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Pierre-André Térisse
The Premium Review Conference
Paris – Novembre 29th, 2012
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Disclaimer
This document contains certain forward-looking statements concerning DANONE. AlthoughDANONE believes its expectations are based on reasonable assumptions, these forward-lookingstatements are subject to numerous risks and uncertainties, which could cause actual results todiffer materially from those anticipated in these forward-looking statements. For a detaileddescription of these risks and uncertainties, please refer to the section “Risk Factors” inDANONE’s Annual Report (which is available on www.danone.com). DANONE undertakes noobligation to publicly update or revise any of these forward-looking statements. This documentdoes not constitute an offer to sell, or a solicitation of an offer to buy, Danone shares.
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Danone 2008-2012:
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Our geographies: A different view
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Our geographies: A different view
EUROPE (ex CIS)
GROWTH MARKETSNORAM & CIS
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H1 20122008
Europe 57%
NORAM CIS14%
Growthmarkets
29%
Europe 42%
NORAM & CIS 21%
Growth markets
37%
Europe; 64%
NORAM & CIS 11%
Growth markets
25%Europe
46%
NORAM & CIS 13%
Growth markets
41%
A geographical transformation
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2008 – 2012: Growth markets / NORAM & CIS
Sales (€ bn)Sales (€ bn) Trading operating marginTrading operating margin
4.4 4.6
5.96.8
2008 2009 2010 2011
2.2 2.12.7
3.9
2008 2009 2010 2011
11.4% 12.0% 11.2%9.3%
2008 2009 2010 2011 2012
12.9% 12.9% 13.0%14.5%
2008 2009 2010 2011 2012
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2008 – 2012: Europe (ex CIS)
Sales (€ bn)Sales (€ bn) Trading operating marginTrading operating margin
8.7
8.38.5 8.6
2008 2009 2010 2011
16.8% 17.5% 17.9% 17.4%
2008 2009 2010 2011 2012
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Resulting Group equation
EUROPE (ex CIS)
NORAM & CIS
% Group Sales
GROWTHMARKETS
LFL marginchange
LFL Growth
45%
20%
35%
- [50-100]
+ [50-100]
+ [100-150]
+ 2%
+ 5%
+ 19%
FY 2011
TOTAL 100% + 20 bps+ 7.8%
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Increasingly contrasted equations
% Group SalesH112
LFL margin change9M12
LFL growth2012
EUROPE (ex CIS)
NORAM & CIS
GROWTHMARKETS
42%
21%
37%
- [200-250]
+ [100-150]
+ [50-100]
- 2%
+ 5%
+ 16%
TOTAL 100% - 60 bps+ 5.6%
10
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Europe:
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No. 1 fresh dairyNo. 2 bottled waterNo. 1 baby nutritionNo. 1 medical nutrition
No. 1 fresh dairyNo. 2 bottled waterNo. 3 baby nutritionNo. 2 medical nutrition
No. 1 fresh dairyNo. 2 baby nutritionNo. 1 medical nutrition
No. 2 fresh dairyNo. 1 bottled waterNo. 1 baby nutritionNo. 1 medical nutrition
No. 2 fresh dairyNo. 2 bottled waterNo. 2 baby nutritionNo. 2 medical nutrition
No. 1 fresh dairyNo. 1 bottled waterNo. 1 baby nutrition
No. 2 fresh dairyNo. 3 bottled waterNo. 1 baby nutritionNo. 2 medical nutrition
Europe: A unique portfolio of strong positions
EUROPENo. 1 fresh dairy
No. 2 bottled waterNo. 1 baby nutrition
No. 1 medical nutrition
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Danonino
Vitalinea
Fortimel
Danette
Bebelac &Superior nutrition
Blédina
Evian
Volvic
Aptamil &Immunity
Actimel
Activia
Europe: Strong brand platforms
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15-25%
10 -15%
5 -10%
0 - 5%
Unemploymentrate:
GDP growth 2012 – The Economist
GDP +0.8%
GDP +0.1%
GDP - 1.6%
GDP- 0.2%
GDP +3.2%
GP - 2.4%
Difficult but contrasted Macro Environment
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Difficult Tax Environment
VAT increasesVAT increases Tax increasesTax increases
Spain 2010
Spain 2012
Italy 2013*
+ 1 pt
+ 2 pts
+ 1 pt
France package (2013)
Spain package (2012 - 2014)
Italy package (2013)
+ € 30 bn
+ € 34 bn
+ € 12 bn
* Under discussion
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France: balanced portfolio in a balanced environment
Dairy 50%
Waters24%
Baby Nutrition
21%
Medical Nutrition 5%
27.8%28.8%
2008 2009 2010 2011 YTD 2012
Market share volume Market share value
France – Dairy sales growthFrance – Dairy sales growth
2008 2009 2010 2011 H1 2012
France – Sales breakdownFrance – Sales breakdown
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Southern Europe under pressure
Dairy
Waters
Baby Nutrition
Medical Nutrition
Dairy
Waters
Baby Nutrition
Medical Nutrition
Q1 11 Q2 11 Q3 11 Q4 11 Q1 12 Q2 12 Q3 12
Dairy 78%
Spain SalesSpain Sales Spain EBITSpain EBIT
Dairy 83%
Dairy - Southern Europe - Sales growthDairy - Southern Europe - Sales growth
