areascoa consumer goods

Le informazioni contenute in questo documento sono di proprietà di Areascoa S.r.l. e del destinatario del documento. Tali informazioni sono strettamente legate ai commenti orali che le hanno accompagnate, e possono essere utilizzate solo dalle persone che hanno assistito alla presentazione. Copiare, pubblicare o distribuire il materiale contenuto in questo documento è proibito e può essere illegale.

November 2012

AREASCOA services in the Food and Consumer Industries

http://www.salumilanghirano.it/


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Index

• AREASCOA: brief presentation

• AREASCOA track record in the food sector

• The team: AREASCOA professionals’ profiles

November 2012 – brochure AREASCOA

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AREASCOA: brief presentation

• AREASCOA is a management consulting company specialising in the areas

of strategy, organisation and financial advisory services. We are based in

Bologna

• Our strengths lie in the thorough knowledge of the markets in which we

operate, in the rigour of our analytical approach and in the broad network of

relationships both within Italy and on an international level

• Our team is formed by a carefully-selected, solid and cohesive group of

persons, which allows us to work efficiently and to build human capital: our

consultants accumulate sector-specific and methodological experiences,

and pass these onto our clients. Direct involvement in projects by the

partners ensures a high level of quality and commitment to client objectives


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What we do: sectors and services

SERVICES

Strategic consultancy

SECTORS

Market research and analysis

Financial advisory and transaction services

Financial planning

Food and consumer Environment and utilities

Renewable energyInfrastructure and real

estate




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Food and Consumer Industries: main consulting themes

• Company turnaround and performance improvement

• Review and strenghtening of branding and communication

• Market and sectoral analysis; quantitative and qualitative market research

• M&A Advisory: company valuations, business planning, information memorandum, scouting and transaction services; private equity advisory services

• Financing arrangements research and assessment

• Assitance to internationalisation strategies

• Food industry and renewable energy sector integration projects

• Economic analysis and technical assistance for public institutions


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Environment, Waste management and Utilities: main consulting themes

• Tariff simulations

• Setup of local regulatory bodies and organisational support

• Data management and control plans

• Drafting of local management plans, service contracts, regulations and financial and tariff plans

• Drafting / evaluation of bids for the award of management concessions to the private sector and / or for the selection of the private partner for mixed companies

• Drafting of strategic and industrial plans

• Company and industrial process reengineering

• Project Finance structuring and financial advisory

• Assistance for the start-up phase of utility management Newcos

• Industrial and technical due diligence


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Renewable Energies: main consulting themes

• Origination: feasibility studies, SPV design, governance

• Strategic consultancy and business plan development

• Renewable energy sector: market analysis and scenarios, scouting

• Public Administrations: renewable energy advisory services

• Information memorandum and company valuations

• M&A: Due diligence and financial closing


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Infrastructure and Real Estate: main consulting themes

• Pre-feasibility and feasibility studies

• Financial modeling

• Financial advisory and project management

• Financial closing negotiations

• Assisting Public Administrations in PPP design, tender structuring and evaluation

• Cost benefit and value for money analysis

• Assitance to corporate clients for commercial structuring and bidding process

• Real estate development strategies and transaction advisory services


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Main clients

Food and Consumer Industry

Ministero delle Politiche Agricole

e Forestali

Consorzio delle Cantine del Lazio

Renewable EnergyRenewable Energy


http://www.parmigiano-reggiano.it/index.html

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Main clients

Environment and other Utilities

Provincia

di Bolzano


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Main clients

Infrastructure and Real Estate

Consorzio Coop. Costruzioni

Provincia di Bolzano

Comune di Bologna

City of St. Petersburg

Agenzia del Demanio

saliniCOSTRUTTORI

Public Administration

Comune di Bologna

Comune di Piacenza

Comune di Roma

Comunedi Parma

Ministero dell’Economia e delle Finanze

Ministero delle Politiche Agricole

e ForestaliAgenzia

del Demanio

Regione Liguria

Regione Lombardia

Regione Toscana

Regione Lazio

Provincia di Bolzano

City of St. Petersburg

Comune di Firenze

Università di Bologna


http://it.wikipedia.org/wiki/File:Coat_of_Arms_of_Saint_Petersburg_(2003).png



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Main engagements: food and consumer industries

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Clients Activities

Main engagements: strategy and positioning (1/3)

• Strategic consulting for a new product launch: market analysis, Business Plan and Marketing Plan

• Detail: analysis of world import / export trends, analysis of the Italian market and of some foreing markets (with store checks), field survey in Consortium stores, CAWI survey with 1000 respondents, business plan, assistance to negotiation with suppliers, packaging concept and creation, launch planning and coordination.

