Upload
others
View
0
Download
0
Embed Size (px)
Citation preview
N Y S E A M E X : G H M
Executing our Strategy ● Driving Sustainable Growth
Diversifying Improving Expanding N Y S E A M E X : G H M
Investor Presentation
December 2011
Jeffrey F. Glajch
Chief Financial Officer
2
This presentation contains forward-looking statements within the meaning of Section 27A of the Securities
Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended.
Forward-looking statements are subject to risks, uncertainties and assumptions and are identified by words
such as “expects,” “estimates,” “projects,” “anticipates,” “believes,” “could,” and other similar words. All
statements addressing operating performance, events, or developments that Graham Corporation expects
or anticipates will occur in the future, including but not limited to, statements relating to anticipated revenue,
the timing of conversion of backlog to sales, profit margins, foreign sales operations, its strategy to build its
global sales representative channel, the effectiveness of automation in expanding its engineering capacity,
its ability to improve cost competitiveness, customer preferences, changes in market conditions in the
industries in which it operates, changes in general economic conditions and customer behavior and its
acquisition strategy are forward-looking statements. Because they are forward-looking, they should be
evaluated in light of important risk factors and uncertainties. These risk factors and uncertainties are more
fully described in Graham Corporation's most recent Annual and Quarterly Reports filed with the Securities
and Exchange Commission, including under the heading entitled “Risk Factors.”
Should one or more of these risks or uncertainties materialize, or should any of Graham Corporation's
underlying assumptions prove incorrect, actual results may vary materially from those currently anticipated.
In addition, undue reliance should not be placed on Graham Corporation's forward-looking statements.
Except as required by law, Graham Corporation disclaims any obligation to update or publicly announce
any revisions to any of the forward-looking statements contained in this presentation.
Safe Harbor Statement
Recent Price $23.38
Common shares outstanding 9.9 million
Market capitalization $231.5 million
52-week price range $26.30 – $14.36
Avg. daily trading volume (3 mos.) 56,998
Ownership:
►Institutional 67.9%
►Insider 4.0%
►ESOP 3.2%
►Employee Stock Purchase Plan (ESPP) 40% Participation
►Annual dividend $0.08
Note: Market data as of November 30, 2011; ownership as of most recent filing
3
Graham Corporation Founded: 1936; IPO: 1968 NYSE Amex: GHM
Executing our Strategy ● Driving Sustainable Growth
Diversifying Improving Expanding
Our Vision
Our vision is to be the
world leader in the design
and manufacture of
ENGINEERED-TO-ORDER (ETO) products for the
ENERGY MARKETS
4
5
Condensers
17%
Ejectors
32%
Aftermarket
12%
Heat Exchangers
6%
Pumps
14%
Other
19%
Refining
41%
Chemical
Processing
12%
Power
28%
H1 FY2012 Sales
$58.6 million
Nuclear
19%
ETO Products and Energy Markets
Products
Markets
($ in millions)
International Revenue Domestic Revenue
FY2006 FY2007 FY2008 FY2009 FY2010 FY2011 FY 2012
$74.2 $62.2
$101.1
$86.4
$65.8
$55.2 55%
55%
37%
46%
50%
49%
* Midpoint of guidance provided on October 28, 2011 ($104-$110 million)
12-Month Revenue
Diversification Drives Recovery
Markets and Geography
$107.0*
FY 2006 – FY 2009
22.4% CAGR
Driven by oil refining
and petrochemical
markets
FY 2010 – FY 2012E
31.2% CAGR
Oil refining, petrochemicals,
Navy and power markets will
drive growth
Growth Drivers
Oil Refining Industry
• Accelerating demand in emerging markets
