& private labels 2012 - blue business media · • private labels as the source of growth in...
TRANSCRIPT
Media Patronage:Partners:
20122012& Private LabelsKey meeting of people that developthe purchasing policy in commercial chainsKey meeting of people that developthe purchasing policy in commercial chains
Daniel Grabka
Robert Krzak
Łukasz Olszewski
Purchasing DepartmentDirector
Management Board Member,Commercial Director
Operations Division Director
Tomasz CiepłowskiC&C Sales Director
Netto Polska
Tradis
BOMI
Tradis
Urszula MrózPurchasing Director,Management Board Member
Vice-President of the ManagementBoard, Sales Director
David Gray
CE Marketing Manager
Retail Analyst
EKO Holding
Agros Nova
CHEP
Planet Retail
Marta Górska
Wojciech Polan
Michał Dworak
Elżbieta Mucha
Private Labels Manager
Sales Operational Director
Commercial Director
Karolina WiercickaAnalyst
Van Pur
Inco-Veritas
Polish Group ofSupermarkets
Nielsen
Sylwia Piskulska
Robert Lara
Private Labels DepartamentManager
Attorney of the Management Boardfor Purchases, Private Label SalesDirector
Marcin CiecierskiGeneral Manager
INTERMARCHE
FHU Excellence
Kilargo
Among The Speakers:
Blue
Business
Media
18-19 October 2011Courtyard by Marriott, Warszawa3rd Forum3rd Forum
18 October, Tuesday• Purchaser in shortage of time = shorter period
of preparation of tenders for suppliers. Is it goodand for whom?
• Gambling and games of chance inpurchaser/KAM co-operation – it’s rather aboutfailure than success in negotiations
13:00 Lunch
13:50 Speed networking session: meetings of commercialchain representatives with Forum participants andexchange of business cards
15:10
Organization of the point of sale – how to makeoptimal use of space in the storeA short merchandising course – who isresponsible for on shelf product positioningEfficiency supply chain and its impact to theresults of salesDiscount sales – how to reduce costs
16:10 Coffee break
16:35
• Strengths and weaknesses of in & out promotion• Supplier: duties and benefits• How to effectively organise an in & out promotion• Review of case projects
17:15 End of Day 1 of the Forum
On shelf/Off Shelf – how to increase sales in-store
How an in & out promotion concept works in Nettochain
•
•
•
•
PROMOTIONS AT THE POINTS OF SALE
Marta Górska, CE Marketing Manager, CHEP Polska
Daniel Grabka, Purchasing Department Director,Netto Polska
14:30 Discussion panel
15:35
• What are the international trends anddevelopment possibilities in the private labelssegment?
• Which experiences should we make use of and isit worth pursuing only copy-cat actions?
• What does product innovation of Polish privatelabels consist of?
• Development prospects of a private label inINTERMARCHE chain?
Brand products and private labels: peacefulco-existence, or a life-and-death struggle
In search of new directions for development…
Artur Węgłowski, Sales Director, Vice-President ofthe Management Board, Agros NovaMichał Dworak, Sales Operational Director,Inco-VeritasWojciech Polan, Private Labels Manager, Van Pur
Sylwia Piskulska, Private Labels DepartmentManager, INTERMARCHE
9:30 Registration and morning coffee
9:55
10:00
• Trends in the development of private labelproducts
• Future of the premium and niche private labelproducts
• Tesco case study
11:20 Coffee break
11:40 Discussion panel
12:20
• When are raisins harvested and when tonegotiate a contract?
• Who benefits from the annual price guarantee?
