LC Paper No. CB(2)1/02-03(04)

&217(176

 5(*8/$725<,03$&7$66(660(17 

 ,1752'8&7,21  7+,6 5(3257  /$<287 2) 7+,6 5(3257

 %$&.*5281' 72 7+( 678'<

 /$<2872)7+,66(&7,21  &855(17/(*,6/$7,21  352326(' $0(1'0(176

 ,17(51$7,21$/ 5(9,(:

 ,1752'8&7,21  /(66216 /($517 )520 29(56($6 5(*8/$725< (;3(5,(1&(  &21&/86,21

 1(('6$1'5,6.$1$/<6,6 

 ,1752'8&7,21  7+( 1(('6  5,6.6 $662&,$7(' :,7+ 602.,1* ,1 +263,7$/,7< 9(18(6 ,1 +21* .21*  5,6.6 $662&,$7(' :,7+ 602.,1* ,1 ('8&$7,21$/ ,167,787,216 ,1 +21* .21*  5,6.6 $662&,$7(' :,7+ 602.,1* ,1 27+(5 :25.3/$&(6 ,1 +21* .21*  5,6.6 $662&,$7(' :,7+ &,*$5(77( $'9(57,6,1* $1' 352027,21 ,1 +21* .21*  7+( 72%$&&2 ,1'8675< ,1 +21* .21*

 237,216$1'67$.(+2/'(56 

 ,1752'8&7,21  237,216 81'(5 &216,'(5$7,21  ,03$&76 2) 7+( 352326(' 237,216

 ,03$&7$1$/<6,6 

 ,1752'8&7,21  $3352$&+  5(9(18( ,03$&76  (&2120,& ,03$&76  72%$&&2 '87< ,03/,&$7,216  $))25'$%,/,7< $1$/<6,6  6(16,7,9,7< $1$/<6,6  6800$5< 2) 5(68/76 )520 ,03$&7 $1$/<6,6

  &2168/7$7,21$1'67$.(+2/'(5&21&(516 

 ,1752'8&7,21  .(<,668(6 5$,6(' %< 67$.(+2/'(56

 5(&200(1'$7,216$1',03/(0(17$7,21 

 ,1752'8&7,21   (;3$16,21 2) 67$78725< 12 602.,1* $5($6   72%$&&2 $'9(57,6,1* $1' 352027,21   +($/7+ :$51,1*6 21 72%$&&2 352'8&76 

 5()(5(1&(6 

$11(; $ ,17(51$7,21$/ 5(9,(: $11(; % 6800$5< 2) 6(/(&7(' 678',(6 5(9,(:,1* ,03$&76 21 +263,7$/,7< 9(18(6 $11(; & 6800$5< 2) ,668(6 6855281',1* 237,216 $11(; ' &$/&8/$7,21 6+((76 

  5(*8/$725<,03$&7$66(660(17

 ,1752'8&7,21

2Q0D\WKH6HFUHWDU\IRU+HDOWKDQG:HOIDUHSXWIRUZDUGWRWKH /HJ&R+HDOWK6HUYLFHV3DQHODQXPEHURISURSRVHGOHJLVODWLYHDPHQGPHQWV WRWKH6PRNLQJ 3XEOLF+HDOWK 2UGLQDQFH7KHDLPRIWKHSURSRVHG DPHQGPHQWVLVWRIXUWKHUVWUHQJWKHQWREDFFRFRQWUROLQOLQHZLWK *RYHUQPHQW·VRQJRLQJSROLF\WRGLVFRXUDJHVPRNLQJDQGWRUHGXFHWKH FRPPXQLW\·VH[SRVXUHWRVHFRQGKDQGVPRNH

2Q-XQH(50ZHUHFRPPLVVLRQHGE\WKH%XVLQHVVDQG6HUYLFHV 3URPRWLRQ8QLWDFWLQJRQEHKDOIRIWKH+HDOWKDQG:HOIDUH%XUHDXWR XQGHUWDNHD5HJXODWRU\,PSDFW$VVHVVPHQWRIWKHVHSURSRVHGDPHQGPHQWV DQGDGYLVHWKH*RYHUQPHQWRQWKHILQGLQJVLQSDUWLFXODUWKHLPSDFWRQWKH EXVLQHVVFRPPXQLW\

 7+,6 5(3257

7KLVGRFXPHQWSUHVHQWVWKH)LQDO5HSRUWIRUWKH5HJXODWRU\,PSDFW $VVHVVPHQW 5,$ RQ3URSRVHG$PHQGPHQWVWRWKH([LVWLQJ6PRNLQJ/HJLVODWLRQ DQGLVWKHILQDORXWSXWRIWKHVWXG\

7KHDLPRIWKLV5HSRUWLVWRSUHVHQWWKHILQGLQJVDQGUHFRPPHQGDWLRQVRIWKH VWXG\

 /$<287 2) 7+,6 5(3257

7KHUHPDLQGHURIWKH5HSRUWLVVHWRXWDVIROORZV  x 6HFWLRQSURYLGHVWKHEDFNJURXQGWRWKHVWXG\ x 6HFWLRQVXPPDULVHVWKHILQGLQJVRIWKHLQWHUQDWLRQDOUHYLHZ x 6HFWLRQSUHVHQWVWKHQHHGVDQGULVNDQDO\VLV x 6HFWLRQKLJKOLJKWVWKHFRVWVDQGEHQHILWVRISRVVLEOHRSWLRQVWRPHHWWKH REMHFWLYHVRIWKHSURSRVHGUHJXODWRU\DPHQGPHQWV x 6HFWLRQSURYLGHVDQDQDO\VLVRIWKHUHYHQXHDQGHFRQRPLFLPSDFWVRI WKHVHSRVVLEOHRSWLRQV x 6HFWLRQRXWOLQHVVRPHRIWKHILQGLQJVRIWKHVWDNHKROGHUFRQVXOWDWLRQ x 6HFWLRQSURYLGHVFRQFOXVLRQVDQGUHFRPPHQGDWLRQVDQG x 6HFWLRQJLYHVDOLVWRIUHIHUHQFHVXVHGLQWKLVUHSRUW  ,QDGGLWLRQ$QQH[$SUHVHQWVWKHILQGLQJVRIWKHLQWHUQDWLRQDOUHYLHZ$QQH[ %DVXPPDU\RIVHOHFWHGVWXGLHVRQWKHUHYHQXHLPSDFWVWRKRVSLWDOLW\YHQXHV RIWREDFFRFRQWUROSROLFLHV$QQH[&VXPPDULHVLVVXHVUDLVHGRQWKHYDULRXV RSWLRQVXQGHUFRQVLGHUDWLRQDQG$QQH['WKHFDOFXODWLRQVKHHWVIRUWKHLPSDFW DQDO\VLV

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   %$&.*5281' 72 7+( 678'<

 /$<2872)7+,66(&7,21

7KLV6HFWLRQFRQVLGHUVVRPHRIWKHIDFWRUVUHODWLQJWRWREDFFRFRQWUROLQ+RQJ .RQJ,QSDUWLFXODULWORRNVDW  x FXUUHQWOHJLVODWLRQSURYLGLQJDQRXWOLQHRIWKHEDVHOLQHIURPZKLFKQHZ OHJLVODWLRQZLOOEHLQWURGXFHGDQG x SURSRVHGDPHQGPHQWVGHWDLOLQJWKH$GPLQLVWUDWLRQ·VSURSRVDOVIRUQHZ WREDFFRUHODWHGFRQWUROV    &855(17/(*,6/$7,21

7KH6PRNLQJ 3XEOLF+HDOWK 2UGLQDQFH &DS ZDVILUVWHQDFWHGLQ WRUHVWULFWWKHXVHVDOHDQGSURPRWLRQRIWREDFFRSURGXFWV7KH2UGLQDQFHLV VXEMHFWWRUHYLHZRQDUHJXODUEDVLVKDYLQJUHJDUGWRWKHODWHVWLQWHUQDWLRQDO WUHQGVLQWREDFFRFRQWURODQGFKDQJLQJGRPHVWLFFLUFXPVWDQFHV,WZDVODVW DPHQGHGLQ WRIXUWKHUUHVWULFWWREDFFRDGYHUWLVHPHQWDQGWRH[WHQGWKH VFRSHRIGHVLJQDWHGQRVPRNLQJDUHDV $VXPPDU\RIWKHGHYHORSPHQWRI WKHWREDFFROHJLVODWLRQLQ+RQJ.RQJLVSURYLGHGLQ7DEOH  7KHFXUUHQWOHJLVODWLRQ  x SURKLELWVVPRNLQJRQSXEOLFWUDQVSRUWDQGLQFLQHPDVWKHDWUHVFRQFHUW KDOOVEDQNVVXSHUPDUNHWVOLIWVGHSDUWPHQWVWRUHVDQGVKRSSLQJPDOOV x SURKLELWVWREDFFRDGYHUWLVHPHQWVRQUDGLRWHOHYLVLRQILOPDQGWKHLQWHUQHW x SURKLELWVWREDFFRDGYHUWLVHPHQWVLQSULQWHGSXEOLFDWLRQV x SURKLELWVWKHGLVSOD\VRIWREDFFRDGYHUWLVHPHQWV H[HPSWLRQVWRWKLV SURKLELWLRQDUHSUHVHQWHGEHORZ  x UHTXLUHVSDFNDJHVRIWREDFFRSURGXFWVWRFDUU\KHDOWKZDUQLQJVDQGWKH TXDQWLWDWLYHDPRXQWVRIWDUDQGQLFRWLQH\LHOGLIDSSOLFDEOH x SURKLELWVWKHVDOHRIFLJDUHWWHVZLWKDWDUFRQWHQWRIPRUHWKDQ PLOOLJUDPV x SURKLELWVWKHVDOHRIFLJDUHWWHVWKURXJKYHQGLQJPDFKLQHV x UHTXLUHVODUJHUHVWDXUDQWV RYHUVHDWV WRGHVLJQDWHDWOHDVWRQHWKLUGRI WKHLUWRWDODUHDDVQRVPRNLQJDUHDVDQGUHTXLUHVDOOUHVWDXUDQWVWRGLVSOD\ DVLJQWRLQGLFDWHZKHWKHUDQRVPRNLQJDUHDLVSURYLGHGLQWKHUHVWDXUDQW SUHPLVHV x HPSRZHUVPDQDJHUVRIGHVLJQDWHGQRVPRNLQJDUHDVWRHQIRUFHQR VPRNLQJUHTXLUHPHQWV x SURKLELWVWKHVDOHRIWREDFFRSURGXFWVWRPLQRUVXQGHUWKHDJHRIDQG UHTXLUHVUHWDLOHUVWRGLVSOD\DVLJQWRWKHVDPHHIIHFWDQG x SURKLELWVWKHJLYLQJRIWREDFFRSURGXFWVWRDQ\SHUVRQIRUWKHSXUSRVHRI SURPRWLRQ 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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

,QRUGHUWRIXUWKHUWLJKWHQVPRNLQJFRQWUROVLQ+RQJ.RQJWKH $GPLQLVWUDWLRQLVSURSRVLQJIXUWKHUDPHQGPHQWVWRWKH6PRNLQJ2UGLQDQFH RXWOLQHGDERYH7KHSURSRVHGDPHQGPHQWVZHUHSXWIRUZDUGWR0HPEHUVRI WKH/HJ&R3DQHORQ+HDOWK6HUYLFHVDWDPHHWLQJRQ0D\DQGDUHQRZ WKHVXEMHFWRIWKLVUHJXODWRU\LPSDFWDVVHVVPHQW 5,$ 7KHSURSRVDOVDUH GLVFXVVHGLQVRPHGHWDLOEHORZXQGHUWKHIROORZLQJVXEKHDGLQJV  x H[SDQVLRQRIVWDWXWRU\QRVPRNLQJDUHDV x DGYHUWLVHPHQWDQGSURPRWLRQRIWREDFFRSURGXFWV x KHDOWKZDUQLQJVRQWREDFFRSURGXFWVDQG x ODZHQIRUFHPHQW   ([SDQVLRQRI6WDWXWRU\1R6PRNLQJ$UHDV

5HVWDXUDQWVDQG2WKHU3XEOLF,QGRRU3UHPLVHV

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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  Date Description Legislation

29 Jul 1982 The (Public Health) Ordinance enacted, with provisions governing no smoking areas, health warning, tar group Smoking (Public Health) Ordinance designations an cigarette advertising. (Cap. 371)

13 Aug 1982 Health warning required for cigarette advertisements for radio Smoking (Public Health) Ordinance

15 Nov 1982 Health warning and tar group designation required for cigarette advertisements in printed publications Smoking (Public Health) Ordinance

15 Feb 1983 Health warning required for displayedcigarette advertisements (except advertisements bywayof neon signs) Smoking (Public Health) Ordinance

15 Feb 1983 Ban on smoking in public lifts, lower deck of public transport land vehicles and "no-smoking areas" in cinemas, theatres, concert Smoking (Public Health) Ordinance halls and public transport vehicles. "No-smoking areas" to be demarcated by"No Smoking" signs.

15 May1983 Health warning required for cigarette advertisements bywayof neon signs Smoking (Public Health) Ordinance

15 Aug 1983 Health warning and tar group designation to be printed on packets of cigarettes/retail containers in English and Chinese Smoking (Public Health) Ordinance

15 Jun 1984 Health warning exemption for cigarette advertisements on items and umbrellas no longer prescribed in SPH Ordinance, but in SPH Smoking (Public Health) Ordinance Regulations

5 Dec 1984 Health warning exemption for cigarette advertisements upon a commercial vehicle of cigarette manufacturer, distributor, dealer Smoking (Public Health) Ordinance removed.

1 Mar 1985 Health warning exemption for billboards and advertisements for bonafide television programme sponsorship removed. Note of Guidance dated July1987

13 Nov 1987 Written health warning throughout, not just at the end of cigarette advertisements for television and cinema and standardised voice- Code of Practice 2 issued byTELA on over of health warning at the end of such advertisements lasting no less than 3 seconds. 13 July1987/Note of Guidance dated July1987 1 Dec 1988 Ban on cigarette advertising and sponsorship from 4:00pm to 10:30pm (extended from 6:30pm) on TV Code of Practice 2 issued byTELA.

26 Aug 1989 Ban on cigarette advertising and sponsorship from 4:00pm to 10:30pm on radio Licence to Radio Company

1 Dec 1990 Total ban on cigarette advertising and sponsorship on TV Television Advertising Standards

1 Dec 1990 Total ban on cigarette advertising and sponsorship on radio Radio Advertising Standards/ Smoking (Public Health) Ordinance 1 Aug 1992 To prohibit of smoking in designated public areas (including cinema, theatre, concert hall, public lift, & amusement game centre) Smoking (Public Health) and in all public transport carriers. (Amendment) Ordinance 1992

1 Aug 1992 To display"no smoking" signs in prescribed manner. Smoking (Public Health) (Amendment) Ordinance 1992 1 Aug 1992 To prohibit cigarette advertising in cinemas Smoking (Public Health) (Amendment) Ordinance 1992 1 Feb 1993 To prohibit the sale of cigarette with a tar content exceeding 20 mg. Smoking (Public Health) (Amendment) Ordinance 1992 1 Jan 1994 To require 4 new prescribed forms of health warnings, during a 12 month period, to be displayed with equal frequency in relation to Smoking (Public Health) (Notices) each brand of cigarette (Amendment) (No. 2) Order 1992

1 Jan 1994 To enlarge the area of health warning and tar group designations on packaging of cigarette and cigarette tobaccos. The panel must be Smoking (Public Health) (Notices) displayed on the 2 largest surfaces of the cigarette packet and occupy not less than 20% of such a surface. (Amendment) (No. 2) Order 1992

1 Jan 1994 Health warning panel for cigarette advertisements much occupynot less than 20% of the surface of the advertisement. Smoking (Public Health) (Notices) (Amendment) (No. 2) Order 1992 28 Jan 1995 To extend to all tobacco products the existing requirement for health warnings and restrictions on advertising in respect of cigarettes. Smoking (Public Health) (Amendment) Ordinance 1994 28 Apr 1995 To require restaurants to displaya sign stating whether or not theyhave a no-smoking area. Smoking (Public Health) (Amendment) Ordinance 1994 28 Apr 1995 To require tobacco product retailers to displaya sign informing the public that selling or giving tobacco products to persons under Smoking (Public Health) (Amendment) 18 is prohibited. Ordinance 1994

28 Oct 1995 To require health warnings on the packaging of all tobacco products for sale. Smoking (Public Health) (Amendment) Ordinance 1994 1 Aug 1996 Health warning and the tar group designation in all tobacco advertisements must be presented in black upon a white background. Administration of Justice (Miscellaneous Provisions) (No. 2) Ordinance 1995 1 Apr 1998 To allow restaurants, educational institutes and the new airport to designate whole or part of their premises as no smoking areas. Smoking (Public Health) (Amendment) Ordinance 1997 1 Apr 1998 To prohibit the placing of tobacco advertisements on the Internet. Smoking (Public Health) (Amendment) Ordinance 1997 1 Jul 1998 To prohibit the attachment of gifts etc which tobacco products are sold, and to prohibit the attachment of tobacco products to other Smoking (Public Health) (Amendment) non-tobacco products sold. Ordinance 1997

1 Jul 1998 To prohibit the giving of tobacco products to anyperson for the purpose of advertisement or promotion. Smoking (Public Health) (Amendment) Ordinance 1997 1 Jul 1998 To prohibit smoking in anyindoor area open to the public in supermarkets, banks, department stores and shopping malls. Smoking (Public Health) (Amendment) Ordinance 1997 26 Jun 1999 To ban tobacco displayadvertisements. Smoking (Public Health) (Amendment) Ordinance 1997 26 Jun 1999 To exempt licensed hawkers whose licence is endorsed with the sale of tobacco products and small tobacco retail premises with not Smoking (Public Health) (Amendment) more than 2 employees from the display ban. Ordinance 1997

16 Jul 1999 To adopt new health warnings and new detailed requirements regarding the displayof health warnings and tar group designation Smoking (Public Health) (Notices) in tobacco advertisements in printed publications. (Amendment) Order 1999

16 Jul 1999 To adopt new health warnings and new detailed requirements regarding the displayof health warnings and tar group designation Smoking (Public Health) (Notices) in tobacco advertisements on display. (Amendment) Order 1999

16 Jul 1999 To lower the maximum tar yields allowable in cigarettes from 20 mg to 17 mg. Smoking (Public Health) (Amendment) Ordinance 1997 16 Jul 1999 To prohibit the use of words which suggest that a cigarette brand has a low tar yield unless it has a tar yield of not more than 9 mg. Smoking (Public Health) (Amendment) Ordinance 1997 16 Jul 1999 To require restaurants providing more than 200 seats to designate not less than 1/3 of the area (excluding areas for private events Smoking (Public Health) (Amendment) separated byfull-height partitions) as statutoryno smoking areas. Ordinance 1997

31 Dec 1999 To prohibit tobacco advertisements in the printed media after 31 December 1999. Smoking (Public Health) (Amendment) Ordinance 1997 16 Jul 2000 Cigarette packets must carry, in rotation, 6 "new" health warnings, the indication of tar and nicotine yields. Health warning must be Smoking (Public Health) (Notices) on the top of pack, black lettering on white background. (Amendment) Order 1999

TABLE 2.1 SELECTED HISTORY OF TOBACCO LEGISLATION IN HONG KONG Environmental Resources FILE: C2249b Management DATE: 04/07/01 ZRXOGOLDLVHZLWKDQGHGXFDWHWKHPDQDJHUVRQZD\VDQGPHDQVIRUHIIHFWLYH LPSOHPHQWDWLRQRIWKHUHTXLUHPHQW7KH3ROLFHZRXOGFRQWLQXHWRSURYLGH DVVLVWDQFHZKHQRIIHQGHUVUHIXVHWRDELGHE\WKHUHTXLUHPHQW  7RH[SDQGWKHVFRSHRISURWHFWLRQWKHQRVPRNLQJUHTXLUHPHQWZRXOGEH JUDGXDOO\H[WHQGHGWRRWKHUSXEOLFLQGRRUSUHPLVHVVXFKDVEDWKKRXVHV QLJKWFOXEVDQGPDKMRQJSUHPLVHV(QIRUFHPHQWLQWKHVHOLFHQVHGSUHPLVHV ZRXOGEHOHIWWRDVXEVHTXHQWVWDJHZKHQSURKLELWLRQRILQGRRUVPRNLQJKDV EHHQJHQHUDOO\SUDFWLVHG  6FKRROV8QLYHUVLWLHVDQG7HUWLDU\,QVWLWXWLRQV

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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7KHPDQDJHPHQWRILQGLYLGXDOFRPSDQLHVZRXOGEHWKHSULPDU\HQIRUFHPHQW DJHQF\7KH7&2ZRXOGDVVLVWWKHPDQDJHPHQWLQGUDZLQJXSLQWHUQDO JXLGHOLQHVDQGLPSOHPHQWDWLRQSODQV7KH3ROLFHZRXOGDVVLVWLQWKHHYHQWRI YLVLWLQJFXVWRPHUVUHIXVLQJWRDELGHE\WKHVPRNLQJEDQ   $GYHUWLVHPHQWDQG3URPRWLRQRI7REDFFR3URGXFWV

'LVSOD\RI7REDFFR$GYHUWLVHPHQW

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Ã   7KLV LQWHUSUHWDWLRQLVGXHWRWKHXQGHUVWDQGLQJWKDWWKHOHJDOGHILQLWLRQRI ¶LQFOXGLQJ·LV¶LQFOXGLQJEXWQRWOLPLWHGWR·  7&2RIILFHUVZRXOGHQVXUHFRPSOLDQFHZLWKWKHUHJXODWLRQGXULQJWKHLU URXWLQHILHOGZRUN7KH\ZLOODOVRDFWXSRQUHFHLSWRISXEOLFFRPSODLQWV  3ULFH%RDUGDQG3ULFH0DUNHU

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

à  Ã7KHUHÃDUHÃWZRÃW\SHVÃRIÃKDZNHUVÃZKRÃVHOOÃFLJDUHWWHVÃÃWKRVHÃWKDWÃVHOOÃQHZVSDSHUVà ÃOLFHQVHGÃQHZVSDSHUÃVHOOHUV ÃDQGà WKRVHÃZLWKÃZLWKà ZDOOÃVWDOOV à ÃOLFHQVHGÃZDOOÃVWDOOV ÃÃ1RWÃDOOÃQHZVSDSHUÃVHOOHUVÃZLOOÃVHOOÃFLJDUHWWHVÃDVÃVRPHÃFORVHÃDIWHUÃWKHà PRUQLQJVHOOLQJÃ)(+'ÃHVWLPDWHGÃWKDWÃVRPHÃÈÃRIÃQHZVSDSHUÃVHOOHUVÃVHOOÃFLJDUHWWHVÃÃ)(+'ÃHVWLPDWHÃWKDWÃDURXQGÃÃZDOOà VWDOOVÃVHOOÃFLJDUHWWHVÃÃ)(+'ÃSHURQVDOÃFRPPXQLFDWLRQÃ$XJXVWÃ

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  6DOHRI7REDFFR3URGXFWVLQ$VVRFLDWLRQZLWK2WKHU3URGXFWV

7KHH[LVWLQJOHJLVODWLRQVWLSXODWHVWKDWDWREDFFRSURGXFWFDQQRWEHVROGLQ DVVRFLDWLRQZLWKDQ\JLIWVRUWRNHQVWDPSDQGUDIIOHWLFNHWZKLFKPD\EH H[FKDQJHGIRUDQ\JLIW+RZHYHULWGRHVDOORZIRUWREDFFRSURGXFWVWREHVROG LQDVVRFLDWLRQZLWKUHGXFHGSULFHQRQWREDFFRSURGXFWVVXFKDVZDWFKHVRU OLJKWHUV  7KHSURSRVHGDPHQGPHQWZRXOGSURKLELWWKHVDOHRIDWREDFFRSURGXFWLQ DVVRFLDWLRQZLWKDQ\SURGXFWUHJDUGOHVVRIZKHWKHULWLVFKDUJHGIRURUQRW  7&2RIILFHUVZRXOGPRQLWRUWKHUHWDLORXWOHWVRIWREDFFRSURGXFWVWRHQVXUH FRPSOLDQFH  7REDFFR6SRQVRUVKLS

&XUUHQWO\WKHGLVSOD\RIDWREDFFREUDQGQDPHLQDQ\VSRQVRUHGHYHQWLV GHHPHGDWREDFFRDGYHUWLVHPHQWDQGKHQFHSURKLELWHG+RZHYHULIDWREDFFR VSRQVRUVKLSLVDFFRPSDQLHGE\WKHFRUSRUDWHQDPHRIDWREDFFRFRPSDQ\ HJ 3KLOLS0RUULV RUWKHEUDQGQDPHRIDWREDFFRSURGXFWLVLQDVVRFLDWLRQZLWKD QRQWREDFFRSURGXFW HJ6DOHPLQDVVRFLDWLRQZLWK3HUULHU DQGLIQRZRUGV DVVRFLDWHGZLWK´VPRNLQJµRU´FLJDUHWWHµRURWKHUWREDFFRSURGXFWVDUH PHQWLRQHGWKHQWKHUHODWHGSURPRWLRQDOPDWHULDOVDUHQRWUHJDUGHGDV WREDFFRDGYHUWLVHPHQWV  7KHSURSRVHGDPHQGPHQWZRXOGSURKLELWWKHEUDQGQDPHRIDQ\WREDFFR SURGXFWDQGDQ\ZRUGVLQDVVRFLDWLRQZLWK´WREDFFRµWREHXVHGLQWKH SURPRWLRQRIDQ\VSRQVRUHGHYHQWLUUHVSHFWLYHRIZKHWKHURUQRWLWLVXVHGLQ DVVRFLDWLRQZLWKDQRQWREDFFRSURGXFW1HYHUWKHOHVVWKHDSSHDUDQFHRIWKH EUDQGQDPHRIDWREDFFRSURGXFWLVDOORZHGLIVXFKDQDPHLVFOHDUO\ VWLSXODWHGWREHDQRQWREDFFRSURGXFWPHUFKDQGLVHDQGPDNHVQRUHIHUHQFH DWDOOWRWKHWREDFFRSURGXFW  7&2RIILFHUVZRXOGOLDLVHZLWKRUJDQLVHUVRIPDMRUHYHQWVWKDWDUHNQRZQWR VHHNVSRQVRUVKLSVWRHQVXUHWKDWWKH\DUHDZDUHRIWKLVUHVWULFWLRQ   +HDOWK:DUQLQJRQ7REDFFR3URGXFWV

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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   /DZ(QIRUFHPHQW

,QDGGLWLRQWRWKHLWHPVGLVFXVVHGDERYHWKH+HDOWKDQG:HOIDUH%XUHDXDUH DOVRVHHNLQJWRSURYLGHDGGLWLRQDOHQIRUFHPHQWFDSDELOLWLHVWRSXEOLFRIILFHUV SDUWLFXODUO\7&2VWDIIXQGHUWKHSURSRVHGELOODPHQGPHQWV,WLVXQGHUVWRRG WKDWWKHQHFHVVDU\UHJXODWRU\DPHQGPHQWVIRUWKLVGRQRWIRUPSDUWRIWKLV 5,$

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   ,17(51$7,21$/ 5(9,(:

 ,1752'8&7,21

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x JDLQDQXQGHUVWDQGLQJRIWKHµOHVVRQVOHDUQWµIURPRYHUVHDVHIIRUWVLQWKH LPSOHPHQWDWLRQPRQLWRULQJDQGHQIRUFHPHQWRIWREDFFRFRQWURO OHJLVODWLRQDQG x JDLQDQXQGHUVWDQGLQJRIRYHUVHDVWREDFFRFRQWUROLQRUGHUWRDVVHVV ZKHWKHUWKHSURSRVHGDPHQGPHQWVDUHLQOLQHZLWKLQWHUQDWLRQDOWUHQGV    /(66216 /($517 )520 29(56($65(*8/$725< (;3(5,(1&(

 µ/DWHQW/DZVµ7KH3UREOHPRI3RRU'HILQLWLRQV

&DOLIRUQLD·VUHVSRQVHWRWKHSXEOLFKHDOWKFULVLVRIWREDFFRFRQVXPSWLRQ UHVXOWHGLQWKHSDVVDJHRIIODZHGOHJLVODWLRQWKDWKDVEHHQGLIILFXOWLIQRW LPSRVVLEOHWRHQIRUFHHIIHFWLYHO\ $OGHEURQ 6XFKSLHFHVRIOHJLVODWLRQ DUHWHUPHG´ODWHQWODZVµLQWKDWWKH\DUHHQDFWHGWREULQJDERXWPDQGDWHG SROLF\JRDOVEXWDUHKDPSHUHGE\LQHIIHFWXDOLPSOHPHQWDWLRQPRQLWRULQJ DQGHQIRUFHPHQW7KHODZVPD\EHUHQGHUHG´ODWHQWµIRUDYDULHW\RIUHDVRQV VXFKDV  x ODFNRIGHILQLWLRQVRIFUXFLDOWHUPVZLWKLQWKHOHJLVODWLRQ x ODFNRIPRQLWRULQJHQIRUFHPHQWUHVRXUFHVDQG x ODFNRISROLWLFDOZLOO  ,Q&DOLIRUQLDWKH6WRS7REDFFR$FFHVVWR.LGV(QIRUFHPHQW 67$.( $FWRI HQFRXQWHUHGSUREOHPVGXHWRDODFNRIGHILQLWLRQVRIFUXFLDOWHUPVZLWKLQ WKHOHJLVODWLRQZKLFKHIIHFWLYHO\UHQGHUHGLWVSULQFLSDOFRPSRQHQWV XQHQIRUFHDEOHIRUVRPHWLPH&RPLQJLQWRHIIHFWRQ-DQXDU\WKH 67$.($FWLQSDUWVWDWHVµ1RSHUVRQILUPFRUSRUDWLRQSDUWQHUVKLSRUDQ\ RWKHURUJDQL]DWLRQVKDOODGYHUWLVHRUFDXVHWREHDGYHUWLVHGDQ\WREDFFR

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  SURGXFWVRQDQ\RXWGRRUELOOERDUGORFDWHGZLWKLQIHHWRIDQ\SXEOLFRU SULYDWH«VFKRRORUSXEOLFSOD\JURXQGµ  :KLOVWWKHSROLF\LQWHQWRIWKHOHJLVODWLRQLVFOHDUWKHOHJLVODWLRQLPPHGLDWHO\ EHFDPHDWH[WERRN´ODWHQWODZµDVLWODFNHGGHILQLWLRQVRI  x ZKDWFRQVWLWXWHVDSOD\JURXQGDQG x SUHFLVHO\ZKHUHWKHIHHWVHSDUDWLRQGLVWDQFHVWDUWVIURPWKHHGJHRU WKHPLGGOHRIWKHSOD\JURXQG"  $´ELOOERDUGµLVGHILQHGHOVHZKHUHDVKDYLQJDQDUHDRIVTXDUHIHHWRUPRUH DQGWREDFFRFRPSDQLHVKDYHWKHUHIRUHEHHQDEOHWRGHFUHDVHWKHVL]HRIWKHLU DGYHUWLVHPHQWVWRMXVWXQGHUWKLVVL]HVRWKDWWKH\GRQRWFRQVWLWXWH ´ELOOERDUGVµDQGDUHFRQVHTXHQWO\QRWVXEMHFWWRWKHUHTXLUHPHQWVRIWKHODZ DOWKRXJKWKH\VWLOOKDYHVLPLODUDGYHUWLVLQJLPSDFWV  $WDORFDOOHYHO+RQJ.RQJ·V6PRNLQJ 3XEOLF+HDOWK 2UGLQDQFHKDVD VLPLODUODFNRIVRPHNH\GHILQLWLRQVZKLFKKDVDOORZHGWKHWREDFFRLQGXVWU\ WRZRUNDURXQGWKHLQWHQWLRQ7KHFXUUHQWEDQRQWREDFFRDGYHUWLVLQJGRHV QRWDSSO\WRDQ\WREDFFRDGYHUWLVHPHQWZKLFK  ´LVLQRUXSRQDQ\VWDOORUSLWFKRIDKDZNHUZKRLVOLFHQVHG«WRKDZNFRPPRGLWLHV LQFOXGLQJWREDFFRSURGXFWVµ  $VVXFKWKLVDGYHUWLVLQJH[HPSWLRQZLWKLQWKH2UGLQDQFHDSSHDUVWRDOORZ DQ\KDZNHUWRDGYHUWLVHWREDFFRUHJDUGOHVVRIZKHWKHUWKH\DFWXDOO\VHOO WREDFFRSURGXFWV7KLVLQWHUSUHWDWLRQLVGXHWRWKHXQGHUVWDQGLQJWKDWWKH OHJDOGHILQLWLRQRI¶LQFOXGLQJ·LV¶LQFOXGLQJEXWQRWOLPLWHGWR·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x UHVWDXUDQW x LQGRRUSUHPLVHV x EDU x NDUDRNH x QLJKWFOXE x LQGRRUZRUNSODFH   (QIRUFHPHQWDQG0RQLWRULQJ

2XWGRRUDGYHUWLVLQJFRPSDQLHVLQ&DOLIRUQLDKDYHFLWHGDUDQJHRIUHDVRQVIRU QRQFRPSOLDQFHZLWKWKH67$.($FWLQFOXGLQJREOLJDWLRQVWRKRQRXU ELOOERDUGDGYHUWLVLQJFRQWUDFWVPDGHZLWKWREDFFRFRPSDQLHVEHIRUHWKH SDVVDJHRIWKHODZ+RZHYHUWKHOLNHO\UHDVRQIRUQRQFRPSOLDQFHLV LOOXVWUDWHGE\DVWDWHPHQWIURPDQRXWGRRUDGYHUWLVLQJFRPSDQ\LQ&DOLIRUQLD

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  UHJDUGLQJFRPSOLDQFHZLWKWKH67$.($FWµ:HZLOOFHUWDLQO\DELGHE\6WDWH ODZEXWZHGRQ·WNQRZZKRLVHQIRUFLQJLWµ $OGHEURQ .QRZLQJWKDW PRQLWRULQJDQGHQIRUFHPHQWHIIRUWVZHUHXQGHUUHVRXUFHGDGYHUWLVLQJ FRPSDQLHVLQLWLDOO\DGRSWHGDµZDLWDQGVHHµDSSURDFKWRFRPSOLDQFHVDIHLQ WKHNQRZOHGJHWKDWWKHLUH[LVWLQJFRQWUDFWVZRXOGDGHTXDWHO\FRYHUWKH86 JILQHIRUWKHILUVWRIIHQFH   3XEOLF$ZDUHQHVV

2YHUVHDVH[SHULHQFHKDVGHPRQVWUDWHGWKDWSXEOLFKHDOWKOHJLVODWLRQLVPRVW HIIHFWLYHZKHQVXSSRUWHGE\FRPPXQLW\DZDUHQHVVHGXFDWLRQDQGSUHYDLOLQJ VRFLDOQRUPV HJ$+0$& 7KLVLVNH\WRWKHYROXQWDU\HQIRUFHPHQWRI VPRNLQJEDQV:KHQQRQVPRNLQJLVWKHVRFLDOQRUPWKHFRPPXQLW\·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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   3KDVHG$SSURDFK

3UHPLVHVZKHUHVPRNLQJLVZLGHVSUHDGDQGILUPO\HQWUHQFKHGPD\UHTXLUH ORQJHUWRLPSOHPHQWDWRWDOVPRNLQJEDQ$SKDVHGDSSURDFKPD[LPLVHVWKH OLNHOLKRRGRIDKLJKOHYHORIFRPSOLDQFHE\XWLOLVLQJFRPPXQLW\VXSSRUWDQG FKDQJLQJVRFLDOQRUPV $+0$& $VUHFRJQLVHGE\WKH6WXG\%ULHID SKDVHGDSSURDFKPD\EHHIIHFWLYHLQLPSOHPHQWLQJVPRNLQJEDQVLQDUHDV VXFKDVPDKMRQJSDUORXUVDQGNDUDRNHVRQFHWKHEDQRQVPRNLQJLQ UHVWDXUDQWVKDVEHHQLPSOHPHQWHGDQGKDVEHFRPHVRFLDOO\DFFHSWHG   ([HPSWLRQV

([HPSWLRQVWRWREDFFRFRQWUROOHJLVODWLRQPD\EHFRQVLGHUHGWREHQHFHVVDU\ IRUDUDQJHRISROLWLFDOVRFLDODQGHFRQRPLFUHDVRQVDQGVKRXOGEHFRQVLGHUHG RQDFDVHE\FDVHEDVLV$VDUXOHKRZHYHUH[HPSWLRQVVKRXOGEHDYRLGHG ZKHUHYHUSRVVLEOHEHFDXVHWKH\WHQGWR  x FRPSOLFDWHOHJLVODWLRQDQGFDXVHFRQIXVLRQIRUWKHSXEOLFDQGWKRVH UHVSRQVLEOHIRUHQIRUFHPHQW HJUHVWDXUDQWPDQDJHUV DQG x FUHDWHDQµXQOHYHOSOD\LQJILHOGµ HJODUJHUHVWDXUDQWVPD\EHDEOHWR DIIRUGWRSURYLGHDVHSDUDWHO\YHQWLODWHGSDUWLWLRQHGVPRNLQJDUHD ZKHUHDVVPDOOGDLSDLGRQJVPD\QRW   7KHFRVWVIRUDGPLQLVWHULQJPRQLWRULQJDQGHQIRUFLQJH[HPSWLRQVFRXOGEH ERUQHE\DQDQQXDO¶H[HPSWLRQIHH·SDLGIRUE\H[HPSWSUHPLVHV   9ROXQWDU\3DUWLDO%DQV

7REDFFRFRQWUROLQ-DSDQLVODUJHO\WKURXJKYROXQWDU\DJUHHPHQWVDQGEDQVDV GHWDLOHGLQ$QQH[$$V-DSDQUHPDLQVRQHRIWKHKLJKHVWSHUFDSLWDWREDFFR FRQVXPLQJFRXQWULHVLQWKHZRUOG-DSDQ·VH[SHULHQFHWHQGVWRGHPRQVWUDWH WKDWYROXQWDU\DQGOLPLWHGEDQVGRQRWZRUNDVDSXEOLFKHDOWKWRRO7KH PDMRULW\RIWKHWREDFFRFRPSDQLHVGRQRWIROORZWKHDGYHUWLVLQJFRGHVDQG PRVWRIWKHUHVWDXUDQWVGRQRWVHWXSQRQVPRNLQJDUHDV  6XFKDQHFGRWDOHYLGHQFHLVVXSSRUWHGE\VWXG\HOVHZKHUHRYHUVHDV,Q-XQH WKH%ULWLVK+RXVHRI&RPPRQV+HDOWK6HOHFW&RPPLWWHHUHSRUW7KH 7REDFFR,QGXVWU\DQGWKH+HDOWK5LVNVRI6PRNLQJFRQFOXGHGWKDW  ´9ROXQWDU\DJUHHPHQWVKDYHVHUYHGWKHLQGXVWU\ZHOODQGWKHSXEOLF EDGO\5HJXODWLRQVKDYHEHHQVHHQE\WREDFFRFRPSDQLHVDVKXUGOHVWR EHRYHUFRPHRUVLGHVWHSSHGOHJLVODWLRQEDQQLQJDGYHUWLVLQJDVD FKDOOHQJHDSROLF\WREHV\VWHPDWLFDOO\XQGHUPLQHGE\ZKDWHYHUPHDQV SRVVLEOHµ  7KH5HSRUWDOVRFRQFOXGHGWKDWFRPSUHKHQVLYHDGYHUWLVLQJEDQVFDQUHGXFH WREDFFRFRQVXPSWLRQEXWDOLPLWHGVHWRIDGYHUWLVLQJEDQVZLOOQRWUHGXFHWKH WRWDOOHYHORIDGYHUWLVLQJH[SHQGLWXUHRUZLOOKDYHPLQLPDOHIIHFWRQUHGXFLQJ WREDFFRFRQVXPSWLRQ7\SLFDOO\DSDUWLDOEDQZLOOVLPSO\UHVXOWLQ VXEVWLWXWLRQWRWKHUHPDLQLQJQRQEDQQHGPHGLD

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã     7KH(IIHFWRI7REDFFR&RQWURO/HJLVODWLRQRQ6PRNLQJ3UHYDOHQFH

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·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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  EULQJDERXWDUHGXFWLRQLQQXPEHUVRIFLJDUHWWHVVPRNHGRQZRUNGD\V %RUODQG5HWDO ZKLFKUHPDLQVHYLGHQWPRQWKVDIWHUWKHLQLWLDO HQIRUFHPHQWRIUHVWULFWLRQV %RUODQG5HWDO 6RPHVPRNHUVKDYH H[WHQGHGWKHLUORZHUZRUNGD\FRQVXPSWLRQSDWWHUQVWRQRQZRUNGD\V %RUODQG5HWDO   $VWXG\RIVPRNHUVLQWKH$XVWUDOLDQSXEOLFVHUYLFHVL[PRQWKVDIWHUWKH LQWURGXFWLRQRIDVPRNLQJEDQLQ*RYHUQPHQWEXLOGLQJVFRQFOXGHGWKDWWKHUH ZDVDQRYHUDOOUHGXFWLRQLQVPRNLQJSUHYDOHQFHZLWKLQWKHDIIHFWHG ZRUNIRUFHHYHQDIWHUFRQVLGHUDWLRQRI´FRPSHQVDWRU\µ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

.H\ILQGLQJVRIWKH,QWHUQDWLRQDO5HYLHZDUHDVIROORZV  x VPRNLQJEDQVLQUHVWDXUDQWVDQGRWKHUSXEOLFDUHDVDUHPRVWHIIHFWLYHZKHQ VXSSRUWHGE\SXEOLFDZDUHQHVVDQGH[SHFWDWLRQVZKLFKOHDGWR¶VHOI HQIRUFHPHQW·RIWKHEDQV x SKDVHGLQWURGXFWLRQLVDQHIIHFWLYHPHWKRGRILPSOHPHQWLQJVPRNLQJEDQV LQDUHDVZKHUHVPRNLQJLVILUPO\HQWUHQFKHGRQFHEDQVKDYHEHHQVRFLDOO\ DFFHSWHGHOVHZKHUH x H[HPSWLRQVWRVPRNLQJEDQVVKRXOGEHDYRLGHGZKHUHYHUSRVVLEOHLQ RUGHUWRDYRLGFRQIXVLRQDVWRZKHUHWKHEDQVDSSO\DQGWRDYRLGFUHDWLQJ DQµXQOHYHOSOD\LQJILHOGµDPRQJVWDIIHFWHGSUHPLVHV x NH\WHUPVZLWKLQWREDFFRFRQWUROOHJLVODWLRQVKRXOGEHFOHDUO\GHILQHGWR DYRLGQRQFRPSOLDQFHWKURXJKH[SORLWDWLRQRI´ORRSKROHVµDQG x YROXQWDU\RUSDUWLDOEDQVDUHODUJHO\LQHIIHFWLYHDQGWKHSUHYDOHQFHRI VPRNLQJWHQGVWREHKLJKHUZKHUHWKHVHDUHLQSODFH  7DEOHSURYLGHVDEURDGRYHUYLHZRIWKHSURSRVHGDPHQGPHQWVWRWKH H[LVWLQJVPRNLQJOHJLVODWLRQLQ+RQJ.RQJLQWKHFRQWH[WRILQWHUQDWLRQDO WUHQGVLQWREDFFRFRQWURO,WVKRZVWKDWWKHSURSRVHGDPHQGPHQWVZLOOEULQJ +RQJ.RQJLQWROLQHZLWKFRXQWULHVDQGVWDWHVZLWKWKHVWULFWHVWWREDFFR FRQWUROOHJLVODWLRQZRUOGZLGH

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  

7DEOH &RPSDULVRQRI3URSRVHG$PHQGPHQWVLQ+RQJ.RQJ9HUVXV([LVWLQJ,QWHUQDWLRQDO5HJXODWLRQV

 +RQJ $XVWUDOLD &DQDGD &KLQD -DSDQ 0DOD\ 3KLOLS 6LQJD 6RXWK 7DLZDQ 7KDLODQG 8QLWHG &DOLIRUQLD 0DVVDF 1HZ

,QGRRU 9 9 :RUNSODFHV             

7REDFFR $GYHUWLVLQJ                7REDFFR 9 9 9 6SRQVRUVKLS            

3LFWRULDO+HDOWK :DUQLQJV                     %DQQHG    5HVWULFWHG    3URYLVLRQLQFOXGHGLQOHJLVODWLRQDQGRUUHJXODWLRQV 9   9ROXQWDU\SURYLVLRQLQFOXGHGLQOHJLVODWLRQDQGRUUHJXODWLRQV  

à  Ã,WÃLVÃXQGHUVWRRGÃWKDWÃ7KDLODQGÃLVÃFRQVLGHULQJÃWKHÃLQFOXVLRQÃRIÃSLFWRULDOJUDSKLFDOÃKHDOWKÃZDUQLQJVÃEXWÃZHÃKDYHÃEHHQÃXQDEOHÃWRÃFRQILUPÃGHWDLOVÃWRÃGDWH

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   1(('6$1'5,6.$1$/<6,6

 ,1752'8&7,21

7KLVVHFWLRQVHHNVWRFODULI\WKHLVVXHVWKDWQHHGWREHDGGUHVVHGSRWHQWLDOO\ E\UHJXODWLRQGHVFULELQJDQGZKHUHSRVVLEOHTXDQWLI\LQJWKHVFDOHRIWKH SUREOHPDQGWKHDVVRFLDWHGKHDOWKULVNV    7+( 1(('6

7KHSURSRVHGOHJLVODWLYHDPHQGPHQWVDUHSULQFLSDOO\DLPHGDWDGGUHVVLQJWKH IROORZLQJQHHGV  x 5HGXFHWKHH[SRVXUHDQGLPSDFWVRIVHFRQGKDQGVPRNH 6+6 7KH OHJLVODWLYHDPHQGPHQWVDLPWRUHGXFHWKHH[SRVXUHDQGLPSDFWVRI6+6E\ EDQQLQJVPRNLQJLQKRVSLWDOLW\YHQXHVHGXFDWLRQDOHVWDEOLVKPHQWVDQG RWKHUZRUNSODFHV  x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

7KHKHDOWKLPSDFWVRIWREDFFRXVHDUHZHOOUHVHDUFKHGDQGSXEOLFLVHG,Q WKH86'HSDUWPHQWRI+HDOWKDQG+XPDQ6HUYLFHVHVWLPDWHGWKDWVRPH VFLHQWLILFDUWLFOHVKDYHLPSOLFDWHGVPRNLQJLQDZLGHYDULHW\RIDLOPHQWV FRQVWLWXWLQJWKHODUJHVWDQGEHVWGRFXPHQWHGOLWHUDWXUHOLQNLQJDQ\EHKDYLRXU WRGLVHDVHLQKXPDQV  &KDORXSNDHWDO  QRWHGWKDW¶DOOWROGVPRNLQJLVIDUDQGDZD\WKH OHDGLQJFDXVHRISUHPDWXUHGHDWKDQGRIDYRLGDEOHPRUELGLW\DQGGLVDELOLW\LQ «PRVWLQGXVWULDOLVHGQDWLRQV·  6PRNLQJLVDOVRYHU\DGGLFWLYHZLWKDVWXG\TXRWHGE\$PHULFD·V)RRGDQG 'UXJ$GPLQLVWUDWLRQILQGLQJWKDWARIFLJDUHWWHVPRNHUVZHUHDGGLFWHG 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7KXVWKHULVNRIWREDFFRXVHLVWKDWLWFDQUHVXOWLQGLVDEOLQJDQGRIWHQIDWDO LOOQHVVHVDQGLWLVDGGLFWLYH   7KH5LVNVRI6HFRQG+DQG6PRNH

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

7DEOH 6XPPDU\RI6HOHFWHG6WXGLHVRQWKH,PSDFWVRI3DVVLYH6PRNLQJ

6WXG\ 5HVXOWV

/DPHWDO D  ,GHQWLILHGVLJQLILFDQWUHODWLRQVKLSEHWZHHQH[SRVXUHWRVHFRQGKDQG VPRNHDWZRUNDQGERWKUHVSLUDWRU\V\PSWRPVDQGSK\VLFLDQ FRQVXOWDWLRQ

+DFNVKDZHWDO (VWLPDWHGWKDWSDVVLYHVPRNLQJLQFUHDVHVWKHQRQVPRNHUVULVNRIOXQJ FDQFHUE\A

/DZ05HWDO &RQFOXGHGWKDWEUHDWKLQJRWKHUSHRSOH·VWREDFFRVPRNHLQFUHDVHVWKH ULVNRIKHDUWGLVHDVHE\DQHVWLPDWHGA7KHDXWKRUVDOVRIRXQGWKDW WKHLPPHGLDWHHIIHFWRIDVLQJOHHQYLURQPHQWDOH[SRVXUHZDVWRLQFUHDVH ULVNE\DQHVWLPDWHGA7KLVFRPSDUHVZLWKDULVNRIAIURP VPRNLQJRQHFLJDUHWWHSHUGD\

6WUDFKDQHWDO &RQFOXGHGWKDWWKHUHLVDQHVWLPDWHGLQFUHDVHGULVNRIORZHUUHVSLUDWRU\ LOOQHVV SQHXPRQLDEURQFKLWLVEURQFKLROLWLVZKHH]LQJ ALIHLWKHU SDUHQWVPRNHVDQGALIWKHPRWKHUVPRNHV

3HWHUVHWDO 5LVNWRUHVSLUDWRU\KHDOWKIRUFKLOGUHQH[SRVHGWRWREDFFRVPRNHDWKRPH ZHUHKLJKHUWKDQWKRVHIRUDLUSROOXWLRQLQ+RQJ.RQJ

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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  6WXG\ 5HVXOWV

&DOLIRUQLD(QYLURQPHQWDO &RQFOXGHGWKDWUHFHQWVWXGLHVSURYLGHDGGLWLRQDOHYLGHQFHWKDW6+6 3URWHFWLRQ$JHQF\ H[SRVXUHLVFDXVDOO\DVVRFLDWHGZLWKOXQJFDQFHU6SHFLILFDOO\WKDWWKHUHLV DERXWDSHUFHQWLQFUHDVHULVNRIOXQJFDQFHULQQRQVPRNHUV

6FLHQWLILF&RPPLWWHHRQ $UHYLHZRIWKHHYLGHQFHWRGDWHRQSDVVLYHVPRNLQJDQGOXQJFDQFHU 7REDFFRDQG+HDOWK FRQFOXGHGWKDWORQJWHUPH[SRVXUHRIQRQVPRNHUVWR6+6FDXVHGDQ LQFUHDVHGULVNRIOXQJFDQFHUZKLFKLQWKRVHOLYLQJZLWKVPRNHUVLVLQ WKHUHJLRQRIA

$UHYLHZRIVFLHQWLILFHYLGHQFHRIWKHKHDOWKHIIHFWRISDVVLYHVPRNLQJ $XVWUDOLDQ1DWLRQDO+HDOWK FRQFOXGHGWKDW´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µ 

+H-HWDO 7KHDXWKRUVUHYLHZHGHSLGHPLRORJLFDOVWXGLHVDQGIRXQGWKDW RYHUDOOQRQVPRNHUVH[SRVHGWRHQYLURQPHQWDOWREDFFRVPRNHKDGD UHODWLYHULVNRIFRURQDU\KHDUWGLVHDVHRI LHDSHUFHQWLQFUHDVHG ULVNFRPSDUHGZLWKQRQVPRNHUVQRWH[SRVHG 7KHUHODWLYHULVNIRUPHQ ZDVDQGZRPHQ1RQVPRNHUVH[SRVHGWRWREDFFRVPRNHDW KRPHKDGDQRYHUDOOULVNRIZKLOHDWZRUNWKHULVNZDVIRXQGWREH 

   7KH5LVNVRI7REDFFR$GYHUWLVLQJDQG3URPRWLRQ

&KDORXSNDHWDO  QRWHVWKDWµ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µ  7KHUHDUHVHYHUDOPHFKDQLVPVWKURXJKZKLFKDGYHUWLVLQJDQGSURPRWLRQDUH WKRXJKWWRDIIHFWWKHXSWDNHRIVPRNLQJDVZHOODVRYHUDOOFLJDUHWWH FRQVXPSWLRQ7KLVLQFOXGHGLUHFWPHFKDQLVPVVXFKDV  x HQWLFLQJFKLOGUHQDQG\RXQJDGXOWVWRH[SHULPHQWZLWKVPRNLQJDQGWR LQLWLDWHUHJXODUVPRNLQJ x UHGXFLQJFXUUHQWVPRNHUVZLOOLQJQHVVWRTXLWVPRNLQJ x VHUYHVDVDFXHRUVWLPXOXVWKDWOHDGVWRLQFUHDVHGGDLO\FRQVXPSWLRQDQG x LQGXFHVIRUPHUVPRNHUVWRUHVXPHWKHLUKDELW 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  ,QGLUHFWPHFKDQLVPVDUHWKRXJKWWRLQFOXGH  x GLVFRXUDJHVDIXOOGLVFXVVLRQRIWKHKHDOWKFRQVHTXHQFHVRIVPRNLQJLQ PHGLDGHSHQGHQWRQWREDFFRDGYHUWLVLQJDQG x FRQWULEXWHVWRDVRFLDOHQYLURQPHQWLQZKLFKVPRNLQJLVSHUFHLYHGWREH VRFLDOO\DFFHSWDEOH  7KUHHPDLQW\SHVRIVWXGLHVKDYHH[DPLQHGWKHUHODWLRQVKLSEHWZHHQWREDFFR DGYHUWLVLQJDQGFRQVXPSWLRQ  x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x 5HVHDUFKFRPSDULQJWREDFFRFRQVXPSWLRQZLWKLQDFRXQWU\EHIRUHDQG DIWHUDQDGYHUWLVLQJEDQ7KHVHVWXGLHVFRPSDUHWREDFFRFRQVXPSWLRQ EHIRUHDQGDIWHUDFRPSOHWHEDQRQDGYHUWLVLQJ$OWKRXJKVXFKVWXGLHVPD\ EHFRPSOLFDWHGE\LQDGHTXDF\RIGDWDFROOHFWLRQRUSRRULPSOHPHQWDWLRQRI WKHEDQWKH\KDYH\LHOGHGFRQYLQFLQJGDWDWKDWDFRPSOHWHEDQRQ DGYHUWLVLQJPDNHVDQLPSRUWDQWFRQWULEXWLRQWRZDUGVUHGXFLQJVPRNLQJ SUHYDOHQFH6HOHFWHGVWXGLHVDUHVXPPDULVHGLQWKHWDEOHEHORZ 

7DEOH 6XPPDU\RI6HOHFWHG6WXGLHVRQWKH,PSDFWRID%DQRQ$GYHUWLVLQJ EHIRUH DQGDIWHU 

&RXQWU\\HDU 'HVFULSWLRQRIDQWLWREDFFRPHDVXUHV (IIHFW 1RUZD\ &RPSOHWHEDQRQDGYHUWLVLQJDQG /RQJWHUPUHGXFWLRQRI VSRQVRULQJFRXSOHGZLWKKHDOWK VPRNLQJSUHYDOHQFHE\A ZDUQLQJVSXEOLFLQIRUPDWLRQDQGDJH   OLPLWVRQVDOHV )LQODQG &RPSOHWHDGYHUWLVLQJEDQQRVPRNLQJLQ 5HGXFWLRQRIFLJDUHWWH SXEOLFEXLOGLQJVDJHOLPLWRQVDOHVVWURQJFRQVXPSWLRQRIA   SXEOLFLQIRUPDWLRQFDPSDLJQV &DQDGD &RPSOHWHEDQRQDGYHUWLVLQJDQG &RUUHFWHGIRUSULFH VSRQVRULQJZLWKKLJKHUWREDFFRSULFHV LQFUHDVHVDORQJWHUP UHGXFWLRQRIVPRNLQJ SUHYDOHQFHRIA  

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  &RXQWU\\HDU 'HVFULSWLRQRIDQWLWREDFFRPHDVXUHV (IIHFW 1HZ=HDODQG %DQRQDGYHUWLVLQJDQGVSRQVRULQJ 5HGXFWLRQLQWREDFFRVDOHV KLJKHUWREDFFRSULFHV RIARIZKLFKALV DWWULEXWHGWRDGEDQ   )UDQFH &RPSOHWHDGYHUWVLQJEDQOLPLWLQJ 5HGXFWLRQRIVPRNLQJ VPRNLQJLQSXEOLFEXLOGLQJVUHPRYDORI SUHYDOHQFHRIALQ WREDFFRIURPFRQVXPHUSULFHLQGH[    6RXUFHV   6PHHHWDO  5LPSHOlHWDO  :+2   x ,QWHUQDWLRQDOFRPSDULVRQRIWUHQGVLQWREDFFRFRQVXPSWLRQDQGDQWL WREDFFRPHDVXUHV7KLVW\SHRIVWXG\²NQRZQDVDFURVVVHFWLRQDOWLPH VHULHVDQDO\VLV²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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  FLJDUHWWHEUDQGVPRNHGDQGWKHDWWUDFWLYHQHVVRIWKHDGYHUWLVHPHQWVRIWKH EUDQGE\)RUPWRVWXGHQWV   7KH5LVNVRI6PRNLQJLQ+RQJ.RQJ

6PRNLQJSRVHVULVNVWRERWKVPRNHUVDQGQRQVPRNHUV WKURXJKH[SRVXUHWR 6+6 DOLNHLQ+RQJ.RQJ7KHUHKDYHEHHQDQXPEHURIDWWHPSWVWRTXDQWLI\ WKHVHULVNVLQWHUPVRIERWKOLYHVORVWDQGFRVWVWRWKHHFRQRP\7KHVHDUH GLVFXVVHGEHORZ  0RUWDOLW\&RVWVRI6PRNLQJLQ+RQJ.RQJ

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

7KH+RQJ.RQJ+RVSLWDO$XWKRULW\ +.+$ HVWLPDWHVFRVWVIRU KRVSLWDOLVDWLRQGXHWRVPRNLQJDWWULEXWDEOH/XQJ&DQFHU%URQFKLWLVDQG ,VFKDHPLF+HDUW'LVHDVHXVLQJLQIRUPDWLRQIURP+.+$KRVSLWDODGPLVVLRQV DQG:+2HVWLPDWHVRQVPRNLQJDWWULEXWDEOHGLVHDVHV)RUWKHODWHVW \HDUDYDLODEOHWKHFRVWVZKHUHFDOFXODWHGDV+.JPLOOLRQ7KLVLVOLNHO\WR EHDQXQGHUHVWLPDWHRIWKHWRWDOPRUELGLW\FRVWVRIVPRNLQJIRUDQXPEHURI UHDVRQVDVIROORZV  x LWRQO\LQFOXGHV+.+$KRVSLWDOV²QRWSULYDWHFDUH x LWGRHVQRWLQFOXGHSULPDU\WUDGLWLRQDORUVHOIFDUHDVVRFLDWHGZLWKWKHVH GLVHDVHV x LWGRHVQRWLQFOXGHGWKHFRVWVDVVRFLDWHGZLWKRWKHUNQRZQGLVHDVHV DWWULEXWDEOHWRVPRNLQJ x LWGRHVQRWLQFOXGHFRPSOLFDWLRQVDVVRFLDWHGZLWKKHDOWKSUREOHPVRIQHZ ERUQVFDXVHGE\WKHPRWKHU VVPRNLQJ x LWGRHVQRWLQFOXGHWUHDWPHQWRIEXUQYLFWLPVIURPVPRNLQJLJQLWHGILUHV x LWGRHVQRWLQFOXGHLOOQHVVHVFDXVHGE\6+6H[SRVXUHRIFKLOGUHQDQG DGXOWVDQG x LWGRHVQRWLQFOXGHWUHDWPHQWRIRWKHUGLVHDVHVWKDWDUHPDGHPRUH FRPSOLFDWHGE\VPRNLQJ HJGLDEHWHVUHFRYHU\IURPPDMRUVXUJHU\DPRQJ RWKHUV&KDORXSNDHWDO 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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

