DKSH corporate presentation

DKSH corporate presentation
September 20, 2018 DKSH corporate presentation

September 20, 2018 The underlying goal of any business is to drive growth This is DKSH’s sole purpose – providing companies access and expertise to grow in and with Asia We call this Market Expansion Services

How can we support you to expand your business?

Who we are DKSH is the No. 1 in Market Expansion Services
September 20, 2018 Who we are DKSH is the No. 1 in Market Expansion Services We help companies to grow their business in new and existing markets

DKSH is a successful market leader
September 20, 2018 DKSH is a successful market leader No. 1 Market Expansion Services provider with a focus on Asia 5,500 clients >14 million transactions per year CHF billion Net sales (2014) >10 years >3 countries average client relationship1) 750 business locations 150 years in Asia 27,600 employees 500,000 customers We are the clear No. 1 in our industry…. blanket covering Asia with 720 business locations. Another 30 offices across Europe and the Americas support that business. With our unique capillary distribution system…., we serve more than 500,000 customers across Asia based on exclusive distribution contracts with 5,500 clients globally. On average, clients work with us in more than three countries and for more than ten years. With 27,600 specialists on the ground in the regions….we manage products and market information flows across three continents, supported by a standardized IT platform which processes more than 14 million transactions a year In 2014, we generated net sales of 9.8 billion Swiss Francs We have been truly at home in Asia for 150 years 1) Top 200 clients by net sales

We support companies to grow their business in and with Asia…
September 20, 2018 We support companies to grow their business in and with Asia… Helping companies to grow their business in new and existing markets Providing business partners with the knowledge, advice, relationships and on-the-ground logistics to reach their individual growth goals Expanding their access to knowledge, their sourcing base, revenue opportunities, and ultimately, their market shares This is what we define as Market Expansion Services As you have heard in the introduction, we help companies grow in and with Asia With our comprehensive services and network, we are able to help companies grow their businesses in new and existing markets We can provide business partners with the knowledge, advice, relationships and on-the-ground logistics to reach their individual growth goals With our help, business partners can expand their access to knowledge, their sourcing base, their revenue opportunities and their market shares As you will see later, we offer services across the whole value chain of companies. This means that we can make our business partners more successful on both sides of the income statement [efficiency, cost, margin, sales] Providing business partners with a comprehensive package of services to reach their individual goals is what we call Market Expansion Services We ensure that our clients’ products are visible at all times

…with a comprehensive, tailor-made portfolio of services
September 20, 2018 …with a comprehensive, tailor-made portfolio of services Market Expansion Services goes beyond offering individual services – it is about the integration of many different services to meet the needs of business partners Clients After-sales services Distribution and logistics Marketing and sales Market analysis and research Sourcing Tailor-made, integrated service portfolio Backflow of information from customers to clients enabled by fully integrated and centralized IT platform Customers We provide a comprehensive package of services – Market Expansion Services goes beyond offering individual services – it is about the integration of many different services to meet the needs of our business partners As you can see, our services range from sourcing to after-sales and therewith cover the whole value chain of our business partners MES allows our clients to focus on their core competencies like Research & Development, global marketing and production and use DKSH as their trusted partner to outsource marketing, sales and distribution of their products across Asia Sourcing: our unique sourcing network offers access markets in 35 countries and a deep industry expertise enables us to provide any specialty chemicals and ingredients our business partners need Market analysis and research: we provide market entry strategies. With our application, formulation and product development laboratories, we generate new product ideas, develop and customize them. Moreover, we turn our market insight into strategic advice for our business partners Marketing and sales: we offer various marketing and sales services for different products and service for all relevant channels, customers and outlets to help our business partners grow their business. Our capillary distribution capability ensures increased market shares for our clients Distribution and logistics: with our unmatched logistics infrastructure and distribution centers, we can transport, store and distribute products efficiently and professionally and we also handle cash collection After-sales services: we offer a broad range of after-sales services and support, which ensure top quality standards, fast problem resolution and the ability to establish a high-value image

