Slide 1: Investor Presentation FY 2017 Audited Results
Investor Presentation FY 2017 Audited Results Egypt’s fastest growing pharmaceutical distributor 2nd largest pharmaceutical distributor with a market share of 19.2% c.40k clients served annually through a network of 55 operational sites and a fleet of c.600 vehicles 5-year revenue CAGR of 31%
Slide 2: Disclaimer
Disclaimer THIS DOCUMENT CONTAINS STATEMENTS THAT ARE, OR MAY BE DEEMED TO BE, “FORWARD-LOOKING STATEMENTS” WHICH ARE NOT HISTORICAL FACTS BUT RATHER ARE STATEMENTS OF FUTURE EXPECTATIONS AND PROJECTIONS BASED ON MANAGEMENT’S VIEWS AND ASSUMPTIONS REGARDING TRENDS IN THE EGYPTIAN, MIDDLE EASTERN, EU
Slide 3: Agenda
Agenda I Introduction to the Company II Key Investment Highlights III Appendix IV Contact Information 3
Slide 4: The Company in numbers
II Introduction to the Company The Company in numbers 17+ years Experience in pharmaceutical distribution #1 Growing pharmaceutical distributor in Egypt 2nd Largest pharmaceutical distributor with c.19.2% market share¹ in 2017 c.40k Retail pharmacies, hospitals & wholesalers served annually Over 325
Slide 5: Ibnsina Pharma, Egypt's fastest growing pharmaceutical distributor
II Introduction to the Company Ibnsina Pharma, Egypt’s fastest growing pharmaceutical distributor… Company Overview Market Share¹ Established in 2001, Ibnsina Pharma “ISP” is the fastest growing, and 2nd largest, pharmaceutical distributor in Egypt with a market share of c.19.2% Nationwide distribut
Slide 6: …with a proven track record of success…
II Introduction to the Company …with a proven track record of success… 2015 Expansion: 2009-2012 Launch: 2001-2005 Investment to add 15 distribution Established in 2001 under the name centers & 5 offices, and enhance “Ibnsina Laborex” in partnership with efficiency through standardizing Pinault Prin
Slide 7: …optimally expanding our distribution network to unlock value…
II Introduction to the Company …optimally expanding our distribution network to unlock value…. Distribution Network No. of Sites (Rev/Site) Revenue by Business Line 5 Platforms (Inbound Logistics) 42 Distribution Centers (DC) EGP 174 mn EGP 144 mn 2.9% 0.3% 2.7% 1 Tender DC 2 Reverse Logistics Wareh
Slide 8: …and leveraging our network to serve our c.40k customers nationwide
II Introduction to the Company …and leveraging our network to serve our c.40k customers nationwide Clients by Geography (FY 2017) Alexan dria 14.8% 11.0% 13.6% 14.7% Cairo & 30.7% Canal 13.0% 31.1% 40.0% Upper 46.0% 22.6% Egypt 25.8% 25.6% Delta 30.0% 28.7% 23.8% 28.5% 39,906 37,396 700 1,810 Retail
Slide 9: Key Investment Highlights
Key Investment Highlights 9
Slide 10: Key Investment Highlights
III Key Investment Highlights Key Investment Highlights 1 Solid Demographic A rapidly growing population coupled with a growing middle class and increasing healthcare awareness, positions Egypt Profile as one of the most attractive consumer markets in the region 2 Attractive Industry A highly defens
Slide 11: Solid Demographic Profile
III Key Investment Highlights 1 Solid Demographic Profile Egypt’s demographic profile makes it the region’s largest consumer market Population I mn Age Pyramid Urban Population Disposable Income | EGP bn Population (mn) Growth Rate Egypt has seen a growth in health awareness on the back of a growing
Slide 12: Attractive Industry Dynamics (I/II)
III Key Investment Highlights 2 Attractive Industry Dynamics (I/II) A highly defensive sector with significant room for continued growth Health Expenditure CAGR 2013-2017 Pharmaceutical Sales | EGP bn Total Number of Pharmacies | ‘000 Egypt’s healthcare market is the fastest growing in the region Gi
Slide 13: Attractive Industry Dynamics (II/II)
III Key Investment Highlights 2 Attractive Industry Dynamics (II/II) A highly defensive sector with significant room for continued growth Pharma Market Share Market Segmentation I Market Share FY2017 Public Sector 3% Novartis 8% GSK 6% ISP 19.2% Ezaby 4% Sanofi 5% Seif 2% Pharco 5% FY 2017 Manu. Dis
Slide 14: Strong Market Share
III Key Investment Highlights 3 Strong Market Share Exceptional profitable growth on the back of a solid value-based differentiation strategy ISP is the fastest growing distributor in the Egyptian market 32.7% 32.9% ISP Market Share Progression 19.2% 19.2% 16.9% 2011 9.9% 2017 15.4% 13.9% Others Oth
Slide 15: Efficient Business Model
III Key Investment Highlights 4 Efficient Business Model Operational efficiency driven by best-in-class supply chain processes Distribution Value Chain Overview Sourcing Processing Distribution Commercial team sources orders from 325+ suppliers Over 200 platform operations employees handle and Dynam
