2019/2020

30 YEARS RESPONSIBLE PROMOSAURUS OF ORGANICS CHOICE® The Largest Organic Pioneers Growing Our Sustainablility + Pear Modern Flavors Roots Run Deep Promo Ever! ABOUT STEMILT

Welcome To The Family

West Mathison Kyle Mathison Tate Mathison President - 5th Generation Grower - 4th Generation Director of Sales - 5th Generation

Our family has grown World Famous Fruit is fruit that your We’re always looking for and pears for over 100 years and five shoppers remember and trust, and the next big thing to elevate the fruit generations. Every day, we’re striving that’s why Stemilt is always focused eating experience. Rave® is a new to cultivate people and produce fruit on flavor and quality first. We’re apple brand here at Stemilt and is that will delight consumers. increasing our Artisan OrganicsTM outrageously juicy with a refreshing, apple crop with varieties that snappy zing. It will be ready for shoppers enjoy and building that sharing in early August. memory and trust. Our Mission To cultivate people and delight consumers PROMOSAURUS

Dino Size Promotions

Make The 4 P’s Happen Tools & Show 10x Your Normal Sales • Family farm display bins PRODUCT = Pick the mix • Coolest boxes ever PRICE = Stemilt will collaborate to help set a good retail price • Creative display contests PLACEMENT = Big display in high traffic space • Sales driven contests PROMOTION = 2 week ad with residual sales • Social media consumer programs • Dietitian collaboration • California Walnut co-marketing programs

POS CARD SPACE

Coolest Boxes Ever!

Pop-Up, Lane Table, & Easy Pallet Display Bins

www.Stemilt.com/tkps www.Stemilt.com/university RUSHING RIVERS® PEARS

Our Operation Flavor Promise

Our Operation Flavor Promise Operation Flavor is a 360˚ commitment to setting a new standard for the flavor of pears. We will help grow your pear category one flavor-first pear at a time.

A Code For The Best Locales RipeRite® Program Cooling

• Pristine river valleys in close • R&D backed process for • Summer pears are cooled quickly proximity to storage/packing ready-to-eat pears after harvest for quality • Grown by multi-generational • Anjou pears are ripened in two • Hydro-cooling and jet cooling farmers TarpLess® rooms (16 coolers) capabilities • Vented euro box is essential for uniform ripening Forecasting No Anti-Ripening New CA Rooms For Freshness Agents

• 11 rooms at the Fresh Cube • Supply and demand forecasting • Stemilt and HI-UP are no longer DC are engineered for pears allows for fresh packing using MCP agents on pears and and their airflow needs • Three packing lines give us haven’t been since 2018 great packaging flexibility Ripened Pears Increase Sales After making the switch to carrying ripened d’Anjou pears, a highly regarded Northeast retailer saw a 90% lift in volume sold and 84% more dollars to the category when compared to the same period the year prior when they carried non-conditioned pears. Source: Nielsen AOD data from 1/1/19 to 5/25/19. RUSHING RIVERS® PEARS

Branding + Intent Segmentation

ITEM CATEGORY PRODUCT PROMOTIONAL SEGMENT TARGET POSITIONING STRATEGY

BULK WITH PLU • Retail dollar • Large display • Multiple 3-5 driver with descriptive items • Primary signage • Pear consumer “Promosaurus” ads

LIL SNAPPERS® • Parents with • In-store sets-step • Liner promo with 9/3 LB kids displays bulk ads, full line • Convenience • Case with & • Back-to-school • Seniors without displays ads • Wellness • Key online shopping brand RUSHING • Parents with • In-store sets-step • In-and-out RIVERS® kids displays promotions 5 LB & 4 LB • Convenience • Case with & • Holiday and • Seniors without displays seasonal tie-ins • Key online shopping brand

BULK • Retail dollar • Large display • Full line ORGANIC driver with descriptive promotion • Primary organic signage consumer

ORGANIC • Parents with kids • In-store sets-step • Liner promos LIL SNAPPERS® • Convenience displays with organic bulk 12/ 2LB • Seniors • Key online • Wellness shopping brand

