SABAF ENG_WEB_CAP_2

INTERNATIONAL OPERATIONS AND CORE MARKETS International presence The Sabaf Group is one of the world’s leading manufacturers of components for household gas cooking appliances, with a market share of around 50% in Europe and a global share of about 10%. Its core market consists of manufacturers of household appliances, particularly cookers, hobs, and ovens. The majority of Sabaf’s sales consist of the supply of original equipment, whereas sales of spare parts are negligible.

HEAD OFFICE

sales DEPT.

A market share of around 50% in Europe and a global share of about 10%.

productive units

SABAF - ANNUAL REPORT 2012

31

International operations and Core Markets

Main production lines Valves and thermostats

Burners

Hinges

Accessories

These components regulate the flow of gas to covered burners (in the oven or grill) or exposed burners; thermostats are characterised by the presence of a thermal regulator device to maintain a constant pre-set temperature.

These are the components that, via the mixing of gas with air and combustion of the gas used, produce one or more rings of flame.

These are the components that allow a smooth and balanced movement of oven, washing-machine or dishwasher doors when they are opened or closed.

The Group also produces and markets an extensive range of accessories, which supplement the offering of the main product lines.

Sales by product line 2012

2011

2010

Brass valves

18,601

26,537

31,788

Light alloy valves

23,524

23,265

20,027

Thermostats

13,074

14,560

14,829

Standard burners

39,337

42,631

41,405

Special burners

18,850

22,210

21,097

Accessories and other revenues

11,226

10,598

10,959

Hinges

6,121

8,782

10,792

130,733

148,583

150,897

in thousands of euro

total

year

0

5,000

10,000

15,000

20,000

25,000

30,000

35,000

40,000

45,000

2012

2011

2010 in thousands of euro

32

Sabaf’s international growth: challenges and opportunities

Sales by geographical area

Revenue (in thousands of Euro) and incidence% of the total Italy

2012

2011

34.9%

45,597

56,321

2010

37.9%

40.8%

61,648

Italy – traditionally the main producer of appliances in Europe – is losing its position.

Some customers have limited their business in Italy; others have completely abandoned the country or have interrupted their business due to financial problems.

Sabaf – which has a consolidated presence on the Italian market – is focusing on differentiating its products and increasing its attention on energy efficiency to deal with a market that is facing structural problems.

Western Europe

2012

2011

5.6%

7,337

2010

7.5%

11,215

7.6%

11,561

In line with the trends on the Italian market, Western European countries present risks relating to the emergence of competitors from low-cost countries. Also in this case, Sabaf intends to focus on the quality and innovation of its products in order to consolidate its customer base.

Eastern Europe and Turkey

2012

2011

25.4%

33,236

37,459

2010

25.2%

32,553

21.6%

Sabaf is at the high end of the market, and intends to reap opportunities for expansion emerging in Eastern European countries, particularly Turkey. In this regard, the forthcoming opening of a production facility in Turkey during 2012 and the development of new trade relations are key to growth.

Asia and Oceania

2012

12,306

2011

9.4%

13,328

2010

9%

15,476

10.3%

Asian markets are marked by the emergence of consumption patterns similar to those of the West.

The expansion of the gas cooking appliance industry, together with the possible tightening of safety standards, represents a growth opportunity for Sabaf, which can count on the strength of its brand and the “made in Italy” reputation.

SABAF - ANNUAL REPORT 2012

Central and South America

2012

21,895

16.8%

33

International operations and Core Markets

2011

19,838

Africa

2012

2010

13.4%

17,467

US, Canada & Mexico

11.6%

Sabaf now has a consolidated presence, also in production, on which to base future growth. Growth possibilities in Brazil, South America and Central America are related to the large size of the market and sustained growth trends. The potential raising of regulatory standards in some countries of the area represents a significant opportunity.

6,950

2011

5.3%

6,524

2012

2010

4.4%

7,056

4.7%

Sabaf intends to increase its presence in the area by leveraging its brand reputation, geographical proximity and long-term presence.

City expansion plans in North Africa and the Middle East represent a driver for possible market opportunities despite the difficulties related to the current situation in some of the main countries.

3,412

2011

2.6%

3,898

2010

2.6%

5,136

3.4%

Its wide range of innovative and efficient products, together with relations with the main producers and its good technical reputation, provide the Group with new opportunities.

Sabaf’s market share is constantly growing for the builtin segment. Growing security needs have emerged in different market sectors.

Trends in the cooking appliance manufacturing sector For years now the sector has tended to outsource component design and production to highly specialised suppliers, who, like Sabaf, are active in the world’s main markets and are able to supply a range of products tailored to the specific requirements of individual markets.

In addition, the trend to internationalise production is becoming more accentuated, with production increasingly shifting to countries with low-cost labour and lower levels of saturation.

Moreover, the emergence of new players at the international level is causing over-supply. This in turn leads to pressure from competition and will probably bring about greater concentration in the sector. However, this trend is less evident in cooking appliances than for other domestic appliances: in the cooking segment, design and aesthetics on the one hand and less intensive investment on the other mean that small, highly innovative producers can also prosper.

Core markets In Western Europe, which accounts for about half of the end-user market for Sabaf products, the level of saturation reached by cooking appliances (i.e. the number of households owning such appliances) is close to 100%. Purchases of new appliances are therefore mainly replacement purchases. Moving house or the purchase or refurbishment of a home are often occasions for the purchase of a new cooking appliance. The market trend is therefore directly influenced by the general economic trend and, in particular, by households’ disposable income, consumer confidence and housing market trends. Therefore, the appliances sector has been particularly hit by the progressive worsening of the macroeconomic situation in Europe.

Conversely, in other markets the saturation level is often much lower. Faster economic growth rates and a more favourable demographic trend than in Western Europe create huge opportunities for groups such as Sabaf that are able to work both with multinational household appliance manufacturers and with local manufacturers.

A varied picture Manufacturers of gas cooking appliances – Sabaf’s core market – consist of: • large multinational groups with a well-established international presence in sales and production and possessing strong brands; • manufacturers located in countries with low-cost labour that aim both to exploit opportunities in their home markets and to grow fast globally; • manufacturers focused on specific markets in which they are the market leader; • manufacturers (mainly Italian export firms) occupying segments featuring greater product differentiation (built-in hobs and ovens or large free-standing kitchens for example).