UBS LATEMEA ONE-ON-ONE CONFERENCE JUNE 2017 DISCLAIMER IMPORTANT: - - PowerPoint PPT Presentation

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UBS LATEMEA ONE-ON-ONE CONFERENCE JUNE 2017 DISCLAIMER IMPORTANT: You must read the following before continuing. This Presentation contains certain unaudited half- and full- year financial information contract to acquire any securities of the


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UBS LATEMEA ONE-ON-ONE CONFERENCE

JUNE 2017

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DISCLAIMER

IMPORTANT: You must read the following before continuing. The following applies to the presentation (the “Presentation”) following this important notice, and you are, therefore, advised to read this important notice carefully before reading, assessing or making any other use of the Presentation. In assessing the Presentation, you unconditionally agree to be bound by the following terms, conditions and restrictions, including any modifications to them any time that you receive any information from ETALON GROUP PUBLIC COMPANY LIMITED (“Etalon Group” or the “Company”) as a result of such access. This Presentation has been prepared by the Company for informational purposes only and does not constitute or form part of, and should not be construed as, an offer or invitation to sell or issue, or any solicitation of any offer to subscribe for or purchase any securities of Company in any jurisdiction or an inducement to enter into investment activity. This Presentation is strictly confidential and may not be copied, distributed, published or reproduced in whole or in part, or disclosed or distributed by recipients to any other person in any form. Failure to comply with this restriction may constitute a violation of applicable laws. This Presentation (i) is not intended to form the basis for any investment decision and (ii) does not purport to contain all the information that may be necessary or desirable to evaluate the Company fully and accurately, and (iii) is not to be considered as recommendation by the Company or any of its affiliates that any person (including a recipient of this Presentation) participate in any transaction involving the Company or its securities. The information contained in this Presentation has not been independently verified and the Company does not undertake any obligation to do so. No representation, warranty or undertaking, express or implied, is made as to, and no reliance should be placed on, the fairness, accuracy, completeness or correctness of the information or the opinions contained herein or any other material discussed in connection with the Presentation. Neither the Company nor any of its directors,

  • fficers, employees, shareholders, affiliates, advisors or representatives shall have any

liability whatsoever (in negligence or otherwise) for any loss howsoever arising from any use of this Presentation or its contents or otherwise arising in connection with the Presentation. Any ‘forward-looking statements’, which include all statements other than statements

  • f historical facts, including, without limitation, forecasts, projections and any

statements preceded by, followed by or that include the words ‘targets’, ‘believes’, ‘expects’, ‘aims’, ‘intends’, ‘will’, ‘may’, ‘anticipates’, ‘would’, ‘could’ or similar expressions or the negative thereof, involve known and unknown risks, uncertainties and other important factors beyond the Company’s control that could cause the actual results, performance or achievements to be materially different from future results, performance

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achievements expressed

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implied by such forward-looking

  • statements. Forward-looking statements include statements regarding: our construction

programme and future construction and development projects (information concerning which is being provided solely on an indicative basis for information purposes only and is subject to change without notice); strategies, outlook and growth prospects; future plans and potential for future growth; liquidity, capital resources and capital expenditures; growth in demand for products; economic outlook and industry trends; developments of markets; the impact of regulatory initiatives; and the strength of

  • competitors. Such forward-looking statements are based on numerous assumptions by

management regarding present and future business strategies and the environment

  • perating in the future. Although the Company believes that these assumptions were

reasonable when made, these assumptions are inherently subject to significant uncertainties and contingencies which are difficult or impossible to predict and are beyond its control. Neither the Company, nor any of its agents, employees or advisors intend or have any duty or obligation to supplement, amend, update or revise any of the forward-looking statements contained in this Presentation. The information contained in this document is provided as at the date of this Presentation and is subject to change without notice. Neither the Company nor any of its agents, directors,

  • fficers,

employees, shareholders, affiliates, advisors

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representatives intend or have any duty or obligation to supplement, amend, update or revise any information contained in this Presentation. This Presentation contains certain unaudited half- and full- year financial information which has been prepared based on the Company’s reviewed management accounts. This Presentation contains also certain full- and half- year financial information based

  • n the Company’s audited consolidated IFRS accounts. It also includes certain non-IFRS

financial information, such as Earnings before interest, taxes, depreciation and amortization (“EBITDA”), EBITDA margin, Working capital and free cash flow (“FCF”) which has not been audited or reviewed by the Company’s auditors. Neither the Presentation nor any copy of it may be taken or transmitted into the United States of America, its territories or possessions, or distributed, directly or indirectly, in the United States of America, its territories or possessions. This Presentation does not contain or constitute and should not be construed as an offer to sell or the solicitation

  • f an offer to buy securities in the United States. No securities of the Company have

been registered or are intended to be registered under the Securities Act of 1933, as amended (the "Securities Act"), or the securities laws of any state of the United States, and unless so registered may not be offered or sold except pursuant to an exemption from, or in a transaction not subject to, the registration requirements of the Securities Act and applicable state securities laws. Any failure to comply with these restrictions is a violation of U.S. federal or applicable state securities laws. In any EEA Member State that has implemented the Prospectus Directive, this Presentation is only addressed to and is only directed at qualified investors in any relevant Member State within the meaning of the Prospectus Directive. The expression “Prospectus Directive” means Directive 2003/71/EC (and amendments thereto, including Directive 2010/73/EU, to the extent implemented in any relevant Member State) and includes any relevant implementing measure in any relevant Member State. This Presentation is only being distributed to and is only directed at (i) persons who are

  • utside the United Kingdom or (ii) investment professionals within the meaning set out

in Article 19(5) of the Financial Services and Markets Act 2000 (Financial Promotion) Order 2005, as amended (the “Order”) or (iii) high net worth companies, and other persons to whom it may lawfully be communicated, falling within Article 49(2)(a) to (d)

  • f the Order (all such persons in (i), (ii) and (iii) above together being referred to as

“Relevant Persons”). Securities in the Company are only available to, and any invitation, offer or agreement to subscribe, purchase or otherwise acquire such securities will be engaged in only with, Relevant Persons. Any person in the United Kingdom who is not a Relevant Person should not act or rely on this Presentation or any

  • f its contents.

Neither this Presentation nor any copy of it may be taken or transmitted into Australia, Canada, South Africa, the Hong Kong Special Administrative Region of the People’s Republic

  • f China or Japan or to any securities analyst or other person in any of those jurisdictions. Any

failure to comply with this restriction may constitute a violation of applicable securities law. The distribution of this presentation in other jurisdictions may be restricted by law and persons into whose possession this presentation comes should inform themselves about, and

  • bserve, any such restrictions. The Company has not registered and does not intend to

register any of its securities under the applicable securities laws of Australia, Canada, South Africa, the Hong Kong Special Administrative Region of the People’s Republic of China or Japan, and, subject to certain exceptions, its securities may not be offered or sold within Australia, Canada, South Africa, the Hong Kong Special Administrative Region of the People’s Republic of China or Japan or to any national, resident or citizen of Australia, Canada, South Africa, the Hong Kong Special Administrative Region of the People’s Republic of China or

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  • ffers, sell, purchase, exchange or transfer any securities in Russia or to or for the benefit of

any Russian person, and does not constitute an advertisement of any securities in Russia. This information must not be passed on to third parties or otherwise be made publicly available in

  • Russia. The Company’s securities have not been and will not be registered in the Russian

Federation or admitted to public placement and/or public circulation in the Russian Federation except as permitted by Russian law. This Presentation does not constitute or form a part of, and should not be construed as, (i) an advertisement of any securities of the Company, or an offer, or an invitation (including an invitation to make an offer) by or on behalf of the Company in the Russian Federation or in any other jurisdiction or (ii) any promise or representation that any such offer or invitation will be made and shall not form the basis of, nor may it accompany, nor form part of, any contract to acquire any securities of the Company in the Russian Federation or in any other jurisdiction. This Presentation is not directed to, or intended for distribution to or use by, any person or entity that is a citizen or resident located in any locality, state, country or other jurisdiction where such distribution, publication, availability or use would be contrary to law or regulation or which would require registration of licensing within such jurisdiction. By receiving and reading this Presentation, you agree to be bound by the restrictions in this disclaimer, and acknowledge that that you will be solely responsible for your own assessment of the market, the market position of the Company and any securities of the Company and that you will conduct your own analysis and be solely responsible for forming your own view of the potential future performance of the Company’s business.