Welcome address and opening of Day 1 of theForum
Latest trends in retail and FMCG sector in Europe
Solutions enticing customers to visit shops morefrequently – role of retailers and FMCGmanufacturers
Schedule and negotiations – how to build anoptimal tender schedule
Robert Szewczyk, Editor-in-Chief of Detal Dzisiaj;Member of the Trade Committee’s Presidium,Polish Chamber of Commerce (KIG)
David Gray, Retail Analyst, Planet Retail
Urszula Mróz, Purchasing Director, ManagementBoard Member, EKO Holding
Artur Węgłowski, Sales Director, Vice-President ofthe Management Board, Agros Nova
Robert Lara, Attorney of the Management Board forPurchases, Private Label Sales Director, Kilargo
TRENDS AND PROSPECTS
MANUFACTURER-COMMERCIALCHAIN CO- ATION
10:40
• Nature of the beer market in Europe
• Development of the private labels category
• Private labels as the source of growth in exportsand business development
Private labels market and internationalisation ofbusiness operations. A case review based on theexperience of Van Pur brewery
Wojciech Polan, Private Labels Manager, Van Pur
OPER
Simultaneous translation both in English and Polish will be provided
19 October, Wednesday
11:20
• Manufacturer as the initiator and supplier ofmarket expertise (consumer, market,benchmark)
• Seasonal products
• New category – new legal conditions, newtechnologies. How to assess the supplier’sabilities and flexibility
12:00
• Partnership relations with manufacturers asa method of being successful
• Effects of co-operation and its impact oncategory development
12:40 Lunch
13:40
• Private labels - a driver behind thedevelopment of FMCG products
• Key channels and categories of own products inretail chains
• Private label as perceived by Polish and foreignconsumers
• What’s next with the private label?– opportunities and barriers for thedevelopment of Private Labels products inPoland
14:20 Closing of the Forum and handing out ofcertificates
Role of the manufacturer in introducing a newcategory of products
Understanding the supplier to maximise profitsand category development
From toilet paper to stuffed olives – what’s nextwith a private label
Michał Dworak, Sales Operational Director, Inco-Veritas
Marcin Ciecierski, General Manager,FHU Excellence
Karolina Wiercicka, Analyst, Nielsen
BRANDING OF THE PRIVATE LABEL
8:30 Registration and morning coffee
8:55
10:20 Coffee break
Welcome address and opening of Day 2 of the Forum
Urszula Chojnacka, Editorial Secretary, Detal Dzisiaj
SYNERGY: BRAND – PRIVATE LABEL
PRIVATE LABEL IN THE STRATEGYOF A MANUFACTURER AND COMMERCIAL CHAIN
9:00
• Improving the quality and packaging of theproducts of the first price range
• Future development of premium and super premium
• SKU rationalization process
9:40 Discussion panel
10:40
• Mechanism and way of communicating offersfocused on C&C and service channel
• Solutions worth pursuing, what is to be avoided
• Modification of promotion in relation to theproduct characteristics, promotion recipient,and its term
The future and development directions of privatelabels
Product promotions: which of them are effective forthe conversion into loyal customers, differences inindividual sales channels
Review of promotional offers focused on traditionalchannel shops
Robert Krzak, Board Member, Commercial Director,Tradis
Elżbieta Mucha, Commercial Director, Polish Group ofSupermarkets
Łukasz Olszewski, Operations Division Director, BOMI
Robert Krzak, Commercial Director, Management BoardMember, Tradis
Tomasz Ciepłowski, C&C Sales Director, Tradis
The year-end is traditionally a period when commercialchains and FMCG suppliers sit down together around anegotiating table to discuss the terms of further co-operation. To achieve success that will allow both parties todevelop their businesses, negotiators must be highlycompetent and committed.
Like every year the Retail Purchasing Directors &Private Labels 2012 Forum gives you the
and, thus,. At the same time, it is
a meeting that facilitates the establishment of relationsowing to which many companies, who participated in theprevious conferences, may today boast about
.
A clearly defined goal that representatives of retail chainsand FMCG manufactures at the forum follow, namely theestablishment of specific relations and the achievement ofmaximum business benefits, which in combination with theinteractive concept of the conference make it the
.
What has the greatest impact onnegotiating success is knowledge. Knowledge about theexpectations of the partner sitting at the other end of thetable.
unique opportunityto get to know those expectations to betterprepare for forthcoming negotiations
contracts thatwere signed with retailers who were present at the forum
ideal placeto start new projects that are advantageous for both sides
INTRODUCTION
PARTICIPANTS OF THE PREVIOUS EDITION– GENERAL PROFILE
Sales, Commercial Directors 30%
CEOs, Managing Directors 17%
Purchasing and Private LabelDirectors 17%
Key Account Managers 18%
Category Managers,Trade Marketing Managers 12%
Others 6%
You are welcome to participate as a sponsor
Tomasz Piela – Business Development Managertel. +48 12 35 05 446, fax. + 48 12 35 05 401
Blue Business Media, Cracow Office, ul. B. Joselewicza 21 c, 31-031 Cracow,tel: +48 12 350 54 00, fax: +48 12 350 54 01, e-mail: [email protected], www.bbm.pl
• Only among speakers who are responsible for thedevelopment of a purchase policy in commercial chains
• keynote addresses reviewing the efficiency of co-operation on a commercial chain and FMCG supplier line
• panel discussions about the most important challengesthat retail trade sectors and FMCG are faced with
• “speed networking” session: interactive meetings of theconference participants
• The only such meeting this year!
11
14
3
1
FORUM IN NUMBERS
I consider participation in the discussion panel during
Retail Purchasing Directors & Private Labels to be one
of the most inspiring events in business. An opportunity
to exchange views during both official discussions
and in private talks is really not to be overestimated.
