Oriola Oyj

Good morning, everyone, and a warm welcome to Oriola's Q2 Results webcast. My name is Duos Teniuso-Örnjelm, and I'm from Oriola's Investor Relations. With me today, I have our CEO Katarina Gabrielsson and CFO Mats Danielsson. After the presentation, we will open up for your questions, and you can start to send in your questions already during the presentations. Please be aware that we will focus on questions relating to Oriola's business and financial development, and take questions on Kroon and Sapotec only within a limited scope. We are recording this webcast and the recording will be available on our website later today. And next, we have the disclaimer that we all should be aware of. And without further ado, Katarina, please go ahead. Thank you, Tuva.

And then you can see the agenda for today. We'll start as normally with the quarter two highlights, going via the operating environment and segments to the financial review, and then go to the Q&A, as Tuva mentioned before. So let's then start with the highlights for quarter two. In quarter two, I'm really pleased to see that one of the strategic initiatives that we have, the goal about a strong partnership and customer centricity, has really been in the focus for this quarter. We can see that the distribution business has been growing very well and also had good profitability due to the strong partnerships that we have in this area. We also have the strong partnerships in the wholesale business and I'm also really proud to say that during the quarter we have the all-time high again like I also said in first quarter regarding the NPSs with our customers during overall segments. This has resulted in that the sales growth is supported by the both segments and we ended up at 494 million euros, that is 12% growth in the net sales. The sales margin has improved, especially with the inside distribution business segments and especially in the services side and we landed on 42.2 million euros compared to 40 million euros last year. We haven't talked so much about the services side and distribution before. In the distribution, of course, it's mainly to distribute pharmaceuticals to the pharmacies and hospitals and other downstream customers. But it's also about doing certain kind of things outside this one that is very close connected to the distribution. like taking medicines from the pharmacies that is done in the end of expiring date and send that forward to destroy it and also doing some repackaging for the pharmaceutical companies. This is something that has been growing very well during the quarter. Adjusted EBITDA was slightly above previous year despite higher costs and we will now for the rest of the year focus very much on these costs and really see that how can we drive efficiency even better. We have started by having more filling ratio in our totes. and we have also had really strict cost control now and implemented a recruitment freeze as well as looking at all the costs that we then don't need to have to really drive the profitability in the segments. The ERP project that we have talked about earlier will be launched during the year and the first deployment is in Sweden and its approaches. We have during the Q2 started with user acceptance tests and that will continue during the summer and also in the autumn. We will also then of course now go into the testing phases with outside customers and also do trainings in the organization. In the joint venture company, Kronans Apotek, we are not really happy with the results, and we can see that the result was burdened by the high costs also in the second quarter. The market share in Kronans Apotek has been strengthening with double-digit growth in the e-commerce side, while the brick-and-mortar sales was more flat. And I know that Mats will come back to this later in the presentation. So overall, I would say strong partnerships and strong distribution business, also strong growth in the wholesale business, but really to continue to be aware of the costs. In the operating environment, we can see that the value of the pharmaceutical distribution market has been growing in both Sweden and Finland. In Sweden, it has been growing with around 5% and in Finland, around 3%. We can still see that the consumer confidence is weak in both Finland and Sweden. And this is not affecting the pharmaceutical side as much as the self-care side. And in self-care, we have, for example, the skincare products, where we can see a shift from the more expensive products and the customers is then changing to more cheaper products in these segments, which will of course affect us if it's going to happen. The cost inflation has slowed down and we can see more normalized energy and fuel prices, as well as we now know also what the labor inflation will be since all the negotiations with the unions has been completed during the quarter. We have also earlier talked about the availability situation in Europe of pharmaceuticals. And that is, of course, also affected with the tariff situation in the US. In Europe, we can overall see that there starts to be a change towards more products from Europe and also from the Asian markets. But we can see that the challenges in availability will continue. And that's also something that, of course, is affecting us in the long run. Then going to our segments. The distribution segments, which consist of pharmaceuticals that we distribute to pharmacies, hospitals, as well as veterinarian and other customers downstream. In this segment we can see a net sales growth of 11% and we landed on 398 million euros during the quarter two. The growth was particularly strong in Sweden but we also had growth in Finland. Across the whole distribution segment we can see that this growth happened and it was supported by the sales both from the existing portfolio that we have and also the