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The Board of Director's Report

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The Board of Director's Report One of the most significant producers of non-alcoholic beverages in Central and Eastern Europe Revenues 12M17: € 264M EBITDA 12M17: € 36M 7 production plants 2,182 employees end of production at the end of 2017 countries for expansion EUR/CZK ex. rate: 26.330 No. 2 syrup brand No. 2 player in the soft drinks market No. 3 cola brand No. 1 syrup brand Leading private label soft drinks producer No. 1 player in the soft No. 1 player in the soft drinks market drinks market both in Retail & HoReCa No. 1 water brand in both 35% HoReCa market share Retail & HoReCa No. 2 water brand No. 2 syrup brand Source: AC Nielsen (value) - for market shares HoReCa: hotel, restaurant, café * adjusted for one-offs Reconciliation of reported and Reported One-offs Adjusted adjusted results One-offs: • Net operating income from the sale of warehouse of CZK 2.9 mil. CZK mil. CZK mil. CZK mil. (in Slovenian segment). Revenue 6 963.3 - 6 963.3 • Costs connected with SAP implementation of CZK 6.3 mil. (in Slovenian segment). Cost of sales (4 134.1) - (4 134.1) • Costs connected with the liquidation of an inactive subsidiary in Gross profit 2 829.2 - 2 829.2 Sicheldorfer of CZK 1.8 mil. Selling, marketing and distribution costs (2 094.7) 1.7 (2 093.0) • Revenue from the sale of building of CZK 11.6 mil. (in Slovenian segment). Administrative costs (395.8) 22.1 (373.7) • Net operating income from the sale of production lines in Poland of CZK Other operating income/(expense), net (47.0) 69.4 22.4 37.8 mil. Operating result 291.7 93.2 384.9 • Costs of CZK 3.9 mil. connected with maintenance of Bielsk Podlaski plant and release of provision (in Polish segment). EBITDA 857.0 93.2 950.2 • Costs of CZK 43.8 mil. connected with the closure of Grodzisk (in Polish Finance costs, net (24.8) - (24.8) segment). Income tax (114.7) (14.1) (128.8) • Net operating income of CZK 41.6 mil. from compensation and release of provision connected with prior years qualitative product complaints (in Profit for the period 152.2 79.1 231.3 Polish segment). - attributable to shareholders of the parent 158.8 79.1 237.9 • Impairment costs of CZK 112.4 mil. (in Polish segment). • Acquisition costs – Czech operation incurred costs of CZK 14.5 mil. • Costs of CZK 4.4 mil. connected with closing “Na grilu” operation in Ugo. Results comparison 12M17 12M16 Change Change •Revenue decrease caused by lower sales in Poland that were partially offset by the increase in CzechoSlovakia from Rajec, CZK mil. CZK mil. CZK mil. % Rauch, Semtex and mainly Vinea, increased sales in Ugo and Revenue 6 963.3 6 999.0 (35.7) (0.5%) increased sales in Slovenia and Croatia. Cost of sales (4 134.1) (4 211.6) 77.5 (1.8%) •Increase of gross profit – net effect of increase in Adriatic, Ugo, Gross profit 2 829.2 2 787.4 41.8 1.5% Czechia and decrease in Poland and Slovakia. Gross profit Selling, marketing and distribution costs (2 093.0) (1 876.9) (216.1) 11.5% margin increased by 0.8 p.p. from 39.83% in 2016 to 40.63% Administrative costs (373.7) (403.1) 29.4 (7.3%) achieved in 2017. 22.4 33.9 (11.5) (33.8%) Other operating income, net •Selling costs increasing, influenced by increased costs of cca Operating result 384.9 541.3 (156.4) (28.9%) CZK 74 mil. in UGO (further expansion – increased number of EBITDA 950.2 1 064.4 (114.2) (10.7%) larger bars, increased marketing costs – first TV campaign, Finance costs, net (24.8) (93.5) 68.7 (73.4%) increased salaries due to increased number of bars), also due to acquired Studenac and Premium Rosa subsidiaries – effect of Income tax (128.8) (105.8) (23.0) 21.8% CZK 109 mil., by increased costs in CzechoSlovakia (increased Profit for the period 231.3 342.0 (110.7) (32.4%) logistic and marketing costs) which were partly compensated by - attributable to shareholders of the parent 237.9 345.1 (107.2) (31.1%) lower costs in Poland. •Decreased admin costs, driven by decreased admin costs in CzechoSlovakia (lower salaries due to unpaid bonuses a post- The Group´s Revenue without Poland increased by CZK 175 mil. (6.9%). merger savings ). The Group´s revenue without Poland increased by CZK 452 mil. (8.6%). •Increased financial result influenced by increased foreign exchange gains of cca CZK 39 mil., positive effect of revaluation derivatives of cca CZK 22 mil. and lower interest from loans. * adjusted for one-offs • increased revenues by 2.3 % in 4Q17 vs. 4Q16 despite low December sales • increased gross profit by 3.6 % thanks to lower costs of sugar, very good performance in Adriatic and Premium Rosa (Polish segment) • first effect of the end of sugar import quotas • increased EBITDA by 14.7 % * adjusted for one-offs Results comparison 4Q17 4Q16 Change Change •Revenue increased by 2.3 %, a net effect of decreased revenue in Poland in amount of CZK 78 mil. (22.3 %) and increased CZK mil. CZK mil. CZK mil. % revenue in the rest of the Group. Revenue 1 609.2 1 573.2 36.0 2.3% •Increasing gross profit, increased gross profit in Adriatic and Cost of sales (988.5) (973.9) (14.6) 1.5% Czechia (mainly in Ugo), very good performance in Premium Gross profit 620.7 599.3 21.4 3.6% Rosa (Polish segment). Selling, marketing and distribution costs (468.9) (433.5) (35.4) 8.2% Administrative costs (88.1) (88.9) 0.8 (0.9%) •Selling costs increasing, influenced by the new subsidiary Studenac and increased costs in Ugo. Other operating income, net 16.6 2.5 14.1 560.8% Operating result 80.3 79.4 0.9 1.2% •Slightly decreased admin costs, mainly in Czech segment. EBITDA 244.4 213.2 31.3 14.7% Finance costs, net (15.5) (23.2) 7.8 (33.5%) •Net finance costs decreased by CZK 7.8 mil., which was caused mainly by foreign exchange gains when compared with 4Q16. Income tax (49.4) (43.4) (6.0) 13.8% Profit for the period 15.4 12.8 2.7 21.8% - attributable to shareholders of the parent 18.0 14.0 4.0 28.5% The Group´s revenue without Poland increased by CZK 114 mil. (9.3%). * adjusted for one-offs Kofola sales on Retail & HoReCa (CZK m) CzechoSlovak market 6,000 60% 5,000 47% 49% 50% Gross Profit 4,000 40% 1,603 1,590 Margin 3,000 30% HoReCa 2,000 20% 2,786 2,938 1,000 10% Retail 0 0% 2016 2017 2017 EBITDA margin influenced by Adjusted EBITDA & EBITDA margin increased prices of sugar and increased selling (logistic costs) and marketing costs (mainly in Ugo). (CZK m) 1,000 18% 20% 900 16% 800 786 15% 700 740 600 500 10% 400 300 Share in group’s 5% 200 EBITDA: 78% 100 0 0% 2016 2017 (CZK m) 969 975 966 180% 520 180% 960 483 160% 490 449 160% 460 426 950 140% 430 140% 400 120% 370 120% 925 100% 340 100% 14% 22% 24% 23% 310 20% 19% 80% 80% 280 26% 900 24% 25% 37% 60% 250 60% 39% 40% 220 875 40% 190 40% 160 56% 60% 56% 41% 37% 37% 20% 130 20% 850 0% 100 0% 2015 2016 2017 2015 2016 2017 Packaging% Sweeteners% Other% Total Packaging% Sweeteners% Other% Total Ugo sales + Ugo franchise sales Substantial increase in number of bars (CZK m) 479 84 379 128 73 61 118 39 50 351 261 20 12 45 2016 2017 2012 2013 2014 2015 2016 2017 Own Franchises (CZK m) 58 33 2016 2017 Kofola sales on Polish Total gross profit margin influenced by private (CZK m) Retail & Private label market labels, gross profit margin from own brands 2,000 20% is growing. 1,800 19% 20% 1,600 1,400 15% Gross Profit Margin 1,200 1 008 1,000 637 10% Private label 800 600 5% 400 728 612 Retail 200 0 0% 2016 2017 Consolidation of Polish Adjusted EBITDA & EBITDA margin production capacities to 1 production plant in Kutno will lead to cost reductions. A (CZK m) production plant (Grodzisk 200 10% Wielkopolski) was closed at 8% YE2017. 8% 6% 150 133 4% 2% 2% 100 0% Share in group’s -2% EBITDA: 2 % -4% 50 (2016: 13 %) 22 -6% -8% 0 -10% 2016 2017 Experienced management with commercial background and focus on results improvement. Production efficiency optimization with focus on own brands, supported by private labels. Lower sales but standard profitability (10%). Acquisition of Premium Rosa. Concentration of production in one plant (Kutno), the most modern plant in the group. Distribution of Nestea – from 2018. Need to fill in the portfolio, own brands are not sufficient, we actively search for new acquisitions. Retail & HoReCa sales Still room to grow in in Adriatic market HoReCa with full soft (CZK m) drink portfolio 50% 45% Decrease of Gross Profit 1,400 Margin influenced by 39% 1,200 40% acquisition of Studenac 1,000 Gross Profit 275 30% Margin 800 201 600 20% HoReCa 400 785 616 10% 200 Retail 0 0% 2016 2017 EBITDA margin should improve Adjusted EBITDA & EBITDA margin in near future due to post acquisition synergies (CZK m) 250 18% 18% 20% 200 15% 188 150 148 10% Share in group’s 100 EBITDA: 20% 5% 50 0 0% 2016 2017 (CZK m) Total CZ+SK 6,999 6,963 4,389 4,528 2016 2017 12M17 – Revenue decrease (0.5%) attributable to Poland, partly offset by growth of sales in other regions.
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