DISCUSS & SALES AND MARKETING OPPORTUNITIES IN THE NEW MILLENIUM.

DISCUSS

&

SALES AND MARKETING OPPORTUNITIES

IN THE NEW MILLENIUM

• Marketing is about building the brand equity of a product or service

The Bottom Line...The Bottom Line...

• Sales is about selling the benefits of purchasing the product or service

So What’s Brand So What’s Brand Equity?Equity?

The Culture

Brand equity is the customer’s perception that yourproduct or service is better than the competition’s

Marketing In The New Marketing In The New MillenniumMillennium

What It Is NotWhat It Is Not• 100% Time 100% Time

Devoted to TV and Devoted to TV and RadioRadio

• Immediate fame Immediate fame and fortuneand fortune

What It IsWhat It Is• Promotions, Promotions,

MerchandisingMerchandising

• Trade Fund ManagementTrade Fund Management

• Innovation/Cutting edge Innovation/Cutting edge thinkingthinking

• A Partnership with SalesA Partnership with Sales

Marketing ResponsibilitiesMarketing Responsibilities

• Conduct Business ReviewsConduct Business Reviews• Assess Competitive, Category, and Assess Competitive, Category, and

Consumer TrendsConsumer Trends• Develop Strategies and Tactics on Develop Strategies and Tactics on

Assigned BrandsAssigned Brands• Develop Brand Promotion StrategiesDevelop Brand Promotion Strategies• Develop and Evaluate Packaging Develop and Evaluate Packaging

StrategiesStrategies

Marketing Assistant Marketing Assistant DevelopmentDevelopment

• On-the-job and “class-room” On-the-job and “class-room” developmentdevelopment

• Career movement planningCareer movement planning• Mentor programsMentor programs• Performance appraisalPerformance appraisal• Individual development planningIndividual development planning• Cross divisional rotationsCross divisional rotations

Sales In The New MillenniumSales In The New MillenniumWhat It Is NotWhat It Is Not

• Vacuum Cleaners Vacuum Cleaners & Knives& Knives

• Door to DoorDoor to Door

• One-Time Cold-One-Time Cold-CallCall

• Dead-End CareerDead-End Career

What It IsWhat It Is• Execution of promotion Execution of promotion

and merchandising and merchandising strategiesstrategies

• New Product IntroductionsNew Product Introductions

• DistributionDistribution

• Relationship building with Relationship building with customerscustomers

Driving Traffic To Customers’ Stores Through Merchandisingand Promotions/Promotional Partnerships

Promotions

Sustain Long-Term Growth Through: New Product Introductions & Category Management Strategies

New Product Introductions

The Career

Get What the Customer Needs, When and Where They Need It!

• 20oz• 15oz• 10oz

• Cheeseburger Macaroni• Creamy Stroganoff• Lasagna• Three Cheese(33 Hamburger Varieties)

• Targets Different Consumers• Targets Different Uses/Occasions

• Increased Sales

DistributionDistribution

The Career

DISTRIBUTIONCENTER &

BUYING OFFICES(Direct Customer)

RETAILSTORES

(Retail Customer)

Who Are Our Who Are Our Customers?Customers?

&

The Career

Potential Career Path Options

Territory Manager

Field Sales Business Development

Sales Management Associate

Development ManagerOperations Manager

Key Account Manager

Business Team Manager

Business Team Leader

Region Sales ManagerRegion Sales Manager

Business Planning Manager

Business Planning Associate

Product Sales ManagerProduct Sales Manager

Field Sales Responsibilities Field Sales Responsibilities

• Manage a part of General Mills business Manage a part of General Mills business with ownership and responsibility for with ownership and responsibility for that business’ successthat business’ success– Cultivate a relationship with Cultivate a relationship with YOURYOUR customer customer– Customize national and regional strategy Customize national and regional strategy

into a business plan that into a business plan that YOUYOU will execute will execute withwith YOURYOUR customer customer

