BMC - Beverage Marketing Corporation

Transcription

Beverage Marketing Corporation
BMC Capabilities Overview
Contents
•  Who We Are
•  BMC Strategic Associates (Consulting)
•  BMC Research (Publications/Reports)
•  BMC Financial Advisors (Financial Services)
•  BMC DrinkIntell (Leading Beverage Proprietary Database)
•  The Beverage Forum
-2-
Beverage Marketing Corporation • BMC Capabilities Overview
Who We Are
Beverage Marketing Corporation utilizes an integrated model for providing information,
analysis and advice to beverage industry clients
Unique Beverage Industry Expertise for
Providing “Added-Value” to Selected Clients
Cutting Edge Insights: New Age Emergence, Multiple Beverage Competition,
Specialty Beer Opportunity, Bottled Water Dominance, Hyper-Category
Competition, Micro-Marketing Age
-3-
Who We Are
In its over 40 years since inception, BMC has evolved from a publishing business into a
leading provider of strategic advisory services to the beverage industry
BMC’s Evolution to a Comprehensive Managing Consulting Firm
BMC Strategic
Associates
•  Extensive experience in advising
leading global beverage and
consumer goods corporations
•  Enhanced international capabilities
(Latin America, Europe)
Focus
Consulting
Today
•  Comprehensive
Business Model
•  Financial/Business Advisory
Consulting/
Information
Services
1995
•  Strategic Business Assessments
•  Global Market Insights
Information
Services
1990
•  Competitive Intelligence
•  Beverage category publications
− State
− National
1972
-4-
•  Founded with focus on one-stop, beverage-specific directory
Who We Are
Beverage Marketing Corporation Background
Beverage Marketing Corporation is a leading provider of strategic insights to the
global beverage industry founded in 1972
•  Insights: Is actionable information, from analysis and other sources, that facilities
optimal decision making.
•  Our Mission: Help clients maximize profitability through superior market insights,
innovative solutions and actionable recommendation.
•  Our Focus: Service beverage companies and related industries globally with a diversified
staff and resources to best meet client needs.
In 2010, BMC began providing insights into the Food
industry; through a Snack publication
-5-
Who We Are
Beverage Marketing Corporation Background (cont’d)
Our Resources:
-6-
1. 
Professional staff with a distinguished record of success within their
corporate and professional careers along with diversified nationality and
professional experiences
2. 
40 years of proprietary data to facilitate the analysis and development of
insights
3. 
Over 800 successfully completed assignments to draw upon as appropriate
4. 
Unparallel access to industry experts and participants
5. 
BMC and affiliates maintains offices in New York City, Ohio and Bath UK; the
company is currently exploring opening an office in Miami for our Latin
American practice
Who We Are
BMC adds value by leveraging its extensive beverage industry expertise, proprietary
market information, access to industry experts and efficient project model
BMC’s Added Value
What
-7-
How
Focus
•  Entire beverage market and supply chain
•  Concentrated market activity/focus
•  In-depth knowledge/experience
•  Deep client relationships
•  Contacts at all levels
•  Historical knowledge base
In-Depth
Market Access/
Monitoring
•  Constantly aware of market shifts
− Trends
− Competitive activity
− Market segmentation
− Supply chain
•  Ongoing contacts and interviews
− Wholesaler/bottler interviews monthly
− Material supplier contacts
− Retail contacts
− Extensive in-market visits
− Industry media relationships
Experience
•  Workable solutions
− Conceptual and practical experience
•  Knowledge base
− Reservoir of past projects and experience
− Experienced beverage industry staff at all
levels within the industry
Project
Efficiencies
•  No learning at client’s expense
− Fast starts and relevant activities
•  Ability to identify and address issues quickly
•  Reservoir of industry information
Who We Are
BMC has several offices and affiliates staffed with 40 professionals and is currently
exploring opening an office in Miami for the Latin American Region
BMC Locations
Capabilities
-8-
Geography
New York
•  U.S. and Canadian Consulting Group and HQ
•  Information Service Group
•  BMC Financial Services
•  Handle all U.S. businesses
•  Oversea International projects
•  Client management for global enterprises
Ohio