2WKHUFRVWVRIVPRNLQJWKDWFDQQRWEHLQFOXGHGXQGHUPRUELGLW\DQG PRUWDOLW\FRVWVLQFOXGHDPRQJRWKHUV  x WUDQVSRUWFRVWVWRDQGIURPWUHDWPHQWIRUVPRNLQJUHODWHGGLVHDVHV x KRPHPRGLILFDWLRQVIRUWKRVHGLVDEOHGE\VPRNLQJ x SURGXFWLYLW\ORVVHVDVVRFLDWHGZLWKVPRNLQJDQGSDVVLYHVPRNLQJ x GDPDJHWREXLOGLQJVDQGWKHLUIL[WXUHVDQGILWWLQJVIURPVPRNLQJ DQGRUVPRNLQJUHODWHGILUHVDQG x LQGLUHFWFRVWVVXFKDVWKHSDLQDQGVXIIHULQJRIVPRNLQJUHODWHGGLVHDVH YLFWLPVDQGWKHLUIDPLOLHV  1RHVWLPDWHVH[LVWIRUWKHVHFRVWVLQ+RQJ.RQJDQGWKLVVWXG\GRHVQRW DWWHPSWWRTXDQWLI\WKHPGXHWRWKHLULQWDQJLEOHQDWXUH  7KH(FRQRPLF%HQHILWVRI6PRNLQJ5HODWHG'HDWKV

:DUQHUHWDO  QRWHWKDWVRPHHFRQRPLVWV QRWDEO\WKRVHZRUNLQJIRUWKH WREDFFRLQGXVWU\ KDYHDUJXHGWKDWLIRQHDFFHSWVWKDWVPRNLQJFDXVHVGLVHDVH DQGSUHPDWXUHGHDWKRQHPXVWLQFRUSRUDWHWKHRIIVHWWLQJ´EHQHILWµRQKHDOWK FDUHFRVWVRIHDUOLHUGHDWKVGXHWRVPRNLQJWRGHWHUPLQHWKHWUXHFRVW9DULRXV VWXGLHVKDYHWULHGWRFDOFXODWHWKLV¶QHW·FRVWWRVRFLHW\ZLWKGLIIHULQJUHVXOWV² UDQJLQJIURPVPRNHUVKDYLQJDQHWEHQHILWWRDQHWFRVW7KHVHHFRQRPLF DUJXPHQWVDUHEDVHGDURXQGSODFLQJDQHJDWLYHYDOXHRQQRQSURGXFWLYH PHPEHUVRIVRFLHW\ HJWKHUHWLUHG 7KLVVWXG\LVQRWJRLQJWRFRQVLGHUVXFK FRVWVIRUWKHIROORZLQJUHDVRQV 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  x 7KHFRVWRIOLIHWREHDSSOLHGLQWKHVWXG\ZLOOEHWKHVDPHIRUDOODJHV²D OLIHLVDOLIHUHJDUGOHVVRIKRZROGRUSURGXFWLYHWKDWOLIHLV7KLVDSSURDFK WRDSSO\LQJDVLQJOHHFRQRPLFYDOXHWROLIHLVVWDQGDUGLQ+RQJ.RQJ *RYHUQPHQWGHFLVLRQPDNLQJ x ,QQRRWKHUDUHDRIVRFLDOSROLF\RUGHFLVLRQPDNLQJLVGHDWKWUHDWHGDVDQ HFRQRPLFEHQHILW x ,IRQHIROORZVWKLVDSSURDFKWRWKHH[WUHPHWKHQWKHUHZRXOGEHQRSRLQW LQSURYLGLQJKHDOWKFDUHWRHOGHUO\SHRSOHDVWKH\DUHQRWSURGXFWLYH x +RQJ.RQJLVDIDPLO\RULHQWDWHGVRFLHW\ZKHUHWKHEHQHILWVRIH[WHQGHG IDPLO\QHWZRUNVDUHUHFRJQLVHGLQWHUPVRIIRUH[DPSOHWKHJXLGDQFHDQG KHOSSURYLGHGE\HOGHUFLWL]HQVWREXV\ZRUNLQJIDPLOLHV:KLOVWWKHVH EHQHILWVKDYHQRWEHHQFDOFXODWHGLQSUHYLRXVVWXGLHVWKH\DUHUHFRJQLVHG DVEHLQJRQHRIWKHFRUQHUVWRQHVRI+RQJ.RQJ·VVXFFHVV x $QDO\VLVRIWKLVLVVXHRSHQVXSDZKROHKRVWRIRWKHUGLIILFXOWLVVXHV)RU H[DPSOHPXFKRIWKH+RQJ.RQJILQDQFLDOVHFWRUSURYLGHVIXQG PDQDJHPHQWVHUYLFHVWKHSULPDU\SXUSRVHRIZKLFKLVWRSURYLGHIRU UHWLUHPHQW6KRXOGWKLVLPSRUWDQWSDUWRI+RQJ.RQJ·VHFRQRP\EH GLVUHJDUGHGLIUHWLUHGFLWL]HQVDUHSHUFHLYHGWRKDYHQRYDOXH"    5,6.6 $662&,$7(' :,7+ 602.,1* ,1 +263,7$/,7< 9(18(6 ,1 +21* .21*

7DEOHSUHVHQWVWKHRXWSXWRIDQDQDO\VLVRIULVNVDVVRFLDWHGZLWKWKH SURSRVHGOHJLVODWLYHDPHQGPHQWWREDQVPRNLQJLQUHVWDXUDQWVDQGWR JUDGXDOO\H[WHQGWKLVWRRWKHULQGRRUSXEOLFSUHPLVHV$IXUWKHUGLVFXVVLRQRI WKHPRUWDOLW\DQGPRUELGLW\FRVWVDVVRFLDWHGZLWK6+6LQUHVWDXUDQWVLV FRQWLQXHGEHORZ

7DEOH 5LVNV$VVRFLDWHGZLWK6PRNLQJLQ+RVSLWDOLW\9HQXHVLQ+RQJ.RQJ

3URSRVHG/HJLVODWLYH 3ROLF\,QWHQW1HHG 5LVN)DFW &KDQJH &RPSOHWHVPRNLQJEDQLQ 5HGXFHH[SRVXUHWR 6+6LQUHVWDXUDQWVLVUHODWHGWRLOOKHDOWK UHVWDXUDQWVWREH 6+6DQGDVVRFLDWHG PRUELGLW\DQGPRUWDOLW\ RIERWKFXVWRPHUVDQG JUDGXDOO\H[WHQGHGWR KHDOWKDQGHFRQRPLF ZRUNHUVDVZHOODVDQXPEHURIRWKHUFRVWV RWKHULQGRRUSXEOLF LPSDFWV  SUHPLVHV   4XDQWLILDEOH x $QQXDOPRUWDOLW\RIZRUNHUVGXHWR6+6LQ UHVWDXUDQWVDPRXQWVWRGHDWKVSHU\HDU +HGOH\HWDO D   x %HWZHHQDQDYHUDJHRIRYHU ILUHVSHUDQQXPZHUHFDXVHGE\¶FDUHOHVV KDQGOLQJRUGLVSRVDORIFLJDUHWWHHQGV PDWFKHVFDQGOHVHWF·LQUHVWDXUDQWV IURP GDWDSURYLGHGE\WKH+RQJ.RQJ)LUH 6HUYLFHV'HSDUWPHQW 1RLQMXULHVDQGQR GHDWKVZHUHDVVRFLDWHGZLWKWKHVHILUHVDQG DOOZHUHFODVVHGRURQDVFDOHRI ZLWK ILYHEHLQJWKHPRVWVHULRXV  

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  8QTXDQWLILDEOH 2WKHUULVNVLQFOXGH x ,QFUHDVHGPRUWDOLW\RISDWURQVH[SRVHGWR 6+6 x ,QFUHDVHGPRUELGLW\FRVWVRIVWDIIDQG SDWURQVH[SRVHGWR6+6 x 6PRNHDQGUHODWHGSURSHUW\GDPDJH GHSUHFLDWLRQPDLQWHQDQFHDQGFOHDQLQJ FRVWV  0RUWDOLW\&RVWV

7KHUHFHQW&26+VWXG\RQ¶3DVVLYHVPRNLQJDQGULVNVIRUKHDUWGLVHDVHDQGFDQFHU LQ+RQJ.RQJFDWHULQJZRUNHUV· +HGOH\HWDOD HVWLPDWHGDQQXDOPRUWDOLW\ RIZRUNHUVGXHWR6+6LQUHVWDXUDQWVDWGHDWKVSHU\HDU  7KHUHKDYHEHHQQRVWXGLHVLQ+RQJ.RQJRIWKHPRUWDOLW\FRVWVRISDWURQV DVVRFLDWHGZLWK6+6LQUHVWDXUDQWV  0RUELGLW\&RVWV

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´6WXGLHVWDUJHWLQJWKHKRVSLWDOLW\LQGXVWU\VXJJHVWWKDWHPSOR\HHVLQ UHVWDXUDQWVZKHUHVPRNLQJLVQRWUHVWULFWHGDFWXDOO\H[SHULHQFHJUHDWHU VHFRQGKDQGVPRNHH[SRVXUHWKDQVRPHRQHOLYLQJZLWKDVPRNHU 2WKHUVWXGLHVGHPRQVWUDWHGWKHKLJKOHYHOVRIVHFRQGKDQGVPRNH SROOXWDQWOHYHOVIRXQGLQKRVSLWDOLW\ZRUNHUVDQGWKHFDXVDOHIIHFWVRI WKRVHSROOXWDQWV(OLPLQDWLQJZRUNHUV·H[SRVXUHWR(76DQGORZHULQJ VPRNLQJSUHYDOHQFHDPRQJZRUNHUVLVWKXVH[SHFWHGWRLPSURYH ZRUNHUV·KHDOWKE\UHGXFLQJWKHLUULVNRIFDQFHUKHDUWGLVHDVHDQGRWKHU YDULRXVWREDFFRUHODWHGLOOQHVVHVµ  

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   5,6.6 $662&,$7(':,7+602.,1* ,1 ('8&$7,21$/ ,167,787,216 ,1 +21* .21*

7DEOHSUHVHQWVWKHRXWSXWRIDQDQDO\VLVRIULVNVDVVRFLDWHGZLWKWKH SURSRVHGOHJLVODWLYHDPHQGPHQWWREDQVPRNLQJLQHGXFDWLRQDO HVWDEOLVKPHQWV,WVKRXOGEHQRWHGWKDWWKHUHLVQRGDWDDYDLODEOHRQWKHH[WHQW RIVPRNLQJDQGH[SRVXUHRIERWKSXSLOVDQGVWDIIWR6+6LQHGXFDWLRQDO HVWDEOLVKPHQWVLQ+RQJ.RQJ

7DEOH 5LVNV$VVRFLDWHGZLWK6PRNLQJLQ(GXFDWLRQDO,QVWLWXWLRQVLQ+RQJ.RQJ

3URSRVHG/HJLVODWLYH 3ROLF\,QWHQW1HHG 5LVN)DFW &KDQJH 6PRNLQJEDQLQLQGRRU 5HGXFHH[SRVXUHWR 6+6LQHGXFDWLRQDOHVWDEOLVKPHQWVLVUHODWHGWR DQGRXWGRRUDUHDVRIDOO 6+6DQGDVVRFLDWHG LOOKHDOWK PRUELGLW\DQGPRUWDOLW\ RIERWK NLQGHUJDUWHQVSULPDU\ KHDOWKDQGHFRQRPLF SXSLOVDQGVWDIIDVZHOODVDQXPEHURIRWKHU DQGVHFRQGDU\VFKRROVDQG LPSDFWV FRVWV LQGRRUDUHDVRIWHUWLDU\   LQVWLWXWLRQV  4XDQWLILDEOH  x %HWZHHQDQDYHUDJHRIMXVWXQGHU ILUHVSHUDQQXPZHUHFDXVHGE\¶FDUHOHVV KDQGOLQJRUGLVSRVDORIFLJDUHWWHHQGV PDWFKHVFDQGOHVHWF·LQVFKRROV IURPGDWD SURYLGHGE\WKH+RQJ.RQJ)LUH6HUYLFHV 'HSDUWPHQW 2QHLQMXU\ LHDQDYHUDJHRI OHVVWKDQD\HDU DQGQRGHDWKVZHUH DVVRFLDWHGZLWKWKHVHILUHVDQGDOOZHUH FODVVHGRURQDVFDOHRI ZLWKILYH EHLQJWKHPRVWVHULRXV   8QTXDQWLILDEOH 5LVNVLQFOXGH x ,QFUHDVHGPRUWDOLW\RISXSLOVDQGVWDII H[SRVHGWR6+6 x ,QFUHDVHGPRUELGLW\FRVWVSXSLOVDQGVWDII H[SRVHGWR6+6LQHGXFDWLRQDO HVWDEOLVKPHQWV x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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  8QTXDQWLILDEOH 5LVNVLQFOXGH x ,QFUHDVHGOLNHOLKRRGWKDWSXSLOVZLOOEHJLQ VPRNLQJLIWKHLUIULHQGVDUHGRLQJVRDWWKH HGXFDWLRQDOLQVWLWXWLRQV DVVFKRROVSURYLGH DIRUXPIRUSHHUSUHVVXUH      5,6.6 $662&,$7(' :,7+ 602.,1* ,1 27+(5 :25.3/$&(6 ,1 +21* .21*

7DEOHSUHVHQWVWKHRXWSXWRIDQDQDO\VLVRIULVNVDVVRFLDWHGZLWKWKH SURSRVHGOHJLVODWLYHDPHQGPHQWWREDQVPRNLQJLQDOOZRUNSODFHV,WVKRXOG EHQRWHGWKDWWKHULVNVWRVPRNHUVDVVRFLDWHGZLWKWKHLUVPRNLQJLQWKH ZRUNSODFHKDVQRWEHHQLQFOXGHGLQWKLVGLVFXVVLRQDOWKRXJKWKHLPSDFWRI WKHLUVPRNLQJRQRWKHUVKDV HJ6+6 5HDVRQVIRUQRWLQFOXGLQJWKLVULVNLQ WKHDQDO\VLVLQFOXGH  x DOWKRXJKLWKDVEHHQDUJXHGWKDWZRUNSODFHEDQVDVVLVWVPRNHUVLQTXLWWLQJ DVZHOODVUHGXFHWKHLUVPRNLQJUDWHVWKLVLVQRWWKHSROLF\LQWHQWRIWKLV OHJLVODWLYHDPHQGPHQWDQG x DQ\EHQHILWVIURPLQFUHDVHGSURGXFWLYLW\LQVPRNHUVGXHWRWKHVHUHGXFHG VPRNLQJUDWHVPLJKWEHQHJDWHGE\WKHORVVHVDVVRFLDWHGZLWKVPRNHUV KDYLQJWRJRRXWVLGHWRVPRNHWKHLUFLJDUHWWHV  5HJDUGOHVVRIWKHDERYHDGLVFXVVLRQRIWKHPDJQLWXGHRIWKHVHGLUHFWFRVWVRI VPRNHUVWRHPSOR\HUVLVLQFOXGHGEHORZ 

7DEOH 5LVNV$VVRFLDWHGZLWK6PRNLQJLQWKH:RUNSODFHLQ+RQJ.RQJ

3URSRVHG/HJLVODWLYH 3ROLF\,QWHQW1HHG 5LVN)DFW &KDQJH 6PRNLQJEDQLQDOOLQGRRU 5HGXFHH[SRVXUHWR 0F*KHHHWDO  QRWHIURPDVWXG\RID ZRUNSODFHV 6+6DQGDVVRFLDWHG ZRUNIRUFHLQ+RQJ.RQJWKDWWKHUHLVDVWURQJ KHDOWKDQGHFRQRPLF DVVRFLDWLRQEHWZHHQOHQJWKRIWLPHH[SRVHGWR LPSDFWV 6+6H[SRVXUHDWZRUNDQGPHGLFDO  FRQVXOWDWLRQVXVHRIPHGLFLQHVDQGWLPHRII  ZRUN7KLVUHVXOWVLQFRVWVWRWKHKHDOWKVHUYLFHV WRHPSOR\HUV SURGXFWLYLW\ORVWGXHWR DEVHQWHHLVPDQGHPSOR\HHKHDOWKFRVWV DQGWR WKRVHH[SRVHG 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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x ([SRVXUHWR6+6LQWKHZRUNSODFHUHGXFHV SURGXFWLYLW\8VLQJUHVXOWVIURP0F*KHHHW DO  DQGWKH7KHPDWLF+RXVHKROG 6XUYH\ 0HUFDGR6ROXWLRQV $VLD /WG  VXJJHVWVWKDWDSSUR[LPDWHO\PLOOLRQ ZRUNGD\VDUHORVWGXHWRZRUNHUH[SRVXUH WR6+6DWZRUN$VVXPLQJDQDYHUDJHZDJH RI+.J WKHPHGLDQZDJHIRU+RQJ .RQJLQWKHQGTXDUWHURIZDV+.J &6'SHUVRQDOFRPPXQLFDWLRQ $XJXVW IRUWKRVHLPSDFWHGE\6+6LQ LQGRRURIILFHVWKLVHTXDWHVWRDURXQG +.JPLOOLRQSHUDQQXPORVWSURGXFWLYLW\ DVVXPLQJZRUNLQJGD\VSHUPRQWK   x 0F*KHHHWDO  FDOFXODWHGWKHFRVWRI DGGLWLRQDOFRQVXOWDWLRQVGXHWRH[SRVXUHWR 6+6WRDOOIXOOWLPH+RQJ.RQJZRUNHUVDV 86JPLOOLRQWRWKH*RYHUQPHQW86J PLOOLRQWRHPSOR\HHVDQGWRLQGLYLGXDOVRI 86JPLOOLRQ DOWKRXJKWKLVZDVIRU PLOOLRQIXOOWLPHZRUNHUVUHJDUGOHVVRI ZKHWKHUWKH\ZRUNHGLQGRRURURXWGRRUV 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  3URSRVHG/HJLVODWLYH 3ROLF\,QWHQW1HHG 5LVN)DFW &KDQJH x %HWZHHQDQDYHUDJHRIRYHU ILUHVSHUDQQXPZHUHFDXVHGE\¶FDUHOHVV KDQGOLQJRUGLVSRVDORIFLJDUHWWHHQGV PDWFKHVFDQGOHVHWF·LQFRPPHUFLDOSUHPLVHV IURPGDWDSURYLGHGE\WKH+RQJ.RQJ)LUH 6HUYLFHV'HSDUWPHQW $WRWDORILQMXULHV LHDQDYHUDJHRIQHDUO\LQMXULHVSHU DQQXP ZHUHDVVRFLDWHGZLWKWKHVHILUHV DQGQRGHDWKV DQGDOOZHUHFODVVHGRU RQDVFDOHRI ZLWKILYHEHLQJWKHPRVW VHULRXV   8QTXDQWLILDEOH x ,QFUHDVHGPRUWDOLW\FRVWVDVVRFLDWHGZLWK 6+6H[SRVXUHRIVWDII x 6PRNHDQGUHODWHGSURSHUW\GDPDJH GHSUHFLDWLRQPDLQWHQDQFHDQGFOHDQLQJ FRVWV     &RVWVRI6PRNHUVWR(PSOR\HUV

7KHIROORZLQJSUHVHQWVVRPHH[DPSOHVRIVWXGLHVWKDWKDYHHVWLPDWHGWKH FRVWVWKDWVPRNHUVSODFHRQWKHLUFRPSDQLHV  x 'RZ&KHPLFDO&RGLVFRYHUHGWKDWRQHRILWVGLYLVLRQVZDVORVLQJDERXW 86JDQQXDOO\IURPWKHDEVHQWHHLVPRILOOVPRNHUV 6FXOFR  x 7KH&RQJUHVVLRQDO2IILFHRI7HFKQRORJ\$VVHVVPHQWHVWLPDWHVWKDWHDFKRI WKHDSSUR[LPDWHO\PLOOLRQVPRNHUVLQWKH8QLWHG6WDWHVFRVWVWKHLU UHVSHFWLYHHPSOR\HUVEHWZHHQ86JDQG86JDQQXDOO\LQ LQFUHDVHGKHDOWKFDUHDQGILUHLQVXUDQFHSUHPLXPVDEVHQWHHLVPORVW SURGXFWLYLW\DQGSURSHUW\GDPDJH :DUQHU  x 1DWLRQDOGDWDIRUWKH8QLWHG6WDWHVGRFXPHQWWKDWPDOHDQGIHPDOH VPRNHUVKDYHKLJKHUDEVHQWHHLVPUDWHVWKDQQRQVPRNHUVDUHVLFNHUDQG UHTXLUHPRUHPHGLFDOFDUH 5LFHHWDO     5,6.6 $662&,$7(' :,7+ &,*$5(77( $'9(57,6,1* $1' 352027,21 ,1 +21* .21*

7DEOHSUHVHQWVWKHRXWSXWRIDQDQDO\VLVRIULVNVDVVRFLDWHGZLWKWKH SURSRVHGOHJLVODWLYHDPHQGPHQWVWRIXUWKHUUHVWULFWWKHDGYHUWLVLQJDQG SURPRWLRQRIFLJDUHWWHVLQ+RQJ.RQJLQFOXGLQJWKHSURYLVLRQRIJUDSKLF DQGRUSLFWRULDOZDUQLQJVRQFLJDUHWWHSDFNDJLQJ DVWKH\UHODWHWRWKHVDPH SROLF\LQWHQWLHWRUHGXFHWKHXSWDNHRIVPRNLQJDQGKHQFHWKHRYHUDOO VPRNLQJUDWH  

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 5LVNV$VVRFLDWHGZLWK&LJDUHWWH$GYHUWLVLQJDQG3URPRWLRQLQ+RQJ.RQJ

3URSRVHG/HJLVODWLYH 3ROLF\,QWHQW1HHG 5LVN)DFW &KDQJH 7RIXUWKHUUHVWULFWWKH 5HGXFHXSWDNHRI $FRPSUHKHQVLYHVHWRIWREDFFRDGYHUWLVLQJEDQV DGYHUWLVLQJDQGSURPRWLRQ VPRNLQJE\\RXQJ FDQUHGXFHWREDFFRFRQVXPSWLRQDQGWKDWD RIFLJDUHWWHVLQ+RQJ DQGRWKHUV  OLPLWHGVHWRIDGYHUWLVLQJEDQVZLOOLQGXFH .RQJLQFOXGLQJWKH  SURPRWLRQDOEXGJHWVWRVKLIWIURPWKHEDQQHGWR SURYLVLRQRIJUDSKLF XQEDQQHGPHGLDDQGPHWKRGVRISURPRWLRQ DQGRUSLFWRULDOZDUQLQJV DQGWKXVKDYHOLWWOHRUQRHIIHFW 6DIIHUHWDO RQFLJDUHWWHSDFNDJLQJ    $VLJQLILFDQWQXPEHURI)WR)VWXGHQWVKDG  XVHGHPSW\FLJDUHWWHSDFNVWRH[FKDQJHIRU  DGPLVVLRQWLFNHWVIRUPRYLHVVSRUWV FRPSHWLWLRQVRURWKHUHQWHUWDLQPHQW A DQG H[FKDQJHGVXFKSDFNVIRUIUHHJLIWVRUUHGXFHG SULFHJRRGV A LQARIWKHVWXGHQWV ZKRUHVSRQGHGZHUHJLYHQIUHHSURPRWLRQDO FLJDUHWWHV /DPHWDO     .H\ILQGLQJVRI&DQDGLDQUHVHDUFK DVUHSRUWHG RQWKH+HDOWK&DQDGDZHEVLWH UHYHDOHGWKDW LQFUHDVLQJWKHVL]HDQGHPRWLRQDOFRQWHQWRI ZDUQLQJPHVVDJHVRQFLJDUHWWHSDFNDJHV LQFOXGLQJWKHXVHRIPHVVDJHHQKDQFLQJ SLFWXUHVKDVWKHSRWHQWLDOWRHQFRXUDJHPRUH VPRNHUVWRVWRSVPRNLQJDQGGHWHUPRUHQRQ VPRNHUVIURPVWDUWLQJWRVPRNH:DUQLQJ PHVVDJHVZLWKSLFWXUHVZHUHRQDYHUDJH WLPHVPRUHHQFRXUDJLQJWRVWRSQRWVWDUW VPRNLQJWKDQPHVVDJHVZLWKRXWSLFWXUHV  Ã4XDQWLILDEOH  x 8VLQJWKHUHVXOWVIURP/DXJHVHQHWDO   DQGWKHUHE\DVVXPLQJWKH\DUHYDOLGIRU DSSOLFDWLRQWRWKH+RQJ.RQJVLWXDWLRQ  WKHQWKHULVNLPSRVHGE\OHDYLQJORRSKROHV LQWKHFXUUHQWOHJLVODWLRQFRXOGEHHVWLPDWHG DVDGGLWLRQDOFLJDUHWWHFRQVXPSWLRQRIA WKHUHE\DOVRDVVXPLQJWKDW+RQJ.RQJLV¶ LQGH[SRLQW·RIIDFRPSOHWHEDQXQGHUWKH /DXJHVHQHWDO  V\VWHPHJFRPSOHWH EDQRQDGYHUWLVLQJDQGVSRQVRUVKLSV FRXSOHGZLWKPXOWLSOHVWURQJZDUQLQJODEHOV RQFLJDUHWWHSDFNDJLQJ      7+( 72%$&&2 ,1'8675< ,1 +21* .21*

$QRYHUYLHZRIWKHWREDFFRLQGXVWU\LQ+RQJ.RQJLVSURYLGHGLQWKHER[ EHORZ

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  %R[ 7KH7REDFFR,QGXVWU\LQ+RQJ.RQJ

7KHWREDFFRLQGXVWU\LQ+RQJ.RQJLVPDGHXSRILPSRUWHUVH[SRUWHUVPDQXIDFWXUHU ZKROHVDOHUVDQGUHWDLOHUV  x 7REDFFRLPSRUWHUVH[SRUWHUV,QWKHUHZHUHHVWDEOLVKPHQWVGHDOLQJZLWKWKH LPSRUWDQGH[SRUWRIWREDFFRFLJDUHWWHVDQGFLJDUVHPSOR\LQJDURXQGVWDII7KHYDOXH RIWKHJRRGVLPSRUWHGZDVDURXQG+.JPLOOLRQH[SRUWHGZDVDURXQG+.J PLOOLRQDQGUHH[SRUWHGZDV+.JPLOOLRQ x 7REDFFRPDQXIDFWXUHUV,QWKHUHZHUHHVWDEOLVKPHQWVPDQXIDFWXULQJWREDFFR HPSOR\LQJVRPHVWDII,QWKHJURVVWXUQRYHURIWKLVVHFWRUZDVDURXQG+.J PLOOLRQ LWLVXQGHUVWRRGWKDWPDQXIDFWXULQJIDFLOLWLHVFORVHGLQVRWKHWXUQRYHU LQLVOLNHO\WREHVPDOOHUEXWQRGDWDLVDYDLODEOHWRGDWH  x 7REDFFRZKROHVDOHUV,QWKHUHZHUHHVWDEOLVKPHQWVZKROHVDOLQJWREDFFR HPSOR\LQJDURXQGSHRSOH7KLVGRHVQRWLQFOXGHWKRVHZKROHVDOHVZKRDUHDOVR PDQXIDFWXUHUV LQFOXGHGXQGHUWREDFFRPDQXIDFWXUHUV  x 7REDFFRUHWDLOHUV,QWKHUHZHUHHVWDEOLVKPHQWVWKDWMXVWVROGWREDFFR HJQRW LQFOXGLQJUHWDLORXWOHWVWKDWVHOORWKHUSURGXFWV HPSOR\LQJDURXQGSHRSOH,QDGGLWLRQ WKHUHDUHRYHURWKHUUHWDLOHUVZKRVHOOWREDFFRSURGXFWV LQFOXGLQJKDZNHUVDQGVPDOO UHWDLOHUV   ,QURXJKO\ELOOLRQFLJDUHWWHVWRQQHVRIFLJDUVWRQQHVRI&KLQHVHSUHSDUHG WREDFFRDQGWRQQHVRIRWKHUWREDFFR QRWLQWHQGHGIRUPDQXIDFWXUH SDLGDWRWDOGXW\RI+.J ELOOLRQ  6RXUFHV&HQVXVDQG6WDWLVWLFV'HSDUWPHQWUHSRUWVDQG&XVWRPVDQG([HUFLVH'DWD  

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   237,216$1'67$.(+2/'(56

 ,1752'8&7,21

$UHJXODWRU\LPSDFWDVVHVVPHQWQHHGVWRHYDOXDWHWKHSURSRVHGOHJLVODWLYH RSWLRQDJDLQVWRWKHUUHJXODWRU\RUQRQUHJXODWRU\RSWLRQV%DVHGRQDUHYLHZ RIWKHDYDLODEOHOLWHUDWXUHDQGGLVFXVVLRQVZLWKVWDNHKROGHUVWKHIROORZLQJ VHFWLRQVSUHVHQWDQXPEHURIIHDVLEOHRSWLRQVWREHWDNHQIRUZDUGLQWKH DQDO\VLV,WDOVRLGHQWLILHVZKRZLOOEHLPSDFWHGE\WKHSURSRVHGPHDVXUHV DQGWRZKDWH[WHQW  ,VVXHVUDLVHGRQHDFKRIWKHVHRSWLRQVHLWKHUWKURXJKFRQVXOWDWLRQZLWK VWDNHKROGHUVDQGRUWKURXJKOLWHUDWXUHUHYLHZDUHSUHVHQWHGLQ$QQH[&    237,216 81'(5 &216,'(5$7,21

7KHIROORZLQJRSWLRQVDUHWKHUHVXOWRIDUHYLHZRIWKHDYDLODEOHOLWHUDWXUH LQ UHODWLRQWRSUDFWLFHVHOVHZKHUH DQGGLVFXVVLRQVZLWKVWDNHKROGHUVLQ+RQJ .RQJ  ,WVKRXOGEHVWUHVVHGWKDWWKHVHRSWLRQVDUHQRWWKHUHFRPPHQGDWLRQVRIWKH &RQVXOWDQWRURIWKHVWXG\EXWUDWKHURSWLRQVWKDWZDUUDQWIXUWKHU LQYHVWLJDWLRQDQGGLVFXVVLRQ   2SWLRQVIRU5HGXFLQJWKH,PSDFWRI6+6LQ+RVSLWDOLW\9HQXHV

7KHIROORZLQJDUHSRVVLEOHRSWLRQVWKDWDUHFRQVLGHUHGE\WKLVVWXG\  x 2SWLRQ$3URSRVHGOHJLVODWLYHDPHQGPHQWV x 2SWLRQ$/HJLVODWHWRDOORZGHVLJQDWHGVPRNLQJURRPVEXWSURKLELWLQJ VPRNLQJRXWVLGHWKHVHURRPV x 2SWLRQ$3URSRVHGDPHQGPHQWVEXWDOORZIRUH[HPSWLRQVIRUFHUWDLQ W\SHVRIKRVSLWDOLW\YHQXHV HJ%DUVDQG.DUDRNHV   $QRWKHURSWLRQWRFKDQJHWKHFXUUHQWOHJLVODWLYHUHTXLUHPHQWVWRLQFUHDVHWKH DYDLODELOLW\DQGVL]HRIQRVPRNLQJDUHDVLQUHVWDXUDQWVKDVQRWEHHQ FRQVLGHUHGDVLWXQOLNHO\WRUHGXFH6+6H[SRVXUHRIVWDIIDQGSDWURQVLQ UHVWDXUDQWV   2SWLRQVIRU5HGXFLQJWKH,PSDFWRI6+6LQ,QGRRU:RUNSODFHV

7KHIROORZLQJDUHSRVVLEOHRSWLRQVWKDWDUHFRQVLGHUHGE\WKLVVWXG\  x 2SWLRQ%3URSRVHGOHJLVODWLYHDPHQGPHQWV x 2SWLRQ%/HJLVODWHWRDOORZGHVLJQDWHGVPRNLQJURRPVEXWSURKLELWLQJ VPRNLQJRXWVLGHWKHVHURRPV

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  x 2SWLRQ%3URYLGHIRUYROXQWDU\PHDVXUHVLQZRUNSODFHVWREHOHJDOO\ HQIRUFHDEOHXQGHUWKHFXUUHQWOHJLVODWLRQ   2SWLRQVIRU5HGXFLQJ6+6H[SRVXUHLQ(GXFDWLRQDO(VWDEOLVKPHQWV

7KHIROORZLQJDUHSRVVLEOHRSWLRQVWKDWDUHFRQVLGHUHGE\WKLVVWXG\  x 2SWLRQ&3URSRVHGOHJLVODWLYHDPHQGPHQWV x 2SWLRQ&/HJLVODWHWRDOORZGHVLJQDWHGVPRNLQJURRPVEXWSURKLELWLQJ VPRNLQJRXWVLGHWKHVHURRPV x 2SWLRQ&([FOXGH8QLYHUVLWLHV RRWKHUWHUWLDU\LQVWLWXWLRQV IURPWKH SURSRVHGDPHQGPHQWV KRZHYHUYROXQWDU\VFKHPHVLQ8QLYHUVLWLHVZRXOG UHPDLQOHJDOO\HQIRUFHDEOHXQGHUWKHFXUUHQWOHJLVODWLRQ    2SWLRQVIRU5HGXFLQJWKH,PSDFWRI7REDFFR$GYHUWLVLQJDQG3URPRWLRQ

7KHIROORZLQJDUHSRVVLEOHRSWLRQVWKDWDUHFRQVLGHUHGE\WKLVVWXG\  x 2SWLRQ'3URSRVHGOHJLVODWLYHDPHQGPHQWV x 2SWLRQ'$PHQGWKH2UGLQDQFH6XEVLGLDU\5HJXODWLRQVVRWREDFFR DGYHUWLVLQJSURPRWLRQLVOLPLWHGLQVL]HDQGRUFRQWHQWDQGRUIUHTXHQF\ x 2SWLRQ',VVXHVWULFWJXLGHOLQHVZLWKWKHWKUHDWRIIXWXUHUHJXODWLRQLI WKHVHJXLGHOLQHVDUHQRWIROORZHG   ,03$&76 2) 7+( 352326(' 237,216

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

2SWLRQ$3URSRVHG/HJLVODWLYH$PHQGPHQWVIRU+RVSLWDOLW\9HQXHV

7KHIROORZLQJWDEOHVSUHVHQWWKHFRVWVDQGEHQHILWVDVVRFLDWHGZLWKWKH SURSRVHGOHJLVODWLYHDPHQGPHQWV

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 2SWLRQ$3URKLELWLRQRI6PRNLQJLQDOO5HVWDXUDQWV%DUVDQG.DUDRNHV

2SWLRQ$3URKLELWLRQRI6PRNLQJLQDOO5HVWDXUDQW%DUVDQG.DUDRNHV ,PSDFWHG 5HVWDXUDQWV7UDGH([FOXGLQJ%DUVDQG.DUDRNHVWKHUHDUH %XVLQHVV HV 6WDNHKROGHUV DSSUR[LPDWHO\SUHPLVHVHPSOR\LQJDURXQG SHRSOHZLWKDWRWDOWXUQRYHURIDURXQG+.JPLOOLRQ VRXUFH5HSRUWRQ$QQXDO6XUYH\RI:KROHVDOH5HWDLODQG ,PSRUWDQG([SRUW7UDGHV5HVWDXUDQWVDQG+RWHOV&HQVXVDQG 6WDWLVWLFV'HSDUWPHQWDQG&RQVXOWDQW·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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  2SWLRQ$3URKLELWLRQRI6PRNLQJLQDOO5HVWDXUDQW%DUVDQG.DUDRNHV %HQHILWV 3RVVLEOHJURZWKLQUHYHQXHIURPQRQVPRNHUVYLVLWLQJWKH HVWDEOLVKPHQWVPRUH7KLVLVVXHLVGLVFXVVHGIXUWKHULQ6HFWLRQ   /RZHUH[SRVXUHWR6+6IRUWKRVHZRUNLQJLQYHQXHV3RVVLEOH EHQHILWRIVWDIIOLYHVVDYHGSHU\HDU  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQGSURSHUW\PLJKW DOVRIDOOZLWKUHGXFHGOHYHOVRIVPRNLQJ2YHUWKHODVWILYH \HDUVDQDYHUDJHRIILUHV UHTXLULQJWKHDWWHQWLRQRIWKH)LUH 6HUYLFHV'HSDUWPHQW ZHUHFDXVHGE\¶FDUHOHVVKDQGOLQJRU GLVSRVDORIFLJDUHWWHHQGVPDWFKHVFDQGOHVHWF·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

$QRSWLRQWKDWKDVEHHQWDNHQXSE\DQXPEHURIFRXQWULHVDQGPXQLFLSDOLWLHV LQLPSOHPHQWLQJVPRNHIUHHEDQVLVWKHSURYLVLRQRIVHSDUDWHO\YHQWLODWHG VPRNLQJURRPV7KHFRVWVDQGEHQHILWVRIWKLVRSWLRQDUHSUHVHQWHGLQWKH WDEOHVEHORZ7KHUHDUHKRZHYHUDQXPEHURIWHFKQLFDOLVVXHVDVVRFLDWHGZLWK UHJXODWLQJWRDOORZGHVLJQDWHGVPRNLQJURRPVDQGWKHVHDUHRXWOLQHGLQ%R[  

à  Ã7KHÃILJXUHÃRIÃ+.ÇÃÃIRUÃGDPDJHÃFDXVHGÃE\ÃILUHVÃLVÃHVWLPDWHGÃIURPÃGDWDÃRQÃWKHÃDYHUDJHÃVL]HÃRIÃUHVWDXUDQWVà ÃP à DQGÃWKHÃDYHUDJHÃFRVWVÃRIÃUHGHFRUDWLQJà FDOFXODWHGÃRQÃDÃIORRUÃDUHDÃEDVLVÃIURPÃHVWLPDWHVÃIURPÃEXLOGLQJÃSURIHVVLRQDOVÃDWÃ+.Çà ÃSHUÃPÃLQFOXGLQJÃSURIHVVLRQDOÃIHHV Ã

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 2SWLRQ$$OORZLQJ'HVLJQDWHG6HSDUDWHO\9HQWLODWHG6PRNLQJ5RRPVLQ 5HVWDXUDQW%DUVDQG.DUDRNHV

2SWLRQ$$OORZLQJ'HVLJQDWHG6HSDUDWHO\9HQWLODWHG6PRNLQJ5RRPV,Q5HVWDXUDQW %DUVDQG.DUDRNHV ,PSDFWHG 5HVWDXUDQWV7UDGH([FOXGLQJ%DUVDQG.DUDRNHVWKHUHDUH %XVLQHVV HV 6WDNHKROGHUV DSSUR[LPDWHO\SUHPLVHVHPSOR\LQJDURXQG SHRSOHZLWKDWRWDOWXUQRYHURIDURXQG+.JPLOOLRQ VRXUFH5HSRUWRQ$QQXDO6XUYH\RI:KROHVDOH5HWDLODQG ,PSRUWDQG([SRUW7UDGHV5HVWDXUDQWVDQG+RWHOV&HQVXVDQG 6WDWLVWLFV'HSDUWPHQWDQG&RQVXOWDQW·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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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

%R[ 7HFKQLFDO,VVXHV5HODWHGWR5HJXODWLQJIRU6HSDUDWHO\9HQWLODWHG6PRNLQJ 5RRPV

$VDIHOHYHORIH[SRVXUHWR6+6KDVQRWEHHQGHWHUPLQHG7KLVSUHYHQWVUHJXODWRUVIURP OHJLVODWLQJIRUD¶VDIH·OHYHORIH[SRVXUHIRUXVHUVRIWKHVHURRPVDQGVWDIIZKRVHUYLFHWKHPWR EHXVHGLQWKHGHVLJQVSHFLILFDWLRQV  6+6LVDFRPSOH[PL[RIJDVHRXVFRPSRXQGVDQGDLUERUQHSDUWLFXODWHVWKDWPD\EHPHDVXUHG XVLQJDYDULHW\RIPDUNHUVQRQHRIZKLFKDUHLGHDO6+6OHYHOVDUHLQIOXHQFHGE\DFRPSOH[ LQWHUDFWLRQRIYDULRXVIDFWRUVZKLFKFRPSOLFDWHVWKHDELOLW\RIUHJXODWRUVWROHJLVODWHIRUD VSHFLILFOHYHORI6+6LQFOXGLQJ x WKHQXPEHURIFLJDUHWWHVEHLQJVPRNHGSHUXQLWWLPH x WKHGHJUHHRIDEVRUSWLRQRI6+6FRPSRQHQWVE\IXUQLWXUHDQGRWKHUIL[WXUHVDQGILWWLQJV x URRPRFFXSDQF\DQGSK\VLFDOFRQILJXUDWLRQ x YHQWLODWLRQDLUH[FKDQJHDQGDLUUHFLUFXODWLRQUDWHV x ZKHWKHURWKHUYHQWLODWLRQV\VWHPVDUHLQRSHUDWLRQHOVHZKHUHLQWKHEXLOGLQJDQG x KRZRIWHQZLQGRZVDQGGRRUVDUHRSHQHG  *LYHQWKHKDSKD]DUGOD\RXWRIPDQ\RIWKHUHVWDXUDQWVLQ+RQJ.RQJLWLVXQOLNHO\WKDWLW ZRXOGEHWHFKQLFDOO\IHDVLEOHIRUPDQ\WRSURYLGHVHSDUDWHYHQWLODWLRQDLUFRQGLWLRQLQJIRUD VHSDUDWHVPRNLQJURRP /DP    2SWLRQ$([HPSWLQJ%DUVDQG.DUDRNHVIURPWKH6PRNLQJ%DQ

$OWKRXJKWKHUHDUHOLNHO\WREHSUREOHPVLQDSSO\LQJGHILQLWLRQVWRWKHVH GLIIHUHQWW\SHVRISUHPLVHV DVDOOEDUVDQGPRVWNDUDRNHVDUHRUZLOOEH OLFHQVHGDVUHVWDXUDQWV   LWLVFRQFHSWXDOO\SRVVLEOHWRH[FOXGH%DUVDQG .DUDRNHVIURPDJHQHUDOEDQRQVPRNLQJLQKRVSLWDOLW\YHQXHV7KHFRVWVDQG EHQHILWVRIWKLVDSSURDFKDUHSUHVHQWHGLQWKHWDEOHEHORZ

à  Ã8QGHUÃWKHÃSURSRVHGÃ.DUDRNHÃ%LOOÃDOOÃ.DUDRNHVÃZLOOÃKDYHÃWRÃREWDLQÃHLWKHUÃDÃ5HVWDXUDQWÃ/LFHQFHÃIURPÃ)(+'ÃRUÃDÃ&OXEà /LFHQFHÃIURPÃ+$'

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 2SWLRQ$([HPSWLQJ%DUVDQG.DUDRNHVIURPWKH6PRNLQJ%DQ

2SWLRQ$([HPSWLQJ%DUVDQG.DUDRNHVIURPWKH6PRNLQJ%DQ ,PSDFWHG 5HVWDXUDQWV7UDGH([FOXGLQJ%DUVDQG.DUDRNHVWKHUHDUH %XVLQHVV HV 6WDNHKROGHUV DSSUR[LPDWHO\SUHPLVHVHPSOR\LQJDURXQG SHRSOHZLWKDWRWDOWXUQRYHURIDURXQG+.JPLOOLRQ VRXUFH5HSRUWRQ$QQXDO6XUYH\RI:KROHVDOH5HWDLODQG ,PSRUWDQG([SRUW7UDGHV5HVWDXUDQWVDQG+RWHOV&HQVXVDQG 6WDWLVWLFV'HSDUWPHQWDQG&RQVXOWDQW·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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã     2SWLRQVIRU5HGXFLQJWKH,PSDFWRI6+6LQ,QGRRU:RUNSODFHV

2SWLRQ%3URSRVHG/HJLVODWLYH$PHQGPHQWV

7KHIROORZLQJWDEOHVSUHVHQWVWKHFRVWVDQGEHQHILWVDVVRFLDWHGZLWKWKH SURSRVHGOHJLVODWLYHDPHQGPHQWV

7DEOH 2SWLRQ%3URKLELWLRQRI6PRNLQJLQ2WKHU,QGRRU:RUNSODFHV

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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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¶FDUHOHVVKDQGOLQJRU GLVSRVDORIFLJDUHWWHHQGVPDWFKHVFDQGOHVHWF·LQFRPPHUFLDO SUHPLVHV$VVXPLQJWKDWDSURSRUWLRQRIWKHVHFRPPHUFLDO SUHPLVHVZHUHQRWLQGRRUZRUNSODFHVDQGWKDWVRPHZHUHQRW FDXVHGE\VPRNLQJDFRQVHUYDWLYHDVVXPSWLRQLVWKDWARI WKHVHILUHVFRXOGEHDYRLGHGWKURXJKDVPRNLQJEDQLQRIILFHV HJSHUDQQXP 1RQHRIWKHVHILUHVRYHUWKHODVWILYH\HDUV ZHUHPDMRU HJFODVVRURYHU VRLWLVHVWLPDWHGWKDWWKH GDPDJHDYRLGHGZRXOGDYHUDJH+.JSHUILUH$Q DYHUDJHRIVL[LQMXULHVSHUDQQXPZHUHDVVRFLDWHGZLWKWKHVH ILUHV HJRQHLQMXU\IRUHYHU\ILUHVRU¶·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

7KHIROORZLQJWDEOHSUHVHQWVWKHFRVWVDQGEHQHILWVRIDOORZLQJEXVLQHVVHVWR GHFLGHZKHWKHUWRSURYLGHDVHSDUDWHO\YHQWLODWHGVPRNLQJURRPLQRWKHU LQGRRUZRUNSODFHV

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 2SWLRQ%$OORZLQJ'HVLJQDWHG6HSDUDWHO\9HQWLODWHG6PRNLQJ5RRPVLQ ,QGRRU:RUNSODFHV

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

7KHIROORZLQJWDEOHSUHVHQWVWKHFRVWVDQGEHQHILWVDVVRFLDWHGZLWKDPHQGLQJ WKHFXUUHQWOHJLVODWLRQ VSHFLILFDOO\6FKHGXOHRIWKH6PRNLQJ 3XEOLF+HDOWK  2UGLQDQFH WRDOORZIRUYROXQWDU\VFKHPHVLQRIILFHVWREHOHJDOO\HQIRUFHDEOH

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 2SWLRQ%3URYLGHIRUYROXQWDU\PHDVXUHVLQZRUNSODFHVWREHOHJDOO\ HQIRUFHDEOHXQGHUWKHFXUUHQWOHJLVODWLRQ

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

2SWLRQ&3URSRVHG/HJLVODWLYH$PHQGPHQWV

7KHIROORZLQJWDEOHSUHVHQWVWKHFRVWVDQGEHQHILWVDVVRFLDWHGZLWKWKH SURSRVHGOHJLVODWLYHDPHQGPHQWV

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 2SWLRQ&%DQQLQJ6PRNLQJLQDOO6FKRROV8QLYHUVLWLHVDQG7HUWLDU\ ,QVWLWXWLRQV

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

7KHIROORZLQJWDEOHSUHVHQWVWKHFRVWVDQGEHQHILWVDVVRFLDWHGZLWKDOORZLQJ VHSDUDWHO\YHQWLODWHGVPRNLQJURRPVLQHGXFDWLRQDOIDFLOLWLHV DWWKHLU GLVFUHWLRQ 

7DEOH 2SWLRQ&/HJLVODWHWR$OORZ6PRNLQJ5RRPVLQ(GXFDWLRQDO)DFLOLWLHV

2SWLRQ&/HJLVODWHWR$OORZ6PRNLQJ5RRPVLQ(GXFDWLRQDO)DFLOLWLHV ,PSDFWHG6WDNHKROGHUV (GXFDWLRQDO6WDII,QWKHUHZHUHDSSUR[LPDWHO\ WHDFKHUVLQVFKRROVXQLYHUVLWLHVDQGWHUWLDU\LQVWLWXWLRQV +RQJ .RQJ$QQXDO'LJHVWRI6WDWLVWLFV(GLWLRQ&HQVXVDQG 6WDWLVWLFV'HSDUWPHQW   3XSLOV([FOXGLQJWKRVHLQ2SHQ8QLYHUVLW\DQGWKRVHLQ $GXOW(GXFDWLRQ,QVWLWXWLRQVWKHUHZHUHMXVWDURXQG PLOOLRQVWXGHQWVLQ6FKRROV8QLYHUVLWLHVDQG7HUWLDU\ ,QVWLWXWLRQVLQ +RQJ.RQJ$QQXDO'LJHVWRI6WDWLVWLFV (GLWLRQ&HQVXVDQG6WDWLVWLFV'HSDUWPHQW  

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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

7DEOH 2SWLRQ&$OORZIRU9ROXQWDU\6FKHPHVDW8QLYHUVLWLHVDQG7HUWLDU\ ,QVWLWXWLRQV

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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  2SWLRQ&$OORZIRU9ROXQWDU\6FKHPHVDW8QLYHUVLWLHVDQG7HUWLDU\,QVWLWXWLRQV %HQHILWV 5HGXFWLRQLQPRUWDOLW\DQGPRUELGLW\FRVWVDVVRFLDWHGZLWK SXSLOVDQGVWDIIH[SRVXUHWR6+6  /RZHUPDLQWHQDQFHDQGFOHDQLQJFRVWVRIEXLOGLQJV  &RXOGDOVROHDGWRDGHFUHDVHLQVPRNLQJUDWHVDQGWKHUHIRUHD GHFUHDVHLQDVVRFLDWHGKHDOWKDQGHFRQRPLFFRVWV  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQGSURSHUW\PLJKW DOVRIDOOZLWKUHGXFHGOHYHOVRIVPRNLQJ  2WKHU&RVWV *RYHUQPHQWFRVWVRILPSOHPHQWLQJWKHEDQ    2SWLRQVIRU5HGXFLQJWKH,PSDFWRI7REDFFR$GYHUWLVLQJDQG3URPRWLRQ

2SWLRQ'3URSRVHG/HJLVODWLYH$PHQGPHQWV

7KHIROORZLQJWDEOHVSUHVHQWWKHFRVWVDQGEHQHILWVRIWKHSURSRVHGOHJLVODWLYH DPHQGPHQWVWRUHGXFHWKHLPSDFWRIWREDFFRDGYHUWLVLQJDQGSURPRWLRQ

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 2SWLRQ'/HJLVODWLYH$PHQGPHQWVWR5HPRYH&XUUHQW([HPSWLRQVIRU +DZNHUVDQG6PDOO5HWDLOHUV

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¶)RRGDOFRKROLFGULQNVDQGWREDFFR·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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  2SWLRQ'/HJLVODWLYH$PHQGPHQWVWR5HPRYH&XUUHQW([HPSWLRQVIRU+DZNHUVDQG 6PDOO5HWDLOHUV

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

%HQHILWV 5HGXFHGXSWDNHRIVPRNLQJE\QRQVPRNHUVSDUWLFXODUO\WKH \RXQJUHVXOWLQJLQUHGXFHGKHDOWKFRVWVDQGLQFUHDVHG SURGXFWLYLW\  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQGSURSHUW\PLJKW DOVRIDOOZLWKUHGXFHGOHYHOVRIVPRNLQJ 

2WKHU&RVWV *RYHUQPHQWFRVWVLQPRQLWRULQJDQGHQIRUFLQJWKHEDQ 



à  Ã%DVHGÃRQÃWKHÃFRVWÃRIÃSULQWLQJÃDÃSRVWHUà +.ÇÃ ÃWKHÃDYHUDJHÃQXPEHUÃRIÃSRVWHUVÃSHUÃUHWDLOHUà  ÃDQGÃWKHÃSHUFHQWDJHÃRIà DGYHUWLVLQJÃPRQH\ÃWKDWÃJRHVÃWRÃWKHÃSULQWHUà È 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 2SWLRQ'/HJLVODWLYH$PHQGPHQWVWR/LPLWWKH6L]HRI3ULFH%RDUGVDQG 3ULFH0DUNHUV

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¶)RRGDOFRKROLFGULQNVDQGWREDFFR· ,QIRUPDWLRQIURPWREDFFRPDQXIDFWXUHVVXJJHVWWKDWWKH PDMRULW\RIWKHVHDUHVHOOLQJWREDFFRSURGXFWV$VVXPLQJWKDW ARIWKHVHDUHVHOOLQJWREDFFRSURGXFWVWKHQWKLVVDPH VXUYH\VXJJHVWVWKDWWKHWXUQRYHURIWKLVVHFWRUFRXOGEHDV PXFK+.JPLOOLRQDQGWKH\FRXOGHPSOR\DURXQG SHRSOH

5HFXUULQJ&RVWV 1RQH

1RQUHFXUULQJ&RVWV 5HSODFLQJFXUUHQWSULFHERDUGVDQGPDUNHUV1R LQIRUPDWLRQH[LVWVRQKRZPDQ\SULFHERDUGVDQGPDUNHUV ZRXOGKDYHWREHUHSODFHGEXWDVVXPLQJWKDWSULFH ERDUGVDQGPDUNHUVUHTXLUHUHSODFHPHQWDQGWKHFRVWRI UHSODFLQJWKHPLV+.J HVWLPDWHGFRQVHUYDWLYHO\DV OLPLWHGLQIRUPDWLRQLVDYDLODEOHRQDFWXDOFRVWV WKHQWKHWRWDO FRVWFRXOGEHDVPXFK+.JPLOOLRQ

%HQHILWV 5HGXFHGXSWDNHRIVPRNLQJE\QRQVPRNHUVSDUWLFXODUO\ WKH\RXQJUHVXOWLQJLQUHGXFHGKHDOWKFRVWVDQGLQFUHDVHG SURGXFWLYLW\  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQGSURSHUW\PLJKW DOVRIDOOZLWKUHGXFHGOHYHOVRIVPRNLQJ 

2WKHU&RVWV *RYHUQPHQWFRVWVLQPRQLWRULQJDQGHQIRUFLQJWKHEDQ 



7DEOH 2SWLRQ'/HJLVODWLYH$PHQGPHQWVWR/LPLW6DOHRI7REDFFR3URGXFWVLQ $VVRFLDWLRQZLWK2WKHU3URGXFWV

2SWLRQ'/HJLVODWLYH$PHQGPHQWWR/LPLWV6DOHRI7REDFFR3URGXFWVLQ$VVRFLDWLRQ ZLWK2WKHU3URGXFWV ,PSDFWHG%XVLQHVV HV 6WDNHKROGHUV 7REDFFR,QGXVWU\6HH%R[IRUGHWDLOVRIWKH WREDFFRLQGXVWU\7KH\ZLOOEHLPSDFWHGDVWKH\ZLOO QRWEHDEOHWRSURPRWHWKHLUSURGXFWV

5HFXUULQJ&RVWV 5HGXFWLRQLQVDOHVRIWREDFFRSURGXFWV,PSRVVLEOH WRVD\ZKDWWKLVDPHQGPHQWRQLWVRZQZLOODFKLHYH LQWHUPVRIRYHUDOOVPRNLQJUHGXFWLRQDQGKHQFH ILQDQFLDOLPSDFW

1RQUHFXUULQJ&RVWV 1RQH

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  2SWLRQ'/HJLVODWLYH$PHQGPHQWWR/LPLWV6DOHRI7REDFFR3URGXFWVLQ$VVRFLDWLRQ ZLWK2WKHU3URGXFWV

%HQHILWV 5HGXFHGXSWDNHRIVPRNLQJE\QRQVPRNHUV SDUWLFXODUO\WKH\RXQJUHVXOWLQJLQUHGXFHGKHDOWK FRVWVDQGLQFUHDVHGSURGXFWLYLW\  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQG SURSHUW\PLJKWDOVRIDOOZLWKUHGXFHGOHYHOVRI VPRNLQJ  *RYHUQPHQWFRVWVLQPRQLWRULQJDQGHQIRUFLQJWKH 2WKHU&RVWV EDQ



7DEOH 2SWLRQ'/HJLVODWLYH$PHQGPHQWVWR3UHYHQW8VHRI7REDFFR%UDQG 1DPHVLQ6SRQVRUVKLS

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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  2SWLRQ'/HJLVODWLYH$PHQGPHQWWR3UHYHQW8VHRI7REDFFR%UDQG1DPHVLQ 6SRQVRUVKLS

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

1RQUHFXUULQJ&RVWV /RVVRIWRXULVPUHYHQXH)RUWKHSXUSRVHRIWKHVWXG\LWLV HVWLPDWHGWKDWWKHORVVRIDPDMRUHYHQW V UHVXOWVLQWKHORVV RIRYHUVHDVYLVLWRUVLQWKHILUVW\HDURILPSOHPHQWDWLRQ RIWKHVWXG\  ,WLVDVVXPHGWKDWDPDMRUHYHQWZRXOGEH UHSODFHGE\DQDOWHUQDWLYHHYHQWDIWHUWKHILUVW\HDU7KLV DVVXPSWLRQLVEDVHGRQH[SHULHQFHRIWKHSUHYLRXV OHJLVODWLRQOLPLWLQJWREDFFRVSRQVRUVKLSLQ+RQJ.RQJ HJ VLQFHWKH0DUOERUR7HQQLV7RXUQDPHQWHQGHGRWKHUWHQQLV WRXUQDPHQWVKDYHQRZVWDUWHGLQ+RQJ.RQJVXFKDVWKH 6XSHU3RZHU&XSDQGWKH:DWVRQ·V:DWHU&KDOOHQJH $QRWKHUH[DPSOHRQWKH0DLQODQGLVIRUWKH&KLQHVH 1DWLRQDO)RRWEDOO/HDJXHRQFHVSRQVRUHGE\0DUOERURDQG QRZVSRQVRUHGE\3HSVL 7KHDYHUDJHSHUFDSLWDVSHQGRI YLVLWRUVWR+RQJ.RQJLV+.JPDNLQJWKHWRWDOORVVWR WKHWRXULVPVHFWRUDURXQG+.JPLOOLRQ,QIRUPDWLRQ SURYLGHGE\WKH+RQJ.RQJ7RXULVP%RDUGVXJJHVWVWKDW WKHPDMRULW\RIWKLVLVVSHQWRQUHWDLO A ZKLOHWKH UHPDLQGHURQKRWHOV A UHVWDXUDQWV A  HQWHUWDLQPHQW A WRXUV A DQG¶RWKHU· A 

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

%HQHILWV 5HGXFHGXSWDNHRIVPRNLQJE\QRQVPRNHUVSDUWLFXODUO\ \RXQJUHVXOWLQJLQUHGXFHGKHDOWKFRVWVDQGLQFUHDVHG SURGXFWLYLW\  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQGSURSHUW\PLJKW DOVRIDOOZLWKUHGXFHGOHYHOVRIVPRNLQJ 

à  ÃÃLVÃEDVHGÃRQÃWKHÃWRWDOÃQXPEHUÃRIÃDGPLVVLRQVÃIRUÃWKHÃÃ6DOHPÃ2SHQà a ÃDQGÃLQIRUPDWLRQÃIURPÃWKHÃ+RQJà .RQJÃ7RXULVPÃ%RDUGÃRQÃWKHÃSHUFHQWDJHÃRIÃRYHUVHDVÃYLVLWRUVÃZKRÃWUDYHOOHGÃWRÃ+RQJÃ.RQJÃVROHO\ÃIRUÃDÃPDMRUÃVSRUWLQJÃHYHQWà aÈÃIRUÃWKHÃ+RQJÃ.RQJÃ5XJE\Ã6HYHQV ÃDQGÃWKHÃDVVXPSWLRQÃWKDWÃRQÃDYHUDJHÃWKHVHÃYLVLWRUVÃDWWHQGHGÃDWÃOHDVWÃWZRÃGD\VÃRIà WHQQLV

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  2SWLRQ'/HJLVODWLYH$PHQGPHQWWR3UHYHQW8VHRI7REDFFR%UDQG1DPHVLQ 6SRQVRUVKLS

