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VIVENDI WATER SYSTEMS September 17-19, 2002. VIVENDI WATER SYSTEMS ORION ® «A Star is born» A new Products Range for the pharmaceutical Market Vincent.

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Presentation on theme: "VIVENDI WATER SYSTEMS September 17-19, 2002. VIVENDI WATER SYSTEMS ORION ® «A Star is born» A new Products Range for the pharmaceutical Market Vincent."— Presentation transcript:

1 VIVENDI WATER SYSTEMS September 17-19, 2002

2 VIVENDI WATER SYSTEMS ORION ® «A Star is born» A new Products Range for the pharmaceutical Market Vincent Moulin Wright

3 VIVENDI WATER SYSTEMS An Overview of the European Pharma Market Key Drivers (* Sources = Frost & Sullivan) A worldwide market estimated at $ 430 billion in 2002* Europe 40% of production, USA 30%, Japan 20% Regulatory forces will provide sustained growth of 5% per year Microbial control is key driver for new technology (heat sanitisable systems) Wastewater also identified as an area offering significant opportunity driven by legislation New plant market maturing, replacement and upgrades

4 VIVENDI WATER SYSTEMS European Water Treatment Equipment Market for Biopharma Industry (1) TOTAL Market Europe* = 140 M Process Water = UPW / HPW = 80 M Ex : Orion ®, Osmotron ®, Ionpro +, … Growth rate : + 4 to + 5 % / Year * Sources : Frost & Sullivan, internal VWS data, does not include LabWater and Hospital dialysis Waste Water = 60 M 57% 43%

5 VIVENDI WATER SYSTEMS ORION ® – The Starting Point (2000) Bio-Pharmaceutical = key market for VWS ( 36M annual revenues) No new products for the last 3 years Significant quality issue with the past «Pharma CDI» Each country had its own offering and validation package Increased competition from Christ (BWT Group) = decreased market share and profitability

6 VIVENDI WATER SYSTEMS Create a global range of standard water treatment systems for the Pharmaceutical Industry based on the recently launched CDI-LX Offer differentiating advantage = hot sanitisation Reduce production and validation costs Use the «ELGA» approach (standard products for laboratories, etc.) Recover our market share – increase profitability Facilitate maintenance / service intervention ORION ® – The Objectives

7 VIVENDI WATER SYSTEMS Hot Water Sanitisable Latest CDI Technology Stainless Steel Construction Modular Construction Standardised Design / Gamp & 21CFR 11 compatible Reduced Installation & Commissioning Wide Range 0.5 – 5.0 m3/h standard ORION ® – The customers benefits

8 VIVENDI WATER SYSTEMS Creation of a European task forceJan 2001 Product briefMarch Aventis (SPAIN) bought the ORION ® concept in DBI (SPAIN)May Product / range designJuly PrototypeOct European launchNov Appointment of a Product Manager / creation of an ORION® platformNov 2001 Extension to International Asia & Latin AmericaJune 2002 Development cost = 600 K ORION ® – The Main Development Stages

9 VIVENDI WATER SYSTEMS From Project … to Product Management : a real achievement ! From budget … to real sales : 8 units sold (UK, Finland, Norway, Ireland, Spain, Italy, etc.) + 5 ORION ® HS sold in Spain + more than 20 offers = a year-to-date turnover of more than 3,6 M A visible comeback on the Pharma Market is now underway ORION ® has become a reality !

10 VIVENDI WATER SYSTEMS * Including ESI & DBI, excluding Services contracts ORION ® Sales Development Year to date Revenue * (K ) 3,6 M

11 VIVENDI WATER SYSTEMS A British Product Manager : Gary Walters A German Market Manager : Tanja Loehe A Team of experts from 10 various countries and BUs An extension to International Markets : - Latin America, Asia, Eastern Europe… A direct link to USFilter : Jeff Okuns team, etc. ORION ® a pan-European Success

12 VIVENDI WATER SYSTEMS Research from Lowell and Colorado Springs (USA) Development (UK, Spain, Nordic countries, France, etc.) Industrial scale-up and production (Wythenshawe) Marketing Sales Management ORION ® a Multi-Expertise Effort

13 VIVENDI WATER SYSTEMS International Working Teams Composition G. Walters (UK) D. Dolphin (UK) P. Berardo (F) P. Soria (Sp) A. Kalvemark (Scan) T. Loehe (Pharma Market Manager Europe) I. Lemaître (Tech. Dept St-Maurice) V. Moulin Wright (Marketing) G. Walters (UK) D. Dolphin (UK) P. Berardo (F) P. Soria (Sp) A. Kalvemark (Scan) T. Loehe (Pharma Market Manager Europe) I. Lemaître (Tech. Dept St-Maurice) V. Moulin Wright (Marketing) Marketing and Sales Commitee Technical Steering Committee and Engineering Group P.Jordain (UK) L. McPhail (UK) P. Darnes (UK) A. Garcia (UK) R. Layton (UK) P. Springthorpe (UK) A. Booker (UK) S. Dupont (Fr) P. Soria (Sp) T. Loehe (Pharma Market Manager Europe) LEADERS : V. Moulin Wright (Marketing) K. Rippington (UK) J.A. Legaz (Sp) P.Jordain (UK) L. McPhail (UK) P. Darnes (UK) A. Garcia (UK) R. Layton (UK) P. Springthorpe (UK) A. Booker (UK) S. Dupont (Fr) P. Soria (Sp) T. Loehe (Pharma Market Manager Europe) LEADERS : V. Moulin Wright (Marketing) K. Rippington (UK) J.A. Legaz (Sp)

14 VIVENDI WATER SYSTEMS The example model : - Aqua Pharma ORION ® The «followers» : - Aqua Food PURBEV ® - Aqua Power SIRION ® - Aqua Ref - Aqua Paper ? - Aqua Waste Apply the same «Engineered Systems» model ORION ®, an Example for other VWS Marketing Groups

15 VIVENDI WATER SYSTEMS ORION ®, Monitored by a Specific Interco Platform (1) Like other «Business Platforms» : E.g.: Elga Lab Water WTC (Hydrex®) ORION®s development will be managed via : - A specific cell, to monitor the profitability and trace sales - An Interco platform devoted to international sales

16 VIVENDI WATER SYSTEMS *Aftersales services and DBI not included Revenues* (M) 2002 Budget Q1+Q2 sales 2002 Revenues Q3+Q4 estimation = ORION ®, Monitored by a Specific Interco Platform (2)

17 VIVENDI WATER SYSTEMS ORION ®, Monitored by a Specific Interco Platform (3) *Aftersales services and DBI not included Revenues* (M) 2002 Sales 2002 Budget 2003 budget units units

18 VIVENDI WATER SYSTEMS ORION ® : Preliminary Business Case (in June) *GM including local and platform mark-ups, services contracts not included **Net margin including after sales services contracts


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