WHO%20WE%20ARE

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WHO WE ARE
knowledge, dissemination embodyment
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Concept Marketing Vanzari
Mission Help its clients grow profitably and
achieve their business objectives, through
valuable expertise and applicable knowledge.
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Concept Marketing Vanzari

• We implement very specific measures for all our
  activities
• We have a well trained young team
• We offer value for money expertise
• We are a principle - based company

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Concept Marketing Vanzari

• We specialized in 3 main fields
• Marketing consultancy assistance in brand
  management, especially new brands development
  introduction.
• Sales and distribution consultancy (mostly
  distribution development and support systems for
  distribution).
• Organization capacity development training and
  human resources projects.

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Some of Our Clients

• Rex 2000
• Prefabricate Vest
• Erbasu CC
• Ro Group
• Topbirotica
• Valrom
• Vipa International
• SIRV Titu
• Fildas

• Beiersdorf Romania
• Dufa Romania
• Elite Romania
• Eurocafe Romania
• Fildas
• Sarels Int.
• Falcon Electronics
• Aba Distribution

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Who are we ?

• Laurentiu Curca
• 7 years experience in the sales and trade
  marketing department in Procter Gamble in
  Balkans and headquarters (London), responsible
  for Oral Care businesses in East West Europe.
• 3 years experience as business consultant.
• Sales manager for PG Romania and Yugoslavia.
• Key results
• Distribution network and van fleet set up for
  Interbrands / PG Romania.
• Key accounts team in Bucharest for PG
• Listing of new products in Metro, Schlecker,
  Rewe.
• Sales team set up in Yugoslavia after war for
  PG.
• Sales teams sales organizing Dufa Romania,
  Eurocafe Romania, Topbirotica, Erbasu Calze
  Collant
• Product launches Blend-a-med in Germany , AZ in
  Italy, Fixodent dentures in Eastern Europe,
  Maggi seasoning in Romania, Delis range of
  snacks, Verblock white bricks
• Repositioning of Roberta stockings, Superweiss
  Dufa paints, Muntenia edible oil

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Who are we ?

• Cezar Dumitru
• 8 years experience in marketing in Procter
  Gamble Balkans.
• Brands Ariel, Tide, Bonux, Dash, Lenor, Ace, Mr.
  Proper,
• Fairy, Pringles.
• Countries Romania, Bulgaria, Serbia, Bosnia,
  Macedonia, Moldova, Albania.
• Key results
• Ariel market leader in Romania, Bosnia.
• Bonux market leader in Serbia, Bulgaria.
• Lenor market leader in Romania, Bulgaria,
  Serbia, Bosnia.
• Ace market leader in Romania, Bulgaria.
• Fairy market leader in Serbia, 2 in Romania at
  6 months from launch.

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Who are we ?

• Lavinia Samoila
• 3 years experience in the marketing department of
  Procter Gamble Balkans.
• Brands WashGo, Clairol Herbal Essences.
• Countries Romania, Bulgaria, Serbia, Bosnia,
  Macedonia, Moldova, Albania.
• Key results Wash Go market leader in Bulgaria,
  Macedonia.

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Who are we ?

• Dragan Horatiu
• 8 years experience in marketing with Pir Impex
  (Ulker distributor), Excelent, Astese,
  Comunicatii Nationale Mobile, Romanel.
• Brands Ulker biscuits, Laura, Excelenta, Kandia,
  Ambasador chocolates, Angeli champaigne, LG
  electronics, Comunicatii Nationale Mobile
  (paging).
• Key results
• Comunicatii Nationale Mobile leader on the
  paging market.
• Angeli market leader for champagne.
• Excelent (Laura, Excelenta, Kandia, Ambasador) -
  2 on the market.

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Who are we ?

• Oana Rengle
• 5 years experience in qualitative and
  quantitative research with Mercury Research.
• Member of Qualitative Research Consultant
  Association.
• Run quantitative qualitative research on FMCG
  (food, alcohoolic and non-alcohoolic beverages,
  cigarettes, household cleaning products, laundry
  cleaning, beauty care, oral care, baby care,
  personal hygiene), RetailDistribution,
  Automotive, Banking, Family planning, Social
  research, Lifestyle, IT and Telecommunications,
  Media, Pharmaceuticals, Clothing.

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Who are we ?

• Bogdan Alexandrescu
• 5 years experience in advertising as creative /
  art director with Active Vision, Creative
  Advertising, Welldone Advertising, Global Media.
• Key clients LOreal, Organics, Citroen, Agip,
  Toshiba, Excelent, Romanian Post, Bucharest
  Airport, Romanian Railroads (CFR), Romanian
  Tourism Authority, Dracula Park, Prima TV,
  Hollywood Multiplex, Astra Insurance, SNTR
  (Snagov cigarettes).

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Who are we ?