2WKHU&RVWV *RYHUQPHQWFRVWVLQPRQLWRULQJDQGHQIRUFLQJWKHEDQ 



7DEOH 2SWLRQ'/HJLVODWLYH$PHQGPHQWVWR$OORZ+HDOWK:DUQLQJWR&RQWDLQ 3LFWRULDODQG*UDSKLF&RQWHQWV

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

5HFXUULQJ&RVWV ,WLVLPSRVVLEOHWRVD\DWWKLVMXQFWXUHZKDWWKHFRVWVZLOOEH IRUH[DPSOHLIWKH+:%UHTXLUHVEODFNDQGZKLWHZDUQLQJV WKHQWKHFRVWPLJKWEHUHODWLYHO\VPDOO GHSHQGLQJRQWKH SULQWLQJHTXLSPHQWRIWKHILUPV ZKLOHWKHUHFXUUHQWFRVWVRI FRORXUSLFWXUHVDQGJUDSKLFVZRXOGEHVLJQLILFDQWO\KLJKHU

7KHILQDQFLDOLPSOLFDWLRQVWRWREDFFRPDQXIDFWXUHVH[WHQG EH\RQGSULQWLQJFRVWVDGGLWLRQDOURWDWLRQVRIJUDSKLFVDQG ZDUQLQJVDOVRFDXVHVWRFNRYHUKDQJVZULWHRIIVDQGUHTXLUH SURGXFWLRQVWRSSDJHV 

1RQUHFXUULQJ&RVWV $GGLWLRQDOSULQWLQJHTXLSPHQWPLJKWEHUHTXLUHGGHSHQGLQJ RQWKHQDWXUHRI+:%·VUHTXLUHPHQWVIRUWKHZDUQLQJV

%HQHILWV 5HGXFHGXSWDNHRIVPRNLQJE\QRQVPRNHUVSDUWLFXODUO\WKH \RXQJUHVXOWLQJLQUHGXFHGKHDOWKFRVWVDQGLQFUHDVHG SURGXFWLYLW\  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQGSURSHUW\PLJKW DOVRIDOOZLWKUHGXFHGOHYHOVRIVPRNLQJ 

2WKHU&RVWV *RYHUQPHQWFRVWVLQPRQLWRULQJDQGHQIRUFLQJWKHEDQ 

 

2SWLRQ'$PHQGWKH2UGLQDQFH6XEVLGLDU\5HJXODWLRQVVR7REDFFR $GYHUWLVLQJ3URPRWLRQLVOLPLWHGLQ6L]HDQGRU&RQWHQWDQGRU)UHTXHQF\

7KHIROORZLQJWDEOHSUHVHQWVWKHFRVWVDQGEHQHILWVDVVRFLDWHGZLWKDPHQGLQJ WKH2UGLQDQFH6XEVLGLDU\5HJXODWLRQVVRWKDW

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   x WREDFFRDGYHUWLVLQJLVHLWKHUUHTXLUHGWRFDUU\ODUJHUZDUQLQJV HJARI WRWDODUHD DQGRUDUHOLPLWHGLQVL]HDQGRUFRQWHQW7KLVFRXOGLQFOXGH WKHXVHRIPRUHJUDSKLFRUSLFWRULDOZDUQLQJVLQOLQHZLWKWKRVHWREH GHYHORSHGIRUFLJDUHWWHSDFNHWVDQG x WREDFFRSURPRWLRQVDUHUHVWULFWHGLQIUHTXHQF\W\SHDQGRUSULFHRIWKH SURGXFWVWKDWDUHVROGWRJHWKHUZLWKWREDFFRSURGXFWV 

7DEOH 2SWLRQ'$PHQG6XEVLGLDU\5HJXODWLRQVWRWKH2UGLQDQFHWR,QFUHDVHWKH 6L]HRI:DUQLQJVDQGRU/LPLWWKH6L]HRI$GYHUWLVLQJDQGRU&RQWHQW

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¶)RRG DOFRKROLFGULQNVDQGWREDFFR·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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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

&RVWVWRWREDFFRILUPVRIDPHQGLQJDGYHUWLVHPHQWV/LNHO\WKDW WKHFRVWZLOOEHHTXLYDOHQWWRWKHFXUUHQWFRVWDVVRFLDWHGZLWK WREDFFRDGYHUWLVLQJ HJDSSUR[LPDWHO\+.JPLOOLRQ 

%HQHILWV 5HGXFHGXSWDNHRIVPRNLQJE\QRQVPRNHUVSDUWLFXODUO\WKH \RXQJUHVXOWLQJLQUHGXFHGKHDOWKFRVWVDQGLQFUHDVHG SURGXFWLYLW\  $GGLWLRQDOUHYHQXHWRDGYHUWLVLQJDQGUHODWHGLQGXVWULHVIURP UHGHVLJQLQJWKHDGYHUWLVLQJ  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQGSURSHUW\PLJKW DOVRIDOOZLWKUHGXFHGOHYHOVRIVPRNLQJ  2WKHU&RVWV *RYHUQPHQWFRVWVLQPRQLWRULQJDQGHQIRUFLQJWKHEDQ 



7DEOH 2SWLRQ'/HJLVODWLYH$PHQGPHQWVWR/LPLW7REDFFR3URPRWLRQV IUHTXHQF\W\SHDQGRUSULFHRIWKHSURGXFWVWKDWDUHVROGWRJHWKHUZLWK WREDFFRSURGXFWV 

2SWLRQ'/HJLVODWLYH$PHQGPHQWWR/LPLW7REDFFR3URPRWLRQV ,PSDFWHG%XVLQHVV HV 6WDNHKROGHUV 7REDFFR,QGXVWU\6HH%R[IRUGHWDLOVRIWKH WREDFFRLQGXVWU\7KH\ZLOOEHLPSDFWHGDVWKH\ZLOO QRWEHDEOHWRSURPRWHWKHLUSURGXFWV

5HFXUULQJ&RVWV 5HGXFWLRQLQVDOHVRIWREDFFRSURGXFWV,PSRVVLEOH WRVD\ZKDWWKLVDPHQGPHQWRQLWVRZQZLOODFKLHYH LQWHUPVRIRYHUDOOVPRNLQJUHGXFWLRQDQGKHQFH ILQDQFLDOLPSDFW

1RQUHFXUULQJ&RVWV 1RQH

%HQHILWV 5HGXFHGXSWDNHRIVPRNLQJE\QRQVPRNHUV SDUWLFXODUO\WKH\RXQJUHVXOWLQJLQUHGXFHGKHDOWK FRVWVDQGLQFUHDVHGSURGXFWLYLW\  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQG SURSHUW\PLJKWDOVRIDOOZLWKUHGXFHGOHYHOVRI VPRNLQJ  *RYHUQPHQWFRVWVLQPRQLWRULQJDQGHQIRUFLQJWKH 2WKHU&RVWV EDQ

 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  2SWLRQ',VVXHVWULFWJXLGHOLQHVRQWKHVL]HDQGRUFRQWHQWDQGRUIUHTXHQF\RI WREDFFRDGYHUWLVLQJDQGSURPRWLRQZLWKWKHWKUHDWRIIXUWKHUUHJXODWRU\DPHQGPHQWV

7KHIROORZLQJWDEOHVSUHVHQWVWKHFRVWVDQGEHQHILWVDVVRFLDWHGZLWKLVVXLQJ VWULFWJXLGHOLQHV  x RQWKHVL]HDQGRUFRQWHQWRIWREDFFRDGYHUWLVLQJE\+DZNHUVDQG6PDOO 5HWDLOHUVZLWKWKHWKUHDWRIIXUWKHUUHJXODWRU\DPHQGPHQWVWRUHPRYHWKH FXUUHQWH[HPSWLRQVIRU+DZNHUVDQG6PDOO5HWDLOHUVLIWKHVHJXLGHOLQHVDUH QRWIROORZHG x RQWKHVL]HRISULFHERDUGVDQGSULFHPDUNHUVZLWKWKHWKUHDWRIIXWXUH UHJXODWLRQLIWKHVHJXLGHOLQHVDUHQRWIROORZHG x RQWKHIUHTXHQF\W\SHDQGRUSULFHRIWREDFFRSURPRWLRQVDQG x RQWKHW\SHDQGFRQWHQWRIWREDFFREUDQGVSRQVRUVKLS 

7DEOH 2SWLRQ',VVXHVWULFWJXLGHOLQHVRQWKHVL]HDQGRUFRQWHQWRIWREDFFR DGYHUWLVLQJE\+DZNHUVDQG6PDOO5HWDLOHUVZLWKWKHWKUHDWRIIXUWKHU UHJXODWRU\DPHQGPHQWV

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¶)RRG DOFRKROLFGULQNVDQGWREDFFR·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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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

&RVWVWRWREDFFRILUPVRIDPHQGLQJDGYHUWLVHPHQWV/LNHO\WKDW WKHFRVWZLOOEHHTXLYDOHQWWRWKHFXUUHQWFRVWDVVRFLDWHGZLWK WREDFFRDGYHUWLVLQJ HJDSSUR[LPDWHO\+.JPLOOLRQ 

%HQHILWV 5HGXFHGXSWDNHRIVPRNLQJE\QRQVPRNHUVSDUWLFXODUO\WKH \RXQJUHVXOWLQJLQUHGXFHGKHDOWKFRVWVDQGLQFUHDVHG SURGXFWLYLW\  $GGLWLRQDOUHYHQXHWRDGYHUWLVLQJDQGUHODWHGLQGXVWULHVIURP UHGHVLJQLQJWKHDGYHUWLVLQJ  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQGSURSHUW\PLJKW DOVRIDOOZLWKUHGXFHGOHYHOVRIVPRNLQJ  2WKHU&RVWV *RYHUQPHQWFRVWVLQGHVLJQLQJDQGGLVWULEXWLQJJXLGHOLQHVDQG VXEVHTXHQWPRQLWRULQJRISURJUHVV 



7DEOH 2SWLRQ',VVXH6WULFW*XLGHOLQHVRQWKH6L]HRI3ULFH%RDUGVDQG3ULFH 0DUNHUV

2SWLRQ'*XLGHOLQHVRQWKH6L]HRI3ULFH%RDUGVDQG0DUNHUV ,PSDFWHG%XVLQHVV HV  &LJDUHWWHUHWDLOWUDGHDQGPDQXIDFWXUHUV,WLVXQGHUVWRRG 6WDNHKROGHUV WKDWWKHPDMRULW\RISULFHERDUGVDQGSULFHPDUNHUVDUH SURYLGHGE\WREDFFRPDQXIDFWXUHUVWRUHWDLOHUV7KHH[FHSWLRQ DSSHDUVWREH'XW\)UHHVKRSVLQWKHDLUSRUWZKHUHWKH\ SURGXFHDQXPEHURIWKHLURZQSULFHERDUGVDQGPDUNHUV7KH $QQXDO6XUYH\RI:KROHVDOH5HWDLODQG,PSRUWDQG ([SRUW7UDGHV5HVWDXUDQWVDQG+RWHOV &HQVXVDQG6WDWLVWLFV 'HSDUWPHQW VXJJHVWWKDWWKHUHDUHDURXQG HVWDEOLVKPHQWVVHOOLQJ¶)RRGDOFRKROLFGULQNVDQGWREDFFR· ,QIRUPDWLRQIURPWREDFFRPDQXIDFWXUHVVXJJHVWWKDWWKH PDMRULW\RIWKHVHDUHVHOOLQJWREDFFRSURGXFWV$VVXPLQJWKDW ARIWKHVHDUHVHOOLQJWREDFFRSURGXFWVWKHQWKLVVDPH VXUYH\VXJJHVWVWKDWWKHWXUQRYHURIWKLVVHFWRUFRXOGEHDV PXFK+.JPLOOLRQDQGWKH\FRXOGHPSOR\DURXQG SHRSOH

5HFXUULQJ&RVWV 1RQH

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  2SWLRQ'*XLGHOLQHVRQWKH6L]HRI3ULFH%RDUGVDQG0DUNHUV

1RQUHFXUULQJ&RVWV 5HSODFLQJFXUUHQWSULFHERDUGVDQGPDUNHUV1R LQIRUPDWLRQH[LVWVRQKRZPDQ\SULFHERDUGVDQGPDUNHUV ZRXOGKDYHWREHUHSODFHGEXWDVVXPLQJWKDWSULFH ERDUGVDQGPDUNHUVUHTXLUHUHSODFHPHQWDQGWKHFRVWRI UHSODFLQJWKHPLV+.J HVWLPDWHGFRQVHUYDWLYHO\DV OLPLWHGLQIRUPDWLRQLVDYDLODEOHRQDFWXDOFRVWV WKHQWKHWRWDO FRVWFRXOGEHDVPXFK+.JPLOOLRQ

%HQHILWV 5HGXFHGXSWDNHRIVPRNLQJE\QRQVPRNHUVSDUWLFXODUO\ WKH\RXQJUHVXOWLQJLQUHGXFHGKHDOWKFRVWVDQGLQFUHDVHG SURGXFWLYLW\  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQGSURSHUW\PLJKW DOVRIDOOZLWKUHGXFHGOHYHOVRIVPRNLQJ 

2WKHU&RVWV *RYHUQPHQWFRVWVLQPRQLWRULQJDQGHQIRUFLQJWKHEDQ 



7DEOH 2SWLRQ',VVXH6WULFW*XLGHOLQHVWR/LPLW)UHTXHQF\&RQWHQWDQGRU 3ULFHRI7REDFFR3URPRWLRQV

2SWLRQ'/HJLVODWLYH$PHQGPHQWWR/LPLWV6DOHRI7REDFFR3URGXFWVLQ$VVRFLDWLRQ ZLWK2WKHU3URGXFWV ,PSDFWHG%XVLQHVV HV 6WDNHKROGHUV 7REDFFR,QGXVWU\6HH%R[IRUGHWDLOVRIWKH WREDFFRLQGXVWU\7KH\ZLOOEHLPSDFWHGDVWKH\ZLOO QRWEHDEOHWRSURPRWHWKHLUSURGXFWV

5HFXUULQJ&RVWV 5HGXFWLRQLQVDOHVRIWREDFFRSURGXFWV,PSRVVLEOH WRVD\ZKDWWKLVRSWLRQRQLWVRZQZLOODFKLHYHLQ WHUPVRIRYHUDOOVPRNLQJUHGXFWLRQDQGKHQFHKDYH DILQDQFLDOLPSDFWRQWKH7UDGH

1RQUHFXUULQJ&RVWV 1RQH

%HQHILWV 5HGXFHGXSWDNHRIVPRNLQJE\QRQVPRNHUV SDUWLFXODUO\WKH\RXQJUHVXOWLQJLQUHGXFHGKHDOWK FRVWVDQGLQFUHDVHGSURGXFWLYLW\  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQG SURSHUW\PLJKWDOVRIDOOZLWKUHGXFHGOHYHOVRI VPRNLQJ  *RYHUQPHQWFRVWVLQPRQLWRULQJDQGHQIRUFLQJWKH 2WKHU&RVWV EDQ



(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 2SWLRQ'*XLGHOLQHVIRUWKH&RQWHQWDQG7\SHRI7REDFFR6SRQVRUVKLS

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

5HFXUULQJ&RVWV /RVVRIVSRQVRUVKLSYDOXHIRUHYHQWVFXUUHQWO\VSRQVRUHG E\WREDFFREUDQGV'LIILFXOWWRHVWLPDWHZKDWWKHOHYHORI WKLVLPSDFWZRXOGEH)RUWKHSXUSRVHRIWKLVVWXG\LWLV DVVXPHGWKDWWREDFFREUDQGVSRQVRUVKLSRI+.JPLOOLRQ LVSUHYHQWHGE\WKHSURSRVHGDPHQGPHQWEXWDOWHUQDWLYH VSRQVRUVDUHIRXQGLQ EXWQRWIRUWKHWRWDOYDOXH ,WLV HVWLPDWHGWKDWARIHYHQWVILQGDOWHUQDWLYHVSRQVRUVLQWKH ILUVW\HDUDQGALQVXEVHTXHQW\HDUV 

1RQUHFXUULQJ&RVWV /RVVRIWRXULVPUHYHQXH)RUWKHSXUSRVHRIWKHVWXG\LWLV HVWLPDWHGWKDWWKHORVVRIDPDMRUHYHQW V UHVXOWVLQWKHORVV RIYLVLWRUVLQWKHILUVW\HDURILPSOHPHQWDWLRQRIWKH VWXG\ ARIWKHILJXUHXVHGLQ2SWLRQ'WRLOOXVWUDWHWKH IDFWWKDWWKHJXLGHOLQHVZRXOGEHWDUJHWHGWRZDUGVVWRSSLQJ WREDFFRVSRQVRUVKLSRIHYHQWVWKDWZRXOGDWWUDFWVLJQLILFDQW \RXWKDWWHQWLRQDQGRUEHWHOHYLVHGHWF ,WLVDVVXPHGWKDWD PDMRUHYHQW V ZRXOGEHUHSODFHGE\DQDOWHUQDWLYHHYHQW DIWHUWKHILUVW\HDU HJWKH0DUOERUR7HQQLV7RXUQDPHQWKDV QRZEHHQUHSODFHGE\WKH:RPHQ·V6XSHU3RZHU&XSDQG WKH&KLQHVH1DWLRQDO)RRWEDOO/HDJXHDJDLQVSRQVRUHGE\ 0DUOERURLVQRZVSRQVRUHGE\3HSVL 7KHDYHUDJHSHU FDSLWDVSHQGRIYLVLWRUVWR+RQJ.RQJLV+.JPDNLQJ WKHWRWDOORVVWRWKHWRXULVPVHFWRUDURXQG+.JPLOOLRQ 7KLVZLOOEHEURNHQGRZQDPRQJWKHYDULRXVWRXULVPUHODWHG VHFWRUV VHH7DEOHIRUGHWDLOV 

/RVVRIDGYHUWLVLQJUHYHQXHIRUDGYHUWLVLQJDQGUHODWHG LQGXVWULHVLQYROYHGLQWKHGHYHORSPHQWSULQWLQJDQG GLVWULEXWLRQRIDGYHUWLVLQJIRUWREDFFRVSRQVRUHGHYHQWV )RUWKHSXUSRVHRIWKLVVWXG\ZHKDYHDVVXPHGWKDWWKH YDOXHRIDGYHUWLVLQJIRUWREDFFRVSRQVRUHGHYHQWVORVWGXHWR WKLVRSWLRQLV+.JPLOOLRQ+RZHYHUZHKDYHDVVXPHG WKDWARIWKLVLVUHFRYHUHGLQWKHILUVW\HDUDQGA WKHUHDIWHUIURPRWKHUVSRQVRUVWDNLQJXSWKHVSRQVRUVKLS

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  2SWLRQ'/HJLVODWLYH$PHQGPHQWWR3UHYHQW8VHRI7REDFFR%UDQG1DPHVLQ 6SRQVRUVKLS

%HQHILWV 5HGXFHGXSWDNHRIVPRNLQJE\QRQVPRNHUVSDUWLFXODUO\ \RXQJUHVXOWLQJLQUHGXFHGKHDOWKFRVWVDQGLQFUHDVHG SURGXFWLYLW\  )LUHVDQGFRQVHTXHQWGDPDJHWRSHRSOHDQGSURSHUW\PLJKW DOVRIDOOZLWKUHGXFHGOHYHOVRIVPRNLQJ 

2WKHU&RVWV *RYHUQPHQWFRVWVLQPRQLWRULQJDQGHQIRUFLQJWKHEDQ 

      

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   ,03$&7$1$/<6,6

 ,1752'8&7,21

7KLVVHFWLRQORRNVDWWKHUHYHQXHDQGHFRQRPLFLPSDFWVRIWKHSURSRVHG DPHQGPHQWVDVZHOODVWKHYDULRXVRSWLRQVRXWOLQHGLQWKHSUHYLRXVVHFWLRQ   $3352$&+

 3UHGLFWLQJWKH)XWXUH

$Q5,$VHHNVWRSUHGLFWWKHIXWXUHLPSDFWVRIYDULRXVUHJXODWRU\DQGQRQ UHJXODWRU\RSWLRQVRQEXVLQHVVHVDQGWKHHFRQRP\DVDZKROH&OHDUO\ SUHGLFWLQJWKHIXWXUHFDQQRWEHDQH[DFWVFLHQFHWKHUHIRUHWKHDSSURDFK DGRSWHGLQWKLVVWXG\LVWR  x DVIDUDVSRVVLEOHEDVHSUHGLFWLRQVRQDFFHSWHGIDFWVRUH[SHULHQFHRIVLPLODU PHDVXUHVLQWURGXFHGRYHUVHDVRULQ+RQJ.RQJ:KHUHVXFKLQIRUPDWLRQ GRHVQRWH[LVWWKH6WXG\UHOLHVRQH[SHUWRSLQLRQDQGRULQIRUPDWLRQIURP WKHUHOHYDQWVWDNHKROGHUV x ZKHUHLWKDVQRWEHHQSRVVLEOHWRLGHQWLI\UHOHYDQWGDWDVRXUFHVWRHQDEOH WKHLPSDFWVWREHTXDQWLILHGTXDOLWDWLYHVWDWHPHQWVKDYHEHHQPDGH x H[DPLQHWKHLPSDFWVRIDOWHULQJVRPHRIWKHNH\DVVXPSWLRQVLQWKHLPSDFW DQDO\VLVWKURXJKVHQVLWLYLW\DQDO\VLV VHH6HFWLRQ   7KHUHIRUHLWVKRXOGEHVWUHVVHGWKDWWKHSUHGLFWLRQVWKDWIROORZDUHQRW LQWHQGHGWREHH[DFWSUHGLFWLRQVRIWKHIXWXUHEXWUDWKHUWRLOOXVWUDWHWKHUDQJH DQGH[WHQWRISRVVLEOHIXWXUHLPSDFWVRIWKHSURSRVHGPHDVXUHVDQGRSWLRQV LGHQWLILHGWRLQIRUPGHFLVLRQPDNHUV   9DOXHRI+XPDQ/LIH

7KHYDOXHRIKXPDQOLIHXVHGLQULVNDVVHVVPHQWVWXGLHVLQ+RQJ.RQJLV+.J PLOOLRQ7KLVYDOXHLVEDVHGRQSUHYLRXVUHVHDUFKLQWRWKHYDOXDWLRQRI KXPDQOLIHLQWKH8.5HFHQWYDOXHRIOLIHUHVHDUFKIRUWKH+RQJ.RQJ&LYLO (QJLQHHULQJ'HSDUWPHQWKDVVXEVWDQWLDWHGWKLVYDOXH *(25HSRUW1R   +RZHYHUJLYHQWKHXQFHUWDLQWLHVVXUURXQGLQJWKHOLNHO\WLPLQJDQGQXPEHU RIOLYHVVDYHG IURPERWKUHGXFLQJH[SRVXUHWR6+6DQGUHGXFHGVPRNLQJ UDWHV ZHKDYHQRWLQFOXGHGDQ\OLYHVVDYHGLQWKHPDLQDQDO\VLVRIWKH RSWLRQVXQGHUFRQVLGHUDWLRQ1RQHWKHOHVVZKHUHDSSURSULDWHZHKDYHWULHG WRLOOXVWUDWHWKHOLNHO\LPSDFWRIWKHLQFOXVLRQRIWKHVHEHQHILWVWRWKHPDLQ DQDO\VLV7KLVLVGRQHE\FDOFXODWLQJKRZPDQ\OLYHVZRXOGKDYHWREHVDYHG IRUDQRSWLRQWREHFRPH¶FRVWHIIHFWLYH· HJZKHUHWKHEHQHILWVH[FHHGWKH FRVWV   ,QRUGHUWRSXWWKLVVWDWLVWLFDOYDOXHRIOLIHLQSHUVSHFWLYH(50FRQVXOWHGZLWK WKH,QVXUDQFH$XWKRULW\LQ+RQJ.RQJUHJDUGLQJSD\RXWVWRZRUNHUVLQWKH

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  HYHQWRIDFFLGHQWDOGHDWKXQGHUZRUNHUVFRPSHQVDWLRQLQVXUDQFH7KH PD[LPXPSD\RXWLQ WKHODWHVW\HDUVIRUZKLFKILJXUHVZHUHDYDLODEOH  IRUDFFLGHQWDOGHDWKZDV+.JPLOOLRQ   (FRQRPLFDQG5HYHQXH,PSDFW$QDO\VHV

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x ,WHPVVXFKDVWKHYDOXHRIVWDWLVWLFDOOLIHZKLFKLVLQFOXGHGWRUHSUHVHQW VRFLHW\·VYDOXHRIOLIHFDQEHLQFOXGHGLQDQHFRQRPLFDQDO\VLVEXWQRWLQ WKHUHYHQXHLPSDFWDVVHVVPHQW7KLVLVEHFDXVHZKLOVWWKHORVVRIDOLIHKDV PDQ\FRVWV LQFOXGLQJHPHUJHQF\VHUYLFHVFRVWVKRVSLWDOWUHDWPHQWRU PRUWXDU\FRVWVORVWZRUNRXWSXWIURPWKHSHUVRQDQGWKHSDLQDQG VXIIHULQJRIUHODWLYHVDQGIULHQGV WKHRZQHURIWKHHVWDEOLVKPHQWLQZKLFK WKHSHUVRQGLHGZLOOQRWSD\IRUWKHP  x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

 ,QWURGXFWLRQ

7KHIROORZLQJVHFWLRQVRXWOLQHWKHDSSURDFKDQGUHVXOWVRIWKHUHYHQXHLPSDFW DQDO\VLV,WVKRXOGEHQRWHGWKDWDQXPEHURIWKHDVVXPSWLRQVXQGHUO\LQJWKH DSSURDFKHVRXWOLQHGEHORZDUHH[DPLQHGLQWKHVHQVLWLYLW\DQDO\VLV VHH 6HFWLRQ WRVHHZKDWLPSDFWDFKDQJHLQWKHLUYDOXHVPLJKWKDYHRQWKH VHFWRU,QDGGLWLRQZHKDYHH[DPLQHGWKHLPSDFWRQLQGLYLGXDOSUHPLVHVDV SDUWRIWKHGLVWULEXWLYHDQDO\VLV VHH6HFWLRQ 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã    5HYHQXH,PSDFWVLQ+RVSLWDOLW\9HQXHV

$ODUJHQXPEHURIVWXGLHVXVLQJDYDULHW\RIPHWKRGRORJLHVKDYHH[DPLQHG WKHHIIHFWRIVPRNLQJEDQVRQWKHKRVSLWDOLW\LQGXVWU\$QXPEHURIWKHVH KDYHEHHQVXPPDULVHGLQ7DEOH%LQ$QQH[%7KLVWDEOHVXPPDULVHVWKH RXWFRPHVIURPYDULRXVVWXGLHVDVZHOODVSURYLGLQJVRPHFRPPHQWRQWKH W\SHRIVWXG\7KHPDLQFRQFOXVLRQVWKDWFDQEHGUDZQIURPWKLVOLWHUDWXUH UHYLHZDUH  x DFWXDOVDOHVGDWD EDVHGRQWD[DEOHVDOHVGDWDEHIRUHDQGDIWHUWKH LPSRVLWLRQRIDVPRNLQJEDQ VXJJHVWVWKDWVPRNLQJEDQVGRQRWKDYHD ORQJWHUPQHJDWLYHLPSDFWRQUHVWDXUDQWDQGEDUUHYHQXHVDQG SURILWDELOLW\DOWKRXJKVRPHVKRUWWHUPLPSDFWVKDYHEHHQLGHQWLILHG1R LQIRUPDWLRQRQWKHLPSDFWRQNDUDRNHVZDVDYDLODEOHIURPWKHOLWHUDWXUH DQG  x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´UHVWDXUDQWRZQHUVFRXOGH[SHFWDQLQFUHDVHLQFXVWRPHUVLIVPRNLQJZDV EDQQHGLQDOOUHVWDXUDQWV7KLVLVEHFDXVHWKHSURSRUWLRQRISHRSOHZKRZRXOG JRPRUHRIWHQLVPXFKJUHDWHUWKDQWKHSURSRUWLRQZKRZRXOGJROHVVµ,Q DGGLWLRQDVXUYH\RIKRXVHKROGVUHSRUWHGLQ+HGOH\HWDO  E IRXQG WKDWARIUHVSRQGHQWZRXOGQRWFKDQJHWKHLUHDWLQJSDWWHUQAZRXOGHDW RXWPRUHDQGRQO\AZRXOGHDWRXWOHVV6XEVHTXHQWDQDO\VLVRIWKLVVXUYH\ E\+HGOH\HWDO  E VXJJHVWHGWKDWEXVLQHVVZRXOGLQFUHDVHE\A LQ WHUPVRIPHDOVFRQVXPHGSHUZHHN   $QRWKHUVXUYH\XQGHUWDNHQE\WKH+RQJ.RQJ3RO\WHFKQLF8QLYHUVLW\ EHWZHHQDQG-XO\VXJJHVWVWKDWARIWKHSRSXODWLRQVXSSRUWD EDQLQUHVWDXUDQWVALQEDUVDQGALQNDUDRNHV  7KHUHIRUHLQXQGHUWDNLQJWKLVVWXG\ZHKDYHDGRSWHGWKHIROORZLQJDSSURDFK DQGDVVXPSWLRQV  x 2SWLRQ$3URSRVHG/HJLVODWLYH$PHQGPHQWV:HKDYHDVVXPHGWKDW WKHUHLVQRUHYHQXHLPSDFWRQUHVWDXUDQWVDQGEDUVGXHWRWKHSURSRVHG DPHQGPHQWV:HKDYHPDGHWKLVDVVXPSWLRQDVWKHZHLJKWRIHYLGHQFH JDWKHUHGIURPWUDFNLQJVDOHVGDWDEHIRUHDQGDIWHUDFWXDOEDQV VXJJHVWV WKDWGHVSLWHVXUYH\EDVHGSUHGLFWLRQVWRWKHFRQWUDU\VXFKVPRNLQJEDQV

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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x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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  x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

7DEOH 5HYHQXH,PSDFWWR+RVSLWDOLW\7UDGH

2SWLRQ 1HW3UHVHQW9DOXH +.=PLOOLRQV  %HQHILWWR&RVW5DWLR ! SRVLWLYH  2SWLRQ$3URSRVHG$PHQGPHQWV x 5HVWDXUDQWV  f x %DUV  f x .DUDRNHV   2YHUDOO   &RPPHQW x /LNHO\WREHDQXQGHUHVWLPDWHRIEHQHILWVWRYHQXHVDVGRHVQRWLQFOXGHOHVV GD\VRIIGXHWRQRVWDIIH[SRVXUHWR6+6 2SWLRQ$$OORZVHSDUDWHO\YHQWLODWHGVPRNLQJURRPV x 5HVWDXUDQWV   x %DUV   x .DUDRNHV   2YHUDOO   &RPPHQW x (TXDOLW\LVVXHVDVVRPHSUHPLVHVZLOOQRWEHDEOHWRLQVWDOOVPRNLQJURRPV H[DPLQHGLQ6HFWLRQ   x 6RPHVWDIIVWLOOH[SRVHGWR6+6 DOWKRXJKWROHVVHUH[WHQW  2SWLRQ$([HPSW%DUVDQG.DUDRNHV x 5HVWDXUDQWV   x %DUV   x .DUDRNHV   2YHUDOO   &RPPHQW x %DUDQG.DUDRNHVWDIIVWLOOH[SRVHGWR6+6,IPRUHVPRNHUVYLVLWEDUVDQG NDUDRNHVWKHQWKLVPLJKWUHVXOWLQDGGLWLRQDOSURGXFWLYLW\DQGRWKHUORVVHV UHODWHGWRVPRNLQJDQGH[SRVXUHWR6+6 x 'LIILFXOW\LQGHILQLQJDEDUPLJKWOHDGWRVRPHUHVWDXUDQWVUHFODVVLI\LQJWR EHH[HPSWHG   5HYHQXH,PSDFWVWR2WKHU,QGRRU:RUNSODFHV

,WKDVQRWEHHQSRVVLEOHWRLGHQWLI\WKHQXPEHURIFRPSDQLHV DQGWKHLU UHYHQXHDQGSURILWDELOLW\ WKDWZLOOEHLPSDFWHGE\WKHSURSRVHG

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  DPHQGPHQWV+RZHYHUWKH4XDUWHUO\+RXVHKROG6XUYH\ 0HUFDGR6ROXWLRQ $VLD /WG HVWLPDWHGWKDWPLOOLRQZRUNHUVZRUNLQRIILFHVZKHUH VPRNLQJLVSHUPLWWHGLQGRRUVPLOOLRQVWDIIDUHH[SRVHGWR6+6LQWKH LQGRRURIILFHHQYLURQPHQWDQGWKDWARIWKHVPRNHUVZRUNPDLQO\ LQGRRUV7KHUHIRUHZHKDYHDGRSWHGWKHIROORZLQJDSSURDFKDQG DVVXPSWLRQVLQHVWLPDWLQJWKHUHYHQXHLPSDFWVRQFRPSDQLHVLQ+RQJ.RQJ IXUWKHUGHWDLOVRIWKHFDOFXODWLRQVXQGHUO\LQJWKHVHDVVXPSWLRQVFDQEHIRXQG LQ7DEOHVB   x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x 2SWLRQ%$OORZLQJ'HVLJQDWHG6PRNLQJ5RRPV:HKDYHDVVXPHGWKDW MXVWRYHUZRUNGD\VSHUDQQXPDUHVDYHGGXHWRWKHIDFWWKDWLQGRRU ZRUNHUVDUHQRORQJHUH[SRVHGWR6+6LQRIILFHV RUGD\VSHUZRUNHU H[SRVHGWR6+6SHUDQQXP DQGWKDWFRPSDQLHVLQVWDOOVHSDUDWHO\ YHQWLODWHGVPRNLQJURRPV  )XUWKHUZHKDYHDVVXPHGWKDWFRPSDQLHVVDYH+.JPLOOLRQRIVWDII PHGLFDOFRVWVDVDUHVXOWRIUHGXFHGH[SRVXUHWR6+6  ,QDGGLWLRQZHKDYHDVVXPHGWKDWDQRVPRNLQJSROLF\LQLQGRRU ZRUNSODFHVZRXOGUHGXFHWKHQXPEHURIILUHVE\EXWQRWUHGXFHDQ\ LQMXULHVRYHUDOO  x 2SWLRQ%3URYLGHIRUYROXQWDU\PHDVXUHVWREHOHJDOO\HQIRUFHDEOH1R LQIRUPDWLRQLVDYDLODEOHRQKRZPDQ\RIILFHVZRXOGLPSOHPHQWDQR VPRNLQJSROLF\LILWZDVOHJDOO\HQIRUFHDEOH,QDGGLWLRQWKHFRVWVDQG EHQHILWVRIGRLQJVRZRXOGQRWEHWKHGLUHFWUHVXOWRIWKHFKDQJHLQ UHJXODWLRQEXWRIWKHLQGLYLGXDOFRPSDQ\·VGHFLVLRQ$VVXFKZHKDYHQRW HVWLPDWHGWKHFRVWVDQGEHQHILWVRIWKLVRSWLRQ  7KHUHVXOWVRIWKHUHYHQXHLPSDFWDQDO\VLV LQUHODWLRQWR2SWLRQV%WR% DUH SUHVHQWHGLQ7DEOHEHORZZKLOHWKHFDOFXODWLRQVKHHWVFDQEHIRXQGLQ 7DEOHV'DQG'LQ$QQH['

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 5HYHQXH,PSDFWRQ&RPSDQLHVZLWK,QGRRU:RUNSODFHV

2SWLRQ 1HW3UHVHQW9DOXH +.=PLOOLRQV  %HQHILWWR&RVW5DWLR ! SRVLWLYH  2SWLRQ%3URSRVHG$PHQGPHQWV    &RPPHQW x &RXOGEHFRVWVRUEHQHILWVDVVRFLDWHGZLWKKRZFXUUHQWO\GHVLJQDWHG VPRNLQJURRPVZRXOGEHXVHGDIWHUWKHLPSOHPHQWDWLRQRIWKH SURSRVHGDPHQGPHQW HJEXLOGLQJFRVWVYVEHQHILWVIURPXVLQJ DGGLWLRQDOVSDFH  x 3UREDEO\DQXQGHUHVWLPDWHRIEHQHILWVDVLWGRHVQRWLQFOXGH x UHGXFHGPDLQWHQDQFHDQGFOHDQLQJFRVWV x EHQHILWVDULVLQJ SURGXFWLYLW\DQGORZHUPRUELGLW\ IURPORZHU VPRNLQJUDWHVGXHWRWKHDGGHGLQFHQWLYHWRJLYHXSSURYLGHGE\D QRVPRNLQJRIILFHHQYLURQPHQW 2SWLRQ%$OORZVHSDUDWHO\YHQWLODWHGVPRNLQJURRPV    &RPPHQW x &OHDQLQJVWDIIZRXOGVWLOOEHH[SRVHGWR6+6 x 'RHVQRWLQFOXGHPDLQWHQDQFHDQGFOHDQLQJFRVWVRIVPRNLQJURRPV 2SWLRQ%3URYLGHIRUQRVPRNLQJSROLFLHVWREHOHJDOO\HQIRUFHDEOH &RPPHQW x ,PSRVVLEOHWRHVWLPDWHKRZPDQ\RIILFHVZRXOGLPSOHPHQWEDQVLI WKH\ZHUHOHJDOO\HQIRUFHDEOH x &RXOGHQDEOHODQGORUGVWRGHVLJQDWHEXLOGLQJVRUDUHDVRIEXLOGLQJV DVQRVPRNLQJ DVZHOODVFRPSDQLHV DQGDOVRDOORZWKHPWRSURYLGH VHSDUDWHYHQWLODWLRQIRUGHVLJQDWHGVPRNLQJURRPLIWHQDQWVGHPDQG WKHP   5HYHQXH,PSDFWVWR(GXFDWLRQDO(VWDEOLVKPHQWV

,WKDVQRWEHHQSRVVLEOHZLWKLQWKHFRQWH[WRIWKLVVWXG\WRTXDQWLI\WKH UHYHQXHLPSDFWVRQHGXFDWLRQDOHVWDEOLVKPHQWVGXHWRDODFNRIGDWDRQ RSHUDWLQJFRVWVDQGRQWKHFXUUHQWVLWXDWLRQ UHJDUGLQJQRVPRNLQJSROLFLHV  LQWKHVHHVWDEOLVKPHQWV  +RZHYHU2SWLRQ& SURSRVHGDPHQGPHQWV LVOLNHO\WRKDYHRQO\UHYHQXH EHQHILWVWRVFKRROVDQGXQLYHUVLWLHVWKURXJK  x ORZHUPRUELGLW\FRVWVDVVRFLDWHGZLWK6+6H[SRVXUHRIVWDIIDQGSXSLOV x ORZHUPDLQWHQDQFHDQGFOHDQLQJFRVWVRIEXLOGLQJVDQG x OHVVILUHVGXHWRFLJDUHWWHVPRNLQJ  2SWLRQ& DOORZLQJVHSDUDWHYHQWLODWHGVPRNLQJURRPV FRXOGKDYHVRPH FRVWVDVVRFLDWHGZLWKWKRVHHVWDEOLVKPHQWVWKDWFKRRVHWRLQVWDOOVHSDUDWHO\ YHQWLODWHGVPRNLQJEXWDQXPEHURIEHQHILWVLQFOXGLQJ  x ORZHUPRUELGLW\FRVWVDVVRFLDWHGZLWK6+6H[SRVXUHRIVWDIIDQGSXSLOV DOWKRXJKWKHLPSDFWVRQVWDIILQYROYHGLQFOHDQLQJVPRNLQJURRPVPLJKW EDODQFHWKLVRXW  x ORZHUPDLQWHQDQFHDQGFOHDQLQJFRVWVRIEXLOGLQJV DOWKRXJKWKLVPLJKWEH PDWFKHGE\WKHFRVWVDVVRFLDWHGZLWKRSHUDWLQJPDLQWDLQLQJDQGFOHDQLQJ DQ\VPRNLQJURRPVLQVWDOOHG DQG x OHVVILUHVGXHWRFLJDUHWWHVPRNLQJ DOWKRXJKWKRVHHVWDEOLVKPHQWV LQVWDOOLQJVPRNLQJURRPVPLJKWKDYHDKLJKHUULVNRIILUH  

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  2SWLRQ& DOORZLQJ8QLYHUVLWLHVDQG7HUWLDU\,QVWLWXWLRQVWRKDYHYROXQWDU\ VFKHPHV ZLOOQRWKDYHDQ\UHYHQXHFRVWVGLUHFWO\DVVRFLDWHGZLWKWKHRSWLRQV EXWDQXPEHURIEHQHILWVLQVFKRROV H[FOXGLQJ8QLYHUVLWLHVDQG7HUWLDU\ ,QVWLWXWLRQV   x ORZHUPRUELGLW\FRVWVDVVRFLDWHGZLWK6+6H[SRVXUHRIVWDIIDQGSXSLOV x ORZHUPDLQWHQDQFHDQGFOHDQLQJFRVWVRIEXLOGLQJVDQG x OHVVILUHVGXHWRFLJDUHWWHVPRNLQJ  ,QVXPPDU\WKHUHYHQXHLPSDFWVRI2SWLRQV&DUHOLNHO\WREHORZHVWDQG 2SWLRQ&WKHKLJKHVWZLWK2SWLRQ&VRPHZKHUHLQEHWZHHQ GHSHQGLQJRQ KRZPDQ\8QLYHUVLWLHVDQG7HUWLDU\,QVWLWXWLRQVGHFLGHWRLPSOHPHQWQR VPRNLQJSROLFLHV    5HYHQXH,PSDFWVWR+DZNHUVDQG6PDOO5HWDLOHUV

7KHSURSRVHGDPHQGPHQWVDQGRSWLRQVXQGHUFRQVLGHUDWLRQZRXOGQRW SURYLGHDQ\UHYHQXHEHQHILWVWRKDZNHUVDQGVPDOOUHWDLOHUV,QHVWLPDWLQJ WKHOLNHO\FRVWVWRKDZNHUVDQGVPDOOUHWDLOHUVWKHIROORZLQJDSSURDFKKDV EHHQDGRSWHG  x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x 2SWLRQ'5HJXODWLQJWKHVL]HDQGRUFRQWHQWRIWREDFFRDGYHUWLVLQJ :HKDYHDVVXPHGWKDWVRPH+DZNHUVDQGVPDOOUHWDLOHUVZKRDUH FXUUHQWO\GLVSOD\LQJWREDFFRDGYHUWLVLQJKDYHWRUHSODFHDOOWKHLUFXUUHQW DGYHUWLVLQJDWDQDYHUDJHFRVWIRUKDZNHUVRI+.JDQGVPDOOUHWDLOHUV RI+.J  x 2SWLRQ',VVXLQJJXLGHOLQHVRQWKHVL]HDQGRUFRQWHQWRIWREDFFR DGYHUWLVLQJ:HKDYHDVVXPHGWKDWVRPH+DZNHUVDQGVPDOO UHWDLOHUVZKRDUHFXUUHQWO\GLVSOD\LQJWREDFFRDGYHUWLVLQJKDYHWRUHSODFH DOOWKHLUFXUUHQWDGYHUWLVLQJDWDQDYHUDJHFRVWIRUKDZNHUVRI+.J DQGVPDOOUHWDLOHUVRI+.J

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   7KHUHVXOWVRIWKHUHYHQXHLPSDFWDQDO\VLV LQUHODWLRQWR2SWLRQV%WR% DUH SUHVHQWHGLQ7DEOHEHORZZKLOHWKHFDOFXODWLRQVKHHWVFDQEHIRXQGLQ 7DEOHV'WR'LQ$QQH['

7DEOH 5HYHQXH,PSDFWRQ+DZNHUVDQG6PDOO5HWDLOHUV

2SWLRQ 1HW3UHVHQW9DOXH +.=PLOOLRQV  %HQHILWWR&RVW5DWLR ! SRVLWLYH  2SWLRQ'3URSRVHG$PHQGPHQWV    &RPPHQW x &RXOGLPSDFWWKHOLYHOLKRRGRIKDZNHUVDQGVPDOOUHWDLOHUVVHH DQDO\VLVLQ6HFWLRQ  2SWLRQ'5HJXODWH6L]HDQGRU&RQWHQWRI7REDFFR$GYHUWLVLQJ    &RPPHQW x $UJXDEOHZKHWKHUDOOWKHFRVWVRIUHSODFLQJFXUUHQWDGYHUWLVLQJZRXOG IDOORQWKHKDZNHUVDQGVPDOOUHWDLOHUVDQGRUZKHWKHUVXFKFRVWVDUH DOODGLUHFWUHVXOWRIWKHSURSRVHGRSWLRQ VRPHDGYHUWLVLQJLVOLNHO\WR EHUHSODFHGUHJDUGOHVVRIUHJXODWRU\FKDQJHV $VVXFKFRVWLPSDFW FRXOGEHORZHU x :RXOGUHTXLUHFDUHIXOO\GUDIWHGOHJLVODWLRQWRPLQLPLVHWKH DGYHUWLVLQJLPSDFWRQ\RXWKPLJKWQRWEHSRVVLEOH 2SWLRQ',VVXH*XLGHOLQHVRQWKH6L]HDQGRU&RQWHQWRI7REDFFR$GYHUWLVLQJ    &RPPHQW x $UJXDEOHZKHWKHUDOOWKHFRVWVRIUHSODFLQJFXUUHQWDGYHUWLVLQJZRXOG IDOORQWKHKDZNHUVDQGVPDOOUHWDLOHUVDQGRUZKHWKHUVXFKFRVWVDUH DOODGLUHFWUHVXOWRIWKHSURSRVHGRSWLRQ VRPHDGYHUWLVLQJLVOLNHO\WR EHUHSODFHGUHJDUGOHVVRIUHJXODWRU\FKDQJHV $VVXFKFRVWLPSDFW FRXOGEHORZHU x :RXOGUHTXLUHFDUHIXOO\GUDIWHGJXLGHOLQHVWRPLQLPLVHWKH DGYHUWLVLQJLPSDFWRQ\RXWKPLJKWQRWEHSRVVLEOH   5HYHQXH,PSDFWVWR$GYHUWLVHUVDQG5HODWHG,QGXVWULHV

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x 2SWLRQ'3URSRVHG/HJLVODWLYH$PHQGPHQWV:HKDYHFDOFXODWHGWKH DYHUDJHVSHQGSHUDQQXPRQWREDFFRDGYHUWLVLQJIRUKDZNHUVDQGVPDOO UHWDLOHUVDV+.JPLOOLRQ7KLVLVEDVHGRQWKHFRVWRISULQWLQJDSRVWHU +.J WKHDYHUDJHQXPEHURISRVWHUVSHUUHWDLOHUKDZNHU  DQGWKH SHUFHQWDJHRIDGYHUWLVLQJPRQH\WKDWJRHVWRWKHSULQWHU A 7KXVA RIWKLVPRQH\JRHVWRDGYHUWLVLQJILUPVDQGAWRSULQWHUV:HKDYH DVVXPHGWKDWDIWHU\HDURQHWKH\UHFRYHUARIWKLVORVWUHYHQXHIURP

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  RWKHUVRXUFHVEXWWKH\QHYHUUHFRYHUARIWKLVUHYHQXH DVWKHUHPRYDO RIDQDGYHUWLVHUIURPWKHPDUNHWZRXOGORZHUWKHGHPDQGIRUVXFK VHUYLFHVDQGWKXVORZHUWKHSULFH   x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x 2SWLRQ'5HJXODWLQJWKHVL]HDQGRUFRQWHQWRIWREDFFRDGYHUWLVLQJ :HKDYHDVVXPHGWKDWWKHUHDUHQRDGGLWLRQDOFRVWVWRDGYHUWLVLQJILUPV DQGSULQWLQJILUPVIURPUHJXODWLQJWKHVL]HDQGRUFRQWHQW DOWKRXJKWKHUH PLJKWEHVRPHEHQHILWVIURPQHZDGYHUWLVLQJEHLQJUHTXLUHGWKHVHPLJKW EHFDQFHOOHGRXWE\HLWKHUWKHVPDOOHUVL]HDQGRUTXDQWLW\RIWKH DGYHUWLVLQJ   x 2SWLRQ',VVXLQJJXLGHOLQHVRQWKHVL]HDQGRUFRQWHQWRIWREDFFR DGYHUWLVLQJ:HKDYHDVVXPHGWKDWWKHUHDUHQRDGGLWLRQDOFRVWVWR DGYHUWLVLQJILUPVDQGSULQWLQJILUPVIURPUHVWULFWLQJWKHVL]HDQGRU FRQWHQW DOWKRXJKWKHUHPLJKWEHVRPHEHQHILWVIURPQHZDGYHUWLVLQJ EHLQJUHTXLUHGWKHVHPLJKWEHFDQFHOOHGRXWE\HLWKHUWKHVPDOOHUVL]H DQGRUTXDQWLW\RIWKHDGYHUWLVLQJ   x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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 5HYHQXH,PSDFWWR$GYHUWLVLQJDQG5HODWHG,QGXVWULHV

2SWLRQ 1HW3UHVHQW9DOXH +.=PLOOLRQV  %HQHILWWR&RVW5DWLR 2SWLRQ'8'3URSRVHG$PHQGPHQWV x $GYHUWLVLQJ$JHQFLHV   x 3ULQWHUVDQGUHODWHG   &RPPHQW x $VVXPHVWKDWDGYHUWLVHUVQHYHUUHJDLQDOOORVWUHYHQXHIURPRWKHU VRXUFHV 2SWLRQ'8'5HJXODWH6L]HDQGRU&RQWHQWRI7REDFFR$GYHUWLVLQJ x $GYHUWLVLQJ$JHQFLHV   x 3ULQWHUVDQGUHODWHG   &RPPHQW x 1RQHWFRVWVRUEHQHILWVSUHGLFWHGIRUDGYHUWLVHUVRUSULQWHUVRI 2SWLRQ'LPSDFWVDUHIURPEDQQLQJWREDFFRVSRQVRUVKLS '  2SWLRQ'8',VVXH*XLGHOLQHVRQWKH6L]HDQGRU&RQWHQWRI7REDFFR$GYHUWLVLQJ x $GYHUWLVLQJ$JHQFLHV   x 3ULQWHUVDQGUHODWHG   &RPPHQW x 1RQHWFRVWVRUEHQHILWVSUHGLFWHGIRUDGYHUWLVHUVRUSULQWHUVRI 2SWLRQ'LPSDFWVDUHIURPOLPLWLQJWREDFFRVSRQVRUVKLS '    5HYHQXH,PSDFWWR7RXULVP7UDGH

)RUWKHSXUSRVHRIWKLVVWXG\ZHKDYHDVVXPHGWKDWWKHSURSRVHG DPHQGPHQWVDQGRSWLRQVGRQRWJHQHUDWHDQ\DGGLWLRQDOWRXULVWVEXWLIWKH ORVVRIVSRQVRUVKLSPRQH\UHVXOWVLQWKHORVVRIRQHRUVHYHUDOHYHQWV VSRUWLQJ RURWKHUZLVH WKHQIHZHUYLVLWRUVPLJKWWUDYHOWR+RQJ.RQJ,QIRUPDWLRQ IURPWKH+RQJ.RQJ7RXULVP%RDUGVXJJHVWVWKDWIRUDPDMRULQWHUQDWLRQDO VSRUWLQJHYHQW WKH+RQJ.RQJ5XJE\6HYHQV WKHSHUFHQWDJHRIDWWHQGHHV IURPRYHUVHDV ZKRVHPDLQSXUSRVHLQYLVLWLQJZDVWRDWWHQGWKHHYHQW LV DURXQGARIWKHWRWDO$VVXFKLQHVWLPDWLQJWKHOLNHO\FRVWVWRWKHWRXULVP LQGXVWU\WKHIROORZLQJDSSURDFKKDVEHHQDGRSWHG  x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x 2SWLRQ',VVXLQJ*XLGHOLQHVRQWKH7\SHRI7REDFFR6SRQVRUVKLS:H KDYHDVVXPHGWKDWWKHLVVXLQJRIJXLGHOLQHVUHVXOWVLQWKHWHPSRUDU\ORVVRI RYHUVHDVYLVLWRUV DVDUHVXOWRIRQHRUPRUHHYHQWVEHLQJFDQFHOOHGLQ WKHILUVW\HDU :HKDYHXVHGDORZHUQXPEHUWKDQXQGHU2SWLRQ'WR LOOXVWUDWHWKHIDFWWKDWJXLGHOLQHVFRXOGEHXVHGWROLPLWEUDQGQDPH VSRQVRUVKLSWRHYHQWVWKDWDUHXQOLNHO\WRDWWUDFWVLJQLILFDQW\RXWKDWWHQWLRQ DQGRUEHWHOHYLVHGHWF$IWHUWKHILUVW\HDUDQRWKHUVSRQVRULVIRXQGIRU WKHHYHQW V DQGWKHVDPHQXPEHURIYLVLWRUVUHWXUQ 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  )XUWKHUZHKDYHXVHGLQIRUPDWLRQIURPWKH+RQJ.RQJ7RXULVP%RDUGRQ WKHSHUFDSLWDVSHQG +.J DQGEUHDNGRZQRIDYHUDJHVSHQG EHWZHHQUHWDLOKRWHOVUHVWDXUDQWVHQWHUWDLQPHQWWRXUVHWF WRHVWLPDWHWKH LPSDFWRQWKHYDULRXVWRXULVPVHFWRUV  7KHUHVXOWVRIWKHUHYHQXHLPSDFWDQDO\VLV LQUHODWLRQWR2SWLRQV'DQG ' DUHSUHVHQWHGLQ7DEOHEHORZZKLOHWKHFDOFXODWLRQVKHHWVFDQEH IRXQGLQ7DEOHV'WR'LQ$QQH['

7DEOH 5HYHQXH,PSDFWVRQ7RXULVP7UDGH

2SWLRQ 1HW3UHVHQW9DOXH +.=PLOOLRQV  %HQHILWWR&RVW5DWLR ! SRVLWLYH  2SWLRQ'3URSRVHG$PHQGPHQWV x 5HWDLO6HFWRU   x +RWHO6HFWRU   x 5HVWDXUDQW6HFWRU   x (QWHUWDLQPHQW6HFWRU   x 7RXU2SHUDWRUV   x ¶2WKHU·WRXULVP   LQGXVWULHV x 2YHUDOO   &RPPHQW x $VVXPHVWKDWHYHQW V ILQGDOWHUQDWLYHVSRQVRUVDQGYLVLWRUVUHWXUQ DIWHUILUVW\HDU 2SWLRQ',VVXH*XLGHOLQHVRQ7REDFFR6SRQVRUVKLS x 5HWDLO6HFWRU   x +RWHO6HFWRU   x 5HVWDXUDQW6HFWRU   x (QWHUWDLQPHQW6HFWRU   x 7RXU2SHUDWRUV   x ¶2WKHU·WRXULVP   LQGXVWULHV x 2YHUDOO   &RPPHQW x $VVXPHVWKDWHYHQW V ILQGDOWHUQDWLYHVSRQVRUVDQGYLVLWRUVUHWXUQ DIWHUILUVW\HDU EXWWKDWOHVVHYHQWVDUHLPSDFWHGWKDQXQGHU2SWLRQ '    5HYHQXH,PSDFWWR(YHQW2UJDQLVHUV

)RUWKHSXUSRVHRIWKLVVWXG\ZHKDYHDVVXPHGWKDWWKHSURSRVHG DPHQGPHQWVDQGRSWLRQVXQGHUFRQVLGHUDWLRQGRQRWJHQHUDWHDQ\DGGLWLRQDO VSRQVRUVKLSIRUHYHQWRUJDQLVHUVLQ+RQJ.RQJEXWWKHORVVRIVSRQVRUVKLS PRQH\IURPWREDFFRILUPVPLJKWUHVXOWLQWKHORVVRIRQHRUVHYHUDOHYHQWV VSRUWLQJRURWKHUZLVH $VVXFKZHKDYHEDVHGRXUDSSURDFKWRHVWLPDWLQJ WKHUHYHQXHLPSDFWRQHYHQWRUJDQLVHUVDURXQGWKHIROORZLQJ  x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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   x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

7DEOH 5HYHQXH,PSDFWWR(YHQW2UJDQLVHUV

2SWLRQ 1HW3UHVHQW9DOXH +.=PLOOLRQV  %HQHILWWR&RVW5DWLR 2SWLRQ'3URSRVHG$PHQGPHQWV x (YHQW2UJDQLVHUV   &RPPHQW x $VVXPHVWKDWHYHQW V ILQGDOWHUQDWLYHVSRQVRUV 2SWLRQ',VVXH*XLGHOLQHVRQ7REDFFR6SRQVRUVKLS x (YHQW2UJDQLVHUV   &RPPHQW x $VVXPHVWKDWHYHQW V ILQGDOWHUQDWLYHVSRQVRUV   5HYHQXH,PSDFWWR7REDFFR7UDGH

7KHSURSRVHGOHJLVODWLYHDPHQGPHQWVDQGRWKHURSWLRQVLGHQWLILHGDERYH VHH 6HFWLRQ FRXOGUHVXOWLQFRVWVWRWKH7REDFFR,QGXVWU\LQ+RQJ.RQJ7KHVH FRVWVDUHHLWKHUGLUHFW HJLPSRVHGGXHWRWKHSURSRVHGPHDVXUHVDQGRSWLRQV VXFKDVWKHUHTXLUHPHQWWROLPLWWKHVL]HRISULFHERDUGVDQGWRLQFOXGH JUDSKLFDORUSLFWRULDOZDUQLQJVRQFLJDUHWWHSDFNDJLQJ RULQGLUHFW GXHWRD UHGXFWLRQLQWREDFFRVDOHVDQGVPRNLQJUDWHVFDXVHGE\WKHPHDVXUHVXQGHU FRQVLGHUDWLRQ $VVXFKZHKDYHEDVHGRXUDSSURDFKWRHVWLPDWLQJWKHLPSDFW WRWKHWREDFFRLQGXVWU\RQWKHIROORZLQJ  x 2SWLRQ'WR'3URSRVHG$PHQGPHQWVWR5HGXFH7REDFFR $GYHUWLVLQJDQG3URPRWLRQ:HKDYHDVVXPHGWKDWWKHWREDFFR PDQXIDFWXUHUVSD\IRUWKHUHSODFHPHQWRISULFHERDUGVDQGPDUNHUVDW DFRVWRI+.JHDFK,QDGGLWLRQZHKDYHDVVXPHGWKDWWKHSURSRVHG DPHQGPHQWVUHVXOWLQWKHUHGXFWLRQRIVPRNLQJUDWHVE\DWRWDORIA RYHUILYH\HDUV HJAHYHU\\HDUIRUILYH\HDUV DQGKDYHGLVWULEXWHGWKH DVVRFLDWHGORVVHVDPRQJLPSRUWHUVZKROHVDOHVUHWDLOHUV VSHFLDOLVWWREDFFR UHWDLOHUVRQO\ DQGPDQXIDFWXUHUVDFFRUGLQJWRWKHLUDVVRFLDWHGUHYHQXH DQGSURILWDELOLW\ HVWLPDWHGIURP&HQVXVDQG6WDWLVWLFV'HSDUWPHQWGDWD DQGZLWKUHIHUHQFHWRDWREDFFRPDQXIDFWXUHUVDQQXDOUHSRUW +RZHYHU ZHKDYHDVVXPHGWKDWWKHSURILWORVVHVIRULPSRUWHUVZKROHVDOHUVDQG UHWDLOHUVDUHQRWFXPXODWLYH HJWKH\ILQGRWKHUVRXUFHVRIUHYHQXH ZKLOH WKRVHIRUPDQXIDFWXUHUVDUHFXPXODWLYH 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  :HKDYHQRWEHHQDEOHWRLQFOXGH2SWLRQ' DPHQGPHQWVWRDOORZKHDOWK ZDUQLQJWRFRQWDLQSLFWRULDODQGJUDSKLFFRQWHQWV DVLWLVFXUUHQWO\XQFOHDU ZKDWFRVWVWKHVHZLOOLPSRVHRQWKHWREDFFRLQGXVWU\  x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x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

