THE INVESTOR'S GUIDE TO THE NEW ZEALAND BEVERAGES INDUSTRY 2017 - MBIE

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THE INVESTOR'S GUIDE TO THE NEW ZEALAND BEVERAGES INDUSTRY 2017 - MBIE
THE INVESTOR’S GUIDE TO THE
NEW ZEALAND BEVERAGES INDUSTRY 2017
Part of the New Zealand Food & Beverage Information Project
FINAL REPORT; v1.02; June 2017
THE INVESTOR'S GUIDE TO THE NEW ZEALAND BEVERAGES INDUSTRY 2017 - MBIE
STEERING & GUIDANCE                                                                Projected market information, analyses and conclusions contained herein are         Unless otherwise noted, all photos used in this discussion document were
                                                                                   based (unless sourced otherwise) on the information described above and on          provided by the New Zealand Story resource (www.nzstory.govt.nz),
This project would not have been possible without the strong guidance of our       Coriolis’ judgment, and should not be construed as definitive forecasts or          purchased by Coriolis from a range of stock photography providers (as
Steering Committee. In particular, we would like to thank Andrew McCallum          guarantees of future performance or results. Neither Coriolis nor its officers,     documented where required), or are low resolution, complete product/brand
of MBIE for his tireless energy in keeping this project on track, while at the     directors, shareholders, employees or agents accept any responsibility or           for illustrative purposes used under fair dealing/fair use for both “research
same time pushing us forward.                                                      liability with respect to this document.                                            and study” and “review and criticism”. Our usage of them complies with New
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Draft versions of parts of this document were distributed to key firms for         Coriolis wishes to draw your attention to the following limitations of the
comment, addition or correction. This was done in the form of emails and           Coriolis report “New Zealand Beverages Industry 2017“ (the Coriolis Report)         Cover image: Shutterstock (XiXinXing)
phone calls. We thank those who helped us in this process for their time and       including any accompanying presentation, appendices and commentary (the
effort. We also thank those who provided their photos.                             Coriolis Commentary):                                                               Where appropriate, this document is Copyright © 2017 Coriolis and MBIE.
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and any errors are our own.                                                        information or material provided to it by, or on behalf of the Client, or any of
                                                                                   the parties involved in the project;
Finally, we acknowledge the support of the Ministry of Business, Innovation
and Employment (MBIE), New Zealand Trade and Enterprise (NZTE) and the             b. the information contained in the Coriolis Report and any Coriolis
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This work was commissioned by the Ministry of Business, Innovation and             or implied, as to the quality, accuracy, reliability, currency or completeness of
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secondary market research, analysis of information available or provided to        or that reasonable care has been taken in compiling or preparing them;
Coriolis by our client, and a range of interviews with industry participants and
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and make no representation or warranty, express or implied, that such              are subject to the key assumptions, further qualifications and limitations
information is accurate or complete.                                               included in the Coriolis Report and Coriolis Commentary, and are subject to
                                                                                   significant uncertainties and contingencies, some of which, if not all, are
The report is dated June 2017 and Coriolis accepts no liability for, and has not   outside the control of Coriolis; and
undertaken work in respect of, any event subsequent to that date, which may
affect the report.                                                                 e. any Coriolis Commentary accompanying the Coriolis Report is an integral
                                                                                   part of interpreting the Coriolis Report. Consideration of the Coriolis Report
Key global trade data analysed in all sections of the F&B Information project      will be incomplete if it is reviewed in the absence of the Coriolis Commentary
are calculated and displayed in US$. This is done for a range of reasons:          and Coriolis conclusions may be misinterpreted if the Coriolis Report is
                                                                                   reviewed in absence of the Coriolis Commentary.
-   It is the currency most used in international trade
-   It allows for cross country comparisons (e.g. vs. Denmark)                     Coriolis is not responsible or liable in any way for any loss or damage
-   It removes the impact of NZD exchange rate variability                         incurred by any person or entity relying on the information in, and the
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-   It is the currency in which the United Nations collects and tabulates          loss or damage of any kind whatsoever arising from, the Coriolis Report or
    global trade data                                                              Coriolis Commentary including without limitation judgments, opinions,
                                                                                   hypothesis, views, forecasts or any other outputs therein and any
Anyone should feel free to call the authors if any of the material cannot be       interpretation, opinion or conclusion that the Recipient may form as a result
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research with our readers and users.
                                                                                   The Coriolis Report and any Coriolis Commentary may not be relied upon by
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THE INVESTOR'S GUIDE TO THE NEW ZEALAND BEVERAGES INDUSTRY 2017 - MBIE
TABLE OF CONTENTS

INTRO                  01                   02                    03                     04                      05
Context &              Market               Production            Categories             Growth &                Firms
Conclusions            Overview                                                          Innovation              Performance

Pages 3-10             Pages 11-24          Pages 25-39           Pages 40-49            Pages 50-64             Pages 65+

+ Purpose              + Global situation   + Wine                + Overview             + Horizons for growth   + Enterprises

+ Situation summary    + Consumption        + Beer                + Category             + Emerging export       + Employment
                                                                    Segmentation           stars
+ Drivers of success   + Import demand      + Juice                                                              + Turnover
                                                                  + Exports by product   + Mega-trends driving
+ Investment           + Export supply      + Alcoholic Spirits                            change                + Ownership
  opportunities
                       + Key markets        + Water                                      + Innovation & new      + Foreign investors
+ SWOT                                                                                     products
                       + Market growth      + Production                                                         + Acquisitions
+ Supply chain
                                            + Regional activity                                                  + Investment

                                            + Key inputs                                                         + Rebranding

                                            + Growth upside                                                      + Leadership

                                                                                                                 + Firm Profiles
THE INVESTOR'S GUIDE TO THE NEW ZEALAND BEVERAGES INDUSTRY 2017 - MBIE
PURPOSE Why did the New Zealand government undertake this project?

  What is the purpose of the project?                 What benefit will this bring to businesses?       How will government use the reports?

   The project presents a comprehensive,               – As support for raising capital                  While the government collects large amounts of
   business-focused overview of the total New          – As a base of market intelligence to enable      industry data, little of this has an investor or
   Zealand food and beverage industry.                   business to be much more targeted in their      industry-driven perspective.
                                                         own market research
   The project pulls together the available            – Reviewing and informing offshore market         This information will provide much greater
   information on the food and beverage industry         development (including export and               insight into the industry, which is useful for a
   into one place, in a form which is familiar and       investment) strategies                          range of policy developments, from regulatory
   useful to business. The reports contain analysis    – Assisting in identifying areas of innovation    frameworks to investment in science and skills
   and interpretation of trends and opportunities        and R&D for the future                          and facilitating access to international markets.
   to materially assist with business strategy and
                                                       – Identifying strategic partners and
   government policy.
                                                         collaborators                                   In particular, a single source of factual
                                                       – Enabling a company to benchmark                 information will enable government agencies to
   The information will be of vital use to               performance with that of its competitors        better coordinate their efforts across the system
   businesses, investors, government, and                                                                and be more responsive to addressing industry
                                                       – Monitoring industry activity
   research institutions as the industry expands                                                         issues.
   and diversifies. This industry view will be very    – Gaining a better understanding of their own
   useful to government, enabling better dialogue        industry sector
                                                       – Identifying internal capability needs or        All project resources are available online at:
   and the opportunity to address issues
   collectively.                                         external inputs                                 www.foodandbeverage.govt.nz

                                                                                                                                                             4
THE INVESTOR'S GUIDE TO THE NEW ZEALAND BEVERAGES INDUSTRY 2017 - MBIE
SITUATION SUMMARY: WINE The New Zealand wine industry has shown rapid growth driven by
Marlborough Sauvignon Blanc; some diversification into new varieties and new regions is occurring

NEW ZEALAND WINE                                        foreign owned and on-going acquisitions are              falling consumption and falling prices, have in turn
                                                        occurring. As a result foreign ownership now plays a     triggered a decrease in global wine area and
The New Zealand wine industry has achieved              big part in the wine industry, and these global firms    production, particularly in the three largest wine
spectacular growth over the last 40 years, going from   with their global sales resources and reach, provide a   producers (France, Italy & Spain). On-going changes
NZ£51 in exports in 1960 to NZ$1.6b in 2016. Today      path-to-market for introducing global consumers to       to EU subsidy systems have accelerated the process.
New Zealand competes successfully with major wine       New Zealand wines.
producers, both old world (e.g. France, Germany) and                                                             New Zealand’s success to date in wine has been
new (e.g. Australia). New Zealand has achieved an       That being said, there is a substantial group of         primarily in the Anglo-Saxon four (USA, Canada, UK
overall premium price position in–market on par with    successful medium sized New Zealand owned                & AU). Luckily these markets have had stable-to-
France (which has been producing wine for ~2,000        wineries that, in many ways, are the key force driving   increasing consumption. However, it would be in the
years).                                                 industry quality and innovation forward (e.g. light      interest of New Zealand producers to develop new
                                                        wine development).                                       markets to reduce this concentrated reliance on these
International success to date has been built almost                                                              markets.
exclusively on Marlborough Sauvignon Blanc which
has become a “must-have” wine for major wine                                                                     China is a rapidly emerging growth market for global
players. However good Marlborough wine area is          COMPETITORS                                              wine and is now the fourth largest wine importing
now almost all used. This may be a good thing as        New Zealand wine competes directly with that from        country in the world by value. China is now New
Marlborough now has almost as much area in grapes       other premium temperate climate countries,               Zealand’s sixth wine export destination and growing.
as Burgundy.                                            particularly France, Germany, cooler parts of the US     Available in-market data suggests - at a high level -
Emergent secondary regions are 20 years behind          (e.g. Oregon) and Chile.                                 that the growth of New Zealand wine is at the
Marlborough in terms of development. Hawkes Bay,                                                                 expense of French wines (i.e. the two are close
Waipara and Central Otago stand out as the next best                                                             substitutes for consumers).
prospects.     However, other than Hawkes               CONSUMERS/MARKETS
Bay/Gimblett Gravels Syrah and Central Otago Pinot
                                                        Global oversupply has been ongoing, pushing down
Noir most regions have yet to find “their” wine and
                                                        prices. These falling prices have impacted New
the experience of Europe suggest this could take
                                                        Zealand wines.
some time.
                                                        At the same time wine consumption is declining in
Wine production is a fast growing industry for New
                                                        many EU markets (France, Italy, Spain) for social,
Zealand, with a number of firms, ranging from very
                                                        lifestyle and economic reasons. These twin forces,
large to very small. Many large wineries are now

