pt industri dan perdagangan bintraco dharma tbk...

Oct 2018

PT INDUSTRI DAN PERDAGANGANBINTRACO DHARMA Tbk

Company Profile and Q3 Results

ENGINEERING OUR FUTURE

This presentation has been prepared by PT Industri dan Perdagangan Bintraco Dharma Tbk, abbreviated as “Bintraco” or “Bintraco Dharma”, independently and is circulated for the purpose of general information only. It is not intended for the specific person who may receive this presentation. The information in this presentation has been obtained from sources which we deem reliable. No warranty (expressed or implied) is made as to the accuracy or completeness of the information. All opinions and estimations included in this presentation constitute our judgment as of this date and are subject to change without prior notice.

We disclaim any responsibility or liability whatsoever arising which may be brought or suffered by any person as a result of acting in reliance upon the whole or any part of the contents of this presentation and neither PT Industri dan Perdagangan Bintraco Dharma Tbk and/or its affiliated companies and/or their respective employees and/or agents accepts liability for any errors, omissions, negligent or otherwise, in this presentation and any inaccuracy herein or omission here from which might otherwise arise.

Cautionary note on forward-looking statements: This presentation may contain statements regarding the business of PT Industri dan Perdagangan Bintraco Dharma Tbk and its subsidiaries that are of a forward-looking nature and are therefore based on management's assumptions about future developments. Forward-looking statements involve certain risks and uncertainties because they relate to future events. Actual results may vary materially from those targeted, expected or projected due to several factors. Potential risks and uncertainties includes such factors as general economic conditions, foreign exchange fluctuations, interest rate changes, commodity price fluctuations and regulatory developments. The reader and/or listener is cautioned to not unduly rely on these forward-looking statements. We do not undertake any duty to publish any update or revision of any forward-looking statements.

Disclaimer

ENGINEERING OUR FUTURE 3

Disclaimer 2

1. Bintraco Dharma Highlights 4

2. Business Segments 20

3. Current Financial Updates 31

Table of Contents

Section 1Bintraco Dharma Highlights


✓ PT Bintraco Dharma Tbk (“Bintraco” or the “Company”) is automotive holding company thathas been established since 1969.

✓ PT New Ratna Motor (NRM) as subsidiary of Bintraco is the pioneer Toyota dealers in Central Java & Daerah Istimewa Yogyakarta. The brand name for automotive dealer under NRM be known as Nasmoco.

✓ The Company via PT Andalan Finance Indonesia (AFI) provides financing services for new & used cars throughout Indonesia

✓ Integrated network - 24 Dealers in Central Java & Daerah Istimewa

Yogyakarta (except Kudus and Jepara)- 43 Financing Branches & 1 outlet across the

nation ✓ Strong Consumer Base

in the last 3 years- Sold 80,000+ cars; - Repaired 1,000,000+ cars; & - Financed 100,000+ cars

About BintracoLeading Brands

Overview of Bintraco Dharma


1972 Appointed as Main Dealer by

Toyota-Astra Motor

1973 Changed name into PT New Ratna Motor with

network NASMOCO

1961 Ratna Dewi Motor Company was foundedknown with ASMOCO

(Asiatic Motor Company) that sold Toyota Tiara

Founders: Agustinus H. Budi

Hadi SoejantoBambang Budi Hariono

H. Zoebaidi Maksum 1992

19952007

20082016

1969

RentalFinancing

PartsDistributor

WorkshopsAuction

9Outlets 17 22

2000 2013 2016

13

2005

Outlets CARfix 3

Branches 37

6

2013 2016

2016

Bintraco Dharma

History of PT Bintraco Dharma Tbk

IPO

2018

Digital

24

Now

43

7

Now

Now

2017


Board of Commissioners and Board of Directors

Board of Commissioners

Board of Directors

Simon Harto Budi

President Commissioner

22 years with BintracoGroup

Jonathan Budi

Commissioner

Starting career from Toyota up to now

Sebastianus Harno Budi

President Director

27 years with BintracoGroup

Fatrijanto

Director

25 years with Bintraco Group

Joko Tri Sanyoto

Director

42 years in Toyota, 4 years with BintracoGroup

Benny Redjo Setyono

Vice President Director

20 years in Senior Management position in Automotive Industry, 2 year with Bintraco Group

