1. México:
Tel. 55 5291 4041
Cel 55 2335 0973
USA:
Tel. (480) 598 1203
Cel. (602) 525 6376
Voglewede & Associates
E N G I N E E R I N G P R O F I T A B I L I T Y
I N T O Y O U R B U S I N E S S C U L T U R E
Improving Profits Through Better
• Sales & Marketing Performance
• Cost Alignment & Control
• Corrupt Practice Prevention
• Growth & Reduction Planning
October, 2014
Profitability Problem Solvers

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Profitability Consultants
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In over three decades of international management and consulting, we have
prepared and executed many strategic and turnaround plans, planning/budgeting
processes, growth & downsizing drives, business/market development programs,
and even divestiture or exit strategies. We are good at this, but so are many others.
A careful inventory of our experience revealed what we do best. We condensed this
into a unique and very effective approach to improving profitability, even in times of
crisis: we work with your people to find improvement opportunities, and then
engineer these changes into your company’s processes, values and culture. Our
integrative approach boosts profits by focusing on some basic premises:
1. More effective sales management and market development.
2. Better cost control, aligned with customer value and pricing policies.
3. Systematic elimination of corrupt practices, waste and inefficiency.
4. Careful growth cycle planning, aligned with markets and resources.
We work closely with our clients’ managers, building upon their strengths, to
engage, commit and coach them to make the necessary changes. The following
pages will show you more about who we are and what we do.
Introduction.

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We are an international network of seasoned professionals, helping
clients with our unique set of human and intellectual capital resources:
–Seasoned General Management
and C level executives
–Industrial, Capital, Consumer
Goods, Retail and Service sectors
–International coverage, helping
clients in more than 35 countries
–Local depth, understanding,
insights, culture and contacts
–Strong track record in business
startups and turnarounds
–Proven market penetration and
development capabilities
–Expertise in governance and
corruption control
–Thorough Management, Sales,
Marketing, Operations and HR
–Powerful quantitative and
analytical frameworks
–Organization, Motivation Tools,
Techniques and Strategies
–Leadership, Team Building and
Commitment Programs
–Competitive Analysis and
Strategic Planning workshops
–Business Excellence, Culture
and Change Management
–High Performance Teams,
Situational Leadership
–Extensive cross-industry
benchmarking practices
–Practical, local market and
supply chain know-how
–Proprietary competitive
intelligence and databases
–Latest demographic and
socioeconomic data, mapping
–Quantitative, Qualitative and
Direct Marketing capability
–Extensive e-leverage, Lotus,
Microsoft Office and others
–Proprietary costing, price
alignment methodology
Experience Technology Training
Who we are.

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We engineer a profitability mindset into our clients’ culture through integrative
profit improvement consulting, with careful diagnostics and evaluation to develop
practical, relevant solutions. Then we train and coach Management for effective
planning, execution and follow-up, in order to assure successful implementation:
¶ Commercial Engineering: Improving Sales and Marketing Performance, by helping
clients harness, develop and leverage their Commercial Capital, and then align and engage
their Human Capital. This hands-on approach to Sales Force Effectiveness and Marketing
Strategy helps clients increase profits through better market development and penetration.
¶ Price & Cost Engineering: Understanding and Controlling Cost Structures, by
benchmarking supply chain, conversion and full costs, as related to customer value and
pricing policy. This promotes front and back-office understanding of real costs in complex
processes, in order to improve product mix and focus on more profitable customers and
market segments.
¶ Ethical Engineering: Reducing Incidence and Impact of Corrupt Practices, by aligning
the client’s Moral Architecture with their Human Capital. We help client teams analyze ethical
breaches and tap available resources to develop prevention strategies. This integrative
approach to corruption control commits personnel to successful implementation, and has
helped client organizations stop corrupt practices costing as much as 12 % of sales.
¶ Growth Engineering: Balancing Growth with Markets and Available Resources, by
aligning growth and downsizing strategy with customers, staffing, supply chains and
resources. This helps clients avoid pitfalls of accelerated growth or slowdowns, securing
profitable control through different cycles, avoiding swings from crippling bottlenecks to painful
excess capacity.
What we do ...

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... What we do ...
We deliver value by helping our clients increase sales and profits, for example:
¶ Modernize sales and marketing organizations, to leverage proven technological innovations
¶ Transform “order takers” into professional sales strategists who know their customers’ needs and
how to satisfy them better than their competitors
¶ Significantly increase and/or recover market share, in growth as well as shrinking markets:
• 20 to 65 % market share for an agricultural chemical producer,
• 30 to 80 % penetration for a specialty construction materials company,
• 50 to 70 % share recovery for a specialized packaging business.
¶ Penetrate / develop new markets for commodity chemicals, petrochemicals, heavy duty trucks,
specialty steel products, retail chains, consulting firms, financial services, and others.
¶ Turn around / reorganize / restructure businesses to new profitability levels:
• Consolidate six packaging companies, growing sales at four times the market rate,
• Restore growth and profitability to textile and paper industry suppliers,
• Merge worldwide distribution networks of dyestuffs and textile chemical companies,
• Reconfigure fertilizer complex facilities and technology to reach double digit returns.
¶ Reverse several years of market share declines for paper mills and packaging companies.
¶ Develop strategic and operating plans for cement producers, textile industry suppliers, chemical
companies, drugstores, consumer retail and fast food chains, etc.
¶ Design site selection and evaluation models for retail formats and fast food chains.
¶ Devise metrics for advertising media evaluation and competitive ad performance.

