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Cu KEYNOTE: GROWTH OF A
PIG PRODUCTION BUSINESS CONSUMER CHALLENGES, STRATEGY
AND OPPORTUNITIES
Dr. Bradley Wolter, President
September 19th, 2016
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TODAY’S DISCUSSION
• My Approach & Presenters
• The Maschhoffs TODAY
• Our PATH to TODAY
– The Maschhoffs Story
– Agriculture’s Story
– Consumer Trends
• Our Path FORWARD: 2017 & Beyond
– Chicken’s ABF Journey
– Value Innovation POV
• Q&A/Discussion
Presented 09/19/16 2
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OUR COMPANY TODAY • 5th Generation Family-Owned
• HQ in Carlyle, IL
• Largest Network of Family-Owned Pig Farms in North America – Approx. 750 production sites and 550
family farm partners
• About 5 Million Market Pigs to 4 Customers
• Decentralized Operations Span 9 States – About 1,300 employees
– 218,000 sows
– 4 feed mills, 4 transportation washes
Presented 09/19/16 3
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PART OF MULTI-PROTEIN BUSINESS
Presented 09/19/16 4
• Maschhoff Family Foods is our holding company
• Formed in 2013 with the purchase of GNP Company
• As part of a diversified business we provide healthy proteins that enrich lives
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BUSINESS OVERVIEW
Presented 09/19/16 5
Operations
Business Units
• Largest family-owned hog production network in North America, 3rd largest overall
• Largest fully-integrated fresh chicken producer in the upper Midwest
Total Business
• Approx. 3,000 Employees
• About 900 Family Farm Partners
• 6 Feed Mills
• FY15 Net Sales of About $1.3 B
69% Pork/31% Chicken
Highlights
1 Calculated using LTM sales information for GNP Company.
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• Leading meat consumed on the globe
• Global consumption driven by sustained social economics
• Asia likely to import significant amounts of pork
• U.S. remains leading potential low-cost producer
• Evolving technology/industry supply chain structure
• Commodity price volatility remains
WHY HOG PRODUCTION EXCITES US
Presented 09/19/16 6
CHINA: Continued GROWTH Projected
SOURCE: Production, Supply and Distribution database and projections. March 2014.
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OUR PATH TO TODAY
Presented 09/19/16 7
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A BEGINNING LIKE MOST OTHERS…
Presented 09/19/16 8
2017
1851 -1990
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BECAME PIG PRODUCTION SPECIALISTS…
Presented 09/19/16 9
2017 1851-1990
1991-2003
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RAPIDLY GREW IN PIG PRODUCTION…
Presented 09/19/16 10
1851-1990 2017 2004-2014
HEARTLAND PORK
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…AS WE DIVERSIFIED
Presented 09/19/16 11
1851-1990 2017
2004-2014
4 MAIN Packers
& Processors
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1851-1990 2017
R
DECENTRALIZED AND CUSTOMER FOCUS…
Presented 09/19/16 12
2015-2016
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THE COMPETITIVENESS CROSSROADS
Presented 09/19/16 13
1851-1990 2017
HEARTLAND PORK
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Mid-
1900s
FACE & PRODUCTIVITY OF AG
Presented 09/19/16 14
2017
One able to feed
Of U.S. pop in ag
One able to feed
Of U.S. pop in ag
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Mid-
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FOOD SYSTEM SCRUTINY
Presented 09/19/16 15
2017
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CONSUMER DEMOGRAPHICS, TRENDS & FOOD MOVEMENTS
Presented 09/19/16 16
2017 Mid-
1900s
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THIS CREATES HARD REALITIES FOR MEAT PROTEINS
Presented 09/19/16 17
Misinformation & Distrust of Ag
& Empowered Non-Meat Movement
Consumers Disconnected
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OUR PATH FORWARD: 2017 & BEYOND
Presented 09/19/16 18
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GROWING SUSTAINABLY
Decentralized production system consists of five smaller, largely independent, geographically-based regions.
