flavors dm
TRANSCRIPT
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David Michael & Co.
An Overview of the Industry,
Company & S.T.A.M..
June 29, 2016
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resentation Overview
Introduction
Flavor & Fragrance Industry Flavor Industry
David Michael & o! or"orate, #echnical, $ales Force
$ales #raining %ccount Manageent
'rogra ($!#!%!M!'!) Field *+"erience
Ideal andidate
o"ensation
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Introduction
raduated -ith Finance Degree .rothe /niversity o. irginia
Joined David Michael in May o. 2000 Manage e- *ngland #erritory
ased in oston, M%
3versee 4ecruiting and #raining .or$ales #raining %ccount Manageent'rogra ($!#!%!M!'!)
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!lavor & !ra"rance Industry
51! illion Industry 7orld-ide
Divided into #hree Di..erent $egents
Flavors Food, everage, #o8acco & 'haraceuticals
Fragrances $oa"s, Detergents, osetics, & #oiletries
*ssential 3ils & %roa heicals Derived .ro 'lants, %nials and heical Interediates
4a- Materials /sed to Manu.acture Flavors & Fragrances
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!lavor & !ra"rance Industry
3ver 00 Flavor & Fragrance o"anies7orld-ide
#o" Flavor & Fragrance o"anies1!ivadaun: 52!; illion (1;!;
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!lavor Industry
@ave Aou *ver onsidered @o- Foodand everages %chieve #heir #asteB
For instance, @o- Does!! @aagan DaCs Ice rea #aste iEe ooEies
& reaB
@oney Maid raha racEers #aste iEeinnaonB
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!lavor Industry
#hey %chieve #heir #aste #hrough the/se o. F%34$
Flavorsare Incor"orated During theManu.acturing 'rocess o. Food,everages, #o8acco & 'haraceuticals
7ithout Flavors, the Final 'roduct Mayot #aste iEe %nything at %ll
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!lavor Industry
Coo#ies & Cream Ice CreamCoo#ies & Cream Ice Cream
Calories2=0
alories .ro Fat
1>0
Total !at1g $%
$aturated Fat =g '$
Cholesterol0g ()
Sodium10g )
Total Car*ohydrates;2g ((
Dietary Fi8er 1g '
$ugar 2g
roteing
itain % (+
itain $
alciu (
Iron '
Fat 9 ar8ohydrate > 'rotein >
Calories per "ram-
< Daily alueH
utrition !acts
$erving $iCe 1 >oC $coo" (11; gras)
Amount er Servin"
In"redients-crea, non.at ilE, 3reo chocolatecooEies "ieces (sugar, enriched .lour (-heat .lour,niacin, reduced iron, thiaine ononitrate, ri8o.lavin,.olic acid) vegeta8le shortening ("artially
hydrogenated soy8ean oil), cocoa ("rocessed -ithalEali), high .ructose corn syru", corn .lour, -hey,(.ro ilE) corn starch, 8aEing soda, salt, soy lecithin(eulsi.ier), /AI00I, A A1TI!ICIA0 !0A/O1/AI00I, A A1TI!ICIA0 !0A/O1,,chocolate), sugar, corn syru", -hey, &A /AI00A&A /AI00A!0A/O1!0A/O1, cellulose gu, ono and diglycerides, guar
gu, carrageenan, "olysor8ate =0, annatto color
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!lavor Industry
In"redients-enriched .lour (-heat .lour, niacin,reduced iron, thiaine ononitrate vitain 81,ri8o.lavin vitain 82, .olic acid), sugar, "artiallyhydrogenated soy8ean oil, graha .lour, high.ructose corn syru", honey, olasses, corn syru",calciu car8onate (source o. calciu), leavening(8aEing soda, calciu "hos"hate), salt, cinnaon,de+trose, AT21A0 !0A/O1.
Cinnamon 3raham Crac#ersCinnamon 3raham Crac#ers
$erving $iCe "er ontainer a8out 1;
Calories1;0 alories .ro& Fat 20
Total !at2!9g '&
$aturated Fat 0g +&
Cholesterol0 &g +&
Sodium190&g )&
Total Car*ohydrates29g 4&
Dietary Fi8er 1g %&
$ugar 11g
rotein2g
ita&in % +&
ita&in +&
alciu& (,&
Iron )&
< Daily alueH
.utrition !acts
$erving $iCe ;1 gra&s
Amount er Servin"
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!lavor Industry
Flavors %re /sed .or the Follo-ing4easons: 'rovide haracteristic Flavor, -hich is the $tated
Flavor o. Food or everage *nhance *+isting Flavor
o"ensate .or atural Flavor oss
4educe osts
Flavor Fors & 3rigin iKuid & 'o-der
atural, atural & %rti.icial and %rti.icial
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!lavor Industry
'ossi8le ustoers & %""lications inthe Food & everage Industry
everages andy
aEed oods
Ice rea & FroCen Desserts %lcoholic 'roducts
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!lavor Industry
Flavor *valuation: in & #onic
ee. Filet Mignon %""le
asil
ie
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Corporate
lo8al or"oration -ith @eadKuartersin 'hiladel"hia, '%
'rivately 3-ned .or over 100 years andManaged 8y #-o Failies
3"erations in ali.orniaL Me+ico ity,Me+icoL alence, FranceL eiing,hina
20 *"loyees 7orld-ide
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Technical
3ver 2,000 Flavors and $ta8iliCers
Fi.tyN#-o #echnical 'eo"le
3neNinN#hree *"loyees are #echnical
:1 #echnical to $ales 4atio
*leven Flavor heists #hree he.s
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Technical
%""lications #ea .or 'roductDevelo"ent and Flavor %""lication
'ilot 'lant %llo-s .or 'roduct and'rocess $iulation
$ensory a8 to *valuate 'roducts andFlavors
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Sales !orce
#-elve Doestic %ccount Managers
#hree eogra"hical #erritories
urrent ities 3ccu"ied 8y %ccountManagers 5ast Coast-#oronto, oston, e- AorE,
'hiladel"hia & %tlanta
Midwest-hicago, Minnea"olis, olu8us &Dallas
6est Coast-os %ngeles & $an Francisco
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Sales!orce
%verage Aears o. *"loyent: ((.'
