DISCUSS & SALES AND MARKETING OPPORTUNITIES IN THE NEW MILLENIUM

Marketing is about building the brand equity of a product or service The Bottom Line... Sales is about selling the benefits of purchasing the product or service

So What’s Brand Equity? The Culture Brand equity is the customer’s perception that your product or service is better than the competition’s

Marketing In The New Millennium What It Is Not 100% Time Devoted to TV and Radio100% Time Devoted to TV and Radio Immediate fame and fortuneImmediate fame and fortune What It Is Promotions, MerchandisingPromotions, Merchandising Trade Fund ManagementTrade Fund Management Innovation/Cutting edge thinkingInnovation/Cutting edge thinking A Partnership with SalesA Partnership with Sales

Marketing Responsibilities Conduct Business ReviewsConduct Business Reviews Assess Competitive, Category, and Consumer TrendsAssess Competitive, Category, and Consumer Trends Develop Strategies and Tactics on Assigned BrandsDevelop Strategies and Tactics on Assigned Brands Develop Brand Promotion StrategiesDevelop Brand Promotion Strategies Develop and Evaluate Packaging StrategiesDevelop and Evaluate Packaging Strategies

Marketing Assistant Development On-the-job and “class-room” developmentOn-the-job and “class-room” development 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 Millennium What It Is Not Vacuum Cleaners & KnivesVacuum Cleaners & Knives Door to DoorDoor to Door One-Time Cold-CallOne-Time Cold-Call Dead-End CareerDead-End Career What It Is Execution of promotion and merchandising strategiesExecution of promotion and merchandising strategies New Product IntroductionsNew Product Introductions DistributionDistribution Relationship building with customersRelationship building with customers

Driving Traffic To Customers’ Stores Through Merchandising and Promotions/Promotional Partnerships Promotions

Sales In The New Millennium What It Is Not Vacuum Cleaners & KnivesVacuum Cleaners & Knives Door to DoorDoor to Door One-Time Cold-CallOne-Time Cold-Call Dead-End CareerDead-End Career What It Is Execution of promotion and merchandising strategiesExecution of promotion and merchandising strategies New Product IntroductionsNew Product Introductions DistributionDistribution Relationship building with customersRelationship building with customers

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

Sales In The New Millennium What It Is Not Vacuum Cleaners & KnivesVacuum Cleaners & Knives Door to DoorDoor to Door One-Time Cold-CallOne-Time Cold-Call Dead-End CareerDead-End Career What It Is Execution of promotion and merchandising strategiesExecution of promotion and merchandising strategies New Product IntroductionsNew Product Introductions DistributionDistribution Relationship building with customersRelationship building with customers

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 Distribution The Career

Sales In The New Millennium What It Is Not Vacuum Cleaners & KnivesVacuum Cleaners & Knives Door to DoorDoor to Door One-Time Cold-CallOne-Time Cold-Call Dead-End CareerDead-End Career What It Is Execution of promotion and merchandising strategiesExecution of promotion and merchandising strategies New Product IntroductionsNew Product Introductions DistributionDistribution Relationship building with customersRelationship building with customers

DISTRIBUTION CENTER & BUYING OFFICES (Direct Customer) RETAIL STORES (Retail Customer) Who Are Our 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 Manager Business Planning Manager Business Planning Associate Product Sales Manager

Field Sales Responsibilities Manage a part of General Mills business with ownership and responsibility for that business’ successManage a part of General Mills business with ownership and responsibility for that business’ success –Cultivate a relationship with YOUR customer –Customize national and regional strategy into a business plan that YOU will execute with YOUR customer –Be involved in the details of the execution, from the store level up

Business Development Responsibilities Analyze data to make recommendations for regional strategyAnalyze data to make recommendations for regional strategy –Be a resource for direct sales account managers and be a resource for the regional management centers Develop presentations to major customers dealing with annual strategy and day to day business issuesDevelop presentations to major customers dealing with annual strategy and day to day business issues Develop and maintain systems which allow sales teams to proactively address business opportunitiesDevelop and maintain systems which allow sales teams to proactively address business opportunities Assist in the creation of strategic business development plans for several customers in one regional marketplaceAssist in the creation of strategic business development plans for several customers in one regional marketplace

Training and Development Introduction to the Company and Industry 2 to 6 Weeks Knowledge 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 Recruiting? People who are accustomed to successPeople who are accustomed to success Natural leadersNatural leaders People who strive to innovate and think originallyPeople who strive to innovate and think originally Determined achieversDetermined achievers People who embrace challengesPeople who embrace challenges Committed team playersCommitted team playersCHAMPIONS!

Marketing and Sell Yourself “The Nuts And Bolts” GPA Involvement Leadership Work Experience “It Starts with the Resume” PRODUCTPRODUCT

Marketing and Sell Yourself PROMOTIONPROMOTION People Are The Most Important Resource Sell Yourself Face-To-Face Impression/Perception/Style The Interview Is Paramount “Fit”

Be Prepared For Behavior Based Interviewing Know The Company Know Yourself Listen & Answer Questions Situation Action Outcome

Big News At The “Company of Champions”? Anticipated Acquisition of Pillsbury Stronger, More Balanced Portfolio, Geared for Faster GrowthStronger, More Balanced Portfolio, Geared for Faster Growth Doubles Number of Category Market LeadersDoubles Number of Category Market Leaders Opens More International Career OptionsOpens More International Career Options

The New General Mills Third Largest Food company in North America, Fifth in WorldThird Largest Food company in North America, Fifth in World $13 Billion in Sales$13 Billion in Sales 80% of Portfolio is Food that is Ready to Eat, or Prepared in 15 minutes or less80% of Portfolio is Food that is Ready to Eat, or Prepared in 15 minutes or less

Championship Culture - Recognition Fortune Magazine’s “100 Best Companies to Work for”Fortune Magazine’s “100 Best Companies to Work for” Corporate Report’s “8 Great Places to Work”Corporate Report’s “8 Great Places to Work” Latina Style’s “50 Best Companies for Latinas”Latina Style’s “50 Best Companies for Latinas” Brand Marketing & Supermarket News “Category Master of the Year Award”Brand Marketing & Supermarket News “Category Master of the Year Award”

Questions?