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

Page 2

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
Category

13.8

Personal Care

Home Care

Food

14.8

10.5

14.1
Pharmaceutical

Non Food

9.4

13.0
Source : Nielsen Retail Audit

Page 4

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

13.8

Total Indonesia

Super/Hyper

16.9

Modern Trade

9.4

21.5

Minimarket

28.4*

11.2

Traditional Store

* Growth rate Jan Nov 2013 vs. 2012

Source : Nielsen Retail Audit

Page 5

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

Page 6

Super Hyper

Traditional Store

Source : Nielsen Retail Audit

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

19.5

21.4

YTD Nov 2012

YTD Nov 2013

Share to Indonesia MT MM

31.4

33.1

YTD Nov 2012

YTD Nov 2013

Source : Nielsen Retail Audit

Page 7

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
17.7

17.2
14.0

13.2

11.7

12.0

Value Growth %

17.0
13.0
11.3

9.4

8.4

5.7

6.0

5.5
2.9

-0.1

-0.7
Instant
Noodles

Coffee

Biscuit

Page 8

Powder
Milk

Mineral
Water

Tea-RTD Cooking Oil Skincare Detergent Shampoo

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.

Page 10

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.
Indonesias 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.

Superbrands Indonesia 2012.

5-Star World Class Quality Achievement fromSWAMagazine.
Indonesias 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.

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).
Indonesias 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.
Digital Marketing Award 2013, from Marketing Magazine and Frontier Consulting Group

Page 11

2011

2012

2013

Financial Highlights

Financial Highlight Consolidated- Audited

Gross Profit (Rp Billion)

Revenue (Rp Billion)

CAGR = 38.5%

CAGR = 32.8%
34,897

6,319
27,177
4,388

20,735
3,341

15,569
2,457

11,231

2009

1,720

2010

2011

2012

2013

2009

2010

2011

2012

2013

Net Profit (Rp Billion)

EBITDA (Rp Billion)

CAGR = 32.2%

CAGR = 39.6%

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

Page 13

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

Members 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

Page 15

Store Expansion and Mix

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

Selling Space Growth (.000 sqm)

Store Growth
CAGR = 26.2%

CAGR = 28.4%
782
8,557

638
7,063

526
5,797

432

4,812

288

3,373

2009

2010

2011

Page 16

2012

2013

2009

2010

2011

2012

2013

Store Mix
Geographic Breakdown of Store Location
5%

44%

6%

46%

9%

46%

11%

Company Own and Franchise Store

Composition
15%

2,514

2,054

46%

45%

1,677
1,284
6,043

898

51%

2009
Greater Jakarta

48%

2010

45%

2011

43%

2012

Java (Excld Greater Jakarta), Bali & Lombok

Page 17

40%

2013
Outside Java

5,009
3,528

4,120

2,475

2009

2010

2011

Company Owned Store

2012
Franchise Store

2013

Our Warehouse

Warehouse - Overview

Warehouse Location

Comprehensive IT systems (ordering,receiving, storage, picking

& delivering)

Java (16 unit)

Serpong

Bandung 1 & 2

Each warehouse is uniquely designed to our specific needs.

Cileungsi 1 & 2

Plumbon

Warehouses 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

Warehouse
Type

Medium

Large

6 unit

5 unit

13 unit

150-250 store

250-350 store

>350 store

Land Size

1,5 hectares

2,5 hectares

>3,5 hectares

Storage Area

<4,000 sqm

+5,000 sqm

>6,000 sqm

Store Served

Outside Java (8 unit)

Medan

Denpasar

Pekan Baru

Makassar

Palembang

Banjarmasin

Lampung

Page 18

Jambi

Franchise Business

Franchise Stores Overview

Franchise Store Growth (% of Total)

Important part of our growth.

Franchisees are mainly local residents.
Two ways to become franchisee:
1. Propose a new location.
2. Take over of an existing store (w/ goodwill).
Franchise terms:
Duration : 5 years
Franchise Fee : Rp 45 million for 5 Years
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.

Page 19

27%

29%

29%

29%

27%

898

1,284

1,677

2,054

2,514

2009

2010

2011

2012

2013

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 customers behavior

individually and develop marketing strategies (event or promo) to increase
sales performance.

3,502
2,583
1,434

1,670

2008

2009

2010

3,936

3,032

2011

2012

2013

We believe that Customer Relationship Management is a value

differentiator to drive consumer shopping destination and loyalty.

Page 20

Community Development &

Corporate Social Responsibility

Community Development

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

Page 22

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

Page 23

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)

Page 25

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 :
Tomin Widian
E-mail Corporate Secretary: corsec@sat.co.id

Page 26

Investor Relations :
Soeng Peter Suryadi
E-mail Investor Relation: investor.relations@sat.co.id