MANAGEMENT

PRESENTATION

PT Sumber Alfaria Trijaya Tbk

As of March 31, 2018
As of Sep 30, 2018
Confidential - Do not duplicate or distribute without written permission from the Company
• Overview YTD Sep 2018
• Groceries Retail Industry Update
• Operational Performance
• Financial Highlights
• Marketing Event & Accolades

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 OVERVIEW YTD SEP 2018

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 OVERVIEW YTD SEP 2018

 Indonesian Total Groceries market for ytd Sep 2018 recorded marginal growth 0f 0.8% (a decline from
2.7% for ytd Sep 2017).

 Supermarket/hypermarket showed quite a decline from -2.3% in ytd Sep 2017 to -4.7% in ytd Sep 2018
and Traditional Channel also recorded a significant decline from 2.2% to -1.3%. At the same time
Minimarket grew from 6% to 7.4%.

 Net addition of stores ytd Sep 2018 : Alfamart 40 stores, Alfamidi 62 stores, and Dan+dan 13 stores.

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 GROCERIES RETAIL INDUSTRY UPDATE

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 TRADE CHANNEL GROWTH

In 3rd quarter 2018, the modern trade channel growth were mainly driven by minimarket growth from 6% to
7.4%. Both Traditional trade and Super/Hyper recorded a negative growth (-1.3% and -4.7% respectively).

Indonesian Total Grocery Ytd Sep 2018 vs Ytd Sep 2017 (Total 55 FMCG Categories)

0.8
Indonesia
2.7
-4.7
MT Super/Hyper
-2.3
3.7
Modern Trade
3.3

7.4
-1.3 MT Minimarket
Traditional Trade 6.0
2.2

Ytd Sep 2018 Ytd Sep 2017 Ytd Sep 2018 Ytd Sep 2017

Source: Nielsen Retail Audit

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 GROWTH BY DEPARTMENTS

Both Food and Non Food recorded a marginal growth during Ytd Sep 2018.

Indonesian Total Grocery Ytd Sep 2018 vs Ytd Sep 2017 (Total 55 FMCG Categories)

2.1
Beverages
0.8 1.5
Total FMCG 1.7
Cooking & Seasoning
2.7 9.8

-0.5
Breakfast
3.2
0.8 2.6
Indulgence
Food 7.4
3.0 -1.4
Dry Food
-2.2

1.0 0.4
Personal Care
2.6
Non Food
2.0 2.1
Home Care
1.3

1.4
Ytd Sep 2018 Ytd Sep 2017 Pharmaceutical
0.3

Source: Nielsen Retail Audit

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 TRADE CHANNEL CONTRIBUTION

Both excluding and including Cigarettes, the contribution of Super/Hyper were decreasing while Minimarket
was Increasing.

Indonesian Total Grocery Ytd Sep 2018 Indonesian Total Grocery Ytd Sep 2018
(Total 55 FMCG Categories) (Total 55 FMCG Categories + Cigarette)

58.3 58.5 58.1 57.8 56.5

74.0 74.2 74.0 73.9 72.6

13.4 12.6 12.1

14.9 14.5

8.5 8.1 7.4 6.9 6.7

26.9 27.0 28.5 29.6 31.4
17.6 17.7 18.6 19.2 20.7

2014 2015 2016 2017 Ytd Sep 2018 2014 2015 2016 2017 Ytd Sep 2018

Traditional Stores Super Hyper Minimarket Traditional Stores Super Hyper Minimarket

Source: Nielsen Retail Audit

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 ALFAMART & ALFAMIDI MARKET SHARE YTD SEP 2018

Both Alfamart & Alfamidi market share to Total Indonesia MT Minimarket grew marginally (from 31.4% to
31.7% and from 5.3% to 5.4% respectively). Total Alfamart & Alfamidi to Total Indonesia MT Minimarket
Channel grew from 36.7% to 37.1%.

Alfamart & Alfamidi vs MT MM Ytd Sep 2018 (Total 55 FMCG Categories)

Alfamart to Indonesia MT MM Alfamidi Share to Total Indonesia MT MM Group to Total Indonesia MT MM

37.1

31.7 36.7
31.4

5.4 5.3

Ytd Sep 2018 Ytd Sep 2017 Ytd Sep 2018 Ytd Sep 2017 Ytd Sep 2018 Ytd Sep 2017

Source: Nielsen Retail Audit

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 INDUSTRY LANDSCAPE YTD SEP 2018

Store Number
Jan 18 Ytd Sep 2018
ALFAMART 13,490 13,517
ALFAMIDI 1,419 1,455
ALFAMIDI SUPER 12 14
LAWSON 37 37
DAN+DAN 108 120
CIRCLE K 396 406
INDOMARET 15,226 15,765
FARMER MARKET 20 21
SUPERINDO 155 157
RANCH MARKET 13 15
LOTTE SUPER 2 2
RAMAYANA 87 86
FOODMART 38 23
GIANT EKSPRES 105 99
HERO 29 29
LOTTE HYPER 15 15
GIANT EKSTRA 58 59
HYPERMART 114 111
WATSONS 79 96
BOSTON 100 78
GUARDIAN 251 258 Source: Nielsen Retail Audit

