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Placeholder Title Here IGA and Nestle Discussion Agenda • US Market Insights - Shopper - Channels • Acosta Corporate Overview • Discussion Market Insights Times Aren’t Changing, They’ve Changed. 4 Industry Change Driver: Demographic Shifts Boomers Millennials Multicultural Income Divide • Fastest Growing • Spending Power • Hispanic majority • Median Income Segment increased of Growth down $5k since • • Changing Needs Highly Multicultural • Larger households 2000 • Technology Dependent • More meals at • Transparency is important home • Soon to be heavy buying HH’s 2014 There are more mobile devices than people in the world 67% Increase in use of mobile devices to access the internet in the last 12 months eCommerce Is More Than Just A Place to Shop • 30% of product searches start on Amazon, 16% on Google • 70% of consumers research online before buying Industry Change Driver: Health & Wellness Fresh / Perimeter Growth Healthy Snacking vs. Meals Natural/Organic/Gluten Free Retailer H&W Emphasis $39 Billion Organic Food Sales1 (Doubled since 2008) Going Forward, There Are Ten Macro Trends That Will Impact Your Future in Industry Focus on value Personalized pricing • Price sensitivity post recession • Prices tailored to the individual customer through • Price transparency loyalty programs • Willingness to cherry pick • Increased price transparency Convenience redefined Proprietary brands • Smaller stores • Increasing range of categories • Convenient location • Different tiers: value, premium, “exclusive” products • Fast & easy in-store experience Digital connectivity Localization • Personalized marketing and offers through web and • Assortment tailored to reflect trade area customer mobile preferences • Higher acceptance of e-commerce • Locally sourced products Premium models Health & wellness • Premium players have cult followings • Consumer attention for health • Consumer willing to pay for specialty products (e.g. • Retailers integrating health in assortment and organic) marketing message Blurring channels Innovation • Customers cross-shopping channels • Retailers innovating to: - Maximize customer value proposition • Retailers implementing multi-channel strategies - Optimize in-store and supply chain operations In Addition, Significant Industry Pressure on CPG Manufacturer Profitability Demand Side Price Buying on Brand Channel Sensitive Promotion Switching Switching Shopper Top-Line Growth Cost of Sales Growth Commodity Energy Increased Cost of Costs Costs Promotion Innovation Supply Side Time 10 Acosta’s Strategy Channels ECommerce to Address this Change Food Service Drug/Club Military Fresh C-Store Services Natural Package Shopper Cat Mgmt Wal-Mart Design Digital XM Activation Mktg Insights BPO Retail Space HQ Grocery US Canada ROW (Military) Other Emerging Geography CPG Food/Bev Markets HBC/GM Beer/Wine/Spirits Integrated Telecom Best In Class Services That Strongly Influence the Purchase of Technology Brands Entertainment Client Segments 11 Recent Acquisition Prove Commitment to Strategy Past Two Years Current Focus Areas • Costco Expansion – ADW (largest agency • Data/Analytics against Costco) • Digital Marketing Agency • Fresh – Etherton (Meijer) • Channel Specific Agencies • Natural – Higgins Cohn (largest Natural • Multicultural agency in Canada) • International • In-Store – Launch (controls demos in • Fresh Loblaws) • Food Service – national market fill-in; non- food 12 Must Have… Customized Go-To-Market Models • New level of segmentation and role sort - By Customer; by capability • HQ – Segment customers; then segment roles - Nestle led; Acosta support - Acosta led; Nestle support • Retail - Custom models incorporating combinations of DRT/syndication/project - ROI based • Client centric structure/alignment highlights roles/accountabilities/communication to drive higher levels of results 13 Dynamic Outsourcing Trends • Direct to Syndicated or Consortium Retail Coverage • Tier 2 & 3 Full Service Outsourcing • Brand Outsourcing • HQ Assist at Strategic Customers • Outsourcing of Services - Space Technology - Advanced Analytics - Shopper Insights - Sales Support 14 Are you Positioned For Future Grocery Growth? 13 - '19E # of 2010 2013 CUM '10 - '13 2019E '13 - '19E 2013 Rank Retailer Share Sales Banners Sales Sales Share CAGR Sales CAGR Stores Growth 1 Kroger 20 70,160 84,229 23.2% 23.2% 6.3% 118,998 5.9% 34,769 2,262 53.6bn 2 Safeway 10 39,687 36,355 10.0% 33.1% -2.9% 35,948 -0.2% -407 1,327 5yr Sales 53.4 50% 3 Publix 3 24,779 28,468 7.8% 41.0% 4.7% 37,299 4.6% 8,831 1,090 Growth Dollar Share 4 Ahold 4 23,097 25,545 7.0% 48.0% 3.4% 29,342 2.3% 3,797 765 of Grocery 5 H-E-B 4 15,843 19,787 5.4% 53.4% 7.7% 26,323 4.9% 6,536 352 6 Albertsons 6 4,316 19,452 5.3% 58.8% 65.2% 18,095 -1.2% -1,357 1,024 7 Delhaize 4 18,352 18,048 5.0% 63.7% -0.6% 17,162 -0.8% -886 1,452 8 Wakefern 1 10,793 12,728 3.5% 67.2% 5.7% 15,707 3.6% 2,979 262 9 Bi-Lo 2 1,967 9,087 2.5% 69.7% 66.5% 13,554 6.9% 4,467 684 Next 12 10 Hy Vee 1 6,452 7,239 2.0% 71.7% 3.9% 8,808 3.3% 1,569 215 accounts = 30% 11 Wegmans 1 5,599 6,999 1.9% 73.7% 7.7% 10,188 6.5% 3,189 83 12 Giant Eagle 2 6,120 6,583 1.8% 75.5% 2.5% 8,109 3.5% 1,526 222 13.1bn 13 A&P 6 7,779 5,533 1.5% 77.0% -10.7% 4,484 -3.4% -1,049 266 5yr Sales 14 Winco 1 4,300 5,212 1.4% 78.4% 6.6% 7,306 5.8% 2,094 91 Growth 15 Save Mart 6 4,900 4,889 1.3% 79.8% -0.1% 5,466 1.9% 577 226 16 Harris Teeter 1 4,099 4,710 1.3% 81.1% 4.7% - - - 225 17 Supervalu 5 24,126 4,306 1.2% 82.2% -43.7% 4,644 1.3% 339 214 18 Roundys 5 3,743 3,946 1.1% 83.3% 1.8% 4,500 2.2% 554 163 19 Stater Bros 1 3,607 3,860 1.1% 84.4% 2.3% 4,210 1.5% 350 166 Bottom 50+ 20 Price Chopper 1 3,500 3,709 1.0% 85.4% 2.0% 4,226 2.2% 516 132 20% 21 Ingles 1 3,274 3,600 1.0% 86.4% 3.2% 3,887 1.3% 287 203 customers = 22 Raleys 4 3,368 3,254 0.9% 87.3% -1.1% 3,549 1.5% 295 127 23 Schnucks 3 2,690 2,721 0.7% 88.0% 0.4% 2,964 1.4% 244 112 11.8bn 24 Weis Markets 1 2,592 2,633 0.7% 88.8% 0.5% 2,768 0.8% 135 164 5yr Sales Growth 25 DeMoulas 1 2,205 2,545 0.7% 89.5% 4.9% 3,203 3.9% 657 71 26 Tops Markets 1 1,705 2,431 0.7% 90.1% 12.6% 3,722 7.4% 1,291 165 27 Brookshire 4 2,141 2,291 0.6% 90.8% 2.3% 2,738 3.0% 447 152 28 Sprouts 1 517 2,072 0.6% 91.3% 58.9% 3,888 11.1% 1,816 167 15 Source: Kantar Retail analysis; company report, 3/5/2014 Sales Consolidating To Top 4 Retailers 2017 16 2017 Estimate RNG Top 100 Retailers Decentralization has been