www.charisma.ro www.totalsoft.ro Charisma ERP integrates institution resource management by automating accounting processes, the depreciation of fixed assets on multiple reference systems, by tracking budgets by recording sale and acquisition invoices entered by companies operating in public or private sector, regardless of their size or complexity. The solution provides parallel management of institution sites (central and local) and allows simultaneous tracking of multiple accounting systems. Charisma ERP is a powerful and complex tool for monitoring the existing and future cash flows within a retail company, as a whole or by subunits.

1. Solutions for Retail
Simple | Intuitive | Flexible | Complete

2. Market*
value of the retail market in 2011,
€23 Bln slight increase compared to 2010
is the market share of trade
98% in stores out of the retail market
is the market share
75% of modern retail in cities
Romanians will be spending
€27.5 Bln for food and non-food products in 2013
Consumer,
Consumption demand and
expenditure* changing behaviors
consumption expenditure per capita Retailers are influenced by the current consumer
4.600$ in Romania in 2010
behavior, arising from the economic context: the
expected consumption expenditure per capita purchase decision takes place after a rigorous
9.200$ in Romania in 2020 research and analysis process; consumers are
increasingly demanding and calculated, they
11.500$ expected consumption expenditure per capita
spend less, rarely, they are always looking for
in Eastern Europe in 2020
promotions or special offers, and pay more
attention to the price vs. value ratio.
* Source: Euromonitor
Total consumption expenditure structure, on destinations, 2011 3rd quarter
Source: National Institute of Statistics
Education - 0,4%
Hotels, cafés Food and
& restaurants - 1,0% soft drinks - 40,8%
Furniture, household equipment
& maintenance - 4,2%
Other products
& services - 4,2%
Healthcare - 4,8% Household, water, electricity,
gas & other fuels - 15,1%
Communication - 4,9%
Alcoholic drinks,
tobacco - 7,8%
Apparel - 5,1%
Entertainment & culture - 5,5% Transport - 6,2 %

3. Focus
on efficiency
Innovation is the main differentiation source on the
Supply
retail market. But what can be innovated in a market
routes
optimization crowded with competitive products?
For over 10 years, Charisma Retail has permanently
raised standards of customer loyalty, logistics, inventory
Inventory management, customer buying experience and
minimization
innovation for many retailers.
Improved
buying
experience
Performances
split on areas,
items, suppliers
Supply in sync
with consumption
rate
Customer
loyalty
Highlight
relevant
types of products
Challenges
Innovation
for retailers
formats
through new
Legislative changes in trade;
û
Increased costs;
û
Differentiation
û competition;
Fierce
û visits to retailers;
Fewer
Declining demand due to lower purchasing power;
û
û macroeconomic uncertainty;
High
Difficult access to finance.
û

4. Food & beverage Retail Fashion Retail
Faced with a declining real value of their incomes, The local apparel market has the highest potential for
consumers have turned to purchasing only food and basic development in Central Europe given that Romania
products. Food retailers have turned crisis into a real contributes to 12% sales in the region. Romanians spend,
opportunity by aggressively promoting the private labels, on average, 4% of their budgets on such items, while
strategic repositioning on lower sales locations, expansion expenses per capita are expected to reach 103 euro in
of their store networks and multiplying discounter type 2013, compared to 73 euro in 2010.
units. Traditional food and kiosk stores dominate local trade
Charisma solutions for fashion provide support in trading
with 74,000 units, while modern retail (cash&carry,
numerous and diversified fashion brands. CRM or portal
hypermarkets, supermarkets and discount stores) has
features insure customer loyalty, high performance of on-
already reached almost 900 locations.
line campaigns and a unique buying experience.
Charisma solutions for food & beverage are optimized to
automate the storage, on-the-shelf promotions, compliance
with warranty terms and product lifecycle from producer to
consumer, as well as stocks and inventory management; in
addition, the solution includes advanced e-commerce
features and customer loyalty programs.
Pharma Retail Electro IT Retail
Pharma retail market is dominated by big chains of Electro-IT retail market reached 1.1 billion euro in 2011,
pharmacies; given that, it is increasingly difficult for with an increase of 11% compared to last year. High growth
independent pharmacies to stay afloat. Drug retail rates were recorded by small appliances, photo and
represents nearly 95% of of the pharmaceuticals market, telecom products, while large electronics and office
with a moderate growth of 7% in 2011. On segments, in equipment sales have increased for the first time since
ROL, domestic growth rates were 8% for drugs given by 2008. The IT sector had an annual growth of 26% in 2011,
prescription in pharmacies (Rx) and 15% for those without while the telecom segment grew by 14%, mainly driven by
prescription (OTC). At the end of 2011, the total value of smart phones, which were sold in 2011 in a triple volume
drugs rose to 700 million euro. compared to the previous year.
Charisma solutions for the pharmaceutical sector ensure
that 80% of any pharmacy’s activity is managed by a single
computer. The reporting features are validated by CNAS
(National House of Insurance), and the system is designed
to reduce the sales time, eliminate operating FEFO losses,
increase workforce productivity and customer satisfaction
and loyalty.
4 5

