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Introducing Paul Stokes v1.1 Introducing Paul Stokes v1.1 Presentation Transcript

  • Introducing PAUL STOKES
  • Introducing PAUL STOKES An ambitious, engaged, driven & ► innovative entrepreneurial executive with 20 years broad-based experience. ► Proven management skill in planning, marketing, advertising, sales, operations & personnel at national, regional & global levels. ► Experience in Europe & Asia for both mass & luxury multinational automotive brands. PAUL STOKES Introducing Page: 2 © Paul K. Stokes 2009
  • Introducing Paul Stokes - Résumé THAILAND – OVERVIEW (Bangkok, Thailand – 2 years) Country President, Volvo Car Thailand, (April 2007 - to-date). ► Total national (new/used & B2B/B2C) car/parts sales/P&L (US$ 75m) responsibility for ► Thailand across 12 dealerships. Rejuvenated brand sales results after four year deterioration to end 35% up year-on-year ► within 8 months & sustained yoy growth through socio-economic & political turmoil to Q3’08 through product renewal programme & spectacularly unusual marketing. Personally drove cooperative relationships with Ministries of Energy, Industry & Finance; ► oil companies, ethanol producers & media on E85 bioethanol policy introduction for national energy security. Conceptualised & implemented breakthrough marketing activities never used before by ► Thai auto players. Directly managing close, 5 strong, team & National Sales Co., of 35, alongside liaison ► with local assembly plant (400) & global HQ, Sweden. PAUL STOKES Introducing Page: 3 © Paul K. Stokes 2009
  • Introducing Paul Stokes – Résumé Case Study THAILAND – INNOVATIVE MARKETING: LUXURY New model launch needed to shock ► consumers into brand reappraisal – don’t think like a car brand – think like a rock band! Expected hi-society soiree shattered with ► stunt-based reveal, live driving demo (indoor) & >1,000 celebrity glitterati guests/concert. Result: 1st ever TV new coverage & daily ► news front pages for Volvo in Thailand. Rapid sales start (far out pacing previous ► model introductions). Brand rejuvenation & refreshed retailer ► confidence. PAUL STOKES Introducing INNOVATION PARTNERSHIP Page: 4 © Paul K. Stokes 2009
  • Introducing Paul Stokes – Résumé Case Study THAILAND – INNOVATIVE MARKETING: Green Champion Partnering with stakeholders to champion ► renewable fuels as an integrated element of overall national energy strategy with a focus on bioethanol. Ministry of Energy (2 consecutive Govts.) ► Oil refiners/distributors (PTT/BCP) in their ► own efforts to launch the fuel. Thailand’s largest sugarcane refiner/ ► bioethanol producer (Mitr Phol). Holding round-table discussions with ► media/stakeholders, etc., to drive consumer awareness/interest. Launched Thailand’s 1st imported & locally ► built E85 FlexiFuel vehicles using bioethanol Swedish Touring Car VVIP track-days. Result: 50+ E85 FFV in <2 months during ► domestic political & global financial crises. Placed brand as consumer leader on ► relevant green technology for Thailand. PAUL STOKES Introducing INNOVATION NETWORKING PARTNERSHIP PEOPLE Page: 5 © Paul K. Stokes 2009
  • Introducing Paul Stokes – Résumé Case Study THAILAND – INNOVATIVE MARKETING: Niche/Youth A car launch with NO advertising! ► Just a positioning concept: “CLUB C30” ► Series of branded hi-end nightclub events ► for Bangkok’s beautiful people with international DJs & dance acts. Target audience is marketing fatigued, ► don’t sell at them – engage them! Meet them on their own terms; on their own turf & speak in their language. Viral word of mouth keeps the buzz in the ► gossip & society pages – is this really a Volvo? Wow cool! Result: 400% sales vs. annual budget in 8 ► months. PAUL STOKES Introducing INNOVATION PARTNERSHIP Page: 6 © Paul K. Stokes 2009
  • Introducing Paul Stokes – Résumé Case Study THAILAND – INNOVATIVE MARKETING: YOUTH Innovative & mutually beneficial ► partnership with brand-fit businesses, here O&P music promoter, to bring alive the brand to a fresh audience. First execution a sell-out VIP concert with ► Akon in Bangkok. Following concerts with other DJ/music ► stars, incl. LA’s The Crystal Method. Marketing ROI 8,300% through ► partnership media/PR/activation programme around Bangkok. Partnership continues for 2009 . . . ► PAUL STOKES Introducing INNOVATION PARTNERSHIP Page: 7 © Paul K. Stokes 2009 www.opworldwide.com/partners
