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W. R. Grace & Co. . COMPANY OVERVIEW Presented by Larry Marchman Global Director of Credit. Grace Fast Facts (NYSE: GRA). 2011 Grace Sales. 2011 sales of $3.2 billion True specialty chemicals business High value, high margin product portfolio Strong franchises in large, global markets
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W. R. Grace & Co. COMPANY OVERVIEW Presented by Larry Marchman Global Director of Credit
Grace Fast Facts (NYSE: GRA) 2011 Grace Sales 2011 sales of $3.2 billion True specialty chemicals business • High value, high margin product portfolio Strong franchises in large, global markets Global leadership positions • Number 1 or 2 in over 75% of 2011 sales Catalysts Technologies #1 in FCC catalysts #1 in resid hydroprocessing catalysts #1 in independent polyethylene catalysts #2 in independent polypropylene catalysts Materials Technologies #1 in specialty silica gel #1 in can sealants Construction Products #1 in cement additives #2 in concrete admixtures Operations in over 40 countries Construction Products $3.2 billion Catalysts Technologies Materials Technologies 2011 Grace Sales by Region Western Europe North America $3.2 billion Eastern Europe Middle East & Africa Latin America Asia Pacific
Grace Around the World Global Headquarters Columbia, MD, USA 5 2 4 5 4 2 2 2 2 2 Recent Investments • Hydroprocessing catalyst capacity in the Middle East with Kuwait Catalyst Company • Polypropylene catalyst capacity in Europe and U.S. for global supply • Silica capacity in Brazil and Malaysia • Specialty construction chemicals investments in Asia, Latin America, and the Middle East • Specialty building materials acquisitions in China and Europe Global headquarters Key offices Regional headquarters 93 manufacturing sites 44 R&D/Tech Service sites
Summary Profile Catalysts Technologies • $1.3 billion sales (2011) • Addressable Sector Size: $16B, growing at 5-6% • Industries Energy and Refining Plastics, Petro- and Biochemicals • Product Lines Refining Technologies Advanced Refining Technologies (ART) JV Specialty Catalysts & Process Technologies
Summary Profile Materials Technologies • $0.9 billion sales (2011) • Addressable Sector Size: $6B, growing at 4-6% • Industries Industrial Consumer Coatings Pharmaceutical Packaging • Product Lines Engineered Materials Discovery Sciences Darex Packaging
MATERIALS TECHNOLOGIES Key Applications We provide enabling technologies for many of the consumer and industrial products you use every day – invisible, but you would see, feel and taste the difference without them Washroom Kitchen Toothpaste [abrasive] Cosmetics [thickener] Furniture [coating] Soda can [can coating and sealant] Aerosol can [coating] Pharmaceutical [drug formulation] Appliances [matting agent] Window [desiccant] Garage Spices [free-flow] Beer [clarification] Tire [reinforcer] Golf club [casting binder] Photos [digital printing] Vegetable oil [purification] Shoes [rubber additives] Water bottle [closure sealant] Silica excipients Silica gel Packaging Precipitated silica Colloidal silica Molecular sieves
Summary Profile Construction Products • $1.0 billion sales (2011) • Sector Size: $8T, growing at 5-6% • Industry Segments • Commercial • Industrial • Residential • Product Lines • Specialty Construction Chemicals • Specialty Building Materials
ICTF Conference Country Approved Maximum Terms – LATIN AMERICA
Argentina ICTF Conference • DSO YTD Average 82 Days • Best Possible DSO 45 Days • Average Days Delinquent 37 Days • Past Dues 12%
Chile ICTF Conference • DSO average 75 Days • Best Possible DSO 54 Days • Average Days Delinquent 21 Days • Past Dues 11%
Colombia ICTF Conference • DSO average 56 Days • Best Possible DSO 42 Days • Average Days Delinquent 14 Days • Past Dues 10%
ICTF Conference Mexico • DSO Average 67 Days • Best Possible DSO 51 Days • Average Days Delinquent 16 Days • Past Dues Average 16%
ICTF Conference Peru % of Sales by Payment Term • DSO YTD Average 90 Days • Best Possible DSO Average 58 Days • Average Days Delinquent 32 Days • Past Dues Average 7%
ICTF Conference Venezuela % of Sales by Payment Term • DSO YTD Average 66 Days • Best Possible DSO Average 34 Days • Average Days Delinquent 32 Days • Past Dues Average 35%
ICTF Conference Latin America DSO
ICTF Conference BRICS – Brazil, Russia, India, China and South Africa
ICTF Conference Brazil • DSO YTD Average 40 Days • Best Possible DSO Days • Average Days Delinquent Days • Past Dues 3%
Russia • DSO YTD Average 46 Days • Best Possible DSO Average 49 Days • Average Days Delinquent -3 Days • Past Dues Average 7%
India % of Sales by Payment Term • DSO YTD Average 71 Days • Best Possible DSO Average 56 Days • Average Days Delinquent 15 Days • Past Dues Average 5%
ICTF Conference China • DSO YTD Average 88 Days • Best Possible DSO 45 Days • Average Days Delinquent 43 Days • Past Dues 10%
South Africa % of Sales by Payment Term • DSO YTD Average 48 Days • Best Possible DSO Average Days • Average Days Delinquent Days • Past Dues Average 9%
Lawrence Marchman is the Global Director of Credit for W. R. Grace & Co., a $3.2 billion global leader in specialty chemical manufacturing. Mr. Marchman concentrates on optimizing the turnover of worldwide trade receivables, and formulating and managing the company’s global credit policy while continually driving process improvements in the order-to-cash cycle. His accomplishments include working capital optimization and generating efficiencies through compliance and risk management. He has led Six Sigma Revenue Chain workout sessions in Europe, Asia and South America, as well as the United States. Prior to Grace, Mr. Marchman held senior credit management positions with large manufacturing companies, including Becton Dickinson and International Paper Company. Larry MarchmanGlobal Director of CreditW. R. Grace & Co.