Koç Holding TURKEY S LEADING INVESTMENT HOLDING COMPANY

Transcription

1 Koç Holding TURKEY S LEADING INVESTMENT HOLDING COMPANY Investor Presentation March 2018

2 Koç Holding Overview TURKEY S LEADING INVESTMENT HOLDING COMPANY Turkey s largest industrial and services group in terms of revenues, exports, employees, taxes paid and market capitalization PROFITABLE AND HIGH GROWTH MODEL FOCUSED ON SUSTAINABILITY The only Turkish company in Fortune % CAGR in consolidated profit 2 in the last five years Combined Revenues / GDP 7% Total Exports / Turkey s Exports 10% PIONEER IN ITS SECTORS Total MCap on Borsa Istanbul 19% Leading positions with clear competitive advantages in sectors with long-term growth potential such as energy, automotive, consumer durables and finance Notes: Data as of YE17, 2017 GDP reflects the projection of Turkish government s Medium Term Porogram (1) 2017 report (2) In TL terms between

3 1960s 1950s 1940s 1990s 1996 The end of an extraordinary life; Vehbi Koç passes away 1984 Second generation of Koç Family takes over 1970 First public offering 1963 Establishment of Koç Holding A.Ş. International partnerships; grow in new sectors (establishment of Ford Otosan, Aygaz, Setur and Tat Gıda) First industrial ventures 1938 The first joint stock company: Koç Ticaret A.Ş Official foundation of Koç Group Milestones Today Turkey's largest industrial and services group 2016 Ömer M. Koç becomes Chairman Major acquisitions (Tüpraş & Yapı Kredi) & Proactive disposals 2006 Koç Holding signs the UN Global Compact Acquisition of Tüpraş, Yapı Kredi Bank & Tansaş 2003 Third generation of Koç Family takes the reins Exports growth accelerates Grow in new sectors (establishment of Arçelik, TürkTraktör, Koçtaş, Divan) Our foremost objective is to consistently create value for our stakeholders and manage our activities according to international standards of corporate governance, customer satisfaction, social responsibility & environmental protection We carry on the journey which began more than 90 years ago according to a growth strategy rooted in efficiency and productivity 3

4 Strong, Stable and Supportive Shareholding Structure WORLD CLASS CORPORATE GOVERNANCE PRACTICES Koç Family has its own internal governance and investment vehicle which provides stability and consistency (Temel Ticaret) Sustainability is key as the majority of Koç Family s wealth is invested in Koç Group Koç Family mainly assumes Board level responsibility 1/3 of BoD comprised of highly experienced international names; 1/3 of independent members Business run by highly experienced professional management with performance linked compensation 26.5% free float with 87% held by international investors Temel Ticaret % Koç Family Members 20.64% Free Float 26.46% Koç Pension Fund 1.99% Vehbi Koç Foundation 7.26% (1) 99.4% family-owned investment vehicle. As of YE17, total voting rights including A (2 voting rights) and B (1 voting right) shares is 55.55%. A shares do not have any other privileges 4

5 Positioned to Benefit from Turkey s Growth Potential Scale and Strategy Ensuring Strong Positioning Largest Industrial Group in Turkey Largest Exporters in Turkey Largest R&D Investments in Turkey 4 of the Top 5 Industrial Enterprises 1 4 of the Top 10 Exporters 2 Largest Intellectual Property Rights Portfolio 3 of the Top 10 Companies in Patent Applications 3 #1 Tüpraş #2 Ford Otosan #3 Tofaş #5 Arçelik #1 Ford Otosan #2 Tofaş #5 Tüpraş #8 Arçelik >7,500 trademarks >4,100 patent families >9,600 patents >800 industrial design registrations >5,400 Internet domain names #1 Arçelik #3 Ford Otosan #4 Tofaş Large Distribution Network and Customer Database Allowing Significant Data Analytics Largest distribution network ~ 870 bank branches ~ 11,000 dealers and after-sales services Largest customer database Large customer database of over 27 million (21.8 mn with data sharing permission) in different business segments together with strong CRM capabilities, enabling efficient up & cross-selling (1) Istanbul Chamber of Commerce (2017) (2) Turkish Exporters Assembly (2017) (3) Turkish Patent Institute (2016) 5

6 Leading Positions in Strategic and Lucrative Business Lines Energy Automotive Consumer Durables Finance Automotive Other Sectors Main Companies Tüpraş 1 / Aygaz 1 Opet / Entek Main Companies Ford Otosan 1 / Tofaş 1 / TürkTraktör 1 / Otokar 1 / Otokoç Otomotiv Main Companies Arçelik 1 Main Companies Yapı Kredi Bankası 1 / Koçfinans Main Companies Food: Tat Gıda 1 / Retailing: Koçtaş, Bilkom / Duty Free, Tourism & Marinas: Setur / IT: KoçSistem / Innovation: Inventram / Procurement: Zer International Alliances Ford Motor Co. / Fiat Chrysler Automobiles / Case New Holland International Alliances LG Electronics (Air conditioner manufacturing) International Alliances UniCredit International Alliances Kingfisher / Kagome / Sumitomo / Mitsui Domestic Market Position Market Share Sole refinery in Turkey #1 in LPG distribution - 28% #2 in petroleum products distribution - 18% Domestic Market Position Market Share #1 in total automotive - 25% #3 in passenger cars - 14% #1 in light com. vehicles - 56% #1 in tractors 49% #1 in automotive retailing #1 in car rental #2 in operational car leasing Domestic Market Position Market Share #1 in white goods - c. 50% #1 in air conditioners - 51% Domestic Market Position Market Share #4 in assets among private banks c. 10% share in total loans and deposits #1 in credit cards - 22% (outstanding volume) #1 in leasing - 21% #1 in factoring - 15% #2 in mutual funds -19% Domestic Market Position Market Share #1 in tomato products, tomato paste and ketchup #1 in pasteurized milk #1 in premium pasta #1 in DIY retailing #1 in marinas (1) Listed companies Note: All data based on YE17 6

