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ROBERTET MEXICO 2016 F L AV O R D I V I S I O N


14 13 12

Customers 60%

Local Distributor 29%

Andina 6%

Central America 5%

11

VALLE REDONDO SA DE CV

GRUPO ALTEX SA DE CV

12

LA CIMA PULPAS Y JUGOS DE FRUTAS SA DE CV

January - December 2016

FRUTAS CONCENTRADAS SAPI SA DE CV

PROJECTS BY CLIENT

DAWN MIXCO INTERNACIONAL SA DE CV

15

ALPEZZI CHOCOLATE SA DE CV

16

SIGMA ALIMENTOS SA DE CV

17

FREXPORT SA DE CV

17

BIMBO SA DE CV

22

PEPSICO

26

FÁBRICA DE MERMELADAS SA DE CV

29

COMERCIALIZADORA DE LACTEOS Y DERIVADOS SA DE CV

AGRANA FRUIT MEXICO SA DE CV

THE COCA COLA COMPANY

DEVELOPMENT

Total Projects Worked: 1,124 (Development 1,845)

40

10


DEVELOPMENT

FLAVORIST January - December 2016

Total Samples Sent

8,124

Development

1,845

Flavorist

Wins

Volumen Kg

Total Dolars January - February 2016

Debora Ruiz

44

3,790

77,426

Marco Loza

30

3,079

50,477

Carlos Barron

46

2,413

43,180

Miriam Cid

13

2,647

35,609

Laura Ruiz

4

1,345

33,734

David Diaz

5

4,920

31,180

Library

51

2,215

32,041

Total

193

20,409

303,647

348 264

261 79

Library

265 176

138

Carlos Barron

David Diaz

Debora Ruiz

Laura Ruiz

Miriam Cid

Marco Loza

17.6%

6.3%

16.6%

2.3%

9.4%

11.3%

ASERTIVENESS: 3.7%


APPLICATIONS

TOTAL DEVELOPED PROJECTS January - December 2016 31% 29%

Total Developed Projects

1,845

The application laboratory worked

88%

15% 14% 7% Pharmaceutical

Savory

Confectionary

Bakery

Dairy

Beverages

3%

96

60

49

43

43

41

35

29

24

22

19

17

16

14

12

PROACTIVE PROJECTS:

Lemonades

Tea Extracts

Dairy Products

Pop Corn + Seeds

Technologies

Vegetables


SENSORY

SENSORY PROJECTS January - December 2016

Sensory Reactive Projects 140 Analitycal Method

95%

Affective Method

5%

36

25

Client A+

21

Client A

Presentation

18 Client B & C

64%

36% Proactive Sensory Projects Flavors Collection : 174 Flavors Shelf life Validation : 12 months

*RM,AS, IP,SLE

Production Batch

* Raw Material, Alternate Supplier, Intermediate Product, Shelf Life Extension

SENSORY QUALITY CONTROL = 6,670

Olfactory Training: 20 panelist Technology Validation: Sugar Replacement System Carbonated Drinks Mkt: Flavor Profiles Robertet Proposals Speed Trends ; Lemonade, Veggies, Smoked

Internal

Training and Flavor Profile of Tequila Profiles (Extract of Oak) and Tea Profiles ( Extract of tea )

External

A+ CLIENTS

36

The Clients A+ 36% of the reactives come from the 8 clients

15

12

10

9

9

5

4


PROACTIVE PROJECTS

8 PROACTIVE PROJECTS 2015 - 2017

These projects have worked from a multidisciplinary platform interacting development, applications, sensory and marketing.

TECHNOLOGIES

PROACTIVE PROJECTS SPEED TRENDS

SRS ( Sugar Replacement System)

Modulator, Masking, Sweetness Enhancer for Sweetners

ST 24. Lemonade

Lemonade, spearmint, cucumber, huracan, strawberry and raspberry.

Tea Extracts

Black and Green Tea Extracts with Black and Green Tea Flavors

ST 38. Veggies

Coriander, Parsley, Carrot, Jinger, Spinach, Celery, Prickley pear.

Oak Extracts

American, French, High Toasted profiles

ST 12. Smoky

BBQ, Grill, Chipotle, Green Chili.

