Sawaya Segalas & Co., LLC Preliminary Introductory Materials February 2011 Sawaya Segalas & Co., LLC Preliminary Introductory Materials IRI InfoScan (FOOD data ending Oct 04, 2015)
Bottled Water Category Retail Dollar Sales ($MM) & % Chg YA Strictly Confidential Bottled Water Category Retail Dollar Sales ($MM) & % Chg YA Total Bottled Water Unsweetened Sparkling Water (includes Flavored & Unflavored) Premium Bottled Water (includes Still & Sparkling) Source: IRI Infoscan, Total US FOOD , Data Ending Oct 04, 2015
Bottled Water Category Retail Unit* Sales (MM) & % Chg YA Strictly Confidential Bottled Water Category Retail Unit* Sales (MM) & % Chg YA Total Bottled Water Unsweetened Sparkling Water (includes Flavored & Unflavored) Premium Bottled Water (includes Still & Sparkling) % Chg. vs YA Source: IRI Infoscan, Total US FOOD , Data Ending Oct 04, 2015 *Units = Actual packages scanned
Voss v. Premium Peers Dollar & Unit* Sales % Chg. YA Strictly Confidential Voss v. Premium Peers Dollar & Unit* Sales % Chg. YA % Dollar Growth Latest 52 Week Please include all brands included within the slide Premium Bottled Cat % Unit Growth 35.4% 9.9% 17.7% 14.7% 23.0% 5.5% 3.5% 6.2% (5.5%) (15.5%) Source: IRI Infoscan, Total US FOOD , Data Ending Oct 04, 2015 *Units = Actual packages scanned
Voss v. Premium Peers Dollar & Unit* Sales % Chg YA Strictly Confidential Voss v. Premium Peers Dollar & Unit* Sales % Chg YA % Dollar Growth Latest 12 Week Premium Bottled Cat Please include all brands included within the slide % Unit Growth 36.5% 25.4% 9.5% 11.7% 8.5% 22.5% 4.7% 3.6% (12.7%) (28.0%) Source: IRI Infoscan, Total US FOOD , Data Ending Oct 04, 2015 *Units = Actual packages scanned
Voss Dollar Sales ($MM) Trends Strictly Confidential Voss Dollar Sales ($MM) Trends Dollar Sales – Moving Annual Total by Month NOTE:we have only 16 rolling 52 weeks Source: IRI Infoscan, Total US FOOD, Data Ending Oct 04, 2015
Voss Unit* Sales (MM) Trends Strictly Confidential Voss Unit* Sales (MM) Trends Unit Sales - Moving Annual Total by Month NOTE: we have only 16 rolling 52 weeks Source: IRI Infoscan, Total US FOOD, Data Ending Oct 04, 2015 *Units = Actual packages scanned
Voss Dollars & % Chg YA by Region (L-12 & L-52, FOOD) Strictly Confidential Voss Dollars & % Chg YA by Region (L-12 & L-52, FOOD) Latest 12 Weeks Latest 52 Weeks Dollar Sales Dollar Sales % Chg YA Values are in Millions Source: IRI Infoscan, Data Ending Oct 04, 2015
Voss ACV Weighted Distribution by Region (L-4, FOOD) Strictly Confidential Voss ACV Weighted Distribution by Region (L-4, FOOD) Source: IRI Infoscan, Total US FOOD , Data Ending Oct 04, 2015