7 Portfolio Structure (I/III) Balanced Between Defensive & Growth Assets Defensive Assets 57% Growth Assets 43% Aygaz Ford Otosan Koçtaş Opet Tüpraş Tofaş TürkTraktör Arçelik Yapı Kredi Divan Düzey Entek KoçSistem Koçfinans Otokoç Otokar Marinas Setur Tat Gıda Higher dividends Higher growth Dividend Payout 60% Growth ~1.5x GDP Share in NAV 7

8 Portfolio Structure (II/III) Sectorally Diversified -- Resilient vs Cyclicality Share in: Dividends Net Income NAV Key Risks & Sensitivities Key Strengths Automotive (PC & CV Mfg) 34% 20% 28% Turkey and European demand (main drivers: GDP & int. rates) Domestic growth potential Secured export contracts Strong positioning in JV universe Automotive (Other) 9% 6% 10% Agricultural sector trends Demand by defense industry Leading positions & brand names Strong R&D Wide distribution networks Refining 26% 31% 22% Regional crack spreads (commodity prices) Demand insensitive to GDP Turkey s diesel deficit FX and oil-linked pricing mechanism Oil & Gas Distribution 14% 4% 5% Oil & LPG prices Regulation Limited growth in cylinder market Low sensitivity to GDP Consumer Durables 13% 7% 12% Turkey and global demand (main driver: GDP) Geographic diversification Low-cost manufacturing Dynamic investment approach Finance 1% 26% 13% Domestic credit / int. rate risk Regulation Growth potential Leading position in digital Strong positioning in JV universe Other 3% 6% 10% (1) Macro risks Leading positions Turnaround potential Inorganic growth opportunities Note: Dividends, Net Income and NAV as of 2017 (1) Includes Koç Holding net cash & assets (5%) and other companies (5%) 8

9 Portfolio Structure (III/III) Geographically Diversified International Sales / Total (Combined) Regional Breakdown of International Sales (Combined-2017) 50% Including Tüpraş, c.50% of combined sales ($ 30bn) not sensitive to domestic economy 28.5% 29.2% 30.0% 22.1% $ 1.2bn $ 12.7bn $ 2.5bn 7% 70% 14% $ 1.2bn $ 0.1bn 1% 7% $ 0.1bn 1% Main Contributors: Tofaş: 68% Ford Otosan: 70% Arçelik: 61% 9

10 Risk Metrics Prudent Risk Management Pricinciples Strong Cash Position (Solo) US$ 2.1 bn gross cash 73% in US$, 27% in TL US$ 1.5 bn total debt 2 Eurobonds (Mar 16: US$ 750 mn, 7yrs, 5.25% coupon; Apr 13: US$ 750, 7 yrs, 3.5% coupon) US$ +574 mn net cash (5-year average US$ ~700 mn) Solid Liquidity 1.4x current ratio on a combined basis Sustainable Leverage 1.2x net financial debt / EBITDA on a combined basis Limited FX Position US$ +26 mn solo long FX position US$ +197 mn consolidated long FX position after natural hedge 1 US$ +121 mn consolidated long FX position after natural hedge weighted by effective ownership 1 Notes: All data as of 2017 (1) Net FX position at US$ -1.2 bn after deduction of US$ 1.5 bn of loans designating as hedging instruments; Natural hedge mechanism due to FX linked pricing of Tüpraş inventory accounts for US$ 1.4 bn 10

11 Performance Constantly on an Inclining Trend amidst Volatility Turkey GDP Growth 8.5% 11.1% 4.8% 8.5% 5.2% 6.1% 3.2% 7.4% 1-4.7% 4.9 Net Profit (TL bn) ,228 1,291 Holding Dividend Income (TL mn) Note: GDP growth figures based on TurkStat data (1) As of 9M

12 Ratings Above the Sovereign Standard & Poors Moody s BBB- Two notches above Turkey sovereign at Investment Grade Ba1 One notch above Turkey sovereign A+ A1 A A- Stable Stable Stable Stable Positive Stable Negative Stable Negative Negative A3 A2 Positive Positive Positive Positive Stable Stable Negative BBB+ Baa1 BBB Baa2 BBB- BB+ Investment Grade Threshold Baa3 Ba1 Investment Grade Threshold BB BB- Ba2 Stable Negative Negative Negative Stable Negative Stable Negative Negative Ba3 Positive Stable Negative Negative Stable Negative Apr Feb Apr Apr May Nov Dec 2015 Mar May 2016 Jul Nov 2016 Jan Feb May Nov Apr 2013 May 2013 Apr 2014 Jun 2015 Dec 2015 Mar 2016 Sep 2016 Nov 2016 Mar Feb Mar Koç Holding Turkey Moody s: Rating reflects the company's strong financial profile and balanced portfolio of investments in mature and high-growth companies, which have diversified the entity's dividend income. The holding company has a track record of maintaining solid liquidity and follows a prudent approach in managing its investment portfolio 12

13 Maximizing Shareholder Value Structure Ensuring Robust Performance Performance Based Executive Compensation System Shareholder Value Comprehensive executive compensation system, one of few in Turkey also linked to share performance Proactive investor relations management Economic Profit Market Cap L-T Strategic Targets to Maximize Future Shareholder Value Cash dividend pay-out Strong risk management focus Aggressive Growth Sustainable Profitability Executive Effectiveness Asset Efficiency Customer Satisfaction Employee Dev.&Satis. Technology Development Other Strategic Targets Track record of timely and value accretive investments and portfolio management Strong Stock Performance Consistently Low NAV Discount Sustainable Institutional Investor Base Stock Performance (TL) Koç Holding BIST % -6% % +48% % +9% % -16% % +26% % -13% NAV Discount Koç Holding Peer Group % -41% % -40% % -36% % -35% % -39% % -42% Share of foreign holdings in free float 82% 84% 87% 87% 81% 64% 65% 62% 63% 65% Koç Holding BIST Notes: 2018 share performance and NAV discount figures are update as of (1) Peer Group: Sabancı Holding and Dogan Holding 13

