Barry Callebaut Full Year Results 2012/13

1. Full Year Results 2012/13 Analysts Conference Nov 7, 2013 Because we love chocolate…

2. Cautionary note Certain statements in this presentation regarding the business of Barry Callebaut are of a forward-looking nature and are therefore based on management’s current assumptions about future developments. Such forward-looking statements are intended to be identified by words such as “believe,” “estimate,” “intend,” “may,” “will,” “expect,” and “project” and similar expressions as they relate to the company. Forward-looking statements involve certain risks and uncertainties because they relate to future events. Actual results may vary materially from those targeted, expected or projected due to several factors. The factors that may affect Barry Callebaut’s future financial results are discussed in the Letter to Investors as well as in the Annual Report 2012/13. Such factors are, among others, general economic conditions, foreign exchange fluctuations, competitive product and pricing pressures as well as changes in tax regimes and regulatory developments. The reader is cautioned to not unduly rely on these forwardlooking statements that are accurate only as of today, Nov 7, 2013. Barry Callebaut does not undertake to publish any update or revision of any forward-looking statements. 2

3. Agenda Highlights 2012/13 Juergen Steinemann, CEO Financial review Victor Balli, CFO Strategy update & Outlook Juergen Steinemann, CEO Q&A Session Nov 7, 2013 FY 2012/13 Analysts presentation 3

4. Highlights FY 2012/13 Successful year in further implementing our growth strategy +8.7% Stand-alone* +4.4%1 Stand-alone* + 11.4% Volume growth -3.9%1 EBIT growth Acquisition of Cocoa Business from Petra Foods Significant investments in expansion of our footprint -4.9%1 Net Profit from continuing operations Dividend CHF 14.50 per share 1 in CHF * excluding recent acquisition of Petra Foods’ cocoa business (transaction costs and operating result) Nov 7, 2013 FY 2012/13 Analysts presentation 4

5. Highlights 2012/13 Important steps taken towards the strengthening of our leadership in the industry Acquisition of Cocoa Business from Petra Foods Signing agreement Financing in place and Closing Dec 2012 First outsourcing agreement in South America Oct 2012 Nov 7, 2013 June 2013 Acquisition of ASM Foods in Sweden Jan 2013 FY 2012/13 Analysts presentation Cocoa Horizons Implementation – First Cocoa Center of Excellence July 2013 Opening of 2nd. chocolate factory in Mexico Opening of cocoa factory in Indonesia June 2013 Sep 2013 Opening of 1st. chocolate factory in Turkey Oct 2013 EU Commission approves BC health claim Sep 2013 5

6. FY 2012/13 Strong broad-based volume performance Sales Volume by Region Volume growth vs prior year Europe AsiaPacific 4% Global Sourcing & Cocoa 20% +8.1% Americas Europe 48% +16.7% Global Sourcing & Cocoa +14.5% Americas 28% Asia-Pacific Underlying market 1 1 +1.8% +1.6% Source: Nielsen – Chocolate Confectionery volume growth of top 16 countries;September 2012 - August 2013 Note: Total volume includes recently acquired cocoa business Nov 7, 2013 FY 2012/13 Analysts presentation 6

7. Five-year development Continued focus on our key expansion drivers Emerging Markets Long-term outsourcing & Strategic partnerships +23% vs prior year +28% vs prior year CAGR +15% CAGR +34% 26% 20% 2008/09 Nov 7, 2013 FY 2012/13 Analysts presentation +10% vs prior year 2008/09 10% 10% 2012/13 Volume growth CAGR+9% 22% 10% 2012/13 Gourmet & Specialties 2008/09 of total Group volume 2012/13 7

8. Significant expansion of manufacturing footprint provides diversification and unique competitive advantage Cocoa processing factory Chocolate factory Integrated cocoa & chocolate factory New Factory, under construction or expansion Nov 7, 2013 FY 2012/13 Analysts presentation 8

