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Management's Discussion and Analysis

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Management's Discussion and Analysis Management’s Discussion and Analysis The J. M. Smucker Company EXECUtiVE SUMMARY In each of the U.S. retail market segments, the Company’s products For more than 110 years, The J. M. Smucker Company (“Company”), are sold primarily to food retailers, food wholesalers, drug stores, club headquartered in Orrville, Ohio, has been committed to offering stores, mass merchandisers, discount and dollar stores, and military consumers trusted, quality products that bring families together to commissaries. In the Special Markets segment, the Company’s prod- share memorable meals and moments. Today, the Company is a ucts are distributed domestically and in foreign countries through retail leading marketer and manufacturer of fruit spreads, retail packaged channels, foodservice distributors and operators (e.g., restaurants, coffee, peanut butter, shortening and oils, ice cream toppings, schools and universities, health care operators), and health and natural sweetened condensed milk, and health and natural foods beverages foods stores and distributors. in North America. STRATEgiC ELEMENTS Its family of brands includes Smucker’s, Folgers, Dunkin’ Donuts, Jif, The Company remains rooted in its Basic Beliefs of Quality, People, Crisco, Pillsbury, Eagle Brand, R.W. Knudsen Family, Hungry Jack, Ethics, Growth, and Independence, established by its founder and Café Bustelo, Café Pilon, White Lily, and Martha White in the United namesake, Jerome Smucker, more than a century ago. Today, these States, along with Robin Hood, Five Roses, Carnation, Europe’s Best, basic beliefs are the core of the Company’s unique culture and serve and Bick’s in Canada. In addition to these brands, the Company as a foundation for decision making and actions. The Company has markets products under numerous other brands, including Millstone, been led by four generations of family leadership, having had only Dickinson’s, Laura Scudder’s, Adams, Double Fruit (Canada), and five chief executive officers in 114 years. This continuity of manage- Santa Cruz Organic. ment and thought extends to the broader leadership team that embodies the values and embraces the business practices that have The Company has four reportable segments: U.S. Retail Coffee Market, contributed to the Company’s consistent growth. U.S. Retail Consumer Market, U.S. Retail Oils and Baking Market, and Special Markets. The Company’s three U.S. retail market segments in The Company’s strategic vision is to own and market food brands total comprised over 80 percent of the Company’s net sales in 2011 and which hold the number one market position in their category, with represent a major portion of the strategic focus area for the Company – an emphasis on North America while embracing a global perspective. the sale of branded food products with leadership positions to consumers through retail outlets in North America. The Special The Company’s strategic long-term growth objectives are to increase Markets segment represents sales outside of the U.S. retail market net sales by six percent and earnings per share by greater than eight segments and includes the Company’s Canada, foodservice, natural percent annually. While the net sales contribution from acquisitions foods, and international business areas. will vary from year to year, the Company expects organic growth, including new products, to add three to four percent per year and acquisitions to contribute the remainder over the long term. 20 THE J. M. SMUCKER COMPANY 2011 ANNUAL REPORT.
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