1. Britt Travel Retail Development
Café Britt Coffee Corporation
Airports Conference of the Americas,
St. Maarten, July

2. Agenda
Executive Summary
Strategy
Operations
Conclusions

3. Café Britt: Leading travel retailer with sense of place in the Americas
From coffee company to travel retailer with 51 stores in airports, hotels at key tourist locations (free- standing concepts)
Britt owns and manufactures its key brands in premium coffees, chocolates and specialty items, designs most of its products
Integration of physical and web channels
Know-how in product and store creation and execution skills
Unique travel retailer
Sense of place systematically developed
Café Britt: Snapshot
Founded: 1985
First store opening: 2001
International expansion: 2005 (Peru)
Headquarters: Costa Rica
Financial summary: $65M in revenues
Markets: Current retail presence in Costa Rica, Peru, Chile, Curaçao and US Virgin Islands; Miami Airport stores opening soon; Foodservice/Wholesale and Direct Sales in 20 countries
President & Founder: Steve Aronson
CEO: Pablo E. Vargas
Employees: ~860

4. Tienda Perú Perú (Internacional)
Aeropuerto Internacional Jorge Chávez, Perú

5. Aeropuerto Intl. Hato, Curaçao
Antillas Holandesas
Además:
Aeropuerto Jorge Merino
Benítez, Santiago, Chile

6. Tienda Tabacón Hot Springs Resort & Spa
Volcán Arenal, La Fortuna, Costa Rica

8. Key Company milestones
…1985
´ 88
´ 90
´ 92
´ 94
´ 96
´ 98
´00
´ 02
´ 04
´ 06
2008…
Coffee roasting
Coffee tour and first store
Online store cafebritt.com
Premium chocolate products
Curaçao
First airport kiosk in Costa Rica
Additional airport stores in Costa Rica
Chile
Stores in key tourism locations in Costa Rica
Peru
Mail order concept
“Jambo” Sauces
Store-in-store concept

9. The Company has been growing at an average of ~50% per year over the last 20 years…
Café Britt: Sales Evolution
Coffee roasting
Airport retail
Intl. retail
Café Britt has grown from a premium coffee roasting company to an international travel retailer and currently operates 36 stores in the Americas 9
Note: Data as of June 30th of each year

10. …and currently operates 51 stores
Costa Rica
Number of stores:
Retail space: 1,651 m²
Retail concepts: Airport, hotel, retailer, supermarket, free-standing
Operation highlights: Headquarters, coffee roasting facility, chocolate manufacturing, coffee tour
US Virgin Islands
Number of stores: 1
Retail space: 180 m²
Retail concepts: Hotel retail
Operation highlights: Located in the Marriot Frenchman’s Reef Resort
Peru
Number of stores: 6
Retail space: 602 m²
Retail concepts: Airport, hotel
Operation highlights: Coffee roasting facility
Curaçao
Number of stores: 3
Retail space: 296 m²
Retail concepts: Airport retail
Operation highlights: Opened in mid-2006, the stores are extremely popular in a country historically lacking coffee culture.
Chile
Number of stores: 8
Retail space: 759 m²
Retail concepts: Airport
Operation highlights: The 5 stores are the Company’s most recent openings
Stores
Stores and production facilities
Source: Café Britt’s Management 10

11. Basic value creation engines
Sense-of-place based retail concepts
Retail concepts celebrate the local culture of its store locations and offer the customer unique products with a local touch
A multi-disciplinary team tours the target country to understand the underlying themes that attract the traveler which are then incorporated into country-specific stores
An innovation and development team creates products adapted for all locations and leads the brand portfolio development
Product development capacity
Expanded “Britt” brand name into confectionery products, such as chocolate-covered coffee beans, nuts (macadamia, cashew, hazelnuts, etc) and fruits (guava, passion fruit, lucuma, etc.)
The Company has developed brands in textiles (“Morpho”) and gourmet tropical sauces (“Jambo”)
Constantly designing many non-branded products in the souvenir category

12. What Café Britt includes
Production
Britt has coffee and chocolate production facilities in Costa Rica and Peru, roasting more than 3 million lbs. of premium coffee and producing ~600,000 lbs. of confectionery per year
Retail: Britt has 36 stores in airports, hotels, and as free-standing concepts in 5 countries, covering a total of 3,488 m²
Foodservice/Wholesale channel: The Company serves more than 1,400 foodservice and wholesale clients
Direct Channel: In FY sales through the website and customer contact center accounted for ~9% of total sales
Distribution Channels
Logistics
Britt has distribution centers in Costa Rica, Peru, and Miami (the latter mainly for e-commerce sales) and a network of warehouses that serve the remaining countries
Most non-airport retail stores are re-stocked on a weekly basis and airport stores on a daily basis
Brands
The “Britt” brand is synonymous with top-quality gourmet coffee and chocolates whose reputation extends beyond the countries where Britt operates
The Company is able to charge premium prices for the majority of its products 12

