The Great Candy Bar Caper

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The Great Candy Bar Caper When the team enters the room, tell them this is a verbal problem Judge Reads to Teams: You will have 2 minute to think and 3 minutes to respond. You may ask questions during your think time: however, time continues. You may talk amongst each other during your thinking time. You will receive 1 point for each common response using the words provided. Highly creative or humorous responses will receive 5 points. This will be the subjective opinion of the judges and the judge’s decision is final. Your team is to take turns randomly to create a story from the list of items provided. Once time begins, it will not be stopped. If the judge asks you to repeat a response, or to clarify it, or to give a more appropriate response, it counts against your time. Speak loudly and clearly. Shown here in front of you is a list of candy bars found in your favorite candy store. Your problem is to use the list of candy bars to create a story. You may use the items from the list more then once. Your story must have a theme. For example, it could be about a crime involving the abduction of Baby Ruth, the ransom letter and all the clues leading up to her rescue. You are to use the names of the candy bars to tell the story. You may add to the list during your 2 minute thinking time as needed. Give points as follows: Each time a Candy bar is used in a sentence to tell the story: 1 point Candy bars names used creatively in a sentence to tell the story: 5 points Content of the story: 1 to 10 points Creativity should be scored: 1 to 10 points Teamwork throughout the problem: 1 to 10 points (Reread the Problem) 100 Grand Kit Kat Snickers After Eight Mounds Pay day Reese’s Peanut Butter Cup Overload, Milky Way Oh Henry Baby Ruth Old Faithful Kisses Mr. Good Bar Butterfinger Mirage 3 Musketeers Look Take 5 Krakel, Almond Joy 5th Avenue Big Kat Fast Break Whatchamacallit Bit-O-Honey S'mores Eskimo Pie Stacker2 Treasures Twix Rocky Road CaramelStick Symphony Swoops Shake and break York U-No Jolly Rancher Whoppers Crispy Crunch Fruit & Nut .

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FIGURE 1: CANDY HIERARCHY CIRCA 2017 THE CANDY HIERARCHY (2012) [1] DESPAIR (DC ) NET FEELIES (N F = |JC - DC |) JOY (J C ) -1600 -1200 TOP-800 TIER -400 0 400 800 1200 1600 -1500 0 #VOTES 1500 Any full-sized candy bar [2] Reese’s Peanut Butter Cups [3] (caramel, chewy, elegant) Kit Kat Cash, or other forms of legal tender [1] --- Caramellos[2]Twix [3] [4] Snickers [5] [6] Superius Tolberone something or other --- Goo Goo Clusters Lindt Truffle Pecunia QUASI-SILURIAN Peanut M&M’s TOP Nestle Crunch Milky Way Layer Dove Bars Regular M&Ms Butterfinger [4] Rolos [5] Reese's Pieces Hershey's Dark Chocolate --- Mint Juleps Mars [6] Three Musketeers York Peppermint Patties POST-TERTIARY Heath Bar Caramellos [7] 100 Grand Bar Great Data was pulled at Junior Mints 12:00pm PST on Chardonnay October 25th, 2017 Hershey’s Milk Chocolate Mandibular (not surprisingly, it’s predominantly chocolate-based)Mr. Goodbar Milk Duds [7] [8] Layer Total number of voters: Hershey's Kisses --- Three Musketeers 2460 Starburst [9] 13% going trick or treating Whatchamacallit Bars ~0.1% under 15 and going. Skittles SECOND TIER Mint Juleps Cadbury Creme Eggs [8] Total number of JOY,MEH, Sweet Tarts DESPAIR data points: Nerds ~700,000 Jolly Ranchers (good flavor) [9] (oh look, mostly chocolate, just not asGummy good) Bears straight up [10] [11] Swedish Fish Mounds --- Tootsie Rolls --- Whoppers --- Fair Trade Chocolate Smarties (American) [10] [12] [5] LemonHeads [13] Swedish Fish --- Ferrero Rocher Sourpatch Kids (i.e. abominations of nature) Take 5 THIRD TIER
THE HERSHEY COMPANY (A Delaware Corporation) 100 Crystal a Drive Hershey, Pennsylvania 17033 (717) 534-4200 I.R.S

