DANNON US MARIANO LOZANO GENERAL MANAGER DANONE NORTH AMERICA

Transcription

1 DANNON US MARIANO LOZANO GENERAL MANAGER DANONE NORTH AMERICA

2 QUICK UPDATE ON CURRENT SITUATION Competitor 1 Competitor 2 Source: IRI data: MULO (includes Food, Drug, Mass, Walmart, Club (Ex Costco), Dollar, and Military). 4 Week ending May 25, 2014

3 LIFE OF THE US CONSUMERS IS DEFINED BY THESE MACRO TRENDS OBESITY EPIDEMIC CONVENIENCE/FREEDOM 2/3 overweight or obese SNACKING Less Fuss Less Mess On-the-Go Bite-size DESIRE FOR HONEST, SIMPLE FOODS 90% snack through the day 70% interest in local foods/farmers markets

4 Yogurt, the food trend of the decade

5 YOGURT IS SHOWING STRONG AND CONSISTENT GROWTH Yogurt continues to grow in value Yogurt $ Sales (in Bn) and Growth vs YAG +7.7% +6.4% And is making major contributions to total store Fastest growth among top 15 edible categories +10.9% 5,5 6,1 +7.2% 6,6 7,1 7,2 #2 in absolute dollar growth Larger than many iconic categories L52W

6 DANNON IS DRIVING THE YOGURT GROWTH Dannon growth exceeds category 1,6 1,6 Dannon $ Sales (in B) 1,8 2,0 2,0 40% Dannon is the leading market force Market Share Evolution 30% L52W Growth vs YAG L52W Yogurt Dannon % 10% YTD 2014 Competitor 1 Competitor 2

7 The Greek Yogurt EXPLOSION Greek Yogurt Food DOMINATION Greek-Yogurt CRAZE Greek Yogurt Causes a STIR With Triple-digit Gains Greek Yogurt Has Been All The RAGE

8 GREEK YOGURT HAS BEEN A MAJOR ENGINE OF GROWTH Greek claims nearly half of category dollars $ Share and Growth Rates of the Greek segment 34% 45% 47% 12% +116% 23% +62% +41% +30% CY2010 CY2011 CY2012 CY2013 L52 Weeks 2014 Greek Non-Greek Protein/Filling Price per Pound Balance of Health & Taste Authentic/ Special Greek: $3.0 Regular: $ x

9 DANNON IS A STRONG PLAYER IN THE GREEK SEGMENT Dannon has rapidly gained share in Greek With a portfolio of strong brands 35% Competitor 1 33% 9% 9% Competitor 2 Competitor YTD 2014 Source: IRI data

10 WHAT DOES THE FUTURE HOLD?

11 PILLARS OF DANONE / DANNON S FUTURE GROWTH Innovation Consumer Engagement Category Advocacy Working with retailers Engaging with our partners

12 PILLARS OF DANONE / DANNON S FUTURE GROWTH Innovation Consumer Engagement Category Advocacy Working with retailers Engaging with our partners

13 INNOVATION WILL MEET NEW MOMENTS OF CONSUMPTION Indulgence On-the-go Cheesecake Inspired Puddings Light & Fit Protein Shakes Danimals Squeezables

14 INNOVATION WILL EXPAND DANNON S REACH BEYOND FRESH YOGURT IN A 10B MARKET Frozen is a highly incremental business, with encouraging initial results $ Share of Frozen Yogurt 9,4 5,4 5,3 Mar 30 Apr 6 Apr 13 Apr 20 Apr 27 May 4 May 11 May 18 Dannon Oikos B&J Greek FY Healthy Choice Greek FY Source: IRI data

15 INNOVATION AT STONYFIELD / REFOCUSING ON STRENGHTS From: All Greek, all the time To: Win big in Baby & Kids

16 INNOVATION AT STONYFIELD / UNLOCK YOKIDS FULL POTENTIAL First to launch refrigerated yogurt pouches First ever presenting sponsor of Disney on Ice and Disney Live Partnered with

17 INNOVATION AT STONYFIELD / NATURAL CHANNEL

18 PILLARS OF DANONE / DANNON S FUTURE GROWTH Innovation Consumer Engagement Category Advocacy Working with retailers Engaging with our partners

19 DANNON IS ENGAGING WITH CONSUMERS IN NEW WAYS, BREAKING CATEGORY NORMS First to advertise in SuperBowl Pursuing new ways to engage with consumers

20 Industry Ratings Share of Voice Social Sharing Ranked #2 in Hulu s Celebrity Cameos Ranked #5 in Entertainment Weekly s Most Liked Ads Ranked #4 in The Daily Beast Oikos dominated Chobani with 84% share of voice online 84% 15% 1% Oikos made the Top 10 Most Tweeted About Commercials with 548 tweets per minute Trended on Twitter Worldwide Oikos Chobani Yoplait 6MM YouTube views! 10:1 Praise to Dislike Ratio!

