Intelligence In Business 22-23 September 2011, Courtyard by Marriott Hotel, Warsaw III Conference Save 1000 PLN by registering before 5 August! Performance HOW TO MAXIMISE ROI IN NEW SALES STRATEGIES A strategic get together of CEOs, Board Members and Directors and Managers a well-proven formula: Practitioners to Practitioners Atlas, Energa, PepsiCo, Barlinek, mbank, EFL, Tchibo, Curver, Makro Cash and Carry, The Lorenz Bahlsen Snack -World, Storck How to transform customer information into successful sales Customer Intelligence and Customer Segmentation in B2B and B2C SFE Excellence & Performance a compilation of vision and Business Intelligence and CRM tools success factors in a new normality Performance Management in a sales department optimisation strategies and effective tools First time in Poland! The Business Performance Guru Mark Graham Brown Business Development Strategist and Global Expert, USA Among the Speakers: Henryk Siodmok President of the Board Atlas Grzegorz Jóźwik Board Member, Traditional Trade Director PepsiCo Jacek Adamski Deputy General Director, Director of the Economic Department PKPP Lewiatan Radosław Woźniak Vice-President Europejski Fundusz Leasingowy Krzysztof Rogaliński President of the Board Energa Obsługa i Sprzedaż Marek Janke Board Member, Director Barlinek Leszek Jurczak Manager of the Operational Division for Customer Relations Makro Cash and Carry Polska Jan Orliński Director for Traditional The Lorenz Bahlsen Snack -World Jacek Małecki Marcin Majchrzak Managing Director, Board Member Director Poland & Baltic Curver Tchibo Andrzej Olszówka Director for Traditional Storck Przemysław Soroka Process Outcomes Measurability Expert Maciej Reluga Chief Economist BZ WBK Łukasz Tarnawa Chief Economist, Director of the Office of Macroeconomic Analysis Bank Ochrony Środowiska Xawery Konarski Advocate, Partner Traple, Konarski, Podrecki Jacek Iljin Director mbank Main Sponsor: Media Patronage:
22 September, Thursday 9:30 Registration and morning coffee 10:00 Opening of the Forum Casper Haring, Managing Director, BBM 10:10 Plenary Session: Intelligence In Business Business Bulls**t 10 most popular programmes and strategies what is not worth our time and money Mark Graham Brown, Business Development Strategist and Global Expert, USA Each year, organisations waste millions of dollars on implementing programmes and strategies which prove ineffective, frustrate employees and irritate clients. It is a mystery why only some companies generate any return on these programmes. The presentation will focus on the secrets of the successful implementation of new programmes and selection of the right strategy 10:50 Turning point in the business analysis how to move an organisation to a higher level Timo Elliott, Visioner of Innovation, SAP How to use available information for the purpose of business development Innovative analytical platforms Examples of implementations and benefits for the business 11:20 A panel discussion: 2011/2012 market in Poland how is the economy doing during market fluctuations implications for the business Moderator: Jacek Adamski, Deputy General Director, Director of the Business Department, PKPP Lewiatan Panelists: Maciej Reluga, Chief Economist, BZ WBK Łukasz Tarnawa, Chief Economist, Director of the Office of Macroeconomic Analysis, Bank Ochrony Środowiska 11:50 Coffee break and split into parallel conferences New strategies impact of changes on the condition a new normality in sales 12:15 Panel discussion of CEOs and Presidents: How to compete in the new market reality? where to look for competitive advantage in 2012 conclusions from the most recent turmoil and forecasts for the future Panellists: Henryk Siodmok President of the Board, Atlas Radosław Woźniak, Vice President of Europejski Fundusz Leasingowy Customer Intelligence and Performance Management 12:50 Successful application of CRMs in sales strategies forecasting market behaviour of consumers case study Atlas Henryk Siodmok President of the Board, Atlas CRM versus sales and traditional marketing Managing the CRM process and forecasting customer behaviour CRM strategies and the value of the relation 13:25 Lunch 14:25 Collection and use of customer information collected during an interactive marketing campaign in the sales