Argentina Team Coaching Practice Period 02

7/27/2019 Argentina Team Coaching Practice Period 02

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Course Industry Period P

A32862 Argentina 2

M R S T L

Key Performance Indicators

Share Price Index 1000 in P0 1,076 1,093 568 1,710 1,501Market share - Total %U 15.6% 16.8% 6.3% 20.6% 28.4%

%$ 15.6% 19.7% 7.4% 26.6% 23.5%

Market share - Clinites %$ 18.2% 15.6% 8.6% 21.9% 27.3%

Market share - Nutrites %$ 0.0% 45.0% 0.0% 55.0% 0.0%

Revenues K$ 45,164 56,763 21,112 77,073 69,069

Net contribution K$ 16,900 -8,086 2,022 17,822 16,076

Benchmarking

Revenues % Rev 100.0% 100.0% 100.0% 100.0% 100.0%

COGS % Rev -50.2% -59.5% -48.7% -51.4% -48.9%

Contribution before marketing % Rev 49.3% 37.0% 47.3% 46.8% 47.0%Advertising expenditures % Rev -7.2% -20.4% -31.7% -16.5% -6.6%

Commercial team costs % Rev -4.8% -11.0% -33.5% -3.9% -2.7%

Merchandising expenditures % Rev 0.0% -2.0% 0.0% -0.3% 0.0%

Contribution after marketing % Rev 37.4% 5.6% -17.9% 26.4% 37.6%

Market research studies % Rev 0.0% -1.5% -4.1% -1.1% -1.2%

R&D % Rev 0.0% -0.6% -41.4% 0.0% 0.0%

Net contribution % Rev 37.4% -14.2% 9.6% 23.1% 23.3%

Next period budget K$ 7,400 7,400 7,400 7,400 7,400

Number of brands

Total 3 4 2 4 2

Clinites 3 3 2 3 2

Nutrites 0 1 0 1 0

Leading in a segment RICH (Me), RUTE (Fa)TIME (Af), TUK TUK (He),

TUK TUK (El)

LIME (Hi), LIKE (Lo), LIKE

(Si)

#2 in a segment MINT (Me)RISE (Af), RUTE (He), RUTE

(El)

TIME (Hi), TINY (Si), TUK

TUK (Fa)

R&D Projects

Completed this period PIasad00 (C) PU2 (N)

Partially completed this period


2/28

Course Industry Period P Firm

A32862 Argentina 2 M

MAXIMUM M MINIMUM PAST VALUE


Share Price Index 1,710 1,076 0 1,131

Market Share - Total %U 28.4% 15.6% 0.0% 17.8%

%$ 26.6% 15.6% 0.0% 19.6%

Market Share - Clinites %$ 27.3% 18.2% 0.0% 19.6%

Market Share - Nutrites %$ 55.0% 0.0% 0.0% 0.0%

Revenues K$ 77,073 45,164 0 41,438

Contribution K$ 17,822 16,900 -8,086 13,653

Next period budget K$ 7,400 7,400 0 7,300

Number of brands

Total 4 3 0

Clinites 3 3 0

Nutrites 1 0 0

Leading in a segment

#2 in a segmentMINT (Me)

Brand MINT MISS MILO

Market Clinites Clinites Clinites

Contribution K$ 6,760 8,212 1,928

% Revenues 45% 42% 18%

% Firm 40% 49% 11%

Primary consumer segment Singles ffluent Fam. Singles

Ranking (based on unit shares) 4 3 3

Segment share %U 6.7% 15.8% 8.9%

Suggested actions

Need for an R&D product upgrade Possibly Possibly PossiblyCharacteristic 1 Usability Efficacy Usability

Characteristic 2 Efficacy Packaging Efficacy

Characteristic 3 Safety Usability Safety

Need to raise awareness No No Critical

Adjust price $ 14 -> 10 23 -> 20 10 -> 10

Adjust production

Stock out Unit 0 0 310,460

Inventory Unit 687,797 11,259 0

Need to increase commercial team

Mass Merchandisers Critical Critical Critical

Specialized Mass Critical Critical Critical Dept. Stores Critical Critical Critical

Beauty Portals Critical No Critical

Need to increase merchandising

Mass Merchandisers Critical Critical Critical

Specialized Mass Critical Critical Critical

Dept. Stores Critical Critical Critical

Beauty Portals Critical Critical Critical


3/28


A32862 Argentina 2 R

MAXIMUM R MINIMUM PAST VALUE




%$ 26.6% 19.7% 0.0% 16.2%



Revenues K$ 77,073 56,763 0 34,122

Contribution K$ 17,822 -8,086 -8,086 8,549


Number of brands

Total 4 4 0

Clinites 3 3 0

Nutrites 1 1 0

Leading in a segment RICH (Me), RUTE (Fa)

