final presentation cory

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SALES AND MARKETING

CORY KAPNER

RESOURCER

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Overview

Consumer Packaged Goods

Industry and Manufacturing

Professional Services

How do they relate?

Where is the market going?

Business Development

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FMCG/CPG

• What is it?

• Who works there?

• What do they strive for?

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Supply and Demand• Companies strive for equilibrium

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Life Cycle of a Good

Develop Product Test Product Pick the best

Find the WarehouseSales Team

IdeaIs It Possible?

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Tip of the Iceberg

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1. What is it?

2. Why do they exist?

3. Who works there?

http://rds.yahoo.com/_ylt=A0WTefX_265ID68AS8WJzbkF;_ylu=X3oDMTBxYjgydm05BHBvcwMxOQRzZWMDc3IEdnRpZANJOTk4XzY4/SIG=1m5q5cpq0/EXP=1219505535/**http%3A//images.search.yahoo.com/images/view%3Fback=http%253A%252F%252Fimages.search.yahoo.com%252Fsearch%252Fimages%253Fp%253Dfactory%2526fr%253Dyfp-t-501%2526ei%253Dutf-8%2526js%253D1%2526x%253Dwrt%26w=500%26h=324%26imgurl=static.flickr.com%252F68%252F194580652_1b9d38e81d.jpg%26rurl=http%253A%252F%252Fwww.flickr.com%252Fphotos%252Fvardaman%252F194580652%252F%26size=115.5kB%26name=NEW%2BYORK-Long%2BIsland%2BFactory%26p=factory%26type=JPG%26oid=2d06c05f5ba5c8a4%26fusr=lindatxikiakalea%26tit=NEW%2BYORK-Long%2BIsland%2BFactory%26hurl=http%253A%252F%252Fwww.flickr.com%252Fphotos%252Fvardaman%252F%26no=19%26tt=4,357,237%26sigr=11gcg6o4a%26sigi=11d9po2nn%26sigb=12naohlgf%26sigh=116faoc7l

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1. What is it?

2. Why do they exist?

3. What are the different types?

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Big 4

http://www.deloitte.com/dtt/home/0,1044,stc%253DHOME%2526lid%253D2,00.html

http://www.ey.com/global/content.nsf/International/Home

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LEGAL

• Why do they exist?

• Who works there?

• What separates the law firms?

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Specialize in Different Practices

• Simpson, Thacher, & Bartlett

• Wachtell, Lipton, Rosen, & Katz

• Sullivan & Cromwell

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IT CONSULTING COMPANIES

• Outsourcing

• System Integration

• IT Services

• Staff Augmentation

http://rds.yahoo.com/_ylt=A0WTefdKy6BIsysBAUmJzbkF;_ylu=X3oDMTBybHVhNW9lBHBvcwMyNTcEc2VjA3NyBHZ0aWQDSTk5OF82OA--/SIG=1i565rqo5/EXP=1218583754/**http%3A//images.search.yahoo.com/images/view%3Fback=http%253A%252F%252Fimages.search.yahoo.com%252Fsearch%252Fimages%253F_adv_prop%253Dimage%2526ni%253D20%2526va%253Dsystem%252Bintegration%2526fr%253Dyfp-t-501%2526xargs%253D0%2526pstart%253D1%2526b%253D241%26w=200%26h=201%26imgurl=www.mh-data.de%252Fimg%252Fintegration.jpg%26rurl=http%253A%252F%252Fwww.mh-data.de%252Findex.php%253Fcid%253D11%26size=11.4kB%26name=integration.jpg%26p=system%2Bintegration%26type=JPG%26oid=fa4bc4ab5a20d04e%26no=257%26tt=104,999%26sigr=116hv4nvj%26sigi=1125be7ga%26sigb=13sdmlepg

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TOP IT CONSULTING COMPANIES

• TATA

• WIPRO

• INFOSYS

• SATYAM

• Oracle

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Management Consulting

• Reorganization

• Business Strategies

• Integrations with Companies after merger.

