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Natal 2009

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Apresentação CPM Ciclo 16


Agenda

Embalagem Composições Estratégia Comercial DRE Próximos Passos

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Embalagens

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Histórico de embalagens Natal 2006

Natal 2007

Mães 2008

SV P: R$4,2 M: R$5,4 G: R$5,9

SV M: R$5,7 G: R$6,2 GG: R$7,7

(tamanho único) SV: R$8,3 CMV: R$2,68

CMV P: R$1,86 M: R$2,23 G: R$2,67

CMV M: R$1,75 G: R$1,98 GG: R$2,64

Natal 2008

Mães 2009

Namorados 2009

SV: R$7,0

SV P: R$5,0 G: R$7,0

SV: R$7,0

CMV Caixa: R$3,14 Env.: R$1,79

CMV P: R$2,25 G: R$2,95

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CMV: R$3,10


Proposta de Embalagens

Kit Natal (caixa pequena) warm gray + laranja + dourado

Kit Natal (caixa grande) verde + roxo + dourado

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Embalagens Natal 2009 - Fita com 2 voltas, sem estampa

- Luva acoplada

- Fornecedores: 100% Nilpel

Caixa P

Caixa G

- Sem Tag (R$0,10) para presentes com

Faixa: 2MM

Faixa: 2MM

embalagem exclusiva

CMV: 1,88

CMV: 2,44

-16,4% X Mães 2009

-17,3% x Mães 2009

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Embalagens Natal 2009 Cenário CI 23/jun CMV target total

CMV CI 23/jun

vs.target

caixa P

5.401

4.872

-25%

caixa G

5.406

8.549

-12%

total

10.807

13.421

24%

58,4%

56,8% -1,6 p.p.

Caixa P

Caixa G

- Fita com 2 voltas, sem estampa na fita

CMV est.: R$2,67

CMV est.: R$2,67

- Luva acoplada

Cotação*: R$2,27 Faixa: 2MM

Cotação*: R$3,73 Faixa: 2,5MM

- Fornecedores -Caixa P: Nilpel -Caixa G: Antilhas - Tag (R$0,10) para presentes com pdfMachine embalagem exclusiva

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Análise Financeira das propostas de embalagem Cenário – Nova Cotação (sem tag)

Aprovado

CMV target¹

CMV CI 23/jun²

CMV Nova cot.³

caixa P

5.401

6.186

4.035

-25%

-35%

caixa G

4.431

5.650

4.781

8%

-15%

total

9.832

11.837

8.816

-10%

-26%

58,7%

57,4%

59,4%

-0,7 p.p.

+0,7 p.p.

119.417

123.780

-$3.340 -2,7%

+$1.023 +0,8%

MB% MB$ (mil)

122.757

vs.target vs.CI 23/jun

vs. com tag +0,33 p.p. vs. com tag +$716 +70%

¹Cenário target ajustado: contempla retirada dos presentes de Mamãe e bebê e Amor América. ²Cenário CI 23/jun ajustado: contempla retirada dos presentes de Mamãe e bebê e Amor América e alteração CMV caixa G por conta de nova faixa de volume (de 2,5MM para 2MM) pdfMachine ³Contempla também: (a) Aredução nothat custo da bolsa de Natura Homem e (b) redução no custo da maioria dos produtos da linha Ekos. pdf writer produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


Composições

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Histórico Natal 2005 • 22 opções de presente ( 13 virtuais, 9 com brindes). • Desconto de preço moderado. • 15 composições com foco na perfumaria, 2 com sabonetes, 1 infantil e 4 com corpo.

RB R$

PM R$

MB %

127 MM

33,6

57,5

RB R$

PM R$

MB %

264 MM

29,5

53,7

RB R$

PM R$

MB %

187 MM

31,4

61,6

RB R$

PM R$

MB %

200 MM

32,18

56,4

2006 • 26 opções de presente ( 12 composições regulares, 10 virtuais e 4 com brindes ). • Descontos de preço agressivos. • 15 composições com foco na perfumaria, 1 de rosto, 5 de sabonetes, 2 de infantil, e 1 com corpo.

2007 • • • e

21 opções de presente ( 17 composições virtuais e 4 brindes ). Descontos de preço novamente moderados ou baixos. 13 composições com foco na perfumaria, 3 de sabonete, 2 infantil, 1 com barba, 2 com corpo.

2008 • 23 opções de presente ( 13 composições virtuais e 10 brindes ). • Descontos de preço novamente moderados. • 14 composições com foco na perfumaria, 2 de sabonete, 2 infantil, e 2 com óleos, 2 com corpo e 1 com maquiagem.

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Indicadores Natal 2009 2005 • 22 opções de presente ( 13 virtuais, 9 com brindes). • Desconto de preço moderado. • 15 composições com foco na perfumaria, 2 com sabonetes, 1 infantil e 4 com corpo.

RB R$

PM R$

MB %

127 MM

33,6

57,5

RB R$

PM R$

MB %

264 MM

29,5

53,7

RB R$

PM R$

MB %

187 MM

31,4

61,6

RB R$

PM R$

MB %

200 MM

32,18

56,4

RB R$

PM R$

MB %

273

25,70

59,3

2006 • 26 opções de presente ( 12 composições regulares, 10 virtuais e 4 com brindes ). • Descontos de preço agressivos. • 15 composições com foco na perfumaria, 1 de rosto, 5 de sabonetes, 2 de infantil, e 1 com corpo.

