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Romania's Most Productive Companies from Profiles International. Copyright 2013 by Profiles International. Printed and bound in Romania. All rights reserved. No part of the report may be

reproduced in any form or by any electronic or mechanical means including information storage and retrieval systems without written permission from the publisher.

Publisher

Profiles International

Dr. Doru DIMA, National Director

35 Miraslau Street

Brasov, Romania 500075

Profiles International Romania

+4 0268 426336

+4 0372 730815

www.profilesinternational.ro


Profiles Research Center

Research Director: Andreea Turlea

17 C Sevastopol Street

Bucharest, Romania 010991

+4 021 3125707

Acknowledgements

Editor-in-Chief: Dr. Doru DIMA

Researcher: Andreea Turlea

Webmaster: Radu Taranu

Research Associate: Irina Ceortan, Anca Foales

Consultant: Lucian Gheorghe

Romania's Most Productive Companies | 2



“

”

We initiated this study to help us better understand the factors that drive employeeproductivity within an organization.

In economics, “productivity” is a measure of output per unit of input. For purposes of thisstudy, we defined labor productivity in terms of revenue produced per full-time employee.Calculating this required us to analyze financial data from over 5.000 publicly tradedcompanies that we then organized into sub-industries and basic groups.

We then identified the companies that ranked highest in each category and took a closerlook at the practices that enable them to out-produce their peers. By understanding thesepractices, we hope to educate ourselves and our clients about the practices that can helpthem run more efficiently and become more competitive in the marketplace.

This report presents our findings. It is divided into 2 parts:

1. Lists of top 10 companies in each industry group, ranked by score*.

2. A synthesis and discussion of the top ten factors that drive productivity.

*detailed in slide number 5

Introduction to this report

We identified the

companies that

ranked highest in

each category and

took a closer look

at the practices

that enable them

to out-produce

their peers.




In economics, “productivity” is a measure of output per unit of input. This study focusesspecifically on labor productivity, defined as revenue produced per full-time employee orfull-time employee equivalent in 2009 to 2013. This study covers only Romania-basedcompanies.

In order to calculate productivity, we analyzed financial data from over 5.000 publiclytraded companies in order to determine a company’s revenue and number of employees.Once we had these two numbers, it was fairly simple to calculate a company’s laborproductivity.

Comparing Apples to Apples

We grouped companies into sub-industry groups and basic groups to produce a moremeaningful analysis. Our assumption is that companies competing in the same industrygenerally go about their business and recognize revenue in a similar manner, whiledifferent industries have differing degrees of labor intensity. It is therefore difficult to drawmeaningful conclusions by comparing labor productivity across different industries such asretail and financial services.

This means that the most meaningful measures included in the study are the rankorderings and comparisons within each sub-industry group.

We used as a source of information on data entered in this analysis:http://www.listafirme.ro/.

How we measure productivity

Labor Productivity

=

Revenue

per

Full Time Employee


The Formula

The Scope

Range in 5 years:

999 to 999 Companies

96,041 to 299,482 People

14 to 15 Industries

57 to 63 Sub-Industries

125 to 132 Basic Groups

http://www.listafirme.ro/









We calculate the score for each company that have remained in the Top Ten in five years ineach Industry.

We assigned for each company a number of point from 1 to 10 depending on the place inevery year in the productivity rankings.

Thus,

How we measure the score of keeping in the top ten in five years

10 points for the first place

9 points for the second place

8 points for the 3rd place

7 points for the four place

6 points for the five place

5 points for the six place

4 points for the seven place

3 points for the eight place

2 points for the nine place

1 points for the ten place


SCORE = Sum of ( rank in the top 10 OR point*)

*point=10 for first place, 9 for second place…1 for ten place

Companies that have remained in the Productivity

Top Ten for five years in each Industry

The score is the sum of the number of points multiplied by rank for every year.The maximum score for a company is 50.


