LUCUMA EXPORT MARKET - USA PHASES I, II & III REPORT 04 Diciembre 2006

LUCUMA EXPORT MARKET - USALUCUMA EXPORT MARKET - USA

PHASES I, II & III REPORTPHASES I, II & III REPORT

04 Diciembre 200604 Diciembre 2006

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La siguiente presentación ha sido preparada siguiendo estrictamente los puntos La siguiente presentación ha sido preparada siguiendo estrictamente los puntos definidos en los Términos de Referencia para la consultoría:definidos en los Términos de Referencia para la consultoría:

““Estudio para la selección de un mercado objetivo para la exportación de Lúcuma y Estudio para la selección de un mercado objetivo para la exportación de Lúcuma y la elaboración de plan de acción para promover las exportaciones del referido la elaboración de plan de acción para promover las exportaciones del referido producto al mercado seleccionado”.producto al mercado seleccionado”.

El presente documento constituye el informe preliminar de la consultoría, que El presente documento constituye el informe preliminar de la consultoría, que incluye, como se estipula en el contrato, sólo los puntos 1-4 descritos en los incluye, como se estipula en el contrato, sólo los puntos 1-4 descritos en los Términos de Referencia.Términos de Referencia.

El informe consta de un total de El informe consta de un total de 3737 vistas (diapositivas) elaboradas por la empresa vistas (diapositivas) elaboradas por la empresa consultora – Tiara International Conuslting, con apoyo de au asociada para temas consultora – Tiara International Conuslting, con apoyo de au asociada para temas agragrariosarios, ACM Perú., ACM Perú.

INTRODUCCIINTRODUCCIÓNÓN

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1.1 1.1 Evaluar la extensión de tierras cultivadas con LúcumaEvaluar la extensión de tierras cultivadas con Lúcuma . .– Total hectáreas de lúcuma: Si bien las cifras oficiales señalan alrededor de 850 ha, Total hectáreas de lúcuma: Si bien las cifras oficiales señalan alrededor de 850 ha,

ese dato no se ajusta a la realidad del cultivo.ese dato no se ajusta a la realidad del cultivo.– Los especialistas, conjuntamente con los asociados de Prolúcuma, consideran que Los especialistas, conjuntamente con los asociados de Prolúcuma, consideran que

existen existen por encima de por encima de 1500 ha plantadas1500 ha plantadas (entre 1 (entre 1700 700 y 1800)y 1800)..– SSóólo en Huaral hay más de 100 (Prolucuma Huaral)lo en Huaral hay más de 100 (Prolucuma Huaral)..– Total de hectáreas en producción actualmente Total de hectáreas en producción actualmente 5500 – 00 – 6600 ha hasta 800 quizás y total 00 ha hasta 800 quizás y total

de hectáreas en crecimiento de hectáreas en crecimiento 7700 a 00 a 8800 ha00 ha.. – Los beneficiarios consideran que esLos beneficiarios consideran que es importante el tema de calidad y saber cuál es la importante el tema de calidad y saber cuál es la

oferta de calidad y nooferta de calidad y no saber cu saber cuáántas hectáreas hay en general.ntas hectáreas hay en general.

1.2 Evaluar la producción de Lúcuma en términos de rendimiento por hectárea. 1.2 Evaluar la producción de Lúcuma en términos de rendimiento por hectárea. – En Promedio se ha llegado hasta 15 toneladas y pudiera ser más si es que no En Promedio se ha llegado hasta 15 toneladas y pudiera ser más si es que no

existiera alternanciaexistiera alternancia y se tuvieran ecotipos seleccionados por lugar de producción, y se tuvieran ecotipos seleccionados por lugar de producción, con poca variabilidad genética.con poca variabilidad genética.

– Existen 120 biotipos de Lúcuma Existen 120 biotipos de Lúcuma y hay casos que muestran y hay casos que muestran en una misma chacra en una misma chacra hhasta 36 variedades; esta gran diversidad genética genera una baja producción.asta 36 variedades; esta gran diversidad genética genera una baja producción.

– Cada viverista ofrece sus selecciones al mercado, pero hay poco respaldo científico Cada viverista ofrece sus selecciones al mercado, pero hay poco respaldo científico en esas ventas y es poco lo que hace el SENASA para garantizar la pureza y la en esas ventas y es poco lo que hace el SENASA para garantizar la pureza y la sanidad vegetal en los plantones.sanidad vegetal en los plantones.

1.3 1.3 Estimar el crecimiento de las áreas cultivadas en los últimos diez años.Estimar el crecimiento de las áreas cultivadas en los últimos diez años. – La data es insuficiente para poder determinar este punto.La data es insuficiente para poder determinar este punto.

ANÁLISIS DE LOS CULTIVOS DE LÚCUMAANÁLISIS DE LOS CULTIVOS DE LÚCUMAEXISTENTES Y SU PRODUCCIÓNEXISTENTES Y SU PRODUCCIÓN

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1.4 Estimar el crecimiento de la producción de Lúcuma el mismo periodo. 1.4 Estimar el crecimiento de la producción de Lúcuma el mismo periodo. – La producción total por hectárea (el rendimiento/ha) se va a incrementar en el Perú La producción total por hectárea (el rendimiento/ha) se va a incrementar en el Perú

en los próximos años, dado que las plantaciones mdernas sembradas en los últimos en los próximos años, dado que las plantaciones mdernas sembradas en los últimos 5-8 años empezarán a alcanzar sus máximos rendimientos, elevando el ratio 5-8 años empezarán a alcanzar sus máximos rendimientos, elevando el ratio promedio de Tm/ha. Sin embargo, es difícil obtener una cifra confiable de esto.promedio de Tm/ha. Sin embargo, es difícil obtener una cifra confiable de esto.

1.5 Estimar el costo de producción de Lúcuma. 1.5 Estimar el costo de producción de Lúcuma. – El riego tecnificado es recomendable en algunas áreas de la costa y es el costo más El riego tecnificado es recomendable en algunas áreas de la costa y es el costo más

alto dentro de los componentes de los costos de instalación. alto dentro de los componentes de los costos de instalación. – US$ 2500/ha (riego tecnificado) vs. US$ 850/ha con baja tecnologia (riego por US$ 2500/ha (riego tecnificado) vs. US$ 850/ha con baja tecnologia (riego por

gravedad).gravedad).– Si bien algunas plantaciones en la costa son conducidas por riego por gravedad, dado Si bien algunas plantaciones en la costa son conducidas por riego por gravedad, dado

que el Peru es una de las zonas más secas de todo el hemisferio, en el mediano plazo, que el Peru es una de las zonas más secas de todo el hemisferio, en el mediano plazo, será imprescindible la instalación de riego tecnificado.será imprescindible la instalación de riego tecnificado.

– El costo del manejo en comparación con otros frutales es mucho menor, El costo del manejo en comparación con otros frutales es mucho menor, especialmente porque la lúcuma se considera un cultivo rústico que requiere especialmente porque la lúcuma se considera un cultivo rústico que requiere aplicaciones de controladores fitosanitarios en menor frecuencia.aplicaciones de controladores fitosanitarios en menor frecuencia.

– Costo de mantenimiento fluctúa entre US$ 1000 a US$ 1200 el primer año; Costo de mantenimiento fluctúa entre US$ 1000 a US$ 1200 el primer año; dependiendo del sistema de riego que se haya considerado. Los costos de dependiendo del sistema de riego que se haya considerado. Los costos de mantenimiento del cultivo (s/incluir cosecha) son de unos US$ 850 del segundo año mantenimiento del cultivo (s/incluir cosecha) son de unos US$ 850 del segundo año en adelante. en adelante.

ANÁLISIS DE LOS CULTIVOS DE LÚCUMAANÁLISIS DE LOS CULTIVOS DE LÚCUMAEXISTENTES Y SU PRODUCCIÓN (CONT.)EXISTENTES Y SU PRODUCCIÓN (CONT.)

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1.6 Enumerar los beneficios medicinales del uso de Lúcuma como complemento 1.6 Enumerar los beneficios medicinales del uso de Lúcuma como complemento dietético. dietético. – Este punto no se consideró aplicable. En todo caso, de manera popular se conoce Este punto no se consideró aplicable. En todo caso, de manera popular se conoce

que la pepa de la lúcuma es buena para controlar la caída del cabello. Fruta con gran que la pepa de la lúcuma es buena para controlar la caída del cabello. Fruta con gran cantidad de proteínas, carbohidratos y azúcares. También contiene vitaminas y cantidad de proteínas, carbohidratos y azúcares. También contiene vitaminas y minerales. En todo caso no se considera la lúcuma un cultivo cuya aceptación en el minerales. En todo caso no se considera la lúcuma un cultivo cuya aceptación en el mercado este estrechamente vinculada a sus propiedades nutraceúticas, por lo que mercado este estrechamente vinculada a sus propiedades nutraceúticas, por lo que este tema no se desarolló a profundidad. Más aun, para explotar estas cualidades, este tema no se desarolló a profundidad. Más aun, para explotar estas cualidades, las supuestas propiedades deberán estar respaldadas por estudios clínicos a nivel las supuestas propiedades deberán estar respaldadas por estudios clínicos a nivel internacionalinternacional

1.7 Estimar el crecimiento del área de cultivo contra el incremento de 1.7 Estimar el crecimiento del área de cultivo contra el incremento de rendimiento/ha rendimiento/ha – La data es insuficiente para poder determinar este punto.La data es insuficiente para poder determinar este punto.

ANÁLISIS DE LOS CULTIVOS DE LÚCUMAANÁLISIS DE LOS CULTIVOS DE LÚCUMAEXISTENTES Y SU PRODUCCIÓN (CONT.)EXISTENTES Y SU PRODUCCIÓN (CONT.)

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Departmento

Total de Hectarias cultivadas con

LúcumaTotal producción en

Tm

Rendimiento promedio por

HectariaAmazonas

Ancash 15 82 5467Apurimac 8 29 3739arequipa 10 46 4600

Ayacucho 43 355 8256Cajamarca 44 245 5568

Cusco 3 24 8000Huancavelica 14 62 4429

Huanuco 5 72 14400Ica 15 98 6533

Junin 8 33 4125La Libertad 36 298 8278

Lambayeque 13 113 8692Lima 268 2883 10757

Loreto 7 40 5714Madre de Dios

Moquegua 3 18 6000PascoPiura 53 202 3811Puno

San MartinTacna

TumbesUcayaliTotal 545 4600

Promedio Nacional 8444

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Departmento Precio promedio x KgAmazonas

Ancash 0.79Apurimac 1.27arequipa 0.76

Ayacucho 1.54Cajamarca 0.76

Cusco 0.85Huancavelica 1.16

Huanuco 1.22Ica 1.52

Junin 0.98La Libertad 1.26

Lambayeque 0.79Lima 1.18

Loreto 0.4Madre de Dios

Moquegua 2.5PascoPiura 0.63Puno

San MartinTacna

TumbesUcayali

Promedio Nacional 1.15

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Área Con Aptitud Fruticola Area Cultivada Porcentaje

Tumbes 80000 2745 3.4Piura 255000 30325 11.9

Lambayeque 270000 6672 2.5La Libertad 240000 8337 3.5Cajamarca 155000 11144 7.2Amazonas 235000 9442 4San Martin 355000 25389 7.2

Ancash 180000 3275 1.8Lima y Callao 215000 28151 3.1

Ica 165000 10062 6.1Huanuco 345000 18717 5.4Pasco 85000 7908 9.3Junin 372000 36500 9.8

Huancavelica 73000 3224 4.4Ayacucho 143000 5509 3.9Apurimac 43000 1862 4.3

Cusco 500000 8877 1.8Puno 291000 4370 1.5

Madre de Dios 865000 1709 0.2Arequipa 385000 4090 1.1

Moquegua 40000 1111 2.8Tacna 120000 4116 3.4Loreto 1147000 41777 3.6Ucayali 1050000 43542 4.1Nacional 7609000 318854 4.2

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Ventajas:Ventajas:

– De acuerdo a los actuales clientes, el sabor y el aroma son los prinicplaes atractivos. También el De acuerdo a los actuales clientes, el sabor y el aroma son los prinicplaes atractivos. También el color.color.

– Las tendencias mundiales hacia lo étnico y el probar productos nuevos son una ventaja para la Las tendencias mundiales hacia lo étnico y el probar productos nuevos son una ventaja para la lúcuma.lúcuma.

– La parte industrial no aumenta no tiene un alto impacto en el costo de producción de derivados. Es La parte industrial no aumenta no tiene un alto impacto en el costo de producción de derivados. Es decir, daría igual procesar una lúcuma o un mango; por lo que se considera que los costos de decir, daría igual procesar una lúcuma o un mango; por lo que se considera que los costos de procesamientos no incrementan el precio comparándolo con otras frutas.procesamientos no incrementan el precio comparándolo con otras frutas.

– El árbol es rústico, tiene pocas plagas y enfermedades El árbol es rústico, tiene pocas plagas y enfermedades – Frutal semi caducifolio, adaptado desde el nivel del mar hasta los 2800 msnm.Frutal semi caducifolio, adaptado desde el nivel del mar hasta los 2800 msnm.– El cultivo de la lúcuma se adapta a diferentes clases de suelo, teniendo tolerancia media a la El cultivo de la lúcuma se adapta a diferentes clases de suelo, teniendo tolerancia media a la

salinidad. El ph óptimo de este es 7 (neutro). salinidad. El ph óptimo de este es 7 (neutro). – Este cultivo por sus características es posible de llevarlo de forma casi orgánica, con un mínimo Este cultivo por sus características es posible de llevarlo de forma casi orgánica, con un mínimo

indispensable de agroquímicos. indispensable de agroquímicos.

VENTAJAS Y DESVENTAJAS DE LA LÚCUMAVENTAJAS Y DESVENTAJAS DE LA LÚCUMA

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Desventajas:Desventajas:

– Producto caro: tiene baja productividad y altos costos de instalación porque se Producto caro: tiene baja productividad y altos costos de instalación porque se demora 4 a 5 años en entrar en producción (costo acumulado de instalación y demora 4 a 5 años en entrar en producción (costo acumulado de instalación y mantenimiento).mantenimiento). El costo final de producción por kilo repercute en su potencial precio El costo final de producción por kilo repercute en su potencial precio de venta.de venta.

– Heterogeneidad de producto: Eso también se debe a que los pequeños productores Heterogeneidad de producto: Eso también se debe a que los pequeños productores tienen pocas hectáreas con una alta diversidad genética, enfrenteda además a una tienen pocas hectáreas con una alta diversidad genética, enfrenteda además a una diversidad de limas y a tecnologías de manejo, que finalmente producen calidades diversidad de limas y a tecnologías de manejo, que finalmente producen calidades distintas. distintas.

– No está estandarizada la planta ni el producto cosechaNo está estandarizada la planta ni el producto cosechado. Los parámetros de do. Los parámetros de distinción entre distinción entre primera, segundaprimera, segunda y y tercerca, tercerca, varían.varían.

– El precio de la El precio de la pulpa ofrecido en los mercados internacionales, pulpa ofrecido en los mercados internacionales, es demasiado caro y es demasiado caro y elel cliente pierde intercliente pierde interéés.s.

– Falta de estrategias de promoción y difusión de la información por parte de Falta de estrategias de promoción y difusión de la información por parte de Prolúcuma. Prolúcuma.

– Falta de cantidad de hectáreas Falta de cantidad de hectáreas y estacionalidady estacionalidad hace difícil poder hace difícil poder programar los programar los volúmenes de exportaciónvolúmenes de exportación. .

– En verano la Lúcuma es muy rica amarilla pero en invierno cambia, En verano la Lúcuma es muy rica amarilla pero en invierno cambia, puede ofrecerpuede ofrecer 4 4 colores: blanquisca, blanca dulce, blanca desabrida y marronesca colores: blanquisca, blanca dulce, blanca desabrida y marronesca – los – los expertos expertos recomiendan que hay que agostar la planta y no dejar que la fruta salga en invierno.recomiendan que hay que agostar la planta y no dejar que la fruta salga en invierno.

VENTAJAS Y DESVENTAJAS DE LA LÚCUMA (CONT.)VENTAJAS Y DESVENTAJAS DE LA LÚCUMA (CONT.)

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Productividad de la Lúcuma en Condiciones Óptimas

0

5

10

15

20

25

1 2 3 4 5 6 7 8 9 10

Año

TM

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2.1 y 2.2 Identificar las características, nombres y ventajas de los derivados de la 2.1 y 2.2 Identificar las características, nombres y ventajas de los derivados de la Lúcuma. Lúcuma.

– Pulpa: producto libre de cutículas, cáscara y pepa. Se ha logrado hasta un 65% de Pulpa: producto libre de cutículas, cáscara y pepa. Se ha logrado hasta un 65% de rendimiento; dependiendo de la temporada. Conversion 2 a 1 de fruta a pulpa.rendimiento; dependiendo de la temporada. Conversion 2 a 1 de fruta a pulpa.

– Congelado: Congelado: trozos IQFtrozos IQF trozos congelado en bloquestrozos congelado en bloques pasta - de producciónpasta - de producción

– manual manual – mecánica.mecánica.

– Harina: Conversion de fruta fresca a harina es 5 a 1. Contiene Harina: Conversion de fruta fresca a harina es 5 a 1. Contiene humedad de 10% humedad de 10% máximo. Adecuadamente almacenado (cerrado herméticamente, en ambiente fresco, máximo. Adecuadamente almacenado (cerrado herméticamente, en ambiente fresco, seco y oscuro) puede durar hasta doce meses.seco y oscuro) puede durar hasta doce meses.

– Liofilizado: tiene un sabor más intenso que la harina y conserva el aroma. Conversion Liofilizado: tiene un sabor más intenso que la harina y conserva el aroma. Conversion de fruta fresca a liofilizado es 5 a 1 igual que para la harina. Es un producto con un de fruta fresca a liofilizado es 5 a 1 igual que para la harina. Es un producto con un mercado más específico; dado que es un poco complicado de utilizar. La mayoría de mercado más específico; dado que es un poco complicado de utilizar. La mayoría de sistemas agroindustriales para producir derivados lácteos (yogures y/o helados) sistemas agroindustriales para producir derivados lácteos (yogures y/o helados) utilizan pulpas de frutas congeladas. Su humedad final es de 4% máximo. utilizan pulpas de frutas congeladas. Su humedad final es de 4% máximo.

– Pulpa congelada: Pulpa congelada: congelada por el sistema de túnel por aire forzado, logrando una congelada por el sistema de túnel por aire forzado, logrando una temperatura estable de -18 °C. en el centro térmico del producto.temperatura estable de -18 °C. en el centro térmico del producto.

LA LÚCUMA Y SUS DERIVADOSLA LÚCUMA Y SUS DERIVADOS

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2.3 Hacer una evaluación de la producción de cada derivado.2.3 Hacer una evaluación de la producción de cada derivado.– En parte ha sido respondido en el punto 2.1 – 2.2. Más aún, los volúmenes producidos y exportados En parte ha sido respondido en el punto 2.1 – 2.2. Más aún, los volúmenes producidos y exportados

son aún muy pequeños y dispersos, para poder capitalizar sobre este tipo de evaluación. Ver son aún muy pequeños y dispersos, para poder capitalizar sobre este tipo de evaluación. Ver siguiente cuadrosiguiente cuadro

2.4 Hacer una evaluación de las propiedades químicas de cada derivado individual.2.4 Hacer una evaluación de las propiedades químicas de cada derivado individual.– No se tiene suficiente información para hacer este tipo de comparación, sin embargo en el siguiente No se tiene suficiente información para hacer este tipo de comparación, sin embargo en el siguiente

punto se describen algunas propiedades generales de cada derivado. punto se describen algunas propiedades generales de cada derivado.

2.5 Valor agregado en cada derivado.2.5 Valor agregado en cada derivado.– El valor agregado es un procesamiento simple dado que ya sea harina, liofilizado o pulpa se utilizan El valor agregado es un procesamiento simple dado que ya sea harina, liofilizado o pulpa se utilizan

como insumos para producir helados, yogurts; etc.como insumos para producir helados, yogurts; etc.– Por un lado ePor un lado el mercado prefiere harina dado que en el caso de los helados es ml mercado prefiere harina dado que en el caso de los helados es máás fácil adicionar s fácil adicionar

colorante y sabor estandarizado. colorante y sabor estandarizado. Además no necesita de una logística tan complicada.Además no necesita de una logística tan complicada.– El liofilizado tiene un sabor mEl liofilizado tiene un sabor máás intenso; al compararlo con la harina ésta pierde color, sabor y olor y s intenso; al compararlo con la harina ésta pierde color, sabor y olor y

tiene que se mezclado para poder obtener el producto deseado; sin embargo con liofilizado son tiene que se mezclado para poder obtener el producto deseado; sin embargo con liofilizado son pocas las propiedades fisicas que se pierden.pocas las propiedades fisicas que se pierden.

– El producto de mayor potencial parece ser el de pulpa congelada porque las empresas de derivados El producto de mayor potencial parece ser el de pulpa congelada porque las empresas de derivados lácteos está más acostumbrada a incorporar ese tipo de materia prima en su proceso.lácteos está más acostumbrada a incorporar ese tipo de materia prima en su proceso.

2.6 Equipamiento e infraestructura necesarios para la produccion de los distintos derivados2.6 Equipamiento e infraestructura necesarios para la produccion de los distintos derivados..– Se definió la maquinaria y equipo necesario para cada uno de los derivados exportados. La Se definió la maquinaria y equipo necesario para cada uno de los derivados exportados. La

consultora está introduciendo esta información para generar los flujos de caja respectivos. consultora está introduciendo esta información para generar los flujos de caja respectivos.

LA LÚCUMA Y SUS DERIVADOS (CONT.)LA LÚCUMA Y SUS DERIVADOS (CONT.)

