Mango Retail Performance Report 2017

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1 Mango Retail Performance Report

2 Table of Contents Pages 3-9 Pages Pages Pages Pages Pages Executive Summary Fruit and Tropical Fruit Performance Whole Mango Performance Organic Mango Performance Fresh Cut Mango Performance Approach and Data Parameters 2

3 Executive Summary 3

4 Fruit and Tropical Fruit Overview Mango dollar growth outpaced total fruit in Fruit dollars/store/week grew about 1% to $24,658. Staple fruits, like apples, oranges and melons had declining sales, driving the slow growth of total fruit. Mangos grew 4% to $226/store/week and 5% to 238 in volume/store/week. Mangos remain in #20 position sales and #15 in volume. Tropical fruit category continues to grow at steady pace. Tropical fruit dollars/store/week grew 4% in Mangos represent one third of tropical fruit with 36% of category dollars. Of the top five tropical fruits only mangos and dates had growth in

5 Whole Mango Overview Mango sales growth continued in Mango volume /store /week increased 5% to 238 mangos. Mango dollars/store /week increased 4% to $226 Mango volume increased in every quarter except Q2 (-3%) due to slower imports in May and June driving up retail price. Despite a supply gap in Q2 for two straight years, mango dollars and volume were still higher in Q2 than any other quarter. Mango dollars and volume increased in 2017 in all regions, except West South,. New England had the highest dollar sales, $314 /store/week, followed by Pacific at $289/store/week It s important to note that the Pacific was the only sub-region with double digit growth. Only the West South sub-region decreased in dollars/store/week, down 5%, driven by substantial volume index declines in the Houston (-24) and Dallas (-22) markets. 5

6 Whole Mango Promotion and Pricing Overview Slightly less mango volume was sold on promotion in % of mango volume was sold on promotion, down 1 point from prior year. Q2 had the least volume sold on promotion at 30%. Both promo and non-promo pricing dropped in 2017 Average retail price decreased from prior year in all quarters, except Q2. Average retail price dropped 1% to $.95. Promotional average retail price decreased 2% to $.80, and non-promotional average retail price dropped 1% to $1.02. Related to the supply gap, the average retail price for mangos increased in May, June and July when mangos are historically priced the lowest. Most sub-regions posted lower average retail prices. West South and Mountain sub-regions had the lowest retail price at $.73 and $.76 respectively, both increasing 1% from last year. Mid-Atlantic sub-region had the highest average retail price at $1.15 per mango, a 2% drop from last year. Both East South and New England saw a 5% decline in average retail price to $1.01 each. 6

7 Organic Mango Overview Organic mango share remains at 3% of whole mango dollars. Organic mango dollars and volume both grew double digits in 2017, up 12% and 28% respectively. Q2 and Q3 had the strongest organic mango sales in 2017, accounting for $1.9 million dollars in sales each quarter. The Pacific sub-region had the strongest organic mango sales with 37% share of dollars in Organic mangos were priced nearly 2x times higher than all mangos, Average retail price for organic mangos dropped 12% to $1.81. In Q1, the average retail price for organic mangos declined 27%, to $1.93. Organic mango pricing was highest in New England at $2.49 each and lowest in West North at $1.41 each. 7

8 Fresh Cut Mango Overview Fresh cut mango continues to outpace both whole mango and fresh cut fruit growth. Fresh cut mango remains ranked at #6 of total fresh cut fruit, while fresh cut mango mix was #11. Similar to whole mangos, Q2 had the strongest fresh cut mango sales with $79/store/week. 90% of stores sold mango only, fresh-cut items in 2017, down 5.5 points from prior year. 8

9 Mango Going Mainstream Continuous mango growth suggests more Americans are including mangos in their diet One of the top Google searches for food continues to be how to cut a mango with hundreds of how tos and videos available. Fruit selection and preparation are the obstacles consumers face with whole mangos. The growth of fresh cut is helping to bridge that challenge. Mangos comprise more than one third of tropical fruit sales, indicating that we may need to consider moving mangos to a separate category. Mangos are found as an ingredient everywhere, from meal kits to fine dining, signature cocktails to juice bars. Mangos are a part of the mainstream social conversation; in the summer of 2018 consumers will be able to share their passion for mangos with the release of the mango emoli! 9

