hello

im john, hes gary and shes nicolle

team
We are a multi-discipline team with big agency backgrounds, global brand experience and a crucial mid-size agency advantage: We are nimble, flexible and collaborative. We are inventive. We offer fresh insight and incredible value. We are an extension of your team.

we deliver creative solutions for commercial problems App Development B2B Communications Customer Experience Packaging Brand identity Digital Marketing Design Web Development

what we do

who we do it for
fmcg retail entertainment

INDUSTRIAL

Luvata - The largest metals company in Sweden with global reach. Print materials and brand communications

Click...

AIRCRAFT CHARTER

ACS - The worlds 3rd largest charter company with over $450,000,000 turnover, complete global website .

FMCG

ARLA - Large multi brand foods company. Print materials and brand communications

FMCG

Cloetta - The largest confectionery company in Scandinavia with global reach. Print materials and brand communications

EVERY DAY NEGOTIATION TOOLKIT

EVERY DAY NEGOTIATION TOOLKIT

PRE- EVENT

PREPARE: ANALYSIS

EXECUTE: PROPOSE 1. PHASES

EXECUTE: PROPOSE 1. PHASES

PREPARE: ANALYSIS

PRE-EVENT

INFORMATION CONTROL
Retain: 1 2 Acquire: 1 2 1/3 <<back

WISH LISTS
Your customers wish list: is likely to include: Create competition Understand supplier cost structure Lowest pricing required specification Flexible capacity Training and Results Fit for purpose 1/6 <<back

CLOSING
Deal with the other partys tactics

CLOSING
Deal with the other partys tactics

Client: Username:

PREPARE: ANALYSIS

EXECUTE: PROPOSE
LOGIN

SUMMARISE & RECORD Skills Training and Results

MAIN MENU

PRE-EVENT

professional ser professional services

High opening Walk away
Confirm in writing

ANALYSIS OF POWER
Likely Arena

Skills

Help the other party feel good

Manage the closing phase

Dont hurry to complete deal

Confirm in writing

understanding

Test

Help the other party feel good

Manage the closing phase

Dont hurry to complete deal

understanding

Test

Aspiration

Power

As

more>>

STAR - sales training and managem STAR - sales training and management consultancy A complete A complete identity package.
more>>
Test commitment Test commitment
WISH LIST BATNA

MAIN MENU

PREPARE:ANALYSIS

MAIN MENU

EXECUTE:PROPOSE

MAIN MENU

EXECUTE:PROPOSE

MAIN MENU

PREPARE:ANALYSIS

Skills Training and Results

professional services
Skills Training and Results

STAR - sales training and management consultancy A complete identity package.

A NORDIC CAPITAL INITIATIVE
HOME ABOUT US

COMPUTING

MY ACCOUNT CONTACT US PORTFOLIO COMPANIES PROCUREMENT PROCUREMENT ACADEMY HP 8440P

COMPUTING BENEFITS COSTS Discounts across core models (up to 30%) QUALITY Covers Laptops, Notebooks, Desktops, Monitors & Printers SERVICE Dedicated customer portal for conguring, purchasing, ordering and tracking. Fast, reliable delivery to preferred address. Direct delivery from HP in more than 20 countries. CHOICE Customizable via online conguration options.
click here to find out more

Skills Training and Results

Office: +86 20-87690081 Mobile: +86 13602788812

valid/ until 01/2012 LAPTOPS HP DESKTOPS laptops + desktops annual savings in Euro 000s: 385 (13) HP 8440P

Office: +86 20-87690081 Mobile: +86 13602788812

charles xiang
senior consultant

STAR Academy Ltd, 40 Hillside Road, Ashstead, Surrey, KT 21 1RX, UK [email protected] www.starcommercialacademy.com

jonathan brough
partner

Tel: Direct: Mobile: Fax:

+44 (0) 1372 224 750 +44 (0) 1372 224 752 +44 (0) 7974 954 981 +44 (0) 1372 224 751

charles xiang
senior consultant

STAR Academy Ltd, 40 Hillside Road, Ashstead, Surrey, KT 21 1RX, UK [email protected] www.starcommercialacademy.com

COMPUTING

COMPUTING

COMPUTING

COMPUTING

TELECOMS

LOGISTICS

TEMPORARY STAFF

TRAVEL

HOME / COMPUTING / LAPTOPS / HP

NEWS/

fantastic savings from wave 1 have lead to further extension of contracts into wave 2. new categories include

Skills Training and Results

STAR Commercial Academy Thorncroft Manor, Thorncroft Drive, Leatherhead, Surrey, KT22 8JB. UK

[email protected] www.starcommercialacademy.com

Office: +86 20-87690081 Mobile: +86 13602788812

charles xiang
senior consultant

STAR Academy Ltd, 40 Hillside Road, Ashstead, Surrey, KT 21 1RX, UK [email protected] www.starcommercialacademy.com

version one

24/02/12

ncpo weBsiTe re-design

www.adc

CONSULTANCY SERVICES

Skills used: 1. Brand design 2. Graphic design 3. Web design 4. Printed brochure design 5. Stationery design

Star - global provider of skills training. Identity, print, web and app design

CONSULTANCY SERVICES

Star - global provider of skills training. Identity, print, web and app design

Click...

INSTITUTIONAL INVESTMENT

NORDIC CAPITAL - 4.3 Billion investment fund. Design of portal website print and digital communication materials

FMCG

Bausch & Lomb - global manufacturer of opticals. Training manuals for financial management and profit control

Click...