• Aging infrastructure in developed markets
• Feedstock changes
• Expanding addressable opportunities
Chemical and Hydrocarbon Processing
• Middle class expansion in emerging markets
• Growing world population
• Expanding addressable opportunities
• Edible oil/oleo-chemicals
• Industrial gases
Power Generation
• Aging nuclear power infrastructure
• New power plants
• International nuclear power expansion
• Alternative energy
• Biomass
• Geothermal
• Solar
Power for Defense Industry
• Naval nuclear propulsion program
• Submarine fleet
• Aircraft carriers
7
Differentiators
• Specialized manufacturing
capability
• Stringent, highly-controlled
quality processes
• Low-volume / high-mix
business model
• Complex order execution
• Selling model
• Expanding opportunities for
ETO products in critical
applications
• Value-based purchasing
decisions
• High cost of failure
• Limited competition
• Long-term growth trend
8
Chemical / Petrochemical
Processing 12%
Oil Refining 41%
Other 19%
Power 28%
Strength Through Diversification
Asia (China)
• Refining, petrochemical, coal-to-liquid, fertilizer
Middle East
• Refining, petrochemical
South America
• Refining, petrochemical
United States
• Nuclear power, renewable energy and refining
• Defense (Navy)
Selling into
the
opportunities
9
Revenue by Geographic Market: H1 FY 2012
Revenue by Industry: H1 FY 2012
Past: Primarily Oil Refining & Petrochem
Now: Four Distinct Markets
Asia 16%
Middle East 20%
Other 14%
U.S. 50%
10
Year 1 Year 2
Graham Competitive Advantage:
Early Involvement
Conception to RFP Contracts
awarded Construction
Graham establishes competitive advantage during first 24 months…
Understanding pipeline, developing design options, identifying
decision makers, understanding timing, creating strong relationships to…
Gain advantage, optimize margin and win business
$150 million
pipeline
consistent with
past few years
Year 1 Year 2 Year 3 Year 4 Year 5
Major Project Cycle
Superior quality processes are barrier to entry
• Custom critical equipment fabricator
• Nuclear-quality raw material supplier
• N, NPT, NS, U, and R Stamps and Certificates of Authorizations
Opportunities
• Increase market penetration with existing nuclear power plants
• Integrate engineering and design expertise with certified manufacturing process
• New power plant designs: 4-6 new plants expected by 2018*
• Significant addressable opportunities per plant
* World Nuclear Association 2009 Report 11
Energy Steel Acquisition (Dec. 2010)
Nuclear Power Focused
Use disciplined product pricing and order selection process
Apply continuous improvement and targeted capex to gain capacity and reduce lead time
Employ flexible cost model to accommodate cyclical demand
Align manager and employee compensation with profit and cash management objectives
Focus on cash management and operating working capital
Dramatic improvement in financial results, both at top
and bottom of cycle
Strong, debt free balance
sheet
A business poised for
organic and inorganic long term growth
12
Operating Performance Principles
D I V E R S I F Y I N G
I M P R O V I N G
E X P A N D I N G
Executing our Strategy ● Driving Sustainable Growth
Financial Performance
13
$40.3 $41$46.4 $46.8*
$51.8 $48.9
$34.9$40.7 $41.1
$44.5$37.5
$41.3
$55.2
$65.8
$86.4
$101.1
$62.2
$74.2
$107**
EBITDA Margin
($ in millions)
Raised the Floor on Margins
14
* 1997 was a three-month transition year and is excluded from this comparison; 1996 reflects a 12-month period
** Midpoint of guidance provided on October 28, 2011 ($104-$110 million)
Note: See supplemental slides for EBITDA reconciliation and other important disclaimers regarding EBITDA.
