AP Resultados Estudio de Ejecución PDV 05 16

Resultados Estudio de Ejecución PDV
Agua Pura
Mayo 2016
Nuestros Pilares
• Rentabilidad
• Volumen
• Servicio al Cliente
• Recurso Humano Motivado, Comprometido y Capacitado

Share Nacional EEPDV
• Estable la participación de Salvavidas a nivel nacional. Se observa un decrecimiento de
Aqua que es capitalizado por Cielo.
60.0%
56.2% 54.8% 55.5%
54.5% 54.6% 53.3% 54.1% 53.2% 54.7% 53.8%
51.4% 50.2% 49.3% 49.0% 50.0% 49.0% 49.2%
50.0%
40.0%
35.4% 35.9%
31.7% 30.6% 31.5% 31.2%
28.0% 28.8% 28.7%
25.6% 27.0% 26.7%
30.0%
26.2%
24.8%
23.0% 24.1% 23.1%
20.0% 22.5% 21.3% 21.6%

20.7% 20.4% 20.0% 20.1%
18.8% 18.1% 17.9% 18.1% 17.9% 17.8% 16.6%
16.7%
10.0%
14.1% 13.6%
2.1% 1.4% 1.5% 1.3% 1.0%

0.6% 0.2% 0.2%
0.0%
0.0% 0.1% 0.0% 0.1% 0.1%
15 15 15 15 15 15 15 15 15 15 15 15 -1
6
-1
6
-1
6
-1
6
-1
6
n- b- ar
- r- ay
- n- Ju
l- g- p- t- v- c - n b r r y
Ja Fe M Ap M Ju A u Se Oc N o De Ja Fe M
a Ap M
a
AQUA SALVAVIDAS CIELO
SCANDIA SHANGRILA WATTA
Share por Presentación Nacional
Total Pais
50.0%
45.9%
45.0%
• La presentación de 3.3 litros de Salvavidas, representa el 1.5% de
41.3%
share de mercado. Cielo en la misma presentación alcanza el 3.9%

40.4%
39.7%
40.0%
• Se observa contracción en el share de Cristalina 350 ml. Para mayo

32.0%
35.0%
31.0%
obtiene 2.7% de participación a nivel nacional.

30.0%
25.0%
18.3%
17.8%
17.4%
17.2%
17.1%
16.8%
20.0%
16.1%
15.7%
15.6%
15.4%
13.5%
13.0%
15.0%
10.6%
9.8%
9.2%
8.9%
8.4%
8.4%
10.0%
7.0%
6.5%
6.2%
5.9%
3.4%
4.9%
4.5%
4.4%
4.4%
4.0%
3.9%
3.9%
3.5%
3.2%
1.6%
3.1%
2.9%
2.8%
2.7%
2.6%
2.7%
2.4%
2.5%
5.0%
2.3%
2.2%
2.2%
2.0%
1.8%
1.8%
1.5%
1.1%
1.0%
0.9%
0.9%
0.9%
0.8%
0.6%
0.6%
0.5%
0.2%
0.1%
0.0%
0.0%
0.0% 0.0%
oz o s s s S t. . l
ito itr Lt Lt lo
n Lt 5 0
LT 37
5
62
5
1L 3l
ts m 00
nc 20 L 1.
5 8
Ga
2 a3 .3 lo 50 5
o S S
AP
S
AP
S
in S3
lo lo
el
o -7 ua
ch AP AP AP
S
AP
S al Ci
e
Ci
e
Ci
e
Ci 0 Aq
P a
is t AP 60
AP
S Cr u a
Aq
dic-15 ene-16 feb-16 mar-16 abr-16 may-16
Cobertura a Nivel Nacional x Marca
Total Pais
90.0%
78.3%78.2% 78.3% 78.5% 78.9% 77.2%

80.0% 75.9% 77.3% 75.5% 76.1% 76.1% 76.1% 76.7% 76.8%
70.9% 72.4% 69.5%
70.0%
60.0%
50.0%
39.3% 39.0%
40.0% 36.0%36.1%36.9%34.7%34.6%34.1%36.9%34.9%36.4%34.7% 35.8%35.0%35.2%38.1%37.6%
36.4%34.6% 36.6%35.7% 37.5% 36.8%

30.0% 34.2%
30.4%32.4%31.2%30.3%30.3%31.6%29.8% 31.8% 31.3% 32.1%
20.0%
10.0%
0.0%

AP
S
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
Pa
ch
o
8.3%
n
7.0%
cit
o
8.0%
5.6%
7.9%
6.3%
AP
dic-15
76.5%
S2
0
74.9%
oz
75.3%
68.5%
73.8%
74.4%
AP
S
5.2%
L
6.4%
itr
o
4.5%
4.8%
11.7%
12.9%
AP
Sr
0.5%
10
0.8%
oz
0.9%
ene-16
0.4%
0.9%
0.7%
AP
S 2 Lt
s
Cobertura por Presentación
10.0%
8.8%
AP
S Ga
lo
n
6.5%
feb-16
5.7%
AP
S3.
3
Lt
s
2.0%
Ci
el
o
29.2%
33.9%
Total Pais
37
5
33.6%
35.3%
33.9%
36.5%
Ci
el
o
20.8%
mar-16
62 23.8%
5
22.9%
23.0%
26.5%
26.4%
Cie
5.8%
ol
9.9%
Lt
8.8%
7.4%
11.8%
Ci
12.5%
el
o
3L
AQ
ts
abr-16
UA
8.1%
60
5.5%
0-
35.7%
75
0
33.4%
m
l
32.7%
31.9%
37.5%
36.1%
AQ
U
3.2%
A
4.9%
50
0
4.8%
2.2%
C
2.3%
ir st
2.5%
al
i
may-16
2.8%
na
3.9%
35
0
5.8%
5.7%
6.8%
5.7%
Clientes Competencia sin APS
90%
80% 78% 78% 78% 79% 79%

76% 77% 76% 77% 76% 77% 76% 76% 77% 77%
76%
69%
70%
60%
50%
39%
40% 39% 36% 37% 37% 37% 36% 37% 38% 38%
36% 35% 36% 35% 35% 36% 35%
36% 32% 37% 37%
34% 35% 34% 35% 36%
30% 32% 31% 31% 32% 31%
30% 30% 30%
20%
15% 15% 16% 15% 15%

10% 14% 13% 13% 13% 13% 14% 14%
12% 12% 12% 12% 12%
10% 9% 9% 9% 9% 10% 9% 13% 10% 10% 10% 11% 12% 12% 16% 13% 13%
0%
1 5 5 15 5 15 1 5 5 15 5 5 15 15 1 6 6 6 6 16
n- -1 - r-1 - n- l-1 g- -1 -1 v- - n- -1 -1 r-1 -
Ja eb ar p ay Ju Ju u ep O ct o ec Ja eb ar p ay
F M A M A S N D F M A M
Aqua sin APS Cielo sin APS Cob AQUA Cob SALVAVIDAS Cob CIELO
Cobertura Cielo Personal vs. Cobertura Cristalina 250ml - Nacional
40%
36%
35%
35% 35% 34% 34%
33% 33% 34%
32%
30% 29%
25%
20%
33% 32% 32% 33%

30% 31% 32%
15% 30% 30%
28%
10%
7%
6% 6% 6%
5% 4% 4%
2% 3%
2% 2%
0%
Aug-15 Sep-15 Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-16 Apr-16 May-16
Cob Cielo sin CristalPer Cob Critalr350 Cob Cielo 375

CENTRO CENTRO
Share por Empresa Centro Centro
Centro
60.0%
56.1% 55.2% 55.5%
54.1%
52.6%
50.5% 50.1%
48.2% 48.1% 47.7%
50.0%
46.3% 45.6% 46.4% 46.3% 46.8%
44.4% 48.8%
42.3% 41.1% 41.4%
39.5% 40.3% 40.9% 40.9%
40.0%
38.4% 38.4% 37.4% 38.4%
35.8%
39.7% 33.7%
31.4%
34.8% 33.4%
30.0%
20.0%
15.9%
11.6% 10.4%
14.2% 14.1% 15.0% 9.0% 9.9%
10.0% 12.7% 12.8% 13.5%
11.1% 11.6% 11.0% 10.7% 11.1%
8.4% 0.9%
0.9% 0.5% 1.5% 0.5% 0.5%
0.0%
5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
n-
1 -1 -1 r-1 - n-
1 l-1 g- -1 -1 v- - n-
1 -1 -1 r-1 -
Ja F eb ar A p ay Ju Ju u S ep O ct o ec Ja F eb ar A p ay
M M A N D M M

Share por Presentación Centro Centro
• El share de 3.3 de Salvavidas alcanza el 3% vs. Cielo que obtiene el 7.1% de participación en
el territorio.
• Se observa una contracción en el share de Cristalina 350ml.
35.0%
30.1%
29.6%
28.5%
30.0%
26.7%
26.0%
25.6%
24.9%
24.8%
24.7%
25.0%
22.5%
19.8%
18.2%
17.8%
17.7%
20.0%
16.2%
16.0%
14.9%
13.9%
13.2%
15.0%
10.7%
10.4%
9.8%
9.6%
9.3%
9.3%
9.1%
9.0%
8.2%
10.0%
7.8%
7.3%
7.1%
5.7%
5.6%
5.5%
3.9%
5.0%
5.0%
4.9%
3.5%
4.2%
4.1%
3.7%
5.0%
3.0%
2.9%
2.9%
2.8%
2.7%
1.8%
1.4%
1.2%
1.1%
1.0%
1.0%
0.9%
0.6%
0.5%
0.4%
0.3%
0.3%
0.1%
0.2%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.1%
0.1%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
oz s s s S t. . l
c ito itr
o Lt Lt lo
n Lt 5 0
LT 37
5
62
5
1L 3l
ts m 0 0
on S2
0
S L 1.
5 S 8
G a S 2 a3 3.
3 o o o o 75
0 a5
ch AP S AP S AP in el el el el 0-
u
AP AP AP al AP
S Ci Ci Ci Ci Aq
Pa s t 0
S Cr
i a6
AP Aq
u

Cobertura Centro Centro x Marca
Centro Centro
80.0%
72.7%72.9%72.0%72.8% 72.7%
70.6%69.7%
67.5% 67.5%69.1%68.3% 66.5%67.4%67.7%69.1% 67.6%
70.0% 65.9%
69.2% 68.8% 67.5%
65.5% 65.7%
60.0%
61.8%61.2%62.8% 63.1% 63.5% 63.7%
60.6% 61.0% 60.6%
58.9% 58.9%
50.0% 53.1%
41.3%
39.1% 38.6%
37.1% 36.8%37.2%35.6% 36.9% 36.5% 36.2%37.2%
34.0%35.1%
40.0%
33.8% 32.2% 30.4%
30.0% 25.8%
20.0%
10.0%
0.0%

AP
S
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
0.0%
Pa
ch
o
12.7%
n
11.7%
cit
o
10.9%
8.0%
9.4%
8.9%
AP
S
dic-15
64.7%
20
63.7%
oz
62.7%
51.0%
60.7%
61.4%
AP
S
6.3%
L
6.2%
itr
o
3.1%
4.1%
11.9%
11.2%
AP
Sr
0.2%
10
0.8%
oz
0.3%
ene-16
0.4%
0.6%
0.6%
AP
S2
L ts
Cobertura por Presentación
11.2%
7.8%
AP
SGa
lo
n
4.8%
feb-16
3.3%
AP
S3.
3
Lt
s
Ci
5.3%
el
o
58.0%
65.5%
37
5
65.1%
63.4%
Centro Centro
64.9%
62.7%
Ci
el
o
45.2%
mar-16
49.7%
62
5
50.9%
47.9%
53.4%
48.1%
Ci
14.2%
el
o
22.1%
Lt
20.9%
14.4%
25.6%
Ci
22.2%
el
o
A
3L
Q
ts
abr-16
UA
18.2%
60
12.8%
0-
7
38.6%
50
27.2%
m
l
29.5%
30.2%
35.8%
35.1%
AQ
U
0.7%
A5
5.3%
0 0
7.2%
0.2%
C
0.6%
ir st
2.9%
al
i
may-16
n
7.7%
a
11.3%
35
0
14.8%
15.5%
18.3%
14.3%
80%
73% 74% 73% 73%
72% 69%
71% 70% 69%
70% 69% 68% 69% 68% 68%
67% 68%
65%
68% 63% 62% 63% 67%
62% 61% 66% 66% 66%
60% 59% 59% 64% 64%
61% 61%
50% 53%
40% 41% 37% 39%

39% 35%
37% 36% 37% 36% 36% 37%
36%
34% 34%
30% 32%
30%
26%
20%
16% 17%
14% 14% 13% 14% 14% 14% 15% 13% 14%
10% 11% 12% 11% 12%
9% 10%
21% 16% 18% 18% 17% 19% 19% 25% 19% 19% 20% 22% 25% 25% 33% 25% 24%
0%
5 5 5 5 5 5 5 15 5 5 15 15 6 6 6 6 16
n-
1 -1 -1 r-1 -1 n-
1 l-1 g- -1 -1 v- - n-
1 -1 -1 r-1 -
M M A N D M M
Cobertura Cielo Personal vs. Cobertura Cristalina 250ml – Centro Centro
80%
70% 68%
66% 65% 65%
64% 63% 63%
62%
60%
60% 58%
50%
40%
65%
30% 61% 59%
55% 56% 53% 55% 54% 53% 53%
18%
20% 16%
15%
14%
10% 11%
10% 6% 8%
4% 4%
0%
Aug-15 Sep-15 Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-16 Apr-16 May-16
Cob Cielo sin CristalPer Cob Critalr350 Cob Cielo 375

Share por Empresa Agencia Antigua
Antigua
80.0%
70.0% 67.1%
59.7%
60.0% 57.1%
50.6% 50.7%
49.0% 48.9%
50.0% 47.3% 46.1% 45.9%
44.1%
40.1% 40.1% 41.7% 40.3%
39.4%
40.0% 35.8%
34.7%
33.3%
37.4% 30.9% 36.9% 36.3% 36.8%
27.6% 33.1% 27.2% 35.9%
30.0% 26.6% 25.3% 25.7% 38.3%
22.5% 29.5%
27.3% 26.9%
24.3% 24.1% 25.5% 24.2%
20.0% 22.9%
21.8% 21.2% 21.1% 14.3%
20.0%
17.6%
15.2% 16.1%
10.0% 12.6% 11.4%
4.4%
1.7% 0.8% 1.3%
0.0%
1.2%

Share por Presentación Agencia Antigua
Antigua
50.0%
43.6%
45.0%
38.1%
38.0%
40.0%
35.3%
34.1%
33.3%
33.0%
32.3%
35.0%
29.5%
29.0%
27.0%
27.2%
30.0%
26.1%
25.0%
21.1%
20.0%
15.5%
15.0%
14.0%
15.0%
11.4%
10.7%
8.2%
10.0%
4.6%
5.5%
5.5%
5.3%
5.1%
4.7%
4.3%
4.1%
3.3%
3.0%
2.8%
2.5%
0.7%
5.0%
2.3%
2.2%
1.9%
1.7%
1.3%
1.3%
1.0%
0.9%
0.8%
0.7%
0.6%
0.5%
0.3%
0.0%
0.0%
o oz o n s 0 S 5 5 Lt . l
cit i tr lo Lt 5 LT 37 62 ts m
n 20 L Ga S 2 a3 . 3 o o el
o 3l 5 0
o S S in 3 el el Ci lo -7
ch AP AP S AP al S Ci Ci Ci
e 0
Pa AP i s t AP 60
AP
S Cr ua
Aq
Cobertura Agencia Antigua x Marca
Antigua
80.0%
72.7%
70.0%
60.7% 63.1% 61.6%
59.7% 59.4%60.7%
57.1% 56.6%
60.0%
55.0%56.1% 54.1%
50.4% 51.5%
47.7% 47.8% 57.3%
50.0% 45.3% 45.9%
43.4% 42.9% 43.0%
48.1% 38.7% 40.4%46.9% 39.4%
40.0% 34.2% 36.7%
42.3% 41.0%
31.1% 38.3% 37.6% 31.3%
37.9% 36.9%
35.5% 35.8%
30.0%
32.3%30.8% 32.4% 34.2% 31.6%
30.6% 22.9% 29.5%
20.0%
23.0% 24.0%
21.4%
18.8%
10.0%
0.0%
-15 -15 r-15 r-15 -15 -15 l-15 -15 -15 t-15 -15 c-15 -16 -16 r-16 r-16 -16
n b y n Ju Aug p v n b y
Ja Fe M
a Ap Ma Ju Se Oc No De Ja Fe M
a Ap Ma

Cobertura Agencia Antigua x Presentación
Antigua
60.0%
55.6%
55.2%
54.7%
54.1%
53.3%
50.0%
45.3%
42.6%
39.3%
39.4%
37.6%
36.9%
36.7%
40.0%
35.8%
33.3%
30.8%
30.2%
30.0%
21.4%
20.8%
19.7%
20.0%
12.5%
10.4%
10.4%
9.4%
8.5%
7.4%
7.3%
10.0%
6.8%
6.8%
6.0%
6.1%
6.1%
6.0%
5.1%
5.1%
4.2%
1.7%
3.7%
3.3%
3.3%
3.1%
2.6%
2.6%
2.5%
2.1%
0.9%
1.0%
1.0%
0.9%
0.9%
0.9%
0.8%
0.0%
0.0%
oz oz s s Lt ts l
ito itr
o Lt lo
n Lt 37
5
62
5
3L m 0 0
35
0
n c 20 L 10 2
Ga 3.
3 o el
o 50 A5 na
ch
o S
AP
S Sr AP
S
S S el
o
el Ci el
o -7 U
al
i
Pa AP AP AP AP Ci Ci Ci 60
0 AQ st
S ri
AP QUA C
A
80%
73%
70%
63%
61% 62% 61%
60% 59%
60% 57% 57% 57%
55% 56% 54%
51%
50%
48% 50% 48% 47%
42% 45% 46%
43% 43% 43% 48%
45% 39%
40% 39% 38% 41% 40%
40% 41% 38%37%
35% 38% 34%
32% 32% 38% 37% 36%
31% 35% 31% 32%
30% 33%
31% 31% 29%
26% 28%
24% 25% 24% 24%
20% 23% 23% 23%
19% 21%
19% 18% 19% 19%
15%
10% 11%
36% 20% 20% 19% 24% 21% 20% 27% 38% 38% 13% 26% 35% 32% 50% 16% 28%
0%
1 5 5 5 5 5 5 5 5 5 5 5 5 1 6 6 6 6 6
n- -1 -1 r- 1 -1 n-
1 l-1 g-
1 -1 -1 v-
1
c-
1
n- -1 -1 r-1 -1
eb ar p ay Ju ep ct eb ar p ay
Ja F M A M Ju A u S O N o De Ja F M A M
Share por Empresa Agencia Atlántico
Atlantico
60.0%
50.7% 51.1%
48.7% 49.1% 53.9%
50.0% 47.0% 46.5% 47.4% 47.5% 46.7%
45.1% 46.3% 45.8%
49.7%
51.2% 50.0%
42.7% 41.8% 40.7% 46.3% 41.1%
39.7% 39.5%
43.1% 43.8% 39.0% 43.5% 44.5% 38.3%
40.0% 42.4% 36.7%
40.9% 42.0% 34.5%
30.0%
20.0%
14.2%
11.0% 11.9%
8.1% 9.4%
10.0% 12.1% 12.9% 12.3% 11.8% 12.2%
9.9% 9.1% 8.6% 10.0% 8.1% 10.0%
6.1% 0.4% 0.4% 0.9% 0.4% 0.6%
0.0%
1 5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
n- -1 -1 r-1 - n-
1 l-1 g- -1 -1 v- - n-
1 -1 -1 r -1 -
M M A N D M M

AP
S
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
0.0%
5.0%
Pa
ch
6.7%
on
c
3.6%
ito
4.0%
2.0%
0.9%
1.1%
AP
S
29.9%
dic-15
20
27.0%
oz
24.3%
27.0%
20.5%
21.6%
AP
S
1.3%
L
2.3%
itr
o
0.6%
0.6%
5.2%
AP
6.6%
S 1.
5
Lt
s
0.3%
ene-16
0.5%
AP
S 8 Lt
s
AP
0.1%
S G alo
n
0.4%
0.4%
AP
S 2
feb-16
Lt
s
Cr
i s t
4.5%
al
4.3%
in
3.0%
a3
5.1%
5 0
5.7%
7.0%
7.7%
Atlantico
AP
Share por Presentación Agencia Atlántico
4.8%
S3.
3LT
S
mar-16
Ci
4.9%
el
o
26.6%
37 27.5%
5
27.7%
25.4%
24.3%
Ci
24.1%
el
o
17.4%
16.4%
62
5
17.9%
19.1%
13.8%
13.5%
Ci
2.6%
el
o
7.3%
abr-16
Lt
8.3%
5.2%
9.2%
Ci
6.7%
el
o
3l
ts
Aq
.
ua6
3.8%
0
5.7%
0-
75
12.1%
0
9.1%
m
l
9.5%
11.9%
8.0%
9.4%
Aq
may-16
u
a5
0.9%
0 0
1.5%
0.0%
0.1%
0.0%
Cobertura Agencia Atlántico x Marca
Atlantico
90.0%
75.8% 77.2%75.7% 75.5% 76.4%