#2 in a segment RISE (Af), RUTE (He), RUTE (El)

Brand RICH RISE Ripe RUTE

Market Clinites Clinites Clinites Nutrites

Contribution K$ 3,773 5,494 -2,392 -3,690

% Revenues 27% 27% -54% -20%

% Firm 118% 173% -75% -116%

Primary consumer segment Singles ffluent Fam. Low Income lth Conscious

Ranking (based on unit shares) 5 2 5 2

Segment share %U 5.8% 18.2% 7.9% 49.7%

Suggested actions

Need for an R&D product upgrade Possibly Possibly No PossiblyCharacteristic 1 Usability Packaging - Nutrition

Characteristic 2 Efficacy Usability - Variety

Characteristic 3 Safety Efficacy - Packaging

Need to raise awareness No No Critical Critical

Adjust price $ 13 -> 10 22 -> 20 8 -> 9 25 -> 38

Adjust production

Stock out Unit 0 0 0 1,119,278

Inventory Unit 3,001,851 1,669,479 1,511,220 0


Mass Merchandisers Yes Critical No Yes

Specialized Mass Critical Critical Yes No

Dept. Stores Critical No Critical No

Beauty Portals Critical Yes Yes No


Mass Merchandisers Critical Critical No Critical

Specialized Mass Critical Critical Critical No

Dept. Stores Critical Critical Critical No

Beauty Portals Critical Critical Critical Critical


4/28


A32862 Argentina 2 S

MAXIMUM S MINIMUM PAST VALUE


Share Price Index 1,710 568 0 526


%$ 26.6% 7.4% 0.0% 7.3%



Revenues K$ 77,073 21,112 0 15,480

Contribution K$ 17,822 2,022 -8,086 6,129


Number of brands

Total 4 2 0

Clinites 3 2 0

Nutrites 1 0 0

Leading in a segment

#2 in a segment

Brand SILK SING

Market Clinites Clinites

Contribution K$ -708 -3,069

% Revenues -9% -23%

% Firm 19% 81%

Primary consumer segment Singles ffluent Fam.

Ranking (based on unit shares) 6 5

Segment share %U 4.3% 6.5%

Suggested actions

Need for an R&D product upgrade Possibly PossiblyCharacteristic 1 Usability Efficacy

Characteristic 2 Efficacy Usability

Characteristic 3 Safety Packaging

Need to raise awareness Yes No

Adjust price $ 10 -> 10 30 -> 20

Adjust production

Stock out Unit 0 0

Inventory Unit 1,126,632 869,260


Mass Merchandisers Critical Critical

Specialized Mass Critical NoDept. Stores Critical No

Beauty Portals Critical Critical


Mass Merchandisers Critical Critical

Specialized Mass Critical Critical

Dept. Stores Critical Critical



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A32862 Argentina 2 T

MAXIMUM T MINIMUM PAST VALUE




%$ 26.6% 26.6% 0.0% 23.1%



Revenues K$ 77,073 77,073 0 49,168

Contribution K$ 17,822 17,822 -8,086 15,924


Number of brands

Total 4 4 0

Clinites 3 3 0

Nutrites 1 1 0

Leading in a segment TIME (Af), TUK TUK (He), TUK TUK (El)

#2 in a segment TIME (Hi), TINY (Si), TUK TUK (Fa)

Brand TINY TIME TINKA TUK TUK

Market Clinites Clinites Clinites Nutrites

Contribution K$ 10,298 9,420 -5,161 5,770

% Revenues 42% 36% -146% 26%

% Firm 51% 46% -25% 28%

Primary consumer segment Singles ffluent Fam. Low Income Elderly

Ranking (based on unit shares) 2 1 7 1

Segment share %U 14.7% 33.4% 4.8% 69.5%

Suggested actions

Need for an R&D product upgrade Possibly Possibly Yes PossiblyCharacteristic 1 Efficacy Efficacy Pleasure ical Benefits