Increase Purchase Size with Lil Snappers® 3lb. Pouch Bags When comparing the Lil Snappers® 3lb. bag pear user and the 12/2lb. bag pear user, retailers found that the 3lb. bag sold 225% more volume and 152% more dollars than the 2lb. bag. When Lil Snappers® 3lb. bags are compared to the U.S. composite, the Lil Snappers® retailer saw increases in both dollars (152%) and volume (169%).*

Source: Stemilt Fruit Tracker™ study *Percentages were calculated off per thousand dollars of produce sales to equalize factors

5 LB D’ANJOU 5 LB BOSC 4 LB BARTLETT 4 LB RED D’ANJOU 2 LB D’ANJOU 2 LB BOSC 2 LB BARTLETT 7 41839 00735 7 7 41839 00736 4 7 41839 00737 1 7 41839 00739 5 7 41839 00361 8 7 41839 00362 5 7 41839 00360 1

www.Stemilt.com/tkrr www.Stemilt.com/rr YOUR COMPLEATE KIDS PROGRAM

Kid Size Fruit

What’s The Story Lil Snappers® is a complete line of kid-sized apples, pears, and organics that markets intent to parents buying healthy snacks for their kids. Why Lil Snappers® Work Wait, There’s More Lil Snappers® are available primarily in 3lb. pouch bags, a Because it’s our brand, we support Lil Snappers® beyond size that is ideal for families and their store trip your point-of-sale. This brand earns placement in con- frequency. This package size lets you set a good retail price sumer media, blogs and with social media influencers, AND drives more volume through the register than smaller especially around key promotional times pouch bag sizes. (Back-to-School, Teacher Appreciation Week).

9/3 LB 12/2 LB 9/3 LB POUCH BAGS POUCH BAGS POUCH BAGS

APPLES ORGANIC PEARS ORGANIC MIXED APPLES BARTLETT PEARS FRUIT 7 41839 00589 6 7 41839 00714 2 FUJI BARTLETT NAVEL & 7 41839 00725 8 BOSC 7 41839 00785 2 7 41839 00717 3 7 41839 00588 9 7 41839 00720 3 GALA GALA BOSC CARA CARA 7 41839 00590 2 7 41839 00596 4 CONCORDE 7 41839 00788 3 7 41839 00710 4 & GRANNY SMITH CONCORDE PINK LADY® 7 41839 00591 9 7 41839 00597 1 D’ANJOU 7 41839 00728 9 7 41839 00721 0 7 41839 00712 8 HONEYCRISP D’ANJOU 7 41839 00592 6 7 41839 00722 7 RED PEARS 7 41839 00786 9 PIÑATA® ® 7 41839 00719 7 7 41839 00594 0 PIÑATA RED PEARS 7 41839 00599 5 TOSCA 7 41839 00787 6 PINK LADY® 7 41839 00715 9 7 41839 00593 3 PINK LADY® TOSCA 7 41839 00598 8 7 41839 00732 6 7 41839 00723 4 YOUR COMPLEATE KIDS PROGRAM

Kid Size Fruit

Display Bin L: 443/4” W: 141/2” H: 301/2” 50 per pallet

Lil Snappers® DRC L: 233/8” x W: 153/4” x H: 71/4” Lane Table Display 27 lbs net, 29 lbs gross, Case Cube = 1.54 ft3 • Builds secondary displays easily for key 60 per pallet, 5ti x 12hi @93” locations like checkout lanes • Place two of these back-to-back for an island display • Use it to cross merchandise apples Lil Snappers® in the in other store areas Community Lil Snappers® is an ideal product to tie-in with kids’ education • Fast pop-up thanks to one piece and nutrition events that your stores participate in your construction community. Ask our reps how we support your work! • Bar coded for D.C. receiving

www.Stemilt.com/tkls www.Stemilt.com/ls INSPIRATION ORCHARD®

Where Flavors Grow

Stemilt president and 5th generation grower West Mathison has set out on a quest to take Stemilt to a place called Inspiration Orchard®. This place is where flavors thrive because there is a unity between the ground, locale, horticulturalists, rootstocks, varieties and farming practices. This journey is endless and driven by our mission to delight consumers.