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DESCRIPCIÓN 2,000 2,001 2,002 2,003 2,004 2,005 2,006 TotalCHOCOLATE 44,148 4,965 0 0 0 2 513 49,628CONGELADA 2,156 5,080 5 488 13,497 4 0 21,230FLAN 0 0 0 1,000 3,874 4,564 1,868 11,306FRESCA 994 387 3,613 43,702 11,951 1,054 6,477 68,178GALLETA 21,226 78,229 122,985 25,580 8,828 21,586 5,493 283,927HARINA 8,178 5,902 7,906 18,295 3,285 18,883 4,153 66,601HELADO 624 2 6 104 3,402 7,397 1,898 13,432MERMELADA 0 48 2,501 0 2,357 22 727 5,654OTROS 214 1,289 1,297 3,114 3,042 3,354 1,044 13,354PASTA 7 7,851 252 8,355 1,094 1,847 34 19,440POLVO 0 50 476 1,538 901 9,869 856 13,690PULPA 157 24,208 13,364 12,328 117,749 51,122 21,072 240,001PURE 0 8 21 540 9 7 1 585Total general 77,704 128,019 152,426 115,044 169,988 119,710 44,133 807,025Fuente: SUNAT

Elaborado por: PROLUCUMA

DESCRIPCIÓN 2,000 2,001 2,002 2,003 2,004 2,005 2,006 TotalCHOCOLATE 11,933 2,342 0 0 0 0 271 14,547CONGELADA 1,028 2,125 3 325 3,640 12 0 7,134FLAN 0 0 0 777 1,561 2,245 709 5,292FRESCA 672 217 1,898 17,010 4,151 506 2,522 26,977GALLETA 13,026 55,117 97,432 20,214 7,480 14,609 3,041 210,920HARINA 793 1,393 1,980 4,967 589 3,068 627 13,416HELADO 113 12 1 28 1,310 3,318 1,163 5,945MERMELADA 0 20 663 0 397 18 125 1,223OTROS 148 283 1,034 1,338 1,265 1,724 874 6,666PASTA 7 2,201 110 3,168 207 561 11 6,264POLVO 0 10 72 196 117 784 94 1,273PULPA 54 16,700 7,060 6,351 55,566 12,833 7,631 106,195PURE 0 12 8 180 9 6 5 220Total general 27,773 80,433 110,262 54,555 76,292 39,685 17,072 406,072Fuente: SUNAT

Elaborado por: PROLUCUMA

Cuadro N° 6: Evolución de las exportaciones de Lúcuma por Presentación (En Kg.) - Año 2000 a Marzo 2006

Cuadro N° 5: Evolución de las exportaciones de Lúcuma por Presentación (en US$ FOB) - Año 2000 a Junio 2006

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2.7 Capital de inversion y costos requeridos para la produccion de cada derivado2.7 Capital de inversion y costos requeridos para la produccion de cada derivado

– Precio de Lúcuma puesta en planta es Precio de Lúcuma puesta en planta es mínimo mínimo de S/. 1.50/kg. Hay empresas que de S/. 1.50/kg. Hay empresas que pagan en cualquier época S/. 2.00/kg. sólo por fruta de 4 a 6.5 cm. pagan en cualquier época S/. 2.00/kg. sólo por fruta de 4 a 6.5 cm. En algunas En algunas oportunidades oportunidades a los productores se les paga sa los productores se les paga sóólo S/. 1.45/kg. dependiendo del tamaño lo S/. 1.45/kg. dependiendo del tamaño de la fruta. Otras empresas llegan a pagar hasta S/. 2.7 -2.8; sin embargo en de la fruta. Otras empresas llegan a pagar hasta S/. 2.7 -2.8; sin embargo en temporada baja han llegado ha pagar hasta S/. 3.3.temporada baja han llegado ha pagar hasta S/. 3.3.

– Para procesar pulpa se descarta el 50% y sólo el otro 50% es producto terminado; es Para procesar pulpa se descarta el 50% y sólo el otro 50% es producto terminado; es decir el rendimiento es de 2 a 1 en pulpa.decir el rendimiento es de 2 a 1 en pulpa.

– Para pulpa, la inversion es mínima, la mano de obra no es cara para 200 cajas en un Para pulpa, la inversion es mínima, la mano de obra no es cara para 200 cajas en un dia (5 kgs, 1 ton. de prod. terminado) se necesitan 30 personas, todo es manual. dia (5 kgs, 1 ton. de prod. terminado) se necesitan 30 personas, todo es manual.

– Mano de obra, pulpear, congelar US$ 1.70 (Costo valor agregado S/. 4)Mano de obra, pulpear, congelar US$ 1.70 (Costo valor agregado S/. 4)– En resumen, los costos de producción es aproximadamente S/.6/kg.En resumen, los costos de producción es aproximadamente S/.6/kg.

LA LÚCUMA Y SUS DERIVADOS (CONT.)LA LÚCUMA Y SUS DERIVADOS (CONT.)

April 11, 2023April 11, 2023 1616

Gráfico N° 1: Evolución de las exportaciones de Lúcuma (US$ FOB)

Año 2,000 a Junio 2,006

0

20,000

40,000

60,000

80,000

100,000

120,000

140,000

160,000

180,000

2,000 2,001 2,002 2,003 2,004 2,005 2,006

US

$

Fuente: SUNAT

Elaboración: Prolúcuma

April 11, 2023April 11, 2023 1717

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

2,000 2,001 2,002 2,003 2,004 2,005 2,006

Gráfico N° 2: Principales presentaciones exportadas de la Lúcuma - Año 2000 a junio 2006

CHOCOLATE CONGELADA FLAN FRESCA GALLETA HARINA HELADO

MERMELADA OTROS PASTA POLVO PULPA PURE

Fuente: SUNAT

Elaboración: Prolúcuma

April 11, 2023April 11, 2023 1818

DERIVADOSDERIVADOS 20012001 20052005US$/KGUS$/KG US$/KGUS$/KG

PulpaPulpa 1.391.39 2.262.26HarinaHarina 4.114.11 6.096.09Embarque MixtoEmbarque Mixto 00 4.494.49PastaPasta 3.223.22 2.972.97CongeladaCongelada 2.292.29 00DulceDulce 4.064.06 2.472.47Al NaturalAl Natural 1.621.62 1.651.65Otras Presentaciones Otras Presentaciones 6.256.25 5.785.78Presentación No EspecificadaPresentación No Especificada 2.402.40 0 0

LISTADO DE DERIVADOS DE LÚCUMALISTADO DE DERIVADOS DE LÚCUMAY SUS PRECIOS DE EXPORTACIÓN UNITARIOSY SUS PRECIOS DE EXPORTACIÓN UNITARIOS

April 11, 2023April 11, 2023 1919

3.1 Se realizará un taller 3.1 Se realizará un taller (taller I) (taller I) participativo con los principales agentes participativo con los principales agentes vinculados al sector, que son parte de la cadena de valor de los productos vinculados al sector, que son parte de la cadena de valor de los productos derivados de la Lúcuma con el propósito de tomar en cuenta la problemática y derivados de la Lúcuma con el propósito de tomar en cuenta la problemática y la agenda actual para la selección de mercados. la agenda actual para la selección de mercados. – El taller se realizó por la mañana del día Martes 8 de Agosto de 2006. Particparon El taller se realizó por la mañana del día Martes 8 de Agosto de 2006. Particparon

agroindustriales, exportadpres, productoresagroindustriales, exportadpres, productores, asociados de Prolúcuma, asociados de Prolúcuma y técnicos y técnicos especialistas en el tema de lúcuma. especialistas en el tema de lúcuma.

3.2 Se hará un análisis de la información, documentación y bibliografía 3.2 Se hará un análisis de la información, documentación y bibliografía (publicaciones) disponible para determinar:(publicaciones) disponible para determinar:– La información científica y técnica de producción de lúcuma y sus derivados es La información científica y técnica de producción de lúcuma y sus derivados es

sumamente restringida, por no decir nula. Por ende, la mayoría de interpretaciones se sumamente restringida, por no decir nula. Por ende, la mayoría de interpretaciones se hicieron considerando las experiencias de los asistentes a los talleres.hicieron considerando las experiencias de los asistentes a los talleres.

3.2.1 Las formas y presentaciones más convenientes para la exportación de 3.2.1 Las formas y presentaciones más convenientes para la exportación de Lúcuma procesada. Lúcuma procesada.

Pulpa de Lúcuma CongeladaPulpa de Lúcuma Congelada Harina de LúcumaHarina de Lúcuma Liofilizado de LúcumaLiofilizado de Lúcuma

IDENTIFICACIÓN Y ANÁLISIS DE MERCADOS IDENTIFICACIÓN Y ANÁLISIS DE MERCADOS POTENCIALESPOTENCIALES

April 11, 2023April 11, 2023 2020

3.3 Se levantará información estadística confiable y desagregada. Esto incluirá precio FOB y 3.3 Se levantará información estadística confiable y desagregada. Esto incluirá precio FOB y CIF, volumen y destinos. CIF, volumen y destinos. – Precio de venta al público es de US$ 2.20 ó US$ 2.30/libra de pulpa. Es decir el precio Precio de venta al público es de US$ 2.20 ó US$ 2.30/libra de pulpa. Es decir el precio

por un kilogramo es de por un kilogramo es de unos unos US$ US$ 55. . – Hay productores que compran lúcuma de Noviembre a Febrero y lo vende en Hay productores que compran lúcuma de Noviembre a Febrero y lo vende en

Setiembre u Octubre; entonces se tiene Setiembre u Octubre; entonces se tiene un un costo de almacenamiento costo de almacenamiento en frío en frío adicional, adicional, de US$ 30 mensuales. de US$ 30 mensuales. El producto congelado dEl producto congelado dura hasta 1.5 años en ura hasta 1.5 años en almacen. almacen.

– Los costos involucrados son: costo de bajar el contenedor; almacenaje; comisiones de Los costos involucrados son: costo de bajar el contenedor; almacenaje; comisiones de venta y de crventa y de créédito; costo de bolsas y cajas; costo de transporte; exportación, costo de dito; costo de bolsas y cajas; costo de transporte; exportación, costo de FDA (riesgo no tarifario de hasta US$ 800); costo de FDA (riesgo no tarifario de hasta US$ 800); costo de “i“intensive ntensive search” en USA search” en USA (m(máás s de US$ 1,000 para ver si el contenedor contiene droga). En caso que el contenedor de US$ 1,000 para ver si el contenedor contiene droga). En caso que el contenedor queda en queda en ““holdhold”” hay que pagarle los gastos a la naviera porque el producto no se hay que pagarle los gastos a la naviera porque el producto no se puede bajar del barco. A veces la autorizacion del FDA se puede demorar mpuede bajar del barco. A veces la autorizacion del FDA se puede demorar máás de un s de un mes. En cargas secas se tiene más problemas que en cargas congeladas. En mes. En cargas secas se tiene más problemas que en cargas congeladas. En congelado se puede quedar la carga inmobilizada de 15 a 20 dcongelado se puede quedar la carga inmobilizada de 15 a 20 díías. as.

– No hay seguro contra las inspecciones No hay seguro contra las inspecciones - - el importador asume todos los costos.el importador asume todos los costos.– En un contenedor En un contenedor se pueden transportar dese pueden transportar de 4 a 5 4 a 5 TMTM de pulpa. de pulpa. Por lo general los Por lo general los

importadores compran producto importadores compran producto un mes un mes antesantes que se le acabe el contenedor anterior que se le acabe el contenedor anterior, , por lo que generalmente se tiene una rotación de por lo que generalmente se tiene una rotación de 3 a 4 meses. 3 a 4 meses.

– Aproximadamente Aproximadamente US$ 50,000 es el costo de un contenedor lleno de producto. El flete US$ 50,000 es el costo de un contenedor lleno de producto. El flete no tiene un impacto fuerte; en cambio el precio final si tiene gran impactono tiene un impacto fuerte; en cambio el precio final si tiene gran impacto en poder en poder acceder al mercado o no.acceder al mercado o no.

– Todos estos datos se incluirán en los flujos a desarrollar en el modelo financiero final.Todos estos datos se incluirán en los flujos a desarrollar en el modelo financiero final.

IDENTIFICACIÓN Y ANÁLISIS DE MERCADOS IDENTIFICACIÓN Y ANÁLISIS DE MERCADOS POTENCIALES (CONT.)POTENCIALES (CONT.)

April 11, 2023April 11, 2023 2121

Pulp-52.47Harina-13.35EmbMix-0Pasta-17.51Congld-11.33Dulce-2.45Al Natl-0.86Oth Presn-1.56Prsn NoSp-0.46

EXPORTACIONES DE DERIVADOS DE LÚCUMA - 2001EXPORTACIONES DE DERIVADOS DE LÚCUMA - 2001

April 11, 2023April 11, 2023 2222

Pulp-45.90Harina-19.13Emb Mix-16.09Pasta-2.83Congld-0Dulce-9.11Al Natl-1.65Oth Prsn-5.78Prsn NSp-0

EXPORTACIONES DE DERIVADOS DE LÚCUMA - 2005EXPORTACIONES DE DERIVADOS DE LÚCUMA - 2005

April 11, 2023April 11, 2023 2323

USA - 28JAPÓN - 17ESPAÑA 9OT-AMCAOT-UE-5OT-UE-0.5OTROS

EXPORTACIONES DE LÚCUMA A VARIOS PAÍSES EXPORTACIONES DE LÚCUMA A VARIOS PAÍSES EN UN AÑO TÍPICOEN UN AÑO TÍPICO

April 11, 2023April 11, 2023 2424

Tasa de Crecimiento Compuesto Anual Tasa de Crecimiento Compuesto Anual (TCCA) (TCCA) 2001-042001-04 2001-052001-05

TCCA de Ingresos por Exportaciones TCCA de Ingresos por Exportaciones 53.19% 53.19% 9.86% 9.86%TCCA de Exportaciones en Ton TCCA de Exportaciones en Ton 46.08%46.08% (6.14%)(6.14%)

ÍNDICE DE CRECIMIENTO DE LAS EXPORTACIONES ÍNDICE DE CRECIMIENTO DE LAS EXPORTACIONES DE LOS DERIVADOS DE LA LÚCUMADE LOS DERIVADOS DE LA LÚCUMA

April 11, 2023April 11, 2023 2525

0

0.5

1

1.5

2

2.5

3

3.5

4

2001 2002 2003 2004 2005

$/KG

PRECIOS PROMEDIO DE EXPORTACION PRECIOS PROMEDIO DE EXPORTACION DE LA LÚCUMA - $/KGDE LA LÚCUMA - $/KG

April 11, 2023April 11, 2023 2626

EXPORTACIONES PERUANAS DE JUGOS / CONCENTRADOS (Tm) (Proyección al 2008)

2001 2002 2003 2004 2005 2006 2007 2008

Varias pulpas *

3,244 3,321 3,892 4,359 4,882 5,467 6,124 6,859

Pulpa de Lucuma

3 1 16 64 320 480 800 960

Total 3,247 3,322 3,908 4,423 5,202 5,947 6,924 7,819

Source: ComexPeru

REVISIÓN DEL MERCADO ACTUAL Y PROYECTADOREVISIÓN DEL MERCADO ACTUAL Y PROYECTADO

April 11, 2023April 11, 2023 2727

EXPORTACIONES PERUANAS DE JUGOS / CONCENTRADOS (En

miles de dólares)

2001 2002 2003 2004 2005 2006 2007 2008

Varias Pulpas

6,488 6,642 7,784 8,718 9,764 10,935 12,247 13,717

Pulpa de Lúcuma

9 3 40 160 800 1,200 2,000 2,400

TOTAL 6,497 6,645 7,824 8,878 10,564 12,135 14,247 16,117

* Precios: US$ 2.5 lúcuma (del 2005) y US$ 2 promedio para otras pulpas ** 80% de la producción es proyectada para fines de exportación.

April 11, 2023April 11, 2023 2828

PRODUCCIÓN ESTIMADA DE PULPA DE LUCUMA (TM)

2001 2002 2003 2004 2005 2006 2007 2008

6 15 20 80 400 600 1,000 1,200

PARTICIPACIÓN ESTIMADA DE PROLUCUMA EN LAS EXPORTACIONES PERUANAS DE JUGOS / CONCENTRADOS

2001 2002 2003 2004 2005 2006 2007 2008

Participación de Prolucuma

En las exportaciones

de jugos / concentrados

0.12% 0.04% 0.41% 1.45% 6.15% 18.07% 11.55% 12.28%

*El porcentaje de participación de Prolucuma en las exportaciones de jugos/ concentrados es obtenida de la división de las exportaciones proyectadas de pulpa de lúcuma entre las exportaciones de Jugos/ Concentrados de todas las demás frutas.

April 11, 2023April 11, 2023 2929

3.3.1 Selección de una terna de los potenciales países/mercados donde el 3.3.1 Selección de una terna de los potenciales países/mercados donde el producto pueda ingresar exitosamente. producto pueda ingresar exitosamente.

El principal destino es EEUU; sin embargo han habido unas exportaciones a El principal destino es EEUU; sin embargo han habido unas exportaciones a Chile y Japón, el resto de la produccion se vende en el mercado localChile y Japón, el resto de la produccion se vende en el mercado local..

Se investigarán los usos más importantes del producto en USA y también las Se investigarán los usos más importantes del producto en USA y también las exportaciones chilenas (mercados y usos).exportaciones chilenas (mercados y usos).

A partir de las experiencias de exportaciones actuales, la consultora preparó A partir de las experiencias de exportaciones actuales, la consultora preparó expresamente una matriz para evaluar los mercados potenciales de manera expresamente una matriz para evaluar los mercados potenciales de manera participativa.participativa.

3.4 Se realizará una presentación y se elaborarán documentos informativos sobre 3.4 Se realizará una presentación y se elaborarán documentos informativos sobre los mercados seleccionados y los criterios utilizados para la selección de la los mercados seleccionados y los criterios utilizados para la selección de la terna de mercados. terna de mercados. – Se hizo una presentación en elSe hizo una presentación en el tallertaller I I y se discutieron los temas referidos en el y se discutieron los temas referidos en el

programa que se adjunta.programa que se adjunta.

IDENTIFICACIÓN Y ANÁLISIS DE MERCADOS IDENTIFICACIÓN Y ANÁLISIS DE MERCADOS POTENCIALES (CONT.)POTENCIALES (CONT.)

April 11, 2023April 11, 2023 3030

I.- Coordinación y Presentación de los Puntos a Discutir:I.- Coordinación y Presentación de los Puntos a Discutir: 9:10 am9:10 amII.- Discusión sobre el punto 1:II.- Discusión sobre el punto 1: 9:45 am9:45 am 1.1. ANÁLISIS DE LOS CULTIVOS DE LÚCUMA EXISTENTES Y SU PRODUCCIÓN:ANÁLISIS DE LOS CULTIVOS DE LÚCUMA EXISTENTES Y SU PRODUCCIÓN:1.11.1 Evaluar la extensión de tierras cultivadas y rendimientos de Lúcuma.Evaluar la extensión de tierras cultivadas y rendimientos de Lúcuma.1.21.2 Estimar el crecimiento de las áreas cultivadas y producción de Lúcuma en los últimosEstimar el crecimiento de las áreas cultivadas y producción de Lúcuma en los últimos diez añosdiez años1.31.3 Estimar el costo de producción de Lúcuma.Estimar el costo de producción de Lúcuma.1.41.4 Estimar el crecimiento del área de cultivo contra el incremento de rendimiento por Estimar el crecimiento del área de cultivo contra el incremento de rendimiento por

hectárea.hectárea. III.- Coffee Break:III.- Coffee Break: 11:15 am11:15 amIV.- Discusión sobre el punto 2:IV.- Discusión sobre el punto 2: 11:45 am11:45 am 2.2. LÚCUMA Y SUS DERIVADOSLÚCUMA Y SUS DERIVADOS2.12.1 Identificar las características y ventajas de los derivados de la Lúcuma.Identificar las características y ventajas de los derivados de la Lúcuma.2.22.2 Hacer una evaluación de la producción y propiedades químicas de cada derivado Hacer una evaluación de la producción y propiedades químicas de cada derivado

individual.individual.2.32.3 Valor agregado en cada derivado.Valor agregado en cada derivado.2.42.4 Equipamiento e infraestructura necesarios para la producción de los distintos derivados.Equipamiento e infraestructura necesarios para la producción de los distintos derivados.2.52.5 Capital de inversión y costos requeridos para la producción de cada derivado.Capital de inversión y costos requeridos para la producción de cada derivado.

V.- Conclusiones:V.- Conclusiones: 1:00 pm1:00 pm

PROGRAMAPROGRAMA DEL TALLER I DEL TALLER I

April 11, 2023April 11, 2023 3131

4.1 Resultados del taller previo. 4.1 Resultados del taller previo.

– Como resultados iniciales se expuso la información obtenida en una reunión Como resultados iniciales se expuso la información obtenida en una reunión de trabajo que se estableció el 13 de Julio, en las instalaciones del AGAP y de trabajo que se estableció el 13 de Julio, en las instalaciones del AGAP y Prolúcuma con los directivos de dicha institución, así como con la presencia Prolúcuma con los directivos de dicha institución, así como con la presencia de representantes de Prompex y de la empresa Liofilizadora del Pacífico.de representantes de Prompex y de la empresa Liofilizadora del Pacífico.

– En dicha reunión se le encargó a la consultora que estudiara las En dicha reunión se le encargó a la consultora que estudiara las posibilidades posibilidades de mercado de mercado con los fabricantes de helados, yogurt, cereales y con los fabricantes de helados, yogurt, cereales y milk-shake en milk-shake en los países seleccionadoslos países seleccionados..

– En el taller II sEn el taller II se hizo una presentación y se discutieron los temas referidos e hizo una presentación y se discutieron los temas referidos en el programa que se adjunta.en el programa que se adjunta.

– En el taller II se contó con la presencia de productores, asociados a En el taller II se contó con la presencia de productores, asociados a Prolúcuma, exportadores, industriales y técnicos especialistas en el tema de Prolúcuma, exportadores, industriales y técnicos especialistas en el tema de producción de lúcuma.producción de lúcuma.

SELECCIÓN DE UN MERCADO OBJETIVOSELECCIÓN DE UN MERCADO OBJETIVO

April 11, 2023April 11, 2023 3232

No. Empresa Representante Asistencia1 Frigorifico esmeralda Hugo Valdez Osorio Asistió2 NISA Gastón Urbina No asistió3 NISA Javier Delgado No asistió4 MINAG Jorge Amaya No asistió5 INIA Willy Daga Asistió6 AGAP Sandro Farfan No asistió7 Belmont Foods Juan Daniel Payet Asistió8 Liofilizadora del Pacifico Lorena Olavarria Asistió9 Prolucuma Huaral - Presi Ing. Luis Enrique Olivares Alegria Asistió

10 Prolucuma Huaral - VicePresi Abraham Salinas Asistió11 Prolucuma Huaral - Secretario Guillermo Suarez Toledo Asistió12 Prompex Juan Carlos Mandujano No asistió13 Representante del Senor Jaime Zignago Valentin Garcia No asistió14 Inmobiliaria Gallos SA Gonzalo Roselló No asistió15 El Lúcumo Telésforo Sojo Sullón Asistió16 El Lúcumo Maria Barreto Grundel No asistió17 El Lúcumo Stefan Bederski Fischer No asistió18 ACM Tony Salas Asistió19 ACM Gisela Camminati Asistió20 ACM Cesar Paredes Asistió21 ACM Rosario Alva Asistió22 Tiara Trevor Norris Asistió

ASISTENTES A LOS TALLERES I Y IIASISTENTES A LOS TALLERES I Y II

April 11, 2023April 11, 2023 3333

4.2 4.2 Elaboración de material de trabajo e informativo para los participantes de este Elaboración de material de trabajo e informativo para los participantes de este taller decisivo. taller decisivo. – Ver Programa del Taller IIVer Programa del Taller II

4.34.3 Coordinaciones logísticas para la realización del taller Coordinaciones logísticas para la realización del taller – Taller II realizado de 2-6 pm en el Hotel Basquiat Inn ubicado en Av. Dos de Taller II realizado de 2-6 pm en el Hotel Basquiat Inn ubicado en Av. Dos de

Mayo 1421 (alt. Cdra. 14 Javier Prado Oeste)Mayo 1421 (alt. Cdra. 14 Javier Prado Oeste)

4.44.4 Identificación y convocatoria a los principales agentes del sector. Identificación y convocatoria a los principales agentes del sector.– Ver lista de Participantes y AsistentesVer lista de Participantes y Asistentes

4.54.5 Presentación de una terna de los potenciales países/mercados a exportar y el Presentación de una terna de los potenciales países/mercados a exportar y el análisis que condujo a su selección. análisis que condujo a su selección. – Ver Matriz Resultado del Taller IIVer Matriz Resultado del Taller II

4.64.6 Selección del mercado objetivo al cual se orientará el plan de acción. Selección del mercado objetivo al cual se orientará el plan de acción. – Ver Matriz Resultado del Taller IIVer Matriz Resultado del Taller II

SELECCIÓN DE UN MERCADO OBJETIVO (CONT.)SELECCIÓN DE UN MERCADO OBJETIVO (CONT.)