Source: Coriolis; interviews                                                                                                                                             5
THE INVESTOR'S GUIDE TO THE NEW ZEALAND BEVERAGES INDUSTRY 2017 - MBIE
SITUATION SUMMARY: OTHER BEVERAGES Outside wine, the New Zealand beverage sector is primarily
focused on production for domestic consumption; however, exports are growing strongly for many products

SPIRITS                                                                   scale, point-of-purchase control and distribution                         Smaller innovators emerging outside core soft-drinks.
                                                                          economics.     New Zealand’s three mainstream                             Organic-producer Phoenix (Charlie’s/TBDC) owned
Prior to 2000 there is a wide range of small spirit                       brewers focused on domestic consumption are: DB                           by Asahi.
ventures, producing small scale niche spirits for the                     Breweries (Heineken), Lion (Kirin) and Independent
domestic market. At the same time Independent                             (Asahi).                                                                  A large range of premium adult beverages are gaining
Liquor launched RTD2 spirit beverages primarily for                                                                                                 traction across multiple channels.
domestic consumption and export to Australia.                             This situation is changing rapidly with the emergence
                                                                          of a burgeoning craft brewing scene. New Zealand                          JUICE
Everything changed with the launch, rapid growth and                      now has a range of smaller/micro breweries, rising
financial success of 42 Below which created global                                                                                                  New Zealand exports apple and kiwifruit juice,
                                                                          with the growth of craft beer. Leaders in this space                      primarily as a secondary product of the fresh fruit
awareness of New Zealand as a super-premium                               include Moa Brewing, McCashin’s, Harrington’s and
spirits provider. In the wake of 42 Below a large                                                                                                   industry. However New Zealand imports +20% more
                                                                          many other smaller, innovative firms.                                     juice than it exports and domestic fruit production
number of new firms have entered the industry with a
wide range of products and brands.                                        New Zealand is a currently a minor beer exporter1,                        cost structures suggest a premium/niche strategy.
                                                                          and imports more beer than it exports. However, beer                      WATER
Independent Liquor, recently purchased by Asahi, is                       exports have surged in the last few years. The
the largest player in spirits. Independent initially                      country is known for its specialty hops and both uses                     New Zealand has excellent theoretical potential to
developed its business around flavoured RTD drinks,                       these domestically and exports them.                                      produce and export premium bottled water. A
however it is diversifying into other alcoholic                                                                                                     number of brands and companies have moved into
beverages. The two main brewers also produce and                          SOFT-DRINKS/FLAVOURED BEVERAGES                                           this premium space (e.g. One, Antipodes and Palaeo).
pack spirits, as well as distribute imported products                                                                                               However, to date, little of this potential has been
and brands.                                                               Non-alcoholic beverages are relatively consolidated
                                                                          across two international companies that primarily                         realised.
There are a range of other smaller firms in spirits                       manufacture for domestic consumption:
achieving strong growth and the sector is well
positioned for further growth (see related project                        − Coca-Cola Amatil, Australian-listed Asia-Pacific
2012 Spirits Opportunity report).                                           licensee of Coca-Cola;

BEER                                                                      − Frucor, former Apple & Pear Marketing Board juice
                                                                            business, now a division of Suntory (Japan); maker
Globally, mainstream beer brewing has been                                  of V energy drink and the Pepsi licensee in New
dominated by large companies mainly leveraging                              Zealand.

1. RTD = ready-to-drink; 2. Mexico, for example, exports 80x as much beer as New Zealand; NZ currently exports about as much beer as the Dominican Republic                                                 6
THE INVESTOR'S GUIDE TO THE NEW ZEALAND BEVERAGES INDUSTRY 2017 - MBIE
DRIVERS OF SUCCESS New Zealand’s success in beverages has three key drivers

              IDEAL CLIMATE & SOILS                                                 EFFICIENT PEOPLE & SYSTEMS                              LOCATION & MARKETS

                      Low production                                                              Trusted by                                      High share in key
                           cost                                                                   consumers                                           products

-   Temperate climate similar to Italy or France                         -      Innovative New World wine producer that burst   -   Excellent proximity to East & South-East Asian
                                                                                onto the global wine scene in the 1980’s            markets
-   Temperature extremes moderated by
    surrounding ocean                                                    -      Industry highly focused on export success       -   CER agreement with Australia

-   Isolated location protected by natural barriers                      -      Large pool of skilled people                    -   NZ was the first developed country to sign a free
                                                                                                                                    trade deal with China (2008)
                                                                         -      Strong systems and support networks

                                                                         -      Well-organised, cohesive industry

Source: photo credit (NZStory and images under license from shutterstock.com)                                                                                                           7
THE INVESTOR'S GUIDE TO THE NEW ZEALAND BEVERAGES INDUSTRY 2017 - MBIE
INVESTMENT OPPORTUNITIES Beverages are a major opportunity for investors; wine has shown rapid
growth; opportunities exist in second tier wine regions, cider, premium spirits and other beverages

WINE                                                      positioning in premium wine. Peer group countries          require a unique or more differentiated product (as
                                                          (e.g. UK, Sweden) suggest strong future growth             was the case with wine).
New Zealand Sauvignon Blanc wine is now a “must-          possible. However, there are limited entry vehicles.
have” component of the portfolio for major global         At this point in the life cycle, opportunities exist for   SOFT DRINKS
wine companies. Three of the top five US wine             start-ups into the space. Greenfields entry by global
companies and three of the largest European alcoholic                                                                In soft drinks, while both Frucor/V and
                                                          player with a strong transferrable skill set also suits.   TBDC/Charlie’s/Phoenix are attractive, but both are
beverage companies are active in New Zealand. In
addition, three of the top five Australian wine           CIDER                                                      now Japanese owned. A range of smaller firms exist.
companies are in New Zealand.                                                                                        WATER
                                                          New Zealand is a major apple producer and exporter.
There are some opportunities for further investment       Recently the cider industry in New Zealand has             There are potential opportunities in exporting bottled
in Marlborough. However, geographical constraints         experienced strong growth, both for domestic               water. However, at this late point in the global life-
place limitations on further growth in Marlborough.       consumption and export. Exports have shown strong          cycle, meaningful success will require global best
                                                          growth over the past decade, primarily to Australia.       practice marketing (cf. Lynda Rae Resnick/Fiji
Large wine firms are either foreign owned by global       While there are a large number of producers, most
majors or committed NZ family owners (i.e. Delegat                                                                   Water).     Best fit would be for investor with
                                                          export volume is produced by the two main brewers          transferrable capability.
and Villa Maria both have committed owners).              (Heineken/DB & Kirin/Lion).
Opportunities exist for new investment in next tier
down of firms (e.g. Giesen, Allan Scott, etc.).           BEER
However these firms are looking for smart investment
which gives them access to a global salesforce and a      New Zealand produces hops and barley and has
route to market.                                          ~150+ years of beer brewing experience. After a long
                                                          period of flat exports, beer exports have recently
Investors with transferrable skills or those looking to   started growing. However to date limited demand for
unlock hidden value should investigate emergent           New Zealand beer has been developed in markets
secondary regions (i.e. “the next Marlborough”).          beyond Australia. Microbreweries are small and
                                                          growing, but most currently have a domestic focus.
SPIRITS                                                   However, Moa Breweries has listed on the NZX and is
New Zealand has clear potential in premium alcoholic      making an export push.
beverages, building, in part, on New Zealand              Future export success by New Zealand beer will

                                                                                                                                                                              8
THE INVESTOR'S GUIDE TO THE NEW ZEALAND BEVERAGES INDUSTRY 2017 - MBIE
SWOT ANALYSIS The New Zealand beverage industry is well positioned for further growth, but pressures
will continue
                                     STRENGTHS                                                                                    WEAKNESSES
-   Islands in the middle of the South Pacific that have the area of Italy, but with only   -   Large number of small producers with limited economies of scale
    the population of Singapore; therefore relatively unspoilt
                                                                                            -   High debt levels of many small and medium sized producers
-   Strong and growing success in premium/super-premium wine
                                                                                            -   Highly dependant on four countries (AU, UK, USA and Canada)
-   Achieves a strong price premium for wine in key markets (similar to France)
                                                                                            -   Increasing exports of bulk wine
-   New Zealand Sauvignon Blanc now a “must have” for global wine companies
                                                                                            -   Lack strong super-premium heritage brands as demanded by brand and status
-   Growth in market share in key markets (e.g. USA)                                            conscious Asian consumers
-   Innovative and quality-focused producers (e.g. Chia+Kawa)                               -   No deep cultural unique “spirits” associated with New Zealand
-   Closer shipping distances to Asia compared to European competitors                      -   Long shipping distance to traditional western markets
-   Demonstrated capabilities in beverage production                                        -   Unlike traditional sectors, no major ($1b+) New Zealand owned champion growing
                                                                                                and driving New Zealand brand position in beer, wine or other beverages
-   On-going growth and success of Frucor/V, and Charlies/Phoenix in non-alcoholic
    drinks category                                                                         -   Limited culture of super-premium branding or positioning (e.g. relative to France)
-   Emergent success in spirits (e.g. Stolen)                                               -   Not a major producer of many base ingredients of typical beverages (e.g. oranges)

                                   OPPORTUNITIES                                                                         ISSUES/THREATS/RISKS
-   Continued income growth in Asian markets                                                -   Ongoing consolidation of the industry
-   Rapidly growing demand for premium alcoholic beverages in Asia                          -   Difficult finding good distributors to gain access into key markets
-   Low share in Europe (two thirds of global wine consumption) outside British Isles       -   Continued growth of bulk wine trade reducing the value of wine
-   Joint in-market activity spreading cost of marketing                                    -   Continued growth of retail brands/store brands in wine
-   Strong and growing demand in Asia for premium fortified wines/wine based spirits        -   Limited opportunity shipping “water” around the world if it isn’t a premium product
    (e.g. cognac)
                                                                                            -   Changing consumer sentiment or government policy
-   Reduction of global “wine ocean” supporting higher prices
                                                                                            -   Failure to achieve large scale export traction outside wine
-   Leverage success of New Zealand wine industry; build on awareness of New
                                                                                            -   Hollowing out of management skills in New Zealand industry due to foreign
    Zealand in wider premium beverages segments
                                                                                                ownership (relative to Denmark or Holland for example)
-   Wide range of New Zealand unique plants available as flavouring (e.g. 42 Below
    Manuka honey)

                                                                                                                                                                                      9
THE INVESTOR'S GUIDE TO THE NEW ZEALAND BEVERAGES INDUSTRY 2017 - MBIE
SUPPLY CHAIN The New Zealand beverage industry has a relatively straight forward supply chain that
delivers to consumers worldwide

