Value Chain Partnership in Pakistan

Living Essentials
Value Chain Partnership

Living Essentials Value Chain Partnership 2019 l 00
Table of Contents
Summary
• Objectives
• Agreement
Scope
• Technology
Enabled
Distribution
Mitsubishi
• Mitsubishi
Corporation
• Living Essential
Group
• Mitsubishi
Shokuhin
Perspectives
• Pakistan
Value Chain
• Opportunities
• TCS
• Modern
Distribution
• Models
Pakistan
• GDP Projections
• Fast Facts
• Distribution
Elements
Consumer
• Demography
• Top 20 Cities
• Human
Development
• Urbanization
Retail
• Catagories
• Food
Expenditure
• Channel
Segmentation
• Retail Landscape
• E Retailing
Opportunity
• Processed Food
• Reason
• Market Analysis
• Target Princeples
• Target market
• SWOT
• Financials
Page 3-5
01
Page 6-11
02
Page 12-20
03
Page 21-26
Page 60-88
04
Page 27-34
05
Page 35-48
06
Page 49-59
07
Market
• Producers
• Distributes

MC Objective
Progressive Distribution Network
Daily necessities from food to consumer goods
• Should have
Retailer centric product line
Channel based
• Provides
Analytic for the product owners
Retailer-friendly order system
Appropriate Inventory management
Modernize & agile delivery system

Agreement Scope MC & TCS
• Product Development
• Logistics Operation
• Financial
• IT system
• Marketing Plan
• Retail Execution
30 Millions
Warehouse

Technology Enabled Distribution
Source
Dairy Form
Staples Form
Goat Form
Poultry Farm
Fish Form
Target Principles
$ 1.1 B
$ 0.56 B
$ 0.27 B
$ 0.17 B
$ 0.28 B
$ 0.14 B
Categories
$ 82 B
Milk and Dairy
$ 37 B
Fish Meat & Chicken
$ 0.4 B
Delicacy & Seasoning
$ 0.5 B
Topping & Spices
Reach of
850,000 Sq. Ft
Warehouse
950+
Express Centres
2100+
Service Centres
8000
Business Customers
Target Market
Population 30 Millions
Outlets 125 K - Target 12 K
Medium to top end retail & Food Services

Global Environmental & Infrastructure Industrial Finance, Logistics & Development Energy Business Group
Chemicals GroupMachinery GroupMetals Group
Living Essentials Group

LEG Strategy & Offers
Aims to achieve sustainable growth by fulﬁlling consumers' daily lives around the world.
As part of LEG mission LEG committed to undertake a diverse range of businesses by expanding
global supply network and developing vertically integrated business model outside Japan.
Offers diverse range of products and services to consumers in a sustainable manner in various
ﬁelds of business from raw materials procurement to distribution and retail.
Emphasis on generating not just economic value, but also environmental and social value in
line with its strategy to achieve sustainable corporate value.

LEG - Brief of its 5 Divisions
Retail Division
Sale of food, clothing, furniture and interior furnishings, Daily goods
Development and distribution of various consumer sales materials and
services
Marketing business, coalition loyalty program and payment
settlement-related service businesses
Distribution Division
Distribution and logistics of various products and services including
processed foods, frozen and chilled foods, confectionery, liquor, paper
products, packaging materials
Various healthcare related businesses such as outsourcing services for
hospitals, import and sale of medical equipment, and nursing care
equipment rental
Distribution business, which has the role of connecting manufacturers
to retailers, the Distribution Division evolved to supply products and
services by responding to changes in market and industry
environments and meeting the needs of diverse consumers

LEG - Brief of its 5 Divisions
Consumer Products
Consumer necessities such as processed foods,
confectionery, beverages, canned goods,
instant noodles, seasoning’s, milled ﬂour,
sugar, starches, starched products, tires, and
other daily necessities
Manufacturing of baby diapers in Indonesia
through a joint venture with Daio Paper
Indonesia).
Fresh Food Products
Production, procurement, processing and sale
of marine products
Procurement and sale of rice, fresh produce
and dairy products
Production, procurement , manufacturing,
processing and sale of meats
Resources Division
Production, collection, manufacturing,
processing and sale of grains, feed, and food
and beverage raw materials as well as housing
and constr.

