Morgan Stanley Global Consumer Conference Imperial Tobacco Group PLC

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1 Morgan Stanley Global Consumer Conference Imperial Tobacco Group PLC 15 November

2 Disclaimer Certain statements in this presentation constitute or may constitute forward-looking statements. Any statement in this presentation that is not a statement of historical fact including, without limitation, those regarding the Company s future expectations, operations, financial performance, financial condition and business is or may be a forwardlooking statement. Such forward-looking statements are subject to risks and uncertainties that may cause actual results to differ materially from those projected or implied in any forward-looking statement. These risks and uncertainties include, among other factors, changing economic, financial, business or other market conditions. These and other factors could adversely affect the outcome and financial effects of the plans and events described in this presentation. As a result, you are cautioned not to place any reliance on such forward-looking statements. The forward-looking statements reflect knowledge and information available at the date of this presentation and the Company undertakes no obligation to update its view of such risks and uncertainties or to update the forwardlooking statements contained herein. Nothing in this presentation should be construed as a profit forecast. This presentation does not constitute an offer for sale or subscription of, or solicitation of any offer to buy or subscribe for, any securities of the Company nor should it form the basis of or be relied on in connection with any contract or commitment whatsoever. 2

3 Unlocking Our Potential Bob Dyrbus Finance Director 3

4 Our Strategy Delivering Sustainable Shareholder Returns Cost Optimisation Market Footprint Portfolio Management Consumer Centric Total Tobacco Sales Growth Sales Growth Drivers Innovation Our Key Assets Key Enablers Brand Equity Pricing Execution Excellence Cash Utilisation People Customer Engagement Future Foundations 4

5 FY11 Highlights delivering our strategy Sales growth sales and profit momentum through Total Tobacco EU: profit model delivering; Germany +7%, Rest of EU +3% Non-EU: emerging market momentum; profit +10% Cost optimisation strong tobacco operating margins; above 42%; Non-EU +150bps ongoing efficiency focus: productivity +3% Cash utilisation 88% cash conversion; free cash flow 1.6bn * +13% dividend per share 181m buyback * Free cash flow before dividends and share buybacks. Percentage changes reflect underlying constant currency performance 5

6 Unlocking Our Potential Seeing Things Differently Doing Things Differently 6

7 Sales Growth Drivers 7

8 Our Key Enablers Understanding consumer needs Fast from idea to implementation Proactively engaging for rational regulation 8

9 Maximising Shareholder Returns High Margins Sales Strong Cash Flow Reinvest 9

10 Sales Growth Drivers More Consumers, More Occasions 10

11 More Consumers, More Occasions Total Tobacco Brand Equity 11

12 Same Consumer, Multiple Needs for Multiple Occasions Behavioural Opportunities, Motivational Opportunities 12

13 Davidoff FY11: +6% to 18 billion Strong sales momentum classic line growth post rejuvenation new variant launches in key growth segments volumes up in 8 of top 10 markets +9% Saudi Arabia +11% Taiwan +12% Ukraine +33% Russia 13

14 Gauloises Blondes FY11: +2% to 29 billion * Strong underlying momentum expanded distribution +12% top five markets +28% in North Africa further gains in Algeria and Morocco * Stick equivalents 14

15 West FY11: -2% to 25 billion * Growth in Eastern Europe and Asia capitalising on consumer growth segments emerging market momentum +8% Russia +18% Taiwan * Stick equivalents 15

16 JPS FY11: +12% to 24 billion * Meeting consumer value trends another excellent year growth in 7 of top 10 markets +8% Germany +34% UK >+100% in Australasia * Stick equivalents 16

17 Fine Cut Tobacco FY11: +4% to 41 billion * Continued strong momentum strong value proposition +49% Route % West +14% JPS capitalised on Spanish opportunity Ducados Rubio market leader * Stick equivalents 17

18 Habanos FY11: +4% volumes in Non-EU Exclusive editions driving sales growth strong emerging market growth excellent momentum in Brazil, Russia and China +5% sales; +12% sales in Non-EU 18

19 Sales Growth Drivers New Consumer Choices 19

20 Incremental Growth Pipeline WSE Concept Feasibility Development. April 2011 November 2011 Ideal

21 High Return Innovation Model Industry Mindset Imperial Focus product feature improvements technology based replacement of slow moving FMC premiumisation consumer untranslated needs co-created with consumers incremental/brand switchers Total Tobacco, multi-market 21

22 Exploiting Scalable Innovation patented GlideTec innovation consumer wow effect initial launch in UK Asda, BP, Shell & Esso significant capacity investment multi market roll-out planned 22

23 Innovation Within Value Segment JPS German Cigarette Market Share 10 9 FY10 Innovation % FY11 Innovation 5 FY06 FY07 FY08 FY09 FY10 FY11

24 West Fusion in Russia growth within growth segment SE Volumes (m) 0.2% 3.0% % share of KS SSL segment Oct 09 Jan 10 Apr 10 Jul 10 Oct 10 Jan 11 Apr 11 Jul 11 Oct 11 24

25 Sales Growth Drivers Maximising Revenue Growth 25

26 Enhancing Our Capabilities proactively managing pricing and excise Think Ahead multivariable scenario modelling proactive excise management Innovate & Lead occasion based pricing approach brand pack price per channel strategies 26

27 Pricing Strategy Drives Growth % share of market 20 Australia HY09 FY09 HY10 FY10 HY11 FY11 absolute change in brand % share of market UK FY09 HY10 FY10 HY11 FY11 Source: Imperial estimates 27

28 Sales Growth Drivers Availability and Advocacy 28

29 Morocco RTM Strategy Previous Distribution System cash and carry deliveries truck deliveries to rural areas van deliveries to urban customers New Distribution System focus on truck and van deliveries cash and carry s closed improved efficiency and customer service telesales operation for greater delivery capacity 29

30 Outperforming in Dark Markets trade marketing optimisation Australia increased share by +1.6% to 19.1% in FY11 Norway market share of snus up +0.9% and cigarettes up +0.2% in FY11 30

31 Sales Growth Drivers 31

32 Maximising Shareholder Returns High Margins Sales Strong Cash Flow Reinvest 32

33 Morgan Stanley Global Consumer Conference Imperial Tobacco Group PLC 15 November

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