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1 AMERICAN DAIRY, INC. (Feihe International) Investor Presentation March 2010
Transcript

1

AMERICAN DAIRY, INC.(Feihe International)

Investor Presentation

March 2010

CAUTIONARY STATEMENT REGARDING FORWARD-LOOKING STATEMENTS

This presentation includes statements that constitute forward-looking statements within the meaning ofSection 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of1934, as amended. These statements relate to future events or to our future financial performance, andinvolve known and unknown risks, uncertainties and other factors that may cause our actual results, levels ofactivity, performance, or achievements to be materially different from any future results, levels of activity,performance or achievements expressed or implied by these forward-looking statements. These statementsinclude, but are not limited to, information or assumptions about revenues, gross profit, expenses, income,capital and other expenditures, financing plans, capital structure, cash flow, liquidity, management’s plans,goals and objectives for future operations and growth. In some cases, you can identify forward-lookingstatements by the use of words such as “may,” “could,” “expect,” “intend,” “plan,” “seek,” “anticipate,”“believe,” “estimate,” “predict,” “potential,” “continue,” or the negative of these terms or other comparableterminology. You should not place undue reliance on forward-looking statements since they involve knownand unknown risks, uncertainties and other factors which are, in some cases, beyond our control and whichcould materially affect actual results, levels of activity, performance or achievements. Certain of theinformation contained herein concerning economic trends and performance is based upon or derived frominformation provided by third-party consultants and other industry sources. We have not independentlyverified and cannot assure the accuracy of any data obtained by or from these sources.

The forward-looking statements contained in this presentation are made only as of March 2010, andAmerican Dairy, Inc. is under no obligation to revise or update these forward-looking statements.

2

Safe Harbor Statement

Business at a Glance

3

We are a leading producer and distributor of infant formula, milk powder, soybean and walnut powder products in China

Headquartered in Beijing

Over 47 years of operating history

Processing facilities in Heilongjiang, Shanxi and Hebei provinces, with processing capacity of 1,234 tons of milk powder per day

Packaging and distribution facilities in Kedong, Heilongjiang province and Langfang, Hebei province

Dairy farms in Gannan and Kedong

We are the first and only Chinese dairy company to be NYSE-listed

Our brands, Feifan, Feiyue and Feihui, are among China’s most recognized brands

History of product excellence achieved through secured source of quality milk and stringent quality control

Covers all market segments

Nationwide presence, with focus on tier 2 and 3 cities

Over 95,000 retail outlets across China

Presence in 29 provinces, including all tier 1 cities except Shanghai

Company History

4

1962 20052003

• Quotedon OTC

• Listed on NYSE Arca

• Langfang distribution center commenced operation

• Brought in 8000 Australian Holstein cows

• Melamine crisis broke, ADY passed all gov. inspections

2008 2009

• Company began operations

• Acquired tangible assets of Nutricia, wholly-owned subsidiary of Royal Numico in China

2006 2007

• Raised $18.2M of 7.75% Convertible Notes

• Raised $80M of 1% Guaranteed Senior Secured Convertibles Notes due 2012

• Restructured 1% Guaranteed Senior Secured Convertibles Notes due 2012

• Began capacity expansion project in Gannan and Longjiang facilities

• Raised $63 M with Sequoia for 2.1 M shares

• Began construction on two international accredited organic dairy farms in Gannan and Kedong

68.2

115.1

163.9

193.2

271.1

0.0

50.0

100.0

150.0

200.0

250.0

300.0

2005 2006 2007 2008 2009

10.0

16.3

17.9

6.35.1

0.0

2.0

4.0

6.0

8.0

10.0

12.0

14.0

16.0

18.0

20.0

2005 2006 2007 2008 2009

Capital Market Summary

5

$U

S (m

illio

ns)

$U

S (m

illio

ns)

Revenue Operating Income

NYSE: ADY

Price (as of 3/12/2010): $20.15

Shares outstanding (as of 12/31/2009): 20.2 million

Market Cap (as of 3/12/2010): $437.4 million

6

Company Highlights

Large Market Opportunity with Long-Term, High-Growth Prospects

A Leading Infant Formula Brand in China

Stringent Quality Control with State of the Art Equipment and Facilities

Nationwide Sales Force with Regional Distribution Centers

Vertically Integrated Business Model – High Barriers to Entry

Experienced Management Team with Proven Track Record

Strong Financial Position and Profitability

1

2

3

4

5

6

7

7

Company Overview

0.0

50.0

100.0

150.0

200.0

250.0

2002 2004 2006 2008 2010E 2012E

RM

B (

bill

ion

s)

Drinking Milk Infant Formula

2

95

611

46

10396

87

9 1217

44

95 93

0

20

40

60

80

100

120

India China Thailand Japan France U.K. U.S.

