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    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.

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    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

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    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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