14 Investments (I/III) Disciplined Strategy and Clear Evaluation Process Strategy Turkey Global Standardized evaluation process for investments that require Holding Evaluation All investments treated equally based on standard metrics and methods, facilitating informed decisions Existing businesses Consolidate leading positions & improve effectiveness Expand in existing and/or adjacent sectors Main Investment Criteria IRR: Calculated based on risk adjusted cost of capital Size: Invest in assets in new sectors only if they move the needle at portfolio level Strategic fit, potential synergies & turnaround opportunities Scope New businesses Exploit potential opportunities Opportunistic plays / partnerships Portfolio company investments > predetermined thresholds Holding level investment decisions Divestitures Investment Committee CEO, CFO, Sponsoring Business Unit President, Strategy and Business Development Director, Audit President, General Counsel 14

15 Investments (II/III) Focus on Scale and Returns Investments (Combined) Growth Opportunities $ 13.4 bn over the last 5 years with major capex cycle now finalised for main group companies Energy Existing Businesses Domestic & int l growth opportunities across different segments such as renewables, LNG and mining TL 6.4bn TL 7.6bn TL 6.9bn TL 6.2bn TL 7.3bn Automotive New manufacturing and R&D projects for export markets with JV partners Consumer Durables Opportunistic buyouts in international markets Finance Growth opportunities in Turkey Dividend payout ratio of KH remained ~20% throughout this period; Group companies financed investments mainly via their own balance sheets New Businesses Exploit potential opportunities both locally and internationally 15

16 Date Company Sector Held Since Buyer / Seller Notes DISPOSALS Nov 11 Koç.net IT 2000 Vodafone Aug 08 Oltaş Auto Supplies 1963 Continental A.G. Jul 08 Koç-Allianz Insurance 1974 Allianz SE Jun 08 Demrad Heating & Ventilation 2003 Ada Metal May 08 Migros FMCG 1975 BC Partners 51% sold for $ 1.65bn Oct 07 DemirDöküm Heating and Cooling Appliances 1955 Vaillant Group Jul 07 BOS Industrial Gas Manufacturing 1987 Linde Dec 06 Döktaş Iron Casting 1973 Componenta Nov 06 Izocam Insulation Materials 1965 ACQUISITIONS Investments (III/III) Track Record of Profitable Portfolio Rotation St.Gobain Isover & Alamana Ind. Oct 06 Yapı Kredi Banking - Saving Deposit Insurance Fund 57.4% bought for $ 1.4bn and additional $ 464mn collected from market. Merged with Koçbank Jan 06 Tüpraş Refining - Privatisation 51% bought for $ 4.1bn Aug 05 Tansaş FMCG - 71% bought for $ 0.4bn, merged with Migros, divested together in May

17 Leading Corporate Citizen Vehbi Koç Foundation: Institutionalization for social development Established in 1969 as Turkey s first private foundation to make philanthropic endowments for the public good to create sustainable and replicable projects and programs in education, healthcare, culture and arts Assets: TL 4.8 bn 1 Education Healthcare Culture & Arts The Koç School (1988) Koç University (1993) Koç Primary Schools ( ): 17 schools across Turkey Semahat Arsel Nursing Education and Research Center (SANERC, 1992) VKV American Hospital (1995) Koç University School of Nursing (1999) Koç University School of Medicine (2010) Koç University Hospital (2014) Sadberk Hanım Museum (1980): Turkey s first private museum Vehbi Koç Ankara Studies Research Center (1994) Suna-İnan Kıraç Research Institute for Mediterranean Civilizations (AKMED,1996) Antalya Kaleiçi Museum (2000) Koç University Research Center for Anatolian Civilizations (ANAMED, 2005) TANAS Art Gallery, Berlin ( ) ARTER (2010) VKV Ford Otosan Gölcük Culture & Community Center (2011) Ankara University Musrafa V. Koç Marine Archaeology Research Center (2015) (1) Market value as of YE16 Further information can be obtained from

18 Corporate Solutions for Social Advancement Our projects commonalities are unity, synergy and leadership established through our companies, employees and dealers For My Country project Since 2006: >1 mn tree saplings planted in 7 For My Country forests 18k children embraced environmental awareness 84k units of blood donated 126k individuals participated in the Right Approach To Disability training programs I Support Gender Equality For My Country program launched to create gender-sensitive workplaces Vocational Education: A Crucial Matter for the Nation Since 2006: 8k students in 81 provinces and 264 schools have been provided with active scholarships Coaching support for students was provided by 579 Koç Group employees in 76 provinces One of the first Turkish companies to sign the United Nations Global Compact Partnership with the United Nations Entity for Gender Equality and the Empowerment of Women Sponsorship of the Biennial between , an arts event organised by the Istanbul Culture and Art Foundation Further information can be obtained in our «Sustainability Report» available on

19 Brent Crude Oil & LPG Prices Jan-16 Feb-16 Mar-16 Apr-16 May-16 Jun-16 Jul-16 Aug-16 Latest Growth Trends Sep-16 Oct-16 Nov-16 Dec-16 Crude Oil (Brent) $/bbl Energy Sector Jan-17 Sales Units, Domestic Market (mn tons) +8% Feb-17 Mar-17 Apr-17 May-17 Jun-17 Jul-17 Aug-17 LPG (Algeria) $/ton Sep-17 Oct-17 Nov-17 Dec-17 Crack Margins Diesel Gasoline Q1 Q2 Q3 Q Q1 Q2 Q3 Q Competitive Advantages 14.4 Q1 Q2 Q3 Q Fuel Oil (3.5%) Jet Fuel Q1 Q2 Q3 Q Underpenetrated market with growing oil demand and diesel deficit; 9% CAGR for diesel demand over the last 5 years % % -1% th largest LPG market in Europe, 11 th globally; 2 nd biggest autogas market globally Strategically located between Asia and Europe; close to Middle East Diesel Jet Fuel Gasoline LPG Source: Energy Market Regulatory Authority Note: Crack margins based on Tüpraş data Structured legal framework and independent regulator Government incentives for renewable energy 19

