Major innitiatives to conquest market leadership

1. “ Brazilian best in class execution of the international headquarters strategy”

2. Garoto is the largest chocolate producer in Latin America. After it´s acquisition in 2002, Nestlé starts a new era of investments and results. Garoto accounts for 60% of Nestlé´s confectionery business in Brazil regarding NPS and EBIT.

3. “ Whenever, wherever, however” is the expression of Nestlé´s aim to have its products always at an arm´s reach of shoppers. A Loja Perfeita Garoto is the local execution of international business models, distribution strategies and point of sale solutions to meet this objective, focusing on Avalilability, Visibility and Acessibility in onder to reach the market share leadership.

4. THE CHALLENGE To build the execution excelence culture at the sales force in order to secure the Right Product (sku), in the Right Channel, at the Right Price Point, in the Right Location, with Right Tools .

5. Acording do AC/Nielsen, +17.400 new stores introduced Garoto´s products THE RESULT: NUMERIC DISTRIBUTION EVOLUTION & LEADERSHIP 2003 2004 2005 2006 2007 2008 2009 2010

6. IN THE FOLLOWING SLIDES YOU WILL KNOW GAROTO´S MAJOR INITIATIVES REGARDING THE EDUCATION OF THE SALES FORCE IN ORDER TO CONQUEST EXCELENCE AT POINT OF SALE EXCECUTION NATIONWIDE IN BRAZIL.

9. SALES ACADEMY Training program focused on the principles of merchandising, sales techniques, competencies and attitudes.

10. TOP TO TOP MEETING High level meeting with distributors.

11. SALES CONVENTION

12. SALES FORCE JOURNAL MERCHANDISERS INCENTIVE CAMPAIGNS

13. SALES FORCE INCENTIVE CAMPAIGNS

14. MANAGERIAL INCENTIVE TRIPS Destinations: Chile, Caribean, Australia, Hawaii

15. Destinations: South Africa, Thailand, India, Ireland, Scotland, Russia. VIP CLUB: LUXURY INCENTIVE TRIPS Targeting channel´s top players

16. IN STORE SALES EXPERIENCE Managerial staff and administrative collegues at the headquarters were invited to spend one day at the supermarket in order to better understand the sales environment and its needs.

17. ALTERNATIVE CHANNEL DEVELOPMENT Kiosks at shopping centers

18. ALTERNATIVE CHANNEL DEVELOPMENT Street vendor at music concerts

19. DISPLAYS DEVELOPMENT

20. DISPLAYS DEVELOPMENT

21. DISPLAYS DEVELOPMENT

22. CROSS SELLING IN PARNESHIP WITH P&G

23. MERCHANDISERS INSTORE INNITIATIVES

24. MERCHANDISERS INSTORE INNITIATIVES

25. MERCHANDISERS INSTORE INNITIATIVES

26. MERCHANDISERS INSTORE INNITIATIVES

27. MERCHANDISERS INSTORE INNITIATIVES

28. CHANNEL COMMUNICATION Targeting major magazines and websites

29. DISTRIBUTOR´S FLEET ADVERTISING

30. EXCLUSIVE COSTUMERS DEALS

31. INSTORE BRANDS COMMUNICATION

32. THANK YOU!