3.6% 4.5% 7.7% 10.1% 11.1% 7.0% 3.3% 1.6% (1.3)% (0.7)% (3.3)% 1.4% 11.3% 10.5% 25.4% 27.0% 17.9% 14.0%
15
Profitable Through Downturn
*Excludes $0.5 million, or $0.05 per diluted share, in acquisition costs
** Includes R&D tax credit of $0.16
Note: All earnings per share amounts adjusted for stock splits
$5.8
$15.0
$17.5
$6.4 $6.4
FY07 FY08 FY09 FY10 FY11
Net Income
$1.71 $1.49 $0.58** $0.64 $0.64*
Earnings per Share
$3.0
$5.5
FY2012
Q2
Q1
$8.5
$15.7
$19.2
$25.9 $25.0
$33.6
Q2 FY11 Q3 FY11 Q4 FY11 Q1 FY12 Q2 FY12
17.1%
8.6%
17.1%
20.0%
26.3%
Q2
FY11
Q3
FY11
Q4
FY11
Q1
FY12
Q2
FY12
$0.16
$0.08
$0.27$0.30
$0.55
Q2 FY11
Q3FY11*
Q4FY11
Q1FY12
Q2FY12
EPS
Revenue
EBITDA Margin
($ in millions)
Q2 FY2012: Solid Start
16
Strong Cash Position
($ in millions)
Cash, Cash Equivalents and Investments
Cash available for acquisitions and organic growth
$36.8
$46.2
$58.6*
$43.1$37.7
3/31/08 3/31/09 3/31/10 3/31/11 9/30/11
Energy Steel:
all cash
$18 million
acquisition
No bank
debt at
9/30/11
* Excludes $16 million in unusually high upfront and near-term customer advances utilized to lock in raw material costs 17
$54.2
$75.7
$48.3
$44.3 $50.1 $48.8
$50 $41
$26.3
3/31/07 03/31/08 3/31/09 3/31/10 3/31/11 09/30/11
($ in millions)
Solid Core Backlog Strength
18
$91.1
$75.1
$94.3
Reflect major multi-year projects, including U.S. Navy and major Middle East refineries
FY 2012 EXPECTATIONS
Revenue $104 to $110 million
Gross margin 32% to 33%
SG&A 15% of sales
Organic growth 25% to 30%
Varied order rates by quarter
19
FY 2012 Expectations
Effective Tax Rate 33% to 35%
Guidance provided as of October 28, 2011
D I V E R S I F Y I N G
I M P R O V I N G
E X P A N D I N G
Executing our Strategy ● Driving Sustainable Growth
Strategy & Outlook
20
STRATEGIC ACTIONS TO DRIVE GROWTH
Expand market opportunities: Create larger addressable market
• Win in rapid growth economies
• Advance Naval Nuclear Propulsion Program (NNPP) opportunities
• Expand nuclear power involvement
• Capitalize on renewable energy projects
Expand variable cost model
• Broaden subcontractor network: Increase flexibility with shorter supply chain
• Qualify additional North American and international subcontractors
Strengthen core business for margin retention
• Shortened lead times
• Reduced errors
• IT improvements in production and office
• Continuous improvement process (CIP)
Investments in personnel to expand capability and capacity
21
Strategic Actions to Drive Growth
Acquisition Strategy: Three Elements
Geographic Expansion • Asia, especially China
• Middle East
• South America
Product Diversification • Specialty heat exchangers
• Process vacuum equipment
• Packaged systems
• Process vessels
• Environmental
Market Diversification • Power
√ Nuclear
√ Alternative energy
√ Government / DOD projects
22
Geographic Expansion
and/or Diversify
Products/Markets
Engineered-to-order products
for Energy Industry
Strong management team / quality
culture
Return exceeds cost
of capital
Up to $60 million in revenue
ACQUISITION CRITERIA
23
Acquisition Criteria
FY 2012 Priorities
Advance market share in oil refining and petrochemical markets
Gain share in Asia and South America
Maintain strong position in Middle East
Continue to dominate North American market
Expand Energy Steel capabilities to increase sales and profit
Exploit synergies of Graham engineering and fabrication capabilities
Aggressively pursue sales to U.S. nuclear utilities
Capitalize on opportunities in new construction
Continue to develop Naval Nuclear Propulsion Program sales
channel
Continue to evaluate acquisitions
24
Expected long-term energy demand growth resulting in capacity expansion
Record, high-quality backlog
Worldwide brand recognition
Sales model based on early engineering involvement
Expanding addressable market opportunities
Strong balance sheet
Acquisition opportunities
Results-oriented management team
25
Investment Highlights
D I V E R S I F Y I N G
I M P R O V I N G
E X P A N D I N G
Executing our Strategy ● Driving Sustainable Growth
Supplemental Information
26
EBITDA Reconciliation
27
* Data from FY1993 though FY2005 excludes discontinued operations and is unaudited; 1997 was a
three-month transition year and is excluded from this comparison; 1996 reflects a 12-month period.