Piñata® Pinata brand apples are a Stemilt signature with full-season availability. • Cross between three heirloom apples: , Cox’s Orange Pippin, and Duchess of Oldenburg • Crisp and juicy with classic apple flavors and a tropical twist • A culinary standout thanks to a thin skin and flesh that doesn’t break down when cooked

SweeTango® SweeTango® brand Minneiska cultivar apples harvest in August to jumpstart the apple category with an incredibly crisp and flavorful apple. • Part Honeycrisp, part Zestar, SweeTango® stands out visually and has a superior taste • Developed by the same University of Minnesota researchers that bred Honeycrisp • Stemilt grows and markets SweeTango® for the western United States as part of the national program the Next Big Thing growers’ cooperative runs

RAVE® RAVE® brand MN55 cultivar apples are outrageously juicy and very crisp. They arrive at retail in early August. • Cross between Honeycrisp and MonArk, a variety that colors and matures early in the season • Rave® apples are outrageously juicy with a refreshing, snappy zing • Developed by the University of Minnesota researchers that brought Honeycrisp and SweeTango® to the world INSPIRATION ORCHARD®

Where Flavors Grow

Honeyhill™ Honeyhill™ incredible Honeycrisp apples have the taste of fall all season long thanks to Stemilt’s attention to detail on growing fruit with high colors and qualities. • Honeyhill™ brings Stemilt horticultural practices, researched storage techniques, and a new late season sport of Honeycrisp (Royal) into this premium program for your category’s leading apple variety • Honeycrisp with high colors and good starch reserves result in great sugars, high acids, and conditions, and make Honeyhill™ stand out at retail from season start to finish

Aztec Fuji Aztec Fuji is a high-color, high-quality premium Fuji variety grown and marketed by Stemilt and is a feature of our Fuji program. • Aztec is a strain picked with full color and desired starch reserves so that we can deliver a year-round consistent flavor profile for Fuji • We market this variety with the Fuji PLU to eliminate confusion at retail

Cosmic Crisp® ® brand apples are an exciting new development from Washington State University (WSU) and available from Stemilt in December 2019 • This deep red apple has an incredible crunch and flavor • Stemilt and WSU worked together in the early development of the apple • With many acres in the ground, expect Stemilt to be an early industry leader of this apple variety

Pink Lady® Pink Lady® brand apples were pioneered by Stemilt in Washington State following their arrival from Australia in the 1990s. • Grown in warm orchard locales like Mattawa, Ice Harbor, and Pasco where this apple thrives • More than two decades of experience farming this apple has given Stemilt an advantage in producing Pink Lady® apples with high color, good sizing, and great eating qualities PIÑATA® APPLES

Taste The Tropics Year-Round

What’s The Story Pinata® brand Pinova cultivar apples are a Stemilt signature brand with a tropical flavor twist. This culinary delight comes from three heirloom varieties – Golden Delicious, Cox’s Orange Pippin, and Duchess of Oldenburg. The firm skin and juicy bite More than 30% of Stemilt’s make this apple any recipe creator’s dream. Piñata® apples are certified ORGANIC! When is Piñata® Available? Year-round. This apple’s season has extended with crops coming from both hemispheres. Share Piñata® organically or conventionally year-round.

Exterior Interior Experience

Full red to stripy red over a Bright white and full of juice Crisp and juicy with classic apple yellow-orange background flavors and a tropical twist

Merchandising Tips • Use Piñata® as a feature in multi-variety ads from November through July • Tell the special Piñata® story through POS signage and tropical-themed cartons or pop-up display bins • Promote intent packages like Lil Snappers® kid-sized Piñata® apples or 5lb. Piñata® Apple Lover pouch bags • Use our social toolkit to spread the word about the tropical apple • Use demos and produce display contests to add in-store excitement around Piñata® PIÑATA® APPLES Chef Approved Taste The Tropics Year-Round

8/5 lb Pouch Bag 7 41839 00697 8

Standard Carton

Euro DRC Euro

Point-of-Sale

9/3 lb Pouch Bag Organic 9/3 lb Pouch Bag 7 41839 00594 0 7 41839 00599 5 www.Stemilt.com/tkpa www.PinataApple.com COSMIC CRISP®

Imagine The PossibilitiesTM

What’s The Story The Cosmic Crisp® WA 38 cv brand apple varietal is the remarkable result of 20 years of study and research by Washington State University’s world-class tree fruit breeding program. Cosmic Crisp brand apples are a cross between and Honeycrisp. The name “Cosmic” references the apple’s starburst-like lenticels, while “Crisp” links it to its parent, Honeycrisp. What Cosmic Crisp® Offers It’s the dream apple with the perfect flavor and When Are They Available? texture balance, longest storage, and natural Cosmic Crisp® will be available starting in December 2019. resistance to browning.