SIMPLIFIED MODEL OF NEW ZEALAND BEVERAGE SUPPLY CHAIN
Model; 2017

                                                                                                                                 Domestic
                                                       Imported                              Grocery                             market                                            Supermarkets &
                                                       beverages                             wholesale                                                                             other retail

                  Apple/pear growing                   Soft drink                                                                  Distributor                                     Liquor specialists
                                                       manufacturing                                                               wholesaler

                  Other fruit                          Cider manufacturing                   Liquor                                                                                Hospitality/
                  growing                                                                    wholesale1                                                                            Foodservice
                  (rem. A013)

                  Hops/other                           Beer manufacturing
                  ingredients/
                  imports

                                                       Spirit manufacturing                  Seafreight                            Beverage/liquor                                 Supermarkets &
                                                                                             Airfreight                            wholesale1                                      other retail
                                                                                                                                   (in-market)

                  Grape                                Wine making                                                                                                                 Hospitality/
                  growing                                                                                                                                                          Foodservice
                                                                                                                                 International
                                                                                                                                 markets

1. There may be one or more layers of wholesaling, depending on product or market; some wholesale functions may be captive inside retailers or foodservice operators; Source: Coriolis                  10
Global
Market Overview

+ Consumption     + Key markets
+ Global trade    + Market growth

                                    01
+ Import demand
+ Export supply
New Zealand has a strong position in the growing global beverages trade

PRODUCTION                                                              DEMAND: IMPORT MARKETS

- Beverages are a huge global market spread across a wide range of      - Total global cross-border demand for beverages was US$116b in
  products                                                                2015; Europe (including inter-EU) is the single largest market,
- In terms of final litres consumed, the key products are tap water,      followed by E/SE Asia ($20.5b) and the US ($20.3b)
  tea, packaged water, beer and carbonated soft drinks                  - China, various other E/SE Asian countries and the USA stand out
                                                                          for beverage import market growth
GLOBAL TRADE                                                            - Markets vary in average beverage import price, with Japan, China,
                                                                          much of E/SE Asia and the USA standing out as high value markets
- Global cross-border beverage trade volumes are growing (5.6%
  CAGR) with moderate price gains across the cycle leading to           SUPPLY: EXPORTERS
  export value growth
                                                                        - On the supply side, Europe (including inter-EU) dominates the
DEMAND: PRODUCT CATEGORIES                                                global beverage trade followed by the US; overall New Zealand is a
                                                                          strong second-tier supplier
- Total global cross-border beverage trade is spread across a wide      - New Zealand in “on a roll” in beverages and has gained global
  range of products, though bottled wine ($22.7b), beer ($12.7b),         export share in the past decade; the country appears to be closing
  Whiskeys ($10.9b) and wider soft drinks ($17.5) stand out for size      in on Ireland and Australia
- “Other flavoured beverages,” gin, “other alcoholic spirits,” soft     - New Zealand achieved a solid growth performance in beverage
  drinks, beer and mineral water stand out for global growth over the     exports over the past five years, beating Europe and Australia in
  past five years                                                         rate of growth
- Imports vary in their average beverage price paid per litre, with     - The average export price received for beverages varies among
  sparking wine, spirits and bottled wine standing out for achieving      countries, with New Zealand outperforming almost all competitors,
  high average prices                                                     including France

                                                                                                                                               12
Beverages are a huge global market spread across a wide range of products; however, in terms of final litres
consumed, the key products are tap water, tea, packaged water, beer and carbonated soft drinks

TOTAL HUMAN FLUID CONSUMPTION                                               GLOBAL PURCHASED BEVERAGE CONSUMPTION BY FINAL VOLUME
Litres; t; 2016                                                             Litres; b; 2016

                                                                                                                                                                                                    Packaged
                                                                                                                                          Carbonated soft drinks
                                                                                                                                                                                                    Non-Alcoholic
                                                                                                                                                                               Fruit & veg juices
                                                                                                                                                  14%                                 4%
                                                                                                                                                                                                    Ready-to-Drink
                                                                                                                                                                                                    (NARTD)
                                                                                                                                                                                                    ~47%
                                                                                                      Packaged water
                                                                                                           19%

                                                                                                                                                                                  Other
                                                                                                                                                                                  10%

                                                   Purchased
   Tap water                                         40%
     60%
                                                                                             Drinking milk                                                                                          Alcoholic
                                                                              See dairy
                                                                                                 10%
                                                                               report                                                                                                               Beverages
                                                                                                                                                                                                    (On & Off Trade)
                                                                                                                                                                                  Beer              ~15%
                                                                                                                                                                                  12%

                                                                              Hot drinks            Coffee
                                                                                  ~28%               6%
                     TOTAL = 4.4 trillion litres                             See processed
                                                                              foods report                                                                                              Wine
                                                                                                                                                                                        2%
                                                                                                                                                                              Spirits
                                                                                                                                      Tea                                      1%
                                                                                                                                      22%
                                                                                                                                                                     Cider        RTDs
                                                                                                                                                                      0%           0%
                                                                                                                            TOTAL = 1,800 billion litres
Note: Both tea and coffee will use tap water; drinking milk includes dairy-based drinks; tea includes mate and herbal blends
Source: UN FAO Aquastat database; UN “Water for People, Water for Life”; OIV; Can Markets; Drinks Business; Kirin Beer University Report; Euromonitor; Statista; Coriolis estimates & analysis                       13
Global cross-border beverage trade volumes are growing (5.6% CAGR) with moderate price gains across the
cycle leading to export value growth

GLOBAL EXPORT VOLUME                                                                      AVERAGE GLOBAL EXPORT PRICE                                                               GLOBAL EXPORT VALUE
L; b; 2005-2015                                                                           US$/l; actual; 2005-2015                                                                  US$; b; 2005-2015

90.0                                                                                      $1.80                                                                                     $140

                                     10y CAGR
                                       4.2%                                                                                          10y CAGR                                                                          10y CAGR
                                                                                                                                       1.3%                                                                              5.6%
80.0                                                                                      $1.60
                                                                                                                                                                                    $120

70.0                                                                                      $1.40

                                                                                                                                                                                    $100
60.0                                                                                      $1.20

                                                                                                                                                                                    $80
50.0                                                                                      $1.00
                                                                                      X                                                                                         =

40.0                                                                                      $0.80
                                                                                                                                                                                    $60

30.0                                                                                      $0.60
                                                                                                                                                                                    $40

20.0                                                                                      $0.40

                                                                                                                                                                                    $20
10.0                                                                                      $0.20

   -                                                                                      $0.00                                                                                      $0
                                                                                                  2005

                                                                                                         2006

                                                                                                                2007

                                                                                                                       2008

                                                                                                                              2009

                                                                                                                                      2010

                                                                                                                                             2011

                                                                                                                                                    2012

                                                                                                                                                           2013

                                                                                                                                                                  2014

                                                                                                                                                                         2015

                                                                                                                                                                                           2005

                                                                                                                                                                                                  2006

                                                                                                                                                                                                         2007

                                                                                                                                                                                                                2008

                                                                                                                                                                                                                        2009

                                                                                                                                                                                                                               2010

                                                                                                                                                                                                                                      2011

                                                                                                                                                                                                                                             2012

                                                                                                                                                                                                                                                    2013

                                                                                                                                                                                                                                                           2014

                                                                                                                                                                                                                                                                  2015
         2005

                2006

                       2007

                              2008

                                     2009

                                            2010

                                                   2011

                                                          2012

                                                                 2013

                                                                        2014

                                                                               2015

Note: data excludes “other [bulk] water” is as reported sender FOB; Source: UN FAO database; Coriolis classification and analysis                                                                                                                                        14
Total global cross-border beverage trade is spread across a wide range of products, though bottled wine
($22.7b), beer ($12.7b), Whiskeys ($10.9b) and wider soft drinks ($17.5) stand out for size

TOTAL GLOBAL BEVERAGE IMPORT VALUE BY PRODUCT OR PRODUCT CATEGORY                                                                                                                                                 Total = $116.2
US$; b; FOB; 2015

                                                                                                                                                                                                                           $0.6
                                                                                                                                                                                                                           $2.4
                 $14.1                                     $31.8                                                           $35.2                              $14.7                            $17.5

                                                                                                                                                            Apple juice
                                                                                                                    Brandy/Cognac                              $1.7
                                                                                                                         $6.1
                                                                                                                                                     Apple juice, unsweetened
                                                                                                                                                               $0.4

                                                                                                                                                 Orange juice not-frozen sweetened           Soft drinks
                                                                                                                                                                $1.7                            $7.2

                                                                                                                         Whiskeys               Orange juice not-frozen unsweetened
                                                                                                                          $10.9                                 $1.9
                                                       Wine, bottle
                                                         $22.7

                                                                                                                                                        Frozen orange juice
                 Beer
                                                                                                                                                               $1.7

                                                                                                                                                                                                                        Mineral water
                 $12.7

                                                                                                                                                                                                                            $2.4
                                                                                                                          Liqueurs
                                                                                                                            $2.9

                                                                                                                           Vodka
                                                                                                                            $2.2
                                                                                                                                         Rum
                                                                                                                 Gin                     $1.0
                                                                                                                 $0.9
                                                                                                                                                                                      Other flavoured beverages
                                                                                                                                                                                                $10.3
                                                                                                                    Other alc. Spirits                     Other juices
                                                        Wine, bulk                                                       $4.3                                 $7.4
                                                          $3.2

                                                       Sparkling wine                                                   Ethyl Alcohol
                                                           $5.8                                                             $7.0
         Cider; other fermented
                   $1.4
                                                        Grape must
                                                           $0.1

                                                                                                                                                                Juices

                                                                                                                                                                                                 Soft Drinks

                                                                                                                                                                                                                           Water
                                                                                                                                                                                                                           Vinegar
                 Beer                                      Wine                                                            Spirits

Note: 2015 is latest available globally; data is as reported sender FOB; Source: UN Comtrade database; Coriolis analysis                                                                                                                15
“Other flavoured beverages,” gin, “other alcoholic spirits,” soft drinks, beer and mineral water stand out for
    global import growth over the past five years

    5Y IMPORT GROWTH MATRIX: 5Y VOLUME VS. 5Y CAGR VALUE VS. VALUE 2015 BY PRODUCT
    L; b; % of US$; US$b; FOB; 2010 vs. 2015
            10%

                                                                          Gin

5Y CAGR
                                                                                                                                                                                                Other flavoured beverages
    value
 US$; 10-
       15
                                                                                  Other alc. Spirits

            5%
                                                Brandy/Cognac                                  Cider; other fermented
                                                   Sparkling wine