NEW RAW MATERIAL EVALUATION

94

57

10

Raw Material Evaluated

Approved

IFT

9

Flavor CON

42

24

Grasse

Others


PROACTIVE PROJECTS

STRATEGY 2017

Strategy 2017 Flavor Creation and innovation

Department Involved

1. Focus in increase assertive skills to win strategic projects and clients.

Flavor Creation /Legislation

2. Winning collection flavors

Flavor Collection /Sensory

3. Sinergy with suppliers to give integral flavor solution

Application & Flavor Creation

4. Development and innovation of competitive technologies of flavor

Flavor Creation & Marketing/ Sensory / Legislation

5. Proactivity and teamwork between Marketing and R&D based on R+ (strategic projects)

Flavor Creation/ Marketing / Sensory

6. Teamwork Robertet Revolution Day 2017

Flavor Creation /Marketing /Sensory Legislation /Aplication /Commercial


RESULTS

MONTHLY SALES January - December 2016

800 750 700 650

Annual Estimated Forecast 2016 (7%) 7,739 (6.14% real)

600

2015 REAL DLS

2016 REAL DLS

SALES / EXECUTIVE

REAL 2016

BUDGET 2016

Ulises Rendon (North)

$1,936.60

1,883

Mónica Segura( Mega)

$1,288.04

$1,247

Edgar Cruz (Guadalajara)

$2,129.06

$1,938

Arturo Lozano (Mega)

$928.34

$784

Maricarmen Peña (Mega)

$205.16

$478

Yanetta Sandoval (Mega)

$499.20

$579

Others ( Mega)

$743,17

$830

Total

$7,730

$7,739

GROWTH 2016 $ 439,000 USD DATES IN M-USD

EXECUTIVE

December

November

October

September

August

July

400

June

450 May

7,730

April

7,291

March

500

February

2016

January

550

2015


RESULTS

MARKETING PERFORMANCE January - December 2016

Total presentations 2016

45

2015

40

17 28

Information

Presentation

21

9 6 2

1

3

3


SALES

SALES TEAM Edgar Cruz Guadalajara

Actual Customers •  Frexport •  Agrana •  Fresenius •  Rosalba Abrego •  Empacadora L.

Potential Customers •  Herbalife •  José Cuervo •  Danone •  Oxxo (Coca Cola)

Ulises Rendon Monterrey

Actual Customers •  Lala •  Sigma •  Idrapower •  Down México •  Pepsico Bakery

Potential Customers •  Gruma •  Oxxo (Coca Cola) •  Arca Continental (Coca Cola) •  Gonac •  Soriana •  Cuauhtemoc Moctezuma

Yanetta Sandoval Megalopolis

Actual Customers •  Mondelez •  Campbell’s •  Coca Cola •  Centroamerica •  Robertet Andina

Potential Customers •  Bacardi •  Reckitt Benckiser

Vacante Megalopolis

Actual Customers •  Dr Pepper •  Fruco •  Pepsico Beverages

Potential Customers •  Totis •  Gonac •  Comercial Mexicana •  AbInBev •  Grupo Modelo

Maricarmen Peña Megalopolis

Actual Customers •  Grupo Bimbo •  Nestle

Potential Customers •  Unilever •  Bonafont •  Gelcaps

Monica Segura Megalopolis

Actual Customers •  Partner Taste •  La Madrileña

Potential Customers •  Bunge •  Abbott •  Qualtia


SALES

CUSTOMERS SWOT EDGAR CRUZ

FREXPORT SWOT ANALYSIS

Strengths

Opportunities

Robertet is a strategic provider for your PF line of Yogurt Robertet is renowned for his good presence in the yogurt Category

Improve assertiveness in projects, this will help us greatly increasing reliability Rebate proposal, to capture greater volume with some match

Perfect synergy in projects with Yoplait Constant invitation to projects

Weakensses We do not have Halal certifications (it has been requested for a small number of some projects) Portfolio of technologies for the use of sweeteners in P.F.

Threats Advancement and growth of the competition New assertive competition technologies

We do not belong to Danone's Core list, so we can not participate in synergistic projects for Yogurt

AGRANA SWOT ANALYSIS

Strengths Robertet belongs to the Global Core List. Constant synergy in projects for end customers like Yoplait, Bimbo, PepsiCo, Unilever High level of confidence at all customer levels

Opportunities Improve project assertiveness Improve internal communication with the global account leader Proposal of prices in pesos with favorable negotiation for both.