…through our 150 years of experience
September 20, 2018 …through our 150 years of experience DKSH milestones Experience in Asia dates back to the 1860’s when our founders ventured to Asia We have built sustainable relationships with international companies and local business communities Now we are the No. 1 Market Expansion Services provider with a focus on Asia Market Expansion Services provider Specialized services provider Trading companies We help companies grow through our years of experience Our experience in Asia is dating back to the 1860’s when our founders ventured to Asia and built and established prospering trading houses in Japan, the Philippines and Singapore We have built sustainable relationships with international companies and local business communities As you might know, DKSH was founded in 2002 with the merger of SiberHegner and Diethelm Keller Since then we have strongly developed our core markets, further grown through acquisitions and developed into a specialized services provider We have built state-of-the-art distribution facilities and integrated our global IT platform We have further expanded our shareholder base and fostered the DKSH brand in the markets Today, we are the No. 1 Market Expansion Services provider with focus on Asia 1865 2002 2015

September 20, 2018 …by bridging cultures We help our business partners grow by bridging cultures Even though we operate on a global scale across three continents we are and remain truly embedded with the local communities Our business thrives on cultural and ethnic diversity: we speak and understand the language of our business partners At DKSH, Swiss solidity and Asian spirit merge to produce solutions that are practical and inventive at the same time The best of both worlds – Swiss reliability… …and Asian can-do attitude

…and a network of unique scope and depth
September 20, 2018 …and a network of unique scope and depth Europe and the Americas Asia Pacific Also our network of unique scope and depth that stands at our disposition helps us grow businesses successfully We have 27,600 specialists who know how to grow businesses in their fields of expertise and markets Our specialized staff have built a network of personal relationships and individual local knowledge With our unique capillary distribution system we serve more than 500,000 customers and 5,500 clients every day With our state-of-the-art infrastructure we operate in 165 distribution centers We are able to provide accurate, in-depth and extensive market knowledge through our own leading-edge IT platform. We are proud to have one of the largest SAP set-ups worldwide, processing 1.2 million transactions each month Below the world map you can see all the countries in which DKSH is operating Denmark France Germany Great Britain Italy Norway Poland Portugal Spain Switzerland USA Brazil Chile Australia Brunei Cambodia China Guam Hong Kong India Indonesia Japan Korea Laos Macao Malaysia Myanmar New Zealand Philippines Saipan Singapore Sri Lanka Taiwan Thailand Vietnam

September 20, 2018 What we do We generate growth opportunities through a comprehensive, tailor-made portfolio of Market Expansion Services Our large sales force is equipped with handheld devices, which put real time information at their fingertips I now want to talk more about our comprehensive, tailor-made services and what exactly we mean with the expression “Market Expansion Services”

Tailor-made Market Expansion Services
September 20, 2018 Tailor-made Market Expansion Services Business partners’ needs CEOs and Corporate Boards across the world want to grow their businesses and margins in existing markets and to expand into new markets Market Expansion Services We help our business partners grow their business in new and existing markets with a comprehensive, tailor-made package of services across the entire value chain Capturing growth opportunities Improve revenue opportunities Increase market share Enhance efficiency Advance access to knowledge Expand sourcing base As a company, you constantly have to further increase sales and improve your margins To help our business partners grow their business in new and existing markets with a comprehensive tailor-made package of services across the entire value chain is what we call Market Expansion Services We help improve revenues We help increase market shares We help enhance efficiency We help advance access to knowledge We help expand the sourcing base Our well rounded and comprehensive services helps business partners be more successful

We link business partners and add value to businesses
September 20, 2018 We link business partners and add value to businesses Client Consumer goods, healthcare products Customer B2B/B2C Market insights Market insights Retailer Manufacturer Manufacturer B2B Specialty chemicals and ingredients, analytical instruments, capital investment goods With our services, we link business partners and add value to them On the one hand, we work with manufacturers who produce specialty chemicals and ingredients, analytical instruments or capital investment goods, but also consumer goods and healthcare products. We support these clients in all the steps necessary to bring their products to their end-customers. We support our clients marketing, selling and distributing products, provide after-sales services and market insight in new and existing markets On the other hand, we have a second type of business partner. This can be either another manufacturer who seeks equipment or materials to process or a retailer who seeks consumer goods and products to resell. We support both customers getting the best raw materials, products and brands at the best prices and we provide them with knowledge and market insight We support our clients in marketing, selling and distributing products, provide after-sales services and market insight in new and existing markets We support our customers in getting the best raw materials, products and brands at the best price and we provide them with knowledge and market insights

September 20, 2018 How we do it With a strategy for growth and deep expertise gathered in specialized Business Units, we consistently deliver results We have a strategy for growth that continuously increases our market share and helps our business partners expand their business We now want to talk about how we do it. How do we deliver all these services? The answer is: with our strategy for sustainable, profitable growth and deep expertise gathered in specialized Business Units, we consistently deliver results

