FOOD and AGRICULTURE | 12 May 2009 INITIATION OF COVERAGE

Almarai Company
Neutral Pre-eminence priced in
Price (SR) 148.0 Almarai’s preeminent position in the GCC dairy sector is reflected in its 40% out
performance relative to the TASI in the past 12 months, leading to only 5% upside to our
12-month target price (SR) 156.1
price target. We believe that most of the positives are factored in the current price and
Potential upside/downside (%) ↑ 5 expect acquisition-led growth to provide the fresh triggers.

Stock details Financials

52-week range H/L (SR) 183//113 2008 2009E 2010E 2011E CAGR %
Market cap ($mn) 4,308 Revenues SR mn 5,030 6,063 7,017 8,007 16.8
Shares outstanding (mn) 109 EBITDA SR mn 1,331 1,682 1,949 2,264 19.4
Listed on exchanges TADAWUL EBITDA margin % 26.5 27.7 27.8 28.3
Price perform (%) 1M 3M 12M Net income SR mn 910 1,124 1,307 1,532 19.0
Absolute (1.3)(11.2) 1.7 Net margin % 18.1 18.5 18.6 19.1
Rel. to market (15.7) (31.5) 40.4 ROE % 27.3 28.2 27.3 26.6
Avg daily turnover (mn) SR US$ Herd size Unit 100,000 110,000 117,700 123,585
3M 24.1 6.4 Milk production Ltr mn 682 774 842 884
12M 34.8 9.3 Dairy-to-total sales % 79 76 74 72
Reuters code 2280.SE Source: Company, NCBC Research estimates

Bloomberg code ALMARAI AB

z Almarai is a leading GCC dairy company. It has a dominant position in its traditional core
Website www.almarai.com
products such as fresh dairy (49% of 08 revenues) with a commanding GCC market share
Valuation multiples
of around 44% and a 59% and 49% market share of the KSA milk and laban markets
08 09E 10E
respectively. By leveraging its superior brand image, operational infrastructure and
Reported P/E (x) 17.7 14.3 12.3
distribution network, we believe Almarai will continue to gain share in the fresh dairy market
Adjusted P/E* (x) 17.3 14.0 12.1
(51% by 2013) with group revenue CAGR of 14% expected for 08-13.
Reported P/B (x) 4.5 3.7 3.1
Adjusted P/B* (x) 4.4 3.6 3.0 z Almarai has the largest and most technologically advanced farms in the region, giving it
EV/EBITDA (%) 14.7 11.9 10.3 market-leading milk yields (12,800 liters per cow vs. average of 8,981 liters in KSA) This,
Div yield (%) 2.4 2.7 3.0
coupled with ownership of the majority of its extensive operational and distribution facilities,
Source: NCBC Research estimates,
*MCap adj for dividends as well as MV of listed allows it to serve over 42,000 customers daily throughout the GCC whilst enjoying the
investments divided by net incomes
highest operating margins among its peers (20% vs. 6-15%)
Share price performance z Future growth is expected to come from geographical expansion of core products as well
300 25000 as entry into new business lines. The dairy acquisitions in Jordan and Egypt will provide
250 20000 access to the Levant and North African regions with the SR903mn acquisition of HADCO
200
15000 enabling it to extend its product range. The entry into the fast-growing fruit juice and bakery
150
10000 business lines provides Almarai the opportunity to replicate its success in the dairy
100
5000
50 business and leverage its organizational advantages. For 08-13, we expect revenue
0 0
CAGR’s of 26% and 24% in the bakery and juices business respectively.
Aug-05 Nov-06 Feb-08 May-09

Almarai Tadawul (RHS) z Almarai is trading at 2009 adjusted P/E of 14.0x, a premium to global peers which trade at
13.7x. We believe Almarai deserves to trade at a premium to its global peers given its
Source: Reuters
superior growth prospects.

z We endorse the perception that Almarai is a quality company. We believe that the current

Farouk Miah stock price factors in most of these positives and reflects in Almarai’s out performance of
f.miah@ncbc.com the TASI by 40% in the past 12 months. With only 5% upside to our current target share
price of SR156, we believe further upside is limited. We initiate coverage on Almarai with a
Please refer to the last page for Neutral weighting.
important disclaimer
 Investment scenarios

Growth potential ahead, but risks remain Why Neutral weighting?

300 • Excellent stock to build exposure to the sector:
Strong management, focused business, and well
240
established brands that support ambitious
180 189
166 expansion plans
148.00
120
103 • Risk-reward balanced. From a DCF perspective,
60 the stock suggests 28% upside on our bull case
scenario, and 30% downside on our bear case
0
Jan-06 Feb-07 Mar-08 May-09 scenario

Historical Price Performance Current Price Price Target

• Valuation is at a deserved premium: The stock
trades at 2009E adjusted P/E of 14.0x, a 3%
premium to its global peer average
• High medium-term revenue visibility: The
acquisition of HADCO and successful roll out of
Price target : Weighting of DCF base case, surplus ROE model and P/E in ratio
bakery products across newer markets should
SR156 50/25/25. P/E is based on 2009E EPS. Surplus ROE is calculated
boost revenues in 2009.
using sustainable ROE of 26.7%
• Acquisition engenders upside potential: The
DCF Bull case Strong domestic market and greater geographical reach. We assume
company completed a dairy acquisition in Jordan
SR189 upward revision in price of dairy products, further expansion across
and an acquisition in Egypt is pending. These
MENA region and new product launches to result in revenue CAGR of
acquisitions will provide access to the North Africa
18% between 2008-11E, and margin gains from price hike and lower
and Levant regions.
cost results in 2011E EBIT margin of 23%.
• Positives reflect in 40% outperformance: We
DCF Base case Per capita consumption of dairy products remains favorable over the believe that Almarai’s strengths have largely been
SR166 medium term, expansion continues. We assume 2008-11 revenue priced in, reflecting in the 40% outperformance of
CAGR of 17% the stock vs. the TASI.
DCF Bear case Subdued dairy and bakery sales owing to slowdown in per capita Key value drivers
SR103 consumption in MENA region. We assume 2008-2011 revenue CAGR • Expansions of herd size and distribution
of 15.5% and 2011 EBIT margin of 20.2% reflecting higher input costs, capabilities coupled with acquisitions will likely
lower realized prices due to Almarai’s inability to transfer these costs drive revenue growth at a CAGR of 16.8% in 2008-
to end-users owing to regulated nature of dairy market along with the 2011
government efforts to keep milk prices under check in order to control
• Expansion of the high-margin bakery business into
inflation. Assumes higher WACC of 11.2%.
newer geographies, continued launch of new and
Dairy product prices and margins are key driver for core growth innovative products, combined with costs saving
initiatives, will help Almarai increase margins
200
Potential risks
5.29 6.14
11.62 • Limited control over pricing: Government
21.22
140 4.97 pressures constrain the company’s pricing
26.68 flexibility. For instance, the company is limited in
9.78 passing on higher commodity costs to consumers;
188.74
80 165.68 however, it is compelled to reduce prices when
commodity costs are coming down
103.03
• Rising input costs: We expect average raw
20
material prices to stay above historical levels.
Almarai is taking active steps (alternative sourcing,
Increase fresh dairy price by 1%
Decrease price of Fresh dairy by
Increase dairy raw material costs

Increase cheese & butter price by

Decrease dairy raw material cost

DCF Bear case

Decrease cheese & butter price

DCF Base Case

DCF Bull case

Higher WACC of 11.2%

economies of scale, efficient MIS, herd productivity

by 0.1% (as % of sales)
by 0.5% (as % of sales)

-40
etc.) to mitigate the impact
Potential catalysts
by 1%

2%

•
1%

Acquisition of the Egyptian and Jordanian dairy

firms, completion of HADCO acquisition and
development of the PepsiCo JV
• New product launches and successful rollout of
bakery business into newer geographies
• Entry into the burgeoning infant formula market
opening new avenues of growth

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 2

 Investment view
Investment case
• Growth driven by geographical expansion and new product and business lines:
Based on discussions with management and our analysis, we believe Almarai will achieve
continued growth through three key routes: 1) Geographic expansion of its core products
into the rest of the GCC/MENA: Almarai has completed a dairy acquisition in Jordan and
an acquisition in Egypt is pending; 2) Continued innovation in developing new products and
increasing efficiencies: Almarai intends to invest approximately SR6 billion during 2009–13;
and 3) Entry into new and related business lines: This will broaden growth avenues and
allow the company to leverage its existing infrastructure. We expect these factors to drive
top-line expansion at 14.4% CAGR and net income growth at 16.3% CAGR over 2008–13.

• Dairy based products continue to dominate revenue flow: Dairy and dairy-based
products, which contributed over 79% to Almarai’s top-line in 2008, are a stable source of
cash flows for the company. Driven by new product launches in each dairy product
category and aggressive marketing, revenues from the dairy and dairy products categories
grew 32% YoY in 2008, against an estimated industry growth of 2.6%. Although these
business lines are relatively mature, compared with the juice and bakery businesses,
initiatives such as construction of a new “super farm” should result in revenues from dairy
and dairy products expanding at CAGR of 11.1% over 2008–13.

• Bakery & fruit juice offer diversification into relatively higher-growth business lines:
Almarai plans to launch its bakery products in the UAE and Qatar in 2009; it has also
recently formed a joint venture with Vivartia SA, the largest food company in Greece, to
manufacture and distribute Vivartia’s bakery products in the GCC region. We expect
revenues from bakery products (including Vivartia) to expand at 26% CAGR during 2008–
13 (vs. 10.6% CAGR in fresh dairy in the same period), contributing 16.6% to Almarai’s
top-line by 2013 (vs. 10% in 2008). Bakery is a high-margin business and thus we expect
its contribution to total net income to increase from 13.1% in 2008 to 20.1% by 2013. In
Juice, Almarai’s continued emphasis on launching new products, coupled with attractive
packaging and aggressive marketing will be key growth drivers going forward. Juice
revenues are expected to grow at 24% CAGR during 2008–13. Overall, the contribution of
the bakery and fruit juice categories to Almarai’s total revenues is expected to increase to
31% in 2013 from 20% at present. However, we highlight higher levels of
competition/fragmentation in these markets vs. the dairy markets, as well as sales of some
of the high end juice products being negatively impacted by the current economic downturn
as possible brakes on growth.

• Expanding reach by leveraging a strong distribution network: Almarai has the

strongest distribution network in the GCC region, allowing it to reach more than 42,000
customers per day. Strategic negotiations with large retail formats such as Carrefour,
Panda, and Al Othaim that control approximately 30% of all retail sales in the region are
likely to help Almarai further expand its customer reach. Savola, the owner of Panda,
currently has a 29% stake in Almarai and its CEO is on the Almarai board. During our
discussions with Almarai management, they stated that the relationship with Savola is an
“arms-length” one. However, we believe this ownership by Savola, if anything, will be a
positive regarding distribution channels for its products, especially as the importance of
large-format retailers’ increases.

• Accretive acquisitions to boost shareholder value: In January 2009, Almarai completed

the acquisition of a dairy company in Jordan (Teeba) and another dairy acquisition in Egypt

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 3

 INVESTMENT VIEW

(Beyti) is pending. Almarai also announced on 06 November 2008 that it submitted a

proposal to acquire Hail Agriculture Development Company (HADCO - a poultry/animal
feed firm). On 09 May 2009, it announced that HADCO management had agreed to this
acquisition but now the deal was pending shareholder and regulatory approval. We expect
the HADCO and Teeba acquisitions to be earnings accretive soon after the take over and
we estimate Beyti to be accretive in year two. We believe the acquisitions make sense
strategically as Teeba and Beyti will provide access to the Levant and North Africa regions
enabling geographic expansion. The HADCO acquisition will allow Almarai to strengthen
vertical integration. A JV with PepsiCo to explore dairy and juice opportunities in Southeast
Asia, Africa and the Middle-East (excluding GCC) has also been recently signed. All of
these transactions should enable the growth of the company, although integration risk
exists. (Note: Given the Beyti and HADCO acquisitions have not yet completed, and no
financial information on the PepsiCo JV has been made available, we have not included
these transactions in our forecast numbers)

• ”From the farm to the fridge” – vertical integration provides margin advantage:
Almarai's operating margin of over 20% is well-above those of local and international peers
(5-15% range). We believe the key factor for this difference is Almarai’s strong vertical
integration. The company has a presence across the food production and distribution
chain, right from the ownership of farms to the ownership of fridges in the stores. The focus
on technology and efficiency has also led to the most productive cows in the world (an
average milk yield per cow of 12,800 liters a year vs. 9,810 liters in the US and 6,260 liters
in Europe). Going forward, we expect these factors to help Almarai offset the impact of any
significant rise in input costs on operating margins. We estimate Almarai to maintain
operating margin at historical highs, in the 21-22% range during 2009-2013.

• Strong cash flows facilitate investment in growth initiatives: Robust cash flows
support the company’s heavy investment in growth opportunities. We expect Almarai to
generate SR10.4 billion in operating cash flows during 2009–13, which exceeds the
estimated capital investments of SR6.0 billion for the period.

• Low consumption level points to a huge pent up demand: The GCC dairy market has
huge untapped potential with per capita consumption still low vs. other regions (21liters of
milk consumed per capita in the GCC vs. 76 liters in the EU and 91liters in the US). In the
past, a lack of supply of dairy products was the key bottleneck for the GCC region;
however, this is not an issue anymore. We believe that Almarai, with its strong brand
image, product innovations, and operational capabilities, is well positioned to capture this
latent demand.

• Core products lend resilience to perform even during a weak economic cycle: We
believe Almarai is a defensive company with demand for its core products largely inelastic.
Alongside this, its strong market position, healthy balance sheet and the gains from lower
raw material prices should enable Almarai to perform relatively well in the current weak
economic climate. We highlight, however, that these defensive characteristics will not be as
positive when the when the economic climate improves.

• 40% out performance vs. TASI leads to limits on upside: Positive demographic and
economic trends, coupled with the defensive nature of its products, make the GCC dairy
sector an attractive investment proposition. With leading market shares, operational
infrastructure and distribution network, we believe Almarai is the most attractive play on
this sector. We believe that the inherent strengths of the company have been factored in
the current stock price, with the stock outperforming the TASI by 40% in the past 12

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 4

 INVESTMENT VIEW

months. This leads to only a 5% upside to our PT of SR156 and reflects in our Neutral
weighting of the stock. We note, however, that the completion of the HADCO and Beyti
deals and more news on the Pepsi Co JV present a potential upside to the stock.

Investment risks
• Rising input costs: Feed costs per liter of milk have increased 28-34% over the past five
years with prices of other raw materials more than doubling. This rise in input cost, which is
in line with global commodity prices, has emerged as a major cause for concern. Although
raw material prices have declined sharply in the past few months, we believe average
prices for 2008-2017 will be higher than prices seen in the last decade leading to margin
pressure However, we believe Almarai is less likely to be affected because of its focus on:
a) alternative sourcing mechanisms; b) increasing economies of scale; c) focus on
reducing wastage through efficient information system; and d) herd productivity.

• Limited control over pricing: The ability of dairy producers in the GCC region to raise
prices of some dairy products such as fresh milk is limited. After years of stagnant prices,
fresh milk and laban prices were increased in January 2008. This provided a cushion to
margins of dairy producers in Saudi and the UAE in the face of rising input costs. The
prices of these dairy products are very politically sensitive, with the hike in January leading
to a five-day boycott of these products in Saudi Arabia. However the campaign quickly
waned as consumers began to understand that rising input costs are forcing companies to
take pricing actions. With raw material prices having fallen significantly from their 2008
peaks and inflation now cooling off, we believe a further hike in prices of dairy products is
unlikely.

• Outbreak of disease: A major outbreak of any disease within the herd could severely
affect the dairy businesses. For instance, in 2000, a disease named Rift Valley Fever
(RVF) led to the death of many humans and animals in KSA. Despite the fact that KSA and
UAE are officially recognized as disease-free and Almarai follows stringent quality control
standards, the possible occurrence of such an event may severely affect the company’s
dairy operations. However, Almarai mitigates such risks by sourcing approximately 90% of
its milk from its own herds. The company ensures that its herds are protected well through
regular approved vaccination programs and through routine surveillance by an experienced
team of veterinarians.

• Cuts in import duty on dairy products could spur competition: Saudi Arabia is a net
importer of dairy products, mostly skimmed powder milk and other products such as butter,
cheese, and cream. Hence, any reduction in custom duties on the imports of dairy products
would lead to higher competition from foreign suppliers and pressure on dairy product
prices in the domestic market. In addition, reduction of subsidies following Saudi Arabia’s
accession to the WTO will push up costs, which, in turn will squeeze margins.