Margeret Mutiara Tang

Independent Commissioner

30 years in many industries, 1 year with Bintraco Group

David Iskandar

Independent Director

24 years in Automotive and Finance Industry


Business Strategies

Automotive Financing

Focus on Existing Business

Increase synergy . in Focused

Businesses

8


Why most people prefer to go to authorized dealer workshops?

TrustThe service could always be

accountable

SparepartsAvailability

Historical Service Data

Better Appointment Management

Standardized Result

Reliability on System

but, servicing in authorized dealer considered expensive for old cars and LCGC owners.Is it visible?


Untapped Market Potential of Professionally Run Car Workshop

NEW CAR

UNDER WARRANTY

OLD CAR

OUT OF WARRANTY

• ~75% of new cars owners returned to authorized dealers for service.

• 1.2 Mio Average Revenue/service

• 60% of old car go to NON -Authorized

• 650 thousand Revenue/service

• Car owners usually go to repair shop 3 times a year

*Source: IPSOS Business Consulting and Company Estimates Off-Warranty Cars are cars above 3 years

5 6 78 8 9

1011

11

12

33

3

2 22

2

2

0

0

11

2013

11

1

2017

0

2014 2015 2016 2018 2019 2020

89

10

1213

15

+39%

+30%

INDONESIA CAR POPULATION

Estimate Numbers of repair / Year

Old car and LCGC24 30 33 39

Under-Warranty Cars

Off-Warranty Cars

Low-Cost Green Cars (LCGC)


Leveraging Bintraco Distribution Footprint Across Indonesia...

Samarinda

Balikpapan

Surabaya

Semarang Karawang

Lampung

Central Java and Yogyakarta

Jakarta andWest Java

East Java

Lampung

East Kalimantan

Distribution Center & Training CenterExisting CARfixFuture CARfix

In Semarang, Bintraco Dharma has full understanding of both authorized & non-authorized workshop,MAKE EASIER TO REPLICATE ACROSS INDONESIA

Manado

North Sulawesi

South Sulawesi

Makassar


...CARfix Is Aiming to Bethe First and the Largest Car Workshop Chain in Indonesia

Old Car Population by 2017*

Number of Mom and Pop

Workshops**

Target Till 2022

DKI Jakarta 2.1 million 3,096 125

West Java 0.9 million 1,307 85

Central Java & Yogyakarta 0.8 million 1,234 100

East Java 0.8 million 1,135 75

Kalimantan 0.7 million 982 25

Sumatera 1.8 million 2,724 50

Sulawesi 0.5 million 771 40

Others 0.9 million 1,280

Total 8.4 million 12,528 500

*IPSOS, BPS, and Company estimatesOld car population is estimated based on 2016 figure of car population and additional new car in 2017.

** Number of Mom and Pop workshop per area is estimated based on ratio 1 workshop serves 1,250 cars in 2017 as the case of Semarang.


Growth Can Be Achieved through Limited Investment

• Light Investment• Fast Growing Network

• Empowering Local Economy and Business Partners

PartnerBengkel

Joint Venture


CARfix Expansion Progress in Semarang

Tugu

WR SUpratman

MajapahitMrican

Kd Mundu

Tembalang

Banyumnk

Perintis Km

Wahidin

Gj Mungkr

Untung.SNgaliyan

Mijen

Sriwijaya

Imam BSoekarno Hatta

Genuk

MT Hary

Thamrin

Patimura

SMG 16

SMG 6SMG 5

SMG 12

SMG 11

SMG 8

SMG 9

SMG 15SMG 4

SMG 1

SMG 7

SMG 3

SMG 13

SMG 14

SMG 2

SMG 10

Support

Outlet

Existing

• 1 Distribution Centre

• 1 Training Centre

Process

Mapping

Potential

Area

Survey

Target

BengkelNDA

Feasibility Study

MOU

Existing

• 5 outlets

Target 2018

• 20 outlets in Central Java &

Yogya

MOU

• 9 outlets


Lower Price Point Will Not Be the Only Way to Win the Competition, butComplete Service, Reliable SOP, and Technology Touch Point Will Be

