Brown-Forman Reports Strong Third Quarter Results and Updates Full Year Outlook

  Brown-Forman Reports Strong Third Quarter Results and Updates Full Year

Business Wire

LOUISVILLE, Ky. -- March 6, 2013

Brown-Forman Corporation (NYSE:BFA) (NYSE:BFB) today reported financial
results for its third quarter and the first nine months of fiscal 2013 ended
January 31, 2013. Reported net sales increased 7% in the quarter^1 to $1,027
million (+8% on an underlying basis^2). Reported net sales growth was
negatively impacted by the absence of Hopland-based wines, offset by favorable
foreign exchange. Reported operating income increased 15% in the quarter to
$237 million (+14% on an underlying basis). Diluted earnings per share in the
quarter increased 18% to $0.73 compared to $0.62 in the prior year period.

For the first nine months of the year, reported net sales increased 4% (+8% on
an underlying basis), reported operating income increased 13% (+13% on an
underlying basis), and diluted earnings per share increased 18% to $2.22
compared to $1.89 in the prior year period.

Paul Varga, the company’s chief executive officer said, “We continue to be
pleased with our top-tier results in this well-performing industry. Our third
quarter and year-to-date results reflect the excellent geographic breadth of
our company, as well as improved portfolio and volume/margin balance. Given
the momentum we observe today for the North American whiskey category,
emerging markets, and premium-priced spirits generally, we believe
Brown-Forman is positioned well for continued strong growth."

Year-to-Date 2013 Highlights

  *Underlying net sales increased 8%, driven by broad-based geographic gains
    and brand strength, with constant currency net sales^3 up 5%

       *Price/mix contributed three points to net sales growth
       *Jack Daniel’s family of brands grew net sales 10%
       *The company’s super and ultra-premium whiskey brands grew net sales
       *El Jimador’s family of brands grew net sales 7%
       *Finlandia’s family of brands grew net sales 5%

  *Underlying operating income increased 13%, driven by strong top-line
    growth, gross margin expansion, and operating expense leverage

Year-to-Date 2013 Performance

The company’s underlying sales growth of 8% was driven by its premium skew of
brands and strong global demand for North American whiskeys. Company-wide
price/mix contributed approximately three points of year-to-date sales growth,
while volumes continued to grow at a mid-single-digit rate. This balanced
revenue growth allowed the company to more than offset inflationary pressures,
driving gross margins up by 240bps. Gross margins also benefited from the
absence of Hopland-based wines and lower costs associated with reductions in
value-added packaging.

Brown-Forman’s brand portfolio enjoyed broad-based geographic gains.
Performance in the emerging markets was particularly strong, with Turkey and
Russia growing combined net sales over 35% year-to-date. Brazil and Mexico
also grew at double-digit-rates, up 14% and 11%, respectively. Other emerging
markets with notable net sales growth rates included India, Thailand and
Indonesia, up over 20% in the aggregate.

In the developed markets, net sales increased at a mid-teens rate in Germany,
and grew mid-single-digits in Australia and the United Kingdom. France
reported year-to-date net sales growth, but results were negatively impacted
by the third quarter comparison to last year’s buy-in activity in advance of
price and excise tax increases. The rest of continental Europe, and in
particular, southern Europe, remained under pressure given the weak economic
conditions, but the company’s portfolio continued to gain share in these
challenging markets.

The company’s portfolio of brands gained value share in the U.S. market, with
underlying sales growth of over 6%. The company attributes this outperformance
to three main drivers, including improved pricing after successfully
implementing increases at the beginning of the year, the strength of the North
American whiskey category, and the continued growth of Jack Daniel’s Tennessee
Honey. The pricing environment remained healthy during the critical holiday
selling season, and the on- and off-premise channels benefited from improving
U.S. consumer confidence.

The company’s Global Travel Retail business delivered 8% net sales growth,
driven by price increases, successful innovation, and new product launches.

The Jack Daniel’s trademark experienced strong global demand, evidenced by 10%
net sales growth. The company is pleased with the marketplace reaction to the
global price increases implemented earlier this year after several years in a
row of holding prices flat.

Jack Daniel’s Tennessee Honey’s global net sales nearly doubled year-to-date.
This strong year-over-year growth has been driven by the targeted rollout of
the brand in markets outside of the U.S., including the United Kingdom where
Tennessee Honey has enjoyed positive consumer response. Global growth was also
driven by strong double-digit gains in the U.S., primarily due to increased
velocity in the off-premise, as efforts to increase brand awareness have been

Brown-Forman’s portfolio of super and ultra-premium whiskey brands, including
Woodford Reserve, Jack Daniel’s Single Barrel, Gentleman Jack and Collingwood,
grew net sales 19% year-to-date. This portfolio is well-positioned to benefit
from growing consumer interest in super and ultra-premium whiskeys.