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 5

 Contents
VALUATION 7
Weighted average cost of capital (WACC) 7

Discounted cash flow model 7

Surplus ROE model 8

Peer group valuation 9

Blended valuation 10

Valuation evolution 10
INDUSTRY AND BUSINESS DYNAMICS 11
Key macro themes impacting Almarai 11

Overview of the GCC dairy market 12

BUSINESS BACKGROUND 15
Company overview 15

Corporate history and overview 15

Shareholding pattern 16

Corporate governance and investor-friendliness 16

Corporate strategy 17
KEY THEMES 18
Will Almarai override the weak economic setting? 18

Vertical integration – from the farm to the fridge 20

Agflation and Almarai 23

Expansion through M&A 26

1Q-09 results 31
BUSINESS FOCUS 33
Business evolution 33

Segmental analysis 34
FINANCIALS ANALYSIS AND FORECASTS 43
Sales 43

Margins 45

Fixed asset investment 47

Working capital management 48

Cash flow 49

Leverage 50

Return ratios 51

NCBC numbers vs. consensus 52

FINANCIALS 53
APPENDICES 55

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 6

 Valuation
We used the following methodologies to arrive at a fair price for Almarai:

z Discounted cash flow model (DCF)

z Surplus ROE model

z Peer group valuation (P/E)

Weighted average cost of capital (WACC)

Our valuation is based on the following assumptions:

Cost of Equity (CoE) of 12.4%: We have taken the US 10-year Treasury yield of 2.98% as the
base risk-free rate, as the Saudi Riyal is pegged to the US dollar. The company’s adjusted beta
(weekly returns since 1 January 2007 compared with Saudi’s TASI) is 0.862. We assume an
equity risk premium of 10.9% for Saudi Arabia.

Tax-adjusted cost of debt of 4.18%: The cost of debt for Almarai is based on the assumption
that the long-term and short-term loans (taken from Saudi Industrial Development Fund (SIDF)
(14%), commercial banks and Islamic Banking Facilities (Murabaha) (86%)) of SR3,969 million
are charged at an average rate of 4.3%. This is then adjusted for Zakat. Almarai’s provision for
Zakat over the past three years has been in the range of 2.6-2.9%.

Using the above assumptions, we arrive at a WACC for Almarai of 10.7% in 2009.

Discounted cash flow model

We first prepare an eight-year Free Cash Flow (FCF) estimate for FY 2009 to FY 2016 for
evaluating Almarai’s business.

We estimate the likely cash flows for the period beyond our forecast horizon using the
continuing (or terminal) value principle assumed at 3% as this is our long term GDP growth
forecast. We then discount these cash flows using WACC.

Based on these assumptions, we arrive at an estimated enterprise value of the company and
adjust it further for debt and cash (including investments), to arrive at the estimated market
capitalization of Almarai.

Exhibit 1: Almarai - Details of valuation

(SR' 000, unless specified) Value % of total
Sum of PV of FCFF - 2008-2016 6,046,444 33.5
PV of Terminal value 15,023,466 83.2
Enterprise Value 21,069,910
Add: Cash Available 183,370 1.0
Less: Total Debt 3,969,273 (22.0)
Less: Employee Termination Benefits 131,811 (0.7)
Less: Minority Interest 13,766 (0.1)
Add: Financial Investments 921,008 5.1
Equity Value 18,059,438
No. of Shares Outstanding 109,000
Value per Share 166
Source: Company, NCBC Research

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 7

 VALUATION

The target value of SR166 per share, derived using the DCF model, suggests a potential upside
of 12% from the current level. The table below indicates the impact of changes in WACC as well
as terminal growth rate on the target value.

Exhibit 2: Sensitivity of valuation to WACC and terminal growth

WACC (%)

Terminal growth rate

8.7 9.7 10.7 11.7 12.7
2.0 184.6 164.3 148.7 136.3 126.2
2.5 198.0 174.5 156.7 142.7 131.5

(%)
3.0 213.7 186.1 165.7 149.9 137.4
3.5 232.4 199.6 175.9 157.9 143.9
4.0 255.1 215.5 187.7 167.0 151.1
Source: Bloomberg, NCBC Research

Surplus ROE model

Given Almarai’s ability to generate ROE that is significantly higher than the cost of equity, we
believe the surplus ROE valuation method would be appropriate to value the company. We
created an excess ROE model for a five-year forecast period. We assumed a sustainable ROE
of 26.7%. The model forecasts the value of Almarai’s equity by discounting excess returns over
and above cost of equity. We achieved this by deducting the imputed cost of equity in Saudi
Riyals from the company’s net income. We then obtained the present value of intermediate and
terminal surplus generated, discounted at the required rate of return (in this case the cost of
equity of 12.4%). Dividing this by the number of outstanding shares, we arrived at a target price
of SR131, translating into a downside of 11% from the current price of SR148.

Exhibit 3: Almarai - details of valuation

(SR mn)
Net income-5 yrs 7,634
Equity cost 3,321
Excess equity return 4,312
Present value of excess returns 3,418
Terminal value 11,368
Discounted terminal value 7,218
Current book value 3,617
Value of equity 14,253
Shares outstanding (mn) 109
Value per share (SR) 131
Upside/ (downside) (%) (11)
Source: NCBC Research

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 8

 VALUATION

We performed a sensitivity analysis to reflect the movement in the fair price with the change in
CoE and terminal growth rate assumed.

Exhibit 4: Sensitivity of valuation to CoE and terminal growth

Cost of equity (%)

Terminal growth rate

10.4 11.4 12.4 13.4 14.4
2.0 152.9 137.3 124.4 113.4 103.9
2.5 158.2 141.3 127.4 115.7 105.7

(%)
3.0 164.3 145.8 130.8 118.3 107.7
3.5 171.3 150.8 134.5 121.1 109.8
4.0 179.4 156.6 138.7 124.2 112.2
Source: Bloomberg, NCBC Research

Peer group valuation

We have compared Almarai’s P/E multiple derived from its core business (excluding the Zain
investment) with that of related global stocks. In working out the average peer P/E for 2009, we
have performed a weighted average calculation assigning a weight of 10% to Gregg’s given that
this is predominantly a bakery business and the bakery segment constitutes 10% of Almarai
sales. Similarly Hansen Natural Corporation has a weight of 10% as this is a juice business and
the juice segment constitutes 10% of Almarai’s current sales. The remaining peers are
predominantly dairy companies and the simple average of their 2009 P/E values constitutes
80% of the peer average metric (16% to each of the five dairy companies). This calculation
gives us a 2009 average P/E for Almarai’s peers of 13.7x.

Going forward, given Almarai’s solid growth prospects and healthy fundamentals vs. the more
mature markets in which its global peers operate in, the company is expected to trade at a
premium to the industry level P/E. Therefore, we assign a target P/E multiple of 15.7x estimated
FY 2009 EPS, a 15% premium to the industry average. Based on this multiple, we value the
Almarai stock at SR162.3 per share, a 10% premium to the current share price of SR148.

Exhibit 5: Valuation metrics

P/E(x) RoE (%)
Mkt cap Revenue by Weight
Company - country (USD mn) type (%) 08A 09E 08A 09E
Groupe Danone SA - France 25,056 95% dairy 16.0 0.0 12.0 - 13.8
Parmalat SpA - Italy 3,334 90% dairy 16.0 4.1 16.1 22.9 6.0
Dean Foods Company - US 2,651 79% dairy 16.0 14.2 10.8 - 36.6
Glanbia Plc - Ireland 872 86% dairy 16.0 7.8 7.1 46.6 58.4
Vivartia S.A. – Greece 2,421 85% dairy 16.0 24.1 18.9 13.4 15.2
Gregg’s PLC 542 100% bakery 10.0 10.0 11.6 21.2 19.5
Hansen Natural Corporation 3,847 100% juice 10.0 38.3 19.3 - 39.8
Almarai Company - KSA 4,308 17.3 14.0 27.3 28.2
Weighted Overall Average 13.8 13.8 26.9 27.0
Average (excluding Almarai) 12.9 13.7 27.0 26.7
Premium / (Discount) (%) 34.1 2.2 1.1 5.5
Source: Company, Reuters, NCBC Research estimates

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 9

 VALUATION

Almarai’s valuation, based on peer multiple, is displayed in the exhibit below.

Exhibit 6: Almarai - Valuation based on multiples

2009E
Earnings Per Share (SR) 10.3
Peer group average P/E 13.7
Premium/discount (%) 15.0
Almarai P/E (x) 15.7
Price based on P/E (SR) 162.3
Source: NCBC Research estimates

Blended valuation
Assigning a 50% weight to DCF, 25% weight to Surplus ROE and the remaining 25% weight to
P/E, we arrived at a target price of SR156 per share for Almarai. This represents an upside of
5% from the current market price of SR148.

Exhibit 7: Almarai – Blended valuation

Valuation approach Price Potential upside/ (downside) (%) Weight (%)
DCF 166 11.9 50
Surplus ROE 131 (11.5) 25
Price-to-Earnings 162 9.6 25
Almarai target price (SR) 156 5.5
Source: NCBC Research

Valuation evolution
We have traced the historical movement of Almarai’s P/E multiple and find that since 2006, the
company has traded in a wide P/E band of 15–70x. Much of this variance is due to the bubble
which existed in the Saudi markets during 2006 giving very high P/E numbers. Almarai currently
trades at 14.3x 2009E EPS, toward the middle of its recent P/E band. The slump in share price
at the beginning of 2006 and toward mid 2008 was in line with the decline in the benchmark
TASI. The TASI fell by more than 50% in 2006, due to exceptionally high valuations, speculative
trading, and profit taking.

Exhibit 8: Almarai - P/E bands

260

26x

208

19x
156
15x

104

52

-
Jan-06 No v-06 Sep-07 Jul-08 M ay-09

Source: NCBC Research

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 10

 Industry and business dynamics
Key macro themes impacting Almarai
With 69% of sales coming from Saudi Arabia, the macro themes present here will play a large
role in influencing Almarai’s prospects. We highlight below some important macro level issues
for Saudi Arabia and discuss key themes for the GCC Diary market.

Reliance of the Saudi economy to the oil price remains high: In 2008, oil prices reached an
all time high of $147 per barrel following the trend of increased prices since 2002 when a barrel
cost $23. This inflow of money helped per capita income of Saudis to increase to SR79,570 in
2008, from SR39,750 in 2002. This increased the propensity of the Saudis to spend more and
stimulated an investment boom in the consumer-oriented sector. However, oil prices have fallen
sharply from the peak in July 2008 to current levels of around $57. This, coupled with unequal
distribution of income (we believe current median incomes in Saudi are at least 25% lower than
the GDP Per Capita figure of SR79,570 stated above), is likely to result in lower than expected
growth in spending going forward. If the oil price remains low, this could negatively impact some
of the more “non-staple” products such as the exotic juices it sells.

Fundamentals of Saudi economy remain relatively better than most global economies:
The Kingdom has low debt levels (13.5% of GDP vs. more than 100% in 1999) and ample
reserves, which added to the fiscal surplus over the past few years (estimated at SR1,665bn).
This leads us to believe that KSA will fare relatively better than most countries in the face of the
global economic slowdown. Moreover, the increased emphasis on diversifying the economy
away from oil-based sectors (resulting in a steady 4.3% - 5.2% growth in non-oil GDP over the
past four years) should impart stability to the economy. According to the IMF, Saudi Arabia’s
expected GDP growth of 0.8% and 3.7% in 2009 and 2010, respectively, will outperform world
GDP growth estimates of 0.5% and 3.0% for those years.

Favorable demographics to spur demand: More than half of the population in the Middle
Eastern countries is below 25 years. The median age in Western Europe is 40.5 years, whereas
that in North America is 36.3.

Exhibit 9: GCC population dynamics - median age in years

45

40

35

30

25

20

15

10
1975 2000 2025 2050

Saudi Arabia Qatar Bahrain UAE Oman Kuwait

Source: Company, NCBC Research estimates

The population across the GCC countries is expected to grow at 2–3% CAGR in the next 30
years, according to estimates by the United Nations Population Division. The younger
generation is more likely to be health conscious and is thus expected to consume more fruit

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 11

 INDUSTRY AND BUSINESS DYNAMICS

juice and milk. Relative to the rest of the world, per-capita consumption of dairy products across
GCC countries is low, indicating the high market potential for dairy and related products.

Increased presence of larger retailers to shape future growth: The retailing landscape has
changed across the GCC over the last decade with the emergence of large retailers. Local
players such as HyperPanda and international players such as Carrefour are increasing their
presence in the region. The development of large retail stores has provided a fillip to the real
estate boom across GCC.

Exhibit 10: Saudi Arabia grocery sales % by value

Retail format (%) 2007A 2008E 2009E 2010E 2011E 2012E 2013E
Supermarkets 19 20 20 20 20 21 21
Hypermarkets 28 30 31 32 33 35 36
Co-ops 1 1 1 1 1 1 1
Discount stores 2 2 2 2 2 2 2
Convenience stores 5 5 5 5 5 5 5
Bagalas (Independent/non-organized) 45 43 42 40 39 37 35
Total 100 100 100 100 100 100 100
Source: BMI, NCBC Research estimates

Although larger retailers give companies such as Almarai a better opportunity to showcase their
complete product portfolio, they also demand higher margins, compared with traditional retail
outlets. We believe that large supermarkets will continue to gain popularity and market share.
Despite the negative impact on margins, we believe that the benefits of selling products through
supermarkets will increase visibility and brand awareness, and hence, these stores are likely to
account for a considerable portion of the company’s total sales, going forward.

Recent easing of inflation provides a breather, although long terms COGS set to be
higher: Inflation in Saudi Arabia stood at a 27-year high of 10.5% in July 2008, driven by rising
rentals and food prices. The story was somewhat similar in other GCC countries as well.
However, with the global economic slowdown, most commodity prices have fallen by around 40-
60% from their peak levels in 2007 and inflation currently stands at 6.9% in Saudi Arabia.
Consequently, input costs of food companies have decreased, enabling food companies to
benefit from higher margins as a result of lower COGS. However, in the long run, we believe
average costs for raw materials will be higher than in the past decade, putting pressure on
margin growth (this is discussed in detail under the heading “Agflation” on page 23)

Overview of the GCC dairy market

Saudi and UAE dominate GCC dairy sector: Saudi Arabia and the UAE, the largest and
second-largest economies in the region respectively, dominate the dairy industry in the GCC
region. The large population base of the two countries (80% of the GCC population) and huge
investments made on technologically advanced equipment and dairy processing plants over the
past two decades are the main reasons for this dominance. The prevalence of harsh climatic
conditions and insignificant arable land across the GCC region have led to high dependence on
imports of key dairy inputs such as cattle feed. For dairy producers, the need for additional
investment in temperature-controlled dairy farms aggravates the already challenging operating
environment. However, significant government subsidies, sustained investments on
technologies, and large and centralized operations have helped the sector to not only withstand
this challenging environment but also grow profitably.

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 INDUSTRY AND BUSINESS DYNAMICS

The Saudi dairy industry consists of 61 entities ranging from fully integrated dairy companies to
recombining plants. However, three big companies—Almarai, Al-Safi, and NADEC dominate the
sector. Fully integrated dairy companies own farms and produce fresh milk locally as in the case
of the big three, while recombining plants such as Saudi Dairy and Foodstuff Company
(SADAFCO) mainly use imported powder milk.

The dairy market can also be analyzed by product. For Saudi Arabia, we find processed cheese
to be the largest in terms of value, contributing 32% of the total for the major product types.
However, in the UAE, the largest product by value is chilled milk which contributes 30% of the
total value.

Exhibit 11: Market size for major dairy products in 2006

Saudi Arabia UAE
Value (USD mn) Volume (tonnes) Value (USD mn) Volume (tonnes)
Chilled milk 151.6 157,300 107.9 88,600
Chilled cultured milk 353.5 396,400 43.5 60,200
Yoghurt 172.9 116,350 65.8 54,500
Retail butter 51.7 10,060 9.5 2,100
Processed cheese 463.1 68,030 71.0 10,040
White cheese 157.5 41,400 21.1 4,900
Natural cheese 74.5 9,365 36.5 4,560
Total 1,428.8 798,905 355.3 224,900
Source: FFB/IMES estimates

Despite difficult market conditions, the dairy sector has performed well: The market for
chilled milk has increased at a CAGR of approximately 10% in both Saudi Arabia and the UAE.
Growth in the cheese market also ranged from 5.0–9.0% for the various product variants in the
two countries. Across the two markets, chilled milk registered the largest and the fastest growth
in volumes and cheese is the largest segment in value (USD).

The milk market has achieved growth despite trading in a tough operating environment,
characterized by rising input costs and the inability of companies to pass on price increases to
consumers across the region. Other constraints included intensifying competition and the
government’s decision to not allow companies to increase prices of fresh milk and laban during
2000–2007. However, the government relaxed its stand in January 2008 and allowed dairy
companies to raise prices of fresh milk from SR3 to SR4 per liter. We believe the price hike is
not adequate enough to counter the rapidly rising input costs and that the dairy industry
continues to operate under significant pressure.

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 INDUSTRY AND BUSINESS DYNAMICS

Exhibit 12: Total GCC dairy market in terms of sales (SR mn) and year-on-year change (%)

16,000 10%

12,800 8%

9,600 6%

6,400 4%

3,200 2%

0 0%
2002 2003 2004 2005 2006 2007 2008 2009E 2010E 2011E 2012E

Dairy market %Y-o-Y change

Source: Company, Data Monitor, NCBC Research estimates

Tough operating environment has led to consolidation: The tough operating environment
has resulted in industry consolidation, with larger farms acquiring the smaller ones. Almarai
alone acquired Green Farms Dairies (2005), Al Safwa Dairies (2006), and Riyadh Dairy
Company. The merger of National Dairy Farm and Al-Reef Dairy in 2003 is yet another example
of consolidation.

Government support plays major role: The dairy industry in general in Saudi Arabia has
benefited from government support by way of regulatory and financial assistance. Government
subsidies can cover 30% of the cost of dairy farm equipment, 50% of the price of irrigation
engines and pumps, and 100% of shipping cost, including airfreight for 50 or more imported
cows. However, discussions with Almarai management indicate that the benefits it derives from
any these subsidies is not significant. The General Silos Flour Mills Organization subsidizes
animal feed and the industry has received financial support from the Saudi Industrial
Development Fund.