9. Gourmet & Specialties: strong top and bottom-line performance Group Gourmet & Specialties Business – Growth evolution CAGR+9.0% Sales Volume (tonnes) -0.7% 2008/09 1.2% 2009/10 +9.9% 1.3% 0.6% 2010/11 2011/12 CAGR +11.5% 1.5% Underlying market growth* 2012/13 +17.7% EBIT (in constant currencies) * Source: Euromonitor Foodservice Nov 7, 2013 FY 2012/13 Analysts presentation 9

10. Strongest ever activation plan for our global brands with key focus behind growing the core… The Callebaut® brand 100% Belgian, from bean to chocolate N°1 chocolate brand for professionals worldwide, at the heart of great chocolate stories First gourmet brand to switch completely to sustainable cocoa Gaining momentum in emerging markets Extending the core with new applications « Callebaut Hot Chocolate Concept» Building brand equity: «Callebaut TV», First Chocolate App «Chocolizer», social media Nov 7, 2013 FY 2012/13 Analysts presentation 10

11. Strongest ever activation plan for our global brands supported by the world leading chefs… The Cacao Barry® brand unlocking the sensorial richness of cacao & chocolate to inspire creativity N°1 French brand for professionals worldwide Launch of Cacao Barry “Purity from Nature” – the next generation Chocolate Renovate the core Cacao Barry France Ensure availability of the premium core range in key cities globally Building brand equity: “Cacao Barry Live”, 50 Best Restaurants Official Sponsor, “World Chocolate Masters”, Social media Nov 7, 2013 FY 2012/13 Analysts presentation 11

12. Striving for cost leadership while growing at a high pace... Capacity Utilization • Chocolate: 95% (target 82-85%) • Cocoa 92 % Manufacturing costs per tonne -2.6%1 (target 90-95%) Energy consumption -5% Optimization of materials used (5-year target -20%2) Higher supply chain costs due to capacity constraints Production capacity expansion and new factories 1) On like-for-like basis 2) Target -20% by 2013/14, accumulated -23% until 2012/13 ahead of target Nov 7, 2013 FY 2012/13 Analysts presentation 12

13. “Cocoa Horizons”: Execution platform for sustainability projects Our sustainability initiative in numbers Increase sustainable cocoa supply and improve farmer livelihoods Farmer Practices Farmer Education Double yield & improve quality Train next farmer generation 110,000 farmers trained Built 3, and extended 5 primary schools 73 participating cooperatives 1 Cocoa Center of Excellence 5 regional Showcase Farms Child labor awareness raising with farmers and teachers, distributed school kits Farmer Health Clean water & basic healthcare Micro health insurance program launched targeting 250,000 people 7 boreholes and water systems built Distributed mosquito nets 575 Farmer Field Schools QPP Cooperatives + Biolands Cocoa Buying Programs Nov 7, 2013 FY 2012/13 Analysts presentation 13

14. Strong innovation funnel with focus on fewer, bolder and bigger projects Project B Project A B Asia Project J Project C Project D I D E A G A T E Project E F Relauch Project G Project K Project H Project L C O N T R A C T L A U N C H Project M G A T E G A T E QPP + Pure Terra Cacao Acticoa Sweet Stevia Sweet by fruit Celebrate (Decorations) Project I Nov 7, 2013 FY 2012/13 Analysts presentation 14

15. Project «Spring»: Enhancing our leadership in service Workstreams Customer segmentation Harmonized processes for Quality Assurance Customer Service New Product Introduction Oct 17 May 8 2011 Pre-Spring: Study 2012 Pricing Dec 15 Process design and organization April Implementation system June 2013 Go-live Sept Today 2013 Jun 2014 Roll Out First positive results achieved. Change management and complete rollout key for a successful implementation Investment of EUR 30 mio and annual savings of EUR 10 mio confirmed Nov 7, 2013 FY 2012/13 Analysts presentation 15