Voss PDI & Dollar Share by Region (L-4, FOOD) Strictly Confidential Voss PDI & Dollar Share by Region (L-4, FOOD) West Plains Great Lakes Northeast TTL Premium: 42.1 Unsweetened Sparkling: 96.8 TTL Voss: 41.8 Voss Share of Premium: 1.9% TTL Premium: 75.5 Unsweetened Sparkling: 95.8 TTL Voss: 47.4 Voss Share of Premium: 1.4% TTL Premium: 96.5 Unsweetened Sparkling: 130.7 TTL Voss: 89.6 Voss Share of Premium: 1.6% TTL Premium: 123.1 Unsweetened Sparkling: 91.7 TTL Voss: 135.9 Voss Share of Premium: 2.2% California South Central Southeast Mid South TTL Premium: 76.1 Unsweetened Sparkling: 50.7 TTL Voss: 118.0 Voss Share of Premium: 2.9% TTL Premium: 172.3 Unsweetened Sparkling: 103.4 TTL Voss: 200.2 Voss Share of Premium: 2.4% TTL Premium: 109.4 Unsweetened Sparkling: 145.1 TTL Voss: 97.1 Voss Share of Premium: 1.7% TTL Premium: 87.4 Unsweetened Sparkling: 65.5 TTL Voss: 64.6 Voss Share of Premium: 1.4% Note- Voss share of premium (it's does not seems accurate as we are picking Voss at Total Bottled level and considering Category as Premium Bottled to calculate share) PDI = (Volume Sales in a Geography / Population of the Geography) (Volume Sales in Total US / Total US Population) Source: IRI Infoscan, Data Ending Oct 04, 2015 Copyright © Information Resources, Inc., 2006. Confidential and proprietary
Premium Water v. Voss: Base Sales Diagnostics (L-52, FOOD) Total PREMIUM Dollar Sales Base $ Sales Avg. Wkly Items Per Store Base Price Per Vol Avg Weekly ACV Wtd Distribution 52 Weeks: 12 Weeks: 4 Weeks: Strictly Confidential $615.8M 10.8% +$60M 12.6% +$60.8M $545.1M 34.3 +2.1 +$0.01 $1.06 99.9 +0.0 (-0.0) VOSS Total Dollar Sales $11.5M 35.4% +$3.0M 34.5% +$2.6M $10.2M 2.0 -$0.01 $1.66 48.6 +5.4 52.2 +7.5 53.8 +9.9 Premium Water v. Voss: Base Sales Diagnostics (L-52, FOOD) 11 Source: IRI Infoscan, Total US FOOD Data Ending Oct 04, 2015
Premium Water v. Voss: Incremental Sales Diagnostics (L-52, FOOD) Strictly Confidential Premium Water v. Voss: Incremental Sales Diagnostics (L-52, FOOD) Total PREMIUM Dollar Sales Total VOSS Dollar Sales $615.8M 10.8% +$60.0M $11.5M 35.4% +$3.0M Incr $ Sales Incr $ Sales $70.8M -1.1% (-$0.8M) $1.4M 42.5% +$0.4M Weeks of Support Lifts Weeks of Support Lifts 48 +0.3 126.8 +11.9 9 +1.4 97.6 +9.7 %Lift Chg YA Feat Only Disp Only Feat & Disp TPR Only %Lift Chg YA Feat Only Disp Only Feat & Disp TPR Only Promo Price Per Vol Promo Price Per Vol $0.85 +$0.02 $1.36 -$0.01 57.0 (-9.2) 108.4 +9.9 106.0 +20.5 170.0 +19.9 20.1 (-5.7) 72.0 +3.9 +6.4 97.3 +7.7 128.2 12 Source: IRI Infoscan, Total US FOOD, Data Ending Oct 04, 2015
Voss Dollar Sales per Point of Distribution (L-12, FOOD) Strictly Confidential Voss Dollar Sales per Point of Distribution (L-12, FOOD) Dollar Sales per Point of Distribution = Plastic/PET SKU = Glass SKU * Dollar Sales of Total Voss Still (or Sparkling) SKUs/ ACV Weighted Distribution of Total Voss Still (or Sparkling) SKUs Dollar values in thousands Source: IRI Infoscan, Total US FOOD Data Ending Oct 04, 2015
Voss Average Price per Unit (FOOD) Strictly Confidential Voss Average Price per Unit (FOOD) = Plastic/PET SKU Still Water SKUs Sparkling Water SKUs = Glass SKU L-52 L-24 L-12 L-4 Source: IRI Infoscan, Total US FOOD Data Ending Oct 04, 2015
Voss Commands a Highly Attractive Ultra-Premium Retail Price Point Strictly Confidential Voss Commands a Highly Attractive Ultra-Premium Retail Price Point L-52 Total U.S. Water Average Price per Volume (500ml) (1) = Voss Premium Index 270 209 182 164 156 154 150 148 (1) One unit of volume represents 16.907 Oz. Source: IRI Infoscan, Total US FOOD Data Ending Oct 04, 2015
