Argentina Team Coaching Practice Period 02

Key Performance Indicators
Share Price Index

Market share - Total
Market share - Clinites
Market share - Nutrites
Revenues
Net contribution
Benchmarking
Revenues
COGS
Contribution before marketing
Advertising expenditures
Commercial team costs
Merchandising expenditures
Contribution after marketing
Market research studies
R&D
Net contribution
Next period budget
Number of brands
Total
Clinites
Nutrites
Course
A32862
Industry
Argentina
Period P
2
1000 in P0
%U
%$
%$
%$
K$
K$
1,076
15.6%
15.6%
18.2%
0.0%
45,164
16,900
1,093
16.8%
19.7%
15.6%
45.0%
56,763
-8,086
568
6.3%
7.4%
8.6%
0.0%
21,112
2,022
1,710
20.6%
26.6%
21.9%
55.0%
77,073
17,822
1,501
28.4%
23.5%
27.3%
0.0%
69,069
16,076
% Rev
% Rev
% Rev
% Rev
% Rev
% Rev
% Rev
% Rev
% Rev
% Rev
K$
100.0%
-50.2%
49.3%
-7.2%
-4.8%
0.0%
37.4%
0.0%
0.0%
37.4%
7,400
100.0%
-59.5%
37.0%
-20.4%
-11.0%
-2.0%
5.6%
-1.5%
-0.6%
-14.2%
7,400
100.0%
-48.7%
47.3%
-31.7%
-33.5%
0.0%
-17.9%
-4.1%
-41.4%
9.6%
7,400
100.0%
-51.4%
46.8%
-16.5%
-3.9%
-0.3%
26.4%
-1.1%
0.0%
23.1%
7,400
100.0%
-48.9%
47.0%
-6.6%
-2.7%
0.0%
37.6%
-1.2%
0.0%
23.3%
7,400
3
3
0
4
3
1
2
2
0
4
3
1
2
2
0
TIME (Af), TUK TUK (He),

TUK TUK (El)
TIME (Hi), TINY (Si), TUK
TUK (Fa)
LIME (Hi), LIKE (Lo), LIKE

(Si)
Leading in a segment
#2 in a segment
R&D Projects
Completed this period
Partially completed this period
RICH (Me), RUTE (Fa)

MINT (Me)
RISE (Af), RUTE (He), RUTE

(El)
PIasad00 (C)
PU2 (N)
Course
A32862
MAXIMUM
Share Price Index
Market Share - Total
%U
%$
%$
%$
K$
K$
K$
Market Share - Clinites

Market Share - Nutrites
Revenues
Contribution
Next period budget
Number of brands
Total
Clinites
Nutrites
#2 in a segment
Brand
Market
Contribution
1,710
28.4%
26.6%
27.3%
55.0%
77,073
17,822
7,400
4
3
1
Industry
Argentina
M
1,076
15.6%
15.6%
18.2%
0.0%
45,164
16,900
7,400
3
3
0
Period P
2
MINIMUM
0
0.0%
0.0%
0.0%
0.0%
0
-8,086
0
0
0
0
MINT (Me)
K$
% Revenues
% Firm
Primary consumer segment

Ranking (based on unit shares)
Segment share
Suggested actions
Need for an R&D product upgrade
Characteristic 1
Characteristic 2
Characteristic 3
Need to raise awareness
Adjust price
Adjust production
Stock out
Inventory
Need to increase commercial team
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Need to increase merchandising
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
%U
MINT
MISS
Clinites
Clinites
6,760
8,212
45%
42%
40%
49%
SinglesAffluent Fam.
4
3
6.7%
15.8%
MILO
Clinites
1,928
18%
11%
Singles
3
8.9%
Possibly
Usability
Efficacy
Safety
No
14 -> 10
Possibly
Efficacy
Packaging
Usability
No
23 -> 20
Possibly
Usability
Efficacy
Safety
Critical
10 -> 10
Unit
Unit
0
687,797
0
11,259
310,460
0
Critical
Critical
Critical
Critical
Critical
Critical
Critical
No
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Firm
M
PAST VALUE
1,131
17.8%
19.6%
19.6%
0.0%
41,438
13,653
7,300
Course
A32862
Industry
Argentina
MAXIMUM
Share Price Index
%U
%$
%$
%$
K$
K$
K$

Revenues
Contribution
Next period budget
Number of brands
Total
Clinites
Nutrites
#2 in a segment
Brand
Market
Contribution
1,710
28.4%
26.6%
27.3%
55.0%
77,073
17,822
7,400
1,093
16.8%
19.7%
15.6%
45.0%
56,763
-8,086
7,400
4
3
1
4
3
1
Period P
2
MINIMUM
0
0.0%
0.0%
0.0%
0.0%
0
-8,086
0
Firm
R
PAST VALUE
1,317
12.7%
16.2%
16.2%
0.0%
34,122
8,549
7,300
0
0
0
RICH (Me), RUTE (Fa)

