MANAGEMENT PRESENTATION

PT Sumber Alfaria Trijaya Tbk

Full Year 2013

Foto oleh : I Made Adi Dharmawan – Pemenang Juara 3, Photo Competition SKI 2012 Alfamart
 Industry Overview

Company Overview

Financial Highligths

Operational Highlights

Community Development & CSR

Fee Based Business

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Industry Overview
 Indonesia Grocery (Volume Growth in %)

GROWTH BY DEPARTMENTS
Food and Personal Care departments remain as the drivers
Indonesia Total Grocery without Semi Retail| YTD DEC 2013

58
13.8 Personal Care 14.8
Category

Home Care 10.5

Food 14.1

Pharmaceutical 9.4

Non Food 13.0

Source : Nielsen Retail Audit

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 Alfamart Growth

TRADE CHANNEL GROWTH

Minimarket remains as the driver of Modern trade channel high growth. Alfamart is
one of the key players in the industry with 28.4% growth rate ( YTD November 2013)
Indonesia Total Grocery | Total 58 FMCG Categories |YTD DEC 2013 vs. YTD DEC 2012

Total Indonesia 13.8

Super/Hyper 9.4

Modern Trade 16.9

Minimarket 21.5

28.4*
Traditional Store 11.2

* Growth rate Jan – Nov 2013 vs. 2012

Source : Nielsen Retail Audit

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 Modern Trade In Indonesia

TRADE CHANNEL CONTRIBUTION (in %)

Minimarket format contribution keep increasing, now by almost 30% of total market
Indonesia Total Grocery without Semi Retail | Total 58 FMCG Categories | YTD DEC 2013

57.5 55.4 54.1

17.3 16.8 16.2

25.2 27.8 29.7

2011 2012 2013

Minimarket Super Hyper Traditional Store Source : Nielsen Retail Audit

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Alfamart market share increaased by 1.9% towards Indonesia MT and 1.7% towards
Indonesia MT MM
Alfamart vs MT vs MT MM | Total 58 FMCG Categories |YTD NOV 2013 vs. YTD NOV 2012

Share to Indonesia MT Share to Indonesia MT MM

31.4 33.1
19.5 21.4

YTD Nov 2012 YTD Nov 2013 YTD Nov 2012 YTD Nov 2013

Source : Nielsen Retail Audit

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TOP 10 CATEGORIES (Volume Growth in %)
Among top 10 categories, RTD-Tea shows the highest growth both in value and
volume, followed by Cooking Oil, Coffee and Mineral Water.
Indonesia Total Grocery without Semi Retail| Total 58 FMCG Categories |YTD DEC 2013 vs 2012
28.0
Volume Growth %
25.1
22.9 Value Growth %

17.2 17.7 17.0

14.0
13.2 13.0
11.7 12.0 11.3
9.4
8.4
5.7 5.5 6.0

2.9

-0.7 -0.1

Instant Coffee Biscuit Powder Mineral Tea-RTD Cooking Oil Skincare Detergent Shampoo
Noodles Milk Water

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Company Overview
 Company Overview

We are one of the leading mini market chain operators in Indonesia

• As of December 2013, the company operated 8,557

outlets (with 2,514 franchised).
• 91,000+ employee.
• 24 warehouses.
• 400 + active Suppliers

“Striving to be a true community store”

• Provide essential goods at affordable prices, convenient
shopping, and accessible location.
• Well-developed CSR Program.
• Local residents can own Alfamart stores through franchise
scheme.

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 Accolades

• CSR Awardfrom Harian Seputar Indonesia.

• Choice Brand 2011Awards from KARTINI Magazine.
• Services Quality Award 2011 from Service Excellence Magazine and Care Centre for Customer Satisfaction & Loyalty.
• Indonesia Best Brand Gold Award 2011 from Mars Research Specialist and SWA Magazine.
• Indonesia‟s Most Admired Company from Frontier Consulting Group and Business Week Indonesia.
• Word of Mouth Marketing Award (WOMMA) 2011 from SWA Magazine and Onbee Marketing Research.
• Indonesia Original Brands Award 2011.
• CMO awards for The Best Employers Award and Brand Best Leadership Award.
• “The Highest Store Equity Index” based on Nielsen Research. 2011
• Superbrands Indonesia 2012.
• 5-Star World Class Quality Achievement fromSWAMagazine.
• Indonesia‟s Most Admired Company from Frontier Consulting Group and Business Week Indonesia.
• Top Brands 2012 from Frontier Consulting Group and Marketing Magazine.
• Indonesia Best Brand Platinum award 2012 from Mars Research Specialist and SWA Magazine.
• Social Media Award 2012 from Frontier Consulting Grup.
2012

• Rekor Bisnis Seputar Indonesia (ReBI) 2013 as Minimarket With The Fastest Growth from Sindo daily and Tera
Foundation.
• Indonesia Middle Class Brand Champion for Minimarket Category from Inventure Indonesia and SWAsembada
magazine.
• Service Quality Award 2013, CARRE of CSSL and Service of Excellent (Marketing Magazine).
• Indonesia’s Most Admired Company 2013, from Frontier Consulting Group and Business Week Indonesia.
• Top Brand Award 2013, from Frontier Consulting Group and Marketing Magazine.
• Indonesia Best Brand Award 2013, from Mars Research Specialist and SWA Magazine.
• Word of Mouth Marketing Award (WOMMA) 2013, from SWA Magazine and Onbee Marketing Research.
• Women No. 1 Choice Award 2013, from Kartini Group and Women Insight Center. 2013
• Digital Marketing Award 2013, from Marketing Magazine and Frontier Consulting Group

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Financial Highlights
 Financial Highlight Consolidated- Audited

Revenue (Rp Billion) Gross Profit (Rp Billion)

