investor seminar 2011/media/files/b/britvic-v3/documents/pdf/... · partner, atos origin ... 10 and...
TRANSCRIPT
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Investor Seminar 2011Investor Seminar 2011
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A Financial Update John Gibney
Britvic’s Input Costs Martin Rose
Brief Q&A and Break
Britvic France: The Outlook Jean-Luc Tivolle
Britvic Ireland: The Outlook Andrew Richards
Break
The Global Opportunity Simon Stewart
2011 GB Innovation and Brand Activity Jonathan Gatward
Q&A and Finish
AgendaAgenda
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A Financial UpdateA Financial UpdateJohn Gibney, Group Finance Director
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AgendaAgenda
Delivering Against Our Track RecordDelivering Against Our Track Record
Structural Changes - Costs & Exceptionals
Strengthening Our On-The-Go Offer
Confirming Guidance And Ambitions
A More Secure Balance Sheet
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Britvic Ireland Britvic Ireland –– Cost SavingsCost Savings
€6.9mTotal Savings in 2012
€5.7m2012 Payroll Revenue Savings
€4.7mTotal Savings in 2011
€3.9m2011 Payroll Revenue Savings
€0.8m2011 Logistics Savings
€1.2m2012 Logistics Savings
Total Headcount Savings 110 heads
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GB Pensions GB Pensions –– Major Recent ChangesMajor Recent Changes
•GB’s DB plan:closed to new entrants and reduced accrual rate some time agoclosed to future accrual from April 2011
•All GB employees now moving to DC
•Aim to agree new GB DB funding plan with trustees by the interims on 27th May 2011
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The Data Centre And Software UpgradesThe Data Centre And Software Upgrades
What We’ve Done• Outsourced to Data Centre to our strategic
partner, Atos Origin
• Fully upgraded our core systems, SAP and Siebel
The Rationale• Secure and resilient IT infrastructure
leveraging scale
• Supporting international expansion
The Impact• Facilitates material growth of the business
• TUPE transfer of a dozen staff to Atos Origin this year
• Marginal cost and capital savings
• Exceptional costs
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A New Vending Opportunity For GBA New Vending Opportunity For GB
Vending opportunity far more accessible to our Grocery, Impulse and Foodservice
teams than ever before
100% of time on growing distribution 0% of time on operations
Major complexity reduction –7,000 accounts down to 5
Make, Market, Sell – No retail
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2011 Exceptional Items2011 Exceptional Items
Britvic Ireland Restructuring
–expected to be
c.£10m
Britvic Ireland Restructuring
–expected to be
c.£10m
Gross Pension Curtailment Credit
–expected to be in the range of £15m-£20m
Gross Pension Curtailment Credit
–expected to be in the range of £15m-£20m
Vending Opportunity –
c.£3m on asset write-downsc.£3m exit and
redundancy costs
Vending Opportunity –
c.£3m on asset write-downsc.£3m exit and
redundancy costs
Data Centre and Software Upgrades
–c.£3m - dual-running and temporary infrastructure
Data Centre and Software Upgrades
–c.£3m - dual-running and temporary infrastructure
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Revolving Credit Facility
•New £400M RCF agreed
•Matures March 2016
•6 out of 7 banks retained
•Commitments scaled back
•Reduced fees and margin
Debt RefinancingDebt Refinancing
US Private Placement
•£490m of USPP notes• £229m raised in Feb 2007• £149m raised in Dec 2009• £113m raised in Dec 2010
•Swapped to fixed & floating sterling & euros
•Dec 2010 issue• 7, 10 and 12-year notes• Post-swapped fixed rates of <4%• Post-swapped floating rate margin
<1.25%
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Debt Repayment ProfileDebt Repayment Profile
Bank Facilities USPP
£m
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Margin AmbitionsMargin AmbitionsAn Improvement Of 50bps Per Year In The Group EBITA Margin
From 2012, vs 2011 as a base
Driven by:1. Operating Leverage
2. Product Value Optimisation
3. Brand & Channel Mix
4. Synergies
5. Franchising
6. Britvic Ireland Revenue Ambitions
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Guidance Guidance
Revenue Drivers Revenue Drivers •Innovation adds 1-2%
to the top line
•Medium-term growth drivers remain robust
•ARP driven by headline price increases, brand & channel mix
and promotional efficiency
•The impact of franchising
•GB & French markets growing, Ireland stabilising
Margins & SynergiesMargins & Synergies•Average annual EBITA margin
growth of 50 bps from 2012
•H1 represents 25-30% of full-year profit
•French brand contribution margin declines vs. 2010
•Synergies by 2013€17m
Back-loaded versus the original phasing
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Guidance Guidance
