Building Relationships to Synchronize Global Business

1
Building Relationships to Synchronize Global
Business

• May 28, 2008

2
Agenda

• Sonoco Overview
• Open Partnership
• Scorecards
• Quarterly Reviews
• Tapping Internal Capacity
• Global Trade Council
• Things to Remember

3
Sonoco Products Company Hartsville, SC

• We are a 4 billion dollar global manufacturer of
  industrial and consumer packaging products and
  provider of packaging services.
• Sonoco has 335 plants in 35 countries and 18,600
  employees.

4
Open Partnership

• Move away from transactional relationships !!
• Anyone can move freight but do you want to do
  business
• with just anyone?
• Accountability
• Productivity
• Strategy sharing - divisional meetings, off-site
  strategy meetings, shareholders meeting
• Multi-layer relationships
• Foundation of customer service - not only set but
  demand high levels of proactiveness

5
Scorecards

• Reduce subjectivity and create common
  understanding of success
• One size does not fit all, KPIs may vary
• More than one might be needed
• Score what is important to you
• Score what is important to your company
  (diversity,sustainability)
• Get the right people scoring
• Use it as a base line
• Publicize the results

6
Quarterly Reviews

• Make it formal and structured
• Customize and then standardize the format
• Focus on funnel of activities and productivity
  more than numbers
• Include senior management
• Invite your customers, the users to participate

7
Tapping Internal Capacity

• What are your counterparts doing around the
  world?
• Tap into
• Market knowledge
• Information sharing
• Shipment information
• Purchasing information
• Strategies
• Leverage not only brain trust but buying
  capabilities while creating more global
  visibility!

8
Global Trade Council

• Mission Statement
• To monitor international logistics and
  worldwide market trends in order to keep us
  current on compliance and knowledgeable of the
  most beneficial trade opportunities so that we
  may better service our customers.
• Members from around the globe - US, Asia,
  Australia, Mexico, Canada, Europe, and Brazil
• Meet quarterly
• Review freight rate structures and maintain
  competitiveness
• Communicate to Executive Committee and Division
  leadership
• Develop tools and evaluate options
• Benchmark and network
• Facilitate training and compliance initiatives
• Perform internal audits

9
Things to Remember

• You cannot do it alone
• Focus more on total value than individual rates
• Trust your service partners
• Do not assume
• The best way to find a good partner is to be one