Mitsubishi Shokuhin – The Distribution
Aim to go beyond traditional food wholesaling to become a general food products trading
company spanning diverse areas ,business formats and functions
Marketing
• Macro marketing
analysis
• Market Outlook,
Category, Product
Trends
• Consumption trends,
consumption trend
analysis
• Lifestyle marketing
POS, ID-POS data
analysis
• Promotion support
for O2O
Distribution
• Automatic warehouse
and digital picking
system
• Deliveries by category
and store passage
• Product logistics to
in-store logistics,
"Solutions with
integrated logistics and
information"
Segments
• Frozen and Chilled
Foods
• Processed Foods
• Alcoholic Beverages
• Confectioneries
Services
• 30,000 Customers
• Restaurants and
food services
• Same day delivery
• Order centre open
365 days
• Club fresh frozen,
room temperature
food and disposable
supplies in a single
delivery
https://www.mitsubishi-shokuhin.com/solution/development.html

Solution Partner Mitsubishi-Shokuhin
Mitsubishi-Shokuhin Distribution Business
Handles over Ten Thousand products in the four categories.
Processed foods
Seasoning’s and sauces
Chilled and frozen foods
Confectionery and canned goods
Alcoholic and non-alcoholic beverages
30.6
Processed foods
39.9
Chilled and frozen foods
11.8
Confectionery & canned goods
0.81
Seasoning’s and sauces
17.6
Alcoholic and non-alcoholic beverages
https://www.mitsubishi-shokuhin.com/solution/development.html

Perspective

LEG Perspective Pakistan Value Chain
Basic Food & Necessities
Undeveloped/In efﬁcient supply chain
Minimum availability leads to limited consumption
Resource
Processing
• Disorganize
infrastructure
• Protected local
produces
• Lack of
transparency
• High rate of
wastage
Manufacturing
• FMCG market
dominated by
few foreign
manufacturer
• Unbalanced
competition
• High import
duty-High Entry
Barriers
Retail
• 549K store -
90% + GT store
• PKR.3.6 T
market
• Small &
Scattered MT
• Cash payment to
distributors
Consumer
• Rising middle class
• 77 Mn /208 Mn
• $5680 / GDP at
PPP
• Limited Availability
of Goods to
Consumer
Distribution
• Scattered
small size
distributor
across Pakistan
• Network Gaps
Category
centric – Not
retail/custome
r centric
Ref: LEG Presentation

LEG Opportunity Perspective - Market Needs
Agricultural Logistics
• Traditional traders
• Time sensitivity / precision
• Information ﬂow
• Temp controlled
Consumer
• Emergence of E commerce
• Growing needs for the last miles delivery
Whole Sale
And Retail
• Disorganize
distribution
network of
General Trade
Temperature Controlled Vehicles
• Need of temperature controlled Vehicles
• Cross border Opportunity - CPEC

Living Essentials Group Perspective - TCS Value Chain
Solution Partner
Manufacturing
• Access to direct sales
delivery
• Logistic Management
expertise
Distribution
• Expertise &
Capacity in
direct sales delivery
Consumer
• Insight data and
experience
TCS business of delivering:
• Documents & package
• Public service,
Insurance, visa, tickets

LEG Opportunity Perspective
Warehouse
Capacity
850,000 Sq. Ft
Locations
950+
Express centres
Logistics
2100+
Service centres
Customers
8000
Business
Customers
Key Assets