– Be involved in the details of the execution, Be involved in the details of the execution, from the store level upfrom the store level up

Business Development Business Development ResponsibilitiesResponsibilities

• Analyze data to make recommendations for regional Analyze data to make recommendations for regional strategystrategy– Be a resource for direct sales account managers Be a resource for direct sales account managers andand be a be a

resource for the regional management centersresource for the regional management centers

• Develop presentations to major customers dealing Develop presentations to major customers dealing with annual strategy with annual strategy andand day to day business issues day to day business issues

• Develop and maintain systems which allow sales Develop and maintain systems which allow sales teams to proactively address business opportunitiesteams to proactively address business opportunities

• Assist in the creation of strategic business Assist in the creation of strategic business development plans for several customers in one development plans for several customers in one regional marketplaceregional marketplace

Training and DevelopmentTraining and DevelopmentIntroduction to the Company and IndustryIntroduction to the Company and Industry

2 to 6 Weeks2 to 6 Weeks

Knowledge and Skill BuildingKnowledge and Skill Building• Interactive Office and Field EnvironmentsInteractive Office and Field Environments• Self-Development ModulesSelf-Development Modules• Casework, Projects and Role-playsCasework, Projects and Role-plays• Product and Category OrientationProduct and Category Orientation• Mentoring ProgramMentoring Program

How To Get The Job You Really Want

“Market and Sell” Yourself

Be Prepared for the Interview

Who Are Companies Who Are Companies Recruiting?Recruiting?

• People who are accustomed to successPeople who are accustomed to success• Natural leadersNatural leaders• People who strive to innovate and think People who strive to innovate and think

originallyoriginally• Determined achieversDetermined achievers• People who embrace challengesPeople who embrace challenges• Committed team playersCommitted team players

CHAMPIONS!CHAMPIONS!

Marketing and Sell Yourself

“The Nuts And Bolts”

• GPA• Involvement• Leadership• Work Experience

“It Starts with the Resume”

P

R

O

D

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C

T

Marketing and Sell Yourself

P

R

O

M

O

T

I

O

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People Are The Most Important Resource

Sell Yourself• Face-To-Face• Impression/Perception/Style

The Interview Is Paramount

“Fit”

Be Prepared ForBehavior Based Interviewing

Know The Company

Know Yourself

Listen & Answer Questions

Situation Action Outcome

Big News At TheBig News At The“Company of Champions”?“Company of Champions”?

Anticipated Acquisition of PillsburyAnticipated Acquisition of Pillsbury

• Stronger, More Balanced Portfolio, Stronger, More Balanced Portfolio, Geared for Faster GrowthGeared for Faster Growth

• Doubles Number of Category Market Doubles Number of Category Market LeadersLeaders

• Opens More International Career OptionsOpens More International Career Options

The New General MillsThe New General Mills

• Third Largest Food company in Third Largest Food company in North America, Fifth in WorldNorth America, Fifth in World

• $13 Billion in Sales$13 Billion in Sales

• 80% of Portfolio is Food that is 80% of Portfolio is Food that is Ready to Eat, or Prepared in 15 Ready to Eat, or Prepared in 15 minutes or lessminutes or less

Championship Culture - Championship Culture - RecognitionRecognition

• Fortune Magazine’s Fortune Magazine’s “100 Best Companies to Work for”“100 Best Companies to Work for”

• Corporate Report’sCorporate Report’s“8 Great Places to Work”“8 Great Places to Work”

• Latina Style’sLatina Style’s“50 Best Companies for Latinas”“50 Best Companies for Latinas”

• Brand Marketing & Supermarket NewsBrand Marketing & Supermarket News“Category Master of the Year Award”“Category Master of the Year Award”

Questions?Questions?

DISCUSS & SALES AND MARKETING OPPORTUNITIES IN THE NEW MILLENIUM.

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