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Capital Markets Day Presentation · Significant opportunity for a global leader to consolidate the...
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Capital Markets Day Presentation
November 2017
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Disclaimer
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This information contained in the Capital Markets Day Presentation has been prepared byNMC Health and was compiled from sources believed to be reliable for informational purposesonly.
Prospective and existing investors should make their own evaluation of the company as theinformation provided here does not purport to be all inclusive or to contain all of the informationa prospective or existing investor may desire. In all cases, interested parties should conducttheir own investigation and analysis of the Company and the date set forth in this information.NMC Health makes no representation or warranty as to the accuracy or completeness of thisinformation and shall not have any liability for any representations (expressed or implied)regarding information contained in, or for any omissions from, this information or any otherwritten or oral communications transmitted to the recipient in the course of its evaluation of theCompany.
This presentation may contain forward looking statements including statements regarding ourintent, belief or current expectations with respect to NMC’s businesses and operations. Suchforward-looking information and statements reflect current views with respect to future eventsand are subject to risks, uncertainties and assumptions. The Company cannot give assuranceto the correctness of such information and statements. Many actual events and circumstancesare beyond the control of the Company.
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Agenda
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1
2
Welcome note from the CEO
NMC Healthcare – Managing rapid growth
3 NMC Fertility – Building a global business
4 NMC Distribution – Capitalizing on synergies with Healthcare
5 Q&A
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Changing lives and impacting society positively
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Agenda
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1
NMC Healthcare – Managing rapid growth
Welcome note from the CEO
3 NMC Fertility – Building a global business
4 NMC Distribution – Capitalizing on synergies with Healthcare
5 Q&A
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Institutionalizing the business
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Focus on maintaining operational excellence
Manage
relationships
with
regulatory
agencies
Oversight of
healthcare
operations
Oversee
quality, safety
and patient
satisfaction
Physician
relations
Oversite of
financial
expectations
through
oversight of
operationsDrive
organisation
culture
Mitigate risks
and potential
barriers to
success
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Philosophy and methodology
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Enhancing NMC’s current leadership framework by introducing conceptsacquired from extensive experience in the US and UAE
Maintain NMC’s strong Abu Dhabi legacywhile introducing a more western approach toorganizational structure and decision making
Create a corporate leadership hierarchy thatfocuses on the five pillars needed for our longterm success:
Cost, quality, service, growth, and people
New management structure introduced to decentralize decision making
Operational “clusters” created within the UAEand broader Middle East to empower front lineleadership to control their business
Previously higher level decisions regarding HR,operations, and business development wereelevated to the corporate leadership
The new structure eliminates hurdles to quickdecision making at the ground level andstreamlines operations
Committed to evaluation of existing operationalleadership across all portfolios and makingchanges if necessary
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New corporate structure
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CEO
Prasanth Manghat
CEO
Prasanth Manghat
COO-Healthcare
Michael Davis
COO-Healthcare
Michael Davis
COO-Distribution
Nirman Shetty
COO-Distribution
Nirman Shetty
Head of IVF
Prakash Janardan
Head of IVF
Prakash Janardan
Director Corporate
Services
Ravi Rai
Director Corporate
Services
Ravi Rai
CFO
Prashant Shenoy
CFO
Prashant Shenoy
CMO
Dr. C R Shetty
CMO
Dr. C R Shetty
CIO
Hani Buttikhi
CIO
Hani Buttikhi
Dy. COODistribution
Dy. COODistribution
Head of ClinicaEugin
Head of ClinicaEugin
Head of FakihIVF
Head of FakihIVF
Businessdevelopment
Businessdevelopment
Regional HeadAbu Dhabi and
Al Ain
Regional HeadAbu Dhabi and
Al Ain
