Investor Presentation • May 11, 2023
Investor Presentation
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| Operational Highlights |
✓ Sales: Retail demand shows modest recovery after very slow start, institutional buyers in 'wait and see' mode, |
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|---|---|---|
| ✓ Smaller institutional deal signed (subproject Bamberg) signals still healthy structural demand |
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| ✓ No market recovery before beginning of 2024 expected |
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| ✓ Construction costs: Material price inflation receding, expect mid single-digit construction cost increases |
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| ✓ Financial strategy: Increased focus on costs & cash preservation |
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| ✓ ESG: Sustainalytics confirms top ESG-rating (amongst top three percent of property developers globally) |
| ✓ Adjusted revenues: €123.5m (Q1-2022: €118.5m, 4.2%) |
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|---|---|
| Q1 2023 | ✓ Adjusted gross profit margin: 27.4% (Q1-2022: 29.7%) |
| Results | ✓ Adjusted EBIT: €15.8m (Q1-2022: €17.0m, -7.1%) |
| ✓ Adjusted earnings after tax (EAT): €8.5m (Q1-2022: €9.3m, -8.6%) |
| ✓ Adj. revenues of €600-700m |
|---|
| ✓ Adj. gross margin of approx. 25% |
| ✓ Adj. EAT of €40-50m |
| ✓ Positive operating cash flow |

✓ Year-end sales ratio uplift driven by anticipated increase of real estate transfer tax in Leipzig, Saxony (effective from 1st January 2023) ✓ Deliberate decision to postpone new sales starts
5 | 11.05.2023 | Q1-2023 1 Retail sales ratio = weekly number of units sold/total number of units on offer (four week moving average)

| ✓ | The impact of yield expansion due to higher rates is mitigated |
|---|---|
| by accelerating rent growth. Price correction of 5-8% for | |
| institutional market appears realistic scenario1 |
✓ A positive yield spread to interest costs was historically rather the exception (due to expected rent growth/inflation)
7 | 11.05.2023 | Q1-2023

Q1-23 showed historical rent increase in Germany: New build rents increased by up to 19.9% yoy and +1.2% qoq. Some cities even higher (Berlin +8.8% qoq, Stuttgart +7.5% qoq)
Project portfolio as of 31/03/2023 by development (GDV)



| €m | Q1 2023 | Q1 2022 | Change |
|---|---|---|---|
| Revenues | 123.5 | 118.5 | 4.2% |
| Project cost |
-89.7 | -83.3 | 7.7% |
| Gross profit |
33.8 | 35.2 | -4.0% |
| Gross Margin |
27.4% | 29.7% | |
| Platform cost |
-19.3 | -18.7 | 3.2% |
| Share of results of joint ventures |
1.3 | 0.6 | |
| EBIT | 15.8 | 17.0 | -7.1% |
| EBIT Margin | 12.8% | 14.3% | |
| Financial and other results |
-3.4 | -3.7 | |
| EBT | 12.4 | 13.4 | -7.5% |
| EBT Margin | 10.0% | 11.3% | |
| Taxes | -3.9 | -4.1 | |
| Tax rate |
31.3% | 30.6% | |
| EAT | 8.5 | 9.3 | -8.6% |
| EAT Margin | 6.9% | 7.8% | |
| EAT post minorities | 8.7 | 9.4 | -7.4% |
| EPS1 | 0.20 | 0.20 | 0.0% |
✓ Stable EPS due to lower weighted average no. of shares
| €m | 31/03/2023 | 31/12/2022 |
|---|---|---|
| Corporate debt | 173.2 | 179.7 |
| Project debt | 338.3 | 341.0 |
| Financial debt | 511.5 | 520.6 |
| Cash and cash equivalents and term deposits |
-160.2 | -255.6 |
| Net financial debt | 351.3 | 265.1 |
| Inventories and contract asset / liabilities |
1,372.6 | 1,275,0 |
| LTC1 | 25.6% | 20.8% |
| Adjusted EBIT (LTM)2 | 87.3 | 88.6 |
| Adjusted EBITDA (LTM)2 | 92.2 | 93.4 |
| Net financial debt / adjusted EBITDA | 3.8x | 2.8x |
✓ Moderate 25.6% LTC
✓ Solid net debt/adjusted EBITDA of 3.8x
✓ Balance sheet and liquidity provide for downside protection as well as financial flexibility

