a e g o r y ca p t a i a i n c n wr ig le y ’ s hs e y onecion...

IN-LINE CONFECTION

back to theConfection

basics.goes

Confection is the largest of the

snack categories in the convenience

channel and dollar sales are up in

nearly all of the segments. For the past

several years, merchandising flow in

the Confection category has been done

more by who makes the product rather

than how consumers shop the category.

While this has been a good approach

and has kept the category organized

and growing, we have seen that growth

starting to slow. Through in-depth con-

sumer research and concept testing,

there are insights that have emerged

recently that suggest a new merchan-

dising strategy which can revolutionize

how we market and buy confection

items, and this strategy offers +4% to

+6% sales dollar growth. It takes us

back to the basics by prioritizing three

simple tenets to generate one excellent

result – these three ideas presented by

Mars are: Flavor Zones, Power Brands

and Usage Occasions.

Let’s begin with Flavor Zones, which

align to the shopper decision tree. In

short, once shoppers select a category,

such as Confection, they then immedi-

ately think of flavor and begin choosing

their product. For example, if a shopper

knows that he wants a chocolate item

with a peanut/peanut butter flavor, then

he has begun to narrow his choices. If

the item he’s looking for isn’t available,

research shows that item substitu-

tions will consistently remain within that

flavor.

Next is the Power Brands, and

CATEGORY INSIGHTS™4

CAT

EGORY CAPTAIN

W RIG L E Y’S

Gum & Mints

CAT

EGORY CAPTAIN

H E R S H E Y

Confection

– Through in-depth consumer research and concept testing, there are insights that have emerged recently that suggest a new merchandising strategy which can revolutionize how we market and buy confection items...

T here are times when growth and profitability mean complicated marketing strategies and sweeping changes…and then there are times like this one – a time when we’re going back to the basics to drive positive results in Confection!

IN-LINE CONFECTION

Source: Total US-Convenience Current 52 Wks ending 8/15/15

1st Quarter 2017 5

FlavorZonesDistinct Flavor ZonesAligning to Shopper

Decision Tree

+PowerBrandsChocolate Power Brands in

Lead Position

+Usage

OccasionsBulk Gum and Items in

Lead Position


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these are the products that deliver

large dollars, high household penetra-

tion rates and have extensive marketing

support. M&M’s, Reese’s and Snick-

ers are the three power brands for

chocolate and they should be blocked

together and be the predominant brand

presence on your shelf. Placing the

chocolate power brands in the lead po-

sition has been proven to drive a +4%

lift in dollar sales and it also supported

the easiest and quickest shopping

experience.

The final part of the strategy is Us-

age Occasions, which refers mainly to

gum and mints. The take-away here is

that Gum Bulk and opening price point

items should be merchandised in the

lead position for best results.

By executing this “back to the

basics” strategy that focuses on how

consumers shop, you can drive +4-6%

sales growth in Confection!

So now that we’ve reviewed the

merchandising strategy for this cat-

egory, let’s take a closer look at the

individual segments.

Chocolate and Non-Chocolate

Both chocolate and non-chocolate

items are part of the Confection

category, with chocolate up marginally

at 1.5% and non-chocolate showing

continued, stronger growth at 3.2%.

Within chocolate, Hershey, Mars, and

Nestle are the predominant brands that

you must offer but the real story is in

pack size: King vs. Standard.

For several years, there has been

a shift occurring where more and more

consumers were trading up to King

Size. Over time, this has led some

c-store operators to believe that the

standard size pack type isn’t important

– this is false!

Pack type sales show that although

king is the leader, standard pack types

are still a strong second place, larger

than gum and mints combined.

In addition, within Immediate Con-

sumption (IC) Confection, 25-30% of

buyers purchase ONLY standard pack

Easy to FindSpecific Brands

32%

% of Shoppers Responding “Strongly Agree”Hershey Led Manufacturers Block vs Power Brand Led Brand Block

50%

31%

47%

29%

53%

28%

53%

30%

49%

Easy to FindSpecific Flavors

Easy to FindSpecific Items

Aisle is Quickto Shop

Shelf OrganizationMade Sense

Source: Mars/Kantar Retail C-Store Control Store Test, March – April 2015. Results at 96% CI; Mars/Kantar In Store Shopper Intercepts at Control & Test Store, April 2015

– Placing the chocolate power brands in the lead position has been proven to drive a +4% lift in dollar sales and it also supported the easiest and quickest shopping experience.

King

$924

.9M

Packtype Sales (M)

Standard

$582

.6M

GumIC

$440

.1M

Mint

$128

.9M

Dollar Change

44.5%

3.5%

28.1%

-7.3%

21.2%

-3.0%

6.2%

3.0%

Dollar Share

Source: Nielsen; Total U.S. C-Store; YTD 6/11/16

1st Quarter 2017 7

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types so you will potentially lose those

customers if you drop standard from

your offering.

Moving on to the non-chocolate

sub-category, Fruit Snacks are the item

to talk about due to them experienc-

ing the highest confection growth at

+14.7% in dollar sales, with the #1

brand, Welch’s, leading the charge.

Gum and Mints

Similar to recent years, the status of

Gum and Mints is somewhat unchanged

– gum is still down slightly at -2.8%

and mints are up at +3.1%. Within

gum, Wrigley owns 61% of the total

gum share, but is experiencing softness

in their core brands such as Double-

mint, Juicy Fruit and Eclipse. However,

their Extra brand is growing due to a

successful campaign launch.

Mondelez is also in decline at a rate

of -33.4% due to three consecutive

years of Stride losses. On the other

hand, Mentos is up 14.2% as a result

of increased distribution of Pure small

bottles; however, they only represent

3% of the gum category.

On the mints side, all of the manu-

facturers are enjoying positive growth

trends with Ferrero leading the charge

at +10.7% growth. From a brand per-

spective, Altoids Arctic, Tic Tac and Ice

Breakers are all healthy and growing.

The Breath Savers brand is in decline,

but this is caused and being offset by

growth in Ice Breakers. All of these

products enjoy high brand recognition

and have utilized product innovation to

drive sales.

