Robert Vanderhook is Vice President of Sales and Marketing for Furmano Foods, a 95-year-old family owned tomato and bean business. Furmano Foods has been using Discovery software for over 10 years to access sales data and analyze business performance. They are currently transitioning from Discovery 8 to the newer web-based Discovery G2 software to allow more flexible access. Discovery provides Furmano Foods with a single version of sales data to evaluate performance against budgets and prior years, helping the various departments and leadership easily analyze business.

1. Discovery G2 Customer
Spotlight Session
2016 AFS User Conference

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Robert G. Vanderhook
Vice President, Sales & Marketing
Furmano Foods
Robert Vanderhook is Vice President of Sales and Marketing for
Furmano Foods, a 95 year old family owned and operated tomato
and dry pack bean business located in Central Pennsylvania.
Robert joined Furmano’s in 2002, and has responsibility for Sales
and Marketing of all company business segments, including
Foodservice and Consumer Products. He is additionally responsible
for their Customer Service, and Research & Development groups.
He brings over 35 years of Sales and Marketing experience through
his tenures with Furmano’s and previously Hunt-Wesson.
Speaker

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• Regional processor of bean and
tomato products located in
Northumberland, Pennsylvania.
• 4th generation, family owned &
operated business since 1921.
• Serving Retail and Food Service
channels with both branded and
private label products.
Furmano Foods

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• 1921, John Wesley Furman
and his wife, Emma, started
Furman Foods. First year
production was 360 glass jars
of tomatoes - canned by J.W.,
Emma and their six children.
History
Great Taste is a Family
Tradition
1921 -2016

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• Furmano’s has been family owned
and operated for 4 generations.
We are dedicated to continuing to
strengthen our business for
generations to come.
• 2016 marks our 95th Year
Anniversary. We take pride in our
product quality and flexibility to
meet our customer’s needs.
History

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FOODSERVICE
Batch Crafted Beans & Tomatoes
RETAIL
FreshPack& Continuous PackTomatoes
MARKETS

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FURMANO’S BEANS
• Branded and Private Label
• Can or Pouch Packaging
• Full Line of Beans in Brine
• Seasoned and Ready-to-Serve Beans
• Low Sodium, All Natural Beans
• Organic Beans
• Customized Formulas

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FURMANO’S TOMATOES
• Fresh Peeled Tomatoes
• Condiments
• Pasta Sauces
• Pizza Sauces
• Customized Formulas
Low Sodium ● No Salt Added ● All Natural ● Canned ● Pouched

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DISTRIBUTION
Buena Park, CA Dallas, TX Orlando, FL Northumberland, PA

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• At Furmano’s, our goal is to
preserve our natural resources
and enrich the lives of those
around us.
• We strive to:
• Provide meaningful work for our
employees
• Wholesome food for our customers
• Fellowship to our community
• And ensure the next generation enjoys
clean air and a healthy planet
PLANTING SEEDS
For Generations to Come

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Retail Tomatoes
Furmanos.com
Foodservice Beans & Tomatoes
Furmanosfoodservice.com
Chef’s Blog
Chef Paul
SOCIAL MEDIA
FIND US ON

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CHALLENGES
• Trade Spend Management
• Account Profitability Metrics
• Commodity Market Fluctuation
• Customer Consolidation
• Globalization

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History with AFS
• Discovery Users for over 10 years
• Currently transitioning from Discovery 8 to Discovery G2 Web
• Furmano User Community
• Sales & Marketing
• Finance
• Customer Service
• President & Senior Leadership

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Why Discovery?
• Users
• Easy to use and navigate (intuitive)
• Provides data in the form that they need it
• Flexible Time Frames
• Varying Levels for Product and Customer Detail
• Easily Measure Sales Versus Budget and Prior Year
• Readily Available

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Why Discovery?
• Company
• One Version of the Truth – (Working off of the same page)
• Passes Accountability to the Users – (No surprises or excuses)
• Quick and Easy Analysis of Business
• Solution Tabs – (Allow for customized analysis of business)

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Working with AFS!
• Great Products
• Discovery (8 & G2)
• Trade Management (TPM)
• Engaged Team
• Focused on Customer Satisfaction
• Listen to Customer Needs

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What does Discovery look
like at Furmano Foods?

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Discovery 8 (Sales View)

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Discovery 8 (Sales View)

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Discovery Hierarchy
• Customer Hierarchy
• Business Unit
• National Group
• Sales Manager
• Local Broker
• Sales Type
• Corporate Owner
• Enterprise Owner
• Bill To Customer
• Ship To Customer
• Product Hierarchy
• Product Group
• Product Sub-Group
• Packaging
• House/Private
• Formulation
• Promo Group
• Brand Group
• Brand
• Item
• SKU

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Discovery 8 (Financial View)

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Discovery 8 (Financial View)

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Why move to G2?
• G2 allows for users to access via Web (no need for connection to VPN)
• Incorporates Solution Tabs for TPM

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Discovery G2 (Sales View)

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Discovery G2 (Sales View)

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Our Discovery
http://g2.afsi.com/Furmanos/forms/frmlogin.aspx

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Thank you
Q & A
Next Session: Make the Most of Your G2 Analytics:
(Friday 8AM)