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Global Dairy Markets: The Foremost Farms Experience

Global Dairy Markets: The Foremost Farms Experience. Doug Wilke Foremost Farms USA Vice President-Marketing & Technology. A Snapshot of Foremost Farms. Established: 1995 Member Milk Volume: 5.7 billion pounds Member-Owners: 1,900 FY 2011 Revenues: $1.7 billion Employees: 1,100

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Global Dairy Markets: The Foremost Farms Experience

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  1. Global Dairy Markets:The Foremost Farms Experience Doug Wilke Foremost Farms USA Vice President-Marketing & Technology

  2. A Snapshot of Foremost Farms Established: 1995 Member Milk Volume: 5.7 billion pounds Member-Owners: 1,900 FY 2011 Revenues: $1.7 billion Employees: 1,100 Rankings: No. 8 in milk volume among U.S. dairy cooperatives No. 20 (Dairy Foods magazine) in annual sales among Top 100 U.S. dairy processors

  3. Our Locations

  4. Our Products

  5. Major Manufacturer & Domestic Marketer of Cheese

  6. Our Ingredient Business is Global Produce approximately 300 million pounds of dairy ingredients for these target markets: • infant formula • bakery/pizza • pharmaceutical • food • feed Butter – 35 million pounds

  7. Primary Products Exported • Whey protein products • Pharmaceutical lactose • Demineralized whey • Permeate • Some cheese and butter

  8. Our Customers are Global Players • Three of the five largest infant formula providers • Kerry Bio Science • Global food and pharmaceutical company • Long-term agreement on pharmaceutical lactose • James Farrell & Co. • International trading company • Our marketing partner for ingredient exports

  9. Ingredient Export Map Exports as a % of ingredient sales 2011: 31.9% 2010: 29.9% 2009: 26.5% Ingredient & Pharma Pharma Ingredient

  10. There’s Opportunity for “US” • Globalization is here to stay • World dairy demand will outpace supply • Imbalances will drive volatility • U.S. has finite window of opportunity before other suppliers emerge • Some structural constraints keep the U.S. from being a consistent supplier • Maintaining status quo will weaken U.S. industry

  11. The Keys to Success • Work more closely with buyers to better understand their needs • Make the commitment to be a consistent seller to global markets • Adjust underlying policy and regulatory influences • Build partnerships to market dairy ingredients to global buyers • Develop the products that better meet buyers’ specifications and quality requirements • Help buyers manage price volatility • Serve global buyers in good years and in bad

  12. Thank You!

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