0

5,000

10,000

15,000

20,000

25,000

30,000

35,000

40,000

45,000

50,000

1998 2008 GDP Per Capita

8

China is the second largest infant formula market behind the U.S., but is expected to grow to $12 billion by 2014 (surpassing the U.S.)

Dairy consumption per capita in China is still significantly lower than in the U.S., Western Europe and more developed Asian nations such as Japan

China’s Infant Formula Market

Dairy Product Consumption

Tota

l Dai

ry C

on

sum

pti

on

Pe

r C

apit

a1

(kg)

Source: (1) Euromonitor. Includes aggregate consumption of milk products, cheese, yogurt, sour milk

drinks and other dairy products.

GD

P P

er C

apita ($

US)

Source: Euromonitor

China’s Drinking Milk and Infant Formula Market

RMB$

9

Infant formula accounts for the majority of milk powder sales in China

ADI Feihe’s commitment to quality has fueled its robust growth

China’s Infant Formula Market

Milk Powder Sales By Category

61%9%

1%

28%

Infant Formula

Adult Milk Powder

Pregnant Women Milk Powder

Wholesale Milk Powder

Source: AC Nielsen, Roland Berger analysis

2.7%

4.8%

5.7% 5.7% 5.8% 5.8%6.3%

6.9%6.5% 6.4% 6.3% 6.4%

0.0%

1.0%

2.0%

3.0%

4.0%

5.0%

6.0%

7.0%

8.0%

Source: Commercial Information Center of China (CIC)

China’s Milk Powder Market Share (July ’09)

ADI Feihe’s Market Share (Aug ’08- July ’09)

Scient 2.6%

Weiquan 1.6%

Nanshan 1.4%

Yili 10.7%

Beingmate8.3%

Synutra7.3%

ADI Feihe6.4%

Yashili5.2%Wandashan

3.2%

Multinational 53.3%

(1) According to the Commercial Information Center of China (CIC), ADI Feihe ranked number two in market share growth within the China infant formula market between August 2008 and May 2009.

10

Competitive Landscape –Three Groups of Players

Domestic National

Domestic Regional

International

• Dumex• Mead Johnson• Wyeth• Abbott• Nestle

• Feihe• Yili • Synutra• Yashili• Beingmate

• Nanshan• Wandashan• Others

*

*

*

• Proven track record of more than 10 years in the Chinese infant formula market

• Premium and super premium pricing• Perceived superior product quality and superior brand

image• Strong R&D capabilities• Limited reach in tier 2 and 3 cities due to fragmented retail

channels and the lack of modern logistics infrastructure

• Dominant in tier 2 and 3 cities• Gaining market share from foreign producers in tier 1 cities• Strong product mix – low to super premium pricing

• Limited brand recognition• Unstable product quality• Presence in regional market with the potential to

increase scale and gain national presence

Source: Industry interviews, Roland Berger analysis

Market Share

11

Our Competitive Advantages

Heilongjiang is China’s premier milk-producing region at 47° north

Situated in one of the three nutrient-rich black soil zones of the world

Natural underground water reserves with a pH level of 8.5

Rich and fertile soil contributes to higher milk yield and quality

The central government allows one infant milk processing facility per county

ADI Feihe’s well-established presence in Heilongjiang limits new entrants

Strong local and provincial government relationships

Favorable pricing offered to incentivize local farmers’ willingness to sign exclusive contracts with ADI Feihe

Contracts with local farmers to access over 200,000 dairy cows

Secured Access to High Quality Milk and State of the Art Production Equipment

The Heilongjiang Advantage

Favorable Government Support

Strong Relations with Local Farmers

12

ADI Feihe Dairy Farms

Gannan and Kedong Farms: currently ~14,000 Australian Hostein cows

Average yield of 8-10 tons/yr per cow

ADY is China’s First Vertically Integrated Infant Formula Company

Contracts

Access to over 200,000 cows

Average yield of 4 tons/yr per cow

Over 200 company-owned milk stations across Heilongjiang Province

Limited competition due to government regulation of station locations

Total processing capacity: 1,234 tons of liquid milk/day

Increasing capacity to 1,920 tons/day by August 2010 and to 2,820 tons/day by May 2011