1

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CONTENTS

1

At a Glance

3

Market Overview

2

Operating Results

4

Landbank Valuation

6

New Motivation Policy

5

Financial Results

7

Selected Projects

8

Appendix

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SLIDE 4

AT A GLANCE

1

Near Rostral Columns, 2006

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SLIDE 5

ETALON GROUP AT A GLANCE

KEY FACTS Founded in St Petersburg in 1987 5.4 million sqm commissioned since inception Property portfolio comprises 35 projects, with 21 currently under construction or ready to launch in near future, and a total of 2.82 million sqm of net sellable area Nationwide sales and marketing network covering 52 Russian cities 5 ths employees GDRs listed on the LSE since 2011 (ticker: ETLN) Etalon Group is one of Russia's largest development and construction corporations. The Company focuses

  • n

middle class residential real estate in Moscow metropolitan area and St Petersburg.

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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STRATEGIC VERTICAL INTEGRATION: CONTROL OVER COSTS, QUALITY AND TIMING

ETALON GROUP OPERATES IN EVERY PART OF PROPERTY DEVELOPMENT PROCESS

(1) Brick plant and concrete products plant. Own production only for “bottleneck” construction materials (2) 62 tower cranes (Liebherr and Wolff). Data as of 31.12.2016

Design Land Acquisition and Permits Construction Materials(1) Sales and Marketing Construction Contracting and Commissioning Tower Cranes(2)

Independence from suppliers, but only in crucial areas

Ongoing Maintenance and Service Understanding of customer needs (sales network throughout the country) Business stability and lower risk of dependence on counterparties Control over costs, quality and timely delivery of projects

Funding Effective Capital Recycling

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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SLIDE 7

Region Share of total contracts Leningrad region 3.0% Krasnoyarskiy krai 1.9% Yamalo-Nenets AD 1.4% Khanty-Mansiysk AD 1.4% Khabarovskiy krai 1.2% Murmansk region 1.0% Arkhangelsk region 0.9% Krasnodar region 0.9% Other Russian regions 19.2% Foreigners 1.2% Total 32.1% 1.2x 1.2x 1.2x 1.2x 1.2x 1.3x 1.3x 1.4x 1.5x 1.5x 1.5x 1.7x 1.9x 1.9x 2.4x Russia average Sverdlovsk region Khabarovskiy krai Yakutia Kamchatskiy krai Murmansk region St Petersburg Tyumen region Moscow region Khanty-Mansiysk AD Chukotka Magadan region Sakhalin region Moscow Yamalo-Nenets AD Nenets AD

  • Etalon Group’s sales force is focused on the regions with the largest income per capita
  • Key markets: SPMA and MMA
  • 52 cities covered with 8 sales offices in St Petersburg and 21 more sales offices

nationwide

  • External professional marketing and sales service agents engaged nationwide

Regional income per capita to Russia average(2)

POWERFUL SALES NETWORK ACROSS THE COUNTRY

Regional population actively buys apartments in Moscow and St Petersburg

ETALON GROUP’S REGIONAL SALES GEOGRAPHY(1) THE GROUP’S FLATS ARE SOLD IN 14 OUT OF RUSSIA’S 15 RICHEST REGIONS

Etalon Group’s target regions

NATIONWIDE SALES & MARKETING NETWORK SUPPORTS SUSTAINABLE CONTRACTING

(1) Source: company data for 1Q 2017 (2) Average monthly cash income per capita, Rosstat’s preliminary estimates for 3M 2017

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

Etalon Group’s sales offices / representatives Petropavlovsk- Kamchatskiy Magadan Uzhno-Sakhalinsk Khabarovsk Norilsk Noviy Urengoy Nizhnevartovsk Surgut Murmansk SPMA MMA Vladivostok Irkutsk Yakutsk Mirniy Established relationships / partnerships with local sales agencies Blagoveshchensk Novosibirsk Apatity Omsk Krasnoyarsk Monchegorsk Tolyatti Krasnodar Arkhangelsk Chelyabinsk Perm Nadim Khanty-Mansiysk Tyumen Korsakov Kholmsk Komsomolsk-on-Amur Novokuznetsk Ust-Ilimsk Gubkinskiy Severodvinsk Snezhinsk Nefteyugansk Ekaterinburg Chita Samara Kamensk Uralskiy Siktivkar Ussuriysk Ukhta Tashtagol Naryan-Mar Neryungri Nakhodka Bratsk Ulan-Ude

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Experience and awards

  • 47 years of experience in construction industry
  • Honoured builder of Russia(1)

Education

  • Institute of Civil Engineering, St Petersburg University of Internal Affairs
  • PhD in Economics, PhD in Technical Sciences, PhD in Architecture,

Professor

MICHAEL JOHN CALVEY

Senior partner at Baring Vostok since 1999 Experience and awards

  • Member of the board of Europlan, Volga Gas,

Gallery Media Group

  • Worked at EBRD, Salomon Brothers, Sovlink

Corporation

  • Ex-Member of the board of CTC Media, Golden

Telecom, Burren Energy Education

  • University of Oklahoma and London School of

Economics

VIACHESLAV ZARENKOV

President, CEO and Founding shareholder Experience and awards

  • 20 years of experience in construction industry
  • Honoured builder of Russia(1); Certificate of Honour of the Ministry of Regional Development

Education

  • Institute of Aeronautical Instrumentation, SPb University of Architecture & Civil Engineering,

SPb University of Internal Affairs

  • PhD in Engineering

DMITRY ZARENKOV

Chairman of the Board of Directors

ALEXEI KALININ

Partner at Baring Vostok Experience and awards

  • With Baring Vostok since 1999
  • Worked at Alfabank and Alfa Capital
  • Chairman of the Board of Directors at Volga

Gas, member of the board at Samarenergo and two Russian glass companies Education

  • Moscow Power Engineering University
  • PhD in Engineering

BORIS SVETLICHNY

Independent Non-Executive Director Experience and awards

  • Over 27 years of experience in finance and

senior management with international and Russian companies

  • Recent experience included CFO position at

Orange in Russia, VP for Finance at Vimpelcom and CFO at Golden Telecom. From March 2014 to August 2016 served as CFO of Etalon Group Education

  • University of Massachusetts (BBA in Accounting)
  • Carnegie-Mellon University (MBA)

MARTIN COCKER

Independent Non-Executive Director Experience and awards

  • Over 20 years of experience in audit, 7 years -

in construction industry

  • Runs his own development business in

Portugal

  • Worked at Deloitte & Touche,

KPMG and Ernst & Young in Russia, Kazakhstan and UK Education

  • University of Keele

CHARALAMPOS AVGOUSTI

Independent Non-Executive Director Experience and awards

  • 10 years of legal experience in the real estate,

corporate and banking sectors

  • Founder and Managing Director of Ch. Avgousti &

Partners LLC (Advocates & legal consultants)

  • Board member at Cyprus Telecommunication

Authority (CYTA), member of the Advisory council

  • f Limassol for the Central Cooperative Bank

Education

  • Northumbria University Newcastle

(LLM in International Commercial Law)

  • Democritus University of Thrace

MARIOS THEODOSIOU

Independent Non-Executive Director Experience and awards

  • Experienced professional in marketing and

strategy, affiliated with American Marketing Association (AMA) and Academy of International Business

  • Member of the Working Group on Economic

Matters for Cyprus talks

  • In 2015 won Excellence in Global Marketing

Research Award from AMA Education

  • University of Cyprus
  • University of Wales, Cardiff

(PhD, International Marketing and Strategy)

KIRILL BAGACHENKO

Deputy CEO and Vice President Experience and awards

  • 12 years’ experience in corporate finance and

asset management

  • Previously held position of senior equity

portfolio manager at TKB BNP Paribas Investment Partners

  • Voted one of the top three portfolio managers in

Russia by Thomson Reuters Extel Survey (2013) Education

  • SPb State University of Economics and Finance

DMITRY KASHINSKIY

Vice President Experience and awards

  • Over 15 years of experience in the construction

industry

  • Worked at Barkli and AFI Development (Russia),

where he served as CEO Education

  • Moscow Aviation Institute

BOARD OF DIRECTORS REPRESENTS INTERESTS OF ALL INVESTOR GROUPS

(1) Title granted by President of Russia

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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General Shareholders Meeting Board of Directors Strategy Committee Remuneration & Nomination Committee Audit Committee Management Team

  • Chairman (D. Zarenkov)
  • 3 Executive Directors
  • 6 Non-Executive Directors,

including 4 Independent Directors

As of 1 June 2017

36% 10% 54%

Zarenkov family Baring Vostok Free float

Board Committees CORPORATE GOVERNANCE STRUCTURE SHAREHOLDER STRUCTURE Information Disclosure Committee

