Pre-work Assignment Directions The presentation that follows is an actual presentation prepared for a

divisional meeting. The purpose of the presentation was to recap the International Brands Division results for 2010.

After reviewing the eLearning, you should be able to quickly identify opportunities to improve this presentation. Remember that the presenter will be delivering to a large group and that key points need to be made quickly and clearly.

Select FOUR slides that you will revise to improve the presenter’s ability to tell the story of 2010.

COPY the slide and in a text box, tell me the original slide number. [See next slide for an example.]

Use graphs, color, revised bullet points, pictures – whatever will strengthen the communication of the information on the slide.

Creative license is definitely approved! Don’t labor over this. Simple changes can make a big impact. Save the file with your name and email it back to me

“Jones_visuals.ppt”

This assignment is due back to me by FRIDAY before your workshop. 1

International Brands– Domestic Sales By Channel 2009-2010

Channel Size

9.8% growth in largest segment was key to exceeding sales goal by 9.1%

Slide #10 REVISED

EXAMPLE of REVISIONYour revision can be much simpler than this. If you’re

not a graphing expert, insert a text box to tell me what

you would do.

International Brands DivisionBusiness Review – Domestic

Orlando, FL

February 3, 2011

Business Review Agenda

Challenges in 2010

International Brands Domestic Overall

Business by Channel

Business by Customer

Challenges in 2010

As a company and as a division we faced one of the most challenging years.

While facing tough times in the market, we went through a transition internally with the integration into the Nestle Sales Division.

We had to learn new systems and processes while still having to deliver our division objectives for the year.

Despite these challenges, we managed to achieve our objectives for the year!

Congratulations to all of you and thank you for your hard work!

International Brands – DomesticAnnual Sales – 3 Year Trend

$242.69 Mil

$261.99 Mil

$285.84 Mil

+8.0%

+9.1%

International Brands has been able to achieve steady growth year over year.

International Brands – Domestic Brand YE Sales 2009-2010

EMD Category Segment-Brand Sum of Total'09 Sum of YTD'10 % Growth % Share

Strategic Abuelita $25,275,381 $30,465,699 20.5% 10.7%

Clasico $63,004,432 $67,202,681 6.7% 23.5%

La Lechera $48,451,476 $54,803,827 13.1% 19.2%

Maggi $29,169,925 $29,963,795 2.7% 10.5%

Nido $32,111,384 $37,236,755 16.0% 13.0%

Media Crema $10,653,052 $10,931,541 2.6% 3.8%

Non-Strategic Beverage $12,461,072 $12,664,291 1.6% 4.4%

Coffee $6,230,000 $5,942,800 -4.6% 2.1%

Trading $11,550,909 $12,677,602 9.8% 4.4%

Asian Asian $23,078,406 $23,949,676 3.8% 8.4%

Grand Total $261,986,037 $285,838,667 9.1% 100.0%

In 2010 the brand growth drivers were Abuelita, La Lechera, and Nido. Nido has become the #3 brand partly due to focus on the brand on the Distributor side and distribution gains on the

Mainstream side. The strategic brands that grew the least were Maggi and Media Crema.

International Brands – Domestic Sales By Channel 2009-2010

The Independent Grocery channel showed a +9.8% increase despite facing one of the most challenging years in the market.

Channel 2009 YE Actuals 2010 YE Actuals % Chg % Share

C&C $9,991,963.00 $10,962,585.00 9.71% 3.84%Club $3,524,855.00 $5,188,971.00 47.21% 1.82%Drug $365,449.00 $264,570.00 -27.60% 0.09%Independent Grocery $152,291,345.00 $167,246,907.00 9.82% 58.51%Mainstream Grocery $31,515,614.00 $36,139,213.00 14.67% 12.64%Mass $46,551,221.00 $47,338,492.00 1.69% 16.56%Others $6,422,955.00 $6,100,606.00 -5.02% 2.13%Value $11,323,121.00 $12,597,323.00 11.25% 4.41%

Grand Total $261,986,523.00 $285,838,667.00 9.10% 100.00%

International Brands - Domestic Breakdown By Region

The Hispanic Distributor total showed a +10.8% increase in 2010 which helped drive the +9% growth for the division.

To compare versus prior year, this Hispanic Distributor growth was higher than the +8.8% achieved in 2009.

Region 2009 YE Actuals 2010 YE Actuals % Chg % Share % Share by VP

Rosinski East $46,072,683.00 $52,064,710.00 13.01% 18.21% 35.85%Trading $24,201,169.00 $25,170,603.00 4.01% 8.81% 17.33%West $60,764,399.00 $68,002,977.00 11.91% 23.79% 46.82%

Hispanic Dist Total $131,038,251.00 $145,238,290.00 10.84% 50.81% 100.00%

Djernes $11,143,217.00 $14,491,201.00 30.05% 5.07% 10.31%Falso $5,243,376.00 $4,990,273.00 -4.83% 1.75% 3.55%Havens $37,090,036.00 $40,083,714.00 8.07% 14.02% 28.51%Olson $13,935,071.00 $15,644,835.00 12.27% 5.47% 11.13%Ridl $14,031,046.00 $16,052,585.00 14.41% 5.62% 11.42%See $46,902,477.00 $47,201,242.00 0.64% 16.51% 33.57%X-Other $2,603,049.00 $2,136,527.00 -17.92% 0.75% 1.52%Mainstream Total $130,948,272.00 $140,600,377.00 7.37% 49.19% 100.00%

