ANZAG Fact Book Status: June 2012 Andreae-Noris Zahn AG
ANZAG
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Contents ANZAG at a glance
p. 3
Business model
p. 10
Executive Board
p. 21
Market and market presence
p. 24
Regulatory environment
p. 37
ANZAG in numbers
p. 41
ANZAG share
p. 49
Conclusion
p. 57
Contact
p. 58
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ANZAG at a sight
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Short profile of Andreae-Noris Zahn AG (ANZAG)
ANZAG, with registered office in Frankfurt, is a member of the Alliance Boots Group.
With a market share of around 16% ANZAG is one of the leading pharmaceutical wholesalers in Germany.
ANZAG’s business model focuses on support for the independent pharmacy – both for the entire goods logistics and for management, marketing and finance.
As a further business unit ANZAG has been operating the pharmacy co-operation scheme vivesco since 2004, which has by now more than 1,100 pharmacies as partners.
In 2005 ANZAG began the internationalisation of its business and by now three investees have been acquired in Croatia, Romania and Lithuania.
Additional market opportunities are tapped by ANZAG through subsidiaries and investments in the field of healthcare logistics and information services.
With 25 branch establishments ANZAG has the densest delivery network of all pharmaceutical wholesalers in Germany.
ANZAG generated sales revenues of nearly EUR 4.6 billion with about 2,730 employees* in FY 2011/12 **Short reporting fiscal year 2011, 1 September 2010 to 31 March 2011
*Converted to full-time equivalents
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ANZAG Group: Earnings position at a glance
Business year
2011/12
20111
2010 (changed)
2009 (changed)
2008
Sales revenues
EUR million
4,567.2
2,495.7
4,244.2
3,967.5
3,811.7
Gross profit
EUR million
271.8
146.5
274.0
253.6
227.1
Gross profit margin
Percent
5.9
5.9
6.5
6.4
6.0
Earnings before tax
EUR million
29.1
10.8
49.1
26.5
10.9
Free Cash Flow
EUR million
112.7
96.4
11.6
55.0
12.2
Group result
EUR million
22.8
3,2
36.0
16.9
7.3
Earnings per share according to IFRS
EUR
2.13
0.29
3.37
1.58
0.68
1
Short reporting fiscal year 2011, 1 September 2010 to 31 March 2011
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ANZAG Group: Ratios at a glance
Fiscal year
2011/12
Investments
EUR million
Employees
number2
EBITDA
2
2010
2009
(changed)*
(changed)*
2008
20.5
9.7
12.5
28.2
17.1
2,731
2,761
2,697
2,635
2,504
EUR million
65.6
34.4
75.9
56.6
38.9
EBITDA margin
percent
1.44
1.38
1.79
1.43
1.02
EBIT
EUR million
52.6
20.4
64.9
39.2
28.1
EBIT margin
percent
1.15
0.82
1.53
0.99
0.74
EBT
EUR million
29.1
10.8
49.1
26.5
10.9
EBT margin
percent
0.64
0.43
1.16
0.67
0.29
Dividend per share
EUR
0.00
0.00
0.00
1.10
1.10
Dividend yield
percent
0.00
0.00
0.00
4.89
3.49
Short reporting fiscal year 2011, 1 September 2010 to 31 March 2011 At the end of the fiscal year, converted to full-time equivalents (without apprentices)
1
20111
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History of ANZAG 1841 Johann Matthias Andreae founds in Frankfurt “J. M. Andreae Material und FarbWaaren Handlung”. 1855 Carl Friedrich Zahn sets up “Handelsgesellschaft Noris Zahn & Cie” in Nürnberg. 1923 Merger of the two companies 1941 ANZAG extends its network of branches to 27. 1980 With 42 branch establishments ANZAG has reached the highest density of its network of branches. 1995 ANZAG is the first pharmaceutical wholesaler to be certified according to ISO 9002. 1997 The reorganisation of the branch structure and the automisation of the six main branches are completed.
