ATM Results Presentation Half Year FY17

FY17 HALF YEAR INTERIM RESULTS
GEOFFREY BABIDGE
MANAGING DIRECTOR & CEO
15 FEBRUARY 2017
a2 Milk™ a2 Platinum™ and The a2 Milk Company™ are trademarks of The a2 Milk Company Limited

•Financial highlights
•Strategic agenda update
•Regional update
•Research and development
•Conclusions and outlook
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Agenda

Key financial charts
3
74.8
139.2
256.1
80.3
213.6
155.1
352.8
256.1
FY15FY16FY17
1H2H
Group Revenue (NZ$ million)
18.7
64.1
35.9
4.8
54.6
64.1
FY15FY16FY17
1H2H
Group EBITDA
1
(NZ$ million)
(4.1)
(10.0)
38.1
1H151H161H17
Operating Cash Flows (NZ$ million)
1
EBITDA is a non-GAAP measure and represents earnings before interest, tax, depreciation and amortisation, and is shown before non-recurring items

1H17 result highlights
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•Total Group revenue of $256.1 million, an increase of 84% on pcp(prior corresponding period)
•Group a2 Platinum® infant formula revenue of $184.5 million, up 150% on pcp
•Operating EBITDA
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of $64.1 million, up 243% on pcp
•Net profit after tax of $39.4 million, an increase of 290% on pcp
•Continuing strong growth in sales and share for a2 Platinum® infant formula in ANZ and China
•Growing sales and broader distribution of liquid milk in the United States
•Increased sales and positive operating earnings in the United Kingdom
•Operating cash flow of $38.1 million, a $48.1million increase on pcp
•Cash on hand at 31 December 2016 of $108.4 million
•Conservative management of infant formula production and inventory
1
All figures quoted in New Zealand Dollars (NZD) unless otherwise stated
2
Operating EBITDA is a non-GAAP measure and represents earnings before interest, tax, depreciation and amortisation
4

Financial overview
NZ$ million1H171H16Movement %
Operating Segment
Segment
Revenue
Operating
EBITDA
1
Segment
Revenue
Operating
EBITDA
Segment
Revenue
Operating
EBITDA
ANZ206.670.4127.934.5+62%+104%
China and other Asia37.713.78.41.2+348%+1,021%
Corporate and other-(12.3)-(8.9)-+38%
Total excludingUK & USA244.371.8136.326.8+79.2%+168%
UK & USA
2
11.8(7.7)2.9(8.1)+310%-5%
Total Group256.164.1139.218.7+84%+243%
EBITDA / Sales %25%13%+12%
Infant formula (included in Group total)184.573.9+150%
1
Operating EBITDA is a non-GAAP measure and represents earnings before interest, tax, depreciation and amortisation
2
UK & USA Operating EBITDA includes $2.2 million in impairment charges
5

NZ$ million1H171H16% change
Revenue256.1139.2+84%
Gross margin119.057.0+109%
Sales & Distribution(11.2)(7.2)+56%
Marketing (16.0)(10.0)+60%
Employee Costs(9.9)(9.6)+3%
Admin & Other(17.8)(11.5)+55%
EBITDA64.118.7+243%
EBIT62.517.4+258%
NPAT39.410.1+290%
NZ$ millionDec-16Jun-16% change
Cash on hand108.469.4+56%
•Gross margin reflects increased contribution from infant formula sales
•Increases to ‘administration and other’ reflects increased spend on
business development (+$1.9m) and R&D (+$0.9m) and write-down of
intangibles (+$2.4m)
•Cash on hand reflects strong 6-month NPAT contribution
•NPAT reflects high effective tax rate due to international losses not tax
effected, and other non-deductibles including employee share scheme
costsand write-down of intangibles. The effective tax rate of 37.4% is
expected to reduce as results improve in the US business
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•Continued investment in marketing and brand development -reflects
targeted spend in ANZ, China and USA
Financial summary

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EBITDA and EBIT are non GAAP measures. However, the Company believes they assist in providing investors with a comprehensive understanding of the
underlying performance of the business
NZ$ million1H171H16
Australia & New Zealand Segment EBITDA70.434.5
China & other Asia Segment EBITDA13.71.2
UK & USA Segment EBITDA(7.7)(8.1)
Corporate& other Segment EBITDA(12.3)(8.9)
EBITDA
1
64.118.7
Depreciation/Amortisation(1.6)(1.3)
EBIT
1
62.517.4
Net interest income0.40.1
Income tax expense/income(23.5)(7.4)
NetProfit/(Loss) for the Period39.410.1
Reconciliation of non GAAP measures
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Cash position
•Inventory reduction reflects strong 1H infant formula sales and conservative management of production and inventory
•Working capital movement driven largely by increase in trade debtors and prepayments relating to infant formula
•Other non-cash includes employee share scheme costs and write-down of intangibles
•FX and other includes movements on foreign currency cash holdings due to strengthening of NZD
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Group Cash Movement: 1H17
(NZ$ million)

