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Indiana UniversitySelect Career Opportunities

Orientation ProgramJeff Cullar & Jeff Rauch

September 22, 2005

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BeInspired

BeRewarded

BeYourself

Be

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Agenda

Kraft’s commitment to excellence Career development at Kraft Kraft’s Management Development

Program Internship Opportunities Q & A

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Jeffery D. Cullar

Region Vice President – Chicago Region

Nabisco Biscuit Division Marketing/PR Major Member of National

Black MBA Association Recruited to Kraft from

Pepsi in 1991

Photo of Keynote Speaker

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Jeffery D. Rauch

Region Director Retail – Chicago Region

Nabisco Biscuit Division Indiana University

Alumni- ’79 Business Major Began career with

“Kraft” in 1980

Photo of Keynote Speaker

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BeInspired

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Strong History

1927Kraft Deutschland, Hamburg (GER)

(Cheese)

1988Philip Morris

1825Suchard, Neuchatel (CH)(Snacks)

1895Jacobs, Bremen (GER)(Coffee)

1903Kraft, Chicago (USA)(Cheese)

1982Jacobs Suchard

1990Philip Morris

1993Kraft Jacobs Suchard

2000Kraft Foods

1948General Food

Europe

1985Philip Morris

1989Kraft General Food Europe

1867Tobler, Bern (CH)(Snacks)

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

StartupsMergers/Name changes/“Purchases“Startup of branchoffices1970

Interfood, Zürich (CH)(Snacks)

1981HAG GF AG

1979General Foods buys 95% of the Coffee HAG stocks

Historical Development

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Helping People Around the World Eat and Live Better

Kraft Vision

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Consumers – First Choice

Customers – Indispensable Partner

Alliances – Most Desired Partner

Employees – Employer of Choice

Communities – Responsible Citizen

Investors – Sustainable Growth

Mission: Undisputed Global Food Leaders

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Put Consumers First

Work Simply, Act Quickly

Play To Win

Guiding Principles

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Consumer Confidence

“Which brands do you consider the best?”

Source: Harris Poll 2005

1. Sony =7. Honda

2. Dell =7. General Electric

3. Kraft 8. General Motors

4. Coca-Cola =9. Microsoft

5. Ford =9. Hewlett Packard

6. Toyota 10. Procter & Gamble

Kraft Rated #3 Among All Brands

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Indispensable Partner to Customers

P&G GeneralMills

Unilever HPC

Coca-ColaKraft Nestle Pepsi-Cola

36%

24%

12% 12% 9% 9%

43% “Best of the Best” Overall

Kraft Ranked #2 in 2004 U.S. Cannondale Retailer SurveyUndisputed Global Food Leader

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KNACKNAC

KICKICLatin America RegionLatin America Region

KICKICCentral Europe RegionCentral Europe Region

KICKICWestern Europe RegionWestern Europe Region

KICKICEastern Europe, Middle Eastern Europe, Middle

East & Africa RegionEast & Africa Region

KICKICAsia Pacific RegionAsia Pacific Region

Our Geographic Business Segments

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Kraft North America CommercialKNAC Fast FactsKNAC Fast FactsKNAC 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 Snackwell’s cookies; Ritz, Triscuit and Wheat Thins crackers; Handi-Snacks snack combinations; Planters salted snacks; DiGiorno, Delissio, California Pizza Kitchen, Tombstone and Jack’s 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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A – Ahold

B – Albertson’s

C – C & S

D - Costco/BJ’s

E - Food Lion

F – Giant Eagle

G - H E Butt

H – Key Wholesalers

I – K-Mart

J – Kroger

K – Meijer

L - Military

M - Publix

N – Safeway

O - Super Valu

P –Target

Q – Wal Mart

R - Winn-Dixie

Customer Regions

NorthwestNorthwest

Mid AtlanticMid Atlantic

MidwestMidwest

New EnglandNew England

SouthwestSouthwestSoutheastSoutheast

D

E

G

J

H

K

L

M

N

H

R

O

A

B

CF

P

Q

I

West Area Regions Midwest Northwest Southwest

East Area Regions Mid Atlantic New England Southeast

Customer Development Career Opportunities Across the United States

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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 AssignmentsRotation/Exposure Key Learnings (Aligns with Career Experiences

Model)Length of Rotation

DSD Sales Rep

Warehouse Sales Rep

Experience selling Kraft products at retail in both DSD and Warehouse businesses

6 mos. DSD + 6 months Warehouse (either order) OR

12 months One Portfolio Rep

Supply Chain – Biscuit Customer Logistics & Warehouse Customer Service

Exposure to/experience in non-direct sales functions

1 months DSD Cust Logistics

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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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Kraft’s 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

Sales Leaders

BeInspiredBeRewardedBeYourself

Be

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IndividualContributor

Manager

Director

Executive

Refinement of personal and technical skills Learning the culture and adapting to professional standards Collaborating with others

Re-allocating time to others and still complete their own tasks

Accomplishing work through others Being available for planning, coaching

development

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

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

Kraft Career Path

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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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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

Our Diversity Vision

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Be

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Employer of Choice

“100 Best Companies for Working Mothers” – Working Mother

“Top 50 Companies for Diversity” – DiversityInc

“Top 50 Places for Latino Women to Work” – Latina Style

“Best Companies for Financial Professionals” – CFO Magazine

“50 Best Companies to Work For in Germany” – Great Places to Work Institute

“Top 10 Best Workplaces in Greece” – Great Places to Work Institute

“50 Best Companies in Mexico” - Great Places to Work Institute

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BeInspired

BeRewarded

BeYourself

Be