Characteristic 2 Usability Packaging Packaging Nutrition

Characteristic 3 Safety Usability Usability Flavor

Need to raise awareness No No Critical Critical

Adjust price $ 15 -> 10 20 -> 20 10 -> 9 32 -> 28

Adjust production

Stock out Unit 0 0 0 0

Inventory Unit 843,371 10,069 3,435,949 162


Mass Merchandisers Critical Critical Critical Critical

Specialized Mass Yes Critical Critical Critical

Dept. Stores Critical Critical Critical Critical

Beauty Portals Critical No Critical Critical


Mass Merchandisers Yes Critical Critical Critical

Specialized Mass Critical Critical Critical Critical

Dept. Stores Critical Critical Critical Critical

Beauty Portals Critical Critical Critical Critical


6/28


A32862 Argentina 2 L

MAXIMUM L MINIMUM PAST VALUE




%$ 26.6% 23.5% 0.0% 21.7%



Revenues K$ 77,073 69,069 0 46,494

Contribution K$ 17,822 16,076 -8,086 12,104


Number of brands

Total 4 2 0

Clinites 3 2 0

Nutrites 1 0 0

Leading in a segment LIME (Hi), LIKE (Lo), LIKE (Si)

#2 in a segment

Brand LIKE LIME

Market Clinites Clinites

Contribution K$ 19,228 6,755

% Revenues 40% 32%

% Firm 74% 26%

Primary consumer segment Singles ffluent Fam.

Ranking (based on unit shares) 1 4

Segment share %U 54.2% 11.0%

Suggested actions

Need for an R&D product upgrade No NoCharacteristic 1 - -

Characteristic 2 - -

Characteristic 3 - -

Need to raise awareness No No

Adjust price $ 10 -> 10 27 -> 20

Adjust production

Stock out Unit 0 0

Inventory Unit 14,349 1,097,194


Mass Merchandisers Yes Critical

Specialized Mass Critical Critical Dept. Stores Critical Yes



Mass Merchandisers Yes Critical

Specialized Mass Critical Critical

Dept. Stores Critical Critical



7/28

Course Industry Period P Market Segment Size P (M$) Size P (KU) Growth P+1 Growth P+5 CAGR + 5

A32862 Argentina 2 Clinites High Earners 82.1 3,829 18.5% 53.2% 8.9%

LIME TIME RISE MISS SING RICH MINT TINY Ripe

Launched in Period 0 Period 0 Period 0 Period 0 Period 0 Period 0 Period 0 Period 0 Period 2

Base R&D Project PI-LI001 PI-TIME PI-RISE PI-MISS PI-SING PI-RICH PI-MINT PI-TINY PidfdpppMarket Share %U 4.4% 7.4% 5.2% 4.7% 2.5% 5.8% 5.9% 9.0% 3.0%

%$ 8.8% 10.9% 8.4% 8.0% 5.5% 5.4% 5.9% 9.6% 1.7%

Segment Share %U 20.1% 18.8% 17.6% 17.3% 9.7% 3.4% 3.2% 3.0% 0.2%

%$ 24.7% 17.1% 17.7% 18.1% 13.3% 2.0% 2.1% 2.1% 0.1%

Contribution M$ 6.8 9.4 5.5 8.2 -3.1 3.8 6.8 10.3 -2.4

%Revenues 31.8% 35.6% 27.2% 42.5% -23.1% 27.4% 44.9% 42.0% -53.9%

Product Design - Distance from Ideal Point - Semantic Scales

Efficacy 22% 0.5 0.1 0.3 0.1 0.3 2.2 2.2 2.5 2.9

Safety 15% 0.1 0.3 0.3 0.3 0.3 3.5 3.5 3.5 3.7

Packaging 4% 1.3 3.0 3.0 2.9 2.5 2.4 2.3 2.4 4.1

Pleasure 7% 2.0 3.1 3.3 3.1 3.1 2.2 2.2 2.3 4.7Usability 3% 1.3 2.7 2.7 2.7 2.7 1.0 1.0 1.0 4.1

Product Design - Distance from Ideal Point - Multidimensional Scaling

Performance 37% 1.9 1.2 0.4 1.2 1.9 18.0 17.9 19.2 21.3

Convenience 14% 10.8 20.0 20.7 19.7 19.0 13.4 13.2 13.6 29.4

Pricing - Retail Price in $ and Distance from Ideal Point

Retail Price $ 27 20 22 23 30 13 14 15 8

Distance - Price 49% 0.8 0.2 0.4 0.5 0.8 1.8 1.9 2.3 3.3

Distance - Economy 49% 8.5 1.3 2.6 3.1 8.5 11.8 12.6 15.4 22.3

Advertising budget

Current period K$ 830 650 780 260 1,350 160 100 360 300

Cumulative past 3 years K$ 2,010 1,610 1,920 1,140 1,710 430 420 780 300Ladder of Adoption

