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Mango Industry Benchmarking (Three Years)
(2010-11, 2011-12, and 2012-13)
CDI Pinnacle Management May 15th 2014
Sample / Benchmarking Group
Sample Scale
Harvest Year Producing Trees Producing Ha
Trays (7Kg Equiv.)
(Est)
Total Mango Harvest (Trays)
% of Harvest (Est.)
2010 - 2011 261,000 1,322 1,120,357 5,922,000 19%
2011-2012 497,000 2,500 3,300,000 8,576,000 38%
2012-2013 500,000 2,500 3,200,000 7,147,000 45%
Area per Region in Sample
Burdekin, 24%
Southern, 4%
NT, 54%
Mareeba Dimbulah, 19%
% of Area in Each Region 2012 and 2013
Average Farm Size
74 78
121
13
-
20
40
60
80
100
120
140
Burdekin Mareeba Dimbulah NT Southern
Average Farm Size (Ha) 2013
Farm Size – Spread (3 Years)5
38
82
328
-
50
100
150
200
250
300
350
ME
DIA
N
AV
ER
AG
E
Size of Participant Farms
Variety Mix in Sample
Calypso 37%
KP, 35%
R2E2, 12%
H-Gold, 9%
Keitt, 3%
0%
20%
40%
60%
80%
100%
120%
1
% of Sample from each Variety (2012 AND 2013)
Kent
Brooks
Keitt
Other - Mango
Honey Gold
R2E2
KP
Calypso
All Participants – 3 Years
Yield: Trays / Producing Tree(Including Juice / Processing)
0
1
2
3
4
5
6
7
F2011 F2012 F2013 3 YEARS
4.34
6.65 6.345.73
Trays / Producing Tree (Incl. Juice)
Yield: Tonnes / Producing Ha (Including Juice / Processing)
0
1
2
3
4
5
6
7
8
9
10
F2011 F2012 F2013 3 years
7.01
9.31 9.28.53
Tonnes /Producing Ha (Incl. Juice)
Pack Out: Grade and Count(% of Fresh Market Fruit Only)
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
2011 2012 2013 3 YEARS
26%34% 28% 28%
51% 39% 51%63%
% Premium
% A Grade
Costs and Returns per Tray Equiv.(Including Juice / Processing)F2011 F2012 F2013
Ave. Total Operating Costs 19.27 17.07 17.03
Ave. Cash Profit (*) 2.16 0.58 3.58
Ave. Gross Return 21.43 17.65 20.61
Marketing and Ripening Costs / 7 KG Equivalent 3.03 2.20 2.36
Farm Gate Return (Net) Received / 7 KG Equivalent 18.40 15.45 18.25
(*) From 'Cash Profit' Producers must fund:1. The cost of finance, 2. The depreciation / replacement of all plant and equipment, and3. Achieve a return on their investment
Average Gross Return F2013(Before Paying Marketing & Ripening Costs)
$14.
79
$14.
81
$15.
51
$16.
71
$16.
81
$17.
19
$17.
38
$17.
64
$17.
88
$17.
89
$19.
34
$19.
96
$20.
61
$21.
38
$21.
73
$22.
08
$22.
43
$23.
37
$23.
72
$23.
80
$23.
82
$24.
09
$24.
55 $27.
57
$28.
81
$29.
19
$29.
91
$31.
59
$46.
38 $49.
74
$10.00
$20.00
$30.00
$40.00
$50.00
$60.00
AVERAGE MEDIAN
Total Gross Sales $ / Tray Sold 2013
Average Operating Costs F2013(Before Paying Marketing & Ripening Costs)(Before paying interest and depreciation)
$12.
44
$12.
44
$12.
74
$13.
97
$14.
00
$14.
12
$14.
78
$15.
52
$16.
46
$17.
03
$17.
04
$17.
92
$17.
99
$18.
68
$19.
17
$19.
74
$20.
31
$20.
57
$21.
76
$22.
63
$22.
97
$23.
07
$24.
60
$26.
06
$26.
08
$28.
23
$29.
70
$35.
71
$36.
35
$44.
34
$5.00
$10.00
$15.00
$20.00
$25.00
$30.00
$35.00
$40.00
$45.00
$50.00
AV
ER
AG
E
ME
DIA
N
Ave. Operating Costs / Tray - 2013
Average Cash Profit / Tray F2013(After marketing and ripening and before interest & depreciation)
(21.
56)
(9.3
7)
(5.6
0)
(5.1
8) (2.9
3)
(1.5
3) 0.85 1.39
1.67
1.91
2.03 2.37 3.
14
3.36 3.56
3.58
3.75
3.91 4.