CapexCapex•Average annual
EBITA margin growth of 50 bps from 2012
•H1 represents <30% of full-year profit*
•French brand contribution margin declines vs. 2010
•Synergies by 2013€10m cost
€7m revenue Back-loaded
CostsCosts•GB & Ireland input-cost inflation
likely to be 9-11%
•French input-cost inflation higher
•Further group-structure investment of £2m
•PVO will deliver: £2m in 2011
£2m as a good annual guide
£8m in 2012
CapexCapex & & AmortisationAmortisation
GB £50-55m (£60-£65m in 2012)
•Ireland €8m
•France €5m plus:2011 €8m
2012 €25m
2013 €2m
• Amortisation of c.£13m in 2011
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Key MessagesKey Messages
Delivering Against Our Track RecordDelivering Against Our Track Record
Focus On Costs & SecuringThe Balance Sheet
Strengthening Our On-The-Go Offer And IT Infrastructure
Margin Accretion Resumes In 2012
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Input CostsInput CostsMartin Rose, Group Supply Chain Director
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AgendaAgenda
Britvic And Market InsightBritvic And Market Insight
Our Procurement StrategyOur Procurement Strategy
Future PlansFuture Plans
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Package Mix Package Mix
SugarSugar PepsiCo Concentrate
PepsiCo Concentrate ClosuresClosures
GlassGlass PETPET
Orange JuiceOrange Juice
Apple JuiceApple Juice SteelSteel
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•Pakistan floods impact on cotton crops has led to increased demand for synthetic materials
•Plant output in Belgium hit by force majeure
•Oil price (a key driver of PET resin) increase
Current Issues Current Issues -- PETPET
Pricing At Highest Level For 3 YearsPricing At Highest Level For 3 Years
Source: Datagain information services, PET resin, Western Europe
€ per tonne
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PET Resin Prices Partly Impacted By OilPET Resin Prices Partly Impacted By Oil
Brent Crude OilBrent Crude Oil
PET ResinPET Resin
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Current Issues Current Issues -- SugarSugar
Pricing At A 30-Year HighPricing At A 30-Year High
Source: Sugar number 11 futures price
•Poor weather led to a downgrade in GB sugar-beet forecast in February
•Supply / Demand imbalance
•The EU - now a net importer of sugar
•World price now materially ahead of the EU price, driven by BRIC demand
US¢ per pound
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Current Issues Current Issues -- SteelSteel
Source: Datagain – Steel HR coil, Western Europe
Global Demand And Rising Cost Of InputsGlobal Demand And Rising Cost Of Inputs
The global price of steel has risen due to:
• Global demand
• Rise in cost of steel inputs such as iron ore and coking coal
• Rising input cost triggered contract collar in February
€ per tonne
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Other Major InputsOther Major Inputs
Juice
Orange primarily from Brazil
Apple from China and Eastern Europe
Long-standing relationships with suppliers
BRIC demand a key driver of inflation
Crop reports due late Spring
Juice
Orange primarily from Brazil
Apple from China and Eastern Europe
Long-standing relationships with suppliers
BRIC demand a key driver of inflation
Crop reports due late Spring
Glass
Supplies secure for 2011
Glass demand increasing both in Europe and globally
Primarily used in Pubs & Clubs
Glass
Supplies secure for 2011
Glass demand increasing both in Europe and globally
Primarily used in Pubs & Clubs
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Sustainability And GrowthSustainability And Growth
EvolveEvolve
Assurance Of SupplyAssurance Of Supply
Using Less
Using Less
SustainSustain
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Procurement Strategy: Procurement Strategy: Assurance of SupplyAssurance of Supply
Nurturing relationships
with key suppliers &
building new ones
Nurturing relationships
with key suppliers &
building new ones
Minimising Supply RiskMinimising Supply Risk
Proactive commodity
trends analysis
Proactive commodity
trends analysis
Buying at
source
Buying at
source
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Procurement Strategy Procurement Strategy –– Using LessUsing Less
PETSaving
1,479 tonnes p.a. via pack
re-design
PETSaving
1,479 tonnes p.a. via pack
re-design
PVO in FY11 Will Deliver Against Previous GuidancePVO in FY11 Will Deliver Against Previous Guidance
CardboardSaving
558 tonnes p.a. via pack
re-design
CardboardSaving
558 tonnes p.a. via pack
re-design
AluminiumSaving
240 tonnes p.a. by moving to a new end
design
AluminiumSaving
240 tonnes p.a. by moving to a new end
design
RobinsonsReduction of bottle weight
delivers a 1,278 tonnes p.a. PET
saving
RobinsonsReduction of bottle weight
delivers a 1,278 tonnes p.a. PET
saving