process case study EFL Radosław Woźniak, Vice President of Europejski Fundusz Leasingowy Selection of customer access channels Positioning distribution mechanics Monitoring and analysing effectiveness of a campaign 15:00 Value Based Management in the sales department how to suit values into ROI growth case study PepsiCo Grzegorz Jóźwik, Board Member, Traditional Trade Director, PepsiCo 15:35 Coffee break 15:55 A customer-centric organisation customer segmentation applied in the sales strategy case study Makro Cash and Carry Polska Leszek Jurczak Customer Relations Manager, Makro Cash and Carry Polska Right segmentation as the key to presentation of the winning offer Benefits of direct communication to the rightly determined customer segment Additional services as the added value in customer cooperation 16:30 Customer-oriented sales case study mbank Jacek Iljin Director, mbank Net trends in retail banking after crisis Customer-oriented sales strategy How does it work in practice? 17:05 End of Day 1 of the Conference
23 September, Friday 9:00 Registration and morning coffee 9:30 10:10 SFE & Commercial Excellence and support of modern systems Business Intelligence how to use BI&CRM tools to optimise sales and service team management in the service sector case study Energa Krzysztof Rogaliński, President, Energa Obsługa i Sprzedaż Specificity of the energy sector vs. market sales and customer service standards Success factors which give competitive advantage Tools enhancing sales effectiveness vs. relations in the sales dept. Evolving role of a sales representative in a new market reality how to adjust the company s structure to changes case study Barlinek Marek Janke Board Member, Director, Barlinek Market condition the scope and pace of changes The role and tasks of a sales representative Adjusting the organisational structure to organisation s needs 10:50 Coffee break 11:10 A panel discussion: A dream team: from a sales representative to a sales star how to create a High Performance Team practical aspects Panellists: Marcin Majchrzak, Director for Poland and Baltic Countries, Tchibo Andrzej Olszówka, Director for Traditional, Storck Jan Orliński, Director for Traditional, The Lorenz Bahlsen Snack-World 12:30 Lunch 13:30 14:10 14:50 Measurability of sales processes Measuring effectiveness of sales processes what and how to measure to learn from the process Przemysław Soroka, Process Outcomes Measurability Expert Result analysis vs. analysis of reasons for the results Dashboards they DO EXIST Benchmarking as an efficient tool for managing sales processes Investing how to separate return on investment from general business performance results Interactive legal session Legal use of customer information in a sales process Xawery Konarski, Advocate, Traple, Konarski, Podrecki Legal classification of Customer Intelligence CRM, ERP and BI in practice Direct sales supporting campaigns analytics and marketing Database building record acquisition, merging information from internal and external database legal requirements Q&A Free participation in the next edition of the event! Conference participants present at the session take part in the drawing. 15:00 Closing the Conference and Handing Out Certificates 11:50 Non-standard sales strategies managing product on a competitive market Strategic plans for development of new innovation- and creativity-based products used for the purpose of increasing sales case study Curver Jacek Małecki, Managing Director, Curver Creating new strategic plans of developing new products Well-proven solutions rattan line case study NPD to increase sales and create a competitive advantage About the Main Sponsor SAP As the leader on the market of business applications, SAP assists companies and institutions from all sectors and all sizes to improve managing their organisation. At an office, at a warehouse, in a store, on a PC and on portable devices SAP products help people and companies to increase their work efficiency in collaboration and achieve more effective application of business knowledge in the process of building their competitive advantage. Since the day of its founding in 1972, SAP has been continuing the tradition of innovation and growthsap solutions are used globally bymore than 170,000 clients.
