MANAGEMENT PRESENTATION
PT Sumber Alfaria Trijaya Tbk As of March 31, 2018 As of March 31, 2018
Confidential - Do not duplicate or distribute without written permission from the Company • Overview Ytd March 2018 • Groceries Retail Industry Overview • Operational Performance • Financial Highlights
OVERVIEW Ytd MARCH 2018 OVERVIEW Ytd MARCH 2018
Indonesian Groceries recorded a minus growth of 0.7 % in Q1 2018 vs 4 % in Q1 2017.
The most severe decline were Traditional Channel from 4,1% to -3,1% and Hyper/Super from -0,7% to
-4,2%. At the same time Minimarket Trade Channel only declined marginally from 5,9% to 5,8%.
Of 55 categories; Food and Non Food were still declining , with the exception of Cooking & Seasoning and Indulgences .
Net addition of stores ytd March 2018 ; Alfamart 26 stores and Alfamidi 57 stores.
GROCERIES RETAIL INDUSTRY OVERVIEW TRADE CHANNEL GROWTH
All trade channel recorded minus growth in Q1 2018 vs Q1 2017, with the exception of Mini Market Modern Trade which showed a marginal decline of positive growth from 5.9 % to 5.8 %
Indonesia Total Grocery | Total 55 FMCG Categories | Q1 2018 vs Q1 2017
-0.7 Indonesia 4.0 -4.2 MT Hyper/Super -0.7 2.7 Modern Trade 3.8
5.8 -3.1 MT Minimarket Traditional Trade 5.9 4.1
Q1 2018 Q1 2017 Q1 2018 Q1 2017
Source: Nielsen Retail Audit GROWTH BY DEPARTMENTS
Of 55 categories, Food and Non Food were still declining , with the exeption of Cooking & Seasoning and Indulgences.
Indonesia Total Grocery | Total 55 FMCG Categories | Q1 2018 vs Q1 2017
-0.4 Beverages -0.7 1.3 Total FMCG 2.7 Cooking & Seasoning 4.0 14.8 -2.5 Breakfast 3.1 -0.6 2.9 Indulgence Food 9.3 4.7 Dry Food -0.2
-1.6 -1.2 Personal Care 2.7 Non Food 0.3 2.2 Home Care 0.6 -3.0 Q1 2018 Q1 2017 Pharmaceutical 3.6
Source: Nielsen Retail Audit TRADE CHANNEL CONTRIBUTION
Both excluding and including Cigarettes, the market share of Super/Hyper were decreasing while Minimarket was Increasing
Indonesia Total Grocery | Total 55 Indonesia Total Grocery |Total 55 FMCG FMCG Categories | Q1 2018 Categories + Cigarette | Q1 2018
58.3 58.5 58.1 57.8 57.8 74.0 74.2 74.0 74.0 73.8
14.9 14.5 13.4 12.6 12.4
8.5 8.1 7.4 6.9 6.7 26.9 27.0 28.5 29.6 29.8 17.6 17.7 18.6 19.1 19.5
2014 2015 2016 2017 Q1 2018 2014 2015 2016 2017 Q1 2018
Traditional Stores Super Hyper Minimarket Traditional Stores Super Hyper Minimarket
Source: Nielsen Retail Audit ALFAMART & ALFAMIDI MARKET SHARE Q1 2018
Alfamart market share to Total Indonesia MT Minimarket remained the same at 31.1%. Alfamidi market share to Total Indonesia MT Minimarket grew from 5.2% to 5.4%. Group market share grew from 36.3% to 36.5%.
Alfamart & Alfamidi vs MT MM | Total 55 FMCG Categories
Alfamart to Indonesia MT MM Alfamidi Share to Total Indonesia MT MM Group to Total Indonesia MT MM
36.5 36.3
31.1 31.1
5.4 5.2
Q1 2018 Q1 2017 Q1 2018 Q1 2017 Q1 2018 Q1 2017
Source: Nielsen Retail Audit INDUSTRY LANDSCAPE AS of MARCH 2018
Store Number
Jan 18 Mar 2018 ALFAMART 13.490 13.503 ALFAMIDI 1.419 1.450 ALFAMIDI SUPER 12 14 LAWSON 37 37 DAN+DAN 108 110 CIRCLE K 396 393 INDOMARET 15.226 15.394 FARMER MARKET 20 20 SUPERINDO 155 155 RANCH MARKET 13 14 LOTTE SUPER 2 2 RAMAYANA 87 87 FOODMART 38 36 GIANT EKSPRES 105 101 HERO 29 29 LOTTE HYPER 15 15 GIANT EKSTRA 58 58 HYPERMART 114 113 WATSONS 79 81 BOSTON 100 100 GUARDIAN 251 254
Source: Nielsen Retail Audit GROCERIES GROWTH BY REGION
Java still recorded the highest contribution of 68.5 % , whilst Kalimantan recorded the highest growth of 3.4%.
