Page 16 - BD Playbook

INTRODUCTION ◆ STRATEGY & PROCESS ◆ SOCIAL SELLING ◆ COMPETITIVE ANALYSIS ◆ MARKETING COLLABORATION ◆ WRAP-UP STRATEGY & PROCESS

Marketing & Business Development is tracked through From ‘prospect to project,’ each department has
a weekly updated, formal series of documents. specific responsibilities within the overall Haskell team.

bd lifecycle reports CPG Case Study | 2017 ‘Velocity’ prospect lifecycle

01 Customer Prospect Matrix (CPM) | 600+ 02 Intro Presentations | 406 Suspect Prospect Project
2017 Client Prospect Matrix (CPM) ‐ CPG Group Updated 102017 CPG Intro Presentations
Updated 110317 Food & Beverage
CPM Key Food Beverage
Active Customer Baked Snacks ‐ JF AM Candy/Confectionary ‐ DB AM Meat/Poultry ‐ JF AM Ingredients ‐ DK AM Foodservice ‐ DK AM Bakery ‐ DB AM Frozen ‐ DB AM Fresh ‐ DK AM Dairy ‐ BP AM Plant Based Protein AM Juice ‐ KP AM Coffee/Tea ‐ JF AM Water/Soft Drinks ‐ DB AM Sports/Energy ‐ KP AM # Due Date Received Client Name F&B BWS CP PD (Owner) Marketing Contact International Time Comments
Prior Customer (2014‐2016) Frito Lay JF Nestle In‐and‐Out Burger JF McCormick DB Kroger BP Kellogg Company DB JR Simplot JJ Sabra DB Borden Dairy BP Impossible Foods MW Ocean Spray WC Farmer Brothers JF Nestle Waters JF Monster RC
Customer Prospect‐Engaged General Mills KP ASR Group (Florida Crystals) KP Gold Creek Foods PC Lesaffre Group WC LiDestri DB AB Mauri ConAgra Foods Driscoll's Dairymens BP Beyond Meat JB Tropicana/Naked Juice PP Keurig Green Mountain PP Niagara JF Big Red
Customer Prospect‐Open Snyders Lance DB Ferrara USA KP Perdue Farms PC Diana Foods JT QuikTrip DB Dare Foods DB Amy's Food RC/JB Earthbound Farms JB Fage BP Daiya Doc's Maple Beverage BP Starbucks RH PepsiCo JT Gatorade (Pepsico) No 0
Mondelez International DB Hershey Foods JB Pilgrim's Pride RC/JB Ingredion RC Sheetz EL Mission Foods DB Sysco Corporation DA Good Foods JC Glanbia KP Hampton Creek JB Del Monte DB Kraft‐Heinze JB Coca Cola Consolidated RC Powerade (Coke)
RC
Blue Buffalo
Weston Foods
Kroger
Windsor Foods
Haribo
S. Martinelli
Coca Cola ARCA
Perfect Day
Account Managers (AM) Quaker Oats DB Mars Wrigley DB JB OSI Group JC RC/JB Olam The Amalgamated Sugar Co. JB/EL Wawa Campbells Soup BP PP Schwans Bakery WC DB Lamb Weston DB RC Dole Seneca Foods Corp RC/JB HP Hood BP BP Califia Farms JB JB Minute Maid /Simply Orange/oKP RC Peets Toriani JB PP Coca Cola North America RC PT Red Bull Rockstar 372 11/14/2017 10/30/2017 Bed, Bath & Beyond X Steve Sauer Miriam No 14 Capabilities presentation.