RISE (Af), RUTE (He), RUTE (El)
K$
% Revenues
% Firm

Segment share
Suggested actions
Characteristic 1
Characteristic 2
Characteristic 3
Adjust price
Adjust production
Stock out
Inventory
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
%U
RICH
RISE
Ripe
RUTE
Clinites
Clinites
Clinites
Nutrites
3,773
5,494
-2,392
-3,690
27%
27%
-54%
-20%
118%
173%
-75%
-116%
SinglesAffluent Fam. Low Income
Health Conscious
5
2
5
2
5.8%
18.2%
7.9%
49.7%
Possibly
Usability
Efficacy
Safety
No
13 -> 10
Possibly
Packaging
Usability
Efficacy
No
22 -> 20
No
Critical
8 -> 9
Possibly
Nutrition
Variety
Packaging
Critical
25 -> 38
Unit
Unit
0
3,001,851
0
1,669,479
0
1,511,220
1,119,278
0
Yes
Critical
Critical
Critical
Critical
Critical
No
Yes
No
Yes
Critical
Yes
Yes
No
No
No
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
No
Critical
Critical
Critical
Critical
No
No
Critical
Course
A32862
MAXIMUM
Share Price Index
%U
%$
%$
%$
K$
K$
K$

Revenues
Contribution
Next period budget
Number of brands
Total
Clinites
Nutrites
#2 in a segment
Brand
Market
Contribution
1,710
28.4%
26.6%
27.3%
55.0%
77,073
17,822
7,400
4
3
1
K$
% Revenues
% Firm

Segment share
Suggested actions
Characteristic 1
Characteristic 2
Characteristic 3
Adjust price
Adjust production
Stock out
Inventory
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
%U
Industry
Argentina
S
568
6.3%
7.4%
8.6%
0.0%
21,112
2,022
7,400
2
2
0
SILK
SING
Clinites
Clinites
-708
-3,069
-9%
-23%
19%
81%
6
5
4.3%
6.5%
Possibly
Usability
Efficacy
Safety
Yes
10 -> 10
Possibly
Efficacy
Usability
Packaging
No
30 -> 20
Unit
Unit
0
1,126,632
0
869,260
Critical
Critical
Critical
Critical
Critical
No
No
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Period P
2
MINIMUM
0
0.0%
0.0%
0.0%
0.0%
0
-8,086
0
0
0
0
Firm
S
PAST VALUE
526
5.9%
7.3%
7.3%
0.0%
15,480
6,129
7,300
Course
A32862
MAXIMUM
Share Price Index
%U
%$
%$
%$
K$
K$
K$

Revenues
Contribution
Next period budget
Number of brands
Total
Clinites
Nutrites
#2 in a segment
Brand
Market
Contribution
1,710
28.4%
26.6%
27.3%
55.0%
77,073
17,822
7,400
4
3
1
Industry
Argentina
T
1,710
20.6%
26.6%
21.9%
55.0%
77,073
17,822
7,400
4
3
1
Period P
2
MINIMUM
0
0.0%
0.0%
0.0%
0.0%
0
-8,086
0
Firm
T
PAST VALUE
1,522
21.1%
23.1%
23.1%
0.0%
49,168
15,924
7,300
0
0
0
TIME (Af), TUK TUK (He), TUK TUK (El)

TIME (Hi), TINY (Si), TUK TUK (Fa)
K$
% Revenues
% Firm

Segment share
Suggested actions
Characteristic 1
Characteristic 2
Characteristic 3
Adjust price
Adjust production
Stock out
Inventory
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
%U
TINY
TIME
TINKA
Clinites
Clinites
Clinites
10,298
9,420
-5,161
42%
36%
-146%
51%
46%
-25%
SinglesAffluent Fam. Low Income
2
1
7
14.7%
33.4%
4.8%
TUK TUK
Nutrites
5,770
26%
28%
Elderly
1
69.5%
Possibly
Efficacy
Usability
Safety
No
15 -> 10
Possibly
Efficacy
Packaging
Usability
No
20 -> 20
Yes
Possibly
Pleasure
Clinical Benefits
Packaging
Nutrition
Usability
Flavor
Critical
Critical
10 -> 9
32 -> 28
Unit
Unit
0
843,371
0
10,069
0
3,435,949
0
162
Critical
Yes
Critical
Critical
Critical
Critical
Critical
No
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Yes
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Course
A32862
MAXIMUM
Share Price Index
%U
%$
%$
%$
K$
K$
K$

Revenues
Contribution
Next period budget
Number of brands
Total
Clinites
Nutrites
#2 in a segment
Brand
Market
Contribution
1,710
28.4%
26.6%
27.3%
55.0%
77,073
17,822
7,400
4
3
1
Industry
Argentina
L
1,501
28.4%
23.5%
27.3%
0.0%
69,069
16,076
7,400
2
2
0
LIME (Hi), LIKE (Lo), LIKE (Si)
K$
% Revenues
% Firm