• Each region: – Operates under guidance of
a General Manager (GM)
– Manages about 40,000 sows
– Is supported by dedicated resources in the areas of facility repair and maintenance, pig movement, herd health, and human resources
Presented 09/19/16 19
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ENGAGED LEADERS & PEOPLE
LANA SCHNEIDER
Manager of
Administration
Regional General Managers (GMs)
DR. AARON
GAINES
VP, Technology &
Support Operations
JEFF DIESEN
CFO
MORGAN
DUGAN
Sr. Director,
Supply Chain
DR. BRADLEY WOLTER President
PATRICIO VIDAL
Great Plains
Region
DR. SCOTT STEHLIK
Heartland Region
& Technical
Operations
SAM DEHAAS
Great South
Region
PAUL WETTSTEIN
Central Prairie
Region
JULIE BERLING
Sr. Director,
Strategic Insights &
Communications
Presented 09/19/16 20
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LASER-FOCUSED ON HELPING OUR CUSTOMERS SUCCEED
Presented 09/19/16 21
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BUSINESS/INDUSTRY SYNERGIES
Presented 09/19/16 22
Lead
ersh
ip D
eve
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me
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Inn
ovatio
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An
imal C
are
Info
rmatio
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ms
Customer Focused
Customer Service Excellence
Re
spect
Inte
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Safety
Inn
ovatio
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Qu
ality
Opportunities for Synergy and Growth
MIDWEST’S LEADING CHICKEN PRODUCER
Be the 1st choice nationally for fresh ideas in natural chicken.
LARGEST FAMILY-OWNED PORK PRODUCER
IN NORTH AMERICA
To become the most cost-efficient, anchor supplier of hogs to U.S. pork
packers and processors.
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…AND VALUE-DRIVEN INNOVATION
Presented 09/19/16 23
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CHICKEN’S PATH TO NAE (NOT ABF)
Presented 09/19/16 24
2004 2016
GNP Company’s Julie Berling, Sr. Director of Strategic Communications & Insights and Bill Lanners, Sr. VP of Operations
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2004 2016
EARLY INDICATORS…
Presented 09/19/16 25
2004
0% of
flocks NAE
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2004 2016
LAUNCHED, THEN SHIFTED GEARS…
Presented 09/19/16 26
2005 -2006
10% of MN flocks NAE
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2004 2016
DEFINING AN EMERGING CATEGORY…
Presented 09/19/16 27
30% of MN flocks NAE
“No antibiotics-ever” means NONE, NEVER
2008
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2004 2016
MARKET DEMAND GROWS…
Presented 09/19/16 28
2009 -2014
30-75% of MN flocks NAE; 20% in WI
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2004 2016
FROM NICHE TO MAINSTREAM…
Presented 09/19/16 29
2015
100% of flocks NAE in MN; 20% in WI
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2004
100% NAE BY 2019,
THE MOVEMENT MARCHES ON
Presented 09/19/16 30
100% of ALL flocks NAE by 2019
2016
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VALUE OF NAE OVER CONVENTIONAL
Presented 09/19/16 31
Just BARE has grown double-digit YOY.
Projected to be 28% of TOTAL branded sales in FY17.
28% of TOTAL
branded sales
in FY17
5% Organic
The CHALLENGE: Selling the whole bird at enough of a premium to offset additional costs.
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THESE ATTRIBUTES COST ABOUT
+ More expensive feed
+ Slight decrease in bird performance
+ Increased sanitation requirements
+ Heightened biosecurity
+ Slightly less bird uniformity
+ More barn-level interventions
+ Reduced barn density
+ Lighting standard compliance
+ Stricter product segregation protocols
+ Annual auditing & licensing fees
Presented 09/19/16 32
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TODAY TO 100% NAE
• Is it sustainable in the long-term?
• What do we see being the additional challenges?
• What pitfalls can we expect on this journey?
Presented 09/19/16 33
HOW MUCH HARDER WILL IT BE TO MAKE THE ECONOMICS WORK FOR HOGS?
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A VALUE INNOVATION POV
Presented 09/19/16 34
Dr. Aaron Gaines, VP/Technical & Operations Support at The Maschhoffs
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ANTIBIOTIC-FREE CASE STUDY
Presented 09/19/16 35
Pork Packers & Processors
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Presented 09/19/16 36
• Prevalence of endemic and epidemic disease challenges have increased – Increased density of pigs in
key growing geographies
– Health destabilization
– New epidemic disease outbreaks
– Commingled pig flows
• Industry reducing antibiotics already
• Need to maintain high standards of animal care
BUSINESS REALITIES
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Presented 09/19/16 37
• Need to determine increased cost of antibiotic-free (ABF) program – 114% to 121% higher COP based on
Internal modeled estimates
– The major economic driver: the impact on pre- and post-weaning mortality rates
– Past tendency has been to underestimate the “true” costs of these programs after system implementation
• The Critical Question: How do we optimize ABF so it is sustainable longer-term? – This is not something the veterinarian
and nutritionist are going to sort out by themselves
OUR APPROACH & CRITICAL Q
Said that meat & poultry raised without routine use
of antibiotics should be available in their
supermarket.
