3. Oshkosh Corporation Company Overview
• Leading designer, manufacturer and marketer of a
broad range of specialty vehicles and vehicle
bodies.
• Considered one of America’s Most Admired
Companies by Fortune magazine.
• Leading brands in each market.
• Successful growth record and strategies to sustain
growth.
• More than 14,000 team members worldwide
• JLG is a division of Oshkosh Corporation.
4. Mission Driven
Our mission is to partner with customers to deliver
superior solutions that safely and efficiently move
people and materials at work, around the globe
and around the clock.
Charles L. Szews
President and Chief Executive Officer
6. Access Segment
• JLG Founded in 1969 by John L. Grove
• Global leader in Aerial Work Platforms
• NA leader in Telehandlers
• Acquired by Oshkosh Corporation in Dec. 2006
• Assumed responsibility for Jerr-Dan in 2010
7. Leader in Our Markets
NORTH AME RICA RANK
Heavy Defense Trucks (Army & Marines) #1
Medium Defense Trucks (Marines) #1
Airport Products #1
Concrete Mixers/Batch Plants #1
Wreckers & Carriers #2
GLOBAL RANK
Aerial Work Platforms / Telehandlers #1
Refuse Truck Bodies #1
Fire Apparatus #1
Strong brands value creation
8. HISTORY OF JLG- INVENTED THE AERIAL WORK PLATFORM (AWP)
First prototype “JLG Lift” aerial work platform pioneered in 1969
McConnellsburg, Pennsylvania
9. HISTORY -- KEY JLG MILESTONES
Acquired
Acquired
1st vertical Gradall, entered
Delta Manlift; TMH supply
mast lift telehandler
Liftlux alliance with
1st boom produced business
Caterpillar, Inc. Opened first
lift produced
Asian mfg
Surpassed facility in
$1 billion Tianjin, China
revenue
1969 1970 1980 1990 2000 2007 2010
Acquired
1st scissor SkyTrak & Lull; JLG
Began
lift produced Military-design Surpassed
export sales
to Europe, telehandlers from $3 billion
opened OmniQuip/Textron
JLG is acquired by revenue
office in Oshkosh
Scotland Corporation, a
leading specialty
vehicle
manufacturer
10. SO, Who Are We Today?
4,600 Team Members and Growing
16. Americas
Sunnyside - Whse
Shippensburg
Orrville 253 Success Drive
Riverside Hykes Road
McConnellsburg
Houston
Weber Lane Military
Indaiatuba
17. NORTH AMERICA MANUFACTURING FACILITIES
McConnellsburg, PA Shippensburg, PA Orrville, OH
Bedford, (Sunnyside), PA McConnellsburg, PA McConnellsburg, PA
Military Support Center 253 Success Drive
18. Europe, Africa and the Middle East
SSO Scandinavia
SSO UK
SSO Germany
Maasmechelen
Tonneins
SSO France
SSO Spain Medias
SSO Italy SSO Dubai
23. AERIAL WORK PLATFORM APPLICATIONS
A tool of the trade for contractors, maintenance personnel and other workers to reach hard to reach areas
NEW BUILDING CONSTRUCTION
FACILITY MAINTENANCE
AVIATION
ENTERTAINMENT
STORE LOGISTICS
TREE TRIMMING
MANY, MANY MORE
24. TELEHANDLER APPLICATIONS
Equipment operated by purposed operators, workers and farmers to move material to hard to reach areas
NEW BUILDING CONSTRUCTION
LANDSCAPING
AGRICULTURE
MILITARY LOGISTICS
TRANSPORTATION
MANY, MANY MORE
25. Wrecker & Carrier Applications
Primarily a core vehicle for the towing industry, equipment delivery and emergency recovery
TOWING COMPANIES
RENTAL/EQUIPMENT COMPANIES
MUNICIPALITIES
AUTO-RACING
MANY, MANY MORE
25
30. What is Reaching Out?
• An internal and external company branding
campaign launched last year
• It reflects our willingness to go above and
beyond, to reach out, dig deeper, go
further with our customers, our co-workers
and in the community.