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TOP MANAGEMENT CONSULTING COMPANIES

• MCKINSEY & COMPANY

• BCG

• BAIN & COMPANY

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How do they all relate?

Professional Services

Consumer Packaged GoodsIndustry and Manufacturing

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Management Consulting Billings

SeniorStrategic $50,000

DirectorManages 6-10

$30,000

Supervisor-College Interns or Few Years Experience$10,000

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New Rules to BrandingFocus brand on set of touch points where brand can deliver an inspiring customer experience.

Surround the consumer.

Leverage across product segments

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What is Sustainability?

• Definition: to maintain a certain state or condition indefinitely.

• Find ways to better production while maintaining the Earth’s Natural Resources

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Why Do Companies Believe In Sustainability?

• Good for Image

• Significantly Cheaper

• Good for environment

http://rds.yahoo.com/_ylt=A0geu6Qw9K1IG1kBtSZXNyoA;_ylu=X3oDMTBzcThwb2NvBHNlYwNzYwRjb2xvA2FjMgR2dGlkA0gxNjNfNzk-/SIG=1heekjds8/EXP=1219446192/**http%3A//images.search.yahoo.com/images/view%3Fback=http%253A%252F%252Fsearch.yahoo.com%252Fsearch%253Fei%253DUTF-8%2526p%253Dtree%26w=782%26h=696%26imgurl=students.cs.byu.edu%252F%257Efisch%252Ftree.jpg%26size=134.1kB%26name=tree.jpg%26rcurl=http%253A%252F%252Fstudents.cs.byu.edu%252F%257Efisch%252Fassignments.html%26rurl=http%253A%252F%252Fstudents.cs.byu.edu%252F%257Efisch%252Fassignments.html%26p=tree%26type=jpeg%26no=3%26tt=14%252C178%252C893%26oid=7b4903d12d46b55c%26tit=tree.jpg%26sigr=11iehanpb%26sigi=113disdmr%26sigb=11e6ki2m2

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Examples of Sustainability

• Clorox

• GE

• General Mills

• Unilever

• Timberland

http://rds.yahoo.com/_ylt=A0geu43HFIVIUUkA1h9XNyoA;_ylu=X3oDMTBzcThwb2NvBHNlYwNzYwRjb2xvA2FjMgR2dGlkA0gxNjNfNzk-/SIG=1in002ju7/EXP=1216767559/**http%3A//images.search.yahoo.com/images/view%3Fback=http%253A%252F%252Fsearch.yahoo.com%252Fsearch%253Fei%253DUTF-8%2526p%253Dpictures%252Bof%252Bhamburger%252Bhelper%26w=124%26h=124%26imgurl=dontfearthetruth.com%252Fwp-content%252Fuploads%252F2007%252F04%252Fhelpers_hamburger.jpg%26size=6.7kB%26name=helpers_hamburger.jpg%26rcurl=http%253A%252F%252Fdontfearthetruth.com%252F%26rurl=http%253A%252F%252Fdontfearthetruth.com%252F%26p=hamburger%2Bhelper%26type=jpeg%26no=1%26tt=878%26oid=d590e7aa3ce753ce%26tit=helpers_hamburger.jpg%26sigr=10s8v2hs6%26sigi=1258jugsc%26sigb=126fnlklv

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3 levels of Sustainability

• Novice

• Engaged

• Innovative

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Novice

• Recycle

• No PVC Plastics/Trans-fats

• For Example: “Ikea reports that 14% of materials in its catalogue come from certified forest fibres.” (Swiss)

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Engaged

• Taking Recycled Paper and turn into manila folders

• Home Depot did not sell all roses it could have for Mother’s Day because company felt carbon emissions from shipping would hurt environment.