UNITED STATES SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549 FORM 10-K È Annual Report Pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934 For the fiscal year ended December 31, 2007 OR ‘ Transition Report Pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934 For the transition period from to Commission File Number 1-183 Registrant, State of Incorporation, Address and Telephone Number THE HERSHEY COMPANY (a Delaware corporation) 100 Crystal A Drive Hershey, Pennsylvania 17033 (717) 534-4200 I.R.S. Employer Identification Number 23-0691590 Securities registered pursuant to Section 12(b) of the Act: Title of each class: Name of each exchange on which registered: Common Stock, one dollar par value New York Stock Exchange Securities registered pursuant to Section 12(g) of the Act: Class B Common Stock, one dollar par value (Title of class) Indicate by check mark if the registrant is a well-known seasoned issuer, as defined in Rule 405 of the Securities Act. Yes È No ‘ Indicate by check mark if the registrant is not required to file reports pursuant to Section 13 or Section 15(d) of the Act. Yes ‘ No È Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days.
The Hershey Company

BAMA 514 002 –Brand Audit The Hershey Company The Hershey Company BAMA 514 002 Brand Audit Project (25673039) (75548123) (75800128) (76044122) 2/8/2013 0 BAMA 514 002 –Brand Audit The Hershey Company Contents EXECUTIVE SUMMARY .................................................................................................................................. 3 I. Brand History ............................................................................................................................................ 4 Table 1: Hershey’s Branded Products ................................................................................................... 5 II. Intended Brand Meaning .......................................................................................................................... 7 Target Market ........................................................................................................................................... 7 Table 2: Target Market Segmentation .................................................................................................. 7 Brand Meaning .......................................................................................................................................... 8 Table 3: Assessment of Brand Meaning (as reported by Hershey’s) ................................................... 8 III. Actual Brand Meaning ............................................................................................................................. 9 Primary Associations ................................................................................................................................
Figure 1: Candy Hierarchy Circa 2016 [1] Despair (Dc ) Net Feelies (N F = |Jc - Dc |) Joy (J C )

FIGURE 1: CANDY HIERARCHY CIRCA 2016 [1] DESPAIR (DC ) NET FEELIES (N F = |JC - DC |) JOY (J C ) -1200 -100-10000 -800 -600 -400 -200 0 #VOTES 200 400 600 800 10001000 1200 THE CANDY HIERARCHY [Any(2012) full-sized candy bar] [2] [Cash, or other forms of legal tender] TOP TIER [Kit Kat] [3] [Reese’s Peanut Butter Cups] [Twix] Superius [Snickers] [Tolberone something or other] Pecunia (caramel, chewy, elegant) [Lindt Truffle] [1] --- Caramellos[2][Peanut M&M’s][3] TOP Layer [4] [Milky[5] Way] [6] [Nestle Crunch] --- Goo Goo Clusters [Butterfinger] [4] [Rolos] [5] QUASI-SILURIAN [Dove Bars] [6] [Regular M&Ms] [Mars] [Hershey's Dark Chocolate] [Reese's Pieces] [Chardonnay] [York Peppermint Patties] [Three Musketeers] --- Mint Juleps [Heath Bar] [100 Grand Bar] Great [Junior Mints] POST-TERTIARY [Caramellos] [7] Mandibular [Skittles] [Mr. Goodbar] [Hershey’s Milk Chocolate] Layer [Hershey's Kisses] [Mint Juleps] (not surprisingly, it’s predominantly chocolate-based) [Starburst] Data was pulled at [Milk[7] Duds] --- Three Musketeers[8] 12:00pm PST on [Nerds] October 28th, 2016 [Whatchamacallit[9] Bars] [Sweet Tarts] [Jolly Ranchers (good flavor)] TotalSECOND number of voters: TIER [Cadbury Creme Eggs] [8] 1232 [Smarties (American)] [9] 11% going trick or treating [Glow sticks] ~0.5% under 15 and going. [Swedish Fish] [10] [Gummy Bears straight up] (oh look, mostly chocolate, just not as good) [LemonHeads] Total number of JOY,MEH, [10] [11][Sourpatch Kids (i.e. abominations of nature)] Mounds --- Tootsie Rolls --- WhoppersPOST-TERTIARY
TIC TAC 8 Count PEG BAGS 20 COCA-COLA • #457820 12/5.1 - 5.3 Oz