20 Koç Group in the Energy Sector Diversified and Synergetic Positioning Koç Positioning Coverage of Domestic Fuel Demand Koç ~60% 40% Imports Koç Share of Turkey s Storage Capacity ~70% 30% Others Sole refinery in Turkey and the Largest LPG distribution company Market Position / Share Tüpraş Aygaz Opet Turkey s sole refinery 7 th largest in EU 26 th largest in the world #1 in LPG distribution - 28% #1 in cyclinder - 41% #1 in autogas - 24% #2 in white products - 18% Integrated refining company with downstream operations Covers ~60% of domestic fuel demand One of the most complex refineries globally (Avg. Nelson Complexity 9.5; Izmit 14.5) Most preferred LPG brand in Turkey since its foundation more than 55 years ago Market leader with 3 brands - Aygaz, Mogaz, Lipetgaz Largest dealer and fleet network Retail and wholesale operations in fuel distribution Fastest growing player in its sector Highest customer and station satisfaction Entek Growing player in power generation Electricity generation with 421 MW total installed capacity Strong focus on renewable assets with high profitability 20

21 Tüpraş Turkey s Sole Refinery (TL thousands) y/y Sales Volume (k, tons) % Domestic % Exports % Total Production (k, tons) % Capacity Utilisation 105.3% 108.1% 2.8 pp Revenues 34,855 53,948 55% EBITDA 3,396 5,882 73% EBITDA Margin 9.7% 10.9% 1.2 pp Net Income 1,793 3, % 7 th largest refinery in Europe and 26 th largest globally Wide range of crude oil processing capacity (28.1 MT via 4 wellpositioned refineries) One of the most complex refineries globally (Nelson Complexity index of avg. 9.5; İzmit 14.5) ~70% of Turkey s total storage capacity together with Opet Access to cheaper sources of crude oil with ability to use heavier and sour crudes Operational flexibility Energy efficiency programs Large scale capex finalised Net Refining Margin ($/bbl) Med Complex Margin ($/bbl) Net Debt / EBITDA Mcap ($ bn) % İzmir 11 MT NC: 7.7 İzmit 11 MT NC: 14.5 Kırıkkale 5 MT NC: 6.3 Batman 1.1. MT NC: 1.8 Diversified Supply Base Tüpraş purchased 27.7mn tons of crude oil from 25 different types of sources in 2017 Main sources constitute Iraq, Iran, Turkey, Russia, S. Arabia, Kuwait Focus on Higher Margin Products Light 25% Heavy 23% Other 2% White Product Yield: %76 Middle 50% Initiatives / Developments Jun 15: All units of RUP (Residuum Upgrade Project - $ 3bn investment) operational leading to positive impact on complexity, capacity utilisation, white product yield and hence profitability Notes: All figures as of 2017 unless otherwise stated. Financials based on CMB publicly announced IFRS data. EBITDA as per company calculation (1) Mcap increase as of YE

22 Aygaz Market Leader in LPG for more than 55 years (TL thousands) y/y Sales Volume (k, tons) 2,108 2,155 2% Auto % Cylinder % Other 975 1,061 9% Revenues 6,749 8,469 25% EBITDA % EBITDA margin 5.8% 4.2% -1.7 pp Net Income % Generic brand in Turkey for LPG with 28% market share in total LPG market 24% market share in autogas 41% market share in cylinder LPG Fully integrated LPG services Serves 100k homes with cylinder LPG daily More than 1mn vehicles use Aygaz autogas daily Synergies with Koç Group energy companies Net Debt / EBITDA Mcap ($ bn) % Sector Dynamics Wide Distribution Network 2,359 cylinder LPG dealers 1,710 autogas stations High Logistics Competency Largest fleet operator Reduces costs Provides flexibility in sourcing and inventory management Over 1 MT filling capacity Direct import to 5 different locations Autogas: CAGR of ~5% over the last 3 years 40% of 11.2 mn cars in Turkey run on LPG, largest fleet globally 30%+ price advantage vs gasoline ~200k conversions from gasoline to LPG per year Cylinder gas: Relatively stable demand over the last 3 years Slowing expansion of natural gas grid Low LPG prices Population upsurge due to Syrian refugees (~3 mn) Notes: All figures as of 2017 unless otherwise stated. Financials based on CMB publicly announced IFRS data. EBITDA as per company calculation (1) Mcap increase as of YE

23 Other Energy Companies Opet - Turkey s fastest growing fuel distribution company Station Numbers 1,504 1, ,073 1,126 White Product Market Share Opet Position #2 17.8% 17.7% Second biggest distribution company by volume Unrivalled leader in customer satisfaction in its sector for 10 years 1.1 million m 3 storage capacity via 5 terminals 21 stations owned via Aygaz-Opet Gayrimenkul JV with THY on jet fuel distribution JV with Fuchs 1 on production and marketing of mineral oils 40% owned by Tüpraş and 10% by other Koç (18% total indirect KH stake) Opet Sunpet M17 Entek - The power generation company of Koç Group Energy Sector Dynamics Excess capacity leading to pressure on profitability Turkey s total installed generation capacity: 83,275 MW (Stateowned 24%; Build-Operate and Build-Operate-Transfer model selling to TETAŞ 2 11%; Private sector 65%) Increasing focus on renewable energy Breakdown of installed capacity by fuel type: hydro 33%; natural gas 32%; imported and domestic coal-fired 22%; other renewable and thermal 11%, solar 2% Entek 421 MW total installed capacity: 1 natural gas (157 MW), 6 hydro power plants (264 MW) Possibility to purchase electricity and sell via wholesale company Eltek allows hedging against drops in system prices Strong focus on strengthening renewable energy portfolio Dec 17: Won tender for 2 hydro power plants with 178 MW installed capacity for TL 1.3bn Dec 17: Acquired 3 hydro plants with 24 MW installed capacity (Azmak) Note: White products market share is based on EMRA (Energy Market Regulatory Authority of Turkey) data as of YE17 (1) German lubricant producer; World s largest independent manufacturer of lubricants, operates in more than 40 countries (2) State-owned Electricity Wholesale Company 23