10 Fruit Category Performance

11 Top 25 Fruit Dollars & Contribution Fruit Sales YOY Change and Contribution Mangos increased 3.8% in dollars/store/week, almost 4x better than the overall fruit category. Mangos are in the 20 th position of the fruit ranking by dollars and have held that position since Fruit as a contributor to the produce department slipped slightly (-.2%), while mangos remained flat. Mango dollars/store/week increased at a higher rate than two thirds of the Top 25 RANK DOLLARS/STORE /WEEK % CHANGE VS YAGO DOLLAR CONTRIBUTION % CHANGE VS YAGO Fruits $24, % 46.7% -0.2% Apples 1 $3, % 5.8% -0.4% Grapes 2 $2, % 5.2% -0.0% Bananas 3 $2, % 5.0% -0.0% Strawberries 4 $2, % 4.2% -0.1% Avocados 5 $1, % 3.1% 0.3% Mandarins 6 $1, % 2.7% 0.2% Blueberries 7 $1, % 2.4% 0.1% Oranges 8 $ % 1.5% -0.1% Cherries 9 $ % 1.5% 0.1% Watermelon 10 $ % 1.4% -0.1% Raspberries 11 $ % 1.3% -0.0% Lemons 12 $ % 1.1% 0.0% Peaches 13 $ % 0.8% -0.0% Blackberries 14 $ % 0.8% 0.1% Pears 15 $ % 0.6% -0.1% Limes 16 $ % 0.6% 0.0% Cantaloupe 17 $ % 0.6% -0.1% Pineapples 18 $ % 0.5% -0.0% Nectarines 19 $ % 0.5% -0.0% Mango 20 $ % 0.4% 0.0% Plums 21 $ % 0.4% -0.0% Grapefruit 22 $ % 0.3% 0.0% Kiwi 23 $ % 0.2% -0.0% Honeydew 24 $76-2.2% 0.1% -0.0% Papaya 25 $64-7.6% 0.1% -0.0% 11 Source: Nielsen FreshFacts 2017 vs. YAGO

12 Top 25 Fruit Volume & Contribution Mangos increased 4.9% in volume/store/week, while the overall fruit category had a slight decrease in volume/store/week (-.5%). Mangos are in the 15 th position of the fruit ranking by volume. Mango volume/store/week increased at a higher rate than 80% of the Top 25 Fruit Volume YOY Change and Contribution RANK VOLUME CONTRIBUTION TO DEPARTMENT PRODUCT VOLUME /STORE/WEEK % CHANGE VS YAGO Fruits 17, % 52.1% -0.4% 1 Bananas 4, % 13.8% 0.3% 2 Watermelon 1, % 5.5% -0.6% 3 Apples 1, % 5.4% -0.2% 4 Avocados 1, % 3.8% -0.1% 5 Grapes 1, % 3.7% 0.1% 6 Limes % 2.4% 0.2% 7 Strawberries % 2.2% 0.1% 8 Oranges % 2.0% -0.1% 9 Lemons % 1.8% 0.1% 10 Blueberries % 1.1% 0.0% 11 Cantaloupe % 1.1% -0.0% 12 Mandarins % 0.9% 0.1% 13 Cherries % 0.8% 0.1% 14 Kiwi % 0.7% -0.1% 15 Mango % 0.7% 0.0% 16 Peaches % 0.7% -0.1% 17 Pears % 0.6% -0.1% 18 Raspberries % 0.6% -0.0% 19 Blackberries % 0.5% 0.0% 20 Nectarines % 0.4% -0.1% 21 Pineapples % 0.3% -0.0% 22 Grapefruit % 0.3% -0.0% 23 Plums % 0.3% -0.0% 24 Honeydew % 0.2% 0.0% 25 Tangerines % 0.1% -0.0% % CHANGE VS YAGO Source: Nielsen FreshFacts 2017 vs. YAGO 12

