Одно из лучших решений английской секции

2. Source: team’s analysis and conclusions
Market review Segment analysis Category strategy Sales & FinanceBrand&ConsumerExecutive summary
By reaching an average increase in volume by 24% in each shop through proposed initiatives could double the
category total in 1-2 years
100
105
110
115
120
125
20172016
Navigation impact
Special Offers
Layout changes in terms of new plannogram
Lower Out of stock
Raise in transaction
Key Conclusions
Space-to-sell method
Portfolio optimization
Additional navigation
Fair Category Management – tolerant to all brands on the market
Conduct seasonal supporting sales promo-actions
Overall Proposal
Initiatives Optimal #SKU in category
Financial Impact per Shop & Time Plan
Market
• Curds are the main segment and kefirs show
largest y-o-y growth. Although the overall
market shows negative development
Consumer
• Key target audience, who benefit from safeness
and price/quality ratio followed by naturalness
Segment analysis
• Utilization of the portfolio via developing
growing segments and introducing new lay-
out standards
Category strategy
• Market is inefficient at the moment and
overcrowded by unproductive SKUs
Segment
Optimal (#
SKU)
CURD 22
DRINK
YOGHURT
17
KEFIR 5
LIQUID
FORMULA
6
MILK 7
YOGHURT 4
2016 2017Activity
Individual planogram
per each shop (ex. 70)
Physical Layout change
Conduct resultы and introduce
results to other retailers
Test market
Other retailers implementation

3. Source: Case information, articles, teams analysis
Golden opportunity for growth is in curd and kefirs segments. Curds are the main segment and kefirs show largest y-
o-y growth. Although the overall market shows negative development driven by a decrease in competitor’s volume
11,74
8,10
3,35
Oct-
14
12,47
8,64
3,57
Sep-
14
11,41
7,96
3,22
Aug
-14
10,28
7,49
2,49
Jul-
14
9,65
6,92
2,45
Jun-
14
9,34
6,71
2,26
May-
14
6,27
2,47
May-
15
11,09
7,66
3,00
Apr
-15
11,44
7,74
3,34
Mar-
15
11,61
8,06
11,06
8,15
2,64
Apr
-14
11,31
8,18
2,83
Mar-
14
11,41
8,29
2,79
Feb-
14
10,63
7,95
2,50
Jan-
14
11,07
8,02
2,80
Dec-
15
10,65
7,13
2,99
Nov
-15
11,22
7,70
2,88
Oct-
15
10,87
7,32
3,06
Sep-
15
3,14
Feb-
15
Nov
-14
7,74
3,48
Jan-
15
12,47
8,36
3,76
Dec-
14
11,99
8,39
3,29
9,77
11,50
2,92
Aug
-15
8,46
5,58
2,51
Jul-
15
8,41
5,68
2,36
Jun-
15
9,16
6,35
TYOMA (DANONE) AGUSHA (PEPSICO)Others
Increasing share of others, while main player Agusha is losing volume. Important to take into
consideration market’s seasonality
14,3
104,5
(79,0%)
2015
-4,3%
126,7
15,1
98,0
(77,3%)
13,6
2014
13,6
132,4
3,2
(77,8%)
2014
0,5
2015
4,1
0,4
+9,2%
2,9
(78,9%)
0,4
3,7
0,4
Moscow TT and Specialists
Moscow Superettes
Moscow Hyper/Supermarkets
Net value, B RUR Net volume, M units
Net Volume, M units
Nearly 80% of the market is concentrated in Hyper/Supermarkets.