new onboarded customers that we have talked about both in quarter one and the end of last year. And we can see also that these new onboarded customers that is then completed onboarding now will benefit and support the second half sale, second half of 2025 sales. So that's an uplift what we have compared to last year. This is also showing the long processes we have that from the signing of a contract, it takes some months before we really can benefit from the new contracts. In the quarter, we have not lost any contracts, so that is also supporting the second half of the future of 2025. We also had good growth in the services sales and also, of course, we are benefiting from the overall market growth. The adjusted EBITDA improved to 8.3 million euros compared to 6.1 million euros last year. So the distribution segment is performing quite well. And of course, improvement is driven by the invoicing growth. We can see that we have had higher costs in these segments. And we have had temporary storage capacity constraints and also some high peaks in ordering that is resulting in extra costs during the quarter. This is something we have worked quite heavily with now and that means that during the second half this will be in more control and should also lower the cost burden in these segments. What I also mentioned before is the customer focus that we have had or had have overall in the company. And we can see that the distribution segment is benefiting from that one. We have a lot of customer that is like we have discussions with new customers. So that is one of the work to really get the net sales continue to grow and also get new customer contracts for the future. In Finland, we have also, during June in fact, had a legislative proposal regarding a new pharmacy reform. That has been presented and it's now out for comments. and it will be commented during the August month. The plan is to implement this by 1st of January 2026. For Aureola, I will say that this is a possibility for the future. We have been building the capabilities and we can see that the good distribution practice that we have and following in our distribution channel is something we have now implemented to be able to do also in the retail sector. So when this is happening, it will be possible for us to also then benefit from this one. Then going to the wholesale segment. In the wholesale segment we can see that the net sales was growing even more than in the distribution segment. In the wholesale segment we were growing with 18% and landed on 96 million euros, so the base is of course a little bit lower. We can see that the growth was primarily driven by the wholesale business in Sweden and especially in the parallel imported sector where we can see that weight loss medicines is really something that is driving this growth. Finland, we can see that the sales to veterinarians is growing while the overall sales is quite modest in this area. The adjusted EBITDA, though, was declining to 2.1 million euros compared to 3.1 million euros last year. In this segment, it's the same as we had in quarter one. We have planned increases in the personnel. It's the kind of investment we have to really get this now long-term strategic goal in the wholesale business to succeed. And we can also see that the parallel imports that we talked about before as a good part of the net sales growth has an unfavorable margin in this segment. And that means that the adjusted EBITDA has been declining. We can also see in this segment that the seasonal products like sun care and allergy products is affected. I know that it's today is really hot outside but in the same time we also know that during the springtime it was not so much sun outside and that is something that is then affecting the profitability since these products is having higher margins than the parallel imported ones. In advisory services, Medinfo, the Danish company that we were acquiring in the beginning of the year, has now been integrated completely to Aureola. And also the digital and data services that we have discussed in the beginning of the year, there we can see double-digit growth from low levels, but it's also promising for the future. And like I said before, the wholesale segment is something where we can really see it's important for us as a long-term strategic goal. And it will also benefit our profitability. We just now need to really get the profitability down to the bottom line. And that's something we'll focus on with cost control and also higher efficiency during the second half of this year. I'm also really happy to say that we have now, during the quarter, been approved by the science-based targets initiative, and we have also now the possibility to talk about our strong commitments and our goals that have been approved. Our targets are to commit to reach the net zero greenhouse gas emission across the value chain by 2050. And the goal is divided in two areas. It's the near term goals where we commit to reduce the absolute scope one and two greenhouse gas emission with 67% by 2030 from the 2023 base year. This means that we also need to work very close together with our suppliers to reach these targets. We also have a long-term target and that's that we commit to reduce the absolute scope 1, 2 and 3 of the greenhouse gas emissions with 90% by 2050 from the 2023 base year. What we need now to do is to really update our sustainability agenda and also work on the climate transition plan. To be able to achieve this, we need to work very close together with everyone in the value chain and also with the suppliers. because 99% of our emission comes from the purchased goods and also services that we have in scope 3. So we will not reach this target without really focusing on the whole value chain. But we will come back to that later in this year. Now, Mats, to the financial review.