CENTURY DISTRIBUTORS 15710 Crabbs Branch Way Rockville, Maryland 20855-2620 301-212-9100 Fax 301-212-9681 www.centurydist.com Sale Prices Effective 7/6 - 7/30/2021 LIMITED EDITION EARN for SUMMER! 24 LIFEMADE REBATES! 30 24 CAN ENVIROCOOLER 88 TIC TAC 8 Count PEG BAGS 20 COCA-COLA • #457820 12/5.1 - 5.3 Oz. • #321398 M&M’s Peanut 36 Count 40 • #330449 M&M’s Peanut Butter • #305615 34 • #321380 M&M’s Plain PEG BAGS EARN 25 YOU 12/4.4 Oz. 18 REBATES! FREEZE • #321372 Snickers THEM! ECLIPSE 36 EARN SPLIT PACK 18 GIANT FREEZIES 00 TABLET BARS REBATES! 7 8 Count 50 Count • #382739 Peppermint 12/3.9 - 4.0 Oz. 5.5 Oz. • #382747 Polar Ice 49 • #300806 (Blue) • #643585 • #382754 Spearmint 6 Almond w/Minis • #382762 Winterfrsot • #300780 (Red) Milk w/Minis EARN • #300798 (Yellow) REBATES! Peanut w/Minis EARN REBATES! POPCORN STAND-UP BAGS 6 Count REFRESHERS 6 Count 12/5.5 Oz. 88 2 Oz. • #396572 40 Ct. Bottle 20 • #649673 Peanut (Yellow) • #304741 Berry Mix Caramel 28 • #395905 Plain (Brown) 6 • #304733 Mint Mix • #649681 • #308429 Peppermint 06 8/5 Oz. 1368 Old Bay • #302984 Polar 15 • #395913 Caramel • #300327 Spearmint Peanut Butter (Orange) 15710 Crabbs Branch Way • Rockville, Maryland 20855-2620 301-212-9100 • Fax 301-212-9681 • www.centurydist.com 32 18/1.4 Oz. 12 • #390609 Heath ¢ 24/1.85 Oz. 25 409 • #306951 PayDay 1644 24/.6 Oz. Chocolately 25¢ • #384438 Original • #328963 PayDay Original 24/.78 Oz. COUNT GOODS • #328989 Zero • #379230 Berry 24/2 Oz.
Hershey Foods Corporation, Hershey, PA 17033-0819 Cadbury • Caramello Candy Bar OU-D • Dairy Milk Chocolate Candy Bar OU-D

11 Broadway New York, NY 10004 * Tel: (212) 563-4000 * Fax: (212) 564-9058 * www.ou.org February 15, 2005 TO WHOM IT MAY CONCERN: This is to certify that the following products, listed under their respective brand names, prepared by Hershey Foods Corporation, Hershey, PA 17033-0819 are manufactured under the supervision of the Kashruth Division of the Orthodox Union and are kosher when bearing the symbol adjacent to each product as indicated below. Products designated below as OU are certified kosher pareve. Products designated below as OU-D are certified kosher dairy. The company is authorized to place only this symbol on packaging. Products that appear below with one asterisk are Kosher for Passover and year-round use. Brand: Cadbury Symbol • Caramello Candy Bar OU-D • Dairy Milk Chocolate Candy Bar OU-D • Dairy Milk Chocolate Paste OU-D • Dairy Milk Chocolate Solid Bunny OU-D • Fruit & Nut Milk Choc. Candy Bar OU-D • Mini-Eggs Sugar Coated Milk Choc. Candy OU-D • Raspberries & Creme Candy Bar OU-D • Roasted Almond Milk Choc. Candy Bar OU-D • Royal Dark Chocolate Candy Bar OU-D • Royal Dark Mint Bar OU-D Brand: Heath Symbol • Bites OU-D • Ground Butter Brickle OU-D • Ground English Toffee Chunks OU-D • Ground Toffee OU-D • Heath Bits-O-Brickle OU-D • Heath Bits-O-Heath OU-D • Heath Butter Brickle Candy OU-D • Heath Center OU-D • Heath Dark Chocolate OU-D • Heath Dark Chocolate Pyramids OU-D • Heath English Toffee OU-D • Heath English Toffee Bar OU-D Rabbi Menachem Genack Effective from 02/01/2005 through 01/31/2006 Rabbinic Administrator Page: 1 of 20 11 Broadway New York, NY 10004 * Tel: (212) 563-4000 * Fax: (212) 564-9058 * www.ou.org February 15, 2005 LETTER OF CERTIFICATION - continued Company: Hershey Foods Corporation Brand: Heath - Cont.
Legacy of Milton S. Hershey General Purpose: to Inform Specific Purpose: to Inform My Audience About the Life & Legacy of Milton S