Shearer's Foods
AM Alisha Moss Tru Foods American Licorice Butterball JF Darling Ingredients JB HEB DB Arzta Foods Group JB Mccain Foods RC Agro Fresh Leprino BP Ripple Foods Bolthouse Farms JB Arizona RC Coca Cola Asia JB Design focused presentation. Other
AW Anthony White Clif Bar DB Blommer Chocolate JB Keystone Foods PC Barilla RC/JB Costco EL Bimbo Bakeries JB Chaucer Foods JB Brother's Fine Foods Turkey Hill BP Memphis Meats Ceres Nestle RC Cott KP
BJ Bela Jacobson Pinnacle Foods WC Cadbury Adams Lopez Foods JB ACH Food Companies KeHe DA Flowers Foods RC Schwans JB Frank's Russet Burbank Schreiber JF/RC Clara Foods Harvest Hill Akbar Dr. Pepper/Snapple JB ◆ Account Managers: ◆ BD: Build relationships through ◆ Account Managers,
BR Bill Rudder McKee Foods JB Imperial Sugar Maple Leaf Foods DB Illes Seasonings Sonic JB The Bama Companies JB Hanover Foods JB Growers Express White Wave Foods DB/JB Kite Hill Honest Kids Aldi National Beverage RC 371 11/8/2017 10/24/2017 US Foods X Richard Capasse Shannon No 14 contacts: Peter Skirbst, David Kode & Keith
BP Bob Price Post Consumer Brands JB Jelly Belly Pepperidge Farms JB IOI Loders Croklaan Bay Valley Foods JB CH Guenther & Sons JB Pioneer Frozen Foods JB Musco Family Olive Chobani RC Good Karma Foods Santa Cruz Douwe Egberts Coca Cola United RC
BD Brian Dotolo Utz JB Sweet Candy Smithfield Foods RC Kar's Nut Products JM Smucker RC Blue Bonnet Bakery RC Basic American Foods JB NK Hurst Beans Dairy Farmers PT Dr. McDougalls Sunny Delight Gavina Perkey.
DA Dave Auchter Seneca Snack JB SweetWorks Tyson Foods JB/RC Masterfoods Rich Products Corp RC Carolina Foods Diaz Foods JB Windset Farms Saputo RC Pacific Foods Welches Jport
DB Dave Bartles Diaz Foods JB The Chocolate Factory Wayne Farms JF Star Kay White Ruiz Foods JB Chatanooga Bakery/Moon Pie Frozen Foods Distribution JB Zentis Daisy JB Gardein Lavazza 11/8/2017 11/3/2017 Craft Brew Alliance X Richard Capasse Miriam No 5
DK Don Kartzmark Hanover Foods Corporation JB The Topps Company Advance Pierre Foods JB Sopakco RC Dawn Foods Frozen Specialties Inc JB DuPont Nutrition RC/JB Morning Star Lipton
EL Erik Lightner Evans Food JB Tootsie Roll Industries Big Heart Pet Brands RC TreeHouse Foods JB Diamond Bakery Custom Foods Inc JB Sargento JB Simply Balanced Maidstone Coffee BD, & Marketing:
FM Frank Mangin King Nut JB Wertz Candy Colorado Premium RC White Castle JB Dominos Supply Chain Morning Star Farms JB Agropur Co‐op JB Sweet Earth Natural Melitta 11/8/2017 11/2/2017 O'Neil Vinters & Distillers X Richard Capasse Miriam No 6 Prospect repeat customers. ongoing customer engagement.
JR James Reed Martin's Potato Chips JB Wilbur Chocolate Costco Poultry RC Wornick Foods RC Dunkin' Donuts National Frozen Foods JB Ben & Jerry's RC Sara Lee
JB Jamie Bailey Mexi‐Snax JB Willy Wonka Foster Farms JB Ameriqual RC Einstein Noah Group Superior Foods Inc JB Dean Foods RC Segafredo Presentation to go with Proposal
JF Jay Floren Monogram Food Solutions JB Hillshire Brands RC/JB Claremont Foods RC Fleischmann's Yeast Trans‐Ocean Products JB Great Lakes Cheese JB Shizouka Prefecture 370 11/1/2017 10/27/2017 Chobani ‐ Proposal Presentation X Ryan Hollister Shannon No 4
JJ Jeff Juris Mrs. Fishers Potato Chips JB Jack Link's Beef Jerky JB Fuji Food Products RC Food Source International Grupo Lala RC Tassimo submitted to Chobani.
JH John Haesler United Biscuts JB Land O'Frost JB Gehl Foods RC Gold Standard Baking Danone JB Tchibo
JT Jonathan Toke Wild Oats Markets JB Simmons Foods JB Giorgio Foods RC Hansmann's Mills JB Kerry Group RC Tetley Provide support as needed.