16. Integration of the recently acquired cocoa business from Petra Foods well on track... Organization in place Regional and global commercial and functional organization Commercial model Combined cocoa and chocolate sales forces, one face to the customer approach Global Supply Chain Global manufacturing and supply chain network integration started Systems Alignment and SAP implementation in design phase Synergies All synergies confirmed and implementation projects in place Culture Awareness of differences, act global stay local Nov 7, 2013 FY 2012/13 Analysts presentation 16

18. Strong top-line growth, gaining profitability momentum Group performance FY 2012/13 % vs prior year Sales Volume Total 1’535’662 +11.4% Sales Volume stand-alone 1’498’632 +8.7% EBIT Total 339.6 -3.9% EBIT stand-alone 368.8 +4.4% Net profit from continuing operations 229.3 -4.9% Net profit for the year 222.6 +56.1% EBIT per tonne 246.1 (in CHF) -3.9% Stand-alone: Excluding recent acquisition of Cocoa business of Petra Foods (2 months consolidated volume and operating result, one-off transaction costs) Nov 7, 2013 FY 2012/13 Analysts presentation 18

19. Strong top-line growth, gaining profitability momentum Europe Volume growth Americas +8.1% +16.7% Asia-Pacific +1.8% Global Sourcing & Cocoa +14.5%1 +0.9%2 Market volume growth3 EBIT growth vs. prior year (in CHF) +2.1% +9.0% -0.6% +19.3% 1) Including acquisition of Petra Foods Cocoa Business 12.9% -9.4% -36.0%1 -17.6%2 2)excluding acquisition of Petra Foods Cocoa Business 3) Source: Nielsen data (Sep 2012- Aug 2013); - Top 16 countries represent approx. 75% of the global chocolate market in volume; - Americas includes USA and Brazil Eastern Europe includes: Russia, Ukraine, Poland, Turkey; Asia includes China and India Nov 7, 2013 FY 2012/13 Analysts presentation 19

20. Gross Profit –FY 12/13 Improved product margins fueled gross profit in mCHF * Without Cocoa Processing impact +9.6% +13.4% +74.1 +8.1 -25.1 +34.7 736.9 -27.5 728.5 -8.5 672.6 Gross Profit FY 2011/12 Nov 7, 2013 Volume effects Product mix and margin effects Cocoa processing impact FY 2012/13 Analysts presentation Additional operational costs from business growth Scope effects, non-recurring items and FX Gross Profit stand-alone Petra Foods Gross Profit Cocoa FY 2012/13 operational Gross Profit 20

21. Cocoa processing profitability Combined ratio had a negative impact, however current outlook is positive... European combined ratio- 6 months forward ratio FY 12/13 4.00 3.42 3.00 2.00 1.00 0.00 Oct-00 Oct-01 Oct-02 Oct-03 Oct-04 Oct-05 Oct-06 Oct-07 Oct-08 Oct-09 Oct-10 Oct-11 Oct-12 Oct-13 For cocoa processors, profitability depends on the ratio between input costs (price of cocoa beans) and output prices (price of cocoa butter and powder). Nov 7, 2013 FY 2012/13 Analysts presentation 21

22. EBIT bridge Stand-alone operating result gained momentum +4.4% in CHF m * Without Cocoa Processing impact +11.5% +4.4% +64.3 -24.0 368.8 -24.7 353.2 -12.0 339.6 -17.2 EBIT FY 2011/12 Nov 7, 2013 Additional Gross Profit (stand-alone and FX) Additional SG&A from business growth FY 2012/13 Analysts presentation Add. costs, Scope and FX effects stand-alone EBIT standalone Petra Foods Cocoa business operational EBIT result Acquisition costs related to acquisition and integration EBIT FY 2012/13 22

23. Foreseen profitability improvement of the recently acquired cocoa business of Petra Foods Good visibility of current portfolio Recent improvement of combined ratio will positively impact 2014 Synergies confirmed Integration of sourcing operations started European business improvement initiated Optimization of supply chain identified and in progress Recently acquired cocoa business EBIT (CHF m) 30m ‐40m 2011 Nov 7, 2013 2012 FY 2012/13 Analysts presentation H1 2013 13/14 14/15 15/16 23