Christine Bonnichsen TTh 11:00-12:20PM 10 Apr 2008 Topic: Legacy of Milton S. Hershey General Purpose: To inform Specific Purpose: To inform my audience about the life & legacy of Milton S. Hershey. ______________________________________________________________________________ Legacy of Milton S. Hershey Introduction I. Attention Getter Have any of you wondered if Willy Wonka was a real person? Well he was, but his name was Milton S. Hershey. He lived from 1857 to 1945. Mr. Hershey had extraordinary wealth, a chocolate empire, and utopian dreams. It all started with Milton S. Hershey’s failures. Long before going into chocolate, Mr. Hershey went bankrupt 3 times attempting to create a successful caramel business. Finally, he succeeded with his 4th attempt, the Lancaster Caramel Co. in 1893. It was his success in caramel that allowed him to transition to chocolate by selling his Lancaster Caramel Co. for $1 million in 1900. He used the profit from the sale to produce his milk chocolate recipe and became the first American to manufacture milk chocolate. Using this formula, he created the largest chocolate factory in the world and the utopian company town to support it. II. Audience Relevancy Statement Today, over a hundred years later, millions of people eat Hershey’s products around the world and I’m sure you or someone you know are one of them. III. Thesis Statement/Central Idea Milton S Hershey left an extraordinary legacy that still lives on today. Preview Statement: I will explain Hershey’s legacy that included a candy factory, a model town, and a philanthropic school for underprivileged children.
301-212-9100 Fax 301-212-9681

CENTURY DISTRIBUTORS 15710 Crabbs Branch Way Rockville, Maryland 20855-2620 301-212-9100 Fax 301-212-9681 www.centurydist.com Sale Prices Effective 1/1 - 1/31/2018 Only! Throw Your Rack Away and EARN WAM REBATES FROM FERRERO! Caramelized Creme with Start with a NEW White Rack! Peanuts & Pretzels! COMBO TREE GUM with FREE COUNTER UNIT GOLD PINA COLADA 3/12 Count STANDARD SIZE 24/1.4 Oz. • #397703 • #398016 60 Count Contains: • #398925 00 • Freshmint 15 Contains: • Spearmint • Freshmint Big Pack • Watermelon KING SIZE • Wintergreen Big Pack 18/2.5 Oz. • #397711 • Orange Big Pack • Fruit Adventure 49 80 Big Pack 29 • Pina Colada 19 Kinder Eggs are Available for Sale VELCRO BAGS! Earn WAM Rebates from PERFETTI! for the First Time in the US! 40 Count KINDER • #398206 JOY with TOY Contains: 29 VELCRO BAG 60 • 1/10 Ct. Spearmint 15 Count 15 30 • 1/10 Ct. Watermelon • #398032 DISPLAY • 2/10 Ct. Freshmint MAKE ROOM IN YOUR KING SIZE SECTION... If You Signed up for a Mars/Wrigley Contract Stay in Compliance with the SKU Program! MALTESERS SNICKERS TWIX WHITE M&M’s KING/SHARE SIZE PB CRISPER 2 PIECE WHITE CHOC. 8 Count KING SIZE KING SIZE 80 80 00 KING SIZE 40 2.83 Oz. 8 18/3.03 Oz. 19 20/2.64 Oz. 22 24/2.47 Oz. 26 • #398057 • #398040 • #398651 • #398644 15710 Crabbs Branch Way • Rockville, Maryland 20855-2620 301-212-9100 • Fax 301-212-9681 • www.centurydist.com ITEMS! ALL ITEMS $1.00 SPIFF PER BOX! STARBURST MINIS SINGLE SERVE OREO THINS BITES 24 Count 00 FUDGE DIPPED • #398602 Original 15 8 Count • #398610 Sours • #648337 Coconut 90 • #648345 Mint 7 SWEET & HEAT CONFECTIONS • #648352 Original SINGLE SERVE 24 Count 00 TRIDENT GUM • #398230 Skittles 15 • #398081 Starburst DRAGON FRUIT LYCHEE SHARE SIZE 12 Count • #398479 24 Count 26 40 40 • #398073 Skittles LIME PASSION FRUIT 8 STARBURST MINIS 12 Count • #398487 PEG BAG 00 PEG BAGS 24/5.8 Oz.
Soft Drink Menu Miscellaneous & Specialty Drinks Fruit Juice Menu