• A universal message that can be
implemented in both domestic and
international markets.
(Reaching Out Video)
31. With Reaching Out:
• We “Dig Deeper” with: PRODUCT OFFERINGS
– Market leader in innovation
– Superior products
– Being first to market/NPD
– Creating products that perform at a higher level
• We “Go Further” with: OUR PEOPLE
– Every team member has an impact on customer satisfaction
– Looking for opportunities to go further in our communities
• And we do it all on a GLOBAL platform
32. We Will Continue to Win…
by Reaching Out
Strong JLG Brand and Building on our Reputation
of Innovation, Leadership and Quality
Expanding Global Footprint
Market-Leading Aftermarket Support
Backing of Oshkosh
The Best Team in the Business
36. FY2011 Was A Solid Year Of Growth
& Improving Profitability
Note: Includes Jerr-Dan, Excludes M-ATV
36
37. Looking Ahead:
Our MOVE Strategy is Driving Us Forward
arket recovery Grow machinery and aftermarket as the
and growth market recovers
ptimize cost Get our products and entire business
and capital ‘FIT FOR THE FIGHT’
structure
alue Focus innovation on what our customers
innovation want over product life cycle
merging market Win in fastest growing markets and
expansion segments
Editor's Notes
Click on the OSHKOSH LOGO – Video: Mission Driven
From moving supplies in Iraq, to moving concrete and refuse, to fighting fires and towing, to moving people or products on a job site, to servicing equipment, we know we have the leading brands to get the job done. Oshkosh Corporation has a history of growth, backed by a successful track record and strategies to sustain growth, including strategies to support our troops, to protect our homeland and lead our markets with revolutionary new products. JLG is a division of Oshkosh Corporation.
Here at Oshkosh we have 4 business segments in our corporation that align individual business units appropriately based on products and markets they serve. Here you can see the different segments highlighted by the brands under each of the segments.
The addition of Access Segment to the Oshkosh family strengthened JLG by diversifying our product offerings and customer segments. Bringing Jerr-Dan into the Access group provided entry into the market of towing and recovery vehicles. Jerr-Dan is committed to continuing to redefine towing and recovery equipment by setting new standards in the production of wreckers and carriers.
Our strong brands hold leading positions in major markets in North America and around the globe. Our product breadth provides us with unique opportunities for cross-selling and customer revenue synergies. These are strong businesses to be involved in -- defense, concrete placement, firefighting and aerial access to name just a few. We don’t achieve this success by hoping it will happen. We get there by working hard, planning for success and executing with relentless drive until we achieve our goals. Since 1917, the built-in quality, dependability and performance of Oshkosh products have earned us the reputation as the world’s finest. From engineering design to material selection; from assembly line to test; every Oshkosh product reflects a corporate standard of excellence and fine craftsmanship. Today as we look to the future, we must come together as One-Team, One-Oshkosh. Let’s watch a video that reflects our commitment to the one-Oshkosh. In this video you will see team members represented from all across the company. Enjoy. CLICK ON THE OSHKOSH LOGO – VIDEO: ONE OSHKOSH
JLG Industries, Inc. began in 1969 as a pioneer in high-reach equipment and grew to become the world's leading manufacturer of mobile aerial work platforms and specialized material handling equipment. JLG was founded by John Landis Grove. For those of you from this region, you will recognize the name of Grove Manufacturing. After retiring from Grove, John L traveled about the country on holiday and was inspired by watching construction sites where workers struggled with the inefficiencies of scaffolding and ladders. He reasoned that a mechanical device to place workers in the air quickly and safely would save countless dollars for industry. The product needed was a mobile aerial work platform. A small metal fabrication business in McConnellsburg, PA, named Fulton Industries, Inc., was purchased in 1969 to develop the prototype required to launch this new product concept. An original crew of 20 dedicated workers began the tradition of pride and quality workmanship as they completed the original JLG® lift product in 1970. With a platform height of 27 feet, this original aerial work platform embodied many basic design concepts still in use today, although there have been countless mechanical, electrical and hydraulic design improvements.