13 Tropical Fruit Performance

14 Tropical Fruit Dollars/Store/Week Overall mango dollars/store/week increased 4% to $226. Mangos were on pace with the growth of the overall tropical fruit category. The largest tropical growth rates were seen in the low volume fruit like guava, figs and dates. Tropical Fruit Dollars/Store/Week Total US, 2017 DOLLARS /STORE/WEEK % CHANGE vs YAGO Total Tropical Fruit $619 +4% Mango $226 +4% Kiwi $125 +0% Papaya $64-8% Dates $52 +25% Pomegranate $39-16% Tomatillo $33 +6% Other Specialty Fruit $18 +33% Guava $15 +81% Coconut $15 +9% Figs $11 +25% ; Produce Database - Whole 14

15 Tropical Fruit Dollars Share Mangos had the largest share of tropical fruit dollars at 36%. Tropical Fruit Dollars/Store/Week Total US, 2017 The next three items combined (kiwi, papaya and dates) made up a 38% share. Coconut 2% Figs 2% All Others 6% This is an indicator that mangos are moving to the mainstream and may need to be separated from tropical fruit to be represented as a stand alone category, similar to the pineapple category. Other Specialty Fruit 3% Tomatillo 5% Guava 2% Mango 36% Pomegranate 6% Dates 8% Papaya 10% Kiwi 20% ; Produce Database - Whole 15

16 Whole Mango Performance

17 Quarterly Volume/Store/Week Whole mango volume increased to 238 mangos/store/week, up 5%. Q1 provided the largest increase (+13%) to 171 mangos/store/week Quarterly Mango Volume/Store/Week Total US, Whole Q2 had the strongest mango volume, but in 2017, volume/store/week was down 3%, driven by reduced import volume % -3% +9% +6% +5% Q1 Q2 Q3 Q

18 Monthly Volume/Store/Week The largest increases in volume/store/week were observed in March (+30%), September (+29%), and April (+24%). Significant decrease (-16%) in movement in June, drove the volume in Q2. This aligned with reduced import volume in May and June Monthly Mango Volume/Store/Week Total US, Whole % +9% +30% +24% +0% -16% -2% +13% +29% +7% -12% +8% +5% Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

19 Volume/Store/Week by Sub-Region Mango volume was up compared to the prior year across all sub-regions, except West South. The top sub-regions based on volume/store/week were West South (337), Pacific (320), and New England (309). The sub-regions with the highest growth in volume were East South and Pacific, both up by 14% Mango Volume/Store/Week Total US, Sub-Regions, Whole % +3% +14% +6% +2% +6% +14% +5% +5% -7% Total U.S. East North East South Mid Atlantic Mountain New England Pacific South Atlantic West North 19 West South

20 Quarterly Volume Sold on Promotion 31% of whole mangos were sold on promotion during 2017, down 1 point from prior year. Q2 had the smallest portion of volume sold on promotion at 30%. Q1 had the largest share of volume sold on promotion at 33%. 40.0% 35.0% 30.0% 25.0% 20.0% Quarterly Mango Volume % Sold on Promotion Total US, Whole 35.8% 33.4% 31.7% 29.7% 31.3% 29.8% 34.9% 32.3% 32.2% 31.2% 15.0% 10.0% 5.0% 0.0% -2.4 pts -2.1 pts +1.5 pts -2.6 pts -1.0 pts Q1 Q2 Q3 Q

21 Volume Sold on Promotion by Sub-Region The Pacific sub-region had the highest share of volume on promotion at slightly over 42%. The New England sub-region increased the most, up 1.7 points. The East South subregion decreased the most, down 8.1 points. 50.0% 45.0% 40.0% 35.0% 30.0% 25.0% 20.0% 15.0% 32.2% 31.2% 40.4% Mango Volume % Sold on Promotion Total US, Sub-Regions, Whole 39.4% 32.5% 24.5% 28.8% 28.5% 39.0% 34.2% 25.0% 26.7% 42.7% 42.2% 23.9% 22.1% 26.5% 27.5% 28.8% 29.4% 10.0% -1.0 pts -.9 pts -8.1pts -.3 pts -4.8 pts +1.7 pts -.5 pts -1.8 pts +.9 pts +.6 pts 5.0% 0.0% Total U.S. East NorthEast South Mid Atlantic Mountain New England Pacific South Atlantic West North 21 West South