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Product Value OptimisationProduct Value Optimisation
STEEL
SUGAR
GLASS
PET
PAPER/CARD
FRUIT JUICE
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Procurement Strategy Procurement Strategy –– SustainSustain
Ethical TradingEthical Trading
Corporate ResponsibilityCorporate Responsibility
Waste Management
Waste Management
ForestStewardship
Council
ForestStewardship
Council
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Procurement Strategy Procurement Strategy –– EvolveEvolve
Consortium Buying
Consortium Buying
Innovation In ProcurementInnovation In Procurement
Vertical Integration
Vertical Integration HedgingHedging
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Looking Ahead To 2012 Looking Ahead To 2012
Impact of BRIC economies:
• Supply worldwide on most commodities is not meeting demand
• Demand not at its peak yet
• PET pricing remain volatile
2012 Raw Material Inflation Likely To Be Mid-Single Digit2012 Raw Material Inflation Likely To Be Mid2012 Raw Material Inflation Likely To Be Mid--Single DigitSingle Digit
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Key MessagesKey Messages
ShortShort--term Unprecedented Positionterm Unprecedented Position
Continuing Global Pressure On ResourcesContinuing Global Pressure On Resources
Opportunities To Mitigate Global Position Still ExistOpportunities To Mitigate Global Position Still Exist
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Brief Q&A and BreakBrief Q&A and Break
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Britvic France: The OutlookBritvic France: The OutlookJean-Luc Tivolle, Managing Director
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AgendaAgenda
CLEAR GROWTH POTENTIALCLEAR GROWTH POTENTIAL
A Vision Of GrowthA Vision Of Growth
Clarity On The Revenue DriversClarity On The Revenue Drivers
Delivering The Synergies By 2013Delivering The Synergies By 2013
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Share of Dilutables Share of Juice
Source: IRI Census data (Total Suppliers – Grocery only) MAT October 2010
REVENUE
Juice
Juice
NantesNantes
MontpellierMontpellier
CrollesCrolles
AnnecyAnnecy
Juice
Dilutables
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We Are Now Fully IntegratedWe Are Now Fully Integrated
Britvic France is now fully operatingas part of the Group
Finalising our first full 3 year strategic planfor the business
Commencing new initiatives & projects across the businessparticularly in the Supply Chain and Commercial teams
Preparing for French Business Transformation to commencewithin the next 12 months and be completed by 2013
Delivering strong business growth
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DILUTABLES JUICE
Grocery 85% 70%
Foodservice - 15%
Pubs, Bar & Restaurants 4% 0%
Impulse 0% 8%
Export 11% 7%
Concentration In Grocery
Sales By ChannelSales By Channel
Significant Distribution OpportunitiesSignificant Distribution Opportunities
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Fruit and Vegetable
Teisseire 0%
Sirop pour le sport
Teissi
Bar
New drinks
Fraicheur de Fruits
Tradition
Bio (organic)
Sirops à idées
A Developing Portfolio: DilutablesA Developing Portfolio: Dilutables
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A Diverse Branded Portfolio
ORANGEMULTI-FRUIT
BREAKFAST & VITALITY ORGANIC & WELL-BEING
FASHIONABLE FLAVOURS MULTIPACK
A Developing Portfolio: JuiceA Developing Portfolio: Juice
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Dilutables32m litres (45% of volume)Private-label activity allows us to be the category captain and additionally to:
Monitor entire marketStrengthen relationships with retailers
Pure Juice164m litres (76% of volume)Produced mainly for hyper & supermarketsPrivate label is c.70% of the juice marketHas optimised production utilisation
The Role Of Private LabelThe Role Of Private Label
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41Source IRI Take Home Grocery MAT 28 NOV 2010
Market Value And Growth RatesMarket Value And Growth Rates€ 000s
CA
RB
SST
ILLS
6.3 %
4.9 %
3.7%
3.4 %
2.0%
2.9 %
4.5%
10.5%
2.3%
(18.9%)
11.8 %
1.9 %
Cola
Lemon & Lime
Carbonated Water
Fruit Carbs
Energy Drinks
Plain Water
Pure Juice
Juice Drinks
Iced Tea
Dilutables
Flavoured WaterSport
+7.5% +49.0%
+3.8% +8.2%
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Value Share Growth: Dilutables BrandsValue Share Growth: Dilutables Brands
Source IRI Take Home Grocery MAT 12-2010
2008 2009 2010
+260pts
2008 to 2010 launches
Prevailing SKUs
% share
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3.74.2
4.8
+110bps
2008 to 2010 launches
Prevailing SKUs
Value Share Growth: Pure Juice BrandsValue Share Growth: Pure Juice Brands
2008 2009 2010
Source IRI Take Home Grocery MAT 12-2010
% share
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What We AreWhat We Are……