The exchange of experiences and observations among
professional specialists is the essence of that meeting.
I’d also like to draw attention to the organisational aspect
that in my assessment significantly contributes to create
a constructive and amicable atmosphere.
Bolesław Nowosad
Operations Director,
PoznaLec
OPINIONS ABOUT THE PREVIOUS EDITION
Łukasz Hińcz
Project Manager
Łukasz Hińcz – Project Managertel. +48 12 350 54 20, fax. + 48 12 35 05 401
You are welcome to participate in the Forum
The RPD & PL Forum is the largest meeting on the Polish market of purchasing directors from commercial chains andmanufacturers of private labels! No other conference gives such enormous business opportunities relating to chain–manufacturer co-operation. A unique speed networking session on the Polish market provides for the opportunity ofreaching actual decision-makers and establishing relations with them!
BBM is a conference organiser for the retail industry in Poland, Russia, and Romania, including the most representativemeeting of the Polish retail sector called Poland & CEE Retail Summit, the recent edition of which gathered together over400 participants, and also the Retailer of the Year, a prestigious award for the best commercial chain chosen by theVendors.
Robert Lara, Attorney of the Management Board for Purchases,Private Label Sales Director, Kilargo
Robert Krzak, Commercial Director, Management Board Member,TRADIS
ż
Łukasz Olszewski, Operations Division Director, BOMI
David Gray – Grocery Analyst, Planet Retail
Urszula Mróz, Purchasing Director, Management Board Member, EKOHolding
Sylwia Piskulska, Private Labels Department Manager,INTERMARCHE
Karolina Wiercicka, Analyst in the Retail Chains Co-operationDepartment, Nielsen
El bieta Mucha, Commercial Director, Polish Group of Supermarkets
Urszula Chojnacka, EditorialSecretary, DetalDzisiaj
Mr Lara has been in the purchase and sales business for over 15 years,working in medium-sized and large organisations. For the last 5 years hehas been involved in strategic purchase advisory services (theoptimisation of purchase effectiveness, internal communicationimprovement, development of effectiveness in relations with customers,etc.) and training organised for merchants and sellers. He has worked forcompanies like Leader Price, Emperia Holding. Since 2006 Mr Lara hasbeen with Kilargo.
Mr Krzak has over 20 years' experience in commercial and manufacturingcompanies in Poland and abroad. He started his career in trade with JuliusMEINL AG in Vienna, Austria, where he was a merchant for 5 years in theCentral Purchasing Department. In 1996-2001 he was a CommercialDirector and Management Board Member of MAKRO Cash&Carry PolskaS.A. In 2003 – 2004, as a Senior Purchasing Director Europe , he wasresponsible for the European Purchase budget at Electrolux Home ProductEurope in Brussels, Belgium. He was a Member of the Global PurchasingCouncil Electrolux AB. As from 2005 as an Independent Advisor andInterim Manager he has been involved in several projects for EnterpriseInvestors, ArcelorMittal Luxembourg and an advisor in projects carried outby Roland Berger Strategy Consultants.
Mr Olszewski has been involved in modern trade for 15 years. He has spentmost of his professional career working for Rewe, and miniMAL and Billasupermarket chains. In the years 2007-2009 he was the Sales Director forBilla. He has held his current position since 2010.
David has spent four years analysing trends in the UK retail sector and hismain area of expertise includes grocery retailing in the UK. He alsospecialises in Tesco’s global operations. David is a regular contributor toprint media and he produces reports, presentations and articles thatdeliver insight on the UK grocery sector along with Tesco’s globalbusiness. Prior to joining Planet Retail, he held a position at marketresearch firm TNS.
Ms Mróz has been working with EKO Holding since 2009. In 2010 she wasappointed to the position of the Management Board Member responsiblefor the purchase area. Prior to that she worked for companies like TescoPolska, HIT, and Polski Handel Spożywczy.
Ms Piskulska has been working with the INTERMARCHE retail chain for 10years. For 6 years she has been the department manager responsible forthe development of private labels. She has been involved in creating andsupervising the marketing strategy for 45 brands and 1,600 products. Hermajor achievements include an effective promotional policy that hasallowed an increase in the share of private labels sale.
Ms Wiercicka has been with Nielsen for over a year. She works with privatelabels and the channel of discount shops. She is responsible for relationswith Polish and foreign chains of supermarkets, including Intermarche,Polomarket, and Piotr i Paweł.
Since more than 12 years she works within FMCG industry in such areasas purchasing and sales. She has worked for companies such as: Pamex(distributor of Procter & Gamble), Lider Market (a chain of supermarkets)Gourmet Foods (Dilmah). She is working within Polish Supermarket Groupsince 2003. She works on current position since 2010.
She is a journalist by the profession. The author of press releases from therange of retail, finance and banking. Previously, she worked in Puls ofBusiness
Michał Dworak, Sales Operational Director, Inco-Veritas
Daniel Grabka, Purchase Department Director, Netto Polska
Artur Węgłowski, Sales Director, Vice-President of the ManagementBoard Agros Nova
Tomasz Ciepłowski, C&C Sales Director, Tradis
Wojciech Polan, Private Labels Manager, Van Pur
Robert Szewczyk, Editor-in-Chief of Detal Dzisiaj; Member of theTrade Committee’s Presidium, Polish Chamber of Commerce (KIG)
Marcin Ciecierski, General Manager, FHU Excellence
Marta Górska, CE Marketing Manager ,CHEP Poland
Mr Dworak has been involved in management operations in productioncompanies for 20 years. For 15 years he was the Marketing and SalesDirector in PPWK and Inco-Veritas co-operating with commercial chains.Since the beginning of his career he has been involved in building relationswith customers, product customisation (among others for IDEA, ERAGSM, UKIE, CPN, PZU, Makro Cash & Carry, Tesco, Biedronka, and Orlen).He has been personally involved in consumer research, teh creation of newproducts and the implementation of projects aimed at optimisingproduction capacities.
Mr Grabka has 11years' professional experience, including 9 years inpurchases. He has been working with Netto chain since the beginning ofhis career. In 2004, he started working as a merchant. Since 2006, he hasworked as a Product Manager in Netto Sweden, and as from 2009 he hasbeen responsible for the purchase policy in Netto Polska.
During his 14-year professional career, Mr Węgłowski has worked at alllevels in sales structures – beginning with a Sales Representative in thetobacco company Wytwórnia Wyrobów Tytoniowych SA, and next inReemtsma Polska, through to the Country Sales Director at Raisio PolskaFoods. Currently, he is the Sales Director at Agros Nova, where he isresponsible for a commercial policy, the achievement of sale goals,margins, and market shares of Agros Nova and co-operation withcommercial partners. He manages the company’s several-hundred-person-strong sales team.
Mr Ciepłowski has been working with Grupa Handlowa Emperia since2000. He was Head of Marketing and an Operations Director at Eldorado.Currently, at the headquarters of Tradis, he is responsible for thedevelopment of C&C sales. He specialises in the trade marketing solutionsused in active distribution and C&C rooms. In Tradis he has worked on thedevelopment of discount systems and on the project and implementationthe eProfit loyalty scheme.
Mr Polan is a sales manager who has very extensive experience in thedevelopment of private label projects and exports strategies for Polishbusinesses. He has a doctor’s degree from the Cracow University ofEconomics. He is an economist, political scientist and a specialist ininternational relations. He has authored papers on international trade andeconomic diplomacy. He graduated from the Faculty of Economics andInternational Relations at the Academy of Economics in Cracow and theInstitute of Political Studies and International Relations at JagiellonianUniversity.
Mr Szewczyk has experience as a Marketing Director in a commercialchain and as an organiser of training in merchandising and customerservice. He has authored press articles on retail trade and marketing. Hehas translated a best-selling book by Paco Underhill.
Mr Ciecierski has been with the company since 1999, working as asalesmen participating in building the current market position. Thecompany is a leader in manufacturing private labels in the category of fruitand pharmaceutical syrups. It co-operates with chains in Poland andabroad.
Graduate from Marketing and management studies of the University ofWarsaw. She is working in CHEP since 2008 and is responsible fordevelopment of pallet hire services on nationwide and in central Europeregion. She is working in packaging industry since 2005.
SPEAKERS:
18-19 October 2011Courtyard by Marriott
Żwirki i Wigur 1, Warsaw
Participation terms
REGISTRATION FORM
Retail Purchasing Directors
& Private Labels 2012
Blue
Business
Media
3rd Forum
�
�
YES
NO
, I want to participat in the .
Date: 18-19 October 2011
Price:
Price:
Price:
, I will not take part in the Forum, but notify me about planned events addressed to the FMCG
and retail sector.