22 Quarterly Average Retail Price The average retail price for whole mangos decreased slightly from $.96 to $.95. $1.40 Mango Quarterly Average Retail Price Total US, Whole In Q2, average price increased 4% to $.88, as a result of reduced import volume. Average retail price decreased in all other quarters. Q1 had the largest decrease (-5%) to $1.12. This aligns with the increase in both imports and retail volume in Q1. $1.20 $1.00 $0.80 $0.60 $1.18 $1.12 $0.88 $0.85 $0.89 $0.86 $1.17 $1.13 $0.96$0.95 $0.40 $0.20 $0.00-5% +4% -4% -3% -1% Q1 Q2 Q3 Q

23 Monthly Average Retail Price Overall average retail price decreased by 1%, to $.95. Corresponding with increased volume, the largest price decreases were also in September (-14%), April (-13%) and March (-11%) from prior year. $1.40 $1.20 $1.00 $0.80 $1.11 $1.16 $1.20 $1.13 Mango Monthly Average Retail Price Total US, Whole $1.23 $1.09 $1.06 $0.92 $0.84 $0.87 $0.76 $0.84 $0.73 $0.74 $0.89 $0.84 $1.24 $1.07 $0.96 $0.95 $1.16 $1.22 $1.12 $1.01 $0.96 $0.95 The largest increase in average retail price was in June. $0.60 $0.40 $ % -5% -11% -13% +4% +11% +1% -6% -14% -1% +6% -10% -1% $0.00 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec

24 Average Retail Price by Sub-Region The West South subregion had the lowest average retail price at $.73, up 1%. All sub-regions average retail price decreased, with the exception of three; East North (5%), Mountain (1%), and West South (1%). $1.40 $1.20 $1.00 $0.80 $0.96 $0.95 $1.00 $1.05 Mango Average Retail Price Total US, Sub-Regions, Whole $1.06 $1.01 $1.17 $1.15 $0.75 $0.76 $1.07 $1.01 $0.93 $0.90 $1.06 $1.03 $1.11 $1.08 $0.72 $0.73 $0.60 $0.40 $0.20-1% +5% -5% -2% +1% -5% -3% -3% -3% +1% $0.00 Total U.S. East North East South Mid Atlantic Mountain New England Pacific South Atlantic West North 24 West South

25 Quarterly Promotional Retail Price Overall decrease in promotional average retail price was 2% to $.80. Quarterly Mango Promotional Average Retail Price Total US, Whole Promotional average retail price declined in all quarters except Q2, which had an increase of 5%. $1.20 $1.00 $1.02 $0.92 $0.99 $0.94 $0.80 $0.75 $0.71 $0.73 $0.71 $0.81 $0.80 $0.60 $0.40 $0.20 $0.00-9% +5% -2% -4% -2% Q1 Q2 Q3 Q

26 Promotional Retail Price by Sub-Region East North sub-region had the largest promotional average retail price growth, up 5% to $.86. New England sub-region had the largest decline of 11%, to $.86. $1.20 $1.00 $0.80 $0.60 $0.81 $0.80 Mango Promotional Average Retail Price Total US, Sub-Regions, Whole $0.82 $0.86 $0.92 $0.93 $1.01 $0.98 $0.61 $0.60 $0.97 $0.86 $0.77 $0.74 $0.95 $0.94 $0.89 $0.90 $0.67 $0.64 $0.40 $0.20-2% +5% +1% -3% -3% -11% -3% -2% +0% -4% $0.00 Total U.S. East North East South Mid Atlantic Mountain New England Pacific South Atlantic West North 26 West South

27 Quarterly Non-Promo Retail Price Non-promo average retail price declined in all quarters except Q2 which saw a slight increase of 2%. $1.40 $1.20 $1.27 $1.22 Mango Quarterly Non-Promo Average Retail Price Total US, Whole $1.27 $1.22 $1.00 $0.91 $0.93 $0.96 $0.92 $1.03 $1.02 $0.80 $0.60 $0.40 $0.20 $0.00-4% +2% -4% -3% -1% Q1 Q2 Q3 Q