http://rds.yahoo.com/_ylt=A0geu_a_mK1IBQ0B8pNXNyoA;_ylu=X3oDMTBzcThwb2NvBHNlYwNzYwRjb2xvA2FjMgR2dGlkA0gxNjNfNzk-/SIG=1kh3knlhn/EXP=1219422783/**http%3A//images.search.yahoo.com/images/view%3Fback=http%253A%252F%252Fsearch.yahoo.com%252Fsearch%253Fei%253DUTF-8%2526p%253Dpicture%252Bof%252Bmanila%252Bfolder%26w=500%26h=500%26imgurl=content.etilize.com%252F500%252F1010040459.jpg%26size=9.2kB%26name=1010040459.jpg%26rcurl=http%253A%252F%252Fwww.rapidsupplies.com%252Findex.asp%253FPageAction%253DVIEWPROD%2526ProdID%253D2008%26rurl=http%253A%252F%252Fwww.rapidsupplies.com%252Findex.asp%253FPageAction%253DVIEWPROD%2526ProdID%253D2008%26p=manila%2Bfolder%26type=jpeg%26no=3%26tt=3%252C047%26oid=a988f447d99b532a%26tit=1010040459.jpg%26sigr=1266e69s2%26sigi=1160q8tk0%26sigb=122bh8hac

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Innovative

• Wal-Mart replaced EVERY light bulb with energy saving ones.

• Nike “considered” brand

• Tesco saves on shipping

http://en.wikipedia.org/wiki/Image:NikeConsideredBoot.jpg

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Saving $$$$

• Unilever

• Nike

• Nestle

http://rds.yahoo.com/_ylt=A0geu9zxqpxImOMAeD1XNyoA;_ylu=X3oDMTBzcThwb2NvBHNlYwNzYwRjb2xvA2FjMgR2dGlkA0gxNjNfNzk-/SIG=1h3j6olng/EXP=1218313329/**http%3A//images.search.yahoo.com/images/view%3Fback=http%253A%252F%252Fsearch.yahoo.com%252Fsearch%253Fei%253DUTF-8%2526p%253Dpicture%252Bof%252Bgerman%252Bflag%26w=295%26h=295%26imgurl=www.toddsmods.com%252Fmedia%252Fgerman_flag.gif%26size=10.2kB%26name=german_flag.gif%26rcurl=http%253A%252F%252Ftoddsmods.com%252Fpage4.html%26rurl=http%253A%252F%252Ftoddsmods.com%252Fpage4.html%26p=german%2Bflag%26type=gif%26no=3%26tt=83%252C848%26oid=41f21b4ce890c548%26tit=german_flag.gif%26sigr=10v8gt7mm%26sigi=117rgpq9d%26sigb=120lf8dpv

http://rds.yahoo.com/_ylt=A0geu4x0q5xIvVYAzslXNyoA;_ylu=X3oDMTBzcThwb2NvBHNlYwNzYwRjb2xvA2FjMgR2dGlkA0gxNjNfNzk-/SIG=1qibned4v/EXP=1218313460/**http%3A//images.search.yahoo.com/images/view%3Fback=http%253A%252F%252Fsearch.yahoo.com%252Fsearch%253Fei%253DUTF-8%2526p%253Dpicture%252Bof%252Basia%252Bcontinent%26w=1072%26h=1410%26imgurl=itlibitum.ru%252FMAP%252FEARTH%252FCONTINENT%252FASIA%252FMAP%252520-%252520EARTH%252520-%252520CONTINENT-%252520ASIA%252520-%252520www.itlibitum.ru%252520-%252520004.jpg%26size=1.4MB%26name=MAP%2B-%2BEARTH%2B-%2BCONTINENT-%2BASIA%2B-%2Bwww.itlibitum.ru%2B-%2B004.jpg%26rcurl=http%253A%252F%252Fitlibitum.ru%252FMAP%252FEARTH%252FCONTINENT%252FASIA%26rurl=http%253A%252F%252Fitlibitum.ru%252FMAP%252FEARTH%252FCONTINENT%252FASIA%26p=asia%2Bcontinent%26type=jpeg%26no=2%26tt=11%252C877%26oid=7e9f94fb8da803e2%26tit=MAP%2B-%2BEARTH%2B-%2BCONTINENT-%2BASIA%2B-%2Bwww.itlibitum.ru%2B-%2B004.jpg%26sigr=11cailfio%26sigi=13ip6cdir%26sigb=1239q4cb8

