IntroV&A.PPT

México:Tel. 55 5291 4041Cel 55 2335 0973

USA:Tel. (480) 598

1203 Cel. (602) 525 6376

Voglewede & Associates

E N G I N E E R I N G P R O F I T A B I L I T YI N T O Y O U R B U S I N E S S C U L T U R E

Improving Profits Through Better• Sales & Marketing Performance• Cost Alignment & Control• Corrupt Practice Prevention• Growth & Reduction Planning

October, 2014

Profitability Problem Solvers


Profitability Consultants

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In over three decades of international management and consulting, we have prepared and executed many strategic and turnaround plans, planning/budgeting processes, growth & downsizing drives, business/market development programs, and even divestiture or exit strategies. We are good at this, but so are many others.

A careful inventory of our experience revealed what we do best. We condensed this into a unique and very effective approach to improving profitability, even in times of crisis: we work with your people to find improvement opportunities, and then engineer these changes into your company’s processes, values and culture. Our integrative approach boosts profits by focusing on some basic premises:

1. More effective sales management and market development.

2. Better cost control, aligned with customer value and pricing policies.

3. Systematic elimination of corrupt practices, waste and inefficiency.

4. Careful growth cycle planning, aligned with markets and resources.

We work closely with our clients’ managers, building upon their strengths, to engage, commit and coach them to make the necessary changes. The following pages will show you more about who we are and what we do.

Introduction.



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We are an international network of seasoned professionals, helping clients with our unique set of human and intellectual capital resources:

–Seasoned General Management and C level executives

–Industrial, Capital, Consumer Goods, Retail and Service sectors

–International coverage, helping clients in more than 35 countries

–Local depth, understanding, insights, culture and contacts

–Strong track record in business startups and turnarounds

–Proven market penetration and development capabilities

–Expertise in governance and corruption control

–Thorough Management, Sales, Marketing, Operations and HR

–Powerful quantitative and analytical frameworks

–Organization, Motivation Tools, Techniques and Strategies

–Leadership, Team Building and Commitment Programs

–Competitive Analysis and Strategic Planning workshops

–Business Excellence, Culture and Change Management

–High Performance Teams, Situational Leadership

–Extensive cross-industry benchmarking practices

–Practical, local market and supply chain know-how

–Proprietary competitive intelligence and databases

–Latest demographic and socioeconomic data, mapping

–Quantitative, Qualitative and Direct Marketing capability

–Extensive e-leverage, Lotus, Microsoft Office and others

–Proprietary costing, price alignment methodology

Experience Technology Training

Who we are.



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We engineer a profitability mindset into our clients’ culture through integrative profit improvement consulting, with careful diagnostics and evaluation to develop practical, relevant solutions. Then we train and coach Management for effective planning, execution and follow-up, in order to assure successful implementation:

¶ Commercial Engineering: Improving Sales and Marketing Performance, by helping clients harness, develop and leverage their Commercial Capital, and then align and engage their Human Capital. This hands-on approach to Sales Force Effectiveness and Marketing Strategy helps clients increase profits through better market development and penetration.

¶ Price & Cost Engineering: Understanding and Controlling Cost Structures, by benchmarking supply chain, conversion and full costs, as related to customer value and pricing policy. This promotes front and back-office understanding of real costs in complex processes, in order to improve product mix and focus on more profitable customers and market segments.

¶ Ethical Engineering: Reducing Incidence and Impact of Corrupt Practices, by aligning the client’s Moral Architecture with their Human Capital. We help client teams analyze ethical breaches and tap available resources to develop prevention strategies. This integrative approach to corruption control commits personnel to successful implementation, and has helped client organizations stop corrupt practices costing as much as 12 % of sales.

¶ Growth Engineering: Balancing Growth with Markets and Available Resources, by aligning growth and downsizing strategy with customers, staffing, supply chains and resources. This helps clients avoid pitfalls of accelerated growth or slowdowns, securing profitable control through different cycles, avoiding swings from crippling bottlenecks to painful excess capacity.

What we do ...



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... What we do ...

We deliver value by helping our clients increase sales and profits, for example:

¶ Modernize sales and marketing organizations, to leverage proven technological innovations¶ Transform “order takers” into professional sales strategists who know their customers’ needs and

how to satisfy them better than their competitors¶ Significantly increase and/or recover market share, in growth as well as shrinking markets:

• 20 to 65 % market share for an agricultural chemical producer,• 30 to 80 % penetration for a specialty construction materials company,• 50 to 70 % share recovery for a specialized packaging business.

¶ Penetrate / develop new markets for commodity chemicals, petrochemicals, heavy duty trucks, specialty steel products, retail chains, consulting firms, financial services, and others.

¶ Turn around / reorganize / restructure businesses to new profitability levels:• Consolidate six packaging companies, growing sales at four times the market rate,• Restore growth and profitability to textile and paper industry suppliers,• Merge worldwide distribution networks of dyestuffs and textile chemical companies,• Reconfigure fertilizer complex facilities and technology to reach double digit returns.

¶ Reverse several years of market share declines for paper mills and packaging companies.¶ Develop strategic and operating plans for cement producers, textile industry suppliers, chemical

companies, drugstores, consumer retail and fast food chains, etc.¶ Design site selection and evaluation models for retail formats and fast food chains.¶ Devise metrics for advertising media evaluation and competitive ad performance.



