7th GIA Conference: How To Achieve World Class Market ... · • Business intelligence • Market insight • Economy • Sales • Business analysis • Marketing • Strategy and

GIA is a strategic market intelligence and advisory group www.globalintelligence.com • www.intelligenceplaza.com

Driven by global challenges, competition and customer demands, business models are undergoing significant changes. Maintaining a competitive edge will require sharper, more comprehensive and proactive, forward thinking intelligence, so you are equipped to detect and act on critical market signals.

The GIA Conference is a premium event geared toward professionals responsible for developing and operating Market and Competitive Intelligence programs, as well as functional decision makers in strategy, business development, and sales and marketing.

GIA Conferences inspire thinking and help you develop your Market Intelligence program to World Class levels. The program always stimulates dialogue and knowledge sharing through an excellent balance of:

• Thought-provoking presentations

• Lively roundtable sessions

• High energy interaction

• Challenging panel discussions

Past attendees appreciate the quality of the best practices shared and have been inspired by the discussions led by guest speakers from leading global companies. Join us and meet strategic Market Intelligence leaders, practitioners and international business professionals from various industries - providing you with unique opportunities to make new contacts.

7th GIA Conference: How To Achieve World Class Market IntelligencePROVEN SUCCESS FACTORS, COMPANY CASES, EXCLUSIVE NETWORKING.

A three-day event for professionals on the key success factors of Market and Competitive Intelligence.

May 13-15, 2013 Intercontinental Hotel Düsseldorf, Germany

Why this Intelligence Conference

Practical Insights

Knowledge exchange

Actionable take-aways

NO VENDORS or SALES

100% recommended by previous participants

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Content Highlights1. Three full days packed with presentations, panel discussions, interactive

roundtable sessions and networking opportunities – choose the topic or session that best suits you.

2. The latest and hottest topics:

• Future of intelligence: How intelligence is evolving and the influence on the six Key Success Factors.

• Management and leadership skills: What is needed for optimal engagement with key stakeholders and top executives.

• Social media and intelligence: How to review netnographics, how to use it, what are the benefits?

• Competitor analysis: New ways to conduct competitor analysis and anticipate competitive moves.

• ROI of intelligence: More important than ever before. Can we calculate it? How?

• Customer intelligence: How to get more insight.

• Free consultancy session: A 20-minute complimentary consultancy on a particular intelligence question. (Booking required)

• Networking: Dinner networking cruise on the river Rhine.

3. Many practical case studies on how to optimize intelligence; from the “do’s & don’ts” and the “tips & tricks” to new intelligence models and methodologies. Best practices will be shared by presenters and facilitators from leading global companies, including Dr. Reinhardt Schink, Head of Market Analysis and Strategy from Allianz, Eric Van Zele, president and CEO from Barco NV, Luc Rooms, Head of Market Analysis and Management Reporting at Belgacom, Bettina Schmidt-Smylla, Vice President and Global Head Business Development and Market Intelligence from Bühler, Simon Edward, Director of Market Development & Insights from IBM Europe, Daniel Cho, Marketing Director from Philips Healthcare, Annelies Verhaege, Head of Research Innovation from Insites, and many more.

4. Extra! Participants will also get to view the results of the 2013 Global Market Intelligence Survey, where over 1,500 professionals were asked about their intelligence activities in a global benchmarking assessment.

5. Complimentary six-month access to Intelligence Best Practices Online, an exclusive community and knowledge resource for market intelligence professionals.

6. Best of all, there will be no exhibition area or vendor/sponsor product presentations.

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Proven Quality 100% of the Time

All previous six GIA Conferences have scored an overall average of 4.7 / 5. 100% of our European attendees recommend GIA Conferences to colleagues.

“I can highly recommend the GIA conferences. Not only do they provide great ideas that you can implement in developing your intelligence program, but they also bring together practitioners and decision makers in an intimate setting with no commercial agenda.”

Leela Maher, Director, MI at Johnson Controls Power Solution

“I’m a big fan! I feel like I get a lot out of them. One of the best parts of the GIA conferences is being able to learn about different techniques, different solutions that other MI practitioners have applied to common issues that you will find all over the place and being able to bring back concrete ideas and things you would really like to implement when you get back to the office.”

Phil Britton, Senior Manager, Competitive Intelligence, Best Buy

“This is the first time that I have joined the GIA conference, but probably not the last time! It was fantastic for me, it was a great experience. They have a perspective on different industries. You’re meeting with peers from other industries and you can share best practices and that’s the big advantage for me or the big benefit from this conference…”

Henning Heinrich, VP MI, Deutsche Telekom / T-systems




Exchange of Knowledge, Insights, Experiences and Ideas

Who Should Participate? The conference is a must-attend for all VP’s, senior directors, directors, managers, analysts and executives who are active in the areas of:

• Market intelligence

• Competitive intelligence

• Customer intelligence

• Business intelligence

• Market insight

• Economy

• Sales

• Business analysis

• Marketing

• Strategy and Planning

• Business development

• Knowledge management

• Trend analysis

• Modelling

This is an event for you if you need to understand your

market, competition, customers, trends, opportunities and risks.

The Conference promises a thought provoking and hands-on approach to the sharing of best practices pertaining to the six Key Success Factors of Market Intelligence (MI).

• Scope: How to add a future-centric focus to your Intelligence program and ensure holistic market coverage.

• Process: How to integrate your Market Intelligence into key decision points and business processes.

• Deliverables: How to manage your portfolio of deliverables. Includes practical examples of high impact deliverables.

• Tools: How to utilize various tools to activate your internal intelligence networks and facilitate a two-way information flow.

• Organization: How to establish a Market Intelligence network that makes a real difference to your MI program. How to develop the consultative skills of your intelligence team. How to be transformed from an information hub into a strategic advisor.

• Culture: How to build an intelligence sharing culture that supports two-way communication. How to brand and promote Market Intelligence internally.

NEW: 20-minute free consultancy sessionDo you have intelligence questions like:

• How can I engage my stakeholders better?

• How do I improve our strategic market sizing or market entry studies and recommendations?

• Which method should I use to set the right priorities for my organization?

• How do I gather better feedback on my deliverables?

• Which MI tools should I use? And what should I monitor?

• How do I design a heat-map or a battle card?

• Is co-creation the right path for me? What other choices do I have?

Here is the answer: Book a consultancy session with one of our senior consultants to discuss one pressing intelligence issue. Sessions will be held after the presentations on May 14, 2013. Reservations are on a first come first serve basis as spaces are limited.

Exchange of Knowledge, Insights, Experiences and Ideas




Conference FeesPre-Conference Workshops , May 13: EUR 945 / USD 1,270 (+ applicable taxes)

Conference Days 1-2 , May 14-15: EUR 1,895 / USD 2,550 (+ applicable taxes)

Workshops + Conference Days 1-2 , May 13-15: EUR 2,495 / USD 3,360 (+ applicable taxes)

Cancellation Policy Confirmed registrations may be cancelled without penalty if written cancellation requests are received on or before April 12, 2013. 50% of the Conference fee is payable for cancellations after April 12, 2013, but registrants will retain access to the Intelligence Best Practices Online tool containing Conference materials for six months from May 15 to November 15, 2013. No refunds will be issued (and full conference fee is payable) on cancellation requests received after May 1, 2013, and access to the IBP Online tool will be retained until November 15, 2013.

Note - All registrations are subject to acceptance by GIA.

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Register online through the GIA website.

For further information and advice on track choices, please contact [email protected] or call +32 472 700 117

PRE-CONFERENCE WORKSHOPS, MAY 138.00 – 9.30 Registration

9.30 – 11.00 Workshop: Part 1 (Simultaneous Sessions for all Tracks)

• Track 1: How to Start a World Class Intelligence Program

• Track 2: Benchmark and Take Your Market Intelligence Program to the Next Level

• Track 3: Acquire Market Sizing and Forecasting Best Practices

• Track 4: Perfect Your Consultative Skills

• Track 5: Excel at Your Deliverables and Presentations

11.00 – 11.30 Refreshments & Networking Break

11.30 – 13.00 Workshop: Part 2

13.00 – 14.00 Networking Lunch




17.30 – 18.30 Opening Reception (Cocktails & Hors d’oeuvres) Non-Workshop attendees are welcome to attend.