•  Responsible for production of publications
•  Back office operations for the firm
•  Conduct customized consumer and B-to-B
surveys
•  Publications and back office for entire
enterprise
•  Consumer and trade surveys for U.S. only
Mexico City
•  Consulting for entire Latin America area
with focus on Mexico
•  Primarily Mexican clients
•  Secondarily, Latin American Clients
Bath UK
•  Under BMC supervision and leadership,
conduct on the ground work in Europe
•  In-depth regional contacts
•  Handle in-market interviews relative to
European projects
Contents
•  Who We Are
-9-
BMC Strategic Associates (Consulting)
BMC’s consulting group, BMC Strategic Associates (BMCSA), has completed management
consulting assignments across several major areas for some of the best-managed
companies in the world
BMCSA’s Consulting Platforms
Strategy
•  Business Expansion/Growth
Strategies
Marketing/Brand Building
Supply Chain Strategies
•  Market Assessment
•  Distribution Strategies
•  Sales Strategies
•  Product Portfolio
•  Marketing investment
optimization
•  Value-Based Management
•  Pricing/Revenue Management
•  Corporate Strategic
Assessment and Development
•  Brand Health and Equity
•  Annual Strategic Performance
Reviews
•  Competitive Assessment –
Opportunities/Threats
•  Brand and Product/Extension
Development
•  Consumer Positioning
•  Market Entry Approach
•  Operational Effectiveness
•  Route-to-Market Options
•  Retail Channel Forces
•  Vending strategy
•  Food Service analysis /
options
•  Brand repositioning
Unique Experience and Knowledge Base Applied Against Clients’
Strategic and Tactical Issues for Market Success
-10-
BMCSA is the consultant of choice within the beverage industry for many companies,
including large successful corporations, entrepreneurs and private equity firms
BMCSA’s Competitive Advantage – Non Exhaustive
•  Four decades advising companies
•  Continuous tracking of the global beverage industry
•  Constant pursuit of the next frontier and/or addressing challenging situations for clients
•  Credibility before the investment community
•  First hand contact with senior management of industry participants: retailers, distributors,
logistics service providers, beverage brand owners, bottlers, advertising agencies, copackers, etc.
•  Senior staff with proven track record within the beverage industry and/or advisory services
•  Consistent and continuous involvement of senior staff all along a client’s assignment
−  Not just showing up for the big client meeting or presentation
•  Solid client service at all seniority levels
•  Ability to deploy and maintain a world class client service team, according to client’s needs
-11-
Partial Client List
-12-
Asahi
Dairy Management Inc.
Molson Coors
Anheuser-Busch InBev
Diageo
Nestle Beverages
Bacardi
E&J Gallo Winery
Nestle Waters North America
Bayer AG
Everfresh Beverages
Nestle USA
Beringer Winery
F. Korbel & Sons
Otsuka Pharmaceuticals
Bols/Wessanen
Ferolito Vultaggio & Sons
Pepsi Bottling Group
Brown Forman
Heineken USA
Pepsi-Cola Americas Bev.
Cadbury Schweppes (DPS)
H. P. Hood
Pernod Ricard
California Milk Processors Board
International Dairy Foods Association
Pokka Beverages
Campbell Soup Co.
Kendall-Jackson Winery
Red Bull
Cerveceria India
Kraft Foods
SmithKline Beecham
Coca-Cola Company
Labatt
Sun-Rype Products
Coca-Cola Enterprises
Mars Electronics
Suntory USA
Coca-Cola United
McKesson
Unilever
Constellation Brands
SABMiller Brewing Company
Veryfine Products
Cott Corporation
MillerCoors
Vitality Beverage Group
Country Pure Foods
Minute Maid
Contents
•  Who We Are
-13-
BMC Research (Publications/Reports)
BMC’s information/research group, BMC Information Services (BMCIS), publishes over 40
annual beverage market reports providing clients access to data, projections and insights
necessary to make decisions in a competitive beverage marketplace
• BMCIS is also home to the industry’s first ever all-inclusive, all-channel and predictive model databases –
BMC DrinkIntell™ and BMC’s LRB All-Channel Database
Information Services
Company Database
North America (BMC)
•  6,700+ companies
•  15,000+ brands
•  26,000+ people
International (Access)
•  190 countries
•  10,900 companies
Publications (40+)
•  U.S.
•  Global
Quarterly Market Updates
•  CSDs
•  Fruit Beverages
•  Bottled Water
•  RTD Tea & Coffee
•  Milk
•  Energy Drinks
•  Sports Drinks
•  Beer, Wine & Spirits
•  State Beer Tracking Svc.
•  State Wine Tracking Svc.
