NOTE AB (publ)

Welcome to note the third quarter presentation for 2024. As always, I'll try to make a short summary of the quarter. First of all, we did not reach our sales expectations. That is pretty clear. We had to go out and give a new guidance. With that lower sales, I think the profitability came in pretty much where I expected or even slightly better. I still believe we're doing good cash flows and I think that means that we are how should i say we're converting the the the results as it should i mean we're not growing and that means that we have a positive impact on the cash flow we have lower ars inventories going down or continues to come down this also gives a positive contribution to the cash flow so those what I call financial fundamentals in our world is working as it should so therefore we are expecting cash flow to be stronger than normal also for the coming say one, two, three quarters it depends on when we are through all that so I would say that we still have maybe 50 to 75 million more inventory to be reduced in the in the coming quarters and we also see that our our depths our suppliers is slightly lower than normal and that is an effect of that we buy less at the moment than what we consume so that would also when that normalizes it will also have a positive impact of the cash flow so So cash flow is expected to continue to be strong for the coming quarters. With that said, it's also very tricky to have these calls. We are looking very positively upon the future and then we have a very weak quarter from a sales point of view. So how do you summarize that in a good way? I would say that the industry when we went into 2024 were expecting a quite slow year. Expectations were basically flat. The latest expectations is of course quite more negative than that. So the complete industry is going quite weak at the moment. If I look at note we will see that Q3 20% negative on sales, that will be the lowest point in this dip as we see it. Guidance for Q4 is about 8% down if you look in the middle of our guidance and that is yeah if you look at that guidance you can see that normally a week year then then like this then you close a few weeks more in when you have vacation in in in sweden finland and estonia and therefore july will become a month where you have basically half the speed compared to normal month if you would add in one half month in the in the third quarter we will be in in the in in the in the guidance of q4 So we're not expecting Q4 to be better run rate than we have in, say, August, September. It's basically the same speed. So we're not expecting a big recovery in Q4. It's more that we normalized the monthly average that we were hitting in Q3 and Q2. So that's what we see. We don't see this as a weaker recovery. Or we don't expect the Q4 to be a strong recovery. We expect it to be at the same level as I would say Q2 and onwards if you take the normal month level. So that's what we are looking at. so why do we continue to invest in new buildings expanding factories and so on but the issue is that we're not seeing one the same trend for everywhere we are we see china extremely weak i think we're down with 35 plus percent this year Estonia has had a very weak year. A lot of customers that have been dealing with stock reductions. Then we have Finland doing a new record year. Torsby doing a new record year. Lund will do a new record year. We had a record month in September. So very different depending on where you are in our world. So it's not only that between the segments it's very different. It's also where are you in implementing the new customer programs that we have been awarded. So what we will see, as we see it, is that we will gradually come out of the weak trend and then more and more of the sites will go from negative to positive. And when that happens, we will see more of a general recovery. We have predicted that to come in the second part of this year. we are no longer we're not no longer expecting that so therefore we have guided low for q4 and we will get back to you how we see upon next year in our customers view we would if we would if we would believe the customers we would see a strong recovery in 2025 but we will we we want to get closer to that before we start to give you more details in the in that guidance So we believe that 24 will be a very weak year and that 25 will be a growing year again. And we will, as I said, come back to more and more guidance around that. But if I look at what the customers are expecting from the programs that we're producing, their view of the demand coming 12 to 18 months is significantly higher than what we're achieving right now. And therefore, we are investing to be able to cope with that demand, say, in the second half of next year. Then we are expecting to be at a significantly higher level. So therefore, we are continuing the plans. We are expecting the Torsby factory with 7,000 more square meters. We are moving out of the current premises in Lund because we are simply, currently we are renting more than 2,000 square meters in another building. So we have already outgrown the Lund facility. and we have others where we are expecting similar things. We will continue to invest heavily in automation and in new equipment also in Q4 and next year because we believe that that is going to be necessary. So it's very mixed emotions. We are presenting a quite weak quarter from the sales side and yet we are putting the gas pedal quite hard down in investment and preparing for the future. very interesting if you like numbers you can say okay we are the trend is very negative but if you look at as a five-year average we're still with with the guidance we have for 2024 we're still reaching 15% organic growth year-over-year if we start at either 18 or 19 as a starting year it doesn't matter So still the growth for a longer period has been very strong and we don't see any signs in the market that will indicate that this has came to stop. So therefore we are preparing for higher numbers in the coming quarters and years. Even though we don't get support for increasing our guidance in Q4 more than we have been guiding in our guidance in September. Okay, long story short, here are our numbers. I think most of you have seen them, but sales 809 million, down 22%. OP came in at 8%. We have some positive one-offs in this, which is the currency and the currency translations. And we had some negative with one-offs where we are continuing to adjusting our cost level. I will come back to you a little bit how that has worked for the last year. Underlying 8.3 compared to 9% last year. I mean, as you know, we're always talking about what I call fall through on increased sales. If you look at this, if you look at the negative fall through on reduced sales, we are hitting much better numbers than we are expecting for increased sales. We're expecting 15% of growth to end up at bottom line. The reduction here of 200 millions has only resulted in a reduced OP of 27 million. So we are below the 15% on the negative fall through, which I think is very strong. It's much easier to increase profit when you grow than than to keep profits when you are declining. So I think this is very, I'm very impressed with how we have done this. So this is telling me that what we have done from an automation point of view, from a cost mitigation point of view, has been efficient. So this is one thing that we're very proud of. Cash flow, I've talked about it. 157 million in the quarter. almost 400 million year to date very strong numbers if we then excluded the investments that we have done in ordered acquisitions we are 340 million in free cash flow very very positive um Going into the segments, if you look at Western Europe, we are declining less than we do in the rest of the world. I've talked about it before. China is significantly weak. If you look at this, we are also hitting quite good numbers in operating profits. So Western Europe is not affected as much as the rest of the world. We are only declining 1.1%, but that's also related to that we are not losing as much sales in Western Europe. So the link is very clear. If you look at the rest of the world, we are declining... yeah from from 8.9 to 5.4 percent that is that that is um that is something that we are working on and and one part of the one offset we were presenting is another cost saving initiatives in china that we will that we will do in the coming quarter But if you look at the number of employees, and we are counting number of employees in the year-to-date number, and then we see an increase in total. But if we look at where we were one year ago, when we ended Q3, we were 972 in Western Europe, now we are 922. So we're done with more in headcount and our sales is dropping. So we are seeing an efficiency there. The same goes also for the rest of the world. We're done with 24% in sales and we're done with 14% in headcount. Here we have some more work to do, so we will continue with that. But this is, to me, this is showing that we are continuing to prepare ourselves for being efficient also in the lower sales that we're having. So this is something that we will continue with. What will happen when the growth comes back is that we have reduced our overhead costs. So when the sales is coming, we're going to hit the 10% mark that I already see as our as our target much earlier than we would have last year. Say that last year we were reaching 10% at maybe 1.1 billion. This year I think that level is down to maybe 1 billion, 1 billion 25 or something. So very important to keep in mind that we are adjusting our cost base to hit better operating profit at the lower sales. it's very easy to add capacity when needed, and it's better to adjust to where you are, and then you add resources where you need them. Otherwise, you would have a bucket full of not fully utilized resources, and we don't like that. So that's how we think. But if you look at the numbers, see China minus 35%. And as I see China, we are not seeing a quick recovery. We are preparing for a lower speed in China. We are preparing for growth in Estonia. We are preparing for growth in Sweden and so on. But China will continue to be at a quite low level as we see it in the near future. We don't see a recovery there as of now. looking at the segments and and here we we're seeing that industrial is the only growing segment we were declining in q3 but year to date it's a growing segment and in the segment we have defense defense is is what is what defense grow has grown with maybe I don't have a number, 150 million plus, it's probably 200 million this year, but I don't have the number in the back of my head. But if we exclude that also, industrial is negative. But what happened in the third quarter was that we were expecting communication to be at a higher pace. And in this segment, we had a few customers coming in with quite high expectations and the conversion from forecast to orders were not happening. So we have one One of our biggest customers in this segment were expecting sales of 30 plus million and we ended up at nine. We didn't know that when we entered this quarter and therefore we were a little bit caught by surprise. I had a meeting with the CEO of that company just before the summer and they were very optimistic and they did not get orders as expected. And this is a customer where we're doing only all the installations that they do is a bit of custom design. So they cannot buy to inventory because they don't know which customer that will order. So there's a late configuration. So that was converted to pushed out orders or pushed out forecasts as we see it. So this segment had problem with converting quotes and tenders into orders, and we hope that that will change. The guidance in Q4 is that we keep these customers at a similar level as Q3, just to be clear, so we don't have any high expectations of communication in the fourth quarter either. We will see if the conversion comes in, we will exceed what we expect in this segment. Green Tech took also one hit in this quarter. Our biggest customer on the EV chargers, we were doing a refurbishment program with them instead of building new units. So we lost maybe 15 million in new sales of that. We were helping them to upgrade all the revisions into the latest revision. We were changing them. communication cards in the units and therefore that had an impact of our sales. That one-off is not expected to happen in the fourth quarter. We are expecting them to be back on a normalized level. So green tech were affected by a kind of one-off. Medtech is running at a slightly lower level than last year. We are expecting fourth quarter to be in line with the third quarter. We haven't made any big adjustments to that in the guidance. We haven't increased that. So our guidance is feeling very, how should I say, modest, rather than that we expect growth in it. what do we expect for the