
Cabka Annual Report 2023 – 19
Transformation Matters
Corporate governance Financial reportManagement report ESG
relatively modest but steady volumes, ensuring a constant
flow of sales. The customer base fluctuates over time, but
overall remains stable. Customised Solutions comes on top
of that base. Our ambition is to further increase the sales
from Customised Solutions compared to the Portfolio sales
to drive towards a balanced sales offering.
Gradually we are able to drive synergies between Portfolio
and Customised Solutions. When we negotiate and agree
certain agreements for a specific customer solution, we
retain the rights of marketing and selling these solutions
in non-competing markets in our portfolio business. This
ensures a competitive advantage for our customers, but also
allows us more efficient production while serving as broader
market – a true and valuable form of cross-pollination.
How did your margin develop in 2023?
During the year our sales prices were lowered substantially,
following the declining energy costs and raw material
prices. This was a reversal of the price increases that we
implemented in 2022. Due to lagging effect, we had an
unfavourable impact on our margins in 2022, but favourable
in 2023. The fact that we were largely able to pass on rising
prices in 2022 was due to our focus on continuity and the
resulting long-standing relationship with our customers.
Conversely, when our raw material and energy prices decline,
we adjust our prices accordingly as well.
The normalisation of purchase prices has allowed us to bring
our margins back to the levels before the Ukraine war. The
gross margin has improved quarter-on-quarter, which has
translated into a steady improvement of our bottom line.
Operational EBITDA came in at € 24.2 million versus € 22.5
million in 2022. A margin improvement of 1.5pp to 12.3% in
2023, compared to 10.8% in 2022. An agreed delay in one of
our new customer project launches, negatively impacted our
sales with circa €3 million and consequently our EBITDA margin
with circa 0.8% for the full year. Despite pricing pressure,
volatile market conditions and inflationary adjustments, we
were pleased to see our overall profitability improve.
In the face of economic headwinds, customers tend to
focus even more on costs thus try to buy more cheaply.
Balancing short-term costs and long-term benefits
puts pressure on some sustainability targets. In 2022,
wooden pallets were very expensive and switching to
recycled plastic became more attractive for customers.
That obviously benefited us. Then, in 2023, wood prices
dropped dramatically, and we saw that some customers
switched back to wooden pallets. Yet, the long-term
benefits of recycled plastics in terms of total cost of
ownership and sustainability remain superior over wood.
The prices of virgin plastics also fell sharply in 2023,
which put pressure on the prices of recycled plastics.
Market players do not have any incentive to use higher
priced materials, even if it is more sustainable. As a
result companies that use recycled plastic waste as main
source of material, faced substantial price volatility.
But we believe strongly that this does not change the
foundation and the general trend towards sustainability
and circularity.
For us it has and will remain essential to sell our products
primarily on the basis of the economic added value,
whether this lies simply in a more attractive sales price
and / or a product that delivers enhanced value in the
customer supply chain. Commodity markets where
customers are only driven by price, where quality is not a
consideration, and where suppliers are forced towards a
race to the bottom, is not where we want to operate. We
believe in the power of innovation and transformation.
What do you mean with the “power of innovation” and
what contribution has innovation made?
We focus on new products and collaborations that generate
incremental turnover and reduce the impact of the general
business cycle. This requires long-term commitments,
from both sides. It allows us to systematically build on our
sales funnel and, above all, the quality of the sales funnel,
including its very important recurring nature. It makes our
business more robust and predictable, even if the economy
is struggling. If we had limited ourselves to only standard
products, that would have made us more vulnerable in the
current economic climate.
We can see that in 2023, we have been very successful
in developing new products inhouse, often together with
customers, which we then launched. Our strategic choice
of our state-of-the-art Innovation Centre in Valencia,
Spain, has irrefutably once again proven its value. It allows
us to drive technological developments in new material
formulations, innovative processing technologies, and
recycle-based product design.
The development flywheel we started two years ago
is developing more and more traction. This strategic
direction not only produces new products, but also
contributes significantly to our business.