Although the share has slightly decreased. Drop in net volume by 4%
53,0%
52,0%
13,0% 13,0%
16,0%
4,0%
4,0%
14,0%
14,0%
3,0%
2,0%
11,0%2015
100%
2014
DRINK YOGHURT
CURD
YOGHURT
KEFIR
LIQUID FORMULA
MILK
CURD makes more than a half of the market’s volume. Relatively high increase
in KEFIR share -13 to 16%
Volume Contribution per segment, %
36,0%55,0%
1,0%
8,0%
TUB
BAG
BOTTLE
CARTON
Volume contribution per package,
%
General Market overview Competitive landscape
KEY MARKET DRIVERS
-9,7%
2015 9,7 85,69,4
66,5
(77,7%)
94,82014
75,2
(79,4%)
10,29,4
Agusha: Channel contribution in volume, abs. and %
2015 3,9
+5,0%
2014
35,9
26,4
(77,1%)
4,5
27,6
(76,8%)
4,03,9 34,2
Tyoma : Channel contribution in volume, abs. and %MS 28%
MS 68%
• Birth rate
• Quality of life
• Employment rate
among women and
men
• Formation of baby
nutrition culture
• Government-funded
family planning
program
• Confidence towards
infant food
Moscow TT and Specialists Moscow Superettes Moscow Hyper/Supermarkets
Both imported brands play on a Russian image and make up 96% of the market natural volume
Agusha drops volume by
nearly 10%, which is driven
mainly by loss in
Hyper/Supermarkets, while
Tyoma has increased in this
channel specifically and in
total volume
1. 3.
2. 4.
Market review Segment analysis Category strategy Sales & FinanceBrand&ConsumerExecutive summary

4. Source: Case information, articles, teams analysis
Market review Segment analysis Category strategy Sales & FinanceBrand&ConsumerExecutive summary
Key target audience, who benefit from safeness and price/quality ratio followed by naturalness, feel lack of 2/3 of
these attributes in Tyoma’s brand in comparison to the market leader -> Long term focus Taste & Health/Natural
Safety
Availabi
lity
Saving
money
Optimal
nutrition
Ease of
use
Benefits of infant food
TOP CONSUMER TRENDS
« Consumer confidence low
as a result of economic
downturn
« Online shopping boosted
by consumers looking for
lower prices
« Russians increasingly
adopting healthier lifestyles
Consumer ≠ Customer. Customer profile: woman in the age from 18 to 34. Key
feature of infant food market - customers are completely replaced within a period
of roughly three years, resulting in a fresh start for the market.
Consumer
1.
Gender split
87,0%
13,0% Men
Women
42
45
71
6618-24
46-54
35-45
25-34
Respondents who made purchases of infant food in
the month, by age
The average customer income: from 50 000 to 75 000 RUB. The average cheque in
2015: 764 RUB
2.
Tyoma’s brand scores less on Safety and Availability attributes comparing to
Agusha. Strengthening these attributes must be considered in communication3.
Agusha's brand communication: Health
Tyoma's brand communication: Taste & Happiness
consumer choice: Natural Product
Focus on both: Taste & Health
Brand & Purchasing factors
10
11
12
13
14
2010 2012 2014 2016 2018 2020
Brithrate
Historic/Forecast | per '000 population
0
10
20
30
above
250
to 10 10 to
15
Income
20 to
30
30 to
40
40 to
50
50
to75
75 to
100
100 to
250
15 to
20
17
25
26
33
34
40
41
Food Value
Previous Experience
Child’s Favorite Taste
Trusted brand
Whole Natural Product
Price q-ty Ration
Safe ingradients
Factors affecting the choice of baby food %
*Based on team’s online survey, sample size 50; women with one children aged 22 - 45
Brand attribute comparison*
Question: Rank on 1 to 5 scale Tyoma and Agusha on the following Attributes:
2
5
3
5
4
4
4
5
4
3
5
4
4
4
Previouse Purchase Experience
Child’s Favorite Taste
Food Value
Price q-ty Ration
Whole Natural Product
Safe ingradients
Trusted brand
Tyoma
Agusha

5. Market review Segment analysis Category strategy Sales & FinanceBrand&ConsumerExecutive summary
Two high-potential growth directions:1)Utilization of the portfolio via developing growing segments and introducing
new lay-out standards, 2)Distribution expansion in H/SM channel by working with the key retailer chains
0
10
20
30
40
50
60
Q4 2015Q3 2015Q2 2015Q1 2015Q4 2014Q3 2014Q2 2014Q1 2014
AVG ND
AVG WD TT and Specialists
AVG WD Superettes
AVG WD Hyper/Supermarkets
Despite rather high ND and WD in both TT and Superettes, average WD in H/S
markets is still relatively low. -> Consider expansion in this H/SM channel
1.
Weighted and numeric distribution comparison, average %
In general, Agusha has a slightly higher price or/and price mix compared to
Tyoma. Large gap in NPU between market leaders and other players2.
