TEGMA Fall Transportation Symposium

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1 TEGMA 2017 Fall Transportation Symposium

2 John Wilson Senior Vice President

3 Dairy industry trends

4 Million pounds Annual dairy consumption by product category Annual U.S. Commercial Disappearance Fluid Cheese NFDM Butter Frozen and cultured Source: USDA National Agricultural Statistics Service

5 Billion pounds Annual U.S. milk production Annual Milk Production CAGR +1.5% Source: USDA National Agricultural Statistics Service 5

6 Number of farms Number of Dairy Farms U.S. dairy farms 120, , ,809 dairy farms 80,000 60,000 40,000 20, Source: USDA National Agricultural Statistics Service 6

7 Average dairy cows per farm U.S. average cows per farm Annual Average U.S. Dairy Farm Size million dairy cows 41,809 dairy farms Source: USDA National Agricultural Statistics Service 7

8 U.S. milk production percent change 2016 vs

9 U.S. milk production 2016 vs (million pounds) Current milk production Qty. change from prior year % change from prior year* 9

10 We used to be an island

11 Total milk solids, percent of U.S. production U.S. dairy trade balance Total milk solids, percent of U.S. production 16% 14% Exports Imports 12% 10% 8% 6% 4% 2% 0% Source: USDA Foreign Agricultural Statistics Service 11

12 Jan-15 Feb-15 Mar-15 Apr-15 May-15 Jun-15 Jul-15 Aug-15 Sep-15 Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-16 Apr-16 May-16 Jun-16 Jul-16 Aug-16 Sep-16 Oct-16 Nov-16 Dec-16 Jan-17 Feb-17 Mar-17 Apr-17 May-17 Jun-17 Volume change from prior year (billion pounds) Milk production of major dairy Top 5 global exporters milk production Change from prior year, billion pounds Argentina Australia US New Zealand EU Source: USDA NASS, USDEC

13 Jan-15 Feb-15 Mar-15 Apr-15 May-15 Jun-15 Jul-15 Aug-15 Sep-15 Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-16 Apr-16 May-16 Jun-16 Jul-16 Aug-16 Sep-16 Oct-16 Nov-16 Dec-16 Jan-17 Feb-17 Mar-17 Apr-17 May-17 Jun-17 Billion pounds EU-28 milk production Billion pounds EU milk production 12-month rolling avg June % prior year YTD % Chg.* -0.2% Source: USDEC

14 2016 EU-28 milk production by country Million pounds Germany 70,429 Hungary 3,411 France 54,490 Lithuania 3,122 United Kingdom 32,061 Romania 2,102 Netherlands 31,579 Slovakia 1,814 Poland 24,537 Latvia 1,795 Italy 23,751 Estonia 1,576 Spain 15,132 Greece 1,365 Ireland 15,105 Slovenia 1,267 Denmark 11,633 Bulgaria 1,169 Belgium 8,557 Croatia 1,080 Austria 6,816 Luxembourg 798 Sweden 6,310 Cyprus 435 Czech Republic 6,158 Malta 95 Finland 5,268 Portugal 4,063 EU-28 total 335,916

15 Source: USDEC *Provisional estimates EU-28 milk production* June 2017

16 Jan-15 Feb-15 Mar-15 Apr-15 May-15 Jun-15 Jul-15 Aug-15 Sep-15 Oct-15 Nov-15 Dec-15 Jan-16 Feb-16 Mar-16 Apr-16 May-16 Jun-16 Jul-16 Aug-16 Sep-16 Oct-16 Nov-16 Dec-16 Jan-17 Feb-17 Mar-17 Apr-17 May-17 Jun-17 Billion pounds New Zealand milk production Billion pounds 8 7 NZ milk production 12-month rolling avg June % prior year YTD % Chg.* +3.2% Source: USDEC

17 Million pounds U.S. fluid milk sales Million pounds Monthly U.S. Fluid Milk Sales 4,500 4,300 4,100 3,900 3,700 3,500 3, June % YTD % Chg.* -1.6% Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Source: USDA Agricultural Marketing Service *Leap-year adjusted 17

18 Million pounds U.S. total NFDM and SMP commercial disappearance Million pounds 3,000 2,500 Annual U.S. NFDM & SMP Commercial Disapperance June 2017 Dom. Consumption: -22.2% Exports: +8% Forecast 2,000 1,500 1, Domestic Consumption Exports Source: USDA ERS

