Building Relationships to Synchronize Global Business May 28, 2008.

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Presentation transcript:

Building Relationships to Synchronize Global Business May 28, 2008

Agenda Sonoco Overview Open Partnership Scorecards Quarterly Reviews Tapping Internal Capacity Global Trade Council Things to Remember

Sonoco Products Company Hartsville, SC We are a $4 billion dollar global manufacturer of industrial and consumer packaging products and provider of packaging services. Sonoco has 335 plants in 35 countries and 18,600 employees.

Open Partnership Move away from transactional relationships !! Anyone can move freight but do you want to do business with just anyone? Accountability Productivity Strategy sharing - divisional meetings, off-site strategy meetings, shareholders meeting Multi-layer relationships Foundation of customer service - not only set but demand high levels of proactiveness

Scorecards Reduce subjectivity and create common understanding of success One size does not fit all, KPIs may vary More than one might be needed Score what is important to you Score what is important to your company (diversity,sustainability) Get the right people scoring Use it as a base line Publicize the results

Quarterly Reviews Make it formal and structured Customize and then standardize the format Focus on funnel of activities and productivity more than numbers Include senior management Invite your customers, the “users” to participate

Tapping Internal Capacity What are your counterparts doing around the world? Tap into: Market knowledge Information sharing Shipment information Purchasing information Strategies Leverage not only brain trust but buying capabilities while creating more global visibility!

Global Trade Council Mission Statement: To monitor international logistics and worldwide market trends in order to keep us current on compliance and knowledgeable of the most beneficial trade opportunities so that we may better service our customers. Members from around the globe - US, Asia, Australia, Mexico, Canada, Europe, and Brazil Meet quarterly Review freight rate structures and maintain competitiveness Communicate to Executive Committee and Division leadership Develop tools and evaluate options Benchmark and network Facilitate training and compliance initiatives Perform internal audits

Things to Remember You cannot do it alone Focus more on total value than individual rates Trust your service partners Do not assume The best way to find a good partner is to be one