Finlandia vodka’s mid-single-digit net sales growth was driven by strong
premiumization trends in Russia, offset somewhat by a competitive marketplace
in Poland.

The el Jimador family of tequila brands grew net sales by 7% with New Mix RTDs
up 15%. El Jimador grew net sales in the mid-teens in the U.S., offset by
declines in Mexico. Herradura grew net sales by 22% globally, as the brand
enjoyed strong share gains in the U.S. and Mexico.

Southern Comfort’s net sales grew 1% year-to-date in the U.S., and returned to
growth in the third quarter in the United Kingdom on the launch of the new
consumer engagement plan for the brand in that market. Continued softness in
Australia, Germany and South Africa prevented the brand from growing on a
global basis however, with year-to-date net sales down 4% compared to a 7%
decline in fiscal 2012. The company intends to roll out the consumer
engagement strategy that has had good early success in the U.S. and the United
Kingdom into several of Southern Comfort’s other key international markets.

Sonoma-Cutrer’s 15% growth was driven primarily by improving price/mix with
some modest volume gains, while Korbel grew net sales by 4%.

The company is also making significant investments behind its brands,
including increases in A&P spend, as well as investments in additional
headcount in emerging markets and enhanced route-to-market initiatives. Brand
investment grew 7% on an underlying basis year-to-date, and SG&A increased 10%
on an underlying basis, primarily due to timing.

Dividends and Other

On November 15, 2012, Brown-Forman increased its regular quarterly cash
dividend 9.3% to $0.255 per share. On January 22, 2013, Brown-Forman declared
a regular quarterly cash dividend of $0.255 per share on its Class A and Class
B common stock. This cash dividend is payable on April 1, 2013 to stockholders
of record on March 8, 2013. Brown-Forman has paid regular cash dividends for
67 consecutive years and increased them for each of the last 29 years.

On December 12, 2012, Brown-Forman issued $750 million of senior unsecured
notes. The notes consist of the following tranches:

$250 million of 1.00% 5 Year Senior Notes due January 15, 2018

$250 million of 2.25% 10 Year Senior Notes due January 15, 2023

$250 million of 3.75% 30 Year Senior Notes due January 15, 2043

Proceeds from the issuance were used to fund a $4.00 special dividend paid to
shareholders on December 27, 2012.

On February 25, 2013, Brown-Forman announced that it had completed the
redemption of its outstanding $250 million 5% notes due 2014 with a
combination of cash and short-term borrowings. The company expects to record
pre-tax expenses of approximately $9 million in its fourth quarter. The
redemption is expected to lower pre-tax interest expense by approximately $2
million in the fourth quarter of fiscal 2013, and $8 million in fiscal 2014.

Fiscal Year 2013 Outlook

The company is updating its fiscal 2013 earnings outlook to a range of $2.60
to $2.68 from $2.58 to $2.70. This outlook now incorporates a negative $0.05
impact in the fourth quarter from the charges associated with the redemption
of the company’s 2014 notes, as well as adverse foreign exchange moves. While
uncertainty persists in the fragile global economy, the company continues to
expect high single-digit growth in underlying net sales and low double-digit
growth in underlying operating income in fiscal 2013. Leverage to the
operating income line in fiscal 2013 is expected to come primarily from gross
margin expansion.

Brown-Forman will host a conference call to discuss the results at 10:00 a.m.
(EDT) this morning. All interested parties in the U.S. are invited to join the
conference call by dialing 888-624-9285 and asking for the Brown-Forman call.
International callers should dial 706-679-3410. The company suggests that
participants dial in ten minutes in advance of the 10:00 a.m. start of the
conference call.

A live audio broadcast of the conference call will also be available via
Brown-Forman’s Internet website,, through a link
to "Investor Relations." For those unable to participate in the live call, a
replay will be available by calling 855-859-2056 (U.S.) or 404-537-3406
(international). The identification code is 12883934. A digital audio
recording of the conference call will also be available on the website
approximately one hour after the conclusion of the conference call. The replay
will be available for at least 30 days following the conference call.

