Corporate Presentation Organización Terpel S.A. March 2018
Organización Terpel, much more than fuel Service Station 1 st Fuel distributor 1 st 5 Countries in network in which Terpel in Colombia Colombia has presence 43% 2.008 Market Share* SS Fuel + VNG $690 $15 Consolidated 2,5 Consolidated Consolidated EBITDA Revenue Volume Dec. 2017 Dec. 2017 Dec. 2017 $COP Billion $COP Trillion Billion Gallons Terpel’s $2,6 Market AAA bonds risk Capitalization rating Dec. 2017 $COP Trillion Fitch Ratings S&P (*) Source: Issuer’s calculation based on volume reported by Colombian Ministry of Treasury and Public Credit Tax Support Direction Office, through the collection of overall surcharge tax. Figure includes volume of Large Consumers Non-Intermediaries (LCNI) and Imports. Figures as of December 2017. 2
More than 49 years providing Colombia mobilization solutions Mexico (Ecomex) sale ExxonMobil acquisition pending for approval from Industry and Commerce Superintendence 2nd Bonds Issuance 1st Bonds Issuance, Terpel Centro, SIE and Proenergía merger, Terpel’s share listed in BVC. OT – Gazel merge, Entrance to Dom. 2017 Republic aviation market. COPEC acquires control. 2015 2016 Merger of Terpel regional companies and Gazel acquisition. 2013 2014 Petrolera Nacional and Repsol YPF Chile acquisition. 2011 Ecomex & Lutexsa acquisition 2012 2010 Establishment of Organización Terpel (OT), Establishment of SIE. 2008 Terpel regional companies foundation, 2009 1st lubricants factory, Entrance to 2007 aviation and marine sectors. 2004 Terpel fundation 2006 2000 1972 2001 1993 1968 3
Ownership structure Fdo. Inversiones Palmares Morgan Radysade Pensiones Wayco Int Valín 77 SAS Stanley Protección 3,1% 2,8% 2,6% 2,4% 2,4% 2,6% 58,5% Otros Accionistas 25,6% Inversiones Organización Organización Petrolera Organización Terpel Organización Gazel Perú Terpel Terpel Nacional S.A Terpel Chile Energía Terpel Chile S.A.C Republica Coporation S.A S.A.S (Panamá) S. A. Dominicana (Islas Vírgenes) 99% 99% 99% 99% 100% 99% 99% Transmarine Fuel Lutexsa S.A VonPort Orlyn S.A Transport Petroleum 99% 100% 100% 100% 100% Masser Adesgae Cía Noliber S.A Ltda. 100% 99% 99% Corporate Structure as of 31st December 2017 4
COPEC one of the biggest companies in Chile, main investor and a long term player 39,79% 5
Pillars of our corporate strategy Making people the center of our strategy has driven the progress in transforming oil and gas distribution sector . We generate memorable experiences throughout our business lines in order to become the number one brand in costumers heart. Best infraestructure Best service Best price 6
Regional presence % Market Business No. No. No. Ranking Share* Lines 39% Liquid 2.008** 20 40 1 46% VNG 81% Aviation 131 -- 33 2 23% -- 5 -- 2 32% 58 -- 5 5 6% VNG-Liq Fuels-LPG 38*** -- 11 2 12% VNG (*) Source: Terpel Dic-17; Colombia Oct-17; Peru: share in Lima market (**) 1903 liquid fuel SS (232 owned) and 287 VNG SS, (182 SS sale both liquid fuels and VNG) (***) 35 VNG SS, 12 liquid fuel SS y 15 LPG No. SS Dic-16: Colombia-> 1986, Panama-> 127, Ecuador-> 58, Mexico-> 8, Peru-> 38 No. Conv. Stores Dic-16: Colombia-> 32, Panama-> 27, Ecuador-> 5, Peru-> 6 NOTE: Results from Mexico were consolidated until September 2017. At that time the operation was sold. 7
TERPEL IN COLOMBIA
Terpel remained as the leader company in the fuel distribution industry in Colombia TERPEL VOLUME GROWTH Vs. MARKET* TERPEL MARKET SHARE* 2017 liquid fuels volume sales GAZEL MARKET SHARE** GAZEL VOLUME GROWTH Vs. MARKET** 2017 VNG volume sales (*) Source: Issuer’s calculation based on volume reported by Tax Support Direction Office, through the collection of overall surcharge tax. Service Stations, Industry and Aviation figures as of December 2017. Historical figures were restated including LCNI and Imports in market volume. (**) Source: Issuer’s calculations. Figures in equivalent gallons. Figures as of December 2017. 9
Service Stations (SS) Market leader with 46% in VNG, 40% in gasoline and 38% in Diesel.* More than 262 SS were remodeled with new image. In total, 1.158 SS have the new brand image. Largest distribution network of liquid fuels and VNG in Colombia (2.008 SS**) Wide national coverage: operation in 30 Colombian regions . Conversion to VNG in exchange for consumption through a Financing Program. Pioneer in decentralized supply and centralized billing model through a chip offered in an interconnected network of about 550 liquid fuel SS and 280 VNG SS. It represents 73% of volume and 67% of CAPEX in Colombia. * Source: Issuer’s calculation based on volume reported by Tax Support Direction Office, through the collection of overall surcharge tax. Figures as of December 2017. Ii includes volume of LCNI and Imports. ** 1.903 liquid fuel SS (232 owned) and 287 VNG SS, (182 SS sale both liquid fuels and VNG) 10
