Our driving belief!
“19,000 ambitious member farmers are the ! owners of FrieslandCampina�! The heart of the company!
!
2
"to create the most successful, ! professional and attractive ! global dairy company"! mission statement!
�Every day we nourish! millions of consumers! around the world"!
We care about the future of generations! to come!
To achieve a climate-neutral growth throughout the entire chain, ! from cow to consumer.!
FrieslandCampina 2013!
11.4 billion!
21.186!
euro revenue!
employees!
!
!
Facilities in!
Export to over!
28 countries!
100 countries! !
! !
!
!
Figures 2013!
19,244!
Every day!
member dairy farmers! own the Company!
of consumers!
Millions! !
!
Revenue 2013!
11.4 billion!
21.186!
euro revenue!
employees!
!
!
Facilities in!
Export to over!
28 countries!
100 countries! !
! !
!
Figures 2013
19,244!
Every day!
member dairy farmers! own the Company!
of consumers!
Millions! !
!
Good Results! Revenue
in millions of euros
Revenue
10.8%
11,418
2013
up
2012
10,309
2011
9,626
2010
8,972
Operating profit
313
in millions of euros
million euro before goodwill impairment
513
Operating profit
million euro
313 513
2013 20131 2012
487
2011
403
2010
434
Operating profit as a % of net revenue
2.7%
before goodwill impairment
4.5%
Figures 2013
Operating profit as a % of net revenue in percentages
2.7 4.5
2013 20131 2012
4.7
2011
4.2
2010
4.8 1
before goodwill impairment
9
at a historically high milk price ! for member dairy farmers! Profit
Profit
157
in millions of euros
million euro
without goodwill impairment
327
million euro
157 327
2013 20131 2012
278
2011
216
2010
285
Operational cash flow
Operational cash flow
596
million euro
in millions of euros
2012
Figures 2013
842
2011
508
2010
444
Milk price
Milk price for member dairy farmers
42.49
596
2013
in euros per 100 kilos, excl. VAT
42.49
2013
euro
2012
36.24
2011
38.77
2010
34.35 1
without goodwill impairment
10
Five years of FrieslandCampina! Revenue
11,418
in millions of euros
10,309 8,972
Performance premium + member bonds in euros per 100 kilos milk
9,626
8,160 3.04
1.96
2.37 1.83
0.94
2009
2010
2011
2012
2013
2009
2010
2011
2012
2013
Employees!
11.4 billion!
21.186!
euro revenue!
employees!
!
!
Facilities in!
Export to over!
28 countries!
100 countries! !
! !
!
Figures 2013
19,244!
Every day!
member dairy farmers! own the Company!
of consumers!
Millions! !
!
More than 21.000 employees Worldwide!
28 Countries!
11.4 billion!
21.186!
euro revenue!
employees!
!
!
Facilities in!
Export to over!
28 countries!
100 countries! !
! !
!
Figures 2013
19,244!
Every day!
member dairy farmers! own the Company!
of consumers!
Millions! !
!
113 Locations Worldwide!
Figures 2013
* in millions of euros
Export to over 100 countries!
11.4 billion!
21.186!
euro revenue!
employees!
!
!
Facilities in!
Export to over!
28 countries!
100 countries! !
! !
!
Figures 2013
19,244!
Every day!
member dairy farmers! own the Company!
of consumers!
Millions! !
!
Export FrieslandCampina ! from the Netherlands: ! Europe! 2.7 billion euro!
North- and ! South America:! 0.3 billion euro!
Asia and Oceania! 0.7 billion euro!
!
Africa and the ! Middle East! 0.6 billion euro!
Our position in the dairy sector! Company 1. NestlĂŠ - Switzerland 2. Danone - France 3. Lactalis - France 4. Fonterra - New Zealand FrieslandCampina -- Netherlands Netherlands 5.5.FrieslandCampina 6. Dairy Farmers of America - USA 7. Arla Foods - Denmark/Sweden 8. Saputo - Canada 9. Dean Foods - USA 10. Yili - China 11. Unilever - Netherlands/UK 12. Meiji - Japan 13. DMK - Germany 14. Mengniu - China 15. Sodiaal - France 16. Bongrain - France 17. Kraft Foods - USA 18. MĂźller - Germany 19. Schreiber Foods - USA 20. Morinaga Milk Industry - Japan
Dairy Revenue! 21.3 15.2 14.6 11.5 11.2 11.2 9.4 6.6 6.5 5.7 5.6 5.6 5.3 5.3 5 4.4 4.4 3.8 3.8 3.6
Figures 2012 in billion of euros Source: Rabobank, August 2013
18
Member Dairy Farmers!
