John Pollock

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Defining Standards with SYSCO
John Pollock Director of Merchandising SYSCO
Corporation Houston, Texas, USA
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SYSCOs Heritage

• Founded in 1969 by John Baugh in Houston, Texas.
• Vision was to become the first broadline
  distributor.
• SYSCO
• Systems and Service Company

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Who is SYSCO?

• SYSCO is the largest marketer and distributor of
  foodservice products in North America. Operating
  from 142 distribution facilities, the company
  provides products and services to about 415,000
  restaurants and other foodservice operations
  across the contiguous United States, Alaska,
  Hawaii and Canada.

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SYSCO Vitals

• Employees 46,800
• Customers 415,000
• Products 300,000
• Delivery Vehicles 8,400
• Marketing Associates 7,656
• Distribution Locations 142
• FY2002 Sales 23.4 Billion
• NYSE symbol SYY
• Source SYSCO 2002 Annual Report

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SYSCO Performance
Source Yahoo! Finance February 24, 2003
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SYSCO Locations
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SYSCOs VisionThe Premier, Global Marketer and
Distributor of Food Products and Related
Value-added Services away from Home
SYSCOs MissionHelping Our Customers Succeed
SYSCOs Goal 50,000,000,000 sales in 2008
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SYSCO Seafood Brands

• Simply the best and unique to SYSCO
• Top quality products that exceed the best the
  industry has to offer
• Competitive with the industrys standard
• Value placed products
• Premium fresh seafood products

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Whats Important to Foodservice?

• Pricing
• Stability creates demand
• Need to be competitive
• Provide volume price breaks
• Being first to market
• Have a unique product/process to talk about
• Separate yourself from me-too products

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Whats Important to Foodservice?

• Packaging
• Quality packaging that wont break, leak, or
  damage easily
• Needs to be appropriate for application
• Creation of private Branded products
• Inventory control
• Produce what is needed
• Maintain adequate inventory to ensure supply

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What we look for . . .

• Suppliers who will partner with us
• Get to know our business
• Get intimately involved in our business
• Support our Branding efforts
• Suppliers who add value to the supply chain
• Continually develop new products or re-develop
  outdated products
• Identify and exploit new resources or regions

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What we look for . . .

• Category growth
• Real growth in units and dollars
• Partners who can develop new markets/sales
• Training
• Customer development
• Partners involved in local marketing efforts
• Foodshows
• Promotions
• Growth in SYSCO Brand
• Increase breadth of products available
• Increase ratio of SYSCO Brand vs. packer label

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What we look for . . .

• Suppliers who can pass the rigorous Sysco QA
  audit and inspection process
• Can you pack to your own specifications?
• Does your plant meet the US govt guidelines?
• Can you pack to Syscos specifications?
• Can your plant pass a Sysco audit?

Trust but verify
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What we offer . . .

• Unconditional customer satisfaction
• Peace of mind
• Training of customers employees in safe food
  handling and preparation

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Bringing Product to Market

• Marketing Associates
• Direct contact with customers
• May evaluate product with customers
• Have 15 - 30 minutes to make sale
• Handles approximately 10,000 items
• Foodshows
• Pre-qualified buyers
• Opportunity to get in front of many customers in
  a short period of time
• National Accounts

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Steps to establishing a sales relationship with
SYSCO

• Contact us
• Corporate Seafood Department
• Operating Company Seafood Merchandiser
• Show us your products
• Work with QA on plant audits, product
  specifications, and packaging
• Make the product available for sale
• Support your products
• Sales training / POS
• Marketing / Promotions

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Moving Forward

• Re-defining focus from broadline to broad
  brand
• Value-added or labor saving products
• First to Market with unique products
• Encourage responsible fishing practices and
  promote sustainable/renewable resources
• Establish SYSCO as a company of seafood experts

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SYSCO Contact Information

• Corporate Seafood Department
• John Pollock, Director of Merchandising - Seafood
  (281-584-1284)
• John Steinmetz, Senior Manager Seafood
  (281-584-1291)
• Bill Prachyl, Product Manager Seafood
  (281-584-1295)
• Hank Dentler, Product Manager Seafood
  (281-584-1297)
• Operating Companies
• Check your local listings
• Corporate Office Information
• Address 1390 Enclave Parkway, Houston, TX
  77077-2099
• Switchboard (281-584-1390)
• Internet address http//www.sysco.com

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Questions?
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