JP JP Saenz Wortz JB American Foods Group RC Kettle Cuisine RC Hillshire Brands/Sara Lee Prairie Farms RC Tim Hortons 369 11/1/2017 10/16/2017 AstraZeneca (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Oliver 10/23/2017.
JC Juan Carlos Salom Berchwood Foods RC Kwik Trip RC Krispy Kreme Commonwealth Dairy RC Twinings
KP Keith Perkey Boar's Head Provisions RC Litehouse Foods RC La Tortilla Factory Shamrock JB Uji 368 11/1/2017 10/16/2017 Bayer (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Oliver 10/23/2017.
LB Larry Block Odom's Tennessee Pride RC Lidl RC Mother's Kitchen Parmalat JB Wissotzky ◆ BD: Conduct new ◆ Marketing: Provide assistance
MG Matt Gulden Sanderson Farms RC Ventura Foods JB Mrs. Smith Bakery Safeway JB 367 11/1/2017 10/16/2017 Pfizer (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Oliver 10/23/2017.
MW Matt Williams Sofina Foods RC Publix RC Pegasus Foods Abbott Nutrition JB
CV Olivier Vaneecke West Liberty Foods RC Richelieu Foods RC Pretzels Inc JB CA. Dairies RC marketing & business
PC Paul Cygielman Hormel Foods JB Southeastern/BiLo/WD RC Sterling Foods Ltd. Darigold RC 366 11/1/2017 10/16/2017 Eli Lilly (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Oliver 10/23/2017. development
PP Paul Perkins OK Foods Inc JB Wegmans RC Wells Blue Bunny JB
PT Paul Tyler National Beef RC McDonalds RC Publix RC 365 11/1/2017 10/16/2017 3M (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/24/2017. ◆ Work with PDs to update
PH Peter Hall House of Raeford JB/RC Rosina RC Chianti Cheese JB
PS Peter Skirbst Jimmy Dean Foods RC T Marzetti Co RC Foremost Farms JB customer outreach. with RFIs/RFQs as well as
RC Richard Capassee Johnsonville Sausage JB Galloway Company RC 364 11/1/2017 10/16/2017 Johnson & Johnson (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/27/2017.
RL Ron Longo Cagle's Farms JB Tillamook JB
SH Shawn Hubbard Associated Milk Prod RC
SS Steve Sauer Publix RC
TC Tom Corrigan Grassland JB Content Library with new Project
WC Wayne Chase Savencia RC 363 11/1/2017 10/16/2017 Kimberly Clark (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/27/2017.
Lactalis RC proposal development.
Michael Foods RC 362 11/1/2017 10/16/2017 Colgate (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/27/2017.
Hilmar Cheese RC
HEB RC ◆ Marketing: Assist with
Masters Gallery RC 361 11/1/2017 10/16/2017 P&G (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/27/2017.
Agrimark RC Profiles as jobs are completed.
Emmi RC 360 11/1/2017 10/16/2017 SC Johnson (Asia Top 5 Prospects X Olivier Miriam Yes 15 Sent Prez to Olivier 10/27/2017.
United Dairy RC
Stremicks Heritage RC 359 11/1/2017 10/16/2017 Coca‐Cola (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/26/2017.
Schuman RC
Bongard RC
Winoma RC 358 11/1/2017 10/16/2017 Pepsico (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/26/2017. presentation development.
General Mills JB
Southeast Milk JB 357 11/1/2017 10/16/2017 Abbot Nutrition (Asia Top 5 Prospects X Olivier Miriam Yes 15 Sent Prez to Olivier 10/27/2017.
Fonterra JB
Organic Valley JB 356 11/1/2017 10/16/2017 General Mills (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/27/2017.
Milk Specialties JB
Bel Brands JB
Crystal Creamery JB 355 11/1/2017 10/16/2017 Nestle (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/24/2017.