INNOVATIONINNOVATION
ICONIC BRANDSICONIC BRANDS
REACTIVEREACTIVE
we are SMALL in a BIG category (Juice)
we are BIG in a SMALLcategory (Dilutables)
BUT
A VeryDynamicCompany
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WhatWhat WeWe WantWant To BeTo Be……
A disruptor who injects dynamism into the market
A major player in branded soft drinks
Bringing fresh ideas & excitement to our customers & shoppers
We want to be BIG in a BIG market
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DILUTABLES: a strong and profitable leader in the category
Drive sustainable value growth for our brands and the category
JUICE: two challenger brands in a major category
Building a diverse and profitable portfolio
TOTAL SOFT DRINKS: a €13bn market
To be a major player driving growth by:1. Innovating into new categories
2. Driving our brands into new channels
Brands StrategyBrands Strategy
Source: Euromonitor
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Key Growth DriversKey Growth Drivers
DILUTABLESdrive sustainable value
growth for our brands and the category
DILUTABLESdrive sustainable value
growth for our brands and the category
JUICEbuild a sustainable,
profitable and growingbusiness model
JUICEbuild a sustainable,
profitable and growingbusiness model
DIVERSIFICATIONExtending out core brands into new categories and
exploiting channelopportunities
DIVERSIFICATIONExtending out core brands into new categories and
exploiting channelopportunities
New categories New categories
Non-grocery channels Non-grocery channels
Building consumer connectivity into a daily routine
Building consumer connectivity into a daily routine
Britvic brands leading the way to access new occasionsBritvic brands leading the way to access new occasions
Underpinned by INNOVATIONUnderpinned by INNOVATION
Unlock value by creation of new
sub-categories
Unlock value by creation of new
sub-categories
Unleash & drive Pressadeleadership on Organic
Unleash & drive Pressadeleadership on Organic Sugar strategySugar strategy
Making the category easier to shopMaking the category easier to shop
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DRIVE TRIAL AND DEVELOP BRAND AWARENESS
In store support : sampling & promotion
On TVfrom June to Aug
Launching into the Impulse market
A WINNING CONCEPT (No.1 in UK )
=A FRENCH TOUCH
+
The National Launch of Fruit ShootThe National Launch of Fruit ShootDEVELOPING THE KIDS DRINKS CATEGORY
Source Nielsen Take Home Grocery MAT 19 FEB 2011
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Innovation with interestingflavour combinations
A NEW RECIPE 70 cl LAUNCH« Orchard Fruits »
50 cl70 cl
ORGANIC RANGE :A CHANGE OF FORMAT
NEW : 0% WITH STEVIA
+ 2 new flavours
2 NEW FLAVOURS 75 cl LAUNCH
• Citrus• Cranberry
INNOVATING THE CORE BRANDS: TEISSEIRE & MOULIN DE VALDONNE
2011 Innovation: DILUTABLES2011 Innovation: DILUTABLES
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Lemon Is A Key Flavour In The French Market
To drive growth in the lemon sub-categoryBrand awareness in excess of 80%A real new challenger:
A smaller pack format to meetconsumer needs3 flavours : Lemon, Lime and Organic Lemon
2011 Innovation: DILUTABLES2011 Innovation: DILUTABLES
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Meeting The Needs Of Consumers
SUSTAINABILITY
PR
Mon Jus d’Ici1st 100% French-origin Juice
2011 Innovation: JUICE2011 Innovation: JUICE
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PRESSADE : GROWTH THROUGH NEW CATEGORIES
OUR FIRST ORGANIC JUICE DRINK
IN THE PORTFOLIOCOMPELLING CONSUMERENGAGEMENT
MAGAZINES & NEWSPAPER
DIGITAL
2011 Innovation: JUICE2011 Innovation: JUICE
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A Strong Launch Programme in 2011A Strong Launch Programme in 2011
New BrandsNew Brands Pack & Experience
Pack & Experience
Brand Extensions
Brand Extensions
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COST SYNERGIES
1. Procurement & Supply Chain
2. Business Transformation
COST SYNERGIES
1. Procurement & Supply Chain
2. Business Transformation
REVENUE SYNERGIES
1. Launch of Fruit Shoot
2. Transfer of Capability
REVENUE SYNERGIES
1. Launch of Fruit Shoot
2. Transfer of Capability
Synergy DeliverySynergy Delivery
Delivering By 2013
THE ORIGINAL PHASING
17.313.64.10.2Synergy Savings (Cum ongoing)
2013201220112010€m
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Key MessagesKey Messages
Growth Led By The Top-LineGrowth Led By The Top-Line
A Clear Opportunity To be BIG in a BIG MarketA Clear Opportunity To be BIG in a BIG Market
Distribution, Group Brands and Innovation Distribution, Group Brands and Innovation Driving The Top Line and MarginDriving The Top Line and Margin
We Will Deliver The SynergiesWe Will Deliver The SynergiesBy 2013By 2013