Innovation Success

Innovation comes in many forms.

Earlier in this article, we outlined

the exciting new merchandising and

planogram flow so now let’s turn our

attention to some of the exciting new

products emerging. Hershey’s new

Cookie Layer Crunch will accelerate

confection snack growth by delivering

against consumers’ snacking needs and

usage occasions. Hershey took note

that consumers are looking for a tasty,

satisfying snack that’s highly portable,

and it’s expected that this product will

debut to high acclaim and profitable

sales!

Another highly successful product

launch has been the Reese’s With

Pieces Peanut Butter Cup. This prod-

uct combines two of Hershey’s most

popular items into one appealing, highly

portable product.

The success that Hershey is see-

ing results from their dedication to

innovation, with new item sales being

responsible for $56 million in Confection

category growth in 2015. This foresight

and willingness to invest in the future

is what will drive growth and sales for

– Mints; all of the manufacturers are enjoying positive growth trends with Ferrero leading the charge at +10.7% growth.

Gum Brand Performance$ % Change

5

JuicyFruit

Stride

Dentyne

-1.9%

3.9%Extra

DoubleMint

Orbit

Trident

IceBreakers

Mentos

285.1%

-16.1%

-2.2%

-13.6%

7.9%

-25.4%

-4.1%

8.3%

Source: Nielsen Total C-Store 38 Wks Ending 9/24/16

Mint Brand Performance

Altoids

Altoids Arctic

Ice Breakers

Lifesavers

Breath Savers

Tic Tac

Mentos

1.0%

11.8%

4.7%

-9.6%

4.0%

10.7%

6.5%

Source: Nielsen Total C-Store 52 Wks Ending 8/13/16


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manufacturers and c-store owners alike.

In addition, Mondelez is also pushing

the envelope with regard to innovation

as they move toward the launch of their

Milka Oreo Chocolate Candy Bar. Oreos

have long been a highly popular cookie

snack and have both brand recogni-

tion and a high household penetration

rate. All of these attributes made it the

perfect product for innovation!

The new bar combines bits of Oreo

cookies mixed in rich Oreo cream and

coated in European milk chocolate.

It’s highly portable and based upon

its launch data in other countries, it is

expected to do very well.

Seasonal Items

Seasons as a marketing strategy

and seasonal items continue to be key

sales drivers, but remain under-devel-

oped in the convenience channel. For

example, across all channels, seasonal

is responsible for 31.9% of sales, but in

convenience that number is only 4.3%

- this discrepancy means that there is a

HUGE opportunity for growth in conve-

nience!

Easter was one of the first seasons

to get traction in this marketing strategy

and it remains one of your best oppor-

tunities. In addition, longer Easter sea-

sons have produced strong growth in

the past and 2017 is projected to bring

+30% category growth since it will be

20 days longer! To take advantage of

this longer season, be sure to utilize

the top Easter brands in early displays

to optimize sales. Hershey’s Reese and

Cadbury franchises account for 73%

of all Easter sales so they are a “must

have” in your Easter product mix.

xAOC C-Store

Easter 2016

Everyday68.1%

Seasonal31.9%

Seasonal 4.3%

Everyday95.7%

Source: Nielsen Seasonal Flagged Items andTime Periods

– Seasons as a marketing strategy and seasonal items continue to be key sales drivers, but remain under-developed in the convenience channel.

Sub-Category % Change

2.7%

2.8%

-0.8%

3.0%

3.9%

-1.3%

-2.1%

-0.5%

-4.4%

4.0%

-1.8%

0.6%

11.7%

12.0%

12.8%

Chocolate

Non-Chocolate

Gum

Mints

Fruit Snacks

DollarsUnitsVolume

Source: IRI, Total U.S. Convenience, 52 Weeks Ending 8/7/2016, including Seasonal

results from testing are proving to be

very positive for Standard Bars and total

instant consumables. Stay tuned for

updates on final results and how it may

impact future recommended confection

category merchandising.

So as you prepare your Confection

offering, consider those brands that

are pushing the envelope and creating

growth through innovation. In addition,

remember the new merchandising plan

and use Flavor Zones, Power Brands

and Usage Occasions to your benefit.

Through the implementation of all of

these techniques, you’ll take your Con-

fection category back to the basics and

forward toward profitability! Eby-Brown

offers several different planograms to

meet your needs and space require-

1st Quarter 2017 9

IN-LINE CONFECTION

Finally, remember what we men-

tioned earlier – Seasonal items are

highly incremental and you will increase

your sales by carrying both your stan-

dard items and the appropriate Sea-

sonal item mix.

Things to look for in 2017

As we look into 2017, we continue

to look for new innovation whether that

be items or merchandising. There is

ongoing testing being done to enhance

the performance of the standard bar

such as multiple layouts to improve

positioning on shelf. As previously men-

tioned, standard bars are an important

pack-type in the confection category

with more than one-third of shoppers

only purchasing Standard Bars. Early

DistinctSdtFlavorZones

Bulk Gum Leads

PowerBrandsLead forChoc

VerticalFlavorZonesforNon-Choc

VerticalBrand Blocks forChoc/Non-Choc

Share/KingOverSingles

Gum LeadsWith Bulk& PowerBrands

Opp AndFun GumFollowPowerBrands

HorizontalBrandBlocksForGum

HorizontalFlavorZonesForMints

VerticalBrandBlocksForMints

Gum Power Brands ExtremeMintGum

Intense Mints

Gum PowerBrands Leads

OPP Gum

Peanut Butter/Peanuts

Fun Gum

PlainChocolate

Wafer Caramel NonTraditional

EverydayFruit

Every-day

Sour

Everyday Licorice

Mild Mints

Fruity Mints

Novelty

Merchandising Strategy/Item Placement

Source: Total US-Convenience: Current 52 Wks ending 8/15/15

ments, and as always, consult your

Eby-Brown representative for assis-

tance in creating a plan tailored to meet

your needs.