Delivery times

Weakensses We do not belong to Danone's Core list, so we can not participate in synergistic projects for Yogurt

Threats Advancement and growth of the competition. Possible Growth of Core List Participants


SALES

CUSTOMERS SWOT ULISES RENDÓN

LALA GROUP SWOT ANALYSIS

Opportunities

Strengths Robertet is strategic supplier for LALA group Broad Sweet flavors portfolio focused on Yogurt products Costumer service focused

“Phoenix Project” – saving waves – Access to strategic volume flavors through bidding Products switch to Natural ingredients market trend Central America growth ; focus in Main markets on Guatemala, Nicaragua and Costa Rica

Natural flavors portfolio Cost flexibility

Access to different dairy lines like cheese, spreadable and butter.

Threats

Weakensses Scarce technologies for Cheese products Low Price products with no negotiable margin could be biddable for competitor

“Phoenix project that included Robertet Orange emulsion, chocolate and vanilla (business in jeopardy that impact 75% in total sales and 55% at north area sales) Our competitors Exchange rate will impact in costs and LALA is looking for aperture in costs

SIGMA ALIMENTOS SWOT ANALYSIS

Strengths

Opportunities

Robertet is recognized as a main flavor supplier due great service evaluation

As an Alpha Group Company there are other division that We have to explore and supported

Natural flavor portfolio

Natural trend market is implemented in some yogurt lines

Well stablished relationship with fruit fillings companies involved in Yogurt projects

A Premium support to global and local markets

Weakensses

Threats

Without participation in Savory , Cheese and spreadable projects

Competitors are working with fruit preparation companies to introduce their flavors

Low Savory library

Low Price products with no negotiable margin

Low Savory Technology capability

Savory Flavors Competitors


SALES

CUSTOMERS SWOT ARTURO LOZANO

DR. PEPPER GROUP MEXICO SWOT ANALYSIS

Strengths Great interpersonal relationship with Dr. Pepper team We are part of the Top Supplier in Mexico We have won 3 flavors 3 years in a row Beverage strong knowledge

Opportunities “Make several proactive presentations based on trends with a Mexican focus Offer flavors for Mixers / alcoholic beverages as it is a market in which they are venturing Pro-active tea flavors for the Snapple line Natural products Presentations at a good price

Threats

Weakensses Very natural Mexican flavors for drinks with high impact and aroma In-depth knowledge of what they do at all levels

The professional and assertive work of the competition Constant staff changes The products life cycle CSD bad image in Mexico

PEPSICO SWOT ANALYSIS

Strengths Robertet is included into flavor library Mexico plant is approved by Pepsi Well stablished relationship with fruit fillings and co-packers companies involved in Gamesa projects We are in their Core list supplier

Weakensses Few technology developments focused on the sugar reduction The lack of a good communication process that gives us a solid strategic and global vision Lack of avant-garde proactivity Not having the capacity for snacks

Opportunities Continuous presentations focused on Latam consumers Propose new cheaper flavors that go with their cost reduction politic. Take advantage of the good relationship that has been forging with Johanna Vazquez (Head of the Beverage Team based on USA)

Threats Very strong competition Competitors Tier 1 with a greater presence on library Product discontinuation Sale of the whole line of confectionery


SALES

CUSTOMERS SWOT MARICARMEN PEÑA / YANETTA SANDOVAL

BIMBO SWOT ANALYSIS (MARICARMEN PEÑA)

Strengths Bakery applicator experienced in Bimbo's processes High score in Bimbo’s evaluation Acceptable performance in homologation briefs during 2016 for confectionery

Weakensses Technology not differentiated from the competition We are not part of the core list for bakery and snacks categories Lack of experience in seasonings

Opportunities Natural flavors: Bimbo’s mission for 2020 is to migrate 100% of actual flavors to natural flavors Proactive presentations showing technological advantages

Threats Advancement of competitors in technology and specialties 30% of the evaluation is based on cost reduction initiatives Fixed exchange rate for one year

COCA COLA SWOT ANALYSIS (YANETTA SANDOVAL)

Strengths We are part of their core List Supplier We have a good Global standard of service The LATAM Coca -cola R&D team is in México The Hydration segment decision makers are in Mexico Our knowledge in Beverages Our Capability in Dairy and juices

Weakensses Low capability in beverages and dairy technology Our strengths in tea and carbonated soft drinks have not been recognized Low Global communication

Opportunities Continue to provide good natural flavors in dairy and beverages Reduce the delivery time in local version of the Coca –Cola library. Have as soon as possible the Coca-Cola library suitable for our market in LATAM. Proactive presentation in Dairy and healthy C Drinks.

