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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. 2. 3. 4. 5. Market Driven Structure into Business Units Strengthen Key Customer Relationships Business Planning Driving Day-To-Day 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 Benefits Clearer Focus Improved Linkage Stronger Customer Relationships Market Segment Profitability Better Overall Business Performance Business Units Processed Ingredients Commodity Americas Industrial Export Industrial Consumer Foods Processed Ingredient Customers • Confectioners • Cereal/Baking Manufacturers Commodity Customers • Marzipan & Paste Manufacturers • Traders and Speculators • Importers/Processors Americas & Export Industrial Customers • • • • • Bakers/Bakery Companies Nut Roasters/Salters Repackers Inshell Buyers Ice Cream Manufacturers Consumer Foods Customers • • • • Grocery Stores & Supermarkets Drug & Discount Stores Wholesale/Club/Cash & Carry Food Service 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 Foods Customer 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 Week That’s All We Ask