DumexDumex Thailand Thailand

INTRODUCTION

September 12, 2003

by Gerard Geraets Managing Director, Dumex Ltd. IndexIndex

 Who are we ?  Milestones and Highlights  Market and Competition  Critical Factors  Growth Opportunities  Critical Success Factors  Recall and Recovery  Outlook

2 WhoWho areare wewe ?? OrganizationOrganization ChartChart

Gerard Geraets Managing Director

Wanna Swuddigul Steve Donnelly Morten S. Knudsen Likhit Somboon Regional Financial Marketing Director Operations Manager HR Director Controller

Wisanti Lomtakul Pisit Pittayanurak Deputy Financial Controller Sales Director

Production/Technical Modern Trade Finance Marketing QA & QC/R&D HR General Trade Admin. Nutrition Supply Chain Training Trade Marketing IT Warehousing

4 GERARD GERAETS

 59 years

 Dutch National

 Business Administration Nijenrode University, The Netherlands

 18 years of Asian experience in Thailand, Taiwan, Singapore

 Extensive marketing and General Management experience with o.a. Heineken, Sara Lee and Friesland Dairy Foods

 Almost 7 years with Dumex as MD Dumex Ltd. Thailand

5 WANNA SWUDDIGUL

 37 years

 Thai National

 Master of Business Administration, Western Illinois University, USA

 9 years experience in Marketing with Consumer Products Company

 2 years experience as General Manager at Fast Food business

 2 years experience in Marketing with Telecommunication business

 3 months with Dumex Ltd, Thailand as Marketing Director

6 STEVE DONNELLY

 39 years

 New Zealand National

 Dairy Science and Technology, Massey University, New Zealand

 10 years experience with New Zealand Dairy Group, including Production Mgr Anchor Products, Waitoa – Contract Manufacturer of Dumex products.

 2 years with INC Shanghai in manufacturing mgt. role

 6 years with Dumex Thailand as Operations Mgr.

7 MORTEN SCHOTT KNUDSEN

 32 years

 Danish National

 MBA, Imperial College, University of London, England

 HD in Accounting, Copenhagen Business School, Denmark

 13 years in Finance, Accounts & Controls with EAC

 7 years in Asia (Singapore/China/HK) in Finance Manager positions

 2½ years with Dumex Thailand as Regional Financial Controller

8 LIKHIT SOMBOON

 38 years

 Thai national

 Master of Business Administration, Burapha University, Thailand.

 15 years of experience in Human Resources Management in Petrochemical business (Shell and Caltex) and Air conditioning business (York).

 2 years with Dumex Ltd. Thailand as Human Resource Director

9 PISIT PITTAYANURAK

 41 years

 Thai National

 MBA, Thammasat University

 8 years with Ernst & Young as Consultant & EDP Auditor

 4 years with Telecommunication business as Finance Director

 7 years with Heidelberg Thailand as Chief Financial Officer

 2 months with Dumex as Financial Controller

10 WISANTI LOMTAKUL

 34 Years Old

 Thai National

 Master Degree Graduate in Business Administration major in Marketing from Assumption University, Thailand.

 8 Years Experience in Procter & Gamble Customer Business Development Department and Marketing Department

 3 Years Experience in Dumex Sales

 Deputy Sales Director of Dumex Co. Ltd.

11 MilestonesMilestones && HighlightsHighlights DumexDumex Milestones Milestones

 1957 Dumex Ltd established in Thailand at Chaopraya River location

 1990 Plant and office moved to Bangplee Industrial Estate

 1999 ISO Certification

 2000 HACCP Certification

 2001 GMP Certification

13 DumexDumex Milestones Milestones (Cont.)(Cont.)

 1962 Introduction Dumex Infant Formula  1985 Introduction Mamex  1992 Introduction Dumex Follow-On Formula  1995 Introduction Mamil/Dumex 1-Plus  1998 Introduction Dumex Pouch Packs & 3-Plus  2000 Introduction Dumex UHT  2001 Introduction Dumex HiQ  2002 Recall Mamex/Mamil

14 MarketMarket && CompetitionCompetition MilkMilk isis OneOne ofof thethe LargestLargest CategoriesCategories inin ThailandThailand andand VeryVery ImportantImportant toto thethe TradeTrade

25 24.3

20

15 Baht Billions 11.4 (Latest 9.4 Estimates) 10 9.9 Bil. 5 Bht. is 2.57 Milk Powder 0 Baby Diaper Shampoo & Laundry Milk Conditioner