2012 Focus Reports
•  Impact of the Economy
on LRBs
•  Superpremium Juice
•  Coconut Water
•  Kombucha
•  Premium CSDs
•  Relaxation/Rejuvenation
Beverages
Data, Insights, Research & Industry Access to 400+ Customers/Clients
Hard Copy, CD-ROM, Internet Formats
-14-
BMC Research (Publications/Reports)
Beverage Marketing’s Internet data delivery system, BMCDataDirect®
Online access to Beverage Marketing’s over 35 in-depth market reports
Features/Benefits:
•  Work on-line or download for later use
•  Unlimited access for multiple users
•  Searchable
•  Easy to use, Word and PDF formats
•  Cut and paste data, text and exhibits
-15-
Contents
•  Who We Are
-16-
BMC Financial Advisors (Financial Services)
BMC’s financial group, BMC Financial Advisors (BMCFA), provide a wide range of financial
services to the beverage industry, both domestically and globally
• BMCFA focuses on privately held, middle market transactions ranging in value from $2 million to $250 million
BMC Financial Advisors
History
Services
•  Founded in 1999
•  M&A advisory
•  Leverage 40-year relationship within
the beverage industry
•  Valuations
•  Over 50 beverage transactions
completed
•  Due diligence reviews
•  Joint venture/licensing
•  Expert opinion/testimony
•  Debt and equity funding
Near-exclusive focus on Beverage or
Beverage-Related Companies
-17-
Partial Client List
-18-
Abita Springs Water Co.
Heineken USA
Snow Valley Water Co.
American Beverage Corp. *
High Falls Brewing
SOBE Beverages
Burt’s Beverages
HP Hood LLC
Southampton Bottling
Cadbury Schweppes (DPS)
Kona Spring Water
Sun Orchard, Inc. *
Calistoga Beverages
Longboard Vineyards
Suntory USA
CIT Equipment Financing
Mountain Valley Spring Co.
Susquehanna Investments
Citicorp Venture Group
Nestle Waters NA
TA Associates
DS Waters
Niagara Bottling
TA Business Development
Empresas Fonalledas *
Otsuka Pharmaceuticals
Three Springs Water Co.
FIJI Water
Pegasus Capital Advisors *
TSG Consumer Partners
First Capital Corporation
Petrossian Vodka
Tyler Mountain Water *
Fitzgerald Bros. Beverages
Phoenix Beverages, Inc.
Vaqueria Tres Monjitas *
Giant Eagle
Rosenthal Automotive
Windmill Distributing
Examples Acquisitions, Divestitures & Advisory
Sale of
Sale of
Sale of
Sale of
Pacific Beverage
Company
Crystal Soda
Water Company
HBL, Inc.
To
To
To
Mad River Traders,
Inc.
H.P. Hood & Sons
Pepsi Bottling
Group
United Auto Group
Sale of common stock
in
-19-
Sale of
To
Sale of certain assets
of
Honest Tea
Corporation
California
Beverage
Company
California Beverage
Company
To
To
To
Delaware Valley
Distributing Co.
Golden Brands,
Inc.
Triarc, Inc.
The Coca-Cola
Company
Sale of
Sparkling
Springs
Mineral Water
Company
To
Nestlé Waters
-20-
Sale of certain assets
of
Sale of
Valuations of
Valuations of
Tyler Mountain
Water Co.
Abita Springs
Water Co.
High Falls Brands
To
To
Windmill
Distributing
Company, L.P.
American
Beverage
Corporation
DS Waters
Due Diligence of
Due Diligence of
Big Red Soda
Tianjin Harvest
Industry (China)
Expert Testimony
on behalf of
Expert Testimony
on behalf of
Mountain Valley
Spring Company
Niagara Bottling,
LLC
Valuation of
Valuation & Sale of
Sale of
Sale of
Embotelladora de San
Luis Potosi
Embotelladora de
La Reyna
Embotelladora de
Centroamericana, S.A.
PepsiCo, Inc.
All Sport Brand
for
To
To
Pepsi International
CABCORP S.A.
Private Investors
To
The Monarch
Company, Inc.
Valuation of
Sale of
Embotelladora de San
Pedro Sula
Sparkling, S.A.
For
Pepsi International
-21-
To
Culligan
International
Valuation & Fairness
Opinion for
Embotelladora de
Pacifico
on behalf of
CABCORP S.A.
Sale of
Burt’s
Beverages,
Inc.
To
Northeast
Beverage Co.
Contents
•  Who We Are
-22-
BMC DrinkIntell ™ (Leading Beverage Proprietary Database)
BMC DrinkIntell™ will use a sophisticated four step process to forecast category, sub-category
and select company/brand data by volume and wholesale revenues
BMC DrinkIntell™ Forecasting Methodology
1.  Select best fit from 10 statistical models
• 
Next Quarter
2.  Develop preliminary quarterly forecast from model
• 
Year-End
3.  Select interviews by category with industry
knowledgeables for market intelligence
• 
1 Year
• 
2 Years
4.  BMC reconciliation of forecasts to field intelligence
-23-
Forecast Periods
BMC DrinkIntell™ Database
•  Multiple category/segments – history and forecasts
•  Individual category/segment detail
−  Category/Segment
−  Companies
−  Brands
−  Flavors
−  Packaging
−  Regions
−  Etc.