Premium Bottled Water Category Strictly Confidential Premium Water Volume¹ Price Landscape (L-52, FOOD) % CHG YA Premium Bottled Water Category Voss Evian Perrier Fiji San Pellegrino San Benedetto Glacceau Smart Water Resource Icelandic Glacial Avg. Price/Vol $0.02 -$0.02 -$0.03 -$0.00 $0.01 -$0.12 $0.03 $0.00 Promo Price/Vol -$0.01 -$0.19 $0.04 (1) One unit of volume represents 16.907 Oz. Source: IRI Infoscan, Total US FOOD Data Ending Oct 04, 2015
Premium Bottled Water Category Strictly Confidential Premium Water Volume¹ Price Landscape (L-12, FOOD) % CHG YA Premium Bottled Water Category Voss Evian Perrier Fiji San Pellegrino San Benedetto Glacceau Smart Water Resource Icelandic Glacial Avg. Price/Vol $0.03 -$0.02 -$0.01 $0.01 -$0.21 $0.04 $0.09 Promo Price/Vol $0.02 -$0.00 -$0.20 $0.05 $0.10 (1) One unit of volume represents 16.907 Oz. 17 Source: IRI Infoscan, Total US FOOD Data Ending Oct 04, 2015
Volume by Price Threshold: Premium Brands (L-52, FOOD) Strictly Confidential Volume by Price Threshold: Premium Brands (L-52, FOOD) $1.17/500ml or $8.85/128oz *Mean price point among all Premium Brands listed Values are in Millions, Volume Equivalency = 500ml Source: IRI Infoscan, Total US FOOD , Data Ending Oct 04, 2015
APPENDIX: DATA DETAIL
Voss Retail Dollar Sales by SKU (FOOD) Strictly Confidential Voss Retail Dollar Sales by SKU (FOOD) Dollar Sales of Voss by SKU (% Growth vs. YAG Period) DOLLAR Still - Plastic Size Count UPC Code L -52 L -24 L -12 L -4 VOSS STILL - Plastic 330ml 1 8243040009 $126,602 323.2% $91,464 352.1% $18,536 86.3% $3,936 35.5% 500ml 8243040010 $2,998,082 26.9% $1,598,856 27.1% $794,977 26.7% $232,448 24.3% 850ml 8243040011 $2,879,819 35.4% $1,516,937 32.9% $738,164 $219,237 42.5% 12 8243020031 $0 0.0% 24 8243020010 $4,379 7202.4% $2,234 8179.5% $1,235 8831.7% $747 15366.3% 0071529801 VOSS STILL – Plastic 6 8243020025 $994,015 70.9% $582,871 65.1% $358,686 105.1% $153,623 165.6% Still - Glass VOSS STILL - Glass 375ml 8243061173 $377,737 11.0% $217,464 22.4% $124,667 45.8% $35,619 36.8% 4 8243020028 $459,541 30.7% $213,110 9.4% $104,732 5.4% $35,810 6.8% 8243018253 800ml 8243061174 $2,386,753 39.0% $1,305,102 39.3% $673,684 43.2% $220,751 48.2% 2 8243050018 $82,908 42.8% $30,214 203.9% $10,677 137.8% $2,800 116.0% 8243061130 $108 1109.3% Voss Still Total $10,309,944 36.2% $5,558,252 35.8% $2,825,359 40.1% $904,971 48.0% Sparkling VOSS SPARKLING – Glass 8243061175 $244,480 $137,898 39.6% $69,356 29.6% $17,387 -2.5% 8243050005 $233,033 16.3% $108,497 5.6% $51,866 2.9% $16,719 -4.1% VOSS SPARKLING - Glass 8243061176 $697,323 32.0% $364,486 $185,322 31.3% $61,261 36.6% 8243050019 $57,442 $15,342 74.4% $6,055 55.7% $1,761 63.8% Voss Sparkling Total $1,232,277 29.1% $626,223 28.0% $312,600 25.5% $97,128 19.6% Total Voss $11,542,221 $6,184,475 35.0% $3,137,960 38.5% $1,002,099 44.7% 8243018254 does have any sales in QS3 . Also 8243020010 , 0071529801 and 8243061130 upcs are added in the list which are not there in previous file. We have added these additional upcs in the table so that total sales should match up to UPC sum. Hope this is fine Source: IRI Infoscan, Total US FOOD Data Ending Oct 04, 2015