                   Other juices                      Vinegar                                    Whiskeys                    Ethyl Alcohol
                                         Frozen orange juice
                                                                                                                                        Mineral water          Soft drinks
                                                                                                                                                                                                     Beer
                                                                                                        Wine, bulk
                                              Apple juice, unsweetened          Wine, bottle

                                  Orange juice not-frozen unsweetened

                                                     Grape must
                                                          Rum

                                                                    Liqueurs
            0%

                                       Apple juice
                                                                  Vodka

                                                                                                                                                                                    Bubble size is proportional to beverage import
                                                                                                                                                                                                                                     $3
                                                                                                                                                                                        value in 2015; a bubble this size is US$3b

                                             Orange juice not-frozen sweetened

            -4%
               -1.00                -0.50                       0.00                      0.50                       1.00                   1.50        2.00                 2.50                   3.00                    3.50          4.00
                                                                                                 5Y Change in volume (l; b) of beverages imported; 10-15
    Note: 2015 is latest available globally; data is as reported sender FOB; Source: UN Comtrade database; Coriolis analysis                                                                                                                 16
Imports vary in their average beverage price paid per litre, with sparking wine, spirits and bottled wine
  standing out for achieving high average prices

  TOTAL GLOBAL BEVERAGE IMPORT VOLUME VS. AVERAGE PRICE BY PRODUCT/PRODUCT CATEGORY
  L; m; US$/l; actual; 2015
            $14.63

 Average
   import
value per
kilogram
    US$/l
     2015
                  $7.30
                             $6.84
                                  $6.17
                                      $5.59

                                                  $3.78

                                                             $3.58
                                                              $3.48
                                                                      $2.11

                                                                                                                                                                                                                                                                                                                       Weighted average $1.96
                                                                                           $1.62
                                                                                                                         $1.46
                                                                                                                          $1.24

                                                                                                                                                   $1.24

                                                                                                                                                                        $1.18

                                                                                                                                                                                                                          $0.99
                                                                                                                                                                                    $1.13

                                                                                                                                                                                                       $1.00

                                                                                                                                                                                                                                                           $0.85

                                                                                                                                                                                                                                                                       $0.77
                                                                                                                                                              $1.18

                                                                                                                                                                                                                                                                                    $0.71

                                                                                                                                                                                                                                                                                              $0.61

                                                                                                                                                                                                                                                                                                                            $0.54

                                                                                                                                                                                                                                                                                                                                                      $0.31
            Sparkling wine
            Brandy/Cognac
                             Whiskeys
                             Liqueurs
                             Gin

                                                             Rum
                                                             Vodka
                                                                      Other alc. spirits

                                                                                           Orange juice not-frozen sw.
                                                                                                                         Frozen orange juice
                                                                                                                         Grape must

                                                                                                                                                               Vinegar
                                                                                                                                                               Cider; other ferm.
                                                                                                                                                                                    Apple juice

                                                                                                                                                                                                                                                                                              Orange juice not-froz unsw.

                                                                                                                                                                                                                                                                                                                            Apple juice, unsw.
                                              Wine, bottle                                                                                     Other juices                                       Ethyl Alcohol   Other flavoured bev.                     Beer    Wine, bulk   Soft drinks                                                      Mineral water

                                                                                                                                                                                                                   Proportional to import volume in 2015

  Note: therefore area under chart is proportional to import value (volume x $/l); Source: UN Comtrade data; Coriolis analysis and classifications                                                                                                                                                                                                               17
Total global cross-border demand for beverages was US$116b in 2015; Europe (including inter-EU) is the
single largest market, followed by E/SE Asia ($20.5b) and the USA ($20.3b)

GLOBAL BEVERAGE IMPORT VALUE BY RECEIVING COUNTRY/REGION
US$; b; FOB; 2015
      $2.5                         $31.0                                                                           $53.0                $3.2           $4.4                   $1.6              $20.5       Total = $116.2

                                                                                                                                                                                              Singapore

                                                                                                                                                      United Arab Emirates
                                                                                                           United Kingdom                                                                        $2.2
                                                                                                                $8.7

                                                                                                                                                              $1.1

                                                                                                                                                                             India
                                                                                                                                                                             $0.5
                                                                                                                                                                                               Vietnam
                                                                                                                                                                                                 $1.8

                                                                                                                                                                                              Malaysia
                                                                                                                 Germany                                                                       $0.7
                                                                                                                                                                                              Thailand
                                                                                                                   $8.0                                                                        $0.6

                                                                                                                                                                                            Other SE Asia
                                    USA                                                                                                                                                         $2.0
                                   $20.3
     Australia

                                                                                                                Netherlands
       $1.9

                                                                                                                   $5.8

                                                                                                                                                                                                Japan
                                                                                                                                                                                                 $3.2
                                                                                                                   France

                                                                                                                                        SS Africa
                                                                                                                    $4.9

                                                                                                                                          $3.2
                                                                                                                  Belgium                                                                    South Korea
                                                                                                                   $3.9                                                                         $1.4

                                                                                                                                                      Other NA/ME/CA

                                                                                                                                                                             Other S Asia
                                                                                                                                                            $3.3
                                                                                                                                                                                            Hong Kong SAR

                                                                                                                                                                                 $1.1
                                                                                                                                                                                                 $2.6

                                   Canada
                                    $5.3
                                                                                                                Other Europe
                                                                                                                   $19.5
                                                                                                                                                                                                China
     $0.3
      NZ

                                                                                                                                                                                                $4.4
                                   Mexico
                                    $1.1
                                             Brazil
                                  Panama     $0.8
     Other Pacific

                                   $0.5
        $0.3

                               Other Americas                                                                     Belarus                                                                    Other E Asia
                                    $2.9                                                               Russia      $0.2                                                                         $1.6
                                                                                                        $1.5                   Turkey
                                                                                                                                $0.5

                                                                                                                                          SS Africa

                                                                                                                                                          NA/ME/CA
   Australasia                    Americas                                                                        Europe                                                     S Asia           E/SE Asia

Note: 2015 is latest available globally; data is as reported sender FOB; Source: UN Comtrade database; Coriolis analysis                                                                                                     18
China, various other E/SE Asian countries and the United States stand out for beverage import market growth

    5Y IMPORT GROWTH MATRIX: 5Y VOLUME VS. 5Y CAGR VALUE VS. VALUE 2015 BY RECEIVING COUNTRY/REGION
    L; b; % of US$; US$b; FOB; 2010 vs. 2015
            18%                                                          Other S Asia

5Y CAGR     15%                                                           Vietnam                                                       China
  import
                                                                              Panama
    value
 US$; 10-
                                                                                                                                Other SE Asia
       15

                                           Other Pacific
                                                                    Belarus
            10%                           Turkey                      United Arab Emirates

                                       Hong Kong SAR                      Brazil                                                                                                           USA
                                                                   Other E Asia

                                           Malaysia         Singapore                     South Korea

                                                   Mexico                   Australia
            5%                         Thailand                                                    Other NA/ME/CA

                                         Japan
                                                           Other Americas
                                                                                          Canada
                                                        India

                                                                                                        Belgium
                      SS Africa                         Netherlands                                                                                                                                                Other Europe
                                                                                              UK
            0%                                     NZ
                                                                         Germany
                                                                France

                                                                                                                                                                  Bubble size is proportional to beverage import
                                                                                                                                                                                                                        $3
                                                                                                                                                                      value in 2015; a bubble this size is US$3b

            -5%       Russia
               -0.5                          0.0                                        0.5                         1.0               1.5                        2.0                          2.5                                 3.0
                                                                                                 5Y Change in import volume (l;b) of beverages imported; 10-15
    Note: 2015 is latest available globally; data is as reported sender FOB; Source: UN Comtrade database; Coriolis analysis                                                                                                        19
Markets vary in average beverage import price paid, with Japan, China, much of E/SE Asia and the USA
 standing out as high value markets

 GLOBAL BEVERAGE IMPORT VOLUME VS. AVERAGE IMPORT PRICE BY KEY MARKET
 L; b; US$/l; actual; 2015
                                                                                                                                                                                                                                                                                                                     $4.40

 Average
                                                                                                                                                                                                                                                                                                               $4.03
   import
value per
kilogram

                                                                                                                                                                                                                                                                                                               $3.59
   US$/l;
     2015

                                                                                                                                                                                                                                                                                              $2.83
                                                                                                                                                                                                                                                                                                   $2.63
                                                                                                                                                                                                                                                                                                       $2.48$2.29
                                                                                                                                                                                                                                                                                                             $2.22
                                                                                                                                                                                                                                                                                      $2.12
                                                                                                                                                                                                                                                                              $2.07
                                                                                                                                                                                                                                                               $1.98
                                                                                                                                                                                                                                                                $1.94
                                                                                                                                                                                                                                                       $1.87
                                                                                                                                                                                                                                               $1.84
                                                                                                                                                                                                                                      $1.68
                                                                                                                                                                                                                             $1.65
                                                                                                                                                                                                                             $1.64
                                                                                                                                                                                                                     $1.50
                                                                                                                                                                                                             $1.50
                Weighted average $1.42

                                                                                                                                                                                                         $1.22
                                                                                                                                                                                     $1.19
                                                                                                                                                       $1.18
                                                                                                                                           $1.17
                                                                                                                             $1.17
                                                                                                            $1.16
                                                                                                    $1.16
                                                                                          $1.10
                                                                                  $1.08
                                                                 $1.05
                                                         $0.99
                                       $0.87
                      $0.81
            $0.58
            Belarus

                      Other NA/ME/CA

                                       Other SE Asia

                                                                 Other Pacific

                                                                                          India

                                                                                                            Other Americas

                                                                                                                             Netherlands

                                                                                                                                           SS Africa

                                                                                                                                                       South Korea

                                                                                                                                                                                                         Panama
                                                                                                                                                                                                         Russia

                                                                                                                                                                                                                     UK

                                                                                                                                                                                                                             Mexico
                                                                                                                                                                                                                             Brazil

                                                                                                                                                                                                                                      Canada

                                                                                                                                                                                                                                               UAE

                                                                                                                                                                                                                                                               NZ
                                                                                                                                                                                                                                                               Other S Asia
                                                                                                                                                                                                                                                                              Japan

                                                                                                                                                                                                                                                                                      China

                                                                                                                                                                                                                                                                                              Australia Turkey
                                                                                                                                                                                                                                                                                              Malaysia
                                                                                                                                                                                                                                                                                              Other E Asia
                                                                                                                                                                                                                                                                                              Singapore
                                                                                                                                                                                                                                                                                              Thailand
                                                                                                                                                                                                                                                                                              Hong Kong SAR
                                                                                                                                                                                                                                                                                              Vietnam
                                                       Belgium                   France           Germany                                                                        Other Europe                                                          USA

