PBA Category Performance PBA – Rolling 12 week YOY Performance World Beer – Rolling 12 week YOY Performance Craft – Rolling 12 week YOY Performance

Top Performing PBA SKUs Total Market MAT QRT 4WK -1.0% 1.2% -1.2%

Poor Performing PBA SKUs Total Market MAT QRT 4WK -1.0% 1.2% -1.2%

Marston’s Listings Opportunities

Marston’s Top Performing SKUs

Marston’s Top Performing SKUs

Mixed Packs

Mixed packs – the 2nd highest growth format. Source: IRI All Outlets, 52 weeks, 18 Aug 2018. Volume (Litres)

PBA showing growth, although Craft is the main driving force. Source: IRI All Outlets, 52 weeks, 18 Aug 2018. Volume (Litres)

Large increase in Volume when comparing the Christmas periods. Small spikes also over summer period.

League Table YOY Comparison. Top 10 - August 2017 SKU Volume Sales Mixed Pack Share Marstons Classic Ales Of England Glasbott 6ct 500ml 2,338,851 29% Marstons Golden Ales Glasbott 6ct 500ml 1,299,826 16% Great British Ales Glasbott 6ct 500ml 901,261 11% Brewdog Dog Pack Glasbott 12ct 330ml 646,022 8% Head Brewers Selection Glasbott 8ct 500ml 510,972 6% Wychwood Beers Of Character Cllctn Glasbott 6ct 500ml 506,745 Badger Favourites Ale Glasbott 6ct 500ml 258,075 3% Marstons Classic Ales Of England Glasbott 8ct 500ml 249,412 Greene King Golden Beer Collection Glasbott 6ct 500ml 198,103 2% St Peters Selection Pack Glasbott 4ct 500ml 150,402 Total Category 7,965,666 Top 10 - August 2018 SKU Volume Sales Mixed Pack Share Marstons Classic Ales Of England Glasbott 6ct 500ml 2,508,528 25% Marstons Golden Ales Glasbott 6ct 500ml 1,508,316 15% Brewdog Dog Pack Glasbott 12ct 330ml 925,959 9% Great British Ales Glasbott 6ct 500ml 807,481 8% Head Brewers Selection Glasbott 8ct 500ml 503,792 5% Brewdog Dog Pack Can 12ct 330ml 451,508 Wychwood Beers Of Character Cllctn Glasbott 6ct 500ml 435,686 4% Marstons Classic Ales Glasbott 8ct 500ml 365,125 Badger Favourites Ale Glasbott 6ct 500ml 297,195 3% Pistonhead Craft Mixed Can 6ct 330ml 208,046 2% Total Category 9,872,371 Despite Marston’s losing market share on LY, Volume Sales have increased. The Introduction to more Craft packs is what has brought the share down. Marston’s Craft Source: IRI All Outlets, 52 weeks, 18 Aug 2018. Volume (Litres)

Despite Volume sale increase, Distribution is declining. Source: IRI All Outlets, 52 weeks, 18 Aug 2018. Volume (Litres)

PBA & Craft performing fairly equal. Source: IRI All Outlets, 52 weeks, 21 July 2018.

Obvious gap for an Amber Mixed Pack. Total Ale Single Bottle Standard Can Premium Can Mixed Pack Multi Pack Mini Keg MIXED DARK AMBER GOLD Source: IRI All Outlets, 52 weeks, 21 July 2018. Volume (Litres)

Hoppy Ales outperformed Classic Ales over a hot July. Aug Sep Oct Nov December Jan Feb March April May June July

Hoppy Ales is appealing to a younger shopper. Lifestage segment - Data is previous 13 weeks

CONSUMERMARKETING@MARSTONS.CO.UK