120
110
100
90
80
70
Priceindex,%
CURD
120
110
100
90
80
70
NEZHNIY VOZRAST
FRUTO-NYANYA
DRINK YOGHURT
110
100
90
80
70
60
120
AGUSHA
KREPYSH
PRIVATE LABEL
TYOMA (DANONE)
KEFIR
Net price per unit in key segments
In general, most volume-productive segments are Kefir and Curd. Compared to Agusha, Tyoma performs
better in Kefir and milk. Significant increase in Kefir’s productivity. Relatively higher productivity in Milk
3.
1 172
1 395
2 119
517
1 856
1 381
1 735
2 200
443
1 712
Overall
MILK
KEFIR
DRINK
YOGHURT
CURD
TyomaAgusha
SKU productivity development per segment
comparison 2014-2015, %
-10
-10
-8
-14
5
-8
-4
Overall
MILK
KEFIR
216
DRINK
YOGHURT -30
-13
CURD
SKU productivity per segment, comparison, M units
Liquid form and yoghurt for Agusha has a relatively weak productivity, comparable to drink yoghurt
1. Focus on promoting Curd, Kefir and Milk
• Implement space-to-sell method to lay-out standards
• Increase Tyoma’s product range
2. Possibly, enter new segments to strengthen reputation as
infant nutrition provider like Liquid form and Yoghurt
3. Reconsider Drink Yoghurt’s assortment
• Abandon low-effective SKUs
• Find growth scenarios for particular segment
9,9%
100%
2015
14,5%
18,4%
57,2%
2014
16,6%
6,1%
14,7%
62,6%
MILK
KEFIR
DRINK YOGHURT
CURD
Substantial increase in Kefirs, driven by a large
increase in volume and a decline in D. Yoghurts4.
Tyoma’s volume contribution, %
Source: case information, Nielsen, Romir, team’s analysis
Distribution and Pricing analysis SKU productivity and contribution analysis

6. Market review Segment analysis Category strategy Sales & FinanceBrand&ConsumerExecutive summary
Market is inefficient at the moment and by using category management methods via optimizing the shelf space we
can possibly reach the companies target
Segment Now (# SKU)
Optimal (#
SKU)
Delisted (#
SKU)
CURD 56 22 34
DRINK
YOGHURT
35 17 18
KEFIR 12 5 7
LIQUID
FORMULA
14 6 8
MILK 22 7 15
YOGHURT 6 4 2
Segment Space Share Space (SM, 4 Modules) Tyoma Space (SM)
CURD 53% 158 44
DRINK YOGHURT 13% 38 11
KEFIR 15% 45 13
LIQUID FORMULA 4% 13 4
MILK 13% 40 11
YOGHURT 2% 7 2
We recommend the following changes in the assortment for an example retail chain, which lead to size of line optimization and introducing space-to-sell method of layout (see appendix)
2016 2017
Individual planogram
per each shop (ex. 70)
Activity
Physical Layout change
Test market
Other retailers implementation
Conduct resultы and introduce
results to other retailers
Key initiatives
Category Management Strategy
Space-to-sell method
Portfolio optimization (as an example +2 SKUs in Curd, 2 SKUs in Kefir and + 1 reputational
SKU each in Liquid Formula and Yoghurt)
Additional navigation
Fair Category Management – tolerant to all brands on the market
Conduct seasonal supporting sales promo-actions
Time plan
Assortment Analysis
Source: case information, team’s analysis

7. Source: case information, team’s analysis
Market review Segment analysis Category strategy Sales & FinanceBrand&ConsumerExecutive summary
Delisting of the inefficient SKUs and increase in facings of the Tyoma brands will positively affect sales, which will
help to double the Tyoma sales till the end of the 2017
0
500
1000
1500
2000
2500
3000
3500
4000
Seasonality of sales
Summer sales decrease, especially in June and July
Supporting sales promo in May and August
Most Russian women became more attentive to
special offers and discounts on infant foods, which
results in a drop in impulse purchases. In a 2015
focus group, moms admitted that they would opt
for a product that offers some kind of bonus.
