Management Presentation
September 2014
1
1. Ülker: Who we are ?
2. Key Investment Highlights
3. Financials
4. Appendix
2
7
23
28
2 We are the leading name in Turkish confectionery...
• 70 years of experience in Turkish confectionery
• Leader in biscuit and chocolate category with 46%
market share in each; #2 in cake category with 33%
market share – 9M14
• Largest production capacity in the domestic market with
spread out facilities
• Consolidated annual net sales of TL 2.75 bn in 2013
• A gateway to the Middle East, Northern Africa and EU,
with exports to those regions accounting for c.20% of
revenues
Key figures – TL mn 9M 2014
Mcap as of 09/30/2014 5,164
Revenues (LTM) 2,893
EBITDA (LTM) 318
EBITDA margin % (LTM) 11.0%
† Excludes other non-confectionary sales of TL 25 mn
Production Facilities
Chocolate
Established in 1991
Capacity: 194k
tons/year
68k sqm closed area
Topkapı, Istanbul
Istanbul
Chocolate,
chocolate
covered biscuit
Established in 1995
Capacity: 30k
tons/year
12k sqm closed area
Silivri, Istanbul Biscuit, cake, cracker &
chocolate
Established in 1986
Capacity: 123k tons/year
102k sqm closed area
Non-Ülker branded products
75% owned by Ülker
Karaman
Cake
Established in 1992
Capacity: 45k
tons/year
27k sqm closed area
Hadımkoy, Istanbul
Biscuit
Established in 1969
Capacity: 126k tons/year
86k sqm closed area
The largest biscuit
manufacturing facility in the
Middle East
Ankara
Biscuit & cracker
Established in 1997
Capacity: 85.5k tons/year
41k sqm closed area
Gebze
Gebze
Ankara
Karaman
† † Yıldız Holding is Turkey’s leading food and beverages group with annual gross sales of TL15.7 bn as of 2013
Sales 9M14 k tons TL mn † % share †
Biscuits 192 805 38%
Chocolate 113 1,036 49%
Cake 50 257 12%
Shareholding Structure (As of 30.09.2014)
Yıldız Holding &
Subsidiaries & Family Members
57,0%
Free Float 43,0%
3 ... and the “Best Recognized” FMCG brand...
Long lasting
relationships
with end users
enhance
brand
perception
The Best in the Sweet
and Salty Category
(Silver Effie Award,
Ülker Rondo, 2011)
Most
Recognized
Company
(AC Nielsen, 2nd
place, 2010)
The “Brand
Award”
(International
Brands
Conference, 2011)
Best Recognized
Brands
Brand One Feels
Close To
# 1
# 2
# 3
# 4
# 5
• Strength of the brand is proven by national and
international awards
• Ülker has always been the “most recognized”
brand and “closest to consumers” ††
• Ülker brand essence and campaign theme:
“Happy moments with Ülker”
• Highly-popular sub-brands are in the market for
2-3 decades
Consistently
ranks as one
of the best
recognized
brands in
Turkey
†
† Arçelik is a household durable goods brand
Source: ACNielsen 2011
4 ...with dominant positions in growing markets
BISCUITS CHOCOLATES CAKES
46% 46% 33% Market Share (9M14)
(Volume based)
Market Position # 1 # 1 # 2
Bis
cu
it
Ch
oc
ola
te
† Retail market
# 1 in Petit Beurre Segment
# 1 in Chocolate Covered Sandwich Segment
# 1 in Special Biscuits Segment
# 1 in Creamy Biscuits Segment
# 1 in Sandwich Biscuits Segment
Top 3 in Chocolate Covered Segment
#1 in Spread Chocolate Segment
290K Tons 170K Tons 79K Tons Market Size † (9M14
LTM)
Market leader in main categories Growth in Biscuit (Volume)
Growth in Chocolate (Volume) *
#1 in Solid Chocolate Segment
Ca
ke
#1 in Cake Segment
5
1996
Milestones of our success
1944
2003
2006
2007
2008
2009
2010
2011
2012
2013
Established as a small scale family run bakery
Ülker Gıda merged under its own title with Anadolu Gıda
Ülker Gıda changed its name to Ülker Bisküvi: Emphasis on core business
Acquisition of 25% stake in the premium chocolatier brand Godiva
Ülker Bisküvi investment: US$214 mn
2011 – 2013: Restructuring at all fronts
New top management on board
Gathering all chocolate and cake businesses under Ülker Bisküvi
Disposal of 6 non-core assets. Reduced Godiva stake to 19% - recorded TL 100mn profit
Simplified traditional channel distribution – merger of production companies with sales companies;
consolidation of all sales under new sales company Horizon
SKU optimization – 502 SKUs in 2010 vs. 330 SKUs in 2013
Cancellation of privileged shares and founder shares
New dividend policy – minimum 70% of distributable income
Free Float reached 40% after Yıldız Holding’s block sale
†Mcap as of year-end Ltm Revenue and September 30th 2014 closing Mcap
Revenues Mcap†
US$ mn
Appointment of Murat Ülker as Chairman of Ülker and Yıldız Holding: new generation & new vision
Numerous minority shareholders triggered the listing of Anadolu Gıda on İstanbul Stock Exchange
Rapid growth led to complex corporate structure – 4 sales companies, 4 production
companies and minority stakes in 7 non-core assets
2014 2014:
Ülker Biskuvi acquired 30% minority stake in Biskot
Divested stakes in Istanbul Gıda, Birleşik Dış Ticaret and Rekor
1,340 2,266 *
6
1. Ülker: Who we are ?
