The document presents a strategic plan for Wilmar International in the palm oil industry, aiming to secure significant revenue growth and establish industry leadership through sustainable practices and stakeholder management. It outlines a transformation roadmap that includes product diversification, market expansion, and the implementation of monitoring technologies to ensure adherence to environmental standards. Additionally, it highlights the importance of collaboration with government and NGOs to enhance Wilmar's reputation and compliance in the palm oil sector.

1. PALM OIL 2016
YALE SOM INTEGRATED LEADERSHIP CASE COMPETITION
THE SINGAPORE LIONS

2. Slide #2
3COUNTRIES
21YEARS OF WORK EXPERIENCE
4UNIQUE FUNCTIONS
4ACADEMIC BACKGROUNDS
13UNIQUE LANGUAGES

3. AGENDA OUTCOMES
PROBLEM ANALYSIS
RECOMMENDATIONS
CONCLUSION
Slide #3
Products & Markets
Focus on Palm Oil Industry
Q&A

4. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #4
Build Wilmar into an agriculture industry
leader.
Trailblaze industry standards in economic
and environmental sustainability.
Secure two major geographies.
USD 4.5 billion increase in revenue in 5 years.

5. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #5
How can Wilmar positionitself to achieve sustainable
growth while maintaining its reputation and influencing
the market and stakeholders?

6. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #6
POSITIONING
REPUTATION
SUSTAINABLE GROWTH STAKEHOLDER MANAGEMENT
PRODUCTS MARKETS
GOVT NGOs
CUSTOMERS SUPPLIERS
COMMUNITY
Wilmar needs to reposition itself to experience breakthrough!

7. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #7
PALM OIL INDUSTRY : P.E.S.T.E.L ANALYSIS
POLITICAL ENVIRONMENT SOCIAL TECHNOLOGICAL ECONOMY LEGAL
Industry is
supported by
government.
International
political
pressures.
Slash and burn
leads to global
warming.
Poses threats to
tropical forest
and wildlife
habitat.
Palm oil account
for 20% of the
Indonesian
exports.
Industry has
developed the
economy
significantly.
Effect of
deforestation on
local community.
Issues related to
corruption due
to unclear land
allocation rules.
Digital mapping to
reduce ambiguity
in land rights.
Varying guiding
principles for
sustainable
growth.
Ambiguity in land
ownership rights.

8. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #8
-100, -100
-20, 50
50, -20
Unsustainable
Practices
0, 0
Unsustainable Practices Sustainable Practices
Sustainable
Practices
OtherPlayers
A CLASSIC “CHICKEN GAME” PROBLEM

9. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #9
-50, -20
Mitigating chicken game takes courage!
Remove our own option and reduce incentive for others
Sustainable PracticesOtherPlayers
Unsustainable
Practices
0, 0
Sustainable
Practices

10. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #10
PRODUCT MIX : REDUCE RISK & FOCUS ON GROWING PRODUCT LINES
*Source- Annual Report
Revenue by Company Divisions
1. 15% focus on sugar as a product line
from 6%.
2. Focus on consumer products,
centered in New Zealand & Australia.
3. Maintain palm oil focus, to reduce
risk from variations in oil price
fluctuations.

11. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #11
MARKET MIX : FOCUS ON GROWING MARKETS
*Source- Annual Report
Revenue by Geographies 1. Increase revenue from Indian
market to 10% by riding on the
growing demand wave.
2. Continue focus on Africa, to help
build brand image in the long term &
benefit from a growing economy.
3. Leverage acquisition of Goodman
Fielder Limited to increase revenue
from NZ and Australia to 7%.
Europe

12. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #12
THE TROIKA : THREE GUIDING PRINCIPLES
TRACEABILITY
TRANSPARENCY AWARENESS

13. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #13
INDONESIAN PALM OIL INDUSTRY : TRANSFORMATION ROADMAP
We propose a transformation roadmap taking into account Wilmar’s guiding
principles and various stakeholders.
Trace the
industry
outliers
1
Share
information
2
Evaluate &
Penalize
3
Wilmar
Certification
4
Continuous
Monitoring
5
Educate &
Awareness
Campaign
6
12 months 6 months 18th months onwards

14. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #14
Renew old relationships to progress
Stakeholders Action Goal Risk Proposed Mitigation
Government - National
Level
1) Renew relationship with Norwegian
Fund Managers
2) Form new agricultural monitoring
board to tackle legal obstacles
Utilize the $1 billion funding - left with
95%
Ignorance of Norwegian Fund Managers Set up a memorandum of understanding
that Indonesia will pilot this solution
through Wilmar and Sumatran
government
Government - District Level
Work with Wilmar and its suppliers to
test this solution
Promote green awareness and distinct
its competitive advantage
Unwillingness to collaborate Showcase potential profit and loss
through lack of monitoring efforts
Wilmar
Provide list of suppliers to agricultural
monitoring board
Advancing the test of monitoring
technology
Pushback from suppliers Delayed full penalization until year
2018
NGOs
Begin monitoring the process of
technology implementation to ensure
fairness and progress
Political and Bureaucratic obstacles Continuous international pressure. If
project on track, continuous praise.

15. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #15
Stakeholders Action Goal Risk Proposed Mitigation
Government - District and
Agricultural Monitoring
Board
Identify outliers and punish
suppliers by restricting purchase.
Will stop purchasing by 2018 if still
doesn’t meet standard of NDPE.
Identify and encourage suppliers
that meets standard of NDPE
“Spank and thank”
Punish and stop palm oil suppliers
from unsustainable palm oil
practices.
Encourage and build suppliers with
sustainable palm oil practices
Public or Supplier backlash Educate and Awareness Campaign
NGOs
Suppliers moving to other players Continue value chain identification
if supplier move to other players,
continuous spank and thank.
Wilmar
Increased price of palm oil Product portfolio recalibration
Balancing positive and negative reinforcement is key to compliance

16. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #16
Stakeholders Action Goal Risk Proposed Mitigation
Government - National,
Government - District,
Agricultural Monitoring
Board, and
NGOs
Seeing that Wilmar is a pilot for
new monitoring technology and
practices sustainability in
agricultural activity. Wilmar should
be certified as Greenpeace
ambassador and be branded
superior to competitors
Continuous monitoring of palm oil
practices situation in Sumatra.
To encourage new industry
standards amongst palm oil
industry
Begin to penalize companies which
doesn’t adhere to the new industry
standards
Follow up implementation risk
when other organization request
for same certification
Continuous 18 months phased
program for other palm oil industry
players
Wilmar
Review pricing strategy for palm oil
to ensure stable cost structure
Ensure cost structure stability and
financial sustainability
Customer backlash
Wilmar as industry leader and
recipient of new certification will
be pricing leader
Time to set new industry benchmark

17. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #17
Stakeholders Action Goal Risk Proposed Mitigation
Government - National,
Government - District,
Agricultural Monitoring
Board, and
NGOs
To spread this transformation
model to other districts in
Indonesia
Utilize the rest $1 billion funding to
implement changes in other
districts
Pushback from other district
government
Pivot opinions using earlier proven
benefits of the program
Wilmar
Educate customers and consumers
to continuously make known the
new business position of Wilmar’s
palm oil
Reinforce and advocate the new
industry standard
Requires Investment Take long term approach to
potential future business growth
Reinforce and communicate the new industry standard

18. OUTCOMES PROBLEM ANALYSIS RECOMMENDATION CONCLUSION
Slide #18
NEW PRODUCT & MARKET MIX WILL HELP INCREASE REVENUE
TRANSFORMATION ROADMAP WILL ESTABLISH WILMAR AS INDUSTRY LEADER
Secure two major geographies.
USD 4.5 billion increase in revenue.

19. Slide #19
THANK YOU

20. APPENDIX Sugar Forecast : Consumption expected to outpace production

21. APPENDIX Wilmar is Australia’s largest raw
sugar producer and refiner. The
Group produces about 50% of
Australia’s raw sugar and its 75%-
owned refinery joint venture
supplies about 75% of Australia’s
and New Zealand’s sugar
requirements and also exports to
many Asia Pacific markets.
Australia’s sugar production is to
increase 300,000 tons to 5.0 million
based on higher area and yield.
Exports are slightly higher at 3.7
million tons on greater exportable
supplies as consumption remains
flat
*Source- Sugar: World Markets
and Trade (USDA)
*Source- Annual Report 2015
Increase Sugar Production through presence in Australia

22. APPENDIX Revenue forecasting
Current revenue 2015: USD $38 billion
Increase in revenue from Sugar & consumer products : Approx. 12% (8%+4%)->
Approx. USD $4.5 billion
Increase in revenues from markets in India and NZ/Australia:
Approx. 11% ->Approx. USD $4.18 billion.
Expected growth from new acquisition: Approx. 70% revenue increase from
acquisitions over 5 years, to take complete control of sales.

23. APPENDIX Palm oil industry profit shrink - 2015 data: In palm oil refining, which accounts for
48 per cent of group pre-tax profit, Wilmar is facing tougher competition from
refiners in Indonesia adding capacity to take advantage of government tax
incentives aimed at developing local industry. Wilmar’s refining margins shrank in
the fourth quarter.
Why Africa is important:
Africa: World’s second fastest growing economy.
29% revenue growth in 5 years.
20% of the world’s population from Africa in 2050.
70% of the population into agriculture - good base for integrated leadership
development model.