3-rd conference sales performance · victoria tayts, retail sales director, absolut bank • sales...

3-rd Conference

SALES PERFORMANCE

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

ORGAN I S E R :

″ 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.”

+48 12 350 54 80 [email protected]

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

www.bi-russia.com/sp

3-rd Conference

SALES PERFORMANCE

[email protected] +48 12 350 54 52

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

People and technologies in sales

www.bi-russia.com/spIII Sales Performance

Participants’ Feedback:

Oksana MatiyashProject Manager

Contact us:

„…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

„…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

„...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.” Andrey Oberemok, Head of Strategic Analysis and Customer Relations Management, CITIBANK

AGENDA: DAY 1 – 9 October, Thursday


9:30 Registration and morning coffee

10:00 Opening of the Forum and networking

PLENARY SESSION: III INTELLIGENCE IN BUSINESS RUSSIA10:15 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 III Sales Performance

AGENDA: DAY 2 – 10 October, Friday

9:30 Registration and morning coffee

PLENARY SESSION: III INTELLIGENCE IN BUSINESS RUSSIA10:00 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


10:40 WAITING FOR THE CONFIRMATION OF THE FORUM’S PARTNER

11:10 Coffee break and start of parallel conferences: III Customer Intelligence and III Sales Performance

Complete agenda: www.bi-russia.com/sp/programme

III Sales Performance www.bi-russia.com/sp

III SALES PERFORMANCE

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


12:25 Alternative sales strategies at the modern marketVladimir 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


13:05 Lunch

SUCCESSFUL RETAIL SALES TODAY14:05 Development of own retail network as a method for market seizure

Denis Kosachenko, Commercial Director, YVES ROCHER EAST


14:45 How and which retail sales system to build given that the competition is growing, but the number of customers stays the sameVictoria 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


15:25 Coffee break

ALTERNATIVE SALES CHANNELS ON THE MODERN MARKET15:45 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 sitesAlexander 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


17:10 Evening reception An excellent opportunity to share experience with experts in unofficial environment

18:30 End of Day 1 of the Forum


MODERN SALES IN A MULTICHANNEL ENVIRONMENT11:30 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


12:10 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


12:50 Lunch

OPTIMIZATION OF SALES CHANNELS13:50 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


PEOPLE AND TECHNOLOGIES IN SALES14:30 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


15:10 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


16:00 Closing of the Forum and awarding certificates

[email protected] +48 12 350 54 52 Contact us:

III Sales Performance

Speakers:

Sergey Seferov Head of the Sales Management

System Development DivisionHOME CREDIT&FINANCE BANK

Elena StarkovaGeneral Manager

AVON RUSSIA

Denis KosachenkoCommercial Director

YVES ROCHER EAST

Alexander KamyninCommercial Director

KUPIKUPON

Lyubov KlenovaHead of the Telemarketing

and Cross-Sales DivisionMGTS

Victoria TaytsRetail Sales Director

ABSOLUT BANK

Vladimir MiroshnikovBusiness Development Director at ROLF Retail, Director at ROLF CITY

ROLF CITY

Mikhail VorobyevDeputy Commercial General

Director ER-TELECOM HOLDING

Varvara SyrotyukKey Regional Commercial

DirectorDANONE RUSSIA


Costin MandreaKey Speaker

Route to Market Director COCA-COLA HELLENIC RUSSIA

Simon Small Key Speaker

Global Marketing ManagerNESTLE

[email protected] +48 12 350 54 52

III Sales Performance

+48 12 350 54 52 [email protected]

www.bi-russia.com/spIII Sales Performance

More about the speakers: www.bi-russia.com/sp/speakers

Registration by 29 August 2014:

Registration from 29 August to 19 September:

Registration after 19 September:

JOIN US TODAY!

Register for the III Customer Intelligence Conference online via the following website:

www.bi-russia.com/register

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 2014.

• Forum registration details • Partner’ packages details

please, contact us!Anna Gapys

Marketing and PR Manager

For information on:

Conference Cost for a Single Participant:

Contact us:

Alexey DanishynHead of Corporate Sales

and Certificates OZON.RU

Aleksey KozodaevDirector of Operational

Efficiency CENTROBUV

795 € + VAT - for 3 and more participants

895 € + VAT - for 2 participants

995 € + VAT - for 1 participant



ПРАКТИКА CRM рассказываем, как заработать больше

III FORUM

INTELLIGENCE IN BUSINESS RUSSIA

– two parallel Conferences:

III CUSTOMER INTELLIGENCE


Media Partners

Official TV Partner Organiser

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

3-rd conference sales performance · victoria tayts, retail sales director, absolut bank • sales...

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