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Essential Facts
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The information contained in this confidential document ("Presentation") has been prepared by Mergener & Partners. It has not been fully verified and is subject to
material updating, revision and further amendment.
While the information contained herein has been prepared in good faith, Mergener has not given or have authority to give, any representations or warranties (express
or implied) as to, or in relation to, the accuracy, reliability or completeness of the information in this Presentation, or any revision thereof, or of any other written or oral
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expressly disclaimed. Accordingly, neither Mergener nor any of his Partners, agents, employees or advisers take any responsibility for, or will accept any liability
whether direct or indirect,express or implied, contractual, tortious, statutory or otherwise, in respect of the accuracy or completeness of the Information or for any of
the opinions contained herein or for any errors, omissions or misstatements or for any loss, howsoever arising, from the use of this Presentation.
March 2010
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Foreword
Project History
♦ The project was initiated by Herbert Mergener, a German national who has lived and worked in Spain for
over 20 years as a naturopath
♦ During his tenure Mr. Mergener has gathered considerable experience in patient treatment with natural
remedies and means, in particular with mineral water from Spanish sources
♦ After retirement some former patients and friends of Mr. Mergener, the owners of the mineral water
enterprises, have approached him with requests to help find buyers for their property
♦ In 2007 Mr. Mergener commenced this activity and performs it on a regular basis since then
♦ Two mineral water companies have successfully changed hands with help of Mr. Mergener
♦ Current portfolio of Spanish mineral sources and plants offered for sale comprises 12 objects, recently a
Portuguese enterprise was added hereto
MERGENER 1
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Table of Contents
Foreword 1
SECTION 1 The Offer 3
Location Map
Enterprises & Sources: Basic Information
Spanish Bottled Water Market
Economics of Bottled Water Business
SECTION 2 Example: Mineral Water Enterprise North-East of Spain 10
Overview
Growth, Profitability, and Valuation
Pictures
SECTION 3 Possible Strategy 15
Growth & Expansion: Viable Options
SECTION 4 Further Steps and Contact 17
Appendix 20
MERGENER 2
SECTION 1
The Offer
MERGENER
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Location Map
7 bottling water enterprises and 5 water wells throughout the whole Spain + 1 water plant in Portugal:
Santiago
Gijon
6 9
Porto
Bilbao
PORTUGAL 4/5
Pamplona Andorra
Madrid Zaragoza
Lissabon
13 1 2
3 Barcelona
SPAIN
Valencia Menorca
Ibiza
8 10 Palma
Granada
7 Mallorca
Cadiz
Malaga
11 12 Formentera
Gibraltar
♦ “Price in the Package” means that the acquirer buys at least two objects from the portfolio.
♦ Enterprises 4 and 5 belong to one owner, therefore they are bundled and can be acquired only together.
♦ The price for the stand-alone object #4+5 is €23,0+€16.6 m, or €39.6 m, and it can be reduced only in case
if at least one more object from the package is purchased additionally.
♦ The same pertains to objects #6 and #13.
MERGENER 5
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MERGENER 6
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♦ There are about 130 enterprises on the Spanish market of bottled water
1,5 L 1,0 L
♦ Premium brands commence higher prices, e.g.: LANJARON 0,47 € 0,31 €
SOLAN DE CABRAS 0,61 € 0,41 €
EVIAN ( France ) 1,15 € 0,77 €
Market shares within discounter chains in Spain Breakdown by Type of Sales Channel
MERGENER 7
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♦ The area around the water plant of 100 km radius has the size of 31,400
sq. km
♦ Average population of this area is 2.8 million people (assuming the same
density for entire Spain: 90 people/km2)
100 km
X ♦ Bottled water consumption on this area is 410 million liters
200 km ♦ Cost of transportation of 1.5 L bottle inside the 100 km circle is 0.014 €
♦ The next circle of proximity of 100 km has a three times larger area: 94,200
km2 and is populated by 8.5 million people who consume 1.2 bn Liters of
300 km bottled water a year.
♦ Cost of transportation of 1.5 L bottle inside the 200 km circle is 0.018 €
♦ The circle lying between 200 and 300 km around the plant has the area of
Distance, Transportation Cost, € 157,000 sq. km and is populated by 14.1 million people who consume
km Per 1.5 L Per 1 L around 2.1 bn liters of bottled water
100 0,0140 0,0093
200 0,0175 0,0117
♦ The cost of reaching those consumers is 0.021 € per 1.5 L bottle
300 0,0210 0,0140
400 0,0245 0,0163
500 0,0280 0,0187 ♦ The most profitable area is the surrounding 300 km, but delivering up
to 500 km is economically possible as well
Source: Client
MERGENER 8
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♦ If we assume that the price per 1 L increases by 1 cent with each 100 km of distance, the EBIT margin
shows a very strong growth despite higher transport expenses
♦ Roughly, each cent added on the sale price increases EBIT margin by 5%
MERGENER 9
SECTION 2
MERGENER
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Overview
History. Water quality
Water occurrence, license, technology, bottling line equipment
♦ The history of the enterprise starts in XVII Century, when the water sources became very popular for curing
purposes, the place became a famous Spanish Spa Town
♦ In 1920 Spanish Nobel laureate in Medicine Santiago Ramón y Cajal has recommended the water from the
North-Eastern sources for curing various diseases
♦ Today the Private Enterprise has three water sources and two plants
♦ The water quality is recognized as one of the best (significantly better than that of Vittel or Evian) in Spain
♦ Further interesting detail is the water occurrence which is outstanding:
♦ The first (old) plant pours 300 Liters per Second which sum up to 9.5 billion liters per year (1.5 times the
entire Spanish bottled water market)
♦ The enterprise possesses an “unlimited” license (rare case in Spain), which means it can take and sale
unlimited quantity of water.
