2018 December Board Book

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RETAIL SALES TTL US

CALIFORNIA

WEST, x CA

CENTRAL

EAST

Dollar Sales %Change vs YA

California, $ sales and % chg

West xCA, $ sales and % chg

Central, $ sales and % chg

East, $ sales and % chg

$1,200

7.0%

$1,400

7.0%

$1,000 $1,500 $2,000 $2,500 $3,000 $3,500 $4,000 $4,500 $5,000

7.0%

$3,500

7.0%

Dollar Sales (million)

5.7%

Product

5.0%

$1,200

5.0%

$3,000

5.0%

$1,000

Millions

3.9%

NATURAL CHEESE $9,823 1.0% BUTTER/BUTTER BLENDS $2,139 3.4% YOGURT $5,684 -3.7% ICE CREAM/SHERBET $5,465 0.1% COTTAGE CHEESE $853 0.5%

3.2%

3.0%

$1,000

3.0%

$2,500

3.0%

2.8%

2.7%

$800

1.1%

1.0%

$800

1.0%

$2,000

1.0%

0.9%

0.5%

$600

-0.1%

-0.2% -0.4%

-1.0%

$600

-1.0%

$1,500

-1.0%

-1.5%

$400

-2.8%

-3.0%

$400

-3.0%

$1,000

-3.0%

-3.4%

-3.9%

Volume Sales %Change vs YA

-4.7%

$200

-5.0%

$200

-5.0%

$500

-5.0%

$0 $500

Volume Sales

-7.0%

Product

NATURAL CHEESE 1,978,304,986 3.6% BUTTER/BUTTER BLENDS540,889,664 2.9% YOGURT 2,459,003,236 -3.0% ICE CREAM/SHERBET 3,715,464,695 -1.5% COTTAGE CHEESE 408,142,559 1.9%

PRICING TTL US

CALIFORNIA

WEST, x CA

CENTRAL

EAST

Price per Volume %Change vs YA

California, price/volume and % chg

West xCA, price/volume and % chg

Central, price/volume and % chg

East, price/volume and % chg

Price per Volume

$6.00

-4.0% -3.0% -2.0% -1.0% 0.0% 1.0% 2.0% 3.0% 4.0%

$6.00

-4.0% -3.0% -2.0% -1.0% 0.0% 1.0% 2.0% 3.0% 4.0%

$6.00

-4.0% -3.0% -2.0% -1.0% 0.0% 1.0% 2.0% 3.0% 4.0%

$6.00

-4.0% -3.0% -2.0% -1.0% 0.0% 1.0% 2.0% 3.0% 4.0%

3.7%

$5.00

Product

2.5%

2.4%

2.0%

NATURAL CHEESE

$ $ $ $ $

4.97 3.95 2.31 1.47 2.09

-2.5% 0.5% -0.7% 1.7% -1.4%

$4.00

1.3%

0.8%

BUTTER/BUTTER BLENDS

$3.00

-0.4%

-0.5%

YOGURT

-0.8%

-1.2%

$2.00

-1.4%

-1.6%

ICE CREAM/SHERBET COTTAGE CHEESE

-2.6%

$1.00

-3.1%

-3.5%

$0.00

VolumeUnitsofMeasure naturalcheese,butter pounds yogurt, icecream pints cottagecheese 16oz.

RCM DISTRIBUTION

CALIFORNIA

WEST x CA

CENTRAL

EAST

(TTL PTSCUMWKS)

