Strictly confidential – Only for corporate use

agenda
• OUR PURPOSE 2020
• OUR PRIORITIES 2019
• Let’s JUMP! (The journey)
• The questions game!

• Let’s JUMP! (The Contest)


OUR WHY
EXCELLENCE IN EXECUTION
TRANSFORMATION DRIVERS
Entrepreneur: Keep it Simple:
Collaborate through Trust: Learn to
PURPOSE
1st choice for multi beverages loved by all Timorese
AMBITION
Complete control over beverage portfolio & RTM, deliver 20% operating margin,
best in class for people & talent development
MISSION
Deliver consumer delight, foster a fun & learning organization
which acts with high social responsibility
KEY PRIORITIES
• Develop national beer(s) • Zero bad costs
• Build softdrinks portfolio • Lead TL in sustainability
• Sustainable RTM • Talent & leadership
• Winning portfolio development
OUR BEHAVIOURS OUR VALUES
NEW MINDSET,
Put Safety First: Act as an Passion for Quality: Enjoyment of life:
NEW RESULTS
Respect for people & planet
Improve
OUR PRIORITIES 2019
Safety First
Shape thinking with Behavior Based Safety (BBS) Implementation

Safety plan 2019

♦ Shop floor:
♦ Training
o Strengthen LOTO implementation
■ Continued basic safety training for all
o Equip, strengthen on controlling PPE usage; stock
employees:  to increase awareness, especially
focus on: o Set up and strengthen contractor management starting from procurement process

o Driving safety (to employee, and driver for 3rd o Strengthen safety compliance for everyone who enters the production unit
party); LSR (continues refresh training)
o FLT Safety Driving (Q3’19) ♦ System
o Rescue drills: Working at height, confined ■ Heiquest system: continue to answer and define action to close gaps
space (Q3’19)
o Chemical training (Q2 ‘19)
♦ TPM Safety pillar roll out : Safety Pillar team & organization
o Permit to work (continues refresh training)
■ Structure, organization
o LOTO (continues refresh training)
■ Vision, mission

■ ORR (Operational Risk Reduction) team launch (pilot phase)

■ Implement Behavioural Based Safety (BBS): ■ Safety tagging integrated with TPM; Feedback and follow up key Safety Tag System
specific checklist by per department, focus on
LSR observations
♦ Set up of Environmental Management System, follow the Heineken environment
■ Comprehensive MT & MT-1 Involvement
standard which includes policy & procedure on waste control, water & air pollution
OUR PRIORITIES 2019

DELIVER TOP LINE GROWTH

Main Priorities Actions in AP19 FY ’19 measure of success
Market Share Increase through EOE, On Premise exclusivity, Key accounts loyalty,
• Market share to >93%

1
leverage our wide portfolio and small pack strategy
• Trade census expansion
WIN IN S TRONGHO LD • HTSA SR Outlet Coverage from 70% to 80%
Sustainable RTM through trade control by using digital tools and service improvement, • Direct Selling in 3 Districts
increase coverage, direct selling in districts & Value Chain Correction

Category Growth of economy beer (Liurai) through different product (look, feel, & taste)

2 CREATE & S HAPE NEW

SEGMENT
and different RTM
Portfolio extension Soft Drinks (Amigo) through existing RTM, right value
• Sell 4 khl of Liurai, limited / no cannibalization
• Sell 7 khl of Amigo
Chain, BTL effective activation and leverage HTSA current structure

3 QUALITY Product Quality E2E (Freshness – Process – Packaging)

• Less than 3 months market stock
• Consistent taste

4
Focus on Business Code of Conduct at all levels (Employees, Suppliers and customers)
INTEGR ITY & Drive BaBW agenda with PET recycling, cassava farmers engagement, solar power and
• 100% people trained (All levels)
SUSTAINABILITY • Trusted partner for community
drive Key CSR pillars

• 100% Leaders Trained on Leadership Expectation –

5 LEADERSHIP Focus on Leadership Behaviors through specific Leadership and Performance
Management programs (MT, MT-1, Sales Supervisors and Team Leaders)
Improve My Manager Score in Climate Survey
• Performance Mgt Process lead by Managers (MyHR
System, Talent meaning & Performance Management
process) – Improve My Development Score in Climate
 Regain Growth & Market share
1 WIN IN STRONGHOLD

Selling Out (khl) 2014 2015 2016 2017 2018 AP 2019

Bintang 23 44 67 57 42 56
Tiger 12 10 6 2 4 7
ABC 12 8 4 3 2 3
Heineken 2 1 2 2 1 2
Sagres 0 0 1 1 5 8
Liurai 4
Total 49 63 80 65 55 80
Growth vs PY 9% 29% 27% -19% -16% 46%
Market Share 76% 85% 95% 90% 80% 93%