Awareness % 76.7% 72.3% 78.1% 71.1% 67.1% 48.2% 48.3% 55.5% 9.4%

Purchase Intentions % 20.3% 19.0% 17.8% 17.5% 9.9% 3.4% 3.2% 3.0% 0.2%

Preference (Awa / PI) 1.0 1.0 0.9 0.9 0.6 0.3 0.3 0.2 0.1

Size of commercial team

Mass Merchandisers 5% 3 8 3 0 45 25 12 20 50

Specialized Mass 25% 15 12 12 15 95 13 12 20 25

Dept. Stores 59% 20 15 35 15 80 11 10 10 4

Beauty Portals 11% 3 7 6 8 5 3 2 2 4

Distribution Coverage

Mass Merchandisers 5% 6% 18% 9% 0% 37% 41% 26% 39% 57%

Specialized Mass 25% 27% 27% 29% 18% 46% 29% 25% 39% 39%

Dept. Stores 59% 36% 36% 50% 33% 50% 25% 21% 22% 9%

Beauty Portals 11% 30% 50% 40% 50% 30% 30% 20% 20% 40%

Merchandising budget (K$)


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Dept. Stores 59% 180 220 220 200 180 150 100 90 50

Beauty Portals 11% 45 100 75 100 45 50 30 45 75

Share of Shelf-Space

Mass Merchandisers 5% 2% 5% 3% 0% 2% 7% 8% 10% 7%Specialized Mass 25% 4% 9% 6% 5% 3% 7% 7% 10% 4%

Dept. Stores 59% 12% 16% 14% 12% 7% 7% 6% 7% 2%

Beauty Portals 11% 6% 11% 8% 7% 4% 6% 7% 9% 4%

Gained (+) / Lost (-) sales Unit -8,414 -8,369 -5,581 -5,625 -5,517 449 453 611 72


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A32862 Argentina 2 Clinites Affluent Fam. 63.6 3,093 9.2% 67.1% 10.8%

TIME RISE MISS LIME SING RICH TINY MINT Ripe

Launched in Period 0 Period 0 Period 0 Period 0 Period 0 Period 0 Period 0 Period 0 Period 2

Base R&D Project PI-TIME PI-RISE PI-MISS PI-LI001 PI-SING PI-RICH PI-TINY PI-MINT PidfdpppMarket Share %U 7.4% 5.2% 4.7% 4.4% 2.5% 5.8% 9.0% 5.9% 3.0%

%$ 10.9% 8.4% 8.0% 8.8% 5.5% 5.4% 9.6% 5.9% 1.7%

Segment Share %U 33.4% 18.2% 15.8% 11.0% 6.5% 3.1% 3.0% 3.0% 0.2%

%$ 31.7% 19.0% 17.3% 14.1% 9.2% 1.9% 2.2% 2.0% 0.1%

Contribution M$ 9.4 5.5 8.2 6.8 -3.1 3.8 10.3 6.8 -2.4

%Revenues 35.6% 27.2% 42.5% 31.8% -23.1% 27.4% 42.0% 44.9% -53.9%


Efficacy 22% 1.1 0.7 1.1 0.4 1.2 3.1 3.4 3.1 3.8

Safety 15% 0.0 0.0 0.0 0.2 0.0 3.2 3.2 3.2 3.4

Packaging 4% 1.5 1.5 1.4 0.2 1.0 0.9 0.9 0.8 2.6

Pleasure 7% 0.4 0.6 0.4 0.7 0.4 0.5 0.4 0.5 2.0Usability 3% 1.5 1.5 1.5 0.0 1.5 0.3 0.3 0.3 2.9


Performance 37% 4.2 2.6 4.2 1.1 4.9 21.0 22.2 20.9 24.3

Convenience 14% 6.4 7.1 6.2 2.8 5.4 0.2 0.0 0.4 15.8


Retail Price $ 20 22 23 27 30 13 15 14 8

Distance - Price 49% 0.5 1.1 1.2 1.5 1.5 1.0 1.6 1.2 2.6

Distance - Economy 49% 3.6 7.5 8.0 13.3 13.3 7.0 10.6 7.8 17.5

Advertising budget

Current period K$ 750 630 260 830 1,500 160 520 160 300

Cumulative past 3 years K$ 1,890 1,730 1,100 2,070 1,920 590 1,150 680 300Ladder of Adoption