Hyper/Supermarkets
Superettes
TT and Specialists
Change product layout
Smart Discount (based on loyalty cards)
Multipacks
Multipacks with a good ratio of value for
money (3+1)
Bonus Packs and merchandise packs
(children's playgame, magnet, sticker,
measuring spoon etc)
Price promotions / discounts (max 10%)
To support sales during the declining phase of the seasonality diversified approach to sales actions should be
used per channel
Distribution and Pricing analysis
100
102
104
106
108
110
112
114
116
118
120
122
124
20172016
Navigation impact
Raise in transaction
Lower Out of stock
Layout changes in terms of new plannogram
Special Offers
Growth contribution impact per factor, %
Financial impact per shop
To all channels

8. Karzanov Artyom
Education
Master 2015-2017
Plekhanov Russian
University of
Economics
Experience
Analyst Business
Development
Oriflame
1 year
Moskalev Viktor
Education
Master 2015-2017
Plekhanov Russian
University of
Economics
Experience
Category management
specialist
CCHBC
1 year
Polyakova Maria
Education
Bachelor 2011-2015
Plekhanov Russian
University of
Economics
Experience
Learning&Development
Manager
Hewlett Packard
Enterprise
1 year
Bespalova Kseniya
Education
Bachelor 2011-2015
Plekhanov Russian
University of
Economics
Experience
Analyst Operations
Oriflame
2 year

9. Row Labels Sum of UNITS/PACKS (1000) Sum of VALUE (1000 RUR) Volume share Value share AVG Share
AGUSHA KLASSICH. 4.5% 6M 100GR V 14025,69 448589,79 21% 21% 21% 21%
TYOMA KLASSICH. 5% 6M 100GR V 8658,9 264128,76 13% 12% 13% 34%
AGUSHA YABLOKO&BANAN 3.9% 6M 100GR V 5149,62 179212,41 8% 8% 8% 42%
AGUSHA GRUSHA 3.9% 6M 100GR V 3608,91 125618,22 5% 6% 6% 47%
TYOMA GRUSHA 4.2% 6M 100GR V 3006 96716,52 5% 5% 5% 52%
TYOMA BANAN 4.2% 6M 100GR G 2806,38 88793,28 4% 4% 4% 56%
AGUSHA MULTIFRUKT 3.9% 6M 100GR V 2688,21 90449,64 4% 4% 4% 60%
AGUSHA CHERNIKA 3.9% 6M 100GR V 2577,96 86748,39 4% 4% 4% 64%
AGUSHA ABRIKOS&MORK. 3.9% 6M 100GR V 2527,47 84528,99 4% 4% 4% 68%
AGUSHA YA SAM KLUB&VAN.3.8% 6M 100GR V 1722,42 68613,03 3% 3% 3% 71%
TYOMA CHERNIKA 4.2% 6M 100GR V 1930,5 61420,86 3% 3% 3% 74%
AGUSHA PERSIK 3.9% 6M 100GR V 1782,81 59668,83 3% 3% 3% 77%
AGUSHA ZLAKI 3.9% 6M 100GR V 1743,39 59215,86 3% 3% 3% 79%
AGUSHA YA SAM VISH&KR-BR.3.8% 6M 100GR V 1510,74 60036,57 2% 3% 3% 82%