Segment share
Suggested actions
Characteristic 1
Characteristic 2
Characteristic 3
Adjust price
Adjust production
Stock out
Inventory
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
%U
LIKE
LIME
Clinites
Clinites
19,228
6,755
40%
32%
74%
26%
1
4
54.2%
11.0%
No
No
10 -> 10
No
No
27 -> 20
Unit
Unit
0
14,349
0
1,097,194
Yes
Critical
Critical
Critical
Critical
Critical
Yes
Critical
Yes
Critical
Critical
Critical
Critical
Critical
Critical
Critical
Period P
2
MINIMUM
0
0.0%
0.0%
0.0%
0.0%
0
-8,086
0
0
0
0
Firm
L
PAST VALUE
1,389
24.2%
21.7%
21.7%
0.0%
46,494
12,104
7,300
Course
A32862
Industry
Argentina
Period P
2
LIME
TIME
RISE
Period 0
Period 0
Period 0
PI-LI001
PI-TIME
PI-RISE
%U
4.4%
7.4%
5.2%
%$
8.8%
10.9%
8.4%
Segment Share
%U
20.1%
18.8%
17.6%
%$
24.7%
17.1%
17.7%
Contribution
M$
6.8
9.4
5.5
%Revenues
31.8%
35.6%
27.2%
Product Design - Distance from Ideal Point - Semantic Scales
Efficacy 22%
0.5
0.1
0.3
Safety 15%
0.1
0.3
0.3
Packaging 4%
1.3
3.0
3.0
Pleasure 7%
2.0
3.1
3.3
Usability 3%
1.3
2.7
2.7
Product Design - Distance from Ideal Point - Multidimensional Scaling
Performance 37%
1.9
1.2
0.4
Convenience 14%
10.8
20.0
20.7
Pricing - Retail Price in $ and Distance from Ideal Point
Retail Price $
27
20
22
Distance - Price 49%
0.8
0.2
0.4
Distance - Economy 49%
8.5
1.3
2.6
Advertising budget
Current period
K$
830
650
780
Cumulative past 3 years
K$
2,010
1,610
1,920
Ladder of Adoption
Awareness
%
76.7%
72.3%
78.1%
Purchase Intentions
%
20.3%
19.0%
17.8%
Preference (Awa / PI)
1.0
1.0
0.9
Size of commercial team
Mass Merchandisers 5%
3
8
3
Specialized Mass 25%
15
12
12
Dept. Stores 59%
20
15
35
Beauty Portals 11%
3
7
6
Distribution Coverage
6%
18%
9%
27%
27%
29%
Dept. Stores 59%
36%
36%
50%
Beauty Portals 11%
30%
50%
40%
Merchandising budget (K$)
Launched in
Base R&D Project
Market Share
Market
Segment
Clinites High Earners
Size P (M$)
82.1
Size P (KU)
3,829
Growth P+1
18.5%
Growth P+5
53.2%
MISS
Period 0
PI-MISS
4.7%
8.0%
17.3%
18.1%
8.2
42.5%
SING
Period 0
PI-SING
2.5%
5.5%
9.7%
13.3%
-3.1
-23.1%
RICH
Period 0
PI-RICH
5.8%
5.4%
3.4%
2.0%
3.8
27.4%
MINT
Period 0
PI-MINT
5.9%
5.9%
3.2%
2.1%
6.8
44.9%
TINY
Period 0
PI-TINY
9.0%
9.6%
3.0%
2.1%
10.3
42.0%
Ripe
Period 2
Pidfdppp
3.0%
1.7%
0.2%
0.1%
-2.4
-53.9%
0.1
0.3
2.9
3.1
2.7
0.3
0.3
2.5
3.1
2.7
2.2
3.5
2.4
2.2
1.0
2.2
3.5
2.3
2.2
1.0
2.5
3.5
2.4
2.3
1.0
2.9
3.7
4.1
4.7
4.1
1.2
19.7
1.9
19.0
18.0
13.4
17.9
13.2
19.2
13.6
21.3
29.4
23
0.5
3.1
30
0.8
8.5
13
1.8
11.8
14
1.9
12.6
15
2.3
15.4
8
3.3
22.3
260
1,140
1,350
1,710
160
430
100
420
360
780
300
300
71.1%
17.5%
0.9
67.1%
9.9%
0.6
48.2%
3.4%
0.3
48.3%
3.2%
0.3
55.5%
3.0%
0.2
9.4%
0.2%
0.1
0
15
15
8
45
95
80
5
25
13
11
3
12
12
10
2
20
20
10
2
50
25
4
4
0%
18%
33%
50%
37%
46%
50%
30%
41%
29%
25%
30%
26%
25%
21%
20%
39%
39%
22%
20%
57%
39%
9%
40%
CAGR + 5
8.9%
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Share of Shelf-Space
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Gained (+) / Lost (-) sales
5%
25%
59%
11%
50
200
180
45
120
180
220
100
50
220
220
75
30
45
200
100
120
180
180
45
250
180
150
50
200
150
100
30
300
250