69
4.92 5.30
5.33
5.40
5.45
5.73 7.
00
7.05 7.52
10.6
7
11.0
7
(25.00)
(20.00)
(15.00)
(10.00)
(5.00)
0.00
5.00
10.00
15.00
ME
DIA
NA
VE
RA
GE
Cash Profit (EBITDA) $ / Tray Sold
Costs and Returns / 7 KG Equiv. Produced (including Juice /Processing)
19.2717.07 17.03 16.28
2.16
0.583.58
3.397.01
9.31 9.2
8.53
0
1
2
3
4
5
6
7
8
9
10
0
5
10
15
20
25
2011 2012 2013 3 YEARS
Yiel
d t /
ha
$ /
Tray
Average Cash Profit(EBITDA)
Average Operating Costs
Average Yield (T / ha)
Cash Profit – Spread (3 Years)
(59.13) (21.56)
3.143.39
13.45
(70.00) (60.00) (50.00) (40.00) (30.00) (20.00) (10.00) 0.00 10.00 20.00
MedianAverage
EBITDA / Tray Sold
35% of participants did not achieve a Cash Profit per Tray or per Tonne (made a loss),
46% of participants achieved a Cash Profit per tray or per Tonne equal to or greater than the average Cash Profit of:( $3.39 / Tray ($485 / Tonne).
2.83
1.942.39
0.27
0.28
0.24
1.45
1.09
1.11
1.10
1.06
1.45
0.00
1.00
2.00
3.00
4.00
5.00
6.00
7.00
8.00
9.00
10.00
0.00
1.00
2.00
3.00
4.00
5.00
6.00
2011 2012 2013
Yiel
d t /
Ha
Labo
ur C
osts
$ /
Tra
y
Packing Labour $ / Tray
Picking Labour $ / Tray
Pruning Labour $ / Tray
Farm and Other Labour $ / tray
Yield (Tonnes / Ha)
Labour Costs per 7KG Tray Equiv.
Labour Use Efficiency
20.00
40.00
60.00
80.00
100.00
120.00
2011 2012 2013
11290 96
Ave. Total Tonnes Produced (Incl. Juice / Processing) per FTE
Varieties – 3 Years
Packed to Premium + A GradeBy Variety
96%90% 91% 87%
50%
66%
91%84%
0%
20%
40%
60%
80%
100%
120%
Brooks Calypso Honey Gold Keitt Kent KP Other - Mango R2E2
% - Premium + First Grade
Pack to Sizes 12 to 24(%Fresh Market Fruit only)
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Brooks Calypso Honey Gold Keitt Kent KP Other -Mango
R2E2
81%85%
71% 69%
29%
60%
79%
39%
% Packed Sizes 12 - 24
Yield (Tonne / Ha) per annum(Regardless of Tree Age)
6.34
10.4510.9
6.81
10.13 9.4
6.939.24
7.5
2.00
4.00
6.00
8.00
10.00
12.00
14.00
16.00
18.002011 2012 2013
Keitt
Other Mango Varieties
Honeygold
R2E2
Calypso
Kensington Pride (KP)
Brooks
Kent
Varieties: Yield (T / Ha) 3 Years(Regardless of Tree Age)
7.3 7.8 8.2 8.8 9.3 9.7 9.7
10.5
-
2.0
4.0
6.0
8.0
10.0
12.0
Brooks R2E2 KensingtonPride (KP)
Calypso OtherMango
Varieties
Keitt Honeygold Kent
YIELD FOR VARIETY - T / Ha - 3 YEARS
Regions – 3 Years
Regions: Tonnes Per Hectare(Including Juice/ Processing)
5.64.9
7.4
9.3
7.2
10.7
4.6
9.4 9.0 9.2
6.3
0.0
2.0
4.0
6.0
8.0
10.0
12.0
Burdekin Mareeba/Dimb. N.T. Southern
F2011
F2012
F2013
BurdekinYield (Incl. juice) and Operating Costs
16.92
9.56
12.45
5.6
9.39.4
0.00
2.00
4.00
6.00
8.00
10.00
12.00
14.00
16.00
18.00
F2011 F2012 F2013
BURDEKIN YIELD AND OPEATING COSTS
Operating Costs / Tray
Yield t / Ha
Mareeba/DimbulahYield (Incl. juice) and Operating Costs
25.33
17.2816.08
4.97.2
9.0
0.00
5.00
10.00
15.00
20.00
25.00
30.00
F2011 F2012 F2013
MAREEBA / DIMBULAH YIELD AND OPERATING COSTS
Operating Costs / Tray
Yield t / Ha
N.T. Yield (Incl. juice) and Operating Costs
15.95
17.66
19.60
7.4
10.7
9.2
0.00
5.00
10.00
15.00
20.00
25.00
F2011 F2012 F2013
N.T. YIELD AND OPERATING COSTS
Operating Costs / Tray
Yield t / Ha
Southern RegionYield (Incl. juice) and Operating Costs
25.82
