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2004 Senior Management Briefing. 10 September, 2004. Strategy and growth overview. Andrew Lindberg. Managing Director. Financial objectives. Return on equity - Achieve 15% return on equity for the AWB Group in the medium term Solid EPS growth - PowerPoint PPT Presentation
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2004 Senior Management Briefing10 September, 2004
Strategy and growth overview
Andrew LindbergManaging Director
3
Financial objectives
Return on equity
- Achieve 15% return on equity for the AWB Group in the medium term
Solid EPS growth- Landmark acquisition to be more than 35% EPS accretive (pre-goodwill, post synergies, post one-off costs) by 2005-06
Stable dividend payment
- Expect to maintain dividend payment at current levels for 2004-05
Improve quality of earnings- Reduce exposure to crop by achieving more than 20% of PBT not related to
Australian wheat by 2004-05
4
Some “Landmark” achievements
• Network consolidation
• Re-branding of all branches
• Back office consolidation - relocation of critical staff to Melbourne
• Recruitment of finance and insurance specialists
• Incentive program implemented for all staff
• AFS license and transfer of IBD arrangements with 85% retention rate
• Phase 1 procurement completed with improved terms and conditions being obtained in all categories
• SA pilot program - $2/tonne merchandise voucher
• Launch of Fastrak Finance
• At least 95% of the way through the integration stage, and 15% of the way through the growth stage
5
Survey question: “Last year AWB took over the Landmark organisation to form Landmark – an AWB company. Generally speaking, how comfortable would you say you are with the two organisations now being joined?”
Most customers are comfortable with Landmark being an AWB company …
24
59
85 5
23
57
96
4
25
60
63
5
0
10
20
30
40
50
60
70
Very comfortable Quite comfortable Not very comfortable Not at all comfortable Don't know
% o
f res
pond
ents
Total (n=300)
AWB (n=150)
Landmark (n=150)
24
59
85 5
23
57
96
4
25
60
63
5
0
10
20
30
40
50
60
70
Very comfortable Quite comfortable Not very comfortable Not at all comfortable Don't know
% o
f res
pond
ents
Total (n=300)
AWB (n=150)
Landmark (n=150)
6
Targets will be achieved by implementing three dominant business strategies
AWB’s overarching goal is to implement an
Integrated Business Model...
Leading position in Australian rural
services
Leading rural financial
services and insurance
provider
Australia’s leading global grain trading
business
People and
Capability
7
Integrated Business Model will position AWB as Australia’s leading agribusiness
our Vision … AustraliaAustralia’’s leading agribusinesss leading agribusiness
Chartering Risk Management
Financial Services
Insurance Merchandise& Fertiliser
Agronomy Wool Livestock Real Estate
Grain marketing
and handling
Primary producer
Business partner of
choice
End consumer
Seeds and R&D
Farm Inputs
Domestic Supply chain
Acquisition and
Trading
FreightOffshore Supply Chain
End use demand
Milling and Processing
delivered by a … comprehensive product / services offering
managed through an … integrated value chain
to ensure AWB is the …
8
Three growth areas
Leading position in Australian rural
services
Leading rural financial
services and insurance
provider
Australia’s leading global grain trading
business
• Fertiliser and merchandise are the main areas targeted for growth
• Cross selling• Leverage buying power in the network• Improve merchandise and supply chain effectiveness
• Increase product base – build on AWB’s natural advantage to provide a wider range of products, better interest rates, and streamline credit processes
• Specific areas targeted for growth include lending, deposits, wealth management and general insurance
• Continue to focus on mandate to maximise grower returns
• Expand the suite of commodities, origins and risks managed
• Strengthen the differentiated position for Australian wheat
9
Outlook
Australia’s agricultural outlook- Wheat crop: between 21 to 24 million tonnes for 2004-05
- Livestock
• Cattle numbers forecast at 27.6 million head for 2004-05
• Sheep numbers forecast at 99.5 million head for 2004-05
- Wool: shorn wool production estimated to be 440 million kilograms greasy for 2003-04. Wool prices are heavily dependent on foreign exchange rates
Integration of Landmark
- On track to meet EBIT enhancement opportunities indicated at the announcement of the acquisition in August 2003
- Primarily cost synergies and finance growth at $5-$10m in 2003-04 increasing to $30-$40m by 2005-06
Charles StottGM – Rural Services
Rural Services
11
A period of change
2001 & 2002
Merger Dalgety & IAMA
• Achievement synergies
• Maintain revenue in existing businesses
• Establish new brand identity
• Capture merchandise and logistics opportunities
2003
Growth phase
• Nationalised structure
• Merchandise sales recovery
• East Coast fertiliser expansion
• Drive wool and livestock growth and productivity
• National finance and insurance expansion
2004
Integration and growth
• Capture cost and revenue synergy benefits
• Centralise head office function
• Expansion of financial services and growth
• Drive wool, livestock and merchandise growth and productivity
• Network optimisation
• Account management
OBJECTIVE 2004-05: Integrated Business Model
12
