DFA’s New Milk Protein Concentrate Initiative

1. DFA’s New Milk Protein Concentrate Initiative Presented by Fonterra (USA) Inc Terry Childs Director, Business Development On Behalf of DairiConcepts LLP

2. Who is DAIRICONCEPTS? • Why we were Created? • Introduction to Portales, NM • Applications for MPC • Membrane uses / Restriction on Dairy • A Review of Import and Export data

3. FONTERRA Annual Sales US $: 5.2 BILLION

4. Annual Sales US $: 6.7 BILLION

5. DFA $6.7 BILLION FONTERRA $5.2 BILLION Food Ingredients Division + NZMP Key Ingredients – EQUALS –

6. Leverage the strengths of two powerful, global dairy organizations • DFA brings high quality milk supply and Fonterra brings protein technology and expertise. • Allows a focused business approach to meeting our customers requirements. • World-class technical support, global reach, local touch. • Latest cheese flavor technology is available. • Spray-drying expertise and on-going development capabilities. • Dedicated team of highly motivated and focused professionals.

7. Bruce, WI Bruce, WI Winsted, MN GVC Pollock, SD Hummelstown, PA Eldorado Springs, MO Springfield, MO (Corporate Office & Canning Line) Portales, NM

8. – MPC – Dairy Blends – NFDM – Cream

9. Milk Processing Plant at Portales, New Mexico Portales

10. Portales New Mexico Milk Production • Portales milk supply comes from 100 mile radius [ Plant process 5 million pounds/ day] • NM farm size average: 2933 acres • Average dairy herd size: 536 cows • Average Pounds produced per year per cow 20,750 lbs of milk per year

11. WET PROCESS

12. DRY PROCESS

13. NFDM NFDM separator pasteurizer MPC evaporator ultra filtration drier filtermat spray existing new packing

14. Milk Protein Concentrate • Able to produce a range of protein contents. • Current focus, 70% protein. • Drivers: Depend on application: either functionality/nutrition. • Bland flavor, highly soluble milk proteins.

15. Milk Protein Concentrate • Applications: Used in all applications where low lactose and clean flavor profiles are important; e.g. • Nutritional Formulas • Processed Cheese • Cultured Products • Cream Cheese • Convenience Foods

16. High protein MPCs are preferred ingredients in applications Cheese Low Lactose Nutritional Products MPC Processed Cheese Milk Infant Formula High Lactose High Whey protein High Casein protein

17. Processed Cheese: • MPC Offers manufacturers; • Less issues with flavor profile and level of “intact protein”. • Ability to standardize the protein:fat ratio of the formulation ensuring consistent end product. • Significant handling and processing advantages.

18. Milk Protein Concentrate Facts and Myths

19. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. Milk Protein Concentrate • Ultrafiltered Product made from Fresh milk • Anything else is a blend or formulated ingredient and should be labeled accordingly • Dry Blend of Casein and Whey Proteins

20. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. Ultrafiltration • Is a membrane separation technology that has been used by the food industry for more than 30 years • The dairy industry has led the field 30 years ago but where are we now?

21. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. Food Industry using Membrane Technology • Water purification • Wine and beer filtering • Fruit and vegetable juice processing • Egg product processing • Functional soy protein isolates The rest of the food industry has embraced this technology and has reaped the benefits in quality and cost.

22. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. Missed opportunity? • Are we allowing ourselves to be blinded by our focus on import restrictions and industry regulations so as not to see the value of and opportunity for membrane technology in the Dairy Industry?

23. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. Impact of Regulations • “On-farm” Membrane Processing, or is it? Reference: California Department of Food and Agriculture

24. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. On-Farm Membrane Processing • Milk is not pasteurized, but simply “concentrated” for transport to the processor. • The membrane concentrated “raw milk” is allowed to be used in cheese, yogurt, ice cream and other dairy products. • It’s a great idea, but why the limitations?

25. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. Perspective – What is milk? What are milk products? Milk Water Protein – casein & whey Fat Lactose Minerals Separate and Concentrate Products

26. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. Perspective – What is milk? What are milk products? MPC Cheese Protein – casein Fat Some Minerals Residual Lactose Protein – casein & whey Fat Some Minerals Residual Lactose Lactose Some minerals Protein – whey Lactose Some minerals

27. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. Perspective – What is milk? What are milk products? Cheese + WPC + Salts MPC + Milk Fat + EMC + Salts Prepared Cheese Product Protein – casein & whey Fat Some Minerals Residual lactose

28. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. Let’s talk about Dairy Trade

29. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. Let’s put it in terms of protein Net Trade = Imports - Exports

30. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. Net Trade – Protein Basis • For milk and protein products (Chapter 4: Harmonized Tariff Schedule), US is a net exporter. • For whey products (Chapter 4 & 35:Harmonized Tariff Schedule), US is a net exporter. • For casein and caseinate (Chapter 35: Harmonized Tariff Schedule), US is a netimporter.

31. Main Body Text Slide: This slide is for the main body of your presentation. You can change the layout of this slide by going to menu item: Format => Slide layout (select an appropriate layout such as “two columns”, “slide with tables or charts” etc) To add more slides, use menu item: Insert => New Slide. Do not add too much text to a slide. Presentation slides have more impact if text is kept short and simple and is spread across a number of slides. Word count guide for this page is approximately 100 words. Fonts to be used: “Click to add title”: Arial 31 points “Click to add text”: Arial 26 points Sub titles within body copy should be Arial Bold. Keep Line spacing to one line to assist with legibility. The default font for bullets is Arial’. If Arial is not installed on your computer the alternative font is Wingdings. Please refer to the README for instructions on how to change the bullet font. Note: By default, when you add text to this slide, a bullet point will be applied. If you do not want a bullet point to appear, select the text and click on the “bullets” button on the toolbar or use the menu item: Format => Bullet => uncheck the “Use a bullet” option. Net Trade and MPC • Yes, the US is a net importer of casein and caseinate. • But casein and caseinate imports have been static for more than 6 years • Casein is old separation technology. • The future opportunities are for membrane technology – UF concentrates and UF powder (Milk Protein Concentrate) • Portales is positioned to capture this MPC growth