STRONG CORPORATE GOVERNANCE AND SHAREHOLDING STRUCTURE

Source: Company data

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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Prestige, 2012

OPERATING RESULTS

2

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14.1 18.3 23.7 30.2 40.0 35.1 47.4 2010 2011 2012 2013 2014 2015 2016

102,258 107,959

2015 2016 25,845 39,723 2015 2016

2016 OPERATING RESULTS SET NEW COMPANY RECORDS!

35,080 47,443 2015 2016 385,252 496,008 2015 2016

NEW CONTRACT SALES sqm CASH COLLECTIONS mln RUB NEW CONTRACT SALES mln RUB 2016 NEW CONTRACT SALES SET A RECORD IN ETALON GROUP’S HISTORY AVERAGE PRICE FOR APARTMENTS RUB/sqm

New contract sales, bln RUB

Source: Company data

+35% +29% +54%

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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35.1 42.1 45.6 47.4 Actual FY 2015 Initial 2016 guidance Upgraded 2016 guidance Actual FY 2016

FY 2016 NEW SALES BEAT AMBITIOUS UPGRADED GUIDANCE ANNOUNCED IN JULY

Source: Company data

New contract sales, bln RUB

+30% +20% +35%

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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46,990 135,003 113,646 1Q 2015 1Q 2016 1Q 2017 6,003 10,571 9,714 1Q 2015 1Q 2016 1Q 2017 3,804 12,860 10,248 1Q 2015 1Q 2016 1Q 2017

1Q 2017 OPERATING RESULTS YEAR-ON-YEAR COMPARISON IMPACTED BY VERY HIGH BASE EFFECT

CASH COLLECTIONS mln RUB NEW CONTRACT SALES sqm NEW CONTRACT SALES mln RUB

106,228 105,297 102,417 100,502 105,040 111,966 110,413 105,928 111,382 80,946 97,918 93,746 90,258 95,254 102,223 99,144 89,272 90,178

50,000 65,000 80,000 95,000 110,000 125,000

1Q15 2Q15 3Q15 4Q15 1Q16 2Q16 3Q16 4Q16 1Q17

apartments total

AVERAGE PRICE RUB/sqm

Source: Company data

(1) Includes sales of 14 ths sqm of office and sporting premises which prices per sqm are typically below average for residential

+187%

  • 16%

+238%

  • 20%

+76%

  • 8%

(1)

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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3,003 3,100 3,611 January 2017 February 2017 March 2017 2,818 3,262 4,168 January 2017 February 2017 March 2017 30,884 34,761 48,000 January 2017 February 2017 March 2017

HEALTHY GROWTH IN OPERATING PERFORMANCE THROUGHOUT 1Q 2017

CASH COLLECTIONS mln RUB NEW CONTRACT SALES sqm NEW CONTRACT SALES mln RUB

+13% +38% +16% +28% +3% +16%

Source: Company data

47.4 10.2 57 2016A 2017F

Actual NCS, bln RUB Planned NCS, bln RUB

NEW CONTRACT SALES FORECAST bln RUB

+20%

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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SLIDE 15

18% 9% 18% 25% 5% 7% 7% 7% 4%

1Q 2017 NEW CONTRACT SALES BY PROJECT sqm SIGNIFICANT SALES PORTFOLIO DIVERSIFICATION

NEW SALES PERFORMANCE WILL BE SUPPORTED BY FURTHER DIVERSIFICATION OF PROJECT MIX

19% 15% 12% 11% 7% 6% 6% 5% 4% 3% 2% 10%

Etalon City Emerald Hills Swallow’s Nest Samotsvety Moscow Gates House on Obruchevykh street Other projects

  • Galactica launched in 4Q 2016 and brought 6% of

1Q 2017 new contract sales

  • The Normandy project in Moscow was launched in

late March 2017

  • Four more projects are due to be launched by the

end of the year

Emerald Hills Swallow’s Nest Tsar’s Capital Landyshi Etalon City Other projects Moscow Gates

1Q 2016 NEW CONTRACT SALES BY PROJECT sqm

Samotsvety Golden Star Landyshi Tsar’s Capital Launched in late March 2017, Normandy comprises four residential buildings of up to 22 stories each, underground parking facilities, a pre-school and a primary

  • school. The total planned NSA of the

complex is 92 ths sqm. The project is located in Moscow’s Losinoostrovsky District close to Losiny Ostrov National Park, Torfyanoy and Tayezhny Parks. The complex is within walking distance of two metro stations and has easy access to major transport routes.

NORMANDY CASE STUDY

Summer Garden Galactica Golden Star

Source: Company data

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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14.54% 14.23% 13.79% 13.44% 12.24% 12.48% 12.70% 12.62% 12.48% 11.80%

11.00% 11.50% 12.00% 12.50% 13.00% 13.50% 14.00% 14.50% 15.00%

20% 22% 1Q 2016 1Q 2017

MORTGAGE RATES CONTINUE TO DECLINE PROVIDING ADDITIONAL SUPPORT TO NEW SALES

DECLINE IN AN AVERAGE INTEREST RATE SUPPORTED GROWTH IN PRIMARY MARKET MORTGAGE LOANS(2) SHARE OF MORTGAGE SALES

Source: Company data

(1) Weighted average interest rate on mortgage loans given to Russia residents during the month for acquisition of

apartments on the primary market. Source: CBR data

(2) Volume of and weighted average interest rate on mortgage loans given to Russia residents during the year for

acquisition of apartments on the primary market. Source: CBR data

1,169 1,481 13.36% 12.49%

10.00% 11.00% 12.00% 13.00% 14.00% 15.00% 16.00% 17.00% 18.00% 19.00% 20.00% 200 400 600 800 1,000 1,200 1,400 1,600

2015 2016

Volume of mortgage loans, bln RUB Average interest rate, %

AVERAGE MORTGAGE RATE IN RUSSIA(1)

+27%

  • Etalon Group offers mortgage programmes with major banks,

including Sberbank, VTB Group, Gazprombank, Raiffeisen Group and Absolut Bank

  • Joint programmes established with 26 banks and special

mortgage agencies to offer flexible financing options:

  • minimum down payment: 10 – 20%
  • maturity: 1 – 30 years
  • interest rate: from 9.9%

HIGHLIGHTS

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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244

  • 33

211 31.12.2016 inventory contracted in 1Q 2017 31.03.2017 66% 66% 69% 71% 74% 1Q 2016 2Q 2016 3Q 2016 4Q 2016 1Q 2017

POSITIVE WORKING CAPITAL DEVELOPMENTS

INVENTORY OF COMPLETED AND AVAILABLE-FOR-SALE APARTMENTS ths sqm AVERAGE DOWN PAYMENT HIGHLIGHTS

  • 14% of inventory on books as of 31

December 2016 sold down during 1Q 2017

  • Completed and available-for-sale

apartments accounted for 45%

  • f all apartments contracted in

1Q 2017

  • Average down payment amounted

to 74% in 1Q 2017, up from 66% in 1Q 2016

  • 33 ths sqm

Source: Company data

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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SLIDE 18

Sea Cascade, 2006

MARKET OVERVIEW

3

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SLIDE 19

MARKET TRENDS: RESIDENTIAL REAL ESTATE DEMAND

URBANISATION BETTER WORKING CONDITIONS ACCESS TO FINANCING IMPROVING LIVING STANDARTS AND SOCIAL WELFARE

Source: Rosstat, Petrostat, Mosstat

(1) Petrostat: statistical bulletin 2015

Expected population growth of 20% and 17% for St Petersburg and Moscow, respectively, by 2031(1) Even higher growth of employed population in these cities is expected by 2031 Potential growth in housing stock per capita from current level of 24 and 20 sqm per capita in St Petersburg and Moscow up to the European average of 42 sqm per capita Lower unemployment rates of 2.1% and 1.8% in St Petersburg and Moscow vs the Russian average of 5.6%, and 9% in major European cities Higher average monthly salaries

  • f RUB 46 ths in St Petersburg and

RUB 64 ths in Moscow vs RUB 34 ths in Russia’s regions Higher salary growth rates y-o-y

  • f 6% in St Petersburg and 9% in

Moscow in 2015 compared to Russia’s regions Mortgage rates decreased by 2.5 p.p. to 11.8% and are expected to reach single-digit range in 2017 Better access to mortgage financing due to the greater number of banks: 96 and 371 in St Petersburg and Moscow, respectively, vs average of 42 banks operating in regional centres Developed leisure industry with more than 300 museums and 100 theatres in St Petersburg and Moscow 41 of Russia’s top 100 universities concentrated in St Petersburg and Moscow High quality medical services help support average lifespan of 74.4 and 76.8 years in St Petersburg and Moscow, vs Russian average of 72.3 years