Sources: Total US-Convenience. Current 52 Wks ending 8/15/15; Mars/Kantar Retail C-Store Control Store Test, March – April 2015. Results at 96% CI; Mars/Kantar In Store Shopper Intercepts at Control & Test Store, April 2015; Nielsen; Leading C-Store Retailer Loyalty Data, Nielsen; IRI, Total U.S. Convenience, 52 Weeks Ending 8/7/2016, including Seasonal; Source: Nielsen Total C-Store 52 Wks Ending 8-13-16; Nielsen Seasonal Flagged Items and Time Periods.

IN-LINE CONFECTION


NOTES:

1. Always place Reese’s first in line. A reverse flow layout is also available.

2. See your Eby-Brown representative for any regional versions, such as a Pearson’s version for the Minneapolis market.

1st Quarter 2017 11

IN-LINE CONFECTION

Implement the Eby-Brown recommended 12ft In-Line Candy planogram to maximize your category dollars.

Planogram item listings are on pages 12-13.

12ft In-Line Candy Planogram

IN-LINE CONFECTION


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ITEM # DESCRIPTION

ITEM # DESCRIPTION

ITEM # DESCRIPTION

WRIG ECLIPSE WFRST BTLWRIG ECLIPSE SPRMT BTLWRIG ORBIT WH S/C PEPWRIG ORBIT WH S/C SPRICE BRKR IC PPRMNT BTLICE BRKR IC SPRMNT BTLICE BRKR IC GRAPE BTLMENTOS PRFRSH MNT GUMMENTOS PRFRSH SPRMNTWRIG SLMPK DOUBLEMINTWRIG SLMPK WINTERFRSHWRIG SLMPK SPEARMINTWRIG SLMPK BIG REDWRIG SLMPK JUICYFRUITTRIDENT V/PAK PEPERMTTRIDENT V/PAK SPRMTTRIDENT V/PAK WTRGRENTRIDENT V/PAK MNT/SWTTRIDENT PEPMINT SNGLTRIDENT V/PAK CINNMONTRIDENT V/PAK BUBBLETRIDENT V/PAK WTM TWSTRIDENT V/PAK TRP TWSTRID FRESH PEPPERMINTTRID FRESH SPEARMINTTRIDENT WHT PEPMNTTRIDENT WHT SPEARMTDENTYNE ICE PEPPERMNTDENTYNE ICE SPEARMINTDENTYNE ICE ARTIC CHLDENTYNE ICE GLCR GUMDENTYNE ICE ICEBRG GUMALTOIDS PEPPERMINTALTOIDS WINTERGREENALTOID ARTIC P/MNTALTOID ARTIC W/GRNALTOID ARTIC STRWBRYBREATHSVR PROTECT PEPBREATHSVR PROTECT SPRICE BRKR MINT TINICE BRKR WNTRGRN MINTICE BRKR SPRMT MINT

WRIG ORBIT PEPPERMINTWRIG ORBIT SPEARMINTWRIG ORBIT WINTERMINTWRIG ORBIT SWEETMINTWRIG ORBIT BUBBLEMINTWRIG ORBIT STWBRY RMXWRIG PP35 DOUBLEMINTWRIG PP35 WINTERFRSHWRIG PP35 SPEARMINT

WRIG PP35 BIG REDWRIG PP35 JUICYFRUITEXTRA SLMPK PEPPERMNTEXTRA SLMPK SPRMNTEXTRA SLMPK POLAR ICEEXTRA SLMPK WNTRFRSHEXTRA SMOOTH MINTEXTRA SLMPK CINNAMONEXTRA SLMPK CLSC BBLEXTRA SLMPK FRTSENWTRWRIG ECLIPSE WINTERFRSTWRIG ECLIPSE SPEARMNTWRIG ECLIPSE POLAR ICEWRIG ECLIPSE PEPMNTICE BRKR BLST SPRMTICE BRKR BLST PMNTTIC TAC MINTTIC TAC WTRGREENTIC TAC ORANGETIC TAC FRT ADVTRMENTOS NOWMNT PRMNTMENTOS PEPPERMINTMENTOS FRUITBREATHSVR PEPPERMINTBREATHSVR WINTERGRNLIFESVR 5 FLAVORICE BRKR FROST PEPMNTICE BRKR DUO STRAWBERRYICE BRKR DUO W/MELONICE BRKR DUO MNT GRP

WRIG 5 COBALTWRIG 5 RAINWRIG 5 ASCENTWRIG 5 MYSTERY MINTWRIG 5 RPM MINTWRIG 5 REACT MINTWRIG 5 PRISMWRIG 5 FLOOD SR STRWBSTRIDE PEPRMNT SLABSTRIDE SPRMNT SLABSTRIDE ICYMINT SLABSTRIDE MELOPEACH SLABSTRIDE LEMONBRY SLABBBL TAPE AWSOME ORIGH/BUBBA STR/WATRH/BUBBA OUTRAGUESJUICY FRT BBL GUM ORGWRIG SLMPK SB STRWJUICY FRT STRBTWTRMLNSTRIDE SR PATCH WMLNSTRIDE SR PTCH BRSBRYHERSH TAKE 5 KING

HEATH KING SIZE 2ZALMOND JOY KING 3ZMOUNDS KINGSIZE 3ZTWIZZLER STRAW KS 5ZJR KS BITESSKITTLES FRUIT KS 4ZSKITTLES KS WLD BRYSKITTLES SOUR KSSKITTLES KS BRIGHTSDE

REESE CUP KING 2ZREESE WHITE KS BARREESE PB CUP MINI KSREESE KS W/REESE PCSSNICKERS KS 2PC 3ZSNICKERS ALM KS 2PCM&M PEANUT KS 3ZM&M PLAIN KS 3ZHERSH ALMOND KS 2ZHERSH MILK KING 2ZKIT KAT KINGSIZE 2ZKIT KAT MINIS KSKIT KAT KS BIGKATTWIX KSTWIX KS BITESMILKY WAY KS 3ZBUTTERFINGER BIG 3.7ZBUTTERFINGER KS PB CUPSTARBURST KS MINISTARBURST KS ORIG

