Download - 2001 Farmer Cooperatives Conference October 30, 2001 Meeting the Needs of Our Food Customers
2001 Farmer Cooperatives Conference
October 30, 2001
Meeting the Needs of Our Food Customers
Blue Diamond Growers
• How to Better Meet Customer Needs– Adapt & Change– Reorganize
Reorganization Guiding Concepts
1. Market Driven
2. Structure into Business Units
3. Strengthen Key Customer Relationships
4. Business Planning Driving Day-To-Day
5. Empowered Work Force
What is a Business Unit?
Cross Functional Business Team Structured Around Market Segments Aligned with Production Cells Formulates Objectives & Strategies Accountable for Results
Business Unit BenefitsClearer FocusImproved LinkageStronger Customer RelationshipsMarket Segment ProfitabilityBetter Overall Business Performance
Business Units
Processed IngredientsCommodityAmericas IndustrialExport IndustrialConsumer Foods
• Confectioners
• Cereal/Baking Manufacturers
Processed Ingredient Customers
• Marzipan & Paste Manufacturers
• Traders and Speculators
• Importers/Processors
Commodity Customers
• Bakers/Bakery Companies
• Nut Roasters/Salters
• Repackers
• Inshell Buyers
• Ice Cream Manufacturers
Americas & Export Industrial Customers
• Grocery Stores & Supermarkets• Drug & Discount Stores• Wholesale/Club/Cash & Carry• Food Service
Consumer Foods Customers
Meeting Commodity Customer Needs
• Price Buyers
• Margins Minimal
• Buying Positions Speculative
• Excessive Supply & Uncertainty
Meeting Industrial Customer Needs
• Quality, Service & Price
• Brand Loyalty
Meeting Processed Ingredients Customer Needs
• Value Added Products
• High Degree of Intimacy
• Exacting Product Specifications
• Matching Infrastructure
• Mutually Drive Costs out of Processes
Meeting Consumer FoodsCustomer Needs
• Higher Margins Market Segments
• Growth Requires Closer Integration– Multiple product lines– Must deliver information plus products– Must tie technology together to lower costs– Proactive services
A Can a WeekThat’s All We Ask