80.0% 74.6%75.2% 73.6% 73.9%
70.5% 71.9% 71.1%72.2% 72.4%
70.0%69.3%
66.4% 67.1% 67.9% 65.6% 65.0%
70.0%
62.6% 75.1% 64.0% 64.3%
61.5% 60.9%
59.1% 66.1%
60.0% 64.4% 66.4%
57.5% 55.3%
50.0%
51.7%
39.6%
40.0%
37.2%
33.4%
36.5%37.1% 38.6%
30.0%
31.8%33.2%33.5% 31.8%31.4% 29.7%
31.9%
28.8% 28.5%
20.0%
26.5%
21.4%
10.0%
0.0%

AP
S
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
0.0%
Pa
ch
o
16.0%
n
14.9%
cit
o
14.4%
5.7%
8.3%
7.6%
AP
S
dic-15
68.2%
20
69.0%
oz
64.6%
54.3%
67.9%
70.7%
AP
S
6.4%
L
10.1%
itr
o
3.6%
3.3%
14.6%
19.3%
AP
Sr
0.3%
10
0.8%
oz
0.0%
ene-16
0.3%
0.9%
1.0%
AP
S 2 Lt
s
13.7%
10.7%
AP
S Ga
lo
n
5.4%
feb-16
5.5%
AP
S 3.
3
Lt
s
Ci
10.0%
el
o
59.9%
Atlantico
62.8%
37
5
62.6%
56.3%
Cobertura Agencia Atlántico x Presentación
61.6%
61.2%
Ci
el
o
48.9%
mar-16
62 52.7%
5
51.3%
44.0%
51.5%
52.9%
Ci
10.7%
el
o
17.7%
Lt
20.5%
11.7%
21.8%
Ci
18.3%
el
o
3L
A Q
ts
abr-16
UA
13.7%
60
11.9%
0-
7
33.4%
50
24.2%
m
l
30.8%
29.3%
31.2%
38.3%
AQ
U
0.3%
A5
2.5%
0 0
6.7%
0.3%
C
0.7%
ir st
0.2%
al
i
may-16
7.0%
na
14.4%
35
0
16.2%
14.7%
20.0%
15.2%
90%
80% 77% 77% 75% 76%

76% 75% 74%
74%
75% 69%
70% 72% 71% 73% 72% 66%
71% 66% 64% 75% 70% 64%
68%
64% 66% 66% 65%
60% 63% 64%
62% 61%
59%
57%
55%
50% 53%
40% 39%
40% 36% 37% 37%
34% 33% 32%
31% 32% 32% 31%
30% 29% 28%
30%
26%
20% 21%
10% 11% 13% 12% 12% 12%

11% 11% 10% 11% 10% 10% 11%
8% 7%
19% 15% 19% 14% 15% 18% 20% 23% 16% 16% 6%
23% 23% 5%20% 24% 33% 22% 6%
18%
0%
1 5 5 5 5 5 5 5 5 5 5 5 5 1 6 6 6 6 6
n- -1 -1 r- 1 -1 n-
1 l-1 g-
1 -1 -1 v-
1
c-
1
n- -1 -1 r-1 -1
Share por Empresa Agencia Chimaltenango
Chimaltenango
60.0%
56.0%
50.0% 47.8% 47.5% 46.6% 52.8%

44.8%
42.6% 43.2% 41.6% 42.9%
40.4% 40.8% 41.5% 40.3%
38.8% 39.4%
40.0% 36.5% 36.3%
39.0% 34.6%
38.9%
31.8% 31.5% 37.2% 30.3% 32.8%36.0% 31.1% 32.0% 32.9%
28.8% 35.6%29.1% 29.7%
30.0%
30.1%
27.8% 28.2% 27.7% 28.1%
20.0% 23.6% 24.0% 23.9% 25.1%
22.1% 15.3%
20.4%
18.5% 19.0%
17.8%
15.7%
14.3%
10.0%
3.8% 1.5%
0.7% 0.6% 0.7%
0.0%
1 5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
n- -1 -1 r-1 - -1 l-1 g- -1 -1 v- - n-
1 -1 -1 r -1 -
Ja F e b ar A p ay Ju
n Ju u S e p
O ct o ec Ja F e b ar A p ay
M M A N D M M

Share por Presentación Agencia Chimaltenango
Chimaltenango
60.0%
50.8%
48.0%
46.6%
50.0%
40.3%
36.4%
40.0%
35.6%
35.1%
31.1%
30.8%
28.1%
28.2%
30.0%
25.1%
23.9%
22.7%
20.8%
20.0%
15.3%
14.3%
13.3%
10.0%
6.2%
5.6%
4.8%
1.7%
2.8%
2.7%
2.5%
0.2%
2.1%
2.3%
2.1%
2.0%
1.6%
1.6%
1.5%
0.7%
0.6%
0.6%
0.5%
0.4%
0.4%
0.4%
0.1%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
o oz o n s 0 S 5 5 Lt . l
cit i tr lo Lt 5 LT 37 62 ts m
n 20 L Ga
2 a3 3 el
o 3l 0
o S S S
in 3. el
o
el
o
Ci el
o 75
ch AP AP S AP al S Ci Ci Ci 0-
Pa AP s t AP 0
S Cr
i a6
AP Aq
u

Cobertura Agencia Chimaltenango x Marca
Chimaltenango
80.0% 75.2%
70.0%
64.4% 64.0% 63.6%
56.3% 58.2%
60.0% 55.4% 54.1%53.8%52.5% 55.9%
52.0% 52.6%
49.6%48.9%
50.0% 45.5%
49.5%
45.5% 46.4%49.2% 48.6%
43.3% 44.9%
41.3% 41.3% 41.2%40.7% 39.8%40.2% 46.7% 41.0%
46.9%
35.7% 44.2%
40.0% 43.2%
40.3% 41.3% 40.3%40.7%
39.3% 32.5%
34.4% 36.3%
30.0% 34.0% 34.6%
30.7%32.7%
28.0%
20.0% 24.0% 25.2%
20.9%
10.0%
0.0%

Cobertura Agencia Chimaltenango x Presentación
Chimaltenango
80.0%
74.4%
70.0%
62.6%
60.0%
49.6%
48.6%
48.4%
45.9%
45.5%
50.0%
43.2%
42.5%
39.3%
39.3%
38.5%
36.3%
40.0%
34.4%
32.5%
29.0%
30.0%
23.4%
20.3%
20.0%
9.4%
9.0%
7.5%
6.5%
6.0%
6.0%
10.0%
0.9%
3.5%
3.5%
2.7%
2.7%
2.7%
2.7%
2.6%
2.6%
2.5%
2.5%
1.9%
1.9%
0.9%
0.9%
0.9%
0.9%
0.9%
0.8%
0.8%
0.9%
0.0%
oz oz s 5 Lt l
ito i tr
o Lt lo
n
37 62
5 m 0 0
35
0
n c 20 L 10 2 a el
o 50 A5 na
ch
o S
AP
S Sr AP
S
S G el
o
el
o
Ci -7 U
al
i
Pa AP AP AP Ci Ci 60
0 AQ s t
S ri
AP QUA C
A
100%
90%
80% 75%
70%
64% 64% 64%
60% 58%
56% 55% 56%
53% 54% 54% 53%
52%
50%
46% 50% 49% 50% 49%
46%
45% 45% 44%
40% 47% 41% 40% 41% 46% 47% 46% 41%
40% 40% 43%
40% 43% 34% 41% 36% 41% 41% 41% 34% 36% 35%
39% 32%
30% 33% 33%
33% 32%
31% 30%
28% 24% 28% 28%
26% 26% 25%
20% 22% 23% 21%
21% 20%
16% 17% 18%
16%
10%
27% 15% 26% 33% 22% 37% 19% 38% 31% 31% 27% 23% 30% 32% 38% 51% 46%
0%
1 5 5 5 5 5 5 5 5 5 5 5 15 6 6 6 6 6
n- -1 -1 r-1 -1 n-
1 l-1 g-
1 -1 -1 v-
1 - n-
1 -1 -1 r -1 -1
M M A N D M M
Share por Empresa Agencia La Nueva
La Nueva
70.0%
65.1
61.0% 61.6% 60.3%
60.0% 57.6%
56.0% 55.2% 54.3%
52.4% 51.3% 53.5% 52.7% 53.7%
51.3% 52.3%
50.0%
50.3% 50.2%
40.5% 39.8%
38.9% 37.6%
40.0%
35.4% 35.7% 36.3% 35.9% 36.5% 35.7%
33.5% 32.8% 32.6%
29.3%
30.0%
30.8%
28.2% 27.0
20.0%
14.2%
9.2%
10.0% 12.8% 13.1% 7.2% 8.5% 7.3%
12.0% 12.4% 10.7% 10.9%
8.3% 9.5% 8.3% 8.8% 7.2% 9.3% 1.8%
0.9% 0.3%
0.0%
5 5 5 5 5 5 5 5 5 5 5 15 6 6 16 6 6
n-
1 -1 -1 r-1 -1 n-
1 l-1 g-
1 -1 -1 v-
1 - n-
1 -1 - r-1 -1
M M A N D M M

A
PS
P
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
ach
o
2.7%
nc
2.6%
ito
2.4%
3.6%
1.1%
1.0%
AP
S
24.8%
dic-15
20
20.3%
oz
19.1%
23.0%
14.7%
14.7%
AP
S
0.7%
L
0.7%
itr
o
0.3%
1.3%
2.7%
AP
2.9%
S1
.5
Lt
s
0.1%
ene-16
0.2%
AP
S8
L ts
0.1%
AP
0.1%
SGa
lo
n
0.3%
0.2%
AP
S 2
feb-16
Lt
s
C
ir st
3.3%
al
1.7%
in
4.2%
a3
5.5%
5 0
6.2%
11.6%
Share por Presentación Agencia La Nueva
8.5%
La Nueva
AP
6.2%
S3.
3L
TS
0.0%
mar-16
Ci
2.7%
el
o 28.6%
32.7%
37
5
32.7%
25.6%
25.7%
Ci
27.8%
el
o
18.0%
19.0%
62
5
20.5%
18.5%
15.5%
15.4%
Ci
7.7%
el
o
9.3%
abr-16
Lt
8.4%
6.2%
12.2%
Ci
12.6%
el
o
3l
ts
Aq
.
0.0%
a6
6.9%
0
9.4%
0-
75
12.9%
0
7.2%
m
l
7.0%
7.2%
8.5%
6.1%
Aq
may-16
ua
0.2%
5
2.1%
00
2.2%
0.0%
0.0%
1.3%
Cobertura Agencia La Nueva x Marca
La Nueva
90.0%
81.2% 82.8%84.0% 83.1%
79.7%77.8% 79.5%77.8% 79.5% 79.8%
80.0% 76.5%75.0% 74.7%75.0% 74.8%
74.1% 72.8% 72.3%
76.8% 69.9% 69.0%
74.3%75.6% 76.3%
72.1%74.2% 72.8% 75.2%
70.0%
73.5%71.9%71.7%
70.2% 67.9%
60.0%
59.7%
50.0% 44.5%
40.7% 39.9%
40.0% 36.7%38.6%37.7% 37.4% 37.9%
35.6%
30.7%31.9% 32.6%
30.0%
33.3% 34.1%
28.8%
20.0% 26.0% 26.2%
10.0%
0.0%

AP
S
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
0.0%
Pa
ch
o
15.4%
n
14.1%
cit
o
13.8%
12.1%
11.7%
12.8%
AP
S
dic-15
68.8%
20
66.4%
oz
68.7%
56.2%
63.3%
60.4%
AP
S
7.2%
L
6.7%
itr
o
3.2%
6.2%
12.2%
9.4%
AP
Sr
0.4%
10
0.7%
oz
0.3%
ene-16
0.2%
0.3%
0.6%
AP
S 2 Lt
s
10.8%
6.6%
AP
S Ga
lo
n
4.7%
feb-16
2.6%
AP
S 3.
3
Lt
s
Ci
5.0%
el
o
70.6%
La Nueva
80.0%
37
5
82.0%
75.8%
77.7%
Cobertura Agencia La Nueva x Presentación
75.8%
Ci
el
o
64.0%
mar-16
70.9%
62
5 74.1%
66.5%
72.8%
Ci 67.9%
25.2%
el
o
33.1%
Lt
30.4%
21.1%
36.2%
Ci
37.8%
el
o
3L
A Q
ts
abr-16
UA
26.4%
60
19.6%
0-
37.9%
75
0
23.2%
m
l
24.5%
26.2%
39.9%
29.4%
AQ
U
1.5%
A5
9.5%
00
11.4%
C
ir st
7.0%
al
i
may-16
10.3%
na
12.4%
35
0
20.8%
22.2%
24.1%
20.0%
90%
84%
83% 83%
80% 80% 81% 80%
80% 77% 78% 76% 78%
74% 75% 75% 75% 73% 79%
77% 76% 72%
74% 75% 75% 69%
70% 72% 73% 74% 73% 72% 72% 70%
68% 70%
60%
60%
50%
44%
41% 40%
40% 38% 37% 38%
37% 38%
36% 34%
30% 33% 32% 33%
31%
29%
26% 26%
20%
10% 12%
11% 9% 10% 11% 10% 10% 10% 10% 9%
7% 8% 9%
7% 6% 6% 7%
19% 17% 17% 21% 20% 19% 19% 25% 18% 18% 20% 24% 28% 25% 34% 25% 30%
0%
5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
n-
1 -1 -1 r- 1 - n-
1 l-1 g- -1 -1 v- - n-
1 -1 -1 r-1 -
M M A N D M M
Share por Empresa Agencia La Constancia
La Constancia
70.0%
63.7% 63.9%
60.3%
60.0% 56.7% 57.3%
55.6%
52.1% 57.1%
50.0% 46.3% 51.4% 51.1%
41.8% 42.5% 42.5% 43.2% 47.2% 40.8%
39.9%
40.0%
40.5%42.3% 35.4% 35.9%
30.0% 38.2% 33.3% 33.6%
30.7% 36.1% 30.2%
30.0%
28.2%
23.1%
27.7% 27.1% 26.1% 26.7%
20.0% 22.2%
21.4% 13.7% 13.1%
17.0% 16.7% 16.9% 12.2%
15.2% 15.5% 14.1% 8.2%
10.0% 12.7% 12.6% 12.3%
8.0% 2.3% 0.9% 2.3%
0.7%
0.0%
5 5 15 5 15 5 5 15 5 5 15 15 6 6 6 6 16
n-1 b-1
ar
-
pr-1 ay
- n-1
ul-1 g- p-1
ct
-1 v- ec
- n-1 b-1
ar
-1
pr-1 ay
-
Ja F e M A M Ju J A u Se O N o D Ja F e M A M
AP
S
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
40.0%
0.0%
5.0%
Pa
ch
o
1.1%
n
2.6%
cit
o
1.3%
0.0%
1.7%
0.6%
AP
dic-15
36.5%
S2
0
22.1%
oz
27.8%
30.3%
13.2%
17.9%
AP
S
1.8%
L
0.9%
itr
o
1.3%
1.7%
3.8%
3.8%
AP
S 1.
5
Lt
s
ene-16
0.0%
0.4%
AP
S G alo
n
0.0%
0.3%
0.1%
AP
S2
L ts
0.0%
0.0%
6.8%
feb-16
AP
5.9%
S3.
3LT
S
0.0%
Cr
i s
0.0%
t
1.4%
al
in
1.4%
a3
0.6%
5 0
1.7%
1.7%
La Constancia
0.7%
1.5%
Ci
el
o
21.7%
mar-16
Share por Presentación Agencia La Constancia
37 25.2%
5
22.1%
25.4%
26.8%
Ci
25.0%
el
o
13.7%
16.0%
62
5
20.1%
18.7%
14.0%
13.3%
Ci
0.7%
el
o
16.0%
Lt
9.2%
abr-16
7.0%
15.0%
Ci
11.4%
el
o
3l
ts
.
Aq
u
0.0%
a6
8.2%
0
7.5%
0-
23.1%
75
0
12.3%
m
l
12.4%
13.1%
8.1%
12.2%
Aq
may-16
u
0.0%
a5
0.0%
0 0
1.3%
0.0%
0.1%
0.0%
Cobertura Agencia La Constancia x Marca
La Constancia
100.0%
92.1%
86.4%
90.0%
83.7% 83.1%84.9%84.2% 81.3%
80.0% 79.3% 79.6% 78.0%
80.0% 75.4% 75.0% 76.1%
72.7%71.4% 75.9% 70.8%
69.2%
70.0% 66.7%64.8%65.6% 65.2%
62.3% 72.5% 60.6%
59.3% 58.0% 68.8%
60.0% 55.8% 64.0%
55.8% 59.4% 59.1%
58.2%57.1% 57.7%
50.0% 55.3%
51.9% 50.0% 52.0%
40.0%
47.5% 46.9% 45.3% 46.7%
29.3% 39.4%40.0% 41.7%42.5%
30.0%
20.0% 24.6%
10.0%
0.0%

AP
S
100.0%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
P ach
o
3.8%
n
15.8%
cit
o
4.2%
17.3%
5.6%
AP
dic-15
84.9%
S2
0
92.1%
oz
70.8%
72.5%
58.7%
74.6%
AP
S
9.4%
L
7.9%
itr
o
8.3%
2.5%
17.3%
14.1%
AP
Sr
10
ene-16
oz
2.1%
2.7%
1.4%
AP
S 2 Lt
s
20.0%
AP
16.9%
SGa
lo
n
4.0%
feb-16
AP
2.8%
S 3.
3
Lt
s
Ci
1.4%
el
o
45.3%
78.9%
37
5
62.5%
La Constancia
65.0%
78.7%
Ci
60.6%
el
o
41.5%
mar-16
73.7%
62
5
60.4%
62.5%
Cobertura Agencia La Constancia x Presentación
70.7%
53.5%
Ci
1.9%
el
o
73.7%
Lt
33.3%
25.0%
40.0%
Ci
25.4%
el
o
A
3L
Q
ts
abr-16
UA
29.3%
60
12.7%
0-
62.3%
75
0
55.3%
m
l
37.5%
40.0%
46.7%
57.7%
AQ
U A5
00
4.2%
2.5%
C
1.3%
ir st
0.0%
al
i
may-16
3.8%
na
2.6%
35
0
6.3%
2.5%
4.0%
5.6%
100%
92%
90% 86%
84% 83% 85% 84%
81% 81%
80% 79%
80% 78%
75% 76%
71% 76% 71%
75% 69%
70% 73% 67% 66% 73%
65% 69%
62% 61%
59% 65% 58%
60% 56% 58% 57% 64%
59%
56% 52% 59% 52% 58%
47% 55%
50% 52% 47%
42% 43% 47%
40% 45%
40%
39%
30%
29%
25%
20% 23%
19%
16% 16% 16% 17% 17%
10% 12% 12% 12%
9% 9% 10%
25% 13% 14% 12% 7%8% 18% 11% 33% 16% 6%
16% 12% 8% 5% 19% 5% 18% 29% 10%
0%
0%6
1 5
-1
5
-1
5 5
-1
5 1 5
-1
5 15 15 15 15 15 1 16 16 16 16
n- eb ar r-1 ay n- l g - p- t - v - c - n- b- r - r -
ay
-
Ja F M A p
M Ju Ju Au Se Oc No De Ja Fe M
a Ap M
CUENTAS CLAVES
Share por Empresa Agencia Zona Viva
Zona Viva
90.0%
80.8% 81.6%
80.0% 76.1% 78.0%
74.7%
70.4%
67.5% 68.1% 66.6%
70.0%
64.2%
57.6% 58.1%
60.0%
55.2%
57.9% 50.9%
50.0%
55.2%
44.8% 49.1%
42.1% 48.1%
40.0%
34.0% 34.0% 33.9%
29.6% 38.9% 39.5%
30.0%
32.5% 31.9%
20.0%
22.0% 22.8%
19.7% 19.5% 12.4%
18.4% 6.5%
15.5% 2.1%
10.0%
3.7% 4.5% 2.4% 5.0% 6.4%
1.9% 2.3% 2.5% 1.9% 1.6% 1.2% 3.2% 1.6%
0.0%
5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
n-
1 -1 -1 r-1 - -1 l-1 g- -1 -1 v- - n-
1 -1 -1 r -1 -
n Ju u S e p
M M A N D M M