90
45
500
150
50
75
5%
25%
59%
11%
Unit
2%
4%
12%
6%
-8,414
5%
9%
16%
11%
-8,369
3%
6%
14%
8%
-5,581
0%
5%
12%
7%
-5,625
2%
3%
7%
4%
-5,517
7%
7%
7%
6%
449
8%
7%
6%
7%
453
10%
10%
7%
9%
611
7%
4%
2%
4%
72
Course
A32862
Industry
Argentina
Period P
2
TIME
RISE
MISS
Period 0
Period 0
Period 0
PI-TIME
PI-RISE
PI-MISS
%U
7.4%
5.2%
4.7%
%$
10.9%
8.4%
8.0%
Segment Share
%U
33.4%
18.2%
15.8%
%$
31.7%
19.0%
17.3%
Contribution
M$
9.4
5.5
8.2
%Revenues
35.6%
27.2%
42.5%
Efficacy 22%
1.1
0.7
1.1
Safety 15%
0.0
0.0
0.0
Packaging 4%
1.5
1.5
1.4
Pleasure 7%
0.4
0.6
0.4
Usability 3%
1.5
1.5
1.5
Performance 37%
4.2
2.6
4.2
Convenience 14%
6.4
7.1
6.2
Retail Price $
20
22
23
0.5
1.1
1.2
3.6
7.5
8.0
Advertising budget
Current period
K$
750
630
260
K$
1,890
1,730
1,100
Ladder of Adoption
Awareness
%
75.4%
78.1%
71.8%
Purchase Intentions
%
33.6%
18.3%
15.9%
1.0
0.5
0.5
8
3
0
12
12
15
Dept. Stores 45%
15
35
15
Beauty Portals 8%
7
6
8
18%
9%
0%
27%
29%
18%
Dept. Stores 45%
36%
50%
33%
Beauty Portals 8%
50%
40%
50%
Launched in
Base R&D Project
Market Share
Market
Segment
Clinites Affluent Fam.
Size P (M$)
63.6
Size P (KU)
3,093
Growth P+1
9.2%
Growth P+5
67.1%
LIME
Period 0
PI-LI001
4.4%
8.8%
11.0%
14.1%
6.8
31.8%
SING
Period 0
PI-SING
2.5%
5.5%
6.5%
9.2%
-3.1
-23.1%
RICH
Period 0
PI-RICH
5.8%
5.4%
3.1%
1.9%
3.8
27.4%
TINY
Period 0
PI-TINY
9.0%
9.6%
3.0%
2.2%
10.3
42.0%
MINT
Period 0
PI-MINT
5.9%
5.9%
3.0%
2.0%
6.8
44.9%
Ripe
Period 2
Pidfdppp
3.0%
1.7%
0.2%
0.1%
-2.4
-53.9%
0.4
0.2
0.2
0.7
0.0
1.2
0.0
1.0
0.4
1.5
3.1
3.2
0.9
0.5
0.3
3.4
3.2
0.9
0.4
0.3
3.1
3.2
0.8
0.5
0.3
3.8
3.4
2.6
2.0
2.9
1.1
2.8
4.9
5.4
21.0
0.2
22.2
0.0
20.9
0.4
24.3
15.8
27
1.5
13.3
30
1.5
13.3
13
1.0
7.0
15
1.6
10.6
14
1.2
7.8
8
2.6
17.5
830
2,070
1,500
1,920
160
590
520
1,150
160
680
300
300
78.5%
11.0%
0.3
70.6%
6.5%
0.2
57.1%
3.1%
0.1
66.6%
3.0%
0.1
58.5%
3.0%
0.1
11.1%
0.2%
0.0
3
15
20
3
45
95
80
5
25
13
11
3
20
20
10
2
12
12
10
2
50
25
4
4
6%
27%
36%
30%
37%
46%
50%
30%
41%
29%
25%
30%
39%
39%
22%
20%
26%
25%
21%
20%
57%
39%
9%
40%
CAGR + 5
10.8%
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
12%
35%
45%
8%
120
180
220
100
50
220
220
75
30
45
200
100
50
200
180
45
120
180
180
45
250
180
150
50
300
250
90
45
200
150
100
30
500
150
50
75
12%
35%
45%
8%
Unit
5%
9%
16%
11%
-5,381
3%
6%
14%
8%
-3,521
0%
5%
12%
7%
-3,536
2%
4%
12%
6%
-123
2%
3%
7%
4%
-1,724
7%
7%
7%
6%
315
10%
10%
7%
9%
482
8%
7%
6%
7%
324
7%
4%
2%
4%
43
Course
A32862
Industry
Argentina
Period P
2
RICH
MINT
TINY
Period 0
Period 0
Period 0
PI-RICH
PI-MINT
PI-TINY
%U
5.8%
5.9%
9.0%
%$
5.4%
5.9%
9.6%
Segment Share
%U
16.3%
15.6%
14.9%
%$
14.3%
14.8%
15.1%
Contribution
M$
3.8
6.8
10.3
%Revenues
27.4%
44.9%
42.0%
Efficacy 22%
1.6
1.6
1.9
Safety 15%
2.1
2.1
2.1
Packaging 4%
1.7
1.6
1.7
Pleasure 7%
0.5
0.5
0.5
Usability 3%
0.0
0.0
0.0
Performance 37%
11.9
11.8
13.1
Convenience 14%
5.0
4.8
5.2
Retail Price $
13
14
15
0.1
0.0
0.4
0.7
0.1
2.9
Advertising budget
Current period
K$
470
370
670
K$
1,170
1,250
1,400
Ladder of Adoption
Awareness
%
62.5%
62.4%
63.7%
Purchase Intentions
%
16.5%
15.9%
15.1%
1.0
1.0
0.9
25
12
20