CAGR = 32.8% CAGR = 38.5%

34,897
6,319
27,177
20,735 4,388
15,569 3,341
11,231 2,457
1,720

2009 2010 2011 2012 2013 2009 2010 2011 2012 2013

EBITDA (Rp Billion) Net Profit (Rp Billion)

CAGR = 39.6% CAGR = 32.2%
569 *
481
2,030
361
1,496
256
1,160
186
807
534

2009 2010 2011 2012 2013 2009 2010 2011 2012 2013
* ) Income of the Year Atributable to Owner of The Parent Company Rp538

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Operational Highlights
 Our Store

• PER STORE DATA:

Average Selling Area : 90 m2
Average Sales/day : Rp 10,427,000
Spend per basket : Rp 29,000
Member’s Spend per basket : Rp 72,000
Number of SKU : + 4,000
Average Capex for new store : Approx 800-900 million
Sales mix : 70 % Food and 30% non-food

Store Ambience

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 Store Expansion and Mix
Store Expansion
Our stores are present in 16 provinces and over 350 cities in Indonesia.

Store Growth Selling Space Growth (.000 sqm)

CAGR = 26.2%
CAGR = 28.4%
782
8,557
638
7,063
526
5,797
432
4,812

3,373 288

2009 2010 2011 2012 2013 2009 2010 2011 2012 2013

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Store Mix

Geographic Breakdown of Store Location Company Own and Franchise Store

Composition

5% 6% 9% 11% 15%
2,514

44% 46% 2,054

46% 46%
45% 1,677
1,284

6,043
898
5,009
51% 48% 45% 4,120
43% 40% 3,528
2,475

2009 2010 2011 2012 2013 2009 2010 2011 2012 2013
Greater Jakarta Java (Excld Greater Jakarta), Bali & Lombok Outside Java Company Owned Store Franchise Store

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 Our Warehouse

Warehouse - Overview Warehouse Location

• Comprehensive IT systems (ordering,receiving, storage, picking Java (16 unit)
& delivering)  Serpong  Bandung 1 & 2
• Each warehouse is uniquely designed to our specific needs.  Cileungsi 1 & 2  Plumbon
• Warehouse’s Owned : 18 unit / Leased : 6 unit  Jababeka  Cilacap
• Current utilization reached more than 95%  Cikokol  Semarang
• Work 7 days a week, to ensure stock fulfilling in all our stores.  Balaraja  Solo
 Bogor  Malang
 Sidoarjo
• Key Information :  Jember

Small Medium Large Outside Java (8 unit)

Warehouse 6 unit 5 unit 13 unit  Medan  Denpasar
Type
 Pekan Baru  Makassar
Store Served 150-250 store 250-350 store >350 store
 Palembang  Banjarmasin
Land Size 1,5 hectares 2,5 hectares >3,5 hectares
 Lampung
Storage Area <4,000 sqm +5,000 sqm >6,000 sqm
 Jambi

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 Franchise Business

Franchise Stores – Overview

Franchise Store Growth (% of Total)

29% 29% 29%

Important part of our growth. 27% 27%

• Franchisees are mainly local residents.

• Two ways to become franchisee:
1. Propose a new location.
2. Take over of an existing store (w/ goodwill). 898 1,284 1,677 2,054 2,514
• Franchise terms:
Duration : 5 years
Franchise Fee : Rp 45 million for 5 Years 2009 2010 2011 2012 2013
Royalty fee : 0-4% of Sales (progressive rate)
Distribution fee : 2% of COGS
• Company provides operational standards and controls :
Merchandise mix and pricing.
Recruitment and training.
Performance reporting.
Promotion.

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 Customer Relationship Management

Innovative Customer Loyalty Programs

We have approximately 3.9 million members of which 47% are active
member. Member “Kartu AKU” (in thousand)

Through data mining , we analyze and recognize customer’s behavior

3,936
individually and develop marketing strategies (event or promo) to increase 3,502
sales performance. 3,032
2,583

1,434 1,670

2008 2009 2010 2011 2012 2013

We believe that Customer Relationship Management is a value

differentiator to drive consumer shopping destination and loyalty.

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 Community Development &
Corporate Social Responsibility
 Community Development

FY 2013 :
Encouraging Small Medium Entrepreneurs through:
• Trainning more than 7,400 SME’s retailers.
• Renovating and upgrading more than 100 traditional stores.
• Distributing merchandhise to more than 130.000 SME’s retailers surrounding Alfamart store.

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 CSR Programs

FY 2013 :
• Opened 100 “Rumah ALBI” (using second level of Alfamart store as the place for community gathering)
• Launching Alfamart Retail Class Program, in cooperation with local goverment of Jakarta (for Vocational High School)
• Delivery aid for victims of eruption of Sinabung mountain in East Sumatera.
• “Jembatan Masa Depan” Program, build bridges in rural area in Lampung, Kuningan and Magelang

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Fee Based Business

24
 Fee Based Business

• Leveraging our stores for Value Added Service to our customers.

• Significant contribution to net income.

• Services offered:
• Monthly payments (motorcycle credit installment)
• Utilities Payment (electricity top up voucher and other utilities)
• Ticket purchase (train and airlines)
• International and local money remittances (BNI Wesel PIN, Moneygram to follow)
• E-money transaction (for XL & Indosat mobile phone subscriber and DOKU)

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 PT Sumber Alfaria Trijaya Tbk
Jl MH Thamrin No 9 Cikokol Tangerang 15117
Banten,Indonesia
Phone: 62-21-55755966
Fax : 62-21-55755961

Corporate Secretary : Investor Relations :

Tomin Widian Soeng Peter Suryadi
E-mail Corporate Secretary: corsec@sat.co.id E-mail Investor Relation: investor.relations@sat.co.id

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