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History of ANZAG 2001 ANZAG is presented with the German Logistics Award and the European Logistics Award, the two most significant logistics awards in Europe. 2004 Setting up of the wholly owned subsidiary “vivesco Apothekenpartner GmbH� 2004 Acquisition of a stake of 49% in the Croatian pharmaceutical wholesaler Oktal Pharma, Zagreb 2006 Acquisition of a stake of 60% in the pharmaceutical wholesaler Farmexpert, Bucharest 2008 Acquisition of a stake of 92% in the Lithuanian pharmaceutical wholesaler ARMILA UAB (currently 100%) 2010 Majority takeover of ANZAG by the Alliance Boots Group (change of control date Dec. 20.) 2012 Acquisition of an additional 20% in the pharmaceutical wholesaler Farmexpert, Bucharest (currently 80%)
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ANZAG: A distinguished company Leading logistics system performance German + European Logistics Award (2001) Best pharmacy partner ANZAG: Silver (2003, 2004, 2005, 2007, 2009), Gold (2008, 2012) vivesco: Bronze (2005, 2008, 2009) and Silver (2007) Active change culture Golden Bridge in Silver for Change Communication (2002) International German PR Award ANZAG GIRLS CUP (2009) Soccer tournaments together with pharmacies and Bundesliga clubs Successful distribution team “Personal Development Programme” (PEP) is presented with the International Training Award (2007) “Deal of the Year” for factoring programme Trade Finance Award 2010 for innovative transaction with two contracting partners (PB Factoring/Eurofactor)
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Business Model
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The distribution and service system of ANZAG
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Lower process costs by bundling effects of wholesale trade
Bundling of an average 9.4 products of different manufacturers in one delivery
Source: IfH Institut f端r Handelsforschung 2008
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The wholesale trade has a USP or the potential for one in all process steps Process Procurement management
Unique Selling Proposition (USP) Manufacturer neutrality (market access) Full-line supply
Warehousing
Optimised warehousing Service quality
Logistics
Efficiency Rapidity
Return management
Customer service
Recall campaigns
Pharmaceutical safety
Crisis management
Supply reliability
Source: Deloitte Study 2007
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Value chain for medicines and value share per trade stage R&D/ Production
Logistics/ Wholesale trade
Manufacturer (64.0%)
Services of pharmaceutical wholesalers for the manufacturers*
Consulting and sales
Wholesale trade (4.1%)
Pharmacy (15.9%)
Service portfolio pharmaceutical wholesale trade Logistics services
Export / Import
Pre-financing
Distribution and marketing support
Technical services Administration * Source: ABDA “Numbers, data, facts 2009“ Representation plus value share (state) VAT 16%
Information services
Patient
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Optimum distribution system for manufacturers and pharmacies Our partners in the distribution of medicinal products: ca. 1,500 companies from the pharmaceutical industry ca. 700 suppliers for the complementary range ca. 21,400 public pharmacies The warehouse of the pharmaceutical wholesale trade includes: 120,000 registered presentations of medicinal products, including 60,000 medicines and 30,000 products from the complementary range By way of comparison: A pharmacy stocks on average 6,000 to 8,000 medicines. Only the full line pharmaceutical wholesale trade ensures – through a range geared to the demand and needs of the patient – timely availability of medicinal products. Consequently, it is the guarantor of proper pharmaceutical supplies for the population through public pharmacies.
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Timely picking and deliveries The pharmaceutical wholesale trade is: Efficient 4.9 million packages per day By way of comparison: Deutsche Post delivers 2.5 million parcels per day
Rapid 45 minutes on average from the transmission of the order to the making available for delivery (in cases of urgency 15 minutes)
Error-free ANZAG’s error ratio is in the per thousand range
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Support of pharmacies in respect of their procedures Logistics system services for the pharmacy
Procurement: Ordering at the manufacturer, transport and storage
Storage of the goods: Warehousing systems
Order taking: Registration and verification of the orders transmitted by the pharmacy, delivery promise and/or availability and customer information
Delivery: Picking, nationwide micro logistics and return management
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Marketing and distribution support for pharmacies
The comprehensive and innovative marketing concepts of ANZAG and its pharmacy co-operation vivesco motivate in view of marketing-driven acting. With the information management of ANZAG pharmacies secure a knowledge advance versus their competitors.
In this way pharmacists can secure and increase their earnings, gain customers and ensure their loyalty, extend their business and optimise their processes as well as strengthen their own competencies.
In the personal development programme “pep” the distribution staff of ANZAG is trained technically and personally in such a way that it can optimally advise pharmacists in every possible situation and on all entrepreneurial aspects.