REESE STICK KSREESE BIG CUP KSREESE FAST BREAK KSPAYDAY KINGSIZE 3ZSNICKERS PB SQRD KS 3.56ZSNICKERS XTREME KSM&M PNUTBTR KSM&M KS COFFEE NUTHERSH CKY N CRM KSHERSH KS CKYLYR CARMKIT KAT KS WHITEKIT KAT WHT MINIS KSCAD CARMELO KS 3ZTWIX PB KSMILKY WAY KS MIDNIGHTMILKYWAY KS SMPL CARMZERO BAR KING SIZE 3ZMUSKETEER KSSTARBURST KS GUMMYSTARBURST KS GUMMY SR


1st Quarter 2017 13

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SIXTH SHELF934620599019150789979849682039349019850040206364527719268242057820396345173396234740860504860504878851048851030

SEVENTH SHELF1434049746136883793463893650088610113946139046822031376313722138213489041451488612715503134587207717207633977031481115354504571

EIGHTH SHELF9789324972979789241414214233706069682013

397695130031422539771126734434888838595597204214217134411402796044336007314829701037345652504498

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ITEM # DESCRIPTION

ITEM # DESCRIPTION

NUTRAGEOUS KINGREESE CRUNCHY KSREESE PIECES KSREESE KS CRNCH BIG CUPSNICKERS KS CRISPERSNICKERS KS HAZELNUTM&M PRETZEL KSMR GOODBAR KING ZWHATCHAMACALLIT KS2.6YORK MINIS KSNES CRUNCH KING 2ZBABY RUTH BIG BAR 3.7MILKA KS OREO CH BARMALLO CUP KINGSIZESWEETART KS CHWY ROPESWEDISH FISH KS 3.4ZSR PATCH KIDS KS 3.4ZGUMISVR KS 5 FLAVORGUMISVR COLLISION

REESE CUPREESE BIG CUPREESE CUP W/REESE PCSNUTRAGEOUSREESE FAST BREAK BARSNICKERSSNICKERS ALM BARM&M PEANUTM&M PLAINHERSH MILKHERSH ALMONDKIT KATKIT KAT WHITETWIXMILKYWAYZERO BARYORK MINTTANGY TAFFY STRAWTANGY TAFFY CHERRYTWIZZLER STRAWSKITTLES FRUIT 2.17ZSKITTLES WBERRYSKITTLES SWT & SOUR

REESE PIECESREESE CUP WHITEREESE STICKSPAYDAYWHATCHAMACALLITSNICKERS PB SQRDSNICKERS CRISPER

CAD CARMELOM&M PNUTBTRROLOHERSH TAKE 5 BARHERSH CKY N CRMHERSH CKYLYR CARM BARKIT KAT BIG KATTWIX PBMILKYWAY MIDNIGHTALMOND JOYMOUNDS DARKSR PUNCH STRAWBERRYSR PUNCH BLRASPBERRYSTARBURST ORIG 2.07ZSTARBURST FAVEREDSSTARBURST SUMMR SPLSHSTARBURST SWT & SOUR

SKORHEATHMR GOODBARDOVE MILKSNICKERS HAZELNUT BARNES CRUNCHMUSKETEERM&M MINI MEGA TUBESBUTTERFINGERBUTTERFINGER PB CUPMILKA OREO CHOC BARROCHER 3PC SHELF UNITGOETZE COW TALES VANMILKYWAY SMPLY CARMMAMBA FRUIT CHEWSAIRHEAD 6 PAKAIRHEAD BITES FRUITAIRHEAD BITES BERRYAIRHEAD XTREME BELTSSWEETART CHEWYSWEETART CHW/SR ROLLSWEETART ROLLSWEETART CHWY ROPE

Displays and Counter Unitscreate opportunities for

impulse buys.

12ft In-Line Candy - continued

IN-LINE CONFECTION



Implement the Eby-Brown recommended 9ft In-Line Candy planogram to

maximize your category dollars.

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936450921064SIXTH SHELF9346203485739798495990199795913490194527716469192682420388934661322784504878851048660100SEVENTH SHELF14340

ITEM # DESCRIPTION

ITEM # DESCRIPTION

WRIG ECLIPSE SPRMT BTLICE BRKR IC PPRMNT BTLMENTOS PRFRSH SPRMNTMENTOS PRFRSH MNT GUMWRIG SLMPK DOUBLEMINTWRIG SLMPK WINTERFRSHWRIG SLMPK SPEARMINTWRIG SLMPK BIG REDWRIG SLMPK JUICYFRUITTRIDENT V/PAK PEPERMTTRIDENT V/PAK SPRMTTRIDENT V/PAK WTRGRENTRIDENT V/PAK MNT/SWTTRIDENT PEPMINT SNGLTRIDENT V/PAK CINNMONTRIDENT V/PAK BUBBLETRIDENT V/PAK WTM TWSTRIDENT V/PAK TRP TWSTRIDENT WHT PEPMNTTRIDENT WHT SPEARMTDENTYNE ICE PEPPERMNTDENTYNE ICE SPEARMINTDENTYNE ICE ARTIC CHLALTOIDS PEPPERMINTALTOIDS WINTERGREENALTOID ARTIC P/MNTALTOID ARTIC STRWBRYBREATHSVR PROTECT PEPBREATHSVR PROTECT SPRICE BRKR MINT TINICE BRKR WNTRGRN MINT

WRIG ORBIT PEPPERMINTWRIG ORBIT SPEARMINTWRIG ORBIT WINTERMINTWRIG ORBIT SWEETMINTWRIG ORBIT BUBBLEMINTWRIG ORBIT STWBRY RMXWRIG PP35 DOUBLEMINTWRIG PP35 WINTERFRSHWRIG PP35 SPEARMINTEXTRA SLMPK PEPPERMNTEXTRA SLMPK SPRMNTEXTRA SLMPK POLAR ICEEXTRA SLMPK WNTRFRSHEXTRA SMOOTH MINTEXTRA SLMPK CLSC BBLEXTRA SLMPK FRTSENWTRWRIG ECLIPSE WINTERFRSTWRIG ECLIPSE SPEARMNTICE BRKR BLST SPRMTTIC TAC MINTTIC TAC ORANGETIC TAC FRT ADVTRMENTOS PEPPERMINTMENTOS FRUITBREATHSVR PEPPERMINT