2 LB POUCH 3 LB POUCH

Exterior Interior Experience

A large, juicy, red apple with a firm Ample sweetness with a flesh that is The perfect flavor and texture and crisp texture naturally slow to brown when cut balance makes this apple go beyond expectations for snacking, baking, and entertaining.

2LB POUCH BAG 7 41839 35002 6 3LB POUCH BAG 7 41839 35003 3 4LB POUCH BAG 7 41839 00676 3 TRAY TOP - HIGH GRAPHIC EURO BOX - HIGH GRAPHIC UPC LIST

www.Stemilt.com/tkcc www.Stemilt.com/cc THE APPLE LOVER PACK

Sell Volume & Market To Your Best Apple Shoppers

What is the Apple Lover Pack? This line of 5lb. and 4lb. pouch bags is a proven way for you to increase the volume of apples you sell AND market intent to your best apple shoppers.

Why Apple Lover Works • 5lb. and 4lb. sizes increase shopper purchase size • Available in the best varieties and organic too • Works for your in-and-out promotions • Makes a great everyday item sold in a different location from your main apple display

Wait, there’s more! • Gusseted pouch bag has a sturdy resealable zip lock and stands up on display and in the refrigerator at home • You can build instant displays at retail thanks to this pack shipping in our Inspiration Orchard® DRC or Artisan OrganicsTM DRC

Display Ready Carton 8/5 lb Pouch & 9/4 lb Pouch | L: 23.5” W: 15.5” H: 11.5” | 40 lbs. Net, 42 lbs. Gross, Case Cube = 2.42 ft3 | 40 per pallet, 5ti x 8hi

5 LB POUCH 4 LB POUCH 5 LB POUCH

FUJI: 7 41839 00694 7 GALA: 7 41839 00741 8 FUJI: 7 41839 00 685 5 GALA: 7 41839 00693 0 PINK LADY®: 7 41839 00742 5 GALA: 7 41839 00683 1 GRANNY SMITH: 7 41839 00699 2 RAVE®: 7 41839 00738 8 GRANNY SMITH: 7 41839 00682 4 GOLDEN DELICIOUS: 7 41839 00700 5 SWEETANGO®: 7 41839 90006 1 PIÑATA®: 7 41839 00680 0 PIÑATA®: 7 41839 00697 8 RED DELICIOUS: 7 41839 00681 7 PINK LADY®: 7 41839 00696 1 RAVE®: 7 41839 00679 4 RED DELICIOUS: 7 41839 00695 4 THERE’S AN APPLE FOR THAT

Your Themed Apple Merchandising Menu

What is There’s an Apple for That? Bring some fun to your monthly bulk apple promotions with our There’s an Apple for That merchandising program and the menu of options to bring it into your stores.

POS Signage Pop-Up Display Bins Display Contests

Celebrate a unique quality for each Use bins for large apple displays or to Drive apple sales with a Stemilt Stemilt apple variety and call out your merchandise apples in a secondary sponsored display contest between Apple of the Month via 11x7 signage location your produce managers

Dietitian Tie-Ins Demos Digital Media Toolkits

Elevate apple promotions and focus Let our team be the apple concierge Highlight your apple promotions on on the nutritional powers of this for the day through store demos, all of your digital channels with our superfruit by letting us work with cooking schools, or other special complete and customizable digital your in-store dietitians events media toolkit THERE’S AN APPLE FOR THAT

Your Themed Apple Merchandising Menu

Geo-Targeted Social Ads We’ll boost your apple promotions through creative social ads on Facebook and Instagram to reach your shoppers and your key market cities. Meet Tim & Jocelyn Stemilt’s apple concierge crew

But, Don’t Forget! AppleForThat.Stemilt.com is a website powered by Stemilt, where we answer apple questions shoppers have about the wide variety of apple varieties that are available today. Head there for tips, tricks, and recipes to educate shoppers about the flavors and best uses of the Stemilt apples you carry.

