Wine category structure

1. Wine category structure 1 - Country

Wine category structure 1 Country
Net Sales and Units 2016-2017 excluding December ALL WINES
Net Sales 2016-2017
TETRA; VERM;
4.84% 3.44% CIS; 15.70%
FORT;
1.24%
RUS;
40.60%
IMP;
34.18%
Units 2016-2017
TETRA; VERM; CIS; 9.95%
11.28% 2.17%
FORT;
RUS;
49.67%
0.73%
IMP;
26.18%
Net Sales and Units 2016-2017 excluding December STILL WINES
Net Sales 2016-2017
TETRA RUS;
6.56%
CIS; 21.27%
Units 2016-2017
TETRA RUS; CIS; 12.87%
14.59%
RUS;
37.07%
IMP;
26.64%
IMP;
35.10%
RUS;
45.89%

2. Wine category structure 2 - Color

Net Sales and Units 2016-2017 excluding December ALL WINES
Net Sales 2016-2017
Units 2016-2017
FORT;
1.24%
WHITE;
43.68%
FORT;
0.73%
RED;
50.91%
VERM; ROSE;
3.44% 0.72%
WHITE;
46.91%
RED;
49.53%
VERM; ROSE;
2.17% 0.66%
Net Sales and Units 2016-2017 excluding December STILL WINES
Net Sales 2016-2017
WHITE;
31.20%
ROSE;
0.98%
Units 2016-2017
WHITE;
35.99%
RED;
67.82%
ROSE;
0.85%
RED;
63.16%

3. Wine category structure 3 – Still or Sparkling

Net Sales and Units 2016-2017 excluding December
Net Sales 2016-2017
Units 2016-2017
VERM; FORT;
3.44% 1.24%
VERM; FORT;
2.17% 0.73%
SPARKLING
; 19.77%
SPARKLING
; 21.50%
STILL;
73.82%
STILL;
77.33%
Among sparkling – Russian or Imported
Net Sales 2016-2017 Units 2016-2017
IMP
RUS
IMP
RUS
Among sparkling – Red or White
Net Sales 2016-2017
RED
WHITE
3.94%
RED
WHITE
3.50%
28.21%
38.47%
61.53%
Units 2016-2017
71.79%
96.06%
96.50%
Lambrusco consumption 50% white to 50% red

4. Recap

WINE CATEGORY STRUCTURE
1. 75-80% still and 25-20% sparkling.
2. Among Still:
- 60 % Red - 35% White - 5% Rose
- 40% Russian - 10% CIS - 50% Imported*
*(without FP & Tetra)
3. Among Sparkling
- 60% Russian – 40% Imported
- Only 2 SKUs Red – Lambrusco and Fragolino (or any other Frizzante)
4. Among TETRA – 6 SKUs - 2 FP SSW, 2 Rus DRY, 2 Imp DRY
5. Fortified – 2 SKU – Rus Porto + Portuguese Porto

5. Total Number of SKUs 8 m Shelf

- 60% Wines (45% still and 15% sparkling) and 40 % spirits
- 4,8 meters of wine - 62 bottles per shelf
• 62 bottles x 4 shelfs = 248 facings 83-84 SKUs
• 64 SKUs Still and 20 SKUs Sparkling
34 SKUs of Imported Wines
STILL WINES
- 26 SKUs Russian
- 34 SKUs Imported
- 4 SKUs CIS
SPAKLING WINES
- 12 SKUs Russian
- 8 SKUs Imported
FORTIFIED WINES
- 1 SKU Russian – Massandra (Crimea)
- 1 SKU Imported – Portuguese (Portoэ)