                                                                                                                                                                 Proportional to import volume in 2015

 Note: therefore area under chart is proportional to import value (volume x $/l); Source: UN Comtrade data; Coriolis analysis and classifications                                                                                                                                                                      20
On the supply side, Europe (including inter-EU) dominates the global beverage trade followed by the United
States; overall New Zealand is a strong second-tier supplier

TOTAL GLOBAL BEVERAGE EXPORT VALUE BY SENDING COUNTRY/REGION                                                                                                                         Total = $116.2
US$; b; FOB; 2015

                                                                                                                                                           $0.8
                                                                                                                                                           $2.0
                                                                                                                                             $1.8
                  $3.3                    $22.2                                                                        $74.2                                                    $12.1

                                                                                                                       France                                                 Singapore
                                                                                                                        $16.5                                                    $2.8
                 New Zealand

                                           USA
                    $1.3

                                           $8.6

                                                                                                                                                             India
                                                                                                                                                             $0.3
                                                                                                                   United Kingdom
                                                                                                                        $10.0                                                 Thailand
                                                                                                                                                                               $2.0

                                          Canada
                                                                                                                        Italy
                                           $0.9
                                                                                                                        $8.9

                                                                                                                                                                                China
                                           Brazil
                                                                                                                                                                                 $2.1
                                            $3.1                                                                      Germany
                                                                                                                        $6.6

                                                                                                                    Netherlands
                                                                                                                       $6.6                                                 Hong Kong SAR
                                                                                                                                                                                 $1.3
                 Australia

                                          Mexico
                   $1.9

                                           $4.7

                                                                                                                                                             Other S Asia
                                                                                                                                                                $0.4
                                           Chile                                                                    Other Europe
                                           $2.1                                                                        $24.6                                                 Other E Asia
                                                                                                                                                                                $3.8

                                         Argentina
                                           $1.3
                               Guatemala
 Other Pacific

                                 $0.3
    $0.1

                                      Other Americas
                                           $1.3                                                           Turkey      Belarus
                                                                                                                                    Russia
                                                                                                           $0.5        $0.1
                                                                                                                                     $0.5

                                                                                                                                               SS Africa
                                                                                                                                                           NA/ME/CA
                                                                                                                                                           S Asia

                                                                                                                                                                                 E/SE Asia
         Australasia                     Americas                                                                     Europe

Note: 2015 is latest available globally; data is as reported sender FOB; Source: UN Comtrade database; Coriolis analysis                                                                              21
New Zealand is “on a roll” in beverages and has gained global export share in the past decade; the country
appears to be closing in on Ireland and Australia

BEVERAGE EXPORT MARKET SHARE: NEW ZEALAND VS. SELECT PEERS
% of total global trade value; US$; 2005-2015

      3.4%

                        2.9%
                                           2.9%

                                                             2.2%              2.2%              2.2%
                        2.2%

                                          2.0%
      2.0%
                                                                                                                                                                           10Y Change
                                                                                                                    1.9%
                                                                                                                           1.8%
                                                                               1.8%               1.8%                            1.8%                1.8%
                                                             1.7%                                                          1.7%
                                                                                                                                         1.7%
                                                                                                                                                             Chile           0.3%
                                                                               1.6%                                 1.6%          1.6%                1.6%   Australia       -1.8%
                                           1.5%              1.6%                                 1.6%                                   1.5%
      1.5%
      1.5%              1.5%
                                                                                                                                                70%
                        1.3%                                                                                        1.3%
                                                                                                                           1.2%                       1.3%
                                                                                                                                  1.2%   1.2%                Ireland         -0.7%
                                           1.1%                                                                                          1.1%         1.1%
                                                                                                                           1.0%   1.0%
                                                                                                                                                             New Zealand     0.4%
20%                                                          1.0%                                1.0%               1.0%
                                                                               0.9%              0.9%
                                                                               0.9%                                 0.9%   0.9%   0.9%
                                                                                                                                                      0.8%
                                          0.8%               0.8%                                                                        0.8%                Canada          -0.6%
      0.7%              0.7%

      2005             2006               2007              2008              2009               2010              2011    2012   2013   2014         2015

Note: 2015 is latest available globally; data is as reported sender FOB; Source: UN Comtrade database; Coriolis analysis                                                                22
New Zealand achieved a solid growth performance in beverage exports over the past five years, beating both
      Europe and Australia in rate of growth

      5Y EXPORT GROWTH MATRIX: 5Y VOLUME VS. 5Y CAGR VALUE VS. VALUE 2015 BY EXPORTING COUNTRY/REGION
      L; b; % of US$; US$b; FOB; 2010 vs. 2015
               16%
                                                                                                                                                         Thailand

 5Y CAGR                                            India
    export
value US$;    14%

     10-15
                                                                 Hong Kong SAR

               12%                                                                         Other E Asia

              10%

                                         Other S Asia                                   Russia
                                            Singapore
               8%                                                     Guatemala                                                            USA

                                                                                                                           Mexico
                               China
               6%                                                          New Zealand

                                                                 Netherlands
                                                       Chile
               4%
                                                 Turkey

                                                                                   Italy                                                                                                                  Other Europe
                                                                                                          United Kingdom
               2%                                        Argentina
                                         NA/ME/CA                                                                                         France

                                                        Brazil                                Germany
               0%               Canada

                                                                                                                                                                     Bubble size is proportional to beverage export      $3
               -2%
                                                                                                                                                                         value in 2015; a bubble this size is US$3b
                                  Australia

                                                  Other Americas
              -4%           SS Africa
                     -0.5                        0.0                              0.5                         1.0                   1.5            2.0         2.5          3.0                    3.5                        4.0

                                                                                                   5Y Change in export volume (l; b) of beverages imported; 10-15
      Note: 2015 is latest available globally; data is as reported sender FOB; Source: UN Comtrade database; Coriolis analysis                                                                                                      23
The average export price received for beverages varies among countries, with New Zealand outperforming
  almost all competitors, including France

  TOTAL GLOBAL BEVERAGE EXPORT VOLUME VS. AVERAGE EXPORT PRICE BY KEY MARKET
  L; m; US$/l; actual; 2015

                                             High value
                                              re-export
            $6.29

 Average
               $6.07

   export
value per
kilogram
   US$/l
    2015

                                             Whisky &
                                                Spirits
                            $3.55

                                              $2.85

                                                             $2.24

                                                                      $2.06
                                                                      $2.03

                                                                                  $1.74

                                                                                          $1.60
                                                                                           $1.57
                                                                                           $1.55

                                                                                                      $1.54

                                                                                                                             $1.33

                                                                                                                                         $1.24

                                                                                                              $1.35                                                                                                                      Weighted average $1.96

                                                                                                                                                                          $1.13

                                                                                                                                                                                                   $1.08
                                                                                                                                                                                         $1.11

                                                                                                                                                                                                                $0.97
                                                                                                                                                                                                                $0.96
                                                                                                                                                                                                                  $0.82

                                                                                                                                                                                                                                $0.81

                                                                                                                                                                                                                                            $0.71
                                                                                                                                                                                                                                                       $0.65
                                                                                                                                                                                                                                                         $0.53
                                                                                                                                                                                                                                                          $0.47

                                                                                                                                                                                                                                                                        $0.46

                                                                                                                                                                                                                                                                                    $0.43
            Singapore
            Hong Kong SAR

                            United Kingdom

                                              Other E Asia
                                              New Zealand

                                                             France

                                                                      Chile
                                                                      Argentina

                                                                                  Italy

                                                                                          Australia
                                                                                          India
                                                                                          China

                                                                                                      USA

                                                                                                               Netherlands

                                                                                                                             Canada

                                                                                                                                         Mexico

                                                                                                                                                                          Other Europe

                                                                                                                                                                                         Germany

                                                                                                                                                                                                   SS Africa
                                                                                                                                                                                                               Other Americas
                                                                                                                                                                                                               Other S Asia
                                                                                                                                                                                                               Turkey

                                                                                                                                                                                                                                Brazil

                                                                                                                                                                                                                                            NA/ME/CA

                                                                                                                                                                                                                                                        Belarus
                                                                                                                                                                                                                                                        Guatemala
                                                                                                                                                                                                                                                        Other Pacific

                                                                                                                                                                                                                                                                        Thailand

                                                                                                                                                                                                                                                                                    Russia
                                                                                                                                      Proportional to export volume in 2015

  Note: therefore area under chart is proportional to import value (volume x $/l); Source: UN Comtrade data; Coriolis analysis and classifications                                                                                                                                 24
New Zealand
Production

+ Wine                + Production
+ Beer                + Regional activity

                                            02
+ Juice               + Key inputs
+ Alcoholic Spirits   + Growth upside
+ Water
New Zealand can continue to to grow beverage production for the foreseeable future

WINE PRODUCTION                                                        OTHER BEVERAGE PRODUCTION
New Zealand is a rapidly emerging New World wine region with           New Zealand can and does produce a range of other beverages
significant capacity for future growth and no major production         beyond wine, again with few limitations on potential production
challenges                                                             volumes

- Wine is New Zealand’s largest beverage export                        - New Zealand produces significant volumes of both key beer
- New Zealand grape area and wine production has grown                   ingredients (hops and barley); beer production trending down in
  dramatically over the past twenty years in response to growing         recent years reflecting the market movement to “less but better
  global demand for New Zealand wine                                     quality”
- Absolute area growth is coming from Sauvignon Blanc; of other        - New Zealand is a major global producer and exporter of apples and
  varietals, Pinot Gris and Pinot Noir are achieving traction            kiwifruit, as well as developing and pioneering a wide range of new
- New Zealand has wineries spread across the country; however,           varieties and species
  about two-thirds of grape area is in Marlborough                     - New Zealand has significant quantities of raw materials available to
- As the largest, most mature region, Marlborough leads in terms of      produce alcoholic spirits
  both (1) tonnes per winery and (2) tonnes per hectare                - New Zealand has an abundant supply of quality natural water and
- While Marlborough is clearly the leading region, a number of the       thousands of springs; natural springs are located primarily in two
  smaller regions are growing, particularly recognised red producers     zones (Taupo Volcanic Zone and the Southern Alps Zone)
  Hawke’s Bay (Syrah), Canterbury/Waipara (Pinot Noir), and            - Due to its unique history, New Zealand has a range of unique or
  Central Otago (Pinot Noir)                                             signature ingredients and flavours suitable for use in beverages
- Peer group performance suggests New Zealand has significant
  potential capacity to increase wine area over the mid-to-long run

                                                                                                                                                26
New Zealand is a rapidly emerging New World wine region with significant capacity for future growth with no
major impediments or capacity constraints