©2013 Profiles International, Inc. All rights reserved.Romania's Most Productive Companies | 6

OMV PETROM MARKETING SRL

BRITISH AMERICAN TOBACCO TRADING SRL

MOL ROMÂNIA PETROLEUM PRODUCTS SRL

PORSCHE ROMANIA SRL

TINMAR IND SA

OSCAR DOWNSTREAM SRL

ENERGY HOLDING SRL

SAMSUNG ELECTRONICS ROMÂNIA SRL

TOYOTA ROMANIA SRL

INTERAGRO SA


BRITISH AMERICAN TOBACCO TRADING

MOL ROMÂNIA PETROLEUM PRODUCTS

PORSCHE ROMANIA SRL

TINMAR IND SA


ENERGY HOLDING SRL


TOYOTA ROMANIA SRL

INTERAGRO SA



1

2

2

3

3

3

3

3

6

7

8

9

10

10

13

13

13

16

18

27

28

38

39

0 10 20 30 40 50

GRUP ROMET SA

LLK LUBRICANTS ROMANIA SRL

LUKOIL LUBRICANTS EAST EUROPE SRL

ALFRED C. TOEPFER INTERNATIONAL SRL

DIRECT AERO SERVICES SRL

ENEL ENERGIE MUNTENIA SA

INTERGAZ EST SRL

ROMCAR SRL

CARGILL AGRICULTURA SRL

JT INTERNATIONAL MANUFACTURING SA

PHILIP MORRIS TRADING SRL

CEZ VÂNZARE SA

INTERAGRO SA

OMV PETROM GAS SRL

ENERGY HOLDING SRL


TOYOTA ROMANIA SRL


TINMAR IND SA

PORSCHE ROMANIA SRL

MOL ROMÂNIA PETROLEUM PRODUCTS SRL

BRITISH AMERICAN TOBACCO TRADING SRL


Romania's Most Productive Companies 2009 -2013 – TOP 10



The WinningMost Productive

Companies



Accommodation and Food Service Activities

Administrative and Support Service Activities

Agriculture, Forestry and Fishing

Arts, Entertainment and Recreation

Construction

Electricity, Gas, Steam and Air Conditioning Supply

Financial and Insurance Activities

Information and Communication

Manufacturing

Mining and Quarrying

Professional Scientific and Technical Activities

Real Estate Activities

Transportation and Storage

Water supply; Sewerage, Waste Management and Remediation Activities

Wholesale and Retail Trade; Repair of Motor Vehicles and Motorcycles

Romania's Most Productive Companies: Industry Groupings



2009 - 2013 Romania's Most Productive Companies: Rankings by Score

Industry: Accommodation and Food Service Activities


DRILL INVEST maintained its leading position for three consecutive years (2010, 2011, 2012) and PRO HOTELS ranked 2nd in 2009 and 2011.

7

8

8

10

18

30

0 10 20 30 40 50

ALPIN 2003 SRL

MET & MET SRL

UNIVERSAL COMPROD GHEORGHITA SRL

PRODESIGNE SRL

PRO HOTELS SRL

DRILL INVEST SA




Industry: Administrative and Support Service Activities


ALD AUTOMOTIVE maintained its leading position for 3 consecutive years (2010, 2011, 2012), EXIMTUR SRL remained on top 5 in all 5 years, HAPPY TOUR SRL ranked 2nd for 4 consecutive years: 2009 - 2012.

MARSHAL TURISM SRL remained in top ten for all 5 years.