13. Financial Summary Pro-Forma Grupo Café Britt (Consolidated) 04/05
05/06
06/07
07/08B
08/09F
US$ millions
Sales
Retail
22.1
27.8
33.5
46.1
60.1
Direct Marketing (e-commerce)
3.2
4.0
4.6
5.4
6.5
Foodservice/Wholesale
7.5
9.1
10.7
13.2
16.3
Coffee Tour
0.9
1.0
0.9
1.1
1.1
Total Sales
33.6
41.9
49.7
65.8
84.0
Revenue Growth
24.5%
18.7%
32.5%
27.6%
COGS
13.8
17.2
20.2
26.4
33.2
Gross Margin
19.8
24.7
29.5
39.4
50.8
% of Revenues
58.9%
58.9%
59.3%
59.9%
60.5%
SG&A & other income (expense)
14.7
18.5
22.9
28.7
35.7
EBIT
5.1
6.2
6.6
10.8
15.1
% of Revenues
15.2%
14.8%
13.2%
16.3%
18.0%
EBITDA
6.1
7.4
8.3
12.6
17.3
% of Revenues
18.2%
17.7%
16.6%
19.1%
20.5%
Notes:
Fiscal year runs july 1st through June 30th
Fiscal year 07/08 includes 6 months actual (results have been above budget) + 6 months budget; fiscal year 08/09 is estimated based on stand-alone management case
Figures exlude green coffee business, gains and losses on future and options contracts and are adjusted for extraordinary expenses and management contract

14. Agenda
Executive Summary
Strategy
Operations
Conclusions

15. Our Business Model Retail concepts that celebrate local culture
Unique products in country-specific stores
Multi-channel approach
5 countries
Airports as platform for country rollout
“Britt” brand means top-quality, gourmet, coffee, chocolate products
Premium prices
New product and brand development
Bain-Template (revised) 15

16. Britt’s sources of competitive advantage
Sourcing
Green coffee
Handcrafts
Chocolates
Other (textiles, souvenirs, etc.)
Transformation
Product innovation
Brand management
Production
Support services
Distribution channels
Presence in 5 countries
3 different concepts
Retail
Direct Marketing
Foodservice/Wholesale
Key strengths
Intense interaction with coffee producers (training, advice) ensuring supply of high quality raw materials
Long-term relationships with local handcraft designers/suppliers tailoring product development to company needs
Offshore sourcing permits high margins in “Other” product categories
Key strengths
Strong in-house capabilities including product innovation, brand management and IT services with capacity to support aggressive growth targets
Control over production process and product quality
Experienced management team with international experience
Key strengths
Recognized “sense-of-place” concept, offering unique store design and quality destination merchandise
Retention of retail customers via “virtual store” offering worldwide delivery
Commercial alliances with foodservice clients, including managing and supervising licensed stores in supermarkets and hotels

17. Agenda
Executive Summary
Strategy
Operations
Conclusions

18. Agenda Operations Organizational Structure Country Profiles
Products & Brands
Distribution Channels

19. The company is currently being re-structured towards a matrix organization
Board of
Directors
CEO
Planning and
Budgeting Mgr
Commercial
Director
Costa Rica
Retail Mgr
Costa Rica
Country Mgr
Costa Rica
Commercial Mgr
Peru
Country Mgr
Peru
Regional CFO
Chile
Country Mgr
Chile
CFO
Curaçao
Country Mgr
Logistics Mgr
Retail Mgr
Corporate
Accounting Mgr
Accounts
Mgr
Operations
Mgr IT
Mgr
Retail coordinator IT
Mgr
St. Thomas
Country Mgr
Operations
Development Mgr
Development and
Innovation Mgr
HR Mgr
Operations
Mgr
Corporate Image
and Design Mgr
Finance
Mgr
Finance Mgr
Miami Distrib.
Center Mgr
CIO
Logistics
Mgr
Food and
Drinks Mgr
Retail coordinator
HR Mgr
HR Mgr
Distrib. Center
Mgr
Coffee Tour
Coordinator
Direct Marketing
Mgr
Quality
Mgr
Corporate Image
and Design Mgr
CSR
Mgr
Corporate
Support Areas
Country Operations
Legal Dpt
Mgr
Operations
Mgr IT
Mgr 19