Share por Presentación Agencia Zona Viva
Zona Viva
70.0%
65.3%
64.2%
57.8%
57.6%
60.0%
55.2%
48.1%
50.0%
39.5%
38.9%
40.0%
34.0%
34.0%
33.9%
30.0%
18.9%
20.0%
10.0%
2.6%
2.4%
0.0%
1.9%
1.9%
0.6%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
APS Pachoncito APS 20 oz Cielo 375 Cielo 625 Aqua 600-750ml Aqua 500
Cobertura Zona Viva x Marca
Zona Viva
80.0%
74.1%
70.0% 69.6% 68.8%
70.0% 66.7%
61.8% 63.6%
60.0% 60.0%
60.0%
53.8% 55.6% 54.5%
50.6%
50.0% 54.5% 47.5%47.4%46.3%
51.3%
41.2% 47.2%
40.0% 45.5% 45.5% 45.0% 44.7%43.9%
40.0% 41.2%
36.4% 36.7% 37.5%
30.0% 26.0%
28.3% 27.3%
20.0%
25.9%
10.0%
3.3% 4.5%
2.2% 2.5%
0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%
0.0%
2.0%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n-1 b-1 r-1 r-1 y-1 n-1 l-1 g -1 p-1 t-1 v-1 c-1 n-1 b-1 r-1 r-1 y-1
Ja Fe M
a Ap Ma Ju Ju Au Se Oc No De Ja Fe M
a Ap Ma

Cobertura Zona Viva x Presentación
Zona Viva
70.0%
63.6%
60.0%
54.5%
48.2%
47.5%
47.4%
46.3%
50.0%
45.5%
45.0%
44.7%
43.9%
41.2%
40.0%
30.0%
22.7%
20.0%
10.0%
6.8%
4.5%
2.6%
2.5%
2.3%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
APS 20 oz APS Litro Cielo 375 Cielo 625 AQUA 600-750ml AQUA500
80%
74%
70% 70% 69%
70% 67%
64%
62% 60%
60% 60%
56%
54%
55% 55% 48% 51%
50% 51% 47% 45% 47% 46%
49% 45%
50% 45% 48%
41% 40% 45% 45% 45% 44% 41%
40% 38%
40% 37% 40%
38% 44%
36% 37% 42%
30% 33% 31%
28%
28% 26%
26% 26% 27%
20% 22%
20%
10%
3% 5% 3%
2% 2%
3% 3% 5% 3%
0% 0% 0%0% 0% 0% 2% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0%
5 5 5 5 5 1 5 5 5 5 5 1 5 5 1 6 6 6 6 16
n-1 b- 1 r - 1 r - 1
y - 1
n- l - 1
g - 1
p- 1 t - 1
v - c - 1
n- b- 1 r - 1
r - 1
y -
Ja Fe M
a Ap M
a Ju Ju Au Se Oc No De Ja Fe M
a Ap M
a
Cielo sin APS Aqua sin APS Cob AQUA Cob SALVAVIDAS Cob CIELO
CENTRO NORTE
Share por Empresa Centro Norte
Norte
80.0%
69.9% 69.5% 68.7% 69.2% 69.8%

70.0% 67.0% 67.4%
64.9% 65.8%
62.4% 61.9% 61.5% 60.5%
60.0% 64.2%
61.1% 60.2%
56.9%
50.0%
40.0%
30.0%
27.8%
23.8% 23.4% 22.5% 25.3%
22.3% 22.9%
19.1% 19.3% 18.3% 19.7% 19.6%
20.0% 16.9% 16.3% 15.9% 16.7%
14.7% 14.6% 13.6% 21.5%
16.7% 16.1% 11.1% 11.2%
15.8% 14.2% 15.5% 12.9%
10.0% 13.8% 14.6% 14.6% 15.0% 12.5%
10.6% 3.2%
1.6% 3.0% 1.6% 0.7%
0.0%
1 5 5 5 5 5 5 5 15 5 5 15 15 1 6 6 6 6 6
n- -1 -1 r-1 -1 -1 l-1 g- -1 -1 v- - n- -1 -1 r-1 -1
n Ju u S e p
M M A N D M M
AP
SP
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
ach
o
3.5%
nc
0.7%
ito
0.8%
0.6%
0.2%
0.1%
AP
S
62.4%
dic-15
20
52.1%
oz
57.6%
56.2%
41.8%
43.0%
AP
S
3.5%
L
3.5%
itr
o
2.2%
3.5%
7.3%
AP
5.6%
S 1.
5
Lt
s
0.0%
1.4%
ene-16
0.4%
AP
S8
L ts
0.0%
0.1%
AP
0.3%
S Ga
lo
n
0.0%
3.8%
2.7%
AP
S 2
feb-16
Lt
s
Cr
0.0%
is t
11.2%
Share por Presentación Centro Norte
al
7.4%
in
a3
5 0
Norte
0.0%
0.0%
AP
0.3%
S3 .3
LT
S 0.0%
0.0%
mar-16
Ci
elo 0.7%
11.3%
12.4%
37
5
11.3%
9.8%
7.7%
Ci
11.3%
elo
6.3%
9.0%
62
5
8.0%
8.1%
7.3%
Ci
7.8%
e lo
1.9%
3.9%
1L
abr-16
t.
3.0%
4.9%
4.9%
Ci
7.5%
el
o
3l
ts
Aq
.
ua
0.0%
1.6%
60
0
1.2%
-7
10.5%
50
14.5%
m
l
14.6%
13.3%
10.9%
11.2%
Aq
may-16
ua
0.1%
5
0.2%
00
0.0%
0.4%
0.2%
0.0%
Cobertura Centro Norte x Marca
Centro Norte
100.0%
87.1%
90.0%
83.0%80.9%82.2%84.7%82.0% 84.4%85.0%83.6% 83.9% 84.7% 84.9%83.9%
79.7% 78.3%
80.0%
67.5%
70.0% 63.8%
60.0%
50.0%
40.0%
31.4% 31.4% 31.8% 30.2%
26.4% 27.1% 25.0%24.6% 26.4%25.4% 27.1%
30.0%
22.1%24.4%23.7% 23.4%
21.0%
17.2%
20.0%
23.4%23.7% 23.5%22.5% 24.2%26.3%
19.5% 19.2%17.9% 20.1%
10.0% 15.5%17.5%17.5%15.2%15.0%16.4%15.5%
0.0%
-15 -15 r-15 r-15 -15 -15 l-15 -15 -15 t-15 -15 -15 -16 -16 r-16 r-16 -16
n b a y n Ju Aug Sep Oc v c n b a y
Ja Fe M Ap Ma Ju No De Ja Fe M Ap Ma

Cobertura Centro Norte x Presentación
Centro Norte
84.4%
90.0%
83.8%
83.0%
79.4%
77.6%
80.0%
70.0%
60.0%
50.0%
40.0%
31.8%
30.1%
27.1%
24.6%
24.7%
30.0%
23.7%
22.9%
21.8%
20.0%
19.6%
18.3%
16.7%
16.7%
16.7%
15.2%
14.8%
14.5%
14.6%
20.0%
12.3%
11.8%
11.2%
11.1%
9.2%
9.3%
8.2%
4.4%
5.7%
5.2%
10.0%
4.6%
4.2%
3.7%
1.4%
1.0%
0.9%
0.9%
0.9%
0.3%
0.6%
0.1%
0.4%
0.4%
0.3%
0.3%
0.2%
0.2%
0.1%
0.1%
0.0%
0.0%
s Lt l
ito oz itr
o oz Lt lo
n Lt
s
37
5
62
5 ts m 00 35
0
nc 20 10 2 3 el
o 3L 50 A5
ho S L
Sr S Ga 3. lo lo Ci lo -7 na
ac AP
S
AP AP AP S S
Ci
e
Ci
e
Ci
e 0 AQ
U
al
i
P AP AP 60 ris
t
S
AP QUA C
A
100%
90% 85%
86% 87%
85% 85% 84% 85% 84% 84% 85% 84%
80% 83% 81% 82% 82%
80% 78%
70%
60%
50%
40%
31% 31% 32% 30%
30% 26% 27% 28% 27% 26% 27%
24% 24% 24% 25% 25% 25%
22% 22% 23% 23%
25% 26%
20% 17% 18% 23% 22% 24%
15% 15% 15% 19% 20%
19% 18%
10% 12% 12% 11% 11%
10% 9% 9% 11% 11%
9% 7% 9% 8% 8% 8% 7%
5% 8% 8% 5% 5% 7% 7% 6% 8% 8% 5% 5% 7% 6% 7% 6%7% 7%
0%
1 5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n- -1 -1 r-1 -1 n-
1 l-1 g-
1 -1 -1 v-
1
c-
1
n-
1 -1 -1 r- 1 -1
Share por Empresa Agencia Cobán
Coban
80.0%
70.4%
70.0%
61.3% 59.8%
60.0% 55.9% 57.7% 57.1% 55.8% 56.6% 57.6%
52.3% 53.9%
51.0%
48.9%
50.0% 52.6% 53.4% 46.3%
47.8%
40.0% 37.1%
33.6% 35.1%
30.9%
27.5% 27.8%
30.0%
24.3% 24.8% 24.6%23.3% 26.0%
23.9% 24.5% 25.2
22.1% 21.8%
18.6% 25.2%
20.0% 22.9% 22.3%23.0% 17.0%
21.2% 20.2% 20.3% 14.7%
18.1% 19.5%19.1%
10.0% 14.8% 13.6%
11.0% 12.0% 3.0%
9.0% 1.9% 0.8% 0.8%
0.0%
5 5 5 5 15 5 5 15 5 5 15 15 6 6 16 6 16
n-
1 -1 -1 r-1 - n-
1 l-1 g- -1 -1 v- - n-
1 -1 - r-1 -
M M A N D M M

Share por Presentación Agencia Cobán
Coban
60.0% 54.7%
53.7%
50.0%
42.9%
42.3%
39.5%
40.0%
26.8%
30.0%
21.8%
18.8%
17.2%
17.0%
20.0%
14.7%
14.6%
14.2%
13.6%
11.2%
12.9%
12.4%
10.3%
9.6%
9.0%
8.8%
7.6%
10.0%
6.1%
5.7%
3.5%
2.1%
1.9%
0.4%
0.4%
0.4%
0.3%
0.2%
0.2%
0.1%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
o oz o n s 0 S 5 5 Lt . l 0
cit itr lo Lt 5 LT 37 62 ts m 0
n 0 L Ga
2 a3 3 el
o 3l 0 a5
o S2 S S
in 3. el
o
el
o
Ci el
o 75 u
ch AP AP S AP al S Ci Ci Ci 0- Aq
P a AP s t AP 0
S Cr
i a6
AP Aq
u

Cobertura Agencia Cobán x Marca
Cobán
100.0%
92.3%
90.0% 86.1%
82.4% 81.8% 80.1%
79.0%
76.4% 77.5%79.8% 76.0%
79.1%
80.0% 74.9% 74.5%
70.0%
71.9%
60.0%
67.8%
63.2% 63.9%
50.0% 46.2%45.0%
42.4% 42.3%41.7%40.8% 40.1%
38.1% 37.9%39.3%38.0% 37.5%
40.0% 35.2%34.6% 34.2%
32.4%31.5%
37.9% 37.9% 29.3%
30.0% 34.8%36.7%36.4% 32.9%
32.7%
20.0% 27.1%27.4% 25.3% 26.0%
22.2%22.4%
17.3% 18.4%
10.0% 15.8%
0.0%
-15 -15 r-15 r-15 -15 -15 l-15 -15 -15 t-15 -15 c-15 -16 -16 r-16 r-16 -16
Ja
n
Fe
b
M
a Ap Ma
y
Ju
n Ju Aug Sep Oc No
v
De Ja
n
Fe
b
M
a Ap Ma
y

10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
0.0%
18.0%
2.4%
2.3%
2.0%
1.3%
dic-15
0.0%
77.5%
79.3%
78.7%
62.6%
76.0%
APS Pachoncito APS 20 oz

79.1%
1.1%
4.3%
0.5%
ene-16
0.0%
APS Litro
14.7%
24.3%
0.0%
0.0%
0.5%
0.0%
0.0%
APS r10oz
0.0%
0.0%
feb-16
0.0%
0.0%
0.0%
APS 2Lts
4.4%
9.0%
Cobán
Cobertura Agencia Cobán x Presentación
0.0%
0.0%
0.0%
0.0%
0.9%
APS Galon
0.0%
mar-16
38.2%
34.6%
19.4%
23.1%
19.6%
Cielo 375 24.3%
29.8%
33.2%
13.4%
14.3%
abr-16
29.3%
Cielo 625
24.3%
0.0%
0.0%
0.0%
0.0%
0.0%
0.6%
25.3%
32.7%
may-16
37.5%
22.4%
33.8%
40.1%
Cielo 3Lts AQUA 600-750ml
100%
92%
90% 86%
82% 82%
79% 80% 80% 79%
80% 76% 78% 76%
75%
74%
70% 72%
68%
60% 63% 64%
50% 46% 45%

42% 42% 42% 41%
39% 40%
40% 38% 38% 38% 38% 38%
35% 35% 35% 34%
32% 32% 37% 36% 38%
29%
30% 27% 27% 33% 33%
25% 26%
20% 22% 18% 22% 22%
17% 18%
15% 16% 14%
10% 11% 11% 12% 11% 13% 14% 14%
8% 9% 10%
7%
7%2% 11% 8% 7% 3% 9% 11% 11% 7%
15% 15% 21% 11% 7% 6% 18% 12% 7%
0%
5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
-1 -1 -1 r-1 - -1 l-1 g- -1 -1 v- - -1 -1 -1 r-1 -
Ja
n
F e b ar A p ay Ju
n Ju u S e p
O ct o ec Ja
n
F e b ar A p ay
M M A N D M M
Share por Empresa Agencia Petén
Peten
120.0%
93.8% 96.1%
91.8% 93.5% 90.0% 92.2% 93.3%
100.0% 93.4% 92.6% 93.4%
90.5% 88.8%
86.7% 86.4% 88.1% 88.1%
80.1%
80.0%
60.0%
40.0%
20.0%
17.1%
11.4% 8.8% 7.0% 9.7% 7.5% 11.0% 6.3% 10.7%
6.8% 4.5% 5.6% 5.9% 5.8% 2.0% 5.3% 5.7% 3.4%
2.8% 1.8% 4.7%
1.5% 2.8% 2.1% 1.8% 2.3% 1.2% 0.6% 0.4% 0.3% 0.9% 0.8% 0.3%
0.9% 0.6% 0.3%
0.0%
1 5 5 15 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n- eb
-1
ar
- r -1 ay
-1 n-
1 l -1 g-
1
ep
-1
ct
-1 v-
1
c-
1
n-
1
eb
-1
ar
-1 r-1 ay
-1
Ja F M A p Ju Ju A u S O N o De Ja F M A p
M M

Share por Presentación Agencia Petén
Peten
85.6%
90.0%
76.8%
75.7%
80.0%
74.2%
65.1%
70.0%
57.7%
60.0%
50.0%
40.0%
30.0%
23.4%
19.1%
20.0%
13.9%
12.4%
11.0%
10.7%
10.4%
9.9%
9.3%
7.5%
6.3%
5.8%
10.0%
5.7%
5.3%
3.4%
1.2%
1.1%
0.7%
0.9%
0.6%
0.6%
0.3%
0.3%
0.2%
0.1%
0.1%
0.1%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
APS 20 oz APS Litro APS 1.5Lts APS 8Lts APS Galon APS 2Lts Cielo 375 Cielo 625 Cielo 3lts. Aqua 600-
750ml
Cobertura Agencia Petén x Marca
Petén
120.0%
100.0%98.0%100.0%98.8% 97.9% 98.5% 99.0% 98.6% 98.2%

100.0% 93.7% 94.1% 95.2% 92.7% 96.1% 96.1% 96.5% 97.6%
80.0%
60.0%
40.0%
22.4%
16.2% 18.6% 16.4% 17.3% 18.3%
20.0% 13.5% 13.9% 14.8% 12.9% 12.7%
4.0% 8.6% 10.6% 7.7% 10.0% 10.4%
7.8%
3.8% 1.6% 4.0% 6.0%
1.0% 2.8% 3.0% 1.9% 0.9% 1.0% 1.2% 2.4% 1.4% 1.0% 3.4% 0.6%
0.0%
-15 -15 r-15 r-15 -15 -15 l-15 -15 -15 t-15 -15 c-15 -16 -16 r-16 r-16 -16
Ja
n
Fe
b
M
a Ap Ma
y
Ju
n Ju Aug Sep Oc No
v
De Ja
n
Fe
b
M
a Ap Ma
y

20.0%
40.0%
60.0%
80.0%
100.0%
120.0%
0.0%
0.0%
0.0%
0.0%
0.0%
dic-15
1.0%
0.0%
APS Pachoncito
98.8%
97.9%
98.5%
99.0%
APS 20 oz
97.6%
97.6%
13.3%
18.6%
ene-16
19.4%
18.4%
APS Litro
1.9%
0.6%
0.0%
0.0%
0.0%
0.0%
APS 2Lts
42.3%
feb-16
24.1%
0.0%
0.0%
0.0%
Petén
0.0%
Cobertura Agencia Petén x Presentación
43.8%
APS Galon
34.3%
0.0%
0.0%
mar-16
0.0%
0.0%
Cielo 375
0.5%
0.6%
1.8%
1.4%
6.0%
1.0%
Cielo 625
2.4%
abr-16
0.0%
0.0%
0.0%
0.0%
0.0%
0.5%
0.6%
12.7%
18.6%
16.4%
may-16
17.3%
18.3%
7.8%
Cielo 3Lts AQUA 600-750ml
120%
98% 100% 98% 100% 99% 98% 99% 99% 99% 98%
100% 96% 96% 98%
94% 94% 95%
93%
80%
60%
40%
22%
20% 19% 16% 17% 18%
16% 15%
14% 14% 13% 13%
9% 11% 10% 10%
8% 2% 6% 8%
4% 4% 2% 4% 1% 1% 1% 1% 2% 1% 3%
3% 3% 1%
5% 6% 5% 1%
0% 2% 0% 4%1% 2% 0% 2% 1% 0% 0% 0% 0% 0% 1% 1% 1% 0% 0% 2%0%
5 5 5 5
2%
5 5
2%
5
2%
5 0%5 2%5 0%5 1%5 1%6 0%6 0%6 1%
6
- 1 - 1 r - 1 r - 1 - 1 - 1 l - 1 - 1 - 1 t - 1 - 1 - 1 - 1 - 1 r - 1 r - 1 - 16
n b y n g p v c n b y
Ja Fe M
a Ap M
a Ap M
a
Share por Empresa Agencia Puerto Barrios
Puerto Barrios
80.0%
71.1% 72.7% 70.7%

67.7% 68.9%
70.0%
65.0% 66.1%
64.2%
62.4% 61.8% 62.4%
59.2% 57.6%
60.0% 57.2%
57.8%
50.0% 52.4%
40.0% 45.1%
30.0% 27.4% 28.1%

25.5%
23.0% 23.3% 23.0% 23.8%
20.8% 20.9% 19.2% 21.7% 21.4%
17.4% 17.6% 16.0%
20.0% 16.4% 17.2% 22.4% 16.5%
13.3% 14.7%
18.4% 18.4% 19.0% 19.4% 10.6%
15.9%
10.0% 14.0% 14.1% 13.5% 13.3% 6.8% 5.8% 14.3%
4.1%
8.1% 2.0% 2.5%
0.7% 6.8%
0.0%
5 5 15 5 15 5 5 15 5 5 15 15 6 6 16 6 16
n-
1 -1 - r-1 - n-
1 l -1 g- -1 -1 v- - n-
1 -1 - r-1 -

Share por Presentación Agencia Puerto Barrios
Puerto Barrios
70.0%
62.6%
59.1%
60.0%
50.6%
50.0%
44.5%
42.1%
40.7%
40.0%
30.0%
25.5%
23.3%
23.0%
22.4%
16.5%
16.4%
20.0%
14.3%
13.5%
11.8%
11.7%
9.9%
9.3%
9.4%
8.5%
7.2%
7.1%
10.0%
6.8%
5.6%
4.5%
4.1%
3.5%
3.3%
3.3%
2.6%
2.3%
2.3%
2.1%
1.8%
1.7%
1.2%
0.8%
0.7%
0.6%
0.1%
0.3%
0.2%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
APS 20 oz APS Litro APS 1.5Lts APS 8Lts APS Galon APS 2Lts Cristalina APS Cielo 375 Cielo 625 Cielo Lt Cielo 3lts. Aqua 600-
350 3.3LTS 750ml
Cobertura Agencia Puerto Barrios x Marca
Puerto Barrios
90.0%
80.0% 75.5% 77.3%