Modernized Distribution - Food and Daily Necessities
PKR 3.6 Trillion of Food Retail
• Ware House 850,000 Sq. Ft
• Country wide foot print
• Express Centres 950
• Access Points 2000 +
• Business Customer 18000
Market Needs
• Agriculture Transportations
• GT Serving Distributions
• E commerce
• Last Mile Delivery*
* Transportation Hub
To end Consumer
Modern Distribution
• Channel based offerings
• Category line
• Analytic / info ﬂow
• Ordering & replenishment
through system
• Inventory Management /
JIT
• MC network around the
globe
• Oracle
Systems/Demand
Apps Expertise
• Hub and retail
Distributions
Expertise

Jumbo-tail Model - India
Buyers
• Retailers
• Food Services
• Manufacturers
• Farmers
• Middleman
• Platforms
Sellers
Delivery and payments Collection for seller Proprietary algorithms
Working Capital providing from third party/ Bank
Selection of products Website - Sellers linked
Products with detail
Customers buy these
Products from the
Website/Phone App.
Staples, spices,dry fruits,
Packaged foods, and
FMCG products
Ref: Jumbo Tail presentations
Website

Amazon Based Model
Customer
TCS
Distributor
Manufacturer / Imports
Customer
Retailer
Warehouse
Manufacturer / Imports
Pull Pull

Amazon Based Model
Information Flow
Physical Flow
Whole Seller
Partner
Level 2
Level 3
Vendor/ Supplier
Manufacturing
Independent
Supplier/ Third Party
Level 1
Customer
Website & system

Pakistan
Consumer Insight
Overview

Global Economic Projection
Pakistan GDP in View of
World Financial Institutions
5% - 2050
5.5% - 2020
5.7% - 2018
4.9% - 2018
Share in the
World GDP
Year
1980
1990
2000
2010
2017
0.54%
0.72%
0.74%
0.79%
0.83%
Share

Market Land Scape
• 208 Million Population - the world’s sixth most populous country
• 100 Million under the age of 30 years -23.8 is the Median Age
• 18th Largest Middle Class in the World- USD 2 to USD 20 Per/Day
• Family size of 6.5 person with almost equal gender ratio
• Punjab with 53% population & the most dense province
• 36% Urban population which is growing over 3% annually
• Top 10 cities Contain 20% Population – Karachi is the biggest over 15 Mn
GDP - TOTAL
Agricultural
Sector
19%
Services
Sector
60%
Industrial
Sector
21%

Market Facts - Pakistan
• 36th-largest country in the world, 796,095 sq km
• GDP (purchasing power parity): $1.1 trillion (2017 est.)
• GDP per capita: $5,400 (2017 est.)
• Rs.3.6 trillion – Whole sale and Retail Trade
• Fastest Growing Retail Market – 8.2% (2016-2021)
• 73% Tele Density – 153 million mobile phone users
• 22% Internet user – over 20 million people
Services Sector
17%
31%
22%
13%
11%
6%
Other
Private Services
General
Government
Services
Housing
Services (OD)
Finance &
Insurance
Transport,
Storage &
Communication
Wholesale &
Retail Trade

Elements for the Progressive Distribution Network
Know the
Consumer
Know the
Retailer
Design product
& Services
Distribution
Retailer
oriented
products &
network

FMCG Distribution Services
FMCG Distribution Demand
Business Excellence
• Operating Model Governance
• FMCG Analytic & Insights
• New Business Services Delivery
• Centres of Expertise (Co-Es)Population GDP Urbanization
Fix Foundation for Real Value Creation Build New Operating Model

Consumer
Insight

Know the Consumer

Demographic Split
ISLAMABAD
1%
KHYBER
PAKHTUNKHWA
15%
PUNJAB
53%
SINDH
23%
BALOCHISTAN
6%
FATA
2%
Census 2017
RURAL
64%
URBAN
36%

