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Company Profile

www.valuelab.it

Profile

VALUE LAB is an innovative management consulting and IT solutions company specialized in Marketing, Sales and Retailing. Our goal is to help Manufacturers, Retailers and Service companies to improve their commercial performance and strengthen their competitive positioning by integrating:

• Professional services • Data • Information technology • Outsourcing

… in order to support their strategic decisions and operational management of • Markets • Clients / Consumers • Points of sales • Sales force

Founded in 1990, VALUE LAB provides its services from 2 offices in Milan and Rome. The company operates both in Italy and abroad.

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Mission

VALUE LAB’s mission is to help Companies to face their decision-making processes with a rational and objective approach which would allow them to:

Ø Improve their sales performance:

ü Increasing revenues ü Optimizing marketing and sales costs ü Minimizing risk

Ø Strengthen their competitiveness:

ü Optimizing competitive positioning ü Leveraging on the company’s resources and skills

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People

• 2 offices, in Milan and Rome

• 80+ full time Professionals

• Mixed backgroud

• Management consulting • Database marketing and direct marketing companies • Statistical and GIS software vendors • IT consulting and services

• High seniority and specialization in this business

• Many of our professionals closely interact with International Business Schools and Universities

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Relationship

• More than 20 years of business relationship

• KNOW HOW

• Universities and Business Schools • Consulting firms

• DATA

• Lists • Statistical data • Cartography

• TECHNOLOGY

• GIS and statistical software vendors • Business Intelligence and CRM System integrators • Hardware, POS and plastic card vendors

• SERVICES

• Loyalty program, Promotion, Direct Marketing companies • Advertising, Below the line agencies • Media agency

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Clients

• Fast Moving Consumer Goods (GDO) • Fast Moving Consumer Goods (Industry) • Automotive • Luxury & Fashion • Consumer Durables • Petrol • Industrial Goods • Telco & Utilities

• Travel & Leisure • Media • Finance • Restaurant • Pharma & Health Care • Marketing Services • Real Estate • Non Profit

Our Clients are:

• leaders in their sectors • loyal: a growing 70% of our turnover • multinational: over 50% of our turnover

We have a balanced presence in different sectors:

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FAST MOVING CONSUMER GOODS < CONSUMER DURABLES

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PHARMA & HEALTHCARE FASHION & LUXURY

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PETROL INDUSTRIAL GOODS TELCO & UTILITIES AUTOMOTIVE

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TRAVEL & LEISURE RESTAURANT MEDIA & PUBLISHING FINANCE

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SERVICES NON PROFIT PUBLIC LOGISTIC

Approach

Optimizing the relationship between:

Sal

es F

orce

Poin

ts o

f Sal

e

Cus

tom

ers/

Clie

nts

Company Internal Data

Dat

a Pr

oces

sing

External Data

Ana

lysi

s

Bus

ines

s D

ecis

ions

Geographical Areas

Business Information Data Base

Maps Statistical Data Lists Market

Researches

Data Mining

GIS

Models

Query & Reporting

MARKET COMPANY

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Problem solving VALUE LAB

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Problem solving VALUE LAB

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Business Issues > Market http://www.valuelab.it/argomenti/mercato

Ø Market potential estimation and competitive intelligence Ø Sales forecasting and budget

Ø Business plan / Marketing plan

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Business Issues > Clients /Customers http://www.valuelab.it/argomenti/clienti-consumatori

Ø Customer profiling and segmentation Ø CRM & communities

Ø Loyalty programs and promotions

Ø Direct marketing

Ø Leafleting and local marketing

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Business Issues > Points of Sales http://www.valuelab.it/argomenti/punti-vendita

Ø Traffic building and Location based marketing Ø Network development /rationalization

Ø New store opening

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Business Issues > Distribution Channels http://www.valuelab.it/argomenti/canale-distributivo

Ø Trade marketing policies and plans Ø Trade development /rationalization (selection of channels and points of

sales to be served)

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Business Issues > Sales Force http://www.valuelab.it/argomenti/canale-distributivo

Ø Sales force effectiveness & efficiency (visits and order collection management)

Ø Sales force network development /rationalization

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Problem solving VALUE LAB

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Offer > Consulting & Training http://www.valuelab.it/offerta/consulting