5. Charisma Solutions
for Retail
En-detail sales to end customers are permanently subject to the pressure of buyer's preferences,
buying power decrease, fluctuant demand and compliance with new legal regulations, both local
and international. How can you increase your market share in such difficult conditions? Customer
retention, skills development, flexible trade policies, products or seasonal discounts campaigns,
supply costs minimization, appropriate quantities of items in stores, as well as transparency of the
entire retail activity can now be simplified and automated by tailored-retail solutions.
Charisma Retail is the most complex and popular
POS (Point of Sale) solution in Romania, especially
because of the flexibility in rapidly covering each
operational requirement of any point of sale. The
solution insures product sales optimization
through different payment methods (cash or/and
credit card/gift vouchers/value tickets by EFT
POS), and facilitates the management of all
specific documents and financial instruments
between stores and end consumers.
Financial and operational benefits
Reduces operational costs
The relevant information is centralized in a single data warehouse; thus, data mining
efforts are reduced significantly, as well as the operational costs. The solution provides
companies with a rapid return on investment, regardless of their business area (from
sports equipment stores to supermarkets), quick access to a top of products sold and
accurate decisions for the procurement process.
Increases sales
The solution plays a crucial role in increasing sales and profitability by quickly identifying
sales downtime and peaks, and by providing package offers and promotional products to
meet any preference and financial capability.
Increases customer loyalty
Charisma Retail supports customer loyalty through cards with bonus points, as well as
promotions, discounts or reduction of the sales time.

6. Advantages and features
n sales process:
Efficient installment and proforma sales invoice by
§Automatic product/ service selection according to installment;
code, name, barcode, batch; n uses and tracks different types of value
Defines,
§Configurable pricing policy (discounts for products, tickets from multiple providers, by their number
category of products and clients, promotional and nominal value;
packages); n
Generates sales invoice upon request, after already
§Elimination of “out of stock” situations and faulty issuing a fiscal receipt;
inventory management; n
Manages the inventory process by counting and
§Multiple payment methods: cash, tickets, card, scanning the items based on counting documents
vouchers; and optimizes stocks via inventory differences
§Direct sales invoice; protocols;
§Total or partial returns, compensation with n
Manages the reception process via requisition
products; invoices, provider notices, internal transfers, GRNs
§Secure transactions for collection and delivery; (goods received note);
§Operational sales closing, similar with cash register n product reservations based on proforma
Manages
closing; invoices;
n
Marketing advantages: n product selection by multiple criteria –
Ensures
§Loyalty programs - loyalty cards can be defined, barcodes, scanner, manual search by code, name,
issued, distributed and managed both in store or by batch, provider, stock logistics features;
e-mail; the loyalty cards grant the accumulation of n partial or total sales returns by
Manages
value points and help customers get future automatically generating the return documents:
customized discounts; payment order, customer return protocol, reversal
§Promotional campaigns via e-mail based on data sales invoice (if a sales invoice was issued);
filled in by customers at the retailer’s request;
§Efficient price management with the possibility to
set up and use discounts by product, product
category, customer, promotional package or rebate;
n with any cash register;
Interface
n
Increased ergonomics via Touch Screen Ready
technology; configurable and user-friendly
interface that enables both using the keyboard or
directly touching the screen;
n
Advantageous use of composite products; it
automatically suggests the entire kit in case of
separate sale of basic items; possibility to track the
sales by kit or basic items;
nmonitoring by item or composite-package
Stock
product (kit);
n payment methods - cash, card and value
Various
tickets, as well as easy selection of documents to be
issued: fiscal receipt, fiscal receipt and sales invoice,
sales invoice, proforma invoice, sales invoice by
6 7