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3

3

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4

5

5

8

10

10

10

11

14

14

15

18

20

36

37

39

0 10 20 30 40 50

INDEPENDENT OIL TOOLS SRL

INDUSTRIAL ACCESS SA

PRICEWATERHOUSECOOPERS SERVICII SRL

ANKO IMPEX SRL

PARALELA 45 TURISM SRL

VALCOS HOLDING SRL

TRIUMF GARDENING SRL

MAREEA COMTUR SRL

PAYZONE SA

VOLA.RO SRL

DOKA ROMANIA TEHNICA COFRAJELOR SRL

LEASEPLAN ROMANIA SRL

NEW KOPEL ROMANIA SRL

ROHE ROMANIA SRL

J INFO TOURS SRL

SUNMEDAIR TRAVEL & TOURISM SERVICES SRL

PERFECT TOUR SRL

AGER BUSINESS TECH SA

MARSHAL TURISM SRL

HAPPY TOUR SRL

EXIMTUR SRL

ALD AUTOMOTIVE SRL





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1

1222233445555689121214161925343540

0 10 20 30 40 50

AVICOLA CREVEDIA SAINTERAGRO SRL

MECAIND ULMENISAFRAHER SRL

PICOVIT ROM IMPEX SRLDELTA ROM AGRICULTURE SRL

PAJO HOLDING SRLVIS AVIS SAOLTYRE SA

GALLI GALLO SRLINTERAGROALIMENT SRL

NUTRIENTUL SAPADOVA AGRICULTURA SRL

AVICOLA MIHAILESTI SRLUNIGRAINS TRADING SRL

FERMA NR. 1 BIVOLARI SRLAAYLEX TRADING SRL

PLANTAGRO COM SRLCEREALCOM TIMIS SA

VIS AGRI SRLPREMIUM PORC SRL

COMFERT SRLAGRO CHIRNOGI SA

MARSAT SAPIONEER HI BRED SEEDS AGRO SRL

AGROIND CAUACEU SAINTERAGRO SA

Industry: Agriculture, Forestry and Fishing

INTERAGRO SA maintained its leading position for 4 consecutive years (2010, 2011, 2012, 2013) , AGROIND CAUACEU ranked 3rd place for 4 years(2010, 2011, 2012, 2013), and PIONEER HI BRED SEEDS AGRO mantained its position on top 5 each year.

MARSAT remained in top ten for all 5 years.




Industry: Arts, Entertainment and Recreation


11

233445677881010101013141516192746

0 10 20 30 40 50

CLUB 2001 INTERNATIONAL SRLROBERTA EXIM GRUP SRL

QUEEN INVESTMENTS INC SRLFORTUNA 2001 SRL

FAZEKAS TRANS SRLGREAT GAME SRL

GOLDPREST IMPEX SRLCOMPANIA NATIONALA LOTERIA ROMANA SA

FOTBAL CLUB CFR 1907 CLUJ SAVIP SERVICES SRL

BEROE SRLPLAT MIX SRL

GALAXY PROD SRLNEUTRAL INVEST SRL

EURO 92 STYLE IMPEX SRLWESTGATE ROMANIA SRL

AMPERA GAMES SRLCOMPANIA NAŢIONALA LOTERIA ROMANA SA

LUFIN CONSTRUCT SRLAUSTRIAN INVEST SRLBUMERANG 2002 SRL

ZARAL SRLKING CLUB SRL

ELMAT SRL

ELMAT maintained its position in the first 2 places every year, KING CLUB maintained its position on top 10 for 4 years, and ZARAL maintained its position on top 5 for the last 3 years.

BUMERANG 2002 remained in top 3 for 2 years (2012, 2013).




Industry: Construction


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223344556789999121213151619222750

0 10 20 30 40 50

TEHNOSTRADE SRL

ZIGGY CONSTRUCT SRL

TEH NOSTRADE SRL

HOLDING AKTOR ATHENA SA

COMNORD SA

IMPRESA PIZZAROTTI & C SPA ITALIA SUCURSALA CLUJ

ROMAIRPORT SRL

CONARG SA

SIGUR INDUSTRIAL CONSTRUCT SRL

LSG BUILDING SOLUTIONS SRL

STRABAG SRL

BANEASA DEVELOPMENTS SRL

ENERGOBIT SA

REAL DESIGN TRUST SRL

ROMELECTRO ranked 1st in all 5 years, REAL DESIGN TRUST maintained its position on top 10 for 3 years, and CONVERSMIN remained in top 10 for 4 years.

ENERGOBIT remained in top 5 for 3 years (2010, 2012, 2013).




Industry: Electricity, Gas, Steam and Air Conditioning Supply


ENEL ENERGIE MUNTENIA remained in top 3 for 3 years(2010, 2011 and 2013), ELECTRICA SA remained in top 5 for 3 years, and GDF SUEZ ENERGY ROMANIA remained in top 5 for 3 years (2010, 2011, 2012).

ENERGY HOLDING maintained its position in the first 2 places for 2 years.




Industry: Financial and Insurance Activities


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9

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10

17

20

36

0 10 20 30 40 50

ING PENSII SOCIETATE DE ADMINISTRARE A UNUI FOND DE PENSII

ADMINISTRAT PRIVAT

ROCRI TRADE SRL

GRUPUL INDUSTRIAL VOICULESCU SI COMPANIA GRIVCO SA

MEDIA PRO PICTURES SA

ACCOR SERVICES SRL

TEZAUR INVESTMENT GROUP SRL

TRANSFOND SA

TRANSFOND remained in top 3 for 4 consecutive years (2010-2013), TEZAUR INVESTMENT GROUP ranked 1st for 2 consecutive years (2012, 2013), and ACCOR SERVICES remained in top 3 for 2 years (2009, 2010).