Indonesia Total Groceries | Total FMCG 55 Categories | Q1 2018 vs Q1 2017
Source: Nielsen Retail Audit MODERN TRADE GROWTH BY REGION
Greater Jakarta only grew marginally by 0,1% , whilst Other Islands (Kalimantan, Sulawesi & Other Eastern Indonesia ) grew the highest of 7 %
Total Indonesia Modern Trade | Total FMCG 55 Categories | Q1 2018 vs Q1 2017
Source: Nielsen Retail Audit OPERATIONAL PERFORMANCE ALFAMART GROUP AT A GLANCE
We are still increasing store numbers and members / loyal customers
More than 15.000 stores scattered in Indonesia 500 + active Suppliers 132.000 + employees * 12 million + members 42 warehouses
Store Concept No .of Stores Description
Selling space 90-100 m2 Small format with > 4.000 SKUs 13.503 74% owned, 26% franchise Mostly located in residential area
Selling space 250–300 m2 Larger format with > 7.000 SKUs 1.464 Selling fresh products in addition to groceries Mostly located in residential area
Selling space 44 – 184 m2 37 > 2.500 SKUs Mostly located in commercial area Selling space 100 m2 > 5.000 SKUs 110 Targeting middle and middle lower consumers for health and beauty related products Mostly located in residential / commercial area
* Including Franchise store employees STORE GROWTH
The shift of new store opening / store presence from Greater Jakarta to Outside of Greater Jakarta and Outer Island during the last 5 years.
Geographic Breakdown Company Owned & Franchise Stores
9.302 10.758 12.258 13.745 15.028 15.114 14.153
17.9% 21.2% 25.4% 27.7% 28.7% 29.0% 28.0%
3,559 3,543 3,383 3,451 41.0% 37.4% 35.0% 3,172 38.0% 37.6% 37.5% 37.7% 2,941 2,523
11,469 11,571 10,362 10,702 9,086 41.1% 41.4% 39.6% 7,817 34.3% 33.7% 33.5% 34.3% 6,779
2013 2014 2015 2016 2017 YTD Mar YTD Mar 2013 2014 2015 2016 2017 YTD Mar YTD Mar 2018 2017 2018 2017
Outside Java Java (Outside Greater Jakarta) Greater Jakarta Company Owned Franchise
Above are consolidated total number of Alfamart, Alfamidi, Lawson and Dan+Dan stores. WAREHOUSE
Java (24 warehouses) Outside Java (18 warehouses)
Cileungsi Semarang Medan 1 & 2a) Makassar 1 & 2a) Jababeka 1 & 2a) Klaten Pekan Baru Jambi Cikokol Malang Palembang Pontianak Balaraja Sidoarjo Lampung Banjarmasin Bogor Jember Denpasar Lombok Bandung 1 & 2 Karawang Kotabumi Batam Plumbon Rembang Samarinda a) Manado 1 & 2a) Cilacap Parung a) Surabaya a) Bitung 1 a) & 2 b) Palu
Serang Yogyakarta a)
Notes : Cianjur
a) Alfamidi b) Dan+Dan
As of March 2018, we managed 42 warehouses scattered throughout Indonesia (32 warehouses for Alfamart, 9 for Alfamidi and 1 for Dan+Dan)
FINANCIAL HIGHLIGHTS INCOME STATEMENT SUMMARY-CONSOLIDATED (Rp Billion) As of MARCH, 2018
Revenue Gross Profit
CAGR = 15,42% Unaudited CAGR = 17,13% Unaudited 61.465 56,107 12.001 48,265 10.872 41.496 9,209 34,634 7,735 6,376
14,675 13,763 3,183 2,974
2013 2014 2015 2016 2017 YTD Mar YTD Mar 2013 2014 2015 2016 2017 YTD Mar YTD Mar 2018 2017 2018 2017
Income for the year attributable to owners of the EBITDA Parent Company CAGR = -13,63% CAGR = 13,30% Unaudited Unaudited
3,306 3,439 2,791 602 2,568 539 540 451 2,087 300
929 121 794 73
2013 2014 2015 2016 2017 YTD Mar YTD Mar 2013 2014 2015 2016 2017 YTD Mar YTD Mar 2018 2017 2018 2017 Subsidiaries Include: PT Midi Utama Indonesia Tbk. , PT Sumber Indah Lestari, Alfamart Retail Asia Pte.Ltd (ARA), PT Sumber Trijaya Lestari and PT Sumber Wahana Sejahtera FINANCIAL (RETURN & LEVERAGE)
ROAA (%) ROAE (%)
Unaudited Unaudited 5.41 18.53 19.16 4.33 3.47 3.09 11.49 11.86
1.45 5.70
0.54 0.37 2.27 1.38
2013 2014 2015 2016 2017 Q1 2018 Q1 2017 2013 2014 2015 2016 2017 Q1 2018 Q1 2017
DER ( Gross Debt to Equity ) Net Gearing Ratio (x) Unaudited Unaudited
1.64 1.46 1.50 1.45 1.32 1.28 1.34 1.33 1.23 1.27 1.11 1.09
0.82 0.66
2013 2014 2015 2016 2017 31-Mar- 31-Mar- 2013 2014 2015 2016 2017 31-Mar- 31-Mar- * Net Gearing (Consolidated) : as of Sep 30, 2016 1.14x18 17 18 17 as of Sep 30, 2015 0.98x