| Cash Flow (€m) | Q1 2023 | Q1 2022 |
|---|---|---|
| EBITDA adj. | 17.0 | 18.2 |
| Other non-cash items | -1.3 | -6.4 |
| Taxes paid | -1.3 | -0.4 |
| Change in working capital |
-89.1 | -24.1 |
| Operating cash flow |
-74.7 | -12.7 |
| Land plot acquisition payments (incl. RETT)1 |
5.6 | 38.1 |
| Operating cash flow excl. investments | -69.1 | 25.4 |
| Liquidity (€m) | Total | t/o drawn |
t/o available |
|---|---|---|---|
| Corporate debt | |||
| Promissory notes | 170.5 | - | - |
| Revolving Credit Facilities | 170.0 | 0.0 | 170.0 |
| Cash and cash equivalents and term deposits |
160.2 | ||
| Total corporate funds available |
330.2 | ||
| Project debt | |||
| Project finance2 | 683.9 | 339.0 | 344.8 |

Maturity profile (corporate debt) as of 31/03/2023
| Weighted average corporate debt maturity | 2.7 years | ||
|---|---|---|---|
| Weighted average corporate interest costs |
4.34% | ||
| Share of corporate debt with floating interest | 7.0% |



| €m | Forecast 2023 |
|---|---|
| Revenues (adjusted) | 600-700 |
| Gross profit margin (adjusted) | ~25% |
| EAT (adjusted) | 40-50 |
| Volume of concluded sales contracts | >150 |


| €m | Q1 2023 | Q4 2022 | Q3 2022 | Q2 2022 | Q1 2022 | Q4 2021 | Q3 2021 | Q2 2021 | Q1 2021 |
|---|---|---|---|---|---|---|---|---|---|
| Volume of sales contracts |
52.7 | 42.0 | 104.6 | 58.0 | 87.6 | 761.7 | 170.7 | 89.1 | 118.61 |
| Project Portfolio | 7,600.4 | 7,668.8 | 7,827.4 | 7,727.4 | 7,567.7 | 7,500.0 | 7,154.9 | 6,268.1 | 6,054.2 |
| thereof already sold | 2,958.7 | 2,987.3 | 2,945.4 | 2,891.4 | 3,070.1 | 3,038.9 | 2,308.7 | 2,444.0 | 2,360.5 |
| thereof already realized revenues |
1,944.7 | 1,902.7 | 1,721.0 | 1,597.1 | 1,684.0 | 1,621.0 | 1,276.2 | 1,436.1 | 1,307.8 |
| Units | Q1 2023 | Q4 2022 | Q3 2022 | Q2 2022 | Q1 2022 | Q4 2021 | Q3 2021 |
Q2 2021 | Q1 2021 |
| Volume of sales contracts |
110 | 44 | 199 | 96 | 191 | 1,906 | 468 | 169 | 3721 |
| Project Portfolio | 16,107 | 16,209 | 16,580 | 16,644 | 16,607 | 16,418 | 15,913 | 14,338 | 13,678 |
| thereof already sold | 7,198 | 7,309 | 7,265 | 7,179 | 7,404 | 7,215 | 5,401 | 5,679 | 5,510 |
(Unless otherwise stated, the figures are quarterly values)

Diversified project portfolio across most attractive German


18 | 11.05.2023 | Q1-2023 1 Excluding GDV of at-equity JVs 2 Includes increased density, index based pre-agreed sales price adjustments and re-assessed sales prices of certain pre-construction projects

| Share Buyback | SBB I | SBB II | Total |
|---|---|---|---|
| No. of shares1 | 2,349,416 | 1,349,417 | 3,698,833 |
| Percentage of share capital (%) | 5.00 | 2.87 | 7.87 |
| Volume (€ million) | 25.4 | 11.4 | 36.9 |
| Average purchase price (€) | 10.82 | 8.48 | 9.97 |
| Dividends | Total |
|---|---|
| 2022 payout (€ million) | 28.7 |
| 2023E payout (€ million) | 15.2 |


