Seminar material by Iso: 27.8.2012 Opening Seminar and B2B Meetings with Brazilian Port and Offshore Oil & Gas Delegation The seminar was organized on the occasion of the visit of the Brazilian Port and Offshore Oil & Gas Delegation to Finland on 27.8.2012.

2. Ismo Matinlauri, Vice President Cranes
27 August 2012
Cargotec in Brazil
27 Aug 2012 2

3. Cargotec in brief
Cargotec improves the efficiency of cargo flows by offering handling
systems and related services for the loading and unloading of goods.
• Cargotec’s Hiab, Kalmar and MacGregor solutions serve customers
wherever cargo is on the move
• Sales 2011: EUR 3,1 billion
• Approximately 10,500 employees
• Class B shares are quoted on the NASDAQ OMX Helsinki
27 Aug 2012 3

4. Towards customer solutions
Working together Sustainable performance Global presence, local service
Vision: To be the world’s leading provider of cargo handling solutions
Customers Sales growth
Operating profit
Services margin
Emerging Gearing
markets
Dividend
Internal
clarity
Mission: To improve the efficiency of cargo flows
Themes 2012
Profitability Project execution Performance culture
27 Aug 2012 4

5. Global market drivers
• Order intake of shipyards –
ship contracting forecast
• New oilfield recoveries -> high
activity in oil drilling and support
industry
• Truck order intake
• Construction industry activity
• Cargo volumes
• Investments in ports and
logistics terminals
27 Aug 2012 5

6. Americas increasing its shares of sales,
Q2/2012
Sales by reporting segment Sales by geographical segment
H1/2012, % H1/2012, %
Equipment
72%
Equipment Services
84% 28%
Services
16% 25%
25%
34% (19) 39%
(42)
41% 37%
Equipment (39)
75%
Services
25%
Marine Terminals Load Handling EMEA APAC Americas
27 Aug 2012 6

7. Top-5 countries in terms of sales
14%
15%
6% 5%
10%
27 Aug 2012 7

8. History of Cargotec in Brazil
2003 2011
First RTG sold Integration of Brazilian
2005 operations
Biggest single Kalmar Reach Stacker Services expanded its network
order of 37 equipments The first terminal site
implementing SPARCS N4 at
Tecon Santa Catarina
Terminal
1990 - 1999 2000 - 2005 2006 - 2009 2010 -
1995 2008
MacGregor Brazil Ltda founded First Maintenance contract sold
1996 2009
Cargotec Brazil Ltda founded STS disassembly project
Terminal Tractor CKD Project New Cargotec Facility in Guarujá
27 Aug 2012 8

9. Cargotec’s presence in Brazil
Cargotec in Brazil
• Terminals and Marine business
areas have organisations in
Brazil
• Ca 85 people employed directly
by Cargotec
• Supply partners employ ca 25
people in 2012 Sao Paulo
Itajai Rio de Janeiro
27 Aug 2012 9

10. Marine business – MacGregor solutions
Hatch covers Cranes Container lashing RoRo
Land and port systems Marine selfunloaders Offshore load handling Services
27 Aug 2012 10

11. Marine business in Brazil
Customers: drilling contractors,
offshore shipping companies,
offshore support vessel operators
and owners, shipowners, ship and
port operators, shipyards.
Examples:
• Edison Chouest, CBO, Farstad, Fugro,
Solstad, Subsea 7, Navegação São Miguel,
Astromarítima, Bourbon Offshore Maritima,
Wilson Sons, Vale, Ensco, Petrobras,
Statoil, Transpetro, Seadrill, Schahin,
Queiroz Galvão: Offshore load handling and
rescue handling equipment for offshore
support vessels, man rider winches, load
test and inspection services, hatch covers.
27 Aug 2012 11

12. Terminals business – Kalmar, Bromma and Navis
Reachstackers, empty Terminal tractors ASCs, RTGs Quay cranes
container handlers
Forklift trucks Bromma spreaders Services Navis TOS
27 Aug 2012 12

13. Terminals business in Brazil
Customers: sea and river ports, container depots,
intermodal terminals, and heavy industry
Examples:
• Santos Brasil S/A - Port of Santos: 47 E-One rubber-tyred
gantry (RTG) cranes, deployment of Navis quay crane
optical character recognition (OCR) solution
• Brasil Terminais Portuario (BTP) - Port of Santos: 40
terminal tractors 4x2 ; Seven empty container handlers
• APM Terminals - Port of Itajaí: Four “F” generation S5 reach
stackers; two empty container handlers; full maintenance
contract for 53 equipment
• Libra Terminals - Port of Santos & Rio de Janeiro: 37 “F”
generation S6 reach stackers
27 Aug 2012 13

14. Navis – part of Cargotec Corporation
Terminal operating systems
Navis’ flexible and scalable TOS software is the leading system globally.
Terminal Operating System (TOS)
Terminal Logistic System
Truck / TC
area ASC area Automated Horizontal Transportation STS Area
ASC stack area
Equipm Equipm
ent ent
ASC LS TL ASC WS TL QC TL
27 Aug 2012 14

15. Load Handling business – Hiab solutions
Loader cranes Loader cranes Forestry cranes Recycling cranes
Demountables Truck-mounted forklifts Taillifts Service
27 Aug 2012 15

16. Load Handling business in Brazil
Customers: Construction, crane rental companies,
waste treatment, recycling, forestry, special vehicles,
forestry, land transport and distribution
Examples:
• Odebrecht, a global construction company: cranes for
building material handling and for lifting
• Cunzolo, a crane rental company
• Vale S.A., one of the largest mining companies in the world:
cranes for maintenance of heavy machinery, handling of
drillings equipment, construction and maintenance of power
grids
27 Aug 2012 16