SOURCE: https://www.nrdc.org/sites/default/files/antibiotic-free-meats-CS.pdf
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DEMANDS A MULTI-FACETED APPROACH
Presented 09/19/16 38
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Presented 09/19/16 39
ANTIBIOTIC STUDY OVERVIEW
• Trial carried out from Jun-Nov 2014
• Randomized complete block design using 2 treatments*
– Treatment 1: Control
– Treatment 2: No antibiotics—from weaning to harvest
• Used a total of 32 pens per treatment with 30 pigs per pen
• All pigs vaccinated for PRRS 3 weeks post-weaning, and tested positive for SIV and M. Hyopneumoniae
* Note: All piglets were given Excede at processing. Antibiotics
were used therapeutically for all sows and piglets during lactation.
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Presented 09/19/16 40
ANTIBIOTIC STUDY RESULTS ITEM CONTROL NO ANTIBIOTICS P-VALUE Number of pens 32 32 - Number of pigs 960 960 - Body weight, lb Start 14.1 14.1 >0.1 End 281.3 283 >0.1 Within-pen CV, % Start 19.3 19.6 >0.1 End 9.8 10.2 >0.1 Average daily gain, lb Live 1.75a 1.68b <0.05 Carcass 1.28a 1.22c <0.05 Average daily feed intake, lb 4.16a 4.09b <0.05 Gain: feed, lb:lb Live 0.421a 0.412b <0.05 Carcass 0.307a 0.299b <0.05 Morbidity and mortality, % 6.5b 14.1a <0.05 a,bMeans with difference superscripts are different (P<0.05).
DO
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Presented 09/19/16 41
• Develop feeding programs that reduce changeover costs at the feed mill (i.e. # of diets in phase feeding program)
• Identification of feed additives and/or ingredients that improve pig health
• Leverage antibiotic alternatives to offset pig growth and feed conversion impact of ABF
EXAMPLE 1: NUTRITION
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Presented 09/19/16 42
• Identification of source flow(s) best suited for ABF
• Increased diagnostic testing to manage disease risk for given source flow(s)
• Implementation of more advanced biosecurity programs or technologies (i.e. filtration) to manage epidemic disease risk
• Reduce and/or eliminate disease pressure associated with endemic disease by leveraging new or existing health product technologies
EXAMPLE 2: HEALTH
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Presented 09/19/16 43
• Need to understand what genetic lines are better suited for ABF
• Within genetic line need to understand what individual sire(s) may be better suited for ABF
EXAMPLE 3: GENETICS
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.
SIRE LINE DIFFERENCES IN WTM MORTALITY
Presented 09/19/16 44
• Raw values from sire line 9, expressed as deviation from the mean line value
• Range in mortality across sire lines = 2.95%
-2.0
-1.5
-1.0
-0.5
0.0
0.5
1.0
1.5
2.0
A B C D E F G
WTM
MO
RTA
LITY
, DEV
IATI
ON
FR
OM
MEA
N (
%)
SIRE LINE
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OFFS, LLC
.
WITHIN-LINE SIRE DIFFERENCES IN TOTAL PROGENY MORTALITY, %
Presented 09/19/16 45
• Raw values from sires currently evaluated in the CTH, expressed as deviation from the mean line value
• Range in total combined mortality (pre-wean + post-wean) across sire lines = 24.69%
-15%
-10%
-5%
0%
5%
10%
15%
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48
Pre-Wean Mortality Post-Wean Mortality Total Mortality
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Presented 09/19/16 47
• Need to understand housing requirements for ABF (i.e. stocking density)
– Mortality and morbidity rate tends to increase at floor spaces below 6.0 ft2
– Is this response different for ABF?
• Redefine barn design specifications to facilitate animal care practices associated with ABF program
• Defining a flow strategy to reduce fill time by right-sizing our BTW and WTM assets for ABF
• Potential segregation of Parity 1 offspring due to higher mortality rates
EXAMPLE 4: HOUSING
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Presented 09/19/16 48
DO
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T IS P
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PR
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20
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THE M
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OFFS, LLC
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Dr. Bradley Wolter PRESIDENT