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Executive Board
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Niederlassung Rostock Chairman of the Executive Board (CEO) – Dr. Thomas Trümper Educational background 1969 to 1973 Mechanical engineering studies at the Technical University of Karlsruhe, Graduated Engineer 1973 to 1978 Scientific assistant at the Institute for Mechanical Engineering of the Building Department of the Technical University of Karlsruhe 1979 PhD (Dr.-Ing.) Professional background 1978 to 1984 Member of the Executive Management of Westfalia, Lünen 1984 to 1990 Managing Director of Kaltenbach GmbH, Lörrach 1990 to 1994 Head of Operations and Logistics at Schulze GmbH, Mannheim 1994 to 1997 Member of the Executive Board Operations and IT at Phoenix Pharmahandel AG, Mannheim 1997 to 2003 Independent entrepreneur in mechanical engineering, Präzonik GmbH, Weil am Rhein Since 2003 Chairman of the Executive Board of ANZAG Since 2006 Chairman of the Confederation of the German Pharmaceutical Wholesale Trade (PHAGRO)
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Niederlassung Rostock Member of the Executive Board – Finance (CFO) – Dr. Ralf Lieb Educational background 1983 to 1988 MBA studies at the University of Bayreuth, Diplom-Kaufmann (German MBA) 1988 to 1992 Scientific assistant at the Chair for business administration, tax and auditing 1992 PhD (Dr. rer. pol.) Professional background 1992 Assistant to the Head of Finance and Accounting at Sandoz AG, Nürnberg 1994 Head of Finance and Accounting at Sandoz AG, Nürnberg 1995 Finance Director at Clariant (Germany) GmbH, Clariant Holding GmbH, Leinfelden 1996 Finance Director at Clariant (Deutschland) GmbH and Managing Director of Clariant Verwaltungsgesellschaft mbH – Holding 1998 CFO at Lindner AG, Arnstorf 2008 CFO at VBH Holding AG, Korntal-Münchingen Since Sep. 2010 Member of the Executive Board – Finance (CFO) of ANZAG
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Market & Market presence
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Growth of the German pharmaceutical wholesale market vs. gross domestic product
6,2%
5,7%
4,5% 3,5% 2,9%
3,4% 2,6%
3,3%
2,8% 1,9%
2,3% 1,5%
0,9%
FY 2005
FY 2006
FY 2007
FY 2008
FY 2009
FY 2010
FY 2011*
GDP price-adjusted Wholesale market -4,9%
Source: IMS Health, Federal Statistical Office Data versus prior year in percent /*Short reporting fiscal year 2011, 1 September 2010 to 31 March 2011
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Comprehensive business in Germany and activities in Eastern Europe
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Branch establishment structure in Germany
With 25 branch establishments ANZAG has the densest delivery network of all pharmaceutical wholesalers in Germany.
This proximity to customers and the market leading logistics services of ANZAG ensure high delivery capacities and secure a noteworthy relief for the pharmacy – essential factors for high customer satisfaction.
In order to further step-up the efficiency of deliveries, ANZAG modernised its branch establishment in Bremen over the last years and built a new logistics centre in the Allgäu region.
ANZAG relies on technical innovations: as the first pharmaceutical wholesaler in Germany it developed, for instance, a holistic validated system chain for the distribution of products requiring a cold chain.
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Overview: Essential subsidiaries of ANZAG
Domestic subsidiaries
Foreign subsidiaries
Co-operation of independent pharmacists (vivesco GmbH)
Farmexpert DCI S.A. Bucharest, Romania
Central warehouse for pharmaceutical wholesale trade and manufacturers (CPL GmbH)
Planning and realisation of logistics centres (APL GmbH)
Oktal Pharma d.o.o. Zagreb, Croatia
ARMILA UAB Vilnius, Lithuania
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Subsidiary vivesco Apotheken-Partner GmbH
For pharmacists who want to take up the challenge of the pharmacy market in a strong community, ANZAG created the pharmacy co-operation vivesco in 2004. With around 1,100 partners vivesco is one of the leading pharmacy co-operations in Germany.
The members of vivesco communicate under a joint brand – without having to give up their individuality and entrepreneurial independence.
The co-operation supports its members at the positioning in local competition, the recruitment of new and the securing of the loyalty of existing customers, increases in sales, the development of additional revenue sources and the sales promoting pharmacy design.