Facilities in Heilongjiang, Shanxi and Hebei Provinces

Sales and marketing force of 1,500 to cover over 95,000retail outlets

Packaging and distribution facilities in Kedong (Heilongjiang) and Langfang (Hebei)

Company-Owned Milk Collection

Stations

State of the Art Processing Facilities

Nationwide Distribution

Secured Access to Milk

13

Our Geographic Footprint

Production Center, Gannan Production Center, Baiquan Production, Distribution & Packaging Center, Kedong

Dairy Farm, Kedong

Dairy Farm, Gannan

Production Center, Qiqihaer

Corporate Headquarters, Beijing

Packaging & Distribution Center, Langfang

Production, Distribution & Packaging Center for Walnut and Soybean Products, Shanxi

Hebei Province

Shanxi Province

Chengdu

Heilongjiang Province

Beijing

Shanghai

GuangzhouShenzhen

Tier-1 cities

Dairy farm construction

Logistics Center, Chengdu and Wuhan

Longjiang

Tier 1 cities

Dairy farm construction

Production facility under construction: Gannan: +700 tons/day by Aug 2010Longjiang: +900 tons/day by May 2011

Wuhan

Nationwide Marketing and Support

Educational Materials Events and Displays

TV and Media Advertising Call Center and Baby Club Membership

We are capitalizing on additional market share opportunities in today’s dynamic market by adopting an aggressive marketing and distribution strategy

14

15

Comprehensive Product Offerings

Infant Formula Products Covering Mid-to-High-End Market Segments

Stage 1: 0 – 6 months

Stage 2: 6 – 12 months

Stage 3: 1 year+

Stage 4: 3 – 6 years

Feifan Premium Series

FeiyueMedium-High Series

FeihuiMedium Series

RMB 198 - 218per 900g tin

RMB 148 per 900g tin

RMB 87 per 900g tin

RMB 52 - 78per 400g bag

RMB 48 per 400g bag

RMB 32 per 400g bag

Adult Formula Products Other Products

Prenatal Formula Adult Formula

Rice Cereal

Soybean Powder

Walnut Powder

Wholesale Milk Powder

Targeting Infants & Children

16

Growth Strategy

Expand Geographic Penetration

Invest in Processing Facilities and Company-Owned Farms

Strengthen Brand Equity

Improve Supply Chain Efficiency

Continue Leadership in Quality Control

1

2

3

4

5

17

Experienced Management Team

You Bin LengChairman, Chief Executive Officer

Over 20 years in the dairy industry and ADI Feihe Chairman for more than seven years

Bachelor’s degree in food engineering from Northeast Agriculture University and an EMBA from Peking University

Roger Hua LiuVice Chairman, Secretary

More than 16 years in C-level positions with extensive finance and accounting experience

Bachelor’s degree in finance and economics from Xian Jiaotong University and Shenzhen University

Jonathan H. ChouChief Financial Officer

More than 20 years of finance and banking experience in the U.S. and Asia Pacific

Former Asia Pacific CFO of Honeywell International and AP CFO Lucent Technologies

Awarded “China's Top Ten CFOs of 2008” award by CFO World Magazine and holds MBA from Fuqua School of Business at Duke

Guilang ZhangHead of Sales and Marketing

Over 15 years of experience in sales and marketing

Former General Manager of Want-Want China Holdings' Want Zai (Hot Kid) business, led the company to become China's number one dairy drinks company by net profits from 2003-2006.

Bachelor's Degree in Economics from National Chung Hsing University in Taiwan and EMBA from Tsinghua University in Beijing

Judy Tu, Esq.Vice President

Over 10 years of experience in operating Chinese companies with background in U.S. law .

J.D. from Loyola Law School, University of California, Berkeley.

A licensed attorney in the State of California.