• Elimination of subsidies will take time: On joining the World Trade Organization (WTO),
the Saudi government agreed to reduce subsidies from SR3.8bn in 2006 to SR3.4bn over
a ten-year period and cut import duties on dairy products. The reduction in subsidy is not
significant enough to concern dairy producers in the region at present; however, a
complete phase out of subsidies in future will impact margins of dairy firms.

• Easing trade barriers to increase competition: We believe the ongoing liberalization in

the sector, in line with WTO norms, will increase competition, going forward. In April 2008,
the Saudi Government cut import tariff on dairy products to 5% from 20%, and in May
2008, it eliminated import duty on dairy goods. These measures will likely lead to increased
foreign investments, especially from European and US companies, as they look for newer
markets to counter the slowdown at home, thereby adding to competition.

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 14

 Business background
Company overview
Almarai is the largest dairy foods company in the GCC region. With its presence spanning the
food supply chain from dairy farms to retail stores, the company is also the world’s leading
vertically integrated dairy processing player. The company markets products under the Almarai
brand including fresh and long-life dairy products, fruit juices, cheese and butter, bakery
products, and some non-dairy food products. According to the Forbes’ Arabia Top 40 Brand list
released in October 2006, Almarai was the third-strongest brand in the Arab region.

Exhibit 13: 2008 revenues by product type and geography

Bakery
products
Ex-GCC
10%
Other
1%

Cheese & Other GCC

Butter Fresh
20% Dairy
49%

KSA
Fruit
Juice
10%
Long Life
Dairy 0 600 1,200 1,800 2,400 3,000
10%

Source: Company, Reuters, NCBC Research

Almarai’s fresh dairy product category is the largest segment, contributing 49.2% to total sales
in 2008, followed by cheese and butter with 20.4%, bakery products with 10.2%, fruit juice with
9.6%, long-life dairy with 9.9%, and Other at 0.6%. Geographically, the GCC region accounts for
approximately 99% of Almarai’s total 2008 revenues, of which KSA contributes about 69%. The
remaining sales are distributed among the other GCC countries, of which the UAE and Kuwait
are second and third largest markets (accounting for 10% and 7% of total sales, respectively, in
2007).

Corporate history and structure

Almarai was established in 1976 by HH Prince Sultan bin Mohammed bin Saud Al Kabeer. The
company initially started with processing of fresh milk and laban on a small scale but expanded
its operations by adding new dairy products such as cheese, butter, and labneh to its portfolio
and by extending its reach to newer regions. The company undertook an extensive restructuring
and reinvestment exercise in the early 1990s, which enabled it to replace its decentralized
smaller processing plants and farms with larger and centralized processing plants and super
farms. Further, the company invested continuously in technologically advanced facilities,
expanded capacity and made strategic acquisitions, which positioned it as a leading player
within the GCC’s growing food and beverages sector. The company made its initial public
offering in August 2005.

Outside KSA, Almarai operates in Oman and Bahrain through its majority-owned subsidiaries
(Arabian Planet for Trade and Marketing LLC, Oman and Almarai Company Bahrain W.L.L.). In
other GCC countries, the company operates primarily through its distribution centers set up

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 15

 BUSINESS BACKGROUND

through Distributor Agency Agreements with local partners. Egypt, Yemen, and Lebanon
together constitute less than 1% of Almarai’s total sales.

Exhibit 14: Almarai—organization structure

Almarai Com pany

100% 100% 90% 100% 75% 48%

Arabian Planets Teeba Investment

International International Dairy
Western Bakeries for Trade and Almarai Company for Developed
Bakery Services & Juice Ltd,
Company, KSA Marketing LLC., Bahrain W.L.L Food Processing
Co., KSA Bermuda
Oman Co, Jordan

Source: Company, Reuters, NCBC Research

Shareholding pattern
Almarai made an IPO in 2005 through which it sold a 30% stake to the public. Following the
IPO, the holding stake of HH Prince Sultan bin Mohammed bin Saud Al Kabeer, Almarai’s
largest shareholder, decreased to 37.2% from 53.2% and that of the Savola Group Company
(Savola), Almarai’s second largest shareholder, reduced to 28.2% from 40.3%.

In March 2007, Almarai issued 9 million equity shares to the owners of Western Bakery, the Al
Omran family, which further diluted the stake of existing shareholders. Currently, at 30.2%, HH
Prince Sultan bin Mohammed bin Saud Al Kabeer holds a majority stake in Almarai, followed by
Savola with 27.9%, and the Al Omran Family with 5.7%.

Exhibit 15: Shareholding structure (%)

Shareholders Pre-IPO Post-IPO Currently*
HH Prince Sultan bin Mohammed bin Saud Al Kabeer 53.2 37.2 30.2
The Savola Group 40.3 28.2 27.9
Abdulaziz Ibrahim Al Muhanna 3.8 2.7 -
Abdulrahman Abdulaziz Ibrahim Al Mohana 1.7 1.2 -
HH Princess Aljawhara Bint Saad Bin Abdulaziz Al Saud 1.0 0.7 -
Public - 30.0 -
Al Omran family - Western Bakery - - 5.7
Others - - 36.2
Total 100.0 100.0 100.0
Source: Company, Reuters, NCBC Research,
* We have taken current shareholding pattern from Tadawul

Corporate governance and investor-

friendliness
Almarai maintains a high standard of corporate governance across its businesses, in line with
international best practices. For instance, the company has Audit and Risk as well as
Remuneration committees in place. Almarai also maintains high disclosure levels. It releases
detailed quarterly reviews of its activities, facilitates management meetings and company visits
for sell-side analysts and issues regular and timely press releases on significant events.

In addition, Almarai is a well managed and professionally run organization. The company’s
board comprises nine directors, three of whom are independent. HH Prince Sultan bin
Mohammed bin Saud Al Kabeer, holds the position of chairman of the Board. The Savola

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 16

 BUSINESS BACKGROUND

Group, the second-largest stakeholder in Almarai, nominates three members of the company’s
board. Almarai’s top management comprises experienced professionals with significant
technical expertise and global exposure as well as individuals who have been with Almarai for a
long period – e.g. the General Manager of Farming, Andrew Mackie, who has been with the firm
since 1977. (For more information on the senior management and the board, please refer to
Exhibit 84 in the appendix).

Corporate strategy
Almarai has highlighted its key aim of doubling the business by 2013. It seeks to do this through
organic growth, entering new business lines and geographic expansion – key themes which we
explore further throughout this report. For organic growth, it believes there are still gains to be
made in existing products by increasing market shares through further efficiency gains from its
production infrastructure and distribution network. We discuss this vertical integration theme
from page 19 onwards. In entering new business lines, With respect to geographic expansion,
again, Almarai seeks to replicate the success it has had to date in existing geographies to the
rest of the GCC and beyond. Its acquisition in Jordan, the pending acquisition in Egypt and the
JV with PepsiCo all seek to further this goal. We discuss these issues from page 25 onwards.
Almarai believes it can utilize its existing leading infrastructure and distribution network to a
related food business and thus replicate the success it has enjoyed in the dairy sector. Almarai’s
entry into bakery, juice and infant formula fall under this strategy. We discuss this on page 28.

Exhibit 16: Almarai corporate strategy

Organic growth
Double business by 2013
Dominate dairy, juice and food market in the GCC
Grow bakery business and expand throughout GCC
New categories
Instant formula milk
Acquisition of HADCO
Geographic expansion
Become the dominant dairy company in the Arab world
Egypt - Acquisition of Beyti
Jordan - Acquisition of Teeba
Source: Company, NCBC Research

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 17

 Key themes

Will Almarai override the weak economic

setting?
The key question currently on the minds of investors is “How will Almarai perform given the
depressed macro-economic climate?” We believe Almarai is a relatively defensive company,
largely due to the demand inelasticity of many its products. In this section, we look at this and
other reasons on why we believe Almarai will ride through the current negative economic
climate.

Pure play on defensive products: Almarai’s key products are food staples consumed daily
across income classes. These products do not have many direct substitutes. In other words,
from a macro standpoint, Almarai’s business is more consumption-led, the demand for which is
inelastic, driven largely by population growth and thus less sensitive to economic cycles. Hence,
demand for the company’s products should remain resilient even as the economy faces a
slowdown.

Provides an excellent vehicle to capture ongoing market demand: With over 32 years
experience in the dairy market and market share of around 44% in its key products, Almarai is
recognized as one of the strongest dairy companies and brands in the GCC. Alongside its
experience in the sector, its operational infrastructure, extensive distribution network, milk yield
efficiency and innovation in product development and packaging place it ahead of its peers.
Accompanying these strengths is the company’s continued focus on expansion into new
geographies and business lines to leverage its existing capabilities. Thus, we believe Almarai is
in pole position to take advantage of the opportunities in the sector, which should provide a
cushion against a slowdown engendered by the weakening macro-economic climate.

Enjoys the highest margins in the dairy industry: Following restructuring in the 1990s,
Almarai consolidated its five small processing plants into one plant and its ten small dairy farms
into four large farms. Almarai also integrated its supply chain network and built state-of-the-art
farming techniques, leading to higher milk yields and making the company a low-cost producer.
This reflects in Almarai’s gross margins, which stand firm at historical highs despite severe cost
pressures and flat product prices. Almarai’s gross margins of 39.7% in 2008 remain above its
domestic and global peers.

Balance sheet has flexibility as well as security: Almarai currently has a strong balance
sheet with funds for potential acquisitions already in place and a dispersed maturity outlook on
these funds. The company’s total debt rose to SR3,644mn in 2008 from SR2,592mn in 2007
due to taking on a commercial loan of SR1.7bn, which matures in three to five years and a
SR328mn loan from the SIDF during 2008. Only 14% of its loan commitments mature within the
year.

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 18

 KEY THEMES

Exhibit 17: Total loan portfolio (SR mn), 2008 and debt maturity, 2008

>5 years,
Islamic banking 0% <1 year,
facilities 14%

2-5 years,
41%

SIDF

1-2 years,
44%
0 500 1,000 1,500 2,000 2,500 3,000 3,500

2007 2008

Source: Company, NCBC Research

Almarai’s financial flexibility at the end of 2008 is reassuring, especially during a period of acute
liquidity crunch. The company’s total available debt facilities stand at SR5,955mn of which 39%
(SR2.3bn) is untapped with approximately 90% of untapped debt facilities will start to mature
only after 2011. This implies that Almarai will not need to look for additional funding elsewhere
until then. Hence, we believe Almarai is in a strong position in the current environment of low
liquidity and rising cost of funds due to the global credit crisis, even though the SIBOR spreads
have come down sharply after peaking in October 2008.

Exhibit 18: Maturity of total untapped facilities (%) and spread movement

6
<1 year,
0.9% 1-2 years,
9.2% 5

>5 years, 4
33.3%

2-5 years,
0
56.6%
May-07

May-08

May-09
Jan-07

Sep-07

Jan-08

Sep-08

Jan-09

Source: Company, Reuters, NCBC Research

Potential gains from the global downturn include lower raw material prices in the short
term and company valuations: Despite in-house milk production, Almarai still relies on
external sources for the input materials for its cheese, butter, and juice products. Global
commodity prices have come off sharply from the ’07-’08 peaks (please refer to exhibit 23); this
has helped Almarai lower its materials expenditure and should help 2009 margins. The
economic slowdown has also reduced the valuation of Almarai’s potential target companies to
attractive price levels, something which could speed up expansion into new product
lines/geographies.

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 KEY THEMES

Vertical integration – from the farm to the

fridge
One of Almarai’s core strengths is its high ’vertical integration’. The company has a presence
across the value chain in the key stages of food production and distribution-from raw materials
to processing, and transportation to point of sale. By being involved in all these crucial stages,
Almarai is able to exert greater control over costs, quality, and delivery of its products. Vertical
integration reduces reliance on external suppliers and potential points of conflict over prices and
quality of products, these being the core factors that help Almarai gain and retain customers.

We believe this integrated approach to food production and distribution helps the company
project a consistent and harmonized brand image to end customers on quality and value-for-
money.

Below is an overview of the various stages in the food production and product distribution chain,
which forms the backbone of Almarai’s vertical integration.

1) Dairy farms: Almarai’s involvement in product development starts at the very beginning– the
ownership of farms from which it obtains the raw material used to produce its dairy-based
products. Almarai has six large dairy farms—Al Hamra, Al Fanar, Al Nakheel, Al Rabiah, Al
Badiah, and Al Danah. These farms house 58,000 milking cows and over 45,000 young stock.
Almarai houses the largest number of milking cows in Saudi Arabia, followed by Al-Safi Danone
(estimated to have 34,000 milking cows).

Due to the harsh climate of the GCC, dairy farms in the region do not have the luxury of acres of
grass pastures on which cows can graze. Thus, instead, the farms consist of milking parlors and
animal housing with adjacent sand-yards with animal feed brought to the cows. The farming
division works closely with local feed suppliers to focus on quality and ensure that the timing of
supplies matches the requirements of the farms.

Typical cow’s life: A typical cow is inseminated for its first calf, when it is about 15 months old
and the birth of the calf occurs nine months later, when the cow is 24 months old. With respect
to milk production, after calving, the cows produce milk for a period (lactation) of about ten
months. Each cow is able to go through up to 5-6 of these 10-month milk producing periods,
although the peak production of milk occurs in the third of these periods. During each milking
period, the cow can produce as much as 9,000 or more liters of milk, a large amount
considering the calf only needs about 1,000 liters for growth. Within one of these milking
periods, the peak production is in the first few weeks with the yield then falling by around 9%
per month. Three months after the cow has given birth, when it 27 months old, it is inseminated
for the second calf with the two months preceding the delivery of the second calf producing no
milk due to the fetus and the udder requiring time to prepare for the next milking cycle. This
cycle of milk production repeats up to six times.

Exhibit 19: Typical cows life

Age (months) Stage
0 Calf born
15 Inseminated for first calf
24 First calf born - starts milking
27 Inseminated for second calf
34 "Dry" period begins - no milk
36 Second calf born - starts milking
Cycle repeats 5-6 times
Source: University of Guelph, NCBC Research

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 20

 KEY THEMES

2) Manufacturing facilities: Almarai has two large, centrally located manufacturing facilities
(CPP1 and CPP2), situated approximately 130 kilometers from Riyadh, forming the hub of
Almarai’s extensive distribution network. CPP1 was opened in 1996 with CPP2 commissioned
in 2005 and costing SR700mn to complete. Both plants are fully automated, fitted with
technologically advanced equipment, and form the primary hub of Almarai’s long-haul
distribution network. All raw milk produced at the dairy farms is transported to the central
processing plants by insulated road tankers. As part of its high vertical integration, Almarai owns
all of its 54 tankers and 450 trailers through which its transports these products.

Almarai is also constantly updating and expanding its manufacturing facilities and in 2008 alone,
amongst other things, it increased its factory footprint by 20% to 171,550 sq. meters, expanded
its warehouse facility by adding 20,000 more pallets spaces, and increased its blow-molding
capacity, enabling it to produce more than 60% of bottle production in-house.

3) Manufacturing process: Dairy processing consists of two phases: in the primary phase, the
raw milk undergoes basic processing such as pasteurization, standardization, and
homogenization. In the second phase, the milk is processed to make different dairy-based
products such as laban and zabadi. Processing of fruit juice is similar to that of liquid dairy
products. Almarai purchases cheese in bulk from the global markets and processes it into
several cheese-based products.

4) Packaging and distribution: The products, which currently stand at around 240+, are then
packaged and delivered to the 97 sale depots which the company owns. From here, the 2000
delivery vans transport the products to 40,000+ end retail outlets. At the point of sale, the
company reaches out to more than 42,000 customers throughout the GCC daily.

Exhibit 20: Summary of key assets as part of the ’Vertical Integration’ theme
Cows (Young stock) 45,000
Cows (milking) 58,000
Farms 6
Tankers 54
Processing Plants 2
Trailers >450
Sales Depots 97
Vans 2000
Fridges 30,000
Source: Company, NCBC Research

In 2007, 30% of Almarai sales came from small grocery stores and 26% sales were through
supermarkets. As mentioned previously, we believe the trend will be more towards the larger
retail units as increasing incomes and demands on time will lead to higher demand for
supermarkets where one can shop for one’s weekly requirement in a single visit. Although these
larger retail units would entail lower margins, overall, the trend should be a positive for Almarai
since a growing demand of packaged and branded goods would accompany this move towards
larger retail units.

Discussions with management lead us to believe that only 3% of Almarai sales come from
Panda supermarkets, the largest organized retail player in Saudi Arabia with a 7% market
share. As mentioned previously, the Panda supermarket chain is owned by Savola, which
currently has a 29% stake in Almarai. Going forward, we believe this strategic relationship could
benefit Almarai as the importance of large-format retailers increases in importance..

