Mars Canada Petcare p12 2016 FIercer update

Hello all,

I hope everyone is as excited as I am for the holiday season! Things are a little busier, I never seem to have enough time to get everything ready for Christmas with my family and of course, there is the strong finish to P13 we need to deliver! It continues to be an exciting time in PETCARE for sure!!!

Business Update

We have some serious momentum building!!! Mars Canada PETCARE achieved the highest NSV of the year this period with $35.2M (growth of +8.4%). And our Specialty business is on fire with P12 growth roaring in at 23.1%!! Congratulations to our Specialty team – this has been a tremendously challenging year for all, and you have handled it with absolute role model focus and dedication, getting us back to growth and delivering the fundamentals to rebuild our business. And there’s lots more exciting stuff coming in 2017!!!

P12 2016 Tracker

We also delivered 24.7% Corporate Earnings (21.2% Unit Earnings) and $8.6M in Cash with both metrics ahead of our estimates.

On a YTD basis, we are ahead on earnings by 0.6 basis points, and continue to be ahead of plan on cash by $27.1M. A special shout out to Brian Flynn for a RECORD DSO period at 12.4 days versus plan of 14.0!!! This consolidated result breaks the record of 12.7 days set way back in P11 2015. Talk about tailwind on cash!!!

Serious congratulations and thanks to everyone in Pet and Core – we had a formidable challenge coming into 2017 with $24MM in cost coming into the P&L, and Nestle not following us on pricing. Things looked decidedly less rosy at mid year, but in true FIERCE fashion, we kept at it with an absolutely spectacular P10-12, delivering some serious topline growth to get us within striking distance of our 1.3% NSV growth target. Tremendous work everyone!

So now, with only a few weeks left in shipping, WE NEED EVERY case! Making or missing our target will literally come down to roughly 4 hours of orders and shipping.

And remember, it’s not just sales, supply and supply chain: we are all Responsible for delivering the year. There is always one more thing you can do as an associate: fill that shelf, place that display, ship that order (and one more!), make that call to your account (better yet, go see them!), do that little bit extra to keep our lines running, ensure our website and screens are perfect, tweet out our holiday treating message (ask Christine Cruz-Clarke for the link if you don't have it); share it on Facebook and Snapchat (if you don't know what I'm talking about, ask your kids!); go for an in-aisle conversion when you see a shopper reach for that far inferior competitive product (if you are uncomfortable confronting a fellow shopper, just call up Chris Repa for a pep talk - 2 minutes on the phone with him and you'll want to gang-tackle the nearest Nestle display!); move that clip strip of litter scoops blocking our treats at shelf (ask Bram Russell how to do that - he's the master, even in challenging Real Atlantic Superstore!); and overall, be hyper-diligent on our quality, safety, rate and cost targets. Do that one more thing and we'll exceed our target together!

Celebrations and Latest News

Wagging some Dog Tales

Congratulations and thanks to all our associates that who helped make our adoption day at Dog Tails a success. We drove awareness around rescue dogs and Dog Tales Sanctuary, with 30k views on social media outlets, 250 visitors on November 27, and 25 dogs finding their forever homes just in time for the holidays!

(almost) green on pockets!

Demand for our great Temptations product is growing double-digits. A big thanks to all our supply folks working hard to get back to GREEN service on Temptations®. After a record output of 2920T in P12 we are well on the way!

Dentaflexing our C&T chops

Celebrating our first saleable run of DENTAFLEX - coming soon!

Coming soon to a store near you!

Holiday out and about

The team's been hard at work with some great activities around holiday advertising and promotions. Check out our latest holiday-themed C&T ad on the Pedigree Canada Facebook page. Retail's been at it too with some great display activity! Make sure you get out and buy some holiday treats for your favourite four-legged friends!

This will be my last FIERCE period letter of 2016. It has been a challenging and rewarding year and I want to thank all of you for never giving up on the year.

Thank you Saira for your communication support, and Karina for helping to keep me on track, on time and on my game. I could not do it without the two of you!

And my special heartfelt thanks to Suzanna, Liisa, Kevin, Sean, Colin, Leslie, Paul, Tim and Ken. You have boldly lead with courage and focus. "An army of lions lead by a deer will never be an army of lions." - Napoleon Bonaparte. There are no deer on our team!

To everyone at Mars Canada, I wish you all a Merry Christmas and a Happy New Year. I hope you get to spend some good quality time together with your family, friends and loved ones. Be safe, and I look forward to celebrating our great finish to 2016 together!

Best regards from my family to yours,

Chris, Ann, Michael, Megan, Connor (and Smokey, the million dollar rabbit)

Stay FIERCER my friends!

Mars Petcare Canada Internal Communication 2016


Created with images by MattysFlicks - "Christmas party animals" • Alexas_Fotos - "cat nose snout" • violetta - "huskies husky blue eye" • Joness - "cat maine coon winter" • Alexas_Fotos - "cat red christmas" • PublicDomainPictures - "dog portrait black"

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