Marketing & Loan Disbursement Monitoring, Brewery Sector Ukraine
Navigator Consulting monitored the implementation of a $ 60 million business plan, which included the disbursement of a $ 40 million loan provided by the European Bank of Reconstruction & Development (EBRD) to Ukraine’s largest brewery.
In 1999, the client had an annual turnover of $ 110 million and a brewing capacity of 50 million hectolitres. It was also the first company to be privatised in Ukraine, and between 1998-2003 was the largest private contributor to Kyiv’s tax authority.
Our responsibilities included:
The design and implementation of a comprehensive 360° marketing monitoring framework, including sales analysis, staffing, organizational structure and annual budget disbursement;
Review of external market share analysis from AC Nielsen and similar agencies;
Development of a distribution centre auditing programme in regional cities such as Zaporizhya, Dnepropetrovsk, Donetsk, Kharkhiv and Zhytomir;
Review of sales and distribution strategy, including corporate credit policies, distribution methods and financial aspects of sales;
Merchandising and retail analysis;
Customer and distributor surveys;
In-house competitive benchmarking;
Comparison of national sales and sales trends to international trends in Ukraine, Russia, Poland and Germany;
Business intelligence system development on the beer, low-alcoholic drinks, soft drinks and mineral water categories in Ukraine and Russia;
Assessment of staff HR and salesforce competencies.
European Bank for Reconstruction & Development (EBRD)
Date of Engagement:
October 1999 - September 2003
Countries of Operation:
Industry & Manufacturing, Drinks & Beverages
60 Million US Dollars