• Merger of Wesfarmers Dalgety and IAMA in 2001 resulted in Landmark becoming Australia’s largest rural merchandise distributor
• Stores across Australia stock a range of animal health, cropping, fencing, fertiliser and farm hardware product
• Merchandise products are distributed via 230 company owned branches, 47 franchises and 120 members and agents, and supported by over 200 agronomists Australia wide
Merchandise
13
Merchandise overview
Competitive environment Key opportunities
• Intense price competition
• Commoditisation of products
• Rationalisation of suppliers, particularly in the chemical sector
• Channel proliferation leading to increased competition in distribution
• Low demand for cotton inputs due to lower production, irrigation cuts and biotechnology
• Livestock carrying numbers reduced following drought with expected impact on Animal Health and management sales
• Cotton prospects improved with
increased water availability
• Commoditisation of products – 75%
of chemical products expected to
be off -patent by 2005 – Generic
products are becoming a bigger part
of the farmer’s decision making
process
• Operational improvement
opportunities
• Meet all price points
… a generic strategy will be important
14
• Significant supplier of fertiliser distributing over 1 million tonnes per annum, as well as retailing liquid, trace element and specialist fertilisers
• The major fertiliser products are globally traded commodities, resulting in:
– Limited scope for differentiation between retail outlets; and
– Importer traders ensuring world price movements rapidly flow through to domestic price (i.e. volatility)
Fertiliser
15
Fertiliser overview
Competitive environment
Key opportunities
• Limited product differentiation
• Large number of agents and dealers competing locally
• Requirement for logistics services in some markets
• Ongoing rationalisation of industry players
• Market volumes increasing
• Nitrogen use increasing
• Local prices driven by world prices
• Increased market share through acquisition of independents
• Cross sell bundled product offering
… growing market share and volume
is important
16
• One of Australia’s largest marketers of livestock
• Operating in all States and Territories throughout Australia
• Handles 20% of livestock trading in Australia
• Core business is sale of livestock through saleyards - 70% sold via auction
• Livestock trading is also a part of the business
• Landmark supplies processors, supermarket processors, lot feeders and live export markets
Livestock
17
Livestock overview
Competitive environment Key opportunities• Pressure on core agency business
from increased direct selling to processors
• Major competitors involved in vertical integration
• Private agents cutting commission rates to gain share
• Rationalisation of saleyards
• Increase business into grain fed markets
• Strong meat and live export markets
• Productivity improvements, saleyard rationalisation
… prices are expected to remain strong
18
• Handle approximately 25% of the National Wool Clip (500,000 bales)
• Provide traditional broking / auction selling services as well as a comprehensive range of Risk Management products
• 50% interest in Australian Wool Handlers ‘AWH’ (with Elders) –wool handling
• Not involved in any downstream processing
Wool
19
Wool overview
Competitive environment Key opportunities
• Strong competition for a record low volume of wool (sheep numbers at 96 million in 2003-04)
• Small, low cost regional brokers have increased market share
• Ongoing price discounting
• Rationalisation amongst brokers to occur
• Move from wool to meat likely to continue
• Fall in wool production has created an opportunity for industry rationalisation and consolidation
• Good prospects for sheep meat will assist building flock numbers
• Low levels of supply will provide support to wool prices
… increased throughput is the key
20
Landmark real estate has two main activities:
Real Estate
- Rural property sales
- Residential property sales
21
Real Estate overview
Competitive environment Key opportunities
• Metro and town real estate agents moving into small farm areas causing margin pressure
• Sophisticated players with marketing and sales representatives
• Low market share in residential real estate
• Limited capital
• Variable pay structure
• Outlook is for steady growth
… good platform to grow residential market share
22
Extending and creating value and building the Integrated Business Model
Growth
Day 1 – August 29 2003
TransitionIntegration
Planning
Transaction
Integration Project Management
Integration
June 30 2004
Full completion/transition has now occurred of all Landmark accounting, finance, treasury, business development, HR, risk, corporate insurance, IT, marketing services, stakeholder relations and legal functions within AWB functions
Network, IT and HR Integration are on going
Integration
September 30 2004
Synergy Benefits
Completion and
Signing
Integration of Landmark
23
Outlook
• Opportunities exist to grow in most activities
• Commodity prices expected to remain strong
• Real Estate values expected to plateau
Network Operations
John MaherGM – Network Operations
25
Branches
Members
Franchises / Agents
Staff = 293
35 47 29
1946 1
Staff = 363
43 19 11
Staff = 239
281437
Staff = 350
31857
Staff = 455
Network structure and rural footprint
26
• Account Management
• Network Optimisation
• Integrated Business Model
as well as…….
