WE HAVE REINVENTED OUR S
CATEGORY GROWTH
People
Right People Right Structure
Retail Organization
Top-down & Bottom-up Evolving model
SALES ORGANIZATION TO DRIVE
Capabilities
Best in the Industry
Shopper’s 1st Choice
The Right Products at the Right time
PEOPLE: DANONE HAS BUILT
A CUSTOMER 1ST APPROACH
2003
Danoners => 81 in Retail, 23 in Food Service
(Broker)
+
STRONG SCALE WITH
H
2014
Danoners => 167 in Retail, 36 in Food Service
(250 Associates)
&
(2,500 In-store)
+
CAPABILITIES: DRIVING THE C
A STEP CHANGE IN THE WAY
Category Sales Plann
Assortment Op Tools
Merch & Display Tools
CATEGORY VIA INSIGHTS…
Y WE OPERATE
ning (PRGM) Sales Execution
AM
PS
RETAIL APPROACH: A CUSTO
ORGANIZATION… A PROXIM
Central Division
West Division
Walmart/Sam’s
Division
OMER 1ST MENTALITY LED TO A NEW
MITY MODEL
East Division
Kroger Division
South Division
WINNING IN CITIES
Seattle Portland Dallas/Ft Worth
3.6MM 3.2MM 6.5MM Housto
Population Population Population 6.1MM
#2 #2
18.1% 17.8%
San Fran/Oakland Denver
6.3MM 3.8MM
Population Population
#1 #2
22.4% 21.1%
Los Angeles Phoenix
17.5MM 4.9MM
Population Population
#2 #2
23.1% 26.0%
Populatio
#1
31.8% #1
#1 31.9
2010
in 7 markets
Source: IRI data
Mineapolis New England Boston
3.3MM 3.3MM 5.6MM
Population Population Population
#2 #1 #2
23.8% 26.1%
24.5%
Philadelphia New York
6.5MM 19.7MM
Population Population
Chicago Detroit #1 #1
30.8% 27.9%
9.1MM 4.8MM
Balt/Wash
Population Population
8.4MM
#1 South Carolina
29.7% Population
#1 5.2MM
30.2% Population
on Atlanta #1 #1
32.0% 30.0%
M 5.1MM
Orlando Miami/Ft Lauderdale
on Population
3.3MM 5.8MM
9% #1
27.3% Population Population
#1
29.8%
#1 #1
31.0%
in 46 markets
YTD May
2014
PILLARS OF DANONE / DANN
01 0
Innovation Workin
reta
Consumer
Engagement
Category
Advocacy
NON’S FUTURE GROWTH
02 03
ng with Engaging with
ailers our partners
KEY RELATIONSHIPS
Partnerships Offer
rings Vendors
FUTURE RELATIONSHIPS?
IN SUMMARY
1 Yogurt continues to be o
fueling the growth.
Leveraging existing asse
2 Greek has been the eng
potential.
Driving Innovation thru n
3 the go, enjoyment), new
segments (kids, light)
4 Building on Partnerships
and the likes…)
on trend, and Dannon is
ets (Oikos, Activia, Light n’Fit),
gine of growth, still has
new moments (indulgence, on
w markets (frozen), wining in all
s (Starbucks, Kellogg’s, Disney
THE CHALLENGE TAKES THE R
=
in tIitmtaestkooetfasuccrarncissaeitsrrlooeitunratngatdk,ee
RIGHT TEAM
=
eecthoaoeumcbroumbmsuimitnstieientstdesedstestaeamm to
THE MISSION OF OUR FOUND
TO AMERICANS…
DER TO BRING HEALTH
…is a path
h to our growth
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OBESITY EPIDEMIC 2/3 overweight or obese CONVENIENCE/FREEDOM ›Less Fuss ›Less Mess ›On-the-Go ›Bite-size LIFE OF THE US CONSUMERS IS DEFINED BY THESE MACRO TRENDS
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