CONFERENCE DAY 1, MAY 148.00 – 9.00 Registration

9.00 – 9.15 Welcome and Opening (Maria van der Veer and Hans Hedin, GIA)

9.15 – 10.00 Intelligence for the CEO: A CEO’s perspective (Eric Van Zele, Barco NV)

10.00 – 10.30 Worldwide Benchmarks: 2013 Global Market Intelligence Survey results (Joost Drieman, GIA)


11.00 – 11.45 Customer Intelligence: Make it World Class (Florence Guesnet, Heineken International)

11.45 – 12.30 More with Less: Optimize and expand your Intelligence for greater impact (Daniel Cho, Philips Healthcare & Daniel Canter, Philips, Global Business & Market Intelligence)

12.30 – 13.30 Networking Lunch

13.30 – 14.45 Interactive Panel Discussion: World Class Management and Leadership, with:

• Florence Guesnet, Heineken International

• Troy Pfeffer, Cintas Corporation


15.15 – 16.00 Grow in Slow Markets: How to increase your share of established markets through intelligence (Dr. Reinhardt Schink, Allianz)

16.00 – 16.45 Maximum Mental Capacity: Training your memory skills (Dr. Martti Vannas)

17.00 – 18.00 Consultancy sessions

18.30 – 22.00 Dinner Cruise & Networking Event

CONFERENCE DAY 2, MAY 158.00 – 9.00 Registration

9.00 – 9.45 Intelligence for strategic decision making (Erick Martinez, Associated British Agri-culture)

9.45 – 10.30 Current and future challenges in market intelligence at Bosch Power Tools (Bernhard Bruhn & Dr. Marc Jost-Benz, Bosch Power Tools)


11.00 – 12.00 Interactive Roundtable Sessions: Round 1• Track 1: Social Media: The impact, how

to cope with it, how to use it for better insights

• Track 2: Megatrends: How to use megatrends to provide strategic impact

• Track 3: Competitive Intelligence: How to understand the competition and anticipate competitive moves

• Track 4: Customer Insights: How to obtain and use insights on behaviour, satisfaction, and opportunities

• Track 5: Intelligence Tools: What is the future

• Track 6: Co-creation: How to foster intelligence sharing and work with virtual teams

12.00 - 13.00 Networking Lunch

13.00 – 14.00 Interactive Roundtable Sessions: Round 2• Same tracks as in round 1


14.15 – 15.00 Generating more aftersales business through intelligence (Bettina Ringsdorf, BMW AG)

15.00 – 16.15 ROI, interactive forum on measuring returns on intelligence

16.15 – 16.30 Closing Remarks (Hans Hedin, GIA)

https://www.globalintelligence.com/conferences/gia-conference-dusseldorf-may-13-15-2013/online-registration/

mailto:[email protected]




Düsseldorf – Cosmopolitan City

Düsseldorf on the banks of the Rhine is the capital city of North Rhine-Westphalia, Germany’s most populous state. Recognised for its high quality of life (ranking sixth worldwide, Mercer 2012), the city scores with excellent infrastructure, modern architecture, tradition and cultural attractions of international distinction. The tolerance and cosmopolitan nature of the city are evidenced in great friendliness towards tourists (ranking second in the “Most Tourist-Friendly City in Germany 2010” study). With close to four million booked accommodations and countless millions of day visitors Düsseldorf is a popular city break destination in Germany all year round. That the city holds much attraction is also seen in the growing population figures over the last few years, currently standing at over 590,000. The gateway to the city for many tourists and business travellers is Düsseldorf International Airport at only ten minutes from the city centre.

Old TownNowhere else in the state capital of North Rhine-Westphalia can you be so close to the heart of the city within less than half a square kilometre away and located between the Rhine and Heinrich-Heine-Allee. You can’t ignore the Old Town if you want a night out in Düsseldorf. Enjoy a typical “Alt” beer in one of the many traditional breweries. Counting around 260 bars and pubs, there’s good reason why the Altstadt (Old Town) is called “the longest bar in the world”. Funky lounges in Düsseldorf’s trendy districts, attest as much to the diversity of nightlife as do the spectacular clubs in the stylish MedienHafen and on the famous Königsallee.

MediaHabour (Rhinetower)The MediaHarbour is certainly a highlight of Düsseldorf’s architectural scene. Formerly a trading and industrial transhipment area, with its symbiosis of tradition and the modern, today it inspires international architecture enthusiasts.

Gardens and parks Hardly any other major city is as green as Düsseldorf. The successful green-area concept and the residents’ great commitment have borne fruit. Düsseldorf has received national and European awards for its beautifully designed parks.

© Düsseldorf Marketing und Tourismus GmbH

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8.30 - 9.30 Registration

9.30 - 17.30 Track 1: How to Start a World Class Intelligence Program: A Step-By-Step Approach for Rapid Deployment (Troy Pfeffer, Cintas Corp. and Jouko Virtanen, GIA)

9.30 - 17.30 Track 2: Benchmark and Take Your Market Intelligence Program to the Next Level: Learn Best Practices from Experienced Peers and Design a Market Intelligence Development Road Map as a Result (Ubald Kragten, Royal DSM and Markko Vaarnas, GIA)

9.30 - 17.30 Track 3: Acquire Market Sizing and Forecasting Best Practices: Learn to Understand Methods and Processes for Market Sizing and Forecasting Through Practical Examples (Aleksi Grym, GIA)

9.30 - 17.30 Track 4: Perfect Your Consultative Skills: A Practical Workshop to Develop Your Consultative Skills and Become a Trusted Business Advisor (Simon Edward, IBM Europe and Hans Hedin, GIA)

9.30 - 17.30 Track 5: Excel at Your Deliverables and Presentations: A Practical Master Class to Improve Delivery of Intelligence (Luc Rooms, Belgacom and Joost Drieman, GIA)

17.30 - 18.30 Opening Reception (Cocktails & Hors d’oeuvres) Non-Workshop attendees are welcome to attend.


Track 1: How to Start a World Class Intelligence Program: A Step-By-Step Approach for Rapid Deployment

Facilitators: Troy Pfeffer, Competitive Intelligence Director at Cintas Corp., and Jouko Virtanen, President, Americas at Global Intelligence Alliance

Have you been tasked with setting up an intelligence program or revamping an existing one? Are you wondering where to start and what steps to follow? Or have you already started, and are looking to benchmark your progress against case examples and best practices? Looking for frameworks and templates to draft an action oriented set-up plan?

1. Add structure to your intelligence program set-up process.

2. Learn to utilize GIA’s World Class Market Intelligence Road Map, through hands-on case examples.

3. Learn to identify and quantify the benefits of the intelligence program as you move forward.

4. Make ambitious plans for your intelligence program: Take pragmatic steps initially, and set long-term goals to become a World Class Market Intelligence organization.

5. Walk away with practical next steps to build/enhance your intelligence program.

This one-day workshop presents GIA’s Road Map for setting up an intelligence system from the ground up through numerous hands-on case examples:

• Conducting a needs analysis and setting the scope of the intelligence activity

• Planning and designing the intelligence process

• Activating the organization

• Defining deliverables

• Implementing tools and techniques

• Marketing the newly established intelligence program to internal user groups

The participants will also learn how to use the World Class Market Intelligence Road Map from the very beginning in order to set initial targets when launching the intelligence

Pre-Conference Workshops, May 13

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What participants say about the previous pre-conference workshops:

• “Excellent workshop with very knowledgeable and engaging speakers. A lot of key takeaways for our organization!“

• “Great facilitations! Very informative. So far, I’ve been very impressed with all aspects of the conference.”

• “This was great. Most engaging session I’ve been to at any conference. Lots of take-aways.”

• “Great best practices information. I appreciated the ’no sales pitch’ approach.”

• “Great information, really enjoyed specific examples of how companies are applying information. Lots of great info. Thanks!”

• “It was very useful to see the handouts / templates and I also benefitted from the practical / real-life experiences discussed.”

• “Very well paced. I appreciate how engaged everyone was.”

• “The session was very informative and useful for my own career.”




program. Later on, the Road Map will serve as a tool for measuring progress in taking the intelligence program to optimal levels. Practical examples will be given on how to manage each stage of implementing an intelligence program. The workshop targets participants who are setting up new Market Intelligence programs, and participants in the early stages of deploying Market Intelligence programs.

Previous feedback on this workshop: This workshop has been very popular among companies in the early stages of setting up a systematic intelligence function. The very latest score for this workshop in North America from October 2012 is 4.8 on a scale of 0-5, with the majority of participants rating the session as “very good” which is the highest possible score. Participants especially appreciated the pragmatic case examples, templates and frameworks provided, and that they could leave with clear implementation strategies and structured plans.

