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          1. CALL PREP SHEET

            Snack Foods Manufacturing

            NAICS CODES: 31191
            SIC CODES: 2068, 2096
            3.18.2013

            Key Business Challenges

            Volatile Ingredient Prices
            The price of critical commodity inputs such as corn, tree nuts, soybean and cottonseed oil, and potatoes can increase significantly due to poor farm yields, unpredictable weather patterns, and market reactions to government farm subsidies
            How does the company limit the risk of volatile commodity prices?

            Highly Competitive Industry
            The snack food industry competes with a number of other impulse purchases and snacking options, including cookies, crackers, candy, energy bars, in-store bakery items, fast food, and baking at home
            How difficult is raising prices to consumers?

            Vulnerability to Litigation, Regulation
            Increased awareness of obesity, ingredients, and labeling has made snack food manufacturers much more vulnerable to litigation and federal regulation
            How challenging are the risks of increased litigation and regulation?

            Key Business Opportunities

            Boosting Convenience Store Sales
            Manufacturers are paying more attention to maximizing the sales potential of snack foods at convenience stores (c-stores) and drugstores
            What is the company's convenience store sales strategy?

            Reinventing Nuts
            High in Omega-3s, tree nuts are one of the few truly healthy snacks; however, the product category had lacked innovation until recently
            How can the company capitalize on the health benefits of tree nuts?

            Promoting Sustainability
            Even though snacks are an indulgence, companies can capitalize on the growing interest in sustainability and reduced carbon footprints
            What opportunities does the company see in promoting environmentally friendly products?

            Fast Facts

            Companies in this industry make snack foods such as nuts, chips, and popcorn, as well as peanut butter.

            Major companies include US-based PepsiCo's Frito-Lay, Kraft Foods, Diamond Foods, and Snyder's-Lance; Grupo Bimbo (Mexico), United Biscuits (UK), Calbee Foods (Japan), and Nongshim (South Korea).

            Major products are potato chips (about 30 percent of industry revenue); corn chips, including tortilla chips (20 percent); and bulk nuts (10 percent).

            Typical customers are grocery wholesalers, warehouse club stores, food service distributors, vending machine distributors, and convenience stores ("c-stores").

            Cash flow is generally steady throughout the year.

            ?

            Industry Growth Rating

            Growth Rating

            Risk: Vulnerable to volatile raw material costs and litigation
            Need efficient operations and effective marketing
            Demand: Driven by consumer tastes and health considerations

            ?

            Executive Talking Points

            Chief Executive Officer - CEO
            Identifying Optimal Product Mix
            How does the company determine its ideal product mix?

            Chief Financial Officer - CFO
            Managing Commodity Purchases
            How does the company protect itself against highly volatile commodity prices?

            Chief Information Officer - CIO
            Fully Integrating Operations
            How well does the company's technology platform communicate across divisions?

            Human Resources - HR
            Hiring Qualified Workers
            How is the company finding and retaining qualified employees?

            VP Sales/Marketing - Sales
            Implementing Sales Strategy
            How is the company's sales force organized?

            ?

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