www.Stemilt.com/tktaaft BUILD A SUCCESSFUL INTENT BASED CATEGORY

Branding & Intent Segmentation

ITEM CATEGORY PRODUCT PROMOTIONAL SEGMENT TARGET POSITIONING STRATEGY

BULK WITH PLU • Retail dollar driver • Large • Multiple 3-5 item primary consumer “Promosaurus” promotions display • 2 line pricing • Descriptive strategy-mainline / signage premium

® LIL SNAPPERS • Parents with kids • In-store sets-step • Liner promo with 9/3 LB displays billboards • Convenience • End-cap / case • Liner promotion • Seniors wing display for back-to-school

• Wellness • Aisle pop-up • Key online display shopping brand

APPLE LOVER • Heavy users • Display ready • In-and-out 8/5 LB cartons promotions • Value shoppers incorporated with • Holiday / seasonal end caps tie-ins (St. Patrick’s Day, Valentine’s • Satellite displays Day, etc.) • Permanent slotting of limited SKU’s • Key online shopping brand

FRESH • Juicing / blending • Display with • Cross category BLENDERS® 8/5 LB user juicing carrots, juicing promotions spinach, celery, and build a category • Key online destination shopping brand BUILD A SUCCESSFUL INTENT BASED CATEGORY

Branding & Intent Segmentation

ITEM CATEGORY PRODUCT PROMOTIONAL SEGMENT TARGET POSITIONING STRATEGY

HALLOWEEN • Holiday • Secondary display • In-and-out CHRISTMAS / HOLIDAY impulse buy promotion 2 8/5 LB weeks leading into holiday

BULK • Retail dollar • Large • Full line ORGANIC driver primary “Promosaurus” promotion consumer display with descriptive signage • 2 line pricing • Primary organic consumer • 3 to 5 total SKUs • Strategy – mainline/premium

® LIL SNAPPERS • Parents with kids • In-store sets-step • Liner promotion ORGANIC displays for back-to-school 9/3 LB • Convenience • Key online • Seniors shopping brand

• Wellness

FRESH • Juicing / blending • Display with • Cross category BLENDERS® ORGANIC user juicing carrots, juicing promotions 9/4 LB spinach, celery, and build a category • Key online destination shopping brand STEMILT ARTISAN ORGANICSTM

Organic Pioneers Growing Modern Flavors

What’s The Story 10,950 days – the number of days Stemilt has been growing fruit organically. Back in 1989, Stemilt founder Tom Mathison, made the decision to transition hundreds of acres of his conventional orchards to organic. Today, Mathison’s innovative insight has helped Stemilt become the leader of the pack in the organic tree fruit industry with one of the strongest and most recognizable organic programs in the market.

Organic Apple Availability Organic Pear Availability

Braeburn Bartlett Fuji Bosc Gala Concorde Golden Delicious d’Anjou Granny Smith Red d’Anjou Honeycrisp Starkrimson Tosca Tate Mathison Piñata® Pink Lady® Red Delicious SweeTango® SEATTLE SPOKANE WENATCHEE

YAKIMA

PASCO

Artisan OrganicsTM Apple & Pear Program Features • Annual transitional program has taken our percentage of organic apples higher with 30% of our apples now organic • 15% of the Stemilt pear crop is grown organically thanks to early leadership in the category • Apple crops grown in modern, trellised orchards with strict harvest protocol for continuous supply most months of the year • Best pear locales in the world make it possible for us to grow this fruit organically • Dynamic controlled atmosphere systems extend storage life while maintaining quality and condition of apples • Small CA rooms designated for organics so that we can open new rooms often to maximize freshness • Organics packed on a dedicated organic line by trained teams and modern equipment

Wait, There’s More Growth Coming! Consumers want organics and we’ve responded by growing the volume of our Artisan Organics™ program in varieties with flavors that these shoppers want.

Organic Organic Honeycrisp Pink Lady® Nearly 36% of Stemilt’s 34% of the Pink Lady® Honeycrisp crop is crop is grown organically grown organically

Organic SweeTango®, Gala, & Fuji Increasing volumes with a focus on new, high-color strains for Gala & Fuji

www.Stemilt.com/tkorg www.Stemilt.com/org LET’S TALK, RETAILERS

We Have The Resources You Need For Promotional Success!