In March 2010 vivesco launched a major marketing and information campaign with the goal of stepping up the awareness of vivesco during the next three years and become the leading co-operation of independent pharmacies.
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Subsidiary CPL Pharma Lager und Vertrieb GmbH

CPL Pharma Lager und Vertrieb GmbH offers tailor-made logistics concepts and services for the healthcare and pharmaceutical industry from one single source.

Apart from order taking, warehousing and distribution, the company also takes care of complementary services such as collection/dunning, return management and hotline service.

For ANZAG and other pharmaceutical wholesalers the company acts as a central warehouse. For pharmaceutical manufacturers it takes over logistics services.
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Subsidiary APL Logistik und Bauplanung GmbH
APL specialises in cross-sectoral tasks. It bundles competencies from the fields of architecture, logistics, materials flow and business organisation for holistic and sustainable solutions.
The range of services includes the control and management of complex planning activities for in-house logistics and commercial real property. Within the framework of these contracts APL acts as a specialist or general planner depending on the function.
At the customer’s request APL can also act as a general contractor and/or is able to take over operational management after the completion of the building measures. For many years already APL has run several logistics centres of ANZAG.
APL markets also the new cold tray of ANZAG for thermolabile products which has been used since May 2009 for supplies to pharmacies.
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Foreign investment Oktal Pharma d.o.o. – Zagreb/Croatia
Shareholding: 49% (since 2005) Market share in Croatia: 19.6% Sales revenues calendar year 2011: EUR 188 million
In 2005 ANZAG acquired a stake in Oktal Pharma The ANZAG management anticipates considerable future impulses from the minority shareholding in the third pharmaceutical wholesaler in Croatia with subsidiaries in Herzegovina, Slovenia and Serbia.
The Croatian pharmaceutical market is considered as one of the most important future markets in the region, due to its significant growth rates.
d.o.o. growth largest Bosnia
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Foreign investment Farmexpert DCI S.A. – Bucharest/Romania
Shareholding: 80% (since 2011/11) Market share in Romania: 15.2% Sales revenues calendar year 2011: EUR 410 million
With the acquisition of the majority in Farmexpert DCI S.A. in June 2006 ANZAG stabilised its investments in Southeast Europe.
The country’s third largest pharmaceutical wholesaler has been growing profitably for years and supplies pharmacies and hospitals in Romania through a total of six branch establishments and a consignment warehouse.
ANZAG sees considerable growth potential on this market with its 22 million inhabitants since expenses for medicinal products are significantly lower on a per capita basis in Romania compared to the EU average.
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Foreign investment Armila UAB – Vilnius/Lithuania
Shareholding: 100% (since 2011/12) Market share in Lithuania: 11.3% Sales revenues calendar year 2010: EUR 65.8 million
The strategy of prudent foreign expansion was continued by ANZAG in September 2008 with the acquisition of a majority shareholding in Armila UAB.
The company is in Lithuania one of the most important pharmaceutical wholesalers and its last sales revenues reported were EUR 65.8 million. It currently has a headcount of 161 people to supply 1,500 customers in the Baltic States, including mainly pharmacies and hospitals.
During the last years the Lithuanian market constantly recorded doubledigit growth rates and is considered to be one of the most rapidly growing markets in Northeast Europe with a major impact on neighbouring countries.
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Regulatory environment
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Overview of new laws and their impact on the pharmaceutical wholesale trade (1)
2004: GMG – Act for the modernisation of the statutory health insurance: Reduction of the wholesale margin by 50% for prescription medicines.
2006: AVWG – Act concerning the effectiveness of medicines supplies: Massive price reductions have further reduced earnings in wholesale trade – due to the coupling of the wholesale margin to the manufacturer selling price.
2007: GKV-WSG – Act to strengthen competition in the statutory health insurance: Increase of expenditure for wholesale trade due to rebate contracts.
2009: 15th Amendment to the AMG - Act to amend medicines legislation and other provisions: Wholesale trade receives a public supply contract and hence a legal claim to proper and ongoing supplies by the pharmaceutical industry.