http://rds.yahoo.com/_ylt=A0geu4v.rJxIGHMAwqdXNyoA;_ylu=X3oDMTBzcThwb2NvBHNlYwNzYwRjb2xvA2FjMgR2dGlkA0gxNjNfNzk-/SIG=1jp34hpdq/EXP=1218313854/**http%3A//images.search.yahoo.com/images/view%3Fback=http%253A%252F%252Fsearch.yahoo.com%252Fsearch%253Fei%253DUTF-8%2526p%253Dpictures%252Bof%252Bwest%252Bafrica%26w=133%26h=132%26imgurl=www.library.cornell.edu%252Fafricana%252FWriting_Systems%252Fwest_Africa.JPG%26size=15kB%26name=west_Africa.JPG%26rcurl=http%253A%252F%252Fwww.library.cornell.edu%252Fafricana%252FWriting_Systems%26rurl=http%253A%252F%252Fwww.library.cornell.edu%252Fafricana%252FWriting_Systems%26p=west%2Bafrica%26type=jpeg%26no=3%26tt=327%252C173%26oid=1184325d87a5adea%26tit=west_Africa.JPG%26sigr=11nqrob7p%26sigi=120t0gg7l%26sigb=12145hipv

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CPG and Industry

• CPG companies purchase materials from manufacturers.

http://rds.yahoo.com/_ylt=A0WTefU9Ha9I79kAIiiJzbkF;_ylu=X3oDMTBxOWhvbGx1BHBvcwMxOARzZWMDc3IEdnRpZANJOTk4XzY4/SIG=1i9tluddq/EXP=1219522237/**http%3A//images.search.yahoo.com/images/view%3Fback=http%253A%252F%252Fimages.search.yahoo.com%252Fsearch%252Fimages%253Fei%253DUTF-8%2526p%253Dpicture%252520of%252520factory%2526fr2%253Dtab-web%2526fr%253Dyfp-t-501%26w=476%26h=324%26imgurl=www.cwluherstory.com%252FCWLUGallery%252Fimages%252FChinaLarge%252FFactory.jpg%26rurl=http%253A%252F%252Fwww.cwluherstory.com%252FCWLUGallery%252FChina06.html%26size=20.4kB%26name=Factory.jpg%26p=picture%2Bof%2Bfactory%26type=JPG%26oid=0c36f0a9f08a35ea%26no=18%26tt=4,357,241%26sigr=11kiq1on9%26sigi=11uv1jqh1%26sigb=137e5q1qk

http://rds.yahoo.com/_ylt=A0WTefheHa9I49UAA8uJzbkF;_ylu=X3oDMTBwZ2hwaDhqBHBvcwM2BHNlYwNzcgR2dGlkA0k5OThfNjg-/SIG=1l9kudbif/EXP=1219522270/**http%3A//images.search.yahoo.com/images/view%3Fback=http%253A%252F%252Fimages.search.yahoo.com%252Fsearch%252Fimages%253Fp%253Dbottle%2526fr%253Dyfp-t-501%2526ei%253Dutf-8%2526js%253D1%2526x%253Dwrt%26w=500%26h=358%26imgurl=static.flickr.com%252F66%252F167934943_f61a850d96.jpg%26rurl=http%253A%252F%252Fwww.flickr.com%252Fphotos%252Frecyclethis%252F167934943%252F%26size=83.4kB%26name=water_bottle%26p=bottle%26type=JPG%26oid=44b231b8b1724158%26fusr=How%2Bcan%2BI%2Brecycle%2Bthis%26tit=water_bottle%26hurl=http%253A%252F%252Fwww.flickr.com%252Fphotos%252Frecyclethis%252F%26no=6%26tt=2,410,127%26sigr=11j7jsneu%26sigi=11d7m5edg%26sigb=12m1nmp7r%26sigh=119qk9a7u

http://rds.yahoo.com/_ylt=A0WTefiFHa9IBsgANYWJzbkF;_ylu=X3oDMTBwZjZqM2hiBHBvcwMxBHNlYwNzcgR2dGlkA0k5OThfNjg-/SIG=1o8oqkk5l/EXP=1219522309/**http%3A//images.search.yahoo.com/images/view%3Fback=http%253A%252F%252Fimages.search.yahoo.com%252Fsearch%252Fimages%253Fp%253Daquafina%2526fr%253Dyfp-t-501%2526ei%253Dutf-8%2526js%253D1%2526x%253Dwrt%26w=220%26h=150%26imgurl=www.kalf.com%252FGraphics%252Fnews_pics%252Faquafina.jpg%26rurl=http%253A%252F%252Frealguide.real.com%252FRGX%252FRG-us.%2528%252Ftuner%253Fformat%253D121%2526amp%253Bkeyword%253Dradio%2526amp%253Bfind%253D1%2526amp%253Bcontent%253Dfindsimple%2526amp%253Bcookies%253Dtry%2526amp%253Bconsole%253D1%2526amp%253Bx%253D41%2526amp%253By%253D14%2529.content.txt..RGX%252Fwww.kalf.com%252F%26size=11.1kB%26name=aquafina.jpg%26p=aquafina%26type=JPG%26oid=2509c1878a1ec03e%26no=1%26tt=2,653%26sigr=15q2mvv05%26sigi=11c88okom%26sigb=12ou8upuj

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Where is the Market Going?

http://cartoonbox.slate.com/mikeluckovich/

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QUESTIONS SO FAR?

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Business Development

• Specific Lists How do we have the best candidates at all times?

• InterviewsHow do we meet the clients that are to busy to see us?

• Client Visits How do we expand jobs across the board?

• New Sectors Where is the $$$$$$?

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Specific Lists

Person A

Person B

• Rock Star Candidates

Person C

Person D

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Interviews

http://rds.yahoo.com/_ylt=A0WTefbjtKBI8CYAjCeJzbkF;_ylu=X3oDMTByM2Zpb3YyBHBvcwMxNjcEc2VjA3NyBHZ0aWQDSTk5OF82OA--/SIG=1nh3rdhl1/EXP=1218578019/**http%3A//images.search.yahoo.com/images/view%3Fback=http%253A%252F%252Fimages.search.yahoo.com%252Fsearch%252Fimages%253F_adv_prop%253Dimage%2526ni%253D20%2526va%253Dtwo%252Bpeople%252Bwalking%2526fr%253Dyfp-t-501%2526xargs%253D0%2526pstart%253D1%2526b%253D161%26w=500%26h=341%26imgurl=static.flickr.com%252F43%252F108306299_175b578d86.jpg%26rurl=http%253A%252F%252Fwww.flickr.com%252Fphotos%252Fdaddyw%252F108306299%252F%26size=101.8kB%26name=Just%2Bthe%2BTwo%2Bof%2BUs%26p=two%2Bpeople%2Bwalking%26type=JPG%26oid=20d278be89ed34cc%26fusr=daddyw%26tit=Just%2Bthe%2BTwo%2Bof%2BUs%26hurl=http%253A%252F%252Fwww.flickr.com%252Fphotos%252Fdaddyw%252F%26no=167%26tt=15,916%26sigr=11e525t1g%26sigi=11d7ohnro%26sigb=13sd87776%26sigh=114n0lbk3

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Client Visits

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New Sectors

Agency and CPG

Biotech and Medical Device

35

What Are the Next Steps?

• Never Stop Learning!

• Client Face

• Become a Consultant

• Make $$$$$$$$$$$$$

• Open an office in San Diego!

final presentation cory

Documents

industry cpg companies

demand companies

specific lists person

client visits

product test product

best candidates

cpg biotech

focus brand