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Britvic Ireland: The Outlook Britvic Ireland: The Outlook Andrew Richards, Managing Director
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AgendaAgenda
NEW GROWTH DELIVERYNEW GROWTH DELIVERY
Time To Look Beyond The ShortTime To Look Beyond The Short--TermTerm
Clear Competitive AdvantagesClear Competitive Advantages
4 Defined Revenue Drivers4 Defined Revenue Drivers
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The Challenges The Challenges -- Tide Was Out for IrelandTide Was Out for Ireland
Banking crisis & IMF bailout
Unemployment rising
Disposable income down
Consumer confidence atrecord low
Impulse and Licensed channels badly hit
Recent ChallengesRecent Challenges
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Prevailing Market ChallengesPrevailing Market Challenges
Source: Nielsen, Kantaur & BI Estimates October 2010 to February 2011 (YOY growth)
Volume Growth Value Growth
Recent ChallengesRecent Challenges
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Our Vision For Realising GrowthOur Vision For Realising Growth
• Two years of internal restructuring
• Investment in people, systems and
processes
• Recruitment of new talent
• Leaner, fitter and more agile
• Primed for growth
VisionVision
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Business TransformationBusiness Transformation
Business Transformation changed almost everything that underpins how we make, market and sell our brands
Systems: changed all core IT systems that support business operationsSAP - all-function impactSiebel - Commercial system for Order capture and Promotions planning), EBP - Procurement system (e.g. Purchase Orders)APO - Demand PlanningBBW - ReportingHSS/MSS – HR enabling
Process: changed all underlying business processes use to run business: Production, Logistics, Finance, Commercial, HR
People: drove capability by demanding development & adoption of new skills & behaviours
EnablersEnablers
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Delivered financial, efficiency, effectiveness and cultural benefits
FinancialReduced operating costs, improved working capital
EfficiencyProduction & logistics planningSales forecasting accuracy
EffectivenessCommercial promotions planning – improved Revenue ManagementProcurement controlsManagement information
CulturalMore open, integrated, cross-functional ways of working = better information exchange, better decision making.
EnablersEnablersBusiness TransformationBusiness Transformation
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An Enviable Brand PortfolioAn Enviable Brand PortfolioCompetitive Advantage 1Competitive Advantage 1
Broadest brand portfolio in the
market
24% value share of Total Soft
Drinks
Pepsi and Fruit Shoot among the fastest growing brands in the
market
Core Seed
Value
Source: Nielsen, Kantuar & BI Estimates MAT Jan 2011
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Strength in DepthStrength in Depth
5 No.1 positions4 No.2
positions
5 No.1 positions4 No.2
positions
Competitive Advantage 2Competitive Advantage 2
Source: Nielsen, Kantaur & BI Estimates MAT Jan 2011 Island of Ireland
Britvic Ireland Value Market Share 2011Britvic Ireland Value Market Share 2011
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COST SAVINGS AND A HEADCOUNT REDUCTIONbenefits to underpin profitability
COST SAVINGS AND A HEADCOUNT REDUCTIONbenefits to underpin profitability
MORE EFFICIENT SERVICE MODEL
For Smaller Impulse and Licensed Customers
NEW CUSTOMER ENGAGEMENT MODEL
Streamlined Support Functions
INVESTMENTKey Account Management,
Insights & Category Management & Telesales
MORE EFFECTIVE CUSTOMER ENGAGEMENT
at Both Head Office and in-Field
A New Way Of Doing BusinessA New Way Of Doing BusinessCompetitive Advantage 3Competitive Advantage 3
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Revenue Growth DriversRevenue Growth DriversThe 4 Revenue DriversThe 4 Revenue Drivers
Customer Engagement ModelCustomer Engagement Model Innovation PipelineInnovation Pipeline
Driving AvailabilityDriving Availability Revenue ManagementRevenue Management
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Customer Engagement ModelCustomer Engagement Model
Unrivalled Unrivalled Category Category ExpertiseExpertise
Thinking Thinking ––Category, Category,
Consumer & Consumer & ShopperShopper
Driving Growth For Us and Retailers
Challenging & Supporting
Retailers
Revenue Driver 1Revenue Driver 1
Our Vision is To Become An Indispensable Partner For CategoryDevelopment For Our Most Important Customers
Our Vision is To Become An Indispensable Partner For CategoryDevelopment For Our Most Important Customers
Insight-led Solutions-focused Execution-driven
Insight-led Solutions-focused Execution-driven
INSIGHT IDEAS SOLUTIONS PARTNERS