                                                                   OTHER
                                WINE
                                                                 BEVERAGES

                                                                                                              27
WINE PRODUCTION New Zealand grape area and wine production has grown dramatically over the past
twenty years in response to growing global demand for New Zealand wine

NEW ZEALAND GRAPE AREA                                                                      NEW ZEALAND WINE PRODUCTION
Hectares; 1977-2016                                                                         L; m; 1977-2016

40,000                                                                                      350,000
35,000
30,000
25,000                                                                                      300,000
20,000
15,000
10,000
                                                                                            250,000
 5,000
     0
         1961
         1963
         1965
         1967
         1969
         1971
         1973
         1975
         1977
         1979
         1981
         1983
         1985
         1987
         1989
         1991
         1993
         1995
         1997
         1999
         2001
         2003
         2005
         2007
         2009
         2011
         2013
         2015
                                                                                            200,000

NEW ZEALAND GRAPE PRODUCTION
Tonnes crushed; 1977-2016                                                                   150,000

500,000
450,000
400,000                                                                                     100,000
350,000                                                                              Low
300,000                                                                              year
250,000
200,000                                                                                      50,000
150,000
100,000
 50,000
         0                                                                                       0
                                                                                                      1963
                                                                                                      1965
                                                                                                      1967
                                                                                                      1969
                                                                                                      1971
                                                                                                      1973
                                                                                                      1975
                                                                                                      1977
                                                                                                      1979
                                                                                                      1981
                                                                                                      1983
                                                                                                      1985
                                                                                                      1987
                                                                                                      1989
                                                                                                      1991
                                                                                                      1993
                                                                                                      1995
                                                                                                      1997
                                                                                                      1999
                                                                                                      2001
                                                                                                      2003
                                                                                                      2005
                                                                                                      2007
                                                                                                      2009
                                                                                                      2011
                                                                                                      2013
                                                                                                      2015
             1961
             1963
             1965
             1967
             1969
             1971
             1973
             1975
             1977
             1979
             1981
             1983
             1985
             1987
             1989
             1991
             1993
             1995
             1997
             1999
             2001
             2003
             2005
             2007
             2009

                                                                                                      1961
             2011
             2013
             2015

Source: MAF/MPI; NZWine Annual Report ; UN FAO FAOSTAT database; Coriolis analysis                                        28
Absolute area growth is coming from Sauvignon Blanc; of other varietals, Pinot Gris and Pinot Noir are
achieving traction

WINE AREA BY VARIETY                                                                                               GROWTH MATRIX: WINE AREA BY VARIETY
Ha; 2006/2016                                                                                                      Ha; 2006/2016
Excludes unknown
                                                                                                                              0.15
                                                                                              10y ABS   10y CAGR
                                                        36,192
                                                         833             Other red             210       2.9%
                                                                                                                   Tonnes
                                                                 1,271   Merlot                -149      -1.1%
                                                                                                                    per ha
                                                                                                                                                                     Pinot Gris

                                                        5,573            Pinot Noir            1,510     3.2%                 0.10

                                                                                                                                                                                                                       Sauvignon Blanc
                                                                         Cabernet Sauvignon    -248      -6.1%
                                                         283
                                                         781             Other White            8        0.1%

                                                        2,455            Pinot Gris            1,693     12.4%

                                                         767             Riesling              -86       -1.1%
                                                                                                                             0.05
                   21,780
                                                                                                                                         Other red
                       623
                                                                                                                                                                      Pinot Noir
                       1,420

               4,063

                                                                                                                             0.00                      Other White
                               531                                                                                              -2,000         0           2,000           4,000         6,000      8,000     10,000      12,000         14,000
                       773                                                                                                                   Merlot Riesling
                       762                              21,016           Sauvignon Blanc      12,156     9.0%                                       Chardonnay
                       853

                                                                                                                             -0.05
                   8,860
                                                                                                                                                     Cabernet Sauvignon

                                                                                                                                                                                   Bubble size is proportional to total grape       5,000
                                                                                                                                                                                   production; a bubble this size is 10,000t

                       3,779                                                                                                                     Muller Thurgau
                                                        3,211            Chardonnay            -568      -1.6%               -0.10

                        116                              2               Muller Thurgau        -114     -32.7%
                       2006                             2016                                                                                                                                                             Tonnes per winery

Source: NZWine Annual Report (various years); Coriolis analysis                                                                                                                                                                                   29
New Zealand has wineries spread across the country; however, about two-thirds of grape area is in
Marlborough

NUMBER OF WINERIES BY REGION OF NEW ZEALAND                                                    HECTARES OF GRAPES BY REGION OF NEW ZEALAND
Units; 2016                                                                                    Hectares; 2016

                                                                                                                              Gisborne
                                                                                                                                       Auck/North 430
                                                                                                                             1,448 4%
                                             Other 5 1%                                                                                      1%
                                                                                                                                                           Cant/Wai 1,436
                                                                                                                                                                4%
                                                                                                                                                 Central
                                                                                                                                                 Otago
                                                                                                                                               1,943 6%

                     Auck/North 134                                                                                 Hawke's Bay
                         20%                                  Central Otago 133                                     4,744 13%
                                                                    20%

                                                                                               Wairarapa
Gisborne                                                                                       1,002 3%
 18 3%

                                                                                                           Nelson 1,169 3%
                                                                        Cant/Wai 64 9%

           Hawke's Bay 76
               11%

                  Wairarapa 68 10%                           Marlborough, 141,                                                                             Marlborough,
                                                                   21%                                                                                     24,020 , 66%

                                      Nelson 36
                                         5%

                                   TOTAL = 675 wineries                                                                             TOTAL = 36,192 hectares

Source: NZWine Annual Report 2016; NZW Vineyard Register Report 2015-2018; Coriolis analysis                                                                                30
As the largest, most mature region, Marlborough leads in terms of both (1) tonnes per winery and (2) tonnes
   per hectare

   NZ: NUMBER OF WINERIES VS. TONNES PER WINERY                                                                            NZ: REGIONAL AREA VS. TONNES PER HECTARE
   Units; t/unit; 2016                                                                                                     Hectares; tonnes/hectare; 2016

                 2,293                                                                                                                                 13.5

                                                                                                                                                                                      11.0
                                                                                                                                                                                                 9.1

                                                                                                                                                                                                              8.6
                                                                                                                                                                                                                    8.5

 Tonnes                                                                                                            Tonnes
/winery                                                                                                           /hectare
                                886

                                                                                                                                                                                                                           5.0

                                                                                                                                                                                                                                       4.7
                                                                                                                                                                                                                                               3.6
                                           565

                                                        279

                                                                                                                                                                                                                                               1.4
                                                                 190

                                                                                                                                                                                                                                               1.1
                                                                                74          69
                                                                                                     12         62
                  Marlborough

                                Gisborne

                                           Hawkes Bay

                                                        Nelson

                                                                 Canterbury

                                                                                Wairarapa

                                                                                            Otago

                                                                                                    Auckland

                                                                                                               Northland
                                                                                                               Waikato

                                                                                                                                                       Marlborough

                                                                                                                                                                                      Gisborne

                                                                                                                                                                                                 Hawkes Bay

                                                                                                                                                                                                              Nelson
                                                                                                                                                                                                              Canterbury
                                                                                                                                                                                                                           Wairarapa

                                                                                                                                                                                                                                             Northland
                                                                                                                                                                                                                                             Waikato
                                                                                                                                                                                                                                             Auckland
                                                                                                                                                                                                                                       Otago
                                                                        # of wineries                                                                                Area in grapes

   Source: NZWine Annual Report 2016; NZW Vineyard Register Report 2015-2018; Coriolis analysis                                                                                                                                                  31
While Marlborough is clearly the leading region, a number of the smaller regions are growing, particularly
those recognised red producers Hawke’s Bay (Syrah), Canterbury/Waipara (Pinot Noir), and Central Otago
(Pinot Noir)

GRAPES CRUSHED IN VINTAGE BY REGION                                                                              PRODUCTION MATRIX: T/WINERY VS. T/HA VS. TOTAL
T; 2006/2011/2016                                                                                                T; 2015/16

                                                                                            10y ABS   10y CAGR             15
                                                             420,356
                                                               1,377        Auck/North       -437      -2.7%
                                                              15,944        Gisborne        -2,105     -1.2%
                                                                                                                 Tonnes
                                                                                                                  per ha
                                                                                                                                                                                                               Marlborough
                                                             42,958         Hawke's Bay      9,671     2.6%

                                                              5,049         Wairarapa        2,041     5.3%
                                                             10,028         Nelson           4,405     6.0%

                                   324,592
                                     1,626                                                                                                                        Gisborne
                                    14,450

                                    35,533                                                                                 10

                                    3,598                                                                                                Nelson
                                    7,854                                                                                                                Hawkes Bay

                                                                                                                                    Canterbury

           182,886                                                                                                                  Auck/North
             1,814                                           323,290        Marlborough     209,854    11.0%
            18,049

                                                                                                                           5           Wairarapa
           33,287                                                                                                                      Otago
                                   244,893
               3,008
               5,623

           113,436                                                                                                                                                    Bubble size is proportional to total grape
                                                                                                                                                                                                                    10,000
                                                                                                                                                                      production; a bubble this size is 10,000t

                                                                                             9,119    14.8%
                                                             12,170         Cant/Waipara                                   0
                                       9,485                                Central Otago    4,565     7.1%
                       3,051     7,104 49                     9,177         Other                                               0                  500          1,000                1,500            2,000              2,500
       4,612     6                                                    363                     357     50.7%
               2006                  2011                     2016                                                                                                                                            Tonnes per winery

Source: NZW Annual Reports various years; NZW Vineyard Register Report various years; Coriolis analysis                                                                                                                           32
Peer group performance suggests New Zealand has significant potential capacity to increase wine area over
    the mid-to-long run

    GROWTH MATRIX OF WINE AREA: % TOTAL AREA VS. M2/PERSON VS. TOTAL WINE AREA
    % of hectares; hectares/person; hectares; 2015 or 2016

            250
Wine area
 /person
      m2
    2015                                                                                                                                Spain
                                                                                                                                                                     Portugal
            200

            150

                                                                                                     France
                                                                                                                                                             Italy

            100                                                                 Greece   Romania
                                                   Bulgaria
                                New Zealand

                                                                      Hungary
             50                                 Austria

                                                                                                                     Bubble size is proportional to total wine area
                                                                                                                                                                    100,000
                                                                                                                          A bubble this size is 100,000 hectares
                                              Germany

              0
              0.0%                                      0.5%                                  1.0%            1.5%                    2.0%                                       2.5%