TYOMA YABLOKO 4.2% 6M 100GR G 1656,18 53141,4 2% 2% 2% 84%
AGUSHA BIOTVOROG 4.2% 6M 100GR V 1394,55 43597,53 2% 2% 2% 86%
AGUSHA KLASSICH. 4.5% 6M 50GR G 1513,53 27842,04 2% 1% 2% 88%
TYOMA YABL&MORK. 4.2% 6M 100GR V 1167,66 36323,1 2% 2% 2% 90%
AGUSHA YA SAM MAL&BAN.PECH3.8% 6M 100G V 1013,22 39496,05 2% 2% 2% 92%
AGUSHA LESN.YAG. 3.9% 6M 100GR V 993,96 33619,05 1% 2% 2% 93%
TYOMA KLUBNIKA & BANAN 4.2% 6M 100GR G 701,46 21872,88 1% 1% 1% 94%
TYOMA ABRIKOS 4.2% 6M 100GR G 616,68 19440,9 1% 1% 1% 95%
WITHOUT FLAVOUR 574,83 12424,05 1% 1% 1% 96%
KREPYSH KLASSICH. 4.5% 6M 100GR G 435,78 10423,71 1% 0% 1% 96%
APPLE & BANANA 403,47 9279,09 1% 0% 1% 97%
KREPYSH KLASSICH. 10% 6M 100GR G 353,16 8368,02 1% 0% 0% 97%
BILBERRY 333,27 7701,75 1% 0% 0% 98%
PEAR 322,83 7493,13 0% 0% 0% 98%
AGUSHA YA SAM KLUB&ZEML.3.6% 3G 100GR V 184,86 6849,27 0% 0% 0% 99%
FR.-NYAN.GRUSHA 4.2% 6M 100GR G 165,51 5358,69 0% 0% 0% 99%
FR.-NYAN.YABLOKO 4.2% 6M 100GR G 162,36 5249,61 0% 0% 0% 99%
FR.-NYAN.BIOTVOROG 5% 6M 100GR G 165,24 5100,66 0% 0% 0% 99%
AGUSHA YA SAM GRUSH&PERS.3.6% 3G 100GR V 149,04 5533,38 0% 0% 0% 100%
FR.-NYAN.CHERNIKA 4.2% 6M 100GR G 103,68 3312,27 0% 0% 0% 100%
RASPBERRY & WILD STRAWBERRY 46,53 1102,5 0% 0% 0% 100%
AGUSHA CHER.SMORODINA 3.9% 6M 100GR V 43,2 1192,5 0% 0% 0% 100%
AGUSHA YA SAM APEL&CHER.3.8% 6M 100GR V 31,14 1035,99 0% 0% 0% 100%
FR.-NYAN.MALINA 4.2% 6M 100GR G 26,73 756,36 0% 0% 0% 100%
AGUSHA 3.9% 6M 100GR V VAR 19,35 542,88 0% 0% 0% 100%
FR.-NYAN.YABL&BANAN 4.2% 6M 100GR G 12,06 342,27 0% 0% 0% 100%
KREPYSH GRUSHA 4.2% 6M 100GR G 11,79 325,53 0% 0% 0% 100%
KREPYSH BANAN&YABLOKO 4.2% 6M 100GR G 10,08 283,95 0% 0% 0% 100%
AGUSHA CHERNOSLIV 3.9% 6M 100GR V 0,54 16,29 0% 0% 0% 100%
TYOMA 4.2% 6M 100GR G VAR 0,54 10,8 0% 0% 0% 100%
KREPYSH TVOROG DETSKIY 4.5% 6M 50GR G 0,36 6,03 0% 0% 0% 100%
AGUSHA S FRUKTOZOY 4.1% 6M 100GR V 0,09 1,53 0% 0% 0% 100%
UMNITSA PERSIK 4.2% 6M 100GR V 0 0,45 0% 0% 0% 100%
AGUSHA YA SAM KLUB&VAN.3.8% 6M 2X100GR V 0 0,27 0% 0% 0% 100%
AGUSHA KLASSICH. 10% 6M 100GR V 0 0 0% 0% 0% 100%
TYOMA CHERNOS 4.2% 6M 100GR V 0 0 0% 0% 0% 100%
TYOMA CHERNOS&BANAN&ABR. 4.2% 6M100GR G 0 0 0% 0% 0% 100%
TYOMA YABL&MORK/GR/CHERN. 4.2%6M100GR G 0 0 0% 0% 0% 100%
