elkos group - etc198424066.files.wordpress.com · elkos sh.p.k. elkos projekt & construction...

ELKOS GROUP

WWW.ELKOSGROUP.COM | TEL: +381 38 460 1040 | MOB: +386 49 772 138

COMPANY PRESENTATION• ELKOS GROUP was founded in 1990 as a wholesaler by the present

owner Ramiz Kelmendi.

• 1999 after the war we started the reconstruction of the wholesale

network overall Kosovo.

• 2003 the distribution network was build to cover the overall territory of

Kosovo.

• In the mean time we signed exclusivity contracts for distribution for the

international (global players) and regional known brands like MASTER

FOODS, KRAFT FOODS, FERRERO, HENKEL, PFANNER, CAMPINA,

DANNONE; PODRAVKA, BAMBI.

• In 2005 starts the foundation of the Retail Chain ETC (ELKOS

TRADING CENTER).

• Since 2011 ELKOS operates new branch within the retail channel: a

mega DIY-Store of 15'000sqm.

• In 2012 we begin the expandation abroad.


FINANCIAL FIGURES


137

151

173

201

227 235

248

5 6 8 11 12 13 14

-

50

100

150

200

250

300

2008 2009 2010 2011 2012 2013 2014

Turnover and EBITDA (Mio. EUR)

FINANCIAL STATMENTELKOS GROUP has been audited since 2011 from Deloitte.


BANK REFERENCE


LEGAL COMPLIANCEThere is only one legal action pending

(see attached document).


STAFF


FULL TIME

• 1.819

PART TIME

• 524

TOTAL

• 2.343

DISTRIBUTION

• 298

TIMELINE OF OPENINGS - FMCGNR LDP OPENING

1 PEJA 1990/1999*

2 PRISHTINA 1997/2001*

3 GJAKOVA 2000

4 FERIZAJ 2001

5 PRIZRENI 2003

6 MITROVICA 2003

7 GJILANI 2003

* Re-opening after the war 1999.


ORGANISATIONAL SET UPWe operate all over the Kosovo market

• Region 1 – PRISTINA Region 2 – PEJE

• Region 3 – PRIZREN Region 4 – GJAKOVA

• Region 5 – FERIZAJ Region 6 – GJILANI

• Region 7 – MITROVICA

Distributed categories:

• Confectionary

• Dairy

• Hygienic

• Spirits & Beverages

Currently we distribute more than 1.600 SKUs. So we plan to distribute BAT

brands in the whole Kosovo market.


TIMELINE OF OPENINGS - RETAIL


NR STORES OPENING SQM

1 PEJA 24.09.2005 6.683

2 PRIZRENI 25.12.2005 6.199

3 FERIZAJI 17.07.2006 4.400

4 PRISHTINA 21.12.2006 10.754

5 KLINA 09.12.2007 1.421

6 VITIA 01.02.2008 1.375

7 KAMENICA 26.08.2008 1.467

8 ISTOGU 14.07.2008 1.653

9 RAHOVECI 25.09.2008 1.795

10 VUSHTRIA 24.12.2008 3.429

11 GJAKOVA 28.10.2009 4.725

12 LIPJANI 02.11.2009 2.895

13 PODUJEVA 29.01.2010 4.500

14 GJILANI 09.07.2010 7.300

15 MITROVICË 23.12.2011 6.000

16 GJILAN 2 ( AGMIA ) 26.05.2012 2.700

17 GRAQANICE 01.06.2012 2.250

18 FIER 28.12.2012 7.900

19 JUNIK 01.07.2012 800

20 PEJA 2 01.12.2013 3.500

FURTHER GROWTH


14 x ETC

16x ETC

3.2

2.1

2.4

0.6

6 x ETC

LEGAL STRUCTURE


Ramiz Kelmendi

ELKOS SH.P.K.

(KS, Peje)

FAMIPA SH.P.K.

(KS, Pristine)

ELKOS SH.P.K.

(AL, Tirana)

ELKOS D.O.O.

(MNE, Rozaje)

ELKOS GROUP SH.P.K.