Threats The excellent , ever-growing and assertive work of the core suppliers with technology already tested in México The demonization of sugar and carbonated drinks


SALES

CUSTOMERS SWOT YANETTA SANDOVAL

MONDELEZ SWOT ANALYSIS

Strengths Excellent service in LATAM Good delivery time Strengths in confectionary segment

Weakensses Out of their actual core list supplier Low capability in new and unique Confectionary Technology

Opportunities Maintain the actual service and sales Offer resounding Technology unique in confectionary

Threats The actual professional core list supplier

DISTRIBUIDORA DEL CARIBE SWOT ANALYSIS

Strengths Actually is our representative in Central America, and with their support the entry to the CA Market will be facilitated Our excellent service Our dairy and beverage knowledge

Opportunities Offer good , high impact and low cost flavors in dairy , beverages and savory Decrease the delivery time in flavors local version and increase the assertiveness Will send the CA library as soon as possible Proactive work in carbonated soft drinks, dairy and seasonings

Weakensses Weakness in low cost and resounding technology in beverages , savory and dairy segment Lack experience in low cost shipments to CA Lack knowledge of the Central America Market The distance

Threats The local and Global competition in the area The low cost that needs the zone


SALES

CUSTOMERS THAT CAN NOT BE PROSPECTED

They do not accepted any other supplier out of their Core List.

They do not accepted new flavor suppliers, it will be attended through their co-packer La Cima.

DIFFICULT PROSPECTION


SALES

MEXICAN CUSTOMERS MAP DISTRIBUTION Total: 269 Customers

NORTH TOTAL 30 Chihuahua Total 1 Monterrey Total 29 11% of Customers 25% Sales YTD***

7% of Customers

GUADALAJARA TOTAL 82

OTHERS** TOTAL 20 Michoacan Total 5 Guanajuato Total 6 Others Total 9

30% of Customers 25% Sales YTD***

49% of Customers 50% Sales YTD*** MEGALOPOLIS TOTAL 131 Mexico City Total 91 Edo. de Mexico Total 31 Hidalgo Total 2 Puebla Total 7

ABROAD TOTAL 6 Centro America Total 2

2% of Customers

** Review Potential ***YTD Sales to December‘16


SALES

TOP 20 CUSTOMER 2016 VS 2015

Incremento en Venta Decremento en Venta

2016 Customer 1

Comercializadora de Lacteos y Derivados S.A de C.V (LALA)

2015 USD 1,359,030.7

Customer

USD

1

Comercializadora de Lacteos y Derivados S.A de C.V (LALA)

2

Mondelez

448,580

3

Frexport, S.A. De C.V.

442,353

4

Partnertaste, S.A. De C.V.

398,799

5

Agrana Fruit Mexico, S.A. De C.V.

344,035

6

Manantiales Peñafiel, S.A. De C.V.

287,245

7

Pasteurizadora Maulec, S.A. De C.V.

189,730

8

Proveedores Alimenticios Y Quimicos, S.A

185,763

9

Rosalba Abrego Torres

159,841

10

Fresenius Kabi Mexico, S.A. De C.V.

157,853

11

Campbell's

150,930

12

Grupo Bimbo

146,387

13

Grupo Idrapower SA De CV

135,129

14

Nestle

129,868

15

Empacadora Latinoamericana, S.A. De C.V.

124,986

1,319,353

Mondelez

606,012.4

Frexport, S.A. De C.V.( Fruit Prep)

506,802.6

Partnertaste, S.A. De C.V.(Distributor)

443,461.7

Agrana Fruit Mexico, S.A. De C.V.

398,251.3

6

Manantiales Peñafiel, S.A. De C.V.( Dr Pepper)

396,849.7

7

Pasteurizadora Maulec, S.A. De C.V. (Bimbo)

273,931.4

Grupo Bimbo

160,808.8

Fresenius Kabi Mexico, S.A. De C.V.

150,713.4

PAQ ( Distributor)

149,714.2

Grupo Idrapower ( Local Customer)

149,207.3

12

Empacadora Latinoamericana, S.A. De C.V.( Fruit Prep )

144,246.8

13

La Madrileña, S.A. De C.V.( Local Customer

132,275.7

Sigma Alimentos Lacteos S.A. De C.V.

