ALMONDS IN THE GLOBAL MARKETPLACE...The global market size of sweet and savory snacks was worth...
Transcript of ALMONDS IN THE GLOBAL MARKETPLACE...The global market size of sweet and savory snacks was worth...
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ALMONDS IN THE GLOBAL MARKETPLACE
ROOM 314 | DECEMBER 4, 2018
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2
Continuing Education Units (CEU’s)
• What type of CEU’s are offered at conference?
– Tuesday – Certified Crop Advisor (CCA)
– Wednesday – Certified Crop Advisor (CCA)
– Thursday – Certified Crop Advisor (CCA) and Department of Pesticide Regulations (DPR)
• Where are the CEU sign in sheets?
– CEU sign in sheets will be in the back of each session
– There are separate forms on Thursday for the CCA and DPR credits
• Special instructions for Thursday
– PCA’s will need to pick up their scantrons in the morning before the first session of the day. They will also need
to return the scantron at the end of the day to the CEU booth. This is in addition to signing in and out of each
session.
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• Emily Fleischmann, Almond Board
of California, moderator
• Laurel Muir, Sterling-Rice Group
3
AGENDA
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750,000 770,000 800,000 820,000 850,000 870,000
920,000
940,000 1,000,000 1,070,000
5.6%
2.7%
3.9%
2.5%
3.7%
2.4%
5.7%
2.2%
6.4%7.0%
0.0%
1.0%
2.0%
3.0%
4.0%
5.0%
6.0%
7.0%
8.0%
0
250000
500000
750000
1000000
1250000
2009 2010 2011 2012 2013 2014 2015 2016 2017 2018Estimated
Th
ou
sa
nd
Ac
res
Non-Bearing Acres Bearing Acreage % Change from previous year
CALIFORNIA ALMOND ACREAGE
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CALIFORNIA ALMOND PRODUCTION
1.1
1.31.4
1.5
1.7
1.9 1.9 1.81.8
2.12.2
2.5
2.72.8
3.0
0.00
500,000,000.00
1,000,000,000.00
1,500,000,000.00
2,000,000,000.00
2,500,000,000.00
3,000,000,000.00
3,500,000,000.00
06/07 07/08 08/09 09/10 10/11 11/12 13/14 14/15 15/16 16/17 17/18 18/19 19/20 20/21 21/22
FY2006/2007 – FY2021/2022 Actual/Projections (Billion Pounds)
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+30%
+700Million pounds
increase in supplyCY 17/18 – CY 21/22
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ALMOND BOARD MARKETING OBJECTIVES
• Build long-term world-wide demand for California
almonds
• Create an environment in which almond perceptions
and almond brands thrive
• Run interference and seize opportunities that are
best handled at an industry-wide level
• Contribute to the financial well being of the industry
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MARKETING APPROACH
1. Invest and develop foundational platforms
for industry long-term growth
2. Disciplined, data-driven strategic approach
to market development
3. Highly creative, targeted, best-in-class
marketing programs
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GLOBAL MARKETING OVERVIEW
NORTH AMERICA
Canada
U.S.
Mexico EUROPE
UK, France,
Germany,
Italy
EXPLORATORY
MARKETS
Brazil, Chile, Argentina
ASIA
China, India,
S. Korea, Japan
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EXPANSION INTO NEW MARKETS
South
America
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INCREASING CURRENT MARKETS
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INCREASING SHIPMENTS
0
100,000,000
200,000,000
300,000,000
400,000,000
500,000,000
600,000,000
700,000,000
800,000,000
US Canada Mexico India China Japan S. Korea W. Europe
Shipments FY15/16 vs. 17/18
15/16 17/18
Total shipments increased 24%
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HEADWINDS
AND TAILWINDS
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HEADWINDS
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New demands for…
trust and
transparency
food safety
food quality
#1 BIG FOOD
UNDER FIRE
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#2 GRASPING FOR THE FUTURE
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#3
Trade
Disputes
Challenge
World Order
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• In most markets, almond tariffs have
not been excessive….
• Technical and Sanitary/phytosanitary
barriers are the real concern, and
harder to address…..
• “Rules-Based” and “Scientifically-
Supported” do not always rule the
day…..
• Political tensions and economics will
always play a role…..
GLOBAL TRADE ISSUES ARE COMPLEX AND VARIED….
