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Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION...

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Page 1: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 2: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

–•

–•

LUNCH

–•

Page 3: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 4: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 5: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 6: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Subject NB Verbatim

Technical training/ Technical days

8 For new products/market leading unique product Positioning products by countries/crops Latest Technical data updated for each countries Designed for crop specialist Better product portfolio overview

Share of experience 8 Capacity to express needs, market changes Successes and market in other regions

LPCs visits for customers (distributors/big farmers)

3

Networking 2 Product development 1 Establish a list of priority list and common program of

development

Vision of competitors and LPC strategy 1 LPC experience worldwide Market orientation Last legal requirement

Global events for customers (seminar, convention…)

1 Seminar, convention Users meeting other users

Page 7: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 8: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Page 9: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
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THE OFFER

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BUSINESS PERF (Commercial)

INNOVATION

EXPERTISE (Technical)

PER

SON

ALI

SED

C

OLL

ECTI

VE

Page 12: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

o

o

Page 13: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 14: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

o

o

Page 15: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

BUSINESS PERF (Commercial)

INNOVATION

EXPERTISE (Technical)

PER

SON

ALI

SED

C

OLL

ECTI

VE

Page 16: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

o

o

o

o

o

To b

e d

efine

d o

n in

divid

ual an

nu

al review

with

area man

ager

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OPERATIONNAL FUNCTIONING

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Page 20: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Annual conference

Apr May Jul Aug Sep Oct Nov Dec 2019 Jun Mar Feb Jan

Visit of members

Comité pilotage Steering commitee

Comité pilotage Steering commitee

Comité pilotage Steering commitee

Comité pilotage Steering commitee

Page 21: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Meeting Period Frequency

Annual convention

June

1 per year

Steering comity

July – Sept– Dec- Mar

4 per year

Technical days

On demand

On demand

Visit of distributors

On demand

On demand

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Page 23: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
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Page 27: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

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Page 30: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Rise P 1x10E10 rate, ha potato rate/ton corn rate/ton sunflower rate/ton soybean rate/ton wheat rate/ton

rate per ton 150 250 330 200 200

1x10E9 rate per ha 1000 1000 1000 1000 1000

1x10E10 rate per ha 125 125 125 125 125

100 000,00 430 000,00 610 000,00 200 000,00 620 000,00area, ha, target 10% market share

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Page 38: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
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Page 43: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Environmental health, home

and plants

Agriculture

Petroleum additives

Pharmacy,

Cosmetics & Related Products

BOARD OF DIRECTORS

IMPORT & EXPORT

TECHNICAL & LOGISTICS

RISK & OVERDUES

FINANCIAL & ADMINISTRATION

QUALITY & HSE

HUMAN RESOURCES

GROUP I

GROUP II

GROUP IV

GROUP V

GROUP lll

Maintenance and cleaning

products

Food

Electronics & NDT

Glass &

Environment

GENERAL MANAGEMENT

CUSTOMERS

INFORMATION SYSTEMS &

TECHNOLOGY

Coatings

Polyurethanes

Plastics

Elastomers

Ceramics & Paper

Textil

Page 44: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

353 people Employees dedication (50 years within the company)

Training teams Internal promotion Independent management (100% CQM capital)

Profit reinvestment

CQM & Common sense

CQM & Departmental oriented

CQM & Diversification

CQM & Chemical specialties

CQM & Knowledge (market, customers and products)

CQM & Technical service

¿Why we are still here after more than 50 years?

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Page 51: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 52: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 53: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 54: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 55: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 56: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 57: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 58: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 59: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 60: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 61: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 62: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Technical subject Your needs Period

Page 63: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 64: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Page 65: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Agribacter inoculant in russian

federation

Soybean Rhizobium

from Lage y CiaRhizocell and Greenstim

Biostimulant range in the

MENA region

Agritema Albida Alter eco Hortifeeds International

Key factors for "long lasting

distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)

Activsol & Biodynamique with LYCC

Range IntraTech with GB

Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret

Page 66: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Subject Verbatim NB

Product positioning

• Anticipation vs competitors • Clear strategy : crop/target • Capacity to listen and adapt to local needs • Right time and pricing (market analysis) • Delivering high quality products • Complete portfolio/products combination • Absence of competitors • Easy access products

8

Sales / Technical team

• Local data or in same cond. (2) • Good technical knowledge • Product training • Clear and simple product info • Time and autonomy for appropriation • Focus of the selling team • Involving sales force

8

Page 67: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Subject Verbatim NB

Distributor

• Cultivate the relationship (2) • Good geographic coverage • Specialty agriculture orientation • High technical skills

