Albany, GA - Jan 15, the Future of the Peanut Industry -

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1 Albany, GA - Jan 15, A Manufacturer s Perspective on A Manufacturer s Perspective on the Future of the Peanut Industry -

2 Crystal ball The future has a way of arriving unannounced. JAN 2006

3 The Future With a Look At History In the 1800 s, seed was once distributed by Congressmen.

4 Bumpkin Pumpkin Peanut Pumpkin - 10 seeds for sale on - 10 seeds for sale on ebay for $2.99 -

5 ARCTIC ISLAND SEED VAULT - In 2008, 100 million seeds were placed into a Norwegian doomsday repository. -

6 The Crisis of the Aging Farmer? Thi i Ri h d B b 70 f -This is Richard Barber, 70, one of the few large-farm operators left in Marion County. Bruce Ackerman / Ocala Business Journal

7 Force Field Analysis Current State Desired State DRIVING FORCES RESTRAINING FORCES FOCUS: Biotech Peanuts Allergy Research & Education Precision Agriculture SUPPORT: American Peanut Council The Peanut Foundation The Peanut Institute National Peanut Board Future Farmers of America Other Organizations HEALTH & NUTRITION SEED OTHER What Forces affect the future prosperity of the peanut industry? LACK OF FOCUS: Resource Exhaustion No constancy of purpose Competing demands LACK OF SUPPORT: Multi-organization dysfunction Limited resources Anti-GMO organizations FOOD SAFETY SEED OTHER

8 Flavor is #1!

9 Roasted dpeanut Flavor Peanutty Taste No off flavors Freshness Eating Quality Stickiness Texture Physical Attributes Spreadability Color ---- Signal to taste Specks SEED SEMINAR Consumer Noticeables

10 48% Fat +/- 4.5% Sugar +/- PV =.5 max Free of atox Micronutrients - SEED SEMINAR Chemical Composition

11 Uniformity Skins Removal Brittleness/Meal - SEED SEMINAR Physical Attributes

12 Roastabilityt Variability Sizing Pieces Sugar Fat Moisture Handling Grind Free of Foreign Material - SEED SEMINAR Raw Peanut Processing

13 Thoughts for Consideration Reduce variability between Southeast t and Southwest t Peanuts Find earlier maturing varieties for both the Southeast and the Southwest (20-30 days) Manage High Oleic seed increases/monitor carefully (*?*) (?) Allow the new seed/variety system to have acceptance evaluation early in the process Continue development of standard d criteria i that t includes all segments. Speak with one language. (Seed Index?)

14 Key Developments/Outlook The Peanut Butter category is a growing business. Up +7.3% in dollar sales Up +0.4% in volume

15 Key Developments/Outlook Peanut Butter is a great inexpensive source of protein, which is especially important in this economy.

16 Key Developments/Outlook Innovation has been critical as the category matures in order to stay relevant.

17 Key Developments/Outlook Natural and Organic Peanut Butter have been driving category volume growth in Total U.S. up +3.5% and +57.4% respectively vs year ago.

18 Key Developments/Outlook Stabilized natural offerings have been key drivers of growth in the natural segment as a more convenient natural option. - look for Natural no stir options -

19 Category Trends/Outlook Number of Products Consumed per Person per Day with Label Indicating a Health Benefit '00 '01 '02 '03 '04 '05 '06 '07 Source: AC Nielsen 52 weeks ending 7/07; The NPD Group s National Eating Trends Service 2007

20 Consumer Trends/Outlook Easy for You/Innovation - consumers want convenience with minimal effort.

21 Consumer Trends/Outlook Willing to trade down if quality is perceived to be good enough due to economic impact.

22 Consumer Trends/Outlook Consumers on a strict budget are choosing smaller size options; while price/value consumers are looking for upsize options.

23 Consumer Trends/Outlook Consumers are asking more questions and more detailed questions Increased coupon usage Increased importance on recipe usage

24 Consumer Demographics HH Penetration FY07 FY08 Demographic Skew Peanut Butter 72.0% 72.5% Larger HH (4-6 members) w/ kids, Middle Aged (MHH 35-54) Stabilized 66.7% 66.6% Larger HH (4-6 members) w/ school aged children, Middle Aged (MHH 35-54) Natural 12.7% 12.9% College educated MHH w/income over $100k Combination 1.8% 2.1% Larger HH (4+), kids ages 12-17, MHH is blue collared, income is $55k-$99.9k Organic 1.7% 2.3% College educated HH, income over $100k, lives in metropolitan areas Source: IRI Household Panel 4/08

25 Category Dynamics/Outlook Projected $ Share Peanut Butter 80.0% 0% 70.0% 60.0% 50.0% 40.0% 30.0% 20.0% 10.0% 0.0% STABILIZED PB NATURAL PB SPECIALTY COMBINATION PB ORGANIC PB Source: IRI InfoScan Reviews Data Ending July 13, 2008 Projected Data Influencing Factors Considered: 1. Consumer Trends including; HH Penetration, Purchase Frequency, etc.; Demographic/Ethnic Trends, Usage, and Segment Life Cycle and Trends. 2. Commodity Trends and Inflationary Impact to Consumer Purchase Behavior. 3. Price Sensitivity 4. New Product Introduction/Innovation

26 Simple Truths Video The Johnny s of our industry will determine our future. All of us can make a difference. THANK YOU!

27

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