  • Introducing Paul Stokes – Résumé Case Study THAILAND – INNOVATIVE MARKETING: CSR/PR Innovative approaches to low-cost PR that ► give back to society through public/private partnership: When Volvo licensed Viking Toys to add ► models of it’s C30, XC70 & XC90 to its range, Viking Toys agreed to in a CSR campaign launch in Thailand where the manufacturing facility is based. Volvo Car Thailand worked with govt ► depts. & NGO, plus an international UN charity to give away 10,000 toy model cars to underprivileged pre-school children across the Kingdom. The Thai public were encouraged to make ► donations to the target children’s organisations via the Volvo Motor Expo 2008 show-stand. PAUL STOKES Introducing INNOVATION PARTNERSHIP Page: 8 © Paul K. Stokes 2009
  • Introducing Paul Stokes – Résumé Case Study THAILAND – MEDIA RELATIONS/BRAND AMBASSADOR Brand advocate in the media. ► Maintaining brand presence with a ► focus on promoting core values & a ‘winning’ image of the products, the brand & the people who choose it. Establishing & nurturing excellent ► media relations. PAUL STOKES Introducing NETWORKING PARTNERSHIP Page: 9 © Paul K. Stokes 2009
  • Introducing Paul Stokes - Résumé ASIA-PACIFIC – OVERVIEW (Kuala Lumpur, Malaysia – 3.5 years) Pan-Asia Pacific multi-market role: ► CN, HK, TW, KR, TH, MY, SG, PH, ID, BR, (AUS, NZ). ► VP, Marketing & Strategy, Premier Automotive Group AP, (29/11/05 – 15/04/07). ► Integrated Jaguar & Land Rover brands (Mar. Comms. & Product Mgt.) into Volvo Cars ► organisation. Presided over regional launch of LR Discovery 3 ► 'Asianised' & implemented global strategic rebranding of Jaguar across markets, esp. ► China (quot;Gorgeousquot;). Regional launched of new Jaguar XK. Co-led (with AP President) PAG Asia Strategy review & development of China Growth ► Plan, resulting in reallocation of resources from SE Asia to China, initiation of Volvo S80 LWB China specific product project & separate reporting to WHQ. Reduced product portfolio complexity to increase ordering, sales & comms. efficiency. ► VP, Marketing, Volvo Car Asia-Pacific (01/11/04 – 28/11/05) ► Regional strategic marketing management for 18,000+ car sales across 10 Asian ► markets, encompassing both product & mar. comms, together with retail competence development & market research influencing a US$ 41m budget regionally. quot;Voice of Asiaquot; in WHQ Sweden & re-engineering global strategies for Asian application. ► PAUL STOKES Development of in-market teams mar. comms. & product management competence. ► Introducing INNOVATION COMMUNICATION PROCESSES PEOPLE Page: 10 © Paul K. Stokes 2009
  • Introducing Paul Stokes - Résumé VOLVO CAR CORPORATION HQ – OVERVIEW (Göteborg, Sweden – 3 years) Senior Manager, Product Marketing (Global Marketing) (01/01/02 – 31/10/04) ► Integrated long term volume planning & forecasting into the strategic pricing activity to ► expand functional scope to encompass driving global consistency in the strategic market equation. Total team 16 direct reports. Re-engineered Volvo Cars volume planning & segmentation processes to integrate into ► Ford Motor Co. global approach. Influencing >400,000 cars sales worldwide. ► Manager, Strategic Pricing & Positioning (Product Strategy) (01/05/01 – 31/12/01) ► Created all-new 5 person team/function to drive the development & management of ► global pricing strategy/product positioning & vehicle/ feature nomenclature strategy. Initiated & executed strategic European price harmonisation project in advance of EU ► regulatory changes on cross-border sales to protect national revenue streams & dealer partner viability. Key decision support to Product Cycle Planning & Technical/Commercial (Vehicle) ► Project Teams by driving global revenue equation development. Influencing >400,000 cars sales worldwide. PAUL STOKES Introducing INNOVATION COMMUNICATION PROCESSES PEOPLE Page: 11 © Paul K. Stokes 2009
  • Introducing Paul Stokes - Résumé VOLVO CAR UK/EUROPE – OVERVIEW (Marlow, UK – 4 years) Regional Market Intelligence Manager National Representation Manager (Sales ► ► (Marketing & Sales) (01/03/00 – 30/04/01) & Dealer Ops.) (28/04/97 – 30/09/98) Expanded UK role to include, Belgium/Lux, Development, & implementation of dealer ► ► Ireland, Netherlands & Iceland (BeNeLUK) representation strategy in the UK, incl. for market research, analysis & strategic/ capacity, competence, quality & viability. operational decision support for both the Development, & implementation of dealer ► regional & local sales co. management standards (facilities/processes). teams together with functional managers. Managed/developed annual dealer ► Business Intelligence Manager (Finance) business plan process for a consolidated ► national picture of activity & to secure corp. (01/10/98 – 29/02/00) plan alignment. Strategy formulation & recommendations ► supporting Board decisions with relevant market research/business analysis. Lead role in development/entrenchment of ► the ‘value based management’ model with (UK & Ire), & European Management Information Systems development. Process manager of the UK business ► planning. PAUL STOKES Introducing INNOVATION COMMUNICATION PROCESSES PEOPLE Page: 12 © Paul K. Stokes 2009
