Celebrating our 100th founding anniversary:
5-Year Growth Strategy with a 10-Year Vision
04 |Terumo Blood and Cell Technologies
Antoinette Gawin, President©TERUMO CORPORATION

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Safe Harbor for Forward-Looking Statements and Use of Document
Among the information that Terumo discloses, the forward-looking statements including financial projections are
based upon our assumptions using information available to us at the time and are not intended to be guarantees
of future events or performance. Accordingly, it should be noted that actual results may differ from thoseforecasts or projections due to various factors. Factors affecting to actual results include, but are not limited to,changes in economic conditions surrounding Terumo, fluctuations of foreign exchange rates, and state ofcompetition.
The market share information in this presentation is partly derived from our own independent research.

Information about products (including products currently in development) which is included in this material is notintended to constitute an advertisement or medical advice.

Terumo Corporation
Investor Relations Dept.
E-mail: kouhou_terumo01@terumo.co.jp©TERUMO CORPORATION

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Vision for our 5-Year Growth Strategy
Our Aspiration
Provide compelling and accessible innovations globallythat unlock the power of blood and cells to improve
patient outcomes and serve unmet medical needs

How this will be achieved
By inspiring and engaging our associates, we will
optimize quality and deliver world-class solutions,earning customer loyalty and setting industry standards

GS26 Financial Aspiration
Revenue : Near double-digit growth
Adjusted operating profit % : Beyond 20%©TERUMO CORPORATION

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Looking Back on Current Mid- to Long-term Growth StrategyModernized our foundation and returned to growth while investing in our futureAchievements

Adjusted operating profit %⚫ SHIFTED INVESTMENT TO GROWTH AREAS▪ Launching in source plasma market

▪

17.4%

16.1%
14.4%

14.9%

14.0%

Invested in cell therapy market – growing double-digit⚫ UPGRADED INFRASTRUCTURE AND DELIVERY SYSTEM▪

Improved customer satisfaction (on-time delivery) – Improved to 95%+▪

Optimized manufacturing footprint – Improved gross margin by 2% pts

Revenue (B JPY)

⚫ COVID-19 TESTED OUR RESILIENCY▪
▪
▪

Rapidly flexed production to meet demand shifts while competition struggled
Launched first solutions to fight COVID-19
Implemented one global quality system and one service platform

105

105

107110FY17FY18

FY19

FY2094

GS26 Direction⚫ Blood and Beyond⚫ Equipment and Beyond – to Disease and Ecosystem⚫ Geographic Expansion to Treat Unmet Need
FY16

⚫ Operational Excellence©TERUMO CORPORATION

4 / 13FY21Est.

Key Shifts in Market
Market Dynamics
Market▪

Cell therapy commercialization
increasing competition▪

Integrated solutions for data-driven
care; shifting outside of hospitals▪

Inequities in access to healthcare
and inefficiencies of blood supplyCompetition▪

Rationalizing portfolios▪

Shifting resources to partnerships
and acquisitions to create theecosystem▪

SPEED defines choices▪

Supply chain disruption – customers
expect flexible delivery system©TERUMO CORPORATION

Strategic Implications▪

Establish a significant footprint in cell therapy; improve
our partnership capabilities▪

Leverage service platform and digital capabilities tomodernize our customer experience▪

Launch untraditional business models to improve patient
access, provide safe and adequate blood and cells▪

Build workforce capabilities to support strategic direction▪

Solutions-selling: effective positioning of products andservices▪

Enhance relevance: value-added services and diversify
portfolio to address broader customer needs▪

Renewed investment in product life cycle management▪

Execute operations transformation and reframe value
proposition to capture price5 / 13

Common Technology Serves Diverse Customers
Services and software coupled with trusted technologies and delivery systems differentiate us

Blood Centers

PlasmaInnovations

TherapeuticApheresis

Innovative Ecosystem

SpectraOptia

Cell Therapy

AutologousBiologics

Business Area
TrimaAccel

ReveosTOMEs

Quantum

FINIA

SmartPrep

Market Growth

~5%

8~10%

~5%

~30%

~5%

Revenue GrowthMid-single-digit

Disrupting
the market

Mid-single-digit

Double-digit

Low to midsingle-digit

Products and protocol availability vary by country©TERUMO CORPORATION

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5-Year Growth Strategy: Terumo Blood and Cell Technologies
Strategic investments will reshape our portfolio and differentiate our competitive position

Blood and Beyond▪ Plasma – disrupt market and expand presence beyond US​▪ Cell Therapy – expand market focus and connect patient and cell journey▪ Therapeutics – selective removal technology for specific diseases​​

