Envipco Holding N.V.

Good morning everyone and welcome to the quarterly report presentation of N.Vipco. My name is José Matthijsen and together with Michael Clement we will be presenting our quarterly numbers to you today. I have now spent 90 days with N.Vipco and I believe that I have a good overview of the company and the environment in which we operate. I spent these 90 days visiting all of our locations, meeting all of our teams, seeing our machines operating in the markets, but also meeting our customers, the DRS operators and a large part of the investors community. And the feedback that I have had has been very positive. Our customers and our DRS operators, they like the uptime of the equipment of N.V. They like the reliability of our service teams and they see our sales teams as a trusted partner. What I've seen these 90 days has not changed my conviction of the compelling position in which N.V. is today. The market opportunity, the structural market opportunity of the DRS systems is highly attractive. It is a proven method to collect raw materials from the market and it also reduces waste in society. It has been very inspiring to talk to citizens, but also to government officials of markets that have recently rolled out DRS and to see how positive they are about that. N.Vipco has a very compelling long-term opportunity, but it can also benefit from more direction. If we want to capture the opportunities that are ahead of us and to convert them into sustainable growth, we need to professionalize the way we operate. We need to get better alignment between the headquarters and our subsidiaries. We need to simplify our operating model and we need to have more discipline across sales, operations and finance. The issues we have seen with our delayed annual reporting are just not acceptable and they are also solvable. My priority is therefore not to redefine our strategy. My priority is to deliver on that strategy in a more consistent way, to professionalize the organization and to rebuild confidence through disciplined delivery. The second quarter has not delivered as targeted. With renewed focus on execution, discipline and structure, we will return to growth and profitability. Let me take you through the quarter highlights. With €26.1 million top line, we have shown top line growth. That's very positive, but it has been below what we had expected. We had expected a faster growth, and we had invested for that faster growth. That investment sits predominantly in service teams and in assembly capacity, where we now see underabsorption, and that puts pressure on our margin and our bottom line. We need to improve that. Throughout the presentation, though, you will see that investment in growth and delivery on growth is a balancing act that affects the quarter. It doesn't impact the long term outlook. We are growing in many European markets, and we have built a solid backlog in the UK with confirmed orders, and we need capacity to produce that. So investing for growth remains very important. Over the past quarter, we have been converting cash into inventory, and we expect in the next quarters that that will be turned around again. Some operational highlights. I have started at the company. We have continued to deliver wins in the markets that started rolling out DRS recently, like Poland and Portugal. We've announced a number of major wins in the UK, going well over 5,000 machines now. We have a record quantum development deployment in the Netherlands. At the end of this quarter, we ended our growth with just shy of 650 employees. That's the short growth story of N.Vipco. Michael will now go into more details.