73.6%
70.9%69.6%72.1%
65.9% 67.3% 66.7%
70.0% 65.2% 63.7%61.9% 64.3% 64.1%
61.4%
58.0%
60.0%
62.6%
50.0%
40.0%
37.2% 37.4%
31.4%29.5% 33.2%
31.0% 30.0%29.5%26.4%
26.4% 27.4%26.7%27.4%28.3%
30.0% 26.4% 26.0%
20.7%
25.0% 31.4%
20.0% 24.3%22.7% 22.7% 22.7%
22.0%20.7% 19.9%20.7% 19.0%
10.0%
12.7% 13.0% 13.2% 11.4%13.2% 9.7%
0.0%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n-1 b-1 r-1 r-1 y-1 n-1 l-1 g-1 p-1 t-1 v -1 c-1 n-1 b-1 r-1 r-1 y-1
Ja Fe M
a Ap Ma

AP
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
0.0%
SPa
ch
0.0%
o n
0.0%
cit
0.0%
o
0.0%
1.1%
dic-15
0.0%
AP
S
62.6%
58.0%
20
64.3%
oz
61.4%
72.0%
64.1%
AP
4.6%
S L
2.4%
i tr
1.4%
o
4.0%
15.4%
ene-16
3.3%
AP
S
0.0%
1.
0.0%
5Lt
0.0%
s
0.0%
2.7%
1.7%
0.0%
AP
S
0.0%
2 Lt
0.0%
feb-16
0.0%
17.0%
12.2%
AP
S
0.0%
Ga
0.0%
lo
0.0%
n
0.0%
20.9%
19.3%
Ci
Puerto Barrios
1.7%
el
o
7.8%
37 11.4%
5
mar-16
5.1%
9.3%
10.5%
Cobertura Agencia Puerto Barrios x Presentación
Ci
11.5%
el
o
12.2%
62
21.4%
5
4.5%
20.9%
13.8%
0.6%
Ci
el
1.5%
abr-16
o
0.0%
Lt
0.0%
0.5%
1.7%
Ci
el
0.0%
o
0.0%
3L
0.0%
ts
0.0%
Q
3.8%
UA
0.0%
60
0-
37.4%
may-16
75
33.2%
0m
30.0%
l
29.5%
26.4%
26.0%
90%
80% 77%
75%
72% 74%
71% 70%
70% 67%
64% 64%
66% 65% 67% 61%
63% 64%
60% 62%
58%
50%
40% 37% 37%

33%
31% 31% 31%
28% 30% 30%
30% 26% 27% 27% 27% 26%
24% 30% 26%
22% 23% 23% 27%
21% 20% 21% 25% 26%
20% 24% 21% 22% 22%
19%
23% 22% 23%
19% 19% 20%
17% 18% 13% 19%
15% 14% 15% 14%
10% 13% 13% 13%
11%
10% 9%
11% 14% 16% 9% 16% 17% 16% 16% 7% 7% 7% 10% 13% 16% 8% 14% 16%
0%
1 5 5 5 5 15 1 5 5 15 5 5 15 15 6 6 6 6 16
n- -1 -1 r-1 - n- l-1 g- -1 -1 v- - n-
1 -1 -1 r-1 -
Share por Empresa Agencia Salamá
Salama
90.0%
79.2% 80.9%
78.1%
80.0%
74.5%
72.0%
70.0%
67.9% 66.2%
71.0% 61.8% 61.3% 60.7% 63.5%
69.1%
60.0% 62.5%
50.0% 54.2% 55.7%

52.7%
40.0%
33.7%
31.3% 29.8% 29.9%
28.6%
30.0% 25.3%
21.7% 20.7%
19.5% 17.6%
20.0% 15.1% 14.4% 16.1% 17.2%
14.0% 11.5% 12.9% 12.4% 13.1%
17.2% 6.8% 16.9% 16.6%
10.0% 15.0% 13.8%13.6% 5.5%
11.4% 12.9%10.4% 11.0% 0.9% 2.1%
9.3% 8.1% 3.0%7.7% 1.6%
0.0%
1 5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
n- -1 -1 r-1 - -1 l-1 g- -1 -1 v- - n-
1 -1 -1 r-1 -
a e b ar p ay Ju
n u u p ct o ec a b ar p ay
J F M A M
J A Se O N D J F e M A M

Share por Presentación Agencia Salamá
Salama
70.0%
60.7%
60.4%
59.6%
60.0%
54.0%
53.0%
50.0%
45.8%
40.0%
30.0%
23.1%
19.9%
16.9%
16.9%
16.6%
20.0%
13.1%
12.4%
11.0%
11.0%
10.1%
10.0%
9.8%
9.7%
9.0%
8.4%
7.7%
7.8%
7.1%
10.0%
6.7%
6.8%
6.4%
5.5%
2.9%
3.2%
1.6%
1.2%
0.9%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
APS Pachoncito APS 20 oz APS Litro APS 2Lts Cielo 375 Cielo 625 Aqua 600-750ml
Cobertura Agencia Salamá x Marca
Salamá
100.0% 95.1% 92.9%
92.7%
87.7% 89.2%
90.0% 84.4% 84.5% 84.2% 85.7%
80.0%
77.4%77.5% 79.5%80.2% 79.8%
80.0% 76.5%
72.6%
70.0%
60.0%
50.0%
36.9%
40.0% 35.5% 34.1% 32.9
29.7% 29.1%
30.0% 25.0% 23.5%
22.0% 22.6%
18.8%19.5%19.7% 20.0% 17.8% 30.0%
20.0% 25.7%17.7% 17.1%
22.4% 20.6% 22.1%
18.9% 19.0%
10.0% 17.1%16.9% 15.1% 14.3% 14.5%
12.5% 13.6%
9.8% 7.8% 7.5%
0.0%

Cobertura Agencia Salamá x Presentación
Salamá
100.0%
92.9%
90.0% 89.2%
79.8%
79.5%
80.0% 79.1%
71.0%
70.0%
60.0%
50.0%
36.9%
40.0%
32.9%
30.7%
29.7%
30.0%
22.7%
22.1%
22.1%
20.0%
18.9%
18.9%
17.1%
16.1%
15.5%
15.1%
14.5%
20.0%
13.6%
13.1%
13.1%
12.9%
11.4%
10.2%
4.1%
6.0%
10.0%
4.3%
3.6%
1.1%
1.2%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
APS Pachoncito APS 20 oz APS Litro APS 2Lts Cielo 375 Cielo 625 AQUA 600-750ml
100%
95%
93% 93%
90% 88% 89%
85% 86%
84% 80% 80% 80%
80%
79% 77% 78% 80% 73%
76%
70%
60%
50%
40% 37%
35% 34%
30% 29%
30% 33%
22% 24% 24% 30%
23%
19% 20% 20% 20% 26%
20% 22% 18% 18% 22% 17%
21% 20% 19% 14%
17% 17% 19%
10% 15% 15% 16%
10% 8%
13% 13% 14% 15%
8% 17% 11%
7% 9% 13%10%
11%
6% 7% 7% 9% 7% 7% 7% 7%5% 6% 7% 6%
5% 2% 2% 4% 3% 4% 3%
0% 0% 1% 2% 1%
5 5 1 5 5 5 1 5 5 1 5 1 5 5 1 5 5 6 6 1 6 1 6 6
n - 1
b- 1 r - r - 1
y - 1
n- l - 1
g - p- t - 1
v - c - 1
n - 1
b- 1 r - r - y -1
Ja Fe M
a Ap a Ju Ju Au Se Oc No De Ja Fe M
a Ap a
M M
Share por Empresa Agencia Sanarate
Sanarate
70.0%
58.6% 57.2%
60.0% 56.9%
54.0% 53.9% 56.2
48.9% 47.8%50.2% 50.2% 50.8%

50.0% 47.5%
45.1% 46.1% 44.3%
42.3% 42.1%
46.0%
40.0% 42.5% 37.3%
34.0% 41.2%
39.0%41.4%
36.4% 36.4% 36.5% 37.7% 37.8% 36.9%
30.0% 33.7%
24.8% 32.0%
20.0%
15.8%
18.3% 11.5%
8.6% 15.3% 15.0% 13.5% 8.4% 6.9%
10.0% 12.3% 12.7% 13.4% 14.1% 6.0%
10.1% 3.4% 3.8% 4.5% 4.2%
7.4% 6.4%
0.0%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n-
1 -1 -1 r-1 -1 n-
1 l-1 g-
1 -1 -1 v-
1
c-
1
n-
1 -1 -1 r-1 -1

AP
S
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
40.0%
45.0%
50.0%
0.0%
5.0%
Pa
ch
o
0.9%
n
0.4%
cit
o
0.0%
0.9%
0.0%
0.1%
AP
S
45.8%
dic-15
20
33.1%
oz
46.4%
45.9%
23.1%
23.6%
AP
S
5.3%
L
2.4%
itr
o
2.1%
2.7%
5.6%
AP
6.2%
S 1.
5
Lt
s
0.0%
ene-16
1.2%
0.0%
AP
S 8 Lt
s
0.0%
0.0%
AP
0.4%
S G alo
n
0.0%
1.0%
0.9%
AP
S 2
feb-16
Lt
s
Cr
0.0%
i s t
5.6%
al
4.1%
in
a3
5 0
0.0%
Share por Presentación Agencia Sanarate
0.0%
Sanarate
AP
1.9%
S3.
3LT
S
0.0%
0.0%
mar-16
Ci
el
o 2.0%
10.7%
14.8%
37
5
12.6%
12.6%
13.8%
Ci
17.5%
el
o
10.7%
14.8%
62
5
12.6%
12.6%
11.9%
14.3%
Ci
10.7%
el
o
abr-16
14.8%
Lt
12.6%
12.6%
18.2%
Ci
22.2%
el
o
3L
Aq
ts
0.0%
a6
3.6%
0
2.2%
0-
75
13.5%
0
15.4%
m
l
8.4%
6.9%
11.1%
may-16
5.9%
Aq
u
0.6%
a5
0.4%
0 0
0.0%
0.0%
0.4%
0.1%
Cobertura Agencia Sanarate x Marca
Sanarate
120.0%
97.6% 96.9% 99.0% 97.9% 97.9%

100.0% 92.5% 93.9% 94.0% 94.8% 94.9%95.8%95.9%
84.3% 86.9%
81.0%
80.0% 85.9% 74.7%
78.9%
64.2% 64.9%
60.0% 59.6%
60.0% 54.1% 53.1%
50.6% 49.0%49.0%
45.3% 43.4%
40.0% 35.7%38.1%34.7% 36.1%33.7%
31.3% 31.3%44.4%
37.8%
30.4%31.4% 33.0%32.3%
27.6% 29.0%27.6%
20.0% 26.0% 24.2%
22.2%
16.7% 18.4%
14.4%
0.0%
-15 -15 r-15 r-15 -15 -15 l-15 -15 -15 t-15 -15 c-15 -16 -16 r-16 r-16 -16
n b y n Ju Aug p v n b y
Ja Fe M
a Ap Ma Ju Se Oc No De Ja Fe M
a Ap Ma

AP
S
100.0%
120.0%
0.0%
20.0%
40.0%
60.0%
80.0%
Pa
ch
o
1.0%
n c
0.9%
i to
2.8%
0.0%
0.0%
1.0%
AP
dic-15
S
93.8%
20
94.9%
oz
95.8%
93.9%
85.9%
86.9%
AP
S
7.3%
L
4.3%
itr
o
4.2%
1.0%
10.1%
AP
18.2%
S 1.
5
Lt
ene-16
s
2.0%
0.0%
AP
S 2 Lt
s
14.1%
AP
7.1%
S G alo
n
7.1%
feb-16
AP
3.0%
S 3.
3
Lt
s
0.0%
Ci
3.0%
el
o
31.3%
Sanarate
45.3%
37
5
36.1%
33.7%
Cobertura Agencia Sanarate x Presentación
57.6%
Ci
74.7%
el
o
31.3%
mar-16
45.3%
62
5 36.1%
32.7%
58.6%
72.7%
Ci
31.3%
el
o
45.3%
Lt
36.1%
30.6%
56.6%
Ci
70.7%
el
o
A
3L
Q
ts
abr-16
0.0%
UA
14.1%
60
4.0%
0 -7
32.3%
50
44.4%
m
l
22.2%
17.3%
43.4%
24.2%
AQ
U
1.0%
A5
0.9%
0 0
0.0%
2.0%
C
ri
1.0%
st
1.0%
al
i
may-16
na
35
0
0.0%
0.0%
8.1%
120%
100% 98% 97% 99% 98% 98%

94% 94% 95% 95% 96% 96%
93%
87%
84%
80% 86%
81% 79% 75%
64% 65%
60% 60%
60%
54%
51%
49% 49%
53% 44% 43%
40% 38% 38% 36%
35% 33% 45% 34%
31% 30% 36% 32%
29% 28%
31% 26% 31%
28%
20% 22% 24%
17% 18%
14%
7% 6% 16% 7% 11% 2% 4% 3% 4% 0% 20% 20% 5% 0% 3% 3% 3% 9% 13%

0% 2% 2% 3% 2% 3%
0%5
1 1 5 1 5 0%5
1 1 5 0%5
1 1 5 1% 1 5 1 5 0% 1 5 0%5
1 1 5 1%6 0%6 1%6
1 1 1 1 6 1% 6
n - b- r - r - y - n- l - g - p- t - v - c - n- b- r - r - y -1
Ja Fe M
a Ap M
a Ap M
a
Share por Empresa Agencia Teculután
Teculutan
90.0%
81.9%
80.0%
72.8% 73.1%
69.4% 69.4% 67.6% 68.2%
70.0% 66.0% 66.0%
60.0% 63.7%
59.8% 59.9%
50.0% 53.8% 55.0%
51.8% 49.5
47.5%
40.0% 36.0%
32.8% 32.4%
29.4%
30.0%
21.5% 19.9% 20.5% 20.9% 21.9% 20.5%
18.8%20.7% 17.9% 18.5%
20.0% 16.0% 16.0%
12.1% 21.3%12.9%
19.5% 19.6% 17.9% 18.8% 9.2% 10.8%
18.0%
10.0% 14.5% 13.4% 15.4%
11.8% 10.9% 5.1%
9.1% 2.1% 1.6% 1.7% 1.5%
7.2% 6.0%
0.0%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n-
1 -1
ar
-1 r-1 ay
-1 n-
1 l-1 g-
1 -1
ct
-1 v-
1
c-
1
n-
1 -1
ar
-1 r-1 -1
Ja F eb A p Ju Ju A u S ep O o De Ja F eb A p ay
M M N M M

AP
S
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
P ach
o
1.1%
nc
0.7%
ito
0.0%
0.0%
0.0%
0.3%
AP
S
dic-15
78.2%
20
53.4%
oz
64.0%
46.7%
36.8%
39.6%
AP
S
2.4%
L
0.5%
itr
o
1.5%
0.8%
12.0%
3.8%
AP
S1
.5
Lt
s
ene-16
0.0%
3.0%
0.8%
AP
S8
Lt
s
0.0%
0.2%
0.3%
AP
S Ga
lo
n
0.0%
3.0%
feb-16
0.3%
AP
S2
Lt
s
0.0%
0.0%
10.8%
AP
3.7%
S 3.
3L
Teculutan
TS
Share por Presentación Agencia Teculután
0.0%
0.0%
Ci
1.5%
elo
2.1%
mar-16
5.9%
37
5 6.6%
10.9%
5.5%
Ci
e 10.9%
lo
2.0%
6.3%
62
5
7.3%
11.1%
4.7%
9.1%
Ci
1.9%
el
o
5.9%
Lt
6.6%
abr-16
10.5%
7.3%
Ci
13.4%
el
o
3L
ts
Aq
u
0.0%
a
3.8%
60
2.6%
0-7
12.1%
50
21.4%
m
l
9.2%
16.9%
10.3%
12.9%
Aq
may-16
ua
0.0%
5
0.5%
00
0.0%
1.6%
0.4%
0.0%
Cobertura Agencia Teculután x Marca
120.0% Teculután
96.4% 93.9%
100.0%
92.6% 93.4% 92.9%90.1%
90.5%89.2%90.3%91.4% 91.3%91.5%
88.0%
87.3% 87.5%
81.0% 79.6%
80.0%
60.0%
41.0% 38.6% 38.9%

36.2% 36.0% 32.4%
40.0% 33.1% 30.2% 30.4% 32.0% 30.8
27.9%
24.8% 24.7% 24.5%
19.8% 20.7% 15.7% 18.8%
15.2% 16.8%15.6%
20.0% 12.7% 12.4%24.3% 10.8% 12.8% 12.5% 25.1%
5.4% 3.8% 14.0%
0.0%
9.0% 8.5%

Cobertura Agencia Teculután x Presentación
Teculután
120.0%
95.9%
92.9%
100.0%
91.7%
90.1%
88.0%
78.7%
80.0%
60.0%
38.9%
33.7%
40.0%
32.4%
32.0%
30.4%
30.2%
30.2%
30.2%
24.6%
24.0%
22.9%
18.8%
18.3%
18.3%
17.3%
17.3%
15.7%
14.2%
13.2%
20.0%
12.5%
12.4%
12.4%
12.2%
10.8%
11.1%
11.1%
10.3%
10.3%
8.2%
5.5%
4.4%
4.1%
3.6%
3.3%
2.9%
2.1%
1.1%
1.1%
0.5%
0.5%
0.5%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
APS 20 oz APS Litro APS 1.5Lts APS 2Lts APS Galon APS 3.3Lts Cielo 375 Cielo 625 Cielo Lt Cielo 3Lts AQUA 600- AQUA500
750ml
sep-15 dic-15 ene-16 feb-16 mar-16 abr-16 may-16
120%
100% 96%
94% 93% 93%
90% 90% 91% 93% 91% 91% 90%
89% 88% 88%
87%
80%
81% 80%
60%
41% 39%
40% 39%
36% 36%
33% 32% 32%
30% 30%
25% 25% 25% 31%
28%
20% 24% 17% 16% 20% 24% 16% 19%
15%
13% 12% 11% 13% 21% 13%
9% 9% 4% 14%
17% 5% 14%
9% 8%4% 7% 8% 7% 11% 11% 9%
3% 1% 1% 1% 5% 3% 2% 5% 4% 4% 5% 1% 2% 2% 4% 2% 2% 5%2% 5%2%
0% 0% 0%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n-1 b-1 r -1 r -1 y -1 n-1 l -1 g -1 p-1 t -1 v -1 c -1 n-1 b-1 r -1 r -1 y -1
Ja Fe M
a Ap a
M M
CENTRO OCCIDENTE
Share por Empresa Centro Occidente
Occidente
70.0% 65.9%
64.9% 64.2% 65.6% 64.1% 62.8% 62.9%
61.1% 61.5% 61.9% 62.5% 61.9% 61.2%
58.6% 59.4% 60.7%
60.0%
59.6%
50.0%
40.0%
30.0%
25.8% 26.7% 25.6% 24.6% 25.4% 25.6%
23.3% 23.5% 23.7% 24.1%
22.4% 21.8% 22.9% 21.2% 22.3%
19.4% 19.7%
20.0%
15.4% 15.3% 14.6%
12.7% 12.5% 13.5% 13.0% 13.5% 13.3% 13.4% 12.4% 19.3%
11.8% 10.7% 17.8%
9.1% 16.1%
10.0%
2.2% 2.3% 1.3% 1.6% 0.8%

