John PollockJohn PollockDirector of Merchandising Director of Merchandising

SYSCO CorporationSYSCO CorporationHouston, Texas, USAHouston, Texas, USA

Defining Defining Standards with Standards with

SYSCOSYSCO

SYSCO’s HeritageSYSCO’s Heritage

Founded in 1969 by John Baugh in Founded in 1969 by John Baugh in Houston, Texas.Houston, Texas.

Vision was to become the first Vision was to become the first “broadline” distributor.“broadline” distributor.

SYSCO =SYSCO =

SySystems and stems and SService ervice CoCompanympany

Who is SYSCO?Who is SYSCO?

SYSCO is the largest marketer and distributor of SYSCO is the largest marketer and distributor of foodservice products in North America. foodservice products in North America.

Operating from 142 distribution facilities, the Operating from 142 distribution facilities, the company provides products and services to company provides products and services to

about 415,000 restaurants and other about 415,000 restaurants and other foodservice operations across the contiguous foodservice operations across the contiguous United States, Alaska, Hawaii and Canada.United States, Alaska, Hawaii and Canada.

SYSCO VitalsSYSCO Vitals Employees:Employees: 46,800 46,800 Customers:Customers: 415,000 415,000 Products:Products: 300,000 300,000 Delivery Vehicles:Delivery Vehicles: 8,400 8,400 Marketing Associates:Marketing Associates: 7,656 7,656 Distribution Locations:Distribution Locations: 142 142 FY2002 Sales:FY2002 Sales: $23.4 Billion$23.4 Billion NYSE symbol:NYSE symbol: SYY SYYSource: SYSCO 2002 Annual ReportSource: SYSCO 2002 Annual Report

SYSCO PerformanceSYSCO Performance

Source: Yahoo! Finance February 24, 2003

SYSCO LocationsSYSCO Locations

SYSCO’s VisionSYSCO’s VisionThe Premier, Global Marketer and Distributor of The Premier, Global Marketer and Distributor of

Food Products and Related Value-added Food Products and Related Value-added Services away from HomeServices away from Home

SYSCO’s MissionSYSCO’s MissionHelping Our Customers SucceedHelping Our Customers Succeed

SYSCO’s GoalSYSCO’s Goal$50,000,000,000 sales in 2008$50,000,000,000 sales in 2008

SYSCO Seafood BrandsSYSCO Seafood BrandsSimply the best and unique to SYSCOSimply the best and unique to SYSCO

Top quality products that exceed the best Top quality products that exceed the best the industry has to offerthe industry has to offer

Competitive with the industry’s standardCompetitive with the industry’s standard

Value placed products Value placed products

Premium fresh seafood productsPremium fresh seafood products

                                     

What’s Important toWhat’s Important toFoodservice?Foodservice?

PricingPricing– Stability creates demandStability creates demand– Need to be competitiveNeed to be competitive– Provide volume price breaksProvide volume price breaks

Being first to marketBeing first to market– Have a unique product/process to talk aboutHave a unique product/process to talk about– Separate yourself from “me-too” productsSeparate yourself from “me-too” products

PackagingPackaging– Quality packaging that won’t break, leak, or Quality packaging that won’t break, leak, or

damage easilydamage easily– Needs to be appropriate for applicationNeeds to be appropriate for application– Creation of private Branded productsCreation of private Branded products

Inventory controlInventory control– Produce what is neededProduce what is needed– Maintain adequate inventory to ensure supplyMaintain adequate inventory to ensure supply

What’s Important toWhat’s Important toFoodservice?Foodservice?

What we look for . . .What we look for . . .