7DEOH 5HYHQXH,PSDFWVWRWKH7REDFFR,QGXVWU\

2SWLRQ 1HW3UHVHQW9DOXH +.=PLOOLRQV  %HQHILWWR&RVW5DWLR ! SRVLWLYH  2SWLRQV'WR'3URSRVHG$PHQGPHQWV x ,PSRUWHUV   x :KROHVDOHUV   x 5HWDLOHUV   x 0DQXIDFWXUHUV   x 2YHUDOO  

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  2SWLRQ 1HW3UHVHQW9DOXH +.=PLOOLRQV  %HQHILWWR&RVW5DWLR ! SRVLWLYH  &RPPHQW x $VVXPHVSURSRVHGDPHQGPHQWVUHVXOWLQDAGURSLQVPRNLQJ 2SWLRQV'''DQG'3URSRVHG$PHQGPHQWVDQG5HVWULFWLQJ$GYHUWLVLQJDQG3URPRWLRQE\ 5HJXODWLRQ x ,PSRUWHUV   x :KROHVDOHUV   x 5HWDLOHUV   x 0DQXIDFWXUHUV   x 2YHUDOO   &RPPHQW x $VVXPHVSURSRVHGRSWLRQVDQGDPHQGPHQWVUHVXOWLQDAGURSLQ VPRNLQJ 2SWLRQV'WR',VVXH*XLGHOLQHVRQ7REDFFR$GYHUWLVLQJDQG3URPRWLRQ x ,PSRUWHUV   x :KROHVDOHUV   x 5HWDLOHUV   x 0DQXIDFWXUHUV   x 2YHUDOO   &RPPHQW x $VVXPHVSURSRVHGRSWLRQVUHVXOWLQDAGURSLQVPRNLQJ    (&2120,& ,03$&76

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x *RYHUQPHQW(QIRUFHPHQW&RVWV:HKDYHDVVXPHGWKDWDWRWDORIQHZ 7&2VWDIIDUHHPSOR\HGE\WKH*RYHUQPHQWWRHQIRUFHWKHOHJLVODWLRQDQGD WKLUGRIWKHLUWLPHLVVSHQWLQVXSSRUWLQJ2SWLRQV$WR$  x )LUH'DPDJH&RVWV7KHVHDUHFDOFXODWHGLQWKHVDPHZD\DVIRUUHYHQXH LPSDFWVDVGHVFULEHGSUHYLRXVO\  x 5HGXFHG0DLQWHQDQFH&RVWV7KHVHDUHFDOFXODWHGLQWKHVDPHZD\DVIRU UHYHQXHLPSDFWVDVGHVFULEHGSUHYLRXVO\

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   x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x &RVWVRI,QVWDOOLQJ6PRNLQJ5RRPV7KHVHDUHFDOFXODWHGLQWKHVDPHZD\ DVIRUUHYHQXHLPSDFWVDVGHVFULEHGSUHYLRXVO\  7KHHFRQRPLFFRVWVDQGEHQHILWVIURP2SWLRQV$WR$DUHVKRZQLQ7DEOH EHORZZKLOHWKHFDOFXODWLRQVKHHWVFDQEHIRXQG$QQH['7DEOHV'WR'

7DEOH (FRQRPLF%HQHILWVGXH2SWLRQ$WR$

2SWLRQ 1HW3UHVHQW9DOXH +.=PLOOLRQV  %HQHILWWR&RVW5DWLR 2SWLRQ$3URSRVHG$PHQGPHQWV x (FRQRPLF%HQHILW   &RPPHQW x /LNHO\WREHDVLJQLILFDQWXQGHUHVWLPDWHDVGRHVQRWLQFOXGH x HFRQRPLFEHQHILWVUHVXOWLQJIURPORZHUPRUELGLW\FRVWV DPRQJ DWURQVDQGVWDII  x ORZHUPRUWDOLW\FRVWVRIVWDIIDQGSDWURQVDQG x LQFUHDVHGSURGXFWLYLW\RIVWDIIGXHWROHVVGD\VRII 2SWLRQ$$OORZLQJ6PRNLQJ5RRPV x (FRQRPLF%HQHILW   &RPPHQW x /LNHO\WREHDQXQGHUHVWLPDWHRIWKHEHQHILWVDVGRHVQRWLQFOXGH x HFRQRPLFEHQHILWVUHVXOWLQJIURPORZHUPRUELGLW\FRVWV DPRQJSDWURQVDQGVWDII x WKHFRVWRIPDLQWDLQLQJVPRNLQJURRPV x ORZHUPRUWDOLW\FRVWVRIVWDIIDQGSDWURQVDQG x LQFUHDVHGSURGXFWLYLW\RIVWDIIGXHWROHVVGD\VRII 2SWLRQ$([HPSW%DUVDQG.DUDRNHV x (FRQRPLF%HQHILW   &RPPHQW x /LNHO\WREHDQXQGHUHVWLPDWHDVGRHVQRWLQFOXGH x HFRQRPLFEHQHILWVUHVXOWLQJIURPORZHUPRUELGLW\FRVWV DPRQJSDWURQVDQGVWDII x ORZHUPRUWDOLW\FRVWVRISDWURQVDQG x LQFUHDVHGSURGXFWLYLW\RIVWDIIGXHWROHVVGD\VRII  ,WVKRXOGEHVWUHVVHGWKDWWKHLQFOXVLRQRIWKHPRUWDOLW\EHQHILWVLQWRWKHDERYH DQDO\VLVLVOLNHO\WRVLJQLILFDQWO\LQFUHDVHWKHHFRQRPLFEHQHILWVDYDLODEOHIURP DOOWKHVHRSWLRQV   (FRQRPLF,PSDFWVGXHWR2SWLRQV%WR%

1RGDWDH[LVWVRQPRUWDOLW\GXHWR6+6LQWKHJHQHUDOZRUNSODFHVLQ+RQJ .RQJDOWKRXJKWKHUHLVDVXEVWDQWLDOERG\RIHYLGHQFHDYDLODEOHIURP HOVHZKHUHWKDWFRQFOXGHV6+6H[SRVXUHFDQOHDGWRSUHPDWXUHGHDWK VHH7DEOH  DQGWKDWLQWURGXFLQJQRVPRNLQJSROLFLHVLQZRUNSODFHVFDQOHDGWR VLJQLILFDQWUHYHQXHEHQHILWV VHH6HFWLRQ 7KXVZKLOHWKLVVWXG\GRHVQRW

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  DWWHPSWWRTXDQWLI\WKHPRUWDOLW\EHQHILWVRIUHGXFLQJ6+6H[SRVXUHLQWKH ZRUNSODFHLWLVOLNHO\WKDWWKH\ZLOOEHVLJQLILFDQW,QGHHGWKHPRUWDOLW\ EHQHILWVFRXOGEHDPDJQLWXGHKLJKHUWKDQWKRVHIRUKRVSLWDOLW\YHQXHVDV RYHUDOOPRUHWKDQWZLFHDVPDQ\LQGRRUZRUNHUVDUHH[SRVHGWR6+6WKDQ UHVWDXUDQWZRUNHUV  7KLVVWXG\KDVWKHUHIRUHDGRSWHGWKHIROORZLQJDSSURDFKLQHVWLPDWLQJWKH HFRQRPLFEHQHILWVRIWKHSURSRVHGDPHQGPHQWVDQGRSWLRQVLQUHODWLRQWR UHGXFLQJWKHLPSDFWRI6+6LQLQGRRUZRUNSODFHV  x *RYHUQPHQW(QIRUFHPHQW&RVWV:HKDYHDVVXPHGWKDWDWRWDORIQHZ 7&2VWDIIDUHHPSOR\HGE\WKH*RYHUQPHQWWRHQIRUFHWKHOHJLVODWLRQDQGD WKLUGRIWKHLUWLPHLVVSHQWLQVXSSRUWLQJ2SWLRQV%DQG%  x /RZHU3URGXFWLYLW\RI:RUNHUV7KLVKDVEHHQFDOFXODWHGLQWKHVDPHZD\ DVIRUUHYHQXHLPSDFWVDVGHVFULEHGSUHYLRXVO\  x )LUH'DPDJH&RVWV7KHVHDUHFDOFXODWHGLQWKHVDPHZD\DVIRUUHYHQXH LPSDFWVDVGHVFULEHGSUHYLRXVO\  x ,QFUHDVHGSURGXFWLYLW\RIRIILFHZRUNHUV&DOFXODWHGLQWKHVDPHZD\DV IRUUHYHQXHLPSDFWVDVGHVFULEHGSUHYLRXVO\  x $YRLGHGPHGLFDOFRVWV$YRLGHGPHGLFDOFRVWVIRUHFRQRP\DVDZKROH KDYHEHHQFDOFXODWHGDV+.JPLOOLRQ VHH7DEOHVB   x 6DYLQJVLQ(PHUJHQF\6HUYLFH&RVWV7KHFRVWVRIDILUHLQFLGHQWDUHWKH VDPHDVXQGHU2SWLRQV$WR$ HJ+.J ZKLOHWKHIUHTXHQF\RI ILUHLQFLGHQWVDYRLGHGXQGHU2SWLRQ%LVDQGXQGHU2SWLRQ%LV DVIRU WKHUHYHQXHLPSDFWVGHVFULEHGSUHYLRXVO\   x 6DYLQJVLQSURGXFWLYLW\GXHWRIHZHULQMXULHV)RU2SWLRQ%WKLVKDVEHHQ FDOFXODWHGWKHVDPHZD\DVXQGHUWKHUHYHQXHLPSDFWVDVGHVFULEHG SUHYLRXVO\  x &RVWVRI,QVWDOOLQJ6PRNLQJ5RRPV7KHVHDUHFDOFXODWHGLQWKHVDPHZD\ DVIRUUHYHQXHLPSDFWVDVGHVFULEHGSUHYLRXVO\  x 2SWLRQ%3URYLGHIRU9ROXQWDU\0HDVXUHVWREH/HJDOO\(QIRUFHDEOH$V IRUWKHUHYHQXHLPSDFWVLWLVLPSRVVLEOHWRVD\KRZPDQ\RIILFHVZRXOG LPSOHPHQWDQRQVPRNLQJSROLF\LILWZHUHOHJDOO\HQIRUFHDEOH,QDGGLWLRQ WKHHFRQRPLFFRVWVDQGEHQHILWVRIGRLQJVRZRXOGQRWEHWKHGLUHFWUHVXOW RIWKHFKDQJHLQUHJXODWLRQEXWRIWKHLQGLYLGXDOFRPSDQ\·VGHFLVLRQ$V VXFKDQGDVIRUWKHUHYHQXHLPSDFWVZHKDYHQRWHVWLPDWHGWKHHFRQRPLF FRVWVDQGEHQHILWVRIWKLVRSWLRQ  7KHHFRQRPLFFRVWVDQGEHQHILWVIURP2SWLRQV%WR%DUHVKRZQLQ7DEOH EHORZZKLOHWKHFDOFXODWLRQVKHHWVFDQEHIRXQGLQ$QQH['7DEOHV'DQG '

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH (FRQRPLF,PSDFWVGXHWR2SWLRQV%WR%

2SWLRQ 1HW3UHVHQW9DOXH +.=PLOOLRQV  %HQHILWWR&RVW5DWLR 2SWLRQ%3URSRVHG$PHQGPHQWV x (FRQRPLF%HQHILW   &RPPHQW x /LNHO\WREHDVLJQLILFDQWXQGHUHVWLPDWHRIWKHEHQHILWVWKDWFRXOG DFFUXHWR+RQJ.RQJDVLWGRHVQRWLQFOXGH x HFRQRPLFEHQHILWVUHVXOWLQJIURPORZHUPRUWDOLW\FRVWVDPRQJ VWDII x OHVVGD\VRIIGXHWRVWDIIH[SRVXUHWR6+6 x ORZHUFOHDQLQJDQGPDLQWHQDQFHFRVWVRIEXLOGLQJVDQG x ORZHUVPRNLQJUDWHVGXHWRWKHDGGHGLQFHQWLYHWRJLYHXS SURYLGHGE\DQRVPRNLQJRIILFHHQYLURQPHQW 2SWLRQ%$OORZLQJ6PRNLQJ5RRPV x (FRQRPLF%HQHILW   &RPPHQW x /LNHO\WREHDQXQGHUHVWLPDWHRIWKHEHQHILWVWKDWFRXOGDFFUXHWR +RQJ.RQJDVGRHVQRWLQFOXGH x HFRQRPLFEHQHILWVUHVXOWLQJIURPORZHUPRUWDOLW\FRVWVDPRQJ VWDIIDQG x OHVVGD\VRIIGXHWRVWDIIH[SRVXUHWR6+6 2SWLRQ%3URYLGHIRU9ROXQWDU\0HDVXUHVWREH/HJDOO\(QIRUFHDEOH &RPPHQW x 1RWSRVVLEOHWRHVWLPDWHEXWOLNHO\WREHVLJQLILFDQWEHQHILWVWR+RQJ .RQJLIPDQ\ZRUNSODFHVLPSOHPHQWQRVPRNLQJSROLFLHV   (FRQRPLF,PSDFWVIURP2SWLRQV&WR&

$VIRUWKHUHYHQXHLPSDFWVLWKDVQRWEHHQSRVVLEOH ZLWKLQWKHFRQWH[WRIWKLV VWXG\ WRTXDQWLI\WKHHFRQRPLFLPSDFWVRIWKHVHRSWLRQVGXHWRDODFNRIGDWD RQRSHUDWLQJFRVWVDQGRQWKHFXUUHQWVLWXDWLRQ UHJDUGLQJQRVPRNLQJ SROLFLHV LQHGXFDWLRQDOHVWDEOLVKPHQWV  +RZHYHU2SWLRQ& SURSRVHGDPHQGPHQWV LVOLNHO\WRKDYHRQO\HFRQRPLF EHQHILWVGXHWR  x ORZHUPRUWDOLW\DQGPRUELGLW\FRVWVRIVWDIIDQGSXSLOV x ORZHUPDLQWHQDQFHDQGFOHDQLQJFRVWVRIEXLOGLQJVDQG x OHVVILUHVGXHWRFLJDUHWWHVPRNLQJ  2SWLRQ& DOORZLQJVHSDUDWHYHQWLODWHGVPRNLQJURRPV FRXOGKDYHVRPH HFRQRPLFFRVWVDVVRFLDWHGZLWKWKRVHHVWDEOLVKPHQWVWKDWFKRRVHWRLQVWDOO VHSDUDWHO\YHQWLODWHGVPRNLQJEXWDQXPEHURIEHQHILWVLQFOXGLQJ  x ORZHUPRUWDOLW\DQGPRUELGLW\FRVWVDVVRFLDWHGZLWK6+6H[SRVXUHRIVWDII DQGSXSLOV DOWKRXJKVWDIILQYROYHGLQFOHDQLQJVPRNLQJURRPVPLJKW QHJDWHWKHVHEHQHILWV  x ORZHUPDLQWHQDQFHDQGFOHDQLQJFRVWVRIEXLOGLQJV DOWKRXJKWKLVPLJKWEH QHJDWHGE\WKHFRVWVDVVRFLDWHGZLWKRSHUDWLQJPDLQWDLQLQJDQGFOHDQLQJ DQ\VPRNLQJURRPVLQVWDOOHG DQG x OHVVILUHVGXHWRFLJDUHWWHVPRNLQJ DOWKRXJKWKRVHHVWDEOLVKPHQWV LQVWDOOLQJVPRNLQJURRPVPLJKWKDYHDQHTXLYDOHQWRUKLJKHUULVNRIILUH   2SWLRQ& DOORZLQJ8QLYHUVLWLHVDQG7HUWLDU\,QVWLWXWLRQVWRKDYHYROXQWDU\ VFKHPHV ZLOOQRWKDYHDQ\HFRQRPLFFRVWVGLUHFWO\DVVRFLDWHGZLWKWKH

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  RSWLRQVEXWDQXPEHURIEHQHILWVLQVFKRROV H[FOXGLQJ8QLYHUVLWLHVDQG 7HUWLDU\,QVWLWXWLRQV   x ORZHUPRUELGLW\DQGPRUWDOLW\FRVWVDVVRFLDWHGZLWK6+6H[SRVXUHRIVWDII DQGSXSLOV x ORZHUPDLQWHQDQFHDQGFOHDQLQJFRVWVRIEXLOGLQJVDQG x OHVVILUHVGXHWRFLJDUHWWHVPRNLQJ  ,QVXPPDU\DVIRUWKHUHYHQXHLPSDFWVWKHHFRQRPLFLPSDFWVRI2SWLRQV& DUHOLNHO\WREHORZHVWDQG2SWLRQ&WKHKLJKHVWZLWK2SWLRQ&VRPHZKHUH LQEHWZHHQ GHSHQGLQJRQKRZDQ\8QLYHUVLWLHVDQG7HUWLDU\,QVWLWXWLRQV GHFLGHWRLPSOHPHQWQRVPRNLQJSROLFLHV    (FRQRPLF,PSDFWVRI2SWLRQ'WR'

1RGDWDH[LVWVRQWKHOLNHO\H[WHQWDQGWLPLQJRIDQ\PRUWDOLW\EHQHILWVDULVLQJ IURPWKHUHGXFWLRQRIVPRNLQJUDWHVLQ+RQJ.RQJDOWKRXJKWKH\DUHOLNHO\WR EHVLJQLILFDQW DVRXWOLQHGLQ6HFWLRQ 7KLVVWXG\KDVWKHUHIRUHDGRSWHG WKHIROORZLQJDSSURDFKLQHVWLPDWLQJWKHHFRQRPLFEHQHILWVRIWKHSURSRVHG DPHQGPHQWVDQGRSWLRQVLQUHODWLRQWRDUHGXFHGVPRNLQJUDWH DVDUHVXOWRI LQFUHDVLQJWKHFRQWUROVRQWREDFFRDGYHUWLVLQJDQGSURPRWLRQ   x 2SWLRQ'3URSRVHG$PHQGPHQWV:HKDYHDVVXPHGWKDWWKHA UHGXFWLRQ RYHUILYH\HDUV LQVPRNLQJUDWHVXVHGLQWKHUHYHQXHLPSDFW DVVHVVPHQWUHVXOWVLQDFRUUHVSRQGLQJGURSLQPRUELGLW\FRVWV$Q HVWLPDWHRIWKHFXUUHQWPRUELGLW\FRVWVLQ+RQJ.RQJLV+.JPLOOLRQ VHH6HFWLRQIRUGHWDLOV DQGDOWKRXJKWKHDFWXDOQXPEHULVOLNHO\WREH PXFKKLJKHUZHKDYHXVHGWKLVSXEOLVKHGILJXUH7KLVDPRXQWVWRDURXQG +.JIRUHYHU\VPRNHUSHUDQQXP:HKDYHKRZHYHUDVVXPHGWKDW WKHUHLVDRQH\HDUWLPHODJEHIRUHWKHVHFRVWVEHFRPHDSSDUHQWDQGWKDW RQO\ARIWKHVHFRVWVSHUVPRNHUDUHUHFRYHUHG  x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x 2SWLRQ'*XLGHOLQHVRQ$GYHUWLVLQJDQG3URPRWLRQ:HKDYHDVVXPHG WKDWWKHAUHGXFWLRQ RYHUILYH\HDUV LQVPRNLQJUDWHVXVHGLQWKH UHYHQXHLPSDFWDVVHVVPHQWUHVXOWVLQDFRUUHVSRQGLQJGURSLQPRUELGLW\ FRVWV$QHVWLPDWHRIWKHFXUUHQWPRUELGLW\FRVWVLQ+RQJ.RQJLV+.J PLOOLRQ VHH6HFWLRQIRUGHWDLOV DQGDOWKRXJKWKHDFWXDOQXPEHULV OLNHO\WREHPXFKKLJKHUZHKDYHXVHGWKLVSXEOLVKHGILJXUH7KLVDPRXQWV WRDURXQG+.JIRUHYHU\VPRNHUSHUDQQXP:HKDYHKRZHYHU

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  DVVXPHGWKDWWKHUHLVDRQH\HDUWLPHODJEHIRUHWKHVHFRVWVEHFRPH DSSDUHQWDQGWKDWRQO\ARIWKHVHFRVWVSHUVPRNHUDUHUHFRYHUHG  (FRQRPLFFRVWVRIWKHWKUHHRSWLRQVDUHRXWOLQHGEHORZ  x &RVWVRI5HPRYLQJ&XUUHQW$GYHUWLVLQJ7KHVHDUHFDOFXODWHGLQWKHVDPH ZD\DVIRUUHYHQXHLPSDFWVDVGHVFULEHGSUHYLRXVO\  x &RVWVRI5HSODFLQJ3ULFH%RDUGVDQG0DUNHUV7KHVHDUHFDOFXODWHGLQWKH VDPHZD\DVIRUUHYHQXHLPSDFWVDVGHVFULEHGSUHYLRXVO\  x /RVVRI7RXULVP3URILW&DOFXODWHGLQWKHVDPHZD\IRUUHYHQXHLPSDFWVDV GHVFULEHGSUHYLRXVO\  x *RYHUQPHQW(QIRUFHPHQW&RVWV:HKDYHDVVXPHGWKDWDWRWDORIQHZ 7&2VWDIIDUHHPSOR\HGE\WKH*RYHUQPHQWWRHQIRUFHWKHOHJLVODWLRQDQGD WKLUGRIWKHLUWLPHLVVSHQWLQVXSSRUWLQJ2SWLRQV'WR'  7KHHFRQRPLFFRVWVDQGEHQHILWVIURP2SWLRQV'WR'DUHVKRZQLQ7DEOH EHORZZKLOHWKHFDOFXODWLRQVKHHWVFDQEHIRXQGLQ$QQH['7DEOHV'WR '

7DEOH (FRQRPLF,PSDFWVGXHWR2SWLRQV'WR'

2SWLRQ 1HW3UHVHQW9DOXH +.=PLOOLRQV  %HQHILWWR&RVW5DWLR 2SWLRQ'3URSRVHG$PHQGPHQWV x (FRQRPLF%HQHILW   &RPPHQW x /LNHO\WREHDVLJQLILFDQWXQGHUHVWLPDWHRIWKHEHQHILWVDV x OLNHO\WREHDQXQGHUHVWLPDWHRIPRUELGLW\FRVWVWKDWFDQEH UHFRYHUHG x GRHVQRWLQFOXGHHFRQRPLFEHQHILWVUHVXOWLQJIURPORZHU PRUWDOLW\FRVWVDQG x GRHVQRWLQFOXGHLQFUHDVHGSURGXFWLYLW\IHZHUILUHVDQGORZHU FOHDQLQJDQGPDLQWHQDQFHFRVWVRIEXLOGLQJVUHODWHGWRORZHU VPRNLQJUDWHV 2SWLRQ'3URSRVHG$PHQGPHQWVDQG5HJXODWRU\2SWLRQV x (FRQRPLF%HQHILW   &RPPHQW x /LNHO\WREHDVLJQLILFDQWXQGHUHVWLPDWHRIWKHEHQHILWVDV x OLNHO\WREHDQXQGHUHVWLPDWHRIPRUELGLW\FRVWVWKDWFDQEH UHFRYHUHG x GRHVQRWLQFOXGHHFRQRPLFEHQHILWVUHVXOWLQJIURPORZHU PRUWDOLW\FRVWVDQG x GRHVQRWLQFOXGHLQFUHDVHGSURGXFWLYLW\IHZHUILUHVDQGORZHU FOHDQLQJDQGPDLQWHQDQFHFRVWVRIEXLOGLQJVUHODWHGWRORZHU VPRNLQJUDWHV x $FRVWHIIHFWLYHQHVVDQDO\VLVVXJJHVWVWKDWLIMXVWRQHOLYHZDVVDYHG LQWKH\HDUGXHWRWKLVRSWLRQLWZRXOGEHFRVWHIIHFWLYH LHWKH EHQHILWVZRXOGH[FHHGWKHFRVWVDQGKDYHDSRVLWLYHQHWSUHVHQW YDOXH 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  2SWLRQ 1HW3UHVHQW9DOXH +.=PLOOLRQV  %HQHILWWR&RVW5DWLR 2SWLRQ'*XLGHOLQHVRQ$GYHUWLVLQJDQG3URPRWLRQ x (FRQRPLF%HQHILW   &RPPHQW x /LNHO\WREHDVLJQLILFDQWXQGHUHVWLPDWHRIWKHEHQHILWVDV x OLNHO\WREHDQXQGHUHVWLPDWHRIPRUELGLW\FRVWVWKDWFDQEH UHFRYHUHG x GRHVQRWLQFOXGHHFRQRPLFEHQHILWVUHVXOWLQJIURPORZHU PRUWDOLW\FRVWVDQG x GRHVQRWLQFOXGHLQFUHDVHGSURGXFWLYLW\IHZHUILUHVDQGORZHU FOHDQLQJDQGPDLQWHQDQFHFRVWVRIEXLOGLQJVUHODWHGWRORZHU VPRNLQJUDWHV x $FRVWHIIHFWLYHQHVVDQDO\VLVVXJJHVWVWKDWLIMXVWWZROLYHVZHUH VDYHGE\WKH\HDUGXHWRWKLVRSWLRQLWZRXOGEHFRVWHIIHFWLYH LHWKHEHQHILWVZRXOGH[FHHGWKHFRVWVDQGLWZRXOGKDYHDSRVLWLYH QHWSUHVHQWYDOXH     72%$&&2 '87< ,03/,&$7,216

:KLOHVWULFWO\QHLWKHUDQHFRQRPLFLPSDFWRQ+RQJ.RQJ DVLWLVDWUDQVIHU SD\PHQW RUDUHYHQXHLPSDFWRQDEXVLQHVVWKHIDFWWKDWWREDFFRLVRQHRIWKH IHZSURGXFWVLQ+RQJ.RQJWKDWSD\VGXW\PDNHVLWDQLPSRUWDQWLVVXHIRU WKH*RYHUQPHQWWRFRQVLGHUSDUWLFXODUO\LQOLJKWRIRQJRLQJGLVFXVVLRQVRQ EURDGHQLQJ+RQJ.RQJ·VWD[EDVH  7DEOHSUHVHQWVDVLPSOLILHGDQDO\VLVRIWKHWD[UHYHQXHLPSDFWVRID UHGXFWLRQLQ+RQJ.RQJVPRNLQJUDWHV

7DEOH ,PSDFWRQ+RQJ.RQJ V7D[5HYHQXHRID5HGXFWLRQLQ6PRNLQJ5DWHV

2YHUDOO3HUFHQWDJH5HGXFWLRQRYHU)LYH

7KHUHDUHFRQFHUQVWKDWFHUWDLQW\SHVRIVPDOOEXVLQHVVHVZLOOEHSDUWLFXODUO\ KDUGKLWE\WKHSURSRVHGDPHQGPHQWV6XFKEXVLQHVVHVPLJKWLQFOXGH  x VPDOOUHVWDXUDQWVEDUVDQGNDUDRNHVZKRVHFXUUHQWFOLHQWHOHDUHPRVWO\ VPRNHUVDQGZKRZRXOGKDYHGLIILFXOW\ GXHWRORFDWLRQRUEXGJHWDU\ FRQVWUDLQWV DWWUDFWLQJDQHZFOLHQWHOH  x VSHFLDOLVWVPRNLQJYHQXHVVXFKDVFLJDUGLYDQVZKRVHEXVLQHVVGHSHQGV RQVPRNHUVDQG 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  x KDZNHUVDQGVPDOOUHWDLOHUVZKRGHULYHDVLJQLILFDQWSURSRUWLRQRIWKHLU SURILWIURPWREDFFRDGYHUWLVLQJDQGRUWREDFFRVDOHV  :HKDYHWKHUHIRUHFRQFHQWUDWHGRXUDIIRUGDELOLW\DQDO\VLVRQWKHDERYHW\SHV RIEXVLQHVV   6PDOOUHVWDXUDQWVEDUVDQGNDUDRNHV

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

7DEOH $IIRUGDELOLW\IRU6PDOO5HVWDXUDQWV%DUVDQG.DUDRNHV

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

:KLOHLWKDVQRWEHHQSRVVLEOHWRJDWKHUDQ\LQIRUPDWLRQUHJDUGLQJWKH UHYHQXHVDQGSURILWDELOLW\RIVSHFLDOLVWVPRNLQJYHQXHVVXFKDVFLJDUGLYDQV GXULQJWKHFRXUVHRIWKHVWXG\LWLVFOHDUWKDWLIVPRNLQJZHUHEDQQHGLQDOO LQGRRUZRUNSODFHVDQGRUKRVSLWDOLW\YHQXHVWKHQWKH\ZRXOGEHSXWRXWRI EXVLQHVV 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   +DZNHUVDQG6PDOO5HWDLOHUV

7KHILQDQFLDOLPSDFWVRIWKHSURSRVHGDPHQGPHQWDUHLOOXVWUDWHGLQ7DEOH 7KHWDEOHVKRZVVXPPDU\VWDWHPHQWVRIFRVWVDVVRFLDWHGZLWKLPSOHPHQWLQJ WKHSURSRVHGDPHQGPHQW UHPRYLQJWKHH[HPSWLRQIRUKDZNHUVDQGVPDOO UHWDLOHUV 7KHUHVXOWVLOOXVWUDWHWKDWWKHUHZRXOGEHVLJQLILFDQWUHYHQXH LPSDFWVIRUKDZNHUVDQGVPDOOUHWDLOHUVZKRUHFHLYHRYHU+.JSHUPRQWK IURPWREDFFRDGYHUWLVLQJSDUWLFXODUO\IRUWKRVHZLWKDWXUQRYHUORZHUWKDQ +.JSHUDQQXP

7DEOH $IIRUGDELOLW\,PSDFWVRQ+DZNHUVDQG6PDOO5HWDLOHUV

7XUQRYHU 3URILW )LUVW

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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   x LPSDFWRQVDOHVLQKRVSLWDOLW\YHQXHV UHVWDXUDQWVEDUVRNDUDRNHV GXHWR WKHSURSRVHGDPHQGPHQWLQWKHUHYHQXHDQDO\VLV  x WKHDVVXPSWLRQVXQGHUO\LQJWKHFRVWVDQGEHQHILWVDVVRFLDWHGZLWKEDQQLQJ VPRNLQJLQLQGRRURIILFHVDQG  x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

7KHPDLQDQDO\VLVDVVXPHVWKDWWKHUHZLOOEHQRLPSDFWRQWKHVDOHVRI UHVWDXUDQWVDQGEDUVRIWKHSURSRVHGDPHQGPHQW7KLVVHQVLWLYLW\DQDO\VLV H[DPLQHVWKHIROORZLQJVFHQDULRV  x 6FHQDULR$UHVWDXUDQWVEDUVDQGNDUDRNHVVXIIHUDVKRUWWHUPLPSDFW RQH \HDU WKDWUHGXFHVWKHLUVDOHVE\ARYHUWKDWSHULRG GXHWRSDWURQVDQG SUHPLVHVKDYLQJWRDGDSW EXWDIWHUWKHILUVW\HDUUHFRYHUWRFXUUHQWOHYHOV  x 6FHQDULR$UHVWDXUDQWEDUVDQGNDUDRNHVVXIIHUDVKRUWWHUPLPSDFW LH RQH\HDU WKDWUHGXFHVWKHLUVDOHVE\ARYHUWKDWSHULRGEXWLQWKHORQJ UXQ LHIURPRQZDUGV LQFUHDVHVWKHLUVDOHVE\AGXHWRQRQVPRNHUV HDWLQJRXWPRUH WKHUHDUHPRUHQRQVPRNHUVWKDQVPRNHUVLQ+RQJ.RQJ   x 6FHQDULR$UHVWDXUDQWVDQGEDUVVXIIHUDORQJWHUPLPSDFWWKDW SHUPDQHQWO\UHGXFHVWKHLUVDOHVE\A DVIRU.DUDRNHVLQWKHPDLQ DQDO\VLVDOWKRXJKVXFKDQLPSDFWKDVQHYHUEHHQUHFRUGHGZKHQVLPLODU EDQVKDYHEHHQLPSRVHG  

7DEOH 5HVXOWVRIWKH6HQVLWLYLW\7HVWVRQ6DOHVRI+RVSLWDOLW\9HQXHVXQGHUWKH 3URSRVHG$PHQGPHQWWR%DQ6PRNLQJ 2SWLRQ$ 

7HVW 1HW3UHVHQW9DOXH +.=P  %HQHILWWR&RVW5DWLR 6FHQDULR$6KRUW7HUP'HFUHDVHLQ6DOHV 5HVWDXUDQWV   x %DVHOLQH   x 6HQVLWLYLW\  

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7HVW 1HW3UHVHQW9DOXH +.=P  %HQHILWWR&RVW5DWLR %DUV   x %DVHOLQH   x 6HQVLWLYLW\   .DUDRNHV   x %DVHOLQH   x 6HQVLWLYLW\   6FHQDULR$6KRUW7HUP'HFUHDVHLQ6DOHVEXW/RQJ7HUP,QFUHDVH 5HVWDXUDQWV   x %DVHOLQH   x 6HQVLWLYLW\   %DUV   x %DVHOLQH   x 6HQVLWLYLW\   .DUDRNHV   x %DVHOLQH   x 6HQVLWLYLW\   6FHQDULR$/RQJ7HUP'HFUHDVHLQ6DOHV 5HVWDXUDQWV   x %DVHOLQH   x 6HQVLWLYLW\   %DUV   x %DVHOLQH   x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x LIUHVWDXUDQWVDOHVGURSE\RYHUALQWKHILUVW\HDU DQGWKHQUHFRYHUWR SUHVHQWOHYHOV RULIWKH\GURSE\ASHUPDQHQWO\ LQFOXGLQJLQWKHILUVW \HDU WKHQWKHSURSRVHGDPHQGPHQWZLOOQRWEHFRVWHIIHFWLYH x LIEDUVVDOHVGURSE\RYHUALQWKHILUVW\HDU DQGWKHQUHFRYHUWRSUHVHQW OHYHOV RUWKH\GURSE\ASHUPDQHQWO\ LQFOXGLQJLQWKHILUVW\HDU WKHQ WKHSURSRVHGDPHQGPHQWZLOOQRWEHFRVWHIIHFWLYHDQG x LINDUDRNHVDOHVGURSE\ALQWKHILUVW\HDU DQGWKHQUHFRYHUWRSUHVHQW OHYHOV RULIWKH\GURSE\ASHUPDQHQWO\ LQFOXGLQJLQWKHILUVW\HDU  WKHQWKHSURSRVHGDPHQGPHQWZLOOQRWEHFRVWHIIHFWLYH   $VVXPSWLRQVUHJDUGLQJWKH,PSDFWRI%DQQLQJ6PRNLQJLQ2WKHU,QGRRU :RUNSODFHV

7KHIROORZLQJWDEOHLOOXVWUDWHVWKHLPSDFWVRI 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  x DOWHULQJWKHDVVXPSWLRQVUHJDUGLQJWKHQXPEHURIZRUNGD\VORVWSHU DQQXPGXHWRVPRNHUVKDYLQJWRWUDYHOIXUWKHUWRVPRNH VHH7DEOH  DQG x XVLQJWKHGDWDUHSRUWHGE\:DUQHU  WRHVWLPDWHWKHLPSDFWRIDA UHGXFWLRQLQVPRNLQJE\WKRVHZRUNHUVZKRFXUUHQWO\VPRNHLQLQGRRU RIILFHV VHH6HFWLRQ :HKDYHWDNHQWKHORZHUHQGRIWKHHVWLPDWHG UDQJHRIFRVWVLPSRVHGE\VPRNHUVRQWKHLUHPSOR\HUV 86JSHU VPRNHU DQGHVWLPDWHGWKHLPSDFWRIUHGXFLQJWKHQXPEHURIVPRNHUV E\A HJWKHSURSRVHGDPHQGPHQWSURYLGHVWKHQHFHVVDU\LQFHQWLYHWR VRPHFXUUHQWVPRNHUVRIWKHHVWLPDWHGVPRNHUVZKRDUH FXUUHQWO\DOORZHGWRVPRNHLQWKHZRUNSODFHWRJLYHXSDQGWKLVUHVXOW LQDEHQHILWRI+.JSHUDQQXPSHUVPRNHU   

7DEOH 6HQVLWLYLW\7HVWRQ1XPEHURI:RUNGD\V/RVW'XHWR6PRNHUV+DYLQJWR 7UDYHO)XUWKHU

7HVW 1HW3UHVHQW9DOXH +.=P  %HQHILWWR&RVW5DWLR 2SWLRQ%3URSRVHG$PHQGPHQWVWR%DQ6PRNLQJLQ,QGRRU2IILFHV %DVHOLQH x 5HYHQXH,PSDFW   x (FRQRPLF,PSDFW   'RXEOLQJWKH:RUNGD\V/RVW x 5HYHQXH,PSDFW   x (FRQRPLF,PSDFW   +DOYLQJWKH:RUNGD\V/RVW x 5HYHQXH,PSDFW   x (FRQRPLF,PSDFW   (VWLPDWLQJ,PSDFWRI5HGXFHG6PRNLQJ5DWHV x 5HYHQXH,PSDFW    7KHDERYHDQDO\VLVVXJJHVWV  x 7KDWWKHLPSDFWRIDEDQRIVPRNLQJLQLQGRRUZRUNSODFHVLVVHQVLWLYHWR DVVXPSWLRQVPDGHUHJDUGLQJWKHQXPEHURIZRUNGD\VWKDWZRXOGEH ORVWGXHWRDVPRNLQJEDQDQG x 7KDWWKHTXDQWLILHGEHQHILWVDWWULEXWDEOHWRDVPRNLQJEDQLQLQGRRU RIILFHVDUHOLNHO\WREHFRQVLGHUDEO\KLJKHULIWKHEHQHILWVDWWULEXWDEOHWR DUHGXFHGVPRNLQJUDWHDUHLQFOXGHG   ,PSDFWRIWKH0RUELGLW\&RVWVRI6PRNLQJRQWKH(FRQRPLF$QDO\VLVRI 2SWLRQVWR&RQWURO7REDFFR$GYHUWLVLQJDQG3URPRWLRQ

7KHIROORZLQJWDEOHLOOXVWUDWHVWKHLPSDFWRIGRXEOLQJWKHPRUELGLW\FRVWVRI VPRNLQJWR+.JPLOOLRQSHUDQQXP VHH6HFWLRQXQGHU0RUELGLW\ &RVWVRI6PRNLQJLQ+RQJ.RQJ 

à  Ã1RÃRWKHUÃEHQHILWVÃKDYHÃEHHQÃLQFOXGHGÃLQÃWKHÃVHQVLWLYLW\ÃDQDO\VLVÃÃ7KHÃFRVWVÃUHPDLQÃWKHÃVDPHÃDVÃLQÃWKHÃPDLQÃDQDO\VLV

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 6HQVLWLYLW\7HVWRQ2SWLRQVWR5HGXFHWKH,PSDFWRI7REDFFR$GYHUWLVLQJDQG 3URPRWLRQ

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

7KHIROORZLQJWDEOHSUHVHQWWKHILQGLQJVRIWKHUHYHQXHDQGLPSDFWDQDO\VLV GHVFULEHGSUHYLRXVO\$JDLQDVVWDWHGLQ6HFWLRQLWVKRXOGEHVWUHVVHG WKDWWKHVHUHVXOWVDUHQRWLQWHQGHGWREHH[DFWSUHGLFWLRQVRIWKHIXWXUHEXW UDWKHUWRLOOXVWUDWHWKHUDQJHDQGH[WHQWRISRVVLEOHIXWXUHLPSDFWVRIWKH SURSRVHGPHDVXUHVDQGRSWLRQVWRLQIRUPGHFLVLRQPDNHUV 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH 6XPPDU\RI5HVXOWV

,PSDFWHG 139 +.= %WR& 4XDQWLILHG&RVWVDQG%HQHILWV 8QTXDQWLILHG&RVWVDQG%HQHILWV &RPPHQWV 6WDNHKROGHUV PLOOLRQV  5DWLR 2SWLRQ$3URKLELWLRQRI6PRNLQJLQDOO5HVWDXUDQWV%DUVDQG.DUDRNHV 5HVWDXUDQWV   &RVWV &RVWV x $VVXPHVQRORVVLQVDOHVGXHWRLQWURGXFWLRQRI x 1RQH x 0DQDJHPHQWFRVWVLQHQIRUFLQJWKHEDQ VPRNLQJEDQDVHYLGHQFHGRYHUVHDV %HQHILWV OLNHO\WREHLQVLJQLILFDQW  x /LNHO\WREHDQXQGHUHVWLPDWHRIEHQHILWV x $YRLGHGILUHGDPDJHRDVVRFLDWHG %HQHILWV DYDLODEOHWRUHVWDXUDQWV JLYHQDERYH ORVVSURILW x ,QFUHDVHGSURGXFWLYLW\DQGOHVVGD\VRI DVVXPSWLRQ  x 5HGXFHGPDLQWHQDQFHFRVWV GD\VRIIRIVWDII OLNHO\WREHVLJQLILFDQW  x 4XDQWLILHGUHVXOWZRXOGEHFRPHQHJDWLYHLIRQH DVVXPHVDORVVLQVDOHVRIALQWKHILUVW\HDU RUASHUDQQXPLQGHILQLWHO\  %DUV   &RVWV &RVWV x $VVXPHVQRORVVLQVDOHVGXHWRLQWURGXFWLRQRI x 1RQH x 0DQDJHPHQWFRVWVLQHQIRUFLQJWKHEDQ VPRNLQJEDQDVHYLGHQFHGRYHUVHDV %HQHILWV OLNHO\WREHLQVLJQLILFDQW  x /LNHO\WREHDQXQGHUHVWLPDWHRIEHQHILWV x $YRLGHGILUHGDPDJHRDVVRFLDWHG %HQHILWV DYDLODEOHWREDUV JLYHQDERYHDVVXPSWLRQ  ORVVSURILW x ,QFUHDVHGSURGXFWLYLW\DQGOHVVGD\VRI x 4XDQWLILHGUHVXOWZRXOGEHFRPHQHJDWLYHLIRQH x 5HGXFHGPDLQWHQDQFHFRVWV GD\VRIIRIVWDII OLNHO\WREHVLJQLILFDQW  DVVXPHVDORVVLQVDOHVRIALQWKHILUVW\HDU RUASHUDQQXPLQGHILQLWHO\  .DUDRNHV   &RVWV &RVWV x $VVXPHVVRPHORVVLQVDOHVGXHWRLQWURGXFWLRQ x /RVWSURILWGXHWROHVVVDOHV x 0DQDJHPHQWFRVWVLQHQIRUFLQJWKHEDQ RIVPRNLQJEDQDVQRHYLGHQFHDYDLODEOHIURP %HQHILWV OLNHO\WREHLQVLJQLILFDQW  RYHUVHDV x $YRLGHGILUHGDPDJHRDVVRFLDWHG %HQHILWV x +RZHYHURWKHUKRVSLWDOLW\VHFWRUKDYHQRW ORVVSURILW x ,QFUHDVHGSURGXFWLYLW\DQGOHVVGD\VRI VXIIHUHGIURPVLPLODUEDQVRYHUVHDV x 5HGXFHGPDLQWHQDQFHFRVWV GD\VRIIRIVWDII OLNHO\WREHVLJQLILFDQW  x /LNHO\WREHDQXQGHUHVWLPDWHRIEHQHILWV DYDLODEOHWRNDUDRNHV x 4XDQWLILHGUHVXOWZRXOGEHFRPHQHJDWLYHLIRQH DVVXPHVDORVVLQVDOHVRIALQWKHILUVW\HDU RUASHUDQQXPLQGHILQLWHO\  (FRQRP\   &RVWV &RVWV x /LNHO\WREHDVLJQLILFDQWXQGHUHVWLPDWHRIWKH x *RYHUQPHQWHQIRUFHPHQWFRVWV x 1RQH HFRQRPLFEHQHILWVDYDLODEOHWR+RQJ.RQJIURP %HQHILWV %HQHILWV EDQQLQJVPRNLQJLQKRVSLWDOLW\YHQXHV x $YRLGHGILUHGDPDJHFRVWV x /RZHUPRUELGLW\FRVWVRISDWURQVDQG SDUWLFXODUO\DVLWGRHVQRWLQFOXGHPRUWDOLW\ x 5HGXFHGPDLQWHQDQFHFRVWV VWDII EHQHILWV x 6DYLQJVLQHPHUJHQF\VHUYLFHV x /RZHUPRUWDOLW\FRVWVRISDWURQV  x ,QFUHDVHGSURGXFWLYLW\RIVWDIIGXHWR

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  ,PSDFWHG 139 +.= %WR& 4XDQWLILHG&RVWVDQG%HQHILWV 8QTXDQWLILHG&RVWVDQG%HQHILWV &RPPHQWV 6WDNHKROGHUV PLOOLRQV  5DWLR OHVVGD\VRII x 6DYLQJVLQKXPDQOLIH KRVSLWDOLW\ ZRUNHUV  2SWLRQ$$OORZLQJ'HVLJQDWHG6HSDUDWHO\9HQWLODWHG6PRNLQJ5RRPVLQ5HVWDXUDQWV%DUVDQG.DUDRNHV 5HVWDXUDQWV   &RVWV &RVWV x (TXLW\LVVXHVDVVRPHSUHPLVHVZLOOQRWEHDEOH x &RVWVRILQVWDOOLQJVPRNLQJURRPV x 0DQDJHPHQWFRVWVLQHQIRUFLQJWKHEDQ WRLQVWDOOVPRNLQJURRPV x /RVWSURILWGXULQJFRQVWUXFWLRQRI OLNHO\WREHLQVLJQLILFDQW  x 6RPHVWDII DQGFXVWRPHUV ZLOOVWLOOEHH[SRVHG VPRNLQJURRPV %HQHILWV WR6+6 DOWKRXJKIHZHUDQGWRDOHVVHUH[WHQW  %HQHILWV x ,QFUHDVHGSURGXFWLYLW\DQGOHVVGD\VRI  x $YRLGHGILUHGDPDJHRDVVRFLDWHG GD\VRIIRIVWDII PLJKWQRWEH ORVVSURILWLQWKRVHQRWLQVWDOOLQJ VLJQLILFDQWLIWKRVHSUHPLVHVZLWK VPRNLQJURRPV VPRNLQJURRPV  x 5HGXFHGPDLQWHQDQFHFRVWVLQWKRVH QRWLQVWDOOLQJVPRNLQJURRPV %DUV   &RVWV &RVWV x (TXDOLW\LVVXHVDVVRPHSUHPLVHVZLOOQRWEH x &RVWVRILQVWDOOLQJVPRNLQJURRPV x 0DQDJHPHQWFRVWVLQHQIRUFLQJWKHEDQ DEOHWRLQVWDOOVPRNLQJURRPV x /RVWSURILWGXULQJFRQVWUXFWLRQRI OLNHO\WREHLQVLJQLILFDQW  x 6RPHVWDIIZLOOVWLOOEHH[SRVHGWR6+6 DOWKRXJK VPRNLQJURRPV %HQHILWV IHZHUDQGWRDOHVVHUH[WHQW  %HQHILWV x ,QFUHDVHGSURGXFWLYLW\DQGOHVVGD\VRI  x $YRLGHGILUHGDPDJHRDVVRFLDWHG GD\VRIIRIVWDII PLJKWQRWEH ORVVSURILWLQWKRVHQRWLQVWDOOLQJ VLJQLILFDQWLIWKRVHSUHPLVHVZLWK VPRNLQJURRPV VPRNLQJURRPV  x 5HGXFHGPDLQWHQDQFHFRVWVLQWKRVH QRWLQVWDOOLQJVPRNLQJURRPV .DUDRNHV   &RVWV &RVWV x (TXDOLW\LVVXHVDVVRPHSUHPLVHVZLOOQRWEH x &RVWVRILQVWDOOLQJVPRNLQJURRPV x 0DQDJHPHQWFRVWVLQHQIRUFLQJWKHEDQ DEOHWRLQVWDOOVPRNLQJURRPV x /RVWSURILWGXULQJFRQVWUXFWLRQRI OLNHO\WREHLQVLJQLILFDQW  x 6RPHVWDIIZLOOVWLOOEHH[SRVHGWR6+6 DOWKRXJK VPRNLQJURRPV %HQHILWV IHZHUDQGWRDOHVVHUH[WHQW  %HQHILWV x ,QFUHDVHGSURGXFWLYLW\DQGOHVVGD\VRI  x $YRLGHGILUHGDPDJHRDVVRFLDWHG GD\VRIIRIVWDII PLJKWQRWEH ORVVSURILWLQWKRVHQRWLQVWDOOLQJ VLJQLILFDQWLIWKRVHSUHPLVHVZLWK VPRNLQJURRPV VPRNLQJURRPV  x 5HGXFHGPDLQWHQDQFHFRVWVLQWKRVH QRWLQVWDOOLQJVPRNLQJURRPV (FRQRP\   &RVWV &RVWV x &RXOGEHDQXQGHUHVWLPDWHRIEHQHILWVDYDLODEOH x &RVWRILQVWDOOLQJVPRNLQJURRPV x &RVWVRIPDLQWDLQLQJVPRNLQJURRPV WR+RQJ.RQJRIOLPLWLQJVPRNLQJLQKRVSLWDOLW\

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  ,PSDFWHG 139 +.= %WR& 4XDQWLILHG&RVWVDQG%HQHILWV 8QTXDQWLILHG&RVWVDQG%HQHILWV &RPPHQWV 6WDNHKROGHUV PLOOLRQV  5DWLR x *RYHUQPHQWHQIRUFHPHQWFRVWV %HQHILWV YHQXHV EXWQRWDVPXFKDVDQXQGHUHVWLPDWHDV %HQHILWV x /RZHUPRUELGLW\FRVWVRISDWURQVDQG XQGHU2SWLRQ$ DVLWGRHVQRWLQFOXGHWKH x $YRLGHGILUHGDPDJHFRVWVLQWKRVH VWDII PRUWDOLW\EHQHILWV ZLWKRXWVPRNLQJURRPV x /RZHUPRUWDOLW\FRVWVRISDWURQV x 5HGXFHGPDLQWHQDQFHFRVWVLQWKRVH x ,QFUHDVHGSURGXFWLYLW\RIVWDIIGXHWR ZLWKRXWVPRNLQJURRPV OHVVGD\VRII x 6DYLQJVLQHPHUJHQF\VHUYLFHV x 6DYLQJVLQKXPDQOLIH UHVWDXUDQW ZRUNHUVLQWKRVHZLWKRXWVPRNLQJ URRPV  2SWLRQ$([HPSW%DUVDQG.DUDRNHVIURP3URSRVHG$PHQGPHQWV 5HVWDXUDQWV   &RVWV &RVWV x $VVXPHVQRSHUPDQHQWORVVLQVDOHVGXHWR x 7HPSRUDU\ORVWSURILWGXHWRFKDQJHV x 0DQDJHPHQWFRVWVLQHQIRUFLQJWKHEDQ LQWURGXFWLRQRIVPRNLQJEDQDVHYLGHQFHG LQKDELWRIVPRNHUVDQGQRQVPRNHUV OLNHO\WREHLQVLJQLILFDQW  RYHUVHDV %HQHILWV %HQHILWV x /LNHO\WREHDQXQGHUHVWLPDWHRIEHQHILWV x $YRLGHGILUHGDPDJHRDVVRFLDWHG x ,QFUHDVHGSURGXFWLYLW\DQGOHVVGD\VRI DYDLODEOHWRUHVWDXUDQWV JLYHQDERYH ORVVSURILW GD\VRIIRIVWDII OLNHO\WREHVLJQLILFDQW  DVVXPSWLRQ  x 5HGXFHGPDLQWHQDQFHFRVWV  %DUVR.DUDRNHV   &RVWV &RVWV x %RWK%DUVDQG.DUDRNHVFDQFRPSHWHGLUHFWO\ x 1RQH x 3RVVLEOHKLJKHUFRVWVLQPDLQWDLQLQJ ZLWKUHVWDXUDQWVDVWKH\FDQVHUYHIRRG LHWKH\ %HQHILWV DQGIURPLQFUHDVHILUHULVNLIPRUH PLJKWDFWXDOJDLQIURPDEDQLQUHVWDXUDQWV  x 1RQH VPRNHUVYLVLWV  %HQHILWV x 3RVVLEOHJURZWKLQUHYHQXHLIWUDGH GLYHUWHGIURPUHVWDXUDQWV (FRQRP\   &RVWV &RVWV x /LNHO\WREHDVLJQLILFDQWXQGHUHVWLPDWHRIWKH x *RYHUQPHQWHQIRUFHPHQWFRVWV x 1RQH HFRQRPLFEHQHILWVDYDLODEOHWR+RQJ.RQJIURP %HQHILWV %HQHILWV EDQQLQJVPRNLQJLQUHVWDXUDQWVDVGRHVQRW x )LUHGDPDJHFRVWV x /RZHUPRUELGLW\FRVWVRISDWURQVDQG LQFOXGHPRUWDOLW\EHQHILWV x 5HGXFHGPDLQWHQDQFHFRVWV VWDII x 6DYLQJVLQHPHUJHQF\VHUYLFHV x /RZHUPRUWDOLW\FRVWVRISDWURQV x ,QFUHDVHGSURGXFWLYLW\RIVWDIIGXHWR OHVVGD\VRII x 6DYLQJVLQKXPDQOLIH UHVWDXUDQW ZRUNHUV 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  ,PSDFWHG 139 +.= %WR& 4XDQWLILHG&RVWVDQG%HQHILWV 8QTXDQWLILHG&RVWVDQG%HQHILWV &RPPHQWV 6WDNHKROGHUV PLOOLRQV  5DWLR 2SWLRQ%3URKLELWLRQRI6PRNLQJLQ2WKHU,QGRRU:RUNSODFHV +RQJ.RQJ   &RVWV &RVWV x $GGLWLRQDOEHQHILWVIURPORZHUFOHDQLQJDQG %XVLQHVVHV x &RVWRIVPRNHUVKDYLQJWRJRIXUWKHU x 3RVVLEOHFRVWVDVVRFLDWHGZLWKKRZ PDLQWHQDQFHFRVWVPD\RXWZHLJKFRVWV WRVPRNH FXUUHQWVPRNLQJURRPVDUHXVHGDIWHU SDUWLFXODUO\LQFRPSDQLHVZLWKVPDOOQXPEHURI %HQHILWV LPSOHPHQWDWLRQRIWKHEDQ VPRNHUVRUDVPDOOGLVWDQFHWRWUDYHORXWVLGHRI x ,QFUHDVHGSURGXFWLYLW\RIZRUNHUV %HQHILWV WKHRIILFHWRVPRNH x $YRLGHGILUHGDPDJHFRVWVDQG x 3RVVLEOHEHQHILWVIURPKDYLQJPRUH x 7KHVHQVLWLYLW\DQDO\VLVVXJJHVWVWKDWDGGLWLRQDO DVVRFLDWHGLQMXULHV VSDFHIURPXVLQJFXUUHQWVPRNLQJ EHQHILWVIURPUHGXFHGVPRNLQJUDWHVDPRQJ x 0HGLFDOFRVWVDVVRFLDWHGZLWK6+6LQ URRPV LQGRRURIILFHVZRUNHUVFRXOGEHFRQVLGHUDEO\ ZRUNSODFHV x /RZHUFOHDQLQJDQGPDLQWHQDQFHFRVWV JUHDWHUWKDQWKHFRVWV RIEXLOGLQJV  x /RZHUVPRNLQJUDWHV (FRQRP\   &RVWV &RVWV x /LNHO\WREHDQXQGHUHVWLPDWHRIWKHEHQHILWV x *RYHUQPHQWHQIRUFHPHQWFRVWV x 1RQH WKDWFRXOGDFFUXHWR+RQJ.RQJDVLWGRHVQRW x &RVWRIVPRNHUVKDYLQJWRJRIXUWKHU %HQHILWV LQFOXGH WRVPRNH x /RZHUPRUWDOLW\FRVWV x HFRQRPLFEHQHILWVUHVXOWLQJIURPORZHU %HQHILWV x /RZHUFOHDQLQJDQGPDLQWHQDQFHFRVWV PRUWDOLW\FRVWVDPRQJVWDIIDQG x )LUHGDPDJHDQGDVVRFLDWHGLQMXU\ RIEXLOGLQJV x ORZHUFOHDQLQJDQGPDLQWHQDQFHFRVWVRI FRVWV x /RZHUVPRNLQJUDWHV EXLOGLQJV x 6DYLQJVLQHPHUJHQF\VHUYLFHV x HFRQRPLFEHQHILWVDULVLQJIURPORZHU x ,QFUHDVHGSURGXFWLYLW\RIRIILFH VPRNLQJUDWHV ZRUNHUV  x 6DYLQJVLQPHGLFDOFRVWVDVVRFLDWHG ZLWK6+6LQZRUNSODFHV 2SWLRQ%$OORZLQJ'HVLJQDWHG6HSDUDWHO\9HQWLODWHG6PRNLQJ5RRPV +RQJ.RQJ   &RVWV &RVWV  %XVLQHVVHV x &RVWRILQVWDOOLQJVPRNLQJURRPV x 0DLQWHQDQFHFRVWVRIVPRNLQJURRPV  %HQHILWV %HQHILWV x ,QFUHDVHGSURGXFWLYLW\RIZRUNHUV x /RZHUFOHDQLQJDQGPDLQWHQDQFHFRVWV x $YRLGHGILUHGDPDJHFRVWVLQWKRVH RIEXLOGLQJV QRWLQVWDOOLQJVPRNLQJURRPV x 0HGLFDOFRVWVDVVRFLDWHGZLWK6+6LQ ZRUNSODFHV (FRQRP\   &RVWV &RVWV x /LNHO\WREHDQXQGHUHVWLPDWHRIWKHEHQHILWV x *RYHUQPHQWHQIRUFHPHQWFRVWV x 1RQH WKDWFRXOGDFFUXHWR+RQJ.RQJDVLWGRHVQRW x &RVWRIVPRNHUVKDYLQJWRJRIXUWKHU %HQHILWV LQFOXGH

