Mvi Madridworkshopseries 725

Madrid Joint Business Planning Workshop Series 16-18 October 2007 Madrid, Spain

BuildBuild successfulsuccessful strategiesstrategies forfor growthgrowth withwith youryour toptop customerscustomers

Featuring MVI’s SkillBuilders™ Workshop Module: 16 October— Retailer Financial Models

and Joint Business Planning Workshop Modules Covering: 17 October— Dia% 18 October— Carrefour Global

Highlights from this Event • Analysis of the various financial models used by leading retailers across Europe • The fundamental operating principles of Dia% as it continues its geographic expansion and becomes a true multi-format retail brand • The changes in Carrefour's main markets and their implications for the Carrefour business models • Changes in Carrefour's branding, merchandising and operational strategies and resulting opportunities for suppliers

You should attend if you... MVI’s Retail Insight: ...Manage your Carrefour/Dia% account on an Research, Analysis, Consulting and Training Leadership international or local market basis ...Manage trade and/or brand marketing for For nearly 20 years, Management Ventures, Inc. (MVI), a WPP these accounts Group company, has provided comprehensive strategic retail insight and analysis focused on the top global retailers, using ...Wish to understand what really motivates the its robust data-driven research. buyer and thus move negotiations beyond mere discounts and rebates MVI's objective thought leadership and fact-based research ...Are tasked with resource allocation and provides strategic retail insight and analysis on the top global account team structure for Carrefour/Dia% retailers. We guide our clients in creating superior customer business plans, developing best practices and proactively handling retailer demands while driving sustainable growth.

To Register Call Niloo Sarafan At MVI +44. (0)207.031.0256 Or Email [email protected]

Retailer Financial Models 16 October 2007 This interactive full-day workshop uncovers the mysteries surrounding the various financial models used by major retailers in Europe and enables you to make use of these models to better manage relationships with your most important customers.

08:30–09:00 Coffee & Registration 15:00–16:15 Managing Assets as a Retailer • Retailer’s fixed asset strategies and implications for suppliers 9:00–11:30 Foundations Of Return On Investment (ROI) In FMCG Retailing 16.15 - 16.30 Break Principles of return on investment used by local and interna- 16:30–17:30 Conclusions and Application of Different tional retailers Business Practices • ROI requirements for different accounts • Examples of scorecards from customers • Understanding the economics of catchment areas • From today's learning to tomorrow's actions • Understanding the economics of store formats, layouts and implications for multi-format retailers • Connecting shopper behavior to sales growth Using sales growth in key account plans and negotiations • New store sales growth vs. mature store sales growth • Examples from key customers in the region • EXERCISE: Using ROI Principles and Sales Growth Equation In Negotiation 11.30 - 11.45 Break

11:45–13:00 Managing Retail’s Profit Margins Types of margins as reflected in retailers' financial reporting “A number can’t be • Triple net margin • Cash margin put on the value of • Examples of local and international accounts

13:00-14:00 Lunch MVI’s data. This 14:00–15:00 Managing Retail’s Profit Margins Continued combined with their • Financial rationale behind private label • Private label tiering and financial roles within categories • Consequences of private label launch and development for Russian insights puts them Retailers • Working capital management in a different class. • Managing category mix for reaching category financial targets ” • Retailer’s operating expense leverage • EXERCISE: Managing Inventory Turns For Mutual Profitable Growth Senior Project Manager, Procter & Gamble

To Register Call Niloo Sarafan At MVI +44. (0)207.031.0256 Or Email [email protected]

Joint Business Planning with Dia% 17 October 2007 The Dia% soft discount concept remains one of Carrefour’s most important growth businesses. Dia% management has not let past success stand in the way of the continuous innovation required for growth.

This MVI session will look at the transformation of the Dia% concept once inspired by Aldi and now designed to compete with Mercadona and its imitators. In addition to a strategic overview, this session will cover the basic points required for developing and maintaining a successful business with Dia%.

8.30 -9.00 Coffee and registration 13:30–14:30 The Dia% Brand • Core brand pillars 9:00–10:15 Introduction and Market Overview • Consumer perception of the brand in key markets • A review of the global discounter channel • Strengthening the Dia% brand • Two competitors influencing Dia%’s development: Lidl and • Dia% and Ed shopper strategy Mercadona 14:30 – 14:45 Break • Dia% as a growth engine for Carrefour 10:15 – 10:30 Break 14:45–15:30 The Dia% Organisation • The role of the buyer 10:30 – 11:15 Dia% as a multi-format retailer • Understanding store dynamics • The Carrefour “multi format, single banner strategy” 15:30-15:45 Break o From Dia% to Maxi Dia% • Comparing the Dia% vs Ed concept 15:45–16:45 Merchandising and Marketing • The role of franchising in the Dia% strategy • Category structure within the Dia% concept 11:15–12:30 The Dia% Financial model • The role of national brands in the everyday assortment • Dia% financial principles • Proposing a national brand for everyday assortment • ROCE and key financial ratios compared to Carrefour • The importance of promotions and the loyalty program within Dia% • Managing inventory turns • Proposing a promotion • Dia% performance against leading European discounters 16:45–17:00 Conclusions 12:30-13:30 Lunch

Joint Business Planning with Carrefour Global 18 October 2007 Carrefour remains one of the world’s largest retailers. During the past two years, a new management team has embarked on a reinvigoration of its business. While the process is ongoing, a single-brand, multi-format approach is being used to renew the relevance of the Carrefour brand. Within its stores the company has adopted a more aggressive grocery strategy which has yielded consistent growth in its largest markets. Working with Carrefour in the future will require suppliers to expand their toolkit to provide an innovative mix which can balance an increasingly complex competitive strategy. This session aims to provide suppliers with insights and suggestions to prepare a team to engage in a changing Carrefour organisation.