– Training & Development
– Profitability Improvements (financial services & merchandise / fertiliser)
– Operational Excellence
Network operations will focus on
27
The number of activities utilised by each customer of Landmark is low
Fert Ins L/Stock Merch Wool
Fert
Ins
L/Stock
Merch
Wool
Activity – Key Customers
Pen
etra
tion
acr
oss
othe
r ac
tiviti
es (
%)
High cross sell growth opportunities
Account management – cross sell opportunities
28
• Utilising data to segment Landmark & AWB’s customer base • Developing appropriate service level protocols & disciplines• Improving differentiation in service levels
Account management – customer relationship management (at branch level)
29
1. Institutionalise the customer knowledge historically maintained with individual employees.
2. Evolve the culture from an activity specialisation focus to a customer relationship focus, and build an account management philosophy.
3. Increase “share of wallet” from our existing customer bases.
Key strategies for account management
30
Improve profitability, capture growth and improve return on capital
Optimise current branch /franchise
options
Optimise network footprint
Optimise network format
• Branch categorisation • Outlet design and standards
• Identification and analysis of growth opportunities
Network optimisation (continued)
31
Mar
ket
Sh
are
Average size
Corporate Branch Market Share vs Market Size
Market Potential
Identified opportunities within each geographic segment and branch catchment area
Profit contribution by outlet is variable due to a number of factors
32
Branch
Franchise
Size of circle indicates value of channel partner’s revenue
• Three distinct channels to market• Leveraged properly, provides a competitive advantage
Principal’s share of channel partner’s product category sales
Cha
nnel
pa
rtn
er’s
infla
tion
ad
just
ed g
row
th r
ate
Network configuration
Member
33
• Strategies in place to optimise our foot-print and maximise profit pool opportunities
• High potential business managers matched to high potential locations
• Optimal store configurations
• Optimal catchment areas
• Efficient channels to market
What will the network look like in 3 years?
Update on IFRS
Paul InglebyChief Financial Officer
35
• Background
• Progress to date
• Project timeline
• First time adoption
• What’s next
Update on IFRS
36
• In July 2002, the AASB committed to full adoption of International Standards
– Global capital requires consistent reporting
– Consistency with Europe, fewer differences from US GAAP
• Applies for financial years on or after 1 January 2005
• First applies to AWB for the half year ended 31 March 2006 including comparatives
• Impact disclosure is qualitative at 30 September 2004, and quantitative at 30 September 2005
• AWB project kicked off January 2004 and Deloitte was enlisted as an expert consulting partner
IFRS background
37
• Major impacts identified
– No impact on pool reporting
– Impediments to hedge classification
– Goodwill impairment testing
– Performance rights and share plans to P&L
– Balance sheet method for deferred tax
• Documentation of first time adoption position
• Realistic project timelines with resources identified and committed
• Board and audit committee regularly briefed
Progress to end of August
38
Sep 04 Sept 05 Sept 06Mar 05 Mar 06
Project timeline
1 2 3 4 5 Sept 04• Comparative
opening balance sheet
• Exclusion of AASB 132 &139
• ASIC disclosure AASB 1047 qualitative impact analysis
• Systems implementation strategy
March 05• Half year
comparatives
• Exclusion of AASB 132 &139
• Inventory of instruments
• Accounting for trading transactions
• Valuation methodology
March 06• Half year
IFRS compliant report
Sept 05• Full year comparatives
excluding AASB 132 &139
• Transition entries identified for AASB 132 &139
• Full policies to include AASB 132 &139
• Systems in place for all IAS requirements including AASB 132 &139, where applicable: hedge, designations, effectiveness and testing
• AASB 1047 quantitative impact analysis
Sept 06• First full
year IFRS compliant annual report
39