Ø Consulting - Problem solving - Methodology - Processing / Operational assistance - Technological / Technical support

Ø Training - Multi-client (about geomarketing, data mining, database marketing, sales networks) - Mono-client

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Offer > Marketing Research http://www.valuelab.it/offerta/ricerche

Ø Qualitative Research - Focus groups - In-depth interviews

Ø Quantitative Research - Telephone interviews (CATI - Computer Aided Telephone Interview) - Personal interviews (CAPI - Computer Aided Personal Interview) - Web interviews and surveys (CAWI - Computer Aided Web Interview) - Field observation - Mystery shopping / Mystery calling

Ø Industry monitoring - Per sector (Fast Moving Consumer Goods, Fashion & Luxury, Travel, Automotive,

Consumer Durables) - Per theme (Italian Style Worldwide Lab, Mass Customization, Fidelization and

Loyalty)

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Offer > Data http://www.valuelab.it/offerta/liste-dati

Ø Lists Profiled, georeferenced and privacy law-alligned lists for direct marketing about:

‒ people ‒ companies ‒ points of sales

Ø POLIS (socio-economic-demographic segmentation) Detailed to a census area, street and street number level.

Ø Micro-geographical data Detailed to a census area, street and street number level.

‒ People and companies demographics ‒ Potential and competitive intensity ‒ Catchment area of chains and points of sales ‒ Vehicles ‒ … (others)

Ø Data processing Data entry, normalization, georeferenciation, geocoding, deduplication and data enrichment.

Ø Cartography

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VALUE LAB is a certified Business Partner of:

Offer > Technology http://www.valuelab.it/offerta/information-technology

Ø Software

‒ Business Intelligence ‒ Geomarketing ‒ GIS ‒ CRM ‒ Statistical ‒ Data Quality ‒ Sales Force Automation

Ø System integration / Outsourcing

‒ Design, realisation, customization, integration, test, training, assistance and maintainance of technological solutions which enable the company to be autonomous in managing the functionalities and the use of data.

‒ Outsourced management of technological infrastructures and solutions. ‒ Outsourced management of the business process related to the technological solutions.

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VALUE LAB is a certified Business Partner of:

Offer > Services http://www.valuelab.it/offerta/attivita-operative

Ø Campaign Management Organization and execution of targeted communication campaigns:

‒ direct marketing (via phone, mobile phone, mail, e-mail, SMS, MMS) ‒ door to door and hand to hand distribution ‒ proximity marketing ‒ points of sales positioning on maps (POI)

Ø Real estate Identification and broking of commercial buildings.

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Location-Based Marketing / Promotion

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Night Time Population Day Time Population

Flow GEO TARGET

Classical below the

line

Personal navigator

leafleting Billboards

Mobile mktg

Proximity mktg

Geo Search Engine mktg

Door to door

Mailing

e-Mailing

POI on map

NON Personal Communication

Personal Communication

Petrol & Utility - integrated services & solutions

STRATEGY: Loyalty assessment SERVICES: Customer Behavioural Clustering to define focused actions

TECHNOLOGY: Loyalty Database Outsourcing INFORMATION: Business Prospect Locator on line

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Fashion / Manufacturing - integrated services & solutions STRATEGY: Local market analysis and Commercial Priority SERVICES: Sales Force Ranking & Dashboard

TECHNOLOGY: Sales Database, Sales Force routing & scheduling

INFORMATION: Targeting on line the most profitable B2B prospects

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Automotive - integrated services & solutions STRATEGY: Retail Planning & Potential market evaluation SERVICES: Profiling and Executing

INFORMATION: Automotive Cluster & Auto Prospects TECHNOLOGY: BIOL - Address matching engine on line

Telemktg SMS Mktg

Segmentation

Cluster MICRA C3 YARISHIGH 116 93 98HIGH-MEDIUM 101 101 98MEDIUM 59 101 118LOW-MEDIUM 83 110 100LOW 92 103 101VERY LOW 83 85 120