Clear strategy for sustainable, profitable growth
September 20, 2018 Clear strategy for sustainable, profitable growth Focus on existing Business Units Strengthen service offering Increase operational efficiency Focus on growing existing markets and existing Business Units where we leverage our leader position for our business partners Continuously strengthen and extend our service offerings to ensure long-term success of our customers and clients Successively improve efficiency and effectiveness of our processes to serve our business partners best Our DKSH strategy for sustainable, profitable growth focuses on three cornerstones We focus on growing existing markets and existing Business Units where we leverage our leader position for our business partners We continuously strengthen and extend our service offerings to ensure long-term success of our customers and clients We successively improve efficiency and effectiveness of our processes to serve our business partners best Do more of the same and… do it more efficiently

Our industry expertise Four highly specialized Business Units
September 20, 2018 Our industry expertise Four highly specialized Business Units Consumer Goods Net sales CHF 4,143.2 million Specialists 14,560 Healthcare Net sales CHF 4,544.0 million Specialists 9,200 Our strategy for sustainable, profitable growth is enabled through a corporate structure that is designed to provide deep specialization We are organized by four highly specialized Business Units, with a flexible and efficient operation. As you see, the Business Units are called Consumer Goods, Healthcare, Performance Materials and Technology This Business Unit structure produces in-depth expertise, skill and industry specific know-how This is how we can ensure that business partners always talk to experts in their particular field. As our Business Units operate close to the markets and in collaboration with local partners, we always strive to develop the best ideas and strategies for the given environment and situation in which our clients aim at growing their business Performance Materials Net sales CHF million Specialists 950 Technology Net sales CHF million Specialists 1,240 Financial figures for FY 2014

…deep consumer goods experience
September 20, 2018 …deep consumer goods experience Market Expansion Services specialist for consumer goods offering product feasibility studies, registration, importation, customs clearance, sales, marketing and merchandising, warehousing, physical distribution, invoicing, cash collection, and after-sales services No. 1 640 business locations 22 countries 14,560 specialized staff 310,000 customers Some of our 480 clients The Business Unit Consumer Goods is the number one Market Expansion Services specialist for consumer goods We are offering a wide range of services ranging from product feasibility studies, registration, importation, customs clearance, sales, marketing and merchandising, warehousing, physical distribution, invoicing, cash collection to after-sales services Overall, the Business Unit operates with 14,560 staff out of 22 countries with 640 business locations The Business Segment Fast Moving Consumer Goods serves 310,000 customers and operates in 65 distribution centers in the region DKSH Consumer Goods represents and partners with successful brands such as Lindt, Beiersdorf, Pepsico, Henkel and Kraft foods

…extensive healthcare capabilities
September 20, 2018 …extensive healthcare capabilities partner for healthcare companies seeking to grow their businesses in Asia, covering a wide range of Market Expansion Services from product registration, marketing and sales to physical distribution of healthcare products No. 1 150 business locations 14 countries 9,200 specialized staff 150,000 customers Some of our 380 clients The Business Unit Healthcare is the leading partner for healthcare companies seeking to grow their business in Asia, covering a wide range of Market Expansion Services from product registration, marketing and sales to physical distribution of healthcare products Products available through DKSH include pharmaceuticals, consumer health, over-the-counter as well as medical devices and are delivered to multiple professional healthcare outlets through hospitals, clinics, pharmacies, drugstores, dentists and optical outlets With more than 9,200 healthcare experts, operating out of 150 locations across 14 countries, DKSH Healthcare serves 150,000 customers and stands for deep market knowledge The Business Unit Healthcare serves 380 business partners such as Bristol Myers Squibb, Roche, Alcon, Sanofi and Bayer

…world-class performance materials offerings
September 20, 2018 …world-class performance materials offerings provider of Market Expansion Services for performance materials, offering services such as sourcing, developing, marketing, and distribution of a wide range of specialty chemicals and food ingredients No. 1 100 business locations 27 countries 27 innovation centers 20,000 customers Some of our 200 clients and 3,600 suppliers The Business Unit Performance Materials is the No. 1 global provider of Market Expansion Services for performance materials, offering services such as sourcing, development, marketing and distribution for a wide range of specialty chemicals and ingredients. Business partners of the Business Unit are mainly in the food and beverage, personal care and cosmetics, pharmaceutical and specialty chemicals industries. Thanks to our deep industry expertise in 100 locations and 27 countries we research and develop new product ideas, value-added formulations and in-depth applications in our 27 innovation centers. We do this for the success of our 20,000 customers We represent and serve 200 clients and 3,600 successful suppliers - such as Wacker, DSM, Evonik, Clariant and Nagase