adding complexity and pressure to lower growth customers • Safeway / Albertson’s - 3 Regions, 14 Divisions - Divisions range from 60 – 430 stores each • Supervalu - 8 Decentralized Divisions • Wholesaler Downstream Selling - Supervalu, UG Portland, UG Seattle, URM, Unified - So Cal # of Stores Bozzuto’s, AFM, MDI, AWI, Spartan, Unified # of % of Account Covered Retailer Group Main Location Stores Business Manager at Retail SoCal, Associate Grocery, Nash Finch, Superior Grocers Santa Fe Springs, CA 38 17.1 Yes 37 Vallarta Sylmar, CA 40 12.0 Yes 29 El Super Paramount, CA 50 10.4 Yes 34 Grocer’s Supply… BIG/QFS Ad Group Commerce, CA 83 9.6 Yes Northgate Markets Anaheim, CA 34 5.5 Yes 30 Gelsons Encino, CA 19 4.0 Yes 17 Cardenas Ontario, CA 29 3.8 Yes 19 Jons Los Angeles, CA 15 3.4 Yes 14 17 Advantage Group 17 Increasing Wholesaler Cost to Serve Redner's 42 Farmers 12 Great Valu Pa 84 Big Y 60 Great Valu VA 76 Karns 7 Roche Bros 17 Boyer's 17 King Kullen 40 Food King 2 Bogopa 15 Shoppers 67 Independents 350 Bassett's 2 Tri-State 10 Shop Save 7 Bi-Rite 12 Mitchell Grocery Corp 150 Buehler's 13 B. Green 5 Mitchell Grocery Corp 95 Cousin's 5 Country Market's 10 JMBL Inc 14 Ahart 5 (Polly's) Food Giant Inc 6 Acme 16 Cox 15 Star Super Market Inc 4 Foodland Pa 29 Five Star 6 American Consumers Inc 8 Foodland Milton 47 Kuhns 7 Fresh Encounters 32 Gateway Foodland Inc 6 Hiller's 7 Western Beef 26 Shan Bruce Enterprises 5 Landis 4 Riesbeck's 16 Johnson Giant Food Inc 4 Ad Max 134 Slone's 2 Chappel CEE BEE Food Stores 4 Western 6 Bill Martins Cee Bee Foods 3 Quality Foods 27 Associated Grocers Inc 181 Wayfield's 9 Western Supermarkets Inc 1 Associated Grocers Inc 137 Hitchcock's 11 Pay Less Super Markets Inc 8 Barnes/Kelly's 4 Piggly Wiggly Alabama 261 Mainstreet 4 Breaux Mart Supermarket 5 Manning's Southern Buying group 110 Albertsons LLC Supermarket Operations Inc 6 JTM Group 19 LA 17 Hi Nabor Supermarket Inc 3 All Other 32 Virciglio / Ajlouney group 11 Longview Enterprises Inc 4 Baker / Welborn group 11 Roberts Resources 3 Rushing group 8 Champagne Quality Food Inc 5 Tom Williams group 6 Langenstein & Sons Inc 2 Associated Grocers Pompano 250 Treadwell/Howell group 5 Thrif Tee Food Center 3 Sedano's (Supplied by AG) 34 Mike Howell group 5 Bravo Florida (Supplied by AG) 40 Heberts Supermarkets Inc 3 Cullotta group 3 18 Southeast Whole Foods Florida 75 Simoneaud Grocery & Market Inc 2 There is a Benefit to Utilizing Outsourced Shared Service Model • Local knowledge and customer penetration • Breadth of Resource Availability • Reduced T&E cost • Speed: SWAT Team Style Support when needed • Linkage To Acosta Network of Knowledge • External Viewpoint across the store • Strategic / Consultative Thinking • National Team assigned to understand client needs and support ongoing communication and execution 19 Acosta Today Who is Acosta? 100+ Founded in 1927- Offices throughout Over 88 Years of US and Experience in Sales 37,000+ Canada and Marketing Privately Associates Held Manage 200,000+ Majority of Outlet Visits the #1 and Based in Each Month #2 brands Jacksonville, Florida 21 You Have Nothing without Culture! 22 Broad Industry Leadership Experience
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