24. Financial items Net finance costs remained at prior year level, despite recent financing for acquisition in CHF m Average interest rate 4.30% 4.36% 1.3 1.0% 69.1 Net interest expense FY 2011/12 Nov 7, 2013 Net interest expense FY 2012/13 7.2 69.8 -1.6 Bank charges, Gain on derivative fees and other fin. Instruments financial expenses and FX FY 2012/13 Analysts presentation 74.8 -1.9 Pension cost Petra Foods cocoa Net Finance business acq. Net Costs FY 2012/13 expenses 24

25. Below EBIT Continued good tax rate, last time effect from consumer business divestiture [CHF m] Change in % FY 2012/13 FY 2011/12 CHF Operating profit (EBIT) -3.9% 339.6 353.2 Financial items -0.1% (74.8) (74.9) Profit before Taxes [CHF m] -4.8% 264.8 278.3 4.6% (35.5) 13.4% (37.2) 13.4% -4.9% 229.3 241.1 (6.7) (98.5) 222.6 142.6 Income taxes Tax rate [in %] Net profit from continuing operations 1 Net result from discontinued operations Net profit for the year 1 Nov 7, 2013 56.1% Net profit from continuing operations (including minorities) FY 2012/13 Analysts presentation 25

26. Cash Flow Investments and strategic acquisition to support future growth in CHF m +2.5% 440 451 -52 -224 +890 -106 32 -80 -847 Operating Cash Flow* FY 2011/12 Operating Investment in Capital Cash Flow* Working Capital Expenditures FY 2012/13 Interest paid and income taxes Dividend & Capital reduction CF from Cash flow Net increase in acquisitions, from financing cash and cash disposals, and activities equivalents other * Before Working Capital changes Nov 7, 2013 FY 2012/13 Analysts presentation 26

27. Net Working Capital evolution Continued good working capital management in mCHF Receivables Stocks Payables +263 +4.3% 1’346 Petra Foods Cocoa business Net Working Capital Net Working Capital Aug 13 +103 +77 1’039 Net Working Capital Aug 12 Nov 7, 2013 -41 -7 Growth impact Price impact and operational improvements Growth impact FY 2012/13 Analysts presentation Price impact and operational improvements -44 Growth impact 1’083 -32 -12 Price impact Others, scope and effects and FX operational (standalone) improvements Net Working Capital standalone 27

28. Balance Sheet & key ratios Stand-alone most ratios improved, total impacted by recent acquisition BC stand-alone Aug 2013 Total Assets [CHF m] Net Working Capital [CHF m] Aug 12 4'527.1 Shareholders' Equity [CHF m] 1'345.7 1'039.2 1'424.8 1'525.2 942.9 1'762.3 993.1 3'576.6 2'072.1 1'083.4 Non-Current Assets [CHF m] Net Debt [CHF m] Aug 13 1'357.1 Debt/Equity ratio 65.4% 86.5% 69.5% Solvency ratio 42.2% 38.9% 37.9% 2.2x 3.5x 2.2x 5.8x 5.8x Net debt / EBITDA Interest cover ratio ROIC 10.5% 14.2% ROE Nov 7, 2013 13.3% 17.8% 14.7% 18.7% FY 2012/13 Analysts presentation 28

29. Dividend Payout ratio increased to 35%, total payout maintained Total payout to shareholders Proposed dividend CHF 14.50 per share1 in CHF m CAGR +5% Payout of 35 % of Net Profit Not subject to withholding tax2 65 72 80 80 80 2010/11 2011/12 2012/13* Timetable for dividend Shareholder approval: Dec 11, 2013 (AGM) Expected ex-date: Feb 26, 2014 Expected payment date: March 3, 2014 2008/09 Payout ratio 28% 2009/10 29% 31% 33% 35% * As proposed by the Board to our Shareholders 1) From reserves from capital contributions 2) For individuals who are taxed in Switzerland and hold the shares privately also no income tax Nov 7, 2013 FY 2012/13 Analysts presentation 29