Retail Purchasing Directors & Private Labels 2012
PLN 2,995 + 23% VAT by 9 September 2011
PLN 3,495 + 23% VAT by 23 September 2011
PLN 3,995 + 23% VAT after 23 September 2011
Please fax to +48 12 350 54 01
1. Conference participation fee per person is:- if registration is made
and the
- if registration is madeand the
if registration is made, or the
2. The price covers: lectures, conference materials, coffeebreaks, and lunch.
3. After its faxing or e-mailing to Blue Business Media the filled-inregistration form shall become a legally binding agreementbetween the Participant and Blue Business Media and shall betantamount to the Participant’s acceptance of any obligationsarising out of the agreement. A pro forma invoice shall beissued and sent by electronic mail following reception of theregistration form.
4. A person signing the registration form on behalf of theParticipant confirms to have been duly authorised to act forand on behalf of the Participant, in particular to conclude anagreement with Blue Business Media.
5. We should kindly request payment be made within 14 daysfrom sending the registration form and before thecommencement date of the Forum.
6.
7. Payments shall be made to the following account:
8. The Participant shall have the right to resign from participationin the conference under the terms and conditions indicatedbelow. Resignation shall be made in writing and sent byregistered mail to the address of Blue Business Media.
9. In the case of resignation submitted before 23 September2011, the Participant shall be required to pay a handling fee ofPLN 400 + 23% VAT.
10. In the case of resignation submitted after 23 September 2011,the Participant shall be required to pay the full participationcosts in the amount that is indicated in the agreementconcluded between the Participant and Blue Business Media.
11. In the event of failure to participate in the Forum and submit awritten resignation from participation in the Forum, theParticipant shall be required to pay the full participation costsin the amount that is indicated in the agreement.
12. Failure to make payment shall not be tantamount toresignation from participation in the Forum.
13. A person indicated by the Participant may participate in theForum instead the person that has been registered toparticipate.
14. Blue Business Media reserves itself the right to change theprogramme, the venue of the Forum, and to cancel the Forum.
PLN 2,995 PLN + 23% VAT before 9September 2011 full fee is paid by 23 September2011PLN 3,495 + 23% VAT before 23September 2011 full fee is paid by 7 October 2011PLN 3,995 + 23% VAT after 23September 2011 full fee is paid after 7 October 2011
In the event that the Participant registers before 23September 2011, and fails to make payment of the fullparticipation fee by 7 October 2011, the cost ofparticipation of one person in the Forum shall amount toPLN 3,995 + 23% VAT.
Alior Bank S.A., Al. Jana Pawła II 18, Warszawa15 2490 0005 0000 4520 7369 1425
1. Full name:
2. Full name:
3. Company:
5. Credit card type:
6. Purchaser’s data – necessary for VAT Invoice issuance:
.............................................................................................................................................................
Position: ... . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Department: .................................................................................................................... .........................................
.............................................................................................................................................................
Position: ... . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Department: .................................................................................................................... .........................................
.............................................................................................................................................................
Street: ........................................................................................................................................................................
Postal code: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . City: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Phone: .................................................................... Fax: ..........................................................................................
E-mail : . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Visa Mastercard Eurocard Diners Club
Company name: ........................................................................................................................................................
Head office: ................................................................................................................................................................
Address: ....................................................................................................................................................................
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
4. Payment method:
�
� � � �
Cash transfer � Credit card
Credit Card Number: ............................................................................................ Expiration Date: ............................................................
Name as it appears on Credit Card: ...............................................................................................................................................................
Amount: ..................................................
Signature: ............................................................................................ Date: .......................................................................................................
Pursuant to the Data Protection Act of August 29, 1997 (Journal of Laws 1997, No. 133 item 833) Blue Business Media Sp. z. o.o., with its head office in Warsaw (hereinafter
referred to as BBM), hereby states that is the administrator of personal data. We hereby give consent for our personal data to be processed for the purposes of promotion
and marketing activities carried out by Blue Business Media, its services and products offered on the market, as well as for the purposes of promoting Blue Business Media
customers offers. Furthermore, we agree to receive, by e-mail, offers and commercial information relating to Informedia and its customers. Persons giving consent for their
personal data to be processed shall be entitled to control the processing of data relating to them, and to correct it.
At the same time, we hereby state that we have got acquainted with participation conditions, and we bind and oblige ourselves to pay in full for the amounts
resulting from this agreement.
Blue Business Media, Cracow Office, ul. B. Joselewicza 21c, 31-031 Cracowtel: +48 12 350 54 00, fax: +48 12 350 54 01e-mail: [email protected], www. combluebusinessmedia.
Blue Business Media Sp. z o. o. with its head office in Poland, Warsaw (00-517)
Marszałkowska 80 street, has been entered in the Register of Enterpreneures,
kept by District Court for the capital city ofWarsaw, XII Economic Department on
National Court Register under No. KRS 0000325306, NIP 7010167656, equity
capital: PLN 100 000.