Source: ACNielsen

16 InfantInfant andand ChildChild MilkMilk PowderPowder MarketMarket SegmentationSegmentation (2003)(2003)

27%

Growing Up Full Cream Infant Formula Follow On

47% 15% 11%

Source: ACNielsen YTD 2003 in Value

17 UHTUHT MilkMilk MarketMarket SegmentationSegmentation

13.0% 10.3% 76.6%

General UHT Formulated Kids UHT Adult UHT

Source: ACNielsen Formulated UHT includes: Dumex UHT, Bear Honey, Bear Superkid 1+ 3+, Alacta UHT, Foremost 123, Andec Adult UHT includes: all low fat & hi calcium products

18 MarketMarket DevelopmentsDevelopments inin 20032003

 Flat milk powder market in volume but 5% growth in value (MAT)  Growth of “Premium” segment, particularly IFFO  Continuing growth of GUM of 5% (+15% in 2002) at the expense generic Full Cream (-9%) and Follow On (-9%) YTD  Limited growth UHT market (+3% YTD) and stagnant formulated kids UHT market (after annual growth of >20%)

19 CompetitiveCompetitive DevelopmentsDevelopments

 90% of total milk powder market only in the hands of 3 players, Nestle, Dumex, Mead Johnson  Dumex commanding the IFFO “Standard” market  Nestle leading the GUM market  Mead Johnson dominating the “Premium” market  Head-to-head competition in Modern Key Accounts (42% of total market)

20 CriticalCritical FactorsFactors

 Economic Development and Disposable Income

21 ThaiThai consumersconsumers thethe mostmost optimisticoptimistic

Master Index Jun 2003 Dec 2002 Thailand 80.3 70.3 Malaysia 71.8 73.0 India 70.1 62.1 China 68.0 84.4 Indonesia 57.5 56.0 New Zealand 56.6 65.8 Philippines 50.1 33.6 Australia 45.3 44.6 Singapore 33.9 31.4 South Korea 31.0 39.2 Taiwan 26.5 38.9 Hong Kong 23.2 21.3

Japan 17.4 15.0 Source: Master Card Survey

POSTgraphics 22 CriticalCritical FactorsFactors

 Economic Development and Disposable Income

 Demographic Development

23 900000 BirthrateBirthrate

879,758 -2.04% 850000 861,810

+1.51% 800000 -10.15% 786,018 -2.53% +0.65% 774,349 , 766,107 771125 750000

700000

650000 1997 1998 1999 2000 2001 2002Est. Source : Department Local Administration of Ministry of Interior

24 ProjectedProjected AgeAge ProfileProfile ofof ThailandThailand

Age Group 2000 2005 2010 2015

0 – 4 year(s) % 9.2 8.4 7.6 7.0

1000 5,778 5,586 5,296 5,074

5 – 14 years % 17.5 16.8 16.3 15.0

1000 10,991 11,172 11,358 10,874

25 CriticalCritical FactorsFactors

 Economic Development and Disposable Income

 Demographic Development

 Consumer Behavior

26 CriticalCritical FactorsFactors

 Economic Development and Disposable Income

 Demographic Development

 Consumer Behavior

 Innovation

27 CriticalCritical FactorsFactors

 Economic Development and Disposable Income

 Demographic Development

 Consumer Behavior

 Innovation

 Marketing Investments

28 DumexDumex Growth Growth OpportunitiesOpportunities PremiumPremium DevelopmentDevelopment (Value)(Value)

8% 27%

34%

73%

58%

2003 (Jan-Jul) 2003 (Jan-Jul) IF/FO GUM STD PREM SUPER PREM Source: ACNielsen 30 PricingPricing StandardStandard -- Premium Premium

Standard Premium Super Premium

IF/FO 100 137 180

GUM 100 131 -

31 Growing-upGrowing-up MarketMarket DevelopmentDevelopment (Val)(Val)

Baht 3,200,000

+ 15% 3,000,000

2,800,000 + 10%

2,600,000 + 3% -0.5%

2,400,000

2,200,000

2,000,000 1998 1999 2000 2001 2002 Source: ACNielsen 32 Growing-upGrowing-up ShareShare DevelopmentDevelopment (Val)(Val)

70%.0 Share

60.0

50.0

40.0

30.0

20.0

10.0

0.0 1998 1999 2000 2001 1st HY'02 2nd HY'02 1st HY'03 Dumex Nestle MJ Source: ACNielsen 33 DumexDumex Thailand Thailand OutlookOutlook DumexDumex Thailand Thailand

Thailand Marketing Review

September 12, 2003

by Wanna Swuddigul Marketing Director, Dumex Ltd. TopicsTopics

. Thailand Marketing Team . Thailand Milk Market Review . Market Share Development . Key Success Factors . Winning Brand – Measurement of brand strength . Identify growth opportunities

36 MarketingMarketing OrganizationOrganization StructureStructure

Marketing Director Wanna S.

