Mr. Ira Livingston Managing Partner: LIC LLC for Cotton Incorporated. VI BRAZILIAN COTTON CONGRESS 15 August 2007

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1 Mr. Ira Livingston Managing Partner: LIC LLC for Cotton Incorporated VI BRAZILIAN COTTON CONGRESS 15 August 2007

2 Presentation: Cotton in Brazil Brazilian Consumers Cotton Incorporated History Moving Forward

3 Brazilian Cotton Situation: Production Mill Use Trade Per Capita Demand

4 Brazilian Cotton Production (Millions of 480-lb. bales, ) Near-record production boosted by record yields Source: USDA

5 Brazilian Cotton Mill Demand (Millions of 480-lb. bales, ) Mill Demand lags production, but still near a record Source: USDA

6 Brazilian Cotton Trade (Millions of 480-lb. bales, ) Exports Imports Major shift over decade from net importer to exporter Source: USDA

7 Brazilian Per Capita Retail Demand* for Cotton (kilograms, ) Cotton Man-Made Fiber Cotton demand higher, but MMF increasing Source: ICAC

8 Global Lifestyle Monitor IV Brazil Report Consumer Insight

9 Overall Background Since 1998, Cotton Incorporated and CCI have conducted the first Global Lifestyle Monitor, which investigates a wide range of lifestyle issues related to clothing, shopping and textiles. This research has been important in adding value and increasing understanding of consumer attitudes and behaviors for surveyed countries. The research looks in detail at lifestyles, clothing purchasing habits, and clothing interest and attitudes. This analysis helps understand: The issues behind cotton product demand. What motivates consumers to choose cotton over synthetics. Synovate was again selected to conduct and coordinate the Global Lifestyle Monitor.

10 Overall Methodology Interviewing Market Methodology Brazil China Colombia Germany Thailand India Italy Japan United Kingdom Face to face: Sao Paulo, Rio de Janeiro, Belo Horizonte, Recife, Porto Alegre Telephone: Beijing, Guangzhou, Shanghai Face to face: Bogota, Cali, Barranquilla, Medellin Telephone: national Face to face: Bangkok, Chiangmai, Chonburi, Hadyai, Korat Face to face: Mumbai, Delhi, Bangalore, Kolkata, Chennai Telephone: national Telephone: Tokyo, Osaka Telephone: national NOTE: Korea and Taiwan were not included in the scope of the survey in 2003 or Hong Kong is also not included in the scope in Thailand is being surveyed for the first time in Source: Synovate

11 Methodology Brazil >Conducted by Synovate from March 3 rd to March 14 th, >500 respondents were surveyed Store Examples Used During Interviewing: Department stores (e.g., Lojas Americanas) Chain stores (e.g., C&A, Pernambucanas ) Hypermarkets/Warehouse Clubs (e.g., Extra, Carrefour) Chain/Specialty shops outside of department stores (e.g., Benetton, Forum, M. Officer) Sports/Sporting good stores (Bayard) Catalogs/mail order (e.g., Kay's, Gus) Base: Total Respondents: 1999 (n=500); 2001 (n=500); 2003 (n=500); 2006 (n=500) Source: Synovate

12 Shopping and Fashion - Brazil

13 Shopping and Fashion - Brazil Stores And Places Used To Buy Clothes For Yourself 77% 70% 64% 64% 63% 56% 59% 45% 37% 30% 28% 30% 46% 43% 36% 28% 28% 33% 27% 29% 30% 23% 24% 25% 24% 24% 23% 22% 19% 21% 18% 15% Chain stores Small, independent clothing stores Department stores Chain/specialty shop outside dept stores Hypermarkets/ warehouse clubs Street markets/ fairs/bazaars Factory outlet stores Off-price/ discount stores Significantly higher than GLM III at the 95% confidence level Significantly lower than GLM III at the 95% confidence level Source: Synovate

14 Shopping and Fashion - Brazil Clothing Store Attributes 38% 43% 48% 43% 52% 40% 37% 39% 19% 19% 24% 28% 16% 16% 34% 31% 20% 19% 19% 18% 19% 16% 17% 16% Selection or variety of items Good/low prices Method of paying/ lay-away Promotions Carry quality clothes Sales/bargain sales Source: Synovate

15 Shopping and Fashion - Brazil Love/Somewhat Like Clothes Shopping Neither Like Nor Dislike % 78% 85% 77% 16% 16% 11% 15% Males 66% Males 62% Males 73% Males 65% Males 26% Males 28% Males 19% Males 23% F Females 89% Females 88% Females 89% Females 88% M Females 9% Females 8% Females 6% Females 7% F M Significantly lower than GLM III at the 95% confidence level Significantly greater than women at the 95% confidence level Significantly greater than men at the 95% confidence level Source: Synovate

16 Shopping and Fashion - Brazil Average Spent on Clothes In Past 3 Months Buy Clothes At Least Once A Month US $194 US $ US $ US $82 34% 43% 30% 33% M Significantly greater than men at the 95% confidence level Source: Synovate Males 29% Females 38% Males 38% Females 48% Males 18% Females 39% Males 24% Females 40% M