Industry: Information and Communication


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38

4047

0 10 20 30 40 50

E.ON IT ROMANIA SRL

INTRAROM SA

CRESCENDO INTERNATIONAL SRL

MB TELECOM LTD SRL

GTS TELECOM SRL

PRINTEC GROUP ROMANIA SRL

PROCTER & GAMBLE MARKETING ROMÂNIA SRL

ROMSOFT SRL

SYSTEM PLUS SRL

TEAMNET INTERNATIONAL SA

ERB IT SHARED SERVICES SA

NOVENSYS CORPORATION SRL

UTI SYSTEMS SA

MIRA TELECOM SRL

CENTRUL PENTRU SERVICII DE RADIOCOMUNICATII SRL

CENTRUL NATIONAL DE DIFUZARE PRODUSE INFORMATICE ROMSOFT SA

CINEMA CITY ROMANIA SRL

NET BRINEL SA

SOFTWARE DEVELOPMENT & CONSULTING SRL

ROMSYS SRL

S & T ROMANIA SRL

VODAFONE ROMANIA SA

ASESOFT INTERNATIONAL SA

ORANGE ROMANIA SAORANGE ROMANIA remained in top 3 every year.ASESOFT remained in top 5 for 5 years, and VODAFONE ROMANIA remained in top 7 every year.




Industry: Manufacturing


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41

0 10 20 30 40 50

PROVIMI ROMANIA SRL

ROMIPEL SRL

LAFARGE CIMENT SA

OZTASAR SRL

CELESTICA SRL

JOHNSON CONTROLS FABRICS ROMANIA SRL

PET STAR HOLDING SRL

RAYCAP CORPORATION SRL

VALMET PRODUCTION SRL

ZAHARUL ORADEA SA

AGRANA BUZAU SRL

AROMET SA

RIEKER ROMANIA SRL

PETROCHEMICAL TRADING SRL

PROCTER & GAMBLE MATERIALS MANAGEMENT ROMANIA SRL

PHILIP MORRIS ROMANIA SRL

DIOMA INTERNATIONAL EXIM SRL

VALEO SISTEME TERMICE SRL

NOKIA ROMANIA SRL

COR.TUBI SRL

BULROM GAS IMPEX SRL

COFICAB EASTERN EUROPE SRL

BAMESA OTEL SA

JT INTERNATIONAL MANUFACTURING SA

BENROM SRLBENROM remained in top 4 in every year, JT INTERNATIONAL MANUFACTURING ranked 1st for 4 consecutive years (2009 –2011, 2013), and BAMESA OTEL maintained its position in top 3 for 4 years (2010 - 2013).




Industry: Mining and Quarrying


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40

41

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LAFARGE AGREGATE BETOANE SA

CDI OILFIELD SERVICES SRL

MAESTRO TRADING SRL

AMROMCO ENERGY SRL

EUROPEXPRES SRL

GRANDEMAR SA

OMV PETROM SA

TACROM DRILLING SRL

ANVERGO SRL

WEATHERFORD EAST EUROPE SERVICE GMBH GERMANIA

OMYA CALCITA SRL

WEATHERFORD INTERNATIONAL EASTERN EUROPE SRL

I & C TRANSILVANIA CONSTRUCTII SRL

M I PETROGAS SERVICES ROMANIA SRL

SOCIETATEA NATIONALA DE GAZE NATURALE ROMGAZ SA

GRUP SERVICII PETROLIERE SA

AVA EASTERN EUROPE D.F. & S. SRL

AVA EASTERN EUROPE D.F. & S. remained in top 5 in every year, GRUP SERVICII PETROLIERE SA ranked 1st for 4 consecutive years (2009 – 2011, 2013), and SOCIETATEA NAŢIONALA DE GAZE NATURALE ROMGAZ maintained its position in top 7 every year.




Industry: Professional Scientific and Technical Activities


B.V. MCCANN ERICKSON SRL maintained its position in top 4 for 5 years, GENERAL ELECTRIC INTERNATIONAL SRL remained in top 3 for 3 consecutive years (2011 – 2013), and SIMEX GRUP SRL maintained its position in the first 8 places for 4 years (2009 - 2012).




Industry: Real Estate Activities


14

14

14

26

30

32

47

73

0 10 20 30 40 50

BUCHAREST FINANCIAL PLAZZA SRL

DOMUS STIL CONSTRUCT SRL

PRACTIC SA

NIRO INVESTMENT SA

METROPOLIS GRUP SRL

BANEASA DEVELOPMENTS SRL

ANCHOR GRUP SA

UNIREA SHOPPING CENTER SA

UNIREA SHOPPING CENTER SA maintained its position in top 4 in every year., ANCHOR GRUP SA remained in top 3 for 3 consecutive years (2009 -2011), and BANEASA DEVELOPMENTS SRL ranked 1st in 2012 si 2013.