Kategorie 1 Kategorie 2

| Project | Location | Sales volume (expected) |
Land plot acquired |
Building right obtained |
Sales started |
Construction started |
|---|---|---|---|---|---|---|
| Hamburg | ||||||
| - Schulterblatt HH "Amanda" |
Hamburg | 96 Mio. € |
||||
| SE - Kösliner Weg |
Norderstedt-Garstedt | 104 Mio. € |
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| H - Sportplatz Bult |
Hannover | 120 Mio. € |
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| HH - RBO |
Hamburg | 215 Mio. € |
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| H - Büntekamp |
Hannover | € 163 Mio. |
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| Berlin | ||||||
| HVL - Nauen |
Nauen | 152 Mio. € |
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| P - Fontane Gärten |
Potsdam | 67 Mio. € |
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| NRW | ||||||
| D - Unterbach |
Düsseldorf | 200 Mio. € |
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| E - Literaturquartier |
Essen | N/A | ||||
| MG - REME |
Mönchengladbach | 124 Mio. € |
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| BN - west.side |
Bonn | € 203 Mio. |
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| DO - Gartenstadtquartier |
Dortmund | 122 Mio. € |
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| K - Bickendorf |
Köln | 717 Mio. € |
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| DU - 6-Seen Wedau |
Duisburg | 74 Mio. € |
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| KK - Kempen |
Kempen | 52 Mio. € |
Semi-filled circle means that the milestone has already been achieved for sections of the project (land plot acquisition, start of sales or construction). Concerning the building rights the semi-filled circle means that the zoning process has been initiated. No circle for "land plot acquired" means that the land has not yet been purchased but secured by contract.
| Project | Location | Sales volume (expected) |
Land plot acquired |
Building right obtained |
Sales started |
Construction started |
|---|---|---|---|---|---|---|
| Rhine-Main | ||||||
| WI - Delkenheim |
Wiesbaden | 115 Mio. € |
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| - Schönhof-Viertel F |
Frankfurt am Main |
611 Mio. € |
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| F - Friedberger Landstr. |
Frankfurt am Main |
€ 306 Mio. |
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| F - Elisabethenareal |
Frankfurt am Main |
90 Mio. € |
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| F - Steinbacher Hohl |
Frankfurt am Main |
71 Mio. € |
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| - Gallus F |
Frankfurt am Main |
42 Mio. € |
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| F - Westville |
Frankfurt am Main |
N/A | ||||
| WI - Aukamm |
Wiesbaden | 200 Mio. € |
||||
| OF - Heusenstamm |
Heusenstamm | 192 Mio. € |
||||
| MKK - Kesselstädter |
Maintal | 237 Mio. € |
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| MTK - Polaris |
Hofheim | 73 Mio. € |
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| WI - Rheinblick |
Wiesbaden | 305 Mio. € |
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| MKK- Eichenheege |
Maintal | 108 Mio. € |
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| Leipzig | ||||||
| L - Parkresidenz |
Leipzig | 281 Mio. € |
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| L - Rosa-Luxemburg |
Leipzig | 117 Mio. € |
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| HAL - Heide Süd |
Halle (Saale) |
€ 41 Mio. |
Semi-filled circle means that the milestone has already been achieved for sections of the project (land plot acquisition, start of sales or construction). Concerning the building rights the semi-filled circle means that the zoning process has been initiated. No circle for "land plot acquired" means that the land has not yet been purchased but secured by contract.
| Project | Location | Sales volume (expected) |
Land plot acquired |
Building right obtained |
Sales started |
Construction started |
|---|---|---|---|---|---|---|
| Baden-Wurttemberg | ||||||
| S - City-Prag |
Stuttgart | € 133 Mio. |
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| WN - Schorndorf |
Schorndorf | N/A | ||||
| TÜ - Rottenburg |
Rottenburg | 176 Mio. € |
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| Schäferlinde BB - Herrenberg III, |
Herrenberg | 82 Mio. € |
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| Schwarzwald BB - Herrenberg II, II |
Herrenberg | 83 € Mio. |
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| Bavaria South |
||||||