Parallels
Parallels &
& Supply
Supply Parallels
Parallels solved
solved Political uncertainty, reduced Create economy
competition
competition constrains
constrains Supply
Supply ok
ok government spending, competition segment &
Price
Price variations
variations Penetration
Penetration taking interest seeing HTSA’s accelerate growth
focus
focus success of 2016 of Tiger & Sagres

Note: based on sell out figures

Tighten control over outlets & winning against competition
Merchandisers to maintain Features, Advantages, Benefits Block display to maximize forward
Forward Stock in store (FAB) sell-out focus stock

Merchandisers deployed to key outlets in Dili Introduce more sell-out program incentives to the outlet Do more in-store branding by renting space, creating
2019 to expand to 3 districts (with key competitor Show outlets selling benefits via shopper drivers prioritization Joint business partnership with Key accounts.
presence). 50 gondolas to be set up in 2019
Supported with free product to the outlet. Gifts with purchase in-store to end user

Planned: Q2’19 - 15 in Full display in own chiller Contract outlets

Dili, 5 in District Outlet contracts and
incentivize display KPIs
Flex full portfolio strength BEACH
for only for HTSA
(beer & softdrinks) BAR products.
Merchandising to keep Forward
Planned 2019: total 500 Stock Planned 2019
chillers 25 on-trade outlets
exclusive
2 CREATE & SHAPE
NEW SEGMENT

LIURAI AMIGO
LIURAI Requires a different RTM
DISTRIBUTOR
SOLE Distributor: Lisun Distributor to
maintain close control
Product Go to Market:
Sell to Districts where local spirits (Tua) are large
Sell-in only to agreed Stockists
Sells with a specific drop size (100 ctns/stockist)
Price ex-distributor
Carton (4x1.4lt): $14/ctn
1st phase Q1’19: Suai, Gleno, Manatuto & LosPalos
Next Phase Q2’19: Baucau, Ermera & Oecussie
(Tua production & consumption in above)
Control:
Only sell agreed drop size. No cross border selling
Traditional off-trade only
STOCKIST KIOSKS & LOJAS
Stockiest: Priority Channel:
Appointed Stockist in phase 1 districts Kiosk / Loja
Target Outlets: Traditional Market place in districts
Sells to listed outlets (ND list of kiosks
agreed with HTSA)
Launch will be purely based on availability. Drop off 2
Method of selling (Price ex-stockist: bottles for outlet owner + leaflet story. After which
$14.50/ctn) drop size of 1 pack per outlet.
 Pre-selling & Canvassing Price: $4/bottle
District / Sub Districts Places & Occasions
Trial in nominated Districts product. • Where: Sub districts, rural setting, villages
Monitor sales trends and control • Occasions: Cultural activities, group consumption
cannibalization settings, time with friends & family
Summary: Must be ranging in outlets that already have the tua (tua outlets)
• Not in outlets that currently have strong Bintang/Tiger/ABC
• Sell into outlets that are not selling beers at the moment
• Control cannibalization (check the growth of other mainstream beer over 6 months)
3 QUALITY

Product Quality
Drive awareness, supervision & monthly MT review

First Time Right Finished Product

Key quality measures:

• Bitterness ( blending with Tiger )
• Foreign Gas
• Color

Corrective actions:
• Bitterness correction with b – hop
• Foreign Gas : training and awareness and more
frequent controls
• Color correction with caramel at filtration
 Brewery Priorities 2019
• LSR compliance
Focus: Energy Reduction:
• Filtration run length • Demand forecast • CO2 generation
• Process safety • Yeast purging • Freshness in • CO2 recovery rate
• PTW, LOTO • Packaging extract loss market
• Road safety (Can, PET)
CO2 Reduction:
SAFETY • Measure & control
Total
Compliance TPM • FTR for BBT, Filtration
Energy process
[MJ/hl]
Extract S&OP
Food safety CO2
Compliance Losse Consumption
s Wate & Supply
r
WATER AVAILABILITY:
Strategic / Business Importance

FTR • Measure & control

Performance • Recovery rate
finished Quality management
managemen product ISO • Optimal CIP
t system:
9000/2015
• Get certificate Q4.19
; HACCP

Planned Focus Reduction:

Maintenance • Break down
Taste Test
System; workforce • Speed loss, minor stop
planning
Score Fresh packaging
(%) • External stop
OPI NONA
Packaging
Canning
Conformance to
Schedule (%)

Priority 3 Priority 2 Priority 1

Performance Gap to Target

4 INTEGRITY &
SUSTAINABILITY
5 LEADERSHIP HTSA LEADERSHIP JOURNEY
HR Dashboard to track our activities

THE PURPOSE DIAGNOSE DRIVE

DEFINE DEVELOPMENT ACTIONS
Strengths and Development Through day to day people
What these mean Manager and teams
Areas processes

