1. Primary Question for PepsiCo Can PepsiCo continue their strong performance in the North America market, and also strengthen their presence in developing markets, while at the same time responding to changes in consumer preference?

2. What has enabled PepsiCo to grow to be the world's largest snack and beverage company? How is PepsiCo’s current product portfolio performing? What products and markets present the best opportunity for future growth? What actions should PepsiCo take to better position its portfolio? How is Pepsi structured and what are the relative performances of those divisions? What actions should Pepsi take to better focus the structure of the organization towards high growth markets? Secondary Questions

3. Keys to PepsiCo’s Success and Growth Soft DrinksSalty Snacks Complementary Goods Strategic Acquisition Ability to Build Strong Brands Strong Relationships with Retail Partners Growth

4. PepsiCo Growth: Key M&A Activity DateActivityPrimary Result 1961Merger of Pepsi-Cola and Frito-LaySoft Drink + Salty Snack 1977 -1986Acquire Pizza Hut, KFC, Taco BellSoft Drink, Snack, Fast Food 1980s – 1990sAcquire Mug, 7-Up, Sun Chips, many QSRs, Strengthened portfolio of snack and beverage 1997Spinoff restaurantsRefocused on drink + snack 2001Acquire Quaker OatsGatorade, oatmeal, and several well-known grocery brands 2001+“Tuck-in” acquisitions of small fast growing companies International portfolio growth

5. PepsiCo Growth: Reacting to Consumer Increased Awareness of Nutrition Increase non-carb bev presence Reformulate existing products

6. PepsiCo Growth Several successful mergers and acquisitions over the years. Successful at reacting to changing consumer preferences Adapting to changes in the external environment are critical to sustainable growth

7. External Environment: PEST

8. What has enabled PepsiCo to grow to be the world's largest snack and beverage company? How is PepsiCo’s current product portfolio performing? What products and markets present the best opportunity for future growth? What actions should PepsiCo take to better position its portfolio? How is Pepsi structured and what are the relative performances of those divisions? What actions should Pepsi take to better focus the structure of the organization towards high growth markets? Secondary Questions

9. US Liquid Refreshment Market BeverageShare of Total US Beverages Volume Growth Rate Pepsi BrandPepsi Market Share Pepsi Market Position Carbonated Soft Drinks 48%-2.6%Several31.1%#2 behind Coke (41.6%) Bottled Water29%6.9%Aquafina15%#1 Fruit Beverages13%-3.3%Tropicana30%#1, Coke Brand Minute Maid #2 at 25% Sports Drinks4.4%2.5%Gatorade76%#1 RTD Tea/Coffee3%14.3%Lipton and Frappuccino 39.5%#1, 4x Coke’s Nestea Enhanced Water 1.7%30.5%Propel40%#1 Energy Drinks1%24.6%SoBeNegligibleNegligible (Red Bull #1 at 40%) Pepsi trailing Coke in large but negative growth carbonated soft drinks. Also little presence in high growth energy drinks. Possibly look to acquire Red Bull. Pepsi dominating in the rapidly growing non-carbonated beverage categories which position it well in North American market as consumers look for healthier drink options.

10. US Snack Market Majority of Market Share Market Share Competition Analysis: PepsiCo is extremely successful with salty snack market while sweets are severely underperforming. Sweets also work against healthy social trends.

11. U.S. Convenience Food Market Share PepsiCo is the leading manufacturer in the market due to its commitment to industry trends. Their only close competition seem to be from Kraft Foods & Hershey, but you cannot count out the 37% of the market that “other” manufacturers currently have.

12. Quaker Foods North America ProductVolume Growth Rate Market ShareMarket Position Quaker OatsN/A58%#1 Quaker Ready to Eat Cereal Mid single digits 14%#3 behind Kellogg’s (30%) and General Mills (26%) Aunt JemimaSlight declineN/A#1 Rice-A-RoniDouble digit decline 33%N/A Many Quaker Foods brands have strong market share, but not in the salty food or beverage markets. Majority of brands compete in Ready to Eat Cereal space, against well- established competitors Kellogg’s and General Mills.

