Mar-Pro

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«I hear and I forget. I see and I

remember. I do and I understand»

Confucius

«…I ranked this training as No.

1 in my career including Tesco

and Metro…»

Jun Yang, Customer Led Category

Management Manager,

Metro AG

Mar-Pro participant

«I hear, I see, I do and I get

an immediate market result.

I will implement this in reality»

The Power of Simulations

The way we learn

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With over 30 years experience in academic research,

teaching and consulting with a wide variety of FMCG

suppliers and retailers, Marcel has pioneered innovative

methods for learning and collaborating in the industry.

His original negotiations simulation “Storewars” has been

used by thousands of participants since the early 1990s.

Marcel is proud to be launching Mar-Pro, his latest

Business simulation for the FMCG industry, in co-

operation with Mania.

Marcel CORSTJENS

Professor of Marketing, INSEAD,

International Business School,

BoD European Retailers member

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The Mar-Pro business simulation is the best solution to enhance your professionalism in FMCG Retail. Mar-Pro is a flagship business simulation providing state of art education in FMCG Retail.

Mar-Pro

Mar-Pro was well received by

Executive MBA students at

CEIBS

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1. Mar-Pro enhances capabilities and knowledge

2. Mar-Pro encourages more effective deal creation for both

sides

3. Mar-Pro delivers positive Return On Investment (ROI+)

Key Mar-Pro CONTRIBUTIONS:

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Mar-Pro enhances capabilities and

knowledge

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Mar-Pro

The most

up-to-date and

proven

methodology

ECR proven methodology

Business school cases

On-going experience of professionals

Best practices

Real figures

ECR is presented in 38 countries and unites more than 100 Retailers and Manufactures

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Mar-Pro provides a strong

methodological background

Mar-Pro provides

a unique

experience

• Learning to perform effectively as Manufacturer and as

Retailer

• Understanding how the other side is thinking and the needs of

the partner

• Unprecedented opportunity to learn from each other in teams

• Participants engaged by real life scenario, learning from their

mistakes, as well as through lectures and coaching

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Participants experience both roles, Retailer &

Manufacturer, building joint understanding for real world

collaboration

Mar-Pro encourages more effective

deal creation for both sides

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Mar-Pro

Retailers and Manufactures learn together

Retailers and Manufactures learn from each other

Informal atmosphere encourages discussion

Builds trust through team spirit

Creates common understanding and language

Mar-Pro provides

collaborative education programs

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It gives you the possibility to

try yourself in different roles

and develop your skills

through a complex, life-like

case study

Tamas Szucs. Metro AG

Dusseldorf

Participants experience both the retailer perspective and

the supplier perspective, within one seminar... as well as

insights into Pricing, Promotion, Trade marketing,

Assortment, Shelf Space Allocation, Loyalty Systems.

Experience how it

feels to be on the

other side of the

table…

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Mar-Pro delivers positive

Return On Investment (ROI+)

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Mar-Pro

This is very unique and useful program as provides with understanding of the

Manufacturer and Supplier essence of each other business. It gives you the

new ‘growth points for your business’ and not taking these benefits by

squeezing each other, but benefiting from outside or hidden resources

Egor Shumilin, Buying Director

X5 Retail Group

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Delivering positive

ROI by

implementing the

learnings in real

business life

simple and easy to use learnings

commitment to implement the learning in

real business life

each program resulted in number of

collaborative projects implementation

Mar-Pro product description

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Mar-Pro

Strategy and

negotiations

• Program: 2,5 days

• How: 4 teams play the roles of producer and retailer

companies

• Method: simulation, feedback, negotiations, lectures,

discussions

• Target audience: 24 Participants with minimum of 2

years Retail or Brand-Owner working experience in

Buying, Commercial, Sales, Marketing, Finance,

Operations

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• Four teams play the roles of two producers and

two retail companies

• Content: simulation, feedback, negotiations,

lecture discussions

• Target audience: 24 Participants, minimum two

years experience in Retail or Brand management,

Buying, Commercial, Sales, Marketing, Finance,

Operations

Mar-Pro is a 2,5

day Program,

focusing on

Strategy and

Negotiations

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1. Both perspectives, Retailer & Manufacturer, by taking

both roles, building joint understanding for real world

collaboration

2. Hands-on experience of negotiation with analytical

win-win approach

3. Awareness of how company functions work together

to deliver top and bottom line

Key learnings:

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A. Race for Space vs. Race for Differentiation

B. Push or Pull focus

C. Store format and positioning. Relevant effective activities

D. Applying relevant tactics to support the chosen strategy:

Assortment, Pricing, Shelving, Promo

Key learning 1:

strategic and

tactical concepts

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A. Is Win-Win possible?

Under what conditions is Win-Win possible in the real

world?

B. Negotiation tactics, behaviour and personality

C. Personalised feedback to participants on their own

negotiation style.

Key learning 2:

negotiation and

collaboration

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A. Why are many Retailers losing today?

B. Which retailers are winning and why?

C.Retail Value - Incontinence concept

D.Which Brand-Owners are winning and why?

Key learning 3:

stars in FMCG

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Seminars were

appreciated by:

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Let’s enhance your competitive advantage

through learning by doing with Mar-Pro!

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Mania Platform for

step by step

specialist education

Dig into details

of Retail and

Manufacturers worlds

and manage it

Opening the difference of

worlds of Retail and

Manufacturer

Full process of Advanced

Category Management in

Retail including

methodology, analysis

and algorithms

Strategy Tactics Methodology

®

®

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Please contact us

Mania business simulations

E-mail: Aisaiev@innovate-retail.com

Alex Isaev

www.innovate-retail.com