13
12
20
Dept. Stores 23%
11
10
10
Beauty Portals 5%
3
2
2
41%
26%
39%
29%
25%
39%
Dept. Stores 23%
25%
21%
22%
Beauty Portals 5%
30%
20%
20%
Launched in
Base R&D Project
Market Share
Market
Segment
Clinites
Medium Income
Size P (M$)
68.0
Size P (KU)
4,833
Growth P+1
13.3%
Growth P+5
32.5%
CAGR + 5
5.8%
SILK
Period 0
PI-SILK
4.3%
3.1%
12.0%
8.1%
-0.7
-9.0%
LIKE
Period 0
PI-LIKE
26.2%
18.5%
10.9%
7.4%
19.2
40.2%
TIME
Period 0
PI-TIME
7.4%
10.9%
7.8%
10.5%
9.4
35.6%
RISE
Period 0
PI-RISE
5.2%
8.4%
4.8%
7.2%
5.5
27.2%
MISS
Period 0
PI-MISS
4.7%
8.0%
4.3%
6.6%
8.2
42.5%
LIME
Period 0
PI-LI001
4.4%
8.8%
3.3%
6.0%
6.8
31.8%
SING
Period 0
PI-SING
2.5%
5.5%
2.7%
5.4%
-3.1
-23.1%
1.6
2.1
1.7
0.5
0.1
1.4
2.1
1.7
0.5
0.2
0.5
1.1
2.3
1.4
1.8
0.9
1.1
2.3
1.6
1.8
0.5
1.1
2.2
1.4
1.8
1.1
1.3
0.6
0.2
0.3
0.3
1.1
1.8
1.4
1.8
11.8
5.0
11.0
5.2
4.9
11.6
6.5
12.3
4.9
11.3
8.0
2.4
4.2
10.6
10
0.2
1.3
10
1.4
9.3
20
1.7
11.2
22
2.3
15.1
23
2.3
15.6
27
2.7
21.0
30
2.7
21.0
400
710
310
880
500
1,290
420
1,200
110
630
360
1,030
900
1,210
51.2%
12.2%
0.9
57.6%
11.1%
0.7
60.1%
7.9%
0.5
62.1%
5.0%
0.3
53.3%
4.3%
0.3
57.9%
3.4%
0.2
56.5%
2.7%
0.2
30
10
25
5
25
12
4
1
8
12
15
7
3
12
35
6
0
15
15
8
3
15
20
3
45
95
80
5
37%
21%
30%
30%
41%
28%
11%
20%
18%
27%
36%
50%
9%
29%
50%
40%
0%
18%
33%
50%
6%
27%
36%
30%
37%
46%
50%
30%
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
44%
27%
23%
5%
250
180
150
50
200
150
100
30
300
250
90
45
210
180
90
45
300
180
90
45
120
180
220
100
50
220
220
75
30
45
200
100
50
200
180
45
120
180
180
45
44%
27%
23%
5%
Unit
7%
7%
7%
6%
-10,577
8%
7%
6%
7%
-13,347
10%
10%
7%
9%
-9,299
6%
6%
6%
5%
-7,936
29%
26%
8%
33%
-5,853
5%
9%
16%
11%
-6,660
3%
6%
14%
8%
-6,336
0%
5%
12%
7%
-3,375
2%
4%
12%
6%
-3,273
2%
3%
7%
4%
-3,185
Ripe
TINKA
Period 2
Period 2
Pidfdppp
Pinky
0.030175826 0.019150639
0.016893839 0.013410867
0.006074811 0.004859104
0.003282353
0.00328185
-2.39195167 -5.160882393
-0.538606792 -1.45939746
2.256
2.31
3.435
2.961
3.159
2.031
1.947
0.093
0.876
0.69
15.18
20.96
13.32
4.02
8
1.47
9.8
10
1.986
13.24
500
500
1000
1000
0.138
0.006034689
0.165883391
0.088
0.004827751
0.208108255
50
25
4
4
10
5
0
0
0.573369863
0.390326087
0.094572973
0.4
0.214273973
0.115434783
0
0
500
150
50
75
100
50
0
0
0.073384389
0.044802846
0.015955563
0.039639924
193.9295548
0.045631941
0.02868308
0
0
151.5436438
Course
A32862
Period P
2
Market
Clinites
Segment
Low Income
Size P (M$)
94.2
Size P (KU)
10,143
Growth P+1
18.5%
Growth P+5
123.0%
CAGR + 5
17.4%
LIKE
XIBU
XILO
Period 0
Period 0
Period 0
PI-LIKE
PI-XIBU
PI-XILO
%U
26.2%
8.0%
5.3%
%$
18.5%
5.2%
3.5%
Segment Share
%U
29.0%
20.7%
13.1%
%$
28.7%
18.8%
12.1%
Contribution
M$
19.2
8.3
5.8
%Revenues
40.2%
60.9%
62.0%
Efficacy 22%
1.0
0.4
0.0
Safety 15%
0.5
1.1
1.3
Packaging 4%
1.6
0.2
0.5
Pleasure 7%
2.6
0.0
0.0
Usability 3%
2.8
0.3
0.6
Performance 37%
2.6
4.3
3.7
Convenience 14%
15.4
0.8
1.8
Retail Price $
10
9
9
0.2
0.4
0.5
1.5
2.6
3.5
Advertising budget
Current period
K$
730
100
160
K$
1,780
310
430
Ladder of Adoption
Awareness
%
62.9%
53.1%
44.3%
Purchase Intentions
%
31.1%
16.9%
10.3%
0.7
0.4
0.3
