Management Presentation PT Sumber Alfaria Trijaya Tbk As of March 31, 2017 Confidential - Do not duplicate or distribute without written permission from the Company
• Overview YTD March 2017 • Retail Industry Overview • Operational Performance • Financial Highlights
Overview YTD March 2017
1. Market softening in Q1 2017 Vs Q1 2016 2. Total Indonesian grocery sales decline from 11.3% to 3.9%, with Modern Trade Channel growth recorded at 3.7%, versus 11.8% in Q1 2016. At the same time Minimarket Trade Channel also decline from 18.8% to 5.9%. 3. Nevertheless, Alfamart market share to Indonesian Modern Trade increased to 31.1% from 30.3% in March 2016 4. YTD Mar 2017, there were net addition of stores opening as follows; • Alfamart 344 stores • Alfamidi 69 stores
Retail Industry Overview
TRADE CHANNEL GROWTH All trade channels recorded a much lower growth in Q1 2017 Vs 2016. Indonesia Modern Trade | Total 55 FMCG Categories| YTD March 2017 Vs YTD March 2016 Q1 2017 Q1 2016 3.9 Indonesia 11.3 -0.7 Super/Hyper 3.7 -0.3 Modern Trade 11.8 5.9 Minimarket 18.8 4.1 Traditional Trade 11.0 Source: Nielsen Retail Audit
GROWTH BY DEPARTMENT Of 55 categories, food grew higher than non food categories (4.7% Vs 2.2%) with cooking & seasoning is the only category growing higher than last year Indonesia Modern Trade| Total 55 FMCG Categories | YTD March 2017 vs YTD March 2016 3.0 Beverages Q1 2017 Q1 2016 16.2 Cooking & 14.8 Seasoning 10.4 3.9 3.1 Total FMCG Breakfast 10.2 11.3 9.1 Indulgence 12.3 -0.2 4.7 Dry Food 5.1 Food 2.7 11.2 Personal Care 12.2 0.6 2.2 Home Care 13.2 Non Food 11.6 3.6 Pharmaceutical 3.8 Source: Nielsen Retail Audit
ALFAMART & ALFAMIDI MARKET SHARE YTD MARCH 2017 Alfamart market share to total Indonesia MT Minimarket increased from 30.3% to 31.1%. Alfamidi market share to Total Indonesia MT Minimarket grew from 4.9% to 5.3%. Group market share grew from 35.2% to 36.4%. Alfamart & Alfamidi vs MT MM | Total 55 FMCG Categories Alfamart to Indonesia MT MM Group to Total Indonesia MT MM Alfamidi Share to Total Indonesia MT MM 36.4 35.2 31.1 30.3 5.3 4.9 Q1 2016 Q1 2016 Q1 2016 Q1 2017 Q1 2017 Q1 2017 Source: Nielsen Retail Audit
TRADE CHANNEL CONTRIBUTION Including cigarette, Minimarket ’s contribution to Indonesia Excluding cigarette, Minimarket ’s contribution to Indoensia Total Grocery decreased from 18.6% to 18.0%, whilst Total Grocery decreased from 28.5% to 28.0%, whilst Super/Hyper decreased from 7.4% to 7.0% compared to FY Super/Hyper format decreased from 13.4% to 12.8% 2016. compared to FY 2016. Indonesia Total Grocery | Total 55 FMCG Indonesia Total Grocery |Total 55 FMCG Categories | YTD Mar 2017 Categories + Cigarette | YTD Mar 2017 57.7 58.6 58.5 58.1 59.2 74.9 73.9 74.2 74.0 75.0 15.3 13.4 14.5 12.8 15.4 7.4 8.5 8.1 7.0 8.5 28.5 28.0 27.0 27.0 26.0 18.6 17.6 17.7 18.0 16.6 2013 2014 2015 2016 Q1 2017 2013 2014 2015 2016 Q1 2017 Traditional Stores Super Hyper Minimarket Traditional Stores Super Hyper Minimarket Source: Nielsen Retail Audit
INDUSTRY LANDSCAPE AS OF MARCH 2017 Store Number Jan 17 Mar 2017 Alfamart 12,456 12,710 Alfa Midi 1,228 1,299 Lawson 34 35 Dan Dan 113 109 Circle K 422 410 Indomaret 13,940 14,214 Foodmart 70 68 Lottemart Super 2 2 Ramayana 101 97 Ranch Market 14 13 Farmers Market 17 17 Super Indo 141 141 Giant Ekspres 114 112 Hero 31 30 Hypermart 116 115 Lottemart Hypermarket 16 15 Giant Ekstra 55 56 Guardian 246 245 Boston 109 109 Watsons 60 59 Source: Nielsen Retail Audit
REGIONAL GROWTH AND CONTRIBUTION Java still recorded the highest contribution of Indonesia Total Grocery (68.6%), whilst Kalimantan recorded the highest growth of 12.6%. Indonesia Total Grocery | Nielsen FMCG Categories|% Value Growth by Region | YTD Mar 2017 Indonesia 3.9% growth N. Sumatra -0.2% Contribution 5.0 Kalimantan 12.6% C. Sumatra 7.2% 5.0 Sulawesi Jakarta 4.4 4.5% S. Greater Sumatra -1.3% 8.6% 5.4 20.7 7.0 W. E. Bali Java C. Java Nusra 8.3% Java 2.4% 4.7% 3.3% Source: Nielsen Retail Audit 18.4 14.5 4.5 15.0