21 DIGESTIVE HEALTH IS A TOP CONCERN IN THE US, ACTIVIA HAS A HUGE OPPORTUNITY TO GROW Many Americans have experienced minor Digestive Health issues Activia has significant opportunity to reach people who are concerned with DH 52.0% 6 in 10 Yogurt users have experienced digestive issues in the P3M 17.6% Δ 34.4 pt Activia Penetration Yogurt users who are concerned with Digestive Health Source: Health & Ingredient Monitor 2012, ECI Research 2013 Segmentation, IRI Panel latest 52 weeks ending

22 NEW ACTIVIA BENEFIT DRIVING RELEVANCE TO A GREATER AUDIENCE Digestive Issues: Bloating, Gas, Discomfort, Rumbling 2X Scientific dossier preparation (April 2013) Experts validation (August 2013) Activia may help reduce the frequency of minor digestive issues like bloating, gas, rumbling and discomfort when consumed twice a day for 4 weeks as part of a balanced diet and healthy lifestyle Source: Activia A&U 2010

23 PILLARS OF DANONE / DANNON S FUTURE GROWTH Innovation Consumer Engagement Category Advocacy Working with retailers Engaging with our partners

24 DANNON IS INVESTING INTO GROWING THE CATEGORY AND INFLUENCING POLICY MAKERS Key Opinion Leaders Yogurt category growth initiative Dietary Guidelines Dannon Ambassador Program Retail Activation

25 PILLARS OF DANONE / DANNON S FUTURE GROWTH Innovation Consumer Engagement Category Advocacy Working with retailers Engaging with our partners

26 WE HAVE REINVENTED OUR SALES ORGANIZATION TO DRIVE CATEGORY GROWTH People Capabilities Right People Right Structure Best in the Industry Retail Organization Shopper s 1 st Choice Top-down & Bottom-up Evolving model The Right Products at the Right time

27 PEOPLE: DANONE HAS BUILT STRONG SCALE WITH A CUSTOMER 1 ST APPROACH Danoners => 81 in Retail, 23 in Food Service Danoners => 167 in Retail, 36 in Food Service (Broker) (250 Associates) & + (2,500 In-store) +

28 CAPABILITIES: DRIVING THE CATEGORY VIA INSIGHTS A STEP CHANGE IN THE WAY WE OPERATE Category Sales Planning (PRGM) Sales Execution Assortment Op Tools Merch & Display Tools A P M S

29 RETAIL APPROACH: A CUSTOMER 1 ST MENTALITY LED TO A NEW ORGANIZATION A PROXIMITY MODEL Central Division East Division Kroger Division West Division South Division Walmart/Sam s Division

30 WINNING IN CITIES 2010 Seattle 3.6MM #2 18.1% San Fran/Oakland 6.3MM #1 22.4% Los Angeles 17.5MM #2 23.1% Portland 3.2MM Denver 3.8MM #2 17.8% #2 21.1% #1 Phoenix 4.9MM in 7 markets #2 26.0% Dallas/Ft Worth 6.5MM #1 31.8% Houston 6.1MM #1 31.9% Mineapolis 3.3MM #2 23.8% Chicago 9.1MM #1 29.7% Atlanta 5.1MM Detroit 4.8MM #1 27.3% #1 30.2% New England 3.3MM Philadelphia 6.5MM South Carolina 5.2MM Orlando 3.3MM #1 29.8% #1 24.5% #1 30.8% #1 32.0% Boston 5.6MM #2 26.1% New York 19.7MM #1 27.9% Balt/Wash 8.4MM #1 30.0% Miami/Ft Lauderdale 5.8MM #1 31.0% YTD May 2014 #1 in 46 markets Source: IRI data

31 PILLARS OF DANONE / DANNON S FUTURE GROWTH Innovation Consumer Engagement Category Advocacy Working with retailers Engaging with our partners

32 KEY RELATIONSHIPS Partnerships Offerings Vendors

33 FUTURE RELATIONSHIPS?

34 IN SUMMARY Yogurt continues to be on trend, and Dannon is fueling the growth. Leveraging existing assets (Oikos, Activia, Light n Fit), Greek has been the engine of growth, still has potential. Driving Innovation thru new moments (indulgence, on the go, enjoyment), new markets (frozen), wining in all segments (kids, light) Building on Partnerships (Starbucks, Kellogg s, Disney and the likes )

35 THE CHALLENGE TAKES THE RIGHT TEAM = in times It takes of crisis a strong, it take committed a team to turn around the business to accelerate our business

36 THE MISSION OF OUR FOUNDER TO BRING HEALTH TO AMERICANS

37 is a path to our growth