Rockview Family JB
Beer, Wine & Spirits Consumer Products 354 11/1/2017 10/16/2017 Carlsberg (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/19/2017
Beer, Wine & Spirits Household Goods Processing / Packaging Durables Pharma/Bio/Med‐Device
Beer AM Wine AM Spirits AM Paper/Tissue AM Personal Care AM Home Care AM Agricultural AM Packaging Products AM Automotive AM Apparel/Textiles AM Building Products AM Technology AM Pharma AM 353 11/1/2017 10/16/2017 Diageo (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/19/2017
AB InBev/Metal Container LB/RL E&J Gallo DB Bacardi JB Clearwater Paper WC Bausch & Lomb RS 3M SS Monsanto JJ Avery Dennison SS Kraton Big Lots EL Boral JJ Xerox JB Pfizer JB
Constellation JJ Constellation WC/LBBently Heritage Distillery AW Kimberly‐Clark PP Johnson & Johnson JB Clorox BJ Cargill RC Arkema RC Mercedes Benz USA AM Sheetz EL M‐D Building Products JB Medtronic EL AstraZeneca JB 352 11/1/2017 10/16/2017 MillerCoors (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/19/2017
Sweetwater KP Delicato PP Diageo AW SCA BJ Mana Products EcoLab SS Bayer Cropscience JB Ball RC Continental Tire LH VF Corporation EL Nu‐Rock JB Caterpillar RC Bayer Pharma JB
SABMillerCoors RC Wente PP Song Dog Distilling AW Domtar RC P&G Reynolds JB US Smokeless‐Altria MG Bemis DA Flex‐N‐Gate AM Invista JB Weyerhaeuser JB John Deere RC Merck JB
Brooklyn Brewery RC Brown‐Forman RC Constellation WC International Paper RC Unilever JJ SC Johnson RC/JB ADM EL Berry Plastics EL General Motors JB Adidas National Gypsum EL Cal‐comp electronics RC Corning Inc JB 351 11/1/2017 10/16/2017 A‐B (Asia Top 5 Prospects) X Olivier Miriam Yes 15 Sent Prez to Olivier 10/19/2017
Carlsberg JT Bronco Wine RC Caledonia Spirits AW Kruger Products PR L'Oreal JB Church & Dwight RC Alltech JB CCL Printing DA FATA Automation AM Cheil Industries PPG JB Siemens Healthineers RC BIOGEN JB
Heineken JB Jackson Family Wines RC Beam Suntory KP NeeNah Paper RC Colgate‐Palmolive RC Henkel RC Bunge EL D&W Fine Pack JB Dana Incorporated AM Christian Dior Close loop JB Royale Printing JB BRISTOL MEYERS RC 350 10/31/2107 10/31/2107 Torani X Paul Perkins Shannon No 0
Abita RC Concha y Toro RC Allegheny Spirits JB Orchid Paper JB Coty RC KIK Custom Products JB CHS EL Rogers Corporation RC American Axle & ManufacturingAM Hanesbrands Louisiana Pacific JB Johnson Controls RC NOVARTIS RC
Lagunitas RC Levecke RC Brown‐Forman RC Rayonier JB IFF JB Reckitt Benckiser RC CP Kelco EL Sonoco JB Benteler Group AM Inditex Roxul JB CTDI RC ROCHE RC 349 10/31/2017 10/30/2017 Waynes Farms X Paul Cygielman Shannon No 0
Alaskan RC Michael David Winery RC Cutwater Spirits JB Shan Dong Sun Paper JB Revlon JB DowDupont JB AMCOR JB/RC Goodyear RC Keer America Georgia Pacific EL Emerson RC MERCK RC
Anchor RC Treasury Wine RC Detroit City Distillery RC WestRock RC Sensient Technologies JB Louis Dreyfus JB Graphic Packaging JB Brose Group AM Kering Owens Corning JB Stanley Black & Decker RC SANOFI RC
Ballast Point RC Trinchero PP Few Spirits RC Fibertex JB Fibertex JB Roquette JB Kapstone Paper RC DURA Automotive Systems AM Nike Boise Cascade JB Whirlpool RC NOVO NORDISK RC 348 10/31/2017 10/27/2017 The Bardstown Bourbon Company X Richard / Anthony Miriam No 4 Sent Prez to Richard 10/30/2017 ◆ Complete a Prospect ◆ Lead proposal effort with ◆ Issue Major Job Notice (MJN)
