SALES PERFORMANCE Advanced Strategies and Tactics of Sales Leaders! Moscow, 9-10 October 2014 Radisson Blu Belorusskaya

Transcription

1 3-rd Conference SALES PERFORMANCE Advanced Strategies and Tactics of Sales Leaders! Moscow, 9-10 October 2014 Radisson Blu Belorusskaya ORGANISER:

2 3-rd Conference SALES PERFORMANCE Oksana Matiyash Project Manager This is the third time when Sales Directors get together to discuss actual strategies and learn about new tools for planning and analysis of more effective sales department management. Such knowledge will help every company to win the competition by achieving high results, create a productive team and maintain its position in front of many competitors. Participants Feedback:...I liked both the Forum s organization and the lectures which presented a good mix of global and local approaches, so it was clear what works and what doesn t. And the participants were very interesting, not only those on stage, but also the ones in the audience. I was able to socialize and exchange opinions with colleagues from different industries oksana.matiyash@bluebusinessmedia.com Andrey Oberemok, Head of Strategic Analysis and Customer Relations Management, CITIBANK What? How? Why? Annual strategic meeting of leading companies Russian market sales leaders generating at least RUB 100 million revenue a year. practical cases innovative technologies dynamic networking and new ideas to increase sales To develop practical strategies and tactics for building an effective multichannel sales system and motivating the Sales Force team Everything was well thought-out up to the last detail. I d like to mention that the range of participating companies was diverse, but of high quality, and the speakers were of advanced level. Galina Danilevich, LOEWE Marketing Manager, LVMH P&C RUSSIA Agenda: Practical cases on effective sales increase in traditional as well as in modern channels Strategies of customer acquisition and retention in multichannel environment Examples of sales department optimization and productivity increase Alternative sales strategies on the modern market Optimization of sales channels The opportunity for informal communication was competently organized. The format of lectures is perfectly matched to cover the topic from different points of view. I wish you continuous success and no less interesting projects. Oleg Klyanchin, Head of the Partnership Program Development, MEGAFON People and technologies in sales

3 AGENDA: DAY 1 9 October, Thursday AGENDA: DAY 2 10 October, Friday 9:30 and morning coffee 10:00 Opening of the Forum and networking 9:30 and morning coffee PLENARY SESSION: III INTELLIGENCE IN BUSINESS RUSSIA 10:15 Managing effectively customer intelligence as a key to boost sales Costin Mandrea, Route to Market Director, COCA-COLA HELLENIC RUSSIA The art of gathering the right information: valid sources to use, techniques to distinguish good information from noise Use the collected intelligence to build value adding plans. Sell them to customers in order to get them engaged Learning as you go: monitor the implementation, fine tune and go for more! 10:45 Interactive discussion with the speaker 10:55 WAITING FOR THE CONFIRMATION OF THE FORUM S PARTNER 11:25 Coffee break and start of parallel conferences: III Customer Intelligence and EFFECTIVE SALES: STRATEGY AND TACTICS 11:45 Direct sales channel: Strategic alliances in business Elena Starkova, General Manager, AVON RUSSIA Building one s own channels of sales as a part of own product advancement strategy How recommendations concerning a communication channel influence the other sales channel Use of combined customer data as sales increase element 12:15 Interactive discussion with the speaker 12:25 Alternative sales strategies at the modern market Vladimir Miroshnikov, Business Development Director at ROLF Retail, Director at ROLF CITY How the application of state and private marketing tools can influence sales Displacement of profit centre from sales to service Optimization of processes and increase in the efficiency of services as a reliable source of profit 12:55 Interactive discussion with the speaker 13:05 Lunch SUCCESSFUL RETAIL SALES TODAY 14:05 Development of own retail network as a method for market seizure Denis Kosachenko, Commercial Director, YVES ROCHER EAST 14:35 Interactive discussion with the speaker 14:45 How and which retail sales system to build given that the competition is growing, but the number of customers stays the same Victoria Tayts, Retail Sales Director, ABSOLUT BANK Sales system as an essential part of a business model How to sell: channels vs. products How to define the structure of sales channels depending on the business model 15:15 Interactive discussion with the speaker 15:25 Coffee break ALTERNATIVE SALES CHANNELS ON THE MODERN MARKET 15:45 Moving to the self-service channel: threat for business or new possibilities of sales increase Mikhail Vorobyev, Deputy Commercial General Director, ER-TELECOM HOLDING 16:15 Effective sales increase through coupon sites Alexander Kamynin, Commercial Director, KUPIKUPON Four years of a successfully working sales model or what does a coupon market (Daily market) in Russia look like How to increase or keep sales during down time using a coupon model: e.g. in a restaurant and a countryside hotel Specifics of commercial department development at a coupon site, given the example of kupikupon.ru 16:55 Interactive discussion with the speaker 17:10 Evening reception An excellent opportunity to share experience with experts in unofficial environment 18:30 End of Day 1 of the Forum PLENARY SESSION: III INTELLIGENCE IN BUSINESS RUSSIA 10:00 Shopper Centricity as a Key to Increased Sales in a Multi-Channel World Simon Small, Global Marketing Manager, NESTLE Putting the shopper at the heart of your channel strategy to win more sales One size does not fit all channels: portfolio and category activation needs to be tailored Shopper-focused activation and collaboration to ensure sustainable channel and customer growth 10:30 Interactive discussion with the speaker 10:40 WAITING FOR THE CONFIRMATION OF THE FORUM S PARTNER 11:10 Coffee break and start of parallel conferences: III Customer Intelligence and MODERN SALES IN A MULTICHANNEL ENVIRONMENT 11:30 Modern sales in a multichannel environment: possibilities or challenges for business Alexey Danishyn, Head of Corporate Sales and Certificates, OZON.RU Where and how to sell to modern customer How to find a happy middle between traditional and modern sales channels Omnichannel era how to use it in the most effective way to increase sales 12:00 Interactive discussion with the speaker 12:10 Traditional vs. modern sales channels choice criteria and action strategy Varvara Syrotyuk, Key Regional Commercial Director, DANONE RUSSIA Present alignment of forces, medium-term prospects for change of retail landscape To be a preferred supplier for all formats possibility or myth? Managing a P&L company in the conditions of modern format growth 12:40 Interactive discussion with the speaker 12:50 Lunch OPTIMIZATION OF SALES CHANNELS 13:50 How to provide optimal sales channels correlation at the saturated market: outsourcing or own resources Lyubov Klenova, Head of the Telemarketing and Cross-Sales Division, MGTS What is more effective: outsourcing or own resources Internal competition between the sales channels good or bad Brand with long-term history is it a plus or a minus for the sales of modern hi-tech services 14:20 Interactive discussion with the speaker PEOPLE AND TECHNOLOGIES IN SALES 14:30 How Sales Performance technologies can increase sales Sergey Seferov, Head of the Sales Management System Development Division, HOME CREDIT & FINANCE BANK Synergy of the modern IT technologies in business application Use of FMCG and Pharma sales technologies in the bank industry Architecture of modern Sales Performance system 15:00 Interactive discussion with the speaker 15:10 Technology - staff - buyers: how to increase sales through the optimization of the work of retail company Aleksey Kozodaev, Director of Operational Efficiency, CENTROBUV How the change of the behaviour and expectations of the buyer affect retail company Key elements of the staff work organization in accordance with changes in behavior and expectations of the clients How technology can improve service and reduce the cost of staff 15:40 Interactive discussion with the speaker 16:00 Closing of the Forum and awarding certificates Complete agenda: /programme