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Overview of new laws and their impact on the pharmaceutical wholesale trade (2)
2011/12: AMNOG – Act relating to the restructuring of the medicines market: Since 1 January 2012 the Act on the reorganisation of the medicines market has changed the wholesale remuneration in the statutory health insurance. The wholesale margin include now a fixed markup of EUR 0.70 and a variable mark-up of 3.15% of the manufacturer selling price (APU) up to a maximum of EUR 37.80, eligible for rebates.
In this way EUR 200 million are to be saved per year. With total earnings before taxes of all full-line wholesalers in Germany in the amount of EUR 172 million in 2009, these savings are higher than the total profit of the wholesale trade. Consequently, it is unavoidable that burdens have to be passed on to the pharmacy.
In a first step, wholesalers have to pay in 2011 for prescription medicines a deduction of 0.85% based on the pharmaceutical manufacturer selling price (APU) without value added tax to the sickness funds. Based on this interim solution higher expenditure will be incurred by the wholesale trade because of the double switch of the distribution concept and the negotiations on terms and conditions with 21,500 pharmacies.
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ANZAG in numbers
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Sales revenues and net operating margin - Group 4,57 4,24 3,68 3,38
3,81
3,97
3,42
0.85%
2,50 0.50%
0.43% 0.64%
0.65%
1.08%
0.13%
0.19%
Sales revenues (in EUR bn) Net operating margin (in percent) FY2005
FY 2006
FY 2007
FY 2008
FY 2009
FY 2010
FY 2011*
FY 2011/12
(Basis: Net income for the year)
Fiscal year from 1 September to 31 August /*Short reporting fiscal year 2011, 1 September 2010 to 31 March 2011
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Gross profit and gross profit margin - Group 271,8
274,0 253,6
224,0 213,7
221,3
227,1
6.46% 6.39%
146,5
6.62%
5.9%
6.25% 6.01%
FY 2005
FY 2006
FY 2007
5.96%
FY 2008
5.87%
FY 2009
*Short reporting fiscal year 2011, 1 September 2010 to 31 March 2011
FY 2010
FY 2011*
FY 2011/12
Gross profit (in EUR m) Gross profit margin (in percent)
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EBITDA and EBITDA margin - Group 65,5
53,9
54,3
65,6
56,7 52,4 1.79% 38,9
1.59%
34,4
1.59% 1.44%
1.43%
1.54%
1.38%
1.02% EBITDA (in EUR m) EBITDA margin (in percent) FY 2005
FY 2006
FY 2007
FY 2008
FY 2009
*Short reporting fiscal year 2011, 1 September 2010 to 31 March 2011
FY 2010
FY 2011*
FY 2011/12
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EBIT and EBIT margin - Group 54,4
43,7
44,0
52,6
45,6
35,0 1.53% 28,1 20,4 1.29%
1.29% 1.24%
1.15% 0.99%
0.82%
0.74% FY 2005
FY 2006
FY 2007
FY 2008
FY 2009
*Short reporting fiscal year 2011, 1 September 2010 to 31 March 2011
FY 2010
FY 2011*
FY 2011/12
EBIT (in EUR m) EBIT margin (in percent)
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EBT and EBT margin - Group
40,5 35,1
33,5 30,9
29,1 22,3
1.04%
1.16%
0.67%
0.98%
10,8
10,9 0.84%
0.29%
0.64% EBT (in EUR m) EBT margin (in percent)
0.43% FY 2005
FY 2006
FY 2007
FY 2008
FY 2009
*Short reporting fiscal year 2011, 1 September 2010 to 31 March 2011
FY 2010 FY 2011*
FY 2011/12
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Investments (in EUR m) - Group
42,9
29,5
28,2 20,5 17,1 12,5 9,7
9,3
FY 2005
FY 2006
FY 2007
FY 2008
FY 2009
*Short reporting fiscal year 2011, 1 September 2010 to 31 March 2011
FY 2010
FY 2011*
FY 2011/12
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Financing structure - Group
43.2%
44.4%
43.8%
42.6%
47.1%
54.0%
Kurzfristige Finanzverbindlichkeiten Current financial liabilities 19.7%
19.5%
20.5%
25.9%
23.0%
12.6%
Non-current financial liabilities Langfristige Finanzverbindlichkeiten Equity Eigenkapital
37.1%
36.1%
35.6%
31.5%
29.9%
33.4%
FY 2007
FY 2008
FY 2009
FY 2010
FY 2011*
FY 2011/12
*Short reporting fiscal year 2011 1 September 2010 to 31 March 2011
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ANZAG Share
