitectureDetection Instrument
PCR Assay
PreAnalyticalSolution
W W W . Q I A G E N . C O MSlide: 18
Molecular Diagnostics Growth Strategy
OEM Devel.
5%
OEM Sales15%
Direct Sales 80%
Direct Sales
Growing direct sales force > 40
No instrument dependency
Focus on pathogens
Market leader is developing countries
OEM Products
Integrated solutions
Assays, preanalytical, automation
> 15 Partners
>100 clinical trials using QIAGEN
> 50 clinical trials using PreAnalytiX
OEM development
Developing solutions for partners
W W W . Q I A G E N . C O MSlide: 19
Executing on the Acquisition Strategy
Core Markets:Standardization &
Integration
Core Markets:Standardization &
Integration
Expand Markets:Establish New Standards
Expand Markets:Establish New StandardsNew Markets:
DisseminationNew Markets:Dissemination
3
1
Discovery Clinical phases
Plasmid
Cells
2
gDNA
RNA
Molecular Diagnostics
Applied Markets
Academic research
BiomedicalResearch
Pharma
Personalized Medicine
Proteins
Routine use
W W W . Q I A G E N . C O MSlide: 20
Alliance of Leaders
Alliance of leadersBrings together two strongest brands and product lines of the industry in sample management.
Linking portfoliosLinks complementary technology portfolios and expertise through co-marketing andco-development projects.
Technology resourceCreates options to develop products based on the unique expertise of both partners.
StandardizationFocuses on improving biological sample management through fully compatible products.
W W W . Q I A G E N . C O MSlide: 21
Long History of Revenue Growth
0
50
100
150
200
250
300
350
400
450
2000 2001 2002 2003 2004 2005E*
*Midpoint of guidance for 2005*Midpoint of guidance for 2005
5 year CAGR = 19%5 year CAGR = 19%$ mill.
W W W . Q I A G E N . C O MSlide: 22
* excluding acquisition, restructuring, integration and related charges as well as amortization on acquired IP
66% 70%
27% 28%
16% 19%
Gross Margin Operating Margin* Net Income Margin*
Q3 2004
Q3 2005
Highly Profitable Business Model
W W W . Q I A G E N . C O MSlide: 23
$ 205.6211.1Cash on Balance Sheet
-0.060.13Cash EPS in US$ per share
-11.416.6Free cash flow
2.72.6Capital expenditures
-8.719.2Operating cash flow
-26.5-4.7Working capital & others5.26.3D&A
12.617.6Net income
Q3 04Q3 05In US$ millions unless indicated
Free cash flow computed using cash from operations less capital expendituresCash EPS computed using cash from operations divided by number of fully diluted shares
Operating cash flow margin of 19%
QIAGEN Generates Significant Cash Flow
W W W . Q I A G E N . C O MSlide: 24
Guidance
0.44 – 0.470.320.32EPS (US$)1
25% - 26%25%25%Operating margin1
405 - 407298.7294.1Revenues
(mio US$)
GuidanceNov 8, 2005*
CER to guidance*9M 2005
* based on foreign exchange rates used for guidance communicated on February 15, 20051 excluding acquisition, restructuring, integration and related charges
Already achieved in Q3 2005
EPS as guided Feb 2005