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Restoring growth in Southern Europe: A clear roadmap
Deliver value for money
Deepen consumer connection
Drive category growth
Sampling Teachers guidePot lid messaging
TVMinistry endorsement + industry collaboration
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Drive category growth
Deepen consumer connection
The best productThe best product
The right pricepoint
The right pricepoint
Differentiatinginnovation
Differentiatinginnovation
Restoring growth in Southern Europe: A clear roadmap
Deliver value for money
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Drive category growth
Deliver value for money
Restoring growth in Southern Europe: A clear roadmap
Services & Contents
Target heavy users
Deepen consumer connection 550 K users
130k Actives20
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>10%
1%
2 years Inflationaverage
2 years price/mix(CAGR)
(1) Source: Bloomberg
2010-2011 2010-2011
0
100
200
300
400
500
600
700
800
900
1000
Limited inflation transfer to the consumer
GSCI Index GSCI Index Price/mix vs inflation in EuropePrice/mix vs inflation in Europe
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Managing margins: productivity & cost
BoostedProductivity (€ mln)
BoostedProductivity (€ mln)
Danone productivity (€ mln)
Example: Upgrading and optimizing our purchasing organization
Example: Upgrading and optimizing our purchasing organization
Strong purchasing
platforms for Baby & Medical
Dairy: expert structure in second-tier
buying
DanSourceproject
22
H1
246
324
470
516 528
2008 2009 2010 2011 2012
> 500
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Growth markets*
*Including NORAM & CIS 23
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Growth Makets: unique portfolio of strong positions
No. 1 fresh dairyNo. 2 baby nutritionNo. 2 medical nutrition
No. 1 baby nutritionNo. 1 medical nutrition
No. 1 fresh dairy
No. 1 fresh dairyNo. 1 bottled water
No. 1 bottled waterNo. 1 baby nutrition
No. 1 fresh dairy
No. 1 fresh dairy
No. 1 fresh dairyNo. 2 baby nutrition
No. 1 fresh dairyNo. 1 bottled water
M
I
R
B
UC
No. 1 fresh dairy
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Growth markets: building platforms
H1 2010 H2 2010 H1 2011 H2 2011
FY10: 2.3%FY11: 4.5%
2012 agenda Activating the key brands
2012 agenda Activating the key brands
Integration
Drive efficiency to invest behind brands
Segment the portfolio
2011 priorities2011 priorities
��
�
2012 Danone Unimilk margin2012 Danone Unimilk marginUnimilk - Trading operating marginUnimilk - Trading operating margin
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• Number 2 player
• National sales coverage
• More that 30,000 HCPs /doctors coverage
• +22% sales growth H1 2012
Majority stake in CLM (Morocco)Majority stake in CLM (Morocco) Acquisition of Wockhardt (India)Acquisition of Wockhardt (India)
2012: new step in 2 key regions
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GM: Big brands
Oikos
Mizone
Aqua
Danonino
Bonafont
Prostokvashino
Dumex
Bebelac & Superior nutrition
Activia
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Growth markets: Investing behind our brands
USUS
Others
2012 YTD
Comp. 3
Comp. 1
Comp. 2
100%
18%
15%
10%
38%
2011 YTD
100%
17%
15%
11%
36%
NB: SOM in SPRE segment in Modern Trade – Source: Nielsen RI
Total Danone
Competitor 1
Competitor 2
Danone Greek(1)
(1) Dannon + Stonyfield + Light & Fit Greek
Value Market sharesSource : IRI Multi-Outlet with Walmart
31.9
27.0
16.3
8.5
Q4 2011 Q3 2012
ChinaChina
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Growth markets: Consistent profitable growth
Growth markets – Sales* Growth markets – Sales*
LFL Margin change 2007-2011:
> +100 bps LFL Margin change 2007-2011:
> +200 bps
NORAM & CIS – Sales*NORAM & CIS – Sales*
2008 2009 2010 2011
CAGR 07-11: +8%
2008 2009 2010 2011
CAGR 07-11: +15%
*Sales in € mln & like-for-like CAGR growth 29
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Conclusion:
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59%56%
54%53%
45%42%41%
44%46%
47%
55%58%
30%
35%
40%
45%
50%
55%
60%
65%
2007 2008 2009 2010 2011 YTD 2012(9M)
Europe (exc.CIS) Growth markets
Evolution of sales by regionEvolution of sales by region
A fast moving portfolio
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% Group SalesH112 LFL Margin
change9M12 LFLGrowth2012
EUROPE (ex CIS)
NORAM & CIS
GROWTHMARKETS
42%
21%
37%
- [200-250]
+ [100-150]
+ [50-100]
- 2%
+ 5%
+ 16%
TOTAL 100% - 60 bps+ 5.6%
A strong engine for growth
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A strong platform with clear priorities
A strong underlying model
Clear short term priorities:
• Growth markets: sustain profitable growth
• Europe: resume top line & push productivities
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