25
0
0
12
0
0
Dept. Stores 5%
4
0
0
Beauty Portals 6%
1
0
0
41%
25%
45%
28%
0%
0%
Dept. Stores 5%
11%
0%
0%
Beauty Portals 6%
20%
0%
0%
MILO
Period 1
PI-MINT
6.2%
4.1%
10.4%
9.8%
1.9
17.9%
Ripe
Period 2
Pidfdppp
3.0%
1.7%
7.9%
6.3%
-2.4
-53.9%
TINY
Period 0
PI-TINY
9.0%
9.6%
6.0%
8.9%
10.3
42.0%
TINKA
Period 2
Pinky
1.9%
1.3%
4.8%
4.8%
-5.2
-145.9%
MINT
Period 0
PI-MINT
5.9%
5.9%
2.6%
3.6%
6.8
44.9%
RICH
Period 0
PI-RICH
5.8%
5.4%
2.6%
3.4%
3.8
27.4%
SILK
Period 0
PI-SILK
4.3%
3.1%
2.0%
2.0%
-0.7
-9.0%
0.8
0.5
1.6
2.6
2.9
0.1
0.7
0.2
0.1
0.2
0.5
0.5
1.6
2.5
2.9
0.3
0.4
3.4
3.9
3.6
0.8
0.5
1.7
2.6
2.9
0.8
0.5
1.6
2.6
2.9
0.8
0.5
1.6
2.6
2.9
1.8
15.6
1.5
0.4
0.6
15.4
0.3
24.6
1.8
15.8
1.8
15.6
1.8
15.5
10
0.2
1.2
8
0.1
1.0
15
1.2
7.8
10
0.4
2.5
14
1.6
10.7
13
1.7
11.5
10
1.8
12.0
570
750
1,100
1,100
780
1,780
2,350
2,350
110
790
210
1,180
400
820
17.5%
13.1%
1.0
16.5%
8.6%
0.7
63.7%
6.3%
0.1
10.6%
5.3%
0.7
57.2%
2.7%
0.1
62.6%
2.7%
0.1
54.7%
2.1%
0.1
10
10
2
0
50
25
4
4
20
20
10
2
10
5
0
0
12
12
10
2
25
13
11
3
30
10
25
5
23%
24%
0%
0%
57%
39%
9%
40%
39%
39%
22%
20%
21%
12%
0%
0%
26%
25%
21%
20%
41%
29%
25%
30%
37%
21%
30%
30%
Launched in
Base R&D Project
Market Share
Industry
Argentina
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
59%
30%
5%
6%
300
180
90
45
0
0
0
0
0
0
0
0
180
180
0
0
500
150
50
75
300
250
90
45
100
50
0
0
200
150
100
30
250
180
150
50
210
180
90
45
59%
30%
5%
6%
Unit
29%
26%
8%
33%
-205,500
3%
0%
0%
0%
384,072
5%
0%
0%
0%
287,048
11%
10%
2%
0%
-275,247
7%
4%
2%
4%
-68,130
10%
10%
7%
9%
-28,555
5%
3%
0%
0%
-43,810
8%
7%
6%
7%
-11,504
7%
7%
7%
6%
-11,587
6%
6%
6%
5%
-12,425
RISE
Period 0
PI-RISE
0.051716615
0.083812225
0.001880629
0.004093722
5.494207715
0.271611974
MISS
SING
Period 0
Period 0
PI-MISS
PI-SING
0.047435849 0.024810057
0.080414046 0.054784383
0.001052692 0.000949376
0.002395641 0.002818072
8.211933346 -3.068711671
0.424587337 -0.231327113
3.234
2.703
0.939
1.458
1.149
2.832
2.703
1.065
1.677
1.149
2.652
2.703
1.467
1.668
1.149
20.14
8.26
18.54
9.24
17.82
10.02
22
3.885
25.9
23
3.957
26.38
30
4.264
31.76
310
680
100
420
650
810
0.32
0.001862679
0.007756804
0.267
0.001784697
0.00890734
0.348
0.001682199
0.006441591
3
12
35
6
0
15
15
8
45
95
80
5
0.091068493
0.289076087
0.497967568
0.4
0
0.182445652
0.3276
0.5
0.370767123
0.463206522
0.498064865
0.3
50
220
220
75
30
45
200
100
120
180
180
45
0.02744466
0 0.015742621
0.058109536 0.050631513 0.028885235
0.141023907 0.123885006 0.073195842
0.075010688 0.067387057 0.039455534
182.0775631 -7424.900955 -7433.204747
Course
A32862
Period P
2
Market
Clinites
Segment
Singles
Size P (M$)
79.8
Size P (KU)
7,555
Growth P+1
28.8%
Growth P+5
182.8%
CAGR + 5
23.1%
LIKE
TINY
MILO
Period 0
Period 0
Period 1
PI-LIKE
PI-TINY
PI-MINT
%U
26.2%
9.0%
6.2%
%$
18.5%
9.6%
4.1%
Segment Share
%U
54.2%
14.7%
8.9%
%$
47.7%
19.4%
7.5%
Contribution
M$
19.2
10.3
1.9
%Revenues
40.2%
42.0%
17.9%
Efficacy 22%
0.4
0.9
0.6
Safety 15%
0.5
0.5
0.5
Packaging 4%
0.5
0.5
0.5
Pleasure 7%
0.1
0.2
0.1
Usability 3%
1.3
1.4
1.4
Performance 37%
2.8
4.8
3.6
Convenience 14%
0.3
0.3
0.5
Retail Price $
10
