Terranor Group (TERNOR) investor relations material

Strategic direction and market positioning

• Focus shifts from rapid top-line growth to prioritizing profitability, targeting at least 8% organic revenue growth and a 5% EBITDA/EBITA margin by 2028, supported by a specialized, asset-light, and decentralized operating model.

• Specialization in road operations and maintenance across Sweden, Denmark, and Finland, leveraging operational excellence, data-driven tendering, and disciplined bidding for market share gains and margin improvements.

• State and municipality contracts are the primary growth drivers, with long-term indexed contracts providing revenue stability and high visibility.

• Cluster strategy and local entrepreneurship in Sweden and Denmark enhance resource utilization, scalability, and profitability.

• Expansion into adjacent markets and horizontal/vertical integration are planned for 2026–2028, with a focus on sustainable growth and diversification.

Financial guidance and capital allocation

• Revenue guidance: SEK 4,000 million (2026), SEK 4,500 million (2027), SEK 5,000 million (2028), with a 5% EBITDA/EBITA margin target by 2028 and a record-high order backlog of SEK 6.3 billion as of Q1.

• Dividend policy aims to return at least 50% of net income, with SEK 1.5 per share approved for the current year.

• CapEx-light approach and low leverage (net debt/EBITDA at 1.72x, target <2.5x) maintain financial flexibility and strong cash generation (73% cash conversion).

• Cash flow management focuses on shortening cycles, mitigating seasonality, and ensuring stable intra-year cash flows.

• Capital allocation prioritizes organic growth, especially in Sweden, with selective bidding in Finland and continued expansion in Danish municipalities.

Country-specific strategies and operational excellence

• Sweden: Largest segment with 64% of revenue, strong growth (31% Q1 LTM), cluster expansion, and high order intake from Trafikverket and municipalities; focus on operational leverage and margin improvement.

• Finland: Selective bidding due to fierce price competition and lower state investment; focus on margin recovery, resolving legacy contract claims, and shifting toward municipal contracts.

• Denmark: Market leader in summer contracts, targeting 5% EBITDA margin, improved contract portfolio, and expanded municipal and defense contracts.

• Operational excellence driven by best-in-class, data-driven tendering, local entrepreneurship, and adoption of new technologies (AI-supported inspections, digital road inspections, smart winter maintenance systems).

• Synergies from group-wide knowledge sharing and a culture of proactive, customer-focused service delivery support continuous competence development.