April 11, 2023April 11, 2023 3434

I.- Coordinación y Presentación de los Puntos a Discutir: I.- Coordinación y Presentación de los Puntos a Discutir: 2:05 pm2:05 pm II.- Discusión sobre el punto 3:II.- Discusión sobre el punto 3: 2:15 pm2:15 pm 3.3. IDENTIFICACIÓN Y ANÁLISIS DE MERCADOS POTENCIALESIDENTIFICACIÓN Y ANÁLISIS DE MERCADOS POTENCIALES3.13.1 Se hará un análisis de la información, documentación y bibliografía (publicaciones)Se hará un análisis de la información, documentación y bibliografía (publicaciones) relevante disponible para determinar las formas y presentaciones más convenientesrelevante disponible para determinar las formas y presentaciones más convenientes (pulpa, harina, etc.) para la exportación de Lúcuma procesada.(pulpa, harina, etc.) para la exportación de Lúcuma procesada.3.23.2 Se levantará información estadística confiable y desagregada. Esto incluirá precioSe levantará información estadística confiable y desagregada. Esto incluirá precio FOBFOB y CIF, volumen y destinos.y CIF, volumen y destinos.3.33.3 Selección de una terna de los potenciales países/mercados donde el producto puedaSelección de una terna de los potenciales países/mercados donde el producto pueda ingresar exitosamente – definición de criterios críticos.ingresar exitosamente – definición de criterios críticos.

IIIIII..- Coffee Break:- Coffee Break: 2:45 pm2:45 pm IV.- Discusión sobre el punto 4:IV.- Discusión sobre el punto 4: 3:00 pm3:00 pm 44.. SELECCIÓN DE UN MERCADO OBJETIVOSELECCIÓN DE UN MERCADO OBJETIVOSeleccionar entre la terna de candidatos definida cual será el (los) mercado(s) objetivo para Seleccionar entre la terna de candidatos definida cual será el (los) mercado(s) objetivo para la elaboración del plan de acción de exportación de Lúcumala elaboración del plan de acción de exportación de Lúcuma, utilizando una cartilla-matriz , utilizando una cartilla-matriz elaborada por TIARA y ACM.elaborada por TIARA y ACM. V.- Conclusiones y Clausura:V.- Conclusiones y Clausura: 5:30 pm5:30 pm

PROGRAMAPROGRAMA DEL TALLER II DEL TALLER II

April 11, 2023April 11, 2023 3535

Desarrollo de unDesarrollo de una matriz con una matriz con un sistema de puntaje que tome en sistema de puntaje que tome en consideración los siguientes parámetros:consideración los siguientes parámetros:

Opinión y percepción del cliente sobre el producto.Opinión y percepción del cliente sobre el producto. Segmentación del mercado basado en: Segmentación del mercado basado en:

Nivel de IngresosNivel de Ingresos Diversidad ÉtnicaDiversidad Étnica Ubicación GeográficaUbicación Geográfica

Actual demanda del mercado para los derivados de lúcuma o Actual demanda del mercado para los derivados de lúcuma o productos similares como frutas tropicales y pulpas.productos similares como frutas tropicales y pulpas.

Sistema existente para la tasación de productos similares a la lúcuma.Sistema existente para la tasación de productos similares a la lúcuma. Elasticidad de la demanda para lúcuma, sus derivados y productos Elasticidad de la demanda para lúcuma, sus derivados y productos

similares.similares.

Definición Definición de la distinta ponderación de cada una de las variables/factores de la distinta ponderación de cada una de las variables/factores presentados para la spresentados para la selección del mercado ideal para desarrollar el plan de elección del mercado ideal para desarrollar el plan de acción.acción.

ELEMENTOS DE IDENTIFICACIÓN YCRITERIO DE ANÁLISIS PARA EL MERCADO POTENCIAL

April 11, 2023April 11, 2023 3636

USA JAPÓN UK FRANCIA ALEMANIA ESPAÑA COREA

POBLACIÓN (MILLONES DE HABITANTES) 294.49 127.78 60.57 60.64 82.71 40.4814 49.08

TAMAÑO DE LA ECONOMÍA - PBI (US$ BILLONES) 11,483 3,603 1,727 1,683 2,293 921 675

PBI PER CAPITA (US$) 38,994 28,196 28,513 27,759 27,720 22,758 13,746

SEGMENTACIÓN DEL NIVEL DE INGRESOS

POBLACIÓN CON INGRESOS MAYORES A US$ 200K 2.25% 1.50% 1.00% 0.75% 1.25% 0.15% 0.10%

POBLACIÓN CON INGRESOS ENTRE US$ 150k & US$ 200K 2.50% 1.85% 1.15% 0.90% 1.40% 0.55% 0.25%

POBLACIÓN CON INGRESOS ENTRE US$ 100K & US$ 150K 8.50% 4.95% 3.50% 3.25% 3.75% 1.37% 0.75%



POBLACIÓN CON INGRESOS MENORES A US$ 25K 21.15% 22.72% 41.00% 46.30% 41.00% 52.00% 74.68%

POBLACIÓN CON INGRESOS MAYORES A US$ 50K 62.42% 62.16% 41.30% 32.04% 42.75% 24.48% 25.32%

DEMANDA DE MERCADO PARA HELADO (US$ MM) 5,292 2,296 1,088 1,090 1,486 727 882

DEMANDA DE MERCADO PARA YOGURT (US$ MM) 7,056 3,061 1,451 1,453 1,982 970 1,176

TAMAÑO DE MERCADO PARA OTROS PRODUCTOS (US$ MM) 1,235 536 254 254 347 170 206

TAMAÑO DE MERCADO PARA SABORES DE HELADO Y YOGURT 1,358 589 279 280 381 187 226

(10% DEL MERCADO DE HELADO/YOGURT)

PERCEPCIÓN DEL SABOR DE LA LÚCUMA 30% 45% 25% 35% 37% 60% 75%

ACTITUD FAVORABLE DEL CONSUMIDOR 35% 55% 35% 45% 47% 70% 85%

EVALÚE EL SISTEMA DE PRICING EXISTENTE

NIVELES DE PRECIO Y MÁRGENES 7.50 8.50 7.25 7.10 7.60 6.00 7.25

COSTO DE PROMOCIÓN PARA LLEGAR AL CONSUMIDOR 5.00 4.00 4.00 3.00 4.00 5.00 8.00

FACILIDAD DE ACCESO A RED DE DISTRIB. DE LOS FABRICANTES DE HELADO Y YOGURT 7.00 5.00 6.25 5.00 6.00 6.00 6.50

FLETE 9.00 5.00 4.00 4.00 4.00 5.00 5.00

ARANCELES 10.00 8.00 7.00 7.00 7.00 7.00 8.00

BARRERAS NO ARANCELARIAS (FDA, POLÍTICAS, NOVEL FOODS, CERTIFC. ETC.) 8.50 8.50 5.50 5.50 5.50 5.50 9.00

VENTAS ACTUALES DE LÚCUMA Y SUS DERIVADOS (US$ MM) 0.04 0.02 - - - - -

DEMANDA POTENCIAL DE LÚCUMA Y SUS DERIVADOS (US$ MM) 13.58 15.31 7.26 7.26 9.91 4.85 5.88

VALOR DEL 2% DE PARTICIPACIÓN DE MERCADO (US$) 27.17 30.61 14.51 14.53 19.82 9.70 11.76

VARIABLES NORMALIZADAS PONDER. (0 - 25)

PBI PER CAPITA 1.00 0.72 0.73 0.71 0.71 0.58 0.35

NIVEL DE INGRESOS SOBRE US$ 50K 1.00 1.00 0.66 0.51 0.68 0.39 0.41

TAMAÑO DEL MERCADO PARA HELADO 1.00 0.43 0.21 0.21 0.28 0.14 0.17

TAMAÑO DEL MERCADO PARA YOGURT 1.00 0.43 0.21 0.21 0.28 0.14 0.17

SEGMENTO DE MERCADO PARA OTROS PRODUCTOS 1.00 0.43 0.21 0.21 0.28 0.14 0.17

SEGMENTO DE MERCADO PARA SABORES 1.00 0.43 0.21 0.21 0.28 0.14 0.17

ACTITUD FAVORABLE DEL CONSUMIDOR 0.41 0.65 0.41 0.53 0.55 0.82 1.00

PRICING EN EL MERCADO 0.88 1.00 0.85 0.84 0.89 0.71 0.85

COSTO DE PROMOCIÓN 0.63 0.50 0.50 0.38 0.50 0.63 1.00

ACCESO A LA DISTRIBUCIÓN 1.00 0.71 0.89 0.71 0.86 0.86 0.93

FLETE 1.00 0.56 0.44 0.44 0.44 0.56 0.56

ARANCELES 1.00 0.80 0.70 0.70 0.70 0.70 0.80

BARRERAS NO TARIFARIAS (FDA, POLÍTICAS, NOVEL FOODS, ETC.) 0.94 0.94 0.61 0.61 0.61 0.61 1.00

DEMANDA ACTUAL DE LÚCUMA Y SUS DERIVADOS 1.00 0.54 - - - - -

DEMANDA POTENCIAL DE LÚCUMA Y SUS DERIVADOS 0.89 1.00 0.47 0.47 0.65 0.32 0.38

VALOR DEL 2% DE PARTICIPACIÓN DE MERCADO 0.89 1.00 0.47 0.47 0.65 0.32 0.38

PUNTAJE DE LOS PAISES RESPECTIVOS 272.86 184.44 120.19 114.55 129.33 119.70 145.45

CRITERIOS PARA LA SELECCIÓN DEL MERCADO - LÚCUMA

ORDENE LOS PAISES SEGÚN LOS SIGUIENTES CRITERIOS

April 11, 2023April 11, 2023 3737

PAISES USA JAPÓN UK FRANCIA ALEMANIA ESPAÑA COREA

VARIABLES NORMALIZADASPONDER. (0 -

25)

PBI PER CAPITA 18.5 1.00 0.72 0.73 0.71 0.71 0.58 0.35

NIVEL DE INGRESOS SOBRE US$ 50K 17.9 1.00 1.00 0.66 0.51 0.68 0.39 0.41

TAMAÑO DEL MERCADO PARA HELADO 17.4 1.00 0.43 0.21 0.21 0.28 0.14 0.17

TAMAÑO DEL MERCADO PARA YOGURT 3.8 1.00 0.43 0.21 0.21 0.28 0.14 0.17

SEGMENTO DE MERCADO PARA OTROS PRODUCTOS 16.6 1.00 0.43 0.21 0.21 0.28 0.14 0.17

SEGMENTO DE MERCADO PARA SABORES 20.3 1.00 0.43 0.21 0.21 0.28 0.14 0.17

ACTITUD FAVORABLE DEL CONSUMIDOR 10.5 0.41 0.65 0.41 0.53 0.55 0.82 1.00

PRICING EN EL MERCADO 12.5 0.88 1.00 0.85 0.84 0.89 0.71 0.85

COSTO DE PROMOCIÓN 20.9 0.63 0.50 0.50 0.38 0.50 0.63 1.00

ACCESO A LA DISTRIBUCIÓN 22.0 1.00 0.71 0.89 0.71 0.86 0.86 0.93

FLETE 8.5 1.00 0.56 0.44 0.44 0.44 0.56 0.56

ARANCELES 10.4 1.00 0.80 0.70 0.70 0.70 0.70 0.80

BARRERAS NO TARIFARIAS (FDA, POLÍTICAS, NOVEL FOODS, ETC.) 22.5 0.94 0.94 0.61 0.61 0.61 0.61 1.00

DEMANDA ACTUAL DE LÚCUMA Y SUS DERIVADOS 17.9 1.00 0.54 - - - - -

DEMANDA POTENCIAL DE LÚCUMA Y SUS DERIVADOS 22.1 0.89 1.00 0.47 0.47 0.65 0.32 0.38

(VALOR DEL 2% DE PARTICIPACIÓN DE MERCADO)

PUNTAJE DE LOS PAISES RESPECTIVOS 235.47 166.02 114.49 105.96 120.11 108.23 129.82

Países Seleccionados

Variables a Ponderar - cuáles son las más importantes, las que determinarán si debo escoger a un país específico para para definir mi estrategia de penetración de mercado...

MATRIZ DE RESULTADOS – TALLER II

April 11, 2023April 11, 2023 3838

El Proyecto deberá incluir los siguientes temas de análisis:

Se deberá promover la homogenizacion en los conceptos de calidad de producto, a partir de normativas de estandarizacion de producto – que significa “calidad” – y de la información de documentos técnicos del cultivo.

Necesidad de un interlocutor (Prolúcuma) que pueda implementar las estrategias que el proyecto finalmente defina. Prolúcuma no muestra aún las capacidades para poder cumplir con ese papel – hay necesidad de fortalecer sus capacidades institucionales.

La lúcuma es un producto “caro” comparado con los precios de otros frutales, dado que tiene baja produccion por hectarea – el proyecto deberá plantear a qué precio se puede ofrecer el producto si se incrementa sus rendimientos. El precio en el mercado internacional de pulpas congeladas sí se considera un “deal braker”.

Se definieron seis factores claves para la toma de decision del mercado los cuales señalan a USA y Japón como principales paises para comercializar los derivados de lúcuma y éstos serán tomados en cuenta para el plan de acceso.

Para que el proyecto sea efectivo, se deberá plantear políticas públicas vinculadas a la promocion de la inversion privada.

Se acordó que los participantes completaran los datos económicos para elaborar los flujos de caja respectivos a producción de campo, planta y agroexportación industrial.

CONCLUSIONESCONCLUSIONES

LUCUMA EXPORT MARKET - USALUCUMA EXPORT MARKET - USA

PHASES II & III REPORTPHASES II & III REPORT

April 11, 2023April 11, 2023 4040

TARIFF ISSUESTARIFF ISSUES

U.S.-Peru Trade Promotion Agreement (USPTA), U.S.-Peru Trade Promotion Agreement (USPTA), Andean Trade Promotion and Drug Eradication Act (ATPDEA), Andean Trade Promotion and Drug Eradication Act (ATPDEA),

The Free Trade Agreement (FTA)/Trato del Libre Comercio (TLC):The Free Trade Agreement (FTA)/Trato del Libre Comercio (TLC):

– Presently there are no tariffs on products such as Lucuma from Peru. Although Peru Presently there are no tariffs on products such as Lucuma from Peru. Although Peru and the United States have negotiated a holistic free trade agreement (FTA/TLC), as of and the United States have negotiated a holistic free trade agreement (FTA/TLC), as of December 2006 it has not been fully ratified by both countries for unrelated internal December 2006 it has not been fully ratified by both countries for unrelated internal political reasons which occurred in both countries since its negotiation.political reasons which occurred in both countries since its negotiation.

– Nonetheless, exports from Peru are currently tariff free due to the ongoing Andean Nonetheless, exports from Peru are currently tariff free due to the ongoing Andean Trade Promotion and Drug Eradication Act (ATPDEA) which is due to expire at the end Trade Promotion and Drug Eradication Act (ATPDEA) which is due to expire at the end of 2006.of 2006.

– Due to the election results in the USA of November 2006, which changed the majority Due to the election results in the USA of November 2006, which changed the majority in the US Senate and House of Representatives to the Democrat Party, the future of in the US Senate and House of Representatives to the Democrat Party, the future of the ratification process of the Free Trade Agreement (FTA/TLC) is unclear. the ratification process of the Free Trade Agreement (FTA/TLC) is unclear.

– However, it is likely (and assumed for this report) that either the ATPDEA will be However, it is likely (and assumed for this report) that either the ATPDEA will be extended (likely) or the Free Trade Agreement will be ratified prior to the swearing-in extended (likely) or the Free Trade Agreement will be ratified prior to the swearing-in of the new Democrat Majority (possible) or the new U.S. Congress will ratify it of the new Democrat Majority (possible) or the new U.S. Congress will ratify it immediately (unlikely).immediately (unlikely).

– Should there be no preferential trade agreement in force, many of the Should there be no preferential trade agreement in force, many of the assumptions, particularly those dependent to pricing must be reconsidered.assumptions, particularly those dependent to pricing must be reconsidered.

– As an “exotic” product, the absence of a trade agreement would affect Lucuma much As an “exotic” product, the absence of a trade agreement would affect Lucuma much less than other Peruvian Exports (such as cotton garments).less than other Peruvian Exports (such as cotton garments).

April 11, 2023April 11, 2023 4141

FDA REGULATIONSFDA REGULATIONS

Food & Drug Administration (FDA) regulations:Food & Drug Administration (FDA) regulations:

– The The Public Health Security and Bioterrorism Preparedness and Public Health Security and Bioterrorism Preparedness and Response Act of 2002Response Act of 2002 requires domestic and foreign facilities that requires domestic and foreign facilities that manufacture, process, pack, or hold food for human or animal consumption manufacture, process, pack, or hold food for human or animal consumption in the U.S. to register with the FDA.in the U.S. to register with the FDA.

– Under the same Bioterrorism Act, foreign companies are required to submit Under the same Bioterrorism Act, foreign companies are required to submit Prior Notice to the FDA before food is imported or offered for import into the Prior Notice to the FDA before food is imported or offered for import into the U.S.U.S.

April 11, 2023April 11, 2023 4242

USE OF DIFFERENT FORMS OF LUCUMA USE OF DIFFERENT FORMS OF LUCUMA IN DIFFERENT SEGMENTSIN DIFFERENT SEGMENTS

Processed lucuma are used as raw materials for the food industry, as Processed lucuma are used as raw materials for the food industry, as well as the foodservice industry:well as the foodservice industry:

1.1. frozen lucuma pulp & fruit chunks: pulped and frozen - used as an frozen lucuma pulp & fruit chunks: pulped and frozen - used as an ingredient for ice-cream, yogurt, juices, cocktails, various desserts, jams, ingredient for ice-cream, yogurt, juices, cocktails, various desserts, jams, sweet fillings, and confectionerysweet fillings, and confectionery

2.2. lucuma “coulis” sauce: used as ice-cream sauce/topping and decoration of lucuma “coulis” sauce: used as ice-cream sauce/topping and decoration of dishes - would mainly be used by the foodservice industrydishes - would mainly be used by the foodservice industry

3.3. aseptic or sterilized lucuma pulp (bag-in-box pack): does not require aseptic or sterilized lucuma pulp (bag-in-box pack): does not require refrigeration - used as a raw material in dessert, yogurt and ice-creamrefrigeration - used as a raw material in dessert, yogurt and ice-cream

4.4. thick lucuma “filling”: sweetened product - used directly as a filling for thick lucuma “filling”: sweetened product - used directly as a filling for doughnuts, cookies, waffles, truffles, etc. doughnuts, cookies, waffles, truffles, etc.

5.5. lucuma purée: for direct consumption, marketed through supermarkets, lucuma purée: for direct consumption, marketed through supermarkets, especially as a baby and children’s foodespecially as a baby and children’s food

6.6. dried lucuma (chunks or flour): used as a raw material for ice-cream, cereal dried lucuma (chunks or flour): used as a raw material for ice-cream, cereal mixes (muesli), and desserts in generalmixes (muesli), and desserts in general

April 11, 2023April 11, 2023 4343

POTENTIAL MARKET SEGMENTSPOTENTIAL MARKET SEGMENTS

Ice creamIce cream

YogurtYogurt

Flavored milk & milkshakesFlavored milk & milkshakes

Sweet spreadsSweet spreads

ConfectioneryConfectionery

Bread & bakery productsBread & bakery products

Breakfast cerealBreakfast cereal

Foodservice & restaurantsFoodservice & restaurants

April 11, 2023April 11, 2023 4444

INDUSTRY COMMERCIAL EVENTS IN USAINDUSTRY COMMERCIAL EVENTS IN USA

Americas Food & Beverage Show & Conference in Miami, FL – November 8~10, 2006Americas Food & Beverage Show & Conference in Miami, FL – November 8~10, 2006 National Ice Cream Retailers Convention in Savannah, GA – November 8~11, 2006National Ice Cream Retailers Convention in Savannah, GA – November 8~11, 2006 Expo Comida Latina in New York, NY – November 14~15, 2006Expo Comida Latina in New York, NY – November 14~15, 2006 Dairy Forum in Orlando, FL – January 14~17, 2007Dairy Forum in Orlando, FL – January 14~17, 2007 Winter Int’l Fancy Food & Confection Show in San Francisco, CA – January 21~23, 2007Winter Int’l Fancy Food & Confection Show in San Francisco, CA – January 21~23, 2007 World Ag Expo in Tulare, CA – February 14~16, 2007World Ag Expo in Tulare, CA – February 14~16, 2007 North America Pizza & Ice Cream Show in Columbus, OH – February 25~26, 2007North America Pizza & Ice Cream Show in Columbus, OH – February 25~26, 2007 Western Candy Conference in San Diego, CA – March 21~25, 2007Western Candy Conference in San Diego, CA – March 21~25, 2007 SupplySide East Show in Secaucus, NJ – April 30~May 2, 2007SupplySide East Show in Secaucus, NJ – April 30~May 2, 2007 Spring International Fancy Food & Confection Show in Chicago, IL – May 6~8, 2007Spring International Fancy Food & Confection Show in Chicago, IL – May 6~8, 2007 Dairy-Deli-Bake Seminar & Expo in Anaheim, CA – June 3~5, 2007Dairy-Deli-Bake Seminar & Expo in Anaheim, CA – June 3~5, 2007 Summer Int’l Fancy Food & Confection Show in New York, NY – July 8~10, 2007Summer Int’l Fancy Food & Confection Show in New York, NY – July 8~10, 2007 American Bakery Expo in Las Vegas, NV – September 8~10, 2007American Bakery Expo in Las Vegas, NV – September 8~10, 2007 National Confectioners Assoc. All Candy Expo in Chicago, IL – September 17~19, 2007National Confectioners Assoc. All Candy Expo in Chicago, IL – September 17~19, 2007 World Dairy Expo in Madison, WI – October 2~6, 2007World Dairy Expo in Madison, WI – October 2~6, 2007 International Baking Industry Expo in Orlando, FL – October 7~10, 2007International Baking Industry Expo in Orlando, FL – October 7~10, 2007 Worldwide Food Expo in Chicago, IL – October 24~27, USAWorldwide Food Expo in Chicago, IL – October 24~27, USA

April 11, 2023April 11, 2023 4545

DEMAND FOR SIMILAR PRODUCTSDEMAND FOR SIMILAR PRODUCTS

MangoesMangoes

PeachesPeaches

StrawberriesStrawberries

OthersOthers

April 11, 2023April 11, 2023 4646

RANKING OF ICE CREAM FLAVORINGS IN USARANKING OF ICE CREAM FLAVORINGS IN USA

A survey ranked ice cream eating preferences among Americans, and A survey ranked ice cream eating preferences among Americans, and the percentage of respondents favoring each flavor. the percentage of respondents favoring each flavor.