                                                                                                                     Wine area as a percent of total land area; % of km2; 2015

    Source: OIV; NZ Winegrowers; CIA World Fact Book; Coriolis analysis                                                                                                          33
New Zealand can and does produce a wide range of other beverages beyond wine with few limitations on
potential production volumes

                                                                 OTHER
                                WINE
                                                               BEVERAGES

                                                                                                       34
BEER PRODUCTION New Zealand produces significant volumes of both key beer ingredients (hops and
barley); beer production trending down in recent years reflecting the market movement to “less but better
quality”

NEW ZEALAND HOP PRODUCTION                                                                                                                   NEW ZEALAND BEER PRODUCTION
Tonnes; 1977-2014                                                                                                                            Tonnes; 1961-2014

1,000                                                                                                                                        450,000
 900
 800
 700                                                                                                                                         400,000
 600                                                                                                                                                                           Ongoing shift to
 500                                                                                                                                                                       “less but better quality”
 400                                                                                                                                         350,000
 300
 200
 100
                                                                                                                                             300,000
   0
        1977

               1979

                      1981

                             1983

                                    1985

                                           1987

                                                  1989

                                                         1991

                                                                1993

                                                                       1995

                                                                              1997

                                                                                     1999

                                                                                            2001

                                                                                                   2003

                                                                                                          2005

                                                                                                                 2007

                                                                                                                        2009

                                                                                                                               2011

                                                                                                                                      2013
                                                                                                                                             250,000

NEW ZEALAND BARLEY PRODUCTION                                                                                                                200,000
Tonnes; 1961-2015

700,000
                                                                                                                                             150,000
600,000

500,000
                                                                                                                                             100,000
400,000

300,000

200,000                                                                                                                                       50,000

100,000

        0                                                                                                                                         0
                                                                                                                                                       1961
                                                                                                                                                       1963
                                                                                                                                                       1965
                                                                                                                                                       1967
                                                                                                                                                       1969
                                                                                                                                                       1971
                                                                                                                                                       1973
                                                                                                                                                       1975
                                                                                                                                                       1977
                                                                                                                                                       1979
                                                                                                                                                       1981
                                                                                                                                                       1983
                                                                                                                                                       1985
                                                                                                                                                       1987
                                                                                                                                                       1989
                                                                                                                                                       1991
                                                                                                                                                       1993
                                                                                                                                                       1995
                                                                                                                                                       1997
                                                                                                                                                       1999
                                                                                                                                                       2001
                                                                                                                                                       2003
                                                                                                                                                       2005
                                                                                                                                                       2007
                                                                                                                                                       2009
                                                                                                                                                       2011
                                                                                                                                                       2013
               1961
               1963
               1965
               1967
               1969
               1971
               1973
               1975
               1977
               1979
               1981
               1983
               1985
               1987
               1989
               1991
               1993
               1995
               1997
               1999
               2001
               2003
               2005
               2007
               2009
               2011
               2013

Source: MAF/MPI; UN FAO FAOSTAT database; Coriolis analysis                                                                                                                                            35
FRUIT FOR JUICE & CIDER New Zealand is a major global producer and exporter of apples and kiwifruit, as
well as developing and pioneering a range of new varieties and species

NEW ZEALAND FRUIT PRODUCTION                                                                             EXAMPLES OF FRUIT DEVELOPED OR PIONEERED IN NZ
Tonnes; 1961-2014                                                                                        Select examples; 2017

1,400,000
                                                                                                                    A P P LES       KIWIFRUIT          OTHER FRUIT

                                                                                                                Granny Smith*        Hayward               Feijoa
1,200,000
                                                                                    Wine grapes                   Splendour      (dominant global)       Tamarillo
                                                                                                                      Gala            Bruno             Passionfruit

1,000,000                                                                                                         Royal Gala          Alison            Kiwiberries

                                                                                    Other fruit                    Braeburn         EnzaGreen             Kiwano
                                                                                                                      Jazz           EnzaGold           Blueberries
 800,000                                                                                                              Envy          Zespri Gold      (various cultivars)
                                                                                                                 Pacific Rose     Zespri Sungold       Blackcurrants
                                                                                                                Pacific Beauty   Zespri SweetGreen   (various cultivars)
 600,000                                                                            Kiwifruit
                                                                                                                Pacific Queen        KiwiKiss
                                                                                                                    Smitten

 400,000                                                                                                             Maxie
                                                                                                                    Sweetie

 200,000                                                                            Apples

        0
            1961
            1963
            1965
            1967
            1969
            1971
            1973
            1975
            1977
            1979
            1981
            1983
            1985
            1987
            1989
            1991
            1993
            1995
            1997
            1999
            2001
            2003
            2005
            2007
            2009
            2011
            2013

* Appeared in Australia but was developed/improved in New Zealand; Source: MAF/MPI; UN FAO FAOSTAT database; Coriolis analysis                                             36
ALCOHOLIC SPIRITS INPUTS New Zealand has significant quantities of raw materials available to produce
alcoholic spirits

NEW ZEALAND WHEY PRODUCTION                                                                                     NEW ZEALAND GRAIN PRODUCTION
Tonnes; 1977-2014                                                                                               Tonnes; 1961-2016

                                                                                                                1,200,000
25,000

20,000

15,000                                                                                                          1,000,000
                                                                                                                                                                                                                                                                 Other grains
10,000

 5,000
                                                                        Total whey, including whey
                                                                          processed into alcohol                 800,000                                                                                                                                         Barley
     0
          1961
          1963
          1965
          1967
          1969
          1971
          1973
          1975
          1977
          1979
          1981
          1983
          1985
          1987
          1989
          1991
          1993
          1995
          1997
          1999
          2001
          2003
          2005
          2007
          2009
          2011
          2013
                                                                                                                 600,000
NEW ZEALAND SUGAR REFINING PRODUCTION & IMPORTS                                                                                                                                                                                                                  Corn
Tonnes; 1961-2014
300,000
                                                                                                                 400,000
250,000                                                                                              Imported

200,000

150,000                                                                                                                                                                                                                                                          Wheat
                                                                                                                 200,000
                                                                                                     NZ
100,000                                                                                              Refined

 50,000

                                                                                                                       0
      0
                                                                                                                            1961
                                                                                                                                   1964
                                                                                                                                          1967
                                                                                                                                                 1970
                                                                                                                                                        1973
                                                                                                                                                               1976
                                                                                                                                                                      1979
                                                                                                                                                                             1982
                                                                                                                                                                                    1985
                                                                                                                                                                                           1988
                                                                                                                                                                                                  1991
                                                                                                                                                                                                         1994
                                                                                                                                                                                                                1997
                                                                                                                                                                                                                       2000
                                                                                                                                                                                                                              2003
                                                                                                                                                                                                                                     2006
                                                                                                                                                                                                                                            2009
                                                                                                                                                                                                                                                   2012
                                                                                                                                                                                                                                                          2015
          1961
          1963
          1965
          1967
          1969
          1971
          1973
          1975
          1977
          1979
          1981
          1983
          1985
          1987
          1989
          1991
          1993
          1995
          1997
          1999
          2001
          2003
          2005
          2007
          2009
          2011
          2013

Source: MAF/MPI; Statistics NZ; UN FAO FAOSTAT database; Coriolis analysis                                                                                                                                                                                                      37
WATER New Zealand has an abundant supply of quality natural water and thousands of springs; natural
  springs are located primarily in two zones (Taupo Volcanic Zone and the Southern Alps Zone)

  AVAILABLE WATER: NEW ZEALAND VS. SELECT PEERS                                                                                   LOCATIONS OF SPRINGS IN NEW ZEALAND
  L; m or km3 as given; 2015                                                                                                      Presence; known sites; 2017

Water per    80
    person
L; m; 2015                                       333.5 cubic kilometres of
                                                   renewable water/year
                                                                                         New Zealand                                                                     TAUPO
             70
                                                                                                                                                                        VOLCANIC
                                                                                                                                                                          ZONE

             60

             50

             40
                                                                                                                                                  SOUTHERN
                                                                                                                                                    ALPS
                                                                                                                         Fiji                       ZONE
             30

             20

             10                                                              Bubble size is proportional
                                                                                 to renewable water; a             100
                                                                             bubble this size is 100 km3

                                    France           Italy
             0
                  0       200         400         600         800        1,000           1,200             1,400          1,600

                                                                                Water per square kilometre L; m; 2015

  Source: CIA World Fact Book; nzhotpools.co.nz; Coriolis analysis                                                                                                                 38
UNIQUE FLAVOURS Due to its unique history, New Zealand has a range of unique or signature ingredients
and flavours suitable for use in beverages

    Manuka                                                                   Gold
                                        Feijoa
    Honey                                                                  Kiwifruit

   Kawakawa
 (Unique native                        Kiwifruit                            Titoki
     plant)

                                                                                                        39
New Zealand
Category Performance

+ Overview
+ Category Segmentation

                          03
+ Exports by product
New Zealand has a strong position in wine and is emerging across a wide range of other beverages

 OVERVIEW                                                       BY CATEGORY

 - New Zealand has a strong beverages platform and              - New Zealand has rapidly growing wine exports on the back of
   produces all six major categories of beverages; New            Marlborough Sauvignon Blanc, which is now a “must have”
   Zealand has real strength in wine and is growing and           varietal across most major markets; Pinot Noir also achieving
   emerging in other categories                                   growing recognition

 - Wine currently accounts for 83% of New Zealand               - New Zealand has had growing volumes of beer and cider
   beverage exports, followed by soft drinks (7%) and a           exports, driven by increased interest in authentic, craft &
   range of other minor beverages                                 premium; cider, in particular, appears well positioned for
                                                                  growth beyond Australia
 - Average export price varies by category, with wine
   standing out for high prices; wine is maintaining, but not   - New Zealand has a fast evolving alcoholic spirits industry that
   growing pricing, across greater volumes; most other            is seeking its “signature” spirit in a large and growing global
   products shifting to quality                                   market

 - New Zealand is growing its share of the global wine trade,   - New Zealand non-alcoholic beverages growing well, driven by
   but only maintaining share across most other beverages;        juices and other flavoured beverages; Australia still the largest
   cider appears to have stalled after solid growth (needs to     market, but E/SE Asia emerging (particularly Japan and
   transition beyond Australia)                                   China)

                                                                                                                                      41
New Zealand has a strong beverages platform and produces all six major categories of beverages; New
Zealand has real strength in wine and is growing and emerging in other categories
                                                                                        HIGH-LEVEL CATEGORIES

            WINE                         BEER/CIDER                             SPIRITS                          JUICES                        SOFT DRINKS                             WATER