For more than 140 years, Brown-Forman Corporation has enriched the experience
of life by responsibly building fine quality beverage alcohol brands,
including Jack Daniel’s Tennessee Whiskey, Southern Comfort, Finlandia, Jack
Daniel’s & Cola, Canadian Mist, Korbel, Gentleman Jack, el Jimador, Herradura,
Sonoma-Cutrer, Chambord, New Mix, Tuaca, and Woodford Reserve. Brown-Forman’s
brands are supported by nearly 4,000 employees and sold in approximately 160
countries worldwide. For more information about the Company, please visit


^1 Percentage growth rates are compared to prior year periods, unless
otherwise noted.

^2 Underlying change represents the percentage increase or decrease in
reported financial results in accordance with generally accepted accounting
principles (GAAP) in the United States, adjusted for certain items. A
reconciliation from reported to underlying net sales, gross profit,
advertising expense, SG&A, and operating income (non-GAAP measures) increases
or decreases for the three-month and nine-month periods ended January 31,
2013, and the reasons why management believes these adjustments to be useful
to the reader, are included in Schedule A and the note to this press release.

^3 All ‘net sales’ references are on a constant currency basis, unless
otherwise noted. Constant currency represents reported net sales with the
cost/benefit of currency movements removed. Management uses the measure to
understand the growth of the business on a constant dollar basis, as
fluctuations in exchange rates can distort the underlying growth of the
business both positively and negatively.

Important Information on Forward-Looking Statements:

This report contains statements, estimates, and projections that are
"forward-looking statements" as defined under U.S. federal securities laws.
Words such as “aim,” “anticipate,” “aspire,” “believe,” “envision,”
“estimate,” “expect,” “expectation,” “intend,” “may,” “plan,” “potential,”
“project,” “pursue,” “see,” “will,” “will continue,” and similar words
identify forward-looking statements, which speak only as of the date we make
them. Except as required by law, we do not intend to update or revise any
forward-looking statements, whether as a result of new information, future
events, or otherwise. By their nature, forward-looking statements involve
risks, uncertainties and other factors (many beyond our control) that could
cause our actual results to differ materially from our historical experience
or from our current expectations or projections. These risks and other factors
include, but are not limited to:

  *declining or depressed global or regional economic conditions,
    particularly in the Euro zone; political, financial, or credit or capital
    market instability; supplier, customer or consumer credit or other
    financial problems; bank failures or governmental debt defaults
  *failure to develop or implement effective business, portfolio and brand
    strategies, including the increased U.S. penetration and international
    expansion of Jack Daniel’s Tennessee Honey, innovation, marketing and
    promotional activity, and route-to-consumer
  *unfavorable trade or consumer reaction to our new products, product line
    extensions, price changes, marketing, or changes in formulation, flavor or
  *inventory fluctuations in our products by distributors, wholesalers, or
  *competitors’ consolidation or other competitive activities such as pricing
    actions (including price reductions, promotions, discounting, couponing or
    free goods), marketing, category expansion, product introductions, entry
    or expansion in our geographic markets
  *declines in consumer confidence or spending, whether related to the
    economy (such as austerity measures, tax increases, high fuel costs, or
    higher unemployment), wars, natural or other disasters, weather,
    pandemics, security concerns, terrorist attacks or other factors
  *changes in tax rates (including excise, sales, VAT, tariffs, duties,
    corporate, individual income, dividends, capital gains) or in related
    reserves, changes in tax rules (e.g., LIFO, foreign income deferral, U.S.
    manufacturing and other deductions) or accounting standards, and the
    unpredictability and suddenness with which they can occur
  *governmental or other restrictions on our ability to produce, import,
    sell, price, or market our products, including advertising and promotion
    in either traditional or new media; regulatory compliance costs
  *business disruption, decline or costs related to organizational changes,
    reductions in workforce or other cost-cutting measures
  *lower returns or discount rates related to pension assets, interest rate
    fluctuations, inflation or deflation
  *fluctuations in the U.S. dollar against foreign currencies, especially the
    euro, British pound, Australian dollar, Polish zloty or Mexican peso
  *changes in consumer behavior or preferences and our ability to anticipate
    and respond to them, including societal attitudes or cultural trends that
    result in reduced consumption of our products; reduction of bar,
    restaurant, hotel or other on-premise business or travel
  *consumer shifts away from brown spirits, premium-priced spirits, or
    spirits products generally; shifts to discount store purchases or other
    price-sensitive consumer behavior
  *distribution and other route-to-consumer decisions or changes that affect
    the timing of our sales, temporarily disrupt the marketing or sale of our
    products, or result in implementation-related or higher fixed costs
  *effects of acquisitions, dispositions, joint ventures, business
    partnerships or investments, or their termination, including acquisition,
    integration or termination costs, disruption or other difficulties, or
    impairment in the recorded value of assets (e.g. receivables, inventory,
    fixed assets, goodwill, trademarks and other intangibles)
  *lower profits, due to factors such as fewer or less profitable used barrel
    sales, lower production volumes, decreased demand or inability to meet
    consumer demand for products we sell, sales mix shift toward lower priced
    or lower margin SKUs, or cost increases in energy or raw materials, such
    as grain, agave, wood, glass, plastic, or closures
  *natural disasters, climate change, agricultural uncertainties,
    environmental or other catastrophes, or other factors that affect the
    availability, price, or quality of agave, grain, glass, energy, closures,
    plastic, water, or wood, or that cause supply chain disruption or
    disruption at our production facilities or aging warehouses
  *negative publicity related to our company, brands, marketing, personnel,
    operations, business performance or prospects
  *product counterfeiting, tampering, contamination, or recalls and resulting
    negative effects on our sales, brand equity, or corporate reputation
  *significant costs or other adverse developments stemming from class
    action, intellectual property, governmental, or other major litigation; or
    governmental investigations of beverage alcohol industry business, trade,
    or marketing practices by us, our importers, distributors, or retailers