Thank you, Josée. I will start out with some comments on the financial review for the quarter. As Jose mentioned, N.Vipco returned to growth in the second quarter of 2026, with revenues up 13% year over year to 26.1 million euros. For the first half of the year, revenues were up 4% to 45.8 million euros. Despite the positive growth, the company is not at scale yet, as Jose mentioned. That is impacting the company's profitability. Gross margins in the quarter were 32.2% with 33% for the first half of the year. In the second quarter, N.Vipco posted EBITDA of negative 1.7 million with negative 3.8 million for the first half. With operating profit at minus 3.8 million in the second quarter, net loss came in at 4.1 million euros. Looking into the drivers, N.Vipco has two key geographies, Europe and North America. Europe revenues were up 18% year-over-year to 17.1 million euros and a solid sequential growth from 12 million euros in the first quarter. The new markets Poland and Portugal were key sales growth drivers on a year-over-year basis. The company has also continued to experience a very solid traction in its operations in the Netherlands, supplying a record number of quantums for that market in the second quarter. Existing markets, Hungary, Romania and Sweden are much more mature and are on the tail of deliveries. However, Romania continues to be a very strong sales driver for the company also in the second quarter of 2026. Program services from Europe in the second quarter were up 32% year over year to 2.3 million euros. North America represents N.Vipco's single largest market, with revenues in the quarter of €9 million, up 5% year over year. Adjusted for FX, the underlying growth is 8% on a year-on-year basis. Program services slightly down on flat activities, down 3% year-over-year to 7.3 million euros, while RVM sales grew 56% year-over-year on delivery on the announced convenience store orders in the Connecticut market. As mentioned, gross margins in the quarter were 32.2%. These have been affected still on lower capacity utilization in our assembly operations and the continued build of our service organization. On a general note, N.V. needs to invest ahead of activity starting. This quarter as well, positioning towards specific market opportunities in Europe led to a staffing in our assembly operations. However, the opportunity has shifted in time. Operating costs. This quarter, 12.1 million euros, up 17% year over year. Sequentially, OPEX is up by 900,000 euros. More than half this increase is explained by higher professional fees, largely audit and a large transfer pricing project. About one third of the sequential increase is explained by marketing costs, where N.Vipco co-hosted a big DRS summit in Romania this spring. Operating leverage comes with revenue. This quarter, OPEX in relation to revenue was down 10 percentage points from 57% in Q1 to 47% in Q2. Financial position and balance sheet. Balance sheet total this quarter, €155 million, up slightly from €151.1 million in the first quarter. There are three key movements in the balance sheet this quarter. the first being working capital as mentioned there's been an increase in inventory and investment in inventory of 14.8 million euros in addition to a 6 million euro increase in receivables on late quarter sales this has brought down the cash balance at the end of q2 to 18.7 million euros There has also, as expected, been a reversal of the borrowings reclass that we had in Q1 and Q4, as communicated in the first quarter 26 earnings presentation. Total borrowings this quarter were down by 1.2 million to 17.5 million on scheduled repayments. In addition, there's been a 5.8 million addition to non-current assets through investments in RVMs for throughput services. Taking a closer look at the working capital build. Let's add some further background on this. N.Vipco is facing exciting market opportunities and an anticipated ramp up in activity. The company has announced orders for around 7,000 RVMs for the period 2026 and 2027. That is a multiple of two to three times recent activity levels. These orders, and the company is preparing for that, preparing inventory for announced wins, building some readiness to deliver on short notice in new key markets as these markets move into the second and third waves. We are preparing for a sizable market opportunity in the Greek market. And further, the company is securing some long lead items in inventory specifically for some new opportunities, an example of the UK. This is the nature of the business, investing ahead of the curve. These are investments and not cash leakage. It converts, and as Jose mentioned, these are expected to convert in the next quarter or two. Finally, cash flow in Q2. cash from operating activities was negative 17 million, largely driven by the said working capital bills. Cash flow from investing activities was a negative 6 million euros in Q2, largely driven by Invescapex investments in PPE of 5.5 million, which largely once again is explained by RVM investments for RVMs on throughput services. Capitalized R&D this quarter was 0.4 million euros. Cash flow from financing activities was negative half a million euros with debt repayments being offset by settlement of a shareholder loan. Net change in cash in the second quarter, negative 23 and a half million with cash ending at 18.7 million euros. Then let's have a look into some of the market developments. MIPCO is facing exciting market opportunities ahead, driven forth by regulation mandating the introduction of DRS across Europe, in the EU, in the UK, and now also initiatives in Turkey. The UK has been preparing for the launch of DRS next year for some time, and that is progressing on schedule. Greece has announced plans to introduce a DRS expected to come sometime in 2026. but not yet officially announced. Turkey is planning a staged rollout of DRS through 2026 and onwards. And following on that, we see several countries having initiatives to introduce DRS in line with the PPWR regulation by the end of this decade. Most recently, we've seen initiatives in Italy. We've heard also news from France, and we know that Spain also is preparing its DRS legislation for launch in a few years. Some of our markets, let's discuss. North America is a stable market for N.Vipco and N.Vipco continues to have a steady execution in this market. This is N.Vipco's original market, has more than 40 years history in the North American market and a strong market position with around 45% market share. This quarter, the company has delivered the announced orders to Connecticut-based convenience stores of more than 200 RVMs. That delivery will continue into the second half of this year. In the second quarter, their company also installed its first quantum with a redemption center in Connecticut, following on the very successful installations and implementations of the quantum at a few redemption centers in New York. This quarter, now over the summer, the company is installing its first quantum in California with an operator. The outlook for 2026, continued stable operations with some growth in RVM sales on delivery of the Connecticut order. N.Vipco is off to a strong start in the UK market. So far, the company has been appointed by four leading UK retailers to deliver RVMs in the size of 5,400 units through 2027. The company has signed a contract for delivery of compact RVMs with Iceland Foods. The company has further announced three unnamed appointments by three leading retail groups in the UK, totaling then these four 5,400 RVMs. Participants in the market are actively preparing to be ready for the October 2027 launch. The DMO or the operator in the UK, Exchange for Change, has established a deposit level, a handling fee structure, and also a grant program in the UK market to secure a broad national network of collections. Looking at the structure of the market, with a very large part of the UK retail market being driven by convenience stores, this gives very strong support to the UK becoming a very large market for RVM technology in the years ahead. N.Vipco is very happy about the position established in the UK so far and maintains high activity to continue to cater to retailers wanting to prepare for this opportunity. N.Vipco is still somewhat behind the curve in the Polish market. The company lost out on a couple big wins initially following the launch of DRS in Q4 2025. And pickup in the broader market has been somewhat slower than anticipated. Retailers have still been somewhat reluctant and been slow in the adoption of RVM technology. However, we are seeing also some changes. Firstly, the volumes, the returned beverage volumes in the market are increasing quite significantly. That is giving some pain points to retailers not yet having returned, excuse me, automated their return of beverage containers. And we're also seeing some evidence of retailers having under-machined some of their outlets. N.Vipco has recently or is in the process of now refreshing its operating model in Poland. The company has a renewed team in place, is taking some of the learnings from markets in which N.Vipco has been very successful, such as the UK and also other markets such as Romania. with a much more granular and proactive market approach and even more tailored value proposition for the Polish market. This gives expectations of the company continuing to build on its position in Poland. N.Vipco is strengthening and continuing to build on wins in the Portuguese market. Portugal DRS went live in April this year and there's a very positive sentiment around the DRS implementation in the Portuguese market among consumers, retailers and with a very strong operator as well. So far, Nipco is establishing a number two position in that market with solid increase in Q2 revenues on delivery on secure orders, a few of which are mentioned on this slide. In Portugal, N.Vipco is delivering every product across the product line from the compact through the freestanding RVMs to the modular and quantum. So it's a broad network of products in the Portuguese market. The pipeline is growing as we see new retailers and a new wave of retailers wanting to automate their collections of beverage containers. The Netherlands has been a fantastic brownfield opportunity from which N.Vipco has capitalized in the last couple of years. The Netherlands had introduced cans to its DRS a couple of years back. Collection rates dropped sharply. N.Vipco introduced the quantum technology to the Dutch market and has proven very, very efficient. Late last year, N.Vipco entered into a frame agreement with the operator in the Dutch market and has been delivering on that since. Record deployments in the second quarter with an order book that continues to grow also yields optimism for the Dutch market ahead as the operator continues to strive towards the 90% collection targets in the Dutch market. Finally, on the markets slide is Greece. Greece is progressing towards national DRS. With a base of around 500 quantums deployed to the Greek market over the last years, together with local assembly operations and a long standing relationship with our distributor in the Greek market, N.Vipco is very well positioned and ready to deliver on the opportunities offered by Greek DRS. We are preparing, we are prepared. We have the products available for the market and we believe we have the value proposition that well matches the opportunities in Greece. And we're very much excited about the opportunities we are facing from the Greek DRS. With that, I'd like to give the word back to Jose for a few words on Outlook. Thank you, Michael.

