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THE SUMMIT

The FMCG-Industry should prepare itself for changes. Are we aware of the ways in which innovations, digitalisation, big data and creativity have an impact of the working processes? How could we turn the trends recognition into market advantage and to use it to boost up sales? How to find the formula for a market success? What are the industry’s potentials and which consumer trends will shape the future of FMCG-Industry?

The InStore Magazine, which has been the main informer and educator within the FMCG-Industry in Macedonia and the region for the past seven years, organises the fourth FMCG Summit Skopje 2018 to discuss these exact issues.

The concept, the topics and the renowned speakers have helped the FMCG Summit become a renowned business event that gathers at one place professionals from a huge number of companies from the Macedonian FMCG sector. Our objectives are: exchange of experiences and practices, inspiration and motivation for improving the operation of the companies, as well as making and strengthening business contacts.

This year, the FMCG Summit Skopje 2018 will be held on 17 May at the same location at Aleksandar Palace Hotel. Be there!

Organised by:

SPEAKERS

Some of the most eminent columnists, clients and collaborators of the InStore Magazine from the entire region will address the FMCG Summit Skopje 2018:

  • Enver Maliki

    Enver Maliqi

    Owner of Gemak trejd

    He is an accomplished entrepreneur and businessman, who started his family business from scratch more than 30 years ago. In the course of the years he has acquired great experience in various industries, such as trade and distribution, telecommunications, real-estate and catering both in the country and abroad (Kosovo and Albania). Maliqi is the owner and member of the Board of Directors of the Park Hotel & Spa (5 star hotel), as well as the owner of several restaurants, cafes, bars, discotheques, etc. He is also member of the Board of Directors of the Company "Gekos"-Kosovo (founded in 2001), a sister company to “Gemak Trade” that has been doing business in Macedonia successfully since 1991. At the moment he is a member of the Council of the City of Skopje, and a Deputy Mayor, a member of numerous economic chambers and associations, a philanthropist and a caring husband, father and grandfather. Apart from leading the Maliqi family business he has also been the motivational leader of more than 300 employees that at the moment work in his network of companies.

  • Milan Radivojevic

    Milan Radivojevic

    Strategy and Business Development Director at "Nelt Group”

    Radivojevic was born in Krusevac in 1970. He holds a degree from the Faculty of Economics of the Belgrade University, as well as an EMBA degree from the Cardiff University in UK. He started his career at the “Trojal” Corporation in the foreign trade sector. In 1997 he transferred to the “Proctor & Gamble" taking the position as a KA-Manager for the territory of Serbia and Bulgaria. Next he got the job as a Sales Manager for Serbia and Montenegro at “Japan Tobacco International” (JTI), and in 2006 he became Regional Sales, Trade-Marketing and Logistics Director for the region of former Yugoslavia. During his time at JTI he opened the markets in Macedonia, BiH, Albania and Croatia. Since 2010 he has been working at “Nelt”, first as a Sales Director and later as a Strategic Planning and Business Development Director, working on business expansion by establishing cooperation based on new principles, opening of new sales platforms and opening of new markets. The fundamental focus of strategic planning is process development, introduction and implementation of the Balanced Scorecard System and developing strategic maps throughout the entire organisation and all the markets.

  • Jelica Ivanovska

    Jelica Ivanovska

    Organisation Development Consultant

    A business professional with 16 years of experience in the field of general management, human resources management and organisational development in big multinational production and trade companies. She holds a degree in economy and management from the “Ss Cyril and Methodius University” in Skopje, and she has attended specialist studies in Gestalt Psychotherapy at the Gestalt Institute in Skopje. She has built her career in big companies, such as: Visteon Electronics, Johnson Controls, Seavus, Sokomak Bitola, Skopje Brewery, Pristop MK, etc. Her expertise is in the field of organisation development, setting up greenfield operations on the Macedonian market, defining and implementing business strategies, business integration and acquisitions, leading administrative and managerial functions within the company management, company reorganisation and restructuring processes, saving in various area, and she is a natural talent when it comes to identifying and implementing tools and methods that support the successful development of the company culture.

