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Sales Development

The movement in the industry to customer collaboration opened an opportunity for Customer
Category Managers to experience
Financial Focus built on the platform of Apples and
Oranges: Retail
. This experience revealed the pressure points of the customer's business by
managing a retail simulation model. Gaining the perspective of the customer's financial
measures and increasing the ability to demonstrate how Kraft solutions impact the financial
statements of the customer builds business knowledge across the collaborative relationship.


Business Acumen

Operations
Sharon Collins partnered with Kraft Foods in 1997 to design a custom delivery of a business
simulation that demonstrated to plant operations how their daily activities contributed to the
operating profits of the plant. Integrating the plant's cost of production statement, introducing key
financial measures in terms that associates can relate to and using the simulation as a way for
them to "discover" how cash flows through operations has contributed to improved productivity.
Over 100 instructors across 68 plants are certified to deliver
Apples and Oranges:
Manufacturing
.

Distribution
Apples and Oranges: Service
was designed to reflect the key productivity measures of the
warehouse. The warehouse budget was included in the activities so that each associate could
see how their role impacted the business results.

Supply Chain
Each chain is searching to streamline its supply chain impacting the velocity of inventory turns.
Kraft's supply chain team certified 12 instructors in February 2005 to deliver a customer design
of
Apples and Oranges: Retail to their staff to increase the business knowledge of their
customer. By demonstrating how Kraft's supply chain initiatives benefit the financial health of the
customer, stronger relationships are formed and a win-win strategy is accomplished.
Kraft Foods