7. n
Customized document printing - sales invoice, §Cumulated sales report - sales cumulated by each
internal notice, fiscal receipts; site and at the top level in the item hierarchy;
n
Automatic generation of documents related to §Inventory reports: Inventory report with sales price
product compensation; - the inventory value at the list price;
n and fast access to the Cash Register in each
Secure §Sales vs. inventory by site report - quantity
point of sale; inventory and sales by site at a certain date, where
n
Reporting and daily sales closing, similar to cash the sales are shown from the point of view of
register operations; access to an overview of cash quantity;
registers grouped by day, site and cash register; n on tracking and reimbursement of value
Reports
n
Designed for large retail chains thanks to its multi- tickets – provider, number of tickets, amount;
store capacity, real-time integration with Charisma n on loyalty cards – cards issued within the
Reports
ERP, data accuracy, security, consistency and business unit, granted discounts;
management control; n / off-line work environment – the
On-line
n
Real time reports: application is permanently connected to the central
§Sales reports – Daily inventory report, Daily sales database and, in special cases of lost connection it
record, Monthly sales record, Analytical sales becomes off-line, ensuring the continuation of the
ledger; selling process;
§ Report – the sales performed with detail sales
Z n technical infrastructure – the product uses
Latest
fiscal receipt, document by document, grouped by .NET Framework 3.5 technology, "ClickOnce" easy
currency and payment type (cash, credit card, value installation features, "BriefCase" model in case of
tickets); off-line activity and provides 24/7 availability,
§ Report - multi-VAT - the sales performed with
Z ensuring the highest performance among other
sales fiscal receipt; solutions on the market;
§Daily sales record - all the fiscal receipts paid with n
High security due to configurable access rights at
cash and cash receipts; user level or user group; remote access enabled.
§Item sales report - customer name and sales
document date, quantity on the document line,
price, amount without VAT and amount with VAT in
RON;
§Sales by item hierarchy report – quantity and
quality sales (with VAT) for each node in the item
hierarchy;
§Sales per hour report - sales grouped by site for
each interval in the 8-24 hours interval;
§Sales by customer report - list of sales performed
with the following sales documents: sales invoice,
reversal sales invoice, export invoice, fixed asset
sales invoice, foreign currency sales invoice, sales
shipping notice, customer return shipping notice,
reversal shipping notice, fixed asset shipping notice;
§Sales by site report - sales cumulated by site, item
and sales price;

8. Solutions & benefits
TotalSoft has developed with passion, for over 10 years, a wide range of
powerful, robust solutions covering the needs of the largest national and
multinational retailers in Romania. In 2011, TotalSoft carefully selected the most
useful features and included them in a single package of seamlessly integrated
modules, known as Charisma Solutions for Retail.
Charisma Solutions for Retail is an end-to-end, multi-currency, multi-language,
multi-site solution, covering both front-office and back-office operations, and
providing a full picture of the business for the entire store network. Charisma
Solutions for Retail provides specific solutions for clothing, electronics and home
appliances, pharmaceutical or food retailers.
In addition, over 100 consultants, business analysts, developers, implementers
and technical support specialists are ready to adjust Charisma Solutions for
Retail to meet the most demanding needs of any retailer and ensure a unique
user experience on the Romanian business software solutions market.
Integrated Retail Solution
Retail
Business
Applications ERP HR
Inventory HCM Core
CRM Cost Control Management Sales Accounting
(HR, Payroll, ITM, D112, Reports, Occupational Medicine)
Asset Access
Document Purchasing Treasury HCM Portal
Self-Service Management Timesheet
Management
Foreign Talent
Cash Flow My Tasks Budgets
Trade Management
Online
Commerce Intranet Budget Mobile HR Document
(eShop) Alerter Management
Management Cell Monitor
Charisma Analyzer
8 9