Bell's Brewery RC The Wine Group PP Garrison Brothers Distillery RC Canfor Estee Lauder JB Syngenta JB Newell Brands JB DENSO North America AM Ralph Lauren CertainTeed JB BIOGEN RC
Boston Beer RC Accolade Headframe Spirits RC PH Glatfelter Amway Tate & Lyle JB Owens‐Illinois RC IAC ‐ International AutomotiveAM TJ Maxx Norbord JB CELGENE RC 347 10/31/2017 10/12/2017 Bristol Myers X Jamie Miriam No 19 Prez is System Analytics Focus
Brew Detroit RC Berringer Blass Heaven Hill RC Resolute Forest Products Avon ITG Brands JB Silgan Plastics RC Faurecia AM Under Armour Universal Forest Products JB CSL RC
Craft Brew Alliance RC Casella Koval RC West Fraser Timber Edgewell Personal Care Swisher International JB A Schulman RC Lear Corporation AM SUN PHARM RC Updating Prez for October Meetings. Asia
DG Yuengling RC Castel Levecke RC Irving Tissue Elizabeth Arden Imperial Tobacco Aptar Group RC Lucid Motors AM ALEXION RC
Deschutes RC Changyu LiDestri Spirits RC McBride Swedish Match JB GEC Technologies RC Magna International AM MYLAN RC 345 10/31/2017 10/3/2017 Procter and Gamble X Jamie Miriam No 28
Dogfish Head RC China Foods Manatawny Still Works RC Zep Malteurop HB Fuller RC Magneti Marelli AM DR. REDDY'S RC Pacific focused. Marketing & Pre-Con support. upon award of the project.
Firestone Walker RC DFV Wines Montanya Distillers RC IPG RC Mahle AM SIEMENS AG RC Capture Budget.
Founders Brewing Co RC St. Michelle Wine Pernod Ricard JB/RC Avangard JB Michelin MG FRESENIUS RC Updating Prez for October Meeting.
Gambrinus RC Bogle Vineyards Rogue Ales (Spirits & Beer) RC Tupperware Brands JB Nissan Motor Company AM STRYKER RC 344 10/31/2017 10/3/2017 J.M. Smucker X Jamie Miriam No 28
Great Lakes Brewing RC Francis Food Coppola Rusted Crow Spirits RC American Packaging Corp RC Nexteer Automotive AM ESSILON RC Packaging focused.
Harpoon Brewery RC C.K. Mondavi Sazerac RC Ampacet RC Piston Group AM ESSILOR RC
Lagunitas RC Precept Wine Stranahan's Colorado Whiskey RC Coveris RC Sentury Tire LH ALLERGEN RC
Molson Coors RC/JB J. Lohr Vineyards Two James Distillery RC Polyone RC Tower International AM ZIMMER RC 371 10/31/2017 10/24/2017 HB Fuller X Greg Ohlhues Miriam Yes 7 Sent Prez to Greg 10/25/2017
New Belgium RC Korbel William Grant RC Print Pack RC American Biltrite AM TOSHIBA RC
New Glarus RC Vintage Wine Estates Stranahan's Colorado Whiskey RC Temple Inland RC Kuka North America AM Gilead JB 368 10/26/2017 10/24/2017 Brookshire Grocery X Richard Miriam No 2 Sent Prez to Richard 10/24/2017. ◆ Lead D-B & EPC Proposal effort; ◆ Lead contract review
New Holland Brewing RC Foley Family Wines Alexandrion JB Tredegar RC Gestamp North America AM ALLERGEN JB
Oskar Blues RC Don Sebastiani Luxco RC US Manufacturing AM Cardinal Health JB 343 10/25/2017 10/23/2017 Brown Forman X Anthony W. Shannon No 2 ◆ Complete a Go/No-Go
Pabst RC Josh Cellars Bardstown Bourbon Company RC BorgWarner AM Becton Dickinson JB
Red Brick Brewing RC Rodney Strong Wine Copperhead Distilling Federal Mogul‐Powertrain AM Boston Scient JB
Shorts Brewing RC Oneil Vinters Cuervo Delphi AM St. Jude JB Created generic presentation for Mexico
Sierra Nevada RC Boisset Collection Death's Door Spirits Ford Motor Company AM Terumo JB
Southern Tier Brewing RC Hess Family Wine Edrington Comau AM Care Fusion JB 10/25/2017 10/24/2017 Haskell de Mexico X Guillermo C. Shannon Yes 1 office with F&B focus. Delivered to more Marketing & Pre-Con support. and execution effort.