For further information regarding these risks, please refer to the “Risk
Factors” and “Management’s Discussion and Analysis of Financial Condition and
Results of Operations” sections of our annual report on Form 10-K and
quarterly reports on Form 10-Q filed with the SEC.

Brown-Forman Corporation

Unaudited Consolidated Statements of Operations

For the Three Months Ended January 31, 2012 and 2013

(Dollars in millions, except per share amounts)

                           2012               2013               Change
Net sales                    $  959.0             $  1,026.9           7   %
Excise taxes                    257.4                280.0             9   %
Cost of sales                  250.7              240.2            (4  %)
Gross profit                    450.9                506.7             12  %
Advertising expenses            98.8                 110.5             12  %
Selling, general, and
administrative                  148.0                162.4             10  %
Amortization expense            0.8                  --
Other (income)                 (2.9     )          (3.2     )
expense, net
Operating income                206.2                237.0             15  %
Interest expense, net          7.3                7.6      
Income before income            198.9                229.4             15  %
Income taxes                   65.8               71.8     
Net income                   $  133.1            $  157.6            18  %
Earnings per share:
Basic                        $  0.63              $  0.74              18  %
Diluted                      $  0.62              $  0.73              18  %
Gross margin                    47.0     %           49.3     %
Operating margin                21.5     %           23.1     %
Effective tax rate              33.1     %           31.3     %
Cash dividends paid
per common share:
Regular quarterly            $  0.233             $  0.255
cash dividends
Special cash dividend          --                 4.000    
Total                        $  0.233            $  4.255    
Shares (in thousands)
used in the
calculation of
earnings per share:
Basic                           212,891              213,459
Diluted                         214,499              215,051
Note: All previously reported share and per share amounts have been restated
to reflect the 3-for-2 stock split effected in August 2012.

Brown-Forman Corporation

Unaudited Consolidated Statements of Operations

For the Nine Months Ended January 31, 2012 and 2013

(Dollars in millions, except per share amounts)

                           2012               2013               Change
Net sales                    $  2,813.1           $  2,918.8           4   %
Excise taxes                    692.5                729.4             5   %
Cost of sales                  747.4              694.1            (7  %)
Gross profit                    1,373.2              1,495.3           9   %
Advertising expenses            296.3                309.1             4   %
Selling, general, and
administrative                  433.9                469.9             8   %
Amortization expense            3.4                  --
Other expense                  1.3                (4.8     )
(income), net
Operating income                638.3                721.1             13  %
Interest expense, net          21.5               17.1     
Income before income            616.8                704.0             14  %
Income taxes                   208.1              226.0    
Net income                   $  408.7            $  478.0            17  %
Earnings per share:
Basic                        $  1.90              $  2.24              18  %
Diluted                      $  1.89              $  2.22              18  %
Gross margin                    48.8     %           51.2     %
Operating margin                22.7     %           24.7     %
Effective tax rate              33.7     %           32.1     %
Cash dividends paid
per common share:
Regular quarterly            $  0.660             $  0.722
cash dividends
Special cash dividend          --                 4.000    
Total                        $  0.660            $  4.722    
Shares (in thousands)
used in the
calculation of
earnings per share:
Basic                           214,976              213,301
Diluted                         216,519              214,913

Note: All previously reported share and per share amounts have been restated
to reflect the 3-for-2 stock split effected in August 2012.

