Industrial sales survey

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Industrial sales survey
What we have available is:
Knowledge of markets
Knowledge of customers
Desire to increase our sales to industries
Net work potential, opportunities
OFI Industrial Sales Survey
•Where we sell
•To whom we sell
•Which products we sell
•Where we want to sell
Importance of industrial sales for OFI companies
Dragsbaek
Sonneveld
Idun
Odense
Belusa F.
Credin Denmark
OFR
approx. 40% of total sales
approx. 80% approx. 40% approx. 40% approx. 40% approx. 20% approx. 25% -
Industrial sales through OFI S & D companies
Sweden – Kåkå industrial sales team
•Lantmännen Unibake, Findus, Godbiten etc.
•Cover all of most important industrials in Swedish market
•4/5 people with huge inside knowledge
Minordija / Lanordija / Vilmix
*Selling to Fazer, Vaasan etc
*Daily contacts to number of industrials
Where do we sell today
Denmark Sweden
Germany Belgium
UK
France NL
Credin
x
x
x
x
x
x
Dragsbaek
x
x
x
x
x
x
Idun
Norway Belarus Bulgaria Finland
USA Baltics Greece Portugal Czech R. Romania Poland Austria
x
x
x
x
x
x
x
x
x
x
x
x
x
Sonneveld
x
x
x
Odense
x
x
x
OFR
Belusa
x
x
x
x
x
x
x
x
x
x
x
x
x
x
+ all our contacts….
x
x
x
As an example - Dragsbaek industrial sales :
Denmark: Lantmännen, Kohberg, Givesco
Germany: Fronhofs, TKB Grötsch, GMK
France: Delifrance, Pasquier, La Panatiere
Belgium: Gourmand
Sweden: Pågen, Lantmännen, Findus, Givesco, Godbiten, Bergmans…..
Finland: Fazer, Vaasan, Myllyn Paras
Baltics: Fazer, Vaasan, Mantinga…..
Product matrix:
Dragsbaek/Belusa/OFR/VMG: Pastry margarine, Dough margarine
Odense: Marcipan, Persipan, Sugar paste
Credin D. : Custard Powder, Glacing agents, special mixes
Sonneveld: Bread improvers, Release agents, liquishort, Bread mixes
Jästbolaget: Yeast
Customer base:
Bread producers & Pastry producers
Where do we want to sell / increase our sales
Denmark Sweden Germany Belgium
UK
France NL
Credin
x
x
x
x
Czech R. Romania Poland Austria Others
x
Idun
x
Sonneveld
OFR
Belusa F.
Baltics Greece Portugal
x
Dragsbaek
Odense
Norway Belarus Bulgaria Finland USA
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
x
German market - example
Interest to enter / increase sales in
the German market
•Sonneveld
•Odense
•Dragsbaek
+ more
Who within OFI has today experience and contacts in the German
Market ?
Credin Denmark:
- Selling to Lantmännen
Odense, Germany, selling to :
- Horst Schluckwerder OHG
- Conditess Feine Kuchen
- Cooperath und Wiese
- Ifri-Schuhmann GmbH
- Edeka
Dragsbaek selling to:
- Fronhof
- TBK
- GMK
Denmark Sweden
Germany Belgium
UK
France NL
x
x
x
Credin
Dragsbaek
Idun
Sonneveld
Odense
OFR
Belusa F
x
Norway
Belarus
Who might assist us to increase industrial sales
Denmark Sweden
Credin
Dragsbaek
Idun
Sonneveld
Odense
OFR
Belusa F.