Awareness % 75.4% 78.1% 71.8% 78.5% 70.6% 57.1% 66.6% 58.5% 11.1%

Purchase Intentions % 33.6% 18.3% 15.9% 11.0% 6.5% 3.1% 3.0% 3.0% 0.2%

Preference (Awa / PI) 1.0 0.5 0.5 0.3 0.2 0.1 0.1 0.1 0.0




Dept. Stores 45% 15 35 15 20 80 11 10 10 4

Beauty Portals 8% 7 6 8 3 5 3 2 2 4


Mass Merchandisers 12% 18% 9% 0% 6% 37% 41% 39% 26% 57%

Specialized Mass 35% 27% 29% 18% 27% 46% 29% 39% 25% 39%

Dept. Stores 45% 36% 50% 33% 36% 50% 25% 22% 21% 9%

Beauty Portals 8% 50% 40% 50% 30% 30% 30% 20% 20% 40%



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Dept. Stores 45% 220 220 200 180 180 150 90 100 50

Beauty Portals 8% 100 75 100 45 45 50 45 30 75


Mass Merchandisers 12% 5% 3% 0% 2% 2% 7% 10% 8% 7%Specialized Mass 35% 9% 6% 5% 4% 3% 7% 10% 7% 4%

Dept. Stores 45% 16% 14% 12% 12% 7% 7% 7% 6% 2%

Beauty Portals 8% 11% 8% 7% 6% 4% 6% 9% 7% 4%

Gained (+) / Lost (-) sales Unit -5,381 -3,521 -3,536 -123 -1,724 315 482 324 43


11/28


A32862 Argentina 2 Clinites edium Income 68.0 4,833 13.3% 32.5% 5.8%

RICH MINT TINY SILK LIKE TIME RISE MISS LIME SING

Launched in Period 0 Period 0 Period 0 Period 0 Period 0 Period 0 Period 0 Period 0 Period 0 Period 0

Base R&D Project PI-RICH PI-MINT PI-TINY PI-SILK PI-LIKE PI-TIME PI-RISE PI-MISS PI-LI001 PI-SINGMarket Share %U 5.8% 5.9% 9.0% 4.3% 26.2% 7.4% 5.2% 4.7% 4.4% 2.5%

%$ 5.4% 5.9% 9.6% 3.1% 18.5% 10.9% 8.4% 8.0% 8.8% 5.5%

Segment Share %U 16.3% 15.6% 14.9% 12.0% 10.9% 7.8% 4.8% 4.3% 3.3% 2.7%

%$ 14.3% 14.8% 15.1% 8.1% 7.4% 10.5% 7.2% 6.6% 6.0% 5.4%

Contribution M$ 3.8 6.8 10.3 -0.7 19.2 9.4 5.5 8.2 6.8 -3.1

%Revenues 27.4% 44.9% 42.0% -9.0% 40.2% 35.6% 27.2% 42.5% 31.8% -23.1%


Efficacy 22% 1.6 1.6 1.9 1.6 1.4 0.5 0.9 0.5 1.1 0.3

Safety 15% 2.1 2.1 2.1 2.1 2.1 1.1 1.1 1.1 1.3 1.1

Packaging 4% 1.7 1.6 1.7 1.7 1.7 2.3 2.3 2.2 0.6 1.8

Pleasure 7% 0.5 0.5 0.5 0.5 0.5 1.4 1.6 1.4 0.2 1.4Usability 3% 0.0 0.0 0.0 0.1 0.2 1.8 1.8 1.8 0.3 1.8


Performance 37% 11.9 11.8 13.1 11.8 11.0 4.9 6.5 4.9 8.0 4.2

Convenience 14% 5.0 4.8 5.2 5.0 5.2 11.6 12.3 11.3 2.4 10.6


Retail Price $ 13 14 15 10 10 20 22 23 27 30

Distance - Price 49% 0.1 0.0 0.4 0.2 1.4 1.7 2.3 2.3 2.7 2.7

Distance - Economy 49% 0.7 0.1 2.9 1.3 9.3 11.2 15.1 15.6 21.0 21.0

Advertising budget

Current period K$ 470 370 670 400 310 500 420 110 360 900

Cumulative past 3 years K$ 1,170 1,250 1,400 710 880 1,290 1,200 630 1,030 1,210Ladder of Adoption

Awareness % 62.5% 62.4% 63.7% 51.2% 57.6% 60.1% 62.1% 53.3% 57.9% 56.5%

Purchase Intentions % 16.5% 15.9% 15.1% 12.2% 11.1% 7.9% 5.0% 4.3% 3.4% 2.7%

Preference (Awa / PI) 1.0 1.0 0.9 0.9 0.7 0.5 0.3 0.3 0.2 0.2


Mass Merchandisers 44% 25 12 20 30 25 8 3 0 3 45

Specialized Mass 27% 13 12 20 10 12 12 12 15 15 95

Dept. Stores 23% 11 10 10 25 4 15 35 15 20 80

Beauty Portals 5% 3 2 2 5 1 7 6 8 3 5


Mass Merchandisers 44% 41% 26% 39% 37% 41% 18% 9% 0% 6% 37%Specialized Mass 27% 29% 25% 39% 21% 28% 27% 29% 18% 27% 46%