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  ,PSDFWHG 139 +.= %WR& 4XDQWLILHG&RVWVDQG%HQHILWV 8QTXDQWLILHG&RVWVDQG%HQHILWV &RPPHQWV 6WDNHKROGHUV PLOOLRQV  5DWLR WRVPRNH x /RZHUPRUWDOLW\FRVWV x HFRQRPLFEHQHILWVUHVXOWLQJIURPORZHU %HQHILWV x /RZHUFOHDQLQJDQGPDLQWHQDQFHFRVWV PRUWDOLW\FRVWVDPRQJVWDIIDQG x )LUHGDPDJHDQGDVVRFLDWHGLQMXU\ RIEXLOGLQJV x ORZHUFOHDQLQJDQGPDLQWHQDQFHFRVWVRI FRVWV EXLOGLQJV x 6DYLQJVLQHPHUJHQF\VHUYLFHV  x ,QFUHDVHGSURGXFWLYLW\RIRIILFH ZRUNHUV x 6DYLQJVLQPHGLFDOFRVWVDVVRFLDWHG ZLWK6+6LQZRUNSODFHV 2SWLRQ%3URYLGHIRU9ROXQWDU\0HDVXUHVWREH/HJDOO\(QIRUFHDEOH +RQJ.RQJ 1$ 1$ &RVWV &RVWV8%HQHILWV x ,PSRVVLEOHWRHVWLPDWHDVQRWFOHDUKRZPDQ\ %XVLQHVVHV x 1RQH x 1RQHGLUHFWO\DVVRFLDWHGZLWKWKH RIILFHVZRXOGLPSOHPHQWEDQLIWKH\ZHUH %HQHILWV SURSRVHGRSWLRQMXVWZLWKWKH OHJDOO\HQIRUFHDEOH x 1RQH GHFLVLRQVWKHFRPSDQLHVFKRRVHWR PDNH  (FRQRP\ 1$ 1$ &RVWV &RVWV x ,PSRVVLEOHWRHVWLPDWHDVQRWFOHDUKRZPDQ\ x 1RQH x *RYHUQPHQWHQIRUFHPHQWFRVWV RIILFHVZRXOGLPSOHPHQWEDQLIWKH\ZHUH %HQHILWV %HQHILWV OHJDOO\HQIRUFHDEOH x 1RQH x 1RQHGLUHFWO\DVVRFLDWHGZLWKWKH SURSRVHGRSWLRQMXVWZLWKWKH GHFLVLRQVWKHFRPSDQLHVFKRRVHWR PDNH 2SWLRQ&%DQ6PRNLQJLQ6FKRROV8QLYHUVLWLHVDQG7HUWLDU\,QVWLWXWLRQV (GXFDWLRQDO 1$ 1$ &RVWV &RVWV x ,PSRVVLEOHWRTXDQWLI\UHYHQXHLPSDFWVEXW ,QVWLWXWLRQV x 1RQH x 0LJKWEHVRPHORVVRISURGXFWLYLW\LQ OLNHO\WREHEHQHILFLDOJLYHQWKH %HQHILWV VPRNLQJVWDIIKDYLQJWROHDYHWKH x ORZHUPRUELGLW\FRVWVDVVRFLDWHGZLWK x 1RQH EXLOGLQJ DOWKRXJKXQOLNHO\WRLPSDFW 6+6H[SRVXUH RQWHDFKLQJ  x ORZHUPDLQWHQDQFHDQGFOHDQLQJFRVWV %HQHILWV x OHVVILUHVGXHWRFLJDUHWWHVPRNLQJ x 'HFUHDVHGPRUELGLW\FRVWVDVVRFLDWHG  ZLWK6+6 x /RZHUPDLQWHQDQFHDQGFOHDQLQJFRVWV x )HZHUILUHV DQGDVVRFLDWHGFRVWV 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  ,PSDFWHG 139 +.= %WR& 4XDQWLILHG&RVWVDQG%HQHILWV 8QTXDQWLILHG&RVWVDQG%HQHILWV &RPPHQWV 6WDNHKROGHUV PLOOLRQV  5DWLR (FRQRP\ 1$ 1$ &RVWV &RVWV x ,PSRVVLEOHWREHTXDQWLI\HFRQRPLFEHQHILWVEXW x 1RQH x 1RQHVLJQLILFDQW WKH\DUHOLNHO\WREHVLJQLILFDQWJLYHQEHQHILWV %HQHILWV %HQHILWV IURP x 1RQH x /RZHUPRUWDOLW\DQGPRUELGLW\FRVWVRI x /RZHUPRUWDOLW\DQGPRUELGLW\FRVWVRI VWDIIDQGSXSLOV VWDIIDQGSXSLOV x /RZHUPDLQWHQDQFHDQGFOHDQLQJFRVWV x /RZHUPDLQWHQDQFHDQGFOHDQLQJFRVWVRI RIEXLOGLQJV EXLOGLQJV x OHVVILUHVGXHWRFLJDUHWWHVPRNLQJ x OHVVILUHVGXHWRFLJDUHWWHVPRNLQJ 2SWLRQ&$OORZLQJ6HSDUDWHO\9HQWLODWHG6PRNLQJ5RRPVLQ6FKRROV8QLYHUVLWLHVDQG7HUWLDU\,QVWLWXWLRQV (GXFDWLRQDO 1$ 1$ &RVWV &RVWV x ,PSRVVLEOHWRTXDQWLI\UHYHQXHLPSDFWVEXW ,QVWLWXWLRQV x 1RQH x &RVWRILQVWDOOLQJVPRNLQJURRPV LQ OLNHO\WREHEHQHILFLDO EXWQRWDVKLJKDVXQGHU %HQHILWV WKRVHSUHPLVHVWKDWFKRRVHWRGRVR  2SWLRQ&  x 1RQH %HQHILWV  x 'HFUHDVHGPRUELGLW\FRVWVDVVRFLDWHG ZLWK6+6 x /RZHUPDLQWHQDQFHDQGFOHDQLQJFRVWV LQWKRVHLQVWLWXWLRQVZLWKRXWVPRNLQJ URRPV x )HZHUILUHV DQGDVVRFLDWHGFRVWV LQ WKRVHSUHPLVHVZLWKRXWVPRNLQJURRPV (FRQRP\ 1$ 1$ &RVWV &RVWV x ,PSRVVLEOHWRTXDQWLI\HFRQRPLFLPSDFWVEXW x 1RQH x 1RQHVLJQLILFDQW OLNHO\WREHEHQHILFLDO EXWQRWDVKLJKDVXQGHU %HQHILWV %HQHILWV 2SWLRQ&  x 1RQH x /RZHUPRUWDOLW\DQGPRUELGLW\FRVWVRI VWDIIDQGSXSLOV x /RZHUPDLQWHQDQFHDQGFOHDQLQJFRVWV RIEXLOGLQJVZLWKRXWVPRNLQJURRPV x /HVVILUHVGXHWRFLJDUHWWHVPRNLQJ 2SWLRQ&$OORZLQJ8QLYHUVLWLHVDQG7HUWLDU\,QVWLWXWLRQVWRKDYH9ROXQWDU\0HDVXUHV 8QLYHUVLWLHVDQG 1$ 1$ &RVWV &RVWV8%HQHILWV x ,PSRVVLEOHWRHVWLPDWHDVQRWFOHDUKRZPDQ\ 7HUWLDU\ x 1RQH x 1RQHGLUHFWO\DVVRFLDWHGZLWKWKH LQVWLWXWLRQVZRXOGLPSOHPHQWEDQ ,QVWLWXWLRQV %HQHILWV SURSRVHGRSWLRQMXVWZLWKWKH x %HQHILWVOLNHO\WREHVLJQLILFDQWLQWKRVHWKDW x 1RQH GHFLVLRQVWKHLQVWLWXWLRQVFKRRVHWR FKRRVHWRLPSOHPHQWDWRWDOVPRNLQJEDQ PDNH  (FRQRP\ 1$ 1$ &RVWV &RVWV8%HQHILWV x ,PSRVVLEOHWRHVWLPDWHDVQRWFOHDUKRZPDQ\

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  ,PSDFWHG 139 +.= %WR& 4XDQWLILHG&RVWVDQG%HQHILWV 8QTXDQWLILHG&RVWVDQG%HQHILWV &RPPHQWV 6WDNHKROGHUV PLOOLRQV  5DWLR x 1RQH x 1RQHGLUHFWO\DVVRFLDWHGZLWKWKH LQVWLWXWLRQVZRXOGLPSOHPHQWEDQ %HQHILWV SURSRVHGRSWLRQMXVWZLWKWKH x %HQHILWVOLNHO\WREHVLJQLILFDQWLIDQXPEHURI x 1RQH GHFLVLRQVWKHLQVWLWXWLRQVFKRRVHWR LQVWLWXWLRQVLPSOHPHQWDWRWDOVPRNLQJEDQ PDNH 2SWLRQ'3URSRVHG$PHQGPHQWVWR)XUWKHU5HVWULFW7REDFFR$GYHUWLVLQJDQG3URPRWLRQ +DZNHUVDQG   &RVWV &RVWV x ,PSDFWFRXOGEHVLJQLILFDQWIRUVWDOOVDQGVWRUHV 6PDOO5HWDLOHUV x /RVVRIDGYHUWLVLQJUHYHQXH x 1RQH WKDWFRXOGQRWILQGRWKHUVRXUFHVRIDGYHUWLVLQJ x /RVVRIWREDFFRUHYHQXH %HQHILWV UHYHQXH %HQHILWV x 1RQH x 1RQH $GYHUWLVLQJ   &RVWV &RVWV x $VVXPHVWKDWVRPHUHYHQXHEXWQRWDOO $JHQFLHV x /RVVRIUHYHQXHIURPWREDFFR x 1RQH UHFRYHUHGIURPRWKHUVRXUFHV PDQXIDFWXUHUV %HQHILWV %HQHILWV x 1RQH x 1RQH 3ULQWHUVR2WKHU   &RVWV &RVWV x $VVXPHVWKDWVRPHUHYHQXHEXWQRWDOO 5HODWHG x /RVVRIUHYHQXHIURPWREDFFR x 1RQH UHFRYHUHGIURPRWKHUVRXUFHV $GYHUWLVLQJ PDQXIDFWXUHUV %HQHILWV ,QGXVWULHV %HQHILWV x 1RQH x 1RQH 7RXULVP5HODWHG   &RVWV &RVWV x $VVXPHVWKDWDOWHUQDWLYHVSRQVRUVDUHIRXQGIRU 7UDGH LQFOXGLQJ x /RVVRIUHYHQXHLIIHZHUWRXULVWV x 1RQH FDQFHOOHGHYHQWVDIWHUWKHILUVW\HDUDQGWKHVDPH UHWDLOHUVKRWHOV WUDYHOWR+RQJ.RQJWRSDUWLFLSDWHLQ %HQHILWV QXPEHURIWRXULVWVUHWXUQ UHVWDXUDQWV WREDFFREUDQGVSRQVRUHGHYHQWV x 1RQH HQWHUWDLQPHQW %HQHILWV WRXURSHUDWRUV x 1RQH HWF   (YHQW   &RVWV &RVWV x $VVXPHVWKDWDOWHUQDWLYHVSRQVRUVDUHIRXQGIRU 2UJDQLVHUV x /RVVRIVSRQVRUVKLSIURPWREDFFR x 1RQH FDQFHOOHGHYHQWVDIWHUWKHILUVW\HDUEXWWKHWRWDO PDQXIDFWXUHUV %HQHILWV VXSSO\RIVSRQVRUVKLSPRQH\LVQHYHUIXOO\ %HQHILWV x 1RQH UHFRYHUHG x 1RQH 7REDFFR   &RVWV &RVWV x $VVXPHVDUHGXFWLRQLQWREDFFRVDOHVRIA ,QGXVWU\ x /RVVRIWREDFFRVDOHV x 1RQH x $VVXPHVWKDWORVVHVWRLPSRUWHUVZKROHVDOHUV ,PSRUWHUV x 5HSODFHPHQWRISULFHERDUGVDQG %HQHILWV DQGUHWDLOHUVDUHQRWFXPXODWLYH LHWKH\ILQG

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  ,PSDFWHG 139 +.= %WR& 4XDQWLILHG&RVWVDQG%HQHILWV 8QTXDQWLILHG&RVWVDQG%HQHILWV &RPPHQWV 6WDNHKROGHUV PLOOLRQV  5DWLR :KROHVDOHUV PDUNHUV x 1RQH RWKHUVRXUFHVRIUHYHQXH  5HWDLOHUVR %HQHILWV x 'RHVQRWLQFOXGHWKHILQDQFLDOFRVWVWR 0DQXIDFWXUHUV  x 1RQH PDQXIDFWXUHUVRILQFOXGLQJSLFWRULDODQG JUDSKLFKHDOWKZDUQLQJV (FRQRP\   &RVWV &RVWV x /LNHO\WREHDVLJQLILFDQWXQGHUHVWLPDWHRIWKH x &RVWRIUHPRYLQJFXUUHQWDGYHUWLVLQJ x 1RQH EHQHILWVDV x 5HSODFLQJSULFHERDUGVDQGPDNHUV %HQHILWV x OLNHO\WREHDQXQGHUHVWLPDWHRI x /RVVSURILWIURPWRXULVP x /RZHUPRUWDOLW\FRVWV PRUELGLW\FRVWVWKDWFDQEHUHFRYHUHG x *RYHUQPHQWHQIRUFHPHQWFRVWV x ,QFUHDVHGSURGXFWLYLW\IHZHUILUHVDQG x GRHVQRWLQFOXGHHFRQRPLFEHQHILWV %HQHILWV ORZHUFOHDQLQJDQGPDLQWHQDQFHFRVWV UHVXOWLQJIURPORZHUPRUWDOLW\FRVWVDQG x 5HGXFHGPRUELGLW\FRVWVDVVRFLDWHG RIEXLOGLQJVUHODWHGWRORZHUVPRNLQJ x GRHVQRWLQFOXGHLQFUHDVHGSURGXFWLYLW\ ZLWKDUHGXFWLRQLQVPRNLQJ UDWHV IHZHUILUHVDQGORZHUFOHDQLQJDQG PDLQWHQDQFHFRVWVRIEXLOGLQJVUHODWHGWR ORZHUVPRNLQJUDWHV 2SWLRQ'2SWLRQVWR/LPLW7REDFFR$GYHUWLVLQJDQG3URPRWLRQWKURXJK5HJXODWLRQ +DZNHUVDQG   &RVWV &RVWV x $UJXDEOHZKHWKHUWKHFRVWRIUHSODFLQJRU 6PDOO5HWDLOHUV x &RVWRIUHPRYLQJUHSODFLQJFXUUHQW x 1RQH UHPRYLQJFXUUHQWDGYHUWLVLQJZRXOGIDOORQWKH DGYHUWLVLQJ %HQHILWV KDZNHUVDQGVPDOOUHWDLOHUVDQGRUZKHWKHU %HQHILWV x 1RQH VXFKFRVWVDUHDOODGLUHFWUHVXOWRIWKHSURSRVHG x 1RQH RSWRQ VRPHDGYHUWLVLQJLVOLNHO\WREHUHSODFHG UHJDUGOHVVRIUHJXODWRU\FKDQJHV $VVXFKWKH FRVWLPSDFWFRXOGEHORZHU x :RXOGUHTXLUHFDUHIXOO\GUDIWHGOHJLVODWLRQWR PLQLPLVHWKHDGYHUWLVLQJLPSDFWRQ\RXWK ZKLFKFRXOGEHGLIILFXOW  $GYHUWLVLQJ   &RVWV &RVWV x $VVXPHVWKDWUHYHQXHUHFRYHUHGIURPRWKHU $JHQFLHV x /RVVRIUHYHQXHIURPWREDFFR x 1RQH VRXUFHV PDQXIDFWXUHUV %HQHILWV %HQHILWV x 1RQH x 1RQH 3ULQWHUVR2WKHU   &RVWV &RVWV x $VVXPHVWKDWUHYHQXHUHFRYHUHGIURPRWKHU 5HODWHG x /RVVRIUHYHQXHIURPWREDFFR x 1RQH VRXUFHV $GYHUWLVLQJ PDQXIDFWXUHUV %HQHILWV ,QGXVWULHV %HQHILWV x 1RQH x 1RQH 7RXULVP5HODWHG   &RVWV &RVWV x $VVXPHVWKDWDOWHUQDWLYHVSRQVRUVDUHIRXQGIRU

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  ,PSDFWHG 139 +.= %WR& 4XDQWLILHG&RVWVDQG%HQHILWV 8QTXDQWLILHG&RVWVDQG%HQHILWV &RPPHQWV 6WDNHKROGHUV PLOOLRQV  5DWLR 7UDGH LQFOXGLQJ x /RVVRIUHYHQXHLIIHZHUWRXULVWV x 1RQH FDQFHOOHGHYHQWVDIWHUWKHILUVW\HDUDQGWKHVDPH UHWDLOHUVKRWHOV WUDYHOWR+RQJ.RQJWRSDUWLFLSDWHLQ %HQHILWV QXPEHURIWRXULVWVUHWXUQ UHVWDXUDQWV WREDFFREUDQGVSRQVRUHGHYHQWV x 1RQH HQWHUWDLQPHQW %HQHILWV WRXURSHUDWRUV x 1RQH HWF  DVIRU 2SWLRQ'   (YHQW   &RVWV &RVWV x $VVXPHVWKDWDOWHUQDWLYHVSRQVRUVDUHIRXQGIRU 2UJDQLVHUV DV x /RVVRIVSRQVRUVKLSIURPWREDFFR x 1RQH FDQFHOOHGHYHQWVDIWHUWKHILUVW\HDUEXWWKHWRWDO IRU2SWLRQ'  PDQXIDFWXUHUV %HQHILWV VXSSO\RIVSRQVRUVKLSPRQH\LVQHYHUIXOO\ %HQHILWV x 1RQH UHFRYHUHG x 1RQH 7REDFFR   &RVWV &RVWV x $VVXPHVDUHGXFWLRQLQWREDFFRVDOHVRIA ,QGXVWU\ x /RVVRIWREDFFRVDOHV x 1RQH x $VVXPHVWKDWORVVHVWRLPSRUWHUVZKROHVDOHUV ,PSRUWHUV x 5HSODFHPHQWRISULFHERDUGVDQG %HQHILWV DQGUHWDLOHUVDUHQRWFXPXODWLYH LHWKH\ILQG :KROHVDOHUV PDUNHUV x 1RQH RWKHUVRXUFHVRIUHYHQXH  5HWDLOHUVR %HQHILWV x 'RHVQRWLQFOXGHWKHILQDQFLDOFRVWVWR 0DQXIDFWXUHUV  x 1RQH PDQXIDFWXUHUVRILQFOXGLQJSLFWRULDODQG JUDSKLFKHDOWKZDUQLQJV (FRQRP\   &RVWV &RVWV x /LNHO\WREHDVLJQLILFDQWXQGHUHVWLPDWHRIWKH x &RVWRIUHPRYLQJUHSODFLQJFXUUHQW x 1RQH EHQHILWVDV DGYHUWLVLQJ %HQHILWV x OLNHO\WREHDQXQGHUHVWLPDWHRI x 5HSODFLQJSULFHERDUGVDQGPDNHUV x /RZHUPRUWDOLW\FRVWV PRUELGLW\FRVWVWKDWFDQEHUHFRYHUHG x /RVVSURILWIURPWRXULVP x ,QFUHDVHGSURGXFWLYLW\IHZHUILUHVDQG x GRHVQRWLQFOXGHHFRQRPLFEHQHILWV x *RYHUQPHQWHQIRUFHPHQWFRVWV ORZHUFOHDQLQJDQGPDLQWHQDQFHFRVWV UHVXOWLQJIURPORZHUPRUWDOLW\FRVWVDQG %HQHILWV RIEXLOGLQJVUHODWHGWRORZHUVPRNLQJ x GRHVQRWLQFOXGHLQFUHDVHGSURGXFWLYLW\ x 5HGXFHGPRUELGLW\FRVWVDVVRFLDWHG UDWHV IHZHUILUHVDQGORZHUFOHDQLQJDQG ZLWKDUHGXFWLRQLQVPRNLQJ PDLQWHQDQFHFRVWVRIEXLOGLQJVUHODWHGWR ORZHUVPRNLQJUDWHV x $FRVWHIIHFWLYHQHVVDQDO\VLVVXJJHVWVWKDWLIMXVW RQHOLIHZDVVDYHGE\WKH\HDUWKHQWKLV RSWLRQZRXOGEHFRVWHIIHFWLYH LHWKHEHQHILWV ZRXOGH[FHHGWKHFRVWV  2SWLRQ'2SWLRQVWR5HGXFH7REDFFR$GYHUWLVLQJDQG3URPRWLRQE\,VVXLQJ*XLGHOLQHVZLWK7KUHDWRI)XWXUH5HJXODWLRQ +DZNHUVDQG   &RVWV &RVWV x $UJXDEOHZKHWKHUWKHFRVWRIUHSODFLQJRU

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  ,PSDFWHG 139 +.= %WR& 4XDQWLILHG&RVWVDQG%HQHILWV 8QTXDQWLILHG&RVWVDQG%HQHILWV &RPPHQWV 6WDNHKROGHUV PLOOLRQV  5DWLR 6PDOO5HWDLOHUV x &RVWRIUHPRYLQJUHSODFLQJFXUUHQW x 1RQH UHPRYLQJFXUUHQWDGYHUWLVLQJZRXOGIDOORQWKH DGYHUWLVLQJ %HQHILWV KDZNHUVDQGVPDOOUHWDLOHUVDQGRUZKHWKHU %HQHILWV x 1RQH VXFKFRVWVDUHDOODGLUHFWUHVXOWRIWKHSURSRVHG x 1RQH RSWLRQ VRPHDGYHUWLVLQJLVOLNHO\WREHUHSODFHG UHJDUGOHVVRIRSWLRQ $VVXFKWKHFRVWLPSDFW FRXOGEHORZHU x :RXOGUHTXLUHFDUHIXOO\GUDIWHGJXLGHOLQHVWR PLQLPLVHWKHDGYHUWLVLQJLPSDFWRQ\RXWK ZKLFKFRXOGEHGLIILFXOW  $GYHUWLVLQJ   &RVWV &RVWV x $VVXPHVWKDWUHYHQXHUHFRYHUHGIURPRWKHU $JHQFLHV x /RVVRIUHYHQXHIURPWREDFFR x 1RQH VRXUFHV PDQXIDFWXUHUV %HQHILWV %HQHILWV x 1RQH x 1RQH 3ULQWHUVR2WKHU   &RVWV &RVWV x $VVXPHVWKDWUHYHQXHUHFRYHUHGIURPRWKHU 5HODWHG x /RVVRIUHYHQXHIURPWREDFFR x 1RQH VRXUFHV $GYHUWLVLQJ PDQXIDFWXUHUV %HQHILWV ,QGXVWULHV %HQHILWV x 1RQH x 1RQH 7RXULVP5HODWHG   &RVWV &RVWV x $VVXPHVWKDWDOWHUQDWLYHVSRQVRUVDUHIRXQGIRU 7UDGH LQFOXGLQJ x /RVVRIUHYHQXHLIIHZHUWRXULVWV x 1RQH FDQFHOOHGHYHQWVDIWHUWKHILUVW\HDUDQGWKHVDPH UHWDLOHUVKRWHOV WUDYHOWR+RQJ.RQJWRSDUWLFLSDWHLQ %HQHILWV QXPEHURIWRXULVWVUHWXUQ UHVWDXUDQWV WREDFFREUDQGVSRQVRUHGHYHQWV x 1RQH HQWHUWDLQPHQW %HQHILWV WRXURSHUDWRUV x 1RQH HWF   (YHQW   &RVWV &RVWV x $VVXPHVWKDWDOWHUQDWLYHVSRQVRUVDUHIRXQGIRU 2UJDQLVHUV x /RVVRIVSRQVRUVKLSIURPWREDFFR x 1RQH FDQFHOOHGHYHQWVDIWHUWKHILUVW\HDUEXWWKHWRWDO PDQXIDFWXUHUV %HQHILWV VXSSO\RIVSRQVRUVKLSPRQH\LVQHYHUIXOO\ %HQHILWV x 1RQH UHFRYHUHG x 1RQH 7REDFFR   &RVWV &RVWV x $VVXPHVDUHGXFWLRQLQWREDFFRVDOHVRIA ,QGXVWU\ x /RVVRIWREDFFRVDOHV x 1RQH x $VVXPHVWKDWORVVHVWRLPSRUWHUVZKROHVDOHUV ,PSRUWHUV x 5HSODFHPHQWRISULFHERDUGVDQG %HQHILWV DQGUHWDLOHUVDUHQRWFXPXODWLYH LHWKH\ILQG :KROHVDOHUV PDUNHUV x 1RQH RWKHUVRXUFHVRIUHYHQXH  5HWDLOHUVR

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  ,PSDFWHG 139 +.= %WR& 4XDQWLILHG&RVWVDQG%HQHILWV 8QTXDQWLILHG&RVWVDQG%HQHILWV &RPPHQWV 6WDNHKROGHUV PLOOLRQV  5DWLR 0DQXIDFWXUHUV  %HQHILWV x 'RHVQRWLQFOXGHWKHILQDQFLDOFRVWVWR x 1RQH PDQXIDFWXUHUVRILQFOXGLQJSLFWRULDODQG JUDSKLFKHDOWKZDUQLQJV (FRQRP\   &RVWV &RVWV x /LNHO\WREHDVLJQLILFDQWXQGHUHVWLPDWHRIWKH x &RVWRIUHPRYLQJUHSODFLQJFXUUHQW x 1RQH EHQHILWVDV DGYHUWLVLQJ %HQHILWV x OLNHO\WREHDQXQGHUHVWLPDWHRI x 5HSODFLQJSULFHERDUGVDQGPDNHUV x /RZHUPRUWDOLW\FRVWV PRUELGLW\FRVWVWKDWFDQEHUHFRYHUHG x /RVVSURILWIURPWRXULVP x ,QFUHDVHGSURGXFWLYLW\IHZHUILUHVDQG x GRHVQRWLQFOXGHHFRQRPLFEHQHILWV x *RYHUQPHQWHQIRUFHPHQWFRVWV ORZHUFOHDQLQJDQGPDLQWHQDQFHFRVWV UHVXOWLQJIURPORZHUPRUWDOLW\FRVWVDQG %HQHILWV RIEXLOGLQJVUHODWHGWRORZHUVPRNLQJ x GRHVQRWLQFOXGHLQFUHDVHGSURGXFWLYLW\ x 5HGXFHGPRUELGLW\FRVWVDVVRFLDWHG UDWHV IHZHUILUHVDQGORZHUFOHDQLQJDQG ZLWKDUHGXFWLRQLQVPRNLQJ PDLQWHQDQFHFRVWVRIEXLOGLQJVUHODWHGWR ORZHUVPRNLQJUDWHV x $FRVWHIIHFWLYHQHVVDQDO\VLVVXJJHVWVWKDWLIMXVW WZROLYHVZDVVDYHGE\WKH\HDUWKHQWKLV RSWLRQZRXOGEHFRVWHIIHFWLYH LHWKHEHQHILWV ZRXOGH[FHHGWKHFRVWV 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã   &2168/7$7,21$1'%86,1(6667$.(+2/'(5&21&(516

 ,1752'8&7,21

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

$PRQJVWRWKHUV(50KDVFRQVXOWHGZLWKWKHUHSUHVHQWDWLYHVIURPWKH IROORZLQJEXVLQHVVJURXSV  x +RVSLWDOLW\*URXSV x +DZNHUVDQG6PDOO5HWDLOHUV x $GYHUWLVLQJ x 7REDFFR,QGXVWU\ x 7RXULVP x 5HWDLOHUV x *HQHUDO%XVLQHVV  7KHUHVXOWVRIWKHVHFRQVXOWDWLRQVDUHGHVFULEHGLQPRUHGHWDLOEHORZ   +RVSLWDOLW\*URXS

(50KHOGWZRIRFXVJURXSPHHWLQJVZLWKUHSUHVHQWDWLYHVIURPWKLVJURXSDV ZHOODVXQGHUWDNLQJDQXPEHURILQWHUYLHZVDQGVHHNLQJZULWWHQVXEPLVVLRQV IURPRWKHUV7KHNH\LVVXHVUDLVHGE\WKLVJURXSDUHVXPPDULVHGLQ7DEOH EHORZ

7DEOH .H\,VVXHV5DLVHGE\&RQVXOWHHV

.H\,VVXHV5DLVHG  :KLOHVRPHUHSUHVHQWDWLYHVRIWKHUHVWDXUDQWWUDGHLQFOXGLQJWUDGHDVVRFLDWLRQV QRWDEO\ WKH+RQJ.RQJ5HVWDXUDQWR(DWLQJ+RXVH0HUFKDQWV*HQHUDO$VVRFLDWLRQ DQG LQGLYLGXDOEXVLQHVVHV LQFOXGLQJUHVWDXUDQWVWKDWKDYHKDGH[SHULHQFHRIUXQQLQJVPRNH IUHHUHVWDXUDQWVLQ+RQJ.RQJ VXSSRUWHGWKHSURSRVHGDPHQGPHQWVWKHUHZDVD

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  .H\,VVXHV5DLVHG FRQVLGHUDEOHERG\WKDWRSSRVHGWKHEDQIHDULQJVLJQLILFDQWHFRQRPLFDQGILQDQFLDOLPSDFWV SDUWLFXODUO\LQWKH%DUR.DUDRNH7UDGHV  2WKHURSWLRQVVXJJHVWHGWRUHGXFHWKHLPSDFWRI6+6RQVWDIIDQGSDWURQVLQFOXGHG x DOORZLQJVHSDUDWHO\YHQWLODWHGVPRNLQJURRPVDQGDOWKRXJKVRPHVWDNHKROGHUV ZHUHFRQFHUQHGDERXWWKRVHZKRFRXOGQRWDIIRUGVXFKIDFLOLWLHVPDQ\VXSSRUWHG VXFKDPRYH x H[WHQGLQJHLWKHUWKHQRVPRNLQJDUHDDQGRUWKHFRYHUDJHRIWKHFXUUHQWOHJLVODWLRQ DOWKRXJKVRPHUHFRJQLVHGWKDWWKLVZRXOGSURYLGHPLQLPDODGGLWLRQDOSURWHFWLRQWR VWDII x WKHVWDWXVTXRZLWKEHWWHUHQIRUFHPHQWDQG x EHWWHUHGXFDWLRQDQGSXEOLFDZDUHQHVV  .H\FRQFHUQVH[SUHVVHGUHJDUGLQJWKHSURSRVHGDPHQGPHQWVLQFOXGHG x SURSRVHGDPHQGPHQWVZRXOGLPSDFWQHJDWLYHO\RQWKHLUEXVLQHVV x LWLVQRWDJRRGWLPHWREHLPSOHPHQWLQJVXFKPHDVXUHVJLYHQWKHFXUUHQWHFRQRPLF FOLPDWH x EXVLQHVVIURPRYHUVHDVYLVLWRUVQRWDEO\IURP0DLQODQG&KLQDZRXOGEH SDUWLFXODUO\LPSDFWHG x QRH[HPSWLRQVVKRXOGEHJUDQWHGDQGWKHSURSRVHGPHDVXUHV RURWKHURSWLRQV  VKRXOGEHDSSOLHGHTXDOO\WRDOO OHYHOSOD\LQJILHOG  x VPRNHUVVKRXOGEHJLYHQVRPHFKRLFHDQGJRYHUQPHQWVKRXOGQRWEHLQWHUIHULQJ ZLWKIUHHGRPRIFKRLFH x SHRSOHZLOOJHWXVHGWRWKHUXOLQJDIWHUVRPHPRDQLQJDQGJURDQLQJEXWWKHUHZLOOEH RWKHULPSDFWV HJOLWWHU  x VRPHIHOWWKDWJLYHQWLPHWRDGMXVWWKHUHZLOOQRWEHVLJQLILFDQWILQDQFLDOLPSDFWV x HQIRUFHPHQWLVOLNHO\WREHDPDMRUFRQFHUQIRUPDQDJHUVDQGVWDII x NDUDRNHVVKRXOGEHWUHDWHGGLIIHUHQWO\DVWKHUHDUHHQFORVHGURRPVWKDWVHSDUDWH GLIIHUHQWJURXSVRIFRQVHQWLQJDGXOWV x VPRNLQJLVSDUWRIVRPH&KLQHVHFXOWXUH x H[SHULHQFHLQLPSOHPHQWLQJVPRNHIUHHEDQVE\VRPHJURXSVKDYHEHHQPRVWO\ VXFFHVVIXODQGZHOOUHFHLYHGSUREOHPVKDYHKRZHYHUEHHQHQFRXQWHUHGLQVRPH ROGHUUHVLGHQWLDOGLVWULFWV x VRPHHVWDEOLVKPHQW·VPDLQFOLHQWHOHDUHVPRNHUVDQGWKHVHZLOOEHVLJQLILFDQWO\ LPSDFWHGQRWDEO\EDUVDQGSXEVDQGUHVWDXUDQWVVHUYLQJORZHULQFRPHJURXSV x PDQ\VWDIIDUHVPRNHUV  2WKHULVVXHVUDLVHGLQFOXGHG x PDQ\IHOWWKDWLQFUHDVHGHGXFDWLRQDQGDZDUHQHVVFRXOGKDYHDQHTXLYDOHQWKHDOWK EHQHILWZLWKRXWWKHHFRQRPLFFRVWV     +DZNHUVDQG6PDOO5HWDLOHUV

:HFRQGXFWHGLQGLYLGXDOIDFHWRIDFHLQWHUYLHZVZLWKUHSUHVHQWDWLYHVRIWKH WUDGHEXWZHUHXQDEOHWRVHWXSDIRFXVJURXSPHHWLQJZLWKWUDGHPHPEHUV GHVSLWHFRQWDFWLQJYDULRXVWUDGHDVVRFLDWLRQV7KHNH\LVVXHVUDLVHGE\WKLV JURXSDUHVXPPDULVHGLQ7DEOHEHORZ 

7DEOH .H\,VVXHV5DLVHGE\&RQVXOWHHV

.H\,VVXHV5DLVHG  5HSUHVHQWDWLYHVDOORSSRVHGWKHEDQDVLWZRXOGLPSDFWRQWKHLUEXVLQHVV ORVVRI DGYHUWLVLQJDQGVDOHVUHYHQXH ,WZDVQRWHGWKDWWKHDGYHUWLVLQJGHDOLVRIWHQSDUWRID JHQHUDOSDFNDJHDVVRFLDWHGZLWKSXUFKDVLQJFLJDUHWWHVDQGDOVRWKDWQRWPXFKRIWKHLUSURILW ZDVDWWULEXWDEOHWRWREDFFRVDOHV ORZPDUJLQV 7REDFFRILUPVDUHIRUPRVWKDZNHUVDQG VPDOOUHWDLOHUVWKHLUODUJHVWIRUPRIDGYHUWLVLQJUHYHQXH

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  .H\,VVXHV5DLVHG  2WKHURSWLRQVVXJJHVWHGLQUHODWLRQWRUHGXFLQJWKHXSWDNHRIVPRNLQJE\\RXQJLQFOXGHG x OLPLWWKHVL]HRUFRQWHQWRIDGYHUWLVLQJ x PDNHLWLOOHJDOIRUSHRSOHXQGHUWKHDJHRIWRSXUFKDVHFLJDUHWWHV x LQFUHDVHHGXFDWLRQDQGDZDUHQHVV x EHWWHUHQIRUFHPHQWRIH[LVWLQJOHJLVODWLRQ LQFOXGLQJWKDWDJDLQVWVPXJJOLQJRI FLJDUHWWHVIURP0DLQODQG&KLQD   2WKHULVVXHVUDLVHGLQFOXGHG x WKH*RYHUQPHQWVKRXOGFRQVLGHUWKHFXUUHQWHFRQRPLFFOLPDWHDQGWKHOLYHOLKRRGRI +DZNHUVDQG6PDOO5HWDLOHUV   $GYHUWLVLQJ

(50KDGRQHIRFXVJURXSPHHWLQJZLWKPHPEHUVRIWKH$VVRFLDWLRQRI $FFUHGLWHG$GYHUWLVLQJ$JHQWVRI+RQJ.RQJDQGDPHPEHURIWKHVDPH DVVRFLDWLRQDWWHQGHGDIRFXVJURXSPHHWLQJZLWKWKHKRVSLWDOLW\LQGXVWU\ GXH WRWLPLQJFRQVWUDLQWV 7KHNH\LVVXHVUDLVHGE\WKLVJURXSDUHVXPPDULVHGLQ 7DEOHEHORZ

7DEOH .H\,VVXHV5DLVHGE\&RQVXOWHHV

.H\,VVXHV5DLVHG  5HSUHVHQWDWLYHVGRXEWHGZKHWKHUEDQQLQJWREDFFRDGYHUWLVLQJZRXOGLPSDFWRQ\RXWK VPRNLQJUDWHVDQGDVVXFKRSSRVHGDEODQNHWEDQRIVDPH  2WKHURSWLRQVVXJJHVWHGWRUHGXFHWKHXSWDNHRIVPRNLQJE\\RXQJLQFOXGHG x EHWWHUHQIRUFHPHQWRIFXUUHQWOHJLVODWLRQ x DZDUHQHVVUDLVLQJDQGSXEOLFHGXFDWLRQ x IXQGLQJRIDQWLVPRNLQJFDPSDLJQVE\WREDFFRILUPV  2WKHULVVXHVUDLVHGLQFOXGHG x GRXEWHGZKHWKHULWZDVDSSURSULDWHWREDQVPRNLQJLQDOOKRVSLWDOLW\YHQXHV   7REDFFR,QGXVWU\

(50KDGDIRFXVJURXSPHHWLQJZLWKUHSUHVHQWDWLYHVRIYDULRXVWREDFFR PDQXIDFWXUHUVDVHSDUDWHPHHWLQJZLWKWKH7REDFFR,QVWLWXWHDQGYDULRXV ZULWWHQDQGYHUEDOFRPPXQLFDWLRQVIURPWREDFFRILUPV7KHNH\LVVXHVUDLVHG E\WKLVJURXSDUHVXPPDULVHGLQ7DEOHEHORZ

7DEOH .H\,VVXHV5DLVHGE\&RQVXOWHHV

.H\,VVXHV5DLVHG  7REDFFRPDQXIDFWXUHUVZKLOHDFNQRZOHGJLQJWKHKD]DUGVDVVRFLDWHGZLWKWKHLUSURGXFW TXHVWLRQHGWKHQHHGDSSURDFKDQGLPSDFWVRIWKHUHJXODWRU\PHDVXUHVSURSRVHGE\ JRYHUQPHQW7KH\FRQVLGHUHGWKDWZKLOHWKHUHLVDQHHGWRUHJXODWHVRPHDFWLYLWLHV QRWDEO\ PDUNHWLQJRIWREDFFRSURGXFWV LQOLQHZLWKSXEOLFH[SHFWDWLRQVWKHUHLVVFRSHIRUVHOI UHJXODWLRQDQGRWKHUOHVVH[SHQVLYHPHDVXUHVWROLPLWWKHLPSDFWRIWKHLUSURGXFW  2WKHURSWLRQVVXJJHVWHGWRUHGXFHWKHLPSDFWRI6+6LQFOXGHG x DOORZLQJVHSDUDWHO\YHQWLODWHGVPRNLQJURRPVQRWQHFHVVDU\WRUHJXODWHEXWMXVW DOORZEXVLQHVVHVWRPDNHWKHLURZQGHFLVLRQV$FNQRZOHGJHGSRVVLELOLW\RIVPDOO EXVLQHVVHVKDYLQJGLIILFXOW\LQFRPSHWLQJ x DOORZLQJKRVSLWDOLW\YHQXHVDQGZRUNSODFHVWREHLQFOXGHGLQWR6FKHGXOHRIWKH 6PRNLQJ2UGLQDQFH WRDOORZWKHPWRGHVLJQDWHWKHLUSUHPLVHVDVQRVPRNLQJDQG JLYHWKHPOHJDOSRZHUVWRHQIRUFH  x LQFUHDVHGHGXFDWLRQDQGDZDUHQHVV x DOORZIRUKRVSLWDOLW\YHQXHVWREHFRPHVPRNLQJDIWHUDFHUWDLQKRXU SPZDV VXJJHVWHG 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  .H\,VVXHV5DLVHG  2WKHURSWLRQVVXJJHVWHGWRUHGXFHWKHLPSDFWRIWREDFFRDGYHUWLVLQJDQGSURPRWLRQRQ \RXWKVPRNLQJLQFOXGHG x XVHRIFRGHRIFRQGXFWZLWKWKUHDWRIIXWXUHUHJXODWLRQVXJJHVWHGZRUNLQJWRJHWKHU ZLWKJRYHUQPHQWWRDJUHHDFFHSWDEOHSUDFWLFHV VXFKDVVL]HOLPLWV  x UHVWULFWLQJWKHIUHTXHQF\W\SHDQGRUSULFHRISURGXFWVZKLFKDUHVROGWRJHWKHUZLWK WREDFFRSURGXFWV x EDQQLQJRIWREDFFREUDQGVSRQVRUVKLSEXWQRWFRUSRUDWHVSRQVRUVKLS x UHJXODWHWRPDNHLWLOOHJDOIRUWKRVHXQGHUWRSXUFKDVHFLJDUHWWHV x LQFUHDVHGHGXFDWLRQDQGDZDUHQHVV  2WKHULVVXHVUDLVHGLQFOXGHG x WKHUHLVDGHPDQGIRUVPRNLQJYHQXHVLQ+RQJ.RQJ x WKHLPSDFWVRIGLIIHUHQWPHDVXUHVZRXOGIDOORQGLIIHUHQWEXVLQHVVHVZLWKLQWKHVDPH VHFWRUGLIIHUHQWO\ x WKHWREDFFRLQGXVWU\QHHGVWREHDEOHWRFRPPXQLFDWHZLWKFXVWRPHUVDQGSURPRWH WKHLUSURGXFWV7KLVDOORZVWKHPWRPDLQWDLQPDUNHWVKDUHIDFLOLWDWHWKHHQWU\RI QHZPDQXIDFWXUHUVDQGSURGXFWV LQFOXGH¶OHVVULVN\·SURGXFWV WRWKHPDUNHWDQG LQIRUPFXVWRPHUVRISULFHFKDQJHV x VRPHFRUSRUDWHQDPHVLQFOXGHWKHZRUG¶WREDFFR·ZRXOGWKH\EHSUHYHQWHGIURP VSRQVRULQJHYHQWV LHQRWEUDQGQDPHV " x WREDFFRLQGXVWU\DUHSUHSDUHGWRZRUNZLWKJRYHUQPHQWRQFRGHVRIFRQGXFW   7RXULVP

(50PHWZLWKUHSUHVHQWDWLYHVRIWKH+RWHOLQGXVWU\ DWDIRFXVJURXS PHHWLQJ DQGWKH+RQJ.RQJ7RXULVP%RDUG7KHNH\LVVXHVUDLVHGE\WKLV JURXSDUHVXPPDULVHGLQ7DEOHEHORZ

7DEOH .H\,VVXHV5DLVHGE\&RQVXOWHHV

.H\,VVXHV  )HOWWKDWEDQQLQJVPRNLQJLQSXEOLFSODFHVZRXOGDIIHFW+RQJ.RQJ·VLQWHUQDWLRQDOLPDJH DQGWRXULVPDOWKRXJKWKHLPSDFWVZRXOGEHORQJWHUPDQGQRWLPPHGLDWHO\IHOW,Q DGGLWLRQWKHEDQRQWREDFFRVSRQVRUVKLSPLJKWKDYHDQLPSDFWRQWRXULVPDVOHVVRYHUVHDV YLVLWRUVZRXOGWUDYHOWR+RQJ.RQJIRUHYHQWV  2WKHURSWLRQVVXJJHVWHGWROLPLWWKHLPSDFWRI6+6 x JUDGXDOO\H[SDQGWKHQRVPRNLQJDUHDLQUHVWDXUDQWV x SURYLVLRQRIVPRNLQJURRPV  2WKHURSWLRQVVXJJHVWHGWROLPLWWKHLPSDFWRIWREDFFRDGYHUWLVLQJDQGSURPRWLRQRQ\RXWK VPRNLQJ x HGXFDWLRQDQGDZDUHQHVV x PDNLQJLWLOOHJDOIRUWKHPWRSXUFKDVHFLJDUHWWHV  2WKHULVVXHVUDLVHGLQFOXGHG x WKHUHVKRXOGEHFOHDUVLJQVLIVPRNLQJEDQVDUHEURXJKWLQVRWRXULVWVDUHDZDUHRI WKHUHVWULFWLRQV x +RQJ.RQJVKRXOGFRQVLGHULWVLQWHUQDWLRQDOUHSXWDWLRQDVDIUHHPDUNHWHFRQRP\ ZKHQFRQVLGHULQJVXFKFRQWUROPHDVXUHV   5HWDLOHUV

(50KDGYHUEDODQGZULWWHQFRPPXQLFDWLRQVZLWKWZRJHQHUDOUHWDLOHUVWKDW DOVRVHOOWREDFFRSURGXFWV7KHLVVXHVUDLVHGDUHVXPPDULVHGLQ7DEOH EHORZ 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  7DEOH .H\,VVXHV5DLVHGE\&RQVXOWHHV

 5HWDLOHUVKDGFRQFHUQVUHJDUGLQJWZRRIWKHSURSRVHGDPHQGPHQWVQDPHO\WKDWUHJDUGLQJ WREDFFRSURPRWLRQVDQGWKHXVHRIJUDSKLFDQGSLFWRULDOKHDOWKZDUQLQJV  5HJDUGLQJWREDFFRSURPRWLRQV x EDQQLQJWREDFFRSURGXFWSURPRWLRQVPHDQVWKHUHLVQRLQFHQWLYHWRWKHFRQVXPHUVWR SXUFKDVHDOHJDOSURGXFWDQGFRQVXPHUVDUHSD\LQJDORWSHUSDFN LQFOXGLQJDORWRIGXW\  WKLVLVXQIDLUWRWKHFRQVXPHUV x UHWDLOHUVREWDLQVDGGLWLRQDOUHYHQXHVIURPKROGLQJWREDFFRSURPRWLRQVLQWKHLURXWOHWV ERWK IURPWKHDGGLWLRQDOFXVWRPDQGIURPDFXWLQWKHUHVXOWLQJVDOHVUHYHQXH 7KHVHUHYHQXHV DUHVLJQLILFDQWLQGROODUWHUPV DOWKRXJKQRWLQDEVROXWHWHUPV  x WKHSURSRVHGDPHQGPHQWQHHGVFODULI\LQJDVLWDSSHDUVWRSUHYHQWWKHVDOHRIRWKHULWHPV UHJDUGOHVVRIZKHWKHUWKH\IRUPSDUWRIDWREDFFRSURPRWLRQRUQRW IURPEHLQJVROGZLWKLQ WKHVDPHWUDQVDFWLRQDVDWREDFFRSURGXFW  5HJDUGLQJJUDSKLFDQGSLFWRULDOKHDOWKZDUQLQJV x WKHYLVXDOLPSDFWRIWKHZDUQLQJVWRFXVWRPHUVRIRWKHUQRQWREDFFRSURGXFWVPLJKW GLVFRXUDJHFXVWRPHUV x WKHIRUPDWRIWKHKHDOWKZDUQLQJVVKRXOGPLQLPLVHWKLVYLVXDOLPSDFW  $QRWKHUFRQFHUQH[SUHVVHGZDVZLWKUHJDUGWRWREDFFRVPXJJOLQJ$FRQVXOWHHIHOWWKDWWKH DERYHWZRUHTXLUHPHQWVPLJKWHQFRXUDJHFRQVXPHUVWRSXUFKDVHQRQGXW\SDLG VPXJJOHG VWRFN   *HQHUDO%XVLQHVV

(50KDGYHUEDODQGZULWWHQFRPPXQLFDWLRQVZLWKYDULRXVJHQHUDOEXVLQHVV DVVRFLDWLRQVLQ+RQJ.RQJ7KHNH\LVVXHVUDLVHGE\WKLVJURXSDUH VXPPDULVHGLQ7DEOHEHORZ

7DEOH .H\,VVXHV5DLVHGE\&RQVXOWHHV

.H\,VVXHV  6XSSRUWHGWKHEDQLQLQGRRUZRUNSODFHVDQGQRDOWHUQDWLYHVZHUHVXJJHVWHGKRZHYHU TXHVWLRQHGWKHWRWDOEDQLQKRVSLWDOLW\YHQXHVDQGRQHVXJJHVWHGWKHQHHGIRUH[HPSWLRQV IRUSULYDWHIXQFWLRQURRPVEDUDUHDVEDUVDQGNDUDRNHVZKLOHDQRWKHUJURXSFRQVLGHUHGDOO VXFKVPRNLQJLQKRVSLWDOLW\YHQXHVZHUHLOOLEHUDODQGWRRGDPDJLQJWRWKHHFRQRP\DWWKLV MXQFWXUH  6XJJHVWHGWKHQHHGIRUFRQWLQXHGSXEOLFHGXFDWLRQDQGDZDUHQHVVUDLVLQJ 

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  8 RECOMMENDATIONS AND IMPLEMENTATION

8.1 INTRODUCTION

In developing these recommendations, due consideration has been given to Hong Kong Government policies. The Hong Kong Government’s established policy on is “to seek, through a gradual step-by-step approach, to discourage smoking, contain the proliferation of tobacco use and protect the public from to the maximum extent possible”.

This progressive approach, which is in line with the approach being taken in many other developed economies, suggests that any measures adopted now must both be easy to amend in the future (to further meet the stated objectives) and not require expenditure that might be made redundant in the future through future tightening of tobacco control legislation.

Other Hong Kong policies in such areas as making Hong Kong a global city, ensuring a competitive climate for business and encouraging small and medium sized businesses, are also relevant to this study.

In addition, the Hong Kong and other regional and global economies have entered a significant economic down turn. We have taken the view that measures that will place a significant burden on businesses and on Hong Kong’s competitiveness must be minimised in the short term, while not inhibiting the future tightening of tobacco controls (if this is found to be necessary).

8.2 EXPANSION OF STATUTORY NO SMOKING AREAS

8.2.1 Restaurants and Other Hospitality Venues

The study found that there is potentially both revenue (to the venues themselves) and economic benefits from pursuing a total in hospitality venues. However, the analysis is unsurprisingly sensitive (particularly for bars and karaokes) to the assumptions made about the impact of such a ban on the sales at these premises. Although international experience of implementing such smoking bans suggests that they would not have an overall negative impact on sales, there are clearly concerns within the Hong Kong community that they might do so. If the proposed amendments did reduce sales significantly in restaurants, bars and karaokes then there would no longer be a revenue benefit to these venues and the economic benefit to Hong Kong as a whole would be less significant.

Furthermore, given the competition between restaurants, bars and karaokes (they are all able to serve food) and the results of the affordability analysis, it is likely that the granting of exemptions to a particular sector(s) (eg, karaokes and/or bars) could have long term and possibly catastrophic impacts for some small businesses not exempted from such a smoking ban.

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT 100 Given the views of both the public and the trades themselves, one solution to these issues would be to allow an initial exemption of karaokes and possibly bars, but to limit the ‘competition for smokers’ to certain times of the day - ie provide a level playing field of a total smoking ban throughout most of the day but allow karaokes (and possibly bars) to apply for and/or automatically receive exemptions between, say 10.00 pm and 6.00 am. It should be noted that this proposed exemption is not being recommended as an indefinite solution but solely in response to the consultation paper (eg that bars and karaokes being given a longer grace period if deemed necessary).

This would allow all premises, notably small restaurants, to compete (for smokers and non-smokers alike) on a level playing field during the key hours of business for serving food (eg breakfast, lunch and dinner). It would also reduce staff exposure to SHS in these premises to certain hours of the day (although clearly not eliminate it altogether) and allow for further tightening of the legislation in the future (through the removal of the exemption).

It is not recommended that the smoking ban be extended to outdoor areas of restaurants as, while such a move could have health (and hence economic) benefits, the magnitude of these are uncertain and such a move appears to be out of line with international approaches.

If such time-limited exemptions are to be granted, then it is recommended that every premises in Hong Kong with a restaurant or a light refreshment license is included in the smoking ban, but that premises with a karaoke permit and possibly a bar endorsement can apply for, or automatically receive the exemption. The process of applying for such exemption could be relatively straightforward - for example, they would simply be required to submit a copy of the relevant endorsement/permit to the responsible licensing authority and/or display the endorsement/permit in the premise. Alternatively such an exemption could be automatically extended to premises that have such endorsements/permits.

A similar approach could be taken for night-clubs (eg allow for exemptions between certain hours for premises that have a dancing endorsement on their liquor license).

This approach is preferable to one that allows dedicated smoking rooms as this option has lower revenue impacts and higher economic benefits for the premises concerned. It also allows for future restrictions to be applied if social norms regarding smoking in public places demand it (or indeed if econometric studies in Hong Kong illustrate to owners and the public alike the financial and economic benefits of implementing a total no-smoking policy in all public indoor premises).

8.2.2 Schools, Universities and Tertiary Institutions

It is recommended that statutory no smoking areas are expanded to include all indoor and outdoor areas of schools. While it has been impossible, within the time-frame available for this study, to quantify the likely revenue and

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT 101 economic impacts of such a measure, it is clear that such a measure would both meet the objectives of the legislation (to reduce the exposure to SHS and create a desirable example to young people) and is unlikely to have any revenue or economic costs. Indeed there are likely to be only financial and economic benefits associated with such a measure.

The same argument is made with regard to tertiary institutions and universities and this study finds that there is likely to be both an economic and financial argument for extending statutory no smoking bans to tertiary institutions and universities. In addition, the international review suggested that banning (or limiting) smoking in indoor premises of universities and tertiary institutions is not out of line with international practice.

It should be noted however, that this study does not find any convincing financial or economic arguments for regulating to allow separately ventilated smoking rooms in universities and tertiary institutions while banning smoking outside these rooms, as this would infer costs to institutions which neither a total ban or no action would impose. Furthermore such an approach might prevent, or at least slow down, the future implementation of a total smoking ban (if deemed necessary and/or proved to be cost-effective) as it implies that the Administration accepts that there is a safe level of exposure to SHS.

8.2.3 Other Indoor Workplaces

The study found that, although there is currently insufficient data available to conclude that a total smoking ban in all indoor offices would have revenue benefits to employers, there would be a net economic benefit to Hong Kong of banning smoking in all indoor offices and this is likely to be significant. Furthermore, the literature review suggests that if further study were undertaken then it would provide a convincing business case for banning smoking in all indoor offices once all the pertinent costs were quantified.

Thus, while this study has been unable to demonstrate a net revenue benefit to businesses in Hong Kong, it is likely that there will be one. As such, and given the level of public support for such a measure (demonstrated by the 88% approval rating noted in the survey of public opinion undertaken by the Hong Kong Polytechnic University) the Administration could reasonably proceed with the proposed amendment. It is suggested that such an amendment should allow for exemptions for businesses, such as cigar divans and other speciality smoking venues, who would be put out of business by such a measure, and independently ventilated enclosed smoking rooms in buildings where such rooms are a feature of the building's design and would become redundant space if they were not exempted. Without the facility to provide such exemptions, the proposed amendment might place significant costs on individual businesses. The conditions for allowing such exemptions should include that no one is required to perform the duties of their employment in the area to be exempted. The process for applying for such an exemption should be kept as simple as possible while ensuring the protection of workers. The same exemption facility could be applied to those

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT 102 premises that, as suggested by the consultation document (issued by the Health and Welfare Bureau on 21 June 2001), have “genuine difficulty in complying with the smoking ban requirement”.

However, if it were felt that the current absence of data demonstrating a net revenue benefit to businesses in Hong Kong precludes such a step, then the Administration could allow for voluntary measures to be legally enforceable under the current legislation. This, a relative simple measure that would not impose any costs on business, could be clearly presented as an intermediary step to a full ban in the future. A date could be set to review progress of companies in implementing a smoking ban in the office (eg using the Thematic Household Survey). This measure would not preclude the future total banning of smoking in indoor offices and would not impose any costs on business (unlike regulating to allow for smoking rooms). Alternatively, this option could be utilised for those business sectors that, as suggested by the consultation document, have “genuine difficulty in complying with the smoking ban requirement”.

With reference to the international review, of those localities examined, only Australia has implemented a total workplace ban on smoking (and then in only 5 of the 6 federal states). Singapore and Thailand have banned smoking in air-conditioned offices, while Canada, California and New York City allow smoking in designated smoking rooms and/or separate offices.

Again, it should be noted that this study does not find any convincing financial or economic arguments for regulating to allow separately ventilated smoking rooms in indoor workplaces while banning smoking outside these rooms, as this would infer costs to businesses which neither a total ban or no action would impose. Furthermore, such an approach might prevent, or at least slow down, the implementation of a total smoking ban in the future (if deemed necessary and/or proved to be cost-effective) as it implies that the Administration accepts that there is a safe level of exposure to SHS.

8.3 TOBACCO ADVERTISING AND PROMOTION

8.3.1 Display of Tobacco Advertising

The economic analysis does suggest a need to further restrict tobacco advertising if it will result in reduced smoking rates (which the literature review suggests will be the case). However, given the current economic climate and the identified revenue and affordability impacts of the proposed amendment (to remove the current exemption from hawkers and small retailers) it is recommended that the exemption is further restricted but not entirely removed.

There are several reasons for the current, perceived or otherwise, abuse (and hence impact) of the current exemption, including:

• display of tobacco advertising by premises that are clearly unlikely to suffer from livelihood impacts if the exemption was removed; and

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT 103 • the volume of tobacco advertising in localities that have a high visual impact (and hence are likely to promote tobacco use).

Recognising that there is a link between locality, demand for their advertising space, turnover and hence sustainability and long term profitability of their business, we recommend that the qualification for the current exemption is altered to exempt only those hawkers and small retailers whose annual turnover is less than HK$ 500,000 and who sell tobacco products.

This level of turnover or gross income (HK$500,000) is chosen as it is the level used by the tax authorities in Hong Kong to determine whether a ‘small business’ or ‘small corporation’ needs to submit supporting documents with their profits tax submission. Thus it would be relatively easy to enforce with reference to the previous year’s tax submission (businesses and corporations are required by law to retain such documents for seven years).

The tax authorities define total gross income as “all types of income including sales and other ordinary business income, sales income from closely connected persons, proceeds from the sale of capital assets and other non- taxable income, whether or not derived from the principal business activity”.

To avoid abuse of this approach, new businesses who have never submitted a profits tax return should be prevented from displaying tobacco advertising.

It is anticipated that this approach:

• would reduce the number of premises advertising tobacco products (as the average income of hawkers and small retailers with two or less employees is over this amount);

• would prevent abuse by large family run retailers who have less than two employees but a relatively high turnover and profit; and

• would remove tobacco advertising from some of the most well visited localities in Hong Kong (and hence reduce their advertising impact) as those hawkers and/or retailers in these locations are likely to have higher turnovers (but could still have less than two employees).

In addition, those hawkers and small retailers currently displaying tobacco advertising in good locations (and hence with higher turnovers) are likely to have a better chance of identifying alternative sources of advertising revenue and will thus not be significantly impacted in the long term, particularly if the revised regulations are phased in over a period of six months or more.

Furthermore, it is recommended that guidelines on the content, size and display of tobacco advertising are agreed with tobacco manufacturers. These guidelines could include restrictions on the size of adverts, the content (limit those directed at youth audiences) as well as the number of adverts any one retailer or hawker could display.

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT 104 This is essentially a low cost option against which the need for any future restrictions on tobacco advertising could be identified (ie if the guidelines were not being met then further advertising restrictions could be imposed). The currently anticipated amendments to the Smoking Ordinance should allow for these further restrictions to be imposed without the need to revert to the Bills Committee (ie it would be an administrative action as opposed to a legislative one if the guidelines are not met). This would make the threat of future regulation more real to all parties concerned and hence support compliance with the guidelines.

However, enacting such administrative measures might fall foul of industry legal action so appropriate legal advice should be sought prior to pursuing this recommendation to ensure implementing these measures would not face such a challenge.

8.3.2 Price Boards and Markers

Information provided during the course of the study suggests that the financial impact of altering the size of price boards and markers is unlikely to be significant (when compared to the turnover and profit of the industry concerned). It has however, been impossible to predict the economic impact of this measure in isolation from other measures to limit tobacco advertising and promotion.

In this light the study recommends that if the Administration feels that it cannot effectively restrict the advertising impact of price boards and markers through other means (such as by agreeing guidelines with manufacturers and/or retailers) then the proposed measure should be implemented.

8.3.3 Sale of Tobacco Products in Association with Other Products

Information provided during the course of the study suggests that the financial impact of banning the sale of tobacco products in association with other products is unlikely to be significant (when compared to the turnover and profit of the industry concerned). It has however, been impossible to predict the economic benefit of this measure in isolation from other measures to limit tobacco advertising and promotion (although there would appear to be no direct economic costs per se).

An argument has been made that banning such tobacco promotion entirely might restrict the ability of newcomers and incumbents alike to bring new products to the market. Given the acknowledged addictive nature of the product in question, this argument is persuasive. However, it is clear that the Administration should not be supporting the current status quo where significant incentives can be offered to non-smokers (including young people) to purchase tobacco products.

As such, it is recommended that at a minimum, tobacco promotions are limited through guidelines to products that are only of interest to current smokers (eg lighters) and/or cannot appeal directly to youth and non- smokers. Further, it is suggested that these guidelines include limits on the

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT 105 price of the good being promoted such that it cannot be less than some percentage (say 25%) of the tobacco product price (eg if the tobacco product costs HK$ 100 the cost of the associated product must be at least HK$ 25).

It is however acknowledged that such an endeavour might not be effective without the co-operation of the trade and, as such, any measure should be monitored. In addition, the current amendments to the Smoking Ordinance should allow for a simple administrative measure to be implemented to completely ban tobacco promotions (either altogether or by offending manufacturers) without the need to revert to the Bills Committee. Again, enacting such administrative measures might fall foul of industry legal action so appropriate legal advice should be sought prior to pursuing this recommendation to ensure that implementing these measures would not face such a challenge.

8.3.4 Tobacco Sponsorship

The study found that there are potentially direct negative revenue impacts to event organisers, advertisers and the tourism trade of further limiting tobacco sponsorship. Conversely, if such measures reduce the overall smoking rate, then they are likely to lead to long-term economic benefits.

Thus, if tobacco brand sponsorship results in increased smoking rates then any economic benefits to Hong Kong as a whole (from both tourism and a better quality of life through the provision of community events) are likely to be reduced or negated.

As such, it is recommended that the impact of tobacco brand sponsorship on smoking rates is limited through the use of guidelines. This could be done by prohibiting the use of tobacco brand names in events that attract a significant youth contingent and/or a wide audience (eg events that will be televised). These guidelines should allow for the gradual reduction and replacement of sponsors from events that attract a significant audience as opposed to a sudden ban (that might prevent such events seeking alternative sponsors). This gradual approach should go some way to mitigating the financial and economic impacts of restricting a source of sponsorship revenue.

Acknowledging that this is likely to be difficult without the co-operation of the trade, it is further recommended that such measures allow for a simple administrative measure to completely ban tobacco brand sponsorship (either altogether or by offending manufacturers) without the need to revert to the Bills Committee. Again, enacting such administrative measures might fall foul of industry legal action, so appropriate legal advice should be sought prior to pursuing this recommendation to ensure implementing these measures would not face such a challenge.

8.4 HEALTH WARNINGS ON TOBACCO PRODUCTS

It has not been possible to estimate the revenue impacts of the proposed measures as no details of how or what the exact requirements will be, have yet

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT 106 been developed. Experience from overseas suggests that equivalent measures may assist in reducing smoking rates and have corresponding economic benefits, although all such requirements do have a revenue impact on the (both direct and indirect).

As such it is recommended that the proposed amendment be enacted but that any future requirements for pictorial and graphic contents take into account the likely financial and economic costs of implementation and that these be weighed against the likely health and economic benefits likely to arise.

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT 107  5()(5(1&(6

$OGHEURQ-)LDOFR/DQG:HDYHU7  .LGV7REDFFRDQGWKH&LYLO (QIRUFHPHQWRI/DWHQW/DZV/DZ)DFXOW\8QLYHUVLW\RI%HUNOH\ $VSHQ5HVRUW$VVRFLDWLRQ  T%XVLQHVV8SGDWHT2FWREHUWKURXJK 0DUFK$VSHQ3LWNLQ(QYLURQPHQWDO+HDOWK'HSDUWPHQW  $QGUHZV5/)UDQNH*5  7KH'HWHUPLQDQWVRI&LJDUHWWH&RQVXPSWLRQ$ 0HWDDQDO\VLV-RXUQDORI3XEOLF3ROLF\DQG0DUNHWLQJ 1R   $XVWUDOLDQ+HDOWK0LQLVWHUV·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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  6PRNHRQ&KLOGUHQ·V5HVSLUDWRU\+HDOWKLQ+RQJ.RQJ,QWHUQDWLRQDO-RXUQDORI (SLGHPLRORJ\9RO1RS  5LFH'3+RGJVRQ7$6LQVKHLPHU3%URZQHU:.RSVWHLQ$1  7KH (FRQRPLF&RVWVRIWKH+HDOWK(IIHFWVRI6PRNLQJ0LOEDQN4  5LPSHOl0.$DUR/(5LPSHOl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¶%XWW2XW·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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã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

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã%86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã  Annex A

International Review  +RQJ.RQJ   6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x 6PRNLQJ 3XEOLF+HDOWK  x 5HVWDXUDQWVZKLFKSURYLGHLQGRRUVHDWLQJDFFRPPRGDWLRQIRUPRUH $PHQGPHQW RUGLQDQFH WKDQSHUVRQVH[FOXGLQJDFFRPPRGDWLRQEHLQJXVHGH[FOXVLYHO\IRU DSULYDWHHYHQWDQGVHSDUDWHGE\IXOOKHLJKWSDUWLWLRQVKDOOKDYHQRWOHVV WKDQRIWKHDUHDRIVXFKDVDQRVPRNLQJDUHD  7h † x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  @qˆph‡v‚hy x (GXFDWLRQ5HJXODWLRQV &DS$  x 3URKLELWVVPRNLQJLQFODVVURRPVGXULQJVFKRROKRXUV D†‡v‡ˆ‡v‚† x 6PRNLQJ 3XEOLF+HDOWK  x 9ROXQWDU\SURYLVLRQIRUSULQFLSDORIVFKRRORUXQLYHUVLW\WRGHVLJQDWH $PHQGPHQW RUGLQDQFH QRQVPRNLQJDUHDVDWKLVKHUGLVFUHWLRQ  Dq‚‚  x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV X‚ xƒyhpr†  U‚ihpp‚ x 6PRNLQJ 3XEOLF+HDOWK  x %DQVWREDFFRDGYHUWLVLQJLQORFDOQHZVSDSHUVSULQWHGGRFXPHQWV 6q‰r ‡v†vt $PHQGPHQW 2UGLQDQFH SXEOLVKHGRUGLVWULEXWHGLQ+RQJ.RQJWKHIROORZLQJSXEOLFDWLRQVDUH H[HPSWHGORFDOQHZVSDSHUVSXEOLVKHGIRUWKHSDVVHQJHUVRIDQ\DLUOLQH RUVKLSSLQJFRPSDQ\LQKRXVHPDJD]LQHVRIDQ\FRPSDQ\HQJDJHGLQ WKHWREDFFRWUDGHDQGFLUFXODWLRQZKLFKFLUFXODWHVHQWLUHO\RXWVLGH+RQJ .RQJ   x %DQVWKHGLVSOD\RIWREDFFRDGYHUWLVLQJH[FHSWZKLFKLVLQRUXSRQDQ\ VWDOORUSLWFKRIDKDZNHUZKRLVOLFHQVHGSXUVXDQWWRWKH3XEOLF+HDOWK DQG0XQLFLSDOVHUYLFHVRUGLQDQFHDQGEHDUVDKHDOWKZDUQLQJLQWKH SUHVFULEHGIRUPDQGPDQQHUDQGZKLFKLVLQRUXSRQDQ\SUHPLVHVRID UHWDLOGHDOHUZLWKRUOHVVHPSOR\HHVDQGWKHWREDFFRDGYHUWLVHPHQW

à  +RQJ.RQJ   6S@6 G@BDTG6UDPI 9@T8SDQUDPI EHDUVDKHDOWKZDUQLQJLQWKHSUHVFULEHGIRUPDQGPDQQHU   x 3URKLELWLRQRQWKHEURDGFDVWRIWREDFFRDGYHUWLVLQJE\UDGLRYLVXDO LPDJHVDQGILOPDQGRQSODFLQJWREDFFRDGYHUWLVLQJRQWKH,QWHUQHW QRW DSSOLFDEOHWRDQ\WREDFFRDGYHUWLVHPHQWZKLFKLVFRQWDLQHGLQDQ\ SULYDWHFRUUHVSRQGHQFHRQWKH,QWHUQHWDQGLVQRWIRUFRPPHUFLDO SXUSRVHV   U‚ihpp‚ x 6PRNLQJ 3XEOLF+HDOWK  x %DQVVSRQVRUVKLSE\WREDFFREUDQGQDPHV Tƒ‚†‚ †uvƒ $PHQGPHQW RUGLQDQFH x &RUSRUDWHEUDQGQDPHVDQGWREDFFREUDQGQDPHVLQDVVRFLDWLRQZLWKD   QRQWREDFFRSURGXFWEUDQGQDPHDUHH[HPSW  QhpxhtrCrhy‡u x 6PRNLQJ 3XEOLF+HDOWK  x RIURWDWLQJKHDOWKZDUQLQJVPXVWEHERUQHRQWKHSDFNHWVDQGRQWKH Xh vt† $PHQGPHQW RUGLQDQFH UHWDLOFRQWDLQHUVRIWREDFFRSURGXFWV x +HDOWKZDUQLQJVPXVWDSSHDURQWKHODUJHVWVXUIDFHVRIWKHSDFNHWV DQGRIWKHUHWDLOFRQWDLQHUV x +HDOWKZDUQLQJVPXVWEHLQ&KLQHVHRQWKHIURQWVXUIDFHDQGLQ(QJOLVK RQWKHUHDUVXUIDFHRIWKHSDFNDJLQJ x +HDOWKZDUQLQJVPXVWEHRIDVSHFLILHGIRQWDQGVL]HSULQWHGLQEODFNRQ DZKLWHEDFNJURXQGDQGVXUURXQGHGE\DEODFNOLQHDVGHPDUFDWLRQ  D€ƒyr€r‡h‡v‚ x 6PRNLQJ 3XEOLF+HDOWK  x 7KHPDQDJHURIDQRVPRNLQJDUHDRUDQ\SHUVRQDXWKRULVHGRQEHKDOIRI @s‚ pr€r‡' $PHQGPHQW RUGLQDQFH DQ\VXFKPDQDJHUPD\ H‚v‡‚ vt x DIWHULQGLFDWLRQWKDWWKHSHUVRQLVVPRNLQJRUFDUU\LQJDOLJKWHG FLJDUHWWHFLJDURUSLSHLQDQRVPRNLQJDUHDUHTXLUHWKHSHUVRQWR H[WLQJXLVKWKHOLJKWHGFLJDUHWWHFLJDURUSLSH

à  +RQJ.RQJ   6S@6 G@BDTG6UDPI 9@T8SDQUDPI x ZKHUHWKHSHUVRQIDLOVWRH[WLQJXLVKWKHOLJKWHGFLJDUHWWHFLJDURU SLSHUHTXLUHKLPWRJLYHKLVQDPHDQGDGGUHVVDQGWRSURGXFHSURRI RILGHQWLI\DQGWROHDYHWKHQRVPRNLQJDUHD x ZKHUHWKHVPRNHUUHIXVHVWRFRRSHUDWHUHPRYHKLPIURPWKHQR VPRNLQJDUHDE\WKHXVHRIUHDVRQDEOHIRUFHLIQHFHVVDU\DQGGHWDLQ KLPDQGFDOOIRUWKHDVVLVWDQFHRIDSROLFHRIILFHUWRDVVLVWLQWKH HQIRUFHPHQWRIWKHRUGLQDQFH x :KHUHDVPRNHULVUHTXLUHGWROHDYHDQRVPRNLQJDUHDUHPRYHGIURPD QRVPRNLQJDUHDRUGHWDLQHGKHVKHVKDOOQRWEHHQWLWOHGWRDUHIXQGRI DQ\DGPLVVLRQIHHRUPRQH\SDLGE\KLPKHUIRUHQWU\LQWRWKHSUHPLVHV RUEXLOGLQJLQZKLFKWKHQRVPRNLQJDUHDLVVLWXDWHG x 7KHPDQDJHUPXVWSODFHLQDSURPLQHQWSRVLWLRQLQHDFKQRVPRNLQJ DUHDRUSXEOLFWUDQVSRUWFDUULHUDVXIILFLHQWQXPEHURIVLJQVLQGLFDWLQJ WKDWVPRNLQJLVSURKLELWHGLQWKDWDUHDWKHPDQDJHURIDUHVWDXUDQWPXVW SODFHDVLJQYLVLEOHIURPRXWVLGHRIWKHUHVWDXUDQWVKRZLQJWKDWDQDUHD RILWVVHDWLQJDFFRPPRGDWLRQZKHUHVPRNLQJLVQRWSHUPLWWHG6LJQV PXVW x EHLQ(QJOLVKDQG&KLQHVH x EHRIWKHSUHVFULEHGGHVFULSWLRQ x EHPDLQWDLQHGE\WKHPDQDJHULQOHJLEOHFRQGLWLRQDQGJRRGRUGHU  

à    $XVWUDOLD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† 1RQDWLRQDOOHJLVODWLRQ9DULRXV x )HGHUDOJRYHUQPHQWKDVGHFUHHGWKDWH[SRVXUHWR(76LVDPDWWHUIRU OHJLVODWLRQHQDFWHGDWWKH6WDWHOHYHOHJ LQGLYLGXDOVWDWHOHJLVODWLRQ x 6RXWK$XVWUDOLD7REDFFR3URGXFWV x 3UHVHQWO\WKUHHRIWKHVL[IHGHUDOVWDWHVDQGWKH$XVWUDOLDQ&DSLWDO 5HJXODWLRQV$FW 7HUULWRU\EDQVPRNLQJDWDUDQJHRIHQFORVHGLQGRRUDUHDV6PRNLQJEDQV x $XVWUDOLDQ&DSLWDO7HUULWRU\6PRNH LQLQGRRUDUHDVRIUHVWDXUDQWVDUHLQFOXGHGLQDOORIWKHVHVWDWHODZV )UHH$UHDV (QFORVHG3XEOLF6SDFHV  x 6PRNLQJEDQVLQUHVWDXUDQWVZLOOFRPHLQWRHIIHFWLQWZRPRUHVWDWHVODWHU $FW LQ x :HVWHUQ$XVWUDOLD+HDOWK 6PRNLQJ x 1RWDEOHH[HPSWLRQVWRPRVWVWDWHOHJLVODWLRQDUHFDVLQRVKRWHOEDUV LQ(QFORVHG3XEOLF6SDFHV  UHJLVWHUHGQLJKWFOXEVDQGWKHEDUDUHDVRIHVWDEOLVKPHQWVKROGLQJOLFHQFHV 5HJXODWLRQV WRVHUYHDOFRKRO2XWGRRUGLQLQJDUHDVDUHJHQHUDOO\H[HPSW x 1HZ6RXWK:DOHV6PRNH)UHH x /HJLVODWLRQZKLFKFDPHLQWRHIIHFWRQ-XO\LQ9LFWRULDEDQVVPRNLQJ (QYLURQPHQW$FW LQDOOUHVWDXUDQWVDQGHDWHULHVLQFOXGLQJWKHLQGRRUGLQLQJDUHDVRISXEV  DQGFOXEV  7h †  x /LFHQVHGEDUVDQGKRWHOVWKDWVHUYHDOFRKROIRUFRQVXPSWLRQRQWKH SUHPLVHVDUHJHQHUDOO\H[HPSWIURPLQGRRUVPRNLQJEDQVHPERGLHGLQ VWDWHOHJLVODWLRQ  @qˆph‡v‚hy 9DULRXVVWDWHOHJLVODWLRQ x 6PRNLQJLVJHQHUDOO\EDQQHGIURPDOOLQGRRUDUHDVRIVFKRROVDQG D†‡v‡ˆ‡v‚† XQLYHUVLWLHVH[FHSWLQGHVLJQDWHGDUHDV x 6FKRROSULQFLSDOVFDQGHFODUHWKHVFKRRO¶VPRNHIUHH·IRUDOOVWXGHQWVDQG VWDII 

    $XVWUDOLD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI Dq‚‚  x 1DWLRQDOO\%DQRQ6PRNLQJLQ x 6PRNLQJEDQQHGLQ&RPPRQZHDOWK+HDOWK'HSDUWPHQWEXLOGLQJVLQ X‚ xƒyhpr† *RYHUQPHQW%XLOGLQJV x 6PRNLQJEDQQHGLQDOO*RYHUQPHQWRIILFHVDQGEXLOGLQJVLQ x 9DULRXVOHJLVODWLRQHQDFWHGDWWKH x 6PRNLQJLVEDQQHGLQLQGRRUZRUNSODFHVLQDWOHDVWRIWKHIHGHUDOVWDWHV 6WDWHOHYHOHJ DQGWHUULWRULHV 6$:$16:9,&$&7  x 6RXWK$XVWUDOLD7REDFFR3URGXFWV x 1RWDEOHH[HPSWLRQVWRPRVWVWDWHOHJLVODWLRQDUHFDVLQRVKRWHOEDUV 5HJXODWLRQV$FW UHJLVWHUHGQLJKWFOXEVDQGWKHEDUDUHDVRIHVWDEOLVKPHQWVKROGLQJOLFHQFHV x $XVWUDOLDQ&DSLWDO7HUULWRU\ WRVHUYHDOFRKRO 6PRNH)UHH$UHDV (QFORVHG   3XEOLF6SDFHV $FW  x :HVWHUQ$XVWUDOLD+HDOWK 6PRNLQJLQ(QFORVHG3XEOLF 6SDFHV 5HJXODWLRQV   U‚ihpp‚ x 7REDFFR$GYHUWLVLQJ3URKLELWLRQ$FW x %DQVDOOIRUPVRIWREDFFRDGYHUWLVLQJIURP-XO\LQFOXGLQJ 6q‰r ‡v†vt  ELOOERDUGVQHZVSDSHUVPDJD]LQHVOHDIOHWVWLFNHWVILOPV79UDGLR ZULWLQJVVWLOORUPRYLQJSLFWXUHVDQGVLJQV x $OORZVWREDFFRDGYHUWLVLQJLQSHULRGLFDOVLIWKH\DUHSULQWHGRXWVLGH $XVWUDOLDDQGDUHQRWSULQFLSDOO\LQWHQGHGIRUGLVWULEXWLRQRUXVHLQ $XVWUDOLD  x 7REDFFR$GYHUWLVLQJ3URKLELWLRQ x 3RLQWRIVDOHDGYHUWLVLQJPXVW 5HJXODWLRQV x EHSODFHGZKROO\ZLWKLQWKHERXQGDULHVRIWKHVKRSZKHWKHURUQRWLW KDVZDOOVRQWKRVHERXQGDULHV x EHYLVLEOHIURPWKHSODFHZLWKLQWKHVKRSZKHUHWREDFFRSURGXFWVDUH GLVSOD\HGIRUVDOHDQG

    $XVWUDOLD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI x IDFHWKHLQVLGHRIWKHVKRSLILWLVSODFHGRQDZLQGRZ x 3RLQWRIVDOHDGYHUWLVLQJPXVWQRWEHDIIL[HGWRWKHRXWVLGHRIDQRXWVLGH ZDOORUDQRXWHUZLQGRZRUGRRURIDVKRS x $VWDWHPHQWWRWKHHIIHFWWKDWDVKRSLVDWREDFFRQLVW·VRUWKDWWREDFFR SURGXFWVDUHRQVDOHLQDVKRSPD\DSSHDURQWKHRXWVLGHRIWKDWVKRSEXW WKHVWDWHPHQWPXVWQRWLQFOXGHDWUDGHPDUNDORJRRUDQ\RWKHU LQIRUPDWLRQE\ZKLFKEUDQGVRIWREDFFRSURGXFWVPD\EHLGHQWLILHG  x 7REDFFR $PHQGPHQW $FW x 1RSURPRWLRQDOLWHPVRUHQWLWOHPHQWVWREHJLYHQDZD\ZLWKWREDFFR SURGXFWV x 1RVXSSO\RIIUHHWREDFFRSURGXFWVLIVXSSO\SURPRWHVWKHVDOHRIDQ\ WREDFFRSURGXFWV x 1RFRPSHWLWLRQVDVVRFLDWHGZLWKWREDFFRSURGXFWVRUWKHSURPRWLRQRI VPRNLQJ  U‚ihpp‚ x 7REDFFR$GYHUWLVLQJ3URKLELWLRQ$FW x %DQVWREDFFRVSRQVRUVKLSRIPRVWFXOWXUDODQGVSRUWLQJHYHQWV Tƒ‚†‚ †uvƒ  x 6HYHUDOHYHQWV QRWDEO\WKH,QWHUQDWLRQDO)RUPXOD*UDQG3UL[ DUH   H[HPSWDWWKHGLVFUHWLRQRIWKH0LQLVWHUIRU+HDOWK x 7REDFFR$GYHUWLVLQJ3URKLELWLRQ x 5HYRNHVWKHDERYHPHQWLRQHGH[HPSWLRQVIRUVSRUWLQJDQGFXOWXUDOHYHQWV $PHQGPHQW$FW DVRI-DQXDU\  QhpxhtrCrhy‡u x 7KH7UDGH3UDFWLFHV &RQVXPHU x 7KHSKUDVH´+HDOWK$XWKRULW\:DUQLQJµDQGRQHRIWKHIROORZLQJ Xh vt† 3URGXFW,QIRUPDWLRQ6WDQGDUGV  ZDUQLQJV ZLWKH[SODQDWRU\PHVVDJHV PXVWFRYHUDWOHDVWCRIHYHU\ 7REDFFR 5HJXODWLRQV WREDFFRSURGXFWFRQWDLQHURUZUDSSLQJ´6PRNLQJ&DXVHV/XQJFDQFHUµ ´6PRNLQJLVDGGLFWLYHµ´6PRNLQJNLOOVµ´6PRNLQJFDXVHVKHDUWGLVHDVHµ

    $XVWUDOLD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI ´6PRNLQJZKHQSUHJQDQWKDUPV\RXUEDE\µDQG´

  &DQDGD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x 1RIHGHUDOODZV x 1RIHGHUDOODZVWRUHVWULFWVPRNLQJLQUHVWDXUDQWVEXWRYHUKDOIRIWKH &DQDGLDQPXQLFLSDOLWLHVKDYHODZVWRUHVWULFWVPRNLQJLQUHVWDXUDQWVZLWK PRVWUHTXLULQJ;RIWKHVHDWLQJWREHQRQVPRNLQJ x 7RURQWR9DQFRXYHUDQGVHYHUDOVPDOOHUPXQLFLSDOLWLHVDUHSUHVHQWO\ FRQVLGHULQJDFRPSOHWHVPRNLQJEDQLQDOOLQGRRUUHVWDXUDQWV x 6PRNLQJZLOOEHEDQQHGLQDOO2WWDZDUHVWDXUDQWVE\$XJXVWDQGLQ 4XHEHFUHVWDXUDQWVE\  7h † x 1RIHGHUDOODZV x 1RIHGHUDOODZVWRUHVWULFWVPRNLQJLQEDUV x $ERXW&DQDGLDQPXQLFLSDOLWLHVKDYHE\ODZVWREDQVPRNLQJLQEDUV LQFOXGLQJFXUUHQWO\LQIRUFH(J x :DWHUORRDQG9LFWRULDKDYHHQDFWHGDE\ODZZLWK;VPRNHIUHHEDUV DQG2WWDZDZLOOHQDFWLWVE\$XJXVW  @qˆph‡v‚hy x 1RIHGHUDOODZV x $ERXWSHUFHQWRIVFKRROVKDYHVPRNLQJSROLFLHVEXWRQO\SHUFHQWEDQ D†‡v‡ˆ‡v‚† VPRNLQJFRPSOHWHO\ERWKLQGRRUVDQGRXWGRRUVDWDOOWLPHV6DQFWLRQV DJDLQVWVWXGHQWVDUHXVXDOO\VWURQJHUWKDQWKRVHDJDLQVWVWDII   Dq‚‚  x 7KH1RQVPRNHUV·+HDOWK$FW x 3URKLELWVVPRNLQJLQDOOZRUNSODFHVH[FHSWLQHQFORVHGVPRNLQJURRPVZKLFK X‚ xƒyhpr† $PHQGPHQW  DUHVHSDUDWHO\YHQWLODWHGWRWKHRXWGRRUV  x (QDFWHGRQ-XQHHIIHFWLYHDIWHUPRQWKV x I‚‡r)$QHPSOR\HUPD\UHTXLUHHPSOR\HHVE\UHDVRQRIWKHQDWXUHRIWKHLU GXWLHVWRSHUIRUPWKRVHGXWLHVLQDURRPRUDUHDGHVLJQDWHGIRUVPRNLQJ

Ã

à  &DQDGD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI  U‚ihpp‚ x 7KH7REDFFR$FW x 3URKLELWVDGYHUWLVLQJRIWREDFFRSURGXFWVH[FHSWIRUSURGXFWLQIRUPDWLRQDQG 6q‰r ‡v†vt EUDQGSUHIHUHQFHDGYHUWLVLQJLQSXEOLFDWLRQVZLWKDGXOWUHDGHUVKLSPDWHULDOV PDLOHGWRDGXOWVDQGSODFHVZKHUHPLQRUVDUHQRWSHUPLWWHGE\ODZ x 3URKLELWVWREDFFRDGYHUWLVLQJWKDWHYRNHVDQLPDJHRUHPRWLRQUHODWLQJWRDQ DWWUDFWLYHOLIHVW\OHRUWKDWFRXOGRQUHDVRQDEOHJURXQGVEHFRQVWUXHGWREH DSSHDOLQJWRSHRSOH\RXQJHUWKDQ x %DQVSURPRWLQJDWREDFFRSURGXFWRUDWREDFFRSURGXFWUHODWHGEUDQG HOHPHQW x ,QFRQMXQFWLRQZLWKWKHVDOHRIDWREDFFRSURGXFWQRPDQXIDFWXUHURUUHWDLOHU VKDOORIIHURUSURYLGHDJLIWERQXVSUHPLXPFDVKUHEDWHRUULJKWWR SDUWLFLSDWHLQDJDPHORWWHU\RUFRQWHVW x %DQVSURPRWLQJDWREDFFRSURGXFWE\PHDQVRIWKHGHSLFWLRQRIDSHUVRQ FKDUDFWHURUDQLPDOZKHWKHUUHDORUILFWLRQDO x $SHUVRQPD\DGYHUWLVHDWREDFFRSURGXFWE\PHDQVRILQIRUPDWLRQ DGYHUWLVLQJRUEUDQGSUHIHUHQFHDGYHUWLVLQJWKDWLVLQ x DSXEOLFDWLRQWKDWLVSURYLGHGE\PDLODQGDGGUHVVHGWRDQDGXOWZKRLV LGHQWLILHGE\QDPH x DSXEOLFDWLRQWKDWKDVDQDGXOWUHDGHUVKLSRIQRWOHVVWKDQ; x LQVLJQVRUSURJUDPVDYDLODEOHRQWKHVLWHRIDQHYHQWDFWLYLW\RU SHUPDQHQWIDFLOLW\RUVLJQVLQDSODFHZKHUH\RXQJSHUVRQVDUHQRW SHUPLWWHGE\ODZSURYLGHGWKDWKHGLVSOD\VWKHWREDFFRSURGXFWUHODWHG EUDQGHOHPHQWRQO\ZLWKLQWKHERWWRP;RIWKHGLVSOD\VXUIDFHRIDQ\

Ã

à  &DQDGD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI SURPRWLRQDOPDWHULDO x $UHWDLOHURIWREDFFRSURGXFWVPD\SRVWVLJQVDWUHWDLORXWOHWVWKDWLQGLFDWHWKH DYDLODELOLW\RIWREDFFRSURGXFWVDQGWKHLUSULFH  U‚ihpp‚ x 7KH7REDFFR$FW x $SHUVRQPD\QRWGLVSOD\DWREDFFRSURGXFWUHODWHGEUDQGHOHPHQWLQD Tƒ‚†‚ †uvƒ SURPRWLRQWKDWLVXVHGLQWKHVSRQVRUVKLSRIDSHUVRQHQWLW\HYHQWDFWLYLW\ RUSHUPDQHQWIDFLOLW\LIWKHSHUVRQHQWLW\HYHQWDFWLYLW\RUIDFLOLW\LV DVVRFLDWHGZLWK\RXQJSHUVRQVRUFRXOGEHFRQVWUXHGRQUHDVRQDEOHJURXQGV WREHDSSHDOLQJWR\RXQJSHUVRQVRULI\RXQJSDUVRQVDUHLWVSULPDU\ EHQHILFLDULHVRULVDVVRFLDWHGZLWKDZD\RIOLIHVXFKDVRQHWKDWLQFOXGHV JODPRXUUHFUHDWLRQH[FLWHPHQWYLWDOLW\ULVNRUGDULQJ x $SHUVRQPD\GLVSOD\DWREDFFRSURGXFWUHODWHGEUDQGHOHPHQWRQO\ZLWKLQ WKHERWWRP;RIWKHGLVSOD\VXUIDFHRIDQ\SURPRWLRQDOPDWHULDO x 6SRQVRUVKLSUHVWULFWLRQVZHUHWLJKWHQHGRQ2FWREHUDQGDOORZDQFHV ZHUHPDGHDVIROORZV x ,IDWREDFFRSURGXFWUHODWHGEUDQGHOHPHQWZDVGLVSOD\HGDWDQ\WLPH EHWZHHQ-DQXDU\DQG$SULOLQSURPRWLRQDOPDWHULDOWKDW ZDVXVHGLQWKHVSRQVRUVKLSRIDQHYHQWRUDFWLYLW\WKDWWRRNSODFHLQ &DQDGDQHZUHVWULFWLRQVGRQRWDSSO\XQWLO D  2FWREHULQUHODWLRQWRWKHGLVSOD\RIDWREDFFRSURGXFWUHODWHG EUDQGHOHPHQWLQSURPRWLRQDOPDWHULDOWKDWLVXVHGLQWKHVSRQVRUVKLS RIWKDWHYHQWRUDFWLYLW\RURIDSHUVRQRUHQWLW\SDUWLFLSDWLQJLQWKDW HYHQWRUDFWLYLW\DQG

Ã

à  &DQDGD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI E  2FWREHULQUHODWLRQWRWKHGLVSOD\UHIHUUHGWRLQSDUDJUDSK D  RQWKHVLWHRIWKHHYHQWRUDFWLYLW\IRUWKHGXUDWLRQRIWKHHYHQWRU DFWLYLW\RUIRUDQ\RWKHUSHULRGWKDWPD\EHSUHVFULEHG QhpxhtrCrhy‡u x 7REDFFR3URGXFWV,QIRUPDWLRQ x RIWKHURWDWLQJZDUQLQJVFRQWDLQLQJERWKWH[WDQGJUDSKLFVPXVWFRYHUDW Xh vt† 5HJXODWLRQV OHDVW;RIHDFKRIWKHODUJHVWVLGHVRIWKHWREDFFRSDFNHW VHH)LJXUH   (QJOLVKZDUQLQJRQRQHVLGHDQG)UHQFKZDUQLQJRQWKHRWKHU  x (IIHFWLYH'HFHPEHUIRUEUDQGVZLWKDPDUNHWVKDUHRI;RUPRUH H[WHQGHGWRVPDOOHUEUDQGVE\PLG  D€ƒyr€r‡h‡v‚ x 7KH1RQVPRNHUV·+HDOWK$FW x 7KH0LQLVWHURI/DERXUPD\GHVLJQDWHDQ\SHUVRQWREHDQLQVSHFWRUDQ @s‚ pr€r‡' LQVSHFWRUPD\DWDQ\UHDVRQDEOHWLPHHQWHUDQGLQVSHFWDQ\ZRUNVSDFHXQGHU D†ƒrp‡v‚ WKHFRQWURORIDQHPSOR\HU x 7KHSHUVRQLQFKDUJHRIDZRUNVSDFHHQWHUHGE\DQLQVSHFWRUDQGHYHU\ SHUVRQIRXQGLQWKDWSODFHVKDOOJLYHWKHLQVSHFWRUDOOUHDVRQDEOHDVVLVWDQFHWR HQDEOHWKHLQVSHFWRUWRFDUU\RXWWKHLQVSHFWRU VGXWLHVDQGVKDOOIXUQLVKWKH LQVSHFWRUZLWKDQ\LQIRUPDWLRQWKDWWKHLQVSHFWRUKDVUHDVRQDEOHJURXQGVWR EHOLHYHLVUHTXLUHGWRFDUU\RXWWKHLQVSHFWLRQ x 1RSHUVRQVKDOOZLOIXOO\REVWUXFWDQLQVSHFWRULQWKHSHUIRUPDQFHRIWKH LQVSHFWRU VGXWLHV x 3HQDOWLHVIRURIIHQFHVXQGHUWKH$FWDUHDPD[LPXPRIEIRUHPSOR\HUV DQGEIRUHPSOR\HHV  x 2QWDULROHJLVODWLRQ6PRNLQJLQWKH x 5HTXLUHVVLJQVWREHSRVWHGUHVSHFWLQJVPRNLQJLQWKHZRUNSODFH :RUNSODFH$FW   x 3HQDOWLHVIRURIIHQFHVXQGHUWKH$FWDUHDPD[LPXPRIEIRUHPSOR\HUV

Ã

à  &DQDGD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI DQGEIRUHPSOR\HHV  x 2WWDZDDQWLVPRNLQJE\ODZ x 3URKLELWVWREDFFRXVHLQEDUVUHVWDXUDQWVSULYDWHFOXEVDQG&DQDGLDQ/HJLRQ KDOOV x 7KHUHZLOOEHE\ODZRIILFHUVRQVPRNLQJSDWUROHDFKGD\DQGDERXW RIILFHUVZLOOEHWUDLQHGLQHQIRUFHPHQWRIWKHE\ODZ x %\ODZVHUYLFHVVWDIIZLOOZRUNZLWKSROLFHLIQHFHVVDU\ %\ODZRIILFHUVLQ RWKHUFLWLHVKDYHUHSRUWHGEHLQJVSDWRQVZRUQDWEHDWHQXSDQGORFNHGLQWR EXLOGLQJV  x 3DWURQVFDQEHILQHGDURXQG&ERQDILUVWRIIHQFHZKLVWPDQDJHUVPD\EH ILQHGXSWR&ELIWKH\DOORZRUHQFRXUDJHSDWURQVWROLJKWXS  

Ã

à 

&KLQD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x 1RQDWLRQDOODZVEXWWKHUHPD\EH x ,Q6KDQJKDLVPRNLQJLVEDQQHGLQPXVLFFDIHVDQGQRVPRNLQJDUHDVPXVW UHJXODWLRQVHQDFWHGLQVWDWHRUFLW\ EHGHVLJQDWHGLQUHVWDXUDQWV OHYHOVHJ   x 7HPSRUDU\5HJXODWLRQVRI %DQQLQJVPRNLQJLQ3XEOLF3ODFHV LQ6KDQJKDL&LW\   7h † x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV   @qˆph‡v‚hy x 3UHVLGHQWLDO'HFUHH1R x %DQVVPRNLQJLQSULPDU\DQGKLJKVFKRROVDQGDQ\RWKHUDUHDVZKHUH D†‡v‡ˆ‡v‚† SURPXOJDWLQJWKH/DZRIWKH3HRSOH·V PLQRUVDUHVWD\LQJWRJHWKHU 5HSXEOLFRI&KLQDRQWKH3URWHFWLRQ RI0LQRUV  Dq‚‚  x %DQRQ6PRNLQJLQ&HUWDLQ3XEOLF x 6PRNLQJLVQRWSHUPLWWHGE\DGPLQLVWUDWLYHPHDVXUHVLQVRPHSXEOLF X‚ xƒyhpr† 3ODFHV SODFHVLQFOXGLQJKRVSLWDOVSODFHVRIHQWHUWDLQPHQWDQGFHUWDLQ *RYHUQPHQWDJHQFLHVDQGZRUNSODFHV  U‚ihpp‚ x 7KH$GYHUWLVLQJ/DZRIWKH3HRSOH·V x %DQVWREDFFRDGYHUWLVLQJYLDUDGLRPRYLHVWHOHYLVLRQQHZVSDSHUVDQG 6q‰r ‡v†vt 5HSXEOLFDQG&KLQD PDJD]LQHV  x %DQVWREDFFRDGYHUWLVLQJLQSXEOLFSODFHVLQFOXGLQJDOONLQGVRIZDLWLQJ URRPVFLQHPDVDQGWKHDWUHVPHHWLQJURRPVDQGKDOOVVSRUWVVWDGLXPV HWF x 7REDFFRDGYHUWLVHPHQWVPXVWFDUU\DQRWLFHWKDW´6PRNLQJLV+DUPIXOWR +HDOWKµ

 

&KLQD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI U‚ihpp‚ x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV Tƒ‚†‚ †uvƒ  QhpxhtrCrhy‡u x /DZRIWKH3HRSOH·V5HSXEOLFRI x &LJDUHWWHVDQGFLJDUSDFNDJLQJPXVWVWDWH´6PRNLQJLV+D]DUGRXVWR\RXU Xh vt† &KLQDRQ7REDFFR0RQRSRO\ +HDOWKµLQ&KLQHVH   D€ƒyr€r‡h‡v‚ x 7HPSRUDU\5HJXODWLRQVRI%DQQLQJ x 7KHUHVSRQVLEOHGHSDUWPHQWIRUWKHVHUHJXODWLRQVZLOOEHWKH6KDQJKDL @s‚ pr€r‡' VPRNLQJLQ3XEOLF3ODFHVLQ6KDQJKDL 0XQLFLSDO3XEOLF+HDOWK%XUHDXIRUWKHEDQQLQJRIVPRNLQJLQSXEOLF H‚v‡‚ vt &LW\ SODFHVLQWKHFLW\DQGWKH'LVWULFWDQG&RXQW\3XEOLF+HDOWK%XUHDXVDUH UHVSRQVLEOHIRUWKHLUGLVWULFWV x 7KHIROORZLQJDUHWKHUHVSRQVLELOLWLHVWREHXQGHUWDNHQE\3XEOLF+HDOWK %XUHDXZKHUHVPRNLQJLVEDQQHG x HVWDEOLVKDV\VWHPLQWKHRUJDQL]DWLRQRIEDQQLQJVPRNLQJDQGSHQDOWLHV IRUVPRNHUVZKRYLRODWHWKHUHJXODWLRQV x SURYLGHKHDOWKHGXFDWLRQDQGSXEOLFLW\UHODWHGWRWKHVPRNLQJEDQV x GLVSOD\REYLRXVQRVPRNLQJVLJQVLQSODFHVZKHUHVPRNLQJLVEDQQHG x QRVPRNLQJXWHQVLOVRUPDWHULDOVGLVSOD\LQJWREDFFRDGYHUWLVHPHQWV VKRXOGEHVHWXSLQSODFHVZKHUHVPRNLQJLVEDQQHG x VPRNHUVZKRDUHVPRNLQJVKRXOGEHSHUVXDGHGWRVWRSRUOHDYHLQ SODFHVZKHUHVPRNLQJLVEDQQHG,IWKH\UHIXVHWKH\PXVWEHSHQDOL]HG DFFRUGLQJWRWKHUHJXODWLRQVRIWKHUHOHYDQW%XUHDX x 7KH0XQLFLSDO'LVWULFWDQG&RXQW\3XEOLF+HDOWK%XUHDXFDQSHQDOL]H RUJDQL]DWLRQVZKLFKGRQRWLPSOHPHQWWKHUHJXODWLRQV  

  (XURSHDQ8QLRQ

6S@6 9DS@8UDW@ 9@T8SDQUDPI Sr†‡hˆ h‡† x 1RGLUHFWLYH x &RYHUHGE\LQGLYLGXDOPHPEHUVWDWHV  7h † x 1RGLUHFWLYH x &RYHUHGE\LQGLYLGXDOPHPEHUVWDWHV  @qˆph‡v‚hy x 1RGLUHFWLYH x &RYHUHGE\LQGLYLGXDOPHPEHUVWDWHV D†‡v‡ˆ‡v‚†  Dq‚‚  x 1RGLUHFWLYH x &RYHUHGE\LQGLYLGXDOPHPEHUVWDWHV X‚ xƒyhpr†     U‚ihpp‚ x (8'LUHFWLYHRQWKH0DQXIDFWXUH x 7REHLQWURGXFHGLQWRQDWLRQDOODZLQDOO(80HPEHU6WDWHVE\6HSWHPEHU 6q‰r ‡v†vt 3UHVHQWDWLRQDQG6DOHRI7REDFFR  3URGXFWV x 7HUPVVXFKDV´ORZWDUµ´XOWUDOLJKWµDQG´PLOGµDVZHOODVQHZEUDQG QDPHVDQGGHVLJQVLQGLFDWLQJWKDWDWREDFFRSURGXFWLV´OHVVKDUPIXOµWKDQ RWKHUVZLOOEHEDQQHGIURP6HSWHPEHU  U‚ihpp‚ x 1RGLUHFWLYH  x &RYHUHGE\LQGLYLGXDOPHPEHUVWDWHV Tƒ‚†‚ †uvƒ  QhpxhtrCrhy‡u x &RXQFLO'LUHFWLYH((& x $OOXQLWSDFNHWVRIWREDFFRSURGXFWVPXVWFDUU\RQWKHPRVWYLVLEOHVXUIDFH Xh vt† WKHIROORZLQJJHQHUDOZDUQLQJLQWKHRIILFLDOODQJXDJHRUODQJXDJHVRIWKH FRXQWU\RIILQDOPDUNHWLQJ´7REDFFRVHULRXVO\GDPDJHVKHDOWKµ x ,QWKHFDVHRISDFNHWVRIFLJDUHWWHVDQGUROOLQJWREDFFRWKHRWKHUODUJH VXUIDFHPXVWDOWHUQDWHO\FDUU\RQHRIVSHFLILFZDUQLQJVDVIROORZV x 6PRNLQJFDXVHVIDWDOGLVHDVHV

  (XURSHDQ8QLRQ

6S@6 9DS@8UDW@ 9@T8SDQUDPI x 6PRNLQJNLOOV x 6PRNLQJFDQNLOO x 6PRNLQJZKHQSUHJQDQWKDUPV\RXUEDE\ x 3URWHFWFKLOGUHQGRQ·WPDNHWKHPEUHDWKH\RXUVPRNH x 6PRNLQJGDPDJHVWKHKHDOWKRIWKRVHDURXQG\RX x 6WRSSLQJVPRNLQJUHGXFHVWKHULVNRIVHULRXVGLVHDVH x 6PRNLQJFDXVHVFDQFHUFKURQLFEURQFKLWLVDQGRWKHUFKHVWGLVHDVHV x 0RUHWKDQ  SHRSOHGLHHDFK\HDULQ QDPHRIWKHFRXQWU\ IURP OXQJFDQFHU x (YHU\\HDU  SHRSOHDUHNLOOHGLQURDGDFFLGHQWVLQ QDPHRIWKH FRXQWU\   WLPHVPRUHGLHIURPWKHLUDGGLFWLRQWRVPRNLQJ x (YHU\\HDUDGGLFWLRQWRVPRNLQJFODLPVPRUHYLFWLPVWKDQURDG DFFLGHQWV x 6PRNHUVGLH\RXQJHU x 'RQ·WVPRNHLI\RXZDQWWRVWD\KHDOWK\ x 6DYHPRQH\VWRSVPRNLQJ x 6PRNLQJFDXVHVFDQFHU x 6PRNLQJFDXVHVKHDUWGLVHDVH x 7ZRZDUQLQJVPXVWFRYHUDWOHDVWARIHDFKODUJHVXUIDFHEHFOHDUDQG OHJLEOHEHSULQWHGLQEROGOHWWHUVRQDFRQWUDVWLQJEDFNJURXQGEHSULQWHGLQ DSODFHZKHUHWKH\FDQQRWEHGDPDJHGZKHQWKHSDFNDJHLVRSHQHGEH ORFDWHGRQWKHSDFNHWLWVHOIDQGQRWRQWKHWUDQVSDUHQWZUDSSHURUDQ\RWKHU H[WHUQDOZUDSSLQJ x 7KHSHUFHQWDJHRIZDUQLQJVFRYHUDJHLQFUHDVHWRAIRUFRXQWULHVZLWK RIILFLDOODQJXDJHVDQGWRAIRUFRXQWULHVZLWKRIILFLDOODQJXDJHV   (XURSHDQ8QLRQ

6S@6 9DS@8UDW@ 9@T8SDQUDPI  x (8'LUHFWLYHRQWKH0DQXIDFWXUH x 7REHLQWURGXFHGLQWRQDWLRQDOODZLQDOO(80HPEHU6WDWHVE\6HSWHPEHU 3UHVHQWDWLRQDQG6DOHRI7REDFFR  3URGXFWV x 7REDFFRSURGXFWVPXVWFDUU\DJHQHUDOZDUQLQJ ´6PRNLQJNLOOV6PRNLQJ FDQNLOOµRU´6PRNLQJVHULRXVO\KDUPV\RXDQGRWKHUVDURXQG\RXµ  FRYHULQJQRWOHVVWKDQARIWKHIURQWVXUIDFH AIRUODQJXDJHVDQGA IRUODQJXDJHV  x 2QHRIVSHFLILFZDUQLQJV DVDERYH PXVWFRYHUQRWOHVVWKDQARIWKH EDFNRIHDFKWREDFFRSURGXFWSDFNHW AIRUODQJXDJHVDQGAIRU ODQJXDJHV  x 7KH&RPPLVVLRQZLOOQRWODWHUWKDQ'HFHPEHUDGRSWUXOHVIRUWKH XVHRIFRORXUSKRWRJUDSKVRURWKHULOOXVWUDWLRQVWRGHSLFWDQGH[SODLQWKH KHDOWKFRQVHTXHQFHVRIVPRNLQJ  D€ƒyr€r‡h‡v‚  1RLQIRUPDWLRQDYDLODEOH @s‚ pr€r‡' H‚v‡‚ vt  1RWH &RXQFLO'LUHFWLYH(&ZDVSDVVHGRQ-XO\WLJKWHQLQJDGYHUWLVLQJUHVWULFWLRQVLQDOOPHPEHUVWDWHVDVIROORZV x $OOIRUPVRIDGYHUWLVLQJDUHEDQQHGLQWKH&RPPXQLW\ x 0HPEHU6WDWHVPD\DOORZDEUDQGQDPHDOUHDG\XVHGSULRUWR-XO\ERWKIRUWREDFFRSURGXFWVDQGIRURWKHUJRRGVRUVHUYLFHVWREH XVHGIRUWKHDGYHUWLVLQJRIWKRVHRWKHUJRRGVRUVHUYLFHV+RZHYHUWKLVEUDQGQDPHPXVWEHXVHGLQDPDQQHUFOHDUO\GLVWLQFWIURPWKDW XVHGIRUWKHWREDFFRSURGXFW x 1RWREDFFRSURGXFWPD\EHDUWKHEUDQGQDPHWUDGHPDUNHPEOHPRURWKHUGLVWLQFWLYHIHDWXUHRIDQ\RWKHUSURGXFWRUVHUYLFHLILWKDV QHYHUXVHGWKHVHIHDWXUHVEHIRUH-XO\

  (XURSHDQ8QLRQ

6S@6 9DS@8UDW@ 9@T8SDQUDPI x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x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

  -DSDQ

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  7h † x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  @qˆph‡v‚hy x *XLGHOLQHE\WKH0LQLVWU\RI+HDOWK x 5HVWULFWLRQVRQVPRNLQJLQSXEOLFSODFHVVFKRROVKHDOWKFDUHIDFLOLWLHVDQG D†‡v‡ˆ‡v‚† DQG:HOIDUH RQSXEOLFWUDQVSRUW  Dq‚‚  x *XLGHOLQHE\WKH0LQLVWU\RI/DERXU x 5HVWULFWLRQVRQVPRNLQJLQJRYHUQPHQWEXLOGLQJVDQGZRUNVLWHV X‚ xƒyhpr†  U‚ihpp‚ x 5HVWULFWLRQVRQDGYHUWLVLQJ x $GYHUWLVLQJPXVWQRWHQFRXUDJHDGROHVFHQWVDQGRUZRPHQWRVPRNH 6q‰r ‡v†vt x 7REDFFRDGYHUWLVLQJFDQQRWEHSODFHGLQQHZVSDSHUVDQGPDJD]LQHVIRU PLQRUVRUZRPHQ x 3URKLELWVWKHXVHRIWHHQDJHLGROVSRSVWDUVRUPRGHOVDSSHDULQJWREHXQGHU \HDUVROGDQGZHOONQRZQSHUVRQDOLWLHVLQWREDFFRDGYHUWLVHPHQWV x :RPHQDSSHDULQJLQFRPPHUFLDOVFDQQRWEHGHSLFWHGVPRNLQJ  x 5HVWULFWLRQVRQSULQWHG x 5HVWULFWVSULQWHGDGYHUWLVHPHQWVLQPDJD]LQHVWRRQHLQVHUWLRQSHUVSUHDG DGYHUWLVHPHQWV x 5HVWULFWVDGYHUWLVHPHQWVLQQHZVSDSHUVWRDPD[LPXPDUHDRIRQHWKLUGRID SDJH x 3ULQWHGDGYHUWLVHPHQWVPXVWFDUU\KHDOWKZDUQLQJVLQWKHSUHVFULEHG PDQQHU  x 9ROXQWDU\$JUHHPHQWRIWKH x 3URKLELWVDOOWHOHYLVLRQDQGUDGLRDGYHUWLVLQJRIWREDFFRSURGXFWV 7REDFFR,QVWLWXWHRI-DSDQDQGLWV x 3URKLELWVDGYHUWLVLQJYLDRWKHUHOHFWURQLFEURDGFDVWPHGLDLQFOXGLQJFLQHPD PHPEHUV DQGWKH,QWHUQHW x 3URKLELWVVWUHHWVDPSOLQJFDPSDLJQV

  -DSDQ

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI x 5HVWULFWVVDOHVSURPRWLRQWRHYHQWVLWHVWREDFFRUHWDLOHUVDQGEDUVZKHUH PLQRUVDUHQRWSHUPLWWHGE\ODZ x $OORZVQHZVSDSHUPDJD]LQHDQGELOOERDUGDGYHUWLVLQJVXEMHFWWRWKH UHVWULFWLRQVDOUHDG\ODLGGRZQ VHHDERYH   U‚ihpp‚ x 1R/HJLVODWLRQ x 1RUHVWULFWLRQV Tƒ‚†‚ †uvƒ  QhpxhtrCrhy‡u x 7REDFFR+HDOWK:DUQLQJV3URYLVLRQ x 7KHKHDOWKZDUQLQJ´6LQFHVPRNLQJFDQGDPDJH\RXUKHDOWKEHFDUHIXOQRW Xh vt† WRVPRNHWRRPXFKµPXVWEHSULQWHG-DSDQHVHRQWKHSDFNDJLQJRIWREDFFR SURGXFWV  D€ƒyr€r‡h‡v‚   x 1RLQIRUPDWLRQDYDLODEOH @s‚ pr€r‡' H‚v‡‚ vt   

  0DOD\VLD

6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x 7KH&RQWURORI7REDFFR3URGXFW x 5HVWULFWVVPRNLQJLQDLUFRQGLWLRQHGUHVWDXUDQWV([HPSWLRQVDUHPDGHIRU 5HJXODWLRQ DLUFRQGLWLRQHGUHVWDXUDQWVWRSURYLGHVPRNLQJDUHDVQRWH[FHHGLQJARI WKHIORRUVSDFHSURYLGHGWKH\KDYH¶DGHTXDWH·DLUYHQWLODWLRQDQGH[WUDFWLRQ V\VWHPV  7h † x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  @qˆph‡v‚hy x &RQWURORI7REDFFR3URGXFW x %DQVVPRNLQJLQHGXFDWLRQDOIDFLOLWLHV D†‡v‡ˆ‡v‚† $PHQGPHQW 5HJXODWLRQV   Dq‚‚  x 7KH&RQWURORI7REDFFR3URGXFW x %DQVVPRNLQJLQDUDQJHRILQGRRUSUHPLVHVLQFOXGLQJJRYHUQPHQW X‚ xƒyhpr† 5HJXODWLRQ SUHPLVHVDPXVHPHQWFHQWUHVDQGWKHDWUHV   U‚ihpp‚ x 7KH&RQWURORI7REDFFR3URGXFW x 3URKLELWVDOOGLUHFWDGYHUWLVLQJLQWKHORFDOPHGLDDQGSULQWHGSXEOLFDWLRQV 6q‰r ‡v†vt 5HJXODWLRQ x ([HPSWLRQIRUWREDFFRDGYHUWLVHPHQWVLQLPSRUWHGSULQWHGPDWHULDO x 3URKLELWVIUHHVDPSOHVUHVWULFWVDGYHUWLVLQJLQDQ\ILOPYLGHROHDIOHW KDQGELOOGRFXPHQWERRNPDJD]LQHELOOERDUGRUQHZVSDSHUSXEOLVKHGLQ 0DOD\VLD x ([HPSWLRQIRU¶EUDQGVKDULQJ·ZKHUHE\WKHFRUSRUDWHQDPHRIDWREDFFR SURGXFWLVDGRSWHGIRUDQRQWREDFFRSURGXFW,WLVQRWHGWKDW&DPHOKDV FORWKLQJEUDQGVLQ0DOD\VLD 

  0DOD\VLD

6S@6 G@BDTG6UDPI 9@T8SDQUDPI U‚ihpp‚ x 7KH&RQWURORI7REDFFR3URGXFW x %DQVWREDFFRVSRQVRUVKLSE\WREDFFRSURGXFWQDPH Tƒ‚†‚ †uvƒ 5HJXODWLRQ x ([HPSWLRQIRU¶EUDQGVKDULQJ·ZKHUHE\WKHFRUSRUDWHQDPHRIDWREDFFR SURGXFWLVDGRSWHGIRUDQRQWREDFFRSURGXFW,WLVQRWHGWKDW&DPHOKDV FORWKLQJEUDQGVLQ0DOD\VLD  QhpxhtrCrhy‡u x 7KH&RQWURORI7REDFFR3URGXFW x 5HTXLUHVDVLQJOHKHDOWKPHVVDJHLQDGHVLJQDWHGSRVLWLRQDQGLQJUHGLHQW Xh vt† 5HJXODWLRQ GLVFORVXUHRQSDFNV x 1RSUHVFULEHGIRQWVL]HRUPLQLPXPFRYHUDJH  D€ƒyr€r‡h‡v‚ x 7KH&RQWURORI7REDFFR3URGXFW x 7KHUHDUHRYHU(QIRUFHPHQW2IILFHUVIURPWKH0LQLVWU\RI+HDOWKDQG @s‚ pr€r‡' 5HJXODWLRQ RWKHUORFDODXWKRULWLHVWKURXJKRXW0DOD\VLDWRHQIRUFHWKHWREDFFR H‚v‡‚ vt UHJXODWLRQV(QIRUFHPHQWLQSXEOLFSUHPLVHVLQ0DOD\VLDLVDOVRFDUULHGRXW 0HGLFDO2IILFHUVRIKHDOWKKHDOWKLQVSHFWRUVDQGRWKHU2IILFHUVVSHFLDOO\ DSSRLQWHGE\WKH0LQLVWU\RI+HDOWK  

  3KLOLSSLQHV

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  7h † x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  @qˆph‡v‚hy x &RPSUHKHQVLYH7REDFFR x %DQVVPRNLQJLQDOOSULPDU\DQGVHFRQGDU\VFKRROSUHPLVHV D†‡v‡ˆ‡v‚† 5HJXODWLRQV$FW   Dq‚‚  x 0HPRUDQGXP&LUFXODU1RV x %DQVVPRNLQJLQJRYHUQPHQWSUHPLVHVLQFOXGLQJVWDWHFROOHJHVDQG X‚ xƒyhpr† RIWKH&LYLO6HUYLFH XQLYHUVLWLHVDQGGXULQJZRUNKRXUVZKHWKHUWKHHPSOR\HHLVLQWKHRIILFHRU &RPPLVVLRQ LQWKHILHOG x $OODJHQFLHVPXVWDVVLJQVPRNLQJDUHDVZLWKLQRURXWVLGHRIILFHSUHPLVHV  U‚ihpp‚ x ´6723IRU+HDOWK$FWµ 6WRS x 7REDFFRDGYHUWLVHPHQWVVKRZQRQWHOHYLVLRQRULQFLQHPDVPXVWGLVSOD\D 6q‰r ‡v†vt WREDFFRDQG2WKHU3URGXFWVIRU VSHFLILHGKHDOWKZDUQLQJIRUWKHGXUDWLRQRIWKHDGYHUWLVHPHQW +HDOWK  x 7REDFFRDGYHUWLVHPHQWVDLUHGRQWKHUDGLRPXVWGHYRWHARIWKHDLUWLPH WRWKHKHDOWKZDUQLQJ x 3ULQWHGPHGLDPXVWLQFOXGHDKHDOWKZDUQLQJRFFXS\LQJDWOHDVWARIWKH WRWDODGYHUWLVHPHQWVSDFH x 7ZR\HDUVDIWHUWKHHIIHFWLYHGDWHRIWKH$FWDOOWREDFFRDGYHUWLVLQJDQG SURPRWLRQVVKDOOEHSURKLELWHGLQDOOHOHFWURQLFPHGLD x 1RSHUVRQFDQRIIHURUGLVWULEXWHIUHHVDPSOHVRIFLJDUHWWHRUDQ\RWKHU WREDFFRSURGXFWIRUSXUSRVHVRISURPRWLRQDQGRUDGYHUWLVLQJ 

  3KLOLSSLQHV

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI  x &RGHRI(WKLFVIURPWKH$GYHUWLVLQJ x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‚ihpp‚ x ´6723IRU+HDOWK$FWµ 6WRS x 3URKLELWVWREDFFRVSRQVRUVKLSRIDQ\VSRUWVHYHQW Tƒ‚†‚ †uvƒ WREDFFRDQG2WKHU3URGXFWVIRU +HDOWK    QhpxhtrCrhy‡u x ´6723IRU+HDOWK$FWµ 6WRS x 5HTXLUHVSDFNDJHVKHDOWKZDUQLQJVRQDOOWREDFFRSURGXFWV Xh vt† WREDFFRDQG2WKHU3URGXFWVIRU +HDOWK   

  3KLOLSSLQHV

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI D€ƒyr€r‡h‡v‚ x &RGHRI(WKLFVIURPWKH$GYHUWLVLQJ x $GPLQLVWHUHGE\WKH3KLOLSSLQHERDUGRI$GYHUWLVLQJRQDVHOIUHJXODWRU\ @s‚ pr€r‡' &RQWHQW5HJXODWLRQ&RPPLWWHH EDVLV H‚v‡‚ vt  x &RPSUHKHQVLYH7REDFFR x $Q\SHUVRQZKRVPRNHVLQDQRVPRNLQJDUHDVKDOOEHSHQDOLVHGZLWKDILQH 5HJXODWLRQV$FW RIWR3HVRVRULPSULVRQPHQWRIWRGD\VRUERWKDWWKHGLVFUHWLRQ RIWKHFRXUW x 7KHVDPHSHQDOWLHVVKDOOEHLPSRVHGXSRQWKHRZQHURSHUDWRURUPDQDJHU RIWKHSXEOLFFRQYH\DQFHRUHQFORVHGSXEOLFSODFHKLVHPSOR\HHRUDJHQWRU DQ\ODZHQIRUFHPHQWRIILFHUZKRNQRZLQJO\DOORZVVPRNLQJLQWKHSODFHV KHUHLQPHQWLRQHGRUIRUIDLOLQJWRSRVWDT1R6PRNLQJTVLJQLQD FRQVSLFXRXVSODFHWKHUHLQ  

  -RKRU

6LQJDSRUH 6LQJDSRUH  5LDX  6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x 7KH6PRNLQJ 3URKLELWLRQLQ&HUWDLQ x 3URKLELWVVPRNLQJLQDOODLUFRQGLWLRQHGUHVWDXUDQWVZLWKLQGRRUVHDWLQJ 3ODFHV 1RWLILFDWLRQ    7h † x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  @qˆph‡v‚hy x 3URKLELWLRQRI6PRNLQJLQ&HUWDLQ x 3URKLELWVVPRNLQJLQVFKRROVDQGDOOHQFORVHGDQGDLUFRQGLWLRQHGDUHDVLQ D†‡v‡ˆ‡v‚† 3ODFHV$FW $PHQGPHQW  XQLYHUVLWLHV   Dq‚‚  x 3URKLELWLRQRI6PRNLQJLQ&HUWDLQ x 3URKLELWVVPRNLQJLQDOOJRYHUQPHQWRIILFHV X‚ xƒyhpr† 3ODFHV$FW $PHQGPHQW  x 3URKLELWVVPRNLQJLQDOODLUFRQGLWLRQHGRIILFHSUHPLVHVH[FHSWZHUHWKH  PDQDJHURIVXFKSUHPLVHPD\GHVLJQDWHIRUVPRNLQJLQDQ\LQGHSHQGHQWO\   YHQWLODWHGHQFORVHGURRPWKDWLVQHLWKHUUHTXLUHGWREHXVHGE\DQ\SHUVRQ HPSOR\HGLQVXFKSUHPLVHVIRUWKHSHUIRUPDQFHRIWKHGXWLHVRIKLV HPSOR\PHQWRUDZDVKURRPSDQWU\RURWKHUFRPPRQDUHDWRZKLFKSHUVRQV HPSOR\HGLQVXFKSUHPLVHVKDYHDFFHVV x 3URKLELWVVPRNLQJLQH[KLELWLRQKDOOVORXQJHVDQGLQDOOHQFORVHGDLU FRQGLWLRQHGDUHDVRUSXEOLFSODFHVZLWKDTXHXHRIPRUHWKDQWZRSHUVRQV  U‚ihpp‚ x 7KH6PRNLQJ 3URKLELWLRQRQ x 3URKLELWVDOODGYHUWLVLQJRIWREDFFRSURGXFWVRQWHOHYLVLRQUDGLRSULQWHG 6q‰r ‡v†vt $GYHUWLVHPHQWV  $PHQGPHQW $FW PDWHULDOVDQGRQELOOERDUGVRQYHKLFOHVRIWREDFFRUHWDLOHUVDQGGLVWULEXWRUV  DQGDWSUHPLVHVZKHUHWREDFFRSURGXFWVDUHVROG x 3URKLELWVDGYHUWLVLQJRIWREDFFRSURGXFWVLQWKHIROORZLQJPDQQHU x GLVSOD\LQJEDQQHUVGLVWULEXWLRQRIOHDIOHWVRUHQFRXUDJHPHQWE\VDOHV SHUVRQV x SURYLGLQJIUHHJLIWVRIWREDFFRSURGXFWVLQKDPSHUVRULQSDFNHGIRUP

