vol. XVII no. 2

				Page 2 CARPE DIEM Lenny himself didn't envision a career as a CEO, much less as CEO of America's number one confectionery producer. Instead, he started out by doing what he liked, which was brand management. He attributes his success to being "in the right place at the right time." Some 30 years ago, that place was Georgia State. As an undergraduate in marketing, he learned early lessons that emphasized the importance of inclusion, personal discipline and responsibility, he says. Small group settings he encountered in coursework gave him his first chances to lead and be led. Along the journey, he's demonstrated a willingness to embrace risks and to move out of his comfort zone to gain experience and seize opportunities. In 1991, for example, he went out on a limb to accept a job leading the Kraft sales force. His experience up until that time primarily had been in brand management and marketing, but the new responsibilities gave him a tremendous chance to learn how to manage a heterogeneous group with both diverse backgrounds and different motivations. It also more closely aligned him with what customers wanted. Lenny offers the same advice to recent Robinson College graduates Ð to be open-minded about career aspirations and to seize opportunities. "My experience at Georgia State gave me the confidence and motivation to pursue my career," Lenny says. "The curriculum, the professors and fellow students all played critical roles in where I've arrived today." Where he's arrived is at the head of an American icon. He has captured the respect of Wall Street with an adherence to cutting costs, building brands and delivering superior shareholder value. In 2003, for example, share price increased 13 percent, marking the third consecutive year of double-digit gains in earnings per share and a significant improvement over the prior period. And he's kept the loyalty of consumers with key brands while at the same time introducing innovations such as Jolly Rancher Rocks and caramel-filled Kisses. In 2003, Hershey was among Forbes' list of the best big companies, and in the quarter ending April 2004, revenues were up 6.3 percent to more than $1.01 billion. The next challenge on the horizon for Lenny is continuing the momentum. If anyone can, the candy man can. Previous Page | Top

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