FACTORS SUPPORTING ROBUST DEMAND FOR RESIDENTIAL REAL ESTATE IN ST PETERSBURG AND MOSCOW

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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SLIDE 20

MARKET TRENDS: RESIDENTIAL REAL ESTATE DEMAND

1.3% 1.0% 0.2%

Moscow

  • St. Petersburg

Russia population growth rate (CAGR' 05-15)

MOSCOW AND ST PETERSBURG URBANISATION TRENDS ARE IN LINE WITH OTHER EUROPEAN CAPITALS, BUT UNEPLOYMENT IS SIGNIFICANTLY LOWER

0.3% 0.6% 0.6% 0.7% 1.2% 1.4% 1.4%

Warsaw Paris Berlin Prague Rome Munich London

population growth rate (CAGR' 05-15) 0.9%

0.5% 0.7% 1.2% 1.4% 1.7% 1.9% 3.0%

Prague Munich Rome Paris Berlin London Warsaw

employed persons growth rate (CAGR' 05-15) 1.5%

2.8% 3.0% 4.1% 6.3% 8.9% 10.7% 10.7%

Prague Warsaw Munich London Paris Berlin Rome

unemployment rate (2015) 6.6%

UNEMPLOYMENT STILL LOW

Source: Rosstat, Petrostat, Mosstat, Eurostat, ONS, Greater London Authority, INSEE, CSO, ITSTAT, DESTATIS, Statistik Berlin Brandenburg

GROWING POPULATION, WITH EVEN HIGHER GROWTH RATE FOR EMPLOYED PERSONS

1.6% 1.3% 0.6%

Moscow

  • St. Petersburg

Russia employed persons growth rate (CAGR' 05-15)

1.8% 2.1% 5.6%

Moscow

  • St. Petersburg

Russia unemployment rate (2015)

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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SLIDE 21

0.44x 0.50x

0.1x 0.2x 0.3x 0.4x 0.5x 0.6x 0.7x 2000 2004 2008 2012 2016

average monthly wage / 1 sqm price

Moscow

  • St. Petersburg

MARKET TRENDS: RESIDENTIAL REAL ESTATE DEMAND

BUT HOUSING STOCK PER CAPITA STILL HAS SIGNIFICANT UPSIDE…

0.45x 0.57x 0.60x 0.64x 0.66x 0.74x 0.82x

Paris Prague Warsaw Munich London Rome Berlin average monthly wage / 1 sqm price 0.64x 19.4 24.3 27.0 29.9 30.6 35.1 45.2 48.2

Moscow St. Petersburg Poland Czech Republic Lithuania United Kingdom Germany France 20% 76% 51% 121%

EM DM

DM avg. > 42.8 sqm EM avg. > 29.2 sqm

Source: Rosstat, Petrostat, Mosstat, Eurostat, ONS, Greater London Authority, INSEE, CSO, Hilifax, BIS, ITSTAT, DESTATIS, Statistik Berlin Brandenburg, JLL

DECREASING MORTGAGE RATES ARE KEY TO UNLOCKING FURTHER DEMAND

RESIDENTIAL PROPERTY IS MORE AFFORDABLE THAN EVER… AND AFORDABILITY LEVEL IS NOW VERY CLOSE TO EU AVERAGE… SUPPORTED BY POTENTIAL DECREASE IN MORTGAGE RATES

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS 12.8% 11.8% 12.6% 11.8% 9.0% 10.0% 11.0% 12.0% 13.0% 14.0% 15.0% 16.0%

2009 2011 2013 2015 2017

mortgage rate Moscow

  • St. Petersburg
  • 1p.p.

10%

  • 2.6 p.p.

leading banks mortgage rate level pre-crisis level

slide-22
SLIDE 22

1 3 2

Low volume due to low demand

ETALON GROUP SEGMENTS CURRENT RESIDENTIAL REAL ESTATE DEMAND

106.2 mln sqm

potential demand

63%

linked to Etalon Group segments

ETALON GROUP REMAINS FOCUSED ON THE MOST LUCRATIVE MARKET SEGMENTS WITH SUFFICIENT DEMAND

Elite Lower-economy

  • 1. Business class
  • 2. Comfort class
  • 3. Upper-economy class

Low margin due to low price

which translates into

(1) Estimates of households who can afford residential real estate performed by MACON Realty Group based on: Rosstat income distribution data, households consumption patterns, GDP

growth and inflation; current prices for residential real estate; mortgage conditions; IMF and MinEc forecasts

(2) Moscow, New Moscow and Moscow region within 30 km from Moscow Ring Road

At the start of 2016

1.53 mln households(1)

in the Moscow Metropolitan Area(2) and St Petersburg could afford residential real estate,

MARKET TRENDS: RESIDENTIAL REAL ESTATE DEMAND

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-23
SLIDE 23

10.76 9.95 11.92 10.72 9.87 9.22 7.33 6.59 5.92 4.82 0.07 0.90 1.88 2.68 3.87 3.72

2012 2013 2014 2015 2016 2017 2018 2019 2020 2021

Total supply estimates, mln sqm Developers expectations over estimates, mln sqm

MARKET TRENDS: RESIDENTIAL REAL ESTATE SUPPLY

(1) Moscow, New Moscow and Moscow region within 30 km from Moscow Ring Road

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

ETALON IS WELL-POSITIONED TO GROW MARKET SHARE IN CORE MARKETS TOTAL SUPPLY IN ST PETERSBURG AND MMA(1)

Etalon Group share in total supply

3.4 % 1.6 % 3.5 % 4.3 %

healthy supply outlook without risk of oversupply on five year time horizon

Based on research by Etalon Group in cooperation with Knight Frank and IRN covering:

  • Over 300 developers operating in St Petersburg and MMA(1)
  • Over 3,800 projects with sales launched between 2012 and 2015, as well as projects with

launches planned through 2021

  • Targeted market segments for analysis from low-end apartments on the outskirts to upscale,

elite penthouses at the heart of city

Etalon Group aims to consolidate position in St Petersburg and Moscow Metropolitan Area(1) markets, nearly doubling share The share of Etalon Group targeted segments in the new offering is 49%, whereas in the demand growth it amounts to 77% No oversupply risk in medium term

TARGET = 10%

7.0 %

IRN and Knight Frank expect total new supply at 56.9 mln sqm in 2016-2021

slide-24
SLIDE 24

MARKET TRENDS: SUPPLY-DEMAND BALANCE

MODERATE GROWTH SCENATIO HEALTHY GROWTH SCENARIO

106.2 143.9 94.7 56.9

Demand 2016 Additional demand' 16-21 Relevant supply' 16-21 Demand 2021

106.2 191.6 142.3 56.9

Demand 2016 Additional demand' 16-21 Relevant supply' 16-21 Demand 2021

Uncovered deficit for 13 years after 2021 Opportunity to increase price by 9 % annually to balance supply and demand Uncovered deficit for 17 years after 2021 Opportunity to increase price by 14 % annually to balance supply and demand

12.0 % 9.5 %

Mortgage rates decline by 0.5 p.p. annually Moderate GDP growth

  • 0.7 %

+ 1.5 % Assumptions: 12.0 % 7.0 %

Mortgage rates decline by 1 p.p. annually Healthy GDP growth

  • 0.7 %

+ 3.0 % Assumptions:

OUTLOOK SHOWS DEMAND OUTPACING SUPPLY, WITH SIGNIFICANT OPPORTUNITY FOR PRICE GROWTH

23

OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-25
SLIDE 25

LANDBANK VALUATION

4

Sea Facade, 2006

slide-26
SLIDE 26

ETALON LANDBANK VALUE INCREASED BY 11% AND REACHED RUB 116 BLN

OUR IMPORTANT COMPETITIVE ADVANTAGE IS A WELL-DIVERSIFIED PORTFOLIO OF HIGH QUALITY PROJECTS LANDBANK AT A GLANCE

43 55 72 89 104 104 116

2010 2011 2012 2013 2014 2015 2016

LANDBANK DEVELOPMENT

Open market value(1)

RUB 115.8 bln

Unsold NSA

2.82 mln sqm

Location

49% / 51% Moscow Metropolitan

Area(3) to St Petersburg

21 projects in Moscow Metropolitan

Area(3) and St Petersburg

(1) JLL estimate as of 31.12.2016 (2) Exchange rate as of 31.12.2016

+28% +28% +31% +24% Open market value(1), RUB bln

Five projects in Moscow and Moscow region under construction Higher share of prime location projects linked to comfort plus and business class