Marketing Mgr Marketing Mgr National Nutri. Registration Mkt & Sales Senior CRM Mgr IFFO GUM Mgr Mgr Admin. Nutritionist

Standard Standard Bangkok Hotline

Premium Premium Upcountry

Premium

37 Thailand Milk Market Development

38 ThailandThailandThailand MarketMarketMarket GrowthGrowthGrowth ::: PowderPowderPowder MilkMilkMilk

Higher growth in value term lead by the launch of super premium in IFFO segment

GUM GUM Total Total IFFO IFFO

Note : Total Child Powder = Total Milk Powder excluding Adult Milk Source : ACNielsen 39 ThailandThailandThailand MarketMarketMarket GrowthGrowthGrowth ::: LiquidLiquidLiquid MilkMilkMilk

Liquid milk market is stable (both in volume and value). Dumex is categorized in formulated kids UHT milk market.

Form. kids total

total Form. kids

Kids Kids

Total UHT Milk Market Kids UHT Milk Market Formulated Kids UHT Milk Market

Source : ACNielsen 40 MarketMarket ShareShare DevelopmentDevelopment

41 VolumeVolume ShareShare DevelopmentDevelopment -- IF/FO IF/FO After our recall case last year, our share is now back to the same level as before the recall. Nestle and Mead Johnson shares have declined. Wyeth has increased share after the launch of new super premium end of last year. 40

35

30

25

20

15

10

5

0 99 00 01 02 MJ 02 JA 02 SO 02 ND 02 JF 03 MA 03 MJ 03 Dumex Nestle Mead Johnson Wyeth Source : ACNielsen 42 Volume Share Development - GUM

Nestle is the strong #1 share lead by Bear brand. With our brand strength, Dumex share is now back to the level before crisis. Mead Johnson share has continuously declined since the beginning of this year. 60%

50% Nestle

40%

Dumex 30% Share

20%

10% Mead Johnson

0% 1999 2000 2001 2002 MAY/JUN JUL/AUG SEP/OCT NOV/DEC JAN/FEB MAR/APR MAY/JUN 2002 2002 2002 2002 2003 2003 2003 Dumex Mead Johnson Nestle Source : ACNielsen 43 VolumeVolume ShareShare –– Formulated Formulated kidskids UHTUHT Recently, Dumex share has increased significantly as a result of new product and flavor introduction and effective advertising support (Paradorn campaign). 80

60

40

20

0 1999 2000 2001 2002 JF02 MA02 MJ02 JA02 SO02 ND02 JF03 MA03 MJ03

Dumex Mead Johnson Nestle Source : ACNielsen 44 DumexDumex Thailand Thailand

Agenda 1. Organisation structure 2. Macro Economic Development 3. Financial Performance 4. IT overview 5. Business Performance Management

45 DumexDumex Thailand Thailand––F&AF&A OrganisationOrganisation

Regional Financial Controller Morten Schott Knudsen

Financial Controller MIS Manager Pisit Pittayanurak Renu Prakittimongkol

Cost Controlling Financial Analysis IT Manager SAP (Plans & Controls) Support

Product costing Group reporting PC/Laptop Support Stock control Profitability analysis Network support Variance reporting Sales System Accounting & Tax Treasury Support

General Ledger Bank relations Tax & VAT Cashier Accounts payables Hedging Credit control Cash flow Total 25 staff in Thailand Fixed assets

46 DumexDumex Thailand Thailand

2. Macro Economic Development

 GDP trend

 Currency Exchange rates

 Interest rates

47 GDPGDP GrowthGrowth

8.0% 5.5% 6.0% 5.2% 4.4% 4.6%

4.0% 2.0% 2.0% (%) 0.0% 1998 1999 2000 2001 2002 2003f

Growth -2.0%

GDP -4.0%

-6.0%

-8.0% -10.5% -10.0%

-12.0%

Source : Bank of Thailand ( www.bot.org.th)