Voss Retail Volume Sales by SKU (FOOD) Strictly Confidential Voss Retail Volume Sales by SKU (FOOD) Volume Sales of Voss by SKU (% Growth vs. YAG Period) VOLUME Still - Plastic Size Count UPC Code L -52 L -24 L -12 L -4 VOSS STILL - Plastic 330ml 1 8243040009 76200 380.1% 55653 414.1% 10184 85.7% 2135 8.9% 500ml 8243040010 2160515 30.5% 1163135 30.7% 573930 30.2% 159609 29.9% 850ml 8243040011 2033998 35.4% 1071040 32.0% 517304 34.4% 149926 37.9% 12 8243020031 0.0% 24 8243020010 3536 133.5% 1776 160.6% 1044 199.0% 586 380.8% 0071529801 VOSS STILL – Plastic 6 8243020025 652005 68.4% 390114 67.3% 244654 114.6% 108374 187.8% Still - Glass VOSS STILL - Glass 375ml 8243061173 145040 10.0% 84571 22.2% 48734 46.3% 13137 33.4% 4 8243020028 211405 26.7% 97733 4.5% 47380 3.1% 16672 13.5% 8243018253 800ml 8243061174 1360669 40.9% 728751 41.0% 370332 44.7% 120510 49.4% 2 8243050018 57873 36.1% 21688 289.4% 7444 210.1% 1880 171.1% 8243061130 747 1629.4% Voss Still Total 6701989 37.6% 3614463 37.4% 1821004 41.9% 572829 51.9% Sparkling VOSS SPARKLING – Glass 8243061175 94249 29.7% 52262 33.9% 25857 22.7% 6287 -9.3% 8243050005 116242 18.3% 52579 2.7% 24806 0.3% 8157 2.5% 8243061176 370781 32.5% 195104 33.2% 97682 32.8% 31728 37.8% 8243050019 36758 23.9% 8980 76.8% 3612 72.6% 1080 86.5% Voss Sparkling Total 618031 28.6% 308924 27.8% 151957 25.1% 47252 Total Voss 7320020 36.8% 3923387 36.6% 1972961 40.5% 620081 49.2% 8243018254 does have any sales in QS3 . Also 8243020010 , 0071529801 and 8243061130 upcs are added in the list which are not there in previous file. We have added these additional upcs in the table so that total sales should match up to UPC sum. Hope this is fine One unit of volume represents 16.907l. oz. Values are in Millions, Volume Equivalency = 500ml Source: IRI Infoscan, Total US FOOD Data Ending Oct 04, 2015
Voss Glass SKUs v. Competitor SKUs (L-12, FOOD) Strictly Confidential Voss Glass SKUs v. Competitor SKUs (L-12, FOOD) L-12 Competitor SKU Comparison Brand Still/Sparkling Size (ML) Count UPC Dollar Sales Volume Sales Unit Sales Avg. Price per Volume Avg. Price per Unit ACV Weighted Distribution Dollar Sales per Pt. of Dist. Still - Glass Voss 330 ml 12 8243061130 $0 $0.00 0.00 375 ml 1 8243061173 $124,667 48,734 64,889 $2.56 $1.92 3.45 $36,142 4 8243020028 $104,732 47,380 15,768 $2.21 $6.64 5.47 $19,149 San Pellegrino 750 ml 0400356432 800 ml 2 8243050018 $10,677 7,444 2,330 $1.43 $4.58 0.68 $15,716 8243061174 $673,684 370,332 231,061 $1.82 $2.92 24.67 $27,303 Sparkling - Glass Perrier 200 ml 6 7478000001 $100,002 47,408 19,791 $2.11 $5.05 3.12 $32,098 *Can 250 ml 10 7478033356 $2,626,063 2,299,009 459,962 $1.14 $5.71 70.52 $37,240 7478037743 $2,750,601 2,413,528 482,874 $5.70 71.61 $38,412 4150880007 $44,429 35,520 71,085 $1.25 $0.63 9.65 $4,606 4150880035 $2,330,324 1,389,502 463,352 $1.68 $5.03 58.95 $39,528 7478000020 $485,214 367,252 