Industry: Transportation and Storage


GEFCO ROMANIA SRL maintained its position in top 4 for 5 years, TRANSFER INTERNATIONAL SPEDITION SRL maintained its position in top 5 for 5 years, and MSC ROMANIA SHIPPING SRL maintained its position in the first 2 places for 4 consecutive years (2009 - 2012).




Industry: Water supply; Sewerage, Waste Management and Remediation Activities


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REMAT SA

ROMMETALCOM SRL

TEHNOINVEST SA

VIVANI SALUBRITATE SA

REMATINVEST SRL

TASTROM 2 SRL

REMAT BRAŞOV SA

REMAT SCHOLZ SRL

REMAT M.G. SA ARAD

REMAT M.G. SA

REMAT BUCURESTI SUD SA

REMAT VÂLCEA SA

TOMINI TRADING SRL

HAMMERER ALUMINIUM INDUSTRIES SANTANA SRL

SILNEF M.G. SRL

ADIDRAD COM SRL

METALIMPEX ROMANIA SRL

NEW COMPANY RECYCLING SRL

REMATHOLDING CO. SRL

ANGHEL N.G. SRL

REMAT CĂLĂRAŞI SA

ANGHEL N.G. maintained its position in the first 2 places in 2009 and 2010 and maintained its position in the first 5 places in 2011 – 2013, REMATHOLDING CO. maintained its position in top 4 in every year, and NEW COMPANY RECYCLING SRL remained in top 5 in every year.




Industry: Wholesale and Retail Trade; Repair of Motor Vehicles and Motorcycles


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39

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TRUST MOTORS SRL

LG ELECTRONICS ROMANIA SRL

NETWORK ONE DISTRIBUTION SRL

ROMPETROL GAS SRL

KIRAZOGLU CORPORATION SRL

RENAULT COMMERCIAL ROUMANIE SRL

HYUNDAI AUTO ROMANIA SRL

GRUP ROMET SA

LUKOIL LUBRICANTS EAST EUROPE SRL

ALFRED C. TOEPFER INTERNATIONAL SRL

LLK LUBRICANTS ROMANIA SRL

ROMCAR SRL

OMV PETROM GAS SRL

CARGILL AGRICULTURA SRL

SAMSUNG ELECTRONICS ROMANIA SRL

PHILIP MORRIS TRADING SRL

TOYOTA ROMANIA SRL


MOL ROMANIA PETROLEUM PRODUCTS SRL

PORSCHE ROMANIA SRL


BRITISH AMERICAN TOBACCO TRADING SRLBRITISH AMERICAN TOBACCO TRADING SRL maintained its

position in the first 4 places for 5 years, OMV PETROM MARKETING

SRL maintained its position in the first 2 places for 4 years, and PORSCHE

ROMANIA SRL maintained its position in the first 6 places for all 8

consecutive years.



Once we finished gathering and analyzing the data that allowed us to rank Romania'sMost Productive Companies, we completed some follow-up research on a number ofthe most productive companies. This consisted of an online literature review andinterviews with select executives. Our follow-up research helped us identify a numberof best practices that we believe explain outstanding productivity. These ten keyattributes can be further categorized into 5 “People Attributes” and 5 “Strategic andOperational Attributes.” We list these below:

People Attributes

1. Performance-driven culture

2. Effective managers

3. High employee utilization

4. High employee effectiveness

5. Encouragement of innovation

Strategic and Operational Attributes

6. Technological sophistication

7. Financial sophistication

8. Operational sophistication

9. Effective distribution channels

10. Marketing and Brand Sophistication

We will further explore each of the people attributes in the next several pages of thisreport.

Overview of Findings:

Attributes of Romania's Most Productive Companies




Romania's Most Productive Companies: People Attributes

Talking the talk and walking the walk

Organizational culture is defined by the attitudes, beliefs and values of an organization. It is animportant driver of employee behavior, particularly when employees are required to act on theirown initiative in a way that is consistent with a company’s objectives, culture and values.

Although a strong organizational culture is generally considered a positive attribute, it is notsufficient to enhance productivity on its own.