RankRank Flavor Flavor Percent Percent

1. 1. Vanilla Vanilla 29.0% 29.0%

2. 2. Chocolate Chocolate 8.9% 8.9%

3. 3. Strawberry Strawberry 5.3% 5.3%

4. 4. Butter Pecan Butter Pecan 5.3% 5.3%

5. 5. Neapolitan Neapolitan 4.2% 4.2%

6. 6. Chocolate chip Chocolate chip 3.9% 3.9%

7. 7. French vanilla French vanilla 3.8% 3.8%

8. 8. Cookies 'n' cream Cookies 'n' cream 3.6% 3.6%

9. 9. Fudge ripple Fudge ripple 2.6% 2.6%

10. 10. Praline Praline 1.7% 1.7%

Source: International Ice Cream AssociationSource: International Ice Cream Association

April 11, 2023April 11, 2023 4747

ICE CREAM STATISTICS FOR THEICE CREAM STATISTICS FOR THE UNITED STATES - I UNITED STATES - I

Total U.S. production of ice cream and related frozen desserts in 2004 Total U.S. production of ice cream and related frozen desserts in 2004 amounted to about 1.6 billion gallons, translating to about 21.5 quarts amounted to about 1.6 billion gallons, translating to about 21.5 quarts per person. per person.

Total US Production of Frozen Desserts (Hard & Soft) in Million GallonsTotal US Production of Frozen Desserts (Hard & Soft) in Million Gallons

Regular Low & Nonfat FrozenRegular Low & Nonfat Frozen Water Other Frozen Total Frozen Water Other Frozen Total Frozen Ice Cream Ice CreamIce Cream Ice Cream Yogurt Yogurt Sherbet Ices Dairy Products Products Sherbet Ices Dairy Products Products1999 972.2 1999 972.2 421.1 90.9 54.5 70.3 13.9 1622.8421.1 90.9 54.5 70.3 13.9 1622.82000 979.6 2000 979.6 404.1 94.5 51.9 65.8 11.6 1607.6 404.1 94.5 51.9 65.8 11.6 1607.62001 970.1 2001 970.1 402.6 52.6 64.4 71.2 10.5 1571.4402.6 52.6 64.4 71.2 10.5 1571.42002 1005.0 2002 1005.0 359.6 70.8 57.0 67.6 8.7 1568.6359.6 70.8 57.0 67.6 8.7 1568.62003 1015.1 2003 1015.1 373.9 68.0 56.2 67.5 7.9 1588.6373.9 68.0 56.2 67.5 7.9 1588.6% 2002-3 1.0% 3.8% -4.0% -1.4% -0.0% -9.3% 1.3%% 2002-3 1.0% 3.8% -4.0% -1.4% -0.0% -9.3% 1.3%

In 2004, total U.S. sales of ice cream and frozen desserts reached In 2004, total U.S. sales of ice cream and frozen desserts reached $21.4 billion. Of that total, $8.1 billion was spent on products for "at $21.4 billion. Of that total, $8.1 billion was spent on products for "at home" consumption, while $13.3 billion was spent on "away from home" consumption, while $13.3 billion was spent on "away from home" frozen dessert purchases (scoop shops, foodservice and other home" frozen dessert purchases (scoop shops, foodservice and other retail sales outlets.)retail sales outlets.)

April 11, 2023April 11, 2023 4848

Per Capita ICE CREAM STATISTICS FOR THEPer Capita ICE CREAM STATISTICS FOR THE UNITED STATES - II UNITED STATES - II

YearRegular Ice Regular Ice Cream (lbs)Cream (lbs)

Reduced Fat Ice Cream (lbs) Sherbet (lbs)Sherbet (lbs)

Other Frozen Other Frozen Products (lbs)Products (lbs)

1995 15.5 7.4 1.3 4.8

1996 15.6 7.5 1.3 3.8

1997 16.1 7.8 1.3 3.2

1998 16.3 8.1 1.3 3.4

1999 16.7 7.5 1.3 3.1

2000 16.7 7.3 1.2 2.9

2001 16.3 7.3 1.2 2.2

2002 16.7 6.5 1.3 2.1

2003 16.4 7.5 1.2 2.0

2004 13.8 7.2 1.1 1.9

2005 14.4 5.9 0.9 1.5

April 11, 2023April 11, 2023 4949

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM MANUFACTURERS - IICE CREAM MANUFACTURERS - I

Dreyers Grand Ice Cream (subsidiary of Nestle)Dreyers Grand Ice Cream (subsidiary of Nestle)– Company website: Company website: http://www.dreyers.com/http://www.dreyers.com/– 5929 College Ave., Oakland, CA 946185929 College Ave., Oakland, CA 94618

Tel: 510-652-8187Tel: 510-652-8187– 2005 sales: $188.7 million2005 sales: $188.7 million– Dreyers Grand is one of the three largest ice cream producer in the U.S.Dreyers Grand is one of the three largest ice cream producer in the U.S.– The company’s ice cream brands include: Dreyers, Edy’s, Healthy Choice, The company’s ice cream brands include: Dreyers, Edy’s, Healthy Choice,

and Haagen-Dazsand Haagen-Dazs– Dreyers Grand has about 15% market shareDreyers Grand has about 15% market share

April 11, 2023April 11, 2023 5050

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM MANUFACTURERS - IIICE CREAM MANUFACTURERS - II

Good Humor-Breyers Ice Cream / Unilever Ice CreamGood Humor-Breyers Ice Cream / Unilever Ice Cream– Company website: Company website: http://www.icecreamusa.comhttp://www.icecreamusa.com – PO Box 19007, Green Bay, WI 54307PO Box 19007, Green Bay, WI 54307

Tel: 920-499-5151Tel: 920-499-5151– Unilever is one of the three largest manufacturer of branded packaged ice Unilever is one of the three largest manufacturer of branded packaged ice

cream and frozen novelty products in the U.S.cream and frozen novelty products in the U.S.– The company’s ice cream brands include: Breyers, Good Humor, Klondike, The company’s ice cream brands include: Breyers, Good Humor, Klondike,

Popsicle, and Ben & Jerry’sPopsicle, and Ben & Jerry’s– Unilever has about 15% market shareUnilever has about 15% market share

Ben & Jerry’s Homemade (subsidiary of Unilever)Ben & Jerry’s Homemade (subsidiary of Unilever)– Company website: http://www.benjerry.com Company website: http://www.benjerry.com – 30 Community Drive, South Burlington, VT 0540330 Community Drive, South Burlington, VT 05403

Tel: 802-846-1500Tel: 802-846-1500– 2005 sales: $272 million2005 sales: $272 million– Ben & Jerry’s is a maker of super premium ice creamBen & Jerry’s is a maker of super premium ice cream– The company also operates/franchises more than 430 scoop shops in North The company also operates/franchises more than 430 scoop shops in North

AmericaAmerica

April 11, 2023April 11, 2023 5151

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM MANUFACTURERS - IIIICE CREAM MANUFACTURERS - III

Blue Bunny (Wells’ Dairy Inc.)Blue Bunny (Wells’ Dairy Inc.)– Company website: http://www.bluebunny.com Company website: http://www.bluebunny.com – 1 Blue Bunny Dr., Le Mars, IA 510311 Blue Bunny Dr., Le Mars, IA 51031

Tel: 712-546-4000Tel: 712-546-4000– 2005 sales: $850 million2005 sales: $850 million– Blue Bunny is one of the three largest manufacturer of ice cream and frozen Blue Bunny is one of the three largest manufacturer of ice cream and frozen

desserts in the U.S.desserts in the U.S.– The company’s ice cream brands include: Blue Bunny, Bomb Pop, Carb The company’s ice cream brands include: Blue Bunny, Bomb Pop, Carb

Freedom, Sweet Freedom, Health Smart, and IncrediplesFreedom, Sweet Freedom, Health Smart, and Incrediples– Blue Bunny has about 15% market shareBlue Bunny has about 15% market share

April 11, 2023April 11, 2023 5252

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM MANUFACTURERS - IVICE CREAM MANUFACTURERS - IV

Kemps (business segment of HP Hood)Kemps (business segment of HP Hood)– Company website: http://www.kemps.com Company website: http://www.kemps.com – 1270 Energy Lane, St. Paul, MN 551081270 Energy Lane, St. Paul, MN 55108

Tel: 651-379-6500Tel: 651-379-6500– Estimated 2005 sales (Hoovers): $750 millionEstimated 2005 sales (Hoovers): $750 million– Kemps manufactures and markets milk, ice cream, and related dairy Kemps manufactures and markets milk, ice cream, and related dairy

productsproducts– The company’s ice cream brands include: Kemps, Caribou Coffee, Pillsbury, The company’s ice cream brands include: Kemps, Caribou Coffee, Pillsbury,

and Twinsand Twins– Kemps has about 6%~8% market shareKemps has about 6%~8% market share

April 11, 2023April 11, 2023 5353

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM MANUFACTURERS - VICE CREAM MANUFACTURERS - V

CoolBrands InternationalCoolBrands International– Company website: http://www.eskimopie.com Company website: http://www.eskimopie.com – 4175 Veteran's Memorial Highway, 34175 Veteran's Memorial Highway, 3rdrd Fl., Ronkonkoma, NY 11779 Fl., Ronkonkoma, NY 11779

Tel: 631-737-9700 Tel: 631-737-9700 – 2005 sales: $385.1 million2005 sales: $385.1 million– CoolBrands manufactures and distributes ice cream and other frozen treatsCoolBrands manufactures and distributes ice cream and other frozen treats– The company’s ice cream brands include: Eskimo Pie, Godiva, Disney, The company’s ice cream brands include: Eskimo Pie, Godiva, Disney,

Crayola, Yoplait, Better for Kids, Snapple on Ice, No Pudge, Tropicana, Care Crayola, Yoplait, Better for Kids, Snapple on Ice, No Pudge, Tropicana, Care Bears, Trix, WholeFruit, Fruit-a-Freeze, and the SopranosBears, Trix, WholeFruit, Fruit-a-Freeze, and the Sopranos

– CoolBrands has about 4%~5% market shareCoolBrands has about 4%~5% market share

April 11, 2023April 11, 2023 5454

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM MANUFACTURERS - VIICE CREAM MANUFACTURERS - VI

Blue Bell CreameriesBlue Bell Creameries– Company website: http://www.bluebell.com Company website: http://www.bluebell.com – 1101 S. Horton, Brenham, TX 778331101 S. Horton, Brenham, TX 77833

Tel: 979-836-7977Tel: 979-836-7977– Estimated 2005 sales (Hoovers): $280 millionEstimated 2005 sales (Hoovers): $280 million– Blue Bell is a regional ice cream manufacturer in the southern U.S.Blue Bell is a regional ice cream manufacturer in the southern U.S.– The company makes ice cream, yogurt, frozen treats, sherbet, low-fat ice The company makes ice cream, yogurt, frozen treats, sherbet, low-fat ice

creams, and sugar-free ice creamscreams, and sugar-free ice creams– Blue Bell manufactures 18 year-round ice cream flavors and 29 rotational Blue Bell manufactures 18 year-round ice cream flavors and 29 rotational

flavorsflavors– Blue Bell has about 4% market shareBlue Bell has about 4% market share

April 11, 2023April 11, 2023 5555

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM MANUFACTURERS - VIIICE CREAM MANUFACTURERS - VII

Roberts DairyRoberts Dairy– Company website: http://www.robertsdairy.com Company website: http://www.robertsdairy.com – 2901 Cuming St., Omaha, NE 681312901 Cuming St., Omaha, NE 68131

Tel: 402-344-4321Tel: 402-344-4321– Estimated 2005 sales (Hoovers): $276.9 millionEstimated 2005 sales (Hoovers): $276.9 million– Roberts Dairy produces fluid milk, cultured and frozen dairy productsRoberts Dairy produces fluid milk, cultured and frozen dairy products– The company brands include: Roberts and Hiland-Roberts as well as private The company brands include: Roberts and Hiland-Roberts as well as private

labelslabels– Roberts Dairy has about 1%~2% market shareRoberts Dairy has about 1%~2% market share

April 11, 2023April 11, 2023 5656

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM MANUFACTURERS - VIIIICE CREAM MANUFACTURERS - VIII

Stonyfield FarmStonyfield Farm– Company website: http://www.stonyfield.com Company website: http://www.stonyfield.com – 10 Burton Dr., Londonderry, NH 0305310 Burton Dr., Londonderry, NH 03053

Tel: 603-473-4040Tel: 603-473-4040– Estimated 2005 sales (Hoovers): $140 millionEstimated 2005 sales (Hoovers): $140 million– Stonyfield is a producer of natural and organic yogurt and ice creamStonyfield is a producer of natural and organic yogurt and ice cream– The company is a leader among health-food store brandsThe company is a leader among health-food store brands– Group Danone owns approximately 85% of Stoneyfield FarmGroup Danone owns approximately 85% of Stoneyfield Farm– Stonyfield has less than 1% market shareStonyfield has less than 1% market share

April 11, 2023April 11, 2023 5757

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM MANUFACTURERS - IXICE CREAM MANUFACTURERS - IX

Ciao Bella GelatoCiao Bella Gelato– Company website: http://www.ciaobellagelato.com Company website: http://www.ciaobellagelato.com – 231 40231 40thth St., Irvington, NJ 07111 St., Irvington, NJ 07111

Tel: 973-373-1200Tel: 973-373-1200– Ciao Bella is a manufacturer of gelato and sorbetCiao Bella is a manufacturer of gelato and sorbet– The company offers unique flavors such as blueberry, chocolate jalapeno, The company offers unique flavors such as blueberry, chocolate jalapeno,

fromage blanc, ginger, mango, lychee, passion fruit, cassis, and zabaionefromage blanc, ginger, mango, lychee, passion fruit, cassis, and zabaione– The company’s brands include: Ciao Bella, Sarabeth’s, and GothamThe company’s brands include: Ciao Bella, Sarabeth’s, and Gotham– Ciao Bella manufactures 46 gelato flavors, 33 sorbet flavors, 7 frozen yogurt Ciao Bella manufactures 46 gelato flavors, 33 sorbet flavors, 7 frozen yogurt

flavors, and 8 seasonal flavorsflavors, and 8 seasonal flavors– Ciao Bella has less than 1% market shareCiao Bella has less than 1% market share

April 11, 2023April 11, 2023 5858

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM MANUFACTURERS - XICE CREAM MANUFACTURERS - X

Zambeedo Ice CreamZambeedo Ice Cream– Company website: http://www.zambeedo.com Company website: http://www.zambeedo.com – 38245 Murrieta Hot Springs Rd., #F-105, Murrieta, CA 9256338245 Murrieta Hot Springs Rd., #F-105, Murrieta, CA 92563

Tel: 951-461-9932Tel: 951-461-9932– Zambeedo is a manufacturer of specialty ice creamZambeedo is a manufacturer of specialty ice cream– The company’s products are sold through health and natural food storesThe company’s products are sold through health and natural food stores– Zambeedo’s unique flavors include Crème de Rose, Crème de Menthe, and Zambeedo’s unique flavors include Crème de Rose, Crème de Menthe, and

Crème de ChaiCrème de Chai– Zambeedo has less than 1% market shareZambeedo has less than 1% market share

April 11, 2023April 11, 2023 5959

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM RETAIL CHAIN - IICE CREAM RETAIL CHAIN - I

Baskin Robbins (Dunkin’ Brands)Baskin Robbins (Dunkin’ Brands)– Company website: http://www.baskinrobbins.com Company website: http://www.baskinrobbins.com – 130 Royall Street, Canton, MA 02021130 Royall Street, Canton, MA 02021

Tel: 781-737-3000Tel: 781-737-3000– Estimated 2005 sales (QSR): $555 millionEstimated 2005 sales (QSR): $555 million– Baskin Robbins operates the world’s largest chain of ice cream specialty Baskin Robbins operates the world’s largest chain of ice cream specialty

shopsshops– The company owns more than 5,600 retail shops in 40 countriesThe company owns more than 5,600 retail shops in 40 countries– Baskin Robbins serves 22 permanent ice cream flavors, 12 seasonal flavors, Baskin Robbins serves 22 permanent ice cream flavors, 12 seasonal flavors,

15 regional flavors, 3 sherbet/sorbet flavors, and 3 frozen yogurt flavors15 regional flavors, 3 sherbet/sorbet flavors, and 3 frozen yogurt flavors

April 11, 2023April 11, 2023 6060

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM RETAIL CHAIN - IIICE CREAM RETAIL CHAIN - II

Carvel Corporation (FOCUS Brands)Carvel Corporation (FOCUS Brands)– Company website: http://www.carvel.com Company website: http://www.carvel.com – 200 Glenridge Point Pkwy, Suite 200, Atlanta, GA 30342200 Glenridge Point Pkwy, Suite 200, Atlanta, GA 30342

Tel: 404-255-3250Tel: 404-255-3250– Estimated 2005 sales: $86.5 millionEstimated 2005 sales: $86.5 million– Carvel sells soft serve ice cream and other frozen treats, including Carvel sells soft serve ice cream and other frozen treats, including

character-shaped frozen ice cream cakescharacter-shaped frozen ice cream cakes– The company has a chain of more than 540 franchised ice cream shops in The company has a chain of more than 540 franchised ice cream shops in

more than 25 states, primarily in the Northeastmore than 25 states, primarily in the Northeast– Carvel also sells ice cream cakes through approximately 8,500 Carvel also sells ice cream cakes through approximately 8,500

supermarkets nationwidesupermarkets nationwide

April 11, 2023April 11, 2023 6161

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM RETAIL CHAIN - IIIICE CREAM RETAIL CHAIN - III

Coldstone CreameryColdstone Creamery– Company website: http://www.coldstonecreamery.com Company website: http://www.coldstonecreamery.com – 9311 E. Via de Ventura, Scottsdale, AZ 852589311 E. Via de Ventura, Scottsdale, AZ 85258

Tel: 480-362-4800Tel: 480-362-4800– Coldstone sells custom ice cream creations through it chain of “upscale” Coldstone sells custom ice cream creations through it chain of “upscale”

retail locationsretail locations– The company operates more than 1,350 storesThe company operates more than 1,350 stores– At Coldstone retail locations, customers combine their favorite ice cream At Coldstone retail locations, customers combine their favorite ice cream

flavor with any number of “mix-ins” (i.e. candies, chocolate, fruits, nuts, flavor with any number of “mix-ins” (i.e. candies, chocolate, fruits, nuts, sauces, etc.) to create their personalized ice creamsauces, etc.) to create their personalized ice cream

– Coldstone makes 33 different ice cream flavorsColdstone makes 33 different ice cream flavors– The company offers 11.5 million possible ice cream creationsThe company offers 11.5 million possible ice cream creations

April 11, 2023April 11, 2023 6262

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM RETAIL CHAIN - IVICE CREAM RETAIL CHAIN - IV

International Dairy Queen (Berkshire Hathaway)International Dairy Queen (Berkshire Hathaway)– Company website: http://www.dairyqueen.com Company website: http://www.dairyqueen.com – 7505 Metro Blvd., Edina, MN 554397505 Metro Blvd., Edina, MN 55439

Tel: 952-830-0200Tel: 952-830-0200– 2005 sales: $108.1 million2005 sales: $108.1 million– Dairy Queen is a leading franchiser of frozen treat stores, which also serves Dairy Queen is a leading franchiser of frozen treat stores, which also serves

a full line of typical “fast food”a full line of typical “fast food”– The company has more than 5,600 locationsThe company has more than 5,600 locations– Dairy Queen is popular for their ice cream treats, such as “sundaes” and Dairy Queen is popular for their ice cream treats, such as “sundaes” and

“soft ice cream” cones“soft ice cream” cones

April 11, 2023April 11, 2023 6363

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM RETAIL CHAIN - VICE CREAM RETAIL CHAIN - V

MaggieMoo’sMaggieMoo’s– Company website: http://www.maggiemoos.com Company website: http://www.maggiemoos.com – 10025 Governor Warfield Pkwy, Suite 301, Columbia, MD 2104410025 Governor Warfield Pkwy, Suite 301, Columbia, MD 21044

Tel: 410-740-2100Tel: 410-740-2100– Estimated 2005 sales: $60 millionEstimated 2005 sales: $60 million– MaggieMoo’s retail shops serves super premium ice creamMaggieMoo’s retail shops serves super premium ice cream– The ice cream is made fresh daily at the retail locationThe ice cream is made fresh daily at the retail location– MaggieMoo’s allows customers to mix in fruits, nuts, or candies to create MaggieMoo’s allows customers to mix in fruits, nuts, or candies to create

custom ice cream flavorscustom ice cream flavors

April 11, 2023April 11, 2023 6464

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM RETAIL CHAIN - VIICE CREAM RETAIL CHAIN - VI

Marble Slab CreameryMarble Slab Creamery– Company website: http://www.marbleslabcreamery.com Company website: http://www.marbleslabcreamery.com – 3100 S. Gessner, Suite 305, Houston, TX 770633100 S. Gessner, Suite 305, Houston, TX 77063

Tel: 713-780-3601Tel: 713-780-3601– Estimated 2005 sales (QSR): $90 millionEstimated 2005 sales (QSR): $90 million– Marble Slab operates a chain of more than 540 franchised frozen treat Marble Slab operates a chain of more than 540 franchised frozen treat

outlets in 35 statesoutlets in 35 states– The company serves about 40 flavors of homemade ice cream upon which The company serves about 40 flavors of homemade ice cream upon which

“mix-ins” are combined to create personalized ice cream flavors“mix-ins” are combined to create personalized ice cream flavors

April 11, 2023April 11, 2023 6565

CUSTOMER ANALYSIS – CUSTOMER ANALYSIS – ICE CREAM RETAIL CHAIN - VIIICE CREAM RETAIL CHAIN - VII

TCBY – The Country’s Best Yogurt (Mrs. Fields Famous Brands)TCBY – The Country’s Best Yogurt (Mrs. Fields Famous Brands)– Company website: http://www.tcby.com Company website: http://www.tcby.com – 2855 E. Cottonwood Pkwy, Suite 400, Salt Lake City, UT 841212855 E. Cottonwood Pkwy, Suite 400, Salt Lake City, UT 84121

Tel: 801-736-5600Tel: 801-736-5600– TCBY franchises serve frozen yogurt treats at its retail locationsTCBY franchises serve frozen yogurt treats at its retail locations– The company has more than 1,300 locations nationwideThe company has more than 1,300 locations nationwide– TCBY serves 17 different hand-scooped frozen yogurt flavors and 41 soft-TCBY serves 17 different hand-scooped frozen yogurt flavors and 41 soft-

served flavorsserved flavors

April 11, 2023April 11, 2023 6666

FLAVORED MILK & YOGURT STATISTICSFLAVORED MILK & YOGURT STATISTICS FOR USA FOR USA

YearYear

Flavored Whole Milk

(million lbs)

Other Flavored Other Flavored Milk Milk

(million lbs)(million lbs)Yogurt

(million lbs)

Total of All Milk Products

(million lbs)

1995 704 1,914 1,646 58,433

1996 662 2,075 1,588 58,912

1997 676 2,154 1,574 58,758

1998 788 2,256 1,639 58,618

1999 877 2,339 1,717 59,257

2000 892 2,444 1,837 59,085

2001 973 2,553 2,003 59,021

2002 1,030 3,010 2,135 59,369

2003 1,049 3,141 2,387 59,745

2004 857 3,440 2,709 60,012

2005 754 3,554 2,556 59,900

April 11, 2023April 11, 2023 6767

MARKET SEGMENT – YOGURT – MARKET SEGMENT – YOGURT – MANUFACTURERS - IMANUFACTURERS - I

Yoplait (General Mills)Yoplait (General Mills)– Company website: http://www.yoplait.com Company website: http://www.yoplait.com – 1 General Mills Blvd., Minneapolis, MN 554261 General Mills Blvd., Minneapolis, MN 55426