2007 • • • e

21 opções de presente ( 17 composições virtuais e 4 brindes ). Descontos de preço novamente moderados ou baixos. 13 composições com foco na perfumaria, 3 de sabonete, 2 infantil, 1 com barba, 2 com corpo.

2008 • 23 opções de presente ( 13 composições virtuais e 10 brindes ). • Descontos de preço novamente moderados. • 14 composições com foco na perfumaria, 2 de sabonete, 2 infantil, e 2 com óleos, 2 com corpo e 1 com maquiagem.

2009 • 18 opções de presente ( 16 composições virtuais e 2 brindes). • Descontos de preço mais agressivo. • 9 composições com foco na perfumaria, 2 de sabonete, 1 infantil, 4 com óleos, pdfMachine 2 com corpo

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Indicadores Natal 2009

Proposta CP:

PRESENTES

VOLUME

RB

MB

2008

2009 Estimativa

2009 Oferta Sugestão

23

19

19

6.190.326

R$199.903.194

56,4%

10.608.457

R$272.677.626 + 36,4%

59,3%

12.525.588

+ 71,4%

R$330.473.374

+2,9 p.p

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+ 102,3%

+ 65,3%


Crescimento das estratégias em 2009 RB

2008

2009

09 X 08

Mães Namorados

96.735 62.658

138.166 75.802

43% 21%

2008

2009

09 X 08

em Mil R$

Itens Vend. Mães Namorados

2.603 2.229

4.097 2.796

57% 25%

em Mil unidades

Preço médio Mães Namorados

2008 37,17 28,11

2009 33,73 27,11

09 X 08

-9% -4%

Partic. Ciclo

2008

2009

09 X 08

Mães Namorados

32,0% 22,9%

38,3% 24,3%

6,3pp 1,4pp

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Indicadores Natal 2009 Participação RB

Natal Cic lo 16 Cic lo 17 Total

2008 153 46 199

% 77% 23% 100%

2009 201 71 272

% 74% 26% 100%

Natura Cic lo 16 Cic lo 17 Total

2008 425 392 817

% 52% 48% 100%

2009 536 418 954

% 56% 44% 100%

Mix Natal Cic lo 16 Cic lo 17 Total

2008 36% 12% 24%

2009 38% 17% 29%

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Indicadores Natal 2009 Participação Categorias RB 2008 Perfumaria TOTAL

RB 2009

135.982.628

121.373.144

123.139.627

116.591.374

-5,4%

12.843.001

4.781.731

-44%

Sabonetes

27.956.279

45.247.460

+62%

Óleos

15.151.672

48.503.780

+220%

Corpo

17.988.549

57.552.248

+223%

Maquiagem

1.502.546

Perfumaria MMBB/Infantil

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-11,0%


Indicadores Natal 2009 Participação Categorias 2008 x 2009

9%

14%

6% 1% 8%

16%

21% 3% 0% 18%

42%

62%

corpo

infantil

maquiagem

Óleos

perfumaria

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sabonete


Régua de Preços - Natal R$189,00

R$ 200 R$ 180

R$159,00 R$150,00

R$ 140

R$80 R$60

Boticário 2008

R$ 100

Avon 2008

R$ 120

Natura 2009

R$124,00

Natura 2008

R$ 160

Média do Mercado R$66,67*

R$40 R$29,90 R$23,50

R$20

R$18,00

R$10

R$15,90

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*Fonte: Pesquisa Ato de Presentear


Preço/Presentes Natal

20 16 17

12 8

Natal 2008

3

7

4 0

1

4

Até 20,00 (2008)

3

1 9

20-39,99 (2008)

3 1

6 2

40-59,99 (2008)

Natura

2

60-79,99 (2008)

Avon

2

80-99,99 (2008)

Boticário Avon Natura

12 26 23

100 + (2008)

Botic ário

20 16

Natal 2009

12 8 10 6

4 0

3

Até 20,00 (2009)

20-39,99 (2009)

40-59,99 (2009)

1

60-79,99 (2009)

80-99,99 (2009)

2

Boticário Avon Natura 21

100+ (2009)

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Preço/Presentes Natal Perfumaria 10

8

6

Na tura

Avo n

B o tic á rio

Perfumaria Masculina

4

1

0

1

0 1

0

2008

3

2

0 At é 2 0 ,0 0 (2 0 0 8 )

1

1 0

0 2 0 -3 9 ,9 9 (2 0 0 8 )

4 0 -59 ,9 9 (2 0 0 8 )

1

0

2 1 0

Bo ticário 1

0

Avo n Natura

6 0 -79 ,9 9 (2 0 0 8 )

8 0 -9 9 ,9 9 (2 0 0 8 )

10 0 + (2 0 0 8 )

Perfumaria Feminina 2008 pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


Preço/Presentes Natal Sabonetes e Corpo

Sabonetes 2008

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Preço/Presentes Natal Óleos e Maquiagem

Óleos 2008

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Preço/Presentes Natal Rosto e Barba

Rosto 2008

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Preço/Presentes Natal Infantil

Infantil 2008

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Divisão Presentes Ciclo 16 e 17 - Premissas

 Presentes inovadores e brindes deverão ficar no ciclo com Evento de Lançamento (Ciclo 16),  Composições mais conhecidas (mudança de fragrância) e de alta atratividade devem ficar no ciclo 17,  Levar em consideração o composto das linhas garantindo o maior período sem promoções (intervalo ideal de 4 ciclos),  Considerar as composições com maior risco para o ciclo 17.