• Investment strategy for the food sector

• Assistance for the birth and growth of the short supply chain shop network «Campagna Amica»

• Strategic consulting for the constitution and development of Consorzi Agrari d’Italia, a new holding set up by 21 agricultural consortia to rationalise trading of cereals, direct sales, manufacturing activities, common services and renewable energy activities.

• Drafting of the company Master Plan Masterplan holding «Consorzi Agrari d’Italia» Masterplan Italian Seed Trading Industrial plan short supply chain Analysis of supply and demand of services and products by Italian region


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• Wine cooperatives repositioning strategic plan• Reorganization project for improving the efficiency of Lazio Wine Cooperatives and increasing

the members’ profitabilityConsorzio delle Cantine

del Lazio

• Strategic repositioning (product plan and quality management standards, logistics plan, base financial structures, branding and positioning policies, distribution and joint marketing policies)

• Positioning analysis and definition of the Consortium strategies• Plan for increasing the Alto Adige- Speck producers’ profitability through joint actions directed to

improve the quality, the branding and the relationship management with distribution channels Consorzio dello

Speck Alto Adige

• Positioning analysis and definition of the Consortium strategies• Drafting a defence presented to the A.G.C.M. (Italian Competition Authority)Consorzio del

Prosciutto di San Daniele

• Feasibility study for a trading company for the export of Italian quality food products

Clients Activities


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• Search of finance for the development and the distribution of modular plants for Microponic

growing: Assistance to the definition of a business model Assistance in the presentation of the project to potential investors

• Search of funds for internationalisation: definition of growth strategy, business plan, assistance in negotiation with foreign investors

• Assistance to Consortium repositioning: identification of development areas management control planning commercial network analysis

• Strategic and industrial plan for the development of the «food» business area: branding and product range strategy Identification of a strategy for the development of direct sales of agricultural products

(own points of sale / other channels) Development of specific supply chain projects (meat, wine, olive oil) assistance in industrial, commercial and financial partners scouting

Clients Activities


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Main engagements: marketing(1/4)

• Analysis of short supply chain development trends,by means of:

market analysis: desk and field analysis case history analysis, with focus on economic and financial balance of initiatives research on consumers’ preferences, by means of:

o focus group, CAWI, CATI

Short supply chain

• Annual observatory on PDO – PGI products: cheese, extra virgin olive oil, wine, fruit and vegetables, ham and sausages (quantitatiive data on production, exports. Distribution channels; store checks, interviews to Modern Distribution, value chain analysis).

• Annual survey on consumers and trade, concerning PDO – PGI products (store checks, focus groups, face-to-face and CATI interviews)

• National pig industry observatory• Development of a market information system for some EU and extra-EU countries

PDO – PGI products and other food products

Client Activities


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Main engagements: marketing (2/4)

• The aim of the project, whch has been carried out in partnership with Ager, was to provide Unaprol associates with the necessary instruments (information, data, know-how) to build a marketing plan for their high quality extra virgin olive oil (IOO% Italian Quality brand)

• The following mix of instruments has been used: supply analysis: identification of the present and potential volumes, and product ranges, of

Unaprol’s associates, by region; analysis of a few target foreign markets: desk analysis plus field research (interviews with

modern distribution buyers) definition of marketing strategies assistance in the commercial activity (contract guidelines)

Client Activities

• The aim of the project was to understand the market of the processed / cured pork meat made in Southern Italian regions, giving hints fot the promotion of these products (mostly ham and sausages)

• The following mix of instruments has been used: supply analysis: 100 interviews with producing firms in Southern regions; demand analysis: 100 interviews with medium – high quality restaurants in Southern regions;

CAWI survey with 1000 consumers

Unaprol marketing plan

Pork meat of Southern Italian regions


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• Feasibility study of the "Gran Suino Padano“ brand launch

Consorzio dello Speck Alto Adige

• Product positioning and product test:Desk analysis

– analysis of the main markets and the competitive environmentField analysis

– focus group (Italian consumers)– CATI (Italian consumers)– product test, to understand the sensorial preferences of the consumers based on different

parameters

Clients Activities

• Consulting related to the “Italialleva” brand launch, for differentiating the products of Italian breeders associated to A.I.A. on the basis of origin, in compliance with existing regulatory requirements and controls: analysis of the intermediate demand (manufacturing, distribution companies) drafting the brand’s rules of use and the related control plans design and management of an internal training program, covering the whole national territory,

targeting A.I.A. managers and technicians (technical training on regulations and controls, marketing training)

Associazione Italiana

Allevatori


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• Positioning analysis of the 4 main Italian P.D.O. (Prosciutto di Parma, Prosciutto di San Daniele, Parmigiano – Reggiano, Grana Padano) in the United Kingdom and in Japan