Demography – Top 20 Cities
Census 2017
46,125,439
20.97%
RANK NAME PROVINCE Population
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
Karachi
Lahore
Faisalabad
Rawalpindi
gujranwala
Peshawar
Multan
Hyderabad
Islamabad
Quetta
Bahawalpur
Sargodha
Sialkot
Sukkur
Larkana
Sheikhupura
Rahim Yar Khan
Jhang
Dera Ghaxi Khan
Gujrat
Sindh
Punjab
Punjab
Punjab
Punjab
Khyber Pakhtunkhawa
Punjab
Sindh
Capital Territory
Balochistan
Punjab
Punjab
Punjab
Sindh
Sindh
Punjab
Punjab
Punjab
Punjab
Punjab
14,916
11,126,285
3,204,276
2,098,231
2,027,001
1,970,042
1,871,843
1,734,309
1,009,832
1,001,205
762,111
659,862
655,852
499,900
490,508
473,129
420,419
414,131
399,064
390,533

Human Development Condition
Census 2017
Pakistan HDI - 0.562 - Medium - World Rank 150
Islamabad
Punjab
Sindh
Khyber Pakhtunkhawa
Balochistan
Fata
0.875
0.732
0.64
0.628
0.421
0.216
Very High
High
Medium
Medium
Low
Low
5.97
6.43
5.58
7.94
6.95
8.96
Very High => 0.8 | High 0.7 to 0.799 | Medium 0.55 - 0.699 | Low Less Than 0.55
Area HDI Status Family Size

Human Development Condition
Human Development Index UN 2017
Districts wise HDI
Top Ten Districts
Very High
High
Medium
Low
0.853
0.739
0.6372
0.371
35.69 Millions
62.23 Millions
61.83 Millions
40.28 Millions
6.09
6.48
6.61
6.29
Status HDI
17.8%
31.1%
30.9%
20.1%
%
9
23
33
56
Districts POP Family Size
Districts HDI Family Size
Lahore
Islamabad/Rawalpindi
Karachi
Sialkot
Jhelum
Gujrat
Chakwal
Attock
Faisalabad
Gujranwala
0.877
0.875
0.854
0.834
0.829
0.795
0.792
0.786
0.782
0.769
HDI Rank
1
2
3
4
5
6
7
8
9
10
6.33
5.97/6.08
5.74
6.78
5.97
6.23
5.62
6.14
6.43
6.71
Status
Very High
Very High
Very High
Very High
Very High
High
High
High
High
High
Note: Fata & AJK Data is not included

Top 10 Most Populous Cities
Human Development Index UNO 2017
City
Karachi
Lahore
Faisalabad
Rawalpindi
Gujranwala
Peshawar
Multan
Hyderabad
Islamabad
Quetta
0.854
0.877
0.782
0.871
0.769
0.756
0.718
0.716
0.875
0.664
HDI
Very High
Very High
High
Very High
High
High
High
High
Very High
Medium
Status
4
1
10
3
10
14
21
22
2
38
HDI Rank
5.74
6.33
6.43
6.08
6.71
8.72
6.2 4
5.06
5.97
8.22
Family Size

Urbanization Speed
Census 2017
Province wise Population and Growth Rates
Area
Pakistan
KPK
Punjab
Sindh
Balochistan
FATA
Islamabad
132.35
17.74
73.62
30.44
6.57
3.18
0.81
Population in Million Average annual Growth Rate
207.77
30.52
110.01
47.88
12.34
5
2
1998 2017
2.6
2.8
2.6
2.7
2.4
2.1
5.2
2.4
2.89
2.13
2.41
3.37
2.41
4.91
1981-98 1998-2017
Area
Pakistan
KPK
FATA
Punjab
Sindh
Balochistan
Islamabad
Population in Million Urban share (0/0)
132.35
17.74
3.18
73.62
30.44
6.57
0.81
84.25
11.06
2.20
47.29
19.03
4.33
0.34
1981 1998
207.77
30.52
5.00
110.01
47.89
12.34
2.00
2017
32.52
16.87
2.69
31.27
48.75
23.89
65.72
28.3
15.06
-
27.6
43.32
15.62
60.06
1981 1998
36.38
18.77
2.84
36.71
52.02
27.55
50.58
2017