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 KEY THEMES

Exhibit 21: Almarai sales by channel (2007)

Wholesale
Non Retailer 4%
6%
Small groceries
30%

Supermarket
26%

Large groceries
Mini-market 18%
16%

Source: Company, NCBC Research

Exhibit 22: Milk production stages

Hauling

Raw Side Receiving

Storage

Processing

Clarification Storage

Separation

Standardization

Pasteurization Byproduct Processing

Homogenization

Vitamin Fortification

Packaging Filling Machines

Storage

Distribution Delivery

Markets

Home Refrigerators

Source: University of Guelph

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 22

 KEY THEMES

Agflation and Almarai

In 2007/2008, prices of key food commodities increased by up to 150% with many
commentators stating that higher than average prices are here to stay. With 35% of Almarai’s
cost base constituting food based raw materials and animal feed, developments in global food
prices are very important to the company. In this section we give an overview of this issue and
how it impacts Almarai.

The threat of Agflation: The sharp rise in global food prices in 2007 and 2008 and the related
acute social, political, and economic unrest that followed are for some a glimpse of things to
come. Basic economics lie at the centre of the food problem with demand outstripping supply.
On the demand side, there has been a sharp increase in global demand for core staple food
items (largely due to increasing incomes in India and China). This has combined with the
inability to keep supply levels increasing at the same rate (largely due to the increase in bio-fuel
production). These two factors, coupled with poor weather conditions and high transport costs,
pushed average food prices up by around 75% between January 2007 and April 2008 with
cereal prices increasing by as much as 150% in the same period. This trend of food price
increases is now termed “Agflation”.

Exhibit 23: Price index for key food items 2006-2009

275
250
225
200
Price Index

175
150
125
100
75
50
Jan-06 May-06 Sep-06 Jan-07 May-07 Sep-07 Jan-08 May-08 Sep-08 Jan-09

Food Price Index Dairy Price Index Cereals Price Index

Source: FAO, NCBC Research

NB: Food Price Index includes prices for 55 separate food related commodities; Dairy Price Index includes prices for Cheese, Butter,
Skimmed Milk Powder, Whole Milk Powder and Casein ; Cereals Price Index includes prices for 9 types of Wheat, 16 types of Rice and
1 type of Maize.

Average food prices set to remain high: For many, the food “crisis” of 2007-2008 is not a
one-off incident, but indicative of things to come. With global population levels set to increase
50% to 9bn by 2050, it is believed that the current agricultural set-up is simply not sufficient to
maintain crop prices at their average historical levels. Although some of the reasons behind the
price increases in 2007-08 may be transitory in nature, it is believed that the net movement is
toward demand overriding supply due to long term trends, leading to prices remaining higher
than in previous years.

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 23

 KEY THEMES

Exhibit 24: Explanations behind the food price spike in 2007-08

Transitory Long term
Demand drivers Population growth X
Increasing middle-income families X
Changing diets X
Continued economic growth X
Supply constraints Poor weather X
Increased usage in bio-fuels X
Urbanization X
Source: NCBC Research

Exhibit 25: Price forecasts for key soft commodities

200

180

160
Price Index

140

120

100

80
2002- 2008 2009E 2010E 2011E 2012E 2013E 2014E 2015E 2016E 2017E 2018E
07
Wheat Coarse Grains Butter Cheese

Source: FAO, NCBC Research estimates

The Food and Agriculture Organization of the United Nation’s (FAO) outlook report expects
nominal prices of global commodities to be significantly higher in the coming years; for butter, it
expects prices to be 68% higher by 2017/18, compared with the 2002-07 average. The
corresponding increase for cheese, skimmed milk, and wheat is 52%, 60%, and 38%
respectively. Exhibit 31 indicates the percentage price growth expected between the average
prices during 1998-2007, compared with 2008-2017. For instance, the nominal average price of
cheese during 2008-2017 is set to be over 50% higher than the nominal average price seen
during 1998-2007.

Exhibit 26: Difference in average prices during 2008-2017 vs. 1998-2007

90

80

70

60

50

40

30

20

10

0
Wheat Rice Butter Cheese Oilseeds Vegetable oils Raw Sugar

Nominal Real

Source: FAO, NCBC Research

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 24

 KEY THEMES

High exposure of Almarai to Agflation, although support on the downside should be

present: Nearly 44% of Almarai’s operational costs constitute ‘Direct Material Costs’. Of this,
we believe 50% is from raw ingredients and 30% constitutes feed-related costs, with the
remaining comprising packaging costs. Thus, one of the key risks for Almarai is its exposure to
“Agflation” over the coming years, which could lead to margin pressure.

That said, we must bear in mind that the provision of food in KSA and the GCC in general is
politically sensitive and governments are keen to reduce their dependence on food imports and
lower food price inflation. Therefore, a positive for food producers such as Almarai is the KSA
government’s provision of subsidies on key agricultural products as well as loans to companies
involved in agriculture through various funds. Although in 2008 Almarai only received SR17.6mn
of direct government subsidies, these initiatives and the general supportive stance of the GCC
governments should provide food companies breathing space if faced with spiraling raw
material prices in the global markets. In addition, we believe that the dairy industry in general
has shifted from being supply driven to demand-led and, more than ever, is responsive to
market signals and consumer needs. This should help companies such as Almarai as it will
provide top-line support. On the negative side though, the KSA government has in the past
made it difficult for food companies to increase end product prices, limiting the ability of food
producers to pass on any spike in raw material costs to consumers, which could lead to margin
pressure.

Potential of high impact on numbers due to increasing prices: Although global food prices
have fallen over the past six months, we concur with the FAO and believe that average prices in
the coming years will be higher than the average in the recent past due to the aforementioned
supply-demand divergence. We currently forecast Direct Material Costs to increase by 17.5% in
2009 to SR2,375mn due largely to increased volume. The table below provides a scenario
analysis of what could happen if direct raw material costs related to the dairy products were
higher by varying amounts as compared to the SR2,375mn figure we currently have in our
model. As can be seen, if the expenditure on direct material costs is 10% higher than what we
currently forecast (i.e. SR2,613mn – growth of 29% from 2008, vs. SR2,375mn which we
currently use), this would hurt net income by 21%. This analysis indicates that Almarai is
exposed to the risk of high raw material prices negatively impacting its bottom line.

Exhibit 27: Potential impact on 2009 net income due to Agflation

% change in 2009 direct material costs (20) (10) 0 10 20
Revised 2009 Net income (SR mn) 1,587 1,355 1,124 893 662
% change from current figure 41.0 21.0 (21.0) (41.0)
Source: NCBC Research

We must highlight that the figures in the exhibit above are intended to be indicative of the
direction in which numbers may move, as opposed to absolutes. This is because, as mentioned,
there are many initiatives and actions which could be put into place in the face a price spike of
key inputs i.e. there is not a 1 for 1 correlation between the raw material price on the global
commodities market and what Almarai pays for this product. For example, if prices of the
plastics used in packaging were to increase significantly, this could be met by supportive
measures from the Saudi government to reduce the effective price paid by Almarai. This,
alongside measures by Almarai (e.g. using alternative packaging) would limit the impact of this
raw material inflation on the bottom-line.

The 20% net income CAGR which Almarai has enjoyed over the past 5 years, despite the
increase in input prices, would support the argument that the company would be able to mitigate

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 25

 KEY THEMES

any such repeat in the increase of input prices. Nevertheless, we feel that the threat of Agflation
is a very real concern for Almarai and something that will need ongoing monitoring.

Expansion through M&A

We believe Almarai will employ two key methods for achieving growth: a) up and downstream
expansion that will strengthen vertical integration; and b) geographic expansion of existing
product lines. In this section, we highlight Almarai’s implementation of these two methods
through recent acquisitions, completed and pending.

Aggressive acquisition history: Along with a strong focus on organic expansion opportunities,
strategic acquisitions have been a central theme to Almarai’s growth story. The acquisition of
Green Farms Dairies and Riyadh Dairy Company, in 2005 and Al Safwa Dairies in 2006
enabled the company to achieve significant scale in the growing dairy and dairy products
market in the region. Almarai’s average daily raw milk production nearly doubled to
approximately 1.8mn liters currently from approximately 1.0mn liters in 2004 – its peak daily
production capacity is currently 2.6mn liters per day (vs. 0.6mn liters per day for Al Safi-Danone,
a key competitor (source Business Monitor International). In 2007, the company acquired
Western Bakeries Company Ltd, a producer and distributor of baked foods in Saudi Arabia. This
acquisition strengthens Almarai’s presence in GCC’s food and beverage sector.

Exhibit 28: Acquisitions by Almarai in the last five years

Date Acquired / merged / joint venture co. Cost (SR mn) Nature of business Rationale for acquisition Status
Jun-05 Riyadh Dairy Co. N/A Milk production and Expand milk capacity Confirmed
processing
Dec-05 Green Farm Dairies 17 Milk production and Expand milk capacity Confirmed
processing
Feb-06 Al Safwa Dairies 22 Milk production and Expand milk capacity Confirmed
processing
Feb-07 Western Bakery (WB) 708 Bakery products Product diversification into Confirmed
high-margin bakery
Feb-07 International Bakery Services Co Ltd Subsidiary of WB Bakery products Product diversification into Confirmed
high-margin bakery
May-07 Jannat for Agriculture Investment Co 7 Agriculture and animal Ensure feed supplies - Confirmed
products Horizontal acquisition
Dec-08 Teeba Investment for Developed Food 356 Dairy and juice Geographic diversification Confirmed
Processing Co.
2009 The International Company for Agro 401 Dairy and juice Geographic diversification Pending
Industrial Projects
2009 Hail Agriculture Co. 903 Agriculture and animal Ensure feed supplies - Pending
products Horizontal acquisition
2009 Modern Food Industries 21 Bakery products Product diversification into Confirmed
high-margin bakery
2009 International Dairy and Juice Co. Ltd. 26 Dairy and juice Geographic diversification Pending
Source: Company, Reuters, NCBC Research

HADCO deal to reduce reliance on external feed suppliers and be accretive in year one:
On 06 November 2008, Almarai announced that it submitted a proposal to HADCO for acquiring
100% stake in the company in a share-swap deal (as opposed to financing it through cash or
debt funding). Originally, HADCO’s shareholders were set to receive one Almarai share for
every six HADCO shares held. The deal valued HADCO at SR703mn and represented a 29%
premium over its closing price on 05 November 2008. On 09 May 2009, Almarai announced that
management of both companies have agreed to a deal involving one Almarai share for every 5
HADCO shares coupled with SR0.5 per HADCO share – valuing HADCO at around SR903mn.
Management is now awaiting shareholder and regulatory approval. HADCO, the fourth largest

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 26

 KEY THEMES

poultry producer in KSA, is engaged in the farming of agriculture and animal products, including
animal feed (Almarai spent SR668m on this in 2008) It owns some 350 sq. km. of farmland in
Saudi Arabia. Our discussions with Almarai management leads us to believe that a key benefit
in acquiring HADCO will be access to this land which is advantageously located near the scarce
water sources in Saudi Arabia.

Through this deal, Almarai intends to build a factory in Hail for expanding its poultry and dairy
business. If the deal goes through, Almarai will have to issue 6mn fresh shares to HADCO’s
shareholders, diluting the stake of its existing shareholders by around 5.5%. We expect the deal
to be earnings accretive immediately post-acquisition, enhancing shareholder value.
Strategically we believe this acquisition makes sense, as it will help Almarai strengthen its
vertical integration by bringing feed supply in-house and achieve the long-term objective of
further diversifying its business.

If the merger is completed, we expect HADCO to contribute 5.6% and 6.1% to Almarai’s top line
in 2009 and 2010. We believe the acquisition will be accretive in year one, increasing EPS by
0.2%. In year two (2010) HADCO should contribute 1.3% to the EPS. As previously stated,
given this acquisition has not been completed, we have not included these numbers in our
model.

Exhibit 29: Almarai - HADCO deal (pro-forma summary)

Pro-forma financials (SR mn) 2009E 2010E
Almarai
Sales 6,063 7,017
Net income 1,124 1,307
Shares outstanding (mn) 109 109
EPS (SR per share) 10.32 12.00
HADCO
Sales 342 428
Net income 65 90
Pro-forma
Sales 6,405 7,445
Net income 1,189 1,398
Shares outstanding (mn) 115 115
EPS (SR per share) 10.34 12.16
Accretive (%) 0.2 1.3
Source: Company, NCBC Research estimates

Teeba to provide access to the Levant: In January 2009, Almarai completed the acquisition of a
75% stake in Teeba Investment for Developed Food Processing (Teeba), valuing the company at
an enterprise value of SR474mn. Teeba operates in the relatively small dairy market of Jordan
(population of 5.85mn) and sells dairy and juice products. Established in 2004, Teeba is one of the
top three dairy players in Jordan. It is an integrated dairy firm, similar to Almarai, having its own
herd of 1,400 (of which 800 are milking cows) and 60 sales vans, and enjoys high margins close to
Almarai. Through this acquisition, Almarai aims to capture the demand for dairy and juice products
in Jordan and gain access to the Levant region (Lebanon, Jordan, Syria etc). We believe this
acquisition makes sense because it is a bolt-on acquisition that offers synergies with the company
whilst increasing the geographic exposure of the firm. Given Almarai’s existing operational
capabilities, we expect the company to succeed in this expansion.

Post integration, we expect Teeba to contribute 3.6% and 4.0% to Almarai’s top-line in 2009
and 2010, respectively. We also expect net income to account for 1.2 % and 2.4% of Almarai’s

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 27

 KEY THEMES

bottom-line respectively, for these years. Given the vertical integration, we expect Teeba to be
1.2% and 2.4% EPS accretive in 2009 and 2010, respectively.

Exhibit 30: Teeba’s acquisition by Almarai

Pro-forma financials (SR mn) 2009E 2010E
Almarai
Sales 6,063 7,017
Net income 1,124 1,307
Shares outstanding (mn) 109 109
EPS (SR per share) 10.32 12.00
Teeba
Sales 216 281
Net income 14 31
Pro-forma
Sales 6,279 7,298
Net income 1,138 1,338
Shares outstanding (mn) 109 109
EPS (SR per share) 10.44 12.28
Accretive (%) 1.2 2.4
Source: Company, NCBC Research estimates

Beyti to provide access to huge potential in Egypt and North Africa: In Q3-08, Almarai
signed an MOU to acquire 100% stake in Beyti, an Egyptian dairy firm, for EGP500mn.
Completion of the deal is expected in Q2-09. Beyti sells dairy and juice products through its fleet
of 90 sales vans in Egypt. Established in 2002, Beyti is among the top three dairy firms in Egypt.
This acquisition will mark Almarai’s first step into the huge Egyptian dairy and juice market.
Egypt, with over 75mn people (twice that of entire GCC) and a relatively under-penetrated
market (per capita milk consumption of 21liters, same as in the GCC vs. 76liters in the EU)
offers a huge untapped market for food products. The potential in this market is highlighted by
the fact Almarai chose to acquire Beyti though it has been facing financing difficulties for more
than a year and its operational assets have been largely under-utilized. We believe that Almarai
will extend its successful experience in the GCC markets to the Egyptian market.

If we factor in this acquisition, we expect Almarai’s 2009 EPS to be diluted by 0.3%. However,
we expect Almarai to leverage its operational strength and turn around Beyti, making it
profitable; this would result in 0.8% EPS accretion in 2010.

Exhibit 31: Almarai’s acquisition of Beyti – Potential impact on financials

Pro-forma financials (SR mn) 2009E 2010E
Almarai
Sales 6,063 7,017
Net income 1,124 1,307
Shares outstanding (mn) 109 109
EPS (SR per share) 10.32 12.00
Beyti
Sales 184 294
Net income (3) 11
Pro-forma
Sales 6,246 7,310
Net income 1,121 1,318
Shares outstanding (mn) 109 109
EPS (SR per share) 10.29 12.09
Accretive (%) (0.3) 0.8
Source: Company, NCBC Research estimates

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 28

 KEY THEMES

Investment in Zain: To diversify its revenue stream and boost shareholder value, in December
2006, Almarai invested in a consortium led by Zain to bid for the third mobile license in Saudi
Arabia. The investment represented a 5% stake in the consortium. In February 2008, the
consortium announced an IPO to sell a 50% stake. The shares were listed on 22 March 2008,
with Almarai holding 35,000 shares in the company. Its stake in the firm post IPO reduced to
2.5%, currently valued at around SR415mn. Almarai, being one of the founder shareholders,
cannot sell its stake in Zain for three years, starting 22 March 2008.

In our valuation model, we have incorporated the Zain investment which currently represents
2.3% of the total equity value at SR11.9 per share as on 11 May 2009. Our discussion with the
Almarai management indicates that the company does not intend to make any further
investments in non-core businesses.

Organic expansion
JV with PepsiCo has potential, but limited information available to date: On February 13
2008, Almarai and PepsiCo announced the creation of a joint venture called International Dairy
& Juice Limited to explore new business opportunities in dairy and juice products. PepsiCo and
Almarai will hold 52% and 48% stake in the venture respectively. The JV will focus initially on
opportunities in Southeast Asia, Africa, and the Middle East. The press release highlighted that
GCC countries, where Almarai has its core presence, are excluded.

This deal is in line with Almarai's strategy of expanding its business outside the GCC region.
PepsiCo already has a strong distribution network in these regions and has robust marketing
capabilities and experience as a world leader in the beverages sector. We expect Almarai to
leverage PepsiCo’s abilities along with its high quality dairy and juice products, to strengthen its
position outside the GCC area.

Financials of the deal not have not been released yet and thus we have not included this
venture in our forecast numbers. We believe this JV is a strategic fit and will help Almarai to
draw on PepsiCo’s distribution network and capabilities, market knowledge, and insights in
markets outside the GCC region. In our opinion, this JV should add to Almarai's top-line going
forward and boost margins, as the company will save on startup costs (for setting up distribution
networks etc) and various other marketing expenditures if it were to expand into these
geographies on its own.