17 Shopping and Fashion - Brazil Top Items Purchased In Past Three Months* 59% 67% 72% 51% 56% 65% 65% 61% 39% 38% 52% 52% 46% 68% 45% 45% 46% 36% T-Shirts Jeans Underwear Shorts Shirts Pants * Question not asked in GLM I Significantly higher than GLM III at the 95% confidence level Significantly lower than GLM III at the 95% confidence level Source: Synovate

18 Shopping and Fashion - Brazil Place Where Consumers Get Ideas For Clothes 50% 47% 42% 36% 70% 59% 52% 46% 62% 60% 42% 41% 36% 36% 37% 37% 35% 37% 32% 31% 31% 32% 28% 30% 24% 23% 20% 22% 22% 16% 18% 15% Family members What you already own and like In store displays/window shopping Friends and colleagues you see regularly Television Salespeople in stores Store fliers/ mailbox inserts Magazines Significantly higher than GLM III at the 95% confidence level Source: Synovate

19 Shopping and Fashion - Brazil Intent to Purchase More/As Many/Fewer Clothing Items Than in Past 12 Months* More As Many Fewer Denim/jeanswear Sports Clothing Casual Clothing Home Fabrics Formal Clothing Work clothes/ smocks/overalls NA % 4% 6% 35% 31% 47% 28% 29% 39% 33% 27% 34% 18% 26% 32% 19% 18% NA 27% 39% 29% 24% 38% 29% 31% 43% 34% 24% 18% 17% 22% 17% 5% 6% 5% NA 23% 19% 16% 24% 18% 16% 22% 19% 21% 13% 8% 24% 24% 22% 8% 8% 4% NA * Not asked Question not asked in GLM I Significantly higher than GLM III at the 95% confidence level Significantly lower than GLM III at the 95% confidence level Source: Synovate

20 Quality and Fibers - Brazil

21 Quality and Fibers - Brazil It Is Important That My Clothes Are Made From Natural Fiber Such As Wool And Cotton Agree strongly Agree somewhat 22% 19% 28% 21% 46% 42% 45% 23% 24% 21% 18% 43% Neither agree nor disagree Disagree somewhat 13% 16% 15% 19% 20% 17% 16% 18% Disagree strongly 25% 25% 20% 19% Source: Synovate

22 Quality and Fibers - Brazil Preferences To pay more for better quality clothes OR To sacrifice a little quality to get a better price % 61% 58% 55% 39% 39% 42% 45% To know the fiber content of a garment OR To know the brand name of a garment % 71% 68% 63% 33% 29% 32% 37% Source: Synovate

23 Quality and Fibers - Brazil Fiber Best Suited For Today s Fashions 78% 73% 66% 68% 43% 44% 44% 32% Natural Fibers (Net) Cotton 21% 18% 18% 18% Denim/ jeanswear 5% 6% 5% 6% 6% 5% 1% 2% 4% 2% 4% 5% 3% 4% 2% 2% 1% 3% 2% 2% Blend of cotton & polyester Silk Lycra Linen Synthetic 11% 10% -- ** Wool ** Less than 0.5% Source: Synovate

24 Quality and Fibers - Brazil Attributes Describing Cotton % Soft Comfortable Keeps you warm Traditional Wrinkles NA Breathes Attributes Describing Polyester % Keeps you cool Is a quality fabric Is sporty NA Soft Comfortable Keeps you warm Not asked Significantly lower than GLM III at the 95% confidence level Source: Synovate Traditional Wrinkles NA Breathes Keeps you cool Is a quality fabric Is sporty

25 Quality and Fibers - Brazil Fiber Avoided When Purchasing Clothing (Among Those Who Said They Avoid Particular Fibers) 22% 12% 26% 17% 20% 20% 17% 15% 17% 13% 10% 13% 13% 12% 12% 13% 3% 7% 3% 3% Wool Lycra Silk Nylon Cotton Source: Synovate

26 Cotton Incorporated - Overview

27 Cotton Incorporated : Producer Challenges Launched 1970 C.R.& P. Act Promotion & Research Market Share Change Mill Use vs. Exports

28 Cotton's Share of Market Apparel & Home Fabrics 75% Percent Trend Cotton's Share 61% 47% 33% 19% 5% Source: NPD and Trade Data * Excludes Carpet

29 Cotton s Share of Market Apparel & Home Fabrics 75% Percent Trend Cotton's Share 61% 47% 33% 19% 5% Source: NPD and Trade Data * Excludes Carpet

30 Brazil Moving Forward

31 BRAZILIAN COTTON INDUSTRY MUST CONSIDER Basics for Success: Other Factors Consumer Attitudes Jeans Sales Apparel Distribution Promotion to Consumer Competitive Fibers Shift of Downstream Mfg. to China 3x Port Port of Santos Sao Paulo Bans Large Outdoor Billboards 2009 International Year of Natural Fibers (UN)

32 Identify Leadership Select Partners Producer Groups Government Support Mills/Manufacturers Retailers Consumer Research Marketing Promotion Recommendations:

33 Mr. Ira Livingston LIC LLC VI BRAZILIAN COTTON CONGRESS 15 August 2007

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