TWIX KS BITESSTARBURST KS MINI

NUTRAGEOUS KINGREESE FAST BREAK KSREESE KS CRNCH BIG CUPREESE CRUNCHY KSSNICKERS XTREME KSSNICKERS KS HAZELNUTWHATCHAMACALLIT KS2.6HEATH KING SIZE 2ZYORK MINIS KSBUTTERFINGER BIG 3.7ZBUTTERFINGER KS PB CUPMUSKETEER KSSR PATCH KIDS KS 3.4ZGUMISVR KS 5 FLAVORSTARBURST KS ORIG

REESE CUP

BREATHSVR WINTERGRNLIFESVR 5 FLAVORICE BRKR DUO STRAWBERRYICE BRKR DUO W/MELON

WRIG 5 COBALTWRIG 5 RAINWRIG 5 ASCENTWRIG 5 MYSTERY MINTWRIG 5 RPM MINTWRIG 5 REACT MINTWRIG 5 PRISMSTRIDE PEPRMNT SLABSTRIDE SPRMNT SLABSTRIDE ICYMINT SLABBBL TAPE AWSOME ORIGH/BUBBA STR/WATRJUICY FRT BBL GUM ORGJUICY FRT STRBTWTRMLNWRIG SLMPK SB STRWSTRIDE SR PATCH WMLNHERSH TAKE 5 KINGCAD CARMELO KS 3ZALMOND JOY KING 3ZTWIZZLER STRAW KS 5ZSKITTLES FRUIT KS 4ZSKITTLES KS WLD BRYSKITTLES KS BRIGHTSDE

REESE CUP KING 2ZREESE WHITE KS BARREESE PB CUP MINI KSSNICKERS KS 2PC 3ZSNICKERS PB SQRD KS 3.56ZM&M PEANUT KS 3ZM&M PLAIN KS 3ZHERSH ALMOND KS 2ZHERSH MILK KING 2ZKIT KAT KINGSIZE 2ZKIT KAT KS WHITEKIT KAT KS BIGKATTWIX KSMILKY WAY KS 3ZSTARBURST KS GUMMY SR

REESE STICK KSREESE BIG CUP KSREESE KS W/REESE PCSPAYDAY KINGSIZE 3ZSNICKERS ALM KS 2PCSNICKERS KS CRISPERM&M PNUTBTR KSM&M KS COFFEE NUTHERSH CKY N CRM KSHERSH KS CKYLYR CARMKIT KAT MINIS KSKIT KAT WHT MINIS KSTWIX PB KS

ITEM # DESCRIPTION

1st Quarter 2017 15

IN-LINE CONFECTION

497461368837934638886101139041376313722138213489041451488612739771115503134411481115354EIGHTH SHELF936500978924978932

49729714142139463490276822032673443488881423338595597204214217397695142251402714829701037BOTTOM SHELF14050853416995290

978627134581408413003886119935387148379805165871707207631457176192416212345652

ITEM # DESCRIPTION

ITEM # DESCRIPTION

ITEM # DESCRIPTION

REESE BIG CUPREESE CUP W/REESE PCSNUTRAGEOUSSNICKERSM&M PEANUTHERSH MILKHERSH ALMONDKIT KATKIT KAT WHITETWIXMILKYWAYHERSH TAKE 5 BARZERO BARALMOND JOYSKITTLES FRUIT 2.17ZSKITTLES WBERRY

REESE FAST BREAK BARREESE STICKSREESE PIECES

REESE CUP WHITEPAYDAYSNICKERS ALM BARSNICKERS HAZELNUT BARM&M PLAINHERSH CKY N CRMHERSH CKYLYR CARM BARWHATCHAMACALLITKIT KAT BIG KATTWIX PBMILKYWAY MIDNIGHTCAD CARMELOROLOMOUNDS DARKSTARBURST ORIG 2.07ZSTARBURST FAVEREDS

MR GOODBARDOVE MILKSKOR

HEATHYORK MINTNES CRUNCHM&M PNUTBTRMUSKETEERBUTTERFINGERMAMBA FRUIT CHEWSAIRHEAD BITES FRUITAIRHEAD XTREME BELTSTANGY TAFFY CHERRYSWEETART ROLLSWEETART CHWY ROPESWEETART CHEWYSTARBURST SUMMR SPLSH

IN-LINE CONFECTION



Implement the Eby-Brown recommended 8ft In-Line Candy planogram to

maximize your category dollars.

TOP SHELF34802939650770234010785255441077710769107931720217236758961922963758847172855784015329038548108548028548448548368548512267332881594299538335627582636616

SECOND SHELF339754344796339762570531501833721704122451087610694681481148656356985099085101496050074196774197585784711999120213373459548956311049844027922088

THIRD SHELF6487176485769362035044498411977763447448623890643890493890569126535864394957978460971945205944527712079257165320404936260

FOURTH SHELF2066939860234857316675850693202222021420628206102067733735241665345603

FIFTH SHELF25378170420536884515941476002682039770446348896668228397331884155979831972422921064

SIXTH SHELF934620639039

9798495990199795913490193512471671732278420388934661667659387753

SEVENTH SHELF14340936500368837

ITEM # DESCRIPTION

ITEM # DESCRIPTION

WRIG ECLIPSE SPRMT BTLICE BRKR IC PPRMNT BTLMENTOS PRFRSH MNT GUMWRIG SLMPK DOUBLEMINTWRIG SLMPK WINTERFRSHWRIG SLMPK SPEARMINTWRIG SLMPK BIG REDWRIG SLMPK JUICYFRUITTRIDENT V/PAK PEPERMTTRIDENT V/PAK SPRMTTRIDENT V/PAK WTRGRENTRIDENT PEPMINT SNGLTRIDENT V/PAK CINNMONTRIDENT V/PAK BUBBLETRIDENT V/PAK WTM TWSTRIDENT V/PAK TRP TWSTRIDENT WHT PEPMNTTRIDENT WHT SPEARMTDENTYNE ICE PEPPERMNTDENTYNE ICE SPEARMINTDENTYNE ICE ARTIC CHLALTOIDS PEPPERMINTALTOIDS WINTERGREENALTOID ARTIC P/MNTALTOID ARTIC STRWBRYICE BRKR MINT TINICE BRKR WNTRGRN MINT