  • Introducing Paul Stokes - Résumé BEFORE VOLVO – OVERVIEW Ford Credit Europe plc/Ford Financial (Various positions) (01/05/88 – 25/04/97) ► Dealer Account Manager (London & SE): Area retailer management. ► Senior Marketing Specialist: 360º finance plan marketing. ► Financial Analyst: Finance plan product pricing & performance. ► Senior Sales Analyst: Market reporting & performance analysis. ► Senior Fleet Credit Analyst: Fleet customer credit underwriting. ► Fleet Terminations Analyst: Vehicle de-fleet & disposal. ► Senior Accounting Clerk: Audit & Reconciliations. ► Basildon District Council, (Finance) (Sept. '86 –30/04/88) ► May & Baker plc (now Sanofi-Aventis SA) (Nov '85 - Sept. '86) ► LL.B. University of Wolverhampton / Holborn College London ► PAUL STOKES Introducing Page: 13 © Paul K. Stokes 2009
  • Introducing Paul Stokes – Opinions & Endorsements COLLEAGUES & BUSINESS PARTNERS “Paul brings calmness, assurance, & “Paul is creative & motivated & extremely “Buttoned down. Realistic. Customer “Paul brings calmness, assurance, & “Paul is creative & motivated & extremely “Buttoned down. Realistic. Customer strategic vision into the senior management talented at getting the best out of any team driven. Those are the top 3 values // strategic vision into the senior management talented at getting the best out of any team driven. Those are the top 3 values positions he has held within the business by engaging & inspiring them. Strangely attributes that come to mind when ii think positions he has held within the business by engaging & inspiring them. Strangely attributes that come to mind when think environment. This coupled with an combines rock star creativity & flair with of Paul. A leader that stands out from the environment. This coupled with an combines rock star creativity & flair with of Paul. A leader that stands out from the uncompromising passion, will to succeed, procurement attention to detail & crowd.” uncompromising passion, will to succeed, procurement attention to detail & crowd.” & genuine concern for all staff make Paul questioning of every penny invested. A very Vishnu Rajasingam, Sales & Dealer Ops & genuine concern for all staff make Paul questioning of every penny invested. A very Vishnu Rajasingam, Sales & Dealer Ops an excellent Senior Manager.” John inspiring business partner.” Mgr, Volvo Car Malaysia 06/01/09 an excellent Senior Manager.” John inspiring business partner.” Mgr, Volvo Car Malaysia 06/01/09 Duggan, Planning, Ordering & Distribution Stephanie Bell CEO MindShare/Group M Duggan, Planning, Ordering & Distribution Stephanie Bell CEO MindShare/Group M Mgr. Volvo Car China 18/08/08 03/01/09 Mgr. Volvo Car China 18/08/08 03/01/09 “Paul is a highly professional & “Paul is a diligent & hard working colleague “I had the pleasure to have Paul as my “Paul is a highly professional & “Paul is a diligent & hard working colleague “I had the pleasure to have Paul as my dedicated colleague. Facts & figures who could always be relied on to find pro- manager for 2 yrs. II was amazed by his ability dedicated colleague. Facts & figures who could always be relied on to find pro- manager for 2 yrs. was amazed by his ability are more relevant then opportunism. active & creative ways to tackle sales & to always incorporate the overall business are more relevant then opportunism. active & creative ways to tackle sales & to always incorporate the overall business Also a very understated feel of marketing challenges. His sharp eye for strategy whilst managing day to day work. Paul Also a very understated feel of marketing challenges. His sharp eye for strategy whilst managing day to day work. Paul humour is always present. Creativity detail & attention to deadlines combined has great ability to coach people & bring out humour is always present. Creativity detail & attention to deadlines combined has great ability to coach people & bring out & solution seeker are key words for with an analytical background ensured that the best from each individual as well as support & solution seeker are key words for with an analytical background ensured that the best from each individual as well as support his way of working.” projects are complete & well executed with his team. He