Stevens Point RC Domain Chandon Gingerwolf Distillery Varian JB
Stone Brewing RC Riboli Family Wines Glacier Distilling Co Hologic JB Guillermo 10/25.
Troegs Brewing Company RC Great Northern Distilling Niprocorp JB Assessment and review
Two Roads Brewing RC Greenbar Craft Distillery Edwards JB
Victory Brewing RC Gruppo Campari
Achel High Wire Distilling
Allagash Hillrock Estate Distillery
Ambev Kings County Distillery
Arkell's KO Distilling ◆ Keep proposal costs within the ◆ Lead GMP estimate & scope-of-work
Asahi Marble Distilling Co with Division Leader.
Bass Middlewest Distilling
Breckenridge Brewery New England Sweetwater farm
China Resource New York Distilling Company
Duvel Moortgat Niagra Distilling
Minhas Ranger Creek Distilling project development
Saranac (FX Matt) Remy Cointreau Division Leader’s budget. effort for phased contracts.
Tenth and Blake Sons of Liberty Spirits
Tsingtao Tenn South Distillery
Yards Brewing Thai Beverage
Yuengling Titos ◆ Complete and submit a
Philadelphia Brewing Co Tuthilltown Spirits
Alltech Woodinville Whiskey Prospect Notice. ◆ Complete and review Risk Analysis ◆ Decide with Division Leader if PD will
Leader prior to submission.
Maintain customer relationship
03 Prospect Meetings | 262 04 Proposal Activity | 166 and proposal with Division ◆ continue as senior leader during project.
throughout the project execution.
CPG Prospect Meetings Updated 102017
Updated 082117 CPG Proposals
Updated 110317
# Due Date Received Client Name Project Name / Details F&B BWS CP PD (Owner) Marketing POC Status RFI RFQ RFP Won Loss TBD Int'l Time Project # Comments
# Recent/Next Meeting Company Name Contact Name AM First Contact Attendees Capex Potential Start Date Status Prob % Notes
242 1/12/18 Nelson's Green Brier Distillery Andy Nelson RC 6/6/17 AW/RH Opp Planning new distillery 2018
241 1/12/18 Prichard's Distillery Phil Prichard RC 6/8/17 AM/AM Opp Add Column / increase distillery production Design of Interior Fit‐Out Should receive early to mid
240 1/11/18 Tenn Hills Distillery Steven Callahan RC 8/4/17 AW/RH Opp New distillery design 142 TBD TBD Bed, Bath & Beyond for a DC on the East 1 Steve Sauer 0% 1 No ##### November.
239 1/10/18 Old Dominick Distillery RC 10/19/17 AW/RH Lead Presenting Capabilities Coast. ◆ Submit internal pricing for ◆ Lead the Prospect Estimate effort. ◆ Participate in GMP development
238 1/6/18 Castle & Key Distillery Marianne Barnes RC 10/18/17 AW Lead presensting capabilities Consolidate 3 Current
237 11/17/17 Dean Foods Jeffrey Leggett RC/JB 6/16/16 KP/BP Opp Presenting capabilities Manufacturing Sites into a Should receive early to mid
236 11/16/17 Craft Brew Alliance Kris Scholl RC 11/2/17 RC/DG Lead presenting capabilities 141 TBD TBD Bed, Bath & Beyond Larger Site. (approx 1 Steve Sauer 0% 1 No ##### November. Prospect Capture Estimate for phased contracts.
235 11/15/17 California Dairies Mike Wyant RC 10/11/17 KP/BR/CH Lead Presenting capabilities 500,000 SF) ◆ When requested, lead the
234 11/8/17 U.S. Foods Art Roman RC 7/19/16 KP/SS/BJ Opp Design Group Meeting
233 11/8/17 Pactiv Alan Kubinski JB 8/10/17 JB/BJ Lead New project for AGVs Formal RFP should be
232 11/3/17 Perfect Day Ryan Pandya JB 10/29/17 JB/BR Lead presenting capabilities 140 TBD TBD SC Johnson 1 Steve Sauer 0% 1 ##### received by the end of the to Director of PD. ◆ Provide bid review and change
231 11/2/17 Swisher International Rod Galan JB 7/10/17 JB/RS Opp Onsite CIP Evaluation week (11/3). Prospect Schedule effort.