Digital Media Toolkits Farm to Fork Social toolkits to provide promotion resources Farm to Fork line-up helps bring for branded or in-season products out our grower stories • Blog posts • Social posts • Stories of iconic locales to show • Digital Assets • Photos where our products are grown • Grower stories provide transparency to build trust with the customer

Dynamic Data Fruit Tracker™ is the leading fruit category and consumer insight program • Receive regular emails Stemilt U + Online containing videos of the latest Join us in the field or online to become data analysis a Stemilt expert • PLUS, we conduct consumer • Learn everything from the ground up surveys/focus groups to gain about apples, pears, and cherries insights on fruit preference • Earn a Stemilt certification after completion of any course

Crunch Circle Written for dietitians, Crunch Circle is 36 Seconds everything your in-store dietitian needs A twice monthly 36 second video • Fruit tips • Social Media Advice • Recipes helps you stay up-to-date on all • In-Store Promotions things Stemilt

E-Commerce Let us help you perfect your e-commerce site • Product Descriptors • Photos • Item Master Subscription LET’S NOT FORGET THE CONSUMER

We’re Telling Consumers All About The Brands & Products You Carry

Public Relations Using regional and national consumer media outreach, we boost our brands to make sure shoppers take notice of these products in your stores • Host media/influencer events in market cities to introduce new brands/varieties • Build relationships with food influencers to increase awareness

The Stem Blog A blog focused on all things fruit • Recipes Consumer Offers • Nutritional Info Offerings through Stemilt.com • Farming Practices encourage new uses to increase • Kid-Friendly Snacks servings of our fruits • Recipe Books • Shopping Lists • Meal Planning Guides & more

Stemilt.com Kitchen Council A website built for the consumer Three fun bloggers bring new ideas for • Apple Information and Recipes fruit in one place. • Nutrition/Health Benefits • Recipes • Organic Information • Nutrition RESPONSIBLE CHOICE®

Our Sustainablility Roots Run Deep

Stemilt’s Promise Responsible Choice® began in 1989 with our founder Tom Mathison’s commitment to reduce chemical use in orchards and transition many acres to organic production. Today, Responsible Choice® is embedded in Stemilt’s culture and focuses on initiatives that help our people and our planet to ensure our business remains sustainable for generations to come.

Fun Fact Did you know the ladybug is a well-known beneficial insect for orchards? Tom Mathison added the ladybug to our company logo in 1989 to tell the world of his promise to always make the responsible choice when growing/packing fruit! RESPONSIBLE CHOICE®

Our Sustainablility Roots Run Deep

People • Company paid on-site health clinic run by our local hospital for all full-time employees and their dependents • Company paid pharmacy on complex • Three on-site company paid health clinics at company orchards • Stemilt Café offers subsidized meals to employees during work hours • Stemilt sponsored college scholarship program awarded by the Washington Apple Education Foundation • Permanent orchard housing offers modern kitchens, laundry, living amenities, and rec space for our H2A harvest crews • Comprehensive benefit and 401K retirement programs that include free consultation programs • Cultivando Excelencia / Nurture Greatness program focuses on culture, training, and development of our team members

Planet • Integrated pest management orchard programs • Natural bird deterrents (trained falcons, kestrel houses) to reduce bird damage to fruit • Zero waste approach in packing plants through a recycling or reuse plan that includes cardboard, metals, plastics, equipment, and green waste • Stemilt’s World Famous Compost Farm collects green waste from our orchards, local packing plants and the Wenatchee community’s landscape waste to feed over 1,600 acres • LED lighting, motion detector switching, robotic doors and electrical power usage reduction programs • Distribution Center solar panels provide power assistance to our facilities

Profit • Computer modeling programs to maximize packaging of all crops in packages to reduce time and achieve freshness • Pack scheduling that maximizes labor and asset management • Storage strategy that ties horticulture and sales together to store products that result in consumer delight • Fuel purchase program that controls vehicle fuel costs • New packing lines and distribution center technology to reduce labor and create efficiencies • Including Kaizen model for continuous improvement to increase efficiencies across the company 2019/2020

BUILD YOUR PROMOTION TODAY!