24 Automotive Sector Competitive Advantages Domestic Market Dynamics 5 th largest auto manufacturing hub in Europe; 14 th largest globally with a production capacity of c. 2 million units Underpenetrated domestic market with ongoing growth (191 PC & CV/ 000 vs 615 Western Europe and 306 Eastern Europe) Sales ( 000) Production ( 000) 1,486 1,359 1,011 1, , ,696 Strong local supply with low cost production capabilities 632 High export volume ensuring resilience vs domestic demand volatility 4 th largest tractor market globally with 48% of 1.8mn tractor park >24 years indicating high replacement potential Latest Growth Trends '07-'10 '11-'14 Avg Avg Sales Units, Domestic Market ( 000) Export Units, Turkey ( 000) -3% +17% 1, % 1, , % % Passenger Cars Light Commercial Heavy Commercial TOTAL Source: Automotive Manufacturing Association, LMC Automotive 24

25 Koç Group in the Automotive Sector Undisputed Leader in Turkey Production Others 55% Koç Positioning Koç 45% Widest sales and after-sales network Highly skilled and experienced workforce Highest number of R&D employees in Turkish automotive Long-standing JV partnerships Large scale procurement contracts via JV partners Focus on efficiency and product diversification Strong R&D focus Leading positions and ongoing growth Market Position / Share Exports Sales Others 57% Koç 43% Koç 25% Ford Otosan Tofaş Türk Traktör Otokar #1 in CV - 30% #2 in Trucks - 28% #8 in PC - 5.5% #2 in LCV - 25% #4 in PC 9% #1 in tractors - 49% #1 in Buses 28% Leading Supplier of Land Vehicles for Turkish Armed Forces 50-50% JV with Ford - Ford s biggest CV manufacturing hub in Europe Turkey s largest commercial vehicle manufacturer and export champion One of Ford s 3 rd largest R&D centers globally 50-50% JV with Fiat Chrysler Automobiles (FCA) Sole domestic manufacturer and exporter of both PCs & LCVs 2 nd largest R&D capability of FCA in Europe 50-50% JV with Case New Holland Turkey s largest tractor manufacturer and exporter Flexible Manufacturing System providing high degree of flexibility Largest private sector defense company in Turkey 1 out of every 3 busses sold in Turkey carry Otokar brand 96% of turnover from Otokar designed vehicle sales Others 75% Otokoç Turkey s leading automotive retailing and car leasing company Main brands: Otokoç, Birmot, Avis, Budget 8% market share in new vehicle sales; #1 in second-hand sales International operations in 7 countries Source: Automotive Manufacturers Association, Company data (YE17) PC = Passenger Car; CV = Commercial Vehicles; LCV = Light Commercial Vehicles 25

26 Tofaş Defensive Portfolio with Take-or-Pay Contracts (TL thousands) y/y Total Unit Sales (k) % Domestic % PC % LCV % MCV % Exports % Total Production (k) % Revenues (TL) 14,236 17,468 23% Domestic 4,397 5,580 27% Exports 9,839 11,888 21% % of Exports 69% 68% -1.1 pp EBITDA 1,366 2,002 47% EBITDA margin 9.6% 11.5% 1.9 pp Net Income 970 1,283 32% Net Debt / EBITDA Mcap ($ bn) % Only company which produces both passenger and commercial vehicles with the largest production capacity in Turkey Intellectual and industrial property rights for MiniCargo, New Doblo as well as its PC models (Egea/Tipo) Export contracts with cost-plus and take-or-pay clauses ensure sustainable profitability Consumer financing activities via its fully owned subsidiary, Koç Fiat Kredi Large scale capex finalised solidifying importance of Tofaş for FCA 2 nd largest R&D capability of FCA in Europe Initiatives / Developments Gold level in World Class Manufacturing 2 YE17: Capacity expansion by 50k units for Egea/Tipo branded passenger cars completed; production capacity reached 450k units : Fiat Egea is the best selling passenger car in the domestic market : Completion of $ 1bn investment to produce 1.3 mn passenger cars by Start of new Egea/Tipo branded Sedan, Hatchback and Station Wagon serial production as of Dec 15, Apr 16, Jul 16, respectively Notes: All figures as of 2017 unless otherwise stated. Financials based on CMB publicly announced IFRS data. EBITDA as per company calculation (1) Mcap increase as of YE17 (2) As of 2017, there are only 5 plants of FCA globally that have achieved Gold level 26