15
10
0.4
0.6
0.4
2.5
3.9
2.8
Advertising budget
Current period
K$
730
670
570
K$
1,720
1,500
750
Ladder of Adoption
Awareness
%
70.5%
70.1%
24.1%
Purchase Intentions
%
54.1%
14.6%
10.5%
1.0
0.3
0.6
25
20
10
12
20
10
Dept. Stores 11%
4
10
2
Beauty Portals 11%
1
2
0
41%
39%
23%
28%
39%
24%
Dept. Stores 11%
11%
22%
0%
Beauty Portals 11%
20%
20%
0%
MINT
Period 0
PI-MINT
5.9%
5.9%
6.7%
8.3%
6.8
44.9%
RICH
Period 0
PI-RICH
5.8%
5.4%
5.8%
6.6%
3.8
27.4%
SILK
Period 0
PI-SILK
4.3%
3.1%
4.3%
3.8%
-0.7
-9.0%
Ripe
Period 2
Pidfdppp
3.0%
1.7%
0.5%
0.4%
-2.4
-53.9%
TINKA
Period 2
Pinky
1.9%
1.3%
0.5%
0.5%
-5.2
-145.9%
TIME
Period 0
PI-TIME
7.4%
10.9%
0.5%
1.0%
9.4
35.6%
RISE
Period 0
PI-RISE
5.2%
8.4%
0.4%
0.8%
5.5
27.2%
0.6
0.5
0.4
0.1
1.4
0.6
0.5
0.5
0.1
1.4
0.6
0.5
0.5
0.1
1.4
1.3
0.7
2.3
2.6
1.7
1.0
0.3
1.3
1.2
2.1
1.5
2.7
1.2
1.0
0.4
1.9
2.7
1.2
1.2
0.4
3.6
0.7
3.6
0.5
3.6
0.4
6.9
15.5
5.1
9.5
13.1
6.2
14.7
6.9
14
1.0
6.7
13
1.1
7.5
10
1.2
8.1
8
0.5
3.0
10
1.0
6.4
20
2.7
18.0
22
3.3
21.9
110
730
310
950
300
660
600
600
700
700
350
970
360
1,090
63.8%
6.7%
0.1
65.6%
5.8%
0.1
59.2%
4.3%
0.1
14.0%
0.5%
0.0
7.8%
0.5%
0.1
54.1%
0.5%
0.0
58.5%
0.4%
0.0
12
12
10
2
25
13
11
3
30
10
25
5
50
25
4
4
10
5
0
0
8
12
15
7
3
12
35
6
26%
25%
21%
20%
41%
29%
25%
30%
37%
21%
30%
30%
57%
39%
9%
40%
21%
12%
0%
0%
18%
27%
36%
50%
9%
29%
50%
40%
Launched in
Base R&D Project
Market Share
Industry
Argentina
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
29%
49%
11%
11%
300
180
90
45
300
250
90
45
180
180
0
0
200
150
100
30
250
180
150
50
210
180
90
45
500
150
50
75
100
50
0
0
120
180
220
100
50
220
220
75
29%
49%
11%
11%
Unit
29%
26%
8%
33%
11,833
10%
10%
7%
9%
4,895
11%
10%
2%
0%
-119,846
8%
7%
6%
7%
909
7%
7%
7%
6%
-101
6%
6%
6%
5%
-1,595
7%
4%
2%
4%
740
5%
3%
0%
0%
736
5%
9%
16%
11%
382
3%
6%
14%
8%
310
MISS
SING
Period 0
Period 0
PI-MISS
PI-SING
0.047435849 0.024810057
0.080414046 0.054784383
0.003573363 0.002554544
0.007236556 0.006747791
8.211933346 -3.068711671
0.424587337 -0.231327113
1.452
2.745
1.029
0.999
0.357
1.272
2.745
0.627
1.008
0.357
13.14
5.88
12.42
5.1
23
3.363
22.42
30
3.67
27.8
100
520
900
1160
0.475
0.003540086
0.00971683
0.52
0.002530485
0.006344607
0
15
15
8
45
95
80
5
0
0.182445652
0.3276
0.5
0.370767123
0.463206522
0.498064865
0.3
30
45
200
100
120
180
180
45
0
0.050631513
0.123885006
0.067387057
251.3975673
0.015742621
0.028885235
0.073195842
0.039455534
181.7630448
Course
A32862
Industry
Argentina
Period P
2
TUK TUK
RUTE
Period 2
Period 2
Punter
PU
%U
48.9%
51.1%
%$
55.1%
44.9%
Segment Share
%U
50.3%
49.7%
%$
56.5%
43.5%
Contribution
M$
5.8
-3.7
%Revenues
25.6%
-20.1%
Clinical Benefits 36%
0.2
0.2
Nutrition 15%
3.2
2.2
Packaging 4%
0.8
0.8
Flavor 10%
2.6
0.3
Variety 14%
0.2
1.3
Efficiency 51%
7.4
3.3
Suitability 27%
7.6
5.7
Retail Price $
32
25
0.3
1.2
1.7
8.3
Advertising budget
Current period
K$
860
2,400
K$
860
2,400
Ladder of Adoption
Awareness
%
14.3%
35.0%
Purchase Intentions
%
21.2%
78.8%
0.7
1.0
2
4
10
25
Dept. Stores 31%
10
40
Beauty Portals 10%
2
7
19%
48%
16%
50%
Dept. Stores 31%
13%
52%
Beauty Portals 10%
20%
50%
Launched in