Retail
Insight

Monthly Family Expense Distribution
Census 2017
Housing, water,
electricity, gas & fuels
30%
Food & Non
Alcoholic Bev
35%
Miscellaneous
3%
Recreation & Culture
2%
Alcoholic Bev.
& Tobacco
1%
Restaurants & Hotels
1%
Health
2%Communication
3%
Education
4%
Furnishing & household
equipment maintenance
4%
Transport
7%
Clothing & Footwear
8%

Food Expenditure Break down - 35% of Expense
Census 2017
Food Consumption
Milk
Cereals
Vegetables
Meat
Ghee
Other food items
Sugar
Fruits
Pulses
Squashes
Tea
Biscuits
Jams
21%
20%
13%
10%
9%
8%
5%
4%
3%
3%
2%
2%
2%
Punjab
17%
20%
13%
14%
8%
7%
5%
4%
2%
3%
4%
2%
2%
Sindh
16%
23%
10%
10%
10%
9%
8%
4%
3%
2%
3%
3%
1%
KPK
13%
22%
13%
15%
8%
5%
6%
4%
3%
3%
4%
2%
2%
Boluchistan

Food Category Size - Opportunity Mapping
Average Food Expenditure
Milk & Products
Cereals
Edible Oils & Fats
Vegetables
Gur, Sugar Preparations
Meat and Fish
Poultry
Miscellaneous Food Products
Tea, Coffee, Soft Drink
Condiments and Spices
Fruits & Dry Fruits
Tobacco & Chewing Products
Pulses, Split & Whole
Baked & Fried Products
Total
25.2
18.21
10.79
8.59
6.4
6.37
4.91
3.68
3.45
3.3
3.1
2.43
2.33
1.24
100
Category
Weight
398.49
287.96
170.62
135.82
101.20
100.73
77.64
58.19
54.56
52.18
49.02
38.43
36.84
99.61
1542
33.21
24.00
14.22
11.32
8.43
8.39
6.47
4.85
4.55
4.35
4.09
3.20
3.07
1.24
128.50
Per Cap Consumption - PPP
Annual $ 1542 Monthly $ 128.50
82.8
59.83
35.45
28.22
21.02
20.93
16.13
12.09
11.34
10.84
10.18
7.98
7.65
4.07
328.56
Total Size - Billion
Economic Survey of Pakistan 2017
Per Capital GDP $5400
Domestic Consumption $4428
80% Per capital DGP
Food share $1542
35% Of Domestic Consumption

Know the Retailer

Channel Segmentation
Census 2017
Wholesale
1%
Food Services
12%
Street Vendor
6%
Medical
Store
3%
Grocery
Store
76%
Bakery
2%
Modern Trade
0.5%
2 Millions Total Outlets
Local Source
FMCG Universe
Channel
No.
Outlets
% Age
Bakery
Street Vendor
Grocery Store
Medical (Drug) Store
Food Services
Wholesale
Modern Trade
17000
52000
656000
23000
101000
9000
4000
862,000.00
2%
6%
76%
3%
12%
1%
0.46

Retail Landscape
Retail Outlet Projections
Year No. Outlets
2016
2017
2018
2019
2020
2021
500,000,00
562,5 00,00
632,812,50
711,914,06
800,903,32
1,000,000,00
Euro-monitor
FMCG Universe
Net Retail Sales
PKR $
2013
2014
2015
2016
2017
2018
1 6, 220,00
18,1 00,00
20, 320,00
22 930,00
25,980,00
29, 440,00
115.85
129.26
145.14
163.77
185.57
210.28
Statisca
Billion
35,000,00
30,000,00
20,000,00
15,000,00
10,000,00
5,000,00
0
2012 2013 2014 2015 20182016 2019
1,200000
1,000000
800,000
600,000
400,000
200,000
0
2013 2014 2015 20182016 2019

