Transcript Document

© 2012 WWW.GD-GROUP.COM.UA
Welcome to
Grand Distribution Managament Company
Greetings from the General Director A.A. Misyurenko
Grand Distribution Management Company today is a large national holding dominating the FMCG
distribution market in Ukraine.
Our structure incorporates independent distribution entities in the vast territory of Ukraine. All
entities included in the structure of Grand Distribution are the distribution industry leaders in their regions.
Grand Distribution Management Company is distinguished by dynamism and technological efficiency.
New process solutions are the core of Grand Distribution’s strategy. This enables the Company to achieve
the highest quality of services rendered in the Ukrainian FMCG distribution market.
The Holding deals with well-known brands – the world’s leaders in the FMCG market. Our customers
recognize Grand Distribution as a reliable and stable partner which provides suppliers and customers with
high-quality and sustainable services associated with sales and promotion of fast-moving consumer goods.
Employees are the key to our Company’s success. We employ 2000 enthusiastic professionals who
share the Company’s objectives and values, are capable of coping with complex situations, willing to take
the most ambitious challenge and make a genuine breakthrough in the business.
We are proud of our Company, and we are convinced that our competence, integrity and welladjusted work mechanisms enable us to offer you the best distribution solutions in the FMCG market.
We are looking forward to fruitful, long-term and mutually advantageous cooperation!
© 2012 WWW.GD-GROUP.COM.UA
STRATEGIC IDEA
Our mission:
striving at the highest quality of our services we
improve the quality of your life.
Vision:
In 2014, to reach the profit required by the owner
through increased goods turnover and profitability of
the existing contracts and by takeover of our
competitors (their contracts) with the focus on the
existing territory in FMCG distribution.
Values:
Transparent relations – we built long-term and
mutually beneficial relations with our partners based on
mutual respect and confidence.
High quality – we guarantee the quality of our
products and ensure the quality of our services through
constant improvement of our employees efficiency and
processes development.
Our team – responsible attitude to work is one of
the biggest values of our team of like-minded people
© 2012 WWW.GD-GROUP.COM.UA
THE STRATEGY SUCCESS IS BASED ON
THE TEAM INVOLVEMENT!
Geography
o Dnipropetrovsk, Zaporozhye, Krivoy Rog, Kirovograd, Melitopol,
Dniprodzerzhynsk, Pavlograd, Nikopol;
o Kharkov, Sumy, Shostka;
o Lugansk, Donetsk, Mariupol, Kramatorsk;
o Kiev, Vinnitsa, Chernigov;
o Odessa, Nikolaev, Kherson, Balta, Izmail;
o Sevastopol, Simferopol, Feodosiya, Yevpatoriya, Kerch, Yalta,
Krasnogvardeyskoye, Djankoy;
© 2012 WWW.GD-GROUP.COM.UA
BRAND PORTFOLIO
FOOD
NON FOOD
© 2012 WWW.GD-GROUP.COM.UA
Goods Turnover Dynamics in 2000-2012
2,000,000,000
1,800,000,000
1,600,000,000
1,400,000,000
1,200,000,000
1,000,000,000
800,000,000
600,000,000
400,000,000
200,000,000
0
2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012
© 2012 WWW.GD-GROUP.COM.UA
BUSINESS CONCEPT
Key customers
Key product
oMajor suppliers with a sales
oSale
team managed jointly with the
oLogistics
distributor (integrated sales
department)
Key competences
o Sales management
Logistics management
o Finance management
o Advanced infrastructure
o Ability to synergize businesses
Key values
oOpen relations with partners
oConfidential relations in the
team
© 2012 WWW.GD-GROUP.COM.UA
ANSOFF MATRIX
Markets
Existing
New
Product
Existing
New
Deeper
penetration
into the
market
(market
capture)
Market
development
Product
development
Diversification
PULL-PUSH BUSINESS MODEL
Market/Product
Pull with
integrated
sales
department
Logistics
Pull with
sales
department
Push with
the
distributor's
sales
department
2
Sales
Sales
Integration&Logistics
1
3
POSITIONING MAP
Pull
SavServise
WE
GO
HERE
Kviten’
GD
Sales
Integration&Logistics
Bereghnoy
Logistik’s
Push
COMPETITIVE ADVANTAGES
o Clear planning and reporting process
o Formalized business processes
o Work with well-known prominent brands
o 65% coverage of Ukrainian active customer base (FMCG)
o Technological innovations in logistics and accounting
o Strong team of managers
o 15 years’ experience in the Ukrainian FMCG market
o Ability to synergize businesses
© 2012 WWW.GD-GROUP.COM.UA
RESOURCES
Territory
14 regions in Ukraine
Staff
2070 employees
220 vehicles
Transport
100 vehicles
Warehouse area
43,200 sq. m
Office area
3,000 sq. m
Retail outlet coverage
47,363 retail outlets
© 2012 WWW.GD-GROUP.COM.UA
ORGANIZATIONAL STRUCTURE OF MANAGEMENT
General Director of Grand Distribution
Management Company
Business unit 1
Sales
Department
Logistics
Department
Finance
Department
IT Department
Staff
Management
Service
Business unit 2
Business unit 3
Business unit...