♦ The bottling line equipment is 5 years old at maximum, the equipment of the newly acquired second plant is
brand new
♦ Long-term off-take relationships with large discounter chains like DIA, Corte Ingles, etc., negotiations with
the largest Spanish discounter chain MERCADONA are in progress
♦ ________________________________________________________________________________________________________
♦ The decision to sale was triggered by the death of the old owner. His children (legal heirs) have no
consent regarding the future of the business and want a complete sell-off
♦ Incumbent General Manager who is running the business for 18 years is willing to stay and work with new
owners
MERGENER 11
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Growth, Profitability
♦ The enterprise has been showing a modest growth with turnover under €5 M until 2007
♦ Organic growth was constrained by the fact that big discounter chains require producers to have at least
two water supply sources
♦ In 2007 another plant in the vicinity with two additional water sources was acquired
♦ That boosted sales by more than 100% and gave the needed momentum for further aggressive growth
♦ According to the Management the turnover for 2010 is planned at €24 - €25 Million (30-40% growth)
Total Sales € 4 778 820 € 6 810 261 € 14 764 873 € 17 780 104
Growth YoY n.a. 43% 117% 20%
Cost of materials -2 224 440 -3 455 132 -7 860 486 -9 581 628
in% of Sales 51% 54% 72% 70%
Gross Profit 2 554 380 3 355 129 6 904 388 8 198 477
Gross Margin 53% 49% 47% 46%
Personell -771 647,42 -736 815,21 -1 269 177,10 -1 459 005,28
SG&A -1 349 626,03 -1 898 767,29 -4 079 200,73 -4 319 983,68
♦ Due to the private nature of the business it is highly probable that the accounting profit is “optimized”
with the purpose of diminishing tax obligations;
♦ For obtaining real profitability metrics, a thorough financial analysis and detailed discussions with
management are needed
MERGENER 12
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Enterprise Multiple of
Date Land Target Acquirer Seller
Value, €M Sales
July '07 UK Sangs (Banff) Ltd. Sangs (Banff) Ltd (MBI Vehicle) ORESA Ventures N.V. 14.8 0.2x
May '07 Romania La Fantana (90% stake) Innova Capital Sp.z.o.o. n.a. 38.9 2.8x
May'07 USA Strathmore Mineral Water Co. Ltd. A.G. Barr Plc. Constellation Brands Inc. 22.0 1.0x
January '05 Italy Italaquae SpA L.G.R. Holding SpA Group Danone S.A. 137.5 0.9x
January '03 Canada Sparkling Spring Water Holdings Ltd. Group Danone SA n.a. 297.0 3.2x
July '02 Russia Saint Springs Nestle Waters SA n.a. 49.8 2.5x
September '02 Switzerland Valser Mineralquellen AG Coca-Cola Hellenic Bottling Co. Hess Group 136.0 1.8x
March '02 Portugal Vidago Melgaco e Pedras Salgacas Unicer Uniao Cervejeira SA Jeronimo Martins S.G.P.S 145.0 3.3x
February '02 Spain Fuente Liviana Damm SA n.a. 57.1 2.0x
July '01 Spain Balneario de Aguas de Solan de Cabras Pozo Family n.a. 141.4 3.9x
Maximum 3.9x
Minimum 0.2x
Median 2.2x
Maximum 3.9x
Minimum 2.0x
Median 3.3x
Source: Mergermarket
♦ Each particular enterprise / Project should be valuated with Discounted Cash Flow approach
♦ For the start comparable transactions serve as a good reference here
MERGENER 13
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Pictures
Main water source Plenty of water for Spain and neighboring countries
MERGENER 14
SECTION 3
Possible Strategy
MERGENER
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♦ 75% of all bottled water is being sold via discount department stores (see slide #7)
♦ Discounters which normally have a country wide coverage prefer to source “from one hand”
♦ Entry into the Discounter lists is possible when you have two or more water sources / plants
♦ Acquisition of the two plants in the North-East would give a good start:
♦ Established Brand Name
♦ Strong growth and profitability
♦ Existing long-term off-take relationships with Grandes Almacenes (Large Discount Department Stores)
♦ Further expansion can be either through organic growth (upside potential of the existing enterprises is at
least 100%), new acquisitions (see the next slide) or both
♦ There is a potential and rationale (see the slide # 11) for developing of a premium Brand
♦ Combined with delivering to drugstores, pharmacies and traditional (small) stores that can create a highly
profitable niche segment
♦ Expansion into adjacent market segments, like flavored mineral water, should be explored as well
MERGENER 16
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9
6
4/5
13 1 2
7
8 10
12
100 km
11
200 km
♦ Acquisition of 6 Objects from the Portfolio would give a country-wide coverage (+Portugal) enabling
capturing of 20%+ market share
MERGENER 17
SECTION 4
Further Steps
MERGENER
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MERGENER 19
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Contact Information
MERGENER 20
Appendix
MERGENER
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MERGENER 22