9. Charisma Mobile Charisma HCM
Cell Monitor How do you improve your clients’ first contact with the
company?
First impressions matter most, and employees are those
Did you know that sales can be increased by using
who contribute decisively to the customer’s buying
mobile technology, which provides a faster circulation of
experience. Charisma HCM offers a range of tools that
information?
are intended solely to increase labor quality through
TotalSoft helps your business gain mobility and secure training and specialization programs, performance
access to all internal processes - anywhere, anytime. evaluation, compensation and benefits policies based on
individual results - all suited to the Romanian legislation.
Successful retailers have begun to understand the power
of mobile technology – so they use mobile devices such Charisma HCM successfully deals with complex
as iPads, to communicate more effectively with business problems faced by retailers: difficulty in managing high
partners. Thus, retailers can inform in time all parties employees' turnover, high volume of employee
about the company’s performance and operational documents, accuracy of timekeeping data and their
indicators and can better plan their business activities. integration in bonus and payroll schemes, lack of reports
providing a dynamic perspective on the company’s
Charisma Cell Monitor provides a graphical, intuitive and development (active employees, absenteeism rates,
updated overview of your company. forecast scenarios and impact on wages budget),
difficulty in managing requests from employees (leaves,
certificates, employment or change of position),
management or external partners (suppliers,
distributors), lack of coordination between employee
development programs and performance evaluations
(talent management).
Charisma HCM helps HR departments become the main
guarantor of employee performance.

10. Charisma Analyzer Charisma ERP
How well do you know your company’s everyday Have you ever lost track of customer orders or lacked
activity? How easy do you get a report on product sales relevant information for their proper management?
per hour, day or season, so as to plan accurately the
Once an order is placed, it starts a long journey in the
stocks?
company, which may cause either delays or losses.
Particular attention should be given to “intelligent” Nobody knows exactly the order’s status because, for
software products, especially in case of merchandise instance, the finance department has no access to the
(merchandise planning, assortment, size, space, price, information of the warehouse department to see if the
promotion, optimization and reduction), information order has already been delivered.
about customers (marketing automation, optimization of
TotalSoft provides all features necessary for a store or
marketing and market analysis), operational information
network of stores, through a powerful and complex cash
(portfolio management, labor optimization) or
flow monitoring solution. This tool may inspire your
competition.
company to view trade from another perspective.
There are many factors that have led retailers to adopt
Charisma ERP offers customized retail components to
"intelligent" software solutions: maintaining profitability
meet specific requirements of any retail organization in
indicators under difficult economic times, increased use
an efficient and optimized manner. The basic package
of credit cards, and the impact of the internet as an
includes 10 different modules, adapted to critical
alternate sales channel or the popularity of loyalty cards.
processes in the retail industry: Accounting, Sales,
These factors have created a wealth of information that
Foreign Trade, Cash Flow, Purchasing, Treasury, Budget
most retailers are increasingly using.
Management, Inventory Management, Asset
Charisma Analyzer provides a complete set of analysis Management and My Tasks.
tools that enable the access, use and sharing of
information in an efficient manner, which will
significantly improve business performance and
maximize profits.
10 11

