B&Q China. David Wei President - B&Q China

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1 .. B&Q China David Wei President - B&Q China

2 B&Q China Progress Format Development Hutai Pudong - Fuzhou Sales Growth Productivity Growth

3 Hutai first store: 6,000 sq.m No decoration service Similar in layout and offer to B&Q Supercentre

4 YangPu/Pudong core city format: Typically 15,000 sq. m over two floors Decoration service Extended decoration ranges and overall offer customised to local customer needs

5 Fuzhou: non core city format: Typically 10,000 sq. m Core DIY offer but incorporating decorative ranges through use of mezzanines Decoration and installation service

6 Challenges of Home Improvement Retailing in China the 4Ps Politics Property People Products

7 Politics Beijing/MOC Beijing/MOC Cities Cities Districts Districts Work with the Government at all levels Doing it the B&Q way Support Government development and thinking e.g. planning laws

8 Property Fragmented land Land prices can be inflated if Westerners are involved Long-term view of property development Shenzhen II Planning process takes longer - 3 levels Chongqing

9 People Very little DIY expertise in China In 1998, very little retailing expertise available 5,000 employees all trained to deliver excellent service to our customers Established B&Q universities to equip employees with right skills Once employees are trained, they re valuable assets retention is key

10 People Development 4050 project to offer laid-off staff aged jobs due to State Owned Enterprise (SOE) reforming Equal employment opportunity for handicapped Training Hours over 36 hours per staff each year Female managers ratio is over 32% Fast Track Management Development Program with more than 300 applicants and 80 successfully enter the training program 2003 to 2004 Salary Survey by Hewitt: salary band is in upper quartile

11 Products China is the one of the most competitive markets in the world making money is difficult! Product needs between markets just one hour apart are different Supplier base is fragmented some will not be able to grow with us Supplier Numbers Supply Base Cycle: Year End Consoli- Date Supply New Market Consoli- Date Supply

12 Developing Suppliers Working with suppliers to develop their capabilities Strategic supply partners who will grow with us Identification of opportunities for supply to other group companies

13 Looking Ahead: Impact of China s Entry into WTO on the 4P s Politics Property People Products / /

14 Politics: WTO will bring positive frameworks but also pressure to manage expansion More level playing field More frameworks to provide structure Grandfathering Greater clarity on who are the decision makers Local Government influence likely to increase Even greater need to keep everyone involved at the same time More competition may make Government introduce tighter regulations Relationships will continue to be key

15 Property: WTO allows us to open stores in most places but this will be offset by other regulation WTO removes geographical and licensing restrictions for retail stores in China but. Commercial planning restrictions likely to be imposed which may: Restrict where B&Q can open stores within a city Restrict the size of those stores Sale of commercial land through public auctions (Aug 2004) will push up prices and increase competition for sites Resettlement compensation for existing land occupiers will increase and relocating existing occupiers will become more difficult More retailers are hunting for land

16 People: easier market entry for new companies will increase competition for employees Increased competition for people from: existing retailers And new entrants:

17 Product: easier to implement two core product strategies: own brand and global sourcing Own Brand: Global Sourcing:

18 Future Outlook for B&Q China China is a huge opportunity National network of 75 stores within five years B&Q is well placed No 1 10 years of experience 5,000 Chinese employees Local (Chinese) management understand how to be successful here Management ready to capitalise on the opportunity

19 Appendices

20 B&Q China Core and Non Core Cities KPI No of stores Population (m) Retail Sales market (RMB bn) DIY Market (RMB bn) Core Shanghai Beijing Guangzhou Shenzhen Non Core Suzhou Hangzhou Nanjing Qingdao Wuhan Fuzhou Kunming GBP = 15.1 RMB. B&Q China stores up to Nov 2004 Source: 2003 Year Books of respective cities

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