Base R&D Project
Market Share
Market
Segment
Nutrites
Health Conscious
Size P (M$)
32.2
Size P (KU)
1,188
Growth P+1
23.6%
Growth P+5
80.2%
CAGR + 5
12.5%
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
6%
53%
31%
10%
10
100
100
30
40
500
500
100
6%
53%
31%
10%
Unit
25%
21%
20%
21%
345,843
75%
79%
80%
79%
-345,843
Course
A32862
Industry
Argentina
Period P
2
RUTE
TUK TUK
Period 2
Period 2
PU
Punter
%U
51.1%
48.9%
%$
44.9%
55.1%
Segment Share
%U
62.4%
37.6%
%$
56.4%
43.6%
Contribution
M$
-3.7
5.8
%Revenues
-20.1%
25.6%
0.6
0.2
Nutrition 15%
1.5
2.5
Packaging 4%
0.2
1.3
Flavor 10%
1.2
1.7
Variety 14%
0.7
0.8
Efficiency 51%
0.0
4.1
Suitability 27%
5.5
7.9
Retail Price $
25
32
0.5
0.5
3.5
3.1
Advertising budget
Current period
K$
1,300
580
K$
1,300
580
Ladder of Adoption
Awareness
%
32.7%
15.6%
Purchase Intentions
%
86.2%
13.8%
1.0
0.3
4
2
25
10
Dept. Stores 28%
40
10
Beauty Portals 10%
7
2
48%
19%
50%
16%
Dept. Stores 28%
52%
13%
Beauty Portals 10%
50%
20%
Launched in
Base R&D Project
Market Share
Market
Nutrites
Segment
Families
Size P (M$)
21.1
Size P (KU)
801
Growth P+1
126.6%
Growth P+5
500.6%
CAGR + 5
43.1%
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
16%
46%
28%
10%
40
500
500
100
10
100
100
30
16%
46%
28%
10%
Unit
75%
79%
80%
79%
-190,814
25%
21%
20%
21%
190,814
Course
A32862
Industry
Argentina
Period P
2
TUK TUK
RUTE
Period 2
Period 2
Punter
PU
%U
48.9%
51.1%
%$
55.1%
44.9%
Segment Share
%U
69.5%
30.5%
%$
74.5%
25.5%
Contribution
M$
5.8
-3.7
%Revenues
25.6%
-20.1%
1.5
1.1
Nutrition 15%
2.0
1.0
Packaging 4%
0.2
1.7
Flavor 10%
0.8
2.0
Variety 14%
0.4
1.9
Efficiency 51%
11.3
7.1
Suitability 27%
0.6
12.8
Retail Price $
32
25
1.2
0.2
7.9
1.3
Advertising budget
Current period
K$
860
1,300
K$
860
1,300
Ladder of Adoption
Awareness
%
33.6%
50.0%
Purchase Intentions
%
37.7%
62.3%
0.9
1.0
2
4
10
25
Dept. Stores 25%
10
40
Beauty Portals 8%
2
7
19%
48%
16%
50%
Dept. Stores 25%
13%
52%
Beauty Portals 8%
20%
50%
Launched in
Base R&D Project
Market Share
Market
Nutrites
Segment
Elderly
Size P (M$)
10.3
Size P (KU)
361
Growth P+1
157.5%
Growth P+5
6622.0%
CAGR + 5
132.0%
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
Mass Merchandisers
Specialized Mass
Dept. Stores
Beauty Portals
28%
39%
25%
8%
10
100
100
30
40
500
500
100
28%
39%
25%
8%
Unit
25%
21%
20%
21%
114,768
75%
79%
80%
79%
-114,768

Argentina Team Coaching Practice Period 02

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Argentina Team Coaching Practice Period 02

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Key Performance Indicators

Share Price Index

TIME (Af), TUK TUK (He),

LIME (Hi), LIKE (Lo), LIKE

RICH (Me), RUTE (Fa)

RISE (Af), RUTE (He), RUTE

Market Share - Clinites

Primary consumer segment

Market Share - Clinites

RICH (Me), RUTE (Fa)

Primary consumer segment

Market Share - Clinites

Primary consumer segment

Market Share - Clinites

TIME (Af), TUK TUK (He), TUK TUK (El)

Primary consumer segment

Market Share - Clinites

LIME (Hi), LIKE (Lo), LIKE (Si)

Primary consumer segment

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