Germany Belgium
UK
France NL
x
Norway
Belarus
Denmark Sweden
Germany Belgium
UK
France NL
Norway
Belarus
Bulgaria
Finland
USA
Baltics Greece Portugal
Credin
Dragsbaek
Idun
Sonneveld
Odense
OFR
Belusa F.
x
Ultimate Holding company
Barilla
Kraft Foods
Finalrealm
Bahlsen Süßwaren
Premier Foods
Nestlé
Lantmannen
Warburtons
Ostendorf
ABF
Collussi
Sara Lee
Apax Partners
Danone
Orkla
Lion Capital
Ebro Puleva
Pågens
Fazer Konfektyr
Migros
Harry-Brot
Rana
Coppen. & Wiese
Saveurs de France
Lotus Bakeries
Kuchenmeister
Lambertz
Vision Capital
Berkshire Partners
CNP
Finedon Mills
Griesson
Duke Street
Oetker
Rugensberger
Arla Foods
Kohlberg
Heinz
Ferrero
Brioche Pasquier
Euricom
DCI
Greggs
Aryzta
Laihian Mallas
Vicenzi
Bake Five
Erlenbacher
Coop Schweiz
General Millls
Market Shares West
Europe
8,97%
2,94%
1,77%
1,69%
1,59%
1,15%
1,14%
1,12%
1,08%
1,03%
1,01%
0,97%
0,82%
0,76%
0,76%
0,72%
0,71%
0,66%
0,65%
0,57%
0,57%
0,56%
0,55%
0,54%
0,52%
0,52%
0,51%
0,49%
0,45%
0,42%
0,42%
0,42%
0,41%
0,40%
0,39%
0,38%
0,37%
0,36%
0,34%
0,33%
0,32%
0,31%
0,30%
0,28%
0,28%
0,27%
0,26%
0,25%
0,25%
0,24%
Ultimate Holding company
51
52
53
54
55
56
57
58
59
60
61
62
63
64
65
66
67
68
69
70
71
72
73
74
75
76
77
78
79
80
81
82
83
84
85
86
87
88
89
90
91
92
93
94
95
96
97
98
99
100
Limagrain
Permira
De Cecco
Artal
Pasquale
NPM Capital
Del Carlo
Parmalat
Loacker
Mars
Sammontana
Grupu Gallo
Bonne Bouche
Edeka Minden
Unilever
Axa
Northern Foods
Wollbacher
Albro
Norac
Citterio
McCambridge
Van Hove
Fage
Klemme
Heberer
Frischback
Brennans Bakeries
VK Mühlen
Grupo Novelli
Kronenbrot
Panasa
GEP
Gramss
Steinecke
TMT Finance
Garma
Biscuits Bouvard
Delicato Bakverk
Vivartia
Europastry
Hügli
Soubry
East Balt
Kambly
Manner
Goûters Magiques
Dulcesa
La Lorraine
Champagne Céréales
Market Shares
West Europe
0,23%
0,23%
0,23%
0,22%
0,22%
0,20%
0,20%
0,20%
0,20%
0,20%
0,19%
0,18%
0,18%
0,18%
0,17%
0,17%
0,17%
0,17%
0,17%
0,17%
0,16%
0,16%
0,16%
0,15%
0,15%
0,15%
0,15%
0,15%
0,15%
0,15%
0,15%
0,15%
0,15%
0,15%
0,15%
0,14%
0,14%
0,14%
0,14%
0,13%
0,13%
0,13%
0,13%
0,12%
0,12%
0,12%
0,12%
0,12%
0,12%
0,12%
Ultimate Holding company
1
2
3
4
5
6
7
8
9
10
11
Barilla
Kraft Foods
Finalrealm
Bahlsen Süßwaren
Premier Foods
Nestlé
Lantmannen
Warburtons
Ostendorf
ABF
Collussi
Market Shares West
Europe
8,97%
2,94%
1,77%
1,69%
1,59%
1,15%
1,14%
1,12%
1,08%
1,03%
1,01%
89
90
91
92
93
94
95
96
97
98
99
100
Delicato Bakverk
Vivartia
Europastry
Hügli
Soubry
East Balt
Kambly
Manner
Goûters Magiques
Dulcesa
La Lorraine
Champagne Céréales
0,14%
0,13%
0,13%
0,13%
0,13%
0,12%
0,12%
0,12%
0,12%
0,12%
0,12%
0,12%
Discussion :
Do we find such ”industrial map” useful ?
How can we improve it ?
How can we use it ?
Thank you for your attention
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