Apotek Hjärtat building the leading pharmacy offering in Sweden. Anders Nyberg CEO Apotek Hjärtat

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1 Apotek Hjärtat building the leading pharmacy offering in Sweden Anders Nyberg CEO Apotek Hjärtat

2 35 Bn SEK Swedish pharmacy market Market split 2014 Sample products Pricing model Channel presence SEK bn 35 5 Traded goods (TG) TG Free pricing Broad 3 Over the counter (OTC) OTC Free pricing Selective retail stores (regulatory approval needed) 26 Prescribed (Rx) Fixed pricing (regulated by TLV) Pharmacies Retail Market Rx gross profit primarily driven by volume, price is much less important Source: Swedish Pharmacy Association (Sw. Sveriges Apoteksförening) ICA Gruppen CMD

3 Stable market growth and positive gross profit mix shift Sweden pharmacy market (retail) Sales development (SEKbn) (1) TG OTC CAGR % 7% (a) 9% 4% (a) TG Estimated growth outlook (2) Around to slightly below 5y historical average Estimated industry retail gross margins (2) 40-50% OTC Slightly below 5y historical average 35-45% Rx 3% 1% (Value) Rx In line with 5y historical average (volume) 20-22% 2% 2% (Volume) Positive mix shift Note: (a) Historical OTC sales includes both the pharmacy channel and the non-pharmacy channel. Source: 1) Swedish ehealth Agency (Sw. ehälsomyndigheten) and Swedish Pharmacy Association (Sw. Sveriges Apoteksförening). (2) Management estimates. ICA Gruppen CMD

4 New pharmacy establishments are slowing down Number of new pharmacies (1) Main drivers More rational market behavior Number of pharmacies APH, net openings a Consolidation has provided larger players with scale 50 Others, net openings b Smaller players experience lower profitability 14 c Fewer attractive locations remain YoY % change % +11% +3% +2% Note: Please note that the graph is not to scale. Apotek Hjärtat net openings 2012 includes 3 pharmacies opened by Vårdapoteket prior to Apotek Hjärtats acquisition. Source: (1) Swedish Pharmacy Association (Sw.Sveriges Apoteksförening) and Apotek Hjärtat % +2% ICA Gruppen CMD

5 Apotek Hjärtat well positioned for the future Background Positioning in key strategic dimensions Player Owner # of retail pharmacies/ Food retail cooperation Brand awareness (3) E-commerce Own distribution ICA Gruppen 390 #1 Swedish state #2 Oriola-KD 309 ( ) #3 Swedish state/ entrepreneurs n.a. - Celesio 79 - #5 #4 - Source: (1) Retail market size from Swedish Pharmacy Association; # of retail pharmacies as of year end (2) Annual reports, 2014 figures except for Lloyds (2013). (3) Blue Carrot survey. ICA Gruppen CMD

6 Most respected companies 2014: 1. Ikea 2. Apoteket Arla 5. Google 6. Clas Ohlsson 7. Volvo PV 8. Samsung Stadium (Sources: Nordic Brand Academy / Dagens Industri) ICA Gruppen CMD

7 Sweden s leading private pharmacy chain Nationwide coverage with approx. 390 pharmacies and e- commerce Approx. SEK 12 billion in sales 3,200+ employees, HQ in Stockholm Own product supply ICA Gruppen CMD

8 Our Vision To be the pharmacy of the future with Sweden s leading health offering Our Mission Help our customers to better health and well-being ICA Gruppen CMD

9 Strongest brand development 65% 60% Awareness 55% 50% 45% 40% 35% 30% Source: BlueCarrot, 7 weeks moving, median value ICA Gruppen CMD

10 Intensifying differentiation of store format Close to care (83 units) Close to homes (104 units) Shopping (105 units) Close to stores (98 units) E-commerce Launched September 2014 ICA Gruppen CMD

11 ICA Gruppen CMD

12 ICA Gruppen CMD

13 Looking ahead 1. Secure successful integration 2. Continued growth 3. Increased investments in our e-commerce 4. TG development expanding into new categories 5. Expanding our test of health care services 6. Becoming the most attractive employer and building a culture of engagement ICA Gruppen CMD

14 New customer club solution with joint bonus 1,300 grocery stores: 1% 390 pharmacies: bonus 3% bonus Monthly bonus statement (all channels) ICA Hjärtat ICA Försäkring Total bonus: 2,900 points 700 points 4,100 points 7,700 points ICA Gruppen CMD

15 Club membership numbers continue to grow 2015 (thousands) Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov ICA Gruppen CMD

16 Opening new pharmacies 2015/ Q Q Q Q Q Q Q Q ICA Gruppen CMD

17 ICA Gruppen CMD

18 ICA Gruppen CMD

19 Sharp rise in willingness to buy Response: What was your impression of the store today? 70% 64% 42% 36% Curiosity Zero measurement 2014 New concept Willingness to buy Source: BlueCarrot StorePower September and December Base: 202 IP (Sept.) and 204 IP (Dec.). Reference refers to experience in an average Swedish shopping centre. This consists of experience from 80 different stores in two Swedish shopping centres. ICA Gruppen CMD

20 ICA Gruppen CMD

21 E-commerce increasingly important channel ICA Gruppen CMD

22 E-commerce investments in five priority areas in 2016 Competitor analysis Blue Carrot customer study Internal evaluation Assortment Supplier ability Awareness Platforms Organisation ICA Gruppen CMD

23 Investments in the assortment 2016 New assortment offerings New products important Focus on basic offering category project ICA Gruppen CMD

24 Own label development Apolosophy Skin, hair and facial care products, and cosmetics Hjärtat Everyday products Hjärtat Basic necessities, medtech and special care ICA Gruppen CMD

25 ICA + Hjärtat = a stronger offering through cooperation ICA Gruppen CMD

26 Expanding our customer offering Rx Health services Private labels ICA Gruppen CMD

27 ICA Gruppen CMD

28 Hjärtat #1 in Pharmacy Barometer! 2015 Rank Employer % Trend 1 Apotek Hjärtat 47% 2 Apoteket AB 36% 3 Kronans Apotek 35% 4 ICA Cura Apoteket 18% 5 Apoteksgruppen 17% 6 LloydsApotek 14% 7 Apotea 8% 2014 Rank % 2 39% 1 42% 3 29% 4 17% 5 12% 6 10% 7 3% ICA Gruppen CMD

29 Building the leading pharmacy offering in Sweden Part of ICA Gruppen integration according to plan Developing our value proposition All Cura pharmacies converted by end November Integration process runs according to plan, loyalty programs, IT, logistics etc Synergies being realized New products, private label range and services Growing the business by both bricks and clicks continued investments in our multi-channel offering Well positioned to become market leader Health concept of the future ICA Gruppen CMD

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