20. Britt’s store at Lima airport was awarded the Moodie’s 2007 “Destination Merchandise Store of the Year” award
Moodie’s characterized the store as “a magic emporium of Peruvian products, crafts, and culture
Perú Perú, Jorge Chávez International Airport, Perú
Source: Café Britt

21. Britt’s e-commerce operations receives excellent reviews in independent reviews
As a 2004 winner of the BizRate.com Circle of Excellence Gold Honoree Awards, Café Britt is among a select group of the best 46 on-line retailers, having met the strict criteria set by BizRate.com to recognize outstanding customer service throughout the year.
BizRate praised the Company for being one of the sites that excelled at customer satisfaction with ratings above the Industry average in 7 key categories
Ease of finding desired products
On-time delivery
Overall satisfaction
Selection of products
Customer support
Product fulfillment of expectations
Customer repurchase intent.
Security: Café Britt's website is regularly monitored to ensure that customers' transactions are private and secure. These third-party evaluations allow the Company to offer every customer a confident and worry-free shopping experience.
Note: BizRate.com is a specialized on-line search engine designed to help on-line shoppers locate, compare and buy any kind of product. Its database includes some 40,000 stores
Source: Café Britt

22. Britt has developed a strong customer base that include some of the most prestigious hotels
Mexico:
JW Marriott Cancun
CasaMagna Marriott Cancun
Mandarin Oriental Riviera Maya
Fairmont Mayakoba
Costa Rica:
Four Season’s Resort
Real InterContinental
Los Sueños Marriott Ocean & Golf Resort
Hotel Punta Islita
Tabacón Grand Spa
Caribbean:
Four Seasons Resort Bahamas
Four Seasons Resort Nevis
St Kitts Marriott Resort
Frenchman’s Reef & Morning Star Marriott, St. Thomas
Hyatt Regency Trinidad
CuisineArt Resort, Anguilla
Rosewood Little Dix Bay, Virgin Gorda
Peru:
JW Marriott Lima
Hotel Monasterio (Orient-Express Hotel)
Machu Picchu Sanctuary Lodge (Orient-Express Hotel)
Swissôtel Lima
Libertador Hotels (Puno-Arequipa-Cuzco)
Chile:
Santiago Marriott Hotel
Note: Hotels listed represent only a sample of Britt’s client hotels
Source: Café Britt Management 22

23. IT – Customer Relationships
Website
CafeBritt.com is an in-house developed website that is constantly updated with new sections and relevant company & product information
A team of 5 people are constantly working to improve the site and convert it into a “virtual store” offering a broader product choice for shipping and adapting the website to reflect the different countries in which Britt operates
CRM
To manage Britt’s call center clients, the Company uses Siebel Systems, and is currently upgrading the system from version 6 to 7.1. The project is expected to be going-live in July/August this year
Pocket Route
In mid-2007, Britt created a solution for salespeople in the foodservice/wholesale business to improve order processing as well as client management
The routing system is based on handheld devices carried by salespersons when in-route
Order details are entered in the device and later synchronized with a central database to initiate the product dispatching
Furthermore, client data such as past orders, accounts receivables, and customer information is available “on the spot”
Handhelds are also able to print invoices, administer cash deposits, and maintain in route inventory.

24. IT – Operating Software (1/2)
Point-of-Sale
Britt is currently implementing a completely new web-based point-of-sale system
The system is structured into three main areas:
Cashier interface: Allows cashiers to easily capture and print customer invoices
Supervisor interface: Gives supervisors and headquarters a variety of options, including user management, pricing, offer configurations, cash management, discount management and real time sales administration
Communications: In order to reduce costs and improve access for remote stores, the system uses FTP as its main data transfer mechanism
The system complies with local tax rules and thus permits paperless invoicing on .XML basis approved by Costa Rican tax authorities
In the last quarter 07, Britt implemented a system to better manage its phone and internet orders
The system integrates with FedEx, DHL and UPS and is able to route orders to these courier services depending on their pricing structure for the delivery service
The software results in same-day dispatching and has reduced overall delivery time by up to 4 days
Export IT

25. IT – Operating Software (2/2)
Warehouse Mgmt Software
Britt maintains an in-house-developed warehouse-management system, with four main applications:
Orders: The system manages special orders for stores, such as office supplies, and new products.
Returns: Administration of damaged, expired, or discontinued products
Purchasing: The module manages the re-stocking of the warehouses; inventories are managed based on sales, not remaining stock, thus keeping constant days-of-inventory and adjusting the amount of stock according to the season.
Restocking: The module manages the re-stocking of Britt’s stores based on the scanned sales.
A major upgrade of the system is underway and is expected to be implemented by mid-08