WRIG ORBIT PEPPERMINTWRIG ORBIT SPEARMINTWRIG ORBIT WINTERMINTWRIG ORBIT SWEETMINTWRIG ORBIT BUBBLEMINTWRIG ORBIT STWBRY RMXWRIG PP35 DOUBLEMINTEXTRA SLMPK PEPPERMNTEXTRA SLMPK SPRMNTEXTRA SLMPK POLAR ICEEXTRA SLMPK WNTRFRSHEXTRA SLMPK FRTSENWTRWRIG ECLIPSE WINTERFRSTWRIG ECLIPSE SPEARMNTICE BRKR BLST SPRMTTIC TAC MINTTIC TAC ORANGETIC TAC FRT ADVTRMENTOS PEPPERMINTMENTOS FRUITBREATHSVR PROTECT SPRBREATHSVR PEPPERMINTBREATHSVR WINTERGRNLIFESVR 5 FLAVORICE BRKR DUO STRAWBERRYICE BRKR DUO W/MELON

REESE KS CRNCH BIG CUPREESE CRUNCHY KSSNICKERS XTREME KSSNICKERS KS HAZELNUTM&M KS COFFEE NUTMILKY WAY KS 3ZMUSKETEER KSBUTTERFINGER BIG 3.7ZBUTTERFINGER KS PB CUPTWIZZLER STRAW KS 5ZSTARBURST KS GUMMY SR

REESE CUPREESE FAST BREAK BARREESE CUP W/REESE PCS

WRIG 5 COBALTWRIG 5 RAINWRIG 5 ASCENTWRIG 5 MYSTERY MINTWRIG 5 RPM MINTWRIG 5 REACT MINTWRIG 5 PRISMSTRIDE PEPRMNT SLABSTRIDE SPRMNT SLABSTRIDE ICYMINT SLABBBL TAPE AWSOME ORIGH/BUBBA STR/WATRJUICY FRT STRBTWTRMLNWRIG SLMPK SB STRWSTRIDE SR PATCH WMLNALMOND JOY KING 3ZWHATCHAMACALLIT KS2.6CAD CARMELO KS 3ZHERSH TAKE 5 KINGSKITTLES FRUIT KS 4ZSKITTLES KS WLD BRY

REESE CUP KING 2ZREESE WHITE KS BARREESE FAST BREAK KSSNICKERS KS 2PC 3ZSNICKERS PB SQRD KS 3.56ZM&M PEANUT KS 3ZM&M PLAIN KS 3ZHERSH ALMOND KS 2ZHERSH MILK KING 2ZKIT KAT KINGSIZE 2ZKIT KAT KS WHITETWIX KSSKITTLES KS BRIGHTSDE

REESE STICK KSREESE PB CUP MINI KSREESE KS W/REESE PCSPAYDAY KINGSIZE 3ZSNICKERS ALM KS 2PCSNICKERS KS CRISPERM&M PNUTBTR KSHERSH KS CKYLYR CARMHERSH CKY N CRM KSKIT KAT KS BIGKATKIT KAT MINIS KSKIT KAT WHT MINIS KSTWIX PB KSSTARBURST KS MINI

NUTRAGEOUS KINGREESE BIG CUP KS

ITEM # DESCRIPTION

1st Quarter 2017 17

IN-LINE CONFECTION

8861011390413763137221382138595514514972042140271481115354

EIGHTH SHELF978932978924497297

14142349027682203142332673443488883489048861273976953977111344114829701037

BOTTOM SHELF14050

142259786279952901394613003134588534168861199353871421798051672076314571761924345652

ITEM # DESCRIPTION

ITEM # DESCRIPTION

ITEM # DESCRIPTION

SNICKERSM&M PEANUTHERSH MILKHERSH ALMONDKIT KATKIT KAT BIG KATTWIXTWIX PBMOUNDS DARKSKITTLES FRUIT 2.17ZSKITTLES WBERRY

REESE PIECESREESE STICKSREESE CUP WHITE

PAYDAYSNICKERS HAZELNUT BARM&M PLAINWHATCHAMACALLITHERSH CKY N CRMHERSH CKYLYR CARM BARKIT KAT WHITEMILKYWAYCAD CARMELOHERSH TAKE 5 BARALMOND JOYSTARBURST ORIG 2.07ZSTARBURST FAVEREDS

MR GOODBAR

ROLOHEATHSKORSNICKERS ALM BARM&M PNUTBTRYORK MINTDOVE MILKMUSKETEERBUTTERFINGERMILKYWAY MIDNIGHTAIRHEAD BITES FRUITTANGY TAFFY CHERRYSWEETART ROLLSWEETART CHWY ROPESTARBURST SUMMR SPLSH

IN-LINE CONFECTION


This 6ft In-Line Candy planogram is recommended for smaller stores lacking space for an 8ft or larger section.

TOP SHELF70234010785255441077710769107931720217236172855784015329038548108548448548368548512267332881594299527582636616

SECOND SHELF33975434479633976257053172170412245108761069468148563569850990851014741967741975337345954895631199912021844027

THIRD SHELF648717

64857693620374486238906438904938905691265358649784604527715716532079266765920404

FOURTH SHELF20669398602166758506932022220214206282061020677337352

FIFTH SHELF70420536884563903915941682039979591770446668228397331884155979831

SIXTH SHELF253781979849348573934620349019

3512473488964166516717322784

SEVENTH SHELF14340368837886101139041376313722138213489041451414811

EIGHTH SHELF9365004972971414213946682203397695267344886127385955134411402714829

BOTTOM SHELF1423313458978627349027130038861199353871421798051672076314571761924

ITEM # DESCRIPTION

ITEM # DESCRIPTION

MENTOS PRFRSH MNT GUMWRIG SLMPK DOUBLEMINTWRIG SLMPK WINTERFRSHWRIG SLMPK SPEARMINTWRIG SLMPK BIG REDWRIG SLMPK JUICYFRUITTRIDENT V/PAK PEPERMTTRIDENT V/PAK SPRMTTRIDENT V/PAK BUBBLETRIDENT V/PAK WTM TWSTRIDENT V/PAK TRP TWSTRIDENT WHT PEPMNTDENTYNE ICE PEPPERMNTDENTYNE ICE SPEARMINTDENTYNE ICE ARTIC CHLALTOIDS PEPPERMINTALTOIDS WINTERGREENALTOID ARTIC P/MNTICE BRKR MINT TINICE BRKR WNTRGRN MINT