27 Ford Otosan Turkey s Leader in Commercial Vehicles with Strong R&D Power (TL thousands) y/y 1 Total Unit Sales (k) % Domestic % PC % LCV % MCV % HCV % Exports % Total Production (k) % Revenues 18,289 25,341 39% Domestic 6,002 7,511 25% Exports 12,287 17,830 45% % of Exports 67.2% 70.4% 3.2 pp EBITDA 1,567 2,182 39% EBITDA margin 8.6% 8.6% 0.0 pp Net Income 955 1,490 56% Net Debt / EBITDA Mcap ($ bn) % Strong positioning in Ford universe: Lead manufacturing plant of Ford Transit globally (80% share in Ford European sales), single source of Custom & Courier; one of two sources for Ford Cargo heavy trucks Export margins secured via cost-plus agreements Technology licensing & engineering agreements delivering royalty fees with strong growth potential Natural hedge of FX-payables via FX-denominated export revenues Initiatives / Developments One of Ford s 3 largest R&D centers globally Aug 17: Announcement of capacity increase from 415K up to 440k by YE17 and to 455k by 3Q18 with $ 52mn investment 2016: Start of in-house developed Euro 6 Ecotorq engine production - the first & only truck engine designed and manufactured in Turkey : $1.4bn investment to increase capacity and renew entire product portfolio leading to significant rise in margins and volumes Notes: All figures as of 2017 unless otherwise stated. Financials based on CMB publicly announced IFRS data. EBITDA as per company calculation (1) Ford Otosan Analyst Presentation wholesale figures (2) Mcap increase as of YE

28 TürkTraktör Largest Tractor Manufacturer in Turkey (TL thousands) y/y Tractor Unit Sales (k) % Domestic % Exports % Total Production (k) % Revenues 3,443 4,215 22% Domestic 2,469 3,086 25% Exports 974 1,129 16% % of Exports 28% 27% -1.5 pp Market leader for the last 11 consecutive years. Covers c. 70% of total Turkish tractor production, 90% of total exports Largest tractor producer with 50k capacity JV structure with CNH: The only design and production center for certain products; exports to more than 130 countries Widest sales and after sales network Flexible Manufacturing System State of the art manufacturing processes with the first robotized paintshop in the Turkish tractor sector EBITDA % EBITDA margin 14.9% 11.7% -3.2 pp Net Income % Net Debt / EBITDA Mcap ($ bn) % Diversified product range The first R&D center in its sector Initiatives / Developments 2Q15: Movement of the paint shop and assembly line of all product groups to Erenler was completed (currently component manufacturing in Ankara, assembly in Erenler) 2014: Erenler plant was opened. Capacity increased by 15K to 50k units 2013: Entered a new business line - the construction equipment market with Case and New Holland brands Notes: All figures as of 2017 unless otherwise stated. Financials based on CMB publicly announced IFRS data. EBITDA as per company calculation (1) Mcap increase as of YE

29 Other Automotive Companies Otokar - Largest private sector defense company in Turkey (TL thousands) y/y Revenues 1,635 1,785 9% EBITDA % EBITDA margin 10.2% 10.2% 0.0 pp Net Income % Mcap ($ bn) % Turkish Armed Forces leading supplier and exporter of land platforms Products with Otokar IP rights used on 5 continents and >60 countries Market leader in 25+ passenger bus segment for the last 7 years Initiatives / Developments Feb 17: Signed the biggest export contract ($ 661mn) in Turkish Defense with Tawazun for production of 8x8 armored vehicles in UAE Otokoç - Turkey s leading automotive retailing and car rental company (TL thousands) y/y Revenues 4,730 6,346 34% EBITDA % EBITDA margin 8.8% 9.1% 1.4 pp Net Income % Sales and post-sales activities with more than 35 branches 30% share in Ford & Fiat CV sales; 7% share in total auto market Rent-a-car & operational leasing via >43k vehicles (Avis, Budget) Services also in 7 countries: Kazakhstan, Azerbaijan, N. Iraq, Hungary, Georgia, N. Cyprus and Greece Initiatives / Developments Dec 17: Entered rent-a-car and operational leasing business in Greece via Avis, Budget and Payless brands Notes: All figures as of 2017 unless otherwise stated. Financials based on CMB publicly announced IFRS data. EBITDA as per company calculation (1) Mcap increase as of YE

30 Consumer Durables Sector Competitive Advantages Domestic Market Dynamics Sales (mn) Production (mn) Efficient and cost-effective production hub for multiple markets Solid domestic market growth potential driven by favourable demographics, lower penetration compared to EU, renewals, rapid household formation and urbanization Competitive labour costs and strong local supply Channels: 85% dealers; 15% chain retailers for durables Latest Growth Trends '07-'10 Avg '11-'14 Avg Sales Units, Domestic Market ( 000) Export Units, Turkey ( 000) +2% % % % % 2.1 Turkey Western Europe Eastern Europe S. Africa Source: White Goods Manufacturing Association, Arçelik 30

31 Arçelik (I/II) Truly Global with Sales to Over 100 Countries Worldwide (TL thousands) y/y Revenues 16,096 20,841 29% Domestic 6,449 8,125 26% Exports 9,647 12,716 32% % of Exports 60% 61% 1.1 pp White Goods 11,707 11,089 36% Electronics 2,266 1,841 22% Other (mainly A/C) 2,123 7,911 23% EBITDA 1,769 1,954 10% EBITDA margin 11.0% 9.4% -1.6 pp Net Income 1, % Net Debt / EBITDA Working Capital / Sales 31% 32% 1.4 pp Mcap ($ bn) % Domestic leader (50% m. share in white goods & ACs; c. 25% in TVs) Leading positions in key international markets. Beko as the flagship brand Extensive & exclusive dealer network (~3,000 dealers, 600+ aftersales points) Production in low-cost regions, proximity to key markets and economies of scale Production centers in 7 countries: Turkey, S. Africa, Romania, Russia, China, Pakistan, Thailand Sector Positioning Regional Breakdown of Revenues ~60% of revenues from international markets The first and only Turkish company in the Top 200 List of World Intellectual Property Organization Turkey : #1 EU : #2 E. Europe : #1 UK : #1 Romania : #1 Pakistan : #1 S. Africa : #1 Other Pakistan 4% 4% Middle East 3% Africa 7% CIS & Eastern Europe 13% Western Europe 30% Turkey 39% Notes: All figures as of 2017 unless otherwise stated. Financials based on CMB publicly announced IFRS data. EBITDA as per company calculation (1) Mcap increase as of YE