Agenda for the Day

9.30 - 11.00 Part 1: World Class Market Intelligence

• Introductions

• World Class Market Intelligence Road Map and the key success factors

• Learning what World Class Market Intelligence is all about and what the key success factors are when setting up a World Class Market Intelligence Program

11.30 - 13.00 Part 2: Intelligence Benchmark Audit and Intelligence Strategy Fundamentals

• Introduction to Intelligence Audits

• Defining the current status and ambition level of your company’s Market Intelligence program

• Introduction to Intelligence Needs Analysis

• Setting goals for the Market Intelligence Program


14.00 – 15.30 Part 3: Identifying the Development Needs for Market Intelligence

• How to get the ”first big win(s) ”– from real-life experiences

• Intelligence Product approach to materialize deliverables of the Market Intelligence Program

• Identifying the key development areas in order to bring Market Intelligence to the targeted level

16.00 – 17.30 Part 4: Designing an Action Plan for Rapid Deployment of the MI Program

• Introduction of MI development Road Map framework

• Designing a concrete action plan for setting up World Class Market Intelligence and accomplishing the first big

• Designing a long-term Road Map – experiences from real life

• Individual design of a MI development Road Map with concrete action points

• Summary and conclusions

17.30 Opening Reception

Cocktails & Hors d’oeuvres – Non-Workshop attendees are welcome to attend.

Track 2: Benchmark and Take Your Market Intelligence Program to the Next Level: Learn Best Practices from Experienced Peers and Design an Market Intelligence Development Road-Map as a Result

Facilitators: Ubald Kragten, Manager Business Intelligence at Royal DSM, and Markko Vaarnas, CEO at Global Intelligence Alliance

As a successful intelligence program develops, building a positive “intelligence culture” becomes important. This requires the MI practitioner to seek out real world examples for success versus standard textbook learning. Exchanging information with peers, benchmarking your own operations against best practices, and creatively exploring practices across industries together with other experienced intelligence leaders are some of the best methods to use to take your own intelligence program to the next level.

In this workshop, participants will:

• Learn what World Class Market Intelligence means and the associated success factors.

• Conduct a diagnostics survey on their own company’s Market Intelligence development status, and identify and prioritize related development gaps.

• Benchmark their own organization against best practices in taking the Market Intelligence program to the next level.

• Leverage the World Class Market Intelligence Road Map for concrete intelligence development efforts.

• Develop new ways to implement their intelligence toolkit.

The workshop targets accomplished intelligence professionals who can bring a wealth of experience in order for all to learn from each other.

Previous feedback on this workshop: This workshop has been very popular among companies with an established intelligence program. It has proven to be an excellent forum for these companies to learn best practices and really strive towards developing a World Class program. The very latest score for this workshop in North America from October 2012 is 5.0 on a scale of 0-5 with all participants rating the session “very good” which is the highest possible score. Participants especially appreciated the strong case examples and applicability of tips provided, as well as the interactive nature of the session, which encouraged the sharing of ideas and practices.

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Agenda for the Day

9.30 - 11.00 Part 1: World Class Market Intelligence & Assessment of the Current Status

• World Class Market Intelligence Road Map and related Key Success Factors

• World Class Market Intelligence at DSM

• Intelligence Audit by participants

11.30 - 13.00 Part 2: Best Practices in Taking Market Intelligence to the Next Level

• Taking Market Intelligence to the next level: DSM

• How to take Market Intelligence to the next level: Scope

• How to take Market Intelligence to the next level: Process

• How to take Market Intelligence to the next level: Deliverables


14.00 – 15.30 Part 3: Best Practices in Taking Market Intelligence to the Next Level

• How to take Market Intelligence to the next level: Tools

• How to take Market Intelligence to the next level: Organization

• How to take Market Intelligence to the next level: Culture


16.00 – 17.30 Part 4: Identifying Development Needs and Designing a Road-Map for Market Intelligence Development

• Identifying and prioritizing development areas

• Identifying the development needs and key actions for Market Intelligence

• Designing a Market Intelligence development Road Map




Track 3: Acquire Market Sizing and Forecasting Best Practices: Learn to Understand Methods and Processes for Market Sizing and Forecasting Through Practical Examples

Facilitator: Aleksi Grym, Vice President UK at Global Intelligence Alliance

Are you involved in estimating market share and market sizing? Is market sizing a challenge for your company? Are you looking to understand the methods and see practical examples of segmentation and market size analysis? How do you apply market size information? This one-day hands-on workshop takes a deep-dive into understanding market sizing, whether looking at a particular geography, segment, product area, or channel.

Focus areas include:

• Market segmentation as the foundation of market sizing

• Market size and share analysis: theory, process and examples

• Forecasting

• Applying the methods in practice

This workshop consists of presentations, group discussion, and practical examples. It is targeted toward those who conduct market sizing and market share analysis, and individuals developing frameworks and methods for market sizing and market share analysis in their organizations.

This popular market sizing workshop was developed due to a significant need by market and competitive intelligence professionals as well as market research departments across various industries. Companies need methods, best practices and examples on how to conduct market sizing for existing, or completely new business lines, products or geographies. There has been minimal education available in the Market Intelligence industry - which is why this workshop will expand upon market sizing, market share analysis and forecasting.

Previous feedback on this workshop: This workshop has received excellent feedback previously. At the GIA Conference Toronto 2012, this workshop scored 4.5 on a scale of 0-5. Workshop participant feedback from Toronto conference: “Thanks for addressing this topic – it has been difficult to find relevant and high quality training on this!”

Agenda for the Day

9.30 - 11.00 Part 1: Market Sizing: Fundamentals

• introductions and brief discussion on participants’ expectations.

• Frameworks and methodologies for market segmentation, market sizing and market share analysis, these are all closely linked with each other and represent relevant aspects of market sizing on a broader scale.

• Various models, theories and selected practical examples on how they are used.

11.30 - 13.00 Part 2: From Market Sizing to Market Forecasting

• In-depth view of select methodologies and recommendations for forecasting - both top-down and bottom-up market sizing methods will be discussed in theory and practice.

• Sources of market size information.

• How to create future foresight based on market sizing.


14.00 – 15.30 Part 3: Cases and Examples – Practical Application of Market Sizing

• Market sizing case examples, the facilitators will review different situations and explain how market sizing has been implemented using presented models, with the objective of providing insight on how to build robust market share and size analysis resulting in actionable intelligence.

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16.00 – 17.30 Part 4: Converting Analysis into Action

• How to use market size analysis.

• How to make it actionable.

• Various applications of market sizing will be discussed. Practical examples will be presented to initiate further group discussion and questions.

• Summary and conclusions.



Track 4: Perfect Your Consultative Skills: A Practical Workshop to Develop Your Consultative Skills and Become a Trusted Business Advisor

Facilitators: Simon Edward, Director of Market Development at IBM Europe, and Hans Hedin, Vice President, Business Development at Global Intelligence Alliance

This one-day hands-on workshop will show you how to become a trusted business advisor, as opposed to being a researcher or an analyst. Advantages include learning strategic decision making skills and using the input from top management in your intelligence projects. The workshop will take you through the entire consultancy process, including subjects such as strategic thinking in business decisions, and how to use creativity as an important added value.

Special focus will be on:

• Relationship building using the engagement model - what is the engagement model and how to develop high level relationships with management.

• Question techniques - how to cope with resistance and negotiation issues with top managers. When to say ‘yes’ or ‘no’.

• Expectations management – what is included in the project: all areas of attention from agreement (expectations) to closed loop (feedback).

• Presentation skills - how to deliver the results in effective and efficient ways to executives and other stakeholders, elevating the output from analytical to advisory.

• Creative thinking – thinking differently in order to solve old problems in new ways.

The workshop consists of practical presentations and exercises, and is useful for those in marketing, competitive and strategic intelligence, including market researchers and intelligence analysts.

Previous feedback on this workshop: This workshop has received excellent feedback, since all intelligence functions

should strive to become strategic advisory departments. Experienced facilitator teams have been able to provide strong practical advice for many practitioners. The latest score for this workshop in North America from October 2012 is 4.8 on a scale of 0-5 with majority of participants rating the session as “very good” which is the highest possible score. Participants especially appreciated the strong facilitation and extremely valuable educational content of this session.

Agenda for the Day

9.30 - 11.00 Part 1: Becoming a World Class Strategic Advisor

• From research to business advisory: Different roles, skills and styles between researchers, analysts and consultants.

• Can and should you make the switch: What is consultancy and why is consultancy important?

• The engagement model: Building relationships and interacting with top management.

• Self-assessment test: Relationships with top management.

• Summary of findings and discussion.

