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Doing Business With Nestle
Doug Rader
Doug Rader – Nestle Key Account ManagerEmail: [email protected]: 951-387-1050
“Doug has spent the past 10 years developing a Nestle Global Key Account strategy to support Nestle worldwide -- at their 480+ factories, Product Technology Centers, R&D Centers, Corporate HQ and Engineering groups.
Doug has been successful in negotiating, implementing and maintaining a complex global agreement that encompasses pricing models, innovative value and technological innovations. These milestones led his companies and clients a verifiable sales growth - year over year.”
Nestle Milestones Over The Past 146 Years
Nestle Milestones Over The Past 146 Years
Points:Nestle is a company comprised of many acquisitions. Integration into the Nestle
culture takes a long time.
Employees & Factories Worldwide
Points:Nestle workforce in North America is substantial and
costly.Anything YOU can do to promote cost savings or plant
safety is a WIN.
In 2014 Nestle had $ 91.6B CHF In Sales… down from $109B CHFNestle Is The #1 Food & Beverage Company In the World …
32 Billion Individual Products Produced Each Year
Business Unit Sales Breakdown
Business Units & Brands
Business Units & Brands
Nestle USA (North America Breakdown)
TOP BUSINESS UNITS
NUSA (Glendale) Dreyer’sBeverage Confection & Snacks Prepared Foods ProfessionalBakingPizza (Kraft) Nestle CanadaNPPC (St. Louis)Pet Food NWNA (Dallas) ArrowheadPoland Springs – Etc.NUTRITION(Florham Park, NJ) Baby CareJenny Craig OptiFast
90 Factories Across North America
NUSA (Glendale) – 34 FactoriesDreyer’s - (6 Factories) Beverage - (4 Factories)Confection & Snacks - (5 Factories) Prepared Foods - (6 Factories) Professional - (1 Factory)Baking - (4 Factories) Pizza - (3 Factories)Nestle Canada - (5 Factories)
NUSA – 34 Factories
Nestle Purina - 24 Plants
Purina More Centralized
• STL HQ Drives Larger Projects• Offers Engineering Services to Plants• Most Plants Have Similar Processes – Easy Duplication• New Pouch Filling• Possible Educational Event at HQ
Nestle Waters - 27 Factories
NWNA
• Centralized Engineering• Drives Larger Projects• Offers Engineering Services to Plants• Most Plants Have Similar Processes – Easy Duplication
NUTRITION – 5 Factories (Florham Park, NJ)
Baby Care Jenny Craig OptiFast NutriSystems
Nutrition – 5 Factories
ProductTechnology (PTCs)
Centers
The Product Technology Centers (PTCs) lead multi-center R&D programs for product and process innovation. Each PTC works in one specific business sector to fulfill the needs of Nestle of each SBU: coffee and beverages, confectionery, ice- cream, infant nutrition products, culinary products, etc…Each PTC works closely with Vevey HQ toserve all translate concepts
Nestlé markets worldwide to scientific ideas and research and findings into industrial
applications. The speed with which a product can be brought to market is one of the key elements in a competitive environment, and will become even more vital in the future.
R&D CentersR&D Centers work on non core product categories or to adapt products and processes to local tastes and needs. Certain products, like powdered milks, will be the same the world over, so whether product development is carried out in Switzerland or the USA is of little importance to the nature of the product.Culinary products like soups, sauces or prepared dishes are a different story. Tastes differ widely from country to country. Therefore, product development or adaptation needs to take this into account.
How PTC’s & R&D Centers Work
7 Key USA PTC & R&D Locations
Nestle Needs At These Locations – Sales Opportunities
• Constant new product development and packaging optimization create opportunities for new technologies.• These locations produce short run product samples for consumption.• These locations have many engineers who are seeking advice of all new technologies related to packaging.• Great locations to hold educational events.• Great Buying Influences that can help us at sister plant locations.
PTC - Marysville, OH – Beverage & Confections PTC - St. Louis, MO - PetcarePTC - St. Joseph, MO - PetcarePTC - Fremont, MI – Infant Nutrition
R & D - Bakersfield, CA – Ice CreamR & D - Minneapolis, MN – Healthcare NutritionR & D - Solon, OH – Prepared Foods, Frozen, Baking
GLOBALLY
28 R & D Centers 29 P.T.C. LocationsIMPORTANT
How North American Procurement Works• Operational 2004• Goal to provide Services to Nestlé Operating Companies in NA• Offerings: Purchasing, H.R. , Finance, Sales, Retail Execution
North American
Procurement
• Vets Vendors & Suppliers• RFP & Benchmarking• Purchasing Contracts• Accepted Supplier Program• Preferred Supplier Program• Innovation Partnership• Links To Key
Plant Contacts• Links To Engineering
• Links T o GTP in Vevey• Provides
CAPEX Opportunities• Win-Win for
Nestle & You• Hosts Factory
Buyer Events
Understanding Nestle Plant Buying Processes
• Project purchases require a plant to budget by October• CAPEX approvals roll-out in December for use January 1
– December 31st• Purchases under $20k can use Non Specific CAPEX plant budget funds• Additional purchases can be obtained through left over
unused MRO or CAPEX budget before year end (October – December)
• Operational Equipment Leases can be obtained under MRO funds
Nestle Annual CAPEX Budget is $4.5B+
WHO TO WORK WITH AT NESTLE PLANTS
• Plant Manager• Factory Engineer• Technical Resource• Maintenance Manager• Maintenance Planner• Plant Purchasing• CAPEX Buyer• Training Manager• TPM Leaders
Working with these 9 KEY Buying Influences at each plant will create many Sales Opportunities.HOW TO WIN AT NESTLE
•V isit the Plant•C onduct Plant Surveys• Foster Relationships – Develop A Coach•A sk Questions• Find Pain Points• Offer Proper Solutions• Know Technology Advantages• Know the Competition• Offer Solutions• Quote Every Opportunity• Get the PO
THE END
QUESTIONS?