WRIG ORBIT PEPPERMINTWRIG ORBIT SPEARMINTWRIG ORBIT WINTERMINTWRIG ORBIT SWEETMINTWRIG ORBIT STWBRY RMXWRIG PP35 DOUBLEMINTEXTRA SLMPK PEPPERMNTEXTRA SLMPK SPRMNTEXTRA SLMPK POLAR ICEEXTRA SLMPK FRTSENWTRWRIG ECLIPSE WINTERFRSTWRIG ECLIPSE SPEARMNTTIC TAC MINTTIC TAC ORANGEBREATHSVR PROTECT SPRBREATHSVR PEPPERMINTBREATHSVR WINTERGRNMENTOS PEPPERMINTMENTOS FRUITICE BRKR DUO STRAWBERRY

WRIG 5 COBALT

M&M KS COFFEE NUTHERSH KS CKYLYR CARMTWIX KSMILKY WAY KS 3ZMUSKETEER KS

REESE CUPREESE CUP W/REESE PCSSNICKERSM&M PEANUTHERSH MILKHERSH ALMONDKIT KATKIT KAT WHITETWIXSKITTLES FRUIT 2.17Z

REESE FAST BREAK BARREESE CUP WHITEPAYDAYSNICKERS ALM BARM&M PLAINCAD CARMELOHERSH CKY N CRMMILKYWAYKIT KAT BIG KATALMOND JOYMOUNDS DARKSTARBURST ORIG 2.07Z

WHATCHAMACALLITYORK MINTHEATHSNICKERS HAZELNUT BARM&M PNUTBTRMUSKETEERBUTTERFINGERMILKYWAY MIDNIGHTAIRHEAD BITES FRUITTANGY TAFFY CHERRYSWEETART ROLLSWEETART CHWY ROPE

WRIG 5 RAINWRIG 5 ASCENTWRIG 5 PRISMSTRIDE PEPRMNT SLABSTRIDE SPRMNT SLABSTRIDE ICYMINT SLABBBL TAPE AWSOME ORIGH/BUBBA STR/WATRWRIG SLMPK SB STRWWHATCHAMACALLIT KS2.6HERSH TAKE 5 KINGCAD CARMELO KS 3ZTWIZZLER STRAW KS 5ZSKITTLES FRUIT KS 4Z

REESE CUP KING 2ZREESE WHITE KS BARSNICKERS KS 2PC 3ZSNICKERS PB SQRD KS 3.56ZM&M PEANUT KS 3ZM&M PLAIN KS 3ZHERSH ALMOND KS 2ZHERSH MILK KING 2ZKIT KAT KINGSIZE 2ZKIT KAT KS WHITE

REESE PB CUP MINI KSREESE KS W/REESE PCSREESE BIG CUP KSPAYDAY KINGSIZE 3ZSNICKERS KS CRISPERSNICKERS XTREME KSM&M PNUTBTR KSHERSH CKY N CRM KSKIT KAT KS BIGKATKIT KAT MINIS KSKIT KAT WHT MINIS KS

REESE STICK KSREESE KS CRNCH BIG CUPREESE FAST BREAK KSNUTRAGEOUS KINGSNICKERS KS HAZELNUT

ITEM # DESCRIPTION


IN-LINE CONFECTION


1st Quarter 2017 19


IN-LINE CONFECTION

This 4ft In-Line Candy planogram is recommended for smaller stores lacking space for an 8ft or larger section.

TOP SHELF10785107931720217236532903578401854810854844854851226732758263661612021

SECOND SHELF33975434479633976257053112245108761069468148851014741967741975956311999

THIRD SHELF648717

64857693620338905638904991265358642079257165320404

FOURTH SHELF2066939860216675202222062820677

FIFTH SHELF2537816390393688452021477044620610397331

SIXTH SHELF348573159414166516717

668228322784

SEVENTH SHELF1434088610113904137631382114811

EIGHTH SHELF93650014142682203137222673448861271345814829

BOTTOM SHELF4972973489043976951423314514886119935387980516

ITEM # DESCRIPTION

ITEM # DESCRIPTION ITEM # DESCRIPTION

WRIG SLMPK DOUBLEMINTWRIG SLMPK JUICYFRUITTRIDENT V/PAK PEPERMTTRIDENT V/PAK SPRMTTRIDENT V/PAK TRP TWSTRIDENT V/PAK WTM TWSTRIDENT WHT PEPMNTDENTYNE ICE PEPPERMNTDENTYNE ICE ARTIC CHLALTOIDS PEPPERMINTICE BRKR MINT TINICE BRKR WNTRGRN MINTMENTOS FRUIT

WRIG ORBIT PEPPERMINTWRIG ORBIT SPEARMINTWRIG ORBIT WINTERMINTWRIG ORBIT SWEETMINTWRIG PP35 DOUBLEMINTEXTRA SLMPK PEPPERMNTEXTRA SLMPK SPRMNTEXTRA SLMPK POLAR ICEWRIG ECLIPSE SPEARMNTTIC TAC MINTTIC TAC ORANGEBREATHSVR WINTERGRNMENTOS PEPPERMINT

WRIG 5 COBALT

WRIG 5 RAINWRIG 5 ASCENTSTRIDE ICYMINT SLABSTRIDE SPRMNT SLABBBL TAPE AWSOME ORIGH/BUBBA STR/WATRCAD CARMELO KS 3ZHERSH TAKE 5 KINGSKITTLES FRUIT KS 4Z