+11% 0%

Open market value per share/GDR

USD 6.5(2)

(3) Moscow, New Moscow and Moscow region within 30 km from Moscow Ring Road

25

OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

Steady growth in portfolio value despite economic volatility

slide-27
SLIDE 27

10

PROJECTS IN ST PETERSBURG PROJECTS IN MOSCOW METROPOLITAN AREA(1)

5 4 1 2 3 8 2 1 3 7 9 11 9

Under construction Design stage Completed

6 5 8 4

OPERATIONS IN ST PETERSBURG AND MMA(1)

6 7 10

(1) Moscow, New Moscow and Moscow region within 30 km from Moscow Ring Road

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-28
SLIDE 28

ETALON GROUP PORTFOLIO: HIGH QUALITY PROJECTS DIVERSIFIED ACROSS THE TWO MOST LUCRATIVE MACRO REGIONS IN RUSSIA

Project Status Total NSA (‘000 sqm) Unsold NSA (Etalon’s share) (‘000 sqm) (1) Unsold parking (lots), # OMV (mln RUB) Income from sales (mln RUB) (2) Construction budget (mln RUB) (3) Outstanding budget (mln RUB) (3) Current Projects St Petersburg

  • 1. Galactica

Construction 841.1 660.1 4,395 15,174 69,618 44,064 38,877

  • 2. Moscow Gates

Construction 234.6 101.6 804 8,004 21,642 10,849 1,854

  • 3. Samotsvety

Construction 212.8 94.7 785 5,903 18,252 9,360 2,742

  • 4. Kalininskiy District

Design stage 95.9 81.9 496 1,596 8,022 4,388 4,378

  • 5. Landyshi (Polyustrovskiy prospect)

Construction 91.8 34.1 397 1,806 7,551 4,092 2,121

  • 6. Krasnogvardeiskiy District

Design stage 50.0 50.0 197 1,239 4,795 2,710 2,710

  • 7. House on Obruchevykh street

Construction 42.3 36.8 476 1,949 5,153 2,438 2,288

  • 8. Beloostrovskaya (Primorskiy District)

Design stage 33.5 33.5 210 614 4,088 2,467 2,458

  • 9. House on Kosmonavtov

Construction 26.3 24.1 198 788 2,319 1,224 1,216

  • 10. Fusion (Krapivniy pereulok)

Construction 14.0 14.0 83 719 1,800 810 806

  • 11. Korolyova prospect

Design stage 6.0 6.0 35 177 562 362 331 Total SPMA 1,648 1,137 8,076 37,969 143,803 82,765 59,780 Moscow Metropolitan Area (MMA) (4)

  • 1. Emerald Hills

Construction 855.9 321.2 2,136 18,415 65,149 38,793 9,527

  • 2. Etalon-City

Construction 365.1 133.5 1,163 7,512 27,827 20,324 8,919

  • 3. Summer Garden (Dmitrovskoe shosse)

Construction 283.4 207.1 1,053 6,880 29,328 17,640 16,034

  • 4. Silver Fountain (Alekseevskiy District)

Design stage 182.9 169.6 2,160 9,573 25,085 9,700 9,489

  • 5. Ryazanskiy prospect

Design stage 185.3 149.9 1,446 3,603 19,976 11,330 11,330

  • 6. Perovo Region

Design stage 172.9 138.4 1,335 3,564 18,791 10,382 10,381

  • 7. Normandy (Losinoostrovskiy District)

Construction 91.5 83.9 851 3,727 10,221 4,833 4,703

  • 8. Nizhegorodskiy Region

Design stage 86.2 72.0 734 1,719 9,231 5,389 5,388

  • 9. Golden Star (Budennogo)

Construction 85.1 41.2 264 3,005 10,054 5,343 2,598

  • 10. Mytishinskiy District

Design stage 59.6 52.2 212 1,142 5,080 2,852 2,847 Total MMA 2,368 1,369 11,354 59,140 220,741 126,586 81,216 Total Current Projects 4,016 2,506 19,430 97,109 364,544 209,351 140,996 Completed Projects Residential property in completed projects 2,088.0 302.6 5,373 18,440 145,105 Completed stand-alone commercial properties 9.9 9.9 55 269 401 Total Completed Projects 2,098 313 5,428 18,709 145,506 All Projects Total Etalon Group Projects 6,114 2,819 24,858 115,818 510,050 209,351 140,996

Source: all numbers based on JLL report as of 31.12.2016

(1) Including parking with average area c. 30 sqm (2) Income from sales includes potential and received incomes as of 31.12.2016 (3) Excluding land acquisition costs (4) Moscow, New Moscow and Moscow region within 30 km from Moscow Ring Road

27

OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-29
SLIDE 29

PROJECT IN THE MYTISHCHINSKIY DISTRICT

NEW PROJECTS ACQUIRED IN MMA(1) IN 2016

PROJECT NEAR RYAZANSKIY PROSPEKT PROJECT IN THE NIZHEGORODSKIY DISTRICT PROJECT IN THE PEROVO DISTRICT

The new comfort-class residential project is located in the Mytishchinsky district

  • f

the Moscow region, six kilometres from the Moscow Ring Road. The project will include four low-rise buildings up to three stories high, containing 780 flats, a detached parking garage, a pre-school and a primary school for 105 and 215 students, respectively. The project will include 113 ths sqm of residential area, 1,700 parking places, a school, and two pre-schools. It is located 10-15 minutes’ walking distance from the Nizhegorodskaya metro station, with schools, pre-schools, stores and several shopping malls in close

  • proximity. Central Moscow is a 20-minute

car ride from the development. The project will include 53 ths sqm of residential area, 864 parking places and a pre-school. It is located in the Nizhegorodskiy region

  • f

the South-Eastern administrative district of Moscow. The project will have good transport accessibility: central Moscow can be reached in 15 minutes by car, and the nearest metro station, Novokhokhlovskaya, is within just 10 minutes’ walk. The new project will include 105 ths sqm

  • f

residential area, 1,500 parking places, a pre-school, and a school. The land plot is located in an area with well-developed infrastructure, and is approximately 1 km from Izmaylovsky park. The project will have good transport accessibility: central Moscow can be reached in 20 minutes by car or by metro from the nearest station, Shosse Entuziastov, which is within just 10 minutes’ walk.

Total NSA: 173 ths sqm Construction to start in 2018 Total NSA: 86 ths sqm Construction to start in 2018 Total NSA: 60 ths sqm Construction to start in 2017 Total NSA: 185 ths sqm Construction to start in 2018

(1) Moscow, New Moscow and Moscow region within 30 km from Moscow Ring Road

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-30
SLIDE 30

HOUSE ON OBRUCHEVYKH STREET Construction started in August 2016 Construction started in December 2016 Total NSA: 42 ths sqm

NEW PROJECTS ACQUIRED IN ST PETERSBURG IN 2016

FUSION HOUSE ON KOSMONAVTOV PROSPEKT PROJECT IN THE KALININSKIY DISTRICT

The project is located in the Kalininskiy district of St Petersburg and will include a 20-storey residential building containing 765 flats, a parking garage, and a pre-school. The land plot is located within walking distance of the Polytekhnicheskaya and Akademicheskaya metro stations in a well-developed district. The Sosnovka and Polytechnic University parks are both within walking distance of the development. The project will comprise a 9-storey building with 110 apartments, an 83- place parking garage, and a pre-school. The site is located near the historic centre of St Petersburg and the Neva embankment, on a quiet side street on the border

  • f

the Vyborgskiy and Petrogradskiy districts. Grenaderskiy Garden and Sampsonievskiy Garden are just around the corner. Vyborgskaya metro station is within 5-minutes’ walk. Located in the Moskovskiy district of St Petersburg, the project comprises a 25- storey building with 312 apartments, underground parking and a pre-school. It is 10-minutes’ walk from the Zvezdnaya metro station and has access to major roads, including Moskovskiy prospekt, Vitebskiy prospekt and Prospekt

  • Kosmonavtov. The complex is situated

close to a number of stores, educational, and sports facilities, as well as to Pulkovskiy park. The project will comprise a 12-storey building with a 550-place parking

  • garage. The expected NSA of the project

is 96 ths sqm, including 68 ths sqm of residential area. The site is located on a 5-hectare land plot within walking distance

  • f

two metro stations and four kilometres from central St Petersburg, in an area with well-developed infrastructure.