Suppliers who will partner with usSuppliers who will partner with us– Get to know our businessGet to know our business– Get intimately involved in our businessGet intimately involved in our business– Support our Branding effortsSupport our Branding efforts

Suppliers who add value to the supply chainSuppliers who add value to the supply chain– Continually develop new products or re-develop Continually develop new products or re-develop

outdated productsoutdated products– Identify and exploit new resources or regionsIdentify and exploit new resources or regions

What we look for . . .What we look for . . . Category growthCategory growth

– Real growth in units and dollarsReal growth in units and dollars Partners who can develop new markets/salesPartners who can develop new markets/sales

– TrainingTraining– Customer development Customer development

Partners involved in local marketing effortsPartners involved in local marketing efforts– FoodshowsFoodshows– PromotionsPromotions

– Growth in SYSCO BrandGrowth in SYSCO Brand Increase breadth of products availableIncrease breadth of products available Increase ratio of SYSCO Brand vs. packer labelIncrease ratio of SYSCO Brand vs. packer label

What we look for . . .What we look for . . .

Suppliers who can pass the rigorous Sysco Suppliers who can pass the rigorous Sysco QA audit and inspection processQA audit and inspection process– Can you pack to your own specifications?Can you pack to your own specifications?– Does your plant meet the US gov’t guidelines?Does your plant meet the US gov’t guidelines?– Can you pack to Sysco’s specifications?Can you pack to Sysco’s specifications?– Can your plant pass a Sysco audit?Can your plant pass a Sysco audit?

Trust but verify

What we offer . . .What we offer . . .

Unconditional customer satisfaction Unconditional customer satisfaction Peace of mindPeace of mind Training of customer’s employees in safe Training of customer’s employees in safe

food handling and preparationfood handling and preparation

Marketing AssociatesMarketing Associates– Direct contact with customersDirect contact with customers– May evaluate product with customersMay evaluate product with customers– Have 15 - 30 minutes to make saleHave 15 - 30 minutes to make sale– Handles approximately 10,000 itemsHandles approximately 10,000 items

FoodshowsFoodshows– Pre-qualified buyersPre-qualified buyers– Opportunity to get in front of many customers in a Opportunity to get in front of many customers in a

short period of timeshort period of time

National AccountsNational Accounts

Bringing Product to MarketBringing Product to Market

Steps to establishing a sales Steps to establishing a sales relationship with SYSCOrelationship with SYSCO

Contact usContact us– Corporate Seafood DepartmentCorporate Seafood Department– Operating Company Seafood MerchandiserOperating Company Seafood Merchandiser

Show us your productsShow us your products Work with QA on plant audits, product Work with QA on plant audits, product

specifications, and packagingspecifications, and packaging Make the product available for saleMake the product available for sale Support your productsSupport your products

– Sales training / POSSales training / POS– Marketing / PromotionsMarketing / Promotions

Moving ForwardMoving Forward Re-defining focus from “broadline” to “broad Re-defining focus from “broadline” to “broad

brand”brand” ““Value-added” or “labor saving” productsValue-added” or “labor saving” products ““First to Market” with unique productsFirst to Market” with unique products Encourage responsible fishing practices and Encourage responsible fishing practices and

promote sustainable/renewable resourcespromote sustainable/renewable resources Establish SYSCO as a company of Establish SYSCO as a company of seafood seafood

expertsexperts

SYSCO Contact InformationSYSCO Contact Information Corporate Seafood DepartmentCorporate Seafood Department

– John Pollock, Director of Merchandising - Seafood (281-584-1284)John Pollock, Director of Merchandising - Seafood (281-584-1284)– John Steinmetz, Senior Manager – Seafood (281-584-1291)John Steinmetz, Senior Manager – Seafood (281-584-1291)– Bill Prachyl, Product Manager – Seafood (281-584-1295)Bill Prachyl, Product Manager – Seafood (281-584-1295)– Hank Dentler, Product Manager – Seafood (281-584-1297)Hank Dentler, Product Manager – Seafood (281-584-1297)

Operating CompaniesOperating Companies– Check your local listingsCheck your local listings

Corporate Office InformationCorporate Office Information– Address: 1390 Enclave Parkway, Houston, TX 77077-2099Address: 1390 Enclave Parkway, Houston, TX 77077-2099– Switchboard (281-584-1390)Switchboard (281-584-1390)– Internet address: http://www.sysco.comInternet address: http://www.sysco.com

Questions?Questions?