Thank you, Katariina, and welcome to a warm and sunny Espoo. We will now go through the financials, starting from the top line. has been a good growth in both invoicing and net sales, both year to date and for the quarter. Especially in the quarter, we had a good growth also in the wholesale segment that was affecting the net sales growth. It has been a combination of both the current customers' volumes have been growing, but it's also related to the new customers that we have been onboarding during the beginning of the year, this year. Also, the Swedish krona has been strengthening, so if you look at the year-to-date number of plus 11%, so there's actually a two percentage unit increase related to the strengthening of the currency. Then if we go to the sales margin, just to note and to repeat that the sales margin for us is important. And the sales margin is a combination of distribution fees that we receive for products and also additional services that we do. and and it's the wholesale uh segment the margin from that and then it's the advisory sales that we perform uh the the the sales margin growth is really important also if we look at the profit the improvement of the profitability in the company because that will add add add a lot should add a lot of of profitability to the bottom line In the quarter, we had a growth of the sales margin of 6%, 2.2 million. If we look at year-to-date, it's a 5% increase. It's 3.8 million euro more than last year, year-to-date. The sales margin increase now is mostly generated from the distribution segment. If we look at the adjusted EBITDA in the quarter, 8 million. Last year, 8.1. No, sorry, 8.1 this year, 8 last year. The graph is a bit strange because we had a positive positive impact of an adjusting item last year. So we did a bit better this year than last year. Year to date, we are slightly behind last year with €100,000. uh we have quite big adjusting items we are now fully into the erp project so that that is affecting uh quite a lot so we have 6.5 million in adjusting items we also have a translation difference from the sales of svensk rules that is affecting the adjusting items the distribution is driving the improved EBITDA wholesale is having a negative development compared to last year. I will get back to that when we come to the segments also. Distribution segment first. Of all invoicing, 90% comes from the distribution segment. There has been a good growth, 12% in the quarter and 11% year to date. It is coming from existing customers having volume growth, but also from the new customers that were on board at the beginning of the year. And we have had, especially in quarter two, there has been a good sale of additional services. So if we look on the right hand side, we have the adjusted EBITDA in the segment that is increasing from 6.1 million to 8.3 in the quarter and from 12.4 to 15.4 year to date. So 3 million increase. The increase is coming from the volume, the new customers and the current volume that we have been increasing. We have also been able to make deliveries, improve the efficiency on the freight cost. We have been able to have a better fill rate, so we have really gained on that. On the other hand, we have had some more cost also to Due to the volumes, we have been having, especially in Sweden, some extra storage costs that is included in the EBITDA. And we have had some extra costs related to the volatility in orders and the handling of the goods, especially in the second quarter. Then if we look at the wholesale segment, a good 18% growth in net sales. A big part of that coming from a growth in Sweden. and 13% year-to-date, which we consider to be on a good level. On the right-hand side, we have the adjusted EBITDA declining from 3.2 to 2.1 in the quarter. We have had an unfavorable product mix, the weather has been affecting also, and we have some more cost that we have invested in the segment compared to last year. So the year-to-date number is also declining from 6.6 to 4.5 in EBITDA. We are now, like Katarina said, we are very much focusing on the profitability of both distribution and wholesale segment to get the sales margin and the pass-through margin to go down all the way to the EBITDA also in both segments. Looking at the net profit would highlight two things. We have some additional costs from now affecting the net income. Big part ERP project. We have costs related to that. And we have some... Cost now in impairment and in the cost part related to Svensk DOS. Svensk DOS is not affecting the cash part, but it's still in the result. Totally 13.8 million minus those two items. The other elements are developing positively compared to last year. If we look at the cash flow, it's positive, better than last year, even though the reported EBITDA is much lower than last year due to the fact that we have the adjusting items. Net debt on a good level, no big change from last quarter. Can be noted that we reported in June already that we have been renewing the revolving credit facility with the same banks and terms are quite close to the old one also, so no big changes in that amount is the same also. Looking at the financial position, gearing is continuing on a good level. Equity ratio, of course, is burdened by the extra cost that we have, ERP. We have the dues impairment and the cost for the translation difference. And we have the negative result in Kronan, so we are down on a 13% equity ratio. Kronan's Apotek, not a very good disappointment for the quarter EBITDA, minus 2.6 compared to 0.6. The brick and mortar not growing, had a good growth in e-commerce, but not... helping up the result, quite a lot of cost in the operations, and there is work ongoing to improve the profitability and get all the transformation projects over and done during this year. Year to date, EBITDA on minus 1.7 compared to minus 3.8 last year. Still, the loss for the period is minus 7.7 compared to minus 9.5 last year. We are not really happy with this and the work has to continue to improve the profitability of Kroonans. Then the outlook, we expect the H2 to improve from last year, so we have kept the outlook that we had previously that we will increase from the previous year. Thank you.