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ANZAG share price in euro – Frankfurt Stock Exchange
50,00 50.00 40,00 40.00 30,00 30.00 20,00 20.00 10.00 10,00 09/01/2005 01.09.05 03/31/2012
09/01/2006 01.09.06
09/01/2007 01.09.07
09/01/2008 01.09.08
08/31/2009 01.09.09
08/31/2010 01.09.10 03/31/2011 01.09.11
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Dividend (in euro)
1,45
1,45
1,45
1,45
1,10
2004
2005
2006
2007
2008
*Short reporting fiscal year 2011, 1 September 2010 to 31 March 2011
1,10
2009
0,00
0,00
0,00
2010
2011*
2011/12
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Earnings per share according to IFRS (in euros)
3,44
3,37
2,40 2,13
2,09
2,07
1,58
0,68 0,29
FY 2004
FY 2005
FY 2006
FY 2007
FY 2008
*Short reporting fiscal year 2011, 1 September 2010 to 31 March 2011
FY 2009
FY 2010
FY 2011*
FY 2011/12
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Ratios relating to the ANZAG share
Fiscal year
2011/12
20111
(changed)
2010
(changed)
2009
2008
Earnings per share according to IFRS
EUR
2.13
0.29
3.37
1.58
0.68
Dividend per share
EUR
0.00
0.00
0.00
1.10
1.10
Stock Exchange price on the balance sheet date
EUR
27.80
28.65
26.05
22.49
31.50
Dividend yield2
percent
0.00
0.00
0.00
4.89
3.49
Return on equity
percent
6.3
0.9
10.6
5.2
2.2
rt reporting fiscal year 2011, 1 September 2010 to 31 March 2011
profitability ratios refer to the balance sheet date
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Majority takeover by the Alliance Boots Group
Since December 2010 ANZAG has been a company of the Alliance Boots Group. The British health group and pharmaceutical wholesaler currently holds 82% of the shares in ANZAG.“We consider the gain in know-how and the opportunities of international networking and co-operation as major benefits of this majority takeover,” declares Dr. Thomas Trümper, CEO of ANZAG. “Intense co-operation with ownermanaged independent pharmacies continues to be the focus of our corporate policy”.
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Shareholder structure of ANZAG
Free Float 18.12 %
Stefano Pessina / KKR 81.88 %
As of 31 March 2012
The diagram reflects the shareholder structure but does not reflect the disclosure under the German Securities Trading Act. The latter is printed with its full wording in annual report 2011/2012 in the Notes to the financial statements of the AG.
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Conclusion
As a leading pharmaceutical wholesaler in Germany, ANZAG is with its logistics and other services the binding element between manufacturers and pharmacies and, therefore, an indispensable component of the distribution system for medicines in Germany.
ANZAG has had profitable growth during the past years and has continuously expanded its business in a growth market with a stable market share. This was based, more particularly, on the clear positioning of ANZAG as a partner of the independent pharmacy.
Since 2005 the company has successfully completed acquisitions to tap new markets. ANZAG will continue to closely watch the attractive pharmaceutical wholesale markets in Eastern Europe.
The management of ANZAG has many years of experience and a high industry competency with a proven successful management performance track record. The presidency of the German Pharmaceutical Wholesale Confederation (PHAGRO) by CEO Dr. Trümper of ANZAG offers, moreover, excellent contacts, possibilities to influence and reduces the industry risk of ANZAG through a timely response to changes.
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Niederlassung Rostock
Contact data
Andreae-Noris Zahn AG Solmsstraße 25 60486 Frankfurt am Main Treasury / Investor Relations Markus Kurfürst Tel. +49 (0) 69 – 7 92 03 – 543 Fax. +49 (0) 69 – 7 70 63 84 05 markus.kurfuerst@anzag.de Corporate Communications Thomas Graf Tel. +49 (0) 69 – 7 92 03 – 124 Fax. +49 (0) 69 – 7 70 63 85 39 thomas.graf@anzag.de
Master share data ISIN: WKN: Symbol: Number: Nominal value: Type: shares Listing:
DE0005047005 504700 ANZ 10.678.430 EUR 3.0 No par value ordinary bearer Frankfurt Stock Exchange, General Standard