Tel: 763-764-7600Tel: 763-764-7600– 2006 sales: $1,096 million2006 sales: $1,096 million– Yoplait manufactures and markets yogurt productsYoplait manufactures and markets yogurt products– The company sells 95 different flavors of yogurt and 14 flavors of drinkable The company sells 95 different flavors of yogurt and 14 flavors of drinkable

yogurtyogurt– Yoplait has about 34% market shareYoplait has about 34% market share

April 11, 2023April 11, 2023 6868

MARKET SEGMENT – YOGURT – MARKET SEGMENT – YOGURT – MANUFACTURERS - IIMANUFACTURERS - II

Dannon (Danone)Dannon (Danone)– Company website: http://www.dannon.com Company website: http://www.dannon.com – 100 Hillside Ave., 3100 Hillside Ave., 3rdrd Fl., White Plains, NY 10603 Fl., White Plains, NY 10603

Tel: 914-872-8400Tel: 914-872-8400– Estimated 2005 sales: $572.2 millionEstimated 2005 sales: $572.2 million– Dannon manufactures and markets yogurt productsDannon manufactures and markets yogurt products– The company offers 42 different yogurt flavors and 16 drinkable yogurt The company offers 42 different yogurt flavors and 16 drinkable yogurt

flavorsflavors– Dannon has approximately 31% market shareDannon has approximately 31% market share

April 11, 2023April 11, 2023 6969

MARKET SEGMENT – YOGURT – MARKET SEGMENT – YOGURT – MANUFACTURERS - IIIMANUFACTURERS - III

Horizon Organic (Dean Foods)Horizon Organic (Dean Foods)– Company website: http://www.horizonorganic.com Company website: http://www.horizonorganic.com – PO Box 17577, Boulder, CO 80308PO Box 17577, Boulder, CO 80308

Tel: 888-494-3020Tel: 888-494-3020– Horizon Organic is the number one certified organic dairy brand in the U.S. Horizon Organic is the number one certified organic dairy brand in the U.S. – The company produces 22 different flavors of organic yogurt as well as 3 The company produces 22 different flavors of organic yogurt as well as 3

drinkable yogurt flavorsdrinkable yogurt flavors

April 11, 2023April 11, 2023 7070

MARKET SEGMENT – YOGURT – MARKET SEGMENT – YOGURT – MANUFACTURERS - IVMANUFACTURERS - IV

Light n’ Lively (Kraft)Light n’ Lively (Kraft)– Company website: http://www.kraftfoods.com Company website: http://www.kraftfoods.com – 3 Lakes Dr., Northfield, IL 600933 Lakes Dr., Northfield, IL 60093

Tel: 847-646-2000Tel: 847-646-2000– Kraft sells cottage cheese and yogurt under its Light n’ Lively brandKraft sells cottage cheese and yogurt under its Light n’ Lively brand

Mountain High YoghurtMountain High Yoghurt– Company website: http://www.mountainhighyoghurt.com Company website: http://www.mountainhighyoghurt.com – 1325 West oxford Ave., Englewood, CO 801101325 West oxford Ave., Englewood, CO 80110– Mountain High produces and sells all natural European style yogurtMountain High produces and sells all natural European style yogurt– The company offers 19 different flavors of yogurtThe company offers 19 different flavors of yogurt

April 11, 2023April 11, 2023 7171

MARKET SEGMENT – YOGURT – MARKET SEGMENT – YOGURT – MANUFACTURERS - VMANUFACTURERS - V

Silk (WhiteWave Foods / Dean Foods)Silk (WhiteWave Foods / Dean Foods)– Company website: http://www.silksoymilk.com Company website: http://www.silksoymilk.com – 12002 Airport Way, Broomfield, CO 8002112002 Airport Way, Broomfield, CO 80021

Tel: 202-635-4000Tel: 202-635-4000– Silk is the best-selling soy-based dairy-alternative product brand in the U.S.Silk is the best-selling soy-based dairy-alternative product brand in the U.S.– The company manufactures 9 different flavors of soy yogurtThe company manufactures 9 different flavors of soy yogurt

Stonyfield FarmStonyfield Farm– Company website: http://www.stonyfield.com Company website: http://www.stonyfield.com – 10 Burton Dr., Londonderry, NH 0305310 Burton Dr., Londonderry, NH 03053

Tel: 603-437-4040Tel: 603-437-4040– Stonyfield produces natural yogurts, organic yogurts, soy-based yogurs, and Stonyfield produces natural yogurts, organic yogurts, soy-based yogurs, and

drinkable yogurtsdrinkable yogurts– The company offers 18 flavors of natural yogurt, 20 flavors of organic The company offers 18 flavors of natural yogurt, 20 flavors of organic

yogurt, 6 flavors of soy yogurt, and 8 flavors of drinkable yogurtyogurt, 6 flavors of soy yogurt, and 8 flavors of drinkable yogurt

April 11, 2023April 11, 2023 7272

MARKET SEGMENT – MILK & MILKSHAKE – MARKET SEGMENT – MILK & MILKSHAKE – MANUFACTURERS - IMANUFACTURERS - I

Nestle USANestle USA– Company website: http://www.nesquik.com Company website: http://www.nesquik.com – 800 N. Brand Blvd., Glendale, CA 91203800 N. Brand Blvd., Glendale, CA 91203

Tel: 818-549-6000Tel: 818-549-6000– 2005 sales (Nesquik): $18.5 million2005 sales (Nesquik): $18.5 million– Nestle manufactures ready-to-drink milkshake products under its NESQUIK Nestle manufactures ready-to-drink milkshake products under its NESQUIK

brandbrand– NESQUIK milkshakes are available in 9 different flavorsNESQUIK milkshakes are available in 9 different flavors– Nestle’s NESQUIK milkshake has about 28.5% market shareNestle’s NESQUIK milkshake has about 28.5% market share

April 11, 2023April 11, 2023 7373

MARKET SEGMENT – MILK & MILKSHAKE – MARKET SEGMENT – MILK & MILKSHAKE – MANUFACTURERS - IIMANUFACTURERS - II

The Hershey CompanyThe Hershey Company– Company website: http://www.hersheysmilk.com Company website: http://www.hersheysmilk.com – 100 Crystal A. Dr., Hershey, PA 17033100 Crystal A. Dr., Hershey, PA 17033

Tel: 717-534-4200Tel: 717-534-4200– 2005 sales (milk & milkshake): $17.25 million2005 sales (milk & milkshake): $17.25 million– Hershey’s manufactures ready-to-drink milkshakes and flavored milk drinksHershey’s manufactures ready-to-drink milkshakes and flavored milk drinks– The company produces 5 different flavors of milkshakes and 3 flavors of The company produces 5 different flavors of milkshakes and 3 flavors of

flavored milkflavored milk– Hershey’s Milkshake has about 17.3% market shake and Hershey’s Milk has Hershey’s Milkshake has about 17.3% market shake and Hershey’s Milk has

another 9.3% market shareanother 9.3% market share

April 11, 2023April 11, 2023 7474

MARKET SEGMENT – MILK & MILKSHAKE – MARKET SEGMENT – MILK & MILKSHAKE – MANUFACTURERS - IIIMANUFACTURERS - III

The Hain Celestial GroupThe Hain Celestial Group – Company website: http://www.tastethedream.com Company website: http://www.tastethedream.com – 58 S. Service Rd., Melville, NY 1174758 S. Service Rd., Melville, NY 11747

Tel: 631-730-2200Tel: 631-730-2200– 2005 sales (Rice Dream): $8.1 million2005 sales (Rice Dream): $8.1 million– The Hain Celestial Group manufactures a refrigerated non-dairy beverage The Hain Celestial Group manufactures a refrigerated non-dairy beverage

under its Rice Dream brand. under its Rice Dream brand. – The firm was created by the fusion of Hain (“health foods”) and the The firm was created by the fusion of Hain (“health foods”) and the

previously privately held “Celestial Seasonings” tea company of Boulder previously privately held “Celestial Seasonings” tea company of Boulder Colorado. The combined fir´m´s penetration in free standing “health food” Colorado. The combined fir´m´s penetration in free standing “health food” stores (driven by the former Hain company), as well as in “health/gourmet” stores (driven by the former Hain company), as well as in “health/gourmet” sections (driven by the former Celestial Seasonings company) of chain and sections (driven by the former Celestial Seasonings company) of chain and non-chain supermarkets is a core asset.non-chain supermarkets is a core asset.

– The beverage is available in 2 flavorsThe beverage is available in 2 flavors– Rice Dream has about 12.5% market shareRice Dream has about 12.5% market share

April 11, 2023April 11, 2023 7575

MARKET SEGMENT – MILK & MILKSHAKE – MARKET SEGMENT – MILK & MILKSHAKE – MANUFACTURERS - IVMANUFACTURERS - IV

Odwalla (subsidiary of Coca-Cola)Odwalla (subsidiary of Coca-Cola)– Company website: http://www.odwalla.com Company website: http://www.odwalla.com – 120 Stone Pine Rd., Half Moon Bay, CA 94019120 Stone Pine Rd., Half Moon Bay, CA 94019

Tel: 650-726-1888Tel: 650-726-1888– 2005 sales (Super Protein): $4.3 million2005 sales (Super Protein): $4.3 million– Odwalla manufactures juice beverages, smoothies, milkshakes, spring Odwalla manufactures juice beverages, smoothies, milkshakes, spring

water, nutritional bars, and soy-based drinkswater, nutritional bars, and soy-based drinks– The company makes 36 different flavors of juices, smoothies and The company makes 36 different flavors of juices, smoothies and

milkshakesmilkshakes– Odwalla’s Super Protein milkshake has about 6.7% market shareOdwalla’s Super Protein milkshake has about 6.7% market share

April 11, 2023April 11, 2023 7676

MARKET SEGMENT – MILK & MILKSHAKE – MARKET SEGMENT – MILK & MILKSHAKE – MANUFACTURERS - VMANUFACTURERS - V

Kern’s BeveragesKern’s Beverages– Company website: http://www.kerns.com Company website: http://www.kerns.com – 5994 West Las Positas Blvd., Suite 209, Pleasanton, CA 945885994 West Las Positas Blvd., Suite 209, Pleasanton, CA 94588

Tel: 888-655-3767Tel: 888-655-3767– 2005 sales (Horchata): $2.8 million2005 sales (Horchata): $2.8 million– Kern’s manufactures fruit nectars and horchata (a light-tasting milk and rice Kern’s manufactures fruit nectars and horchata (a light-tasting milk and rice

drink popular in Mexico and other Latin American countries)drink popular in Mexico and other Latin American countries)– Kern’s Horchata has about 4.3% market shareKern’s Horchata has about 4.3% market share

April 11, 2023April 11, 2023 7777

MARKET SEGMENT – MILK & MILKSHAKE – MARKET SEGMENT – MILK & MILKSHAKE – MANUFACTURERS - VIMANUFACTURERS - VI

Shamrock FarmsShamrock Farms– Company website: http://www.shamrockfarms.net Company website: http://www.shamrockfarms.net – 2228 N. Black Canyon Hwy., Phoenix, AZ 850092228 N. Black Canyon Hwy., Phoenix, AZ 85009

Tel: 602-272-6721Tel: 602-272-6721– 2005 sales (milkshakes): $1.45 million2005 sales (milkshakes): $1.45 million– Shamrock Farms is the largest family-owned and operated dairy in the Shamrock Farms is the largest family-owned and operated dairy in the

SouthwestSouthwest– The company produces and distributes a full line of dairy products, including The company produces and distributes a full line of dairy products, including

fresh milk, sour cream, cottage cheese, whipping cream, ice cream, and fresh milk, sour cream, cottage cheese, whipping cream, ice cream, and moremore

– Shamrock MMMMILK and MMMMILKSHAKES are available in 12 different Shamrock MMMMILK and MMMMILKSHAKES are available in 12 different flavorsflavors

– Shamrock Farms milkshake has about 2.2% market shareShamrock Farms milkshake has about 2.2% market share

April 11, 2023April 11, 2023 7878

MARKET DEMAND FOR FRUITS, JUICES & MARKET DEMAND FOR FRUITS, JUICES & SWEET SPREADS SEGMENTSSWEET SPREADS SEGMENTS

Statistics for 2004:Statistics for 2004:

Processed Fruit ConsumptionProcessed Fruit Consumption - 24.52 mm tons- 24.52 mm tons

Fresh Fruit ConsumptionFresh Fruit Consumption - 38.17 mm tons- 38.17 mm tons

Fruit Juice Consumption Fruit Juice Consumption - 12.5 mm tons- 12.5 mm tons

Sweet Spread Market DemandSweet Spread Market Demand - $1,800 mm- $1,800 mm

April 11, 2023April 11, 2023 7979

MARKET SEGMENT – SWEET SPREADS – MARKET SEGMENT – SWEET SPREADS – MANUFACTURERS – IMANUFACTURERS – I

The J. M. Smucker CompanyThe J. M. Smucker Company– Company website: http://www.smucker.com Company website: http://www.smucker.com – 1 Strawberry Lane, Orrville, OH 446671 Strawberry Lane, Orrville, OH 44667

Tel: 330-682-3000Tel: 330-682-3000– 2005 sales: $2,154.7 million2005 sales: $2,154.7 million– Smucker’s is the number one U.S. producer of jams, jellies, and preservesSmucker’s is the number one U.S. producer of jams, jellies, and preserves– The company also manufactures dessert toppings, juices, and specialty fruit The company also manufactures dessert toppings, juices, and specialty fruit

spreadsspreads– Smucker’s supplies industrial fruit fillings for yogurts and pastries as wellSmucker’s supplies industrial fruit fillings for yogurts and pastries as well

April 11, 2023April 11, 2023 8080

MARKET SEGMENT – SWEET SPREADS – MARKET SEGMENT – SWEET SPREADS – MANUFACTURERS – IIMANUFACTURERS – II

Welch Foods (subsidiary of National Grape Cooperative Assoc)Welch Foods (subsidiary of National Grape Cooperative Assoc)– Company website: http://www.welchs.com Company website: http://www.welchs.com – 3 Concord Farms, 575 Virginia Rd., Concord, MA 017423 Concord Farms, 575 Virginia Rd., Concord, MA 01742

Tel: 978-371-1000Tel: 978-371-1000– 2005 sales: $577.8 million2005 sales: $577.8 million– Welch Foods produces Welch’s brand fruit-based productsWelch Foods produces Welch’s brand fruit-based products– The company’s products include bottled & canned juices, fruit snacks, The company’s products include bottled & canned juices, fruit snacks,

sparkling juices, frozen juices, juice concentrates, jams, jellies, preserves, sparkling juices, frozen juices, juice concentrates, jams, jellies, preserves, and juice barsand juice bars

– Welch Foods is the operating subsidiary of the National Grape Cooperative Welch Foods is the operating subsidiary of the National Grape Cooperative AssociationAssociation

April 11, 2023April 11, 2023 8181

CONFECTIONERY DEMAND IN USA - ICONFECTIONERY DEMAND IN USA - I

Product description Quantity Value Quantity Value

Shipments...............................................................................................6,493,573 16,880,338 6,208,003 16,465,387

Chocolate and chocolate-type confectionery.......................................................…3,529,387 9,982,793 3,321,509 9,637,758

Solid........................................................................................................557,171 1,380,880 515,558 1,324,781

Solid with inclusions...........................................................................226,685 695,998 232,100 717,137

Enrobed or molded with candy, fruit, nut or granola center...................................................................................1,373,626 3,780,645 1,314,552 3,748,341

Enrobed or molded with bakery product center.....................................................................................318,904 920,831 291,074 825,854

Panned.....................................................................................................627,028 1,584,268 572,468 1,477,856

Assortments and other........................................................................425,973 1,620,171 395,757 1,543,789

Nonchocolate-type confectionery............................................................................2,375,779 4,782,775 2,260,636 4,508,332

Hard candy............................................................................................581,815 1,341,513 568,283 1,247,816

Chewy candy, including granola bars...........................................................................662,395 1,534,055 585,572 1,336,842

Soft candy..............................................................................................553,105 865,636 558,409 895,279

Iced/ coated................................................................................................6,898 34,495 n/ a n/ a

Panned.........................................................................................................392,094 764,620 370,594 746,049

Licorice and licorice type..........................................................................179,472 242,456 n/ a n/ a

Chewing gum, bubble gum, and chewing gum base...............................................................................382,258 1,616,032 427,674 1,829,463

Confectionery, n.s.k. 1/ .................................................................206,149 498,738 198,184 489,834

20042005

Table 2a. Quantity and Value of Shipments of Confectionery Products: 2005 and 2004

[Quantity in thousands of pounds. Value in thousands of dollars]

3. confectionery industry (i.e. chocolate):- The US market for chocolate confectionery has grown by 2.1% since 2003 to reach a value of US$15 billion in 2004- Per capita consumption of chocolate grew by 1.2% in 2004 to reach US$52.7 per head- The market for chocolate confectionery is forecast to grow by 3.8% from 2004 to 2009, to reach a value of US$15.9 billion

Major players:- Hershey's- M&M Mars- Nestle_____________________________________

4. bakery industry (i.e. doughnuts, cakes, patries, cookies):- revenue totaling $33.52 billion, a 2% increase from the previous year. This is 6.9% of total US food manufacturing revenue.- domestic demand totaling $34.60 billion, a 2.2% increase from the previous year.

Latest 52 Weeks Ending Sep 10, 2006 (TOTAL U.S.) Dollar Sales Dollar Sales % Chg Unit Sales Unit Sales % ChgCATEGORY - COOKIES $3,901,104,000 -1.74 1,772,630,000 -4.98945

Bread and Bakery Product Manufacturing in the US - Product/ Service Segmentation (June 2005)- Fresh and frozen bread and rolls 77.4 percent- Frozen cakes, pies and other pastries* 13.5 percent- Other bakery products 9.1 percent* Frozen cakes, pies and other pastries - includes frozen bakery products (except bread), such as soft cakes (including fruit), pies (including fruit, cream and custard), doughnuts, danishes, cream puffs, eclairs, fruit muffins and other pastries for immediate human consumption

Major Market Segments- Supermarkets 64 percent- Food service and hospitality 11 percent- Convenience stores 10.6 percent- Direct to public 7.8 percent- Other specialty stores 5 percent- Export 1.6 percent

Bread and Bakery Product Manufacturing in the US (June 2005) Year Industry Ended Industry Gross Dec Revenue % Growth Product % Growth 1992 *26994.9 N/A *16869.1 N/A 1993 *28004.6 3.7 *17357.2 2.9 1994 *28381.7 1.3 *17769.8 2.4 1995 *30037.6 5.8 *18638.3 4.9 1996 *31542.3 5.0 *18190.5 -2.4 1997 *31646.5 0.3 *20279.1 11.5 1998 *30503.7 -3.6 *19733.7 -2.7 1999 *31085.3 1.9 *20763.7 5.2 2000 *32357.0 4.1 *21639.3 4.2 2001 *32330.4 -0.1 *21664.3 0.1 2002 *31349.8 -3.0 *21250.4 -1.9 2003 *32862.8 4.8 *21491.0 1.1Ave Ann Grth 1.8 2.2

Bread and Bakery Product Manufacturing in the US - Forecast (June 2005) Ended Industry Gross Dec Revenue % Growth Product % Growth 2003 *32862.8 N/A *21491.0 N/A 2004 *33520.1 2.0 *21791.9 1.4 2005 *34257.5 2.2 *22380.3 2.7 2006 *33401.1 -2.5 *21820.7 -2.5 2007 *33234.1 -0.5 *21493.4 -1.5 2008 *33732.6 1.5 *21815.8 1.5 2009 *34069.9 1.0 *22252.2 2.0Ave Ann Grth 0.6 0.6

Major players (2004)1. Sara Lee (6.1%)2. Bimbo Bakeries (3.6%)

_____________________________________

5. baby food industry:- The US market for baby foods has grown by 2.4% since 2003 to reach a value of US$5.1 billion in 2004- Milk formula was the largest sector, accounting for 77% of sales in 2004, worth nearly US$4 billion- The US market for baby foods is highly consolidated with the top five companies comprising approximately 93% of total share of market.- The market for baby foods is forecast to grow by 12% from 2004 to 2009, to reach a value of US$5.9 billion

Major players:- Bristol-Myers Squibb- Abbott Laboratories- Novartis- Nestle- Beech-Nut_____________________________________

6. cereal industry (i.e. ready-to-eat, hot cereal, cereal bars):- revenue totaling $9.39 billion, a 3.5% increase from the previous year. This accounts for 2.5% of total food manufacturing revenue in the United States - domestic demand totaling $9.08 billion, a 3% increase from the previous year

Production, supply & demand in U.S. for Breakfast Cereals (2003)Production estimates (kg) 142,928,055Imports (kg) 3,336,805Exports (kg) 14,394,160Apparent consumption (kg) 131,870,700Per capita consumption (kg) 6.6Source: USDA

Breakfast Cereal Manufacturing in the US (April 2005) Year Industry Ended Industry Gross Dec Revenue % Growth Product % Growth 1992 *12023.3 N/A *9004.2 N/A 1993 *12730.9 5.9 *9309.9 3.4 1994 *13513.0 6.1 *10241.5 10.0 1995 *13210.8 -2.2 *10267.8 0.3 1996 *10283.6 -22.2 *7307.6 -28.8 1997 *10108.1 -1.7 *7283.5 -0.3 1998 *10596.6 4.8 *7806.7 7.2 1999 *11668.9 10.1 *8891.0 13.9 2000 *11702.5 0.3 *8926.8 0.4 2001 *11813.9 1.0 *9006.2 0.9 2002 *9098.5 -23.0 *6792.4 -24.6 2003 *9077.8 -0.2 *6563.6 -3.4Average Annual Growth -2.5 -2.8

Breakfast Cereal Manufacturing in the US - Forecast (April 2005) Year Industry Ended Industry Gross Dec Revenue % Growth Product % Growth 2003 *9077.8 N/A *6563.6 N/A 2004 *9395.5 3.5 *6314.2 -3.8 2005 *9630.4 2.5 *6535.2 3.5 2006 *9726.7 1.0 *6731.2 3.0 2007 *9921.2 2.0 *6933.2 3.0 2008 *10020.5 1.0 *6863.8 -1.0 2009 *10120.7 1.0 *6795.2 -1.0Average Annual Growth 1.8 0.6Source: IBISWorld

Product/ Service Segmentation- Ready-to-eat cereals 47 percent- Hot cereals 29 percent- Cereal bars 24 percent

Major players (2004):1. Kellogg (23.7%)2. General Mills (18%)3. Kraft Foods (14.0%)4. PepsiCo (11.4%)5. Ralcorp (3.6%)

Major Market Segments- Grocery wholesalers 67.7 percent- Supermarkets and convenience stores 20 percent- Food service providers 6.5 percent- Export 5.8 percent

April 11, 2023April 11, 2023 8282

CONFECTIONERY DEMAND IN USA - IICONFECTIONERY DEMAND IN USA - IITable 3. Consumption of Selected Ingredients by the U.S. Confectionery Industry: 2005 and 2004

[Quantity in thousands of pounds. Value in thousands of dollars]

Quantity Value Quantity Value

Materials consumed................................................................... n/ a 4,131,733 n/ a 3,963,981

Sugar (cane-beet).....................................................................................…2,404,237 663,189 2,367,551 658,321

Cocoa beans.........................................................................…697,169 603,160 729,265 571,046

Corn syrup including HFCS and dextrose.........................................................................…1,402,857 172,264 1,363,482 162,671

Chocolate liquor, imported.........................................................................…n/ a n/ a n/ a n/ a

Chocolate liquor, domestic.........................................................................…n/ a n/ a 13,070 17,603

Cocoa powder composition coatings.........................................................................…n/ a n/ a n/ a n/ a

Cocoa cake or powder.........................................................................…127,185 84,114 130,340 90,882

Cocoa butter..........................................................................…241,620 435,780 247,822 393,380

Chocolate coatings, milk.........................................................................…216,288 203,350 237,847 227,348

Chocolate coatings, other than milk..........................................................................…111,047 100,913 114,889 106,991

Fats and oils.........................................................................…228,785 112,547 221,772 102,107

Gum base..........................................................................…n/ a n/ a 66,934 62,565

Milk and milk products..........................................................................…1,083,423 517,852 1,052,761 481,863

Peanuts, shelled basis..........................................................................…327,843 158,983 326,548 150,387

Almond kernels..................................................................…53,731 105,141 50,675 81,024

Other nuts and nut meats (kernels)..................................................................…35,104 100,366 38,421 97,970

Coconut meat.....................................................................................................…5,601 5,322 5,511 5,192

Other edible materials 1/ ...................................................................…501,978 728,999 493,913 710,371

Materials, n.s.k. .......................................................................................................................................…n/ a 2,133 n/ a 2,048

1/ Includes corn starch, essential oils, eggs and egg products, fruits, jams, and other materials on which specific data were not collected.