230 11/1/17 Bristol Myers Squibb Luis Oka JB 10/1/17 JB/SS/MB Lead Presenting capabilities No formal RFP, Dave B. pre-construction
229 11/1/17 Anchor Brewing & Distilleries Bruce Joseph RC 10/18/17 AW Lead proposal for concept distillery 139 11/10/17 10/30/17 Gallo Packaging Line 10 1 Dave Bartels 0% 1 No 10 thinks it will take 2 weeks to
228 10/27/17 Kimberly Clark Korrey Kettsetter JB 10/26/17 EL/JB Opp $12M tissue converting line expansion Addition put together. order pricing support as needed.
227 10/26/17 Brookshire Grocery Ozzie Osborne RC 9/15/17 RC Lead presenting capabilities Installation of a blow
226 10/25/17 Bayer Lee Glover JB 5/9/17 JB/SS Opp Onsite meeting with Global Engineering 138 11/15/17 11/1/17 Arca molder and significant Dave B Shannon/Carina 0% 1 No 14 Should receive RFP
225 10/25/17 International Paper Lizzie Kornegay RC 10/24/17 RC/EL Lead WW treatment discussion building modifications November 1st.
224 10/25/17 Califia Farms Thomas Pasinger JB 10/17/17 JB/KP/BP Opp potential $15m project 137 11/10/17 10/31/17 Roxul RFI 1 Jamie B. Shannon/Carina 30% 1 10 ◆ When requested, provide scheduling
223 10/25/17 Brown Forman Dan Naes RC 10/18/17 AW Lead Presenting Capabilities 136 11/10/17 10/19/17 LiDestri ROM 1 Dave B 0% 1 No 21
222 10/24/17 Coca Cola ‐ Asia Guillermo Guiterez JB 7/26/17 OV/JT Lead Expansion discussion in Singapore
221 10/24/17 Jeptha Creed Distillery Joyce Nethery RC 8/15/17 RH Opp Small distillery expanding 135 11/3/17 10/30/17 GEB Real Estate Services 1 Jamie B. Shannon/Carina 50% 1 3 services through the life of the project.
220 10/24/17 Knox Whisky Works Miranda White RC 10/4/17 AW/RH Opp Presenting capabilities Adding Option E to the
219 10/23/17 Albertsons/Safeway Fred Flores RC 8/1/17 RC/KP Opp Haskell customer site visit 134 11/3/17 10/30/17 Chobani Flip Yogurt ‐ Option E 1 Dave B. Shannon/Carina 0% 1 3 3401026 original Proposal and
218 10/19/17 Stone Brewing Co Thomas Molina RC 1/25/16 RC/AW Opp presenting capabilities resubmitting entire
217 10/18/17 US Foods Art Roman RC 7/19/16 KP/SS/BJ Opp Presenting capabilities document.