19.60
4.66.3
0.00
5.00
10.00
15.00
20.00
25.00
30.00
F2011 F2012 F2013
SOUTHERN REG. YIELD AND OPERATING COSTS
Operating Costs / Tray
Yield t / Ha
Top 10 and Sum Up(Top 10 = Top 10 most profitable farms per 7 KG Tray Equivalent)
Attributes of the Top 10 Total Group Top 10 % of Sample Top 10 as %
of Industry
Ha (*) 5,021 962 19% 1%
Trees (*) 925,000 157,600 17% 5%
Trays (*) 5,571,287 915,913 16% 4%
% Packed to Premium and A Grade 91% 91%
% Packed to Sizes 12 to 24 78% 70%Top 10: 80% production was in the N.T (5 Farms) ,
20% production Mareeba / Dimbulah (5 Farms)Yield tonne / ha 8.53 6.70
% Premium 63% 67%
% Sizes 18 – 22 39% 67%
Gross Return / Tray 19.67 26.28
Operating Costs / Tray 16.28 15.71
Operating Costs as % of Gross Revenue 83% 60%
EBITDA / Tray 3.99 10.57
EBITDA as % of Gross Revenue 20% 40%
Variety Mix - Top 10 (by Volume Produced )
KP 56%
Calypso 20%
R2E2 13%
H - Gold 7%
Keitt 2%
Brooks 1%
Total Group Top 10 % of Sample Top 10 as % of Industry
Ha (*) 5,021 962 19% 1%
Trees (*) 925,000 157,600 17% 5%
Trays (*) 5,571,287 915,913 16% 4%
% Packed Premium & A Grade 91% 91%
% Packed to Sizes 12 to 24 78% 70%
Top 10: 80% production was in the N.T (5 Farms) ,
20% production Mareeba / Dimbulah (5 Farms)
Variety Mix - Top 10 (by Volume Produced )
KP 56%
Calypso 20%
R2E2 13%
Honey Gold 7%
Keitt 2%
Brooks 1%
Total Group Top 10
Yield tonne / ha 8.53 12.3
% Premium 63% 67%
% Sizes 18 – 22 39% 67%
Gross Return / Tray 19.67 26.28
Operating Costs / Tray 16.28 15.71
Operating Costs as % of Gross Revenue 83% 60%
Cash Profit (EBITDA) / Tray 3.99 10.57
Cash Profit (EBITDA) % of Gross Revenue 20% 40%
TOP 10 OVER THREE YEARS TOP 10 (Per Tray)
REMAINDER (Per Tray)
VARIANCE (Top 10 V.
Remainder
VARIANCE + / - %
Gross Revenue Received 24.58 17.93 6.65 37%
Employment 3.50 6.28 (2.78) -44%
Marketing and Ripening 2.67 2.82 (0.15) -5%
Freight 2.12 2.84 (0.72) -25%
Packaging 1.60 2.94 (1.34) -46%
Consultants / Contracting (Incl. Cont Packing) 1.30 2.67 (1.37) -51%
Chemicals & Fertilizers 0.91 1.71 (0.80) -47%
Repairs & Replacements 0.82 1.05 (0.23) -22%
Other Costs 2.53 3.37 (0.84) -25%
TOTAL OPERATING COSTS 15.46 23.68 (8.23) -35%
CASH PROFIT PER TRAY SOLD 9.42 2.20 7.22 328%
Yield (Tonnes per Hectare) 7.09 7.29 0.20 3%
Average FinancialsOver 3 Years
Per Tray Equivalent Per Tonne Per Producing
Ha % of Sales
Total Gross Income (*) 19.67 2,810 24,109 100%
CASH PROFIT (EBITDA) 3.39 484 4,156 18%
Total Operating Costs 16.28 2,326 19,954 82%
Total Employment Costs 4.23 604 5,183 22%
Total Labour & Contractor Costs 5.99 856 7,345 31%
Major Costs – Over 3 YearsPer Tray
Equivalent Per TonnePer
Producing Ha
% of Sales % of Costs
Employment Costs 4.37 624 5,010 22% 27%
Marketing and Ripening Fees 2.15 297 2,551 11% 13%
Freight 2.00 286 2,451 11% 13%
Packaging & Pallets 1.97 282 2,419 10% 12%
Consultants and Contracting 1.24 178 1,524 7% 9%
Chemicals and Fertilizers 1.14 163 1,399 6% 7%
General 1.00 143 1,230 5% 6%
Repairs & Replacements 0.74 106 910 4% 5%
"Median" Sized Farm (Average Performance)Farm Area 38 Producing Hectares Farm Production (@8.5 t / ha) 46,428 Tray Equivalents Gross Return / tray 19.67 $ / Tray Equivalent Revenue from Mango Sales 913,239 $ Income