Entrance into infant formula sector: On March 23 2009 Almarai announced it would enter the
infant formula market. Having completed a full scale feasibility study, the Board of Directors
authorized the management to proceed with this project, and authorized a capital investment
program of SR650mn to cover the plant and other required investments, to be financed through
internal cash flows and debt. Almarai announced that it should be able to offer Infant formula
products within 18 months from the start of investment.

We believe the key benefits and justifications regarding this initiative include:

• Entry into a related business – fits corporate strategy of expanding into new related
businesses.

• Should be able to leverage existing strong brand image for quality dairy products in this
segment as well.

• Higher margins than traditional dairy products.

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 29

 KEY THEMES

• Nestle (largest player in this market in KSA) suffered a public relations setback in
December 2008 when Saudi Arabia's Food and Drug Authority said a 400-gram pack of
Nesvita Pro Bones produced on 6 May by a Nestlé plant in China was found to contain
levels of melamine that could be harmful to health – therefore a good time for a company
known for high quality of its products to enter the market

However, we believe that this foray into the infant formula milk market may carry more risk than
its previous expansions into bakery and juice. We are wary on this move because:

• The current market is consolidated – We believe Gerber (now owned by Nestle) has more
than 50% market share, unlike the relatively fragmented markets which Almarai currently
operates in.

• Almarai is not using the existing infrastructure fully but is expanding on this and building
new production facilities (SR650m) which carries with it the risks associated with delays.

• Politically sensitive - Food items need to meet highly stringent health standards, more so
for baby foods. Recent incidents of melamine contamination of infant formula milk in the
US and China highlight the importance of this. In China, 300,000 babies became ill and
several died following the contamination. Such incidents could have serious repercussions
for a company.

In summary, we are cautious on this move by Almarai. We believe that though this
diversification has the potential to prop up the bottom-line, the company is more vulnerable to
the risks associated with this business because it is not as directly related to the company’s
existing product lines.

Innovation
Despite being the market leader in many of its products, Almarai has not become complacent.
On the contrary, the company has continuously innovated at all stages of the production chain.
In sum, Almarai has a track record of striving to be at the cutting edge of everything it does. The
table below highlights some of the company’s innovations. We believe this trend will continue
and places Almarai ahead of its peers in terms of increasing market share from the average
GCC consumer who is increasingly receptive to these innovations.

Exhibit 32: Recent innovations

2002 2003 2004 2005 2006 2007 2008
Launch of Super Launch of Skim Launch of Pineapple First to introduce Launch of Launch of Alphonso Launch of Trim-
Laban Laban Juice PET bottles in KSA 500ml/200ml PET mango juice with health conscious
bottles pulp laban
Launch of Super Launch of Launch of Red Expansion and New fruit juice 2l packaging for milk New packaging for
Milk Evaporated milk grape redevelopment of flavors including and Laban ghiste, laban and
sale depots orange with pulp custard products
and strawberry
Launch of Fruit Launch of Sterilized Launch of Jam Completion of 2nd 200ml juice bottles Launch of Fortified Launch of Lactose
Laban cream product Central Processing cheese triangles free milk
Plant
Launch of Vanilla Launch of Chocolate New packaging Construction of Al Launch of low Launch of "Maher Launch of Guava
Custard Mousse format for milk Badiah "super" farm cholesterol Jar the adventurer" UHT and lemon flavored
complete cheese milk for children fruit juice
Source: Company, NCBC Research

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 30

 KEY THEMES

Seasonality of income
Historically we find that the strongest sales and net incomes occur in Q3 of each year with the
timing of Ramadan. Our discussions with management lead us to believe that laban sales
double during Ramadan with milk sales also increasing (largely due to use in desserts, the
consumption of which increases significantly in Ramadan and from extra consumption, for
example in the pre-dawn “Suhur” meal). Given the Islamic calendar is lunar-based, the
beginning of Ramadan moves forward every year by around 12 days and is set to begin by mid-
August in 2009. Ramadan will still be in Q3 in 2009, although in the coming years it will move
into Q2 and then into subsequently into Q1.

Exhibit 33: Net income by quarter : 2004-2008

300
31

250
29
200
15
(SR mn)

23
150 19 20
263
17
100 206
178
164
144 145
122 123 130
50 106 100 100 101 101 95 107
78 91
75

0
Q1 04

Q1 05

Q1 06

Q1 07

Q1 08

Q2 04

Q2 05

Q2 06

Q2 07

Q2 08

Q3 04

Q3 05

Q3 06

Q3 07

Q3 08

Q4 04

Q4 05

Q4 06

Q4 07
Dairy, Juices, Foods Bakery

Source: Company, NCBC Research

1Q-09 results
Almarai reported its 1Q-09 results on 11 April 2008 which was, in summary, in line with what we
were expecting and with our FY-09 forecasts. Almarai reported revenues of SR1.3bn, up 18.5%
from 1Q-08. Gross profits increased by 22% YoY to SR508mn with net income higher by 22% to
SR197mn in 1Q-09 vs. SR162mn in 1Q-08.

These robust numbers highlight the defensive nature of the businesses which Almarai is
involved in and give support to our view that the current weak economic setting should not have
a big impact on the firm. YoY growth in 1Q-09 was significantly slower than in 1Q-08 (39%),
however this is largely due to the dairy price increases which Almarai was able to implement in
2008.

With respect to the business lines, the trends we expect in terms of relative revenues growths in
the coming years were evident in 1Q-09. As highlighted throughout this note, we expect the
fastest growth in the coming years to come from the bakery and juice businesses and this was
the case in 1Q-09. The juice business reported revenues of SR125mn, up 32% vs. 1Q-08. The
bakery business reported the next highest growth at 30%, taking 1Q-09 revenues to SR134mn.
The largest segment, fresh dairy, reported YoY revenue growth of 16%, taking revenues to
SR614mn.

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 31

 KEY THEMES

As mentioned above, these segmental growth rates in 1Q-09 are largely lower than in 1Q-08
due to the prices hikes implemented in 2008 by Almarai. What is more impressive however that
is bar juice, the growth rate reported by each segment in 1Q-09 is higher than that in 1Q-07.

Exhibit 34: Quarterly comparison of key metrics

Figures in SR mn 1Q 09 vs. 1Q 09 vs. 1Q 08 vs.
(unless specified) 1Q 07 1Q 08 4Q 08 1Q 09 1Q 08 (%) 4Q 08 (%) 1Q 07 (%)
Revenues 807 1,119 1,275 1,326 18 4 39
Gross profit 312 416 495 508 22 3 34
Margin (%) 39 37 39 38 113bps (53bps) (143bps)
EBIT 145 194 265 248 28 (6) 34
Margin (%) 18 17 21 19 134bps (205bps) (54bps)
Net income 123 162 219 197 22 (10) 32
Margin (%) 15 14 17 15 39bps (231bps) (73bps)
EPS (SR) 1.13 1.49 2.01 1.81 22 (10) 32
Source: Company, NCBC Research

Exhibit 35: Quarterly revenue comparison by product group

Figures in SR mn
(unless specified) 1Q 07 1Q 08 2Q 08 3Q 08 4Q 08 1Q 09
Fresh dairy 396 529 613 719 613 614
QoQ growth (%) (14) (5) 16 17 (15) 0
YoY (%) 14 34 27 34 10 16
as % of total sales 49 47 49 52 48 46
Long life dairy 75 122 121 119 134 148
QoQ growth (%) 45 37 (1) (1) 12 11
YoY (%) 9 62 62 65 51 21
as % of total sales 9 11 10 9 10 11
Fruit juice 56 94 132 143 115 125
QoQ growth (%) (2) (8) 40 9 (20) 8
YoY (%) 58 69 69 38 12 32
as % of total sales 7 8 11 10 9 9
Cheese & butter 187 262 241 254 272 298
QoQ growth (%) 31 35 (8) 5 7 10
YoY (%) 13 40 39 35 40 14
as % of total sales 23 23 19 18 21 22
Bakery products 88 104 136 141 134 134
QoQ growth (%) N/A 10 31 4 (5) 0
YoY (%) N/A 18 49 48 42 30
as % of total sales 11 9 11 10 11 10
Source: Company, NCBC Research

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 32

 Business focus
Business evolution
Bakery and Juice businesses set to increase as a % of sales: From its initial focus on
producing and distributing limited dairy products in the KSA, Almarai has expanded both its
geographic reach and product portfolio by introducing new flavors, varieties, and through
innovative packaging. The management has also diversified into related business areas such as
bakery and juice. These moves underpin the company’s vision statement “To be the preferred
choice in food products, promoting nutrition, health and well being in the GCC”.

We expect the relatively mature fresh dairy business segment to comprise a lower percentage
of total sales in the coming years. This is primarily because the new juice and bakery segments
will steadily increase their share of total sales. By 2013, we expect fresh dairy to make up
41.2% of sales (vs. 49.2% in 2008 and 74.2% in 2000). For Bakery, we expect it to constitute
16.4% of sales by 2013 vs. the 10.2% reported in 2008. For the juice business, we expect it to
make up 14.2% of sales in 2013 vs. the reported 9.6% in 2008 and 2.6% in 2002.

Exhibit 36: Business evolution - Sales by segment (as % of total sales)

80%

64%

48%

32%

16%

0%
1995 1998 2001 2004 2007 2010E 2013E

Fresh dairy Lo ng-life dairy Fruit juice Cheese & butter B akery

Source: Company, NCBC Research estimates

Positioning of product lines is encouraging: Our analysis shows that Almarai has a
favorable product mix. Its largest product line, Fresh Dairy, comes under the “cash cow”
category with the remaining product lines coming under the “Star” category.

Almarai’s largest segment, Fresh Dairy, is the single-largest cash generator for the company,
enabling it to invest in other high growth businesses. A slow growth rate and high market share
characterize this segment, indicating that it has matured. Hence, we believe that the company
should not undertake large organic investments in this business.

The Juice and Bakery segments are emerging as Almarai’s Star segments with high growth
rates and increasing market shares. Products from these two segments have also established a
strong reputation in the market place in a short period. Additionally, given that these are high-
growth businesses, we believe that Almarai should invest heavily in these segments.

Although the Long Life segment is the best Star product, demand growth is maturing, with
people increasingly preferring fresh milk products. Hence, the key to growth is by gaining
market share through the launch of new and innovative products. So far, Almarai has fared well
here and we expect this to continue, going forward. Export markets and expansion into newer
geographies outside of the GCC also remain key growth drivers.
12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 33
 BUSINESS FOCUS

We believe that the prospects for the Cheese and Butter market are more limited than the other
products given that consumers are increasingly choosing diet products. The key for growth in
the medium term would be through innovative products and packaging. Hence, we are of the
opinion that investments in the segment should be relatively small.

Exhibit 37: BCG matrix analysis

Star Questi
Lo ng Life on
All remaining segments Mark
High

combine relatively high

market shares w ith high Others
Juice
grow th levels hence "Star"
Business growth rate

status

Cheese & butter B akery

Fresh Dairy combines high

Low

market shares w ith mature

Fresh Dairy
sector hence "Cash Cow "
Cash Cow status Dog

High Low
Relative position (market share %)

Source: Company, NCBC Research

NB 1) Size of bubble indicates revenues. 2) We have assumed business growth rate based on revenues, as we do not have net income/cash flow break-down by
segment.

Segmental analysis
The table below summarizes Almarai’s current business mix and our forecasts up to 2013. A
detailed discussion of each segment follows this.

Exhibit 38: Almarai - Segmental summary

Revenues (CAGR) (%) GCC mkt share GCC mkt share
Revenues % of revenue by volume 2008 by volume 2013
Segments 2008 2008 2003-2008 2009-2013E (%) (%) Major products
Fresh Dairy 2,475 49.0 17.0 11.0 44.0 51.0 Raw milk, Laban, Zabadi,
Yoghurts, and Desserts
Long-life Dairy 496 10.0 30.0 12.0 19.0 26.9 UHT milk and cream,
Evaporated milk, and
Sterilized cream
Fruit Juice 484 10.0 30.0 24.0 9.0 12.7 Alphonso mango, Green
apple
Cheese and Butter 1,028 20.0 24.0 13.0 22.0 26.8 Retail butter, Butter ghee,
Processed cheese, White
cheese, Natural cheese
Bakery Products 515 10.0 - 26.0 20.0 Pastry, Cakes, Bread
Others 32 1.0 42.0 8.0 5.0 Tomato paste, Jam

Source: Company, NCBC Research estimates

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 34

 BUSINESS FOCUS

Fresh dairy (49.2% of 2008 revenues)

Dominant in its core product: The fresh dairy reporting line includes, among other products,
raw milk, laban (a traditional milk based drink) and zabadi (a type of yogurt). This segment
contributed approximately 49.2% to Almarai’s top-line in 2008. With its growing product portfolio
and strong distribution network, Almarai continues to be the leader in the fresh dairy market with
an estimated 44% market share. As of Q3-08, the company had a market share of around 20%
of the total milk market (this figure includes long-life milk where Almarai is not as strong), 42% of
the laban market and 35% of the zabadi market. In Saudi Arabia, Almarai has a market share of
59% in the milk market and 51% in the Laban market. (Please see Exhibits 70-77 in the
appendix for more market share information on products from this segment.)

Exhibit 39: Dairy market by company – milk, laban and zabadi

Almarai, 27%

Others, 44%

Nestle, 11%

Al Safi, 7%
NADEC, 4%
Saudia, 7%

Source: Company, NCBC Research

High barriers to entry should protect Almarai: The need for strong operational capabilities
lowers the prospect of any new local or foreign entity penetrating the market. Almarai has been
involved in the dairy business in Saudi Arabia since 1976 and has a high level of vertical
integration (As discussed in depth on page 34). Almarai also has an extensive distribution
network. The company leverages these strengths to produce higher quality products, delivered
more efficiently to the consumer at competitive prices. These factors, which cannot be
replicated easily, act as moats, keeping new entrants at bay.

Highly productive herd allows “in-house” sourcing of raw milk: Almarai has a 100,000+
strong herd, of which 58,000 are milking cows, largely comprising Saudi-bred Holsteins. The
company has established automated milking parlors on its farms, allowing it to milk a cow four
times in a day. This results in an average production of 12,800 liters of milk per cattle a year,
making its herd the most productive globally. From our discussions with management, we
believe there are still gains to be made here and this could be as high as 13,000 liters per cow
by the end of 2009. We attribute such high productivity to the adoption of latest farming
techniques and the extensive use of technology at the company’s farms, which are among the
most technologically advanced globally.

By internally producing milk, the company limits dependence on external suppliers for its main
raw material. This allows the company to control milk quality, production levels, and costs. We
believe this provides Almarai a competitive advantage over peers who purchase milk from
external sources for further processing.

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Exhibit 40: Dairy facts

Yield per cow (liters) Total milking cows (’000) Production (liters mn)
UK 6,700 1,989 13,334
EU-15 6,260 22,760 142,487
India 1,031 33,023 40,223
Saudi Arabia 8,981 116 1,046
Almarai 12,800 54 ~ 690
Source: Company, Local dairy associations

Price hike boosted growth in 2008 although a repeat is unlikely: Effective January 2008,
dairy companies raised prices of fresh milk and laban to SR4.0 from SR3.0 a liter after seven
years of stagnant pricing, citing high input costs. Other price hikes included 500ml going from
SR2 to SR2.5 and 2 liter milk increasing from SR6 to SR7. Higher prices brought some relief to
dairy companies across the GCC and improved profitability. Going forward, however, the recent
fall in feedstock prices has lowered chances for dairy producers to further increase prices.
Although this may well limit top-line growth, costs of sales for dairy companies is expected to
decline due to declining cost of raw materials, protecting the bottom-line.

Significant room for consumption growth: Despite the seemingly strong growth in
consumption, GCC countries still lag other economies such as EU, the US, and Russia in per
capita consumption of dairy products. Increasing per capita incomes, a greater availability of
dairy products, rising spending levels across the GCC region, and a shift in trend from
carbonated soft drinks toward a more healthy diet should lead to higher per capita consumption
for milk products.

Exhibit 41: Dairy facts - Per capita consumption of dairy products (liters per year)
Country Fluid milk Butter Cheese
Saudi Arabia* 20.0 0.4 4.1
GCC Average* 20.6 4.2 0.5
Egypt 14.8 1.8 8.3
Canada 83.2 2.6 11.0
EU-25 75.5 4.2 13.5
US 90.9 2.2 14.8
Russia 87.6 2.9 4.5
Source: NCBC Research
* - 2004 data; Source: Almarai, FAO

Good top-line growth expected, although more subdued than other segments: Given the
above factors, we believe that Almarai’s top line for fresh dairy should show continued strong
growth with sales CAGR expected at 10.6% over our forecast period (2009–13). Our
expectation is also based on the rising demand for dairy products across the GCC region and
Almarai’s strong ability to capture this additional demand, which should result in increased
market share over our forecast period – we expect Almarai’s fresh dairy market share to
increase to 51% by 2013 vs. its current 44% level. For 2009 specifically, we expect fresh dairy
sales to increase by 15.6% to SR2,860.4mn.