So, the market opportunity remains highly attractive and N.Vipco is well positioned to capture that market opportunity. We have proven that we can capture our targeted share with our teams, our portfolio and our service offering. Nothing has changed on our long-term opportunity. Our focus for the next quarters will be on delivering consistent operational progress, strengthening the organizational maturity, and communicating our development there with clarity and transparency. As I said, it's not a change of strategy. It is executing our strategy with discipline and conviction. Let me reiterate also our strategy. It is based on the four pillars. The one being our existing business, for example, our market in the US, which is a mature market where the majority of our revenue comes from service. Some of our European markets are coming into this arena as well, where Romania and Hungary have gone through the curve of big installations and the revenue coming from that. And as they now go through the warranty period, revenue from service is coming in. That's an important pillar for us. Then we have the new DRS markets. As Poland and Portugal are coming up to speed and we're selling machines in there, those are developing. We also have, of course, the great opportunity of the UK now coming on board, and then Greece being very imminent. But on top of that, also the Southern European countries. We've been having conversations in Spain about the legislation. Recently, we've been involved in talks with the Italian government about their rollout of DRS and their way of setting it up. So we have exciting greenfield opportunities ahead of us. Besides the greenfield opportunities, the third pillar is based on brownfield, where some of our technology is specifically very well equipped to bring in additional collection, to bring down the cost of collection, or to serve underpopulated areas. The example here, of course, is the Netherlands. Our fourth pillar is that we continuously monitor opportunities for M&A that could help us grow into geographies where we are not yet present or that maybe add technologies that we don't have in our portfolio yet. That strategy we will continue to execute on. We have the tailwind of the DRS legislation being rolled out across Europe, which will triple our addressable market over the coming years. We currently have a very balanced portfolio across the US and Europe with existing business, brownfield operations and new rollouts, Poland and Portugal. And then we have exciting markets coming on board, like the UK, Greece and the south of Europe. What is important now is that we execute that strategy with our discipline, that we apply the learnings from earlier rollouts and success that we've had in markets to the new markets, that as we grow, we professionalize, we standardize our processes, and we simplify our organization to benefit from our scale, that we execute with rigor and discipline, and then we will deliver profitable growth. Thank you very much for listening to us. I think the floor will now be opened for questions. What is the first question that we are receiving, Michael?