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#4 ELEVATED DEFINITION OF HEALTH
INGREDIENTS UNDER FIRE
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#5
The playing
field is
changing
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TAILWINDS
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Health
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Diabetes is expected
to affect 592 million
adults by 2035
17.9 million people
die every year from
cardiovascular disease.
31% of global deaths.
1.1 billion adults have
high blood pressure.
Less than 1 in 5 have
it under control.
592 1.1 31%MILLION BILLION OF DEATHS
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ONE-FIFTH OF THE WORLD IS OBESE
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LOOKING TOWARD NEW SOLUTIONS
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GYM MEMBERSHIPS NEW STATUS SYMBOL IN INDIA AND CHINA
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MAKING THE LIST
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India
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JapanChina China
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South Korea
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UK Germany
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Plant Power
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HOW DO I CURRENTLY EAT TODAY?
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HOW DO I WANT TO EAT TOMORROW?
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PLANT
PROTEIN
3%
44%
SEAFOOD
5%
33%
POULTRY
5%
26%
RED
MEAT
32%
5%
WANT TO
INCREASE
WANT TO
REDUCE
SOURCE:
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MEATLESS MONDAY’S EXPAND AROUND THE WORLD
B H U TA N
B O L I V I A
B R A Z I L
C A N A D A
F R A N C E
G E R M A N Y
H O N D U R A S
H O N G KO N G
I TA LY
J A PA N
S . KO R E A
A U S T R A L I A
U . K .
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SnackingThe importance of
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$219.6
Billion
The global market
size of sweet and
savory snacks
was worth $144.0
and it is projected
to reach to
$219.6 billion
in 2024 with a
CAGR of 6.17%
$144.0
Billion
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Proliferation
of Snacking
Need for
Convenience
Shifting
Consumer
Attitudes
THE
“SNACKIFICATION”
OF SOCIETY+
=
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$100.9$22.7
$18.9
$45.3
$7.4
$1.6
$12.1
UK
USA
CHINA
AUSTRALIA
NZ
INDIA
BRAZIL
SNACKING CONSUMPTION
$451TOTAL
Estimated values in Billion USD for 2016.
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63% 42% 40% 73%
94%
88%
SHIFTING TOWARDS MORE
NATURAL SNACKING OPTIONS4
SNACKING
OCCASIONS4
Fresh Fruit &
Vegetables
Dairy-Based Nuts & Seeds
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SNACKING FREQUENCY A DAY5
2.5 3 2.9 2.4 2.2Kids Young
AdultsYoung
FamiliesEstablished
FamiliesSeniors
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SNACKING MOTIVATIONS
The largest percentageof snackersdo so for atreat. Health-focused snacks should aim at enjoyment.3
50%
Treat
myself
37%
Satisfy
hunger
27%
On-the-go
26%
Healthier24%
Relieve
stress
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Out-of-home dairy
Protein Rich Snack
OPPORTUNITIES
Snack meal
Flexible packing
for on-the-go
Ambient dairy offerings
that can be stored at room
temperature represents an
untapped opportunity.
A big opportunity to target the
on-the-go consumers looking
to satisfy a craving and boost
energy levels6.
Snacks as meal replacements
are a growing opportunity.1
Pouch packaging, single
serves, and re-sealable
packaging can increase
portability and help reduce
waste.4
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Innovation
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PURE ALMOND PRODUCTS NOW DOMINATE SALES
20172006
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49
Almond dairy creams and
non-dairy creamer up 111%
in sales vs YAGO (while total
category is up 6%).
CoffeeMate Natural Bliss
Almond Milk Creamer #1 at
$15.5 million in sales
Almond snack and variety
packs up 140% in sales vs
YAGO (while total category is
up 11%)
Nature Valley Granola Cups -
brand new $10 million dollar
product in
2 years
Almond produce meal
combos up 40% in sales vs.
YAGO (while total category is
up 35.7%)
Sargento Balanced Breaks
represent $30 million this
year, up 20% vs. YAGO
Dairy yogurts with almonds
up 17.4%
in sales vs YAGO
(while total category
is down 3%).