future i mean communication very low level medtech we also see some of the customers there have been doing less compared to what they have forecasted in we had very high growth in 23 in medtech and and we are we are probably expecting to get back on the 23 level in in 25. Green tech, I hope that that will recover. We have much higher expectations from the customers than they're not converting expectations into orders. So I would say that green tech as a segment is a lot of wait and see, not so much conversion to orders. So that is where we're sitting. Industrial, we have a lot of... big industrial companies outside of the defense area that are also pushing some orders out. We're doing fairly good volumes, but we know that there is a lot more to come. We have also quite a few new customers that are on the way in, especially in the industrial segment that we expect quite high sales from in the coming 12 months. So we have some growth enablers that we will see some effect of in the coming year or so. challenging market if you look at this in the broader perspective what do we see if you look at the there is not only in in the contract electronic manufacturing industry where i have seen reduced guidance for the third quarter if you look at the car industry We're not really selling into the automotive industry, but we're selling to the suppliers to the automotive industry. So when those are reducing, we're seeing a decline for us as well. So I would say automotive industry, if that takes a big hit in the coming year, that will affect most of the industrial companies supplying into them. And that could be a challenge for us. We're not that much directly involved in those businesses, but it will have spreading effects that can be stronger than what we see. I would say that is the biggest challenge for us if that industry is not bouncing back a little bit. But overall, I think that we are pushed down. There is a lot of these inventory reductions going on among several of our customers. And when that runs out, we'll see higher sales going forward. We can talk a lot about this, but I'd rather come back in the presentation of Q4 and see where the quarter has landed. some highlights despite all this we're still we still keep operational excellence is part of our our offering and our quality and delivery performance is still in in in world class as we see it um yeah we're adapting our businesses we're we're continuing doing restructuring and we are we are We take a cost for that for seven million in a quarter. The most important thing is that we're trying to adjust our cost base even lower than where we are to be able to hit higher profitability numbers on the lower sales. Order stock, we have the lowest decline in the last, say, five quarters now. We are declining with 3% in the quarter. That would indicate that there will be, and we're guiding down with 8%, so maybe the order coverage is better now when we enter fourth quarter related to the guidance compared to where we ended Q4 last year. That is a positive signal as I see it. We are also seeing that this shortening of the order cycle that we have been talking about, I would say that that has more or less ended. The availability on the market for components is good. There is no allocation as the suppliers is talking about. That means that we will not see any more reductions of the order backlog going forward related to the component shortages. So I would say that we can say that this is normalized after Q3. As I said, CapEx is continuing to increase. moving or we have just decided to to move lund into new premises that will happen in the in the mid of 26 there is going to be a new building that is that that is starting to be built this fall and i think that is very important lund is one of the sites that have been showing the highest growth in in in the in the last say four or five years um so that's very important for us lund is also we our current building is is is in an area that will be restructured into housing and that industrial field will be turned into housing. Return on operating capital, 23%. We're still keeping that number high up. This is in line with our long-term objective. And I think we are quite higher than many of our peers on this number. Our equity ratio is up to 49%. our liquidity situation is very strong and solid we believe that our balance sheet looks very good if if we find the right acquisition targets we have plenty of room for those so we just need to find the targets and agree on the price that's not that's easier said than done but we have a good pipeline and we have some good dialogues in this area as always Yeah, outlook. As I said, our guidance is around a billion for the fourth quarter. That means negative 8% from last year in the middle of the guidance. Profitability, we expect to have a higher underlying profitability in Q4 than we had last year. And we believe that that is a solid number. We don't believe our performance as of now is indicating that that is fully reachable. We also believe that the market is strong in the long time period. So our guidance for 2028 remains as is. We moved it one year ahead and I would say the outlook for the industry has not changed. The 24 has become a lot worse than when we set this number. So we basically say that 24 will be what I call a lost year in sales. It's not lost in any other activities because we have, in our mind, built Node to be a stronger company during this period. So we're better prepared for growth and better prepared for the future today than we were one year ago. We look very positively upon the future. So with that said, I will open the floor for questions. If there's any questions in the room, I take them first. Yes?

Thank you for the presentation. Lucas Mattsson, equity analyst at Indres. I have two questions, maybe three if we have time. First, I do believe that the expected sales in Q4 is primarily due to timing factors or seasonal patterns or increase in end demand. Or increase in end consumer demand.

I would say that our guidance is fairly flat to our run rate, if you look at the month. So we're not expecting any big deviation from what we have seen in Q2 and Q3, if we exclude the July, that is lower. So we don't expect a recovery. We are expecting Q4 to have the similar market conditions. we are expecting that the stocking will be less and less going forward for every quarter. We have expected that for some time, so that is due to happen sometime.