13. PepsiCo’s International Salty Snack Food Market Share by Country Country2006 % of Market Share 2010 Market Sizes (projected) Mexico75#4 Holland59 South Africa57 Australia55 Brazil46#1 or #2 India46 United Kingdom44#3 Russia43#5 Spain41 China16#1 or #2 There is significant growth opportunity in international markets. PepsiCo will need focus on gaining more market share in the top 3 markets in 2010. They will also benefit from an increase in servings per month in both developed and developing international countries.

14. What has enabled PepsiCo to grow to be the world's largest snack and beverage company? How is the performance of PepsiCo's current product portfolio? What products and markets present the best opportunity for future growth? What actions should PepsiCo take to better position its portfolio? How is Pepsi structured and what are the relative performances of those divisions? What actions should Pepsi take to better focus the structure of the organization towards high growth markets? Secondary Questions

15. Strategic Fit and Growth Potential of Select Products Product GroupStrategic Fit? Snack + Bev = Success US Organic Growth Potential Intl Organic Growth Potential Salty SnackYesLowHigh Sweet SnackYesLow – small offeringLow Soft DrinkYesLowHigh Functional WaterYesHigh Isotonic BevYesHigh – FTC ruling endingHigh CerealNoLow Other Quaker OatsNoLow Non CarbYesHigh EnergyYesLow – way behind comp.High

16. Outlook of PepsiCo’s Portfolio TopicAnalysis US MarketOpportunity = Emerging products (Functional H20, Isotonic, Non-Carb) International MarketOpportunity = Core products (Salty + Soft Drink) and emerging products Sweet SnackFits strategically but PepsiCo is behind competition Energy DrinkFits strategically but PepsiCo is behind competition Quaker ProductsLow Growth and contradicts success factors

17. What has enabled PepsiCo to grow to be the world's largest snack and beverage company? How is PepsiCo’s current product portfolio performing? What products and markets present the best opportunity for future growth? What actions should PepsiCo take to better position its portfolio? How is Pepsi structured and what are the relative performances of those divisions? What actions could Pepsi take to better focus the structure of the organization towards high growth markets? Secondary Questions

18. Quaker Oats = Mixed Performance Breakfast Cereals/ Oatmeal Quaker Oats Aunt Jemima and PastaRoni/Rice-A-Roni Cereals hold third largest market share in N.A. (14%) with projected growth Strong domestic and international sales in oatmeal products – able to customize to different markets Cereals hold third largest market share in N.A. (14%) with projected growth Strong domestic and international sales in oatmeal products – able to customize to different markets 58% market share in N.A. Organic options and healthy alternative for breakfast – aligned with consumer preferences 58% market share in N.A. Organic options and healthy alternative for breakfast – aligned with consumer preferences Sales are declining Business are not aligned with core business strategy Products are not aligned with healthy social trends Sales are declining Business are not aligned with core business strategy Products are not aligned with healthy social trends Conclusion – Sell Cereals, Aunt Jemima and PastaRoni/Rice-A-Roni product lines – not in line with core business strategy. Continue to customize Oatmeal and Quaker Oats products to meet consumer preferences in each market. Both products appeal to healthy living trend.

19. PepsiCo Beverage Portfolio Carbonated Drinks Fruit Juices Bottled Water Isotonic Sports Drinks Energy drinks Pepsi Mountain Dew Gatorade Analysis: Red Bull holds 40% market share for energy drinks. PepsiCo lacks a real player in this growing market. – Acquisition target Tropicana Aquafina Opp to acquire Red Bull SoBe Energy Drinks – hold negligible market share

20. Salty Snack Food Industry – Key Trends Convenience Growing Awareness of nutritional content Indulgent Snacking Due to these 3 key industry trends, PepsiCo started developing new flavors of salty snacks, using healthier oils in chips, & packaging snacks in smaller bags. PepsiCo should differentiate its products while staying committed to the industry trends.

21. Frito Lay’s Commitment to Industry Trends Eliminated Trans Fats from popular chips (Lays, Fritos, Cheetos, Doritos, etc.) Introduced indulgent Doritos & Sun Chips flavors. Acquired Flat Earth (fruit & vegetable snacks) Eliminating trans fats & acquiring Flat Earth showed FLNA’s commitment to the publics growing awareness of nutritional content. Introduction of new chip flavors was a commitment to the indulgent snacking trend. Will these commitments to industry trends help or hurt PepsiCo’s market share of convenience food?

22. Quaker Foods Brands Weak International Sales ($500 million total, 75% from 6 countries) Strong sales (over ½) in better-for-you and good-for-you products With exception of Gatorade, Quaker brands have limited success internationally. Opportunity for growth in US and developed countries as consumers shift to eating healthier.

23. PepsiCo International Markets Country/RegionCarbonated Market Share Salty Snack Market Share India49%46% Russia24%43% China36%16% BrazilN/A46% MexicoN/A75% CountryCarbonated Soft Drinks per month Salty Snacks per month United States60 servings6.6 servings Other Developed 23 servings4.0 servings Developing6 servings0.4 servings 1.Great opportunity for growth in both developed and developing international markets, especially Brazil and China. Strong market share in many today, with exception of China 2. Pepsi should be focused on growing market share in China Salty Snacks, predicted to be largest market by 2010. 3. Power of One strategy could play well in international markets.

24. What has enabled PepsiCo to grow to be the world's largest snack and beverage company? How is PepsiCo’s current product portfolio performing? What products and markets present the best opportunity for future growth? What actions should PepsiCo take to better position its portfolio? How is Pepsi structured and what are the relative performances of those divisions? What actions could Pepsi take to better focus the structure of the organization towards high growth markets? Secondary Questions

25. PepsiCo Organizational Structure 2007 PepsiCo Inc. Frito Lay North America (FLNA) 29% Net Revenue 36% Operating Income 28% Capital Expenditures 22% Total Assets PepsiCo Beverages North America (PBNA) 26% Net Revenue 28% Operating Income 20% Capital Expenditures 24% Total Assets Quaker Foods North America (QFNA) 5% Net Revenue 7% Operating Income 2% Capital Expenditures 3% Total Assets PepsiCo International (PI) 40% Net Revenue 29% Operating Income 50% Capital Expenditures 50% Total Assets

26. What has enabled PepsiCo to grow to be the world's largest snack and beverage company? How is PepsiCo’s current product portfolio performing? What products and markets present the best opportunity for future growth? What actions should PepsiCo take to better position its portfolio? How is Pepsi structured and what are the relative performances of those divisions? What actions should Pepsi take to better focus the structure of the organization towards high growth markets? Secondary Questions

27. PepsiCo after 2008 Realignment PepsiCo Inc. PepsiCo Americas Beverages PepsiCo Americas Foods Frito Lay North America Quaker Foods North America Latin America Foods PepsiCo International UK and Europe Middle East, Africa, Asia Appears goal of realignment of divisions was to put more focus on growth outside North America. Question we have is did PepsiCo go far enough? Does not appear to be much of a change.

28. 2008 Realignment – Not Far Enough No, PepsiCo would be better suited to execute its success factors in diverse markets if it had 4 major regional divisions, each with a food and beverage component. Can PepsiCo execute its success factors to capitalize on the international growth opportunity with all markets lumped into PepsiCo Intl? Success built on M&A, brand building, relationships with retailers, reacting to consumer tastes

29. Proposed Realignment PepsiCo Inc. PepsiCo Americas PepsiCo Americas Food PepsiCo Americas Bev PepsiCo Europe PepsiCo Europe Food PepsiCo Europe Bev PepsiCo Asia PepsiCo Asia Food PepsiCo Asia Bev PepsiCo Middle East & Africa PepsiCo Middle East & Africa Food PepsiCo Middle East & Africa Bev This structure appropriately puts more focus outside of North America. PepsiCo is better structure to execute its success factors and to employ the Power of One strategy as it applies to each region.

30. Primary Question for PepsiCo Can PepsiCo continue their strong performance in the North America market, and also strengthen their presence in developing markets, while at the same time responding to changes in consumer preference? Yes, and to do so we recommend….

31. Recommendations Strategic Acquisition Ability to Build Strong Brands Strong Relationships with Retail Partners Growth Look to acquire an energy drink company (i.e. Red Bull), stick with formula that has worked in the past… Divest parts of Quaker Oats brand that do not fit into PepsiCo’s success formula (i.e. Pancake, Cereal Brands, Rice a Roni)

32. Recommendations Divest sweet snack products as they do not fit model for success or healthy eating trend. (i.e. Grandma’s Cookies) Further restructure divisions with more international focus. Stick with what works and continue to acquire soft drink and snack companies. – In US and developed countries target healthy alternatives. – In developing countries target companies with a track record of knowing local taste preferences. Special attention to strategic acquisitions in China.