Got a few questions coming in. So let's just start on top. Please add some color to the developments in the Polish market and how N.Vipco is performing.

As Michael already just explained, the Polish market launched DRS at the end of last year. That was a very gradual launch, or a slow launch even, also complicated with a large number of operators. We have been able, as N.Vipco, to secure a number of deals. but we will be honest that we would like to have had more. We've been reviewing the situation in Poland and we've seen also that there's a lot of new stores coming on board where in the beginning they were hesitant and maybe didn't mandatorily have to implement automated DRS. They go now from manual to automation or even from no DRS to automated DRS. That has really opened up a large number of additional outlets, so our addressable market is growing, and we feel that we have a good opportunity to win a targeted share in that market. Looking at our success in the UK, we've made changes to the Polish team, we've renewed the team, and we have now a team in place that is closer to the market, that understands the market as well better. We've also seen in the UK that we've had a much more granular look at the market opportunities, at the customer needs, what type of customers we have, and we are reapplying that to Poland. With that granular look, we're also much more able to tailor our value proposition to the needs of our customers, and bringing all of that together, we feel confident that we have a good outlook on solid growth also in Poland.

Good, good. Here's a good question. That's for you, José. What's been your biggest surprises in the first 90 days?

Oh, the biggest surprise. Well, maybe not a surprise, but I've been very impressed with the entrepreneurial spirit that I found in many of our operations. And you can also imagine because we've been rolling out over the past years across Europe and we've been setting up new businesses. And so some of the people in our teams, they are so good at capturing the opportunities with virtually no team around them and just getting things done. And that's really, really impressive. At the back of that, as we are growing, we now need to learn to use the scale of the business together and to standardize processes and not see everything as a new opportunity. As we grow, we need to standardize our processes, learn from each other, adopt what we've seen in new markets or what we've seen in successful markets and bring it to new markets. and learn to collaborate as one team through standardized processes, not reinventing the wheel.

Good, good. There's a question I'm trying to collect here, but there's a question on Greece. What's the status in Greece? What do you know about the award of the contract of 4,000 RVMs? I guess this is a question that relates to some news articles that have been out there. As we tried to explain, Greece is preparing for rollout of DRS. The DMO or system operator DRS Hellas was appointed to operate the system late last year. And there were public tenders issued this winter and spring. We don't know anything about the volumes through those tenders, but we know a little bit about what the Greek system is looking for in terms of technology. And these tenders, for which naturally N.Vipco has positioned through our distributor in the Greek market, is we see that they are asking for bulk feed technology, both very much similar to what we already have established in the Greek market, mobile bulk feed units, in addition to regular RVM technology, indoor and outdoor. So we believe we have, at Amipco, a strong value proposition for what the Greek market is asking for. We don't know anything specific about any awards yet and we will notify the market when and if we do get that type of information. There are a couple here on gross margins, quantifying the gross margin effect from underutilization and service hiring. First, yes, so as we tried to explain through the presentation, N.Vipco is investing. We've invested in a delivery platform and assembly operations. We have four of those in Romania, Greece, Germany and the US in order to deliver on the upcoming market opportunity. The company has, at previous occasions, stated we have an annual supply ability of around 30,000 RVMs per year. Naturally, we staff that up with people in the assembly operations, but we also need to staff up our service personnel to do installations in new markets. In the first half year of that, looking at the underutilization part of this, it explains roughly three and a half percentage points on the gross margin as a gauge on what some of these investments are. Yeah, and then there's also a question, a follow-up on the gross margin target, 40%. Does that still stand and when do we expect to reach it? Yes, that's a target the company set at its capital markets day in Q3 last year. That remains the target for the company. That is reliant upon, reaching that is reliant upon revenue growth. So, of course, the pace of which the company grows in the quarters and years ahead will be a determinant on when that target also potentially is reached. Let's see here further. Inventory questions, a couple of them here. You built inventory of 49 million. Why this size? What's the risk of this not being converted? Yes, N.Vipco has invested in inventory really for specific items. Delivery on announced contracts, building some preparedness for short deliveries on frame agreements in new markets, Getting ready and having preparedness to deliver on the Greek opportunity and also securing some long lead items, specifically thinking ahead for the UK opportunity. The largest part of the inventory currently are raw materials. There's some finished goods, and the smallest share is working process. The risk to that inventory is seen as low, and the company expects to reduce its inventory levels from Q3 versus Q2. So, yeah, you're off to a great start. UK, four announced wins today. How much of the market has been selected? How much is remaining, and how do you see this developing?