0.0%
5
6
5
15
15
15
16
16
5
15
6
1
1
1
-1
r- 1
1
l -1
t-1
-1
n-
g-
c-
n-
b-
n-
p-
v-
b-
r-
-
ay
ay
ar
ar
Ju
Ap
Ap
Oc
De
Au
No
Ja
Ja
Ju
Se
Fe
Fe
M
M
M
M
AP
S
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
0.0%
Pa
ch
o
6.2%
n cit
o
6.3%
5.0%
2.9%
2.0%
AP
S
53.8%
dic-15
20
oz
55.2%
51.8%
44.7%
40.2%
AP
S
0.5%
Litr
o
1.8%
1.8%
6.9%
AP
10.6%
S 1.
5
Lt
s
0.0%
0.5%
ene-16
0.2%
AP
S 8 Lt
s
0.0%
0.3%
AP
0.1%
S Ga
lo
n
0.0%
0.2%
1.0%
AP
S 2
feb-16
Lt
s
Cr
0.0%
i s
2.7%
tal
6.0%
in
a3
5 0
0.1%
0.0%
Share por Presentación Centro Occidente
AP
Occidente
0.1%
S3 . 3 LT
S
0.0%
mar-16
Ci
0.6%
el
o
37
5 9.8%
9.3%
14.3%
Ci 14.0%
14.8%
el
o
3.3%
62
5
2.6%
4.4%
4.1%
4.4%
Ci
0.3%
el
o
abr-16
Lt
0.5%
0.6%
2.1%
Ci
2.0%
elo
3l
ts
Aq
.
u a
0.0%
0.9%
60
0
1.1%
-7
17.3%
50
m
l
14.6%
14.8%
14.4%
14.2%
Aq
may-16
u
8.2%
a5
0 0
4.8%
4.9%
3.4%
1.8%
Cobertura Centro Occidente x Marca
Occidente
100.0%
89.0%86.9%86.9%87.6% 88.2%
91.4% 89.6%91.9%88.4%90.4%
90.0% 86.5%86.4% 86.0% 87.0%88.2%87.0%
83.6%
80.0%
70.0%
60.0%
50.0%
39.2%39.8% 39.2%
40.0% 35.5%37.1% 36.4%35.9%34.3% 35.7%35.7%36.6%37.2%36.0% 36.4%38.5%
32.5%31.5%
30.0% 25.9% 25.3%23.3% 26.9%
22.3% 21.5%21.8%22.1% 22.8%21.4%22.6%21.1%
16.2%17.0% 30.9%
20.0%
22.9%
20.4%
10.0%
0.0%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n-1 b-1 r-1 r-1 y-1 n-1 l-1 g-1 p-1 t-1 v-1 c-1 n-1 b-1 r-1 r-1 y-1
Ja Fe M
a Ap Ma

AP
S
100.0%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
Pa
ch
o
12.3%
n
9.6%
cit
o
13.5%
10.5%
15.1%
10.5%
AP
dic-15
S
91.6%
20
87.9%
oz
89.8%
86.8%
87.6%
86.6%
AP
S
1.1%
L
2.3%
itr
o
2.9%
2.3%
10.8%
14.5%
AP
Sr
1.1%
10
1.9%
ene-16
oz
2.7%
0.8%
2.3%
1.2%
AP
S 2 Lt
s
4.0%
AP
9.3%
SGa
lo
n
1.5%
feb-16
AP
3.9%
S
0.0%
3.
3
0.0%
Lt
s
0.0%
0.0%
0.0%
Ci
0.0%
el
o
19.5%
Occidente
20.2%
37
5
20.2%
29.0%
Cobertura Centro Occidente x Presentación
21.3%
Ci
25.0%
el
o
7.7%
mar-16
7.5%
62
5
5.9%
9.8%
9.1%
11.7%
Ci
0.7%
el
o
1.8%
Lt
1.1%
1.2%
2.6%
Ci
3.4%
el
o
A
3L
Q
ts
abr-16
UA
1.9%
60
1.5%
0-
7
37.0%
50
36.0%
m
l
32.3%
31.4%
36.4%
38.3%
AQ
U
11.2%
A5
12.2%
0 0
8.1%
7.7%
C
8.5%
ir st
5.8%
al
i
may-16
n
0.1%
a
0.0%
35
0
0.0%
0.1%
0.0%
0.2%
100%
91% 92% 90%
90%
90% 89% 87% 87% 88% 86% 86% 88%
86%
88% 87% 88% 87%
85%
80%
70%
60%
50%
40% 39% 40% 39% 38%

36% 37% 36% 36% 35% 36% 36% 37% 37% 36% 36%
33% 31%
30% 26% 27%
25% 31%
23% 23%
20%
22% 21% 22% 22% 21% 23% 21%
20% 16% 17% 23%
10% 12%
9% 9% 8% 8% 8% 9% 8% 9% 7%6% 9% 8%
7% 7% 5% 6% 6% 5% 5%
4% 5% 3% 4% 5% 4% 3% 3% 4% 3% 3% 3% 4%
0% 3%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
Ja Fe M
a Ap a
M M
Share por Empresa Agencia Huehuetenango
Huehuetenango
60.0%
52.4% 51.6% 52.6%

48.8% 48.6% 50.1% 48.8% 50.0% 48.9%
50.0% 46.7% 47.0% 47.5% 46.3% 47.3% 46.9%
44.2%
46.9% 45.9% 46.3% 47.0%
43.9% 43.9% 45.2%
40.0% 42.3% 42.2%
41.8% 40.9% 41.9% 41.9% 41.3%
38.7% 34.3%
36.4%
30.0% 33.2%
20.0%
15.8%
11.9% 11.7% 11.2%
9.4% 9.3% 8.4% 8.1% 9.2%
10.0%
5.5% 5.4% 5.9% 6.3% 5.5% 10.7% 11.6%
3.6% 3.3%
5.1% 1.5%
4.3% 4.5%
0.0%
5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
-1 -1 -1 r-1 - -1 l-1 g- -1 -1 v- - -1 -1 -1 r -1 -
Ja
n
F e b ar A p ay Ju
n Ju u S e p
O ct o ec Ja
n
F e b ar A p ay
M M A N D M M

AP
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
40.0%
45.0%
0.0%
5.0%
S
Pa
ch
8.7%
o n
4.4%
cit
5.3%
o
4.3%
2.9%
dic-15
2.5%
AP
S
39.3%
35.5%
20
38.4%
oz
37.8%
37.7%
40.9%
AP
0.0%
S L
0.0%
i tr
1.1%
o
0.0%
8.2%
ene-16
6.7%
AP
S Ga
lo
0.0%
n
0.0%
0.2%
0.0%
0.0%
AP
S
0.0%
2 Lt
0.0%
feb-16
0.0%
1.9%
Cr
i
2.1%
s tal
0.0%
in
0.0%
a3
5
0.0%
0
0.0%
0.0%
0.2%
Ci
Huehuetenango
6.6%
el
o
4.6%
37 8.4%
5
mar-16
11.8%
8.7%
Share por Presentación Agencia Huehuetenango
8.5%
Ci
2.6%
el
o
1.7%
62
2.7%
5
4.1%
1.9%
3.0%
Ci
el
0.0%
o
0.0%
abr-16
3l
ts
0.0%
.
0.0%
Aq
0.0%
u
0.2%
a6
00-
24.9%
75
27.7%
0m
24.3%
l
24.7%
23.3%
27.6%
Aq
17.1%
u
may-16
19.5%
a5
0
12.1%
0
14.0%
9.9%
6.7%
Cobertura Agencia Huehuetenango x Marca
Huehuetenango
100.0%
93.3% 91.6% 91.3%
90.8% 89.6% 90.1%
86.2% 87.0%86.0% 87.9%
90.0% 85.3% 84.4% 84.4% 85.1%
82.2% 81.7%
80.0%
77.4%
82.6% 83.2%
70.0% 75.9%77.6% 77.9% 77.3% 76.3%
73.2%71.5%73.7%73.7%
70.6% 68.4%68.6%
67.3%
60.0% 64.2%
61.5%
50.0%
40.0%
30.0% 24.0%
20.4%19.1% 18.4% 19.8%
20.0% 14.6% 16.4% 15.1%
11.7% 13.3%12.2%
10.4% 8.5% 10.6%
7.4%
10.0%
14.2%
8.7%
0.0%
-15 -15 r-15 r-15 -15 -15 l-15 -15 -15 t-15 -15 -15 -16 -16 r-16 r-16 -16

AP
S
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
100.0%
0.0%
Pa
ch
o
23.2%
n c
10.3%
ito
13.3%
9.1%
16.3%
10.2%
dic-15
AP
S
93.3%
20
81.7%
oz
91.6%
85.1%
91.0%
87.9%
AP
S
0.0%
L
0.0%
itr
o
3.4%
0.0%
13.5%
11.7%
AP
Sr
2.5%
ene-16
10
3.1%
oz
3.0%
0.6%
2.1%
1.5%
AP
0.0%
S 2
0.0%
Lt
s
0.0%
0.0%
2.8%
5.7%
AP
S
0.0%
3.
3
0.0%
feb-16
Lt
s
0.0%
0.0%
0.0%
0.0%
AP
S
0.0%
Ga
0.0%
lo
n
0.0%
0.0%
1.7%
0.0%
Ci
el
13.0%
o
Huehuetenango
11.1%
37
5
19.4%
24.0%
mar-16
13.9%
12.5%
Ci
el 7.4%
o
5.7%
62
5
Cobertura Agencia Huehuetenango x Presentación
6.8%
11.4%
4.9%
7.2%
Ci
el
0.0%
o
0.0%
3L
A
ts
0.0%
Q
0.0%
UA
0.0%
abr-16
60
0.4%
0 -7
73.0%
50
76.0%
m
l
68.4%
68.6%
61.5%
64.2%
AQ
U
32.3%
A5
37.4%
0 0
24.0%
23.4%
C
23.3%
ri s t
15.5%
al
i
may-16
0.0%
na
0.0%
35
0
0.0%
0.0%
0.0%
0.4%
100%
93% 92%
91% 90% 90% 91%
90% 86% 87% 88%
85% 84% 84% 86% 85%
83%
80% 82% 83% 78% 77% 82%
76% 78% 77% 76%
70% 73% 74% 74%
71% 71%
67% 68% 69%
60% 64%
61%
50%
40%
30%
24%
20% 19% 20%
20% 15% 18%
16%
9% 10% 19% 13% 14% 15%
7% 12% 11% 12%
15%
10% 14% 12% 16% 9% 14% 13%
10% 11% 9%
9% 8% 8% 8%
2% 4% 7%2% 1% 2% 2% 2% 3% 3% 3% 3% 6%1% 3% 5%3% 6% 1% 3%
0%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 16 6 6
n-
1 -1 -1 r-1 -1 n-
1 l-1 g-
1 -1 -1 v-
1
c-
1
n-
1 -1 - r-1 -1
Share por Empresa Agencia Los Altos
Los Altos
90.0% 85.4%
79.5% 79.0% 80.2%
80.0%
73.7% 73.3% 75.5% 74.4% 72.7% 72.8%
69.6% 71.4% 69.5%
70.0% 66.0% 67.9%
68.6%
66.2%
60.0%
50.0%
40.0%
30.0% 25.2%
22.2% 22.6% 22.1% 22.3%
18.9% 17.8% 18.8
20.0% 17.0% 15.2% 16.8% 17.3% 16.4% 15.6% 15.4%
11.8% 12.5%
8.7% 9.2% 15.7%
10.0%
4.5% 2.8% 12.7% 11.5
9.4% 1.7% 3.2% 9.3% 7.8% 8.8% 10.0% 10.8% 11.7% 0.6% 7.2% 0.5%
0.0%
5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
-1 -1 -1 r -1 - -1 l-1 g- -1 -1 v- - -1 -1 -1 r-1 -
Ja
n
F e b ar A p ay Ju
n Ju u S e p
O ct o ec Ja
n
F e b ar A p ay
M M A N D M M

Cobertura Agencia Los Altos x Marca
Los Altos
120.0%
98.8%98.6%99.3%96.9% 98.8%96.8%97.3%98.0%98.1%99.5%100.0% 99.0%96.4%

100.0% 95.1%97.2% 95.7% 94.4%
80.0%
60.0%
35.9% 35.3%
40.0%
32.3% 31.8%29.8%
27.1%25.0% 25.4% 25.5% 26.3%
23.3% 23.1% 22.8%
17.9% 19.7%21.2%17.2% 18.5%
20.0%
11.8% 12.9%13.4% 13.3%
8.8% 7.2% 21.7%20.0% 20.2%
16.0% 4.0% 3.4% 15.9% 15.0% 13.2% 12.7%
0.0%

AP
S
100.0%
120.0%
0.0%
20.0%
40.0%
60.0%
80.0%
Pa
ch
22.3%
on c
15.6%
i to
27.5%
21.0%
30.2%
dic-15
12.4%
AP
S
98.1%
20
97.2%
oz
100.0%
94.4%
98.0%
96.4%
AP
S L
3.7%
itr
o
1.6%
4.2%
14.6%
7.8%
ene-16
AP
1.9%
Sr
2.8%
10
oz
7.9%
4.2%
1.5%
3.1%
AP
S 1.
5
Lt
s
1.0%
0.5%
feb-16
AP
S 2 Lt
s
3.4%
6.2%
AP
S
Los Altos
Ga
lo
n
Cobertura Agencia Los Altos x Presentación
2.0%
1.0%
Ci
mar-16
el 17.2%
o
12.8%
37
5
12.7%
23.1%
16.6%
22.8%
Ci
el
7.6%
o
2.8%
62
5
0.0%
9.1%
8.3%
8.3%
abr-16
Ci
el
1.4%
o
Lt
0.5%
AQ
0.0%
1.0%
UA
1.0%
60
0 -7
31.8%
50
29.8%
m
l
18.5%
21.7%
26.3%
19.2%
AQ
U
12.7%
may-16
A5
13.8%
0 0
9.0%
14.0%
11.7%
5.7%
120%
100% 95% 97% 99% 99% 99%

97% 99% 97% 97% 98% 98% 100% 100% 99%
96%
96% 94%
80%
60%
40% 36% 35%

32% 32% 30%
27% 25% 25% 25% 26%
23% 23% 23%
18% 20% 21% 19%
20% 16% 16% 17%
12% 13% 13% 15% 13% 13% 13% 22%
20% 20%
9% 7%
4% 3%
0% 3%2% 3%0% 1%0% 1%0% 0%1% 2%2% 3%1% 1%1% 1%2% 0%2% 1%1% 1%1% 0%0% 0%0% 3%2% 0%1% 2%3%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
Ja Fe M
a Ap M
a Ap M
a
Share por Empresa Agencia Malacatán
Malacatan
120.0%
100.0% 100.0%100.0% 100.0%100.0%100.0%

100.0% 94.4% 95.5% 95.0% 96.9%
92.4% 92.1% 92.3%
83.9%
80.0%
80.5%
75.0% 76.9%
60.0%
40.0%
25.0%
20.0% 14.8% 16.2% 14.8%
7.6% 6.9% 5.6% 0.0% 0.0% 4.5% 0.0% 0.0% 0.0% 5.0% 5.9% 3.1% 4.7% 6.0%
0.0% 0.0% 1.3% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 2.0% 0.0% 1.8%
0.0% 0.0%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
Ja Fe M
a Ap a
M M

Cobertura Agencia Malacatán x Marca
Malacatán
110.0%
100.0% 100.0% 100.0% 100.0%
96.4% 96.8% 96.6% 96.3%97.0%95.0% 95.6%
91.7% 92.5%
100.0% 100.0%
90.0%
81.3% 80.0%
70.0%
50.0%
30.2%
30.0% 25.0%
20.0%
14.3% 16.1%
10.0% 8.3% 7.4% 9.1% 5.0%
6.9% 17.6%
10.0% 3.2% 3.0%
0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0%
5.7% 5.9%
0.0%
-10.0%

Cobertura Agencia Malacatán x Presentación
Malacatán
120.0%
100.0%
97.0%
96.3%
95.6%
95.0%
100.0% 92.5%
80.0%
60.3%
60.0%
32.4%
40.0%
30.2%
23.5%
18.9%
17.6%
15.0%
20.0%
11.3%
11.1%
3.1%
7.4%
6.1%
6.1%
6.1%
5.9%
5.0%
3.8%
3.8%
3.8%
3.1%
3.0%
3.0%
2.9%
1.9%
1.9%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
oz s s ts l
ito itr
o Lt Lt lo
n
37
5
62
5
3L m 00
o nc 20 S L 1.
5 S 2
Ga lo lo lo 50 A5
ch S
AP S AP S e e e -7 U
P a AP AP AP Ci Ci Ci 60
0 AQ
S
AP QUA
A
120%
100% 100% 100% 100% 100% 100%

100% 96% 97% 97% 96% 97% 95% 96%
92% 92%
80%
81% 80%
60%
40%
30%
25%
20%
20% 16% 18%
14% 19%
10%
15% 8% 9%
7% 7% 6% 6%
3% 3% 5%
8% 0% 8%
5% 3% 5%
0% 0%4% 0% 3%0% 0% 0% 0% 0% 3% 0% 0% 0% 0% 4% 0% 3% 0% 0% 1%3%
5 0%5 0%5 0%5 5 0% 0%5 0%5 6 6
- 15 - 15 r - 1 r - 1 5
- 1 - 1 5
l - 1 - 1 - 1
t - 1 5
-1 -1 -1 -1
6
r -1 r -1
6
-1
6
Ja Fe M
a Ap M
a Ap M
a
Share por Empresa Agencia Mazateca
Coatepeque
100.0%
90.0% 84.7% 86.2%

83.4% 81.8% 82.2%
80.5%
80.0% 76.7% 75.6% 76.8% 77.1%
72.6% 72.5%
70.0% 75.1%
70.9% 72.6%
69.1%
60.0%
63.0%
50.0%
40.0%
30.0%
21.3% 21.5% 21.9%
18.8% 17.6% 18.0% 16.6%
20.0% 15.1% 11.6% 13.7%
11.3%10.8% 10.7% 12.9% 11.3%11.2% 9.9% 12.4%
9.2% 7.6% 5.7% 5.9% 7.7%
10.0%
3.1% 3.6% 4.3% 5.0% 12.8%
12.2% 9.4% 10.3% 3.2% 2.0% 1.1%
6.1% 8.2% 7.8%
0.0%
2.7% 2.9%
1 5 1 5 1 5 1 5 1 5 1 5 1 5 1 5 1 5 1 5 1 5 1 5 1 6 1 6 1 6 16 16
n- b- r - r - y- n- l - g - p- t - v - c - n- b- r - r - y -
Ja Fe M
a Ap a
M M

Cobertura Agencia Mazateca x Marca
Coatepeque
100.0%
89.9%
87.3% 85.4% 86.1%84.7%86.6%
90.0% 84.0% 81.6% 82.5%
80.2% 79.5%
75.7%75.0%76.7% 77.8%
80.0%
70.0%
60.0%
67.0% 67.6%
50.0%
40.0%
31.4%
28.2%
30.0%
22.0% 24.0%25.2% 22.3% 22.4%
19.8% 18.6%16.4%16.5%17.2%
16.0%16.8%
20.0%
13.7% 14.1% 24.8% 14.3%
16.0% 15.8% 15.1% 17.2%
10.0% 14.6% 12.2% 13.3%
12.0% 10.6%
5.9% 6.8% 7.8% 10.1% 7.2%
0.0%
3.0% 4.1%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n -1 b-1 r-1 r-1 y-1 n-1 l-1 g-1 p-1 t-1 v-1 c-1 n-1 b-1 r-1 r-1 y-1
Ja Fe M
a Ap Ma

Cobertura Agencia Mazateca x Presentación
Coatepeque
100.0%
86.6%
85.1%
84.7%
90.0%
82.5%
78.1%
77.8%
80.0%
70.0%
60.0%
50.0%
40.0%
30.0%
19.8%
18.6%
17.2%
16.5%
16.4%
14.3%
20.0%
13.7%
12.9%
13.1%
9.3%
8.2%
7.2%
6.2%
10.0%
5.1%
5.1%
4.1%
4.1%
4.0%
3.0%
0.0%
3.1%
3.1%
3.0%
2.1%
2.0%
1.4%
1.4%
1.4%
1.0%
1.0%
1.0%
1.0%
1.0%
1.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
APS Pachoncito APS 20 oz APS Litro APS 2Lts APS Galon Cielo 375 Cielo 625 Cielo Lt AQUA 600-750ml
100%
90%
90% 87% 86% 87%
84% 85% 85%
82% 82%
81% 80% 79%
80% 78%
76% 75%
70%
67% 68%
60%
50%
40%
31%
30% 28% 27%
24% 22% 25% 22%
22%
20% 19%
20% 16% 17% 22% 16% 16% 17%
14% 16% 14% 15% 14%
12% 12%
11% 15% 10% 16% 17%
10% 6% 13% 12% 15% 7%
11% 11% 7% 12% 10% 10%
10% 3% 8% 4% 9% 14%
7% 9% 7% 8%9% 9% 8% 7% 6% 7% 8% 7%
4%3% 6% 6% 4% 6% 5% 5%
0% 1% 1% 0%
- 15 - 15 - 15 - 15 - 15 - 15 l - 15 - 15 - 15 - 15 - 15 - 15 - 16 - 16 - 16 - 16 - 16
n b r r ay n g p t v c n b r r ay
Ja Fe M
a Ap Ju Ju Au Se Oc No De Ja Fe M
a Ap
M M
Share por Empresa Agencia Quiché
Quiche
60.0% 56.7% 56.6%
52.9% 54.2%
48.8% 49.9% 48.5% 49.1%