48 CurrencyCurrency ExchangeExchange RatesRates

Dec Dec Aug % 2001 2002 2003 Change

USD 44 . 21 43 . 32 41 . 15 - 5. 0 %

DKK 5.2623 6.1 6.0 -1.4%

49 InterestInterest RatesRates

Dec Dec Aug 2001 2002 2003

Deposit 1. 75 % 1. 50 % 0. 75 %

Overdraft 7. 50 % 6. 75 % 5. 75 %

Bill of Exchange 5. 09 % 3. 79 % 2. 50 %

50 DumexDumex Thailand Thailand

3. Financial Development

 Sales/Operating margin

 Economic Profit (EP)

 Managing Working Capital

51 ManagingManagingManaging WorkingWorkingWorking CapitalCapitalCapital

 Balanced scorecard targets closely monitored:

 Inventories (days & accuracy)

 Accounts receivable (Concessionaire system - A/R ageing)

 Ongoing initiatives to reduce working capital:

 Blending of base products

 Local packing

 12 months rolling Sales Forecasting Systems

 KPI targets set for distributors

 Continuous optimisation of SAP utilization

52 DumexDumex Thailand Thailand

5. Business Performance Management

 EAC Reporting Framework

 EAC Corporate Reporting System

 Key Benefits

53 EACEAC ReportingReporting FrameworkFramework

 Balance Scorecard (BSC/KPI)  4 Documents Concept

 Strategic plan (with BSC objectives – 5 year Plan + model)

 Business Plan

 Marketing Plan

 Financial Budget & assumptions  Performance contracts (linked to BSC)  Financial performance (linked to BSC)

 P&L, BS, CF, Statistics, EP (Economic Profit/EVA)  Monthly reporting  Quarterly/Annual to Stock Exchange

54 EACEAC CorporateCorporate ReportingReporting SystemSystem

 All EAC legal entities (mainstream/business groups/business unit)  Reporting of performance by Month/Qtr/Year  Actual  Forecast (Monthly)  Budgets  5 year financial plans

55 EAC Corporate Reporting System

Information (Data/Accounts):  Full detailed P&L and balance sheet  Key figures (including EP/EVA)  Treasury reporting (CF, exchange positions matched to P&L)  Validation accounts

56 EACEAC CorporateCorporate ReportingReporting SystemSystem

 Standard Group Reports  ONE SET OF REPORTS  In line with external reporting (incl. Notes)  Detailed for local mgmt/drill down for analysis  Automatic download from GL/Systems  Reporting:  Detailed, Fast, Accurate, Integrity

57 SummarySummary ofof KeyKey BenefitsBenefits

 Fully integrated performance management

 Strategic Plans/Targets

 Detailed Budgets

 Analysis, Modelling and Forecasting

 Monitoring & Reporting  Deliver one consistent view (data integrity)

 Enhance information value of the data

 One set of reports to drive performance/focus  Easy/fast closing and reporting  Good compliment to ERP and G/L system  Facilitate Group Consolidation

 Inter-co eliminations and complex exchange rate translations

 Facilitate minority shareholding/complex ownership

 Manage changes for M&A + Divestments

58 DumexDumex Thailand Thailand

Human Resource Management

September 12, 2003

by Likhit Somboon HR Director, Dumex Ltd. DumexDumexDumexThailandThailand Thailand EmployeeEmployeeEmployee ProfileProfileProfile

 Total 375 Employees

% 6 7%

49% 22%

16%

HR & Admin. F&A Sales Marketing Operations

60 GenderGenderGender

Male 41%

Female 59%

61 AgeAgeAge ofofof EmployeeEmployeeEmployee

More than 46 years 20 - 25 years 41 - 45 years 18% 9%

36 - 40 years 15% 26 - 30 years 23%

31 - 35 years 24%

62 YearYearYear ofofof ServiceServiceService

<20 - 25 years More 2% than 26 <16 - 20 years years 1%

<11 - 15 years 12% 0 - 5 years 57%

<6 - 10 years 24%

63 JobJobJob LevelLevelLevel

 Total 375 Employees

20%

49%

31%

Rank & File Supervisor & Professional Manager & Above

64 EducationalEducationalEducational LevelLevelLevel

Master Degree High School 15% 32%

Bachelor Certificate/ Degree Diploma 43% 10%

65 HumanHuman ResourcesResources MissionMission

We are committed to make DUMEX into a True Learning and Performance Driven Organization by developing our staff’s competencies in alignment with the company’s Vision, Mission and Core Values.