  -RKRU

6LQJDSRUH 6LQJDSRUH  5LDX  6S@6 G@BDTG6UDPI 9@T8SDQUDPI ZLWKRWKHUJRRGV x JLYLQJDZD\IUHHJLIWVRIWREDFFRSURGXFWVDVSUL]HVLQOXFN\GUDZV ORWWHULHVHWF x RIIHULQJIUHHVDPSOHVRIFLJDUHWWHVWRFXVWRPHUVDQG   x GRQDWLQJIUHHJLIWVFDUU\LQJFLJDUHWWHEUDQGQDPHVHJGLDULHVFDOHQGDUV FLJDUHWWHOLJKWHUVSHQVSHQFLOVRUDQ\RWKHULWHPV  QhpxhtrCrhy‡u x 7KH&RQVXPHUSURWHFWLRQ /DEHOOLQJ x 2QHRIWKHIROORZLQJIRXU(QJOLVKZDUQLQJVPXVWEHSULQWHGLQEODFNER[ Xh vt† RI7REDFFR3URGXFW&RQWDLQHUV  OHWWHUVQRWOHVVWKDQPPLQVL]HRQDZKLWHEDFNJURXQGFRYHULQJDWOHDVW 5HJXODWLRQV ARIWKHODUJHVWH[WHUQDOSDFNHWVXUIDFH x +HDOWK:DUQLQJ6PRNLQJFDXVHVKHDUWGLVHDVH x +HDOWK:DUQLQJ6PRNLQJFDXVHVFDQFHU x +HDOWK:DUQLQJ6PRNLQJGDPDJHV\RXUOXQJV x +HDOWK:DUQLQJ6PRNLQJKDUPVWKRVHDURXQGXV x +HDOWKZDUQLQJVPXVWEHGLVSOD\HGZLWKHTXDOIUHTXHQF\RYHUDPRQWK SHULRG  D€ƒyr€r‡h‡v‚ x 7KH6PRNLQJ 3URKLELWLRQLQ&HUWDLQ x 7KHLQWURGXFWLRQRIVPRNLQJEDQVLQDOODLUFRQGLWLRQHGUHVWDXUDQWVZDV @s‚ pr€r‡hq 3ODFHV 1RWLILFDWLRQ DFFRPSDQLHGE\DSXEOLFDZDUHQHVVFDPSDLJQVXSSRUWHGE\DQLQWHQVLYH H‚v‡‚ vt   PRQLWRULQJHGXFDWLRQFDPSDLJQOHGE\GHGLFDWHGRIILFHUVRIWKH (QYLURQPHQWDO+HDOWK'HSDUWPHQWXQGHUWKH6LQJDSRUH0LQLVWU\RI (QYLURQPHQW x 7KHHQIRUFHPHQWHIIRUWUHTXLUHGWRHQVXUHFRPSOLDQFHZLWKWKHUHJXODWLRQV GURSSHGRIIYHU\TXLFNO\RYHUVHYHUDOPRQWKVDQGLQYHVWLJDWLRQVDUH

  -RKRU

6LQJDSRUH 6LQJDSRUH  5LDX  6S@6 G@BDTG6UDPI 9@T8SDQUDPI SUHVHQWO\RQO\PDGHLQUHVSRQVHWRDFRPSODLQWIURPUHVWDXUDQWSDWURQV x %RWKUHVWDXUDQWPDQDJHPHQWDQGRIIHQGLQJSDWURQVDUHOLDEOHWRILQHVIRU EUHDFKHVRIWKHVPRNLQJEDQDOWKRXJKDQHFGRWDOHYLGHQFHIURPWKH 6PRNLQJ&RQWURO8QLWRIWKH6LQJDSRUH(QYLURQPHQWDO+HDOWK'HSDUWPHQW LQGLFDWHVWKDWFRPSOLDQFHLVJHQHUDOO\YHU\KLJKWKURXJK¶VHOIHQIRUFHPHQW· 6285&(&RPPXQLFDWLRQZLWK6LQJDSRUH(QYLURQPHQWDO+HDOWK'HSDUWPHQW -XQH  

  6RXWK.RUHD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  7h † x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  @qˆph‡v‚hy x +HDOWK3URPRWLRQ$FW x %DQVVPRNLQJLQLQGRRUDUHDVRIHOHPHQWDU\MXQLRUKLJKDQGKLJKVFKRROV D†‡v‡ˆ‡v‚† x 6PRNLQJLVSHUPLWWHGLQRXWGRRUDUHDVDQGGHVLJQDWHGLQGRRUVPRNLQJ DUHDV  Dq‚‚  x 3XEOLF6DQLWDWLRQ/DZ x 5HTXLUHVWKHLQWURGXFWLRQRIQRQVPRNLQJDUHDVLQEXLOGLQJVRSHQWRWKH X‚ xƒyhpr† SXEOLFLQFOXGLQJWKHDWUHVGHSDUWPHQWVWRUHVDQGRIILFHV x 3XEOLFSODFHVWKDWGRQRWSURYLGHQRQVPRNLQJDUHDVIDFHILQHV  U‚ihpp‚ x $GYHUWLVLQJ5HVWULFWLRQV x 7REDFFRDGYHUWLVLQJSURKLELWHGRQWHOHYLVLRQUDGLRDQGLQQHZVSDSHUV 6q‰r ‡v†vt x 7REDFFRDGYHUWLVHPHQWVDUHQRWDOORZHGLQPDJD]LQHVDLPHGDWD\RXWKRU ZRPHQUHDGHUVKLS x 7REDFFRDGYHUWLVHPHQWVLQRWKHUPDJD]LQHVFDQRQO\VKRZWKHSURGXFWDQG SURGXFWVSHFLILFDWLRQV x 3HUVXDVLYHPHVVDJHVDUHSURKLELWHGLQWREDFFRDGYHUWLVHPHQWV x $OODGYHUWLVHPHQWVPXVWFDUU\DKHDOWKZDUQLQJLQWKHVSHFLILHGPDQQHU VHH EHORZ  x 3RLQWRIVDOHDGYHUWLVLQJUHVWULFWHGWRZLWKLQPHWHUVRIWKHUHWDLOORFDWLRQ x 6DPSOLQJDFWLYLWLHVUHVWULFWHGWRZLWKLQPHWHUVRIWKHSRLQWRIVDOH x 6DPSOHVPD\RQO\EHGLVWULEXWHGRQHDWDWLPH 

  6RXWK.RUHD

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI U‚ihpp‚ x 5HVWULFWLRQVRQVSRQVRUVKLS x 6SRQVRUVKLSRIVSRUWVDQGRWKHUHYHQWVLVSHUPLWWHGE\DWREDFFREUDQG Tƒ‚†‚ †uvƒ QDPHZLWKWKHIROORZLQJUHVWULFWLRQV x 1RSLFWXUHVRIWKHSURGXFWFDQEHVKRZQ x 6SRQVRUVKLSLVSURKLELWHGIURPHYHQWVZKHUHWKHPDMRULW\RIWKHDXGLHQFH LVHLWKHUIHPDOHRUPLQRUV  QhpxhtrCrhy‡u x 1DWLRQDO+HDOWK3URPRWLRQ$FW x 7REHSULQWHGRQWKHIURQWRIWREDFFRSURGXFWSDFNDJLQJLQ.RUHDQ Xh vt†  ´:DUQLQJ6PRNLQJLVWKHFDXVHRIYDULRXVGLVHDVHVLQFOXGLQJOXQJFDQFHU x 3UHVLGHQWLDO'HFUHHRQ+HDOWK DQGHVSHFLDOO\GHWULPHQWDOWRWKHKHDOWKRISUHJQDQWZRPHQDQG\RXWKµ :DUQLQJV x 2QHRIWKHIROORZLQJIRXUKHDOWKZDUQLQJVWREHSULQWHGRQWKHEDFNRI WREDFFRSURGXFWSDFNDJLQJLQ.RUHDQ  :DUQLQJ6WRSSLQJVPRNLQJFDQOHDGWRDKHDOWK\DQGORQJOLIH  :DUQLQJ

  7DLZDQ

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x 7KH7REDFFR+D]DUGV&RQWURO/DZ x 3HUPLWVVPRNLQJRQO\LQGHVLJQDWHGVPRNLQJDUHDVLQUHVWDXUDQWVZLWKD  IORRUDUHDRIPRUHWKDQVTXDUHPHWHUV  7h † x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  @qˆph‡v‚hy x 7KH7REDFFR+D]DUGV&RQWURO/DZ x 3URKLELWVVPRNLQJLQOLEUDULHVFODVVURRPVODERUDWRULHVGD\FDUHFHQWUHVDQG D†‡v‡ˆ‡v‚†  NLQGHUJDUWHQV   x 3HUPLWWHGRQO\LQGHVLJQDWHGVPRNLQJDUHDVLQVFKRROV  Dq‚‚  x 7KH7REDFFR+D]DUGV&RQWURO/DZ x 3URKLELWVVPRNLQJLQWKHEXVLQHVVDUHDVRIEDQNVSRVWRIILFHVDQG X‚ xƒyhpr†  WHOHFRPPXQLFDWLRQVRIILFHVDQGLQSHUIRUPDQFHDQGH[KLELWLRQKDOOVDQG DXGLWRULXPV x 3HUPLWVVPRNLQJRQO\LQGHVLJQDWHGVPRNLQJDUHDVLQJRYHUQPHQWRIILFHV DQGJRYHUQPHQWHQWHUSULVHVDQGLQPRYLHDQGRSHUDKRXVHVGHSDUWPHQW VWRUHVHWF  U‚ihpp‚ x 7KH7REDFFR+D]DUGV&RQWURO/DZ x 3URKLELWVDGYHUWLVLQJRUSURPRWLRQRIWREDFFRSURGXFWVWKURXJKUDGLR 6q‰r ‡v†vt  WHOHYLVLRQILOPYLGHRQHZVSDSHUELOOERDUGSRVWHUOHDIOHWQRWLFH DQQRXQFHPHQWVDPSOHVLJQGLVSOD\RULQDQ\ZULWWHQRULOOXVWUDWHGIRUPRU DUWLFOH x 3URKLELWVGLVFRXQWVDVDIRUPRISURPRWLRQ x 3URKLELWVWKHXVHRIRWKHUDUWLFOHVDVDJLIWRUSUL]HIRUVHOOLQJWREDFFR SURGXFWVH[FOXGLQJKRZHYHUJLIWVWKHSULFHRIZKLFKLVXQGHURQHTXDUWHURI WKHSULFHRIWKHWREDFFRSURGXFWV x 3URKLELWVVHOOLQJWREDFFRSURGXFWVZUDSSHGWRJHWKHUZLWKDQ\RWKHUSURGXFW

  7DLZDQ

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI   x 0DQXIDFWXUHUVUHWDLOHUVRULPSRUWHUVRIWREDFFRSURGXFWVDUHSHUPLWWHGWR DGYHUWLVHLQPDJD]LQHVXSWRDWRWDORILWHPVSHU\HDUSURYLGHGWKH SULPDU\UHDGHUVRIWKHPDJD]LQHVDUHQRWPLQRUVXQGHUWKHDJHRI x 'LVSOD\LQJWREDFFRSURGXFWVSODFLQJSRVWHUVRUGHPRQVWUDWLQJRUH[SODLQLQJ WKHWREDFFRSURGXFWVZLWKZRUGVRULOOXVWUDWLRQLQSODFHVZKHUHWREDFFR SURGXFWVDUHVROGLVQRWUHJDUGHGDVSURPRWLRQRUDGYHUWLVLQJDVPHQWLRQHG DERYH I‚‡r)7KLVLVHVVHQWLDOO\DQH[HPSWLRQIRUSRLQWRIVDOHDGYHUWLVLQJDVWKHUHLVQR GHILQLWLRQLQWKHOHJLVODWLRQRIZKDWFRQVWLWXWHVD´SRVWHUµ  U‚ihpp‚ x 7KH7REDFFR+D]DUGV&RQWURO/DZ x &RPSOHWHEDQRQWREDFFRFRPSDQ\VSRQVRUVKLSRIVSRUWLQJFXOWXUDO Tƒ‚†‚ †uvƒ  DFWLYLWLHVWDVWHWHVWVFRQFHUWVOHFWXUHVDQGRWKHUHYHQWVXQGHUWKHEUDQG QDPHRIDWREDFFRSURGXFW x 0DQXIDFWXUHUVLPSRUWHUVRUUHWDLOHUVPD\VSRQVRURURUJDQLVHDFWLYLWLHV XQGHUWKHQDPHRIWKHFRPSDQ\EXWQRWDVWLQJVHOOLQJRUSURPRWLRQRI WREDFFRSURGXFWVPD\EHFRQGXFWHGDWWKHVLWH  QhpxhtrCrhy‡u x 7KH7REDFFR+D]DUGV&RQWURO/DZ x $OOWREDFFRSURGXFWVFRQWDLQHUVPXVWFDUU\DKHDOWKZDUQLQJLQ&KLQHVHLQ Xh vt†  REYLRXVSODFHVRQWKHLUODUJHVWH[WHULRUVLGHVLQWKHPDQQHUSUHVFULEHGE\WKH 'HSDUWPHQWRI+HDOWK 

  7DLZDQ

 6S@6 G@BDTG6UDPI 9@T8SDQUDPI D€ƒyr€r‡h‡v‚ x 7KH7REDFFR+D]DUGV&RQWURO/DZ x 3HUVRQVLQFKDUJHRIJRYHUQPHQWRUJDQLVDWLRQVDQGSXEOLFDQGSULYDWH @s‚ pr€r‡'  HQWHUSULVHVDQGPDQDJHUVRISODFHVZKHUHVPRNLQJLVSURKLELWHGVKDOO D†ƒrp‡v‚ GLVVXDGHSHUVRQVIURPVPRNLQJLQQRQVPRNLQJDUHDV$Q\SHUVRQRQWKH VFHQHPD\DOVRVRGLVVXDGHWKHP x 3HQDOWLHVIRUEUHDFKHVRIWKLV/DZDUHSXQLVKDEOHE\ILQHVIRUWKHRIIHQGHUV DQGPDQDJHUVLQWKHFDVHRIQRWVLJQSRVWLQJQRQVPRNLQJDUHDV x (QIRUFHPHQWLVSULPDULO\WKHUHVSRQVLELOLW\RIWKH'HSDUWPHQWRI+HDOWKDW WKH&HQWUDO*RYHUQPHQWOHYHOKRZHYHUWKH3URYLQFLDO 0XQLFLSDO +HDOWK 'HSDUWPHQWDQGWKH&RXQW\ FLW\ *RYHUQPHQWVKDOOSHULRGLFDOO\VHQG RIILFLDOVWRLQVSHFWWKHIDFLOLWLHVDQGPDQDJHPHQWRIWKHQRQVPRNLQJDQG VPRNLQJDUHDV URRPV RIPRYLHWKHDWUHVSHUIRUPDQFHDQGH[KLELWLRQ FHQWUHVDQGRWKHUSODFHVRIHQWHUWDLQPHQW  

  7KDLODQG  6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x 1RQVPRNHUV+HDOWK3URWHFWLRQ$FW x %DQVVPRNLQJLQIRRGFHQWUHVLQGHSDUWPHQWVWRUHVRUSOD]DV  x $LUFRQGLWLRQHGUHVWDXUDQWVPXVWEHDWOHDVWAVPRNHIUHHZLWKD GHVLJQDWHGVPRNLQJDUHD  7h † x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  @qˆph‡v‚hy x 1RQVPRNHUV+HDOWK3URWHFWLRQ$FW x %DQVVPRNLQJ H[FOXGLQJSULYDWHURRPV LQQXUVHULHVSUHVFKRROFHQWUHVDQG D†‡v‡ˆ‡v‚†  VFKRROV x %DQVVPRNLQJLQDOOOLEUDULHV x %DQVVPRNLQJ H[FOXGLQJSULYDWHURRPVDQGGHVLJQDWHGVPRNLQJDUHDV LQ XQLYHUVLWLHVDQGFROOHJHV  Dq‚‚  x 1RQVPRNHUV+HDOWK3URWHFWLRQ$FW x %DQVVPRNLQJLQDOODLUFRQGLWLRQHGZRUNSODFHV X‚ xƒyhpr†  x %DQVVPRNLQJ H[FOXGLQJSULYDWHURRPVDQGGHVLJQDWHGVPRNLQJDUHDV LQ JRYHUQPHQWDQGSULYDWHEXLOGLQJVEDQNVDQGILQDQFLDOLQVWLWXWLRQV  U‚ihpp‚ x 7KH7REDFFR3URGXFWV&RQWURO$FW x %DQVWREDFFRDGYHUWLVLQJLQWKHHOHFWURQLFDQGSULQWPHGLDDQGRQELOOERDUGV 6q‰r ‡v†vt %( H[FHSWDGYHUWLVLQJLQLQWHUQDWLRQDOPDJD]LQHVDQGRQOLYHRYHUVHDV WHOHYLVLRQVKRZV  x 3URKLELWVDGYHUWLVLQJIRURWKHUSURGXFWVZLWKWKHVDPHQDPHDVWREDFFR SURGXFWV LHEUDQGVWUHWFKLQJ  x 3URKLELWVWKHVHOOLQJRIJRRGVRUWKHSURYLVLRQRIVHUYLFHVZLWKWKHDGGLWLRQ RIDJLIWRIWREDFFRSURGXFWVDQGYLFHYHUVD x 3URKLELWVJLYLQJYRXFKHVWRDWWHQGJDPHVVKRZVVHUYLFHVRUDQ\RWKHU EHQHILWDVDFRQVLGHUDWLRQWRWKHEX\HURIWREDFFRSURGXFWV

  7KDLODQG  6S@6 G@BDTG6UDPI 9@T8SDQUDPI x %DQVIUHHWREDFFRSURGXFWVDPSOHGLVWULEXWLRQ x %DQVXVLQJWKHQDPHRUPDUNRIWKHWREDFFRSURGXFWVLQDQ\VKRZJDPH VHUYLFHRURWKHUDFWLYLW\ZLWKWKHREMHFWLYHRIOHWWLQJWKHSXEOLFXQGHUVWDQG WKDWWKHQDPHRUPDUNEHORQJVWRWKHWREDFFRSURGXFW  U‚ihpp‚ x 7KH7REDFFR3URGXFWV&RQWURO$FW x %DQVXVLQJWKHQDPHRUPDUNRIWREDFFRSURGXFWVLQDQ\VKRZJDPH Tƒ‚†‚ †uvƒ %( VHUYLFHRURWKHUDFWLYLW\ZLWKWKHREMHFWLYHRIOHWWLQJWKHSXEOLFXQGHUVWDQG WKDWWKHQDPHRUPDUNEHORQJVDWREDFFRSURGXFW  QhpxhtrCrhy‡u x 7KH7REDFFR3URGXFWV&RQWURO$FW x 2QHRIWKHIROORZLQJURWDWLQJKHDOWKZDUQLQJVPXVWFRYHUDWOHDVWRI Xh vt† %( WKHWZRODUJHVWSDFNHWVXUIDFHV   x 6PRNLQJFDXVHVOXQJFDQFHU x 6PRNLQJFDXVHVKHDUWIDLOXUH x 6PRNLQJFDXVHVSXOPRQDU\HPSK\VHPD x 6PRNLQJFDXVHVFHUHEURYDVFXODUGLVHDVHV x 6PRNLQJOHDGVWRRWKHUQDUFRWLFDGGLFWLRQV x 6PRNLQJUHGXFHVVH[XDODELOLW\ x 6PRNLQJFDXVHVSUHPDWXUHDJHLQJ x 6PRNLQJNLOOV x 6PRNLQJLVKDUPIXOWR\RXUIDPLO\DQGIULHQGV x 6PRNLQJLVKDUPIXOWRIHRWWXVHV x :DUQLQJVPXVWEHSODFHGDWWKHXSSHUPRVWSDUWRIWKHFDUWRQLQZKLWHPP IRQWRQDEODFNEDFNJURXQG 127(7KH7KDLODQG3XEOLF+HDOWK0LQLVWU\LVFRQVLGHULQJWKHLQWURGXFWLRQRI ERWKSLFWRULDODQGYHUEDOZDUQLQJQRWLFHVDJDLQVWVPRNLQJRQFLJDUHWWHSDFNHWV   7KDLODQG  6S@6 G@BDTG6UDPI 9@T8SDQUDPI P‡ur † x %DQRQ6PRNLQJRQ7HOHYLVLRQ x 7KDLJRYHUQPHQWEDQRQWHOHYLVLRQVFHQHVZLWKSHRSOHVPRNLQJ LPSOHPHQWHGE\WKH3XEOLF+HDOWK0LQLVWU\LQFRRUGLQDWLRQZLWKORFDO WHOHYLVLRQQHWZRUNVDSSOLFDEOHWRERWKORFDODQGLQWHUQDWLRQDOSURJUDPV  D€ƒyr€r‡h‡v‚ x 7KH1RQVPRNHUV·+HDOWK x 7KH0HWURSROLWDQ3ROLFHLVUHVSRQVLEOHIRUWKHHQIRUFHPHQWRIERWK$FWV @s‚ pr€r‡' 3URWHFWLRQ$FW ZKLFKFDUU\ILQHVEHWZHHQWREDKW H‚v‡‚ vt x 7KH7REDFFR3URGXFWV&RQWURO$FW   

  8QLWHG.LQJGRP  6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  7h † x 1ROHJLVODWLRQ x 1RUHVWULFWLRQV  @qˆph‡v‚hy x 0HDVXUHVWRFRQWUROVPRNLQJLQ x 9ROXQWDU\SURYLVLRQWRUHVWULFWVPRNLQJLQZRUNSODFHVSXEOLFSODFHV D†‡v‡ˆ‡v‚† SXEOLFSODFHVE\YROXQWDU\DJUHHPHQW VFKRROVDQGLQJRYHUQPHQWEXLOGLQJV  Dq‚‚  x 0HDVXUHVWRFRQWUROVPRNLQJLQ x 5HVWULFWVVPRNLQJLQZRUNSODFHVSXEOLFSODFHVVFKRROVDQGLQJRYHUQPHQW X‚ xƒyhpr† SXEOLFSODFHVE\YROXQWDU\DJUHHPHQW EXLOGLQJV   U‚ihpp‚ x 7KH7HOHYLVLRQ$FW x %DQVDGYHUWLVLQJIRUFLJDUHWWHVDQG¶UROO\RXURZQ·WREDFFRSURGXFWVRQ 6q‰r ‡v†vt WHOHYLVLRQDQGUDGLR  x 7KH%URDGFDVWLQJ$FW x 3URKLELWVWHOHYLVLRQDGYHUWLVLQJRIDOOWREDFFRSURGXFWV  x 7KH9ROXQWDU\$JUHHPHQWRQ x 3KDVHVRXWSHUPDQHQWVKRSIURQWWREDFFRDGYHUWLVLQJE\WKHHQGRI $GYHUWLVLQJDQG3URPRWLRQ x 3URKLELWVDGYHUWLVLQJRQSRVWHUVXQGHUVKHHWVL]HDQGDOOPRELOH 5HYLVLRQV ELOOERDUGDGYHUWLVLQJ x ([SHQGLWXUHFDSSHGRQSRVWHUDGYHUWLVHPHQWVIRUWREDFFRSURGXFWV x *RYHUQPHQWKHDOWKZDUQLQJVPXVWDSSHDURQDGYHUWLVHPHQWVLQD SUHVFULEHGPDQQHU x 3URKLELWVDOOWREDFFRDGYHUWLVLQJLQDQ\SXEOLFDWLRQGLUHFWHGWRPLQRUV XQGHU x 3URKLELWVSURPRWLRQDORIIHUVGLUHFWHGDWFKLOGUHQDQGQRQVPRNHUV x 3URKLELWVSRVWHUDGYHUWLVLQJIRUDOOWREDFFRSURGXFWVIURPZLWKLQD PHWUHUDGLXVRIVFKRROHQWUDQFHV x 3URKLELWVWREDFFRDGYHUWLVLQJRQFRPSXWHUJDPHV   8QLWHG.LQJGRP  6S@6 G@BDTG6UDPI 9@T8SDQUDPI x +HDOWKZDUQLQJVPXVWFRYHUARIWKHWRWDODGYHUWLVLQJDUHD  U‚ihpp‚ x 9ROXQWDU\DJUHHPHQWRQWREDFFR x 7REDFFRVSRQVRUVKLSVKRXOGQRWEHUHODWHGWRDFWLYLWLHVLQZKLFKWKH Tƒ‚†‚ †uvƒ VSRQVRUVKLS PDMRULW\RISDUWLFLSDQWVDUHPLQRUVXQGHU x )LQDQFLDOH[SHQGLWXUHRQWREDFFRVSRQVRUVKLSFDSSHG x +HDOWKZDUQLQJVPXVWDFFRPSDQ\DOOVSRQVRUVKLSQRWLFHV  QhpxhtrCrhy‡u x 7KH7REDFFR3URGXFWV/DEHOOLQJ x $OOXQLWSDFNHWVRIWREDFFRSURGXFWVPXVWFDUU\RQWKHPRVWYLVLEOH Xh vt† 6DIHW\5HJXODWLRQV VXUIDFHWKHIROORZLQJJHQHUDOZDUQLQJLQ(QJOLVK´7REDFFRVHULRXVO\ GDPDJHVKHDOWKµ,QWKHFDVHRISDFNHWVRIFLJDUHWWHVDQGUROOLQJWREDFFR WKHRWKHUODUJHVXUIDFHPXVWDOWHUQDWHO\FDUU\RQHRIWKHIROORZLQJKHDOWK ZDUQLQJV x 6PRNLQJFDXVHVIDWDOGLVHDVHV x 6PRNLQJNLOOV x 6PRNLQJFDQNLOO x 6PRNLQJZKHQSUHJQDQWKDUPV\RXUEDE\ x 3URWHFWFKLOGUHQGRQ·WPDNHWKHPEUHDWKH\RXUVPRNH x 6PRNLQJGDPDJHVWKHKHDOWKRIWKRVHDURXQG\RX x 6WRSSLQJVPRNLQJUHGXFHVWKHULVNRIVHULRXVGLVHDVH x 6PRNLQJFDXVHVFDQFHUFKURQLFEURQFKLWLVDQGRWKHUFKHVWGLVHDVHV x 0RUHWKDQ  SHRSOHGLHHDFK\HDULQ QDPHRIWKHFRXQWU\ IURP OXQJFDQFHU x (YHU\\HDUSHRSOHDUHNLOOHGLQURDGDFFLGHQWVLQ QDPHRIWKH FRXQWU\ WLPHVPRUHGLHIURPWKHLUDGGLFWLRQWRVPRNLQJ x (YHU\\HDUDGGLFWLRQWRVPRNLQJFODLPVPRUHYLFWLPVWKDQURDG   8QLWHG.LQJGRP  6S@6 G@BDTG6UDPI 9@T8SDQUDPI DFFLGHQWV x 6PRNHUVGLH\RXQJHU x 'RQ·WVPRNHLI\RXZDQWWRVWD\KHDOWK\ x 6DYHPRQH\VWRSVPRNLQJ x 6PRNLQJFDXVHVFDQFHU x 6PRNLQJFDXVHVKHDUWGLVHDVH x 7ZRZDUQLQJVPXVWFRYHUDWOHDVWARIHDFKODUJHVXUIDFHEHFOHDUDQG OHJLEOHEHSULQWHGLQEROGOHWWHUVRQDFRQWUDVWLQJEDFNJURXQGEHSULQWHG LQDSODFHZKHUHWKH\FDQQRWEHGDPDJHGZKHQWKHSDFNDJHLVRSHQHGEH ORFDWHGRQWKHSDFNHWLWVHOIDQGQRWRQWKHWUDQVSDUHQWZUDSSHURUDQ\ RWKHUH[WHUQDOZUDSSLQJ  D€ƒyr€r‡h‡v‚ x 7KH9ROXQWDU\$JUHHPHQWRQ x 7KH&RPPLWWHHIRU0RQLWRULQJ$JUHHPHQWVRQ7REDFFR$GYHUWLVLQJDQG @s‚ pr€r‡' 7REDFFR3URGXFWV·$GYHUWLVLQJDQG 6SRQVRUVKLSLVUHVSRQVLEOHIRUPRQLWRULQJWKHRSHUDWLRQRIWKLV9ROXQWDU\ H‚v‡‚ vt 3URPRWLRQ $JUHHPHQW7KH&RPPLWWHHLVDOVRUHVSRQVLEOHIRUPRQLWRULQJWKHVHSDUDWH DJUHHPHQWRQVSRUWVVSRQVRUVKLSEHWZHHQWKH'HSDUWPHQWRI1DWLRQDO +HULWDJHDQGWKHWREDFFRLQGXVWU\ x 7KH&RPPLWWHHLVUHVSRQVLEOHIRU x UHYLHZLQJDOOPDWWHUVUHODWLQJWRWKHRSHUDWLRQRIWKHYROXQWDU\ DJUHHPHQW x HQVXULQJWKDWWKHWHUPVRIWKHYROXQWDU\DJUHHPHQWDUHSURSHUO\ REVHUYHGDQGDUHLQWHUSUHWHGZLWKFRQVLVWHQF\ x UHFHLYLQJIXOOGHWDLOVRIDOOFRPSODLQWVVHQWE\WKHSXEOLFRUSXEOLF ERGLHVWRWKH*RYHUQPHQW'HSDUWPHQWFRQFHUQHGDQGRIWKHUHVSRQVHV E\WKRVHFRPSDQLHVWRZKRPWKHFRPSODLQWVZHUHUHIHUUHG,QWKHFDVH

  8QLWHG.LQJGRP  6S@6 G@BDTG6UDPI 9@T8SDQUDPI RIGLVSXWHGPDWWHUVRUWKRVHZKLFKUDLVHJHQHUDOLVVXHVUHOHYDQWWRWKH REVHUYDQFHRIWKHDJUHHPHQWWKH&RPPLWWHHZLOODGMXGLFDWHDQGZKHUH DSSURSULDWHFRPPXQLFDWHWKDWYLHZWRWKHSDUWLHVFRQFHUQHGDQG x UHSRUWLQJDQQXDOO\WR0LQLVWHUVDQGWRPHPEHUFRPSDQLHVRQWKH JHQHUDOLPSOHPHQWDWLRQRIWKHDJUHHPHQW x &RQVXOWDQWVPD\EHDSSRLQWHGWRXQGHUWDNHVXUYH\VDQGRWKHUZRUN UHOHYDQWWRHVWDEOLVKLQJWKDWWKHDJUHHPHQWLVEHLQJDGKHUHGWR7KHSUHFLVH UHPLWLQDQ\SDUWLFXODUFDVHZLOOEHGHWHUPLQHGE\WKH&RPPLWWHHDQGEH FRQYH\HGLQZULWLQJRQWKHLQVWUXFWLRQVRIWKH&KDLUPDQ x 7KHFRVWVRIWKH&RPPLWWHHZLOOEHVKDUHGHTXDOO\E\WKH*RYHUQPHQWDQG WKH,QGXVWU\  

  8QLWHG6WDWHV&DOLIRUQLD

6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x &DOLIRUQLD/DERU&RGH x (IIHFWLYH-DQXDU\ 6PRNHIUHH:RUNSODFH/DZ $% x 3URKLELWVVPRNLQJLQDOOLQGRRUUHVWDXUDQWV   x 6PRNLQJLVSHUPLWWHGRQO\LQGHVLJQDWHGVLJQHGDUHDVVHSDUDWHGIURPQRQ   VPRNLQJDUHDVE\IORRUWRFHLOLQJSDUWLWLRQLQJDQGVHSDUDWHYHQWLODWLRQ x +HDOWKDQG6DIHW\&RGH6HF x 6PRNLQJLVSURKLELWHGLQDOOIRRGSUHSDUDWLRQVWRUDJHDQGXWHQVLOFOHDQLQJ )RRG3UHSDUDWLRQ DQGVWRUDJHDUHDV    7h † x &DOLIRUQLD/DERU&RGH x %DQVVPRNLQJLQDOOEDUVSXEVDQGQLJKWFOXEV 6PRNHIUHH:RUNSODFH/DZ $% I‚‡r )%DUVDQGQLJKWFOXEVZHUHLQFOXGHGLQWKHODZDWWKHLQVLVWHQFHRIWKH   &DOLIRUQLD5HVWDXUDQW$VVRFLDWLRQZKLFKRSSRVHGDQ\UHVWDXUDQWODZWKDW   GLGQRWLQFOXGHEDUVDQGQLJKWFOXEV I‚‡r!)$IWHUWKH/DZSDVVHGWKHWREDFFRLQGXVWU\VXFFHVVIXOO\SURPRWHG DQDPHQGPHQWZKLFKGHOD\HGLPSOHPHQWDWLRQRIWKHEDUUHVWDXUDQWDQG QLJKWFOXESURYLVLRQVXQWLO-DQXDU\7KH\WULHGWRGHOD\ LPSOHPHQWDWLRQDJDLQEXWZHUHGHIHDWHG  @qˆph‡v‚hy x (GXFDWLRQ&RGH6HF x 6PRNLQJE\VWXGHQWVLVSURKLELWHGRQVFKRROFDPSXVHV D†‡v‡ˆ‡v‚† 6FKRROV x 6RPHVFKRROGLVWULFWVKDYHH[SDQGHGWKHSROLF\WRHOLPLQDWHVPRNLQJE\DOO   SHUVRQVRQFDPSXVHV   Dq‚‚  x &DOLIRUQLD/DERU&RGH x %DQQHGLQDOOLQGRRUZRUNSODFHV([HPSWLRQVLQFOXGH X‚ xƒyhpr† 6PRNHIUHH:RUNSODFH/DZ $% x 'HVLJQDWHGVPRNLQJDUHDVRIKRWHOOREELHV XSWRARIIORRUVSDFHRU   ALIWRWDOIORRUDUHD VTIHHW    x 0HHWLQJDQGEDQTXHWURRPVLQKRWHOVPRWHOVFRQYHQWLRQVFHQWUHV H[FHSWZKLOHIRRGRUEHYHUDJHIXQFWLRQVDUHWDNLQJSODFH

  8QLWHG6WDWHV&DOLIRUQLD

6S@6 G@BDTG6UDPI 9@T8SDQUDPI x 5HWDLORUZKROHVDOHWREDFFRVKRSVDQGDGMRLQLQJSULYDWHVPRNHUV· ORXQJHV x :DUHKRXVHIDFLOLWLHV!VTIHHWHPSOR\LQJ SHRSOH H[FOXGLQJ RIILFHVSDFH  x *DPLQJFOXEVRUELQJRIDFLOLWLHVZKLFKUHVWULFWDFFHVVWRPLQRUVXQGHU LQZKLFKVPRNLQJLVSHUPLWWHGE\IORRUWRFHLOLQJSDUWLWLRQLQJ x %DUVDQGWDYHUQV HVWDEOLVKPHQWVSULPDULO\GHYRWHGWRVHUYLQJDOFRKROLF EHYHUDJHVIRUFRQVXPSWLRQRQWKHSUHPLVHVGRHV‚‡LQFOXGH UHVWDXUDQWV LQZKLFKVPRNLQJLVSHUPLWWHGE\IORRUWRFHLOLQJ SDUWLWLRQLQJ x %UHDNURRPVGHVLJQDWHGE\HPSOR\HUVIRUVPRNLQJSURYLGHGWKDW H[KDXVWIDQVDUHILWWHGWKDWGLVKFDUJHWRDWPRVSKHUHDQGWKDWQRDLULV UHFLUFXODWHGDQGWKDWDQ\UHOHYDQWYHQWLOODWLRQVWDQGDUGVDUHFRPSOLHG ZLWK x $QHPSOR\HUPD\SURKLELWVPRNLQJLQDQHQFORVHGSODFHRIHPSOR\PHQWIRU DQ\UHDVRQ LHGRHVQRWKDYHWRDOORZH[HPSWLRQVDVGHVFULEHGDERYH   U‚ihpp‚ x )HGHUDO7KH3XEOLF+HDOWK&LJDUHWWH x 3URKLELWVWREDFFRDGYHUWLVLQJRQWHOHYLVLRQLQFLQHPDVDQGRQYLGHR 6q‰r ‡v†vt 6PRNLQJ$FW FDVVHWWHV  x )HGHUDO9ROXQWDU\&RGHRQ x &LJDUHWWHDQGVPRNHOHVVWREDFFRDGYHUWLVHPHQWVDUHQRWWRDSSHDULQFRPLF &LJDUHWWHDQG6PRNHOHVV7REDFFR ERRNVQHZVSDSHUFRPLFVXSSOHPHQWVDQGVFKRRORUFROOHJHPHGLDRU $GYHUWLVLQJ PDJD]LQHVSULPDULO\UHDGE\\RXQJSHRSOH

  8QLWHG6WDWHV&DOLIRUQLD

6S@6 G@BDTG6UDPI 9@T8SDQUDPI  x 6WRS7REDFFR$FFHVVWR.LGV x ´1RSHUVRQILUPFRUSRUDWLRQSDUWQHUVKLSRUDQ\RWKHURUJDQLVDWLRQVKDOO (QIRUFHPHQW 67$.( $FW DGYHUWLVHRUFDXVHWREHDGYHUWLVHGDQ\WREDFFRSURGXFWVRQDQ\RXWGRRU ELOOERDUGORFDWHGZLWKLQIHHWRIDQ\SXEOLFRUSULYDWH«VFKRRORU SXEOLFSOD\JURXQGT x 3UREOHPVZLWKHQIRUFHPHQW VHH6HFWLRQIRUGLVFXVVLRQ  x 'RHVIHHWVWDUWIURPWKHHGJHRUPLGGOHRIWKHSOD\JURXQG" x :KDWFRQVWLWXWHVDSOD\JURXQG" x %LOOERDUG VTIHHWRUODUJHU KHQFHVTIWLVDFFHSWHG  x $GYHUWLVLQJLVDOVREDQQHGLQYLGHRJDPHVDQGRQVWDWHSURSHUW\  U‚ihpp‚ x )HGHUDO/HJLVODWLRQ x %DQVVSRQVRUVKLSLQFOXGLQJFRQFHUWVDQGVSRUWLQJHYHQWVLQWKHQDPHORJR Tƒ‚†‚ †uvƒ  )HG5HJ RUVHOOLQJPHVVDJHRIDWREDFFREUDQG    QhpxhtrCrhy‡u x )HGHUDO/HJLVODWLRQ x 7KHZRUGVT6XUJHRQ*HQHUDO V:DUQLQJTPXVWEHDFFRPSDQLHGE\RQHRI Xh vt†  )'$5XOH&)5@% WKHIROORZLQJKHDOWKZDUQLQJVRQFLJDUHWWHSURGXFWV :DUQLQJV/DEHOOLQJDQG3DFNDJLQJ x 6PRNLQJ&DXVHV/XQJ&DQFHU+HDUW'LVHDVH(PSK\VHPD$QG0D\  &RPSOLFDWH3UHJQDQF\ x 4XLWWLQJ6PRNLQJ1RZ*UHDWO\5HGXFHV6HULRXV5LVNVWR

6S@6 G@BDTG6UDPI 9@T8SDQUDPI x 7KLVSURGXFWLVQRWDVDIHDOWHUQDWLYHWRFLJDUHWWHV x 7KHZDUQLQJVPXVWEHURWDWHGTXDUWHUO\IRUGLIIHUHQWEUDQGVRIWREDFFR SURGXFWV  D€ƒyr€r‡h‡v‚ x &DOLIRUQLD/DERU&RGH x ,QIUDFWLRQVRIWKLVZRUNSODFHVPRNLQJEDQZLOOUHVXOWLQWKHHPSOR\HUVEHLQJ @s‚ pr€r‡' x 6PRNHIUHH:RUNSODFH/DZ $% ILQHGJ86IRUDILUVWYLRODWLRQJ86IRUDVHFRQGYLRODWLRQZLWKLQRQH H‚v‡‚ vt   \HDUDQGJ86IRUDWKLUGDQGVXEVHTXHQWYLRODWLRQVZLWKLQRQH\HDU x /RFDOODZHQIRUFHPHQWDJHQFLHVLQFOXGLQJEXWQRWOLPLWHGWRORFDOKHDOWK GHSDUWPHQWVDVGHWHUPLQHGE\WKHORFDOJRYHUQLQJERG\DUHUHVSRQVLEOHIRU HQIRUFLQJWKHEDQ x )RUZRUNSODFHVFRYHUHGE\$%&DO26+$LVUHTXLUHGWRUHVSRQGWR FRPSODLQWVUHJDUGLQJVPRNLQJLQSODFHVRIHPSOR\PHQWRQO\DIWHUWKH HPSOR\HUKDVEHHQIRXQGJXLOW\RIWKUHHYLRODWLRQVRIWKLVODZZLWKLQWKH SUHYLRXV\HDU&RPSODLQWVUHFHLYHGE\&DO26+$UHJDUGLQJVPRNLQJLQ ZRUNSODFHVQRWFRYHUHGE\$%VPRNLQJUHVWULFWLRQV VHHZRUNSODFH H[HPSWLRQVDERYH ZLOOUHVXOWLQDOHWWHUGLUHFWLQJWKHHPSOR\HUWR LQYHVWLJDWHDQGFRUUHFWWKHSUREOHP    x %DURZQHUVDUHUHTXLUHGWRSRVW´QRVPRNLQJµVLJQVDWDOOHQWUDQFHVDQG PDNHD¶UHDVRQDEOHHIIRUW·WRLQIRUPSDWURQVWKDWWKH\DUHQRWDOORZHGWR VPRNH x ,IDUHVWDXUDQWEDUFXVWRPHUFRQWLQXHVWRVPRNHDIWHUEHLQJUHTXHVWHGQRW WRUHVWDXUDQWEDUVWDIIDUHQRWUHTXLUHGWRDVNWKHVPRNHUWROHDYH 5HTXHVWLQJWKDWVPRNHUVGLVFRQWLQXHVPRNLQJLVGHHPHGWREHD¶UHDVRQDEOH HIIRUW·RQEHKDOIRIVWDII x %DURZQHUVEUHDNLQJWKHODZPD\EHILQHGXSWR86JIRUDILUVWRIIHQFH

  8QLWHG6WDWHV&DOLIRUQLD

6S@6 G@BDTG6UDPI 9@T8SDQUDPI DQGXSWR86JSHUYLRODWLRQIRUDVHULHVRIRIIHQFHV 

  8QLWHG6WDWHV0DVVDFKXVHWWV

6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x *HQHUDO/DZVRI0DVVDFKXVHWWV x 6PRNLQJLVQRWSHUPLWWHGLQDQ\UHVWDXUDQWWKDWVHDWVPRUHWKDQ &KDSWHU6HFWLRQ6PRNLQJLQ SHRSOHH[FHSWLQDQDUHDZKLFKKDVEHHQVSHFLILFDOO\GHVLJQDWHGDVD 3XEOLF3ODFHV VPRNLQJDUHD  7h † x 1R6WDWHZLGHOHJLVODWLRQ x %DQQHGLQSXEOLFEDUVZLWKLQWKHFLW\RI6DOHPDVRI$SULO  @qˆph‡v‚hy x *HQHUDO/DZVRI0DVVDFKXVHWWV x 3URKLELWHGLQDOOSXEOLFHGXFDWLRQDOLQVWLWXWLRQVDQGRWKHUSXEOLF D†‡v‡ˆ‡v‚† &KDSWHU EXLOGLQJVr‘prƒ‡LQDQDUHDZKLFKKDVVSHFLILFDOO\EHHQGHVLJQDWHGDVD VPRNLQJDUHD  Dq‚‚  x )HGHUDO/HJLVODWLRQ x 6PRNLQJLVSURKLELWHGLQWKHLQGRRUDUHDVRIJRYHUQPHQWEXLOGLQJV X‚ xƒyhpr† XQGHUIHGHUDOOHJLVODWLRQ U‚ihpp‚ x )HGHUDO/HJLVODWLRQ x %DQVWKHVDPSOLQJRIWREDFFRSURGXFWV 6q‰r ‡v†vt  )HG5HJ    x )HGHUDO7KH3XEOLF+HDOWK&LJDUHWWH x 3URKLELWVWREDFFRDGYHUWLVLQJRQWHOHYLVLRQLQFLQHPDVDQGRQYLGHR 6PRNLQJ$FW FDVVHWWHV  x )HGHUDO9ROXQWDU\&RGHRQ x &LJDUHWWHDQGVPRNHOHVVWREDFFRDGYHUWLVHPHQWVZLOOQRWDSSHDULQ &LJDUHWWHDQG6PRNHOHVV7REDFFR FRPLFERRNVQHZVSDSHUFRPLFVXSSOHPHQWVDQGVFKRRORUFROOHJH $GYHUWLVLQJ PHGLDRUPDJD]LQHVSULPDULO\UHDGE\\RXQJSHRSOH  U‚ihpp‚ x )HGHUDO/HJLVODWLRQ x %DQVVSRQVRUVKLSLQFOXGLQJFRQFHUWVDQGVSRUWLQJHYHQWVLQWKHQDPH Tƒ‚†‚ †uvƒ  )HG5HJ ORJRRUVHOOLQJPHVVDJHRIDWREDFFREUDQG 

à  8QLWHG6WDWHV0DVVDFKXVHWWV

6S@6 G@BDTG6UDPI 9@T8SDQUDPI QhpxhtrCrhy‡u x )HGHUDO/HJLVODWLRQ)'$5XOH x 7KHZRUGVI6XUJHRQ*HQHUDO V:DUQLQJIPXVWEHDFFRPSDQLHGE\RQH Xh vt† &)5@%:DUQLQJV RIWKHIROORZLQJKHDOWKZDUQLQJVRQFLJDUHWWHSURGXFWV /DEHOOLQJDQG3DFNDJLQJ x 6PRNLQJ&DXVHV/XQJ&DQFHU+HDUW'LVHDVH(PSK\VHPD$QG0D\ &RPSOLFDWH3UHJQDQF\ x 4XLWWLQJ6PRNLQJ1RZ*UHDWO\5HGXFHV6HULRXV5LVNVWR

à  8QLWHG6WDWHV1HZ

6S@6 G@BDTG6UDPI 9@T8SDQUDPI Sr†‡hˆ h‡† x 6PRNH)UHH$LU$FW x 6PRNLQJLVSURKLELWHGLQWKHGLQLQJDUHDVRIDOOUHVWDXUDQWVVHDWLQJPRUH WKDQSHRSOHDQGVPRNLQJLVFRQILQHGWRWKHEDUDUHD VHHEHORZ  HQFORVHGVPRNLQJORXQJHVVHUYLQJRQO\EHYHUDJHVDQGSULYDWHIXQFWLRQV x 5HVWDXUDQWVZLWKVHDWLQJIRURUIHZHUSHRSOHDUHH[HPSW  7h † x 6PRNH)UHH$LU$FW x 6PRNLQJLVSHUPLWWHGLQVWDQGDORQHEDUV x ,QUHVWDXUDQWEDUVVPRNLQJLVSHUPLWWHGLI x 7KHEDUDUHDLVDWOHDVWVL[IHHWIURPWKHLQGRRUGLQLQJDUHDRUWKHEDU DUHDLVVHSDUDWHGE\DVROLGIORRUWRFHLOLQJSDUWLWLRQIURPWKHLQGRRU GLQLQJDUHD x 7KHVPRNLQJORXQJHDQGEDUGRQRWH[FHHGSHUFHQWRIWKHFRPELQHG DUHDRIWKHGLQLQJEHYHUDJHVHUYLFHDQGORXQJHDUHDV x 7KHVHDWLQJVLWXDWHGLQWKHEDUDUHDZKHUHIRRGVHUYLFHLVRIIHUHGLV OLPLWHGWR x WKHVPRNLQJORXQJHDQGEDUDUHQRWWKHVROHLQGRRUSDWURQZDLWLQJ DUHDV x QRPRUHWKDQSHUFHQWRIWKHILUVWVHDWVZKHUHIRRGVHUYLFHLV RIIHUHGDQG x QRPRUHWKDQSHUFHQWRIDQ\VHDWVRYHUZKHUHIRRGVHUYLFHLV RIIHUHG 

  8QLWHG6WDWHV1HZ

6S@6 G@BDTG6UDPI 9@T8SDQUDPI @qˆph‡v‚hy x 6PRNH)UHH$LU$FW x 6PRNLQJLVSURKLELWHGLQLQGRRUDUHDVLQSUHSULPDU\SULPDU\DQG D†‡v‡ˆ‡v‚† VHFRQGDU\VFKRROV,QDOORWKHUVFKRROVVPRNLQJLVSHUPLWWHGRQO\LQ VHSDUDWHO\YHQWLODWHGVPRNLQJURRPVIRUHPSOR\HHVDQGVWXGHQWV x 6PRNLQJLVSURKLELWHGDWDOOWLPHVLQERWKLQGRRUDQGRXWGRRUDUHDVRIGD\ FDUHFHQWUHV   Dq‚‚  x 6PRNH)UHH$LU$FW x $OOHPSOR\HUVDUHUHTXLUHGWRUHVWULFWVPRNLQJWRRQHVHSDUDWHO\ X‚ xƒyhpr† YHQWLODWHGHQFORVHGVPRNLQJURRPRQHDFKIORRU VTIWPD[LPXP  6PRNLQJLVSHUPLWWHGLQSULYDWHHQFORVHGRIILFHVDVORQJDVQRPRUHWKDQ WKUHHSHRSOHLQFOXGLQJWKHRFFXSDQWDUHSUHVHQWDQGDOOFRQVHQWDQGWKH GRRULVFORVHG   TQPSUT 6PRNH)UHH$LU$FW x 6PRNLQJLVSURKLELWHGLQRXWGRRUVHDWLQJDUHDV 6S@I6T6I9 x 6PRNLQJLVSHUPLWWHGLQVHSDUDWHO\YHQWLODWHGVPRNLQJORXQJHVDVORQJDV S@8S@6UDPI6G WKRVHORXQJHVGRQRWH[FHHGSHUFHQWRIWRWDOORXQJHVSDFH 6S@6T x 6PRNLQJLVSHUPLWWHGLQVHSDUDWHVPRNLQJURRPVLQWKHYLHZLQJDUHD  SURYLGHGVXFKURRPVGRQRWH[FHHGSHUFHQWRIWRWDOSULYDWHER[VHDWV DQGVXLWHV HQFORVHGDUHDVRIWKHFRQFRXUVH QRWWRH[FHHGSHUFHQWRIWKH WRWDOFRQFRXUVHDUHD DQGVRPHXQHQFORVHGFRQFRXUVHDUHDV   U‚ihpp‚ x )HGHUDO7KH3XEOLF+HDOWK&LJDUHWWH x 3URKLELWVWREDFFRDGYHUWLVLQJRQWHOHYLVLRQLQFLQHPDVDQGRQYLGHR 6q‰r ‡v†vt 6PRNLQJ$FW FDVVHWWHV  x )HGHUDO9ROXQWDU\&RGHRQ x &LJDUHWWHDQGVPRNHOHVVWREDFFRDGYHUWLVHPHQWVZLOOQRWDSSHDULQFRPLF &LJDUHWWHDQG6PRNHOHVV7REDFFR ERRNVQHZVSDSHUFRPLFVXSSOHPHQWVDQGVFKRRORUFROOHJHPHGLDRU $GYHUWLVLQJ PDJD]LQHVSULPDULO\UHDGE\\RXQJSHRSOH

  8QLWHG6WDWHV1HZ

6S@6 G@BDTG6UDPI 9@T8SDQUDPI  x )HGHUDO/HJLVODWLRQ)HG5HJ x %DQVWKHVDPSOLQJRIWREDFFRSURGXFWV   x &LW\7REDFFR6DPSOLQJ/DZ x 3URKLELWVWKHGLVWULEXWLRQRIWREDFFRSURGXFWVWRWKHJHQHUDOSXEOLFDWOHVV WKDQEDVLFFRVWLQSXEOLFSODFHVDQGDWSXEOLFHYHQWV x 7REDFFRUHWDLOHUVLQWKHLUVWRUHRUZKROHVDOHUVRUPDQXIDFWXUHUVGLVWULEXWLQJ WRHPSOR\HHVRIOHJDODJHDUHH[HPSWHG  U‚ihpp‚ x )HGHUDO/HJLVODWLRQ x %DQVVSRQVRUVKLSLQFOXGLQJFRQFHUWVDQGVSRUWLQJHYHQWVLQWKHQDPHORJR Tƒ‚†‚ †uvƒ  )HG5HJ RUVHOOLQJPHVVDJHRIDWREDFFREUDQG    QhpxhtrCrhy‡u x )HGHUDO/HJLVODWLRQ x 7KHZRUGVT6XUJHRQ*HQHUDO V:DUQLQJTPXVWEHDFFRPSDQLHGE\RQHRI Xh vt†  )'$5XOH&)5@% WKHIROORZLQJKHDOWKZDUQLQJVRQFLJDUHWWHSURGXFWV :DUQLQJV/DEHOOLQJDQG3DFNDJLQJ x 6PRNLQJ&DXVHV/XQJ&DQFHU+HDUW'LVHDVH(PSK\VHPD$QG0D\  &RPSOLFDWH3UHJQDQF\ x 4XLWWLQJ6PRNLQJ1RZ*UHDWO\5HGXFHV6HULRXV5LVNVWR

6S@6 G@BDTG6UDPI 9@T8SDQUDPI D€ƒyr€r‡h‡v‚ 7REDFFR(QIRUFHPHQW3URJUDP x (VWDEOLVKHGLQRUGHUWRUHGXFHWKHXVHDQGDFFHVVLELOLW\RIWREDFFRWR\RXWK @s‚ pr€r‡' XQGHU\HDUVRIDJH H‚v‡‚ vt x 7KH1HZ

 $QQH[%

6XPPDU\RI6WXGLHVRQWKH ,PSDFWRI6PRNLQJ%DQV



à 6XPPDU\RIVWXGLHVDVVHVVLQJWKHLPSDFWRIVPRNLQJUHVWULFWLRQVRQWKHKRVSLWDOLW\LQGXVWU\  $XWKRUDQG

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã % $XWKRUDQG

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã % $XWKRUDQG

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã % $XWKRUDQG

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã % $XWKRUDQG

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã % $XWKRUDQG

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã % $XWKRUDQG

(19,5210(17$/Ã5(6285&(6Ã0$1$*(0(17Ã %86,1(66Ã$1'Ã6(59,&(6Ã352027,21Ã81,7Ã % Annex C

Summary of Issues Surrounding Options C1 SUMMARY OF ISSUES RELATING TO BUSINESS IMPLICATIONS OF THE VARIOUS OPTIONS UNDER CONSIDERATION

C1.1 INTRODUCTION

The following sections presents a summary of issues surrounding the various options under consideration, either raised during consultations with business stakeholders or suggested by the literature review. It should be noted that these comments primarily relate to financial and equity implications for business (as opposed to presenting the health and economic implications of the proposed amendments which are discussed in other sections of this report).

C1.2 OPTIONS FOR REDUCING THE IMPACT OF SHS IN HOSPITALITY VENUES

C1.2.1 Option A1: Proposed Legislative Amendments for Hospitality Venues

Issues surrounding this proposed amendment, raised during consultations with stakeholders and literature review, include:

• whether outdoor eating areas are included within the proposed amendments;

• does not provide any choice for smokers;

• it is unclear whether the proposed legislation would cover specialist smoking venues such as cigar divans;

• providing a legal definition that distinguishes between restaurants and bars if a longer grace period is to be granted to bars (see Box C1 below); and,

• the difficulties inherent in venue staff enforcing the legislation.

Box C1 Differentiating between Restaurants and Bars

At present all premises with a liquor licence, apart from clubs, are required to have a restaurant or light refreshment licence, making a legal definition based on licensing difficult (ie all bars are licensed to sell food). Similarly a legal definition based on the value of food and alcohol sales might also prove difficult due to the fact that some actual restaurants might sell a larger proportion of alcohol compared to food (by value) due to the high prices of alcohol in some restaurants in Hong Kong. One possible solution would be to define a bar as a premise that has a bar endorsement on their liquor licence (although, again this could cause problems for enforcement as it is possible that an actual restaurant could apply for, and receive, a bar endorsement regardless of whether it is actually a bar or not - although the additional licensing cost for a bar endorsement could be prohibitive for some smaller premises)

C1.2.2 Option A2: Legislate to allow designated smoking rooms in hospitality venues but prohibiting smoking outside these rooms

Issues surrounding this proposed option, raised during consultations with stakeholders and literature review, include:

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT C1 • Would provide smokers with some choice although might not enable a level playing field as smaller businesses that have neither the space and/or the funds to establish separate smoking rooms could be disadvantaged. More than 45% of Hong Kong restaurants have less than 10 employees (Census and Statistics Department, Report on 1999 Annual Survey of Wholesale , Retail and Import and Export Trades, Restaurants and Hotels, 2001).

• issues associated with legislating for a safe level of SHS (see Box 5.1 in Section 5.3.1)

• the application of separate ventilation systems for smoking and non- smoking areas would not protect employees, who are required to work in and service these areas, from the harm caused by SHS;

• when compared to Option A1, Option A2 appears to present additional costs to venues while possible providing fewer or lower benefits (depending on whether there is a net loss or gain from non-smokers going out more versus the productivity losses entailed in staff still being exposed to SHS). In addition, the cost of implementing, monitoring and enforcing Option A2 could be higher than Option A1 due to the need to design and monitor acceptable ventilation standards.

C1.2.3 Option A3: Exempting Bars and Karaokes from the Smoking Ban

Issues surrounding this proposed option, raised during consultations with stakeholders and literature review, include:

• karaokes should be treated differently as they have separate rooms for different groups of clientele;

• equity considerations as bars and karaokes might gain custom at the expense of restaurants (all bars and the majority of karaokes are licensed to sell food);

• providing a legal definition that distinguishes between restaurants and bars (see Box C1 above); and,

• could allow for venues to be exempted after a certain hour so that workers are not exposed all day while smokers still get the opportunity to smoke.

C1.3 OPTIONS FOR REDUCING THE IMPACT OF SHS IN OTHER INDOOR WORKPLACES

C1.3.1 Option B1: Proposed Legislative Amendments

An issue surrounding this proposed amendment, raised during consultations with stakeholders and literature review was that the proposed amendment suggests that special consideration will be given to some businesses - it is unclear which these might be.

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT C2 C1.3.2 Option B2: Allow separately ventilated smoking rooms in indoor workplaces

Issues surrounding this option, raised during consultations with stakeholders and literature review, include:

• it allows employers to accommodate smoking employees with out forcing them out onto the street (with associated lower productivity costs);

• issues associated with legislating for a safe level of SHS (see Box 5.1 in Section 5.3.1)

• a member of staff would presumably still have to clean and maintain the room for the smokers. Singapore legislation allows for such designated smoking rooms (enclosed and separately ventilated) in workplaces as long as they are not ‘required to be used by any person employed in such premises for the performance of the duties of his employment’;

• when compared to Option B1 there are likely to be additional costs of implementing and monitoring any specific ventilation requirements; and

• not all employers could afford to provide such facilities.