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Revenue Driver 1Revenue Driver 1Customer Engagement Customer Engagement ––Category LeadershipCategory Leadership
From 4 to 9 Category Leadership Positions In 1 YearFrom 4 to 9 Category Leadership Positions In 1 Year
Leadership: Driving DistributionLeadership: Driving Distribution
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“I am looking for products and brands that are real and authentic, because they have stood the test of time
and remained true to their heritage; they provide me with comfort and reassurance”
“I like to pursue better value, to help maintain my lifestyle and to get the most from the money I have”
“I want to be in control of my health and wellness, to manage or improve it through making better choices”
“I would like products that create less negative impact on the world; I want choices that make me feel good
without harming my wallet”
“I need to balance the stresses in my everyday life with experiences that are fun and fulfilling”
“I want to stay in control of my busy life and make sure I am at my best for the challenges the day presents”
Revenue Driver 2Revenue Driver 2Innovation Based On Innovation Based On Key Consumer Trends Key Consumer Trends
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A Strong Launch Programme in 2011A Strong Launch Programme in 2011Revenue Driver 2Revenue Driver 2
New BrandsNew Brands Pack & ExperiencePack & Experience
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A Material Distribution Opportunity Total Soft Drinks Market –Island of Ireland: €1.5bn
BritvicIreland
Source: Nielsen, Kantaur & BI Estimates MAT Jan 2011 Island of Ireland
A 1% share gain
is worth €8m extra per year in
sales revenue
Irish Take-Home (€865m)
Irish Licensed (€360m)
Revenue Driver 3Revenue Driver 3
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Retail value€365m
Share - 28%
Number 2
Private label share of 11% (c.34% in GB)
Retail value €360m
Share - 34%
Number 2
Huge advantages as a wholesaler
Retail value €500m
Share - 22%
Number 2
An enviable single-serve
portfolio
Retail value €280m
Share - 10%
Number 3
Learnings from the GB
business
LicensedLicensed C&IC&I Food ServiceFood ServiceMultiplesMultiples
Channels To Market In IrelandChannels To Market In Ireland
Source: Nielsen, Kantaur & BI Estimates MAT Jan 2011 Island of Ireland
‘On-The-Go’ represented only 24% of our sales revenue in 2010‘On-The-Go’ represented only 24% of our sales revenue in 2010
Revenue Driver 3Revenue Driver 3
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OnOn--TheThe--Go Opportunity Go Opportunity -- ImpulseImpulse
Consumer ChoiceConsumer Choice Golden TriangleGolden Triangle Front Of StoreFront Of Store
Putting the right range & layout in top coolers
Putting the right range & layout in top coolers
Hotspot coolers with rate of sale programme
in top outlets
Hotspot coolers with rate of sale programme
in top outlets
Distribution drive & rate of sale programme
Distribution drive & rate of sale programme
Revenue Driver 3Revenue Driver 3
On-the-Go is a large, profitable, youth-centric market.Britvic Ireland, at 16% value, share lags behind both major competitors
On-the-Go is a large, profitable, youth-centric market.Britvic Ireland, at 16% value, share lags behind both major competitors
Source : Nielsen Rep of Ire MAT Jan 2011
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90%
10%
BI Food (IOI) Market (IOI)
Foodservice Market
Estimated 100ML
per annum
Foodservice Beverages Share Beverage Needstates
Our Foodservice ChannelsContract Wins Ireland
Source: BI Estimates
OnOn--TheThe--Go Opportunity Go Opportunity –– FoodserviceFoodservice
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Revenue Management: ARP GrowthRevenue Management: ARP GrowthRevenue Driver 4Revenue Driver 4
Average Growth of 1%+
Trad
e Ter
ms Pricing Strategy
Promotion
(mechanics & funding)Pac
k Pric
e &
Pack
Archit
ectu
re
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Revenue Driver 4Revenue Driver 4
Retail:
achie
ved p
lanne
d
price
incr
ease
In Ja
nuar
y 201
1Licensed – achieved
planned
price increase
In January 2011
Innovation and
Distribution
Driving Mix Optim
ising
SAP
& Sieb
el
Driving ARP
Growth
Revenue Management: 2011Revenue Management: 2011
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Key MessagesKey Messages
NEW GROWTH DELIVERYNEW GROWTH DELIVERY
Time To Look Beyond The ShortTime To Look Beyond The Short--TermTerm
Clear Competitive AdvantagesClear Competitive Advantages
4 Defined Revenue Drivers4 Defined Revenue Drivers
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BreakBreak
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The Global OpportunityThe Global OpportunitySimon Stewart, Group Marketing Director
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AgendaAgenda
THE POWER OF THE PORTFOLIOTHE POWER OF THE PORTFOLIO