Strategic agenda update
•The growth of infant formula has driven the shift to a broader
nutritional products strategy
•Additional nutritional products are planned for launch during
calendar 2017
•Comprehensive strategic review of China infant formula market
concluded in December -deepened understanding and assisted in
development of medium term plans
•a2 Milk™ brand to expand distribution into South East USA from
March 2017
•Review of growth opportunities in SE Asia progressing
•Enhanced SynlaitNutritional Powders Supply agreement
completed August 2016
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Growth in Group Infant Formula Sales (NZ$m)
16.8
73.9
184.5
24.9
140.5
41.7
214.4
184.5
FY15FY16FY17
1H2H
70%
34%
22%
27%
61%
72%
FY15FY16FY17
Liquid MilkInfant FormulaOther
Portfolio Composition (% Group Revenue)

Australia and New Zealand
•ANZ Segment Total Revenue $206.6 million (62% increase), Operating EBITDA $70.4 million (104% increase)
•ANZ continued to show strong momentum -sales and earnings well ahead of plan and pcp
•Significant growth in a2 Platinum® infant formula
–Continues to be fastest growing infant formula brand for latest year
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with market share growing to ~25% for latest quarter
1
–Close management of supply chain -production, owned inventory, inventory in distribution
–Infant formula growth in part reflects inventory shortages experienced during pcp
–A flexible strategy to best meet changing distribution trends in ANZ including managing the “Daigou” channel
•Fresh milk revenue continued to grow, market share stable at 9.3%
2
. The only dairy brand distributed in all six
major retailers
•Investment in a2 Milk™ and a2 Platinum® brand advertising continues to increase. The highest spend of any
brand within their respective categories for the latest 12 months ending 31 October 2016
•a2 Milk™ whole milk powder revenue grew ~75% on the pcp
•Continuing to pursue Lion Group over what a2MC believes are misleading and deceptive packaging and
advertising claims; case scheduled to be heard in November 2017, a2MC confident in its position
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1
Aztec Australian grocery/supermarket infant formula value share for 52 weeks and 13 weeks ending 01/01/17
2
Aztec Australian weighted grocery (Woolworths, Coles, Independents) dairy milk value share for 52 weeks ending 01/01/07

China and other Asia
•China Segment Total Revenue $37.7 million (348% increase), Operating EBITDA $13.7 million (1,021% increase)
•Sales and earnings grew strongly on pcp
•Brand awareness and IF market share growing rapidly from ~0.7% to ~2.6% value share of defined market for
latest quarter
1
•Online strategy centres on building strong relationships with profile providers and participating in key annual
selling e-commerce events
–a2 Platinum® “11/11” singles day volume sales grew more than double vs prior year and #1 IMF brand on JD.com
–Sales momentum continued with “12/12” sales event and initial build for Chinese New Year (28 January 2017)
•Offline strategy based on building sustainable Mother & Baby store sales through growth in distribution and
in-store marketing activities and sales personnel at store level
•Engaged a leading China-based consultancy to further assist building market intelligence and medium term
scenario planning, including:
–Improved understanding of the market, including activities of competitors
–Refining product, pricing and route-to-market strategies
–Potential impact of known and anticipated regulatory changes
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1
Kantar Infant Formula market tracking of Tier 1 and A cities for quarter ending 31/12/16 (Kantar track a substantial proportion of the total market)

a2MC expects annual category growth ~5-10% over next three years
Total China Infant Formula Market: Annual Volume Growth
(Official + Grey)
600
500
400
1,000
100
200
300
800
1,100
0
700
900
1,200
1,300
2019f2009
Volume
(‘000 Tons)
250
2016f2015
900
350
2007
950
570
770
300
2012
680
410
2011
490
2013200820142017f2018f2010
15%
CAGR
14%
CAGR
12%
CAGR
~5-10%
CAGR
Source: Euromonitor, Literature review, China-based consultancy derived analysis
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Brand awareness and understanding is building in China
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Brandperception ~July 2015Brand perception~ Sept 2016
Brand
knowledge
•Mainly premium Australian image driven
•Little knowledge and understanding ofA2 protein
proposition
•Premium image remains
•A2protein understanding emerging
•Strong perception of uniqueness
Communication
touchpoints
•Mainly from cross-border online
•Very low awarenessof China label
•Significant increase in media touchpoints for both ANZ
and China label consumers
•Greater breadth of channels for cross-border online
•Greaterawareness of Chinese label product
•Growingawareness of presence in Mother & Baby
stores as a way to reviewthe brand (both labels) and
purchase China label
•Health care professional education starts to emerge in
some cities
Consumer
types
•Early adopters•Early adopters with fast followers emerging
Purchase
channels
•Mainly C2C•Greater channel variety (ANZ and China label)
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1
Three-city brand qualitative research study, October 2016

