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?

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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

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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

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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

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Examples of Sustainability

• Clorox

• GE

• General Mills

• Unilever

• Timberland

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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.

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Innovative

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

• Nike “considered” brand

• Tesco saves on shipping

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Saving $$$$

• Unilever

• Nike

• Nestle

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CPG and Industry

• CPG companies purchase materials from manufacturers.

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Where is the Market Going?

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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

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Client Visits

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New Sectors

Agency and CPG

Biotech and Medical Device

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What Are the Next Steps?

• Never Stop Learning!

• Client Face

• Become a Consultant

• Make $$$$$$$$$$$$$

• Open an office in San Diego!