2. Key Investment Highlights
3. Financials
4. Appendix
2
7
23
28
7 Key investment highlights
Further margin improvement to be realized on the back of...
Simplified and efficient distribution network
Effective OPEX management
Increasing share of higher margin chocolate sales
Top-line growth driven by...
Growing market - young population with increasing purchasing power spending more on packaged foods
Ülker - Regaining market share through optimization of SKU portfolio, category expansions and new product launches,
unlocking distribution power and new account additions
High barriers to entry
Yıldız Holding: Strong & supportive parent
Biggest food and beverage group with TL 15.7bn turnover with 58 production facilities and 300 brands in 40 categories
Strategic shareholdings in the leading food-retail discounters (Şok and Dia†) and cash & carry wholesaler (Bizim) in Turkey
Ülker - Benefiting from Yıldız Holding’s unique distribution network, procurement power and experience in international markets
Targeting to become a regional player in markets with high growth potential
Geographical expansion already on the way – Saudi Arabia and Egypt
Seeking further international opportunities in high growth markets
is the best recognized FMCG brand in Turkey
1
2
3
4
6
Godiva: Hidden value
US$750 mn revenue business - Global premium chocolate brand with significant brand equity worldwide
Investing in store expansion, especially in the Middle East, China, Japan, Korea and Indonesia
5
c.50% market share across the main categories
Strong brand equity in Turkey and in neighboring
countries
Access to an exclusive distribution network reaching
~200,000 sales points
Largest production capacity in the domestic market
8
16%
12%
14%
15%
14%
12%
17%
25%
17%
17%
14%
11%
8%
7%
0-14
15-24
25-34
35-44
45-54
55-64
65+
EU-27 Turkey
59%
41%59%
41%
1.7%
1.4%
1.3%
1.2%
0.9%
0.7%
0.5%
0.5%
0.5%
0.3%
0.2%
0.2%
0.2%
-0.1%
Malaysia
Turkey
Indonesia
S.Africa
Brazil
UK
France
Italy
Netherlands
Czech Rep.
Poland
Russia
Greece
Germany
Turkey has one of
the youngest and
fastest growing
populations
Attractive target
consumer group
Source: World Bank, Turkstat
Sizeable market with a growing population Youngest population in Europe
Favorable demographics and young target population 1
Total population in millions
63
29
76
247
51
199
66
61
17
11
39
144
11
82
European median
41 yrs
Turkey median
29 yrs
CAGR 2007- 2012 Population
Source: Turkstat, Eurostat
9
UKGermany
NetherlandsRussia
USAFrance
Italy
Turkey '12
Turkey '07
Poland
Indonesia
Brazil
S.AfricaMalaysia
Saudi Arabia
Egypt
CroatiaHungaryTurkey '18
0.0
1.0
2.0
3.0
4.0
5.0
6.0
7.0
8.0
9.0
0 10,000 20,000 30,000 40,000 50,000 60,000
NetherlandsUK
Italy
USAFrance
RussiaGermany
Turkey '12
Turkey '07Poland
Indonesia
Brazil
S.Africa
Malaysia
Saudi Arabia
Egypt
Croatia
Hungary
Turkey '18
0.0
2.0
4.0
6.0
8.0
10.0
12.0
0 10,000 20,000 30,000 40,000 50,000 60,000
UK
Germany
NetherlandsRussia
USAFrance
ItalyTurkey '12
Turkey '07
Poland
Indonesia
Brasil
S.AfricaMalaysia
Saudi Arabia
Egypt
CroatiaHungary
Turkey '18
0.0
2.0
4.0
6.0
8.0
10.0
12.0
0 10,000 20,000 30,000 40,000 50,000 60,000
...and c.10% CAGR in chocolate consumption
Biscuits consumption vs. GDP per capita Chocolate consumption vs. GDP per capita
Turkey’s
consumption of
biscuits and
chocolate stands
at 3.5 kg and 1.9
kg per capita,
respectively
Increasing GDP
per capita
expected to fuel
biscuit and
chocolate
consumption
Kg per capita
US$ per capita
Kg per capita
US$ per capita
US$20,000† GDP per capita target for Turkey by 2018 implies c.5% CAGR in biscuits consumption...