Slide 16: Resilient Supply Chain
III Key Investment Highlights 5 Resilient Supply Chain Highly diversified supplier/client base significantly mitigating supply chain risks Diversified Geographical Presence Minimal Supplier Concentration Expansive SKUs Coverage Sanofi Alexandria Aventis 7% Amoun 5% Distributed 13% Cairo & Canal by I
Slide 17: Robust Financial Performance
6 Robust Financial Performance Robust financial performance with double digit top line and bottom line growth Net Revenues Gross Profit EBITDA Net Profit Norm. Net Profit1 EGP 9.6 BN EGP 826 MN EGP 406 MN EGP 170 MN EGP 207.1 MN ▲ 33% y-o-y ▲45.2% y-o-y ▲ 77.5% y-o-y ▲ 67.2% y-o-y ▲ 103.4% y-o-y Sou
Slide 18: Robust Financial Performance
III Key Investment Highlights 6 Robust Financial Performance Robust financial performance with double digit top line and bottom line growth Gross Revenue1 | EGP mn Gross Profit | EGP mn, % EBITDA & Margin | EGP mn, % CAGR 31% CAGR 37% CAGR 46% 9.0% 9,818 8.6% 4.2% 7.9% 8.0% 7.2% 7.3% 6.8% 826 7.0% 7
Slide 19: Robust Financial Performance: working capital management
III Key Investment Highlights 6 Robust Financial Performance Effective working capital management has been a key success factor to ISP’s performance DOH 2014 2015 2016 2017 Inventory 35 … 35Days … 32Days 32 29 Days 2… 343… Days Receivables 85 Days 85 Days 83 Days 83 Days Payables 111 Days 112 Days 1
Slide 20: New Revenue Streams
III Key Investment Highlights 7 New Revenue Streams Expansion into high-margin diversified revenue streams to further enhance profitability Warehousing Transportation Owned Portfolio Warehousing services for suppliers which allows them to Capitalizing on a growing need for specialized ISP is plannin
Slide 21: Experienced Management Team
III Key Investment Highlights 8 Experienced Management Team Highly experienced management team with strong track record 28 years of pharmaceutical industry experience with focus on commercial operations, IT, quality assurance and administration. Mahmoud Abdel Gawad Prior to Ibnsina, Mahmoud held sev
Slide 22: Experienced Management Team: Board of Directors
III Key Investment Highlights 8 Experienced Management Team Seasoned board of directors with diverse experience across various industries Over 40 years of experience across various industries including healthcare, FMCG, and financial services with focus on all investment activities pursued by the Co
Slide 23: Experienced Management Team: Board of Directors
III Key Investment Highlights 8 Experienced Management Team Seasoned board of directors with diverse experience across various industries 42 years of experience in finance and banking. Hany Badr His experience included serving as Head of Treasury at Faisal Islamic Bank, until 2016, and Assistant Gen
Slide 24: Organizational Structure
III Key Investment Highlights 8 Experienced Management Team Organizational Structure Board Committees Executive Chairman Management Committees Mohsen Mahgoub Audit Committee Executive Committee Business Development Committee Board of Directors Business Review Committee Remuneration Committee Investm
Slide 25: Appendix
3s < Appendix
Slide 26: A significantly complex industry with high barriers to entry
IV Appendix A significantly complex industry with high barriers to entry Barriers to Entry Operational Complexity Inventory A Variety of High Variability of Labor Intensive Geographically Management SKUs Demand Business Dispersed Client Base Highly complex inventory 9k unique drug therapies Short-no
Slide 27: Income Statement
IV Appendix Income Statement (audited) (audited) (audited) (audited) In EGP 2014 2015 2016 2017 YoY Change ('16-'17) 1 Gross Revenue 4,301,516 5,439,119 7,372,467 9,818,405 33.2% Net Revenue 4,197,376 5,327,728 7,205,983 9,586,344 Cost Of Revenue (3,889,670) (4,931,515) (6,636,864) (8,759,914) Gross
Slide 28: Balance Sheet
IV Appendix Balance Sheet (audited) (audited) (audited) (audited) In EGP 2014 2015 2016 2017 Property & Equipment, net 118,666 152,479 171,327 210,264 Other Assets 2,840 5,307 6,667 8,804 Project Under Construction 25,864 13,787 47,639 161,267 Deferred Income Taxes 3,876 6,911 11,704 11,104 Total Lo
Slide 29: Contact Information
Contents 1 Executive Summary 2 Company Overview 3 Key Investment Highlights 4 Financial Performance Review 5 Contact Information Contact Information 29
Slide 30: Contact Information
V Contact Information Contact Information Mohamed Mahmoud Shawky Investor Relations Manager Tel.: +2010 00852771 Email: shawky@Ibnsina-pharma.com 30