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... and helping them solve difficult challenges:
¶ Determine non-linear cost behavior and align pricing strategy:
- Steel wire and rope - Commodity chemicals
- Corrugated boxes - Consumer products
- Automotive components - Retail formats
¶ Perform due diligence for acquisitions, privatizations:
• Fertilizer, commodity and specialty chemical complexes,
• Automotive components, metalworking, foundry plants,
• Paper mills, footwear, synthetic resins, paints and coatings.
¶ Work out severe ethical breaches:
• Sales managers with competing side businesses, distributorships,
• Warehousing and distribution channel theft, collusion,
• Sales, purchasing and customer frauds, price fixing, bribery,
•Treasury and bank account mismanagement, fraud, personal loans,
• HR recruiting, staffing and outsourcing frauds, harassment and abuse,
• Marketing and Advertising changing market studies, media contracts,
• Purchasing, scheduling and inventory fraud, mismanagement,
• Transportation, distribution and fleet management fraud.
¶ Develop divisional and consolidated strategies, budgets for self-sustained growth.
¶ Dimension growth to maintain capacity usage, quality, leverage and ownership.
... What we do.

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Client teams contribute:
– Knowledge of Client products and
customers, markets, competitors
– Understanding of Client Processes
and Business Practices
– Integration into Client culture,
policies and procedures
– Insights into key stakeholder
perspectives, expectations
– Credibility, responsibility and
commitment to implementation
We solve problems by partnering with our clients, forming teams that
begin and end with the unique problem at hand. This enables us to:
¶ Properly define and understand the issues and stakeholders
¶ Find relevant, custom-made, workable solutions (no imports,
transplants, replicated or tropicalized recipes)
¶ Ensure a commitment to their effective and timely implementation
V & A teams contribute:
– Objective outside look at problems
– Broad interdisciplinary experience
– Unbiased evaluation of solutions
– Commercial, Ethical, Cost and
Growth Engineering expertise:
 Conceptual frameworks
 Methodology and modeling
 Analytical and diagnostic tools
– Experience in Leadership,
implementation and follow-up
How we do it.

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Our diversified, cross-industry experience helps us understand a client's
particular needs -- as well as their supply chains and customer satisfiers:
Agricultural Products
Automotive Components
Automotive OEM
Chemicals
Construction & Cement
Consulting Services
Consumer Goods
Department Stores
Engineering Firms
Fast Food Chains
Fertilizers
Pharmaceuticals
Plastics
Power Generation
Pulp & Paper
Restaurant Chains
Supermarket Chains
Telecommunications
Textile Products
Toy Retailing
Transportation
Water Treatment
Footwear
Health Administration
Hospital Management
Insurance
Investment Banking
Iron & Steel Products
Media & Advertising
Packaging
Paints & Coatings
Pesticides
Petrochemicals
Where we have been.

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We have had the privilege of working with extraordinary companies.
Here are some of them:
Occidental Petroleum
People Tech
PWC
Rodex
Rohm & Haas
Sonoco
SRI International
Tekchem
Wal-Mart / CIFRA
Woolworth
Zeneca / ICI
Deloitte
Dorr Oliver
Evenflo
Grupo Gondi
Grupo Hermes
Grupo Ind. Saltillo
Grupo Mayer
Hooker Chemical
IBM /ICG
McKinsey & Co.
Mercería Refugio
Amercoat
Aureos Capital
Borden Chemical
Camesa
Canron Industries
Celanese
Cementos Anáhuac
Cementos Tolteca
Christianson
Cyanamid
Daimler Benz
Who we have worked with.

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Conclusion.
Profit Improvement
Better Sales
and Marketing
Performance
Reduced
Corrupt
Practices
Better Cost
Control and
Alignment
Balanced Growth
Cycle Planning
Significant profit improvement opportunities can be found in these four
areas. We can help you diagnose profitability problems ...
... and engineer the solutions into your business culture.
This is Profit Engineering.

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Consultant Profile: FRED VOGLEWEDE
¶ Strong financial acumen and a penchant for market development and turnarounds.
¶ International Management, Strategy and Marketing experience in developed and emerging economies.
¶ Build cross-functional and cross-cultural teams to manage change and get results.
¶ Line and consulting experience in Industrial, Capital Goods, Service, Consumer and Retail markets
- Education: MBA International Business (Notre Dame)
BS Chemical Engineering
BA Liberal Arts (Philosophy, Pre-Columbian History
- Academic Experience: UdlA Graduate Economics, Marketing, Ops. Research
U. Anáhuac EMBA Marketing, Strategic Planning
U. Iberoamericana MBA Strategy, MGIT Project-Business Liaison
- Work Experience:
V&A Consultants CEO Profit Improvement Strategies (Profitability Engineering)
Corruption Control CEO Reduce Corrupt Practices (Ethical Engineering)
Interim Management: - Consolidation & Commercial Director for Grupo Gondi
- Market Development Manager for IBM Consulting Group
- International Development Manager for Camesa / Wire Rope Industries
Wal-Mart (CIFRA) Director, Strategic Planning and Image
Director, Advertizing
Sonoco International Sales & Marketing Director
Strategic Planning Director
McKinsey & Co. Associate Consultant
Syngenta (ICI) Market Development Manager