50.9% 49.8% 51.1% 50.3% 54.0%
50.0% 47.2% 47.3%
45.4% 45.7%
43.4% 42.6% 43.9%
42.1%
40.0% 37.9% 37.3% 42.5%
40.6% 40.7% 37.1%
38.5% 34.6% 39.7%
38.2%
36.7%
30.0%
32.2% 30.6%
20.0%
14.4% 14.5% 13.6% 15.5%
10.0% 13.1% 14.2% 12.5% 12.4%

11.1% 10.3%
9.5%
7.8% 8.0% 6.3%
6.5% 6.4% 6.8%
0.0%
1 5
-1
5
-1
5
r-1
5 15 -1
5
l-1
5 15 -1
5
-1
5 15 15 1 6
-1
6
-1
6 6 16
an- b ar p ay
- n u ug- p ct ov- ec
-
an- b ar pr-1 ay
-
J F e M A M Ju J A S e O N D J F e M A M

Cobertura Agencia Quiché x Marca
Quiché
120.0%
96.3% 97.5%
100.0%
92.5% 92.5%
88.8% 87.5% 88.8%88.8%
85.0%81.3%86.1%86.3% 85.0% 85.0%
81.5% 78.8%78.8% 81.3%
80.0% 87.5%
80.0%80.0% 82.7% 81.3%78.8% 80.0%
76.3% 77.5%
72.2%72.5%73.8% 73.8% 71.3%71.3%
60.0%
56.3%
55.0%
36.7%36.3% 36.3% 37.5%
40.0% 32.5% 33.8% 32.5%
30.0% 27.5% 30.0%
20.0% 22.5%24.7%
18.8%17.5%
20.0%
13.8%
0.0%

AP
S
100.0%
120.0%
0.0%
20.0%
40.0%
60.0%
80.0%
P ach
o
6.3%
nc
13.8%
ito
23.8%
17.5%
31.3%
13.8%
AP
dic-15
S
88.8%
20
85.0%
oz
77.5%
78.8%
97.5%
77.5%
AP
S
0.0%
L
1.3%
itr
o
0.0%
1.3%
15.0%
12.5%
AP
S r
0.0%
10
0.0%
ene-16
z
1.3%
0.0%
11.3%
0.0%
AP
S
0.0%
2
0.0%
Lt
s
0.0%
0.0%
7.5%
AP
3.8%
S
0.0%
Ga
0.0%
lo
n
0.0%
0.0%
3.8%
feb-16
AP
0.0%
S 3
0.0%
.3
0.0%
Lt
s
0.0%
0.0%
0.0%
Ci
0.0%
el
Quiché
o
73.8%
78.8%
Cobertura Agencia Quiché x Presentación
37
5
71.3%
71.3%
85.0%
Ci
81.3%
el
o 26.3%
mar-16
35.0%
62
5
21.3%
20.0%
46.3%
43.8%
Ci
7.5%
el
o
15.0%
Lt
7.5%
7.5%
26.3%
Ci
16.3%
el
o
0.0%
0.0%
3L
AQ
ts
0.0%
abr-16
0.0%
UA
17.5%
60
7.5%
0-7
27.5%
50
37.5%
m
l
33.8%
30.0%
32.5%
56.3%
AQ
U
0.0%
A5
3.8%
00
1.3%
3.8%
C
1.3%
ir st
7.5%
al
i
may-16
0.0%
na
0.0%
35
0
0.0%
0.0%
0.0%
0.0%
120%
100% 96% 98%

93% 93%
89% 88% 89% 89%
85% 86% 86% 85% 85%
81% 81% 88% 81%
80% 79% 79%
80% 80% 74% 83% 81% 80%
79%
76% 78%
72% 73% 74%
71% 71%
60% 56%
55%
40% 36% 36% 38%

30% 37%
33% 34% 33%
30%
28%
20% 25%
23%
20% 19% 18% 16% 16%
13% 14%
9% 9%
8% 14% 19% 6% 11% 14% 5% 11% 6%3% 19% 4% 4% 9% 11% 5% 14% 15% 19% 1% 15%
0% 1% 4% 4% 4% 4%
5 5 5 5 5 5 5 5 0% 5 1% 5 5 5 6 6 6 1%6 6
- 1 - 1 r - 1 r - 1 - 1 - 1 l - 1 - 1 - 1 t - 1 - 1 - 1 - 1 - 1 r - 1 -1 -1
n b y n g p v c n b r y
Ja Fe M
a Ap a
M M
Share por Empresa Agencia Sagitario
Sagitario
100.0%
87.5% 88.2%
90.0%
83.0% 82.4% 83.6% 83.9% 83.2%
79.8% 79.4% 81.3% 81.0% 80.8% 81.3%
80.0%
77.3% 77.2%
78.8% 77.3%
70.0%
60.0%
50.0%
40.0%
30.0%
18.6% 20.0% 19.7%

17.5% 17.5% 15.7% 16.6% 15.4%
15.3%
20.0%
13.7% 14.5% 14.1% 12.9% 12.4%
12.5%
9.7% 8.9% 3.7% 2.3% 1.3% 4.0%
3.3% 2.8% 2.5% 2.9% 2.7% 5.0% 2.7% 3.1% 3.0% 2.4% 3.7% 2.0% 0.5% 1.3%
10.0%
1.8% 2.1% 1.0% 3.1%
0.0%
1 5 5 15 5 15 5 5 15 5 5 15 15 6 6 6 6 16
a n- e b-1
ar
-
pr -1 ay
- n-1
ul-1
ug- p-1
ct
-1
ov- ec
-
a n-
1
b-1
ar
-1
pr-1 ay
-
J F M A M Ju J A S e O N D J F e M A M

Cobertura Agencia Sagitario x Marca
Sagitario
100.0%
91.9%93.5% 90.1%89.9% 90.2%
87.6% 88.8%
90.0% 85.6%
82.8%82.0% 84.1%86.5%83.1% 86.2%
83.5% 83.1%
80.0%
80.4%
70.0%
60.0%
50.0%
40.0%
32.7%
29.8% 28.2%
26.3%
30.0%
23.5% 23.5%22.5%22.4% 23.6%22.6%
19.7% 20.0% 20.4%19.8%19.6%
20.0% 14.8% 13.0%
6.5% 4.2% 7.2%
10.0%
3.6% 3.4% 4.1% 3.5% 3.5% 4.1% 4.4% 4.4% 3.0% 5.1% 2.2% 4.3%
0.6%
0.0%
2.7%
-15 -15 r-15 r-15 -15 -15 l-15 -15 -15 t-15 -15 c-15 -16 -16 r-16 r-16 -16
n b y n g p v n b y
Ja Fe M
a Ap Ma

AP
S
100.0%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
P ach
0.0%
o
nc
0.5%
i to
2.2%
1.2%
3.0%
dic-15
2.1%
AP
S
89.3%
20
86.2%
oz
82.4%
90.2%
79.2%
81.5%
AP
5.4%
S L
3.1%
itr
o
4.9%
4.9%
3.6%
10.3%
ene-16
AP
S
0.0%
r
0.0%
10
zo
0.0%
0.0%
0.0%
1.5%
AP
0.0%
S 8
0.0%
Lt
s
0.0%
0.0%
1.8%
0.5%
feb-16
AP
0.0%
S 2
0.0%
Lt
s
0.0%
0.0%
2.4%
8.7%
AP
S
0.0%
Sagitario
Ga
0.0%
lo
n
0.0%
Cobertura Agencia Sagitario x Presentación
0.0%
0.6%
2.1%
AP
mar-16
S 3. 0.0%
3
0.0%
Lt
s
0.0%
0.0%
0.0%
0.0%
Ci
el
0.0%
o
0.0%
37
5
0.0%
0.6%
0.0%
3.1%
Ci
abr-16
el
3.0%
o
5.1%
62
5
2.2%
3.7%
0.6%
3.6%
Ci
e
0.0%
lo
0.0%
3L
ts
0.0%
AQ
0.0%
0.0%
UA
1.0%
60
0 -7
22.6%
may-16
50
20.4%
m
l
19.2%
19.6%
32.7%
28.2%
100%
92% 94%
89% 90% 90% 90%
90% 86% 87% 86% 86% 86%
83% 84% 84% 83%
82%
80%
80%
70%
60%
50%
40%
33%
30% 28%
30% 26%
24% 24% 23% 22% 24% 23%
20% 20% 20% 20% 20%
20%
15%
13% 17%
10% 12% 6% 11% 12% 13% 7%
4% 3% 4% 9% 4% 4% 3% 4% 10% 4% 4% 5% 4%
7%3% 7% 8% 8% 8% 3% 2% 6%
6% 6% 5% 1%
0% 1% 2% 1% 3%1% 0% 1% 2% 1% 1% 1% 2% 2% 2% 1% 2% 1% 2%
- 15 - 15 r - 15 r - 15 - 15 - 15 l - 15 - 15 - 15 t - 15 - 15 - 15 - 16 - 16 - 16 - 16 - 16
n b ay n g p v c n b r r ay
Ja Fe M
a Ap M Ju Ju Au Se Oc No De Ja Fe M
a Ap M
Share por Empresa Agencia San Marcos
San Marcos
80.0%
74.4% 74.7% 73.3%
71.2% 70.6% 72.9%
68.5% 70.0% 67.4%
69.9%
67.6%
70.0%
64.6%
61.1%
60.0% 64.5%
59.3% 50.5%
50.0%
55.3%
38.1%
40.0%
30.4%
27.1% 27.9%
30.0%
24.0% 24.2% 25.8%
23.1% 23.5% 21.9% 22.1%
20.4%
16.8% 17.8% 16.4% 25.8%
20.0% 16.3% 22.2%
12.3% 12.1% 11.0%
7.9% 9.9%
10.0% 7.6% 5.1% 12.5% 5.2% 4.5%
2.9% 9.1% 8.2% 10.3% 7.6% 10.7% 1.5% 0.4% 0.6% 0.3%
0.0%
5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
-1 -1 -1 r -1 - -1 l-1 g- -1 -1 v- - -1 -1 -1 r-1 -
Ja
n
F e b ar A p ay Ju
n Ju u S e p
O ct o ec Ja
n
F e b ar A p ay
M M A N D M M

AP
S
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
0.0%
P ach
8.4%
onc
10.7%
i to
8.7%
9.9%
2.8%
2.3%
dic-15
AP
S
63.6%
20
50.5%
oz
62.7%
47.9%
51.6%
39.5%
AP
0.0%
S L
0.3%
itr
o
1.2%
0.4%
4.0%
4.4%
ene-16
AP
0.0%
S 2
0.0%
Lt
s
0.0%
0.0%
2.2%
Cr
is t
3.7%
al
in
0.0%
a3
0.0%
5 0
0.0%
0.4%
0.0%
0.2%
AP
feb-16
S 3
0.0%
.3
0.0%
LT
S
0.0%
0.0%
0.0%
0.9%
Ci
e
15.6%
lo
20.4%
37
San Marcos
5
17.0%
25.5%
Share por Presentacíón Agencia San Marcos
21.5%
25.0%
Ci
e
mar-16
lo 0.9%
4.3%
62
5
3.8%
3.8%
3.1%
6.9%
Ci
0.0%
el
1.0%
o
Lt
1.4%
1.1%
0.5%
3.9%
Ci
e
abr-16
0.0%
lo
0.0%
3L
ts
0.0%
0.0%
Aq
0.7%
ua
2.3%
60
0 -7
10.7%
50
7.7%
m
l
4.5%
9.9%
12.1%
10.0%
Aq
0.0%
may-16
ua
5
0.2%
00
0.0%
0.0%
0.0%
1.0%
Cobertura Agencia San Marcos x Marca
San Marcos
100.0%
93.6%95.0% 93.6% 94.2%
90.0% 89.3% 88.5%90.0%89.1%90.0%89.9%90.7%
90.0% 85.7%83.6%85.7%
82.1%
78.6%
80.0%
70.0%
60.0%
46.4% 44.3%
50.0%
43.6%
40.7% 38.6%38.1%
40.0% 35.0% 35.0%
31.4% 30.7%31.9%
37.9% 25.7%23.7%
30.0%
21.4% 33.8% 31.4%
15.0% 27.1%
20.0%
22.1% 23.6% 24.3%
17.1% 17.9%
10.0% 15.1%13.6%16.7% 14.4%14.3%
9.3% 11.4% 9.4%
6.4% 8.6%
0.0%
-15 -15 r-15 r-15 -15 -15 l-15 -15 -15 t-15 -15 c-15 -16 -16 r-16 r-16 -16
Ja
n
Fe
b
M
a Ap Ma
y
Ju
n Ju Aug Sep Oc No
v
De Ja
n
Fe
b
M
a Ap Ma
y

AP
S
100.0%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
P ach
o
10.8%
nc
21.4%
ito
13.7%
17.1%
12.1%
15.0%
dic-15
AP
S
89.2%
20
90.7%
oz
92.8%
85.0%
82.9%
85.0%
AP
S
0.0%
L
1.4%
itr
o
1.4%
0.7%
5.0%
9.3%
AP
S r
0.0%
ene-16
10
5.0%
oz
2.2%
0.0%
3.6%
0.0%
AP
0.0%
S 2
0.0%
Lt
s
0.0%
0.0%
3.6%
10.0%
AP
S
0.0%
3.
3
0.0%
feb-16
Lt
s
0.0%
0.0%
0.0%
0.0%
Ci
e
23.7%
lo
42.9%
37
5
33.8%
46.4%
30.7%
San Marcos
44.3%
Ci
e
2.2%
lo
7.9%
62
5 6.5%
Cobertura Agencia San Marcos x Presentación
6.4%
mar-16
6.4%
Ci 16.4%
0.7%
el
o
2.1%
Lt
2.2%
1.4%
0.0%
8.6%
Ci
e
0.0%
lo
0.0%
3L
A
ts
0.0%
Q
0.0%
UA
1.4%
abr-16
60
3.6%
0 -7
14.4%
50
14.3%
m
l
9.4%
17.9%
24.3%
27.1%
AQ
U
0.0%
A5
0.7%
00
0.0%
0.0%
C
0.0%
ri s t
3.6%
al
i
may-16
0.0%
na
0.0%
35
0
0.0%
0.7%
0.0%
0.7%
100%
94% 95% 94% 94%
90% 89% 90% 89% 90% 90% 91%
90% 88%
86% 86%
84%
80% 82%
79%
70%
60%
50% 46%
44% 44%
41%
40% 38% 39% 38%
35% 35%
31% 31% 32%
30% 26% 34% 31% 27%
22% 24% 24%
21%
20% 24% 18%
15% 17% 15% 17%
14% 14% 14%
11%
9% 9% 15% 9%
10% 6% 11% 9% 11%
7% 8% 9% 8% 7% 7% 8% 8% 8% 9% 11%
5% 5% 5% 4%4% 7% 6% 6% 6% 6%5% 5%
0% 2% 3% 2% 1% 2%4%
0%5
- 15 - 1 - 15 - 15 - 15 - 15 l - 15 - 15 - 15 - 15 - 15 - 15 - 16 - 16 - 16 - 16 - 16
n b r r ay n g p t v c n b r r ay
Ja Fe M
a Ap Ju Ju Au Se Oc No De Ja Fe M
a Ap
M M
Share por Empresa Agencia Bravo
Bravo
70.0%
61.6%
60.0%
55.6% 55.7%
50.5% 50.8% 51.6%
47.8% 46.8% 48.6% 47.2%
50.0% 46.4%
44.2%
42.5% 47.3% 47.0% 47.9%
40.0% 38.7%
35.8% 34.8% 34.4% 32.9%
30.6%
32.8% 32.1% 33.6% 32.5% 36.9% 38.4%
33.8% 30.4%
30.0% 27.5% 29.2%
31.4%
22.1% 22.2%
24.7%
20.0% 22.7%21.7% 22.8% 22.1% 22.1% 16.6%
20.2% 20.0% 14.7%
17.9%
15.7% 15.1% 15.8%
10.0%
11.5% 11.5%
0.8% 0.7% 0.6% 0.4%
0.0%
5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
-1 -1 -1 r -1 - -1 l-1 g- -1 -1 v- - -1 -1 -1 r-1 -
Ja
n
F e b ar A p ay Ju
n Ju u S e p
O ct o ec Ja
n
F e b ar A p ay
M M A N D M M

AP
PS
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
0.0%
ach
o
5.0%
nc
0.8%
ito
5.6%
2.5%
1.3%
3.6%
AP
S
42.9%
dic-15
20
50.0%
oz
39.6%
41.7%
31.1%
22.5%
AP
S
0.0%
L
0.0%
itr
o
1.4%
0.0%
3.1%
AP
8.7%
S1
0.0%
.5
0.0%
Lt
s
0.0%
0.0%
ene-16
0.0%
1.6%
AP
S
0.0%
8
0.0%
Lt
s
0.0%
0.0%
0.0%
AP
0.2%
S
0.0%
Ga
0.0%
lo
n
0.0%
0.0%
0.3%
3.7%
AP
S
0.0%
feb-16
0.0%
Lt
s
0.0%
Cr
0.0%
is t
0.4%
al
5.7%
in
0.7%
Share por Presentación Agencia Bravo
a3
0.0%
5 0
0.0%
Bravo
0.0%
0.0%
AP
0.0%
S 3.
0.0%
3L
0.0%
TS
0.0%
0.0%
0.0%
mar-16
Ci
4.1%
el
o
30.7%
30.0%
37
5
21.5%
31.3%
37.5%
Ci
24.1%
el
o
2.9%
2.5%
62
5
6.9%
6.1%
7.7%
7.0%
Ci
0.0%
el
o
0.0%
abr-16
Lt
0.7%
1.2%
4.4%
Ci
5.7%
el
o
0.0%
3l
0.0%
ts
Aq
.
0.0%
ua
0.0%
2.0%
60
0
1.6%
-7
16.4%
50
15.8%
m
l
21.5%
16.0%
11.1%
14.6%
Aq
may-16
ua
1.4%
5
0.0%
00
0.7%
0.6%
0.4%
0.2%
Cobertura Agencia Bravo x Marca
Bravo
100.0%
93.3%91.7% 93.3%
90.0% 88.1%86.9%
90.0% 85.0%86.7% 86.7%
83.3%
80.0% 81.7% 80.0% 81.7%
78.3% 76.7% 76.3% 78.3%
80.0% 75.0%75.0%
70.0% 69.5%
70.0% 65.0% 63.3%
68.6% 59.0%
60.0% 56.7% 55.0%54.3%
61.7% 51.7% 61.0%
50.0% 55.0%53.3% 46.7%
51.7% 51.7%50.0% 50.0% 40.0%
36.7% 38.3%
40.0% 45.0%
40.0%40.0% 40.0%
30.0% 35.0% 33.9%
31.1% 32.2%
20.0%
23.3%
10.0%
0.0%

AP
S
100.0%
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
P ach
o
6.8%
nc
1.6%
ito
10.0%
5.0%
8.5%
41.7%
AP
dic-15
S
88.1%
20
85.2%
oz
83.3%
86.7%
61.0%
86.7%
AP
S Litr
o
3.3%
0.0%
8.5%
40.0%
AP
S r
1.7%
10
0.0%
ene-16
z
1.7%
0.0%
3.4%
AP
0.0%
S 1.5
Lt
s
0.0%
3.3%
AP
S 2 Lt
s
1.7%
feb-16
AP
28.3%
S G alo
n
0.0%
3.4%
AP
30.0%
Bravo
S
Cobertura Agencia Bravo x Presentación
3
0.0%
.3
0.0%
Lt
s
0.0%
0.0%
0.0%
Ci
0.0%
el
o 67.8%
mar-16
57.4%
37
5
51.7%
81.7%
74.6%
Ci
80.0%
el
o
6.8%
4.9%
62
5
16.7%
16.7%
22.0%
41.7%
Ci
el
o
Lt
1.7%
abr-16
3.3%
8.5%
Ci
16.7%
el
o
3L
AQ
ts
0.0%
UA
6.8%
60
5.0%
0 -7
33.9%
50
31.1%
m
l
45.0%
38.3%
32.2%
78.3%
AQ
may-16
U
3.4%
A
0.0%
50
0
1.7%
3.3%
1.7%
1.7%
100%
93% 92% 93%
90%
90% 88% 87%
85% 87% 87%
82% 83%
80% 78% 82%
80% 77% 78%
75% 75% 80%
70% 69% 76%
70% 65%
63% 69%
62%
60%
55% 54% 59% 61%
57% 52% 50%
53% 55%
50% 52%
52%
47% 50% 40%
40% 45%
40% 40%
37% 38% 38%
35% 40%
30% 34% 32%
31%
27% 25%
20% 23%
20% 20% 20%
17%
10% 12% 12% 11% 13%
8% 8% 8% 10%
5%3% 3% 28% 15% 15% 15% 5% 19%
3%
3% 3% 15% 8% 10% 7% 8% 29% 13%
0%
1 5 5 5 5 15 5 5 5 5 5 5 5 6 6 6 6 6
n- -1 -1 r-1 - n-
1 l -1 -1 -1 -1 -1 -1 -1 -1 -1 -1 -1
eb ar p ay Ju g p
Oc
t v c n b ar
Ap
r y
Ja F M A M Ju Au Se No De Ja Fe M M
a
CENTRO SOR
Share por Empresa Centro SOR
Sor
70.0%
65.8% 64.4%
60.7% 62.2% 61.4% 62.8% 60.0%
62.7%
60.7% 60.7% 61.0% 60.2%
57.7% 58.7%
60.0% 56.8% 55.4%
55.2%
50.0%
40.0% 36.5%
34.6%
31.2% 31.9% 32.6%
29.0% 28.3% 28.8% 29.1% 29.6% 29.5% 28.9% 27.4%
30.0% 26.4% 25.2% 24.1%
20.1
20.0% 18.1%
16.0%
13.1% 19.2
9.8% 10.8% 8.5%
8.9%
6.7% 7.4% 8.2% 9.6% 9.1%
10.0% 6.6% 5.2% 6.7%
4.7%
3.0% 2.1% 1.8% 2.3% 2.0%
0.0%
1 5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n- -1 -1 r -1 -1 n-
1 l-1 g-
1 -1 -1 v-
1
c-
1
n-
1 -1 -1 r-1 -1