Business unit n
© 2012 WWW.GD-GROUP.COM.UA
Legal
Department
Internal Audit
Unit
KEY INDICATORS FOR CONTROL FUNCTIONS
• ROS, ROA, ROI, etc.
Finance
Logistics
Sales
•
•
•
•
Inventory turnover
Receivable turnover
Payables turnover
Profit
•Gross Revenue
•Cost
•Marginal Revenue
•EBITDA
•Work Capital
• Utilization efficiency:
• Warehouses (pallets/m2, UAH/m2)
• Shipment vehicles (GPS trip km, time on
route, loading factor, shipment cost UAHG/km)
• Warehouse human resources efficiency
(lines/ton per man)
• Inventory turnover and availability by ABC categories
• Customer service quality (%): Fill Rate, In Time,
Invoice corrected
•
•
•
•
Sales plan implementation (plan/actual)
Margin plan implementation (plan/actual)
Active Customer Base
Sales representatives efficiency:
• Visits efficiency (order plan/actual)
• GPS control, time on route and keeping
to the route. plan/actual
© 2012 WWW.GD-GROUP.COM.UA
KEY INDICATORS FOR CONTROL FUNCTIONS
IT
• Information safety
• Business processes optimization and
automation projects management
• Servicing of Central Corporative Analytical
System
HR
• Personnel incentive system on all the levels
• Personnel selection, adaptation, training
organization
• Assessment of personnel qualification on all
the levels
• Organization climate investigation
Lawyer
Legal support of business companies
© 2012 WWW.GD-GROUP.COM.UA
CUSTOMER SERVICE PROCESS FLOW DIAGRAM
Submission of
requests to
the OS,
posting of
expenditure
invoices
Processing
received orders,
creation and
optimization of
traffic routes
Receipt of
documents at
the
warehouse,
order picking
Uploading
data in the
accounting
system
Uploading
data in the OS
Loading the
delivery
vehicle
Product delivery
to the customer
© 2012 WWW.GD-GROUP.COM.UA
AUTOMATION AND CONTROL OF SALES
REPRESENTATIVES’ ACTIVITIES
Office
List of retail
outlets
Outlets
Smartphone:
•Visits to retail outlets
according to a scheduled
route
•Taking customer
Route
requests on-line
•GPS
Scheduled routes
Outlet priority in
the route
ANTOR Logistic Master:
•Planning routes based on specific criteria with
maximum efficiency
•Optimum route for maximum work time efficiency
© 2012 WWW.GD-GROUP.COM.UA
AUTOMATION OF LOGISTIC PROCESSES
Scheduled routes and trips
Warehouse
Outlets
List of requests
with parameters
Scheduled trips
Order priority in the
trip
© 2012 WWW.GD-GROUP.COM.UA
WAREHOUSE LOGISTICS
FIVE-TIER GOODS STORAGE SYSTEM
© 2012 WWW.GD-GROUP.COM.UA
Official web-site
GRAND DISTRIBUTION
http://gd-group.com.ua/
Grand Distribution Kharkov
© 2012 WWW.GD-GROUP.COM.UA
GRAND DISTRIBUTION KHARKOV
• Grand Distribution Kharkov is a member of the large
national holding – Grand Distribution being one of
the leaders in FMCG distribution market of Ukraine.
• We deal with the famous brands that are the leaders
of the global FMCG market in the following areas:
food products, household chemicals, personal care
products, cosmetics and homeware.