19 Jan-01 Jul-01 Jan-02 Jul-02 Jan-03 Aug-03 Feb-04 Aug-04 Mar-05 Sep-05 Mar-06 Sep-06 Mar-07 Oct-07 Apr-08 Oct-08 Apr-09 Nov-09 May-10 Nov-10 May-11 Dec-11 Jun-12 Dec-12 Jun-13 Jan-14 Jul-14 Jan-15 Jul-15 Feb-16 Aug-16 Feb-17 Aug-17 Dollars per pound U.S. NFDM vs. global SMP price U.S. dollars per pound $2.80 $2.60 $2.40 $2.20 $2.00 $1.80 $1.60 $1.40 $1.20 $1.00 $0.80 $0.60 $0.40 $0.20 $0.00 U.S. NFDM price (CME) Oceania SMP price (USDA) EU SMP price (EU Commission) U.S. vs Oceania powder prices Bi-Weekly Source: USDA, CME Group, GlobalDairyTrade

20 Million pounds U.S. total butter commercial disappearance Million pounds 2,500 2,000 June 2017 Dom. Consumption: -4.0% Exports: % Annual U.S. Butter Commercial Disapperance Forecast 1,500 1, Domestic Consumption Exports Source: USDA ERS

21 Jan-01 Jul-01 Jan-02 Jul-02 Jan-03 Aug-03 Feb-04 Aug-04 Mar-05 Sep-05 Mar-06 Sep-06 Mar-07 Oct-07 Apr-08 Oct-08 Apr-09 Nov-09 May-10 Nov-10 May-11 Dec-11 Jun-12 Dec-12 Jun-13 Jan-14 Jul-14 Jan-15 Jul-15 Feb-16 Aug-16 Feb-17 Aug-17 Dollars per pound U.S. butter vs. U.S. vs Oceania butter prices global butter Bi-Weekly price U.S. dollars per pound $3.20 $3.00 $2.80 $2.60 $2.40 $2.20 $2.00 $1.80 $1.60 $1.40 $1.20 $1.00 $0.80 $0.60 $0.40 $0.20 $0.00 U.S. Butter Price (CME) Oceania Butter Price (USDA) EU butter price (EU Commission) Source: USDA, CME Group, GlobalDairyTrade

22 Million pounds 14,000 12,000 U.S. total cheese commercial disappearance Million pounds June 2017 Dom. Consumption: +2.7% Exports: +32.5% Annual U.S. Total Cheese Commercial Disapperance Forecast 10,000 8,000 6,000 4,000 2,000 Domestic Consumption Exports 0 Source: USDA ERS

23 Jan-01 Jul-01 Jan-02 Jul-02 Jan-03 Aug-03 Feb-04 Aug-04 Mar-05 Sep-05 Mar-06 Sep-06 Mar-07 Oct-07 Apr-08 Oct-08 Apr-09 Nov-09 May-10 Nov-10 May-11 Dec-11 Jun-12 Dec-12 Jun-13 Jan-14 Jul-14 Jan-15 Jul-15 Feb-16 Aug-16 Feb-17 Aug-17 Dollars per pound U.S. vs. global cheese price U.S. dollars per pound $3.00 $2.80 $2.60 $2.40 $2.20 $2.00 $1.80 $1.60 $1.40 $1.20 $1.00 $0.80 $0.60 $0.40 $0.20 $0.00 U.S. vs Oceania cheese prices Bi-Weekly U.S. cheese price (CME blocks) Oceania cheese price (USDA) EU cheese price (EU Commission) Source: USDA, CME Group, GlobalDairyTrade

24 Dairy Farmers of America

25 DFA overview A farmer-owned cooperative Member farms Nearly 8,000 member farms and over 13,000 members Diversified manufacturer of dairy products, food components and ingredients and a leader in formulating and packaging shelf-stable dairy products 42 manufacturing facilities Annual sales (2016) $13.5 billion

26

27

28 Top 15 customers

29

30 DFA s Member Services What we do How we do it Risk management Financing Input and supplies Consultancy Information

31

32 42 DFA plants

33 Consumer Retail Branded cheese and butter products Revenue $515 million Manufacturing facilities 2 Employees 227

34 Ingredients Dairy protein powder, cheese ingredient and butterfat ingredient products Revenue $1.3 billion Manufacturing facilities 16 Employees 473

35 DairiConcepts Produces dairy powders, seasoning blends and Italianstyle and American-style cheese Revenue $501.9 million Manufacturing facilities 8 Employees 639

36 Beverage and Dairy Foods Create products for food and beverage companies under their label and brands Develop new products under DFA brands Revenue $623.3 million Manufacturing facilities 6 Employees 1,002

37 Fluid Milk and Ice Cream Fluid milk, yogurt, ice cream and cultured products Revenue $1.0 billion Manufacturing facilities 9 Employees 1,796

38

39 Leadership

40 Thank you!

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