Total NSA: 96 ths sqm Construction to start in 2017 Total NSA: 26 ths sqm Total NSA: 14 ths sqm Construction started in April 2017

29

OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-31
SLIDE 31

NEW LAUNCHES IN 2017 THAT WILL FURTHER SUPPORT SALES PERFORMANCE

KALININSKIY DISTRICT NORMANDY SILVER FOUNTAIN FUSION

The project is located on a quiet side street on the border of the Vyborgskiy and Petrogradskiy districts of St Petersburg. The site is located near the historic centre of St Petersburg and the Neva

  • embankment. This is a well-developed

area

  • f

the city, with educational, medical and sporting facilities, as well as shops, banks and cafes all in close

  • proximity. The project is surrounded by

parks, with Grenaderskiy Garden and Sampsonievskiy Garden just around the corner. Vyborgskaya metro station is within 5-minutes’ walk. The project is located in the Kalininskiy District

  • f

St Petersburg. The site is situated to the north-west from the intersection of Marshala Blukhera Prospect and Kushelevskaya Road. The project is close to the Europolis shopping centre, which contains restaurants, banks, a pharmacy, a cinema, food and clothing

  • departments. The nearest metro station,

Lesnaya, is located 15 minutes’ walk to the weSt The project is located in Losinoostrovsky District, part

  • f

North-East District

  • f
  • Moscow. It consists of mostly residential

buildings (20-30 years old) and a small number

  • f

industrial enterprises. The district lies in close proximity to Moscow Ring Road (MKAD). The nearest metro stations to the project are Medvedkovo and Babushkinskaya, both within 2 km. The entrance to the site is available from Tayninskaya street. The site is surrounded mainly by multi-storey residential blocks. The project is located in the North- Eastern District

  • f

Moscow, close to Prospect Mira. The district is characterized by developed residential, business and transport infrastructure. The site has good transportation access. The nearest metro station, Alekseevskaya, is located 10 minutes away by public transport, while the city center is within a 15-20 minute drive by car.

Total NSA: 183 ths sqm Planned launch: 1H 2017 Total NSA: 92 ths sqm Launched in March 2017 Total NSA: 14 ths sqm Launched in April 2017 Total NSA: 96 ths sqm Planned launch: 2H 2017 Moscow Moscow St Petersburg St Petersburg

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-32
SLIDE 32

FINANCIAL RESULTS

5

Emerald Hills 3rd stage, 2016

slide-33
SLIDE 33

32,474 33,499 2015 2016 502 420 2015 2016 4,877 8,526 2015 2016

LOWER DELIVERIES ENABLE INVENTORY RELEASE AND HIGHER CASH FLOW GENERATION, BUT NEGATIVELY IMPACT IFRS REVENUE RECOGNITION

Source: IFRS financial statements

DELIVERIES ths sqm CONSTRUCTION SERVICES EXTERNAL REVENUE mln RUB RESIDENTIAL REAL ESTATE DEVELOPMENT REVENUE mln RUB

42,404 49,022 2015 2016

TOTAL REVENUE mln RUB

  • 16%

+3% +75% +16%

32

OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-34
SLIDE 34

PROFITABILITY IMPACTED BY RECOGNITION OF SALES IN 2015’S WEAKER MARKET ENVIRONMENT AND BY CHANGES IN REVENUE MIX

CONSOLIDATED ADJUSTED GROSS PROFIT(1) mln RUB EBITDA mln RUB CONSTRUCTION SERVICES GROSS PROFIT mln RUB RESIDENTIAL DEVELOPMENT ADJUSTED GROSS PROFIT(1) mln RUB NET INCOME mln RUB

13,896 13,450 2015 2016 13,362 12,675 2015 2016 333 605 2015 2016 7,675 7,301 2015 2016 5,429 4,902 2015 2016

Source: IFRS financial statements

(1) Adjusted for interest in cost of sales

  • 3%

+82%

  • 5%
  • 5%
  • 10%
  • Residential development

adjusted gross profit margin recovered from 35.5% in 1H 2016 to 39.1% in 2H 2016

  • SG&A expenses as a percentage
  • f revenue decreased 240 bps

from 14.6% in 1H 2016 to 12.2% in 2H 2016

  • EBITDA margin recovered from

8.7% in 1H 2016 to 19.1% in 2H 2016

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-35
SLIDE 35

3,236 3,594 2H 2015 2H 2016

DESPITE ACTIVE ACQUISITIONS, ETALON GENERATED OVER RUB 4 BLN OF OPERATING CASH FLOW, WHICH WILL FUND UPGRADED DIVIDEND POLICY

ANNUAL OPERATING CASH FLOW(1) CHANGES AND ACQUISITION PIPELINE HIGHLIGHTS

(3,297) 4,040 2015 2016

  • Operating cash flow turned positive despite

acquisition of eight new projects in 2016

  • At its meeting on 28 April 2017, Board of

Directors recommended a final dividend of USD 0.107 per ordinary share, at the upper end of the approved payout interval of 30-50%

  • On 16 May 2017, the Board of Directors increased

the Company’s target dividend payout range to 40%-70% of consolidated IFRS net income DIVIDEND BASE COMPARISON mln RUB

Net income, mln RUB

+11% 682

NSA of projects acquired, ths sqm Operating cash flow(1), mln RUB

15% 30% 40% 30% 50% 70% OLD UPDATED (May 2016) UPDATED (May 2017)

DIVIDEND PAYOUT RATIO INCREASED UNDER NEW DIVIDEND POLICY

Source: IFRS financial statements

(1) Operating cash flow less interest paid

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-36
SLIDE 36

MAINTAINING STRONG BALANCE SHEET

40% 60%

Local bonds Bank loans

  • 100% of debt denominated in RUB
  • Average cost of borrowings declined from 13.95%

at the end of 2015 to 12.71% at the end of 2016

7,397 7,848 31.12.2015 31.12.2016

STRONG LIQUIDITY POSITION UNCHANGED BALANCED GROSS DEBT COMPOSITION (AS OF 31/12/2016)

19,414 18,054 12,017 10,206 31.12.2015 31.12.2016

Debt, mln RUB Cash and cash equivalents, mln RUB

NET DEBT mln RUB

(1)

Source : IFRS financial statements

(1) Including bank deposits in ST Investments

HIGHLIGHTS

35

OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-37
SLIDE 37

Invigorating Spring, 2005

NEW MOTIVATION POLICY

6

slide-38
SLIDE 38

NEW MOTIVATION PROGRAMME

1

Encourage development breakthroughs in accordance with Etalon Group’s new strategy

2

Shift focus from operating to financial KPIs (net profit, dividends and market capitalisation)

3

Align interests of shareholders and management through long-term GDR based incentive programme that will be tied to net profit and market capitalisation, and will be a key part of

  • verall top management remuneration packages

4

Strengthen motivation to achieve targets by decreasing fixed part and increasing variable part tied to KPIs ETALON GROUP’S NEW MOTIVATION POLICY AIMS TO:

37

OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-39
SLIDE 39

TOP MANAGEMENT KPIs

BALANCED REMUNERATION SYSTEM WITH A FOCUS ON FINANCIAL PERFORMANCE GDR price growth Net profit Dividend payments Cash collections Deliveries Payments in GDRs with vesting period Payments in cash KPI WEIGHTING FORM OF REMUNERATION

38

OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-40
SLIDE 40

ExpoForum, 2015

SELECTED PROJECTS

7

slide-41
SLIDE 41

GALACTICA

Income from sales (1) RUB 69,618 mln Open Market Value (1) RUB 15,174 mln

JUNE 2017

Total NSA 841 ths sqm

DECEMBER 2016

St Petersburg

(1) JLL estimate as of 31.12.2016

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slide-42
SLIDE 42

JUNE 2017

Income from sales (1) RUB 21,642 mln Open Market Value (1) RUB 8,004 mln Total NSA 235 ths sqm

MOSCOW GATES

DECEMBER 2016

(1) JLL estimate as of 31.12.2016

St Petersburg

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-43
SLIDE 43

SAMOTSVETY

JUNE 2017

Income from sales (1) RUB 18,252 mln Open Market Value (1) RUB 5,903 mln

DECEMBER 2016

St Petersburg Total NSA 213 ths sqm

(1) JLL estimate as of 31.12.2016

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-44
SLIDE 44

LANDYSHI

JUNE 2017

Income from sales (1) RUB 7,551 mln Open Market Value (1) RUB 1,806 mln

DECEMBER 2016

St Petersburg Total NSA 92 ths sqm

(1) JLL estimate as of 31.12.2016

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slide-45
SLIDE 45

JUNE 2017

Income from sales (1) RUB 65,149 mln Open Market Value (1) RUB 18,415 mln Moscow region Total NSA 856 ths sqm