•  By company
•  By brand
•  By advertising expenditures: Beverage Category/Segment and brand consumer
demographics
•  CPI and PPI by beverage category
•  U.S. Demographic Data
̶  Population, age, income, education, etc
•  U.S. Macro-economic data
̶  GDP, DPI, unemployment, inflation, etc.
•  Financial Data and Analysis
̶  Quarterly earnings and government filings
̶  Beverage Analysts Reports (TBD)
̶  Beverage Analysts Surveys (TBD)
-24-
BMC DrinkIntell™, BMC’s U.S. beverage database and predictive model, includes multiple cuts of
data for 16 categories updated regularly
Example: Carbonated Soft Drink Module Attributes
1980 – 2011
Category/
Subcategory
Brands (125)
Flavors
Packaging
Regions
Advertising
Attributes:
•  Total Category
•  Regular colas
•  Regular flavors
•  Diet colas
•  Diet flavors
•  Coca-Cola
•  PepsiCo
•  DPSG
•  Cott
•  National
•  Big Red
•  Etc.
•  Coke
•  Pepsi
•  Dr Pepper
•  Mt. Dew
•  Sprite
•  Etc.
•  Cola
•  Lemon-lime
•  Heavy Citrus
•  Orange
•  Grape
•  Root Beer
•  Mixers
•  Type
•  Size
•  NE
•  SE
•  SW
•  Etc.
•  Company (3)
•  Brand (71)
•  Media type
Frequency:
•  Annual
•  Quarterly
•  Monthly (TBD)
•  Annual
•  Quarterly (TBD)
•  Annual
•  Annual
•  Annual
•  Annual
•  Annual
•  Volume
•  Wholesale
Dollars
•  Volume
•  Wholesale
Dollars
•  Volume
•  Volume
•  Volume
•  Volume
•  Dollar spend
•  Year-End
•  1-Year
•  2-Years
•  Year-End (TBD)
•  1-Year (TBD)
•  2-Years(TBD)
•  Year-End (TBD)
•  1-Year (TBD)
•  2-Years (TBD)
Units:
Forecasts
-25-
Companies (7)
BMC DrinkIntell™, BMC’s U.S. beverage database and predictive model, includes over 16
categories with complete “All Channel” data in volume and both wholesale and retail dollars
BMC DrinkIntell™
Beverage Categories
Attributes
•  Carbonated Soft •  Value Added
Drinks
Water
•  Fruit Beverages •  Energy Drinks
•  Companies (100+) and brands
(500+)
•  Ad spending by companies
(100+) and brands (300+)
•  Packaging by category
•  Coffee
•  Milk
•  Sports Drinks
•  Tea
•  Soy Beverages
•  Beer
•  Wine
•  Spirits
•  Milk Additives
•  Creamers
•  Yogurt Drinks
•  Coconut Water
•  Etc.