18

Board of Directors

You Bin LengChairman, Chief Executive Officer

Over 20 years in the dairy industry and ADI Feihe Chairman for more than seven years

Bachelor’s degree in food engineering from Northeast Agriculture University and an EMBA from Peking University

Roger Hua LiuVice Chairman

More than 16 years in C-level positions with extensive finance and accounting experience

Bachelor’s degree in finance and economics from Xian Jiaotong University and Shenzhen University

Sheng Hui LiuDirector, Vice President of Finance

Over 10 years of extensive financial knowledge and experience at ADI Feihe

Degrees in economics and accounting from Northeast Agriculture University and Country Cadre Institute of Ministry of Agriculture

Hui-Lan LeeDirector, Audit Committee Chair

30 years of extensive knowledge and experience in a variety of management positions in China and the U.S.

Bachelor’s degree in business administration from National Cheng-Kung University, Taiwan, a Master of Science degree in Taxation from Golden Gate University, and a Master of Business Administration from Indiana University

Kirk G. Downing, Esq.Director

Over 25 years of experience practicing law

Attorney licensed in the State of California

James C. Lewis, Esq.Director

Over 30 years of experience practicing law

Attorney licensed in the State of Utah

Neil N. Shen Director

Founding and Managing Partner of Sequoia Capital China Co-founder of Ctrip .com International (Nasdaq: CTRP) and Home Inns and Hotels

Management (Nasdaq: HMIN) Bachelor's degree from Shanghai Jiao Tong University and Master's degree from the School of

Management at Yale University

19

Financial Summary

68.2

115.1

163.9

193.2

271.1

0.0

50.0

100.0

150.0

200.0

250.0

300.0

2005 2006 2007 2008 2009

20

Robust Revenue Growth

LTM Revenue by Quarter

Robust growth in infant formula revenue fueled by quality excellence

$U

S (m

illio

ns)

Annual Revenue

$U

S (m

illio

ns)

113.8

41.2

72.1

43.4

0.0

20.0

40.0

60.0

80.0

100.0

120.0

Q1 2009 Q2 2009 3Q 2009 4Q 2009

21

Product Portfolio: Revenue Contribution

Consumers’ flight to quality has provided opportunity to shift capacity from low margin products to higher margin branded infant milk formula

FY 2009 Revenue Contribution by ProductFY 2008 Revenue Contribution by Product

22

Expanding Margins and Cash Flow

Margin Profile Operating Cash Flow

Our strategy is to:• Increase sales of higher margin, premium products and • Generate strong operating cash flow through capacity expansion, increasing

selling prices, higher utilization rates, and improving working capital management

4.9

11.1

-4.4

29.9

17.2

-10.0

-5.0

0.0

5.0

10.0

15.0

20.0

25.0

30.0

35.0

2005 2006 2007 2008 2009

$U

S (m

illio

ns)

44.4% 43.4% 44.2%

39.3%

48.2%

14.6% 14.1%10.9%

3.2% 1.9%

16.6%14.2%

5.1%8.8% 7.2%

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

2005 2006 2007 2008 2009

Gross Margin Operating Margin Net Margin

23

Selected Balance Sheet Items

(USD in millions) As of December 31, 2009

Assets

Cash and Cash Equivalents $48.9

Inventories, Net 59.0

Property & Equipment (1) 177.7

Total Assets $440.3

Short Term Debt

Current Maturities of Long-Term Debt 7.3

Notes and Loans Payable 62.4

Long Term Debt, Net of Current Portion 32.4

Shareholder’s Equity 162.5

Total Liabilities & Equity $440.3

(1) Includes Net Property and Equipment and Construction in Progress.

In September 2009, the Company paid down $34.0million, or 75%, of the $46.0 million outstanding ofits 1% Guaranteed Senior Secured ConvertiblesNotes due 2012. The remaining payment,approximately $11.5 million, was completed at theend of October 2009. Additionally, the Company's7.75% Convertible Notes due 2009 were fullyconverted as of October 2, 2009 and the Companyhas no convertible notes remaining.

On August 26, 2009, the Company closed privateplacement transaction with Sequoia Capital,through which the Company issued 2.1 millionshares of common stock to Sequoia Capital for anaggregate purchase price of $63.0 million.

24

Company Highlights

Large Market Opportunity with Long-Term, High-Growth Prospects

A Leading Infant Formula Brand in China

Stringent Quality Control with State-of-the-Art Equipment and Facilities

Nationwide Sales Force with Regional Distribution Centers

Vertically Integrated Business Model – High Barriers to Entry

Experienced Management Team with Proven Track Record

Strong Financial Position and Profitability

1

2

3

4

5

6

7

25

Thank You!


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