AP
S
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
0.0%
Pa
ch
o
0.3%
n
0.9%
cit
o
0.9%
1.2%
0.8%
0.4%
AP
S
53.6%
dic-15
20
52.1%
oz
51.4%
48.0%
38.4%
38.5%
AP
S
5.5%
L
7.3%
i tr
o
5.5%
6.3%
8.6%
AP
9.8%
S 1.
0.0%
5
0.0%
Lt
s
0.0%
0.0%
ene-16
0.6%
2.5%
AP
S
0.0%
8
0.0%
Lt
s
0.0%
0.0%
0.1%
AP
0.2%
S
0.0%
Ga
0.0%
lo
n
0.0%
0.0%
0.4%
0.7%
AP
S
0.0%
feb-16
0.0%
Lt
s
0.0%
Cr
0.0%
Share por Presentación Centro SOR
i s t
2.7%
al
3.8%
in
1.0%
a3
0.6%
Sor
5 0
2.0%
1.7%
3.7%
AP
2.7%
S3 .
0.0%
3
0.0%
LT
S
0.0%
0.0%
0.0%
mar-16
Ci
0.3%
el
o
6.3%
6.7%
37
5
6.3%
8.5%
10.4%
Ci
9.1%
el
o
3.0%
2.8%
62
5
1.8%
3.6%
4.0%
4.3%
Ci
0.6%
el
o
1.3%
abr-16
Lt
0.4%
0.9%
2.5%
Ci
4.0%
elo
0.0%
3l
0.0%
ts
Aq
.
0.0%
ua
0.0%
1.2%
60
0
2.6%
-7
29.4%
50
25.2%
m
l
28.7%
27.4%
24.1%
19.2%
Aq
may-16
u
0.1%
a5
0.0%
0 0
0.2%
0.0%
0.1%
0.0%
Cobertura Centro SOR x Marca
Centro Sor
80.0%
71.6% 72.8% 71.6% 71.7% 71.3%
68.6% 69.1% 69.4% 68.7%68.7%69.2%71.0% 68.3%
70.0% 67.0% 65.1%
64.3%
62.0%
60.0%
52.6%
48.5% 50.2%
50.0%
49.6%
46.0% 47.4%
40.0% 43.4% 44.1%45.2% 44.7%
42.7%42.1% 41.8%41.5%42.7%43.1%42.9%
30.0%
23.0%
16.7% 17.1% 18.4%18.2%
20.0%
11.9%11.0%10.3% 13.7%13.2%12.9% 13.7%
10.0% 8.4% 11.4% 9.9%
10.0%
6.7%
0.0%
-15 -15 r-15 r-15 -15 -15 l-15 -15 -15 t-15 -15 c-15 -16 -16 r-16 r-16 -16
n b y n g p v n b y
Ja Fe M
a Ap Ma

AP
S
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
0.0%
Pa
ch
o
0.6%
n
2.6%
cit
o
1.8%
1.3%
4.1%
2.8%
AP
S2
68.8%
dic-15
0
70.3%
oz
71.1%
64.7%
66.1%
69.8%
AP
S
8.4%
L
13.7%
i tr
o
9.3%
10.4%
12.1%
AP
15.9%
Sr
0.1%
10
0.0%
oz
0.1%
0.4%
0.1%
ene-16
0.5%
AP
S 8 Lt
s
0.0%
0.5%
AP
0.5%
S 1.
5
Lt
s
0.0%
1.3%
2.9%
AP
S2
feb-16
L ts
0.0%
5.9%
AP
7.4%
Cobertura Centro SOR x Presentación
S Ga
lo
n
0.0%
4.1%
AP
Centro Sor
5.6%
S 3.
3
Lt
s
0.0%
mar-16
Ci
el 0.6%
o
12.4%
16.4%
37
5
12.4%
17.5%
17.8%
Ci
21.3%
el
o
6.2%
6.7%
62
5
4.7%
7.0%
8.9%
11.8%
Cie
1.1%
l
o
2.2%
abr-16
Lt
1.2%
1.7%
3.3%
Ci
5.8%
el
o
A
3L
Q
ts
UA
0.0%
3.0%
60
2.6%
0-
75
41.2%
0
42.7%
m
l
42.7%
C
42.9%
50.2%
ir st
44.7%
al
may-16
i
1.6%
na
1.4%
35
0
3.3%
2.7%
4.1%
3.4%
80%
72% 73% 72% 72%

70% 71% 71%
70% 67% 69% 69% 69% 69% 69% 68%
64% 65%
60% 62%
53%
50%
50%
48% 50%
47% 47%
44% 45% 45%
40% 43% 42% 43% 43% 43% 43%
42% 41%
30% 33%
29% 29%
26% 27% 26% 23%
25% 26% 25% 24% 25% 25%
24% 23% 23%
20% 17% 21% 21%
14% 13% 13% 17% 14% 18% 18%
12% 11%
10% 10% 10% 10%
10% 7% 8%
9% 7% 8% 8% 6% 9% 9% 8%
5% 4% 5% 4% 6% 3% 3% 3%
0% 3%
15 -1
5
-1
5
r-1
5
-1
5 1 5 15 15 15 15 15 15 1 6
-1
6
-1
6
r-1
6 16
n- eb ar p ay n- Ju
l-
ug- ep
-
ct
-
ov- ec
- n- eb ar p ay
-
Ja F M A M Ju A S O N D Ja F M A M
Share por Empresa Agencia Barberena
Barberena
80.0%
68.2% 69.7%
70.0% 67.4%
65.5% 65.4% 64.4% 63.2% 62.9%
61.3% 61.4%
57.2% 58.3%
60.0%
54.4% 56.3% 55.7% 54.5%

50.0% 54.0%
40.0%
33.3%
29.8%
30.0%
24.3% 24.5% 25.0%
22.0% 22.5% 22.9% 23.8% 22.2% 20.6%21.3% 22.4% 21.2%
20.8%
18.7% 18.7%
20.0%
14.2%
18.5% 18.6% 10.8%
15.8% 17.2% 15.8% 16.1%18.0%
10.0% 13.7% 12.7% 12.1% 5.0% 6.4% 12.8% 4.4% 11.9%
10.5% 11.8%
9.6%
1.2% 5.5%
0.0% 3.3%
5 5 5 5 15 5 5 15 5 5 15 15 6 6 16 6 16
n-
1 -1 -1 r-1 - -1 l -1 g- -1 -1 v- - n-
1 -1 - r-1 -
n Ju u S e p
M M A N D M M

Cobertura Agencia Barberena x Marca
Barberena
90.0%
82.4%
76.5% 77.0% 76.5% 77.9%
80.0%
74.0% 74.0% 74.5%72.4%
68.9%67.0% 70.8%72.2% 70.8%
70.0%
67.3%
61.7% 60.9%
60.0%
49.2% 48.7%
50.0% 46.8%
42.5% 42.5% 44.0% 41.8%
37.0% 38.2% 38.1% 38.5%
40.0% 34.6% 36.3%
32.7% 32.1%
28.3% 29.4% 29.8%38.3% 38.8
30.0%
27.5% 25.5% 24.0%
20.6% 21.1% 21.0% 20.2%
18.9% 18.3%
20.0% 25.5%28.3%
21.8% 13.7% 22.1%
10.0%
0.0%

AP
S
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
P ach
o
0.0%
nc
0.9%
ito
5.8%
1.0%
5.3%
4.1%
AP
S
dic-15
76.5%
20
70.8%
oz
73.1%
77.9%
68.1%
69.4%
AP
S
20.6%
L
20.8%
itr
o
23.1%
12.5%
19.1%
31.6%
AP
S r
0.0%
10
0.0%
oz
0.0%
ene-16
0.0%
0.0%
2.0%
AP
S
0.0%
1.
5
0.0%
Lt
s
0.0%
0.0%
0.0%
3.1%
AP
S
0.0%
2
0.0%
Lt
s
0.0%
0.0%
6.4%
feb-16
12.2%
AP
S
0.0%
Ga
0.0%
lo
n
0.0%
0.0%
4.3%
2.0%
AP
S
0.0%
3.
3
0.0%
Lt
Barberena
s
0.0%
0.0%
0.0%
Ci
0.0%
e
Cobertura Agencia Barberena x Presentación
lo
27.5%
mar-16
37 26.4%
5
20.2%
28.8%
37.2%
39.8%
Ci
elo
15.7%
14.2%
62
5
1.9%
10.6%
13.8%
22.4%
Ci
3.9%
el
o
4.7%
Lt
1.0%
abr-16
1.9%
0.0%
Ci
6.1%
elo
0.0%
0.0%
3L
AQ
ts
0.0%
0.0%
UA
2.1%
60
0.0%
0-7
25.5%
50
32.1%
m
l
38.5%
22.1%
C
46.8%
ris
t
38.8%
al
i
may-16
7.8%
na
4.7%
35
0
13.5%
8.7%
17.0%
12.2%
90%
82%
80% 77% 77% 76% 78%
74% 74% 74%
72% 72%
71% 71%
70% 69% 67% 67%
60% 62% 61%
50% 49% 49%

47%
42% 42% 44% 42%
40% 37% 38% 38% 37% 38%
35% 38% 39%
33% 32%
29% 30%
30%
30%
27% 28% 28%
25% 27% 24% 25%
20% 22% 22% 23% 22%
21% 21% 20% 21% 21% 20% 22%
18% 19% 18% 19%
14% 16% 15%
10% 14% 14%
10% 9% 10%
8%
10% 7% 10% 7% 7% 12% 3% 10% 6% 6% 13% 17% 16% 5% 13% 12% 15%
0%
1 5
-1
5
-1
5
r-1
5 15 1 5
l-1
5 15 1 5
-1
5 15 15 1 6
-1
6
-1
6
r-1
6
-1
6
an- eb ar p ay
-
un- Ju ug- e p- ct ov- ec
-
an- eb ar p ay
J F M A M J A S O N D J F M A M
Share por Empresa Agencia Chiquimulilla
Chiquimulilla
70.0%
65.8% 64.8% 64.9%
62.4% 63.7%
59.1% 59.2% 57.4%
60.0% 56.8% 56.8%
54.3%
50.9% 51.5%51.2%
50.0% 54.8% 53.8%
46.3%
42.5% 49.4%
47.2%
44.4% 45.3%
40.0%
42.1% 43.2%
40.6% 40.1% 40.5%
33.8% 35.3% 35.2%

30.0%
32.0%
28.9% 30.3%
20.0%
24.7%
11.2%
6.0% 7.2%
10.0% 4.4%
4.7% 4.6% 2.5%
2.3% 2.2% 3.5% 3.1%
1.3% 8.8%
0.4% 1.9% 1.3% 0.3% 0.7% 1.1% 0.0% 0.0%
0.0% 3.2%
- 15 - 15 r - 15 r - 15 - 15 - 15 l - 15 - 15 - 15 t - 15 - 15 - 15 - 16 - 16 r - 16 r - 16 - 16
n b ay n Ju g p v c n b ay
Ja Fe M
a Ap M Ju Au Se Oc No De Ja Fe M
a Ap M

Cobertura Agencia Chiquimulilla x Marca
Chiquimulilla
90.0%
83.3%
79.5% 78.7%
80.0%
73.0% 73.4%
69.9%71.2%69.0% 67.2%
70.0% 65.0% 66.7%
62.0%63.9%60.3% 60.0% 60.0%
58.6% 64.1%
60.0%
68.5%
54.1%63.3% 61.3%
55.7% 56.7% 56.9%
50.0%
53.5% 51.6%
39.6% 49.2%47.7% 50.0%
46.6% 47.6%
40.0%
39.3%
30.0%
20.0%
8.2% 8.0% 7.7% 6.3%

10.0%
3.4% 2.7% 4.5%
2.4% 3.3% 3.3% 3.1%
0.0% 1.4% 1.6% 0.0% 0.0%
0.0%
2.1%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n-1 b-1 r-1 r-1 y-1 n-1 l-1 g-1 p-1 t-1 v-1 c -1 n-1 b-1 r-1 r-1 y-1
Ja Fe M
a Ap Ma

AP
S
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
0.0%
Pa
ch
o
0.0%
n c
2.7%
ito
1.6%
0.0%
0.0%
10.9%
AP
S
60.0%
dic-15
20
66.7%
oz
78.7%
67.2%
55.4%
73.4%
AP
S
5.0%
L
12.0%
i tr
o
16.4%
10.9%
7.7%
AP
25.0%
Sr
10
oz
0.0%
ene-16
1.6%
AP
S 8 Lt
s
0.0%
AP
1.6%
S 1.
5
Lt
s
3.1%
3.1%
AP
S 2
feb-16
Lt
s
4.6%
AP
9.4%
S Ga
lo
n
0.0%
Ci
12.5%
el
o
Chiquimulilla
3.3%
6.7%
37
5
3.3%
3.1%
7.7%
mar-16
Ci
3.1%
el
o
1.7%
Cobertura Agencia Chiquimulilla x Presentación
62 1.3%
5
1.6%
0.0%
1.5%
1.6%
Ci
0.0%
el
o
1.3%
Lt
1.6%
0.0%
0.0%
Ci
1.6%
el
o
A
3L
abr-16
Q
ts
UA
0.0%
1.5%
60
0
0.0%
-7
55.0%
50
61.3%
m
l
39.3%
64.1%
60.0%
51.6%
AQ
U
1.7%
A5
0.0%
0 0
0.0%
C
0.0%
ri s
0.0%
t
0.0%
al
may-16
i
5.0%
na
0.0%
35
0
1.6%
1.6%
6.2%
3.1%
90%
83%
80% 79%
80%
73%
70% 71% 69%
70% 69% 67%
65% 68% 67%
60% 64%
64% 63% 61% 60%
60% 59% 63% 62%
59%
56% 57% 57%
50% 54% 48%
48% 50% 52%
49%
47%
40%
40% 39% 40%
38% 38%
35% 37%
30% 33%
31% 32% 31% 31%
30% 29% 29%
20% 23%
20% 20%
15%
10% 8% 8% 8% 6%
3% 5% 3% 3% 3%
2% 2% 1% 2% 2%
0% 0% 2% 0% 3%
0% 2% 2% 0% 0% 0% 2% 0% 1% 1% 0% 2% 2% 0% 2% 2%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n-1 b-1 r -1 r -1 y -1 n-1 l -1 g -1 p-1 t -1 v -1 c -1 n -1 b-1 r -1 r -1 y -1
Ja Fe M
a Ap M
a Ap M
a
Cielo sin APS Aqua sin APS Cob AQUA Cob SALVAVIDAS Cob CIELO
Share por Empresa Agencia Escuintla
Escuintla
80.0%
72.0%
69.6%
70.0% 66.6%
63.7%
60.5% 59.8%
60.0% 57.0% 58.1%
53.0%
49.9% 49.8%
46.4% 55.6% 54.3%
50.0% 49.1% 52.6% 45.4%
40.2% 45.2% 41.3% 48.7%
46.1% 39.6%
40.0%
34.3%
38.3% 38.7% 39.9%
30.0%
35.3%
32.1% 32.7%
29.0% 30.4%
27.1% 25.2%
20.0% 16.4% 16.8%
14.3%
11.9%
8.7%
10.0% 5.7% 4.0% 6.0% 7.3%
3.0% 4.2% 4.2% 4.2%
0.5% 1.4% 0.8% 0.2% 1.7% 0.3% 0.3% 0.2%
0.0%

Cobertura Agencia Escuintla x Marca
Escuintla
90.0%
79.0%
80.0%
73.2%
68.7%67.4%
70.0% 66.0% 66.3%
65.4% 66.2% 66.0%
60.8% 63.4%
60.7% 59.7% 59.9%
60.0% 55.6% 56.9%55.5%
52.0% 51.4%
50.0% 55.0%
53.5% 52.7% 51.7%
48.5% 50.3%
40.0%
46.2% 46.8% 45.3%44.8%44.6% 44.8% 42.4% 43.2%
38.7%
30.0%
20.2%
18.1%
20.0%
13.9% 12.0%
10.7% 10.6% 8.8% 9.1% 8.8% 8.7% 7.8%
10.0%
4.1% 5.9% 5.0% 3.9%
1.7%
0.0%
1.0%5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
n-1 b-1 r-1 r-1 y-1 n-1 l-1 g -1 p-1 t-1 v-1 c-1 n-1 b-1 r-1 r-1 y-1
Ja Fe M
a Ap Ma

AP
S
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
0.0%
P ach
o
nc
1.0%
i to
0.0%
1.4%
1.0%
2.2%
AP
dic-15
S
59.9%
20
67.7%
oz
67.4%
42.4%
64.6%
62.3%
AP
S L
0.5%
itr
o
0.0%
0.0%
3.8%
2.2%
AP
Sr
0.6%
ene-16
0
0.0%
oz
0.0%
0.0%
0.5%
0.5%
AP
S 8 Lt
s
0.0%
0.0%
1.1%
AP
S 1.
5
Lt
feb-16
s
0.0%
1.0%
0.0%
AP
S 2 Lt
s
0.0%
Escuintla
4.3%
2.7%
AP
S G
Cobertura Agencia Escuintla x Presentación
alo
n
0.0%
mar-16
4.3%
Ci
el 1.6%
6.6%
o
13.9%
37
5
3.3%
17.4%
11.0%
18.0%
Ci
el
1.8%
o
0.5%
62
5
0.6%
0.7%
1.9%
abr-16
4.4%
Ci
el
o
Lt
0.0%
1.0%
1.1%
Ci
elo
3L
A
ts
0.0%
UA
0.5%
60
0.5%
0
may-16
-7
48.5%
50
44.8%
m
l
50.3%
51.4%
51.7%
43.2%
80% 79%
71%
70% 69%
66% 66% 67% 66%
65%
66%
60% 61% 61% 63%
60% 60%
53% 56% 57% 51%
55% 55%
50% 52% 53% 52%
50%
48% 49%
46% 45% 45% 45%
45% 43%
40% 42%
39% 40% 41% 40%
39%
36% 36% 42%
34%
30% 32% 31%
30% 30%
28% 29% 28%
24% 20%
20% 21% 18%
14%
11% 11% 12%
10% 9% 9% 9% 9% 8%
7%
4% 5% 4% 15%
9% 2% 9% 7% 10%
1% 5% 7% 5% 5%
4% 2% 3% 3% 3% 2%
0% 0% 1%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
Ja Fe M
a
Ap a
M M
Share por Empresa Agencia Jalapa
Jalapa
70.0%
65.1%
62.3%
59.5% 60.1%
60.0% 55.9% 56.5% 57.8%
55.8% 53.6
51.8% 51.2%
56.1% 49.4% 49.4% 50.3%
50.0%
49.5% 43.9%
40.4%
40.0% 43.6%
33.8%
31.8% 30.4% 37.7
29.5%
30.0%
25.4% 26.6% 32.6%
22.5% 21.0% 29.1% 23.1% 20.8% 23.0%
19.6%
20.0%
21.4%
19.5% 20.1% 20.8% 14.4%
18.7%
16.8% 18.1% 19.2% 11.0% 9.5%
15.2% 14.7% 15.0% 14.6% 7.8%
10.0%
4.7% 4.5%
9.3% 1.9% 3.0% 0.8%
0.0%
1 5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
n- -1 -1 r -1 - -1 l-1 g- -1 -1 v- - n-
1 -1 -1 r-1 -
n Ju u S e p
M M A N D M M