Equipment andBeyond▪ Shape future of blood centers through whole blood automation​ & services▪ Improve customer experience: software and service as differentiator▪ Deploy digital ecosystem for Plasma market

GeographicExpansion▪ Deploy full portfolio in markets with high unmet need: China, Africa, Russia​

Operational
Excellence▪ Flexible global delivery system, sustaining a continuous improvement
culture​▪ Elevate commercial excellence and ability to capture value in the market​©TERUMO CORPORATION

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Plasma Innovations

Innovate Source Plasma Market
Innovation in device and ecosystem supports growing demand for plasma-derived therapies
Built ecosystem to address unmet needs
State-of-art
Automation
Manufacturing

Innovative
Platform

Transforming business across organization
Gaining significant market traction
Diversify business portfolio

Source Plasma Market$800M | CAGR 8~10%

Leverage investment in ecosystem toenhance existing portfolio
Tech transfer informs the next generationof platforms

Partnerships©TERUMO CORPORATION

Digital Platform

Products and protocol availability vary by country

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Cell Therapy

Cell Therapy and Service Innovation
Facilitate the journey of life-saving cells from patient collection through the ultimate transfusion

Testing andPatient Coordination

Patient journey

Cell Collection andPreparation
Spectra Optia

Testing andCollection Center

Manufacturing(Pharma, CMO)

Local Hospital

Therapy Delivery
Logistics andTherapy Preparation

Cell Therapy
Manufacturing

Cell journey

Our unique position:▪ Able to influence source material
collection on Spectra Optia▪ Our data, solutions and expertisesets us apart from the competition▪ Close relationships with market
leaders position us to set
standards of care
Products and protocol availability vary by country

Quantum©TERUMO CORPORATION

Market:▪ Crowded, undefined market
rapidly evolving▪ Next frontier of personalized
medicine

FINIA

9 / 13SCD IIB welder

Therapeutic Apheresis

Enabling Technology Saving Lives through Apheresis
Potential life-saving therapies delivered by the Optia … The patient care journey informs innovation

Unlock the therapeutic potential
Myasthenia gravis

Innovative technologies combined withapheresis changing the standard of care

Sickle cell disease

Differentiate in the market throughcustomer support and ease of use

Acute liver failure*

Enabling capabilities include:Triple negative breast cancer▪ Health economics; local medical affairs▪ Partnerships (distributions, M&A)
▪ Local policy・reimbursement influence

Products, indications and protocol availability vary by country*In development©TERUMO CORPORATION

10 / 13Blood Centers

Shape Future Across Diverse Care Continuum
Unmet local needs inform unique business models and growth in blood center businessContinuum of transfusion therapies❶ Recruit❷ Collect❸ ProcessLeapfrog in emerging markets▪ Manual▪ Unsafe▪ Supply shortage❹ DeliverTransform advanced blood centers▪ Automate process (Reveos)▪ Pathogen reduced▪ “Blood center in a box”
▪ Integrated patient care

▪ Blood as a therapy▪ Expand to cell collections
and apheresis▪ Sickle cell treatment▪ Undifferentiatedblood supplier
to hospitals©TERUMO CORPORATION

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Revenue

Adjusted Operating Profit

Near double-digit growth

Beyond 20%(Adjusted operating profit %)

FY16

FY21

FY16

FY26

Blood and Beyond▪
▪
▪

Plasma Innovations
Cell therapy
Therapeutic apheresis
Whole blood automation
Veda Solutions©TERUMO CORPORATION

FY26

Operational Excellence
Disrupt the market
Double-digit
Mid-single-digit

Equipment and Beyond
▪
▪

FY21

Double-digit
Double-digit

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Utilize modernized enterprise platforms▪

Capture the value from operational transformation▪

Transform investment from Plasma Innovations to full portfolio▪

Strengthen lifecycle management

Everything Begins with a Drop of Blood
Follow the Collection to Treat the Patient
Access to therapies

Safe and adequate blood

Industry-leading therapeutic apheresis
Spectra
Optia

Clinical data | Reimbursement |24/7 training | Care delivery

Trusted pathogen reduction system
Mirasol

Treat

Government affairs | Regional
supportCollect

Selective removal therapies

Consistent cell material

Partnership | Clinical data

Trusted cell collection platform

Process
Predictable cell manufacturing

Spectra
Optia

Sustainable blood center operations

Functionally closed automated system
Quantum©TERUMO CORPORATION

Procedure analytics | Collection
support | Data connectivity | RFID
tracking

Whole new level of whole blood processing

Cell analytics | Scientificconsultation | Data connectivity |Chain of custody

ReveosProcess analytics | Online
software deployment
Products and protocol availability vary by country

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