UMNITSA ABRIKOS 4.2% 6M 100GR V 0 0 0% 0% 0% 100%
UMNITSA KLASSICH. 5% 6M 100GR V 0 0 0% 0% 0% 100%
UMNITSA YABLOKO&BANAN 4.2% 6M 100GR V 0 0 0% 0% 0% 100%
UMNITSA YABLOKO&GRUSHA 4.2%6M 100GR V 0 0 0% 0% 0% 100%
CURD Drink Yoghurt
Row Labels Sum of UNITS/PACKS (1000) Sum of VALUE (1000 RUR) Volume share Value share AVG Share
AGUSHA KLUBNIKA&BANAN 2.7% 8M200GR BO 2603,16 107026,02 18% 19% 18% 18%
AGUSHA YABL&GRUSHA 2.7% 8M200GR BO 1890,6 78968,88 13% 14% 13% 32%
AGUSHA YA SAMMALINA 2.7% 8M200GR BO 1439,04 57397,56 10% 10% 10% 42%
TYOMA ZEL.YABLOKO 2.8% 8M210GR A 1132,32 45284,76 8% 8% 8% 49%
AGUSHA PERSIK 2.7% 8M200GR BO 1108,98 45061,32 8% 8% 8% 57%
TYOMA SHIPOVNIK&MALINA 2.8% 8M210GR A 951 37630,2 7% 7% 7% 64%
AGUSHA NATURALNIY 3.1% 8M200GR BO 946,2 37552,56 6% 7% 7% 70%
AGUSHA CHERNOSLIV 2.7% 8M200GR BO 673,62 26559,18 5% 5% 5% 75%
TYOMA BANAN&ZEMLYANIKA 2.8% 8M210GR A 587,16 23694,12 4% 4% 4% 79%
AGUSHA ZLAKI 2.7% 8M200GR BO 513 20603,88 4% 4% 4% 82%
TYOMA CHERNOSLIV 2.8% 8M210GR A 344,04 13054,68 2% 2% 2% 85%
TYOMA LESNYE YAGODY 2.8% 8M210GR A 274,92 10326,84 2% 2% 2% 87%
AGUSHA YA SAMBAN.&PECHEN 2.7% 3G 85GR S 298,2 8599,44 2% 1% 2% 88%
AGUSHA YA SAMVISHNYA 2.7% 8M85GR S 297,06 8402,46 2% 1% 2% 90%
TYOMA GRUSHA&YABLOKO 2.8% 8M210GR A 232,2 9082,32 2% 2% 2% 92%
AGUSHA YA SAMKLUB&ZEML.2.2% 3G 200G BO 216 9474,12 1% 2% 2% 93%
AGUSHA YA SAMYAG.ASSORTI 2.6% 3G 85GR S 256,08 7324,98 2% 1% 2% 95%
AGUSHA YA SAMBAN&PECHEN 2.7% 8M200G BO 215,22 8585,94 1% 1% 1% 96%
AGUSHA YA SAMYAB&GRUSHA 2.7% 3G 85GR S 239,22 6894,6 2% 1% 1% 98%
AGUSHA YA SAMYABL&BANAN 2.2% 3G 200G BO 123,66 5382,42 1% 1% 1% 99%
FR.-NYAN.YABL&BAN.S INUL.2.5% 8M200ML A 42,06 1577,04 0% 0% 0% 99%
FR.-NYAN.KLUB&BAN.S INUL.2.5% 8M200ML A 41,4 1533,18 0% 0% 0% 99%
FR.-NYAN.MALINA S INULIN.2.5% 8M200ML A 33,54 1199,7 0% 0% 0% 99%
FR.-NYAN.GRUSHA S INULIN.2.5% 8M200ML A 33,3 1201,14 0% 0% 0% 100%
AGUSHA YA SAMYABL.&BANAN 2.7% 8M85GR S 30,48 771,06 0% 0% 0% 100%
TYOMA PECHEN`E 2.8% 8M210GR A 23,04 778,68 0% 0% 0% 100%
NEZHNIY VOZRAST DDET.PIT.PER.1.5% 200GA 7,8 229,56 0% 0% 0% 100%
NEZHNIY VOZRAST DDET.PIT.Y&GR.1.5%200GA 7,2 215,28 0% 0% 0% 100%
TYOMA GRANAT 2.8% 8M210GR A 2,52 82,8 0% 0% 0% 100%
AGUSHA ABRIKOS 2.7% 8M200GR BO 0 0,06 0% 0% 0% 100%
AGUSHA ABRIKOS 2.7% 8M100GR BO 0 0 0% 0% 0% 100%