** Graham believes that when used in conjunction with GAAP measures, EBITDA, which is a non-GAAP
measure, assists in the understanding of Graham’s operating performance.
Fiscal Years Ended March 31 2011 2010 2009 2008 2007 2006
GAAP operating profit $8,775 10,042$ 26,328$ 21,088$ 6,013$ 5,454$
Interest income 55$ 55$ 416$ 1,026$ 516$ 316$
Depreciation & amortization 1,648 1,119 1,005 885 887 793
EBITDA** 10,478$ 11,216$ 27,749$ 22,999$ 7,416$ 6,563$
2005* 2004* 2003* 2002* 2001* 2000*
GAAP operating profit (206)$ (1,969)$ (1,028)$ (1,296)$ (124)$ 332$
Interest income 55$ 54$ 125$ 98$ 342$ 346$
Depreciation & amortization 780 745 704 774 776 827
EBITDA** 629$ (1,170)$ (199)$ (424)$ 994$ 1,505$
1999* 1998* 1996* 1995* 1994* 1993*
GAAP operating profit 2,591$ 4,932$ 3,995$ 2,818$ 1,075$ 662$
Interest income 296$ 215$ 64$ - - -
Depreciation & amortization 820 804 706 732 771 807
EBITDA** 3,707$ 5,951$ 4,765$ 3,550$ 1,846$ 1,469$
($ in millions)
Acquisition Terms
• $18 million, all cash, no debt
• $2 million performance contingency for CY2011 & 2012
• Acquisition costs expensed: $0.05/share impact to Q3 2011
Energy Steel Financials
• Revenue of ~$18-$20 million
• Margins similar to Graham: GM: 30%-35+% OM: 13%-18+%
• Backlog of $6.8 million at 9/30/11
28
Energy Steel Acquisition (Dec. 2010)
29
EXPANDED
CUSTOMER BASE
End Users (Exxon Mobil, Chevron etc.)
- Original Equipment Manufacturers
(Dresser Rand, GE etc.)
- EPC Contractors (Jacobs, Fluor etc.)
- With Energy Steel Acquisition: 104
Nuclear Power Plants in U.S.
