Dean’s CEO Speaks About Milk and Silk

Feb 19, 2004
George Anderson

By George Anderson

The chairman and chief executive officer of the largest dairy company in the U.S., Dean Foods, sees further consolidation in the dairy industry driven by lower sales of fluid-milk
and the continuing migration of consumers away from traditional grocery to other retail outlets.

Gregg Engles says Dean Foods will be looking for acquisitions while continuing to close plants and boost marketing and promotion to improve the bottom line performance of its
current operation.

Mr. Engles sees a major opportunity for the company to build on the success of the company’s Silk soy-beverage lineup by promoting the potential heart-healthy benefits of soy.

“Our focus is to own the morning with Silk,” he said.

Moderator’s Comment: What impact will further consolidation have on the dairy industry
and retailing? Will soy products continue to change the face of the dairy category?

It wasn’t long ago that dairy companies were seeking to prevent soy beverage makers from calling their drinks milk. Now, the dairy companies own the soy
brands and want to use them to “own the morning.”

Personally speaking, we enjoy the Silk Chai and Coffee flavored drinks. We just wished Wegman’s would stock larger containers.
Anderson – Moderator

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