BIFA

Moet Chandon British Independent Film awards - Main site celebrating merit and achievement in independently funded British films

FMCG Coca-Cola - The worlds most valuable brand, this packaging of 15 million glasses is one of hundreds of B2B projects we carry out, we are a contracted consultancy

However, there are typically different departments and individuals who look at the different aspects of this model how well do we interact with them, if at all? Once we know who is involved and how they impact decisions, we have the basis to effectively plan our contact with them the agendas we need to have with them, and the best time to speak to them. This therefore gives real credence and value to appropriate contact matrices.

It is vital that you understand ALL of the stakeholders involved in key decisions

Section 1 Planning

Training workbook Kerry Customer Management Academy

Once we are clear about all the people involved in the decision, and which areas we need to deliver against for them, we can then take our understanding even further. We can look at the manner in which they influence decisions. We look at them against two criteria: 1. Degree of influence - High or Low. 2. Degree of interest/attitude - Negative through Neutral to Positive.

High

Trouble On the fence Influence

Ambassador

Critic
Low

Fan

Negative

Neutral

Positive

Interest/Attitude

Tools for insight identification (you will learn how to use each of these in training)
TOP 10 GOLDEN RULES 5 WHYS FUTURE SWOT GAP ANALYSIS TRIANGULATION

Once we have mapped them, we can look at the best way to influence them:Trouble - attempt to understand their position, through others (such as your fans and ambassadors,) but also with direct

discussion. A set of rules that can be applied to data and information to help us get the most out of it. Critics - attempt to understand their position, and share A way of thinking that forces us to challenge what we are presented with, to try and drive information with them. Keep a close eye on their needs, and more value out of what we see. It is a fabulous mindset to have for business as a whole! attempt to demonstrate how your propositions benefit them, This tool gets us to think from different perspectives, offering us the chance to find therefore moving them towards ambassadors and fans. something we wouldnt normally spot. Fans - keep them well up-to-date, and potentially over communicate, to keep them involved. Use them to understand A way of using data to generate insights, but specifically in this example linked to the point others positions. of purchase. Ambassadors - involved at every stage, and give them success Looking for linkages across multiple sources of data that offer us competitive advantage - to use internally, and with some of the more challenging stories Building the murder wall! stakeholders.

A great way to ensure customer engagement is to test your insights against the 3 Mores. Your customers obsess about: MORE people buying MORE often and spending/buying MORE.
15

Customer thinking
Category incidence Transaction size

Penetration

Sales value

% Margin

Actual profit

Traffic build
Increase the total of trips

Incident build
Increase the total of baskets that contain the category

Transaction build
Increase the size of each transaction

Profit build
Increase the profit of the category

We will explore the model above and seek to THINK LIKE RETAILERS. We will consider THEIR key metrics: Total number of trips? Total number of baskets that contain our categories? Size of each transaction? The profitability of the category? We will also consider how they compare against:

We have worked closely with Kerry Champions to develop a Kerry Way of customer planning

Key Principles for CMA These should drive our behaviours

12

Their total share of grocery? Their competitive set? The segment as share of category?

CLEAR SIMPLE USABLE World-Class Quality Continuous Improvement HONESTY RESPECT our differences All ALIGNED Kerry CHAMPIONED
2

FREEDOM within ONE Framework

FMCG

Kerry Foods - International foods processor and provider. Sales manuals and materials and corporate communications

cvs
Experience: JWT, AD Creative London. Client heritage: Coca-Cola, M&S, Dixons, Telenor- Norway, Elkjp- Scandinavia, Henkel -Turkey, Virgin Group, ASDA, Sara Lee Specialities: Creative direction, Graphic design, Retail design, New product development, Customer communication. Experience: 6 years of mobile marketing experience. Client heritage: Coca-Cola, Panasonic, SEAT, Sanyo and Unilever. Specialities: Consulting, interaction design, planning Sjors de Wildt App development Director Experience 18 years experience in website and software development. Client Heritage Media Equals, VideoJug, Stockcube, Hubsphere and the NHS. Music & Entertainment, Financial and Sustainability sectors. Specialties Technical Director, Design Director, CTO Broad range of technical skills with a hands on approach Ruby on Rails and Front End UI Engineering. John Graham FCSD Creative Director

Experience: OMC, Richard Wilmot & Partners, AD Creative. Client heritage: Coca-Cola, Diageo, L&L, Dixons, UCL, Mappin & Webb, Dorma, M&S, Haymans, Allied Domecq, Kobrand Corp, Maxxium, World Duty Free. Specialities: Brand development, Art direction, Graphic design, Project management, New product development, Packaging.

Gary Page Design Director

Andrew Gordon Web Development Director

Experience: Highly qualified graphic designer Client heritage: Coca-Cola, Procter & Gamble Specialities: Graphic design, Digital design Nicolle Castro Designer

what they say about us

Thanks for all your support at the press launch for the nominations, and the speed you all worked at to get the soft launch of the website up in time. It has, without a doubt been worth it - the site looks incredible with a fresh modern look. We love the video interviews you produced and are thrilled at the visible increase of site visits, followers and conversations we are witnessing online since we started this activity. A Big thanks to all the team. Tessa Collinson - Director

the site looks incredible with a fresh modern look.

responsive, creative and on target.

enjoyable experience with invariably successful outcomes.

contact
Partner offices in: Norway www.addekor.no Singapore www.dpcdesign.com John Graham FCSD Creative Director Telephone: +44 (0) 20 8870 8743 Mobile: +44 (0) 7831 859 672 Email: [email protected] www.adcreative.co.uk

AD Creative London John Graham FCSD