EKSPORT-IMPORT

(MK, Skopje)

100% 100% 100% 88%

ORGANISATIONAL CHART


HQ – PEJA

Ramiz Kelmendi (Owner)

SUPPLY DEP

Import Department – FMCG

Import Department – Non- Food

Domestic Suply

RETAIL

ETC

ELKOScenter

SALES DEP

LDP

DSS

INHOUSE SERVICES

FINANCE

HR

MARKETING

PROJECT & CONSTRACTION

LOGISTIIC

IT

INDUSTRY

FAMIPA

PLASTIC

FOOD PROCESSING

Tobacco Distribution

Vice President

Servete Abazi

ORGANISATION - UNITS


ELKOS SH.P.K.

ELKOS PROJEKT & CONSTRUCTION

(5)

ELKOS INDUSTRI (48)

ELKOS FAMIPA (11)

ELKOS EAST (34) IMPORT DEP. (48)ELKOS IMPORT &

DISTRIBUTION FMCG (537)

CENTRAL WAREHOUSE

(115)

ELKOS 1 –PRISHTINE (54)

ELKOS 2 – PEJE (41)

ELKOS 3 –FERIZAJ (28)

ELKOS 4 - GJILAN (15)

E LKOS 5 –MITROVICE (18)

ELKOS 6 –PRIZREN (27)

ELKOS 7 –GJAKOVE (3)

ELKOS DOMESTIC PURCHASE (64)

ELKOScenter (88) ETC RETAIL (988)

ETC A

PRISHTI NA (171)

PEJE (146)

G JAKOVE (109)

FERIZAJ (123)

PRIZREN (132)

GJILAN (119)

MITROVICE (100)

ETC B

PODUJEVE (62)

VUSHTRI (59)

LIPJAN (56)

PEJA 2 (57)

PRISHTINA 2 (74)

RAHOVECI (57)

ETC C

VITI (38)

KAMENCIE (35)

GRAQANICE (27)

ISTOG (34)

KLINE (36)

JUNIK (9)

ELKOS AGRAR (12)

EXECUTIVE SUMMARY1) Why to chose us as a preferred distributor?

• Geographical positioning

• 90% market coverage (DSS)

• Successful long-term relationship with international known brands

• Efficiency and economics of scale

• Long experience in distribution and retail

• 18% of market share with our retail chain

• Close relationship with clients

• Strong financial basis of the company

2) Our difference from other competitors

• Geographical position of our distribution centers which enables us to reach our client within a

radius of 40 km (we can reach our client in max. 30 min.)

• MT delivery within 12 hours

• Experienced staff in distribution

• The largest retail chain in Kosovo

3) Our primary area of industry expertise

Distribution/FMCG


COMPETITION

TOP 3 competitors

BUCAJ

MIGROS

MARKETING DISTRIBUTION


EXPERIENCE & QUALIFICATION• Since 2001 we are exclusive distributor for FMCG:


COMPANY SINCE COMPANY SINCE

MARS FOODS 2003 FERRERO 2004

PAMI 2000 IPSA 2001

MIRATO 2012 CAMPINA 2001

HENKEL 2006 PFANNER 2001

PLANTAZE 2003 LORENZO 2006

KRAFT FOODS 2004 DIGO 2009

DANNONE 2010 STOCK 2005

DRENIK 2005 BADEL 2004

PIVKA 2003 MANNER 2006

PODRAVKA 2005 BAMBI 2004

EXPERIENCECurrent Client Base: 2.319


Cat

ego

ry

Pej

a

Pri

stin

e

Pri

zere

ni

Feri

zaji

Gjil

ani

Mit

rovi

ca

Key

Acc

ou

nts

Tota

l

A 24 59 19 28 9 36 51 226

B 35 42 30 30 13 10 109 269

C 250 421 219 258 89 190 27 1.454

PS 75 75 90 63 30 37 370

Total 384 597 358 379 141 273 187 2.319

Region

CONTACTS OF TOP 3 CLIENTSNAME SURNAME COMPANY JOB TITLE PHONE MAIL

BEKIM BEQIRI MARS FOODS COUNTRY MANAGER

+389 70 260 660 [email protected]