26. Britt has been recognized on various occasions for its outstanding innovation, customer attention and support services
2007: Destination Merchandise Stores of the Year - Moodie Report 2007 awards Café Britt store “Perú Perú” as the best destination retail stores worldwide. “This year’s award goes to the extraordinary ‘Café Britt’ at Lima Jorge Chávez International Airport, a magic emporium of Peruvian products, crafts and culture.”
2006: Overall Excellence Award for outstanding performance in leadership, customer service, processes, environmental, innovation & HHRR (Costa Rica's Chamber of Industries)
2005: Café Britt named third most competitive company in Latin America among the region's top 100
2004: One of the 100 most admired companies in Central America (Summa Magazine)
2003: Innovation Award (Costa Rica Chamber of Commerce)

27. The Company also enforces a stringent quality assurance process
Six years ago, Café Britt began employing comprehensive management instruments based on the INTE-ISO 9001:2000 quality standard. Today Britt has integrated its management system with the inclusion of other norms such as:
ISO 14001:2004 Environmental Management Systems, with the aim of ensuring solid environmental performance in all the organization’s activities
BASC (Business Alliance for Secure Commerce) to ensure effective management of the entire logistic chain’s security
Corporate Social Responsibility policy elements, with the purpose of transparency, anti-corruption practices, and equal development opportunities for the employees
OHSAS (Occupational Health and Safety Management Systems) elements, for the Management of Occupational Hazard Prevention.
GMP (Good Manufacturing Practices) and HACCP (Hazard Analysis and Critical Control Points) to ensure safety in all our products
Source: Café Britt

28. Case study: Britt’s management successfully entered Peru in 9 months
In 2005, Café Britt won the concession for significant retail area at the Jorge Chavez International Airport in Peru
The event started a new era for the Company in terms of international expansion of its travel retail and food manufacturing businesses
Shortly after signing the contract for managing the stores at Lima’s Airport, the Company initiated a successful 9-month implementation to enter this market
A core team from several departments toured the country for several weeks to get a sense of the country’s environment and traditions
A coffee roasting facility was set up. From here several varieties of coffee (16 presentations) were launched from local sourcing
The team established relationships with local craftsmen and other local suppliers to define the country’s product base to be offered at the stores
The innovation and development department in Costa Rica worked to develop additional products with local characteristics
The market entrance to Peru proved the scalability of the Company’s
business model and duplicability of business practices
Source: Café Britt 28

29. Britt produces and sells its branded coffee, confectionery, salsas, and textiles
Category
Presentation
Products
Gourmet
Coffee
Bean: whole and ground
Light Roast
250g and 340g bags
Poás
Tri-laminated package, freshness valve, tin tie
Tres Ríos
Decaffeinated
Tarrazú
Dark Roast
Espresso
Confectionery
Doypack 170g (6oz)
White & Dark chocolate covered coffee beans
Pyramid 28g (1oz)
Dark chocolate covered Lucuma
Mini-pyramid 2 units
Dark chocolate covered Banana
Dark chocolate covered Guava
Dark chocolate covered Pineapple
Dark chocolate covered Passion fruit
White & Dark chocolate covered gourmet macadamia
Dark chocolate covered gourmet macadamia nuts
Dark chocolate covered macadamia brittle
Gourmet hot cocoa
Source: Café Britt
Chocolates filled with coffee liquor 29

30. Britt produces and sells its branded coffee, confectionery, salsas, and textiles
Category
Presentation
Products
Salsas
Bottle 296g (10.5oz)
Habanero hot pepper salsa
Cayenne hot pepper salsa
Jalapeño hot pepper salsa
Chipotle hot pepper salsa
Passion fruit hot salsa
Mango coconut hot salsa
Caribbean jerk seasoning
Calypso hot salsa
Mango chutney
Tropical fruits chutney
Textiles
Individual items
T-shirts
Caps
Hooded sweaters
Aprons
Source: Café Britt 30

31. Britt also designs non-branded products and outsources their production
Category
Products
Souvenirs
Keychains
Pins
Pens
Magnets
Source: Café Britt 31

32. Agenda
Executive Summary
Strategy
Operations
Conclusions

33. Britt is a well positioned travel retailer with a strong focus on sense-of-place concepts and quality destination merchandise 1
Travel retail industry growing at >10% per year
Key initiatives
• Enter in 3-4 new markets in the next 3 years
• Grow retail space at existing/new locations
• Penetrate foodservice/wholesale in current and new markets
• Leverage e-commerce capabilities
Forecast 2
Profitable and scalable business model with sustainable competitive advantages 3
Successful geographic expansion with concrete growth opportunities 4
Experienced management team and organizational platform
Source: Projections provided by Café Britt’s Management