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Grade Ciclo 16 e 17 - 2009

16

17

Ekos

Sabonete

Humor 5 Óleo

Perfumaria

Tododia Mãos

Corpo

Humor 2 Sabonete

Perfumaria

Biografia Vol 2 50ml

Perfumaria

Biografia Nova Fragrância

Ekos Capim Limão

Óleo

Sève

Óleo

Sr. N Cítrico

Perfumaria

Ekos Cacau

Tododia

Sabonete

Ekos Açaí

Óleo

4 Naturé

Infantil

Perfumaria

Sintonia Barba

Perfumaria

Ekos SPA Pitanga

Óleo

2 Faces Hidratante

Perfumaria

Natura Homem Brinde

Perfumaria

Tododia

Corpo

Ciclo 16 e 17

Perfumaria

13 Presentes

Natal 2009

5 Presentes

18 Presentes 52

13 versões

9 versões

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22 versões


Grade Ciclo 16 e 17- 2008

16

17

2 Tododia

Sabonete

Humor 2 Caderno

Perfumaria

3 Águas

Corpo

Humor 1 Caderno

Perfumaria

2 AMAM

Perfumaria

Tododia Figo

Corpo

Faces Kit Visual Express

Maquiagem

Natura Homem

Perfumaria

Ekos Priprioca

Perfumaria

Tododia Damasco

Sabonete

Ekos Banhos de Brasil

Sabonete

Ekos Frescores em toque

Perfumaria

4 Naturé

Perfumaria

Natal 2009

3 Águas Jab.

Perfumaria

Ekos Buriti

Óleo

5 Faces

Perfumaria

Biografia masc.vol.1

Perfumaria

Biografia fem.vol.1

Perfumaria

Ekos Pitanga

Óleo

Kaiak masculino

Perfumaria

2 MMBB

Perfumaria Sr. N

Perfumaria

Kriska Jeans

Ciclo 16 e 17

Perfumaria

15 Presentes

8 Presentes

23 Presentes 52

22 versões

15 versões

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37 versões


Grade Ciclo 16 e 17

59,3%

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Grade Ciclo 16 e 17 MB CASH +R$768.000

Presente

Preço

Volume

RB

Participação

Oferta

RB Oferta

MB%

tododia mãos+sab

R$

18,50

3.000.000

38.850.000

14,2%

3.660.000

47.397.000

65,25%

Sève óleo 200ml+hid.iluminador

R$

51,50

635.122

22.896.148

8,4%

762.146

27.475.363

64,38%

Humor 5 col+óleo corporal

R$

73,80

403.010

20.819.497

7,6%

515.853

26.648.966

60,92%

tododia corpo

R$

35,00

806.255

19.753.248

7,2%

919.131

22.518.710

52,33%

Sr.N cítrico col+deo

R$

63,00

394.513

17.398.023

6,4%

449.745

19.833.755

60,27%

Biog. fem. de Verão

R$

53,00

461.742

17.130.628

6,3%

627.970

23.297.687

63,37%

Humor 2 Sabonetes

R$

73,80

283.157

14.627.891

5,4%

413.410

21.356.761

61,97%

Ekos C apim-limão

R$

59,00

296.934

12.263.374

4,5%

332.567

13.735.017

59,52%

Biog. Masculino Vol 2

R$

34,90

368.380

8.999.523

3,3%

383.115

9.359.499

49,86%

Ekos sabonetes em penca

R$

28,50

445.548

8.888.683

3,3%

466.601

9.308.690

53,65%

Ekos C acau

R$

36,00

317.220

7.993.944

2,9%

406.041

10.232.233

61,37%

homem bolsa viagem

R$

159,00

64.621

7.192.317

2,6%

68.498

7.623.827

49,25%

Ekos Kit Spa

R$

157,00

50.649

5.566.343

2,0%

56.727

6.234.317

58,66%

7.527.151

202.379.619

74,1%

9.061.804

245.021.825

60,2%

Tododia sabonetes

R$

23,50

2.210.260

36.358.777

13,3%

2.210.260

36.358.777

51,55%

TOTAL 16

Faces Intensa

R$

55,50

175.379

6.813.474

2,5%

259.561

10.083.945

66,99%

Faces Superstilo

R$

55,50

142.607

5.540.282

2,0%

211.059

8.199.642

65,33%

Sintonia col+creme barba

R$

74,50

184.534

9.623.448

3,5%

269.420

14.050.253

62,38%

Ekos Açaí

R$

49,90

222.672

7.777.933

2,8%

338.461

11.822.443

71,59%

naturé toalha bem bom

R$

43,90

94.889

2.915.939

1,1%

113.867

3.499.133

47,71%

naturé toalha fiu fiu

R$

52,30

50.964

1.865.792

0,7%

61.157

2.238.958

49,32%

3.081.305

70.895.645

3.463.785

86.253.150

57,6%

2009

10.608.456

273.275.264

12.525.589

331.274.976

2008

6.190.326

199.903.194

6.190.326

199.903.194

TOTAL 17

25,9%

+1 p.p

59,48%

+0,18 p.p CRESCIMENTO

71,4%

36,7%

102,3%

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65,7%


Natal 2008 – Ciclo 16 de R$20 a R$30

de R$30 a R$40

de R$40 a R$50

de R$50 a R$60

de R$60 a R$70

Acima de R$70

sabonete Cereja/Nozes SV: 23,5

óleos

Buriti SV: 52,0

corpo SV: 37,0

maquiagem

Figo SV: 45,0

Maquiagem SV: 49,0

perf.masc. masculino SV: 53,8

Jabuticaba SV: 49,9

Pitanga SV: 57,0

SV: 66,0

Humor 2 SV: 77,0

SV: 163,4

Humor 1 SV: 77,0

Priprioca SV: 189,0

perf.fem. Palo S./Param. SV: 84,0

infantil

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Natal 2009 – Ciclo 16 de R$20 a R$30