  • Miograd

    Miodrag Borojevic

    Chief Executive Officer of the Russian retailer "O’KEY”

    A person with twenty years of experience in trading with FMCG. In the late 1990s he started working for the Croatian retailer “Getro” and in 2002 he joined the team of “Kaufland” when it entered the Croatian market. He was initially responsible for the development of the “Kaufland” brand in the Slavonia region and afterwards for the entire territory of Croatia. In 2005 he became responsible for its expansion to new markets. In the following three years he established the “Kaufland” structure in Romania and worked on its expansion to Bulgaria. After 12 years in “Kaufland” he left for Italy where he worked for the “Rewe” Company on the “Penny” markets focusing specifically of the platform for selling fruits and vegetables all over Europe, the project for production of private trademarks as well as developing a network of about 400 shops all over Italy. Since 1 May 2017 he is the Chief Executive Officer and Chairperson of Board of Directors of the Russian retailer "O’KEY”, leading the retailer’s restructuring. The changes entail leaving of the supermarket format and focusing of the "O’KEY” Hypermarkets and “DA!” discount shops, as well as initiating a start-up project for small discount shops.

  • Marijana Agikj Molnar

    Marijana Agic Molnar

    Managing Director of GFK – Serbia

    Since 2002, Molnar has been the Managing Director of the company GfK for Serbia, and for the Adriatic Region since 2013. Prior to this, she worked for the Coca Cola Company and was a partner in a start-up research company. The Global Board of GfK has elected her as a member of the Exellence Team of GfK. She is a recipient of a scholarship from the Confederation of British Industry and of the British Know-How Fund as part of the educational program of JICAP. Education: Master studies in Economics (Marketing) at the Faculty of Economy, University if Belgrade and MBA studies at the University of Sheffield International College. She is a lecturer at the Mokra Gora School of Management, the Founders Institute and AkademIAA. She is a member of the professional associations IAA (member of the Management Board of the association) and ESOMAR. She is a recipient of an award by the Coca Cola Company for: Strategic consumer insights

  • Petar

    Petar Medarevik

    Director of One Stop Marketing

    Petar Medarevic has a degree in marketing from the Faculty of Economics at the Belgrade University. In December 2014 together with his partners he founded the IT marketing agency “One Stop Marketing” and ever since he has been managing it as its Director. The Agency at the moment has 8 employees and it specialises in loyalty programmes and processing of data collected from loyalty cards. The services are offered based on the “Loyalty as a Service” principle and they cover all its segments, from the card design and credit scheme, via the data processing to developing digital marketing tools

  • Dzordz Angelakis

    George Angelakis

    Senior advisor of European Bank of Reconstruction and Development

    Highly skilled manager with over thirty five years’ experience in FMCG industry. His professional career began in 1981 as an Assistant to the General Manager of Operations of the Hellenic Bottling Company (HBC). In 1986 he was appointed CEO of HBC’s subsidiary, Rhodes Beverage Company, where instigated and executed a capital investment project of $12 million for a new plant. In 2006 Angelakis created and is the president of a consulting company that specializes in restructuring FMCG companies. As a senior consultant, Angelakis participated in various business projects, covering a wide range of fields and areas such as Strategic management, management systems, structuring management teams, restructuring Sales and Distribution systems and organizations, marketing, Logistics, and MIS systems. He has consulted and advised enterprises in the FMCG industries in Greece, Albania, Macedonia, Kosovo, Croatia, Bosnia and Herzegovina, Russia, Egypt, Georgia, Azerbaijan, Kazakhstan and Kirgizstan. Most of above projects were managed by European Bank for Reconstruction and Development, Advice for Small Businesses.

  • Nikola Mizo

    Nikola Mizo

    Director of the Center for Profit in Alkaloid

    Nikola Mizo graduated from the American University in Bulgaria, and got his master degree from the Huron University in the United States at the Management and Finances Department. In the course of his professional career he had worked as a Director and as an Advisory Services Manager at “PricewaterhouseCoopers”, and in 2006 he joined the team of the biggest Macedonian pharmaceutical company, and its cooperative development department. In 2007 he became the Director of the Profit Centre Chemistry, Cosmetics and Botanicals at "Alkaloid” and he has been managing the FMCG segment of this company for 11 years.

