Indiana University Select Career Opportunities Orientation Program

Jeff Cullar & Jeff Rauch September 22, 2005

BeInspired

BeRewarded
BeYourself

Be
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Agenda
Krafts commitment to excellence

Career development at Kraft

Krafts Management Development Program Internship Opportunities Q&A

Jeffery D. Cullar
Region Vice President Chicago Region Nabisco Biscuit Division Marketing/PR Major
Photo of Keynote Speaker

Member of National Black MBA Association

Recruited to Kraft from Pepsi in 1991

Jeffery D. Rauch
Region Director Retail Chicago Region Nabisco Biscuit Division Indiana University Alumni- 79
Photo of Keynote Speaker

Business Major Began career with Kraft in 1980

BeInspired

Strong History
Historical Development
1825
Suchard, Neuchatel (CH) (Snacks) Tobler, Bern (CH) (Snacks) Interfood, Zrich (CH) (Snacks)

1867

1970

Startups Mergers/Name changes/Purchases Startup of branch offices

1895

Jacobs, Bremen (GER) (Coffee)

Jacobs Suchard

1982

1990
Philip Morris

1903

Kraft, Chicago (USA) (Cheese)

1927 Kraft Deutschland,

Hamburg (GER) (Cheese)

1988
Philip Morris

1993

2000
Kraft Foods

Kraft Jacobs Suchard

1948
General Food Europe

1981
HAG GF AG

1985
Philip Morris

1989
Kraft General Food Europe

1906
Kaffee HAG, Bremen (GER) (entc. Coffee) 7

General Foods buys 95% of the Coffee HAG stocks

1979

Kraft Vision
Helping People Around the World Eat and Live Better

Mission: Undisputed Global Food Leaders

Consumers Customers Alliances Employees Communities Investors First Choice Indispensable Partner Most Desired Partner Employer of Choice Responsible Citizen Sustainable Growth

Guiding Principles

Put Consumers First Work Simply, Act Quickly Play To Win

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Consumer Confidence
Kraft Rated #3 Among All Brands Which brands do you consider the best?
1. Sony =7. Honda

2. Dell
3. Kraft 4. Coca-Cola 5. Ford 6. Toyota
11 Source: Harris Poll 2005

=7. General Electric

8. General Motors =9. Microsoft =9. Hewlett Packard 10. Procter & Gamble

Indispensable Partner to Customers

Undisputed Global Food Leader
Kraft Ranked #2 in 2004 U.S. Cannondale Retailer Survey 43% Best of the Best Overall

36%
24% 12% 12%

9%

9%

P&G
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Kraft

General Mills

Nestle

PepsiCola

Unilever Coca-Cola HPC

Our Geographic Business Segments

KNAC

KIC Western Europe Region

KIC Central Europe Region

KIC Latin America Region

KIC

Eastern Europe, Middle East & Africa Region

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KIC Asia Pacific Region

Kraft North America Commercial

KNAC Fast Facts KNAC headquarters: Northfield, Illinois, U.S. Key countries in the business unit: Canada, United States Some key brands: Kraft cheeses, salad dressings, dinners and other products; Post cereals; Philadelphia cream cheese; Oscar Mayer meats and Lunchables lunch combinations; Maxwell House, Starbucks and Gevalia coffees; Capri Sun, Tang, Kool-Aid and Crystal Light beverages; Oreo, Chips Ahoy!, Nilla, Newtons and Snackwells cookies; Ritz, Triscuit and Wheat Thins crackers; Handi-Snacks snack combinations; Planters salted snacks; DiGiorno, Delissio, California Pizza Kitchen, Tombstone and Jacks pizza; Back to Nature cookies, crackers, cereal, granola dinners and cheese; Boca burgers, nuggets, patties and meat alternatives; Jell-O gelatins and puddings; Cool Whip whipped topping; Velveeta process cheese loaf
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The Best Brands in the World

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The Best Brands in the World

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50+ Brands over $100 Million in Revenue

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Five Brands Over One Billion Revenue $

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New Product Examples: Health & Wellness

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New Product Examples

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BeRewarded

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Customer Development Organization Structure

The Kraft Foods Customer Development Organization is comprised of more than 30 National, Area and Geographic Sales teams
- Team members include Sales Representatives, Manager and others who work together to meet the needs of food retailers and customers across the U.S. and Canada