The StrategyThe Strategy
The Brands WeThe Brands We’’ll Usell Use
Progress To DateProgress To Date
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The StrategyThe Strategy
Markets With Scale Opportunities
Focus On Dilutables, Kids & Adult
Securing Local Partners
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The AmbitionThe Ambition
Our Wholly-Owned Brands Have Global Appeal
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ObjectivesObjectives
Establish Fruit Shoot as the perfect choice for kids-on-the-go
Establish Fruit Shoot as the perfect choice for kids-on-the-go
Drive visibility & trial by creating a highly visible in-outlet activation programme
Drive visibility & trial by creating a highly visible in-outlet activation programme
Drive trial & understanding via sampling at events
Drive trial & understanding via sampling at events
Build credibilitywith kids and parents
Build credibilitywith kids and parents
Drive visibility through increased Feature & Display
Drive visibility through increased Feature & Display
StrategiesStrategies
The Fruit Shoot StrategyThe Fruit Shoot Strategy
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Fruit Shoot MarketsFruit Shoot Markets
EstablishedEstablished
DevelopingDeveloping
DevelopingDeveloping
LaunchingLaunching
A Premium Brand With Global AppealA Premium Brand With Global Appeal
Exported to
markets
20+20+
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Fruit Shoot Has Global AppealFruit Shoot Has Global Appeal
Netherlands
Sweden
USA
Australia
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Overview Of The Australian MarketOverview Of The Australian Market
3.7bn litres
£6.3bn Soft Drinks Market½ the size of GB
Value growth of 3.5%
Per cap consumption 170 litres
Apple and Tropical are the lead juice flavours
Source: Euromonitor 2010
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BickfordBickford’’s Strong Softs Strong Soft--Drink PortfolioDrink Portfolio
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Australia Australia –– Our First Franchise ModelOur First Franchise Model
•Listings secured in all 3 national grocers
• Distribution up to 95%
•Listings also secured in the petrol and convenience channel
• Listings in a 1000 outlets
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The Australian Pack RangeThe Australian Pack Range
Developed For The Australian Market
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Achieving Great InAchieving Great In--Store VisibilityStore Visibility
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A&P Is Raising AwarenessA&P Is Raising Awareness
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Why So Confident About Australia?Why So Confident About Australia?
Fruit Fruit ContentContent
No artificial No artificial colourscolours
No artificial No artificial flavoursflavours
No artificial No artificial sweetenerssweeteners
Brand Brand AppealAppeal
25%
CompetitorCompetitorAA
35%
CompetitorCompetitorBB 25%
CompetitorCompetitorCC 5%
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A New Entrant Into The US MarketA New Entrant Into The US Market
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Buffalo RockBuffalo Rock’’s Heartland is Alabamas Heartland is Alabama
Major independent Pepsi bottler
Comparable in size to Britvic
Reputation for bringing innovation to market
Broad carbs and stills portfolio
9hr drive
191miles (52,419 sq miles)
332
mile
s
Alabama
Rate Of Sale +24% YOY, And Accelerating Rate Of Sale +24% YOY, And Accelerating 61% Distribution In Convenience & Gas 61% Distribution In Convenience & Gas
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Buffalo Rock Buffalo Rock –– InIn--Store ExecutionStore Execution
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Bespoke US A&PBespoke US A&P
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2011 2011 –– Driving Consumer EngagementDriving Consumer Engagement
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The Dilutables Market Is Global The Dilutables Market Is Global BUTBUT DiverseDiverse
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ObjectiveObjective
Become Global Expert in DilutablesBecome Global Expert in Dilutables
Leverage Britvic’s dilutable expertise globallyLeverage Britvic’s dilutable expertise globally
Develop tailored product solutions to meet needs of
different markets
Develop tailored product solutions to meet needs of
different markets
Identify global consumer insights that dilutables can
respond to
Identify global consumer insights that dilutables can
respond toDevelop consistent
branded propositions Develop consistent
branded propositions
StrategiesStrategies
The Dilutables StrategyThe Dilutables Strategy
VisionVision
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Dilutables Leadership In 3 MarketsDilutables Leadership In 3 Markets