11. Charisma Charisma Document
Self-Service Management
Every month retailers pay thousands of Euros to call Did you know that sales increase also due to processes
centers so as to provide clients with information on past and flows properly integrated and connected within the
invoices or promotional offers; they also invest in company?
printing large piles of documents required periodically.
These ones favor efficient monitoring of internal
Profit maximization can be reached with transparency
documents. Moreover, behind each and every
and loyal partners such as customers, suppliers,
purchasing invoice many pieces of printed or electronic
distributors or employees. Thus, a self-care partner
information lay, which in turn must be managed for
platform becomes mandatory.
efficiency.
Charisma SelfService is a fast and efficient
All these aspects can be easily streamlined with
communication platform between the retailer and its
Charisma Document Management. The result will be a
business partners, customers or suppliers. The solution
highly effective information procedure that will
reduces operational costs through a web platform which
automate employee processes and improve the
provides back-office information (invoice status,
response time to customers, suppliers and auditors.
payments, returns) and on-line payment methods,
notifications via e-mail or SMS, or fast printing of Most retail documentation regulates the relationships
documents of interest. with the suppliers and possibly customer contracts or
order documents. Thus, the access of different
departments to available and timely information is
essential in order to allow real time order placement and
to maintain customer satisfaction. In the retail industry,
perhaps more than in any other industry, retaining
existing customers is much more important than
maintaining profits.
Charisma CRM Charisma eShop
How do you build a unique buying experience for your Two main components are critical to boosting sales -
customer? speed and quality. Speed is the most important attribute
of online retailers - be it intuitive site navigation, quick
Most retailers spend their budgets to attract new
identification of products by various display filters,
customers instead of focusing on maintaining existing
buying process simplicity, fast delivery and order status.
ones.
The quality of the Customer support services is essential
An adequate CRM solution is able to maximize the to any business’s success.
customer lifetime cycle by turning them loyal to a certain
Within Charisma eShop, customers can place different
product or service. Charisma CRM was developed based
types of orders, and the administrator can add new
on MS Dynamics platform and designed to support any
products or services. The solution allows selling products
customer loyalty strategy.
and services based on loyalty points, and provides
Charisma CRM addresses retail specific requirements, advanced search features, display filters, in-stock
covers various formats, communication channels and notifications, list of most purchased products or
multiple unique relations – all daily activities of any products recently viewed – the information is displayed
retailer. in a professional manner, adapted to each retailer’s
requirements.

12. Charisma
Cost Control Charisma Intranet
Operational costs’ control is one of the largest challenges Do you want your employees to be aware of all
that a retailer has to face. Charisma Cost Control promotions in progress? Would you like them to receive
reduces the financial risk by controlling the expense information in time so as to deal quickly with customer
budgets, especially when sales volume increases and inquiries?
expense approval flows are difficult to track.
Any company, regardless of its type or size, needs a
The solution monitors the procurement process (RFP, single and structured communication platform between
RFQ, bids), streamlines the bidding process and employees, so as to provide a common knowledge base
improves the company’s opportunities’ capitalization. In for the entire organization.
addition, Charisma Cost Control ensures the
TotalSoft addresses these needs with Charisma Intranet.
management of the suppliers’ payment approval
Charisma Intranet helps your employees stay updated
processes, as well as the history of contractual
with the latest information about products and services,
relationships with business partners.
promotions in progress or legislative changes; the
Charisma Cost Control helps you standardize and solution ensures thus a much more productive and
centralize acquisition needs between departments, efficient working environment.
keeping under control the entire process.
Use Charisma Intranet to connect all employees,
whether they are at the company’s HQ or on the field.
Use it to improve communication within the
organization and distribute all the information necessary
for your business to prosper.
Charisma Solutions for Retail is ranked in top
Charisma Solutions for 5 European solutions by IT Europe forum,
Retail is an end-to- which examines and awards the most
end, multi-language, important software development companies
multi-currency and across Europe.
multi-site solution,
which covers both
back and front-office
operations.
12 13