3 Retail selling teams

- Biscuit Direct Store Delivery (DSD) - Pizza Direct Store Delivery (DSD) - Warehouse

Totaling 10,600 people covering over 37,900 retail outlets and selling 1,200 SKUs in 66 categories
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Customer Development Career Opportunities Across the United States

D

H B P O K

New England
I F C

Northwest Midwest

J
N E Q L H

Mid Atlantic

Southeast Southwest
G R M
A Ahold B Albertsons CC&S D - Costco/BJs E - Food Lion F Giant Eagle G - H E Butt I K-Mart

Customer Regions
J Kroger K Meijer L - Military M - Publix N Safeway O - Super Valu P Target

West Area Regions Midwest Northwest Southwest

East Area Regions Mid Atlantic New England Southeast

Q Wal Mart H Key Wholesalers R - Winn-Dixie

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At Kraft, the best Management Development Associate

Is the best team LEADER Is an IDEA champion Delivers superior RESULTS Develops professional EXPERTISE

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Management Development Program

Upon joining Kraft, you will be placed into a Management Development Program
- Designed to give you exposure to a wide variety of experiences to prepare you for future leadership roles within the organization - Rotational assignments will include experiences in: Direct selling Customer Logistics Retail Analysis People Management

Program will include formal training, assignment of a mentor, and field trips to various key businesses Upon successful completion of the MDP, participants will be placed into a position where they will be strategically partnering with a Customer to grow business, both for Kraft and the Customer
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Rotational Assignments
Rotation/Exposure DSD Sales Rep Warehouse Sales Rep 12 months One Portfolio Rep Key Learnings (Aligns with Career Experiences Model) Experience selling Kraft products at retail in both DSD and Warehouse businesses Length of Rotation 6 mos. DSD + 6 months Warehouse (either order) OR

Supply Chain Biscuit Customer Logistics & Warehouse Customer Service

Exposure to/experience in non-direct sales functions

1 months DSD Cust Logistics + 1 week on-sight Cust Svc Orientation

Merchandising Coordinator or District Coordinator

First level people management, prioritizing, scheduling, routing, employee relations, team building.

3 6 months

Sales Analytics Category Analyst or Region Analyst

Experience using systems/information to support line sales & leverage consumer insights to influence consumer demand

3 months

* In addition, approximately threes weeks allocated for orientation, training and field trips

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Krafts Approach to Career Development

1. Recruit the best people

2. Challenge them to add the most value and to fulfill their potential
3. Provide wide range of career and development opportunities 4. Offer World Class Training
BeInspired BeRewarded BeYourself

Sales Leaders

Be
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Kraft Career Path

Being proficient at setting and evaluating strategy Understanding multiple views and roles Developing people to execute the strategy and direction Commanding respect from internal and external constituents

Executive

Evaluating others on abilities Coaching managers through performance evaluation & development Broad business knowledge and perspective Skilled communicator able to share direction through several organizational layers

Director

Manager

Re-allocating time to others and still complete their own tasks Accomplishing work through others Being available for planning, coaching development

Individual Contributor Refinement of personal and technical skills

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Learning the culture and adapting to professional standards Collaborating with others

Internships at Kraft Customer Development Organization

12 weeks in duration with focus on professional development and skill-building versus summer job

Assigned key project(s) such as:

- Market analysis, project planning, support new item launches - Additional day-to-day assignments Run actual sales route; Merchandise product

Comprehensive internship program includes:

- Plant tours - Group Intern events

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BeYourself

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Our Diversity Vision

The right people in the right places, contributing fully to meet business & personal goals
The Right People Diverse in every way The Right Places . In every function, level & geography Contributing Fully From their wide range of talent & skills To Meet Business Goals.. That exceed traditional targets, markets and geographies Which Requires . Improving our diverse employee profile

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Be
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Employer of Choice
100 Best Companies for Working Mothers Top 50 Companies for Diversity Top 50 Places for Latino Women to Work
Working Mother DiversityInc Latina Style

Best Companies for Financial Professionals

50 Best Companies to Work For in Germany

CFO Magazine
Great Places to Work Institute

Top 10 Best Workplaces in Greece

50 Best Companies in Mexico
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Great Places to Work Institute

- Great Places to Work Institute

BeInspired

BeRewarded
BeYourself

Be
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