1
† IMF estimate
Spending increases in tandem with GDP per capita
R2=0.60
R2=0.54
Per capita consumption of biscuits and chocolate in Turkey grew at a CAGR of 2.3% and 7.0%,
respectively, between 2008 and 2013 -still lower than peers
Source: Eurostat Source: Eurostat
10
• Portfolio restructuring started in late 2011
- Keeping star SKUs, discontinuing unprofitable ones –
Reduction from 502 SKUs in 2010 to 330 SKUs in 2013
- Increased brand investments through multichannel
advertising and social media / investment on star SKUs
- Distribution efficiencies / declining sales returns: 2.8% in
2011 vs. 0.5% in 2013 (0.5% in 9M14 vs 1.0% in 9M13)
- Increasing sales per SKUs
• New launches to grasp market share:
- Indulgence biscuits: Dore (launched in June 2013)
- Diet biscuits (launched in September 2013)
- New chocolate- Laviva- (launched in September 2013)
- A new cake line ‘’O La La’’ (launched in March 2014)
- New Wafer –Dido Black (launched in August 2014)
- New chocolate- Bi Rüya (launched in September 2014)
1 Regaining market share with portfolio management...
# of SKU and sales
Streamlined product portfolio and increased brand investment for improved sales
Market Share Development, Volume Based†
Bis
cu
it
Ch
oc
ola
te
Cak
e
II
II
II
>50%
Results of portfolio
restructuring
reflected as
increased sales
performance
Source: ACNielsen, Euromonitor † Retail market, Market shares may not add up to 100% due to rounding
570
370 330 330 330
2,7
4,8 7,1 8,3 8,8
0,0
2,0
4,0
6,0
8,0
10,0
0
100
200
300
400
500
600
2010 2011 2012 2013 9M14(LTM)
# of SKU Sales per SKU (TL mn)
11
Traditional retail65%
Organized retail35%
Accessibility is a key success factor
... and unlocking distribution power ... 1
Typical distribution network
in a similar FMCG network
has a replacement value of
c. US$100mn and requires
1,300 headcount
1,565 km
Ülker domestic sales by channel
665 km
Marmara
30% sales points
35% of total sales
Aegean
17% sales points
10% of total sales
Mediterranean
15% sales points
10% of total sales
Central Anatolia
15% sales points
20% of total sales
Black Sea
11% sales points
10% of total sales
Eastern Anatolia
6% sales points
8% of total sales
S. Eastern Anatolia
6% sales points
7% of total sales
US$
100
Reaching ~200k sales points
throughout Turkey
• 175k in traditional
channel through Horizon
• ~20k bullets in
organized channel
through Pasifik
200k
c.90% nationwide coverage -
widest after beverage &
tobacco companies
90%
Traditional retail
dominates the
biscuits and
chocolate market
Ülker benefits from
Yıldız Holding’s
wide distribution
network throughout
Turkey:
• Horizon in
traditional retail
• Pasifik in
organized retail
12
Horizon to consolidate traditional channel. Distributors sell solely Yıldız Holding brands
3 categories
65 Brands
330 SKUs
40 categories
300 Brands
• Biscuits • Chocolates • Cakes
• Baby products • Personal care • Light and diabetic
products
• Margarine and liquid oils • Culinary • Drinks
• Sugar candy & gum
• Breakfast items
Ülker products – c.60% in
terms of value and c.35% in
terms of volume in Horizon
portfolio
60%
1
Brands
... through newly established exclusive distribution
Lower distribution cost Increased selling power with
enhanced product portfolio
Eliminating internal competition
between distributors
30%
Delivering c. 30% shelf space
of a small grocery - 20% with
only Ülker products –
excluding tobacco and alcohol
13 Simplified route to market improving margins
Simplified and
consolidated route
to market creates
cost efficiencies
paving the way for
further margin
improvement
• Multi-channel route to traditional market
• Limited to single category sales
• 235 distributors
• # of points visited: 140k
• % of invoice issued by visit: 75%-80%
• Single route to traditional market – through Horizon
• Benefiting from Yıldız Holding product portfolio
• 103 distributors
• # of points visited: 175k
• % of invoice issued by visit: 90%
Other Food &
Beverage Products
Domestic
Traditional Channel
Biscuits
Chocolates
Cakes
Horizon †
(New Sales
Company)
Distributors
Completed New
Structure:
Before Current
Other Food &
Beverage Products Distributors
Domestic
Traditional
Channel
Biscuits
Chocolates
Cakes
Atlas
(Ülker brand) Distributors
Atlantik
(Ülker brand)
Atlas
Previous
Structure:
† Owned by Yıldız Holding, took over all traditional sales activities of Ülker as well as Yıldız Holding’s other companies’ sales activities
2
Traditional channel - Efficiency gains from restructuring
Decreased logistics expense More efficient route to sales points Enhanced distribution profit
Stronger distributors with higher
nominal gains
Better and faster execution
capability
14
22%
25%
20%
23%
Biscuit Chocolate Cake Overall
2 Growing chocolate segment favoring margins
Gross profit margin % - 2013††
48,6% 49,2%
Chocolate
share in
total
revenue
2012
Chocolate
share in
total
revenue
2013
Increasing share of higher margin chocolate segment
† Chocolate business consolidated in 4Q2011 following the acquisition of Ülker Çikolota
† † after depreciation
Overall margin benefits from high
growth chocolate category
Chocolate sales and total share in revenue†
Stronger growth in chocolate sales
15% Growth between 2013 and 2012
7% Growth between 9M14 and 9M13
15 Measures reflected in margins, still room to go…
Components of EBITDA margin improvement
2
16
4.500
271
399 83
1.000
2.748
2013 Sales Biscuits Chocolates Cakes Int. Growth 2016E Sales
15.0%
1.0%
1.8%0.6%
11.5%
2013 EBITDA margin
Reduction in sales
discounts
Category Mix Effect/New Launches
Better Cost & OPEX
management
2016E EBITDA margin
Long Term Guidance
By 2016, Ülker is expected to surpass TL4.5bn net sales (including inorganic
growth) with an EBITDA margin of above 15%
EBITDA growth to surpass sales growth
Chocolate
volume up 6
to 8%
annually
Biscuits and
cakes
volume up 4
to 6%
annually
Average
price to be
increased by
± 2% vis-a-
vis inflation
Capex: 2.5-
3.0% of net
sales
Distribute
minimum 70%
of
distributable
income
Sales 2013-2016 (TL mn)
2013
EBITDA
margin %
Reduction
in sales
discounts
Category
mix effect
/ New
launches
Better cost &
OPEX
management
2016
EBITDA
margin %
EBITDA margin 2013-2016
CAGR 18%
2
17
• Extensive and exclusive distribution network - the most relevant entry barrier in the
market
• Reaching ~200,000 points of sales throughout Turkey
• 6 facilities in 4 cities, representing the largest production capacity in the domestic
market
• Ankara biscuit factory - the largest biscuit manufacturing facility in the Middle East
• Geographically diversified production base – competitive advantage in route to
market
High barriers to entry
Exclusive
distribution
Largest & spread-
out production
capacity in the
domestic market
3 High barriers to entry
Dominant presence in Turkey across the board
• c.50% dominant market share in biscuits and chocolate
• Significantly higher brand awareness of Ülker branded products
• Always been the “most recognized” brand and “closest to consumers”
Strong brand equity
with established
market positions
The Best in the Sweet and Salty Category
(Silver Effie Award, Ülker Rondo, 2011)
Most Recognized
Company
(AC Nielsen, 2nd
place, 2010)
The “Brand Award”
(International Brands Conference, 2011)
18
Expansion started with Saudi Arabia and Egypt, focus on underpenetrated markets
Saudi Arabia
• Population of 30.2 mn growing at CAGR of 1.8%
between 2007-2013
• US$ 924bn GDP growing at c.7%
• c.US$ 1.9 bn confectionary market
• c.7% market share in biscuit market
• c. 2% market share in chocolate market
Established in 2000
42% Yıldız Holding, 58% local partner
Biscuit, chocolate and cake production
Capacity: 43k tons
c. 100 trucks reaching c. 10,000 sales
points
(US$ mn) 2013 2014E
Net sales 91 100
EBITDA margin 6% 9%
(US$ mn) Market
size
Growth† Per capita
consumption††
Chocolate 993 9.0% 1.9
Biscuits 717 5.6% 3.7
FMC (manufacturing)
4 Platform for further growth
Egypt
• Population of 87 mn growing at CAGR of
1.7% between 2007-2013
• US$ 568bn GDP growing at c.3%
• c.US$ 1.4 bn confectionary market
• Less than 1% market share in biscuit
market
Established in 2007
46% Yıldız Holding, 54%
local partner
Biscuit production
Capacity: 27.5k tons
(US$ mn) 2013 2014E
Net sales 36 45
EBITDA margin 18% 12%
(US$ mn) Market
size
Growth† Per capita
consumption††
Chocolate 408 5.3% 0.4
Biscuits 957 9.4% 2.9
Established in 2010
100% Yıldız Holding
Biscuit sales
Manages 12 distributors and
reaches 20,000 sales points
Hi Food (manufacturing) Ülker Egypt (sales)
Potential
expansion areas
Plans to expand
business in under-
penetrated
markets with high
growth potential
Target regions:
Middle East, North
Africa, and Eastern
Europe
† 2008-20113 CAGR-Volume
†† Kg per capita - 2013
Source: Euromonitor Source: Euromonitor
19
• Leading premium chocolate producer with significant brand
equity worldwide
• Entry into China, S.Korea, Indonesia, S. Arabia and Turkey
since the acquisition
• Yet to reach its potential in terms of growth and margins by
• restructuring the company,
• investing in store expansion, especially in the Far
East,
• closing down inefficient stores,
• reshuffling the product portfolio,
• Godiva plans to open 50 new stores per annum and reach
US$1.0 bn in revenues and US$120mn EBITDA in 2016
5 Godiva – Hidden value
Key figures 2008 2013 2014E
# of stores 432 439 463
Revenues US$ 490mn US$ 704mn US$ 769mn
EBITDA - US$ 49mn US$ 56mn
• Owns and operates 439 retail boutiques in 84 countries
as of 2013 year end
• Available via over 10,000 specialty retailers
Geographical presence of Godiva as of 2013 year end
195 stores in
the US
&Canada
35 stores in
Europe
209 stores in
Asia
Godiva store in Harrods, London
Godiva store in Denver, the US
Year U.S. Japan China Pac Rim Belgium Others
2008 262 99 - 32 8 21
2013 195 128 46 35 5 30
2014YE 199 135 54 38 5 32
Geographical store evolution
Acquired by Yıldız
Holding in 2008
Ülker stake in
Godiva - 19%
20
Experience in managing international operations
• Operates in 6 sectors with TL15.7 bn gross sales in 2013
• The largest branded food group in CEEMEA
• 58 production facilities, 300 brands in 40 categories including biscuits, chocolate, confectionary, margarine & liquid oils,
culinary products, dairy products, beverages, fruit juice and frozen foods
• Benefits from its diversified business portfolio - significant distribution and purchasing synergies across the portfolio
• Increased interests in food retailing with strategic stakes in top three discounters - Bizim, Şok and Dia accounting for 7%
of organized food retail sales in Turkey
6 Yıldız Holding: Strong & supportive parent
Food &
Beverages
Packaging
Finance
Retail
Real Estate
Personal
Care
Best recognized food brand #1 in biscuits & chocolates #2 in dairy products #1 in edible oils and fats #1 in overall baby food #1 in culinary products
Premium segment chocolate producer acquired in 2008
In excess of 200k sales points nationwide
c.90% coverage, second best after Coca-Cola Icecek
Diversified product portfolio holding strong market
shares
JVs with leading international players Sole and first brand sought out for co-branding
Turkey's first food company to establish a nationwide distribution network
Bizim and Şok -7%
of Ülker’s net sales
as of 1H14
Dia - new account
entered after the
acquisition in July
2013
† 2012 revenues
Leading international baked snacks producer acquired in 2014
21 Beyond 2016
Long-term ambitions
Productivity
Brand
investments
• Boost product quality through operational efficiency
• Further efficiency and productivity in distribution
channels
• Meet/beat international benchmarks
• Ensure the continuity of brand investments
• Offer powerhouse brands to consumers at
reasonable prices
• Increase market share
Growth
• Increase operating profit by higher sales volumes
and revenues
• Become a strong regional player
• Further efficiency and productivity in distribution
channels
• Growth through acquiring national champions
• Sustain best corporate governance practices Investor level
22
1. Ülker: Who we are ?
2. Key Investment Highlights
3. Financials
4. Appendix
2
7
23
28
23 Increasing sales
Sales volume by category
† Excluding non-confectionery sales volume †† Following acquisition of Ülker Çikolata in 2011, chocolate operations have been consolidated in figures from 4Q2011 onwards
Net sales by category
Consolidated sales volume was down by 4.0% in 3Q14
and was up by 1.5% in 9M14, with decline in 3Q mainly
attributable to:
• Low exports volume
Consolidated sales revenue up by 3.1% in 3Q14 & 7.3%
in 9M14, the growth in 3Q was primarily as a result of:
• Price increase & downsizings in Chocolate and
Biscuits
• Lower exports limited the growth
• Lack of revenue from divested sales companies
• Like for like basis, revenue growth of
8.3% (including sales companies)
Tonnes TL mn
114.686
110.095
349.470
354.670
652 673
1,978 2,123
24
75,1 72,9
232,9 235,4
3Q13 3Q14 9M13 9M14
144,6 125,5
454,8 441,4
3Q13 3Q14 9M13 9M14
Increasing margins
Gross profit and margin % EBITDA and margin % ***
18.7% 23.0%
TL mn TL mn
Ease in gross profit in 3Q14 is due to:
• High input costs
• Divesture of sales companies
***Excluding other income/(expense) from operations
EBITDA was down to TL 73 mn in 3Q14 as a result of:
• High input costs
• Tight opex management
• Price increases limited the margin loss
20.8% 22.2% 10.8% 11.8% 11.1% 11.5%
25 Working capital and net debt
Average working capital days Net debt
• Net debt as of 3Q14: TL 492 mn
• Net debt to EBITDA (LTM) is 1.55x
• Financial debt
- US$ denominated due to company strategy
- Maturity breakdown as of 9M14:
- Short term 100%
- Long term –
Cash & cash equivalents breakdown based on currency
- TL: 6 mn
- US$: 335 mn†
- Euro: 2 mn†
• Net working capital was TL 413 mn as of 3Q14 and TL
325 mn at the end of 2013
• Working capital requirement over sales ratio was
14.3% in 3Q14 (LTM)
• FX short position of TL 447 mn
† Amounts expressed in Turkish Lira “TRY”
Average WC days 2011 2012 2013 3Q13 3Q14
Trade receivables 87 84 76 80 77
Inventory 38 34 33 34 36
Trade payables 79 81 77 73 68
WC - days 46 37 32 41 45
Net debt - TL mn 2012 2013 3Q14
Financial debt 1.501 1.260 835
Short term financial debt 614 1.250 835
Long term financial debt 887 10 -
Non-trade receivables from related parties
131 3 0
Cash and cash equivalents 1.268 1.164 343
Net debt 102 92 492
26 Net debt
Net debt Development
† Amounts expressed in Turkish Lira “TRY”
27
1. Ülker: Who we are ?
2. Key Investment Highlights
3. Financials
4. Appendix
2
7
23
28
28
Income statements (TL mn) 2012 2013 Growth 13-12 9M13 9M14 Growth 9M14-9M13
Sales Revenue 2.343 2.748 17% 1.978 2.123 7%
Cost of Sales (1.838) (2.115) 15% (1.524) (1.682) 10%
Gross Profit 505 633 25% 454 441 (3%)
Gross Profit Margin % 21,6% 23,0% 23,0% 20,8%
OPEX (332) (370) 11% (178) (180) (5%)
Marketing, Sales and Distribution Expenses (227) (263) 16% (177) (170) (4%)
General Administration Expenses (96) (94) (2%) (73) (67) (8%)
Research Expense (9) (13) 51% (10) (10) 4%
EBIT 173 263 52% 195 194 -
EBIT Margin 7,4% 9,6% 9,8% 9,1%
Depreciation (48) (52) 8% (39) (41) 7%
EBITDA 221 315 43% 233 235 1%
EBITDA Margin 9,4% 11,5% 11,8% 11,1%
Other Operating Income / Expense* & Inc/Exp
From Inv. Activities 73 256 251% 145 88
Finance Incomes / Expenses* (3) (240) n.m. (148) (95)
Profit Before Taxation 244 279 15% 191 187
Tax Charge From Continued Operations (48) (52) 8% (39) (20)
Net Profit (Equity holders of the parent) 167 189 13% 123 155 27%
Financials
Consolidated income statement
29 Financials (cont’d)
Consolidated balance sheet
Balance sheet (TL mn) 2013 3Q14
Current Assets 2.129 1.413
Cash and cash equivalents 1.164 343
Financial investments 1 1
Trade receivables 649 645
- Trade Receivables from related Parties 447 606
- Other Trade Receivables 202 39
Other receivables 20 1
- Non-trade Receivables 3 0
- Other short-term Receivables 17 0
Inventories 198 256
Other current assets 96 168
Non-Current Assets 1.033 1.051
Financial investments 465 467
Investment properties 10 10
Tangible assets 533 546
Intangible assets 1 1
Deferred tax assets 4 9
Other non-current assets 21 18
Total Assets 3.162 2.463
Balance sheet (TL mn) 2013 3Q14
Current Liabilities 1.827 1.305
Financial liabilities 1.250 835
Derivative financial liabilities - -
Trades payables 508 413
- Trade payables to related parties 273 212
- Other trade payables 235 201
Other payables 1 1
Corporate tax payable 11 13
Debt provisions 23 17
Employee benefits 18 18
Other current liabilities 16 7
Non-Current Liabilities 67 54
Financial liabilities 10 0
Employee benefits 23 26
Deferred tax liabilities 34 28
Other non-current liabilities 0 0
Shareholders' Equity 1.268 1.104
Share capital 342 342
Inflation adjustments to share capital 108 108
Valuation funds 260 262
Restricted reserves 126 150
Actuarial gain / loss (1) 0
Retained earnings 106 2
Net income for the year 189 155
Non-controlling interest 138 85
Total Liabilities and S.E. 3.162 2.463
30 Cost Structure
Components of Cost of Goods Sold (Consolidated)
Raw Material
65%
Other 35%
Raw Material Breakdown
Wheat 20%
Sugar 15%
Palm Oil 15%
Cacao 15%
• Palm Oil and Cacao are imported in USD terms
• Wheat and Sugar is procured from domestic sources in TL terms
31 Price Performance of Cocoa & Palm Oil
Price of 2,822 on 21.10.2014 Cocoa
Palm Oil
Source: Bloomberg, in USD
Price of 2,235 on 21.10.2014
32 Disclaimer
• This presentation contains information and analysis on financial statements and is prepared for the sole purpose of
providing information relating to Ülker Bisküvi Sanayi A.Ş. (“Ülker”)
• This presentation contains forward-looking statements which are based on certain expectations and assumptions at the
time of publication of this presentation and are subject to risks and uncertainties that could cause actual results to differ
materially from those expressed in these materials. Many of these risks and uncertainties relate to factors that are
beyond Ülker’s ability to control or estimate precisely, such as future market and economic conditions, the behavior of
other market participants, the ability to successfully integrate acquired businesses and achieve anticipated cost savings
and productivity gains as well as the actions of government regulators
• Readers are cautioned not to place undue reliance on these forward-looking statements, which apply only as of the date
of this presentation. Ülker does not undertake any obligation to publicly release any revisions to these forward-looking
statements to reflect events or circumstances after the date of these materials
• This presentation merely serves the purpose of providing information. It neither represents an offer for sale nor for
subscription of securities in any country, including Turkey. This presentation does not include an official offer of shares;
an offering circular will not be published
• This presentation is not allowed to be reproduced, distributed or published without permission or agreement of Ülker
• The figures in this presentation are rounded to provide a better overview. The calculation of deviations is based on
figures including fractions. Therefore rounding differences may occur
• Neither Ülker nor any of its managers or employees nor any other person shall have any liability whatsoever for any loss
arising from the use of this presentation
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