$ Per Tray Equivalent Per Tonne Per Producing Ha % of Sales
Total Produce Sales Income 913,239 19.67 2,810 24,033 100%
Total Employment Costs 202,919 4.37 624 5,340 22%Marketing and Ripening Fees 99,870 2.15 307 2,628 11%Freight 95,980 2.07 295 2,526 11%Packaging & Pallets 94,701 2.04 291 2,492 10%Contracting & Consultants (Excl. Contract Packing) 59,679 1.29 184 1,570 7%
Chemicals & Fertilizers 54,794 1.18 169 1,442 6%General 48,163 1.04 148 1,267 5%Repairs & Replacements 35,617 0.77 110 937 4%Contract Packing Fees 24,993 0.54 77 658 3%Power and Gas 16,155 0.35 50 425 2%Fuel & Oil 13,389 0.29 41 352 1%All Other Operating Costs 34,996 0.75 23 267 4%TOTAL OPERATING COSTS 781,255.90 16.23 2,319.27 19,905.09 86%
EBITDA (Cash Profit) 131,983 3.39 491 4,128 14%
Assume initial investment and / or LAND plus establish costs and maintaining the orchard to maturity per Ha = $ 25,000 $ 30,000 $ 35,000 $ 40,000 $ 45,000
Capital Invested $ 950,000 $ 1,140,000 $ 1,330,000 $ 1,520,000 $ 1,710,000 30% Gearing results in Interest costs of $ 28,500.00 $ 34,200.00 $ 39,900.00 $ 45,600.00 $ 51,300.00 Return on Investment $103,482.86 $ 97,782.86 $ 92,082.86 $ 86,382.86 $ 80,682.86 ROI % 10.89% 8.58% 6.92% 5.68% 4.72%
THIS ASSUMES FARM PERFORMANCE OF:Yield 8.5 T / HA (7.4 trays / tree at average density of 165 trees /ha )
Gross Return / Tray $19.67Net Return (After Marketing & Ripen) / Tray $ 17.52
Operating Costs / Tray $16.23
“Key Issues / Hit List”
Per Tray Equivalent Per Tonne Per Producing
Ha % of Sales% Of
Operating Costs
Total Employment Costs 4.23 604 5,183 22% 26%
Marketing & Ripening Fees 2.15 297 2,551 11% 13%
Freight 2.00 286 2,451 11% 13%
Packaging & Pallets 1.97 282 2,419 10% 12%
Consultants and Contracting 1.24 178 1,524 7% 8%
Chemicals and Fertilizers 1.14 163 1,399 6% 7%
TOTAL 12.73 1810 15527 0.67 78%
“Key Issues / Hit List”• Price ??• Labour• Marketing• Freight• Packaging• Contracting• Chemicals and Fertilizers• Yield
“Key Issues / Hit List”• Labour (26% of Costs)
1. Process Re-engineering ?2. Using management information ?3. Speed / efficiency setting - (technology verses human oversight)4. KPI system developed ?
“Key Issues / Hit List”• Marketing & Ripening (13% of Costs ??)• Marketing what ?• Feedback systems ?• Information / Knowledge ?
• Accessing key data sets ?• Nielsen ?• Aztec ?
• Marketing what – impact on on-farm practices
“Key Issues / Hit List”• Freight (13% of Costs)• Relationship between carton design & pallet space / cube use ?• Relationship between freight costs and sourcing packaging ?
“Key Issues / Hit List”
• Packaging (12% of Costs)• Imports• Imports V Freight Costs
“Key Issues / Hit List”• Contracting (8% of Costs)• (Does not include Contract packing (3% across BM Group)
“Key Issues / Hit List”
• Chemicals & Fertilizers (7% of Costs)• In Other Words – Nutrition and Pest Management
• NUTRITION………• Resulting Yield (of what)
• Grade• Size
‘The Bucket List’• Yield
• What is the “driver hierarchy” • Nutrition ?• Pruning ?• Irrigation ?• Sources of Information ?• Ongoing benchmarking / industry and process and analysis, and
data focus
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