de R$30 a R$40

de R$40 de R$50 a R$50 a R$60

de R$60 a R$70

Acima de R$70

sabonete Sabonetes SV: 28,5 ; MB: 53,6%

Qtde: 445

óleos SV: 51,5 ; MB:64,4%

Qtde: 635

corpo

Mãos – Frutas Vermelhas SV: 18,0 ; MB: 64,3%

Qtde: 3.000

Capim Limão SV: 59,0 ; MB: 59,5%

Qtde: 296

SPA Pitanga SV: 157,0 ; MB:58,6%

Qtde: 50

Corpo SV: 35,0 ; MB: 52,3%

Qtde: 806

maquiagem

perf.masc. masc.vol.2 SV: 34,90 ; MB: 49,8%

Qtde: 368

Cítrico SV: 63,0 ; MB: 60,3%

Qtde: 394

Humor 2 (sab.) SV: 73,8 ; MB: 62%

Qtde: 283

perf.fem. Cacau SV: 36,0 ; MB: 61,4%

Qtde: 317

Fem.nova frag. SV: 53,00 ; MB: 63,4%

Qtde: 461

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infantil

Humor 5 (óleo) SV: 73,8 ; MB: 60,9%

Qtde: 403

Cromo SV: 159,0 ; MB:49,2%

Qtde: 64


Natal 2008 – Ciclo 17 de R$20 a R$30

de R$30 a R$40

de R$40 a R$50

de R$50 a R$60

de R$60 a R$70

Natal 2008 – Ciclo 17

Acima de R$70

sabonete Damasco SV: 24,5

Banho de Br. SV: 29,0

óleos

corpo

maquiagem

Maquiagem SV: 26,0

perf.masc. SV: 74,0

perf.fem.

infantil

Fres. em toque SV: 45,7

Bem bom SV: 49,50

Gloss e Brinde SV: 68,0

Fiu fiu SV: 57,7

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fem. hidrante SV: 72,0

SV: 88,0


Natal 2009 – Ciclo 17 de R$20 a R$30

de R$30 a R$40

de R$40 a R$50

de R$50 a R$60

de R$60 a R$70

Natal 2008 – Ciclo 17

Acima de R$70

sabonete Sabonetes SV: 23,5 ; MB: 51,5%

Qtde: 2.210

óleos

Açaí SV: 49,90 ; MB%: 71,6%

Qtde: 222

corpo

maquiagem

perf.masc. Barba SV: 74,50 ; MB: 62,4%

Qtde: 184

Hidratante SV: 55,50 ; MB: 66,0%

perf.fem.

Qtde: 317

infantil

Bem bom SV: 43,90 ; MB: 47,7%

Fiu fiu SV: 52,30 ; MB: 49,3%

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Tododia mãos Frutas Vermelhas Composição • 1 hidratante mãos (50ml) – R novo produto • 2 sabonetes em barra (90g cada) – nova embalagem • 1 caixa especial SV: R$ 18,00 Sobrepreço:3,33 % MB: 64,28% Volume: 3.000.000 Oferta: 3.660.000 RB: R$ 25.200.000 RB Oferta: R$ 46.116.000

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Ekos sabonetes Maracujá, Murumuru, Cacau e Cupuaçu

Composição • 8 sabonetes em barra (25g cada) – novo produto • embalagem exclusiva Ekos SV: R$ 28,50 MB: 53,65 % Volume: 445.548 Oferta: 466.601 RB: R$ 8.888.683 RB Oferta: R$9.308.609

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Tododia Pêra

Composição • 1 hidratante corporal (400ml) novo produto • 1 sabonete líquido (300ml) – novo produto • caixa G SV: R$ 35,00 Desconto: 22% MB: 52,33% Volume: 806.255 Oferta: 919.131 RB: R$ 19.753.248 RB Oferta: R$22.518.710

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Ekos Costa do Cacau

Composição • 1 des. col. Frescor (75ml) – nova embalagem • 1 sab. líquido (100ml) – novo produto • 1 embalagem exclusiva Ekos Sacola em algodão, 18cm x 21cm

SV: R$ 36,00 (sabonete sai de graça) MB: 61,37% Volume: 317.220 Oferta: 406.041 RB: R$ 7.993.944 RB Oferta: 10.232.233

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Biografia vol.2 masculino Composição • 1 desodorante colônia (50ml) – nova embalagem • 1 embalagem P SV: 34,90 Desconto: 15% MB: 49,86% Volume: 368.380 Oferta: 383.115 RB: R$8.999.523 RB Oferta: R$9.359.499

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Biografia feminino Contos de Verão Composição • 1 desodorante colônia (100ml) – novo produto • 1 embalagem de presente (CMV: R$2,67) SV: R$ 53,00 Desconto: 19% MB: 63,37% Volume: 461.742 Oferta: 627.970 RB: R$ 17.130.628 RB Oferta: R$ 23.297.687