EMERALD HILLS

DECEMBER 2016

(1) JLL estimate as of 31.12.2016

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slide-46
SLIDE 46

JUNE 2017

Income from sales (1) RUB 27,827 mln Open Market Value (1) RUB 7,512 mln Total NSA 365 ths sqm

ETALON CITY

DECEMBER 2016

(1) JLL estimate as of 31.12.2016

Moscow

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slide-47
SLIDE 47

GOLDEN STAR

Income from sales (1) RUB 10,054 mln Open Market Value (1) RUB 3,005 mln

JUNE 2017 DECEMBER 2016

Moscow Total NSA 85 ths sqm

(1) JLL estimate as of 31.12.2016

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slide-48
SLIDE 48

NORMANDY

Income from sales (1) RUB 10,221 mln Open Market Value (1) RUB 3,727 mln

JUNE 2017 VISUALISATION

Moscow Total NSA 92 ths sqm

(1) JLL estimate as of 31.12.2016

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

slide-49
SLIDE 49

EXTENSIVE TRACK RECORD OF SUCCESSFUL INDUSTRIAL CONSTRUCTION PROJECTS THAT MEET THE HIGHEST STANDARDS OF QUALITY

  • Expansion of existing production

facilities, including a 25 ths sqm logistics area for finished goods, renovation of warehouse and overhaul

  • f utility systems
  • This project was unique as work was

carried out in the production area, next to the main production line, while it was in operation

  • General contractor agreement for

the construction of a 12,313 sqm manufacturing facility and a 3,588 sqm administrative building

  • Turnkey project involving the full

construction cycle

FORD MOTOR COMPANY 2007-2012 UNIPRES 2014-2016

  • The largest commercial construction

project in St Petersburg in recent years

  • Overall size of the complex is over 200

ths sqm

  • 2 main exhibition halls, 3 exhibition

pavilions, 2 hotels, 3 helicopter pads, parking and utilities infrastructure

  • Capacity for up to 10 ths delegates

EXPOFORUM 2011-2015

  • Etalon Group is a long-time partner of

Nissan in Russia, having acted as the general contractor for design and construction of the test track and new car storage areas in 2008

  • In 2014 Etalon Group delivered 66 ths

sqm of new factory space, including expansion of existing assembly lines, warehouse and office facilities

NISSAN PLANT 2012-2014

  • Overhaul of production lines and the

renovation of administrative and service buildings for Zvezda-Reduktor, a subsidiary of Zvezda, Russia’s largest manufacturer of compact, high-RPM Diesel engines

  • Contract covers a total area of 9,854

sqm

ZVEZDA-REDUKTOR 2015-2016

  • Construction of part of the Restoration

and Storage Centre of the State Hermitage Museum in St Petersburg

  • Contract is worth RUB 1.6 billion
  • Due to be completed in 2017

STATE HERMITAGE MUSEUM 2015-2017(1)

(1) Expected date of completion

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SLIDE 50

Tsar’s Capital, 2016

APPENDIX

8

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SLIDE 51

RESIDENTIAL DEVELOPMENT SCHEME

Timing Stages of residential real estate development Revenue recognition Permission risk

  • vs. Project

value

TOTAL DEVELOPMENT PERIOD RANGE: 39-59 MONTHS

3-5 YEARS

Zoning & initial permit documentation

12-18 MONTHS

Investment contract, planning & construction permit

18-30 MONTHS

Construction Pre-sale

1-2 MONTHS

State commission

3 MONTHS

Ownership rights registration

Etalon Group focus High permission risk Low entry price Medium-low permission risk Medium entry price

For share participation agreements when the construction is completed and the building has been approved by the State commission for acceptance of finished buildings. For share accumulation agreements when the building has been approved by the State commission for acceptance of finished buildings and act of acceptance is signed by share accumulation cooperative. For 100% payment when sale-purchase agreement is signed. For less than 100% payment when preliminary agreement and act of acceptance is signed by client.

Sales after commission ing

Source: Company data

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SLIDE 52

49% 23% 15% 8% 3% 2%

Metal products Bricks Crushed granite Sand Other Cement

Task Share,% Start, month Duration, months Predevelopment 3 8 Zero cycle works 7 2 10 Construction works 43 5 20 Facade works 11 16 10 Fit out works 5 18 10 MEP systems 14 7 21 Engineering facilities 15 5 23 Urban landscaping 2 24 6

TYPICAL PROJECT LIFECYCLE(1)

1% 2% 5% 6% 8% 8% 14% 56%

Sales costs Interest expense Land acquisition Project management Design Other

TOTAL COST STRUCTURE(1) (RUB 59,000 – 72,000 PER SQM OF NSA)

(1) Source: Company estimates for typical project based on current portfolio average. Actual breakdown per project is subject to significant variation due to a number of factors. (2) including payroll tax

5% 16% 17% 19% 43%

Machinery Overhead expenses(2) VAT accrued Materials 5 10 15 20 25 30

Construction timeline, months

Wages Construction Infrastructure

MATERIALS COST STRUCTURE(1) (RUB 12,000 – 18,000 PER SQM OF NSA) CONSTRUCTION COST STRUCTURE(1) (RUB 29,000 – 39,000 PER SQM OF NSA)

TYPICAL PROJECT COST STRUCTURE

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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SLIDE 53

Income statement

mln RUB 1H14 1H15 1H16 2014 2015 2016 Revenue 14,539 18,148 19,742 51,481 42,404 49,022 Cost of sales (10,759) (12,584) (15,685) (35,685) (29,405) (36,813) Gross profit 3,780 5,564 4,057 15,796 12,999 12,209 General and administrative expenses (1,957) (2,021) (1,958) (4,178) (4,348) (4,454) Selling expenses (577) (619) (918) (1,474) (1,411) (1,984) Other expenses, net (166) (341) (495) (913) (991) (753) Results from operating activities 1,080 2,583 686 9,231 6,249 5,018 Finance income 391 998 891 1,717 1,686 1,857 Finance costs (242) (593) (152) (553) (504) (319) Net finance income 149 405 739 1,164 1,182 1,538 Profit before income tax 1,229 2,988 1,425 10,395 7,431 6,556 Income tax expense (302) (795) (117) (2,026) (2,002) (1,654) Profit for the period 927 2,193 1,308 8,369 5,429 4,902 Profit attributable to: Owners of the Company 927 2,188 1,307 8,345 5,399 4,902 Non-controlling interest

  • 5

1 24 30

  • Profit for the period

927 2,193 1,308 8,369 5,429 4,902

INCOME STATEMENT

Source: IFRS financial statements for 1H14, 1H15, 1H16, 2014, 2015, 2016

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SLIDE 54

mln RUB 1H14 1H15 1H16 2014 2015 2016 Assets Non-current assets PP&E 2,326 2,349 2,433 2,503 2,479 2,889 Investment property 1,052 618 482 808 538 561 Other long-term investments 684 684 556 1,036 578 545 Trade and other receivables 756 2,164 3,801 2,521 3,303 5,063 Deferred tax assets 710 1,040 1,412 885 1,159 1,414 Other non-current assets 10 10 2 10 5

  • Total non-current assets

5,538 6,865 8,686 7,763 8,062 10,472 Current assets Inventories 57,132 61,131 69,237 57,525 67,722 71,261 Trade and other receivables 17,746 15,926 20,340 15,074 18,227 21,409 Short-term investments 5,493 2,122 830 1,221 733 793 Cash and cash equivalents 9,635 10,042 15,770 14,631 11,532 10,206 Other current assets 18 66 7 66 7

  • Total current assets

90,024 89,287 106,184 88,517 98,221 103,669 Total assets 95,562 96,152 114,870 96,280 106,283 114,141 mln RUB 1H14 1H15 1H16 2014 2015 2016 Equity and Liabilities Equity Share capital 14,983 14,983 14,999 14,983 14,999 15,070 Retained earnings 30,259 37,011 40,068 36,537 39,697 43,052 Total equity attributable to equity holders of the Company 45,242 51,994 55,067 51,520 54,696 58,122 Non-controlling interest 387 170 83 351 147 28 Total equity 45,629 52,164 55,150 51,871 54,843 58,150 Non-current liabilities Loans and borrowings 10,050 13,375 12,950 12,411 13,138 12,415 Trade and other payables 678 4,024 610 2,854 923 859 Provision 91 112 109 114 117 107 Deferred tax liabilities 650 1,249 1,096 1,456 1,810 1,557 Total non-current liabilities 11,469 18,760 14,765 16,835 15,988 14,938 Current liabilities Loans and borrowings 4,689 5,141 8,720 3,880 6,276 5,639 Trade and other payables 32,436 18,451 34,375 21,460 25,630 33,666 Provisions 1,339 1,636 1,860 2,234 3,546 1,748 Total current liabilities 38,464 25,228 44,955 27,574 35,452 41,053 Total equity and liabilities 95,562 96,152 114,870 96,280 106,283 114,141