AGUSHA CHERNIKA 2.7% 8M100GR BO 0 0 0% 0% 0% 100%
AGUSHA GRUSHA 2.7% 8M100GR BO 0 0 0% 0% 0% 100%
AGUSHA NATURALNIY 3.1% 8M100GR BO 0 0 0% 0% 0% 100%
AGUSHA YA SAMCHERNIKA 2.7% 8M200GR BO 0 0 0% 0% 0% 100%
Row Labels Sum of UNITS/PACKS (1000)Sum of VALUE (1000 RUR)Volume shareValue shareAVG Share
AGUSHA KEFIR 3.2% 8M 200ML A 7908,32 215747,6 39% 39% 39% 39%
TYOMA BIOLAKT 3.2% 8M 208GR A 5560,64 155320,8 27% 28% 28% 66%
AGUSHA BIOKEFIR 3.2% 8M 200ML A 3914,64 112350,2 19% 20% 20% 86%
TYOMA BIOLAKT KLASSICH.3.4% 8M 206GR A 1033,76 29037,76 5% 5% 5% 91%
AGUSHA YA SAM KISL.IMMUN.3.4% 8M 207ML A 602,96 22444,64 3% 4% 3% 95%
KREPYSH KEFIR 3.2% 8M 200ML A 440,96 7488,48 2% 1% 2% 96%
AGUSHA BIOLAKT 3.2% 8M 200GR BO 290,32 7409,2 1% 1% 1% 98%
KREPYSH BIFIDO KEFIR 3.2% 8M 200ML A 242,72 4188,64 1% 1% 1% 99%
KREPYSH KISLOMOLOCHNIY 3.5% 8M 200ML A 183,2 3999,44 1% 1% 1% 100%
WITHOUT EXTRA FLAVOUR 115,04 1938 1% 0% 0% 100%
TYOMA KEFIR 3.2% 8M 200ML A 5,92 141,76 0% 0% 0% 100%
BIFIDUMBAKTERIN 2.5% 8M 190ML BO-DIAMED 0 0,16 0% 0% 0% 100%
AGUSHA BIO W3 YAB&MOR.KM 1.5%12M100GR BO 0 0 0% 0% 0% 100%
AGUSHA KEFIR 2.5% 205ML A 0 0 0% 0% 0% 100%
VYSOKO VYSOKO KEFIR 3.2% 8M 250ML A 0 0 0% 0% 0% 100%
Kefir
Appendix

10. Row Labels Sum of UNITS/PACKS (1000)Sum of VALUE (1000 RUR)Volume shareValue shareAVG Share
AGUSHA-2 KISLOMOL.SMES` 6M204ML A3666,72 120118,9 67% 70% 69% 69%
AGUSHA-2 MOL.SMES` STERIL. 6ML 200ML A453,09 12444,21 8% 7% 8% 76%
AGUSHA YA SAMMOL.KOK.MALINA 209ML A453,36 11702,43 8% 7% 8% 84%
AGUSHA-1 KISLOMOL.SMES` 0M204ML A 394,5 12675,69 7% 7% 7% 91%
AGUSHA YA SAMMOL.KOK.VANIL 209ML A155,31 4070,4 3% 2% 3% 94%
AGUSHA-1 MOL.SMES` STERIL. 0ML 200ML A94,2 2631,9 2% 2% 2% 96%
AGUSHA YA SAMMOL.KOK.KAKAO 209ML A90,27 2409,93 2% 1% 2% 97%
FR.-NYAN. MOL.KOK.KAKAO 12M200ML A58,59 1535,85 1% 1% 1% 98%
FR.-NYAN. MOL.KOK.VANIL 12M200ML A 53,91 1377,03 1% 1% 1% 99%
FR.-NYAN. MOL.KOK.MALINA 12M200ML A24,42 540,39 0% 0% 0% 99%
FR.-NYAN. MOL.KOK.BANAN 12M200ML A22,74 512,13 0% 0% 0% 100%
NAN-2 MOL.SMES` 6ML 400(2X200)ML A 4,89 525,48 0% 0% 0% 100%
NAN-1 MOL.SMES` 0ML 400(2X200)ML A 3,75 401,55 0% 0% 0% 100%
AGUSHA-1 MOL.SMES` STERIL.0ML 3X200ML A0,03 1,05 0% 0% 0% 100%
Liquid Formula
Row Labels Sum of UNITS/PACKS (1000)Sum of VALUE (1000 RUR)Volume shareValue shareAVG Share
