62 Integrated Report 2017

CAGR 6,0%* *Compound Annual Growth Rate

Price

Volume

CAGR 5,8%

The sales in Colombia represent

0,7%3,8%

CAGR 2,5%

2016 20152017

2016 20152017

2016 20152017

2016 20152017

of Grupo Nutresa’s total sales. of the total business unit sales.

The international sales represent

of the total business unit sales.

Growth percentage

Margin

CAGR -11,9%

12,1%

Represents

of Grupo Nutresa’s ebitda.

Growth percentage

0000%

The Co�ee Business represents

4,8%2,2%

1,2%

4,6%

16,2% 17,4%

-0,3% 6,0%

7,3% 15,4%956

4,8%1.002 891 569594 531

138 126 132

121 155 155-22,1%

11,6% 59,3% 40,7%

11,6%

• Our brands exhibited a positive performance in Colombia, and building equity.

• We made progress in the development of our brands abroad, achieving an outstanding performance in South America and identifying capitalization opportunities in the United States and in some Central American markets.

• We maintained our positive dynamics in our industrial and B2B activities, generating growth and differentiation for the Business.

• There was an increase to the prices of our main raw material.

• We consolidated appreciated innovation propositions, such as Nutresa Express Pods, Tosh Infusions and Diversa, which

made a positive contribution to the strategic development of the Business.

• We worked on building the best organizational climate and safe work environments for our people.

Coffe NutresaRELEVANT ASPECTS FROM 2017

Total Sales

(Direct employees, indirect employees and apprentices)

(Direct employees and apprentices)

Sales in Colombia International SalesUSD million

COP billionS A L E S

E B I T D A E M P L OY E E S

1.882 17,7% 82,3%

Local

100%

Miguel Moreno Múnera | President[Part of Nutresa since 2003]

40 years old

International

0,0%

COP billion

63

Production facilities: 1

Malaysia

OUTLOOK FOR 2018

• We will continue to develop our brands both in Colombia and abroad, looking to achieve an increased appreciation for the beverages.

• The international B2B activities will be strengthened in order to achieve the growth of key accounts and the development of new differentiated opportunities.

• We will look for initiatives that would boost our our productivity in

accordance with the Organization's strategy.

• We will maintain a control over costs and expenses, along with an optimal management of the working capital focused on the return on equity and profitable growth.

• We will work on ensuring an organic growth, supplementing it with related businesses and new strategic opportunities.

M A I N C AT E G O R I E S

D I R E C T P R E S E N C E I N 1 1 C O U N T R I E S

Ground Coffee

Soluble Coffee

Variation -2,0% -1,1%

51,3% 40,1%

Market share in Colombia

ColombiaSales: 59,3%Production facilities: 4

Ground Co�ee

SolubleCo�ee

Other

10,7%54,1%

35,2%

(includes direct labor, IMCs and other raw materials)

69,1%

9,9%Packagingmaterial

21,0%

Co�ee

Other

APLICACIÓN PACKAGING

LOGOSIMBOLO APLICACIÓN PARA TAMAÑOS REDUCIDOS

APLICACIÓN HORIZONTALAPLICACIÓN VERTICAL

R AW M AT E R I A L S A N D O T H E R(Production cost %)

(Total sales %)

Performance of the Business Units

Other countriesSales: 40,7%

Presence of our main brands [GRI 102-2]

Brands with sales over

USD 50 Million

Production facilities