Delta Management
consulting firm
Company presentation
Who we are
Company Statement:
Delta Management is a
Russian consulting firm with
focus on development and execution of
effective and competitive
sales and marketing strategies
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Delta Management mission
Who we are
To provide considerable business growth to our clients
in Russia and CIS through:

sales and marketing strategy development and
optimization

development of most competitive business processes,
sales policies and procedures

building an effective sales & marketing complex
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Who we are
Staff

15 consultants* at different levels

Great combined work experience in
multinational and Russian companies

Last job positions of some consultants:



AT-Trade, Inc., – Dobrovolski D., – General Director
Severstalmash group of companies, CJS “PeterStar”
(Metro Media Group), – Rytikov A.,– Partner
Mobile Telecom Systems, – Vetrova T., – Research
Director
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Our client list

Who we are

Crystall Group - (vodka brands “Gzhelka”, “Russian White Gold” etc.) - 60% of
Moscow vodka market

building regional distribution system

sales structure optimization
Rosman Publishing house – (Harry Potter project in Russia)


PEZ-Haas (PEZ-Haas product range)


competitive analysis
SD-Foods, largest Mars distributor in Russia


building efficient sales and marketing system
product category research
Demiurg Group of companies (“Smolenka” butter & mayonnaise brands,
“Smolenskoe”, “Krestyanskoe zastolie”)

building efficient sales and marketing system

competitive product category analysis

business partner commercial audit
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Our client list (continuation)

RosBuilding Group of companies

Who we are


A-T Trade (coffee brand “Luxor”, tea brand “Edwin”, fruit drink “Fruting” etc.)

competitive analysis

commercial audit and assessment of distribution companies in CIS
Tver Mill complex (premium flour brand “Tverskoe MKB”)



product category research
building efficient sales and marketing system
BelEconomBank – investment project “Ramensky Konditer” (croissant brand
“Mont Blanc”)

competitive analysis

building regional distribution system

search for strategic partner – Frito Lay of PepsiCo became distributor as of 01/01/04
ARMI PharmAssociation of Produces of Disposable Medical Articles

competitive analysis

building efficient sales and marketing system
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Who we are
Our products
1.
Selection of distributors for manufacturing companies
2.
Allocation of teams of sales and marketing professionals for
investment projects
3.
Building and optimization of effective sales systems (re-structuring
of sales and marketing departments)
4.
Introduction and implementation of changes in structural units –
transfer of knowledge, skills and sales techniques / teaching
client’s personnel
5.
Sales structure expenditures optimization
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Who we are
Advantages

Company’s specialization provides high level of expertise

Successful work experience of our consultants in leading
positions in largest Russian and multinational companies

Full introduction and implementation of solutions
developed
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As an example, on the next few slides we
give our detailed approach to the project of
building an effective sales system
Project scheme – effective sales system
setup
I
External
Internal
Algorithm of our work
II
Audit
Existing business
processes assessment
Timing of main
operations execution
Main policies:
•assortment
•client
•pricing
•credit
Distribution channels
Org chart
Sales policy
Main employee manuals
and regular KPI procedures
Staff policy
Introduction and building knowledge in structural units –
transfer of knowledge and technology of work to staff
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Mandatory blocks within sales
efficiency project
Sales policy
Who we are
Assortment policy
Client policy
Main business
processes in S&M
Business processes
in Sales
Pricing policy
Credit policy
Functional duties
Functional duties
in Sales
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Optional blocks within sales efficiency
project
Who we are
Sales policy
Planning
Entering
new markets
New channels
opening
Sales structure
expenditures
optimization
Commercial audit
Business processes
in marketing
Management
coaching
Price and distribution
monitoring
Key performance
indicators (KPI)
and motivation
Merchandising
Planning budget
systems
Functional duties
in Marketing
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Approach to problem
Algorithm of our work
AUDIT
STRATEGY DEVELOPMENT
AND SELECTION
S&M DEPARTMENT ACTIVITY
OPTIMIZATION
EXECUTION OF CHANGES
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Building an effective
sales and marketing system
3-4 weeks
2-4 weeks
4-6 weeks
8-12 weeks
12 months
Follow-up
consulting
Project plan
Execution
of changes
S&M department
activity
optimization
Strategy
development
and selection
Company
audit
Stage #1
Stage #2
Stage #3
Stage #3
Stage #5
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Audit. Stage #1

External:
The sequence of stages




Market / category
Competition
Distribution channels
Internal:



Company’s objectives and strategy
Portfolio assessment
Org chart and existing business processes
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Audit. Stage #1.
Results – what client receives
Product category
Competitors’ goals and conditions of work
Client’s sales strategy
Correspondence of client’s sales strategy to client’s general
strategy
Assessment of effectiveness of:

The sequence of stages











assortment portfolio
client segmentation
price structure
credit policy
Internal business processes reconstruction
Existing org chart primary assessment
Project goals correction and finetuning
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The sequence of stages
Development and selection of
sales strategy. Stage #2

Selection of optimum portfolio

Geography of sales

Distribution channels

Promotion means
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The sequence of stages
Sales strategy. Stage #2.
Results

Optimum product portfolio

Existing and new markets analysis

Geography of sales, order for entering new markets

Distribution channels corresponding to client’s strategic
goals

Recommendations on selection of promotion programs
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The sequence of stages
S&M department activity
optimization. Stage #3

Org chart

Functional duties

Sales policy – general issues

Processes and procedures– development of detailed
provisions of sales policy

Planning

Personnel

Key performance indicators (KPI)
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The sequence of stages
Functional duties. Stage #3

Place in org chart

Field of responsibility

Tasks and areas of reporting

Rights and responsibilities

Performance assessment

Administrative provisions
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The sequence of stages
Sales policy. Stage #3

Assortment/ SKU policy

Client policy

Pricing policy

Credit policy
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Sales policy. Stage #3. Results
The sequence of stages
1.
2.
Developed and formalized sales policy:
a.
balanced assortment portfolio
b.
segmented client list
c.
developed price list and discount system
d.
credit policy
Corrected / developed and formalized business processes
and procedures
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Sales policy. Stage #3. Results
(continued)
The sequence of stages
3.
4.
Developed org chart which corresponds to the tasks of:
a.
strategic goals solution
b.
chosen distribution channels cover
c.
S&M department work efficiency
Developed and formalized documents on org chart:
a.
functional duties
b.
key performance indicators (KPI)
c.
KPI methodology and frequency of control
d.
motivation program and personnel development (upon request)
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Contacts
How to reach us
Address: 226 office, Sokolnicheskii val str. 1B
buildig 2, Moscow, 107113, Russia
Phone:
+7 (495) 638-56-60
E-mail:
dobrovolski@delta-management.ru
Web-site: www.delta-management.ru
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