28 Non-Promo Retail Price by Sub-Region Only East North (4%), West South (3%)and Mountain (1%) sub-regions increased in average nonpromo retail prices. Although the West South had the lowest nonpromoted average retail price at $.77, it grew by 3% from the prior year. $1.40 $1.20 $1.00 $0.80 $0.60 $1.03 $1.02 Mango Non-Promo Average Retail Price Total US, Sub-Regions, Whole $1.12 $1.17 $1.13 $1.03 $1.23 $1.21 $0.84 $0.84 $1.10 $1.07 $1.05 $1.02 $1.09 $1.06 $1.20 $1.15 $0.74 $0.77 $0.40 $0.20-1% +4% -9% -2% +1% -2% -4% -3% -4% +3% $0.00 Total U.S. East North East South Mid Atlantic Mountain New England Pacific South Atlantic West North 28 West South

29 Quarterly Dollars/Store/Week Dollars/store/week increased 4% to $226. $350 Quarterly Mango Dollars/Store/Week Total US, Whole Dollars peaked during Q2 at $302/store/week, a 1% increase from prior year. These results are aligned with the typical seasonal trends for mango dollars. $300 $250 $200 $192 $179 $300 $302 $268 $254 $226 $217 $150 $140 $136 $100 $50 $0 +7% +1% +5% +3% +4% Q1 Q2 Q3 Q

30 Monthly Dollars/Store/Week August had the highest dollar velocity with $351 mangos sold /store/week. March (+15%), August (+13%) and September (+11%) had largest increases in dollar velocity. $400 $350 $300 $250 $200 $150 $160 $161 $189 $194 Monthly Mango Dollars/Store/Week Total US, Whole $186 $214 $244 $265 $320 $330 $329 $306 $311 $309 $311 $351 $193 $215 $215 $227 $140 $130 $135 $132 $217 $226 $100 $50 +0% +3% +15% +9% +3% -7% -1% +13% +11% +5% -7% -2% +4% $0 Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

31 Dollars/Store/Week by Sub-Region Mango Dollars/Store/Week Total US, Sub-Regions, Whole The top three sub-regions based on dollars/store/week in 2017 were New England ($314), Pacific ($289) and Mid Atlantic ($263). West South was the only sub-region to decrease mango dollars/store/week, down 5%, but still remained in the top four sub-regions. $350 $300 $250 $200 $150 $100 $217 $226 $191 $205 $136 $148 $252 $263 $200 $206 $312 $314 $262 $289 $187 $192 $197 $200 $261 $247 $50 +4% +7% +8% +4% +3% +1% +10% +3% +1% -5% $0 Total U.S. East North East South Mid Atlantic Mountain New England Pacific South Atlantic West North 31 West South

32 Contribution to Department Sales Overall, mango dollar contribution to the produce department increased marginally compared to the prior year. The peak mango contribution to the department was during Q2 (.53%) and the lowest contribution was during Q4 (.28%). 0.60% 0.50% 0.40% 0.30% Quarterly Mango Dollar Contribution to Department Total US, Whole 0.37% 0.34% 0.54% 0.53% 0.50% 0.48% 0.28% 0.28% 0.42% 0.41% 0.20% 0.10% 0.00% +.03 pts -.01 pts +.02 pts +.00 pts +.01 pts Q1 Q2 Q3 Q

33 Dollar Contribution to Produce by Sub-Region Although the West South sub region had the largest dollar contribution to produce at.54% the region declined by.02 pts from prior year. Mango dollar contribution grew the most in the Pacific sub-region, up.04 points. 0.70% 0.60% 0.50% 0.40% 0.30% 0.41% 0.42% Mango Dollar Contribution to Department Total US, Sub-Regions, Whole 0.34% 0.36% 0.29% 0.31% 0.38% 0.40% 0.37% 0.37% 0.47% 0.46% 0.45% 0.49% 0.42% 0.42% 0.39% 0.38% 0.56% 0.54% 0.20% 0.10% +.01 pts +.02 pts +.02 pts +.02 pts +.00 pts -.01 pts +.04 pts +.00 pts -.01 pts -.02 pts 0.00% Total U.S. East NorthEast South Mid Atlantic Mountain New England Pacific South Atlantic West North 33 West South