KM 0 Coaching Session
360 Assessment People Plan STIs (Based in LE)
360 Self reflection among MTs
Build together a High
EYR
Performance MT who MyHR
MT Leadership Training & CHANGE THE CULTURE
Inspires others ‘What (HTSA Leadership Expectation How to
Training & Formal Coaching
ACCOUNTABILITY (LET’S
Transformation Kick off End Year Review and 360 Leading Training
Vision, Ambition and give JUMP)
Conversations with teams the process
purposes )’ and ‘How (Our Feedback
role as leaders)’
Act as a mentor of Top
Leading the change through Formal Leadership
Talents (Cross MT LE Manifesto
Climate Survey Results Training
functional)

Formal LEADERSHIP
KM 0 360 Reflection People Plan STIs (Based in LE)
Training
Build together a High
Performance Leaders who Leadership Expectation Coaching (As coachee)
MT-1 CHANGE THE CULTURE
Inspires others ‘What (HTSA Kick off + Together We Role Model Detection
and Coach for Top
ACCOUNTABILITY (LET’S
Leadership Talent Supervisors /
Vision, Ambition and Inspire Presentation 360 Assessment JUMP)
Transformation Young Talents or APGP
purposes )’ and ‘How (Our Program
role as leaders)’ 2019
EYR
MyHR
Training & LE Best Practices Recognition
Training & Regional Training /
How to in Leadership Meetings
Leading Experiences
give
the process
Feedback
CHANGE THE CULTURE
Coaching Sessions from
KM 0 360 Reflection ACCOUNTABILITY (LET’S
MT-1 (As coachees)
JUMP)
Supervisor Leadership Expectation & EYR
Heineken Behavours Kick MyHR
Transformation Training &
Build our talent pipeline focus off Training & Regional Training /
People Done
“PROJETO + Together We Inspire
360 Assessment How to
Leading Experiences
Plan STIs (Based in LE)
on future line managers MT-1 give
AVANZA” Presentation Program the process Q1 & Q2 2019
Feedback
2019 Q3 & Q4 2019
People plan priorities 2019 5 LEADERSHIP

HR TRANSFORMATION THE PURPOSE

1- Stability in the HR Structure

2- Finish all HR Policies and put in place new ways working. Build together a High
Performance MT who
MT Leadership
LEADERSHIP Inspires others ‘What (HTSA
Transformation
Vision, Ambition and
purposes )’ and ‘How (Our
3- Leadership Program “Together we INSPIRE” for MT, MT-1 and local leaders (Sales role as leaders)’
Supervisors and Brewery Team Leaders).
4- UNTL the agreement to certificate our employees in a post graduate (2019 only related to
Leadership Management Post Graduate Program). Build together a High
Performance Leaders who
MT-1
Inspires others ‘What (HTSA
TALENT & PEOPLE DEVELOPMENT Leadership
Vision, Ambition and
Transformation
purposes )’ and ‘How (Our
5- APGP & Young Talent Program role as leaders)’
6- MyHR Deployment (Core HR, Performance Management & Recruiting)
7- Individual Learning Paths

DIVERSITY, CULTURE AND CLIMATE Supervisor

Transformation
Build our talent pipeline focus
8- Climate improvement plan “PROJETO
on future line managers MT-1
9- Change Agents Program – New Mindset – new results. AVANZA”
10- CSR Activities
11- Healthy Heineken – Wellbeing program
agenda
• OUR PURPOSE 2020
• OUR PRIORITIES 2019
• Let’s JUMP! (The journey)
•

• Q&A
• Let’s JUMP! (Living the experience)
• Let’s JUMP! (The Contest)
Let’s JUMP!
A Journey to Upbuild New Minds and Grow Performance
 RESULTS The good actions get good results.

The good beliefs inspire good actions

ACTIONS

BELIEFS The good experiences can change beliefs

Each interaction that we have

EXPERIENCES with others create experiences

Nothing, absolutely nothing, gets people to change the way they

act faster than getting them to change the way they think.
Is the ability to choose,
Is the ability to DECIDE to CHANGE the GAME
Is believe that everything is
Questions GAME!!!
THE LOGO AND PICTURE CONTEST
You have two options to win!!!!!
Examples of Logo

Option 1 (Individual participation)* 1st place win 500USD – 2nd place

win 250USD – We are looking for our new Let’s Jump Logo!! Please send us your logo to
letsjump@Heineken.com (Doesn’t matter how) A draw, a picture, your design in paper etc.
Examples of picture
Option 2 (Participation In group)* 1st
place win 50USD every member in the
picture–Upload one picture jumping with other Heineken Employees to your @workplace (Heineken
brands should appear in the picture) See one example in the next slide.

You can participate in both options or only in one*, You decide!

Whatever you decide should be before 12nd of March
*Only Regular Contract Heineken Employees
PICTURE ALL TOGETHER