58 Integrated Report 2017

CAGR 6,2%* *Compound Annual Growth Rate

Price

Volume

CAGR 5,7%

The sales in Colombia represent

6,6%-3,8%

CAGR 3,1%

2016 20152017

2016 20152017

2016 20152017

2016 20152017

of Grupo Nutresa’s total sales. of the total business unit sales.

The international sales represent

of the total business unit sales.

Growth percentage

Margin

CAGR 8,8%

12,5%

Represents

of Grupo Nutresa’s ebitda.

Growthpercentage

The Biscuits Business represents

25,8%

1.567

10,9%

1.738

1,8%

1.768

20,3%

9,6%

-0,7%5,7%

5,5%

12,1% 11,9%

10,0%

785855

289 284

220 186 4,6%

21113,3%

21,1%

50,4%49,6%

877

302

• We launched the Baked Tosh Snacks, which supplement our value proposition in the healthy segment of the snacks category. With this launch, we reached more than 65.000 consumers and achieved a 15% growth of the brand.

• The portfolio profitability enhancement process was performed by means of the prioritization of the segmentation, innovation

and investment in brands exhibiting a higher growth rate and a greater gross margin.

• We achieved a two-digit growth rate in the exports from Colombia. We highlight the improvement in the dynamics of the South American and African markets.

• We made progress in the research on raw materials and processes in Colombia and developed competitive

advantages that can be migrated to our operations in Central America and the United States.

• We coded new value propositions focused on health and well-being in specialized chain stores in the United States by improving the price per kilo and generating differentiation in relation to local competitors.

Biscuits Nutresa

Alberto Hoyos Lopera | President[Part of Nutresa since 1993]

53 years old

RELEVANT ASPECTS FROM 2017

Total Sales

(Direct employees,indirect employeesand apprentices)

(Direct employees and apprentices)

Sales in Colombia International SalesUSD million

COP billionS A L E S

E B I T D A E M P L OY E E S

5.78928,4% 71,6%

Local International

63,4% 36,6%

COP billion

59

OUTLOOK FOR 2018

• We will concentrate our growth initiatives and investment in our ten main brands.

• The Baked Tosh Snacks market coverage will be expanded.

• We will take advantage of the development of the distribution of Grupo Nutresa in stores in the United States, particularly in its northeast region, in order to strengthen the presence of brands such as Dux, Festival and Chiky.

• We will continue to boost the regional platforms with differentiated value propositions focused on products with a greater value added for our consumers.

• The productivity plans and programs will be strengthened to maximize the eco-efficiency initiatives and minimize our environmental impact in all our platforms.

M A I N C AT E G O R I E S

D I R E C T P R E S E N C E I N 1 0 C O U N T R I E S

Biscuits

Variation -1,3%53,8%

Market share in Colombia

Sweet Biscuits Crackers Self-care Other

49,4%

38,8%

5,9%

5,9%

(includes direct labor, IMCs and other raw materials)

Wheat18,2%

11,5%Oils and fats

9,5%Sugar

17,7%Packaging material

43,1%

Other

Colombia

Central America

Sales: 49,6%Productionfacilities: 4

Sales: 23,6%Production facilities: 1

Dominican Republic and the CaribbeanSales: 2,5%

EcuadorSales: 2,8%

United States of AmericaSales: 19,5%Production facilities: 2

R AW M AT E R I A L S A N D O T H E R(Production cost %)

(total sales %)

Performance of the Business Units

Other countriesSales: 2,0%

Presence of our main brands [GRI 102-2]

Brands with sales over

USD 50 Million

Production facilities