A large number of Romania's Most Productive Companies have built true performance–drivencultures in which the entire workforce focuses its effort on achieving the results most important tothe organization. In such environments, a strong culture helps the firm operate like a well-oiledmachine, cruising along with outstanding execution and only occasionally requiring minoradjustments.

Define the model and select people who fit

The leaders of Romania's Most Productive Companies tend to have a consistent, sharedunderstanding of both the company’s current culture and its future culture. These leaders tend topromote individual initiative and high levels of teamwork, both of which are essential ingredients forachieving results.

Additionally, these leaders are likely to have defined the types of people who fit the companyculture. This helps them identify precisely the people for whom they are looking and then presenttheir culture and values to potential hires in order to evaluate fit. They are more likely to say “no”to a highly qualified candidate who does not fit into the company culture.


1. Performance-driven Culture



Effective managers = Success manager

An “effective” manager is more than a supervisor. He or she takes responsibility for ensuring that anindividual succeeds and that the team, department or business unit achieves its expected results.This is similar to the way successful coaches develop players in order to win games andchampionships.

Similar to successful athletes, successful managers require both talent and skill. Managerial skills canbe developed through training, mentoring and experience. But if a manager is void of natural talent,then the odds that he will be successful diminish significantly.

The Most Productive Companies are typically more proactive than their peers when it comes toidentifying and developing effective managers. Common managerial success traits include:

Communication: Listens to others; Processes information; Communicates effectivelyLeadership: Instills trust; Provides direction; Delegates responsibilityAdaptability: Adjusts to circumstances; Thinks creativelyRelationships: Builds personal relationships; Facilitates team successTask Management: Works efficiently; Works competentlyProduction: Takes action; Achieves resultsDevelopment of Others: Cultivates individual talents; Motivates successfullyPersonal Development: Displays commitment; Seeks improvement

Insight to enable coaching and success

The Most Productive Companies also give their managers the information and tools they need tounderstand the capabilities and styles of their teams. This gives managers a solid foundation formore effective coaching relationships.


2. Effective Managers




Establish clarity to run lean

Simply put, Romania's Most Productive Companies do more with fewer people.

It starts at the top with a clear strategy that cascades into a properly designed organization with jobsthat execute the strategy efficiently. All jobs have clear descriptions and goals so that everyoneknows exactly what needs to get done and how. This ensures, for example, that three people arenever doing the work of two.

Romania's Most Productive Companies closely monitor and benchmark personnel expenses. Theyreview requests to create new jobs with intense scrutiny and a healthy level of skepticism. Theyexpect people to arrive at work a little earlier and leave a little later, and they reassess priorities todetermine what work is most important and what activities can be streamlined because they don’tadd sufficient value.

In a traditional sense, they are more open to investing in technology and training if it reduces and/orslows the growth of headcount.

Flexibility to adapt

Since many of these organizations run so lean, they are usually more flexible than their peers inhandling special circumstances such as special projects, peak demand periods and unplannedemployee absences. Full-time employees are cross-trained to cover for one another in times ofshort-term need. The Most Productive Companies cultivate good sources of contract and temporarylabor and have good practices to ensure they deliver on what is expected.

Overall, these companies use superior talent management practices so that they can easily identify apotential need for additional people. And they have efficient selection and on-boarding practices sothat new people become productive in a short amount of time.


3. Employee Utilization




4. Employee Effectiveness

Set clear goals + inspect what you expect

Running lean is not the only thing a company must do in order to run well. Goals must be achievedat the employee level so that results are observed at the organizational level. In the Most ProductiveCompanies, strategic objectives and goals are clearly defined at all levels of the company andperformance measures are closely aligned with strategy.

As a result, employees focus on the aspects of their jobs that matter most to the organization.

Right people in the right jobs…

Running lean is not the only thing a company must do in order to run well. Goals must be achievedat the employee level so that results are observed at the organizational level. In the Most ProductiveCompanies, strategic objectives and goals are clearly defined at all levels of the company andperformance measures are closely aligned with strategy.

As a result, employees focus on the aspects of their jobs that matter most to the organization.

…with the experience, skills and equipment to deliver

Although critically important, “fit” alone is not sufficient to ensure that an employee will be effectivein a job—experience and skills also factor largely into the formula. The Most Productive Companiesare more likely than their peers to identify the particular experience and skills needed for successand then provide specific training to help employees close the ability gap.