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Sève Amêndoas Marcantes Composição • 1 óleo corporal para banho (200ml) novo produto • 1 óleo iluminador pós banho (nova fórmula, 100ml) – novo produto • 1 embalagem de presente (CMV: R$2,67) SV: R$ 51,50 (pós banho sai de graça) MB: 64,38% Volume: 635.122 Oferta: 762.146 RB: R$ 22.896.148 RB Oferta: R$27.475.363

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Ekos Capim-limão

Composição • 1 óleo pós banho (80ml) – novo produto • 1 água de banho (80ml) – nova embalagem • 1 chá de banho (80ml) – nova embalagem • 1 embalagem exclusiva (CMV: R$2,67) SV: R$ 59,00 Desconto: 5,9% MB: 59,52% Volume: 296.934 Oferta: 332.567 RB: R$ 12.263.374 RB Oferta: 13.735.017 pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


Sr.N Cítrico

Composição • 1 desodorante colônia (100ml) – novo produto • 1 desodorante spray (100ml) – novo produto • 1 embalagem de presente (CMV: R$2,67) SV: R$ 63,00 (desodorante sai de graça) MB: 60,27% Volume: 394.513 Oferta: 449.745 RB: R$ 17.398.023 RB Oferta:19.833.755

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Humor 2

Composição • 1 desodorante colônia (75ml) - R • 1 sabonete cremoso (120g) – novo produto • 1 sabonete glicerinado (120g) – novo produto • 1 embalagem de presente (CMV: R$2,67) SV: R$ 73,80 (sabonetes saem de graça) MB: 61,97% Volume: 283.157 Oferta: 413.410 RB: R$ 14.627.891 RB Oferta:R$ 21.356.761

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Humor 5 Composição • 1 desodorante Colônia (65ml) - R • 1 Óleo corporal (120ml) – novo produto • 1 embalagem de presente (CMV: R$2,67) SV: R$ 73,80 (óleo corporal sai de graça) MB: 60,92% Volume: 403.010 Oferta: 515.853

RB: R$ 20.819.497 RB Oferta: R$26.648.966

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Ekos Spa Pitanga Composição • Óleo Trifásico Pitanga 200ml - R • Óleo Esfoliante – novo produto • Sabonete Líquido 300ml – novo produto • Polpa para Mãos - novo produto • Toalha - Brinde • 1 caixa rígida especial (CMV: R$6,00) SV: R$ 157,00 Sobrepreço: R$29,90 (toalha + caixa) MB: 58,66% Volume: 50.649 Oferta: 56.727

RB: R$ 5.566.343 RB Oferta: 6.234.317

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Natura Homem Cromo Composição • 1 desodorante colônia (100ml) - R • 1 shampoo (200ml) – novo produto • 1 condicionador (200ml) – novo produto • 1 sabonete líquido (200ml) – novo produto • 1 desodorante spray (100ml) – novo produto • 1 mala de viagem – Brinde • 1 embalagem de presente (CMV: R$2,67) SV: R$ 159,00 Sobrepreço: R$19,00 (mala de viagem) MB: 49,2% Volume: 64.621 Oferta: 68.498 RB: R$ 7.192.317 RB Oferta: 7.623.827

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Tododia sabonetes Romã e Framboesa Composição • 6 sabonetes em barra (75g cada) novo produto • embalagem exclusiva SV: R$23,50 MB: 51,55% Volume: 2.210.260 RB: R$ 36.358.777

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Naturé

Composição • 1 água colônia de linha (100ml) – R Fragrâncias: Fiu Fiu Mocinhos, Fiu Fiu Mocinhas, Bem Bom Meninos ou Bem Bom Meninas

• 1 toalha de praia – Brinde • 1 embalagem de presente (CMV: R$2,67) Fiu Fiu Bem Bom SV: R$52,30 SV: R$43,90 MB: 49,32% MB: 47,71% Volume: 50.964 Volume: 94.889 Oferta: 61.157 Oferta: 113.867 RB: R$ 1.865.792 RB: R$ 2.915.939 RB Oferta: 2.238.958 RB Oferta: 3.499.133

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Ekos Açaí

Composição • 1 óleo trifásico (200ml) – R • 1 polpa hid. para mãos (75g) novo produto • 1 embalagem exclusiva Sacola em tecido telado, 18cm x 21cm

(CMV: R$2,67)

SV: R$49,90 (hidratante mãos sai de graça) MB: 71,59% Volume: 222.672 Oferta: 338.461 RB: R$ 7.777.933 RB Oferta: R$ 11.822.443

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Faces SuperStilo e Intensa Composição • 1 desodorante colônia (65ml) - R • 1 hidratante corporal (120ml) – novo produto • 1 embalagem de presente (CMV: R$2,67) SV: R$ 55,50 (hidratante sai de graça) MB: 66,99%/65,33% Volume: 317.987 Oferta:470.620 RB: R$ 12.353.795 RB Oferta: R$18.283.587

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Sintonia Masculino

Composição • 1 desodorante Colônia (100ml) - R • 1 creme de barbear (100ml) – novo produto • 1 embalagem de presente (CMV: R$2,67) SV: R$ 74,50 (creme de barbear sai de graça) MB: 62,38% Volume: 184.534 Oferta: 269.420 RB: R$ 9.623.448 RB Oferta: R$14.050.253