11.30 - 13.00 Part 2: Best-Practice Techniques for Consultants

• Strategic thinking and decision making alternatives.

• Co-creation of intelligence – Utilizing a managers’ knowledge for better project results.

• Creativity: Techniques for creative thinking.

• Summary of findings and discussion.


14.00 – 15.30 Part 3: Executing a Successful Consultative Project

The master class continues with a focus on live communications.

• Differences between a research and an advisory project.

• Achieving agreement.

• Project management.

• Assessment.

• Summary and discussion.

16.00 – 17.30 Part 4: The Dissemination – How to Make High Impact Presentations

Social media is the most widely used form of modern communication than any other form. Dissemination by using Web 2.0 techniques is becoming more and more important. We will look into:

• The deliverables.

• Presentation forms.

• John Wayne meets Sherlock Holmes: Management of clashing decision making styles.

• Closed loop process.

• Development steps: How and when will you be a trusted strategic advisor?

• Summary and conclusions.



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Track 5: Excel at Your Deliverables and Presentations: A Practical Master Class to Improve the Delivery of Intelligence

Facilitators: Luc Rooms, Head of Market Analysis & Mgt Reporting at Belgacom, and Joost Drieman, Vice President, Intelligence Best Practices at Global Intelligence Alliance

Are you looking to lift your Market Intelligence deliverables to World Class levels? Are you involved in presenting intelligence output to decision makers?There is more to it than just a PowerPoint - we need to maximize the usage of different delivery forms.

The proper delivery format depends on a number of important aspects such as audience, message and abstraction level. But that is not enough. We will look at how to make any delivery as compelling as possible, and what are the rules you need to keep in mind.

This one-day hands-on master class takes a deep-dive into developing World Class Market Intelligence deliverables that can be easily digested at the very highest level and are action oriented to support decision making. The session also focuses on the ‘why’ and ‘how’ of the deliverables, and will also zoom in on the characteristics of the different delivery formats and techniques.

• Introduction: Understanding higher level needs for intelligence delivery and the communication process

• Offline deliverables - the classics, and what’s new

• How to conduct the best live interaction and presentation

• The usage of social media for your deliverables

Learn from accomplished experts through an engaging, hands-on, interactive master class. The master class consists of practical presentations and exercises. It is targeted at those responsible for preparing intelligence deliverables, managing intelligence programs, and disseminating and presenting findings to stakeholders in their organizations.

Previous feedback on this workshop: This workshop has previously received excellent feedback, which scored 4.4 on a scale of 1-5 at the GIA Conference Toronto 2012. Participants especially appreciated the facilitators’ expertise and knowledge, which helped to facilitate enlightening discussions.

Agenda for the Day

9.30 - 11.00 Part 1: Introduction: Understanding Top Level Needs for Intelligence Delivery

• Introductions and brief discussion on participants’ expectations. The workshop starts by an introduction to deliverables.

• Why do we disseminate?

• How does communication flow and how do people capture messages?

• We will zoom in on the key ingredients of what makes a deliverable high-impact and compelling.

• Why do we use mostly PowerPoint and what are the alternatives?

• When and how should we use these?

• What is the role of creativity?

11.30 - 13.00 Part 2: Offline Deliverables

• Offline is old fashioned, or is it? There are still plenty of reasons why decision makers prefer hard copies over electronic. Besides white papers and printed newsletters, there are plenty of other important offline deliverables, like factsheets, infographics, heat maps, battle cards and more.

• How to use these, why and for whom?

• PowerPoint can be a good offline delivery tool, if used properly. Learn what to do, with tips, tricks, some creative writing and visualization techniques.


14.00 – 15.30 Part 3: Live Communications

The master class continues with a focus on live communications.

• What to do when you need to share your findings one-on-one with a top executive.

• How much time do you have? Is it 60 seconds or 60 minutes?

• How do you deliver for the best impact? What are the seven rules for creating persuasive messages? Then we look at the most important aspects of preparing a high-impact presentation for the audience. What do you need to do to make this as compelling as possible? How can you use storytelling effectively? We also will touch on workshops as Market Intelligence deliverables.

16.00 – 17.30 Part 4: Web 2.0 as a Delivery Channel

Social media is the most widely used form of modern communication than any other form. Dissemination by using Web 2.0 techniques is becoming more and more important. We will look into:

• Usage of portals and dashboards as delivery tools.

• How to use audio, video and webinars, especially when giving a presentation via a webcam requires some special skills and techniques.



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9.00 - 9.15 Welcome and Opening

Maria van der Veer, Senior Account Manager, and Hans Hedin, Vice President Business Development at Global Intelligence Alliance

9.15 - 10.00 Intelligence for the CEO: A CEO’s perspective

Eric Van Zele, President and CEO at Barco NV

It is often said that intelligence should be the key input for strategic decision making and support top executives in setting the vision, mission, strategy, key priorities and related must win battles in business. To what extent do we really know what CEOs expect and need from us? How well do we understand the decision making process?

Eric Van Zele, a recognized captain of industry who was voted the 2012 Belgian Manager of the Year, will explain his views on business management and zoom in on the role of intelligence:

• What does intelligence mean for a company like Barco?

• What should intelligence do in order to be as relevant as possible?

• How can intelligence contribute to the success of a company?

• For a top executive, what would be the ideal intelligence function that enables companies to grow faster than the market?

10.00 - 10.30 Worldwide Benchmarks: 2013 Global Market Intelligence Survey results

Joost Drieman, Vice President Intelligence Best Practices at Global intelligence Alliance

Over 1,000 intelligence professionals will be part of a global intelligence benchmarking exercise. Conducted for the sixth time since 2006, the results from this year’s survey will assess the current state of the six Key Success Factors in companies and organisations all over the world – as well as the World Class scores for these Key Success factors. Be the first to see the results and findings!

In this presentation we will show:

• Highlights of the 2013 Global Market Intelligence Survey, across industries, geographies and company sizes.

• Top scores for the six Key Success Factors.

• Some surprising results.

• Trends in Market Intelligence for 2013, compared to

2009 and 2011.

10.30 - 11.00 Refreshments & Networking Break

11.00 - 11.45 Customer Intelligence: Make it World Class

Florence Guesnet, Senior Global Director – Global Commerce, Consumer & Market Intelligence at Heineken International

The one-size fits-all-format of intelligence does not exist. Different industries have different dynamics that require specific intelligence activities - especially in B2C markets where other intelligence may also apply. What are the success factors for World Class consumer and customer intelligence? Includes great lessons for professionals in the B2C sector, and eye-openers for B2B specialists.

Guesnet, an experienced B2C intelligence executive with a track record at top notch companies such as P&G, Estee Lauder and Melitta, is passionate about enhancing intelligence departments to perform at their best. Guesnet will share her journey at Heineken International to provide some fundamental knowledge, best practices and hand-on tips on:

• What are the intelligence dynamics?

• What information makes the difference?

• How do you obtain all information needed in a huge global market?

• How do you analyze intelligence and draw the right conclusions?

Conference Day 1, Tuesday, May 14

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11.45 - 12.30 More with Less: Optimize and expand your Intelligence for greater impact

Daniel Cho, Head of Market Intelligence and New Product Introduction at Philips Healthcare, and Daniel Canter, Senior Manager Knowledge Management and Market Intelligence at Philips, Global Business & Market Intelligence

Optimization does not necessarily mean downsizing. The art is to be more effective and efficient. By doing that well, expansion comes as a result. How do you change and create an intelligence organisation that is doing both the right things and doing things right in a global and complex environment as healthcare? Presenters, Daniel Cho and Daniel Canter, both having international experience in sales, business development, product management and intelligence, will explain where they started, what they optimized in terms of scope, processes, relationships with stakeholders, but also the tools and the organizational changes that had a positive influence on achieving World Class Intelligence at Philips.

This presentation focuses on the following topics:

• Finding the balance between upstream and downstream intelligence

• Managing both the strategic side and tactical side of intelligence

• Organisational challenges and developing the best process

• Building a solid common infrastructure for multiple business groups


13.30 - 14.45 Interactive Panel Discussion: World Class Management and Leadership

• Chairman: Hans Hedin at GIA • Simon Edward, Director of Market Development & Insights

at iBM Europe• Florence Guesnet, Senior Global CMI Director – Global

Commerce, Consumer &Market Intelligence at Heineken International

• Troy Pfeffer, Competitive Intelligence Director at Cintas Corp.

Intelligence professionals are skilled and experienced in secondary and primary research, sophisticated analytical models and methodologies, dissemination and information management. But as the importance of intelligence increases, the number of stakeholders expands, the size of the intelligence team gets bigger, and more attention is paid to broader collaboration and co-creation. As a result, management and leadership skills are getting more important.