Grand Total $261,986,523.00 $285,838,667.00 9.10% 100.00%

VP

Distributor TeamsBreakdown By Brands

Region Segment-BrandSum of Sum of

Total'09Sum of Sum of

YTD'10 % Growth% Share Hispanic

Distributors% Share by

RegionEast Abuelita $2,968,616 $4,171,058 40.51% 2.87% 8.01%

Asian $1,688,587 $1,790,464 6.03% 1.23% 3.44%Beverage $2,812,541 $3,377,023 20.07% 2.33% 6.49%Clasico $7,382,730 $7,228,490 -2.09% 4.98% 13.88%Coffee $676,355 $666,559 -1.45% 0.46% 1.28%La Lechera $7,530,594 $8,281,079 9.97% 5.70% 15.91%Maggi $13,986,640 $15,067,214 7.73% 10.37% 28.94%Media Crema $1,350,846 $1,493,855 10.59% 1.03% 2.87%Nido $4,712,806 $6,768,111 43.61% 4.66% 13.00%Trading $2,962,915 $3,220,857 8.71% 2.22% 6.19%

East Total $46,072,630 $52,064,710 13.01% 35.85% 100.00%Trading Abuelita $252 $0 -100.00% 0.00% 0.00%

Asian $18,064,721 $18,976,287 5.05% 13.07% 75.39%Beverage $789,771 $783,349 -0.81% 0.54% 3.11%Clasico $71,736 $90,959 26.80% 0.06% 0.36%Coffee $2,469 $802 -67.52% 0.00% 0.00%La Lechera $7,694 $1,237 -83.92% 0.00% 0.00%Maggi $162,942 $76,210 -53.23% 0.05% 0.30%Nido $869,461 $682,973 -21.45% 0.47% 2.71%Trading $4,232,090 $4,558,786 7.72% 3.14% 18.11%

Trading Total $24,201,136 $25,170,603 4.01% 17.33% 100.00%West Abuelita $8,532,597 $10,234,942 19.95% 7.05% 15.05%

Asian $128,716 $167,727 30.31% 0.12% 0.25%Beverage $1,646,763 $1,700,113 3.24% 1.17% 2.50%Clasico $25,292,549 $26,424,998 4.48% 18.19% 38.86%Coffee $1,122,221 $1,806,678 60.99% 1.24% 2.66%La Lechera $12,237,961 $14,329,833 17.09% 9.87% 21.07%Maggi $2,264,964 $2,608,199 15.15% 1.80% 3.84%Media Crema $2,731,686 $2,399,991 -12.14% 1.65% 3.53%Nido $5,661,359 $6,987,035 23.42% 4.81% 10.27%Trading $1,145,546 $1,343,461 17.28% 0.93% 1.98%

West Total $60,764,362 $68,002,977 11.91% 46.82% 100.00%

Grand Total $131,038,128 $145,238,290 10.84% 100.00%

Within the Distributor region, Nido has shown significant double digit gains in both the East and West.

The Trading region has continued to show a gain in Asian and Trading has gotten some business back versus a decline in 2009.

Central & Grocers Supply Breakdown By Brands

Planning Acct Segment-BrandSum of Sum of

Total'09Sum of Sum of

YTD'10 % Growth % ShareCentral Abuelita $519,248 $410,121 -21.02% 13.93%

Asian $8,617 $12,730 47.73% 0.43%Beverage $170,375 $185,715 9.00% 6.31%Clasico $1,478,901 $1,189,601 -19.56% 40.40%Coffee $46,422 $44,131 -4.94% 1.50%La Lechera $589,122 $631,665 7.22% 21.45%Maggi $98,047 $141,493 44.31% 4.80%Media Crema $86,491 $119,948 38.68% 4.07%Nido $155,016 $172,895 11.53% 5.87%Trading $27,372 $36,497 33.34% 1.24%

Central Total $3,179,611 $2,944,796 -7.39% 100.00%Grocers Supply H Abuelita $1,875,004 $2,299,715 22.65% 13.99%

Asian $52,118 $63,451 21.74% 0.39%Beverage $693,801 $678,237 -2.24% 4.12%Clasico $5,448,546 $6,275,348 15.17% 38.16%Coffee $267,369 $236,809 -11.43% 1.44%La Lechera $2,299,230 $2,295,344 -0.17% 13.96%Maggi $2,268,170 $2,236,071 -1.42% 13.60%Media Crema $495,572 $483,656 -2.40% 2.94%Nido $1,417,642 $1,596,805 12.64% 9.71%Trading $231,842 $277,898 19.87% 1.69%

Grocers Supply H Total $15,049,294 $16,443,334 9.26% 100.00%

Central’s declines in 2010 was due in part to retailers leaving their buying group.

Grocers Supply had significant gains in Abuelita, Clasico, and Nido.