66 AAA HighHighHigh PerformingPerformingPerforming &&& LearningLearningLearning OrganizationOrganizationOrganization

67 LearningLearning && DevelopmentDevelopment StrategiesStrategies

Coaching •Line Management & HR Consultant

•Qualification Booklet On the Job •Job rotation

•Structured Program such as SPMS / NPDMS / CCMD / DMDP Program •Functional such as Computer, English Language, Presentation, ISO, etc.

•Company Library Self Learning •Educational Support •i-Learn

•Global Access Assgm. Project •CSN optimization •Mission Values Leadership Practice

68 LearningLearning && DevelopmentDevelopment BudgetBudget

10 9 8 7 6 5 4 3 2 1 0 2001 2002 2003

Training Budget (% of Payroll)

69 Y2002Y2002 TrainingTraining BudgetBudget AllocationAllocation

20% 20%

10%

50%

Functional Leadership CCMD other

70 CustomerCustomer andand CategoryCategory ManagementManagement DevelopmentDevelopment (CCMD)(CCMD)

 Participants: Key managers from Sales & Marketing Team.  Time line: mid Y2002 – Y2003.  The interactive program with effective role play, development action plan, monitoring and follow up.  Conducted by: GLENDENNING the expert group who have the special skills from Europe.  Learning will be pass on to other countries.

71 CustomerCustomer andand CategoryCategory ManagementManagement DevelopmentDevelopment (CCMD)(CCMD)

 The Principles of Customer Management  Building Category Based Commercial Arguments  Customer Business Planning  Advanced Negotiation

72 MovingMoving ForwardForward

73 CompetencyCompetency ManagementManagement SystemSystem

74 CompetencyCompetency BasedBased HRHR SystemsSystems

Succession Planning

KPI / Talent Performance Management Management

Performance Reward & Strategy Appraisal Recognition

Recruitment Promotion & Deployment Learning & Development

75 Through learning programmes, the InnovAction Training Centre aim to not only inspire creative and innovative energy, but also in the sharing of practical tools that will move these new ideas forward into Action.

A large part of the centre's activity involves in the learning and sharing of practical tools, information through workshops, training events and learning exchanges.

76 COMMUNITYCOMMUNITYCOMMUNITY SUPPORTSUPPORTSUPPORT

77 CommunityCommunity SupportSupport

 Student Trainee (Summer Program).

 Participate in social activities such as Children day, Mother day, etc.

 Activity Support to Boy Home (Donation). T

78 79 THANKTHANK YOUYOU

80 OperationsOperations DepartmentDepartment

By : Steve Donnelly Operations Manager

81 OperationsOperations ChartChart

Operations Manager

Supply Chain Factory Quality Asst. QA R&D Manager Manager Manager Manager Manager

82 83 PackagingPackaging InnovationInnovation

84 BlendingBlending

85 86 E-SprintE-Sprint

E-Sprint

87 WarehousingWarehousing

88 DeliveryDelivery LeadLead TimeTime ReductionReduction AfterAfter ConcessionaireConcessionaire EstablishmentEstablishment

7-10 days delivery Dumex BKK Customers Before CSN

Only 1-2 days Dumex BKK CSN Customers After CSN

89 90 10 GMPGMP AuditAudit 20032003

Score 9.49 9 9.39 9.08

8.43 8

7

6

5 Y2000(Jul-Dec) Y2001 Y2002 Y2003(Jan-Aug)

91 92 93 Speed-to-Market

94 DumexDumex Thailand Thailand

Dumex Customer Management

September 12, 2003

by Wisanti Lomtakul Deputy Sales Director, Dumex Ltd. TopicsTopics

• Trade Development in Thailand • How Dumex Thailand manages the Customer both Modern Trade and General Trade

96 CountryCountry HighlightsHighlights -- Thailand Thailand RETAIL STRUCTURE – STORE NUMBERS

TRADE SECTORS 2000 2002 MODERN TRADE: Large Format Stores 78 112 -Hypermarkets 59 91 -Cash & Carry/Warehouse Club 19 21 Supermarkets 491 505 3,100 3,555 Chain Drugstores 136 130

GENERAL TRADE: Traditional Grocery Stores 291,370 283,009 Traditional Medical/Drugstores 6,534 6,819