Do you want to add? Yes, of course. We are, of course, very delighted with the situation in the UK. We've announced now four major wins, but we believe that the largest part of the market is still ahead of us. As Michael has explained, the scheme that has been introduced by the UK operator is highly advantageous for smaller stores as well to go into automated deposits straight away from the beginning of the launch of the scheme, and we also see that traction. So there's a lot of business development still ongoing. There's a lot of markets that still need to decide, and we feel confident that we can grow even further in the UK.

Do you expect revenues to grow in the second half of 26 versus the first half of 26?

I do think with the growth in various European markets, now, obviously, yes, I do think there will be growth of the revenue. Now, obviously, as we see quarter to quarter, and we are sometimes depending on a lounge or on a DRS move, that sometimes changes the developments in a specific quarter. But in general, yes, we expect growth in the second half of the year versus the first half of the year.

Good. Why is gross margin down sequentially despite higher revenues? There are some mixed effects. I think the largest factor for this is the company building preparedness to deliver on the Greek opportunity. As mentioned, originally the Greek DRS was anticipated to launch this summer. The company built delivery capacity to be able to cater to that. That has time shifted and that explains the largest share of that movement in gross margins. And then there are a couple more. I think we've answered those in terms of the inventory. And there are more gross margins and revenue development. I think we've addressed that as well. Let's see. There are a couple of OPEX questions here on what's driving the OPEX increase and what to expect. As I mentioned, €12.1 million in OPEX in Q2, up from €11.2 million. There is an additional headcount. However, the largest part of that increase is explained really by two key elements that are not expected to continue into the second half. The first and largest being higher professional fees. That's largely explained by higher audit costs as well as a specific project for internal pricing and the second being higher marketing costs as N.Vipco co-hosted the DRS summit in Romania. So looking into the second half, we expect a gradual rise in OPEX into the second half. Q3 being flattish to slightly up with a further modest rise into the fourth quarter this year. Good. Let's see here else what we can have. There are some questions related to the funding and the inventory build. What if that's not turned around? What's the runway? Of course, the company has a number of options, of course, and it's continuously looking at how to optimize its funding and capital structure. Quite specifically, in terms of the funding alternatives, the company has still availabilities of around 10 million under the ABN AMRO working capital facility. Further, the company has invested in, as we mentioned, in CapEx, in RVMs for throughput services and is working on financing those with external partners. Could add in an additional up towards 10 million euros. Naturally, converting that inventory back to sales will happen in the second half of the year. In addition, as Greece comes along, the working capital requirements of our Greek operations are quite different and much less working capital intensive than some of our other areas. The company has quite a bit of available resources for its use.

Let's be very clear that our inventory can be applied to all the markets. We don't build specifically for customers. The long-lead items, which is the majority of the inventory, go into many of our machines, but even our finished goods can be used in multiple markets. We are confident that this is inventory that will be returned into cash again.

Are there any updates on the Turkish market?

Well, the Turkish market is also a very gradual rollout. They have recently started. We have our machines out there and we have a local distributor there with whom we collaborate. That's a very nice and good partnership that we have there. And as we are together now looking at how the market is rolling out, we are looking at our opportunities out there.

What are your top brownfield ERS opportunities? What gives N.Vipco confidence in winning market share during upcoming machine replacements?

The confidence is coming from our technology. It's coming from our service offering because we do see that in the markets the uptime of the machines is of the highest priority. So servicing those machines well is extremely important and we can prove that we have that network available. That's where you see the success of the Netherlands. We're looking into other markets, and that will come as it develops.

Good. I think we've touched upon most of these now. In a matter of time, maybe we should round up.

We thank you very much for your time and attention this morning. We look forward to having more questions. Of course, we're always available to answer those. Summarizing, we do believe that we are in a good position to capture further growth coming into the next quarters, and there is definitely a focus on making that profitable growth for us and for you. Thank you.