216 10/17/17 Loreal Simon Hancock JB 3/15/17 BP/DK Opp Onsite meeting in KY for Automation 133 11/1/17 11/1/17 Swisher International Process Scope of Services 1 Jamie B. Carina 100% 1 0
215 10/17/17 J.M. Smucker Jeffrey Gerth JB 8/25/17 KP/JB Lead presenting capabilities
214 10/17/17 Basic American Foods Mark Johnson JB 10/17/17 KP/JB/DB Opp master planning initiative 132 11/1/17 10/27/17 Parkway Resumes & References Olivier V. Shannon/Carina 100% 1 Yes 4
213 10/17/17 Corning Inc Bill Thiilbault JB/RC 8/15/17 RC/SS Opp presenting capabilities with capital team 131 11/1/17 10/31/17 PepsiCo Arlington Revisions 1 Dave B. Shannon 0% 1 1
212 10/16/17 Madison Food Todd Hanson JB 10/6/17 JB Lead Discussion centered around large Food Park Refinery in Tapachulo,
211 10/12/17 Liberty Call Distillery Bill Rogers RC 10/2/17 BR Opp Presenting capabilities 130 10/31/17 10/27/17 Wilmar Mexico 1 Erik Carina 100% 1 No 4 3601013
210 10/11/17 Albertsons/Safeway Fred Flores RC 8/1/17 RC/KP Opp Haskell customer site visit Commercial Contract
209 10/11/17 Sabra Dipping Roy Peterson JB 5/5/17 KP/DB Opp Presenting proposal to Sabra proj team 129 10/20/17 10/19/17 Project Summit Approach 1 Erik Kristilee 100% No 1
208 10/10/17 P&G Asia Benedict DeJesus JB 7/10/87 OV/JT Lead presenting APAC capabiilties Wayne Chase / ◆ Review Go/No Go Assessment ◆ Charge Prospect pursuit costs to ◆ Convert Prospect costs to Project
207 10/10/17 Chobani Dwayne Henderson RC 9/9/17 DB/RH Opp site walk development 128 10/25/17 10/24/17 Pinnacle Foods Equipment Installations 1 Jamie B. Miriam 50% 1 No 1 Worked with Wayne.
206 10/5/17 Bayer Lee Glover JB 5/9/17 JB/SS Opp prep of presentation on Oct 25th Worked through changes
205 10/4/17 Pilgriims Heath Perry RC 6/12/15 KP/PC Opp Greenfield NW Georgia with Ryan 10/25, sent final
204 10/3/17 Revlon ‐ Jax Tony Hollobaugh JB 9/2/17 JB/EL Lead Meeting with Director of Engineering 127 10/24/17 10/19/17 Chobani Flip Yogurt 1 Dave B Carina/Shannon 100% 1 Yes 5 3401026 with Director of PD. Prospect # (funded by the Division). costs upon approval of MJN.
203 10/2/17 AstraZeneca Alvin Ruiz JB 5/1/17 SS/JB/DK Lead presenting capabilities draft to Ryan, Mike, Keith,
202 10/1/17 Jeptha Creed Distillery Joyce Nethery RC 8/15/17 RH Opp Small distillery expanding Dave and Jamal
201 9/28/17 Swisher International Rod Galan JB 7/10/17 JB/RS Opp Onsite CIP Evaluation 126 10/23/17 10/23/17 Gallo Ion Exchange 1 Dave B Carina 100% 1 No 0
200 9/28/17 Alltech Chris Ginn JB 9/7/17 JB/TM Lead presenting capabilities 125 10/23/17 10/19/17 Kellogg's 1 Olivier V. Carina 100% 1 Yes 4 ◆ Review Contract with PD.
199 9/26/17 Champion Pet Tony Wright JB 8/28/17 JB Lead Pack Expo Meeting 124 10/23/17 10/2/17 Ruiz Foods Project Flex 1 Matt/Ron/Keith Carina 100% 1 No 21 34046 ◆ Approve Prospect Notice. ◆ Review and approve
198 9/26/17 Wells Enterprise Ken Alesch JB 8/25/17 JB Lead RSVP for Pack Expo Reception 123 10/13/17 10/11/17 Owens‐Illinois RMBC X Pablo Miriam 1 No 2 Due 10/13/2017 by 3:00.
197 9/26/17 Sabra Dipping Roy Peterson JB 5/5/17 KP/DB Opp RSVP for Pack Expo Reception
196 9/26/17 Kraft Heinz Steve Miranda JB 6/16/17 JB Lead RSVP for Pack Expo Reception Proposal prior to submission. ◆ Review GMP with PD
195 9/26/17 Trinchero Family Wines Tye Taylor RC 5/14/17 BR $100,000 opp RSVP for Pack Expo Reception
194 9/26/17 Unilever Steve Goldman JB 8/24/17 JB Lead RSVP for Pack Expo Reception division leader ◆ Charge BD & Marketing ◆ for phased contracts.
costs for Suspect pursuit to
Decide if PD will continue as senior
pre-approved Division budget(s).
leader during project execution.
16 CPG Marketing & Business Development | Training Guide 2018 CPG Marketing & Business Development | Training Guide 2018 17