V-8 Juice Whoppers Kellog’s Pop Tarts Soft Drink Menu Fruit Punch Heath Pepsi Products Pineapple Orange Take 5 Pepsi* Apple Cranberry Nestle’ Premium Snacks Diet Pepsi* Ruby Red Grapefruit Juice Butterfinger Mountain Dew* Gardetto’s Snackens 16 Ounce Bottles Butterfinger Crisp Chex Party Mix Diet Mountain Dew* 100% Orange Juice Baby Ruth Mt. Dew Code Red** Cajun Spicy Nut Mix 100% Apple Juice Nestle Crunch Munchies Snack Mix Caffeine Free Diet Pepsi Ruby Red Grapefruit Juice 100 Grand Mug Root Beer* Kar’s Nut & Yogurt Mix Grape Juice Cocktail M&M Mars Kar’s Trail Mix Diet Mug Root Beer 6 Ounce Cans Milky Way Hawaiian Punch* Kar’s Energy Trail Mix 100% Apple Juice Caramel Twix Act II Butter Popcorn Lipton Iced Tea* 100% Orange Juice P.B. Twix Diet Lipton Iced Tea Famous Amos 100% Grape Juice Snickers Pep. Farm Milano Cookies Lipton Green Tea V-8 Juice Snickers Almond Lipton Diet Green Tea Frosted Circus Cookies Cranberry Juice Cocktail 3 Musketeers Kellogg’s Rice Krispy Treats* Country Time Lemonade* M&M’s Plain Tropicana OrangeAde* Keebler Fudge Stripe Cookies M&M’s Peanut Salted in Shell Peanuts Aquafina Water** Skittles Aquafina Splash Grape** Snack Foods Menu Salted Sunflower Seeds Crunchy Lay’s Potato Chips Starburst Baked Lays, Ruffles, Doritos Aquafina Splash Berry** Miscellaneous Coke Products Lay’s S.C. & Onion GrandMa’s Cookies Ruffles Salted Nut Roll Peanut Butter Classic Coke Planters Peanuts Diet Coke BBQ Ruffles Chocolate Chip Cheddar & S.C. Ruffles Planters Dry Roasted Peanuts Fudge Chocolate Chip Diet Coke w/Lime Sweet N Salty Mix Caffeine Free Diet Coke Fritos Oatmeal Raisin Frito Chili Cheese Corn Nuts Cherry Coke Salted Cashews 7-Up Products Frito Flavor Twists Cheetos Sunflower Seeds 7-Up* Flaming Hot Cheetos Nature’s Vallley Granola Diet 7-Up* Kellog’s Nutri-Grain Bars Dr.
Candy Product List

CANDY PRODUCTS FRITO - LAY / QUAKER PRODUCTS P Pan Cheese & P B Crackers P Pan Toast & P B Crackers QUAKER PRODUCTS Chocolate Chip Granola Bars PB Chocolate Chip Granola Bars GENERAL MILLS Chex Mix Turtle Bar GENERAL MILLS MILK & CEREAL BAR Cocoa Puffs Milk & Cereal Bar Cinn Toast Milk & Cereal Bar Honey Nut Cheerios Cereal Bar Cocoa Puffs Cereal Bar Cinn Toast Crunch Cereal Bar Team Cheerios Strawberry Trix Cereal Bar GENERAL MILLS - NATURE VALLEY Oats & Honey Granola Bar Sweet/salty Almond Nut Bar Sweet/salty Peanut Butter Bar Peanut Butter Granola Bar Strawberry Yogurt Granola Bar Chewy Trail Mix Bar Dark Choc Chewy Trail Mix Fiber One Bar Oats & Chocolate Fiber One Oats & Peanut Butter HERITAGE WAFERS/ GOLDEN BATCH Reduced Fat N S Vanilla Wafers Reduced Fat N S Choc Wafers Nutrasweet Strawberry Wafers Nutrasweet Vanilla Wafers Nutrasweet Chocolate Wafers KAR NUT PRODUCTS Sunflower Kernels Sweet N Salty Mix Sweet N Hot Mix Salted Cashews Salted Peanuts Salted Peanuts Trail Mix Original 2 Oz Trail Mix All Energy Trail Mix Mango Pineapple 1.5 Trail Mix Nut N Yogurt KEEBLER/KELLOGG'S Special K Honey Nut Bar Apple Cinn Nutri Grain Bar L F Strawberry Nutri Grain Bar L F KEEBLER/AUSTIN FOODS Chse Cracker & Peanut Bttr 8ct Toast & P B Crackers 8 Ct LANCE INC " More" P B On Cheese Crackers Peanut Butter/ Toasted Cracker Smokehouse Ched On Capt Wafers Cr Chse/ Chives On Capt Wafers Honey Peanut Butter Cracker MONOGRAM FOODS/TRAILS BEST Trls Best Twin Teriyaki Stick Trails Best Dble Salami Stick Trails Best Twin Beef Trls Best Beef Sticks Vendable
Vending Core Product Line