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Estratégia Comercial

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2007

Ciclo 14 12/09 - 24/10

Ciclo 15 03/10 - 14/11

Ciclo 16 24/10 - 05/12

Ciclo 17 14/11 - 26/12

Ciclo 1 05/12 - 16/01

Capa

Propaganda

Chronos Passiflora - 09/10 à 04/11 R$ 13.312.682 ( R$ 18,5 MM)

Águas - 02/12 à 08/12 - R$ 1.8 MM Natal - 07/12 à 20/12 - R$ 4,5 MM

Eventos CN Passiflora

Campanha 16 14/09 - 16/10

Campanha 17 04/10 - 06/11

Showroom Natal

Campanha 18 22/10 - 01/12

Natura Águas

Campanha 19 13/11 - 20/12

Natal “Brilho no olhar” :

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Campanha 20 04/12 - 09/01


2008

Ciclo 15 03/10 - 14/11

Ciclo 14 12/09 - 24/10

Ciclo 16 24/10 - 05/12

Ciclo 17 14/11 - 26/12

Ciclo 1 05/12 - 16/01

Lançamento

Propaganda

Feliz Brasil

Chronos Ekos

Eventos CN

Evento de Lançamento Natal

Campanha 16 14/09 - 16/10

Campanha 17 04/10 - 06/11

Campanha 18 22/10 - 01/12

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Campanha 19 13/11 - 20/12

Campanha 20 04/12 - 09/01


2009

Ciclo 14 09/09 - 16/10

Lançamento

Ekos Açaí Kaiak

Propaganda

Eventos CN

Ciclo 15 30/09 - 06/11

40 anos SPFW

Ciclo 16 21/10 - 27/11

Ciclo 17 11/11 - 18/12

Ciclo 18 05/12 - 16/01

Natal

Tododia Verão Kaiak

Festival das Águas

Kaiak

Evento de Lançamento Natal

Kaiak

Campanha 16 14/09 - 16/10

Campanha 17 04/10 - 06/11

ROSTO Solutions AM/PM

Avon Sun UV Care Complex

Campanha 18 22/10 - 01/12

PRÉ NATAL

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Campanha 19 13/11 - 20/12

Campanha 20 04/12 - 09/01

NATAL

NATAL


Natal 2009 Árvore de Indicadores Ativas Natura 1.187.680 1.108.306 2007 887.133 2006 822.103 2005 705.615 2009 2008

2009 2008 2007 2006 2005

Ativas Natal 878.883 740.527 549.398 720.826 507.120

2009 2008 2007 2006 2005

273.626 195.378 193.631 255.684 128.727

Cresc RB 40% 1% -24% 99%

Pontos 87.379 70.406 64.907 96.567 49.365

Cresc Pts 24% 8% -33% 96%

Itens 10.608 6.370 6.044 8.701 3.835

8% 17%

19% 35% -24% 42%

2009 2008 2007

RB

7% 25%

Penetração Natal 11% 74% 8% 67% -29% 62%

Cresc Itens

2006

88%

67%

2005

72%

2009 2008 2007 2006 2005

Itens/CN 12,1 8,6 11,0 12,1 7,6

2009 2008 2007 2006 2005

Pts/Presente 8,2 11,1 10,7 11,1 12,9

22%

5% -31% 127%

2009 2008 2007 2006 2005

Produtividade Natal 5% 99 -20% 95 -12% 118 38% 134 97

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40% -22% -9% 60%

-25% 3% -3% -14%


Natal 2009 Árvore de Indicadores 16 Ativas Natura 637.719 551.458 2007 461.090 2006 423.614 2005 357.824 2009 2008

2009 2008 2007 2006 2005

Ativas Natal 471.912 397.051 335.125 384.422 276.470

2009 2008 2007 2006 2005

202.832 148.935 160.424 175.019 96.637

Cresc RB 36% -7% -8% 81%

Pontos 65.047 52.684 53.707 66.465 37.128

Cresc Pts 23% -2% -19% 79%

Itens 7.527 4.812 5.201 6.021 2.723

20% 9% 18%

19% 18% -13% 39%

2009 2008 2007

RB

16%

Penetração Natal 3% 74% -1% 72% -20% 73%

Cresc Itens

2006

91%

56%

2005

77%

2009 2008 2007 2006 2005

Itens/CN 16,0 12,1 15,5 15,7 9,9

2009 2008 2007 2006 2005

Pts/Presente 8,6 10,9 10,3 11,0 13,6

17%

-7% -14% 121%

2009 2008 2007 2006 2005

Produtividade Natal 4% 138 -17% 133 -7% 160 29% 173 134

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32% -22% -1% 59%

-21% 6% -6% -19%


Natal 2009 Árvore de Indicadores 17 Ativas Natura 549.961 556.848 2007 426.043 2006 398.489 2005 347.791 2009 2008