139,233 $1.32 $3.48 24.66 $19,679 7478000003 $98,740 68,879 104,454 $0.95 15.85 $6,230 24 7478000410 7478000006 $1,691,621 1,297,983 492,093 $1.30 $3.44 54.99 $30,764 8243061175 $69,356 25,857 34,436 $2.68 $2.01 2.93 $23,643 8243050005 $51,866 24,806 8,255 $2.09 $6.28 3.89 $13,318 7478000007 $1,449,469 1,297,962 867,186 $1.12 $1.67 60.62 $23,911 7478000009 $1,536,586 1,353,689 904,417 $1.70 60.25 $25,502 7478000024 $563,902 427,708 162,153 28.30 $19,924 7478000005 $2,626,028 2,423,139 1,618,931 $1.08 $1.62 76.24 $34,443 4150880012 $5,474,644 4,725,215 3,156,978 $1.16 $1.73 80.44 $68,056 4150881183 $548,314 657,830 36,633 $0.83 $14.97 7.24 $75,715 15 4150863446 $201,116 259,536 11,563 $0.77 $17.39 2.29 $87,781 8243050019 $6,055 3,612 1,131 $5.36 0.46 $13,307 8243061176 $185,322 97,682 60,946 $1.90 $3.04 12.18 $15,221 1000 ml 4150880000 $201,231 174,055 87,051 $2.31 6.05 $33,288 Volume Equivalency = 500ml Source: IRI Infoscan, Total US FOOD Data Ending Oct 04, 2015 *Units = Actual packages scanned
Voss Glass SKUs v. Competitor SKUs (L-52, FOOD) Strictly Confidential Voss Glass SKUs v. Competitor SKUs (L-52, FOOD) L-52 Competitor SKU Comparison Brand Still/Sparkling Size (ML) Count UPC Dollar Sales Volume Sales Unit Sales Avg. Price per Volume Avg. Price per Unit ACV Weighted Distribution Dollar Sales per Pt. of Dist. Still - Glass Voss 330 ml 12 8243061130 $108 747 39 $0.15 $2.79 0.01 $11,100 375 ml 1 8243061173 $377,737 145,040 193,123 $2.60 $1.96 5.43 $69,574 4 8243020028 $459,541 211,405 70,354 $2.17 $6.53 6.78 $67,731 San Pellegrino 750 ml 0400356432 $0 $0.00 0.00 800 ml 2 8243050018 $82,908 57,873 18,119 $1.43 $4.58 2.19 $37,779 8243061174 $2,386,753 1,360,669 848,962 $1.75 $2.81 28.55 $83,588 Sparkling - Glass Perrier 200 ml 6 7478000001 $510,988 231,659 96,709 $2.21 $5.28 3.94 $129,708 *Can 250 ml 10 7478033356 $9,723,879 8,437,759 1,688,139 $1.15 $5.76 73.72 $131,897 7478037743 $9,914,823 8,608,555 1,722,310 73.49 $134,913 4150880007 $221,409 182,559 365,356 $1.21 $0.61 21.82 $10,145 4150880035 $9,740,380 5,870,028 1,957,455 $1.66 $4.98 61.76 $157,706 7478000020 $2,081,325 1,602,245 607,446 $1.30 $3.43 26.28 $79,187 7478000003 $425,518 278,831 422,843 $1.53 $1.01 19.21 $22,153 24 7478000410 7478000006 $7,030,250 5,351,863 2,029,006 $1.31 $3.46 64.90 $108,331 8243061175 $244,480 94,249 125,500 $2.59 $1.95 3.60 $67,913 8243050005 $233,033 116,242 38,685 $2.00 $6.02 5.52 $42,220 7478000007 $5,745,034 5,211,707 3,482,009 $1.10 $1.65 61.46 $93,477 7478000009 $6,305,889 5,665,343 3,785,089 $1.11 $1.67 62.29 $101,237 7478000024 $2,571,684 1,984,214 752,258 $3.42 35.33 $72,799 7478000005 $10,019,551 9,304,547 6,216,489 $1.08 $1.61 77.45 $129,372 4150880012 $23,647,844 20,983,664 14,019,459 $1.13 $1.69 83.00 $284,906 4150881183 $1,611,861 1,925,212 107,211 $0.84 $15.03 10.82 $148,965 15 4150863446 $1,268,068 1,563,760 69,668 $0.81 $18.20 4.93 $257,108 8243050019 $57,442 36,758 11,508 $1.56 $4.99 2.15 $26,678 8243061176 $697,323 370,781 231,341 $1.88 $3.01 15.43 $45,206 1000 ml 4150880000 $890,898 762,737 381,472 $1.17 $2.34 7.26 $122,668 Volume Equivalency = 500ml Source: IRI Infoscan, Total US FOOD Data Ending Oct 04, 2015 *Units = Actual packages scanned
