Table A Percentages of Households by Income Sector and Supermarket

Shopping Incidence: 1995 and 2000E

Percentage of Population Percentage Shopping in

Income Segment 1995 2000 Supermarkets: 1995

> $10,000 15.9% 20.6% 40%

$5,000$10,000 17.0% 19.6% 25%
$2,000$ 5,000 32.7% 33.8% 10%
< $ 2,000 34.4% 25.9% 2%
Table B Shaving Incidence per Month

Shaving Incidence per Month Percentage of Surveyed

10 times or more 15%
5-9 times 34%
4 times 26%
3 times 10%
2 times 7%
1 time 8%
Exhibit 2 Gillette Indonesia Product Line and Margin Structure: 1995

Unit Sales (millions) Distributor

% of Units Sold Manufacturer Manufacturer Selling Price/ Retail Selling
Products 1995 1996E Made Locally Selling Price/Unita Gross Margin % Unitb Price/Unit
A. Double-edge Blades 100 108
Gillette Blue Blade 5 5 100 0.06 47 0.08 0.11
Gillette Goal Red 80 90 100 0.11 50 0.15 0.20
Gillette Goal Blue 15 13 100 0.08 48 0.11 0.15

B. Disposables 5 10
Goal II 4 8 100 0.21 32 0.31 0.40
Blue II 1 2 0 0.35 52c 0.49 0.64

C. Systems Blades 10 18
Gillette GII 2 3 20 0.45 52 0.68 0.82
Gillette Contour 5 7 20 0.55 52 0.77 1.00
Gillette Sensor 3 8 0 0.65 40c 0.91 1.19

Notes:

a
In U.S. dollar equivalent.
b
Distributors often sold (at an average 8% markup) to subdistributors or wholesalers who in turn (at an average 12% markup) sold on to mom-and-pop retailers who took, on average,
a further 20% markup.
c
Represents, in the case of imported products, the difference between Gillette Indonesia's selling price and the landed transfer price.
Exhibit 3 Gillette Indonesia Sales Breakdowns: 1995 and 1996

Sales Revenues in 1995 1995 1996E

1995 Total Revenues $23.0 $32.2
Revenues from export sales 1.4 2.3
Revenues from in-country sales 21.6 29.9

In-country Sales:
a. Shaving products total sales $19.6 $27.6
Blades 10.3 11.2
Disposables 1.2 2.5
Sensor 5.6 10.4
Razors 2.0 3.0
Prep products 0.5 0.5
b. Nonshave products $2.0 $2.3
Exhibit 4 Gillette Indonesia: Percentage Income Statement for
Shaving Products, 1995

Gross revenues from shaving products 100%

Less: Trade discounts 10
= Net revenues 90%
Less: Variable manufacturing costs 36%
Variable selling costs (sales commissions) 2
Variable distribution costs 6
= Gross margin 46%
Less: Advertising 9%
Consumer promotions and merchandising 3
General sales and administrative costs 14
= Profit from operations 20%
Exhibit 5 Indonesian Male Consumer Awareness and Usage of Blades: 1995

Brand Brand Used Most

Products in Survey Awareness Ever Used Often
A. Double-Edge
Gillette:
Gillette Goal Red 97 85 55
Gillette Goal Blue 49 18 5
Gillette Blue Blade 14 5 1
Competitors:
Tatra 42 21 4
Super Nacet 16 4
Tiger/Cap Macan 59 44 11
B. Disposable
Goal II 41 16 4
Blue II 9 3
C. System Blades
Gillette GII 12 4 1
Gillette Contour 9 4 3
Gillette Sensor 12 4 1

Source: Company records.

Note: Based on a sample of 300 male adult consumers.