Greater Jakarta recorded minus growth of 1.2%. Nevertheless, it is still the highest contributor of 27.1% of Total Indonesia Modern Trade. Indonesia Modern Trade| Nielsen FMCG Categories | % Value Growth By Region | YTD Mar 2017 growth Indonesia MT N. Sumatra 3.7% 4.3% Contribution 3.2 C. Sumatra 7.7% Other Jakarta 5.6 Islands Greater 3.9% -1.2% S. Sumatra 6.1% 27.1 12.8 6.4 W. C. E. Java Java Java 8.8% 4.8% 3.7% 13.0 17.8 13.6 Source: Nielsen Retail Audit
Operational Performance
ALFAMART GROUP AT A GLANCE We are one of the leading minimarket chain operators in Indonesia More than 14,000 stores scattered in Indonesia 500+ active Suppliers 132,000+ employees * 11.7 million + members 41 warehouses Store Concept No .of Stores Description Selling space 90-100 m2 Small format with > 4,000 SKUs 12,710 73% owned stores, 27% franchised Mostly located in residential area Selling space 250 – 300 m2 Larger format with > 7,000 SKUs 1,299 Selling fresh products in addition to groceries Mostly located in residential area Selling space 44 – 184 m2 > 2,500 SKUs 35 Mostly located in commercial area Selling space 100 m2 > 5,000 SKUs Targeting middle and middle lower consumers for health and beauty 109 related products Mostly located in residential / commercial area * Including Franchise store employees
STORE GROWTH There is shift of new store opening / store presence from Greater Jakarta to Outside of Greater Jakarta and Outer Island during the last 5 years. Geographic Breakdown Company Owned & Franchise Stores 12.555 14.153 7.715 9.302 10.758 12.258 13.745 14.1% 17.9% 21.2% 25.4% 26.0% 27.7% 28.0% 3,451 3,383 42.3% 3,193 41.0% 3,172 37.4% 35.0% 34.6% 38.0% 37.7% 2,941 2,523 2,065 10,702 10,362 9,362 9,086 43.6% 7,817 41.1% 41.4% 39.6% 39.4% 6,779 34.3% 34.3% 5,650 2012 2013 2014 2015 2016 YTD Mar YTD Mar 2012 2014 2014 2015 2016 YTD Mar YTD Mar 2016 2017 2016 2017 Company Owned Franchise Outside Java Java (Outside Greater Jakarta) Greater Jakarta Above are consolidated total number of Alfamart, Alfamidi, Lawson and Dan+Dan stores.
Warehouse Java (24 warehouses) Outside Java (17 warehouses) Cileungsi Semarang Medan 1 & 2 a) Makassar 1 & 2 a) Jababeka 1 & 2 a) Klaten Jambi Pekan Baru Cikokol Malang Pontianak Palembang Balaraja Sidoarjo Banjarmasin Lampung Bogor Jember Lombok Denpasar Bandung 1 & 2 Karawang Batam Kotabumi Plumbon Rembang Samarinda a) Manado 1 & 2 a) Cilacap Parung Bitung 1 a) & 2 b) Surabaya a) Serang Yogyakarta a) Notes: Cianjur a) Alfamidi b) Dan+Dan As of March 2017, we managed 41 warehouses scattered throughout Indonesia (32 warehouses for Alfamart, 8 for Alfamidi and 1 for Dan+Dan)
Financial Highlights
Income Statement Summary-Consolidated(Rp Billion) as of March 31, 2017 Gross Profit Revenue CAGR = 25,08% Unaudited Unaudited CAGR = 20.07% 56,107 10,873 48,265 9,209 41,496 7,735 34,624 6,376 26,992 4,442 2,974 13,763 12,271 2,514 2012 2013 2014 2015 2016 YTD Mar YTD Mar 2012 2013 2014 2015 2016 YTD Mar YTD Mar 2016 2017 2016 2017 EBITDA Income for The Year Atributable to the Parent Company CAGR = 20,97% Unaudited CAGR = 5,72% Unaudited 3,306 2,791 2,568 602 2,087 539 540 482 451 1,544 794 673 73 67 2012 2013 2014 2015 2016 YTD Mar YTD Mar 2012 2013 2014 2015 2016 YTD Mar YTD Mar 2016 2017 2016 2017 Subsidiaries Include: PT Midi Utama Indonesia Tbk. , PT Sumber Indah Lestari, Alfamart Retail Asia Pte.Ltd (ARA), PT Sumber Trijaya Lestari.
Financial (Return & Leverage) ROAA (%) ROAE (%) Unaudited Unaudited 20.57 19.69 19.57 6.39 5.72 4.64 11.83 10.92 3.18 3.19 0.43 1.36 0.23 0.87 2012 2013 2014 2015 2016 Q1 2016 Q1 2017 2012 2013 2014 2015 2016 Q1 2016 Q1 2017 Net Gearing Ratio (x) DER ( Gross Debt to Equity ) Unaudited Unaudited 1.64 1.46 1.23 1.34 1.33 1.27 1.11 1.09 0.87 0.77 0.82 0.66 0.55 0.19 2012 2013 2014 2015 2016 31-Mar- 31-Mar- 2012 2013 2014 2015 2016 31-Mar- 31-Mar- * Net Gearing (Consolidated) : as of Sep 30, 2016 1.14x 16 17 16 17 as of Sep 30, 2015 0.98x
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