INTRODUCTION TO FISHERMAN’S FRIEND Manchester & Fleetwood 20 th , 21 st , 22 nd March, 2013

Welcome to Manchester & The introduction to Fisherman’s Friend

Apology Ian Church, Ceuta, UK.

Called to an urgent meeting Will join us later

Welcome Hold “introduction” meetings annually. This is not Product Manager “training”.

Introduction to world of Fisherman’s Friend.

Help put in perspective the way we work.

The Rules There are no “rules” - we / you make them.

Questions are welcome - we want them.

Comfort / smoke breaks & coffee at 3.00pm

Telephones on silent.

This is your meeting as much as ours.

AGENDA 20 th - Afternoon:- Meeting in Hotel Evening: Dinner 21 st - Morning: Evening: At LoF, Fleetwood Afternoon:- Visit Jacinta, Meeting in Hotel Dinner in Manchester 22 nd - Morning: Meeting in Hotel

Request from the Hotel Dinner tonight Thursday dinner Friday check out Friday lunch - Chinese, city centre?

(or in hotel?) meet at 7pm - Indian, city centre?

(or in hotel?) meet at 7pm - Coffee time 10.30am

- How many for buffet?

Who are we?

Robert Woodhouse Geraint Jenkins L.O.F.

Impex (30 second summary)

Who are we?

Robert Woodhouse – L.O.F.

(30 second summary)

Who are we?

Geraint Jenkins Impex (30 second summary)

Who are we?

Geraint Jenkins - 18 th year @ Fisherman’s Friend (previously 12 years Wrigley)

Who are we?

Geraint Jenkins - Holland France Italy Belgium (Spain) (Portugal)

Who are we?

Geraint Jenkins - Holland / France Italy / Belgium (Spain / Portugal) Martin – England / Ireland Development Markets Paul – Eastern Europe Middle East Africa (Esp & Por)

Who are we?

Geraint Jenkins - PM introduction meetings Marketing Meetings Int. Account Co-ordination.

Who are we?

Geraint Jenkins - Value Stream Mapping Integrated Business System

Objectives Objectives for the next few days?

Objectives Ours 1. Provide relevant information.

2. Help you in your role.

3. Understand background.

4. Why we operate as we do.

5. Who to contact for key issues.

6. What can we do to help?

7. How to improve what we do?

Objectives Ours 1. Provide relevant information.

2. Help you in your role.

3. Understand background.

4. Why we operate as we do.

5. Who to contact for key issues.

6. What can we do to help?

7. How to improve what we do?

8. Enjoy the 3 days!

Who are you / your objectives?

Brief introduction - You / Company Country Role Competition Your objective(s)?

(for this meeting) GJ make notes

This afternoon’s agenda 1) The story of Fisherman’s Friend (so far) 2) Ingredients 3) Terminology 4) Trademarks 5) Recalls & Traceability 6) Packaging Information 7) Production

The story so far….

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MANCHESTER

FLEETWOOD MANCHESTER

.

.

FLEETWOOD MANCHESTER

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LONDON

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FLEETWOOD MANCHESTER

.

LONDON

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Basildon

FLEETWOOD

.

.

Fleetwood was once famous for it’s fishing fleet

And famous for it’s fishermen, the “strong men” (The three day millionaires)

It was one of the busiest fishing ports in the country

The fishermen would fish the cold North Atlantic waters

THE ORIGINS OF FISHERMAN’S FRIEND First formulated in 1865 by James Lofthouse For the local fishermen working in the North Atlantic fishing grounds Freezing conditions caused severe coughs, sore throats and nasal problems

James Lofthouse’s pharmacy in Fleetwood

Originally Fisherman’s Friend was a liquid

The North Atlantic is well known for rough seas

But glass bottles would often break during storms & rough seas

An alternative to the liquid in glass bottles was developed

A new formula with new ingredients

Lozenges in a paper package

ORIGINS OF FISHERMAN’S FRIEND FISHERMEN CAME TO THE PHARMACY FOR THESE, ASKING FOR PACKETS OF THEIR LITTLE “FRIENDS”, SOON THE LOZENGE BECAME KNOWN AS THE “FISHERMAN’S FRIEND”

Delivered by van to the trawlers in the dock

The business grew and new premises were needed.