20042005

3. confectionery industry (i.e. chocolate):- The US market for chocolate confectionery has grown by 2.1% since 2003 to reach a value of US$15 billion in 2004- Per capita consumption of chocolate grew by 1.2% in 2004 to reach US$52.7 per head- The market for chocolate confectionery is forecast to grow by 3.8% from 2004 to 2009, to reach a value of US$15.9 billion

Major players:- Hershey's- M&M Mars- Nestle_____________________________________

4. bakery industry (i.e. doughnuts, cakes, patries, cookies):- revenue totaling $33.52 billion, a 2% increase from the previous year. This is 6.9% of total US food manufacturing revenue.- domestic demand totaling $34.60 billion, a 2.2% increase from the previous year.

Latest 52 Weeks Ending Sep 10, 2006 (TOTAL U.S.) Dollar Sales Dollar Sales % Chg Unit Sales Unit Sales % ChgCATEGORY - COOKIES $3,901,104,000 -1.74 1,772,630,000 -4.98945

Bread and Bakery Product Manufacturing in the US - Product/ Service Segmentation (June 2005)- Fresh and frozen bread and rolls 77.4 percent- Frozen cakes, pies and other pastries* 13.5 percent- Other bakery products 9.1 percent* Frozen cakes, pies and other pastries - includes frozen bakery products (except bread), such as soft cakes (including fruit), pies (including fruit, cream and custard), doughnuts, danishes, cream puffs, eclairs, fruit muffins and other pastries for immediate human consumption

Major Market Segments- Supermarkets 64 percent- Food service and hospitality 11 percent- Convenience stores 10.6 percent- Direct to public 7.8 percent- Other specialty stores 5 percent- Export 1.6 percent

Bread and Bakery Product Manufacturing in the US (June 2005) Year Industry Ended Industry Gross Dec Revenue % Growth Product % Growth 1992 *26994.9 N/A *16869.1 N/A 1993 *28004.6 3.7 *17357.2 2.9 1994 *28381.7 1.3 *17769.8 2.4 1995 *30037.6 5.8 *18638.3 4.9 1996 *31542.3 5.0 *18190.5 -2.4 1997 *31646.5 0.3 *20279.1 11.5 1998 *30503.7 -3.6 *19733.7 -2.7 1999 *31085.3 1.9 *20763.7 5.2 2000 *32357.0 4.1 *21639.3 4.2 2001 *32330.4 -0.1 *21664.3 0.1 2002 *31349.8 -3.0 *21250.4 -1.9 2003 *32862.8 4.8 *21491.0 1.1Ave Ann Grth 1.8 2.2

Bread and Bakery Product Manufacturing in the US - Forecast (June 2005) Ended Industry Gross Dec Revenue % Growth Product % Growth 2003 *32862.8 N/A *21491.0 N/A 2004 *33520.1 2.0 *21791.9 1.4 2005 *34257.5 2.2 *22380.3 2.7 2006 *33401.1 -2.5 *21820.7 -2.5 2007 *33234.1 -0.5 *21493.4 -1.5 2008 *33732.6 1.5 *21815.8 1.5 2009 *34069.9 1.0 *22252.2 2.0Ave Ann Grth 0.6 0.6

Major players (2004)1. Sara Lee (6.1%)2. Bimbo Bakeries (3.6%)

_____________________________________

5. baby food industry:- The US market for baby foods has grown by 2.4% since 2003 to reach a value of US$5.1 billion in 2004- Milk formula was the largest sector, accounting for 77% of sales in 2004, worth nearly US$4 billion- The US market for baby foods is highly consolidated with the top five companies comprising approximately 93% of total share of market.- The market for baby foods is forecast to grow by 12% from 2004 to 2009, to reach a value of US$5.9 billion

Major players:- Bristol-Myers Squibb- Abbott Laboratories- Novartis- Nestle- Beech-Nut_____________________________________

6. cereal industry (i.e. ready-to-eat, hot cereal, cereal bars):- revenue totaling $9.39 billion, a 3.5% increase from the previous year. This accounts for 2.5% of total food manufacturing revenue in the United States - domestic demand totaling $9.08 billion, a 3% increase from the previous year

Production, supply & demand in U.S. for Breakfast Cereals (2003)Production estimates (kg) 142,928,055Imports (kg) 3,336,805Exports (kg) 14,394,160Apparent consumption (kg) 131,870,700Per capita consumption (kg) 6.6Source: USDA

Breakfast Cereal Manufacturing in the US (April 2005) Year Industry Ended Industry Gross Dec Revenue % Growth Product % Growth 1992 *12023.3 N/A *9004.2 N/A 1993 *12730.9 5.9 *9309.9 3.4 1994 *13513.0 6.1 *10241.5 10.0 1995 *13210.8 -2.2 *10267.8 0.3 1996 *10283.6 -22.2 *7307.6 -28.8 1997 *10108.1 -1.7 *7283.5 -0.3 1998 *10596.6 4.8 *7806.7 7.2 1999 *11668.9 10.1 *8891.0 13.9 2000 *11702.5 0.3 *8926.8 0.4 2001 *11813.9 1.0 *9006.2 0.9 2002 *9098.5 -23.0 *6792.4 -24.6 2003 *9077.8 -0.2 *6563.6 -3.4Average Annual Growth -2.5 -2.8

Breakfast Cereal Manufacturing in the US - Forecast (April 2005) Year Industry Ended Industry Gross Dec Revenue % Growth Product % Growth 2003 *9077.8 N/A *6563.6 N/A 2004 *9395.5 3.5 *6314.2 -3.8 2005 *9630.4 2.5 *6535.2 3.5 2006 *9726.7 1.0 *6731.2 3.0 2007 *9921.2 2.0 *6933.2 3.0 2008 *10020.5 1.0 *6863.8 -1.0 2009 *10120.7 1.0 *6795.2 -1.0Average Annual Growth 1.8 0.6Source: IBISWorld

Product/ Service Segmentation- Ready-to-eat cereals 47 percent- Hot cereals 29 percent- Cereal bars 24 percent

Major players (2004):1. Kellogg (23.7%)2. General Mills (18%)3. Kraft Foods (14.0%)4. PepsiCo (11.4%)5. Ralcorp (3.6%)

Major Market Segments- Grocery wholesalers 67.7 percent- Supermarkets and convenience stores 20 percent- Food service providers 6.5 percent- Export 5.8 percent

April 11, 2023April 11, 2023 8383

MARKET SEGMENT – CONFECTIONERY – MARKET SEGMENT – CONFECTIONERY – MANUFACTURERS – IMANUFACTURERS – I

The Hershey CompanyThe Hershey Company– Company website: http://www.hershey.com Company website: http://www.hershey.com – 100 Crystal A Dr., Hershey, PA 17033100 Crystal A Dr., Hershey, PA 17033

Tel: 717-534-4200Tel: 717-534-4200– 2005 sales (chocolate): $2,780.9 million2005 sales (chocolate): $2,780.9 million– Hershey is the largest chocolate candy manufacturer in the U.S.Hershey is the largest chocolate candy manufacturer in the U.S.– The company’s confectionery brands include: Hershey’s Kisses, Reese’s, The company’s confectionery brands include: Hershey’s Kisses, Reese’s,

Twizzlers, Mounds, and York Peppermint PattyTwizzlers, Mounds, and York Peppermint Patty– Hershey has about 44.7% market shareHershey has about 44.7% market share

April 11, 2023April 11, 2023 8484

MARKET SEGMENT – CONFECTIONERY – MARKET SEGMENT – CONFECTIONERY – MANUFACTURERS – IIMANUFACTURERS – II

Mars Inc. (Masterfoods)Mars Inc. (Masterfoods)– Company website: http://www.mars.com Company website: http://www.mars.com – 6885 Elm St., McLean, VA 221016885 Elm St., McLean, VA 22101

Tel: 703-821-4900Tel: 703-821-4900– 2005 sales (chocolate): $1,706.7 million2005 sales (chocolate): $1,706.7 million– Mars is the number two chocolate candy manufacturer in the U.S.Mars is the number two chocolate candy manufacturer in the U.S.– The company’s confectionery brands include: 3 Musketeers, Dove, Milky The company’s confectionery brands include: 3 Musketeers, Dove, Milky

Way, Skittles, Twix, and StarburstWay, Skittles, Twix, and Starburst– Mars has about 27.4% market shareMars has about 27.4% market share

April 11, 2023April 11, 2023 8585

MARKET SEGMENT – CONFECTIONERY – MARKET SEGMENT – CONFECTIONERY – MANUFACTURERS – IIIMANUFACTURERS – III

Nestle USANestle USA– Company website: http://www.nestleusa.com Company website: http://www.nestleusa.com – 800 N. Brand Blvd., Glendale, CA 91203800 N. Brand Blvd., Glendale, CA 91203

Tel: 818-549-6000Tel: 818-549-6000– 2005 sales (chocolate): $548.8 million2005 sales (chocolate): $548.8 million– Nestle is the number 3 chocolate candy manufacturer in the U.S.Nestle is the number 3 chocolate candy manufacturer in the U.S.– The company’s confectionery brands include: Crunch, Smarties, and KitKatThe company’s confectionery brands include: Crunch, Smarties, and KitKat– Nestle has about 8.8% market shareNestle has about 8.8% market share

April 11, 2023April 11, 2023 8686

MARKET SEGMENT – CONFECTIONERY – MARKET SEGMENT – CONFECTIONERY – MANUFACTURERS – IVMANUFACTURERS – IV

Godiva Chocolatier, Inc. (subsidiary of Campbell Soup)Godiva Chocolatier, Inc. (subsidiary of Campbell Soup)– Company website: http://www.godiva.com Company website: http://www.godiva.com – 355 Lexington Ave., Fl. 16, New York, NY 10017355 Lexington Ave., Fl. 16, New York, NY 10017

Tel: 212-984-5900Tel: 212-984-5900– 2005 sales (total): $825 million2005 sales (total): $825 million– Godiva makes and sells premium chocolate concoctions, including bonbons, Godiva makes and sells premium chocolate concoctions, including bonbons,

flavored coffee, cookies, ice cream, and liqueurflavored coffee, cookies, ice cream, and liqueur– The company also operates 275 boutique retail stores in the U.S.The company also operates 275 boutique retail stores in the U.S.

Ghirardelli Chocolate CompanyGhirardelli Chocolate Company– Company website: http://www.ghirardelli.com Company website: http://www.ghirardelli.com – 510-483-6970510-483-6970

Tel: 1111 139Tel: 1111 139thth Ave., San Leandro, CA 94578 Ave., San Leandro, CA 94578– 2005 sales (total): $150 million2005 sales (total): $150 million– Ghirardelli makes premium chocolate products such as its signature Ghirardelli makes premium chocolate products such as its signature

chocolate squares, baking chocolate, and chocolate beverage mixeschocolate squares, baking chocolate, and chocolate beverage mixes– The company also operates 12 retail shopsThe company also operates 12 retail shops

April 11, 2023April 11, 2023 8787

MARKET SEGMENT – CONFECTIONERY – MARKET SEGMENT – CONFECTIONERY – MANUFACTURERS – VMANUFACTURERS – V

Lindt & Sprungli USALindt & Sprungli USA– Company website: http://www.lindt.com Company website: http://www.lindt.com – One Fine Chocolate Place, Stratham, NH 03885One Fine Chocolate Place, Stratham, NH 03885

Tel: 603-778-8100Tel: 603-778-8100– 2005 sales (global): $1,707.4 million2005 sales (global): $1,707.4 million– Lindt is Switzerland’s oldest chocolate company and sells premium Lindt is Switzerland’s oldest chocolate company and sells premium

chocolates worldwidechocolates worldwide– The company’s brands include: Caffarel, Lindor, Lindt, and Swiss TraditionThe company’s brands include: Caffarel, Lindor, Lindt, and Swiss Tradition

See’s CandiesSee’s Candies– Company website: http://www.sees.comCompany website: http://www.sees.com– 210 El Camino Real, South San Francisco, CA 94080210 El Camino Real, South San Francisco, CA 94080

Tel: 650-583-7307Tel: 650-583-7307– 2005 sales: $325 million2005 sales: $325 million– See’s makes more than 100 varieties of premium chocolate truffles, See’s makes more than 100 varieties of premium chocolate truffles,

caramels, toffee, and other candiescaramels, toffee, and other candies– The company has more than 200 franchised retail shopsThe company has more than 200 franchised retail shops

April 11, 2023April 11, 2023 8888

BREAD & BAKERY SEGMENT STATISTICS – USABREAD & BAKERY SEGMENT STATISTICS – USA

2004 Revenue totaling $33.52 billion, a 2% increase from the previous 2004 Revenue totaling $33.52 billion, a 2% increase from the previous year. This is 6.9% of total US food manufacturing revenue.year. This is 6.9% of total US food manufacturing revenue.

2005 Domestic demand totaling $34.60 billion, a 2.2% increase from 2005 Domestic demand totaling $34.60 billion, a 2.2% increase from the previous year.the previous year.

Bread and Bakery Product Manufacturing in the US - Product/Service Bread and Bakery Product Manufacturing in the US - Product/Service Segmentation (June 2005)Segmentation (June 2005)– Fresh and frozen bread and rolls 77.4 %Fresh and frozen bread and rolls 77.4 %– Frozen cakes, pies and other pastries* 13.5 %Frozen cakes, pies and other pastries* 13.5 %– Other bakery products 9.1 %Other bakery products 9.1 %

* Frozen cakes, pies and other pastries - includes frozen bakery products (except bread), such * Frozen cakes, pies and other pastries - includes frozen bakery products (except bread), such as soft cakes (including fruit), pies (including fruit, cream and custard) doughnuts, as soft cakes (including fruit), pies (including fruit, cream and custard) doughnuts, danishes, cream puffs, eclairs, fruit muffins and other pastries for immediate human danishes, cream puffs, eclairs, fruit muffins and other pastries for immediate human consumptionconsumption

April 11, 2023April 11, 2023 8989

MARKET SEGMENT – BREAD & BAKERY – MARKET SEGMENT – BREAD & BAKERY – MANUFACTURERS – IMANUFACTURERS – I

Sara Lee Food & BeverageSara Lee Food & Beverage– Company website: http://www.saralee.com Company website: http://www.saralee.com – 3 First National Plaza, Chicago, IL 606023 First National Plaza, Chicago, IL 60602

Tel: 312-726-2600Tel: 312-726-2600– 2005 sales (total): $4,254 million2005 sales (total): $4,254 million– Sara Lee is the market leader of bread and bakery products in the U.S.Sara Lee is the market leader of bread and bakery products in the U.S.– The company produces fresh sliced bread, buns, rolls, bagels, and frozen The company produces fresh sliced bread, buns, rolls, bagels, and frozen

bakery desserts such as pies, cakes, and cheesecakesbakery desserts such as pies, cakes, and cheesecakes– The Food & Beverage subsidiary also manufactures packaged deli meats The Food & Beverage subsidiary also manufactures packaged deli meats

and cheeses and baked goodsand cheeses and baked goods– Sara Lee’s bakery brands include: Sara Lee, Healthy Choice, Holsum, and Sara Lee’s bakery brands include: Sara Lee, Healthy Choice, Holsum, and

Roman MealRoman Meal– The company has approximately 6.1% market shareThe company has approximately 6.1% market share

April 11, 2023April 11, 2023 9090

MARKET SEGMENT – BREAD & BAKERY – MARKET SEGMENT – BREAD & BAKERY – MANUFACTURERS – IIMANUFACTURERS – II

Bimbo Bakeries USA (subsidiary of Grupo Bimbo)Bimbo Bakeries USA (subsidiary of Grupo Bimbo)– Company website: http://www.bimbobakeriesusa.com Company website: http://www.bimbobakeriesusa.com – 14401 Statler Blvd., Fort Worth, TX 7615514401 Statler Blvd., Fort Worth, TX 76155

Tel: 817-864-2500Tel: 817-864-2500– 2005 sales: $1,257.1 million2005 sales: $1,257.1 million– Bimbo Bakeries is the U.S. subsidiary of Mexico’s Grupo Bimbo S.A.Bimbo Bakeries is the U.S. subsidiary of Mexico’s Grupo Bimbo S.A.– The company manufactures tortillas, bagels, snack cakes, muffins, and The company manufactures tortillas, bagels, snack cakes, muffins, and

pizza crustspizza crusts– Bimbo Bakeries brands include: Bimbo, Mrs. Baird’s, Oroweat, Francisco, Tia Bimbo Bakeries brands include: Bimbo, Mrs. Baird’s, Oroweat, Francisco, Tia

Rosa, and MarinelaRosa, and Marinela– The company has approximately 3.6% market shareThe company has approximately 3.6% market share

April 11, 2023April 11, 2023 9191

MARKET SEGMENT – BREAD & BAKERY – MARKET SEGMENT – BREAD & BAKERY – MANUFACTURERS – IIIMANUFACTURERS – III

Interstate Bakeries CorporationInterstate Bakeries Corporation– Company website: http://www.interstatebakeriescorp.com Company website: http://www.interstatebakeriescorp.com – 12 E. Armour Blvd., Kansas City, MO 6411112 E. Armour Blvd., Kansas City, MO 64111

Tel: 816-502-4000Tel: 816-502-4000– 2005 sales: $3,403.5 million2005 sales: $3,403.5 million– Interstate Bakeries is one of the largest wholesale bakers in the U.S., Interstate Bakeries is one of the largest wholesale bakers in the U.S.,

operating 52 bakeries nationwideoperating 52 bakeries nationwide– The company’s bread brands include: Wonder, Merita, and Home PrideThe company’s bread brands include: Wonder, Merita, and Home Pride– Interstate Bakeries also produces snack cakes, doughnuts, and sweet-goods Interstate Bakeries also produces snack cakes, doughnuts, and sweet-goods

under the brands Hostess, Dolly Madison, and Drake’sunder the brands Hostess, Dolly Madison, and Drake’s– The company filed for Chapter 11 bankruptcy in 2004 and is still in the The company filed for Chapter 11 bankruptcy in 2004 and is still in the

process of reorganizationprocess of reorganization

April 11, 2023April 11, 2023 9292

MARKET SEGMENT – BREAD & BAKERY – MARKET SEGMENT – BREAD & BAKERY – MANUFACTURERS – IVMANUFACTURERS – IV

Dunkin’ Donuts (Dunkin’ Brands)Dunkin’ Donuts (Dunkin’ Brands)– Company website: http://www.dunkindonuts.com Company website: http://www.dunkindonuts.com – 130 Royall St., Canton, MA 02021130 Royall St., Canton, MA 02021

Tel: 781-737-3000Tel: 781-737-3000– 2005 sales (U.S. total): $3,400 million2005 sales (U.S. total): $3,400 million– Dunkin’ Donuts is the world’s largest coffee and baked goods chainDunkin’ Donuts is the world’s largest coffee and baked goods chain– The company sells 52 varieties of donuts in addition to an array of bagels, The company sells 52 varieties of donuts in addition to an array of bagels,

breakfast sandwiches, and other baked goodsbreakfast sandwiches, and other baked goods– The company has over 4,000 Dunkin’ Donuts locationsThe company has over 4,000 Dunkin’ Donuts locations

April 11, 2023April 11, 2023 9393

MARKET SEGMENT – BREAD & BAKERY – MARKET SEGMENT – BREAD & BAKERY – MANUFACTURERS – VMANUFACTURERS – V

Krispy Kreme Doughnuts, Inc.Krispy Kreme Doughnuts, Inc.– Company website: http://www.krispykreme.com Company website: http://www.krispykreme.com – 370 Knollwood St., Suite 500, Winston-Salem, NC 27103370 Knollwood St., Suite 500, Winston-Salem, NC 27103

Tel: 336-725-2981Tel: 336-725-2981– 2005 sales: $707.8 million2005 sales: $707.8 million– Krispy Kreme operates a chain of more than 310 shops and more than 80 Krispy Kreme operates a chain of more than 310 shops and more than 80

smaller format satellite locations throughout the U.S.smaller format satellite locations throughout the U.S.– In addition to its original glazed doughnut, the company serves cakes, filled In addition to its original glazed doughnut, the company serves cakes, filled

doughnuts, crullers and frittersdoughnuts, crullers and fritters

April 11, 2023April 11, 2023 9494

BREAKFAST CEREALS SEGMENT – BREAKFAST CEREALS SEGMENT – MARKET DEMAND – 1995-2005MARKET DEMAND – 1995-2005

2005 – US Cereal Industry (i.e. ready-to-eat, hot cereal, cereal bars) 2005 – US Cereal Industry (i.e. ready-to-eat, hot cereal, cereal bars) revenue totaling $9.39 billion, a 3.5% increase from the previous year. revenue totaling $9.39 billion, a 3.5% increase from the previous year. This accounts for 2.5% of total food manufacturing revenue in the This accounts for 2.5% of total food manufacturing revenue in the United States United States

Domestic demand totaling $9.08 billion, a 3% increase from the Domestic demand totaling $9.08 billion, a 3% increase from the previous yearprevious year

Industry Industry Industry Gross Industry Gross YearYear Revenue ($ mil)Revenue ($ mil) % Change % Change Product ($ mil)Product ($ mil) % Change % Change 1995 1995 13210.8 13210.8 -2.2 -2.2 10267.8 10267.8 0.3 0.3 1996 10283.6 1996 10283.6 -22.2 -22.2 7307.6 7307.6 -28.8 -28.8 1997 10108.1 1997 10108.1 -1.7 -1.7 7283.5 7283.5 -0.3 -0.3 1998 10596.6 1998 10596.6 4.8 4.8 7806.7 7806.7 7.2 7.2 1999 11668.9 1999 11668.9 10.1 10.1 8891.0 8891.0 13.9 13.9 2000 11702.5 2000 11702.5 0.3 0.3 8926.8 8926.8 0.4 0.4 2001 11813.9 2001 11813.9 1.0 1.0 9006.2 9006.2 0.9 0.9 2002 9098.5 2002 9098.5 -23.0 -23.0 6792.4 6792.4 -24.6 -24.6 2003 9077.8 2003 9077.8 -0.2 -0.2 6563.6 6563.6 -3.4 -3.4Average Annual GrowthAverage Annual Growth -2.5 -2.5 -2.8 -2.8

