Pricing

1.

Pricing
Increasing our price, we raise our NSV/t, while COGS/t
remains the same, which leads to MAC/t improvement
5000
PRICE INCREASE
4500
MAC,
%
200 KZT
2500
2500
180 KZT
NSV/t
(+11.1%)
45%
46%
47%
48%
49%
50%
COGS/t
Before Pricing
2500
2000
MAC/t
After Pricing

2.

Trade
Managing our Trade investments in a smart & effective
way, we directly affect profitability
EFFICIENT
TC
PROMO
MANAGEMENT
ROI >
TPR
Contracts
1.4
Anti-CBS
0.89 BYN
Activities
NQC
(-11.2%)
0.79 BYN
Incremental
TLI, %
Abs. MAC
96%
97%
98%
99%
100%
101%
Av. MAC, %
MAC, %
35%
36%
37%
38%
39%

3.

Mix
Mix management helps to concentrate our focus & efforts on
the most profitable products & channels, improving Total MAC
Shape
Product Mix
Share, %
MAC, %
43%
44%
46%
23%
28%
38%
12%
16%
52%
17%
31%
100%
42%
43%

4.

Mix
Mix management helps to concentrate our focus & efforts on
the most profitable products & channels, improving Total MAC
Shape
Channel Mix
Share, %
MAC, %
26%
25%
36%
33%
28%
40%
37%
35%
46%
10%
6%
32%
100%
40%
41%
KA
SS NonKA
BTC
WSL

5.

Currency & Prime costs are volatile, this urges us to be agile to
able to respond quickly
Packs
Dairy
Sugar
Cocoa
Peanuts
Xylitol
Oil and
fats
Copyright © 2020 Mars, Incorporated — Confidential
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6.

Through optimization of our routes and truck utilization we make
our logistics costs efficient which positively impacts MAC%
Russia
EU
STU
NOV
MAC
CHE
CEAB
Turkey
Copyright © 2020 Mars, Incorporated — Confidential
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