flavors dm

Upload: will-rosetti

Post on 28-Feb-2018

220 views

Category:

Documents


0 download

TRANSCRIPT

  • 7/25/2019 Flavors DM

    1/33

    David Michael & Co.

    An Overview of the Industry,

    Company & S.T.A.M..

    June 29, 2016

  • 7/25/2019 Flavors DM

    2/33

    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

  • 7/25/2019 Flavors DM

    3/33

    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!'!)

  • 7/25/2019 Flavors DM

    4/33

    !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

  • 7/25/2019 Flavors DM

    5/33

    !lavor & !ra"rance Industry

    3ver 00 Flavor & Fragrance o"anies7orld-ide

    #o" Flavor & Fragrance o"anies1!ivadaun: 52!; illion (1;!;

  • 7/25/2019 Flavors DM

    6/33

    !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

  • 7/25/2019 Flavors DM

    7/33

    !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

  • 7/25/2019 Flavors DM

    8/33

    !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

  • 7/25/2019 Flavors DM

    9/33

    !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"

  • 7/25/2019 Flavors DM

    10/33

    !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

  • 7/25/2019 Flavors DM

    11/33

    !lavor Industry

    'ossi8le ustoers & %""lications inthe Food & everage Industry

    everages andy

    aEed oods

    Ice rea & FroCen Desserts %lcoholic 'roducts

  • 7/25/2019 Flavors DM

    12/33

    !lavor Industry

    Flavor *valuation: in & #onic

    ee. Filet Mignon %""le

    asil

    ie

  • 7/25/2019 Flavors DM

    13/33

    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

  • 7/25/2019 Flavors DM

    14/33

    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

  • 7/25/2019 Flavors DM

    15/33

    Technical

    %""lications #ea .or 'roductDevelo"ent and Flavor %""lication

    'ilot 'lant %llo-s .or 'roduct and'rocess $iulation

    $ensory a8 to *valuate 'roducts andFlavors

  • 7/25/2019 Flavors DM

    16/33

    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

  • 7/25/2019 Flavors DM

    17/33

    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

  • 7/25/2019 Flavors DM

    18/33

    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

  • 7/25/2019 Flavors DM

    19/33

    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

  • 7/25/2019 Flavors DM

    20/33

  • 7/25/2019 Flavors DM

    21/33

    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

  • 7/25/2019 Flavors DM

    22/33

    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

  • 7/25/2019 Flavors DM

    23/33

    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

  • 7/25/2019 Flavors DM

    24/33

    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

  • 7/25/2019 Flavors DM

    25/33

    !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

  • 7/25/2019 Flavors DM

    26/33

    !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

  • 7/25/2019 Flavors DM

    27/33

    !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

  • 7/25/2019 Flavors DM

    28/33

    !ield 57perience

    ong #er areer 'ath in $ales: %ssociate %ccount Manager (0)

    %ccount Manager (>) $enior %ccount Manager (2)

    District %ccount Manager (;)

    4egional %ccount Manager (;)

  • 7/25/2019 Flavors DM

    29/33

    !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

  • 7/25/2019 Flavors DM

    30/33

    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

  • 7/25/2019 Flavors DM

    31/33

    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

  • 7/25/2019 Flavors DM

    32/33

    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, '%!

  • 7/25/2019 Flavors DM

    33/33

    Conclusion

    ?uestion & %ns-er

    John %! Monsi.

    %ccount Manager

    21! 6;2!;100, e+tension 111;

    Jonsi.Rd.lavors!co