Brown-Forman Corporation

Unaudited Condensed Consolidated Balance Sheets

(Dollars in millions)

                                             April 30,   January 31,
                                               2012          2013
Cash and cash equivalents                      $ 338.3       $  386.8
Accounts receivable, net                         475.3          633.8
Inventories                                      712.1          801.9
Other current assets                            223.6         223.9
Total current assets                             1,749.3        2,046.4
Property, plant, and equipment, net              398.7          426.6
Goodwill                                         617.2          618.9
Other intangible assets                          668.3          669.9
Other assets                                    43.9          70.5
Total assets                                   $ 3,477.4     $  3,832.3
Accounts payable and accrued expenses          $ 385.7       $  466.4
Dividends payable                                --             54.5
Current portion of long-term debt                2.7            253.7
Other current liabilities                       15.0          32.7
Total current liabilities                        403.4          807.3
Long-term debt                                   502.8          996.6
Deferred income taxes                            157.9          193.2
Accrued postretirement benefits                  278.1          246.5
Other liabilities                               65.8          69.9
Total liabilities                                1,408.0        2,313.5
Stockholders’ equity                            2,069.4       1,518.8
Total liabilities and stockholders’ equity     $ 3,477.4     $  3,832.3

Brown-Forman Corporation

Unaudited Condensed Consolidated Statements of Cash Flows

For the Nine Months Ended January 31, 2012 and 2013

(Dollars in millions)

                                                 2012         2013
Cash provided by operating activities              $ 341.7        $ 367.2
Cash flows from investing activities:
Additions to property, plant, and equipment          (31.1  )       (59.1    )
Acquisitions of brand names and trademarks           (7.2   )       --
Other                                               (2.6   )      (0.3     )
Cash used for investing activities                   (40.9  )       (59.4    )
Cash flows from financing activities:
Net issuance of debt                                 2.9            744.4
Acquisition of treasury stock                        (219.1 )       --
Dividends paid                                       (142.0 )       (1,008.0 )
Other                                               0.8          2.7      
Cash used for financing activities                   (357.4 )       (260.9   )
Effect of exchange rate changes on cash and         (15.6  )      1.6      
cash equivalents
Net (decrease) increase in cash and cash             (72.2  )       48.5
Cash and cash equivalents, beginning of period      567.1        338.3    
Cash and cash equivalents, end of period           $ 494.9       $ 386.8    

Schedule A

Brown-Forman Corporation
Supplemental Information (Unaudited)
                               Three Months      Nine Months       Fiscal Year
                               Ended             Ended             Ended
                               Jan 31, 2013      Jan 31, 2013      April 30,
Reported change in net         7       %         4      %          6     %
Impact of Hopland-based        2       %         3      %          2     %
wine business sale
Estimated net change in        1       %         -                 1     %
distributor inventories
Impact of foreign              (2      %)        1      %          -
Underlying change in net       8       %         8      %          9     %
Reported change in gross       12      %         9      %          4     %
Impact of Hopland-based        1       %         1      %          3     %
wine business sale
Estimated net change in        -                 (1     %)         -
distributor inventories
Impact of foreign              (2      %)        1      %          1     %
Underlying change in gross     11      %         10     %          8     %
Reported change in             12      %         4      %          8     %
Impact of Hopland-based        -                 1      %          1     %
wine business sale
Impact of foreign              (3      %)        2      %          -
Underlying change in           9       %         7      %          9     %
Reported change in SG&A        10      %         8      %          6     %
Impact of foreign              (1      %)        2      %          1     %
Dispute settlement             -                 -                 (1    %)
Underlying change in SG&A      9       %         10     %          6     %
Reported change in             15      %         13     %          (8    %)
operating income
Impact of Hopland-based        1       %         1      %          12    %
wine business sale
Dispute settlement             -                 -                 1     %
Estimated net change in        -                 (1     %)         1     %
distributor inventories
Impact of foreign              (2      %)        -                 3     %
Underlying change in           14      %         13     %          9     %
operating income


Foreign currencies – Refers to net gains and losses incurred by the Company
relating to sales and purchases in currencies other than the U.S. Dollar.
Brown-Forman uses the measure to understand the growth of the business on a
constant dollar basis as fluctuations in exchange rates can distort the
underlying growth of the business (both positively and negatively). To
neutralize the effect of foreign exchange fluctuations, the Company has
translated current year results at prior year rates. While Brown-Forman
recognizes that foreign exchange volatility is a reality for a global company,
it routinely reviews its performance on a constant dollar basis. The Company
believes this allows management and investors to understand Brown-Forman’s
growth trends.