Voss Plastic SKUs v. Competitor SKUs (L-12, FOOD) Strictly Confidential Voss Plastic SKUs v. Competitor SKUs (L-12, FOOD) L-12 Competitor SKU Comparison Brand Still/Sparkling Size (ML) Count UPC Dollar Sales Volume Sales Unit Sales Avg. Price per Volume Avg. Price per Unit ACV Weighted Distribution Dollar Sales per Pt. of Dist. Still - Plastic Evian 330 ml 6 7929800017 $687,131 551,825 138,835 $1.25 $4.95 20.52 $33,478 Fiji 1 3256500031 $60,076 39,042 59,139 $1.54 $1.02 2.44 $24,618 3256500062 $2,423,424 1,748,170 441,761 $1.39 $5.49 58.15 $41,678 Voss 8243040009 $18,536 10,184 15,443 $1.82 $1.20 0.88 $20,952 8243020025 $358,686 244,654 61,553 $1.47 $5.83 15.13 $23,709 12 8243020031 $0 $0.00 0.00 500 ml 7929800008 $168,646 121,872 121,952 $1.38 31.71 $5,318 7929800019 $2,144,499 1,933,176 322,324 $1.11 $6.65 66.40 $32,296 24 3256500004 $3,814 4,856 202 $0.79 $18.84 0.09 $43,711 3256500001 $1,223,942 1,026,229 1,026,897 $1.19 47.90 $25,553 3256500011 $183,880 191,358 7,976 $0.96 $23.05 3.12 $58,904 3256500009 $6,479,582 6,088,364 1,015,132 $1.06 $6.38 87.20 $74,308 8243040010 $794,977 573,930 574,303 35.96 $22,105 8243020010 $1,235 1,044 44 $1.18 $28.37 0.11 $11,230 750 ml 7929840011 $365,827 427,328 285,503 $0.86 $1.28 17.57 $20,820 850 ml 8243040011 $738,164 517,304 304,766 $1.43 $2.42 37.44 $19,718 1000 ml 7929800007 $1,586,250 1,712,742 856,604 $0.93 $1.85 74.06 $21,419 7929860007 $4,816,885 6,136,754 511,600 $0.78 $9.42 69.34 $69,466 7929810000 $3,555 4,130 172 $20.65 0.28 $12,749 7929820000 $60,964 45,923 3,828 $1.33 $15.92 0.23 $260,105 3256500002 $3,012,201 2,952,867 1,476,835 $2.04 85.91 $35,064 3256500010 $3,515,219 3,624,653 302,175 $0.97 $11.63 67.11 $52,382 1500 ml 7929800005 $1,409,236 1,877,639 626,129 $0.75 $2.25 43.38 $32,488 3256500003 $2,749,546 3,448,713 1,150,029 $0.80 $2.39 72.63 $37,857 Sparkling - Plastic Perrier 7478000070 $231,864 215,509 215,649 $1.08 21.65 $10,710 7478091136 $2,556,086 2,964,844 494,337 $5.17 60.81 $42,034 7478043996 $7,344 6,086 6,090 $1.21 1.04 $7,046 7478044629 $700 648 649 0.05 $14,908 7478000402 $314,795 362,479 15,109 $0.87 $20.83 5.97 $52,746 San Pellegrino 0071847455 4150880008 $171,649 115,802 115,877 $1.48 13.66 $12,569 4150873445 $4,238,898 4,431,329 369,425 $11.47 55.63 $76,197 4150873466 $788,395 986,002 41,100 $19.18 9.41 $83,785 7478063991 $1,368,969 1,623,824 812,133 $0.84 $1.69 55.61 7478064318 $1,135,905 1,340,028 670,197 $0.85 50.48 $22,504 4150880218 $4,913,880 5,742,176 2,871,869 $1.71 69.16 $71,050 Source: IRI Infoscan, Total US FOOD Data Ending Oct 04, 2015 *Units = Actual packages scanned Volume Equivalency = 500ml
