AREA OF BUSINESS

FMCG sales and marketing.

CHALLENGE

A European tobacco manufacturer was seeking export growth and looked to Satona for support in assessing the opportunities in Asia.

ACTIONS/RECOMMENDATION

• Working closely with the management team of the client a detailed analysis was completed by market.
• Specific analysis of the potential growth in the Philippines was made including an assessment of the likely impact of different Excise Tax scenarios.
• Legislative developments in the Philippines were tracked closely so that the client could be prepared for fast market entry, if the opportunity arose.
• A full market entry strategy for the Philippines was developed and presented in Europe to the senior management and shareholders.

AREA OF BUSINESS

Educational sector (University)

CHALLENGE

A major Philippine University signed a unique agreement with a foreign partner. The University looked to Satona for help in developing a marketing strategy to promote this new international and therefore relatively expensive programme.

ACTIONS/RECOMMENDATION

• Prepared a research study to identify core target audience, their decision making process, influencers, competitors, USP etc
• Based on the research findings, prepared a marketing strategy recommendations , focusing on identified target audience and effective touch points
• Based on research findings prepared set of integrated marketing communication materials (brochures, website, social media sites, presentations) and coached marketing team in their implementation.

AREA OF BUSINESS

International Logistics Service Provider

CHALLENGE

The client recognised that their business relied heavily on frequent customer interface.

This interface was not being performed to the necessary levels of international professionalism and was beginning to affect the business.

Satona was engaged to offer a Coaching and Mentoring Programme for the Customer service team.

ACTIONS/RECOMMENDATION

• Conducted a 1:1 Review with all relevant staff to assess the working environment.
• Results were discussed with the Company’s senior management.
• A focussed Coaching programme was developed and presented to senior management for approval.
• A Satona Partner then conducted a series of regular coaching sessions over two months with each member of staff, including video technology and follow up materials.
• The Programme concluded with a report to senior management highlighting changes in management behaviour that could also contribute to improved performance by the Customer Service team.

AREA OF BUSINESS

Public sector (British Chamber of Commerce of the Philippines)

CHALLENGE

The UK government launched a world-wide programme, promoting the best of the UK – “This is GREAT Britain”. BCCP (British Chamber of Commerce of the Philippines) in cooperation with the British Embassy in Manila needed to develop and manage a coherent 5-months campaign under the ‘GREAT’ brand, delivering greater awareness of UK business, educational, cultural and other opportunities in the Philippines.

One of the Satona Partners worked on the Project for three months during its development stage.

ACTIONS/RECOMMENDATION

• Hired an experienced project team
• Prepared a detailed plan, outlining activities, that would culminate with the 3-days Great British Festival in the High Street (BGC), Manila
• Coordinated planning stage communication and participation of the sponsors, participating brands and other stakeholders

AREA OF BUSINESS

FMCG sales and marketing.

CHALLENGE

To implement the market entry strategy for a new cigarette brand and portfolio.

This was the second stage of a partnership with a major European manufacturer and working together with their management team, Satona is responsible for implementing the recommended and approved entry strategy.

ACTIONS/RECOMMENDATION

• Recruited a high quality local Sales and Marketing team.
• Achieved all corporate registrations and authorisations, including as an importer.
• Conducted an in depth consumer research programme enabling Satona to recommend packaging and product design, “ideal” price range, and product specifications.
• Worked closely with the Client’s technical and management teams to manage the manufacturing process.
• Launched portfolio of products in regional test market.
• Continued roll-out of the products throughout the Philippines.
• Conducted regular business reviews with the Client’s senior management team.