EMMANUEL DETURENNE FERRERO COUNTRY MANAGER

+385 98 233 754 [email protected]

VLADIMIR SCEKIC KRAFT FOODS COUNTRY MANAGER

+381 69 353 0821

[email protected]


ROUTE TO THE MARKET


Modern Trade

ELKOS Distribution

ELKOS LDP

Traditional Trade

Indirect supply

Direct supply

Sales Force

ELKOS Sales force

LDP PRISHTINË

LDP PEJË

LDP FERIZAJ

LDP GJILAN

LDP MITROVICË

LDP PRIZREN

WHOLESALERS

Petrol Stations

PROPOSAL MODEL FOR HQ EXECUTION


Brand Manager

Peja

A – 24, B-35, C -250 , P.S -75

Sales Rep 1

Sales Rep 2

Sales Rep 3

Sales Rep 4

Pristine

A – 59,B-42, C-421 ,P.S 75

Sales Rep 1

Sales rep 2

Sales rep 3

Sales rep 4

Sales rep 5

Sales rep 6

Prizereni

A – 19, B -30 ,C-219 ,P.S 90

Sales Rep 1

Sales Rep 2

Sales Rep 3

Sales rep 4

Sales rep 5

Ferizaji

A-28,B-30,C-258, P.s -63

Sales rep 1

Sales Rep 2

Sales Rep 3

Sales Rep 4

Gjilani

A- 9 ,B-13,C-89 P.s 30

Sales rep 1

Sales Rep 2

Mitrovica

A-36,B-10,C-190,P.s 37

Sales rep 1

Sales rep 2

Sales Rep 3

MT Supervisor

A-51,B-109, C-27

Sales Rep 1

Sales Rep 2

Sales rep 3

Sales rep 4

ETC Key Account manager

A Cat - 6 POS

B Cat – 6 POS

C Cat – 6 POS

Supplier TT Supervisor (6)

EMPLOYEE RECRUITMENT CYCLE


Planning/ Decision

Job announcement

Selection of applicaitons

Written exam

Short list/ Interview

Selection of successful candidate

Job offer

Agreement preparation

Sign the agreement

Training &performance

evaluaiton

JOB DESCRIPTION – BRAND MANAGER• Develops brand standards and usage guidelines;

• Tracks consumer and market insights by reviewing metrics such as

sales volume, market share, profit projections, pricing and distribution,

and by conducting consumer research;

• Coaches the team and get the best from everyone;

• Writes reports, specifications and creative briefs;

• Other duties and responsibilities according to the job title;


SYSTEMS AND PROCESSES• Elkos Computer system Consist of a number of Windows Servers.

• The Database are managed in Widows server environment with SQL

databases.

• The Elkos Network is Through VPN (Virtual Private Network). The

network is reachable only within Elkos-group Environment. Every

access is through a combination of accessing address control, login and

password.

• All the Network and database are secured via standard security

procedures.

• The reporting language used is in Albanian and English. Any other

language can be use as stated necessary.

• The suppliers details are reachable only in the Wholesale, Customs

import/export and Financial database.


SYSTEMS AND PROCESSESAll data in the databases are secured in the following form:

• Data Access can be ensured from only the Elkos-group network

• Specific data accessing are conditioned by

• Specific Role privileges that a user has (manager, divisionar, …)

• Individual user within that role

• Individual password of the specific user

• All the data changes are preserved in special log files

Security in Elkos Group has been matter of international control by the

Deloitte auditors

Security Policies as follows

• Level of IPKO network

• Access to the network only from within the company

• Division of Intranet network Internet network (VPN)

• The use of the data base and applications access only through


SYSTEMS AND PROCESSESPhysical network addresses

• Non-usage of descriptive form of access to bases and applications

• Role, User, Password usage of data access

In case of WIFI

• limitation of physical width distribution

• Password protection

In the case of Handheld computers

• Limitation of physical width distribution

• Role, User, Password usage of data access

• Protection Through the equipment physical address (MAC address)

• Authorization - access to bases and separate applications based on role

(the workplace)


Thank you for your

attention!

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