REESE CUP KING 2ZREESE WHITE KS BARSNICKERS KS 2PC 3ZM&M PEANUT KS 3ZHERSH ALMOND KS 2ZKIT KAT KINGSIZE 2Z

REESE STICK KSREESE BIG CUP KSREESE KS W/REESE PCSM&M PLAIN KS 3ZM&M PNUTBTR KSHERSH MILK KING 2ZKIT KAT KS BIGKAT

REESE FAST BREAK KSPAYDAY KINGSIZE 3ZTWIX KSMILKY WAY KS 3Z

HERSH CKY N CRM KSMUSKETEER KS

REESE CUPSNICKERSM&M PEANUTHERSH MILKKIT KATSKITTLES FRUIT 2.17Z

REESE FAST BREAK BARPAYDAYM&M PLAINHERSH ALMONDHERSH CKY N CRMMILKYWAYYORK MINTSTARBURST ORIG 2.07Z

REESE CUP WHITEKIT KAT WHITECAD CARMELOWHATCHAMACALLITTWIXMUSKETEERBUTTERFINGERAIRHEAD BITES FRUIT


1st Quarter 2017 21

IN-LINE CONFECTION


Mondelezwww.mondelez.com

1723653290317202578401347005347021389049389064389056346981345173

PKDESCRIPTIONUPCITEM #

012546615310012546619592012546612296012546615952012546006255012546006309012546009522012546009478012546009454070221007201070221008390

Trident SpearmintTrident Tropical TwistTrident OriginalTrident Watermelon TwistPurely Trident PeppermintPurely Trident SpearmintStride SpearmintStride PeppermintStride IcymintMilka Oreo Chocolate Standard BarMilka Oreo Chocolate King Size Bar

1212121212121010102424

$0.70 $0.70 $0.70 $0.70 $0.80 $0.80 $0.70 $0.70 $0.70 $1.25 $2.00

SZ

18 pc18 pc18 pc18 pc14 pc14 pc14 pc14 pc14 pc

1.44 oz2.9 oz

IN-LINE CONFECTION

SRP

$1.39 $1.39 $1.39 $1.39 $1.49 $1.49 $1.49 $1.49 $1.49 $1.29 $1.89

OIAllowance

REQUIREMENTS• Distribution only

DATES - OPEN BUY WINDOWOrder dates: 12/19/16 - 1/13/17

Dates for in-store promotion: 12/19/16 - 1/13/17

PROMOTION OBJECTIVE• Grow retailer sales and profits and increase distribution on core selling Trident and Stride gum brands and gain placement on

new Purely Trident items.

• Introduce the NEW Milka Oreo Chocolate brand to the Eby Brown retailer community.

BENEFITS• Trident and Stride are destination brands that consumers seek out. Make sure you are carrying core items on these brands and

grow your gum sales.

• Add this exciting new chocolate brand to your retail set. Milka is the top selling chocolate brand in Europe. Oreo is the best

selling cookie brand in the world. Mondelez is puttting these two power brands together to deliver products that will help

retailers grow chocolate category sales.

1st Quarter 2017 23

Ferrero USAwww.tictacusa.com

741967741975857847742007309310943159987966


009800007615009800007639009800007608009800007677009800123018009800800056009800800094

Tic Tac FreshmintTic Tac OrangeTic Tac Fruit AdventureTic Tac WintergreenRocher 3pcNutella & Go BreadstickNutella & Go Pretzel

12121212121212

$0.45$0.45$0.45$0.45$0.85$0.60$0.60

SZ

1 oz1 oz1 oz1 oz3 ct

1.8 oz1.9 oz

IN-LINE CONFECTION

SRPOIAllowance




PROMOTION OBJECTIVE• Take advantage of growth to drive sales in the Mint category.

BENEFITS• Top performing Tic Tac SKUs and Rocher 3pc which is the best performing premium chocolate SKU.

1st Quarter 2017 25

$1.29 $1.29 $1.29 $1.29 $1.49 $1.59 $1.59

Marswww.Mars24Seven.com

236695


040000513254040000513223040000503255040000503156040000504054

Mars 5 Box Deal contains: Snickers Hazelnut King Size Snickers Hazelnut Singles Snickers Crisper King Size Snickers Crisper Singles Milky Way Midnight King Size

2424181824

$13.00

SZ

3.23 oz1.76 oz2.83 oz1.41 oz2.83 oz

IN-LINE CONFECTION

SRP

$1.89 $1.29 $1.89 $1.29 $1.89

OIAllowance

REQUIREMENTS• Purchase 1 box of each to receive allowance

• Distribution only

DATES - BOOKING ITEMSOrder dates: 12/19/16 - 1/13/17

Return order to Eby-Brown by: 1/13/17

Ship date: 2/27/17

Date for in-store promotion: 2/27/17

PROMOTION OBJECTIVE• To capitalize on the spike in sales newer items lend to the category.

BENEFITS• Increased sales and profits in the singles and king size segments.

1st Quarter 2017 27

Perfetti Van Mellewww.perfettivanmelleusa.com

3177358279729145079145235871707777977023407724341199912021


073390014315073390010546073390014360073390008185073390008383073390008277073390013936073390013875073390000110073390000165

AH Checkstand Pack AH Big Bar Strawberry Watermelon AH Bites Fruit Xtreme Bites Rainbow Peg Bag Xtreme Belts Rainbow Berry Xtreme Blue Raspberry Belts Mentos Pure Fresh GumMentos Pure Fresh Spearmint Gum Mentos Peppermint RollMentos Fruit Roll

1824241

181810101515

$0.30 $0.35 $0.35 $0.06 $0.25 $0.25 $0.25 $0.25 $0.25 $0.25

SZ

3.3 oz1.5 oz2 oz6 oz2 oz2 oz

1.06 oz1.06 oz1.32 oz1.32 oz

IN-LINE CONFECTION

SRP

$1.19 $1.29 $1.29 $2.79 $1.29 $1.29 $1.49 $1.49 $1.29 $1.29

OIAllowance




PROMOTION OBJECTIVE• Increase distribution on top selling items within the Confection category.

BENEFITS• Increase retail sales and profits by offering top selling items within the category.

1st Quarter 2017 29

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