Basis for Mapping the Retail Store
Location
Category
Handling
Sales
Volumes
Foot Fall of
Customer
Customer
Type
Store
Layouts
Area of
The Store
No of Cash
Counter

Modern Trade - International
• Outlets - 9
• In Cities - 5
• Outlets - 6
• In Cities - 3
• Outlets - 2
• In Cities - 1

Modern Trade - Pakistani
• Outlets - 10
• In Cities - 4
• Outlets - 6
• In Cities - 3
• Outlets - 5
• In Cities - 3

Modern Trade - Pakistani

Top Ten Retailers – Growing segments
Store
Imtiaz
Metro
Al-Fateh
Chase Group
Madina Cash & Carry
Euro Store
Punjab Cash & Carry
Hyper star
USC
CSD
Total
60
67
50
30
65
85
90
55
95
65
62
Food
40
33
50
70
35
15
10
45
5
35
38
Non food
65
39
35
36
12
6
6
28
40
21
288
Total to - Billion
8
9
10
14
11
9
6
6
5300
135
5508
No. Store
Share %

E Retailing

E Retailing Landscape in Pakistan
• Vendors
• Logistics
• Website
• Couriers
• Payment Methods
Component
• Clothing
• Consumer Electronics
• Food
• On line Bookings – tickets
• FMCG
Categories
• Vendor Capacity
• Payment Methods
• Regulation – NO
• Courier ability
• Technology
Challenges

Opportunity
Processed Food

Proposed Categories for the Distribution
Canned
Foods
Processed Food
& Frozen
Milk & Dairy
Products
Meat, Poultry &
Related products
Food is no longer the labour intensive affair in urban households
Ready-to-cook, store-bought items are steadily making their way onto our plates
The rising Pakistani urban middle-class
Growing disposable incomes are accountable for This shift in dietary patterns
Ready-made food contributes nearly ﬁve per cent
Why

Market Analysis
Category
Milk & Products
Cereals
Edible Oils & Fats
Vegetables
Gut, Sugar Preparations
Meat and Fish
Poultry
Miscellaneous Food Products
Tea, Coffee, Soft Drink
Condiments and Spices
Fruits & Dry Fruits
Tobacco & Chewing Products
Pulses, Split & Whole
Baked & Fried Products
25.2
18.21
10.79
8.59
6.4
6.37
4.91
3.68
3.45
3.3
3.1
2.43
2.33
1.24
Category
Weight
YES
YES
YES
NO
YES
NO
YES
YES
YES
YES
NO
YES
YES
YES
Packaging
Mostly disorganize
Mostly disorganize
organized
Mostly disorganize
Mostly disorganize
Mostly disorganize
Mostly disorganize
organized
organized
Mostly disorganize
Mostly disorganize
organized
Mostly disorganize
Mostly disorganize
Dominant Portion
Nestle, Engro, Fauji
Nestle, Fauji
Dalda, Mezan, Kashmir
No National Brand
No National Brand
No National Brand
K&N, Season, Suﬁ
Uniliver, P&G, Reckit
Tapal, Lipton, Vital
National, Shan
No National Brand
PTC, PHM, KTC
No National Brand
Gourmet, Shezan
Market Players
Traditional
Traditional
Dalda
Traditional
Traditional
Traditional
Traditional
Uniliver
Pepsi
Traditional
Traditional
Pakistan Tobacco
Traditional
Traditional
Market Leader
Low
Low
Moderate
Low
Moderate
Low
Moderate
Moderate
High
Low
Low
High
Low
Moderate
Competition