34 Mango Performance by Sub-Region PACIFIC 0.49% $ $.90 Legend Total US Dollars Contribution 0.42% Dollars per Store/Week $226 Volume per Store/Week 238 MOUNTAIN 0.37% $ $.76 WEST NORTH CENTRAL 0.38% $ $1.08 WEST SOUTH CENTRAL 0.54% $ $.73 EAST NORTH CENTRAL 0.36% $ $1.05 EAST SOUTH CENTRAL 0.31% $ $1.01 MID- ATLANTIC 0.40% $ $1.15 SOUTH ATLANTIC 0.42% $ $1.03 NEW ENGLAND 0.46% $ $1.01 Average Retail Price $

35 Organic Mango Performance

36 Quarterly Organic Volume Organic mango volume movement was up 28%. 4,000 Quarterly Organic Mango Volume in Thousands Total US, Whole 3,704 Similar to whole mangos, organic mangos follow a seasonal volume trend peaking in Q2 and Q3, with lower volumes in Q1 and Q2. 3,500 3,000 2,891 All four quarters had substantial increases in organic mango volume. The largest increases were in Q3 (+36%) and Q4 (+35%) 2,500 2,000 1,500 1, ,112 1, % +18% +36% +35% +28% Q1 Q2 Q3 Q

37 Organic Volume by Sub- Region The Pacific sub-region moved more than a third of total organic mango volume. All other sub-regions showed a double digit increase in organic mango volume, with the largest increases in East South and Mid Atlantic (+75% each), West South (+73%) and Mountain (+53%) sub regions. 4,500 4,000 3,500 3,000 2,500 2,000 1,500 2,891 3,704 Organic Mango Volume in Thousands Total US, Sub-Regions, Whole +28% +24% +75% +75% +53% +15% +8% +20% +17% +73% 1,267 1,374 1, Total U.S. East NorthEast South Mid Atlantic Mountain New England Pacific South Atlantic West North West South 37

38 Organic/Conventional Volume Share by Sub- Region Organic mangos continue to be a very small part of the overall mango volume. Organic vs Conventional Mango Volume Share Total US, Sub-Regions, Whole 98.3% 98.3% 98.0% 97.9% 97.1% 98.8% 96.8% 99.3% 99.5% 99.5% Organic mango share of volume ranges from a a high of 3.2% in the Pacific sub region to a low of.5% in the West North and West South sub regions. 1.7% 1.7% 2.0% 2.1% 2.9% 1.2% 3.2% 0.7% 0.5% 0.5% Conventional Organic 38

39 Organic Average Retail Price The average price for organic mangos decreased by 12%. Average prices were less than prior year in all four quarters. In Q1, the average retail price for organic mangos decreased 27%, to $1.93. $3.00 $2.50 $2.00 $1.50 Organic Mango Average Retail Price Total US, Whole $2.63 $1.93 $1.82 $1.86 $1.74 $1.64 $2.21 $2.14 $2.07 $1.81 $1.00 $0.50 $ % -5% -12% -3% -12% Q1 Q2 Q3 Q

40 Organic vs All Mangos Retail Price Organic mangos were priced nearly 2x times higher than all mangos. $2.50 Organic vs All Mangos Average Retail Price Total US, Whole The largest difference in price occurred during Q with a $1.01 difference between organic mangos and all mangos. $2.00 $1.93 $1.74 $1.64 $2.14 $1.81 $1.50 $1.12 $1.13 $1.00 $0.88 $0.86 $0.95 $0.50 $0.00 Q1 Q2 Q3 Q All Organic 40

41 Organic vs All Mangos Retail Price by Sub-Region New England had the highest retail price for organic mangos at $2.49, followed by Mid- Atlantic at $2.30. Mid-Atlantic was also the only sub-region to have conventional mangos selling for over $1.00 each. New England had the largest spread between organic and all mangos, a difference of $1.48. $3.00 $2.50 $2.00 $1.50 $1.00 $0.50 $0.00 $0.95 $1.81 $1.05 $1.01 Organic vs All Mangos Average Retail Price Total US, Sub-Regions, Whole $1.51 $1.50 $1.15 $2.30 $0.76 $1.51 $1.01 $2.49 $0.90 $1.83 $1.95 $1.03 $1.08 $1.41 $0.73 $1.52 All Organic 41