Regional HeadDubai andNorthernEmirates
Regional HeadDubai andNorthernEmirates
Head Outsideof UAE
Head Outsideof UAE
Dy. CFOaccounts and
audit
Dy. CFOaccounts and
audit
Dy. CFObanking and
treasury
Dy. CFObanking and
treasury
AVP corporatefinance
AVP corporatefinance
ITIT
Head ofOperations
Abu Dhabi, AlAin and Dubai
Head ofOperations
Abu Dhabi, AlAin and Dubai
Head ofOperations
Sharjah, Oman,Kuwait and Qatar
Head ofOperations
Sharjah, Oman,Kuwait and Qatar
Head ofOperations
Saudi Arabia
Head ofOperations
Saudi Arabia
Head of HumanResources and
Personnel
Head of HumanResources and
Personnel
Head ofMarketingand Sales
Head ofMarketingand Sales
Head ofQualityHead ofQuality
Head ofNursingHead ofNursing
InvestorRelationsInvestor
RelationsCorporate
DevelopmentCorporate
DevelopmentMergers andAcquisitionsMergers andAcquisitions
Note: Brand strategy and communication strategy will report functionally to CEO
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Substantial segment and geographic diversification
MULTI-SPECIALITY NETWORK
01. NMC Specialty HospitalAbu Dhabi
02. NMC Day Surgery1
Mohammed Bin Zayed City
03. Dr. Sunny Referral NetworkSharjah (Acquired 2015)
04. NMC Royal Hospital1
Khalifa City (Opened 2015)
05. NMC General Hospital1
Dubai Investments Park (Opened 2014)
06. B.R. Medical SuitesDHCC
07. NMC General HospitalDeira, Dubai
08. NMC Specialty HospitalDubai
09. NMC Medical CentreSharjah
10. NMC Specialty HospitalAI Ain
11. NMC Medical Centre1
Al Ain (Opened 2014)
12. American SurgecenterAbu Dhabi
13. Al Zahra HospitalSharjah (Acquired 2016)
14. Atlas HealthcareMuscat, Oman (Acquired 2017)
15. Najran HospitalSaudi Arabia (Acquired 2017)
16. Ha’il HospitalSaudi Arabia (Acquired 2017)
MATERNITY & FERTILITY
17. Brightpoint Royal Women's Hospital1
Abu Dhabi (Opened 2014)
18. Clinica Eugin2
Spain (Acquired 2015)
19. Fakih IVFUAE (Acquired 2015)
LONG-TERM & HOME CARE
20. ProvitaAbu Dhabi (Acquired 2015)
21. ProvitaAl Ain (Acquired 2015)
22. AmericareAbu Dhabi (Acquired 2015)
23. As SalamaSaudi Arabia (Acquired 2016)
24. Chronic CareSaudi Arabia (Acquired 2016)
OPERATION & MANAGEMENT
25. Sheikh KhalifaGeneral Hospital (Operator)Umm al Quwain
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10
11
1204
02
06
05
20
03 0107 08
09
21
22
25
3035
3233
2831
34 29
17
19
OMAN
UNITED ARAB EMIRATES
Abu DhabiAl Ain
Dubai
Sharjah
Umm Al Quwain
SAUDI ARABIA
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1. Funded from IPO proceeds2. Also has operations in Italy, Denmark, Brazil and Columbia
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26
YEMEN
16
15
2324
27
35. NMC WarehouseDIC, Dubai
36. NMC Warehouse AjmanAjman
26. Emirates HealthcareDubai
27. Sheikh Khalifa HospitalYemen
DISTRIBUTION
28. NMC Sales and Marketing OfficeAbu Dhabi
29. NMC Sales and Marketing OfficeAI Ain
30. NMC Sales and Marketing OfficeDubai and Northern Emirates
31. NMC WarehouseMina. Abu Dhabi
32. NMC WarehouseAI Ain
33. NMC WarehouseDIP, Dubai
34. NMC WarehouseAl Quoz, Dubai
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Operational integration – Gelling the new with the old
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Corporate & local culture
Leadership & strategicvision
Dedicated in-countryspecialists
Rapid pace of acquisitions necessitates a pro-active role to balancethe differences in cultures across the various entities
Well positioned to managegrowth across further
geographies
Operations&
Management
Long-term &Home Care
Multi-specialtynetwork
Maternity &Fertility
Distribution
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Operational integration – The next phase
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Continuing the “next phase” integration
of newly acquired assets…
… whilst becoming the
employer of choice in the
healthcare sector
Integration of culture Employer of choiceBack office rationalisation
Rolling up newly acquiredassets under broader leadershipto complete integration of culture
Source out further efficiencyopportunities
Examples: ProVita / Americare,Nadia Medical Centre/Brightpoint Royal
Dr Sunny Healthcare,Sharjah
New Medical Centre,Sharjah
Nadia Medical Centre,Abu Dhabi
Al Zahra Hospital,Sharjah
BrightpointRoyal Woman’s
Hospital,Abu Dhabi
Americare,Abu Dhabi
ProVita,Abu Dhabi & Al Ain
Consolidation and rationalisationof back office functions acrossthe portfolio
Examples: NMC Sharjah, AlZahra Hospital and Dr. SunnyHealthcare & ProVita,Americare, Emirates NationalHome Health
Focus on people & culturegreater alignment with employeeincentives (birthday leave andtickets home)
Implementation of performancemanagement system
2016 – 2017 Top Companies toWork for in the UAE
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Operational integration – Optimizing existing assets