$chools %ttended & @oe $tates
Indiana /niversity, Oansas /niversity o. irginia, onnecticut
ornell /niversity, e- AorE
'enn $tate, 'ennsylvania irginia #ech, Dela-are
otre Dae, Illinois
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S.T.A.M..
3oal & urpose*sta8lished in 199, to *nsure that DavidMichaelPs %ccount Managers are the est#rained in the Industry
12 1= Month 'ersonaliCed 3neNonN3ne#raining 'rogra
ased at @eadKuarters in 'hiladel"hia, '% o More than #-o andidates 'artici"ate
in the 'rogra at any iven #ie
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S.T.A.M..
3vervie- o. First @al. (Months 06) #rain and 7orE in #otal ustoer
$atis.action De"artent 'artici"ate in Morning Meeting -ith
'resident and ice 'resident o. #echnical
%ttend lasses
o"lete ?uiCCes & 7ritten Midter
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S.T.A.M..
3ver 90 lasses overing the Follo-ing#hree %reas:
1! 'roduct Ono-ledge & In.oration 2! $ales $Eills
;! o"any De"artents
lasses #aught 8y 3ver ;0 *"loyees,Including $!#!%!M!'! #rainer,#echnical and/""er Manageent
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S.T.A.M..
'roduct Ono-ledge & In.oration Introduction to Food $cience
#he %rt o. #asting Flavor asics
reative Flavors
hocolate Manu.acturing
Distilled $"irits 'roducts
anilla MarEet
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S.T.A.M..
$ales $Eills %rt o. MaEing a 'resentation
#raveling #ricEs %ccount Manageent, 3rganiCation &
#ie Manageent
?uali.ying %ccounts Forecasting & 'roections
urrent Industry #rends
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S.T.A.M..
o"any De"artents everage a8
on.ectionary a8 anilla a8
Manu.acturing Facility
osting De"artent
?uality ontrol De"artents $a"le a8
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!ield 57perience
4elocate to Manage a MultiN$tate#erritory
#o 8e Deterined #o-ards the *nd o.#raining ased on eed
#aEe in onsideration acEground
7orE .ro @oe 3..ice and 4e"ort to
District Manager *ntre"reneurial 3""ortunities
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!ield 57perience
'rovided -ith #ier all ist onsisting o.Multinational, ational & 4egionalo"anies
'ossi8le #y"es o. usiness 4elationshi"s *+isting 4elationshi" & %nnual $ales
uaranteed Miniu %nnual $ales o. 5;0,000
*+isting 4elationshi" & o %nnual $ales o *+isting 4elationshi" & o %nnual $ales
4eKuires old alling
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!ield 57perience
Ideation
ase Develo"ent
Flavor 'ro.ile
oal alidation
#rends, e- 'roduct e-s, MarEet 4esearch
#e+ture technology
Innovation, Flavor #echnology, 'ilot 'lant alidation
$ensory and onsuer #esting
Consultative Sales rocessConsultative Sales rocess
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!ield 57perience
ong #er areer 'ath in $ales: %ssociate %ccount Manager (0)
%ccount Manager (>) $enior %ccount Manager (2)
District %ccount Manager (;)
4egional %ccount Manager (;)
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!ield 57perience
%dditional %ttri8utes o. 'osition Full %ccess to /""er Manageent & Mentors
$all, lose Onit 7orE *nvironent Diverse ustoer ase & 'roducts
$trong usiness 4elationshi"s ead toQ lose Friendshi"s ot $trictly ased on 7orE
ustoers alling Aou .or $a"le 4eKuests ucrative ong #er areer in usiness to
usiness $ales
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IdealCandidate
Dece8er 200 or May 2006 raduate
$trongly $ales 3rientated
$el. Disci"lined and Motivated $trong 3rganiCational $Eills
$trong ounication $Eills
*nthusias .or #ravel
oitted to #-o 4elocations
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Compensation
o"etitive ase $alary -ith a 10< 4aise/"on raduation
%ggressive Incentive 'rogras
$eiN%nnual onus
o"any ar, *+"ense %ccount & a"to"
Medical (''3), Dental and *ye
>01O -ith o"any Matching
'ro.it $haring
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e7t Steps
First 4ound Intervie-s -ill 8e held on!e*ruary (), $++)!
$econd 4ound Intervie-s -ill 8e held inIndiana"olis shortly a.ter First 4oundIntervie-s!
Final 4ound Intervie-s -ill 8e held in'hiladel"hia, '%!
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Conclusion
?uestion & %ns-er
John %! Monsi.
%ccount Manager
21! 6;2!;100, e+tension 111;
Jonsi.Rd.lavors!co