AP
S
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
40.0%
45.0%
Pa
ch
o
0.9%
n
2.2%
cit
o
1.8%
0.8%
1.3%
0.0%
AP
S
42.7%
dic-15
20
40.0%
oz
33.3%
34.5%
22.5%
17.0%
AP
S
15.1%
L
14.8%
itr
o
10.3%
13.7%
15.0%
AP
10.9%
S1.
0.0%
5
0.0%
Lt
s
0.0%
0.0%
ene-16
0.7%
2.3%
AP
S
0.0%
8
0.0%
Lt
s
0.0%
0.0%
0.3%
AP
0.1%
SG
0.0%
a
0.0%
lo
n
0.0%
0.0%
0.2%
0.2%
AP
S
0.0%
feb-16
0.0%
Lt
s
0.0%
Cr
0.0%
i st
2.7%
al
3.7%
in
1.5%
a3
0.8%
Share por Presentación Agencia Jalapa
5 0
6.0%
Jalapa
1.5%
0.7%
AP
3.4%
S 3.
0.0%
3
0.0%
LT
S
0.0%
0.0%
0.0%
mar-16
Ci
1.0%
el
o
10.3%
12.2%
37
5
13.3%
17.1%
15.5%
Ci
15.5%
el
o
7.4%
8.9%
62
5
7.8%
11.2%
9.9%
10.5%
Ci
3.0%
el
o
5.5%
abr-16
Lt
2.0%
4.2%
11.8%
Ci
15.6%
e
lo
0.0%
3l
0.0%
ts
Aq
.
0.0%
ua
0.0%
6.7%
60
0
12.0%
-7
19.2%
50
11.0%
m
l
20.8%
14.4%
9.5%
7.8%
Aq
may-16
u
0.0%
a5
0.0%
0 0
0.0%
0.0%
0.0%
0.0%
Cobertura Agencia Jalapa x Marca
Jalapa
90.0% 84.8%
78.7%77.6%79.5% 77.6% 78.8%
80.0%
74.4% 75.6%
71.3% 72.7%
67.9%
70.0%
63.9% 64.6%65.8%
60.0% 63.4% 55.7% 65.9% 64.3%

51.2%
47.0% 48.8%50.6%
50.0% 44.9% 43.4% 45.6% 45.5% 43.9%
37.5% 37.8% 39.0%37.6%
40.0% 35.5%
41.0% 31.6% 40.7%
27.5%28.1% 36.8% 36.4% 38.1%
30.0% 35.4%35.4%
32.9% 32.9%
28.9%
20.0% 25.6% 25.3%26.0%27.1%
20.5% 21.3%
10.0%
0.0%
-15 -15 r-15 r-15 -15 -15 l-15 -15 -15 t-15 -15 c-15 -16 -16 r-16 r-16 -16
n b a y n Ju Aug Sep Oc v n b a y

AP
S
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
0.0%
Pa
ch
2.6%
on
c
8.2%
ito
4.5%
2.4%
9.5%
0.0%
AP
S
71.4%
dic-15
20
78.8%
oz
63.6%
74.4%
63.1%
63.0%
AP
S
28.6%
L
38.8%
itr
o
23.9%
34.1%
31.0%
AP
27.2%
Sr
10
oz
1.1%
2.4%
0.0%
ene-16
0.0%
AP
S
0.0%
8 Lt
s
0.0%
1.2%
AP
0.0%
S1.
5
Lt
s
0.0%
2.4%
6.2%
AP
S 2
feb-16
Lt
s
0.0%
11.9%
AP
16.0%
SGa
lo
n
Jalapa
0.0%
Cobertura Agencia Jalapa x Presentación
3.6%
AP
6.2%
S3.
3
Lt
s
0.0%
mar-16
Ci
3.7%
el
o
26.0%
36.5%
37
5
33.0%
43.9%
48.8%
Ci
50.6%
el
o
19.5%
28.2%
62
5
21.6%
28.0%
39.3%
42.0%
Ci
6.5%
el
o
11.8%
abr-16
Lt
6.8%
9.8%
28.6%
Ci
38.3%
el
o
A
3L
Q
ts
UA
23.8%
60
22.2%
0-
7
39.0%
50
27.1%
m
l
45.5%
C
32.9%
38.1%
ir st
40.7%
al
may-16
i
2.6%
na
3.5%
35
0
11.4%
4.9%
3.6%
11.1%
90%
85%
79% 79% 79% 79%
80% 78%
74% 76%
71% 73%
70% 68%
66%
64%
65% 66% 64%
60% 63%
56%
51% 51%
50% 47% 49%
45% 46% 45%
43% 44%
41% 41%
40% 38% 38% 39% 38% 38%
36%
33%
36% 37% 35% 35% 36%
30% 28% 28% 33%
32%
27% 27%26% 25% 26% 27%
20% 20% 24%
21% 22%
19% 18% 19% 20%
17%
14%
10% 11%
8% 9% 9% 8% 7%
7% 11% 15% 10% 18% 11% 14% 9% 7% 7% 24% 8% 4%13% 18% 16% 23% 17%
0%
5 5 5 5 15 5 5 5 5 5 5 5 6 6 6 6 6
-1 -1 -1 r- 1 - -1 l -1 -1 -1 -1 -1 -1 -1 -1 -1 -1 -1
n b ar p ay n Ju g p
Oc
t v c n b ar
Ap
r y
Ja F e M A M Ju Au Se No De Ja Fe M M
a
Share por Empresa Agencia Jutiapa
Jutiapa
90.0%
80.0% 76.7% 76.2%

72.4% 72.3%
69.3% 68.1%
70.0% 66.4% 66.9% 66.7%
62.6% 64.1% 61.7%
67.3%
60.0%
61.4% 61.6%
59.2%
50.0%
50.5%
40.0%
32.3%
28.7% 28.9% 28.5% 27.6%
30.0% 32.9% 23.9%
28.4% 28.9% 21.6%
20.0% 24.5% 23.9% 24.9% 24.7% 15.8%
12.0% 20.6% 19.0% 20.8% 7.5% 12.2%
9.1% 8.5% 7.4% 2.2% 5.5% 15.1%
10.0% 4.7% 4.5% 3.1% 2.5%
2.0% 2.7% 4.4% 4.3% 4.3% 3.7%
1.0%
2.5% 1.6%
0.0%
5 5 5 5 5 5 5 5 5 5 5 15 6 6 6 6 6
n-
1 -1 -1 r-1 -1 n-
1 l-1 g-
1 -1 -1 v-
1 - n-
1 -1 -1 r-1 -1
M M A N D M M

Cobertura Agencia Jutiapa x Marca
Jutiapa
100.0%
88.2%
90.0%
83.5%
77.8%76.5%78.8% 77.2% 76.4%
80.0% 73.8%71.8%
71.4%69.8% 70.9% 70.2%
67.6% 67.9%
70.0%
71.7%
60.0%
51.0% 62.7%
48.5%
50.0% 46.1% 45.7%45.2%
43.1% 42.2% 41.1%39.1%41.3%
37.8% 39.4% 39.2%37.9%
40.0% 34.7% 34.0%36.4%
30.0%
27.5% 26.2%
19.2% 21.2%
20.0% 15.2% 13.6%12.1%
11.2% 11.0% 9.1% 10.4%
10.0% 6.3% 7.4% 5.8%
7.9% 5.9%
0.0%
2.9%
-15 -15 r-15 r-15 -15 -15 l-15 -15 -15 t-15 -15 -1 5
-1 6
-1 6
r-1 6
r-1 6
-1 6

AP
S
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%
0.0%
Pa
ch
o
2.7%
n c
6.7%
ito
3.8%
3.0%
16.7%
3.9%
AP
S
dic-15
70.9%
20
67.3%
oz
74.5%
70.7%
81.4%
81.6%
AP
S
20.9%
L
37.5%
itr
o
22.6%
25.3%
39.2%
32.0%
AP
S 8 Lt
s
ene-16
0.0%
1.0%
0.0%
AP
S 1.
5
Lt
s
0.0%
3.9%
7.8%
AP
S 2 Lt
s
0.0%
18.6%
feb-16
16.5%
AP
S Ga
lo
n
0.0%
8.8%
12.6%
AP
S
Jutiapa
3.
3
Lt
Cobertura Agencia Jutiapa x Presentación
s
0.0%
0.0%
Ci
1.9%
el
o
9.1%
mar-16
18.3%
37
5 10.4%
21.2%
5.9%
Ci 23.3%
el
o
3.6%
7.7%
62
5
4.7%
10.1%
4.9%
16.5%
Ci
el
o
1.0%
Lt
1.9%
abr-16
2.0%
2.0%
Ci
5.8%
el
o
3L
AQ
ts
0.0%
UA
2.0%
60
1.9%
0 -7
39.1%
50
41.3%
m
l
34.0%
36.4%
C
ri
39.2%
s t
37.9%
al
i
may-16
na
2.9%
35
0
2.8%
5.1%
11.8%
3.9%
100%
90% 88%
83%
80% 78% 77% 79% 77% 76%
74%
71% 70% 73% 72% 70% 72%
70% 68% 71%
60% 63%
51%
50% 46% 49%
46% 45%
44% 42% 41% 41%
39% 39% 39% 38%
40% 36%
38%
35% 34%
30% 27% 26%
28%
26% 25% 21%
24% 19%
20% 21%
19% 15% 21% 20% 14% 21% 22% 20%
11% 11% 17% 17% 18%
15%
10% 6% 7% 8% 12% 9%
6% 10% 6% 10%
3% 13% 10%
7% 6% 7% 6% 8% 9% 6%
2% 2% 5% 4% 4% 4% 3%
0% 0% 1%
- 15 - 15 r - 15 r - 15 - 15 - 15 l - 15 - 15 - 15 t - 15 - 15 - 15 - 16 - 16 - 16 - 16 - 16
n b ay n g p v c n b r r ay
Ja Fe M
a Ap M Ju Ju Au Se Oc No De Ja Fe M
a Ap M
Share por Empresa Agencia Santa Lucía
Santa Lucia
80.0%
73.1%
71.0%
68.1% 67.1%
70.0% 66.2% 64.8%
64.3% 63.5% 63.8%
60.1% 61.6% 59.8% 59.9%
60.0%
58.0%
58.0%
50.0% 53.3%
38.6% 39.1% 42.7%
40.0% 35.2% 36.3%36.3%
34.2%
30.2% 32.1%
30.0% 35.0% 34.6%
32.1% 31.9% 32.0%
29.8% 20.8%
26.5% 27.1%
20.0%
14.6% 22.8%
10.4%
6.7% 8.0%
10.0% 5.7%
3.7% 2.8% 3.4% 1.6% 2.7%
1.3% 0.0% 1.4% 0.5% 1.0% 6.2%
0.0%
5
16
5
15
15
15
6
5
1
t -1
1
1
-1
r-1
l -1
-1
r-1
n-
n-
g-
c-
-
b-
p-
v-
n-
b-
ay
ay
ar
ar
Ju
Ap
Ap
Oc
De
Au
No
Ja
Ja
Ju
Fe
Se
Fe
M
M
M
M
Cobertura Agencia Santa Lucía x Marca
Santa Lucía
90.0%
77.3%
80.0%
74.3%76.3% 75.4%
70.1% 69.9% 71.8%72.9% 72.2%72.3%
70.0% 65.9% 66.5%67.8% 64.4%
59.8%
60.0% 64.4% 56.3%
53.0%
59.8%
52.5%53.8%53.1%
50.0%
49.8% 50.8% 50.8%
48.6% 46.7%
40.0%
43.6% 43.9% 43.7%42.8% 43.7% 45.2%
30.0% 35.7%
20.6% 20.2% 21.7%
20.0% 15.7% 14.8% 15.1%
8.2% 6.9% 7.1% 8.5%
10.0%
2.8% 0.8% 4.5%
2.1% 2.3%
0.0%
0.0%
1.8%
-15 -15 r-15 r-15 -15 -15 l-15 -15 -15 t-15 -15 c-15 -16 -16 r-16 r-16 -16
n b a y n Ju Aug Sep Oc v n b a y

Cobertura Agencia Santa Lucía x Presentación
Santa Lucía
74.9%
80.0%
72.3%
72.2%
67.2%
70.0% 63.6%
59.8%
59.3%
60.0%
50.8%
50.8%
46.7%
50.0%
43.6%
43.2%
40.0%
30.0%
21.2%
18.1%
14.8%
20.0%
14.1%
11.1%
9.0%
7.1%
6.6%
6.0%
10.0%
5.1%
4.8%
4.5%
3.4%
3.0%
2.5%
1.6%
1.5%
1.1%
1.1%
0.8%
0.5%
0.8%
0.8%
0.5%
0.5%
0.5%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
oz o s s s l
ito i tr Lt Lt Lt lo
n
37
5
62
5 m 00
o nc 20 S L S 8
1.
5 S 2
Ga lo lo 50 A5
ch S
AP AP S AP S e e -7 U
P a AP AP AP Ci Ci 60
0 AQ
S
AP QUA
A
90%
80% 76% 77%

74% 75%
72% 73% 72% 72%
70%
70% 67% 68%
70% 64%
66% 64% 60%
60%
53% 53% 54% 60%
56% 51% 51%
49% 53% 50%
50%
44% 45%
43% 47%
40% 44% 44% 44%
36% 36% 34%

30% 32% 33% 33%
29% 28% 30%
27% 20%
24% 25% 22%
20% 24% 23% 21%
20% 22% 21%
20%
16% 15%
15%
10% 8% 16%
8% 7% 16% 13% 7%
5% 9%
2% 5% 3% 5% 4% 5%
0% 1% 0%0% 1% 0%1% 1% 2% 2%1% 1% 2%1%
- 15 - 15 r - 1 5
r - 1 5
- 1 5
- 1 5
l - 1 5
- 1 5
- 1 5
t - 1 5
- 1 5
- 1 5
- 1 6
- 1 6
r - 1 6
r -1
6
-1
6
Ja Fe M
a Ap M
a Ap M
a
Share por Empresa Agencia Tiquisate
Tiquisate
80.0%
71.1%
68.8% 67.6%
70.0% 66.2%
63.9% 65.2% 62.3%
64.5% 65.2% 64.2%
59.2% 59.6%
60.0% 57.4% 58.3%
52.7% 58.3% 57.5
50.0%
41.9% 40.5%
46.7% 38.4% 38.4%
40.0%
38.9% 33.0% 32.1%
36.1% 35.0% 35.8%
30.0% 33.8% 32.1% 30.6%
30.7% 31.7%
27.3%
20.0%
10.0% 5.9%
3.0% 2.7% 1.8% 2.8% 2.0% 1.4% 2.5%
0.7% 1.2% 0.6% 2.3% 0.6% 1.6% 1.8% 1.7% 0.6% 1.6%
0.0%
1 5 5 5 5 15 5 5 15 5 5 15 15 6 6 6 6 16
n- -1 -1 r -1 - -1 l-1 g- -1 -1 v- - n-
1 -1 -1 r-1 -
n Ju u S e p
M M A N D M M

Cobertura Agencia Tiquisate x Marca
Tiquisate
90.0%
78.0%
80.0%
74.2%73.8%73.6% 75.4%
71.0% 71.8% 70.8% 71.9%71.4% 72.9%
68.1% 69.4%69.4% 69.2%
70.0%
62.3%
58.3%
60.0% 56.0%
59.4%
50.0%
51.5%
48.4% 48.3% 47.5%
40.0% 45.0% 44.9% 44.0%
40.0%38.1%39.1%41.3%
30.0%
36.9%38.2%38.5% 36.4%
20.0%
7.8%
4.7% 2.5% 4.8% 3.3%
2.5% 4.3%
10.0%
3.2% 3.6% 3.8% 2.5% 2.6% 1.7% 2.0%
1.0% 1.0%
0.0%
1.0%

Cobertura Agencia Tiquisate x Presentación
Tiquisate
90.0%
78.0%
80.0%
72.9%
71.9%
71.4%
69.2%
70.0%
62.3%
59.4%
60.0%
47.5%
50.0%
44.0%
41.3%
39.1%
38.1%
40.0%
30.0%
20.0%
7.8%
7.2%
6.8%
10.0%
4.3%
4.3%
4.2%
3.3%
2.5%
2.5%
2.5%
2.4%
2.4%
1.7%
1.7%
1.6%
0.8%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
0.0%
APS Pachoncito APS 20 oz APS Litro APS 8Lts APS 1.5Lts APS 2Lts APS Galon Cielo 375 Cielo 625 AQUA 600-750ml
90%
80% 78%
75% 74% 74% 75% 73%
74%
72% 72% 72% 71%
68% 69% 69%
70%
69%
60% 58% 58% 62%

59%
50% 48%
48% 51% 45%
49% 47%
45% 44%
40% 41%
38% 40% 39%
37% 38% 38%
36% 35%
30% 31% 31%
27% 29%
25% 25% 27% 26% 27% 25%
25% 25% 25%
20% 23%
21%
10% 8%
3% 4% 4% 5% 5% 3% 4%
1% 1% 1% 3% 3% 2% 2% 3% 3%
2% 3% 3% 2% 2% 5% 3% 4% 3%
0% 0% 1% 1% 1% 1% 1% 0% 1%
5 5 5 5 5 5 5 5 5 5 5 5 6 6 6 6 6
Ja Fe M
a Ap a
M M
Resultados Estudio de Ejecución PDV
Agua Pura
Mayo 2016

AP Resultados Estudio de Ejecución PDV 05 16

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AP Resultados Estudio de Ejecución PDV 05 16

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Resultados Estudio de Ejecución PDV

• Recurso Humano Motivado, Comprometido y Capacitado

20.0% 22.5% 21.3% 21.6%

2.1% 1.4% 1.5% 1.3% 1.0%

share de mercado. Cielo en la misma presentación alcanza el 3.9%

• Se observa contracción en el share de Cristalina 350 ml. Para mayo

obtiene 2.7% de participación a nivel nacional.

78.3%78.2% 78.3% 78.5% 78.9% 77.2%

36.4%34.6% 36.6%35.7% 37.5% 36.8%

AQUA SALVAVIDAS CIELO

80% 78% 78% 78% 79% 79%

15% 15% 16% 15% 15%

33% 32% 32% 33%

Cob Cielo sin CristalPer Cob Critalr350 Cob Cielo 375

AQUA SALVAVIDAS CIELO

dic-15 ene-16 feb-16 mar-16 abr-16 may-16

AQUA SALVAVIDAS CIELO

40% 41% 37% 39%

Cob Cielo sin CristalPer Cob Critalr350 Cob Cielo 375

AQUA SALVAVIDAS CIELO

AQUA SALVAVIDAS CIELO

AQUA SALVAVIDAS CIELO

75.8% 77.2%75.7% 75.5% 76.4%

AQUA SALVAVIDAS CIELO

80% 77% 77% 75% 76%

10% 11% 13% 12% 12% 12%

50.0% 47.8% 47.5% 46.6% 52.8%

AQUA SALVAVIDAS CIELO

dic-15 ene-16 feb-16 mar-16 abr-16 may-16

AQUA SALVAVIDAS CIELO

AQUA SALVAVIDAS CIELO

AQUA SALVAVIDAS CIELO

AQUA SALVAVIDAS CIELO

AQUA SALVAVIDAS CIELO

AQUA SALVAVIDAS CIELO

69.9% 69.5% 68.7% 69.2% 69.8%

AQUA SALVAVIDAS CIELO

AQUA SALVAVIDAS CIELO

dic-15 ene-16 feb-16 mar-16 abr-16 may-16

AQUA SALVAVIDAS CIELO

APS Pachoncito APS 20 oz

50% 46% 45%

AQUA SALVAVIDAS CIELO

100.0%98.0%100.0%98.8% 97.9% 98.5% 99.0% 98.6% 98.2%

AQUA SALVAVIDAS CIELO

71.1% 72.7% 70.7%

30.0% 27.4% 28.1%

AQUA SALVAVIDAS CIELO

80.0% 75.5% 77.3%

AQUA SALVAVIDAS CIELO

40% 37% 37%

50.0% 54.2% 55.7%

AQUA SALVAVIDAS CIELO

AQUA SALVAVIDAS CIELO

48.9% 47.8%50.2% 50.2% 50.8%

AQUA SALVAVIDAS CIELO

97.6% 96.9% 99.0% 97.9% 97.9%

AQUA SALVAVIDAS CIELO

100% 98% 97% 99% 98% 98%

7% 6% 16% 7% 11% 2% 4% 3% 4% 0% 20% 20% 5% 0% 3% 3% 3% 9% 13%

AQUA SALVAVIDAS CIELO

41.0% 38.6% 38.9%

AQUA SALVAVIDAS CIELO