Despite the economic recession from 2001 to 2003, the Company continued to strategically invest in its future, opening a new manufacturing facility in Belgium, introducing the European-design telehandler product family. JLG further expanded its product portfolio in August 2003 when the Company acquired the Lull® and SkyTrak® brand telehandlers, along with the military telehandlers used primarily by the U.S. Army and Marine Corps. In 2004, JLG acquired Delta Manlift and Liftlux large scissor lift products and launched the first ServicePLUS™ operation in Houston, Texas, with services ranging from preventive maintenance programs to general repairs to the reconditioning of any brand of JLG equipment. In 2010, we opened up a manufacturing facility in Tiajin, China. Today, JLG Industries, Inc. is the world's leading producer of access equipment (aerial work platforms and telehandlers) and highway-speed telescopic hydraulic excavators. The Company's diverse product portfolio encompasses leading brands such as JLG aerial work platforms; JLG, SkyTrak, Lull and Gradall telehandlers; and an array of complementary accessories that increase the versatility and efficiency of these products for end users. JLG markets its products and services through a multi-channel approach that includes a highly trained sales force and utilizes a broad range of marketing techniques, integrated supply programs and a network of distributors in the industrial, commercial, institutional and construction markets. In addition, JLG offers world-class after-sales service and support for its customers.
So today we have 4,600 team members – and growing. Picture in middle is of our team in Hoofdroop, Netherlands Picture on bottom left include members of our team in Tonneins, France.
We are today 4,600 employees in 22 countries Group photo with the MATV is of team members in McConnelsburg, PA in the US. Another photo of our Sweden team members on the left.
Across the 22 countries that JLG has team members – we speak more than 50 different languages
And our team comprises of 65 different nationalities globally.
And today our team globally has combined JLG experience of over 36,000 years – which we use to build, sell and service our products every day.
We have Executive offices both in the US and Europe We have manufacturing locations in the US, Europe, Asia and the Middle East which we refer to as EAME, and Asia and Australia. We also have Sales and Services Offices – referred to as SSOs, Functional Offices (For example, we have a team of 50 plus engineers in Bruntingthorpe, UK), and Ground Support facilities in many locations around the world
The Americas Region is home to 6 manufacturing facilities and 2 aftermarket facilities in North America and 1 SSO in Indaiatuba, Brazil.
We currently manufacture AWP’s, Telehandlers and JerrDan Wreckers and Carriers at our Orrville, Shippensburg, Hykes Road and McConnellsburg facilities. The Orrville facility is also the home of our Global Distribution Center. The Ground Support and SSO facilities are strategically positioned to support our customers in the region and manage the full life cycle of JLG equipment.
The EAME Region is home to 3 manufacturing facilities and 7 SSO’s.
We currently manufacture AWP, Toucans, the LiftLux Scissor and Telehandlers at our Medias, Tonneins and Maasmechelen facilities. The Maasmechelen facility is also the home of our European Parts Distribution Center. Our SSO are strategically positioned to support our customers in the region and manage the full life cycle of JLG equipment.
The Pac Rim region is home to two JLG manufacturing facilities and seven sales and service operations.
We currently manufacture AWP’s in Tianjin, China and Lighting Towers in Port Macquarie, Australia. The seven SSO facilities are strategically placed to support our customers in the region and manage the full life cycle of JLG equipment. These locations consist of Brisbane, Sydney (Australia’s Corp. Headquarters & parts distribution center), Melbourne, Adelaide, and Perth Australia along with Auckland, New Zealand and Singapore. We have just recently expanded our Brisbane, Australia SSO which has enabled us to take on additional service requirements in the region and we have recorded record service sales in October. The latest SSO to become operational was our Auckland, New Zealand facility, which opened in March of 2009 and has increased its service revenue by 300% and closed out FY 11 in the black. It’s also important to note for the first time ever all of our Australia & New Zealand SSO facilities finished the year in the black.
