Strategic Account Management Plan

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Strategic Account Management Plan

• National Major Accounts

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Strategic Account Management Plan

• AGENDA
• Strategic Plan Overview- Joanne Saisho, Mark
  Borges
• Targeted Industries
• External Industries Analysis

• Strategic Account Plan
• Internal Industries Analysis
• Industry Compliance Plan

• Cadbury Presentation (North American)
• Food Industry Presentation Template
• Cadbury Scorecard Criteria

• Atomic Facility Enhancements- Chris Froio
• AIB/GMP Compliance
• Potential Prospect Tour Branch Format
• Monthly Plant Inspection Report
• Atomic Branch Plant Tour

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Strategic Plan Overview

• Targeted SIC Codes
• 2830 Pharmaceutical
• Primary SIC are 2833- Medicinal Chemicals and
  Botanical Products
• 2834-Pharmaceuticals Preparation
• 2836-Biological Products

• Prospect Opportunity 188
• 49 companies in Canada with number of employees
  between 150 and 3000
• 139 companies in Canada that manufacture with
  number of employees between 1-149

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Strategic Plan Overview

• Targeted SIC Codes
• 2000 Food and Kindred Products
• Primary SIC are 2022-DairyNatural and Processed
• 2011 Meat Packing Plants
• 2064 Candy and other Confectionery Products
• 2086 Bottled and Canned Soft Drinks

• Prospect Opportunity 4244
• 433 companies in Canada with number of employees
  between 150 and 10,000
• 3811 companies in Canada with number of employees
  between 1-149

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Strategic Plan Overview External Industry
Analysis

• 2830 Pharmaceutical and 2000 Food Processing are
  regulated heavily by Health Canada which
  traditionally follows FDA regulations.

• Follow GMP (Good Manufacturing Practice) HACCP
  (Hazard Analysis and Critical Control Point), AIB
  (American Institute of Baking)

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Strategic Plan Overview External Industry
Analysis

• What is GMP?
• GMP refers to the Good Manufacturing Practice

• GMP regulations require a quality approach to
  manufacturing, enabling companies to minimize or
  eliminate instances of cross contamination,
  mix-ups and errors

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Strategic Plan Overview External Industry
Analysis

• What is HACCP?
• HACCP stands for Hazard Analysis and Critical
  Control Point

• HACCP is an internationally recognized
  science-based, food safety system that is used to
  help ensure the manufacture of safe food products

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Strategic Plan Overview External Industry
Analysis

• What is AIB?
• AIB refers to American Institute of Baking

• AIB Internationals food safety program has
  become the standard of excellence for all food
  industries worldwide.

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Strategic Management Plan Internal Industry
Analysis
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Strategic Management Plan Internal Industry
Analysis

• GMP Regulation Impact
• Sanitation/Cleanliness
• Contamination Controls
• Process Validation/Corrective
• Actions
• Personnel Qualification

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Strategic Management Plan
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Strategic Management PlanBest Practices

• To improve our standards of performance to comply
  with both industry regulations

• To ensure consistent standards in our training
  programs to meet GMP requirements

• To streamline our core product line to the
  specific industry requirements

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Strategic Management Plan
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Strategic Management Plan AIB/GMP Compliance
Atomic Branch
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Strategic Management Plan
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Atomic Facility Enhancements
Item Description
Approx. Cost

• Balanced the plant air
• Operate the facility with the doors closed.
• Called in the MOL Union to inform them prior to
  employee complaints.
• Had meetings with all production departments and
  service to inform them of our reasoning.

• 3. Implemented a hair net practice amongst
  production employees.
• 4. Implemented a hand washing practice posted
  signage is washrooms.
• 5. Implemented a no jewelry practice amongst
  production employees.
• Food and Drink in designated area only. Plastic
  water bottles permitted in production areas.
• Smoking only permitted in designated areas.

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Atomic Facility Enhancements
Item Description
Approx. Cost

• 8. Adopted an AIB checklist to be reviewed
  during plant inspection.
• 9. Tarped and stoned the electrical compound to
  eliminate weeds. 1,400
• 10. Painted walkways on the floor.
• 11. Painted certain areas of outside of building.
• 12. Painted all doors green.
• 13. Painted areas of floor.
• 14. Painted washers prior to tour.

• 15. Enhanced lighting in walkways.
• Installed low bay lights with shatterproof
  covers. 175ea
• Installed shatterproof covers on florescent
  tubes in the garment areas. 10ea
• Installed clear corrugated along north and south
  ceilings to bring in more natural light. 10ea

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Atomic Facility Enhancements
Item Description
Approx. Cost

• 16. Bug lights by high traffic entrances.
  350to600ea
• 17. Set up Special Handling soil count in
  stations. 2,250ea
• Purchased and identified white Special Handling
  soil sling 130ea
• Installed curtains to seal off soiled
  department.
• Installed Best Practice boards in all
  production departments. 20ea

• 20. Designed plant safety brochure and distribute
  during plant tour.
• 21. Designed plant tour stops specifically to
  Prospect, as well as to limit
  exposure to unsafe or unnecessary areas of plant.

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Atomic Facility Enhancements
Item Description
Approx. Cost

• 21. Designed Training Matrix for Production and
  Service to demonstrate versatility and supply
  continuity.
• 22. Have pest/bird control records and training
  log on hand for plant tour.
• Total Estimated Cost 30,000

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1. Meeting Room Greetings2. Review Plant
Safety Diagram3. Company History DVD4. Plant
Tour (Various Dept.)5. Review SOP a. CSR
Training Manual/Production Service Training
Matrix b. RF Chip Reports6. Q A
Plant TourAgenda
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Potential Prospect Tour Branch Format
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Branch Cross Training Matrix Production Dept.
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Branch Cross Training Matrix Service Dept.
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SOP-HS Plant Inspection