66-67 / 120
BUSDEV Dashboard
as of 2016_12
US Retail
1. Grow RCM cheese, butter and yogurt distribution at least 5%
US Foodservice
International
Team / Other
1. Implement Customer Relationship Management System
Scope project, develop RFP, decide on vendor
Kick off, develop and migrate data
Test, phase roll-out of launch, begin training
Go live across all key functions
2. Gain efficiencies in promotions through new vehicle tests & measurement
Tracking coupon redemptions & projections by vehicle
Tested Ibotta, digital coupons to reach Millennials
Tested retailer web marketing, new shelf signage, sweepstakes - Q4
1. Conduct national research, establish baseline for future growth objectives
Aided: State that is the Leading Producer of Dairy Products (By Region)
Leading State Northeast
South Midwest West (Excl. CA) California
Wisconsin
63%
54%
71%
41%
25%
California
21
34
20
51
71
3. Develop fact-based selling materials,
including PowerPoint templates,
using IRI data and other market research that
quantifies the benefits of
California dairy, the seal,
and our advertising and promotional programs
2. Develop and launch Foodservice digital campaign to address key issues
2. Develop a 5 year strategic plan for business development as part of overall
CMAB long range plan; assist with leading the overall CMAB process as
needed by CEO
3. Grow Sysco volume incentive program + 5%
4. Extend Sysco distributor incentive program to 2-3 smaller distributors:
- US Foods (in process)
1. Conduct consumer research in Mexico, laying the foundation for a test
market launch upon validation
Shift responsibilities to Janet Arellano brining all intl. together
Identify best positioning & RCC vs. RCM validity
2. Conduct consumer research in Asia
Identify countries for research
Contract and schedule qualitative
Conducted research in Korea, Vietnam
3. Consolidator Program: build to monthly FCL shipments for cheese and ice
cream in four markets. Establish base line metrics:
# of processors
# active leads
# YTD shipments
4.6%
7.5%
10.2%
0.00% 2.00% 4.00% 6.00% 8.00% 10.00% 12.00%
NATURAL CHEESE
BUTTER/BUTTER BLENDS
YOGURT
Total Points of Distribution Total %Change vs YA, RCM, 2016
1