From 10 feet to 150 feet, JLG aerial work platforms can get you there. JLG offers more than 50 models of boom lifts, scissor lifts, mast booms, and vertical mast lifts to fit all of your personnel lifting requirements. Here we see the broad categories of AWP’s that JLG offers today.
Here we see the broad categories of AWP’s that JLG offers today.
And this slide shows our telehandler offerings. All of these products, with the exception of the JLG handler are the result of acquisition activity or, in the case of both Caterpillar and SAME Deutz-Fahr, a strategic alliance. All families lift and place loads and all have a range of maximum lift weights and maximum lift heights. With the exception of Gradall, all have four-wheel, three-mode steering. Gradall has rear-pivot steering which gives it a different type of maneuverability favored by framing contractors. The other handler with a unique feature is the Lull. Its entire boom moves forward up to 80” and is preferred among masons for landing pallets of brick or block on scaffolding. We manufacture models for both North America and Europe as the two markets have different requirements and expectations. Finally, we manufacture handlers for the US Army and the Marines.
Our recipe is not complicated. We know what we need to do. And, we know how we are going to do it. Experience counts. Style points matter to customers. So, coming from a strong base, we will win by REACHING OUT. Let’s look external. Let’s become more of a market-driven company. Let’s reach out globally to establish our business solution where people and materials need to access hard to reach work areas safely. Let’s work even closer with customers to make their businesses stronger with aftermarket support throughout the life of the product. Let’s leverage the power of Oshkosh and the synergy between our segments, AND… It is all within reach…because…you are now a part of the team and …. Our team is the BEST team in the business. Dando uma olhada nos últimos quatro anos, temos uma história interessante da JLG quando olhamos para o faturamento e lucro. É interessante e um pouco doloroso ver o contraste entre a marca d'água alta no ano fiscal de 2008, ao lado da seca no ano fiscal de 2008. Mas, todos nós sabemos sobre a crise que atingiu todos os setores e praticamente todo mundo foi impactado. A história real aqui é nos próximos dois anos 2010 e 2011. Estamos agora cruzeiro passado US $ 2 bilhões em vendas, e virou um lucro de US $ 56M para o ano passado. Olhando para a frente, vemos a força continuada do mercado. Como líder de mercado, que tradicionalmente têm feito muito bem com uma quota de mercado e receita. O verdadeiro teste é como se tornar mais rentável. Fazemos isso por meio do gerenciamento nossos custos e mix adequado. Temos de nos concentrar mais atenção na gestão de nossos custos. Preciso de sua ajuda para se levantar pessoalmente e encontrar maneiras de manter os custos baixos e tornar-se mais eficiente. Vamos corrigir processos, fortalecer os fornecedores, e design para o valor. Isto levará a uma maior rentabilidade e nos posicionam bem como os mercados continuam a se recuperar. Nossa melhor arma é a nossa equipe. Olhe ao redor da sala. Isto é o que vai encontrar o próximo grande break-through no nosso caminho para uma maior eficiência operacional. A melhoria do processo seguinte, a negociação do fornecedor, o cliente seguinte, o desenho próximo grande, e em. Parabéns, obrigado, e bem feito.