AGUSHA MOL.VITAMIN.3.2% 500ML A4398,75 172226,7 26% 33% 29% 29%
AGUSHA MOL.VITAMIN.2.5% 8M200ML A4908,7 122047,6 29% 23% 26% 55%
TYOMA MOLOKO 3.2% 500ML A 2397 99074,8 14% 19% 16% 71%
AGUSHA MOL.LAKTULOZA 2.5% 12M200ML A1503,05 40132,35 9% 8% 8% 80%
TYOMA MOL.STER. 3.2% 8M200ML A1427,8 33447,2 8% 6% 7% 87%
TYOMA MOL.OBOG. 3.2% 8M200ML A1380,3 32336,3 8% 6% 7% 94%
AGUSHA MOL.ULTRAPAST.3.2% 270ML BO258,4 7360,2 2% 1% 1% 95%
KREPYSH MOL.STERIL. 3.2% 8M200ML A318,65 5417,75 2% 1% 1% 97%
AGUSHA YA SAMIMMUNITI 2.5% 500ML A87,55 4198,1 1% 1% 1% 98%
FR.-NYAN.MOLOKO 2.5% 8M200ML A130,15 2903,8 1% 1% 1% 98%
FR.-NYAN.MOLOKO.2.5% 500ML A 50,1 2054,25 0% 0% 0% 99%
WITHOUT FLAVOUR 120,35 1937,1 1% 0% 1% 99%
FR.-NYAN.MOL.OBOG.2.5% 500ML A40,95 1870,95 0% 0% 0% 99%
NEZHNIY VOZRAST ULTRAPA.3.2% 950ML A11 710,6 0% 0% 0% 99%
NEZHNIY VOZRAST VITAMIN.3.2% 950ML A10,1 621,3 0% 0% 0% 100%
FR.-NYAN.MOL.OBOG.3.2% 8M200ML A27,8 605,6 0% 0% 0% 100%
FR.-NYAN.MOL.OBOG.2.5% 8M200ML A20,65 429,25 0% 0% 0% 100%
NEZHNIY VOZRAST 8M3.2% 200ML A12,8 289,7 0% 0% 0% 100%
NEZHNIY VOZRAST VITAMIN.8M3.2% 200ML A11,4 249,9 0% 0% 0% 100%
AGUSHA MOL.VITAMIN.3.2% 8M200ML A6,25 191,05 0% 0% 0% 100%
FR.-NYAN.MOLOKO 3.2% 8M200ML A5,9 143,05 0% 0% 0% 100%
BELLAKT 3.2% 10M200ML A 0,3 8,85 0% 0% 0% 100%
AGUSHA MOL.LAKTULOZA 3.2% 12M200ML A0 0 0% 0% 0% 100%
AGUSHA SLIVKI STERIL.10% 6M200ML A0 0 0% 0% 0% 100%
NEZHNIY VOZRAST MOL.FTOR.3.2% 1L S0 0 0% 0% 0% 100%
NEZHNIY VOZRAST MOL.PAST.3.2% 800GR S0 0 0% 0% 0% 100%
SAMI S USAMI MOL.STER.3.2% 8M200ML A0 0 0% 0% 0% 100%
SAMI S USAMI MOL.VIT. 3.2% 8M200ML A0 0 0% 0% 0% 100%
UMNITSA DET.MOL. 3.2% 8M200ML A 0 0 0% 0% 0% 100%
UMNITSA MOL.VITAMINIZ.3.2% 8M200ML A0 0 0% 0% 0% 100%
Milk
Row Labels Sum of UNITS/PACKS (1000)Sum of VALUE (1000 RUR)Volume shareValue shareAVG Share
AGUSHA ZEML&MALINA 2.7% 8M90GR G1744,11 51733,71 61% 61% 61% 61%
AGUSHA ZLAKI 2.7% 8M90GR G 484,74 15090,39 17% 18% 17% 78%
AGUSHA BANAN 2.7% 8M90GR G 406,62 11981,97 14% 14% 14% 92%
AGUSHA YA SAMYABL&GRU.2.5% 3G 110GR G190,89 5913 7% 7% 7% 99%
AGUSHA ABRIKOS&LIP.TSVET 2.7%8M90G G24,84 644,67 1% 1% 1% 100%
AGUSHA CHERNOSLIV 2.6% 8M90GR G1,62 46,35 0% 0% 0% 100%
AGUSHA NATURALNIY 2.9% 8M90GR G 0 0 0% 0% 0% 100%
Yoghurt
Appendix