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 GROCERIES GROWTH BY REGION

 Java still recorded the highest contribution of 68.8%, whilst Kalimantan recorded the highest growth of 3.1%.
Indonesian Total Groceries Ytd Sep 2018 vs Ytd Sep 2017 (Total FMCG 55 Categories)

Source: Nielsen Retail Audit

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 MODERN TRADE GROWTH BY REGION

 Java grew by 3.1%, whilst Other Islands (Kalimantan, Sulawesi & Other Eastern Indonesia ) showed the highest
growth of 6.5%.
Total Indonesian Modern Trade Ytd Sep 2018 vs Ytd Sep 2017 (Total FMCG 55 Categories)

Indonesia
Growth
MT
3.0
3.7%
% Contribution

Sumatra
MT
4.3%
15.5 Other Islands
MT
13.0
6.5%
13.1
Java MT
3.1%

71.3

Source: Nielsen Retail Audit

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 OPERATIONAL PERFORMANCE

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 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

 138,000 + employees *  14.2 million + members
 42 warehouses

Store Concept No .of Stores Description

 Selling space 90-100 m2

 Small format with ≤ 4,000 SKUs
13,517  74% owned, 26% franchise
 Mostly located in residential area

 Selling space 250–300 m2

 Larger format with > 7,000 SKUs
1,469  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
120  Targeting middle and middle lower consumers for health and beauty
related products
 Mostly located in residential / commercial area

* Including Franchise store employees

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 STORE GROWTH

There is 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 15,143 14,923

17.9 21.2 25.4 27.7 28.7 29.2 28.4

3,559 3,528 3,560

3,383
41.0 37.4 3,172
35.0
38.0 37.6 37.7 37.7 2,941
2,523

11,469 11,615 11,363

10,362
9,086
41.1 41.4 39.6 7,817
34.3 33.7 33.1 33.9 6,779

2013 2014 2015 2016 2017 YTD Sep YTD Sep 2013 2014 2015 2016 2017 YTD Sep YTD Sep
2018 2017 2018 2017

Greater Jakarta Java (Outside Greater Jakarta) Outside Java Company Owned Franchise

Above are consolidated total number of Alfamart, Alfamidi, Lawson and Dan+Dan stores.

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 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

 Surabaya a)  Bitung 1 a) & 2 b)  Palu a)

 Serang  Yogyakarta a)

Notes :
 Cianjur
a) Alfamidi
b) Dan+Dan

As of Sep 2018, we managed 42 warehouses scattered throughout Indonesia

(32 warehouses for Alfamart, 9 for Alfamidi and 1 for Dan+Dan)

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 FINANCIAL HIGHLIGHTS

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 INCOME STATEMENT SUMMARY-CONSOLIDATED (Rp Billion)
As of Sep, 2018

Revenue Gross Profit

CAGR = 15.42% Unaudited CAGR = 17.13% Unaudited

61,465
56,107 12,001
48,265 49,605 10,872
45,605 9,698
41,496 9,209 8,826
34,634 7,735
6,376

2013 2014 2015 2016 2017 YTD Sep YTD Sep 2013 2014 2015 2016 2017 YTD Sep YTD Sep
2018 2017 2018 2017
EBITDA Income for the year attributable to owners of the
Parent Company
CAGR = 13.30% Unaudited CAGR = -13.63% Unaudited

3,306 3,439
2,791 2,788
2,568 602
2,364 539 540
2,087
451
300 335

97

2013 2014 2015 2016 2017 YTD Sep YTD Sep 2013 2014 2015 2016 2017 YTD Sep YTD Sep
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

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 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 1.55 5.70 6.23

0.47 1.86

2013 2014 2015 2016 2017 Ytd Sep Ytd Sep 2013 2014 2015 2016 2017 Ytd Sep Ytd Sep
2018 2017 2018 2017

DER ( Gross Debt to Equity ) Net Gearing Ratio (x)

Unaudited Unaudited

1.64 1.65 1.46 1.51

1.50 1.32
1.34 1.27 1.11 1.09
1.08
0.87
0.82
0.66

* Net Gearing (Consolidated) : as of Sep 30, 2016 1.14x

2013 2014 2015 2016 2017 30-Sep-18 30-Sep-17 2013 2014 2015 2016 2017 30-Sep-18 30-Sep-17
as of Sep 30, 2015 0.98x

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MARKETING EVENT & ACCOLADES
 MARKETING EVENT

Yearly major events

Kejutan Awal Tahun Senyum Keluarga Indonesia Kejutan Akhir Tahun

*) Every Rp30,000 purchase, customer get *) Every Rp40,000 purchase, customer get *) Every Rp30,000 purchase, customer get a
a stamp which can be exchange with Royal 1 alphabet & unique code to winning stamp which can be exchange with Royal
VKB collection (during Jan – May 2018) voucher reward (during Apr – May 2018) VKB collection (during Aug – Dec 2018)
 MARKETING EVENT

Supporting Sponsor Supporting Sponsor

Company sold Official Merchandise Asian Games 2018 products Supporting Campaign Digital Asian
in stores Games
 ACCOLADES

Accolades

 WOW Brand 2018 (Gold Champion Minimarket Category)

 ICMA – Indonesian Content Marketing Award (Retail Category)

 Indonesia Most Innovative Business Award (Retail Sector)

 Innovative Company in Digital Service and Marketing (Retail Category)

 Social Media Award 2018