Dept. Stores 23% 25% 21% 22% 30% 11% 36% 50% 33% 36% 50%

Beauty Portals 5% 30% 20% 20% 30% 20% 50% 40% 50% 30% 30%



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Dept. Stores 23% 150 100 90 90 90 220 220 200 180 180

Beauty Portals 5% 50 30 45 45 45 100 75 100 45 45



Dept. Stores 23% 7% 6% 7% 6% 8% 16% 14% 12% 12% 7%

Beauty Portals 5% 6% 7% 9% 5% 33% 11% 8% 7% 6% 4%

Gained (+) / Lost (-) sales Unit -10,577 -13,347 -9,299 -7,936 -5,853 -6,660 -6,336 -3,375 -3,273 -3,185


13/28

Ripe TINKA

Period 2 Period 2

Pidfdppp Pinky0.030175826 0.019150639

0.016893839 0.013410867

0.006074811 0.004859104

0.003282353 0.00328185

-2.39195167 -5.160882393

-0.538606792 -1.45939746

2.256 2.031

2.31 1.947

3.435 0.093

2.961 0.8763.159 0.69

15.18 13.32

20.96 4.02

8 10

1.47 1.986

9.8 13.24

500 1000

500 1000

0.138 0.088

0.006034689 0.004827751

0.165883391 0.208108255

50 10

25 5

4 0

4 0

0.573369863 0.2142739730.390326087 0.115434783

0.094572973 0

0.4 0


14/28

500 100

150 50

50 0

75 0

0.073384389 0.0456319410.044802846 0.02868308

0.015955563 0

0.039639924 0

193.9295548 151.5436438


15/28


A32862 Argentina 2 Clinites Low Income 94.2 10,143 18.5% 123.0% 17.4%

LIKE XIBU XILO MILO Ripe TINY TINKA MINT RICH SILK


Base R&D Project PI-LIKE PI-XIBU PI-XILO PI-MINT Pidfdppp PI-TINY Pinky PI-MINT PI-RICH PI-SILK

Market Share %U 26.2% 8.0% 5.3% 6.2% 3.0% 9.0% 1.9% 5.9% 5.8% 4.3%

%$ 18.5% 5.2% 3.5% 4.1% 1.7% 9.6% 1.3% 5.9% 5.4% 3.1%

Segment Share %U 29.0% 20.7% 13.1% 10.4% 7.9% 6.0% 4.8% 2.6% 2.6% 2.0%

%$ 28.7% 18.8% 12.1% 9.8% 6.3% 8.9% 4.8% 3.6% 3.4% 2.0%

Contribution M$ 19.2 8.3 5.8 1.9 -2.4 10.3 -5.2 6.8 3.8 -0.7

%Revenues 40.2% 60.9% 62.0% 17.9% -53.9% 42.0% -145.9% 44.9% 27.4% -9.0%


Efficacy 22% 1.0 0.4 0.0 0.8 0.1 0.5 0.3 0.8 0.8 0.8

Safety 15% 0.5 1.1 1.3 0.5 0.7 0.5 0.4 0.5 0.5 0.5

Packaging 4% 1.6 0.2 0.5 1.6 0.2 1.6 3.4 1.7 1.6 1.6



Performance 37% 2.6 4.3 3.7 1.8 1.5 0.6 0.3 1.8 1.8 1.8

Convenience 14% 15.4 0.8 1.8 15.6 0.4 15.4 24.6 15.8 15.6 15.5


Retail Price $ 10 9 9 10 8 15 10 14 13 10

Distance - Price 49% 0.2 0.4 0.5 0.2 0.1 1.2 0.4 1.6 1.7 1.8


Advertising budget

Current period K$ 730 100 160 570 1,100 780 2,350 110 210 400

Cumulative past 3 years K$ 1,780 310 430 750 1,100 1,780 2,350 790 1,180 820Ladder of Adoption