11.4 billion!
21.186!
euro revenue!
employees!
!
!
Facilities in!
Export to over!
28 countries!
100 countries! !
! !
!
Figures 2013
19,244!
Every day!
member dairy farmers! own the Company!
of consumers!
Millions! !
!
13.887 member dairy farms!
Business Groups!
11.4 billion!
21.186!
euro revenue!
employees!
!
!
Facilities in!
Export to over!
28 countries!
100 countries! !
! !
!
Figures 2013
19,244!
Every day!
member dairy farmers! own the Company!
of consumers!
Millions! !
!
Four business groups!
FrieslandCampina Branded !
o
FrieslandCampina Indonesia!
o
FrieslandCampina Cheese!
o
FrieslandCampina Domo!
Netherlands / Belgium!
o
FrieslandCampina Malaysia / Singapore!
o
FrieslandCampina Cheese
o
FrieslandCampina DMV!
o
FrieslandCampina Retail Brands Europe!
o
FrieslandCampina Thailand!
Specialties!
o
FrieslandCampina Kievit!
o
FrieslandCampina Foodservice!
o
FrieslandCampina Vietnam!
o
FrieslandCampina Butter!
o
FrieslandCampina Creamy Creation!
o
FrieslandCampina Germany!
o
Alaska Milk Corporation, Philippines !
o
FrieslandCampina Milkpowder!
o
FrieslandCampina Nutrifeed!
o
FrieslandCampina Hellas!
o
FrieslandCampina China!
o
FrieslandCampina Cheese Germany!
o
DFE Pharma!
o
FrieslandCampina Hungary!
o
FrieslandCampina Hong Kong!
o
FrieslandCampina Cheese France!
o
FrieslandCampina Romania!
o
FrieslandCampina Cheese Spain!
o
FrieslandCampina Russia!
o
FrieslandCampina Export!
o
FrieslandCampina Foodservice
o
Yoko Cheese, Belgium!
o
FrieslandCampina UK!
o
o
FrieslandCampina Middle East!
o
o FrieslandCampina WAMCO Nigeria! o
FrieslandCampina West Africa!
Zijerveld, the Netherlands! Den Hollander Food, the Netherlands!
Foodservice
Serving the goodness of dairy!
�we are dedicated to a world ! of food professionals
who serve moments of 
 joy to their guests�!
“and operate within specific ! need based channels�
“being delivered by! specialized distributors�!
!
“a specialized world of! growing importance�!
Aspiration! !
!
FrieslandCampina Foodservice ! creates joy in life for consumers and operators by providing convenient fun-to-use food service solutions ! with the goodness of dairy. !
Values! !
aub onderstaande tekst visueel opmaken – zie Action voorbeeld > Be Progressive! ook pagina 4 als inspirerend ;). PS: bord met values hoeft niet erbij indien het Alignment > Be Transparent.! de uitwerking in de weg staat.
Accountable > Be Decisive.!
DNA! !
!
Customer centric organisation driven! by our Push Pull Model.!
Push & Pull!
Push-strategie!
Marketing activities of the manufacturer!
Marketing ! activities of the! wholesaler / retailer!
Pull-strategie!
demand
demand
Marketing activities of the manufacturer towards the consumer! own sales force! event marketing! direct mail! online branding! ...!
Push Pull-strategie!
trade marketing support
demand
Marketing activities of the manufacturer towards the consumer:! own sales force! event marketing! (e)DM! social media! ...!
Direct delivery!
C&C!
PUSH Promotions!
Key accounts!
Debic E-zine! PULL
Sales Force!
Advertising! Food Studio!
Digital World!
Push & Pull! A succesfull Push & Pull strategy must be based on a profound understanding of multiple need based channels!
Bakery Channel
BAKERY
Bakery!
Bakery Channel
HORECA
Restaurant!
Café!
Hotel!
Bakery Channel
Cure & Care
Cure & Care!
QSR!
Push-strategie!
Impulse shops 24/24!
Ice cream parlours!
Leisure & sports!
Education!
Push-strategie!
Travel & transit!
Vending!
Business & Industry!
Online!
Empowered Brands! for Retail + Foodservice Markets!
Strong overall brand portfolio!
53
BOH and FOH approach! FrieslandCampina! Foodservice!
ONE SINGLE! POINT OF CONTACT!
Back Of House Brands!
Front Of House Brands!
Back of House (BOH)! channel specific innovation!
Debic. Beyond everyday boundaries!