In this panel discussion, we will answer questions about:

• Importance of leadership; what it involves and how to develop management skills for intelligence.

• Key success factors in leadership.

• Different disciplines and styles of management and leadership.

The panellists represent different industries and aspects of decision making, management and leadership; including remote management and virtual teams.


15.15 - 16.00 Grow in Slow Markets: How to increase your share of established markets through intelligence

Dr. Reinhardt Schink, Head of Market Analysis and Strategy at Allianz

Insurance companies are all trying to gain market share in a saturated market. Intelligence can play a crucial role in growing a company faster than the market - and smarter than the competition. Dr. Schink, a well-informed and skilled intelligence professional, will explain the secrets of how the right intelligence activities help Allianz to outperform the market.

• Analytics: Analyze to understand - market positioning and trends that challenge (traditional) distribution models.

• Customer Mindsets: Understand to change - Old myths around distribution that disguise already existing opportunities.

• Corporate Culture: Change to deliver - Customer enthusiasm does pay off.

16.00 - 16.45 Maximum Mental Capacity: Training your memory skills

Dr. Martti Vannas, Medical Doctor and Memory Trainer

When you receive hundreds of market signals, remembering the right ones to build your analysis and insights on can help you drive efficiency and effectiveness. Better memory is a skill, not a talent. Anyone can enhance one’s ability to memorize; we just have to understand how to do it. If you remember better, you will be remembered and everything else you say, do and are has more meaning. Your self-esteem will also increase instantly. And it doesn’t hurt your brain at all!

Dr. Martti Vannas teaches valuable tools for improving one’s memory instantly. This can be applied to remembering names, faces, numbers, passwords and everyday tasks. Dr.

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Vannas demonstrates and teaches best memory improvement techniques that make your brain jump to the next level.The memory training of Martti Vannas combines humor, magic and everyday memory skills that can be applied by anyone.

The presentation focus:

• Break the myth of bad memory

• Remember names and faces

• Never forget your pin-code

• Enhance your imagination skills

• Discover new ways to associate information

• Have fun with your brain

17.00 – 18.00 Twenty minutes consultancy sessions

Do you have questions about Intelligence, such as:

• How can I engage my stakeholders better?

• How do I improve our strategic market sizing or market entry studies and recommendations?

• Which method should I use to set the right priorities for my organization?

• How do I gather better feedback on my deliverables?

• Which MI tools should I use? And what should I monitor?

• How do I design a heat-map or a battle card?

• Is co-creation the right path for me? What other choices do I have?

Here is the answer: Book a consultancy session with one of our senior consultants to discuss one pressing intelligence issue. Sessions will be held after the presentations on May 14, 2013.

These consultancy sessions are pre-booked meetings. If you would like to make use of this complimentary GIA service, please make sure you book your session when you register for the Conference. Number of sessions is limited.

18:30 - 22:00 Dinner Cruise & Networking Event

• 18.30 Meet at the Intercontinental Hotel lobby • 18.45 Transportation from the Hotel to the Dinner Cruise

boat• 19.00 Board the cruise• 21.30 - 22.00 Transportation back to the Intercontinental

Hotel

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9.00 - 9.45 Intelligence for strategic decision making

Erick Martinez, Group Strategy and Business Development Director, Member of the Executive Board at Associated British Agriculture

A company’s strategy relies heavily on market intelligence for robust decisions. Consequently, a company needs to develop the ability to collect information and turn it into insights that can lead to more effective strategic choices. Erick Martinez, having extensive experience in leading strategy projects both as a consultant and as strategist within businesses with global presence, will explain in a couple of cases how to do this successfully and show to what results this can lead.

• Case 1: Growth strategy for consumer products company in Western Europe

• Case 2: Growth strategy for AB Agri in China

9.45 - 10.30 Current and future challenges in market intelligence at Bosch Power Tools

Bernhard Bruhn, Business Development, and Dr. Marc Jost-Benz, Head of Market Research at Bosch Power Tools

The world is changing rapidly. Emerging markets get stronger, business dynamics are changing and the ubiquitous communication possibilities gives us access to more and more data. This has an impact on the way we do research and intelligence. What will change? How does one anticipate?In this duo-presentation Bernard Bruhn and Marc Jost-Benz will zoom in on the challenges at Bosch Power Tools.

• How to create impactful insight from big data?

• How to select, structure and create transparency?

• What is the impact on the communication to stakeholders?

• As emerging markets get bigger, how should intelligence adjust?


11.00 - 12.00 Interactive Roundtable Sessions: Round 1

Track 1: Social Media: The impact, how to cope with it, how to use it for better insights

Facilitators: Annelies Verhaeghe, Head of Research Innovation at InSites Consulting, and Ville Vanhala, Senior Vice President at GIA

Social media has rapidly become part of almost every aspect of our personal and professional lives. The world is connected more than ever before. Web 2.0 and the possibility to stay connected via mobile devices drive social media and social networking. People are sharing more and more information on social media forums such as Facebook, Pinterest, Linkedin, Twitter and Yammer. Big search engines today collect and store terabytes of information.

This is Big Data. The questions are:

• How do we tap into the right information and insights on social media that will help our business grow successfully?

• How can market intelligence make use of all this information?

• How reliable is it? How valuable is it?

• Is Netnography as powerful as it claims to be?

• Can we read emotions in social media to understand the real value of information?

• What are the rules of the game?

• What’s next?

The session is facilitated by Annelies Verhaeghe, an expert in neo-observational research techniques such as multimediaethnography and social media netnography, and Ville Vanhala, who is a highly skilled professional in research and market monitoring.

Track 2: Megatrends: How to use megatrends to provide strategic impact

Facilitators: Christian Bischof, Manager Market Intelligence at Linde Hydraulics, and Joost Drieman, Vice President at GIA

Many intelligence programs are too short term focused. Tracking and analyzing megatrends helps companies see which long term developments in the external operating environment may significantly change market dynamics.

Conference Day 2, Wednesday, May 15

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As a result, companies can prepare for strategic opportunities or threats. Understanding possible impact of long term shifts in geopolitics, the macro economy, socio-demographics, technology and the environment will help organizations significantly improve their capability to respond competitively or even influence market moves.

• How do you identify megatrends?

• How do you study the impact and ramifications of megatrends?

• What is the best way to map and group megatrends?

• How do you identify profitable opportunities from such trends?

Track 3: Competitive Intelligence: How to understand the competition and anticipate competitive moves

Facilitators: Luc Rooms, Head of the Market Analysis & Management Reporting at Belgacom, and Hans Hedin, Vice President, Business Development at GIA

Due to the current economic uncertainties, companies are more cautious and are postponing bigger investments; only investing where there are clear short term ROI forecasts. This has led to fewer opportunities for businesses while the competition becomes more aggressive to maintain sales. Companies are now paying more attention to the strategies, tactics, end-user prices and conditions of their competitors than ever before.

But how do you ensure you understand what your competitors are doing and anticipate competitive moves?

• How can you collect competitive information – what are the sources, methodologies and techniques?

• How do you check the reliability, accuracy, completeness and credibility of the information?

• How can you analyse the information in a way that is relevant to your own competitive positioning?

• What are the legal and ethical constraints of competitive intelligence?

• What is the best way to disseminate competitive information?

• Are war games, battlecards, shadow cabinets and war rooms the answer, or is there more?

In this session, Luc Rooms, who is responsible for the competitive intelligence at Belgacom and Hans Hedin, a specialist in competitor intelligence, will address these questions and discuss best practices.

Track 4: Customer Insights: How to obtain and use insights on behaviour, satisfaction, and opportunities

Facilitators: Bettina Schmidt-Smylla, Vice President Business Development at Buhler, and Carsten Gayer, Managing Director Germany at GIA

Market and competitive intelligence tends to focus on the ‘big picture’; understanding the market, growth, new opportunities, market shares and macroeconomy. Demand is growing for the ability to zoom in on individual companies and customers, so as to provide a more comprehensive and detailed picture that in turn, could reveal hidden insights. Do we understand the impact on our business if we can track buying patterns, buying behaviours and priorities, build propensity models and measure customer satisfaction and loyalty?

Bettina Schmidt-Smylla, and Carsten Gayer, who both have a wealth of experience in customer intelligence, will lead this discussion and stimulate the exchange of best practices:

• What are the more important customer insights?

• How broad and deep should customer intelligence be?

• What can you do with customer intelligence?

• How do you measure and read the signals?