4

Events and communication

• Field days (2) • Technical days • Communication (quick& effective)

4

Management • Capacity for quick decision • Implication management/direction

2

Farmers • High value specialty crops 1

Partnership • Successful partnership (seed treating company) 1

Goodies/ incentive

• To big farmers and distributors 1

Page 68: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Agribacter inoculant in russian

federation

Soybean Rhizobium

from Lage y CiaRhizocell and Greenstim

Biostimulant range in the

MENA region

Agritema Albida Alter eco Hortifeeds International

Key factors for "long lasting

distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)

Activsol & Biodynamique with LYCC

Range IntraTech with GB

Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret

Page 69: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

STRATEGY SLOGAN: WE PROVIDE ALTERNATIVE SOLUTIONS TO GROWERS QUICKER THEN COMPETITION AND IN A SUSTAINABLE WAY ! WE TAKE PERSONAL CARE OF OUR CUSTOMER’S BUSINESS

HOW DO WE WIN THE MARKET? HOW DO WE REACH LONG-TERM GOALS?

Business model in Ukraine

Page 70: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 71: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Agribacter inoculant in russian

federation

Soybean Rhizobium

from Lage y CiaRhizocell and Greenstim

Biostimulant range in the

MENA region

Agritema Albida Alter eco Hortifeeds International

Key factors for "long lasting

distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)

Activsol & Biodynamique with LYCC

Range IntraTech with GB

Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret

Page 72: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 73: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Agribacter inoculant in russian

federation

Soybean Rhizobium

from Lage y CiaRhizocell and Greenstim

Biostimulant range in the

MENA region

Agritema Albida Alter eco Hortifeeds International

Key factors for "long lasting

distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)

Activsol & Biodynamique with LYCC

Range IntraTech with GB

Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret

Page 74: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 75: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Agribacter inoculant in russian

federation

Soybean Rhizobium

from Lage y CiaRhizocell and Greenstim

Biostimulant range in the

MENA region

Agritema Albida Alter eco Hortifeeds International

Key factors for "long lasting

distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)

Activsol & Biodynamique with LYCC

Range IntraTech with GB

Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret

Page 76: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Page 77: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Agribacter inoculant in russian

federation

Soybean Rhizobium

from Lage y CiaRhizocell and Greenstim

Biostimulant range in the

MENA region

Agritema Albida Alter eco Hortifeeds International

Key factors for "long lasting

distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)

Activsol & Biodynamique with LYCC

Range IntraTech with GB

Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret

Page 78: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 79: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 80: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Agribacter inoculant in russian

federation

Soybean Rhizobium

from Lage y CiaRhizocell and Greenstim

Biostimulant range in the

MENA region

Agritema Albida Alter eco Hortifeeds International

Key factors for "long lasting

distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)

Activsol & Biodynamique with LYCC

Range IntraTech with GB

Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret

Page 81: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 82: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Agribacter inoculant in russian

federation

Soybean Rhizobium

from Lage y CiaRhizocell and Greenstim

Biostimulant range in the

MENA region

Agritema Albida Alter eco Hortifeeds International

Key factors for "long lasting

distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)

Activsol & Biodynamique with LYCC

Range IntraTech with GB

Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret

Page 83: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 84: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 85: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Agribacter inoculant in russian

federation

Soybean Rhizobium

from Lage y CiaRhizocell and Greenstim

Biostimulant range in the

MENA region

Agritema Albida Alter eco Hortifeeds International

Key factors for "long lasting

distribution"Rise P Dualtech and Cilus Plus Likuiq Semia (Lage y Cia)

Activsol & Biodynamique with LYCC

Range IntraTech with GB

Commercial Quimica Massó Microbial distribution Microbial Plus Groupe Perret

Page 86: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within
Page 87: Fonctionnement & Moyens€¦ · NDT Glass & Environment GENERAL MANAGEMENT CUSTOMERS INFORMATION SYSTEMS ... Ceramics & Paper Textil . 353 people Employees dedication (50 years within

Commercial subject Your needs Period

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“The process of translating an idea or invention

into a good or service that creates value or for

which customers will pay”

Source : businessdictionary

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Field need

N Y

X Value ?

N Y

Probability of success w/ microO or derivative ?

N Y

X

X Proof of concept*

N Y

X registration

N Y

Product X *microO – exisiting, internal, external-indus, reg, agro

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Field need

N Y

X Value ?

N Y

Probability of success w/ microO or derivative ?

N Y

X

X Proof of concept*

N Y

X registration

N Y

Product X *microO – exisiting, internal, external-indus, reg, agro

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Innovations subjects Your needs Period

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