the Key Differentiation Factor

Type Price SOP Tech Touchpoint

Full

Full

Full , but limited

Full, but Limited

Oil & Minor

Oli & Minor

Oil & Minor

Tire

Tire

100%

70%

20%

60%

60%

60%

60%

60%

60%

*Price compare to Authorized

1. Authorized

2.

3. Mom & Pops

4. Bengkel BOS

5. Shop & Drive

6. TODA

7. FAST

8. Sentra Service

9. TOMO


CARfix Will Be the Synergy Consolidator for Bintraco

Car Wash

Spare parts availability

SOP & Process

Mobile Apps

User Base

PT Meka Adipratama

Etc.application


… which Is Supported by CARS WORLD.

Real-time booking service in

Solving customer problems…

Billing transparency before go to

and also provide transparency of service history

Also solving workshop owner’s problems… with system

✓ Daily workshop planning & monitoring✓ Spare parts supply chain controls✓ Integrated billing ✓ Mechanic plan


We just launched CARS WORLD in 17 October 2018


With this Growth Story,how is the Business Structure?

Aisan Mfg.

After Sales

GeneralWorkshops

Automotive

Other

Auction

Logistic

Financing ToyotaDealership

PartsDistributor

Financing

Digital

Premium Used Car

Car Rental

Section 2Business Segments


Automotive Business

PT New Ratna Motor (NRM) as subsidiary of Bintraco is thepioneer Toyota dealers providing the best ownershipexperience in Central Java & Daerah Istimewa Yogyakarta(except Kudus and Jepara). The Brand name of NRM isknown as Nasmoco. NRM owns Meka aftersales business.

o Integrated distribution networks & informationtechnology

o Service excellence

o The Toyota Founder Dealer in Central Java & DaerahIstimewa Yogyakarta, except in Kudus & Jepara

o Effectively implemented Kaizen Principle

o Experienced management team

o Strong relationship with Toyota

o Sustainable human resource development system

o Strong customer base

Key Highlight

Competitive Advantages

Automotive Sales & Service Center Results

21

Source : Company Information

After Sales Revenue (IDR Bio)

Unit Sales of Vehicle


✓Highly extensive distribution of Automotive Business in Central Java & Daerah Istimewa Yogyakarta

✓Market share +30% in the primary marketing area

Automotive Distribution network

22

Authorized Dealers

Flexible Outlets


Automotive Business: New Products Launched

23

Apr 2017New Agya

Aug 2017Fortuner TRD

Jan 2018New Yaris

Nov 2017All New Rush

Apr 2018All New C-HR

Apr 2018Vios

Aug 2017All New Voxy


Selected National Awards – Vehicle Sales & After Sales

2015Nasmoco Kaligawe

- Best Branch Manager (1st winner)- Skill Contest Body (1st winner)

- GR Marketing Kaizen Contest (Best Innovation)- Best Outlet After sales Performance Body &

Paint (Group 1)

Nasmoco Ringroad SoloBody Repair Kaizen Contest (1st winner)

Nasmoco Slamet RiyadiGR Marketing Kaizen Contest (1st winner)

Nasmoco Pemuda- Best Service Manager (3rd winner)

- Best Outlet Aftersales Performance General Repair (Group 1)

- Best Technical Handling (1st winner)

NasmocoJD Power Sales Satisfaction Index & Customer

Service Index Area The Best CRC Person (1st winner)

2016Nasmoco Pemuda

Best Outlet Sales PerformanceBest Outlet for Beating Honda

Nasmoco MlatiBest Outlet After Sales Performance GR

Best of the Best After Sales Performance GR

Nasmoco BrebesBest Outlet After Sales Performance BP

Best of the Best After Sales Performance BP

Nasmoco BantulBest Branch Manager (1st winner)Best Service Manager (1st winner)