Although JLG and Jerr-Dan are forces in their own right, it never hurts to have the backing of Oshkosh Corporation. The strong culture of performance and mission-driven philosophy adds great strength to what we are doing at JLG. Oshkosh brings strong support, tools, and a competitive strength that our commpetitors don’t have. Many of your are familiar with the Oshkosh Operating System. This is a great set of proven tools for JLG enabling us to get better operationally. If you are not familiar with it, you will be. For those using these tools, I think you will agree they are a powerful way to get better. You will be seeing much more on this in training and communication. When you see it, I would ask that you embrace it. From a financial perspective, our corporation is working through some changes. Currently, JLG is the star performer in Oshkosk due to our expanding markets and our global presence. JLG is a critical piece of Oshkosh value. Most of you know that military spending is going through some scrutiny which reduces some of the short term growth potential of one of Oshkosh’s operating segments…the Defense segment. Additionally, municiple spending is under a cloud in many parts of the U.S. This has a downward to flat impact on two of the other segments…. Commercial, and Fire and Emergency. Refuse trucks, fire trucks, and ambulances may have wait a bit for recovery. That will come in time. In the meantime, the ACCESS SEGMENT is gaining steam. That is JLG. So, Oshkosh will be leaning on JLG to help carry a heavy load in 2012. We are up to the challenge. We’ve proven it before and we’ll do it again.
Taking a look at the last four years tells an interesting story for JLG when we look at revenue and operating income (or profit). It is interesting—and a bit painful—to see the contrast between the high water mark in FY2008, right next to the drought in FY2008. The frst two bars shown here. But, we all know about that. That hit every industry and virtually everyone was impacted. The real story here is the next two bars for 2010 and 2011. We are now cruising past $2B in sales, and turned a profit of $56M for last year. Looking forward we see continued market strength. As the market leader, we traditionally have done pretty well with market share and revenue. The real test is how to become more profitable. We do it by managing our costs and proper mix. We must focus more intently in managing our costs. I need your help to personally stand up and find ways to keep costs low and become more efficient. Let’s fix processes, strengthen vendors, and design for value. This will lead to more profitability and position us well as the markets continue to rebound. Our finest weapon is our team. Look around the room. This is who will find the next great break-through on our path to more operational efficiency. The next process improvement, the vendor negotiation, the next customer, the next great design, and on. Congratulations, thank you, and well done.
You may be familiar with our high-level MOVE strategy. MOVE is a straight forward approach that applies across JLG and also OshKosh. I am pleased to report that we are making progress on this strategy. Thank you. But, I need your help. It is important that we all recognize this strategy and its importance to our success. Is not just a grand vision that only applies in the board room. This is a strategy that connects directly to our everyday activities. And, it quickly connects to operating efficiency. Which means that we are making customers happy. Let me walk through this for a minute. MOVE translates to some immportant strategies and priorities that set us apart. M ……Market Recovery and Growth. Pretty simple. As the markets recover from the recent downturn, we are out of the gates strong. It is critical that we capture this growth. And, do it globally in growing markets. We have a big differentiator at JLG…our Aftermarket, Service, and Parts capabilities. Building on this business—beyond market growth rates—will allow us to win market share. Let’s build on this head start as customers continually tell us how important it is that we perform well in Aftermarket. O ….Optimize Cost and Capital Structure. Kind of a no brainer. Our competitors are in the gym right now. They are working out. Getting more efficient. Getting in better shape. In fact, some would say that some of our competitors are beating us through efficiencies. Perhaps tuning their products a little better and reducing costs a little better. Well….we are in the gym too. And, winning in this market will require all of us to be vigilent and put more energy into getting our products and processes ‘FIT FOR THE FIGHT’. I need your help on this. Everything we do needs to get more FIT to keep our costs in line. And, we need to stay tough and disciplined through the process. Very simple: The manufacturer with the most discipline will win the fight. It is going to be JLG. V ….Ah, the famous word ‘Value’. Value Innovation. These words get used a lot in business. But, it is important. This part of the strategy is closely aligned to the one I just mentioned. In the spirit of REACHING OUT, customers should be at the center of everything we do. They have changing requirements. Tough requirements. Gone are the days of simply spitting out line extensions. Please join me in keeping this strategy in the forefront. Remember it. Let’s hold each other accountable to it.