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CONTINUED FOCUSON OPTIMIZATION
Back officeconsolidation
Lab, laundry andpharmacy centralisation
Sales and marketing
Cross referrals
Right sizeorganisation
Minimization of insurance rejection rates a key focus area
Increasing accountability Firm negotiation of rates
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Operational integration – Identifying the right traits for acquisition
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How do we assess potential assets in KSA? Targeting pole position in the Omani Market
Oman private healthcare sector market share
100 beds20% market share
Alignment with strategic verticals in attractive market
Cultural fit with existing leadership teams andshareholders
Focus on providing solid clinical care or providing clinicalservices that are underserved within given geography
Track record of operational efficiency with upside potential
Knowledge and expertise gained by beingon the ground
Investment philosophy focused onopportunity and relative value
Comprehensive duediligence
Rigorous but efficient evaluation and execution process
Navigating the Saudi market
Underpenetrated market with strong demand drivers
Rebranded NMC portfolio
Clinically stable and profitable asset base from which toexpand upon
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Agenda
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1 Welcome note from the CEO
2 NMC Healthcare – Managing rapid growth
4 NMC Distribution – Capitalizing on synergies with Healthcare
NMC Fertility – Building a global business3
5 Q&A
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Getting pregnant is not that easy
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Variety of causes…
… with options decreasing over time
Others45%
Blockageof Fallopian
Tubes15%
Ovulationproblems
35%
33%
Spermobstruction
Lowmobility
Malformedsperm
Lowspermcount
Spermproductiontemporarilydecreased
33%
Unknowncauses
14%
Externalcauses
20%
86%78%
63%
52%
36%
5%
0%
AGE50+45-4940-4435-3930-3425-2920-24
11 66out ofevery
attempts resultsin pregnancy
Endometriosis5%
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NMC Fertility: A globally leading, premium provider of fertilitytreatment
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Competitive pricing combined with medical excellence and scientific rigor with Eugin in Europe
Mid-to-high end positioning in LatAm combining local doctors’ reputation and Eugin/Huntington brands
High-end positioning for a premium clientele with Fakih in the GCC
NMC Fertility platform has a differentiated positioning adapted to each of its markets
Covering a wide range of patients and offering donor
cycles
Specialized in Sharia-compliant
treatment
NMC Fertility is the second largest player in fertility treatments globally andhas a network of clinics to access patients across 3 continents
Fu
llra
ng
eo
ffe
rtilit
ytr
ea
tme
nts
7 clinics in Europe 4 clinics in GCC 5 clinics in LatAm
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A global fertility platform with leading presence in core markets
Key markets
Ranking #2 #1 #1 #1 #1
Market share (by # of cycles)
NMC Fertility 8% 6% 11% 36% 7%
Combined top 3 players 42% 11% 28% 56% 18%
Current Eugin’s presence
Current Fakih’s presence
Fakih DubaiFakihNo. of clinics: 1
1
Fakih Abu DhabiFakihNo. of clinics¹: 2
2
Eugin SpainEuginNo. of clinics: 2
3
CIRHEuginNo. of clinics: 1
4
Eugin ItalyEuginNo. of clinics: 3
5
8
CFC DenmarkEuginNo. of clinics: 1
6
Eugin ColombiaEuginNo. of clinics: 1
7
HuntingtonEuginNo. of clinics: 4
Source: NMC Health estimates
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Significant opportunity for a global leader toconsolidate the fast growing fertility treatment market
5%
2.6mIVF cycles
globally
Source: Technavio Global Fertility Service Market 2016-20201 Market sizes cover the global fertility services market (including infertility drugs and services in Assisted Reproductive Technology)
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Top 5 players account for only c.5% global market share… … in a fast growing market projected at c.US$21bn by 2020
Global fertility services market (US$bn)1:Combined top 5 players market share by number of cycles (2016):
5.9
8.9
4.5
6.63.4
5.3
13.7
20.8
2015A 2020E
EMEA Americas APAC
+8.6%
+8.1%
+9.7%
CAGR
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Multi-dimensional platform well positioned for further expansion
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Our patients canchoose to receivetreatment at any facilityin any country
Egg, sperm andembryo movementbetween the clinics
Patient referralsand transfers
within the Group
Patient referralsand transfers
within the Group
Transforming Europe’slargest egg donationprogram into a globalprogram with diversityof phenotypes