31. Our strategy remains unchanged “Heart and engine of the chocolate and cocoa industry” Vision Expansion Innovation Sustainable, profitable growth Strategic pillars Cost leadership Sustainable Cocoa Nov 7, 2013 FY 2012/13 Analysts presentation 31

32. Further expansion of our chocolate and cocoa business Demand outlook in chocolate and cocoa remains strong Chocolate Confectionery – Volume in tonnes 1 2 24 280 Western Europe 240 200 Absolute growth (Tonnes) 2013-18 Cocoa powder– Volume in tonnes Asia Pacific 160 Eastern Europe 120 Latin America Australasia 80 South America 20 16 Absolute growth (Tonnes) 2011-16) EU 12 8 6 40 North America 4 North America 0 Asia-Pacific Middle East and Africa 0 -1.0% 0.0% 1.0% 2.0% 3.0% 4.0% 5.0% 6.0% 7.0% Annual average growth 2013-18 Bubble size indicates total volume in tonnes -2013 1) 2) Nov 7, 2013 Volume growth above average 0% 1% 2% 3% 4% 5% 6% 7% 8% 9% Annual average growth 2011-16 Bubble size indicates total volume in tonnes -2013 Source: Euromonitor 2013 Customer interviews, Sunflower project market size, Euromonitor FY 2012/13 Analysts presentation 32

33. Expansion Taking global leadership in chocolate and cocoa Cocoa Grinding Capacity Industrial chocolate – Open market Barry Callebaut Barry Callebaut Cargill Cargill ADM Blommer Blommer ADM Mondelez Cemoi Guan Chong Puratos Nestlé Fuji Oil Ferrero IRCA BT Cocoa Guittard Ecom Cocoa Other players others Volume (MT) Sales Volume (MT) Source: Third-Party Study – 2013, Company estimates Nov 7, 2013 FY 2012/13 Analysts presentation 33

34. Our ambition: preferred, proactive cocoa powder supplier Move from Move to Tactical player Proactive seller of cocoa products Strong sourcing base in West Africa More globally balanced sourcing from origin countries, including Asia and South America Limited presence in emerging markets Greatly expanded presence in emerging markets – Asia and Latin America Limited product offering Comprehensive product offering Nov 7, 2013 FY 2012/13 Analysts presentation 34

35. Strategy Our key focus areas for 2013/14 Integrate Petra Foods cocoa business and strengthen our position in cocoa powder Enhance profitability Continue product margin improvement Keep supply chain and fixed costs under control Full implementation of Project Spring Accelerate talent management programs and succession planning Strengthen leadership in sustainable cocoa Nov 7, 2013 FY 2012/13 Analysts presentation 35

36. Outlook & Guidance Our outlook for the next year and mid-term guidance Market / Industry Long-term growth remains intact: around 2% volume growth Sensitive economic environment in Southern European markets Slower growth in some emerging markets, including FX risks Improvement of combined cocoa ratio Guidance Volume growth: 6-8% on average per year until 2015/16 EBIT/tonne restored to Barry Callebaut’s pre-acquisition level by 2015/16* * As of consolidation of the cocoa business acquired from Petra Foods: EBIT per tonne CHF 256 – barring any major unforeseen events Nov 7, 2013 FY 2012/13 Analysts presentation 36

38. Summary Significant top-line growth, profitability gained momentum Volume growth +8.7% stand-alone (+11.4% total) EBIT growth +4.4% stand-alone, (-3.9% total) Net profit CHF 229.3 mio (-4.9) Growth driven by strategic partnerships, Gourmet and emerging markets Integration of the acquired cocoa business in progress and synergy potential confirmed Mid-term financial targets confirmed Proposed payout of CHF 14.50 per share Nov 7, 2013 FY 2012/13 Analysts presentation 38