• What is the best way to analyse this?

• What knowledge and skills do you need for customer intelligence?

• Is a relationship with the customer important for conducting customer intelligence well?

Track 5: Intelligence Tools: What is the future - Choosing and deploying the right tools to increase the effectiveness and efficiency of intelligence

Facilitators: Daniel Cho, Head of Market Intelligence and New Product Introduction at Philips Healthcare, and Petteri Verronen, Vice President Technology at GIA

World Class Market Intelligence programs require tools for research, data collection, analyses, storage and dissemination of intelligence. Many companies are challenged with the option of choosing the right tools and whether they should ‘make or buy’ their tools - whether at a corporate, divisional or business unit level.

This session is specifically designed for companies in the process of choosing or deploying market intelligence or competitive intelligence tools, expanding their current tools or switching from one tool to another.

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The session focuses on the following key topics:

• Fit for the purpose – how to make sure you choose the right tools for your organization

• The difference between dedicated intelligence applications vs. enterprise platforms

• The importance of the intelligence process in choosing and deploying a tool

• Key capabilities to look for in a tool and expected future trends in the intelligence market

Track 6: Co-creation: How to foster intelligence sharing and work with virtual teams

Facilitators: Troy Pfeffer, Competitive Intelligence Director at Cintas Corp., and Jouko Virtanen, President, Americas at GIA

‘Co-creation’ of insights is one of the hottest topics in the field of Market Intelligence today. While this is a reflection of the rise of social media and networking in general, it also means that companies have realized that traditional market intelligence tools and processes will only take them so far. The true impact of MI is generated by people. The Global Market Intelligence Survey from 2011 showed that companies with world Class MI do not have generally better resources than the rest, however they get more out of them through being people-oriented. Companies with World Class Market Intelligence are more networked than their peers, and work closer to decision-makers.

The session focuses on the following key questions:

• How do you start and develop the co-creation process?

• What is the role of networking?

• How can we make co-creation as successful as possible for all parties concerned?

• What are the rules of the game for virtual teams?

• What are the pitfalls of co-creation?


13.00 - 14.00 Interactive Roundtable Sessions: Round 2

Same tracks as in Round 1.


14.15 - 15.00 Generating more aftersales business through intelligence Bettina Ringsdorfer, Manager Aftersales Business Key Account Management at BMW AG

The car industry is not just about selling cars. The importance of Aftersales is often underestimated as it contributes significantly to the company’s performance, profile and profit. Looking at certain KPIs, comparing markets using specific benchmarks help to increase revenue. A presentation on:

• Why Aftersales is important?

• How to benchmark different markets?

• How to make the best use of KPIs?

15.00 - 16.15 ROI: Interactive forum on measuring returns on intelligence – NEW formatOne of the most challenging questions for intelligence professional is “What is the return we get on our intelligence investments? Are we getting ‘bang for the buck’?” Is this question even important or relevant? Absolutely. Intelligence departments must be able to demonstrate that they are profit-centers.

Intelligence however, operates within a complex matrix of variables and parameters. In this introduction, we zoom in on the most important elements that contribute to thiscomplexity and discuss how to measure ROI.

In a new conference format, we will try to crack the code for the ROI of Intelligence, through table discussions and table summaries to be shared with the entire audience onstage. With the active participation of the entire audience, we will develop new ideas for our own organizations.

Questions to be debated include, but are not limited to

• Why should we calculate ROI?

• What are the key areas of focus?

• What could be possible methodologies to outline ROI?

• What are other possible ‘not the usual suspects’ alternatives?

• How tangible can we make ROI measurement?

These and other questions will lead to the definition of the 10 commandments for Intelligence ROI.

16.15 - 16.30 Closing Remarks

Hans Hedin, Vice President Business Development at GIA

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6 month access to GIA’s Intelligence Best Practices Online

An online community and knowledge resource for setting up and developing World Class intelligence programs. GIA Intelligence Best Practices Online is a premium online community for Intelligence professionals to share thoughts and best practices, with active contribution from practitioners. The tool contains conference presentations and videos of GIA conferences in 2010-2012 (Toronto, London, Chicago, Amsterdam, New York, and Helsinki Conferences) as well as an Expert Exchange forum.

Access past and future GIA Conference presentations, videos, white papers, articles and more, organized onto one platform in a user-friendly way!

Key Features of Intelligence Best Practices Online:

• Expert Exchange: Network and discuss with other users of IBP Online

• GIA Conference: Download exclusive presentations from GIA Conferences

• Webinars, Video Clips, Articles & More: Access comprehensive and continuously updated library of White Papers, webinar presentations, articles, past conference videos, and more

What else is included in your registration?




Conference Venue: Intercontinental Düsseldorf, Germany

The conference venue is located on the exclusive Königsallee shop-ping street in Düsseldorf. The spacious rooms of the InterContinental Dusseldorf feature a work-desk with high speed internet access, air conditioning and flat TV with video on demand function and cable TV, coffee & tea making facilities, marble bathroom with separate shower and bathtub. Private parking is available.

The Holmes Place Health & Fitness Club within the InterContinental offers an indoor pool, a modern gym, and a beauty salon for extra charge.

Intercontinental DüsseldorfKönigsallee 5940215 Düsseldorf, GermanyFront Desk +49-211-82850Email: [email protected]

Booking accommodationThe Intercontinental Hotel offers a discounted room rate for GIA Conference attendees between May 12 and 16: EUR 195 single use per room per night or EUR 225 double use per room per night (VAT included). The rates include sumptuous breakfast buffet and internet access.

To take advantage of the discounted rate, please book your accom-modation online, by email [email protected] or by calling Intercontinental Düsseldorf at 0049 (0)211 8285 1123 (group name: GIA Conference).

After March 15, rooms are subject to availability.

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http://www.ichotelsgroup.com/intercontinental/hotels/gb/en/duesseldorf/dusha/hoteldetail?groupCode=DKI

http://www.ichotelsgroup.com/intercontinental/hotels/gb/en/duesseldorf/dusha/hoteldetail?groupCode=DKI






Leonardo Royal Hotel Düsseldorf Königsallee (Former Holiday Inn City Centre Königsallee)

The Leonardo Royal Hotel is located directly in the city centre of Düsseldorf nearby the famous shopping boulevard Königsallee. At 5-minute walking distance from the conference venue the Leonardo Royal Hotel offers 253 rooms along with swimming pool and sauna provide exclusive comfort. The business centre for guest’s disposal and high speed internet/wlan is available at the hotel.

Leonardo Royal Hotel Düsseldorf Königsallee Graf-Adolf-Platz 8-10 40213 Düsseldorf, GermanyFront Desk: +49-211-38480

BOOKING ACCOMMODATIONThe Leonardo Royal Hotel offers a specific room rates for GIA Conference attendees between May 11 and 16: EUR 125-165 (VAT included).

• 11.-13.5.2013: EUR 125 per room per night or EUR 145 double use per room per night

• 13.-16.5.2013: EUR 145 per room per night or EUR 165 double use per room per night

The rates include breakfast.

To take advantage of the special room rates, please book your accommodation by email [email protected] or by calling the hotel’s reservation department at +49 (0)211 3848 140 (keyword: GIA Conference).

After March 29, rooms are subject to availability.

InterCityHotel Düsseldorf This 4-star InterCityHotel Düsseldorf in central Düsseldorf is located just a 2-minute walk from Düsseldorf Train Station. A 15-minute walking distance from the conference venue, or 10 minutes by taxi, the InterCityHotel Düsseldorf offers furnished rooms with a minibar, Pay TV, a private bathroom and Wi-Fi internet, on-site parking and free use of local public transport. Düsseldorf’s Old Town district is just a 3-minute train ride away from the hotel.

InterCityHotel Düsseldorf Graf-Adolf-Straße 81-8740210 Düsseldorf, GermanyTel. +49 211 43694-0

BOOKING ACCOMMODATIONThe InterCityHotel Düsseldorf offers a specific room rates for GIA Conference attendees between May 11 and 16: EUR 95 per room per night or EUR 125 double use per room per night (VAT included). The rates include breakfast and a ticket for public transportation.

To take advantage of the special room rates, please book your accommodation by email [email protected] or by calling reservations at +49 211 43694-2400 (group name: Global Intelligence).

After April 8, rooms are subject to availability.

Alternative accommodation:

Travel Offers

Germany’s leading airline, Lufthansa has a comprehensive global route network linking major cities around the world. Lufthansa offers special prices and conditions to all GIA Conference participants, visitors, and invited guests. The booking system shows lowest available fare for requested flights. All taxes and fees are applicable with no discount permitted. For more information please visit GIA website.