Best Supervisor (1st winner)

Nasmoco KaligaweBody Technician (1st winner)GR Technician (1st winner)

2017Nasmoco Mlati

- Outlet of The Year- Best Outlet Sales Performance

- Best Kaizen Leader (Service)

Nasmoco Pati- Best of the Best After Sales GR Performance

- Best Service Manager (2nd winner)

Nasmoco MajapahitBest Foreman (1st winner)

Nasmoco Pemuda- Best Sales Person (1st winner)

- Best Sales Supervisor (1st winner)

Nasmoco Bantul- Best Innovation National at

National Kaizen Innovation Marathon- Outstanding Kaizen Award (1st winner) at CS

Kaizen Evolution: Dealer Operation BP

Nasmoco- Best Partman (2nd winner)

- Best Car Dealer in Solo Area


PT Andalan Finance Indonesia (“AFI”) is one of the keyplayers of auto financing in Indonesia due to managementexcellence & rapid growth of automotive.

➢ 43 branches and 1 outlet spread across Indonesia

➢ Providing fair & transparent service to customers

➢ Gaining customer’s trust by keeping customer’sconfidentiality

➢ Fast loan approval & credit disbursement process withprudence

➢ Strong source of financing & wide range of alternatives

➢ Strong customer base


Key Highlight New Cars vs. Used Cars

Financing Business

Total New Car vs Used Car Financing (IDR Bio)




✓Nationwide presence as platform to reach out to existing and potential customers✓ Proven expansion track record✓Hub-and-spoke strategy for expansion outside Java (Medan, Pontianak, Makassar and Denpasar)

Financing Distribution Network


PT Meka Adi Pratama (MAP) is a distribution company ofvarious service parts and consumables with over 30 years ofexperience.

Meka Adipratama

Global Carfix Indonesia

PT Global Carfix Indonesia (GCI) is a subsidiary of MAPowning notable workshops network in Central Java &Daerah Istimewa Yogyakarta.


o Experience & resilience as distributor with experiencemore than 30 years

o Excellent distributor wayo Utilizing reliable information & communication

technologyo Strong supply chain in aftersales business as MAP

guaranteeing availability of GCI parts supply

Automotive After Sales Business

27

Total Revenue (IDR Bio)


After Sales Results

Revenue & Unit Entry CARfix


✓Well established distribution network in Central Java & Daerah Istimewa Yogyakarta✓High potential expansion growth of CARfix outlets in Central Java & Daerah Istimewa

Yogyakarta, also across Indonesia

4 Main Distribution Area Meka AdipratamaTotal Trading Outlets Meka are above 7000 outlets.

Jawa Tengah, 72%

Yogyakarta, 11%

Kalimantan, 16%

Others, 1%

Trading Outlet by Geographical Area

Jawa Tengah

70%Yogyakarta

7%

Kalimantan23%

Trading Outlet with Workshops

714 CARfix network

Automotive After Sales Distribution Network

28


PRODUCT BRAND REMARKS LOGO CONTRIBUTION

BATTERYINCOE BATTERY 4W 27%

GS BATTERY 2W & 4W 15% 42%

LUBRICANTSHELL 2W & 4W 26%

EVALUBE 2W & 4W 5% 33%

AGIP 4W 2%

TYREMICHELIN PC & TB 4W 7%

KINGLAND 2W 2% 9%

SPAREPARTS DENSO PARTS 2W & 4W 8%

OSRAM HALOGEN 2W & 4W 3%

AISIN PARTS 4W 1.6%

EXEDY CLUTCH 4W 1%

KYB SHOCK ABSORBER 2W & 4W 1% 15%

ASPIRA PARTS 4W 0.4%

FORTAG PART 4W 0.3%

KX CAR CARE 4W 0.2%

CADIC IGNITION COIL 4W 0.03%

AKEBONO BRAKE 4W 0.01%

Par

eto

Pro

du

cts

Oth

er P

rod

uct

s

Automotive Aftersales Distribution Products

29


Other Businesses

Andalan Rental

Toyota Tsusho Logistic Center & Toyota Tsusho Logistic Center Nasmoco Transport

Bayauc Nasmoco Investindo

Andalan Rental is car rental services that is part of NRM. Bythe end of 2016, rental volume was 550 units and already820 by the end of 2017. Andalan Rental plans to extendbusiness by providing rental of forklifts.

Aisan Nasmoco Industri

PT Aisan Nasmoco Industri (ANI) is a joint venture of NRMwith Toyota Tsusho Co. Ltd and Aisan Co. Ltd.ANI manufactures original parts components (OEM /Original Equipment Manufacturer) for cars (Toyota,Daihatsu, Nissan, Suzuki & Mazda) and motorcycles(Yamaha).

PT Toyota Tsusho Logistic Center (TTLC) is a logistic companyproviding vendor to vendor business, import-export service,bonded warehouse and general warehouse.PT Toyota Tsusho Logistic Center Nasmoco Transport (TTNT)is a joint venture between NRM and affiliates with ToyotaTsusho Co. Ltd. TTNT mainly supports delivery of vehicleunits and parts from PT Toyota-Astra Motor (TAM) to NRM.

PT Bayauc Nasmoco Investindo (BNII), established in end of2016 and fully operating in 2017, is a joint venture companybetween Bayauc Co. Ltd and NRM. BNII provides auctionplace for used cars. Total revenue in 2017 was Rp11.7billion.The 2017 revenue was based on 3908 units transactions,with transaction value Rp352.5billion.

Section 3Current Financial Updates


*Net Profit is Profit Attributable to Shareholders

Executive Summary

31 Dec 2017 30 Sep 2018

Audited Unaudited %Change

Total Assets 8,217 9,318 13%

Total Equity 1,698 1,846 9%

Return on Assets 2.5% 2.9%

Return on Equity 11.9% 14.6%

in billions Rp 2017 9M17 9M18

(unless otherwise stated) Audited Unaudited Unaudited %YoY

Net Revenue 7,202 5,261 5,672 8%

Gross Profit 1,101 846 917 8%

%Gross Profit Margin 15.3% 16.1% 16.2%

Net Profit* 202 161 202 26%

%Net Profit Margin 2.8% 3.1% 3.6%

Source : Consolidated Financial Statements PT Bintraco Dharma Tbk as of Sep 2018

9M18 Results• CARS managed to grow revenue by 8% to 5.7tn in 9M18, with auto grew +7% and financing +14%.

• Inline with revenue growth, Gross Profit grew 8% with better margin, thanks to new Rush.

• Net Profit 9M18 reached 202bn or equal to FY 2017 profit. This figures implied 26% growth which was a result of improvement in automotive segment and income contribution from associate company.


Automotive Market Central Java & Yogyakarta

33

Wholesales Volume Market Share per Segments


Market Share by Brands

Toyota Share 2017 9M17 9M18

LCGC 37% 40% 42%

Low & Med MPV 55% 54% 41%

Med SUV 19% 20% 33%

Low & Med Hatchback 25% 19% 14%

Sedan + High SUV & Luxury Car 35% 32% 32%

Commercial 4% 3% 3%

Total 32% 32% 30%

By Sep 2018, Nasmoco’s Toyota still leading the market with 29.8% market share.

2017 9M17 9M18

33.4%31.7% 34.4%

51.6%

52.5% 44.2%

4.2%

4.6%10.5%

3.3%

3.4% 2.7%

5.2%

5.4%5.9%

2.3%

2.4%2.2%

28,404

20,391 20,140

Total

Commercial

Sedan + High SUV & Luxury Car

Low & Med Hatchback

Med SUV

Low & Med MPV

LCGC

Competition 2017 9M17 9M18

Toyota 31.9% 32.3% 29.8%

Honda 21.0% 21.7% 18.4%

Daihatsu 18.3% 18.2% 17.4%

Mitsubishi 11.4% 10.9% 16.9%

Suzuki 9.9% 9.7% 9.6%

Others 7.6% 7.2% 7.9%


Automotive Business: Performance Highlights

34

Revenue

*Net Profit is Profit Attributable to ShareholdersSource : Company Information



Sales Volume (thou. units) 28.4 20.4 20.1 -1%

Net Revenue 6,128 4,464 4,763 7%

Gross Profit 724 547 606 11%


Net Profit* 168 133 168 26%


• Revenue 9M18 grew mainly due to after sales and thanks to New Rush sales.

