Investor and Analyst Day Presentation
North America Route Based Services
Improved Customer Retention
Strong customer retention
Cott
➤ Marketing efforts focused on targeting stickier customer base through increased areas sales representative team,
in store marketing partnerships, customer list acquisitions and more stringent customer approval standards
Improved Customer Retention (1)
Adjusted Cooler Retention
84.0%
82.2%
81.7%
81.7%
81.8%
82.0%
80.8%
80.8%
80.0%
79.1%
77.4%
78.0%
76.0%
75.0%
74.0%
72.0%
70.0%
2009
2010
2011
2012
2013
2014
2015
2016
2017
Avg. Tenure per Water Delivery Services Customer in Years
Retention Over Time
5.0
4.6
4.5
4.2
4.3
4.4
4.4
3.9
4.0
4.0
3.7
3.8
3.5
3.0
2.5
2.0
1.5
1.0
0.5
0.0
2009
2010
2011
2012
2013
2014
2015
2016
2017
Source: Cott Management.
1. Adjusted year-over-year cooler retention rates exclude the impact of customers that terminated service in the same year they started the service.
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