BALANCE SHEET

Source: IFRS financial statements for 1H14, 1H15, 1H16, 2014, 2015, 2016

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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SLIDE 55

mln RUB 1H14 1H15 1H16 2014 2015 2016 Operating Activities Profit for the period 927 2,193 1,308 8,369 5,429 4,902 Adjustments for: Depreciation 204 213 240 417 406 434 Loss / (gain) on disposal of PP&E (46) 20 (7) (52) (65) (52) Gain on disposal of investment property

  • (267)

Impairment loss on investment property 60 166 27 280 215 (41) Impairment loss on inventories 85 30 290 466 514 430 Finance income, net (149) (405) (739) (1,164) (1,182) (1,538) Income tax expense 302 795 117 2,026 2,002 1,654 Cash from operating activities before changes in working capital 1,383 3,012 1,236 10,342 7,319 5,522 Change in inventories (6,763) (2,418) (502) (6,890) (8,255) (1,780) Change in accounts receivable (2,093) (366) (2,381) (1,427) (3,899) (3,746) Change in accounts payable 10,135 (1,461) 8,519 1,184 2,369 7,814 Change in provisions (324) (600) (1,694) 594 1,315 (1,808) Change in other current assets (11)

  • (59)
  • Income tax paid

(742) (1,605) (1,070) (1,645) (2,146) (1,960) Interest paid (683) (1,180) (1,278) (1,588) (2,516) (2,603) Net cash from/(used in) operating activities 902 (4,618) 2,830 511 (5,813) 1,437 Investing Activities Proceeds from disposal of non-current assets 52 29 45 66 188 93 Interest received 342 802 580 823 1,311 1,153 Acquisition of PP&E (364) (95) (218) (653) (369) (711) Loans given (16) (4) (41) (178) (123) (435) Loans repaid 79 21 18 174 66 25 Disposal of subsidiaries, net of cash disposed of

  • (3)

(1) 7

  • (Acquisition)/disposal of other investments

(964) (598) (113) 3,038 1,155 242 Net cash used in investing activities (871) 152 270 3,277 2,228 367 Financing activities Acquisition of non-controlling interest

  • (66)

(38) (83) (20) (94) Proceeds from borrowings 5,627 4,707 5,882 10,763 9,480 9,016 Repayments of borrowings (4,278) (2,323) (3,635) (8,498) (6,281) (10,404) Acquisition of own shares 16

  • 16

16

  • Dividends paid
  • (1,834)

(961) (1,124) (2,452) (1,504) Net cash from/(used in) financing activities 1,365 484 1,248 1,074 743 (2,986) Net increase/(decrease) in cash and cash equivalents 1,396 (3,982) 4,348 4,862 (2,842) (1,182) Effect of FX rate fluctuations 100 (607) (110) 1,630 (257) (144) Cash & cash equivalents at the end of the period 9,635 10,042 15,770 14,631 11,532 10,206

CASHFLOW STATEMENT

Source: IFRS financial statements for 1H14, 1H15, 1H16, 2014, 2015, 2016

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SLIDE 56

1H14 1H15 1H16 2014 2015 2016 Depreciation to COGS (Note 13 PP&E) 160 167 183 271 284 321 Depreciation to selling expenses (Note 13 PP&E) 1 3 2 4 6 4 Depreciation to G&A expenses (Note 13 PP&E) 19 19 29 94 63 62 Depreciation to Investment property (Note 14 Investment property) 24 24 24 48 48 42 Depreciation to other non-current assets

  • 2
  • 5

5 mln RUB 1H14 1H15 1H16 2014 2015 2016 Comprehensive income 927 2,193 1,308 8,369 5,429 4,902 Income tax expense 302 795 117 2,026 2,002 1,654 Interest expense on loans and finance leases 140 15 6 295 19 12 Net foreign exchange loss 70 438 51

  • 138

78 Interest income on bank deposits (307) (686) (437) (729) (1,089) (839) Interest income on loans and receivables (35) (116) (143) (94) (222) (314) Net foreign exchange gain

  • (814)
  • Bank fees and commissions

42 49 65 117 95 133 Interest in COS 340 272 508 1,024 897 1,241 Depreciation 204 213 240 417 406 434 EBITDA 1,683 3,173 1,715 10,611 7,675 7,301

EBITDA CALCULATION

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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SLIDE 57

mln RUB 1H14 1H15 1H16 2014 2015 2016 Total inventory 57,132 61,131 69,237 57,525 67,722 71,261 Current part + Trade and other receivables 17,746 15,926 20,340 15,074 18,227 21,409

  • Trade and other payables

32,436 18,451 34,375 21,460 25,630 33,666

  • Provisions

1,339 1,636 1,860 2,234 3,546 1,748 Non-current part + Trade and other receivables 756 2,164 3,801 2,521 3,303 5,063

  • Trade and other payables

678 4,024 610 2,854 923 859

  • Provisions

91 112 109 114 117 107 Adjustments

  • Cumulative borrowing costs capitalized during

the period (Note 11 Finance income and finance costs) 4,660 6,636 9,278 5,416 7,977 10,602 + Cumulative borrowing costs that have been included into the cost of sales (Note 11 Finance income and finance costs) 1,629 2,585 3,718 2,313 3,210 4,451

  • Income tax receivable (Note 18 Trade and other

receivables) 85 467 302 159 358 412 +Income tax payable (Note 25 Trade and other payables) 116 10 100 380 125 399 Working capital 38,090 50,490 50,662 45,576 54,036 55,189

WORKING CAPITAL CALCULATION

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OPERATING RESULTS MARKET OVERVIEW LANDBANK VALUATION FINANCIAL RESULTS NEW MOTIVATION POLICY APPENDIX AT A GLANCE SELECTED PROJECTS

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SLIDE 58

(Increase)/Decrease in invested capital based on CF statement44 2014 2015 2016 1H15 2H15 1H16 2H16 Acquisition of PP&E (653) (369) (711) (95) (274) (218) (493) Proceeds from disposal of non-current assets 66 188 93 29 159 45 48 Invested capital change (587) (181) (618) (66) (115) (173) (445) mln RUB 2014 2015 2016 1H15 2H15 1H16 2H16 Comprehensive income 8,369 5,429 4,902 2,193 3,236 1,308 3,594 Adjustment for: Depreciation 417 406 434 213 193 240 194 Loss/(gain) on disposal of PP&E (52) (65) (52) 20 (85) (7) (45) Impairment gain/(loss) on investment property 280 215 (41) 166 49 27 (68) Impairment loss on inventory 466 514 430 30 484 290 140 Loss on disposal of subsidiaries

  • Finance income, net

(1,164) (1,182) (1,538) (405) (777) (739) (799) Income tax expense 2,026 2,002 1,654 795 1,207 117 1,537 Income tax paid (1,645) (2,146) (1,960) (1,605) (541) (1,070) (890) Interest paid (1,588) (2,516) (2,603) (1,180) (1,336) (1,278) (1,325) (Increase)/Decrease in working capital (6,598) (8,470) 480 (4,845) (3,625) 3,942 (3,462) (Increase)/Decrease in invested capital (587) (181) (618) (66) (115) (173) (445) FCF (76) (5,994) 1,088 (4,684) (1,310) 2,657 (1,569) (Increase)/Decrease in working capital based on CF statement 2014 2015 2016 1H15 2H15 1H16 2H16 Change in inventories (6,890) (8,255) (1,780) (2,418) (5,837) (502) (1,278) Change in accounts receivable (1,427) (3,958) (3,746) (366) (3,592) (2,381) (1,365) Change in accounts payable 1,184 2,369 7,814 (1,461) 3,830 8,519 (705) Change in provisions 594 1,315 (1,808) (600) 1,915 (1,694) (114) Change in other current assets (59) 59

  • 59
  • Working capital change

(6,598) (8,470) 480 (4,845) (3,625) 3,942 (3,462)

FCF CALCULATION

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SLIDE 59

Etalon Group Public Company Limited 2-4 Capital Centre

  • Arch. Makariou III Avenue

Nicosia Cyprus Tel: +44 (0)20 8123 1328 Fax: +44 (0)20 8123 1328 Email: info@etalongroup.com