April 11, 2023April 11, 2023 9595

MARKET SEGMENT – BREAKFAST CEREALS – MARKET SEGMENT – BREAKFAST CEREALS – MANUFACTURERS – IMANUFACTURERS – I

Kellogg CompanyKellogg Company– Company website: http://www.kelloggcompany.com Company website: http://www.kelloggcompany.com – 1 Kellogg Sq., Battle Creek, MI 490161 Kellogg Sq., Battle Creek, MI 49016

Tel: 269-961-2000Tel: 269-961-2000– 2005 sales: $10,177.2 million2005 sales: $10,177.2 million– Kellogg is the number one U.S. breakfast cereal makerKellogg is the number one U.S. breakfast cereal maker– The company’s brands include: All Bran, Apple Jacks, Cocoa Krispies, Corn The company’s brands include: All Bran, Apple Jacks, Cocoa Krispies, Corn

Flakes, Corn Pops, Crispix, Crunch, Froot Loops, Frosted Mini-Wheats, Fruit Flakes, Corn Pops, Crispix, Crunch, Froot Loops, Frosted Mini-Wheats, Fruit Harvest, Honey Smacks, Kellogg’s Organics, Mini-Swirlz, Raisin Bran, Rice Harvest, Honey Smacks, Kellogg’s Organics, Mini-Swirlz, Raisin Bran, Rice Krispies, and Scooby Doo Berry BonesKrispies, and Scooby Doo Berry Bones

– Kellogg has about 23.7% market shareKellogg has about 23.7% market share

April 11, 2023April 11, 2023 9696

MARKET SEGMENT – BREAKFAST CEREALS – MARKET SEGMENT – BREAKFAST CEREALS – MANUFACTURERS – IIMANUFACTURERS – II

General Mills, Inc.General Mills, Inc.– Company website: http://www.generalmills.com Company website: http://www.generalmills.com – 1 General Mills Blvd., Minneapolis, MN 554261 General Mills Blvd., Minneapolis, MN 55426

Tel: 763-764-7600Tel: 763-764-7600– 2005 sales: $11,640 million2005 sales: $11,640 million– General Mills is the number two cereal maker in the U.S.General Mills is the number two cereal maker in the U.S.– The company’s brands include: Cheerios, Chex, Total, Kix, Wheaties, and The company’s brands include: Cheerios, Chex, Total, Kix, Wheaties, and

Lucky CharmsLucky Charms– General Mills has about 18% market shareGeneral Mills has about 18% market share

April 11, 2023April 11, 2023 9797

MARKET SEGMENT – BREAKFAST CEREALS – MARKET SEGMENT – BREAKFAST CEREALS – MANUFACTURERS – IIIMANUFACTURERS – III

Kraft Foods, Inc.Kraft Foods, Inc.– Company website: http://www.kraft.com Company website: http://www.kraft.com – 3 Lakes Dr., Northfield, IL 600933 Lakes Dr., Northfield, IL 60093

Tel: 847-646-2000Tel: 847-646-2000– 2005 sales (corporate total): $34,113 million2005 sales (corporate total): $34,113 million– Kraft Foods is the number one food company and number three cereal Kraft Foods is the number one food company and number three cereal

company in the U.S.company in the U.S.– The company manufactures cereals under its Post brandThe company manufactures cereals under its Post brand– Post cereal brands include: Honey Bunches of Oats, Grape Nuts, Raisin Bran, Post cereal brands include: Honey Bunches of Oats, Grape Nuts, Raisin Bran,

100% Bran, Shredded Wheat, Toasties, Bran Flakes, Fruit & Bran, Fruity & 100% Bran, Shredded Wheat, Toasties, Bran Flakes, Fruit & Bran, Fruity & Cocoa Pebbles, Honeycomb, Strawberry Blasted Honeycomb, Golden Crisp, Cocoa Pebbles, Honeycomb, Strawberry Blasted Honeycomb, Golden Crisp, Waffle Crisp, Oreo O’s, and Alpha-BitsWaffle Crisp, Oreo O’s, and Alpha-Bits

– Kraft has about 14% market shareKraft has about 14% market share

April 11, 2023April 11, 2023 9898

MARKET SEGMENT – BREAKFAST CEREALS – MARKET SEGMENT – BREAKFAST CEREALS – MANUFACTURERS – IVMANUFACTURERS – IV

Quaker Oats (subsidiary of PepsiCo)Quaker Oats (subsidiary of PepsiCo)– Company website: http://www.quakeroats.com Company website: http://www.quakeroats.com – P.O. Box 049003, Chicago, IL 60604P.O. Box 049003, Chicago, IL 60604

Tel: 312-821-1000Tel: 312-821-1000– 2005 sales (PepsiCo): $32,562 million2005 sales (PepsiCo): $32,562 million– PepsiCo is the fourth largest cereal maker in the U.S., selling breakfast PepsiCo is the fourth largest cereal maker in the U.S., selling breakfast

cereal through its Quaker subsidiarycereal through its Quaker subsidiary– Quaker Oats cereal brands include: Cap’n Crunch, Life, Quisp, Mother’s Quaker Oats cereal brands include: Cap’n Crunch, Life, Quisp, Mother’s

Natural, Quaker, and KretschmerNatural, Quaker, and Kretschmer– PepsiCo has about 11.4% market sharePepsiCo has about 11.4% market share

April 11, 2023April 11, 2023 9999

LUCUMA – US CUSTOMER BUYING PATTERN - ILUCUMA – US CUSTOMER BUYING PATTERN - I

The main challenges that U.S. buyers face:The main challenges that U.S. buyers face:

– U.S Consumers in general have not been introduced to Lucuma flavoringU.S Consumers in general have not been introduced to Lucuma flavoring

– A few restaurants and a couple of ice cream parlors owned by Peruvians A few restaurants and a couple of ice cream parlors owned by Peruvians offer Lucuma ice cream & chocolate trufflesoffer Lucuma ice cream & chocolate truffles

– Lucuma is very expensive if purchased through a distributor/importer in the Lucuma is very expensive if purchased through a distributor/importer in the U.S. – more than six to eight times the price of that in PeruU.S. – more than six to eight times the price of that in Peru

– Fresh lucuma is not available in the U.S. so users must purchase lucuma Fresh lucuma is not available in the U.S. so users must purchase lucuma derivatives – some would prefer to use fresh lucumaderivatives – some would prefer to use fresh lucuma

– Inconsistent quality is sometimes a problem for the customers – they Inconsistent quality is sometimes a problem for the customers – they sometimes receive frozen lucuma pulp with blemishes and freezer burnssometimes receive frozen lucuma pulp with blemishes and freezer burns

April 11, 2023April 11, 2023 100100

LUCUMA – US CUSTOMER BUYING PATTERN - IILUCUMA – US CUSTOMER BUYING PATTERN - II

Goya, a well known manufacturer and marketer of frozen food, Caribbean and Goya, a well known manufacturer and marketer of frozen food, Caribbean and Latin American Cuisine appears to have a good experience of Lucuma Sales to Latin American Cuisine appears to have a good experience of Lucuma Sales to Ice Cream SegmentIce Cream Segment

Goya started marketing frozen lucuma as recently as the 2006 spring in the USGoya started marketing frozen lucuma as recently as the 2006 spring in the US

They are selling frozen lucuma pulp at $3.99 per 14 OZThey are selling frozen lucuma pulp at $3.99 per 14 OZ

They claim to have sold as much as 2,500 cases so far (with each case They claim to have sold as much as 2,500 cases so far (with each case containing 24 - 14 oz canscontaining 24 - 14 oz cans

They have sold so far 21,360 Kgms of LucumaThey have sold so far 21,360 Kgms of Lucuma

They feel that the ice cream industry seems to like lucuma flavoringThey feel that the ice cream industry seems to like lucuma flavoring

This augurs well for potential lucuma salesThis augurs well for potential lucuma sales

April 11, 2023April 11, 2023 101101

CRITERIA FOR MARKET SELECTION & CRITERIA FOR MARKET SELECTION & DESIGNING A SCORING SYSTEMDESIGNING A SCORING SYSTEM

This has been already carried out in the earlier meeting with the This has been already carried out in the earlier meeting with the “Lucuma Group” on August 9, 2006“Lucuma Group” on August 9, 2006

April 11, 2023April 11, 2023 102102

DISTRIBUTION CHANNEL ANALYSIS - IDISTRIBUTION CHANNEL ANALYSIS - I

American Fruits & FlavorsAmerican Fruits & Flavors– Company website: http://www.americanfruits-flavors.com/Company website: http://www.americanfruits-flavors.com/– 10725 Sutter Ave., Pacoima, CA 9133110725 Sutter Ave., Pacoima, CA 91331

Tel: 818-899-9574Tel: 818-899-9574– AFF is an ingredients supplier to the beverage, bakery, dairy, confectionery, AFF is an ingredients supplier to the beverage, bakery, dairy, confectionery,

frozen novelties, snack foods, and jams industriesfrozen novelties, snack foods, and jams industries– The company specializes in fruit flavorings, vegetable flavorings, fruit bases, The company specializes in fruit flavorings, vegetable flavorings, fruit bases,

fruit concentrates, natural sweeteners, and tropical blendsfruit concentrates, natural sweeteners, and tropical blends

April 11, 2023April 11, 2023 103103

DISTRIBUTION CHANNEL ANALYSIS - IIDISTRIBUTION CHANNEL ANALYSIS - II

Bioactive ResourcesBioactive Resources– Company website: http://www.bioactiveresources.com/Company website: http://www.bioactiveresources.com/– 138 Sylvania Place, South Plainfield, NJ 07080138 Sylvania Place, South Plainfield, NJ 07080

Tel: 908-561-3114Tel: 908-561-3114E-mail: [email protected] E-mail: [email protected]

– Bioactive Resources is an ingredients supplier for the nutritional Bioactive Resources is an ingredients supplier for the nutritional supplement, food, beverage, snacks, and cosmetics industriessupplement, food, beverage, snacks, and cosmetics industries

– The company carries fruit and vegetable derivativesThe company carries fruit and vegetable derivatives

Carlos Steffens Inc.Carlos Steffens Inc.– Company website: http://www.steffenscorp.comCompany website: http://www.steffenscorp.com– 3061 Independence Dr., Suite F, Livermore, CA 945503061 Independence Dr., Suite F, Livermore, CA 94550

Tel: 925-243-6539Tel: 925-243-6539– Carlos Steffens is an ingredients broker specializing in concentrated fruit Carlos Steffens is an ingredients broker specializing in concentrated fruit

juices, fruit purees, and pastesjuices, fruit purees, and pastes

April 11, 2023April 11, 2023 104104

DISTRIBUTION CHANNEL ANALYSIS - IIIDISTRIBUTION CHANNEL ANALYSIS - III

Carmi Flavor & FragranceCarmi Flavor & Fragrance– Company website: http://www.carmiflavors.com/Company website: http://www.carmiflavors.com/– 6030 Scott Way, Commerce, CA 900406030 Scott Way, Commerce, CA 90040

Tel: 323-888-9240Tel: 323-888-9240E-mail: [email protected] E-mail: [email protected]

– Carmi is a flavor developer and ingredients supplier serving the bakery, Carmi is a flavor developer and ingredients supplier serving the bakery, beverage, confectionery, dairy, and ice cream industriesbeverage, confectionery, dairy, and ice cream industries

– The company carries various fruit flavoringsThe company carries various fruit flavorings

Country Pure FoodsCountry Pure Foods– Company website: http://www.juice4u.com/Company website: http://www.juice4u.com/– 681 W. Waterloo Rd., Akron, OH 44314681 W. Waterloo Rd., Akron, OH 44314

Tel: 330-753-2293Tel: 330-753-2293– Country Pure Foods is an independent juice processor, manufacturing an Country Pure Foods is an independent juice processor, manufacturing an

assortment of juicesassortment of juices

April 11, 2023April 11, 2023 105105

DISTRIBUTION CHANNEL ANALYSIS - IVDISTRIBUTION CHANNEL ANALYSIS - IV

Diana NaturalsDiana Naturals– Company website: http://www.diana-naturals.comCompany website: http://www.diana-naturals.com– 707 Executive Blvd., Valley Cottage, NY 10989707 Executive Blvd., Valley Cottage, NY 10989

Tel: 845-268-5200Tel: 845-268-5200– Diana Naturals is an ingredient supplier to the health food industryDiana Naturals is an ingredient supplier to the health food industry– The company specializes in the production and marketing of natural fruit The company specializes in the production and marketing of natural fruit

and vegetable ingredientsand vegetable ingredients

Dynamic Health LaboratoriesDynamic Health Laboratories– Company website: http://www.dynamic-health.com/Company website: http://www.dynamic-health.com/– 110 Bridge St., Brooklyn, NY 11201110 Bridge St., Brooklyn, NY 11201

Tel: 718-472-4009Tel: 718-472-4009– Dynamic Health Laboratories is a contract manufacturers of juices, juice Dynamic Health Laboratories is a contract manufacturers of juices, juice

blends, purees, and concentratesblends, purees, and concentrates– The company carries a variety of exotic juices and purees including: goji, The company carries a variety of exotic juices and purees including: goji,

mangosteen, acai, noni, camu camu, aloe vera, papaya, and mangomangosteen, acai, noni, camu camu, aloe vera, papaya, and mango

April 11, 2023April 11, 2023 106106

DISTRIBUTION CHANNEL ANALYSIS - VDISTRIBUTION CHANNEL ANALYSIS - V

Encore Fruit MarketingEncore Fruit Marketing– Company website: http://www.encorefruit.com/Company website: http://www.encorefruit.com/– 120 West Bonita Ave., Suite 204, San Dimas, CA 91773120 West Bonita Ave., Suite 204, San Dimas, CA 91773

Tel: 909-394-5640Tel: 909-394-5640– Encore Fruit Marketing is an ingredient broker specializing in fruit purees, Encore Fruit Marketing is an ingredient broker specializing in fruit purees,

fruit juices, frozen fruits, dried fruits, and fruit concentratesfruit juices, frozen fruits, dried fruits, and fruit concentrates

Food PartnersFood Partners– Company website: http://www.foodpartners.net/Company website: http://www.foodpartners.net/– 340 W. Central Ave., Suite 200, Winter Haven, FL 33880340 W. Central Ave., Suite 200, Winter Haven, FL 33880

Tel: 863-298-8771Tel: 863-298-8771– Food Partners is an ingredient distributor focusing on tropical fruit juices and Food Partners is an ingredient distributor focusing on tropical fruit juices and

related by-productsrelated by-products– The company’s products include: acerola, black current, guabana, guava, The company’s products include: acerola, black current, guabana, guava,

kiwi, mango, papaya, passion fruit, and prickly pearkiwi, mango, papaya, passion fruit, and prickly pear

April 11, 2023April 11, 2023 107107

DISTRIBUTION CHANNEL ANALYSIS - VIDISTRIBUTION CHANNEL ANALYSIS - VI

FruitSmart Inc.FruitSmart Inc.– Company website: http://www.fruitsmart.com/Company website: http://www.fruitsmart.com/– 14502 N. Rothrock Road, Prosser, WA 9935014502 N. Rothrock Road, Prosser, WA 99350

Tel: 509-786-3500Tel: 509-786-3500– FruitSmart is an ingredients supplier and processor specializing fruit FruitSmart is an ingredients supplier and processor specializing fruit

ingredientsingredients

International Flavors & FragrancesInternational Flavors & Fragrances– Company website: https://www.iffxpress.com/Company website: https://www.iffxpress.com/– 150 Docks Corner Road, Dayton, NJ 08810150 Docks Corner Road, Dayton, NJ 08810

Tel: 732-329-5466 Tel: 732-329-5466 – International Flavors & Fragrances is a flavor developer and ingredients International Flavors & Fragrances is a flavor developer and ingredients

suppler for the confectionery, beverage, dairy, bakery, and other food suppler for the confectionery, beverage, dairy, bakery, and other food industry segmentsindustry segments

April 11, 2023April 11, 2023 108108

DISTRIBUTION CHANNEL ANALYSIS - VIIDISTRIBUTION CHANNEL ANALYSIS - VII

iTi TropicalsiTi Tropicals– Company website: http://www.ititropicals.com/Company website: http://www.ititropicals.com/– Lawrenceville, NJLawrenceville, NJ

Tel: 800-223-5484Tel: 800-223-5484– iTi Tropicals is an importer of tropical fruit purees, concentrates, and fruit iTi Tropicals is an importer of tropical fruit purees, concentrates, and fruit

piecespieces– The company’s products include: acelora, aloe vera, coconut, guava, The company’s products include: acelora, aloe vera, coconut, guava,

mango, papaya, passion fruit, and tamarindmango, papaya, passion fruit, and tamarind

RFI IngredientsRFI Ingredients– Company website: http://www.rfiingredients.comCompany website: http://www.rfiingredients.com– 300 Corporate Drive, Suite 14, Blauvelt, NY 10913300 Corporate Drive, Suite 14, Blauvelt, NY 10913

Tel: 845-358-8600Tel: 845-358-8600– RFI Ingredient is an ingredient developer and broker for the food and RFI Ingredient is an ingredient developer and broker for the food and

beverage industriesbeverage industries– The company carries powders, purees, and concentrates of acai, acerola, The company carries powders, purees, and concentrates of acai, acerola,

camu camu, graviola, guava, mango, papaya, passion fruit, and star fruitcamu camu, graviola, guava, mango, papaya, passion fruit, and star fruit

April 11, 2023April 11, 2023 109109

DISTRIBUTION CHANNEL ANALYSIS - DISTRIBUTION CHANNEL ANALYSIS - NODAL POINTS NODAL POINTS

Initially it is essential to develop a proper taste and flavoring appealing to the US Initially it is essential to develop a proper taste and flavoring appealing to the US PalatePalate

It is useful to spend some time and money with companies carrying out special It is useful to spend some time and money with companies carrying out special research in these areas in the USresearch in these areas in the US

Once this is done, the next step would be to offer the products to various Once this is done, the next step would be to offer the products to various manufacturers to try the productsmanufacturers to try the products

Only after this, the Distribution Channel should be offered the product to store Only after this, the Distribution Channel should be offered the product to store and sell after creating suitable demand in the marketand sell after creating suitable demand in the market

Being a relatively new product, it is totally dependent on the response of Being a relatively new product, it is totally dependent on the response of manufacturers of ice cream, yogurt, bakery products, sweet spreads, flavored manufacturers of ice cream, yogurt, bakery products, sweet spreads, flavored milk and breakfast cerealsmilk and breakfast cereals

A good market research after developing proper taste and flavorings is therefore A good market research after developing proper taste and flavorings is therefore essentialessential

April 11, 2023April 11, 2023 110110

COMPETITIVE ANALYSIS - ICOMPETITIVE ANALYSIS - I

Lucuma has to develop a Market Entry Strategy against stiff competition from all Lucuma has to develop a Market Entry Strategy against stiff competition from all other flavoringsother flavorings

In Fruit Pulp Category alone, it meets with competition from the following:In Fruit Pulp Category alone, it meets with competition from the following:– Mangoes – this is currently placed in “special gourmet” categoryMangoes – this is currently placed in “special gourmet” category– Pineapple – this is gradually making its way felt in selected gourmet ice cream Pineapple – this is gradually making its way felt in selected gourmet ice cream

manufacturersmanufacturers– Selected tropical fruits – it is left to the imagination of some of the gourmet ice cream Selected tropical fruits – it is left to the imagination of some of the gourmet ice cream

providers to come up with these fruit pulpsproviders to come up with these fruit pulps

In addition, it is facing competition from the regular flavorings such as Vanilla In addition, it is facing competition from the regular flavorings such as Vanilla (29.6%), Chocolate (8.9%), Strawberry (5.3%), Butter Pecan (5.3%), Neapolitan (29.6%), Chocolate (8.9%), Strawberry (5.3%), Butter Pecan (5.3%), Neapolitan (4.2%), Chocolate Chip (3.9%), French Vanilla ((3.8%), Cookies ‘n Cream (3.6%), (4.2%), Chocolate Chip (3.9%), French Vanilla ((3.8%), Cookies ‘n Cream (3.6%), Fudge Ripple (2.6%) & Praline (1.7%)Fudge Ripple (2.6%) & Praline (1.7%)

The above add up to 68.3% and the balance is shared hundreds of products The above add up to 68.3% and the balance is shared hundreds of products accounting for 31.7%accounting for 31.7%

Lucuma will have to start as one of the products in the 31.7% categoryLucuma will have to start as one of the products in the 31.7% category

It is well known that Baskin Robbins have over 50 flavorings in their regular It is well known that Baskin Robbins have over 50 flavorings in their regular retail chain retail chain

April 11, 2023April 11, 2023 111111

COMPETITIVE ANALYSIS - IICOMPETITIVE ANALYSIS - II

It is estimated that the Market Demand for various flavorings in It is estimated that the Market Demand for various flavorings in different segments are as below:different segments are as below:

In Millions of US$In Millions of US$

Ice Cream Segment Ice Cream Segment -- 985985

YogurtYogurt -- 372372

Flavored MilkFlavored Milk -- 617617

Sweet SpreadsSweet Spreads -- 364364

Confectionery ProductsConfectionery Products -- 729729

Bakery ProductsBakery Products -- 1,598 1,598

Breakfast cerealsBreakfast cereals -- 1,961 1,961

TOTAL – ALL SEGMENTSTOTAL – ALL SEGMENTS -- 6,6266,626

April 11, 2023April 11, 2023 112112

ASSESSMENT OF CAPITAL INVESTMENT - IASSESSMENT OF CAPITAL INVESTMENT - I

Incremental Capital Investment needed has been calculated at 12.97% Incremental Capital Investment needed has been calculated at 12.97% of incremental sales revenue in Year – 5of incremental sales revenue in Year – 5

For a Sales Revenue of $11.293 million in Year 5, the Incremental For a Sales Revenue of $11.293 million in Year 5, the Incremental Investment would be $1.465 millionInvestment would be $1.465 million

The model automatically triggers the investment for the incremental The model automatically triggers the investment for the incremental sales revenue well in advancesales revenue well in advance

Depreciation has been assumed to be 12.5% of Capital InvestmentDepreciation has been assumed to be 12.5% of Capital Investment

April 11, 2023April 11, 2023 113113

ASSESSMENT OF CAPITAL INVESTMENT - IIASSESSMENT OF CAPITAL INVESTMENT - II

Incremental Manpower required to handle additional exports has been Incremental Manpower required to handle additional exports has been arrived at on the basis of 1 person for every $50K exports carried outarrived at on the basis of 1 person for every $50K exports carried out

The total personnel costs would be $7.5K p.a. per individualThe total personnel costs would be $7.5K p.a. per individual

The number of incremental jobs created and the incremental wage bill The number of incremental jobs created and the incremental wage bill for the first 5 years would be as below:for the first 5 years would be as below:

CALENDAR YEAR 2007 2008 2009 2010 2011 2015

NUMBER OF INCREMENTAL JOBS CREATED EACH YEAR

69

72

75

4

5

5

TOTAL COSTS OF LABOR

521 1,063

1,626

1,660

1,694

1,842

April 11, 2023April 11, 2023 114114

STRATEGIC OPTIONS – DEMAND IN VARIOUS STRATEGIC OPTIONS – DEMAND IN VARIOUS SEGMENTS IN 2006 - ISEGMENTS IN 2006 - I

PROJ. MARKET DEMAND FOR ICE CREAM IN MM LBS 7,234

PROJ. MKT DEMAND FOR YOGURT - MM LBS 2,731

PROJ MKT DEMAND FOR FLAVORED MILK - MM LBS 4,532

SWEET SPREAD INDUSTRY - JAMS, HONEY, PRESERVES ETC. - MM$ 1,820

CONFECTIONARY INDUSTRY - MM$ 15,547

CONFECTIONARY INDUSTRY - OTHER EDIBLE OILS, JAMS, OILS & OTHER MATERIALS - MM LBS 508

BAKERY PRODUCTS - MM$ 35,361

BAKERY PRODUCTS WHERE LUCUMA COULD BE USED - MM$ 7,992

PROJ. BREAKFAST CEREALS REVENUES - MM$ 9,806

April 11, 2023April 11, 2023 115115

STRATEGIC OPTIONS – GROWTH RATES OF VARIOUS STRATEGIC OPTIONS – GROWTH RATES OF VARIOUS SEGMENTSSEGMENTS

Ice Cream SegmentIce Cream Segment 1.09%1.09%

Yogurt SegmentYogurt Segment 1.00%1.00%

Flavored Milk SegmentFlavored Milk Segment 2.89%2.89%

Sweet Spreads SegmentSweet Spreads Segment 1.10%1.10%

Confectionery SegmentConfectionery Segment 1.20%1.20%

Bakery Products SegmentBakery Products Segment 2.20%2.20%

Breakfast Cereals SegmentBreakfast Cereals Segment 1.83%1.83%

April 11, 2023April 11, 2023 116116

STRATEGIC OPTIONS – PRODUCT STRATEGIESSTRATEGIC OPTIONS – PRODUCT STRATEGIES

Develop Product Flavorings appealing to the US PalateDevelop Product Flavorings appealing to the US Palate

Approach Two Companies such as Carmi Flavor & Fragrance and Approach Two Companies such as Carmi Flavor & Fragrance and International Flavors & Fragrances, well experienced in this field to International Flavors & Fragrances, well experienced in this field to provide quotesprovide quotes

A consumer panel is to be formed and product testing should take A consumer panel is to be formed and product testing should take placeplace

Different forms of the product to be tried to see whose applicability has Different forms of the product to be tried to see whose applicability has the most favorable response from the consumer panelthe most favorable response from the consumer panel

Spending as much as $350K towards developing the optimal blend of Spending as much as $350K towards developing the optimal blend of taste, aroma and feel for the producttaste, aroma and feel for the product

Based on Consumer Panel’s reactions, a suitable product or a set of Based on Consumer Panel’s reactions, a suitable product or a set of products would be selectedproducts would be selected

April 11, 2023April 11, 2023 117117

STRATEGIC OPTIONS – PRODUCTION STRATEGIESSTRATEGIC OPTIONS – PRODUCTION STRATEGIES

In the collaborative meetings, one suggestion was that some groups of In the collaborative meetings, one suggestion was that some groups of growers (within or external to PROLUCUMA) combine forces and make growers (within or external to PROLUCUMA) combine forces and make a binding commitment to produce standardized products which would a binding commitment to produce standardized products which would resolve a key issue in the current marketplace.resolve a key issue in the current marketplace.

As suggested by ACM Consulting, this structure could be a “fielcomiso” As suggested by ACM Consulting, this structure could be a “fielcomiso” (land traust) whereby particpants place their land under contract and (land traust) whereby particpants place their land under contract and for a specified time (say 5 years) decline rights to cease production of for a specified time (say 5 years) decline rights to cease production of Lucuma.Lucuma.– As a consequence, the producers in this category would be givern priority As a consequence, the producers in this category would be givern priority

rights for sales opportunities identified by PROLUCUMA or Government rights for sales opportunities identified by PROLUCUMA or Government Entities.Entities.

– Production would be combined to create a significant exportable offer, with Production would be combined to create a significant exportable offer, with participants receiving a corrresponding shareholding in the aggregated participants receiving a corrresponding shareholding in the aggregated entity.entity.

– Should the industry decide to explore this path, Tiara/ACM is willing to Should the industry decide to explore this path, Tiara/ACM is willing to undertake the financial analysis and develop the marketing strategy for undertake the financial analysis and develop the marketing strategy for such an entity.such an entity.

April 11, 2023April 11, 2023 118118

STRATEGIC OPTIONS – PROMOTION STRATEGIESSTRATEGIC OPTIONS – PROMOTION STRATEGIES

Participation in 10 Trade Shows at a total cost of $200KParticipation in 10 Trade Shows at a total cost of $200K

Making presentations similar to what Brazil did for their special “berry Making presentations similar to what Brazil did for their special “berry product”, “CIAO” last year in US Trade Showsproduct”, “CIAO” last year in US Trade Shows

Participation in “Food Network” Show, i.e., Channel 46 to display the Participation in “Food Network” Show, i.e., Channel 46 to display the variety of food recipes using “Lucuma”. The cost should not exceed, variety of food recipes using “Lucuma”. The cost should not exceed, say $40Ksay $40K

Free Sampling & Demonstration in 50 selected restaurants, 4 times a Free Sampling & Demonstration in 50 selected restaurants, 4 times a year at a unit cost of $325 per restaurant would involve an overall cost year at a unit cost of $325 per restaurant would involve an overall cost of $65Kof $65K

Advertising in 6 different magazines to a tune of $450Advertising in 6 different magazines to a tune of $450

Overall cost of promotional strategies would be in the region of $755KOverall cost of promotional strategies would be in the region of $755K

April 11, 2023April 11, 2023 119119

STRATEGIC OPTIONS – PRICING STRATEGIESSTRATEGIC OPTIONS – PRICING STRATEGIES

It is recommended to have a “Conservative Approach” hereIt is recommended to have a “Conservative Approach” here

There is significant evidence that the Distributors in the US are There is significant evidence that the Distributors in the US are charging substantially higher price for “Lucuma Pulp” that they have charging substantially higher price for “Lucuma Pulp” that they have imported from Peru imported from Peru

It is also known that some of users of Lucuma for their ice-creams and It is also known that some of users of Lucuma for their ice-creams and chocolate truffles are importing directly from their own sources in Peru chocolate truffles are importing directly from their own sources in Peru at $2.50 per Kgm. at $2.50 per Kgm.

We have therefore assumed an import price (fob Peru) at $2.50 per We have therefore assumed an import price (fob Peru) at $2.50 per KgmKgm

The model treats “escalating price” as an option in this regard and The model treats “escalating price” as an option in this regard and shows the relevant results shows the relevant results

April 11, 2023April 11, 2023 120120

STRATEGIC OPTIONS - DISTRIBUTIONSTRATEGIC OPTIONS - DISTRIBUTION

There are quite a few distributors, ready to take on the “Distribution” There are quite a few distributors, ready to take on the “Distribution” as seen in the earlier slidesas seen in the earlier slides

However, the Strategy recommended here is to initially develop an However, the Strategy recommended here is to initially develop an “Optimal Product” and then offer it to ice cream and yogurt “Optimal Product” and then offer it to ice cream and yogurt manufacturers and retail chainsmanufacturers and retail chains

Similarly, develop the products suitable for Confectionery, Bakery and Similarly, develop the products suitable for Confectionery, Bakery and Breakfast Cereals Segments and then offer it to the respective Breakfast Cereals Segments and then offer it to the respective manufacturers and marketersmanufacturers and marketers

Thereafter, offer the product both directly through the distribution Thereafter, offer the product both directly through the distribution channel and also to the manufacturers depending on their order of channel and also to the manufacturers depending on their order of preferencepreference

April 11, 2023April 11, 2023 121121

STRATEGIC OPTIONS – STRATEGIC OPTIONS – PROJECTED MARKET SHARESPROJECTED MARKET SHARES

PROJECTED MARKET SHARE IN ICE CREAM SEGMENT 0.23%

PROJECTED MARKET SHARE IN YOGURT SEGMENT 0.15%

PROJ. MKT SHR IN FLAVORED MILK SEGMENT 0.17%

PROJ MKT SHR OF LUCUMA IN SWEET SPREAD SGMT 0.15%

PROJ. MARKET SHARE IN CONFECTIONARY SEGMENGT 0.20%

PROJ. MKT SHR IN BAKERY SEGMENT 0.23%

PROJ. MKT SHARE IN CEREALS SEGMENT 0.29%

April 11, 2023April 11, 2023 122122

STRATEGIC OPTIONS – ASSUMPTIONS RELATING TO STRATEGIC OPTIONS – ASSUMPTIONS RELATING TO LUCUMA CONTENT SHARE FOR EACH SEGMENTLUCUMA CONTENT SHARE FOR EACH SEGMENT

PERCENTAGE OF LUCUMA PULP IN ICE CREAM 17.50%

PERCENTAGE OF LUCUMA PULP IN YOGURT 12.50%

PERCENTAGE OF LUCUMA IN FLOVORED MILK 10.00%

% OF SWEETENED LUCUMA IN SWEET SPREAD INDUSTRY 22.50%

% - SWEETENED LUCKUMA IN CONFECTIONARY 15.00%

% OF ASEPTIC LUCUMA IN BAKERY PRODUCTS 11.00%

% OF FREEZE-DRIED LUCUMA IN BREAKFAST CEREALS 9.00%

April 11, 2023April 11, 2023 123123

STRATEGIC OPTIONS – ADDITIONAL MODEL DATASTRATEGIC OPTIONS – ADDITIONAL MODEL DATA

No of Years to Achieve Market Share - 3 YearsNo of Years to Achieve Market Share - 3 Years

Cost of Goods Sold (COGS) per KgmCost of Goods Sold (COGS) per Kgm - $1.70- $1.70

Ratio of Selling Price to COGS - 68.0%Ratio of Selling Price to COGS - 68.0%

April 11, 2023April 11, 2023 124124

STRATEGIC OPTIONS – PROJECTED REVENUE STRATEGIC OPTIONS – PROJECTED REVENUE STREAMS FROM DIFFERENT SEGMENTSSTREAMS FROM DIFFERENT SEGMENTS

CALENDAR YEAR 2007 2008 2009 2010 2011 2015

PROJ. INCRMNTL REVENUE FROM ICE CREAM SGMT - M $

1,123

2,270

3,442

3,479

3,517

3,672

PROJ. INCR REVENUE FROM YOGURT SGMT - M$

213

456

731

780

834

1,086

PROJ. INCRMNTL REVENUE FROM FLV'D MILK SGMT - M $

307

631

974

1,003

1,032

1,156

PROJ. LUCUMA SALES IN SWEET SPREAD SGMT - M $

208

421

638

645

652

681

PROJ. INCRMTL REVENUE FROM CONFECTIONARY SGMT - M$

58

116

177

179

181

190

PROJ. LUCUMA SALES IN BAKERY SGMT - MM$

695

1,420

2,178

2,225

2,274

2,481

PROJ. LUCUMA SALES IN CEREALS SGMT - MM$

869

1,770

2,703

2,752

2,803

3,014

PROJ. TOTAL EXPORTS REVENUE OF ALL SGMTS - M$

3,473

7,085

10,842

11,064

11,293

12,280

April 11, 2023April 11, 2023 125125

STRATEGIC OPTIONS – PROJECTED REVENUE STREAMS, COGS, STRATEGIC OPTIONS – PROJECTED REVENUE STREAMS, COGS, OPERATING COSTS, CONTRIBUTION MARGIN & EARNING OPERATING COSTS, CONTRIBUTION MARGIN & EARNING

STREAMS BEFORE TAXSTREAMS BEFORE TAX

CALENDAR YEAR 2007 2008 2009 2010 2011 2015

PROJ. TOTAL EXPORTS REVENUE OF ALL SGMTS - M$

3,473

7,085

10,842

11,064

11,293

12,280

PROJ COST OF GOODS SOLD FOR ALL SGMTS - M$

2,361

4,818

7,373

7,524

7,679

8,351

CONTRIBUTION MARGIN FROM ALL SGMTS - M$

1,111

2,267

3,470

3,541

3,614

3,930

NUMBER OF INCREMENTAL JOBS CREATED EACH YEAR

69

72

75

4

5

5

TOTAL COSTS OF LABOR

521

1,063 1,626

1,660

1,694

1,842

PROMOTIONAL ONE TIME COSTS - M$

350

-

PROMOTIONAL COSTS - FOR THE FIRST FEW YEARS - M$

65

65

65

65

65

-

PROMOTIONAL RECURRING COSTS - M$

690

690

690

690

690

218

TOTAL OPERATING COSTS FOR LUCUMA INDUSTRY-M$

1,626

1,818

2,381

2,415

2,449

2,060

NET OPERATING INCOME BEFORE TAX & DEPRECIATION - M$

(515)

449

1,088

1,126

1,165

1,869

April 11, 2023April 11, 2023 126126

STRATEGIC OPTIONS – PROJECTED EXPORTS OF LUCUMA IN STRATEGIC OPTIONS – PROJECTED EXPORTS OF LUCUMA IN TONS, CAPITAL INVESTMENT STREAMS & WORKING CAPITALTONS, CAPITAL INVESTMENT STREAMS & WORKING CAPITAL

CALENDAR YEAR 2007 2008 2009 2010 2011 2015

TOTAL LUCUMA TONS EXPORTED

1,389

2,834

4,337

4,426

4,517

4,912

INCREMENTAL CAPITAL INVESTMENT NEEDED - M$

1,465

-

-

-

-

-

CUMULATIVE CAPITAL INVESTMENT - M$

1,465

1,465

1,465

1,465

1,465

1,465

DEPRECIATION OF CAPITAL INVESTMENT - M$

183

183

183

183

183

-

WORKING CAPITAL NEEDED - M$

1,347

2,748

4,206

4,292

4,381

4,764

INCREMENTAL WORKING CAPITAL - M$

1,347

1,401

1,458

86

89

100

WORKING CAPITAL INTEREST COSTS - M$

121

247

379

386

394

429

April 11, 2023April 11, 2023 127127

STRATEGIC OPTIONS – PROJECTED CASH FLOWSSTRATEGIC OPTIONS – PROJECTED CASH FLOWS

CALENDAR YEAR 2007 2008 2009 2010 2011 2015 2021

AFTER TAX CASHFLOW FOR INDUSTRY - NOMINAL - M$

(2,304)

196

536

556

577

965

1,243

CUMU. AFT TAX CASH FLOW - NOMINAL - M$

(2,304)

(2,108)

(1,572)

(1,016)

(439)

3,102

9,947

AFT TAX CASH FLOW FOR THE INDUSTRY - REAL - M$

(2,237)

185

490

494

497

740

798

CUMU. AFTER TAX CASH FLOW - REAL - M$

(2,237)

(2,052)

(1,562)

(1,068)

(570)

2,260

6,981

April 11, 2023April 11, 2023 128128

STRATEGIC OPTIONS – PROJECTED RESULTS & STRATEGIC OPTIONS – PROJECTED RESULTS & ECONOMIC INDICATORSECONOMIC INDICATORS

TOTAL EXPORTS OF LUCUMA PRODUCTS - M$ 170,970

TOTAL FREE CASH FLOW LUCUMA PROJECT - M$ 9,947

NO OF NEW JOBS CREATED - LUCUMA PROJECT 280

NET PRESENT VALUE FOR THE INDUSTRY - M$ 2,340

INTGERNAL RATE OF RETURN - NOMINAL 26%

INTERNAL RATE OF RETURN - REAL 22%

SIMPLE PAYBACK PERIOD - NOMINAL - YEARS 5.58

SIMPLE PAYBACK PERIOD - REAL - YEARS 5.90

PRESENT WORTH PAYBACK PERIOD (PWP) - YEARS 7.17

PRESENT WORTH INDEX - (PWP) 2.14

April 11, 2023April 11, 2023 129129

Strategic GraphsStrategic Graphs

The following grapghs show the results of the Tiara ModelingThe following grapghs show the results of the Tiara Modeling

The grapghs show results with and without the suggested 2% annual The grapghs show results with and without the suggested 2% annual price increase as market penetration, demand and channel efficiency price increase as market penetration, demand and channel efficiency increaseincrease– The 2% Price Increase converts the DRA (Decision and Risk Analysis) for The 2% Price Increase converts the DRA (Decision and Risk Analysis) for

“Peru Lucuma S.A.” (the entire industry as if it were a firm) from an “Peru Lucuma S.A.” (the entire industry as if it were a firm) from an approcimately 32% risk (considering 2187 iterations of the 7 key variables) approcimately 32% risk (considering 2187 iterations of the 7 key variables) to an approximately 8.5% risk (using the same 2817 iterations)to an approximately 8.5% risk (using the same 2817 iterations)

April 11, 2023April 11, 2023 130130

Tornado: Lucuma VariablesTornado: Lucuma VariablesNo Annual Price IncreaseNo Annual Price Increase

April 11, 2023April 11, 2023 131131

Tornado: Lucuma Top 7 VariablesTornado: Lucuma Top 7 VariablesNo Annual Price IncreaseNo Annual Price Increase

April 11, 2023April 11, 2023 132132

S-Curve: Lucuma Decision & Risk AnalysisS-Curve: Lucuma Decision & Risk AnalysisNo Annual Price IncreaseNo Annual Price Increase

April 11, 2023April 11, 2023 133133

Strategic GraphsStrategic Graphs

The following Tornado Diagram and “S-Curve” The following Tornado Diagram and “S-Curve”

(Decision and Risk Analysis) (Decision and Risk Analysis)

show the effect of a 2% annual price increaseshow the effect of a 2% annual price increase

April 11, 2023April 11, 2023 134134

Tornado: Lucuma VariablesTornado: Lucuma VariablesWith 2% Annual Price IncreaseWith 2% Annual Price Increase

April 11, 2023April 11, 2023 135135

Tornado: Lucuma Top 7 VariablesTornado: Lucuma Top 7 Variables2% Annual Price Increase2% Annual Price Increase

April 11, 2023April 11, 2023 136136

S-Curve: Lucuma Decision & Risk AnalysisS-Curve: Lucuma Decision & Risk AnalysisWith Annual Price IncreaseWith Annual Price Increase

April 11, 2023April 11, 2023 137137

Some Traditional Some Traditional and Non-Traditional Lucuma Presentationsand Non-Traditional Lucuma Presentations

April 11, 2023April 11, 2023 138138

Conclusion: Key Findings Conclusion: Key Findings from Study and Collaborative Meetingsfrom Study and Collaborative Meetings

The Lucuma industry has “niche” opportunities in the USA, and can achieve The Lucuma industry has “niche” opportunities in the USA, and can achieve significant profitability at “relatively” or “very” low risk by reaching minute significant profitability at “relatively” or “very” low risk by reaching minute market shares in key products such as Ice Cream, Flavored Milk and as a market shares in key products such as Ice Cream, Flavored Milk and as a “Bakery Ingredient”“Bakery Ingredient”– A key variable in diminishing the risk profile is a 2% price increase annually.A key variable in diminishing the risk profile is a 2% price increase annually.– Initially, larger food firms should not be targeted, direct contacts in the gourmet sector Initially, larger food firms should not be targeted, direct contacts in the gourmet sector

are essential to introduce the product while strengthening the supply chainare essential to introduce the product while strengthening the supply chain

Without “standardization,” of quality variables such as color, flavor, sugar Without “standardization,” of quality variables such as color, flavor, sugar content (as well as dependable supply to the USA) Lucuma will remain a content (as well as dependable supply to the USA) Lucuma will remain a “marginal” export product“marginal” export product

PRO-LUCUMA, must be strengthened (or a new stronger entity created) so well PRO-LUCUMA, must be strengthened (or a new stronger entity created) so well over 50% of acreage is represented.over 50% of acreage is represented.– This will allow increased marketing and political strengthThis will allow increased marketing and political strength– This will allow much better data collection to ensure industry benchmarking and This will allow much better data collection to ensure industry benchmarking and

profitabilityprofitability– This will allow communication of market demands, and allow growers to meet it with This will allow communication of market demands, and allow growers to meet it with

appropriate quality and standardized offer. appropriate quality and standardized offer.

A public Private partnership is essential to achieve quality, supply and promotion A public Private partnership is essential to achieve quality, supply and promotion goals. Likely participants will include PROMPEX and the Private Sector (whether goals. Likely participants will include PROMPEX and the Private Sector (whether under the aegis of the gremio PRO-LUCUMA, or large scale individual firms)under the aegis of the gremio PRO-LUCUMA, or large scale individual firms)

April 11, 2023April 11, 2023 139139

Next StepsNext Steps

Despite the completion of the project, Tiara is willing to re-run the DRA based on Despite the completion of the project, Tiara is willing to re-run the DRA based on improved data which may come available based on tighter industry improved data which may come available based on tighter industry coordination, and furthermore modify any strategic conclusions and coordination, and furthermore modify any strategic conclusions and recommendationsrecommendations

Furthermore, Tiara is willing to re-present this presentation, with any Furthermore, Tiara is willing to re-present this presentation, with any modifications described above, in January 2007 at no additional cost.modifications described above, in January 2007 at no additional cost.

PROMPEX and PROLUCUMA, and key industry players must convene and decide PROMPEX and PROLUCUMA, and key industry players must convene and decide what political and financial resources are available for solidifying the industry, what political and financial resources are available for solidifying the industry, and what strategy recommendations they wish to adopt.and what strategy recommendations they wish to adopt.– Upon this decision, further study should be undertaken based on the “new realities” Upon this decision, further study should be undertaken based on the “new realities”

concluded by the relevant partiesconcluded by the relevant parties– Now that the “ideal” plan has been developed, Tiara International Consulting is willing, Now that the “ideal” plan has been developed, Tiara International Consulting is willing,

as an additional study, to adopt a plan based on decisions taken by the relevant as an additional study, to adopt a plan based on decisions taken by the relevant participants.participants.

– The “Land-Trust” concept mentioned earlier should be considered. If accepted it must The “Land-Trust” concept mentioned earlier should be considered. If accepted it must be developed with sound economic study and marketing plan (based on the acreage be developed with sound economic study and marketing plan (based on the acreage of willing participants)of willing participants)

If within a “reasonable time” (e.g. 1 quarter) inertia or other factors delay the If within a “reasonable time” (e.g. 1 quarter) inertia or other factors delay the adoption of a holistic plan, individual firms can and should seek opportunities in adoption of a holistic plan, individual firms can and should seek opportunities in the meantime to tap the markets and contacts identified. This is a sub-optimal the meantime to tap the markets and contacts identified. This is a sub-optimal solution.solution.

April 11, 2023April 11, 2023 140140

TIC LLC Tiara International Consulting LLC

www.ticllcglobal.com

Gracias por su atención...

This document is an exclusive joint property of TIC LLC and ACM Perú SAC. Neither the whole document, nor any of its written parts, charts or photos can be used

for any purpose, different from the one defined by both companies, or by previous notice and written

authorization by them.

Documents

LUCUMA EXPORT MARKET - USA PHASES I, II & III REPORT 04 Diciembre 2006