• Calin Pop
• 11 years of experience in sales and marketing
  with Procter Gamble, Nestle, Alfasoft (Rank
  Xerox distributor), Vincon.
• Countries Romania, Bulgaria, Serbia, Bosnia,
  Macedonia, Albania, Moldova.
• Brands launched Friskies.
• Key experiences
• Unit manager for Procter Gamble in
  Transilvania.
• Distributor Operation Balkans Markets for PG
  (developed distributor operations in 7 Balkan
  countries).
• Country Manager Friskies Romania.
• Sales Manager Nestle Romania.

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Who are we ?

• Radu Arim
• 13 years experience in sales with Procter
  Gamble, Nestle, Unilever and Atom Plus.
• Countries Romania, Bulgaria.
• Key results
• Sales team / distributor set up for Procter
  Gamble in Bulgaria after the economic crisis.
• Sales records in East Romania area.

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Who are we ?

• Daniel Mitru
• 10 years of experience in sales for Romwest Euro,
  United Biscuits Romania, AD Holding (CPN
  Division), Erbasu Calze Collant.
• 2 years experience as business consultant.
• Worked on distributing brands from Wrigley,
  Master Foods, Henkel, Gallina Blanca, Chupa
  Chups, Shell, Smithkline Beecham, Danone, Durex,
  Energiser, 3M, United Biscuits, Erbasu Calze
  Collant.

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Who are we ?

• Dan Ciobanu
• 8 years experience in sales with Coca Cola,
  Edelweiss, Real Invest, Eurocafe, Interbrands
  Pharma, Reckitt Benckiser, Valrom Industries.
• Key results
• Strong business built 125 for Coca Cola in 4
  months, 275 for Eurocafe in 6 months.
• Sales network establishment for Edelweiss, Real
  Invest, Eurocafe.

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Who are we ?

• Nicolae Popa
• 8 years experience in logistics and plant
  management for Procter Gamble, Michelin and
  Salient Romania (PC producer).
• Key projects
• Organise PG plant exports to 7 countries in
  Eastern Europe and Central Asia.
• Create the Romanian Distribution Center for PG
  in Timisoara.
• Qualify local contract manufacturing for PG in
  Romania, Bulgaria, Bosnia.
• Logistics coordination for PG distributors in 7
  Balkan countries.
• Logistics and IT systems design and
  implementation for Michelin.
• Lead plant investment for Michelin Romania.
• Logistics coordination for Michelins import,
  export and distribution operations.

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Who are we ?

• Cristian Popescu
• 8 years experience in Human Resources with
• Procter Gamble.
• Key responsibilities
• Distributor Operations Human Resources Specialist
  for Balkans HR consultant for PG distributors
  in the Balkans.
• Organisation Excellence, Recruiting, Training
  Development Manager Balkans organisation
  design, recruitment and development for PG
  Balkans.
• Corporate Recruiting Training, Sales and
  Marketing HR for Central Eastern Europe, Middle
  East Africa recruiting training for the
  division.
• Employee Services Manager Balkans
  implementation of outsourcing of Employee Servies
  to IBM and HP, employment systems in 5 Balkan
  countries and expatriate services.
• HR Manager PG Bulgaria Serbia-Montenegro.

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Who are we ?

• Gabi Copil
• 8 years in Information Technology, mostly in the
  IT department of Interbrands Marketing
  Distribution.
• Key results
• implementation of new replenishment system.
• logistical capability tracking system.
• data exchange system with customers.

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Various projects weve worked for

• In our group are professionals who worked
  successful projects in the following categories
  in several Central and Eastern European
  countries
•           detergents
•           softeners, bleach, household cleaners,
  dishwashing
•           snacks, chewing gum, biscuits
•           shampoos, beauty care, dentifrice
•           seasoning
•           feminine hygiene, baby care
•           alcohoolic and non-alcohoolic drinks
•           edible oil, dairy, chocolate, coffee,
  cigarettes
•           stockings, clothing
• pet food
•           sanitary installations, paints
•           pharmaceuticals
• retail distribution
• automotive, motor oil, tyres
• banking, insurance
• IT and telecommunication
• transportation, tourism
• electronics

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Various projects weve worked for

• Our experts led the launch / repositioning of
  several brands
• Detergents Ariel, Tide, Bonux (Balkan markets),
  Dash (Albania)
• Bleach Ace (Romania, Bulgaria, Serbia)
• Dish Washing Liquid Fairy (Romania, Serbia,
  Bosnia, Moldova)
• Household cleaner Mr. Proper (Romania, Bulgaria,
  Serbia, Bosnia)
• Softener Lenor (Balkan markets)
• Snacks Pringles (Romania), Delis (Romania)
• Shampoos WashGo, Herbal Essences (Balkan
  markets)
• Dentifrice Blend-a-Med (Europe)
• Seasoning Maggi (Romania)
• Edible Oil Ulei Muntenia (Romania)
• Prefabricates Prefabricate Vest Verblock
  (Romania)
• Stockings Erbasu Calze Collant (Romania)
• Paints Superweiss, Danke (Romania)
• Pet food Friskies (Romania)

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Marketing Consultancy
knowledge, dissemination embodyment
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Marketing Projects Types

• Segmentation, target and positioning
• Concept developing / validation
• Marketing mix analysis and elaboration
• Marketing recommendations (objectives,
  strategies, financial analysis, action plans,
  budgeting, P/L)
• Definition and implementation of consumer
  communication
• Trade programs design and promotions
• TV Copy, artwork, outer case, POSM development
• New brands / category launches from A to Z !