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... and helping them solve difficult challenges:¶ Determine non-linear cost behavior and align pricing strategy:

- Steel wire and rope - Commodity chemicals- Corrugated boxes - Consumer products- Automotive components - Retail formats

¶ Perform due diligence for acquisitions, privatizations:• Fertilizer, commodity and specialty chemical complexes,• Automotive components, metalworking, foundry plants,• Paper mills, footwear, synthetic resins, paints and coatings.

¶ Work out severe ethical breaches:• Sales managers with competing side businesses, distributorships,• Warehousing and distribution channel theft, collusion,• Sales, purchasing and customer frauds, price fixing, bribery,•Treasury and bank account mismanagement, fraud, personal loans,• HR recruiting, staffing and outsourcing frauds, harassment and abuse,• Marketing and Advertising changing market studies, media contracts,• Purchasing, scheduling and inventory fraud, mismanagement,• Transportation, distribution and fleet management fraud.

¶ Develop divisional and consolidated strategies, budgets for self-sustained growth.¶ Dimension growth to maintain capacity usage, quality, leverage and ownership.

... What we do.



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Client teams contribute:

– Knowledge of Client products and customers, markets, competitors

– Understanding of Client Processes and Business Practices

– Integration into Client culture, policies and procedures

– Insights into key stakeholder perspectives, expectations

– Credibility, responsibility and commitment to implementation

We solve problems by partnering with our clients, forming teams that begin and end with the unique problem at hand. This enables us to:

¶ Properly define and understand the issues and stakeholders

¶ Find relevant, custom-made, workable solutions (no imports, transplants, replicated or tropicalized recipes)

¶ Ensure a commitment to their effective and timely implementation V & A teams contribute:

– Objective outside look at problems

– Broad interdisciplinary experience

– Unbiased evaluation of solutions– Commercial, Ethical, Cost and

Growth Engineering expertise: Conceptual frameworks Methodology and modeling Analytical and diagnostic

tools– Experience in Leadership,

implementation and follow-up

How we do it.



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Our diversified, cross-industry experience helps us understand a client's particular needs -- as well as their supply chains and customer satisfiers:

Agricultural Products

Automotive

Components

Automotive OEM

Chemicals

Construction & Cement

Consulting Services

Consumer Goods

Department Stores

Engineering Firms

Fast Food Chains

Fertilizers

Pharmaceuticals

Plastics

Power Generation

Pulp & Paper

Restaurant Chains

Supermarket Chains

Telecommunications

Textile Products

Toy Retailing

Transportation

Water Treatment

Footwear

Health Administration

Hospital Management

Insurance

Investment Banking

Iron & Steel Products

Media & Advertising

Packaging

Paints & Coatings

Pesticides

Petrochemicals

Where we have been.



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We have had the privilege of working with extraordinary companies.Here are some of them:

Occidental Petroleum

People Tech

PWC

Rodex

Rohm & Haas

Sonoco

SRI International

Tekchem

Wal-Mart / CIFRA

Woolworth

Zeneca / ICI

Deloitte

Dorr Oliver

Evenflo

Grupo Gondi

Grupo Hermes

Grupo Ind. Saltillo

Grupo Mayer

Hooker Chemical

IBM /ICG

McKinsey & Co.

Mercería Refugio

Amercoat

Aureos Capital

Borden Chemical

Camesa

Canron Industries

Celanese

Cementos Anáhuac

Cementos Tolteca

Christianson

Cyanamid

Daimler Benz

Who we have worked with.



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Conclusion.

Profit Improvement

Better Salesand Marketing Performance

ReducedCorrupt

Practices

Better Cost Control and Alignment

Balanced Growth Cycle Planning

Significant profit improvement opportunities can be found in these four areas. We can help you diagnose profitability problems ...

... and engineer the solutions into your business culture.

This is Profit Engineering.



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Consultant Profile: FRED VOGLEWEDE¶ Strong financial acumen and a penchant for market development and turnarounds.¶ International Management, Strategy and Marketing experience in developed and emerging economies.¶ Build cross-functional and cross-cultural teams to manage change and get results.¶ Line and consulting experience in Industrial, Capital Goods, Service, Consumer and Retail markets

- Education: MBA International Business (Notre Dame)

BS Chemical Engineering BA Liberal Arts (Philosophy, Pre-Columbian History

- Academic Experience: UdlA Graduate Economics, Marketing, Ops. Research

U. Anáhuac EMBA Marketing, Strategic Planning U. Iberoamericana MBA Strategy, MGIT Project-Business Liaison

- Work Experience: V&A Consultants CEO Profit Improvement Strategies (Profitability Engineering) Corruption Control CEO Reduce Corrupt Practices (Ethical Engineering)

Interim Management: - Consolidation & Commercial Director for Grupo Gondi - Market Development Manager for IBM Consulting Group - International Development Manager for Camesa / Wire Rope Industries

Wal-Mart (CIFRA) Director, Strategic Planning and Image Director, Advertizing

Sonoco International Sales & Marketing Director Strategic Planning Director

McKinsey & Co. Associate Consultant

Syngenta (ICI) Market Development Manager

Documents

IntroV&A.PPT