Additionally, they are more likely to employ techniques that involve ergonomic design and workercomfort. This often reduces workplace injury and improves employee satisfaction, all of whichenhance effectiveness and productivity





5. Innovation

A series of singles or a home run?

The word “innovation” often evokes images of secret laboratories, major breakthroughs and home-run products. Most productivity gains, however, are the result of incremental improvements to—andfine tuning of—existing business processes. Although the home runs grab the headlines, the singles,doubles and walks can add up to significant gains over time with much lower investment.

The Most Productive Companies are likely to encourage an exchange of ideas among employees,managers and leaders to make the business more competitive. When employees and managers haveopen lines of communication, employees become more invested in the organization’s wellbeing.

Actions speak louder than words

Open communication and a spirit of teamwork are essential to identifying innovation opportunities.Engagement and productivity actually suffer, however, when the organization sets expectations andthen fails to deliver on recommendations.

The Most Productive Companies typically do a better job of putting ideas into action than theirpeers. This is possible because they run with fewer employees and continually innovate. As wementioned before, they typically add employees only when absolutely necessary.

Management is attuned to improvement opportunities and leadership makes investment decisionsquickly when a compelling case can be made for investing in new opportunities.

In short, innovation is everyone’s business, not just that of the R&D department.





1. Performance-driven cultures where actions and results speak louder than words.

2. Clearly defined attributes of people who fit their culture, which they use to support hiring decisions.

3. Proactively identify and develop effective front-line managers.

4. Invest in information and tools to help front-line managers better understand their people and succeed.

5. Clearly align roles and responsibilities with the goals and organization necessary to execute strategy.

6. View requests to add headcount with healthy skepticism, and only after exhausting good alternatives.

7. Employees have clear goals to help them focus on the outcomes that matter most to the organization.

8. Employees have the right “fit” for their jobs, as well as proper experience, skills and equipment to perform.

9. Innovation results from incremental improvements to and fine tuning of existing strategy and process.

10. Failure is not discouraged, and open communication, team work and risk taking help drive innovation leaps.

Summary of Lessons Learned:

People Attributes of Romania's Most Productive Companies




imagine great people™



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PXT – The ProfileXT® is a ‘total person’ assessment that has a myriad of uses. It measuresjob-related qualities that make a person productive – thinking and reasoning style, behavioraltraits, and occupational interests. These qualities in an individual directly affect theirproductivity and the productivity of their entire team. An added benefit? The ProfileXTprovides 10 reports from one fifty-minute assessment: individual report, placement report,succession planning report, candidate matching report, coaching report, job analysis report,sales placement report, sales management report, summary reports and graph reports.

CheckPoint Management System combines direct feedback by direct reports, peers,supervisors as well as customers, with a personalized program for developing specificleadership skills based on that feedback. This assessment process highlights a manager’s jobperformance in 8 skill clusters: leadership, communication, personal development,development of others, production task management, relationships, and adaptability. TheCheckPoint 360° uncovers the following productivity killers: ineffective managementpractices, poor communication, inadequate leaderships, distrust of management, inability todelegate, low motivation, lack of commitment, stagnation of ideas and status quo, lowperformance standards, workplace conflicts.


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Another key to driving performance is having a consistent company message. CSP – CustomerService Profile measures key characteristics of exceptional customer service. How much easier is itto drive performance when the people touching our clients on a daily basis are all on the samepage? The CSP looks at what our current and future employees believe is a high level of customerservice, while at the same time showing us where they align (or not) with our company’s perspective.

The use of superior talent management practices that can easily identify a potential need foradditional people or better use of existing resources. With efficient selection and on-boardingpractices, both new people and incumbents become more productive in a short amount oftime. SOSII – Step One Survey II® can help give new employees the head start they need from dayone. By making sure prospective applicants are a ‘fit’ for our corporate culture before joining theteam, we can know in advance how a person can assimilate into a work environment in the optimumamount of time. Looking at an applicant’s work ethic, honesty, integrity, propensity for substanceabuse and their attitudes on theft (including property, data and the most expensive commodity;time), can give a much-needed preview into how well this person will mesh with a company’s currentculture climate.

Profiles WorkForce Compatibility is a powerful tool which measures critical workplace compatibilityinformation between a manager (executive, director, supervisor, team leader) and their employees.PWC is used to increase productivity, identify and close compatibility gaps between manager andemployee, improve communications between manager and employee, raise the level ofengagement and reduce employee turnover.


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