2. Brand Management Agenda  Introductions - My Background  Clorox Company Overview  Consumer Driven General Management  Brita Case  Q&A

3. The Clorox Company Performance  Portfolio of Strong Brands  Business Results  International Growth

4. Portfolio Just acquired First Brands: - STP, Glad Bags, Johnny Cat - Complete restructure in progress

6. Clorox Brands are Market Leaders #1 or #2 in Nearly Every Category!  Home Cleaning  Laundry Additives  Salad Dressing/Barbecue Sauce  Insecticides  Home Water Filtration System  Automotive Care Products  Charcoal/Grill Products

7. Revenue Growth (Sales: $Millions)

8. Profit Growth 1992-1998 Net Earnings ($MM)

9. Revenue Growth % Average Annual Growth Rate 1992-1998

10. 5-Year Total Shareholder Return $243

11. 5-Year Total Shareholder Return $243 $281

12. 5-Year Total Shareholder Return $417 $281 $243

13. Clorox Introduced a Record 41 New Products Worldwide in 1998

14. Clorox is Aggressively Pursuing Acquisitions to Fuel Growth Pine-Sol & Combat1991 S.O.S1993 Black Flag1995 Armor All1997 Lestoil1996 8 Int’l Acquisitions1994/95 2 Int’l Acquisitions1997 7 Int’l Acquisitions1998 First Brands1999 Brand Year

15. International Growth Clorox International business has increased four times since 1992 19921998 5% 18%

16. Consumer Driven General Management

17. Brita Case Study

18. Background  Brita water filtration pitcher invented by a German entrepreneur in 1970  Brita filter uses a carbon & ion exchange resin to remove impurities like lead and chlorine from water  Brita is sold in over 40 countries worldwide  Clorox purchased U.S. distribution rights in 1988  Initial efforts by Brita Germany to develop U.S. market had failed

19. Why was Clorox interested in Brita? Brita presented a growth opportunity and a solution to consumer need:  High growth in bottled water category  Expensive, inconvenient solution  Consumer concern about air/water quality  Medical studies on negative effects of lead

20. Brita Vision  Change the way Americans drink tap water  Original Objectives:  70% awareness  8% household penetration  Comparable profit margins

21. Early Consumer Insights  Purchase of Brita linked to dissatisfaction with taste of tap water  Brita Early Adopters  Water involved (5+ glasses/day)  Believe that drinking water is a way to feel healthy  Urban, high income & educated  Filtration not broadly recognized as alternative to tap water  Direct marketers of in-line systems  Bottled water

22. Early Brita Copy  Focused on educating consumer  Benefits:  Brita makes tap water taste great  Support:  Removes impurities like lead and chlorine “Works/Taste”

23. The Beginning 1988-1992 Business Issues:  Cost Structure  Organization Structure  Financial  Distribution Channels

24. Fish or Cut Bait 1993  Brita had achieved profitability  Awareness: 22%  HH penetration: 2%  Distribution in 11,000 stores  Long term commitment to Brita  Distribution expansion plan  Increased marketing investment  New pitcher models  Expanded consumer understanding 0 8% Target

25. Increasing Consumer Understanding Brita Users are drawn to the brand because it gives them clear, clean, refreshing water and makes them feel that they have done something good for themselves.

26. Brita Copy “Great Distances”  Remain focused on taste & educating consumer  Increase water imagery

27. Brita Copy  Focused on water in nature & leverage emotions & benefits  Benefits:  Brita makes your tap water clean, clear and refreshing  Support:  Removes impurities like lead and chlorine “There was a Time”

28. Open the Floodgates! 1993-1996  Aggressive Growth  Awareness: 40%  HH penetration doubled each year to 9% in 1996  Expanded Distribution from 11,000 to over 30,000 stores 0 8% Target

29. Open the Floodgates! 1993-1996 Business Issues  Geographic Expansion  Filter Manufacturing  Infrastructure 0 8% Target

30. Ride the Wave Today  Exceeded Brita Vision objectives  Awareness: 70%  HH penetration: 14%  Market Share: 71%  Brita user loyalty: 85%  Distribution in 40,000+ stores  Over 70 failed competitors  One of our top 4 revenue brands  Continues to grow at double digit rate 0 8% Target

31. Brita Copy “New Again”

32. Future Challenges  Category maturity  Drive filter sales  Encourage current users to replace their pitchers  Competition  Technological leadership  Protect filter annuity from “universal filters”  Brita Equity  Invest in new products or current line?  Where should we take the Brita equity

33. Consumer Driven General Management  Recognized Marketing Expertise  In-Depth Understanding of Our Consumer  General Management Responsibility

34. Brand Management Skill Sets  Leadership  Interpersonal Skills  Results Focus  Strategic Thinking  Analytical Problem Solving  Innovativeness