has great & valuable business his way of working.” projects are complete & well executed with his team. He has great & valuable business Robert Timmers, Product Mgr, Volvo measurable results.” R Ormisher Dir. knowledge.” Christian Gemoll, Project & Robert Timmers, Product Mgr, Volvo measurable results.” R Ormisher Dir. knowledge.” Christian Gemoll, Project & Cars Nederland B.V 07/12/08 Brand Experience Volvo Car Corp 07/09/08 Training Mgr, Volvo Car Asia 17/08/08 Cars Nederland B.V 07/12/08 Brand Experience Volvo Car Corp 07/09/08 Training Mgr, Volvo Car Asia 17/08/08 “Paul was a highly articulate & conscientious member of the “When a Designer has to create a product suited to a particular or “Paul was a highly articulate & conscientious member of the “When a Designer has to create a product suited to a particular or team with a solid grasp of reality. He was always able to see the Global Market, the input & guidance from the Business/Market team with a solid grasp of reality. He was always able to see the Global Market, the input & guidance from the Business/Market strategic view as well as create a road map to achieve it. Detail Team is essential. Working with Paul several years now, he has strategic view as well as create a road map to achieve it. Detail Team is essential. Working with Paul several years now, he has conscious & likeable as an individual, & never slow to make an always proven to be the most knowledgeable, clear & concise, in conscious & likeable as an individual, & never slow to make an always proven to be the most knowledgeable, clear & concise, in insightful comment about an issue made him an active & very his understanding of all of the necessary disciplines & product insightful comment about an issue made him an active & very his understanding of all of the necessary disciplines & product valuable team player. It is good to see his career progressing as requirements, II have needed to cover. He is extremely hard valuable team player. It is good to see his career progressing as requirements, have needed to cover. He is extremely hard it is & with his gained experience, this makes him a very good working & professional, no matter what the situation. Above that, he it is & with his gained experience, this makes him a very good working & professional, no matter what the situation. Above that, he PAUL STOKES asset to any business in any sector.” M Wade, Director, Sales, is a truly nice guy to know, & a great person to work with or for.” S asset to any business in any sector.” M Wade, Director, Sales, is a truly nice guy to know, & a great person to work with or for.” S Marketing & Dealer Ops Volvo Car UK 15/08/08 Harper, Platform Chief Designer, Volvo Cars 15/08/08 Marketing & Dealer Ops Volvo Car UK 15/08/08 Harper, Platform Chief Designer, Volvo Cars 15/08/08 Introducing INNOVATION NETWORKING PARTNERSHIP PEOPLE Page: 14 © Paul K. Stokes 2009
  • Introducing Paul Stokes – Résumé CREATIVE BY NATURE “Discovery consists in seeing what ► everyone else has seen and thinking what no one else has thought.” Albert Szent-Gyorgyi (Hungarian ► Biochemist, 1893-1986) Creativity is also strong in my personal ► life, with a love of music, art & photography. This latter hobby based around one of my favourite quotations (above) & even recognised by some of the media. See more at ► www.paulstokesimaginasian.com PAUL STOKES Introducing INNOVATION Page: 15 © Paul K. Stokes 2009
  • Introducing Paul Stokes SUMMARY A Strategic Thinker with Practical Eye for Detail: Quickly grasps complex ► concepts, analyzes & interprets ideas/multiple data sources into an executable & logical, results orientated strategy. A Creatively Innovative Entrepreneurial Marketeer: draws on penetrating ► consumer & competitive insights to develop imaginative approaches that break through the brand expected to deliver real business results. A Relationship Builder: Cultivates mutually beneficial (internal/external) ► business partnerships. A Participative Leader: Enables others to act toward a shared vision grounded ► in credible steps. Accomplished in: ► Strategic Planning. ► Product Launch & Lifecycle Management. ► Branding & Brand Management. ► Marketing Communications & PR/Govt. Affairs. ► Market Research, Analysis & Consumer Insight. ► Retail / Distribution Network Planning & Management. ► Cross-functional / Cross-cultural Team Management. ► PAUL STOKES A future asset to your organisation. ► Introducing INNOVATION PROCESSES COMMUNICATION NETWORKING PARTNERSHIP PEOPLE Page: 16 © Paul K. Stokes 2009
  • THANK YOU Contact: paulstokes007@msn.com +66-81-931-7085 © Paul K. Stokes 2009