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Exhibit 42: Almarai - Fresh dairy sales FY2003A-2013E (SR mn)

4,500 70%

4,000
60%
3,500
50%
3,000

2,500 40%

2,000 30%
1,500
20%
1,000
10%
500

- 0%
2003A 2004A 2005A 2006A 2007A 2008A 2009E 2010E 2011E 2012E 2013E

Fresh Dairy Gro wth %

Source: Company, NCBC Research estimates

Long-life dairy (9.9% of 2008 revenues)

The Long-life dairy segment comprises products such as UHT milk, evaporated milk, and
sterilized cream, all of which tend to have a longer shelf life. This segment is the most mature of
the dairy-based products as long-life and powdered milk were the main options before local
dairy farms started operating in the 1970’s. Due to new product launches and focus on
marketing initiatives, the segment’s sales have been consistently recording high growth rates.
Over the past five years, the segment’s sales increased at 30.1% CAGR, contributing
approximately 9.9% to the company’s total sales in 2008.

Relative growth prospects for long-life subdued: The market for long-life dairy is maturing
as consumption patterns are changing with more and more people now preferring fresh milk
products to long-life products. This has led to declining volume growth for UHT milk, a key
product in the segment. SADAFCO, the Saudi dairy company, dominates the long-life dairy
market, followed by Almarai, which has a market share of 18.1% in the UHT milk category in
Saudi Arabia. However, Almarai enjoys higher market shares of 62.5%, 38.4%, 31.9%, and
27.5% in Oman, Qatar, Bahrain, and UAE, respectively.

Innovation and geographical expansion will be the key: The key to growth in this segment is
innovation. Almarai displayed a robust growth of 24% and 60% in 2007 and 2008 respectively in
the Long-life segment. This was due to the launch of ‘Maher The Adventurer’ flavored UHT milk
for children in 2007, followed by innovative packaging initiatives in 2008. Furthermore, the
region’s first lactose-free milk was launched in 2008, which was widely accepted by consumers.

Product innovation and geographic expansion set to drive growth: Long-life dairy product
sales are expected to remain strong over our forecast period, driven by expansion of these
products into newer geographies of North Africa (Egypt, Morocco). Going forward, we expect an
increasingly larger amount of milk supply to be converted into long-life dairy products as
Almarai’s milk production increases. We believe that the company will continue to introduce new
and innovative products to be able to beat the maturing growth of segment, thereby gaining
market share – we expect this to increase to 26.9% by 2013 vs., the current 19.6%.
Consequently, we expect revenues from long-life dairy products to expand at a CAGR of 11.9%
over 2008-2013 with growth in 2009 of 17.6%, taking revenues to SR582.7mn

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 BUSINESS FOCUS

Exhibit 43: Almarai - Long-life dairy sales FY2003A-2013E (SR mn)

1,000 60%

800 48%

600 36%

400 24%

200 12%

- 0%
2003A 2004A 2005A 2006A 2007A 2008A 2009E 2010E 2011E 2012E 2013E

Lo ng Life Dairy Gro wth %

Source: Company, NCBC Research estimates

Fruit juice (9.6% of 2008 revenues)

This segment has shown the strongest growth in the past two years, driven by product
innovations and the optimum utilization of distribution channels. The company launched
innovative flavors such as Alphonso mango with pulp and green apple with pulp, which boosted
the segment’s revenues in the past few years. Fruit juice sales were also driven by increasing
health consciousness among consumers and rising per capita income, which resulted in greater
demand for more expensive and exotic fruit juices. Sales in this segment expanded at a CAGR
of 29.6% since 2002 and 50.4% over the last three years.

Favorable demographics and increased health consciousness will be key drivers: With
over 50% of the GCC population under the age of 20, the demographics and the increasing
demand for healthy products will lead to continued strong growth in this market. Many health
conscious people in the GCC are shifting from carbonated drinks toward fresh and long-life
juices. Unlike dairy, the GCC juice market is highly fragmented due to low entry barriers.
Almarai entered the juice business in 1999 and established a strong position in the face of stiff
competition and growing cost pressures. It achieved this by launching improved recipes and
new flavors, through attractive packaging and by leveraging its strong distribution network.
Almarai currently has a 9% share of the GCC juice market, third only to Rani (12%) and Rabie
(11%).

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Exhibit 44: Juice market by company – fresh, long-life, can and others

Rani, 12%

Rabie, 11%

Others, 57% Almarai, 9%

Suntop, 6%

NADEC, 5%

Source: Company, NCBC Research

In-house research helps in launch of new products: Over the past few years, Almarai has
launched several new products, leveraging its in-house research capability. These products
target the higher-end of the juice business, helping the company improve sales and margins in
this product line. In addition, Almarai’s move to reposition its fruit juices through new and
innovative designs and packaging has been received well by consumers. These initiatives have
helped the company gain market share consistently across the GCC region; for example,
Almarai’s market shares in Saudi Arabia and the UAE (which together account for 70% of the
total consumption in GCC) increased to 30% and 15.1% respectively by Q3-08, from 17.8% and
11.2% respectively in 2006.

Exhibit 45: Almarai Juice market share by geography

Oman

Kuwait

UAE

Saudi Arabia

0% 8% 16% 24% 32% 40%

2006 Q3-08

Source: NCBC Research, Company

Rising input costs could squeeze margins: A rise in input costs, caused by the spike in
commodity prices across the globe in 2007-2008, depressed the company’s margins. The fruit
juice segment is the worst hit as most of the raw materials used, such as orange pulp and
mango pulp, are imported. Although the prices are now falling, we expect the average prices
over the coming years to be higher than those prevailing over the past decade. However,
Almarai has been addressing this issue by trying to control costs by employing innovative
packaging techniques (e.g. using packaging which uses raw materials more efficiently) and by

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 BUSINESS FOCUS

undertaking aggressive marketing initiatives to promote its products which would in turn help it
to pass the cost increases to its consumers.

Positive market trends and ongoing product innovation should lead to high growth rates:
Given the favorable market trends for the juice segment and Almarai’s strong product portfolio,
we expect the segment’s top line to increase at a robust 23.7% CAGR over our forecast period
and contribute around 14% to the company’s total sales in 2013 vs. 10% in 2008. We expect
32.2% sales growth in 2009, equating to SR640.3mn. We expect Almarai’s juice market share
to increase from 9% in 2008 to 13% in 2013.

Exhibit 46: Almarai - Fruit juice sales FY2002A-2013E (SR mn)

1,400 70%

1,200 60%

1,000 50%

800 40%

600 30%

400 20%

200 10%

- 0%
2003A 2004A 2005A 2006A 2007A 2008A 2009E 2010E 2011E 2012E 2013E

Fruit Juice Gro wth %

Source: Company, NCBC Research estimates

Cheese and butter (20.4% of 2008 revenues)

Cheese and Butter is the second largest segment by revenue, accounting for 20.4% of the
company’s total sales in 2008. The total market size for cheese and butter in the GCC region
was estimated to be 192 million liters in 2008, having expanded at 3–4% per annum over the
past four years. Almarai’s sales of cheese and butter have increased at 24% CAGR since 2003,
led by the launch of several new products in the GCC region. As of Q3-08, Almarai led the
market with 28% market share with Kraft close behind on 25% market share, followed by
Fromageries Bel with 23%.

Exhibit 47: GCC Processed cheese market share

Others, 15%

A lmarai, 28%

A rla Fo o ds, 9%

Fro mageries, 23%

Kraft, 25%

Source: Company, NCBC Research

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 BUSINESS FOCUS

Boycott of Danish goods benefited the segment: In 2005, Danish products were boycotted
across the Middle East after a Danish newspaper published caricatures of the Prophet
Mohammed that hurt the religious sentiments of Muslims worldwide. This development
coincided with the commissioning of a cheese plant by Almarai in late 2005. As a result,
Almarai’s cheese and butter sales increased 55.5% YoY in 2006, helping the company grow its
market share.

Targeting the health-conscious: We believe that the growth prospects for butter and cheese
are limited, given growing health consciousness among the people in the GCC region and the
association of these products with obesity-related health hazards. Anticipating this, Almarai
launched low cholesterol and low fat products such as Low Cholesterol Feta Cheese and Low
Fat Tinned Cheddar Cheese back in 2007. These products have received an encouraging
response from consumers and the company plans to expand this range.

Innovation set to mitigate the adverse impact from increased healthy eating: We believe
sales of cheese and butter will likely benefit from Almarai’s proactive approach in tailoring
products for the more health conscious consumer. Hence, we expect sales in the segment to
increase at a CAGR of 12.0% over our forecast period (2009–13) with Almarai’s market share
set to increase from 22% to 26.8%. For 2009, we forecast revenues to grow by 14% to
SR1,177mn.

Exhibit 48: Almarai - Cheese and butter sales FY2002A-2012E (SR mn)

2,000 70%
1,800
60%
1,600
1,400 50%

1,200
40%
1,000
30%
800
600 20%
400
10%
200
- 0%
2003A 2004A 2005A 2006A 2007A 2008A 2009E 2010E 2011E 2012E 2013E

Cheese & B utter Gro wth %

Source: Company, NCBC Research estimates

Bakery products (10.2% of 2008 revenues)

Entrance into the segment through the Western Bakeries acquisition: Almarai entered the
bakery segment in 2006 with the acquisition of Western Bakeries Company Limited and its
subsidiary, International Baking Services Company Limited. Almarai issued nine million shares
to the owners of Western Bakeries to acquire a 100% stake in the company, valuing it at 2.5x
sales and 14.5x net profit. Before the acquisition, the EBITDA margin of Western Bakeries was
around 27.5% with net margin at 17.2%. After the acquisition, sales of the bakery segment grew
31.3% and net margin improved 3.1 percentage points in 2007.

The Saudi bakery market is largely under-penetrated and comprises many small players. The
market is mainly dominated by small family-owned businesses. However, in the past few years
demand shifted dramatically towards packaged bakery goods from traditional artisan products.

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 BUSINESS FOCUS

Going forward, we expect the rapid penetration of organized retail outlets such as
supermarkets, hypermarkets and fast-food restaurants in KSA to be a key to growth for the
bakery segment. Savola’s Herfy dominates the bakery market with Almarai’s Western Bakery
ranking third in market share.

High margins and scope for geographic expansion key reasons for entrance into the
bakery business: We believe that entry into the bakery segment makes strategic sense as it is
another defensive food item, it has higher margins than the existing product lines, and it
provides scope for geographic expansion. Additionally, we expect the bakery segment to grow
on the back of Almarai’s extensive distribution network and strong brand image.

The bakery segment is also expected to benefit from the joint venture with Vivartia, Greece's
largest dairy and food processor, to manufacture and distribute Vivartia’s bakery products.
Through this joint venture, Almarai would bring Vivartia’s hugely successful bakery brand, 7
days, to the GCC market. A new plant being set up in Jeddah for the manufacture of these
products is expected to be operational in 2009. We expect these factors, along with a new
product development program, to add significantly to sales and earnings, going forward.

Almarai set to take advantage of a fragmented marketplace: We believe that Almarai’s

extensive distribution network and longstanding experience in the dairy business place it in a
strong position to take advantage of the fragmented bakery sector in the GCC region. In 2008,
bakery sales increased 39.6% to SR514.8mn; we expect bakery sales to grow 49.4% in 2009,
taking revenues to SR769mn. The company added another 100 sales routes in 2008, taking the
total to 625 in KSA, with the bakery customer base increasing to 33,000 from 25,000. Over our
forecast period, we expect 26% revenue CAGR, with net margins stabilizing at around 24%.

Exhibit 49: Almarai - bakery sales FY2007A-2013E (SR mn)

1,800 60%

1,600
50%
1,400

1,200 40%

1,000
30%
800

600 20%

400
10%
200

- 0%
2007A 2008A 2009E 2010E 2011E 2012E 2013E

B akery pro ducts Gro wth %

Source: Company, NCBC Research estimates

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 Financial analysis and forecasts

Sales
Product innovation and growth in bakery and juice sales to lead sales growth: Almarai
has recorded strong growth in sales over the past few years, led by product innovation,
expansion into newer lines of business, and accretive acquisitions, such as that of Western
Bakeries. We believe this growth assumes greater significance since it has come in a period
when prices of dairy products have remained steady or declined. We expect the above-
mentioned factors, along with the recent hike in product prices, to help the company record
strong revenue growth over the forecast period.

Exhibit 50: Almarai—sales FY2003A-2013E (in SR mn)

12,000

10,000

8,000

6,000

4,000

2,000

-
2003A 2004A 2005A 2006A 2007A 2008A 2009E 2010E 2011E 2012E 2013E

To tal sales (excluding bakery) B akery sales

Source: Company, NCBC Research estimates

We expect revenues in 2009 to increase 21% to SR6,063mn, driven by increased sales

volumes as Almarai continues to gain market shares, and in part due to the hike in dairy and
juice product prices. Revenues thereafter are expected to be driven by capacity expansions and
extension of the bakery and juice businesses to other GCC countries. Hence, we expect
revenues to register 14.4% CAGR over our forecast period. We wish to point out, however, that
our forecasts do not include the pending acquisition in Egypt (Beyti), the HADCO merger, and
the PepsiCo joint venture. We await details on this JV to incorporate them into our valuation
model.

Cost breakdown
One of Almarai’s key competitive strengths has been it high margin levels, which in some cases
are almost double that of some of its peers (Please see Exhibit 53). Almarai has been highly
successful in controlling costs, with total operating costs remaining at or below the 80% of sales
level. We expect this trend to continue out to 2013.

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 FINANCIAL ANALYSIS AND FORECASTS

Exhibit 51: Sales breakout

100%
18% 18% 22%
80%

23% 20% 20%

60%
15% 13%
16%
40%

38% 44% 45%

20%

0%
2002A 2003A 2004A 2005A 2006A 2007A 2008A 2009E 2010E 2011E 2012E 2013E

Direct M aterial co sts Emplo yee co sts Other o verheads EB IT

Source: Company, NCBC Research estimates

Direct material costs

Direct material costs constitute the largest segment of operating costs (44% in 2008) and has
risen by 6% during 2002-2008 as a percentage of sales. This is largely due to the increase in
global commodity prices, but also due to the increasing importance of juice and cheese,
products where raw materials are primarily sourced from the global markets . Key commodities
which have hurt Almarai in the past five years include animal feed, which was up more than
34%; cheese and butter prices, which increased by as much as 164% and packaging costs
which is up 158% since 2003. Compounding these, the weakening of the SAR vs. the euro
made imports costlier.

Exhibit 52: Change in price of raw materials from 2003-2008

Description Increase
Feed costs per liter 28% to 34%
Cheese and Butter 102% to 164%
Resin LDPE/HDPE 147% to 158%
Euro Vs. SAR 33%
Source: Company

Increasing percentage of sales from juice will mean higher reliance on externally
produced raw materials: We expect direct material costs as a percentage of sales to increase
only marginally over the coming years due to some stabilization of food prices over the coming
years. We expect products such as fruit juice and cheese to account for a growing portion of the
company’s sales mix. Given that the raw materials required for these products are not produced
by the company (as is the case with fresh and long-life dairy products), the exposure to raw
materials sourced externally will increase and thus overall direct material sales will grow at a
quicker rate than that of the group’s sales.

In a general context, the recent spike in global food prices has accentuated the perception of
raw food price risk faced by food companies such as Almarai. Although commodity prices have
eased of late, we believe this is a real risk for Almarai.

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 FINANCIAL ANALYSIS AND FORECASTS

Employee costs
Employee costs constitute the second-largest segment of operating costs at 15% in 2008. This
percentage has actually fallen over the years from 16.5% of sales in 2005, which could indicate
increased labor efficiencies alongside a greater focus on technology. We expect these gains to
continue and employee costs as a percentage of sales to fall to 13% of sales by 2013.

Marketing costs
This is the fourth-largest component of operating cost at 4.9% of sales in 2008. This figure has
remained broadly flat over the years. As mentioned earlier, one of Almarai’s core strengths is its
powerful brand image. We expect that the absolute amount Almarai spends on advertising and
brand awareness to be higher than its peers. The company has also consistently talked of its
ongoing commitment to investing in its strong brand image as it believes this gives it an edge
over competition.

Margins
Almarai’s net profit margins as well as EBITDA margins are well above those of its peers.
Almarai has been operating at an EBITDA margin of close to 24% and a net profit margin of
between 17-20% over the past few years. The net profit margin compares well with those of
companies in its regional peer group, namely Saudi Dairy and Foodstuff Co. (8%), National
Agriculture Development Co. (5.5%), as well as with those of global peers such as Groupe
Danone SA (7.4%) and Dean Foods Company (1.2%).

Exhibit 53: Net profit margins and EBITDA margins – 2008

30%

25%

20%

15%

10%

5%

0%
SA DA FCO Dean Fo o ds NA DEC Kraft Fo o ds Inc. Gro upe Dano ne A lmarai
Co mpany SA
Net pro fit margin EB ITDA margin

Source: Company, NCBC Research

Higher input costs combined with flat product prices contracted Almarai’s net profit margin to
16.9% in 2006 (22% in 2002) and then increased back to 18% in 2008 driven by the hike in
dairy product prices and entry into the high-margin bakery business in 2007. Going forward, we
expect margins to remains in the 18-20% range. The higher-than-average raw material prices
that we expect over the coming decade will pull the rate down, but this will be partially offset by
higher margin contributions from the bakery business.