42 Organic Dollars Organic mango dollar sales were up 12% compared to prior year. Q1 had a decrease of 7% in organic mango dollars. The other three quarters showed an increase. $8,000 $7,000 $6,000 $5,000 Organic Mango Dollars in Thousands Total US, Whole $5,987 $6,714 $4,000 $3,000 $2,000 $1,000 $0 $1,934 $1,956 $1,664 $1,713 $1,551 $1,630 $1,273 $980-7% +13% +20% +30% +12% Q1 Q2 Q3 Q

43 Organic Dollars by Sub-Region The Pacific sub-region had the strongest sales and also increased by 5% compared to the prior year. Two regions had declines in organic dollars. These were West South (-26%) and West North (-17%) $8,000 $7,000 $6,000 $5,000 $4,000 $3,000 $5,987 $6,714 Organic Mango Dollars in Thousands Total US, Sub-Regions, Whole +12% +15% +29% +35% +39% +4% +5% +2% -17% -26% $2,396 $2,522 $2,000 $1,000 $490 $563 $177 $228 $777 $1,051 $688 $957 $410 $426 $665 $679 $66 $55 $316 $232 $0 Total U.S. East North East South Mid Atlantic Mountain New England Pacific South Atlantic West North 43 West South

44 Organic/Conventional Dollar Share by Sub-Region Organic mangos were 3.3% of total mango dollars. Organic vs Conventional Mango Dollar Share Total US, Sub-Regions, Whole Organic mangos had the largest dollar share in Pacific (6.5%) and Mountain (6.1%) sub-regions. 96.7% 97.4% 96.8% 95.6% 93.9% 97.0% 93.5% 98.6% 99.3% 99.0% The smallest dollar share for organic mangos was in the West North (.7%) sub region. 3.3% 2.6% 3.2% 4.4% 6.1% 3.0% 6.5% 1.4% 0.7% 1.0% Conventional Organic 44

45 Fresh Cut Mango Performance

46 Fresh Cut Fruit Dollars and Contribution Fresh cut mangos increased 11.4% in dollars/store/week, and remained in the 6 th position in the fresh cut fruit ranking. Each of the items listed are that fruit only (Mango only, Pineapple only, etc.) unless specified as mixed. Throughout this report, fresh cut mango refers to mango only items. Fresh Cut Fruit Sales and Contribution RANK DOLLARS /STORE/WEEK % CHANGE VS YAGO DOLLAR CONTRIBUTION % CHANGE VS YAGO Fresh Cut Fruit $2, % 4.0% 0.9% Mixed Fruit 1 $ % 1.5% 1.1% Pineapple 2 $ % 0.7% 2.1% Watermelon 3 $ % 0.6% -3.1% Apples 4 $ % 0.5% -3.7% Cantaloupe 5 $ % 0.2% -4.0% Mango Only 6 $ % 0.1% 16.6% Strawberry 7 $ % 0.1% 14.9% Mixed Melons 8 $ % 0.1% -11.2% Other VA Fruit 9 $ % 0.1% 14.9% Grapes 10 $27 9.0% 0.1% 9.5% Mango Mix 11 $ % 0.0% 48.2% Honeydew 12 $18-9.4% 0.0% -9.0% Orange 13 $ % 0.0% 151.0% Papaya 14 $1-38.8% 0.0% -38.5% Grapefruit 15 $0-63.3% 0.0% -63.1% Peach 16 $0-87.2% 0.0% -86.8% Pear 17 $0-86.5% 0.0% -86.0% Source: Nielsen FreshFacts 2017 vs. YAGO 46

47 Fresh Cut Mango % Stores Selling The percentage of stores selling fresh cut mango declined 5.5 points, to 90%. The percentage of stores selling declined in all four quarters. 98.0% 96.0% 94.0% 92.0% 94.4% % Stores Selling Total US, Fresh Cut Mango 91.4% 95.3% The largest decline was 11 pts. in Q % 88.0% 87.6% 88.8% 87.3% 87.8% 86.8% 89.8% 86.0% 84.0% 83.4% 82.0% 80.0% 78.0% 76.0% pts -3.8 pts -1.5 pts -1.0 pts -5.5 pts Q1 Q2 Q3 Q