| M - Ottobrunner |
München | € 118 Mio. |
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| A - Beethovenpark |
Augsburg | N/A | ||||
| Bavaria North |
||||||
| N - Eslarner Straße |
Nürnberg | 64 Mio. € |
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| BA - Lagarde |
Bamberg | 89 Mio. € |
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| - Schopenhauer N |
Nürnberg | 69 € Mio. |
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| N - Stephanstr. |
Nürnberg | N/A | ||||
| N - Seetor |
Nürnberg | 115 Mio. € |
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| R - Marina Bricks |
Regensburg | 30 Mio. € |
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| - Boxdorf N |
Nürnberg | 70 Mio. € |
||||
| N - Thumenberger |
Nürnberg | € 132 Mio. |
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| N - Worzeldorf |
Nürnberg | 68 Mio. € |
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| N - Lichtenreuth |
Nürnberg | 87 Mio. € |
Semi-filled circle means that the milestone has already been achieved for sections of the project (land plot acquisition, start of sales or construction). Concerning the building rights the semi-filled circle means that the zoning process has been initiated. No circle for "land plot acquired" means that the land has not yet been purchased but secured by contract.
The German government plans to invest >1bn p.a. to support owner-occupiers (help-to-buy) and new build of rental apartments
| Program details |
• Name: "Wohneigentum für Familien" = homes for families • Volume: EUR 350 million • Start: June 1, 2023 |
• Name: "Klimafreundlicher Neubau" = climate friendly new-build • Volume: EUR 750 million • Start: March 1, 2023 |
|---|---|---|
| Recipient | • Families with at least 1 child <18 yrs living in their household • Household income of max. €60,000 plus €10,000 per child → Potentially 75% of German households → Support of 13,000-15,000 households p.a. |
• Resi landlords, other institutional or private investors |
| Objective | • Help-to-buy: Build or buy new home/condominium for own use for the first time (for at least 10 years) • Energy efficiency: • at least energy standard KfW40 plus additional requirements regarding GHG emissions defined in regulation "Qualitätssiegel Nachhaltiges Gebäude" • Higher subsidies possible with additional certificate for sustainable buildings "QNG" |
• New build of energy efficient buildings • Energy efficiency • at least energy standard KfW40 plus additional requirements regarding GHG emissions defined in regulation "Qualitätssiegel Nachhaltiges Gebäude" • Higher subsidies possible with additional certificate for sustainable buildings "QNG" • Use of fossil fuels not allowed |
| Subsidies | • No direct grant; max. one housing unit • Subsidized mortgages, reduced interest costs (by 2-4%) by federal KfW Bank • 140,000 EUR – 240,000 EUR credit volume (with QNG certificate) • Will be accepted as equity substitute |
• No direct grant • Subsidized mortgages by federal KfW Bank (volumes per unit) • Max. 100,000 EUR credit volume • Up to 150,000 EUR with QNG certificate |
| Environment | • EU Taxonomy related disclosure • 96.5% of Instone 2022 revenues are eligible for EU taxonomy assessment • 86.7% of Instone 2022 revenues are EU taxonomy aligned • 94.2% of individual buildings contributing to Instone 2022 revenues are taxonomy aligned • Scope 1 and 2 emissions reduced by 19.5% vs. base year 2020 (in line with SBTI requirements) through gradual conversion from construction sites to green electricity and replacement of company vehicles with electric vehicles • Established calculation of GHG emissions into a standard process covering the entire value chain |
|---|---|
| (including life cycle analysis) • Started considerations of concrete measures to reduce Scope 3 emissions with a view to deriving an Instone specific marginal abatement cost curve |
|
| Social | • 2022 employee survey shows further improved satisfaction rate of 75% (2021: 70%) • Social-Impact-Initiative established five internal working groups to improve sustainability and increase social impact of projects, and share ESG best practices within the Instone Group 1 • Top ranking on social media employee platform reconfirms Instone as an attractive employer • First time offer of an employee share plan |
| Governance | • Target to increase diversity on Supervisory Board by an additional female member to be voted by the AGM in 2023 • Sustainability reporting already essentially compliant with ESRS/CSRD/Taxonomy |
requirements on a voluntary basis (mandatory from financial year 2024 onwards)