32 Arçelik (II/II) Strong Growth Trends Utilising Organic and Inorganic Opportunities Initiatives / Developments May 17: Agreement to create Voltbek in India, a JV with Voltas (part of the Tata Group) with equity of $ 100mn. A refrigerator production facility will open by YE18 and other domestic appliances will be imported to India May 17: Greenfield investment for a new washing machine plant in Romania ($ 105mn capex) in addition to the existing refrigerator plant Jun 16: Acquisition of Dawlence in Pakistan for $ 258mn. Dawlence is the white goods market leader in Pakistan (#1 in cooling & MW with 45% market share; #2 in AC & laundry) 1Q16: New refrigerator plant in Thailand becomes operational ($ 100mn capex). Creation of sales network for neighbouring countries Jul 11: Acquisition of Defy in South Africa for $ 230mn. Defy is the market leader in South Africa with 40% market share Growth Strategy Overview Organic Turkey: Grow in lower penetrated premium segments, built-in products and small domestic appliances (SDA); further strengthen dealership network International: Improve market share of more profitable built-in; strengthen SDA position; grow Grundig in the more premium segment ASEAN: Leverage Beko brand Europe & North America: Exploit organic growth opportunities Inorganic Higher-end brands in developed markets Emerging market growth via acquisitions, partnerships and greenfield investments in MENA and ASEAN 32

33 * Sep' Finance Sector Low Penetration Levels Providing an Opportunity for Rapid Growth Loans + Deposits / GDP Branches per million inhabitants Mortgages / GDP 215% % 125% % 6% EU-28 Turkey EU-28 Turkey EU-28 Poland Turkey Source: European Central Bank, BRSA, CBRT Figures as of September 2017, Branches per mn inhabitants as of YE16 Growing, Healthy and Profitable Banking Sector Asset Quality NPL Ratio (%) GDP Growth (%) Household Liabilities to GDP (%) Turkey EU Capital Adequacy Ratio (%) Bank Return on Equity (%) Source : ECB, BRSA, BAT * 2017 GDP growth is expected figure 33

34 Yapı Kredi Bank Significant Improvement in Profitability Significant Profitability Acceleration Net Income 1 (TL mn) ROATE 1 33% 3, % 170 bps 2, % Strong Operational Performance Cost/Income 1,2 43% Revenues +11% Costs +7% (vs 12% CPI) 41% 1.37% CoR 1.07% Efficient Scale Loans Deposits Solid Fundamentals Capital Ratios LDR 16.0% 9.5% 15.6% 10.0% CAR 14.2% 14.5% 110% 112% CET1 10.6% 10.9% Among private banks Among total sector Among private banks Among total sector Notes: Market shares based on BRSA bank-only weekly data as of 29 Sep 17 CAR= Capital Adequacy Ratio; CET1= Common Equity Tier-1; LDR= Loans / (Deposits + TL Bonds); CoR= Total Specific + Generic Cost of Risk net of collections CAR and CET1 based on BRSA bank-only financials ROATE indicates Return on Average Tangible Equity (excl. goodwill of TL 979 mn) (1) 2016 figures exclude gain on sale of Visa (2) 2016 other income and provision figures are restated due to the revision on accounting treatment of collections 34

35 Other Main Companies Tat Koçtaş Zer Setur Koç Sistem Inventram Sector Food DIY Retailing Central Procurement Duty Free, Tourism, Marinas IT Innovation Production of tomato products, dairy products and pasta. #1 in tomato products, pasteurized milk and premium pasta KH distribution company Düzey performs logistics for Tat Gıda products as well as some external leading brands Strong focus on end-to-end efficiency and innovative product launch especially in dairy Leader in Do-it-Yourself market in Turkey with total sales area of over 236k m 2 (42 Koçtaş & 17 Koçtaş Fix stores) JV structure with Kingfisher, a leading European DIY company with over 1,200 stores in 10 countries Focus on ensuring omni-channel shopping experience with continuous developments in digital channels and capabilities Strategic and operational procurement via access to a large pool of suppliers Start of expansion to clients outside of the Koç Group since 2016 Initiatives to enhance digital channels and e-trade platform for SMEs A range of tourism related services (incl. ticket sales, tours, events) via 45 authorized and 256 online agencies Duty-free sales operations at 40 shops in 4 airports, 5 land border gates and 7 seaports Setur Marinas is the leader in Turkey with 24% market share and 11 marinas Special emphasis on corporate tourism. Focus on process automation and CRM integration Leading player in the IT sector with large-scale projects and 3 data centers Provider of innovative services such as IoT platforms and business solutions Preferred partner of Koç Group companies, also with c.50% of revenues from external companies Evaluation and investment into start-ups, innovative products and ideas 35% owned by Koç Holding, 35% by Koç University and 30% acquired by Mitsui as of 2016 Facilitation of suitable project integration into Koç Group companies 35

36 Annex 36

37 Unlisted Companies 2017 TL mn Koç Holding Direct Share Revenues Operating Profit 1 EBITDA Book Value (SHE) Arçelik LG Klima 5.00% Bilkom 69.94% 1,382 1, Düzey 31.15% 1,595 1, Entek 49.62% Koç Finansman 44.50% KoçSistem 41.11% Koçtaş 37.13% 1,307 1, Marina / Ayvalık 7.72% Marina / Tek Art Kalamış 75.92% Opet -- 20,534 28, ,487 1,937 Otokoç Otomotiv 96.32% 4,731 6, Ram Dış Ticaret 39.74% 1,055 1, RMK Marine 40.53% Setur 24.11% 1,080 1, Zer 39.00% 2,037 2, Notes: Financials for unlisted companies disclosed semi-annually (1) Excluding FX gains/losses and credit finance income/charges on trade receivables and payables 37

38 Summary Combined Financials by Segment Energy Segment Automotive Segment Consumer Durables Segment Finance Segment Share in Combined Operating Profit 1 Share in Consolidated Net Income Share in Combined Operating Profit 1 Share in Consolidated Net Income Share in Combined Operating Profit 1 Share in Consolidated Net Income Share in Combined Operating Profit Share in Consolidated Net Income 39% 35% 25% 27% 9% 7% 26% 26% TL mn, combined 2017 y/y Revenues 97,574 45% Operating Profit 1 6,322 66% Profit Before Tax 5, % Cons. Net Income 1, % TL mn, combined 2017 y/y Revenues 55,557 30% Operating Profit 1 3,975 38% Profit Before Tax 3,325 41% Cons. Net Income 1,338 33% TL mn, combined 2017 y/y Revenues 23,361 30% Operating Profit 1 1,471 6% Profit Before Tax 821 1% Cons. Net Income 342-7% TL mn, combined 2017 y/y Operating Profit 4,236 13% Profit Before Tax 4,363 13% Cons. Net Income 1,262 19% 2 (+) Favorable refining margins (+) Full capacity utilization (+) Higher US$/TL (+) Low base effect (-) Demand impact of LPG price increase (+) Strong export volume (+) Higher /TL (+) High capacity utilization (+) Pricing focus (-) Increase in raw material prices (+) Solid sales volumes, especially in Turkey (+) Consolidation of high margin Pakistan investment (-) Increase in raw material prices (-) Lower Turquality income (+) Improving cost / income (+) Effective CoR management (+) Balanced and selective volume growth (-) Rising funding costs (1) Excluding FX gains/losses and credit finance income/charges on trade receivables and payables (2) 2016 figures exclude gain on sale of Visa 38

39 Group s Overall Financial Performance TL mn, 2017 Energy Automotive Consumer Durables Finance Other Combined Revenues 1 97,574 55,557 23,361 29,700 11,108 y/y 45% 30% 30% 23% 16% 34% Combined Operating Profit 2 6,322 3,975 1,471 4, y/y 66% 38% 6% 6% 109% 33% Combined Profit Before Tax 5,321 3, , y/y 115% 41% 1% 7% 59% 43% Combined Net Income 4,471 3, , y/y 103% 34% -7% 6% 69% 38% Consolidated Net Income 3 1,709 1, , y/y 108% 33% -7% 11% 94% 42% Total 217,299 16,187 14,290 12,514 4,909 (1) Before revenue eliminations (2) Excluding FX gains/losses and credit finance income/charges on trade receivables and payables (Combined operating profit reported in 2017 financial report is TL 16,196mn) (3) Koç Holding s consolidated net income after the share of JV partners and non-controlling interests 39

40 Shareholding Structures Koç Holding Koç Family: 64.3% 1 Free Float: 26.5% Vehbi Koç Foundation: 7.3% Koç Pension Fund: 2% Energy Automotive Consumer Durables Finance Other Tüpraş SPV: 51% Free float: 49% KH: 43.7% 2 SPV KH : 77% Aygaz: 20% Opet: 3% Aygaz KH: 41% Other Koç: 10.5% Liquid Pet. Co.: 24.5% Free float: 24% Opet Tüpraş: 40% Other Koç: 10% Öztürk Group: 50% KH: 18% 2 Ford Otosan KH: 38% Ford: 41% Other Koç: 3% Free float: 18% Tofaş KH: 38% FCA: 38% Free float: 24% TürkTraktör KH: 37.5% CNH : 37.5% Free float: 25% Otokar KH: 45% Ünver Hold.: 25% Other Koç: 3% Free float: 27% Arçelik KH: 41% Other Koç: 17% Burla Group: 18% Free float: 25% Koç Financial Services KH: 42% Other Koç: 8% UniCredit: 50% Yapı Kredi Bank KFS: 82% Free float: 18% KH: 35% 2 Tat Gıda KH: 44% Other Koç: 10% Sumitomo & Kagome: 5% Free float: 41% Koçtaş KH: 37% Kingfisher: 50% Other Koç: 13% Setur KH: 24% Other Koç: 76% Zer KH: 39% Other Koç: 60% Other: 1% Notes: Update as of Sept 17 (1) Temel Ticaret (family-owned investment vehicle) 43.65%, Koç Family Members 20.64% (2) Effective stake indirectly through subsidiaries 40

41 Disclaimer This presentation does contain forward-looking statements that reflect the Company management s current views with respect to certain future events based on the base-case assumptions. Although it is believed that the expectations reflected in these statements are reasonable, they may be affected by a variety of variables and changes in underlying assumptions that could cause actual results to differ materially. Neither Koç Holding nor any of its directors, managers or employees nor any other person shall have any liability whatsoever for any loss arising from the use of this presentation. 41

42 Koç Holding Contacts IR Application Gülsevin Tunçay, Coordinator Investor Relations Gizem Poyraz, Manager Investor Relations Neslihan Aycıl, Manager Investor Relations

43 Main Group Companies Contacts Arçelik Hande Sarıdal, Finance Director Orkun İnanbil, IR Manager Aygaz Şebnem Yücel, Finance Director Selin Sanver, IR Manager +90 (212) Otokar Doğan Seçkinler, Finance Manager Ext Gülşah Mutlu, IR Manager Ext Tat Ahmet Çağaşan Yılmaz, CFO Tüpraş Aslı Gülçür, Head of Strategic Planning Merve Savaşlıoğlu, IR TürkTraktör Ahmet Canbeyli, CFO İlkiz Karagüllü, IR Manager Ford Otosan Oğuz Toprakoğlu, CFO Aslı Soyubol, IR Manager Tofaş Stefano Reganzani, CFO Erman Tütüncüoğlu, IR & Risk Management Manager Yapı Kredi Bank Kürşad Keteci, Head of Corporate Strategy and IR Hilal Varol, IR Manager