Corporate Presentation 2009

Agenda About Us Areas of Expertise Contact

Agenda About Us Areas of Expertise Contact

About Us Sensati is a consulting company focused on businesses and processes development through Marketing and Sales projects The partners have a strong market experience on projects with leading multinational and brazilian companies, as well as a solid academic background Trained field reseachers, statistics analysts, designers and IT experts allow Sensati Marketing Consulting to deliver full service projects, from analysis to implementation

Sensati is a consulting company focused on businesses and processes development through Marketing and Sales projects

The partners have a strong market experience on projects with leading multinational and brazilian companies, as well as a solid academic background

Trained field reseachers, statistics analysts, designers and IT experts allow Sensati Marketing Consulting to deliver full service projects, from analysis to implementation

About Us – Partners Gustavo Sued Project Manager in leading companies on industries such as beverage, automotive, consumer goods and pharmaceutical Marketing executive at a multinational company, leader on premium cosmetics segment Marketing Professor for extension programmes at Coppead/UFRJ Economist (UFRJ) with a MBA from Coppead/UFRJ and extention at Wharton Scholl (USA) Moisés Fernandes Project Manager in leading companies on industries like telecomm, consumer goods, automotive, cosmetics Executive at multinational companies (petroleum distribution and telephony), in Strategic and Economic Planning Areas Marketing Professor for extension programmes at Coppead/UFRJ Production Engineering (UFRJ) with an MBA from Coppead/UFRJ

Gustavo Sued

Project Manager in leading companies on industries such as beverage, automotive, consumer goods and pharmaceutical

Marketing executive at a multinational company, leader on premium cosmetics segment

Marketing Professor for extension programmes at Coppead/UFRJ

Economist (UFRJ) with a MBA from Coppead/UFRJ and extention at Wharton Scholl (USA)

Moisés Fernandes

Project Manager in leading companies on industries like telecomm, consumer goods, automotive, cosmetics

Executive at multinational companies (petroleum distribution and telephony), in Strategic and Economic Planning Areas

Marketing Professor for extension programmes at Coppead/UFRJ

Production Engineering (UFRJ) with an MBA from Coppead/UFRJ

Agenda About Us Areas of Expertise Contact

Areas of Expertise

Areas of Expertise Sales Channels Expansion and Structuring Objective: Identify opportunities on current (and potential) sales channels used by the company products and services Deliverables: New Channels Map – sales opportunities estimation on new channels and understanding of channels specifics (purchase models, supply, competitors, media usage, merchandising, economics, etc) Point-of-Sale (POS) Sales Potential Evaluation – models of sales and/or communication potencial evaluation to support field staff decision making Sales Channels (re)Segmentation – analysis and structure/revision of sales channels segmentation aligned with the company’s strategy (profitability, direct and indirect operations, brand visibility etc)

Sales Channels Expansion and Structuring

Objective:

Identify opportunities on current (and potential) sales channels used by the company products and services

Deliverables:

New Channels Map – sales opportunities estimation on new channels and understanding of channels specifics (purchase models, supply, competitors, media usage, merchandising, economics, etc)

Point-of-Sale (POS) Sales Potential Evaluation – models of sales and/or communication potencial evaluation to support field staff decision making

Sales Channels (re)Segmentation – analysis and structure/revision of sales channels segmentation aligned with the company’s strategy (profitability, direct and indirect operations, brand visibility etc)

Areas of Expertise Marketing and Sales Processes Objective: Structuring, follow-up and measurement of Marketing, Trade Marketing and Sales Processes Deliverables: Team Structuring – internal marketing, trade marketing and sales areas, structuring and design, job descriptions and calendar work flow activities Monitoring and Control – KPIs developing for all involved manager/coordinator areas (businesses, economics and processes goals) Smart Register – clients’ database screening and correction, (re)segmentation, development of KPIs for performance evaluation (know how tranfer to sales force)

Marketing and Sales Processes

Objective:

Structuring, follow-up and measurement of Marketing, Trade Marketing and Sales Processes

Deliverables:

Team Structuring – internal marketing, trade marketing and sales areas, structuring and design, job descriptions and calendar work flow activities

Monitoring and Control – KPIs developing for all involved manager/coordinator areas (businesses, economics and processes goals)