INTRODUCTION The sales process in the new reality must be a synergy of customer-oriented strategies and modern technology. Only with this compilation of vision and tools, Business Intelligence takes a company to a higher operational level. It is nearly Copernican revolution to put the client (both corporate and retail) in the centre of the sales strategy. Today s prosument is expecting a broadly understood interaction tailored to his needs. A Customer-Centric Organization, Segmentation, Customer Insight are keys to successful sales. To catch up with the client, it s no longer enough to adjust the structure of the department to new needs, optimise the team and build its customer orientation. Improved measurability and reporting is required but, first of all, a vision and inspiration is necessary. During the Performance Conference astrategic Meeting of Leaders, expert sales tactics will be presented in order to pursue and improve company s strategy in spite of market changes. We are looking forward to seeing you at the Conference. Aleksandra Schoen-Żmijowa PS. Save 1000 Project Manager PLN by registering before 5 August! ONLY WITH US! Speakers: Only Practitioners Experts: Presidents, CEOs, Managing Directors, Directors and B2B and B2C Relations Managing Directors Topics: Identified and selected in an in-depth survey and tailored to your orders Unique formula of the Event: case studies Atlas, Energa, PepsiCo, Barlinek, mbank, EFL, Tchibo, Curver, Makro Cash and Carry, The Lorenz Bahlsen Snack - World, Storck, panel discussions Expert hands-on approach guaranteed as well as new interesting strategic relations PROFILE OF ATTENDEES: Company Presidents and Board Members 11% and Support Directors and Managers, 68% CRM, Business Intelligence and IT Directors 19% other positions 2% You are welcome to participate in the Conference Aleksandra Schoen-Żmijowa Project Manager tel. +48 12 350 54 00, fax: +48 12 350 54 01 aleksandra.schoen@bluebusinessmedia.com You are welcome to participate as a sponsor Edyta Olbratowska Business Director tel. +48 12 35 05 425, fax +48 12 350 54 01 edyta.olbratowska@bluebusinessmedia.com III FORUM INTELLIGENCE IN BUSINESS Intelligence & IT Performance Market Segmentation 5 PARALLEL CONEFERENCES: Marketing Performance & Customer Intelligence Financial Performance Management REGISTERING FOR ONE CONFERENCE ENTITLES TO PARTICIPATION IN ALL PARALLEL SESSIONS BBM with Sapphire Ventures and Expo XXI is part of Sapphire Group, a professional organizer of trade and consumer fairs as well as events in ConfEx formula (Conference and Exhibition) We are member of:
Blue Business Media REGISTRATION FORM 22-23 September 2011 Courtyard by Marriott Hotel III Conference YES Performance, I would like to take part in Performance Conference Date: 22-23 September 2011 Price per person: 2995 PLN + 23% VAT until 5 August 2011 3495 PLN + 23% VAT until 9 September 2011 3995 PLN + 23% VAT until 9 September 2011 YES, I would like to receive more information about Performance Conference Date: 22-23 September 2011 NO, I do not want to take part in Performance Conference but I would like to receive information about future events regarding marketing and sales. 1. Full name:... Position:... Department:... 2. Full name:... Position:... Department:... 3. Company:... Street:... Postal code:... City:... Phone:... Fax:... E-mail:... 4. Payment method: Cash transfer Credit card Please fax to +48 12 350 54 01 5. Credit card type: Visa Mastercard Eurocard Diners Club Credit Card Number:... Expiration Date:... Name as it appears on Credit Card:... Amount:... Address:... Signature:... Date:... 6. Customer data required for VAT invoice: Company name:... Head office:... Address:... NIP:... Pursuant to the Data ProtectionAct ofaugust 29, 1997 (Journal of Laws 1997, No. 133 item 833) Blue Business Media Sp. z. o.o., with its head office inwarsaw (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, aswell 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. PARTICIPATION TERMS Warsaw 1. Cost of participation in the Conference is, per 1 person: PLN 2,995 + 23% of VAT when registering by 5 August 2011 and payment of the full amount before 9 September 2011. PLN 3,495 + 23% of VAT when registering by 9 September 2011 and payment of the full amount before 16 September 2011. PLN 3,995 + 23% of VAT when registering after 9 September 2011 or payment of the full amount after 16 September 2011. 2. The price includes: presentations, conference materials, coffee breaks, lunch. 