Source : ACNielsen Retail Audit

97 KeyKey ModernModern TradeTrade inin ThailandThailand

Hypermarket Supermarket Convenience Store

Cash & Carry

98 KeyKey ModernModern TradeTrade inin ThailandThailand areare belongingbelonging toto Global/InternationalGlobal/International RetailersRetailers Rank /Group/ Origin Sales No. Countries % Foreign Sales Grocery Sales % US$ bn 1 Walmart US 191.3 11 17 40 2 Carrefour FR 62.3 32 48 71 3 NL 50.4 23 82 91 4 US 49.0 1 0 91 5 Metro D 46.4 27 44 48 6 Albertson US 37.5 1 0 90 7 Kmart US 37.0 1 0 36 8 UK 33.1 11 10 87 9 Safeway US 32.0 3 11 92 10 Rewe D 31.9 11 20 73 11 Costco US 31.6 7 15 41 14 Ito-Yokado J 29.1 5 30 46 20 Auchan FR 22.7 21 30 71 24 Delhaize B 17.5 12 84 93 Source: M+M Planet Retail 2001 Red = Already in Thailand

99 StoreStore ExpansionExpansion ofof InternationalInternational RetailersRetailers isis veryvery fastfast ACCOUNT 1999 2003 (E) St ore St ore Makro 17 23 Tesco/ Lot us 17 58 Lotus - Hypermarket 46 Lot us Expr ess 8 Lot us - Value St or e 2 Lotus - Supermarket 2 Big-C (Casino) 20 37 Carrefour 9 19 7-Eleven 1,343 2,360

The Mall (Local Super) 7 8 100 Tops ( Ahol d) 40 48 Siam Jusco (Japan) 10 10 Foodlion () 11 44 Siam Family (Japan) - 270 Total 1,481 2,886 General Trade Structure

r de ow •Local Supermarket P T lk H i U •Grocery Wholesalers M r or fo s f ts •Grocery Stores t le tle t Ou •Drug Stores 0 000 Ou,00 23, 280

101 OurOur CustomerCustomer ManagementManagement VisionVision toto becomebecome thethe “World“World Class”Class” Customer Customer ManagementManagement OrganizationOrganization

“To drive sales of our brands by being the preferred supplier in the eyes of our trade customers through delivering excellent customer management capabilities”

102 Customer Management/ECR Core Work

Strategic Alignment

Demand Supply Management Management

Enabling Organization and Technology

103 StrategicStrategic AlignmentAlignment Key Activities:

 Top-to-Top Meeting

 Joint Business Plan

 Joint Score Card

Retailer Supplier

Retailer Agenda: Supplier Agenda: •Category Sales •Dumex Share •Category Profits •Dumex Sales •Traffics •Good Shelf/Display •Lower Cost •No OOS •Lower OOS •Good Promotion

104 JointJoint DumexDumex – – Retailer Retailer CategoryCategory ManagementManagement ProjectProject

Category Captain for “Milk” Zone Milk Powder Project

Category Captain for Milk Powder (Infant/Follow-on) Shelving & Dist. Project

Category Captain for Milk Powder

Space Management Captain for Milk Powder And UHT 105 TapeTape InterviewInterview onon CategoryCategory ManagementManagement ProjectProject withwith BigBig CC SupercenterSupercenter (Casino)(Casino)

106 SupplySupply ManagementManagement ProjectProject

. EDI Order with Modern Trade Retailers  Automatic and Faster Order Process  Avoid Human Error in Key-in order  Cost Savings . Vendor Manage Inventory  Reduce OOS  Reduce Inventory Cost for Retailers  Sharing of Inventory Data to Suppliers -> Better Sales Forecast . Cooperative Planning & Forecasting Requirements  Ensure No OOS . Back Haul Projects  Reduce Delivery Cost

107 TapeTape InterviewInterview TopsTops SupermarketSupermarket (Ahold(Ahold Co.) Co.) forfor JointJoint SupplySupply ChainChain ProjectProject GeneralGeneral TradeTrade ChannelChannel OldOld DistributionDistribution System:System: CentralizedCentralized

• Sales Team from BKK • Delivery from BKK • 4,000 Direct Customers and Shipping Points to Dumex Thailand

110 New Distribution System: Assign 15 Concessionaires nationwide CSN COVERAGE – DUMEX THAILAND Concessionaires Functions: • Warehouse & Inventory • Office • Sales People and Sales Facility • Delivery • Credit Control • Support Promotion • SharingLocal Knowledge

111 Delivery Lead Time Reduction After CSN Establishment 7-10 days delivery Dumex Customers Before BKK CSN

Only 1-2 days Dumex CSN Customers After BKK CSN

112 InterviewInterview RatchasrimaRatchasrima DC DC andand TaweekitTaweekit PlazaPlaza ThankThank You!You!