Awareness % 62.9% 53.1% 44.3% 17.5% 16.5% 63.7% 10.6% 57.2% 62.6% 54.7%






Dept. Stores 5% 4 0 0 2 4 10 0 10 11 25

Beauty Portals 6% 1 0 0 0 4 2 0 2 3 5



Dept. Stores 5% 11% 0% 0% 0% 9% 22% 0% 21% 25% 30%

Beauty Portals 6% 20% 0% 0% 0% 40% 20% 0% 20% 30% 30%



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Dept. Stores 5% 90 0 0 0 50 90 0 100 150 90

Beauty Portals 6% 45 0 0 0 75 45 0 30 50 45



Dept. Stores 5% 8% 0% 0% 2% 2% 7% 0% 6% 7% 6%

Beauty Portals 6% 33% 0% 0% 0% 4% 9% 0% 7% 6% 5%

Gained (+) / Lost (-) sales Unit -205,500 384,072 287,048 -275,247 -68,130 -28,555 -43,810 -11,504 -11,587 -12,425


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RISE MISS SING

Period 0 Period 0 Period 0

PI-RISE PI-MISS PI-SING

0.051716615 0.047435849 0.024810057

0.083812225 0.080414046 0.054784383

0.001880629 0.001052692 0.000949376

0.004093722 0.002395641 0.002818072

5.494207715 8.211933346 -3.068711671

0.271611974 0.424587337 -0.231327113

3.234 2.832 2.652

2.703 2.703 2.703

0.939 1.065 1.467

1.458 1.677 1.6681.149 1.149 1.149

20.14 18.54 17.82

8.26 9.24 10.02

22 23 30

3.885 3.957 4.264

25.9 26.38 31.76

310 100 650

680 420 810

0.32 0.267 0.348

0.001862679 0.001784697 0.001682199

0.007756804 0.00890734 0.006441591

3 0 45

12 15 95

35 15 80

6 8 5

0.091068493 0 0.3707671230.289076087 0.182445652 0.463206522

0.497967568 0.3276 0.498064865

0.4 0.5 0.3


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50 30 120

220 45 180

220 200 180

75 100 45

0.02744466 0 0.0157426210.058109536 0.050631513 0.028885235

0.141023907 0.123885006 0.073195842

0.075010688 0.067387057 0.039455534

182.0775631 -7424.900955 -7433.204747


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A32862 Argentina 2 Clinites Singles 79.8 7,555 28.8% 182.8% 23.1%

LIKE TINY MILO MINT RICH SILK Ripe TINKA TIME RISE


Base R&D Project PI-LIKE PI-TINY PI-MINT PI-MINT PI-RICH PI-SILK Pidfdppp Pinky PI-TIME PI-RISE

Market Share %U 26.2% 9.0% 6.2% 5.9% 5.8% 4.3% 3.0% 1.9% 7.4% 5.2%

%$ 18.5% 9.6% 4.1% 5.9% 5.4% 3.1% 1.7% 1.3% 10.9% 8.4%

Segment Share %U 54.2% 14.7% 8.9% 6.7% 5.8% 4.3% 0.5% 0.5% 0.5% 0.4%

%$ 47.7% 19.4% 7.5% 8.3% 6.6% 3.8% 0.4% 0.5% 1.0% 0.8%

Contribution M$ 19.2 10.3 1.9 6.8 3.8 -0.7 -2.4 -5.2 9.4 5.5

%Revenues 40.2% 42.0% 17.9% 44.9% 27.4% -9.0% -53.9% -145.9% 35.6% 27.2%


Efficacy 22% 0.4 0.9 0.6 0.6 0.6 0.6 1.3 1.0 1.5 1.9

Safety 15% 0.5 0.5 0.5 0.5 0.5 0.5 0.7 0.3 2.7 2.7

Packaging 4% 0.5 0.5 0.5 0.4 0.5 0.5 2.3 1.3 1.2 1.2



Performance 37% 2.8 4.8 3.6 3.6 3.6 3.6 6.9 5.1 13.1 14.7

Convenience 14% 0.3 0.3 0.5 0.7 0.5 0.4 15.5 9.5 6.2 6.9


Retail Price $ 10 15 10 14 13 10 8 10 20 22

Distance - Price 49% 0.4 0.6 0.4 1.0 1.1 1.2 0.5 1.0 2.7 3.3


Advertising budget

Current period K$ 730 670 570 110 310 300 600 700 350 360

Cumulative past 3 years K$ 1,720 1,500 750 730 950 660 600 700 970 1,090Ladder of Adoption

