SOUTH AFRICA

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CLIPPA SALES – FISHERMAN’S FRIEND DISTRIBUTOR SINCE 2000

• ORIGINALLY PRIMARILY A TOBACCO PRODUCT DISTRIBUTOR:

• SINCE 2000 SUCCESSFULLY DIVERSIFIED INTO CONFECTIONERY:

SOUTH AFRICA – SHIPMENTS / IN-MARKET SALES 2000 - 2013

20002001

20022003

20042005

20062007

20082009

20102011

20122013

0100002000030000400005000060000700008000090000

ShipmentsIMS

SHIPMENTS GROWTH VARIED STEADY INCREASE IN IN-MARKET SALES

2013: +20% vs 2012

RANGE ON SALE FROM 2000 (5) TO 2013 (9)

INCREMENTAL GROWTH – NO CANNIBALISATION CHERRY STRIPE LAUNCHED 2004 – No.1 FLAVOUR – 21%

DISTRIBUTION

SEGMENT THE MARKET FISHERMAN’S FRIEND

FOOD 50% 25%

DRUGSTORES 25% 40%

FORECOURTS 7% 7%

IND. PHARMACIES 4% 10%

INDEPENDENT RETAIL 10% 5%

“OTHERS” ( TOBACCO ETC) 4% 13%

DEVELOPMENT POTENTIAL FOR FISHERMAN’S FRIEND IN FOOD, AND INDEPENDENT RETAIL

THE COMPETITION

CATEGORY COMPETITOR

THROAT / COUGH LOZENGE HALL’S

MINT/ BREATH FRESHENERS WILSON’S XXX

BEACON MINT IMPERIALS

SMINT

ECLIPSE

TIC TAC

FISHERMAN’S FRIEND COMPETES IN TWO CATEGORIES; THROAT WHERE THE ONLY COMPETITOR IS HALL’S,AND MINT, WHICH IS DOMINATED (80%) BY XXX, AND IMPERIALS. FISHERMAN’S FRIEND SHARE IS 3% IN VOLUME, AND 6% IN VALUE

MARKET PRESENCE

DISTRIBUTION:• PRESENT IN ALL MAJOR

CHAINS:– Shoprite– Checkers– Pick’n’Pay– Spar– Dis-Chem– Clicks

MARKETING ACTIVITIES:• SAMPLING• PRINT• NATIONAL CONSUMER

PROMOTION– (DIS-CHEM DRUGSTORES)

NATIONAL CONSUMER PROMOTION WITH DIS-CHEM PHARMACY/DRUGSTORE OUR NO. 1 CUSTOMER

(May – Sept.)

THE PRIZE!

PROMOTION IN INDEPENDENT PHARMACY

THE PRIZE!

SOUTH AFRICA 2000 - 2013 – A SUCCESS STORY

• HIGHLY PROFESSIONAL, COMMITTED DISTRIBUTOR• GOOD VOLUME GROWTH IN MARKET WITH LIMITED

DISPOSABLE INCOME• DETERMINATION TO CONTINUE IN SAME VEIN• OUTSTANDING ACHIEVEMENT AWARD IN 2013

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