Instruments:

• store check: survey on a combination of 17.000 packed products (hams and cheeses) in the retail stores of 7 British Department Stores signs and 20 Japanese

• interviews to retail buyers in the U.K. and Japan

Output:

• detailed compared analysis of the different kind of products sold in the retail chain stores

• analysis of the buyers’ point of view on the Italian product, the P.G.S. products, the way of selecting the suppliers, the role of the SME suppliers

• analysis of the main critical issues and drafting of actions for improving product positioning

Ministero delle politiche agricole alimentari e forestali

Ministero delle politiche agricole alimentari e forestali

• Market survey and promotional actions for the PDO extra virgin olive oils: Valle del Belice, Monte Etna, Val di Mazara

Clients Activities


http://www.parmigiano-reggiano.it/index.html

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• JV between Falck Group and Maccaferri Group, renewable sources energy generation sector• Goal: designing a strategy for guaranteeing secure sourcing of biomass from short supply chains in

partnership with agricultural producers• Role: analysis of two plant business plans, independent advisory assistance in negotiation of

framework supply contracts between PowerCrop and Consorzi Agrari d’Italia (CAI), balancing biomass costs and profitability and plant profitability goals

• Institute of the Ministry of Agricultural, Food and Forestry Policies

• Goal: National Strategic Nitrate Plan

• Engagement: support in drafting the document, especially in the analysis of the authorization procedures for building plants, analysis of available financing instruments, validation of the technological solutions, definition of an action strategy

• Assistance to strategic renewable energy planning: agreements concerning conversion projects (biomass supplying) beet sector: definition of the agricultural sector in the building of biomass plants as a support

to the economic sustainability of the whole supply chain biogas sector: industrial plan in partnership with the agricultural sector (validation of the

goverance model and of technical, / management / economic conditions as a guarantee of profitability)

photovoltaic sector: identification of initiatives to be developed in the agricultural and non – agricultural sectors, validation of the business model to be proposed for possible partnerships

Main engagements: renewable energy (1/2)

Clients Activities


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Main engagements: renewable energy (2/2)

• Acli terra is an agricultural association belonging to ACLI (Christian Associations of the Italian Workers). It deals with the rural world all around Italy supporting the territory development, and intend to promote the renewable energy development among its members

• Target of the project is the installation of small wind and photovoltaic plants on the agricultural associated companies’ land. The aim is to cover the electric needs and develop an additional income source for the companies.

• Our contribution:

– Business Model design – drafting of implementation procedures– selection of suppliers and investors (framework agreement with Locaris and Ropatec, the

technology suppliers, for the plant manufacturing nearby the agricultural companies, and with Unicredit Banca, as the project financing body)

– drafting of the contracts– investments valuations for the agricultural companies– monitoring

• Verification and feasibility study to develop an agro – energy chain through the recovery of olive residues

Clients Activities


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Main engagements – technical and financial advisory (1/1)

• Drafting of the Integrated Supply Chain Project «Pasta dei coltivatori toscani» (Tuscany farmers’ pasta) - Region of Tuscany financing, involving the following activities:

traceability system marketing plan for foreign markets

• Valuation of the Rural Development Plan 2000-2006

• Feasibility study regarding a stock securitisation operation

Consorzio del Prosciutto di San Daniele

• Technical assistance for the SGFA S.p.A public investment fund. Support to internal management in defining the technical procedures for the reception, valuation and activation process of the instruments, as well as their monitoring

• Feasibility study for credit securitisation

• Analysis of the financial Instruments used and usable in the agriculture and food sector and potential financial innovations

• Nitrate management strategic Plan, technical and financial evaluation of the technologies and definition of a strategy to develop the measures regarding the execution of the Nitrates Directive (91/676/CEE)

• Economic – financial and organizational due diligence on the main provincial agricultural Consortia

Clients Activities


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AREASCOA – the team

Giuseppe Liso ‘s experience in regulatory systems and the strategic and economic analysis of manufacturing sectors dates back to his period as Managing director of the economic research centre Prometeia. In particular, his knowledge of the Italian food industry – from the agricultural production phase to the final distribution phase – has led him to consult extensively for Ismea, for a number of Ministries and for the European Union, as well as for producers’ consortia for the regulation of PDO (protected denomination of origin) food products. He has also held institutional posts in this sector. Today he is involved in developing AREASCOA’s consulting services and in particular in the promotion of transaction services, where his capacity for networking and management are employed in translating AREASCOA’s technical skills into a range of services for assisting clients throughout all of the stages of a transaction.