3. By faxing or e-mailing a filled out and duly signed Registration Form to Blue Business Media, the Registering Party executes a binding and effective contract between himself and Blue Business Media which is tantamount to the Registering Party s approval of any obligations arising from the contract. As a standard, a pro-forma invoice shall be issued and emailed following receipt of the registration form. 4. The person signing the Registration Form on behalf of the Registering Party represents that they are duly authorised to act for and in the name of the Registering Party, in particular to execute a contract with Blue Business Media. 5. Payment shall be made within 14 days from sending the Registration Form and before the opening of the Conference. 6. In case of registration before 9 September 2011 and a failure to pay the registration fee in full before 16 September 2011, the participation cost shall be PLN 3,995 + 23% of VAT per person. 7. The payment shall be made to the following account: Alior Bank S.A., Al. Jana Pawła II 18, Warszawa 15 2490 0005 0000 4520 7369 1425 8. The Registering Party has the right to resign from participation on conditions as specified below. The resignation shall be made in writing and posted by registered mail to the address of Blue Business Media. 9. In case of resignation by 9 September 2011, the Registering Party shall pay an administrative fee of PLN 400 + 23% of VAT. 10. In case of resignation after 9 September 2011, the Registering Party shall pay full participation costs as indicated in the contract executed before the Registering Party and Blue Business Media. 11. In case when the Registering Party fails to participate in the Conference and fails to resign from the participation in writing, the Registering Party shall pay the participation fee in full as indicated in the contract. 12. A failure to make the payment shall not be deemed resignation from the Conference. 13. A person specified as a Conference participant in the Registration Form may be substituted by a person indicated by the Registering Party. 14. Blue Business Media reserves the right to change the programme, venue of the Conference and cancel the Conference. Blue Business Media Sp. z o. o. with its head office in Poland, Warsaw (01-222) Prądzyńskiego 12/14 street, has been entered in the Register of Enterpreneures, kept by District Court for the capital city of Warsaw, XII Economic Department on National Court Register under No. KRS 0000325306, NIP 7010167656, equity capital: PLN 100 000. This material qualifies as the property of BBM Sp. z o.o. and is protected under the copyright law. It is thus forbidden to modify, copy, distribute, duplicate and transfer it to the third parties without the prior agreement of BBM Sp. z o.o. stamp & signature (W) Blue Business Media, Cracow Office, B. Joselewicza 21c st., 31-031 Cracow phone + 48 12 350 54 00, fax: +48 12 350 54 01, e-mail: info@bluebusinessmedia.com, www.bbm.pl
Among the Speakers: Mark Graham Brown a world expert and business development strategist and the author of bestsellers on a balance scorecard and measurability, the USA For 32 years, he s been actively involved in strategic consulting in the area of improving the efficiency of companies and organisations. The author of a world bestseller on Baldrige (EFQM) criteria and numerous publications dedicated to measurability and efficiency management in enterprises, including: Beyond the Balanced Scorecard Improving Business Intelligence with Analytics (2007) and Pocket Guide to Performance Management (2010). He s worked with Pfizer, Altamed, US Navy, Nestle, PepsiCo and many other. He is a special guest of many European and American conferences, running workshops on behalf of the Institute of Management Studies. Timo Elliott Visioner of Innovation, SAP As an expert with 20 years of experience in SAP BusinessObjects, Timo Elliott has worked with clients all over the world, developing information strategies. He works closely with SAP research and innovation centers to spread the Gospel of new technologies, products and trends. His blog on Business Analytics follows innovation in analytics and community media, augmented corporate reality, collaborative decision-making and analyticsl of community networks. He is a well-known speaker, who regularly speaks at international conferences. Henryk Siodmok President of the Board, Atlas 1989 1990 Operational Analyst in Pasco Company, 1991 1995 Consultant for Bain & Co. consulting company, 1996 1997 Development Director for EC and a Board Member in Tenneco Automotive Polska. 