Private Label Forum Programm 2014 eng

VIII FORUM OF MANUFACTURERS AND RETAILERS March 26, 2014, Moscow, Crocus Expo

10.00 – 11.00 Registration of participants, welcome coffee

11.00 – 12.30

RETAILERS’ CLUB

VIEW OF RETAIL CHAINS: PRIVATE LABELS IN THE FOOD MARKET, HOUSEHOLD CHEMISTRY, COSMETICS, HOUSEHOLD PRODUCTS, AND OTHER CATEGORIES Russian retailers, like their foreign counterparts, increase the share of Private Labels on the store shelves. The retail chains confirm it themselves. Yet, presently the share of Private Labels in the Russian chains is only 4%. There is a huge potential of growth… and lack of understanding of profits and strategies of work in this prospective market by many manufacturers. In the Retailers’ Club chains’ representatives tell about their nearest plans on widening the assortment, introduction of the new categories of goods, search for the new manufacturers for those who want to get maximum of practical information concerning successful production of Private Labels.

Key subjects:      

Private Labels’ role in retail chains and manufacturers’ activities; foundations of Private Label policy of chains over the world and in Russia Change of assortment towards Private Labels in department store chains and specialized chains, by categories: products, household chemistry, cosmetics, household products, hygiene, paper products Increase of Private Labels’ share in medium price segment; opportunities and risks for manufacturers Where are the main sources of Private Labels’ growth: in federal or regional chains, discounters, supermarkets or hypermarkets?

Categories of goods where Private Label manufacturers are needed and where they are not Chains’ requirements to manufacturers of Private Labels. When do the chains choose regional manufacturers and when - federal?

Moderator:

EVGENY KORENKOV, Managing partner and leading expert, Retail Expert consulting company; CEO, TECH-LONG RUSSIA; managing partner, Din Lun Company; ex-Head of Moscow branch of “KALINA” Concern

Expected speakers: GARRET JOHNSTON,

SVETLANA DANILKINA, Director of Private Label development, SPAR Russia B.V.

LARISA BANNIKOVA,

World level expert, worked in Russia as a strategic consultant of Director General of X5 Retail Group, Lev Khasis; Director of Strategic Marketing, MTS

RETAIL CHAINS’ REPRESENTATIVES

Head of Private Label department, Maria-Ra

JULIA SOBAKINA, Director of Private Pharmacy Chain

Organizer:

Label

department,

Rigla

Tel/Fax: +7 (495) 730 7906, +7 (812) 327 4918 Email: imperia@imperiaforum.ru www.stm-forum.ru

General Partner:

SPECIAL REPORT

12.30 – 13.30

Private Label’s Lifecycle: STEP BY STEP Speaker:

MARCO REPEZZA, Principal partner, Trade Marketing Studio (Bologne, Italy)

The key subjects:  Growth of consumers’ demand for Private Labels in Europe and forming of favorable image of retail chains’ Private Labels  Private Label case: organization of balanced assortment by the example of the UK Tesco finest  Private Label case in premium segment: Esselunga Top – Italy  Private Label case: a model of selection of Private Label by a consumer by the example of Lidl Deluxe – Germany 13.30 – 14.30 Lunch

Organizer:

Tel/Fax: +7 (495) 730 7906, +7 (812) 327 4918 Email: imperia@imperiaforum.ru www.stm-forum.ru

General Partner:

MANUFACTURERS’ CLUB

14.30 – 16.00

NEED-TO-KNOW FACTS ABOUT PRIVATE LABELS PRODUCTION IN FOOD AND NON-FOOD SEGMENTS

We often hear that production of Private Labels is a method of loading of production plant, reducing of costs, or a loophole to penetrate into a chain – anything but not the instrument that brings profit. Is it really so? Is it possible to make profit by Private Label? What problems can be solved using the Private Label? What are the specific hidden rocks that threaten Private Label manufacturers?

Moderator:

FYODOR YANYSHEV, Director General, Yanyshev

The key subjects:        

Criteria for Private Label launching. Interaction with the Customer on different stages of Private Label project.

Optimum strategy of Private Label subdivisions. Functions and scope of reliability of a Private Label manager Examples of successful Private Label projects. Specific points of cost reduction in production of Private Labels How to calculate prime cost precisely, reckon economic effect and get real strategic advantages of Private Label production How do chains pay under Private Label projects? What can be said about postponed and overdue payments?

How can a manufacturer provide for stability of supplies to a large retail chain?

Supplier’s risks: termination of project ahead of time, rising the prime cost with fixed price; contributions that may become non-returnable Requirements to package of Private Label in NON-FOOD segment. How does the package contribute to effectiveness of Private Label project?

Expected speakers: SERGEY RYBAKOV, Practicing expert in the sphere of Private Label management, ex-Head of Private Label department, GC “Victoria” (GC “Dixy”)

VALENTINA MOZGOVAYA, Sales and Marketing Director, Pharmaceutical Company “Zeldis Pharma”

NATALYA AFONINA, MIRAN (plastic package manufacturer)

PRIVATE LABEL MANUFACTURERS

Organizer:

Tel/Fax: +7 (495) 730 7906, +7 (812) 327 4918 Email: imperia@imperiaforum.ru www.stm-forum.ru

General Partner:

16.00 – 16.30 Coffee-break

MASTER-CLASS:

16.30 – 17.30

PRACTICEC OF SUCCESSFUL NEGOTIATIONS WITH RETAIL CHAIN’S PRIVATE LABEL DEPARTMENT Express course of negotiations with purchasers of retail chains which allow Private Label manufacturers to understand what they shall emphasize during the negotiations, what they shall offer, and what shall not, and what to do for the avoidance of price being the central point of negotiations. The practicum allows developing the skills of effective negotiations on the basis of the experts’ own live experience.

Moderator:

PYOTR OFITSEROV, Director General, Real Work Management consulting company, Member of Expert Board affiliated with Federal Antimonopoly Service of RF for the development of competition in the sphere of retail, the author of bestsellers “Supplier – Retail chains”, “SUPPLIER. Organization of effective work with store chains. Russian practice”, etc.

The program includes: Understanding of the chains’ needs:  Description of the purchase business process in a chain, the core differences from other sale places  Supplier Evaluation Criteria, their development and calculation  Purchasers’ main targets at the negotiations of Private Labels  Tasks of Private Label manager and criteria for his/her efficiency  What are the retail chains guided by in their choice of suppliers? What are their priorities?  Methods of negotiations with retail chains  How to Handle price objections and other factors  Real objections and myths, deception of a supplier Manipulations in negotiations: how to apply them and how to oppose  Price negotiations  Price negotiations specifics  Purchaser’s methods of work with price  Gold collection of supplier’s methods of price negotiations practices

Organizer:

Tel/Fax: +7 (495) 730 7906, +7 (812) 327 4918 Email: imperia@imperiaforum.ru www.stm-forum.ru

General Partner: