FY12 sales volume forecast lowered to 9,000 unitsSales of Komatsu rebounded 3% mom to 773 units in May 2012. By sector, the mining accounted
for 62% of the total sales volume, followed by the agro (18%), the construction (13%) and the
forestry (7%). Komatsu’s market share, however, was lower than in 2011 (45% in 5M12 vs 49% in
FY11). This owed to the fierce competition in the heavy equipment industry, especially the 20-ton
class excavator segment (40% of heavy equipment sales volume and 20% of heavy equipment
sales value). On account of this stiff competition, we trim our FY12-13 sales volume forecasts by
5.3-9.6% to 9,000-9,450 units. We feel more comfortable with these numbers, especially since the
highest monthly sales so far this year is the 821 units recorded in March. Moreover, the sales volume
in the last month of the year, December, is typically low. At the same time, we also foresee lower
margins as UT battles the competition through its promotional and financing schemes, although
a larger contribution from after-sales services should help support its margins.