13. We are recommended by…
90 highly qualified specialists are dedicated to 400 companies recommend TotalSoft’s solutions and
developing, testing, implementing and post professionalism:
implementing our specific solutions for the retail n our clients are highly satisfied with
24% of
industry: TotalSoft’s solutions and would recommend us to
n The average 5+ year experience in TotalSoft others;
guarantees the unique business expertise of our n85% of our clients’ feedback is positive.
Over
consultants;
n The 24/7 customer support and communication TotalSoft is the largest ERP solution provider in
channels ensure us an unparalleled response time Romania according to the market research & analysis
on the Romanian market; company, PAC, in 2010 and 2011:
n The flexible platform, modular architecture and n growth rate in the ERP segment in
Highest
AdaptiveTM proprietary technology, which allows Romania;
a rapid coverage of any type of development n 1st place on the local market in terms of turnover;
needs. n the 5 most profitable Romanian IT
One of
companies, according to the Ministry of Finance;
n500 clients using Charisma generate 25% of
Over
Romania’s GDP.
32.9% of TotalSoft’s turnover in
2011 was generated by the retail
industry.
Over 2,400 stores, national and
multinational companies use Charisma
solutions for Retail. Agroalim, Carrefour,
10 years of
Caroli, Arsis or Germanos are just a few of
experience in them.
retail solutions stand
as guarantee for fast
implementations, no
business interruptions,
rigorously checked
methodology in
national and
multinational
companies.

14. References
COSMOTE & GERMANOS SOLMAR TRADING
TELECOM (Mango, Desigual, Parfois, Karen
Millen, Max Mara Weekend,
„Cosmote and Germanos Romania Marina Rinaldi)
implemented Charisma in 2004 –
the benefits of our choice were “We were looking for a system
immediately visible. We obtained a validated by the retail market,
centralized database for all stores capable to support the
and the stock and retail development of a multinational
management efforts were group such as Solmar Trading.
streamlined; thus, we were able to With the implementation of
focus more on sales. Obviously, all Charisma we achieved more
these improvements led to an objectives at once: we integrated
overall increase of the operational in a unique system the activity of
efficiency. When we transferred our 6 brands, we managed to
the financial accounting configure interfaces for each brand
operations to the group solution, according to the promotion
we decided to keep Charisma in all policies of the group and obtained
COSMOTE and Germanos shops, an automated stock management.
being confident that it was the Charisma gained our trust due to
best software solution for our its rapidity and flexibility to adapt
retail activity.” to our needs.”
Grațian Vlad Luiza Bechnak
Retail Chain IT Manager General Manager
ARSIS TRADING
"Before implementing Charisma, if
I asked for a report at 14.00 I
would receive it at 17.00; now, I
receive it at 14.02 and the
information is much clearer and
reliable.”
Liviu Mirea
Sales Director
14 15

15. CARREFOUR ROMANIA FARMACIILE DONA
"We believe we have achieved our “We are opening new pharmacies
target, i.e. having a unique online each week and the number of
database for all our stores, employees is continuously
containing all the information increasing. Our HR department is
required for human resources, due to constantly manage its
payroll and timesheet operations. activities efficiently and in less
As a major benefit, we have to time. Charisma plays a crucial role
mention the possibility to in this respect.”
continuously develop and adapt
the application to our specific Maria Comşa
needs." HR Manager
Ana Dumitru
HR Manager
MEGA Image PET PRODUCT (Animax)
“Charisma HCM is a software “We had to either update our
solution developed by people for software or search for a solution
people. I believe the technical able to provide the features
support and teamwork invested by required by the business. We chose
TotalSoft in this project, add great the latter option. Charisma ERP
value to the system and enhance was seen in the last moment – at
its performance” that time, we already knew what
facilities a true ERP solution should
Gianina Maria Nița provide for our needs. What
Payroll & Personnel Manager. convinced us? During the solution
presentation we began sentences
and TotalSoft team completed
them – this was the chemistry
necessary for a successful
relationship. Charisma assures us
that we have a strong and capable
software solution to support our
growth.”
Cristian Pop
Director General

16. © TotalSoft 2012
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