Strategic Account Management Plan National & Major Accounts
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
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
Strategic Plan Overview Targeted SIC Codes 2000 Food and Kindred Products • Primary SIC are 2022-Dairy;Natural 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
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)
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
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
Strategic Plan Overview External Industry Analysis What is AIB? • AIB refers to American Institute of Baking • AIB International’s food safety program has become the standard of excellence for all food industries worldwide.
Strategic Management Plan Internal Industry Analysis • GMP Regulation Impact: • Sanitation/Cleanliness • Contamination Controls • Process Validation/Corrective Actions • Personnel Qualification
Strategic Management PlanBest Practices • To improve our standards of performanceto 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
Strategic Management Plan AIB/GMP Compliance Atomic Branch
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.
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
Atomic Facility Enhancements Item Description Approx. Cost 16. *Bug lights by high traffic entrances. $350to$600ea 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.
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
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