• Gross profit margin 9M18 was better due to higher volume of Rush and its higher margin.

• Net Profit increased due to efficiency in logistic operation which was started in March 2017, income from associate company, and higher income from commission and sales achievement.2017 9M17 9M18

82.9%

83.0% 79.7%

17.1%

17.0%20.3%

6,128

4,464 4,763

Motor Vehicle Parts & Others Total


Revenue

Source : Company Information*Financed units is based on the outstanding financed units

Financing Business: Performance Highlights



Financed Units* (thou. units) 84.2 85.4 88.3 3%

Net Revenue 1,070 794 903 14%

Expenses 947 686 808 18%

%Cost-to-Income Ratio 88.5% 86.4% 89.4%

Net Profit 92 81 69 -15%


Non-Performing Financing 2.0% 2.0% 1.6%

• Growth of Revenue 9M18 inline with increase in volume of financing contracts.

• Non-performing financing decreased from last year.

2017 9M17 9M18

1,070.2

794.2

902.8


Bintraco’s Profitability

Amount is based on Consolidated Financial Statement PT Bintraco Dharma Tbk; % Contribution is calculated as % of sum of business segments before elimination

Source : Consolidated Financial Statements PT Bintraco Dharma Tbk



Net Revenue 7,202 5,261 5,672 8%

Gross Profit 1,101 846 917 8%


Net Profit* 202 161 202 26%


Revenue

Gross Profit Net Profit*

Profitability Contribution as of Sep 2018(a)

• Profit contribution from Auto segment increased to 71% due to profit increase in Auto segment regardless tight competition in vehicle sales.

• Net Profit 9M18 grew mainly due to: 1) Higher automotive gross profit margin2) Efficiency in automotive logistic operation3) Higher incomes from associate company4) Higher other income from commission in automotive segment

84.1%

15.9%

Rp5,672 bn

66.1%

33.9%


Rp917 bn

71.0%

29.0%

Rp202 bn


Bintraco’s Financial Position

Amount is based on Consolidated Financial Statement PT Bintraco Dharma Tbk; % Contribution is calculated as % of sum of business segments before elimination

Source : Consolidated Financial Statements PT Bintraco Dharma Tbk

37

31 Dec 2017 30 Sep 2018

Audited Unaudited %Change

Current Assets 6,886 7,822 13.6%

Non-Current Assets 1,331 1,496 12.4%

TOTAL ASSETS 8,217 9,318 13.4%

Current Liabilities 3,122 3,603 15.4%

Non-Current Liabilities 3,397 3,868 13.9%

TOTAL LIABILITIES 6,519 7,472 14.6%

TOTAL EQUITY 1,698 1,846 8.7%

Current Ratio 2.2 2.2

Liabilities-to-Equity 3.8 4.0

Return on Equity 11.9% 14.6%

Return on Assets 2.5% 2.9%

• Total Assets per 30 Sep 2018 was 9.3tn, or grew 13% from 2017 mainly from increase in financing volume.

• Liabilities which is mainly composed of bank loans increased inline with financing volume growth.

Financial Position Contribution as of Sep 2018(a)

Total Assets Total Liabilities Total Equity

31.8%26.0%

56.7%

68.2%

74.0%

43.3%

Rp9,318bnRp7,472bn

Rp1,846bn


PT Industri dan Perdagangan Bintraco Dharma Tbk

Jl. Sunburst CBD Lot II No. 3BSD City, Lengkong GudangSerpong, Tangerang Selatan, Banten, 15321

[email protected]

www.bintracodharma.com

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