2009 2008 2007 2006 2005

Ativas Natal 406.971 343.476 214.273 336.404 230.650

2009 2008 2007 2006 2005

70.794 46.443 33.208 80.664 32.089

Cresc RB 52% 40% -59% 151%

Pontos 22.332 17.722 11.200 30.102 12.237

Cresc Pts 26% 58% -63% 146%

Itens 3.081 1.558 844 2.680 1.112

7% 15%

18% 60% -36% 46%

2009 2008 2007

RB

-1% 31%

Penetração Natal 20% 74% 23% 62% -40% 50%

Cresc Itens

2006

84%

98%

2005

66%

27%

85% -69%

2009 2008 2007 2006 2005

Itens/CN 7,6 4,5 3,9 8,0 4,8

2009 2008 2007 2006 2005

Pts/Presente 7,2 11,4 13,3 11,2 11,0

141%

2009 2008 2007 2006 2005

Produtividade Natal 6% 55 -1% 52 -42% 52 69% 89 53

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67% 15% -51% 65%

-36% -14% 18% 2%


Promoções CN em 2008

Gasto total: $ 2.873

Produto Qt dada SV CMV $ Total CAMISETA PROMO SR NATAL 2008 147.414 10,00 5,50 810.777 PRESENTE NATURA TODODIA CEREJA 119.757 23,50 6,59 788.951 PRESENTE TODODIA SABONETES NOZES 110.115 23,50 6,59 725.430 AGUAS DE NATURA CAMPO DE VIOLETAS 150ML 53.933 38,90 4,54 244.678 OLEO SEVE AMENDOAS DOCES 39.871 49,90 3,67 146.327 pdfMachine COLONIA KRISKA FRESIA 21.656 61,00 7,27 157.439 A pdf writer that produces quality PDF files with ease! TOTAL 2.873.602

Planejado $ Planejado Desvio 169.242 930.832 -13% 196.720 1.295.979 -39% 49.180 323.995 124% 82.149 372.687 -34% 64.184 235.557 -38% 22.477 163.409 -4% 3.322.459 -14%

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Proposta de sarrafos para 2009 RE Sul SPC RJES MG SPI CO NE N * em R$ mil

Gasto total 259.689 232.234 243.229 145.616 270.792 201.488 391.567 161.051 1.905.667

Total: R$ 1.905 -34% x 2008

2009

Total SV: R$ 141,90 Total CMV: 20,30

2008

Total SV: R$ 177,00 Total CMV: 16,90

Sarrafo 120 200 320

O adicional de verba a ser gasta será alocada diretamente pelas URs. Desta forma cada região poderá trabalhar outros sarrafos de acordo com as necessidades locais

Brinde TODODIA-HIDRAT MACADAMIA DESOD CORP AGUAS NATURA-DES CAMPOS VIOLETAS 150ML Kaiak - Pré lançamento

197.538

120 pontos

=

200 pontos

=

+

320 pontos

=

+

pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!

CMV 4,85 4,51 10,94

100.774

+ 43.012


Peso do composto

Peso do composto 8,00% 7,15% 7,00% 5,89% 6,00% 5,00%

5,30% 4,61% 2009 2008

4,00% 3,00% 2,00% 1,00% 0,00% 16

17

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Comparativo 2009 X 2008 2008

2009

120 pontos

200 pontos

Trabalhando com menos sarrafos teremos maior migração de CNs (como vimos em Mães e Namorados este ano). Sarrafos intermediários ou maiores poderão ser trabalhados localmente.

320 pontos

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Dispersão nas estratégias anteriores 45.000

40.000

35.000

Número de CNs

30.000

240pts

25.000

100pts

20.000

160pts 300pts

15.000

80pts 200pts 120pts

10.000

5.000

Pontos em presentes

CNs em Mães

CNs em Namorados

CNs em Natal 2008

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493

481

469

457

445

433

421

409

397

385

373

361

349

337

325

313

301

289

277

265

253

241

229

217

205

193

181

169

157

145

133

121

97

109

85

73

61

49

37

25

13

1

-


Baseline Estojado %RB Baselin Estojado 16,0%

15% 14% 14%

14,0% 12,0% 10%

10,0%

8% 8,0%

7%

6,0% 4%

2009 2008 2007 2006

4%

4,0% 2,0% 0,0% 16

17

RB Baseline Estojado / Estojo 1.800 1.570 1.600 1.400 1.205 1.200 1.030

1.001 1.000 767 699

800 600

758 479

400 200 0 16

pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!

17

2009 2008 2007 2006


Consolidados ciclos 15 ao 17 Ciclo 15

Ciclo 16

Ciclo 17

Partic. Natal 2009

0,0%

37,8%

16,9%

Partic. Natal 2008

0,0%

35,2%

11,9%

09 / 08 %

319.084 288.182 233.013 11%

536.771 423.602 407.284 27%

418.626 390.679 291.691 7%

1.274.481 1.102.464 931.988 16%

2009 2008 2007

0 0 0

202.832 148.935 161.577 36%

70.794 46.443 33.324 52%

273.626 195.378 194.901 40%

319.084 288.182 233.013

333.939 274.667 245.707 22%

347.832 344.236 258.367 1%

1.000.855 907.086 737.087 10%

Receita Total Ciclo

Receita Natal

2009 2008 2007

09 / 08 %

Ciclo sem estratégia

2009 2008 2007 09 / 08 %

pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!