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 FINANCIAL ANALYSIS AND FORECASTS

Exhibit 54: Net and EBITDA margins

30%

25%

20%

15%

10%
2003A 2004A 2005A 2006A 2007A 2008A 2009E 2010E 2011E 2012E 2013E

Net P ro fit M argin EB ITDA M argin

Source: Company, NCBC Research estimates

Taxation
Companies in the KSA are subject to the payment of Zakat or income tax, a type of wealth tax
levied on Saudi and GCC nationals, wholly Saudi or GCC-owner entities, and Saudi and GCC
shareholders in limited liability companies. Almarai has provided for Zakat of 2.5-2.9% over the
last five years. We assume a marginal rate of 2.6% over the forecast period.

Per share data

EPS: Almarai’s earnings per share has grown at 17.8% over the last five years, most of it
coming in the last few years as the EPS grew from SR4.65 in 2006 to SR8.35 in 2008. In line
with our expectation of net income growth, we estimate EPS to grow at 16% CAGR from 2009
to 2013. We expect the company to report an EPS of SR17.79 in 2013.

Dividend Policy: Almarai’s management has a strong record of rewarding its shareholders with
its dividend payout reaching 81.0% in 2004, when the company paid a dividend of SR3.0 per
share. Since then, the payout ratio has declined reaching 40.8% in 2007, climbing back
marginally to 42% in 2008. The decline has been mainly due to less free cash available for
distribution due to the huge capital investment programs (SR4.3 billion) implemented during the
last four years. In its 2008 board report, the management highlighted that the planned SR6bn
investment in the coming years will limit the company’s ability to pay high dividends, although it
would target a payout ratio of 30-40%.

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 FINANCIAL ANALYSIS AND FORECASTS

Exhibit 55: Dividend paid and payout ratio

500 90%

420 74%

340 58%

(SR mn)
260 42%

180 26%

100 10%
2003A 2004A 2005A 2006A 2007A 2008A 2009E 2010E 2011E 2012E 2013E

Dividend paid Payout ratio (%)

Source: Company, Reuters, NCBC Research estimates

Fixed asset investment

Maintaining dairy farms in the GCC region is a capital-intensive business requiring significant
investments in production, processing, and storage facilities. In 2006, the company unveiled a
five-year capex plan worth SR4.0bn to invest in various facilities for meeting the growing
demand for dairy products across GCC and to expand into newer geographies. In 2008, the
company shored up its capex plan for 2009-2013 by announcing it would spend SR6bn.
Consequently, Almarai’s capex as % of sales has risen to 32.9% in 2008 from just 15.8% in
2002. We believe these investments have now started bearing fruits. Hence, despite further
capex of SR6bn, we expect capex as a proportion of sales to decline, reaching 17.8% in 2010
and 11.2% in 2013.

Concurrently, we expect these investments to help the company augment its current facilities
and add to capacity over our forecast period, as reflected in Return on Capital Invested (ROIC)
that fell from 27.9% in 2002 to 13.9% in 2007, but then increased to 15.3% in 2008. Going
forward, we expect ROIC to move steadily upwards, reaching 18% in 2013.

Exhibit 56: Capex as % of sales and ROIC, 2002 – 2013

3,000 35% 30%

2,500
28%
24%
2,000
21%
18%
1,500
14%
1,000 12%

7%
500
6%
0 0%
2005A

2006A

2007A

2008A

2009E

2010E

2011E

2012E

2013E

0%
2005A

2006A

2007A

2008A

2009E

2010E

2011E

2012E

2013E

Capex (SR mn) Capex as % of sales

Source: Company, Reuters, NCBC Research estimates

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 FINANCIAL ANALYSIS AND FORECASTS

Working capital management

Almarai has built a strong reputation for its products in the market over the last decade. This, in
turn, has helped the company build healthy relationships with its clients, allowing it to manage
its working capital effectively.

Almarai's receivables outstanding narrowed to 23 days in 2008 (29 days in 2002); in 2006, it
was 20 days. On the other hand, payables outstanding grew to 55 days in 2005 (34 days in
2002) before falling to 48 in 2008, highlighting Almarai’s increasing influence on its supply
chain. The increase in the payable outstanding figure for 2007, compared with 2006, could be
due to the impact of the Western Bakeries acquisition and expansion of products across
Almarai’s distribution channels.

However, what remains a concern is the decline in inventory turnover ratio from 6.46 in 2002 to
2.8 in 2008, which seems to be the key reason behind the significant deterioration in working
capital. Higher sales contribution from long-life dairy, fruit juice and bakery products, which
typically have higher shelf lives, is a key reason for declining inventory turnover. Compared with
peers on this ratio, Almarai is at the bottom with 2.8x versus 7.9x, 6.2x, and 4.0x for Danone,
Kraft, and Nestle respectively.

Exhibit 57: Comparison of inventory turnover ratio 2008 – Almarai vs peers

A lmarai

Nestle

Kraft

Dano ne

0 2 4 6 8 10

Source: Company, NCBC Research

Going forward, Almarai’s focus will primarily be on keeping a check on unwanted expenditure.
Furthermore, as Almarai continues to expand its business, increasing economies of scale
should cushion deterioration in working capital with declining input prices also providing a
breather. We estimate net working capital to increase at slower rate in 2009 and 2010 before it
starts improving. We have not assumed an improvement in inventory turnover ratios since we
do not have adequate information. An improvement in the ratio, nevertheless, will lead to
generation of cash flow, which means an upside to our target price.

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 48

 FINANCIAL ANALYSIS AND FORECASTS

Exhibit 58: Inventory turnover ratio, 2002A – 2010E

0
2002A 2003A 2004A 2005A 2006A 2007A 2008A 2009E 2010E

Source: Company, NCBC Research estimates

Cash flow
As of 31 December 2008, Almarai had SR246.6 million in cash and cash equivalents, nearly
double the amount held in 2007. The company’s cash position is expected to continue to remain
strong as it is expected to generate strong operating cash flows over the forecast period. On a
CAGR basis, we forecast 34% growth during 2008-2013. Furthermore, total cash and cash
equivalents are expected to reach near SR2.3bn by 2016.

Free Cash Flow (FCF) was negative in 2006–2008, mainly due to huge capex. The company
spent SR878mn, SR1,099mn, and SR1,656mn in 2006, 2007, and 2008, respectively, on
expanding its business organically and inorganically and building operational facilities. Going
forward, the company expects to spend another SR6.0bn in capex primarily to expand its
business across segments. Hence, we expect positive but subdued FCF figures until 2011.
Thereafter, as investments in these years start bearing fruit and we anticipate returns to
increase. We expect FCF to cross SR1bn in 2012 and reach SR2.3bn by 2016.

Exhibit 59: FCF forecasts

2000

1500

1000
(SR mn)

500

0
2006A 2007A 2008A 2009E 2010E 2011E 2012E 2013E

-500

-1000

Source: Company, NCBC Research estimates

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 49

 FINANCIAL ANALYSIS AND FORECASTS

Leverage
Almarai has undertaken significant expansion in terms of expanding its existing businesses and
entering into newer business verticals, increasing the company’s capital requirements. Almarai
has used a mix of debt and equity to fund its expansion plans.

For example, in the Western Bakeries acquisition, Almarai issued 9 million shares to the
previous owners, thereby lowering its debt-to-equity ratio to 73% in 2006 from 78% in 2005.
Beyond this, Almarai primarily relied on commercial Islamic loans to fund expansion of its
existing plants with some minimal funds also coming from Government financial institutions
such as the Saudi Industrial Development Fund (SIDF) and the Saudi Arabian Agricultural Bank
(SAAB),

Funds ready to take advantage of market opportunities: Almarai has the required funds in
place to take advantage of market opportunities (or potential acquisitions) that may come about
– a total of SR 2.3bn, with 90% of this maturing after 2011. In the 2008 annual report, the
company expands on this and states that SR1.73bn of this is in the form of Islamic Banking
Facilities (Murabaha) and the remaining SR581mn is in unutilized funds from the SIDF facilities
(where the effective cost of borrowing is typically lower than that of commercial banks).

Exhibit 60: Current Debt structure

Funds available Funds used Funds remaining
Less than one year 531.5 511.2 20.3
One to two years 1830 1617.1 212.9
Two to five years 2807 1500.5 1306.5
Greater than five years 785.6 15.3 770.3
Total 5954.1 3644.1 2310
Source: Company, NCBC Research

Commission rate risk: The Islamic Banking Facilities, totaling SR3bn in 2008, bear financing
commission charges at the prevailing market rates. In its annual report Almarai has highlighted
the impact of fluctuating commission charges on the group net income, indicating that this
should not lead to a material impact on group net income.

Exhibit 61: Commission rate sensitivity

Increase/decrease in Effect on income
basis points of for the year
commission rates (SAR '000) As % of total income
2008
SAR 30 9,236 1.0
SAR (30) (9,236) (1.0)
2007
SAR 30 6,093 0.9
SAR (30) (6,093) (0.9)
Source: NCBC Research, Company

FX: The vast majority of Almarai’s transactions are completed in Saudi Riyal. However it also
has exposure to the Euro, UK sterling and the US dollar. Almarai uses forward currency
contracts to eliminate any significant currency exposures with protection for inventory and capex
purchases via foreign currency forward purchase agreements. The outstanding foreign currency
forward purchase agreements are as follows:

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 50

 FINANCIAL ANALYSIS AND FORECASTS

Exhibit 62: Outstanding foreign currency forward purchase agreements

SAR '000 2008 2007

Euro 669,819 532,632
GBP 94,800 60,911
Other 37,428 7,971
Total 802,047 601,514
Source: Company, NCBC Research

The exhibit below highlights the sensitivity of the group’s net income to fluctuations in the
EUR/SR rate indicating that a reasonably sized move against the SR should not lead to a
material impact on the group’s net income.

Exhibit 63: Sensitivity to changing EUR/SR rate

Increase/decrease in Effect on income for the
Euro rate to SR year(SR '000) As % of total income
2008
SAR 10.0 8,602 0.9
SAR (10.0) (8,602) (0.9)
2007
SAR 10.0 5,035 0.8
SAR (10.0) (5,035) (0.8)
Source: Company, NCBC Research

Return ratios
Almarai’s ROE as well as ROA have been gradually declining over the years in line with the
decline in net profit margins. Going forward, we expect ROA to increase as investments start
paying off and in line with the growing net margin.

Exhibit 64: DuPont breakdown—2004 to 2008

Particulars 2004 2005 2006 2007 2008
Asset turnover (times) 0.855 0.798 0.817 0.746 0.693
Net profit margin (%) 19.64 17.99 16.86 17.70 18.10
Equity multiplier (times) 1.75 1.98 2.03 2.04 2.18
Return on equity (%) 29.4 28.4 27.9 27.0 27.3
Return on assets (%) 16.8 14.4 13.8 13.2 12.5
Source: Company, NCBC Research

Exhibit 65: DuPont breakdown—2009 to 2013

Particulars 2009E 2010E 2011E 2012E 2013E
Asset turnover (times) 0.684 0.690 0.707 0.729 0.751
Net profit margin (%) 18.55 18.63 19.13 19.32 19.68
Equity multiplier (times) 2.22 2.12 1.97 1.80 1.64
Return on equity (%) 28.2 27.3 26.6 25.3 24.2
Return on assets (%) 12.7 12.9 13.5 14.1 14.8
Source: Company, NCBC Research estimates

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 51

 FINANCIAL ANALYSIS AND FORECASTS

NCBC numbers vs. consensus

Our PT of SR156 per share is 10% less than the group’s average PT of SR174 per share,
although we highlight that the range of price targets is quite wide at SR41. The median price
target is SR171. Our revenues as well as net income estimates are marginally lower when
compared with consensus figures. For instance, our 2009 and 2010 revenues forecasts of
SR6,030mn and SR7,017mn, respectively, are 3.6% and 4.8% lower than the average
consensus numbers. Similarly, our net income forecasts of SR1,124mn and SR1,307mn, are
1.2% and 3.1% lower than the consensus figures.

Differing terminal growth rates and peer group construction lead to difference in price
targets: We believe our 2009 and 2010 figures are marginally lower than consensus due to our
caution on the pace of growth in all Almarai’s business lines. This is primarily due to increased
competitive pressure. We believe our price target is significantly lower than our peer average for
two reasons:

• We use a terminal growth rate of 3% as we think this is a fair reflection of the long term
GDP and population growth levels for Saudi Arabia. Some of our peers have used a
terminal growth rate for their DCF calculations of 4%, leading to higher price targets. If we
used a 4% price target, it would add some SR20 to our price target (Please see Exhibit 2
for further WACC/terminal growth rate sensitivities)

• Our global peer 2009 P/E is 14x, to which we add a 15% premium for Almarai. Other
brokers use a global peer 2009 P/E of 15x and above, to which they add various premiums
for Almarai. We have used a peer universe which only includes dairy, bakery and juice
companies, with our average relevantly weighted (i.e. a 80% weight to the dairy average
P/E, a 10% weight to the bakery company P/E and a 10% weight to the juice company P/E
in order to reflect the % of revenues in 2008 from these businesses). Other brokers have
used various generic food companies to constitute their comparable peer group for
Almarai.

Exhibit 66: NCBC forecasts vs. consensus

Revenues Operating income Net profit
Figures in SR mn, unless specified 2009E 2010E 2011E 2009E 2010E 2011E 2009E 2010E 2011E PT
NCBC 6,063 7,017 8,007 1,326 1,518 1,750 1,124 1,307 1,532 156
Consensus - high 6,859 8,562 10,329 1,512 1,759 2,052 1,287 1,529 1,819 202
Consensus - low 5,192 5,443 5,826 1,166 1,303 1,443 1,037 1,178 1,329 161
Consensus incl Almarai 6,252 7,314 8,302 1,344 1,583 1,806 1,136 1,346 1,579 172
Consensus excl Almarai 6,290 7,374 8,376 1,347 1,592 1,817 1,138 1,350 1,584 174
Deviation from consensus (%) (3.6) (4.8) (4.4) (1.6) (4.7) (3.7) (1.2) (3.1) (3.3) (10.4)
Source: Zawya, Reuters, NCBC Research estimates

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 52

 Financials
Key financials

(SR mn) 2008 2009E 2010E 2011E 2012E 2013E

Income statement
Net sales 5,030 6,063 7,017 8,007 8,958 9,854
% change 33.43 20.53 15.73 14.11 11.87 10.01
EBITDA 1,331 1,682 1,949 2,264 2,557 2,803
% change 32.0 26.4 15.9 16.2 12.9 9.6
Dep. & Amortization 270 356 431 514 601 632
EBIT 1,061 1,326 1,518 1,750 1,955 2,171
Interest Income, net (125) (171) (174) (176) (177) (178)
Pre-tax profit 935 1,155 1,344 1,574 1,779 1,992
Tax (Zakat) 25 30 35 42 47 53
Net income 910 1,124 1,307 1,532 1,731 1,939
% change 36.4 23.5 16.3 17.2 13.0 12.0
Balance sheet
Current assets 1,800 1,919 2,455 2,904 3,383 3,744
Investments 489 867 867 867 867 867
Net fixed assets 5,343 6,202 6,930 7,516 7,958 8,313
Other assets 549 549 549 549 549 549
Total assets 8,181 9,537 10,800 11,835 12,757 13,473
Current liabilities 1,289 1,375 1,423 1,500 1,549 1,550
Total debt 3,133 3,649 3,993 3,907 3,649 3,133
Other liabilities 128 138 139 139 139 139
Total liabilities 3,261 3,787 4,132 4,046 3,788 3,272
Share capital 1,090 1,090 1,090 1,090 1,090 1,090
Reserves & surplus 2,527 3,270 4,141 5,183 6,314 7,545
Shareholders' equity 3,617 4,360 5,231 6,273 7,404 8,635
Total equity & liab 8,181 9,537 10,800 11,835 12,757 13,473
Cash flow statement
Cash flow from op. (a) 1,011 1,582 1,734 2,094 2,384 2,633
Cash flow from inv.(b) (1,572) (1,592) (1,154) (1,100) (1,044) (987)
NOPLAT 1,033 1,291 1,478 1,704 1,904 2,114
WC (319) (80) (180) (129) (126) (116)
Capex (1,656) (1,300) (1,250) (1,200) (1,150) (1,100)
Depreciation 270 356 431 514 601 632
Free cash flow (672) 267 479 889 1,229 1,529
Cash flow from fin.(c) 670 (165) (277) (761) (1,059) (1,452)
Debt 1,052 388 334 (94) (282) (564)
Net chg. in cash (a+b+c) 109 (175) 299 233 281 195
Cash at start of the year 138 247 72 371 604 885
Cash at end of the year 247 72 371 604 885 1,080
Source: Company, NCBC Research estimates

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 53

 FINANCIALS

Key financials (contd.)