  • Ivica

    Ivica Sokolovski

    Research Manager at “Ipsos” - Macedonia

    Sokolovski has been a member of the “Ipsos” team since the first day this global research brand was established in Macedonia and in the region in 2008. He is responsible for the FMCG research design and methodology focusing on quantitative researches. In his 10 years of experience working on more than a hundred research projects he has acquired great expertise and broad experience in the area of growth and development of trade marks in all FMCG categories. He has been expanding his professional capabilities and interests by attending the internal and intensive Ipsos’ marketing schools as well as some formal professional training. In the course of his work he has had countless opportunities with his clients to implement standard research methodologies, but he has been always interested in new and innovative ways of analysing and interpreting the results. Sokolovski understands the domestic consumers perfectly, and the Ipsos’ regional network provides him with excellent insight in the state of the other markets in the region. He is a member of ESOMAR, and a great supporter of the idea to create a national research association of researchers and research agencies.

  • Darko_Lukic

    Darko Lukic

    Marketing Consultant, AMMCС

    Twenty years of experience in the marketing out of which 5 years working at a market research and advertising agency and 15 years working for the leading multinational companies in the banking and FMCG sectors (ING Bank, Nestle Adriatic, Henkel CEE HQ Austria, Henkel Serbia). Between 2007 and 2015 he was the Regional Marketing Manager for Serbia, Kosovo, Montenegro, Macedonia and Albania of Henkel Serbia. Portfolio: Persil, Merix, Perwoll, Silan, Bref, Mer, Somat. He was also the Regional Executive Manager of the Afirma Agency: FCB Afirma d.o.o. Beograd. Clients: Beiersdorf, Mondellez, Telenor, Whirlpool, Lesaffre, IKEA. Territory: the region of former Yugoslavia and Albania. He is currently working as a marketing consultant for the leading Serbian companies and NGOs at the Management and Marketing Consulting Agency that he founded. Clients: UNICEF, Yuhor, Mioni, Fun&Fit, Danubius, Nectar Grupa. Territory: Serbia

PROGRAMME

Are we aware of the ways in which innovations, digitalisation, big data and creativity have an impact of the working processes? How could we turn the trends recognition into market advantage and to use it to boost up sales? How to find the formula for a market success? What are the industry’s potentials and which consumer trends will shape the future of FMCG-Industry?

  • 08:00 - 08:45

    Registration of the participants

  • 08:45 - 08:55

    Opening remarks

    Verica

    Verica Martinovska, InStore - Macedonia

  • 08:55 - 09:00

    Programme supporter’s remarks

    Maja Anteska

    Maja Anteska, Principal manager, Advice for Small Business, EBRD

  • 09:00 - 09:25

    Inspiration

    Enver Maliki

    Enver Maliqi, owner of "Gemak trade"

  • 09:30 - 09:55

    The model of strategic maps and balanced scorecard as a tool for implementing a long term strategy

    Many companies have good strategies, but how many of them manage to apply them successfully having in mind that the greatest challenge is the process of implementing and communicating the strategy within the organization? For the purpose of resolving that problem the US professors Robert Kaplan and David Norton came up with a model of strategic maps and balanced scorecard that extensively facilitates the communication and implementation of the strategy. At a global level many companies use this approach, but in this region the “Nelt Group” Group is the pioneer in this field.

    Milan Radivojevic

    Milan Radivojevic, Strategy and Business Development Director at "Nelt Group”

  • 10:00 - 10:25

    The Oz Principle or achieving results by means of individual and organisational responsibility (according to the book by Roger Connors, Tom Smith and Craig Hickman)

    Just like teams, individuals could also improve their results by changing their behaviour within the company and by recognising and refusing to be victims of circumstances? What are the steps in the process of taking responsibility? - presented by linking them to the Story of the Wizard of Oz.

    Jelica Ivabovska

    Jelica Ivanovska, HR Consultant

  • 10:30 - 10:50

    Coffee break

  • 10:50 - 11:35

    Russian market as a huge export potential

    What does the Russian retail market look like seen from the perspective of a person coming from this region? Market overview and looking into the opportunities for selling domestic and regional brands in Russia. What are the weaknesses of our manufactures at the Russian market, and what is their potential? In what direction will the Russian market develop in near future?