Offering sharia-compliant services inrelevant markets
Comprehensiverange of fertility
treatments
Comprehensiverange of fertility
treatments
Successful integrationof acquisitions
Track record of organicopenings
Expertise inopening and
integrating newclinics
Expertise inopening and
integrating newclinics
R&D collaborationswith over 15institutions
Medical committees ofrenowned IVFpractitioners andscientific leaders
Global R&Dcollaborationsand network
Global R&Dcollaborationsand network
Ability to optimize useof legislations andprovide innovativesolutions to patients
Cross-border embryotransfer
Deep knowledge ofall regulatoryframeworks
Deep knowledge ofall regulatoryframeworks
1 2 3 4 5
Development of pan-continental presence across the Middle East, Europe and the Americas provides scale and flexibility todrive quality, access to treatments and innovationDevelopment of pan-continental presence across the Middle East, Europe and the Americas provides scale and flexibility todrive quality, access to treatments and innovation
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Agenda
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1 Welcome note from the CEO
2 NMC Healthcare – Managing rapid growth
3 NMC Fertility – Building a global business
NMC Distribution – Capitalizing on synergies with Healthcare4
5 Q&A
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Verticals of operations
Solutions to the healthcare industry including Primary,Surgical, Specialty &Critical Care, Laboratory and Radiodiagnostics, Medical Furniture and Rehabilitation
Selling to all 1,500 pharmacies, 150 hospitals and >1,000medical centers and clinics
Medical Equipment, Consumablesand Devices
Providing feed, care, grooming and medicalsolutions to stables, dairies, poultries, vetclinics and hospitals
Veterinary
One of UAEs largest FMCG products distributor across personalcare, food, beverages, household care and home improvement
>7,000 points of sale across supermarkets, groceries, gasstations, hotels, cafes, wholesalers
Consumer
Pharma
One of UAEs largest teams of medical & sales reps
Visiting over 30,000 licensed doctors in UAE monthly
Selling to all 1,500 pharmacies, 150 hospitals and >1,000medical centers and clinics
Solutions for schools including furniture, sportsequipment, study aids, lab & ICT equipment
Education
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One of the largest sales forces with a single company inthe UAE
Sales team of >750 professionals Value added services to establish and grow brands in the
UAE market Over 10,000 customers (1,000 clinics, medical centers &
hospitals, 30,000 doctors, 1500 pharmacies, 500schools, >7,000 supermarkets, groceries, gas stations
Sales
Wide range of premier medical equipment services Authorised Service Provider (ASP) certification from
multiple partners Two Specialised Biomedical Engineering Workshops with
certified safety, testing and calibration analysers
Technical Service
Strong regulatory team for each vertical taking care of allcompliance issues
Helps partners comply with the respective regulator -municipalities, ministries & chambers of commerce
Regulatory
Investment in analytic capabilities allowing faster insightsthan competitors
Key areas include customer channel penetration, valueand order frequency, SKU product analysis, return onmarketing investments, customer service reports
Analytics
Focus on below the line marketing activities Typically happen at points of sale & at consumer hubs Methods include: maximizing visibility & share of shelf at
point of sale, new brand launches and offer packs, retailevent calendar participation
Marketing
With >400 people, one of UAEs largest teams ofmerchandisers
Key methods include availability and visibility of productson shelf, execution of planograms, POS communications,minimize stock returns
Merchandizing
Build brand awareness by educating customers Undertake trials via dry and wet sampling for food
products, organizing special promotional events such asscreening camps within companies
Promotions
>500,000 sq ft of warehousing across the UAE Capacity of over 40,000 pallets Multiple temperature ranges including cold chain State of the art put away and pick systems minimize
turnaround times and reduces error rates
Warehousing
48-hour order to delivery commitment for all verticals Delivers >2,000 orders a day Over 250 delivery vehicles all GPS enabled allowing real-
time tracking, status of delivery targets and vehicle status
Delivery
NMC Trading overview
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Agenda
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1 Welcome note from the CEO
3 NMC Fertility – Building a global business
4 NMC Distribution – Capitalizing on synergies with Healthcare
5 Q&A
2 NMC Healthcare – Managing rapid growth