123,883.4

Rosalba Abrego Torres( Distributor)

122,749.2

Natural Health II S.A. De C.V.( Local Customer

117,555.1

16

La Madrileña, S.A. De C.V.

119,680

Campbell’s

111,885.8

17

Sigma Alimentos Lacteos S.A. De C.V.

119,365

Coca Cola Company

102,824.8

18

Estrategia En Alimentos, S.A. De C.V.

91,286

Frutas Concentradas S.A.P.I. De C.V. Local Customer

97,068.7

19

Natural Health Ii S.A. De C.V.

90,661

Dawn Mixco Internacional, S.A. De C.V.

85,251.6

20

Dawn Mixco Internacional, S.A. De C.V.

85,758

2 3 4 5

8 9 10 11

14 15 16 17 18 19 20


SALES

BUDGET 2017

SALES 2016

BUDGET 2017

DIFFERENCE %

TUSD

TUSD

TUSD

SALES By Executive

E Cruz

2,129

2,315

9.4%

M Segura

1,288

1,369

6.3 %

M Peña

205

361

57%

U Rendon

1,937

2,050

4.4%

Vacante

928

988

9.2%

Y Sandoval

499

433

38%

R Barbosa

211

233

6%

U Martinez

64

86

7.7%

PAQ

150

242

55%

Others

319

300

New wins 2017

0

483

GRAND TOTAL

7,730

8,860

12 %

POTENTIAL PROJECTS 2017

PROJECT

CUSTOMER

Mango, Apple, Peach and Strawberries (3) Duplication

Agrana Fruit Mexico, S.A. De C.V.

Mango Beverage

Jugomex, S.A. De C.V. Proveedores Alimenticios Y Quimicos, S.A. De C.V.

Lactiflavor

STATUS

COMMENTS

SALES POTENCIAL

Technical Win

72,000

Technical Win

30,000

Technical Win

50,000

Mojito And Huracan Mixers

Femsa

Keep Going

In Customer Decision

20,000

Flavors From Usa

The Coca Cola Company

Keep Going

Industrial Test

45,000

Colombiana Beverage Type

Femsa

Keep Going

Under Evaluation

30,000

Veggie Project

The Cocacola Company

Keep Going

60,000

Picot Flavors

Reckitt Benckiser

Keep Going

Glaceau Idealization Hydration Global Presentation

The Cocacola Company

Keep Going

Under Evaluation Samples In Microbiology Evaluation Under Evaluation

180,000

The Cocacola Company

Keep Going

Ginger Under Evaluation

52,000

Keep Going

Under Evaluation

20,000

Technical Win

The First Flavors To Work Are: Peach, Mix Berry, Strawberry    

20,000

Butter Duplication

Santa Clara (The Coca Cola Company) Distribuidora Del Caribe

Boones Duplication

La Madrileña

Titan Mango Smukers Duplication

Qualamex Frexport

Five Flavors Duplication

Keep Going New New

45,000

60,000 50,000 20,000

TOTAL $ 754,000 USD


SALES

BUSINESS STRATEGY 2017

1.  2.  3.  4.  5.  6.  7. 

8.  9. 

Focus in target Customers. Increase sales, at list 12 % based on 2016 sales. Orders handling based on Forecast Budget 2017 following by quarterly forecast. Monthly report of viable projects to Planning and R&D. Respect agreed timing with Production and Shipping Area Better way of working (Focused /Proactive/aggressive)to obtaining projects with a potential over 20,000 USD in the segments : •  Beverages: LEMONADES / TEQUILA EXTRACTS / VEGGIES / TEA RTD’S PROACTIVE PRESENTATIONS •  Bakery: HERBAL / FLORAL •  Confectionary: •  Dairy: VEGGIES / SEEDS •  Food supplements: •  Savory: LACTIFLAVOR / SMOKED / CHEESES - PROACTIVE PRESENTATIONS Increase the business 30 % in Central America mainly in Guatemala and Costa Rica Achieve the positioning of Robertet Image in Central America

10.  11.  12. 

Increase the deep knowledge of our Main potential Customers and our Market (México & CA) Perform the activities necessary for the new certification Fill de vacancy in the Flavor Sales Team


Cierre 2016 Francia  

Flavor Division

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