Total

Partic. Período

21% 18% 21%


Natal 2009 Participação Regionais DESCRIÇÃO DO ESTOJO Tododia Frutas Vermelhas Sabonete em Penc a Tododia Pêra Ekos Costa do Cac au Biografia Masc Vol 2 Séve (Amêndoas Silvestre) Biografia Feminino (Contos de Verão) Ekos Banho Capim SR. N Cítric o Presente Natura Humor 2 Presente Natura Humor 5 Ekos SPA Pitanga Natura Homem Cromo Tododia Romã e Framboesa) Presente Naturé - Bem Bom Meninos Presente Naturé - Bem Bom Meninas Presente Naturé - Fiu Fiu Mocinhos Presente Naturé - Fiu Fiu Mocinhas Ekos Açaí Fac es Perfumaria - Superstilo Fac es Perfumaria - Intensa Sintonia Masculino BRASIL % Res no Total Brasil

CO

MG

NE

N

RJ ES

SPC

SPI

SUL

BRASIL

270.633 279.841 603.954 208.692 375.097 350.231 445.718 465.833 3.000.000 37.454 33.609 85.009 40.949 59.014 59.023 62.106 68.383 445.548 72.733 75.208 162.314 56.086 100.808 94.125 119.787 125.193 806.255 23.054 23.308 73.343 33.942 42.634 37.313 42.073 41.553 317.220 30.414 27.950 95.652 33.728 43.312 45.188 51.410 40.725 368.380 55.969 59.075 137.168 47.570 98.256 86.055 80.862 70.168 635.122 39.938 36.178 90.415 36.590 54.818 59.671 70.204 73.929 461.742 21.580 21.817 68.653 31.771 39.907 34.927 39.383 38.896 296.934 29.816 33.520 80.107 27.626 54.582 60.581 68.566 39.713 394.513 19.966 20.610 74.156 21.553 33.785 35.182 44.051 33.854 283.157 28.417 29.334 105.544 30.676 48.085 50.074 62.696 48.183 403.010 3.879 3.755 11.007 5.157 6.773 6.216 6.835 7.026 50.649 5.769 6.052 11.913 5.239 7.288 8.350 10.771 9.239 64.621 199.390 206.174 444.965 153.754 276.354 258.034 328.384 343.204 2.210.260 4.171 3.972 9.833 3.855 5.784 5.983 7.277 6.429 47.303 4.196 3.996 9.892 3.878 5.819 6.019 7.320 6.467 47.586 2.180 2.076 5.140 2.015 3.024 3.127 3.804 3.360 24.726 2.313 2.203 5.454 2.138 3.209 3.319 4.036 3.566 26.238 16.183 16.361 51.483 23.825 29.927 26.192 29.533 29.168 222.672 13.954 9.947 27.846 15.043 15.436 18.583 19.859 21.939 142.607 17.161 12.233 34.245 18.500 18.983 22.853 24.423 26.981 175.379 13.521 13.877 49.012 15.354 21.515 23.714 26.586 20.954 184.534 912.691 921.097 2.237.105 817.943 1.344.409 1.294.763 1.555.685 1.524.764 10.608.457 8,6% 8,7% 21,1% 7,7% 12,7% 12,2% 14,7% 14,4% 100,0%

Alinhando com Regiões e Marcas estimativa, oferta sugerida para cada presente e sarrafos (institucional e paroquiais) pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


DRE

pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


DRE NATAL

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Demonstrativo de resultados

custo

2008 16,5 x 23cm Folheto com 32 páginas + CN com 8 4 por CN GR: 50% disponíveis 3.418.145 1.694.902

2009 11,5 x 16,5 cm Folheto com 32 páginas + CN com 8 2 por CN GR: 50% disponíveis 2.170.000 1.406.903

formato páginas

16,5 x 23cm RN= 24 páginas adicionais

16,5 x 23cm RN= 24 páginas adicionais

formato páginas 15

16

tiragem

tiragem custo

R$

2.230.494

654.261,13

944.638

16,5 x 23cm RN=16 páginas adicionais + CN adicional de 4 páginas

formato páginas 17 tiragem custo

2.122.766

R$

16,5 x 23cm RN=16 páginas adicionais + CN adicional de 4 páginas

2.605.590

2.248.185

742.377,15

894.013

R$ 3.091.540,42

R$ 3.245.554,00

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Proposta Folheto

Folheto: 24 páginas 5 duplas e 8 simples => 13 Presentes 1 dupla para Caixa 1 Capa 2 páginas para Anúncio 1 página para 4 a capa

pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


Proposta Folheto

Folheto: 20 páginas 2 duplas e 11 simples => 13 Presentes 1 página Caixa 1 Capa 2 páginas para Anúncio 1 página para 4 a capa

pdfMachine A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


Próximos Passos  Junho - Cotação da Caixa  04/06/09 – Briefing Taterka  09/06/09 - Avaliação dos riscos (projeto + estimativa) => menor impacto de INA  10/06/09 - Apresentação para Regionais do CPM Triciclal  15/06/09 - Aprovações de VF nos CIs de cada Unidade (só falta Natura Homem)  01/07/09 – Pré CPM de Apresentação Ciclo 16  03/07/09 – CPM de Apresentação Ciclo 16 (ainda alinhando com regionais)  03/07/09 – Debriefing Taterka  20/07/09 - Aprovação de VF no CP  22/07/07 - Pré CPM de Validação Ciclo 16 ((com a construção da ativação regional) 28/07/09 – CPM de Validação Ciclo 16  04/08/09 – Reunião de Pauta  15/09/09 – Faturamento Encontro Natura  21/10/09 – Abertura de Vendas (1a Região)  28/10/09 - Abertura de Vendas (2a Região) pdfMachine  04/11/09 - Abertura de Vendas (3a Região)

A pdf writer that produces quality PDF files with ease! Produce quality PDF files in seconds and preserve the integrity of your original documents. Compatible across nearly all Windows platforms, simply open the document you want to convert, click “print”, select the “Broadgun pdfMachine printer” and that’s it! Get yours now!


Natal Natura 2009