48 Fresh Cut Mango Dollars/Store/Week Fresh Cut Mango dollars/store/week increased to $71 in 2017, up 11% from prior year. $90 $80 Dollars/Store/Week Total US, Fresh Cut Mango $78 $79 Q2 reflected the largest increase (22%) at $79/store/week. $70 $60 $71 $61 $66 $67 $57 $60 $64 $71 $50 $40 $30 $20 $10 $0 +11% +28% +3% +4% +11% Q1 Q2 Q3 Q

49 Fresh Cut Mango Dollars/Store/Week by Sub-Region Dollars/Store/Week Total US, Sub-Regions, Fresh Cut Mango Mid-Atlantic sold the most fresh cut mango in dollars/store/week at $89, followed by Pacific at $84 and West South at $82. Most sub-regions had increased sales, except for East North and Mountain (both down 1% over prior year). $100 $90 $80 $70 $60 $50 $40 $30 $20 $64 $71 $47 $46 $47 $50 $76 $89 $58 $57 $70 $76 $78 $84 $59 $73 $56 $60 $79 $82 +11% - 1% +8% +18% - 1% +9% +8% +23% +6% +4% $10 $0 Total U.S. East North East South Mid Atlantic Mountain New England Pacific South Atlantic West North 49 West South

50 Fresh Cut vs Whole Mango Share by Sub-Region In the universe of fresh cut and whole mangos combined, fresh cut contributes 24% of mango dollars. Fresh Cut vs Whole Mango Share Total US, Sub-Regions South Atlantic sub region had the largest share of dollars/store/week with 28%. 76% 82% 75% 75% 78% 81% 77% 72% 77% 75% The East North subregion had the lowest share at 18%. 24% 18% 25% 25% 22% 19% 23% 28% 23% 25% Whole Mango Only Fresh Cut 50

51 Fresh Cut Mango Performance by Sub-Region PACIFIC 0.14% $84 16 $5.21 Legend Total US Dollars Contribution 0.13% Dollars per Store/Week $71 Volume per Store/Week 15 Average Retail Price $4.72 MOUNTAIN 0.10% $57 12 $4.84 WEST NORTH CENTRAL 0.11% $60 13 $4.74 WEST SOUTH CENTRAL 0.17% $82 17 $4.70 EAST NORTH CENTRAL 0.08% $46 10 $4.46 EAST SOUTH CENTRAL 0.10% $50 12 $4.32 MID- ATLANTIC 0.13% $89 18 $5.08 SOUTH ATLANTIC 0.16% $73 16 $4.47 NEW ENGLAND 0.11% $76 16 $

52 Approach and Data Parameters

53 Approach and Data Parameters In order to conduct this category review, Nielsen Perishables Group analyzed mango volume, pricing and sales to create a summary of 2017 retail performance. Areas of focus: Overall category performance including volume, pricing, contribution to department and dollar sales. Category contribution and performance by category segment Whole mango Organic Fresh cut Performance by geographic sub-region Seasonality 53

54 Approach and Data Parameters National Mango Board Custom Hierarchy The analysis primarily examines and compares mango performance for the 2017 and 2016 calendar years, unless otherwise noted. Whole mango volume is measured in units, for those retailers who sell mangos by the pound, a conversion rate is used 1 lb. = 1 unit. Fresh Cut Mango includes mango products that are sold in a fresh-cut pack that is only mango, no other items. Because of the variation in fresh cut unit size, this report is focused on dollar sales for fresh-cut mango, rather than volume. About the Nielsen Perishables Group, FreshFacts, Data Set The summary represents retail data from grocery store chains and box stores that partner with Nielsen Perishables Group, and have more than $2 million annual sales/store. This data reflects approximately 70% of total sales and encompasses roughly 18,000 stores nationwide. The data represents fruit sold in the produce department including UPC, PLU and system-2 coded items packaged in store. 54

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