China infant formula regulatory environment
•A number of regulatory changes announced during calendar 2016 are being implemented
•a2MC continues to adjust its manufacturing and distribution model in response to evolving market conditions
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1
CBEC: Cross border e-commerce platforms
2
CFDA: China Food and Drug Administration
Registration for China label infant formula products
•Approved application requirements issued by CFDA
2
in November 2016
•Registration required by 1 January 2018
•a2MC supporting SynlaitMilk application process
New labelling guidelines on China label infant formula issued by CFDA in December 2016
•Limitations on product naming descriptions
•Brand owners to proactively review and amend pack labels as required
•a2MC to continue to use “Platinum®” in English on both China and English labels
The May 2017 CBEC grace period for English label infant formula extended to end of
December 2017
2. Infant formula
registration
1. CBEC
1
grace
period extended
3. New infant
formula labelling
guidelines

United States of America
•USA & UK Segment Total Revenue $11.8 million (310% increase), Operating EBITDA $(7.7) million (5% decrease)
•The USA business continued to build distribution and sales of liquid milk in California
–Distribution in ~1,800 stores in California, Pac NW and Colorado
•Sales focus on building average UPSW relevant to the speciality milk category (> 30 for range)
1
•Marketing and communication increased over the pcpacross digital and social media, retail promotions and PR
•Supply chain efficiency enhanced with a second processor from the West Coast appointed
•Non-exclusive fresh milk licence with procurement partner Prairieland Dairy into Kansas, Missouri and Nebraska
•A clearer view of the key success factors is emerging and accordingly the Company intends to:
–Significantly expand into the South East through Publix, with ~1,100 stores primarily in Florida, Georgia and the Carolinas
–Expand product range to include chocolate flavoured milk
–Increase marketing spend in 2H17 to support market expansion
•Level of total investment during FY17 and subsequent 2 years, before achieving positive monthly
EBITDA, expected to be in the range of US$30 –$35 million
1
Refers to the units per store per week for the total range
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United Kingdom
•USA & UK Segment Total Revenue $11.8 million (310% increase), Operating EBITDA $(7.7) million (5% decrease)
•Positive operating earnings for the half year for the first time
•Average rates of sale in-store improved by ~40% on pcp
•Sales of a2 Milk™ branded fresh milk grew >45% on pcpaided by increased distribution
•Recent changes in ranging with the semi-skimmed variant increasing at the expense of whole milk
•‘a2tonishing’ marketing campaign continued with positive momentum
•Long life UHT milk launched in one account in September
•Growth of infant formula sales in non-grocery segment, opportunity within the retail market to be assessed
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IP and R&D
•The Company continues to initiate and support R&D around the benefits of A1 protein-free products and
develop its Intellectual Property portfolio (including brand assets and proprietary know-how)
•New studies initiated across China, USA and ANZ with a focus on human research
–Significant clinical study undertaken in China (n=600) completed and submitted for publication
–Concurrent study in China amongst pre-schoolers completed; results align with adult findings around digestive and cognitive
responses
–USA and Australian human clinical research underway at Pennington Biomedical Facility and Monash University
–First study funded by the New Zealand High Value Nutrition Government grant underway
•Scientific publication in October reports consumption of a2 Milk™ increases the body’s production of a key
antioxidant (glutathione or GSH) in study participants relative to conventional dairy
•As the product portfolio continues to evolve the Company has partnered with Ken Cato AO (Cato Design) to
further evolve the brand design identity
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•Exceptional 1H result, reflecting continued strong growth in nutritional products
•First half a2 Platinum® performance includes sales build for key China selling events
•Remaining agile in response to evolving market conditions for infant formula continues to inform a
prudent approach to inventory management
•Anticipating infant formula sales in 2H17 to be lower relative to 1H17 (but materially higher than 2H16)
•Marketing spend likely to be ~$15 million higher in 2H17 given phasing, in particular for USA and China
•Assuming current trends in earnings and cash flow continue and in the absence of significant capital
demands, the Board expects to adopt a dividend policy following completion of the financial year
Conclusions and outlook

Disclaimer
This presentation dated 15 February 2017 has been prepared by The a2 Milk Company Limited (the Company) to provide a general overview of the
Company. The information contained in this presentation should be read in conjunction with, and subject to, the Company’s FY17 Half Year Interim
Report, prior annual and interim reports and the Company’s market releases on the NZX and ASX market announcement platforms.
This presentation should not be relied upon as advice to investors and does not take into account the investment objectives, financial situation or
needs of any particular investor. Investors should assess their own individual financial circumstances and consider talking to afinancial adviser or
consultant before making any investment decision.
Certain statements in this presentation constitute forward looking statements. Such forward looking statements involve known andunknown risks,
uncertainties, assumptions and other important factors, many of which are beyond the control of the Company and which may cause actual results,
performance or achievements to differ materially from those expressed or implied by such statements.
While all reasonable care has been taken in relation to the preparation of this presentation, none of the Company, its subsidiaries, or their respective
directors, officers, employees, contractors or agents accepts responsibility for any loss or damage resulting from the use oforreliance on the
presentation by any person.
Past performance is not indicative of future performance and no guarantee of future returns is implied or given.
Some of the information in this presentation is based on unaudited financial data which may be subject to change.
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