Awareness % 70.5% 70.1% 24.1% 63.8% 65.6% 59.2% 14.0% 7.8% 54.1% 58.5%






Dept. Stores 11% 4 10 2 10 11 25 4 0 15 35

Beauty Portals 11% 1 2 0 2 3 5 4 0 7 6



Dept. Stores 11% 11% 22% 0% 21% 25% 30% 9% 0% 36% 50%

Beauty Portals 11% 20% 20% 0% 20% 30% 30% 40% 0% 50% 40%



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Dept. Stores 11% 90 90 0 100 150 90 50 0 220 220

Beauty Portals 11% 45 45 0 30 50 45 75 0 100 75



Dept. Stores 11% 8% 7% 2% 6% 7% 6% 2% 0% 16% 14%

Beauty Portals 11% 33% 9% 0% 7% 6% 5% 4% 0% 11% 8%

Gained (+) / Lost (-) sales Unit 11,833 4,895 -119,846 909 -101 -1,595 740 736 382 310


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MISS SING

Period 0 Period 0

PI-MISS PI-SING

0.047435849 0.024810057

0.080414046 0.054784383

0.003573363 0.002554544

0.007236556 0.006747791

8.211933346 -3.068711671

0.424587337 -0.231327113

1.452 1.272

2.745 2.745

1.029 0.627

0.999 1.008

0.357 0.357

13.14 12.42

5.88 5.1

23 30

3.363 3.67

22.42 27.8

100 900

520 1160

0.475 0.52

0.003540086 0.002530485

0.00971683 0.006344607

0 45

15 95

15 80

8 5

0 0.3707671230.182445652 0.463206522

0.3276 0.498064865

0.5 0.3


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30 120

45 180

200 180

100 45

0 0.0157426210.050631513 0.028885235

0.123885006 0.073195842

0.067387057 0.039455534

251.3975673 181.7630448


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A32862 Argentina 2 Nutrites lth Conscious 32.2 1,188 23.6% 80.2% 12.5%

TUK TUK RUTE

Launched in Period 2 Period 2

Base R&D Project Punter PU

Market Share %U 48.9% 51.1%

%$ 55.1% 44.9%

Segment Share %U 50.3% 49.7%

%$ 56.5% 43.5%

Contribution M$ 5.8 -3.7

%Revenues 25.6% -20.1%


Clinical Benefits 36% 0.2 0.2

Nutrition 15% 3.2 2.2

Packaging 4% 0.8 0.8

Flavor 10% 2.6 0.3

Variety 14% 0.2 1.3


Efficiency 51% 7.4 3.3

Suitability 27% 7.6 5.7


Retail Price $ 32 25

Distance - Price 21% 0.3 1.2

Distance - Economy 21% 1.7 8.3

Advertising budget

Current period K$ 860 2,400

Cumulative past 3 years K$ 860 2,400Ladder of Adoption

Awareness % 14.3% 35.0%

Purchase Intentions % 21.2% 78.8%

Preference (Awa / PI) 0.7 1.0


Mass Merchandisers 6% 2 4

Specialized Mass 53% 10 25

Dept. Stores 31% 10 40

Beauty Portals 10% 2 7


Mass Merchandisers 6% 19% 48%Specialized Mass 53% 16% 50%

Dept. Stores 31% 13% 52%

Beauty Portals 10% 20% 50%



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Gained (+) / Lost (-) sales Unit 345,843 -345,843


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A32862 Argentina 2 Nutrites Families 21.1 801 126.6% 500.6% 43.1%

RUTE TUK TUK


Base R&D Project PU Punter

Market Share %U 51.1% 48.9%

%$ 44.9% 55.1%


%$ 56.4% 43.6%

Contribution M$ -3.7 5.8

%Revenues -20.1% 25.6%





Flavor 10% 1.2 1.7

Variety 14% 0.7 0.8








Advertising budget

Current period K$ 1,300 580

Cumulative past 3 years K$ 1,300 580Ladder of Adoption

Awareness % 32.7% 15.6%














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Gained (+) / Lost (-) sales Unit -190,814 190,814


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A32862 Argentina 2 Nutrites Elderly 10.3 361 157.5% 6622.0% 132.0%

TUK TUK RUTE


Base R&D Project Punter PU

Market Share %U 48.9% 51.1%%$ 55.1% 44.9%


%$ 74.5% 25.5%

Contribution M$ 5.8 -3.7

%Revenues 25.6% -20.1%





Flavor 10% 0.8 2.0

Variety 14% 0.4 1.9








Advertising budget

Current period K$ 860 1,300

Cumulative past 3 years K$ 860 1,300Ladder of Adoption

Awareness % 33.6% 50.0%














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Gained (+) / Lost (-) sales Unit 114,768 -114,768

Argentina Team Coaching Practice Period 02

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