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http://www.intercityhotel.com/en/Duesseldorf/

http://www.intercityhotel.com/en/Duesseldorf/



http://www.globalintelligence.com/conferences/gia-conference-dusseldorf-may-13-15-2013/travel-offer-lufthansa/





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http://www.holidayinn.com/hotels/gb/en/dusseldorf/dusge/hoteldetail


Information about the speakers

Mr. Christian Bischof, Manager Market Intelligence at Linde Hydraulics. Christian has been involved in market research, trend management and competitive intelligence for seven years. Prior to running the market intelligence

department at Linde Hydraulics, he worked for Linde in corporate strategy, marketing and business development located in Germany and China. Christian previously worked for Daimler’s Mercedes-Benz brand in strategic marketing, GETRAG Corporation North America in business intelligence and Merrill Lynch in the M&A business.

Christian holds a diploma in business administration and economics from the Koblenz University of Applied Sciences, Germany and graduated with an MBA from Pfeiffer University in Charlotte, North Carolina in the United States.

Mr. Berhard Bruhn, senior business developer at Bosch Power Tools, has 7 years of experience in the Strategy & Business Development domain – both in strategy consulting and industry. In his role at Bosch Power Tools he is responsible for strategic

planning, strategy development and competitive intelligence worldwide. He holds a master of electrical engineering from the Munich University of Technology and an MBA from the CDI in Paris.

Mr. Daniel Canter, Senior Manager Knowledge Management and Market Intelligence at Philips, Global Business & Market Intelligence. Daniel is global market intelligence and knowledge management professional with 10 years of

experience in the field. Daniel started out with his own consultancy running a number of research and marketing contracts, ranging from building a financial services information center for a small bank to developing research and marketing for small businesses and start-up companies. In addition, Daniel previously spent several years developing both MI and KM capabilities within Philips & Canon Europe, and helped set up the global online panel company for TNS.

Mr. Daniel Cho, Director of Market Intelligence & New Product Introduction for Philips Patient Care & Clinical Informatics business group. Daniel oversees Market Intelligence and New Product Introduction for Philips Patient Care

and Clinical Informatics business group which is an over 2 billion Euro business that hosts nine business units that develop and sell Medical Devices as well Clinical IT solutions to Healthcare Organizations around the world. Daniel is located in Germany, and has a global responsibility for Managing a team of Market Intelligence and CI Consultants to help Businesses to grow.

Mr. Joost Drieman, Vice President, Intelligence Best Practices at Global Intelligence Alliance. Joost has 30 years of international experience in strategy, business development, Market Intelligence and management. Joost joined Cisco Systems as

Director, Market and Business Intelligence, European Markets in 2006 where he developed the intelligence team to become World Class consultants. Prior to his current position with GIA, he has served in senior positions at Getronics, UB Networks, Tandem Computers and Telindus and has provided consulting work for the European Commission.

Joost has an Engineering diploma in electronics from the HTS in the Netherlands and an MBA from the University Of Antwerp in Belgium. Joost studied Corporate Strategy at the Harvard Business School and Market Intelligence at Wisconsin University in the US. Joost is an active visiting lecturer on intelligence topics at several business schools.

Mr. Simon Edward, Director of Market Development & Insights at IBM Europe. Simon is responsible for applying market knowledge, business expertise, and insight creation to drive success and profitable growth at IBM Europe. Prior to his current

role, Simon spent time in marketing and communications as well as segment management roles at IBM and has also worked at Enterprise Systems Group and CEP Ltd. Simon completed his education at Hatfield Polytechnic.

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Mr. Carsten Gayer, Managing Director at Global Intelligence Alliance, Germany, Switzerland and Austria. With his in-depth experience from managing over 2,000 client projects, Carsten advises numerous European companies in the planning, set

up and development of World Class Market Intelligence programs, in addition to daily business and customer management at GIA. Carsten began his career at McKinsey & Company, Inc., before establishing his own research and advisory company, Gayer Consulting, which later merged with GIA in 2009. Carsten holds qualifications equivalent to a M.Sc. Economics from the Ruhr University in Bochum, Germany, majoring in Marketing Science and Civil Law.

Mr. Aleksi Grym, Vice President UK at Global Intelligence Alliance. Aleksi is a strategist and economist by education. Aleksi has over ten years of experience in market and strategy analysis as well as consulting and management. Aleksi joined GIA in

2006 after previously heading an e-business consultancy and working as a university lecturer. He is currently heading up GIA’s UK business unit in London.

Ms. Florence Guesnet, Senior Global CMI Director at Heineken NV. Florence has 22 years of experience in the FMCG sector. She started her career with market research roles in various product categories at P&G, including household and beauty-

care. After her role as Associate Market Research Director for Global Snacks at P&G, she moved to Melitta in Germany to head up its innovation work and was promoted to Head of Business and Brand Development worldwide. She next moved to Estée Lauder in Paris as their Vice President for Market Research EMEA/UK and CRM EMEA. Florence joined Heineken International as a Senior Global CMI Director in the spring of 2011. As such, Florence has extensive internationalexperience, including exposure to consumers from all over the world. She studied Economics and Business Administration in the University of Wuppertal.

Mr. Hans Hedin, Vice President, Business Development at Global Intelligence Alliance. Hans has worked in MI/CI consulting since 1992 and spends most of his time advising global companies on organizing and further developing

World Class Market Intelligence programs. He has conducted Market Intelligence development and implementation projects for clients around the world. Examples include intelligence product development, organizing and optimizing the intelligence function, Market Intelligence Benchmarking, Early Warning Systems, War games / Future games, and scenario analysis. Hans is also a frequent speaker at international intelligence conferences, and he has chaired the most recent GIA Conferences Europe and North

America.

Hans is a popular guest lecturer on Market Intelligence topics at academic institutions such as The Royal School of Engineers Executive School, Stockholm School of Economics, Lund University, and Stockholm University. Hans holds a Master’s degree in International Business Administration andLanguages from the University of Lund, having also studied Information Management at the University of St. Gallen.

Dr. Marc Jost-Benz is Director of Market Research for Power Tools at Robert Bosch GmbH. In his position he is in charge of market research and market calculation topics. Prior to this engagement he worked in corporate brand management

strategies and marketing communications for the Bosch

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brand worldwide. His prior working experience encompasses several industries like technologies, telecommunications and FMCGs where he worked for an international marketing consultancy. He holds a master degree in business administration (Dipl-Kfm.) from the University of Munich, Germany, and a doctoral degree (Dr. rer. pol.) from the University of Bremen, Germany.

Mr. Ubald Kragten, Manager Business & Market Intelligence at DSM Innovation Center. Ubald heads the Business & Market Intelligence group at the DSM Innovation Center which is tasked with building new businesses in emerging markets

and where market intelligence is one of the pillars for success. Previously, Ubald was the interim manager for the Information Services group (virtual library) where he helped build company-wide excellence in business and market intelligence. Ubald has also been responsible for the business intelligence function within DSM Fine Chemicals, where he participated in the development of many strategic and business plans and served as Technology Manager at a DSM business unit where he helped develop its portfolio and benchmarked the technology position of the PMC’s. Ubald started his career within DSM as an R&D scientist and project leader. Ubald obtained a MSc in Chemistry in 1985 at the University of Utrecht, the Netherlands.




Mr. Erick Martinez, Group Strategy and Business Development Director at Associated British Agriculture (AB Agri), Erick Martinez is a strategist with over 12 years’ experience in leading both strategy definition and M&A activities,

initially as a consultant at the Boston Consulting Group and, subsequently, within companies with global interests. His recent appointment to AB Agri is to define the strategy for the various businesses within the group, as well as lead inorganic growth efforts and find new business platforms to develop (new engines of growth). This engagement is consistent with his experience in defining growth strategies in both developed/mature markets and rapidly developing markets, across industries that range from consumer products, to logistics and pharmaceuticals. Erick earned his MBA from the Wharton Business School.

Mr. Troy Pfeffer is the Competitive Intelligence Director at Cintas. Troy creates and establishes Competitive Intelligence at Cintas, a company that designs, manufactures and implements corporate identity

uniform programs and related business products and services. He provides timely and effective intelligence to business leaders to make sound tactical and strategic decisions, develop innovative strategies and act with foresight across all divisions and global regions. Prior to his current role, Troy served as the National Marketing Manager and National Operations Manager for Cintas. In addition, he was the Vice President at Key Bank and Bank One.