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Sales Distribution Consultancy
knowledge, dissemination embodyment
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Sales Projects

• Buyer and client research
• Distribution set up
• Distribution models
• IT Support systems for distribution (including
  data bases, financial administration programs,
  palms, hand helds)
• Evaluation and restructuring of logistic
  infrastructure, with all the afferent flows
• Client and distribution channels marketing
• Cost analysis / profit for sales department and
  distribution network
• Selling concepts
• Sales techniques and sales management instruction
  and training
• Sales teams formation, recruitment, evaluation,
  direction, control tools

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Training
knowledge, dissemination embodyment
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• Professional training
• Basic sales techniques (The Well Trained
  Salesman)
• Closing sequences in sales
• Trade Marketing (Clients Management /
  Distribution Channels)
• Key Accounts Management (internationals chains)
• Brand Management I
• Supervisor training
• Recruiting and interviewing
• Personal development
• Time management
• Positive thinking mental influence
• Presentation skills
• Negotiation skills
• Memo and e-mail writing
• Organization building training
• Team effectiveness
• Communication skills

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HOW WE WORKexample
knowledge, dissemination embodyment
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Our Typical ClientI got a problem

• Its got a productive business, acting in
  profitable segment
• Wants to increase his business
• Has been already misled, usually with an
  advertising firm, jumping from product production
  to media, or
• Faces organization structuring or logistics
  difficulties because of fast increase
• Understands sales, marketing, but he doesnt uses
  the positioning, conceptualizing, strategies
  creation, implementation of standards
• I want to enter the market I dont know how

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Symptoms for Distribution Pains

• I dont know how to find good distributors
• I dont know how to motivate them
• I dont know how and how much to pay them in
  order to retain them
• I dont know how to set their objectives

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Symptoms for Organization- Logistic Pains

• I dont know how to plan my activities
• I dont know which are the principles to help me
  in taking decisions
• I dont know how to set my processes and how to
  measure my performance
• I want a bigger sale, but I dont know how
• I have to many people, who are doing nothing

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Symptoms for Marketing Pains

• I did the advertising, but the sale didnt rise
• I am often mixed up with the competition
• The qualities of my product are not known
• I have to decrease the price in order to sell
  more
• If I dont make promotion, I cant sell

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Hello! I am your family doctor!

1. Which are your symptoms?
2. Analysis (together)
3. Diagnosis (together)
4. Treatment prescription (expert)
5. Following the treatment (client)

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Analysis

• You need to have distinct brands
• You have to re-think the communication
• You have to create and implement some new working
  systems
• You have to increase / decrease the number of
  distributors
• You have to train your people

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Analysis

• You have to evaluate business performances
• You have to implement some policies
• You have to improve internal communication and
  informational flow
• You have to rebuild the organization structures
  and realloting responsibilities
• You have to delegate responsibilities

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The Diagnosis

• You (the client) need
• A brand
• A new positioning
• A set of procedures
• A new working system
• to help you
• Increase the sale
• Increase the profit
• Increase the productivity / the organization
  efficiency

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Increasing the sale HOW?

• Increasing distribution (product)
• Increasing clients number
• Better presence in the sale place
• Flexible and adapted pricing
• More focus through an initiative calendar
• Standard sales sequences through training

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Increasing the profits HOW?

• Positioning
• Cost model
• Product concepts
• Better communications
• Marketing plans through coherent strategies
• Data organization through planning and reporting
• Logistic reorganization

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Increasing the productivity HOW?

• Recruitment, evaluation and selection systems
• Communication between departments
• Adequate compensation
• Goals and objectives
• Working processes
• Politics and procedures / Measurements for
  productivity factors
• Contracts

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What CONCEPTS mean (theory)
knowledge, dissemination embodyment
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Concepts Types

• Selling concept
• Marketing concept

Factory Existing
Promoting Profit
products sale
by sales
Market Consumer Marketing
Profit needs
from consumer
satisfaction
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The business machine
Promotions (organized, planned, focus)
Product (good product, value for the
consumer, new products)
Correct Price (adjusted to the market,
minimal production prices)
Distribution (System, Organized)
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