Market Insight – Category Analysis
Packaging
Dominant Portion
Market Players
Market Leader
Competition
Most of the Categories have Packaging
Supply Chain is disorganize
Brands are available
Traditional channel is the market leader
Moderate to Low - Niche marketing

Key Producers and Targeted Category Share
Topping, Desserts
Dairy Products
Meat, Poultry
Canned Foods
Nestle, Uniliver
Nestle, Engro, Fauji
K&N, Suﬁ, Meat One ,FML
Imports
Share in FOOD
Dairy Products
Meat, Poultry
Canned Foods
Topping, Desserts
CATEGORY Share
25.2%
11.28%
0.79%

Target Market
Lahore
Islamabad/Rawalpindi
Karachi
Sialkot
Jhelum
0.877
0.875
0.854
0.834
0.829
Very High
Very High
Very High
Very High
Very High
1
2
3
4
5
Districts HDI Status HDI Rank
6.33
5.97/6.08
5.74
6.78
5.97
Family Size

Opportunity Mapping
Particulars
Size (Trillion PKR)
Demand
Supply
Competition
Entry
Integration
Expertise
Customer
Infra-structure
Market size
0.9
Medium
High
High
Difficult
High
High
High
Strong
Big
Dairy&
Confectionery
0.7
Medium
High
High
Average
Medium
Medium
Medium
Medium
Medium
Cereals
0.4
Medium
Medium
High
Difficult
High
High
High
Strong
Medium
EdibleOil&
Fats
0.4
High
Medium
Medium
Average
Medium
High
High
Weak
Medium
Vegetables,
Fruits&DryFruits
0.2
High
High
Medium
Average
High
High
High
Strong
Medium
Gur&
Sugar
0.2
Medium
Medium
Medium
Difficult
High
Medium
High
Medium
Medium
Meat&
Fish
0.2
High
High
Medium
Easy
High
Medium
High
Strong
Medium
Poultry
0.1
High
High
High
Difficult
Medium
High
High
Strong
Medium
PersonalCare
&HomeCare
0.1
High
High
HIGH
Difficult
Medium
High
High
Strong
Medium
Tea,Coffee&
SoftDrink
0.2
High
High
High
Difficult
High
Medium
High
Strong
Medium
Spices&
Pulses
0.1
High
High
High
Easy
High
Medium
Medium
Medium
Medium
Tobacco
00.1
Low
Medium
Low
Easy
Average
Average
Low
Medium
Low
Baked&
Fried

Hybrid Distribution Analysis
Hybrid
Distribution
Strengths
• High and growing demand
• Selected distribution/
Category centric
• Smooth supplies
• Urban retail/Modern retail
Challenges
• New entry
• Modern Trade
• Local Competition
• Developing category
Threats
• Quality Maintenance
• Vendors
• Platforms
• Competition
Opportunities
• Quality
• Know how development
• Branding
• Integration – Forward/
Backward

Distribution - Three Years Road Map
Start Up
Year 1
• Karachi
• Lahore
• Isamabad
Capitalising the Equity
Year 3
• Build Capacity and
service for future
Partnering The Brands
Year 0
• Enter with capability
strength
• Entry with the big Brands
to Syncronised with the
market
Adding Cities
Year 2
• According to
level of
experties

Financial Highlights
1st Year
63M
2nd Year
94M
3rd Year
120M
Net
Revenue
1st Year
21%
2nd Year
23%
3rd Year
25%ROI
1.26B
Gross
Revenue
2nd Year
1.87B
3rd Year
2.4B
1st Year

Financial Highlights
0
40,000,000
60,000,000
80,000,000
100,000,000
120,000,000
140,000,000
1st Year 2nd Year 3rd Year
EBITA
0
40,000,000
60,000,000
80,000,000
100,000,000
120,000,000
140,000,000
0
500,000,000
1,000,000,000
1,500,000,000
2,000,000,000
2,500,000,000
3,000,000,000
Gross Revenue Net Revenue

Value Chain Partnership in Pakistan

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