Suplementary Services 40 Altoque The convenience store’s network with greater coverage in the Stores country. A new model of convenience stores that offers a unique experience offering traditional local food products in each region. Wide portfolio of services: food, restrooms, Wi-Fi, playground and rest areas. 7 Deuna: Kiosks located close to the pump. This is a fast service provided through tablets where costumers can buy snacks and other products while pumping. 12 Ziclos for vehicles: A modern, agile and innovative system of auto-car wash. Bathrooms, a wide network of ATMs, flat tire service, additives and other products that complement Terpel services. 11
Lubricants ICONTEC certified plant (ISO 9001, ISO 14001, ISO 18001, IQNET , ICONTEC) Accredited laboratory that complies with ISO/IEC 17025 international standards. Automotive lubricants with state-of-the-art technology and environmental benefits. Lubricants portfolio customized to each kind of vehicle that offers innovation and high technology to customers: Terpel Maxter, Terpel Oiltec y Terpel Celerity. Invention patent for Terpel Celerity product: “synthetic base lubricants composition that allows to Lubricants Plant certifications generate a higher performance for the engine”. It represents 0,5% of volume and 4% of CAPEX in Colombia. ISO 9001 NTC 2218 ONAC ISO/IEC 17025 ISO 14001 Rating 2005 2015 2015 NTC 1399 100% NTC 1295 NTC 3382 12
Industrial costumers Focus on mining, petroleum, transportation, construction and agro-industry industries. Fuel supply to industrial costumers through internal facilities. Wide portfolio of products and integrated services including programs focused on security and environmental impact prevention as well as optimization of customer’s operation. Fuel supply to approximately 422 costumers. It represents 8% of volume and 3% of CAPEX in Colombia. 13
Aviation Market leader with 81% market share*. Supply of JET A1 and Avgas in 20 Colombian airports . Principal supplier for El Dorado airport through Allied company as the operator. IATA (International Air Transportation Association) strategic partner, as a result of safe and reliable operations. Pioneer in Latin America with certifications in quality, security and environment. NORSOK S-006 Norwegian certification in industrial security, occupational health and environmental management. It represents 18% of volume and 6% of CAPEX in Colombia (*) Source: Issuer’s calculations based on Ecopetrol information as of Dec.17. 14
Marine Colombian Seaports Terpel is participating in the supply of bunker fuels for large cargo vessels arriving to Colombian seaports. This is a growing market in which Terpel begun operations. At the end of 2016 it represented 0,5% of total volume. 15
Terpel is compromised with sustainable development Terpel is not only a shareholder’s asset, it is also an asset to all of its related interest groups since it recognizes the importance of growing all together in order to pursue a better future. SUSTAINABLE MANAGEMENT MODEL INITIATIVES / PROGRAMS / CERTIFICATIONS TERPEL’S Certifications SUSTAINABLE MANAGEMENT MODEL REFLECTS THAT STRATEGY IS ONAC ISO/IEC 17025 Rating 90% ISO 9001 ISO 14001 OHSAS 18001 Aviation 99% NTC 2218 2005 2015 2015 2007 Lubricants 100% NTC 1399 FOCUS ON NTC 1295 PEOPLE NTC 3382 Leader in sustainability at a global level as a result of the evaluation conducted under Dow Jones Sustainability Index (DJSI). Terpel training schools 16
Terpel’s senior management experience in the industry Sylvia Escovar President 15 years Kenneth Siefken Daniel Perea Marketing VP Corporate & Legal AffairsVP 16 years 12 years Tony Quintero Oscar Bravo Commercial VP: Fuels Corporate Finance VP 20 years 13 years Juan Pablo Giraldo Maria Mercedes Carrasquilla International VP Human & Administrative Resources VP 10 years 5 years José Carlos Barreto Rodrigo Ferreira Operations & Logistics VP Lubricants VP 11 years 20 years Organizational Structure as of 31st December 20|7 17
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