Expertise In The Dilutables Category Gives Us A Major Competitive Advantage
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1. Created the Adult Soft-Drink Category 2. Number 1 in Pubs & Clubs
1. Created the Adult Soft-Drink Category 2. Number 1 in Pubs & Clubs
Driving Our WhollyDriving Our Wholly--Owned Owned JuiceJuice--Drink BrandsDrink Brands
Most Successful Impulse Launch In the Last 3 YearsMost Successful Impulse Launch In the Last 3 Years
Source: Nielsen Scantrack March 2010Source: CGA December 2010
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Key MessagesKey Messages
DRIVING INTERNATIONAL EXPANSIONDRIVING INTERNATIONAL EXPANSION
This Could Be TransformationalThis Could Be Transformational
A Significant Number Of MarketsA Significant Number Of Markets
Strong Brands With Huge PotentialStrong Brands With Huge Potential
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GB Innovation & MarketingGB Innovation & MarketingJonathan Gatward, Director of GB Brands & Activation
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FY10 Innovation Exceeded GuidanceFY10 Innovation Exceeded Guidance
The 2011 plan WILL deliver both Carbs and STILLS growth
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Introducing Robinsons Introducing Robinsons Double ConcentrateDouble Concentrate
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106SOURCE : NIELSEN, HOMESCAN, DATA TO 12.06.2010
BEFORE DC AFTER DC
DoubleDouble--Concentrate Squash Concentrate Squash A Tool For Driving AWOPA Tool For Driving AWOP
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NEW Robinsons Double Concentrate: NEW Robinsons Double Concentrate: Driving Category GrowthDriving Category Growth
1.25l delivers 50 servings (replacing 2L ‐ 40 servings)1.75l delivers 70 servings (replacing 3l ‐ 60 servings & 4l ‐ 80 servings)
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Easy Pour Packs: Delivering Easy Pour Packs: Delivering For The ShopperFor The Shopper
EASY POUR PACK• Pour control feature
• Easy grip handle
EASY POUR PACK• Pour control feature
• Easy grip handle
c.4% improvement in cost per serve
c.4% improvement in cost per serve
•61.3% less PET•35.1% less packaging
•693 tonnes less CO2p.a.*
•61.3% less PET•35.1% less packaging
•693 tonnes less CO2p.a.*
* Source: Based on current year to date average distance loads out of the Britvic factory; Norwich, England
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Feb March April May June July
TV ‘A lot from a drop’
In‐store activation
‘A lot from a Drop’ PR and Digital activity
£6.8mInvestment
2011 Launch Campaign2011 Launch Campaign
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HydroHydro
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HydroHydro
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The Iconic SoBe Brand The Iconic SoBe Brand Launches In GBLaunches In GB
A Brand Worth over $640m Globally
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Pure Rush Pure Rush ––A New Approach To EnergyA New Approach To Energy
Deliciousfruit taste
Naturally sourced caffeine
No artificialcolours
flavours or preservatives
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V Water Joins The SoBe FamilyV Water Joins The SoBe Family
New
flavours
Great
taste
Improvedpack
standout
Widerappeal
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A Major New Carbonates Pack InnovationA Major New Carbonates Pack Innovation
20112011
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Focused Packaging Focused Packaging -- Driving ConsumptionDriving Consumption
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New Image & Packs for GatoradeNew Image & Packs for Gatorade
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Innovating A New Look For 7UPInnovating A New Look For 7UP
Refreshment has a new look Simple, stand out graphics launch in March
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2011 Marketing: Robinsons2011 Marketing: Robinsons
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2011 Marketing: Pepsi2011 Marketing: Pepsi
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2011 Marketing: Reward Your Thirst2011 Marketing: Reward Your Thirst
A Loyalty Programme To Drive Further Growth InOur Single-Serve Portfolio
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New Brands
2011 GB Innovation & Marketing2011 GB Innovation & MarketingNew Packs
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New Programmes
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Key MessagesKey Messages
A Busy Innovation & Marketing YearA Busy Innovation & Marketing Year
Developing The PepsiCo RelationshipDeveloping The PepsiCo Relationship
A Huge StepA Huge Step--Change For RobinsonsChange For Robinsons
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Investor Seminar 2011Investor Seminar 2011