1997 2000, President of FLiD Drutem S.A., 2000 2003 President of the Board of Carman Polska Sp. z o.o., 2003 2004 Deputy President for, Finance, HR, IT, Development and Administration in US Pharmacia Sp. z o.o., 2004 2006 President of the Board of Power Media Sp. z o.o. 2006 2008, Deputy Chairman of the Supervisory Board of LOTOS Group and Deputy Chairman of the Audit Committee of the Board. Since August 2006, Member of the Board of ATLAS Sp. z o.o., since 2007, President of the Board of ATLAS Sp. z o.o. Jacek Małecki Managing Director, Board Member, Curver Europa Środkowo-Wschodnia More than 18 years of experience as a Managing Director. He started as the R&D Manager (Hortex) to become the Director (Pegromar sub. of Allied Lyons), since 1993, Managing Director (Kerry Polska). He is also very experienced in production management (Pepsico, Wedel and Binder International). For 2 years with Curver (a part of Keter Group from Israel). He is responsible for business in Poland, Hungary and neighbour countries as the Managing Director and a Board Member. He focuses on creating and developing strategies leading to achievement of competitive advantages in business development and optimising performance. Maciej Reluga Chief Economist, BZW BK For more than 10 years responsible for analysing and forecasting economic indicators and phenomena. Since mid-2002, the Chief Economist of Bank Zachodni WBK, previously with the NBP and ING. He participated in many training events on financial instruments, forecasting methods and management. In 2010, he completed the Senior Management Programme in Banking at the Swiss Finance Institute. As the head of the team of economists at the BZ WBK, he has received many awards from opinion-creating media. The winner of the Bull and Bear Statuette of Giełda Parkiet Gazette for 2010 Best Macroeconomic Analyst. Przemysław Soroka Process Outcomes Measurability Expert Expert in measurability of sales process effectiveness. For 4 years with EM&F Group, implementing financial products, including management and consolidation, commercial controlling and operational effectiveness reporting. 15 years of experience in finance and project management. Previously with Coca-Cola HBC and consulting companies: Ernst&Young and KPMG. Krzysztof Rogaliński President of the Board, Energa Obsługa i Sprzedaż, Energa Obrót A sales expert managing a team of 1,400 persons in ENERGA Group entities, which manage customer relations, sales channels and provide dedicated services to clients from each market segment of the Capital Group. Responsible for energy trading and development of product offer on the domestic and foreign markets. The former Manager in Pepsico and Statoil, Telekomunikacja Polska (Deputy Operational Director of GK TP, the former Director of Department, Region Director) and Director of International Operations with Young Digital Planet S.A. Radosław Woźniak Vice-President for and Marketing, Europejski Fundusz Leasingowy 17 years of professional experience. 1994 1997 self-proprietor in the IT and telecom sector; next with Getin Service Provider as the Vice-President of the Board. In October 2003, he joined Europejski Fundusz Leasingowy S.A. In 2004, appointed the Deputy Director and, from 2006, the Managing Director of Auto Finance Business Line and, later on, Retail Leasing Business Line. In January 2010, appointed the Deputy President of EFL S.A. responsible for and Marketing. Radosław Woźniak is the Vice President of the Board and a member of the Supervisory Board of Carefleet SA and EFL Finance S.A. Marcin Majchrzak Director Poland&Baltic, Tchibo He has started his professional career in 1994 as a sales representative in Masterfoods Polska (Mars). For 12 years, he was gaining new experiences occupying various positions in the sales department, both in traditional and modern trade. In 2006, he joined Danone/LU. As the head of sales in the traditional channel, he was responsible for Danone cookies portfolio. In late 2008, he joined Tschibo Warszawa as the Director responsible for Polish, Lithuanian, Latvian and Estonian market. Łukasz Tarnawa Chief Economist, Director of the Office of Macroeconomic Analysis, Bank Ochrony Środowiska Łukasz Tarnawa graduated from the Warsaw School of Economics, master of economics and finance from Derby University and Staffordshire University, UK. Author of publications in FX policy and foreign trade and several dozen press articles on macroeconomics. Leszek