4 Speakers: JOIN US TODAY! Register for the III Customer Intelligence Conference online via the following website: Costin Mandrea Key Speaker Route to Market Director COCA-COLA HELLENIC RUSSIA Simon Small Key Speaker Global Marketing Manager NESTLE Please read the participation terms and conditions and take advantage of early registration on the most favourable terms. Early registration is available until 29 August Conference Cost for a Single Participant: by 29 August 2014: VAT - for 3 and more participants Sergey Seferov Head of the Sales Management System Development Division HOME CREDIT&FINANCE BANK Elena Starkova General Manager AVON RUSSIA Mikhail Vorobyev Deputy Commercial General Director ER-TELECOM HOLDING Aleksey Kozodaev Director of Operational Efficiency CENTROBUV VAT - for 2 participants VAT - for 1 participant from 29 August to 19 September: VAT - for 1 participant Lyubov Klenova Head of the Telemarketing and Cross-Sales Division MGTS Alexander Kamynin Commercial Director KUPIKUPON Victoria Tayts Retail Sales Director ABSOLUT BANK Alexey Danishyn Head of Corporate Sales and Certificates OZON.RU after 19 September: VAT - for 1 participant For information on: Vladimir Miroshnikov Business Development Director at ROLF Retail, Director at ROLF CITY ROLF CITY Denis Kosachenko Commercial Director YVES ROCHER EAST Varvara Syrotyuk Key Regional Commercial Director DANONE RUSSIA Forum registration details Partner packages details please, contact us! anna.gapys@bluebusinessmedia.com Anna Gapys Marketing and PR Manager More about the speakers: /speakers

5 III FORUM INTELLIGENCE IN BUSINESS RUSSIA two parallel Conferences: III CUSTOMER INTELLIGENCE The Intelligence in Business Russia Forum is a two-day strategic meeting of top managers responsible for customer analytics, CRM, sales, and IT for companies creating the Russia s 2,000 Largest Companies List. It is them who dictate market strategy in business sectors such as finance, telecommunications, insurance, online retail, logistics, power industry, and FMCG. The event aims to: answer the question: in what way and how effectively customer data can be used to provide the highest profit for the company discuss new IT-solutions and tools to increase the efficiency of the two key company departments - analytics and sales assist in pursuit of new business partners and establishment of business relations Media Partners ПРАКТИКА CRM рассказываем, как заработать больше Official TV Partner Organiser