Chobani almond flips
at $90 million + in sales
ALMOND PRODUCT OUTPERFORMING CATEGORIES
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50
ALMOND BASED GLUTEN-FREE APPLICATIONS IN NEW CATEGORIES
Fattoria Della Mandorla Mandorella E
Lenticchie: Almond And Lentils Burger
Italy, May 2017Probar Live Probiotic Nutrition
Bar With Almond Butter Flavor
United States, Sep 2017Cappellos Gnocchi
United States, Nov 2017
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**certified organic by Australian Certified Organics
Simply Raw Organic Almond
And Cacao Raw Crème
Germany, Jul 2017
Kung Markatta Almond Butter
Sweden, Dec 2017
Morlife Spinach, Herb and
Onion Superdip Mix
Australia, May 2017
APPLICATION OF ALMONDS IN FORMULATION OF CLEAN LABEL SPREADS
ORGANIC FREE FROM VEGAN
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APPLICATION OF ALMOND INGREDIENTS IN FORMULATION OF CLEAN LABEL SNACKS
ALMOND ALMOND BUTTER ALMOND FLOUR
Gimme Organic Seaweed Thins Sriracha
Almond Savory And Sweet Crispy Wafers
United States, Dec 2017
Mission More 6 Snack Balls With
Blueberries And Baobab
Germany, Jun 2017
Barnana Organic Crunchy Toasted
Coconut Banana Brittle
United States, Aug 2017
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APPLICATION OF ALMOND INGREDIENTS IN FORMULATION OF CLEAN LABEL SNACKS
ALMOND ALMOND BUTTER AND PIECES ALMOND BUTTER & FLOUR
Muller Bio Primo Organic Fruit Bar
With Honey-Almond-Ginger
Germany, Dec 2017
Paleo Treats Mustang Bar
United Kingdom, Mar 2016
Perfect Bar The Original Refrigerated Protein Bar
With Dark Chocolate Almond
United States, Nov 2017
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VERSATILE APPLICATIONS OF ALMONDS IN DAIRY ALTERNATIVE PRODUCTS
NON-DAIRY YOGURT NON DAIRY MILK CHEESE SOFT/SEMI-SOFT
Cicioni Fermented Nut Cheese
Italy, Jan 2017Alpro Oat Almond Drink
Belgium, Dec 2017
Silk Almond Milk Yogurt
Alternative: Vanilla
United States, Sep 2017
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ALMOND OIL SHOWS PROMISE IN FOODS & BEAUTY
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DevelopmentGlobal Market
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MARKETING APPROACH
1. Invest and develop foundational platforms
for industry long-term growth
2. Disciplined, data-driven strategic approach
to market development
3. Highly creative, targeted, best-in-class
marketing programs
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Markets projections
and prioritization
Focus within
markets
Target identification
and sizing
Target refinement
and messages
Global Demand
Analysis
Opportunity
Assessment
Target
Segmentation
Message
Deep Dives
OUR DISCIPLINED APPROACH
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GLOBAL MARKETING OVERVIEW
NORTH AMERICACanadaU.S.Mexico EUROPE
UK, France, Germany, Italy
EXPLORATORY MARKETSBrazil, Chile, Argentina
ASIAChina, India, S. Korea, Japan
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1. Skin and Beauty in Asia
2. Mental acuity in India
3. Lifestyle in the West
FOCUSING ON
CORE BENEFITS
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Almond Value
Quotient (Average of Combined
Health and Snacking scores)
Health
Perceptions
Almond
Snacking Usage+
=
MEASURING
SUCCESS
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MEASURING
SUCCESS
Measuring Perception
changes and Program
Effectiveness:
o Attitudes, Awareness
and Usage Studies
o Advertising testing and
evaluation
o Consumer Qualitative and
Ethnographic deep dives
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EVALUATION OF ALMOND SHIPMENTS AND CONSUMER SALES
Shipments • ABC Position Report
• Global Trade Atlas
• Sales data
Sales data• Changes vs. prior year
Trended over time • 5 and 10 years
• Percent shipments
• Shipments vs. spending
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Thank you!
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What’s Next
Tuesday, December 4 at 1:45 p.m.
• Managing Nutrients and Salt Under Current Water Quality Regulations –
Room 308-309
• What's Happening in DC? - 312-313
• The Almond Aflatoxin Menace: Addressing It Head On – Room 306-307
• Sustainability: Aligning with Food Manufacturers' Needs for the Future –
Room 314
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Join the social media
conversation at
#AlmondConf
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What’s Next
Tuesday, December 4
• State of the Industry – Hall C at 4:15 p.m.
Be sure to join us at 5:30 p.m. in Hall A+B for Dedicated Trade Show Time and
Opening Reception, sponsored by FMC Agricultural Solutions