• Maintain Landmark acquisition accounts
• No financial instruments comparatives
• Retain Foreign Currency Translation Reserve
• No revaluation of fixed assets
AWB’s first time adoption
40
• Draft opening balance sheet
• Implement comparative data capture
– 2005 financial year
– Non financial instruments only
• Leverage tax consolidations software and Market Risk Control Framework
• Implement financial instruments detailed hedge assessment
What’s next for IFRS
Wheat prices, futures and global supply
Sarah ScalesGM, AWB (International) Limited
42
• World wheat production has increased 56 million tonnes to 608 million tonnes in 2004
• Significant production increases occurred in the
– EU-25 106 mmt to 129 mmt
– FSU 61 mmt to 84 mmt
– India 65 mmt to 72 mmt
– China 86 mmt to 90 mmt
• US crop declined from 64 mmt to 58 mmt
World wheat production
43
World wheat production & consumption
440
490
540
590
640
Ton
nes
(mill
ion)
World Production World Consumption
Source: USDA 2004
44
World wheat trade – 5% major exporters
80
85
90
95
100
105
110
115
Mill
ion
To
nn
es
50
55
60
65
70
75
80
85
90
95
100
%
World Trade 5 Major Exporter
* 2003/04 & 2004/05 – estimated Source: USDA
45
World stocks
• A larger world production was required as world stocks remain historically low
– From 202 mmt in 2002-03 to 167 million tonnes in 2003-04 to 132 million tonnes in 2004-05 and 142 million tonnes 2005
• Other major world crops are showing the same trend– Corn from 148 million tonnes in 2002-03 to 85 million tonnes in 2004-05
– Rice from 139 million tonnes in 2002-03 to 68 million tonnes in 2004-05
• This prevents a huge production swing into one crop
• Human consumption demand increasing at long term trend of 1%
• Feed demand will increase 7 million tonnes due to larger feed wheat availability in 2004-05
46
Kansas futures
47
Prices
• Production risk premium has been removed from the market and this has seen Kansas futures decline from in excess of US$4 bushel to US$3.40 bushel
• APW National Pool return has declined from $220 FOB to $197 FOB for 2004/05 pool
• Weaker currency is supportive to price
48
The future
• Increased production and export supply from the Russia and Ukraine likely over time
• Exports from the Black Sea work initially into the Mediterranean, then Africa and the Middle East
• This is one of the major drivers for AWB to focus on increasing exports into Asian markets over the next five years
• AWB exports into Asia in 2004 will be greater than 10 million tonnes for the first time
49
Outlook
• Risk premium has been taken out of current prices
• Strong competition from Northern Hemisphere export origins in the short term
• There is still a tight balance sheet that will react to any production issue in 2005
• China expected to continue strong import program in 2005
• AWB confident of retaining 50% of Iraq import demand
Financial Services
Marcus KennedyGM – Financial Services
51
Priority Outcome
AFSL licenceAFSL licence• Licence approved within timeframe• Enabled AWB to continue to offer
the IBD’s
IBD Prospectus & major customer migrationIBD Prospectus & major customer migration
• Prospectus launched• 85% conversion
Protect & shore-up Harvest Finance businessProtect & shore-up Harvest Finance business
On track to achieve$5m uplift
On track to achieve$5m uplift
• Over 70% market share
• Improved sales mgt & RFM’s recruited
• Segmentation of customers• Aligned targets and incentive plan
What we have achieved to date
52
• Term Loans
• Seasonal Finance
• Line of Credit
• Fastrak Finance
Lending
• $1b book
• Call Investment Account
• Rural Cheque Account
• Rural Card
• Term Deposit
Deposits
• $280m book
• General Insurance
• Crop Insurance
• Stud Livestock Insurance
• Transit Insurance
Insurance
• $120m book
• Landmark Finance Online Plus
• Transfer funds
• Views statements
• Pay bills
Net Access
• 2,800 clients
• Harvest Loan
• Flexible Drawdown Loan
• Advanced Payment
• Deferred Payment
Harvest Finance
• $1.5b book
• Financial Advice
• Master Trust Platform
• Investment Products
Wealth Management
• New business opportunity
What do we offer clients?