39. Thank you Nov 7, 2013 FY 2012/13 Analysts presentation 39

40. Appendix Nov 7, 2013 FY 2012/13 Analysts presentation 40

41. Market Development Overall chocolate confectionery market grew 1.6% in volume vs. prior year Global + 1.6% WE +1.7% EE +2.8% USA -0.9% China & India +12.9% Brazil +1.2% 1) Source: Nielsen data (Sep 2012- Aug 2013); - Top 16 countries represent app. 75% of the global chocolate market in volume; - USA total volumes are estimated based on a share distribution by Euromonitor; Eastern Europe includes: Russia, Ukraine, Poland, Turkey. Nov 7, 2013 FY 2012/13 Analysts presentation 41

42. Raw materials development Historical evolution % of total BC raw material costs FY 12/13 300% Cocoa beans 250% 55% Cocoa beans 200% Milk powder 150% Sugar EU Sugar world 100% 14% Sugar 12% Milk Powder 7% 12% 50% Okt 06 Okt 07 Okt 08 Okt 09 Okt 10 Okt 11 Okt 12 Fats Others Okt 13 Note: All figures are indexed to Aug 2006. Source: Cocoa beans Ldn 2nd position; Sugar world London n°5 (2nd position), Sugar EU Kingsman estimates W-Europe DDP, skimmed milk powder average price Germany, Netherlands, France. Nov 7, 2013 FY 2012/13 Analysts presentation 42

43. West Africa is the world’s largest cocoa producer – BC sources locally Total world harvest (12/13): 3’986 TMT Ecuador 5% others 10% BC stand-alone processed ~620,000 tonnes or 16 % of the world crop Brazil* 5% Ivory Coast* 37% Cameroon * 6% Nigeria 6% BC (including recently acquired cocoa business) processed ~920,000 tonnes or 23 % of the world crop 65% sourced directly from farmers, cooperatives & local trade houses Indonesia * 11% Ghana* 21% Source: ICCO estimates Nov 7, 2013 About 70% of total cocoa beans come from West Africa FY 2012/13 Analysts presentation Barry Callebaut has various cocoa processing facilities in origin countries*, in Europe and in the USA 43

44. Expansion 3 mio tonnes of outsourcing potential for future growth Global Industrial Chocolate market in 2012/13= 6,250,000 tonnes* Integrated market Open market Big 4 chocolate confectionary players Competitors Others Others 40% 49% 20% 51% * Company estimates Nov 7, 2013 FY 2012/13 Analysts presentation 44

45. Some of our key customers & long-term strategic partners Nov 7, 2013 FY 2012/13 Analysts presentation 45

46. Capex investments support the growth of our business in CHFm +5.2% +4.4% +3.0% +2.8% +4.5% CAPEX as % of sales revenue +3.3% Average = 4.0% 250 218 224 200 174 144 145 Additional growth IT Upgrade / efficiency gains existing sites Maintenance 2007/08 Nov 7, 2013 2008/09 2009/10 FY 2012/13 Analysts presentation 2010/11 2011/12 2012/13 2013/14 PLAN 46

47. Cash flow evolution Strong operating cashflow despite fast volume growth and expansion CAGR 13.2% 407 434 458 480 418 Negative FX impact 455 451 2012 2013 348 313 228 252 116 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 * Operating Cash Flow before working capital changes Nov 7, 2013 FY 2012/13 Analysts presentation 47

48. Stable financing offering enough headroom for future growth and average maturity of 6 years Financing and liquidity situation as of August 31, 2013 in CHFm 2,945 CHF 570 mio Short term Various uncommitted facilities 40.4% EUR 400 mio Commercial Paper Programme Maturity 2016 Maturity 2023 Maturity 2021 Maturity 2017 Various bilateral LT loans 1,756 EUR 600 mio 3-5 years ABS Syndicated bank loan (12 banks) USD 400 mio 5.5% Senior Notes EUR 250 mio 5.375% Senior Notes Long-term EUR 350 mio 6% Senior Notes Available Funding Sources Nov 7, 2013 Short-term FY 2012/13 Analysts presentation Outstanding amounts 48

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Barry Callebaut Full Year Results 2012/13

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