Diverse Markets & Expanded Customers
OIL REFINING
Conventional crude oil
Oil sands
Extra-heavy crude oil
Sour crude
Lube oil
CHEMICAL PROCESSING
Ethylene
Ammonia
Nitrogen
Methanol
Styrene
Polystyrene
Ethylene glycol
Detergent alcohols
Plastics, resins, fibers
Coal-to-liquids (CTL)
Gas-to-liquids (GTL)
Urea / fertilizer
Cogeneration
Waste-to-energy
Heat, power and light
Geothermal
Nuclear
In situ
OTHER APPLICATIONS
Edible oil / Oleochemicals
Biofuels:
Ethanol
Biodiesel
HVAC
Industrial gases
Cryogenic
POWER GENERATION
30
North American Competition
Market Competitors
Refining vacuum distillation Gardner Denver
Chemicals/Petrochemicals Croll Reynolds; Schutte Koerting;
Gardner Denver
Turbomachinery OEM – refining,
petrochemical
Ambassador; SPX (Yuba); Krueger
Turbomachinery OEM – power and
power producer
Holtec; Babcock Thermal Engineering;
SPX (Yuba); Krueger
HVAC Alfa Laval; APV; ITT; Ambassador
Naval Nuclear Propulsion Program Joseph Oats; DCFAB
Nuclear Dubose; Consolidated; Tioga; Nova;
Maxim
31
International Competition
Market Competitors
Refining vacuum distillation Gardner Denver; GEA Jet Pump; Korting
Hannover; Edwards
Chemicals/Petrochemicals Croll Reynolds; Schutte Koerting;
Gardner Denver; GEA Jet Pump; Korting
Hannover; Edwards
Turbomachinery OEM – refining,
petrochemical
Donghwa-Entec; Bumwoo; Oiltechnik;
Krueger; various local fabricators
Turbomachinery OEM – power and
power producer
Holtec; Babcock Thermal Engineering;
SPX (Yuba); Krueger
Improved
Operating Performance
Throughout Cycle
Selling Process • Re-branding
• Adding value
• VacAdemics
• VacWorks
• Technical support
• Redefining profit metrics
• Decision rights &
disciplined approach
• Gain market share
• Not every order is a good order
Operational Excellence • Capital plan
• Graham production system
• Focus on lead time reduction
• First time, every time
• Training
• Safety culture
• Continuous improvement
• Creating scale
• IT
• Outsourcing
• Variable costs
People Process • Accountability
• Policy deployment
• Performance management
• Change agents:
• IT, HR, OPS &
executive
• Alignment
• Engagement
Sustainability • Leadership commitment
• Long-term vision
• Balance financial results with
investing in the future
• Graham management system
• Succession planning
32
Catalysts Changing Financial Performance
A Company-wide Approach to a Better Graham Today and in the Future
An 11 MW turbine-generator set at a geothermal power producing plant in Papua New Guinea.
PRODUCTS: DIRECT CONTACT CONDENSER
33
Products: Direct Contact Condenser
Supports a steam turbine and enables the conversion of maximum energy in high pressure steam into power.
34
Products: Surface Condenser
VITAL PROCESSING COMPONENTS CONDENSERS AND EJECTORS
An ejector system lowers the
pressure in the distillation column to
allow crude oil to boil at a lower
temperature. This allows for more
efficient and cost-effective
separation of crude oil into valuable
products, such as diesel, gas oils,
kerosene, and other fuels.
A condenser supports
a steam turbine and
enables the conversion
of maximum energy in
high pressure steam into
power.
REFINERY EJECTOR SYSTEM
CNOOC HUIZHOU REFINERY–CHINA
240,000 BBL/DAY REFINERY
Vital Processing Components
Growth Options
1. Increase ability to serve existing U.S.
nuclear power plants
2. Capitalize on planned U.S. new nuclear
power plant construction
3. Expand company to access and service
international nuclear power plants
Products
1. Heat exchangers
2. Vessels
3. Piping
4. Systems
5. Raw materials
6. Vacuum products
36
Nuclear Sector Growth Opportunities
NUCLEAR RENAISSANCE
37
Operating = Connected to grid
Under Construction = First concrete for reactor poured, or major refurbishment under way
Planned = Approvals, funding or major commitment in place, mostly expected in operation within 8-10 years
Proposed = Specific program or site proposals, expected operation mostly within 15 years
Source: World Nuclear Association, as of October 8, 2011
Nuclear Renaissance
Future Expansion:
This data represents
a more than 50%
increase in planned
and proposed
reactors since the
2007 WNA report
Country Operating Under
Construction Planned Proposed
USA 104 1 7 27
France 58 1 1 1
Japan 51 2 10 5
Other 61 8 39 80
China 14 27 51 120
Russia 32 10 14 30
South Korea 21 5 6 0
Germany 9 0 0 0
UK 18 0 4 9
Ukraine 15 0 2 20
Canada 17 3 3 3
Sweden 10 0 0 0
India 20 6 17 40
South Africa 2 0 0 6
Total 432 63 154 341