New flavours were added

Again new premised were required as the business grew

This is the current site - but it looks different now.

Inside - but now looks very very different.

Doreen and Tony Lofthouse At one of the early meetings with our partners

Duncan Lofthouse

The directors – Doreen, Tony & Duncan Lofthouse

From this to ......

...... to this.

PRODUCTION PLANT Factory size - 1980 34,700 Sq. feet 1998 408,700 Sq. feet 2000 600,000 Sq. feet

PRODUCTION PLANT Factory size 1980 34,700 Sq. feet 1998 408,700 Sq. feet 2000 600,000 Sq. feet 2010 A 10 year plan agreed.

(multi million £ investment)

Flavour Range Quiz

Flavour Range Quiz Q) How many flavours in the range?

Dates of Introduction Original Extra Strong (Red) Aniseed (Gold) Sugar Free Original (Blue Stripe) Super Strong Mint (Green) Sugar Free Mint (Green Stripe) Sugar Free Lemon (Lemon Stripe) Sugar Free Apple Cinnamon (Apple Stripe)

Zinc (North America)

Sugar Free Salmiak (Black Stripe) Sugar Free Cherry (Cherry Stripe) Sugar Free Mandarin (Mandarin Stripe) 1865 1975 1980 1984 1991 1997 1999 1999 – 2001 2000 2003 2004

Dates of Introduction (cont.) Sugar Free Citrus (Citrus Stripe)

Minis

– Mint & Citrus

Gum

– Mint & Euca

Minis

– Menthol /Euca

Gum

– Mandarin

2004

2004 2005 2006

Sugar Free Blackcurrant (Purple Stripe) Sugar Free Sweet Liquorice (Brown Stripe) Non Aspartame S/F in Asia Midis / PROfresh

2007

2007 2008 2008 2009 (Peppermint / Sweet Mint / Lemon Lime / Blueberry) Sugar Free Spearmint (Spearmint Stripe) Sugar Free Tropical (Tropical Stripe) 2012 2013

Lozenges Chewing gum Minis Regional flavours Tablets Midis

PRODUCTION PLANT Factory size - 1980 34,700 Sq. feet 1998 408,700 Sq. feet 2000 600,000 Sq. feet 2008 Malaysia (Contract manufacturing)

Where is the contract production facility?

Shah Alam, Selangor, Malaysia

Kuala Lumpur, Malaysia

To make sugar Free products without Aspartame

In a new zip lock pack (Also now made in Fleetwood for Pharma markets)

... and a new breath freshener

(We now also make PROfresh in Fleetwood.)

Any Questions?

95%+

SALES ARE OUTSIDE OF UK.

AN INTERNATIONAL SUCCESS Over 80+ COUNTRIES

$300 million World Brand

*

3,000+ salespeople

* At retail prices

CONSUMPTION COMPARISON PACKETS PER PERSON PER YEAR

NORWAY NETHERLANDS SWEDEN SWITZERLAND GERMANY SINGAPORE FINLAND HONG KONG DENMARK CANADA AUSTRALIA MALAYSIA THAILAND BELGIUM/LUX FRANCE U.K

ITALY SPAIN CHINA 25g e 25g e e 25g e 25g e 25g e 25g e 25g e 25g e 25g e 25g e 25g e 25g e 25g e e e 25g e e e

Any Questions?