Troy holds a BSBA degree from The Ohio State University and is a Certified Intelligence Professional from the Fuld-Gilad-Herring Academy of Competitive Intelligence.

Ms. Bettina Ringsdorf, Manager of Aftersales Business Key Account Management team, BMW AG, München. Bettina is responsible for working with the Market Intelligence team at BMW that looks after Aftersales performance analysis etc.,

and works closely with diverse departments within the BMW Aftersales organisation to identify new and additional market potential. Her team of Aftersales Business Key Account Managers provides continuous support to the worldwide markets by defining appropriate Aftersales activities and allocating budgets. Bettina has previously been with Hewlett Packard in a variety of roles, from Business Relations and Process Engineering to Supply Chain Management.

Mr. Luc Rooms, Head of Market Analysis and Management Reporting at Belgacom. As Head of the Market Analysis & Management Reporting team within Belgacom’s Customer & Market Intelligence division, Luc leads a team that is responsible for

analyzing and communicating intelligence on the Belgian telecom market and its competitors, tailored for executive, strategy, marketing and customer facing stakeholders. This team also reports Key Performance Indicators to top management. Luc has eight years of experience in the Strategy & Business Development domain, in his work as market analyst, strategic planning manager and business development manager across different lines of business. Luc was also part of the team that helped launched the public listing of Belgacom. He is also a founding member of the steering committee of the Market Intelligence Forum Belgium.

Mr. Rooms is a licentiate in Communication Sciences at University of Ghent and also holds post-graduate degrees in sports management from the University of Brussels and Belgian Olympic Committee.

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Dr. Reinhardt Schink, Head of Market Analysis and Strategy at Allianz Germany. Together with his team, Dr. Schink has been responsible for market analysis and strategic innovations at Allianz Germany since 2009. He is also Chairman of the

Retail Insurance Advisory Council of EFMA (European financial marketing association). During his career, Dr. Schink has held several positions in Allianze. He spent three years in Allianz’s worldwide Market Intelligence and business development activities within the Group Economic Research & Corporate Development. Before being appointed as assistant to the CEO of Allianz SE, he was Head of a Corporate Client Department at Allianz Leben. As Senior Consultant with Allianz Dresdner Pension Consult GmbH, he was responsible for innovative pension products and B2B sales for northern and eastern Germany.

Ms. Bettina Schmidt-Smylla, Vice President Business Development + Marketing Division Grain Processing at Bühler AG. Bettina has more than 15 years of international managerial experience in Marketing, Sales, Business Development from both the

B2B and B2C industries as well as in consulting.

Since 2003, Bettina has been active in the machinery and process industry for grain/food processing. With Bühler




Bettina studied International Business in Germany and France with an Executive MBA from Henley, UK.

Mr. Markko Vaarnas, CEO at Global Intelligence Alliance. Markko has been responsible for the successful expansion of Global Intelligence Alliance Group (GIA) across four continents since co-founding the company in 1995. Markko is a

recognized thought leader in organizational decision-making processes and specializes in advising companies on how to

optimize their Market Intelligence programs. In his current managerial role, he specializes in strategic planning, growth management and international business development. Markko has been a guest speaker at numerous international conferences such as Society of Competitive Intelligence Professionals (SCIP), Vision in Business (ViB) and IIR. He is also the author of the book “Market Information in the Internationalization of Companies” published by FINTRA in 2005 as well as “The Handbook of Market Intelligence” published by Wiley in September 2011.Markko graduated from the Helsinki School of Economics with a Master’s degree (International Business).

Mr. Ville Vanhala, Senior Vice President, Research & Monitoring Services at Global Intelligence Alliance. Ville is responsible for GIA’s range of services to help clients keep track of opportunities and threats in their markets. He oversees

the delivery and development of services like daily market tracking, competitor profiling, peer group analysis, industry and macroeconomic reviews, and social media monitoring all done as custom work for each client. Ville has a Master’s degree in Business Administration from the Swedish School of Economics in Helsinki, Finland. Prior to getting involved in co-founding Global Intelligence Alliance, Ville worked in the Research & Information Services of McKinsey & Company.

Mr. Martti Vannas is a Finnish memory coach, professional magician and medical doctor. He is one of the most sought-after performers in his field and has been working for the last 20 years in the corporate world of Finland as well

as in the USA, the United Arab Emirates, Denmark, Germany, Estonia, Sweden, Hungary and Czech Republic just to mention a few international countries. He combines his skills in medicine with his magic and sense of humour to give you a truly unique experience.

Mr. Eric Van Zele , President and Chief Executive Officer of Barco NV. Eric leads Barco NV, a global leader in digital imaging solutions and also serves as Chairman of the Board at Reynaers Aluminium NV and as a Director at Zenitel NV. Prior to

his current responsibilities, Eric served as CEO of Pauwels International and of Telindus NV. Eric has also served as Vice President of Raychem Corporation in Menlo Park, California, USA and as Managing Director of Raychem NV in Leuven, Belgium. Eric is the Belgian Manager of the Year 2012, which

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Since 2003, Bettina has been active in the machinery and process industry for grain/food processing. With Bühler AG‘s headquarters in Switzerland, she is VP of Business Development + Marketing Division GP, globally responsible for business development, marketing and product management. Prior to that, she was Head of International Marketing + Market Development at CLAAS, which also included overseeing special projects e.g. PMIs. During her time in the global telecommunication/IT industry, she led EMEA Business Strategy, Sales “New Solution” and Marketing. She has also worked at a leading consultancy managing a practice focused on the Health, Telco/IT, automotive industry.

spotlights the country’s best-performing managers and is a key event for Belgium’s business world.

Eric holds a masters degree in electrical and mechanical engineering from the KUL in Leuven (1972) and postgraduate degrees in management from Stanford University (1992 California, USA).

Ms. Annelies Verhaeghe is the Head of Research Innovation at InSites Consulting. Annelies specializes in consumer insights and neo-observational research techniques such as multimedia ethnography and social media netnography. Annelies

won the ESOMAR Young Researcher of the year Award in 2009 and has been a regular speaker at ESOMAR and other market research events and has been quoted in several publications in academic and trade journals.

Mr. Petteri Verronen, Vice President Technology at Global Intelligence Alliance. Petteri leads the Technology Business Unit at GIA that manages all technical services related to the Intelligence Plaza® software, including technical support and




project delivery, hosting services, software development, quality assurance and product management. Since joining the company in 2000, Petteri has helped numerous international companies to optimally utilize IT-tools for Market Intelligence and has advised in the planning, setup and roll-out of world-class Market Intelligence operations. His time is also spent on supporting different GIA business units, partners and international customers on location.

Mr. Jouko Virtanen, President, Americas at Global Intelligence Alliance. As a co-founder of GIA, Jouko Virtanen is heavily involved in the strategic planning and internationalization of the Group, and has successfully expanded the

Group’s business into North America since 2003 and more recently, also to Latin America.

Jouko’s experience covers Market Intelligence gathering and analysis in emerging markets, as well as designing and operating intelligence functions to support strategic planning and business development. Today, Jouko spends a lot of time advising North American companies on growth opportunities in Asia and Europe. As well, Jouko frequently runs workshops and consulting projects to help client companies maximize the strategic impact of their Market Intelligence programs. Jouko holds an MSc. (Econ.) degree from the Helsinki School of Economics.

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Conference FeesPre-Conference Workshops, May 13: EUR 945 / USD 1,270 (+ applicable taxes)

Conference Days 1-2, May 14-15: EUR 1,895 / USD 2,550 (+ applicable taxes)

Workshops + Conference Days 1-2, May 13-15: EUR 2,495 / USD 3,360 (+ applicable taxes)

Cancellation Policy Confirmed registrations may be cancelled without penalty if written cancellation requests are received on or before April 12, 2013. 50% of the Conference fee is payable for cancellations after April 12, 2013, but registrants will retain access to the Intelligence Best Practices Online tool containing Conference materials for six months from May 15 to November 15, 2013. No refunds will be issued (and full conference fee is payable) on cancellation requests received after May 1, 2013, and access to the IBP Online tool will be retained until November 15, 2013.

Note - All registrations are subject to acceptance by GIA.

Register online through the GIA website.

For further information and advice on track choices, please contact [email protected], call +32 472 700 117

or the german office +49 201 266 900

GIA Conferences in one Word-cloud:

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https://www.globalintelligence.com/conferences/gia-conference-dusseldorf-may-13-15-2013/online-registration/



Documents

7th GIA Conference: How To Achieve World Class Market ... · • Business intelligence • Market insight • Economy • Sales • Business analysis • Marketing • Strategy and