Renzo Baccolini has built up extensive experience of the infrastructure and real estate market over the last ten years, working as advisor for public-sector clients and private sector companies (construction and civil engineering companies, public services concessionaires) in Italy and internationally. Such work has involved him in all phases of the structuring of Public Private Partnerships or Project Finance operations, from the early cost-benefit and value for money analysis stages for the public sector to the drafting of bids by competition participants. As of 2007 Renzo has also been involved in the group’s advisory activities for Private Equity funds. With an M Phil from Columbia University, he has published a number of books and articles on project finance and the Italian financial markets and banking sector. He is contract professor of Project Financing for the University of Bologna’s Economics faculty.

Dario Baldini’s strong interest in economic analysis and the development of business models in regulated markets have led him to concentrate on projects involving company planning, restructuring and M&As. In the public utilities field, he has developed extensive experience in issues relating to the design of regulatory instruments, tariff systems, financial planning and modelling. The many interconnections which exist between the waste management sector, where Dario holds particular expertise, and the energy sector have led him to increasingly involve himself in feasibility studies, business plans and financial transactions in this sector. He has held the post of Managing director of a management area regulatory authority and has been contract professor in Corporate Finance for the University of Bologna.


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Roberta Rava. With extensive project financing expertise, Roberta joined the group in 2001 and has specialised in financial and economic analysis and investment feasibility studies. She is responsible for the construction and validation of financial models, the drafting of tender procedures for Public Private Partnership projects and their implementation, and financial advisory services to private-sector clients taking part in competitions for the construction and operation of public infrastructures in Italy and abroad. She is tutor for the University of Bologna’s Corporate Finance and Project Financing courses, as well as for the Management processes of public infrastructures masters’ course.

Ainoa Doughty joined the group in 1996 and has worked across the various sectors on projects involving strategic analysis, feasibility studies and business planning, financial planning and modelling, design and implementation of monitoring systems and economic and financial reporting, economic development analysis, etc. In recent years she has concentrated on the development of financial advisory services in the renewable energy, food industry and PPP sectors. Previours experience includes working for Lovell White & King (now Hogan Lovells), the Ministry of Agriculture, Fisheries and Food (London), the European Commission (DG VI) and Nomisma’s International Projects Department (Bologna).


Ilaria Mazzoli joined us in 2005, with responsibility for market analysis and research. Her experience in economic and strategic analysis (built up during ten years in the Bologna-based economic research centre Prometeia, where she concentrated on the food and consumer sectors) has been followed by a period as a freelance senior copywriter and project manager for CSC Comunicazione and Taktiké, a consulting company specialising in marketing for innovation in products and services. Such experience, along with a “hands-on” knowledge of qualitative and quantitative market research instruments, allow Ilaria to build made-to measure market analysis projects centred on the clients’ needs, with the aim of maximising medium and long-term strategic goals.

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Elisa Evangelisti joined the group in January 2008, where she has specialised in project finance and real estate, renewable energy and private equity projects, performing strategic analysis activities, feasibility studies, business planning, and due diligence. Her previous professional experience includes two years in a leading Italian merchant bank working on private equity and M&A projects, and two years in The Boston Consulting Group (BCG), mainly in the field of organization, project management and business development in various sectors (eg. consumer goods, energy, transportation). She was a member of the "Corporate Development Task Force", a group of about 20 consultant selected worldwide within BCG specialized in the field of corporate finance e strategy.

Anna Bonafede. After a degree in economics from the University of Bologna, Anna joined our utilities sector, where her work has been focused on the waste management sector. She has assisted a range of waste management companies in drafting their industrial and business plans, as well as assisting public regulatory bodies in drawing up the management plans for the territories under their jurisdiction. She has contributed to the drafting of the National Nitrates Management Plan and has recently been involved in tariff and financial due diligences for waste treatment plants. Before joining our team, she spent a period in Farest srl where she followed a number of research projects and was a member of the University of Bologna’s Collegio Superiore

Le informazioni contenute in questo documento sono di proprietà di Areascoa S.r.l. e del destinatario del documento. Tali informazioni sono strettamente legate ai commenti orali che le hanno accompagnate, e possono essere utilizzate solo dalle persone che hanno assistito alla presentazione. Copiare, pubblicare o distribuire il materiale contenuto in questo documento è proibito e può essere illegale.

AREASCOA S.r.l.www.areascoa.it

Contacts

• OfficesVIA GUERRAZZI 1/A40125 BOLOGNATEL. +39 (051) 577977FAX. +39 (051) 573285

• HeadquartersVILLA MARULLINAVIA CALZAVECCHIO 2340023 CASALECCHIO DI RENO

(BO)TEL. +39 (051) 577977FAX. +39 (051) 573285

• Giuseppe [email protected]

• Ainoa [email protected]

• Ilaria [email protected]

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