•
•
•
•
The distribution company was founded in April 2002
From 2002 to 2004 – OLVIA BETA’s distributor;
From 2004 to 2008 – Procter &Gamble’s distributor;
From 2008 – distributor of ТМ HENKEL;
SCHWARZKOPF; SCHWARZKOPF professional Bella;
GlaxoSmithKline; Salamander; Twist&Mosqitall;
Hayat; KONTI.
Goods Turnover Dynamics in 2000-2012
of Grand Distribution Kharkov
250 000 000
200 000 000
150 000 000
100 000 000
50 000 000
0
2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012
© 2012 WWW.GD-GROUP.COM.UA
Geography coverage
of Grand Distribution Kharkov
o Kharkov, Sumy, Shostka;
© 2012 WWW.GD-GROUP.COM.UA
BRAND PORTFOLIO
of Grand Distribution Kharkov
NON FOOD
FOOD
© 2012 WWW.GD-GROUP.COM.UA
Share distribution by brands
of Grand Distribution Kharkov
Bella
6%
UMA
5%
Конти
30%
GSK
7%
HENKEL
29%
U
SCHWARZKO
PF
23%
Bella
GSK
HENKEL
SCHWARZKOPF
Конти
© 2012 WWW.GD-GROUP.COM.UA
UMA
Share distribution by trade channels
Modern trade
Henkel
49,74%
Тraditional
trade Henkel
50,26%
© 2012 WWW.GD-GROUP.COM.UA
HENKEL’s sales dynamics in 2008-2012
70 000 000
60 000 000
50 000 000
40 000 000
30 000 000
20 000 000
10 000 000
2008
2009
Структура
2010
Харьков
© 2012 WWW.GD-GROUP.COM.UA
2011
Сумы
2012
(прогноз)
HENKEL’s active customers in the territory
of Kharkov-Sumy in 2008-2012
1600
1400
1200
1000
800
600
400
200
0
2008
2009
2010
Структура
Харьков
2011
Сумы
© 2012 WWW.GD-GROUP.COM.UA
2012 (прогноз)
HENKEL penetration in 2008-2012
2000
1800
1600
1400
1200
1000
800
600
400
200
0
2008
2009
Структура
2010
Харьков
2011
Сумы
© 2012 WWW.GD-GROUP.COM.UA
2012 (прогноз)
SALES MANAGEMENT
• SW information support: data provided
by the corporate analytical system for
active customer base of Kharkov and
Sumy regions.
• Administrative support: sales agents’
visit schedules represented in 1-С,
supervision over visiting the retail
outlets via GPS.
• Incentive program for sales agents.
• Negotiations with the key customers.
EFFICIENCY OF SALE REPRESENTATIVES
Branch
Brand
ANTOR
visits
plan
Effective
requests
(total in
1C, pcs.)
Time on
route
(efficien
cy, %)
Visit
time:
the first
ТТ
Visit
time:
the last
TT
Time on
route:
actual
Kharkov
Henkel
19.8
8.2
40.8
11:05
2:21 PM
3:15 AM
Kharkov
Konti
17.2
11.6
73.1
9:56 AM
3:47 PM
5:50 AM
ORGANIZATIONAL STRUCTURE OF MANAGEMENT
of Grand Distribution Kharkov
Director
of Grand Distribution Kharkov
Sumy
Sales
Department
Logistics
Department
Finance
Department
Shostka
© 2012 WWW.GD-GROUP.COM.UA
IT Department
Personnel
Department
RESOURCES
of Grand Distribution Kharkov
Territory
2 regions in Ukraine
Staff
256 employees:
193 – Kharkov
54 – Sumy, 9 – Shostka
Transport
26 vehicles:
18 – Kharkov, 7 – Sumy,
1 – Shostka
19 vehicles:
10 – Kharkov, 6 – Sumy,
3 – Shostka
Warehouse area
Office area
Retail outlet coverage
5422 sq. m:
3800 sq. m – Kharkov,
1297 sq. m – Sumy, 325
sq. m – Shostka
705 sq. m:
470 sq. m – Kharkov,
226 sq. m – Sumy,
9 sq. m – Shostka
1875 retail outlets
1250 – Kharkov, 560 – Sumy,
65 – Shostka
© 2012 WWW.GD-GROUP.COM.UA
Ukraine, 49130,
80 Berezinskaya str., Dnipropetrovsk city
tel. (0562) 31-24-14, 790-40-41
tel./fax 31-24-00
email: [email protected]
Web: http://gd-group.com.ua
© 2012 WWW.GD-GROUP.COM.UA