53
Lending
Deposits
Wealth Management
Insurance
Total Agri-business marketEarning potential of total market
Harvest Finance
$4b$4b $80m $80m
$760m$760m $140m $140m
$11b$11b $110m$110m
$2.1b$2.1b $42m$42m
$30-$35b$30-$35b $610m $610m
How big is the opportunity?
54
Lending Harvest Finance Deposits Wealth Insurance
• Larger clients• Larger deals
• More professional operators
• Cashflow out of sector
• Equity in Farms unlocked
• Lower premiums
• Scope to differentiate
• Market share erosion
• Increased choice and competition
• Increased choice and competition
• Greater competition for customer ownership
• Pressure on smaller operators
• Increased need for seasonal funding
• E-solution • Barriers to entry
• Focus on choice and independence
• Shake-out of Intermediaries
• E-solutions
• Clients approached by brokers on fee for success basis
• Maintain strength
• Greater focus on lifetime value
• Greater competition for customer ownership
• Role of intermediary is key
• Lending opportunities
• Leverage client base
• Increased investment
• High advice need
• Increased complexity
Competitive market
Technology, scale, increased regulation
Increasing role of intermediaries
Farm succession issues
Farm consolidation
Market trends and impacts
55
Distribution footprint in rural Distribution footprint in rural
• 430 outlets across all regional areas
• Local representation and service
• 70 Finance specialists
• Often on farm & close to clients business
Deeper customer relationships than other Financial Service providersDeeper customer relationships than
other Financial Service providers
• Insight into the financials and operations of a clients total business
• More individualised business/product transactions per client
Rural focusRural focus
• Specialist focus on agri means no distractions
• Deeper understanding of agri needs e.g. we want the physical, we see the fund flow (e.g. livestock, grain, wool etc)
Supplier relationshipsSupplier relationships
• Strong suppliers in all categories
– Lending: Rabo
– Deposits: NAB, WBC
– Insurance: WFI, CGU
Why we can win
56
Lending Harvest Finance Deposits Wealth Mgt Insurance
Product Relationship pricing and bundling
Cross sell and bundling programs
Tap into commodity cashflows
Create agri specific offering
Fill product gaps
People Recruit and develop high calibre RFM’s
Specialist grain expertise
FSRA skill accreditation
Recruit/ acquire
advisory business
Recruit and develop specialist staff
Process Enhanced loan platform
Web enabled
Improve client statements
Full online proposition
Establish new platform
Supplier sales conversions
Web enabled
Positioning Build FS brand with primary producers
Reinforce strong brand with grain clients
Build FS brand across rural, regional and metro
Build FS brand with primary producers
Build FS brand across rural, regional and metro
…to be a broad-based rural and regional financial services distributor with niche manufacturing capability where we have a natural competitive advantage
What are our major initiatives
57
• Rural customers traditionally under serviced
• Service based proposition
• Leverage customer insights across all business streams
• Business partnership
Outlook
Trading
Peter GearyGM – Trading
59
Trading group
Sales & marketing
(Services function – deal making)
Australia Trading
International Trading
Derivatives Trading
60
“To strengthen core trading capability and be a world class global niche agricultural commodity trader on a light asset base
model”
Trading will build on existing capabilities, domestically and internationally
- Utilising a “fund-of-funds” approach to achieve:
• Tighter and faster decision making
• Dynamic capital and resource allocation
• Global trading focus
• Trading and marketing synergies
Objective of the Trading group
61
Capturing Trading & Marketing synergies
Pool Marketing (IS&M) complements Trading activities through its:
•
Trading adds value to the Pool Marketing (IS&M) activities through its:
• Market position
• AWB brand
• Wheat market information
• Customer relationships
• Risk management skills
• Wheat acquisition skills and marketing information
• Customer solutions / product bundling offerings
• Competing product information
• Customer relationships
62
Sth Amer Other
26% 18% 11% 1% 11% 15% 1% 17%
Sth Amer Other
1% 28% 1% 1% 2% 47% 19% 1%
Sth Amer Other
5% 10% 1% 1% 5% 35% 9% 34%
Wheat
Oilseeds
Corn
World trade based on 2003-04
World total AWB Share
107 mt
75 mt
74 mt
16%
1.3%
1.4%
Importers
AWB’s global reach
Source: USDA & AWB trade data 2004
AWB wheat exports 26% 3% 18% 4% 24% 21% 1% 3%
63
Hea
vy
Trading risk profile
Ass
ets
Low
Lig
ht
High
Grains industry used to look like this
TRADIGRAIN
CONTINENTALANDREBUNGE
GLENCORE
TRADIGRAIN
CONTINENTALANDREBUNGELOUIS DREYFUS
TRADIGRAIN
CONTINENTALANDREBUNGE
NIDERANIDERANIDERA
CARGILL
ADM
CONAGRA
CARGILL
ADM
CONAGRA
CARGILL
ADM
CONAGRA
CWBCWBCWB AWB
64
But has changed dramatically over the past five years …
Hea
vy
Trading risk profile
Ass
ets
Low
Lig
ht
High
GLENCORE
LOUIS DREYFUS
BUNGEWILMAR
CARGILL
ADM
CONAGRA
CWBCWBCWB
AWB
opening space for a global ‘niche market’ positioning
65
Australia Trading (formerly Domestic Trading)
Environment Priorities & initiatives Outlook
• Large crop, margins continue to be pressured
• Drought
• Consolidating customer base
• Strengthening competitor base – consolidation of trading houses
• Conservative selling by growers following drought
• Opportunity to develop “deeper” relationships with key customers
• Strengthen sales links to intensive domestic livestock industries
• Expand commodity base
• Develop business in non-regulated export grains
• Develop livestock value-add activity
• Improve efficiency of risk capital utilisation (use fund-of-funds approach)
• Bullish domestic crop production outlook
• Weakening international and domestic commodity prices
• Market price curve keeping grain away from market
…Outcome = diversification of Trading earnings
66
Chartering
Environment Priorities & initiatives Outlook
• Volatility in freight rates driven by commodity boom
• Counterparty/market default driven by price extremities
• Pool chartering dependent on size of export crop
• Opportunity to expand primary grain export business into 3rd party freight opportunities
• Opportunities to increase global presence through single operational strategy of all AWB freight books
• Opportunity to develop back freight businesses (e.g. fertiliser)
• Develop additional skills in freight market intelligence
• Increase operations of vessels in global freight market
• Increase CNF sales of Pool and Non-Pool tonnage
• Continue to develop a presence as a 3rd party freight supplier
• Freight rates weakening globally through 2005
• Increased vessel supply
• Economic growth rates from China
…Outcome = 24 hour global market coverage in conjunction with Geneva Chartering
67
Freight market
0
5,000
10,000
15,000
20,000
25,000
30,000
35,000
40,000
45,000
50,000
18-Apr-01
18-Sep-01
18-Feb-02
18-Jul-02
18-Dec-02
18-May-03
18-Oct-03
18-Mar-04
18-Aug-04
$
68
International Trading (formerly Global Operations)
Environment Priorities & initiatives Outlook
• 2004-05 larger world crops, lesser price volatility prospects (lower execution risk, but fewer trading opportunities)
• Inability to attract capabilities to develop niche strategy of business
• Increased competitive pressures from global multi-national trading entities
• Merchants’ industry international consolidation
• Improve quality and origin of earnings and build deeper tailored relationships with a range of highly valued customers
• Secure regular supply and/or origination agreements in key markets
• Diversify revenue by covering more markets and products
• Leverage marketing and trade finance capacity
• Expand and strengthen trading skill set & capability
• Align IT to origination and marketing strategies
• Larger global crop production; declining market volatility
• Increase penetration of AWB IT into new markets and customers
…Outcome = better market coverage and increased other origin grain volume traded
69
Derivatives Trading
Environment Priorities & initiatives Outlook
• Drought impacting physical volume
• Grower willingness to forward contract
• Market price environment and its impact on product attractiveness
• Customer buying in at lower price environment
• Build deeper tailored relationships with a range of highly valued customers
• Leverage Landmark business to provide an expanded product & service offering to our suppliers and customers
• Continue to build on business through existing AWB customer base and physical flows
• Expand business to external financial clients and other commodities
• Broaden the grower product range to increase volumes and marketability of products
• Improve sales effort through regional networks
• Good uptake of scale with overseas buyers
• Opportunity to bundle with physical wheat price
…Outcome = Improved quality and origin of earnings
70
• Strong growth across all activities
• Only domestic trading with national presence – reliable trading partner
• Fewer players through industry consolidation and exit of medium sized trackers
• Strong uptake by international customers on product range
• Well recognised expertise in chartering environment
Outlook
Questions
72
www.awb.com.au
For further information contact:
Delphine Cassidy
Head of Investor Relations
T: +61 3 9209 2404