C1.3.3 Option B3: Provide for voluntary measures in workplaces to be legally enforceable under the current legislation

Issues surrounding this option, raised during consultations with stakeholders and literature review, include:

• it is unclear whether any more offices would become non-smoking so the objective of the amendment might not be achieved;

• it might provide a cost-free stepping stone to a complete ban in the future (if that is the long term objective) when compared to Option B2 (which entails cost in installing separately ventilated smoking rooms); and

• additional awareness raising and education (on the financial benefits) might provide an incentive for employers to designate the office no smoking while also providing them with legal support to enforce such a designation.

C1.4 OPTIONS FOR REDUCING SHS EXPOSURE IN EDUCATIONAL ESTABLISHMENTS

C1.4.1 Option C1: Proposed Legislative Amendments

An issue surrounding this proposed amendment, raised during consultations with stakeholders, was that there is no information available on how many educational establishments have not implemented a total smoking ban - is legislation necessary?

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT C3 C1.4.2 Option C2: Legislate to Ban Smoking But Allow Designated Smoking Rooms

Issues surrounding this option, raised during consultations with stakeholders and literature review, include:

• this option would provide some choice to staff who smoke but it would entail costs to schools who choose to provide such facilities (as such it is unlikely that many public sector establishments would choose to adopt this approach if it were available);

• it is unclear whether there is a currently a demand for such facilities at educational establishments;

• issues associated with legislating for a safe level of SHS (see Box 5.1 in Section 5.3.1)and

• as for indoor workplaces a member of staff would presumably still have to clean and maintain the room for the smokers. Singapore legislation allows for such designated smoking rooms (enclosed and separately ventilated) in workplaces as long as they are not ‘required to be used by any person employed in such premises for the performance of the duties of his employment’.

C1.4.3 Option C3: Allow for Voluntary Schemes in Universities and Tertiary Institutions

An issue surrounding this option, raised during consultations with stakeholders, was that while the benefits to both staff and pupils/students alike under Option C3 are likely to be smaller than under Option C1 (and indeed the costs are likely to be higher) this option does allow for adults to make their own, hopefully informed, decisions regarding smoking and its associated costs.

C1.5 OPTIONS FOR REDUCING THE IMPACT OF TOBACCO ADVERTISING AND PROMOTION

C1.5.1 Option D1.1: Legislative Amendments to Remove Current Exemptions for Hawkers and Small Retailers

An issue surrounding this legislative amendment, raised during consultations with stakeholders, was that the exemptions were provided to protect the livelihoods of those exempted. It is doubtful whether the financial situation of these hawkers and retailers have improved since the previous amendment was made given the general economic climate that has prevailed in Hong Kong since 1997.

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT C4 C1.5.2 Option D1.2: Legislative Amendments to Limit the Size of Price Boards and Price Markers

An issue surrounding this legislative amendment, raised during consultations with stakeholders, was that the change of the price board from 2000 cm2 to 1,500 cm2 is essentially arbitrary and entails cost - it is unclear whether the size change would reduce the advertising impact of the price board.

C1.5.3 Option D1.3: Legislative Amendments to Limit Sale of Tobacco Products in Association with Other Products

Issues associated with this proposed amendment, raised during consultation and from literature review, were:

• in relation to equity considerations as new entrants would be unable to gain market share from established operators through product promotion; and

• with regard to the wording, as some retailers felt that it might preclude tobacco being sold as part of any other transaction.

C1.5.4 Option D1.4: Legislative Amendments to Prevent Use of Tobacco Brand Names in Sponsorship

An issues associated with this proposed amendment, raised during consultation was that it is unclear whether corporate sponsorship from tobacco companies with the word tobacco in their name (eg British American Tobacco or Japan Tobacco International) would be able to sponsor community events and be recognised for it.

C1.5.5 Option D1.5: Legislative Amendments to Allow Health Warning to Contain Pictorial and Graphic Contents

Issues associated with this proposed amendment, raised during consultation and from literature review, include:

• considerable uncertainty as to what costs this amendment will place on the manufacturers;

• the visual impact on customers (including those not buying cigarettes) might deter customers from purchasing other products in retail outlets; and,

• equity considerations as small producers would be unable to afford to produce products for the Hong Kong market and the labelling requirements would act as a barrier to trade to these producers.

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT C5 C1.5.6 Option D2.1: Amend Subsidiary Regulations to the Ordinance to Increase the Size of Warnings and/or Limit the Size of Advertising and/or Content

An issue associated with this option, raised during consultation and from literature review was whether it would be possible to limit the advertising impact by controlling the size and/or content of tobacco advertising.

C1.5.7 Option D2.2: Legislative Amendments to Limit Tobacco Promotions (frequency, type and/or price of the products that are sold together with tobacco products)

Issues associated with this option, raised during consultation and from literature review, include:

• option would allow tobacco promotions but it would be possible to restrict them to promotions that are not attractive to youth; and

• other countries have adopted limits on the tobacco promotions (eg Taiwan limits the price of gifts to under one quarter of the price of the tobacco products).

C1.5.8 Option D3.1: Issue strict guidelines on the size and/or content of tobacco advertising by Hawkers and Small Retailers, with the threat of further regulatory amendments

Issues associated with this option, raised during consultation and from literature review, include:

• given the potential impact to hawkers and small retailers it may be worth considering the issuing of guidelines on the understanding that non- compliance could lead to future regulatory action;

• discussions with tobacco manufacturers suggest they would be willing to enforce and implement such guidelines if it meant they could continue to advertise;

• theTobaccoInstitutenotethattheyhaveacodeofconductforadvertising which could, if necessary, form the basis of a negotiation with health officials for developing such guidelines; and

• this approach would require monitoring by enforcement agencies although it is unlikely to require any more than for the proposed amendments.

C1.5.9 Option D3.2: Issue Strict Guidelines on the Size of Price Boards and Price Markers

Issues surrounding this legislative amendment, raised during consultations with stakeholders and literature review, include:

• it would be relatively easy to issue guidelines on the size of price boards and markers and it would not require any legislative time;

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT C6 • such guidelines could allow for the gradual reduction in price board sizes (eg allow for price boards to be reduced from 2000 cm2 to 1500 cm2 only when they needed to be updated) while immediately limiting the size of price markers to 50 cm2;

• this approach would require monitoring by enforcement agencies although it is unlikely to require any more than for the proposed amendments; and

• discussions with tobacco manufacturers suggest they would be willing to implement such guidelines.

C1.5.10 Option D3.3: Issue Strict Guidelines to Limit Frequency, Content and/or Price of Tobacco Promotions

Issues associated with this proposed amendment, raised during consultation and from literature review, include:

• guidelines could be developed that restrict them to tobacco promotions that are not attractive to youth; and,

• would allow new entrants and small manufacturers to promote their products and possibly win market share.

C1.5.11 Option D3.4: Guidelines for the Content and Type of Tobacco Sponsorship

An issue associated with this proposed amendment, raised during consultation, was that it could be possible to issue guidelines that prevented or limited brand name sponsorship of events that are likely to attract significant youth attention while not removing as much sponsorship. For example events that are going to be televised could be excluded through guidelines.

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT C7 Annex D

Calculation Sheets Table D 1: Option A1 Revenue Impacts to Restaurant, Bar and Karaoke Trade

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Lost Profits in Karaokes 12,840 12,840 12,840 12,840 12,840 12,840 12,840 12,840 12,840 12,840 128,400 Total Costs 12,840 12,840 12,840 12,840 12,840 12,840 12,840 12,840 12,840 12,840 128,400 Benefits * Fire damage avoided in Restaurants 465 465 465 465 465 465 465 465 465 465 4,650 FiredamageavoidedinBars 23232323232323232323230 FiredamageavoidedinKaraokes 12121212121212121212120 Avoided loss profit after fires in Restaurants 7.4 7.4 7.4 7.4 7.4 7.4 7.4 7.4 7.4 7.4 74 Avoided loss profit after fires in Bars 0.9 0.9 0.9 0.9 0.9 0.9 0.9 0.9 0.9 0.9 9 Avoided loss profit after fires in Karaokes 0.4 0.4 0.4 0.4 0.4 0.4 0.4 0.4 0.4 0.4 4 Reduced maintenance costs in Restaurants 64,728 64,728 64,728 64,728 64,728 64,728 64,728 64,728 64,728 64,728 647,280 Reduced maintenance costs in Bars 3,202 3,202 3,202 3,202 3,202 3,202 3,202 3,202 3,202 3,202 32,016 Reduced maintenance costs in Karaokes 1,670 1,670 1,670 1,670 1,670 1,670 1,670 1,670 1,670 1,670 16,704 Total Benefits to Restaurants 65,200 65,200 65,200 65,200 65,200 65,200 65,200 65,200 65,200 65,200 652,004 Total Benefits to Bars 3,225 3,225 3,225 3,225 3,225 3,225 3,225 3,225 3,225 3,225 32,255 Total Benefits to Karaokes 1,683 1,683 1,683 1,683 1,683 1,683 1,683 1,683 1,683 1,683 16,828 Total Benefits 70,109 70,109 70,109 70,109 70,109 70,109 70,109 70,109 70,109 70,109 701,087 Net revenue impacts To Restaurants 65,200 65,200 65,200 65,200 65,200 65,200 65,200 65,200 65,200 65,200 652,004 To Bars 3,225 3,225 3,225 3,225 3,225 3,225 3,225 3,225 3,225 3,225 32,255 To Karaokes- 11,157 - 11,157 - 11,157 - 11,157 - 11,157 - 11,157 - 11,157 - 11,157 - 11,157 - 11,157 - 111,572 Total Net Revenue Impacts 57,269 57,269 57,269 57,269 57,269 57,269 57,269 57,269 57,269 57,269 572,687 Net present values Benefit to Cost Ratios (>1.0= Positive) To Restaurants 528,834 To Restaurants ! To Bars 26,161 To Bars ! To Karaokes- 90,495 To Karaokes 0.1 Overall 464,501 Overall 5.5

Discount rate 4% Average profitability of restaurant sector** 4.6% Number of restaurants** 9,300 Average profitability of bar and karaoke sectors** & **** 10.7% Number of bars** 460 Loss of revenue in karaokes 5% Number of karaokes*** 240 Average fire damage costs fire (HK$ 000s) 500 Total number of venues 10,000 Number of fire incidents avoided per annum 1 Total revenue of restaurant sector (HK$ 000s)** 64,500,000 Reduced maintenance costs (as % of revenue) 0.1% Total revenue of bar sector (HK$ 000s)** 2,700,000 Annual lost profits during clear-up and repair after fires 10% Total revenue of karaoke sector (HK$ 000s)*** 2,400,000 Percentage of custom diverted to other businesses 75% Total revenue of all sectors (HK$ 000s) 69,600,000 Notes: * Benefits aportioned in accordance with number of premises in sector ** From Census and Statistics Department Data *** Consultants calculation based on CSD data and Fire Services Department survey **** Karaokes are assumed to have a similar profitability as bars Table D 2: Option A2 Revenue Impacts to Restaurant, Bar and Karaoke Trade

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs LostProfitsinRestaurants 49,450------49,450 LostProfitsinBars 4,815------4,815 LostProfitsinKaraokes 4,280------4,280 Cost of installing smoking rooms in Restaurants 232,500 ------232,500 Cost of installing smoking rooms in Bars 11,500 ------11,500 Cost of installing smoking rooms in Karaokes 6,000 ------6,000 Total Costs to Restaurants 281,950 ------281,950 TotalCoststoBars 16,315------16,315 TotalCoststoKaraokes 10,280------10,280 Total Costs 308,545 ------308,545 Benefits * Fire damage avoided in Restaurants 310 310 310 310 310 310 310 310 310 310 3,100 FiredamageavoidedinBars 15151515151515151515153 FiredamageavoidedinKaraokes 888 888888880 Avoided loss profit after fires in Restaurants 5.0 5.0 5.0 5.0 5.0 5.0 5.0 5.0 5.0 5.0 50 Avoided loss profit after fires in Bars 0.6 0.6 0.6 0.6 0.6 0.6 0.6 0.6 0.6 0.6 6 Avoided loss profit after fires in Karaokes 0.3 0.3 0.3 0.3 0.3 0.3 0.3 0.3 0.3 0.3 3 Reduced maintenance costs in Restaurants 43,152 43,152 43,152 43,152 43,152 43,152 43,152 43,152 43,152 43,152 431,520 Reduced maintenance costs in Bars 2,134 2,134 2,134 2,134 2,134 2,134 2,134 2,134 2,134 2,134 21,344 Reduced maintenance costs in Karaokes 1,114 1,114 1,114 1,114 1,114 1,114 1,114 1,114 1,114 1,114 11,136 Total Benefits to Restaurants 43,467 43,467 43,467 43,467 43,467 43,467 43,467 43,467 43,467 43,467 434,670 Total Benefits to Bars 2,150 2,150 2,150 2,150 2,150 2,150 2,150 2,150 2,150 2,150 21,503 Total Benefits to Karaokes 1,122 1,122 1,122 1,122 1,122 1,122 1,122 1,122 1,122 1,122 11,219 Total Benefits 46,739 46,739 46,739 46,739 46,739 46,739 46,739 46,739 46,739 46,739 467,392 Net revenue impacts * To Restaurants- 238,483 43,467 43,467 43,467 43,467 43,467 43,467 43,467 43,467 43,467 152,720 To Bars- 14,165 2,150 2,150 2,150 2,150 2,150 2,150 2,150 2,150 2,150 5,188 To Karaokes- 9,158 1,122 1,122 1,122 1,122 1,122 1,122 1,122 1,122 1,122 939 Total Net Revenue Impacts- 261,806 46,739 46,739 46,739 46,739 46,739 46,739 46,739 46,739 46,739 158,847 Net present values Benefit to Cost Ratios (>1.0= Positive) To Restaurants 81,450 To Restaurants 1.3 To Bars 1,753 To Bars 1.1 To Karaokes- 785 To Karaokes 0.9 Overall 82,419 Overall 1.3

Discount rate 4% Average profitability of bar and karaoke sectors** & **** 10.7% Number of restaurants** 9,300 Loss of revenue in 2002 in those installing smoking rooms 5% Number of bars** 460 Average fire damage costs per fire (HK$ 000s) 500 Number of karaokes*** 240 Number of fire incidents avoided per annum 1 Total number of venues 10,000 Reduced maintenance costs (as % of revenue) 0.1% Total revenue of restaurant sector (HK$ 000s)** 64,500,000 Annual lost profits during clear-up and repair after fires 10% Total revenue of bar sector (HK$ 000s)** 2,700,000 Percentage of custom diverted to other businesses 75% Total revenue of karaoke sector (HK$ 000s)*** 2,400,000 Average cost of installing a separately ventilated smoking room (HK$ 000s) 75 Total revenue of all sectors (HK$ 000s) 69,600,000 Percentage of premises who install smoking rooms 33% Average profitability of restaurant sector** 4.6% Notes: * Benefits aportioned in accordance with number of premises in sector ** From Census and Statistics Department Data *** Consultants calculation based on CSD data and Fire Services Department survey **** Karaokes are assumed to have a similar profitability as bars Table D 3: Option A3 Revenue Impacts to Restaurant, Bar and Karaoke Trade

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Lost Profits in Restaurants 148,350 ------148,350 Total Costs 148,350 ------148,350 Benefits * Fire damage avoided in Restaurants 465 465 465 465 465 465 465 465 465 465 4,650 Avoided loss profit after fires in Restaurants 7.4 7.4 7.4 7.4 7.4 7.4 7.4 7.4 7.4 7.4 74 Reduced maintenance costs in Restaurants 64,728 64,728 64,728 64,728 64,728 64,728 64,728 64,728 64,728 64,728 647,280 Total Benefits to Restaurants 65,200 65,200 65,200 65,200 65,200 65,200 65,200 65,200 65,200 65,200 652,004 Total Benefits 65,200 65,200 65,200 65,200 65,200 65,200 65,200 65,200 65,200 65,200 652,004 Net revenue impacts * To Restaurants- 87,714 60,636 60,636 60,636 60,636 60,636 60,636 60,636 60,636 60,636 458,014 Total Net Revenue Impacts- 87,714 60,636 60,636 60,636 60,636 60,636 60,636 60,636 60,636 60,636 458,014 Net present values Benefit to Cost Ratios (>1.0= Positive) To Restaurants 349,171 To Restaurants 3.7 Overall 349,171 Overall 3.7

Discount rate 4% Average profitability of restaurant sector** 4.6% Number of restaurants** 9,300 Average profitability of bar and karaoke sectors** & **** 10.7% Number of bars** 460 Percentage loss of revenue in restaurants (in 2002) 5% Number of karaokes*** 240 Average fire damage costs per fire (HK$ 000s) 500 Total number of venues 10,000 Number of fire incidents avoided per annum 1 Total revenue of restaurant sector (HK$ 000s)** 64,500,000 Reduced maintenance costs (as % of revenue) 0.1% Total revenue of bar sector (HK$ 000s)** 2,700,000 Annual lost profits during clear-up and repair after fires 10% Total revenue of karaoke sector (HK$ 000s)*** 2,400,000 Percentage of custom diverted to other businesses 75% Total revenue of all sectors (HK$ 000s) 69,600,000 Notes: * Benefits aportioned in accordance with number of premises in sector ** From Census and Statistics Department Data *** Consultants calculation based on CSD data and Fire Services Department survey **** Karaokes are assumed to have a similar profitability as bars Table D4: Option B1 Revenue Impacts to Other Indoor Workplaces

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Lost productivity of smokers 294,084 294,084 294,084 294,084 294,084 294,084 294,084 294,084 294,084 294,084 2,940,836 Total Costs 294,084 294,084 294,084 294,084 294,084 294,084 294,084 294,084 294,084 294,084 2,940,836 Benefits Increased productivity due to no SHS 197,622 197,622 197,622 197,622 197,622 197,622 197,622 197,622 197,622 197,622 1,976,223 Avoided fire damage costs 4,500 4,500 4,500 4,500 4,500 4,500 4,500 4,500 4,500 4,500 45,000 Avoidedlossofproductivityduetoinjury111111111112 Avoided medical expenses 40,658 40,658 40,658 40,658 40,658 40,658 40,658 40,658 40,658 40,658 406,575 Total Benefits 242,781 242,781 242,781 242,781 242,781 242,781 242,781 242,781 242,781 242,781 2,427,809 Net revenue impacts- 51,303 - 51,303 - 51,303 - 51,303 - 51,303 - 51,303 - 51,303 - 51,303 - 51,303 - 51,303 - 513,027 Net present value- 416,111 Benefit to cost ratio (>1.0=positive) 0.8

Discount rate 4% Working hours per day 7.5 Number of employed smokers 588,900 Number of workers exposed to SHS in indoor workplace 734,026 Percentage of workers working mainly indoors 79.5% Days lost due to exposure to SHS at work (per annum) 0.7 Percentage of workers currently allowed to smoke in the workplace 31.4% Average fire damage costs per fire (HK$ 000s) 500 Extra time taken to smoke (minutes per cigarette) 3 Number of fire incidents avoided per annum 9 Number of cigarettes per day smoked at work 5 Number of injuries avoided per annum 0.6 Median salary (HK$ 000s) 10 Average number of days off per injury 5 Working days per month 26 Annual medical costs due to SHS exposure of staff (HK$ 000s) 40,658 Percentage of current workplace smokers who would impose costs 50% Table D5: Option B2 Revenue Impacts to Other Indoor Workplaces

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Cost of installing smoking rooms 375,000 ------375,000 Total Costs 375,000 ------375,000 Benefits Increased productivity due to no SHS 197,622 197,622 197,622 197,622 197,622 197,622 197,622 197,622 197,622 197,622 1,976,223 Avoided fire damage costs 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 25,000 Avoided medical expenses 40,658 40,658 40,658 40,658 40,658 40,658 40,658 40,658 40,658 40,658 406,575 Total Benefits 240,780 240,780 240,780 240,780 240,780 240,780 240,780 240,780 240,780 240,780 2,407,798 Net revenue impacts- 134,220 240,780 240,780 240,780 240,780 240,780 240,780 240,780 240,780 240,780 2,032,798 Net present value 1,592,363 Benefit to cost ratio (>1.0=positive) 5.4

Discount rate 4% Days lost due to exposure to SHS at work (per annum) 0.7 Number of employed smokers 588,900 Average fire damage costs per fire (HK$ 000s) 500 Percentage of workers working mainly indoors 79.5% Number of fire incidents avoided per annum 5 Median salary (HK$ 000s) 10 Average cost of installing separate ventilation (HK$ 000s) 75 Working days per month 26 Number of companies installing smoking rooms 5,000 Number of workers exposed to SHS in indoor workplace 734,026 Annual medical costs due to SHS exposure of staff (HK$ 000s) 40,658 Table D6: Option D1 Revenue Impacts

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Option D1.1 Hawkers & Small Retailers Loss of advertising revenue 120,000 96,000 72,000 48,000 24,000 12,000 12,000 12,000 12,000 12,000 420,000 Lost profit from tobacco sales 7,150 7,150 7,150 7,150 7,150 7,150 7,150 7,150 7,150 7,150 71,500 Costofremovingcurrentadvertising47,600------47,600 Net Costs 174,750 103,150 79,150 55,150 31,150 19,150 19,150 19,150 19,150 19,150 539,100 Net present value- 476,578 Option D1.1 & D1.4 Advertising Firms Loss of advertising revenue (D1.1) 1,500 1,200 900 600 300 150 150 150 150 150 5,250 Lossofadvertisingrevenue(D1.4)1,200------1,200 Net Costs 2,700 1,200 900 600 300 150 150 150 150 150 6,450 Net present value- 5,814 Option D1.1 & D1.4 Printing and other firms Loss of advertising revenue (D1.1) 6,000 4,800 3,600 2,400 1,200 600 600 600 600 600 21,000 Lossofadvertisingrevenue(D1.4)4,800------4,800 Net Costs 10,800 4,800 3,600 2,400 1,200 600 600 600 600 600 25,800 Net present value- 23,256 Option D1.1 to D1.4 - Tobacco and Related Industries Importerlossprofits 5050505050-----250 Net present value- 222 Wholesalerlossprofits2323232323-----117 Net present value- 104 Retailerlossprofits 66666----- 31 Net present value- 28 Manufacturer loss profit 371 742 1,113 1,485 1,856 1,856 1,856 1,856 1,856 1,856 14,846 Replacingpriceboards&markers1,000------1,000 Net Costs to manufacturers 1,371 742 1,113 1,485 1,856 1,856 1,856 1,856 1,856 1,856 15,846 Net present value- 12,580 Net Costs 1,451 822 1,193 1,564 1,935 1,856 1,856 1,856 1,856 1,856 16,244 Net present value- 12,934 Option D1.4 Event Organisers Loss of tobacco sponsorship 20,000 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 42,500 Net present value- 37,104 Option D1.4 Tourism Industries Retailprofitlosses 122------122 Net present value- 117 Hotelprofitlosses 62------62 Net present value- 60 Restaurantprofitlosses38------38 Net present value- 36 Entertainmentprofitlosses11------11 Net present value- 11 TourOperatorprofitlosses11------11 Net present value- 11 'Other'industryprofitlosses31------31 Net present value- 30 NetCosts 276------276 Net present value- 265 Total Costs 209,976 112,472 87,343 62,214 37,085 24,256 24,256 24,256 24,256 24,256 630,370 Benefits None ------Net revenue impacts- 209,976 - 112,472 - 87,343 - 62,214 - 37,085 - 24,256 - 24,256 - 24,256 - 24,256 - 24,256 - 630,370 Net present value- 555,951 Benefit to cost ratio (>1.0=positive) -

Discount rate 4% Percentage of tourist spending on hotels** 26% Number of hawkers advertising tobacco products 600 Average Hotel Profitability* 4.2% Number of small retailers advertising tobacco products 9,400 Percentage of tourist spending on restaurants** 14.5% Average annual advertising revenue from tobacco firms (HK$ 000s) 12 Average Restaurant Profitability* 4.6% Percentage of advertising revenue recovered every year from other sources 20% Percentage of tourist spending on entertainment** 2% Percentage of advertising revenue never recovered 10% Percentage of tourist spending on tours** 2% Hawker & Small Retailer % of profit from tobacco sales 10% Percentage of tourist spending on 'other'** 5.5% Average revenue (HK$ 000s) of Hawkers and Small Retailers* 715 Average Entertainment, Tour Operator and 'Other' Profitability 10% Average profitability of Hawkers & Small Retailers* 10% Reduction in smoking due to amendments (per annum over 5 five years) 0.3% Loss of Hawker & Small Retailer profit from tobacco sales due to no advertising 10% Value of tobacco goods imported for domestic consumption (HK$ 000s)* 450,000 Average cost of removing current advertising from hawkers (HK$ 000s) 1 Average profitability of tobacco importer (%)* 3.7% Average cost of removing current advertising from small retailers (HK$ 000s) 5 Average revenue of tobacco wholesaler (HK$ 000s)* 11,100 Value of tobacco advertising (HK$ 000s to advertising and related trades) 7,500 Average profitability of tobacco wholesaler (%)* 2.7% Percentage of advertising revenue going to printers and related industries 80% Number of tobacco wholesalers* 26 Value of tobacco sponsorship (HK$ 000s to event organisers) 50,000 Average revenue of tobacco retailer (HK$ 000s)* 2,980 Value of tobacco sponsorship advertising (HK$ 000s to advertisers & related industrie 10,000 Average profitability of tobacco retailer (%)* 2.7% Percentage of sponsorship recovered from other sources (2002) 60% Number of tobacco retailers * & *** 26 Percentage of sponsorship recovered from other sources (2003-onwards) 95% Cost of replacing price board and markers (HK$ 000s) 0.5 Per capita overseas visitor spending (HK$ 000s) ** 4.539 Number of price board and markers requiring replacement 2,000 Number of visitor not travelling to Hong Kong to attend 1,250 Manufacturer profit per stick (HK$s)**** 0.04 Percentage of tourist spending on retail** 50% Number of sticks sold in Hong Kong (000s in 2001) ***** 3,093,000 Average Retailer Profitability* 4.3% Notes: * Estimated From Census and Statistics Department Data ** From Hong Kong Tourism Board, A Statistical Review of Hong Kong Tourism 2000 *** Number of tobacco retailers only includes those retailers whose main sales are of tobacco products **** Manufacturer profits are calculated on a per stick basis from figures found in British American Tobacco's Annual Report (for Asia Pacific Region) ***** Number of sticks sold in Hong Kong for 2001 is estimated from figures available for year 2000 and first six months of 2001 (source Customs and Exercise Department) Table D7: Option D2 Revenue Impacts

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Option D2.1 Hawkers & Small Retailers Costofremovingcurrentadvertising47,600------47,600 NetCosts 47,600------47,600 Net present value- 45,769 Option D1.4 Advertising Firms Lossofadvertisingrevenue1,200------1,200 Net present value- 1,154 Option D1.4 Printing Firms Lossofadvertisingrevenue4,800------4,800 Net present value- 4,615 Option D1.2, D1.4, D2.1 & D2.2 - Tobacco and Related Industries Importerlossprofits 3333333333-----167 Net present value- 148 Wholesalerlossprofits1616161616-----78 Net present value- 69 Retailerlossprofits 44444----- 21 Net present value- 19 Manufacturer loss profit 247 495 742 990 1,237 1,237 1,237 1,237 1,237 1,237 9,898 Replacingpriceboards&markers1,000------1,000 Net Costs to manufacturers 1,247 495 742 990 1,237 1,237 1,237 1,237 1,237 1,237 10,898 Net present value- 8,707 Net Costs 1,301 548 795 1,043 1,290 1,237 1,237 1,237 1,237 1,237 11,163 Net present value- 8,943 Option D1.4 Event Organisers Loss of tobacco sponsorship 20,000 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 42,500 Net present value- 37,104 Option D1.4 Tourism Industries Retailprofitlosses 122------122 Net present value- 117 Hotelprofitlosses 62------62 Net present value- 60 Restaurantprofitlosses38------38 Net present value- 36 Entertainmentprofitlosses11------11 Net present value- 11 TourOperatorprofitlosses11------11 Net present value- 11 'Other'industryprofitlosses31------31 Net present value- 30 NetCosts 276------276 Net present value- 265 Total Costs 75,176 3,048 3,295 3,543 3,790 3,737 3,737 3,737 3,737 3,737 107,539 Benefits None ------Net revenue impacts- 75,176 - 3,048 - 3,295 - 3,543 - 3,790 - 3,737 - 3,737 - 3,737 - 3,737 - 3,737 - 107,539 Net present value- 97,851 Benefit to cost ratio (>1.0=positive) -

Discount rate 4% Percentage of tourist spending on entertainment** 2% Number of hawkers advertising tobacco products 600 Percentage of tourist spending on tours** 2% Number of small retailers advertising tobacco products 9,400 Percentage of tourist spending on 'other'** 5.5% Average cost of removing current advertising from hawkers (HK$ 000s) 1 Average Entertainment, Tour Operator and 'Other' Profitability 10% Average cost of removing current advertising from small retailers (HK$ 000s) 5 Reduction in smoking due to options (per annum over 5 five years) 0.20% Value of tobacco sponsorship (HK$ 000s to event organisers) 50,000 Value of tobacco goods imported for domestic consumption (HK$ 000s)* 450,000 Value of tobacco sponsorship advertising (HK$ 000s to advertisers & related indus 10,000 Average profitability of tobacco importer (%)* 3.7% Percentage of advertising revenue going to printers and related industries 80% Average revenue of tobacco wholesaler (HK$ 000s)* 11,100 Percentage of sponsorship recovered from other sources (2002) 60% Average profitability of tobacco wholesaler (%)* 2.7% Percentage of sponsorship recovered from other sources (2003-onwards) 95% Number of tobacco wholesalers* 26 Per capita overseas visitor spending (HK$ 000s) ** 4.539 Average revenue of tobacco retailer (HK$ 000s)* 2,980 Number of visitor not travelling to Hong Kong to attend 1,250 Average profitability of tobacco retailer (%)* 2.7% Percentage of tourist spending on retail** 50% Number of tobacco retailers * & *** 26 Average Retailer Profitability* 4.3% Cost of replacing price board and markers (HK$ 000s) 0.5 Percentage of tourist spending on hotels** 26% Number of price board and markers requiring replacement 2,000 Average Hotel Profitability* 4.2% Manufacturer profit per stick (HK$s)**** 0.04 Percentage of tourist spending on restaurants** 14.5% Number of sticks sold in Hong Kong (000s in 2001) ***** 3,093,000 Average Restaurant Profitability* 4.6% Notes: * From Census and Statistics Department Data ** From Hong Kong Tourism Board, A Statistical Review of Hong Kong Tourism 2000 *** Number of tobacco retailers only includes those retailers whose main sales are of tobacco products **** Manufacturer profits are calculated on a per stick basis from figures found in British American Tobacco's Annual Report (for Asia Pacific Region) ***** Number of sticks sold in Hong Kong for 2001 is estimated from figures available for year 2000 and first six months of 2001 (source Customs and Exercise Department) Table D8: Option D3 Revenue Impacts

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Option D3.1 Hawkers & Small Retailers Costofremovingcurrentadvertising47,600------47,600 NetCosts 47,600------47,600 Net present value- 45,769 Option D3.4 Advertising Firms Lossofadvertisingrevenue960------960 Net present value- 960 Option D3.4 Printing Firms Lossofadvertisingrevenue3,840------3,840 Net present value- 3,840 Option D3.1, D3.2, D3.3 & D3.4 - Tobacco and Related Industries Importerlossprofits 1717171717-----83 Net present value- 74 Wholesalerlossprofits 88888----- 39 Net present value- 35 Retailerlossprofits 22222----- 10 Net present value- 9 Manufacturer loss profit 124 247 371 495 619 619 619 619 619 619 4,949 Replacingpriceboards&markers500------500 Net Costs to manufacturers 624 247 371 495 619 619 619 619 619 619 5,449 Net present value- 4,353 Net Costs 650 274 398 521 645 619 619 619 619 619 5,581 Net present value- 4,472 Option D3.4 Event Organisers Loss of tobacco sponsorship 16,000 2,000 2,000 2,000 2,000 2,000 2,000 2,000 2,000 2,000 34,000 Net present value- 29,683 Option D3.4 Tourism Industries Retailprofitlosses 98------98 Net present value- 94 Hotelprofitlosses 50------50 Net present value- 48 Restaurantprofitlosses30------30 Net present value- 29 Entertainmentprofitlosses9------9 Net present value- 9 TourOperatorprofitlosses9------9 Net present value- 9 'Other'industryprofitlosses25------25 Net present value- 24 NetCosts 221------221 Net present value- 212 Total Costs 69,271 2,274 2,398 2,521 2,645 2,619 2,619 2,619 2,619 2,619 92,202 Benefits None ------Net revenue impacts- 69,271 - 2,274 - 2,398 - 2,521 - 2,645 - 2,619 - 2,619 - 2,619 - 2,619 - 2,619 - 92,202 Net present value- 84,752 Benefit to cost ratio (>1.0=positive) -

Discount rate 4% Percentage of tourist spending on entertainment** 2% Number of hawkers advertising tobacco products 600 Percentage of tourist spending on tours** 2% Number of small retailers advertising tobacco products 9,400 Percentage of tourist spending on 'other'** 5.5% Average cost of removing current advertising from hawkers (HK$ 000s) 1 Average Entertainment, Tour Operator and 'Other' Profitability 10% Average cost of removing current advertising from small retailers (HK$ 000s) 5 Reduction in smoking due to options (per annum over 5 five years) 0.10% Value of tobacco sponsorship (HK$ 000s to event organisers) 40,000 Value of tobacco goods imported for domestic consumption (HK$ 000s)* 450,000 Value of tobacco sponsorship advertising (HK$ 000s to advertisers & related indus 8,000 Average profitability of tobacco importer (%)* 3.7% Percentage of advertising revenue going to printers and related industries 80% Average revenue of tobacco wholesaler (HK$ 000s)* 11,100 Percentage of sponsorship recovered from other sources (2002) 60% Average profitability of tobacco wholesaler (%)* 2.7% Percentage of sponsorship recovered from other sources (2003-onwards) 95% Number of tobacco wholesalers* 26 Per capita overseas visitor spending (HK$ 000s) ** 4.539 Average revenue of tobacco retailer (HK$ 000s)* 2,980 Number of visitor not travelling to Hong Kong to attend 1,000 Average profitability of tobacco retailer (%)* 2.7% Percentage of tourist spending on retail** 50% Number of tobacco retailers * & *** 26 Average Retailer Profitability* 4.3% Cost of replacing price board and markers (HK$ 000s) 0.5 Percentage of tourist spending on hotels** 26% Number of price board and markers requiring replacement 1,000 Average Hotel Profitability* 4.2% Manufacturer profit per stick (HK$s)**** 0.04 Percentage of tourist spending on restaurants** 14.5% Number of sticks sold in Hong Kong (000s in 2001) ***** 3,093,000 Average Restaurant Profitability* 4.6% Notes: * From Census and Statistics Department Data ** From Hong Kong Tourism Board, A Statistical Review of Hong Kong Tourism 2000 *** Number of tobacco retailers only includes those retailers whose main sales are of tobacco products **** Manufacturer profits are calculated on a per stick basis from figures found in British American Tobacco's Annual Report (for Asia Pacific Region) ***** Number of sticks sold in Hong Kong for 2001 is estimated from figures available for year 2000 and first six months of 2001 (source Customs and Exercise Department) Table D9: Option A1 Economic Analysis

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Government enforcement costs 57 57 57 57 57 57 57 57 57 57 567 Total Costs 57 57 57 57 57 57 57 57 57 57 567 Benefits Fire damage costs 496 500 500 500 500 500 500 500 500 500 4,996 Reduced maintenance costs 69,600 69,600 69,600 69,600 69,600 69,600 69,600 69,600 69,600 69,600 696,000 Savings in emergency services 226 226 226 226 226 226 226 226 226 226 2,263 Total Benefits 70,322 70,326 70,326 70,326 70,326 70,326 70,326 70,326 70,326 70,326 703,259 Net economic impacts 70,266 70,270 70,270 70,270 70,270 70,270 70,270 70,270 70,270 70,270 702,693 Net present value 569,946 Benefit to cost ratio (>1.0=positive) 1,241.0

Discount rate 4% Number of fire incidents avoided 1 Number of new TCO staff 10 Emergency services attendance costs for fire incidents (HK$ 000s) 226 Average salary of TCO staff (HK$s 000s) 17 Table D10: Option A2 Economic Analysis

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Cost of installing smoking rooms 250,000 ------250,000 Governmentenforcementcosts 57575757575757575757567 Total Costs 250,057 57 57 57 57 57 57 57 57 57 567 Benefits Fire damage costs 333 333 333 333 333 333 333 333 333 333 3,333 Reduced maintenance costs 46,400 46,400 46,400 46,400 46,400 46,400 46,400 46,400 46,400 46,400 464,000 Savings in emergency services 151 151 151 151 151 151 151 151 151 151 1,509 Total Benefits 46,884 46,884 46,884 46,884 46,884 46,884 46,884 46,884 46,884 46,884 468,842 Net economic impacts- 203,172 46,828 46,828 46,828 46,828 46,828 46,828 46,828 46,828 46,828 468,276 Net present value 139,429 Benefit to cost ratio (>1.0=positive) 1.6

Discount rate 4% Number of fire incidents avoided 1 Number of new TCO staff 10 Percentage of venues installing smoking rooms 33% Average salary of TCO staff (HK$s 000s) 17 Emergency services attendance costs for fire incidents (HK$ 000s) 226 Table D11: Option A3 Economic Analysis

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Governmentenforcementcosts 57575757575757575757567 Total Costs 57 57 57 57 57 57 57 57 57 57 567 Benefits Fire damage costs 465 465 465 465 465 465 465 465 465 465 4,650 Reduced maintenance costs 64,728 64,728 64,728 64,728 64,728 64,728 64,728 64,728 64,728 64,728 647,280 Savings in emergency services 210 210 210 210 210 210 210 210 210 210 2,105 Total Benefits 65,403 65,403 65,403 65,403 65,403 65,403 65,403 65,403 65,403 65,403 654,035 Net economic impacts 65,347 65,347 65,347 65,347 65,347 65,347 65,347 65,347 65,347 65,347 653,468 Net present value 530,021 Benefit to cost ratio (>1.0=positive) 1,154

Discount rate 4% Number of Restaurants 9,300 Number of new TCO staff 10 Number of Bars 460 Average salary of TCO staff (HK$s 000s) 17 Number of Karaokes 240 Possible number of fire incidents avoided in all venues 1 Total number of venues 10,000 Emergency services attendance costs for fire incidents (HK$ 000s) 226 Table D12: Option B1 Economic Analysis

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Government enforcement costs 57 57 57 57 57 57 57 57 57 57 567 Lost productivity of smoking workers 294,084 294,084 294,084 294,084 294,084 294,084 294,084 294,084 294,084 294,084 2,940,836 Total Costs 294,140 294,084 294,084 294,084 294,084 294,084 294,084 294,084 294,084 294,084 2,940,836 Benefits Fire damage costs 4,500 4,500 4,500 4,500 4,500 4,500 4,500 4,500 4,500 4,500 45,000 Avoidedlossofproductivityduetoinjury111111111112 Savings in emergency services 2,037 2,037 2,037 2,037 2,037 2,037 2,037 2,037 2,037 2,037 20,370 Increased productivity due to no SHS 197,622 197,622 197,622 197,622 197,622 197,622 197,622 197,622 197,622 197,622 1,976,223 Avoided medical costs 143,906 143,906 143,906 143,906 143,906 143,906 143,906 143,906 143,906 143,906 1,439,062 Total Benefits 348,067 348,067 348,067 348,067 348,067 348,067 348,067 348,067 348,067 348,067 3,480,666 Net economic impacts 53,926 53,983 53,983 53,983 53,983 53,983 53,983 53,983 53,983 53,983 539,830 Net present value 437,796 Benefit to cost ratio (>1.0=positive) 1.2

Discount rate 4% Annual medical costs from SHS exposure of staff (HK$ 000s) 143,906 Number of new TCO staff 10 Number of fire incidents avoided 9 Average salary of TCO staff (HK$s 000s) 17 Emergency services attendance costs for fire incidents (HK$ 000s) 226 Table D13: Option B2 Economic Analysis

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Government enforcement costs 57 57 57 57 57 57 57 57 57 57 567 Cost of installing smoking rooms 375,000 ------375,000 Total Costs 375,057 57 57 57 57 57 57 57 57 57 375,567 Benefits Fire damage costs 2,500 4,500 4,500 4,500 4,500 4,500 4,500 4,500 4,500 4,500 43,000 Savings in emergency services 1,132 1,132 1,132 1,132 1,132 1,132 1,132 1,132 1,132 1,132 11,317 Increased productivity of office workers 197,622 197,622 197,622 197,622 197,622 197,622 197,622 197,622 197,622 197,622 1,976,223 Avoided medical costs 143,520 143,520 143,520 143,520 143,520 143,520 143,520 143,520 143,520 143,520 1,435,200 Total Benefits 344,774 346,774 346,774 346,774 346,774 346,774 346,774 346,774 346,774 346,774 3,465,739 Net economic impacts- 30,283 346,717 346,717 346,717 346,717 346,717 346,717 346,717 346,717 346,717 3,090,173 Net present value 2,449,688 Benefit to cost ratio (>1.0=positive) 7.8

Discount rate 4% Annual medical costs from SHS exposure of staff (HK$ 000s) 143,520 Number of new TCO staff 10 Number of fire incidents avoided 5 Average salary of TCO staff (HK$s 000s) 17 Emergency services attendance costs for fire incidents (HK$ 000s) 226 Table D14: Option D1 Economic Analysis

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Costofremovingcurrentadvertising47,600------47,600 Replacingpriceboardsandmarkers1,000------1,000 Lossoftourismrelatedprofit 276------276 Government enforcement costs 85 85 85 85 85 85 85 85 85 85 850 Total Costs 48,961 85 85 85 85 85 85 85 85 85 49,726 Benefits Reduced morbidity costs 1,920 3,839 5,759 7,679 9,599 9,599 9,599 9,599 9,599 67,190 Total Benefits - 1,920 3,839 5,759 7,679 9,599 9,599 9,599 9,599 9,599 67,190 Net economic impacts- 48,961 1,835 3,754 5,674 7,594 9,514 9,514 9,514 9,514 9,514 17,464 Net present value 3,859 Benefit to cost ratio (>1.0=positive) 1.1

Discount rate 4% Current number of smokers 804,200 Number of new TCO staff 10 Reduction in smoking rate per annum for five years 0.3% Average salary of TCO staff (HK$s 000s) 17 Current morbidity costs per smoker (HK$ 000s per annum) 0.88 Current morbidity costs (HK$ 000s) 711,000 Percentage of morbidity costs recovered per smoker 90% Table D15: Option D2 Economic Analysis

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Costofremovingcurrentadvertising47,600------47,600 Replacingpriceboardsandmarkers1,000------1,000 Lossoftourismrelatedprofit 276------276 Government enforcement costs 57 57 57 57 57 57 57 57 57 57 567 Total Costs 48,932 57 57 57 57 57 57 57 57 57 49,442 Benefits Reduced morbidity costs - 1,280 2,560 3,839 5,119 6,399 6,399 6,399 6,399 6,399 44,793 Total Benefits - 1,280 2,560 3,839 5,119 6,399 6,399 6,399 6,399 6,399 44,793 Net economic impacts- 48,932 1,223 2,503 3,783 5,063 6,342 6,342 6,342 6,342 6,342- 4,649 Net present value- 13,093 Benefit to cost ratio (>1.0=positive) 0.7

Discount rate 4% Current number of smokers 804,200 Number of new TCO staff 10 Reduction in smoking rate per annum for five years 0.2% Average salary of TCO staff (HK$s 000s) 17 Costs per smoker (HK$ 000s per annum) 0.88 Current morbidity costs (HK$ 000s) 711,000 Percentage of morbidity costs recovered per smoker 90% Table D16: Option D3 Economic Analysis

HK$ ('000s) 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 Total Costs Costofremovingcurrentadvertising47,600------47,600 Replacingpriceboardsandmarkers500------500 Lossoftourismrelatedprofit 221------221 Government enforcement costs 57 57 57 57 57 57 57 57 57 57 567 Total Costs 48,377 57 57 57 57 57 57 57 57 57 48,887 Benefits Reduced morbidity costs - 640 1,280 1,920 2,560 3,200 3,200 3,200 3,200 3,200 22,397 Total Benefits - 640 1,280 1,920 2,560 3,200 3,200 3,200 3,200 3,200 22,397 Net economic impacts- 48,377 583 1,223 1,863 2,503 3,143 3,143 3,143 3,143 3,143- 26,491 Net present value- 29,740 Benefit to cost ratio (>1.0=positive) 0.4

Discount rate 4% Current number of smokers 804,200 Number of new TCO staff 10 Reduction in smoking rate per annum for five years 0.1% Average salary of TCO staff (HK$s 000s) 17 Costs per smoker (HK$ 000s per annum) 0.88 Current morbidity costs (HK$ 000s) 711,000 Percentage of morbidity costs recovered per smoker 90% EXECUTIVE SUMMARY

BACKGROUND

The Hong Kong Government’s established policy on tobacco control is to seek, through a gradual step-by-step approach, to discourage smoking, contain the proliferation of tobacco use and protect the public from passive smoking to the maximum extent possible. In May 2001, the Secretary for Health and Welfare put forward to the LegCo Health Services Panel, a number of proposed amendments to the Smoking (Public Health) Ordinance. The proposed amendments were principally aimed at addressing the following needs:

• Reduce the exposure and impacts of second hand smoke (SHS). The legislative amendments aim to reduce the exposure and impacts of SHS by banning smoking in hospitality venues, educational establishments and other workplaces.

• Reduce the uptake of smoking and hence overall smoking rates. The legislative amendments are aimed at reducing the uptake of smoking (and hence overall smoking rates) by closing loopholes in the current ban on advertising and promotion of tobacco products, and reducing the exposure of young people (particularly in educational establishments) to smokers. In addition the legislative amendments aim to raise awareness of the impacts of smoking, and hence reduce the uptake of smoking (and hence overall smoking rates) by including an enabling provision in the Ordinance that allows for the inclusion of graphic and/or pictorial health warnings.

Against this background, ERM-Hong Kong Ltd was engaged to conduct a Regulatory Impact Assessment of the proposed amendments.

INTERNATIONAL REVIEW

ERM undertook a review of tobacco control legislation in 15 localities. Key findings of the International Review are as follows:

• smoking bans in restaurants and other public areas are most effective when supported by public awareness and expectations which lead to ‘self- enforcement’ of the bans;

• phased introduction is an effective method of implementing smoking bans in areas where smoking is firmly entrenched, once bans have been socially accepted elsewhere;

• exemptions to smoking bans should be avoided wherever possible, in order to avoid confusion as to where the bans apply and to avoid creating an ”unlevel playing field” amongst affected premises;

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT i • key terms within tobacco control legislation should be clearly defined to avoid non-compliance through exploitation of “loop-holes”;

• voluntary or partial bans are largely ineffective and the prevalence of smoking tends to be higher where these are in place; and

• the proposed amendments will bring Hong Kong into line with countries and states with the strictest tobacco control legislation world-wide.

REGULATORY AND NON-REGULATORY OPTIONS

A regulatory impact assessment needs to evaluate the proposed legislative option against other regulatory or non-regulatory options. Based on a review of the available literature and discussions with stakeholders ERM identified a number of feasible options to be taken forward in the analysis.

Options for Reducing the Impact of SHS in Hospitality Venues

The study considered the following possible options:

• Proposed legislative amendments to ban smoking in all hospitality venues

• Legislate to allow designated smoking rooms but prohibiting smoking outside these rooms

• Proposed amendments but allow for exemptions for certain types of hospitality venues (eg Bars and Karaokes)

Another option, aimed at changing the current legislative requirements to increase the availability and size of no smoking areas in restaurants has not been considered as it is unlikely to reduce SHS exposure of staff and patrons in restaurants.

Options for Reducing SHS exposure in Educational Establishments

The study considered the following possible options:

• Proposed legislative amendments to ban smoking in all educational establishments

• Legislate to allow designated smoking rooms but prohibiting smoking outside these rooms

• Exclude universities (& other tertiary institutions) from the proposed amendments (however voluntary schemes in Universities would remain legally enforceable under the current legislation)

Options for Reducing the Impact of SHS in Indoor Workplaces

The study considered the following possible options:

• Proposed legislative amendments to ban smoking in all indoor workplaces

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT ii • Legislate to allow designated smoking rooms but prohibiting smoking outside these rooms

• Provide for voluntary measures in workplaces to be legally enforceable under the current legislation

Options for Reducing the Impact of Tobacco Advertising and Promotion

The study considered the following possible options:

• Proposed legislative amendments to further restrict tobacco advertising and promotion.

• Amend the Ordinance/ subsidiary regulations so tobacco advertising/promotion is limited in size and/or content and/or frequency

• Issue strict guidelines with the threat of future regulation if these guidelines are not followed.

Analysis of Options

The various options were subject to analysis to identify the impacts to businesses and society as a whole. A distinction was drawn between economic and revenue impacts. Economic analysis seeks to assess impacts from the perspective of society as a whole, while revenue impact analysis only considers direct cash implications for businesses affected by the proposed options.

In addition, the study identified small businesses interests that could be adversely impacted by the proposed options. An affordability analysis was then carried out to identify whether the various options would impact on the viability of these businesses.

FINDINGS AND RECOMMENDATIONS

Expansion of Statutory No Smoking Areas

Restaurants and Other Hospitality Venues

The study found that there is potentially both revenue (to the venues themselves) and economic benefits from pursuing a total smoking ban in hospitality venues. In particular the study found that the economic benefits are likely to be significant. However, the revenue analysis is unsurprisingly sensitive (particularly for bars and karaokes) to the assumptions made about the impact of such a ban on the sales at these premises. Although international experience of implementing such smoking bans suggests that they would not have an overall negative impact on sales, there are clearly concerns within the catering industry that they might do so. If the proposed amendments did reduce sales significantly in restaurants, bars and karaokes then there would no longer be a revenue benefit to these venues and the economic benefit to Hong Kong as a whole would be less significant.

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT iii Furthermore, given the competition between restaurants, bars and karaokes (they are all able to serve food) and the results of the affordability analysis, it is likely that the granting of exemptions to a particular sector(s) (eg, karaokes and/or bars) could have long term and possibly catastrophic impacts for some small businesses not exempted from such a smoking ban.

Given the views of both the public and the trades themselves, one solution to these issues would be to allow an initial exemption of karaokes and possibly bars, but to limit the ‘competition for smokers’ to certain times of the day - ie provide a level playing field of a total smoking ban throughout most of the day but allow karaokes (and possibly bars) to apply for and/or automatically receive exemptions between, say 10.00 pm and 6.00 am. It should be noted that this proposed exemption is not being recommended as an indefinite solution but solely in response to the consultation paper (eg that bars and karaokes being given a longer grace period if deemed necessary).

This would allow all premises, notably small restaurants, to compete (for smokers and non-smokers alike) on a level playing field during the key hours of business for serving food (eg breakfast, lunch and dinner). It would also reduce staff exposure to SHS in these premises to certain hours of the day (although clearly not eliminate it altogether) and allow for further tightening of the legislation in the future (through the removal of the exemption).

It is not recommended that the smoking ban be extended to outdoor areas of restaurants as, while such a move could have health (and hence economic) benefits, the magnitude of these are uncertain and such a move appears to be out of line with international approaches.

Schools, Universities and Tertiary Institutions

It is recommended that statutory no smoking areas are expanded to include all indoor and outdoor areas of schools. While it has been impossible, within the time-frame available for this study, to quantify the likely revenue and economic impacts of such a measure, it is clear that such a measure would both meet the objectives of the legislation (to reduce the exposure to SHS and create a desirable example to young people) and is unlikely to have any revenue or economic costs. Indeed there are likely to be only financial and economic benefits associated with such a measure.

The same argument is made with regard to tertiary institutions and universities and this study finds that there is likely to be both an economic and financial argument for extending statutory no smoking bans to tertiary institutions and universities. In addition, the international review suggested that banning (or limiting) smoking in indoor premises of universities and tertiary institutions is not out of line with international practice.

Other Indoor Workplaces

The study found that, although there is currently insufficient data available to conclude that a total smoking ban in all indoor offices would have revenue benefits to employers, there would be a net economic benefit to Hong Kong of

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT iv banning smoking in all indoor offices and this is likely to be significant. Furthermore, the literature review suggests that if further study were undertaken then it would provide a convincing business case for banning smoking in all indoor offices once all the pertinent costs were quantified.

Thus, while this study has been unable to demonstrate a net revenue benefit to businesses in Hong Kong, it is likely that there will be one. As such, and given the level of public support for such a measure (demonstrated by the 88% approval rating noted in the survey of public opinion undertaken by the Hong Kong Polytechnic University) the Administration could reasonably proceed with the proposed amendment. It is suggested that such an amendment should allow for exemptions for businesses, such as cigar divans and other speciality smoking venues, who would be put out of business by such a measure, and independently ventilated enclosed smoking rooms in buildings where such rooms are a feature of the building's design and would become redundant space if they were not exempted. Without the facility to provide such exemptions, the proposed amendment might place significant costs on individual businesses. The conditions for allowing such exemptions should include that no one is required to perform the duties of their employment in the area to be exempted. The process for applying for such an exemption should be kept as simple as possible while ensuring the protection of workers. The same exemption facility could be applied to those premises that, as suggested by the consultation document (issued by the Health and Welfare Bureau on 21 June 2001), have “genuine difficulty in complying with the smoking ban requirement”.

However, if it were felt that the current absence of data demonstrating a net revenue benefit to businesses in Hong Kong precludes such a step, then the Administration could allow for voluntary measures to be legally enforceable under the current legislation. This, a relative simple measure that would not impose any costs on business, could be clearly presented as an intermediary step to a full ban in the future. A date could be set to review progress of companies in implementing a smoking ban in the office (eg using the Thematic Household Survey). This measure would not preclude the future total banning of smoking in indoor offices and would not impose any costs on business (unlike regulating to allow for smoking rooms). Alternatively, this option could be utilised for those business sectors that, as suggested by the consultation document, have “genuine difficulty in complying with the smoking ban requirement”.

Tobacco Advertising and Promotion

Display of Tobacco Advertising

The economic analysis does suggest a need to further restrict tobacco advertising if it will result in reduced smoking rates (which the literature review suggests will be the case). However, given the current economic climate and the identified revenue and affordability impacts of the proposed amendment (to remove the current exemption from hawkers and small

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT v retailers) it is recommended that the exemption is further restricted but not entirely removed.

There are several reasons for the current, perceived or otherwise, abuse (and hence impact) of the current exemption, including:

• display of tobacco advertising by premises that are clearly unlikely to suffer from livelihood impacts if the exemption was removed; and

• the volume of tobacco advertising in localities that have a high visual impact (and hence are likely to promote tobacco use).

Recognising that there is a link between locality, demand for their advertising space, turnover and hence sustainability and long term profitability of their business, we recommend that the qualification for the current exemption is altered to exempt only those hawkers and small retailers whose annual turnover is less than HK$ 500,000 and who sell tobacco products.

This level of turnover or gross income (HK$500,000) is chosen as it is the level used by the tax authorities in Hong Kong to determine whether a ‘small business’ or ‘small corporation’ needs to submit supporting documents with their profits tax submission. Thus it would be relatively easy to enforce with reference to the previous year’s tax submission (businesses and corporations are required by law to retain such documents for seven years).

To avoid abuse of this approach, new businesses who have never submitted a profits tax return should be prevented from displaying tobacco advertising.

Furthermore, it is recommended that guidelines on the content, size and display of tobacco advertising are agreed with tobacco manufacturers. These guidelines could include restrictions on the size of adverts, the content (limit those directed at youth audiences) as well as the number of adverts any one retailer or hawker could display. This is essentially a low cost option against which the need for any future restrictions on tobacco advertising could be identified (ie if the guidelines were not being met then further advertising restrictions could be imposed). The currently anticipated amendments to the Smoking Ordinance should allow for these further restrictions to be imposed without the need to revert to the Bills Committee (ie it would be an administrative action as opposed to a legislative one if the guidelines are not met). This would make the threat of future regulation more real to all parties concerned and hence support compliance with the guidelines.

Price Boards and Markers

Information provided during the course of the study suggests that the financial impact of altering the size of price boards and markers is unlikely to be significant (when compared to the turnover and profit of the industry concerned). It has however, been impossible to predict the economic impact of this measure in isolation from other measures to limit tobacco advertising and promotion.

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT vi In this light the study recommends that if the Administration feels that it cannot effectively restrict the advertising impact of price boards and markers through other means (such as by agreeing guidelines with manufacturers and/or retailers) then the proposed measure should be implemented.

Sale of Tobacco Products in Association with Other Products

Information provided during the course of the study suggests that the financial impact of banning the sale of tobacco products in association with other products is unlikely to be significant (when compared to the turnover and profit of the industry concerned). It has however, been impossible to predict the economic benefit of this measure in isolation from other measures to limit tobacco advertising and promotion (although there would appear to be no direct economic costs per se).

An argument has been made that banning such tobacco promotion entirely might restrict the ability of newcomers and incumbents alike to bring new products to the market. Given the acknowledged addictive nature of the product in question, this argument is persuasive. However, it is clear that the Administration should not be supporting the current status quo where significant incentives can be offered to non-smokers (including young people) to purchase tobacco products.

As such, it is recommended that at a minimum, tobacco promotions are limited through guidelines to products that are only of interest to current smokers (eg lighters) and/or cannot appeal directly to youth and non- smokers. Further, it is suggested that these guidelines include limits on the price of the good being promoted such that it cannot be less than some percentage (say 25%) of the tobacco product price (eg if the tobacco product costs HK$ 100 the cost of the associated product must be at least HK$ 25).

It is however acknowledged that such an endeavour might not be effective without the co-operation of the trade and, as such, any measure should be monitored. In addition, the current amendments to the Smoking Ordinance should allow for a simple administrative measure to be implemented to completely ban tobacco promotions (either altogether or by offending manufacturers) without the need to revert to the Bills Committee.

Tobacco Sponsorship

The study found that there are potentially direct negative revenue impacts to event organisers, advertisers and the tourism trade of further limiting tobacco sponsorship. Such revenue impacts are, for the most part, likely to be temporary in nature as alternative sponsors are likely to be found. Conversely, if such measures reduce the overall smoking rate, then they are likely to lead to long-term economic benefits.

Thus, if tobacco brand sponsorship results in increased smoking rates then any economic benefits to Hong Kong as a whole (from both tourism and a better quality of life through the provision of community events) are likely to be reduced or negated.

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT vii As such, it is recommended that the impact of tobacco brand sponsorship on smoking rates is limited through the use of guidelines. This could be done by prohibiting the use of tobacco brand names in events that attract a significant youth contingent and/or a wide audience (eg events that will be televised). These guidelines should allow for the gradual reduction and replacement of sponsors from events that attract a significant audience as opposed to a sudden ban (that might prevent such events seeking alternative sponsors). This gradual approach should go some way to mitigating the financial and economic impacts of restricting a source of sponsorship revenue.

Acknowledging that this is likely to be difficult without the co-operation of the trade, it is further recommended that such measures allow for a simple administrative measure to completely ban tobacco brand sponsorship (either altogether or by offending manufacturers) without the need to revert to the Bills Committee.

Health Warnings on Tobacco Products

It has not been possible to estimate the revenue impacts of the proposed measures as no details of how or what the exact requirements will be, have yet been developed. Experience from overseas suggests that equivalent measures may assist in reducing smoking rates and have corresponding economic benefits, although all such requirements do have a revenue impact on the tobacco industry (both direct and indirect).

As such it is recommended that the proposed amendment be enacted but that any future requirements for pictorial and graphic contents take into account the likely financial and economic costs of implementation and that these be weighed against the likely health and economic benefits likely to arise.

ENVIRONMENTAL RESOURCES MANAGEMENT BUSINESS AND SERVICES PROMOTION UNIT viii