    Миодраг Боројевиќ

    Miodrag Borojević, Chief Executive Officer of the Russian retailer "O’KEY”

  • 11:40 - 12:05

    Use your data wisely

    The age of the Fourth Industrial Revolution that brings about automation, Internet of Things (IoT) and artificial intelligence has already started. The by-product (and maybe the reason) of these changes is the data that each company collects. How does that change our business models and where could we find new opportunities for growth

    Marijana Agikj Molnar

    Marijana Agic Molnar, GfK General Manager - Serbia

  • 12:10 - 12:30

    Coffee break

  • 12:30 - 12:55

    Loyalty Programme to the benefit of the retail chain, the customer and the supplier (case study: Gomex)

    What are the modalities of using data collected with а loyalty programme for optimising business processes, personalised digital marketing and strengthening the analytical potentials? How to generate a win-win-win situation in which the customer and the retailer and the supplier get added values, based on the data generated through the loyalty programme? What are the possibilities for innovative solutions in order to advance the sale by combining the benefits of the loyalty programme with the contemporary information technologies? What are the costs for a loyalty programme and for a commercialisation opportunity by developing B2B solutions?

    Petar Medarevik

    Petar Medarevic, Director of One Stop Marketing

  • 13:00 - 13:25

    Best management practices ‎in FMCG industry

    The tremendous increase of competition in the FMCG market, the changes in the way the world is conducting trade, the market volatilities due to a lot of parameters like technological changes, and more, unfortunately not all directly related to economic reasons, all these have contributed, or better have created a totally new further increased competitive environment in which FMCG industries have to work in. Things now move even faster! What are the most important Best Management Practices FMCG industries and wide distribution networks should apply to survive in this conditions.

    George Angelakis

    George Angelakis, senior advisor of European Bank of Reconstruction and Development (EBRD)

  • 13:25 - 14:25

    Lunch Break

  • 14:25 - 14:50

    Growth and sales increase – no matter what!

    Which are the key factors that influence the sales on the domestic and foreign markets today, in the age of digitalisation and globalisation? How to maintain continuous growth and to adapt as a company to the new demands of the market(s)? How does “Alkaloid” do it?

    Никола Мизо

    Nikola Mizo, Director of the Center for Profit for chemicals, cosmetics and botany

  • 14:55 - 15:20

    With the analogue we move towards the digital

    How many consumers shop online, and how many manufacturers and retailers offer the online shopping as an option? What are the trends and the experiences around the world, in the region and locally? Are there discrepancies between the offer and the demand and what are the challenges of digitalisation that manufacturers and retail chains are faced with?

    Ivica Sokolovski

    Ivica Sokolovski, Research Manager at “Ipsos”

  • 15:25 - 15:50

    Is the FMCG Industry the next victim of digitalization?

    The FMCG Industry today is faced with the reality where on one hand the potentials and the changes brought about by the Internet of Things (IoT), virtual reality, artificial intelligence, robotics, new ways of distribution … come to life, and on the other hand there is rapidly growing pressure and increasing significance of the PL in the lives of the consumers. Under such circumstances, the FMCG brands could lose both their traditional channels for distribution and the consumers. What could be done in order to prepare for the upcoming changes and how to avoid becoming a victim of the digital hurricane? What are the greatest challenges of the FMCG brands today?

    Darko Lukic

    Darko Lukic, Marketing Consultant, AMMC

SPONSORS

FEES

Reserve 17 May 2018 in your business calendars for the event of the year and together with your colleagues register for the FMCG Summit Skopje 2018!

REGULAR FEE

165 * SIGN UP

2-3 PARTICIPANTS

145 * SIGN UP

4-6 PARTICIPANTS

125 * SIGN UP

7+ PARTICIPANTS

115 * SIGN UP

* Prices are without VAT

CONTACT

BIG CONFERENCE HALL

Aleksandar Palace Hotel

Blvd. 8 September No. 15, Skopje

+389 2 3067 572

InStore Magazine (DRP "Kliker Marketing”)