Smart Register – clients’ database screening and correction, (re)segmentation, development of KPIs for performance evaluation (know how tranfer to sales force)

Areas of Expertise Sales Teams Performance Objective: Leveraging performance for Promotion and Sales (direct and indirect) Teams, through training programs and incentive campaigns Deliverables: Training Programs – development of content and calendar for training programs (initial, recycling, promotional), as well as application under specific methodologies (presential, multipliers, distance, games and simulations etc) Incentive Campaigns – development, application and monitoring of incentive campaigns based on sales and field performance KPIs (out-of-stock, distribution, merchandising, retail service/satisfaction index etc)

Sales Teams Performance

Objective:

Leveraging performance for Promotion and Sales (direct and indirect) Teams, through training programs and incentive campaigns

Deliverables:

Training Programs – development of content and calendar for training programs (initial, recycling, promotional), as well as application under specific methodologies (presential, multipliers, distance, games and simulations etc)

Incentive Campaigns – development, application and monitoring of incentive campaigns based on sales and field performance KPIs (out-of-stock, distribution, merchandising, retail service/satisfaction index etc)

Areas of Expertise Marketing Supply Chain continued improvement Objective: Development, implementation and follow-up on Continuous Improvement Program for Marketing and Sales Operations, involving all agents and KPIs of Marketing Supply Chain. These programs are usually known as Excellence Programs. Deliverables: Program Development – (re)structuring, documentation, manuals and implementation, including team training on program rules Program Follow-Up – after implementation (of a new or existing program), Sensati does periodical results validation, through Performance Pannel and KPIs cross-analysis (external or internal business indicators)

Marketing Supply Chain continued improvement

Objective:

Development, implementation and follow-up on Continuous Improvement Program for Marketing and Sales Operations, involving all agents and KPIs of Marketing Supply Chain. These programs are usually known as Excellence Programs.

Deliverables:

Program Development – (re)structuring, documentation, manuals and implementation, including team training on program rules

Program Follow-Up – after implementation (of a new or existing program), Sensati does periodical results validation, through Performance Pannel and KPIs cross-analysis (external or internal business indicators)

Areas of Expertise Field Research Objectives: Obtain relevant information for decison making on Marketing and Sales related issues, based on observed field reality Deliverables: Shopper purchase behaviour – through times&movements studies, in-depth interviews and shopping observation, Sensati maps shopper profile, purchase choices, moments of purchase through the day, lead time at POS, hot spots, etc Marketing Supply Chain Information Flow – through quantitative and qualitative research, Sensati measures agents’ satisfaction levels on transactional (invoice due dates, discounts, credit policies etc), commercial (time delivery, volumes etc) and relational terms (negotiation and sales techniques), involving POS owners and staff, distributors and wholesalers.

Field Research

Objectives:

Obtain relevant information for decison making on Marketing and Sales related issues, based on observed field reality

Deliverables:

Shopper purchase behaviour – through times&movements studies, in-depth interviews and shopping observation, Sensati maps shopper profile, purchase choices, moments of purchase through the day, lead time at POS, hot spots, etc

Marketing Supply Chain Information Flow – through quantitative and qualitative research, Sensati measures agents’ satisfaction levels on transactional (invoice due dates, discounts, credit policies etc), commercial (time delivery, volumes etc) and relational terms (negotiation and sales techniques), involving POS owners and staff, distributors and wholesalers.

Agenda About Us Areas of Expertise Contact

Contato Gustavo Sued (+55 21) 9703-4407 [email_address] Moisés Fernandes (+55 21) 9431-7575 [email_address] Office – Rio de Janeiro Avenida Ruy Frazão Soares, 121, sala 210 Ala Curaçao, Barra da Tijuca, Rio de Janeiro, RJ, Brazil ZIP CODE: 22.793-074

Gustavo Sued

(+55 21) 9703-4407

[email_address]

Moisés Fernandes

(+55 21) 9431-7575

[email_address]

Office – Rio de Janeiro

Avenida Ruy Frazão Soares, 121, sala 210

Ala Curaçao, Barra da Tijuca, Rio de Janeiro, RJ, Brazil

ZIP CODE: 22.793-074