Key ratios 2008 2009E 2010E 2011E 2012E 2013E

Per share ratios (SR)
EPS 8.4 10.3 12.0 14.1 15.9 17.8
FCF per share (6.2) 2.5 4.4 8.2 11.3 14.0
Div per share 3.5 4.0 4.5 5.5 6.5 7.0
Book value per share 33.2 40.0 48.0 57.6 67.9 79.2
Valuation ratios (x)
P/E 17.7 14.3 12.3 10.5 9.3 8.3
Adjusted P/E ^ 17.3 14.0 12.0 10.3 9.1 8.1
P/FCF (24.0) 60.3 33.7 18.1 13.1 10.5
P/BV 4.3 3.6 3.0 2.5 2.1 1.8
EV/sales 3.9 3.3 2.9 2.5 2.1 1.9
EV/EBITDA 14.7 11.9 10.3 8.7 7.5 6.6
Div yield (%) 2.4 2.7 3.0 3.7 4.4 4.7
Profitability ratios (%)
Gross margins 39.7 40.8 40.8 40.8 40.6 40.8
Operating margin 21.1 21.9 21.6 21.9 21.8 22.0
EBITDA margins 26.5 27.7 27.8 28.3 28.5 28.4
Net profit margins 18.1 18.5 18.6 19.1 19.3 19.7
ROE 27.3 28.2 27.3 26.6 25.3 24.2
ROA 12.5 12.7 12.9 13.5 14.1 14.8
Liquidity ratios
Current ratio 2.3 2.1 2.2 2.2 2.3 2.3
Quick Ratio 0.7 0.6 0.7 0.7 0.7 0.7
Operating ratios (days)
Inventory (excl. spare parts) 132 131 129 125 122 118
Receivables outstanding 23 25 24 23 22 21
Payables outstanding 48 59 53 50 46 42
Operating cycle 156 156 153 148 144 139
Cash cycle 108 97 100 99 98 97
Source: Company, NCBC Research estimates
^ MCap adj for MV of listed investments divided by net incomes

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 54

 Appendices
Exhibit 67: Product portfolio
Almarai Company Western Bakeries
Laban Fresh laban (full fat, low fat, skimmed) Filled puffs (Cheese, Apple, Date)
Milk Fresh milk (full fat, low fat, skimmed, vetal Rolls (Cheese)
Pastry
Fresh Dairy and flavored
Zabadi Zabadi (full fat, low fat, skimmed) Croissants (Plain and filled)
Yoghurt, Desserts Yogurts, Gishta, Labneh and dairy desserts Cup cake (three flavors)
Long-life dairy UHT milk (plain and flavored), Evaporated Cake Sandwich cake
milk, whipping and sterilized cream
Swiss roll

Food and Fruit Juice Fresh juices Sliced bread

Beverages Cheese and butter Butter, Butter ghee, Triangle cheese, Tin Burger bun
cheese, slices, Spreadable cheese, Bread
Mozzarella, Halloumi, Feta and others
Non-Dairy foods Tomato paste, Pizza slices Cluster roll
Other products Ma'moul
Sambosa leaves
"Modern Food Industries" - JV between Western
Bakeries/Vivartia/Olayan
Dairy and Food Bakery products
Source: Company, NCBC Research

Exhibit 68: Dairy market by company – milk, laban and zabadi Exhibit 69: Milk market by company – Powder, Fresh and Long-
life milk

Almarai, 20%
Almarai, 27%

Others, 44% Others, 43%

Nestle, 18%

Nestle, 11%

Al Safi, 7% Jamjoom, 4% Saudia, 11%

NADEC, 4% Anchor, 4%
Saudia, 7%

Source: Company, NCBC Research Source: Company, NCBC Research

Exhibit 70: Laban market by company – Fresh and recombined Exhibit 71: Zabadi market by company
laban

Others, 27%
Others, 35%

Almarai, 35%

Almarai, 42%

Nada, 4%

Activia, 4%
Nada, 4%
Activia, 5%
NADEC, 8% Al Safi, 13%
NADEC, 8%
Al Safi, 15%

Source: Company, NCBC Research Source: Company, NCBC Research

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 55

 APPENDICES

Exhibit 72: GCC dairy by type Exhibit 73: GCC dairy by country

Bahrain, 4% Qatar, 2%
Fresh laban,
24% Powder milk, Oman, 6%
23%
Kuwait, 7%

Recombined
laban, 3%

Fresh milk, UAE, 16%

20%
Zabadi, 11%
KSA, 65%

Long-life milk,
19%

Source: Company, NCBC Research Source: Company, NCBC Research

Exhibit 74: GCC milk by type Exhibit 75: GCC milk by country

Bahrain, 4% Qatar, 2%
Long life milk,
Oman, 6%
30%
Kuwait, 6%
Powder milk,
38%

UAE, 19%

KSA, 63%

Fresh milk,
32%

Source: Company, NCBC Research Source: Company, NCBC Research

Exhibit 76: Almarai milk market share evolution

80%

70%

60%

50%

40%

30%

20%

10%

0%
KSA Kuwait Qatar Bahrain UAE Oman
2006 2007 2008

Source: NCBC Research, Company

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 56

 APPENDICES

Exhibit 77: GCC laban by type Exhibit 78: GCC laban by country

Recombined Bahrain, 2% Qatar, 1%

laban, 12%
Oman, 8%

Kuwait, 4%

UAE, 7%

Fresh laban, KSA, 78%

88%

Source: Company, NCBC Research Source: Company, NCBC Research

Exhibit 79: Almarai laban market share evolution

70%

60%

50%

40%

30%

20%

10%

0%
KSA Kuwait Qatar Bahrain UAE Oman

2006 2007 2008

Source: NCBC Research, Company

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 57

 APPENDICES

Exhibit 80: GCC juice by type Exhibit 81: GCC juice by country

Cans, 1% Others, 1% Qatar, 2%

Bahrain, 4%
Juice milk, 3%
Oman, 8%

Long life juice,

17%
Kuwait, 9%

Juice drinks,
43%

UAE, 16% KSA, 61%

Fresh juice,
35%

Source: Company, NCBC Research Source: Company, NCBC Research

Exhibit 82: Almarai juice market share evolution

40%

35%

30%

25%

20%

15%

10%

5%

0%
KSA Kuwait Qatar Bahrain UAE Oman

2006 2007 2008

Source: NCBC Research, Company

Exhibit 83: GCC cheese by type Exhibit 84: GCC cheese by country

Tubes, 1% Qatar, 2%
Blocks, 3% Bahrain, 2%
Oman, 4%

Kuwait, 12%
Slices, 10%

Triangles, 22%
UAE, 11%

Tins, 10%

KSA, 69%

Squares, 11%

Source: Company, NCBC Research Source: Company, NCBC Research

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 58

 APPENDICES

Exhibit 85: Senior Management

Name Position About
Abdulrahman Al Fadley Chief Executive Graduated from King Saud University, Saudi Arabia, in 1982 with a degree in
Officer Chemical Engineering. He was appointed as Chief Executive Officer in January
2001; having been Deputy Chief Executive Officer since December 1999. His first
position with Almarai was as General Manager - Central Processing Plant. He
joined Almarai in 1996 from Mahmood Saeed Collective Company, Jeddah where
he was Vice-president.
Georges Schorderet Chief Financial Certified Accountant with an MBA from the International Management
Officer Development (IMD), Lausanne, Switzerland. Prior to joining Almarai, he worked in
Switzerland as an independent consultant for three years, Chief Financial Officer
of the SAirGroup for 6 years and Chief Financial Officer of the Alusuisse-Lonza
Group for 6 years.
Hussam Abdul Qader General Manager - Holds a BA in Business Administration; he completed his studies in Amman
Marketing Private University, Jordan and the University of Kansas, USA. He joined Almarai in
2003 and was appointed to his current role in 2006. Previously working for
ACNielsen for seven years, he held numerous positions across the Middle East
covering a span of specialties in marketing research and business development.
Andrew Mackie General Manager - Joined Almarai in 1977 after graduating from the West of Scotland Agricultural
Farming College in the UK. He has been General Manager - Farming since 1998, having
previously worked as Regional Manager - Farming for a number of years.

Nicholas Jay General Manager - Holds a B.Sc. (Hons) from the University College of Wales in the UK. He was
Sales appointed to his current position in 2004, having previously held a number of
positions in Almarai, the most recent of which was as National Sales Manager.
Before that Nicholas was General Sales Manager - Gulf based in Dubai. Before
joining Almarai he held a number of positions in the agri-business sector in the
United Kingdom.
Dr. Abdulrahman Al Turaigi General Manager - Was appointed as General Manager - Human Resources in January 2004. He
Support Services and holds a B.Sc. degree in Industrial Engineering, Master of Science in Computer
Company Secretary Integrated Manufacturing from University of Michigan, USA and a Ph.D. in
Engineering Management from University of Missouri, USA. He worked for 14
years with General Organization for Technical Education as an Instructor,
Assistant Professor of Industrial Engineering and Head of the Production
Engineering Department. He joined Almarai in 1999 as Human Resources
Manager - Sales.
Abdullah Abdulkarim General Manager - joined Almarai in 1985 as Administration Manager and was appointed to his
Administration present position in January 2004. He previously worked in the public and private
sectors in Saudi Arabia and overseas during and after his education in the field of
administration. He completed his university education from the California State
University in Sacramento, USA where he majored in Public Administration.
Alan van der Nagel General Manager - With responsibility for manufacture and long haul distribution of dairy, and Juice
Operations products Alan joined Almarai in 2004 as Factory manager of CPP1 (central
processing plant 1) and has recently been appointed to GM operations. Prior to
joining Almarai Alan has spent 14 years in various operational and general
management roles with the Parmalat Group (Italy), in countries such as Australia,
China and Hungary. He holds a degree and Business Administration and a
graduate diploma in dairy science.
Malcolm Jordan General Manager - Graduated in Food Science and Technology from the West of Scotland Agricultural
Quality and Product College. Joined Almarai in 1992 after working for a number of International Dairy
Development Companies. Over the past 15 years in Almarai he has held a number of positions
within Manufacturing, Quality and Research and Development and was appointed
to his current position in 2007.
Majed Nofal General Manager - Holds a BA in Business Administration from King Saud University. . Previously
Bakery Division working for Ernst & Young in Riyadh for 9 years & Western Bakeries Co. (Lusine)
in Jeddah for 7 years till appointed in his current occupation in 2007.
Tom Trimble Head of Strategic Joined the company in November 2006 as Head of Strategic Business Unit . He
Business Unit previously worked with Nestle in a number of different roles, including Chief
Financial Officer, Marketing and General Management, in different countries
(Ireland, France, UK and Switzerland). Most recently, he was Strategic Planning
Director for Beverage Partners Worldwide, a joint venture between Nestle and
Coca-Cola.
Source: Company Website

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 59

 APPENDICES

Exhibit 86: Almarai Board of Directors

Name Position About
HH Prince Sultan bin Mohammed bin Saud Chairman of the Holds a bachelor degree in Economics and Political Science from King Saud
Al Kabeer Board University, Saudi Arabia. Amongst other things, he is also Chairman of the Board
of Arabian Union for Cement Industries, Al Mashreq Commercial and Contracting
Company, Samamah Company and Arabian Shield Insurance Company EC
Ibrahim M. Alissa Director Holds a degree in Business Administration from Chapman University, California,
USA. Chairman and Managing Director of Saudi Sodrorbau Company. He is a
director of the Saudi Turkish Holding Investment Company, Banque Saudi Fransi,
The Savola Group,
Dr. Majed A. Al Gassabi Director Holds a master's degree in Civil Engineering from Barclay University, USA, a
master's degree and a Ph.D. in Engineering Management from Missouri University,
USA. He is a board member of General Ports Authority, Saudi Cable Company, Al-
Furousiya at Holy Makkah Area, The Savola Group
Mohammed Al Damer Director Holds a bachelor degree in Political Science from the University of the Pacific in
Stockton, California, USA. He worked with the Ministry of Foreign Affairs from
1976 to 1981. He is active in businesses specializing in stocks and real estate.

Mosa Omran Al Omran Director Holds a Bachelor Degree in Industrial Engineering from King Saud University in
Saudi Arabia in 1991, he holds a Master Degree in Business Administration from
St. Edward University USA in 1994 and Diploma in science and technical bread
from Pittsburgh Institute USA in 2001. He is a board member of the Savola Group,
United Sugar Company and Banque Saudi Fransi
Engr. Nasser Al Muttawa Director Holds a bachelor degree in Civil Engineering from Marquette University, California,
USA. He has worked in the Government sector from 1973 to 1979 and in the
private sector from 1980 to present. He has major business interests in various
companies in the Middle East
HH Prince Naif bin Sultan bin Mohammed Director A business administration graduate of King Saud University, Saudi Arabia, is
bin Saud Al Kabeer Chairman of Projects and Technical Contracting Company and Ashbal Al Arab
Corporation. He is also a member of the board of the Faraby Al Khaleej
Petrochemical Company, Zain Company, Kuwaiti-Sudanese Company and
Kuwaiti-Chinese Company.
Dr. Sami Mohsen Baroom Director Holds a PH.D. and Masters degree in Business Administration from Pennsylvania
University, USA. He is currently Managing Director of the Savola Group as well as
being CEO of both International Quarter Company and Al Azizia Panda Company
and Deputy Chairman of the United Sugar Company.
Abdulrahman bin Abdulaziz Al Muhanna Managing Director Joined Almarai in 1979 on graduating from King Saud University, Saudi Arabia
with a degree in Agricultural Economics. He was appointed Managing Director in
1997. He is a board member of Arabian Agricultural Services Company, the
Arcapita Bank, Bahrain, and the AlJazeerah Press, Printing and Publication
Company.
Source: Company Annual Report, 2008

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 60

 APPENDICES

Exhibit 87: Detailed dairy production flow chart

Source: NCBC Research

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE 61

Kindly send all mailing list requests to research@ncbc.com

Brokerage sales Roger Yeoman +966 2646 5724 r.yeoman@ncbc.com

+966 500 556 261 (mobile)

Brokerage website www.alahlitadawul.com / www.alahlibrokerage.com

Corporate website www.ncbc.com

NCBC INVESTMENT RATINGS

Overweight: Target price represents expected returns in excess of 15% in the next 12 months
Neutral: Target price represents expected returns between -10% and +15% in the next 12 months
Underweight: Target price represents a fall in share price exceeding 10% in the next 12 months
Price Target: Analysts set share price targets for individual companies based on a 12 month horizon. These share price targets are subject to a
range of company specific and market risks. Target prices are based on a methodology chosen by the analyst as the best predictor of
the share price over the 12 month horizon

OTHER DEFINITIONS

NR: Not Rated. The investment rating has been suspended temporarily. Such suspension is in compliance with applicable regulations
and/or in circumstances when NCB Capital is acting in an advisory capacity in a merger or strategic transaction involving the
company and in certain other situations
CS: Coverage Suspended. NCBC has suspended coverage of this company
NC: Not Covered. NCBC does not cover this company

IMPORTANT INFORMATION
The authors of this document hereby certify that the views expressed in this document accurately reflect their personal views regarding the securities
and companies that are the subject of this document. The authors also certify that neither they nor their respective spouses or dependants (if relevant)
hold a beneficial interest in the securities that are the subject of this document. Funds managed by NCB Capital and its subsidiaries for third parties
may own the securities that are the subject of this document. NCB Capital or its subsidiaries may own securities in one or more of the aforementioned
companies, or funds or in funds managed by third parties The authors of this document may own securities in funds open to the public that invest in the
securities mentioned in this document as part of a diversified portfolio over which they have no discretion. The Investment Banking division of NCB
Capital may be in the process of soliciting or executing fee earning mandates for companies that are either the subject of this document or are
mentioned in this document.

This document is issued to the person to whom NCB Capital has issued it. This document is intended for general information purposes only, and may
not be reproduced or redistributed to any other person. This document is not intended as an offer or solicitation with respect to the purchase or sale of
any security. This document is not intended to take into account any investment suitability needs of the recipient. In particular, this document is not
customized to the specific investment objectives, financial situation, risk appetite or other needs of any person who may receive this document. NCB
Capital strongly advises every potential investor to seek professional legal, accounting and financial guidance when determining whether an investment
in a security is appropriate to his or her needs. Any investment recommendations contained in this document take into account both risk and expected
return. Information and opinions contained in this document have been compiled or arrived at by NCB Capital from sources believed to be reliable, but
NCB Capital has not independently verified the contents of this document and such information may be condensed or incomplete. Accordingly, no
representation or warranty, express or implied, is made as to, and no reliance should be placed on the fairness, accuracy, completeness or correctness
of the information and opinions contained in this document. To the maximum extent permitted by applicable law and regulation, NCB Capital shall not
be liable for any loss that may arise from the use of this document or its contents or otherwise arising in connection therewith. Any financial projections,
fair value estimates and statements regarding future prospects contained in this document may not be realized. All opinions and estimates included in
this document constitute NCB Capital’s judgment as of the date of production of this document, and are subject to change without notice. Past
performance of any investment is not indicative of future results. The value of securities, the income from them, the prices and currencies of securities,
can go down as well as up. An investor may get back less than he or she originally invested. Additionally, fees may apply on investments in securities.
Changes in currency rates may have an adverse effect on the value, price or income of a security. No part of this document may be reproduced without
the written permission of NCB Capital. Neither this document nor any copy hereof may be distributed in any jurisdiction outside the Kingdom of Saudi
Arabia where its distribution may be restricted by law. Persons who receive this document should make themselves aware, of and adhere to, any such
restrictions. By accepting this document, the recipient agrees to be bound by the foregoing limitations.

NCB Capital is authorised by the Capital Market Authority of the Kingdom of Saudi Arabia to carry out dealing, as principal and agent, and
underwriting, managing, arranging, advising and custody, with respect to securities under licence number 37-06046. NCB Capital’s registered office is
at 25th Floor, Al-Faisaliyah Tower, King Fahad Road, P.O. Box 22216, Riyadh 11495, Kingdom of Saudi Arabia.

12 May 2009 ALMARAI COMPANY - INITIATING COVERAGE