Voss Plastic SKUs v. Competitor SKUs (L-52, FOOD) Strictly Confidential Voss Plastic SKUs v. Competitor SKUs (L-52, FOOD) L-52 Competitor SKU Comparison Brand Still/Sparkling Size (ML) Count UPC Dollar Sales Volume Sales Unit Sales Avg. Price per Volume Avg. Price per Unit ACV Weighted Distribution Dollar Sales per Pt. of Dist. Still - Plastic Evian 330 ml 6 7929800017 $2,500,066 1,713,277 431,047 $1.46 $5.80 23.96 $104,323 Fiji 1 3256500031 $147,424 97,276 147,348 $1.52 $1.00 5.32 $27,710 3256500062 $10,219,733 7,317,374 1,849,095 $1.40 $5.53 63.38 $161,250 Voss 8243040009 $126,602 76,200 115,557 $1.66 $1.10 1.02 $123,554 8243020025 $994,015 652,005 164,039 $6.06 15.96 $62,267 12 8243020031 $0 $0.00 0.00 500 ml 7929800008 $588,036 445,413 445,703 $1.32 39.72 $14,805 7929800019 $8,014,642 7,430,096 1,238,843 $1.08 $6.47 70.12 $114,291 24 3256500004 $18,485 19,273 803 $0.96 $23.01 0.17 $105,717 3256500001 $4,785,929 4,083,834 4,086,493 $1.17 62.85 $76,148 3256500011 $835,868 800,296 33,359 $1.04 $25.06 4.03 $207,181 3256500009 $25,185,219 23,308,735 3,886,337 $6.48 88.03 $286,107 8243040010 $2,998,082 2,160,515 2,161,922 $1.39 39.86 $75,224 8243020010 $4,379 3,536 147 $1.24 $29.71 0.16 $27,389 750 ml 7929840011 $1,136,033 1,435,233 958,898 $0.79 $1.18 18.46 $61,535 850 ml 8243040011 $2,879,819 2,033,998 1,198,316 $1.42 $2.40 39.51 $72,891 1000 ml 7929800007 $6,484,440 7,670,155 3,836,121 $0.85 $1.69 76.92 $84,296 7929860007 $18,870,269 24,131,390 2,011,750 $0.78 $9.38 71.85 $262,632 7929810000 $16,658 19,392 808 $0.86 $20.61 0.91 $18,387 7929820000 $262,527 201,021 16,758 $1.31 $15.67 0.44 $593,074 3256500002 $12,337,327 12,341,939 6,172,649 $2.00 87.84 $140,455 3256500010 $14,332,173 15,052,085 1,254,840 $0.95 $11.42 71.40 $200,730 1500 ml 7929800005 $5,494,251 7,164,241 2,389,032 $0.77 $2.30 47.17 $116,482 3256500003 $10,450,734 13,334,543 4,446,619 $2.35 73.50 $142,182 Sparkling - Plastic Perrier 7478000070 $874,247 811,169 811,697 25.67 $34,059 7478091136 $9,126,288 10,358,038 1,727,027 $0.88 $5.28 62.07 $147,030 7478043996 $30,441 26,419 26,436 $1.15 1.14 $26,723 7478044629 $1,738 1,640 1,641 $1.06 0.06 $27,930 7478000402 $1,121,286 1,294,128 53,943 $0.87 $20.79 6.25 $179,450 San Pellegrino 0071847455 4150880008 $622,929 418,584 418,856 $1.49 20.54 $30,320 4150873445 $16,524,055 17,422,899 1,452,487 $11.38 57.60 $286,877 4150873466 $3,229,145 3,928,687 163,760 $0.82 $19.72 10.29 $313,951 7478063991 $5,308,124 6,391,667 3,196,703 $0.83 58.13 $91,315 7478064318 $4,941,661 5,893,549 2,947,576 $0.84 $1.68 55.30 $89,368 4150880218 $20,207,992 23,815,807 11,911,144 $1.70 69.88 $289,179 Source: IRI Infoscan, Total US FOOD Data Ending Oct 04, 2015 *Units = Actual packages scanned Volume Equivalency = 500ml
Voss Competitor Summary (L-52, FOOD) Strictly Confidential Voss Competitor Summary (L-52, FOOD) Dollar Sales of Voss Competitors (% Growth vs. Year Ago Period) L-52 L-24 L-12 L-4 Glaceau Smart Water $117,356,043 19.3% $61,556,810 15.8% $31,206,627 16.4% $9,744,139 16.5% Perrier $87,638,819 9.3% $44,564,079 11.9% $23,006,976 16.6% $7,316,496 18.6% Fiji $78,922,544 12.7% $38,320,198 9.1% $19,801,144 13.2% $6,669,684 19.9% San Pellegrino $78,206,477 12.5% $37,817,700 12.0% $18,995,644 $5,993,960 8.4% Evian $43,882,192 14.6% $22,167,675 23.9% $11,363,386 26.0% $3,570,441 17.6% Voss $11,543,416 35.4% $6,184,994 35.0% $3,138,172 38.5% $1,002,137 44.7% Essentia $10,721,730 79.4% $6,010,035 64.6% $3,239,177 61.4% $1,039,343 54.5% Eternal $8,794,718 41.3% $4,879,999 46.6% $2,510,047 $794,425 37.0% Acqua Panna $4,085,963 (2.3%) $1,992,123 1.4% $998,962 3.4% $324,272 5.2% Gerolsteiner $3,521,304 20.1% $1,752,873 24.6% $920,654 23.3% $289,365 13.6% Aqua Hydrate $3,380,875 41.9% $1,832,848 41.5% $903,194 36.6% $284,152 34.1% Resource $2,446,951 (15.6%) $1,208,848 (22.2%) $560,081 (29.2%) $158,953 (29.9%) Icelandic Glacial $2,256,738 13.5% $1,175,711 6.1% $541,466 (10.0%) $162,756 (12.2%) Metromint $2,133,987 (29.0%) $1,075,684 (26.9%) $554,820 (21.0%) $174,342 (15.0%) Volvic $1,975,862 3.0% $932,239 (4.3%) $447,723 (8.9%) $128,049 (21.1%) Penta $1,427,891 8.1% $703,275 12.1% $350,960 9.5% $108,150 3.1% Saratoga $957,074 6.7% $447,320 (4.5%) $230,819 (9.6%) $64,659 (16.5%) Jana $666,000 7.1% $306,581 (7.8%) $143,916 (17.8%) $42,313 (19.2%) Appolinaris $199,281 (80.3%) $36,921 (92.3%) $12,343 (94.6%) $3,205 (95.1%) Ferrarelle $139,337 276.0% $72,284 215.6% $32,668 160.8% $9,485 53.3% Kiwaii $135,019 (54.2%) $69,115 (44.1%) $30,118 (48.1%) $9,972 (31.8%) Mountain Valley Spring Water $0 0.0% Source: IRI Infoscan, Total US FOOD , Data Ending Oct 04, 2015
Voss Competitor Summary (L-52, FOOD) Strictly Confidential Voss Competitor Summary (L-52, FOOD) Volume Sales of Voss Competitors (% Growth vs. Year Ago Period) L-52 L-24 L-12 L-4 Glaceau Smart Water 154,352,869 14.8% 81,100,225 10.6% 40,518,773 10.5% 12,780,951 15.4% Perrier 82,236,195 9.6% 41,877,837 12.8% 21,645,465 17.4% 6,707,294 16.3% San Pellegrino 77,162,438 11.4% 36,983,561 11.0% 18,622,653 11.2% 5,897,296 5.4% Fiji 76,957,253 12.0% 36,835,550 6.4% 19,221,475 11.7% 6,568,039 18.7% Evian 50,642,255 25,377,803 29.0% 12,906,651 27.6% 4,059,952 14.9% Eternal 13,887,844 44.7% 7,865,680 53.2% 3,885,187 47.3% 1,180,253 32.2% Essentia 13,461,010 73.8% 7,507,764 57.3% 4,033,682 55.1% 1,306,293 53.8% Voss 7,320,649 36.8% 3,923,663 36.6% 1,973,071 40.5% 620,100 49.2% Resource 4,169,054 (16.1%) 2,102,158 (22.9%) 956,725 (30.9%) 262,607 (30.8%) Acqua Panna 3,904,446 (3.8%) 1,889,639 1.7% 952,677 4.2% 313,062 7.4% Aqua Hydrate 3,452,868 41.4% 1,891,664 43.7% 920,421 38.5% 289,597 36.5% Gerolsteiner 3,300,979 13.7% 1,619,210 20.6% 841,398 15.5% 255,486 Icelandic Glacial 2,302,863 12.7% 1,218,241 5.3% 537,040 (17.9%) 163,698 (17.0%) Volvic 2,234,954 2.2% 1,066,245 (4.1%) 517,924 (2.2%) 143,455 (16.9%) Metromint 1,465,681 (31.4%) 758,282 (29.4%) 406,226 (20.7%) 130,623 (8.8%) Penta 1,168,622 12.5% 580,634 15.3% 290,828 12.3% 84,959 (0.1%) Jana 994,828 13.1% 456,078 208,863 (17.5%) 59,859 (17.8%) Saratoga 938,928 (0.9%) 438,049 (9.9%) 223,638 63,228 (20.4%) Appolinaris 155,833 (81.0%) 26,356 (93.1%) 8,341 (95.4%) 2,095 (96.0%) Kiwaii 129,468 (61.0%) 68,605 (47.3%) 29,525 (50.6%) 9,641 (31.9%) Ferrarelle 122,101 292.4% 64,490 231.2% 28,248 151.4% 8,258 41.1% Mountain Valley Spring Water 0.0% Values are in Millions, Volume Equivalency = 500ml One unit of volume represents 16.907. oz. Source: IRI Infoscan, Total US FOOD , Data Ending Oct 04, 2015