David Michael & Co.

An Overview of the Industry,

Company & S.T.A.M.P.
June 29, 2016

Presentation Overview
Introduction
Flavor & Fragrance Industry
Flavor Industry

David Michael & Co.

Corporate, Technical, Sales Force

Sales Training Account Management

Program (S.T.A.M.P.)
Field Experience
Ideal Candidate
Compensation

Introduction
Graduated with Finance Degree from
the University of Virginia
Joined David Michael in May of 2000
Manage New England Territory
Based in Boston, MA

Oversee Recruiting and Training for

Sales Training Account Management
Program (S.T.A.M.P.)

Flavor & Fragrance Industry

$17.7 Billion Industry Worldwide
Divided into Three Different Segments
Flavors
Food, Beverage, Tobacco & Pharmaceuticals

Fragrances
Soaps, Detergents, Cosmetics, & Toiletries

Essential Oils & Aroma Chemicals

Derived from Plants, Animals and Chemical Intermediates
Raw Materials Used to Manufacture Flavors & Fragrances

Flavor & Fragrance Industry

Over 500 Flavor & Fragrance Companies
Worldwide
Top 5 Flavor & Fragrance Companies
1.Givadaun:
2.IFF:
3.Firmenich:
4.Symerise:
5.Quest:

$2.35 Billion (13.3%)

$2.03 Billion (11.5%)
$1.73 Billion (9.8%)
$1.54 Billion (8.7%)
$1.10 Billion (6.2%)

Flavor Industry
Have You Ever Considered How Food
and Beverages Achieve Their Taste?
For instance, How Does..
Haagan Dazs Ice Cream Taste Like Cookies
& Cream?
Honey Maid Graham Crackers Taste Like
Cinnamon?

Flavor Industry
They Achieve Their Taste Through the
Use of FLAVORS
Flavors are Incorporated During the
Manufacturing Process of Food,
Beverages, Tobacco & Pharmaceuticals
Without Flavors, the Final Product May
Not Taste Like Anything at All

Flavor Industry
Nutrition Facts
Serving Size 1 4oz Scoop (113 grams)
Amount Per Serving
Calories from Fat
Calories 280

140
% Daily Value*

Cookies & Cream Ice Cream

Ingredients: cream, nonfat milk, Oreo chocolate

cookies pieces (sugar, enriched flour (wheat flour,
niacin, reduced iron, thiamine mononitrate, riboflavin,
folic acid) vegetable shortening (partially
hydrogenated soybean oil), cocoa (processed with
alkali), high fructose corn syrup, corn flour, whey,
(from milk) corn starch, baking soda, salt, soy lecithin
(emulsifier), VANILLIN, AN ARTIFICIAL FLAVOR,
chocolate), sugar, corn syrup, whey, N&A VANILLA
FLAVOR,
FLAVOR cellulose gum, mono and diglycerides, guar
gum, carrageenan, polysorbate 80, annatto color

Total Fat 15g

23%

Saturated Fat 8g

42%

Cholesterol 50mg

16%

Sodium 150mg

6%

Total Carbohy drates 32g

11%

Dietary Fiber 1g

4%

Sugar 27g
Protein 5g
Vitamin A

10%

Vitamin C

2%

Calcium

15%

Iron

4%

Calories per gram:

Fat 9

Carbohydrate 4

Protein 4

Flavor Industry
Nutrition Facts
Serving Size 31 grams
Serving Size per Container about 13
Amount Per Serving
Calories 130

Calories from Fat 20

% Daily Value*

Cinnamon Graham Crackers

Ingredients: enriched flour (wheat flour, niacin,
reduced iron, thiamine mononitrate [vitamin b1],
riboflavin [vitamin b2], folic acid), sugar, partially
hydrogenated soybean oil, graham flour, high
fructose corn syrup, honey, molasses, corn syrup,
calcium carbonate (source of calcium), leavening
(baking soda, calcium phosphate), salt, cinnamon,
dextrose, NATURAL FLAVOR.

Total Fat 2.5g

4%

Saturated Fat 0g

0%

Cholesterol 0 mg

0%

Sodium 150mg

6%

Total Carbohydrates 25g

8%

Dietary Fiber 1g

3%

Sugar 11g
Protein 2g
Vitamin A

0%

Vitamin C

0%

Calcium
Iron

15%
6%

Flavor Industry
Flavors Are Used for the Following
Reasons:
Provide Characteristic Flavor, which is the Stated
Flavor of Food or Beverage
Enhance Existing Flavor
Compensate for Natural Flavor Loss
Reduce Costs

Flavor Forms & Origin

Liquid & Powder
Natural, Natural & Artificial and Artificial

Flavor Industry
Possible Customers & Applications in
the Food & Beverage Industry

Beverages
Candy
Baked Goods
Ice Cream & Frozen Desserts
Alcoholic Products

Flavor Industry
Flavor Evaluation:

Gin & Tonic

Beef Filet Mignon
Apple
Basil
Lime

Corporate
Global Corporation with Headquarters
in Philadelphia, PA
Privately Owned for over 100 years and
Managed by Two Families
Operations in California; Mexico City,
Mexico; Valence, France; Beijing,
China
250 Employees Worldwide

Technical
Over 27,000 Flavors and Stabilizers
Fifty-Two Technical People
One-in-Three Employees are Technical
5:1 Technical to Sales Ratio

Eleven Flavor Chemists

Three Chefs

Technical
Applications Team for Product

Development and Flavor Application

Pilot Plant Allows for Product and

Process Simulation
Sensory Lab to Evaluate Products and

Flavors

Sales Force
Twelve Domestic Account Managers
Three Geographical Territories
Current Cities Occupied by Account
Managers
East Coast: Toronto, Boston, New York,
Philadelphia & Atlanta
Midwest: Chicago, Minneapolis, Columbus &
Dallas
West Coast: Los Angeles & San Francisco

Sales Force
Average Years of Employment: 11.4
Schools Attended & Home States

Indiana University, Kansas

University of Virginia, Connecticut
Cornell University, New York
Penn State, Pennsylvania
Virginia Tech, Delaware
Notre Dame, Illinois

S.T.A.M.P.
Goal & Purpose
Established in 1979, to Ensure that David
Michaels Account Managers are the Best
Trained in the Industry
12 18 Month Personalized One-on-One
Training Program
Based at Headquarters in Philadelphia, PA
No More than Two Candidates Participate
in the Program at any Given Time

S.T.A.M.P.
Overview of First Half (Months 06)
Train and Work in Total Customer
Satisfaction Department
Participate in Morning Meeting with
President and Vice President of Technical
Attend Classes
Complete Quizzes & Written Midterm

S.T.A.M.P.
Overview of Second Half (Months 612)
Continue all First Half Activities
Field Trips with Account Managers
Approximately Ten Trips

Attend Penn State Ice Cream Short Course

Held Annually in January
Complete a Five Hour Oral and Written
Final Exam Administered by Both the
President & S.T.A.M.P. Trainer

S.T.A.M.P.
Over 90 Classes Covering the Following
Three Areas:
1. Product Knowledge & Information
2. Sales Skills
3. Company Departments

Classes Taught by Over 30 Employees,

Including S.T.A.M.P. Trainer,Technical and
Upper Management

S.T.A.M.P.
Product Knowledge & Information

Introduction to Food Science

The Art of Tasting
Flavor Basics
Creative Flavors
Chocolate Manufacturing
Distilled Spirits Products
Vanilla Market

S.T.A.M.P.
Sales Skills
Art of Making a Presentation
Traveling Tricks
Account Management, Organization &
Time Management
Qualifying Accounts
Forecasting & Projections
Current Industry Trends

S.T.A.M.P.
Company Departments

Beverage Lab
Confectionary Lab
Vanilla Lab
Manufacturing Facility
Costing Department
Quality Control Departments
Sample Lab

Field Experience
Relocate to Manage a Multi-State
Territory
To be Determined Towards the End of
Training Based on Need
Take in Consideration Background

Work from Home Office and Report to

District Manager
Entrepreneurial Opportunities

Field Experience
Provided with Tier Call List Consisting of
Multinational, National & Regional
Companies
Possible Types of Business Relationships
Existing Relationship & Annual Sales
Guaranteed Minimum Annual Sales of $350,000

Existing Relationship & No Annual Sales

No Existing Relationship & No Annual Sales
Requires Cold Calling

Field Experience
Consultative Sales Process
Ideation
Trends, New Product News, Market Research

Base Development
Texture technology

Flavor Profile
Innovation, Flavor Technology, Pilot Plant Validation

Goal Validation
Sensory and Consumer Testing

Field Experience
Long Term Career Path in Sales:

Associate Account Manager (0)

Account Manager (4)
Senior Account Manager (2)
District Account Manager (3)
Regional Account Manager (3)

Field Experience
Additional Attributes of Position

Full Access to Upper Management & Mentors

Small, Close Knit Work Environment
Diverse Customer Base & Products
Strong Business Relationships Lead to
Close Friendships Not Strictly Based on Work
Customers Calling You for Sample Requests

Lucrative Long Term Career in Business to

Business Sales

Ideal Candidate

December 2005 or May 2006 Graduate

Strongly Sales Orientated
Self Disciplined and Motivated
Strong Organizational Skills
Strong Communication Skills
Enthusiasm for Travel
Committed to Two Relocations

Compensation
Competitive Base Salary with a 10% Raise
Upon Graduation
Aggressive Incentive Programs
Semi-Annual Bonus
Company Car, Expense Account & Laptop
Medical (PPO), Dental and Eye
401K with Company Matching
Profit Sharing

Next Steps
First Round Interviews will be held on
February 16, 2006.
Second Round Interviews will be held in
Indianapolis shortly after First Round
Interviews.
Final Round Interviews will be held in
Philadelphia, PA.

Conclusion

Question & Answer

John A. Monsif
Account Manager
215. 632.3100, extension 1113
Jmonsif@dmflavors.com