✓ INS among the top 3% of the 288 global real estate development companies
✓ Top 5% across all sectors
| ESG Risk Rating Ranking | ||||
|---|---|---|---|---|
| UNIVERSE | RANK PERCENTI (1st = lowest risk) (1st = Top Sco |
|||
| Global Universe | 592/15343 | 5th | ||
| Real Estate INDUSTRY |
147/1057 | 15th | ||
| Real Estate Development SUBINDUSTRY |
6/288 | 3rd |

| Major KPIs | 2021 | 2022 | Targets | ||
|---|---|---|---|---|---|
| Taxonomy-compliant revenues (in %) | n/a | 86.7 | Predominantly taxonomy-compliant | ||
| E | Share of projects/objects with energy requirements at least NZEB - 10%1 |
~82.5% | ~97.4% | 100% of project/object portfolio in 2030 | |
| GHG emissions / scope 1 and 2 abs. |
2,746 t CO2e |
2,147 t CO2e | -42% (2030 vs. 2020) |
||
| GHG emissions / scope 3 abs. | 100,367 t CO2e |
429,489 t CO2e |
Net zero climate neutrality (2045) |
||
| GHG emissions in relation to revenues | 0.1316 kg CO2e/€ | 0.7112 kg CO2e/€ | Net zero climate neutrality (2045) | ||
| GHG emissions in relation to net room area | 1,517 kg CO2e/sqm | 1,536 kg CO2e/sqm | Net zero climate neutrality (2045) | ||
| Energy consumption in relation to revenues (Offices and Construction Sites) |
n/a | 0.0055 kWh/€ | n/a | ||
| Water consumption in relation to reveneues2 | n/a | 0.000056 ccm/€ | n/a | ||
| Charging stations for EVs | ~734 | ~1,433 | From 2025, 100% of projects in construction to provide charging stations |
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| Brownfield developments (land plot size) | ~645,000sqm | ~532,000sqm | Acquisition focus on brownfield projects |
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| Shares of affordable housing: social / subsidized / privately financed (incl. nyoo) |
17% / 1.5% / 81.5% | 18% / 1% / 81% | at least 50% share of revenues with affordable housing (social / subsidized / nyoo) by 2030 |
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| S | Share of female employees in management positions (below C-level) |
25% (1st)* / 23% (2nd)/ n/a (3rd) |
20% (1st)* / 28% (2nd)/ 19% (3rd) |
at least stable and growing | |
| Employee satisfaction and loyalty |
70% / 76% | 75% / 72% | 75% / 80% | ||
| Code of Conduct for employees and contractors (UN Charter) | 100% | 100% | 100% | ||
| Employee compliance and data protection training |
99% | 100% | 100% | ||
| Compliance cases (suspected) |
0 | 0 | 0 | ||
| G | Independent Supervisory Board |
100% | 100% | 100% | |
| Client Satisfaction | n/a | 1.7 | < 2.4 |
27 | 11.05.2023 | Q1-2023
1) In the 2021 reporting year, this value was still determined based on the number of projects. From the 2022 reporting year, this value will be determined based on the number of properties. // 2) Consideration of 24 construction sites

| Absolute revenue |
Proportion of total revenues |
Climate change mitigation |
Climate change adaptation |
|
|---|---|---|---|---|
| A. Taxonomy-eligible activities | ||||
| A.1. Environmentally sustainable activities (Taxonomy-aligned) |
||||
| Activity: 7.1 New Construction (Taxonomy-aligned) |
€538m | 86,7% | 100% | 100% |
| A.2. Taxonomy-eligible but not environmentally sustainable activities (not Taxonomy-aligned) |
||||
| Activity: 7.1 New Construction (not Taxonomy-aligned) |
€61m | 9,8% | ||
| Total A.1 + A.2 | €599m | 96,5% | ||
| B. Taxonomy-non-eligible activities | ||||
| Revenue of Taxonomy-non-eligible activities (B) |
€22m | 3,5% | ||
| Total A + B | €621m | 100% |
→ i.e., the Technical Screening Criteria and Do Not Significant Harm criteria have already been met or will be met upon completion of construction

1 Baseline 2020 has changed vs. prev. report, further explanation can be found in the Annual Report // 2 BAU scenario: based on the assumption that decarbonising the energy sector is only progressing moderately // 3 Climate protection scenario: based on the assumption that decarbonising the energy sector achieves climate neutrality in 2045 // 4 Upstream emissions: cover erection of the building (incl. manufacturing of materials) / downstream emissions: largely consist of the use phase (95%) and of the demolition/disposal (5%)


| May | 11 | Quarterly Statement for the first quarter of 2023 |
|---|---|---|
| May | 15 | Roadshow UK, London |
| June | 06 | Roadshow Germany, Frankfurt (Deutsche Bank) |
| June | 14 | Annual General Meeting |
| June | 15 | Morgan Stanley - European Real Estate Capital Markets Conference 2023, London |
| August | 10 | Group Interim Report for the first half of 2023 |
| September | 18 | Berenberg and Goldman Sachs 12th German Corporate Conference, Munich |
| September | 19 | 12th Baader Investment Conference, Munich |
| September | 21 | Societe Generale - 16th Pan-European Real Estate conference, London |
| November | 09 | Quarterly Statement for the first nine months of 2023 |

Head of Business Development & Communication
T +49 201 45355-137 M +49 173 2606034 [email protected]
Senior Investor Relations Manager
T +49 201 45355-428 M +49 162 8035792 [email protected]
Roadshows & Investor Events
T +49 201 45355-311 M +49 152 53033602 [email protected]
Instone Real Estate Group SE Grugaplatz 2-4, 45131 Essen E-Mail: [email protected] Internet: www.instone.de/en

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