-26-
•  Flavors by category
•  Regionality by category
•  Category, sub-category and
select company/brand wholesale
dollars
Forecasts
•  By category
•  By subcategory
•  Select companies (TBD)
•  Select brands (TBD)
•  Year End Forecast
•  1 Year Forecast
•  2 Years Forecast
Reporting Periods &
Unit Measures
•  Category/subcategory
̶  Annual
̶  Quarterly
̶  Monthly (TBD)
•  Companies and brands
̶  Annual
̶  Quarterly (TBD)
•  Advertising
̶  Annual
̶  Quarterly
•  Flavors/Packaging/Regions
̶  Annual
•  Reporting Units
̶  Volume
̶  Wholesale dollars
̶  Retail dollars
BMC’s All Channel Database (“ACDB”) includes 20 retail channels, over 20 LRB categories and
captures 100% of volume and dollars across all retailer channels (measured + unmeasured)
(see Appendix for the complete presentation)
• ACDB provides ease of use and permits roll-ups or drill-downs by brand, sub-category, category, channel
or total company quarterly, semi-annually or annually
BMC’s All Channel Database
20 LRB Categories/
55 Sub-Categories
20 Retail Channels
100+ Companies and Brands
Take Home:
Immediate:
•  Grocery
•  Food Service
•  Carbonated Soft
Drinks
•  Ind. Small
Grocers
•  Vending
•  Value-added
water
•  Bars
•  Fruit Beverages
•  Yogurt drinks
•  Mass
(w/o Wal-Mart)
•  Convenience
•  Tea (Dry)
•  Energy drinks
•  Tea (RTD)
•  Sports drinks
•  Milk
•  Hot cocoa mix
•  Coffee Syrup
•  Education
•  Milk Additives
(Powders, Shakes,
Syrups)
•  B&I
•  Coffee (Dry)
•  All Other Food
Service
•  Coffee (RTD)
•  Wal-Mart
•  Dollar
•  Club
•  Heath
•  Drug
•  Military
•  On-line
•  Non-traditional
-27-
Food Service
•  Limited (QSR)
•  Full Service
•  Non-dairy
creamers (Liquid/
Dry)
•  Soy beverages
•  Coffee Pods
•  Leading companies
̶ 
Branded companies
̶ 
Private label companies
•  Leading brands
̶ 
Capturing 80+% volume
share of category inclusive
of P-L
̶ 
Capturing 80+% share of
sub-categories
•  Vegetable
Juice
•  Milk
Alternatives
Both BMC DrinkIntell™ and BMC’s All-Channel Databases captures by channel 39% of LRB
volume and 56% LRB retail revenues not captured by “measured” channels*
LRB
2011 Volume
(Millions of Gallons)
26.2 Billion
gallons
LRB
2011 Retail Revenues
(Millions of Dollars)
16.8 Billion
gallons
Total
43.0 Billion gallons
$140.1
Billion
BMC’s
Added Value
$109.1
Billion
Total
$249.2 Billion
* Measured channel coverage includes Food, Drug, Mass, Walmart, Military, ½ Dollar and ½ Club
Source: BMC Strategic Associates
-28-
BMC DrinkIntell™ is user-friendly and gives its users multiple options to build reports; each option
allows a search to be narrowed down by start/end period, period type (quarterly, bi-annually,
annually), metric (volume or dollars) and volume unit
• Within any option, reports are generated in MS Excel for easy use/formatting by user
• BMC DrinkIntell™ also gives its users access to advertising spend, consumer demographics, CPI and PPI and
beverage analyst reports
BMC DrinkIntell™ Homepage
-29-
BMC DrinkIntell™ Search Option
By Comparing Categories/Segments – History and Forecast
-30-
BMC DrinkIntell™ Search Option
By Comparing Categories/Segments – History and Forecast
Sample Report
-31-
Contents
•  Who We Are
-32-
The Beverage Forum
Beverage Marketing Corporation co-hosts The Beverage Forum in New York City annually,
gathering global industry leaders and experts to discuss the current and future status of
the global beverage industry
• BMC will celebrate it’s 20th Beverage Forum in 2013
• BMC will host The Beverage Forum in Germany, Asia and Latin America in the near future
The Annual Beverage Forum
•  Unrivaled roster of experienced industry
experts address timely, industry relevant
topics
•  Hundreds of beverage professionals from
around the world in attendance
•  Company of the Year and Lifetime
Achievement Awards
•  Interactive breakout sessions that deliver
essential industry information and thoughtprovoking analysis
−  Alcohol and non-alcohol category trends
-33-
The Beverage Forum
Partial Attendee List by Company
A C Nielsen
A Lassonde Inc
Adirondack Beverages Inc
Alcoa Inc
Heineken USA
International Dairy
Foods Association
Kraft Foods
Anheuser-Busch Companies Inc.
Asahi Breweries Ltd.
Miller Brewing Company
Molson USA, LLC
Ball Corporation
National Beverage Corp.
Barton Beers Ltd
Boston Beer Company
Brown-Forman Beverage Company
Nestle USA
Nestle Waters North America
Brown-Forman Bev Worldwide
Cadbury Beverages International
Pepsi Beverages & Foods
Pepsi Bottling Group Inc.,
Campbell Soup Company
Cervecena Cuauhtemoc Moctezuma
Pepsi -Cola Company
Pernod Ricard USA
Cliffstar Corporation
Perrier Group of America
Coca-Cola Company
Coca-Cola Enterprises
Red Bull North America Inc
Seagram Beverage Company
Constellation Brands
Crown Imports, LLC
Snapple Beverage Group
Southern Wine & Spirits
Dr Pepper/Seven Up, Inc.
Veryfine Products Inc.
Ferolito Vultaggio & Sons
General Mills
Zumbiel Packaging
-34-
Ocean Spray Cranberries Inc.

BMC - Beverage Marketing Corporation

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