          #1 Global                          Focused on                         Focused on                Regionally strong in                    Focused on                           Emerging
       Sauvignon Blanc                        Australia                          Australia                 specific products                       Australia                            rapidly

-   New Zealand Sauvignon         -   Well regarded globally for     -    Sector in early stages of   -   Building on New Zealand’s      -   Early pioneer in energy        -   Huge hypothetical
    Blanc “owns” the category         the quality of its hops             growth curve                    strength in export fruit,          drinks (“V”)                       potential for growth
    and is now a “must have”                                                                              particularly in apples and
                                  -   Benefiting from global shift   -    Emerging sector driven by       kiwifruit                      -   Growing strongly in a          -   Strong fundamentals
-   Refreshing/summer                 to craft/specialty                  strong marketing and                                               “post-CSD” environment
    afternoon positioning to                                              unique products             -   Pioneer of a range of new          [Carbonated Soft Drinks]       -   Wide range of pioneers
    females (vs. reds)            -   Leveraging long-term NZ                                             fruits and fruit varieties
                                      strength in hops and           -    Rapid innovation underway                                      -   Good fit with “Brand NZ”       -   Second generation firms
-   Emerging in Pinot Noir and        apples                                                          -   No real leverage to date of        and existing strengths in          with strong products
    other reds                                                       -    Still seeking “unique”          existing strong fruit brands       select fruits                      presentation and
                                  -   Growth coming from                  position beyond “me-too”        (e.g. Zespri, Jazz, Pacific                                           marketing (e.g. Antipodes)
-   Strong growth for 30+ years       global multinationals (e.g.         spirits                         Rose)                          -   Strong traction in “natural”       doing well
                                      Kirin, Heineken, Asahi) and                                                                            positioned carbonated
-   Strong and growing market         local innovators                                                                                       juices                         -   Premium new comers
    share across Anglo markets                                                                                                                                                  Palaeo and OnePure
                                  -   Cider, in particular, stands
-   Growing rapidly in Asia           out as having clear
                                      leverage and good long
-   Attracting global brand           term growth prospects
    leaders (e.g. LVMH Moët
    Hennessy Louis Vuitton)

                                                                         EXAMPLE PRODUCTS UNDER THESE CATEGORIES

-   Wine, bottles                 -   Beer                           -    Whisky/Whiskey              -   Apple juice                    -   Soft drinks                    -   Bottled water
-   Sparkling wine                                                   -    Vodka                       -   Kiwifruit/other juices         -   Other flavoured beverages      -   Other water (e.g. bulk)
-   Bulk wine                                                        -    Gin

                                                                                                                                                                                                          42
Wine currently accounts for 83% of New Zealand beverage exports, followed by soft drinks (7%) and a range
of other beverages

NEW ZEALAND EXPORT VALUE BY BEVERAGE SEGMENT                                                             NEW ZEALAND EXPORT VALUE BY BEVERAGE SEGMENT
US$; b; 2015                                                                                             US$; b; 2005-2015
                                                                                                                                                                                                     $1,370
                                                                                                                                                                                                     $29
                                                                                                                                                                                                           $14
                                                                                                                                                                                         $1,290                  $1,284
                                                                                                                                                                             $1,260                                          Beer
                                                                                                                                                                                         $34                     $26
                                                                                                                                                                                               $15                     $11   Cider
                                                                                                                                                                             $45
                                                                                                                                                                                   $14
                                                                                                                                                                 $1,135
                                                                                                                                                                 $28
                                                                                                                                                                       $12

                                                               Spirits $24 2%                    Other
                                                                                                 7%                                                  $966
                                                                                                                                                     $26
                                                                   Juice $51 4%                                                                            $10

                                                                                                                                    $815
                                                                                                                                   $15 $2    $788
                                                                                                                                            $16 $4
                                                                                                                                                                                                     $1,123
                                                   Soft drinks, $90 ,                                                      $722
                                                                                                                          $14 $2                                                         $1,030
                                                           7%                                                                                                                 $985                               $1,073      Wine
                                                                                Water $7 1%
                                                                                                                                                                  $895
 Wine $1,073 83%                                                           Vinegar $2 0%

                                                                                Beer $26 2%
                                                                                                                  $523                                $774
                                                                                  Cider $11 1%                   $11 $1
                                                                                                          $453                     $644
                                                                                                         $14                                $637
                                                                                                                          $560

                                                                                                                 $396
                                                                                                         $332

                                                                                                                                                                              $44         $32         $29
                                                                                                                                                                  $45
                                                                                                                                                                                                                  $24        Spirits
                                                                                                                                    $36                                       $68         $70         $60
                                                                                                                           $37                        $47         $67                                             $51        Juice
                                                                                                                                             $35
                                                                                                          $30     $29      $34      $48               $38
                                                                                                                  $31                        $36
                                                                                                          $24                                                                 $97         $102        $107        $90        Soft drinks
                                                                                                                           $67      $64               $67         $82
                                                                                                          $50     $52                        $55
                                                                                                           $3      $3       $8       $5
                                                                                                                                     $1      $5       $4           $5
                                                                                                                                                                   $1          $6
                                                                                                                                                                               $1          $6
                                                                                                                                                                                           $1          $7
                                                                                                                                                                                                       $1          $7
                                                                                                                                                                                                                   $2        Water
                                                                                                                                                                                                                             Vinegar
                                                                                                         2005    2006     2007     2008     2009      2010        2011        2012        2013        2014        2015

Source: UN Comtrade database (from NZ Customs data); Coriolis classifications and analysis                                                                                                                                                 43
Average export price varies by category, with wine standing out for high prices; wine is maintaining, but not
 growing pricing, across greater volumes; most other products shifting to quality

 NEW ZEALAND EXPORT VOLUME VS. AVG $/L: BY SEGMENT                                                                                             GROWTH MATRIX: 10Y NUMBER VS. 10Y CAGR $/L VS. $/2015
 L; millions; US$/l; actual; 2015                                                                                                              L; US$/l; US$; 2005-2015
                                                                                                                                                            6%                                    Limited growth;
                                                                                                                                                                                                   shift to quality
 Average                              $3.30
                                                                                                                                             10Y CAGR
NZ export                                                                                                                                    of average                             Juice
  value/l                                                                                                                                     NZ export
   US$/l                                                                                                                                                          Spirits
    2015                                                                                                                                       value per                          Water
                                                                                                                                                    litre   4%
                                                                                                                                                                                 Vinegar
                                                                                                                                                  US$/l                                                                                            Low/no price gains,
                                                                                                                                                  05-15                                                                                               though much
                                                                                                                                                                                                                                                     greater volumes
                                                                                                               Weighted average $2.51
                                                                                                                                                            2%

                                                                                     $2.03                                                                                  Beer
                                                                                                                                                                                                                                                   Wine
                                                                                                                                                            0%
                                                                                             $1.84                                                                                               Soft drinks
                                                                                                 $1.56

                                                                                                                                                            -2%
                                                                                                     $1.20

                                                                                                              $0.97

                                                                                                                                                            -4%
                                                                                                                             $0.75

                                                                                                                                     $0.64

                                                                                                                                                                                         Higher total
                                                                                                                                                                                      dollars & volumes
                                                                                                                                                                                       at lower prices
                                                                                                                                                            -6%                                                       Bubble size is proportional to
                                                                                                                                                                                                                            export value in 2015; a     $100m
                                                                                                                                                                                   Cider
                                                                                                                                                                                                                       bubble this size is US$100m

                                                                                                                                                            -8%
                                                                                     Juice

                                                                                             Spirits
                                                                                             Cider

                                                                                                              Soft drinks

                                                                                                                             Beer

                                                                                                                                     Water

                                      Wine
                                                                                                                                                               -50           0              50                100              150           200              250
                                                                                                    Vinegar

                                                                                                                                                                                      10y growth in export volume; l; m; 2005-2015
                                          Proportional to NZ export volume in 2015

 Source: UN Comtrade database (from NZ Customs data); Coriolis classifications and analysis                                                                                                                                                                              44
New Zealand is growing its share of the global wine trade, but only maintaining share across most other
 beverages; cider appears to have stalled after solid growth (needs to transition beyond Australia)

 NEW ZEALAND SHARE OF WORLD EXPORT VALUE BY CATEGORY                                                       NEW ZEALAND SHARE OF WORLD EXPORT VALUE BY CATEGORY
 US$; % of US$; 2015                                                                                       % of US$; 2005-2015

                                                                                                                                                                                                        3.4%   Wine

                      3.4%                                                                                                                                                                     3.2%

NZ share
                                                                                                                                                                             3.0%     3.0%
  of total
   global                                                                                                                                                  2.8%
trade; %                                                                                                                                                            2.7%
     of $;
    2015                                                                                                                                          2.5%

                                                                                                                                         2.2%
                                                                                                                                2.0%

                                                                                                                       1.8%

                                                                                                              1.6%

                                                                                                                                                                                      1.0%
                                                                                                                                                                             1.0%
                                                                                                                                                           0.9%     0.9%                       0.9%
                                     0.8%

                                                                                                                                                                                                        0.8%   Cider

                                                                                                             0.6%                                                            0.6%     0.6%     0.6%
                                                 0.5%                                                                           0.6%                                0.5%
                                                                                                                       0.5%                                0.5%                                         0.5%   Soft drinks
                                                                                                                                         0.4%     0.4%
                                                                               0.3%

                                                                                                                                                                             0.4%     0.4%
                                                                                0.3%

                                                                   0.3%                                                                                             0.4%
                                                                                                                                                                             0.4%              0.4%     0.3%   Juice
                                                                                                                                0.3%     0.3%                                                           0.3%   Water
                                                                                                             0.3%      0.3%                       0.3%     0.3%              0.3%
                                                                                        0.2%                                    0.2%              0.3%     0.2%
                                                                                                                                                           0.2%     0.2%              0.3%     0.3%
                                                                                                                                                                                               0.2%     0.2%   Beer
                                                                                                             0.2%
                                                                                                             0.1%               0.1%     0.2%
                                                                                                                                         0.2%     0.2%     0.2%
                                                                                                 0.1%                  0.1%              0.1%
                                                                                                                                         0.1%     0.1%              0.1%     0.1%     0.1%     0.1%     0.1%   Spirits
                                                                                                             0.0%

                                                                                                                2005     2006     2007     2008     2009     2010     2011     2012     2013     2014     2015
                                     Cider

                                                                              Vinegar
                                                                              Water

                      Wine                   Soft drinks            Juice               Beer     Spirits

                                             Proportional to total global export value in 2015

 Source: UN Comtrade database (from NZ Customs data); Coriolis classifications and analysis                                                                                                                                  45
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