Vending Core Product Line PAYDAY Peanut Caramel HERSHEY’S Milk Chocolate Standard Bar with Almonds Bar LSC Item: 10700-80750 Item: 34000-27121 Pack Size: 1.85 oz. Pack Size: 1.85 oz. Units Per Case: 288ct. Units Per Case: 9/24ct. TAKE5 Standard Bar Item: 34000-38645 KIT KAT® Wafer Bar LSC Pack Size: 1.5 oz. Item: 34000-24672 Units Per Case: 16/18ct. Pack Size: 2.04 oz. Units Per Case: 9/24ct. HERSHEY’S Milk Chocolate with Almonds Standard Bar Item: 34000-24160 PAYDAY Peanut Caramel Pack Size: 1.45 oz. Units Per Case: 9/36ct. Bar LSC Item: 10700-80710 Pack Size: 2.4 oz. Units Per Case: 9/24ct. KIT KAT® BIG KAT ™ Wafer Bar Item: 34000-24526 Pack Size: 1.5 oz. Units Per Case: 9/36ct. REESE’S Peanut Butter Cups LSC Item: 34000-44251 REESE’S Peanut Pack Size: 2.1 oz. Butter Cups Units Per Case: 6/40ct. Item: 34000-44060 Pack Size: 1.5 oz. Units Per Case: 9/36ct. TWIZZLERS Strawberry Twists Concession TWIZZLERS Stawberry Item: 34000-57713 Twists Pack Size: 5 oz. Item: 34000-54415 Units Per Case: 60ct. Pack Size: 2.5 oz. Units Per Case: 18/18ct. Vending Full Product Line (See your Hershey Customer Sales Executive for details) STANDARDS BARS: LSC ITEMS: JOLLY RANCHER Awesome Twosome Chews 1.8 oz., 12/18ct. 10700 45014 HERSHEY’S Milk Chocolate w/Almonds Bar 1.85 oz., 9/24 ct. 34000 27121 REESE’S FAST BREAK Bar 1.8 oz., 12/18 ct. 34000 15251 KIT KAT® Wafer Bar 2.04 oz., 9/24 ct.
Hershey Foods Corp

HERSHEY FOODS CORPORATION MANAGEMENT’S DISCUSSION AND ANALYSIS Hershey Foods Corporation, its wholly-owned subsidiaries and entities in which it has a controlling financial interest (the “Company”) are engaged in the manufacture, distribution and sale of confectionery and grocery products. The Company was organized under the laws of the State of Delaware on October 24, 1927, as a successor to a business founded in 1894 by Milton S. Hershey. OVERVIEW The Company concluded a strong year in 2003. Operating results were consistent with management’s strategies, which provide for profitable growth in sales by focusing on key brands, such as Hershey’s, Reese’s and Hershey’s Kisses, among others; gross margin expansion through enhanced price realization, improved sales mix and supply chain efficiencies; and increases in earnings per share through increased operating profits and share repurchases. These strategies have been successful in improving profitability and have enabled expanded marketing support. Marketing support, which includes promotional allowances that reduce net sales, combined with advertising and consumer promotions expense, increased approximately 200 basis points, as a percentage of gross sales before allowances during the three-year period ended December 31, 2003. The increase was focused on promotional allowances to the Company’s customers, which market research has shown are effective in supporting profitable growth. The Company’s advertising strategy has been focused on key brands and new products which, along with more efficient agency contracts, has resulted in reduced spending. Results show that these marketing strategies have been successful in achieving performance goals and gaining market share. Strategies providing for profitable sales growth, gross margin expansion and earnings growth, along with a disciplined approach toward capital investment, have resulted in increased economic returns for the Company.