WHY PEOPLE BUY FISHERMAN’S FRIEND 1. Functional reasons 2. Emotional reasons

FUNCTIONAL CONSUMPTION EASE SORE THROATS SUPPRESS COUGHS UNBLOCK NASAL PASSAGES HAY FEVER RELIEF BREATH FRESHNER POLLUTION CAUSED SYMPTONS

FUNCTIONAL -COUGH -THROAT -NOSE -BREATH PHYSICAL FISHERMAN

´

S FRIEND Consumption reasons EMOTIONAL STRONG CANDY FOR ADULTS

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THE ORIGINAL

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CONFIDENCE

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LIFESTYLE

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CULT PSYCHOLOGICAL

Emotional reasons STRONG ADULT CONFECTIONERY WITH ADDED BENEFITS

A STONG ADULT BRAND “The strongest there is”

Any Questions?

IMPEX MANAGEMENT COMPANY

IMPEX MANAGEMENT SALES & MARKETING MANAGERS FOR FISHERMAN’S FRIEND

OBJECTIVE: IMPEX MANAGEMENT PROVIDE THE BEST SERVICE TO: 1) LOFTHOUSE OF FLEETWOOD & 2) OUR DISTRIBUTORS

OUR ROLE: IMPEX MANAGEMENT 1. IDENTIFY THE BEST DISTRIBUTORS 2. WORK WITH OUR PARTNERS TO DEVELOP FISHERMAN’S FRIEND 3. ACT AS A LINK BETWEEN LOF AND THE MARKETS 4. VISIT THE COUNTRIES REGULARLY

IMPEX MANAGEMENT (continued)

OUR ROLE: 5. AGREE A ROBUST BUSINESS PLAN (Product / Price / Promotion / Place) (Brand Positioning & Forecast volume) 6. ENSURE GUIDELINES FOLLOWED (Advertising - Brand & On-Line Manuals) (Artwork / Promotion Activities) (Product Tracking / Complaints)

Basildon, UK IMPEX OFFICES Germany Hong Kong U.S.A

IMPEX = A TEAM OF 15 PEOPLE TOTAL FOCUS ON FISHERMAN’S FRIEND

Ivan G Gibson Chairman Anna L Gibson Director Karen L Mitchell Financial Director/ Co. Secretary Chris M H Gibson Executive Director Kieran M Ryan Managing Director Sweden Norway Marketing Coordination - Creative - Advertising Development - Portfolio mix - Agency relations - Media Germany N P D – marketing Qual/QuanMarket Research Michael F Geiseler Regional Bus Mgr Germany Austria Switzerland Netherlands France Italy Belgium Geraint Jenkins Regional Bus Mgr Jon White Regional Bus Mgr Canada U.S.A

Caribbean Trade Marketing coordination International account coordination Training Martin Stimson UK Sales Cont/ Area Business Mgr UK Ireland Lithuania Ghana Poland Faroes Iceland Costa Rica Morocco Malta Gibraltar Newsletter Paul Barrett Area Business Mgr Denmark Travel Retail Finland Czech Repub/Slovakia Hungary Serbia Slovenia/Croatia/Mac/Bos Cyprus Turkey Israel Lebanon & Middle East South Africa / – Other Africa Greece Romania Spain / Portugal

REGIONAL BUSINESS TEAM

ISSUE NO 31 DECEMBER 2012 Gill Bird Office Manager/ ISO Mgt Rep (RBA to MFG/GAJ/PH Jan Guiver Reg Bus Admin (P/T) (RBA to CMG/JRW/ MJRS/PB) Regional Bus Director P.R. China Hong Kong Indonesia Malaysia Singapore Thailand Australia India Phil Hopkins Philippines Taiwan Vietnam Japan South Korea New Zealand China Kerry Harding Office Administrator Gary Keung Area Business Mgr Hong Kong Taiwan Vietnam Philippines ADM001

Any Questions?

This afternoon’s agenda 1) The story of Fisherman’s Friend

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2) Ingredients 3) Terminology 4) Trademarks 5) Recalls & Traceability 6) Packaging Information 7) Production (Lozenges, Zip Lock, NPD)