Debic assist Food professionals in order to push their everyday boundaries. Debic mainly realises this by providing explicit and practical information to the target group. This includes practical how-to guides, tips, tricks and techniques that allow food professionals to improve their skills.!
Debic. Beyond everyday boundaries! Debic goes beyond the functional aspect. On an emotional level, Debic wants to push the boundaries as well. This happens by providing original and creative recipes, trends, people stories (both internal and external) and workshops. !
passionate foodservice professionals as well!
Front of House (FOH)! consumer brands as bussiness drivers!
Grow up! with FUN!
OUR BRANDS Front Of House Brand: Chocomel
Warm OR Cold ! always the one and only!
!
Always Good! !
Latte Art! !
Value creation ! by innovation! !
64
FrieslandCampina Foodservice! Innovation Center Wageningen!
!
!
FrieslandCampina Foodservice! Experts in Foodservice!
! !
! !
! Category Expert! ! Innovation is a business driver in the ! category expertise of Friesland Campina.!
!
! Channel Expert! ! FrieslandCampina Foodservice wants to ensure quality and consistency of the brands through the Foodservice Academy.!
!
!
FrieslandCampina Foodservice! Category Expert!
!
Multi-disicplinary Expert Teams! !
!
!
!
!
!
!
! Nutrition for children! !
Dairy Based Beverages and Desserts!
Cheese!
Food Ingredients and Milk Fat Specialties!
!
Five global expert teams support the product development teams by providing specialist knowledge
Global Expert Teams 1) Nutrition 2) Sensory & Consumer Science! 3) Process Technology! 4) Food Structure! 5) Packaging!
67
FrieslandCampina Foodservice! Channel Expert!
! !
engels + world Debic E-zine! Eco-systeem! Advertenties!
Beurzen!
FrieslandCampina Foodservice! Foodstudio!
! 1st
Foodstudio
external!
horeca!
bakery!
half
2nd
half
2014
2014
2015
2016
internal!
ambassador club!
QSR large accounts!
product training!
product launch training!
culinary community working sessions!
distribution!
future operators!
Catering ! !
!
Facts & Figures!
FrieslandCampina Foodservice! Broad range of product categories!
!
FS EU Turnover by product category 2012
!
5%!
Cream Spraycans
13%! 25%!
Butter Ice & Shake
2%!
Fillings Desserts Yoghurt Cooking Sauces Meat Replacers Milk
9%!
15%!
Cheese Flavoured drinks
0%!
Fruit based drinks Other
10%!
0%! 4%!
8%!
1%!
7%!
Cream is our most important category by turnover.! Milk and Dairy Based Beverages are also significant contributors!
FrieslandCampina Foodservice! International presence and channel experience!
!
FS Turnover by country-channel 2012!
!
k Eur 250.000
200.000 Catering - commercial Catering - Institutional Ooh Retail - Vending 150.000
Ooh - Impulse Shops Foodstores - Bakery Horeca - QSR Horeca - Restaurants
100.000
Horeca - Hotels Horeca - Cafes 50.000
0 DL
FR
IT
NL
BE
INT
INT CHAINS
Germany and the Netherlands are significant players in catering! Horeca is the majority of the business elsewhere!
A global company, ! locally embedded! ! !
FrieslandCampina Foodservice! A Global company, locally embedded!
!
Commercial departments!
!
Trade (Accounts)!
Trade (Accounts)!
Trade (Accounts)!
Sales (Field)!
Sales (Field)!
Sales (Field)!
Channel Marketing!
Channel Marketing!
New business ! development!
X
X!
X!
! (only R&D )!
X!
X!
X!
X!
X!
X!
X!
X!
X! 74!
With a clear strategic view! Aspiration! FrieslandCampina Foodservice ! creates joy in life ! for consumers and operators ! by providing convenient fun-to-use ! food service solutions ! with the goodness of dairy. !
Values ! Be Progressive.! Be Transparent. ! Be Decisive.!
DNA ! Customer centric organisation driven by our Push Pull Model.!
Expert in Channel & Category Channel Expert!
Category Expert!
Must Win Battles Feed the Big Five!
Navigate!
Defend Your Territory!
Blaze the Trail!
Hunt for Gems!
Project Management!
Talent Mgmt & Mgmt Dev’t!
Build Sales Excellence!
Building Stronger Brands!
Supply Chain!
FC Planning Cycle & ERM
Balanced Bus. Plan 2014-2016
Clear Roles & Responsibilities
Capabilities
Processes & SUMMIT
Priority Capabilities
Operating Model
For FrieslandCampina internal usage only
Business Intelligence!
To create joy in everyday life in foodservice.!
Questions?! !