…comprehensive technology services
September 20, 2018 …comprehensive technology services leading provider of Market Expansion Services covering a broad range of capital investment goods and analytical instruments. The Business Unit offers total solutions in the areas of infrastructure, industrial materials and supplies, precision- and textile machinery, semiconductor, photovoltaic and electronics, agriculture, hospitality as well as specialized industrial applications. No. 1 80 business locations 17 countries 25 labs and showrooms 25,000 customers Some of our 680 suppliers Our Business Unit Technology is the number one provider of Market Expansion Services for advanced machinery, analytical instruments and technical equipment for various industries, offering a fully-fledged portfolio including market entry consultancy, product planning and product adaptations, marketing, sales, application engineering and after-sales services 1,240 specialists, including 450 service engineers operate in our 80 business locations in 17 countries, serving more than 25,000 customers Technology serves 680 suppliers such as Cummins, LappKabel, Klingelnberg, Lauda and elementar

Leadership with proven management track record Executive Board
September 20, 2018 Leadership with proven management track record Executive Board Dr. Joerg Wolle President & CEO Bernhard Schmitt Chief Financial Officer Gonpo Tsering Head Operations Support Bruno Sidler Chief Operating Officer Martina Ludescher Head Corporate Development Stephen Ferraby Head Corporate Affairs & Strategic Investments [Introduction of the leadership tailored to the audience] Our leadership has extensive experience in Asia. All together, the members of the Executive Board have significant experience working for DKSH or one of the predecessors companies The leadership brings a breadth of functional and industry expertise to the table

Leadership with proven management track record Group Management
September 20, 2018 Leadership with proven management track record Group Management Jonathan Guyett Head Supply Chain Management Bruno Sidler a.i. Head Business Unit Consumer Goods Andrew Frye Head Business Unit Healthcare Thomas Sul Co-Head Business Unit Performance Materials Natale Capri Co-Head Business Unit Performance Materials Hanno Elbraechter Head Business Unit Technology [Introduction of the leadership tailored to the audience] Our leadership has extensive experience in Asia. All together, the members of our Business Unit management team have significant experience working for DKSH or one of the predecessors companies The leadership brings a breadth of functional and industry expertise to the table

Proven growth track record and scalable business model
Net sales (CHF millions) EBIT (CHF millions) Return on net operating capital (%)3 CAGR¹) 8.6% CAGR¹) 14.1% CAGR¹) 8.1% 2002 2 2014 2002 2 2014 2002 2 2014 Net sales growth factor >2.5x Quintupled EBIT Delivering attractive returns 1 Compound annual growth rate (CAGR) for 2 Pro-forma combined full year financials of SiberHegner and Diethelm Keller Services Asia excluding PPP business (deconsolidated from 2008 onwards) and Real Estate (disposed in 2010) 3 EBIT as % of net operating capital (NOC), for 2002 calculated with year-end NOC and for 2013 with average NOC (average beginning and end of period)

DKSH – your Market Expansion Services partner
We offer a broad range of tailor-made and integrated services to manage the entire value chain for our business partners

Celebrating 150 years of Market Expansion Services
In 2015 we celebrate our 150th anniversary, 150 years of helping companies expand into new and existing markets

In and with Asia Having been truly at home in Asia for 150 years, DKSH has unparalleled relationships and networks across Asia and an unmatched depth of knowledge, experience and understanding

Thank you for your attention
DKSH Holding Ltd. Wiesenstrasse 8, P.O. Box 888, 8034 Zurich, Switzerland Phone , Fax

Disclaimer Due care has been used in preparation of this presentation and DKSH makes every effort to provide accurate and up-to-date information. Nevertheless, this presentation may be subject to technical inaccuracies, information that is not up-to-date or typographical errors DKSH does not assume liability for relevance, accuracy and completeness of the information provided. DKSH reserves the right to change, supplement, or delete some or all of the information on this presentation without notice The layout, graphics and other contents in this presentation are protected by copyright law and should not be reproduced or used without DKSH’s written permission

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