Delta Management consulting firm

1. Delta Managementconsulting firm Company presentation

2. Company Statement: Delta Management is a Russian consulting firmwith focus on development and execution of effective and competitive sales and marketing strategies Who we are

3. Delta Management mission To provideconsiderable business growth to our clients in Russia and CIS through: • sales and marketing strategy development and optimization • development of most competitive business processes, sales policies and procedures • building an effective sales & marketing complex Who we are

4. Staff • 15 consultants* at different levels • Great combined work experience in multinational and Russian companies • Last job positions of some consultants: • AT-Trade, Inc., –Dobrovolski D., – General Director • Severstalmash group of companies, CJS “PeterStar” (Metro Media Group), – Rytikov A.,– Partner • Mobile Telecom Systems, – Vetrova T., – Research Director Who we are

5. Our client list • Crystall Group - (vodka brands “Gzhelka”, “Russian White Gold” etc.) - 60% of Moscow vodka market • building regional distribution system • sales structure optimization • Rosman Publishing house – (Harry Potter project in Russia) • building efficient sales and marketing system • PEZ-Haas (PEZ-Haas product range) • competitive analysis • SD-Foods, largest Mars distributor in Russia • product category research • Demiurg Group of companies (“Smolenka” butter & mayonnaise brands, “Smolenskoe”, “Krestyanskoe zastolie”) • building efficient sales and marketing system • competitive product category analysis • business partner commercial audit Who we are

6. Our client list (continuation) • RosBuilding Group of companies • product category research • A-T Trade (coffee brand “Luxor”, tea brand “Edwin”, fruit drink “Fruting” etc.) • competitive analysis • commercial audit and assessment of distribution companies in CIS • Tver Millcomplex (premium flour brand “Tverskoe MKB”) • building efficient sales and marketing system • BelEconomBank – investment project “Ramensky Konditer” (croissant brand “Mont Blanc”) • competitive analysis • building regional distribution system • search for strategic partner – Frito Lay of PepsiCo became distributor as of 01/01/04 • ARMI PharmAssociation of Produces of Disposable Medical Articles • competitive analysis • building efficient sales and marketing system Who we are

7. Our products • Selection of distributors for manufacturing companies • Allocation of teams of sales and marketing professionals for investment projects • Building and optimization of effective salessystems (re-structuring of sales and marketing departments) • Introduction and implementation of changes in structural units – transfer of knowledge, skills and sales techniques / teaching client’s personnel • Sales structure expenditures optimization Who we are

8. Advantages • Company’s specializationprovides high level of expertise • Successful work experienceof our consultants in leading positions in largest Russian and multinational companies • Full introduction and implementation of solutions developed Who we are

9. As an example, on the next few slides we give our detailed approach to the project of building an effective sales system

10. I II Project scheme – effective sales system setup Algorithm of our work

11. Mandatory blocks within sales efficiency project Who we are

12. Optional blocks within sales efficiency project Who we are

13. Approach to problem Algorithm of our work

14. Building an effective sales and marketing system Project plan

15. Audit. Stage #1 • External: • Market / category • Competition • Distribution channels • Internal: • Company’s objectives and strategy • Portfolio assessment • Org chartand existing business processes The sequence of stages

16. Audit. Stage #1.Results – what client receives • Product category • Competitors’ goals and conditions of work • Client’s sales strategy • Correspondence of client’s sales strategy to client’s general strategy • Assessment of effectiveness of: • assortment portfolio • client segmentation • price structure • credit policy • Internal business processes reconstruction • Existing org chart primary assessment • Project goals correction and finetuning The sequence of stages

17. Development and selection of sales strategy. Stage #2 • Selection of optimum portfolio • Geography of sales • Distribution channels • Promotion means The sequence of stages

18. Sales strategy. Stage #2.Results • Optimum product portfolio • Existing and new markets analysis • Geography of sales, order for entering new markets • Distribution channels corresponding to client’s strategic goals • Recommendations on selection of promotion programs The sequence of stages

19. S&M department activity optimization. Stage #3 • Org chart • Functional duties • Sales policy – general issues • Processes and procedures– development of detailed provisions of sales policy • Planning • Personnel • Key performance indicators (KPI) The sequence of stages

20. Functional duties. Stage #3 • Place in org chart • Field of responsibility • Tasks and areas of reporting • Rights and responsibilities • Performance assessment • Administrative provisions The sequence of stages

21. Sales policy. Stage #3 • Assortment/ SKU policy • Client policy • Pricing policy • Credit policy The sequence of stages

22. Sales policy. Stage #3. Results • Developed and formalized sales policy: • balanced assortment portfolio • segmented client list • developed price list and discount system • credit policy • Corrected / developed and formalized business processes and procedures The sequence of stages

23. Sales policy. Stage #3. Results (continued) • Developed org chart which corresponds to the tasks of: • strategic goals solution • chosen distribution channels cover • S&M department work efficiency • Developed and formalized documents on org chart: • functional duties • key performance indicators (KPI) • KPI methodology and frequency of control • motivation program and personnel development (upon request) The sequence of stages

24. Contacts Address: 226 office, Sokolnicheskiival str. 1B buildig 2, Moscow, 107113, Russia Phone:+7 (495) 638-56-60 E-mail:dobrovolski@delta-management.ru Web-site:www.delta-management.ru How to reach us