Trying to get more sales or opportunities with Nestle? Here are some great slides and ways in which to WIN at Nestle.

1. Doing Business With
Nestle
Doug
Rader

2. Doug Rader – Nestle Key Account Manager
Email: dougrader@gmail.com
Cell: 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.”

3. Nestle Milestones OverThe Past 146Years

4. Nestle Milestones OverThe Past 146Years
Points:
Nestle is a company comprised of many
acquisitions. Integration into the Nestle culture
takes a long time.

5. Employees & FactoriesWorldwide
Points:
Nestle workforce in North America is substantial and costly.
Anything YOU can do to promote cost savings or plant safety is a
WIN.

6. In 2014 Nestle had $ 91.6B CHF In Sales… down from $109B CHF
Nestle IsThe #1 Food & Beverage Company In theWorld …
32 Billion Individual Products Produced Each
Year

7. Business Unit Sales Breakdown

8. Business Units & Brands

9. Business Units & Brands

10. Nestle USA (NorthAmerica
Breakdown)
TOP
BUSINESS
UNITS
NUSA
(Glendale) Dreyer’s
Beverage
Confection &
Snacks Prepared
Foods Professional
Baking
Pizza (Kraft)
Nestle
Canada
NPPC (St.
Louis)
Pet Food
NWNA (Dallas)
Arrowhead
Poland Springs – Etc.
NUTRITION
(Florham Park,
NJ) Baby Care
Jenny
Craig
OptiFast
90 FactoriesAcross North
America

11. NUSA (Glendale) – 34
Factories
Dreyer’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

12. 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

13. NestleWaters - 27 Factories
NWNA
•Centralized Engineering
•Drives Larger Projects
•Offers Engineering
Services to Plants
•Most Plants Have Similar
Processes – Easy
Duplication

14. NUTRITION – 5
Factories (Florham Park,
NJ)
Baby Care
Jenny Craig
OptiFast
NutriSystem
s
Nutrition – 5 Factories

15. Product
Technolog
y (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
concept
s
Nestlé markets worldwide
to scientific ideas and
research and findings into
industrialapplications. 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
R&D Centers
R&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

16. 7 Key USA PTC & R&D Locations
Nestle NeedsAtThese 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 - Petcare
PTC - St. Joseph, MO - Petcare
PTC - Fremont,MI – Infant Nutrition
R & D - Bakersfield, CA – Ice Cream
R & D - Minneapolis, MN – Healthcare Nutrition
R & D - Solon, OH – Prepared Foods, Frozen,
Baking
GLOBALLY
28 R & D Centers
29 P.T.C. Locations
IMPORTANT

17. 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 To GTP inVevey
• Provides CAPEX
Opportunities
• Win-Win for Nestle & You
• Hosts Factory Buyer Events

18. 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+

19. WHO TO WORK WITH AT NESTLE PLANTS
• Plant Manager
• Factory Engineer
• Technical Resource
• Maintenance
Manager
• Maintenance
Planner
• Plant Purchasing
• CAPEX Buyer
• Training Manager
Working with these 9 KEY Buying Influences
at each plant will create many Sales
Opportunities.
HOW TO WIN AT NESTLE
•Visit the Plant
•Conduct Plant Surveys
•Foster Relationships – Develop A Coach
•Ask Questions
•Find Pain Points
•Offer Proper Solutions
•KnowTechnology Advantages
•Know the Competition
•Offer Solutions
•Quote Every Opportunity
•Get the PO

20. THE END
QUESTION
S?