COMO

TAVERNERIO

BLEVIO

TORNO

CERNOBBIO

LIPOMO

MONTANO LUCINO

PARÈ

BRUNATE

CAVALLASCA

GIRONICO

SAN FERMO DELLA BATTAGLIA

MASLIANICO

FAGGETO LARIO

MONTORFANOVILLA GUARDIA

MOLTRASIO

DREZZO

ALBESE CON CASSANO

ALBESE CON CASSANO

ALBESE CON CASSANO

CAPIAGO INTIMIANO

A9E3

5

SS58

3

SP19

SP37

SS340

SP28

SP17

SP19DIR

SS342

VIA CARONTI

SP16

VIA VARESINA

VIA ROMA

VIA BELLINZONA

VIA

RE

GIN

A

VIA TORNO

VIA

ENR

ICO

CAR

ON

TI

VIA

CE

RN

OB

BIO

VIA SAN FERMO

VIA NINO BIXIO

VIA PIO XI

VIA COMO

VIA BRIANTEA

VIA ASIAGO

VIA BROG

EDA

VIA ZEZIO

VIA

GA

BRIE

LE D

'AN

NU

NZI

O

RACCORDO SS340-A9

VIA CONCILIAZIONE

VIA

NAP

OLE

ON

A

VIA PASQUALE PAOLI

VIA

CAR

SO

VIA I MAGGIO

STRADA STATALE BRIANTEA

VIALE VARESE

VIA BORGO VICO

VIA BURGO

VIA PER BRUNATE

VIA DANTE ALIGHIERI

VIA CASTELNUOVO

VIA GIRO

NICO

VIALE INNOCENZO XI

VIA PE

R M

ON

TOR

FANO

VIA VENTI SETTEMBRE

VIALE GIACOMO MATTEOTTI

VIA

CA

NTU

RIN

A

VIA

RE

CC

HI

VIA

MO

NTE

RO

SA

VIA DE CRISTOFORIS

VIA MO

NTORFANO

VIA OLTRECOLLE

VIA SAN FERMO SP17

A9

VIA BRIANTEA

VIA RO

MA

SS342

SS34

2

E35

VIA PIO XI

COMO

OLGIATE

Sede Principale

Filiale

Poli

Territorio

Comuni

Cluster FinanziarioBasso

Medio Basso

Medio

Medio Alto

Alto

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Retail - integrated services & solutions STRATEGY: Predicting revenue with gravity modelling SERVICES: Customer Profiling & Census Area Lifestyle

Direct Mktg Outdoor Adv

Data Mining

Orario di apertura 6-7 7-8 8-9 9-10 10-11 11-12 12-13 13-14 14-15 15-16 16-17 17-18 18-19 19-20 20-21

Lunedì - Venerdì 0 1 1 1 1 1 1 1 1 1 1 1 1 0 0(0=chiuso; 1=aperto)

Mattina PomeriggioSabato 1 1 1 1 1 1 1 1 1 1 1 1 1 1 1

Market Somministrazione Totale Aggiunta Tabacchi

minimo 22.780 77.815 100.594 70.516

media 31.657 84.942 116.599 74.311

massimo 40.533 92.070 132.603 78.107

Market Somministrazione Totale

Scontrino medio - - -

Stima ERG - - -

Stima VL

MODELLO DI STIMA DEL GIRO D'AFFARI NO-OILVernate (MI)

s.p. 33

INFORMATION: Prospects in the trade area ranked by drive-time TECHNOLOGY: Geo-Intelligence Retail Desktop & Web

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Finance - integrated services & solutions STRATEGY: Network Strategy and Site evaluation SERVICES: Reduce churn rate through Lifetime Analys

INFORMATION: Lifestyle Cluster & List of Movers TECHNOLOGY: Best-matching to ensure Data Integrity

Address & Person Validation, Address Verification, Data Cleaning, Data Enrichment, Geocoding

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Public Sector - integrated services & solutions

STRATEGY: Defining Micromarketing Actions SERVICES: Poll analysis using time series

TECHNOLOGY: Geo-Election Software INFORMATION: Profiled Electoral Rolls

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Piazza Diaz, 2 – 20123 Milano Tel. +39.02.77.88.931 Fax +39.02.76.31.33.84

Salita S. Nicola da Tolentino, 1/B– 00187 Roma Tel. +39.06.91.80.20.01

www.valuelab.it valuelab@valuelab.it