8.30 -9.00 Coffee and registration 11.45-13.00 Carrefour Financial Model • Operational ROCE and Masse de Marge calculations 9.00 -10.15 Introduction and the key Carrefour group markets • Competitive benchmarks • Improving returns for the new shareholders • The pressure on margins • Importance of Return on Capital Employed (ROCE) • Managing inventory turns • ROCE implications 13:00 – 14:00 Lunch – Rationalisation of market presence – Multi formats, a single brand 14:00 – 15:00 Carrefour Organisation • Key clusters of development • Jose Luis Duran’s organisation – France and Spain (The new grocery strategy) • The impact of Dia% in the decision making process – Italy and Belgium (Convenience driven growth) • Balancing decisions at different levels: from store to international – China (Building like for like sales in a changing regulatory landscape) coordination – Brazil and South America (Adapting the business for growth in • Supplier implications the traditional market) 15:00 – 15:15 Break • Strategic implications for suppliers 15.15-16.45 Marketing and Merchandising strategies 10.15 -11.30 Strengthening the Carrefour brand • Communicating across all mediums • Making the Carrefour brand relevant to more shopping trips • Price: in-store and out-of-store communications • Rescuing the Hypermarket format • The role of brands in Carrefour’s assortment • Defining the Supermarket position within the Carrefour brand – Grocery and Non-grocery • Improving the convenience/proximity concept • Private label development within the Masse de Marge concept 11:30 – 11:45 Break • Loyalty cards’ implications 16:45–17:00 Overall Conclusions

To Register Call Niloo Sarafan At MVI +44. (0)207.031.0256 Or Email [email protected]

MVI — Management Ventures, Inc. • Corp. MVI-Worldwide.com Licensed MVI-Insights.eu • Tel: +44 (0)207.031.0251 Fax: +44 (0)207.031.0270 Madrid Joint Business Planning Workshop Series October 16-18 2007 Madrid, Spain Register: Why Enroll Today? • Acquire knowledge to stay abreast of trends and how to respond to them Call MVI at: +44 (0) 207.031.0256 • You'll take action on the strategic and tactical information we provide Fax Your Completed Form to: +44 (0) 207.031.0270 • MVI's valuable insight on critical retail topics will help you build a strategy for success Email: [email protected] • Learn from your peers in our high-energy group discussions • Class size is limited to ensure a personal, rewarding educational event • You will walk away well informed and inspired!

Per Day...... Euro 1450 MVI represent the opinions of the company. The views expressed do not necessarily reflect those of the retailers under discussion, nor are they endorsed or otherwise supported by the management of those retailers. Sessions may be taped by MVI for Ask your Customer Service Representative for details and special group internal training purposes. pricing information. Session fee includes breakfast and lunch as well as Availability of Presentation Materials Provided by Third Parties: From time-to- time presentations at MVI-sponsored programs will be delivered by individuals relevant MVI training outlines. who are not employees of MVI. These presenters may choose not to make some Cancellations/Substitutions or all of their presentation materials available to attendees. Accordingly, MVI cannot give assurances that all slides that are viewed during an MVI-sponsored program Cancellations received in writing 10 calendar days before the program will qualify will be available to attendees for their use. for a credit toward a future MVI program within one year from your order date or block agreement term end date. No refund will be given for cancellations. However, substitutions may be made at any time. No credits for future programs Logistics will be given for cancellations received within 10 calendar days of the program. If, due to travel restrictions, security issues or other business reasons, MVI deter- Madrid Hotel AC Cuzco mines that it is not preferable to deliver its traditional classroom programs (such Paseo de la Castellana, 133 as Workshops and Forums), MVI reserves the right to substitute comparable, 28046 Madrid alternative learning systems (such as interactive Webcasts) in their place. Tel. +34 91 556 0600 Content Room Rate: EUR189 including breakfast (excluding service charge) Speakers and topics subject to change. MVI specifically disclaims any liability for the editorial content of the presentations made by non-MVI speakers, which Cut off: 3rd October 2007 wholly originates with the speakers. The analyses and conclusions presented by Keyword: MVI

Name

Title/Position Time in Position Company

Address

City State/Country Zip Code

Telephone Email

Credit Card Payment Retailer Financial Models 16 October American Express Joint Business Planning with Dia% 17 October Joint Business Planning with Carrefour Global 18 October MasterCard

Visa

Card Number

Expiration Date Signature (required)

To Register Call Niloo Sarafan At MVI +44. (0)207.031.0256 Or Email [email protected]

MVI — Management Ventures, Inc. • Corp. MVI-Worldwide.com Licensed MVI-Insights.eu • Tel: +44 (0)207.031.0251 Fax: +44 (0)207.031.0270