Global Dairy Markets: The Foremost Farms Experience Doug Wilke Foremost Farms USA Vice President-Marketing & Technology

A Snapshot of Foremost Farms Established:1995 Member Milk Volume:5.7 billion pounds Member-Owners:1,900 FY 2011 Revenues:$1.7 billion Employees:1,100 Rankings:No. 8 in milk volume among U.S. dairy cooperatives No. 20 (Dairy Foods magazine) in annual sales among Top 100 U.S. dairy processors

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Major Manufacturer & Domestic Marketer of Cheese 9 cheese plants Over 500 million lb. Cheese One of the largest Mozzarella cheese producer in U.S. Over 25 varieties o 75% Italian o 25% American o Industrial (30%); foodservice 30%) and retail (40%)

Our Ingredient Business is Global Produce approximately 300 million pounds of dairy ingredients for these target markets:  infant formula  bakery/pizza  pharmaceutical  food  feed Butter – 35 million pounds

Primary Products Exported Whey protein products Pharmaceutical lactose Demineralized whey Permeate Some cheese and butter

Our Customers are Global Players Three of the five largest infant formula providers Kerry Bio Science  Global food and pharmaceutical company  Long-term agreement on pharmaceutical lactose James Farrell & Co.  International trading company  Our marketing partner for ingredient exports

Ingredient & Pharma PharmaIngredient Exports as a % of ingredient sales 2011: 31.9% 2010: 29.9% 2009: 26.5% Exports as a % of ingredient sales 2011: 31.9% 2010: 29.9% 2009: 26.5% Ingredient Export Map

There’s Opportunity for “US” Globalization is here to stay World dairy demand will outpace supply Imbalances will drive volatility U.S. has finite window of opportunity before other suppliers emerge Some structural constraints keep the U.S. from being a consistent supplier Maintaining status quo will weaken U.S. industry

The Keys to Success Work more closely with buyers to better understand their needs Make the commitment to be a consistent seller to global markets  Adjust underlying policy and regulatory influences  Build partnerships to market dairy ingredients to global buyers  Develop the products that better meet buyers’ specifications and quality requirements  Help buyers manage price volatility  Serve global buyers in good years and in bad

Thank You!