RCM Dist. and Growth

0 10 20 30 40 50 60 70 80

-6% -4% -2% 0% 2% 4% 6% 8% 10%

-1%

-5%

California Westx CA Central

East

CALIFORNIA TOP 15 RCM BRANDS

WEST TOP 15 RCM BRANDS

CENTRAL TOP 15 RCM BRANDS

EAST TOP 15 RCM BRANDS

Dollar Sales %Change vs YA

Dollar Sales Change vs YA

Product

Dollar Sales

Product

Dollar Sales

Product

Dollar Sales

Product

Dollar Sales

PRIVATE LABEL RFG SKIM/LOWFAT MILK $78,157,339 -$14,711,776 -15.8% PRIVATE LABEL NATURAL CHEESE-SHREDDED $48,516,794 -$1,411,355 -2.8% PRIVATE LABEL NATURAL CHEESE-SHREDDED $184,658,166 -$890,177 -0.5% PRIVATE LABEL NATURAL CHEESE-SHREDDED $72,771,793 -$2,116,117 -2.8% DAIRYPURE MULTIPLE BRANDS RFG SKIM/LOWFAT MILK $62,686,840 -$4,953,155 -7.3% PRIVATE LABEL NATURAL CHEESE-CHUNKS $20,990,618 -$1,484,539 -6.6% PRIVATE LABEL NATURAL CHEESE-CHUNKS $45,262,193 -$1,826,067 -3.9% PRIVATE LABEL RFG BUTTER $39,679,434 $14,894,406 60.1% PRIVATE LABEL RFG WHOLE MILK$61,255,023 -$5,202,309 -7.8% MOUNTAIN HIGH RFG YOGURT $12,167,921 -$724,937 -5.6% PRIVATE LABEL RFG BUTTER $34,406,682 $30,247,477 727.2% PRIVATE LABEL NATURAL CHEESE-CHUNKS $17,153,865 -$1,295,763 -7.0% PRIVATE LABEL ICE CREAM $50,376,423 -$1,304,090 -2.5% LAND O LAKES RFG BUTTER $11,099,982 -$424,750 -3.7% CACIQUE RANCHERO NATURAL CHEESE-CHUNKS $23,063,960 $3,491,515 17.8% KRAFT HEINZ CO COTTAGE CHEESE $16,473,360 -$93,570 -0.6% DAIRYPURE MULTIPLE BRANDS RFG WHOLE MILK $44,734,592 -$1,282,244 -2.8% PRIVATE LABEL RFG BUTTER $10,037,229 $8,130,404 426.4% CHALLENGE BUTTER RFG BUTTER$23,026,365 $2,841,102 14.1% CHALLENGE DAIRYPRODS INC RFG BUTTER $7,644,239 $1,564,705 25.7% KNUDSEN COTTAGE CHEESE $39,689,208 -$1,290,373 -3.1% CACIQUE RANCHERO NATURAL CHEESE-CHUNKS $9,625,631 $2,372,780 32.7% BREAKSTONES COTTAGE DOUBLES COTTAGE CHEESE $14,683,846 $646,129 4.6% CACIQUE USA NATURAL CHEESE-CHUNKS $4,499,760 $232,821 5.5% SWISS RFG WHOLE MILK $23,487,137 -$2,840,636 -10.8% EL MEXICANO NATURAL CHEESE-CHUNKS $6,412,664 $980,711 18.1% EL MEXICANO NATURAL CHEESE-CHUNKS $11,963,571 $1,356,125 12.8% PRIVATE LABEL FZ NOVELTIES $2,451,969 $175,865 7.7% CACIQUE RANCHERO NATURAL CHEESE-CHUNKS $23,093,681 $447,716 2.0% CACIQUE NATURAL CHEESE-CHUNKS $5,340,755 -$362,355 -6.4% CACIQUE NATURAL CHEESE-CHUNKS$8,975,787 -$2,169,637 -19.5% TROPICALE FOODS INC FZ NOVELTIES $2,423,381 $702,241 40.8% JOSEPH FARMS NATURAL CHEESE-CHUNKS $22,851,386 -$2,408,182 -9.5% KNUDSEN COTTAGE CHEESE $5,264,976 -$225,220 -4.1% HILAND RFG BUTTER $7,774,802 -$870,004 -10.1% CACIQUE USA RFG DAIRYCREAM$1,243,566 $417,316 50.5% KNUDSEN HAMPSHIRE SOUR CREAM $22,823,494 -$1,458,353 -6.0% EL MEXICANO SABORICO RFG YOGURT DRINKS $3,895,929 $238,239 6.5% CACIQUE RFG DAIRYCREAM $5,085,412 $949,854 23.0% PRIVATE LABEL CREAM CHEESE-SOFT $1,078,666 $751,872 230.1% SWISS RFG SKIM/LOWFAT MILK$21,068,237 -$4,399,697 -17.3% HELADOS MEXICO FZ NOVELTIES$3,449,741 -$22,221 -0.6% HELADOS MEXICO FZ NOVELTIES $4,422,526 $837,229 23.4% KAROUN DARIES INC NATURAL CHEESE-CHUNKS $663,755 $54,668 9.0% PRIVATE LABEL NATURAL CHEESE-SHREDDED $18,631,460 $97,893 0.5% JOSEPH FARMS NATURAL CHEESE-CHUNKS $2,961,953 -$1,433,424 -32.6% EL MEXICANO SABORICO RFG YOGURT DRINKS $4,365,501 $490,145 12.6% COOLHAUS FZ NOVELTIES $563,017 $363,543 182.3% PRIVATE LABEL RFG BUTTER $17,902,954 $3,898,113 27.8% GLEN OAKS FARMS RFG YOGURT DRINKS $2,226,239 $42,637 2.0% CACIQUE SOUR CREAM $4,006,250 $998,098 33.2% PRIVATE LABEL ICE CREAM $508,898 -$198,671 -28.1% MOUNTAIN HIGH RFG YOGURT $16,705,395 -$3,304,888 -16.5% CACIQUE RFG DAIRYCREAM $2,153,307 $347,332 19.2% PRIVATE LABEL CREAM CHEESE-SOFT$2,323,150 $1,680,466 261.5% CACIQUE USA SOUR CREAM $431,734 $356,539 474.2%

YTD 10_07_2018

EL MEXICANO NATURAL CHEESE-CHUNKS $15,780,023 $240,157 1.5% EL MEXICANO SOUR CREAM $1,124,307 $84,615 8.1% CACIQUE RFG YOGURT DRINKS $1,077,773 -$108,473 -9.1% COOLHAUS ICE CREAM

$404,215 $140,893 53.5%

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