Hopland-based wine business sale – Refers to the Company’s April 2011 sale of
its Hopland, California-based wine business to Viña Concha y Toro S.A., whose
brands were retained in the Company’s portfolio as agency brands through
December 31, 2011. This agency relationships resulted in fiscal 2012 reported
net sales of $79 million and $0.03 per diluted share. Included in this sale
were the Fetzer winery, bottling facility, and vineyards, as well as the
Fetzer brand and other Hopland, California-based wines, including Bonterra,
Little Black Dress, Jekel, Five Rivers, Bel Arbor, Coldwater Creek, and
Sanctuary. Also included in the sale was a facility in Paso Robles,

Estimated net change in distributor inventories – Refers to the estimated
financial impact of changes in distributor inventories for the Company’s
brands. Brown-Forman computes this effect using estimated depletion trends and
separately identifying trade inventory changes in the variance analysis for
key measures. Based on the estimated depletions and the fluctuations in
distributor inventory levels, the Company then adjusts the percentage
variances from prior to current periods for our key measures. Brown-Forman
believes it is important to make this adjustment in order for management and
investors to understand the results of the business without distortions that
can arise from varying levels of distributor inventories.

Dispute settlement – Refers to the favorable resolution of a dispute in an
international market relating to the importation of our products. Management
believes that excluding this benefit provides helpful information in
forecasting and planning the growth expectations of the Company.

The Company cautions that non-GAAP measures should be considered in addition
to, but not as a substitute for, the Company’s reported GAAP results.

Schedule B

Brown-Forman Corporation

Supplemental Information (Unaudited)

Nine Months Ended January 31, 2013

                      % Change vs. YTD FY12
                        Depletions^1                   Net Sales^2
Brand                   9-Liter      Equivalent        Reported   Constant
                                       Conversion^3                   Currency
Jack Daniel’s           6    %         6      %          9    %       10   %
Jack Daniel’s
Family of               6    %         6      %          9    %       11   %
Whiskey Brands^4
Jack Daniel’s           6    %         6      %          5    %       7    %
el Jimador              5    %         1      %          6    %       7    %
el Jimador              (1   %)        (1     %)         2    %       3    %
New Mix RTD^6           6    %         6      %          13   %       15   %
Finlandia Family        8    %         6      %          2    %       5    %
Finlandia               6    %         6      %          1    %       4    %
Finlandia RTD           64   %         64     %          69   %       79   %
Southern Comfort        (4   %)        (1     %)         (4   %)      (4   %)
Southern                (1   %)        (1     %)         (4   %)      (4   %)
Southern Comfort        (16  %)        (16    %)         (14  %)      (15  %)
Canadian Mist           (2   %)        (2     %)         (1   %)      (1   %)
Korbel Champagne        2    %         2      %          4    %       4    %
Super-Premium           9    %         9      %          14   %       14   %
Rest of Brand
                        10   %         10     %          6    %       10   %
Total                 5    %       4      %        7    %     8    %
Note: Totals may differ due to rounding
1 Depletions are shipments direct to retail or from distributors to wholesale
and retail customers, and are commonly regarded in the industry as an
approximate measure of consumer demand.
2 Net sales is a shipment based metric; shipments and depletions can be
different due to timing
3 Equivalent conversion depletions represent the conversion of ready-to-drink
(RTD) brands to a similar drinks equivalent as the parent brand for various
trademark families. RTD volume is divided by 10.
4 Jack Daniel’s brand family excluding RTD/RTP line extensions
5 Refers to all RTD and ready-to-pour (RTP) line extensions of Jack Daniel’s
6 RTD brand produced with el Jimador tequila
7 Includes Southern Comfort, Southern Comfort Reserve, and Southern Comfort
8 Includes Herradura, Woodford Reserve Family, Sonoma-Cutrer, Tuaca Family and
Chambord liqueur and flavored vodka
9 Total Portfolio includes all existing active brands


Brown-Forman Corporation
Phil Lynch, 502-774-7928
Vice President
Director Corporate Communications and Public Relations
Jay Koval, 502-774-6903
Vice President
Director Investor Relations
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