Jurczak Manager of the Operational Division for Customer Relations, Makro Cash and Carry Polska Since early 2011, he s been managing the sales forces of Makro Cash and Carry. He had worked as the head of the Key Account Department and as the head of accounts of Horeca and Makro Hall Director. He graduated from the University of Economics in Katowice and is an MBA from the University of Bristol i Ecole Nationale des Ponts et Chaucess in Paris. Before joining Makro, he was developing his career at various managerial positions in large corporations, including PepsiCo Poland, ESSO, Host Marriott, PKN ORLEN. His key areas of interest include continuous quality improvement of the sales force by providing them with motivation and development tools. Jacek Adamski Deputy General Director, Director of the Economic Department, PKPP Lewiatan He represents PKPP Lewiatan on the international arena, in particular in BUSINESSEUROPE, an European organisation of employers. He is involved in legislative processes, including: preparation of economic opinions on draft pieces of legislature, preparation of analyses and macroeconomic studies, also for the banking and finance, university sector and healthcare. He has professional experience from financial institutions including: Pioneer, Polski Dom Maklerski, LG Petrobank, Nordea Bank Polska, Nordnet and from R&D institutions. Jacek Iljin Director, mbank Since 2002, with mbank and the retail part of BRE Bank. He had the opportunity to take part in developing an Internet banking project from a small deposit bank with two current accounts: ekonto and emax on offer, to a bank servicing nearly 2.5m clients with a complete offer of innovative financial products. Jan Orliński Director for Traditional, The Lorenz Bahlsen Snack-World With the Lorenz Bahlsen Snack-World since the beginning of his career, i.e. since 1994. Since 1999, the Director responsible for Traditional Trade and, in particular, for wholesale and retail through own Van Selling. He was involved in co-developing of Van Seling Lorenz system and structures in Poland. Andrzej Olszówka Director for Traditional, Storck Since 2005 at his present position, responsible for creating and implementing the sales policy in the traditional sales channel and collaboration with trade partners. He manages a sales department of 100 people. He joined Storck Sp. z o.o. in 2000 and his first job was to set up and organise the Trade Marketing Department as the Trade Marketing Manager. Previously, from 1997 to 2000, he was the Area Manager of Goman Sp. z o.o. He had started his professional career of 17 years in 1994 in the FMCG sector as a Representative in master Foods Polska Sp. z o.o. Mec. Xawery Konarski Advocate, Partner, Traple, Konarski, Podrecki The legal expert of the Polish IT and Telecom Chamber (PIIT) and the Direct Marketing Association (SMB). Author or co-author of scientific publications in new technologies law and advertising law, including books like: Internet i prawo w praktyce [The Internet and Law Applied ], Komentarz do ustawy o świadczeniu usług drogą elektroniczną [ Comments to the Act on Provision of Electronic Services ], Ochrona danych osobowych. Aktualne problemy i nowe wyzwania [ Personal Data Protection. Current Problem Issues and New Challenges ] and Prawo reklamy i promocji [ Advertising and Promotion Law ]. A member of the Programme Council of Prawo nowych technologii [New technologies law] quarterly. As an expert, he participated in legislative works on amending the Personal Data Protection Act (2004). For years, he has been in charge of legal works for several dozen Polish and Foreign personal data administrators. Marek Janke Board Member, Director, Barlinek Since 1998, for 4 years worked in retail. He spent subsequent 3 years in an outsourcing company as the Business Development Manager, managing external sales structures in Poland on request of several concerns, mostly from the FMCG sector. Since 2004, the Director responsible for sales, marketing and sales support in Barlinek S.A. Since 2007, a Board Member. Grzegorz Jóźwik Board Member, Traditional Trade Director, PepsiCo expert. Responsible for the largest FMCG sales organisation, with more than 1,000 employees and revenue of nearly 1.5 billion. The former Field Director and a Board Member of Pepsi Co. As the head of the Organised Trade Department, awarded with the Ring of Honor, the most valuable PepsiCo awards. He had also worked in sales departments of PZ Cussons, Cadbury Schweppes and RJReynolds.